The document provides tips and guidance for presenting to an investment panel. It discusses preparing for the audience and presentation, focusing on soft skills like gestures, vocal variety, and handling potential questions. It also reviews elements of the presentation such as introducing the problem and solution, discussing the market and competition, financial projections, and management team. The overall message is to practice the presentation extensively and be prepared to clearly convey the business concept and ask for funding.

1. Presenting to anPresenting to an
Investment PanelInvestment Panel
John Bradley JacksonJohn Bradley Jackson
CSUF Startup IncubatorCSUF Startup Incubator
Feb 7, 2018Feb 7, 2018

2. The GoalThe Goal
To be rememberedTo be remembered
To get to the next meetingTo get to the next meeting

3. Are You Ready?Are You Ready?

4. Your AudienceYour Audience
► Independent investorsIndependent investors
► Angel Network investorsAngel Network investors
► Private Equity investorsPrivate Equity investors
► Venture CapitalistsVenture Capitalists
► BankersBankers

5. Soft SkillsSoft Skills

6. Getting StartedGetting Started
► Be ready to start right awayBe ready to start right away
► Normally there is a warm upNormally there is a warm up
► Greet the panelGreet the panel
► Thank themThank them
► Introduce the teamIntroduce the team

7. GesturesGestures
►Contain your handsContain your hands
►Reinforce your messageReinforce your message
►Gestures and wordsGestures and words
►Hands at sideHands at side
►Eye contactEye contact
►Laser pointersLaser pointers

8. Vocal VarietyVocal Variety
►Vary your volumeVary your volume
►Beware of talking too fastBeware of talking too fast
►Beware of monotoneBeware of monotone
►Use real wordsUse real words

9. More TipsMore Tips
►How about at joke?How about at joke?
►What if the panel disagrees with you?What if the panel disagrees with you?
►What if the panel interrupts you?What if the panel interrupts you?
►What if you forget to say something?What if you forget to say something?

10. Big PictureBig Picture
What Did He Say?What Did He Say?

11. Leave Behind PresentationLeave Behind Presentation
►Text + data + images + videoText + data + images + video
►5 bullets with 5 – 7 words per line5 bullets with 5 – 7 words per line
►The audience can refer to it laterThe audience can refer to it later

12. Don’t Be a Fire HoseDon’t Be a Fire Hose

13. Be a Drinking Fountain*Be a Drinking Fountain*
*Progressive disclosure*Progressive disclosure

14. Practice WithPractice With
Friends and FamilyFriends and Family
► Practice your presentation with friends and family*Practice your presentation with friends and family*
► Learn the questions that will be askedLearn the questions that will be asked
► Perfect your responsesPerfect your responses
► Seek negative feedbackSeek negative feedback

15. Terminology: Startups,Terminology: Startups,
Companies, and BusinessCompanies, and Business
ModelsModels
► Startups are looking for a customer and aStartups are looking for a customer and a
business modelbusiness model
► Companies have found a customer and haveCompanies have found a customer and have
functioning business modelfunctioning business model
► A business model is how a company providesA business model is how a company provides
value in exchange for moneyvalue in exchange for money

16. Protecting Your IdeaProtecting Your Idea
►Many new entrepreneurs are afraid to shareMany new entrepreneurs are afraid to share
►Lean Startup tells us that you must shareLean Startup tells us that you must share
business concepts to improve thembusiness concepts to improve them
►““Will people steal my business concepts?”Will people steal my business concepts?”

17. Non Disclosure AgreementsNon Disclosure Agreements
►A mutual NDA binds both partiesA mutual NDA binds both parties
►Covers all information exchangedCovers all information exchanged
►Serious document but it must be enforcedSerious document but it must be enforced

18. Many InvestorsMany Investors
Won’t Sign NDAsWon’t Sign NDAs
►Many similar conceptsMany similar concepts
►Too much potential liabilityToo much potential liability
►Wastes timeWastes time
►Expensive legal costsExpensive legal costs
►Rookie inventorRookie inventor
►Deal killerDeal killer

19. Got IP?Got IP?
►First to file not first to inventFirst to file not first to invent
►File a provisional patent applicationFile a provisional patent application
►Explain what your invention does and notExplain what your invention does and not
how it workshow it works

