The Bureau of
Standard Propaganda
Complicated Products, Difficult Buyers.
Go-to-Market Consulting for Deep Tech
Seed through Series B
Buying committees don't get paid for being right.They get punished for being wrong.
Your prospects keep choosing the incumbents — not because they're better, but because saying yes to you feels riskier.
Saying yes to you is a career risk. Saying yes to them is not. That decision gets made before anyone opens your datasheet.
I spent fifteen years engineering that perception — the positioning, the objection playbooks, the procurement barriers that kept new vendors out of enterprise accounts. I know every seam in it, because I built it.
Your product works.
Product alone doesn't build pipeline.
Pipeline comes from other people repeating you — in rooms you are not in, using words you did not write. Those conversations must feel organic, even though they're engineered.
Swipe a credit card · Self-serve signup · Free trial, viral loops · VP of Growth · Iterate on the funnel · Move fast, break things
Purchasing committee · Procurement officer · Security & compliance · IT blocks unsanctioned tools · CFO asks the budget line · VP wants three references
You are drowning in advice
that was never written for you.
The VCs telling you to run PLG built their portfolios on products a single engineer could buy with a credit card. You are selling a change to how a company does R&D. No engineer makes that call alone.
An enterprise cycle runs six months at best. Twelve is normal. Eighteen is not rare. Count backwards from your runway and you will find you have fewer attempts left than you thought.
First Principles
The foundations were solved
a hundred years ago.
Twelve precepts for deep tech founders selling to enterprise. The market. The position. The practice. Settled a century ago — ignored by almost everyone building today.
Read the Manuscript
→
Services
There is a buyer who would say yes today.
You have not met them yet.
Standard Propaganda is a fractional marketing department that makes your product easier to understand, trust, approve, and buy.
Doing it yourself costs you the product — the one job nobody can do for you. Hiring a full-time VP costs you the runway, and still buys direction without hands. It is the safe-looking decision, not the safe one. Direction and hands together, fractional. You buy the work, not the payroll.
Language
The words your champion uses to defend the choice when you are not in the room.
Evidence
The demonstration that either happened or it didn't — benchmarks, design partners, results published where they count.
Witness
The trade press, the analysts and the operators your buyer already trusts, saying it where they already look.
Machine
The inbound engine and the routing behind it, tuned to the people who have the problem today — not the people who are merely in your space.
That is the whole job.
Everything else is decoration.
This is what Standard Propaganda does: the old playbook, read carefully, applied precisely, translated to your category and your buyer.
15
years building
the wall you keep hitting.
Synopsys, Cadence, Altium. I wrote the requirements your buyer screens you against — then I changed sides.
2011–2024
· Synopsys · Cadence · Altium
I built the fortress
I wrote the positioning and built the procurement requirements these accounts used to screen new vendors out — the same barriers your deals are hitting now.
2024–2026
· Quilter AI
Then I defected
First marketing hire. Enterprise pipeline from zero to a signed Tier 1 automotive supplier. That deal drove the Series B.
2026
· Standard Propaganda
Now I get you in
The same moves, pointed the other way — the language, the evidence, the witnesses and the machine that get a challenger past a committee built to keep it out.
Start with a conversation.
Book a meeting
Thirty minutes, at a time you choose. No deck, no pitch.
Needs and fit
What you actually need, and whether I am the right person for it. Sometimes the answer is no.
A written analysis
Positioning, category risk, the moves to make next. Yours to keep, before any money changes hands.
A proposal
Scope, deliverables, fee — only if you want one. Nothing before this costs you anything.
The work begins
Week one is execution, not onboarding.
I work on a narrow problem, with a specific kind of founder, at a specific stage.
Seed through Series B. A technical product. An enterprise buyer with a purchasing committee, a procurement officer, and a security review.
Prosumer PLG. Developer swipe-and-go adoption. Post-Series B funnel optimization. Different stage, different work — and there is someone well suited to it who is not me.
Pre-Seed and Looking for Advice?
Advisory
Before there is a pipeline to build, there is a message to get right. Nothing you make gets built on a guess, and no question waits a week for an answer — you take it to someone who has done this before, the day it comes up.
Regular scheduled meetings, email and Slack in between, and the templates and guides for the stage you are actually at.
Book a meeting →A call if it is urgent. A letter if it is complicated.
Take an appointment.
Thirty minutes on your go-to-market: who you should be selling to, what to say to them, and where to reach them. Bring a deal that stalled and we will work on that one.
Or open a correspondence.
Two fields and a paragraph. The paragraph is the one that matters.
Received. It is in my inbox, not a queue.
That did not send. Try again, or write to dtb@standardpropaganda.com.