{"id":16239,"date":"2020-04-17T15:45:58","date_gmt":"2020-04-17T15:45:58","guid":{"rendered":"https:\/\/www.mauriziolacava.com\/non-categorizzato\/la-struttura-di-presentazione-di-start-up-definitiva-per-esporre-la-vostra-idea-e-ottenere-un-finanziamento\/"},"modified":"2021-01-22T15:21:41","modified_gmt":"2021-01-22T15:21:41","slug":"startup-pitch-vincente","status":"publish","type":"post","link":"https:\/\/shop.mauriziolacava.com\/it\/startup-pitch-vincente\/","title":{"rendered":"Startup pitch: come crearne uno vincente e ottenere un finanziamento"},"content":{"rendered":"\n<div class=\"wp-block-group post-lead-pdf\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<p>Startup Pitch: Non hai tempo di leggere l&#8217;articolo? Non preoccuparti, lascia che ti invii una copia<\/p>\n\n\n<div class='_form_113'><\/div><script type='text\/javascript' src='https:\/\/mlcpresentationdesign.activehosted.com\/f\/embed.php?static=0&id=113&6A55EB9AB413A&nostyles=0&preview=0'><\/script>\n<\/div><\/div>\n\n<h2 class=\"wp-block-heading\">The Importance of the Startup Pitch Structure<\/h2>\n\n<p>Startup Pitch: quali sono le conseguenze del fallimento della vostra prossima proposta di investimento?<\/p>\n\n<p>Cosa succederebbe se continuaste a non riuscire a finanziare la vostra startup, quanti altri startup pitch pensi di poter ancora di fallire?<\/p>\n\n<p><span>Persuadere gli investitori non \u00e8 facile.<\/span><\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>La raccolta di fondi \u00e8 la seconda cosa pi\u00f9 difficile nell&#8217;avviare di una startup pitch. La cosa pi\u00f9 difficile \u00e8 creare qualcosa che la gente vuole.   <\/p><cite>P. Graham <\/cite><\/blockquote>\n\n<p><span data-contrast=\"none\" class=\"TextRun SCXW159155958 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW159155958 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">Ogni startup pitch \u00e8 na<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW159155958 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW159155958 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">presentazione<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW159155958 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW159155958 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>con<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW159155958 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW159155958 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">un&#8217;alta<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW159155958 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW159155958 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW159155958 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW159155958 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">posta<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW159155958 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW159155958 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>in<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW159155958 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW159155958 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">gioco<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW159155958 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW159155958 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">.<\/span><\/span><span class=\"EOP SCXW159155958 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<p>Sei sotto pressione per il tempo, <strong>hai solo 5 minuti per convincere<\/strong> un pubblico che meriti il loro investimento.<\/p>\n\n<p>Sai\u00a0cosa\u00a0complica\u00a0la\u00a0situazione?\u00a0<\/p>\n\n<p>Non\u00a0sarai\u00a0solo!\u00a0<\/p>\n\n<p>Ci saranno <strong>molte altre startup<\/strong> l\u00e0 fuori che <strong>cercheranno gli stessi finanziamenti<\/strong> e si presenteranno agli stessi investitori con startu pitch altrettanto competitivi.<\/p>\n\n<p><b><span data-contrast=\"none\">Devi\u00a0<\/span><\/b><b><span data-contrast=\"none\">distinguerti<\/span><\/b><b><span data-contrast=\"none\">\u00a0<\/span><\/b><b><span data-contrast=\"none\">dalla<\/span><\/b><b><span data-contrast=\"none\">\u00a0<\/span><\/b><b><span data-contrast=\"none\">folla<\/span><\/b><b><span data-contrast=\"none\">\u00a0<\/span><\/b><span data-contrast=\"none\">e\u00a0<\/span><span data-contrast=\"none\">conquistare<\/span><span data-contrast=\"none\">\u00a0<\/span><span data-contrast=\"none\">il<\/span><span data-contrast=\"none\">\u00a0<\/span><span data-contrast=\"none\">tuo<\/span><span data-contrast=\"none\">\u00a0<\/span><span data-contrast=\"none\">pubblico<\/span><b><span data-contrast=\"none\">.<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<p><b><span data-contrast=\"none\">Come<\/span><\/b><b><span data-contrast=\"none\">?<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<p><span data-contrast=\"none\" class=\"TextRun SCXW79905800 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW79905800 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">Semplice,<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW79905800 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW79905800 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">basta<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW79905800 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW79905800 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>uno<span> startup pitch <\/span><\/span><\/span><strong><span data-contrast=\"none\" class=\"TextRun SCXW79905800 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW79905800 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">memorabile<\/span><\/span><\/strong><span data-contrast=\"none\" class=\"TextRun SCXW79905800 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW79905800 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">.<\/span><\/span><span class=\"EOP SCXW79905800 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<p>Ma&#8230; Cosa rende una presentazione di una startup pitch una grande presentazione?<\/p>\n\n<p><strong>Devi fornire agli investitori le informazioni di cui hanno bisogno<\/strong> per facilitare la loro decisione in un determinato periodo di tempo e senza farli addormentare.<\/p>\n\n<p><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">Esistono<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><strong><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">3\u00a0<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">pilastri<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">\u00a0<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">fondamentali<\/span><\/span><\/strong><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><strong>\u00a0<\/strong>per una<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">presentazione<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">efficace<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>di start-up<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW23363796 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW23363796 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">:<\/span><\/span><\/p>\n\n<ol class=\"wp-block-list\"><li><strong><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW242857576 BCX0\" data-wac-het=\"1\">I\u00a0<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW242857576 BCX0\" data-wac-het=\"1\">contenuti<\/span><\/span><\/strong><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW242857576 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW242857576 BCX0\" data-wac-het=\"1\">che<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW242857576 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW242857576 BCX0\" data-wac-het=\"1\">includi<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW242857576 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span>(<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW242857576 BCX0\" data-wac-het=\"1\">ci\u00f2<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW242857576 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW242857576 BCX0\" data-wac-het=\"1\">che<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW242857576 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW242857576 BCX0\" data-wac-het=\"1\">dici<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW242857576 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span>e<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW242857576 BCX0\" data-wac-het=\"1\">ci\u00f2<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW242857576 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW242857576 BCX0\" data-wac-het=\"1\">che<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW242857576 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span>non<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW242857576 BCX0\" data-wac-het=\"1\">dici<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW242857576 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW242857576 BCX0\" data-wac-het=\"1\">)<\/span><\/span><span class=\"EOP SCXW242857576 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/li><li><strong><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW24415578 BCX0\" data-wac-het=\"1\">L&#8217;<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW24415578 BCX0\" data-wac-het=\"1\">ordine<\/span><\/span><\/strong><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW24415578 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW24415578 BCX0\" data-wac-het=\"1\">in cui<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW24415578 BCX0\" data-wac-het=\"1\">presenti<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW24415578 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW24415578 BCX0\" data-wac-het=\"1\">i<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW24415578 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW24415578 BCX0\" data-wac-het=\"1\">contenuti<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW24415578 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span>(<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW24415578 BCX0\" data-wac-het=\"1\">ci\u00f2<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW24415578 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW24415578 BCX0\" data-wac-het=\"1\">che<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW24415578 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW24415578 BCX0\" data-wac-het=\"1\">dici<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW24415578 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span>per primo<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW24415578 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW24415578 BCX0\" data-wac-het=\"1\">)<\/span><\/span><span class=\"EOP SCXW24415578 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/li><li><strong><span data-contrast=\"none\" class=\"TextRun SCXW124762549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW124762549 BCX0\" data-wac-het=\"1\">Il\u00a0<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW124762549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW124762549 BCX0\" data-wac-het=\"1\">design<\/span><\/span><\/strong><span data-contrast=\"none\" class=\"TextRun SCXW124762549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW124762549 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW124762549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW124762549 BCX0\" data-wac-het=\"1\">che<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW124762549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW124762549 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW124762549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW124762549 BCX0\" data-wac-het=\"1\">d\u00e0<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW124762549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW124762549 BCX0\" data-wac-het=\"1\"><span>\u00a0<\/span>vita ai<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW124762549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW124762549 BCX0\" data-wac-het=\"1\">contenuti<\/span><\/span><span class=\"EOP SCXW124762549 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/li><\/ol>\n\n<p><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">Allora<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">,<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">quali<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">informazioni<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">dovrai<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">inserire<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">nella<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">tua<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">presentazione<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>di 5<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">minuti<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">, e in quale<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">ordine<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">intendi<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">presentarle<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW185751247 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW185751247 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">?