Shows
State of the AI UnionElon Salfati: Building for Adaptive AI OrganizationsIn this episode, Laura Fu interviews Elon Salfati, CEO of Salfati Agency, discussing the rapid evolution of AI and its impact on business adaptation. They explore how organizations can build adaptive infrastructures, the changing landscape of buyer decisions, and the importance of focusing on outcomes rather than mere experimentation. Elon emphasizes the need for human creativity in an AI-driven world and shares insights on the European startup ecosystem, highlighting the balance between AI efficiency and human control.TakeawaysAI is transforming business models and requires organizations to adapt quickly.Building an infrastructure that...
2026-02-2632 minState of the AI UnionMala Ramakrishnan: From Operator to AI InvestorIn this episode, Laura Fu interviews Mala Ramakrishnan, a seasoned investor and founder, discussing the evolving landscape of AI companies. They explore the key signals of sustainability in AI startups, the importance of go-to-market strategies, and the common pitfalls founders face in sales. Mala emphasizes the need for domain expertise, resilience, and the ability to articulate value when pitching AI solutions. The conversation also touches on the unique strengths women bring to the table in tech and the impact of parenting on risk management.TakeawaysGo-to-market strategies are crucial for AI companies.AI...
2026-02-0730 minState of the AI UnionImran Syed: Why AI Shouldn’t Steal Your Rookie YearsIn this episode, Laura Fu interviews Imran Syed, CEO of HatchProof, discussing the evolving landscape of performance coaching in the age of AI. They explore the importance of hiring for capability over ability, the role of AI in assessing performance, and the need for continuous feedback in organizations. Imran emphasizes the significance of lived experiences and emotional intelligence in the workplace, while also addressing the challenges of giving and receiving feedback. The conversation concludes with insights on the future of human skills in an AI-driven world and the importance of taking action and learning from mistakes.
2026-01-2333 minState of the AI UnionSteve Baker: Where AI Deals Are Won or LostIn this episode, Laura Fu interviews Steve Baker, co-founder and CEO of VendorSage, discussing the challenges and strategies surrounding software adoption, particularly in the context of AI integration. They explore the importance of understanding business goals, the need for effective evaluation of AI tools, and how to measure success in a rapidly evolving tech landscape. Steve shares insights on the cultural differences in business practices between New Zealand and Silicon Valley, and offers advice for those looking to sell AI solutions effectively.TakeawaysVendorSage acts as the execution layer...
2026-01-0925 minState of the AI UnionNitya Arora: Product & Tech Tidbits, right at your Seller's FingertipsIn this episode of the State of the AI Union, host Laura Fu interviews Nitya Arora, co-founder of Pepper AI, a platform designed to assist sellers in real-time during customer interactions. Nitya discusses the evolution of Pepper AI from its origins in engineering to its current focus on sales enablement, emphasizing the importance of privacy, technical innovations, and the challenges of building a tech startup. She shares insights from her entrepreneurial journey, the impact metrics for sales enablement, and the significance of pre-call preparation for sellers.TakeawaysPepper AI...
2025-12-1932 minState of the AI UnionMike Groeneveld: Compensating Sellers in the AI Native WorldIn this episode, Laura Fu interviews Mike Groeneveld from Everstage, discussing the intricacies of compensation management and the transformative role of AI in sales. They explore the challenges of deploying AI, the importance of training sales reps, and how AI can enhance compensation plans in real-time. Mike shares insights on the behaviors of top sales reps and the pitfalls of poorly designed compensation plans, emphasizing the need for thoughtful implementation of AI in revenue operations.TakeawaysCompensation is a critical topic in revenue operations.AI has shifted the landscape of...
2025-12-1234 minState of the AI UnionWarren Kucker: The Conversation to Action GapIn this episode of the State of the AI Union, host Laura Fu speaks with Warren Kucker, CRO at Basic, about the evolving landscape of conversational intelligence and its implications for sales and business operations. They discuss the transition from founder-led sales to structured sales processes, the importance of leveraging conversations in sales, and the impact of AI and LLMs on meeting efficiency and workflow automation. Warren shares insights on the challenges of information overload in the workplace, the need for effective conversation orchestration, and the future of conversational intelligence in various industries, including shipping. The conversation concludes with...
2025-12-0529 minState of the AI UnionLaura Fu: Designing for ExcellenceBuy the book here: Amazon Barnes & Noble BookshopAmplifyIn this episode, Laura Fu discusses her new book, 'Designing for Excellence,' which focuses on sales enablement in an AI native world. The conversation explores the principles of effective sales enablement, the importance of metrics, and how AI can transform the sales process. Laura emphasizes the need for organizations to be agile and ready for change as they integrate AI into their systems. The discussion also covers the significance of real-time feedback and the role of leadership in driving successful...
