Jonathan Yip, Managing Director, Head of Innovation Banking, Asia, HSBC
Startups today are navigating a dynamic, fast-changing environment. From crafting a pitch that captures investor attention to fundraising, scaling globally, and navigating regulations, startups face a daunting set of challenges. Yet these challenges are also fertile ground for opportunity. Factors such as product uniqueness and business models, financial resilience and fundraising, global growth and marketing, as well as the role of patents, legal rights and policies are all critical to the scale-up journey.
Winning the Hearts of Investors: Why Clarity, Scalability and Credibility Matter
The difference between a good startup pitch and a great one often comes down to three qualities: clarity, scalability and credibility. Startups must articulate the problem they are solving, demonstrate that their solution can expand beyond local borders, and showcase the expertise and conviction of their team.
Investors hear thousands of pitches each year. Those that stand out are able to clearly communicate their problem statement, highlight the size of the addressable market, and convince the investor of the team’s ability to execute.
Beyond technical skills, passion is critical. Unlike presentation training or product development, passion cannot be manufactured : it is what drives startups through inevitable challenges and setbacks.
However, passion alone is not enough. Investors want to see evidence of execution, whether it’s a working prototype, early customer adoption or traction that signals real-world viability. Great builders often lack fundraising expertise, while strong fundraisers may not always be great builders. A prototype bridges that gap, grounding the vision in something tangible and credible.
Building Financial Resilience As You Scale: Why Startups Should Not Go Global Alone
Going global is always a team effort. More often than not, it is strategic partnerships with corporates, investors and governments that can drive and accelerate expansion. This collaborative approach is particularly powerful in places that serve as strategic connection points between different regions and business cultures, while success often depends on choosing the right launch pad.
Hong Kong is uniquely positioned as a connector market because it is a natural gateway to China’s massive consumer market as well as a platform for Chinese companies expanding abroad. Hong Kong’s legal system, tax structure, investor base and East-West cultural fusion make it a fertile ground for startups. Institutions such as HKSTP and the ecosystem of the Greater Bay Area amplify this role. Startups can, and should, leverage this well-established ecosystem of partners, investors, government programmes and banking networks to navigate market entry and accelerate growth.
Throughout its 160-year history, HSBC has long been a trusted partner to entrepreneurs. Today, with HSBC Innovation Banking, we are sharpening our focus on the innovation economy.
A fast-growing female fashion brand and e-commerce platform founded in China in 2020 exemplifies how we as a global partner connect clients to the wider ecosystem. Backed by leading venture capital funds, the company partnered with us to advance its global expansion through Hong Kong. Working closely with the client’s investor, our Fund and Sector specialists collaborated to establish a corporate treasury centre in Hong Kong. Leveraging HSBC’s global cash management and foreign exchange expertise, the company also opened accounts across China, Singapore and the US, laying the foundation for sustainable international growth. By providing banking and financing solutions tailored to the evolving needs of tech-led businesses, we work to ensure that venture-backed companies have the financial infrastructure to match their innovation trajectory as they scale up to the global market.
AI Isn’t Your Superpower Unless You Show How It Beats Competitors
According to HSBC Innovation Banking’s 2025 Fintech Report, AI is reshaping how financial services operate – from embedded consumer experiences to B2B credit flows – and startups that prioritise AI capabilities are positioning themselves as the new infrastructure of global finance. AI enables cross-vertical integration, helping FinTechs and banks expand beyond their core offerings: for example, through combining payments, lending and wealth management on one intelligent platform. AI-driven platforms are the ‘new gatekeepers’, and startups leveraging AI will control access to financing, data and customer relationships, which are the core levers of future banking.1
And the lean towards AI is not limited to FinTech – everyone is expected to have an AI angle in their fundraising story, but what sets yours apart from the others? AI will likely be as ubiquitous as electricity as a baseline technology embedded into the processes of how we think about customer satisfaction, building analytics and how we solve problems for society as a whole. A thoughtful fundraising narrative should clearly articulate the specific type of AI or AI agents utilised, and how it can transform workflows, unlock new ways of solving problems, as well as enhance human creativity for value creation.
Recognition from Pitching Competitions Goes Far Beyond Exposure
Credible, respected pitching competitions serve as powerful catalysts for global startup growth by opening doors to invaluable international networks and providing market validation. Startups gain direct access to a regionally trusted network of global VCs, investors and potential strategic partners who can facilitate the entry into new markets. These connections often extend beyond funding opportunities, offering startups the mentorship and ecosystem support crucial for international expansion.
Notably, the judging panels at these competitions typically consist of growth experts, VCs as well as growth and industry experts who provide real-world feedback on product-market fit across different regions, giving startups insights on product localisation, regulatory challenges and other go-to-market strategies before they commit significant resources to international expansion.
Hong Kong’s flagship pitching competition, EPIC, occupies a pivotal position in the innovation value chain, where startups begin to grow beyond their home base and investors place their first bets. HSBC Innovation Banking’s sponsorship of EPIC is about being part of the journey that turns bold ideas into the transformative businesses of the future, while helping to uncover and nurture the ‘hidden gems’ that may not be obvious today but have the potential to become the global giants of tomorrow. With its structured frameworks, extensive networks and strong ecosystem connections, HKSTP provides the ideal platform for startups to accelerate their growth.
Exit Strategies: More Than Just a Finish Line
The HSBC Innovation Banking 2025 Fintech Report also mentions how venture-backed companies in the US rushed to be listed in the post-pandemic boom of 2021. Yet, the majority of the startup value built in the decade of maturation for FinTech remains in private companies. Exit strategies may seem like a distant concept for EPIC contestants, but it is always advantageous to think ahead and begin crafting your narrative while you scale, because this mindset can influence how you approach your pitch.
Exit strategies must be rooted in clarity of purpose. Timing and market conditions play a huge role, but so does the startup’s understanding of why an exit makes sense. Too often, companies think about exiting just for the sake of it, but the real question is, where is the company in terms of its growth? Has the business reached a stage where additional capabilities – whether through an IPO or trade sale – are necessary for further growth? Some companies remain private longer to maintain control, while others seek public markets for infrastructure and talent access. The key is aligning the exit path with strategic needs, rather than short-term gains.
Departure Gates Are Open
As the innovation economy matures and technologies such as AI reshape business models, it is clear that the future belongs to startups that remain adaptable, leverage ecosystems and scale with purpose. I believe the next wave of category winners will be those who combine clarity, scalability, credibility and passion to set themselves apart.
As a judge for EPIC, I am approaching the competition with an open mind and a genuine sense of curiosity. Rather than seeking any particular solution or sector, I believe the magic lies in the unexpected: the moment when an idea reveals itself as truly special. Innovation, after all, thrives on surprise. It is often the unanticipated breakthrough, or the unconventional solution that captures imaginations and reshapes industries. I look forward to witnessing the sparks of innovation that may define the global giants of tomorrow.
1 https://www.hsbcinnovationbanking.com/us/en/resources/fintech-2025-horizons-report
Article by
Jonathan Yip, Managing Director, Head of Innovation Banking, Asia, HSBC
Jonathan leads HSBC’s Innovation Banking franchise across Asia Pacific, overseeing the regional sales force, underwriting, investor coverage and relationship advisory teams. Innovation Banking is HSBC’s dedicated platform powering the innovation economy by supporting high-growth startups, scale-ups and investors with a full suite of globally-connected expertise, digital-first solutions and deep ecosystem partnerships.
