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<h3>And why founders should be concerned.</h3>Venture capitalists love to say that vetting is important—that founders should ask them questions before taking investment. That the relationship between VC and founder is a partnership.The most commonly suggested question? "How do you add value?" But this is the wrong question. Smart founders need to rethink how they evaluate VCs. The right questions aren’t about vague value-add claims—they’re about measurable performance. <h2>The Real Question: How Much Does a VC Actually Care About Your Startup?</h2> VCs are incentivized to invest in as many startups as possible, at the lowest valuation possible, to maximize their chances of betting on a 10x outlier (unicorn).So what you as a founder need to unpack is:<blockquote>How much—or how little—does your fund actually care about my startup as an individual investment?</blockquote><h2>The Questions Founders Should Be Asking:</h2><ul><li>"When you make an investment, how often are you right? What is your win rate?"</li><li>"What is your fund's win rate?</li><li>Of the total number of investments you've made, how many are still alive?"</li><li>"Do you measure your portfolio support and added value? How have you proven that you can help me?"</li><li>"How do you allocate portfolio support resources? Do you have an internal portfolio ranking system, and do the top performers get 90% of your firm's attention?</li><li>"How many founders have you helped exit in a way that was financially significant?"</li><li>"How many of your seed investments go on to raise a Series A?"</li></ul> But founders—be careful. The template VC boilerplate answers will tell you a lot, but even more is left unsaid. <h2>The Typical VC Conversation</h2> Founder: What’s your win rate? VC: We invested in [big-name startup]. Founder: That’s not an answer. How many of your companies succeed? VC: We have [X] unicorns. Founder: But what about the rest?<blockquote> For an industry built on evaluating risk and giving founders feedback, it's telling how few VCs can confidently answer these critical questions. If they can’t justify their track record, should they really be managing your future?</blockquote> <a data-mce-href="https://foundervc.org/blog/what-vcs-really-think-of-your-startup" href="https://foundervc.org/blog/what-vcs-really-think-of-your-startup" title="What VCs Really Think of Your Startup" target="_blank" rel="noopener">What VCs Really Think of Your Startup- Understand the key criteria venture capitalists use to evaluate startups, broken down by type of business or vertical (B2B SaaS, D2C, Deep Tech), and how to position your startup effectively to meet their expectations.</a> &nbsp; &nbsp;<h2>Why Does Venture Capital Ignore the Most Important Metric?</h2> Venture capital is obsessed with the number of unicorns and major exits a firm has. When evaluating a VC, we ask: How many billion-dollar companies have they backed? How many IPOs or acquisitions have they secured?But here’s the strange part—we rarely ask how often they actually succeed relative to their total investments. The metric that matters most in nearly every other form of investing—win rate—is almost completely ignored in venture capital. <h2>Why This Double Standard Exists</h2> If you were assessing a hedge fund, you wouldn’t just ask whether they made a few great bets—you’d ask what percentage of their portfolio generated returns. In private equity, fund performance is judged on IRR (internal rate of return) and MOIC (multiple on invested capital), which inherently factor in the entire portfolio’s performance.Yet in venture capital, we celebrate firms with a handful of huge wins, even if the vast majority of their investments fail. A fund with three unicorns and 97 failed startups looks better on paper than a fund with a 25% exit rate but no billion-dollar companies. <h2>The Problem with Ignoring Success Rate</h2> This approach creates skewed incentives:<h3>Encouraging spray-and-pray investing –</h3> If only outliers matter, firms are incentivized to invest in as many startups as possible, hoping for a few mega-wins rather than supporting a portfolio built for sustainable success.<h3>Overlooking strong but “boring” outcomes –</h3>A $300M acquisition might be a massive win for founders and LPs, but it doesn’t move the needle on a VC firm’s reputation compared to a unicorn, even if it produces a better return on capital.<h3>Misrepresenting actual skill –</h3>Is a VC firm good at picking winners, or did they just happen to back a single generational company? A high success rate suggests strong investment judgment, while a single big win could be luck. <h2>A Better Way to Measure VC Performance</h2> The real question should be: What percentage of a VC’s portfolio companies reach meaningful outcomes—profitable growth, strategic acquisitions, IPOs, or sustainable scale?At Founder VC, we aim for a 25%+ exit rate in our portfolio, meaning at least one in four of our investments should lead to an event where both founder and investor make money. That’s not just a target—it’s an acknowledgment that VC should be about systematically building successful businesses, not just chasing the next unicorn.That's not just a target - that is a true partnership. I bet on you and you bet on me, because together we have a higher combined chance of winning.&nbsp;The best-performing early-stage VC firms, such as <a data-mce-href="https://www.gv.com/" href="https://www.gv.com/" title="GV Ventures" target="_blank" rel="noopener">GV Ventures</a> (23.86% exit rate), <a data-mce-href="https://www.bvp.com/" href="https://www.bvp.com/" title="Bessemer Venture Partners" target="_blank" rel="noopener">Bessemer Venture Partners</a> (22.92%), and <a data-mce-href="https://www.insightpartners.com" href="https://www.insightpartners.com">Insight Partners</a> (22.68%), maintain win rates significantly above the industry average. By contrast, many funds have win rates in the low teens—or worse, single digits.<figure id="figure-fdfo3f5m9im7ayqwc9"><img id="fdfo3f5m9im7ayqwc9" src="https://cdn.durable.co/blocks/39PerdQOOTnijN1SmiUbk0hULeFz9EWKjyKRlMCHBfCM4GjWpwDKFH8rTTcwtktu.png" alt="" title="" class="object-cover bg-gray-100 rounded-2xl md:rounded-3xl lg:rounded-4xl" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionx="undefined" data-positiony="undefined" data-fullwidth="false" data-mce-src="https://cdn.durable.co/blocks/39PerdQOOTnijN1SmiUbk0hULeFz9EWKjyKRlMCHBfCM4GjWpwDKFH8rTTcwtktu.png" data-mce-style="aspect-ratio: 16/9; object-position: center center;"></figure> A large portfolio does not mean a firm is effective; in fact, it often signals a mismanaged portfolio where investors take a scattershot approach, hoping a handful of companies will cover the rest. Sustainable success comes from disciplined investment selection and proactive portfolio support, not sheer volume. <a data-mce-href="https://foundervc.org/blog/the-house-always-wins-except-in-venture-capital" href="https://foundervc.org/blog/the-house-always-wins-except-in-venture-capital" title="The House Always Wins, Except in Venture Capital" target="_blank" rel="noopener">The House Always Wins, Except in Venture Capital- Las Vegas thrives on a simple rule: the house always wins. Early-stage venture capital shares similarities with gambling, but with one key difference—the house usually loses.</a> <h2>Shifting the Power Dynamic: Taking Control of the Conversation</h2> The power dynamic between founders and investors is out of balance. These questions are a way to balance the conversation and put yourself back in the driver’s seat. <blockquote>VCs give feedback for a living but rarely take hard questions.Maybe the number one indicator of how successful your 'partnership' will be is simply how well the VC you're talking to answers your hard questions and takes feedback.</blockquote> <h2>Final Thought: What Founders Should Do Next</h2><ul><li>Ask these hard questions in every VC meeting.</li><li>Push for real answers—don’t accept vague responses.