20. Paths to FundingPaths to Funding
►Bootstrap, organicBootstrap, organic
►Friends, family, foolsFriends, family, fools
►Seed investorsSeed investors
►Angel NetworksAngel Networks
►BankersBankers
►VCsVCs

21. Bootstrapping FirstBootstrapping First
►Fund yourself if you canFund yourself if you can
►Avoid spending moneyAvoid spending money
►Don’t hire employeesDon’t hire employees
►BarterBarter
►Credit cardsCredit cards
►LoansLoans
►Pay it laterPay it later

22. Friends, Family and FoolsFriends, Family and Fools
► Easy accessEasy access
► Debt or equity or gift?Debt or equity or gift?
► Expectations may be wackyExpectations may be wacky
► Potential to injure relationshipsPotential to injure relationships
► Be carefulBe careful

23. Seed InvestorsSeed Investors
► Seed Investors typically invest in companies:Seed Investors typically invest in companies:
 Potential for scalingPotential for scaling
 Intellectual property and/or a competitive advantageIntellectual property and/or a competitive advantage
 May invest in an incomplete teamMay invest in an incomplete team
 Coachable foundersCoachable founders
 10 times ROI or MORE10 times ROI or MORE
 Expensive moneyExpensive money

24. Angel Networks Invest inAngel Networks Invest in
Companies Not StartupsCompanies Not Startups
► Angel Networks typically invest in companies:Angel Networks typically invest in companies:
 In revenue with cash flowIn revenue with cash flow
 Intellectual property and/or a competitive advantageIntellectual property and/or a competitive advantage
 Teams not inventorsTeams not inventors
 Business modelBusiness model
 Proof of conceptProof of concept
 TractionTraction
 Scalable ideaScalable idea
 Coachable foundersCoachable founders
 10 times ROI or more10 times ROI or more

25. Get RecommendedGet Recommended
to Angel Networksto Angel Networks
► It may be best to be recommended to themIt may be best to be recommended to them
► Applications to the websites like TCA don’t get a fair shakeApplications to the websites like TCA don’t get a fair shake
► Try to meet the Angels firstTry to meet the Angels first
► Get a sponsorGet a sponsor

26. Bankers Love DetailBankers Love Detail
► Bankers don’tBankers don’t invest;invest; they arethey are lenderslenders
► They lend money to companies with cash flowThey lend money to companies with cash flow
► The typically willThe typically will notnot lend money to startupslend money to startups
► When your business model is proven and you are creatingWhen your business model is proven and you are creating
cash, banks will talkcash, banks will talk
► Bankers like a full business planBankers like a full business plan
► Get a sponsorGet a sponsor

27. Venture Capital*Venture Capital*
VCs invest in ventures that have:VCs invest in ventures that have:
►Very high growth potentialVery high growth potential
►PedigreePedigree
►TractionTraction
►IPIP
►Proof of conceptProof of concept
►CEO/founder flexibleCEO/founder flexible
►Strong ROI potentialStrong ROI potential

28. The ToolsThe Tools
► The elevator pitchThe elevator pitch
► Business cardsBusiness cards
► One sentence descriptionOne sentence description
► One paragraph descriptionOne paragraph description
► Executive summaryExecutive summary
► Business model canvasBusiness model canvas
► Pitch deckPitch deck
► Business planBusiness plan

29. Be ReadyBe Ready
►Always be prepared to take the next stepAlways be prepared to take the next step
with your audiencewith your audience
►Have business cardsHave business cards
►Say it in sentenceSay it in sentence
►Say it in a paragraphSay it in a paragraph

30. Business Model CanvasBusiness Model Canvas

31. Business Model CanvasBusiness Model Canvas
For SpotifyFor Spotify

32. Executive SummaryExecutive Summary
►1-2 pages1-2 pages
►Opens with a hookOpens with a hook
►Must read like ShakespeareMust read like Shakespeare
►Summarizes the content in the plan (duh!)Summarizes the content in the plan (duh!)
►Includes an “ask”Includes an “ask”
►This is a selling document for the investor orThis is a selling document for the investor or
lenderlender

