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Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're diving deep into community-led growth and movement building with Jared Robin, the co-founder and CEO of RevGenius.

Jared has built something truly remarkable, growing RevGenius from zero to nearly 60,000 members over the past four and a half years, creating the largest and most influential GTM community in the world. 

What makes Jared's story compelling isn't just the numbers, it's his philosophy of building something different, not better, and proving that community-first GTM strategies can drive real business outcomes.

From having negative money in his bank account during COVID to building the world's largest GTM community, Jared's journey embodies the raw reality of the founder experience. His insights on audience-led growth, movement building, and the importance of validation before building have shaped how modern founders approach GTM strategy.

We explore why being different beats being better, how to build an audience before a product, the unfiltered truth about the founder journey, and Jared's predictions for the future of GTM in an AI-native world.

Here are the core areas we discuss in today's episode:

1. The Founder Journey: Fear, Failure, and Finding Your Path

2. Different vs. Better: The Category Creation Imperative

3. Audience-Led Growth: Validation Before Building

4. From Community to Movement: Building Something Bigger Than a Product

5. AI and the Human Soul: The Future of GTM

Final Thoughts:

Jared's journey from negative bank balance to building the world's largest GTM community offers a roadmap for modern founders. His philosophy can be distilled into a few core principles:

• Accept that you have no idea what you're doing, and embrace humility earlier.
• Build as little as possible and validate with real people before investing resources.
• Focus on being different, not better, and create your own category instead of fighting for scraps.
• Build your audience before your product, establishing trust and distribution as your unfair advantage.
• And remember that common sense and human connection come before tactics and scale.

The future of GTM belongs to founders who can build movements, not just products. Those who understand that audience-led growth isn't a tactic, it's a fundamental shift in how you approach building a business. 

And those who recognize that in an increasingly AI-powered world, your ability to connect authentically with people's souls becomes your most valuable competitive advantage.

As Jared demonstrates through RevGenius, when you combine category creation, audience-led validation, and authentic movement building, you don't just build a successful business, you change an entire industry.

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