TL;DR
In the Build Mode season finale, Isabelle Johannessen interviews Paul Irving, partner and COO of GTMfund, about modern go-to-market approaches for startups facing rapid AI-driven change. Irving argues distribution is now the enduring moat, and he recommends focused channels, AI-enabled precision outreach, and relationship-driven warm introductions.
What happened
The season finale of the Build Mode podcast features a conversation between host Isabelle Johannessen and Paul Irving, partner and COO at GTMfund, on go-to-market strategy in an AI-first landscape. Irving offered tactical guidance for early-stage startups that must contend with larger rivals who can iterate quickly: narrow your GTM playbook to one or two channels, design a distribution mechanism unique to your product and ICP, and use AI to increase the specificity of outreach. He also emphasized the value of warm-introduction mapping and cultivating authentic relationships with operators who can open doors. The episode frames distribution as the remaining durable advantage when technical differentiation compresses from years to months. Build Mode’s second season is slated to begin in mid-February; credits on the episode include producer/editor Maggie Nye and audience development lead Morgan Little.
Why it matters
- Technical edges in AI can erode quickly; distribution can provide longer-lasting competitive advantage.
- Focusing on a small number of GTM channels helps startups allocate limited resources more effectively.
- AI-driven precision allows for more targeted, relevant customer outreach than broader tactics.
- Warm introductions and authentic operator relationships can accelerate access to customers and partners.
Key facts
- Episode: Build Mode season finale, hosted by Isabelle Johannessen.
- Guest: Paul Irving, partner and COO at GTMfund.
- Central claim: distribution has become the final remaining moat as technical advantages shorten.
- Recommended tactics: focus on one or two GTM channels instead of many.
- AI can enable unprecedented specificity in customer outreach.
- Advice: develop a distribution mechanism tailored to your ideal customer profile (ICP).
- Tactical approach: use warm-introduction mapping and build authentic relationships with operators.
- Production credits: Build Mode produced and edited by Maggie Nye; audience development led by Morgan Little.
- Build Mode season 2 is scheduled to launch in mid-February.
What to watch next
- The launch of Build Mode season 2 in mid-February (confirmed in the source).
- Not confirmed in the source: which startups or episodes will demonstrate novel distribution mechanisms.
- Not confirmed in the source: specific GTM channel case studies or step-by-step playbooks to be covered in future episodes.
Quick glossary
- Go-to-market (GTM): The strategy and set of activities a company uses to reach customers, sell product, and capture market share.
- Distribution moat: A competitive advantage derived from how a product reaches and retains customers, rather than from the product’s technology alone.
- ICP (Ideal Customer Profile): A description of the type of company or customer who benefits most from a product and is most likely to convert and retain.
- Warm-introduction mapping: Identifying and leveraging mutual contacts to create personal introductions that increase the likelihood of engagement.
- AI-enabled outreach: Using artificial intelligence tools to personalize, target, and scale customer communications more precisely.
Reader FAQ
Who appeared on the episode?
Isabelle Johannessen interviewed Paul Irving, partner and COO at GTMfund.
What is the main strategic takeaway?
Distribution is framed as the remaining durable moat as technical advantages shorten; startups should focus and tailor their GTM motion.
When does Build Mode return?
Season 2 is scheduled to launch in mid-February (confirmed in the source).
Does the episode list specific GTM channels to use?
Not confirmed in the source.
How can listeners contact the host?
Isabelle Johannessen’s contact email is provided in the source: isabelle.johannessen@techcrunch.com.
TechCrunch Mobile Logo Site Search Toggle Mega Menu Toggle Latest Startups Venture Apple Security AI Apps CES 2026 Events Podcasts Newsletters Topics Latest AI Amazon Apps Biotech & Health Climate…
Sources
- Go-to-market strategies for an AI era
- The scaling playbook is being rewritten for the AI era
- RIP Old VC Playbook: How Investors Are Changing AI …
- Building an AI-First Startup: Strategic Playbooks for Product …
Related posts
- I watched LG’s CLOid home robot do laundry — and I have questions
- EverNitro launches countertop machine to make nitro coffee sans cartridges
- GTMfund rewrites go-to-market playbook, making distribution the AI-era moat