By the time they notice, the sales cycle has taught the wrong habits. Go-to-market strategy for Series A-B AI companies past validation but pre-scale. Category architecture, buyer-role ICP, evaluator trust, and a sales motion that actually closes.
Built for Applied AI CEOs at Series A-B, $1M-$20M ARR. Applies to VPs of Product at AI companies, Heads of Growth at AI infrastructure companies, founding GTM leads, and similar strategic leaders at AI companies past validation but pre-scale.
Category narrative. ICP architecture by buyer role. Sales motion definition. Positioning artifacts. 90-day execution sequence.
Start with 4 questions →Go-to-market strategy for AI companies, built for Applied AI CEOs at Series A-B with $1M-$20M ARR. The engagement sequences category narrative first, then ICP architecture segmented by practitioner, champion, economic buyer, and procurement, then sales motion and 90-day execution. Entry is the $7,500 Positioning and GTM Sprint delivered in 14 business days. Founder-led. Limited capacity per quarter.
The page now makes the hidden buying committee explicit: practitioner excitement, champion confidence, economic buyer risk, and procurement defensibility all need different language.
Needs use-case clarity, speed, accuracy, and a reason to care beyond novelty.
Needs a narrative, proof points, risk answers, and language for stakeholders who did not see the demo.
Needs business impact, budget logic, implementation confidence, and a clear downside-control story.
Needs security, ownership, integration, reliability, and commercial terms that do not create unnecessary friction.
90 days from strategy engagement to measurable shift. No change to product. No change to ICP. The fix was the order in which the story was told.
Every stalled AI company engagement traces back to one of these. Most trace back to all three, stacked.
They cannot evaluate because nothing in their mental model maps to what you sell. The demo is strong. The follow-up goes quiet. Nobody can describe the product internally to the economic buyer without mangling it.
Usage metrics look healthy. Pilot adoption is real. Then procurement and security review begins and the deal goes silent for six weeks. The champion was never prepared to defend the purchase outside the practitioner circle.
Every renewal negotiation resets down. The buyer points at free tier and open model progress. Contract length shortens. ACV erodes quarter over quarter. Annual pricing designed for stable SaaS breaks when capability drifts every 90 days.
Fourteen business days. One founder. Five deliverables engineered for direct handoff to sales, product, and marketing.
A vertical AI company in the legal workflow space had 40+ active pilots. Zero converted to contract in 90 days. The diagnosis: evaluator trust was strong, champion-to-economic-buyer handoff was broken.
Six weeks after repositioning the sales motion: first $180K contract closed.
No account managers. No junior analysts on the file. No handoff to a delivery team three days after contract.
The founder, whose broader work is at stantscherenkow.com, leads every engagement. The strategy does not leave the room.
This is why capacity is limited to a small number of AI company engagements per quarter. The constraint is real, not a sales lever.
Capacity is limited. The four questions below route you to the right entry point. All four are required.
Answers are written plainly so buyers, search engines, and answer systems can parse the engagement without guessing.
The Positioning and GTM Sprint is a fixed-scope $7,500 engagement delivered in 14 business days. For AI companies it produces a category narrative, ICP architecture segmented by practitioner, champion, economic buyer, and procurement, a defined sales motion, positioning artifacts including a one-pager and six-slide deck and sales playbook, and a 90-day execution sequence. It is built for Series A-B AI companies between one and twenty million dollars in annual recurring revenue.
Fourteen business days from kickoff to delivery. The investment is seven thousand five hundred dollars, flat fee. That covers the full positioning artifact set, the ICP architecture by buyer role, the sales motion definition, and the 90-day execution sequence. Capacity is limited to a small number of AI company engagements per quarter because the founder leads every engagement directly.
Most AI companies sell to practitioners first. Practitioners evaluate with free tools and pilots. The product lands, usage grows, and the champion is enthusiastic. Then the deal moves to procurement and security. The economic buyer has never met the product. The security team treats AI as a risk surface. The deal dies in review because evaluator trust was never built outside the practitioner circle. The fix is to design champion-to-economic-buyer handoff and front-load security artifacts as top-of-funnel assets.
It is for Applied AI CEOs, VPs of Product at AI companies, Heads of Growth at AI infrastructure companies, and founding GTM leads at Series A-B AI companies with one to twenty million dollars in ARR. Past validation but pre-scale. It is not for pre-product-market-fit exploration, research spinouts without commercial motion, or companies whose primary need is brand identity rather than go-to-market strategy.
A generic marketing strategy engagement typically addresses channel mix, campaign calendars, and content planning. This sprint addresses the commercial story first. Category, buyer-role ICP, evaluator trust, sales motion, and pricing posture. Channels do not fix a positioning problem. Most AI company GTM failures are sequencing problems underneath, not channel problems. The sprint sequences strategy before execution.
Three paths. In-house execution using the sprint artifacts. A scoped execution project between ten thousand and seventy-five thousand dollars. Or a Quarterly Strategy Partnership at four thousand five hundred dollars per month with a three-month minimum. The sprint is designed to stand alone. The continuation conversation happens at delivery, not at signing.
Four qualifying questions. If there is fit, the next step is the Positioning and GTM Sprint: $7,500 flat, 14 business days, founder-led. Capacity is limited.