AI buyer shift Do What Works targets B2B firms adapting to AI-driven research where buyers use AI to generate vendor shortlists. This signals a sales opportunity to offer diagnostics and messaging optimization that align with AI discovery rather than traditional SEO.

Diagnostic service Their AI Shortlist Audit and free monthly workshops position them for upsell into broader strategic advisory or implementation partnerships, particularly with internal teams or existing agencies seeking to improve AI discoverability.

Target market fit Customer profile focuses on $2-20M ARR B2B companies. This niche can be explored for scalable engagements, recurring revenue through workshops, and potential retainer-based advisory around AI-enabled demand generation.

Low overlap offering No implementation services offered, creating a gap for potential partnerships with marketing automation, content strategy, and AI enablement firms to deliver end-to-end solutions while Do What Works remains the diagnoser and strategist.

Competitive positioning Founder Dave Lee’s background with Toyota, Deloitte, and HubSpot-aligned expertise can be leveraged to differentiate through credibility, case-based thinking, and a clear value proposition around AI-driven buyer behavior.