CONNECT Proprietary & Confidential PRESENTATION TEMPLATE updated October 2012 for 10 minute pitches Capital Competition & Springboard

CONNECT- Springboard - Proprietary & Confidential The Goal is…  To communicate the company’s story as clearly as possible  To create excitement for the company to attract further resources  To get a second meeting! Every presentation is unique and will have its own flow, but a template is a good start

CONNECT- Springboard - Proprietary & Confidential Presentation Musts:  Less Is More –10 Minutes only –Graphics; Keep It Simple, Standard Logo  slides with key sound-bites (3-4 per slide…the rest is your story!)  Utilize back-up slides to pull out during the Q&A session (anticipate questions and prepare)  For the Capital Competition, the presentation time is 10 minutes, followed by 10 minutes of Q&A  The following slides will have recommendations on whether they belong into the main pitch or for use as back-ups during the Q&A period.

CONNECT-Springboard - Proprietary & Confidential Best Practices for Slide Layouts  Appearance matters: The visual impact of your slides is often perceived by the viewer as just as important as the content  Try to use larger fonts: 32pt – 36pt for titles, 24pt – 28pt for text (smaller will be hard to read in the back of the room).  Use only one style of font if possible in the entire presentation  Be consistent with font size and color from slide to slide – use this presentation as a guide. After you finish making your slides, carefully review them for consistency  Don’t use slide animation effects unless they really add value (especially the “Fly In” effect)

CONNECT-Springboard - Proprietary & Confidential Slide 1 – Introduction  The Elevator Pitch is key to every investor pitch; everything else flows from it!  Presenter and company introduction must cover: –Who you are? Your experience, team’s experience –What major problem are you solving; what business you are in? –What markets do you compete in? –Significant company milestones to date –Size of investment sought  Two to three Questions for the panel to focus on –Business Model, Go-to-Market Plan, Funding, etc. 60 sec Elevator Pitch

CONNECT-Springboard - Proprietary & Confidential Slide 2 – Pain – key slide for the investor pitch; introduces the customer you sell to!  What is the pain? Who has it? Will they pay for the solution? –Who is your ideal customer –Is your solution “the pain killer/must have” or “the vitamin/nice to have”?  Quantify the problem concisely! ($) How much does the problem cost to its owner?

CONNECT- Springboard - Proprietary & Confidential Slide 3 – Your Solution - key slide!  Compelling presentation of your solution –Graphics, illustrations or pictures are highly recommended (Remember: Keep It Simple) –Relate to the problem slide: how is the pain solved  List the key points that will help the audience understand –Don’t explain the technology in detail –What is it? What it does? NOT how it does. –What will happen if it is implemented? How much will it save? What will it allow your customer to do that couldn’t be done before? –How does the customer pay?  Why are they going to pay for a solution? –Cost savings? –Increased market share or revenue? –Elimination of a bottleneck?

CONNECT-SBDC Springboard - Proprietary & Confidential Slide 4 – Value Proposition - back-up for Q&A  If appropriate!  Articulate the exceptional value to your customers  If there are more members in the value chain, articulate value propositions for each; i.e. when selling through a partner, strategic alliance to reach the end-user

CONNECT-SBDC Springboard - Proprietary & Confidential Slide 5 – Business Model – key slide!  Who are your ideal target customers  How do they buy? Online? Trade?  Pricing model; how are you going to make money?  Revenue Model, how will your business scale (sales strategy)  Sell direct? Sell through (channels to market)  Graphs work  See following illustration of a business model: ‒ The company provides value to customers by solving a problem, generating additional revenues, saving money, etc. ‒ Stake holders include the investors and the company ‒ The value for them is created through customer revenues, free cash flow, increase in share price, etc.

CONNECT Springboard - Proprietary & Confidential CustomersStakeholders Value Market Business Model Design © 2012 Blue Mine Group, used under a Creative Commons Attribution-NonCommercial-NoDerivs license: ResourcesProcessesSolutions Cash Inflow Cash Outflow Cash Balance

CONNECT-Springboard - Proprietary & Confidential Slide 6 – Technology (Solution Description) – Back-up for Q&A  If appropriate!  If the value is in cost savings focus on that aspect, always relate to benefits  Layman’s terms  Graphs, pictures work  Assume that the audience does not know the technological field you are in  Yet, give a compelling description without using abbreviations or techy terms

