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Fundraising in January 2026 feels upside down - and Doug Landis (sales productivity + GTM legend, former Emergence Capital investor) breaks down why founders are feeling whiplash right now.In this episode of #StartupsUnedited, we get into:Why the “AI revolution” narrative is overhyped - and what’s actually newThe stat that surprised me: “85% of the tech stack is still SaaS”Why investors aren’t “making money” right now (and how that changes fundraising behavior)The new traction expectations: what it takes to raise seed vs. Series A in 2026Why “LLM wrappers” don’t hold up (and what happened to Jasper as the cautionary tale)What becomes the real moat: brand, trust, and a provocative POVCommunity-led growth reality check: dinners over Slack groupsThe underrated growth lever: partner-led distribution (including individuals with clout)Why “outbound is advertising” now - and what to send when you’re not begging for meetingsDoug also shares tactical advice for founders and GTM teams building in 2026: define your anchors, speak your buyer’s language, and show up more prepared than your prospects expect - because they’re researching you harder than ever.Follow Doug + check out StoryPath: StoryPathChapters (rough):0:00 Fundraising + the AI reality check3:00 “85% of the stack is still SaaS”4:40 The new seed / Series A bar10:00 Moats: brand, trust, distribution13:30 Community that actually drives pipeline19:30 Partners as a GTM engine (individuals + rev share)27:20 Modern B2B marketing mix in 202630:40 Outbound as advertising + the new buyer behavior#StartupsUnedited #B2B #Fundraising #GTM #Sales #Marketing #AI #Startups #Founder #RevenueFollow me on Linkedin: https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge

In this episode of #StartupsUnedited, I sit down with Rahul Jain (CEO & Co-founder at Noble) to break down the real pivot story:✅ sales slowing down✅ privacy + legal friction piling up✅ “death by a million cuts”✅ a few months of runway left…and then making the call to move into AI Search—helping brands show up in LLMs by automating brand mentions in the sources AI cites.We get into:When you know it’s time to pivot (and the signals people ignore)How Rahul tested the new direction quietly on the side before moving the teamThe hard part: customers, contracts, and investor psychologyWhy boards don’t fund “a pivot to nowhere”Founder mental health: uncertainty, emotional burden, and making the journey sustainableGTM: selling to demand gen marketers, SEO agencies, and partners in the AI search ecosystemIf you’re building in 2026, this is the playbook: pivot fast, validate faster, and don’t pretend the emotional load isn’t real.👇 Question for founders: What’s the clearest sign you’ve seen that it’s time to pivot?#StartupsUnedited #Startups #Founder #Pivot #AISearch #LLM #GTM #Marketing #SEOFollow me on Linkedin: https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge

AI made it way easier to build a product… and somehow made startups way harder to win.In this episode of #StartupsUnedited, I sit down with Ravi Belani (Founder & CEO of Alchemist Accelerator, Stanford entrepreneurship instructor, former DFJ) to break down what AI is doing to:Startup valuations (and why some “identical” companies get funded while others get $0)The new bar for traction: why $3–$6M ARR in ~12 months is becoming the expectationWhy the best startups are hitting insane velocity (0 → $100M ARR stories)The real moat in an AI world: community, network effects, platform lock-in, and vertical depthHow “mega-funds” shape the market (and why they’re often valuation-insensitive)The uncomfortable truth: your technical moat is thinner than ever — so GTM matters more than people admitIf you’re building in 2026 (or thinking about it), this is the episode that’ll recalibrate how you think about product, competition, and fundraising.👇 Drop a comment with what you’re building + where you think the moat is.👍 Like, subscribe, and share this with one founder who needs to hear it.Follow Ravi:X: @rbelaniLinkedIn: Ravi Belani https://www.linkedin.com/in/ravibelani/Stanford eCorner: ecorner.stanford.eduAlchemist Accelerator: (search “Alchemist Accelerator”)#AI #Startups #VentureCapital #Entrepreneurship #SaaS #ProductMarketFit #GTM #Fundraising #AlchemistAccelerator #StartupsUneditedFollow me on Linkedin: https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge

