CUSTOMER-OBSESSION-AS-A-SERVICE · PROOF-OF-CONCEPT TRIAL PROGRESSION MAP

BUILT TO CREATE MOMENTUM ACROSS COMPLEX B2B SALES.

Hard-to-reach executives. Complex solutions. Multiple stakeholders. Decisions that develop over a year or more. The four-month proof-of-concept trial brings executive access, intelligence, trusted relationships, thought leadership, and GTM execution together in one managed program built for that reality.

A FOUR-MONTH PROOF-OF-CONCEPT TRIAL
1 STRATEGY MONTH
3 EXECUTION MONTHS
12 EXECUTIVE GUESTS

ONE OUTSOURCED PROGRAM. MANAGED FOR YOU.

The map below shows how your four-month trial comes together through nine connected stages, with relationships, intelligence, and value building along the way. We manage the program; your team contributes expertise, guides priorities, approves the work, and owns the commercial relationships.

12 guests. Compounding value.

Each executive conversation can create a relationship, public proof, intelligence, and a commercial opening—while contributing to a year-long buying-group influence strategy.

One program connects it.

Strategy, executive access, the LLM Brain, pipeline development, nurture, and GTM execution work together.

One quick map explains it.

Scan the progression as outlined below in a few minutes. Expand any stage when you want more detail.

The proof-of-concept trial: nine stages of progression

FROM GO-TO-MARKET STRATEGY TO EXECUTIVE ACCESS, LIVING INTELLIGENCE AND GTM EXECUTION.

Walk through the strategic progression of the four-month proof-of-concept trial below. Expand any stage of progression to dive deeper.

TOGETHER, THE NINE STAGES ADVANCE FOUR CONNECTED OUTCOMES

EXECUTIVE RELATIONSHIPS + REVENUE
LIVING INTELLIGENCE + GTM EXECUTION
BRAND AUTHORITY + PEER-LED THOUGHT LEADERSHIP
BUYING-GROUP TRUST + INFLUENCE
MONTH 1Connect executive challenges to your GTM strategy and start building the LLM Brain
1 ALIGNING EXECUTIVE CHALLENGES + GTM STRATEGY

EXECUTIVE CHALLENGES AND YOUR GTM STRATEGY BECOME ONE FOCUSED ENGAGEMENT PLAN.

This stage in the progression provesCustomer and commercial relevance reinforce each other. Begin with the executive’s greatest challenges and the conversation reveals what matters to the customer while creating public Voice of Customer evidence that supports your go-to-market strategy.

For the executiveThey gain a credible platform to share their voice with their entire peer community, beginning with the challenges they believe are most consequential to their role and industry.

For the companyThe voice of a prospective customer, current customer or partner becomes the customer-centered foundation for executive engagement, public validation and the intelligence behind the GTM strategy.

  • Start with the growth strategy. Identify the revenue priorities, markets and company perspectives the trial is intended to advance.
  • Build the guest list. Build a list of highly targeted podcast guests from an approved portfolio of priority accounts, roles and individual leaders.
  • Find the shared ground. Connect the executive guests’ growth challenges and view of market change to the strategic perspectives central to the GTM plan.
  • Organize the conversation strategy. Orchestrate the discussion around the executive’s challenges to create Voice of Customer evidence that can dismantle objections that kill deals and validate core selling statements that close them.

“When you stay focused on the customer, it rallies the organization around the right North Star.”

LAURA DAVIS · GLOBAL CHIEF MARKETING OFFICER · RIMES TECHNOLOGIES
2 BUILDING THE COMPANY-SPECIFIC LLM BRAIN

THE DOCUMENTS PROVIDE THE FACTS. YOUR EXECUTIVES CONNECT THE DOTS.

This stage in the progression provesYour internal executives’ experience no longer has to remain inside their heads, meetings or documents. Personal interviews with your top executives, combined with curated intelligence, create a shared five-hub LLM Brain the entire GTM team can use.

For your internal leadersTheir knowledge, judgment and hard-earned expertise can be shared through the LLM with every GTM team member who needs it.

For the GTM teamEveryone gains connected access to leadership thinking, buyer and market evidence, the GTM and product strategies, and insight from the partners who extend the company’s value.

  • Curate the intelligence that matters first. Approved go-to-market strategy, sales, product, service and partner materials provide the factual foundation for the five Living Intelligence hubs.
  • Capture what the documents cannot explain. Private Month 1 leadership interviews preserve why decisions were made, what is changing and how the company connects its strategy to buyers and the market.
  • Connect five perspectives into one company brain. Voice of Business, including go-to-market intelligence, Voice of Customer and Buyer, Voice of Market, Voice of Partner, and Product Intelligence become more valuable when the relationships between them are made explicit.
  • Keep the leadership perspective current. The first quarterly refresh of leadership interviews begins in Month 4, creating a repeatable way to update the LLM Brain as the company and market evolve.

