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Oct 20, 2023 · 16m · saastr

The Chat GPT Growth Story: How AI is Changing the Way We Work with OpenAI's Head of Sales

OpenAI's Head of Sales · 13m spoken Aliisa Rosenthal · 0s spoken
0:00 / 0:00
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gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions

In this keynote presentation, OpenAI's Head of Sales details the company's journey from a research lab into an enterprise leader, highlighting novel commercial sales models, workflow automation tools, and the transformative future of AGI in the workplace.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. How this is scored →

Jason as informed peer 0.0 Guest teaching 5.4 Guest disagreement 0.0 Jason pushing back 0.0
05100:0010:000:00–3:13 · Jason as informed peer 0/10 OpenAI's Origins and Model Evolution to GPT-4 Aliisa delivers a solo keynote presentation recounting OpenAI's research lab roots, model progression from GPT-3 variants to DALL-E 2, and the delayed release of GPT-4 for safety testing. Host-side scores are zero due to the monologue format.3:15–8:05 · Jason as informed peer 0/10 Reinventing the Sales Model at OpenAI Aliisa explains how she joined OpenAI and shifted the commercial model from unscalable hourly services to a committed consumption token pricing structure. The segment is completely uninterrupted monologue.8:08–10:53 · Jason as informed peer 0/10 API Ecosystem Growth and ChatGPT Enterprise Launch Aliisa highlights ecosystem API use cases including Discord, Instacart, and Notion before introducing ChatGPT Enterprise as a chief of staff for employees. The monologue contains no host participation.10:55–14:56 · Jason as informed peer 0/10 Transforming Sales Workflows with ChatGPT Tools Aliisa walks through practical sales workflows including Advanced Data Analysis for lead scoring, coaching via meeting transcripts, and organization-wide prompt templates. Host interaction remains absent throughout.14:57–16:01 · Jason as informed peer 0/10 The Future of Work: AGI as an Autonomous Assistant Aliisa closes her presentation outlining the vision of AGI managing administrative workflows, prep, and CRM logging so reps can focus on customer relationships. There is no host involvement or pushback.0:00–3:13 · Guest teaching 5/10 OpenAI's Origins and Model Evolution to GPT-4 Aliisa delivers a solo keynote presentation recounting OpenAI's research lab roots, model progression from GPT-3 variants to DALL-E 2, and the delayed release of GPT-4 for safety testing. Host-side scores are zero due to the monologue format.3:15–8:05 · Guest teaching 6/10 Reinventing the Sales Model at OpenAI Aliisa explains how she joined OpenAI and shifted the commercial model from unscalable hourly services to a committed consumption token pricing structure. The segment is completely uninterrupted monologue.8:08–10:53 · Guest teaching 5/10 API Ecosystem Growth and ChatGPT Enterprise Launch Aliisa highlights ecosystem API use cases including Discord, Instacart, and Notion before introducing ChatGPT Enterprise as a chief of staff for employees. The monologue contains no host participation.10:55–14:56 · Guest teaching 6/10 Transforming Sales Workflows with ChatGPT Tools Aliisa walks through practical sales workflows including Advanced Data Analysis for lead scoring, coaching via meeting transcripts, and organization-wide prompt templates. Host interaction remains absent throughout.14:57–16:01 · Guest teaching 5/10 The Future of Work: AGI as an Autonomous Assistant Aliisa closes her presentation outlining the vision of AGI managing administrative workflows, prep, and CRM logging so reps can focus on customer relationships. There is no host involvement or pushback.0:00–3:13 · Guest disagreement 0/10 OpenAI's Origins and Model Evolution to GPT-4 Aliisa delivers a solo keynote presentation recounting OpenAI's research lab roots, model progression from GPT-3 variants to DALL-E 2, and the delayed release of GPT-4 for safety testing. Host-side scores are zero due to the monologue format.3:15–8:05 · Guest disagreement 0/10 Reinventing the Sales Model at OpenAI Aliisa explains how she joined OpenAI and shifted the commercial model from unscalable hourly services to a committed consumption token pricing structure. The segment is completely uninterrupted monologue.8:08–10:53 · Guest disagreement 0/10 API Ecosystem Growth and ChatGPT Enterprise Launch Aliisa highlights ecosystem API use cases including Discord, Instacart, and Notion before introducing ChatGPT Enterprise as a chief of staff for employees. The monologue contains no host participation.10:55–14:56 · Guest disagreement 0/10 Transforming Sales Workflows with ChatGPT Tools Aliisa walks through practical sales workflows including Advanced Data Analysis for lead scoring, coaching via meeting transcripts, and organization-wide prompt templates. Host interaction remains absent throughout.14:57–16:01 · Guest disagreement 0/10 The Future of Work: AGI as an Autonomous Assistant Aliisa closes her presentation outlining the vision of AGI managing administrative workflows, prep, and CRM logging so reps can focus on customer relationships. There is no host involvement or pushback.0:00–3:13 · Jason pushing back 0/10 OpenAI's Origins and Model Evolution to GPT-4 Aliisa delivers a solo keynote presentation recounting OpenAI's research lab roots, model progression from GPT-3 variants to DALL-E 2, and the delayed release of GPT-4 for safety testing. Host-side scores are zero due to the monologue format.3:15–8:05 · Jason pushing back 0/10 Reinventing the Sales Model at OpenAI Aliisa explains how she joined OpenAI and shifted the commercial model from unscalable hourly services to a committed consumption token pricing structure. The segment is completely uninterrupted monologue.8:08–10:53 · Jason pushing back 0/10 API Ecosystem Growth and ChatGPT Enterprise Launch Aliisa highlights ecosystem API use cases including Discord, Instacart, and Notion before introducing ChatGPT Enterprise as a chief of staff for employees. The monologue contains no host participation.10:55–14:56 · Jason pushing back 0/10 Transforming Sales Workflows with ChatGPT Tools Aliisa walks through practical sales workflows including Advanced Data Analysis for lead scoring, coaching via meeting transcripts, and organization-wide prompt templates. Host interaction remains absent throughout.14:57–16:01 · Jason pushing back 0/10 The Future of Work: AGI as an Autonomous Assistant Aliisa closes her presentation outlining the vision of AGI managing administrative workflows, prep, and CRM logging so reps can focus on customer relationships. There is no host involvement or pushback.

