The board will ask AI. The deck is not enough.
They are not comparing slide decks. They are choosing which answer AI will repeat.
They are not shopping vendors. They are choosing which answer AI will repeat.
Who is deciding
A CMO, feeling overwhelmed and skeptical of technical jargon.
What they are weighing
Pick the story AI will tell—not the vendor with the smoothest demo.
The CMO has heard every vendor promise. The fonts change. The plot does not.
Right now: A planning week when three vendors pitch AI visibility—and buyers are already asking models who to trust.. And the thread is already moving without them.
The story in the deck and the story in the model are not the same story.
They have to choose before the category answer hardens before the category answer hardens around a competitor.
If you wait for the deck to convince the room, who do you think already answered in the thread?
Heft runs the moment where buyers ask, so you see recommendation—not just mentions.