Business Plan Preparation Frank Moyes Leeds College of Business University of Colorado Boulder, Colorado Business Plan Preparation: Killer Slide Presentation

Killer Slide Presentation Introduction (3 key points) The solution Need & Opportunity Target Market Competition Sustainable Competitive Advantage Management Key Marketing Strategies Risks Financial summary Revenue model Funding & Offering Conclusion (3 key points) Business Plan Preparation: Killer Slide Presentation

Title Slide Name of your firm Date Name of investor firm Optional: How much money is being sought for this round? Appropriate graphics (logo, etc.) 10:08 Personalize your title slide to the audience Make sure you’ve done your homework to know that the size and segments of investments fit the VC partner you are pitching (minimize wasting time on obvious non-fits) Business Plan Preparation: Killer Slide Presentation

Introduction Get their attention Elevator speech (not on slide) Value proposition (not on slide) Introduce team 3 key points want investors to remember Get their attention Get their attention Business Plan Preparation: Killer Slide Presentation

Need What is the pain? What problem are you solving? Must be easily understood & communicable Validate by referring Customer research Interviews – use quotes What is the pain? Business Plan Preparation: Killer Slide Presentation

Base for Marketing Plan Opportunity Size & growth Trends Focus on your segment Base for Marketing Plan Business Plan Preparation: Killer Slide Presentation

What are the unique benefits? The Solution Describe what you do Key features Benefits to target customer (could be a 2nd slide) Future products/services What are the unique benefits? Business Plan Preparation: Killer Slide Presentation

Target Market Who's your customer Validation - use your market research Consumer Demographics & psychographics How make buying decisions Business Types of companies Who's your customer Business Plan Preparation: Killer Slide Presentation

Competition Positioning Identify your competitors Current & future Direct & indirect Strength & weaknesses Barriers to entry that you face Those that you can create Positioning Business Plan Preparation: Killer Slide Presentation

Sustainable Competitive Advantage How are you different than your competitors Perceptual maps Barriers to entry that you can create Resources and capabilities Sustainable Business Plan Preparation: Killer Slide Presentation

Key Marketing Strategies (could be 2-3 slides) High Level description Target market Distribution - channel Positioning strategy Sales strategies Advertising & Promotion Pricing strategy (could be in Revenue slide) Roll out plan Partnerships Business Plan Preparation: Killer Slide Presentation

F1000 Go To Market Strategy MID-MARKET Today 18% 82% $4B Market Distributors 6 US 10 European 2 Asian INDIRECT SALES 18% Strategic Partners IBM Example Slide: ACME (overlays) This slide contains material that allows the presenter to discuss all the attributes of an effective Go To Market Strategy DIRECT SALES 82% Business Plan Preparation: Killer Slide Presentation

F1000 Go To Market Strategy MID-MARKET Tomorrow 50% 50% $4B Market Distributors Sirrius AvNet Support Net F1000 MID-MARKET $4B Market Tomorrow INDIRECT SALES 50% Strategic Partners IBM ISS Symantec Tripwire Independent Software Vendors JD Edwards SAP Infinium Overlay slide DIRECT SALES 50% Business Plan Preparation: Killer Slide Presentation

Management Key officers Who is missing? Backgrounds Accomplishments Interim management Business Plan Preparation: Killer Slide Presentation

Financial Summary

Revenue Revenue forecast Key elements of revenue model Market size Market share Growth rate Number of customers, units, etc. Pricing strategy Channel discount Etc Business Plan Preparation: Killer Slide Presentation

Talk About Your Critical Assumptions Margins Comp’s Key assumptions Break-even Major expenditures Working Capital Burn rate Key drivers Business Plan Preparation: Killer Slide Presentation

Risks 2 or 3 that are unique to you venture What can go wrong? What must go right? How will you mitigate Business Plan Preparation: Killer Slide Presentation

Funding How much funding is required Major uses Product launch Capital expenditure Marketing campaign Etc. Business Plan Preparation: Killer Slide Presentation

Offering Different rounds Debt Exit Amount being raised % of Company Return on Investment Debt Repayment terms Interest rate Exit Business Plan Preparation: Killer Slide Presentation

Conclusion Viable company Summarize 3 key points Good investment Questions Viable company Business Plan Preparation: Killer Slide Presentation

Operations (alternative) How add value Describe process Major expenditures Business Plan Preparation: Killer Slide Presentation

Benchmarks (alternative) 3 to 5 events critical to success of venture Timeline Business Plan Preparation: Killer Slide Presentation

Guidelines Use your customer surveys to support Tell a story Use charts, graphs, simple tables Business Plan Preparation: Killer Slide Presentation