This Founder Said No to 90% of the Market - and Won. How to Build Your Enterprise Niche

This Founder Said No to 90% of the Market - and Won. How to Build Your Enterprise Niche

Most AI founders try to sell to everyone. Chris Carter said no to more than 90% of the software enterprise market - and built two successful enterprise companies from that single decision. Chris Carter (Chairman & CEO of Approyo, Founder of Mugatu AI) has started 11 companies, sold several, and managed a bankruptcy. In this episode, he breaks down how AI founders should pick their enterprise niche and ecosystem, how to be successful in Enterprise, and which Scotch to pick for your first closed Enterprise AI deal. Timestamps 01:02 What Chris saw in SAP HANA in 2013 that everyone else missed 02:58 Why he said no to 90% of the market 04:59 Which platforms should you embed into before it's obvious? 05:34 Mugatu AI: Why he's building an AI security layer for enterprises 11:56 How to validate startup ideas using AI (Gemini as your thought partner) 15:23 Several exits, one bankruptcy: The failure that shaped everything 18:26 His 20% Rule: Never let one client exceed 20% of your revenue 20:10 Train first, find the champion, sell top-down: The enterprise implementation framework 22:25 How to find and cultivate an internal champion before your pilot starts 23:43 The biggest gap AI founders have when building for enterprise 25:42 How to instantly build credibility in an enterprise room (Chris's top 4 list) 29:19 Behind closed doors: The most broken SAP implementation Chris ever inherited 33:25 Why AI pilots die in procurement 36:10 Managing the tension between your internal champion and the C-suite 36:56 The middle management trap 44:07 SAP in 5 years 45:48 Scotch pick for your first enterprise deal closed -------------------------------------------------------------- Connect with Johannes: https://www.linkedin.com/in/johannesdeubener/ [https://www.linkedin.com/in/johannesdeubener/] Read Johannes' Newsletter "Inside Enterprise AI": https://johannesdeubener.substack.com/ [https://johannesdeubener.substack.com/] Follow Chris on LinkedIn: https://www.linkedin.com/in/christopher-carter-885159/ [https://www.linkedin.com/in/christopher-carter-885159/] Check out Approyo: https://approyo.com/ [https://approyo.com/] Check Out Mugatu AI: https://mugatuai.com/ [https://mugatuai.com/] -------------------------------------------------------------- More about AI To Go: I Real Talk on Enterprise AI ✨ Watch more Episodes on YouTube: https://www.youtube.com/channel/UCiL3_cC9nmXALQiaqlYs2Kw [https://www.youtube.com/channel/UCiL3_cC9nmXALQiaqlYs2Kw] ✨ Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/ai-to-go-podcast/id1866997458 [https://podcasts.apple.com/us/podcast/ai-to-go-podcast/id1866997458] ✨ Listen on Spotify: https://open.spotify.com/episode/5X9XgIv1qtCYtExziNMyXK [https://open.spotify.com/episode/5X9XgIv1qtCYtExziNMyXK] ✨ Receive all Podcast Updates on LinkedIn: https://www.linkedin.com/company/ai-to-go-podcast/ [https://www.linkedin.com/company/ai-to-go-podcast/]