<\/span><\/span><span class=\"EOP SCXW185751247 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<p>Quando ho iniziato a fare questo tipo di presentazioni, di solito navigavo su internet alla ricerca di un&#8217;efficace struttura di presentazione da seguire. <\/p>\n\n<p>Con l&#8217;esperienza, mi sono reso conto che il web offre molte strutture diverse per le presentazioni delle startup, ma \u00e8 difficile dire quale sia la migliore.<\/p>\n\n<p><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">Cos\u00ec<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>ho<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">deciso<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>di<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">estrarre<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>le<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">strutture<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>di<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">centinaia<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">delle<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">presentazioni<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">pi\u00f9<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">riuscite<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>di<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">sempre<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">, di<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">confrontarle<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>e di<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">pubblicare<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>un<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW224782087 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">libro<\/span><\/span><span class=\"FieldRange SCXW224782087 BCX0\"><span data-contrast=\"none\" class=\"TextRun Underlined SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">che<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">puoi<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">acquistare<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">su<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW224782087 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span>Amazon.<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun EmptyTextRun SCXW224782087 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><\/span><span class=\"EOP SCXW224782087 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/www.amazon.com\/Startup-Pitch-Presentation-brilliant-presentation\/dp\/1721262229\/ref=sr_1_5?keywords=startup+pitch&amp;qid=1566655205&amp;s=gateway&amp;sr=8-5\"><img decoding=\"async\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_IT_Ultimate-Startup-Pitch-Structure_1.jpg\" alt=\"startup pitch presentation | Maurizio la Cava\" class=\"wp-image-17859\"\/><\/a><figcaption><a class=\"Hyperlink SCXW173291776 BCX0\" href=\"https:\/\/www.amazon.com\/Startup-Pitch-Presentation-brilliant-presentation\/dp\/1721262229\/ref=sr_1_5?keywords=startup+pitch&amp;qid=1566655205&amp;s=gateway&amp;sr=8-5\" target=\"_blank\" rel=\"noreferrer noopener\"><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">Startup Pitch \u2013<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">la<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">guida<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">definitiva<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">alla<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">creazione<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span>di una<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">presentazione<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span>di startup pitch brillante per<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">ottenere<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">degli<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW173291776 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">investimenti<\/span><\/span><\/a><span data-contrast=\"auto\" class=\"TextRun SCXW173291776 BCX0\"><span class=\"NormalTextRun SCXW173291776 BCX0\" data-wac-het=\"1\">.<\/span><\/span><span class=\"EOP SCXW173291776 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\" data-wac-het=\"1\">\u00a0<\/span><\/figcaption><\/figure>\n\n<p>Ho scoperto che tutte queste presentazioni avevano qualcosa in comune e, attraverso alcune statistiche, non \u00e8 stato difficile estrarre una struttura comunicativa di best practice.<\/p>\n\n<figure class=\"wp-block-image is-resized\"><img decoding=\"async\" src=\"https:\/\/mauriziolacava.com\/wp-content\/uploads\/2015\/11\/Startup-pitch-commonalities-1200x324.png\" alt=\"\" width=\"871\" height=\"235\"\/><\/figure>\n\n<p>Questa non \u00e8 l&#8217;ennesima struttura di presentazione di start up: \u00e8 <strong>l&#8217;unica struttura di presentazione<\/strong> che comprende centinaia di altre strutture di presentazione di successo e strategie di comunicazione.<\/p>\n\n<p>Per consentire agli imprenditori di lavorare facilmente su questa struttura e di realizzare rapidamente la strategia delle loro presentazioni, ho formalizzato questa conoscenza in uno strumento one-stop shop chiamato che ho chiamato\u202fInvestor Pitch Canvas, che in italiano possiamo tradurre con &#8220;Canovaccio per la Presentazione agli Investitori&#8221;.<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"1496\" height=\"1065\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/3..jpg\" alt=\"startup pitch structure\" class=\"wp-image-12584\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/3..jpg 1496w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/3.-300x214.jpg 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/3.-768x547.jpg 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/3.-1024x729.jpg 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/3.-600x427.jpg 600w\" sizes=\"(max-width: 1496px) 100vw, 1496px\" \/><\/figure>\n\n<p>L&#8217;Investor Pitch Canvas \u00e8 <strong>la linea guida pi\u00f9 affidabile<\/strong> che tu possa avere per assicurarti che la tua startup sia presentata in modo efficace, perch\u00e9 sfrutta l&#8217;esperienza di centinaia tra le migliori presentazioni al mondo e perch\u00e9 \u00e8 stata adattata in base alla mia esperienza.<\/p>\n\n<p>Questa \u00e8 <strong>la struttura da seguire<\/strong> per creare una presentazione di startup pitch:<\/p>\n\n<h2 class=\"wp-block-heading\">PROBLEMA<\/h2>\n\n<p>Tutto\u00a0inizia\u00a0con la\u00a0descrizione\u00a0del\u00a0problema.<\/p>\n\n<p>Perch\u00e9 \u00e8 cos\u00ec, secondo te? <\/p>\n\n<p>Secondo Sequoia Capital, uno\u00a0<strong>degli\u00a0errori\u00a0pi\u00f9\u00a0comuni<\/strong>\u00a0che\u00a0la\u00a0gente\u00a0commette\u00a0\u00e8 credere\u00a0che, se\u00a0ti\u00a0viene\u00a0concessa\u00a0una\u00a0riunione\u00a0di\u00a0un&#8217;ora,\u00a0otterrai\u00a0un&#8217;ora\u00a0di\u00a0attenzione.<\/p>\n\n<p>In realt\u00e0, dopo i primi cinque minuti di una riunione, si verifica un calo significativo di attenzione. <\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/4.-1-scaled.jpg\" alt=\"startup pitch structure\" class=\"wp-image-12586\"\/><figcaption><span class=\"WACImageContainer DragDrop BlobObject BCX0 SCXW23440073\" role=\"presentation\" data-wac-het=\"2\"><\/span><span data-contrast=\"auto\" class=\"TextRun EmptyTextRun BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><\/span><a class=\"Hyperlink BCX0 SCXW23440073\" href=\"https:\/\/www.sequoiacap.com\/article\/how-to-present-to-investors\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">L\u2019attenzione<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">cala<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">dopo<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">i<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">primi<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span>5<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">minuti<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span>di una<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">riunione<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span>\u2013 Sequoia capital<\/span><\/span><\/a><span data-contrast=\"auto\" class=\"TextRun BCX0 SCXW23440073\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW23440073\" data-wac-het=\"1\">\u202f<\/span><\/span><\/figcaption><\/figure>\n\n<p>Durante una presentazione, in cui probabilmente non sarete i primi quel giorno, 5 minuti potrebbero rappresentare tutto il tempo che avrai a tua disposizione.<\/p>\n\n<p>Credo che il picco arriver\u00e0 ben prima, intorno al primo minuto. <\/p>\n\n<p><p style=\"text-align: left;\"><span data-contrast=\"none\" class=\"TextRun Underlined SCXW160291164 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW160291164 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">Quindi, possiamo dire che se non partirai con il piede giusto, rischierai di compromettere il risultato nei primissimi momenti della tua presentazione (ti invito a controllare le\u202f <\/span><\/span><a class=\"Hyperlink SCXW160291164 BCX0\" href=\"https:\/\/mauriziolacava.com\/lean-presentation-design-blog\/presentations-delivery\/13-successful-presentation-hook-ideas\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span data-contrast=\"none\" class=\"TextRun Underlined SCXW160291164 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW160291164 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">13 <\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW160291164 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW160291164 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">idee <\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW160291164 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW160291164 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">di <\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW160291164 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW160291164 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">presentazione <\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW160291164 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW160291164 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">pi\u00f9 <\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW160291164 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW160291164 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">riuscite <\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW160291164 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW160291164 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">di <\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW160291164 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW160291164 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">sempre<\/span><\/span><\/a><span data-contrast=\"none\" class=\"TextRun SCXW160291164 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW160291164 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">).<\/span><\/span><span class=\"EOP SCXW160291164 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p><\/p>\n\n<p><strong>Perch\u00e9\u00a0l&#8217;inizio\u00a0crea\u00a0cos\u00ec\u00a0tanta\u00a0indifferenza\u00a0nel\u00a0pubblico?<\/strong><\/p>\n\n<p>Secondo <strong>P. Coughter<\/strong>, le persone agiscono egoisticamente e sono sempre motivate dai propri profitti.<\/p>\n\n<figure class=\"wp-block-embed-youtube wp-block-embed is-type-video is-provider-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\nhttps:\/\/youtu.be\/n67FNQ2ObLc\n<\/div><\/figure>\n\n<p>Adattando le sue parole allo scopo di creare uno startup pitch efficace, <strong>se vuoi catturare i tuoi investitori fin dall&#8217;inizio<\/strong>, la tua unica possibilit\u00e0 \u00e8 di attirare le loro attenzioni agganciandoti ad un problema che susciti il loro interesse.<\/p>\n\n<p>Se i tuoi ascoltatori sono direttamente o indirettamente interessati da quel problema, vorranno\u00a0automaticamente\u00a0sapere\u00a0come\u00a0risolverlo.<\/p>\n\n<p>Se il tuo pubblico non \u00e8 completamente consapevole del problema, <strong>sar\u00e0 tua responsabilit\u00e0 aprire il tuo startup pitch descrivendo il contesto<\/strong>, introducendo il problema e spiegando la gravit\u00e0 del suo impatto.<\/p>\n\n<p>Questo\u00a0dovrebbe\u00a0portarti\u00a0a\u00a0identificare\u00a0<strong>un\u00a0vero\u00a0e proprio\u00a0spreco\u00a0economico<\/strong> e, quindi, a individuare la possibilit\u00e0 di fare affari, e puoi essere sicuro che gli investitori drizzeranno le orecchie!<\/p>\n\n<p><strong>Tuttavia, se il tuo pubblico non \u00e8 interessato al problema che hai esposto, non stai parlando con le persone giuste!\u00a0<\/strong><\/p>\n\n<p>L&#8217;importante \u00e8 che, con chiunque tu stia parlando, tu possa suscitare il loro interesse.