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<h2 class="hd hd-2 unit-title">Pitch Advice from Megan Smith</h2>
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<p>Before we dive into examples, we wanted to share one more burst of inspiration from Megan Smith, one of Solve's advisors with a long history of social entrepreneurship, technology, and pitching new ideas to new people. </p>
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<h3 class="hd hd-2">Pitch Advice from Megan Smith</h3>
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<h2 class="hd hd-2 unit-title">Basic Pitch Structure</h2>
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<p>In the opening video, we mentioned five major questions to try to answer when reading or watching a pitch:</p>
<ol>
<li><span role="link" data-index="41" data-start="112210" tabindex="0">Do you understand the problem they're trying to solve?<br /></span></li>
<li><span role="link" data-index="42" data-start="116080" tabindex="0">Do you understand what their solution actually does?</span></li>
<li><span role="link" data-index="43" data-start="120580" tabindex="0">How does their solution solve the problem?</span></li>
<li><span role="link" data-index="44" data-start="124130" tabindex="0">How do they make money?</span></li>
<li><span role="link" data-index="45" data-start="126490" tabindex="0">How do they plan to scale up their impact?</span></li>
</ol>
<p>Let's map each of these questions to our three concepts.</p>
<ul>
<li>An Impact Opportunity should answer the first question.</li>
<li>A Theory of Change should answer the second and third questions.</li>
<li>And a Strategy for Scale should answer the fourth and fifth questions.</li>
</ul>
<p>An ideal pitch will manage to answer all five questions, with some variation for context. A good rule of thumb is to spend roughly equal time on answering each question, with two key notes:</p>
<ol>
<li>First, it's easy to spend lots of time on the problem – but try not to. Most audiences are willing to believe you that problems exist and are important, so if you only have 3 minutes (or 30 seconds of reading), you want to spend that time talking about what you're doing to solve it.</li>
<li>Second, if you're going to spend extra time on any one question, make sure you clearly explain <em>what you actually do</em>. There are many examples, particularly of written pitches, that focus on the broad goals, or the type of technology they use, but never clearly define their specific activities or implementation of that technology.</li>
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<p>Let's look at all of these questions across four examples from Solver teams this week!</p>
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<h2 class="hd hd-2 unit-title">Elpis Solar</h2>
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<p>We first looked at Elpis Solar for their Strategy for Scale. Here, let's look at their overall pitch, in three versions:</p>
<ol>
<li>A written version (taken from their <a href="https://solve.mit.edu/challenges/community-driven-innovation/solutions/7247/application#solution-subnav-offset" target="_blank">Solve application</a>).</li>
<li>A low-production filmed version (uploaded as part of their application).</li>
<li>A formal pitch with an audience, as part of Solve Challenge Finals 2019.</li>
</ol>
<p>Each version covers the same set of information, but with slightly different approaches for these different settings. Watch for how they frame the Impact Opportunity, and where they use video or visuals in each case.</p>
<p>First, their written pitch (taken directly from their application):</p>
<p style="padding-left: 30px;">With over 68 million refugees and growing we live in the greatest era of mass migration known to man. Current camps lack access to the most essential services (clean water, electricity, education).</p>
<p style="padding-left: 30px;">Our vision is to empower refugees around the world to lead a prosperous life wherever they go, re-instilling hope for their future. That is why we have developed next-generation off-grid solar-tech solutions that catalyze the transformation of stagnant refugee communities into places of opportunity and growth. Our solutions are operated by refugees who enable essential services in their communities through our devices (water filtration, mobile phone charging, digital services and light).</p>
<p style="padding-left: 30px;">With a current proof-of-concept deployment of 11 solar systems across 6 refugee camps in Europe and Africa (Greece, Rwanda), impacting more than 30,000 people per month - we have a validated approach that if scaled up will impact the lives of millions.</p>
<p>This written pitch is a great example of taking 1-2 sentences from each of the three concepts we've covered, and getting a clear basic pitch out of it. Remember that in the case of the Solve application, they have lots of space to elaborate on each of these parts on the same page - this serves as a summary of the rest of what they've written. Even in this short form, they have some key statistics, outcomes, inputs, and outputs for a Theory of Change, as well as initial evidence to support moving towards scale.</p>
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<h3 class="hd hd-2">Submission Pitch Video: Elpis Solar</h3>
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<h3 class="hd hd-2">Live Pitch Video: Elpis Solar</h3>
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<p>Second, let's return to Education Modified. We asked Melissa Corto to record her pitch on her cell phone to give a sense of how a great pitch can still be low-production. Melissa's pitches are clearly well-practiced, and they demonstrate how to use additional time to fit the setting and audience. In her shorter pitch, Melissa starts with a 1-sentence overview of what she does. She adds two separate sentences on why this problem matters, spaced throughout the pitch, and finishes with the potential scale. There isn't enough time in 1 minute to get into details on Strategy for Scale or Theory of Change - that's okay! You're probably giving a 1-minute pitch in a setting where people can come ask you questions if they want to know more.</p>
<p>For her longer pitch, Melissa adds a personal story to set the context on Impact Opportunity, along with adding statistics. You can see that at the bottom of this page. Finally, here's her written pitch for Education Modified in <a href="https://solve.mit.edu/challenges/teachers-and-educators/solutions/3289/application#solution-subnav-offset" target="_blank">their application</a>, which was submitted when Solve's application guidelines encouraged longer text:</p>
