The build mode starts from the beginning: how the thoughtful AI found the product-market fit

In the first episode of the Build Mode podcast, host Isabel Johansen sits down with Dion Nicholas, co-founder of Forethought AI, to break down what it really takes to build a lasting company with and to Your customers from day one.

Build Mode is TechCrunch’s new podcast that pulls back the curtain on how startups actually build — the messy, tactical, real talk version. Season 1: Product, Meet Market goes beyond product-market fit to explore every aspect of getting your product into customers’ hands, from finding the right audience and earning their trust to turning early traction into lasting momentum.

From the beginning, Nicholas and his team focused on solving real problems rather than chasing hype or inflated valuations. He’s a firm believer that conviction should come from customers, not VCs, and that once a “thoughtful idea” delivers tangible value to real users, hype and ratings naturally follow.

His “7 Rule of Failure” urges founders to embrace repetition rather than perfection and expect some mistakes before finding what truly works for them.

The thoughtful staff remained lean, obsessed with the ideal client profile, and relentlessly focused on real weaknesses rather than shiny features. Nicholas points out that early adopters don’t always talk directly about what doesn’t work, so founders have to learn to look between the lines.

It’s this mindset that fueled Forethought’s breakout moment at TechCrunch Disrupt 2018, where the company went on to win The emerging battlefield. In the lead-up to the competition, Nicholas described the process as an “easy pressure cooker,” running quickly to secure as many paying client logos as possible before he hits the stage. This focus has paid off, driving investor FOMO and a $9 million Series A, and helping define the early wave of the AI ​​boom.

While investor momentum is building rapidly, Nicholas stresses that the company’s longevity stems from focus, not madness. For him, startup success isn’t about hype or rock star energy — it’s about building something customers love enough to stick with.

For founders, the bottom line is simple: build from day one with your customers, validate every step with feedback, and don’t get distracted by ratings or shares. Product-market fit is not about perfection; It’s about proving your enduring value to the people who matter most.

Build Mode episodes are released every Thursday. Subscribe now on Apple Podcasts, Spotify, or… Wherever you get your podcasts. And be sure to check out the video version YouTube TechCrunch.