#StartupsUnedited

Jorge Soto
  • 0.0 (0)
  • ENTREPRENEURSHIP
  • UPDATED DAILY

#StartupsUnedited is a long-running podcast founded by Jorge Soto in 2015, originally recorded out of his San Francisco apartment and now evolved into a modern founder-led media platform. The show features interviews, roundtables, and live conversations with top entrepreneurs, operators, investors, and GTM leaders. New episodes are released regularly, covering what actually works in building, scaling, and surviving startups - no fluff, just real conversations and timeless insights.

  1. EP 95 - Why Partnerships Are the New GTM Moat in AI SaaS | Sean Kester on VC & Founder Strategy

    1 DAY AGO

    EP 95 - Why Partnerships Are the New GTM Moat in AI SaaS | Sean Kester on VC & Founder Strategy

    What do founders, CROs, and go-to-market leaders keep getting wrong about partnerships?In this episode, I sit down with Sean Kester to break down why partnerships are no longer a side channel in B2B SaaS - they are becoming a real competitive moat, especially in an AI-driven market where product advantages are getting compressed fast.Sean shares hard-earned lessons from building in SaaS, scaling go-to-market motions, and now working closely with startups through venture capital. This conversation covers how founders should think about partner-led growth, GTM fit, product-market fit, AI leverage, capital efficiency, founder-market fit, and what investors actually want to see in 2026.If you’re a startup founder, CRO, VP of Sales, product marketer, VC-backed operator, or SaaS leader, this episode will help you rethink how you build durable growth.What you’ll learn in this episode:Why partnerships should be architected early, not added laterThe biggest myth founders believe about partner channelsWhy “signing the right logo” rarely creates real revenueWhat true partner enablement looks like in B2B SaaSWhy product-market fit alone is no longer enoughWhat go-to-market fit looks like in the AI eraHow VCs are evaluating startups differently nowWhy founders need revenue systems, not just revenueHow AI is changing startup operations, valuation, and team designWhat separates strong founders from everyone else in today’s marketKey topics:partnerships, partner enablement, channel sales, co-selling, B2B SaaS, startup growth, venture capital, AI startups, go-to-market strategy, GTM fit, product-market fit, founder advice, sales leadership, CRO strategy, startup fundraising, revenue systems, capital efficiency, founder-market fitWho should watch:B2B startup foundersSaaS CEOsCROs and revenue leadersProduct marketersPartnership leadersVC-backed operatorsEarly-stage startup teamsAnyone building in AI and GTMIf you’re trying to build a modern SaaS company in a world where AI is changing everything, this is a conversation worth watching.#Partnerships #B2BSaaS #StartupGrowth #VentureCapital #AIStartups #GTM #SalesLeadership #FounderAdvice #ProductMarketFit #ChannelSales #PartnerEnablement #SaaS #RevenueGrowth #VC #SalesLoft

    23 min
  2. EP 94 - Can Traditional SaaS Survive the AI Era? Craig Rosenberg’s Brutally Honest Take (Scale VP)

    4 MAR

    EP 94 - Can Traditional SaaS Survive the AI Era? Craig Rosenberg’s Brutally Honest Take (Scale VP)

    Is traditional SaaS dead… or just in a survival era? In this episode of #StartupsUnedited, I sit down with Craig Rosenberg (Chief Platform Officer, Scale Venture Partners) - aka the “funnelholic” and co-host of The Transaction - to break down what’s actually happening in B2B software right now. Craig’s take: it’s not just “AI.” It’s AI + the weirdest buying environment in years + changing buyer behavior - and together it feels… “nuclear.” We get into: Why so many “traditional SaaS” companies went from ~40% growth to ~15–20% The real reason Salesforce, Marketo, Gong, Outreach aren’t getting ripped out (yet) The hidden truth: most teams still run an 80% traditional SaaS stack Why AI is winning in low-risk workflows (account research, messaging, data) Why AI SDRs aren’t mainstream - and where they do make sense (inbound) The Intercom + Finn blueprint: ship AI without nuking your legacy brand What changes when buyers feel like their job is on the line: “make sure it works.” The uncomfortable reality: CAC is going up and you can’t hand-wave AI competitors away If you’re a founder, GTM leader, or investor trying to separate AI hype from GTM reality — this is the episode. Subscribe for more conversations with the best GTM minds: #StartupsUneditedComment: What’s one AI workflow you’re actually using weekly — and what’s still hype? #AI #SaaS #Sales #GTM #B2B #Startups #VentureCapital #Revenue #SalesTech #ScaleVenturePartners #Intercom #Gong #Salesforce #Outreach

