Best prices Special offers for members of the PWE book club The cheapest delivery

How to best present a startup — optimal startup pitch schema

The different forms of startup financing and the specificity of the startup pitch were described, as well as various definitions and concepts of a pitch and its purpose were presented. A summary of the proposed pitch structure has been prepared based on the literature. Pitches of 10 startups during the Wolves Summit 2020 conference startup competition were analyzed in terms of their structure. Based on research and their own experience, the authors developed a sequence of questions that a venture capital investor is guided by when assessing the potential of a startup, and subsequently proposed an optimal startup pitch schema, along with the justification of the role played by its components.

Download article
Keywords: pitch; pitch deck; start-ups; pitching; fundraising

References

Bibliografia/References

Baltic Blue Biotechnology Alliance+ (2021). Fundraising guide for biotechnology startups. https://www.submarinernetwork.eu/images/ALLIANCEPlus/accelerator/5__FUNDRAISING_GUIDE_FOR_BIOTECHNOLOGY_STARTUPS__WEB.pdf (29.11.2021).

Bates, S. (2018). Speak like a CEO. New York: McGraw Hill.

Cialdini, R. (2008). Wywieranie wpływu na ludzi. Teoria i praktyka. Sopot: GWP.

Clark, C. (2008). The Impact of Entrepreneurs' Oral „pitch” Presentation Skills on Business Angels' Initial Screening Investment Decisions. Venture Capital: An International Journal of Entrepreneurial Finance, 10(3), 257–279. https://doi.org/10.1080/13691060802151945

Cunningham, L. (2010). A Linguistic Analysis of the Entrepreneurial Pitch. All Theses, 901.

Daly, P. i Davy, D. (2016). Crafting the Investor Pitch Using Insights from Rhetoric and Linguistics. W: G. M. Alessi, G. Jacobs (red.), The Ins and Outs of Business and Professional Discourse Research. Reflections on Interacting with the Workplace (182–203). London: Palgrave MacMillan. https://doi.org/10.1057/9781137507686_10

Davis, B. C., Hmieleski, K. M., Webb, J. W. i Coombs, J. E. (2017). Funders' positive affective reactions to entrepreneurs' crowdfunding pitches: The influence of perceived product creativity and entrepreneurial passion. Journal of Business Venturing, 31(1), 90–106. https://doi.org/10.1016/j.jbusvent.2016.10.006

Denning, P. J. i Dew, N. (2012). The Myth of the Elevator Pitch. Communications of the ACM, 55(6), 38–40. https://doi.org/10.1145/2184319.2184333

Diaz, C. (2009). Teaching the Techno-Pitch: Taking Student Innovators Beyond the Elevator Pitch. IEEE International Professional Communication Conference IPCC'2009. http://ieeexplore.ieee.org/stamp/stamp.jsp?tp=&arnumber=5208685&isnumber=5208666 (10.12.2021). https://doi.org/10.1109/IPCC.2009.5208685

Dimitrova-Grekow, T., Klis, A. i Igras-Cybulska, M. (2019). Speech Emotion Recognition Based on Voice Fundamental Frequency. Archives of Acoustics, 44(2), 277–286.

El Cheikh, W. O. (2019). Pitching for life. http://www.insituproject.eu/wp-content/uploads/2021/02/PitchingForLife-TheBook.pdf (02.12.2021).

Falchetti, D., Cattani, G. i Ferriani, S. (2021). Start with „Why”, but only if you have to: The strategic framing of novel ideas across different audiences. Strategic Management Journal. https://doi.org/10.1002/smj.3329

Feld, B. i Mendelson, J. (2016). Venture Deals: Be Smarter Than Your Lawyer and Venture Capitalist. New Jersey: John Wiley & Sons. https://doi.org/10.1002/9781119259794

Forbes (2020). Guide to investor pitch decks for startup fundraising. https://www.forbes.com/sites/allbusiness/2020/06/20/guide-to-investor-pitch-decksfor-startup-fundraising/ (05.12.2021).

Hu, A. i Ma, S. (2021). Persuading Investors: A video-based study. NBER Working paper series. http://nber.org/papers/w29048 (10.12.2021). https://doi.org/10.3386/w29048

Igras-Cybulska, M., Cybulski, A., Hekiert, D., Majdak, M., Salomon, R., Słomka, P., Szumiec, A., Błaszczyńska, K., Błaszczyński, B. i Kacprzak, S. (2020). GlossoVR — voice emission and public speech training system. 2020 IEEE Conference on Virtual Reality and 3D User Interfaces Abstracts and Workshops (VRW), 833–834. https://doi.org/10.1109/VRW50115.2020.00267

Inclusive Business Action Network (2021). The five essentials of successful pitching. Dostęp: https://www.inclusivebusiness.net/sites/default/files/2021-08/ Pitching%20Toolkit_final.pdf (16.11.2021).

Janaji, S. A., Ismail, K. i Ibrahm, F. (2021). Startups and Sources of Funding. United International Journal for Research & Technology, 2(8).

Kawasaki, G. (2015). The Only 10 Slides You Need in Your Pitch. https://guykawasaki.com/the-only-10-slides-you-need-in-your-pitch/ (27.11.2021).

