Build Mode

• Capital is a commodity (but your investor relationships aren’t)

  Venture capitalists Ross Fubini (XYZ Ventures) and Leslie Feinzaig (Graham & Walker Ventures) pull back the curtain on how VCs build their own go-to-market strategies — not just how they evaluate startups, but also how they win over LPs and founders alike. In this episode of Build Mode, they share hard-won lessons from raising their first funds and how that experience allows them to empathize with founders. They discuss why "founder-market fit" applies to VCs too, how authentic thought leadership beats manufactured content, and why the best investor relationships start years before you need the money. Plus, the importance of building trust over transactions and why your network truly is your competitive advantage in venture. Chapters:   00:00 Intro  01:01 Meet the VCs: From Netscape to Costa Rica  03:06 The Horror Show of Raising a First Fund  05:29 Building a Fund as Proof of Concept  08:52 The Schtick: Why VCs Need a Unique Thesis  11:44 Thought Leadership That Actually Works  15:34 The Qualification Process: Knowing in Two Minutes  19:06 Authentic vs. Manufactured Content  27:59 Building Relationships Before You Need Money  30:00 Founder-Market Fit for VCs  32:52 Key Takeaways: Person, Firm, Terms—In That Order  36:45 Field Notes: Creative Ways VCs Court Founders    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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• Your network is your first go-to-market strategy

  Alltroo co-founders Kyle Rudolph and Jon Walburg share how they transformed their pro-athlete star power into a fundraising platform that allows their community the ability to donate to a variety of organization and win high-value prizes. In this episode of Build Mode, they reveal how they leveraged their networks to disrupt the charitable giving industry, from raising half a million dollars for the NFL in their first year to learning hard lessons about scaling too fast. They discuss the pivot from $10,000 golf tournaments to $10 sweepstakes entries, building trust with both celebrities and fans, and why your network is your greatest competitive advantage. Chapters: 00:00 Intro 00:58 Meet the Founders: From NFL to Tech Startup 03:53 The $10,000 Golf Tournament That Sparked Everything 06:14 Navigating the Nonprofit-Tech Startup Hybrid Model 11:44 Leveraging Star Power: The NFL Partnership Win 15:34 Getting Athletes to Say Yes: The Trust Factor 19:06 When Identity Crisis Hits: Scaling Too Fast 27:59 The Mistake of Outsourcing Your Vision 30:00 Founder Market Fit: Your Network Is Your Net Worth 32:52 Key Takeaways: Building Thought Leadership Without Celebrity Status  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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• From military logistics to Startup Battlefield 2025 champion with Glīd founder, Kevin Damoa

  Glīd CEO and founder Kevin Damoa shares what it takes to win Startup Battlefield 2025 and build a company solving real infrastructure problems. Fresh off his victory, De reveals how a veteran's perspective on logistics led to an autonomous solution bridging congested roads and underutilized rail. Plus, he shares how mindfulness, mission-driven culture, and $70M in early customer commitments positioned Glīd for success.  Chapters:  00:00 Intro  01:13 What Glīd does: Autonomous transloading explained  02:40 From military logistics to founding Glīd  04:05 Moving containers: The versatility of TEUs  04:47 $70M in commitments and five railroad partnerships  05:01 Why Glīd launched three products at once  08:47 The Startup Battlefield experience and preparation  12:15 Pitching on stage: Nerves, preparation, and execution  15:32 The camaraderie among Startup Battlefield competitors  19:47 Veteran founders and mission-driven companies  25:01 Post-win momentum: Customers, investors, and talent  27:15 Hiring on vibes: Glīd's culture of God, family, self, and commitment  28:25 Kevin's advice: Meditate, don't freak out  29:00 Tips for aspiring Startup Battlefield applicants  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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• Beyond growth hacks: real stories of reaching untapped markets

  Luna co-founder Jas Schembri-Stothart and Untapped Solutions founder Andre Peart share how they cracked go-to-market for audiences most startups avoid. In this episode of Build Mode, they reveal the guerrilla tactics, trust-building strategies, and creative experiments that helped them reach teenage girls and formerly incarcerated workers—from crashing Taylor Swift concerts to keynoting re-entry conferences.  Chapters: 00:00 Intro   03:15 Getting Grilled by Teens: Luna's School Roadshow   05:04 The Ambassador Army That Designed the App   06:11 When Teen Content Goes Viral on TikTok   07:32 Untapped's Origin: From Prison to Building Solutions   11:03 The Power of Storytelling in B2B Sales   14:02 Navigating Data Privacy with Sensitive Populations   15:29 The Challenge of Dual Audiences: Teens and Parents   17:43 Why Word of Mouth Beats Any Ad Campaign   19:41 The Taylor Swift Concert That Almost Got Shut Down   22:15 Key Takeaways for Any Founder   22:41 Field Notes: Creative Go-to-Market from the Community   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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• The 7-Failure Rule: How Forethought AI Found Product-Market Fit with Co-Founder Deon Nicholas

  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.

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