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 when facing well-funded competitors who iterate at lightning speed. He also explains 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.