33. Typical Investor PanelTypical Investor Panel
PresentationPresentation
►15 minutes of presentation15 minutes of presentation
►15 minutes of questions15 minutes of questions
►Actions itemsActions items
►Next stepsNext steps

34. Presentation AgendaPresentation Agenda
1.1. Introductory SlideIntroductory Slide
2.2. ProblemProblem
3.3. SolutionSolution
4.4. MarketMarket
5.5. Competitive LandscapeCompetitive Landscape
6.6. Customers and PartnersCustomers and Partners
7.7. Business ModelBusiness Model
8.8. Current Status / TractionCurrent Status / Traction
9.9. Financial ProjectionsFinancial Projections
10.10. Management TeamManagement Team
11.11. Funding / ROIFunding / ROI
12.12. SummarySummary

35. 1. Introductory Slide1. Introductory Slide
►Briefly Introduce yourself and your companyBriefly Introduce yourself and your company
 Company name and company logoCompany name and company logo
 Presenter name/s and role/sPresenter name/s and role/s
 Brief summary of company (one sentenceBrief summary of company (one sentence
description)description)
Slide TimeSlide Time
►Approximately 00:30 for the introductionApproximately 00:30 for the introduction

36. 2. Problem2. Problem
►Define the problem* and who has the painDefine the problem* and who has the pain
►Provide a “problem” scenario that providesProvide a “problem” scenario that provides
a basis for your company’s technologya basis for your company’s technology
Slide TimeSlide Time
►Approximately 01:00 to define the problemApproximately 01:00 to define the problem
*Or opportunity*Or opportunity

37. 3. Solution3. Solution
► Introduce your company’s solutionIntroduce your company’s solution
 How will it solve the problemHow will it solve the problem
 What stage in the development cycle is technology?What stage in the development cycle is technology?
► Illustrate the company’s solutionIllustrate the company’s solution
► Provide brief list of benefitsProvide brief list of benefits
Slide TimeSlide Time
► Approximately 01:30 to describe the solutionApproximately 01:30 to describe the solution

38. 4. Customer Market4. Customer Market
► What is the market size, growth and maturity?What is the market size, growth and maturity?
 Leverage industry and market segment dataLeverage industry and market segment data
► Market challengesMarket challenges
► What market segment/s are served by the company?What market segment/s are served by the company?
► What is the company’s potential in the market?What is the company’s potential in the market?
 GrowthGrowth
 Market shareMarket share
 RevenuesRevenues
Slide TimeSlide Time
► Approximately 01:30 to describe the marketApproximately 01:30 to describe the market

39. 5. Competitive Landscape and5. Competitive Landscape and
Competitive AdvantageCompetitive Advantage
CompetitionCompetition
► Describe the direct and indirect competitionDescribe the direct and indirect competition
► What specific opportunities exist as a result of the competition?What specific opportunities exist as a result of the competition?
Competitive AdvantageCompetitive Advantage
 Why will customers buy your product or service over theWhy will customers buy your product or service over the
competition (this is the value proposition)competition (this is the value proposition)
 How does your company differentiate itself from the competition?How does your company differentiate itself from the competition?
Slide TimeSlide Time
► Approximately 02:00 to describe the competitive landscapeApproximately 02:00 to describe the competitive landscape

40. 6. Customers and Partners6. Customers and Partners
► Describe the company’s current and potential customersDescribe the company’s current and potential customers
 Profile of the optimal customerProfile of the optimal customer
 Example of customersExample of customers
► Describe the company’s current and potential partnersDescribe the company’s current and potential partners
 Channel partners, if anyChannel partners, if any
Slide TimeSlide Time
► Approximately 01:00 to describe the marketApproximately 01:00 to describe the market

41. 7. Business Model7. Business Model
► Describe the company’s business and revenue modelDescribe the company’s business and revenue model
 What is the company selling?What is the company selling?
 How does the company generate revenue?How does the company generate revenue?
 What is the pricing model? Revenue? Gross margin?What is the pricing model? Revenue? Gross margin?
 What third-party validation has the company received?What third-party validation has the company received?
 What is the go-to-market strategy?What is the go-to-market strategy?
Slide TimeSlide Time
► Approximately 01:30 to describe the business and revenue modelApproximately 01:30 to describe the business and revenue model