<\/p>\n\n<p>Il concetto di conflitto \u00e8 ci\u00f2 che genera interesse nella struttura di comunicazione pi\u00f9 potente, il cosidetto &#8220;storytelling&#8221; (ovvero, raccontare storie, vedi anche: <a href=\"https:\/\/shop.mauriziolacava.com\/it\/lean-presentation-storytelling\/tecniche-di-storytelling-per-presentazioni-caso-studio-reale\/\">Tecniche\u00a0di storytelling per le\u00a0presentazioni<\/a>, con\u00a0veri\u00a0casi\u00a0di studio).<\/p>\n\n<p>Pensaci. <\/p>\n\n<p><strong>Ogni\u00a0storia\u00a0inizia\u00a0con\u00a0il\u00a0contesto<\/strong>, dove si viene introdotti alla vicenda del personaggio, agli eventi, all&#8217;ambiente, e poi, quando sembra di essere appena entrati nei panni del protagonista, <strong>gli\u00a0succede\u00a0qualcosa\u00a0e\u00a0inizia\u00a0la\u00a0storia!<\/strong><\/p>\n\n<p>Questa\u00a0parte\u00a0del\u00a0conflitto\u00a0si\u00a0chiama\u00a0&#8220;<strong>chiamata\u00a0all&#8217;avventura<\/strong>&#8221; e rappresenta il momento del conflitto che proietta il protagonista e il pubblico nella storia.<\/p>\n\n<p>Agrilyst, una piattaforma di gestione intelligente dell&#8217;agricoltura indoor, al Techrunch Disrupt 2015 ha vinto la giornata con questa presentazione:<\/p>\n\n<figure class=\"wp-block-embed-youtube wp-block-embed is-type-video is-provider-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Agrilyst Drives Better Indoor Farming\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/JP4ZnJG1pBM?feature=oembed&#038;enablejsapi=1&#038;origin=https:\/\/shop.mauriziolacava.com\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><figcaption><span data-contrast=\"auto\" class=\"TextRun BCX0 SCXW168943216\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW168943216\" data-wac-het=\"1\"><span>Startup pitch di\u00a0 <\/span><\/span><\/span><a class=\"Hyperlink BCX0 SCXW168943216\" href=\"https:\/\/techcrunch.com\/2019\/05\/22\/agtech-startup-agrilyst-is-now-artemis-raises-8m-series-a\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW168943216\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW168943216\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">Agrylist<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW168943216\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW168943216\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW168943216\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW168943216\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">al<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW168943216\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW168943216\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span>TechCrunch<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined BCX0 SCXW168943216\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun BCX0 SCXW168943216\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">Dirsupt<\/span><\/span><\/a><\/figcaption><\/figure>\n\n<p>Alison\u00a0inizia\u00a0la\u00a0presentazione\u00a0introducendo\u00a0il\u00a0concetto:\u00a0l&#8217;agricoltura\u00a0\u00e8 una\u00a0cosa\u00a0difficile.<\/p>\n\n<p>Fin dall&#8217;inizio, cerca di attirare il pubblico dicendo che tutti i coltivatori domestici di pomodori condividono gli stessi problemi di un coltivatore professionista<\/p>\n\n<p>Poi\u00a0arriva\u00a0al\u00a0suo\u00a0punto e\u00a0<strong>sfata\u00a0il\u00a0mito\u00a0che\u00a0coltivare\u00a0in\u00a0serra\u00a0sia\u00a0pi\u00f9\u00a0semplice<\/strong>.<\/p>\n\n<p>Introduce una\u00a0serie\u00a0di\u00a0critiche\u00a0e\u00a0prepara\u00a0il\u00a0terreno\u00a0per una\u00a0soluzione\u00a0attraverso\u00a0una\u00a0storia.<\/p>\n\n<p>Questa storia parla di Tom, il coltivatore che si sforza di raccogliere dati dalla serra per poterli interpretare pi\u00f9 velocemente.<\/p>\n\n<p>Partendo dall&#8217;agricoltura in generale, \u00e8 riuscita <strong>ad\u00a0agganciare\u00a0il\u00a0pubblico\u00a0con\u00a0problemi\u00a0che\u00a0tutti\u00a0conoscono<\/strong>, o almeno di cui tutti hanno sentito parlare.<\/p>\n\n<p>Solo in\u00a0seguito\u00a0ha\u00a0introdotto\u00a0i\u00a0problemi\u00a0informativi\u00a0della\u00a0serra, e lo ha\u00a0fatto\u00a0attraverso\u00a0una\u00a0storia.\u00a0<\/p>\n\n<p>Alison \u00e8\u00a0supportata\u00a0da slide\u00a0visive ed\u00a0essenziali.<\/p>\n\n<p>Grazie a un sapiente uso delle immagini, \u00e8 riuscita a <strong>dare vita alla storia<\/strong> e ha mostrato agli investitori di cosa stava parlando.<\/p>\n\n<p>Vedi\u00a0come <strong>le slide\u00a0giocano\u00a0un\u00a0ruolo\u00a0cruciale<\/strong>\u00a0nella\u00a0presentazione?<\/p>\n\n<p>Le slide hanno supportato Alison per far vivere la storia agli investitori e farla percepire come reale. <\/p>\n\n<p>Ricorda: le persone agiscono in modo egoistico, per puro interesse personale.  <\/p>\n\n<p>Quindi inizia sempre il tuo startup pitch parlando del problema che intendi risolvere.<\/p>\n\n<p><strong>Sii\u00a0credibile<\/strong>\u00a0e\u00a0<strong>presenta\u00a0<\/strong>al\u00a0tuo\u00a0ascoltatore\u00a0<strong>un\u00a0problema\u00a0significativo<\/strong>.<\/p>\n\n<p>Inserisci il problema all&#8217;interno di una storia che faccia leva sulle emozioni del pubblico.<\/p>\n\n<p>Ricorda, l&#8217;emozione determina il modo in cui le persone prendono le decisioni.<\/p>\n\n<p><strong>Se\u00a0riuscirai\u00a0a\u00a0catturare\u00a0il\u00a0pubblico<\/strong> con un problema interessante, <strong>avrai aperto la strada alla<\/strong> tua soluzione e a colpire gli investitori.<\/p>\n\n<h2 class=\"wp-block-heading\">SOLUZIONE<\/h2>\n\n<p>Hai presente la sensazione di essere sulle montagne russe in fase di salita? <\/p>\n\n<p>Di solito non puoi sapere che impressione ti dar\u00e0 la discesa fino a quando non ti troverai in cima, ma la scarica di adrenalina aumenta gi\u00e0 durante la lenta salita dei vagoni. <\/p>\n\n<p>La parte di questo problema mostrata nel relativo paragrafo \u00e8 rappresentata dalla salita. <\/p>\n\n<p>Pi\u00f9 si sale, maggiori sono le aspettative del pubblico, e quindi cresce la curiosit\u00e0 di sapere pi\u00f9 cose.<\/p>\n\n<p>La salita si svolge con calma, e <strong>l&#8217;attenzione si guadagna sfruttando le tecniche di storytelling<\/strong> per creare la tensione necessaria e fare del proprio meglio per contrastare il calo di attenzione iniziale.<\/p>\n\n<p><strong>La\u00a0soluzione<\/strong>\u00a0arriva\u00a0invece\u00a0<strong>come\u00a0la\u00a0discesa<\/strong> di un ottovolante, veloce e folgorante! Deve essere breve, concisa e rimanere impressa nella memoria.<\/p>\n\n<p>La frase che spiega ci\u00f2 che offri in modo sintetico ed efficace si chiama &#8220;proposta di valore unico&#8221; (unique value proposition &#8211; UVP) ed \u00e8 preziosa per chiunque sia alla ricerca di informazioni veloci sulla tua startup.<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p><span data-contrast=\"none\" class=\"TextRun SCXW204892607 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW204892607 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"> La vostra UVP \u00e8 semplicemente ci\u00f2 che sei come societ\u00e0.\u00a0 \u00c8 la tua personalit\u00e0, la tua identit\u00e0 e rappresenta i tuoi punti di forza. Una UVP dice a te e al tuoteam di che pasta siete fatti. <\/span><\/span><\/p><\/blockquote>\n\n<p>Un UVP, in teoria, dovrebbe spiegare il senso della tua attivit\u00e0, rispondendo al contempo a queste tre domande: <\/p>\n\n<ol class=\"wp-block-list\"><li><span data-contrast=\"none\" class=\"TextRun SCXW97552111 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW97552111 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">Quali<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97552111 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW97552111 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97552111 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW97552111 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">clienti<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97552111 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW97552111 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">?<\/span><\/span><span class=\"EOP SCXW97552111 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/li><li><span data-contrast=\"none\" class=\"TextRun SCXW179338478 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW179338478 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">Quale<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW179338478 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW179338478 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">bisogno<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW179338478 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW179338478 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">?<\/span><\/span><span class=\"EOP SCXW179338478 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/li><li><span data-contrast=\"none\" class=\"TextRun SCXW37237635 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW37237635 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">A quale<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW37237635 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"SpellingError SCXW37237635 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">prezzo<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW37237635 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW37237635 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">?<\/span><\/span><span class=\"EOP SCXW37237635 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/li><\/ol>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"697\" height=\"485\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_5.png\" alt=\"startup pitch structure\" class=\"wp-image-17726\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_5.png 697w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_5-300x209.png 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_5-600x418.png 600w\" sizes=\"(max-width: 697px) 100vw, 697px\" \/><\/figure>\n\n<hr class=\"wp-block-separator\"\/>\n\n<p>Non credo che il prezzo sia essenziale in questa fase, visto che pi\u00f9 avanti parleremo di modelli di business. <\/p>\n\n<p>Tuttavia, in un buon startup pitch, \u00e8 fondamentale rispondere alle altre due domande: <strong>per chi, e quale\u00a0bisogno?<\/strong><\/p>\n\n<p>Quindi, concentratevi su di essi. <\/p>\n\n<p>La discesa \u00e8 stata ripida e piena di adrenalina, e la soluzione \u00e8 stata rivelata. <\/p>\n\n<p>A questo punto, lo storytelling ha fatto il suo lavoro: \u00e8 stato introdotto un contesto di riferimento ed \u00e8 stato presentato un conflitto, seguito dalla soluzione. <\/p>\n\n<p>Proprio una bella storia a lieto fine. <\/p>\n\n<p>Questo per\u00f2 non \u00e8 il mondo delle favole, ma il mondo brutale della raccolta fondi, dove arrivare a questo punto \u00e8 necessario, ma non sufficiente<\/p>\n\n<p>Cosa manca? <\/p>\n\n<p>Quello che manca \u00e8 quello che nel marketing viene chiamato &#8220;Reason to Believe&#8221; (motivo per crederci), che consiste in tutte le informazioni di supporto alla soluzione che permetterebbero agli investitori di credere che il tuo team \u00e8 in grado di far funzionare quella soluzione, e che ci sarebbe una valida e reale opportunit\u00e0 di business nella realizzazione del tuo progetto.<\/p>\n\n<p><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">L&#8217;intera<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">struttura<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">mostrata<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">nell&#8217;Investor<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>Pitch Canvas<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">si<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">sviluppa<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">naturalmente<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">, e<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">costituisce<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">tutte<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>le<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">credenziali<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">necessarie<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>per <\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">effettuare<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">l&#8217;investimento<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>da<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">parte<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">dell&#8217;investitore<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW227041369 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW227041369 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">.