Technology
The perfect pitch: This NEA partner says every founder should answer these 5 questions

Most founders eventually have to pitch venture firms in hopes of raising capital. Tiffany Luck, a partner at NEA, took the stage at TechCrunch’s All Stage event in Boston to answer how to craft the perfect one.
“I like to think of a VC pitch as your initial way for assessing founder-investor fit,” she told the crowd before diving into her presentation. One of the most important slides to have in a pitch is “The What,” she said, meaning, “‘The What’ are you building.” That’s followed by “The Why” you are the right person for the job and why you have a unique solution. But there’s another Why, too: “‘Why’ is now the perfect time to do it.”
Then there is “The Who,” she continued, “Who have you recruited to do this crazy thing with?” And finally, “The How.”
“How are you going to get there? How are you getting there today? How will you get there over time?” she said.
Then, of course, “some sense of numbers,” she added, saying that part depends on what state a company is trying to fundraise for — pre-seed, seed, Series A, and so forth. “These are just meant to be the fundamental basics.”
Setting the stage
As Luck explained, “The What” sets the stage, telling the investor what the problem is, how it affects people, followed by what solutions exist today and where lies room for disruption.
Showcasing a product demo during “The What” is a good idea, she said, and that a lot of investors love product demos. “If you think a picture is worth 100 words, I think a demo is worth 1,000 hours,” she said. “When you see the product, you actually get it quickly.”
Techcrunch event
San Francisco
|
October 27-29, 2025
Luck said there are two different “Whys” every founder should address. First, there is the deeper Why, where a founder goes into their origin story and explains their unique perspective on a solution.
Obsession is key here, she said, adding that investors want to see and understand that a founder is completely consumed by a problem and solution. This this passion is what will keep everyone motivated to keep building, she said.
Following this is the “Why now,” which means going into the market dynamics and readiness.
“It’s telling the story of why the market is ready for what you have or what you’re building,” she said.
The Why now leads into “The Who,” where the founder is expected to talk about the team they’ve assembled, how everyone’s skills complement each other, and why everyone is obsessed with the mission of the product.
“The shared conviction piece is really important,” Luck said. “It’s ‘how are you all envisioning the future together?’”
“The How,” is where a founder is supposed to talk about “milestones.”
Here, she said, investors want to know what the minimum viable product (MVP) is? Who are the early users ? And what feedback the product is getting from them so far?
“And again, explain where you are today. Where are you going? What have you learned?” she asked, listing off the questions.
Talking about pivoting, if necessary, is also good here.
Luck noted that she often talks to founders who pivoted early or at some point in their journey. It helps investors learn more about the early phases of a company, of “where not to go, what not to do, and it will help with the rest of the journey,” she said.
For the love of numbers
Finally, she weighed in on the importance of numbers.
“Investors do love numbers,” she said. “I think a lot of the important numbers also involve storytelling.” Here, investors want to know about the market size and any traction a product might have. “Why do customers love this product? Why do you imagine that it’s not only going to grow, but grow sustainably in a way that has great retention?”
She likes to see a company talk about how much cash it’s burning through, and what the runway looks like. The most important thing, though, is the ask: how much a founder is looking to raise this round and what they will do with the money.
All together, the Who, What, How, and (two) Whys serve as a starting point, helping founders as they go forth on the entrepreneurship journey.
“Founding a company is like extreme sports,” she said, likening it to climbing Everest in particular. “You’re going up on milestones, different camps. You’re encountering challenges, you’re weathering storms, and you know, eventually you’re trying to make it to the top, to the summit.”
Technology
Pintarnya raises $16.7M to power jobs and financial services in Indonesia

