Why We Ask Founders to Imagine Their Pitching With No Slides.

Going Deck-Free Can Win the Room.

Our latest article focused on a key exercise we undertake with founders before working together: cutting their pitch decks in half. This exercise transcends mere brevity—it sharpens focus, clarifies the message, and amplifies the impact of each slide.

Now, we're pushing the boundaries even further—we’re asking them to imagine stepping into their next pitch without a single slide. This isn't just about stripping away visuals; it's about revealing the essence of their startups, presenting their vision in its purest form to capture the imagination and commitment of the audience.

A Few Heroes of the No-Slide Zone

Each of these stories illustrates how founders can successfully leverage creativity, personal stories, and strategic insights to connect with investors and secure funding in ways that traditional pitches might not.

Company: Notion
Founder: Ivan Zhao
Investor: Josh Kopelman, First Round Capital
Source: Forbes

Pitch:
Instead of using slides, Ivan Zhao engaged in a deep philosophical conversation about how tools influence human thought, aligning this with Notion’s potential to innovate productivity tools. His pitch involved a lengthy dive into the origins of paper. Sometimes, pitching the philosophy behind your product rather than the product itself can spark the imagination of investors looking for the next big idea. In the words of Josh Kopelman from First Round Capital: “I remember walking out and thinking, that this is different from any founder pitch I’ve ever taken. There was no screenshot, no mockup. It was very conceptual, but I felt like I understood at the highest level what he wanted to do.”

Company: Airbnb
Founders: Brian Chesky, Joe Gebbia, Nathan Blecharczyk
Accelerator: Y Combinator
Source: Medium

Pitch:
Leveraging their creativity and the second "B" in Airbnb - originally for "breakfast” - during financial strains, the Airbnb founders used presidential-themed cereal boxes to demonstrate their hustle and innovative thinking at Y Combinator. Never underestimate the power of a creative narrative to demonstrate your team's resilience and ingenuity—investors buy into bold, problem-solving mindsets. Paul Graham, from Y Combinator famously remarked, “If you can convince people to pay $40 for a $4 box of cereal, maybe you can get strangers to stay in other strangers’ homes.”

Company: WeWork
Founder: Adam Neumann
Investor: Masayoshi Son, SoftBank
Source: Financial Times

Pitch:
Adam Neumann masterfully personalized his pitch to resonate deeply with Masayoshi Son's vision for groundbreaking change. During a keynote at Startup India, amidst a large crowd, Neumann uniquely directed his speech to Son, creating an intimate conversation in a public setting. This thoughtful approach along with a 12’ in WeWork's flagship office, lead to a monumental $4.4 billion investment from SoftBank. More than just funding a business plan, Son invested in a shared vision and a dynamic founder. Understanding and connecting with an investor’s personal ambitions, and demonstrating your concept’s potential in a tangible way, can lead to significant financial support.

Company: Magic Leap
Founder: Rony Abovitz
Investor: Google, Alibaba, and others
Source: Forbes

Pitch:
Rony Abovitz piqued curiosity and excitement by releasing cryptic teasers of Magic Leap’s cutting-edge AR technology, choosing mystique over detailed technical presentations. This approach created a buzz that led to nearly $2 billion in pre-launch funding from tech giants captivated by the promise of what they hadn't yet fully seen. Creating a sense of mystery can significantly amplify interest and investment; showing less can sometimes lead to expecting more.

Company: Who Gives a Crap
Founder: Simon Griffiths
Investor: Crowdfunded through IndieGogo
Source: Smart Company

Pitch:
Simon Griffiths certainly caught attention by sitting on a toilet during a livestream until he reached his crowdfunding goal on IndieGogo. This bold stunt was not just for show; it underscored the mission of Who Gives a Crap, a company dedicated to improving sanitation globally. Griffiths' pitch not only went viral but also effectively highlighted the brand’s commitment to social impact, leading to the successful launch of their eco-friendly toilet paper. Sometimes, stepping into an uncomfortable spot can spotlight your mission more effectively than any traditional pitch, blending humor with authenticity to connect deeply with your audience.

So, Why Pitch Without Slides?

Even if you don't end up using them, preparing to go slide-less offers significant advantages. Here’s why ditching the deck can be a game-changer:

• The Power of Storytelling: Engage your audience with compelling stories that resonate more deeply than any slide ever could.

• Demonstrating Confidence: Show that your belief in your business and ideas is so strong, you don't need a PowerPoint to reinforce it.

• Adaptable Anywhere: Tailor your pitch spontaneously to suit the dynamics of any room—beyond the constraints of pre-prepared slides.

• The Simplicity Effect: Focus on the essentials—your message, your passion, your vision—letting them shine through without distraction.

Challenge Yourself: What if You Killed Your Deck

Imagine your next pitch: just you, your story, and the room. Can you captivate, inspire, and convince with nothing but the strength of your narrative? Then take this pitch and turn it into the first slide of your deck.

Conclusion

Perfecting a pitch without slides doesn't just equip founders for the unexpected—it ensures that if they do use a slide again, it'll be nothing short of riveting. Peeling back to the bare bones of their pitch to discover the raw power of words. This is more than a challenge; it’s the chance for them to show the heart and hustle behind their startups.

The BORRN team will delve further into successful pitching on Thursday, May 30th, during our workshop "Pitching to Investors: Making Every Word Count" at the Reflect Festival in Cyprus. Learn more about our session and the full event agenda here.