Last week, I had the opportunity to attend my first Product Demo Day of 2025—an event brimming with innovative startups showcasing their latest solutions. As a jury member evaluating these pitches, I was exposed to a wide range of ideas, each vying for attention in an increasingly competitive startup landscape.
Through these presentations, I observed key trends, surprising insights, and common challenges that many founders face when positioning their products. Here are my biggest takeaways from the session.
AI is Everywhere
One thing was immediately clear: AI is no longer a differentiator—it’s an expectation. The majority of startups that presented had AI functionality baked into their core offering, with applications ranging from automation and machine learning to predictive analytics.
AI-driven solutions are undeniably shaping the future, helping companies enhance efficiency, optimize decision-making, and personalize user experiences. However, with so many startups leaning on AI, the challenge is no longer about incorporating it but about using it in a way that truly adds value. Simply having AI isn’t enough—the real question is how it uniquely benefits the customer.
A Standout Without AI
Amid the sea of AI-driven innovations, one startup caught my attention precisely because it did not use AI at all—and yet, it generated strong customer interest.
This startup was focused on cargo airlines, tackling a well-defined problem with a clear and executable solution. It served as a great reminder that while AI can be powerful, it isn’t always necessary to build a compelling business. A strong product-market fit, a well-defined customer pain point, and a solid execution strategy can be just as valuable as any AI-powered feature.
In a world where AI is becoming ubiquitous, startups that solve real problems with simple, effective solutions can still stand out.
The Missing Ingredient: A Clear USP
One of the biggest challenges I noticed was that many founders struggled to articulate their Unique Selling Proposition (USP) effectively.
Some pitches were compelling, but many left me asking, What’s the real value for the user? If a founder can’t clearly communicate what sets their product apart, investors and customers alike may struggle to see its value.
A strong USP answers fundamental questions:
- What problem does the product solve?
- Why is this solution better than alternatives?
- What makes this startup unique in the market?
Without clarity on these points, even the most technologically advanced products can struggle to gain traction.
Key Takeaway: Focus on Customer Data
Moving forward, one of the first questions I’ll ask founders is about customer usage and retention. Customer data should provide the answer if a pitch doesn’t communicate value.
Because at the end of the day, if customers love the product, there’s something worth uncovering. Whether the innovation is AI-driven or not, real traction speaks louder than any pitch.