Build Mode

In this insightful chat, Paul Irving, Partner and COO at GTM Fund, shares how AI is reshaping go-to-market strategies for startups. He emphasizes that distribution has become the new competitive moat as technical advantages fade quickly. Paul provides practical advice on recognizing product-market fit, matching founders with the right operators, and leveraging niche channels like Facebook groups for outreach. He warns against generic strategies and highlights the importance of personalized connections in building effective go-to-market teams.

Rebecca Bellan, Senior AI Reporter at TechCrunch, joins a lively discussion on the future of AI and tech investments. She highlights that world models are set to transform AI by being more aware of their environments than current models. The conversation dives into the challenges AI startups face with funding, pushing many towards alternative sources. Predictions for 2026 include potential IPOs for major firms and a backlash in Hollywood against AI-generated content. Prepare for a rollercoaster of insights and bold forecasts about the tech landscape!

Gabriel Sanchez, CEO of Enspectra Health and a Stanford innovator, discusses his journey developing a groundbreaking FDA-approved skin imaging device, emphasizing the challenges of regulatory navigation. Tom Harries, co-founder of Earth Funeral, shares insights on building a human composting service while tackling the cultural taboos of death and regulatory hurdles. Both founders offer tactical advice on securing funding in regulated spaces and adapting their strategies through lengthy approval processes, highlighting the importance of education and advocacy in their industries.

In this discussion, Leslie Feinzeig, founder of Graham & Walker Ventures, and Ross Fubini from XYZ Ventures share their insights on venture capital. They reveal the challenges of raising initial funds and how personal experiences shape their approaches. The duo emphasizes the importance of authentic relationships with founders and differentiating themselves beyond just capital. They also talk about the necessity of a unique thesis and how early connections can offer competitive advantages in the investment landscape.

John Wahlberg and Kyle Rudolph, co-founders of Altru, discuss their journey from NFL stars to tech entrepreneurs creating a fundraising platform. They share how they shifted from $10,000 golf tournaments to $10 raffles, tapping into both athletes' networks and fan engagement for large-scale donations. The duo highlights the importance of trust in celebrity partnerships and the lessons learned from scaling too quickly. Their insights reveal that a strong network is crucial for success, transforming charitable giving one prize at a time.

Kevin DeMoa, the Founder and CEO of Glīd, shares his journey from military logistics to winning Startup Battlefield 2025. He discusses how Glīd's autonomous road-to-rail transloading solutions tackle infrastructure challenges. With $70M in early customer commitments and partnerships with five railroads, Kevin highlights the importance of a mission-driven culture. He elaborates on hiring values, the camaraderie among founders, and how mindfulness strategies help manage pressure. Plus, he offers tips for aspiring entrepreneurs entering the competitive landscape.

Jas Schembri-Stothart, co-founder of Luna, and Andre Parrott, founder of Untapped Solutions, share their unique strategies for reaching underserved audiences. Jas reveals her journey of engaging teenage girls through schools and viral TikTok content, emphasizing the importance of trust and youth-led design. Andre discusses how his personal experiences shaped Untapped, focusing on direct engagement with vulnerable populations and leveraging storytelling in B2B sales. Both exemplify how guerrilla tactics, like crashing a Taylor Swift concert, can drive impactful community outreach.

Forethought AI co-founder Deon Nicholas shares how he built a company that puts customers (not hype) at the center. In this episode of Build Mode, he unpacks his “7-Failure Rule,” the early experiments that shaped Forethought’s success, and why conviction should always come from your users, not your investors.  Chapters: 00:00 Intro  01:23 The Founder Journey: Adapting Every 6-9 Months  05:33 From AI Research to Solving Business Problems  11:12 Finding Your Customer: The Importance of User Conversations  18:22 Building Demos and Landing First Paying Customers  25:12 The Seven Failure Rule for Product Market Fit  30:38 Preparing for and Winning TechCrunch Disrupt  35:16 The Reality of Fundraising and Chasing Metrics  39:07 Navigating Competition in Customer Service AI  43:03 Stepping into Chairman and What's Next  44:57 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.  

Build Mode is TechCrunch's newest podcast, hosted by Startup Battlefield Editor, Isabelle Johannessen. This season we’re talking with founders and VCs sharing hard-won lessons on getting to market—the right way, the hard way, and the creative way.

TechCrunch is launching a new podcast Build Mode, which brings candid startup wisdom from the people who build, break, and build again. Build Mode is hosted by our very own Startup Battlefield Editor, Isabelle Johannessen who is joined by founders, investors, and operators to dig into the uncomfortable truths about startup life. Think cap table drama, co-founder breakups, and pivot panic. Wherever you are in your startup journey, this podcast will be your field guide. Season 1 is launching November 13.