Go-to-Market für KI: Wie du AI-Produkte wirklich verkaufst
KI Köpfe · May 2026 · German · 59 min
(Episode #40)
How to really sell AI products.
Go-to-market in practice: ICP, network-led sales and greenfield markets. With Dr. Paul Elvers.
What go-to-market actually means in practice, and how you sell AI products that didn't exist a few years ago, from ICP to network-led sales to greenfield markets.
Plenty of teams can build AI. Far fewer can sell it. In this KI KÖPFE episode, host Dr. Paul Elvers and I get concrete about turning an AI product into a real business: ideal customer profile, network-led sales, and greenfield markets in financial services.
The through-line is the same one I work on with founders: distribution has to be built with the same care as the product, and the first months are about listening and sharpening the ICP rather than chasing growth.
Topics
- Building go-to-market from zero at Taktile as the first commercial hire
- Why the first months are listening, learning and sharpening the ICP, not blind growth
- Cold outreach declining, and network, referrals and in-person events gaining weight
- How selling AI differs from classic SaaS: proof of value, ROI, multiple stakeholders, long cycles
- Greenfield markets: categories where no solution existed before
- Career advice: experience best-in-class once, then take the risk earlier
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