Leading with artificial intelligence in a startup pitch may no longer be the attention-grabber it once was. Nithin Kamath, founder and CEO of Zerodha, recently voiced his concerns on X (formerly Twitter), stating that the sheer volume of investment decks beginning with "we use AI" has become "ridiculous."
Kamath shared that the repeated focus on AI in startup pitches has reached a point where it automatically makes him "roll his eyes," admitting he has "almost stopped looking at them." His crucial message to founders is that AI itself is no longer enough to make a startup stand out in the competitive investment landscape.
AI is Now "Table Stakes"
According to Kamath, founders need to understand that AI has transitioned from a unique selling point to "table stakes." He drew a comparison to bragging about taking a bath daily – something that is no longer impressive or differentiating. For startups, this means merely highlighting AI usage at the top of an investment deck could work against them, rather than attracting investor attention.
Kamath further warned that opening a pitch with AI is a "surefire way" to get ignored, not only by Zerodha's investment team but potentially by most serious venture capitalists. The issue isn't necessarily with the technology itself, but rather that investors are looking for what makes a startup genuinely valuable, difficult to replicate, and capable of building a sustainable business model.
Beyond the AI Label: What Investors Seek
If AI is being integrated, founders must articulate what the technology actually enables, rather than treating its presence as the primary reason an investor should care. Investors want to understand the core problem being solved, the unique solution, market opportunity, traction, and overall differentiation.
Another challenge stemming from AI's widespread adoption is its impact on presentation quality. Kamath pointed out that AI tools have made it easier for almost anyone to create "nice-looking" investment decks. Consequently, polished slides alone are unlikely to impress. Using the same AI tools as everyone else while presenting generic AI-focused messaging can cause a startup to blend into the crowd.
For founders, the takeaway is clear: do not make AI the headline unless it genuinely defines the entire business. A compelling pitch will focus on the unique problem, an innovative solution, a clear market, verifiable traction, and genuine differentiation that extends beyond a simple AI label.