Startups rarely fail because the product doesn’t work. More often, they fail because no one knows the product exists.

Alex Millar, co-founder and CTO of GovAI, has seen how technical founders can undervalue sales and marketing. Building something that resonates is only half the challenge. Getting it into people’s hands, and knowing when to invest in sales talent, is what keeps companies alive.

In this bonus clip, Alex talks about why “if a tree falls in the forest” is a dangerous mindset for founders, why timing matters when bringing on sales and marketing, and why relying on a product to go viral is rarely a strategy.

🎧 Want the full story?

In the full episode, Alex and Daniel dive deeper into selling AI to government, why pricing models can be as important as features, and how retrieval-augmented generation (RAG) and evaluation testing shape the next generation of AI products.

Listen to the full episode: https://rss.com/podcasts/manaryhaus/1962723/

🔗 Resources & Links

• 🤝 Connect with Alex on LinkedIn: https://www.linkedin.com/in/alxndrmlr/
• 🌐 Learn more about GovAI: https://govai.com/
• 📩 Subscribe to the Artificial Insights newsletter for summaries and takeaways: https://manary.haus/podcast/#haus
• 👉 Have a guest in mind? Reach out to Daniel at [email protected]

💡 Found this clip useful? Share it with a founder who’s learning when to lean into sales.