An Open Letter to My Tech Friends & Teammates
Dear Tech Innovators,
I deeply appreciate the brilliance behind your technology breakthroughs. I'm constantly in awe of the immense talent dedicated to advancing ways to leverage digital for a better analog life (the topic of my first post in 2000)
BizDev and Tech are regularly at odds. Sales often looks like noisy promises looking for an engine to sell. Engineering can feel like a fortress resisting commercial urgency.
Let's accept that friction out loud so we can move forward.
.
Rebel Without a Claude
Because of AI, our roles are evolving. Both Tech and Sales risk being reduced to interchangeable parts. Competing with each other inside the building only accelerates that trap.
We are teammates.
Buyers can tame the endless options (and pitches) with their own AI Robots. So we qualify harder. Together.
Let's collaborate by acknowledging our real capabilities that match market needs. Then we can focus on our Strategic Sweet Spot for the ideal prospects that will have more success and become co-promotion partners.
The true antidote is teaming up to honor what only humans bring: judgment, context, and shared purpose. Intuition. Empathy. The stuff not always written, so AI can't access it.
Let the machines be efficient. Let us be human.
Business is as much a communication challenge as a technical one. Bridging that gap is never about dumbing down your intelligence. It starts with simply being more informative.
I find the best way to get on the same page with your team and your prospects is with a simple infographic that demonstrates the flow of your data and value - see more examples:
THE GOAL: Demonstrate that your company is a cohesive team that all agree on two things. The first is your single value proposition... The second is that you all strive for Customer success.
The future is ours to shape.
I appreciate the conversation.
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