Dylan Robbins, founder and CEO of Lucra Sports, shares how his B2B gamification platform raised $20 million from ARK Invest despite the market's obsession with AI. He discusses overcoming investor skepticism from a previous failed investment in the space, his pivot from consumer to B2B, and advice for founders raising in non-AI sectors.
Summarized by Podsumo
Lucra raised $20M from ARK Invest's venture fund despite VCs overwhelmingly prioritizing AI startups, by framing their contrarian position as a strength.
Robbins met his lead investor through a game of darts in a bar, highlighting the importance of serendipity and networking.
Lucra pivoted from a consumer app to a B2B white-label platform after a partner suggested selling to existing brands like Topgolf, a move that unlocked exponential growth.
Robbins was open with investors about weaknesses (like slow implementations) but tied them to the use of funds, turning vulnerabilities into solutions.
Lucra's new mini-games vertical uses digital experiences to drive foot traffic to physical venues, addressing a common pain point for their brand partners.
"My line is confidence without ego. You need to be confident, but also aware that these people invest a lot more than you’ve ever run, and they know a lot more in many ways."
"We were raising in Q4 of 2025, peak AI mayhem. One out of every three calls, they’d stop the meeting and say, ‘Oh, you’re not AI? I don’t want to waste your time.’"
"If you talk to founders that are successful building billion-dollar companies, they’re not the same as what they started. Stubbornness kills businesses."