Pintarnya, an Indonesian employment platform that goes beyond job matching by offering financial services along with full-time and side-gig opportunities, said it has raised a $16.7 million Series A round.
The funding was led by Square Peg with participation from existing investors Vertex Venture Southeast Asia & India and East Ventures.
Ghirish Pokardas, Nelly Nurmalasari, and Henry Hendrawan founded Pintarnya in 2022 to tackle two of the biggest challenges Indonesians face daily: earning enough and borrowing responsibly.
“Traditionally, mass workers in Indonesia find jobs offline through job fairs or word of mouth, with employers buried in paper applications and candidates rarely hearing back. For borrowing, their options are often limited to family/friend or predatory lenders with harsh collection practices,” Henry Hendrawan, co-founder of Pintarnya, told TechCrunch. “We digitize job matching with AI to make hiring faster and we provide workers with safer, healthier lending options — designed around what they can reasonably afford, rather than pushing them deeper into debt.”
Around 59% of Indonesia’s 150 million workforce is employed in the informal sector, highlighting the difficulties these workers encounter in accessing formal financial services because they lack verifiable income and official employment documentation.
Pintarnya tackles this challenge by partnering with asset-backed lenders to offer secured loans, using collateral such as gold, electronics, or vehicles, Hendrawan added.
Since its seed funding in 2022, the platform currently serves over 10 million job seeker users and 40,000 employers nationwide. Its revenue has increased almost fivefold year-over-year and expects to reach break-even by the end of the year, Hendrawn noted. Pintarnya primarily serves users aged 21 to 40, most of whom have a high school education or a diploma below university level. The startup aims to focus on this underserved segment, given the large population of blue-collar and informal workers in Indonesia.
Techcrunch event
San Francisco
|
October 27-29, 2025
“Through the journey of building employment services, we discovered that our users needed more than just jobs — they needed access to financial services that traditional banks couldn’t provide,” said Hendrawan. “We digitize job matching with AI to make hiring faster and we provide workers with safer, healthier lending options — designed around what they can reasonably afford, rather than pushing them deeper into debt.”

While Indonesia already has job platforms like JobStreet, Kalibrr, and Glints, these primarily cater to white-collar roles, which represent only a small portion of the workforce, according to Hendrawan. Pintarnya’s platform is designed specifically for blue-collar workers, offering tailored experiences such as quick-apply options for walk-in interviews, affordable e-learning on relevant skills, in-app opportunities for supplemental income, and seamless connections to financial services like loans.
The same trend is evident in Indonesia’s fintech sector, which similarly caters to white-collar or upper-middle-class consumers. Conventional credit scoring models for loans, which rely on steady monthly income and bank account activity, often leave blue-collar workers overlooked by existing fintech providers, Hendrawan explained.
When asked about which fintech services are most in demand, Hendrawan mentioned, “Given their employment status, lending is the most in-demand financial service for Pintarnya’s users today. We are planning to ‘graduate’ them to micro-savings and investments down the road through innovative products with our partners.”
The new funding will enable Pintarnya to strengthen its platform technology and broaden its financial service offerings through strategic partnerships. With most Indonesian workers employed in blue-collar and informal sectors, the co-founders see substantial growth opportunities in the local market. Leveraging their extensive experience in managing businesses across Southeast Asia, they are also open to exploring regional expansion when the timing is right.
“Our vision is for Pintarnya to be the everyday companion that empowers Indonesians to not only make ends meet today, but also plan, grow, and upgrade their lives tomorrow … In five years, we see Pintarnya as the go-to super app for Indonesia’s workers, not just for earning income, but as a trusted partner throughout their life journey,” Hendrawan said. “We want to be the first stop when someone is looking for work, a place that helps them upgrade their skills, and a reliable guide as they make financial decisions.”
Technology
OpenAI warns against SPVs and other ‘unauthorized’ investments

In a new blog post, OpenAI warns against “unauthorized opportunities to gain exposure to OpenAI through a variety of means,” including special purpose vehicles, known as SPVs.
“We urge you to be careful if you are contacted by a firm that purports to have access to OpenAI, including through the sale of an SPV interest with exposure to OpenAI equity,” the company writes. The blog post acknowledges that “not every offer of OpenAI equity […] is problematic” but says firms may be “attempting to circumvent our transfer restrictions.”
“If so, the sale will not be recognized and carry no economic value to you,” OpenAI says.
Investors have increasingly used SPVs (which pool money for one-off investments) as a way to buy into hot AI startups, prompting other VCs to criticize them as a vehicle for “tourist chumps.”
Business Insider reports that OpenAI isn’t the only major AI company looking to crack down on SPVs, with Anthropic reportedly telling Menlo Ventures it must use its own capital, not an SPV, to invest in an upcoming round.
Technology
Meta partners with Midjourney on AI image and video models

