01. The Pitch

Estimated Time

  • Reading: ~22 minutes
  • Video: ~73 minutes
  • Activities: to be completed prior to next week


  • Everyone will have the opportunity to pitch to the Launch Investment team at the conclusion of Founder.University
  • Implement Jason’s rules for pitching (especially if you know you’ll pitch to him and his team!)
  • Treat your pitch like your product - pitch, gather feedback, iterate, repeat
  • Practice, practice, practice!
  • You want the audience to hear your pitch, understand what you do, and be able to then clearly repeat what you do to their colleagues

Episode Date: Sep 16, 2021 — Link to Video

Jason Calacanis | TWiST | Twitter | LinkedIn

  • This video is an overview of what it is like to pitch at our LAUNCH Accelerator
    • This video is a great preview of the next stage of your LAUNCH journey
      • We hope that the goal for several of you is to be a part of our Accelerator in the future
    • The format in the video above is similar to what you'll do for your pitch in a couple of weeks as a member of Founder.University
    • At our accelerator founders pitch for 3-minutes, then there is a 2-minute Q&A session with the judges
      • Afterward, the judges pick their top 3 startups
      • We keep score over the 16 weeks of the program
    • The week to week presentations are not live-streamed
    • This recording was from our Demo Day (the very last week of The Accelerator) and so it was streamed live on YouTube
  • So how will the 3-minute accelerator pitch compare to your 2-minute pitch for Founder.University?
    • We've pulled a few questions relevant to you from the FAQs that we provided to our Founder.University judges - found below:
    • Q: Who are the judges for the Founder.University pitches?

      A: There will be 3 to 4 judges for each session. Most sessions will consist of 1-2 LAUNCH portfolio founders and 1-2 LAUNCH Investment team members.

      Q: How far into the program are the founders when they pitch?

      A: The pitches take place at the conclusion of the 12-week program.

      Q: Will every founder pitch?

      A: It is not a requirement that every founder pitch. We hope that the majority will opt to pitch during one of the sessions we have scheduled.

      Q: Will every founder pitching have a product in market?

      A: Not necessarily. Some founders will have a functioning MVP and their initial users.

      Some founders will have a landing page, a waitlist, and the initial pieces of their MVP in place.

      Founders will pitch based on what they have and what their vision is going forward.

      Q: How many founders will pitch in a single session?

      A: There will be ~12 founders pitching in each session in a process similar to what you see at the 2-day intensive Founder.University pitch sessions.

      For example, 3-4 founders will pitch back to back and the judges will take notes. Judges will give feedback after each of these groups of 3-4. Then the next 3-4 founders will present and the process repeats until all 12 founders have presented.

      Q: Do you have any examples of what this looks like with Jason as a judge?

      Jason and Charles Hudson provided feedback after the pitches.

      Q: How long will each founder pitch?

      A: Each founder will pitch for 2 minutes. Pitches will be timed.

      Q: How long will the session take?

      A: Each session will be completed in one hour.

      12 founders pitching for 2 minutes each = ~24 minutes

      The transition between founder pitches = ~6 minutes

      Feedback for each group of 3 to 4 founders = ~15 minutes

      Ranking of the presentations = ~5 minutes

      Q: Is there a Q&A after each pitch?

      A: Kind of. The judges will provide feedback or ask clarifying questions after the 3-4 founders have gone from each group. The founders will answer in the chat.

      Q: What types of questions will the judges ask of the founders?

      A: Judges will provide general feedback on the pitch - what they liked or what they would improve based on their experience.

      The judge’s priority will be to ensure that they understand the product. If the pitch is not clear they will ask questions to gather more details on what the product does.

      If the judges clearly understand the product they may ask questions from an investor perspective (market size, competition, go-to-market strategy, etc.).

      Q: Will there be a "winner" in the session?

      A: Judges will select their top founders in each group of 3-4 presentations.

      After all 12 founders pitch, the judges will identify their top 3 from the entire session.

      Note: The overall top 3 from the session does not need to solely be from the “group winners”. For example, the 2nd place presentation in one group could be included in the top 3 overall pitches and therefore a “group winner” may not make the overall top 3.

      Q: What criteria will judges be using to pick a “winner”?

      A: A combination of founder credibility, investment opportunity, current product development, scalability of the idea, and clarity of the presentation.

      Q: Do the “winners” literally win something?