“Very few companies onboard enterprise AI correctly today; fewer than 10% move beyond basic document indexing to achieve true operational integration.”

GEMINI · ENTERPRISE AI ONBOARDING ASSESSMENT · VOICE OF THE MARKET
3 CREATING MULTIPLE REVENUE PATHS WITH ONE PODCAST

NO MATTER WHAT THE REVENUE PRIORITY, THE PODCAST BECOMES THE RELEVANT WAY IN.

This stage in the progression provesOne executive platform can open many commercial paths. The executive says yes to a relevant thought-leadership opportunity built around the challenges they want to bring to their peers; the company gains the connection needed to begin, renew, expand or protect a priority relationship.

For the executiveThe invitation is built around their role, industry, vertical market and the timely issues they care about, making the opportunity meaningful enough to earn their attention and participation.

For the companyThe company gains a direct connection to a priority executive who arrives engaged, ready to exchange ideas and positioned to experience the company as an informed participant in their industry.

  • Give every revenue audience its own way in. Cold ABM targets, active or stalled opportunities, deals needing executive sponsorship within the prospect organization, expansion customers, at-risk customers and channel partners each receive a distinct engagement path.
  • Make the invitation feel native to their world. Vertical series under one credible podcast umbrella use the market language, topics and peer context each executive recognizes as relevant.
  • Target the person, not simply the account. Their role, experience, current priorities and relationship to the company shape an invitation designed specifically for them.
  • Connect access to commercial purpose. Every guest fits the ideal customer profile, or ICP, and represents the peer community the company wants to understand and influence. Their voice can support the go-to-market strategy while the relationship advances a defined revenue priority.

“ABM Podcasting covers the entire gamut of what you’re trying to do in your go-to-market and acquiring revenue.”

EDAN GOTTLIB · TWO-TIME CHIEF REVENUE OFFICER · SIX-TIME VP OF SALES
MONTHS 2–4Create executive access, public proof, Living Intelligence and commercial progress
4 EARNING TRUST BEFORE FORMAL DEMAND

THE EXECUTIVE RELATIONSHIP BEGINS LONG BEFORE THE DAY ONE SHORTLIST.

This stage in the progression provesA company can begin earning trust before formal demand by helping an executive think through an important challenge, demonstrating real understanding and creating value before asking for commercial consideration.

For the executiveThey gain a credible third-party platform to examine a challenge they care deeply about, share their point of view and learn from perspectives gathered across other executives in their peer community.

For the companyThe preparation and recording experience demonstrates how the company thinks, brings peer perspective into the discussion and begins earning the trust that can develop into executive sponsorship.

  • Begin with the issue that already commands their attention. The preparation call starts with the executive’s two greatest challenges and shapes a conversation they want to explore further because those issues occupy so much of their thinking.
  • Bring the value of the peer community into the room. The discussion connects their challenges to the trends, tradeoffs and perspectives emerging across other executive conversations.
  • Demonstrate expertise through the experience itself. Thoughtful preparation and informed questions allow the company to show how well it understands the executive’s world before presenting a solution.
  • Give trust time to compound. The relationship, visibility and ongoing dialogue begin well ahead of the buying process, allowing the company to become known and trusted in advance of the Day One shortlist.

“If you do not find a way into people’s minds well ahead of the buying process, you will not make the list. Time builds the relationship. In the end, it all comes down to trust.”

CHRISTINE RAVANAT · CHIEF MARKETING OFFICER · EXPLEO GROUP
5 OPENING THREE PATHS TO COMMERCIAL PROGRESS

ONE EXECUTIVE CONVERSATION NOW ADVANCES PIPELINE, INFLUENCE AND GTM INTELLIGENCE.

This stage in the progression provesOne executive conversation can create three compounding commercial assets: an informed next-step meeting, a trusted public voice that influences the wider buying group, and first-party executive intelligence that strengthens Marketing, Sales, Customer Success and the wider go-to-market strategy.

For the executiveThey are interviewed as an expert by a credible third party, then their perspective is promoted to their peer community at launch and at relevant moments throughout the year.

For the companyThe relationship advances with the executive, their public voice builds familiarity and confidence across the buying group, and the resulting intelligence strengthens work across the GTM team.

