David S. Rose: 10 things to know before you pitch a VC for

譯者: Tracie Chen 審譯者: Shelley Krishna Tsang

Good morning.

早安，我是David Rose

My name is David Rose.

I am a serial entrepreneur turned serial investor.

我從一個連續創業家，轉為一個連續投資者

And by the use of pitching PowerPoints to VCs,

藉由有說服力的PowerPoint

我曾親自從創投業者那

I have personally raised tens of millions of dollars

from VCs through PowerPoint pitches.

募得上千萬美元的資金

And turning to the other side of the equation,

然後，我轉換身份成為投資者

I've personally supervised the investment of tens of millions of dollars

也曾經親自管理上百萬

的公司投資案

into companies who have pitched me with PowerPoint presentations.

那些公司也是用PowerPoint來說服我

所以，我應該還夠格說，對如何說服創投者

So I think it's safe to say

I know a little bit about the process of pitching.

我還算有一點了解

因此，我認為當你接觸創投業

So, the very first question you've got to figure out is:

What is the single most important thing that a VC is looking for

來投銷你的商業點子時

各位第一要搞清楚的問題是

when you come to them pitching your new business idea?

什麼是他們所想知道的

There are obviously all kinds of things --

還有許多明顯要知道的事

business models and financials and markets and this and that.

包括商業模式，和財務分析

也包括市場分析

總括來說，你必須要作的事當中

Overall, of all the things that you have to do,

what is the single most important thing

什麼是創投唯一最想要

the VC is going to be investing in?

知道的呢?

Somebody? What?

有人可以說看看嗎?是什麼?

Audience: People!

聽眾: 人

David Rose: People! You! That's it -- you are the person.

人?就是你--你就是這個最關鍵的人物

所以，整個說服創投者的整個過程中

Therefore, the entire purpose of a VC pitch is to convince them

就是為了說服他們

that you are the entrepreneur in whom they are going to invest their money

你是他們想要投資的創業家

and make a lot of money in return.

而且可以幫助他們獲得更高價值的回報

Now, how do you do this?

所以，你該怎麼作呢?

You can't just walk up and say,

你不能只是走上前然後說

"Hi, I'm a really good guy, good girl, and you should invest in me." Right?

「你好，我真是個好男孩，好女孩，

你們應該投資我」是吧?

所以，整個創投提案的過程，你只會有幾分鐘的時間

So in the course of your VC pitch -- you have a very few minutes;

most VC pitches, angel pitches, are about 15 minutes,

而大多數的創投提案

天使投資大約有15分鐘

most should be less than half an hour --

多數的創投提案則少於半小時

people's attention span, after 18 minutes, begins to drop off.

實驗證明，人的注意力僅能維持18分鐘

然後就會開始降低

Tests have shown.

所以在那18分鐘，或10分鐘，或5分鐘的時間內

So in that 18 or 10 or five minutes,

you have to convey a whole bunch of different characteristics,

你必須傳遞出許多不同的人格特質

about 10 different characteristics,

實際上，從你上台報告開始

while you're standing up there.

你必須傳達出約10種不同的人格特質

而哪一項是最重要的特質，你必須傳達的？

What's the single most important thing you've got to convey? What?

是什麼?

Audience: Integrity.

(觀眾) 正直

DR: Boy, oh boy, oh boy!

哇！好傢伙！正中目標！

That's a straight line, look at that!

我甚至都還沒有提醒他呢

And I didn't even prompt him.

Right, integrity. The key thing.

答對了，正直，因為這是最重要的

I would much rather invest in, take a chance on,

你知道嗎?我寧願投資在

某個我知道是正直的人身上

somebody who I know is straight than where there's any possible question

也不願投資給某個可能有問題的人

也就是他們可能另有所圖

of who are they looking out for, and what's going on.

或企圖不明

So the most important thing is integrity.

所以最重要的特質是正直

除了正直之外，第二重要的特質是什麼？

What's the second most important thing?

