AI companies win markets when buyers understand them.
I help B2B technology leaders build the GTM clarity to convert buyer interest into revenue — from positioning and segmentation to commercial model design.
How I Can Help
Four structured engagements — each scoped, priced, and outcome-focused.
Research-backed. Execution-ready.
Most GTM advice for AI companies is either too generic to be useful or too academic to be actionable. The work here draws on years of published research into how enterprise buyers actually evaluate and purchase AI products — combined with direct operating experience building a business. The result is strategy that your team can execute from, not just reference.
"The frameworks you use to talk about your buyers are the frameworks your buyers use to evaluate you."
Recent Thinking
Original frameworks and market commentary — published here and on LinkedIn.
Ready to get GTM-clear?
Most engagements start with a 30-minute conversation. No pitch, no obligation — just a direct read on where you stand and whether working together makes sense.
Book a Free 30-Minute CallI help AI companies sell to the buyers they already have.
For most of my career, I studied how enterprise organizations buy technology — not how vendors sell it. That distinction matters. The gap between those two perspectives is where most AI GTM strategies fail.
The research background
I spent years as a Research Director at Gartner, where I published original work on AI buyer segmentation, CFO buying behavior, commercial model innovation, and the structural dynamics shaping how enterprise technology gets purchased. That research informed the GTM strategies of major technology vendors and gave me an unusually precise view of where those strategies succeed and where they break.
The operating layer
Alongside that research background, I co-founded ClearlyKept — a software business that gave me direct exposure to what it actually takes to build a product, reach customers, and convert interest into revenue. Research tells you what should work. Operating experience tells you what does.
The practice
Today I work independently with B2B technology companies — primarily seed through Series B — helping them build go-to-market clarity for their AI products. That means sharper buyer segmentation, cleaner positioning, more effective commercial models, and GTM playbooks that teams can actually execute from.
What I believe
- Most AI GTM problems are really positioning problems in disguise.
- The best commercial models are designed around how buyers buy, not how vendors want to sell.
- Strategy without execution mechanics isn't strategy — it's a document.
- Frameworks earn their value when they travel without you.
Based in Charlotte, NC. Working with clients across North America.
Four engagements. All outcome-focused.
Every engagement below is scoped, priced, and structured around a specific outcome — not an hourly rate or an open-ended retainer with vague deliverables. If you're not sure which one fits, the GTM Clarity Sprint is almost always the right starting point.
GTM Clarity Sprint
Your AI product has real value, but the GTM isn't landing. Prospects don't self-select correctly. Sales conversations start with education instead of qualification. The pipeline is inconsistent and hard to explain.
- ICP and buyer persona assessment — who is actually buying, and who should be.
- Positioning and messaging architecture critique — what's working, what isn't, and why.
- AI buyer readiness segmentation — where your buyers sit across the readiness spectrum.
- Commercial model gap analysis — how you're pricing vs. how your buyers actually buy.
- Top 3 prioritized GTM actions with rationale and recommended owner.
Pricing: Seed / Series A: $3,500–5,000 | Series B–D: $6,000–8,500
Book a call to discuss →GTM Build
You know what needs to change — or you've just completed a Clarity Sprint — and you need to actually build the GTM architecture, not just diagnose it. The team needs something they can execute from, not another deck.
- Full ICP and buyer persona documentation.
- Positioning and messaging hierarchy (website, sales deck, one-pager).
- Buying journey map: Problem Identification → Solution Exploration → Requirements → Vendor Selection.
- Buyer enablement content recommendations.
- Commercial model design — pricing and packaging recommendation.
- Go-to-market narrative and storytelling framework.
- 90-day GTM execution roadmap with accountability mapping.
Pricing: Seed / Series A: $8,000–12,000 | Series B–D: $15,000–22,000
Book a call to discuss →Strategic Advisory Retainer
You don't need a full-time GTM hire — you need a senior strategic partner who can challenge your thinking, pressure-test your narrative, and help you move faster on the decisions that matter most.
- 2–3 video sessions (strategy, deck reviews, board prep, investor narrative).
- Async Slack/email access with 24-hour response SLA (Mon–Fri).
- Ongoing GTM positioning and messaging review.
- One major deliverable per month (sales narrative review, investor pitch critique, buyer persona update, positioning refresh).
Pricing: Seed / Series A: $3,500–5,000/month | Series B–D: $7,000–10,000/month
Currently accepting 2–3 retainer clients. Inquire for availability.
Book a call to discuss →Buyer Readiness Workshop
Your GTM and product leadership team isn't aligned on who your buyers are, how ready they are to buy, and what that means for how you position and price.
- A completed AI Buyer Segmentation Map for your specific product and market.
- Top 3 GTM positioning hypotheses to test in the next 30–60 days.
- Shared language across your leadership team for discussing buyer dynamics.
GTM and product leadership teams at Series A–C companies preparing for a strategic inflection — new product launch, pricing revision, category repositioning, or Series B fundraise.
Pricing: $4,000–6,000 flat fee
Book a call to discuss →Frameworks, observations, and the occasional strong take.
Published work on AI go-to-market strategy, buyer dynamics, and commercial model design. Most of this also lives on LinkedIn — follow along there for shorter-form commentary.
Introducing the Buyer Readiness Map
Most B2B AI companies talk about their buyers as if they're all the same — ready to buy, aligned on value, and waiting for the right pitch. They're not. Buyers exist across a spectrum of AI readiness, and where a buyer sits on that spectrum determines almost everything: how they evaluate you, what objections they raise, how long the sales cycle runs, and what kind of commercial model they'll accept. The Buyer Readiness Map is a framework for segmenting your market by AI risk tolerance and strategic expectation — and using that segmentation to design GTM strategy that actually fits the buyer you're targeting.
Why Your AI Pilot Isn't Converting to Production
The AI pilot trap is real, and it's not a sales problem. It's a commercial model problem. Most AI vendors design their pilots the way they design their demos — optimized for technical validation, not for organizational commitment. The result is a pipeline full of "successful pilots" that never move forward.
The GTM Clarity Framework
A diagnostic methodology for B2B AI companies navigating a market where buyers exist at every stage of readiness and the category itself is still being defined. The framework works in three passes: buyer reality, positioning fitness, and commercial model alignment.
Let's talk.
The fastest way to figure out whether working together makes sense is a direct conversation. Book a 30-minute call below — no pitch, no pressure. Just an honest read on where you stand and whether there's a fit.
Book a 30-Minute CallPrefer email? Reach out at your@email.com — expect a response within 1 business day.
Based in Charlotte, NC. Working with clients across North America. Remote-first.
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