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pitch-deck-template

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SixArm® pItch deck template

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# SixArm® pitch deck template

A pitch deck is a business slideshow presentation:

* A pitch deck summarizes a project and purpose, 
    such as summarizing a startup and product.

* A pitch deck is a fundraising fundamental, and is
    often requested by potential investors and advisors.

The pitch deck template below is a quick start:

* Timebox doing your first draft, then show it to
    people, gather feedback, and work to improve it.

* When you pitch a specific person or team, such as an 
    investor or firm, customize your pitch deck to them.

## Six slides to highlight your concept

### Problem Slide

* What is the problem, such as the pain point or unfulfilled need?

* What is a relatable example, such as one person's typical story?

* Tip: Focus on the issue by using the person's perspective, not yours.

* Bonus: Show why the problem is especially relevant right now.

### Market Slide

* How big is the problem, such as in terms of people, time, money, etc.?

* When someone has the problem, how do they know and what do they do?

* Tip: Focus on a small tight group of people that you can reach ASAP.

* Bonus: Show why your market will grow larger, and how you know it.

### Solution Slide

* What is your solution to the problem? This is your offering.

* How does your relatable example change when a person uses your offering?

* Tip: Focus on the benefits by using the person's perspective, not yours.

* Bonus: Show social proof such as a real user photo and real testimonial.

### Competition Slide

* How does your offering compare to other offerings and substitutes?

* How do you reach people and convince them your offering is better?

* Tip: What special advantages do you have now that competitors don’t?

* Bonus: How are you creating sustainable advantages versus competitors?

### Validation Slide

* How are you proving your view of the problem, market, and solution?

* When you interact with potential users, what are they actually saying?

* Tip: Focus on measurements and quotations that lead to product-market fit.

* Bonus: How are you doing on the metrics that matter most for your market?

### Roadmap Slide

* What is your current state and future state, such as milestones and plans?

* What do you need and when, such as people, processes, materials, money?

* Tip: Focus on near-term realistic steps, and how you are achieving them.

* Bonus: Work on these by using
 [SBS](https://github.com/joelparkerhenderson/strategic-balanced-scorecard),
 [BMC](https://github.com/joelparkerhenderson/business-model-canvas),
 [OKRs](https://github.com/joelparkerhenderson/objectives-and-key-results),
 [KPIs](https://github.com/joelparkerhenderson/key-performance-indicator),
 and [SMARTs](https://github.com/joelparkerhenderson/smart-criteria).

## Six slides to highlight your business

### Sales Slide

* Talk about how you sell.

* What do you charge?

* Who pays the bills?

* What is the purchasing process for your target customers?

* What are your sales channels and how do you use them?

* Describe the competitive landscape.

* How does your pricing fit into the larger market?

* Highlight any validations, comparisons, and upcoming experiments.

* Prepare to discuss direct sales and multiple kinds of indirect sales.

* Prepare for questions about sales funnels, scoring, and compensation.

### Marketing Slide

* Talk about how you gain customers’ attention.

* Show a solid grasp of how to reach your target market.

* What are your marketing channels and how do you use them?

* Investors know finding and winning customers can be the biggest challenge for a startup.

* If your plan is different than your competitors, then highlight the differences.

* Highlight any validations, comparisons, and upcoming experiments.

* Prepare to discuss Total Addressable Market, Service Addressable Market, Service Obtainable Market.

* Prepare for questions about viral marketing, social media marketing, and guerrilla marketing.

### Team Slide

* Talk about your team.

* Highlight key team members, key expertise, and relevant accomplishments.

* Why are these the right people to build this company?

* What experience do the teammates have that other people or groups don’t?

* Include key advisors, investors, and board members.

* Identify key positions you need to fill, and why they are critical to growth.

* Prepare to discuss team recruiting, team retention, and team metrics.

* Prepare for questions on roles, such as advisors, investors, and the board.

### Partner Slide

* Talk about any strategic partnerships that are important to success.

