Sean Campbell: Navigating the 'Age of Narrow' in B2B Tech

Sean Campbell is a revered figure in the B2B technology landscape, embodying a rich blend of expertise, mentorship, and a clear-eyed understanding of market dynamics. As the CEO and Founder of Cascade Insights, with over 17 years under his belt, Sean has been at the forefront in delivering strategic insights and actionable intelligence to a broad spectrum of players in the tech industry, ranging from budding startups to established tech giants. Our discourse delved into his conceptual framework of the "Age of Narrow," a term he coined to advocate for transparency and explicit communication of a company’s competencies and constraints to the market, aimed at building a foundation of trust with prospective clients. A crucial part of our discussion circled around the notion of engendering trust through a candid representation of one's business capabilities. Sean eloquently stated, "I would say that what you will find if you embrace the age of Narrow... you're going to create trust. Because the one thing I believe people wonder about when they listen to or engage with any piece of content is they're wondering kind of what its limits are or what its boundaries are." His insights highlight the imperative of navigating the skepticism prevalent in today’s marketing and sales communications. Sean’s passion extends beyond the boardroom into the classroom, where he has mentored and educated business professionals. His teaching stint at Willamette University, coupled with his co-authored eBook on maximizing web resources, showcases his dedication to fostering a culture of continuous learning and actionable intelligence. He shares, "I ultimately want these people to excel in their own areas and domains, to be way better than anything I could ever hope to be." This nurturing perspective underscores his commitment to advancing a growth-oriented culture within and beyond his professional sphere. The episode is a treasure trove of Sean's accumulated wisdom on fostering a culture of transparency, the virtue of being an educator in the business realm, and strategically navigating the ever-evolving tech landscape. Sean’s narrative underscores the importance of honest communication and educational leadership in cultivating trust and propelling forward in the B2B tech domain.