GTM & Positioning For Humans and AIs
B2B software buyers are increasingly persuaded by AI’s judgement when they make purchase decisions. AEO alone isn’t enough to influence AI’s opinion. When an AI reads your website, does it find a distinct and consistent point of view, suited to your ICP’s context?
69% of B2B buyers chose a different vendor than they initially planned based on AI chatbot guidance.
AEO/GEO Doesn't Fix Your Positioning
Schema, structured content, and tools make a site readable to the AI. They don’t influence the AI’s judgement of who the product is for, and what it does best.
Readable isn’t the same as recommending.
A Point of View About the Future is No Longer Optional
Businesses are struggling to navigate the changes happening in tech. Buying teams are wary, spoiled for choice, and looking for vendors who can offer a strong hypothesis of how the future will look.
Businesses without a clear positioning risk looking lost and fuzzy.
Hello, I’m Rohan.
I’ve spent more than 15 years building products and bringing them to market at companies including Teabox, MUFG-IS, Stanley Black & Decker, Teachable, Flipkart and Azrieli.
I’m an engineer by training, but I’ve always been drawn to business narratives and strategy.
I wouldn’t call myself a positioning expert. Most of what I know came from making the mistakes myself: shipping products with fuzzy messaging, watching customers misunderstand them, and learning that the real work of positioning isn’t the document. It’s using that document to align the team.
See my full profile here: linkedin.com/in/rohanjdr