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this pitch breakfast video is brought to you by Spangler and Aegon's attorneys for Charlotte's startup community well good morning we are good morning como so we are auto proposal calm we connect organizations looking for an audit to local ce pas so you can go ahead and click so here is our opportunity our marketplace that we've identified across the country and then also i've been working with cps for about 10 years and a time and time again at the end of an end of our engagement i'm asking what else can I do for you and it's always do you know of anybody that's looking for not it do you know of anybody we specialize in nonprofits we specialize in local governments and it really came together asking them how are they going about it and it's a manual process so you go to thanks a lot so we came out with auto proposal it's the first ever single location for organizations to be able to upload their RFP or accounting needs and for CPA's to be matched to them for both sides what we call the oddity the organization looking for an audit as well as the CPA it saves them time it saves them money and really saves with a lot of compliance and up and I'm an exposure that their uh their experience in the marketplace our business model so it's free to use for what we call the oddity to upload their RFP in their needs into the system the CPA has the ability to go in and register their firm we have a directory of accounting firms nation why we have about fourteen thousand registered right now they can also reach into the database and see search by by different types of industry or location define audit engagements or art at rfps but to actually see the detail is a subscription model so and you also see some of the competition so right now if you think about how would I find a CPA in in the Bay Area right and it's the same way of nonprofits or homeowner associations or all these different organizations that by compliance or governance have to have a very expensive audit as they're googling there it's word of mouth and it's the same way for cpa so if they have a you know if they have a book of business and two clients leave how are they finding it again it's a it's it's who it's almost a retail type industry of where who's looking through the door so you good so go to market plan we have identified about 300 different CPA firms that we're targeting to go that actually have market directors and also heavily focused auditing firms across the country so we have a direct sales effort going up to to attack and grow that grow our company this way we are we're also reaching out and creating strategic partnerships in about 20 different cities across the country working with nonprofit associations local municipality associations to offer you know an extension ability for their their members to load their rfps and to find a CPA very quickly these are our financial projections we are where we just actually rolled out opened up auto proposal in August and then we rolled out a subscription ability we it was basically free for both sides to be able to come in and then we roll that subscription ability last week so if with the growth of about ten percent a month this is what we're projecting was starting out with first month of about 20-25 subscriptions I think that's it so going forward our scope right now is auditing we would like to expand it out maybe next for tax auditing is a very expensive engagement it's very easily captured with the RFP system we'd also like to grow it to be a CRM tool and then we'd also like to build in some of the compliance mechanisms that are out there building some of the software engagement papers that are that are required to really have everybody stay within the system and all the communications go through the system so that's it that is my attempt at five minutes right there yeah I'll keep it I can start this time I'm so a couple of real positive things I like that you did talking about what the what you're trying to do right up front first sentence very easy to understand first line is the pain point what are the pain points out there and why is they wanting to care about this I would like to see you go a little bit more into your own personal background about how you're going to bother the space and credibility I think that was one of the missing components the back that the number just for a second maybe I missed this the revenue model are you asking the people who are posting the RFPs to pay or the audit firm spray where's the reading firms the audit firms so what we call the oddities any organization or individual can post whatever their needs are and then the CPAs would pay this is credited it's a paid search through semester does not paying when they get selected they're paying to be on the test right that's right the other question have is you expand the focus beyond just auditing to accounting and other things how does the competitive set expand and who else is out there he said there's no one specifically in the audit finding an audit partner but as you span there's got to be other people helping people find CPA firms in general there's there's there's a couple there's a there's ones that that will say hey I wait for say be 40 grand we'll go out and find you they'll have an SEO campaign that will go out there there's there was a company called T Spiller that was a part buy into it which is which is turbo tax which did a similar thing that we're doing but it was just for tax returns tax filing right so they built that into so that's one of our exit models is to is to using I was with Thompson Reuters there's Thompson orders and wolters kluwer the two main software companies and the tax and accounting world so using leveraging those relationships to go and to sell okay let answer question it does not last question for you is any model like this where you building the marketplace it's a chicken and egg thing right you have to have enough people putting their fees enough people do it is talk to us a little bit more about how you're going to manage that process that's where 99% of these businesses fall down that it is so so what we did we built the system to where work actually can actually go out there and capture the rfps and put them into the system so out there in public domain reach out there and grab them to prime the pump exactly to have those CPAs we've we've been working on this for about a year to to basically build a list of CPAs to put them into the system so it's reaching out to both sides to say hey it's that we're both here they're both systems there the RFPs have a shelf life of sometimes two