Why Old-School Sales Work Still Wins in the AI Era | Graham Moreno (Head of GTM, Parallel)
Graham Moreno, head of GTM at Parallel, argues that despite the hype around product‑led growth and AI‑first go‑to‑market playbooks, the fundamentals of enterprise sales—personalized training, on‑site workshops, and trusted relationships—remain decisive in the AI era. He points to his experience at Windsurf and Cognition, where structured rollouts that included road‑show style trainings delivered measurable success, while companies that simply dropped tools into internal marketplaces saw little impact. Data collected showed that teams receiving guided discovery and workflow redesign outperformed DIY adopters within six months. Moreno highlights a shift in buyer behavior: AI‑native organizations, accustomed to ChatGPT from college, move from weeks‑long cycles to days, demanding continuous, async communication via Slack and rapid feedback loops. Yet even these fast adopters still value vendor expertise to translate developer insights to C‑suite strategy. The takeaway for B2B sellers is to blend old‑school rigor—partner enablement, executive engagement, and measurable onboarding—with the speed and digital touchpoints of AI‑native customers. Early investment in enablement, data analytics, and ecosystem partners can turn a vendor from a mere software vending machine into a strategic growth catalyst.
Nine Years of Building Figma with Dylan Field
In a candid conversation, Dylan Field reflects on nine years of building Figma, emphasizing how long‑term relationships shape the company’s culture and strategic agility. He argues that sustained collaboration creates a level of trust that allows leaders to act independently...
Figma’s CFO on Going Public, AI, and Working Alongside Dylan Field | Praveer Melwani
In this interview, Figma’s chief financial officer discusses his unconventional rise from an early‑stage finance hire to the CFO of a public company, highlighting the role of timing, supportive leadership from founder Dylan Field, and a willingness to learn on...
What Makes an Excellent CPO
The video challenges the common perception that a chief product officer (CPO) is primarily a ship‑it‑everything manager, arguing that the role’s core responsibility is to define product vision and align it with the company’s broader strategy. An effective CPO resists micromanaging...
How AI Has Changed Cybersecurity
The video examines how artificial intelligence has reshaped cybersecurity, tracing the evolution from early bot‑driven spam at Twitter to sophisticated AI‑generated phishing campaigns that exploded after ChatGPT’s debut. The speaker, a veteran of both offensive and defensive AI work, highlights...
How Artemis Interviews for AI Fluency
Artemis' hiring philosophy centers on finding true builders—candidates who can construct systems from the ground up and eagerly adopt cutting‑edge AI tools. The company stresses open‑mindedness over a résumé of past AI projects, recognizing that many professionals have worked in...
DoorDash's Ciabatta Bread Lesson
The video stresses that executives need to balance deep‑dive detail work with broader strategic view, using DoorDash’s grocery rollout as a case study. The speaker describes a seemingly minor issue: ciabatta rolls were stocked in the “fancy” bread aisle, causing...
Founders on Knowing What PMF Feels Like
Founders share how product‑market fit (PMF) feels when it truly arrives, using vivid anecdotes from fintech and B2B launches. They stress that PMF is not a metric but a visceral, organic pull from customers that eliminates the need for hard‑selling...
The Two Founder Traits that Matter Most
The video zeroes in on two founder traits that the speaker believes separate successful CEOs from their peers: relentless curiosity and unyielding tenacity. He argues that a CEO must be a multidisciplinary learner, constantly probing the market, customers, and every...
Stop Asking "Can We Do It?"
The video centers on a strategic mindset shift: moving from asking "what can we do?" to asking "what do we have to do?" The speaker argues that the latter question reflects market realities and existential imperatives, forcing teams to reframe...
Building Confluent: From Open Source Side Project to Public Company | Jay Kreps (Co-Founder and CEO)
In this interview, Confluent co‑founder and CEO Jay Kreps recounts how a side project at LinkedIn evolved into a publicly traded data‑streaming company built around Apache Kafka. He outlines the pivotal moments—from the open‑source release to landing the first enterprise...