In this episode of #StartupsUnedited, Jorge Soto sits down with Aaron Melamed (Founder & CEO of Itero) - a former “carry-a-bag” sales leader turned founder who’s building a new kind of AI-native company.Aaron breaks down the exact moment he realized ChatGPT + autonomous agents could replace traditional sales training and repetitive business ops, and how he’s using agents to scale everything from roleplay enablement to proposal generation (and even automating back-office work most founders hate).If you’re a founder, GTM leader, SDR/AE, or operator trying to understand what “agentic” actually means in the real world - this one’s a blueprint.What you’ll learn:How a non-technical founder navigated product building (and the fear that comes with it)Why AI roleplay + enablement is harder than it sounds - and how Itero approaches itThe 2 “North Star” questions Aaron uses to decide what to build nextBootstrapping discipline vs. VC-backed “throw money at it” product decisionsWhy founders must go horizontal (GTM + product + AI skills) in 2026 and beyondHow to operationalize agents - not just “build one in a corner”Chapters00:00 Intro00:40 Aaron’s background (Greenhouse, enablement, sales leadership)02:20 The moment he decided to become a founder04:50 Building Itero full-time (since Aug 2024)06:40 Learning product without a technical background09:00 Why Perplexity helped him learn faster10:30 “Agents doing real work” - what he automated16:00 The hardest part of building AI roleplay software18:55 Unlearning salesperson instincts as a CEO26:30 The 2 questions that guide what features ship37:10 Advice for future founders: uncertainty + going horizontal📌 Connect with Aaron on LinkedIn (best way to reach him): https://www.linkedin.com/in/aaronmelamed/📌 Follow Jorge Soto for more founder + GTM conversations: https://www.linkedin.com/in/startupjorge/👍 If this helped, hit like, subscribe, and drop a comment:What’s the first business process you’d automate with an agent?#AI #Startups #B2BSaaS #SalesEnablement #Founders #GTM #AIagents #AgenticAI #StartupPodcast #ColdCalling #SalesTraining

Most teams don’t fail at ABM because they lack tools - they fail because they skip the strategy.In this episode of #StartupsUnedited, Jorge Soto sits down with Kristina Jaramillo, President of Personal ABM, for a deep, practical conversation on what real account-based go-to-market looks like when it’s built around revenue, focus, and account experience — not just intent data and campaigns.We unpack why so many companies jump into ABM platforms before they’re actually ABM-ready, and how that leads to lots of activity, plenty of pipeline… and stalled deal momentum.This conversation goes beyond marketing tactics and gets into how marketing, sales, and customer success need to operate as one revenue system.In this episode, we cover:How ABM evolved from “better targeting” into a true account-based revenue strategyWhy putting ABM tech before strategy often amplifies mediocre GTM executionThe real difference between TAM, TRM (Total Relevant Market), and ICPHow to define an ICP that’s actually predictive of revenue, not just intent signalsWhy intent platforms are a starting point, not the strategy itselfHow to layer account insights and intent so sales gets context they can act onWhat a unified account-based GTM motion looks like across marketing, sales, and CSHow to create 1:1 ABM content and messaging that tells the account’s storyContent that answers “What happens if I buy?” and paints a clear 6–24 month visionWhy alignment is often a human leadership issue (CRO + CMO), not a tooling problemA real example of driving 25%+ margin growth by shifting from vendor to strategic partner in an enterprise accountIf you’re a B2B marketer, founder, or revenue leader trying to move beyond surface-level ABM and into something that actually drives deal progression and growth, this episode will give you a sharper framework to work from.Connect with Kristina Jaramillo🔗 Website: https://personalabm.com🔗 LinkedIn: https://www.linkedin.com/in/kristinajaramillo/Connect with Jorge Soto🔗 LinkedIn: https://www.linkedin.com/in/startupjorge/If this episode resonated, like, subscribe, and leave a comment with how you’re approaching ABM today — what’s working, what’s not, and where deals tend to stall.Let’s keep the conversation unedited.Follow me on Linkedin: https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge

On this episode of #StartupsUnedited, I sit down with Jonathan Kazarian, CEO & Founder of Accelevents, for one of the most tactical deep dives I’ve ever recorded on B2B brand-building, event marketing, and founder-led growth. Jonathan shares the real origin story behind Accelevents — from hedge fund analyst in Boston to building event tech out of necessity for a family fundraiser… and then scaling it into a platform powering 10,000+ attendee conferences. We break down: Why he left finance for tech (unexpectedly) How a cancer fundraiser at the Boston Aquarium sparked the idea The early pivots from fundraising → ticketing → corporate events How talking to customers 24/7 became Accelevents’ superpower Why building a product is easy compared to building a brand How founder-led content drives massive word of mouth Why trust, reputation, and showing up consistently matter His daily LinkedIn writing habit and why it 3×’d referrals Why registration forms kill conversion—and how to fix them How to design event websites for first-time attendees, not repeat ones Why attendee experience > admin experience What reps do wrong in booths (and how to fix sales–marketing alignment) The real way to measure event success: pipeline over 365+ days, not 30 Jonathan shares actionable frameworks for: Optimizing registration flows Coaching reps for on-site consistency Preparing killer follow-up campaigns Choosing which reps you should actually bring to events Turning attendee experience into a growth engine If you’re a founder, marketer, event leader, or B2B operator, this episode is packed with tactical gems you can implement tomorrow. 🎧 Subscribe to the channel for more unfiltered founder conversations and GTM breakdowns. #StartupsUnedited #Accelevents #B2BMarketing #EventMarketing #FounderLedGrowth #BrandBuilding #GTM #JonathanKazarian #JorgeSoto 🚀 Jonathan’s Startup Origin Story🎯 Brand & B2B Marketing Lessons for Founders📅 Event Marketing Best Practices (Goldmine for B2B Marketers)🔥 For Event Marketers & B2B Growth Leaders

I had an incredible conversation with Evi about her wild journey from leading B2B SaaS marketing to founding Apex Cool Labs, a company at the cutting edge of recovery technology. And it all started with one simple goal: doing more pull-ups. Evi discovered a technique called palm cooling on a podcast, went down the rabbit hole, met her co-founder over a tweet (because of course she did), and the rest is history. Now, their product—Narwhals—is being used by pro athletes, firefighters, and industrial workers to boost performance and recover faster. We also got real about the founder journey—the highs, the lows, and the importance of having a great co-founder. Because let’s be honest, going solo is brutal. Even the best leaders need someone in the trenches with them. If you’re curious about how palm cooling works or why Wired just featured Apex Labs, check them out: apexcoolinglabs.com And if you're a founder, what's been your most unexpected pivot or breakthrough moment? Would love to hear. ⬇️ #startups #founderjourney #recoverytech #productinnovation #entrepreneurship Follow me on Linkedin: https://www.linkedin.com/in/startupjorge/ Follow me on Twitter: https://twitter.com/startupjorge

In this episode our Host Justin Dorfman interview startup founders Sneh Parmar and Nafis Azad, Co-Founders of Lucky. Lucky is a startup that enables retailers and eCommerce brands to work together to get products to consumers quicker. Here are some of the topics discussed in this episode: 💡 How did you come upon the problem you’re solving with Lucky, how did you validate it, and when did you realize you were on to something? 💡 What are some important things to consider when choosing your co-founder? 💡 How do you divide the work but also collaborate when it comes to making decisions? 💡 One insight or piece of advice you’d give to those just beginning or considering beginning the journey, what would it be? Follow them on Linkedin: Sneh Parmar: https://www.linkedin.com/in/snehparmar/ Nafis Azad: https://www.linkedin.com/in/nafisazad/ Thanks to our sponsor ⁠AssetMule.Ai