      A: A few of the top presentations will be selected by the LAUNCH team to pitch to Jason at a later date.

What to expect for your 2-minute pitch at the end of Founder.University

  • You will get an email prior to week 12 asking you to select a time to pitch
    • The availability will be on a first come first serve basis
    • If you are interested in pitching in front of the LAUNCH investment team we expect that you'll make one of the sessions work with your schedule
  • The format for the pitch session will be:
    • ~12 founders per zoom session
    • Each founder will pitch for 2-minutes
    • Founders will pitch as groups of 3-4 during each session
    • The judges will make statements or ask questions of each of these 3-4 founders
      • Founders will respond in the zoom chat
    • The judges will identify their top startup from each group of 3-4
    • Then the next group of 3 to 4 founders will present in this same way
      • This process will repeat until all ~12 founders have pitched
  • After all the pitches, each judge will state their top 3 overall presentations
    • Judges will give a brief reason for why they selected their top overall company
  • These sessions will all be live-streamed and recorded so that the LAUNCH team can review the top pitches at a later date
    • A select number of founders will pitch in this same format to Jason at a later date
  • So what should you include in your two-minute pitch?
    • We alluded to this briefly in previous modules but will go into a bit more detail below

Jason's Rules for Pitching

  • One of Jason's favorite analogies for a good pitch is that you are making a trailer for your movie
  • He often tells LAUNCH accelerator companies, "You are making trailers that will get people to buy tickets to the movie - your product"
  • "Keep in mind that not every character gets into the trailer"
    • You need to tell the story:
      • Get to the main part (your product) quickly
      • Attract interest from the start
        • This could be for a sale, scheduling the next meeting, or receiving an investment
      • Be clear with the story
      • Leave them wanting more
  • "How many trailers start with a long back story? None!”
  • “A good trailer grabs your attention within seconds and makes you want to go to the theater right now!"
  • This gets us to Jason's 5 rules for pitching
  • If you have the opportunity to work with Jason and the LAUNCH team this will be drilled over and over until you get it right
    • If you can nail these from the start you'll stand out to Jason and the team
    • There are several examples of portfolio founders pitching (in the additional resources section) if you want to see examples
  • If you have the chance to pitch to Jason these are the five main criteria he will judge you on
  • 1. Get to the product quickly
    • Give a quick intro (your one simple sentence is perfect for this) and then hook the audience with your product
      • For example, "Hi, I’m Sally founder of Acme Company, the office assistant for freelancers"
    • Jason believes the longer it takes you to show the product the worse the product must be
    • The best way to show your product is to embed screenshots or gifs right into your deck
      • Do not click out of your pitch deck while presenting to go to your product
      • Do not record your presentation
      • Ideally, you are explaining the user journey while your product is on the screen
  • 2. Examples matter
    • Jason's stance here is that you should not make your audience guess or try and figure out who uses the product or how they use it
    • Make it clear with a story
    • To continue the example,
      • "Meet Beth, she is a freelancer that builds front-end web applications for mom and pop shops around Dallas...
      • Beth is typically working on 4-5 projects at a time and communication with her clients often becomes cluttered and hard to manage...
        • [Show the 3, 4, 5 communication tools she is currently using]
      • She often spends up to 15 hours over during a project just going back and forth through old emails, text messages, and mock-ups to provide her clients with the most updated progress and ensure she is working from the most recent designs...
        • [Show how cluttered and challenging current solutions are]
      • With Acme Company's AI, Beth can find all messages and designs in a single interface. Acme Company will even message her clients when she is working on their project so they have up-to-the-minute feedback on her progress.
        • [BOOM - your product on screen as you talk about it]
        • The audience has your one simple sentence to set the stage, understands Beth’s problem, and now sees how beautifully your product looks - all in ~15 seconds!
      • Let me show you how it is done."
    • The example you pick for your pitch should be based on real customers
      • Ideally, Beth is not a made-up persona
      • We have a unique situation at Founder.University in that we are pitching pretty early in your journey
        • We are aware a lot of you do not have users or customers at this point
        • So if you need to base this customer on your ideal customer profile at this point that is okay
      • You should still use a persona
        • For example, "Meet Beth (a perfect example of our ideal customer), she is a freelancer that builds front-end web applications... "
        • Being pre-revenue allows you to sell the vision a little more since you don't have the revenue data to point to
        • You may talk a bit more at this early stage about your beachhead market and tell that story about who your customers will be
          • It is okay if you quickly point to how this can expand to other markets but you want to make it clear the area you will attack to get your foot in the door