讓我們看看有沒有人可以回答這個問題

Let's see if you can get this one.

(觀眾)自信

Audience: Self-confidence.

DR: Close enough. Passion.

非常接近了! 是熱情

Right? Entrepreneurs, by definition, are people who are leaving something else,

沒錯，我們要的是

定義上的創業家

這些人會跳脫世俗，開啟一個全新的世界

starting a new world, creating and putting their lifeblood into this thing.

而且會把他們所有的心血完全投入到這項事業

You've got to convey passion.

各位必須要傳遞出熱情

If you're not passionate,

如果你自己都對自己的公司沒有熱情

why should anyone else be, or put money into your company

別人怎麼會對它有熱情呢?

一旦你自己都沒有熱情

if you're not passionate about it?

其他人為什麼要投入資金在你的公司呢?

所以，正直加上熱情，是創業家最重要的必備特質

Integrity, passion: the most important things.

Then there's a whole panoply of other things you've got to wrap up

接著還有很多其它重要的特質

是你在向創投業者簡報時

in this package you're presenting to a VC.

所必須傳達的

Experience: you've got to be able to say,

例如:經驗

你必須能大聲說出:「我之前做過這個」

"Hey, you know, I've done this before."

「之前做過這個」是指開創一個企業及創造價值

"Done this before" is starting an enterprise, creating value,

而且是包括了從頭到尾都有參與到

and taking something from beginning to end.

這也就是為何創投喜愛資助連續創業家

That's why VCs love to fund serial entrepreneurs --

even if you didn't do it right the first time,

因為即使你一開始沒有作好

you've learned the lessons, which puts you in good stead the next time.

你也曾經在失敗中學到了寶貴的一課

會對在下一次創業有所幫助

所以曾有過開創公司的經驗

Along with the experience of starting an enterprise or running something --

或是進行過相關工作的經驗

doesn't have to be a business,

不一定要是一個企業

也可以是學校社團

it can be an organization in a school, a not-for-profit.

或是非營利組織

但他們會希望讓有經驗的人來開創一個組織

But experience in creating an organization.

下一個特質是專業知識

Next: knowledge.

如果你告訴我，你打算成為

If you tell me

you're going to be the developer of the map of the human genome,

了不起的人類基因圖譜研發商

你最好懂得什麼是人類基因組

you better know what a human genome is; I want you to have expertise.

我的意思是，你必須要有相關領域的專業知識

I don't want somebody who says,

我不希望有人說

"I've got a great idea in a business I know nothing about.

我一點都不懂，但我有好的點子

I don't know who the players are, what the market is like."

我不知道誰是這個行業的競爭者

我不知道這個市場的狀況

You've got to know your market, your area.

因此，你必須對你要進入的市場有所了解

你必須懂你要進入的領域

你還必須要有讓這間公司

And you have to have the skills that it takes

繼續營運的能力

to get a company going.

這些能力包括來自技術的各個層面

Those skills include everything from technical skills

if it's a technology business,

如果是科技產業，也包含市場與行銷

to marketing and sales and management and so on.

還有管理等

But, you know, not everybody has all these skills.

但不是每個人都擁有所有的能力

Very few people have the full set of skills it takes to run a company.

只有少數人具備完整的技能

來經營一家公司

What else do you require? Well, leadership.

因此，你還需要什麼？

是的，就是領袖特質

You've got to be able to convince us that you either have developed a team

你必須有能力來說服我們

你曾經培養過一個團隊，擁有所有這些所需的特質

that has all those factors in it, or else you can.

或你自己本身具備所有的特質

And you have the charisma and the management style

你還必須擁有領袖魅力和管理風格

and the ability to get people to follow your lead,

以及讓別人追隨你的領導能力

to inspire them, to motivate them to be part of your team.

能夠激發他們、鼓舞他們成為你團隊的一份子

Having done all that,

然而,在擁有這些特質之後

what else do I want to know as a VC?

