Episode #224:Brian Gilman, Chief Marketing Officer at ThetaRay, explains why AI has equalized claims and intensified a B2B trust gap. He shows how quickly getting into the room with C-suite buyers reframes discovery around business outcomes. He details why alignment across product, sales, and finance prevents roadmap drift. He closes with a practical lens for activating authentic customer voice.“As a buyer, I'm more likely to evaluate you as a vendor if you can better articulate what you're going to bring to my business above and beyond just technical specifications, and if your solution can help impact those inherent risks in the business, you provide significantly more value.” - Brian GilmanBrian shows how M&A rigor and an outcomes-first mindset help executives cut through AI-fueled sameness. He explains why quickly getting into the room with the C-suite re-centers discovery on measurable business value. He also highlights how cross-functional alignment protects roadmaps and accelerates adoption in complex deals.Follow Brian Gilman on LinkedInFollow host Steve MacDonald on LinkedIn

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