Designing acquisition motions tuned to AI buyers, who in 2026 expect free-trial copilots, embedded benchmarks, and proof-of-value within 14 days. Effective AI G
GTM for AI products navigates a skeptical, noisy market: positioning against 'just ChatGPT' objections, proving value through pilots and evals, pricing on outcomes, and building distribution, including the new surface of being recommended by AI assistants themselves.
Differentiating: AI products multiply faster than buyers' attention, and operators who can sell trust with evidence, not hype, are the growth constraint at most AI companies.
By owning the workflow, not the model: proprietary integration, domain depth, governance, and outcome accountability that raw assistants can't deliver. If the objection lands, the positioning, or product, needs work.
AI assistants are becoming a recommendation channel: structured content, citations, and AEO presence influence what models suggest. Early movers treat machine recommendation like early SEO: a land-grab.