In the season finale of Build Mode, Isabelle Johannessen sits down with Paul Irving, partner and COO of GTMfund. They discuss go-to-market strategies for the AI era. Paul shares specific, actionable advice for early-stage startups on how to win even when facing well-funded competitors who iterate at lightning speed.
He explains why distribution has become the final remaining moat, especially now when technical advantages can disappear in months instead of years. He stresses that every company needs a unique go-to-market motion tailored to their specific ideal customer profile.
The conversation also explores 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 approached with curiosity and authenticity.
Key takeaways include why you should focus on one or two go-to-market channels instead of ten. The discussion covers how AI enables unprecedented specificity in customer outreach and the importance of developing a unique distribution mechanism. Paul also advises that when meeting a new connection, you should put your sales pitch away and instead genuinely present the problem or opportunity you are facing.
Season 2 of Build Mode is launching in mid-February. The host is Isabelle Johannessen. The show is produced and edited by Maggie Nye, with Audience Development led by Morgan Little. Special thanks go to the Foundry and Cheddar video teams.