A MANIFESTO
Humanized, Collaborative Growth in the AI Era
For 25 years, we've reduced human beings to database records. That era is over.
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From the industrial age of mechanical processing
A data model that taught organizations to treat people as database records to be "converted"
Layered artificial stages on top: MQL, SQL, SAL. Codified mechanical processing.
Nurture sequences, scoring systems, attribution nightmares—all assuming isolated progression.
The entire framework assumed people would research independently and in isolation.
"Show me how you talk about people, and I'll show you how you treat them."
People NEVER research alone anymore.
All without ever entering your "funnel."
People research independently, progress through stages alone, and signal readiness through forms and demos.
Conversion is the natural outcome of collaborative exploration with intelligent entities. If you're not one of them, you're invisible.
We prospect for customers. They are our "prospects"—potential opportunities we search for, qualify, and pursue.
"We're hunting for leads"
THEY are prospecting for VALUE. We want to be the gold nugget they discover after sifting through noise.
"We're being discovered by researchers"
They are the:
Prospectors
Actively searching, evaluating, filtering
We are the:
Prospects
The valuable resource being sought
Clinical terminology strips away humanity and reduces genuine interest to potential transactions.
Growth happens through present-time relationship development, not asynchronous tracking.
Natural human interest generates signals. We respond to authentic indicators, not mechanical points.
People progress naturally when genuine value emerges. We support their journey, not manufacture advancement.
Eight stages of authentic human progression
"I am learning!" — Anonymous discovery, signal recognition.
"I am researching!" — Active investigation, collaborative exploration.
"I am buying!" — Authentic readiness, timing respect.
"Building conviction!" — Internal champion, stakeholder enablement.
"Creating value!" — Active implementation, momentum preservation.
"Realizing value!" — Optimization, real relationship signals.
"Telling others!" — Natural referral, trust multiplication.
"Raving fan!" — Industry leadership, methodology co-creation.
Nobody says "I'm an MQL". They DO say "I'm researching" or "I need expert guidance."
Value creation happens through collaboration, not isolation
THE VISION
Let's create one worthy of the humans we serve.