<p style="padding-left: 30px;">Special education has historically existed in a silo in our public education system, and has focused solely on compliance. Special educators spend over 75 hours a year completing administrative tasks associated with completing Individualized Education Plans (IEPs) and satisfying compliance, and special educators are stymied by compliance and due process associated. However, research has shown, and most recently the Supreme Court recognized in the landmark case Endrew F. vs. Douglas County, that compliance does not equate to improved outcomes for students. Education Modified aims to bring special education back into the classroom by providing a tool, armed with intelligence, to provide teachers with the latest learning science about a child's special needs, instant access to research based strategies, and a streamlined experience to capture, collaborate and pass on professional knowledge from year to year. Education Modified supports districts to go 'beyond compliance' by aiding in the implementation of legal accommodations and modifications in classroom, supported with instant access to content and tools, and a user experience that allows teachers to build upon their work, all while satisfying compliance on the backend. Education Modified is student-centered, data-driven, research-based, and teacher-focused. </p>
<p style="padding-left: 30px;">Currently students with special needs are one of the most at-risk populations in our schools today- 20% more likely to be suspended and expelled, up to 40% less likely to graduate on time, and 12% less likely to be employed. Additionally, there is a national special educator shortage, with 45 states reporting that they cannot attract or retain special educators- and this is because the job is not only difficult, but we are asking these teachers to do two jobs: differentiation instruction to support the diverse needs of special populations, AND complete overwhelming administrative tasks in inefficient, legacy compliance systems. </p>
<p style="padding-left: 30px;">Education Modified's mission is to provide districts with a research-based instructional tool that supports the implementation of special education instruction for any child, with any need, in any classroom. Our society knows more about special needs & neuro-diversity than we ever have before, but this information is not easily accessible, and cannot be the focus, of classroom teachers. We aim to change the dialogue around special education so it no longer focuses on compliance, but rather improved student outcomes based on what we know about a child's special needs. With our technology, we can support special educators, give them the tools they need to do their jobs well, and improve outcomes for this at risk population.</p>
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<h3 class="hd hd-2">Cell Phone Pitch: Education Modified</h3>
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<h3 class="hd hd-2">Live Pitch: Education Modified</h3>
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<h2 class="hd hd-2 unit-title">WheeLog!</h2>
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<p>Third, let's look at WheeLog!'s pitches. Here, we have two different presenters across two videos, with the live pitch from the founder of WheeLog!, Yuriko Oda. Notice how she brings in her personal story and uses that narrative to describe what the solution does and why it is useful.</p>
<p>In contrast, the 1-minute pitch shared by Mio is straight to the point in summarizing what WheeLog! does. This pitch is focused on the solution and doesn't spend much time on context. In many settings or problems, the audience may have some awareness of the problem that is being tackled – disability access, climate change, access to affordable healthcare – providing more time to talk about the details of the solution rather than the problem itself. </p>
<p>WheeLog!'s written pitch blends these two approaches – it is short, focused on the app and features, but motivated by a generic version of Yuriko's story (<a href="https://solve.mit.edu/challenges/community-driven-innovation/solutions/8143/application#solution-subnav-offset" target="_blank">here's the full application</a>):</p>
<p style="padding-left: 30px;">A trip to an unknown place for a wheelchair user requires extensive research, careful planning, and courage. At the root of these needs is the need for information on issues such as the accessibility of restaurants, hotels, bathrooms, routes, roads, and so on. Even if that type of information is available, it is often scattered across different websites and sources.<br />WheeLog! solves this problem by creating an interactive map that allows wheelchair users to clearly see the accessibility of public spaces and routes they can take. Users can share their experiences and create virtual guideposts to enable other users to prepare for their visit in advance. WheeLog! hopes to create a world where wheelchair users can go outside whenever they want. The app has gathered over 5500km of accessible routes taken by wheelchair users (TrackLog), over 18000 posts about accessible and inaccessible places (Spots) accompanied by more than 52000 photos.</p>
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<h3 class="hd hd-2">Cell Phone Pitch: WheeLog!</h3>
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<h2 class="hd hd-2 unit-title">OneSky Caregiver Training</h2>
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<p>Finally, let's return to OneSky Caregiver Training. In Week 2, we looked at their Impact Opportunity - helping provide quality early education to children of migrant workers in Vietnam, and alleviating crowded and untrained conditions. Now, let's look at their overall pitch, both in their <a href="https://solve.mit.edu/challenges/early-childhood-development/solutions/9329/application#solution-subnav-offset" target="_blank">written application</a> and in their final pitch to a live audience:</p>
<p style="padding-left: 30px;">OneSky is bringing high quality early childhood care and development (ECD) training to the women looking after more than 1.2 million children of factory workers in Vietnam. Our program is professionalizing a nation of childcare workers and creating nurturing and developmentally appropriate care settings for vulnerable children under the age of six living in industrial parks, thus preparing them to enter public grade schools ready to succeed and creating the conditions to break familial cycles of poverty. Once scaled in Vietnam, this program has the potential to change systems of care for millions of vulnerable children in rapidly industrializing nations across Asia.</p>
<p>Note how this pitch is very concise, at just three sentences. It focuses on their core activities and omits most details about Impact Opportunity, although it implies a large number of potential beneficiaries in the first sentence. The second sentence highlights their entire Theory of Change, from training childcare professionals to breaking cycles of poverty. Finally, they mention a potential Strategy for Scale, and they also imply an approach of directly growing their program.</p>
<p>Below, compare how this concise written pitch is expanded into a 3-minute live pitch that adds context, statistics, and more details on how their program has grown and will scale further.</p>
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