</li><li>Look at a firm’s track record holistically, not just their headline wins.</li><li>Prioritize investors who actually care about your success, not just their unicorn count.</li></ul>If a VC can’t answer these questions, that tells you everything you need to know. If they get defensive? That tells you even more.&nbsp; <h2>Sources:</h2><a data-mce-href="https://www.openvc.app/blog/top-vc-firms-ranked-by-investment-to-exit-ratio" href="https://www.openvc.app/blog/top-vc-firms-ranked-by-investment-to-exit-ratio" target="_blank" rel="noopener">OpenVC. "Top VC Firms Ranked by Investment-to-Exit Ratio." OpenVC</a> <a data-mce-href="https://www.fnlondon.com/articles/the-best-performing-venture-capital-firms" href="https://www.fnlondon.com/articles/the-best-performing-venture-capital-firms" title="Financial News London. &quot;The Best Performing Venture Capital Firms.&quot;" target="_blank" rel="noopener">Financial News London. "The Best Performing Venture Capital Firms."&nbsp;</a> <a data-mce-href="https://pitchbook.com/news/reports/global-venture-capital-performance-2024" href="https://pitchbook.com/news/reports/global-venture-capital-performance-2024" title="&nbsp;PitchBook. &quot;Global Venture Capital Performance Report 2024.&quot;&nbsp;&nbsp;" target="_blank" rel="noopener">&nbsp;PitchBook. "Global Venture Capital Performance Report 2024."&nbsp;&nbsp;</a> Lane Litz is a proven startup founder, operator, and venture capitalist with a track record of building, scaling, and investing in high-potential startups. As employee #6 at VIPKID, she helped grow the company to a $3B valuation. Later, as the CEO and Co-founder of Speakia, she navigated challenging market conditions to lead the startup to acquisition. Her time in venture capital &nbsp;gave her a front-row seat to the systemic flaws in traditional VC, inspiring her to found Founder VC. Now, Lane is reshaping the venture landscape with a founder-first approach, focusing on sustainable investments that deliver measurable value for both founders and investors.<h3> </h3><h2>Explore More Funraising Resources:</h2><a data-mce-href="https://foundervc.org/blog/the-unwritten-rules-of-fundraising" href="https://foundervc.org/blog/the-unwritten-rules-of-fundraising" title="The Unwritten Rules of Fundraising" target="_blank" rel="noopener">The Unwritten Rules of Fundraising</a><a data-mce-href="https://foundervc.org/blog/how-i-deal-with-rejection-as-someone-who-gets-rejected-most-of-the-time" href="https://foundervc.org/blog/how-i-deal-with-rejection-as-someone-who-gets-rejected-most-of-the-time" title="How I Deal with Rejection as Someone Who Gets Rejected Most of the Time" target="_blank" rel="noopener">How I Deal with Rejection as Someone Who Gets Rejected Most of the Time</a><a data-mce-href="https://foundervc.org/blog/the-broken-venture-capital-system" href="https://foundervc.org/blog/the-broken-venture-capital-system" title="The Broken Venture Capital System: Lessons from the Front Lines">The Broken Venture Capital System: Lessons from the Front Lines</a>

The Hard Questions Most VCs Can’t Answer

Las Vegas thrives on a simple rule: the house always wins. Early-stage venture capital shares similarities with gambling, but with one key difference—the house usually loses.A staggering 75% of VC funds globally underperform the S&amp;P 500, a passive investment with far less risk. Only the top quartile of VC funds generates strong returns, and even among them, it’s the top 5% that drive outsized performance—primarily due to the sheer volume of bets they place.<h2>&nbsp; The Broken System of Venture Capital</h2> Venture capital is marketed as a data-driven discipline, but in reality, early-stage investing is a chaotic mix of market trends, charisma, and FOMO. At the seed stage, investors have little concrete data. The best they can hope for is evidence of an engaged market, a founder with financial literacy, and a theoretical path to a billion-dollar exit.<blockquote>This data deficiency is why founders experience shifting goalposts and why selling a vision can feel indistinguishable from deception.</blockquote>If venture capital is so structurally flawed, why does it persist? The answer lies in VC fund math and human psychology.<h2>&nbsp; The Numbers Game: How Many Bets to Find a Unicorn?</h2> Running a venture fund is a statistical exercise. To back a unicorn—a company that delivers massive returns—a VC fund must place many bets. The odds are daunting:<ul><li>&lt;1% of venture-backed startups generate 50x returns.</li><li>3-4% of startups achieve 10x returns.</li><li>90%+ of startups return little or nothing.</li></ul>To outperform the S&amp;P 500’s average 10% annual return, a VC fund must generate 3x its invested capital over a decade.Since most investments fail or yield modest gains, funds rely on a few major wins to carry the portfolio.<figure id="figure-v87z43zihdm6r9erbv" data-full-width=""><img id="v87z43zihdm6r9erbv" src="https://cdn.durable.co/blocks/15NPWQyLF5zg4DvjZuU05QtvujHoioQ2FiUr0Gel4tb7Th7dcGtmst8SMIizE4m8.png" alt="" title="" class="object-cover bg-gray-100 rounded-2xl md:rounded-3xl lg:rounded-4xl" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionx="undefined" data-positiony="undefined" data-fullwidth="true" data-mce-src="https://cdn.durable.co/blocks/15NPWQyLF5zg4DvjZuU05QtvujHoioQ2FiUr0Gel4tb7Th7dcGtmst8SMIizE4m8.png" data-mce-style="aspect-ratio: 16/9; object-position: center center;"></figure>The best way to improve the odds? Invest early, write as many small checks as possible, and hope to stumble across an outlier before the fund's capital runs dry. This is why early-stage investing is hyper-competitive—funds prioritize high ticket volume over meticulous selection.<blockquote>Without solid data, VCs rely on investor signals, market hype, and momentum-driven trends. This creates a feedback loop where companies that attract attention—rather than those with strong fundamentals—secure the most funding, reinforcing venture capital’s chaotic nature.</blockquote><h2>The Performance of the Average VC Fund</h2> Most VC firms brand themselves as top-tier, but the reality is stark:<ul><li>Median VC fund returns lag behind passive S&amp;P 500 investments.</li><li>Only the top quartile consistently outperforms public markets.</li><li>Even among top performers, returns are skewed by a few outliers.</li></ul>For LPs (Limited Partners), investing in a single venture fund is a gamble. The best strategy? Spread LP bets across multiple funds, increasing the likelihood of landing in the top decile.<figure id="figure-77x8lp41vm6r8w7bl" data-full-width="" class=""><img id="77x8lp41vm6r8w7bl" src="https://cdn.durable.co/blocks/161jNSYXoZsIDkeld0GjT6m5xltDH0tyQ9GpiwZzgkcplsdSYgRvNgIqAxSmmRQ6.png" alt="" title="" class="object-cover bg-gray-100 rounded-2xl md:rounded-3xl lg:rounded-4xl" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionx="undefined" data-positiony="undefined" data-fullwidth="true" data-mce-src="https://cdn.durable.co/blocks/161jNSYXoZsIDkeld0GjT6m5xltDH0tyQ9GpiwZzgkcplsdSYgRvNgIqAxSmmRQ6.png" data-mce-style="aspect-ratio: 16/9; object-position: center center;"></figure><h2>&nbsp; The Top 5%: Where Real Returns Come From</h2><blockquote>The true wealth in venture capital is concentrated at the very top. While the top 25% of funds outperform public markets, the majority of returns come from the top 5%. </blockquote>This phenomenon is driven by the <a data-mce-href="https://fs.blog/power-laws/" href="https://fs.blog/power-laws/" title="Power Laws: How Nonlinear Relationships Amplify Results">power law dynamic</a>, where a small number of investments generate outsized returns while most yield little to no profit. Even within these elite funds, performance is driven by one or two investments per fund. Without those outliers, returns regress to the mean. For example, Sequoia Capital’s early $60 million investment in WhatsApp ultimately returned over $3 billion when Facebook acquired the company, accounting for a significant portion of the fund’s total returns. This dependence fuels the obsession with blitzscaling and valuation inflation—VCs must deploy enough capital to find the rare winners that define their returns.