2025-11-2839 minState of the AI UnionHabib Basiri: AI Data Governance: Trust & Transparency with Habib BasiriIn this episode, Laura Fu interviews Habib Basiri, a leader in AI product management, discussing the critical role of data governance and knowledge graphs in building trustworthy AI systems. They explore how enterprises can evolve their data strategies to enhance AI adoption, the importance of transparency in AI models, and the future of AI with verticalized graphs. Habib emphasizes the need for proactive governance and the integration of data management as a core feature of AI products.TakeawaysKnowledge graphs play a crucial role in understanding data semantics.Trust in...
2025-11-2126 minState of the AI UnionMichael Hoy: Show Me the (AI) MoneyLaura Fu interviews Michael Hoy, CEO of Atlas, discussing the evolving landscape of AI monetization. They explore the challenges founders face in transitioning from innovation to monetization, the complexities of pricing models in AI, and the importance of simplifying pricing and packaging for startups. Michael shares insights on leveraging usage data to inform pricing strategies and how Atlas serves as a solution for monetization and billing control. The conversation also touches on differentiating in a crowded AI marketplace, lessons learned from building AI native companies, and the future of AI monetization.Takeaways
2025-11-1435 minState of the AI UnionJanis Zech: AI in GTM - Now & NextIn this episode, Janis Zech, CEO and co-founder of Weflow, discusses the evolving role of AI in go-to-market strategies, the challenges of AI deployment, and the potential for AI to enhance sales efficiency. He shares insights on current capabilities, the future of sales roles, and innovative use cases of AI in sales processes, emphasizing the importance of data-driven approaches and the convergence of sales roles.TakeawaysWeflow offers a cost-effective alternative to Gong for sales intelligence.AI deployment in sales is still in its early stages despite high expectations.
2025-11-0736 minState of the AI UnionDot Koh: Two MGS Girls Discuss - AI, Ambition, & AsiaIn this episode, Laura Fu interviews Dot Koh, co-founder and CEO of BotMD, a health tech startup focused on integrating AI into healthcare workflows. Dot shares her journey from recognizing the challenges faced by doctors in remote areas to building a solution that enhances user experience in healthcare technology. The conversation explores the adoption of AI in Southeast Asia, the role of technology in alleviating the burden on healthcare professionals, and the future of AI in the industry. Dot also reflects on her educational background and leadership style, emphasizing the importance of creating technology that doctors love to use...
2025-10-3133 minState of the AI UnionNirman Dave: The RevOps Reality & AIIn this episode, Laura Fu interviews Nirman Dave from Zams, an AI command center designed for B2B sales teams. They discuss the evolution of revenue operations (RevOps) teams, emphasizing the need for strategic alignment with the Chief Revenue Officer (CRO) and the importance of leveraging AI to streamline processes. Nirman shares insights on the functional responsibilities of RevOps, the limitations of current AI applications, and how Zams aims to revolutionize the RevOps landscape by automating heavy lifting and providing actionable insights. The conversation also touches on the future of RevOps jobs, the technical aspects of Zams, and the...
2025-10-2435 minState of the AI UnionWill Szamosszegi: Would You Trust it? AI vs BitcoinIn this episode, Laura Fu interviews Will Szamosszegi, founder of MyWorkerAI and Sazmining, discussing the intersection of AI and Bitcoin mining. They explore the similarities and differences between the two technologies, the importance of trust in AI, and the future of work with AI integration. Will shares insights on how Bitcoin mining has influenced his approach to building AI solutions and the potential for AI to enhance individual creativity and productivity.TakeawaysAI and Bitcoin mining share infrastructure and energy needs.The confusion around use cases is common in both...
2025-10-1735 minState of the AI UnionDrew Munro: AI in the Kitchen! Two Chefs speakIn this episode of the State of the AI Union, host Laura Fu interviews Drew Munro, CEO of Up Meals, about the intersection of AI and the food service industry. Drew shares his journey from being a chef to leading a tech startup that automates various kitchen tasks, helping food service operators save time and improve efficiency. The conversation explores the challenges of implementing AI in kitchens, the importance of vertical AI tailored to specific industries, and the potential future of AI in enhancing guest experiences. Drew emphasizes the need for skilled labor in the culinary field and the...