<\/span><\/span><span class=\"EOP SCXW227041369 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<p>Dopo tutto, l&#8217;investitore sta cercando di massimizzare il suo profitto e ridurre il suo rischio, giusto? <\/p>\n\n<p>Pertanto, la presentazione dovrebbe mostrare le potenzialit\u00e0 di business dell&#8217;idea (opportunit\u00e0 di mercato, modello di business, proiezioni finanziarie), in contrasto con la sua fattibilit\u00e0 e il potenziale del team (trazione, team, roadmap, concorrenza, go to market). <\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"2560\" height=\"1282\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/6.png\" alt=\"\" class=\"wp-image-12594\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/6.png 2560w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/6-1536x769.png 1536w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/6-300x150.png 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/6-768x385.png 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/6-1024x513.png 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/6-600x300.png 600w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/><figcaption>  <\/figcaption><\/figure>\n\n<p><span data-contrast=\"none\" class=\"TextRun SCXW255547924 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW255547924 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">Esploriamo<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW255547924 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW255547924 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>le<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW255547924 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW255547924 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">altre<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW255547924 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW255547924 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW255547924 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW255547924 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">sezioni<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW255547924 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW255547924 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW255547924 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW255547924 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">dell\u2019<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW255547924 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW255547924 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">Investor<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW255547924 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW255547924 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span>Pitch Canvas<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW255547924 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW255547924 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">.<\/span><\/span><span class=\"EOP SCXW255547924 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<h2 class=\"wp-block-heading\">DIMENSIONI DEL MERCATO <\/h2>\n\n<p>Diciamo che hai avuto una grande intuizione individuando un problema rilevante e che la soluzione che stai proponendo aveva il potenziale per risolverlo: ora dovrai dimensionare il potenziale di business per commercializzare la tua soluzione. <\/p>\n\n<p>Infatti, se la soluzione mira ad un mercato con uno scarso potere d&#8217;acquisto, un mercato troppo piccolo o troppo ricco di concorrenti (ne parleremo pi\u00f9 avanti), la redditivit\u00e0 dell&#8217;investimento sarebbe messa a rischio e quindi allontanerebbe tutti gli investitori. <\/p>\n\n<p>Ecco un modello di facile applicazione che ti permetter\u00e0 di dimensionare e presentare efficacemente il mercato di riferimento: <\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"2560\" height=\"1226\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/7.-scaled.jpg\" alt=\"\" class=\"wp-image-12599\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/7.-scaled.jpg 2560w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/7.-scaled-1536x736.jpg 1536w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/7.-scaled-300x144.jpg 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/7.-scaled-768x368.jpg 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/7.-scaled-1024x490.jpg 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/7.-scaled-600x287.jpg 600w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/><figcaption>  <\/figcaption><\/figure>\n\n<p><strong>TAM (Total Available Market \u2013 Mercato Totale Disponibile)<\/strong>:\u00a0il\u00a0mercato\u00a0totale\u00a0che\u00a0comprende\u00a0la\u00a0spesa\u00a0complessiva\u00a0in un\u00a0determinato\u00a0settore.<\/p>\n\n<p>Se pensiamo, ad esempio, al mondo dei computer, il mercato complessivo comprender\u00e0 personal computer, laptop, notebook e cos\u00ec via. <\/p>\n\n<p>Quando senti parlare della dimensione del mercato, di solito si sta facendo riferimento al TAM. <\/p>\n\n<p><strong>SAM (Served Available Market \u2013 Mercato Servito Disponibile)<\/strong>:\u00a0il\u00a0mercato\u00a0servito\u00a0corrisponde\u00a0a\u00a0quella\u00a0parte\u00a0che\u00a0intendi\u00a0raggiungere\u00a0con\u00a0il\u00a0tuo\u00a0prodotto\/servizio.<\/p>\n\n<p>In riferimento al mercato dei computer, per esempio, potresti voler competere sul mercato dei computer portatili ed escludere tutti gli altri. <\/p>\n\n<p><strong>SOM (Share of Market\u00a0\u2013 Quota di Mercato)<\/strong>: la quota di mercato corrisponde alla percentuale di SAM che ti aspetti di raggiungere.<\/p>\n\n<p>La dimensione del mercato \u00e8 quindi la dimensione dell&#8217;importo totale speso all&#8217;interno di un determinato settore da un target specifico di consumatori.<\/p>\n\n<p>Non si tratta di ci\u00f2 che viene speso per i tuoi servizi\/prodotti, ma dell&#8217;importo totale speso, compreso quello speso per i tuoi concorrenti. <\/p>\n\n<p>Alfred, vincitore start-up del Techrunch Disrupt 2014, determina in questo modo la dimensione del mercato: <\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>Ci sono 18 milioni di proprietari di case nelle prime 10 citt\u00e0 che hanno questo servizio, e stanno gi\u00e0 pagando pi\u00f9 di 227 miliardi di euro per i servizi a domicilio su cui Alfred si basa. <\/p><p>I servizi on-demand si stanno diffondendo in tutto il mondo e, laddove sono disponibili servizi a domicilio on-demand, noi rappresentiamo la naturale conseguenza<\/p><cite><a class=\"Hyperlink SCXW184236549 BCX0\" href=\"https:\/\/techcrunch.com\/2014\/09\/10\/and-the-winner-of-techcrunch-disrupt-sf-2014-is-alfred\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span data-contrast=\"none\" class=\"TextRun Underlined SCXW184236549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW184236549 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">Marcela<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW184236549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW184236549 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">Sapone,<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW184236549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW184236549 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">\u00a0Co-Founder<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW184236549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW184236549 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">di<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW184236549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><span class=\"NormalTextRun SCXW184236549 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span>Alfred<\/span><\/span><\/a><span data-contrast=\"none\" class=\"TextRun EmptyTextRun SCXW184236549 BCX0\" xml:lang=\"EN-US\" lang=\"EN-US\"><\/span><span class=\"EOP SCXW184236549 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\" data-wac-het=\"1\">\u00a0<\/span><\/cite><\/blockquote>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"1200\" height=\"640\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_8.jpg\" alt=\"\" class=\"wp-image-17728\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_8.jpg 1200w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_8-300x160.jpg 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_8-1024x546.jpg 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_8-768x410.jpg 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_8-600x320.jpg 600w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/figure>\n\n<h2 class=\"wp-block-heading\">BUSINESS MODEL <\/h2>\n\n<p>Se \u00e8 vero che l&#8217;investitore ti sosterr\u00e0 finanziariamente per creare un profitto, significa che il suo investimento sar\u00e0 ripagato con un interessante guadagno in conto capitale.<\/p>\n\n<p>Pertanto, \u00e8 naturale chiudere dicendo che la tua soluzione deve generare un valore economico e quindi deve avere un modello di business solido e preferibilmente scalabile.<\/p>\n\n<p>Quindi, in questa sezione dovrai rispondere a questa domanda semplice e brutale: &#8220;<strong>come intendi guadagnare dalla commercializzazione della tua idea?<\/strong>\u201d<\/p>\n\n<p>Nel caso di PI Inc, il fondatore (che ha vinto il Techrunch Disrupt SF 2017) spiega che il modello di business di PI \u00e8 composto da due parti:<\/p>\n\n<p>in primo luogo mira al consumatore finale con un margine del 50% e un elevato valore a vita del cliente, in secondo luogo sono aperti a distribuirlo attraverso una societ\u00e0 che gi\u00e0 opera nel settore dell&#8217;elettronica di consumo. <\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"1200\" height=\"698\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_9.jpeg\" alt=\"startup pitch structure\" class=\"wp-image-17730\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_9.jpeg 1200w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_9-300x175.jpeg 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_9-1024x596.jpeg 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_9-768x447.jpeg 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_9-600x349.jpeg 600w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/figure>\n\n<p>Il valore della vita del cliente \u00e8 definito come il profitto atteso da un cliente nel periodo di tempo che tratter\u00e0 con la tua attivit\u00e0. <\/p>\n\n<p>In generale, \u00e8 dimostrato che il valore a vita (VTL) \u00e8 superiore al costo di acquisizione (CAC).<\/p>\n\n<p>Quindi,\u00a0stai\u00a0dimostrando\u00a0che\u00a0<strong>il costo dell&#8217;acquisizione di un cliente<\/strong> (considerando le spese di marketing e di vendita) \u00e8 inferiore al valore che genera una volta acquistato e prima di perderlo.<\/p>\n\n<p>Qui viene introdotto il concetto di churn rate, che <strong>misura\u00a0la\u00a0percentuale\u00a0di\u00a0clienti\u00a0che\u00a0smettono\u00a0di\u00a0pagare<\/strong>\u00a0il\u00a0tuo\u00a0prodotto\/servizio.<\/p>\n\n<p>Per farti capire, <strong>\u00e8 inutile fare una fantastica campagna di acquisizione di nuovi clienti<\/strong> se subito dopo i clienti abbandoneranno il tuo servizio e non ti permetteranno di recuperare i costi.<\/p>\n\n<p>Immagina che, dopo aver visto lo spot di una palestra in televisione, dopo averla studiata sui social media, finalmente ricevi un&#8217;offerta e vai a provarla. <\/p>\n\n<p>Durante il test avrai un istruttore dedicato che ti assister\u00e0, ti mostrer\u00e0 tutte le sale e ti far\u00e0 allenare. <\/p>\n\n<p>Alla fine ti iscrivi, ma dopo un mese decidi di cancellare l&#8217;abbonamento. <\/p>\n\n<p><strong>Quanti mesi di abbonamento ti sarebbero serviti per recuperare i costi totali per averti acquistato?\u00a0<\/strong><\/p>\n\n<p>Tieni presente che questo importo totale comprende almeno tutte le attivit\u00e0 precedentemente indicate: pubblicit\u00e0, promozioni, assistenza personale in palestra. <\/p>\n\n<p>Se per recuperare il tuo investimento sarebbero stati necessari 3 mesi e tu avessi cancellato l&#8217;abbonamento durante il primo mese, avresti annullato gli sforzi di acquisizione fatti dalla palestra. <\/p>\n\n<p>Quindi, dimostrare di eccellere nell&#8217;acquisizione potrebbe non essere sufficiente a meno che non dimostri di essere bravo a mantenere il cliente. <\/p>\n\n<p>Ricordati di pensare anche al tuo churn rate.<\/p>\n\n<p>Nel\u00a0caso\u00a0di\u00a0<strong>Airbnb<\/strong>, questo modello di business \u00e8 mescolato in una slide insieme ad alcune metriche di mercato.<\/p>\n\n<p>L&#8217;obiettivo della slide \u00e8 quello di mostrare una stima dei ricavi potenziali previsti per il 2011.<\/p>\n\n<p><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">In<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">questa<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>slide,<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">il<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">modello<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>di business<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">sarebbe<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">: &#8220;<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">Ci<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">teniamo<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">il<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>10%<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">delle<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">commissioni<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">su<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">qualsiasi<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">transazione&#8221;<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW222548315 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW222548315 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">.