The Ledger, every show

“Dramatically smaller. It could be 10 to 20% of current kind of org sizes.”

“They never change segmentation. They never change comp models. They just ran a dialed-in machine for six to seven years, and they compounded value while everybody else kind of kept thrashing.”

“Is there going to be retention and churn issues from an end user perspective? A hundred percent.”

“You would be surprised that a lot of AI companies AEs are not compensated with commissions.”

“Instead of having large teams, you need fewer teams who hold more book, and management layers kind of compress, and then you need different kinds of leaders. And that completely changes, like, sales and marketing is 40% of your OPEX, right? Like, it could pote…”

“Sales is a power law. The top 10% bring in 90% of the revenue.”

“Fully believe that you need humans because customers want their problem to be solved. They don't give a F about products or services. They want their pain to be solved, and they want to build a non-transactional relationship with these vendors.”

“And I do believe that it is a hard path, but that is where modern businesses will go. You will invest in people who have full skin in the game and have this kind of owner mindset.”

“At the very minimum, they'll find a massive kind of niche, like a large Dow segment that they will be the best at. If not, they would be, like, a strong player in the top three for sure.”

“Incumbent enterprise software is gated by demos and implementation steps. This is three to six to nine month time to value.”

“The way you sell, the revenue models, It's changed from commit-based revenue to usage or consumption-based revenue. So now you had the dollar values in the contract were just words. You only made money when people actually use the product.”

“Most sales reps in the world use ChatGPT, perplexity, LLMs in their private life, but they can't use in their professional life.”

“They will be able to do a lot more. They'll be able to do two to maybe three times more this year.”

“Having said that, the data providers, they provide a kind of source of value where they have 10 to 15 years of back-tested data of human kind of gathered kind of contact information, LinkedIn information, that they've been verifying through a lot of software, …”

“So what's going to happen is all the incumbents have obviously repositioned as AI companies now or agent companies, and they're also all bundling. Like as SaaS exploded, there was massing unbundling across sectors, definitely in the CRM space, right? You have …”

“I back myself to recruit, train, and build a machine with five reps reporting to me directly, and then bring on a sales leader who kind of doubles the team and takes it from there.”

“So if it's upper mid-market enterprise, we want to be at 45 days. From M-one to having kind of their first initial land basically done and signed.”

“Not a lot of people know about him, but he's kind of the brains behind the product-led distribution engine at Datadog.”