Entrepreneurship · Fundraising

What's The Best Way to Pitch and App in Which Founders Have Spent a Lot of Money but Have Few Users/Revenue to Show for It?

Jason Riggs Experienced Product Management Consultant, Start-up Fundraising Advisor, Entrepreneur, Strategist

Last updated on August 12th, 2017

Hello CoFoundersLab Community,

I work with a lot of early stage start-ups and I've recently started consulting one that has invested over $300,000 but has only a handful of users and very little revenue to show for their personal investment.

They were novices in the space and had a lot of issues with poor offshore developers and misguidance on marketing which led them down the wrong path to user acquisition along the way.

They have learned a lot from those experiences and I am giving them guidance and direction to avoid those mistakes in the future. However, they are now at a point where they are looking for outside investment from an Angel or VC.

How can we pitch honestly, and disclose the current investment in the app without losing credibility with potential investors. Many of them will think that if that much money has already been poorly spent, why would they trust them with their money?

It's a dilemma because the founders have gotten over the sunk cost and learned their lesson. Also, the app works well and is starting to get traction. They just want to bring in a partner who shares the vision and sees the opportunity and doesn't focus on past mistakes that will not repeated.

Any advice?