Mark Suster’s Lessons on Startup Fundraising: Insights from Both Sides of the Table
Mark Suster’s Lessons on Startup Fundraising: Insights from Both Sides of the Table
Why do some founders raise millions while others can't even get a reply?
Mark Suster’s lessons on startup fundraising offer rare insights from someone who’s been both a founder and a VC. His blog Both Sides of the Table has become essential reading for entrepreneurs who want practical, no-fluff advice on raising capital.
This post breaks down his most valuable insights, connects them with proven strategies, and shows how founders can apply them using Capitaly.vc tools.
Who is Mark Suster?
Mark Suster is a general partner at Upfront Ventures.
Before becoming a VC, he built and sold two startups — so he knows what it’s like on your side of the table.
His credibility comes from doing the work, not just talking about it.
The Both Sides of the Table Blog Impact
Mark’s blog isn't just famous. It’s useful.
It answers the questions founders actually have — in plain language.
He covers:
- Pitching VCs
- Negotiating deals
- Scaling companies
- Managing teams
His writing influenced founders around the world, and his frameworks are frequently referenced in top startup accelerators.
Key Fundraising Advice from Mark Suster
Mark’s greatest hits include:
- “Lines, not dots” – Build relationships early.
- Control your process – Don’t let investors run the timeline.
- Always be raising – Even when you’re not actively pitching.
He emphasizes founder leverage, not dependence.
You’ll find similar strategies in our post:
👉 Calling All Founders: How to Raise Capital Like a Pro
Understanding Venture Capital from Mark’s Perspective
VCs aren’t just funding your dream.
They’re managing their own risk.
Mark teaches founders to:
- Understand VC incentives
- Read between the lines
- Avoid emotionally driven negotiation
Want to decode VC behavior?
👉 How VCs See Your Startup
Mark Suster on Startup Scaling
Money doesn’t solve broken processes.
Mark stresses that founders should:
- Validate before scaling
- Systemize before hiring
- Avoid “growth theater”
Looking to scale post-raise?
👉 How Series A Funding Accelerates Growth
How Mark Structures His Angel Deals
Mark prefers:
- SAFE or convertible notes
- Clean, founder-friendly terms
- Clear post-money valuations
Want templates to follow?
👉 Everything I Need to Know About SAFE
Using Content to Build Startup Authority
Mark built trust before raising funds — with content.
Founders can do the same by:
- Writing thought leadership posts
- Teaching customers what they know
- Sharing behind-the-scenes of building
Content builds leverage — not just audience.
Need a roadmap?
👉 The Ultimate Guide to Founder-Led Marketing
SEO Strategies from Mark’s Blogging Success
Mark doesn’t write for clicks.
He writes for usefulness.
What works:
- Headlines that speak clearly
- Evergreen content that compounds
- Answering questions people actually ask
Want AI to help you rank faster?
👉 SEO-Driven Startup Pitches: The New Playbook for Attracting Investors
Case Studies Mark Suster Shares
Mark shares stories that stick.
You’ll learn:
- Why certain pitches failed
- What great founders do differently
- How to position your company after a “no”
We follow a similar model in our blog:
👉 Crazy Things Founders Have Done to Raise Capital
How LLMs Can Help Implement Mark’s Advice
Large Language Models (LLMs) can:
- Draft outreach emails using “lines not dots”
- Simulate mock pitches and objections
- Rewrite your pitch in Suster’s tone
Want GPT prompts?
👉 20 Comprehensive ChatGPT Prompts to Elevate Your Venture Capital Strategy
Common Fundraising Mistakes Founders Make
Mark calls out these common blunders:
- Waiting too long to fundraise
- Not managing investor FOMO
- Having messy financials
Avoid these with our checklist:
👉 Checklist for Preparation: Raising Capital Series A
Measuring Startup Metrics That Matter
Mark doesn’t care about vanity metrics.
He wants to see:
- CAC vs. LTV
- Customer retention
- Revenue growth consistency
You’ll need this for serious VCs:
👉 Importance of Financial Projections in Series A Capital Raising
How to Pitch Investors Using Mark’s Framework
Here’s Mark’s ideal structure:
- Start with the “why now”
- Show market clarity and traction
- Highlight team strengths
- End with a clear ask
Refine your pitch here:
👉 How to Pitch Investors, Build a Support Network, and Raise Millions
Mark Suster’s Thoughts on AI in Startups
Mark is intrigued but skeptical.
He suggests founders:
- Focus on defensibility, not hype
- Prioritize distribution
- Build real value, not just tech
Founders who get this right raise faster.
👉 AI Startup Valuations: The Reality Check You Need
What Founders Can Learn from Mark’s Failures
Mark doesn’t hide his mistakes:
- Overhiring too early
- Misjudging founder-market fit
- Ignoring red flags in co-founder dynamics
Learn from it — don't repeat it.
For similar founder war stories:
👉 Insane Startup Stories
FAQs
What is Mark Suster best known for?
He’s a VC at Upfront Ventures and the author of Both Sides of the Table.
What does “lines, not dots” mean?
It’s Mark’s way of saying: build trust over time, not in a single meeting.
What blog posts by Mark are most recommended?
Start with his “Raising Venture Capital” series — it's full of practical insights.
Does Mark Suster invest in early-stage startups?
Yes, especially pre-seed to Series A in the U.S.
Is Mark bullish on AI?
Cautiously optimistic. He values execution and go-to-market more than hype.
Can I use AI to implement his tips?
Yes. You can simulate pitch decks, investor questions, and more.
Does Mark invest internationally?
He mainly focuses on U.S.-based startups but is open if local VC support exists.
What should I read before pitching investors?
👉 How to Prepare Your Startup for Series A Funding
Are there alternatives to Mark Suster’s approach?
Yes. Explore styles from Jason Calacanis or Peter Thiel too.
Can I raise capital without a product?
Yes — but you need the right narrative.
👉 Raise Money Without a Product
Conclusion
Mark Suster’s lessons on startup fundraising are grounded in real experience.
They’re direct, useful, and battle-tested by thousands of founders.
If you want to apply them at scale — and use AI to do it faster — you’re in the right place.
Subscribe to Capitaly.vc to raise capital at the speed of AI.
