The Scale Up Show

In this episode, Ryan Staley welcomes Max Votek, a pharmacist turned entrepreneur and co-founder of Customer Times, a leading digital consultancy. They delve into the transformative role of AI in the pharmaceutical and healthcare industries, discussing how innovations like design memory tools are revolutionizing clinical trials and decision-making processes. Max shares insights from his extensive experience working with Fortune 500 companies and highlights the importance of capturing institutional memory to enhance efficiency and innovation. The conversation also touches on the advancements in no-code tools, such as Make.com, and their potential to streamline workflows and improve productivity.

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KEY TAKEAWAYS

• The podcast discusses strategies for growing a business like a VC-backed company without taking on investors, emphasizing the importance of defining the type of business one wants to create—be it a lifestyle business, performance business, or an empire.
• Customer Times has evolved from a boutique consulting firm specializing in CRM to a global company with 1,300 specialists and 300 clients across various industries, including manufacturing, life sciences, and financial services while expanding its expertise into AI and other technology platforms.
• There is significant innovation in the pharmaceutical industry, particularly with AI tools that enhance clinical trial processes. These tools help capture and organize data, improving decision-making and efficiency in developing new treatments.
• The concept of institutional memory is highlighted as a critical area where AI can provide a "superpower" to clinical trial teams, allowing them to build on past experiences and streamline the trial process, ultimately leading to better and faster outcomes.
• The use of no-code tools like Make.com is discussed as a way to quickly prototype solutions that integrate various AI models and tools, enabling users to create content and automate processes efficiently without extensive coding knowledge.

 

BEST MOMENTS

"Pharma has been very close to my heart... I was passionate about implementing technology for Big Pharma... bringing new technology and new tools for this industry."

"One of the things that I think is really cool that you guys are doing is delivering breakthroughs in medicine and health due to AI."

"With these tools, companies can capture every single step of the trial process... and make that knowledge accessible for the next trial."

"The more data you feed, the more quality you would get with the newer models."

"You're doing some really cool things in heavily standardized industries, which is definitely something that everyone should focus on."

 

Ryan Staley

Founder and CEO

Whale Boss

[email protected]

www.ryanstaley.io

 

 

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode Ryan Staley welcomes back Jason Chicola, CEO and founder of Rev.com, to delve into the transformative concept of AI memory and its implications for both individuals and organizations. Jason discusses the profound changes in workplace dynamics since 2020, highlighting the challenges of remote communication and the overwhelming number of virtual meetings. He emphasizes the potential of AI to enhance our memory capabilities, allowing professionals to capture and recall vital information more effectively. 

 

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KEY TAKEAWAYS

• The transition to remote work has led to an increase in virtual meetings, resulting in employee fatigue and a sense of unproductiveness.

• Digital memory allows individuals and organizations to retain and recall important information more effectively. This includes capturing voice recordings and insights from meetings.

• AI can significantly reduce the time spent on tedious tasks, such as analyzing large volumes of transcripts or customer interactions.

• Combining various forms of communication (voice, email, chat) can provide a comprehensive understanding of customer needs and sentiments. This unified view is crucial for organizations to respond effectively to their clients.

• There are multiple ways to measure sentiment, including voice tone, word choice, and body language. Leveraging AI to analyze these elements can help organizations identify key moments in customer interactions.

 

BEST MOMENTS

"I think that there's something wrong with the way we're working today. And I think we have the opportunity to kind of take back control."

"If I want to recall something that I heard in a meeting, a computer can do that better than I could."

"The real value is getting rid of those energy vampires."

"If you could solve medical billing with AI, you'd make doctors happier and you'd have fewer retire early."

"I believe there's three distinct ways to measure sentiment... voice, the words themselves, and body language."

