How to Sell AI Software: A GTM Playbook from First Use to Paid Rollout
Sell AI software with a workflow-specific offer, buyer scorecard, real evaluation, and rollout economics. A practical GTM guide for SaaS and AI founders.
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Guide
Guide articles from Matt Pru: practical startup decisions, useful examples, and resources to put the ideas into work.
Articles
Startup Marketing: A Founder’s Guide to Customers, Budget, and Growth
A practical startup marketing guide covering customers, channels, budgets, measurement, and the decisions that turn activity into growth.
9 min readFounder-Led Sales: From the First Conversation to a Repeatable Process
A founder-led sales guide to discovery, qualification, demonstrations, pilots, buying decisions, and handing a working process to the first salesperson.
6 min readStartup SEO, AEO, and GEO: What to Build and What to Measure
Build a startup search strategy around useful content, technical access, original evidence, and measurable discovery across search and AI answers.
5 min readStartup Measurement: From Clicks to Customers and Better Decisions
Build startup measurement around event definitions, source data, CRM outcomes, acquisition economics, cohorts, and decisions the team can act on.
5 min readGoogle Ads for Startups: A Practical Guide to the First Search Campaign
Plan a startup Google Search campaign around buyer intent, a credible offer, conversion quality, budget limits, and a disciplined review process.
5 min readThe Startup Accelerator Guide: 20 Questions Before You Apply
Choose a startup accelerator through 20 practical questions about founder fit, mentors, customer access, program commitments, and fundraising.
6 min readAI Automation for Startups: A Practical Guide to Work That Holds Up
Design startup AI workflows with clear inputs, evaluation, human review, action limits, monitoring, and a realistic measure of business value.
6 min readBacklinks vs. Outbound Links: What a Startup Blog Should Earn and Cite
Understand the different roles of inbound backlinks, outbound source links, and internal links in a useful startup publication.
2 min readWhen Is a Startup Ready for Its First Sales Hire?
Decide whether to hire a first salesperson by examining the working sales motion, founder involvement, lead flow, support, and the actual scope of the role.
2 min readHow to Calculate Customer Acquisition Cost Without Hiding Costs
Calculate startup CAC with explicit cost scope, customer definitions, timing, and a worked example separating media-only and fully loaded acquisition costs.
2 min readHow to Set Your First Startup Marketing Budget
Set a first marketing budget around the question you need to answer, the customer journey, cash constraints, and the full cost of running the test.
2 min readHow to Choose a Startup Advisor Who Changes a Decision
Evaluate startup advisors by relevant judgment, working style, access, and a concrete engagement instead of reputation alone.
2 min readHow to Define Product Activation Without Choosing a Vanity Event
Choose an activation event that reflects a user reaching meaningful product value, then validate the definition against later behavior and customer context.
3 min readCustomer Interviews: Ask About the Last Real Decision
Run useful customer interviews by studying recent behavior, alternatives, buying decisions, and evidence instead of collecting compliments.
2 min readHow to Make Marketing Decisions with a Small Sample
Use counts, uncertainty, customer evidence, and bounded decisions to interpret startup marketing tests before conversion data becomes stable.
2 min readBefore a Startup Enters a New Market, Test the Whole Customer Journey
Evaluate international startup expansion through demand, buying behavior, support, delivery, and a bounded market test.
2 min readAre You Ready to Raise? Start With the Milestone and the Evidence
Assess startup fundraising readiness through a clear use of capital, credible customer evidence, coherent economics, and an executable process.
2 min read