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How to Pitch Your
Startup
Edith Yeung
November 2020
Let’s Make Startup Pitching Great Again
Edith Yeung
Edith is a General Partner at Race Capital - an early-stage Silicon Valley venture capital fund
focusing on investing in data infrastructure and enterprise software. She has invested in over 50
startups including Agora.io (Nasdaq: API), Lightyear/Stellar (valued $1.2B), Silk Labs (acquired by
Apple), Chirp (acquired by Apple), Fleksy (acquired by Pinterest), Human (acquired by Mapbox),
Solana, Oasis Labs, Hooked, DayDayCook, AISense, and many more.
Prior to Race Capital, Edith was a partner at 500 Startups, the world's most active early-stage fund
and incubator invested in Twilio, Credit Karma, Grab, and 2000 more companies. Before 500,
Edith was the general manager at Dolphin Browser, a Sequoia-backed mobile browser with over
150 million installs worldwide. Edith also worked with many Fortune 500 companies such as
Siebel, AMS, AT&T Wireless, and Autodesk. She frequently speaks on China and Silicon Valley
technology and investment landscape. She is also a frequent guest lecturer at Berkeley and
Stanford and commentator on BBC, CNBC, Wall Street Journal, Bloomberg, SCMP, Techcrunch,
etc.
Edith Yeung | @edithyeung | edith.co
What do investors want?
How to Pitch Your Startup by Edith Yeung
How to Pitch Your Startup by Edith Yeung
How to Pitch Your Startup by Edith Yeung
How to Pitch Your Startup by Edith Yeung
What do founders want?
How to Pitch Your Startup by Edith Yeung
How to Pitch Your Startup by Edith Yeung
How to Pitch Your Startup by Edith Yeung
Pitching is just the first date.
How to Pitch Your Startup by Edith Yeung
How to Pitch Your Startup by Edith Yeung
An investor will not, cannot, and would never
invest in you the first time they meet you.
How to Pitch Your Startup by Edith Yeung
What should a founder say in the first pitch?
What are you building?
How to Pitch Your Startup by Edith Yeung
What is the problem?
How to Pitch Your Startup by Edith Yeung
How does your product work?
How to Pitch Your Startup by Edith Yeung
What is the traction?
How to Pitch Your Startup by Edith Yeung
How do you make money?
How to Pitch Your Startup by Edith Yeung
Who is on the team?
How to Pitch Your Startup by Edith Yeung
Who are your competitors?
How to Pitch Your Startup by Edith Yeung
During the Pitch…
• Traction, traction, traction
–Revenue
–# of Downloads
–# of MAU / DAU
–Major Customers or
Partnerships
• Product Demo
• Market Size
• Pain Point
• Product
• Team (including advisors or
early investors)
• Technology / IP
• Business model
• Competition
• Market trends
• Government regulations
@edithyeung
What do you want to show?
How to Pitch Your Startup by Edith Yeung
Confident
Confident
Competent
Confident
Concise and Clear
How to Pitch Your Startup by Edith Yeung
What NOT to do in your
first pitch?
@edithyeung
How to Pitch Your Startup by Edith Yeung
How to Pitch Your Startup by Edith Yeung
How to Pitch Your Startup by Edith Yeung
How to Pitch Your Startup by Edith Yeung
What should you ask a potential investor?
Questions for Investors
• How many investments have you done in the past 12 months
• How many companies have you invested in so far
• Have you invested in this industry before
• What is your decision making process
• What is your due diligence process
• How big is your fund
• Do you do follow on investment
• What kind of value do you bring to your portfolio companies
@edithyeung
What to do after your first pitch?
After your pitch…
• Email follow up within 12 hours
–Say Thank YOU
–Deck
–Current traction
–Team
–Action items
–Your ask
–Ask for follow up phone call or meeting
@edithyeung
@edithyeung
@edithyeung
• Follow me on Twitter @edithyeung
• Join my weekly funding newsletter https://
www.silicon.news/
• Book office hours on FoundersHK https://
www.foundershk.com/
Want more?

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How to Pitch Your Startup by Edith Yeung

  • 1. How to Pitch Your Startup Edith Yeung November 2020
  • 2. Let’s Make Startup Pitching Great Again
  • 3. Edith Yeung Edith is a General Partner at Race Capital - an early-stage Silicon Valley venture capital fund focusing on investing in data infrastructure and enterprise software. She has invested in over 50 startups including Agora.io (Nasdaq: API), Lightyear/Stellar (valued $1.2B), Silk Labs (acquired by Apple), Chirp (acquired by Apple), Fleksy (acquired by Pinterest), Human (acquired by Mapbox), Solana, Oasis Labs, Hooked, DayDayCook, AISense, and many more. Prior to Race Capital, Edith was a partner at 500 Startups, the world's most active early-stage fund and incubator invested in Twilio, Credit Karma, Grab, and 2000 more companies. Before 500, Edith was the general manager at Dolphin Browser, a Sequoia-backed mobile browser with over 150 million installs worldwide. Edith also worked with many Fortune 500 companies such as Siebel, AMS, AT&T Wireless, and Autodesk. She frequently speaks on China and Silicon Valley technology and investment landscape. She is also a frequent guest lecturer at Berkeley and Stanford and commentator on BBC, CNBC, Wall Street Journal, Bloomberg, SCMP, Techcrunch, etc. Edith Yeung | @edithyeung | edith.co
  • 13. Pitching is just the first date.
  • 16. An investor will not, cannot, and would never invest in you the first time they meet you.
  • 18. What should a founder say in the first pitch?
  • 19. What are you building?
  • 21. What is the problem?
  • 23. How does your product work?
  • 25. What is the traction?
  • 27. How do you make money?
  • 29. Who is on the team?
  • 31. Who are your competitors?
  • 33. During the Pitch… • Traction, traction, traction –Revenue –# of Downloads –# of MAU / DAU –Major Customers or Partnerships • Product Demo • Market Size • Pain Point • Product • Team (including advisors or early investors) • Technology / IP • Business model • Competition • Market trends • Government regulations @edithyeung
  • 34. What do you want to show?
  • 42. What NOT to do in your first pitch? @edithyeung
  • 47. What should you ask a potential investor?
  • 48. Questions for Investors • How many investments have you done in the past 12 months • How many companies have you invested in so far • Have you invested in this industry before • What is your decision making process • What is your due diligence process • How big is your fund • Do you do follow on investment • What kind of value do you bring to your portfolio companies @edithyeung
  • 49. What to do after your first pitch?
  • 50. After your pitch… • Email follow up within 12 hours –Say Thank YOU –Deck –Current traction –Team –Action items –Your ask –Ask for follow up phone call or meeting @edithyeung
  • 53. • Follow me on Twitter @edithyeung • Join my weekly funding newsletter https:// www.silicon.news/ • Book office hours on FoundersHK https:// www.foundershk.com/ Want more?