Getting to Wow! Garage（去哇!）.pdfVIP

Getting to Wow! How to create a value proposition that will dazzle investors By Bill Reichert If you have only a few seconds to communicate the essence of your company, what is the most important message to deliver? When confronted with this question, most entrepreneurs think about their elevator pitch – sixty seconds of highly condensed hyperbole intended to entice an investor to ask for more. But all the workshops and how-to blogs offered on elevator pitches have probably done as much damage as good. Almost every guide to developing an elevator pitch suggests that you pack the six to eight key points of your 85 page business plan into 120 words. The result is usually an unintelligible gibberish of techspeak embedded in a cloud of superlative adjectives: “We have a highly disruptive technology that enables us to fulfill the promise of the Information Age. Our mission is to become the global leader addressing the huge market opportunity in the emerging Enterprise 2.0 space. We have a world-class team of PhDs who have developed our patent-pending proprietary SaaS solution, launching in nine months, that will enable our customers to dramatically enhance their BI deployments and increase the actionability of their analytics.” Most entrepreneurs should just throw out their elevator pitches and start over. What are the three or four sentences that can be spoken by a normal human, and can be understood by a normal human, that really capture the essence of what makes your company so interesting? Consider the following scenario: You are calling a potential investor, and you get voicemail. What do you say about your company? You cou