<figure id="figure-mz9icswbcm6ra8bsx" data-full-width=""><img id="mz9icswbcm6ra8bsx" src="https://cdn.durable.co/blocks/2NDTQHDTi7siVBnG7lAlEAGlYXXal1KKI3PlGu7jec9jumscXuvpTRpoyvcUQs2R.png" alt="" title="" class="object-cover bg-gray-100 rounded-2xl md:rounded-3xl lg:rounded-4xl" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionx="undefined" data-positiony="undefined" data-fullwidth="true" data-mce-src="https://cdn.durable.co/blocks/2NDTQHDTi7siVBnG7lAlEAGlYXXal1KKI3PlGu7jec9jumscXuvpTRpoyvcUQs2R.png" data-mce-style="aspect-ratio: 16/9; object-position: center center;"></figure><h2>&nbsp; The Venture Casino: Where Everyone Thinks They’ll Get Lucky</h2> The takeaway? The game is rigged against founders. They’re pressured to scale aggressively, raise larger rounds, and inflate valuations—not necessarily to build sustainable businesses, but to fit the economics of venture funds. More venture capital has not been proven to equal greater success.&nbsp;But here’s the irony: most VCs don’t win either. And neither do many LPs.Venture capital only works at scale. Solo GPs with small portfolios have slim chances of backing a unicorn. LPs betting on a single fund would often fare better in index funds. Even for VCs, the house rarely wins.<blockquote>So why does venture capital continue to attract billions? The same reason people gamble in Vegas—everyone believes they’ll be the lucky one.</blockquote><figure id="figure-11lfzawwfmm6raiu2f"><img id="11lfzawwfmm6raiu2f" src="https://media.gettyimages.com/id/2147949161/photo/details-from-a-casino.jpg?b=1&s=2048x2048&w=0&k=20&c=rQfdnbHEPjp-wRPC5IPje-tx8LBINMMTwMCJwoGfsP0=" alt="Details from a casino" title="Details from a casino" class="object-cover bg-gray-100 rounded-2xl md:rounded-3xl lg:rounded-4xl" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionX="undefined" data-positionY="undefined" data-fullWidth="false"/></figure><h3>Sources:</h3>Cambridge Associates – <a data-mce-href="https://www.cambridgeassociates.com" href="https://www.cambridgeassociates.com" title="US Venture Capital Index and Selected Benchmark Statistics" target="_blank" rel="noopener">US Venture Capital Index and Selected Benchmark Statistics</a> Correlation Ventures – <a data-mce-href="https://www.correlationvc.com" href="https://www.correlationvc.com" title="Venture Capital Return Distribution Analysis">Venture Capital Return Distribution Analysis</a>:&nbsp; StepStone Group – <a data-mce-href="https://www.stepstonegroup.com" href="https://www.stepstonegroup.com" title="Analysis of Top-Performing VC Funds">Analysis of Top-Performing VC Funds</a>:&nbsp; Seraf Investor – <a data-mce-href="https://seraf-investor.com" href="https://seraf-investor.com" title="Understanding Venture Fund Economics">Understanding Venture Fund Economics</a>:&nbsp; Founder VC – <a data-mce-href="https://foundervc.org/blog/the-broken-venture-capital-system" href="https://foundervc.org/blog/the-broken-venture-capital-system" title="The Broken Venture Capital System">The Broken Venture Capital System</a> ----------------------------------------------<a data-mce-href="https://www.linkedin.com/in/lane-litz/" href="https://www.linkedin.com/in/lane-litz/" title="Lane's LinkedIn">Lane Litz </a>is a proven startup founder, operator, and venture capitalist with a track record of building, scaling, and investing in high-potential startups. As employee #6 at VIPKID, she helped grow the company to a $3B valuation. Later, as the CEO and Co-founder of Speakia, she navigated challenging market conditions to lead the startup to acquisition. Her time in venture capital &nbsp;gave her a front-row seat to the systemic flaws in traditional VC, inspiring her to found Founder VC. Now, Lane is reshaping the venture landscape with a founder-first approach, focusing on sustainable investments that deliver measurable value for both founders and investors.

The House Always Wins—Except in Venture Capital

gray spacecraft taking off during daytime

<h2>Objective:</h2>Learn how to structure a compelling deep tech pitch deck that highlights your unique IP, market opportunity, and execution strategy to capture VC interest.<h2>Context:</h2>Raising capital for a deep tech startup requires balancing highly technical details with a clear, concise narrative that resonates with investors. Deep tech founders must inspire confidence in their expertise, solution, and vision for commercialization.Deep tech often involves long R&amp;D timelines, regulatory hurdles, and significant capital needs. <blockquote>One essential yet overlooked requirement for success is having at least one founding team member who excels as both a 'party planner' and a scientist. </blockquote>This dual capability ensures the ability of the founding team to raise significant funds and sell the product, while managing the technical R&amp;D required. Your pitch must convey how your solution is transformative, defendable, and commercially viable.In this example, we use QuantumLink—a fictional startup revolutionizing quantum-safe communication—as a guide to structuring your pitch deck.<h2>Core Concepts </h2><h3>The Problem</h3>Clearly define the high-value problem you are solving. Highlight the pain as it pertains specifically to your target customer, rather than the market as a whole. Demonstrate a deep understanding of your customer and their needs. VCs want deep tech founders who aren’t afraid to talk to customers and sell.Example:<ul><li>Current communication networks are vulnerable to quantum computing threats, risking trillions in data security breaches.</li><li>Latency and energy inefficiency plague existing data systems, creating demand for quantum-safe solutions.</li></ul>Highlight urgency: By 2030, quantum computers will render current encryption methods obsolete. <h3>Your Solution</h3>Introduce your breakthrough innovation as it solves the pain of the problem (above) in an innovative way. It should be a must-have, no-brainer solution, not a nice-to-have feature.Example:<ul><li>QuantumLink offers a scalable, photonic quantum communication system delivering ultra-fast, quantum-safe encryption, validated through early-stage testing showing a 99.9% secure transmission rate.</li><li>Ensures secure, real-time data transmission with 10x energy efficiency compared to existing technologies, reducing operational costs for enterprise customers by 20%.</li><li>Proprietary entanglement-based key distribution enhances data protection, backed by two approved patents and early customer interest indicating significant market demand.&nbsp;</li></ul><h3>Intellectual Property (IP)</h3>Purpose: Highlight the unique, proprietary nature of your innovation and its importance. Emphasize how patentability or existing patents protect your competitive edge and prevent replication. Your scientific breakthrough is what VCs are investing in, and demonstrating its uniqueness and defensibility is critical to securing funding.Example:<ul><li>Proprietary photonic chip integrates quantum entanglement and low-energy transduction in a single scalable architecture, ensuring unmatched performance.</li><li>Patents protect advanced photonic designs and entanglement algorithms, demonstrating that our technology cannot be easily replicated.</li><li>Two patents approved with additional filings underway to expand IP coverage.</li><li>Visuals: Diagram of chip architecture highlighting key components and patent-protected innovations. </li></ul><h3>Market Opportunity</h3>Deep tech often requires years of R&amp;D before reaching market readiness. As such, you need to size the market not just for today but also for the time when your product will launch. This is particularly important in sectors like green hydrogen, which are expected to grow exponentially in the future.Example:<ul><li>TAM: $50B+ quantum-safe communication market by 2035.</li><li>SAM: $15B enterprise and defense sectors for secure communication networks.</li><li>SOM: $5B telecom market for next-gen encrypted communication solutions.