Khushi Sharma

Been reading here for a while, figured I should say hello properly.

I'm Khushi. I work on go-to-market at Round Funded, where we help founders raising their first round find investors who are actually active and actually a fit for their stage. So my days are mostly spent on positioning, channels, and trying to understand how founders decide anything.

I ended up in GTM because I like the part where you're wrong in public and have to figure out why. Most of what I know came from things that didn't work, which is also why I like this forum. People here are unusually willing to say what flopped.

I'm mostly here to learn how other people are getting distribution right now, especially anyone selling to founders or to other builders, since that audience is its own particular challenge.

This is one of the harder calls in go-to-market and I don't think anyone has fully solved it.

Zero results is easy. Zero means stop. The hard case is bad-but-not-zero, where something is technically working but not enough to justify the time, and you have to decide whether it needs more runway or whether you're funding a dead end.

The rule I've landed on: I stop looking at the final number and look at whether any part of the funnel is improving. If the top is growing but conversion is flat, it's a targeting problem and worth fixing.
If nothing is moving anywhere after a fair run, more time won't change it. Volume alone has never rescued a channel for me.

That's held up so far, but it's one person's rule from one set of products, so I'm curious how others handle it.

I do go-to-market for a product where the customer is a founder, and I keep running into the same wall.

Founders can smell marketing from a mile away. They've written the same emails, run the same ads, built the same funnels. So the usual playbook lands flat. Anything that sounds like copy gets skipped. Anything that sounds too clever gets skipped faster.

What seems to work better is being specific and slightly boring. Less "transform your fundraise," more "here is the exact thing this does and here is what it doesn't do."

But I'm not sure if that's a real insight or just the one thing that happened to work for us.