Startup Pitching Quotes

One evening, as they wrapped up a meeting in her office shortly after he joined the company, she lapsed into a more natural-sounding young woman’s voice. “I’m really glad you’re here,” she told him as she got up from her chair, her pitch several octaves higher than usual. In

Nobody wants a sales pitch. So instead of trying a hard sell, focus on telling a story that captivates your audience by painting a vivid picture of your vision. When you get good at storytelling, people want to be part of that story, and they’ll want to help others become part of that story too.

The goal - at least the way I think about entrepreneurship - is you realize one day that you can't really work anyone else. You have to start your own thing. It almost doesn't matter what the thing is. We had six different business plan changes, and then the last one was PayPal. If that one didn't work out, if we still had the money and the people, obviously we would not have given up. We would have iterated on the business model and done something else. I don't think there was ever clarity as to who we were until we knew it was working. By then, we'd figured out our PR pitch and told everyone what we do and who we are. But between the founding and the actual PayPal, it was just like this tug-of-war where it was like, "We're trying this, this week." Every week you go to investors and say, "We're doing this, exactly this. We're really focused. We're going to be huge." The next week you're like, "That was a lie.

The startup’s goal is to find a profitable customer acquisition strategy by spending small amounts of money in a lot of them, measuring results, and then narrowing down the best channels, while performing PDCA for continuous improvement.

There were the venture capitalists, who’d gotten in early, watched the tokens they bought climb to ludicrous heights, and now believed they could predict the future. There were the founders of crypto start-ups, who’d raised so many millions of dollars that they seemed to believe their own far-fetched pitches about creating the future of finance. Then there were the programmers, who were so caught up with their clever ideas about new things to do inside the crypto world that they never paused to think about whether the technology did anything useful.

This was a huge red flag, because real technologists wear T-shirts and jeans. So we instituted a blanket rule: pass on any company whose founders dressed up for pitch meetings. Maybe we still would have avoided these bad investments if we had taken the time to evaluate each company’s technology in detail. But the team insight—never invest in a tech CEO that wears a suit—got us to the truth a lot faster. The best sales is hidden. There’s nothing wrong with a CEO who can sell, but if he actually looks like a salesman, he’s probably bad at sales and worse at tech.

The reasonable man adapts himself to the world; the unreasonable one persists in trying to adapt the world to himself. Therefore all progress depends on the unreasonable man.” George Bernard Shaw On a cool fall evening in 2008, four students set out to revolutionize an industry. Buried in loans, they had lost and broken eyeglasses and were outraged at how much it cost to replace them. One of them had been wearing the same damaged pair for five years: He was using a paper clip to bind the frames together. Even after his prescription changed twice, he refused to pay for pricey new lenses. Luxottica, the 800-pound gorilla of the industry, controlled more than 80 percent of the eyewear market. To make glasses more affordable, the students would need to topple a giant. Having recently watched Zappos transform footwear by selling shoes online, they wondered if they could do the same with eyewear. When they casually mentioned their idea to friends, time and again they were blasted with scorching criticism. No one would ever buy glasses over the internet, their friends insisted. People had to try them on first. Sure, Zappos had pulled the concept off with shoes, but there was a reason it hadn’t happened with eyewear. “If this were a good idea,” they heard repeatedly, “someone would have done it already.” None of the students had a background in e-commerce and technology, let alone in retail, fashion, or apparel. Despite being told their idea was crazy, they walked away from lucrative job offers to start a company. They would sell eyeglasses that normally cost $500 in a store for $95 online, donating a pair to someone in the developing world with every purchase. The business depended on a functioning website. Without one, it would be impossible for customers to view or buy their products. After scrambling to pull a website together, they finally managed to get it online at 4 A.M. on the day before the launch in February 2010. They called the company Warby Parker, combining the names of two characters created by the novelist Jack Kerouac, who inspired them to break free from the shackles of social pressure and embark on their adventure. They admired his rebellious spirit, infusing it into their culture. And it paid off. The students expected to sell a pair or two of glasses per day. But when GQ called them “the Netflix of eyewear,” they hit their target for the entire first year in less than a month, selling out so fast that they had to put twenty thousand customers on a waiting list. It took them nine months to stock enough inventory to meet the demand. Fast forward to 2015, when Fast Company released a list of the world’s most innovative companies. Warby Parker didn’t just make the list—they came in first. The three previous winners were creative giants Google, Nike, and Apple, all with over fifty thousand employees. Warby Parker’s scrappy startup, a new kid on the block, had a staff of just five hundred. In the span of five years, the four friends built one of the most fashionable brands on the planet and donated over a million pairs of glasses to people in need. The company cleared $100 million in annual revenues and was valued at over $1 billion. Back in 2009, one of the founders pitched the company to me, offering me the chance to invest in Warby Parker. I declined. It was the worst financial decision I’ve ever made, and I needed to understand where I went wrong.

