By Omar Gouda
Startup funding in the Middle East and North Africa (MENA) surged to unprecedented levels in 2025, reaching $3.5 billion across 74 deals in September.
In the MENA startup landscape, securing investor capital still hinges on three essentials: a clear
market opportunity, a credible team, and readiness to execute.
Source: MENA Angel Investors
1. Know Your Audience
Different types of investors, such as angels, institutional venture capital firms, and sovereign funds, have distinct expectations, but most still look for the same core signals: a large market opportunity, a credible team, and a clear path to exit.
According to the Sharjah Entrepreneurship Center, MENA investors consistently prioritise talent and team-building consistency when making decisions.
2. Lead With the Story, Then the Data
A compelling pitch starts with a clear story—what problem you’re tackling, why it matters now, and who’s leading the charge. Around the world, investors consistently point to a founder’s clarity of thought and communication as a key differentiator.
Lead with your narrative, then support it with solid data and meaningful metrics. Avoid drowning your message in a sea of slides and numbers.
On Shark Tank Egypt, the food startup Fool Tank made a strong impression by weaving story and product into a single, compelling pitch. Instead of listing ingredients, the founder shared how the brand reimagined a beloved Egyptian classic, focusing on high-quality sourcing and a strong sense of local identity.
Her clear storytelling and clean visuals attracted offers from several sharks, proving that emotional clarity can build real investor confidence.
3. Bring Clear Numbers, Not Wishful Thinking
Source: Egyptian Streets
Investors back execution, not catchphrases. When you walk them through your revenue model, cost structure, burn rate, and runway, you signal that you understand the business.
Venture funding in MENA dropped from roughly $3.6 billion in 2022 to $1.9 billion in 2024, a sign of tighter capital and tougher scrutiny. Founders now need to show real traction and grounded valuations, not inflated forecasts.
4. Use Design & Delivery to Reinforce Confidence
A pitch is more than just what you say. It’s how you show up. Your slides should be clean, visual, and easy to follow. When presenting, keep your posture open, speak with steady pacing, and rehearse your answers ahead of time. Investors notice when you’re prepared and composed.
5. Anticipate Questions, Be Ready for Q&A
Investors will ask direct questions like why you, why now, how big is the opportunity, and what sets you apart. Be ready with clear and honest answers.
If you don’t know something, explain how you plan to find out. The more confidently and openly you handle tough questions, the more trust you build.
6. Follow Up with Substance
After the meeting, send a short follow-up. Thank them, highlight the key points you discussed, and share any new traction or documents that add value. Investors prefer clear updates that matter, not a flood of messages.
7. Closing Thought: Preparation Meets Opportunity
Across MENA and beyond, the startups that raise the most money aren’t always the loudest or flashiest. They’re the ones with clarity. They tell a strong story, back it with solid market logic and credible numbers, and deliver it with confidence. When you walk into a meeting, you’re not just selling a product. You’re asking investors to believe in your vision, your ability to execute, and your commitment to deliver.
