In theseason finale of Build Mode,Isabelle Johannessensitsdown with Paul Irving,partnerand COO ofGTMfund, to discuss go-to-market strategies for the AI era.Paul shares specific, actionable advice on how early-stage startups can win even when facing well-funded competitors who iterate at lightning speed.He alsoexplains why distribution has become the final remaining moat when technical advantages disappear in months instead of years, and why every company needs a unique go-to-market motion tailored to their specific ICP.
They also dive into the power of warm-introduction mapping and building authentic relationships with operators who 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:
- Why you should focus on one or two GTM channels, not ten
- How AI enables unprecedented specificity in customer outreach
- The importance of developing a unique distribution mechanism
- Why you need to put your sales pitch away when meeting a new connection and genuinely present the problem or opportunity you’re facing.
Season 2 of Build Mode is launching mid-February.
Isabelle Johannessen is our host. Build Mode is produced and edited by Maggie Nye. Audience Development is led by Morgan Little. And a special thanks to the Foundry and Cheddar video teams.