At TechCrunch Disrupt, three investors stepped onto the stage to analyze the elements that can either enhance or undermine a pitch deck. Jyoti Bansal, a founder-turned-investor; Medha Agarwal from Defy; and Jennifer Neundorfer of January Ventures conveyed their honest opinions to the audience regarding what is effective in a pitch deck and what isn’t.

Their main frustration? Overuse of buzzwords.

According to Agarwal, the more frequently a founder mentions AI in their pitch, the less likely it is that the company effectively utilizes AI. “Those who are genuinely innovating will reference it, and it’s integrated into their work, but it’s not the focal point of their pitch,” she explained to the attendees.

Bansal, who has created and sold several businesses before transitioning to investment, summarized what investors expect into three essential questions. First, he inquires whether there’s a sufficiently large market to address. Does the founder’s concept have the capability to evolve into a significant enterprise? And is the issue they are addressing genuinely worth addressing?

Secondly, investors seek to understand why this particular founder is the right person to lead the company. “There must be something distinctive about you,” Bansal noted, mentioning that this could involve possessing exceptional team members or unique skills. “What makes you the victor? If the problem is compelling, there will likely be numerous other companies attempting to resolve it, so what makes you the one to succeed and what’s your edge?”

The third aspect investors look for, Bansal mentioned, is some form of validation. “Customer traction,” he stated. “Validation could stem from initial customer input, revenue, or another form, but some sort of validation is crucial.”

These three inquiries, Bansal emphasized, ultimately lead to the critical question: Could this venture grow into a billion-dollar company?

The panel also discussed how AI startups can set themselves apart as competition intensifies. Bansal highlighted the necessity of specialized knowledge and a well-defined competitive approach. Neundorfer remarked that the companies that draw her interest are those that facilitate new behaviors instead of merely enhancing existing processes step-by-step.

Agarwal provided more pragmatic advice for founders, suggesting they clarify how AI technology powers their product; outline direct go-to-market approaches; and prove how their business will function more efficiently than established players.

It’s also essential to be transparent about the competitors in the field, she mentioned. “Some of you have lost a bit of credibility with me because you did not mention them on your slide,” she told the founders present.

In conclusion, the investors offered guidance on navigating the swiftly changing landscape. Agarwal encouraged founders to keep abreast of industry trends. Neundorfer advised maintaining connections within founder networks to exchange tools and insights.

Bansal’s advice was more straightforward: “Concentrate on developing your product.”