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Espire – Final Presentation

ESPIRE Group ID:


Characteristics of a good plan

 Authoring & Validation


• Written by management team (support of experts)
• Validated & run through with knowledgeable advisors
• References to quality research (primary & secondary)

 Structural
• Crisp (16-20 slides)
• Logically sequenced and de-jargonized
Characteristics of a good plan contd..
 Approach
• Relevance to audience (pointedly address key concerns & avoid
analysis paralysis syndrome)
• Simple business orientation (not too techie)
• Realistic projections; promise the moon only if you can deliver it
• Financial prudence; high sensitivity towards cash burn
• Maturity & self-awareness (competition, returns, risk & gaps
assessment)
• Fair valuation expectation

 Content
• Deliver a 360 degree perspective; don’t tell only part of relevant story
• Fact-based; avoid fluffy adjectives
• Industry insights Vs industry information (domain expertise)
• Demonstration of excellent ability to execute per operating plan
• Exit opportunities if audience is investor; understand VC perspective
on fund level returns
Structure

 Elevator Pitch
 Vision and Mission Statement
 Market and Industry Environment
 Value Proposition, Key Products/Services and Differentiation
 Competitive Scenario and Entry Barriers
 Business Model and Sales/Marketing Strategy
 Market Traction
 Management Team
 Organization
 Financials
 Exit
 Capital
 Risks and Gaps
Elevator Pitch

 What does the Company do?


 What new benefits do you provide and/or what pain points are addressed?
 How are you differentiated from competitors on a sustainable basis?
Vision and Mission Statement

 Powerful and realistic enough to rally all stakeholders


 Should reveal core focus area of the company
 Avoid verbose and very generic statements
 No jargon
 True well thought through guiding principle for the company
 Investors back current and potential market leaders
Market and Industry Environment

 Details about target segment and industry such as


• Market definition
• Key segments (size and growth rates)
• Market trends (challenges & opportunities)
• Critical success factors

 Visual illustration of eco-system


• Competition
• Vendors
• Distributors
• Customers
Value Proposition, Key Products/Services
and Differentiation

 Convince the audience that very large number of customers will pay good
amount of money for your offering on a regular basis
 List of key products and services being offered & future roadmap; one-trick
ponies can be a challenge
 Target customer profile; try to please all and you may please none
 Importantly do not kid yourself about differentiation; competition is global
Competitive Scenario and Entry Barriers

 ‘No competition’ is almost never a reality; acknowledge potential


competition if no head-to-head player exists
 Existence of some competition can serve for crucial market validation
 Audience is sure to do its own competitive analysis; you might as well
assist the process with matrix of
• Competitor name
• Business line
• Geography
• Relative key strengths and weakness of each
 Entry barriers for the new entrants are critical
Business Model and Sales/Marketing
Strategy

 Revenue drivers
 Cost drivers
 Sales/marketing strategy including
• Overall product/brand positioning
• Sales & distribution strategy
• Key business development alliances & partnerships
• Pricing approach
Market Traction

 A key clincher slide


 Provide information on customer wins and historical traction with key
accounts
 Include applicable metrics such as
• Key accounts
• Repeat business
• Customers won over from competition
• Number of unique users
• Distribution partners
• Average revenue per account/user
Management Team

 A very crucial clincher slide- good teams rarer than good plans
 Provide information about management team including factors such as
• Ex-employer/venture names
• Past role descriptions and timelines
• Key strengths
• Achievements
• Roles & high level responsibilities in this Company
 Audience will look for indication of
• Integrity
• Domain expertise
• Proven chemistry amongst core team
• Established credibility in industry especially in case of large cos
• Perseverance especially in case of start-ups
Organization

 Ability to attract good talent across organization is also credible validation


of company prospects
 High level on BoD and BoA if applicable
 Give a sense for the structure and size of the company ex.
• Business division break-up and approach used
• Human resource structure
• No of employees in various functions/departments
• Locations
Financials

 Audited annual high level Profit and Loss & Cash Flow statement for the
last three years (if applicable)
 High level Profit & Loss & Cash Flow projections for the following three
years
 List key underlying assumptions for the top & bottom line projections
 Breakdown the revenue per lines of business
 Important hygiene factor: mention & maintain consistency in currency &
denomination
Exit

 Investors have definite intention of exit


 Understand perspective on fund level return expectation
 Think through and share specific exit scenarios ex.
• Time frame and revenue scale for IPO or
• Potential acquirers and specific reasons for their potential interest
• Research & provide information on relevant & recent exit/valuation
events in the market
Capital

 If raising money specify how much & timelines for same


 Provide breakdown of capital allocation
 Calculate by when you will burn money being raised (if applicable)
 If further rounds of funding are required then specify the plan
 Raising too much is as dangerous as raising too little
 Specify current capital shareholding structure
 Share history of earlier funding (if any)
• Dates of such transactions
• Amounts raised
• Pre-money valuations
• Equity stake allotted
Risks and Gaps

 Excellent opportunity to demonstrate maturity of management team


 Mention specific risks that your venture and market/industry face
 What are the likely reasons that would cause your Company to under-
achieve its targets?
 What steps are being taken to mitigate these risks?
 Current gaps can pan for ex.
• Strategy
• Business model
• Customer traction
• Talent
• Technology
• Operations
 What are the priorities & consequent plan around filling in these gaps?
Thank-you

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