Kolchinsky, P. (2004). The entreprenuer's guide to a biotech startup. https://www.ctsi.ucla.edu/researcher-resources/files/view/docs/EGBS4_Kolchinsky.pdf (02.12.2021).

Kotha, R. i George, G. (2012). Friends, Family, or Fools: Entrepreneur Experience and Its Implications for Equity Distribution and Resource Mobilization. Journal of Business Venturing, 27(5), 525–543. https://doi.org/10.1016/j.jbusvent.2012.02.001

Kupor, S. (2020). Tajemnice Sand Hill Road. Warszawa: MT Biznes.

Łopusiewicz, A. (2013). Start-up. Od pomysłu do sukcesu. Warszawa: Edgard.

Lucas, K., Kerrick, S. A., Haugen, J. i Crider, C. J. (2016). Communicating Entrepreneurial Passion: Personal Passion vs. Perceived Passion in Venture Pitches. IEEE Transactions on Professional Communication, 59(4), 363–378. https://doi.org/10.1109/TPC.2016.2607818

Mikuła, B. (2018). Zarządzanie kapitałem ludzkim w ekosystemie biznesu z perspektywy start-upu. W: M. Makowiec, B. Mikuła i A. Pietruszka-Ortyl (red.), Wybrane problemy zarządzania w gospodarce opartej na wiedzy — przedsiębiorczość i zachowania innowacyjne. Kraków: Uniwersytet Ekonomiczny w Krakowie.

O'Connor, E. (2002). Storied business: Typology, Intertextuality, and Traffic in Entrepreneurial Narrative. International Journal of Business Communication, 39(1), 36–54. https://doi.org/10.1177/002194360203900103

Parsons, N. (2021). The 11 Slides You Need to Have in Your Pitch Deck for 2021. https://articles.bplans.com/what-to-include-in-your-pitch-deck/ (09.12.2021).

Pollack, J. M., Rutherford, M. W. i Nagy, B. G. (2012). Preparedness and Cognitive Legitimacy as Antecedents of New Venture Funding in Televised Business Pitches. Entrepreneurship Theory and Practice, 36, 915–939. https://doi.org/10.1111/j.1540-6520.2012.00531.x

Rutgers University (2020). Investor Presentation Do's and Dont's. https://research.rutgers.edu/sites/default/files/2020-09/investorpresentation_dos_and_donts.pdf (09.12.2021).

Sabaj, O., Cabezas, P., Varas, G., Gonzalez-Vergara, C. i Pina-Stranger, A. (2020). Empirical Literature on the Business Pitch: Classes, Critiques and Future Trends. Journal of Technology Management and Innovation, 15(1), 55–63. https://doi.org/10.4067/S0718-27242020000100055

Silicon Couloir (2020). Pitch Day/Start-up Challenge Playbook. https://www.wyomingbusiness.org/Uploads/DocumentLibrary/Startup%20Companies/Pitch%20Day%20Playbook_2020.02_Final.pdf (06.12.2021).

Skala, A. (2017). Spiralna definicja startupu. Przegląd Organizacji, (9), 33–39. https://doi.org/10.33141/po.2017.09.05

Spinuzzi, C., Nelson, S., Thomson, K. S., Lorenzini, F., French, R. A., Pogue, G., Burback, S. D. i Momberger, J. (2014). Making the Pitch: Examining Dialogue and Revisions in Entrepreneurs' Pitch Decks. IEEE Transactions on Professional Communication, 57(3). https://doi.org/10.1109/TPC.2014.2342354

Spinuzzi, C., Nelson, S., Thomson, K. S., Lorenzini, F., French, R. A., Pogue, G., Burback, S. D. i Momberger, J. (2015). Remaking the Pitch: Reuse Strategies in Entrepreneurs' Pitch Decks. IEEE Transactions on Professional Communication, 58(1), 45–68. https://doi.org/10.1109/TPC.2015.2415277

Van Werven, R., Bouwmeester, O. i Cornelissen, J. P. (2019). Pitching a business idea to investors: How new venture founders use micro-level rhetoric to achieve narrative plausibility and resonance. International Small Business Journal, 37(3), 193–214. https://doi.org/10.1177/0266242618818249

Verma, N., Mohammed, T. i Bhargava, P. (2016). 30 Seconds to Impact: Crafting the Perfect Radiology Elevator Pitch. Journal of the American College of Radiology, 14(5), 716–717. https://doi.org/10.1016/j.jacr.2016.11.01

Źródła internetowe/Internet resources

https://www.forbes.com/sites/allbusiness/2020/06/20/guide-to-investor-pitch-decks-for-startup-fundraising/

https://absl.pl/en/startup-challeng

https://dictionary.cambridge.org/pl/dictionary/english-polish/pitch

https://infoshare.pl/conference/startup-contest/

https://www.economicaccelerator.pl/konkurs-startup-award

https://www.estartupdays.eu/2021/pl/start-up-challenge/829/

https://www.wolvessummit.com/pitch-contest

Article price
4.00
Price of the magazine number
15.00
Subscription
197.00 €
158.00
Lowest price in last 30 days: 157.00
get subscription