Liability Is the Moat [20]

Episode notes

When demos commoditize, accountability wins the deal. When demos commoditize and AI-first competitors look better on paper, what wins deals? Nate makes the case that accountability is now the durable moat — and explains how SE leaders need to retrain teams to sell it. What Nate and Ava discuss Why auditors, lawyers, and tax advisors still get paid in an LLM world The CFO question that ends most AI-first vendor pitches: "if the model is wrong, who pays?" Why accountability can't be demoed — but it can be told Where to find the stories that aren't in your sales library yet The move This week, pull your team's last ten customer reference stories. Read each one with a single question — "is this about features delivered, or outcomes owned?" The ratio tells you exactly where to invest in training and content this quarter. Resources & Links: paths.to/presales Book a Discovery Call: calendly.com/serockstars-tim/discovery-call