We’re currently on track to receive about 600 applications to pitch to us this year. Typically we put about 1 in 5 applicants through to the next stage, which is to join one of our weekly informal “screening” calls. On these call, 3-4 founders pitch their business to some of our most experienced investors, and take questions from them. So far this year we’ve “screened” around 110 companies and are on track to see perhaps 130 or so by the end of the year. After each call the screeners give us written feedback, so I thought it might be useful to look at some of the most common issues, concerns and general observations that we’ve seen from our team this year.
1. Show us the moat. "What stops a bigger player copying this?" is the question we hear most. A strong answer is worth rehearsing, whether that's around IP, data, relationships or speed to market.
2. Tell us why you're different. This is related: plenty of pitches sound like ones we've already heard. "We're the only ones doing this" rarely lands, so show us why you'll win against the others.
3. Bring evidence, not just ambition. Pilots, early customers and real sales conversations all help. If you're pre-revenue, a few pilot clients (even unpaid) say a lot more than a polished forecast.
4. Get your valuation story straight. Too high for the stage is a common reaction, but too low can raise eyebrows too, so be ready to explain how you got there.
5. Tighten the pitch. Cut the long backstory, the jargon and the acronyms, and keep to time. If you're still explaining your product with minutes to go, something needs trimming!
6. Prepare for the obvious questions. Q&A is where many pitches wobble a bit. Especially, know your round terms, your numbers and your next steps without having to think about them.
7. Make the money make sense. Explain what the raise pays for, how long it lasts and what comes next. Forecasts should rest on assumptions you can defend.
8. Know your unit economics. Reviewers often ask about pricing, margins, sales cycles and the cost of winning a customer. A neat pricing slide that can't be justified doesn't help!
9. Show a complete team. We look for the skills you need, a clear division of roles and everyone pulling their weight in the room. If you're calling the business female-led, make sure the ownership and leadership back that up.
10. "AI" isn't a strategy. Saying you use AI isn't enough. Tell us what it does, why it's hard to copy and how you'll handle any regulation in your space.
As I read my observations back, it all sounds a bit harsh. Honestly it’s not meant to be - we’re actually rooting for all the founders we see! In truth, most of these points come down to clarity. If you can explain what you do, why you'll win and how the money gets you there, you're most of the way through a good screening.
As ever, if you’re a female tech founder and want to pitch to Angel Academe, please go to our applications page. We look forward to hearing from you!