I have a little bit of apprehension here. B2B customers who make decisions will not give you so much time to go infront of them repeatedly if you are not adding value to them. How do you address that? Sometimes you just have one shot infront of them.
I believe that doing due diligence on the company story in Phase 3 is difficult to do on your own. There’s always a danger that you can’t see the wood for the trees. I’ve helped several startups stand back as they reach this point and re-think their company story, often from scratch. The story has to answer the question “why should investors care”, not explain what they did. I see companies in the US developing a more open narrative, explaining their journey around this validation process. It makes for a much more authentic storyline. Once you share this with the better journalists, it creates a catalyst for a conversation, and that often leads to coverage in relevant media.
I’m concerned that many accelerators in Europe are becoming 90 day pitching factories, and just accelerating teams out of the top floor window hoping that at least a few have learned to fly.