Secrets of an investor presentation

Ever wonder what investors are thinking when you make a presentation? Following are the questions to address. I grabbed this off a couple angel investor docs given to me over the years I think.. it was an old post on my other blog.

1) WHAT IS YOUR VISION? – What is your big vision? – What problem are you solving and for whom? – Where do you want to be in the future?

2) WHAT IS YOUR MARKET OPPORTUNITY AND HOW BIG IS IT? – How big is the market opportunity you are pursuing and how fast is it growing? – How established (or nascent) is the market? – Do you have a credible claim on being one of the top two or three players in the market?

3) DESCRIBE YOUR PRODUCT/SERVICE – What is your product/service? – How does it solve your customer’s problem? – What is unique about your product/service?

4) WHO IS YOUR CUSTOMER? – Who are your existing customers? – Who is your target customer? – What defines an “ideal” customer prospect? – Who actually writes you the check? – Use specific customer examples where possible.

5) WHAT IS YOUR VALUE PROPOSITION? – What is your value proposition to the customer? – What kind of ROI can your customer expect by using buying your product/service? – What pain are you eliminating? – Are you selling vitamins, aspirin or antibiotics? (I.e. a luxury, a nice-to-have, or a need-to-have)

6) HOW ARE YOU SELLING? – What does the sales process look like and how long is the sales cycle? – How will you reach the target customer? What does it cost to “acquire” a customer? – What is your sales, marketing and distribution strategy? – What is the current sales pipeline?

7) HOW DO YOU ACQUIRE CUSTOMERS? – What is your cost to acquire a customer? – How will this acquisition cost change over time and why? – What is the lifetime value of a customer?

8) WHO IS YOUR MANAGEMENT TEAM? – Who is the management team? – What is their experience? – What pieces are missing and what is the plan for filling them?

9) WHAT IS YOUR REVENUE MODEL? – How do you make money? – What is your revenue model? – What is required to become profitable?

10) WHAT STAGE OF DEVELOPMENT ARE YOU AT? – What is your stage of development? Technology/product? Team? Financial metrics/revenue? – What has been the progress to date (make reality and future clear)? – What are your future milestones?

11) WHAT ARE YOUR PLANS FOR FUND RAISING? – What funds have already been raised? – How much money are you raising and at what valuation? – How will the money be spent? – How long will it last and where will the company “be” on its milestones progress at that time? – How much additional funding do you anticipate raising & when?

12) WHO IS YOUR COMPETITION? – Who is your existing & likely competition? – Who is adjacent to you (in the market) that could enter your market (and compete) or could be a co-opted partner? – What are their strengths/weaknesses? – Why are you different?

13) WHAT PARTNERSHIPS DO YOU HAVE? – Who are your key distribution and technology partners (current & future)? – How dependent are you on these partners?

14) HOW DO YOU FIT WITH THE PROSPECTIVE INVESTOR? – How does this fit w/ the investor’s portfolio and expertise? – What synergies, competition exist with the investor’s existing portfolio?

15) OTHER – What assumptions are key to the success of the business? – What “gotchas” could change the business overnight? New technologies, new market entrants, change in standards or regulations? – What are your company’s weak links?

Here’s a great ebook from Seth Godin on Really Bad Powerpoint (and how to avoid it)

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