            • If you talk about too many ideas or customers you’ll lose the attention of the audience
            • And worse yet, you may give the impression that you don’t have a clear plan or customer to target
      • As soon as you have real customers you should update your pitch and base the story on them
        • Anytime you are using real examples you should always ask permission from the individual if it is okay to use their story as part of your pitch
        • You can always change their name and company name if needed
  • 3. One slide, one message
    • Always error on the side of keeping your slides simple
      • People can either listen to you or read what you put on the slide
        • They can not do both
        • Especially when you only have 2 minutes and are moving quick
      • Identify what is most important and include that in your presentation
    • You'll hear Jason say - "slides want to move"
      • What he means is that if the slide is too complex you'll stay on it for too long
      • Slides want to move!
        • Let them move! ~10 seconds or less and on to the next slide
    • If you have more than one point on any slide you need to make a second slide and split up the content
      • For example, don't combine business model and revenue in the same slide
      • You do not want there to be any confusion about what you are talking about on a slide
      • This concept goes hand in hand with the next point, synchronicity
  • 4. Synchronicity
    • You need to talk about what is on the screen
      • If you have more than one point on a slide that is impossible to do
    • Don't get excited and get ahead of yourself
      • Practice, practice, practice so you are always talking about what is on the screen
      • Make sure that you are only telling the story that is present on the current slide
      • We see founders get excited, nervous, anxious, etc. and begin to share content that is on future slides
        • Then when they get to a slide that they’ve already mentioned they click through it quickly
        • The audience doesn’t notice you’ve talked about it already
          • They notice you skipped a slide which gives the impression the content wasn’t important or worse that you are trying to hide something
      • Staying in sync will help build the credibility you are trying to portray to investors
    • If you have a demo video of your product embedded make sure your pace matches the action on the screen
      • If you say "...from the dashboard Beth can click into the graph to see deep insights..."
      • Your demo better be of Beth clicking on a graph and offering deep insights
      • Waiting on your demo to catch up, or talking about features that are not being shown on the screen is one of the quickest ways to confuse your audience
  • 5. Show, don’t tell
    • Use your product to show the use case
      • Bring the example to life in your demo
      • Be specific about what is happening
      • Details, details, details
        • Jason will hammer on your presentations if you are speaking in generalities
        • The audience can usually assume general concepts - it is your job to be specific
    • People remember the stories, they won't remember a description without visuals
    • The main goal of your pitch:
      • You want the audience to hear your pitch, understand what you do, and then clearly repeat what you do to their colleague
      • You have 2-minutes to make this happen
      • You need to be clear and crisp in your presentation
      • If the person watching your pitch can not articulate what you do to their partner later that day, then you failed
        • The story will help them remember... "oh yea Beth the freelancer was able to navigate the dashboard and see all her client conversations in one place. She took on three more projects because of the time she saved using Acme!"
        • If you are clear, the investor may already have people in mind that fit Beth’s profile that they want to talk to about your product
      • Do not make the investor or the customer try to guess what you do or who your customer is
      • When showing performance data, customer traction, or month over month revenue use a graph
        • The audience can quickly consume a lot of information when presented in a graph over text
      • At all costs avoid lots of text on the slide and vague descriptions in your presentation
      • Suggestions on how to format a pitch deck

      • A good rule is to have 12-18 slides for a 2-minute presentation
        • That gives you ~7-10 seconds per slide
        • This is perfectly in line with Jason's saying, "slides want to move" - Keep it simple!
      • Things to include on the footer of every slide:
        • You never know what slide someone might screenshot to share - you want your info in it
        • You want them to have all the information they need to learn more or contact you
        • If you don’t have this format, Jason will surely point it out
          • If you have the chance to pitch in front of Jason you want the feedback to be of substance not on format!
          The name of your company
          The company URL
          • Make it easy for them to look you up and share your information
          Company social media
          • Same reason as URL - make it easy for them to connect with you
          Slide number and the total number of slides
          • Use this format: 1/15 (meaning slide 1 of 15), 2/15 (meaning slide 2 of 15), etc.
          • Investors will want to reference the slide during Q&A
          • It also helps to keep people focused if they know where they are in the presentation
          • It also helps you to pace your presentation and finish on time
          Having the logo is a nice bonus
        • Below is a great example of a footer for your pitch deck

        So what should you include in your 12-18 slides?

