Article · 18 min read

The Most Common Go-to-Market Questions This Expert Gets from Early Founders

Emery Rosansky (First Round Review) · First Round Review Free Intermediate

Validation in B2B bleeds straight into early sales, and this answers the real questions founders hit when they start selling to first buyers. It covers who to target, how to run those first deals founder-led, and when a pilot is enough proof to keep going. Practical grounding for the messy stretch between 'a buyer said yes on a call' and 'a buyer signed.'

  • Early B2B motion should be sales-led while you still figure out your ideal buyer
  • Founders must close the first customers themselves before hiring sales
  • Define your ICP by talking to buyers, not by guessing on a whiteboard
Open on review.firstround.com ↗

It answers 4 questions

  1. How do I actually get my first 10 customers when nobody has heard of me?
  2. Where do I find the very first people to even talk to about my product?
  3. How is validating a B2B idea different from validating a consumer app?
  4. How do I get customers who don't already know me when I have no brand, no audience, and no case studies yet?

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