The Dave Gerhardt Show (from Exit Five)

Build a Better B2B Growth Engine with Uzair Dada from Iron Horse

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#352 | Dave sits down with Uzair Dada, CEO of Iron Horse, to talk about why most B2B companies are overcomplicating their marketing and what to do instead. Uzair breaks down his three-part growth framework — get discovered, get chosen, close — and explains why most companies are wasting the majority of their ad budget targeting the wrong audience entirely. He also gets into how to actually show up in AI search, why brand vs. demand is a false choice marketers invented to argue about, and how he blocks every Friday afternoon to build with AI. Then they get into what AI adoption really looks like inside enterprise companies, and why taste and judgment are becoming the only true differentiators left.


Check out Webflow's free AEO assessment here.

Timestamps

  • (00:00) - - Intro
  • (03:17) - - Running the same agency for 26 years and why AI makes it exciting again
  • (06:19) - - Why Uzair blocks Friday afternoons from 2-7 to build with AI
  • (11:13) - - How a personal prep tool became a company-wide account dossier app
  • (15:34) - - The leadership meeting habit that drove AI adoption across the org
  • (17:35) - - Are marketers going away? The case for taste and judgment
  • (25:02) - - Why brand vs. demand is a false choice
  • (26:29) - - Get discovered, get chosen, close: a simpler B2B growth framework
  • (28:03) - - The company targeting a million people when their real audience was 20,000
  • (34:52) - - The real bottleneck to AI in enterprise isn't the tech, it's governance
  • (41:46) - - AEO: start with your Gong call transcripts, not a new tool
  • (44:28) - - Why the second query matters more than the first in AI search
    • ...more
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