Whenever we have a chance to ask the founders some questions, we always try to bring something interesting to the table. So at ABC Silicon Valley, we asked Steve Decker: You’ve sat in a lot of pitch meetings — what makes you say “yes” to a startup?
His response was simple, but it cut through all the noise. For Steve, every startup pitch begins with the problem. If it’s a meaningful one, he looks at the team — are they the right people to solve it? And if they are, can they turn the solution into a sustainable business? But it always comes back to the problem.
Why Every Great Pitch Starts with the Problem
Every great pitch stands out when it starts with a problem. If you skip this part, you may lose the investor before you’ve even warmed up. Without explaining a big or small issue, there’s no story and no reason for your startup to exist. Investors always want to know:
- Is this problem significant enough that people or businesses will pay to solve it?
- Does the problem affect a large enough group to make the solution scalable?
- Is the pain point urgent, or is it something customers can live without addressing?
How Investors Judge If A Startup Has The Right Team
Once the problem is clear to investors and they find it significant, the spotlight shifts to the team. Investors may love the problem, but they will have second thoughts if they don’t believe the team is capable of delivering the required results.
As Steve explained, after the problem, the next filter is: “Are these the right people to solve it?”
Investors usually look for people with relevant experience to tackle the problem directly. They also take a closer look at vision and leadership: can you attract talent, inspire customers, and rally stakeholders?
The Revenue Question: Can This Startup Actually Make Money?
Passion and vision are essential, but at the same time, investors eventually ask the same bottom-line question: If this works, can they make money? That’s where many founders make a big mistake. They describe the problem and present a demo product impressively, but when it comes to revenue streams, they stumble.
Investors often find that the financial roadmap isn’t fully polished. A business model should be simple and clearly demonstrate each step. Investors usually ask questions like:
- Who pays for the solution — consumers, businesses, or both?
- How much will they pay, and how often?
- How does this model scale as demand grows?
Avoiding The Tech Trap: Explaining Innovation The Right Way
One of the biggest mistakes founders make is getting too excited about the technology. They focus too much on technical details and advanced features. But the truth is, most investors don’t care about technical jargon. They care about the impact of what you’re building.
Instead of emphasizing the technology, focus on answering three simple questions:
- What does it do?
- Why should I care?
- What’s in it for the customer?
What Matters Most to Investors During A Pitch
Investors look at hundreds of pitches, but what really makes them say “yes” comes down to a few fundamentals. Therefore:
- Start with the problem
- Show the right team
- Map out the path to revenue
- Explain the technology in plain words
Final Thoughts
It’s clear from Steve’s answer that what really grabs investors’ attention is the problem you’re solving. So, always start by explaining the core problem. When you’ve finished working on your idea, ask yourself: Is this pitch so strong that it can’t be ignored? If the answer is yes, the investor is far more likely to say yes to your startup.
