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Drako Podcast

Episode 01 · Go-to-market blueprinting · Australia (United Kingdom and Southeast Asia context)

The Missing Middle

Go-to-market blueprinting in a bifurcated funding market — why the route to market has to be written down before the first campaign runs.

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Why this episode, why now

Australian startup funding looks healthy from a distance and uneven up close. Cut Through Venture recorded A$1.8 billion of announced funding in the first quarter of 2026 — the strongest opening quarter since the 2022 peak — and A$1.7 billion in the second, a 60 per cent rise on the same quarter a year earlier. But the second-quarter count of sub-A$5 million rounds fell to 31, the lowest since Cut Through began collecting data in 2020, and roughly 70 per cent of the quarter's venture cash went into two deals. SmartCompany's reading of the first-quarter data gave the pattern a name: the missing middle. Early deals still get done, large late-stage rounds are back, and there is less in between, which is precisely where a startup that has a product and some revenue is trying to get to the next stage.

The same shape appears in the other two regions the firm works in. In Southeast Asia, first-half technology funding more than doubled to about US$7.4 billion, but Singapore took 94 per cent of it and fintech funding fell. In the United Kingdom, London absorbs roughly two thirds of venture funding and fintech remains the largest category. Capital is concentrating — by geography, by sector and by stage — and the operating benchmark investors now hold a company to has tightened with it: the 2026 Aleph × Benchmarkit study of 342 SaaS and AI-native companies puts median CAC payback at 16 months, with the top quartile at six or fewer.

That is the case for this episode. In a market like this the go-to-market blueprint — audience, positioning, channels and sequence, written down before the first campaign — is not a marketing document. It is the document that shows an investor, and the founding team, how a company gets from a seed round to a Series A without the middle that used to be there. Daniel trained in Marketing and Information Systems, spent his early career in digital agencies and seed-stage startups in London, Singapore and Sydney, and since founding Drakopoulos Ventures in 2017 has started every engagement with a discovery audit and a strategy blueprint. This is the first episode because it is the first stage of the framework.