AI Demo Trap: Client Loved It, Then Ghosted - Why This Keeps Happening

Most AI demos never reach production. Here's why - and what to do differently. Tim Daines, Dubai-based founder of Synaptix Solutions and a 22-year expert of AI, data, and enterprise transformation, breaks down the hard truths founders and enterprise leaders refuse to hear: the real reason AI ROI keeps vanishing, why your data strategy is the actual bottleneck, and shares the strategic lessons that only come from being inside the room when enterprise AI succeeds and when it spectacularly fails. Whether you're an AI founder trying to crack enterprise sales, an executive navigating AI transformation, or a VC watching portfolio companies struggle to demonstrate ROI - this episode will fundamentally change how you think about AI in production. ⏱️ TIMESTAMPS 0:00 Intro 1:15 The Sacrifice Behind Building a Business in Dubai 3:08 Enterprise Maturity in the Gulf 5:30 Dubai as an AI Hub 7:57 Why Relationships Beat a Killer Deck in Dubai 8:55 Why VC AI Portfolio Companies Are Struggling to Demonstrate ROI 9:08 The "Peloton Problem": Why AI Demos Don't Survive Contact With Reality 12:15 What Winning Founders Do Differently 17:42 Minimum Viable Data - The Non-Negotiable Before Any AI Build 19:57 Stop Conflating POC, Pilot & MVP 22:36 The Institutional Knowledge Crisis 26:23 Fast Strategy - Why Traditional Strategy Cycles Are Dangerous in an AI World 32:16 The CFO as the "Adult" in the Room 37:54 Security, Sovereignty & Why IT Must Be in Every AI Room 38:16 Why The Intelligence Integration Layer Is Next 41:22 Where to Find Tim -------------------------------------------------------------- Connect with Johannes: https://www.linkedin.com/in/johannesdeubener/ [https://www.linkedin.com/in/johannesdeubener/] Read Johannes' Newsletter "Inside Enterprise AI": https://johannesdeubener.substack.com/ [https://johannesdeubener.substack.com/] Follow Tim on LinkedIn: https://www.linkedin.com/in/tim-daines/ [https://www.linkedin.com/in/tim-daines/] Read Tim's Substack: https://productagent.substack.com/ [https://productagent.substack.com/] "Fast Strategy" Book: https://www.abebooks.com/9780273712442/Fast-Strategy-Strategic-Agility-Will-0273712446/plp [https://www.abebooks.com/9780273712442/Fast-Strategy-Strategic-Agility-Will-0273712446/plp] -------------------------------------------------------------- More about AI To Go: I Real Talk on Enterprise AI ✨ Watch more Episodes on YouTube: https://www.youtube.com/channel/UCiL3_cC9nmXALQiaqlYs2Kw [https://www.youtube.com/channel/UCiL3_cC9nmXALQiaqlYs2Kw] ✨ Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/ai-to-go-podcast/id1866997458 [https://podcasts.apple.com/us/podcast/ai-to-go-podcast/id1866997458] ✨ Listen on Spotify: https://open.spotify.com/episode/5X9XgIv1qtCYtExziNMyXK [https://open.spotify.com/episode/5X9XgIv1qtCYtExziNMyXK] ✨ Receive all Podcast Updates on LinkedIn: https://www.linkedin.com/company/ai-to-go-podcast/ [https://www.linkedin.com/company/ai-to-go-podcast/]

The AI Vendor Culling Is Coming - Here's How You Survive It | Russ Fradin, Larridin

In this conversation, host Johannes Deubener sits down with serial founder Russ Fradin, CEO of Larridin (backed by Andreessen Horowitz). He shares what 30 years of building enterprise companies teaches you about AI adoption, vendor survival, and long-term customer relationships. We cover the real #1 driver of enterprise churn, why 85% of leaders fear falling behind in the next 18 months, what shadow AI really signals about enterprise adoption, and why teams that build with AI dramatically outperform teams that only summarize. We go deep on what it actually takes to win in the enterprise - not just to get in the door, but to be one of the AI vendors still standing when the inevitable AI vendor consolidation hits. Chapters 00:41 - Russ Fradin intro 02:28 - The repeat founder trap 06:01 - The $5M ARR pivot 09:25 - 30 years of enterprise lessons: what AI founders need to know right now 09:30 - The #1 driver of enterprise churn 13:07 - Radical honesty as your competitive moat 15:45 - First-time founder playbook 16:02 - Why free pilots fail - and how to create the right friction from day one 19:09 - How to close the gap from pilot to production 22:53 - The 2026 Enterprise AI Report 26:28 - The coming AI vendor culling 29:30 - What the AI leaders do differently 31:54 - Why IT teams get 10x more from AI 32:11 - The global knowledge workforce retraining experiment 35:27 - Shadow AI: 45% of AI adoption happens outside procurement 38:54 - When tool sprawl becomes organizational waste 41:05 - The power user gap 44:03 - Why HR needs to own AI enablement - not just IT 48:10 - What Larridin actually does: measuring AI productivity across the enterprise 54:27 - "Software eating labor": is AI substituting or augmenting work? 54:42 - Why AI will create more jobs 59:06 - Where to find Russ 59:29 - Outro -------------------------------------------------------------- Connect with Johannes: https://www.linkedin.com/in/johannesdeubener/ [https://www.linkedin.com/in/johannesdeubener/] Follow Russ: https://www.linkedin.com/in/rfradin/ [https://www.linkedin.com/in/rfradin/] Check out Larridin: https://larridin.com/ [https://larridin.com/] Read the 2026 Enterprise AI Report: https://larridin.com/state-of-enterprise-ai [https://larridin.com/state-of-enterprise-ai] -------------------------------------------------------------- More about AI To Go: I Real Talk on Enterprise AI ✨ Watch more Episodes on YouTube: https://www.youtube.com/channel/UCiL3_cC9nmXALQiaqlYs2Kw [https://www.youtube.com/channel/UCiL3_cC9nmXALQiaqlYs2Kw] ✨ Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/ai-to-go-podcast/id1866997458 [https://podcasts.apple.com/us/podcast/ai-to-go-podcast/id1866997458] ✨ Listen on Spotify: https://open.spotify.com/episode/5X9XgIv1qtCYtExziNMyXK [https://open.spotify.com/episode/5X9XgIv1qtCYtExziNMyXK] ✨ Receive all Updates on LinkedIn: https://www.linkedin.com/company/ai-to-go-podcast/ [https://www.linkedin.com/company/ai-to-go-podcast/]

