Make's AI-First DNA: Samurai Owners, 70% Impact Projects, and Doubling Revenue Per Employee

Ben Douablin on Product-Led Growth vs. Enterprise Sales: Full Enrich's Path from Bootstrap to 10M ARR

What happens when a founder with "long sales cycle PTSD" builds a company designed for AI agents from day one? Ben Douablin pivoted from a struggling sales commission platform to FullEnrich, reaching 10 million ARR in under 24 months with usage-based pricing and zero traditional sales tactics. Alex Theuma sits down with Ben Douablin, CEO of FullEnrich, a data enrichment platform serving over 25 vendors to sales teams and AI agents globally. Ben reveals how he built an influencer-led go-to-market strategy using 50 LinkedIn content creators, why he optimised for end users instead of decision makers, and how FullEnrich positioned itself as data infrastructure for the agent economy before most founders realised agents were buying software seats. In this episode, we explore: (02:36) Ben's failed sales commission startup and painful pivot (06:19) Why FullEnrich chose data aggregation over ownership (08:53) Building usage-based pricing for AI agents from launch (11:13) The PLG strategy that drove 10M ARR growth (16:51) How 50 LinkedIn influencers became FullEnrich's distribution (18:38) B2B influencer marketing without platforms or tracking links (22:30) Scaling beyond founder-led growth with the right executives (24:26) Building AI-first systems instead of hiring 50 salespeople 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.

Make's AI-First DNA: Samurai Owners, 70% Impact Projects, and Doubling Revenue Per Employee

Most SaaS companies talk about AI transformation, but few have actually restructured their entire operation around it. Sara Maldon, Head of Internal AI at Make, started leading their transformation three years ago when "there was no such thing as AI transformation." In this conversation with Alex Theuma, Sara breaks down Make's approach to becoming AI-first from the inside out, including their "samurai" system where full-time AI champions are embedded in every department, their mandate to double revenue with the same headcount, and why she believes traditional companies have the biggest opportunity to gain competitive advantage right now. She shares practical insights on getting leadership buy-in, the tools powering their operations, and why every founder needs to think like an orchestrator managing AI agents rather than just adding AI features to their product. In this episode, we explore: (00:36) From lawyer to cybersecurity to AI transformation leader (01:52) Make's visual platform for building operations without code (04:02) Starting AI transformation before it had a name (05:18) The "samurai" system: full-time AI champions everywhere (06:31) Doubling revenue with the same headcount through AI (08:00) Beyond drinking your own champagne: the tools (08:55) Creative applications of Gamma's presentation API (09:49) Why traditional companies have the biggest opportunity (11:19) Top-down vs. bottom-up: what actually works (12:17) Sara's personal AI stack for unpredictable work (13:52) Practical first steps for 5M ARR founders (15:36) The future: orchestrating agents, not doing tasks 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.

Inside Fathom's Platform Play: Richard White on Data Assets vs. Software Liabilities

What happens when transcription costs drop from £3 an hour to nearly zero and AI can write better meeting notes than any human? Alex Theuma sits down with Richard White, CEO and founder of Fathom, the AI meeting system used by thousands of teams to automatically capture, transcribe, and summarise their calls. Fathom has built a viral growth engine around a simple insight: everyone hates taking notes, but only managers will pay for meeting intelligence. Richard shares how they built "the chassis" first and waited for AI to become the engine, why they abandoned building internal AI tools in favour of smart vendor selection, and his contrarian advice for established SaaS founders: fork your company rather than bolt on AI as a feature. In this episode, we explore: (01:19) What Fathom does and the meeting note-taking problem (01:57) Building from a personal pain point at his previous startup (03:21) Starting with hypotheses about where AI was heading (04:46) The viral growth loop and network effects strategy (06:38) Alex's own discovery journey as a Fathom customer (08:07) The agentic era and opening up the platform (10:39) Competition dynamics and being "past peak note taker" (13:36) AI adoption internally and the 100M/150 people goal (15:50) Why building internal AI tools was a disaster (18:08) Advice for established SaaS founders: fork your company Links mentioned: Richard White on LinkedIn: linkedin.com/in/rrwhite [http://linkedin.com/in/rrwhite]  Fathom: https://www.fathom.ai/ [https://www.fathom.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.

"How Can We 10X Right Now?" Marty Kausas on Revenue-First AI Strategy

Marty Kausas is the CEO and founder of Pylon, the AI-native customer support platform built specifically for B2B companies. Pylon serves customers like HiTouch and has driven growth from zero to millions in ARR through unconventional strategies like LinkedIn storytelling and conference quota systems. Marty shares why his 30-person engineering team, using Cursor and Claude, achieved a 40% productivity lift (not the 4X everyone expects), why he started the company "purely for fun" with a goal of hitting $1 billion in revenue in under 10 years, and why he's sceptical of the vibe coding trend. In this episode, we explore: (01:32) Why most conference strategies fail completely (02:43) Setting aggressive demo quotas and working backwards (05:00) What Pylon does for B2B customer support (06:57) Starting a company "purely for fun", not money (09:38) Finding first customers in a San Francisco hacker house (10:49) LinkedIn storytelling that drove $8M in revenue (13:26) 40% engineering productivity lift from AI tools in reality (15:25) Why Marty optimises for growth over efficiency (17:00) Vibe coding hype versus 30-person engineering reality (17:42) The "how can we 10X" question Links mentioned: Marty Kausas on LinkedIn: linkedin.com/in/martykausas [http://linkedin.com/in/martykausas]  Pylon: https://www.usepylon.com/ [https://www.usepylon.com/]  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.

Paul Becker on VCs vs. Debt Investors: re:cap's Balancing Act in the Growth-Quality Tension

Most SaaS founders reach for equity by default, even for costs that debt could cover in nine months. In this episode of The AI Revolution Show, Alex Theuma sits down with Paul Becker, co-founder and CEO of re:cap, the debt-funding platform helping SaaS founders raise capital without giving up equity. Paul breaks down the emotional cost of bad funding decisions, why gross margins still matter more than AI hype, and the two moments AI genuinely changed how his own team works, including one that turned a week of junior research into two hours and a good prompt. In this episode, we explore: (00:29) What re:cap actually does for SaaS founders needing capital (02:01) The accidental origin story behind re:cap (03:21) Bootstrapped vs VC-backed: why re:cap chose venture capital (06:11) Why most revenue-based financing competitors disappeared (09:00) Capital efficiency vs. growth at all costs in the AI era (11:11) Is AI killing SaaS? Paul's take on the SaaS apocalypse (14:18) Why 90% gross margin beats 70% every time for lenders (16:48) re:cap's own AI journey, from machine learning to LLMs (19:44) The event prep trick that saved Paul a week of junior work (25:02) What Capital AI does inside the re:cap platform (29:55) Direct advice for a founder at £3M ARR taking only equity (31:15) The emotional cost of a bad funding decision nobody asks about Links mentioned: Paul Becker's LinkedIn: https://www.linkedin.com/in/paulbckr/ [https://www.linkedin.com/in/paulbckr/] re:cap: https://www.re-cap.com/ [https://www.re-cap.com/] 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.