字幕表 動画を再生する 英語字幕をプリント If you're watching this you are probably in the process of pitching investors to raise money for your company. Did I get that right? I'm the CEO of a company called Slidebean I've not only managed to raise funding for our startup, but hundreds of companies have also used our templates to do so. Today we're gonna dig deep into: How to Create a Pitch Deck for Investors This will be a two-part video. We'll first look into the pitch decks structure. There's a pretty standardized pitch deck outline that most presentations follow, so we'll look at each slide and dig into what content you should include in each one of them. Then we'll look at some basic design guidelines to make sure your slides stand out. Remember, the pitch stick is the very first impression an investor might get on your business, and it should look stellar. Let's not reinvent the wheel here. Dozens of accelerators, venture funds, successful startups and internet personalities, have published their 'ideal' contents of a pitch deck. We took the liberty ofredesigning many of them and you can download most of them on the links below, but the truth is, they all have pretty much the same content. Pretty much every pitch deck follows this structure: For most of this section, I'm gonna use the Uber Pitch Deck as an example. Now the original version doesn't look particularly good, so we'll use our redesign version instead. Now, we all know the size of the company that Uber has become, so naturally this deck from back in 2008, has become one of the most sought-after references for Pitch Decks. Our redesigned version gets thousands of downloads every month I'll also quote a few others like our own Pitch Deck and the Airbnb Deck. This is where you present your case your problem and your premise, And your proposed solution. This is a critical part of your pitch because it will determine if you can capture an investor's attention for the rest of the presentation The cover slide There's little to add here on the structure so we'll look at some design tips later. The problem slide. So this is where you present the status quo. The founders of Uber made it very clear. Cabs in 2008 are far from a great user experience: they use aging and inefficient technology and hailing is done by a hand or by actual phone calls. I also love the way Airbnb summarized it in just three short sentences: -Price is important for travelers -Hotels are bubbles -There's no way to book a room with a local or to host a spare room in your apartment. This was the reality in 2009 all they had was Craigslist and CouchSurfing and neither of those was a pleasant user experience. See how down-to-earth this problem has been summarized? No complicated jargon. No debatable arguments. 100% straightforward verifiable claims. Creating empathy with your investors is critical at this point. If you offer a questionable statement, then the whole premise of your pitch will be doubted. If the problem you're trying to solve can be applied to them, then great, take advantage of that! If you're solving a problem for an entirely different audience then acknowledge it, and again make sure your premise is solid. The solution slide. The solution is quite obviously you and your company and your product. Mention three or four core functions of your product, and how they address the problems you just talked about. One important tip here is to once again avoid tech jargon think of benefits instead of features instead of saying we have a fully responsive editor rephrase that to you can edit your presentation everywhere even on your phone. This is a killer line right here The convenience of a cab in New York City, plus the experience of a professional chauffeur. The product demo There's a whole thing about product demo. If you're presenting live for example, then the product demo is actually a double edge sword. You risk the demo crashing and ruining your whole pitch, so maybe sticking with a video could be safer. If you're sharing the pitch with an investor via email, then a video capture is actually a nice courtesy and a way to guarantee, that they will get a glimpse of the product. You can't assume that they'll just go to your website create an account and check it out themselves. Finally if you're in an in-person meeting, following the flow yourself on the app or the product, might be the best choice. Remember in either case your video demo or your actual demo, should reach the 'aha' moment in 30 seconds or less. The why will make you rich section. if you manage to catch attention in the first minute or so, now it's time to prove while you're gonna make them rich. Remember, few investors, (actually no investors) will give you money because they like you, or because they like your team, or because they like your product. They'll do it because they believe your team led by your vision, can grasp this market opportunity, create a sizeable company, and more importantly, give them a sizable return on their investment. The Market Size. This is where you look at how large this company can become. Two ways to tackle it, with what it's called like an Bottom Up or a Top Down Market Approach. A Top-Down analysis is calculated by determining the total market then estimating your share of that market. So, a typical Top-Down analysis might go something like: If you're selling rubber ducks to everybody that can use them, there are maybe 500 thousand people in your area, and even if you only managed to land five percent of that market it'll make