42. 8. Current Status / Traction8. Current Status / Traction
► Build investor confidence in your companyBuild investor confidence in your company
 Proof of conceptProof of concept
 Strategic partnersStrategic partners
 Intellectual property statusIntellectual property status
 Product development status (alpha, beta, release)Product development status (alpha, beta, release)
 CustomersCustomers
 RevenueRevenue
Slide TimeSlide Time
► Approximately 01:00 to describe company progressApproximately 01:00 to describe company progress

43. 9. Financial Projections9. Financial Projections
► Provide 3 year financial projections (chart orProvide 3 year financial projections (chart or
graph)graph)
 Do the projections demonstrate year-to-year growth?Do the projections demonstrate year-to-year growth?
 Can the company scale its operations as it grows?Can the company scale its operations as it grows?
► List major facts and assumptionsList major facts and assumptions
 Are the assumptions believable and achievable?Are the assumptions believable and achievable?
Slide TimeSlide Time
► Approximately 01:30 to describe the financial projectionsApproximately 01:30 to describe the financial projections

44. Three Year Financial Plan*Three Year Financial Plan*
(*very high level overview)(*very high level overview)
AssumptionsAssumptions
►No salariesNo salaries
year oneyear one
►No rentNo rent
year oneyear one
►RevenueRevenue
kicks inkicks in
Q4/2015Q4/2015
2015 2016 2017
Sales
Cost of Goods Sold
Gross Margin
Operating Expenses
R & D Expense
Other Expenses
Total Operating Expenses
Operating Profit
Profit Before Taxes

45. 10. Management Team10. Management Team
► Purpose is to build investor confidence with teamPurpose is to build investor confidence with team
 Credentials, proven track recordCredentials, proven track record
 Expose skill and experience gapsExpose skill and experience gaps
► Provide a list of the company’s leadership teamProvide a list of the company’s leadership team
 Include name, position, experienceInclude name, position, experience
► Provide a list of company advisorsProvide a list of company advisors
 Include name, experienceInclude name, experience
Slide TimeSlide Time
► Approximately 01:00 to describe the management team and advisersApproximately 01:00 to describe the management team and advisers

46. 11. Funding / ROI11. Funding / ROI
► What funding has the company received to date?What funding has the company received to date?
 Amounts and sourcesAmounts and sources
► How much money is the company currently seeking?How much money is the company currently seeking?
 Show Sources and Uses of FundsShow Sources and Uses of Funds
 Show key milestonesShow key milestones
► What is the company willing to give to investors?What is the company willing to give to investors?
 Equity %Equity %
 Pre-money ValuationPre-money Valuation
► Anticipated ROI?Anticipated ROI?
► What are the exit strategies for the company?What are the exit strategies for the company?
Slide TimeSlide Time
► Approximately 01:30 to describe the funding requirementsApproximately 01:30 to describe the funding requirements

47. 12. Summary12. Summary
► What do you want your audience to remember about the company?What do you want your audience to remember about the company?
 Strengths of companyStrengths of company
 Marketable product or serviceMarketable product or service
 Business and revenue modelBusiness and revenue model
 Customers and sales pipelineCustomers and sales pipeline
 Intellectual propertyIntellectual property
 Management teamManagement team
 Other…Other…
Slide TimeSlide Time
► Approximately 00:30 to summarize the presentationApproximately 00:30 to summarize the presentation

48. PowerPoint PresentationPowerPoint Presentation
(Extended Version)(Extended Version)
1.1.More - ProblemMore - Problem
2.2.More - SolutionMore - Solution
3.3.More - MarketMore - Market
4.4.More - Competitive LandscapeMore - Competitive Landscape
5.5.More - Customers and PartnersMore - Customers and Partners
6.6.More - Business ModelMore - Business Model
7.7.More - Current StatusMore - Current Status
8.8.More - Financial ProjectionsMore - Financial Projections
9.9.More - Management TeamMore - Management Team
10.10.More - Funding / ROIMore - Funding / ROI
11.11.More - SummaryMore - Summary

