Does This Slide Deck Make Me Look Fat?

Um, yes. Too much product detail. Empty calories. Get rid of them. Why?  First of all, because you have to get through it in 15 minutes and there is no way. But more importantly because all that detail detracts from your message. Yes, you are justifiably proud of your incredibly sophisticated product and, yes, you need to educate your investors to some degree about its many intricacies. Your investor pitch is neither the time nor the place. You want to keep product details at the “only what is absolutely necessary” level. And with the ones you include, you want to focus on benefits, not features.

Don’t tell your investors what your product does, tell them why it does it. Details can be drawn out in the Q&A and during due diligence, so it is not appropriate to go into depth in the pitch. Great pitches tell a compelling story, usually from the perspective of the customer. Remember, success in a pitch is not defined as telling investors everything about your company, it is defined as engaging their interest enough to generate a follow-up meeting. Keep it simple, jargon free and interesting. And for the love of God, practice your delivery.

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