Positioning GTM Consultancy
Arcanian's buyer belief profile, with one belief to shift per ICP
Dogfooding AOS, Arcanian mapped two buyer ICPs plus a qualifying overlay, separating beliefs that help the sale from those that block it, and isolating the single highest-leverage belief to shift for each.
70%
confidence
01 Ground
Arcanian needed to understand what its two buyer types believe, fear, and want — and specifically which belief, if changed, would most unblock the sale for each.
- Two ICPs plus an 'AI-Disappointed Upgrader' overlay, each with functional/emotional/social JTBD, fears grounded in named trigger events, and a help-vs-block belief table skill run output 75% confident
02 Decide
For each ICP, name one highest-leverage belief to shift — for the agency buyer, 'we'll build the methodology ourselves eventually'; for the in-house leader, 'this is just another AI tool' — and prescribe a proof move (show a populated workspace rather than argue the distinction).
What this might get wrongProfile is derived from the existing brand and offer files rather than fresh buyer interviews; beliefs are evidence-linked to those documents, not to primary research.