49. CSUF Startup IncubatorCSUF Startup Incubator
►Early stage startupsEarly stage startups
►Learning based cultureLearning based culture
►Custom supportCustom support
►Mentor supportMentor support
►Student team supportStudent team support
►Don’t take equityDon’t take equity
►Located in PlacentiaLocated in Placentia
►Coming to Irvine summer of 2017Coming to Irvine summer of 2017

50. ContactContact
Read and subscribe to my blogs at:Read and subscribe to my blogs at:
► http://bizblogs.fullerton.edu/entrepreneurship/http://bizblogs.fullerton.edu/entrepreneurship/
► www.johnbradleyjackson.com/blogwww.johnbradleyjackson.com/blog
Follow me on:Follow me on:
► FacebookFacebook
► LinkedInLinkedIn
► About meAbout me

51. Visit My WebsitesVisit My Websites
Books and consultingBooks and consulting
► www.Johnbradleyjackson.comwww.Johnbradleyjackson.com
CSUFCSUF
► http://business.fullerton.edu/centers/cfehttp://business.fullerton.edu/centers/cfe

52. Email MeEmail Me
►jjackson@fullerton.edujjackson@fullerton.edu
►johnbradleyjackson@gmail.comjohnbradleyjackson@gmail.com

53. Or, Just Call Me atOr, Just Call Me at
657 278 8413657 278 8413

54. AppendixAppendix

55. Know the LanguageKnow the Language
►Sophisticated investors speak in codeSophisticated investors speak in code
►Know the basicsKnow the basics
►See the appendixSee the appendix

56. Angel Investor GlossaryAngel Investor Glossary
Accelerator: In an accelerator, a Seed
investment is made in return for equity and
usually between $15K - $50K. Startups are
admitted in classes and work in groups.
They are generally given a deadline to
complete intensive training and iteration
(typically 1 week to 6 months). Startups
end an accelerator program with a Demo
Day in which they pitch to investors.

57. Angel Investor GlossaryAngel Investor Glossary
Angel Investing: Investing with own
money in Early Stage companies in
exchange for ownership equity or debt. An
angel investor typically invests $25-$100K
per deal.

58. Angel Investor GlossaryAngel Investor Glossary
Bridge Loan: A short-term loan (up to
one year) that a company uses in between
times when financing is needed. For
startups, this type of loan is intended to
fund the company to an anticipated future
event e.g., long-term financing.

59. Angel Investor GlossaryAngel Investor Glossary
Cap Table: Capitalization table, a table of
how much stock ownership is held by each
entity/person. Typically includes
founder/investor equity, and employee
Stock Option Pool.

60. Angel Investor GlossaryAngel Investor Glossary
Common Stock: A class of ownership
that has lower claims on earnings and
assets than Preferred Stock. It is riskier to
own common stock because in the event of
Liquidation, common stock shareholders
are the last to claim rights to assets.

61. Angel Investor GlossaryAngel Investor Glossary
Convertible Note: A type of bond that
can be converted into shares of Common
Stock.

62. Angel Investor GlossaryAngel Investor Glossary
Demo Day: Where the graduating class
of Incubators and Accelerators is given a
chance to pitch to investors.

63. Angel Investor GlossaryAngel Investor Glossary
Dilution: Issuing more shares of a
company dilutes the value of holdings of
existing shareholders.

64. Angel Investor GlossaryAngel Investor Glossary
Dividend Preference: Preferred stock
holders receive dividends before common
stock holders. Dividend can be cumulative
or non-cumulative.

65. Angel Investor GlossaryAngel Investor Glossary
Drag-along Rights: Majority
shareholders can force minority
shareholders to join in the sale of a
company. Minority shareholders will
receive same price, terms, and conditions.

66. Angel Investor GlossaryAngel Investor Glossary
Early Stage: The key characteristic is
market development. The business is
focused on sales and marketing and
proving business viability.

67. Angel Investor GlossaryAngel Investor Glossary
Friends and Family: A common way for
a startup to fund their initial round of
capital. A 20-25% discount from the next
round is appropriate. The valuation cap is
going to vary depending on the size of the
raise and the size of the opportunity.

68. Angel Investor GlossaryAngel Investor Glossary
Fiduciary Responsibility: Refers to
trust responsibility to make good
investments that will earn a high rate of
return.

