Gritworks

AI/ML

Bootstrapped

USA

Founder on Call

Built a GTM validation engine for US expansion

Validated personas, buying drivers, and channels for an AI infrastructure company.

the starting point

No clear wedge persona.
Positioning was broad across stakeholders.
Buyer pain and channel assumptions were unvalidated.
Risk of false-positive traction was high.

what we did

Narrowed focus to AI/Data Science heads, QE heads, and CISOs.
Anchored messaging to risk, time, and cost.
Built 17 testable GTM assumptions.
Designed 14-day outbound validation cadences.
Defined validation by replies, repeated language, and deeper conversations.

outcomes

Wedge personas defined

17 tests

Assumptions stated

Wedge ICP

Validation cadence

14-day GTM

Test plan delivered

Signal system

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