Wedge Strategy
Definition
SDR / call-center voice agent is the wedge — the painful, measurable, time-bound first product that creates a beachhead in the mid-market B2B segment. global-maximum is the broader market story Harmony expands into from that beachhead. Both narratives coexist: one sells the first deal, the other sells the platform.
Related decisions
- DEC-004 — Global Maximum north star, SDR wedge entry point
- DEC-006 — SDR agent ships July 1, 2026
- DEC-013 — “Self-learning revenue voice agent” is the wedge messaging
- DEC-014 — First ICP for the wedge: mid-market B2B with Salesforce/HubSpot + ideally Gong
- DEC-016 — Second vector (marketing connectors) added to validate cross-funnel intelligence even in wedge phase
Sources
- offsite-2026-04-14 — established
- vision-2026-04-15 — sharpened against Nadav’s “no Harmony without two vectors” pressure
- Inspiration: Lenny’s Newsletter — Wedge (referenced by team in WhatsApp 2026-04-19)
Related entities
- saar-arbel, nizan-shifman, vitali — primary owners of the strategy
- nadav-greenberg — challenged whether SDR alone differentiates enough → drove DEC-016
- rachel-rembrandt — interview reinforced SDR/AM as a real workflow surface (WhatsApp insight: “SDR/AM as the wedge, Harmony as the larger market”)
Related concepts
- self-learning-voice-agent — the wedge product itself
- global-maximum — the broader market story
- touch-onboarding — the GTM motion that fits the wedge
- revenue-platform — the positioning that bridges wedge to platform
- marketing-connectors — the second vector that proves cross-funnel value during wedge phase
Tension
Nadav: SDR alone is too narrow — “no Harmony without at least two vectors”. Vitali / capacity constraint: 14 engineers can’t spread thin. Resolution: SDR primary + lightweight marketing connectors secondary, with brain orchestration as the unifying investment.