In this episode of “Marketing in the Now,” David Reske interviews Michel Moravia, CEO of Qualiverse, an AI-native SaaS solution for MedTech QA/RA teams. Michel shares his go-to-market philosophy that “distribution channels are the new moat”. He argues that startups should prioritize building partnerships with trusted industry leaders—such as accelerators, law firms, and VC firms—to gain credibility and access to early customers, rather than relying on heavy spending on traditional marketing and branding. Michel emphasizes that the CEO must personally own this channel strategy in the early stages and that a company’s ambition level, from a side hustle to a billion-dollar enterprise, should dictate its approach.