Your goal with your pitch deck is to tell a powerful story to your potential investors. Although every company’s story will be different, the key points are about money: how you make money, how much money you need, and how much money you can make in the long run with this company. The rest of the pitch is there to define and support your money story.
If your company seems too easy to start and run, the venture capitalist (VC) will be concerned that any Tom, Dick, or Harry can start a competing company and surpass your progress in a short time. You need to show that your company was challenging to create and that you are the right team for the job.
The best barriers are the ones you have already overcome and your competitors will have trouble mastering.
A couple of things help reiterate to VCs that you indeed have an unfair advantage to successfully grow your company:
You own patents that prevent others from using your technology.
Your team developed a technology that would be extremely hard to copy.
You or your teammates have industry connections that get into the right doors.
You have rare and specific industry training that is critical for success.
Figure out what gives your company an edge. If you can’t think of anything, then you better consider adding someone to the advisory board who can help add an edge.