you twenty five thousand sales. A bottom-up analysis is calculated by estimating potential sales to determine a total sales figure. A bottom-up study evaluates where products can be sold, the sales of comparable products and the slice of current sales you can carve out. While it takes a lot more effort the result is usually much more accurate. There's a great Inc.com article that you can look into for more details. So, going back to our example Uber plan to start as a New York City and San Francisco service, which already made a 1.3 billion dollars per year market. Then they planned to expand to LA, Chicago, Houston, Pennsylvania and Dallas, which already makes up 50% of the US taxi market So based on this information they estimated three scenarios: Where they remain like a 10 car company, 100 client service, just in one city. Where uber gets 5 percent of the top 5 US cities, which actually represents 20 to 30 million dollars per year in profit and then a best-case scenario where uber would become a market leader 1 billion dollar plus a year in revenue. Who would have guessed that their prediction actually fell short of the type of company they became. The business model slide. Now the Pitch Deck Business Model slide is, in most cases, a slide that makes or breaks your pitch. I'm taking Airbnb example for this one whose business model is just dead simple they take a 10% commission on each transaction. That's it! Airbnb makes money in many other ways these days, but the premise remains. There's a percentage of each transaction. When dealing with a 500 million serviceable market, which is the amount of budget plus online trips worldwide, even a small portion of the equation yields just fantastic economics. The founders elaborated by making a rough estimate that's serving 15 percent of this addressable market would yield them $200 million worth of revenue in the first three years. A bold but eventually accurate prediction. We are working on a new video dedicated exclusively to studying and understanding powerful business model slides, so check out the link in the comments. The competition slide In this case I'm gonna use Slidebean example. This grid approach to comparing your company to your competitors was made famous by Steve Jobs when he used to compare the iPhone to any other phone available at a time. If you have a product that stands far apart from your competitors then, this is the best way to make sure everybody understands that premise. In our case the horizontal axis would be represented by time. Time required to make a presentation or a pitch deck and then quality of design we would put that on the vertical axis. Traditional presentation software like PowerPoint would have had an average design quality with terrible efficiency. Prezi for example provides somewhat better results at the cost of even more time. All the way up to the extreme, you can create a top-of-the-line presentation using Adobe Illustrator but this is a professional tool for professional designers. Slidebean niche is right here, where high quality meets efficiency, and with this diagram it's easy to see how it stands apart. Now that you understand how these work take alook at the Airbnb deck. In this case their axes are affordability and offline versus online transactions this differentiates Airbnb from hotels.com or CouchSurfing or Craigslist. The Underlying Magic or the Competitive Advantage The underlying magic slide, also referred to as the competitive advantage slide, is where you elaborate on the technologies and patents you've developed to make your product or service unique. Feel free to get much more technical on this slide. Going back to UBER, this is where they get to brag about the route optimization system their reputation tracking and the demand forecasting, that's right the surges. As much as we users hate that it's one of UBER's most powerful innovation. The Go-to-Market Plan. The go-to-market slides should refer to your plans to acquire a mass audience. Now the reality of any startup, is that there's no way to know how these plans will work, until you actually try them out. And you likely need to update this slide regularly, as you try and fail with different marketing tactics. it's essential, however, to remember and fake it till you make it. Always have a plan and pitch it as if you're a hundred percent sure that's the way to go. The point of this slide is proving that you can figure out ways to grow your business, both with a large pool of ideas and the ability to execute them. Airbnb slide refers to three alternatives, Events, partnerships and the dual posting feature. In the end, they never managed to make a deal with Kayak, but they hit the nail on the head with the dual posting function. In a nutshell, they developed a bot that would take any Airbnb listing reposted on Craigslist and link back to the original Airbnb post, thus increasing their traffic and awareness as well as the chances of getting a listing booked when they had fewer customers. The Team Slide And we're almost done now. This slide should be simple. Mention your founders and why are you the right people to grow this company. Remember the ideal founder combination is the hustler/hacker/hipster trio A hustler usually impersonated in the CEO that can sell the company and keep investors excited around it. A hacker often the CTO, that can lead the product development for the first few years. And finally a hipster, that can build a brand both through high quality design and marketing.