 

Ryan Staley

Founder and CEO

Whale Boss

[email protected]

www.ryanstaley.io

 

 

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan welcomes Jason Chicola, a pioneer in the gig economy and the founder and CEO of Rev, a leading voice AI platform. Jason shares his fascinating journey from launching a labor marketplace to developing cutting-edge speech recognition technology. Jason discusses the evolution of Rev's services, including their new SaaS product, Voice Hub, which leverages large language models to enhance productivity for professionals like journalists and lawyers. The conversation delves into the importance of ethical recording practices, the future of voice technology, and how businesses can effectively utilize AI to improve their operations.

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Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

 

KEY TAKEAWAYS

• Jason's journey began in the gig economy, specifically with the founding of Upwork, and evolved into the AI space with the creation of Rev.

• Rev's new product, Voice Hub, serves as a centralized platform for managing important recordings, offering features like transcription, summarization, and custom prompts tailored to various professional needs.

• Jason emphasizes the need for quality assurance in remote work platforms, advocating for vetting talent and maintaining high standards to ensure customer satisfaction and effective service delivery.

• The integration of large language models (LLMs) into Rev's platform aims to enhance user productivity by providing tailored insights and summaries from recorded conversations, making it easier for professionals to extract valuable information.

• The discussion highlights the significance of social etiquette and ethical practices in voice recording, stressing the importance of transparency and consent to foster trust and comfort in professional interactions.

BEST MOMENTS

"We want to delight the customers. And we experimented with a couple of different kinds of work. We found our stride in what I would call speech detect services."

"Your tool was one of the first AI tools that I ever used before AI was even sexy."

"We think LLMs are just this tremendous breakthrough that's creating more productivity for people every single day."

"If you ask everyone in the company to come up with their prompts, it's going to be a mess. What would make more sense is to define one template."

"If you don't educate people on how to use it for their job-specific function, you're not going to realize an ROI with what you're doing."

 

Ryan Staley

Founder and CEO

Whale Boss

[email protected]

www.ryanstaley.io

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan Saley welcomes back Dan Gottlieb, VP of Sales Tech and Gen AI expert at Gartner, for a deep dive into the evolving landscape of sales technology, particularly focusing on generative AI. Building on their previous discussion, Ryan and Dan explore the differences between general-purpose large language models and niche-specific sales tools, emphasizing the importance of ease of use and integration within existing tech stacks. They discuss the challenges sales reps face in adopting new technologies and the critical role of sales leadership in leveraging data for competitive intelligence and talent development. Dan highlights the pressing need for tools that simplify administrative tasks, allowing sales teams to focus more on selling.

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KEY TAKEAWAYS

• There is a distinction between general-purpose technologies like large language models (e.g., ChatGPT) and niche-specific sales tools. While general-purpose tools require more effort to extract value, specific tools are designed to integrate seamlessly into sales workflows, making them more user-friendly and effective for sales reps.
• Sales professionals should familiarize themselves with the fundamentals of large language models. This knowledge will enhance their ability to leverage similar technologies that are tailored to their specific sales needs shortly.
• For sales leaders, the emphasis should be on using case-specific technologies that provide insights into deals and help communicate progress effectively.
• There is a significant opportunity for sales leadership to utilize technology for talent development. By providing managers with data-driven suggestions for coaching individual sales reps, organizations can enhance the overall performance of their teams.
• A major unmet need in sales teams is the reduction of time spent on non-selling activities. By focusing on automating administrative tasks and improving knowledge management.

BEST MOMENTS

"I think there's more limited upside in the general purpose technologies because of how much effort a sales rep has to put into learning how to use the technology today."

"The value prop of this technology right now is time savings, a little bit of conversion benefit, but mainly time savings."

"I think a lot of folks are jumping over [administrative tasks] because they want to think about AI for conversion, conversion, conversion."

"How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business, or an empire?"

"I see some cool software that's focusing on this problem, trying to give managers in natural language suggestions for ways to help individual reps get better at their jobs."

