TechCrunch Disrupt 2025: Unpacking the Series A Mindset for 2026 Fundraising Success

Inside the Series A Mindset: Unfiltered Insights from Disrupt 2025 The lights dimmed at Moscone West, and the anticipation was palpable. The crowd had gathered for one of the most highly anticipated sessions at TechCrunch Disrupt 2025 – "How to Raise a Series A in 2026." Katie Stanton, Thomas Krane, and Sangeen Zeb took the stage, their collective experience spanning thousands of pitches, major rounds, and breakout successes. As they dove into the unfiltered world of Series A investing, one thing became clear: landing a coveted spot is no longer about charm or luck – it's about substance. Katie Stanton, founder of Moxxie Ventures, has seen her fair share of decks. With a background that spans Twitter, the Obama White House, and backing 100 early-stage companies, including Airtable, Calm, and Carta, she knows what moves a pitch from "maybe" to "yes." Thomas Krane, managing director at Insight Partners, has led major rounds for software and cybersecurity giants like JFrog and SentinelOne. Sangeen Zeb, general partner at GV, focuses on enterprise and AI startups, serving on boards for Vercel and Harvey while leading investments in some of tech's most talked-about growth stories. As the conversation unfolded, it became apparent that the Series A landscape has undergone a significant shift. The stakes are higher, and investors are no longer willing to take risks on unproven ideas. "We're not looking for unicorns," Krane said bluntly. "We want companies with scalable traction." Zeb added, "It's not about being the next big thing; it's about being a sustainable business." So, what does this mean for startups seeking Series A funding? According to Stanton, "Founders need to tell a growth story that's authentic and data-driven." Krane emphasized the importance of metrics: "We want to see clear evidence of user acquisition costs, retention rates, and revenue growth." Zeb highlighted the need for founders to be adaptable and open to feedback. "Investors are not just writing checks; we're partners in your journey." As the session drew to a close, it was clear that navigating today's market requires more than just a solid pitch. Founders must demonstrate a deep understanding of their customers, a willingness to pivot when necessary, and a laser-like focus on growth. The unfiltered insights from Disrupt 2025 offer a rare glimpse into the minds of Series A investors. For startups seeking funding, it's time to shift from charm-based pitches to substance-driven storytelling. As Stanton put it, "It's not about being liked; it's about being understood." With the stakes higher than ever, founders must be prepared to demonstrate their value proposition in a crowded market. As the crowd filed out of Moscone West, one thing was clear: those who can distill their growth story into actionable metrics and adapt to changing market conditions will be the ones to watch. The Series A landscape may be tighter, but for those who understand what investors truly want – substance over charm – the opportunities are limitless. Key Takeaways: Founders must tell a data-driven growth story that's authentic and scalable. Investors prioritize metrics such as user acquisition costs, retention rates, and revenue growth. Adaptability and openness to feedback are essential for successful partnerships with investors. The Series A landscape has shifted from charm-based pitches to substance-driven storytelling. About the Authors: Katie Stanton is the founder of Moxxie Ventures. Thomas Krane is a managing director at Insight Partners. Sangeen Zeb is a general partner at GV. *Based on reporting by Techcrunch.*