    28 min
  3. EP 93 - How AI Is Changing Venture Capital, Founder Judgment & Go-To-Market | Brian Wong (ASCII Ventures)

    24 FEB

    EP 93 - How AI Is Changing Venture Capital, Founder Judgment & Go-To-Market | Brian Wong (ASCII Ventures)

    In this episode of Startups Unedited, I sit down with Brian Wong, General Partner at ASCII Ventures, to break down how AI is fundamentally reshaping venture capital, startup defensibility, and what investors actually look for in founders today.Brian has lived both sides of the table - scaling and exiting venture-backed startups, then raising a fund focused on what he calls “boring tech”: overlooked, behind-the-scenes businesses with real staying power. In a world where products can be vibe-coded and technical moats are disappearing, Brian explains why judgment, coachability, and go-to-market execution are now the true competitive advantages.We cover:Why AI is destroying traditional technical moatsWhat is and isn’t “vibe-codable” in 2026How venture valuations are being completely re-writtenWhy GTM and domain expertise matter more than codeThe biggest red flags Brian sees when founders pitchCoachability as the #1 predictor of founder successHow investors really think about accountabilityWhy first-time founders should avoid VCs in their first roundHow to raise your first $250K the right wayWhat founders get wrong about “bad VCs”This episode is a must-watch for:First-time foundersOperators navigating AI disruptionBuilders raising capital in 2026GTM-focused leaders and non-technical founders📌 Learn more about Brian & ASCII Ventures:Website: https://ascii.vcConnect with Brian on LinkedInIf this episode resonated, like, subscribe, and share it with another founder who’s building in today’s AI-driven market.

    25 min
  4. EP - 92 AI Is Killing Jobs, But Saving Meaning? Anthony Kennada on Brand, Identity, & The Future

    18 FEB

    EP - 92 AI Is Killing Jobs, But Saving Meaning? Anthony Kennada on Brand, Identity, & The Future

    In this episode of #StartupsUnedited, I sit down with Anthony Kennada, Co-Founder & CEO of Goldenhour, for a wide-ranging, deeply human conversation about AI, identity, work, and what actually matters next.This isn’t another surface-level AI or go-to-market playbook.It’s a real discussion about what happens when:80–90% of knowledge work gets automatedMarketing ops, testing, and optimization are handled by machinesSoftware creation is radically democratizedAnd founders, CMOs, and operators are forced to ask: “Who am I without my job?”Anthony breaks down why brand, storytelling, creativity, and community are becoming the last true moats in B2B — and why the future of marketing looks far more human, emotional, and purpose-driven than most people expect.In this episode, we cover:Why AI will automate most marketing - and why that’s actually good newsThe coming identity crisis for knowledge workersHow brand becomes the primary differentiator in a world of AI parityWhy the old B2B playbooks no longer workWhat CMOs should actually prioritize in the next 12–24 monthsWhy events, storytelling, and community are resurgingHow founders should think about meaning, wellness, and work in a post-AI worldIf you’re a founder, CMO, marketer, or operator trying to navigate AI without losing your soul - this conversation will challenge how you think about work, brand, and what it really means to build something that lasts.🎧 Listen now - and join the conversation in the comments.

