August 16, 2023

5 questions to expect during VC pitches

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Venture capital is the fuel that moves startups from idea to reality, providing them with the financial backing and strategic guidance they need to grow.

As a founder, you know that a successful pitch to venture capitalists can be a game-changer. However, it's not just about having a great idea — you need to be prepared to answer the questions they’ll ask about you and your business.

In this blog, we’ll go over the most common questions posed by venture capitalists during startup pitches. Understanding their expectations will significantly improve your chances of securing the capital and support you’re looking for.

Conquering the pitch

When venture capitalists look at a new business, they want to know how much potential it has as well as how likely it is to reach that potential. Remember that risk is part of the equation — they know that some won’t make it there, but they hope to find enough successful startups to balance that out.

A lot comes down to how well you can explain your business and how it offers the VC a chance to profit.

1. What problem are you solving?

When pitching to investors, the fundamental question is what problem your startup addresses. Investors want to know if your solution targets a significant issue faced by a large audience.

Anecdotes or customer stories can help paint this picture. Use the problem, result, and solution chain of thought to illustrate the utility of your product or service.

This framing helps investors grasp your target market and potential size. How many individuals face the problem you detailed? Answering this will help them gauge the prospective demand for your product or service. 

2. How is your solution better?

If your idea has market potential, chances are you’re not the first person to think of it. Investors want to see a competitive advantage over similar products or services.

Think about your target market. Are they already using a product or service for the same problem? Your goal is to convince them — and investors — that you have a better alternative.

If they aren’t already using another product or service, you’ll have to focus on explaining why yours will make their lives easier or their businesses more productive. In either case, this comes down to developing a pitch that will appeal to the people you’re trying to sell to.

Whether it's innovative intellectual property, in-house technology, efficient product distribution, or an exceptional user experience, investors want to know why your startup is well-positioned to thrive.

Without a compelling answer to this question, securing investment becomes unlikely. It’s crucial to know what sets you apart from competitors, especially those that are more established.

If you can demonstrate a deep understanding of your target market and customers, this will instill confidence in your startup's potential for success.

3. Why are you and your co-founders the right team?

Even if investors like your idea, they still need to know that you’re the right person to make it happen. VCs will assess your ability to execute and your passion for the project, as the team's commitment drives long-term success.

Keep in mind that almost nobody excels in every single element of running a business. It’s a good idea to work with complementary co-founders who can compensate for your lack of experience in a particular field. You should also have a rough idea of what roles you’ll be looking for with your first few hires.

4. What is your business model, or how will you make money?

Apart from a great product idea, a pathway to revenue and profit is crucial for investment. Demonstrate how your startup can start making money and eventually become self-sufficient.

Subscription-based revenue models (think SaaS) are common for startups since they offer a clear model for ongoing income. Of course, you need to consider the best approach for your unique product or service.

5. What is the addressable market for your product?

Persuading investors requires showcasing your startup's potential in a large market. Calculate your Total Addressable Market (TAM) using top-down or bottom-up analysis. 

While top-down TAM calculations are quicker and easier, bottom-up TAM tends to be more accurate and compelling to investors. Ensuring a believable case for your business's potential scale is crucial; otherwise, your pitch to VCs may lack impact.

TAM is one of the best ways to understand your target market. Check out our report on sizing the market for a startup idea to learn more.

Other considerations

When it comes to seeking the funding you need for your startup, VCs are at liberty to drop any bomb. Hence, it’s essential to understand every possible facet of your business, your target market and its size, and your desired outcome. Here’s a list of additional considerations to have on your radar during your pitch:

Distribution model

Even if your customers are out there, you still need to find them. Try to build a plan that’s as specific as possible.

Why you need funding

Naturally, investors want to know why you want their money and what you plan to use it for. Explain how the funding will drive product launch, traction, or ARR to secure the next round of funding.

Early traction

Ideas are great, but there’s no substitute for demonstrated interest in your product or service. Early tests with landing pages and waitlists can also demonstrate business model validation.


Display a deep understanding of user motivations and monetization metrics like customer retention, sales churn, unit economics, and referrals to assure investors of your insights.


Acknowledge competition and know your market share rivals. Investors expect awareness of competing products and services.

Delaware incorporation

Investors prefer Delaware-registered stock corporations for efficient courts, a fair legal code, and investment eligibility. Delaware corporations are the standard for angel investors and VCs. Click here to incorporate your Delaware C-corp through Firstbase.

Successfully pitching your startup to VCs requires meticulous preparation and a clear understanding of their key questions. Showing that your team is well-equipped to tackle the problem, your business model has a clear revenue pathway, and your milestones align with future financing rounds is vital for capturing and retaining investor interest.

Remember, investors are not only on the hunt for a great idea, but also a capable team with a holistic understanding of their target market. By addressing their questions with conviction, data-driven insights, and a compelling vision, you stand a strong chance of securing the funding needed to fuel your startup's growth and success.

Firstbase is here to position your startup to fetch success. Incorporate your business today to take the next step toward acquiring VC funding.

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