Lesson: Investors don’t fund ideas, they fund proof. Build trust first, pitch second.

Most founders think investors fund ideas. They don’t.
They fund traction, execution, and belief in your ability to deliver.

Fundraising isn’t about having a great pitch. It’s about showing you can lead, operate with discipline, and build something that delivers results. Investors are constantly pitched and the founders who stand out are the ones who move with clarity and consistency.

When I started raising capital for Jivati, I realized early that the right investor doesn’t just fund the business, they help shape how you build it.

The best investors want to know:

• Can this founder execute?

• Do they understand their market?

• Are they fully committed?

• Is there market validation they can build on?

I made the mistake of pitching too early. I believed the story was strong enough, but I hadn’t built enough proof of demand or trust. That’s when I changed my approach. I focused on relationships, not transactions. I started building connections, showing progress, and letting people see how I operated before ever asking for money. That change in strategy made the difference.

Even Paul Graham, co-founder of Y Combinator, echoed this in his Fundraising Survival Guide, investors don’t back ideas, they back momentum. It’s not about how well you pitch, it’s about what you’ve already proven you can build.

Early on, I didn’t have a Minimum Viable Product (MVP) - just a pitch deck and a website. But I filled those early assets with as much proof as possible, clear storytelling, early market signals, intentional design, and a data-backed perspective on the opportunity. It helped potential investors see that while the product was still in development, the vision was real, and I was already in motion, proving I could execute.

For my first round, I used WeFunder, a platform that allowed non-traditional investors to get involved early.

• I raised $121K through WeFunder.

• Secured an additional $68K in follow-on capital as we progressed.

• Personally invested $85K of my own money, because I believed in Jivati before anyone else did.

I want to be real about something: I’m a first-generation Indian American. My parents came to the U.S. with almost nothing. No network. No safety net. I didn’t have a trust fund. I had drive, discipline, and a clear vision.

I built Jivati with my own savings. Not because I had money to burn, but because I believed in what I was building and was willing to take the first risk. And I’m still raising now.

Through all of it, I’ve learned that you don’t need an impressive pedigree or insider access. You need clarity, commitment, adaptability, and proof that there’s a real gap in the market, paired with the ability to execute against it. That’s what investors look for and what successful founders build on.

What actually moved the needle was more than strategy, it was consistency, intention, and action that others could trust.

• Warm intros beat cold outreach: but both work when you lead with clarity and value

• Regular updates: I kept building and shared meaningful progress, even when no one was watching

• Execution > storytelling: traction and progress spoke louder than any pitch deck

Fundraising isn’t about sounding impressive. It’s about being real, staying consistent, and building something worth believing in.

If you’re in the middle of it now, remember: you’re not just pitching a product.

You’re pitching your discipline, your clarity, and your ability to deliver.

Don’t try to impress. Try to connect.

Next, I’ll share one of the hardest lessons I’ve learned as a founder - how clarity and going niche changed everything, from Jivati being named a Top 10 Innovative Beverage at BevNET to a conversation with Celsius’ CEO that boosted my confidence as a founder.

More soon. Stick around.

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_{DISCLAIMER - All content by Devraj Patel, including The Weekly D-Brief, is for informational and educational purposes only. It does not constitute business, legal, or personalized advice. No client relationship is created unless agreed upon in writing. Past results do not guarantee future outcomes. You are solely responsible for your decisions—always consult appropriate professionals before acting on this content.}