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Decile Summit 2023

Apurva Mehta on What Institutional LPs Look For

Apurva Mehta, Managing Partner at Summit Peak Investments, shares insights on what it takes for institutional investors to invest in your fund, emphasizing the human element and the importance of fulfilling commitments. Mehta underscores the need for emerging managers to focus on building trust through transparency and consistent performance.”

Summary of Apurva’s Presentation

Venture capital is the financial fuel behind many of the world’s innovative startups and growth companies. This form of financing allows high potential companies to receive the investments they need to scale rapidly, in exchange for equity. The relationship between institutional limited partners (LPs) and venture capital funds is pivotal in this ecosystem, as LPs often provide the bulk of capital that these funds require to operate. In his presentation, Apurva Mehta, Managing Partner at Summit Peak Investments, elucidates the critical factors that institutional LPs scrutinize when deciding to commit capital to new or emerging venture funds.

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Understanding the Criteria

Institutional investors are known for their rigorous due diligence processes and the meticulous criteria they use to evaluate investment opportunities. For venture capital funds seeking institutional investment, it is crucial to recognize and address these criteria effectively.

  • Track Record: A proven track record is often at the forefront of an LP’s evaluation process. They look for funds managed by teams that have demonstrated the ability to not only identify promising startups but also to add value and guide them towards successful exits.
  • Strategy Alignment: LPs want to ensure that a fund’s investment strategy aligns with their own portfolio objectives and risk tolerance. This involves a clear articulation of the fund’s value proposition and investment thesis.
  • Operational Excellence: Strong operational frameworks, including clear governance structures, risk management policies, and transparent reporting mechanisms, are essential to gain institutional trust.
  • Market Opportunity: LPs are attracted to funds that have a keen eye for identifying untapped market opportunities or are poised to capitalize on emerging trends.

Building Relationships

Beyond the numbers and strategies, there is a human aspect to securing institutional investment. Trust and relationships are fundamental to the decision-making process for LPs.

  • Communication: Regular, honest communication is vital. LPs value fund managers who provide clear and consistent updates about the fund’s performance and market dynamics.
  • Commitment Fulfillment: Previous commitments and how well they have been met is a barometer for LPs to gauge future performance and reliability.
  • Alignment of Interests: LPs look for fund managers whose interests are closely aligned with their own, ensuring that both parties are working towards common goals.

In his presentation, Mehta not only identifies these factors but also delves into how emerging managers can stand out in a competitive landscape, how the emphasis on the human element can make a significant difference, and why delivering on previously made commitments can be just as important as the numbers on a spreadsheet.

Market Insights and Strategic Positioning

Mehta emphasizes that institutional LPs deeply value funds that offer a clear perspective on market dynamics and strategic positioning. These investors look for fund managers who can navigate market complexities and have a strategic edge.

  • Differentiation: Fund managers must articulate what sets their fund apart, be it a unique investment strategy, a focus on a niche market, or proprietary deal flow channels.
  • Market Analysis: Demonstrating a deep understanding of market trends, potential risks, and opportunities is essential to gaining confidence from institutional LPs.

Risk Management and Mitigation

Institutional LPs are not just investing in potential; they are also keenly aware of the risks involved. Thus, they prioritize funds that have solid risk management practices in place.

  • Diversification Strategies: Funds should have a clear approach to diversifying investments to mitigate risk.
  • Exit Strategies: LPs assess the fund manager’s foresight in planning exit strategies for their investments, ensuring that there are multiple paths to liquidity.

Performance Metrics and Transparency

Performance metrics are the quantifiable evidence of a fund’s success, and transparency in these metrics is non-negotiable for institutional LPs.

  • Historical Performance: Past performance, while not indicative of future results, is a critical metric for LPs. They examine returns generated from previous funds to estimate future performance.
  • Reporting Standards: Institutional LPs expect high standards of reporting, including frequent and detailed performance reports.

Operational Structure and Governance

The backbone of a fund’s attractiveness lies not only in its investment acumen but also in its operational structure and governance.

  • Compliance and Ethics: A robust framework for compliance and ethical investing is crucial.
  • Management Team: The strength and experience of the management team, their cohesiveness, and their collective track record are closely scrutinized.

“Venture capital thrives on predictability and performance, and institutional LPs measure both through a prism of past actions and future commitments.”

Apurva Mehta

Long-term Relationship Building

Mehta discusses at length the importance of cultivating long-term relationships with LPs.

  • Personal Interaction: Face-to-face meetings, when possible, and personalized communication strategies can solidify relationships.
  • Shared Vision: When LPs and fund managers share a common vision and values, it can lead to more robust and enduring partnerships.

The Role of Emerging Managers

Emerging managers, according to Mehta, have a unique position in the venture capital ecosystem.

  • Innovation: They are often more nimble and innovative in their approach to investments.
  • Performance: Although they may lack an extensive track record, emerging managers can demonstrate potential through detailed case studies of past investments, even if not within a fund structure.


Apurva Mehta’s presentation to venture capital professionals is a masterclass in understanding what institutional LPs seek in venture funds. From performance metrics to personal relationships, Mehta articulates that success in attracting LP investment hinges on a fund’s ability to present a compelling narrative that aligns with LPs’ goals and risk profiles. Fund managers are encouraged to focus on building a track record, ensuring operational excellence, and fostering strong, transparent relationships with the LP community. Through such a multifaceted approach, venture funds can position themselves favorably in the eyes of institutional investors, laying the foundation for fruitful long-term partnerships.