Go-to-market: show it in the buyer's own world, then sell what they ask for
The method
Dinis, in the plan for the summit: "create an asset, put it on a website, send a link" (Web Summit 2026, the plan, 26 October 2026). And from the strategy conversation of 1 November: the unlock is a real example in the other person's world, "here is what you do, here is what RiskMandate does for you" (the brief).
- Make something about them. A sourced page, a map of their ecosystem, an analysis of their business through RiskMandate. Public facts only.
- Send a link. A person sends it, from their own address.
- Listen. The best sign is a request for a change. On 6 November Algarve Evolution did exactly that (the story).
- Ask for their wish list. A prompt for their own AI interviews them and writes the list of what they would want built (PrompTugal.news's wish-list prompt). It also shows them the agentic team at work.
- Sell what they asked for, with a fixed scope; turn it into a package on the seventh ask (how we make money).
The channels
| Channel | How it works | Now |
|---|---|---|
| Web Summit Lisbon, 9 to 12 November 2026 | the team meets people with cards, shirts and a QR code; every conversation becomes an analysis within the hour; our stand day is 12 November | under way (the plan) |
| PrompTugal.news | the newsroom makes pages about companies and organisations; the page is the introduction | live (promptugal.news) |
| Introducers and ecosystems | associations and networks that connect many companies, starting in the Algarve | first conversation, with Algarve Evolution (the page for them) |
| Partners who sell with us | professional-services firms on the team sell packs that our agents help deliver | three partners named by Dinis; their offers are theirs to write (the map, below) |
| Writing in the open | Dinis's articles on newsroom.sgit.ai and the sites themselves | continuous |
Commercialisation
- Fixed scope, fixed price, a change policy, so a buyer never meets a surprise.
- Payment links for menu items, invoices for named jobs; a person sends both (the monetisation map).
- Usage first, then the sale (the plan); and Dinis's test, "price it, then give it away": if people will not take it free, the price is not the problem (Price it, then give it away, 2 October 2026).
- Not too soon. "If we try to sell them RiskMandate too soon, they're gonna go no" (the stand-up of 5 November, as the map quotes it): we start with what they asked for.
What we will measure
Not revenue forecasts. What we will report, as it happens: who asked for a change, who asked for more, the asks by kind (the rule of seven's ledger), what was sold, and what it taught us.