      • Your intro:
        • When you share your screen the first slide should have your company name, your logo, and your one simple sentence (also known as your tagline)
        • When we start the timer you lead off your presentation with:
          • "I'm Sally Smith, founder of x, and we [ insert your one simple sentence tagline ]"
      • "Let me show you how it works"
        • Dive right into the product - the sooner you show the product the better
        • If absolutely necessary, spend a few seconds setting up the problem
          • This is best done through the perspective of a customer
        • We saw an example of how to do this above in Jason’s Rules for Pitching
      • Include a detailed example of how it works
        • In the demo, show the product through the example of an actual customer
        • Or customers (plural) if it's a two-sided product/marketplace
        • Use your most compelling customer example and use specific details, never generics
          • Do not use generic language like,
            • "You (or a user) can go to our platform and choose any of our six features to do XYZ".
            • Jason may stop you in the middle of your presentation if you start this way
              • He will want\ you to show him which of the six features is most important and show him how a customer uses it!
          • Rather, use a compelling customer example with specifics of what that customer is actually doing.
            • Jason used the following example on a recent call:
              • "Meet Jane, a brand manager at Acme Company in Las Angeles.
              • She's hosting an online product launch party for 5,000 people next month and needs an influencer to promote it.
              • She hears about Acme from a friend and visits our site to find an influencer.
              • She chooses Brad, a graphic artist with 169k Instagram followers...”
            • Show the flow, describe exactly what Jane does in the app, and show the result of her picking Brad
              • As you are talking about what Jane does the demo should be in sync with what Jane is doing in your application
            • Follow the example until the end and resolve Jane's story.
              • She used our product and had X, Y, and Z results, saving x amount of time and y amount of money
              • Jane has 10 events in the next 3 months and signed up to our subscription service to accommodate those events
          • Bottom line: The more specific and compelling the example, the more memorable it will be!
          • Ideally, the demo should be a gif within your slide presentation
            • Don't use an embedded YouTube video, or use any video that has pre-recorded narration in it
            • Don't navigate away from your deck to open a new tab
            • Everything should happen in your single slide presentation
      • Briefly touch on your business model
        • Be very clear about how you make money
          • "We have an enterprise SaaS model for $150/month."
          • "We are a marketplace with X% take rate and Y margins"
          • "We are a consumer subscription and we charge $9.99/month or $99.99/year"
        • If you are pre-revenue it is still important to state how you will make money
        • If you only say “we are a subscription service”
          • The first question will be “how much do you charge?”
        • Be upfront with what you charge - the investors are well aware that it will probably change as your product evolves
      • Show your traction in a graph
        • Clearly state the growth in interest for your product if you are pre-revenue
          • This could be the number of people on your waitlist, number of users on your free tier, or number of paying customers depending on where you are at in your journey
        • If you have revenue then you definitely want to include this in your traction slide
        • The best way to represent this is with a bar chart over time, typically by month, but it might make sense for you to show week to week since we've only been together for 3-months
          • Normally, most investors will want to see the last 6-12 months of traction
          • You want to be honest with your numbers but also pick the model that best helps you tell your story
        • It is a good idea to include your anticipated growth on these traction charts (see roadmap)
      • Talk about your customers
        • You have the customer story going throughout this demo already this is a chance to expand...
        • You can say something like "Jane the brand manager is not alone in finding value with Acme...
          • As you can see we currently have ## customers. And it isn't just brand managers, it is also X, Y, and Z that are using Acme.
            • Include any prominent logos of well-known clients when appropriate
        • Customer testimonials are great
          • It is best to pick one or two of the best, give them separate slides, and read the quotes
          • Don't put a quote on the slide and then skip over it - this is a common mistake when presenting
            • If it is good enough to be in the deck, then give it the time it deserves
        • You can also talk to your churn and retention, but be aware that at this early of a stage you should be ready to defend the small sample size
          • For example, if you say “we have 0% churn” - although it may be true, investors know you only have three customers from a previous slide
          • They will call you on that every time
      • Competition
        • As we discussed in previous modules, being aware of your competition builds credibility
        • A great way to show this quickly and stand out is with one of the charts we showed in the competitive matrix module
          • The columns with the checkmarks or
          • The quadrant where you are in the top right corner are usually the best
          • Most investors are familiar with these formats
        • Listing key names and highlighting where you are better in these charts shows you are familiar with the space
        • Saying there is no competition is usually seen as a bit of a red flag in investors eyes
          • Usually, this means you are not aware of the space or others have tried your idea and there is no market demand
          • Be careful going this route
      • Current go to market strategy
        • How are you acquiring customers today?
        • What is your plan going forward?
      • Roadmap
        • Your road map does not have to be super detailed
          • You don't need to say we'll be adding X feature in quarter Y
        • What most investors are looking for is a rough outline of how you'll expand from the beachhead
          • When do you anticipate you'll do so
          • What impact will that have on your customer acquisition and revenue
        • This is where you can expand your traction slide
          • You showed your last six months of growth and now you can project out your next x months of growth
        • At LAUNCH, we often ask our founders what is your path to $10 million in revenue? To $100 million?
        • This is a great way of showing that you understand your market size and have a bottom-up approach
          • To continue the example from above with Jane the brand manager from Acme in LA you could mention how many more Jane's there are in LA that you can target this year
            • “We plan to bring on ~50 more Jane's in the next 12 months we'll hit $3 million in revenue.”
          • You can then show that within 2 years you plan to expand beyond LA and be located in Denver, Vegas, Dallas, Chicago, New York City, Miami, and Atlanta.
            • By getting into these cities and replicating your current success in LA you anticipate you'll be at $30 million in revenue.
          • Within 4 years you'll be in 50 more cities and will rollout your influencers affiliate program, where micro-influencers will be working under your company name
            • By the end of year 6, your revenue will be over $100 million
            • Additionally, the micro-influencers who are on your platform will result in another $10-20 million a year from your ~10-20% take rate
        • You want to build your credibility that you can deliver on these numbers so be intentional about how you calculate your road to these revenue numbers
          • This is why we spent so much time on your bottom-up TAM
          • This builds credibility for the opportunity of your business to scale
      • Highlight your team
        • You don't need a lot of text here
        • Usually, a picture with their name and title is enough
        • Include any logos of where they worked previously if it is relevant to their expertise and builds credibility that you are a team positioned to win
          • For example, if your CTO was previously a developer at Google or Amazon that is worth including on this slide
        • Point out any key distinguishing features
          • Jason is not a fan of “vanity accomplishments” like “Jill was a Forbes 30 under 30”
          • He would much rather know that “Jill has an extensive background in AI and has built an application that ranked in the top 10 for communication apps previously”
      • Your last slide should be exactly the same as your intro slide
        • Company name, logo, and one simple sentence
        • You should end with the same phrasing as your intro as well
        • “Thank you. I'm Sally Smith, founder of x, and we [ insert one simple sentence tag line ]”
        • This gives your audience an easily repeatable phrase so that they can tell your story
          • This one sentence will help spark the story of Jane and increase the chances of them remembering who you are and what you do

