In this episode of Growth Spotlight, we sat down with Ali Pirbhai, CEO & Co-Founder of Trellen, Managing Partner at APX Capital & Advisory, business mentor, and a former career banker turned startup advisor, to explore what it takes to scale a business in a way that attracts investors and sustains growth. From the financial discipline behind capital strategy to the human impact of culture and leadership, Ali offers practical insights grounded in both corporate and startup experience.
After 18 years working in the UK with both large corporates and challenger banks, he relocated to Dubai to launch his own advisory firm. Today, he helps startups and scale-ups craft investor-ready strategies and build strong leadership foundations to support long-term growth.
When founders craft their business plans, many prioritise the narrative around raising capital. But what happens once the funding lands in the account? That’s where real investor interest begins. In our conversation, Ali emphasised the importance of looking beyond the initial raise and building a roadmap for long-term scale.
Many startups focus heavily on securing funding but overlook long-term scaling strategies. What are the key elements founders should include in their business plans to demonstrate a clear, investor-friendly path to scale?
Funding is just the fuel, it’s not the finish line. While many founders treat fundraising as the ultimate goal, Ali pointed out that investors are far more interested in what comes next—a clear, strategic plan for how the business will scale after the capital is secured.
So what makes a business plan truly investor-ready? According to Ali, it comes down to several key components:
Ali also highlighted a frequent blind spot: too much focus on acquisition, not enough on retention. One million users in your first year is great. But what happens if they all leave in year two?
His advice to founders: adopt a mindset of strategic stewardship. Don’t just build for the raise, build for long-term, sustainable scale.
As our conversation progressed, we explored the patterns Ali frequently sees when startups move from early traction to full-blown growth mode. Many of the biggest challenges, he explained, don’t stem from a lack of ambition, but from strategic missteps.
What common mistakes do startups make when transitioning from early-stage to scale-up in terms of financial structuring and investment strategy?
One of the most common pitfalls is over-raising. Large funding rounds might look impressive, but they often lead to poor capital discipline, accelerated burn, and unnecessary dilution.
Ali also underscored the importance of timing. Fundraising efforts should align with meaningful business milestones, not vanity metrics. Mistimed rounds can lead to rushed decisions, mismatched investors, or missed opportunities.
He stressed that investor alignment is just as critical. Founders need to do their homework, choosing partners who understand their long-term vision and are aligned on the path forward. Not every investor is right for every business.
Founders should map out their capital journey with intent, thinking not only about the current raise but also two or three rounds ahead.
After covering common pitfalls, we turned our attention to what sustainable growth actually looks like. For Ali, it’s not about chasing scale at all costs—it’s about building the right foundation to support it.
Beyond just raising capital, how can startups build a sustainable scaling model that attracts investors while ensuring long-term business viability?
Ali broke the answer down into two interconnected pillars: the tangible and the intangible.
On the tangible side, it’s about financial fundamentals—margin improvement, solid unit economics, and strong financial control. Even if you’re not profitable in year one, investors want to see a clear path to profitability.
He encouraged founders to treat every dollar raised with the same care they would apply to their own savings. Every dollar needs purpose and accountability.
On the intangible side, operational discipline is key. Investors want more than vision, they want confidence that the business is built to execute. This includes clear KPIs, aligned teams, and internal systems that reflect how the business runs day-to-day.
It’s not about what’s in your head—it’s about what your team knows and what your processes prove.
To wrap up the conversation, we turned to mindset, the often-overlooked foundation of founder success. Ali shared the insight that, in many ways, ties everything together. Not a metric, a model, or a funding tactic—but a mindset.
What’s your top piece of advice for founders looking to scale efficiently while maintaining investor confidence and business control?
Without hesitation, Ali offered a powerful closing thought: “Be humble and leave the ego at home.”
Founding and scaling a business is not just strategic, it’s deeply emotional. The pressure to perform, the weight of decisions, and the isolation that can come with leadership are all very real. That’s why, Ali emphasised, founders must surround themselves with mentors, seek out feedback, and stay open to learning at every stage.
Ego doesn’t make you money. Learning does. Listening does. Asking for help does.
This mindset also shapes how leaders build and sustain their teams. Leadership isn’t just about driving results—it’s about creating an environment where people feel invested, valued, and eager to grow. Culture is not a buzzword; it’s the foundation that determines whether a team thrives or burns out.
If your team believes in what you’re building and enjoys working with you, performance will follow.
In the end, Ali left us with a clear vision of sustainable leadership: one rooted in humility, emotional intelligence, and a long-term commitment to growing smarter, not just faster.
Stay tuned for our next Growth Spotlight episode, where we continue sharing grounded, real-world insights from founders and advisors across the startup ecosystem.
