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Video: When Pitching Investors, Remember It’s All About the Product

Entrepreneur LogoThe following story was a column by Kauffman Fellows CEO Jeff Harbach in Entrepreneur.

Rather than talking about the problem or the market, this investor would like to spend more time on the demo.

Investors are like anyone else, and no one really likes to feel like they are being sold to.

So you can understand where Social Capital Partner Ashley Carroll is coming from when she says she doesn’t necessarily like to feel like she is being pitched when speaking with entrepreneurs.

Lots of us in the investment world rely on PowerPoint, at times perhaps to the detriment of authentic connections and real work looking together at solving problems.

For Carroll, whose background is as a product leader at DocuSign and SurveyMonkey, the best way to focus on the solution to the problem identified by the entrepreneur is the product demo.


Jeff HarbachJeff Harbach (Class 16) is President and CEO of Kauffman Fellows. Jeff has been an entrepreneur and investor since 2002, and was Executive Director of the Central Texas Angel Network (CTAN), based out of Austin, TX, from 2011–2013, where he served his fellowship. He has led multiple startups, including two 7-Eleven stores, a luxury furniture store and interior design firm, and a private country club golf network. He was also an angel investor himself with the Vegas Valley Angels. Jeff holds a BS from Brigham Young University and an MBA from the University of Texas, Austin. jharbach@kfp.org