AI Pricing: No Seats, No Tokens – This Founder Charges for Results | Larissa Schneider, Unframe AI

Larissa Schneider, Co-Founder & COO of Unframe AI, is building one of Europe's boldest enterprise AI platforms - and she's doing it with outcome-based pricing. No per-seat fees. No token meters. Just measurable business outcomes. In this episode, host Johannes Deubener sits down with Larissa to unpack why seat-based pricing is killing enterprise AI adoption, how Unframe deploys production-ready AI in under a week using a modular "Lego block" platform, and what it actually takes to tie your revenue to client results. Larissa shares the real story behind outcome-based pricing - from internal debates to live customer examples - including how they helped one of the world's oldest newspapers cut proofreader onboarding from 2-3 years to nearly instant. She also drops a bold prediction: citizen development and quick DIY AI will die at the enterprise level. Whether you're an AI founder figuring out your pricing model, an enterprise leader stuck in pilot purgatory, or a CIO evaluating build vs. buy - this episode is packed with practical frameworks you can use today. ⏱️ Chapters: 00:57 - International Background & Leading Global AI Teams 02:17 - Building Company DNA in a Remote-First Culture 02:55 - From Farm Kid to AI Founder 06:49 - What Technologists Miss About AI Adoption 08:37 - The Real Root Cause of Pilot Purgatory 10:10 - Build vs. Buy 12:59 - The Honest AI Strategy Conversation with a CEO 15:33 - Unframe Explained: The Lego Box Analogy 19:29 - Customer Story: Oldest Newspaper in the World Goes AI 21:50 - IP, Blueprints & How Custom AI Solutions Work 23:35 - Pricing: Why Seats & Tokens Are Broken 25:41 - Tying Revenue to Client Results 31:14 - Pricing a Chatbot by Outcomes - A Real Example 33:22 - Preventing Adoption Failure & the Free POC Model 35:01 - How Outcome-Based Pricing Changes Product Development 36:13 - Advice for Founders on Outcome-Based Pricing 38:16 - Outcome-Based Pricing as a Competitive Moat 40:26 - Redesigning Enterprise AI Procurement from Scratch 41:44 - Larissa's Bold Prediction 42:11 - Will AI Make Organizations More Human? 43:01 - Larissa's #1 Advice for Enterprise AI Success -------------------------------------------------------------- Connect with Johannes: https://www.linkedin.com/in/johannesdeubener/ [https://www.linkedin.com/in/johannesdeubener/] Follow Larissa: https://www.linkedin.com/in/schneiderlarissa/ [https://www.linkedin.com/in/schneiderlarissa/] Check out Unframe AI: https://www.unframe.ai/ [https://www.unframe.ai/] -------------------------------------------------------------- More about AI To Go: I Real Talk on Enterprise AI ✨ Watch more Episodes on YouTube: https://www.youtube.com/channel/UCiL3_cC9nmXALQiaqlYs2Kw [https://www.youtube.com/channel/UCiL3_cC9nmXALQiaqlYs2Kw] ✨ Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/ai-to-go-podcast/id1866997458 [https://podcasts.apple.com/us/podcast/ai-to-go-podcast/id1866997458] ✨ Listen on Spotify: https://open.spotify.com/episode/5X9XgIv1qtCYtExziNMyXK [https://open.spotify.com/episode/5X9XgIv1qtCYtExziNMyXK] ✨ Receive all Updates on LinkedIn: https://www.linkedin.com/company/ai-to-go-podcast/ [https://www.linkedin.com/company/ai-to-go-podcast/]