Meta is partnering with Midjourney to license the startup’s AI image and video generation technology, Meta Chief AI Officer Alexandr Wang announced Friday in a post on Threads. Wang says Meta’s research teams will collaborate with Midjourney to bring its technology into future AI models and products.
“To ensure Meta is able to deliver the best possible products for people it will require taking an all-of-the-above approach,” Wang said. “This means world-class talent, ambitious compute roadmap, and working with the best players across the industry.”
The Midjourney partnership could help Meta develop products that compete with industry-leading AI image and video models, such as OpenAI’s Sora, Black Forest Lab’s Flux, and Google’s Veo. Last year, Meta rolled out its own AI image generation tool, Imagine, into several of its products, including Facebook, Instagram, and Messenger. Meta also has an AI video generation tool, Movie Gen, that allows users to create videos from prompts.
The licensing agreement with Midjourney marks Meta’s latest deal to get ahead in the AI race. Earlier this year, CEO Mark Zuckerberg went on a hiring spree for AI talent, offering some researchers compensation packages worth upwards of $100 million. The social media giant also invested $14 billion in Scale AI, and acquired the AI voice startup Play AI.
Meta has held talks with several other leading AI labs about other acquisitions, and Zuckerberg even spoke with Elon Musk about joining his $97 billion takeover bid of OpenAI (Meta ultimately did not join the offer, and OpenAI denied Musk’s bid).
While the terms of Meta’s deal with Midjourney remain unknown, the startup’s CEO, David Holz, said in a post on X that his company remains independent with no investors; Midjourney is one of the few leading AI model developers that has never taken on outside funding. At one point, Meta talked with Midjourney about acquiring the startup, according to Upstarts Media.
Midjourney was founded in 2022 and quickly became a leader in the AI image generation space for its realistic, unique style. By 2023, the startup was reportedly on pace to generate $200 million in revenue. The startup sells subscriptions starting at $10 per month. It offers pricier tiers, which offer more AI image generations, that cost as much as $120 per month. In June, the startup released its first AI video model, V1.
Techcrunch event
San Francisco
|
October 27-29, 2025
Meta’s partnership with Midjourney comes just two months after the startup was sued by Disney and Universal, alleging that it trained AI image models on copyrighted works. Several AI model developers — including Meta — face similar allegations from copyright holders, however, recent court cases pertaining to AI training data have sided with tech companies.
Got a sensitive tip or confidential documents? We’re reporting on the inner workings of the AI industry — from the companies shaping its future to the people impacted by their decisions. Reach out to Rebecca Bellan at [email protected] and Maxwell Zeff at [email protected]. For secure communication, you can contact us via Signal at @rebeccabellan.491 and @mzeff.88.
We’re always looking to evolve, and by providing some insight into your perspective and feedback into TechCrunch and our coverage and events, you can help us! Fill out this survey to let us know how we’re doing and get the chance to win a prize in return!
-
Business3 weeks ago
Power and Portability Meet In This Near-Mint 13″ MacBook Pro
-
Technology2 weeks ago
StubHub is once again working on its IPO that could raise $1B
-
Travel3 weeks ago
9 Delaware Dishes That Slowly Vanished From Family Tables
-
Finance & Banking2 weeks ago
Index Hits Record High as Expectations of a Rate Cut Rise
-
Life Style2 weeks ago
101 Short Fall Quotes for a Positive, Motivated and Happy Autumn Season
-
Entertainment3 weeks ago
‘The White Lotus’ Star Sam Nivola Addresses Nepo Baby Label
-
Entertainment2 weeks ago
Kathy Griffin confirms third facelift after raising eyebrows with ‘very taut’ appearances
-
Life Style3 weeks ago
101 Inspirational September Quotes for a Motivated and Happy Start to Your Fall Season