* Do you have key partners for sales, marketing, distribution, or development?

* What are your partners' channels and how do they use them?

* Can your partners leverage your IP, such as branding, marks, data, APIs?

* How does your success rely on these partnerships?

* Prepare to discuss partner recruiting, retention, reliability, and ROI.

* Prepare for questions on coopetition, value-add streams, and joint ventures.

### Financial Slide

* Talk about your financials.

* Show your realistic sales forecast, profit and loss forecast, and cash flow forecast for 3 years.

* Limit any charts to sales, total customers, total expenses, and profits.

* Omit in-depth spreadsheets because these are hard to read in a presentation.

* Try to explain your growth based on traction you already have.

* Highlight your key expense drivers.

* Prepare comparisons of similar companies in related industries.

* Prepare to discuss all the underlying assumptions that you’re making.

### Investment Slide

* Ask for the money.

* Why do you need the amount of money you are requesting?

* What is your plan for using the money?

* Is there participation by others that you want to share?

* Prepare comparisons of similar companies in related industries.

* Prepare to discuss terms that you offering and/or requiring.

* Prepare to provide your capitalization table or similar equity statement.

## Pitch Deck Appendix A - Team

### Teammate 1

* Photo, name, role and/or title

* Contact email, phone, link, etc.

* Key expertise

* Key accomplishments

* Objectives and Key Results (OKRs) or equivalent for next period

### Teammate 2

* Photo, name, role and/or title

* Contact email, phone, link, etc.

* Key expertise

* Key accomplishments

* Objectives and Key Results (OKRs) or equivalent for next period

## Pitch Deck Appendix B - Lenses

### Business Model Canvas

* Value propositions: what value do we deliver to the customer?

* Revenue streams: what are target customers truly willing to pay and how?

* Customer relationships: what do each of our customer segments expect?

* Distribution channels: what do each of our customer segments use and want?

* Cost structures: what are the most important costs for our business model?

* Target segments: who are our most important prospects/customers and why?

* Key activities: e.g. for our propositions, segments, channels, and streams?

* Partner collaborations: e.g. who are our key partners, for what, and why?

### SWOT

* Strengths: how is the project at an advantage relative to others?

* Weaknesses: how is the project at a disadvantage relative to others?

* Opportunities: elements in the environment that could cause wins.

* Threats: elements in the environment that could cause losses.

### Power + Effects

* Platform power + network effects: when more users join, it improves.

* Proficiency power + learning effects: when skill increases, it improves.

* Propeller power + flywheel effects: when revolutions speed up, lift increases.

* Production power + scale effects: when size increases, unit costs decrease.

* Promotion power + viral effects: how it spreads from one user to another.

* Protection power + moat effects: how it defends acquisition and retention.

### Network effect value

* Broadcasting model: value ∝ n, for users who receive. Example: CNN.

* Peer-to-peer model: value ∝ n², for users who interact. Example: Facebook.

* Group-forming model: value ∝ 2ⁿ, for users in active groups. Example: Slack.

## Pitch Deck Appendix C - Metrics

### Business and Financial Metrics - as per A16Z

* Bookings vs. Revenue

* Annual Recurring Revenue (ARR) vs. Total Revenue - distinct from GMV

* Total Contract Value (TCV) vs. Annual Contract Value (ACV)

* Average Revenue Per User (ARPU) and LTV (Life-Time Value)

* Gross Merchandise Value (GMV) vs. Gross Profit vs. Revenue

* Unearned or Deferred Revenue … and billings

* CAC (Customer Acquisition Cost) - blended vs. paid, organic vs. inorganic

* Total Addressable Market (TAM)

* Gross Margins - ideally get to 80%-90%

* Sell-Through Rate & Inventory Turns

### Product and Engagement Metrics - as per A16Z

* Active Users - e.g. Weekly Active Users (WAU), or similar; define “active”.

* Active Engagement - e.g. number of photos viewed, or liked, or shared, etc.

