Definition
Two-pronged sales motion
Suki's structure of selling the reference app to health systems while licensing the underlying platform to other healthcare technology companies.
From the episode “Healthcare's AI Operating System | AI Won't Replace Your Doctor. Here's What It Will Do Instead.”Hear it on the podcast1 episode
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Related terms in Growth, Sales & Marketing
TribeA close community connected by shared moments and meaning.Trojan Horse StrategyA go-to-market approach where a company enters through a smaller, accessible institution — such as nursing schools — to eventually reach the larger, harder-to-penetrate end market, such as health systems.Trust BrokeringThe practice of building credibility with an audience through radical transparency, personal accountability, and consistent human presence — increasingly rare and valuable as AI-generated content floods every channel.Try before you buyWearing or visually previewing items before purchasing.UA (user acquisition)The paid and organic motion of getting new users. Dan reframes M&A as a UA channel.UGCUser-generated content, often expanding or modifying an existing IP.Usage-Based PricingA billing model where customers pay for what they actually consume rather than a flat subscription fee, calculated per API call, per token, per query, or per unit of output. Mitchell Jones frames usage-based pricing as the natural fit for agentic workloads: an AI agent's consumption is variable and event-driven, not predictable enough for a subscription commitment. The model also changes adoption dynamics — usage-based products have no upfront friction, which lowers conversion barriers for agent-to-service transactions where no human is making a purchase decision.Utilization rateHow often inventory is actually rented, used to decide what to stock.