As a part of our mission to help startup founders, we at GTMDialogues organized a small founders' meetup wherein we invited Ayush, Founder & CEO of QuashBugs to share key takeaways from his recent US visit. The visit was tactical, with the purpose of penetrating into the US startup and VC ecosystem and leveraging these connections organically for the growth of the company.

Success in the US market is more than just time zone overlap and pricing in dollars. It demands a deep understanding of how American founders operate, how VCs evaluate, and how buyers make decisions. Many US investors prioritize the founder's grasp of the domestic market rather than their past success stories.

In the session, hosted by Saurabh Ahuja, CEO of Investment Banking Practice at GTMDialogues, Ayush shared lessons from his time in San Francisco and Austin. He talked about building trust, navigating events with intent, and positioning your company like a local founder, even if you’re still remote.

How to Build Connections in the US Startup Ecosystem?

One of the first things Ayush emphasized during the session was that building a network in the US isn’t about volume; it’s about relevance.

Many founders assume that attending large conferences or scheduling back-to-back coffee meetings  lead to opportunities, but Ayush took a different approach. He focused on smaller, curated gatherings where meaningful conversations were more likely. AI-focused meetups, founder-led dinners, and investor roundtables gave him a chance to connect with the decision-makers. “If the room had fewer than 30 people and at least one decision-maker, it was worth being there,” he said.

A warm introduction made all the difference. A single VC referral often led to multiple second-degree meetings; something cold outreach rarely did without the right context or value.

Another mindset shift that made a difference is the way Ayush positioned himself. He didn’t present himself as a visiting founder, but as someone actively building in San Francisco. That simple change shifted the dynamic, changing the way people saw him. Conversations moved faster, and trust came easier.

What worked for building US connections?

• Prioritizing niche, curated events over large conferences
• Using warm intros from investors or founder peers instead of cold outreach
• Adopting the mindset (and language) of a local operator

What doesn't work?

During his GTMDialogues session, Ayush didn’t just share what worked. He was clear about what didn’t work and where most founders waste time when trying to break into the US market.

1. Cold Outreach Without Context

Generic LinkedIn messages and cold emails yield little to no response. According to Ayush, outreach only works when there is clear relevance or prior engagement. Founders who led with value, like sharing helpful insights or referencing mutual connections, stood a better chance of getting a reply.

2. Attending Too Many Events

Early in his trip, Ayush tried to attend every available event. The result? Burnout and shallow conversations. He quickly learned that focusing on 2–3 high-quality gatherings and following up with intent was far more effective than trying to be everywhere.

3. Leading with “I’m Visiting from India”

Positioning yourself as an outsider could make people assume you aren’t serious about the US market. When Ayush shifted to saying, “I’m building for the US market and spending time in San Francisco,” the perception shifted. It signaled commitment, and people responded accordingly.

Key Networking Events & Platforms for Founders, Customers, and Investors

Not all events are created equal. The most valuable connections don’t come from well-known conferences or massive expos; they come from smaller, curated gatherings with a much higher signal-to-noise ratio.

These are the platforms and formats Ayush found most effective for meeting the right people, whether founders, customers, or investors:

Ayush noted that some of his most valuable introductions happened not at panels but over casual conversations at house parties. The smaller the group, the higher the quality of interaction.

Post-event follow-ups also played a big role. Instead of relying on LinkedIn alone, Ayush kept the conversation going over WhatsApp and email, which led to deeper engagement and future meetings.

Bottom Line: Avoid the mega-events. Instead, prioritize smaller rooms where real conversations happen and follow up when it matters.

How do Networking Events Benefit Founders?

Events shouldn’t be the endpoints. In fact, treat them as doors to more opportunities. As he shared in his GTMDialogues session, the goal wasn’t to collect contacts but to start conversations that could compound.

When approached with the right intent, events opened doors in three key ways:

1. Warm Introductions to Investors and Customers

A casual five-minute chat at dinner could turn into a warm intro to a Series A investor. The key is to lead with the problem you’re solving, not your pitch. This creates curiosity and lowers friction.

2. Real-World Feedback on GTM Strategy

Conversations with other founders revealed what US buyers cared about, how they interpreted messaging, and where positioning needed work. These micro-feedback loops can help refine your GTM approach in real-time.

3. Early Insight Into Emerging Trends

By listening closely during events, Ayush picked up on what was gaining traction, especially in AI. One recurring topic: AI agents. “If you weren’t already building for it by January, you were late,” he noted.

The Takeaway: Use events as a launchpad. Be intentional about who you meet, how you follow up, and what you learn along the way. A single, high-quality conversation can unlock much more than a dozen cold emails ever will.

How to Engage US Customers?

Selling to US customers requires more than translating your pitch—it demands a shift in how you build trust, deliver value, and position your product. During the session, Ayush broke down the key differences he observed between US and Indian buyers.

What stood out to Ayush was how much more US buyers prioritized trust and workflow fit over pricing or features. “They won’t buy unless they know you understand their world and can show a clear ROI,” he noted.

Successful founders didn’t lead with product demos. They started with education, earned trust, and positioned their product as a business enabler, not a set of features.

