Audience Haus

Old AI playbook: - Replace SDRs with AI agents - Swap engineers for autonomous developers - Automate support with chatbots New AI playbook: - Augment GTM with AI agents - Give engineers added superpowers of AI - Augment support with AI Some stats from Tomasz Tunguz of Theory Ventures: - cutting headcount with AI saw 3% value gain. - Those mastering human-AI teamwork? Worth 5X more. He analyzed 100+ public software companies to see what drives more value: 1. Cutting headcount with AI 2. Using AI to boost team performance His first test: Cut R&D costs by 50% with AI replacement. His second test: Boost developer productivity by 30% with AI amplification. Turns out, saving money looks great on paper - but the market rewards companies that fuel growth. The math was clear: * Strategy #1: 3% value bump * Strategy #2: 5X more value created In other words: AI's real power isn't in replacing humans - it's in unleashing their potential. The future of revenue is going to be won and lost by creativity. Creativity in using AI to amplify impact. Creativity in using content and community to build movements. The rise of the revenue creator is coming... Post inspo from Amos at Swan AI (his newsletter is a banger).

One of Silicon Valley's best VCs just ran the numbers: companies cutting headcount with AI saw 3% value gain. Those mastering human-AI teamwork? Worth 5X more. Here's the data that's making operators rethink their entire AI strategy. The 2025 AI playbook looks simple on paper: - Replace SDRs with AI agents - Swap engineers for autonomous developers - Automate support with chatbots Investors love it. The media hypes it. But the market data reveals an uncomfortable truth. I spent hours diving into Tomasz Tunguz's latest analysis (founder of Theory Ventures, backed 7 unicorns). His findings flipped everything we thought about AI ROI. He analyzed 100+ public software companies to see what drives more value: 1. Cutting headcount with AI 2. Using AI to boost team performance His first test: Cut R&D costs by 50% with AI replacement. His second test: Boost developer productivity by 30% with AI amplification. Turns out, saving money looks great on paper - but the market rewards companies that fuel growth. The math was clear: * Strategy #1: 3% value bump * Strategy #2: 5X more value created In other words: AI's real power isn't in replacing humans - it's in unleashing their potential. The data matches what I'm seeing in the wild: The fastest-growing companies aren't replacing their workforce - they're reimagining how businesses operate when every team member becomes a force multiplier. Take the new wave of AI-native startups (LOVEABLE, Aragon.ai, Mercor etc) for example. While traditional SaaS are hitting $100K revenue per employee, these autonomous businesses run on $1M ARR/FTE. The difference? They're not asking "How can AI replace humans?" They're asking "How can AI unlock human potential?" This isn't just about numbers on a spreadsheet. It's about fundamentally reimagining how we build companies. While most are stuck debating which jobs AI will replace, The winners are already building something better: Companies where AI amplifies human potential, not replaces it. The market has spoken. The future is human. --- P.S. Every week I break down exactly how we're building Swan AI into a $10M ARR/FTE autonomous business. Comment 'autonomous' if you want these insights in your inbox. No fluff, just real playbooks from the trenches. #BuildASwan #HumanFirstSales #HumanEmpowerment

Criminal activities has just been added to the race to the bottom bingo card. New retention tactic: Undercover spies. SaaS is going to hell in a handbasket. ??

I just talked to 3 Series A founders who failed to raise their B round in the last 90 days. All had 50+ employees and are now facing shutdown. But this isn't another post about a funding winter - It's about the death of an entire way of building startups. Every single one followed the same playbook: Step 1: Raise big pre-PMF Step 2: Hire aggressively Step 3: Brute-force GTM But while these founders were running the old playbook, the rules changed: Investors stopped buying growth-at-all-costs stories VCs started asking about unit economics, not team size And AI agents turned the 'growth = hiring' equation upside down Yet most founders are still measuring success by their headcount. In 2020, "How big is your team?" signaled success. In 2025? It's becoming a red flag. But while traditional startups are shutting down, a new model is quietly taking over: The Autonomous Business. These aren't your typical startups. They're lean, intelligence-first companies generating more revenue with 5 people than others do with 50. The math is undeniable: Traditional SaaS: $50k-150k ARR/FTE Autonomous Business: $1M-2M+ ARR/FTE This isn't just about doing more with less. It's about fundamentally reimagining how businesses operate. Where traditional startups throw bodies at problems, autonomous businesses orchestrate intelligence at scale: - AI handles execution while humans own strategy - Ideas and creativity win, not org charts - ARR/FTE jumps from $100K to $1M+ At Swan AI, we're not just theorizing about this shift - we're proving it works. Last week alone: - Generated $1M+ in qualified pipeline - Shipped 20+ product features - Resolved 100s of support queries All with 3 founders, zero employees, and an army of AI agents. Our moonshot? $30M ARR with just the founders. And we're getting there faster than anyone expected. Because the next wave of iconic companies won't be built by throwing bodies at problems. They'll be built by operators who crack the code on human-AI collaboration. The old startup playbook is dead. The age of autonomous businesses is here.

