The Ledger, every show

“Google search is one of the best channels we had in B to B. 80% of all purchases started on Google search. It's predicted by 2027, 95% will start in LLM.”

“And we've seen like AI may be one of the few platform shifts that actually skews towards the monopolies and conglomerates versus like these individual Companies who just get sucked up and there are features of these existing platforms that get kind of skews to…”

“What I see is AI is starting to collapse all of that into a single function, which is like an AI innovation pod. And the AI innovation pod is trying to figure out How do we deploy AI across like go to market to make it a much more efficient go to market?”

“Six months ago, it was 250 pieces of content scraped, and they give you one visit back. Today, it's 1500 pieces of content scraped, and they give you one visit back.”

“Now informational content. I just don't see value in it long-term anymore because people's consumer habits are going to change to just get all of that from AI.”

“I think that is where we're going to go in the future and that you have a singular team looking across the entire go to market, whether that is the self-serve part, the sales led part, the customer success part, the customer support part. Because again, AI is …”

“I think every function is going to be smaller in the future.”

“What I see happening is we're going to go to a place where we're going to have a lot of like super ICs and generalists that are enabled with AI, but can do much, much more.”

“I honestly think that maybe it's like three to five percent.”

“There may be like AI is somewhat of a tailwind for like maybe 12 months or 18 months for the best people. And then who knows after that, maybe a headwind across everything.”

“And like AI is a phenomenal unlock for product-led growth because product-led growth will get naturally built into every single product because every single product will have a natural language interface. And so like you will actually be able to onboard the pr…”

“Marketing, I think might move from like more of a Channel domain expertise to more a generalist. Like we have generalists in early startups. I think that will actually be true of late stage companies because these generalists will be able to stitch together li…”

“To me, the whole, every tech brand in the future becomes a media brand because we have something to say.”

“Yes. I think we're going to price agents against human labor costs, outcomes.”

“We have an AI chat agent that is able to sell now. It's booked in meetings. It's doing sales.”

“And if you had told me 12 months ago that we could use AI to like five X the conversion rate on email, cause I'm like, ah, look, there's only so much personalization you can do in an email.”

“That's on over, like, 35% of all searches today have some sort of AI overviews experience, and so that's rolling out much more rapidly.”

“And there's a dental practitioner in the LA who created this kind of looked like a vlog of a gorilla doing a parachute jump, losing his teeth, and then go into his practice to get them fixed. And it went viral. And he apparently booked up his dental practice f…”

“The real winner of AI search so far is like Quora. Quora is actually, you know, Their number of citations are seen in Google AI overviews has drastically increased because what I said was there's many ways to ask these questions now and AI wants all of that da…”

“If you look at where I think things will go with the evolution of AI, people will want to talk to people, so like community becomes much more important, referral becomes much more important, where the mouth becomes much more important. All of these things are …”

“Brands who don't get with that and don't know how to plug into the culture of today and sit in the middle saying boring things and being boring in terms of their product position and brand, I think they will They're going to struggle.”

“I think creativity and brand is how you build a big company in the future.”

“We've seen a five X increase, but it's still less than one percent of our traffic.”

“I think that most companies at some point will have a The ability to like switch between open source models, paid models, whatever model is the best model for their task, because it's going to help them optimize their costs.”

“And there are lots of examples of the click through rate decrease in and the amount of traffic you get from Google search pages.”

“I think at some point you can see growth being much more decentralized into just how PMs create the product itself. We build in mechanisms to promote the product through virality or these other things. We build onboarding flows. We build upgrade flows to get p…”

“One of my favorite examples is Genius.com, right? Used to be Rap Genius back in the day when there were large lyric sites. Now, when you were building another lyric site, there was already well-established lyric sites. Like, how do you differentiate in that? B…”