#10-Hotel CalifornAI: Symbe AI Business Case interview, 2024 Trends and AI Tech on the market, & more

Good Morning, Afternoon, & Evening, it is time for another newsletter from the GTM AI Academy. As a reminder, we are an AI enablement platform to help GTM professionals know how to use AI in their roles as individuals or teams.

Business Impact>learning tools.

The GTM AI Demo Tools Library is a free resource for you to view AI tools and demos to see what is out there to help your team or to help you in your own workflow. We also currently have the Generative AI Foundations course for GTM professionals who just want to learn the basics of unleashing AI in their workflow and you can get access to it for 30% off with the code podcast30

Now with all that being said, lets move forward with todays newsletter which is:

1. GTM AI Podcast #10: Martin Blinder & Xavier Wilders from Symbe join me to talk about their new AI tech which scales creating impactful Business Cases for GTM teams.
2. How much AI tech is out there? Latest report is out.
3. Grok gets Vision and is here to compete with ChatGPT
4. 英伟达 releases RTX to challenge everyone
5. Tool of the week with business impact: quso.ai

Podcast with Symbe https://symbe.co/

You can go to Youtube, Apple, Spotify, or here on Linkedin as well as a whole other host of locations to hear the podcast or see the video interview.

In this podcast interview, Martin Blinder (CEO) and Xavier Wilders (CTO), founders of the AI startup Symbe , discuss how their product uses AI to automate and optimize the creation of business cases in the sales process. They explain the typical pain points companies face when generating business cases reactively using inconsistent spreadsheets. Symbe aims to provide a collaborative, templated platform that aligns with a company's value proposition and pulls in relevant data to build compelling business cases at scale.

They emphasize that business cases are decision support tools that focus on more than just the ROI numbers. Symbe enables scenario modeling and establishes a foundation for the ongoing buyer-seller relationship. By orienting the entire go-to-market team around optimized business cases, their AI tech promotes value-based selling.

AI powers the tool by automating document creation, tailoring content to each client, and eventually optimizing based on deal outcome data. The business impact for beta customers includes increased sales capacity, shortened sales cycles, higher win rates, and larger deal sizes - positively influencing overall sales velocity. Symbe also empowers champions to advocate effectively to economic buyers.

When implementing AI solutions, the founders advise listening closely to beta customer feedback, releasing MVP features quickly, and iterating based on what delivers value. For successful user adoption, intuitive onboarding and a delightful user experience are critical.

The founders view AI as an inevitability that, if leveraged properly, can lead to a more efficient economy by aligning buyers and sellers. While risks exist, the transformative potential of AI is undeniable.

Key Quotes:

Martin:

"The business case is something as an afterthought, it tends to happen at some case where the champion sells says, I like what you're doing, but let me see the value. What is the business case? It tends to be a reactive approach as opposed to a proactive collaborative."

"A business case doesn't necessarily need to have hard numbers. It can have it basically is built on a series of vignettes of stories that tell talk about either the hard or the soft benefits of that solution."

"By orienting everybody around business cases that have optimized based on the value proposition of their organization, you're actually orientating the entire organization around a clear value parameter."

Xavier:

"What we're trying to do is bring that capacity of that team around you for every single deal in your pipeline."

"It's really essential at the beginning to release very quickly take into account feedback to to do it slightly manually for your first users when they're coming up with new requirements and then to see if those requirements hold true."

"[AI is] very much like the internet or the mobile phone. So there's so much good that came out of it and a lot of dangers and risks that came out of it. But what's sure is that you can't avoid it. The world is going to be changed one way or the other."

Key Takeaways for Go-to-Market (GTM) Professionals:

1. Shift from reactive to proactive business case creation: Collaborate with champions early in the sales process to build value-based business cases that align with the customer's needs and priorities.

2. Standardize and automate business case generation: Use AI-powered platforms to create consistent, data-driven business cases at scale, reducing manual effort and increasing efficiency.

3. Focus on decision support, not just hard ROI: Business cases should include both quantitative and qualitative elements, such as scenario modeling and value stories, to help champions advocate effectively to economic buyers.

4. Orient the entire GTM team around optimized value propositions: By using AI-optimized business cases, sales teams can deliver a consistent, value-based message across all deals, improving win rates and deal sizes.

5. Empower champions to advocate internally: Provide champions with compelling, tailored business cases that speak the language of economic buyers, enabling them to drive decision-making even when sales is not present.

6. Embrace AI as a growth accelerator: AI can positively impact sales velocity by increasing capacity, shortening cycles, and enhancing win rates, ultimately driving company growth.

7. Adopt an agile, customer-centric approach to AI implementation: Continuously gather feedback from beta users, iterate on features that deliver real value, and prioritize intuitive user experiences to drive adoption.

