"That logo you’re chasing is costing you your market."
"Every AI founder believes they’re inventing the future. And they are! But your buyer doesn’t purchase the future; they purchase either proof or math."
"If they need proof, go win the logo that gives it to them. If they need math, get on a plane and show it to them before your competitor or the incumbent does."
"The founders who get this wrong won’t fail because they built the wrong product or picked the wrong strategy off a menu."
"They’ll fail because they never asked which game they were in, and in a market moving this fast, you only get to ask it once."
a16z's Joe Schmidt and Julian Marx on the two GTM playbooks for AI companies selling into the enterprise: a16z.news/p/lighthouse-or-la…
Link
Lighthouse or Landgrab? How to Pick Your AI Sales Strategy
Your buyer doesn't purchase the future; they purchase either proof or math.
a16z.news
Joe Schmidt IV (@joeschmidtiv)
Article
Lighthouse or Landgrab?
That logo you’re chasing is costing you your market.
Founders with great AI products are spending months courting their first Fortune 100 customers, burning through funding rounds, and tying up their
— https://nitter.net/joeschmidtiv/status/2081769683066421522#m