Feig: AI integration buyers understand their technical requirements far less than SaaS buyers
Gil Feig · "We Don't Trust Agents" - What This CTO Knows That You Don't · Sourcery with Molly O'Shea · Jun 1, 2026 · at 11:24
Gil Feig, CTO and co-founder of Merge, discusses changing enterprise sales dynamics when selling API and integration infrastructure to AI companies.
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“When people are buying us for AI use cases, they actually don't really know what they're looking for as much as it was in the past, right? Like we would, yeah, you know, two, three years ago, we go to sell our unified platform to, you know, a classic SaaS company. They have seven people who are API experts on the call asking detailed questions around rate limits and how it handles this and that. And now we go on the call and they're like, sorry, we need a chart of how this works because we don't know the MCP protocol.”
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