What are investors looking for in your GTM? – Panel Discussion

  • Precision in Target Customer Definition Is the Strongest Signal of Early-Stage Scalability

    Investors prioritize founders who deeply understand their Ideal Customer Profile through extensive real-world validation. Clear definitions of buyer, champion, evaluator, and user (and equally clear exclusions) matter far more than polished decks or broad narratives.

  • GTM Motion and Pricing Must Reflect How AI Is Changing Buyer Behavior and Unit Economics

    Early-stage companies should choose a single GTM motion that matches how their customer naturally buys, rather than forcing hybrid motions prematurely. As AI reduces human-driven usage and introduces variable compute costs, usage-based pricing becomes essential to protect margins and tie revenue to real delivered value.

  • Trust, Transparency, and Consistent Storytelling Differentiate the Winners

    Founders who communicate one coherent value story across customers, investors, and internal teams build credibility faster. Real-time usage visibility, clear meters, and aligned internal incentives reinforce trust and support predictable renewals, especially as AI pilots shift to business unit budgets.

Preethy Padmanabhan – Executive in Residence/CMO, Emergent Ventures

Priya Saiprasad – Co-Founder/General Partner, Touring Capital

Ashmeet Sidana – Founder/Chief Engineer, Engineering Capital

Anupam Rastogi – Managing Partner, Emergent Ventures