Applying AI in B2B - a16z Podcast  ## Metadata - Author: **a16z Podcast** - Full Title: Applying AI in B2B - Category: #podcasts - URL: https://share.snipd.com/episode/91a6543e-43a4-443f-a762-f23f50ef46b8 ## Highlights - The Value of Drawing Data sait Joint Knowledge Summary: In theory, anything you observe at one customer is informing generalized models that all the customers benefit from. But i think part of it is just being super honest in the sales process. I realize i'm helping everyone else out a little bit, but you're helping me so much that i'm willing to contribute a little bit of the signal from my data to help everyone. Yes, of course, that's how it works. Transcript: Speaker 3 Is there ipping point where this balance of power around the data shifts from the customers you're serving it up to to the vendors? Because your a i, your model, becomes such a competitive advantage that they're going to have to play by your rules, they're gon to have to allow you access to that data and to reuse that Data for training. Speaker 2 The competitive dimension part of that is really interesting. In theory, if one customer is contributing their data to that corpus, certainly their data is anonymised to no one else, and the customer base would really have access to their data. But in theory, anything you observe at one customer is informing generalized models that all the customers benefit from. And so i think part of it is just being super honest in the sales process. Yes, of course, that's how it works. But i think the calculation that most of the customers are doing is, ok, that's fine. I realize i'm helping everyone else out a little bit, but you're helping me so much that i'm willing to contribute a little bit of the signal from my data to help everyone ([Time 0:07:48](https://share.snipd.com/snip/7e840da5-390e-424f-8670-450f2a7fe78f)) - Co Pilot Summary: Ai can easily autimate tat for you. modes in which a operates with people we call one outer pilot, and another one is co pilot. Co pilot allows us to focus on more human things that machines will not be able to do for a long, long time. How do you getthe u comfortable record? You have to be visualy in a very simple, explainable way,. promising and delivering tenax, the value of being on the system, then being of the system. Transcript: Speaker 1 The modes in which a operates with people we call one outer pilot, and another one is co pilot. So outer pilot is when you are doing as a human you're working on something mundane, some reparative, low value at tusk. And so ai can easily autimate tat for you. So think of our uberanalogy then receiving a phone call, typing in the computer, picking up the hem radio, delivering it to you. That's just not the best use of all those billions of neurons in your brain. So a e comes in and automates those functions, freeing up your time to do something much more productive and much more effective. The second bucket in which we see a i playin the roll is oicall co pilot. In co pilot cases, a i is augmenting your ability to make decisions. Think of your in a race car, and there's someone next to you that knows what's around the curve and is whispering in your ear what to be ready for. What's the best next thing you could do? While outer pilot makes us superproductive. Co pilot allows us to focus on more human, more face to face, more eq driven, things that machines will not be able to do for a long, long time. Speaker 2 Ol, i'm curious a lot of these companies that have some sort co pilot goal, there's some sensitivity around the employees and the users not wanting to be tracked. For some people who didn't grow up in the inter net, they say, oh, this is a violation of my privacy. I don't want oli to know the magic of how i deliver my sals. And to be honest, if i have some really good weeks and i have some bad weeks, like i don't want them know about my bad weeks. Speaker 1 How do you getthe u comfortable recordthe tnax rule, you have to be visualy in a very simple, explainable way, promising and delivering tenax, the value of being on the system, then Being of the system. ([Time 0:13:25](https://share.snipd.com/snip/ea355265-e6ae-4658-987b-7a4f90a495fd)) - Is Machine Learning Going to Change the Way That Sales and Marketing Work? Summary: In an average week, salespeople spend about a third of their time on manual data entry. The second part is, who should you talk to next? Is also very easy to solve with the help of looking like modelling machine learning. And then a third part which sbeing face to face with customers truly buildiing relationships is where machines cannot replace human. Transcript: Speaker 1 It will definitely shift how they nises work. So let's think the day of a sales person. In an average week, salespeople spend about a third of their time on manual data entry. Not a third of their time is always supposed to be spent on prospecting. So finding who else looks like my current customers, which from computer science spective is a very classic luker like problem we've solved 30, forty years ago. And only a third of that time is spent in face to face meetings, actually selling, actually building relationships. Now the first two parts, the manual data entry, it should be gone. It should be fully autimated through out ta pilot. The second part is, who should you talk to next? Is also very easy to solve with the help of looking like modelling machine learning pointing you to very high value at prospect or customers and actually helping you outimate the outreach To them. And then a third part, which sbeing face to face with customers truly buildiing relationships is where machines cannot replace human so five, ten years from now, salespeople, or any White coller can of knowledge workers, will be actually focused on ecu driven relationship building activities, still with co pilot's help, because by then co pilot will recommend How to better build a relationship. Speaker 2 So you can think of in particular, the sales work of the future is really high e c people showing up, and then compute is aiming them at where their labor is best suited. ([Time 0:15:52](https://share.snipd.com/snip/90b27b11-0856-4b19-9068-3ff502c71d91))