CONNECT- Springboard - Proprietary & Confidential Slide 7 – Market (How big is the problem?) - key slide!  Demonstrate a significant market opportunity  Size, growth, maturity (graphs)  Show how your solution is positioned in the market  Demonstrate how uniquely your product fits into the market  Focus on the smallest segment for credible penetration –Ex, If you are selling wheat bread to the restaurant industry, the segmentation order should be: Restaurant industry size: $5555 (Total Available Market-TAM) Restaurants that buy the bread instead of cooking: $444 Restaurants that buys wheat bread: $33 Restaurants that you can reach (your target):$2 (Served Available Market – SAM)

CONNECT-Springboard - Proprietary & Confidential Slide 8 – Competition - key slide!  Competitive Landscape: list direct (same/similar solution providers). Use a matrix design: major pain points on the y-axis; competitors across the top  Large and small companies  How you are different?  Comparison of solutions based on customers’ decision making criteria  Customer feedback, why you versus others? Providing a detailed competitive analysis and listing the potential competitors increase your credibility

CONNECT- Springboard - Proprietary & Confidential Slide 9 – Competitive Advantage – key slide!  What is your key sustainable competitive advantage (extract from slide 8)?  What are the differentiated features that will hook the decision makers?  How long does your advantage last?  How do you protect your advantage (patents, copy rights, trade secrets, trade marks) - talk about your IP strategy and the status of your copy rights and patent filings.

CONNECT-Springboard - Proprietary & Confidential Slide 10 – Go to Market Strategy – key slide!  Marketing plan and Distribution plan (address market risk)  The sustained initiatives and processes to acquire your target customers –PR, Media, Search Engine Optimization, Advertisement, etc.  How you are going to tackle the market? –Direct versus Indirect distribution channels, alliance partners  Identify customer acquisition cost vs. customer revenue! –In the right proportion, the business will scale nicely!  Highlight third party validation  Graphs work

CONNECT-Springboard - Proprietary & Confidential Slide 11 – Company Traction - key slide!  Team (could be your greatest strength) –Short summary of the members key strength and achievements, particularly as it relates to the business (address management risk) –Possibly board of advisors (if recognized)  Barriers to entry: Your existing IP/ IP strategy (address technology risk)  Depending on the company stage, important milestones achieved

CONNECT- Springboard - Proprietary & Confidential Slide 12 – Financials ($000 – 5 Years) - key slide!  Financial Plan – Pro-Forma P&L - includes Revenue, Gross Margin %, EBITDA, Funding, Ending Cash flow, Headcount  Everyone knows that this is an estimate, but still they want to know how realistic are the financials and if you are capable of predicting the market  5 Year realistic estimates – graph is useful if there are multiple revenue streams  On a back-up slide: highlight critical assumptions/milestones  Don’t provide details or show a spreadsheet, but be prepared to present and discuss them

CONNECT- Springboard - Proprietary & Confidential Slide 13 – Funding (if seeking investment) - key slide!  How much $ are you seeking?  Don’t add valuation to the slide, but prepare to discuss a range, based on comparibles  Use of Funds: –(i.e. 45% R&D, 20% Marketing, %10...etc.) –Pie Graphs work nicely  How long until you need another cash infusion or will this be all the financing you need?

CONNECT-Springboard - Proprietary & Confidential Strategic Planning Phase I Development Phase II Development Pilot Test Mass Production (II) 2010 IPO Mass Production (I) Time Project Milestone Financial Milestone Fund Raising (I) US$ 1 M Fund Raising (II) US$ 1.5M Slide 14 – Corporate Development - important slide, but back-up for Q&A

CONNECT-Springboard - Proprietary & Confidential Slide 15 – Assumptions and Risks – back – up for Q&A List critical assumptions that may affect the realization of revenue and profit projections… in decreasing order of probability (do not include natural disasters, acts of war and such) Across from each assumption, describe the negative impact of each Across from each, now describe what you are doing to mitigate or de-risk

Slide 16 – Exit Strategy - Back-up for Q&A CONNECT-Springboard - Proprietary & Confidential Exit Strategy Acquisition (Select any of the below that are applicable) By Suppliers: Names, if possible By Competitors: Names, if possible By Strategic Partners: Names, if possible IPO (If companies in this sector have recently completed an Initial Public Offering) Recent Acquisitions: ABC, Inc., acquired in 20XX by DEF, Inc., at X multiple of EBITDA [Additional comparables, if possible] Our Company, Inc., EBITDA, Year 5: $000

CONNECT-Springboard - Proprietary & Confidential Slide 17 – Summary – key slide, like the elevator pitch; summarize why they need to invest NOW!  List your strengths unique to your company  Three to five points that you want from your audience to remember when they leave the room  Repeat the two to three questions you want the panel to focus on