AI Will Transform Your Construction GTM Strategy - The Go-To-Market Playbook That Built a Billion-Dollar ConTech
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AI Will Transform Your Construction GTM Strategy - The Go-To-Market Playbook That Built a Billion-Dollar ConTech
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"I remember bringing Tracy Young to my job site when PlanGrid was just an MVP. She offered us the software for free - we just needed to provide the iPads. My PM and PX didn't get it. They told me, 'Don't waste my time like that again.'"
In today's episode of Bricks & Bytes, we had Tom Feliz share his journey from construction sites to tech leadership at Data Grid. Tom unpacks the secrets behind effective Go-To-Market strategies in construction tech, drawing from his experiences at OpenSpace, Autodesk, and more.
Tune in to find out about:
✅ Why solving real industry pain points is the foundation of any successful ConTech product
✅ How to identify your Ideal Customer Profile across the construction value chain
✅ Why the construction volume pricing model needs to change
✅ The emergence of the "Go-To-Market Engineer" and how AI is transforming sales
Listen to the full episode on Spotify to learn how Tom closed 5 enterprise deals in one week and why he believes agentic AI is the future of construction.
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Chapters
00:00 Intro
02:30 Introduction to the Conversation
07:30 Tom Feliz's Journey in Construction Tech
12:37 Key Components of a Successful Go-To-Market Strategy
17:42 Understanding the Construction Industry's Unique Challenges
22:21 Identifying Ideal Customer Profiles (ICPs) in Construction Tech
27:36 Navigating the Buying Process Across Different Company Sizes
31:26 The Importance of Social Proof in Construction Tech
32:23 Targeting the Mid-Market: A Strategic Approach
35:18 Navigating Enterprise Sales in Construction
37:19 Freemium Models and Proof of Value
38:47 Rethinking Pricing Models in Construction Tech
41:50 The Role of FOMO in Sales Conversations
45:37 Key Metrics for Construction Tech Success
49:47 The Personal Connection to Construction
51:38 The Impact of Our Actions
52:32 Tools for Go-To-Market Success
54:24 The Rise of Agentic AI in Sales
58:33 The Importance of Discovery in Sales
01:04:35 Resource Allocation in Sales Strategy
01:06:37 Traits of a Great Salesperson
01:09:36 When to Hire a Head of Sales