2025-10-1037 minState of the AI UnionChandra Nath: CFOs in the AI RevolutionIn this episode, Laura Fu and Chad McAllister discuss the evolving role of CFOs in the context of AI adoption within organizations. They explore the disconnect between the boardroom discussions about AI and the actual implementation challenges faced by CFOs. The conversation highlights the importance of data infrastructure, the need for a multi-year commitment to AI initiatives, and the necessity of aligning AI strategies with overall business goals. They also touch on the financial implications of AI investments and the role of advisors in shaping effective AI strategies.TakeawaysCFOs are often...
2025-10-0327 minState of the AI UnionJosh Garbuio: The Future of AI in AdvertisingIn this episode, Laura Fu interviews Josh Garbuio, co-founder of Leo, about the transformative impact of AI on marketing. They discuss the evolution of marketing budgets, the role of AI in automating marketing operations, and the importance of maintaining authenticity in AI-driven campaigns. Josh shares insights on the challenges of building an AI startup and the future trends in marketing AI, emphasizing the need for a human touch in the marketing process. The conversation highlights the potential of AI to enhance productivity and efficiency in marketing while also addressing the evolving role of digital marketers.
2025-09-2631 minState of the AI UnionPunjun Bhatnagar & Jeff Gibson: Filling AI Cracks with Gold - KintsugiIn this episode, Laura Fu interviews Pujun Bhatnagar and Jeff Gibson, co-founders of Kintsugi, an AI-native company focused on revolutionizing sales tax compliance. They discuss their backgrounds, the vision behind Kintsugi, and the unique challenges of building an AI-first company. The conversation explores the importance of understanding customer needs, the evolution of pricing strategies in AI, and the future of AI in enterprises. They also share insights on the changing perspectives of buyers and the significance of having the right team in a startup environment.TakeawaysKintsugi aims to empower local businesses...
2025-09-1940 minState of the AI UnionTrailer - The State of the AI UnionWe’re bringing together founders, operators, investors, and builders to make sense of the AI moment we’re all living through. From how enterprises are actually buying AI, to what happens when companies try to build it in-house, to why new standards like MCP matter — we’ll cut through the noise and give sales teams (and anyone selling into this space) the clarity they need.It’s fast, it’s practical, and it’s the state of the union on AI — straight from the people shaping it.
2025-09-1401 minState of the AI UnionHumans in the LoopSummaryIn this episode, Laura Fu and Anirudh Shenoy discuss the evolving role of AI in the workplace, emphasizing the importance of human oversight in AI systems. They explore the concept of 'humans in the loop', the challenges of AI adoption, and the need for a shift in mindset when managing AI agents. The conversation highlights design principles for effective human-AI interaction and best practices for deploying AI systems, ultimately advocating for a collaborative approach between humans and AI to enhance productivity and efficiency.Takeaways
2025-09-1229 minState of the AI UnionMCP is the AI MVPSummaryIn this episode, Laura Fu and Ribhu Chawla discuss the Model Context Protocol (MCP), its significance in the AI landscape, and how it transforms the way AI agents interact with various tools and APIs. They explore the differences between MCP and traditional APIs, the importance of implementing MCP in organizations, and how it can enhance efficiency and data utilization through the Knowledge Graph. The conversation emphasizes the need for organizations to adapt to this new technology to remain competitive in the evolving AI ecosystem.TakeawaysMCP stands for Model Context Protocol, an open-source...
2025-09-0526 minState of the AI UnionThe Future of AI: Insights from Recursive VenturesIn this episode, Laura Fu interviews Itamar Novick from Recursive Ventures, discussing his extensive background in technology and venture capital, particularly focusing on data and AI. They explore the evaluation of AI companies, the importance of defensibility and moats, challenges in acquiring enterprise customers, and the critical role of human-machine interaction in AI adoption. The conversation also touches on market saturation, valuations, and predictions for the future of AI and technology.TakeawaysItamar Novik has 25 years of experience in tech and venture capital.The relationship between data and AI is...
2025-08-2237 minState of the AI UnionSpeed, Focus, and Trust: How to Win Fast in the AI EraIn this episode, Laura Fu hosts Griffin Churich and Juan Furcada to discuss a remarkable deal closed in record time. They delve into the strategies employed to understand customer needs, engage technical teams, navigate stakeholder priorities, and validate their product. The conversation highlights the importance of AI in solving business problems, efficient data migration, and the competitive advantage gained during the POC process. The guests share valuable lessons learned and advice for future deals, emphasizing the significance of authenticity and proactivity in customer relationships.takeawaysThe deal was closed in record time, showcasing effective strategies.Understanding...