speaking balance: gold is Jason, purple is the guest (3 minute bins)

0:00 · Jason 0% · guest 100%0:00 · Jason 0% · guest 100%3:00 · Jason 0% · guest 100%3:00 · Jason 0% · guest 100%6:00 · Jason 0% · guest 100%6:00 · Jason 0% · guest 100%9:00 · Jason 0% · guest 100%9:00 · Jason 0% · guest 100%12:00 · Jason 0% · guest 100%12:00 · Jason 0% · guest 100%15:00 · Jason 0% · guest 100%15:00 · Jason 0% · guest 100%
Sharpest disagreement ▶ 11:05 Rejecting Code Interpreter branding

In a talk without interpersonal conflict, Aliisa expresses strong displeasure with OpenAI's technical naming of Code Interpreter and recounts lobbying to rebrand it to Advanced Data Analysis.

 Hardest push from Jason ▶ 3:40 Dismantling services-based selling

Aliisa pushes back on OpenAI's original sales model of selling one-hour weekly advisory sessions, pointing out it was fundamentally unscalable and had to be unbundled immediately.

 Biggest teaching moment ▶ 5:40 Explaining token economics to buyers

Aliisa explains how educating both internal teams and external customers on the 1.3 tokens-per-word metric enabled committed consumption forecasting.

 Jason holds their own ▶ 3:30 Inheriting broken sales infrastructure

Aliisa demonstrates her seasoned enterprise sales background by identifying on week one that OpenAI had oversold non-scalable services without implemented CRM systems.
the scores for every segment, with the reasoning behind each
ChapterTopicJason as informed peerGuest teachingGuest disagreementJason pushing backWhy
OpenAI's Origins and Model Evolution to GPT-4 0500 Aliisa delivers a solo keynote presentation recounting OpenAI's research lab roots, model progression from GPT-3 variants to DALL-E 2, and the delayed release of GPT-4 for safety testing. Host-side scores are zero due to the monologue format.
Reinventing the Sales Model at OpenAI 0600 Aliisa explains how she joined OpenAI and shifted the commercial model from unscalable hourly services to a committed consumption token pricing structure. The segment is completely uninterrupted monologue.
API Ecosystem Growth and ChatGPT Enterprise Launch 0500 Aliisa highlights ecosystem API use cases including Discord, Instacart, and Notion before introducing ChatGPT Enterprise as a chief of staff for employees. The monologue contains no host participation.
Transforming Sales Workflows with ChatGPT Tools 0600 Aliisa walks through practical sales workflows including Advanced Data Analysis for lead scoring, coaching via meeting transcripts, and organization-wide prompt templates. Host interaction remains absent throughout.
The Future of Work: AGI as an Autonomous Assistant 0500 Aliisa closes her presentation outlining the vision of AGI managing administrative workflows, prep, and CRM logging so reps can focus on customer relationships. There is no host involvement or pushback.

Statements from this episode (5)

Assertion Supported
OpenAI finished training GPT-4 in August 2022, holding it six months for safety
“We actually finished training GPT-IV in August last year, but we waited a little while before releasing it. When we first tried it out, we were all quite flabbergasted by how powerful it was, and we decided to sit on it almost six months to make sure that it w…”
OpenAI's Head of Sales Oct 20, 2023 ▶ 2:34
Assertion Not checkable as stated
Rosenthal: OpenAI's early sales model was oversold, unscalable consulting
“On my first week, I walked in the door and the first meeting I came into, they said, we have oversold our license model and we need you to help us undo it. When I dug further into this, I understood we were actually selling services. So we were saying, hey, bu…”
OpenAI's Head of Sales Oct 20, 2023 ▶ 4:45
Assertion Supported
Rosenthal: English language averages roughly 1.3 tokens per word
“A token is almost a word. It turns out there's about 1.3 tokens per word in the English language, and you consume tokens when you put in a prompt, and then you get an output or a completion.”
OpenAI's Head of Sales Oct 20, 2023 ▶ 6:45
Assertion Not publicly verifiable
AstraZeneca used Notion AI to save time on drug discovery
“Notion launched Notion AI, where you could translate, edit, improve your notes, which AstraZeneca used to save time and cost on drug discovery.”
OpenAI's Head of Sales Oct 20, 2023 ▶ 9:20
Disclosure
OpenAI built two separate sales teams for its two main products
“A year and a half later, it's the opposite of chill and we've got now two different products, two whole different sales teams, we're hiring like crazy and we're on a rocket ship.”
OpenAI's Head of Sales Oct 20, 2023 ▶ 10:30
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