還有什麼其它的事,是身為創投的我想知道的呢?

I want to know that you have commitment.

我想知道你能信守承諾

That you are going to be here to the end.

你是否願意撐到最後一刻

I want you to say -- or I want you to convey --

我想要由你口中說出,或是你傳遞出

that you are going to die if you have to, with your very last breath,

為這間公司鞠躬盡瘁、死而後已

在被拖出公司時，你的指甲會在四壁留下抓痕

your fingernails scratching as they draw you out.

你也要保証我的投資不會血本無歸

You'll keep my money alive and make more from it.

而且還會賺更多回來

I don't want someone who'll cut and run at the first opportunity.

我不希望投資在一個

當一遇到危機

就溜之大吉的人

因為從來都沒有創投天使和創投公司所投資的新創公司

Bad things happen.

There's never been a venture-funded company where bad things didn't happen.

從來都沒有壞事發生

所以我想知道你對所承諾的事

So know that you're committed to the very end.

會堅持到最後

You've got to have vision to see where this is going.

你還必須有願景

你要能夠看清楚未來的走向

I don't want another "me too" product.

我不要一個只會說"我也是"的產品

我要一個能明瞭一切，能改變世界的人

I want somebody who can change the world out there.

But on top of that, I need realism,

但除此之外，我也需要腳踏實地的人

Because while changing the world is great, it doesn't always happen.

因為我需要知道你明白

能改變世界是最好的,但那不一定必然會發生

And before you get to change the world,

並且在你有能力改變世界之前

bad things are going to take place;

困難總是會先發生

you have to deal with that.

所以你必須有能力去處理解決這些困難

And you have to have rational projections.

而且你必須有合理的推論等相關想法

Finally, you're asking for my money --

最後,你向我籌資

not just because it's my money, but because it's me.

並不只是因為你需要我的錢,

而是因為你願意被我指導

You need to be coachable.

所以我必須知道你肯聆聽

I need to know you have the ability to listen.

We've had a lot of experience.

我們有過許多實務經驗

People who are VCs or angels investing in you have had experience,

投資你的創投公司或天使

有豐富的經驗, 而他們想知道的是

and they'd like to know that you want to hear that experience.

你願意去了解那些經驗

但你如何在有限的10分鐘內,

So how do you convey these 10 things in 10 minutes without saying them?

傳達這10種人格特質而不囉嗦？

You can't say, "I've got integrity, invest in me!"

你不能只是說.「我很正直,

投資我吧!」 對嗎?

你必須表現出這10種特質

You've got to do a whole pitch that conveys this without conveying it.

但不讓人覺得你在刻意傳達這些訊息

Think about your pitch as a timeline.

因此,將你的提案想像成一條時間線

從你一踏進門就開始進行

It starts off, you walk in the door.

他們對你一無所知

They know nothing whatsoever about you.

而你可以左右他們的情緒

You can take them on an emotional -- all pitches, all sales presentations,

所有的提案或所有的銷售報告,或多或少都受情緒左右

are emotional at some level.

你可以將情緒拉高或降低

You can go up, you can go down, right?

從開始到結束都是如此

And it goes from beginning to end.

You walk in, the first thing you've got to do,

一走進門,第一件要做的事

the overall arc of your presentation, it's got to start like a rocket.

對於你整體的報告而言

必須有快如火箭的開頭

你可能只有10秒,一般是介於10到30秒之間

You've got maybe 10 seconds --

between 10 and 30 seconds, depending on how long the pitch is --

來吸引他們的注意,視提案時間長短而定

to get their attention.

In my case, I've invested.

以我為例: 「我一直在投資,我已經獲利數千萬美元,

I've gotten millions of dollars from PowerPoint pitches.

都是靠PowerPoint提案而來的

我已投資了數千萬美元」

"I've invested millions." That should get you right there.

