Regulated buyers trust peers and evidence more than vendor claims. So I earn trust first and turn it into revenue second.
Buyers now meet vendors through AI before they meet them in person. At the same time, every vendor claims AI: Gartner estimates only about 130 of the thousands selling "agentic AI" are genuine. For a bank or a government, that means more claims and less certainty. The vendors who win are the ones whose evidence holds up when the buyer, or the buyer's AI, checks.
Lead with something useful: original research, a peer forum, a readiness assessment. It reveals the buyer's real problem and creates the evidence that buyers and their AI tools will find.
For example, at Radware, bot-threat research cited by BBC and TechRadar made the company a go-to voice on bot fraud. At Merkle Science, RegWatch regulatory intelligence became the primary growth engine.
Shape positioning, packaging and pricing around what buyers reveal, so the product reads as the answer to their problem, not another AI claim.
For example, most recently at Mozn, a readiness assessment for new counter-fraud rules became a new revenue line.
Independent validation is what separates real capability from agent-washing, so analyst relations and peer advocacy are core to go-to-market.
For example, at Radware, Forrester made intent-based behaviour analysis a requirement in its Wave and named Bot Manager a Leader. Most recently at Mozn, the team earned Chartis AML & KYC Leader status and 25 analyst recognitions in 2026 so far.
Run one operating model across sales, marketing, product and pre-sales, back it with strong enablement, and use AI to make the team faster without lowering the bar on accuracy.
For example, most recently at Mozn, that engine supported 2.5× ARR growth in a single year.
The playbook has worked in cybersecurity, crypto compliance, financial crime and enterprise AI. Technology keeps changing. The buyer's need for evidence doesn't, and AI has only raised the bar.
Four stories from my career, with company names left out. Each shows the situation, what we did, what happened, and what I took from it.
This is one of my favourite stories from my career. Banks had one worried question, and answering it properly turned into a business of its own.
Many growing companies win deals through heroics: a brilliant salesperson, a founder stepping in, a deck rebuilt the night before. It works, until you need to do it a hundred times. We set out to make winning repeatable.
Regulated buyers are cautious by design. Before they trust a product, they want to trust the people behind it. Original research gave them a reason to.
Search is often treated as a side project. Planned properly, it became the main source of leads at three companies.
How automated bots exploited public fear during the COVID-19 infodemic, from amplifying misinformation to enabling fraud.
How sophisticated bots mimic human behaviour to evade detection and commit online fraud, and what that means for detection strategy.
Read on Radware →Engineering research proposing a bio-inspired queen bee algorithm for designing communication networks between robots.
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