The Agentic Persona Model

Why the personas you're using no longer work

In a world where humans and AI now co-lead revenue, old personas explain
what buyers do - not who they're becoming.
This is not a persona library. This is a mirror.
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Personas are stuck in 2010.
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They describe roles, not identity shifts.
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They explain what buyers do, not what is evolving around them.

They collapse transformation into demographics.
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We need a new model.
AGENTIC ERA

We are in the Agentic Era.

Leaders now manage two incompatible operating systems - simultaneously.
Humans
Emotional
Nonlinear
Meaning-driven
AI Agents
Fast
Consistent
Emotionless
No persona model captures this tension.
Until now.
OLD PERSONA

Old Persona Thinking

"Tell me their:"
Role
KPIs
Objections
Pains
Tools
This isn't a persona. It's a LinkedIn profile disguised as strategy.

A Persona is an Identity Transition.

Not:
Who they are
But:
  • Who they can become
  • What world they're moving from
  • What world they want to enter
  • What is blocking the transition
  • What the new category enables
Five layers

The 5 Layers of an Agentic Persona

LAYER 1
System Environment
What forces shape their behavior?
Organizational physics, emotional load, Al acceleration - the invisible currents that determine what's possible.
Layer 2
Capacity Deficit
What are they unable to achieve under old-world constraints?
The gap between what they're asked to deliver and what their current system allows.
LAYER 3
Identity Tension
Who is collapsing? Who is emerging?
The friction between who they've been and who they must become. This is where transformation lives.
LAYER 1
Activation Unlock
What catalytic ability does your category enable?
The specific capability that bridges the identity gap — not a feature, but a new way of operating.
LAYER 5
System Environment
What happens if they evolve... or don't?
The stakes of transition. What they gain by moving forward. What they lose by standing still.
IDENTITY TRANSITION

Recognition Moments

See how familiar roles reveal deeper identity transitions.

CRO

See the identity transition
Old Thinking
Runs forecast
Owns revenue
Wants predictability
Hates surprises
Uses dashboards
Agentic Reality

System

Drowning in incoherence, emotional noise, GTM fragmentation

Deficit

Cannot create capacity without burning people

Tension

Operator → Architect

Unlock

Revenue Capacity Design

Legacy CROs fade. Architects rise.

Reps

See the identity transition
Old Thinking
Needs pipeline
Wants clarity
Struggles to prep
Hates admin
Agentic Reality

System

Cognitive overload, emotional exhaustion, AI pressure

Deficit

Cannot scale prep beyond human limits

Tension

Performer → Agentic Operator

Unlock

Context Intelligence

Agentic reps will 10x outperform traditional ones.

RevOps

See the identity transition
Old Thinking
Fix processes
Create dashboards
Maintain CRM
Agentic Reality

System

Duct-taped workflows, AI noise, cross-functional chaos

Deficit

Cannot orchestrate systems at AI speed

Tension

Process Owner → System Architect

Unlock

Activation Orchestration

RevOps becomes the bridge between human intent and AI execution.

"People don't buy products.
They buy the identity the product helps them inhabit."

Personas must evolve because buyers are evolving.
Your category doesn't sell to their role - the role itself is becoming agentic.
It sells to their becoming.
A good persona model tells you:
Not what to say - but who they must become for
your category to make sense.
THE AGENTIC PERSONA MODEL

Personas aren't profiles.
They're evolution paths.

They are the bridge between your category and the identity shift required to adopt it.
This is the new GTM superpower.
The agentic era doesn't require better personas.
It requires a new way of understanding who people are becoming.

Wondering if GTM Buddy can unlock more revenue from your team?

Let AI diagnose the constraint. See how GTM Buddy activates revenue capacity without adding headcount.
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