Building and Delivering The Presentation

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

Dont hide behind slides
Order of slides will depend on your situation
Introductions
Begin by introducing your team
60 seconds or less
Save team detail for later
Mention any common links

Referral sources, other relevant contacts
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.)
April 2002
Seeking $5M
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!!!
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 dont get their attention here, you
wont get their check later
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.
Slide 2: The Problem

Compelling problem(s) to be solved
Whats the pain? revenues, costs, time, market reach
Faster, better, smaller, etc. are solutions, 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
Corporate Data isnt Safe
Fake
Payables
*Billions
Lost
Annually $70K
Deleted
Chart
*Up to 40%
wasted IT time
of Accounts
Our margins depend
on a secure
platform.
Fake Vendor
$100K
$3.7M
- Sam Hein, VPO XYZ Airlines
*IDGGroupStudy
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 havent set the hook by now, you are
dead!
Solution
Intrusion Detection
Access Control
Easy Integration
Product or Service Strategy

Describe what you do
Features
Benefits to target customer (could be a 2nd
slide)
Future products/services
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 wont get squashed
A graph format works well
Slide 5: Technology
Translate key points from business to technical domain
Show how customers and partners fit in, 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, avoid
clutter
Address invent vs. integrate issues

Show that you will invent only uniquely competitive elements
Show incremental development path that reduces risk, if
possible
>>> 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
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, relationships, intellectual property, new
insights, 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?
Sustainable Competitive Advantages

Team has strong background in key technical areas
CEO, Chuck Smith, 5 years of speech systems experience at Nuance

VP Engineering, 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
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 clich
Quote prospective customers

What do they say about your competitors?
Why would they rather buy from you?
Competitive Advantage
Product GA
Production
Customers
Acme
Company A
Company B
Company C
Company D
Company E
Company F
Highly Scalable
Architecture
>$10 per
IP-DSO
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., 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
Target Market
Use your market research
Identify your segment
Consumer
Demographics & psychographics
How make buying decisions
Business
Types of companies
How make buying decisions
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
Go To Market Strategy
Today
Distributors
INDIRECT SALES
18%
6 US
10 European
2 Asian
MIDMARKET
Strategic Partners
IBM
82%
F1000
DIRECT SALES
$4B Market
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
$4B Market
Slide 9: Financial Roadmap

Provide high level 5 year projections
Revenues and expenses by major categories
Pretax profit (loss), cash flow from operations,
capital requirements
Highlight milestone targets

First revenues
Cash-flow positive
Tangible competitive barriers (customers, IP, etc.)
$100M/yr run rate in year 5 is clich, but expected
Financial Overview
Revenues ($K)
Expenses ($K)
Profit ($K)
Investment ($K)
Headcount
Customers
2002
$1,500
$2,500
($1,000)
$5,000
15
5
2003
$7,000
$10,000
($3,000)
$5,000
60
20
2004
$25,000
$24,000
$1,000
Gross Profit %
Net Earnings
%
150
50
2005
$60,000
$49,000
$11,000
300
150
2006
$105,000
$79,000
$26,000
450
250
Whats 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, validation)
Expense analysis
Validate with comparable companies, as available
Other (capital equipment, A/R, Inventory & A/P

turnover)
Back-up slides (3-4)

Revenue model
Profitability Margins, Comps, Break-even
Cash Flow burn rate, major expenditures
Key assumptions
FutureTimeline
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
Slide 10: The Team

Previous relevant accomplishments
Include academic credentials
How does this team work together?

Be honest - whos missing?
Discuss your hiring plan to fill key slots
Relate to unique competitive advantages
Management Team
Chuck Smith, 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, Loyola University, Los Angeles
Dave Johnson, VP Engineering
6 years telecom & imbedded systems expertise Tanner

6 years enterprise software integration expertise TenFold
BS Engineering, CalTech
Herman Lewis, 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, Bloomfield College, NJ
Board of Directors
Mike Baker, Chairman of Blue Note Software

Bruce Davidson, retired VP Sales, Nuance
Charlie Clay, board member SRI
Funding
How much funding is required
Major uses
Product launch
Capital expenditure
Marketing campaign
Etc.
Offering
Equity - different rounds
Amount being raised
% of Company
Return on Investment
Debt
Exit
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
Current Status
Launched: January 2001, angel funding
Product Status
Password Reset announced 5/01, available 9/01

Confirmed Caller announced 2/02, 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, RSA Security and BMC
Seed team effective and efficient

Slide 12: Summary

Summarize your three strongest points
Have these distilled down to memorable sound bites
Highlight synergies with prospective investor
(portfolio, GP background, domain expertise, etc.)
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
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
Next Steps
Involve your team
Set format, 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

Building and Delivering The Presentation

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Building and Delivering The Presentation

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Building and

The 12(ish) Slides

Efficient use of time

YOU are the real story

Order of slides will depend on your situation

Mention any common links

Once Upon A Time

Make it compelling and memorable

Making Business eCommerce a Reality

Automate financial processes and operations

Slide 2: The Problem

Best to include validating quotes

Corporate Data isnt Safe

- Sam Hein, VPO XYZ Airlines

Slide(s) 3: The Solution

Product or Service Strategy

Slide 4: Opportunity and

Size and growth rate for five years

Trends driving the market

A graph format works well

Best to use animated graphics

Concentrate on essential value proposition!!

Address invent vs. integrate issues

J2EE Application Server

Enterprise Portal Integration

Are they yours alone?

Sustainable Competitive Advantages

CEO, Chuck Smith, 5 years of speech systems experience at Nuance

Partnerships in place with dominant market players

Speech Technology Nuance and Speechworks

Patenting innovations in technology and applications

Voiceprint store & forward from PC voiceprinting on internet from standard PC

Demonstrate knowledge of the landscape

Provide framework to differentiate

Upper right quadrant graphic?

Quote prospective customers

How and what do customers buy?

Marketing and sales plan

Graphics work well

Key Marketing Strategies

High Level description

Slide 9: Financial Roadmap

Highlight milestone targets

Whats Behind the

Deep understanding of the business model

Top-down (supportable percentages)

Validate with comparable companies, as available

Other (capital equipment, A/R, Inventory & A/P

Back-up slides (3-4)

Begin strategic product

Slide 10: The Team

How does this team work together?

Relate to unique competitive advantages

9 years enterprise systems expertise IBM

Dave Johnson, VP Engineering

6 years telecom & imbedded systems expertise Tanner

Herman Lewis, VP Sales

20 years of sales success in Call Center market Teknekron and Teloquent

Mike Baker, Chairman of Blue Note Software

Slide 11: Current Status

Historical timeline format can be useful

Password Reset announced 5/01, available 9/01

Hartford Life Password Reset 9/01