Framework
The Three-Channel Model
David's core reframe for go-to-market. Most founders think in two lanes; he argues there are three.
How it works
- 1Inbound: they come to you.
- 2Outbound: you go to them cold.
- 3Network intros: warm paths through people who already trust you. Usually the highest performing of the three, closing faster and retaining longer.
- 4Key claim: early-stage companies can land their first 50 to 100 customers from network alone, before any inbound or outbound exists.
Hear it on the podcast
The $18 Billion Backdoor: How One Aussie Founder Plans to Eat LinkedIn AliveListen to the episodeMore from this episode
The Three-Legged GTM StoolDavid's mental model for why most data stacks wobble.The Social Capital BankA discipline for using a network without burning it, borrowed in spirit from Adam Grant's book Give and Take.The Once-a-Month Batched AskThe Swarm's own internal motion, now automated with agents.The Cookies and the EggRyan's grandfather's neighbor parable, repurposed as a trust-building model.
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