AI Era Demands Holistic GTM: Engineer Your Customer Journey
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Resources & Recommendations
People Mentioned
- Jane Ebel (podcast guest) - Her tip about focusing on how customers will be better than competitors, rather than just solving pain.
- Ben Salzman (former colleague at Stripe, founder) - Worked on Project Roslyn at Stripe and later founded an AI-native GTM startup.
- Claire Hughes Johnson (former colleague at Stripe) - Praised Jeanne's ability to connect with product and engineering and provide valuable input.
- Kate Jensen (former colleague) - Described Jeanne's superpower as building a sales org that doesn't feel like a sales org to engineers.
- Kelly Shafer - Credited for the connection to the podcast guest.
- Obie (leads data science at Vercel) - Collaborated with Jeanne on developing Vercel's segmentation framework.
- April Dunford (podcast guest) - Discussed the importance of understanding that buying decisions often involve reducing career risk.
Organizations & Institutions
- OpenAI - Mentioned as a company with high traffic that would be considered an enterprise customer by Vercel despite its employee count.
- Anthropic - Mentioned as a company where some former Project Roslyn contributors now work.
Tools & Software
- Gong - An incredible tool that can now run AI agents against its transcripts, offering insights into sales processes and lost opportunities.
- Datadog (now home to Eppo) - A platform for product and engineering teams to connect product insights to issues, offering product analytics, experimentation, and session replay.
- Lovable - An AI tool that allows users to build working apps and websites by chatting with AI, suitable for marketers, product managers, and founders.
- Vercel's AI Cloud - The platform Vercel uses to build its internal AI agents, utilizing components like the workflow SDK, AI gateway, and fluid compute.
- Outreach - A tool for sales engagement mentioned in the context of configuring sales processes.
- Salesloft - A sales engagement platform mentioned in the context of configuring sales processes.
- ChatGPT - Mentioned as a tool engineers use for research during the sales process.
- Jira - An example of a product explicitly built for enterprise, where PLG might not be the primary growth strategy.
- Slack - Vercel heavily uses Slack, integrating deal bot insights into customer and opportunity channels.
Websites & Online Resources
- lenny'snewsletter.com - Where listeners can become an annual subscriber to get a year free of various products.
- datadoghq.com/lenny - Where listeners can request a demo of Datadog.
- lovable.dev - Where listeners can get started for free with Lovable.
- Core Web Vitals - A set of metrics used to understand the performance of a website, which Vercel uses to provide insights to potential customers.