Vancouver, BC – May 28, 2025 — At Web Summit Vancouver 2025, the Masterclass series once again proved to be a goldmine for founders seeking practical, high-impact advice. One standout session, “Crafting the Perfect Elevator Pitch to Investors,” was led by Nasheen Liu, investor and tech media executive at Women’s Equity Lab. Her session went beyond the usual pitch tips, diving deep into the psychology, structure, and delivery that make a pitch truly resonate.
Start with the Problem — Not the Product
Nasheen’s first message was clear: your pitch should begin with a problem worth solving. It needs to be urgent, relatable, and repeatable. “If the problem isn’t compelling,” she said, “the solution won’t matter.” This shift in focus helps investors immediately understand the relevance and potential impact of your startup.
The Six Essentials of a Great Pitch
Nasheen introduced a six-part framework that every founder should master:
- Problem – Is it real, urgent, and widespread?
- Unique Solution – What sets your approach apart?
- Market Opportunity – How big is the opportunity, and how much can you realistically capture?
- Traction – What proof do you have that it’s working?
- Team – Are you credible, coachable, and resilient?
- The Ask – Be specific about what you need — funding, advice, introductions, or something else.
Even in a 30-second pitch, these elements can shine through with the right structure and delivery.
Structure Your Pitch: What, So What, Now What
To help founders organize their thoughts, Nasheen shared a simple but powerful structure:
- What: Start with the problem and your unique solution.
- So What: Explain why it matters — show traction, market size, and your credibility.
- Now What: End with a clear ask. Whether it’s a $2M investment or a follow-up meeting, make it easy for the listener to take the next step.
“Too many founders forget to make the ask,” she noted. “Don’t leave your audience guessing.”
Delivery: Keep It Clear, Human, and Engaging
Nasheen emphasized that clarity beats complexity. Avoid jargon, acronyms, and overloaded slides. “Pitch like you’re explaining it to your roommate or your mom,” she advised.
Her delivery tips included:
- Use natural tone and pacing to keep attention.
- Make eye contact and read the room.
- Don’t rush — even short pitches benefit from calm, confident delivery.
Storytelling Is Your Superpower
Throughout the session, Nasheen returned to one theme: storytelling. A great pitch is more than facts — it’s a narrative that evokes emotion and urgency.
She cited examples like:
- Airbnb, which framed its pitch around the pain of finding lodging during big events.
- Stripe, which nailed its value with a single line: “We solve payment problems for the internet.”
These stories stuck because they were simple, specific, and timely.
The Real Secret: Investors Bet on People
Nasheen’s final insight was perhaps the most important: you are the pitch. Investors are ultimately investing in your character, your grit, and your ability to adapt.
And remember — it’s not just about what you can get. “Ask how you can help them,” she said. “Relationships go both ways.”