</li><li>Trends: Demand for quantum-safe cryptography growing at 22% CAGR. &nbsp;<h3>Traction</h3>Showcase early-stage progress to validate technical feasibility and commercial potential. Deep tech founders must demonstrate lab-scale or real-world validation (not just simulations) before approaching VCs.</li></ul><blockquote>There is a significant global funding gap between university research and the level of validation VCs require. Successfully overcoming this hurdle showcases resilience and readiness for the next stage. </blockquote>Example:<ul><li>Developed a physical proof-of-concept prototype demonstrating entanglement-based data encryption.</li><li>Initial R&amp;D milestone: Successfully transmitted data securely over a 10km fiber-optic network.</li><li>Established collaboration with a leading university lab to accelerate validation.</li><li>Secured $1M in LOIs from enterprise customers, reflecting strong market interest. </li></ul><h3>Business Model &amp; Target Customer</h3>Explain how you will make money. While it may take years to reach the market, defining your target customer and understanding their needs early is important. Without clarity on who you are building for, you risk creating the wrong product or addressing the market incorrectly. A clear business model aligns with a straight path to market, minimizing unnecessary detours on what is already a long journey for deep tech startups.Example:<ul><li>Licensing proprietary photonic chips to OEMs.</li><li>Subscription-based analytics platform for network performance monitoring.</li><li>Direct sales of hardware to enterprise and government sectors.</li><li>Revenue projections: $5M ARR by year 2, scaling to $50M ARR by year 5. &nbsp;<h3>Competitive Landscape</h3></li></ul>Position your innovation against existing and emerging competitors. <blockquote>The key to raising money in deep tech lies in how truly defensible (unique, proprietary) your scientific breakthrough is. </blockquote>Investors want to see not only your edge over competitors but also why your innovation cannot easily be replicated or surpassed.Example:Competitors: Post-Quantum, ID Quantique, traditional encrypted communication providers. QuantumLink’s Edge:<ul><li>10x energy efficiency compared to competitors.</li><li>Proprietary entanglement-based key distribution ensures superior security.</li><li>Scalable architecture reduces costs by 20%. &nbsp;<h3>Team</h3></li></ul>Highlight the expertise and experience driving the company. <blockquote>In deep tech, it’s hugely important that the scientific talent is embedded within the startup team—preferably as the CTO. </blockquote>While it might be tempting to rely on external research institutes or partners, VCs don’t invest in deep tech without simultaneously investing in the scientists themselves.Example:<ul><li>Alex Carter (Founder &amp; CEO): PhD in Quantum Mechanics, led DARPA photonic systems projects.</li><li>Jamie Lee (CTO): 15 years in photonic chip design, formerly with Intel.</li><li>Sarah Khan (Head of Business Development): 10 years in enterprise sales, secured $200M in contracts at Cisco.</li></ul><h3>Roadmap</h3>Share a clear plan for execution. Outline how technical validation and market readiness milestones align with funding stages. Highlight proof-of-concept (lab-scale validation), pilot programs (real-world application), and scaling phases as key steps to commercialization. Demonstrating this structured progression reassures investors and builds confidence in your execution strategy.Example:<ul><li>0-12 Months: Complete proof-of-concept validation, including a working lab-scale prototype tested under industry-standard conditions. Begin initial discussions with potential commercial partners.</li><li>12-24 Months: Conduct pilot programs in collaboration with enterprise customers, demonstrating the technology’s real-world application and securing early commercial contracts.</li><li>24-36 Months: Scale production for targeted market entry. Launch in a high-priority sector (e.g., defense or telecom) with a clear focus on achieving early revenue milestones. Validate market demand through initial deployments.</li></ul><h3>&nbsp; The Ask &amp; Use of Funds</h3>Provide an overview of financial projections and funding needs. <blockquote>Early-stage deep tech startups face prolonged periods of outgoing costs compared to B2B SaaS or D2C companies. </blockquote>With extended R&amp;D timelines and the need for significant capital to reach market readiness, deep tech startups must clearly justify the size and timing of their funding requirements to ensure long-term sustainability.Example:Current Raise: $5M Seed Round. Use of Funds:<ul><li>50% R&amp;D to refine technology and conduct pilot programs.</li><li>25% manufacturing scale-up to prepare for production.</li><li>15% marketing and business development to secure partnerships.</li><li>10% hiring to expand the technical and operational team.</li></ul>Milestones:<ul><li>Achieve real-world validation through pilot programs with enterprise customers.</li><li>Complete regulatory approvals.</li><li>Prepare for initial market entry.</li><li>Projections: $5M ARR by Year 5 with 30% margins. </li></ul><h2> Key Takeaway</h2>Creating a deep tech pitch deck requires blending technical depth with a clear and concise narrative. QuantumLink exemplifies how to present groundbreaking technology, market validation, and a strong commercialization strategy. Deep tech founders are often scientists who may struggle to operate on startup timelines and resources. <blockquote>A successful deep tech founding team must be as 'startup' as they are 'science,' ensuring they can manage the rapid demands of fundraising and execution while meeting technical and revenue milestones.</blockquote><h3> </h3><h3>Explore More Funraising Resources:</h3><a title="Pitch Deck 101" href="https://foundervc.org/blog/pitch-deck-101" target="_blank" rel="noopener" data-mce-href="https://foundervc.org/blog/pitch-deck-101">Pitch Deck 101</a><a data-mce-href="https://foundervc.org/blog/the-unwritten-rules-of-fundraising" href="https://foundervc.org/blog/the-unwritten-rules-of-fundraising" title="The Unwritten Rules of Fundraising" target="_blank" rel="noopener">The Unwritten Rules of Fundraising</a><a title="What VCs Really Think of Your Startup" href="https://foundervc.org/blog/what-vcs-really-think-of-your-startup" target="_blank" rel="noopener" data-mce-href="https://foundervc.org/blog/what-vcs-really-think-of-your-startup">What VCs Really Think of Your Startup</a> --------------------------------Tags: Fundraising, Seed, Deep Tech, Pitch DeckThis article follows the Founder VC Virtual Incubator's standardized format to ensure clarity, actionability, and professionalism:<table style="border-collapse: collapse; width: 100%;" border="1" data-mce-style="border-collapse: collapse; width: 100%;" data-mce-selected="1"><tbody><tr><td style="width: 50%;" data-mce-style="width: 50%;">Title</td><td style="width: 50%;" data-mce-style="width: 50%;">A clear and engaging title that sets the focus.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Objective</td><td style="width: 50%;" data-mce-style="width: 50%;">Defines what the reader will learn or accomplish.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Context</td><td style="width: 50%;" data-mce-style="width: 50%;">A relatable introduction or case study providing real-world relevance.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Core Concepts</td><td style="width: 50%;" data-mce-style="width: 50%;">Structured, numbered sections with actionable insights for readers.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Case Study (Optional)</td><td style="width: 50%;" data-mce-style="width: 50%;">Real-world examples that illustrate key takeaways.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Final Takeaway</td><td style="width: 50%;" data-mce-style="width: 50%;">A reinforced key message designed for practical application.</td></tr></tbody></table>This format ensures a professional and consistent reading experience, with actionable insights founders can immediately implement.

