‘Going Global’ Committee Satish Parakh (Nashik) Chairman G2G Gautam Ostwal (Hubli) Co-Chairman Sanjay Lodha (Dubai) Convener Milind Shah (Nashik) Co-Convener
Advisory Board, USA Prem Jain (SFO) Nitin Shah (SFO) Yogesh Bapna (SFO) Dr. Sushil Jain (DC) Kamlesh Mehta (SFO) Advisory Board, India Motilal Oswal (Mumbai) Harshad Mehta (Dubai) Prakash Kanugo (Mumbai) Rajesh Sakhala (Pune) Rajendra Bardia (Jaipur) Sanjay Dugar (Hyderabad) Ashok Shah (Mumbai) Rajendra Gandhi (Bangalore) Hemant Shah (Ahmedabad) Anil Jain (Chennai) Anand Surana (Chennai) Vinod Dugar (Kolkata) Kantilal Chopda (Nashik) Rajat Mehta (Mumbai) Lalit Jain (Mumbai) Committee Members Ajay Bohra (Nashik) Ajay Mehta (Pune) Ankita Parakh (Nashik) Chakor Gandhi (Pune) Dinesh Katariya (SFO) Kushal Bhansali (Ahmedabad) Mahendra Jain (Mumbai) Niranjan Shah (Nashik) Prashant Mutha (Nashik) Pravin Dhoka (Mumbai) Raj Surana (Chennai) Rakesh Chopra (Mumbai) Ramesh Gandhi (Pune)
‘Pitch Your Business Plan’ A Competition to Fast Track from Idea to Business Presentation Content Help Slide 1: Cover – Explainer •
The point on your opening slide to get the investor interested and to agree to let you drive the presentation and hopefully not interrupt you too much if at all.
Content •
Company name/logo
•
Optional: intriguing one-liner about your business
• •
Verbal •
Your name and email address Optional: date
State in one sentence what your business is about. Be simple, clear, and intriguing.
Slide 2: Team Explainer • • • •
You want to keep this very high level and focused on 2-3 key achievements you (and other key people) have had in other roles Don’t do bio walkthroughs; focus on key achievements
Focus attention on full-timers; much less on advisors/consultants
You want the investor to understand why you have the best –or one of the best– teams around who can achieve your objective.
Content •
List 2-4 key people
•
Bullet points for relevant background of each person – list companies
• •
Specify title or what areas they cover
Optional: if experience with known companies, add company logos
‘Going Global’ Committee Satish Parakh (Nashik) Chairman G2G
Verbal
Sanjay Lodha (Dubai) Convener
Slide 3: Tell a customer story
Gautam Ostwal (Hubli) Co-Chairman Milind Shah (Nashik) Co-Convener
Advisory Board, USA Prem Jain (SFO) Nitin Shah (SFO) Yogesh Bapna (SFO) Dr. Sushil Jain (DC) Kamlesh Mehta (SFO) Advisory Board, India Motilal Oswal (Mumbai) Harshad Mehta (Dubai) Prakash Kanugo (Mumbai) Rajesh Sakhala (Pune) Rajendra Bardia (Jaipur) Sanjay Dugar (Hyderabad) Ashok Shah (Mumbai) Rajendra Gandhi (Bangalore) Hemant Shah (Ahmedabad) Anil Jain (Chennai) Anand Surana (Chennai) Vinod Dugar (Kolkata) Kantilal Chopda (Nashik) Rajat Mehta (Mumbai) Lalit Jain (Mumbai) Committee Members Ajay Bohra (Nashik) Ajay Mehta (Pune) Ankita Parakh (Nashik) Chakor Gandhi (Pune) Dinesh Katariya (SFO) Kushal Bhansali (Ahmedabad) Mahendra Jain (Mumbai) Niranjan Shah (Nashik) Prashant Mutha (Nashik) Pravin Dhoka (Mumbai) Raj Surana (Chennai) Rakesh Chopra (Mumbai) Ramesh Gandhi (Pune)
• •
For each person, 2-3 key achievements in other roles
Mention when you started the company (backstory later)
Explainer • •
You want to hook the investor early on how your business is delivering value to your customers so that they can “see” the demand. That is, through your story you start to share your value proposition and how customers respond.
