FT Start-Up Stories Series 3: Working with investors 5/10
Oct 31, 2016
Nuno Sebastiao, Co-founder of Feedzai, shares his journey in raising funds for his cutting-edge fraud detection startup. He explores the challenges of securing European backers versus the eagerness of U.S. investors to embrace innovation. Nuno recounts a pivotal pitch meeting with Capital One that opened the doors to the U.S. market. He also discusses how the team's diverse roles support their global operations and the importance of trust in client relationships. Tune in for insights on navigating startup fundraising and building a tech-driven service.
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Real-Time Context Is The Core Advantage
- Feedzai built strength by combining real-time data processing with historical context to detect fraud.
- This technical approach solved a hard realtime contextualisation problem that few had addressed.
Winning Capital One Against The Odds
- Feedzai started in Portugal but won early US clients because US engineers could judge the technology without references.
- Capital One became a customer and investor after intense technical due diligence and meetings.
Sell Where Engineers Can Judge Your Tech
- Target markets where buyers understand your technology and can do deep technical due diligence.
- Seek customers whose engineering teams can evaluate how a product is built, not just references.