Deloitte VC Successful Pitch PDF

Fundraising Workshop
Mark E. Jensen, Partner & Director of National Venture Capital Services

Deloitte & Touche LLP
Today‟s Objectives
• Develop a more compelling elevator pitch

• Provide a methodology to analyze and improve
investor presentation materials
• Learn what you need to know and do before the
first investor meeting to be prepared
Copyright © 2007 Deloitte Development LLC. All rights reserved. 2

Are You Prepared for Fundraising?
• Do you have the right track record?
• Have you obtained strong external validation?
• Can you demonstrate deep knowledge of your
domain and your business economics?
– Is the model defensible, leading to significant profits?
• Is your presentation ready?
– Is it concise, compelling, organized and well told?
• Can you show to the investor a great return?

Anatomy of a Successful
Investor Presentation Package
Before you get started, have a well thought out:
• Elevator pitch
• Executive summary
• PowerPoint presentation
• References/validation
• Proof of concept/demo (if appropriate)
• Then deliver with…
PASSION, COMMITMENT, AND CREDIBILITY!

Building External Validation
• Build a list of ideal customers and partners
– Focus on most valuable market segments
– Consider future “natural owners” of your firm
• Engage to validate value proposition
– Consider other geographies if needed
– Utilize network to open doors
• Recruit directors, advisors, and references
– Must add value and be available to provide validation
– Coach references to assure desired outcome
• Validate target customer needs
– Offer services/consulting before first product(s) are ready

Validation Template
Ideally, identify references that can make three key
assertions:
1) The Problem: “Yes, Company X is addressing a
significant problem in our industry…”
2) The Budget: “We‟ve committed Y dollars to fix
this problem…”
3) The Solution: “We‟ve hired Company X to fix the
problem…” or (second choice) “we are prepared
to hire Company X to fix this problem upon
meeting _____ specifications.”

Identifying the Right Investors
• Develop a target list
– Tap current investors and advisors
– Review press releases of other firms in your space
– Check with law firms, banks, CPA firms, and others
– Western Association of Venture Capitalists (WAVC)
– Review fundings on news wire for comparable situations
• Research firms to find right fit
– Sector  complementary vs. competitors
• Network for referral to the right partner
– Ask referral source to make the introduction!!!!!

The Elevator Pitch
• Goal: Buy-in
– Investors
– Employees
– Customers and partners
• Critical Attribute: Focus
– What do you want remembered?
• Result: Motivate
– Listener wants to hear more

The Elevator Pitch
• The order is flexible, but cover these points:

– What market are you in?
– What urgent problem are you solving?
– What is the size of the opportunity?
– Why will you win?
– Where is the validation (customers, investors,
etc.)?

Elevator Pitch: Communication
Imperatives
• Show passion, energy, and enthusiasm
• Use appropriate eye contact when face-to-face
• Slow down and speak clearly
• Be brief (target 60 seconds)
• Be Confident
• Use understandable vocabulary

Elevator Pitch – Example
P1 Diamond develops proprietary thin film diamond

products and equipment that dramatically improve
heat dissipation on microprocessors, solving one of
the highest priority pain points in the industry.
We address growing markets that will exceed $1.5B

by 2006 and will become the dominant supplier with
the best team having the most comprehensive patent
position in the industry. Intel is our largest current
investor, and we are actively engaged with other top
target customers and partners who provide very
strong references.

Elevator Pitch Exercise
• Your name and the name of your firm
• Your pitch
• Ranking by group on a scale of 1 to 10
– Urgent pain
– Large growing market
– Unique, defensible position
– Validation
– Communication skills
– Desire to hear more

Building and Delivering the
Presentation
13
The 12 Slides
1- Overview
2- The Problem
3- The Solution
4- Opportunity and Market
5- Technology
6- Unique Competitive Advantages
7- Competitive Landscape
8- Go to Market Strategy
9- Financial Roadmap
10- The Team
11- Current Status
12- Summary
Why 12 Slides?
• Goal of the first meeting is to get the second
meeting
– Increase receptivity and find your champion
• Focus
– What are most important factors?
• Efficient use of time
– Convey the basics
– Time is limited
• YOU are the real story
– Don‟t hide behind slides
• Order of slides will depend on your situation
Introductions
• Begin by introducing your team
– 60 seconds or less
– Save team detail for later
• Mention any common links
– Referral sources, other relevant contacts

Title Slide
• Name of your firm
• Date
• Name of investor firm
• Optional: How much money is being sought
for this round?
• Appropriate graphics (logo, etc.)

April 2002
Seeking $5M
Once Upon A Time…
• During the title slide…

• Start with a 2-minute story
–Hook „em!
• Make it compelling and memorable
• Tie the story to your overall message
• PRACTICE!