Content • •
Verbal •
Image of one of your customers; preferably in context of your product/service Optional: name of customer
“Before we get into the business, I’d like to introduce you to one of our customers…” and then explain their need/pain, how they found out about your product/service, what they liked about your product/service, what benefits they received, and what they did post purchase (e.g. shared with friends, repeat purchase).
Slide 4: Three key trends driving opportunity Explainer • •
This answers the question about the market opportunity that you see and why now is the right time to go after it List and briefly explain 3 new trends which are driving this opportunity: •
Technology trend – e.g. new disruptive technology
•
Financial trend – e.g. change in finances – access to credit/subsidy, more discretionary income, etc.
•
• •
Social trend – e.g. change in social behavior
Why three? How about Five?
You want your investor to remember these points clearly.
‘Going Global’ Committee Satish Parakh (Nashik) Chairman G2G Gautam Ostwal (Hubli) Co-Chairman Sanjay Lodha (Dubai) Convener Milind Shah (Nashik) Co-Convener
Advisory Board, USA Prem Jain (SFO) Nitin Shah (SFO) Yogesh Bapna (SFO) Dr. Sushil Jain (DC) Kamlesh Mehta (SFO) Advisory Board, India Motilal Oswal (Mumbai) Harshad Mehta (Dubai) Prakash Kanugo (Mumbai) Rajesh Sakhala (Pune) Rajendra Bardia (Jaipur) Sanjay Dugar (Hyderabad) Ashok Shah (Mumbai) Rajendra Gandhi (Bangalore) Hemant Shah (Ahmedabad) Anil Jain (Chennai) Anand Surana (Chennai) Vinod Dugar (Kolkata) Kantilal Chopda (Nashik) Rajat Mehta (Mumbai) Lalit Jain (Mumbai) Committee Members Ajay Bohra (Nashik) Ajay Mehta (Pune) Ankita Parakh (Nashik) Chakor Gandhi (Pune) Dinesh Katariya (SFO) Kushal Bhansali (Ahmedabad) Mahendra Jain (Mumbai) Niranjan Shah (Nashik) Prashant Mutha (Nashik) Pravin Dhoka (Mumbai) Raj Surana (Chennai) Rakesh Chopra (Mumbai) Ramesh Gandhi (Pune)
• Content • • Verbal • •
People remember 3 or 5 things better than 4. Two is too few. You don’t have time for 5, and 5 is more detail and complexity than you need. So focus on three.
Graphic/images with 3 trends
Optional: you could put each trend on a separate slide with bigger images and possibly a 4th slide showing them all coming together – but you have to be even more disciplined with your time then. Briefly describe each trend, when they emerged and what opportunity they are creating
Summarize that the 3 of these trends are creating this unique window of time to invest to realize this opportunity
Slide 5: Backstory Explainer •
You want to briefly tell your story on how you came to start the company and why you’re motivated to keep going
Content •
Preferably a single image which relates to your backstory
•
Explain how you stumbled onto this opportunity, how you researched it further and what you learned, how you assembled the best team, and therefore why you are “all in”
Verbal
Slide 6: Big idea – 1 min Explainer •
Out of your backstory experience and the trends creating a new market opportunity, here’s your big idea – the opportunity that you are presenting to the investor.
