The Myth of the Unicorn: Why sustainable startups are the new darling of investors

For over a decade, India’s startup ecosystem has been enamoured with unicorns—those elusive startups valued at over $1 billion. They have long symbolised scale, speed, and headline-worthy growth. But as economic headwinds gain force globally, the ecosystem is undergoing a quiet but powerful recalibration.

From my vantage point as an early-stage investor, it’s clear: the age of the unicorn is giving way to something more grounded and sustainable. Investors are now favouring startups that build slow and steady, with capital discipline and long-term value creation at their core.

The tide has turned

Once upon a time, capital was cheap and abundant. The mantra was: grow at any cost. Startups raced to acquire customers, sometimes with little thought to revenue or sustainability. But today, that tide has turned. Rising interest rates, geopolitical uncertainty, and tighter capital flows have put the brakes on unchecked expansion.

Valuation without viability is no longer exciting—it’s risky. And investors have taken note.

A New Lens: Risk, resilience, and return

In uncertain times, investors recalibrate. We begin to look beyond top-line projections and toward the fundamentals—unit economics, customer retention, capital efficiency, and leadership mindset. I’ve seen this first-hand in my own investing journey. There is now a premium on predictability and a preference for founders who can do more with less.

And this isn’t just a temporary trend. Until macroeconomic factors such as global liquidity, capital cost, and policy clarity improve meaningfully, this cautious capital allocation is likely to continue.

The return to capital efficiency

One of the most welcome shifts I’ve observed is a renewed emphasis on capital efficiency. Founders are going back to the basics—solving real problems, generating revenue early, and growing steadily without burning through their war chest. These are not just survival strategies; they are scalable playbooks.

Capital-efficient startups tend to be more adaptable, less dependent on future funding, and more aligned with long-term investor expectations. That’s what makes them so compelling right now.

Investing in the quiet winners

In my role, I’ve chosen to back startups that might not be the loudest or the flashiest—but they are the most grounded. I focus on founders who build for substance over speed. These entrepreneurs are solving real problems in underserved sectors, demonstrating real customer traction, and working toward profitability from the start.

I don’t just write a cheque—I work with these founders closely. We collaborate to refine their business models, reduce unnecessary burn, and drive milestone-based progress. The goal isn’t just to grow—it’s to grow wisely.

Why it matters

As India’s startup landscape matures, the narrative is evolving—from blitzscaling to building with intention. Investors are no longer chasing the biggest round or the highest headline valuation. Instead, they’re looking for startups that can deliver steady, compounding returns with controlled risk.

The shift is particularly visible among family offices, HNIs, and institutional investors. These groups are opting for well-run, capital-efficient businesses that offer a balanced risk-return profile over speculative bets.

The new startup ideal

The unicorn still holds its charm, but it’s no longer the only ideal. In today’s environment, founders who can stretch every rupee, manage resources smartly, and focus on execution over hype are the ones attracting long-term capital.

I believe this is a healthy evolution. It’s pushing the ecosystem toward better governance, stronger business models, and more sustainable innovation.

And in the long run, it’s these startups—the ones that grow quietly but meaningfully—that will become the true pillars of India’s entrepreneurial future.

(Hanuman Tripathi is the Managing Partner, Fintech, at Lead Invest)