#45: More than AI Feeling- Dextego Interview, Google, Claude, OpenAI announcements, Mistakes Leaders make with AI, Twelve Labs

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We have #45 with Ioanna Mantzouridou Onasi CEO of Dextego talking about the power of AI with Sales Coaching, Sales Enablement, and what is coming next year.

GTM AI Tool of the week: Twelve Labs

To access the rest of the articles and reviews, subscribe for free to the newsletter:

OpenAI updates of all the releases so far and what may be coming

Anthropic Claude's updates

谷歌 has a gaggle of releases and its impressive

Mistakes Leaders make with AI

Some AI posts from this last week in case you missed it:

Prompt day-Late stage competitor strategy

2025 will be about what you remove, not what you add

GTM AI 2025 Report Survey (would love your help!)

AI reindeers and revenue event showing AI Agents and Marketing Flow

Now to the podcast:

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

So I finally got to sit down with Ioanna Mantzouridou Onasi CEO of Dextego

Ioanna’s passion for understanding human motivation, coaching, and technology shines through her story—from her psychology roots to becoming a startup leader.

We explored the gaps in traditional sales training, particularly how ineffective and biased role plays are, and how Dextego leverages AI to deliver timely, personalized coaching that actually works. She shared her take on the human-AI balance, emphasizing that technology should optimize human performance, not replace it. Dextego aims to coach reps throughout the sales cycle, reduce ramp-up times, and help them deliver value-driven messaging to the right persona at the right time.

Ioanna also highlighted how AI can shift enablement from reactive to proactive, shorten sales cycles, and elevate reps with gamified, real-time learning. Lastly, we discussed the broader impact of AI on business workflows, emphasizing change management and the importance of clear strategies.

Key Bullet Points and Takeaways

• AI Coaching Gaps in Sales Enablement: Traditional role plays are outdated and biased. Reps need coaching that aligns with real-world scenarios. First-time managers often lack proper coaching support.
• Dextego’s Core Value: AI coaching platform that blends company data, sales best practices, and human expertise to deliver targeted, real-time coaching. Use cases span onboarding, consistent messaging, and deal support.
• Results and Impact: Shortens sales cycles by 30% on average. Drives reps to deliver persona-specific value props, not scripts.
• AI as an Optimizer, Not a Replacer: Ioanna believes in improving human performance while automating low-value tasks. Sales remains a human-centric art of communication.
• Future of Enablement: AI agents will focus on specialized coaching areas like negotiation, discovery, and methodologies. Continuous feedback and tailored coaching styles are key.
• Upcoming Trends for Leaders: Companies need to rethink their tech stacks and decide what tools are foundational vs. integrative. AI tools can transform workflows, but change management is critical.

Key Quotes from Ioanna

1. On Coaching Gaps: “We found that the first-time managers—BDR managers, for example—just don’t get the training they deserve.”
2. On the Power of AI: “The goal is to deliver the right coaching at the right time. Reps don’t have time to wait for feedback—AI makes it immediate.”
3. On Sales Enablement Problems: “You tell a rep, ‘If the customer says A, say B,’ but the customer always says C or D.”
4. On Human vs. AI Balance: “Sales is the art of communication. If we lose that, what are we as a civilization?”
5. On Dextego’s Results: “On average, companies shorten their sales cycles by 30% when they use our platform.”
6. On Using AI Responsibly: “Founders have a responsibility to create solutions that improve well-being, not just replace jobs because they can.”
7. On the Bigger Picture: “It’s not about trying 10 pilots. It’s about being strategic and supporting yearly goals with real ROI.”

Wrap Up

This conversation was all about transforming sales enablement into something modern, effective, and human-first. Ioanna’s vision for Dextego and AI coaching is practical and forward-thinking. If you’re serious about accelerating your team’s performance and staying ahead in a changing market, Dextego is one to watch.

Learn more: Dextego.com And if you’re in NYC, mark your calendars for Dextego’s invite-only event in January 2025. It’s AI enablement done right.

Deep Dive Review: Twelve Labs – Redefining Video Understanding with AI

Twelve Labs is pushing the boundaries of what’s possible with video comprehension. This AI-powered platform enables developers to create applications that analyze video content with near-human understanding. By leveraging multimodal AI, Twelve Labs processes visual, audio, and textual data, making it a powerful tool for industries reliant on video content. While its potential is vast, there are a few areas where refinement is needed. Let’s dig into the details.

