TL;DR
At TechCrunch Disrupt, three investors outlined what they want from founder pitches: avoid buzzword overload, show sizable market potential, explain why the founders are uniquely positioned, and provide customer validation. For AI startups, panelists emphasized domain expertise, clear go-to-market plans and honesty about competitors.
What happened
At a TechCrunch Disrupt panel, Jyoti Bansal, Medha Agarwal (Defy) and Jennifer Neundorfer (January Ventures) walked through what makes — and breaks — a pitch deck. Their chief complaint was overuse of buzzwords, especially throwing AI around without clarity; Agarwal said frequent invocation of “AI” often signals weaker use of the technology. Bansal summarized investor expectations as three core questions: is the market large enough and the problem worth solving; why is this founder or team the one to win; and is there real validation or traction with customers. He framed those questions around a single benchmark: could the company become a billion-dollar business. On differentiation, the panel advised AI startups to lean on domain expertise, articulate competitive strategy, and show how their product enables new user behaviors rather than small incremental improvements. Tactical tips included clear go-to-market plans and transparent competitor disclosure.
Why it matters
- Investors prioritize clarity about market size, founder fit and customer validation over buzzwords.
- AI hype without concrete explanation can undermine credibility with potential backers.
- Demonstrating defensible differentiation and a clear route to customers increases fundraising prospects.
- Honesty about competitors matters — omitting rivals can erode trust with investors.
Key facts
- The guidance was delivered onstage at TechCrunch Disrupt by Jyoti Bansal, Medha Agarwal of Defy, and Jennifer Neundorfer of January Ventures.
- Panelists said their biggest pet peeve in decks is overuse of buzzwords, with frequent, shallow mentions of 'AI' singled out.
- Bansal outlined three investor questions: large market/problem relevance, why this founder will win, and evidence of validation or traction.
- Bansal described a key litmus test: could the company grow into a billion-dollar business.
- Neundorfer favors startups that enable new behaviors rather than only incrementally improving existing processes.
- Agarwal advised founders to explain how AI actually powers their product, present a clear go-to-market strategy, and show efficiency advantages over incumbents.
- Founders who omit competitors from their slides can lose credibility, according to Agarwal.
- Panelists recommended staying current on industry developments and connected to founder networks; Bansal emphasized focusing on building the product.
What to watch next
- How founders describe and demonstrate the actual role of AI in their products during future pitches.
- Whether early-stage startups present clear customer validation (revenue, feedback, or usage metrics) rather than only product concepts.
- How startups articulate defensible competitive strategies and honest competitor comparisons in decks.
Quick glossary
- Pitch deck: A brief slide presentation founders use to explain their business, market opportunity, team and traction to investors.
- Traction: Evidence that a product is gaining acceptance, commonly shown as customer feedback, usage metrics, revenue or partnerships.
- Go-to-market strategy: A plan that describes how a company will reach customers and achieve adoption and sales.
- Domain expertise: Specialized knowledge or experience in a particular industry or problem area that can give a startup an advantage.
Reader FAQ
What do investors dislike most in a pitch?
Panelists named buzzword overload — especially casual use of 'AI' without clear explanation — as a major turnoff.
What three questions should a founder answer?
Is the market large and the problem worth solving; why this founder or team will win; and is there customer validation or traction.
How should AI startups differentiate themselves?
The panel advised leaning on domain expertise, a clear competitive strategy, enabling new behaviors, and explaining how AI powers the product.
Is there a single investor litmus test?
Bansal said investors often ask whether the opportunity could scale to a billion-dollar company.
At TechCrunch Disrupt, three investors took the stage to dissect what makes — and breaks — a pitch deck. Jyoti Bansal, a founder-turned-investor; Medha Agarwal of Defy; and Jennifer Neundorfer…
Sources
- How to make your startup stand out in a crowded market, according to investors
- Startup Pitch Tips
- Essential Guide to Crafting an Entrepreneur Pitch 2025
- How to Win in a Crowded Market (and Get VCs to Bet on You)
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