How Narwin built its first GTM hypothesis, validated Architecture & Engineering as the clearest early segment, and opened the U.S. market through a focused California motion.
CLIENT
Narwin AI
CATEGORY
RFP-TECH AI · A/E & CONSTRUCTION · CANADA + U.S.
ENGAGEMENT
Fractional GTM Partner
DATES
2026
THE BREAKTHROUGH
VANCOUVER A/E CUSTOMER → CALIFORNIA A/E TEST → BELL DESIGN CLOSE → VALIDATED MARKET WEDGE
ICP hypothesis testing: Framed the Vancouver customer as a hypothesis and tested A/E, construction, consultants, and IT in parallel to identify where buyer response repeated.
Focused U.S. entry: Anchored expansion in California, using Los Angeles Architecture & Engineering firms as the first deliberate U.S. test group.
Outbound infrastructure: Built the first structured system with SAM.gov and public-portal sourcing, cold email, LinkedIn automation, and association channels.
Founder enablement: Joined discovery calls, coached presentation and follow-up, built sales assets, and sharpened the positioning from an RFP analyzer to an RFP matching platform.
First U.S. customer landed within month one
Architecture & Engineering validated as the strongest market
Paying customers established across Canada and the U.S.
Fred Saeidi
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Narwin.ai
Founder & CEO, Narwin.ai
Fractional GTM Partner
Charlie brought a lot of early-stage experience and helped us get our footing in the U.S. market, including helping us land our first U.S. customer. He was responsive, sharp, and adaptable. He managed and helped us hire VAs. Would recommend him for any early-stage startup looking for a dependable, knowledgeable early GTM partner, whether you need hands-on execution or guidance.
I help early-stage B2B founders identify where urgency exists, build the initial GTM system, and turn live buyer response into a repeatable direction.