Elevator Pitch in action
This team of app developers works through the elevator pitch for their new game using Trello.
These beverage brand marketers meet on Zoom and capture their Elevator Pitch Play session in Confluence.
This team met in person to work through the elevator pitch for their new neighborhood restaurant.
What you'll need
Remote
Video conferencing with screen sharing
Digital collaboration tool (see templates)
In-person
Meeting space
Whiteboard or large sheet of paper
Markers
Timer
Optional templates
Atlassian Templates
Instructions for running this Play
1. Prep 5 MIN
For remote teams, start by creating a collaboration document, like a Trello board or Confluence page. You can use the templates provided, if you’d like, or create one of your own.
For in-person teams, find a whiteboard or large paper and set out sticky notes and markers in a meeting room. Set up five columns on the board or paper with these headings:
- As a [target customer type]
- who want(s) to [customer need],
- [product/feature/service]
- is a [market category]
- that [key benefit].
If you have any information validating the need for your product, such as market research, customer feedback, or customer interviews, share the material in advance with the team.
TIP: A PITCH FOR ANY TEAM
If the classic elevator pitch doesn’t apply, customize it for your team with variations like:
[Who], [what], [why]
As a [client], I want [service] so I can [outcome].
2. Set the stage 5 MIN
Let the team know the following at the start of the session:
- This is a fill-in-the-blank exercise.
- We’ll be focusing on our customers: who they are, what they need, and how our project fills that need.
- Our goal is to align on our project’s purpose in order to succinctly articulate the project’s value.
3. Fill in the blanks 10 MIN
Ask everyone to add their ideas for filling in the information in brackets, either in your collaboration document or by placing sticky notes on the board or paper.
TIP: LESS IS MORE
Keep your ideas as short as possible. Think of the exercise like a game of fill-in-the-blanks.
4. Vote 5 MIN
Ask the team to vote on the ideas that best represent the project’s purpose, one vote per column.
TIP: POWER UP
Try the Trello Voting Power-Up to enable voting on the board or ask attendees to add +1 in comments.
TIP: DOT VOTING
For in-person teams, have each person add a dot to the sticky note that they’re voting for to represent their vote.
5. Discuss 20 MIN
Once all votes are in, use the cards with the most votes to complete the phrase, “As a [target customer type] who want(s) to [need/desire], [product/name/service] is a [market category] that [key benefit].”
As a team, decide if the highest-voted cards capture the project’s value in the given format, or if any changes need to be made.
6. Final pitch 5 MIN
Document your final elevator pitch. As a team, verify that it captures the value of your product, feature, or service in the most concise way possible.
EXAMPLE: PITCH
Final elevator pitches from a variety of teams and products.
Follow-up
Save it
Save your elevator pitch in a place where your team and stakeholders can easily find it.
Share it
Try adding your elevator pitch to your team’s Confluence home page or shared physical workspace to give anyone interested at-a-glance info on your project’s purpose.
Return to the elevator
If you find your team getting lost in the details of the project, refer back to the elevator pitch to regain sight of the project’s overall purpose.
Variations
Team pitch
Have each team member pitch their own elevator pitch to the team, then vote on the pitch that captures customer value the best.
Measurements
Instead of voting, have teammates rate each idea on criteria like customer value, risk, marketability, etc. Use ideas with the highest overall score in the elevator pitch.
From our team, to yours
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