        Venture Capitalist Stats

      • Jason discusses the average time VCs spend looking at slides with Russ Heddleston
        • The average VC will spend less than 3 minutes looking at a slide deck
        • They typically spend ~5 seconds on a slide
        • The decks that they look at on average have ~18 slides
        • An investor will rarely look at an entire deck that is sent to them via email
          • This is another reason it is so important to get to your product early and drive engagement from the first slide
          • You want the important information as soon as possible in case they don't make it to the end
        • This is why Jason is really leaning hard into sending Looms instead of sending slide decks if you are doing cold outreach or posting on social media
        • With Loom the founder controls more of the narrative and the investor can see that the presentation is only going to take 2-3 minutes
          • They may 1.5x or 2x your presentation, but the chances they watch to the end is higher from our experience
          • You still need to pique interest at the beginning and get to the product early, but this is a great tool to leverage how much of your presentation an investor may watch
        • Loom really is the movie trailer
          • It draws the audience in early, hits on the main points, and leaves them wanting to learn more
          • It gets the investor to go to the theater and ask you to meet
          • It does not show all the main characters, it does not show all the features
            • Trailers that give away everything or there is no reason to go to the theater
      • It is a great idea to have different length pitch decks and looms depending on the meeting and the situation
        • If you are going to email a deck you may want more text and an appendix
        • If the presentation is 2-3 minutes you’ll want to hit the highlights and if you have 7-10 minutes you may have a chance to go into more detail
        • A Loom posted on social media may have a different tone than one sent directly to investment teams as cold outreach
      • As mentioned in a previous module, Loom has some great tutorials on how to use their tool
      • All links are provided by support.loom.com
      • We often have founders in our Accelerator ask how to make combination charts
        • Below is a quick tutorial
        • In this example, we create a Combination Graph (using Google Sheets) that will display both our MRR and New Customers
        • 1. Add Data into a Google sheet