Content •
One or more images; few if any words
‘Going Global’ Committee Satish Parakh (Nashik) Chairman G2G Gautam Ostwal (Hubli) Co-Chairman
Verbal • •
Sanjay Lodha (Dubai) Convener Milind Shah (Nashik) Co-Convener
Advisory Board, USA Prem Jain (SFO) Nitin Shah (SFO) Yogesh Bapna (SFO) Dr. Sushil Jain (DC) Kamlesh Mehta (SFO) Advisory Board, India Motilal Oswal (Mumbai) Harshad Mehta (Dubai) Prakash Kanugo (Mumbai) Rajesh Sakhala (Pune) Rajendra Bardia (Jaipur) Sanjay Dugar (Hyderabad) Ashok Shah (Mumbai) Rajendra Gandhi (Bangalore) Hemant Shah (Ahmedabad) Anil Jain (Chennai) Anand Surana (Chennai) Vinod Dugar (Kolkata) Kantilal Chopda (Nashik) Rajat Mehta (Mumbai) Lalit Jain (Mumbai) Committee Members Ajay Bohra (Nashik) Ajay Mehta (Pune) Ankita Parakh (Nashik) Chakor Gandhi (Pune) Dinesh Katariya (SFO) Kushal Bhansali (Ahmedabad) Mahendra Jain (Mumbai) Niranjan Shah (Nashik) Prashant Mutha (Nashik) Pravin Dhoka (Mumbai) Raj Surana (Chennai) Rakesh Chopra (Mumbai) Ramesh Gandhi (Pune)
“Here’s how we’re currently describing our business…”
“For [target customers] who are [dissatisfied with
OR need ] , my idea/product is a [new idea or product/service category] that provides [key problem/solution features]. Unlike [the competing product], my idea/product is [describe key differentiators – one is best, no more than three]”
Slide 7: Another customer OR product demo Explainer • • • •
Verbal • •
You want to keep personalizing the value of your business in terms of customers and their experience If you have a product demo, do that instead – and connect to customer Content
If customer, same format as previous customer highlight If demo, image (screen shot? product?)
If customer, see previous customer highlight suggestions. Highlight similarities/differences between this customer and previous customer to demonstrate commonality/breadth of your value prop
If demo, tell a story with demo of how a customer uses your product – provide context. Want to keep very focused and short – don’t explain everything
Slide 8: Competition and your Secret Sauce – Explainer •
• •
There is ALWAYS competition – direct and indirect. Non-consumption is a competitor also. Demonstrate you know about them and have anticipated how they might attack you when you are successful, or how you will get past nonconsumption This is your opportunity to highlight your “secret sauce”
If you are positioning “do nothing” as your main competitor, it is genuinely much harder to develop inertia, so explain how you have.
‘Going Global’ Committee Satish Parakh (Nashik) Chairman G2G Gautam Ostwal (Hubli) Co-Chairman Sanjay Lodha (Dubai) Convener Milind Shah (Nashik) Co-Convener
Advisory Board, USA Prem Jain (SFO) Nitin Shah (SFO) Yogesh Bapna (SFO) Dr. Sushil Jain (DC) Kamlesh Mehta (SFO) Advisory Board, India Motilal Oswal (Mumbai) Harshad Mehta (Dubai) Prakash Kanugo (Mumbai) Rajesh Sakhala (Pune) Rajendra Bardia (Jaipur) Sanjay Dugar (Hyderabad) Ashok Shah (Mumbai) Rajendra Gandhi (Bangalore) Hemant Shah (Ahmedabad) Anil Jain (Chennai) Anand Surana (Chennai) Vinod Dugar (Kolkata) Kantilal Chopda (Nashik) Rajat Mehta (Mumbai) Lalit Jain (Mumbai) Committee Members Ajay Bohra (Nashik) Ajay Mehta (Pune) Ankita Parakh (Nashik) Chakor Gandhi (Pune) Dinesh Katariya (SFO) Kushal Bhansali (Ahmedabad) Mahendra Jain (Mumbai) Niranjan Shah (Nashik) Prashant Mutha (Nashik) Pravin Dhoka (Mumbai) Raj Surana (Chennai) Rakesh Chopra (Mumbai) Ramesh Gandhi (Pune)
Content •
Option 1: 2×2 matrix with you and competitors shown
•
Option 3: Matrix with key values as rows and you/competitors as columns (challenge is to make this simple)
•
Verbal
Option 2: Competitors along a single spectrum focused on different stages of the market
•
Explain that there are multiple competitors and how you are most differentiated
•
Use context of competitors to highlight your sustainable competitive differentiation aka secret sauce or “unfair advantage”.
