Episode summary
How SNH ai applies AI to repetitive background screening work and how Ashley McManus markets it. Ashley shares her path through B2B tech startups, including Affectiva’s emotion AI work and its acquisition by Smart Eye, then breaks down what it looks like to build a marketing function from scratch at an early stage company. The conversation gets practical on going narrow with messaging, using account based marketing for a small addressable market, and staying aligned with sales through shared feedback loops and measurable outcomes. They close with what excites her about expanding into a new vertical and what concerns her about overreliance on AI.

Key takeaways
Narrow positioning makes marketing easier to execute and easier for buyers to understand, especially when you are tempted to market to everyone.

Digital employees are most compelling when they take on repetitive work with high turnover and low fulfillment, so people can focus on higher value work.

A marketing plan starts with company goals and measurable benchmarks, then tactics map back to those goals instead of chasing activity for its own sake.

Account based marketing becomes more effective when the target universe is small enough to identify, prioritize, and stay consistently present with.

Sales and marketing alignment improves when marketing regularly pulls real objections, questions, and deal context from sales, then turns it into enablement and content.

High reach content is more useful when it becomes a lead capture path, such as turning a strong post into a webinar, registration flow, and follow up sequence.

Timeline
Early
00:00:00 Introduction and Ashley’s role at SNH ai
00:01:00 Career background, Affectiva, and the Smart Eye acquisition
00:03:00 What “digital employees” mean for background screening workflows
00:05:30 Why going narrow and deep beats messaging for everyone

Middle
00:08:00 Building a marketing plan from scratch at an early stage startup
00:10:30 Using company goals and benchmarks to set priorities
00:13:00 Measuring impact without hiding behind vanity metrics
00:14:30 Working closely with sales to improve messaging and enablement

Late
00:17:00 Helping other businesses by teaching strategy and tightening attribution
00:19:00 Turning high impression content into webinars and lead capture
00:22:00 Managing priority drift with quarterly look backs and stakeholder alignment
00:25:00 Looking ahead to 2026 expansion into automotive and new audiences
00:27:00 Concerns about overdependence on AI and losing critical thinking
00:30:00 Wrap up and how to find the company