  • PATH 1 · Progress the relationship into pipeline. More than 75% of qualified guests accept a separate meeting to explore how their stated challenge may connect to the company’s capabilities.
  • PATH 1 · Carry the context forward. The GTM team enters with the executive’s priorities, worldview and language already understood, then applies that learning throughout the remainder of the buyer’s journey.
  • PATH 2 · Carry the executive’s voice into the buying group. LinkedIn posts featuring the guest’s thought leadership are promoted each month and lightly boosted to reach additional stakeholders and hidden buyers inside the account.
  • PATH 3 · Strengthen the wider go-to-market strategy. The executive’s approved voice and source-linked intelligence can improve campaigns, sales calls, presentations, proposals, enablement and customer-success strategies across many accounts and opportunities.

“Every member of the buying committee needs confidence in the decision. The longer and more complex the deal, the more important repeated influence becomes.”

CRISTY GARCIA · CHIEF MARKETING OFFICER · IMPACT.COM
6 TURNING EXECUTIVE VOICE INTO PROOF + INTELLIGENCE

PUBLIC THOUGHT LEADERSHIP ON THE OUTSIDE. SOURCE-LINKED INTELLIGENCE ON THE INSIDE.

This stage in the progression provesA completed executive conversation can become a connected asset system: peer-led thought leadership for the market, public commercial evidence for GTM teams and source-linked Buyer Intelligence for the LLM Brain.

For the executiveTheir perspective becomes a substantial thought-leadership platform that carries their expertise into the professional community they want to influence.

For the companyThe same voice becomes credible, public, market-facing content, commercially useful evidence and source-linked intelligence that can strengthen execution across the GTM team.

  • Create the full thought-leadership package. The episode, article, clips, quotes and approved posts all originate from the executive’s public perspective on their greatest growth challenges.
  • Extract attributable public proof. The executive’s exact language about priorities, tradeoffs and market change becomes credible commercial evidence connected to the original source.
  • Structure the intelligence for future use. Relevant statements are ingested from transcripts and mapped across the five intelligence hubs. Top intelligence targets include buyer challenges, evidence that can dismantle objections that kill deals and public validation for core selling statements that close them.
  • Equip the GTM team with usable assets. Approved content and source-linked evidence connected to the LLM can strengthen campaigns, outbound engagement, sales conversations, presentations, proposals and customer-success discussions.

“Sales actively uses the assets we create, not only on LinkedIn but in customer conversations, outbound engagement and signal-based follow-up.”

BETTINA ISABELLE BERNTSEN · THREE-TIME B2B CHIEF MARKETING OFFICER · SUPEROFFICE
7 CREATING CONVERSATION-QUALIFIED EARLY-STAGE PIPELINE

THE NEXT MEETING BEGINS WITH CONTEXT MOST FIRST MEETINGS ARE STILL TRYING TO DISCOVER.

This stage in the progression provesExecutive access can enter the commercial process with the relationship, challenge, worldview and shared context already established, giving the GTM team an informed early-stage opportunity rather than a name and meeting alone.

For the executiveThey enter a relevant continuation of a conversation they helped shape, with their priorities already understood and a clear reason to explore whether strategic fit exists.

For the companyThe GTM team receives a conversation-qualified executive opportunity with an articulated challenge, known worldview, established relationship and permission to continue.

  • Carry the executive’s challenge forward. Their priorities, worldview, language and current beliefs are already understood in their own words.
  • Establish why another conversation is warranted. The executive has identified a consequential challenge and agreed that exploring the company’s relevant capabilities may be worthwhile.
  • Transfer the relationship with context intact. The GTM team receives the preparation notes, public conversation and relevant intelligence rather than a name and meeting alone.
  • Enter the commercial process at an informed starting point. The opportunity moves into the company’s normal development process with the original relationship and conversation context preserved.

“A continuing customer relationship requires a continuing conversation. It is always about learning, not ending the conversation after one interaction.”

ALISON RICHMOND · B2B CHIEF MARKETING OFFICER · CUSTOMER EXPERIENCE LEADER

The commercial handoff

EARLY IN THE BUYING JOURNEY. DEEP IN THE CONVERSATION.

The executive entered as a difficult-to-reach target. The client receives an informed, conversation-qualified introduction with established context and permission to continue.

75%+ CONTINUE INTO A SEPARATE STRATEGIC-FIT CONVERSATION
KNOWN EXECUTIVE STATED PRIORITY ESTABLISHED RELEVANCE AGREED NEXT CONVERSATION CLIENT-OWNED RELATIONSHIP
8 ORCHESTRATING A 12-MONTH EXECUTIVE + BUYING-GROUP NURTURE STRATEGY

ONE EXECUTIVE CONVERSATION BECOMES A YEAR OF RELEVANT RELATIONSHIP DEVELOPMENT.