What Works?
1. Open with the problem, not the product
2. Share metrics that prove impact (e.g. “Cut QA time by 80%”)
3. Focus on how your solution fits into the customer’s existing workflow

Strategies for Breaking into the US Market

Don’t try to do everything at once. As Ayush shared with the founders, the real progress came from narrowing the focus on customers, messaging, and communities.

These were the strategies that helped him get traction faster:

i) Micro ICPs & Hyper-Personalization

Instead of broad targeting, Ayush zeroed in on tightly defined customer segments like QA leads at mid-sized AI startups. This allowed for sharper outreach, personalized messaging, and quicker conversions. “Knowing exactly who you're solving for changes everything,” he explained.

ii) Show Up in the Right Communities 

Credibility in the US isn't built through ads; it’s built in communities. Actively participate in groups where your target customers and investors hang out, including:

• Den Collective (SF) – for AI builders and backers
• YC Startup School Circles – peer learning for early-stage founders
• Bay Area Indian Tech Meetups – warm, trust-based intros from fellow founders

iii) A/B Test Everything 

Messaging that worked in India didn’t translate well in the US. Ayush ran ongoing experiments with subject lines, job titles, and CTAs until the response rates improved. Continuous iteration became part of his GTM strategy.

iv) Build Trust Before Selling 

In the US, the sales journey often starts long before the demo. Buyers want to know why you’re building this product and how it fits their workflow. Ayush says,“It’s about long-term credibility, not quick conversion.”

Key Tactics:
1. Define micro-ICPs based on role, urgency, and pain point
2. Participate in relevant communities - don’t just observe
3. Treat messaging like a product: build, test, iterate
4. Lead with trust, and back it with proof

Trending Topics in US SaaS: AI-SaaS and AI-Agentic Models

The US SaaS landscape is moving fast, and the bar is even higher in AI. During the GTMDialogues session, Ayush Shrivastava shared how conversations in San Francisco and Austin revealed a clear shift: general-purpose AI isn’t enough. Specialization is winning.

Here are three major trends shaping AI-SaaS in the US:

1. Vertical AI is Dominating

Instead of creating broad AI solutions, startups are finding success by narrowing their focus. A prime example is how micro-targeted AI applications disrupt traditional industries.

For instance, rather than building a generic car insurance AI platform, one startup in the US focused solely on tire insurance—a niche but high-value problem. By going deep into a specific vertical, they eliminated competition and became the go-to solution for that use case.

This shift towards hyper-specific AI solutions is something Indian startups should take seriously when entering the US market.

2. AI-Agentic Models are Evolving

There’s increasing interest in AI agents that handle complex workflows rather than just offering standalone AI-powered features.

• AI agents are now designed to interact across multiple enterprise tools, making them an integral part of daily operations.
• Companies are developing AI-driven co-pilots for various industries—sales, customer support, or engineering—to assist rather than replace humans.

"People are no longer looking for a ChatGPT-style chatbot. They want AI embedded into their workflows, solving problems without requiring constant input," Ayush noted.

3. Automation is a Priority

Automation has become a major focus with companies under pressure to increase efficiency. Across industries, 60-70% of operational tasks are automated, especially in enterprise software.

Some areas where automation is taking off:
✅ Customer Support – AI-powered agents handling repetitive queries.
✅ Software Testing – Automated debugging and mobile app testing (a key area Ayush worked on).
✅ Sales & Outreach – AI-driven email sequencing and personalization.

"The trend isn’t just about replacing human effort, it’s about removing inefficiencies. If your AI tool doesn’t reduce a key bottleneck, you’re selling the wrong thing," Ayush observed.

4. The Product Isn’t the Only Thing Evolving

One of the more subtle but critical insights Ayush Shrivastava shared during his GTMDialogues session was that in AI SaaS, you’re not just iterating on the product, you’re also iterating on the business model.

Before the AI wave, early-stage SaaS followed a linear path: build, ship, get feedback, iterate. Today, product development and go-to-market strategy are evolving in parallel, often unpredictably.

“There’s no fixed roadmap anymore,” Ayush explained. “You’re tweaking features, pricing, positioning - all while your customers’ expectations shift every few weeks.”

This shift has created a feedback loop between the product and GTM. Founders can no longer afford to treat go-to-market as a separate, later-stage motion. Instead, both the product and the business narrative need to evolve together - fast.

What Founders Should Expect?

• PMF is now a moving target, especially in AI
• GTM experimentation is a continuous process
• Flexibility is a necessity, not a feature

Founders operating in this new loop will need to stay close to their customers, react quickly to signals, and be willing to rethink their positioning as the market evolves.

Winning in the US Takes More Than Just a Great Product

Ayush’s experience, as shared during the GTMDialogues webinar, was about rethinking how to operate as a founder in a new, fast-moving market.

The US startup ecosystem rewards clarity, commitment, and local context. It’s not enough to show up; founders need to show they’re here to stay.

Key Takeaways for Indian SaaS Founders Expanding to the US:

✅ Act like a local, not a visitor

✅ Prioritize warm intros over cold outreach

✅ Pick high-signal events, not big-name conferences

✅ Build trust before you sell

✅ Solve a narrow, high-value problem

✅ Keep evolving - your GTM is never “done”

Expanding to the US isn’t a one-time launch; it’s a continuous process of refining your mindset, messaging, and execution. Founders who adapt along the way have a much better shot at building something that lasts.