A great pitch deck can make or break your chances with investors. Jason Calacanis, angel investor and founder of LAUNCH, has nailed the formula. His approach combines clarity and impact to help startups win funding. This guide walks you through Jason’s proven methods to craft a pitch that truly connects.

Jason's Five Rules for Presenting

1. Show, Don’t Tell: Use visuals, examples, and demos to engage the audience rather than relying on text-heavy slides.
2. Get to the Product in 15 Seconds: Dive right into your product demo. Investors want to see the value immediately.
3. Examples Matter!: Highlight your product’s impact through specific, compelling customer examples.
4. Synchronicity: Ensure what you say aligns with what’s displayed on your slide. Clutter or disconnection distracts the audience.
5. One Point Per Slide: Keep slides focused. Combining multiple ideas dilutes your message and confuses investors.

‍

The Pitch

Overall

• One point per slide: For example, avoid combining business model, revenue traction, and go-to-market strategy on the same slide. Dedicate separate slides to each topic. Aim for 15-20 slides total for a 3-minute presentation, with each slide taking 5-15 seconds.
• The less text on the screen, the better: Keep slides visually simple to maintain focus. This aligns with the Synchronicity rule—audiences must understand your point at a glance.
• Footers: Every slide should include the following in a single row at the bottom:
  1. Name of company + logo
  2. Company URL
  3. Social media handle (e.g., @companyX)
  4. Slide numbers formatted as 2/15 (slide 2 of 15, etc.).

‍

Content Structure

1. Title Slide

• A single slide with your company name, logo, and simple tagline.
• Example tagline: "On-demand babysitters in two hours or less."
• Your verbal opening: "I'm Jane, founder of Acme Babysitters, and we provide on-demand babysitters in two hours or less."

2. Get to the Product in 15 Seconds

• Jump straight into your product demo: "Let me show you how it works."
• If necessary, spend a few seconds setting up the problem, but keep it brief.

3. Product Demo

• Examples Matter! Show the product through a specific, real-world customer example:
  • Example: "Meet Jane, a brand manager at Acme Retail. She’s hosting an online product launch party for 5,000 attendees next month and needs an influencer to promote it. She visits our platform, selects Brad—a graphic artist with 169k Instagram followers—and books him in 10 minutes, saving $5,000."
• Follow Jane’s journey step-by-step through your platform or product, showing WOW moments:
  • "Results are instant and automagical! Jane’s booking process, which usually takes 10 days, was completed in 10 minutes."
• End the demo with WOW results: "Jane booked Brad in 10 minutes (instead of 10 days, as with her usual process), and she saved $5,000."
• Use screencasts, GIFs, or screenshots—avoid live demos, as they can be risky.

4. Business Model

• Clearly explain how your company makes (or will make) money.
• Example: "We charge a monthly subscription fee of $99 for small businesses and $299 for enterprise clients."
• Highlight unit economics, margins, and scalability, where applicable.

5. Traction

• Demonstrate any form of growth. Share revenue, user acquisition, or retention metrics.
• Use charts to differentiate actualized vs. projected revenue or recurring vs. non-recurring revenue.
• Example: "We’ve achieved $50k in Monthly Recurring Revenue (MRR), with 20% month-over-month growth."

6. Customers/Users

• Showcase customer data:
  • For B2B: Number of clients, retention rates, and client logos.
  • For B2C: Paying customers vs. free users. Retention and conversion rates.
• Example: "50 paying customers, including 10 enterprise clients like Acme Corp."
• Include testimonials: "Acme Retail saved $10,000 and reduced booking time by 80%."

7. Competition

• Provide a visual comparison that’s easy to digest:
  • Columns with checkmarks: "Our platform has features competitors lack."
  • X-Y axis: Show why you’re in the "magic quadrant."

8. Go-to-Market Strategy

• Explain your customer acquisition strategy with specifics:
  • Example: "We’re partnering with daycare centers and schools to target working parents."
  • Mention any beachhead markets or unique channels.

9. Market Opportunity

• Use a bottom-up Total Addressable Market (TAM) calculation:
  • Formula: Number of potential customers x annual spend = TAM.
  • Example: "There are 1 million working parents in the U.S. who spend $500/year on babysitting, resulting in a $500M TAM."

10. Roadmap

• Show your growth plan on a timeline:
  • Example: "2025: Expand to international markets. 2026: Introduce AI-powered babysitter matching."
• Include revenue milestones: "$10M ARR by Year 2, $100M ARR by Year 5."

11. Team

• Showcase team expertise with photos, names, and relevant credentials.
• Include logos of past employers for credibility:
  • Example: "Jane Smith, CEO (10 years at Google). John Doe, CTO (ex-Facebook)."

12. Last Slide

• Repeat the title slide with your logo and tagline.
• Reinforce the pitch: "I'm Jane, founder of Acme Babysitters, and we provide on-demand babysitters in two hours or less."

Additional Best Practices

• Footers: Keep them consistent across all slides (company name, logo, URL, social handle, slide numbers).
• Minimize Text: Focus on visuals and ensure synchronicity between your slides and your spoken words.
• Use Testimonials and Examples: Relatable customer stories help make your pitch memorable.
• Avoid Live Demos: Pre-recorded walkthroughs or screencasts minimize risks.

‍

What Investors Want to See

Jason emphasizes these key areas:

1. Product: A clear, compelling demo that solves a real problem.
2. Traction: Evidence of growth and market validation.
3. Customers: Paying users, client logos, or strong testimonials.
4. Business Model: Clear revenue streams and scalability.
5. TAM: A credible bottom-up market opportunity.
6. Go-to-Market Strategy: A clear plan for acquiring customers.
7. Competition: Your unique advantages.
8. Vision/Roadmap: A compelling plan for future growth.
9. Team: Experienced founders with the ability to execute.

‍

About LAUNCH

Founded by Jason Calacanis, LAUNCH empowers startups with funding, mentorship, and events like the LAUNCH Festival. With investments in Uber, Calm, and Thumbtack, LAUNCH’s hands-on approach and strong investor network help startups build traction and scalable models.

If you’re looking for funding and guidance, LAUNCH offers the mentorship and connections needed to grow. With their proven track record, they’re a top choice for founders aiming to secure their next big funding round.

‍

How to Pitch to LAUNCH

If you want to connect with LAUNCH and pitch your startup, here’s how:

1. Submit via LAUNCH’s Website: Apply directly through their official site or programs like the LAUNCH Accelerator. Visit launch.co for details.
2. Participate in the LAUNCH Syndicate: If you’re raising a round, pitch to the Syndicate, where accredited investors review deals curated by Jason and his team.
3. Engage on Social Media: Jason Calacanis (@Jason) is active on Twitter. A concise and compelling message might grab his attention.
4. Attend LAUNCH Events: Join the LAUNCH events to network and showcase your startup.

Make sure your pitch deck is clear, concise, and follows the guidance outlined in this article. A strong, polished presentation can open doors to invaluable funding and mentorship opportunities.