Slide 1: Overview
• Two to five high level bullets

• Refer to key points to keep attention for the rest
of the presentation (your elevator pitch)
• If you don‟t get their attention here, you won‟t
get their check later

Making Business eCommerce a Reality
Automate financial processes and operations

Drive transaction cost efficiencies
IT Managers of Fortune 100 companies rank this as among
the top five areas to invest in over the next five years
Beta agreements have been signed by three Fortune 100
companies.
Slide 2: The Problem
• Compelling problem(s) to be solved

– What‟s the pain? – revenues, costs, time, market
reach
– Faster, better, smaller, etc. are solutions, not
problems
• Best to include validating quotes
– Customers are best
– Analysts when applicable
• So what?
• Problem must suggest a large market
Corporate Data isn’t Safe
Fake
*Billions Annually $70K
Payables
Lost
Deleted Chart
*Up to 40%
of Accounts
$100K
wasted IT time
“Our margins depend

on a secure platform.”
Fake Vendor $3.7M
- Sam Hein, VPO XYZ Airlines
Copyright © 2007 Deloitte Development LLC. All rights reserved. * IDG Group Study
23
Slide 3: The Solution
• Describe your business

– Product or service
• Compelling benefits
– “Must-haves” not “nice-to-haves”
• Defining graphic
– Illustrating your product or service
• Hooked?
– If you haven‟t set the hook by now, you are dead!

Solution
Intrusion Detection
Access Control
Easy Integration

Slide 4: Opportunity and Market
• Market details
– Size and growth rate for five years
– Focus on your segment(s) of the target market
• $100M+ run rate opportunity in five years?
• Demonstrate defensible % of market share
– Why you won‟t get squashed
• A graph format works well

Slide 5: Technology
• Translate key points from business to technical
domain
– Show how customers and partners fit in, if possible
• Best to use animated graphics
– Before and after diagrams often work well
• Concentrate on essential value proposition!!
– Talk to important but peripheral issues and details, avoid
clutter
• Address “invent vs. integrate” issues
– Show that you will invent only uniquely competitive
elements
– Show incremental development path that reduces risk, if
possible
>>> Technology
EXECUTE
ANALYZE OPTIMIZE
PLAN
Enterprise Portal Integration
Customer Mgmt
Inventory Web Store
Business Applications
Supply Chain
Fulfillment Call Center

XML Analytics Rules Planning Workflow XML
Warehousing Engine Engine Engine Engine Email
EDI Platform Framework

Distribution EDI Direct Mail
J2EE Application Server
Manufacturing Field Service
ODBC Relational Metadata ODBC
Logistics Point of Sale
IT Infrastructure: Hosted or in-house
Procurement SFA
Data
Flow
Technology Overview

Slide 6: Unique Competitive Advantages
Team, relationships, intellectual property,
new insights, domain expertise
• Are they yours alone?
• Will they provide a 10X+ advantage?
• How long will they last?
• What will it take to overcome them?
• Why will customers care?

Unique Competitive Advantages
Team has strong background in key technical areas

 CEO, Chuck Smith, 5 years of speech systems experience at Nuance
 VP Engineering, Dave Johnson, built enterprise software products for TenFold
 Team has nearly 20 years collective experience in computer telephony
Partnerships in place with dominant market players

 Speech Technology – Nuance and Speechworks
 Voice Portals – TellMe and BeVocal
 Authorization Software – Netegrity and RSA Security
 Provisioning and Management – BMC and M-Tech
Patenting innovations in technology and applications

 Voiceprint store & forward from PC – voiceprinting on internet from standard PC
 Voiceprint store & forward from IVR – allows bolt-on rather than re-write
 Several other patentable innovations coming

Competitive Advantage
Next Generation
PSA
Strategic
Management
Capability
• 2000 V3.1 – Global Enhancements
• 1999 Connected Service Chain
• 1998 Resource Management

1st Generation
PSA
Global & Collaborative

Slide 7: Competitive Landscape
• Discuss current and potential competitors
– Demonstrate knowledge of the landscape
– The answer “no competition” → red flag → no market
• Provide framework to differentiate
– Use customer-centric attributes and dimensions
– Reinforce your unique competitive advantages
• Upper right quadrant graphic?
– VCs see „em everyday – risk of being cliché
• Quote prospective customers
– What do they say about your competitors?
– Why would they rather buy from you?

Competitive Advantage
Product GA Production Highly Scalable >$10 per

Customers Architecture IP-DSO
Acme
Company A
Company B
Company C
Company D
Company E
Company F

Slide 8: Go to Market Strategy
• Who are the key players?
– Profile the customer
– Discuss critical partner relationships (current and future)
– Describe who (in/out-house) sells your product or service
• How and what do customers buy?
– Discuss high level pricing (e.g., annuity or one fee)
– Describe what the customer will get (today and beyond)
• Marketing and sales plan
– Explain value chain and sales cycle
– Compare and contrast to other firms
• Graphics work well
• Emphasize external validation
Go To Market Strategy
Today
Distributors
6 US MID-
10 European
INDIRECT SALES
2 Asian MARKET
18% Strategic Partners
IBM
82%
F1000
DIRECT SALES
Copyright © 2007 Deloitte Development LLC. All rights reserved.

