Agentic AI specifically is changing the role of human participants to a supervisory function in software by transitioning workflows to agents that can autonomously identify an objective, break down tasks, and take action. When a single user can generate 10X the output, or when agents and automation, which are zero users, can generate 100X the output, they create value independently of the user.

When segmentation is too broad, positioning becomes abstract because you can’t be specific about what you are, and more importantly, what you are not. This leads buyers to clarify your position for themselves and bundle you in with similar solutions they’re familiar with, resulting in a loss of control over the market narrative.

When it’s right, sales cycles shorten, win rates improve, and marketing becomes more efficient. When it’s wrong, everything becomes more difficult, and the instinct is to fix execution with more campaigns, more content, and more channels. In reality, no amount of execution can fully compensate for weak positioning.