The Goods

1. Advanced Video Search

Twelve Labs revolutionizes video search by allowing users to locate specific moments within videos using natural language. Imagine searching for “the scene where the speaker discusses revenue growth” and being taken directly to that moment—no more scrubbing through hours of footage. For industries like media, education, and enterprise training, this is a massive time saver.

2. Multimodal Processing

The platform doesn’t just analyze visuals; it incorporates audio, spoken language, and text on screen. This multimodal approach provides a richer understanding of video content, enabling applications to capture the full context of what’s happening. It’s not just “smart search”—it’s intelligent video comprehension.

3. Customizable Models

Developers can fine-tune Twelve Labs’ AI models for specific use cases. Whether you’re in healthcare, legal, or media production, the ability to adapt the platform’s AI ensures it delivers value tailored to your industry’s unique needs.

4. Scalability

Twelve Labs handles large-scale video libraries with ease, making it suitable for enterprises managing extensive archives. The infrastructure supports growing data demands without compromising performance, a must for companies with high-volume video operations.

5. Strong Backing and Leadership

With $107.1 million in funding and leadership from Yoon Kim, a former architect of Apple’s Siri, Twelve Labs has the financial and strategic foundation to innovate at scale. Their partnerships with heavyweights like Databricks and SK Telecom signal confidence in the platform’s potential.

The Bads

1. High Resource Requirements

Video analysis at scale is compute-intensive. While Twelve Labs is built for enterprise use, smaller organizations may struggle with the infrastructure demands required to fully utilize its capabilities.

2. Data Privacy Challenges

Processing video content often involves sensitive information. Without robust privacy measures and clear compliance frameworks, organizations may hesitate to adopt such powerful AI tools, particularly in regulated industries.

3. Integration Complexity

Although the platform offers APIs for integration, embedding Twelve Labs into existing workflows and systems may require significant upfront effort, particularly for enterprises with complex tech stacks.

4. Cost Accessibility

With its enterprise focus, Twelve Labs might not be financially accessible to smaller organizations or startups. While its benefits justify the investment for large companies, wider adoption could be limited without more flexible pricing models.

Revenue Impact for GTM Teams

1. Enhanced Customer Engagement

Twelve Labs enables GTM teams to leverage video content more effectively by making it searchable and context-aware. Imagine a sales rep searching for a specific moment in a webinar to share with a prospect, rather than sending the entire recording. This precision improves engagement and increases the likelihood of converting leads into customers.

2. Personalized Marketing Campaigns

With Twelve Labs' multimodal capabilities, marketing teams can create highly targeted campaigns. By analyzing audience interactions with video content, GTM teams can tailor messaging to specific pain points or interests, driving higher click-through and conversion rates.

3. Accelerated Sales Enablement

Twelve Labs allows GTM teams to extract key insights from training sessions, product demos, or case studies. Sales enablement teams can build libraries of actionable clips that reps can quickly access to address specific objections or highlight value propositions, shortening sales cycles.

4. Scalable Account-Based Marketing (ABM)

For ABM strategies, Twelve Labs empowers teams to deliver personalized video content to target accounts. For example, sales teams can create highlight reels from webinars or conferences, ensuring the content resonates with the unique challenges of each account, thereby driving upsell and cross-sell opportunities.

5. Smarter Content Utilization

GTM teams often produce a vast amount of video content that goes underutilized. Twelve Labs makes this content accessible and actionable. Teams can repurpose training videos, customer interviews, and product showcases into bite-sized clips for social media, email campaigns, or direct customer outreach.

6. Competitive Analysis

Twelve Labs can help GTM teams analyze competitor videos for positioning, messaging, and strategy insights. This data can inform market positioning and give teams a clear advantage in developing differentiated strategies.

7. Customer Success Insights

Customer success teams can use Twelve Labs to analyze feedback or support call recordings to identify patterns, helping teams proactively address issues and improve retention rates.

Conclusion For GTM teams, Twelve Labs isn’t just a video analysis tool—it’s a revenue accelerator. By improving how teams utilize and repurpose video content, the platform enhances customer engagement, streamlines enablement, and drives personalized marketing efforts. With the ability to unlock the full potential of video libraries, GTM teams can execute smarter strategies that impact pipeline velocity, win rates, and customer satisfaction.

For more go to the www.gtmpodcast.com for more this week!