Why B2B Buyers Are on the Day-One Shortlist
This episode breaks down the 95-5 rule, showing why only a small fraction of buyers are in-market at any given time and how smart B2B brands build memory structures with the rest. It also explores how shortlist formation, category entry points, and the right brand-versus-demand mix differ across SaaS, manufacturing, and defense tech.
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.