Your Differentiator Doesn’t Work If No One Understands It

You’re confident your product is better.
But if investors and customers don’t get it quickly, it doesn’t matter.

Here’s what I see again and again:
✓ Founders with clear value
✓ Decks with strong features
✓ Still... confused faces in meetings

Why?

Because your differentiator isn’t obvious to the people who matter.

1. You’re leading with features, not insight

Saying “We integrate with 15 tools” isn’t a moat.
The fix: Lead with what you know about the customer that no one else does.

2. You sound like everyone else

If your pitch includes “AI-powered,” “scalable,” “intuitive”, it’s white noise.
The fix: Be unexpectedly specific. Say what others won’t.

3. You haven’t connected differentiation to value

A unique feature isn’t useful if it doesn’t move a KPI.
The fix: Tie every differentiator to a real business outcome.

4. Your language hides the value

If you can’t explain what you do in one clear sentence, you lose the room.
The fix: Use the one-liner test:

“We help [customers] achieve [outcome] by [approach].”

The best differentiators are not technical.
They’re emotional. They make customers and investors say:
“Finally. Someone gets it.”

→ Ask yourself:
What makes us meaningfully different and do our words reflect that, or just decorate it?