類似這樣.這應該能給你們一些概念

This can be a fact or something counterintuitive.

這會是一個因素,而每個人都可能認為這不符合直覺

開頭可以是一個故事或經驗

It can be a story or an experience.

But you've got to grab their emotional attention, focused on you,

但你一定要掌握住他們的情感注意力,將目光集中在你身上

關鍵就是開頭的幾秒鐘時間

within that first few seconds.

And then from there, you've got to take them

然後,一步步的,你要引導他們

on a very solid, steady, upward path, right from beginning to end.

到牢靠、穩健且漸入佳境的方向

Everything has to reinforce this.

從頭到尾都要不斷地加強這一點

And you've got to get better and better and better,

你必須要愈來愈好、再好、還要更好

revving up to the very end,

一步步堆砌起來

then you've got to -- boom! --

最後,「砰」一聲

knock them out of the park.

向他們擊出一支漂亮的全壘打

You want to get them to such an emotional high

將他們帶往情緒高潮

讓他們馬上簽下支票給你,搶著投錢給你

they're ready to write you a check, throw money at you,

就在你離開之前

before you leave.

How do you do that?

好,所以你要怎麼做才能辦到呢?

First of all, logical progression.

首先,要有邏輯的進程

Any time you go backwards, any time you skip a step --

當你往回走,或跳過了某個步驟時

想像你正在走樓梯,其中缺了些階梯

imagine walking up a staircase where some of the treads are missing,

或階與階之間的高度不同

or the heights are different.

你停下來,你必須弄清楚

You stop, you need to figure out a nice, logical progression.

你需要一個合理的邏輯進程

Start with what the market is: Why are you going to do X, Y or Z?

從告訴他們市場的情況開始

為什麼你要這麼做,步驟 X, Y或 Z

然後,你必須告訴我你要怎麼做?

And then you've got to tell me how you're going to do it,

你要做的是什麼？你要如何達成？

and what you're going to do.

And it's got to flow from beginning to end.

將這套流程將從頭貫徹到尾

You've got to let me know there are touchstones,

你還必須告訴我試行結果

to tie in to the rest of the world out there.

你要能和真實的世界連接起來

For example, reference companies I've heard of,

舉例而言

如果你提到我聽過的公司

or basic items in your business.

或是你業務中的基本項目

我需要全盤瞭解.讓我能去想像

I want to know about things that I can relate to:

validators, or anything that tells me somebody else has approved this,

提出證明,或任何能證實已經有人認可該項目

or there's outside validation.

或有其他外部的證明

It can be sales; it can be you got an award for something;

可能是銷量，或是得了獎

it can be people have done it before;

可能是之前已經有人做過

it can be your beta tests are going great, whatever.

也可能是你的原型試驗效果很好

無論如何,我需要看到證明

I want to know validation -- not just what you're telling me,

來背書你所說不是只有你自己在想

而是有其他人也這麼認為

but that somebody or something else out there

says this makes sense.

或有實物可以證明你說的合理

And then, I'm looking for the upside; I need a believable upside.

再者,我所尋求的是利基

而且是可信的利基

所以有兩個方面

That's two parts; it's got to be upside and believable.

其一是有利可圖,其二是這個利要實際可達成

有利可圖的意思,是你必須告訴我

The upside means if you tell me that five years out,

你將衝刺五年,每年賺進一百萬元

you're making a million dollars a year, that's not really upside.

嗯,這個利基並不高

Telling me you'll be making a billion dollars a year --

但你如果跟我說,你每年要賺進十億元

那就不太實際

that's not believable.

所以,兩個方面都必須兼顧

So it's got to be both.

另外,有很多事會讓我不感興趣

On the other hand are things that take the emotional level down.

使我的情緒指數下降

你必須要移除這些可能性

You have to recover from those.

舉例來說,你說的內容

For example, anything that I know is not true.

