Watchtower Insight
Most technical founders don’t fail because their technology isn’t good enough. They struggle because translating deep technical innovation into commercial traction requires a different set of skills, language, and operating rhythms — ones that aren’t taught in engineering organizations.
In AI and semiconductor markets, this challenge is amplified. Buyers are highly technical, sales cycles are long, and the cost of getting positioning wrong is measured in quarters, not weeks.
Over the years, we’ve seen the same patterns repeat:
– Strong technology, unclear value framing
– Brilliant engineering, weak narrative
– Early interest, but stalled pipeline
The teams that break through don’t rely on generic sales playbooks. They invest early in technical credibility, precise positioning, and disciplined go-to-market execution — often before hiring a traditional sales team.
Watchtower Brief exists to explore these dynamics in detail: what works, what doesn’t, and how technical leaders can navigate complex markets with more clarity and confidence.
More to come.