1. Things You Need In Your Insanely Great Pitch Rajiv Jayaraman 10

2. Things That Make a Dent Elevator Pitch The Problem Statement Market Size and Growth Your Mission, Solution Business Model Unique Selling Proposition Competitive Landscape Marketing Team Financials 10

3. Think Aerosmith (Love in an Elevator!) Use short, hi-Impact sentences Titanic:“Poor Boy and Rich Girl Fall in Love In a Doomed Ship” Starwars:“Cowboy Story Set In Space” / “Space Western” YouTube:“World’s Largest Video Sharing Website” Cut out jargons and geeky details Setup a Mental Frame of Reference Example: We are for Slideshare : “We are YouTube for Presentations” 1. Elevator Pitch

4. Articulate Pain and Pleasure Articulate an impactful problem statement 1.Hiring Companies spend Rs. 2500 crores every year on re- training graduates from Indian Higher Education Institutions. 2.An average adult spends 250 hours to find a trustworthy maid / temporary worker. 3.1 out of 4 high school students drop out in the US. Use credible sources to backup your problem statements Answer these questions Whose Problem is it anyway? How many people are affected? How often? Note: Figures are all fictitious 2. Problem Statement

5. Size Does Matter How big is the overall market? How big is the specific opportunity that you are addressing? How is the target market growing? Examples: The Indian Education Industry is a $6B opportunity The Beer Market in the US is growing at 15% Year-on-Year 3. Market Size, Growth UNDERSTANDING MACRO TRENDS IS SUPER IMPORTANT! Note: Figures are all fictitious

6. Your Awesome Mission, Solution Crisply describe your solution or raison d’etre Guess the company “Organize the world's information and make it universally accessible and useful.” “Give people the power to share and make the world more open and connected.” “Bringing the best personal computing experience to students, educators, creative professionals and consumers around the world through its innovative hardware, software and Internet offerings” Explain how you plan to solve the problem Explain why this is a superior solution Cheaper?Faster? Better? 4. Mission & Solution

7. What’s your master plan? 5. Business Model

8. What’s Your Secret Sauce? 8 6. USP Gain deep understanding of why you will be taken seriously and why customers will be willing to pay for your products and services. What’s your secret sauce? Stellar Team ? Intellectual Property? Alliances? Partnerships? Awards? Accreditations? WTP OC Are your products or services faster and better, resulting in higher customers’ willingness to pay? Are you able to effectively transfer cost advantages to your customer?

9. Blow ‘em off the park 9 7. Competitive Landscape Know how you stack up against the competition. Come up with a compelling differentiation.

10. Let’s Go to Market 10 8. Marketing Plan Product / ServicePrice PromotionPlace Understand how you will reach your target customers. Ads? Channels? Pricing? Relationships? Service?

11. Assemble a Winning Team 11 9. Team A Winning team is: Credibile Meets the needs of the opportunity Complements each other Shares values, goals and commitment Has high levels of trust LAW OF HIRING Class A people will attract and hire other Class A people Class B people will do that for Class C people Class C people won’t attract anybody at all

12. Financials & Funding 12 10. Financials Everyone knows that this slide is wishful thinking at best. But then, try and be credible, diligent. Statements to forecast Profit and Loss Cash Flow Balance Sheet Time Horizon Key ratios ROI ROIC WACC IRR Be Open About Risks In Your Plan and Talk About Plan-B