•
Focus on 1-2 competitors which you are most relevant – helpful to share some of their advantages over you in additional to your advantages over them
Slide 9: Business Model Explainer •
In simple terms, explain how you make money.
•
Show that you know your “unit economics” – how much each widget or service delivery point costs, and how much you get paid for it, and how much you make.
•
• • •
Are you a service business, a product business? Do you sell direct or through distribution? Do you have a single stream of revenues or multiple ways to make money?
You should also show the size of the market to which you will apply your model – the “TAM” or “total addressable market” While it’s helpful to show high level numbers to illustrate your model, don’t get hung up describing them at all If you don’t have numbers you are comfortable with yet, don’t put any on the slide. They just open up places for investors to poke at you.
Content •
Use visuals and/or diagrams to illustrate the market opportunity (e.g., number of kids who go to kindergarten), who pays you (e.g., parents) and how much, your cost per unit (e.g., rent + teacher salary + supplies divided by average number of kids), and your unit profitability (revenue – cost).
‘Going Global’ Committee Satish Parakh (Nashik) Chairman G2G Gautam Ostwal (Hubli) Co-Chairman Sanjay Lodha (Dubai) Convener Milind Shah (Nashik) Co-Convener
Advisory Board, USA Prem Jain (SFO) Nitin Shah (SFO) Yogesh Bapna (SFO) Dr. Sushil Jain (DC) Kamlesh Mehta (SFO) Advisory Board, India Motilal Oswal (Mumbai) Harshad Mehta (Dubai) Prakash Kanugo (Mumbai) Rajesh Sakhala (Pune) Rajendra Bardia (Jaipur) Sanjay Dugar (Hyderabad) Ashok Shah (Mumbai) Rajendra Gandhi (Bangalore) Hemant Shah (Ahmedabad) Anil Jain (Chennai) Anand Surana (Chennai) Vinod Dugar (Kolkata) Kantilal Chopda (Nashik) Rajat Mehta (Mumbai) Lalit Jain (Mumbai) Committee Members Ajay Bohra (Nashik) Ajay Mehta (Pune) Ankita Parakh (Nashik) Chakor Gandhi (Pune) Dinesh Katariya (SFO) Kushal Bhansali (Ahmedabad) Mahendra Jain (Mumbai) Niranjan Shah (Nashik) Prashant Mutha (Nashik) Pravin Dhoka (Mumbai) Raj Surana (Chennai) Rakesh Chopra (Mumbai) Ramesh Gandhi (Pune)
Verbal • •
Our business model is
We’re similar to
Optional: We have some unique aspects to our business
Slide 10: Business Progress Made Explainer • • •
Investors want to know what “traction you have” – think about what would be interesting (and comforting) from their perspective. Even early stage financial investors will not invest if they don’t see tangible traction.
What business progress have you made so far? What have you learned? Who has joined? Edit yourself down to information that is most relevant
Content •
Very business specific and no right format
•
Key, relevant learnings
• •
What have you done to show that your business model works? This may need a 2nd slide if you have lots of progress data to show
Verbal • • • •
“So far we have made good progress in a number of areas to validate assumptions and to discover what works well and what doesn’t.” Highlight progress in various areas, explain relevance and what you think is possible to achieve going forward – short-term vs. long-term. Highlight a few things that failed and what you learned. model model
Slide 11: Next Stage Plan – Explainer •
What are the next important things for you to achieve for the business and why? Think: what are unproven ideas/assumptions that need to be validated.