Spinner at one point comes up with an idea to get some publicity. “We should pitch a story about you working here at HubSpot, and how you’re learning a whole new thing,” she says. “We can call it ‘Old Dog, New Tricks.’” I look at her as if to say, You must be kidding. She tries to backpedal, saying she didn’t mean it as an insult. She thinks it’s really cool that I’ve joined this company with such a young culture and I’ve done such an awesome job of fitting in. I want to believe she means well. I tell her I’ll think about

But the flock of Silicon Valley unicorns had grown so large that Benioff himself had become nervous. The kind of rapid expansion that venture capital made possible wasn’t sustainable without discipline. In the middle of the decade, Benioff had issued a warning: “There’s going to be a lot of dead unicorns.” Neumann had begun pitching WeWork as a new breed of SaaS business: “space as a service.” The idea was that companies of all sizes would no longer handle their own real estate portfolios but would instead turn over the management of their physical space to WeWork, transforming the company into something like a real estate cloud—a “platform.” This was a goal shared by every ambitious start-up of the decade, no matter how specious the claim. Facebook, Uber, and Airbnb identified as platforms, as did Beyond Meat, the pea-protein burger maker (“plant-based-product platforms”); Peloton, the indoor exercise bike company (“the largest interactive fitness platform in the world”); and Casper, the mattress company (a “platform built for better sleep”). It was no longer good enough for companies to simply be what they were.

During the business start-up process, you will discover that this experience is a cruel teacher. It often gives the test before the lesson.

Make your move before you are ready.

Problems are the necessary friction that makes great business opportunities possible.

Start-ups often prepare absurdly aggressive and optimistic plans, which have a very low likelihood of success, just to maximize the company’s perceived dollar value.” Your financial projections, whether for a product or a company, are supposed to answer such basic questions as, How strong is the company? What if plans go awry, does the company have enough cash to last a few bad quarters? Do you know how to budget well?

The platforms screen out a lot of companies and only list the best ones because they want to gain a reputation for being the platform with the highest-quality deals. If they can gain this preeminent reputational position, they will stand a better chance of attracting and retaining a large investor audience, and with that, more high-quality companies will choose to list on their platform. But wait a minute. Isn’t equity crowdfunding meant to be all about improving access to capital, not restricting it? Understanding this issue will be useful for forming your pitch. One of the oft-repeated benefits of equity crowdfunding is meant to be the so-called ‘democratization of finance’ – smashing down the barriers, giving investors and companies unrestricted access to each other. But if we have got the platforms curating the deals that are shown to the public, then aren’t we right back where we started – with gatekeepers restricting access? The platforms may have ditched the suits, blue shirts, and dark ties for jeans, T-shirts, and stylish blazers… but there is no doubt that some of the old barriers are reappearing.

Your Competition Has Network Effects, Too To figure out a response, it’s important to acknowledge a common myth about defensibility and moats: that somehow, network effects will magically help you fend off competition. This is a myth repeated again and again in startup pitch presentations to investors and entrepreneurs. It’s a lie that entrepreneurs tell to themselves. It isn’t true—simply having network effects is not enough, because if your product has them, it’s likely that your competitors have them, too. Whether you are a marketplace, social network, workplace collaboration tool, or app store, you are in a “networked category.” It’s intrinsic in these categories that every player is a multi-sided network that connects people, and is governed under the dynamics of Cold Start Theory. Effective competitive strategy is about who scales and leverages their network effects in the best way possible. No wonder we often see smaller players upend larger ones, in an apparent violation of Metcalfe’s Law. If every product in a category can rely on their network, then it’s not about who’s initially the largest. Instead, the question is, who is doing the best job amplifying and scaling their Acquisition, Engagement, and Economic effects. It’s what we see repeatedly over time: MySpace was the biggest social network in the mid-2000s and lost to Facebook, then a smaller, newer entrant with a focus on college networks with stronger product execution. HipChat was ahead in workplace communication, but was upended by Slack. Grubhub created a successful, profitable multibillion-dollar food-ordering company, but has rapidly lost ground to Uber Eats and DoorDash.