Ryan Staley

Founder and CEO

Whale Boss

[email protected]

www.ryanstaley.io

 

 

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan Staley welcomes Dan Gottlieb, VP of Sales Tech and Gen AI expert at Gartner, to discuss the current chaos and future trends in the sales tech landscape. Dan shares insights from his extensive experience, including the evolution of sales technologies and the impact of generative AI on the market. He emphasizes the importance of understanding the underlying technologies and methodologies to leverage AI in sales processes effectively. The conversation delves into "technology as a teammate," exploring how sales professionals can collaborate with AI agents to enhance their workflows and decision-making.

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KEY TAKEAWAYS

• The sales tech market is currently experiencing significant disruption, with various categories of sales technologies converging to meet investor growth expectations. This has led to a state of "mayhem" where distinguishing between different products and their capabilities has become increasingly challenging.
• The introduction of generative AI has dramatically transformed the sales tech landscape, prompting companies to rethink how they position their products and the value they offer. 
• Organizations need to shift from a vendor-first perspective to a more informed approach focusing on understanding how technologies work. This includes grasping concepts like Retrieval Augmented Generation (RAG) to ask better questions and make informed decisions about technology investments.
• Instead of solely focusing on metrics like expanding the pipeline, companies should thoroughly audit their processes at a granular level. Identifying specific workflows and pain points will help determine where AI can add the most value.
• The future of sales technology involves viewing AI not just as a tool but as a collaborative teammate. Sales representatives will increasingly work alongside AI agents to enhance their decision-making and execution capabilities.

BEST MOMENTS

"The state of the market in one word, I would call it mayhem."

"A lot of companies right now are very much stuck in a vendor first point of view, where they're learning about what sales tech companies are providing."

"How do you grow like a VC-backed company without taking on investors?"

"AI is capable of handling tasks at a far more granular level."

"I believe that that is really where it's going to be: an individual contributor seller is going to have a team of agents that they're managing."

Ryan Staley

Founder and CEO

Whale Boss

[email protected]

www.ryanstaley.io

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan welcomes back Kyle York, CEO of York IE, for a deep dive into the innovative integration of AI within business operations. Kyle shares his unique approach to productizing services in the advisory and venture capital space, emphasizing the importance of creating scalable, tech-enabled solutions for startups. The discussion explores the evolving landscape of business models, particularly the shift towards results-driven services, and how companies can achieve efficiency without sacrificing quality. As they navigate the challenges facing early-stage startups in a chaotic economic environment, Kyle offers insights into the future of entrepreneurship and the potential for impactful innovation across various industries. Tune in to discover how to grow a VC-backed company without traditional investment and the strategies that can lead to sustainable success.

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KEY TAKEAWAYS

1. Integration of AI in Business Models: Kyle emphasizes the importance of integrating AI and technology into business operations to create scalable and efficient service offerings, particularly in the advisory and venture capital sectors.

2. Productization of Services: The approach to productizing services involves listening to the needs of startups and creating a modular advisory-as-a-service platform that aligns with their financial goals, offering various subscription tiers across different business functions.

3. Demand for Results as a Service: There is a growing trend among business leaders who prefer comprehensive solutions that deliver results rather than just purchasing tools or software. This shift reflects a desire for efficiency and effectiveness in operations.

4. Market Disruption and Innovation: Ryan and Kyle highlight the potential for disruption in traditional consulting and professional services industries by leveraging technology, automation, and subscription models to create more agile and responsive business solutions.

5. Future Outlook for Startups: Despite current economic challenges, there is optimism about the entrepreneurial class's ability to innovate and drive significant impact in the coming years, suggesting a resilient spirit within the startup ecosystem.

BEST MOMENTS

"There's a real gap on the go-to-market side for companies... I wanted to take that expertise and experience, but productize it and build it into a platform for the startup landscape."

"I thought there was an opportunity for a one-stop resource hub... to integrate technology, AI, and automation to build the next great companies."

"Every industry can be disrupted and models can be evolved... companies are going to take a different spin or slant on the company they want to build in that sector."

"I think everybody's looking for a little bit of a lowering of the heat... and I have strong faith that the entrepreneurial class is going to make a huge impact in the next couple of decades."

