Most AI companies think they have a positioning problem. They don't. They have a translation problem.
In this episode of Spotlight on B2B Marketing, host Karen Lloyd is joined by Stephen Christou, a B2B marketing leader with experience across HPE, TIBCO, and Cohesity, who has spent the last year building a repeatable demand engine inside an early-stage AI company.
From navigating the AI adoption gap to rethinking how buyers discover products, Stephen shares what he learned on the ground about why buyers stall and what marketing can do about it.
What You'll Learn in This Episode:
✔️ Why the AI adoption gap is the defining challenge for B2B marketers right now
✔️ How to turn complex AI capability into narratives buyers can actually absorb
✔️ Why broad transformational positioning is losing deals and what to do instead
✔️ How AI SEO is changing the way buyers discover products
✔️ Why your ICP is your anchor when the market is changing weekly
✔️ How to help buyers make the internal case upward to budget holders
✔️ The difference between AI that transforms organisations and AI that augments individuals
✔️ What senior marketers need to focus on to stay commercially relevant
Whether you're marketing an AI product and trying to cut through the noise, or a business leader trying to understand why buyers keep stalling, this episode is essential listening.
Connect with Stephen: linkedin.com/in/stephenchristou
About the Host:
Karen Lloyd is the host of Spotlight on B2B Tech Marketing and Managing Director of Armstrong Lloyd, a specialist sales and marketing headhunting firm. To discuss your hiring needs or the current market, contact Karen at karen@armstronglloyd.co.uk
Connect on LinkedIn: linkedin.com/in/lloydkaren/
Brought to you by Armstrong Lloyd - your go-to solution for recruiting marketing, sales, and business leaders in B2B.
Want to know more?
Discover more at armstronglloyd.co.uk
