ABOUT THIS EPISODE
Your team is proud of how the product works. Your buyers might be tuning it out.
Matt Darrow, co-founder and CEO of Vivun, learned that the hard way. His team built a sales reasoning model they say beats the frontier labs at a tenth of the cost. Buyers shrugged. Then they stopped explaining the tech and started talking about what it made possible: expertise, live, on the calls where deals are won or lost.
Before Vivun, Matt helped build Zuora's global pre-sales org through IPO, then rebuilt a product line's value proposition and doubled its ARR. When AI reshaped his market, he took his board a plan to start over and relaunched with Hiro, an AI sales teammate.
Karl and Matt get into the label that pushed away users and buyers at the same time, why a new value prop needs its own name instead of a rebrand, why selling your old and new product together splits your company in two, and how pricing can teach buyers what to value.
If you're pitching something new to a market that remembers the old you, this one is worth your time.
Connect with Matt on LinkedIn https://www.linkedin.com/in/matthewdarrow/) and learn more at vivun.com.
This episode is sponsored by Docket. Like Matt's point about value getting decided in the moment, Docket talks to your website visitors in real time, qualifies them in the conversation, and books meetings with full context. Visit docket.io and mention the show for a special rate.
