Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Deon Nicholas, CEO & Co-Founder of Forethought, a customer support platform that's raised $92 Million in funding.

Here are the most interesting points from our conversation:

• Pre and Post ChatGPT Evolution: Deon discusses the shift in market demand and awareness of AI, noting the pre-ChatGPT era required heavy customer education, whereas post-ChatGPT, customers actively seek AI solutions.
• Founding Inspiration: Deon’s fascination with AI and question-answering systems began in high school, and his experience in customer service inspired him to create Forethought to solve customer support challenges.
• Early Customer Acquisition: The initial strategy involved direct outreach and leveraging personal networks to find early adopters, leading to their first paid pilot within a few months of launching.
• TechCrunch Disrupt Launch: Forethought’s participation in TechCrunch Disrupt was a pivotal moment, securing six paying customers before their launch on stage, highlighting the importance of traction.
• Sophisticated Marketing Strategy: Over time, Forethought's marketing evolved from cold calls to a strong content strategy focused on customer education and differentiation in a crowded AI market.
• Advanced AI Capabilities: Forethought’s AI not only answers FAQs but also performs complex tasks, enhancing customer support efficiency by resolving up to 70% of issues autonomously.