This stage in the progression provesA podcast guest does not have to become a one-time interaction. Their approved voice can support a coordinated 12-month nurture strategy that keeps the relationship active, reaches the extended buying group and creates natural reasons to reconnect throughout a long decision cycle.

For the executiveTheir approved thought leadership continues reaching the peer community they care about through a consistent, professionally managed program.

For the companyThe executive relationship and wider buying-group awareness continue developing through relevant touchpoints designed for the realities of a long decision cycle.

  • Orchestrate 12 months of approved executive content. Monthly posts continue promoting the guest’s expertise while keeping the company associated with the challenge being discussed.
  • Create natural reasons to reconnect. Each new post gives the account team a relevant touchpoint that adds value without forcing a sales interaction.
  • Extend the nurture strategy across the buying group. Strategic LinkedIn boosts carry the executive’s voice to additional leaders and hidden buyers inside the account.
  • Use each response to inform what happens next. New meetings, reactions and account developments flow back into Living Intelligence and future GTM execution.

“A deal is not won during our six-month sales cycle. It begins 12 months, even two years earlier, while buyers are learning who we are.”

GETHIN NADIN · TWO-TIME B2B CHIEF INNOVATION OFFICER
9 TURNING CONNECTED INTELLIGENCE INTO GTM EXECUTION

THE LLM BRAIN MAKES THE WORK SMARTER. THE PROMPT DESIGN STUDIO HELPS GET IT DONE.

This stage in the progression provesThe LLM Brain can give your chosen AI the right company intelligence, while the Prompt Design Studio helps turn an initial need into a complete, evidence-backed assignment. The direction and recommendations then come back to the GTM professional to question, refine or approve based on their experience and professional judgment.

For the GTM professionalThey do not have to begin with a blank prompt. An AI Creative Director helps clarify the assignment, desired buyer response and business outcome, surface missing inputs and recommend the strongest direction.

For the companyThe five-hub LLM Brain and Prompt Design Studio connect strategy to execution through a collaborative process that strengthens professional judgment while leaving final decisions with the GTM team member.

MIT Sloan · Prompt adaptationHalf the gains from new models come from the prompt.

Claude · The input gap“Users typically supply only a fraction of the inputs a prompt is designed to use.”

  • Connect the Prompt Design Studio to your LLM Brain and AI tool of choice. Claude, ChatGPT or Gemini can draw on current company strategy, buyer evidence, market context, product intelligence and partner perspective with the source trail attached.
  • Turn the need into a complete assignment. The AI Creative Director asks what the professional is trying to achieve, the desired buyer response and business outcome, then surfaces the strategic inputs the initial request may be missing.
  • Assemble an agentic team for the work. The AI Creative Director selects the specialists each assignment requires. An example team might include a Buyer Advocate, Technology Expert, Evidence Analyst and the Skeptic.
  • Build the prompt and the Evidence Blueprint. The purpose-built prompt directs the AI work. The Evidence Blueprint identifies the evidence already available and the evidence still needed to support the intended outcome. The GTM professional reviews both, refines them and decides what advances.

“The lack of execution is where all great strategies go to die.”

JACQUELINE WOODS · FOUR-TIME B2B CHIEF MARKETING OFFICER

The revenue logic of customer obsession

ONE SYSTEM TURNS EXECUTIVE ACCESS INTO INTELLIGENCE, AND INTELLIGENCE INTO EXECUTION.

Each capability creates the input the next one needs, while the value compounds across relationships, revenue, thought leadership and everyday GTM work.

ABM PODCASTING

Creates a relevant way into hard-to-reach executive relationships, then turns each conversation into strategic-fit opportunities, peer-led thought leadership and public Voice of Customer evidence.

LIVING INTELLIGENCE · THE LLM BRAIN

Connects executive conversations with market, GTM, product and partner intelligence so the company’s chosen LLM understands the business through five living, source-linked hubs.

PROMPT DESIGN STUDIO

Turns connected intelligence into action through a collaborative process. An AI Creative Director helps define the assignment, assembles the specialists it requires and recommends an evidence-backed prompt, while the GTM professional questions, refines and decides what advances.

ONE EXECUTIVE CONVERSATION BECOMES A RELATIONSHIP, PEER-LED THOUGHT LEADERSHIP, AN INTELLIGENCE SOURCE, A COMMERCIAL OPENING AND A YEAR-LONG INFLUENCE STRATEGY.

Each new conversation strengthens the intelligence. Each application makes the next conversation, decision and action more informed. The company retains the relationships, the evidence and the operating capability.