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.
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.
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.