Cofounder & Partner

Video + Slides

<div><div style="left: 0; width: 100%; height: 0; position: relative; padding-bottom: 56.25%;"><iframe src="https://www.youtube.com/embed/Jh7-L-bMLCY?rel=0&amp;start=1730949494769" style="top: 0; left: 0; width: 100%; height: 100%; position: absolute; border: 0;" allowfullscreen="" scrolling="no" allow="accelerometer; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share;"></iframe></div></div><p><br></p><p>Anthony Pierri used his 20-min talk to challenge conventional wisdom about differentiation in B2B tech, arguing that many common tactics – like inventing product categories, leading with business outcomes, or slapping “AI” on everything – actually make companies blend in rather than stand out. Through real-world examples and frameworks, he broke down how true differentiation depends on market maturity and competitive context, offering a fresh perspective on how to actually stand out in crowded markets.</p><p>🌶️&nbsp;<strong>Pipin’ Hot Takeaways:</strong></p><ol><li data-list="ordered"><span class="ql-ui" contenteditable="false"></span>Your differentiation strategy should align with your market’s maturity – immature markets compete against things like manual processes and workarounds, while mature markets compete against established vendors</li><li data-list="ordered"><span class="ql-ui" contenteditable="false"></span>There are only two paths to differentiation in a crowded market: create real product/business model differentiation, or move to an underserved market segment</li><li data-list="ordered"><span class="ql-ui" contenteditable="false"></span>Though AI capabilities may be important for sales conversations, leading with AI is no longer a differentiator – it’s become table stakes that buyers are increasingly skeptical of</li></ol><p>🎤&nbsp;<strong>Mic Drop Moments:</strong></p><ol><li data-list="bullet"><span class="ql-ui" contenteditable="false"></span><strong>On Finding Your Market</strong>:&nbsp;<em>“Wait until your founder says ‘we’re so much more than [blank]’—whatever fills in that blank is what you actually are.”</em></li><li data-list="bullet"><span class="ql-ui" contenteditable="false"></span><strong>On Business Outcomes</strong>:&nbsp;<em>“Every marketer feels like they’re saying something really insightful and differentiated by leading with business outcomes, but the last 2,999 companies we worked with said the exact same thing.”</em></li><li data-list="bullet"><span class="ql-ui" contenteditable="false"></span><strong>On Mental Availability</strong>:&nbsp;<em>“Who gets remembered, gets purchased—simply the act of being remembered will make them get purchased, even if they’re not the best person for that exact job.”</em></li></ol><p><br></p><p>Session slides👇</p><div><div style="left: 0; width: 100%; height: 0; position: relative; padding-bottom: 129.4118%;"><iframe src="https://drive.google.com/file/d/18WkKmkuHgrsvjtNheA2aBQ6NGssGfg-o/preview?usp=embed_googleplus" style="top: 0; left: 0; width: 100%; height: 100%; position: absolute; border: 0;" allowfullscreen=""></iframe></div></div><p><br></p>

Learn from Anthony Pierri on what to do to differentiate in a crowded competitive market.

Learn why differentiation matters and what NOT to do

Join Anthony Pierri, Cofounder & Partner of Fletch as he breaks down the 3 reasons why differentiation matters and what NOT to do.

How to Differentiate in a Crowded Market

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How to Differentiate in a Crowded Market

Learn why differentiation matters and what NOT to do

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