$4B Market 37
Go To Market Strategy
Distributors
Tomorrow Sirrius
AvNet
Support Net MID-
Strategic Partners
INDIRECT SALES
IBM Symantec MARKET
ISS Tripwire
50%
Independent
Software Vendors
JD Edwards
SAP Infinium
50%
F1000
DIRECT SALES
Copyright © 2007 Deloitte Development LLC. All rights reserved.

$4B Market 38
Slide 9: Financial Roadmap
• Provide high level 5 year projections
– Revenues and expenses by major categories
– Pretax profit (loss), cash flow from operations, capital
requirements
• Highlight milestone targets
– First revenues
– Cash-flow positive
– Tangible competitive barriers (customers, IP, etc.)
– $100M/yr run rate in year 5 is cliché, but expected
• Prepare “hip pocket” detail slides
– Best for a second meeting, but produce if requested

Financial Overview
2002 2003 2004 2005 2006
Revenues ($K) $1,500 $7,000 $25,000 $60,000 $105,000
Expenses ($K) $2,500 $10,000 $24,000 $49,000 $79,000
Profit ($K) ($1,000) ($3,000) $1,000 $11,000 $26,000
Investment ($K) $5,000 $5,000
Headcount 15 60 150 300 450
Customers 5 20 50 150 250
Investment Sought
$5M Series A: Now
$5M Series B: 12-18 months after Series A
Use of Proceeds
Get product into Beta/GA, implement with 1-3 beta customers
Build solid pipeline, sign initial partnership deals
Stage scaling of Sales / Prof Serv / Engineering / G&A

Future Timeline
March Begin Marketing

2003 Efforts for AEDI
January Complete identification

2003 of management team
December Begin strategic product

2002 development
August Elevate marketing of DD

2002 to achieve sales goals
July
2002 Close A-round
What‟s Behind the Financial Slide?
• Deep understanding of the business model
• Be prepared to discuss key assumptions
– Revenue analysis – market penetration and timing
• Top-down (supportable percentages)
• Bottom-up (pipeline, revenue by customers,
validation)
– Expense analysis
• Validate with comparable companies, as available
– Other (capital equipment, A/R & A/P turnover,
etc.)
• Detailed proforma backup (P&L, cash flow, balance
sheet, use of proceeds & headcount)
Slide 10: The Team
• Previous relevant accomplishments
– Include academic credentials
• How does this team work together?
• Be honest - who‟s missing?
– Discuss your hiring plan to fill key slots
• Relate to unique competitive advantages
• Emphasize what YOU bring to the table
– The CEO is the most critical team member
– Demonstrate your competence through your
presentation

Management Team
Chuck Smith, CEO

 9 years enterprise systems expertise – IBM
 10 years call center systems expertise – ROLM/IBM and Tandem
 5 years speech solutions expertise – Nuance
 BS Mathematics, Loyola University, Los Angeles
Dave Johnson, VP Engineering
 6 years telecom & imbedded systems expertise – Tanner
 6 years enterprise software integration expertise – TenFold
 BS Engineering, CalTech
Herman Lewis, VP Sales
 20 years of sales success in Call Center market – Teknekron and Teloquent
 Sales process expert with 8 years sales management experience
 BA Philosophy, Bloomfield College, NJ
Board of Directors
 Mike Baker, Chairman of Blue Note Software
 Bruce Davidson, retired VP Sales, Nuance
 Charlie Clay , board member SRI
Slide 11: Current Status
• Highlight milestones achieved to date

• What have you already accomplished with other
investors‟ money?
– Investors like to see efficient, productive use of
resources
• Historical timeline format can be useful
• Emphasize where you go from here
– Show you are in position for some key next steps

Current Status
Launched: January 2001, angel funding
Product Status prospects

 Password Reset announced 5/01, available 9/01
Wells Fargo Password Reset
 Confirmed Caller announced 2/02, available 4/02
US Bank Password Reset
 Voice Secure Web – prototype available Hewitt Password Reset
Visa Password Reset
Customer Status
 Hartford Life – Password Reset 9/01 E*TRADE Confirmed Caller
 Bank of America – Password Reset 1/02 GE Card Confirmed Caller
Services
Partnerships complete and functional

 Nuance and Speechworks both contributing funding
 Netegrity, RSA Security and BMC
Seed team effective and efficient