In this episode our Hosts Jorge Soto and Justin Dorfman interview startup sales guru and entrepreneur Scott Sambucci, Founder, CEO, and Sales Coach at SalesQualia. Scott is a veteran in the Silicon Valley startup sales world. He's helped countless startup founders figure out sales and scale their businesses. Here are some of the topics discussed in this episode: 💡 Why is it so important for founders to do the selling themselves before hiring someone else to do it?  💡 How to coach founders on sales and what principles/frameworks do you focus on? 💡 At what point should founders look to transition from founder-led sales to hiring someone to do the selling? And what is the first sales hire they should make—Head of Sales, AE, or SDR? 💡 What are the most common mistakes startups make as they look to scale sales? Follow Scott on Linkedin: https://www.linkedin.com/in/scottsambucci/ Thanks to our sponsor AssetMule.Ai

In this episode our Hosts Jorge Soto and Justin Dorfman interview Blockchain entrepreneur Amadeo Pellicce, CEO & Founder at Map3.xyz.   Amadeo shares his journey within the crypto space, YC Combinator, and more! Follow Amadeo on Linkedin: https://www.linkedin.com/in/amadeopellicce/

In this episode of #StartupsUnedited, Jorge Soto and Justin Dorfman sit down with Mike Molinet — Founder of Thena, Co-Founder & former COO of Branch, and LP at GTMfund — to break down the tactical operating systems founders need to thrive in 2025.This is NOT another “hustle harder” conversation.This is about how to operate as a founder at a high level — physically, mentally, and operationally — while building a company with speed and discipline.What you’ll learn in this episode:• The Founder Operating System Mike uses to maintain clarity, energy, and focus• The COO playbook he used to help scale Branch into a 500+ person global company• How to work with speed and bias for action without burning out• Daily routines and environment design for sharper thinking• Why most people misunderstand early-stage startups — and how to know if you’re built for it• The principles that led Branch to powering 100,000+ mobile apps• Health, nutrition, and attention management tactics that improve decision-making• “Micro urgency, macro patience” — the operating principle every founder needs in 2025If you're a founder, CEO, operator, or rising leader, this episode gives you practical frameworks you can implement immediately — from personal performance to team leadership to startup execution.🔔 Subscribe for more founder tactics, GTM frameworks, and unedited conversations. Follow Mike on Linkedin: https://www.linkedin.com/in/mikemolinet/

In this episode our Hosts Jorge Soto and Justin Dorfman interview entrepreneur and sales expert Tito Bohrt, who is currently CEO at AltiSales based in Miami, FL.  In this episode Tito gives us tactical go-to-market advice. Tito answers questions such as:   💡 When should a company start thinking about building a SDR team and how should they approach it?   💡 You recently posted on LinkedIn about a strategy you’re calling Outbound PLG. Can you tell us what it is, how it works, and the results you’re seeing from it?  💡 What’s your perspective on the impact the current economic environment is having on sales development and how should SDR teams be adapting?   💡 What are the most common mistakes you see companies making when it comes to building an SDR team?   💡 What are the innovations happening in sales development that you’re most excited about?   #startupsunedited #saas #b2b #sales

Jorge speaks with Ross Rich, CEO & Founder at Accord.