          2. Highlight the data you want in the chart → Click "Insert" then click "Chart"


          3. In the Chart Editor, Click the "Chart type" dropdown and then select "Combo Chart"


          4. Still in the Chart Editor, open the "Series" dropdown and click "Apply to all series" to select "New Customers"

          • Keep Axis as "Left Axis"


          5. Repeat this process but instead of "New Customer" select “MRR”

          • Still in the Chart Editor, open the "Series" dropdown and click "Apply to all series" to select "MRR" and now change Axis to "Right Axis"
          • image

          6. You now have a Combination Chart that easily shows the correlation between new customers and MRR

          • Note: if you double click your graph it will open up the Chart Editor
            • You can adjust color, add labels, and customize the chart to your liking
          • Here is a link to a similar process for Microsoft Excel

        Additional Tips for pitching to Jason (and his team)

      • If you have the opportunity to pitch Jason you will obviously want to hit on his top five rules outlined in this lesson
        • Get to the product early
        • Give real examples of people, don't makeup characters
          • Highlight your top customer and what impact your product/service had on their lives
          • This shows you know your customer too
        • One point per slide, don't overload the audience with information
        • Synchronicity when presenting is key,
          • What you're saying should match what the audience sees on the slides
        • Show, don't tell— stories go a long way
      • Other things you'll want to make sure you do to leave a good impression:
        • Avoid excessive use of buzz words
        • If you can be specific you should be specific
        • Always have footers that include company name, website, logo, social handle, and slide number (1/10).
        • Include commas with 4 digit numbers or more (i.e. 1,000 or 10,000)
        • If you're going to use a customer testimonial as part of your deck:
          • Put one customer testimonial on one slide and read it out
          • Do not put several testimonials and then not read any of them
        • During Q&A, address investors by their name
          • This may involve writing down their name and question while they are asking it


      • The goal of Jason’s 5 steps to pitching is to make it crystal clear to the investor what you do and why they should care
      • Anyone who sees your pitch, the trailer to your product, should be able to share the general plot with their friends well enough that those friends want to come to the theater with them
      • You want to stand out and be memorable
        • You do that by having a great product, a great team, and delighting customers
        • If you can't articulate that you have these three things then it doesn't matter how great your product is - investors won’t confidently invest and customers won’t buy
      • You do not want investors to have to do anything other than get excited about the opportunity to work with you
        • Don't make them try to guess what your product does
        • Don't make them try to figure out who your customers are
        • Don't make them try to estimate the opportunity
      • Use good examples, show the product, and be clear of the problem you solve
      • Additional Resources

      • Should a Startup Ever Pay to Pitch?
      • Founder.University Startup Tuneup: Jason & Brian Alvey dissect& perfect pitches in 7 verticals
      • Founder.University #StartupTuneup 10 startups get candid feedback from Jason & Monique Woodard
      • Candid Feedback on Startup Pitches at Founder University
      • Startup Basics: How to demo your product
      • A Guide to Investor Pitch Decks for Startup Fundraising
      • Pitch Deck Visibility Insights
      • Important ways that founders can leverage storytelling to turn their movements from ideas to reality [shorter version]
      • Additional recordings of portfolio founder’s pitches
        • Here are examples of clean, beautifully designed decks from 3-minute pitches at recent Accelerator presentations
        • Even though they have an extra minute the general concepts still apply for the 2-minute pitches you'll do for Founder.University


        Week 10

        Create your 2-minute pitch deck
        Start to practice your 2-minute pitch and iterate on your deck
        • Record yourself pitching and watch it back
        • Pitch to family, friends, pets, anyone who will listen
        • Try the pitch on customer calls
        Bonus: update your 2-minute Loom pitch and use it on social media and for cold outreach

        Week 11

        Finalize your 2-minute pitch deck
        Practice, practice, practice your pitch