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Building and

Delivering
the Presentation

The 12(ish) Slides
 1- Overview
 2- The Problem
 3- The Solution
 4- Opportunity and Market
 5- Technology
 6- Unique Competitive Advantages
 7- Competitive Landscape
 8- Go to Market Strategy
 9- Financial Roadmap
 10- The Team
 11- Current Status
 12- Summary

© 2002 Deloitte & Touche LLP. Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

Why 12 Slides?
 Goal of the first meeting is to get the second meeting
• Increase receptivity and find your champion

 Focus
• What are most important factors?

 Efficient use of time
• Convey the basics
• Time is limited

 YOU are the real story
• Don’t hide behind slides

 Order of slides will depend on your situation

© 2002 Deloitte & Touche LLP. Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

Introductions
 Begin by introducing your team
• 60 seconds or less
• Save team detail for later

 Mention any common links
• Referral sources, other relevant contacts

© 2002 Deloitte & Touche LLP. Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

Title Slide  Name of your firm  Date  Name of investor firm  Optional: How much money is being sought for this round?  Appropriate graphics (logo. Deloitte & Touche refers to Deloitte & Touche LLP and related entities.) © 2002 Deloitte & Touche LLP. . etc.

April 2002 Seeking $5M © 2002 Deloitte & Touche LLP. . Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

Deloitte & Touche refers to Deloitte & Touche LLP and related entities. .Once Upon A Time…  During the title slide…  Start with a 2-minute story • Hook ‘em!     Make it compelling and memorable Video Tie the story to your overall message PRACTICE!!! © 2002 Deloitte & Touche LLP.

you won’t get their check later © 2002 Deloitte & Touche LLP.Slide 1: Overview  Two to five high level bullets  Refer to key points to keep attention for the rest of the presentation (your elevator pitch)  If you don’t get their attention here. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. .

.Making Business eCommerce a Reality Automate financial processes and operations Drive transaction cost efficiencies IT Managers of Fortune 100 companies rank this as among the top five areas to invest in over the next five years Beta agreements have been signed by three Fortune 100 companies.

better. costs. market reach • Faster. not problems • Must be easily understood & communicable  Best to include validating quotes • Customers are best • Analysts when applicable  So what?  Problem must suggest a large market © 2002 Deloitte & Touche LLP. .Slide 2: The Problem  Compelling problem(s) to be solved • What’s the pain? – revenues. smaller. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. etc. time. are solutions.

” Fake Vendor $100K $3.7M .Corporate Data isn’t Safe Fake Payables *Billions Lost Annually $70K Deleted Chart *Up to 40% wasted IT time of Accounts “Our margins depend on a secure platform. VPO XYZ Airlines © 2002 Deloitte & Touche LLP.Sam Hein. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. * IDG Group Study .

you are dead! © 2002 Deloitte & Touche LLP.Slide(s) 3: The Solution  Describe your business • Product or service  Compelling benefits • “Must-haves” not “nice-to-haves”  Defining graphic • Illustrating your product or service  Hooked? • If you haven’t set the hook by now. . Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

Deloitte & Touche refers to Deloitte & Touche LLP and related entities.Solution Intrusion Detection Access Control Easy Integration © 2002 Deloitte & Touche LLP. .

. Deloitte & Touche refers to Deloitte & Touche LLP and related entities.Product or Service Strategy  Describe what you do  Features  Benefits to target customer (could be a 2nd slide)  Future products/services © 2002 Deloitte & Touche LLP.

Deloitte & Touche refers to Deloitte & Touche LLP and related entities.Slide 4: Opportunity and Market  Market details • Size and growth rate for five years • Focus on your segment(s) of the target market  Trends driving the market  Demonstrate defensible % of market share • Why you won’t get squashed  A graph format works well © 2002 Deloitte & Touche LLP. .

© 2002 Deloitte & Touche LLP. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. .

Slide 5: Technology  Translate key points from business to technical domain • Show how customers and partners fit in. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. . avoid clutter  Address “invent vs. if possible © 2002 Deloitte & Touche LLP. integrate” issues • Show that you will invent only uniquely competitive elements • Show incremental development path that reduces risk. if possible  Best to use animated graphics • Before and after diagrams often work well  Concentrate on essential value proposition!! • Talk to important but peripheral issues and details.

Deloitte & Touche refers to Deloitte & Touche LLP and related entities.>>> Technology EXECUTE ANALYZE OPTIMIZE PLAN Fulfillment Warehousing Distribution Manufacturing Logistics Procurement Supply Chain Inventory Business Applications XML EDI Analytics Engine Rules Engine Planning Engine Workflow Engine Platform Framework XML EDI J2EE Application Server ODBC Relational Metadata IT Infrastructure: Hosted or in-house Data Flow © 2002 Deloitte & Touche LLP. ODBC Customer Mgmt Enterprise Portal Integration Web Store Call Center Email Direct Mail Field Service Point of Sale SFA .

