Liability Is the Moat [20]

Show notes

When demos commoditize and AI-first competitors look better on paper, what wins deals? Nate makes the case that accountability is now the durable moat — and explains how SE leaders need to retrain teams to sell it.

What Nate and Ava discuss

• Why auditors, lawyers, and tax advisors still get paid in an LLM world
• The CFO question that ends most AI-first vendor pitches: "if the model is wrong, who pays?"
• Why accountability can't be demoed — but it can be told
• Where to find the stories that aren't in your sales library yet

The move

This week, pull your team's last ten customer reference stories. Read each one with a single question — "is this about features delivered, or outcomes owned?" The ratio tells you exactly where to invest in training and content this quarter.

🔗 Resources & Links: paths.to/presales

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