Science & Technology

The new rules of early-stage go to market (hint: there are no rules) l Build Mode

Published

9 months ago

January 8, 2026

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. Drawing from his work with over 120 portfolio companies and a network of 350+ operators from companies, 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.

If you just can’t get enough AI-native GTM strategies, check out this episode of the GTMnow podcast: Build your AI Outbound Machine with ChatGPT

Chapters:

00:00 Intro

00:44 Meet Paul Irving – GTM Fund

04:02 Finding Competitive Edge in Specific Channels

07:34 Matching Operators to Startups with AI

12:08 The End of the B2B SaaS Playbook Era

14:09 Creative GTM Strategies

16:18 The Power of Warm Introduction Mapping

25:25 Red Flags in Go-to-Market Strategy

27:29 Advice for Resource-Constrained Founders

31:22 When to Start Hiring a GTM Team

34:57 Outro

New episodes of Build Mode drop every Thursday. 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.

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1 Comment

@PesumsSoftware

January 8, 2026 at 9:44 pm

Paul nailed it:
in 2026, it’s all about the motion that fits your exact ICP.
What’s the biggest red flag you’ve seen in GTM pitches at GTMfund lately? This series is becoming must-listen for operators.
keep it coming!

Reply

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Unboxing HP’s $1,299 Googlebook 14

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Apple Watch Ultra 4 Battery Test: Apple Undersold It

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You can find the products mentioned in this video linked below
Apple Watch Ultra 4 GPS + Cellular 49mm Smartwatch
*CNET may get a commission on these offers

Read more about Apple Watch Ultra 4 on CNET.com
The Brand-New Apple Watch Ultra 4 Is Already $99 Off, a New Low Price for This Model

Timecode Chapters:
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1:06 Battery Life & Extended Workout Modes
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5:32 Battery Test Results & Metrics Comparison
6:29 Fast Charging Speed
6:51 Readiness Score Feature
9:43 Audio Intelligence Feature
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Host: Vanessa Hand Orellana
Scripted by: Vanessa Hand Orellana
Producer: Celso Bulgatti
Camera: Celso Bulgatti
Video Editor: Dillon Lopez
Thumbnail Designer: Cole Kan

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#smartwatches #apple #Apple Watch Ultra 4

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This Removable Brain-Computer Implant Feels ‘Like Telekinesis’

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