The amount of cold pitches and cold outreaches we get are enough for us to go grab a parka and gloves! While most come in the form of a direct message or email, we’ve even had people come knock on our door interrupting meetings we’re in! It’s rather obvious that there are some better ways to get noticed. Deal screening becomes incredibly important for VC firms like us at Sentiero because we do see a lot of great opportunities. However, we simply can’t invest in every opportunity that comes across our desk; we have to screen strategically.
Here’s a quick overview of how VC firms like us typically approach a possible deal:
The Initial Filter
Most VC firms receive dozens upon dozens of cold reach-outs and pitches. Of course, we can’t take meetings with each one, so that initial consideration is incredibly important. The initial screening process is designed to quickly identify opportunities that align with the firm’s investment thesis.
Key considerations at this stage include:
- Market Size: VCs look for companies targeting large, growing markets (typically $1B+ TAM)
- Stage Fit: Whether the company matches the firm’s investment stage focus (seed, Series A, etc.)
- Sector Alignment: Compatibility with the firm’s expertise and portfolio focus. At Sentiero, we focus heavily on AI-based businesses and those leveraging data strategically.
- Geographic Focus: Whether the startup operates within the firm’s preferred investment regions
- Investment Size: Alignment with the firm’s typical check size and ownership targets
The Deep Dive
Once an opportunity passes this initial consideration, we’ll look more closely at your company and product. We’ll want to meet with you and learn more around.
Team Assessment
- Founders’ background and domain expertise
- Previous startup experience
- Team composition and key hires
- References and reputation in the industry
Product and Technology
- Product-market fit evidence
- Technical differentiation
- Competitive advantages
- Intellectual property protection
- Development roadmap
Traction and Metrics
- Revenue growth rate
- Customer acquisition costs
- Customer lifetime value
- Burn rate and runway
- Unit economics
- Customer retention metrics
Market Position
- Competitive landscape
- Go-to-market strategy
- Distribution channels
- Strategic partnerships
- Barriers to entry
What Startups Can Expect
You should be prepared to get up close and personal about their business with potential investors. You should be ready to talk through:
- Detailed questions about business metrics
- Requests for supporting documentation
- Reference checks with customers and partners
- Technical assessment of product/platform
- Financial model scrutiny
- Competitive analysis discussions
Here are a few best practices as you put your company out to investors:
Bring the Human Element
- Avoid obvious mass cold-pitches
- Put some personal touches into the interaction.
- Look for warm connections first before cold-pitching to a VC firm.
- Respect the fund manager’s time and answers.
Do Your Research
- Understand the VC firm’s investment thesis
- Review their portfolio companies
- Identify potential synergies
Prepare Comprehensive Documentation:
- Detailed pitch deck
- Financial models
- Technical documentation
- Customer testimonials
- Market analysis
Be Transparent:
- Current challenges
- Competition
- Growth obstacles
- Use of funds
- Future capital needs
Whenever you are engaging a potential investor, it’s always good to go in with your best foot forward. The more you understand where a VC is coming from, the better you can showcase your opportunity in a way that will catch attention in the right way!