<\/span><\/span><span class=\"EOP SCXW222548315 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"927\" height=\"705\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_10.png\" alt=\"the best startup pitch structure\" class=\"wp-image-17732\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_10.png 927w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_10-300x228.png 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_10-768x584.png 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_10-600x456.png 600w\" sizes=\"(max-width: 927px) 100vw, 927px\" \/><\/figure>\n\n<p>La frase del modello di business spiega il modello aziendale per generare ricavi. Inoltre, \u00e8 ben sintetizzata e facile da capire. <\/p>\n\n<p>Una frase semplice e breve che parla chiaramente agli investitori \u00e8 tutto ci\u00f2 che serve all&#8217;interno di una slide riguardante il modello di business.<\/p>\n\n<h2 class=\"wp-block-heading\">TRAZIONE<\/h2>\n\n<p>Penso\u00a0che\u00a0ogni\u00a0imprenditore,\u00a0nella\u00a0sua\u00a0vita,\u00a0debba\u00a0ricevere\u00a0una\u00a0delle\u00a0risposte\u00a0pi\u00f9\u00a0utilizzate\u00a0da un\u00a0investitore: &#8220;Non \u00e8 una\u00a0cattiva\u00a0idea,\u00a0torni\u00a0quando\u00a0ha\u00a0pi\u00f9\u00a0trazione\u201d.<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>La trazione \u00e8 sicuramente una delle parole pi\u00f9 usate da VC. Ma \u00e8 anche un\u2019abbreviazione che si usa per parlare della presa di un progetto sul mercato. Molti investitori potrebbero chiedervi il modello di business. Noi crediamo, invece, che la trazione sia la parte pi\u00f9 difficile da mostrare.<\/p><cite>Fred Wilson, Principal, Union Square Ventures\u00a0<\/cite><\/blockquote>\n\n<p><strong>Perch\u00e9\u00a0gli\u00a0investitori\u00a0sembrano\u00a0non\u00a0cercare\u00a0altro\u00a0che\u00a0questo?\u00a0<\/strong><\/p>\n\n<p>La trazione dimostra che i clienti vogliono davvero il tuo prodotto, e quindi conferisce <strong>credibilit\u00e0\u00a0e\u00a0sicurezza\u00a0all&#8217;investimento<\/strong>.<\/p>\n\n<p>La trazione dimostra che i clienti vogliono davvero il tuo prodotto, e quindi conferisce credibilit\u00e0 e sicurezza all&#8217;investimento. <\/p>\n\n<p>Nonostante ci\u00f2, \u00e8 il modo migliore per convincere gli investitori che la tua soluzione o il tuo modello di\u00a0 business funzionano davvero.<\/p>\n\n<p>Di cosa sto parlando? Parlo delle metriche che mostrano chiaramente il funzionamento dei tuoi progetti. <\/p>\n\n<p>Potrebbero essere le vendite, l&#8217;andamento del churn rate, i dati di conto economico, ecc. <\/p>\n\n<p>La trazione \u00e8 <strong>una prova tangibile<\/strong> e indiscutibile del fatto che i clienti vogliono il tuo prodotto.<\/p>\n\n<p>Nella presentazione di Alfred al Techcrunch Disrupt, gi\u00e0 menzionata in precedenza, c&#8217;\u00e8 un momento in cui Marcela dice: <\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>[\u2026] Noi sappiamo che Alfred funziona. Tutte queste puntine rappresentano gli Alfreds attivi a Boston, e quelle rosse sono con noi da pi\u00f9 di 10 mesi, con un tasso di ritenzione del 90% [\u2026]. <\/p><\/blockquote>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"1200\" height=\"655\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_11.jpeg\" alt=\"effective startup pitch structure\" class=\"wp-image-17734\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_11.jpeg 1200w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_11-300x164.jpeg 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_11-1024x559.jpeg 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_11-768x419.jpeg 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_11-600x328.jpeg 600w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/figure>\n\n<p>Come\u00a0puoi\u00a0vedere,\u00a0Marcela non ha mostrato una cifra, ma con questo grafico ha dimostrato chiaramente che <strong>il suo servizio \u00e8 stato adottato dal mercato e che i clienti pagano per accedervi<\/strong>.<\/p>\n\n<p>Se, ed esempio, hai un prodotto in prevendita e i clienti stanno gi\u00e0 pagando un piccolo importo in anticipo per aggiudicarsi il prodotto una volta che lo lancerai, allora puoi dire di avere i primi segni di trazione.<\/p>\n\n<p>Il prodotto non esiste ancora e, al momento, forse, stai ancora lavorando solo con una pagina di pre-vendita che non ha nulla a che fare con l&#8217;intero processo di vendita che realizzerai in seguito. <\/p>\n\n<p>Tuttavia, questo potrebbe essere sufficiente per convincere un investitore che la gente vuole quel prodotto e che accetterebbe il tuo prezzo. <\/p>\n\n<p>Purtroppo, soprattutto per le startup pitch in fase iniziale, non sar\u00e0 possibile mostrare le metriche di business perch\u00e9 il prodotto\/servizio non \u00e8 ancora stato commercializzato. <\/p>\n\n<p>Sia\u00a0questo\u00a0il\u00a0caso,\u00a0ti\u00a0suggerisco\u00a0di\u00a0seguire\u00a0scrupolosamente\u00a0la\u00a0metodologia\u00a0mostrata\u00a0in\u00a0<a class=\"Hyperlink SCXW196610525 BCX0\" href=\"https:\/\/theleanstartup.com\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span data-contrast=\"none\" class=\"TextRun Underlined SCXW196610525 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW196610525 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">The Lean<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW196610525 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW196610525 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">Startup<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW196610525 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW196610525 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">,<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW196610525 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW196610525 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">scritto<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW196610525 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW196610525 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span>da<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW196610525 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW196610525 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span>Eric<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW196610525 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW196610525 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">Ries<\/span><\/span><\/a><span data-contrast=\"none\" class=\"TextRun SCXW196610525 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW196610525 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">\u202f(Nota: la bibbia per ogni persona che vuole creare un&#8217;impresa commerciale).\u00a0<\/span><\/span><\/p>\n\n<p>Dovresti\u00a0adoperare\u00a0dei\u00a0test\u00a0ottimizzando\u00a0l&#8217;uso\u00a0di\u00a0tutte\u00a0le\u00a0risorse,\u00a0creare\u00a0il\u00a0tuo\u00a0<strong>Minimum Viable Product<\/strong> (Prodotto Minimo Sostenibile), raccogliere poi le prime prove e utilizzarle per supportare il potenziale della tua soluzione nelle fasi in cui non hai ancora delle metriche concrete.<\/p>\n\n<p>Quindi,\u00a0un <strong>MVP \u00e8 un\u00a0prototipo<\/strong> con le funzioni minime richieste per convalidare il funzionamento della soluzione o del modello di business per un segmento di potenziali clienti.<\/p>\n\n<p>Studia\u00a0il\u00a0tuo\u00a0MVP,\u00a0<strong>effettua tutti i test e ricava il risultato per riempire questa importante sezione della tua presentazione<\/strong>.<\/p>\n\n<h2 class=\"wp-block-heading\">CONCORRENZA<\/h2>\n\n<p>The next vital part of your startup pitch structure is an overview of your competition.<\/p>\n\n<p>Investor: &#8220;<strong>Who are your competitors?<\/strong>&#8220;<\/p>\n\n<p>Imprenditore: &#8220;Non abbiamo concorrenti, la nostra soluzione \u00e8 unica al mondo&#8221;.<\/p>\n\n<p>Quale sar\u00e0 il risultato, secondo te? <\/p>\n\n<p>Il problema \u00e8 che se dichiari di non avere un concorrente, ci\u00f2 significa che: <\/p>\n\n<ol class=\"wp-block-list\"><li><strong>Non\u00a0ti\u00a0sei\u00a0preparato\u00a0abbastanza<\/strong>\u00a0e\u00a0hai\u00a0dato\u00a0per\u00a0scontato\u00a0di\u00a0essere\u00a0l&#8217;unico\u00a0al mondo in\u00a0grado\u00a0di\u00a0risolvere\u00a0un\u00a0certo\u00a0problema<\/li><li><strong>Non\u00a0c&#8217;\u00e8\u00a0mercato<\/strong>\u00a0per la\u00a0tua\u00a0soluzione\u00a0e\u00a0quindi\u00a0sei\u00a0l&#8217;unico\u00a0al mondo\u00a0che\u00a0cerca\u00a0di\u00a0risolvere\u00a0un\u00a0problema\u00a0inutile<\/li><\/ol>\n\n<p>In\u00a0entrambi\u00a0i\u00a0casi,\u00a0stai\u00a0rappresentando\u00a0un\u00a0tipo\u00a0di\u00a0imprenditore\u00a0che\u00a0<strong>non \u00e8 molto apprezzato dagli investitori<\/strong>.<\/p>\n\n<p>Avere dei concorrenti e conoscerli \u00e8 fondamentale per qualsiasi impresa, e soprattutto \u00e8 una cosa molto salutare. <\/p>\n\n<p><strong>Se la tua soluzione \u00e8 speciale, innovativa e unica<\/strong>, avr\u00e0 il potere di sconvolgere il mercato e ti permetter\u00e0 di ottenere quote di mercato valide per sviluppare un nuovo business.<\/p>\n\n<p>Quindi, in questa sezione della presentazione ti concentrerai sul mostrare che c&#8217;\u00e8 gi\u00e0 un mercato pieno di attori che stanno gi\u00e0 sviluppando il loro business nel tentativo di risolvere il problema da te identificato, e mostrerai cosa li caratterizza e perch\u00e9 tu sei diverso da tutti loro.<\/p>\n\n<p>Prendendo come esempio la slide della concorrenza proveniente da una presentazione di <strong>Facebook<\/strong>, potrai notare come i concorrenti siano sempre mostrati senza paura ma in modo intelligente.<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"486\" height=\"350\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_12.png\" alt=\"\" class=\"wp-image-17749\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_12.png 486w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_12-300x216.png 300w\" sizes=\"(max-width: 486px) 100vw, 486px\" \/><figcaption>  <\/figcaption><\/figure>\n\n<p>Si individuano infatti due variabili critiche per le quali Facebook \u00e8 diverso: la dimensione privata e l&#8217;intrattenimento. <strong>Facebook si trova in <\/strong><strong>alto a destra nella matrice.\u00a0<\/strong><\/p>\n\n<p>Durante la presentazione sta ovviamente a te, in qualit\u00e0 di imprenditore, motivare il fatto che il tuo posizionamento ha le giuste potenzialit\u00e0 per conquistare il mercato nel modo pi\u00f9 efficace\/efficiente rispetto ai tuoi concorrenti attivi.<\/p>\n\n<p>Un&#8217;altra\u00a0considerazione\u00a0interessante\u00a0riguarda<strong>\u00a0i\u00a0concorrenti\u00a0esteri<\/strong>.<\/p>\n\n<p>Potresti dimostrare che <strong>un concorrente con un modello molto simile sta avendo successo<\/strong> in un&#8217;area geografica diversa ma comparabile per le sue caratteristiche: questa \u00e8 una strategia molto interessante che permetter\u00e0 di ridurre il rischio che l&#8217;investitore percepir\u00e0.<\/p>\n\n<p>Alla\u00a0fine,\u00a0<strong>ricorda che non importa essere l&#8217;unico, ma essere l&#8217;unico in grado di fare le cose in un certo modo<\/strong>.<\/p>\n\n<p><strong>Avere dei concorrenti \u00e8 una cosa sana per una societ\u00e0<\/strong>:\u00a0significa\u00a0che\u00a0stai\u00a0andando\u00a0nella\u00a0direzione\u00a0giusta.<\/p>\n\n<p>Essere l&#8217;unico prodotto o servizio sul mercato non \u00e8 il punto, ma essere l&#8217;unico in grado di risolvere il problema in un certo modo \u00e8 quello che devi cercare di fare. <\/p>\n\n<p>Sarai\u00a0tu\u00a0a\u00a0introdurre\u00a0una\u00a0soluzione\u00a0originale\u00a0migliore\u00a0di quelle\u00a0esistenti.<\/p>\n\n<p>Questo \u00e8 il motivo per cui <strong>dovresti sempre mostrare la tua posizione rispetto alla concorrenza.<\/strong><\/p>\n\n<p>Nella\u00a0presentazione\u00a0e\u00a0nel\u00a0lancio\u00a0<strong>del primo iPhone nel 2007, Steve Jobs <\/strong>disse:<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">I<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">telefoni<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">oggi<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">sul<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">mercato<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span>non<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">sono<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">intelligenti<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span>e non<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">sono<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">assolutamente<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">facili<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span>da<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">usare<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">.