Moves and linguistic features of startup pitches

The aim of this study is to analyze moves and linguistic features of three-minute startup pitches. The database is comprised of 92 startup pitches delivered in real time at an international pitching competition event. The pitch competition, part of an annual technology conference, was recorded and is available on a social media platform for public viewing. Data was compiled from three years of the pitch competition based on purposive sampling including pitches that qualified for the final, semi-final and group rounds. The pitches were transcribed, segmented, coded and labelled in preparation for move analysis based on the communicative function of the spoken text. Based on an analysis of the startup pitches, the findings resulted in six moves: Listener Orientation: Beginning (Move B), Contextualize the startup opportunity (Move C), Operationalize the opportunity space (Move O), Announce traction (Move A), Make the ask (Move M), and Listener Orientation: Ending (Move E). Moves C, O, A and M were characterized by steps further defining the nomenclature. BCOAME was the most frequently found move sequence of which moves C and O were obligatory moves. The results from an analysis of linguistic features for each move show that startup pitches contain aspects typically found in spoken genres, reflecting interactivity, real time and style. Linguistic features analyzed included discourse markers, dysfluency, modality, numeral phrases, pronouns, reduced forms, repetitions, rhetorical questions, vague expressions, and vocatives. The coding protocol for moves and linguistic features derived from this study is useful for both native and non-native speakers as well as any learner preparing for a three-minute startup pitch.