Slide utilisé dans le cours n°18 de la Y Combinator Startup Class de Standford (http://startupclass.samaltman.com/) donné par Dalton Caldwell, Michael Seibel et Qasar Younis
Publiée sur slideshare pour pouvoir être intégrée à l'article http://startupeers.co/y-combinator-startup-class-19-sales-and-marketing-how-to-talk-to-investors/
Expense Management Maximizing Efficiency for Business Success
Y Combinator Startup Class #19 : How to talk to investors 2/2
1. Talking to Investors
December 2014
Dalton Caldwell - Michael Seibel - Qasar Younis
2. What
we
will
discuss:
-‐ Before
the
meeting
(Michael)
-‐ During
the
meeting
(Dalton)
-‐ After
the
meeting
(Qasar)
-‐ Q&A
3. Overview
1.
30 second pitch
2. 2 minute pitch
3. When to fundraise
4. How to setup investor meetings
0/4
How to Pitch
4. 1 30 second pitch
How to Pitch
What does your
company do?
How big is the
market?
How much traction
do you have?
1/4
5. 2 minute pitch
How to Pitch
• Clear 30 second pitch
• Unique insight
• How you make money
• Team
• The Big Ask ($$$)
2/4
6. When to Fundraise
How to Pitch
Growth
Real World :(
Ideal World :)
3/4
7. How to Setup Investor Meetings
How to Pitch
$
Think
Parallel
$
1 Team
Member
$
Warm
Intros
4/4
8. What
we
will
discuss:
-‐ Before
the
meeting
(Michael)
-‐ During
the
meeting
(Dalton)
-‐ After
the
meeting
(Qasar)
-‐ Q&A
9. Mock
pitch
sessions
-‐ The
goal
is
to
highlight
good
and
bad
behavior
(not
mimic
a
real
conversation)
-‐ Focused
on
seed
stage
capital,
first
time
founders
-‐ Dalton
=
Investor,
Qasar
=
Founder
-‐ 2
sessions:
weak
pitch
and
a
good
pitch
11. Avoid
common
mistakes
Introduction:
Make
sure
the
listener
understands
what
you’re
working
on.
Progress:
Know
your
numbers!
Market
size:
Ideally
build
bottom
up
analysis
Insights:
You
should
understand
something
that
is
counter
intuitive
Team:
Your
team
should
be
uniquely
suited
for
this
business
Asking
for
money:
Drive
the
conversation
to
a
conclusion
13. Hallmarks
of
a
good
pitch
-‐ Capture
interest,
told
an
interesting
story,
engage
with
the
listener
-‐ Demonstrate
insights
and
command
of
the
market,
passionate
not
dismissive
-‐ Collaborative
meeting
more
than
an
interrogation
-‐ Actually
ask
for
money
14. What
we
will
discuss:
-‐ Before
the
meeting
(Michael)
-‐ During
the
meeting
(Dalton)
-‐ After
the
meeting
(Qasar)
-‐ Q&A
15. After
the
meeting
-‐
Follow
up
(anything
by
a
check
is
a
“No”)
-‐
Work
on
creating
deal
heat
(supply
/
demand)
-‐
Do
diligence
on
the
investors
-‐
Know
when
to
stop
(addicted
to
fundraising)
-‐
Build
your
company!
(fundraising
is
not
the
goal)
16. What
we
will
discuss:
-‐ Before
the
meeting
(Michael)
-‐ During
the
meeting
(Dalton)
-‐ After
the
meeting
(Qasar)
-‐ Q&A