03 / Zero-to-One Growth · Go-to-Market
Finding the market before there’s a playbook.
Founding Growth Team · Go-to-Market
Result
Six businesses progressed to pilot stage.
Working alongside a technical founding team at a seed-stage AI venture, I helped turn an emerging technology proposition into an actionable go-to-market strategy, progressing six businesses to pilot stage.
- Context
- Seed-stage AI venture
- Discipline
- Zero-to-One Growth · Go-to-Market
- Timeframe
- 2026 to present
01The challenge
The business needed to establish who its most valuable customers were, how to position its product and what an initial commercial engagement should look like.
There was no existing sales playbook or established pricing framework.
02My contribution
- 01Built a market map and segmented prospective customers according to commercial fit and potential demand.
- 02Identified and prioritised target accounts.
- 03Developed the initial go-to-market strategy and supported positioning.
- 04Shaped pricing and pilot propositions.
- 05Supported business development conversations and opportunity progression.
- 06Worked with technical founders to connect product capabilities with real customer requirements.
03The impact
Pipeline progress, not revenue
Six businesses at pilot stage
Six businesses progressed to pilot stage against a £150k pilot revenue ambition.
This represents pipeline progression, not £150k in closed or recognised revenue.
04What it taught me
“Building a market starts with understanding the customer, not perfecting the pitch. It taught me how to translate technical capabilities into a commercial proposition, test assumptions quickly and create momentum before the traditional sales infrastructure exists.”