Slide 12: Summary
• Summarize your three strongest points
– Have these distilled down to memorable sound bites
– Highlight synergies with prospective investor
(portfolio, GP background, domain expertise, etc.)
• Solicit feedback
– Identify and address concerns
• Call to action
– Ask about the process, and what it takes to do a deal
• Next steps
– Determine conditions for second meeting
– Set up follow-up meeting, if possible
summary
Great opportunity to impact security market

 Voiceprints are best authentication approach
 Proprietary advantages in place
Proven team and initial results

 Delivering products to paying customers
 Established partnerships with market leaders
Seeking support to capture the opportunity

 Financing
 Building management team

After the Meeting
• Immediate follow-up email
–Thank prospective investors for their time
–Address any unresolved issues
–Stress points that resonated
• Follow-up with additional information
–Support due diligence process
• Reconnect with referral source
• Coach your references

Building the Executive Summary
• Primary uses
– Initial introduction to investors (may accompany
introductory email)
– Prepares investors for meeting
• Best practices
– Word doc. derived from your “12 Magic Slides”
– Drill down in key areas, but be concise
– Highlight external validation
– Less than 10 pages
– Use as tool to sell the team
• Supporting materials
– Operating plan, sales pipeline, IP roadmap, competitive
landscape, etc.
– Make available only as appropriate (avoid material
overload)
Next Steps
• Involve your team
– Set format, timelines, and delegate
• Re-build your story
– Elevator Pitch PowerPoint Executive
Summary Demo
• Create investor/customer target lists
• Seek external feedback
– Go back to referral sources for “dry run”

Q&A
52

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Fundraising Workshop

Mark E. Jensen, Partner & Director of National Venture Capital Services

• Develop a more compelling elevator pitch

Copyright © 2007 Deloitte Development LLC. All rights reserved. 2

Copyright © 2007 Deloitte Development LLC. All rights reserved. 3

Copyright © 2007 Deloitte Development LLC. All rights reserved. 4

Copyright © 2007 Deloitte Development LLC. All rights reserved. 5

Copyright © 2007 Deloitte Development LLC. All rights reserved. 6

Copyright © 2007 Deloitte Development LLC. All rights reserved. 7

Copyright © 2007 Deloitte Development LLC. All rights reserved. 8

• The order is flexible, but cover these points:

Copyright © 2007 Deloitte Development LLC. All rights reserved. 9

Copyright © 2007 Deloitte Development LLC. All rights reserved. 10

P1 Diamond develops proprietary thin film diamond

We address growing markets that will exceed $1.5B

Copyright © 2007 Deloitte Development LLC. All rights reserved. 11

Copyright © 2007 Deloitte Development LLC. All rights reserved. 12

Copyright © 2007 Deloitte Development LLC. All rights reserved. 16

Copyright © 2007 Deloitte Development LLC. All rights reserved. 17

• During the title slide…

Copyright © 2007 Deloitte Development LLC. All rights reserved. 19

• Two to five high level bullets

Copyright © 2007 Deloitte Development LLC. All rights reserved. 20

Automate financial processes and operations

• Compelling problem(s) to be solved

“Our margins depend

• Describe your business

Copyright © 2007 Deloitte Development LLC. All rights reserved. 24

Copyright © 2007 Deloitte Development LLC. All rights reserved. 25

Copyright © 2007 Deloitte Development LLC. All rights reserved. 26

Enterprise Portal Integration

Fulfillment Call Center

EDI Platform Framework

Copyright © 2007 Deloitte Development LLC. All rights reserved. 30

Copyright © 2007 Deloitte Development LLC. All rights reserved. 31

Team has strong background in key technical areas

Partnerships in place with dominant market players

Patenting innovations in technology and applications

Copyright © 2007 Deloitte Development LLC. All rights reserved. 32

• 2000 V3.1 – Global Enhancements

• 1999 Connected Service Chain

• 1998 Resource Management

Global & Collaborative

Copyright © 2007 Deloitte Development LLC. All rights reserved. 33

Copyright © 2007 Deloitte Development LLC. All rights reserved. 34

Product GA Production Highly Scalable >$10 per

Copyright © 2007 Deloitte Development LLC. All rights reserved. 35

Copyright © 2007 Deloitte Development LLC. All rights reserved.

Copyright © 2007 Deloitte Development LLC. All rights reserved.

Copyright © 2007 Deloitte Development LLC. All rights reserved. 39

Copyright © 2007 Deloitte Development LLC. All rights reserved. 40

March Begin Marketing

January Complete identification

December Begin strategic product

August Elevate marketing of DD

Copyright © 2007 Deloitte Development LLC. All rights reserved. 43

Chuck Smith, CEO

• Highlight milestones achieved to date

Copyright © 2007 Deloitte Development LLC. All rights reserved. 45

Product Status prospects

Partnerships complete and functional

Seed team effective and efficient

Copyright © 2007 Deloitte Development LLC. All rights reserved. 46