In the season finale of Build Mode, Isabelle Johannessen sits down with Paul Irving, partner and COO of GTMfund, to discuss go-to-market strategies for the AI era. Paul shares specific actionable advice on how early-stage startups can win even in the face of well-funded competitors that iterate quickly. He also explains why distribution has become the last ditch left when technical advantages disappear in months rather than years, and why each company needs a unique market movement that suits its specific ICP.
He also dives into the power of mapping heat introductions and building authentic relationships with operators that can open doors. Irving highlights one of the best parts of the startup ecosystem: the altruistic nature of founders and operators who are genuinely willing to help when you approach them with curiosity and authenticity.
Key takeaways:
- Should you focus on one or two GTM channels, not ten
- How AI is enabling unprecedented specificity in customer outreach
- The importance of developing a unique distribution mechanism
- Why you should cut the sales pitch when meeting new connections and the real problem or opportunity you face.
Season 2 of Build Mode launches mid-February.
Isabelle Johannessen is our host. Build Mode is produced and edited by Maggie Nye. Audience Development is led by Morgan Little. And special thanks to the Foundry and Cheddar video team.