Zach here with a post on some of what we've learned in pitching OsmoBot to investors here in the Bay Area.
- Be really clear on what hydroponics and aquaculture are and how they are different from traditional farming/fishing. We've gotten to the end of multiple pitches only to have investors ask about how this could be used in a distant field if it's relying on wifi and ethernet. While the question is fair, as many greenhouses do have limited internet accessibility, it speaks to our need to spend more time educating potential investors on who we are building OsmoBots for.
- Use pictures to do as much of your talking for you as possible.
- Know your audience. When we first started pitching, we hammered home the need for hydroponics, aquaculture, and aquaponics as we experience greater food insecurity due to climate change and population growth. For some investors this worked, but for others it made them think these industries were not already well established today. Now we just focus on the economics and leave the "why are these industries growing?" question for the Q&A. For more socially-conscious audiences we up the explationation of the need for these industries.
- Be aggressive AND realistic with sales projections. There is a fine line between these two, where all questions can be defended and the economics make sense for an investor to risk their money.
- Purposefully leave parts out of the pitch that aren't crucial to your story. It's OK to have people ask questions of "what about x, y, or Z" and for you to say: "I'm glad you asked, let's check out this slide in the appendix." You don't want plot holes, but you don't want to over-explain either.