For early-stage startups, the team’s unique qualifications and track record take center stage. Investors in this phase often bet more on the people than the product, so showcasing relevant expertise and past successes is essential. Highlight any entrepreneurial achievements, industry-specific experience, or technical skills that make your team uniquely equipped to tackle the problem at hand.

Demonstrating market validation and early traction adds credibility to your business idea. Specific indicators like pilot program results, letters of intent from potential customers, beta user feedback, or even a growing waitlist show tangible interest in your product or service. These signals reassure investors that your idea resonates with your target market and isn’t just a theoretical solution.

If your business relies on intellectual property or proprietary technology, this is the time to showcase it. Any patents, trade secrets, or exclusive rights that create barriers to entry should be emphasized, as they set your business apart and protect your competitive edge. Beyond just naming these assets, explain how they translate to real advantages that competitors can’t easily replicate.

Finally, an understanding of your customer acquisition costs and unit economics is critical, even if revenue remains limited. Break down how you’ll scale profitably by balancing acquisition costs with long-term customer value.