Explicitly ask for feedback. Have the customer play the value back to you. Receiving candid feedback is paramount when pitching. You won’t know what went right, or more importantly, wrong, unless you hear directly from the customer. One effective tactic, toward the end of the meeting, is to ask the customer for their impressions. I like to say, “In the final minutes, I’d love to zoom out a level and get your take on what you’ve seen or heard and how it matches your expectations.” If they answer with polite platitudes, probe further: “Are there specific areas that resonated for you and also ones that you have concern about that we ought to know?

A related tactic is asking them to play your value back to you.54 This works especially well when the customer has been reticent to give feedback. I was nervous to do this when this was first taught to me. What if the customer couldn’t do so? What if I didn’t like what I heard? But that’s the point. You want to know if you landed your value proposition or what parts of the pitch didn’t stick, something like, “You’ve clearly seen a lot and are very advanced in your thinking. I’m curious, what value do you see, if any, in what we’re doing?

In the world of startups and entrepreneurship, a pitch deck is your canvas, and your ideas are the paint. Craft it wisely, and you'll create a masterpiece that attracts investors and partners.

The art of the perfect pitch deck lies in the balance between data and storytelling. It's not just about what you say; it's about how you make your audience feel.

A well-crafted pitch deck is not just a presentation; it's a story that inspires confidence, captures imagination, and compels action.

General and undifferentiated pitches don’t say anything about why a recruit should join your company instead of many others.

From the CEO to the receptionist to the office manager, everybody at your startup business should know that one-minute elevator pitch.

working on something—do you want to see a pitch?” Hornik specialized in Internet companies, so he seemed like an ideal investor to Shader. The interest was mutual. Most people who pitch ideas are first-time entrepreneurs, with no track record of success. In contrast, Shader was a blue-chip entrepreneur who had hit the jackpot not once, but twice. In 1999, his first start-up, Accept.com, was acquired by Amazon for $175

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In dealing with his frustrations of an unpredictable environment typical of the startup world, Kaplan wrote that an entrepreneur is “faced with an endless stream of arbitrary challenges that bear down on you with the relentlessness of an automatic pitching machine. The trick is to know when to swing and when to duck.” [29]

The most obvious clue was sartorial: cleantech executives were running around wearing suits and ties. This was a huge red flag, because real technologists wear T-shirts and jeans. So we instituted a blanket rule: pass on any company whose founders dressed up for pitch meetings.

You begin with the Problem, or the need you’re addressing.  Then you proceed to the Solution, your product or service that fulfills the need.  The Market is the target customers to whom you will offer your solution.  Finally, Business is all about the ways you’re going to capture that market.

From the CEO, receptionist to the office manager, everybody at your startup should know the one-minute pitch of your business

running dozens if not hundreds of pass/fail tests—on your pitch, your features, your pricing,

Unrealistic budgets and miscalculating costs are the greatest risks to a growing company, especially startups.

So how do you help your Band-Aid solution stand out with people who don’t know they’re cut? You cut them! Of course, I’m not suggesting you cause any physical harm to your customers. Rather, you should adopt an approach that clearly conveys the problem you solve in advance of communicating the way you solve it. For example, back at my third start-up, when positioning our new-age feedback, coaching, and recognition solution, we could have invoked statements like: “We help employees get the feedback they need to perform their best and grow their careers.” “We help managers become great coaches.” “We help promote your amazing culture by making winning behaviors visible.” All imply that employees don’t get enough feedback at work, managers can often be poor coaches, and your people do amazing things that not everyone sees: fair points and all problems there is value in addressing. But they are also statements that are easy to dismiss. After all, many organizations already feel they provide their employees with sufficient levels of the feedback, coaching, and recognition they crave. We found prospects were much more responsive to our pitch when we preceded those statements with messages like: “Seventy percent of people leave their company because of a poor relationship with their manager.” “Most millennial employees use the word ‘hate’ to describe how they feel about performance reviews.” “Four out of ten employees are actively disengaged at work and cost companies millions in lost productivity.” Why did this approach work so well? The messages were striking. They were laden with specific and compelling statistics. And they invoked real business pains. They made the customer realize that they were already experiencing a loss. In other words, they were bleeding and in need of a Band-Aid.

