Founder-led Sales of Early Adopter Innovations
Matt Lewis
CEO | Generative AI-Native Social Entrepreneur | SaaS Founder | Chief AI Officer | Strategic Advisor | Mental Health BERG Exec Lead | Editorial Board Member | Speaker | Neurodiversity Ally | Foundation Board Member
I read an interesting article, see below, that suggests that early adopters in a space, say GenAI, can only be sold to by other early adopters.
As such, in the GenAI space, this requires a few things:
1) To put a GenAI proposal forward, the salesperson must have direct experience themselves with the technology (I have stated this prior myself, and believe this experience extends both a) to the enterprise and b) to the individual's personal life). There is no substitute for experience.
2) To close a GenAI sale, the prospect must, at least at this point in time, also be an early adopter; the characteristics, disposition, emotions and accountabilities are espoused herein and
3) To ensure success, the architect (seller side) and the partner (buyer side), must engage directly, not through intermediaries, not through colleagues, but 1:1
Does this ring true?
RWD & Clinical Trial Recruitment @ Genome Medical | Rare Diseases & Cancers
10 个月Your three highlighted points encapsulate the primary pathway for selling innovation into target customers. Actual experience with the GenAI, a customer which is predisposed to early-adoption, and a 1:1 relationship to build trust and comfort with the purchase. With the customer, I'd like to recognize the risk people in buying decision capacity take - often it can be their reputation and/or career pathway on the line. Guarantees being nonexistent, the commitment individuals to success and expectation management is critical.
Like any change, you have to get early adopters/stakeholders. Need to reduce uptake friction. I think there is a strong role for AI but it's less likely to be in differentials and patient care and more in flow and task management/charting.
Generative AI | LLMOps & MLOps | Sales & Marketing Executive | Chief Data Officer | Managing Director | Advisor | Thought Leader
10 个月Yes, agreed. Interestingly enough, our company who offers a Generative AI workbench is one of many AI vendors that our prospective partners have knocking on their door. Interestingly enough, one of the most common requests, and, one of the most fruitful aspects of conversation is when we explain how we have used Generative AI internal to our company, and, with Generative AI features added to our core, traditional [MLOps] platform. In those discussions, prospects appreciate hearing it's our own experiences and challenges that shaped our Generative AI platform that were launched later. I'll double-down on the "yes" by saying, it's not 'just' our experience using GenAI ourselves, but our practical application of building Generative-AI enabled applications that resonates/relates best to our customers. Thanks for the post.
Data and AI Solutions at Databricks ?? Lecturer at UC Berkeley ?? Keynote Speaker ?? Practice Leader ?? GenAI ?? MLOps ?? Product Management
10 个月Yes. There is no substitute for subject matter expertise in any emerging technology solution. GenAI included.