Organization Name
YOUR NAME(S)
TITLE
CONTACT INFORMATION
SATURDAY, JULY 29, 2017
Problem
 Describe the pain that you’re taking away. The
goal is to get everyone nodding and “buying in.”
 Try to personalize the problem
 Example: “If you go to five travel sites, you will
be presented with five completely different
offers. Visiting each site and comparing trip
packages is time-consuming and confusing.”
Solution
 Explain how you take away this pain. Ensure
that the audience clearly understands what you
sell and your value proposition (how does your
solution create value for the customer?)
 Describe the technology, secret sauce, or magic
behind your product or service
 Example: “We are a discount travel website.
Our software searches all the other travel sites
and collates price quotes into one report.”
Business Model
 Explain how you make money: who pays you,
channels of distribution, and gross margins
 Generally, a unique, untested business model is
a scary proposition
 If you truly have a revolutionary business
model, explain it in terms of familiar ones
 Think of eBay: “We charge a listing fee plus a
commission.”
Positioning
 Describe your position in the marketplace:
What do you want to first come to mind
when your customer thinks of your company
or product/service?
 What stories are the competitors selling?
 What story will you tell potential customers?
 Example: “Wal-Mart is telling the story of
low prices everyday.”
Marketing and Sales
 Explain how you are going to identify and reach
your customers
 Convince the audience that you have an
effective go-to-market strategy
 Example: “We can reach the majority of the
primary buyers of our educational software
through two national trade shows and four
primary regional shows.”
Competition
 Provide a complete view of the competitive
landscape
 What is your competitive advantage?
 Don’t dismiss your competition — customers,
investors, employees want to hear why you’re
good, not why the competition is bad
The Team
 List the key players of your management team,
board of directors, advisors, as well as any
major investors
 Discuss your team’s production, marketing, and
financial expertise
 Discuss what are the holes in the team and how
you plan to fill them
Financial Projections
First Year
Second Year
Third Year
Projected Number of Customers
Projected Employee Headcount
Revenue
$
-
100%
$
-
100%
$
-
100%
Cost of Goods Sold
$
-
0%
$
-
0%
$
-
0%
Gross Margin
$
-
0%
$
-
0%
$
-
0%
Payroll
Operating Expenses
$
$
-
0%
0%
$
$
-
0%
0%
$
$
-
0%
0%
Net Income/Loss
$
-
0%
$
-
0%
$
-
0%
 Key Assumptions:

Assumption 1

Assumption 2

Assumption 3
Note: To edit the spreadsheet, right click and then open Excel worksheet object. You can either type numbers directly on Tab 7 b of the Excel
file or attempt to complete the entire Excel workbook which then fills in Tab 7b . Make sure to save with Tab 7b showing.
Milestones
 Current status of your product or service
 Any accomplishments to date
 What the near term future looks like
 If you are seeking money from investors, what
would you spend the money on?
 Next steps