‘Going Global’ Committee Satish Parakh (Nashik) Chairman G2G Gautam Ostwal (Hubli) Co-Chairman Sanjay Lodha (Dubai) Convener Milind Shah (Nashik) Co-Convener
Advisory Board, USA Prem Jain (SFO) Nitin Shah (SFO) Yogesh Bapna (SFO) Dr. Sushil Jain (DC) Kamlesh Mehta (SFO) Advisory Board, India Motilal Oswal (Mumbai) Harshad Mehta (Dubai) Prakash Kanugo (Mumbai) Rajesh Sakhala (Pune) Rajendra Bardia (Jaipur) Sanjay Dugar (Hyderabad) Ashok Shah (Mumbai) Rajendra Gandhi (Bangalore) Hemant Shah (Ahmedabad) Anil Jain (Chennai) Anand Surana (Chennai) Vinod Dugar (Kolkata) Kantilal Chopda (Nashik) Rajat Mehta (Mumbai) Lalit Jain (Mumbai) Committee Members Ajay Bohra (Nashik) Ajay Mehta (Pune) Ankita Parakh (Nashik) Chakor Gandhi (Pune) Dinesh Katariya (SFO) Kushal Bhansali (Ahmedabad) Mahendra Jain (Mumbai) Niranjan Shah (Nashik) Prashant Mutha (Nashik) Pravin Dhoka (Mumbai) Raj Surana (Chennai) Rakesh Chopra (Mumbai) Ramesh Gandhi (Pune)
•
How much money will this cost? What are spends by big category?
•
Generally, you want to have a 18-month plan – where 12 months is to make substantial progress and then another 6 months to “sell” that progress to raise additional investor capital
•
•
How much revenue/margin can be generated?
Keep this slide focused on the really important points, things which will cause the company to fail if you don’t do them well
Content •
Often helpful to show a timeline with phases and key milestones
•
Highlight other key validation/learning goals
• • •
Verbal • •
Summarize spending and offset from revenue/margin Highlight any key hires
This might require a 2nd slide Explain the next stage plan from a top-down perspective Highlight key elements and explain why important
Slide 12: Fundraising Status Explainer •
• •
Verbal • •
Investors want to know how much capital you’ve put in and been able to raise so far and then how much more you are raising and why this is the right number. Content
Keep this high level
Include key numbers and names of existing/committed investors Previously we raised $/INR _____ from ______ as [debt/equity]
To fund our next stage of the plan, we are raising $/INR _____ which will give us ___ months of runway and allow us to achieve the [x] key milestones: (1) _____, (2) ______, (3) _____, (n) ______.
‘Going Global’ Committee Satish Parakh (Nashik) Chairman G2G Gautam Ostwal (Hubli) Co-Chairman Sanjay Lodha (Dubai) Convener Milind Shah (Nashik) Co-Convener
Advisory Board, USA Prem Jain (SFO) Nitin Shah (SFO) Yogesh Bapna (SFO) Dr. Sushil Jain (DC) Kamlesh Mehta (SFO) Advisory Board, India Motilal Oswal (Mumbai) Harshad Mehta (Dubai) Prakash Kanugo (Mumbai) Rajesh Sakhala (Pune) Rajendra Bardia (Jaipur) Sanjay Dugar (Hyderabad) Ashok Shah (Mumbai) Rajendra Gandhi (Bangalore) Hemant Shah (Ahmedabad) Anil Jain (Chennai) Anand Surana (Chennai) Vinod Dugar (Kolkata) Kantilal Chopda (Nashik) Rajat Mehta (Mumbai) Lalit Jain (Mumbai) Committee Members Ajay Bohra (Nashik) Ajay Mehta (Pune) Ankita Parakh (Nashik) Chakor Gandhi (Pune) Dinesh Katariya (SFO) Kushal Bhansali (Ahmedabad) Mahendra Jain (Mumbai) Niranjan Shah (Nashik) Prashant Mutha (Nashik) Pravin Dhoka (Mumbai) Raj Surana (Chennai) Rakesh Chopra (Mumbai) Ramesh Gandhi (Pune)
•
So far, we have investor commitments of $/INR ___ for this round which include [investor names].
Slide 13: Summary – 30 seconds Explainer •
This is the final slide which will be visible during the follow-up questioning, so you want to have key info summarized here
Content • • Verbal • •
Bullet points of key information (likely most text on a slide)
Items to consider including: your one-liner business description, 1 or more key trends driving opportunity, 2-3 traction points, secret sauce, how much you are raising and amount still available, Quickly summarize content
“Happy to answer additional questions”
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