Why Distribution Wins: Lessons from 4 Exits and the AI Era

with Raj Singh (VP of New Products, Mozilla)

Episode Summary

This week, Myles Biggs and Patrick Patterson sit down with Raj Singh, a serial entrepreneur who's built and exited four companies across the dot-com crash, the 2008 financial crisis, COVID-19, and now the AI wave. He's currently VP of New Products at Mozilla, where he's building an AI-powered small business suite for the ownership economy.

Together, they break down what it actually takes to build something that wins: how to find insertion points before the market does, why distribution is still the hardest problem in tech, what the "95% rule" means for AI product design, and why the team, not the technology, is almost always why startups fail.

Whether you're a founder, a product leader, or just trying to understand where AI is actually taking us, this conversation is packed with hard-won perspective from someone who's been in the arena through every major disruption of the last 25 years.

What You'll Learn in This Episode

• Why distribution is still the hardest problem to solve, no matter how good your product is
• The "95% rule" for evaluating which problems AI is actually suited to solve
• How Mozilla is building a Shopify-equivalent for solopreneurs and service providers
• Why Raj believes it's always the right time to start something and what that really means
• The "explore, expand, extract" framework for knowing which PM archetype your product needs
• Why teams burn out and how that's often what actually kills startups
• What the next 12 months of AI adoption look like inside enterprises
• How the web itself is being rebuilt for an agent-first world

Featured Guest

Raj Singh — VP of New Products at Mozilla, four-time founder with exits spanning the dot-com era through the AI wave. Builder of AI calendars, remote work tools, food communities, and now an AI small business suite (Solo, Trunk, Pencil, Post Full) inside Mozilla.

Connect With Raj

• LinkedIn: linkedin.com/in/rajansingh/
• Twitter/X: @mobiletraj

Connect With the Show

• Level Agency — https://www.level.agency/
• Patrick Patterson's LinkedIn — linkedin.com/in/pattersonwork/
• Myles Biggs' LinkedIn — linkedin.com/in/mylesjbiggs/

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