我早就知道是不切實際

像是「我們沒有競爭對手，

"We have no competition. Nobody makes a widget like this."

沒人做過這樣的新產品」

可能我早就知道有人做過

Odds are I know somebody who's made a widget,

所以一旦你說沒人做過,碰! 你就完了

and the minute you tell me that,

I discount half of what you're saying from then on.

我開始會對你說的話打對折

Anything I don't understand,

任何讓我思考或是不瞭解的事

where I have to make the leap myself, in my own head,

使我必須在腦海中打轉的事

will stop the flow of the presentation.

都會打斷報告的連貫性

So you've got to take me through like a sixth-grader --

所以,你必須要像對待六年級的學生一樣

按步就班的說明,但不能屈居於我

dub, dub, dub -- but without patronizing me.

And it's a very tricky path.

要做到這樣很難

But if you can do it, it works really well.

但如果你能做到,那就會非常順利

Anything that's inconsistent within your concept --

還有,不能出現前後矛盾

如果你說X、Y 或Z的銷售額是一千萬元

if you tell me sales of X, Y or Z are 10 million dollars,

five slides later, they're five million dollars ...

可是下一張投影片,或五張之後,數據變成五百萬元

One may have been gross sales, one may have been net sales,

當然,可能一個數代表毛利

一個數代表淨利

but I want to know that all the numbers make sense together.

但我只想看到合理的數字

And then, finally: anything that's an error or a typo,

最後要注意的像是錯誤、錯字

or a stupid mistake or a line that's in the wrong place --

或其他愚蠢的過失,或一條莫名出現的線

這些都表示,如果你連報告都做不好

that shows me that if you can't do a presentation, how can you run a company?

你怎麼能經營一間公司？

以上就是所有該注意的要點了

So this all feeds in together.

The best way to do this is to look at our betters,

因此,最好的提案方式就是找出我們較好的一面

people who have done this before.

觀摩已經做過這行的人

Let's look at the most successful technology executive in the business,

我們來看看這行最成功的科技執行長

看他們是怎麼提案的

and see how a presentation goes.

Bill Gates's PowerPoint presentation over here.

這是比爾‧蓋茲的PowerPoint報告

Here's Gates doing a thing for Windows.

蓋茲在介紹Windows的新功能

Is this how to do a PowerPoint presentation? What do you think?

這是正確的PowerPoint報告方式嗎?

你覺得呢?

不! 你覺得誰才是我們該模仿的對象？

No. Who do you think we should look at as our role model?

Oh, isn't that funny! There's another great one over here.

噢,真好笑！這是另一位巨人

同意嗎？對,是賈伯斯(Steve Jobs)

OK, Steve Jobs.

You want absolute -- this is the Zen of presentation, right?

你要追求一種絕對--這是報告的禪境,對吧？

Here he is, one little guy, black jeans and stuff,

他就在這,一個小個頭,穿著黑色牛仔褲

on a totally empty stage.

站在一個空蕩的舞台上

What are you focusing on?

你會把目光放在哪裡?

You're focusing on him! This is Steve Jobs.

放在他身上! 賈伯斯身上!

So are these wonderful long bullet points, whole list of things good?

所以,你了解到

把所有好的點,一長串都列出來,很棒!

No, they're not. The long bullet points are bad.

不,這樣不好

一長串的列點很糟

What's good? Short. Short bullet points.

怎麼才好? 簡短的要點

但你知道嗎

But you know what? Even better than short bullet points are no bullet points.

比簡短的要點更好的,就是沒有列點

Just give me the headline.

給我標題就好

所以你知道嗎

And you know what?

賈伯斯用了多少個要點和標題?

How many bullet points does Steve Jobs use?

Basically, none.

基本上為零

What do you do?

你要怎麼做?

Best of all, images. Just a simple image.

最好的方式--圖片. 只要一張簡單的圖

I look at the image; a picture's worth a thousand words.

看著影像,一張圖片勝過千言萬語

You look at the image and you've got the whole thing.