2025-08-1529 minState of the AI UnionForecast This: RevOps Gets Real About AIIn this episode, Laura Fu and Jeff Ignacio discuss the integration of AI in Revenue Operations (RevOps). They explore current use cases, implementation strategies, and the challenges faced by RevOps professionals in adopting AI technologies. Jeff shares insights on ideal AI tools, the importance of data hygiene, and offers advice for both AI vendors and buyers in the RevOps space.takeawaysAI is being used for data enrichment and meeting recaps.Many RevOps professionals are still in the dabbling phase with AI.Zapier can streamline workflows and data integration.Data hygiene is a...
2025-08-0825 minState of the AI UnionThe Data AdvantageIn this episode, Laura Fu and Thomas Hill discuss the current landscape of AI in business, focusing on the challenges and opportunities that arise when companies consider building their own AI solutions versus purchasing existing ones. They explore the importance of data management, the role of customer support, and how DevRev's unique approach with a knowledge graph can help organizations effectively leverage AI. The conversation highlights the complexities of implementing AI, the necessity of data preparation, and the future potential of AI in various business contexts.takeawaysAI is becoming integral to various business use...
2025-08-0128 minState of the AI UnionUnder the AI Hood with Ahmed BashirIn this episode, Laura Fu and Ahmed discuss the essential infrastructure needed for AI, the challenges faced by traditional software in adapting to AI, and the importance of a data-driven strategy. They explore the balance between horizontal and vertical AI strategies, the significance of intentionality in AI development, and the engineering challenges that arise in building AI solutions. The conversation also touches on safety, governance, and the future of AI models, emphasizing the need for companies to meet customers where they are and to be mindful of the risks associated with AI implementation.Takeaways
2025-07-2531 minState of the AI UnionAI’s Not Sold—It’s Proven: The Playbook for 7-Figure DealssummaryIn this episode, Vishal and Jason discuss effective strategies for closing large AI deals, emphasizing the importance of identifying real business problems, demonstrating AI value through proof of concepts (POCs), and addressing the critical role of data in AI solutions. They share insights on navigating buyer skepticism and the significance of platform thinking in AI sales. The conversation culminates in lessons learned from closing significant deals and the ongoing innovation in the AI space.TakeawaysAI can solve business problems, not just AI problems.Demonstrating AI value is key to...
2025-07-1626 minState of the AI UnionFrom Grind to Vibe: Revolutionizing AI Sales ToolsSummaryIn this episode, Laura Fu interviews Neel Kamal, CEO of AdamX, discussing the challenges sales teams face despite the abundance of AI tools. Neel introduces the concepts of 'grind mode' and 'vibe mode' in sales technology, emphasizing the need for tools that reduce mental load and enhance decision-making. He explores the Vibe Stack, a collection of technologies that streamline sales processes, and critiques traditional sales enablement methods. The conversation highlights the importance of understanding the buyer journey and how AI can assist in this process, ultimately advocating for a shift towards vibe-oriented technologies that empower sales...
2025-07-1135 minState of the AI UnionBuild Me an AI AgentIn this episode, Ribhu Chawla discusses the principles of building effective AI agents, contrasting traditional automation with the flexibility of AI agents. He emphasizes the importance of outcome orientation, context, and memory in agent development, as well as the need for collaboration and inspection capabilities to ensure trust and adaptability in AI systems. Ribhu also provides insights on how to choose the right agent builder and the future of agent building in a rapidly evolving technological landscape.TakeawaysAI agents differ from traditional automation in their flexibility.Building agents requires an outcome-oriented approach...
2025-07-0429 minState of the AI UnionAI Team Mates: How Work Actually Gets DonesummaryIn this episode of the State of the AI Union podcast, Laura Fu and Chris Connelly discuss the complexities of defining work in the context of AI collaboration. They explore how AI can assist in tasks but emphasize the importance of human judgment and experience. The conversation delves into generational differences in adapting to AI technologies, the need for clear communication skills, and the significance of designing AI systems that prioritize human needs and connections. Chris highlights the evolving role of AI in the workplace and the importance of empathy and patience as we navigate this...
2025-06-2733 minState of the AI UnionThere’s an Agent for That — But Should There Be?SummaryIn this episode, Laura Fu and Rizurekh discuss the evolving landscape of AI agents, differentiating between true AI agents and deterministic workflows. They explore the nuances of agentic workflows, the challenges in building effective AI agents, and the importance of setting user expectations. The conversation also delves into technical considerations for AI agents and the distinction between agents and other AI tools like co-pilots. Real-world applications of AI agents are highlighted, showcasing their potential to enhance productivity and collaboration.takeawaysAI agents can perform tasks autonomously and reason through complex...