    28 min
  5. EP 90 - Former-CEO Turned VC Explains How to Tell If Your Startup Is Nice-To-Have or Must-Have

    12 FEB

    EP 90 - Former-CEO Turned VC Explains How to Tell If Your Startup Is Nice-To-Have or Must-Have

    Too many founders don’t fail because the product is “bad.” They fail because they mistake polite interest for real demand. In this episode of #StartupsUnedited, I sit down with Ellen Rubin, Operating Partner at Glasswing Ventures - multi-time founder (CloudSwitch → Verizon, ClearSky Data → AWS) and former marketing Netezza leader - to break down the hardest transition in startups:➡️ “Nice-to-have” → “Must-have”…and how to prove it before you waste years building. What you’ll learn (no fluff): How to tell if strangers, not just your network, actually want what you’re building Why “That makes sense” is the most dangerous feedback a founder can hear The real question founders avoid: are customers actually in pain right now? The uncomfortable test: can anyone besides the founder sell it? Time-to-value in enterprise - why you must show real value in the first 5 minutes Pricing traps: why cheap revenue creates false positives and poisons roadmaps What VCs actually look for now: velocity to revenue + workflow stickiness (not “cool AI”) Why vertical AI and end-to-end workflow ownership is where the next giants are built If you’re building B2B, enterprise, AI-native, vertical AI, or infrastructure, this is a masterclass in signal vs. noise. 👇 Drop a comment:What’s the clearest must-have signal you’ve seen - or missed - as a founder?Subscribe for more real founder/operator conversations: #StartupsUnedited#StartupAdvice #B2B #VentureCapital #CustomerDiscovery #Founders #AIStartups #EnterpriseSales #ProductMarketFit #GoToMarket #GlasswingVentures

    29 min
  6. EP 89 - From Operator to VC: Max Altschuler on Why GTM Is the Last Real Moat in the Age of AI

    10 FEB

    EP 89 - From Operator to VC: Max Altschuler on Why GTM Is the Last Real Moat in the Age of AI

    In this episode of Startups Unedited, I sit down with my longtime friend Max Altschuler - serial entrepreneur turned General Partner at GTMfund - to break down one of the biggest questions founders are facing right now:If AI has commoditized product… what actually matters anymore?We cover:The real transition from operator → VC (spoiler: it’s not easier)Why GTM is one of the last true defensible moats in softwareHow AI and LLMs are reshaping valuations, fundraising, and competitionWhy dashboards are dead - and actionable products winWhat pre-seed and seed founders must show to raise capital in 2026How brand, distribution, and community now rival product as advantagesThe GTMfund flywheel: fund + community + media as a venture platformWhy modern SEO is now GEO (Generative Engine Optimization)Max also shares how GTM Now and the GTMfund LP network are changing what it means to be a “hands-on” investor - and why founders should expect real support, not just a check.If you’re a B2B SaaS founder, GTM leader, or investor navigating AI-driven markets, this episode is required listening.👇 Follow Max on LinkedIn👇 Check out GTMfund & GTM Now👇 Subscribe for more unfiltered conversations with the people actually building the future of go-to-market#StartupsUnedited #GTM #AIinSaaS #Fundraising #VentureCapital #GEO #B2BGrowth #FounderAdvice #GoToMarketFollow me on Linkedin: https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge

    22 min
  7. EP 88 - Fundraising Is Broken in 2026: Doug Landis on AI Hype, Revenue Reality, and the New Moats

    3 FEB

    EP 88 - Fundraising Is Broken in 2026: Doug Landis on AI Hype, Revenue Reality, and the New Moats

    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

    33 min
  8. EP 87 - They Had Months of Runway Left… Then Pivoted Into AI Search (How Noble Did It)

    31 JAN

    EP 87 - They Had Months of Runway Left… Then Pivoted Into AI Search (How Noble Did It)

    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

    19 min
See All (92)

About

#StartupsUnedited is a long-running podcast founded by Jorge Soto in 2015, originally recorded out of his San Francisco apartment and now evolved into a modern founder-led media platform. The show features interviews, roundtables, and live conversations with top entrepreneurs, operators, investors, and GTM leaders. New episodes are released regularly, covering what actually works in building, scaling, and surviving startups - no fluff, just real conversations and timeless insights.

Information

  • Creator
    Jorge Soto
  • Years Active
    2020 - 2026
  • Episodes
    92
  • Rating
    Clean
  • Copyright
    © Jorge Soto
  • Show Website
    #StartupsUnedited