In an AI era, distribution becomes the moat for startups
As AI features commoditize, startup defensibility shifts from model access to distribution—channels, product loops, and customer acquisition advantages.
In a TechCrunch “Build Mode” episode, Isabelle Johannessen talks with Paul Irving (GTMfund) about go-to-market strategy when AI makes product iteration faster and technical advantages shorter-lived.
## The big idea
If competitors can replicate product capability in months — or weeks — **distribution becomes the last remaining moat**. Startups should treat go-to-market as a system, not an afterthought.
## Key takeaways (as summarized by TechCrunch)
- **Focus on one or two GTM channels**, not many at once.
- Use AI to achieve **unprecedented specificity in outreach**.
- Build a **unique distribution mechanism** tied to your ideal customer profile (ICP).
- When meeting new connections, avoid a hard sell; instead, share the problem clearly and build authentic relationships.
## Why it matters
For AI-first and developer-tool startups in particular, feature parity is accelerating. Teams that pair solid execution with a repeatable GTM motion can outpace better-funded competitors.
Source: TechCrunch (see link below).
Source: TechCrunch