"Product-led or sales-led? When I think about vendors in our industry that have endured versus those that quietly vanished, one pattern stands out. The durable ones were product-led. They did not rush to build a sales team before the product was excellent. They were obsessive about getting feedback from customers, and they were disciplined about building what would be valuable for the most people rather than chasing every one-off feature that could close a deal."
"For a short window in the early 2010s, it was everywhere - until it was gone. Now, it's mostly remembered as one of those "What were we doing?" internet moments. And don't get me started on flash mobs. Creators emerged around the same time, and you might have thought they would fade as well. Everyone had access to a camera and an upload button, so it was easy to imagine that the idea of a lasting creator class would evaporate."
Viral trends can vanish while parallel movements can become lasting infrastructure, as seen with early internet stunts versus the creator economy. AI vendors face a similar crossroads where some offerings will be fleeting and others foundational. Durable vendors tend to be product-led, prioritizing product excellence, disciplined feature selection, and obsessive customer feedback. Durable vendors also invest in educating customers about the broader ecosystem. Vendors that fade often rush sales, focus narrowly on closing deals, and minimize ecosystem context. Differences between product-led and sales-led approaches become apparent quickly in introductory vendor meetings and interactions.
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