In the high-stakes world of startup funding, standing out isn't just an art—it's a science. At the recent TechCrunch Disrupt conference, three seasoned investors—Jyoti Bansal, Medha Agarwal, and Jennifer Neundorfer—pulled back the curtain on what truly makes a pitch deck compelling, offering entrepreneurs a rare glimpse into the minds of those who decide which dreams get funded.

The panel's most pointed critique? An overreliance on buzzwords, particularly around AI. Agarwal bluntly stated that the more a founder mentions AI in their pitch, the less likely they are to be genuinely innovative. "The people who are doing things that are really innovative, they'll talk about it, and it's built in, but it's not the core of their pitch," she explained, challenging founders to demonstrate substantive technological advancement.

Bansal, a serial entrepreneur turned investor, broke down investor expectations into three critical questions. First, does the startup target a large enough market with genuine billion-dollar potential? Second, why is this specific founding team uniquely positioned to solve the problem? And third, what validation exists—whether through initial customer feedback, revenue, or tangible traction—that proves the concept's viability.

When it comes to AI startups specifically, the investors offered nuanced advice. Bansal emphasized the critical importance of domain expertise and a clear competitive strategy. Neundorfer revealed she's most attracted to companies enabling entirely new behaviors, not just incrementally improving existing processes. Agarwal recommended founders clearly articulate how their AI technology creates product value and demonstrate superior efficiency compared to current market players.

Transparency emerged as another key theme. Agarwal urged founders to be honest about their competitive landscape, warning that omitting competitor information can quickly erode investor credibility. The panel also stressed the importance of staying connected—to industry developments, founder networks, and the core mission of product development.

Ultimately, the investors' advice distilled to a simple yet powerful message: focus on building an exceptional product that solves a meaningful problem. In a crowded market, authenticity, innovation, and strategic vision are the true differentiators that transform promising startups into industry-changing enterprises.