<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">Gli<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span>smartphone<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">sono<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span>un po&#8217;<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">troppo<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">intelligenti<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">, ma non<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">sono<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">facili<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span>da<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">usare<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span>a causa<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">della<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">loro<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">tastiera<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span>in<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">plastica<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">.<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">Noi<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">abbiamo<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">inventato<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span>un<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">telefono<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">intelligente<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">,<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">estremamente<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\"><span>\u00a0<\/span>facile da<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW180513436 BCX0\" data-ccp-charstyle=\"Emphasis\" data-wac-het=\"1\">usare<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW180513436 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW180513436 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">.<\/span><\/span><span class=\"EOP SCXW180513436 BCX0\" data-ccp-props=\"{\" data-wac-het=\"1\">\u00a0<\/span><\/p><\/blockquote>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"851\" height=\"438\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_13.jpg\" alt=\"\" class=\"wp-image-17736\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_13.jpg 851w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_13-300x154.jpg 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_13-768x395.jpg 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_13-600x309.jpg 600w\" sizes=\"(max-width: 851px) 100vw, 851px\" \/><\/figure>\n\n<p>Il modo in cui introdusse l&#8217;iPhone \u00e8 stato diretto, e anche molto efficace. Senza cifre e grafici complessi, Steve Jobs individu\u00f2 i punti di diversificazione pi\u00f9 forti del suo nuovo prodotto e li mise in relazione con tutti gli altri. <\/p>\n\n<p>Nel caso dei telefoni, tutti conoscevano i concorrenti dell&#8217;epoca e tutti conoscevano l&#8217;esistenza dei cellulari, quindi questa matrice era facile da capire.<\/p>\n\n<p>Tuttavia, la\u00a0cosa\u00a0pi\u00f9\u00a0interessante\u00a0\u00e8\u00a0che\u00a0questa\u00a0rendeva\u00a0chiaro\u00a0come era\u00a0strutturato\u00a0<strong>il mercato, e il motivo per cui questo prodotto era unico rispetto agli altri<\/strong>.<\/p>\n\n<p>Come puoi vedere, Jobs non ha avuto paura di mostrare un mercato molto popolato. Non ha inventato il telefono, lo ha reinventato! <\/p>\n\n<h2 class=\"wp-block-heading\">GO TO MARKET <\/h2>\n\n<p>La\u00a0migliore\u00a0innovazione,\u00a0<strong>il\u00a0miglior\u00a0prodotto\u00a0o\u00a0servizio\u00a0fallir\u00e0\u00a0se la\u00a0gente\u00a0non ne\u00a0sar\u00e0\u00a0consapevole<\/strong>\u00a0e non ne\u00a0diventer\u00e0\u00a0l&#8217;utente.<\/p>\n\n<p>Molte volte sento dire alla gente: &#8220;presto sar\u00e0 online e vedrete, tutti si connetteranno al nostro sito perch\u00e9 \u00e8 geniale e non ce ne sono di simili&#8221;, per poi vedere imprenditori impalliditi di fronte a siti web non visitati. <\/p>\n\n<p>Qualsiasi progetto deve superare sfide tecnologiche proporzionate al livello di innovazione che intendiamo sviluppare. <\/p>\n\n<p>Tuttavia,\u00a0ogni\u00a0impresa\u00a0dovr\u00e0\u00a0scontrarsi\u00a0con la dura\u00a0realt\u00e0\u00a0del\u00a0mercato.<\/p>\n\n<p><strong>Come far\u00f2 a portare questo prodotto nelle mani dei miei potenz ali clienti<\/strong>, e come potr\u00f2 essere sicuro che lo acquisteranno?<\/p>\n\n<p>Tieni conto del fatto che, per quanto banale possa sembrare, questo \u00e8 uno dei punti che sta causando<strong>\u00a0il\u00a0maggior\u00a0numero\u00a0di\u00a0fallimenti\u00a0tra\u00a0le\u00a0startup<\/strong>.<\/p>\n\n<p>La sfida parte dal fatto che <strong>nessuno sa davvero come sviluppare un go to market vincente<\/strong> fino a quando non ci prover\u00e0.<\/p>\n\n<p>Tuttavia,\u00a0<strong>provare\u00a0\u00e8\u00a0costoso<\/strong>\u00a0e\u00a0molto\u00a0spesso\u00a0il\u00a0costo\u00a0diventa\u00a0letale.<\/p>\n\n<p>Tuttavia, la parte relativa all&#8217;aggressione al mercato \u00e8 storicamente una delle chiavi di successo in grado di fare la differenza.<\/p>\n\n<p>Pensa\u00a0a\u00a0<strong>Google<\/strong>, che quando \u00e8 nato non era certo il solo e tra i suoi concorrenti c&#8217;erano gi\u00e0 alcuni che lavoravano per risolvere lo stesso problema; ma dopo il suo lancio ora abbiamo al massimo un ricordo sbiadito degli altri motori di ricerca.<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"800\" height=\"450\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_14.png\" alt=\"\" class=\"wp-image-17738\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_14.png 800w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_14-300x169.png 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_14-768x432.png 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_14-600x338.png 600w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/><\/figure>\n\n<p>Come intendi sviluppare la strategia di marketing della tua idea? <\/p>\n\n<p>Uno dei migliori esempi per fare il punto viene dalla presentazione di <strong>Airbnb<\/strong>.<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"921\" height=\"687\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_15.jpg\" alt=\"\" class=\"wp-image-17740\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_15.jpg 921w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_15-300x224.jpg 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_15-768x573.jpg 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_15-600x448.jpg 600w\" sizes=\"(max-width: 921px) 100vw, 921px\" \/><\/figure>\n\n<p>Nella sezione Go-to-market, quella che chiamano<strong>\u00a0strategia\u00a0di\u00a0adozione<\/strong> presenta tre strategie di approccio al mercato:<\/p>\n\n<ul class=\"wp-block-list\"><li>la prima \u00e8 quella di connettersi per accogliere i turisti in occasione di grandi eventi <\/li><li>la seconda sfrutta le partnership strategiche, e la terza strategia \u00e8 la tecnica del Go-to-market che \u00e8 diventata famosa come uno degli hack di crescita pi\u00f9 brillanti nella storia delle start-up digitali <\/li><\/ul>\n\n<p>All&#8217;inizio, Airbnb ha dovuto superare il problema dell&#8217;equilibrio tra domanda e offerta. <\/p>\n\n<p>Per quanto riguarda l&#8217;offerta, di solito \u00e8 semplice, perch\u00e9 l&#8217;inserimento di appartamenti nel sistema \u00e8 solo una questione di pochi click. <\/p>\n\n<p>La vera sfida \u00e8 <strong>portare questi appartamenti all&#8217;attenzione dei viaggiatori<\/strong> che cercavano un&#8217;alternativa agli hotel.<\/p>\n\n<p>All&#8217;epoca, in assenza di Aribnb, un portale utilizzato per la ricerca di alloggi era un portale Craigslist, dove i proprietari di case inserivano un annuncio relativo al loro appartamento, e le persone che cercavano un alloggio per la durata del loro viaggio potevano contattarli. <\/p>\n\n<p><strong>Craigslist\u00a0<\/strong>non\u00a0gestiva\u00a0alcuna\u00a0transazione\u00a0al di\u00a0fuori\u00a0della\u00a0piattaforma, ma\u00a0aveva\u00a0<strong>un\u00a0enorme\u00a0database di\u00a0utenti\u00a0a cui fare\u00a0pubblicit\u00e0<\/strong>.<\/p>\n\n<p>Cos\u00ec, il team di Airbnb ha sviluppato un algoritmo che permetteva al proprietario di casa che pubblicava il suo appartamento su Airbnb di condividere automaticamente il suo post su Craigslist. <\/p>\n\n<p>Quel\u00a0post\u00a0su\u00a0<strong>Craigslist\u00a0<\/strong>aveva poi un link che gli utenti interessati potevano usare per approdare su <strong>Airbnb<\/strong>, dove\u00a0potevano\u00a0poi\u00a0gestire\u00a0la\u00a0transazione.<\/p>\n\n<p>In\u00a0pratica,\u00a0<strong>rubavano il traffico da Craigslist<\/strong>\u00a0per\u00a0passarlo\u00a0ad Airbnb.<\/p>\n\n<p>Questa\u00a0operazione\u00a0ha\u00a0permesso\u00a0ad Airbnb <strong>una\u00a0crescita\u00a0esplosiva<\/strong>, e quando Craigslist \u00e8 intervenuto per bloccare questo meccanismo, ormai era troppo tardi.<\/p>\n\n<p>Oltre al fatto che questa storia \u00e8 estremamente affascinante dal mio punto di vista, e ti invito ad approfondire la questione online, il motivo per cui te la racconto \u00e8 per mostrarti che raramente troverai un Go-to-market standard che qualcun altro ha realizzato, e che puoi semplicemente replicare per il successo.<\/p>\n\n<p>Ci sono troppe variabili in gioco che influenzano qualsiasi societ\u00e0, per poter realizzare un piano sicuro e generale. <\/p>\n\n<p>Il contesto del business, il momento in cui opera, il suo team, il mercato, ecc. <\/p>\n\n<p>L&#8217;unico modo per trovare il tuo percorso \u00e8 <strong>quello\u00a0di\u00a0testare\u00a0e\u00a0misurare\u00a0i\u00a0risultati<\/strong>.<\/p>\n\n<p>A\u00a0seconda\u00a0di\u00a0ci\u00f2\u00a0che\u00a0succeder\u00e0,\u00a0<strong>imparerai\u00a0e\u00a0reagirai<\/strong>, spesso in modo molto creativo.<\/p>\n\n<p>Airbnb presenta, in modo conciso, gli elementi chiave della sua strategia di accesso al mercato, che risolver\u00e0 le principali sfide del suo modello di business: l&#8217;acquisizione di appartamenti e la visibilit\u00e0 pubblicitaria.<\/p>\n\n<h2 class=\"wp-block-heading\">TEAM<\/h2>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"808\" height=\"387\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/16.png\" alt=\"\" class=\"wp-image-12605\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/16.png 808w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/16-300x144.png 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/16-768x368.png 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/16-600x287.png 600w\" sizes=\"(max-width: 808px) 100vw, 808px\" \/><figcaption>  <\/figcaption><\/figure>\n\n<p>Se\u00a0hai\u00a0una\u00a0buona\u00a0idea e una\u00a0squadra\u00a0scadente\u00a0il\u00a0tuo\u00a0fallimento\u00a0\u00e8\u00a0assicurato, se\u00a0invece\u00a0hai\u00a0una\u00a0cattiva\u00a0idea e una\u00a0squadra\u00a0brillante, la\u00a0tua\u00a0idea\u00a0sar\u00e0\u00a0perfezionata\u00a0o\u00a0abbandonata, e la\u00a0tua\u00a0squadra\u00a0ne\u00a0creer\u00e0\u00a0una\u00a0migliore.\u00a0 Ed Catmull, Fondatore di Pixar e Presidente di Walt Disney   Sante parole, grazie Ed! <\/p>\n\n<p>Spesso\u00a0si\u00a0sente\u00a0dire\u00a0che\u00a0sono\u00a0<strong>le\u00a0persone\u00a0a fare la\u00a0differenza<\/strong>, e questo \u00e8 ancora pi\u00f9 vero nei progetti imprenditoriali ad alto impatto innovativo.<\/p>\n\n<p>Un buon team composto da professionisti che hanno <strong>capacit\u00e0\u00a0complementari<\/strong>.<\/p>\n\n<p>Ad esempio, se stai sviluppando una webapp, potresti avere qualcuno che si occupa dello sviluppo del business e qualcun altro che si occupa dello sviluppo tecnico. <\/p>\n\n<p>In questo modo, avrai qualcuno che si occuper\u00e0 di creare la webapp, di programmarla, e che si occuper\u00e0 di attirare il traffico e di sviluppare il go-to-market. <\/p>\n\n<p>Chiaramente, se stai sviluppando una webapp e tutti i membri del team hanno un profilo business, nessuno sar\u00e0 in grado di sviluppare la soluzione e dovrai cercare un aiuto freelance<\/p>\n\n<p>Quindi continuerai a bruciare soldi per le attivit\u00e0 principali che dovrebbero essere sviluppate internamente. <\/p>\n\n<p>Non sto dicendo che non avrai successo, ma credo che il tuo progetto sar\u00e0 percepito come pi\u00f9 rischioso e quindi considerato meno interessante dagli investitor. <\/p>\n\n<p>\u00c8 importante lavorare con <strong>le persone di cui ti fidi<\/strong>, ma \u00e8 anche importante costruire il tuo team intorno a <strong>professionisti di cui il business ha bisogno<\/strong>.<\/p>\n\n<p>Ti\u00a0stai\u00a0chiedendo\u00a0<strong>come\u00a0mostrare\u00a0il\u00a0tuo\u00a0team\u00a0quando\u00a0presenti\u00a0il\u00a0tuo\u00a0lancio?<\/strong><\/p>\n\n<p>La prima cosa da fare \u00e8 comunicare chi fa cosa e per quale motivo quella persona faccia parte del team.<\/p>\n\n<p>Prendiamo, ad esempio, il lancio di Buffer.<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"602\" height=\"449\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/image15.png\" alt=\"\" class=\"wp-image-12644\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/image15.png 602w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/image15-300x224.png 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/image15-600x448.png 600w\" sizes=\"(max-width: 602px) 100vw, 602px\" \/><\/figure>\n\n<p>Joel Gascoigne \u00e8 uno dei co-fondatori e ha la capacit\u00e0, dimostrata dalla sua esperienza, di far funzionare il modello di business.