Pitching is not only about selling an idea; it’s also about building trust. This was the key message from Tiar N. Karbala, an alumnus of SBM ITB. He currently serves as the President’s Special Staff for MSMEs and Digital Technology. Tiar shared his insights with students during a guest lecture at the Integrated Business Experience (IBE) at SBM ITB on Wednesday, December 10. He provided students with effective pitching techniques, highlighting the importance of establishing trust with audiences and investors.
Based on her experience building Restock ID, a fintech platform for MSME funding, she emphasized the importance of understanding investor profiles and preferences before pitching.
“Before discussing fundraising, you have to know who you’re talking to. Please do your research on your investors,” she said.
According to her, researching potential investors is the primary foundation for preparing a strong business pitch. She also added that pitching situations don’t always occur in a formal context. Sometimes, pitches arise suddenly, on short notice, or in unexpected places. Therefore, speakers need to adapt to their audience and convey the core message concisely and effectively.
Some details can be omitted but the most important elements are the narrative and the problem to be solved. Focus on including a hook, a problem, a solution, an impact, and an ask. Details such as market sizing, overly detailed financial projections, or HR issues can be discussed at a later meeting.
Tiar also introduced the 3M Strategy framework and Aristotle’s Rhetorical Triangle—ethos, pathos, and logos—as key components in building credibility, managing audience emotions, and strengthening data-based arguments.
Tiar shared the ups and downs of Restock ID, including various rejections from venture capitalists who deemed the business unsuitable. Tiar emphasized that rejection doesn’t always mean a bad idea, but can result from a market mismatch or suboptimal product-market fit.
After the Q&A session, Tiar conducted a spontaneous pitch simulation to train students to deal with unexpected situations. Two IBE group CEOs, Raidy (Roulette) and Daffa (Elora), conducted three-minute verbal pitches and received feedback on structure, narrative clarity, and message delivery.
Closing the guest lecture, Tiar urged students to make the most of their time at SBM ITB and to avoid getting caught up in rigid formulas.
“Know the material, master the data, and don’t get stuck on a by-the-book formula. The pitch should feel alive and relevant,” she said.