Everyone is screaming brand >> all I’m screaming movement & category before brand. Here’s why: With AI commoditizing content and competition flooding every category, the biggest challenge isn’t being better, it’s being memorable. - Peep Laja Agreed big time! But where I disagree is how to stand out- The most potent way to be seen is to create the category and the rules, and build a movement around that. The output of THAT becomes your brand. Competition is a GREAT thing if you’re the one who built the category out. Competition increases category potential and market cap. The more competitors that come into the market you’ve built the more help you have in building the need for the masses. Examples: HubSpot: Created the concept of "inbound marketing" and established itself as an authority on the topic. Zuora: Defined and enables new business models in the "Subscription Economy". Gong: Created a new category in sales enablement. Slack: Created a new category of enterprise software for communication and collaboration. Tesla: Established itself as a leader in the electric vehicle market and sustainable energy company. Uber: Created the ridesharing category Salesforce: Created the cloud computing category. Here are the metrics that matter: 1. Revenue 2. Category Potential 3. Market Capitalization Tesla had a much bigger percent of a category (EV) that wasn’t really that big. Musk gave away his patents to ENCOURAGE competition and drive category potential through the roof. And thus, even at a relatively lower market share they blew revenues through the roof. Note: Their market share is dropping because of things outside competition.* Being the first to name, frame and claim a new category has proven a big differentiator since the beginning of time. Creating the market vs going to market. * Agree with being memorable and building something different big time. Brand is an output not an input. Output of category creation, rallying the people in the space around a shared vision of overcoming a villain, building a movement that matters, impact-driven category design. Etc. Category and Movement will eat your brand All. Day. Long.

Movements don’t just happen—they emerge from deep psychological currents that drive human behavior. Here’s how leveraging our tribal nature helps build powerful movements: 1. The Need for Belonging Humans crave social connection. Movements provide a sense of identity and purpose, giving people something to be part of. Whether it’s a political cause, a social revolution, or a brand-driven movement, people want to feel included and valued. ?? Example: The rise of CrossFit isn’t just about fitness—it’s about a community that shares intense workouts, rituals, and a common language, making members feel like they belong to an exclusive tribe. 2. Us vs. Them Mentality The human brain is wired to categorize the world into in-groups and out-groups. Successful movements define a clear opposition—whether it’s an oppressive system, a corrupt leader, or a rival ideology. This distinction strengthens group identity and fuels passion. ?? Example: The Apple vs. Microsoft rivalry leveraged tribalism to build a passionate user base. Apple positioned itself as the rebellious, creative underdog against the corporate giant, attracting devoted followers. 3. Shared Symbols & Rituals Reinforce Identity Tribes are built on symbols, language, and rituals. Whether it’s religious sacraments, national flags, or brand slogans, these elements create familiarity and deepen commitment to the movement. ?? Example: The Black Lives Matter movement’s raised fist, the LGBTQ+ Pride flag, and even Nike’s “Just Do It” slogan all serve as powerful tribal markers that reinforce shared beliefs and drive loyalty. 4. Emotional Triggers Create Action People don’t join movements through logic alone—they are driven by emotion. Fear, hope, anger, and inspiration are all powerful motivators that spark action and sustain engagement. ?? Example: Greta Thunberg’s climate activism taps into fear (of environmental destruction) and hope (for a sustainable future), inspiring millions to take action. Howard Zinn once said: "Small acts, when multiplied by millions of people, can transform the world." Movements >>> Sea of Sameness

