Scott Kupor, managing partner at Andreessen Horowitz, talks to Carmine Gallo about pitch techniques, storytelling and communication skills.
, is behind some of the biggest names in the startup world. The firm's portfolio of investments include multi-billion dollar ‘unicorns’ that have gone public or are expected to go public this year: Lyft, Slack, Pagerduty,, Pinterest and Airbnb among others.
In the following video, Kupor and I discuss the art of pitching, storytelling and our mutual love of country music. It’s an entrepreneur’s job to be a “patient and inspiring teacher.” In other words, don’t assume that your audience—even one made of up VCs—understands your market or its potential size.
The pitch worked and a16z’s stake in Lyft was worth an estimated $1.2 billion when the company went publicStep two is the most critical aspect of the pitch. It’s your job as an entrepreneur to answer the question, Why should an investor back you and your team instead of another entrepreneur who might have a similar idea?
Investors also want to know why your idea is ten times better than the existing alternatives. They want to be walked through the process. Simply put, VCs want to know that an entrepreneur has a plan to win customers—the lifeblood of a company. Kupor says this is often the most underdeveloped section of the pitch, especially for early-stage companies.
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