Ryan Staley

Founder and CEO

Whale Boss

[email protected]

www.ryanstaley.io

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

This episode features Ryan's interview on The Revenue Reimagined Podcast for a discussion on the transformative impact of AI in the tech and sales sectors. He explores the nuances of AI, distinguishes it from automation, and takes a look at the potential challenges and fears surrounding job displacement due to AI advancements. Ryan also touches on the future of autonomous agents and the need for regulatory measures to mitigate risks associated with rapid AI development.

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KEY TAKEAWAYS

• AI should be viewed as a tool for skill transformation and customization, while automation involves precise processes that need to be executed consistently. Many people mistakenly equate the two, which can lead to ineffective implementations.

• Clients come with varying levels of proficiency in AI, and even those who rate themselves highly often have untapped potential. Continuous learning and adaptation are crucial for maximizing the benefits of AI tools.

• There is a significant fear regarding job losses due to AI advancements. The potential for widespread unemployment raises concerns about macroeconomic stability and societal impacts if a large portion of the workforce becomes obsolete.

• Effective use of AI requires a deep understanding of prompt engineering and the nuances of how to interact with AI models. This foundational skill is essential for leveraging AI effectively in business processes.

• The development of autonomous agents, which can execute complex tasks with minimal human intervention, is on the horizon. However, without proper understanding and guidance, these agents could exacerbate existing issues, such as poor communication and ineffective outreach.

BEST MOMENTS

"AI is not a catch-all, but you could use it as a team of helpers for any individual department or organization."

"There's going to be a lot of people that lose their jobs if the government doesn't get their shit together."

"Even people that rate themselves as a four out of five still have a ton that they could use it for that they're not."

"I think if the government doesn't step in and regulate, you're going to see significant wide-scale unemployment that is going to change the face of the country."

"If you don't understand how to effectively even prompt, what you're going to do is have an autonomous agent that scales shit."

Ryan Staley

Founder and CEO

Whale Boss

[email protected]

www.ryanstaley.io

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan sits down with Kyle York, CEO of York IE, to discuss his innovative business model that combines venture capital with advisory services. Kyle shares insights from his journey of scaling a company from zero to $200 million before its exit to Oracle, highlighting the unique challenges and opportunities of bootstrapping a service-heavy business. They look at the integration of AI and offshore outsourcing within their operations, as well as the importance of a pragmatic approach to growth, R&D, and go-to-market strategies.

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

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KEY TAKEAWAYS

• York IE combines advisory services with venture capital, offering a subscription-based model that provides tech-enabled services in research and development, go-to-market strategies, and general administrative support for startups.

• The company emphasizes a bottoms-up approach to business building, focusing on understanding market needs and gaps rather than solely on product capabilities. This includes a strong emphasis on financial engineering and capital strategy.

• York IE leverages AI and automation to enhance its advisory services, creating tools that streamline processes and improve efficiency. This includes using AI for market research, content creation, and operational analysis.

• With a significant portion of its workforce based in India, York IE utilizes offshore resources to provide cost-effective services while maintaining high-quality outputs across various operational functions.

• The company acknowledges the challenges of scaling and has learned to focus on optimizing existing services before expanding its offerings. This strategic approach allows for better resource allocation and operational efficiency as they grow.

BEST MOMENTS

"Our model is a subscription-based model where we sell tech-enabled services in R&D, go-to-market, and G&A. Each service is modularized and has different tiering structure and price points based on what your startup needs support on."

"AI to me is only as good as the data that you feed it and humans' ability to leverage it... Too often, I'm seeing AI as the be-all, end-all and not the enhancement or differentiation of things."

"We basically created a platform called Fuel... It’ll go crawl the datasets that we have and look for companies and points of views and perspectives and spit you back those topics."

"Business building is hard... Not everything I'm saying is created equal. Some of our services are growing faster, have higher revenue or higher margin, or are more tech and AI-enabled than others."