Deep Tech Pitch Deck Template

<h2>Objective</h2><blockquote> In D2C, a great product isn’t enough—investors care more about your ability to sell it than the product itself.&nbsp;</blockquote>Selling once isn’t enough. You need to demonstrate that you can acquire customers at a sustainable cost and drive repeat purchases, proving strong customer lifetime value.A successful D2C business isn’t built on product innovation alone; it requires a scalable, profitable go-to-market strategy. Your ability to articulate this effectively determines your fundraising success.<h3>Context</h3> Investors don’t care nearly as much about your product as they do about your ability to sell it.<ul><li>You can have an EdTech startup that doubles learning outcomes.</li><li>You can have a skincare company that delivers glass-skin results.</li><li>You can build an app that reduces the mental load of parenting to something manageable.</li></ul>None of it matters unless you can sell it.And not just once—you need to prove you can sell it for less than it costs to acquire a customer. You need to show that users return and spend again.Only after clearing these hurdles do you have a shot at raising venture capital in 2025. The era of growth at all costs is over.D2C founders must approach investor pitches as a sales exercise—everything from presentation energy to deck structure must showcase your startup's capture of market demand.VCs prioritize:<ul><li>A scalable acquisition strategy with a clear CAC-to-LTV advantage.</li><li>A market large enough to support a billion-dollar outcome.</li><li>A business model ensuring long-term profitability—investors now demand sustainable unit economics.</li></ul> A well-crafted pitch deck conveys these fundamentals. This guide uses FitSync—a fictional D2C fitness startup—as an example to structure your deck effectively.Your deck should be concise (no more than 12 slides) and deliver a compelling narrative within the standard 8-minute pitch window. <a title="What VCs Really Think of Your Startup" href="https://foundervc.org/blog/what-vcs-really-think-of-your-startup" target="_blank" data-mce-href="https://foundervc.org/blog/what-vcs-really-think-of-your-startup" rel="noopener">What VCs Really Think of Your Startup - Understand the key criteria venture capitalists use to evaluate startups, broken down by type of business or vertical (B2B SaaS, D2C, Deep Tech), and how to position your startup effectively to meet their expectations.</a><h2>&nbsp; Core Concepts</h2><h3> 1. The Billion-Dollar Market Test</h3> Investors expect a target market worth at least $1 billion, with scalable solutions promising 10x returns.Example: FitSync’s Market Opportunity<ul><li>TAM: $100B global fitness app market, growing at 10% CAGR.</li><li>SAM: $25B personalized fitness segment targeting health-conscious millennials and Gen Z.</li><li>SOM: $6B North American market for AI-driven fitness apps, targeting users aged 25–40 who use wearables like Fitbit and Apple Watch.</li><li>Execution Strategy: FitSync’s partnerships with 10,000+ trainers enhance engagement and drive organic referrals, providing a clear market entry advantage. </li></ul>Investors Ask<ul><li>Is the market large enough to support a venture-scale outcome?</li><li>What’s your roadmap to capturing significant market share?</li><li>Do you have the ambition and execution ability to dominate the category? </li></ul><h3>2. The Problem &amp; Your Solution</h3> VCs invest in painkillers, not vitamins. Show why your solution is necessary.Example: Consumers face:<ul><li>High waste: Over 60% of fitness apps fail to retain users beyond three months due to impersonal experiences. </li><li>Lack of personalization: 75% of users abandon fitness routines that don’t fit their goals. </li><li>Saturation: The crowded fitness app market lacks an affordable, sustainable, and personalized solution.</li></ul> Investors Ask<ul><li>How big is the pain point, and how urgently do customers need a solution? </li><li>Are customers already spending money on alternative solutions? </li><li>Is this a problem that leads to habitual or repeat purchasing behavior? </li></ul><h3>3. Business Model: Tailoring to Expectations</h3><blockquote> D2C business models require scalable sales channels and low CAC relative to LTV. The days of VC money fueling unsustainable growth are over.</blockquote>Example: FitSync’s Business Model<ul><li>Subscription: $35/month per customer. </li><li>Premium add-ons: Advanced analytics and coaching from $25. </li><li>Corporate partnerships: Wellness kits and app access for businesses, projected to contribute 25% of revenue by year three. </li><li>Scalability: A high LTV-to-CAC ratio of 6:1 demonstrates strong profitability and repeatable revenue generation. </li></ul>Investors Ask<ul><li>How does your business model drive organic growth from the start?</li><li>What strategies ensure long-term customer retention and repeat purchases?&nbsp;</li><li>What is your competitive moat? </li></ul><h3>4. Customer Acquisition &amp; Retention</h3> Explain how you attract and retain customers cost-effectively.Example: FitSync’s Acquisition &amp; Retention Strategy<ul><li>Referral programs: 25% of new users come from referral incentives, driving cost-effective organic growth.</li><li>Influencer partnerships: Fitness influencers contribute to a 15% month-over-month increase in downloads.</li><li>Personalization engine: AI-driven recommendations lead to a 35% higher retention rate than competitors.</li><li>Trainer-led growth: FitSync’s 10,000+ trainer partnerships generate 1.5 referrals per user, reducing paid marketing dependency.</li></ul>Investors Ask<ul><li>What are your core acquisition channels, and how cost-effective are they?</li><li>What is your customer retention rate, and how does it compare to industry benchmarks?</li><li>What are your primary drivers of retention, and how do they contribute to LTV growth?</li><li>How do you turn one-time buyers into repeat customers?</li><li>What role does brand loyalty and organic referral play in scaling acquisition? &nbsp;</li></ul><h3>5. Founders: The Core Investment</h3> Investors bet on founders, not just products. Insider knowledge, personal motivation, and execution ability matter.Example: FitSync’s Founding Team <ul><li>Jane Doe (Founder &amp; CEO): 12 years in fitness tech; scaled two D2C startups to $12M ARR.</li><li>John Smith (CTO): AI specialist with a PhD in machine learning, formerly at Fitbit.</li><li>Emily Green (CMO): Spearheaded marketing campaigns that achieved $20M in revenue for a global wellness brand. </li></ul>Investors Ask<ul><li>Do you have deep expertise in your field?</li><li>What personal motivation drives your commitment to solving this problem?</li><li>Can you attract top talent and execute efficiently? </li></ul><h3>6. Traction: De-Risking Your Venture</h3>Demonstrating traction mitigates investor risk.&nbsp;Traction refers to measurable indicators that demonstrate a startup’s momentum, reducing the perceived risk for investors. It shows that the business is attracting customers, generating revenue, and proving market demand.For D2C startups, traction can be measured in several ways:<ul><li>User Growth: The number of new customers acquired over time. </li><li>Revenue Growth: Increasing ARR, subscription rates, or repeat purchases. </li><li>Retention &amp; Engagement: The percentage of users who stay active and make repeat purchases. </li><li>Viral Coefficients: Referral-based user acquisition and organic growth. </li><li>CAC to LTV Ratio: Demonstrating profitability through efficient customer acquisition. </li></ul>Example: FitSync’s Growth Traction<ul><li>150K active users in 12 months, exceeding industry benchmarks by 20%.</li><li>$2.5M ARR in 18 months, a 25% faster revenue ramp than competitors.</li><li>30% MoM user growth, driven by targeted marketing, referrals, and trainer partnerships. </li><li>Trainer network impact: 1.5 referrals per user, amplifying organic growth and reducing CAC.</li></ul>Investors Ask<ul><li>What specific data points prove traction (user growth, revenue, retention)?</li><li>Are customers not just engaging but making repeat purchases, and how often?</li><li>How do your key performance metrics compare to direct competitors and industry standards?</li></ul><h3>7. The Timeline Trap</h3> VCs expect startups to reach $1–2M ARR within 18 months of seed funding. Founders must balance aggressive scaling with sustainable growth.Example: FitSync’s Growth Timeline<ul><li>Projected ARR: FitSync is on track to reach $2M ARR in 16 months, driven by rapid adoption and organic referral strategies.</li><li>Referral-driven expansion: 30% of new users come from organic referrals, accelerating acquisition without increasing CAC.</li><li>Trainer partnerships: Expanding from 10,000 to 15,000 trainers within 12 months to boost engagement and long-term retention.</li><li>Premium feature upsells: Advanced analytics and 1:1 coaching contribute to 20% of total revenue, improving LTV. &nbsp;</li></ul>Investors Ask<ul><li>How quickly can you scale revenue to hit VC expectations? </li><li>Do you have a roadmap to Series A milestones?</li><li>What strategies will you use to avoid ‘Death Valley’?</li></ul><h3> 8. Self-Sufficiency: Beyond VC Dependency</h3> Only 1% of startups secure VC funding, and most fail to raise subsequent rounds. VCs don’t invest in businesses that won’t raise again—they invest in companies positioned to become unicorns within a decade. The reality is that most startups don’t make it from Seed to Series A, making it critical to have a plan for 'if things don’t work out as planned.'Example: FitSync’s Path to Sustainability<ul><li>Diverse revenue streams: Subscription, premium add-ons, and B2B partnerships minimize risk and reduce reliance on VC funding. </li><li>Sustainable CAC strategies: A CAC-to-LTV ratio of 1:6 ensures profitability, giving FitSync a sustainable runway even if future funding is delayed. </li><li>Prepared for multiple outcomes: While positioned for aggressive scaling, FitSync has contingency plans to operate efficiently in a slower growth scenario, including prioritizing high-LTV customer segments and optimizing retention strategies.</li></ul><blockquote> Investors won't ask the following questions, but you should.<ul><li>Can my startup survive if it doesn’t secure a Series A?</li><li>What is my contingency plan if growth stalls or funding conditions change?</li><li>How is my startup structuring financial sustainability while staying VC-attractive? </li></ul></blockquote><a title="Avoiding the Startup Graveyard- How Not to Die. Survival isn’t guaranteed, but it is within your control." href="https://foundervc.org/blog/avoiding-the-startup-graveyard" target="_blank" data-mce-href="https://foundervc.org/blog/avoiding-the-startup-graveyard" rel="noopener">Avoiding the Startup Graveyard- How Not to Die. Survival isn’t guaranteed, but it is within your control.</a><h2>Key Takeaway</h2> Raising capital isn’t the goal—building a profitable, scalable D2C business is. Investors back companies that can prove they can sell, scale, and sustain strong unit economics.<blockquote>A winning D2C pitch deck demonstrates undeniable proof of market interest and potential to scale, affordably.</blockquote>VCs don’t invest in founders who are just passionate about their product—they invest in founders who can sell. In D2C, your ability to acquire, retain, and monetize customers is just as important—if not more—than the product itself. The best startups don’t just convince investors that they have a great idea; they convince them they can turn that idea into a scalable, billion-dollar business.<h3>Explore More Funraising Resources:</h3><a title="B2B SaaS Pitch Deck Template" href="https://foundervc.org/blog/b2b-saas-pitch-deck-template" target="_blank" rel="noopener" data-mce-href="https://foundervc.org/blog/b2b-saas-pitch-deck-template">B2B SaaS Pitch Deck Template</a><a title="Pitch Deck 101" href="https://foundervc.org/blog/pitch-deck-101" target="_blank" rel="noopener" data-mce-href="https://foundervc.org/blog/pitch-deck-101">Pitch Deck 101</a><a href="https://foundervc.org/blog/the-unwritten-rules-of-fundraising" data-mce-href="https://foundervc.org/blog/the-unwritten-rules-of-fundraising" title="The Unwritten Rules of Fundraising">The Unwritten Rules of Fundraising</a><a title="Why The Future of Startups Relies on Traction" href="https://foundervc.org/blog/why-the-future-of-startups-relies-on-traction" data-mce-href="https://foundervc.org/blog/why-the-future-of-startups-relies-on-traction" target="_blank" rel="noopener">Why The Future of Startups Relies on Traction</a> ---------------------------------Tags: Fundraising, Pitch Deck, Direct to Consumer, D2C This article follows the Founder VC Virtual Incubator's standardized format to ensure clarity, actionability, and professionalism:<table style="border-collapse: collapse; width: 100%;" border="1" data-mce-style="border-collapse: collapse; width: 100%;" data-mce-selected="1"><tbody><tr><td style="width: 50%;" data-mce-style="width: 50%;">Title</td><td style="width: 50%;" data-mce-style="width: 50%;">A clear and engaging title that sets the focus.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Objective</td><td style="width: 50%;" data-mce-style="width: 50%;">Defines what the reader will learn or accomplish.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Context</td><td style="width: 50%;" data-mce-style="width: 50%;">A relatable introduction or case study providing real-world relevance.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Core Concepts</td><td style="width: 50%;" data-mce-style="width: 50%;">Structured, numbered sections with actionable insights for readers.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Case Study (Optional)</td><td style="width: 50%;" data-mce-style="width: 50%;">Real-world examples that illustrate key takeaways.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Final Takeaway</td><td style="width: 50%;" data-mce-style="width: 50%;">&nbsp;A reinforced key message designed for practical application.</td></tr></tbody></table>This format ensures a professional and consistent reading experience, with actionable insights founders can immediately implement.

