A PMM case study by Sammy Diniz — finding who to target, why it matters to them, and how to make the case in their language.
From the raw research questions through to launch — the case study walks the full PMM stack for an Enterprise GTM motion.
Design a plan, define the right questions, and prioritize the first moves with limited time.
Translate findings into a sharp ICP, a job-to-be-done, and five pillars of messaging.
Two focused plays, enablement, and a launch plan built for fast feedback and adoption.
Before writing a single message, map the data sources, write the questions, and pick the first three moves.
Look for sleeping Enterprise potential in current accounts — seat count, integrations, build patterns. Insights, not silver bullets.
5–10 calls with Enterprise accounts and power users. Build screener, criteria, and outreach with CS and sales.
What are competitors publishing? Where do their Enterprise narratives leak? What is the analyst story on superagents?
VPs and Heads with decision-making power, working close to the C-suite, tasked with 'do more with AI' — and pressured to show ROI fast.
Mid-to-large company in a trending industry. Tasked with consolidating systems and proving financial impact from AI. Wants success stories, ROI, and an implementation path that doesn't stall in IT and Legal.
"Turn my company's AI focus into live, problem-solving solutions leadership can easily track — without waiting months for it to get built."
We lose to Microsoft and Salesforce on 'platform.' Lead with what superagents do out of the box.
'No code' and 'vibe code' polarize Enterprise. Lead with admin controls, permissions, audit logs, analytics.
Use existing customers and partners as a safer pilot environment for Enterprise GTM — without exploiting them.
Each pillar maps to a buyer question, a primary claim, supporting language, and the KPIs that prove we're right.
Consolidate multiple systems into one platform every team can use.
Every team using a different tool to solve the same problem isn't a workflow issue — it's a strategic one.
Your IT team has a checklist. We've already checked it.
Permissions, audit logs, RBAC, and admin oversight built into every agent from day one — not configured later.
Powerful enough for your most complex workflows. Simple enough your whole team will actually use it.
From simple automations to enterprise-scale applications — complexity is handled behind the scenes.
Scalable apps in weeks, not quarters.
The fastest way from 'we're exploring AI' to 'here's what we built' — before your next all hands.
Every business has a workflow costing more than it should. Let's find it, fix it, and measure it.
Customers have cut manual reporting, reduced vendor sprawl, and reclaimed hundreds of hours per quarter — tracked from day one.
Bring superagents to Enterprise through the existing base and through a focused outbound motion — both designed to learn fast.
Some Enterprise users are already on the platform, outside their company's official systems. A 14-day pilot turns them into champions.
Ship 3–5 pre-built superagents plus a sandbox. New Enterprise prospects don't sit through a demo — they try it for 14 days with sales alongside.
Why us vs. Copilot Studio, Agentforce, and the rest — built in days, multi-team builds, integrates with the discombobulated stack you already have.
Enterprise buyers reach for proof. Real customers, real numbers, organized by industry and use case.
How long is the pilot? What's it cost? How fast can we go live? Crisp answers make our team confident and our buyer's life easy.
Sales and CS see every release before customers do — no surprises in the field.
A quick look at the qualitative signal that shaped the ICP and pillar priorities.
Closed-loop Claude only due to strict financial restrictions. Stack: Ridgeline for trading, FactSet for financials.
Limited US staff; uses overseas support and accounting. Hung up on Copilot only — IT worried about confidentiality and accidental agent actions.