The AI Fears Enterprise CEOs Won’t Admit Publicly | Rujuta Singh, Solved Together

If you’re an enterprise AI founder, you’ve seen the same pattern: pilots everywhere, ROI nowhere, governance used as a brake, and leaders asking for “hard numbers by next quarter.” In this episode, Johannes Deubener sits down with Rajuta Singh, Founder & CEO of Solved Together, to unpack why transformation fails (hint: it’s rarely the tech) and how CEOs can break the “AI anxiety loop” with structured experimentation, cross-functional squads, and outcome-first execution. They unpack real boardroom fears around AI - from stalled pilots and 7-figure “science projects” to data roadmaps, legacy systems, and middle managers secretly blocking change. If you are an AI founder selling into enterprises or an enterprise leader trying to turn AI hype into business outcomes, this conversation gives a 90-day path you can start using immediately. CHAPTERS * 00:04 Welcome + guest intro: Rujuta Singh * 00:57 Why people dynamics decide outcomes * 02:06 Every company has the same collaboration problem * 04:14 Collaboration brain hacks * 08:26 Neuroscience of meetings * 12:29 “Transformation Reality TV” CEO ROLE-PLAY * 16:11 AI as #1 priority for 2026 * 18:43 Ruthless prioritization: which pilots to kill vs scale * 20:23 CFO vs AI team: ROI now vs “compounding later” * 23:16 Integrate AI into business strategy * 24:35 The Talent Dilemma * 27:04 Upskilling Challenge * 32:35 Silent sabotage: how to unblock middle managers * 37:22 The “AI strategy” all-hands * 41:06 Data governance vs speed * 43:20 Legacy systems * 46:49 First 90 days * 49:48 What CEOs miss WRAP * 55:45 Don’t try to keep up * 58:04 The Top Leadership Skill * 1:00:32 Where to find Rajuta -------------------------------------------------------------- Connect with Johannes: https://www.linkedin.com/in/johannesdeubener/ [https://www.linkedin.com/in/johannesdeubener/] Follow Rujuta: https://www.linkedin.com/in/rujutasingh/ [https://www.linkedin.com/in/rujutasingh/] Check out Solved Together - AI Accelerator: https://www.solvedtogether.co.uk/ai-accelerator [https://www.solvedtogether.co.uk/ai-accelerator] -------------------------------------------------------------- More about AI To Go: I Real Talk on Enterprise AI ✨ Watch more Episodes on YouTube: https://www.youtube.com/channel/UCiL3_cC9nmXALQiaqlYs2Kw [https://www.youtube.com/channel/UCiL3_cC9nmXALQiaqlYs2Kw] ✨ Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/ai-to-go-podcast/id1866997458 [https://podcasts.apple.com/us/podcast/ai-to-go-podcast/id1866997458] ✨ Listen on Spotify: https://open.spotify.com/episode/5X9XgIv1qtCYtExziNMyXK [https://open.spotify.com/episode/5X9XgIv1qtCYtExziNMyXK] ✨ Receive all Updates on LinkedIn: https://www.linkedin.com/company/ai-to-go-podcast/ [https://www.linkedin.com/company/ai-to-go-podcast/]