Episode 123: Mastering AI GTM: Lessons from ElevenLabs’ Carles Reina
Most AI startups don’t fail because of the tech.
They fail because they don't know how to go to market.
Enter Carles Reina, the first investor and GTM strategist at ElevenLabs — the voice AI juggernaut redefining what product-market fit sounds like.
In this episode of the EU-Startups Podcast, Marcin and Carles talk about the real playbook for scaling AI startups. No fluff. Just unfiltered truths from a builder who's done it at breakneck speed.
We cover:
✅ Why AI GTM ≠ SaaS GTM
✅ How to confirm PMF with enterprise contracts
✅ When to hire GTM leaders — and who not to hire
✅ The underrated power of cultural intelligence
✅ Why brand is your best-performing growth channel
✅ And how AI founders can avoid the #1 GTM trap: shipping without strategy
This is the go-to-market MBA every founder and early-stage investor needs — especially if you're building at the intersection of AI, speed, and global ambition.
🔥 Takeaways:
– The first GTM move should focus on sustainable growth
– Execution speed is more important than ever
– PMF in AI is often validated via enterprise contracts
– Global scaling demands deep cultural empathy
– Hiring for energy and adaptability beats experience alone
– GTM isn’t sales. It’s narrative, community & trust
– Brand is not fluff — it’s a growth engine
– Community drives traction before PR ever hits
Chapters
00:00 Introduction to AI GTM Strategies
02:14 The Unique Nature of AI GTM
05:28 Achieving Product-Market Fit in AI
07:42 Scaling AI Globally: Cultural Considerations
09:57 Common Pitfalls in AI GTM for Founders
12:05 The Importance of Product-Led Growth
14:07 Hiring for GTM Success
16:17 Balancing Brand and Distribution
18:27 Investing in AI Startups: Key Patterns
20:14 Misconceptions About GTM Talent
21:55 Building a GTM Playbook for AI
22:54 Rapid Fire Insights on GTM
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#startup #ai #artificialintelligence
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30:29
Episode 122: Miki Yokoyama: MD & Partner at Aurum Impact - Family Money. Global Impact.
In this episode of the EU-Startups Podcast, Marcin Lewandowski speaks with Miki Yokoyama, Managing Director and Partner at Aurum Impact – an investment firm working at the intersection of family offices and climate innovation.
Miki breaks down the unique role family offices can play in funding a livable future and why we need to rethink how we define impact.
From choosing the right fund managers to measuring what actually matters, this conversation explores the challenges and opportunities of channeling wealth into meaningful climate action.
🔍 Topics Covered:
– Why the ‘what’ matters more than the ‘how’ in impact
– The difference between investing in startups vs. funds
– The need for standardized impact metrics
– Why founders need to understand corporate structures
– How family offices can shift the climate capital landscape
– What empathy has to do with successful investing
– The future of pricing natural resources
💬 Whether you're an investor, founder, or just climate-curious — this episode offers a rare window into how capital can drive planetary change.
Takeaways:
– Family offices can play a significant role in impact investing
– Impact should focus on what is being done, not just how
– Interconnected environmental issues require systemic thinking
– Standardized impact metrics are urgently needed
– Empathy is a vital skill in both investing and leadership
– Long-term climate funding needs to reflect the real cost of nature
Chapters
00:00 Introduction to Aurum Impact and Climate Innovation
02:54 Family Offices vs. Venture Capitalists
06:10 Assessing Fund Managers and Their Stories
09:02 Impact vs. Sustainability in Investments
12:02 Navigating Corporate Life and Startups
14:53 The Need for Standardization in Impact Metrics
17:51 Future of Climate Tech Funding
20:57 The Interconnectedness of Environmental Issues
23:59 Rapid Fire Questions and Personal Insights
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#startup #venturecapital #climatechange
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30:12
Episode 121: Niklas Terrahe: Co-Founder & CEO of Pick'em - How Pick'em Turned Toothpicks Into a D2C Phenomenon
This week on the EU-Startups Podcast, Marcin Lewandowski chats with Niklas Terrahe, the CEO & co-founder of Pick’em — the D2C brand reinventing one of the most unsexy products on the market: the toothpick.
It started as a student project. Now it’s chewing gum’s worst nightmare. With millions of views on TikTok, influencer shoutouts from people like Ryan Reynolds, and a toothpick that literally went to space, Pick’em is now one of the fastest-growing Gen Z-led brands, flipping the script on chewing gum and building a social-first movement around flavored toothpicks. Yes — toothpicks. And it's working.
But here’s the kicker:
This isn’t a fluke. It’s brand storytelling, social-first strategy, and insane execution from a team that just gets what moves people.
