“It’s not about the idea. It’s about how well you execute that idea.” Today, we’re going to dive deep into the sometimes-secretive world of venture capital.

We address:

• Which companies were able to successfully adapt to the new normal?
• COVID-19’s impact on the ability of VC firms around the world to invest
• Gender and racial equality in the VC world
• Common mistakes that founders make when pitching to a VC
• Red flags that VCs look out for when deciding which startups to back
• What separates a good founder from a great founder?

Karen Morales welcomes Parul Singh, a Principal at Founder Collective. She has spearheaded investments in well-known companies such as Embark Veterinary, AdHawk, Smalls, and Elektra Labs. Parul is a developer-turned-product manager for many venture-backed startups and media companies like The New York Times. She was also a founder herself: Before joining Founder Collective, Parul started a learning analytics company out of the MIT Media Lab.

Karen and Parul answer a variety of questions to help demystify the world of venture capital for those in the startup space: What does the future of venture capital look like in 2020 and beyond? What are some of the top tips that VCs want from every founder looking for money? What are some of the biggest mistakes that you should be avoiding in your pitch presentations? And what is that one thing that you can do as a founder to stand out above the rest?

3 MAJOR POINTS DISCUSSED

• Working remotely can be a double-edged sword with its own host of challenges. One of the ironic effects of telecommuting or a work-from-home setup is that it becomes harder in many cases to separate work from your personal life, simply because you’re living in the same space. In the same vein, keeping up professional appearances isn’t always possible, especially if there are kids running around the house. There is a silver lining, however: An intimate, less formal approach to conducting meetings via virtual platforms has now become widely accepted, including meetings between investors and VCs.
• The solution you have to a problem, in the form of a product, is the heart of your pitch. But describing your product alone isn’t sufficient. “It’s not about the idea,” says Parul. “It’s about how well you execute that idea.” When pitching to a VC, discuss your startup according to where it currently is in the business lifecycle. “You’re either pitching based on your team or your traction.” The younger your company is, the more you should lean on talking about your team and why they are qualified to help bring your product to market. The more mature your company is, the more you should share regarding the traction you’ve been making up to that point.
• It’s not enough to know your product inside and out. VCs are looking to partner with founders who have their eyes set on the long-term. Parul appreciates founders who are well aware of their competition and are ready to pivot or adjust, as opposed to being dismissive or overconfident. Similarly, VCs are comfortable working with a founder who embraces the fact that success in the business world, especially for startups, is an enormous challenge. It’s completely fine to not have an answer to every question; but the founder should at least acknowledge this and be ready to offer potential solutions to possible issues without becoming defensive.

RESOURCES

• Founder Collective

Parul Singh is a principal at Founder Collective, one of the first seed-stage VC firms in the country. There she focuses on early-stage investments across a wide range of industries, including enterprise SaaS, analytics, and digital health. She spearheaded Founder Collective’s

investments in Embark Veterinary, AdHawk, Smalls, Elektra Labs, among others.

Parul is a former developer turned product manager for venture-backed startups and media companies like the NY Times, where she helped launch the video and podcasting verticals and managed the video player on the homepage. Before joining Founder Collective, she founded a

learning analytics company out of the MIT Media Lab.

Parul is deeply involved in the startup ecosystem in Boston and in building support networks for entrepreneurs at every level. She is an avid spin and yoga devotee and bakes in her free time. She grew up in the Boston area and has an undergraduate degree from Harvard College and an

MBA from MIT. Parul lives in Lincoln, MA with her husband and two young children.

• Connect with Parul on Twitter
• contact@foundercollective.com

Karen Morales is founder and brand champion at Marketing Magnet.

Marketing Magnet was founded by Karen and her lean team of Fortune 500 marketing and advertising talent. We’re a world-class marketing department that has decided to take our big brand experience and direct it at the clients we want to serve: purpose-driven enterprises. Our secret sauce is our ability to focus companies on three marketing pillars to create great impact.

If you are looking for a solution to a marketing challenge, a specific project to be completed or a team to drive marketing on your behalf, we can help.

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