D2C Pitch Deck Template

<h2>Fundraising Sucks </h2>Ask any founder what they dread most, and fundraising will likely top the list. Many view it as a frustrating process that takes time away from "real" work. And it does take away from the real work. It's a four to six-month full-time job, on top of the most punishing job a human could have—early-stage startup CEO. Just some of the very valid reasons founders hate fundraising:<ul><li>The overwhelm you feel when your inbox is full of fundraising emails, and you have so much real work to do on your startup.</li><li>The negative feelings that come with more rejection than you've ever faced in your life.</li><li>How nobody says no clearly, so you never know why you're being rejected.</li><li>The huge percentage of VCs that waste your time without hesitation.&nbsp; </li><li>Trying to get far enough inside VCs' heads to even clearly understand what the (seemingly ever-changing) benchmarks are for investment.</li><li>The exercise of crafting a billion-dollar narrative and rearchitecting your financials repeatedly to make a hockey stick.</li><li>How often the exercise above feels like lying. </li><li>The need for a warm intro to even get a meeting, meaning fundraising has to start six months earlier than the raise itself if you don't have a built-in network.</li><li>Building a 'hot round', or creating FOMO, feels like an inauthentic &nbsp;(manipulative) exercise in crowd-based thinking.</li><li>How easily some investors forget that it's so much easier to give feedback than to do the work.</li><li>How foreign term sheets and valuations seem, and how one-sided early-stage negotiations can feel.</li></ul><figure id="figure-cjwb3dy3okm6fquso5" class=""><img id="cjwb3dy3okm6fquso5" src="https://images.unsplash.com/photo-1515472071456-47b72fb3caff?crop=entropy&amp;cs=tinysrgb&amp;fit=max&amp;fm=jpg&amp;ixid=M3wyNjI5NjF8MHwxfHNlYXJjaHwxfHxkZWZsYXRlZHxlbnwwfHx8fDE3MzgwMjQ0Mjl8MA&amp;ixlib=rb-4.0.3&amp;q=80&amp;w=1080" alt="smiling emoji balloon beside black car during daytime" title="smiling emoji balloon beside black car during daytime" class="object-cover bg-gray-100 rounded-2xl md:rounded-3xl lg:rounded-4xl" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionx="undefined" data-positiony="undefined" data-fullwidth="false" data-mce-src="https://images.unsplash.com/photo-1515472071456-47b72fb3caff?crop=entropy&amp;cs=tinysrgb&amp;fit=max&amp;fm=jpg&amp;ixid=M3wyNjI5NjF8MHwxfHNlYXJjaHwxfHxkZWZsYXRlZHxlbnwwfHx8fDE3MzgwMjQ0Mjl8MA&amp;ixlib=rb-4.0.3&amp;q=80&amp;w=1080" data-mce-style="aspect-ratio: 16/9; object-position: center center;"></figure>If you succeed at closing your round, the joy is fleeting. Relief takes over, followed by the exhale of the breath you’ve been holding for the entirety of the fundraise. It leaves you feeling like a fully deflated balloon.<blockquote>A startup founder’s number one job is to get out of their own way—and by extension, their startup’s way. The second most important job? Never run out of money.</blockquote>Let's be honest with ourselves for a moment.<h2>&nbsp; Why Fundraising Is Not a Total Waste of Time</h2> Fundraising is a distraction, but it’s also the ultimate sales test. Customers and VCs have a few foundational things in common:<ul><li>Limited attention spans.</li><li>Hard to reach at scale.</li><li>Difficult to convince to give you money.</li></ul>If VCs don’t understand your value proposition, customers may not either. Or your value proposition may resonate with a smaller group of customers than you anticipate.The best way to secure funding is to give investors exactly what they need to make a decision. Customers are no different—they won’t dig through unclear details to understand your value.As a society, we respect VCs. They’ve been given access to the money, and we believe that it’s for a reason. It’s hard to take harsh feedback from people we respect. Think about VCs as a captive audience whose job is to shake you down. &nbsp; <h2>Selling to VCs Is Like Selling to Customers</h2> Selling your startup to investors is not all that different from selling your product to customers. Both require you to:<ul><li>Identify the problem you’re solving.</li><li>Explain how your solution uniquely addresses that problem.</li><li>Build trust and credibility.</li></ul>The questions VCs ask often reflect the concerns your target market will have:<ul><li>"How are you different from competitors?" </li><li>"What problem do you solve, and is it worth paying for?"</li><li>"Can you actually grow your business without burning through cash?"</li><li>"Do your customers love you and come back for more?' </li></ul>If investors find your pitch unclear or unconvincing, how will you succeed with customers who are even less invested in understanding your technology? Fundraising forces you to refine your messaging, simplify your value proposition, and focus on outcomes instead of jargon—all essential skills for attracting and retaining customers.While investors may not always be right, their feedback often highlights gaps in your thinking. They’ve seen countless startups and recognize patterns you may not.&nbsp;<h2>&nbsp; Clarity Trumps Complexity</h2> Founders often feel compelled to over-explain, thinking their product won’t speak for itself. This leads to overcrowded pitches and websites that overwhelm rather than inform. When you’re complex, you lack clarity. When you lack clarity, you lack the ability to execute with limited resources. If I had a dollar for every deep-tech founder who said, "You don’t get it because you’re not technical," I’d have a penthouse next to Elon Musk on Mars.Mark Twain put it best: <blockquote>I didn't have time to write a short letter, so I wrote a long one instead.</blockquote>Clear and simple—so clear and simple that it seems obvious—is how early-stage startups succeed despite limited resources. An early-stage startup thrives only by solving real pain with a true solution. Customers must love your product enough to forgive the bugs, the missing features, and the clunky interface.Over-explaining often stems from a lack of confidence.&nbsp;<h2>&nbsp; Repetition Builds Mastery</h2> Fundraising, from start to finish, is a funnel. At every step, you must decrease friction. Every pitch is an opportunity to refine your story. Think of VCs as a captive audience, required to ask tough questions and care about your startup—even if only for 30 minutes, which is longer than any customer will ever give you to convince them.Nobody wants to meet after seeing your pitch deck and company introduction? That sucks, but go ahead then. Learn what resonates and what doesn’t, adapt quickly, and expect to edit your pitch deck over and over again. Resilience is a muscle.&nbsp;<h2>&nbsp; Fundraising Is Never a Fast Solution</h2> Fundraising is never a fast solution to any problem. VCs won't fund you if you only have a month or two of runway left—you’re likely to fail, so why would they take the risk? Sending half-baked documents to VCs is a surefire way to ruin future relationships. Why would someone trust you with their money if you don’t take their process seriously?When founders tell me they just want to get their round closed quickly, and I can see they’re not open to feedback about why they’re not getting funded, I’ve learned the hard way to take a step back. Many of us, myself included, learn life lessons through experience. 90% of founders who want a "fast round" come back three months later with a mess on their hands and in need of a re-start.The only way to make fundraising an exercise that doesn’t make you want to pull your hair out is preparation. Apply the basic tenets of startups and get prepared for the volume—from pitches to documents—because doing it right takes time and effort.<h2>&nbsp; Final Thoughts</h2>&nbsp;The best founders know when to pause fundraising and focus on building or pivoting. <blockquote>Continuing to pitch a startup that VCs aren’t interested in is as counterproductive as pushing an underperforming product onto reluctant customers.</blockquote>There are very few true billion-dollar opportunities in the world, and if your startup isn’t a VC moonshot, that’s okay. Stop banging your head against a brick wall. Success comes from clarity—from refining your fundamentals, addressing feedback, and building a business that aligns with the right opportunities—not from forcing a narrative that doesn’t fit. ----------------------------------------------<a data-mce-href="https://www.linkedin.com/in/lane-litz/" href="https://www.linkedin.com/in/lane-litz/" title="Lane's LinkedIn" target="_blank" rel="noopener">Lane Litz</a> is a proven startup founder, operator, and venture capitalist with a track record of building, scaling, and investing in high-potential startups. As employee #6 at VIPKID, she helped grow the company to a $3B valuation. Later, as the CEO and Co-founder of Speakia, she navigated challenging market conditions to lead the startup to acquisition. Her time in venture capital &nbsp;gave her a front-row seat to the systemic flaws in traditional VC, inspiring her to found Founder VC. Now, Lane is reshaping the venture landscape with a founder-first approach, focusing on sustainable investments that deliver measurable value for both founders and investors. &nbsp;

