Uploaded August 2025 | Updated September 2026, 3 hours ago
Struggling to land your first customer as a startup founder?
You’re not alone and you don’t need a product to start. In this video, a16z’s Macy Mills shares the exact question to ask that unlocks your first deal, along with a playbook to land design partners, structure early deals, and package traction for investors.
🔑 Learn what works from 100s of Speedrun startups—and why the first deal can change everything.
👉 Are you a founder building the next big thing? a16z Speedrun backs founders at the earliest stages across tech, entertainment, and AI.
Apply to Speedrun today → speedrun.a16z.com
⏱️ Chapters
00:00 – Landing Your First Customer
00:30 – What Investors Look for in Early Deals
00:53 – Step 1: Landing Your First Deal
02:09 – The Question to Ask Prospects
03:00 – Finding the Right Design Partners
05:50 – When (and Whether) to Charge Early Customers
07:58 – Levels of Traction You Can Show Investors
09:46 – Summary: Your First Deal Sets the Tone
🔥 Whether it’s your first LOI, pilot, or annual deal—don’t pitch until you’ve watched this.
Subscribe for more startup go-to-market playbooks →
Visit Our Socials for more info:
X: https://x.com/speedrun
LinkedIn: linkedin.com/school/a16zspeedrun/posts/?feedView=all
Instagram: instagram.com/speedrun
#startups #customer #sales #speedrun #a16z #startupgrowth #foundertips #firstdeal
Struggling to land your first customer as a startup founder?
You’re not alone and you don’t need a product to start. In this video, a16z’s Macy Mills shares the exact question to ask that unlocks your first deal, along with a playbook to land design partners, structure early deals, and package traction for investors.
🔑 Learn what works from 100s of Speedrun startups—and why the first deal can change everything.
👉 Are you a founder building the next big thing? a16z Speedrun backs founders at the earliest stages across tech, entertainment, and AI.
Apply to Speedrun today → speedrun.a16z.com
⏱️ Chapters
00:00 – Landing Your First Customer
00:30 – What Investors Look for in Early Deals
00:53 – Step 1: Landing Your First Deal
02:09 – The Question to Ask Prospects
03:00 – Finding the Right Design Partners
05:50 – When (and Whether) to Charge Early Customers
07:58 – Levels of Traction You Can Show Investors
09:46 – Summary: Your First Deal Sets the Tone
🔥 Whether it’s your first LOI, pilot, or annual deal—don’t pitch until you’ve watched this.
Subscribe for more startup go-to-market playbooks →
Visit Our Socials for more info:
X: https://x.com/speedrun
LinkedIn: linkedin.com/school/a16zspeedrun/posts/?feedView=all
Instagram: instagram.com/speedrun
#startups #customer #sales #speedrun #a16z #startupgrowth #foundertips #firstdeal
