The author doesn't mention who the founders are pitching to; I assume he is talking about pitching to investors or other people who might lead to investors. IMO

The author doesn't mention who the founders are pitching to; I assume he is talking about pitching to investors or other people who might lead to investors. IMO this is the actual issue rather than the "generalised problem." "Generalised problem" is a by-product of not talking to the right people. Talking with the target customers/users will lead to better understanding of the actual problem.