Jeanne DeWitt Grosser & Robin Daniels — Building an AI-Native Business: Velocity, Margins, and Moats

[Music] And up next, we welcome Robin Daniels, chief business officer of Zensai and Jean Dewit Roser, who is a COO of Versell. What a pleasure. Welcome to the show. How are you doing? >> Great. It was awesome to see the previous uh presentation, that's for sure. Uh, also as an Xboxer, very proud to see that

we're still carrying the torch forward. So, very, very good. >> Amazing. We have the best cos in the B2B land, the most innovative. So, yeah, Robin, let's kick it off. >> Let's do it. Let's do it. Thank you, Julia and Jean. So, good to see you. Today, we're going to talk about how to really how do you build an AI native business? What does that mean for decision- making, speed? How do you think about people, infrastructure, your competitive mode, all that stuff?

There's so many questions I think going through the minds of leaders everywhere around what an AI native business really is. How does it how's it different than a traditional business and so on. So, we're going to get into all of that and we're hopefully going to try to contra contrast that with some of the uh the more maybe let's say uh traditional SAS companies or or first generation tech companies out there and what should they be doing that's different and and we're here today with just an absolute uh phenom Gene Whiter. If you have not met her you or you don't know who she is,

you absolutely should. She is the COO over at Burcell and she oversees marketing, sales, customer success, revenue operations and even field engineering and she's building this AI native company for the next billion developers. Super impressive. Before she was at Versell, she was at the chief business officer at Stripe. Also very impressive company that I think many of us of course know where she helped build that organization from the from the ground up. before uh she was at Stripe, she was um at Dialad where she was the

chief revenue officer. Before Dialad, she was at Google in various leadership roles and she carries multiple degrees from Duke and Stanford. Super impressive. So again, like I said, a total total badass. And who am I? Well, I'm Robin Daniels. I'm the chief business officer at Sensei. We're a scaleup company based out of Denmark, where I'm originally from, but live in the US now. Prior to here, I have held multiple CMO roles at various companies including Salesforce and Matterport and and we work and and other companies. I

was early days at Box and at LinkedIn and lots of other different companies where I've usually been on the go to market side as well. So, so good to have you, Jean. Where are you dialing in from? >> Uh, I am in the Versell office in downtown San Francisco. >> Amazing. Right where it's all happening. You know, it's it's it's true. It's like the the level of intensity has really kind of let let's let's just kick it off and and start talking about this. So, you know, let's let's talk a little bit about what you're doing over Briscell to like really take advantage of this this

moment that we're in in time. You know, let's start with one of the ones around the velocity both around how we think about shipping products, how we think about decision- making and all those kind of things. And we see this, you know, if you go on any kind of news site, you go on LinkedIn or X or whatever it is, it seems like these AI native companies are literally shipping new features, products in in days, sometimes within like multiple times a day and so on. This is very different, of course, than how traditional companies, trad companies do it. And and

so is that the right way to do it? Is are we going to run into trouble? What is is this is this like the way of the future of innovation or is it just kind of more like chaotic because that's the that's what the market demand is like how how do you think about velocity and speed in this in this age that we're in? >> Yeah, if you've uh been in San Francisco, you may have seen a billboard or two because Versell has a lot of them and one of them is you can just ship things. Uh which is is one of our sort of core principles at Verscell. And I I