The Elevator Pitch

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The Elevator Pitch
Based on material developed by
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Elevator Pitch
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• What is the objective?
• Must be exciting and compelling
• This is a conversation, not a speech

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The Elevator Pitch

• Goal Buy-in
• Investors
• Employees
• Customers and partners
• What motivates them?
• Critical Attribute - What do you want remembered?
• Result - Listener wants to hear more

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The Elevator Pitch

• What market are you in?
• What urgent problem are you solving?
• What is the size of the opportunity?
• Value proposition
• Why will you win?
• Where is the validation (customers, investors,
  etc.)?
• The order is flexible

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Elevator Pitch Communication Imperatives

• Show passion, energy, and enthusiasm
• Use appropriate eye contact when face-to face
  
• Slow down and speak clearly
• Be brief (target 30 seconds)
• Be confident
• Use understandable vocabulary

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Elevator Pitch Example

• P1 Diamond develops proprietary thin film diamond
  products and equipment that dramatically improve
  heat dissipation on microprocessors, solving one
  of the highest priority pain points in the
  industry.
• We address growing markets that will exceed 1.5B
  by 2006 and will become the dominant supplier
  with the best team having the most comprehensive
  patent position in the industry. Intel is our
  largest current investor, and we are actively
  engaged with other top target customers and
  partners who provide very strong references.

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How Do You Get Immediate Attention?

• Reduce to one sentence or question what
• is unusual, interesting, exciting or
• dramatic.

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Elevator Pitch Exercise

• Your name and the name of your firm
• Your pitch
• Evaluation by class on a scale of 1 to 10
• Urgent pain
• Large growing market
• Unique, defensible position
• Validation
• Communication skills
• Desire to hear more

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Be Prepared to Answer Questions About

• Product and technology
• Marketing strategy
• Market research
• Revenue and profitability
• Funds required
• Valuation