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

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…

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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

1 Comment

  1. @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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Science & Technology

Why Humans Should Merge with AI | D. Scott Phoenix | TED

Deep tech entrepreneur D. Scott Phoenix spent years building AI — now, he believes we’re on the cusp of a profound merger between humans and machines. Reframing the AI debate through the lens of evolutionary biology, he shifts the question from whether we should fear or embrace AI to whether we understand what’s at stake…

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May 23, 2026

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Deep tech entrepreneur D. Scott Phoenix spent years building AI — now, he believes we’re on the cusp of a profound merger between humans and machines. Reframing the AI debate through the lens of evolutionary biology, he shifts the question from whether we should fear or embrace AI to whether we understand what’s at stake if we get it wrong. Hear his provocative case for why we need to “eat the AI.” (Recorded at TED2026 on April 15, 2026)

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Embarrassing Gmail Name? You Can Now Change It | HTDIA #google #gmail #googleaccount

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SpaceX Starship V3 Flight Test 12: See a Starlink Satellite’s POV with a Mounted Camera at 9:35

SpaceX conducted Flight Test 12 of its reusable Starship Version 3 (V3) rocket from Starbase in South Texas. The mission successfully launched 22 Starlink satellite dummies, one of which was equipped with an external camera to capture views of the rocket’s heat shield from space. Read more about the SpaceX mission on CNET.com The SpaceX…

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SpaceX conducted Flight Test 12 of its reusable Starship Version 3 (V3) rocket from Starbase in South Texas. The mission successfully launched 22 Starlink satellite dummies, one of which was equipped with an external camera to capture views of the rocket’s heat shield from space.

Read more about the SpaceX mission on CNET.com
The SpaceX Starship V3 Set for Liftoff Today: What to Know

0:00 Starship V3 Design Overhaul & Size Upgrades
0:21 Super Heavy Booster Changes & Reusable Hot-Stage Ring
0:53 Upgraded Grid Fins & New Tower Catch Points
1:13 Inside the Rocket: Redesigned Fuel Transfer Tube
1:41 New Raptor 3 Engines & Slimmer Shielding
2:01 Starship Upper Stage Upgrades & Docking Ports
2:24 Supercharged PEZ-Dispenser Payload Bay
2:56 Starship Flight 12 Liftoff & Launch Ascent
4:19 Preparing for Hot-Staging Sequence
4:52 Engine Dropout and Hot-Stage Separation
5:46 Super Heavy Booster Issues & Early Gulf Shutdown
6:17 Starship Single Engine Out Operations
7:23 Super Heavy Booster Gulf Descent & Impact
8:27 Starlink Satellite Dummy Deployment in Space
9:28 “Dodger Dogs” Free-Flyer Camera Views of Heat Shield
10:43 Starship Atmospheric Reentry & Plasma Buildup
11:00 Landing Flip Maneuver & Indian Ocean Splashdown

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#space #spacex #starship #elonmusk #spaceexploration #starlink

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