Slide 6: Sustainable Competitive Advantage Team. new insights. intellectual property. domain expertise  Are they yours alone?  Will they provide a 10X+ advantage?  How long will they last?  What will it take to overcome them?  Why will customers care? © 2002 Deloitte & Touche LLP. relationships. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. .

. Dave Johnson. built enterprise software products for TenFold Team has nearly 20 years collective experience in computer telephony Partnerships in place with dominant market players     Speech Technology – Nuance and Speechworks Voice Portals – TellMe and BeVocal Authorization Software – Netegrity and RSA Security Provisioning and Management – BMC and M-Tech Patenting innovations in technology and applications    Voiceprint store & forward from PC – voiceprinting on internet from standard PC Voiceprint store & forward from IVR – allows bolt-on rather than re-write Several other patentable innovations coming © 2002 Deloitte & Touche LLP. 5 years of speech systems experience at Nuance VP Engineering.Sustainable Competitive Advantages Team has strong background in key technical areas    CEO. Chuck Smith. Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

Slide 7: Competitive Landscape Discuss current and potential competitors • Demonstrate knowledge of the landscape • Barriers to entry • The answer “no competition” → red flag → no market  Provide framework to differentiate • Use customer-centric attributes and dimensions • Reinforce your unique competitive advantages  Upper right quadrant graphic? • VCs see ‘em everyday – risk of being cliché  Quote prospective customers • What do they say about your competitors? • Why would they rather buy from you? © 2002 Deloitte & Touche LLP. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. .

Deloitte & Touche refers to Deloitte & Touche LLP and related entities.Competitive Advantage Product GA Production Customers Acme Company A Company B Company C Company D Company E Company F © 2002 Deloitte & Touche LLP. Highly Scalable Architecture >$10 per IP-DSO .

. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. annuity or one fee) • Describe what the customer will get (today and beyond)  Marketing and sales plan • Explain value chain and sales cycle • Compare and contrast to other firms  Graphics work well  Emphasize external validation © 2002 Deloitte & Touche LLP.Slide(s) 8: Go to Market Strategy Who are the key players? • Profile the customer • Discuss critical partner relationships (current and future) • Describe who (in/out-house) sells your product or service  How and what do customers buy? • Discuss high level pricing (e.g..

Target Market  Use your market research  Identify your segment  Consumer • Demographics & psychographics • How make buying decisions  Business • Types of companies • How make buying decisions © 2002 Deloitte & Touche LLP. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. .

.Key Marketing Strategies (could be 2 slides)  High Level description  Target market  Distribution .channel  Positioning strategy  Sales strategies  Advertising & Promotion  Pricing strategy Roll out plan  Partnerships © 2002 Deloitte & Touche LLP. Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

$4B Market .Go To Market Strategy Today Distributors INDIRECT SALES 18% 6 US 10 European 2 Asian MIDMARKET Strategic Partners IBM 82% F1000 DIRECT SALES © 2002 Deloitte & Touche LLP. Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

Go To Market Strategy Tomorrow INDIRECT SALES 50% Distributors Sirrius AvNet Support Net Strategic Partners IBM ISS Symantec Tripwire MIDMARKET Independent Software Vendors JD Edwards SAP Infinium 50% F1000 DIRECT SALES © 2002 Deloitte & Touche LLP. $4B Market . Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

capital requirements  Highlight milestone targets • First revenues • Cash-flow positive • Tangible competitive barriers (customers. . but expected © 2002 Deloitte & Touche LLP. etc. cash flow from operations.Slide 9: Financial Roadmap  Provide high level 5 year projections • Revenues and expenses by major categories • Pretax profit (loss).) • $100M/yr run rate in year 5 is cliché. IP. Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

Financial Overview Revenues ($K) Expenses ($K) Profit ($K) Investment ($K) Headcount Customers 2002 $1.000) $5.000 $10. Deloitte & Touche refers to Deloitte & Touche LLP and related entities.000 15 5 2003 $7.500 ($1.000 $49.000 ($3.000 300 150 2006 $105.000 60 20 2004 $25.500 $2.000 $1.000 $11.000) $5.000 450 250 .000 $79.000 Gross Profit % Net Earnings % © 2002 Deloitte & Touche LLP. 150 50 2005 $60.000 $26.000 $24.

