Go-to-market strategies for the age of artificial intelligence

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 age of AI. Paul shares specific, actionable tips on how early-stage startups can win even when facing well-funded competitors who are iterating at lightning speed. He also explains why distribution has become the last ditch remaining when technical advantages disappear in months rather than years, and why each company needs a unique go-to-market move tailored to fit its ICP.

They also delve into the power of warm introduction mapping and building real 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.

Main takeaways:

• Why you should focus on one or two GTM channels, not ten
• How artificial intelligence enables unprecedented privacy in communicating with customers
• The importance of developing a unique distribution mechanism
• Why do you need to put your sales pitch away when meeting a new contact and honestly present the problem or opportunity you are facing.

Build Mode Season 2 will launch in mid-February.

Isabel Johansson is our host. Build Mode was produced and edited by Maggie Nye. Audience development is led by Morgan Little. And special thanks to the Foundry and Cheddar video teams.