1. Technology Ventures: From Idea to Enterprise Summary Chapter 19: Summary Leadership involves remembering past mistakes, an analysis of today’s achievements, and a well-grounded imagination in visualizing the problem of the future. Stanley C. Allyn How does the new venture present its vision and story and negotiate a deal with investors? The creators of a new enterprise need to tell their story about the future of their business. A good story will motivate investors, employees, and partners. The negotiation of a deal with an investor is an important part of the process. Presentations and Deal Negotiations 19

2. Chapter 19: Story A story is a narrative of factual or imagined events. Presentations and Deal Negotiations 19 Technology Ventures: From Idea to Enterprise

3. Chapter 19: Table 19.1 Presentations and Deal Negotiations 19 Technology Ventures: From Idea to Enterprise

4. Chapter 19: Table 19.4 Presentations and Deal Negotiations 19 Technology Ventures: From Idea to Enterprise

5. Chapter 19: Negotiation Negotiation may be defined as a decision- making process among interdependent parties who do not share identical preferences. Presentations and Deal Negotiations 19 Technology Ventures: From Idea to Enterprise

6. Chapter 19: Principle The creation and communication of a compelling story about a venture and the resulting skillful negotiations to close a deal with investors are critical to all new enterprises. Presentations and Deal Negotiations 19 Technology Ventures: From Idea to Enterprise

7. Chapter 19: Exercise Segway is a new transportation vehicle (see www.segway.com). Write and present a story for use of a fleet of rental segways on your campus or in your town. www.segway.com Presentations and Deal Negotiations 19 Technology Ventures: From Idea to Enterprise

8. Chapter 19: Venture Challenge VENTURE CHALLENGE 1)State your venture’s elevator pitch. 2)Provide an outline of the presentation for describing your venture to investors. 3)Sketch out a term sheet outlining your venture’s capital needs and amount of the company you are interested in selling (e.g., number of shares or what percentage of the total shares), and specify any other negotiation terms you consider important. Presentations and Deal Negotiations 19 Technology Ventures: From Idea to Enterprise

9. Chapter 19: DVD Video DVD Video “Tips for a Good Pitch” Heidi Roizen (Mobius Venture Capital) Presentations and Deal Negotiations 19 Technology Ventures: From Idea to Enterprise