Beyond the Pitch Deck: What Really Makes a Startup Stand Out to Investors
Jackie: Thank you, Jordi! It’s a pleasure to be here.
Building Plug and Play Tech Center
Jordi: Can you tell us about your journey and how you helped shape Plug and Play into a global leader?
Jackie: It’s a long story! I’ve worked with Saeed Amidi for over 30 years, helping him with three initiatives before Plug and Play. Initially, he was investing as a hobby while renting flexible office spaces. He saw a similarity between how Hollywood studios operated and how Silicon Valley startups functioned. In 2006, we started focusing on startups, providing them with flexible spaces and access to capital. By the third or fourth year, we had over 400 startups. Today, our ecosystem connects startups with corporations, helping them grow sustainably.
Open Innovation and Digital Transformation
Jordi: How can companies use open innovation to drive digital transformation?
Jackie: Open innovation is a key driver of digital transformation. It involves incorporating external partners to enrich ideas and gain fresh perspectives. Traditionally, corporations relied on internal R&D, which limited their scope. Open innovation allows them to collaborate with startups and explore solutions outside their own expertise. However, it must be systematic—sporadic efforts won’t yield results. Companies must define clear objectives and engage in structured innovation programs.
Evolution of the Startup Ecosystem
Jordi: How has the startup ecosystem evolved, and what challenges do startups face today compared to when you began?
Jackie: The landscape has changed significantly. Previously, competition was mostly in Web 2.0 and scalable internet businesses. There was ample early-stage funding. Today, technology is embedded in every industry, and competition is fiercer. Investors are more selective, favoring later-stage startups to mitigate risk. Regulations have also increased, making it more complex for startups to operate. Finding top talent is harder than ever.
The Role of AI in Corporate Innovation
Jordi: How do you see AI influencing corporate innovation strategies?
Jackie: AI is transforming everything. Just yesterday, we saw a major shake-up with the announcement of DeepSeek. AI is becoming more accessible, lowering barriers for smaller companies. Large corporations are now actively seeking AI-powered solutions for automation and efficiency. Some startups we work with use AI for tasks like auto-generating machine manuals via computer vision, reducing training time for new employees. AI is also enhancing product cycles, customer insights, and even medical diagnostics.
Building Meaningful Partnerships
Jordi: What advice would you give entrepreneurs on building partnerships and scaling?
Jackie: Focus on your clients—who they are and what problems they face. Build strong relationships based on trust and transparency. Corporations move slower than startups, so patience is crucial. Offer creative financial models that allow companies to test your solution before committing. Be clear about your value proposition and demonstrate quantifiable impact.
What Investors Look for in Startups
Jordi: With your venture funding experience, what makes a startup stand out to investors today?
Jackie: At Plug and Play, we invest in over 200 startups per year, meaning we evaluate thousands. Founders must clearly articulate their value proposition in under five minutes. We prioritize early-stage startups with strong teams, clear go-to-market strategies, and demonstrable traction. Coachability is essential—entrepreneurs must be willing to adapt and learn.
The Future of AI and Startups
Jordi: Looking ahead, what do you think the future holds for AI and startups?
Jackie: AI is evolving at an unprecedented pace. We’ve seen dramatic leaps within just six months. Entrepreneurs now have access to tools that accelerate development, making it easier to bring ideas to market. While there will be market adjustments, AI will continue shaping industries, from sustainability to defense and even space technology. The opportunities are limitless.
How to Connect with Jackie
Jordi: How can our audience reach out to you?
Jackie: Startups can apply through Plug and Play’s startup program. We typically work with B2B solutions that have a proof of concept. Corporations interested in systematic innovation can contact Jackie directly at jackie@pnptc.com.
Jordi: Fantastic! Thank you so much, Jackie. This was an insightful conversation.
Jackie: Thank you, Jordi! I look forward to seeing what you do next.
