Strategy and budget season is here. It’s time to ask the tough question: How solid is your product-market fit in today’s AI world?

Gain valuable insights in this week’s newsletter and AI-generated podcast (thanks to Google’s NotebookLM):

• Why PMF matters more than ever (it’s not just about AI)

• Using the Competitive Defensibility Analyzer, an AI tool to gauge your market position

• A step-by-step guide to assess where you stand

• Insights from strategic leaders, Christine / Chris Heckart, Bill Hobbib, and Carilu Dietrich

Keep in mind:

• Bad product fit + AI = faster path to failure

• Good product fit + AI = rocket fuel for growth

Subscribe here, https://lnkd.in/eg48-RXp

#ProductMarketFit #CustomGPT #AI #ChatGPT #CompetitiveAnalysis

Feeling the pressure to chase every opportunity? In today’s market, it’s tempting to try and grab everything that comes your way. But over the past two years, the most resilient companies have made a shift.

They’ve moved from “growth at all costs” to a more strategic, sustainable approach. It’s no longer about getting every lead, it’s about getting the right ones.

To stay focused, you need to be crystal clear on who to target and who to avoid. That’s why I put together this simple but powerful framework (thanks to AI) to help visualize it. Check out the example below.

This framework makes it easy to focus on the right customers:

• ► Green (center) – These are your best customers. Focus your time and energy here.
• ► Yellow (middle) – These are potential opportunities. Worth a closer look, but be selective.
• ► Red (outer) – Not the right fit. Avoid and save your resources.

For a deeper dive into how to evaluate and choose the best market segments using AI, I covered this topic here, https://lnkd.in/g3dwCDmh

Having a clear target strategy aligns your team, saves time, and ensures you’re not wasting effort on customers who aren’t profitable in the long run.

But how do you know if your targeting strategy needs work? Assess yourself on a scale of 1-5 (5 meaning you consistently do this all the time) for each of these 5 signs:

1. 1️⃣ You react to every competitor, even when it’s irrelevant. Not every competitor’s move matters. If you’re constantly responding, you might be chasing things that don’t serve your best-fit customers.
2. 2️⃣ Your marketing speaks to everyone, and connects with no one. Casting a wide net weakens your message. Focusing on a niche often leads to stronger, more meaningful engagement.
3. 3️⃣ You celebrate every new customer, regardless of fit or cost. More sales don’t always equal growth. Focus on customers that bring long-term value, not just short-term wins.
4. 4️⃣ Your star salespeople succeed by ignoring your “ideal customer” guidelines. When top performers win by breaking rules, it’s time to rethink those rules.
5. 5️⃣ Your product is guided by the loudest customers, not the best ones. Giving in to squeaky wheels, even if they’re not ideal customers, shows you’ve lost sight of who really matters.

If you scored 15 or higher, you might need to reconsider your approach.

Are you and your team aligned on who falls into your green, yellow, and red zones? How do you avoid the trap of chasing shiny objects? Let me know your thoughts below.

#Segmentation #CustomerTargeting #AI #Profitability #Claude GrowthPath Partners

I’m honored to be named a finalist for Fractional/Advisor of the Year at the GTM Awards, alongside impressive colleagues Rachel Johnson, Sherri Sklar, and Leslie Venetz.

This recognition from Pavilion and TrustRadius reflects the collaborative efforts of many talented professionals I’ve had the privilege to work with in the B2B tech space.

The GTM Awards ceremony will take place on October 15th at #GTM2024 in Austin, celebrating innovation and achievement across our industry. It’s exciting to see all the great work being recognized.

Grateful for this acknowledgment and inspired by the continued growth and evolution in B2B tech.

Congratulations to all finalists across all categories, https://lnkd.in/gjwuf2qV!

#GTMAwards #B2BTech #Advisor #FractionalCMO #B2BMarketing

The big blue arrow in the image is showing us a massive leap. It’s a leap in how we think about and use AI.

On the left, we have ChatGPT answering basic prompts like “Explain superconductors” or “Pick an outfit to look good on camera.” It’s easy to see AI as just a tool to answer questions or solve simple problems.

But the right side shows AI’s real potential in developing our AI search strategy to helping us optimize upsell and cross-sell campaigns.

That leap from AI as a fancy search engine to AI as a business partner isn’t just about learning new tech. It’s a mindset and behavioral shift. It’s about integrating it into how we work, think, and grow. It’s making AI part of our process, not just a tool.

It’s not always easy. When we don’t get the results we want from AI or the learning curve feels steep, it’s tempting to give up. But that’s exactly when we need to keep going. We can’t give up on shaping the future we want with AI.

If it feels overwhelming, that’s normal. This is uncharted territory for all of us. The AI we’re using today is the least capable it will ever be. It’s only going to get more powerful, and your efforts now will pay off in the long run.

Where are you on your AI journey? No matter where you are, give yourself grace, ask for help, and let’s learn together.

#AILiteracy #ChangeManagement #BehaviorShift #ContinuousLearning #AIinMarketing GrowthPath Partners