8. View AI as an inevitable transformative force: While risks and challenges exist, AI has the potential to create a more efficient economy by aligning buyers and sellers around shared value.

By leveraging AI-powered solutions like Symbe , GTM professionals can create collaborative, value-based business cases that resonate with customers, improve sales performance, and ultimately drive growth in an increasingly AI-driven landscape.

How much AI tech is out there? Latest report is out.

For a Zoomable version of the above image go to https://mattturck.com/landscape/mad2024.pdf

So the https://mattturck.com/mad2024/ Report has been released and to save you time, wanted to give you some highlights from Matt Turck .

Do you feel overwhelmed with all the AI tech options that are out there? You are not alone and should feel validated because there has been an explosion over the last couple of years.

2012 when this was first tracked there was 139 logos and now there’s 2011 logos. Here is a visual that shows the current landscape:

(For reference, the very first version in 2012 had just 139 logos)

? 578 new entrants in 2024 spotlight the sector's expansion.

? The decade-long Big Data cycle and the nascent ML/AI cycle are major growth drivers.

? Generative AI kickstarted the latest wave, while Big Data laid the foundation.

Some other key points for GTM professionals:

Here are some key highlights from the report that would be most relevant for go-to-market (GTM) professionals:

1. The AI/ML market is extremely hot right now, while the traditional data infrastructure and analytics market has cooled significantly. GTM teams should position products accordingly.

2. The "Modern Data Stack" is under pressure as it is costly to implement and no longer the focus compared to generative AI. Vendors in this space will need to reposition themselves.

3. Consolidation is expected in the crowded data infrastructure space through acquisitions and some startup failures. Bigger companies will push to cover more functionality through M&A and organic development.

4. Open source AI models are rapidly proliferating and improving, putting price pressure on commercial offerings. GTM teams need to articulate the value-add of paid products.

5. Enterprise adoption of generative AI is still in very early stages, with most activity around proofs-of-concept and narrow applications so far. But interest and budgets are growing for broader deployment over the next 3-5 years.

6. Microsoft seems to be gaining an early lead in the enterprise AI platform wars through its OpenAI partnership and other moves. But Google, Amazon, and others are fighting back through their own partnerships and investments.

7. While AI may transform or disrupt traditional SaaS over time, the near-term opportunity is in making existing SaaS applications more powerful by embedding AI capabilities into them. GTM should focus there.

8. After a funding boom, an M&A wave may be coming as the many funded AI startups mature and big platforms continue to beef up AI capabilities. But timing depends on continued market momentum.

You can also go to www.theresanaiforthat.com (which is one of my favorite AI tool aggregators) in order to find the right AI tech to test or use for your team AND you can leverage the www.gtmaiacademy.com with the free Course around AI Tools Demo Library to see a bunch of these tools in action.

Speaking of a lot of AI tools, here is another to consider from Elon Musk and X for Business which is their new LLM tool called GROK.

From their blog/website:

1. Introduction of Grok-1.5V

Grok-1.5V represents a significant evolution in the company's AI capabilities by incorporating vision into its traditionally text-based model. This new multimodal model not only retains its robust text processing abilities but now also interprets a wide array of visual data, including documents, diagrams, charts, screenshots, and photographs. This advancement opens up numerous possibilities for integrating AI deeper into marketing and sales strategies, where visual content plays a crucial role.

2. Expanded Capabilities with Vision

The inclusion of vision capabilities allows Grok-1.5V to perform tasks such as:

• Document Understanding: Enhanced capability to interpret complex documents visually and textually can aid in the automation of content analysis, market research, and customer documentation.
• Diagram and Chart Interpretation: Grok's ability to understand and analyze diagrams and charts can be instrumental in sectors like market analysis, financial forecasting, and operational planning.
• Photograph Analysis: This feature can be particularly useful in industries reliant on visual data, such as retail, real estate, and digital advertising, improving how campaigns are planned and executed based on visual consumer data.

3. RealWorldQA Benchmark

Grok-1.5V's performance in the RealWorldQA benchmark, which assesses AI models on their ability to understand real-world spatial relationships and scenarios from visual data, is particularly noteworthy. Grok outperforms its peers in this benchmark, suggesting it has superior real-world application potential. For Go to Market professionals, this implies:

• Enhanced Consumer Insights: Better understanding of physical consumer environments and interactions through advanced spatial analysis.
• Improved Decision Making: Leveraging spatial and visual data to make more informed decisions regarding market entry, product placements, and promotional strategies.

4. Vision-Driven Business Applications

The blog outlines potential applications of Grok-1.5V's vision capabilities that are particularly relevant to Go to Market strategies:

• Automated Content Management: Automating the analysis and categorization of visual content can streamline marketing workflows and content strategies.
• Enhanced Customer Interactions: Ability to analyze customer interactions through visual cues can enhance personalized marketing and customer service.
• Market Trend Analysis: Using visual data to quickly identify and react to market trends, helping businesses stay competitive.