2025-06-1825 minState of the AI UnionThe Modern AI Company: Easy to Build. Hard to Trust. Harder to Fund. Hardest to Survive.SummaryIn this episode, Laura Fu and Kevin Su discuss the evolving landscape of AI funding, the challenges and opportunities in the market, and the importance of evaluating AI vendors for long-term sustainability. They explore the shifts in investment strategies, the definition of AI platforms versus point solutions, and the valuation trends in AI companies. The conversation highlights the growing demand for AI solutions and the need for enterprise buyers to assess the viability of AI vendors beyond just features.takeawaysAI funding is booming, but early-stage funding is declining.2023 marked...
2025-06-1322 minState of the AI UnionThe Future of User Experience with AISummaryIn this episode of the State of the AI Union, host Laura Fu and guest Tim discuss the intersection of AI and design, exploring how architecture can enhance human experiences. They delve into the evolving role of designers as AI systems become more integrated into workflows, emphasizing the importance of user experience and trust. The conversation covers the limitations and potential of conversational interfaces, the balance between speed and logic in AI interactions, and practical applications of AI in design. Tim shares insights on how designers can leverage AI tools while maintaining intentionality in their work.
2025-06-0726 minState of the AI UnionThe Room Where It Happens: Selling AI to the EnterpriseSummaryIn this conversation, Andrew Lockman discusses the evolving landscape of AI in enterprises, focusing on buyer concerns, the importance of use cases, and the role of sales professionals in navigating this complex environment. He emphasizes the need for predictability, security, and effective user experiences while addressing the hesitations and urgency surrounding AI adoption. The conversation also highlights the transformative power of AI and the necessity for sales teams to adapt to changing customer expectations.takeawaysBuyers want predictability and security in AI solutions.Use cases should drive AI discussions with enterprises.Hesitation exists...
2025-05-3123 minState of the AI UnionWelcome to the AI BubblesummaryIn this episode, Laura Fu and Chad McAllister discuss the current state of AI, particularly focusing on its perception in Silicon Valley versus outside it. They explore the adoption cycles of technology, the dynamics of enterprise AI in boardrooms, and how AI is integrated into daily life. The conversation also touches on the comparison between AI and cryptocurrency, emphasizing the importance of user experience and the invisible nature of AI in everyday tasks.takeawaysAI is perceived differently in Silicon Valley compared to other regions.Adoption cycles for technology often...
2025-05-2326 minState of the AI UnionMirror Mirror in the WorkflowIn this episode of the State of the AI Union, Laura Fu and Katya discuss the integration of AI into workflows, particularly in finance and coding. They explore the concept of invisible AI, its role in enhancing productivity, and the importance of organizational structures for successful AI implementation. The conversation highlights the need for clear instructions and data organization to maximize AI's potential while addressing the challenges of counter productivity and the necessary behavioral changes for effective AI use.takeawaysAI is already delivering value in various workflows.Invisible AI automates repetitive tasks...
2025-05-1520 minState of the AI UnionBuilt Different: Product in the Age of AISummaryIn this episode, Laura and Prithvi discuss the evolving landscape of product development in the age of AI. They explore the challenges of the broken feedback loop in SaaS, the role of AI in synthesizing customer feedback, and how product roadmaps are changing. The conversation also touches on the future of planning, the impact of conversational interfaces, and the shifting roles of product managers, designers, and engineers in an AI-driven world. Ultimately, they emphasize the need for teams to embrace ownership and adapt to the changes brought about by AI.Takeaways
2025-05-0733 minState of the AI UnionFrom SaaS to AIaaSIn this episode, Laura and Chandra discuss the transition from the SaaS era to a new age dominated by AI. They explore how AI is reshaping human interactions, the generational differences in technology adoption, and the importance of data context in AI applications. The conversation delves into the concept of agentic workflows, where AI not only generates content but also executes tasks, and the potential for AI to bridge the digital and physical worlds.TakeawaysThe SaaS era is evolving into an AI-driven landscape.AI is increasingly seen as a companion or therapist...
2025-04-3037 minState of the AI UnionSpeed as the new AI DifferentiatorSummaryIn this engaging podcast, Laura and Chandra discuss the transformative impact of AI on humanity, the rapid pace of AI model releases, and the strategic considerations of building versus buying AI solutions. They explore the implications of market volatility on customer decision-making, the importance of governance in AI architecture, and the critical role of trust in customer relationships. The conversation emphasizes the need for organizations to adapt to the evolving landscape of AI while maintaining a focus on customer needs and ethical considerations.TakeawaysAI is fundamentally changing how...
2025-04-2326 min