Deloitte & Touche refers to Deloitte & Touche LLP and related entities. A/R.What’s Behind the Financial Slide?  Deep understanding of the business model  Be prepared to discuss key assumptions • Revenue analysis – market penetration and timing   Top-down (supportable percentages) Bottom-up (pipeline. . revenue by customers. as available • Other (capital equipment. validation) • Expense analysis  Validate with comparable companies. Inventory & A/P turnover) © 2002 Deloitte & Touche LLP.

Comp’s.Back-up slides (3-4)  Revenue model  Profitability – Margins. Break-even  Cash Flow – burn rate. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. major expenditures  Key assumptions © 2002 Deloitte & Touche LLP. .

.Future Timeline March 2003 January  2003 December 2002 August 2002 July 2002 Begin Marketing Efforts for AEDI Complete identification of management team Begin strategic product development Elevate marketing of DD to achieve sales goals Close A-round © 2002 Deloitte & Touche LLP. Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

who’s missing? • Discuss your hiring plan to fill key slots  Relate to unique competitive advantages © 2002 Deloitte & Touche LLP.Slide 10: The Team  Previous relevant accomplishments • Include academic credentials  How does this team work together?  Be honest . . Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

board member SRI © 2002 Deloitte & Touche LLP. Bloomfield College. Loyola University. Los Angeles Dave Johnson. NJ Board of Directors    Mike Baker.Management Team Chuck Smith. . Chairman of Blue Note Software Bruce Davidson. CEO     9 years enterprise systems expertise – IBM 10 years call center systems expertise – ROLM/IBM and Tandem 5 years speech solutions expertise – Nuance BS Mathematics. retired VP Sales. Nuance Charlie Clay. VP Engineering    6 years telecom & imbedded systems expertise – Tanner 6 years enterprise software integration expertise – TenFold BS Engineering. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. VP Sales    20 years of sales success in Call Center market – Teknekron and Teloquent Sales process expert with 8 years sales management experience BA Philosophy. CalTech Herman Lewis.

Funding  How much funding is required  Major uses • Product launch • Capital expenditure • Marketing campaign • Etc. . Deloitte & Touche refers to Deloitte & Touche LLP and related entities. © 2002 Deloitte & Touche LLP.

.different rounds • Amount being raised • % of Company • Return on Investment  Debt  Exit © 2002 Deloitte & Touche LLP.Offering  Equity . Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

Slide 11: Current Status  Highlight milestones achieved to date  What have you already accomplished with other investors’ money? • Investors like to see efficient. productive use of resources  Historical timeline format can be useful  Emphasize where you go from here • Show you are in position for some key next steps © 2002 Deloitte & Touche LLP. . Deloitte & Touche refers to Deloitte & Touche LLP and related entities.

RSA Security and BMC Seed team effective and efficient © 2002 Deloitte & Touche LLP. available 9/01 Confirmed Caller announced 2/02. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. available 4/02 Voice Secure Web – prototype available prospects Wells Fargo Password Reset US Bank Password Reset Hewitt Password Reset Visa Password Reset E*TRADE Confirmed Caller GE Card Services Confirmed Caller Customer Status   Hartford Life – Password Reset 9/01 Bank of America – Password Reset 1/02 Partnerships complete and functional   Nuance and Speechworks both contributing funding Netegrity.Current Status Launched: January 2001. . angel funding Product Status    Password Reset announced 5/01.

Slide 12: Summary  Summarize your three strongest points • Have these distilled down to memorable sound bites • Highlight synergies with prospective investor (portfolio. GP background. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. . domain expertise.) © 2002 Deloitte & Touche LLP. etc.

Deloitte & Touche refers to Deloitte & Touche LLP and related entities. .summary Great opportunity to impact security market  Voiceprints are best authentication approach  Proprietary advantages in place Proven team and initial results  Delivering products to paying customers  Established partnerships with market leaders Seeking support to capture the opportunity  Financing  Building management team © 2002 Deloitte & Touche LLP.

Deloitte & Touche refers to Deloitte & Touche LLP and related entities. .After the Meeting  Immediate follow-up email • Thank prospective investors for their time • Address any unresolved issues • Stress points that resonated  Follow-up with additional information • Support due diligence process  Coach your references © 2002 Deloitte & Touche LLP.

Next Steps  Involve your team • Set format. Deloitte & Touche refers to Deloitte & Touche LLP and related entities. . timelines. and delegate  Re-build your story • Elevator Pitch PowerPoint Executive Summary Demo  Create investor/customer target lists  Seek external feedback • Go back to referral sources for “dry run” © 2002 Deloitte & Touche LLP.