The latest episode of Shark Tank India Season 4 featured a pitch that quickly turned into one of the most intense and brutal interrogations of the season. Founders from Delhi sought ₹1 crore for 2% equity in their cushion brand, Trajectory, valuing their company at ₹50 crore. However, they barely had a chance to begin their pitch before Anupam Mittal launched into a relentless critique, questioning the very foundation of their business.
“What the hell are you pitching? This is such a commoditized business—each product is cheaper than the other. Why are you even in this industry?” Anupam fired at them almost immediately, setting the tone for a high-pressure pitch session.
Despite his skepticism, the founders intrigued the panel of ‘sharks’ with their strong financials. They projected ₹15 crore in revenue for the year, boasting an EBITDA of 21%. Their distribution strategy, which included e-commerce platforms like Amazon and offline sales at airports, impressed many, as did their frugal marketing spend—never exceeding 5%. Peyush Bansal was particularly impressed by this efficiency, but Anupam remained unmoved.
As Raghav, one of the founders, tried to narrate their brand’s origin story, Anupam cut him off mid-sentence: “Will this story ever end?” A rehearsed joke from Raghav only worsened the situation, leading Anupam to dismiss it outright: “Your rehearsed jokes aren’t landing, my friend.” Even Peyush chimed in, advising him to abandon the scripted approach, warning, “Leave it, be yourself, it’ll unnecessarily harm your pitch.”
Things escalated further when Namita Thapar asked what differentiated their cushions from competitors. As Raghav began explaining the fabric and material, Anupam lost patience once again. “Kya bakwas kar rahe ho? Aap hamesha baat ghuma ke kyu bolte ho? (What nonsense are you saying? Why do you always beat around the bush?)”
Adding to the founders’ troubles, Ritesh Agarwal pointed out that their logo bore a striking resemblance to Tesla’s, prompting a sarcastic laugh from Anupam. While Anupam, Namita, and Aman Gupta eventually backed out, citing concerns about trust and branding, Ritesh and Peyush remained interested.
In the end, the founders accepted Ritesh Agarwal’s offer: ₹50 lakh for 3% equity, along with ₹50 lakh in debt at 8% interest. The deal came with specific conditions for scaling, which the founders agreed to.
While Trajectory walked away with a deal, their pitch will likely be remembered as one of the most intense and scrutinized moments in Shark Tank India history.