<\/p>\n\n<p>Il mio consiglio \u00e8 quello di sfruttare positivamente ogni possibile consulente o altro investitore, mantenendoli per\u00f2 accuratamente separati dal team operativo.<\/p>\n\n<p><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">Infine<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">,<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">permettimi<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>di<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">consigliarti<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>di<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">utilizzare<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">foto<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">che<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">offrano<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>un<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">volto<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>e una<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">personalit\u00e0<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">,<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">oltre<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">che<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">il<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>carattere<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">dei<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">membri<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>del<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">tuo<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\"><span>\u00a0<\/span>team<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW15725245 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW15725245 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">.\u202f<\/span><\/span><span class=\"EOP SCXW15725245 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<h2 class=\"wp-block-heading\">PROIEZIONI FINANZIARIE<\/h2>\n\n<p><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">La<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">pianificazione<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">delle<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">risorse<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">finanziarie<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">\u00e8<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">fondamentale<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span>per<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">il<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">sostegno<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span>del business<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">nel<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span>medio e<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">lungo<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW52952575 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">periodo<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW52952575 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW52952575 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">.<\/span><\/span><span class=\"EOP SCXW52952575 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p><i><span data-contrast=\"none\">Tutte<\/span><\/i><i><span data-contrast=\"none\">\u00a0le\u00a0<\/span><\/i><i><span data-contrast=\"none\">societ\u00e0<\/span><\/i><i><span data-contrast=\"none\">\u00a0<\/span><\/i><i><span data-contrast=\"none\">che<\/span><\/i><i><span data-contrast=\"none\">\u00a0<\/span><\/i><i><span data-contrast=\"none\">falliscono<\/span><\/i><i><span data-contrast=\"none\">\u00a0<\/span><\/i><i><span data-contrast=\"none\">hanno<\/span><\/i><i><span data-contrast=\"none\">\u00a0una causa\u00a0<\/span><\/i><i><span data-contrast=\"none\">comune<\/span><\/i><i><span data-contrast=\"none\">\u00a0di\u00a0<\/span><\/i><i><span data-contrast=\"none\">fallimento<\/span><\/i><i><span data-contrast=\"none\">:\u00a0<\/span><\/i><i><span data-contrast=\"none\">hanno<\/span><\/i><i><span data-contrast=\"none\">\u00a0<\/span><\/i><i><span data-contrast=\"none\">esaurito<\/span><\/i><i><span data-contrast=\"none\">\u00a0le\u00a0<\/span><\/i><i><span data-contrast=\"none\">loro<\/span><\/i><i><span data-contrast=\"none\">\u00a0<\/span><\/i><i><span data-contrast=\"none\">risorse<\/span><\/i><i><span data-contrast=\"none\">\u00a0<\/span><\/i><i><span data-contrast=\"none\">finanziarie<\/span><\/i><i><span data-contrast=\"none\">.<\/span><\/i><span data-ccp-props=\"{\" data-wac-het=\"1\">\u00a0<\/span>\u00a0<\/p><cite>Don Valentine, Sequoia Capital\u00a0<\/cite><\/blockquote>\n\n<p>Gli imprenditori dovrebbero avere la capacit\u00e0 di pianificare la propria attivit\u00e0 per gestirla in modo razionale e con una prospettiva a lungo termine, per non essere influenzati dagli eventi quotidiani e per far apparire la societ\u00e0 interessante agli occhi degli investitori.<\/p>\n\n<p><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">Il<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">calcolo<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">delle<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">previsioni<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">finanziarie<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">richiede<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span>tempo e<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">, per<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">mantenerle<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">, ne<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">avrai<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">bisogno<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span>di nuovo,<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">soprattutto<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span>se<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">seguirai<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span>le<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">dinamiche<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span>di<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">rapida<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"SpellingError SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\">evoluzione<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-charstyle=\"Strong\" data-wac-het=\"1\"><span>\u00a0<\/span>di una startup<\/span><\/span><span data-contrast=\"none\" class=\"TextRun SCXW97964216 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW97964216 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">.<\/span><\/span><span class=\"EOP SCXW97964216 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<p>Se stai pensando alla grande tabella del conto profitti, proiettata in 5 anni, ti sbagli di grosso!<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"2560\" height=\"1440\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/18.png\" alt=\"\" class=\"wp-image-12610\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/18.png 2560w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/18-1536x864.png 1536w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/18-300x169.png 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/18-768x432.png 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/18-1024x576.png 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/18-600x338.png 600w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/><\/figure>\n\n<p>In effetti, \u00e8 vero che dovrai archiviare correttamente i numeri e realizzare con cura le future previsioni economico-finanziarie, ma <strong>non sar\u00e0 assolutamente necessario mostrare tutti i numeri in dettaglio<\/strong> in una presentazione di lancio.<\/p>\n\n<p>In primo luogo, dovresti tenere in considerazione il fatto che <strong>gli investitori sono generalmente pi\u00f9 sensibili all&#8217;economia<\/strong> e pi\u00f9 precisi degli imprenditori, questo causer\u00e0 domande imbarazzanti che, in alcuni casi, potrebbero anche interrompere la tua presentazione.<\/p>\n\n<p>Inoltre, in quei pochi minuti in cui presenterai la tua presentazione potresti facilmente sentirti agitato, e magari non essere in grado di ricordare tutti i dettagli delle ipotesi fatte per raggiungere un certo numero, quindi potresti finire per sembrare un imprenditore che non \u00e8 preparato sui suoi stessi numeri.<\/p>\n\n<p>In generale, in questo momento della tua presentazione sarai sempre in grado di trasmettere informazioni all&#8217;investitore: la portata della tua ambizione imprenditoriale non \u00e8 il negozio di quartiere, ma un nuovo modello di business potenzialmente dirompente per il settore a livello mondiale. <\/p>\n\n<p>Quindi, dalle proiezioni finanziarie, la prima cosa che si pu\u00f2 ricavare \u00e8 <strong>l&#8217;ambizione\u00a0e\u00a0il\u00a0potenziale\u00a0del\u00a0business<\/strong>.<\/p>\n\n<p>Infatti, considerando che il risultato sar\u00e0 sicuramente sovrastimato dall&#8217;imprenditore, possiamo dire che i numeri indicati saranno considerati come un limite massimo che sar\u00e0 difficilmente raggiungibile. <\/p>\n\n<p>Da\u00a0questo\u00a0punto di vista\u00a0ti\u00a0dico\u00a0di\u00a0<strong>mostrarti ambizioso, ma sempre attento a tenere i piedi per terra<\/strong> e a tenere presente la differenza tra le stime ambiziose e quelle improbabili.<\/p>\n\n<p>Un modo efficace per mostrare questa sezione consiste in un grafico <strong>dell&#8217;EBITDA<\/strong>.<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"2560\" height=\"1440\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/19.png\" alt=\"\" class=\"wp-image-12615\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/19.png 2560w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/19-1536x864.png 1536w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/19-300x169.png 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/19-768x432.png 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/19-1024x576.png 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/19-600x338.png 600w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/><\/figure>\n\n<p>Mostrati ambizioso e non trattenerti. <\/p>\n\n<p>Questa \u00e8 una delle caratteristiche che il tuo piano finanziario dovrebbe soddisfare. <\/p>\n\n<p>Infatti, come continuo a dire, siamo tutti consapevoli della bassa probabilit\u00e0 di previsioni a lungo termine, che permettono di piantare la bandiera su un risultato che si vorrebbe raggiungere. <\/p>\n\n<p>Se stai presentando una startup il cui obiettivo \u00e8 quello di realizzare 80K\u20ac al suo quinto anno, con 4 anni di risultati negativi prima di raggiungere il punto di pareggio (il punto in cui i profitti sono pari ai costi), probabilmente non sar\u00e0 una startup interessante per un investitore. <\/p>\n\n<p>La ricerca mostra che <strong>il cervello umano reagisce molto meglio alla dimensione<\/strong> del finanziamento che al rischio ad esso connesso.<\/p>\n\n<p>In breve, <strong>i grandi numeri<\/strong>, anche con il potenziale e l&#8217;alto rischio, <strong>attirano l&#8217;attenzione degli investitori<\/strong> molto pi\u00f9 facilmente rispetto a quelli piccoli.<\/p>\n\n<p><strong>Non aver paura di essere ambizioso.\u00a0<\/strong><\/p>\n\n<p>Se hai bisogno di un importante stimolo finanziario che implicherebbe l&#8217;intervento di un fondo di investimento, dovresti p<strong>resentare\u00a0un piano\u00a0finanziario\u00a0adeguato<\/strong>.<\/p>\n\n<p>Infine, non dimenticare di menzionare quando il progetto prevede il raggiungimento del pareggio.<\/p>\n\n<p>\u00c8 vero che vuoi attirare investitori su cifre ambiziose, ma devi anche lavorare per <strong>mitigare il loro rischio<\/strong>.<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"2560\" height=\"1440\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/20.png\" alt=\"\" class=\"wp-image-12620\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/20.png 2560w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/20-1536x864.png 1536w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/20-300x169.png 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/20-768x432.png 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/20-1024x576.png 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/20-600x338.png 600w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/><figcaption>  <\/figcaption><\/figure>\n\n<p>Infine, durante il pitch, <strong>non vorrai che gli investitori interessati si blocchino sulle proiezioni finanziarie<\/strong>\u00a0con\u00a0domande\u00a0dettagliate\u00a0sui\u00a0calcoli.<\/p>\n\n<p>Il tuo obiettivo \u00e8 terminare la presentazione il pi\u00f9 rapidamente possibile.<\/p>\n\n<p><strong>Evitare\u00a0di\u00a0proiettare\u00a0tutti\u00a0i\u00a0dettagli<\/strong> con una tabella ti aiuter\u00e0 anche ad<strong>\u00a0evitare\u00a0domande\u00a0scomode<\/strong>.