Mosaic also marked a new stage in the evolution of the power law. Venture-capital returns are dominated by grand slams partly because of the dynamics of startups: most young businesses fail, but the ones that gain traction can grow exponentially. This is true of fashion brands or hotel chains as well as technology companies. But tech-focused venture portfolios are dominated by the power law for an additional reason: tech startups are founded upon technologies that may themselves progress exponentially. Because of his experience and temperament, Doerr was especially attuned to this phenomenon. As a young engineer at Intel, he had seen how Moore’s law transformed the value of companies that used semiconductors: the power of chips was doubling every two years, so startups that put them to good use could make better, cheaper products. For any given modem, digital watch, or personal computer, the cost of the semiconductors inside the engine would fall by 50 percent in two years, 75 percent in four years, and 87.5 percent in eight. With that sort of wind at a tech startup’s back, no wonder profits could grow exponentially. Mosaic, and the internet more generally, turbocharged this phenomenon. Again, Doerr grasped this better than most others. As well as working at Intel, he had known Bob Metcalfe, so he understood that Metcalfe’s law was even more explosive than Moore’s law. Rather than merely doubling in power every two years, as semiconductors did, the value of a network would rise as the square of the number of users.[70] Progress would thus be quadratic rather than merely exponential; something that keeps on squaring will soon grow a lot faster than something that keeps on doubling. Moreover, progress would not be tethered to the passage of time; it would be a function of the number of users. At the moment when Doerr met Clark, the number of internet users was about to triple over the next two years, meaning that the value of the network would jump ninefold, an effect massively more powerful than the mere doubling in the power of semiconductors over that same period. What’s more, Metcalfe’s law was not supplanting Moore’s law, which would have been dramatic enough. Rather, it was compounding it. The explosion of internet traffic would be fueled both by its rapid growth in usefulness (Metcalfe’s law) and by the falling cost of modems and computers (Moore’s law).[71] After listening to Clark’s pitch, Doerr was determined to invest. A magical browser that attracted millions to the internet had almost limitless potential. The price Doerr had to pay was secondary.

VCs who promise everything under the sun to get you to sign, then don’t deliver. Often they’ll repeat themselves over and over, telling you just how much personalized attention you’ll get, how much help, how much this or that. Make sure to talk to other startups who’ve worked with them to find out what they actually offer when they’re not in sales-pitch mode.

The thing that all these businesses [Amazon, Facebook and Google] have in common is they are disruptors. The foundations of their businesses are not unique. They have identified a problem that a large number of people were experiencing with an existing business or service and then found a way to make it more accessible / fast / cheap / efficient. If they pitch it right, in a short space of time, the disruptors become successful enough to replace, or at least displace, the conventional product or service in the sector they've made their own.

Lightwave, another emotional-computing startup, can capture not just the emotional state of an individual, but that of a whole crowd. It’s already been utilized by Cisco to judge a startup pitch competition, helped DJ Paul Oakenfold increase listener engagement at a concert in Singapore, and measured viewer reactions during a pre-screening of The Revenant.

Practicing the pitch is critical. It’s really like a piece of performance art. You must treat it this way. You don’t want to fumble; you need to sound confident and smooth. You need to ensure you hit the critical points and excite the investors.

When we were pitching Truveo, Google was making noise about something that sounded similar. Investors were warning us that Google would kill us. As you can imagine, the first time we heard this we didn’t have a great answer.

Be so good they can’t ignore you. You are almost always better off making your business better than you are making your pitch better. —MARC ANDREESSEN, CO-FOUNDER OF ANDREESSEN HOROWITZ

When Brian Chesky was pitching venture capitalists to invest in Airbnb, one of the people he consulted was the entrepreneur and investor Sam Altman, who later became the president of the Y Combinator start-up accelerator. Altman saw Chesky’s pitch deck and told him it was perfect, except that he needed to change the market-size slide from a modest $ 30 million to $ 30 billion. “Investors want B’s, baby,” Altman told Chesky. Of course, Altman wasn’t telling Chesky to lie; rather, he argued that if the Airbnb team truly believed in their own assumptions, $ 30 million was a gross underestimate, and they should use a number that was true to their convictions. As it turns out, Airbnb’s market was indeed closer to $ 30 billion.

