Ok quick story time (don’t blame me, Danielle started it)
Valar is the first company I’ve raised venture money for. I lived in a town of 22k in north Idaho with no close friends or family who were founders, VCs, or really in tech in general. No college network (I skipped college). Truly stepping in fresh.
What I did have was a lot of conviction after years of a lot of ruthless math and checking assumptions and changing my mind when I was wrong. I had a clear path forward.
So I decided to raise a pre-seed, figuring it’s the biggest bite I could take being literally a kid with a piece of paper and no network.
Well, I boiled down my ~250 pages of notes from the last few years, wrote a 3 page memo and ~20 page appendix and hit the road.
I pitched 62 VCs, the vast majority billing themselves as “pre-seed investors.”
Only one (1) of those wrote a check. The rest of the responses fell into these categories, ranked by rising frequency:
1. “No, this is crazy, you’re not going to be able to pull if off.” A respectable answer. They’re wrong, I’m going to win, but I understand. This was the smallest category.
2. “No, I like the idea, but too early for us / we want to see the team built out first / you need a cofounder.” A shocking number of pre-seed investors said this.
3. “I’m in!!!” Then ghosted me. Never wrote a check.
BUT. The largest category of all, in fact larger than the first two combined was… DRUMROLL PLEASE 🥁🥁🥁
4. “Wow this is incredible. I love this. I think you’re going to win. Can you let me know when you have a lead?”
We got this over and over and over again. Eventually I had about 8x more “committed” than I was even raising. But nobody wanted to jump.
I wanted to shout at them on every call, “there’s no way in hell I’m calling you back once I have a lead, I’m picking like one other guy on this list and closing it up.” But instead I said “haha ok I’ll mark you down.”
If course what actually happened is that I eventually had a conversation with an investor who previously built and sold 7 of his own companies and understood the science. He asked me to whiteboard every aspect of the business and drilled down on everything until he understood it.
And then he simply did the entire round.
Best part of the story? When I announced this on X, I got a flood of flustered messages from everyone who asked to be brought in when I had a lead. This never ceases to make me chuckle.
Moral of the story here is that there’s an absolutely massive gap in the pre-seed market for investors with JUST A TINY LITTLE BIT OF GUTS. Like just a WEE BIT OF CONVICTION.
Whoever is doing this right now has got a jump start on like 80% of the market 😂
Unleashed the spicy today:
Me: Yes, X team is amazing to work with, we invested 2 years ago and just followed on with $1M.
Early stage investor: Oh yeah, I've been talking to them for two years too [no check yet]. Why do you think other investors haven't gone in yet? What do you think is the team's achilles heal? We didn't invest earlier because PMF wasn't there yet.
👀 🤯
Me: Preseed is about experimentation. Are you expecting perfection right out of the gate? The team executes like crazy and are in paid pilots. Who cares what other investors think, aren't you an early stage investor?
ESI: Yes.
Me: Ha! **Aggravated tone** Sounds like we've been derisking this investment for you for two years! It's time for you to make a decision about this team. They're incredible and you're going to be kicking yourself when they skyrocket their ARR and you missed the boat.
ESI: Right right.
Me: Sorry for the spiciness but you gotta make your own decisions!
--
I called the founder to tell them that I didn't know if I did them a solid or tanked their chances.
2 minutes later the investor emailed them to offer a term sheet on a priced round. Wonders never cease!