#190 | What To Do Before and After Fundraising W/ Steve Walsh

Episode Description:

Steve Walsh didn't set out to become an angel investor. After 25 years as a Fortune 10 executive, helping build Cox Communications and Comcast's B2B divisions from zero to billions, he walked away from corporate life to help early-stage founders. What started as casual mentoring at demo days evolved into Hands-On Angel, where Steve has now invested in 64 companies with remarkable success.

In this candid conversation with host Angelo Roberts, Steve shares the unvarnished truth about startup fundraising, why most founders approach it wrong, and what it really takes to build a successful company.

Steve doesn't sugarcoat anything. His approach is refreshingly direct in an industry full of polite rejections and vague feedback. Whether you're a founder struggling to raise capital or an aspiring investor, this episode delivers actionable insights you won't hear elsewhere.

The Default Alive Strategy Why reaching break-even changes everything about your fundraising position and gives you the optionality to raise on your terms, not out of desperation.

Customer Acquisition vs. Investor Meetings Steve's mathematical approach to when founders should stop pitching investors and start selling to customers instead.

What Real Commitment Looks Like Stories of founders who sold their houses, moved countries, and put everything on the line for their vision - and why this matters to investors.

The Hands-On Difference How Steve's network-driven approach has helped 35 of his 64 investments reach Series A, with 8 exits ranging from $15M to $400M.

Investment Philosophy Beyond Startups Steve's diversification strategy across wine, art, crypto, and real estate, plus his discipline of saving 30% of income regardless of salary level.

The Marco Benitez story about selling a house and moving from Mexico City to Miami in two weeks demonstrates what "all-in" really means to successful founders.

Steve's direct advice to a founder making $10K monthly but needing $18K to break even: stop talking to investors and go find 7-8 more customers instead.

His honest assessment of different startup ecosystems and why 90% of his fundraising happens outside his home city of Boston.

This episode will challenge how you think about fundraising timing, investor relationships, and what really matters for building a sustainable business. Steve's transparency about what investors actually look for could save you months of wasted effort.

Learn from someone who's built multiple billion-dollar businesses and successfully transitioned that expertise into early-stage investing. Steve's framework for evaluating founders and his hands-on approach offer a blueprint for adding real value beyond capital.

"When it comes to sales, you control the timing, you control how many people you talk to, you control your pricing. When you talk to investors, you control none of that."

"If you don't want my help, do not take my money. You're wasting my time. Don't take it because I will be your worst nightmare if you don't let me help you."

Find Steve on LinkedIn as "The Hands-On Angel" or visit handsonangel.com. He's launching the Funding Accelerator course with 300 founders already on the waitlist.

In a startup ecosystem often criticized for lack of transparency, Steve Walsh represents a different approach - one based on honest feedback, genuine commitment to founder success, and the understanding that building great companies requires more than just capital.

Whether you're raising your first round or your fifth, this conversation will change how you approach investors and think about building a sustainable, scalable business.

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