Cohere figured out what most founders miss: winning big enterprise deals isn't about being the best—it's about being the only solution for one specific buyer's nightmare. While OpenAI and Anthropic talked general-purpose AI, Cohere went narrow and deep. They positioned as the only AI company that truly understands enterprise implementation complexity. In this episode, we break down exactly how Cohere built vertical authority through multi-buyer content strategy, case studies as sales tools, founder positioning, and strategic partnerships. They're closing larger deals than competitors with bigger marketing budgets. Here's why—and how to replicate it
Mistral didn't try to out-OpenAI OpenAI. They did something smarter, they positioned against it. While OpenAI built closed systems, Mistral owned independence and optionality: the enterprise fears OpenAI actively refuses to address. In this episode, we break down how Mistral became the credible alternative through open-source positioning, community credibility, and strategic funding announcements. We're talking GitHub visibility, developer evangelism, geopolitical angles, and how funding narratives become sales tools. If you're a Series A challenger competing against an incumbent, this is how you actually win.
OpenAI mastered something 90% of AI companies fail at: they made ChatGPT feel like the enterprise baseline before alternatives even existed. Sam Altman didn't just build a product—he built a narrative. In this episode, we break down how OpenAI controlled the entire enterprise conversation through strategic announcements, founder branding, and press relationships. We're talking timing, messaging, and the specific plays that made enterprises feel like they were falling behind. If you're positioning your product as essential infrastructure, this is the blueprint.
Anthropic did something most AI companies get wrong. They didn't compete on features or speed—they competed on what enterprises actually care about: trust. In this maiden episode, we break down exactly how Anthropic turned a technical framework into a sustainable competitive advantage in enterprise sales. We're talking founder positioning, content strategy, and the specific plays that shortened their sales cycles. If you're building enterprise credibility in a crowded market, this is what actually works.