n this episode of #StartupsUnedited, Jorge Soto sits down with Paul Yacoubian, Founder of Copy.ai (recently acquired by Fullcast) and angel investor, to break down how they rode the GPT-3 / OpenAI LLM wave early and turned a side project into a fast-growing AI startup.Paul shares exactly how Copy.ai:Spotted GPT-2/GPT-3 as the next big platform shiftLaunched Copy.ai as their fourth MVPGrew to $60K MRR in under 5 monthsUsed Twitter as their primary GTM + distribution channelBuilt a product-led growth (PLG) motion powered by self-serve and StripeKnew when it was finally time to quit VC and go full-time on the startupIf you’re a CEO or founder building in AI, PLG, or SaaS, this conversation is packed with tactical insights on:How to validate traction before leaving your jobWhy most side projects don’t fail on product, they fail on distribution & monetizationHow to dominate one growth channel instead of spreading thinWhat makes a strong founding team in the high-stress world of startupsWhy quality of life and ecosystem (Miami Tech vs Silicon Valley) now matter more than ever📌 Topics We Cover:00:00 – Intro & how Copy.ai got started01:30 – Why GPT-2 and GPT-3 were the wakeup call03:00 – Launching Copy.ai as a side project04:00 – Getting 2,000 signups in 48 hours from Twitter06:00 – Turning free users into paid MRR with PLG09:00 – How Paul thinks about traction, metrics & quitting your job13:00 – Founder mistakes, team dynamics & ego18:00 – Remote cofounding, trust, and staying sane21:00 – Why Miami Tech and lifestyle are now a real advantage🔗 Follow PaulTwitter: @PaulYacoubian🔥 If you’re building in AI, PLG, or B2B SaaS, subscribe for more unedited, tactical founder conversations.👇 Drop a comment:What’s the one channel you’re going to dominate for your startup this year — Twitter/X, LinkedIn, YouTube, something else?#CopyAI #PaulYacoubian #AIStartups #GPT3 #OpenAI #ProductLedGrowth #PLG #SaaS #StartupFounder #MiamiTech #StartupsUnedited Subscribe here now: Follow me on LinkedIn: https://www.linkedin.com/in/startupjorge/Follow me on Facebook: https://www.facebook.com/StartupJorgeFollow me on Instagram: https://www.instagram.com/StartupJorge

In this episode of #StartupsUnedited, Jorge Soto sits down with Arjun Pillai — Cofounder & CEO at Docket, former CDO at ZoomInfo (Nasdaq: ZI), 2x startup exits, and investor — to break down the real journey of becoming a CEO, building in B2B SaaS, and knowing when it’s time to move on from a startup. If you’re a founder, CEO, or early-stage operator, this conversation is packed with tactical insights you can actually use. 🔥 In this episode, we cover: From engineer to CEO: How Arjun went from configuring SAP reports in India to building and exiting his first company Make vs. Sell framework: Why in an early-stage startup everyone either makes the product or sells the product — and what that means for your first 10 hires Growing into the CEO role: Why the CEO title is “loaded,” and how it actually took 1.5–2 years for him to become a real CEO How to pick mentors and advisors: Why big-name advisors on your cap table often don’t help How to choose 2–3 operator mentors who are just 5–10 years ahead of you When you outgrow a mentor and need to upgrade your bench When to quit your startup: Time-boxing experiments (2–6 months) Defining success in advance (customers, ARPU, revenue) Avoiding the “zombie startup” that drifts with tiny traction and broken unit economics Finding product-market fit in B2B SaaS: How Arjun thinks about the zero → seed stage Running as many hypotheses and experiments as possible The future of conversational marketing: Why real-time buying and selling is taking over How chat and conversational marketing are transforming high-ACV, long-sales-cycle B2B Why his team purposely focused on mid-market & enterprise instead of chasing everyone 💬 Who this is for:B2B SaaS founders, CEOs, GTM leaders, and anyone navigating the brutal zero-to-seed journey, product-market fit, and the emotional rollercoaster of building companies. ⏱ Chapters (suggested):0:00 – Intro & who is Arjun Pillai2:00 – First startup, failures, and eventual exit6:00 – Becoming a CEO vs. just having the title10:00 – Make vs. Sell: the only two jobs in a startup13:00 – How to pick (and outgrow) mentors and advisors18:00 – When to quit: frameworks for calling it24:00 – Product-market fit and early-stage experiments30:00 – The rise of conversational marketing & B2B chat38:00 – Building for mid-market & enterprise from day one 🔔 Subscribe for more raw conversations with founders, operators, and GTM leaders on Startups Unedited. 👉 Connect with Arjun on LinkedIn and check out his writing on building, scaling, and leading as a founder-CEO.