2026-03-13: Strategic Pivot to SMB and Direct Sales Expansion
The project has officially shifted its primary market focus from enterprise to Small and Medium-Sized Businesses (SMB), identifying them as a larger and more immediate addressable market than developers or large corporations. This is a foundational shift in strategic positioning, replacing the prior developer-first PLG motion with a thesis centered on small business owners who need to capture and operationalize institutional knowledge for staff training and partner communication. While enterprise consulting remains a valid revenue path, it is no longer the primary frame for fundraising or product direction.
To support this pivot, a new two-track sales motion has been established: Tony Maley continues to drive “influence sales” through warm introductions, while Clayton Harper has joined in a “direct sales” role to engage prospects face-to-face. This expansion has triggered a new set of material priorities, including the development of a visual-first “pre-read” deck for executives—described as a “McDonald’s picture menu” for simplicity—and a product requirement to “show, don’t tell” by having AI agents explicitly cite the memories that shape their recommendations.
Domains: Strategy, Product, Proof, Organization Source: Scarlet Dame and Clayton Harper, strategic planning sessions and direct sales feedback (.aswritten/memories/2026-03-13-smb-pivot-replacing-enterprise-primary-market.md and .aswritten/memories/clay-harper-direct-sales-role.md)