How Airbnb's Founders Found Sequoia

Airbnb's Brian, Joe, and Nate started with nothing but air mattresses, a passion for building, and a vision to reinvent travel and hospitality. They had no idea how to approach VCs (venture capitalists) or how to put together a pitch deck.

"We had air mattresses, passion, and an idea that could change the world — but we had no idea how to approach investors."

Then they discovered Sequoia's business plan writing guide, and the rest, as they say, is history.

"The rest is history."

Airbnb's pitch deck was genuinely impressive, but what truly captivated Sequoia wasn't the slide design — it was:

• The power of the idea
• The clarity of thinking
• The scale of ambition

"We love partnering with founders who want to turn ideas that seem impossible by conventional wisdom into reality."

Sequoia wants to partner with founders at the moment an idea is just being born — when there is still the greatest room to grow.

"We want to be there when ideas are just sprouting, when they can grow the most."

Sequoia's Business Plan Writing Guide 📝

Now let's walk through Sequoia's pitch guide, refined over many years, step by step!

1. Company Purpose

• Define your company's reason for existing in a single sentence.
• This is harder than it sounds!
• Don't list features — clearly communicate your mission.

"Who does our company serve, what do we do, and why do we do it? Say it in one sentence."

2. Problem

• Describe the pain your customers experience in concrete terms.
• Explain how this problem is currently being solved and what the limitations of existing solutions are.

"What is the real problem your customers face? Why aren't existing solutions good enough?"

3. Solution

• Describe your eureka moment.
• Show why your value proposition is unique and compelling, and why it can last.
• It also helps to lay out how it can scale going forward.

"What is the solution you found, and why is it special?"

4. Why Now?

• Emphasize why this business is needed right now — timing matters.
• Like the saying "nature abhors a vacuum," explain why this solution hasn't existed until now.

"Why now and not later? Why hasn't anyone built this before?"

5. Market Potential

• Be clear about who your customers are and how large the market is.
• In some cases, you may be creating an entirely new market.

"What market are we targeting, and how big is it?"

6. Competition / Alternatives

• Identify both direct competitors and indirect alternatives.
• Show that you have a strategy to win.

"Who are your competitors, and how will you win?"

7. Business Model

• Explain specifically how you will make money.
• Don't just say "we'll be profitable" — demonstrate a sustainable growth structure.

"This is how we will generate revenue and grow."

8. Team

• Tell the story of your founders and key team members.
• Emphasize why this team is uniquely positioned to solve this problem.

"Because of this team, we can solve this problem."

9. Financials

• Include any financial information you already have.
• Investors want to validate the business's viability through numbers.

"Here's what we've achieved so far, and here's our plan ahead — in numbers."

10. Vision

• Paint a picture of the world you will have created five years from now, when everything has gone right.
• Investors want to see the big picture.

"Five years from now, what world will we have built?"

Closing 🌱

Sequoia values founders' passion and clarity of vision above all else. Use this guide to articulate your own story with precision.

"If you believe your idea can change the world, show that belief — in one sentence, one slide, and one pitch."

Key Keywords:

• Company Purpose
• Problem
• Solution
• Why Now
• Market Potential
• Competition / Alternatives
• Business Model
• Team
• Financials
• Vision

We hope this guide helps take your business plan to the next level! 🚀