Breaking into the tech industry can feel like trying to push through locked doors. Founders are inundated with messages, early-stage companies move quickly, and when you don’t yet have a long track record, it’s easy to feel like an outsider looking in. But here’s the truth: most tech companies want fresh energy. They want partners who are scrappy, fast, and who understand how to get things done without a bloated process. The challenge is proving that you can deliver—before they’ve even seen you do it.
When we started Fello, we didn’t have the biggest portfolio or the longest list of logos. But we understood how startups think, how investors operate, and how to tie creativity to growth. That understanding led to real traction. And along the way, we learned what works when you’re trying to win your first tech clients—even if you feel like you’re starting from zero.
First, specialization builds trust. It’s tempting to say you can help anyone, but the fastest way to get ignored is by sounding generic. Tech is an umbrella term that covers everything from SaaS to quantum computing to medtech to AI infrastructure. If you want to be taken seriously, you have to start by speaking the language of one niche. When founders feel like you understand their world, their business model, and their challenges, you instantly stand out.
At the same time, you don’t need a client to show your capabilities. One of the smartest things you can do early is to create public proof of your thinking. Break down how a tech company’s brand could be stronger. Write a teardown of a landing page and offer your take on how to improve conversions. Share insights on what VCs are looking for in a startup’s pitch deck. When you create value in public, people start to trust your ability in private.
In fact, we’ve seen that some of the best client relationships don’t start with a pitch—they start with a give. Whether it’s a quick video audit, a mockup, or just a thoughtful observation, doing a small piece of the work upfront shows confidence. And in tech, where speed and clarity matter, showing > telling.
Another powerful strategy is being deeply active in founder communities. In the early days, we showed up everywhere—LinkedIn threads, newsletters, conferences, investor events, niche Slack groups. We weren’t selling. We were just there. Helping. Connecting. Asking good questions. Over time, people started reaching out, not because of an ad or a cold email, but because they’d seen us consistently show up with value.
And while tactics matter, relationships win. Some of our best early clients came from simple warm intros. A founder we met through a podcast appearance. A designer who referred us to a CTO. A DM after a LinkedIn post that sparked a deeper conversation. This industry is small. Your reputation compounds. So treat every interaction like it matters—because it does.
If you’re serious about breaking into this space, align yourself with people and companies who are already deep in it. At Fello, we live and breathe B2B marketing for tech. We’ve helped cutting-edge companies go from obscurity to category leadership—not by following the old agency playbook, but by building brands and strategies that speak founder-to-founder.
Getting your first client in tech isn’t about luck. It’s about being focused, credible, and relentless. If you can do that, you won’t just land one client—you’ll unlock a whole ecosystem.