?? The Psychology Behind Movement Building: Lessons from History I've always been fascinated by this: Why do some movements ignite and thrive while others fizzle out? The secret lies in psychology. Whether it’s shaping societal change, building a brand, or creating a category, the most powerful movements tap into deep human instincts. Here’s what history teaches us about building a movement that lasts: ?? A Compelling Narrative – People follow a story, not just an idea. From the Cult of Osiris to Apple’s “Think Different” campaign, great movements tell a story that resonates emotionally. ?? A Sense of Belonging – Humans crave connection. CrossFit isn’t just fitness; it’s a tribe. Black Lives Matter isn’t just activism; it’s identity. Movements that create community win. ?? Us vs. Them Mentality – Opposition fuels passion. Whether it’s democracy vs. tyranny or startups vs. incumbents, a defined contrast gives people a reason to rally. ?? Shared Symbols & Rituals – Movements need visual and cultural markers. Think Pride flags, raised fists, or Nike’s “Just Do It.” These elements reinforce identity and deepen commitment. ?? Emotional Triggers – Fear. Hope. Anger. The most impactful movements spark emotion. Greta Thunberg’s climate movement taps into existential fear and optimism for change. From the Abolitionist Movement to Civil Rights to Anti-Apartheid, history proves that psychology is the foundation of every lasting movement. We need to lean into these principles if we’re trying to build something bigger than ourselves— a category, a brand, or a revolution. The most powerful movements aren’t built, they’re felt. What do you think? Which of these psychological triggers resonates most with you? We cover this in this week's edition of the Audience Haus newsletter. Link in comments. CC - Jared Robin

Running from the Sea of Sameness with Stevie Nicks like ?? Have so much gratitude: - growth & evolution of RevGenius - fast growth of Audience Haus’ clients - complete partnership alignment w Karthiga - my niece Quinn who’s birthday is today ?? - my life partner Mallory - my doggie Stevie Nicks - helping create the future of revenue TGIF. What are you grateful for going into the weekend?

The Sea of Sameness is where everyone follows everyone else and removes creativity from the equation. People think it's 'safer' to follow others. I don't necessarily agree with that. Karthi and I made a picture about what contributes to this: 1. The rise of playbooks Cookie-Cutter Strategies: As soon as a specific tactic (like a LinkedIn “growth hack”) works for one company, everyone rushes to replicate it. Standardized Metrics: Chasing the same KPIs (e.g., clicks, likes, MQLs) encourages surface-level engagement over meaningful differentiation. 2. Cheap Capital and Growth-at-All-Costs VC Funding Frenzy: Access to venture capital meant startups prioritized rapid growth, often at the expense of originality and long-term sustainability. Focused On The Next Funding Round Over Long-Term Vision: Leaders optimized for quick metrics—user acquisition, valuations—while ignoring product depth, impact, or genuine brand distinction. 3. The Copycat Mentality Market FOMO (Fear of Missing Out): When one competitor finds a successful strategy, others copy to avoid “missing out,” leading to herd behavior. Lack of Original Thinking: Instead of questioning assumptions or rethinking models, companies just echo the current trend, perpetuating sameness. 4. Over-Reliance on Technology and Automation Scale at the Expense of Story: Automated marketing and churned-out content can make every brand sound alike, prioritizing quantity over quality. Data-Driven, But Not Insightful: When data becomes the only guiding force, genuine creativity or user-centric experimentation often gets lost. 5. Fear of Risk and True Innovation Playing It Safe: Many leaders would rather iterate on proven ideas than risk building something truly disruptive and potentially failing. Appeasing Stakeholders: In larger organizations, an internal culture resistant to change discourages bold, innovative approaches that might stand out. 6. Influencer-Heavy Marketing Superficial Social Proof: Paying or partnering with influencers for endorsements can drive short-term engagement, but seldom creates enduring differentiation if it’s the same influencers everyone else uses. Lack of Depth: Focusing on viral moments and vanity metrics leaves little room for brand-building and real customer-centric impact. You're going to be able to copy tech FAST with AI. If you're also copying playbooks and 'GTM' of somebody else, how are you building anything differentiated? Did I miss anything in the sea of sameness?

So Warren Zenna (The CRO Collective) and I did this thing in #NYC where we put together about 30 #CROs at mid-market and up companies! And it was great! (hopefully some of the attendees will attest to that ????). We debated for almost four hours on so many topics around #leadership and #hiring and #sales and #marketing and what the first #90days of CRO should look like, and managing your CEO and board, and so so much more. (And of course the conversation went overflow into a great restaurant on Lafayette St!). One of the topics that we discussed was: what is the role of #RevOps? What are the traits we should hire for? In this video, I offer some of my thoughts after reflecting on the conversation we had with this amazing room of experts. Hint: RevOps is strategic (hence hire accordingly), but often time RevOps and #SalesOps leaders are overwhelmed and overworked, stuck fixing data instead of thinking strategically. Let’s change that.