5. Future Prospects and Improvements

The post mentions anticipated advancements in multimodal understanding and generation, indicating ongoing improvements that will enhance Grok's applicability across various modalities, including images, audio, and video. This is particularly crucial for Go to Market professionals looking to harness cutting-edge AI tools for comprehensive multimedia marketing strategies.

6. Vision and Multimodal Integration

Grok-1.5V's integration of vision with textual understanding symbolizes a significant leap towards creating more holistic AI tools that can seamlessly interpret and interact with both the digital and physical worlds. This is aligned with the future direction of marketing technologies, where convergence of data types enables more robust insights and outcomes.

Another tool to consider is RTX Chatbot from 英伟达

1. Introduction of Chat with RTX

Nvidia's Chat with RTX is a cutting-edge demo app designed to run a personal AI chatbot locally on PCs. It leverages RTX 30- or 40-series GPUs with at least 8GB of VRAM to perform various data analysis tasks. This capability to run AI operations locally is crucial for sectors where data privacy is paramount or where cloud-based processing is not feasible.

2. Features and Capabilities

• Document and Video Analysis: Users can feed the system YouTube videos and personal documents, allowing it to create summaries and provide answers based on the user's specific data. This feature is highly beneficial for content creators, researchers, and professionals who need to extract and analyze information quickly from multiple sources.
• Local Processing Advantages: Since it operates locally, it ensures data privacy and speeds up the processing time compared to cloud-based solutions. This is particularly useful for Go to Market strategies where quick, on-the-spot data retrieval and analysis are required during meetings or presentations.

3. Technical Aspects and Performance

• Technology Utilization: The app uses Nvidia’s Tensor cores on an RTX GPU, enhancing the speed of queries. This technical backbone supports faster data processing, making it ideal for real-time analytics in business environments.
• Installation and Setup: Despite being a large app (nearly 40GB) and taking about 30 minutes to install, its integration with local system resources allows for powerful data handling capabilities once set up.

4. Practical Applications and Limitations

• Ease of Use: The ability to scan through PDFs and pull out key information without lag highlights its potential as a reliable tool for document management and quick data verification, crucial for Go to Market activities.
• Accuracy and Reliability: There are noted issues with accuracy and reliability in this early demo, including incorrect data retrieval and system crashes with large data sets. These issues need to be considered when integrating it into critical business processes.

5. Potential for Future Development

The app illustrates the potential of locally run AI chatbots to handle sensitive or extensive datasets without relying on cloud services. This could be particularly appealing for businesses not wanting to subscribe to more extensive cloud-based services due to cost or data privacy concerns.

6. Market Implications

• Strategic Integration: For Go to Market professionals, integrating a tool like Chat with RTX could streamline the analysis of market trends, customer feedback, and competitive analysis directly from multimedia content or documents.
• Product Enhancement and Feedback: Given its current limitations and bugs, there is a significant opportunity for Nvidia to refine and enhance the product based on user feedback, potentially leading to a robust tool tailored for various business applications.

AI Tool of the week for business impact quso.ai

Vidyo.ai is an AI-powered video editing platform that can help GTM professionals create shorter, more engaging video clips from longer videos. This can be a great way to repurpose existing content for different marketing channels, such as social media or use for mini learning courses in any video format.

Here are a few ways that GTM professionals and teams could use the tool:

• Training: Vidyo.ai can be used to create shorter, more engaging video clips from longer training videos. This can help to improve learner engagement and retention. For example, a training video on a new product launch could be repurposed into a series of shorter videos that focus on specific features or benefits.
• Enablement: Vidyo.ai can be used to create video content that helps sales reps learn about products, services, and customer pain points. This type of content can be used for onboarding new reps, as well as for ongoing coaching and development.
• Marketing: Vidyo.ai can be used to create social media video clips, product demos, and customer testimonials. Video is a powerful marketing tool that can help to capture attention, generate leads, and drive sales.
• Sales: Vidyo.ai can be used to create personalized video messages for prospects and customers. These videos can be used to introduce yourself, follow up on leads, or provide product demos.
• Business development: Vidyo.ai can be used to create video presentations and proposals. Video can be a great way to communicate complex information in a clear and concise way.
• GTM Leaders: GTM (Go-To-Market) leaders can use vidyo.ai to create video content that aligns with their overall marketing and sales strategy. Video can be used to communicate the value proposition of a product or service to a target audience.

I personally LOVE this tool for both the podcast promo videos and for mini learning clips for my team to be able to consume smaller bits of info from key interviews, training sessions, or whatever content is needed.

My friends, that is all for today, let me know your thoughts!