你看著影像,看過之後,你就會完全臣服

Then you come back to me; you're focused on me, why I'm such a great guy,

然後你的注意力會回到我身上

注意到我,還有為何我是個這麼棒的傢伙

還有你為什麼應該投資我

why you want to invest, why this all makes sense.

為何整件事聽起來都很合理

That said, we only have a very short time,

如此看來,我們只有很短暫的時間

so let's run through the things to include in your presentation.

讓我們把你需要在提案中呈現的東西

一起順一次

First of all, none of these big, long-titled slides

首先,不要做冗長標題的投影片

with blah, blah, I'm presenting to so-and-so on X date.

不要盡講些五四三的

不要說「我將誰和誰提案、今天幾月幾號」這種話

I know the day, I know who I am -- I don't need all that.

我知道日期,我知道我是誰,我也知道你要提案

這些我都不想聽

Just give me your company logo.

你只要給我公司的LOGO

I look at the logo, and it ties it to my brain.

我看到LOGO,那就會和我的大腦產生聯結

然後我再回到你身上,將注意力放在你身上

Then I come back to you. I'm focused on you, OK?

You give me your quick, 15-second or 30-second intro, grab my attention.

你要做的,給我一個快速

15到30秒的介紹,抓住我的注意力

Then you give me a quick business overview.

然後快速地概述你的業務

This is not a five-minute pitch. This is, you know, two sentences.

這不是五分鐘的提案,這只需要兩句話

「我們為X、Y、Z市場打造了新產品」

"We build widgets for the X, Y, Z market."

或「我們販售服務幫助某人做某事」.像這樣的話

Or, "We sell services to help do X." You know, whatever.

And that is like the picture on the outside of a jigsaw puzzle box.

這就像是拼圖盒外面的圖案

That lets me know the context.

讓我瞭解其中的脈絡

It gives me the armature for the whole thing you'll be going through;

讓我獲得整件事的主要架構

就是所有你想要表達的東西

這也能讓我把其他你所說過的事

it lets me put everything in relation to what you've told me.

給連結起來

Then you've got to walk me through, show me who your management team is.

就像這樣,讓我瞭解事情的始末

秀出你的管理團隊

如果你有經驗,或你之前做過這行

是會有所幫助的

I want to know the size of the market. Why is this market worth getting at?

我還要知道市場--市場的大小

為何這個市場值得耕耘?

I want to know your product, that's very important.

我要知道你的產品,這非常重要

Now, this is not a product pitch or sales pitch.

但這不是個產品提案或銷售提案

我不想知道所有的細節

及其他瑣碎的事情

I don't want to know all the ins and outs, just what the heck is it?

我只想知道，它到底是什麼？

If it's a website, show me a screenshot of your website.

如果是個網站,秀出一個網站的畫面

不要做現場的展示

Don't do a live demo. Never do a live demo.

記住,千萬不要做現場的展示

Do a canned demo, or something that lets me know

預先做好示範帶,或用一些方法來讓我了解

why people are going to buy whatever it is.

為何人們會花錢買這樣東西

Now that I know what you're selling,

接下來,我想知道的--現在我知道你要賣的是什麼

告訴我你要如何靠它賺錢

tell me how you make money on it.

For every X you sell, you get Y, or services of Z.

每賣出X,你會獲利Y,你做的服務是Z

我要知道你的營利模式

I want to know what the business model is on a per-unit basis,

是以單位為基礎

or for the actual product you're selling.

或是視你實際所賣出的產品

I want to know who you're selling to in terms of customers

我要知道你將這東西賣給誰

以顧客的立場來看

我還要知道你是否有任何人脈

and if you have any special relationships that will help you,

可以特別幫助你

無論是你認識某個經銷商

whether it's a distribution relationship or a producing partner.

或者你有特定的供應商夥伴

Again, validation.

