[MUSIC] Hi everyone, this is Yong-jin Yoon from KAIST. So this is second session of the last week, sixth week of Stanford Design Thinking and Action Startup. The last session, I briefly introduced about what is IR, is investor relations, and then what kind of ingredient, what kind of things you need to present during the IR pitch, that pitch. [SOUND] And then, this session, I prepare some, there is no golden rule of the IR pitch deck, however, there is some critical part you need to present in the IR session. So in this session, I prepare some global pitch deck, global pitch deck start with your company logo here, and then company name, and CEO name. I also strongly recommend that there should be some one-liner below your company logo, so that your investor can see what your company is doing. This first slide and first one, two, three slide is most important slide to catch up, to give the, catch eyes from the investor. If you present something not interesting stuff in front of the investor, they never give you any attention, so most of the case, your IR presentation is failed. In the first, some some teams, some startup, they start with the team introduction here, like see who's CEO, who's taking charge of the design or whatever. However, for the team, for the startup already have some product, already have some revenue, mostly, they put their team in the last slide. For the startup who more like, who has more like things to show as a team, they shows team first. So in this case, very early stage startup doing like that mostly, well, because the thing we only can like show is a team. Sometimes too, it's important, for example, if your team has Elon Musk or like that there, then it's very high possibility can get attention, right? So that those team, is like that's what I, it's also not the Golden Rule, put your team in the first slide or in the last slide. Normally, there is, I will start with what is the problem to solve. So similar to the Stanford Design Thinking process, Stanford Design Thinking process start from the what is the problem of the customer? This global IR deck also like have a similar process, you can start from the what is the problem to solve. You can put a lot of problem, but it's not recommended, it's better to put the very critical problem single or the two, from one or two problem, so that's enough. So from the design thinking process, we found a lot of problems from the emphasize, but we need to define the what is the critical problem, right? Second stage of the design thinking is define of this problem, so those problems should be here, so what kind of problem is the things you need to resolve. So problem is the opportunity, you know in Korea, there's a lot of problem, right? We, as our OECD some like country, we have a lot of problem, for example, a lot of suicide, a very high suicide rate, a lot of things like high unemployment rate, right? So those kind of things are opportunity, so those problem is the opportunity. If you bring the most critical problem, then you can get attention from the investor. Whoa, this startup try to solve this problem, to them if this problem is also very critical, then it's already very successful, right? Right after bring out this problem, you can talk about your solution. So to solve the problem, what is the solution your company can provide to solve the problem, maybe one to three, the solution, and then you can give some solution. And the market, what is the market, if market is too small then even the the problem is is a critical this not that attractive. But normally, if problem is very critical, then market is big, for example, like cancer or that kind of stuff. So you can bring out some direct market, indirect market to the investor, show some market. This market shows the scalability too, how your company can expand your target customer from the very initial stage to the later stage. So you need to show some big Market, the potential market is very important. And you can present the market opportunities, in this market, how much share you have in this market? For example, here, 64% of market, 60% of customer, is my customer like that? So this is very important, if our market opportunities very small, it's not that attractive, too. And then, you need to, after you show the market and your solution, you need to present clearly your advantages, you competitiveness, comparing to the cost of your competitors. You should be one of the player, one of the startup trying to solve that kind of critical problem, right? So you need to bring out this is our advantages comparing to the other competitors. And also, you need to definitely do the competitor analysis, direct, they're may be the direct competitors or indirect competitors. If you say if you don't have competitors, it means your business item is too early or too late. It's not that critical now, nobody give a concern on this, try to solve this problem, so it's not good. They're definitely, definitely have a competitor, your competitor, in the market. And also if you say, sometimes, some startup team say, this is too unique solution, so no competitor. It also shows that how much you didn't prepare for this business. So normally, you should put a lot of effort to find out who is the direct competitor or indirect competitor, so this is very important, too. And you can introduce your product, so product overview, ABCD, those are the key features of product overview. And then, you can summarize your best features over the business item, business model. And also, together with business model, how to make money, from marketing to the technology, this is a, you can find some business model. So from the business model, you present how to make money from something, to sell something. So that you can make a graph like that, normally, in the, I never see the graph goes down, everybody goes up like that because this is a future projection. So there are many, all, every 100% startup shows that the revenue goes up like this. So it means what, investor doesn't mind much about this slide, however, if you don't have this slide, investor think you didn't prepare much. You didn't calculate your future revenue or future step for your business, so you need to put the reasonable revenue and reasonable growth rate. If you put like our company, next year, 1,000% grow, grow up, nobody believed. So you need to put some reasonable some like this projection, but actually investor doesn't look at this slide much, however, you need to have this slide, too. And projection timeline, also, you need to present what kind of stage you are there and what will be the next step. This is very important because the region of the IR is what, you want to share your project like a plan with the investor and ask money, ask fund. If we want to finish this project with this year, within three years, four year, five years, I need to have this money and then we can share the profit together. This is the major key theme of the IR pitch deck. So you need to share your startup timeline, like plans next year, the other year like that. And then, you can share with your SWOT analysis, but sometimes you don't need to present that. And then, many many, this would be the last slide, and the many startup, they miss this slide, like what do you need? This is a key slide of the IR, we need this fund, we need this manpower. We need this place to like do business like that, so what we need, we need office, we need the manpower, we need the fund. For this one, you need to clearly deliver this message to the investor with the reasonable calculation, okay? So this is very important and then you can have a demo time to video clip, video clip would be the best to show how your product, how your service will be performed. So this is some video time, and then after that, you can present your advisers and investors if you have. And then wrap up with the contact like your logo here, please put a lot of contact there so that you can show that I'm very open to the investor to get any feedback from the investor like that startup. Just put the email address, that's also good, but it's better to have a lot of like SNS, those kind of contact point to show that I'm very actively reach out to the investor to get this fund. So those are the key features you need to have in the global IR pitch deck, okay? So then, now, you have all the ingredient and you can write your global IR pitch deck right now. So you just follow this procedure and then you can make it and you can make the product, you can make revenue. And then, if you need a fund, you can go to this IR competition or IR demo pitch and reach to the investor and you may have a chance to expand your business to the global market. Thank you for your attention, and we'll look over the previous lecture. And [SOUND] in the next session, I'll bring to the here like some IR pitch deck case study to share this example. Thank you very much.
