Writing by Jason Ma

Building a market
from zero.

Notes on the first customers, the first partners and the decisions that make a new market work. Drawn from building at Printr, Axelar and Ripple.

First GTM hire

The first commercial hire needs enough authority to change who you sell to, what you promise and how a customer gets started.

Ecosystem building

The useful first partners help complete a customer use case. A list of impressive names won't tell you whether that has happened.

Founder lessons

A new product needs a specific reason to be tried, a credible route to its users and a reason for them to return.

Regional leadership

A regional lead needs authority over the market entry decisions that determine whether the company's existing playbook will work.

Building the commercial side?

I'm interested in first GTM hire and regional leadership roles at AI and crypto companies.