It’s Almost Never the Idea, the Deck, or the Market Size - It’s the Founder

I hear it all the time from founders: “Investors passed because they didn’t see my passion,” or “They didn’t get my deck,” or “The market is too small.” But here’s the truth: in nearly every case, it’s almost never about the idea, the deck, or the market size. It’s about the founder.

Investors Bet on People, Not Slides

Ideas can be copied. Market sizes can be miscalculated. Decks can be polished to perfection. What cannot be replicated is the founder’s ability to execute, adapt, and persevere. Investors know this. That’s why they often back a founder with a mediocre idea over a superstar market opportunity if they believe that founder can make anything work.

Think about the companies that changed the world: Airbnb, Stripe, Shopify. The concepts weren’t revolutionary at the start. But the founders - people who could hustle, learn, pivot, and rally others- were extraordinary.

Execution Is Everything

The reality is execution beats idea. A founder who can test fast, learn faster, and iterate relentlessly will find product-market fit. They’ll navigate the fundraising landscape, hire the right team, and convince the right customers. A brilliant deck won’t get you there. A big market alone won’t either.

Resilience, Vision, and Credibility

Investors are reading between the lines. They’re looking for founders who:

• Resilience: Can weather setbacks without giving up.
  

• Vision: Know where they’re going and why it matters.
  

• Credibility: Can attract a team, advisors, and customers along the way.
  

That’s why two founders with similar ideas can have completely different outcomes. One can raise, scale, and exit. The other can struggle to get traction.

How Founders Can Stand Out

If you’re a founder, focus on demonstrating you. Show your ability to:

• Solve problems creatively.
  

• Lead a team under pressure.
  

• Adapt when reality doesn’t match the plan.
  

• Make things happen, no matter the obstacles.
  

Your idea, your deck, or even your market size won’t matter nearly as much as the story you tell about you as the founder.

The Takeaway

Next time someone tells you your idea isn’t “big enough” or your market “too small,” remember: investors are betting on the jockey, not the horse. And the jockey - the founder- matters more than anything else.

Invest in yourself first, because the world will invest in you after.