只要有證據說明

顯現出你不是孤軍奮戰

This helps to say you're bigger than just one little thing over here.

But everybody has competition.

但每個人都有競爭對手

There's never been a company with no competition,

從來沒有一間公司

是沒有競爭對手的

即使這個競爭是以傳統的方式去做某件事

even if the competition is the old way of doing something.

I want to know exactly what your competition is,

我都要知道你確切的競爭對手為何

這才能幫助我判斷

and that will help me judge how you fit into the whole operation.

你要如何切入目前的運作中

I want to know how you're special.

然後我要知道你有什麼過人之處

如果我了解你競爭對手的作法

I know what your competition does --

你要如何預防競爭對手

how are you going to prevent them from eating your lunch?

吞掉你的市場?

而以上全部都和財務概況有關

All this ties into the financial overview.

And you can't do a VC pitch without giving me your financials.

你必須有財務報告

不然你無法做創投提案

我要看到三年前,或一、二年前的報表

I want to know a year or two back, or as long as you've been in existence.

或從你的企業開始存在以來的所有報表

以及未來三年、四年或五年的報表

And I want to know four or five years forward.

五年有點太多,四年可能比較合理

Five is a bit much. Probably four.

And I want to know how that business model, on a product basis,

我還要知道你提出的商業模式

在產品的基礎上,如何轉換為公司模式

will translate into a company model: How many widgets will you sell?

還有新產品的銷售量將有多少

你的每個新產品有X利潤

You make X amount per widget. I want to know what the driver is.

我要知道驅使銷售的動力何在

我們今年將會有一千個客戶

We'll have 1,000 customers this year and 10,000 the next,

明年會有一萬個

our revenues will do this and that.

且我們的盈收將會不斷攀升到某一個層級

這讓我能清楚看出未來幾年內

That gives me the whole picture for the next several years

我投資報酬的整體藍圖

我還要知道你從我這裡拿到的錢

into which I'm investing.

And I want to know how the money from me will help you get there.

如何能幫助你達成目標

你是否要在中國開設海外工廠

You're going to open an offshore plant in China,

或是將所有的錢投入銷售與行銷

you're going to spend it all on sales and marketing,

或者你要前往大溪地,或其他地方

you're going to go to Tahiti, whatever.

然後問題來了

But then comes the ask, where you tell me how much you want.

這是你要求實際獲得的金額

你需要五百萬元. 那我該如何評定這個金額？

You're looking for 5 million -- at what valuation?

Two million? 100,000?

投資十萬賺回兩百萬

你目前已籌到多少?有誰投資?

What's the money in so far? Who invested?

I hope you invested -- if you can't invest in your own thing, why should I?

我希望你自己也有投資

因為我是跟進投資

如果連你都沒投資,那我為何要投資？

So I like to know if you have friends and family,

所以我要知道你是否有朋友或家人

或金主已經投入資金,或你曾有很多創投經驗

or angel investors, or more VCs before.

到目前為止,資本結構如何？

What's the capital structure up until this point?

Finally, having done all that, you've now told me the whole thing,

最後,如果以上都做到了

你已交待了所有的細節

你還是要將話題帶入結論

so now you bring it back to that conclusion.

這會是那支火箭向上衝刺的時刻

This is that rocket going up.

所以希望之前所有一切都很順利

Hopefully everything has been positive.

順利、順利、還要更順利

And everything you say clicks, it all makes sense.

而且你所說的一切都讓我動心

一切都合理

And I'm thinking, "This is really great!"

我心裡也想著「這是很棒的提案」

Then you take me back to just your logo on the screen.

然後你將我的視線帶回你的公司LOGO

螢幕上只放著LOGO

And I look at the logo -- OK, good.

然後我看著LOGO,嗯,很好

Now I come back to you. Nothing else to look at, right?

