Raising funding isn’t easy.
In fact, for many founders—especially first-timers in healthcare—it can feel like trying to land a meeting with a rockstar agent. You’re competing with hundreds, maybe thousands of other hopefuls, all trying to stand out in a crowded inbox.
As a venture capitalist who has reviewed more than 2,300 digital health startups across Europe, I’ve seen the good, the bad, and the wildly off-topic. (Yes, I’ve been pitched a cruise ship booking platform. No, we don’t fund those.)
So what actually gets our attention?
Here are a few field-tested tips that can make the difference between a deleted email and a booked meeting:
1) Get a Personal Introduction to a VC
You’ve probably heard this one before—but let’s say it louder for the people in the back.
The worst thing you can do is send your pitch deck cold to an email like info@abcinvestment.com.
Not only is this the fastest route to being ignored, but your carefully-crafted deck might end up next to pitches for laundry startups, crypto casinos, or car-wash-as-a-service ideas (I wish I were joking).
If your product truly belongs in the digital health space, you need to show you’ve done your homework—and that includes getting introduced through a mutual connection.
Whether it’s a founder we’ve backed, a mentor from an accelerator, or even a domain expert we trust, a personal referral cuts through the noise. It signals you’re already embedded in the ecosystem—and that matters more than you think.
2) Explain the Problem You’re Addressing with a Compelling Story
Here’s the thing: VCs aren’t just backing technology—they’re backing narratives.
When you pitch—whether in person or through your deck—make sure you’re telling a relatable, concrete, and emotionally resonant story about the problem your startup is solving.
It could be a story about a parent who struggled to manage a chronic illness, or the frustrations of frontline staff trying to coordinate care with outdated systems. If you can make us feel the pain point, we’re far more likely to lean in.
Of course, storytelling without substance falls flat—so don’t forget to back your pitch with:
- A clear description of your solution,
- How it addresses the problem,
- Market size and growth trajectory,
- And yes, sources for your claims. Investors will Google your numbers.
Remember, VCs are obsessed with scale. We love big markets. If your solution only targets a niche with no real expansion path, it’ll raise concerns.
Want to dig deeper into this mindset? Our post on Digital Health in Europe – Why Saving Lives Isn’t Enough explains why value creation goes far beyond altruism.
3) Demonstrate Deep Knowledge of the Market
Here’s an underrated truth: VCs don’t know everything—especially not in healthcare, where sub-sectors evolve faster than you can say “regulatory compliance.”
That means you have a real opportunity: if you can show that you understand your market better than anyone else, we’ll listen.
We’re not just looking for ambition—we’re looking for insight.
Can you explain:
- Where the market has been,
- Where it’s going in 5–7 years,
- And how your product fits into that trajectory?
This level of context builds credibility. It positions you as a founder who’s not just building a shiny app—but someone who understands stakeholder dynamics, clinical adoption cycles, and economic realities.
VCs are students of the market. Show us something we didn’t already know, and we’ll pay attention.
4) Focus on Retention Rates (Not Just Revenue)
Let’s talk metrics.
Yes, revenue is important. But for digital health startups—especially in early stages—retention is often a better indicator of long-term success.
Why?
Because if users keep coming back, it shows:
- You’re delivering real value,
- Your solution is sticky (not a one-off novelty),
- And you may be primed for B2B partnerships down the road—with pharma, payers, or device makers.
A retention rate tells us whether users are getting healthier, staying engaged, and building trust with your platform. It also signals potential for scale—without a leaky bucket.
Bottom line: strong retention numbers get our attention. Weak ones? They raise red flags.
Final Thoughts: The Art of Standing Out
If there’s one thing I’ve learned after reviewing thousands of startups, it’s this:
The best founders don’t just pitch—they educate, connect, and inspire.
They know their numbers. They understand the market. They tell stories that stay with you.
Approaching a VC shouldn’t feel like walking into a dragon’s den—it should feel like starting a partnership with someone who’s as excited about your mission as you are.
So take the time to build that bridge. Get the introduction. Refine your story. Prove you know your domain better than anyone else.
And most importantly—never, ever send your pitch to info@digitalhealthvc.com
He has invested in startups including American Well, Neuronation, Mimi, and most notably mySugr – which was recently acquired by Roche. Min-Sung is also a contributing writer for mediums including TechCrunch and Tech.EU and studied Business Economics at Witten/Herdecke, Harvard, St.Gallen, and in Seoul.