GrowthLoop
The GrowthLoop Podcast is your go-to resource for strategies, insights, and stories to help you fuel sustainable growth for your business and personal career. Whether you're a startup looking to scale or an established company seeking new avenues for expansion, our mission is to provide you with actionable tips and inspiration to propel your growth journey forward. We will dive into the GrowthLoop framework and feature expert interviews, case studies, and actionable advice to help you unlock the full potential of organic growth.
GrowthLoop
Selling AI: Understanding the Four Key Buyer Personas
Selling AI solutions and other innovative technologies isn’t just about showcasing a groundbreaking product—it’s about aligning with the right stakeholders and addressing their distinct motivations. In this episode of GrowthLoop, hosts Corey and Tish sit down with Harry Powell, SVP of Data & AI at Endava, to break down the four essential buyer personas influencing AI adoption:
- Business Executives – Focused on outcomes and ROI
- Analysts – Driven by meaning and insights
- Engineers – Concerned with data movement and reliability
- IT Managers – Focused on risk, security, and process stability
Harry shares how simplifying persona targeting can streamline go-to-market strategies, reduce friction in AI adoption, and improve long-term customer engagement. The conversation explores how to overcome resistance from risk-averse stakeholders, the role of experimentation in AI implementation, and the importance of crafting the right message for the right audience.
Along the way, the discussion takes a fun detour into AI-powered PowerPoint generation, the risks of chasing “shiny object” trends, and Harry’s personal take on the perfect gin and tonic ratio.
If you’re in sales, marketing, or leading an AI-driven transformation, this episode will help you refine your approach to selling AI by focusing on what truly matters to each decision-maker.