Why Fundraising Is Not a Total Waste of Time

<h2>Objective</h2> Learn how to structure a compelling B2B SaaS pitch deck that effectively communicates your B2B SaaS startup's unique value proposition, global market opportunity, and scalability to VCs.<h2>Context</h2>Your B2B SaaS startup is always fighting to be seen an ocean of offerings.&nbsp;<blockquote>B2B SaaS has been around for 30+ years. B2B SaaS founders must drive home how their product is unique, how it addresses customer pain points, and how their team can successfully sell—and upsell—to the right audience.</blockquote>In this example, we use SaaSify—a hypothetical startup focused on workflow automation for manufacturers—as a guide to structuring your pitch deck.Remember, your pitch deck should have no more than 12 slides to effectively communicate your message within the standard 8-minute pitch window. By following these steps, you’ll create a deck that highlights the critical elements investors need to see.<h2>&nbsp;Core Concepts</h2><h3> 1. The Problem</h3>Investors ask: Is this a real, urgent, and valuable problem worth solving? Is it a vitamin or a painkiller? Is it a nice-to-have, or a need-to-have? Investors want to know the problem you're solving, why it matters, and the scale of its impact. Be specific and back your claims with data.Example: Manufacturers face:<ul><li>Costly Production Delays: $50B+ lost annually.</li><li>Visibility Challenges: Supply chain complexity impacts efficiency. </li></ul><h3>2. Your Solution</h3>Investors ask: How does this solution uniquely and effectively solve the problem? Is this solution measurably proven to solve the problem? Is the solution so valuable that people will buy it with all of its early-stage lumps and bumps? Clearly define how your product addresses the problem. Focus on outcomes, not just features.Example: SaaSify automates workflows and integrates seamlessly with existing tools:<ul><li>Ease of Use: Reduces manual errors by 40%.</li><li>Operational Efficiency: Cuts operational costs by 25%.</li><li>Scalability: Provides real-time supply chain insights for demand scaling.</li></ul><h3> 3. Market Opportunity</h3>Investors ask: How big is this market, and is it worth investing in? Is there a billion-dollar market opportunity, and have you proven that you both understand and are attractive to the closest purchaser? Show the size of the opportunity and where your startup fits. Break it into Total Addressable Market (TAM) and Serviceable Addressable Market (SAM).Example:<ul><li>TAM: $25B globally for workflow automation in manufacturing, focusing on automotive and heavy equipment sectors.</li><li>SAM: $5B in North America and Europe, targeting mid-size to enterprise manufacturers. </li></ul><h3>4. Product Overview</h3>Investors ask: What are the key features that make this product compelling? How does it work? Highlight your product’s key features and unique selling points. Include visuals to make it tangible.Example:Key Features:<ul><li>Drag-and-drop workflow builder.</li><li>Pre-built integrations for 50+ tools.</li><li>Real-time analytics dashboard.</li></ul>Visuals: Include a screenshot of SaaSify’s dashboard and workflow builder. <h3>5. Traction</h3>Investors ask: Does this startup have measurable momentum and validation? How much risk am I taking if I invest in this startup? Do their numbers show that they know what their customers want? Do their numbers make it clear that the team knows what to care about?&nbsp; Demonstrate your startup’s momentum with specific metrics. Focus on growth, adoption, and market validation.Example:<ul><li>5,000 Active Users: Predominantly in automotive manufacturing and heavy equipment sectors.</li><li>20% MoM Revenue Growth.</li><li>$1M ARR: Achieved within 18 months.</li><li>25% of Users Purchasing Add-Ons: Driving additional revenue through advanced analytics and integrations.</li></ul><h3>6. Business Model</h3>Investors ask: Long contracts with upsell opportunity makes B2B SaaS an attractive investment. Has the founding team tried enough tests to figure out the best way for customers to pay, and do they have a model to get them to continue to pay?&nbsp; Outline how your company generates revenue and its scalability. Keep it simple and focused.Example:<ul><li>SaaS Subscription: $99/month per user.</li><li>Premium Add-Ons: Advanced analytics and integrations. </li></ul><h3>7. Competitive Landscape</h3>Investors ask: Why will this company win in a competitive market? B2B SaaS is insanely saturated. There are very few truly unique B2B SaaS companies out there. The thousands of startups I've looked at makes me immediately suspicious that this solution is truly unique. Identify competitors and articulate your competitive edge. Specify how a unique combination of features, pricing, and marketing strategies can distinguish your product from others in a crowded market. Example:Competitors: Zapier, Airtable, and Trello dominate general workflow tools but fail to address supply chain complexities in manufacturing. SaaSify’s Edge:<ul><li>Affordable Pricing: $99/month per user. </li><li>Proprietary AI-Driven Insights Engine: Predicts churn and automates outreach.</li><li>Tailored for enterprise-grade manufacturing needs. </li></ul><h3>8. The Team</h3>Investors ask: Does this team have the expertise and track record to execute on a dime? Are they in it for the long haul? Is there someone to sell and someone to build? Showcase startup-relevant successes and deep industry and sales expertise.&nbsp;Example:<ul><li>Alex Doe (Founder &amp; CEO): Scaled a SaaS startup from $0 to $20M ARR; acquired.</li><li>Jamie Smith (CTO): Ex-CTO of TechCorp, scaling its platform to $50M ARR.</li><li>Taylor Green (Head of Sales): Grew ScaleIt SaaS revenue from $1M to $15M ARR; closed enterprise-level deals. </li></ul><h2>Final Takeaway</h2> Your pitch deck is your startup’s first impression. In a saturated B2B SaaS market, emphasize what makes your product unique, how it addresses specific customer pain points, and why your team can successfully sell—and upsell—to the right audience. Highlight metrics that prove your ability to stand out and scale effectively in a competitive landscape. ----------------------------------Tags: Fundraising, B2B SaaS, Pitch DeckThis article follows the Founder VC Virtual Incubator's standardized format to ensure clarity, actionability, and professionalism:<table style="border-collapse: collapse; width: 100%;" border="1" data-mce-style="border-collapse: collapse; width: 100%;" data-mce-selected="1"><tbody><tr><td style="width: 50%;" data-mce-style="width: 50%;">Title</td><td style="width: 50%;" data-mce-style="width: 50%;">A clear and engaging title that sets the focus.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Objective</td><td style="width: 50%;" data-mce-style="width: 50%;">Defines what the reader will learn or accomplish.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Context</td><td style="width: 50%;" data-mce-style="width: 50%;">A relatable introduction or case study providing real-world relevance. </td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Core Concepts</td><td style="width: 50%;" data-mce-style="width: 50%;">Structured, numbered sections with actionable insights for readers.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Case Study (Optional)</td><td style="width: 50%;" data-mce-style="width: 50%;">Real-world examples that illustrate key takeaways.</td></tr><tr><td style="width: 50%;" data-mce-style="width: 50%;">Final Takeaway</td><td style="width: 50%;" data-mce-style="width: 50%;">&nbsp;A reinforced key message designed for practical application.</td></tr></tbody></table>This format ensures a professional and consistent reading experience, with actionable insights founders can immediately implement.

B2B SaaS Pitch Deck Template

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