1. The Elevator Pitch Based on material developed by: 1 Elevator Pitch

2. What is the objective? Must be exciting and compelling This is a conversation, not a speech 2 Elevator Pitch

3. The Elevator Pitch Buy-in Investors Employees Customers Partners What motivates them? Critical Point - what do you want remembered? Result - listener wants to hear more 3 Elevator Pitch

4. The Elevator Pitch Content What market are you in? What urgent problem are you solving? What is the size & growth of the opportunity? Value proposition Why will you win? What is the validation (customers, research, etc.)? Order is flexible 4 Elevator Pitch

5. Elevator Pitch Communication Imperatives Show passion, energy, and enthusiasm Use appropriate eye contact when face-to face Slow down and speak clearly Be brief (~30 seconds) Be confident Use understandable vocabulary (model company) 5 Elevator Pitch

6. 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. 6 Elevator Pitch

7. 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. 7 Elevator Pitch What Questions does this invite?

8. How Do You Get Immediate Attention? Reduce to one sentence or question what is unusual, interesting, exciting or dramatic. 8 Elevator Pitch

9. Be Prepared to Answer Questions About Product and technology Marketing strategy Market research Revenue and profitability Funds required Valuation 9 Elevator Pitch

10. Elevator Pitch Exercise Your pitch Evaluation by class on a scale of 1 to 10 Urgent pain Large growing market Unique, defensible position Validation Communication skills Desire to hear more 10 Elevator Pitch