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Here are some bad answers: “Your stock options will be worth more here than elsewhere.” “You’ll get to work with the smartest people in the world.” “You can help solve the world’s most challenging problems.” What’s wrong with valuable stock, smart people, or pressing problems? Nothing—but every company makes these same claims, so they won’t help you stand out. General and undifferentiated pitches don’t say anything about why a recruit should join your company

The goal - at least the way I think about entrepreneurship - is you realize one day that you can't really work anyone else. You have to start your won thing. It almost doesn't matter what the thing is. We had six different business plan changes, and then the last one was PayPal. If that one didn't work out, if we still had the money and the people, obviously we would not have given up. We would have iterated on the business model and done something else. I don't think there was ever clarity as to who we were until we knew it was working. By then, we'd figured out our PR pitch and told everyone what we do and who we are. But between the founding and the actual PayPal, it was just like this tug-of-war where it was like, "We're trying this, this week." Every week you go to investors and say, "We're doing this, exactly this. We're really focused. We're going to be huge." The next week you're like, "That was a lie.

Though media outlets are increasingly on the lookout for good stories, there are still challenges to getting exposure. Tens of thousands of companies are clamoring for media coverage. Jason Kincaid, a former reporter at TechCrunch, told us that he got pitched over 50 times each day. What gets a reporter’s attention? Milestones: raising money, launching a new product, breaking a usage barrier, a PR stunt, big partnership or a special industry report. Each of these events is interesting and noteworthy enough to potentially generate some coverage. Jason advises bundling smaller announcements together into one big announcement whenever possible. Breaking a useage barrier is great. Releasing a new version is noteworthy. But releasing a new version and breaking a usage barrier in the process is even more compelling.

pitches,

Keep in mind that pitching investors is a process that requires preparation, data, vision, and honesty. And even if an investor passes on this particular start-up, don’t burn the bridge.

Chinese founders no longer had to tailor their startup pitches to the tastes of foreign VCs. They could now build Chinese products to solve Chinese problems. It was a sea change that altered the very texture of the nation’s cities and signaled a new era in the development of the Chinese internet. It also led to an overnight boom in production of the natural resource of the AI age.

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Knowing how to build a business is far more important than knowing how to build a pitch deck.

I am not stating that every startup deserves to succeed or should get funding without effort. I am saying that the pitching arena should start shifting toward a reversed scene, where natural selection, in a Darwinian fashion, applies to investors pitching themselves—showing how they can help and contribute beyond just money. Until that happens, our modern startup world can best be described exactly as Jennifer Lopez’s character put it in her 2019 hit movie Hustlers: “We are all living in a gigantic strip club where you got people tossing the money… and people doing the dance.

I am not saying that VCs are despicably evil (that would be investment bankers), but you would be better spending more time on building your business than building and polishing the pitch deck.

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I see many startup founders chasing 'AI pipe dreams'. I encourage them to focus on solving real customer problems and not trying to impress investors by showing AI on their pitch deck.

They want to say “fuck you” every time some guy uses a woman’s body as a way of describing something—We’re already pregnant, let’s just push this thing out or: Should we open the full kimono?—but they know they’re going to walk into that office or that pitch meeting, and they’re going to feel like they have to bro it up with all the other guys, because who wants to be the uptight girl who makes everyone shush the minute she walks into the room? We want to be on the inside, we want to hang. We want to be cool. And we want to win.

For years, his biggest strength was his ability to mesmerize even savvy people with sales pitches for new, but sometimes flawed, products.” The Wall Street Journal wrote that in 1993 about a then 38-year-old Steve Jobs. Today’s innovators—the likes of Elon Musk and Jeff Bezos—are salespeople too, constantly promoting and pitching their ventures to all the right people. And it’s not just customers or strategic partners—that’s what their marketing departments are for. It’s the people in the financial industry: venture capitalists, bankers, and Wall Street guys. Did I get your attention?

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