* Cohort Analysis - especially metrics that show newer cohorts improving.

* Net Promoter Score (NPS) - e.g. by active users and/or by cohort.

* Month-on-month (MoM) growth - Compounded Monthly Growth Rate (CMGR)

* Churn - monthly unit churn, retention by cohort, etc.; show net & gross.

* Burn Rate - monthly cash burn, etc.; show net & gross.

* Sources of Traffic - direct traffic vs. organic traffic vs. direct social etc.

* Customer Concentration Risk: revenue of largest customers / total revenue.

### Pirate Metrics

* Acquisition: How are people discovering our product or company?

* Activation: How are these people taking the actions we want them to?

* Retention: How well do users continue to engage with the product?

* Referral: How well do users like the product enough to tell others?

* Revenue: How exactly are our personas willing to pay for this product?

### Valuation

* Discounted Cash Flow (DCF): based on expected future cash flows.

* Risk-adjusted Net Present Value (rNPV): based on probabilities and DCF.

* First Chicago Method: based on weighted averages of startup situations.

* Market & Transaction Comparables: based on deal comps or precedents.

* Asset-Based Valuation: based on book value, liquidation value, etc.

* Venture Capital Method: based on expected rates of return at exit.

* Decision Tree Analysis: based on probability forecasting of outcomes

* Berkus Method: based on progress toward commercialization activities.

* Scorecard Valuation Method: based on 7 regional/vertical characteristics.

* Risk Factor Summation Method: based on 12 seed/startup characteristics.

## Questions: gather feeback from stakeholders

### Questions for customers and prospects

* How are you solving the problem now?

* What is the process for you to buy now?

* Who do you know who needs this now?

* Can you introduce us to others now?

## Questions for teammates and partners

* What is our elevator pitch in 20 seconds?

* How do you describe why now, why us, why this?

* What does the next year of success look like?

* What are the most critical next steps?

## Questions for advisors and investors

* Who should we be talking to about this?

* What is the #1 way to improve the pitch?

* What should be be asking, yet aren’t?

* What can get you to yes, to help now?

## How to improve your pitch

### Better writing can improve your pitch

* Are you clear? Make your writing short and simple.

* Are you complete? Explain who, what, where, when, why, and how.

* Are you compelling? Tell real user stories with real emotion.

* Are you comparable? Provide context to help people understand.

* Are you realistic? Show your evidence, validations, and references.

### Stronger focus can improve your pitch

* Can you focus more on customers and less on yourself?

* Can you focus more on benefits and less on features?

* Can you focus more on offers and less on one product?
  
* Can you focus more on channels and less on one market?

* Can you focus more on coopetition and less on competition?

* Can you focus more on growth areas and less on sunk areas?

### Preparation improvements

* [Strategic Balanced Scorecard (SBS)](https://github.com/joelparkerhenderson/strategic-balanced-scorecard)

* [Business Model Canvas (BMC)](https://github.com/joelparkerhenderson/business-model-canvas)

* [Objectives and Key Results (OKR)](https://github.com/joelparkerhenderson/objectives-and-key-results)

* [Key Performance Indicators (KPI)](https://github.com/joelparkerhenderson/key-performance-indicator)

* [SMART criteria for goals, objectives, plans, tasks](https://github.com/joelparkerhenderson/smart-criteria)

## Conclusion

For pitch deck advice from many experts and companies, see [Joel's pitch deck advice list](https://joelparkerhenderson/pitch-deck).

## Tracking

* Package: pitch-deck-template
* Version: 4.4.0
* Updated: 2022-07-12T18:56:19Z
* Tracker: 5a4d1698f3c1dde0a30743a306ca3267
* Notices: Copyright 2016-2022 by SixArm® (https://sixarm.com)
* License: GPL-2.0-or-later or GFDL-1.3-or-later or contact us
* Contact: Joel Parker Henderson (joel@sixarm.com)

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