<\/p>\n\n<p>Il\u00a0mio\u00a0consiglio\u00a0\u00e8 di\u00a0tenere\u00a0la slide con la\u00a0tabella\u00a0nascosta\u00a0o\u00a0tenuta\u00a0come\u00a0backup\u00a0(ti\u00a0consiglio\u00a0di\u00a0leggere:\u202f<a class=\"Hyperlink SCXW238342835 BCX0\" href=\"https:\/\/mauriziolacava.com\/lean-presentation-design-blog\/charts-tables-for-presentations\/presenting-data-in-powerpoint\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">la<span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">guida<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">definitiva<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">alla<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">presentazione<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">dei<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">dati<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span><\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\">su<\/span><\/span><span data-contrast=\"none\" class=\"TextRun Underlined SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-charstyle=\"Hyperlink\" data-wac-het=\"1\"><span>\u00a0<\/span>PowerPoint<\/span><\/span><\/a><span data-contrast=\"none\" class=\"TextRun SCXW238342835 BCX0\" xml:lang=\"EN-GB\" lang=\"EN-GB\"><span class=\"NormalTextRun SCXW238342835 BCX0\" data-ccp-parastyle=\"Normal (Web)\" data-wac-het=\"1\">).<\/span><\/span><span class=\"EOP SCXW238342835 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<p>Potrebbe risultare utile se, terminata la presentazione, ti venissero poste domande pi\u00f9 dettagliate. <\/p>\n\n<h2 class=\"wp-block-heading\">DOMANDA DI FINANZIAMENTO <\/h2>\n\n<p>Fare un&#8217;ottima presentazione significa arrivare alla fine coinvolgendo realmente il pubblico e quindi essere pronti ad avanzare la richiesta di adottare la tua idea e richiedere un finanziamento. <\/p>\n\n<p>Considera questo momento come quello in cui un cliente che visita una pagina di Amazon clicca sul pulsante &#8220;acquista ora&#8221;. <\/p>\n\n<p>Attenzione, per\u00f2! <\/p>\n\n<p><strong>Difficilmente\u00a0una\u00a0presentazione\u00a0sar\u00e0\u00a0sufficiente\u00a0per\u00a0ottenere\u00a0un\u00a0finanziamento.\u00a0<\/strong><\/p>\n\n<p>Sar\u00e0 sicuramente fondamentale per essere conosciuti e per continuare il tuo percorso finanziario (tranne che per le gare d&#8217;appalto). <\/p>\n\n<p>In ogni caso, l&#8217;obiettivo consiste nell&#8217;interessare gli investitori a continuare, se non a finanziarti direttamente, ad approfondire la conoscenza della tua attivit\u00e0. <\/p>\n\n<p>Se\u00a0finora\u00a0hai\u00a0lavorato\u00a0bene,\u00a0questo\u00a0\u00e8\u00a0il\u00a0momento\u00a0<strong>di far avanzare la richiesta di finanziamento<\/strong> indicando l&#8217;importo che stai cercando, il rapporto sullo stato di avanzamento della raccolta fondi, e le assegnazioni previste dai fondi richiesti.<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"2560\" height=\"1441\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/21-scaled.jpg\" alt=\"\" class=\"wp-image-12626\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/21-scaled.jpg 2560w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/21-scaled-1536x865.jpg 1536w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/21-scaled-300x169.jpg 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/21-scaled-768x432.jpg 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/21-scaled-1024x576.jpg 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/21-scaled-600x338.jpg 600w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/><figcaption>  <\/figcaption><\/figure>\n\n<p>Ad\u00a0esempio, <strong>la slide di\u00a0Fittr<\/strong>\u00a0mostra\u00a0chiaramente\u00a0la\u00a0domanda\u00a0e poi\u00a0elenca\u00a0come\u00a0verranno\u00a0investiti\u00a0i\u00a0fondi\u00a0raccolti.<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"1200\" height=\"709\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_22.jpg\" alt=\"\" class=\"wp-image-17742\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_22.jpg 1200w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_22-300x177.jpg 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_22-1024x605.jpg 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_22-768x454.jpg 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_22-600x355.jpg 600w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/figure>\n\n<p>Il mio suggerimento \u00e8 di aggiungere un ulteriore passaggio e di mostrare le percentuali di assegnazione. In questo modo, mostrerai il saldo con cui stanzierai i fondi, dando un&#8217;importanza diversa alle varie parti.<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"2560\" height=\"1440\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/23.png\" alt=\"\" class=\"wp-image-12631\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/23.png 2560w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/23-1536x864.png 1536w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/23-300x169.png 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/23-768x432.png 768w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/23-1024x576.png 1024w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/03\/23-600x338.png 600w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/><\/figure>\n\n<p>Ricordati\u00a0sempre\u00a0di\u00a0terminare\u00a0ogni\u00a0presentazione\u00a0con una\u00a0richiesta\u00a0esplicita.<\/p>\n\n<p>Dopotutto, se l&#8217;hai mostrata ad alcune persone lo hai fatto perch\u00e9 volevi che facessero qualcosa. Quindi non dimenticare mai di chiederglielo. <\/p>\n\n<p>Se non avrai bisogno di finanziamenti imminenti o se stai semplicemente cercando qualcos&#8217;altro, come ad esempio un partenariato strategico, non esitare a richiederlo esplicitamente. <\/p>\n\n<p>Ricordati che tutti gli sforzi che hai fatto finora saranno stati fatti solo per posizionarti nelle migliori condizioni per avanzare tale richiesta. <\/p>\n\n<h2 class=\"wp-block-heading\">PIANO D\u2019AZIONE <\/h2>\n\n<p>Una delle maggiori preoccupazioni degli investitori \u00e8 quella di seguire l&#8217;andamento del suo portafoglio di investimenti. <\/p>\n\n<p>Questo perch\u00e9, a sua volta, deve rendere conto agli investitori che hanno finanziato il fondo. <\/p>\n\n<p>Questo \u00e8 un lavoro difficile, perch\u00e9 ogni start-up ha tempi diversi, metriche diverse e persone diverse che vi operano. <\/p>\n\n<p>Questo \u00e8 il motivo per cui gestire le aspettative ed essere pronti ad impegnarsi su alcune pietre miliari sicuramente rassicurer\u00e0 l&#8217;investitore e ti permetter\u00e0 di finire con stile la tua presentazione.<\/p>\n\n<p>In questo caso, potrai utilizzare una linea temporale come il modello grafico, ma fai attenzione a riportare solo il periodo di tempo in cui prevedi di utilizzare il finanziamento. <\/p>\n\n<p>Quindi, evita di presentare una tabella di marcia ventennale quando sai bene che in una start-up anche un solo anno pu\u00f2 capovolgere completamente la tua performance aziendale.<\/p>\n\n<p><strong>Buffer<\/strong>, in modo molto semplice, ha combinato gli elementi di sviluppo dei prodotti (lancio della web app, lancio delle API) con la crescita degli utenti e l&#8217;impatto sui ricavi.<\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"623\" height=\"447\" src=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_24.png\" alt=\"\" class=\"wp-image-17744\" srcset=\"https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_24.png 623w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_24-300x215.png 300w, https:\/\/shop.mauriziolacava.com\/wp-content\/uploads\/2020\/05\/BLOG_Ultimate-Startup-Pitch-Structure_24-600x430.png 600w\" sizes=\"(max-width: 623px) 100vw, 623px\" \/><\/figure>\n\n<p>Questa slide d\u00e0 un&#8217;idea del fatto che con il lancio dell&#8217;API sar\u00e0 possibile integrare il prodotto con applicazioni esterne, e quindi si \u00e8 posto l&#8217;obiettivo di realizzare 50 applicazioni entro dicembre 2011.<\/p>\n\n<p>Grazie a questa strategia, si prevedono 100k utenti e 288k dollari di ricavi entro il 2012. <\/p>\n\n<p>La crescita proseguir\u00e0 poi in modo aggressivo e lungimirante a partire dal gennaio 2013 degli anni successivi. <\/p>\n\n<p>Attenzione anche al fatto che alcune date sono segnate in grigio e altre in verde.   <\/p>\n\n<p>Questa differenza porta a pensare che alcune rappresentino delle pietre miliari gi\u00e0 raggiunte, altre devono ancora essere raggiunte. <\/p>\n\n<p>Credo che sia abbastanza efficace mostrare i risultati raggiunti e come siano funzionali al raggiungimento di quelli successivi. <\/p>\n\n<p>Mostrando\u00a0il\u00a0risultato\u00a0gi\u00e0\u00a0raggiunto,\u00a0sembrer\u00e0\u00a0pi\u00f9\u00a0credibile\u00a0che\u00a0la start-up\u00a0raggiunga\u00a0anche\u00a0quelli\u00a0successivi.<\/p>\n\n<h2 class=\"wp-block-heading\">Create an Excellent Pitch Deck with This Startup Pitch Structure<\/h2>\n\n<p>Comunicare il tuo progetto con una presentazione efficace \u00e8 quindi fondamentale per la sua realizzazione. Non trascurate l&#8217;attivit\u00e0 di presentazione, perch\u00e9 \u00e8 una delle poche attivit\u00e0 che non potrai delegare. <\/p>\n\n<p>Per creare una presentazione efficace, non sar\u00e0 sufficiente essere bravi con PowerPoint. Dietro la presentazione di un progetto, come hai visto, ci sono molte sfide da superare.<\/p>\n\n<p>Preparati a migliorare il tuo modo di parlare in pubblico e usa questo articolo per compilare la tua presentazione in modo ordinato e con il giusto livello di contenuti. <\/p>\n\n<h2 class=\"wp-block-heading\">FONTI<\/h2>\n\n<p><a href=\"https:\/\/mauriziolacava.com\/lean-presentation-design-blog\/presentations-resources\/the-ultimate-guide-to-creating-a-brilliant-startup-pitch-presentation\/\"><span data-contrast=\"none\">Startup<\/span><span data-contrast=\"none\">\u00a0pitch deck: the ultimate guide to create a brilliant\u00a0<\/span><span data-contrast=\"none\">startup<\/span><span data-contrast=\"none\">\u00a0pitch presentation<\/span><\/a><\/p>\n\n<p><a href=\"https:\/\/medium.com\/dropbear-tech\/airbnb-the-growth-story-unveiled-e40d7e2e9b3b\"><span data-contrast=\"none\">Airbnb \u2013 The growth story unveiled<\/span><\/a><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\" data-wac-het=\"1\">\u00a0<\/span><\/p>\n\n<p><a href=\"https:\/\/www.ncbi.nlm.nih.gov\/pubmed\/16216685\">The neuroscience of investing: fMRI of the reward system<\/a>&#13;\n<h2>Potresti trovare utile anche<\/h2>&#13;\n<a href=\"https:\/\/shop.mauriziolacava.com\/it\/lean-presentation-storytelling\/startup-pitch-vincente\/\">Startup pitch: come crearne uno vincente e ottenere un finanziamento<\/a>&#13;\n&#13;\n\u00a0&#13;\n&#13;\n<a href=\"https:\/\/shop.mauriziolacava.com\/it\/arte-di-presentare\/come-iniziare-una-presentazione-e-catturare-subito-lattenzione\/\">Come iniziare una presentazione e catturare l\u2019attenzione da subito<\/a>&#13;\n&#13;\n\u00a0&#13;\n&#13;\n<a href=\"https:\/\/shop.mauriziolacava.com\/it\/presentation-design\/icone-per-powerpoint\/\">Icone per PowerPoint \u2013 La guida definitiva<\/a>&#13;\n&#13;\n\u00a0&#13;\n&#13;\n<a href=\"https:\/\/shop.mauriziolacava.com\/it\/lean-presentation-storytelling\/tecniche-di-storytelling-per-presentazioni-caso-studio-reale\/\">Tecniche di storytelling per presentazioni \u2013 caso studio reale<\/a>&#13;\n&#13;\n\u00a0&#13;\n&#13;\n<a href=\"https:\/\/shop.mauriziolacava.com\/it\/progettazione-grafica-it\/presentazioni-ppt-belle-regola-dei-terzi\/\">Realizza presentazioni PPT Belle e professionali con la regola dei terzi<\/a>&#13;\n&#13;\n\u00a0&#13;\n&#13;\n<a href=\"https:\/\/shop.mauriziolacava.com\/it\/presentare-dati\/visualizzazione-dei-dati-per-presentazioni\/\">Visualizzazione dei dati con il data storytelling per presentazioni<\/a>&#13;\n&#13;\n\u00a0&#13;\n&#13;\n<a href=\"https:\/\/shop.mauriziolacava.com\/it\/lean-presentation-storytelling\/presentazioni-efficaci-per-vendere-idea\/\">\u0421ome vendere le proprie idee con presentazioni efficaci<\/a>&#13;\n&#13;\n\u00a0&#13;\n&#13;\n<a href=\"https:\/\/shop.mauriziolacava.com\/it\/arte-di-presentare\/presentazioni-online-come-farle\/\"><span>Come realizzare presentazioni online che lasciano il segno<\/span><\/a><span>\u00a0\u00a0\u00a0<\/span>&#13;\n&#13;\n\u00a0&#13;\n&#13;\n<a href=\"https:\/\/shop.mauriziolacava.com\/it\/presentation-design\/come-creare-un-template-powerpoint-business\/\"><span>Come creare un template PowerPoint business<\/span><\/a><span>\u00a0\u00a0\u00a0<\/span>&#13;\n&#13;\n\u00a0&#13;\n&#13;\n<a href=\"https:\/\/shop.mauriziolacava.com\/it\/presentare-dati\/come-creare-una-timeline-in-powerpoint\/\"><span>Template Timeline Powerpoint: come crearli al meglio<\/span><\/a>&#13;\n&#13;\n\u00a0<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Uno startup pitch di successo \u00e8 composto da un&#8217;efficace storyline, un deck di slide con un design d&#8217;impatto ed un&#8217;accurata scelta dei contenuti<\/p>\n","protected":false},"author":2,"featured_media":12440,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_uag_custom_page_level_css":"","_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[66],"tags":[],"class_list":{"0":"post-16239","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-lean-presentation-storytelling","8":"entry"},"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v23.6 (Yoast SEO v27.9) - 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