Fundraising in MENA: How Investors Really Think About Deal Flow & Conviction

Host: Muhammad Ayub
Founder & CEO, MorseBridge Ventures

Guest: Ivo Detelinov, CFA
Venture Partner, Oryx Fund

Fundraising in MENA is no longer about chasing capital. Venture capital firms, family offices, corporate venture arms, and global platforms are all active in the region. The real challenge today is understanding how investors filter opportunities and build conviction.

Watch the complete podcast here:
https://youtu.be/rjflnyDqN2M?si=xVu-wV2YtyTEswZA

How do VCs actually get deal flow?

Deal flow comes from multiple channels: LinkedIn outreach, startup events, demo days, direct applications, and warm introductions.

However, the strongest signal consistently comes from founder-to-founder referrals. Portfolio founders know how a VC behaves beyond the term sheet, making their introductions highly trusted.

What should founders do before approaching investors?

Founders should study the fund’s portfolio, investment stage, and valuation discipline. Many rejections are not about the idea itself, but about misalignment.

Clear positioning and relevance matter far more than sending hundreds of pitch decks.

What are investors assessing in early meetings?

Investors focus on problem size, solution differentiation, founder communication, and drive. At seed and pre-seed stages, investors often back teams more than products, knowing pivots are inevitable.

Strong clarity and conviction early on go a long way.

How should founders manage investor relationships?

Investor relationships start well before funding. Thoughtful follow-ups, transparent updates, and realistic expectations help build long-term trust.

Tools such as SAFE notes and ESOP structures are often used to maintain founder incentives while allowing flexibility during early growth.

Why preparation matters in fundraising

For founders navigating fundraising, preparation significantly reduces friction. Understanding how investors think — before entering the room — can dramatically improve outcomes and conversations.

Learn how to fundraise with clarity

The Global Fundraising BootCamp is designed to help founders structure their pitch, outreach, and investor conversations with confidence and clarity.

Apply here:
https://forms.fillout.com/t/2JxVjhuHRgus