69. Angel Investor GlossaryAngel Investor Glossary
Incubators: Designed to support the
development of startups through resources
(mainly office space) and mentorship.
Oftentimes startups stay in an incubator for
longer (1-3 years) than they would stay in
an Accelerator though the lines between
the two are blurring.

70. Angel Investor GlossaryAngel Investor Glossary
Liquidation: When a business is
bankrupt or terminated, its assets are sold
and the proceeds pay creditors. Anything
left over is distributed to share holders.

71. Angel Investor GlossaryAngel Investor Glossary
Mezzanine Financing: A blend of debt
and equity financing, requiring no collateral
and does not necessarily involve giving up
interest in the company. This capital is
typically used to fund growth or to enable
management to buy out company owners
for succession purposes. The interest rate
is high, ranging from 20-30% and lenders
can convert their stake to equity or
ownership in the event of default.

72. Angel Investor GlossaryAngel Investor Glossary
Preferred Stock: A class of ownership
that has a higher claim on assets than
Common Stock. In the event of liquidation,
preferred stock shareholders have priority
over earnings and assets and generally
earn dividends, but forego voting rights.

73. Angel Investor GlossaryAngel Investor Glossary
Pre-money Valuation: The company’s
value immediately before funding. If Post-
Money Valuation = $2.5M and the
company raised $500K, then the pre-
money valuation = $2M.

74. Angel Investor GlossaryAngel Investor Glossary
Post-money Valuation: The company’s
value immediately after funding. If Pre-
Money Valuation = $2M and the company
raises $500K, then the post-money
valuation = $2.5M.

75. Angel Investor GlossaryAngel Investor Glossary
Right of First Refusal: A right is given
to enter into a business transaction before
others. For example, preferred
stockholders have the right to purchase
additional shares issued by the company.

76. Angel Investor GlossaryAngel Investor Glossary
Seed Stage: The key characteristic is
product development. A venture in this
stage is unlikely generating revenue, but
customers are interacting with the product.
The business model is not yet fully
developed, and Seed capital is needed for
research and development. This stage
generates the first round of capital for the
venture.

77. Angel Investor GlossaryAngel Investor Glossary
Series A: A company’s first significant
round of venture funding (though angels
often participate in this round).

78. Angel Investor GlossaryAngel Investor Glossary
► Stock Option Pool: Stock Option Pool: Shares of stock reserved for employees of aShares of stock reserved for employees of a
company. The option pool is a way of attracting talented employees tocompany. The option pool is a way of attracting talented employees to
a startup company - if the employees help the company do wella startup company - if the employees help the company do well
enough to go public, they will be compensated with stock. Employeesenough to go public, they will be compensated with stock. Employees
who get into the startup early will usually receive a greater percentagewho get into the startup early will usually receive a greater percentage
of the option pool than employees who arrive later.of the option pool than employees who arrive later.

79. Angel Investor GlossaryAngel Investor Glossary
► Subordinated Debt:Subordinated Debt: A loan that ranks below other loans in an event A loan that ranks below other loans in an event
of Liquidation. This type of loan is riskier than unsubordinated debtof Liquidation. This type of loan is riskier than unsubordinated debt
because loan holders have claims to assets or earnings after seniorbecause loan holders have claims to assets or earnings after senior
debt holders are paid.debt holders are paid.

80. Angel Investor GlossaryAngel Investor Glossary
► Terms Sheet: A non-binding document that outlines the
terms of the deal. Once the parties agree, more detailed
legal documents are drafted consistent with the terms laid
out in the terms sheet.

81. Angel Investor GlossaryAngel Investor Glossary
► Venture Capital: Capital provided to early-stage, high
potential, high risk, growth startups. Generally, venture
capital investments are made after the Seed Stage.

82. Angel Investor GlossaryAngel Investor Glossary
► Vesting: A process in which you “earn” your stock over time. The
purpose of vesting is to grant stock to people over a fixed period of
time so they have an incentive to stick around. A typical vesting period
for an employee or Founder might be 3 - 4 years, which would mean
they would earn 25% of their stock each year over a 4 year period. If
they leave early, the unvested portion returns back to the company.