Form Mobility’s Contrarian GTM Strategy: Why They Hired Policy Experts Before Product Teams

Most startups follow a predictable early hiring pattern: product, engineering, then sales. But in regulated markets, this conventional wisdom can be a liability. In a recent episode of Category Visionaries, Form Mobility founder Matt LeDucq revealed why his company took a radically different approach.

The Power of Policy-First Hiring

When Form Mobility raised their initial capital, they made an unconventional first move. “Our first independent board member was a gentleman by the name of Adam Browning. He started one of the most effective and impactful trade groups called vote solar 20 years ago,” Matt explains. This wasn’t just a ceremonial appointment – Browning later became their executive vice president of policy.

This decision reflects a deeper understanding of regulated markets. “One of the very first hires was a high power policy person,” Matt notes. “We have lobbyists in Sacramento, we work with the governor’s office. It is one of those things where the venture investors cringe at it, but you have to be in the weeds and you have to be in the room to get a jump on the markets.”

Building a Policy-Driven Competitive Advantage

The strategy stems from Matt’s experience in renewable energy. He saw how California’s policies were creating an inevitable market: “California had implemented some policies that were going to make anything but zero emission transportation nearly impossible as time marched on.”

This regulatory pressure creates massive opportunities. “When we looked at the market opportunity from a capital investment perspective, that was the AHA moment,” Matt recalls. “We had to run the numbers a few times because hundreds of billions of dollars of infrastructure has to be installed.”

The Multi-Layer Policy Strategy

Form Mobility’s policy expertise extends beyond California. Matt reveals they have “ex legislature on advisor roles for us in other states” and maintain relationships across multiple jurisdictions. This comprehensive approach helps them spot opportunities early and shape policy discussions.

Their policy team isn’t just about compliance – it’s a strategic asset. “You cannot be second because if you’re not in the room, you don’t know where the bucks going to go,” Matt explains. This insider knowledge helps them anticipate market shifts and position their infrastructure ahead of demand.

Lessons for Founders in Regulated Markets

Form Mobility’s approach offers crucial lessons for founders building in regulated industries:

1. Policy expertise isn’t overhead – it’s a competitive advantage. While venture investors might “cringe” at investing in policy teams, being in the room where decisions are made is invaluable.
2. Focus on inevitable markets. Matt emphasizes that in their space, “This is infrastructure that has to exist, and it has to be built by private companies.” Policy changes can create guaranteed demand.
3. Build multi-level relationships. Form Mobility’s policy team spans from state legislatures to governor’s offices, creating a comprehensive view of the regulatory landscape.

Today, Form Mobility is deploying their first major infrastructure projects, with plans to put “$100 million of assets in the ground in the next 24 months.” Their early investment in policy expertise has positioned them to capture this opportunity – a reminder that in regulated markets, sometimes the best product teams aren’t product teams at all.