我回頭看你,沒有其他要看的東西了,對嘛？

然後你要開始總結,把一切綜合起來

Now you've got to wrap it up to give me the final -- boom! --

給我一個最終的...碰(驚喜)！

the final pitch that's going to send me into space.

用最後的提案把我射入太空

Now, in the process of doing this,

在處理這套提案的過程中

how do you remember the sequences and do it?

你如何記得所有順序和該做的事?

You've noticed I'm not looking at the screen, right?

你已注意到我沒有盯著螢幕看,對嗎?

The screen is in front of me,

這個房間的螢幕,是設在我的背後

so I couldn't even see if I wanted to.

我想看也看不到

So how do I know what's going on?

那我又怎麼知道進行到哪了

Well, I have a laptop in front of me.

我的面前有台筆電

但你看著我,還看著螢幕

You're looking at me and at this.

What am I looking at?

你認為我在看什麼?

You think that I'm looking at that?

你覺得我有在看螢幕嗎？

沒有，其實我在看一個特別版本的

No, I'm looking, actually,

at a special version of PowerPoint over here,

PowerPoint

which shows me the slides ahead and behind, my notes,

它會預先秀出下一張投影片,還有上一張

還有我的筆記--所以,我能清楚掌握情況

so I can see what's going on.

PowerPoint has this built into every copy of it that's shipped.

PowerPoint已將這個功能內建到

每一套PowerPoint軟體裡

If you use Apple's Keynote, it's got an even better version.

如果你是使用蘋果的Keynote,就有更好的版本能用

There's another program called Ovation you can get from Adobe

另外,還有一套程式叫Ovation

你可以向Adobe購買,去年夏天才剛推出的

that they bought last summer,

內含能幫助你控制全程的計時器

which helps you run the timers and lets you figure out what's going on.

而且讓你清楚掌握現況

So, here's my wrap-up to take you to the moon, right?

現在,我該做讓你飛上月球的總結了,對吧？

I usually do a Top 10, but we don't have time,

我通常會給出10個最重要的秘訣,但現在沒有時間了

so: David's Top Five Presentation Tips.

所以,這裡是我的五個報告秘訣:

第五、永遠使用報告模式

Number five: always use presenter mode,

or Ovation, or presenter tools.

或Ovation,或其他報告工具

It lets you know exactly where you're going,

因為那能讓你清楚報告的確切走向

還能讓你按部就班

helps you pace yourself, gives you a timer, the whole bit.

我們就能準時、完整地結束報告

Number four: always use remote control.

第四、永遠使用遙控器

Have you seen me touch the computer? No. Why not?

你有看到我碰電腦嗎？

沒有.為什麼？

Because I'm using remote control. Always use remote control.

因為我用的是這支遙控器

永遠使用遙控器

第三、

Number three: the handouts you give are not your presentation.

講義的資料要和你的提案不同

如果你遵守這點建議,你將會游刃有餘

If you follow my suggestions,

you'll have a very spare, Zen-like presentation,

禪意十足.這對傳遞你的個人特質很好用

which is great to convey who you are and get people emotionally involved,

並能讓聽者的情緒受到渲染

但這不太適用於講義

but not good as a handout.

講義是要提供更多資訊的

You want a handout that gives more information; it has to stand without you.

因為講義要能在你不在時替代你

第二、

Number two: don't read your speech. Can you imagine?

不要唸稿

你能想像嗎,「你應投資我的公司」

(Reading) "You should invest in my company ... "

「因為這是一個好公司」

這樣是行不通的. 不要念稿.

It doesn't work.

And the number one presentation tip: never, ever look at the screen.

最重要的秘訣來了:

絕對不要看螢幕

You're making a connection with your audience,

你要和你的聽眾作一個連結

你要建立的是一對一的連結

and you always want a one-on-one connection.

The screen should come up behind you

螢幕應該在你的視線後方

and supplement what you're doing, instead of replace you.

輔助你的報告,而非取代你的角色

這就是向創投提案的要訣

And that is how to pitch to a VC.