🎯 In this episode, Niklas breaks down:
– How to turn the unsexiest product imaginable into a viral D2C darling
– How to hijack culture to build brand love
– Why sustainability is table stakes (but not the headline)
– The secret sauce behind authentic influencer marketing
– Why entertainment might just be the best growth hack of all
🔥 Takeaways:
1. Every “boring” market is a canvas for reinvention
2. Build a brand that entertains and connects, not just sells
3. Narrative is the growth lever most founders overlook
4. Sustainability should be real — but not preachy
5. Flexibility & feedback loops win in D2C
6. You don’t need a big budget to build buzz — just story and soul
📍Chapters:
00:00 Introduction to Pick'em and Niklas Terrahe
03:03 The Birth of a Lifestyle Brand
05:57 Disrupting the Chewing Gum Market
08:57 Turning Hype into a Sustainable Brand
12:06 Navigating Product Market Fit
14:59 The Challenges of D2C Business
18:10 Building a Brand with Purpose
20:56 Advice for Aspiring Entrepreneurs
23:57 Creative Marketing Strategies
26:56 The Future of Pick'em
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#startup #founders #entrepreneurship #content #marketing
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34:21
Episode 120: Antonia Eneh: CEO of Wave Ventures - Gen Z Is Taking Over
This week on the EU-Startups Podcast, Marcin Lewandowski interviews Antonia Eneh, CEO of Wave Ventures, the trailblazing Gen Z-led VC fund that just launched Wave III — their boldest fund yet to invest in the world’s most ambitious Gen Z founders backed by the people behind Bolt, Slack, Wolt, and Supercell.
We dive deep into what makes this generation of entrepreneurs tick:
🌍 Their hunger for purpose
💥 Their refusal to accept the status quo
🚀 And their vision to build the world they want to live in
Antonia also pulls back the curtain on Wave Ventures’ radically personal investment model, why relationships beat ideas, and how VC must evolve to reflect the diversity and creativity of a new era.
If you're building the next big thing — or just want a window into the minds shaping tomorrow — don’t miss this one.
🧠 Takeaways:
1. Gen Z is actively building a world that reflects their values
2. Gen Z founders are driven by purpose, not perks
3. Wave Ventures backs people, not just traction
4. Grit, ambition, and the "X-factor" matter more than resumes
5. The best VCs build with founders — not just write checks
📍Chapters:
00:00 Intro to Wave Ventures & Gen Z Founders
01:46 Building a Better World
03:42 Spotting Wave Material
05:52 A Fund by Students for Students
07:48 People Over Ideas
09:40 Relationship-Driven VC
11:57 Personalized Investment Process
13:45 The Future of VC
19:10 Rapid Fire Game
If you haven't already.... Subscribe to the EU-Startups Podcast on YouTube!
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26:38
Episode 119: Zoltan Vardy: Creator of The Launch Code - Startup Sales Made Simple
This week on the EU-Startups Podcast, Marcin Lewandowski interviews Zoltan Vardy, a seasoned B2B sales advisor, author, and speaker with over 30 years of experience in driving revenue growth. Zoltan has generated $2 billion in sales throughout his career, serving as a C-suite executive at major media companies like NBCUniversal International and ProSiebenSat.1 Media. He is the creator of The Launch Code, a comprehensive sales and marketing blueprint that has helped over 200 startups across 26 countries close high-ticket deals and scale their businesses .
In this conversation, Zoltan shares insights from his newly published book, The Launch Code, offering practical strategies for startup founders to simplify their sales processes. Topics include:
– Common pitfalls founders face in sales
– The importance of understanding your ideal customer
– Building a minimum viable sales setup
– Selling with confidence and avoiding time wasters
– Crafting effective value propositions
– The significance of referrals and optimizing sales decks
– The psychology behind pricing strategies
Takeaways
1. Understanding your ideal customer is crucial for sales success.
2. Sales is a learnable skill, not a magical talent.
3. Focus on solving problems rather than pushing products.
4. Sales decks should focus on the customer's problem first.
5. Avoid pitching to unqualified leads to save time.
Whether you're a founder looking to improve your sales approach or someone interested in B2B sales strategies, this episode provides valuable takeaways to help you build a predictable revenue engine.
Chapters
00:00 Introduction to Sales Simplification
03:07 Understanding the Sales Mindset
05:59 Building a Minimum Viable Sales Setup
08:54 Selling with Confidence as a Founder
12:05 Focus and Product-Market Fit
15:07 Avoiding Time Wasters in Sales
18:00 Crafting Effective Value Propositions
21:08 Turning Clients into Advocates
24:00 Optimizing Sales Decks
26:58 Emergency Moves for Dry Pipelines
29:54 Pricing Strategies for Startups
32:08 Cold Outreach vs. Warm Introductions
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#startup #venturecapital #entrepreneurship
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