weeks sometimes three months so so we're constantly updating putting them into the system and also doing campaigns to both sides too with a strategic partnership to say hey to kind of get that ball rolling to have them putting them themselves this product we as far as you can we turn the side off we had oddities it's kind of return that brace if they found us services or whatever you actually because there's rfp systems but it you know as a CPA as a non-profit you're filtering through you know mecklenburg needs to re a highway right right or school district is buying laptops great thank you yeah so again i would a good job and getting kind of the statement of the problem out there so i like that and I like the style of the presentation I like the fact though that your slides had a lot of white space i'm a big fan of life meets in one one of the questions that thick ass do right is restarted was what kind of presentation are you doing what we're kind of accustomed to seeing it's either it's a sales pitch or it's an investor pitch sure and i think you kind of went firmly right down the middle okay right so and yo again if you were doing more of a sales pitch i would have liked to have seen more around huapi of what's in it for the customer right who are you pitching we we which side of your marketplace and again chicken and egg carton horse or however you want to phrase it a huge problem with marketplaces I've been involved with literally dozens of marketplaces and that's the fundamental problem you actually have to sell twice right because you've got it you've got to get your your your oddities and your auditors right now I'm both both connected to the marketplace and I think that's um that's always really toughed in terms of getting a marketplace started so that during the presentation one of the things and I think regardless of whether it's a sales pitch or an investor pitch and you did have a fundraising amount in there right so i think it is partly an investor pitch it is um yo is i'm looking at any startup company isn't from an investor point of view what what's what's the one big thing that was missing in your presentation right right you you you really need to have a team slide because frankly you know it's sort of like if you're investing in real estate its location location location is you're doing a start-up investment it's team team team right so definitely need to know more about you I think it would been good for you to tell a little more of your story around how you got into this right what kind what created the passion around building a marketplace because if you're building a more in good places so you know it's a multi-year effort you have to have a passion around it I think you do but like again I think that could have come across a little bit more on the team okay the team slide somewhere in the presentation I I jotted down I was trying to keep up in top notes by the way i would also slow down a little bit i would make that comment too because you have a lot of good information on the slides okay we're trying to pay much attention right and it's a little too fast eve rustic okay so slow as such I in dry ones I feel like yeah that's okay when you're artificially limited to five minutes you mentioned something about 14,000 CPAs and I don't know and then you came back and you talked on that side Ashley you know you talk about where you have now right so I think 270 orfe and 60 cba's it one of the things that investor if this was more of an investor pitch I think it actually helps in the sales pitch as well it's mean you can't talk about the competition talk a little bit about the market right and who you're going after because you're not going after what i call the pony buildings down the street right it's really building up these you're not going after bank of america and that's right no for teleki traded right that's right or publicly traded and they've got long-standing relationship with their auditing for on that then you know so a little bit around market yo who you're going on for small to mid-sized businesses what is the sizing that look like us to potential revenue okay I'd also like to see more of a bottom up model for how did you get to those financials right and don't ever do that we're growing ten percent a month again because the most investors will look at that no just sign right so talking about total market and what's the size is good but really then doing the bottom up and really coming on here's here's my go to market and here's the growth that it's going to get and I know by the way the big question is how do i get the oddities and how do i get the auditors you hit that a little bit but i think you that probably needs a little bit more so for their benefit and their benefit why don't say ten percent a month growing because i'll just I don't believe it it's sort of so like something you would randomly put in the spreadsheet in replicate right I'm strengthened basis of how you're going to get that I like the idea again here's total size of the market but I also want to know here's here's here's how we go insane we're going to get ten percent per month is is you know it's easily said it's a lot harder to ditch sure sure scrape thank you gentlemen doing today yeah that's good audience oh yeah overall I enjoyed your presentation thank somebody who's involved in a little bit of this there's two things that I wanted to help you with your life yeah and one of them is James felling his life took some misspelling Sam did most of that oh that's right did Josh ha did you just throw him under there was a bug a dirt road however each word amount field yeah your big reveal I refer to kind of an eye blazing field yeah yeah it's difficult kind of delighted to get into it I would really love to see you come across as an authority in it yeah and I didn't get that from you maybe didn't get that ok it have been a real good you know sure over the top ok and also incorporate you god you're probably quite yet yeah I mean just because I'm Jenna no I won't you bring you on stage with you they can get your name part of it sure who else yes or recommendations I should say you people sure that's right we'd like our plan is to build a ranking system and it's going to be the the calculation is going to be built into like a peer review and then cross-referenced against a like a client review so you can see you as a user as an oddity you could go in and see what past organizations have said about the cpa firm and what what their peers are saying about this they're just yeah so that's that's the down the down the road I agree with you sure sure yep all right thank you