Post proposto il June 2, 2026 - The 6 Sales Demo Mistakes I See After Reviewing 50+ Founder-Led Demos

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"Dettaglio copy": "Articolo: Positioning in the Age of AI\nFonte: April Dunford — aprildunford.substack.com\n\nI'm often asked how a company will know that its positioning needs to change. My answer is that there are categories of changes that will require you to shift your positioning: Your product changes - unlocking new value for existing or potentially new customers. Your competitors change - closing the gap or leap-frogging your capabilities in a way that changes what you can claim as \"differentiating.\" The market changes - This can include regulatory changes, economic changes, unpredictable world crises (Covid, war), and lastly, huge technology shifts that cause customers to change their priorities (5G, the shift to the cloud). AI technologies and capabilities are changing all three of these simultaneously, and companies are scrambling to shift their positioning as a result. In the past two years, every product I have worked on has either been a new, AI-native offering, a product that has been significantly re-architected with and for AI, or is facing an existential threat from one of the former two categories of products. March 2020 was the last time I saw so many companies abruptly struggling with their positioning. I think the impact of AI on positioning is potentially much more potent. A Point of View About the Future is No Longer Optional. Customers are confused and wary. What they want from vendors is a vision of the future that makes sense for them and their business. They expect vendors to have opinions - on where the tech is headed, on what is strategic and what isn't, on what groundwork they should be laying now. If you can't give them a clear roadmap to get from where they are today to where they want to be, someone else will. Today, customers want answers: Is your SaaS product going to be primarily frontended by a chat interface, agents, humans, or some combination? Will your AI-native application replace SaaS applications companies currently use? What does that mean for your install base and their business?"

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