E148 | Why Investors Don’t “Get” Your Pitch—And How to Fix It with Heather Caouette

CONFESSION TIME:

You’ve got the traction, the tech, the team…

So why do investors still walk away confused after your pitch?

You’re not alone.

In this episode, I sat down with Heather Caouette, a communications strategist who’s worked with high-growth startups and VCs, to unpack what’s really going wrong when brilliant founders can’t get buy-in.

Spoiler: it’s not your product. It’s how you're telling the story.

👉 If you’ve ever heard “That’s great, we’ll circle back” and never got the call, this episode is your wake-up call.

WHAT YOU'LL LEARN:

💡 Why most HealthTech pitches fail not because of the product, but the positioning

💡 The one test Warren Buffett says every pitch must pass

💡 What investors actually look for in the first 60 seconds of a conversation

💡 Why saying “we have no competitors” is a silent deal-killer

💡 How to build a company that feels healthy—not just looks good on paper

💡 How to prep for high-stakes visibility (like HealthTech Showdown)

TIMELINE: 

00:00:00 - Capturing innovative solutions and effective communication

00:01:40 - Heather of Ray Communications shares her work experience

00:03:20 - Challenges of communicating with different buyer personas

00:07:21 - Importance of making technical innovations relatable

00:09:29 - Healthy leadership and transparency

00:12:03 - Focus on helping companies refine their messaging

00:15:03 - Understanding different communication styles

00:18:09 - Crafting a succinct 30-second elevator pitch

00:29:13 - Summary of key communication strategies

💬 Quotes to Highlight

🎙️ Heather Caouette:

“Investors want to know you’re aware of the challenges ahead… If there are no competitors, that means you haven’t done enough market research.”

🎙️ Sabrina Runbeck:

“Investors are not just looking at your plan—we’re looking at how healthy your company is… Are you having fun? Are your people sticking around? That tells us everything.”

👥 Guest:

Heather Caouette

Founder, Raitt Communications

Works with VCs, health systems, and startups to fine-tune messaging that actually lands.

🌐 raittcommunications.com

🚀 Resources:

• 🎯 HealthTech Showdown
• Present in front of active investors + buyers and win an $800 scholarship
• 👉 HealthTechShowdown.com
• 
  
• 📊 Business Impact Quiz
• Think you're building traction? See if it’s actually scalable.
• 👉 ImpactQuotientQuiz.com
• 
  

🗣️ Your Turn →

What’s one part of your pitch you think investors don’t “get” yet?

Drop your thoughts wherever you're tuning in—Apple, Spotify, or LinkedIn—and tag me so I can cheer you on (or help you clean it up 😉).

Let’s turn your brilliance into buy-in.

#ProviderEdge #HealthTechFounders #StartupStorytelling #SabrinaRunbeck #InvestorPitchTips #FoundersVoice