Ryan Staley

Founder and CEO

Whale Boss

[email protected]

www.ryanstaley.io

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In today's episode, Ryan is interviewed by Anna Furmanov of the Modern Startup Marketing. Together, they explore the transformative power of AI in sales and marketing. Ryan shares insights on how sales professionals and revenue leaders can leverage AI tools to enhance productivity, streamline processes, and ultimately double their performance while working fewer hours. 

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS

• AI tools can significantly reduce the time spent on non-selling activities, allowing sales professionals to focus more on customer engagement and strategic work. For instance, leveraging AI can cut down research and preparation time, enabling salespeople to spend more time with clients.

• Specific use cases for AI in sales include analyzing company reports to tailor sales pitches and reframing customer inaction as a loss to encourage decision-making. These strategies can differentiate sales professionals from their competitors.

• Crafting effective prompts is crucial for maximizing the output from AI tools. Providing context about the organization and desired outcomes can lead to more relevant and actionable insights.

• AI can be used to analyze large datasets and visualize information, helping businesses identify key customer segments and trends. This can streamline the process of creating ideal customer profiles and inform marketing strategies.

• While AI can enhance productivity, there are concerns about data security and the potential for misuse. It's important to approach AI with a critical mindset, ensuring that outputs are validated and aligned with real-world insights and expertise.

BEST MOMENTS

"I think like kind of the way to look at it is most people just look at it as a productivity enhancer. You know, it helps me write emails. It helps me do this, which I think is a massive misappropriation."

Give me 3 or 5 examples of companies that have successfully implemented this strategy and break down tactically exactly what they did. So then you have real-world examples to pull from. And then you could also say, ask it to cite its sources as well. 

"Let's say you've got this challenge at work and maybe you don't have other folks on the team, right? Or you don't have other people to talk to about this challenge. You could literally just like tell it what the challenge is and then say, can you help me figure out how to solve this? What are three approaches you would take?"

"If I don't need it, I'm not going to use the tool. Whereas some people are like, Oh my gosh, this is a new flashy, shiny object. I must use it."

VALUABLE LINKS

Modern Startup Marketing - Apple Podcasts

Modern Startup Marketing - Spotify

Ryan Staley

Founder and CEO

Whale Boss

[email protected]

www.ryanstaley.io

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan continues his discussion with Matt Van Itallie, the founder and CEO of SEMA, on the creation of an AI advisory council. Matt shares his vision and strategic approach for the council, focusing on helping technologists share benchmarking data and best practices related to using generative AI in coding. They delve into the different use cases for non-technical knowledge workers and the importance of senior developers in maximizing the benefits of Gen AI tools. Matt also highlights his favourite use cases for leveraging AI tools and the various tools he uses, such as OpenAI's tool, Claude, and Copilot.

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KEY TAKEAWAYS

• Building an AI advisory council can help share benchmarking data, best practices, and ideas related to using Gen AI code.

• Gen AI tools are being used by both technical and non-technical knowledge workers for various tasks such as prototyping, document analysis, and brainstorming new ideas.

• Senior developers tend to get the most out of Gen AI tools due to their experience and ability to leverage tools effectively to get to the right answer.

• Different Gen AI tools like OpenAI's tool, Claude, Copilot, and ProSearch have different specialties and can be used based on the specific purpose.

• The format of the AI advisory council includes a Slack channel, occasional emails, meetups, and sending books to participants to ensure active engagement and value delivery.

BEST MOMENTS

"The most important thing is that teams pick an enterprise-level license, so they protect their IP."

"We try to be experimentalist in everything we do, whether it's figuring out the products to build or features, including AI Advisory Council. So, we heard what they wanted to get out of it and how they wanted it structured. Today, it is a Slack channel, an occasional email and occasional meetup."

"I am certain there is huge ROI on the coding side. It's at least 40x over a two year period in terms of how much more productive coders are relative to the to the cost of enterprise licenses."

Ryan Staley

Founder and CEO

Whale Boss

[email protected]

www.ryanstaley.io

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets