Marketers of Technology
00:10:26 · Andres Figuera, Jason Alafgani
[00:10:26] S1: I can't imagine why events would be like a really good sweet spot for you to obtain clients and people to actually get to know and trust you guys because the nature of the industry, I feel it's very orthodox in a certain manner or very traditional. So you gotta go and shake people's hands, look them in the eye and say like, hey, we're here to help you and this is how we can help, but not just a regular email, think, would do it. [00:10:48] S0: Totally. And I think with with AI, I mean, as we're like kind of what we're talking about, if it gets easier and easier to do things, then competition is going to keep doing these things. And as a result, you have to differentiate yourself. And, you know, if everyone can send the right email, you know, worded person... You know, people love to say personalized email, even though, like, AI is sending tens of thousands of these personalized emails. But doing the things that others can't do or others won't do is certainly always critical. And events is one of those things where you can only fit so many people into a conference at once. [00:11:24] S1: Oh yeah, I imagine. And now that you mentioned that, like when you said the word competition, that reminded me of something else that I wanted to ask, and that is, do you feel that you guys are in a very saturated market? Like, do you have to compete with many companies that are also offering the same thing to these law firms and wealth management funds?
00:11:24 · Andres Figuera, Jason Alafgani
[00:11:24] S1: Oh yeah, I imagine. And now that you mentioned that, like when you said the word competition, that reminded me of something else that I wanted to ask, and that is, do you feel that you guys are in a very saturated market? Like, do you have to compete with many companies that are also offering the same thing to these law firms and wealth management funds? [00:11:40] S0: I think initially, initially I would say no. I think, we are sort of a novel approach. And I've heard this metaphor be used before for startups, and that's that everyone is flying like a little Cessna plane and they're going to wherever their destination is. And the odds of you hitting another Cessna plane going into a similar space is tiny, right? There's so much airspace. But the hard part is now with AI, everyone can build everything. And as a result, a lot of players that would have been in their own space and would have stuck to that space and been focused on that space are now being pushed by their investors, their boards, their leaders to be more AI and do more things. So what's funny is it's almost like there's less competition from, We don't feel there's competition from other startups per se, but there are... There is competition with other players in the market that are like just in that same space and are looking to expand their, you know, product portfolio to new things.
00:11:40 · Jason Alafgani, Andres Figuera
[00:11:40] S0: I think initially, initially I would say no. I think, we are sort of a novel approach. And I've heard this metaphor be used before for startups, and that's that everyone is flying like a little Cessna plane and they're going to wherever their destination is. And the odds of you hitting another Cessna plane going into a similar space is tiny, right? There's so much airspace. But the hard part is now with AI, everyone can build everything. And as a result, a lot of players that would have been in their own space and would have stuck to that space and been focused on that space are now being pushed by their investors, their boards, their leaders to be more AI and do more things. So what's funny is it's almost like there's less competition from, We don't feel there's competition from other startups per se, but there are... There is competition with other players in the market that are like just in that same space and are looking to expand their, you know, product portfolio to new things. [00:12:32] S1: Okay. And how do you make sure you place yourself as an authority in the market and have and make sure that you come like that you're first in mind whenever a potential client is thinking about using a service like yours?
00:12:32 · Andres Figuera, Jason Alafgani
[00:12:32] S1: Okay. And how do you make sure you place yourself as an authority in the market and have and make sure that you come like that you're first in mind whenever a potential client is thinking about using a service like yours? [00:12:44] S0: It's just get it, I think there's there's not like a silver bullet, it's just sort of a constant effort of getting people interested, getting them down the funnel, getting them into conversations. And once people are in conversations and they can ask questions of you, that's when they can really start to see the nuances of different platforms, right? Everyone can build everything, but they choose to build everything differently. But then you start to like, people will start to understand the differences in vision and things like that. But just from like a website perspective, it's very hard. And you know, everyone says AI and you know, someone reads, you know, a buyer reads 10 websites, all kinds of different things, but to them it all feels kind of the same. They're not like, you know, people themselves are not like AI. We don't like have perfect recall of every single word and every single token, right? So, yeah, you hear, like, people... I I I... In my own head, I don't know where I learned this rule of thumb. It's like people remember 30% of what they see, of what they read. So you kinda just have to hope that they remember the right 30% enough to hop on a call.
00:13:47 · Andres Figuera, Jason Alafgani
[00:13:47] S1: I get that, man. I get that. And when you were mentioning, like, strategies that have really worked well for you, you mentioned, like, events, outbound, and SEO. But have you then tried to be... Since you're an AI company, have you tried to appear in the, like, example, in the new Google search, which actually is Gemini when you speak to them in AI? Like, are you working on the AI EO, I believe it's what they're calling it? [00:14:10] S0: Totally. Yeah. I've seen the different people are, like, trying to make it a new thing, like AEO or, like, Answer Engine Optimization. I've seen, like, GEO before. I can't remember what the g stands for. [00:14:21] S1: I've heard I've heard, like, 10 different acronyms for it. [00:14:24] S0: Totally. And I view them as like... It's sort of... I view it more as an evolution of SEO. So so yes. Absolutely. I'm I'm optimizing for the way that, you know, answer engines are looking for things. Most namely, in the past, like, say that you make a blog post, there's, like, you know, the headline and the subtitle or even a subtitle and there's a little blurb underneath. In the past, you may have optimized those things more towards, having a hook, like attracting a human reader to like really be interested in continuing down the page. While now more than ever, think just like simple clarity distillation upfront is more important because that's where the answer engines are going to pull their thing from. So yeah, it's definitely changed how exactly the details of how these pages materialize for sure. But thinking about both, yeah.
00:14:24 · Jason Alafgani, Andres Figuera
[00:14:24] S0: Totally. And I view them as like... It's sort of... I view it more as an evolution of SEO. So so yes. Absolutely. I'm I'm optimizing for the way that, you know, answer engines are looking for things. Most namely, in the past, like, say that you make a blog post, there's, like, you know, the headline and the subtitle or even a subtitle and there's a little blurb underneath. In the past, you may have optimized those things more towards, having a hook, like attracting a human reader to like really be interested in continuing down the page. While now more than ever, think just like simple clarity distillation upfront is more important because that's where the answer engines are going to pull their thing from. So yeah, it's definitely changed how exactly the details of how these pages materialize for sure. But thinking about both, yeah. [00:15:14] S1: The other day I was actually speaking to another guest on the show and their view of the AEO or AIEO optimization was that whenever we're writing blog posts now, you can't have a paragraph that says, well, as we said before, this is how the results for this strategy or whatever comes up, but you need to make each paragraph standalone by itself because the AI doesn't take the whole article, it'll take certain parts of it, and you just gotta make sure that whoever reads it, when the AI spits it out to them, it's completely... They don't need the context of the whole blog, but that they just understand that small part.