Two tiers. Qualify, then work the deal.
The Targeting Foundation answers who. The three-by-three runs how. Both execute on AI.
Two tiers. The Targeting Foundation qualifies who the seller is selling to — ICP, GTM, stakeholders. The three-by-three operational doctrine runs the deal once the target is qualified: buyer movements across the top, sales principles beneath, AI innovations beneath those.
The 3×3 always assumed a qualified target. The two-tier architecture makes that assumption explicit. Every operational protocol — thesis generation, scoring, coaching, disqualification — now verifies the target before it fires.
The three operational layers run in parallel, not sequence. That’s where the compression comes from. Older methodologies put a stage gate at every transition. FDS produces continuous artifact output: theses, value provocations, stakeholder profiles, deal scores. Each artifact moves the account through movements without a meeting to do it.
The Targeting Foundation
ICP. GTM. Stakeholders. The qualification layer that runs before any operational protocol fires.
Read →Awareness, Familiarity, Value
The three states a buyer occupies. The transitions between them are where deals close or die. Compress movements. Do not skip them.
Read →Make it easy. Let them see. Show, don't tell.
Three principles that run inside every movement. Each one lowers the cost of a buyer decision. Each one replaces description with demonstration.
Read →Know more. Hyper-personalize. Demonstrate.
What AI does inside the doctrine: the five-layer Context Stack, the value provocation, the generated artifact the buyer reads in sixty seconds.
Read →The Ethics Constraint Layer
Hard-coded rules every agent passes through. Three lights — red, yellow, green. The Pride Test as the final filter. Trust compounds. Surveillance corrodes.
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