A dynamic I'm noticing shift: potential customers who previously needed convincing are now building their own solutions.
A few months into watching coding agents mature, I've noticed something unexpected. The "champion" problem — that person at a company who loves your product enough to fight internal battles for it — is getting both easier and harder. CEOs and CTOs who previously couldn't evaluate technical decisions are now shipping real software. They understand tradeoffs viscerally, not just conceptually.
This means they're better partners when they adopt something external. But it also means they're more skeptical. They know what a weekend project can accomplish. When I talk to founders struggling with enterprise sales, I wonder if the dynamic is already shifting. The executive who codes doesn't need as much hand-holding — and they might not need you at all if the problem fits a coding agent workflow.
Anyone else noticing this? How are you thinking about the competitive landscape when your buyer can build alternatives themselves?
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