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Selling AI: Understanding the Four Key Buyer Personas
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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.
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