Introductory VC Pitch
• Demonstrate your domain expertise with your
understanding of the market
• Use the slides to lead, not read
• Ask questions; be a good listener
• “Less is More” 12-20 slides
• Keep it Simple
• Emphasize momentum/milestones that confirm
• A Picture’s worth a thousand words
• A brief one-line mission statement
– E.g.: Updata Partners is a venture capital firm that invests in
early and growth stage companies that provide innovative IT
software and services.
• Contact information
The Elevator Pitch
• What is value proposition for customers to buy
“XYZ develops software solutions which help school
districts better manage their special education programs
by ensuring compliance, increasing revenues and reducing
administrative time and expense”
• Why is it compelling now?
• The management team
– Is this a high performance team?
– Articulate team members’ relevant experience
– Areas where the team needs additional help?
• Summary of the organization
– Headcount by Dept (include FTEs)
– Office location's
– Date Company was founded
• Board Members and/or Advisors
– What credibility do they add?
– Why did they choose to be involved?
• Market need – define customer “pain” and drivers
• Market Size-“Keep it Real!”
– Total size
• TAM (Total Addressable Market) – what subset is relevant
• % of market you will own
– Growth rate
– Company Positioning
• “Know Your Market Cold”
• The competitive landscape
– Who are your competitors? Collaborators?
– Too little competition is not necessarily good
• Competitive differentiator
– What is your “secret sauce” or unique advantages?
– How sustainable are these advantages?
• Vertical or Horizontal play?
• To whom do you sell
– What Titles are decision makers and influencers?
– How do you get to them (Direct, Inside Sales,
– Length of sales cycle
– How do you generate leads and awareness?
• Channels/Indirect Sales
• Number of current customers or Pilot/Beta
– Lighthouse clients
– Customer Concentration
– Customer Retention/Attrition
• Sales pipeline
– What’s the momentum in new opportunities and
– What’s Visibility for Forward 12 Months?
– Win/Loss Ratio
• Brief case study can help
– Company Name:
– Pain Point:
• How does it work and what’s different?
• One page architectural diagram or logical
• Is there defensible “barrier” and have you
• Status of product (Alpha, Beta, 1.0,…)
• Product/Service mix
• Product Roadmap
– Key milestones and expected completion/release
• Dependency on external technologies/partners;
key vendor licenses
• What is your economic model?
– Recurring or Transactional?
– Direct or Indirect?
• Highlight economic model assumptions
-Where’s leverage in the Model?
-Key Performance Assumptions
• Bottom line: How do you make money?
Sample Economic Model
• Specify the cash flow breakeven point
• Monthly burn rate: gross & net
• What keeps you up at night?
• What’s the biggest risk of NOT raising money?
• If the business doesn’t take off, what will be the
• Who are the latent competitors, including
customer “make” decisions (vs. buying your
• Who loses if you win?
• Be Honest!
• Capitalization table
– Amounts previously raised w/ dates
– Security type: Common Equity, Series A, Series B,
– Any special provisions, terms held by prior
• Post-money valuation on last round
• Are your valuation expectations realistic?
• Total amount to be raised
– Amount already committed from prior investors or
– How far does it get you?
• Expected future financings
• What do you need in an investor?
Use of Proceeds & Exit
• Breakdown of proceeds usage on
– Sales & marketing
• Exit scenarios and timeline
– IPO vs. M&A
• Who are the buyers
• Why will they buy you
• Bullet point summary of deal highlights
– Why is now the time to invest?
– Key momentum indicators
– Market Size and Opportunity
– Team Qualifications/Previous Success
– Barriers To Entry