Aleks Đekić on 90-Day Cycles, the Sales-Finance Chasm, and Why Your Billing Stack Is Holding You Back

Aleks Đekić on 90-Day Cycles, the Sales-Finance Chasm, and Why Your Billing Stack Is Holding You Back

The average top AI SaaS company is now changing its pricing every 90 days. Most billing stacks were not built for that. Aleks Đekić, co-founder of Alguna, has seen the gap between what sales teams promise and what finance teams can actually bill close far too many deals badly. Alex Theuma sits down with Aleks to cover why outcome-based pricing is further away than LinkedIn suggests, how Alguna's first customer forced them to build a product they never wanted to build, and what it actually takes to align price to value without terrifying your buyers. In this episode, we explore: (01:32) What Alguna does and the founding story behind it (05:45) Why AI has made pricing the most urgent problem in B2B SaaS (08:05) How often top AI companies are actually changing their pricing (11:45) Seat-based pricing under pressure: the model that punishes success (13:11) How to offer usage-based pricing without terrifying your buyers (15:24) The most wrong thing people say about outcome-based pricing (19:53) Getting the first ten customers when no one wakes up wanting to change their billing (23:50) The product Alguna never planned to build and why it became a competitive edge (30:01) Does per-seat pricing survive into 2028 and 2029 (31:35) Which SaaS companies are structurally exposed by the AI shift The AI Revolution Show is the intelligence podcast for B2B software founders navigating the platform shift, the founders building through it, and the founders already on the other side. Hosted by Alex Theuma, founder of Shift AI Events. Subscribe so you don't miss the next episode.

Control vs. Automation: Why Light's Bet Is That AI Makes Finance More Accurate, Not Just Faster

Light co-founder Jonathan Sanders built two companies before this one, migrated both to Oracle ERPs, and decided there had to be a better way. Jonathan shares why legacy ERPs are failing in the AI era, how Light uses agents to check the output of other agents (and why that is more accurate than humans doing the same job), and what it actually takes to get finance professionals to trust AI with the general ledger. In this episode, we explore: (02:10) Why Jonathan founded Light after two painful ERP migrations (06:09) Why legacy ERPs cannot make AI work, and what Microsoft Copilot gets wrong (09:07) How Light uses AI to lower switching costs and win rip-and-replace deals (10:46) Speed, control, and accuracy: the three things finance teams actually need (14:09) How Light outperformed humans plus machines on bill parsing (21:29) The memory capability inside Light that learns your business from transactions alone (25:41) How a 100-person company runs its entire finance function with one person (29:08) Finance hackathons with JP Morgan and Deloitte, and what surprised every attendee (32:00) Why an immutable general ledger is the foundation of trust in agentic finance The AI Revolution Show is the intelligence podcast for B2B software founders navigating the platform shift, the founders building through it, and the founders already on the other side. Hosted by Alex Theuma, founder of Shift AI Events. Subscribe so you don't miss the next episode.

Adam Liska on AI-Native GTM, Vibe Coding, and Revenue Execution

Host Alex Theuma sits down with Adam Liska, Co-founder and CEO of Airspeed, formerly Glyphic AI, after his team raised a Series A and rebranded. Drawing on experience building Gemini at DeepMind, Adam explains why AI-native companies must rethink their architecture, why reliability beats peak model performance, and why the future of sales is humans working alongside agents, not being replaced. In this episode, we explore: (01:40) Why Adam left DeepMind to build AI for revenue execution (05:10) Why Glyphic became Airspeed, and what the rebrand really signalled (09:16) Why dashboards create knowledge but rarely drive meaningful execution (11:29) The uncomfortable truth behind building genuinely AI-native software (14:09) How Airspeed agents rescue stalled deals before sellers notice (16:25) Why reliability matters more than benchmark-leading AI performance (20:39) Selling AI to sales leaders who judge every sales interaction (23:12) Build versus buy, and why internal AI tools rarely stay maintained (29:34) Why founders remain sceptical about AI GTM despite rapid progress (38:41) Adam's long-term vision for programmable companies powered by AI The AI Revolution Show is the intelligence podcast for B2B software founders navigating the platform shift, the founders building through it, and the founders already on the other side. Hosted by Alex Theuma, founder of Shift AI Events. Subscribe so you don't miss the next episode.

Why Salesmotion Replaced Agencies with AI: Semir Jahic on Lean SaaS in 2026

What if your next hire wasn't a person at all? Alex Theuma sits down with Semir Jahic, co-founder of Salesmotion, the two-person sales intelligence platform growing through AI-first operations. After rebuilding their website, knowledge base and internal workflows with AI, inbound demand surged. Semir shares the automations every founder should build, why "ship at the speed of thinking" is becoming reality, and where human advantage still matters. In this episode, we explore: (02:39) How two founders compete against much larger sales tech companies (05:25) Rebuilding an entire website with AI, then watching traffic explode (08:20) Turning customer calls into high-performing SEO content automatically (14:11) The AI-built knowledge base Semir never had time to create (17:05) Replacing SaaS tools with custom AI automations and Slack workflows (22:32) Shipping product ideas almost as fast as thinking of them (25:14) Why AI makes human relationships even more valuable in enterprise sales (27:11) Can a two-person company really reach millions in revenue? (28:46) The anxiety every AI-first founder must learn to live with The AI Revolution Show is the intelligence podcast for B2B software founders navigating the platform shift, the founders building through it, and the founders already on the other side. Hosted by Alex Theuma, founder of Shift AI Events. Subscribe so you don't miss the next episode.

Burning the Brand: Inside Intercom's Bet to Become Fin.ai — Des Traynor

Alex Theuma sits down with Des Traynor, co-founder of Fin (formerly Intercom), fresh from their complete rebrand around their AI agent that's already generating over $100 million in revenue. Des walks through the brutal calculus of retiring a billion-dollar brand, why he believes all legacy SaaS will need rebuilding from scratch, and the technical reality behind Fin's 70% resolution rate. From 27 interconnected AI systems to the collapse of traditional product team structures, this is the inside story of a platform shift in real time. In this episode, we explore: (03:17) Why Intercom's original pricing decisions nearly killed customer loyalty (04:43) The moment Des knew they'd hit product-market fit (06:37) Why Fin needed a separate identity from Intercom (09:27) The grief process of retiring a billion-dollar brand name (11:07) Des's test for AI-native vs AI-wrapped products (16:11) When Claude's artifacts convinced him software would change forever (20:18) Why technical debt is just a cope for legacy companies (24:36) What "70% resolution rate" actually means for Fin (26:08) How AI flipped their product-first culture to technology-first (31:05) Why AI sales now require four-week bake-offs (32:31) The genuinely hard problems that aren't waiting for GPT-6 The AI Revolution Show is the intelligence podcast for B2B software founders navigating the platform shift, the founders building through it, and the founders already on the other side. Hosted by Alex Theuma, founder of Shift AI Events. Subscribe so you don't miss the next episode.