AI tools have made the low-end, transactional segment of our market incredibly cheap and highly commoditized. How do we adjust our geographic and target market definition on our V/TO® to focus strictly on enterprise clients who still require human relationships and complex integration?

Question

Tyler Smith · Accepted Answer

When the low end of your market becomes commoditized by automated alternatives, trying to compete on price is a race to the bottom. You must pivot. This requires a deliberate update to your target market, or ideal customer profile, on the V/TO®.

Start by identifying the exact characteristics of enterprise clients who cannot rely solely on off-the-shelf AI tools. These clients typically have complex internal systems, strict security requirements, and high-stakes decisions that require human accountability and deep industry expertise.

As you redefine your target market, shift your Three Uniques to highlight your ability to manage complex integrations and provide high-level strategic advisory services. You must position your business as the indispensable complement to the technology your clients are trying to navigate.

Reflect this strategic shift in your sales and marketing Rocks. Stop selling transactional services and start selling comprehensive, human-led solutions. Ensure your sales team has the GWC™ to speak to enterprise buyers who value risk mitigation, custom integration, and long-term partnership over quick, cheap fixes.

By moving upmarket and aligning your team's energy around these high-value enterprise relationships, you protect your profit margins and build a defensible business model that cannot be easily disrupted by cheap automated competitors.