Day one of the convention felt discouraging, honestly. But the conversations kept stacking up over the next few days, and by the end I had a much sharper read on who the real customer was. OEMs, end users, AI companies, they all need a genuinely different pitch.
So instead of building one long pitch deck, I took the actual questions prospects asked us at the convention and turned them into a website FAQ, built to get indexed by search engines and AI models, paired with a short one pager instead of a full presentation.
The goal was never answering an objection once over email. It was becoming the source an AI model points to when somebody later asks 'who does this.' An FAQ backed by named ties to established researchers in the field builds real third party credibility, instead of me having the same sales conversation over and over.
We planned four to five targeted one pagers by vertical. Before writing any of them we ranked the buyer segments and built one per segment in ranked order, each on that buyer's own problem and only confirmed measurements. The reader is a PhD engineer who discounts a whole document over one soft number, and copy aimed at the room in general burns the warm leads. They shipped in August, and outreach stopped depending on a single introduction. A new lead also came right out of those same conversations, a space company interested in fluid mapping for low gravity manufacturing.
Every question a prospect asks you out loud is free content for the place they're going to ask an AI the same question later.
I listened to what real people actually asked instead of guessing what they wanted to hear, and let their own questions become the content.