Investors are tightening their criteria for startup funding, with a sharper focus on scalability, revenue clarity and global potential, speakers said at Startup Hub Expo 2026 in New Delhi.
The panel discussion, titled “The Investor Lens: What VCs Want in 2026–2030,” brought together venture capital leaders to outline how funding decisions are evolving amid a maturing startup ecosystem.
Participants said early-stage traction alone is no longer sufficient. Founders are now expected to demonstrate clear business models, predictable revenue streams and the ability to expand beyond domestic markets.
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Investors Prioritise Scalability, Revenue Visibility
“Founders need to align strategies with changing market conditions. Investors are placing more focus on understanding how a business will scale and sustain itself over time,”
-Kapel Malhotra, MD/Founder of Total Solutions Group
He added that clarity on revenue generation and return on investment (ROI) is important during funding discussions, with investors seeking structured answers on business viability before committing capital.
“Startups must balance growth with financial discipline. Investors are closely evaluating how companies generate returns while serving defined customer segments,”
-Divya Sampath, Partner at AWE Funds
Access to capital is improving, but funding is increasingly directed toward ventures that can demonstrate both commercial viability and measurable impact, she further added.
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Global Expansion, Ecosystem Maturity Shape Funding Decisions
Dr Ish Anand, a Board Member at iCapital Ventures, said that startups need to build with global markets in mind. He noted that solutions proven in local markets should be positioned for international scalability to attract investor interest.
He added that Indian startups are being evaluated against global benchmarks, making cross-border expansion an important factor in funding decisions.
Shweta Raka, Managing Partner at Delhi Angel Den, said India’s startup ecosystem has evolved significantly over the past decade, supported by digital adoption, investor participation and policy support. She noted that more founders are entering the ecosystem with scalable and technology-driven ideas.
Speakers said sectors such as climate tech, artificial intelligence (AI) infrastructure, urban tech, and health tech are attracting strong investor interest. However, they added that founders must demonstrate execution capability and long-term sustainability to secure funding.
The session highlighted a broader shift in venture capital strategy, where product–market fit is now seen as an entry point rather than a deciding factor for investment.
Startup Hub Expo 2026 was held at Bharat Mandapam in New Delhi as part of the Convergence India Expo, a technology and innovation platform that brings together startups, investors and policymakers. The next edition is scheduled for March 23-25, 2027.
