Indian VC's and investors have been scammed one too many times in the past with bright ideas so what they scrutinize is a viable and sustained 'revenue model', so B2C projects which have a large target audience finds more takers.
Pvt defence sector in India was in complete shambles unless you were somebody really big like L&T or someone close to the ecosystem and were assured of orders from DPSU's or were part of that supply chain.
For a brand new innovator like Tonbo, breaking ice itself would take a decade.
ALL(Ashok Leyland Ltd) trucks were put through a 7 year trial period before orders were placed. By then, ALL had moved to newer, more powerful, more fuel efficient models. Such is the case of defence procurement in India.
AVINASH4061 has already made a fleeting reference to it in the Special Forces thread.
So it is easier for a company like Merit Nation(absolutely crappy service) or Byjus White Hat Jr to raise capital because they are in the TechEd sector and generating cash flow is easy given its humongous target audience. Hire some field sales chaps at minimum wage and start snaring bakras.
Cutting edge technology particularly related to defence sector such as Tonbo finds least takers because they are considered a black hole. Indian pvt investors and VC's are very wary of cutting edge Defence companies.
It is not that VC's don't have faith in the product. They know for sure small players don't have deep pockets to bribe their way through, though their product may be quite promising or superior to the imported maal that's being ordered.
Have already mentioned in an old post how we were ousted from a DRDO project though we emerged as lowest bidders. The project was cancelled and the new one that was floated was open only to companies with a turnover of Rs. 500 crores which disqualified us automatically. Some days later, a man approached us and said he can still get the project outsourced to us if we pay him Rs. 1.5 crores. We politely declined his services.