#StartupsUnedited

Jorge Soto
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#StartupsUnedited is a long-running podcast founded by Jorge Soto in 2015, originally recorded out of his San Francisco apartment and now evolved into a modern founder-led media platform. The show features interviews, roundtables, and live conversations with top entrepreneurs, operators, investors, and GTM leaders. New episodes are released regularly, covering what actually works in building, scaling, and surviving startups - no fluff, just real conversations and timeless insights.

  1. EP 102 - AI Is Destroying SaaS Margins - Most Founders Don’t See It Coming

    -15 H

    EP 102 - AI Is Destroying SaaS Margins - Most Founders Don’t See It Coming

    AI is changing more than software.It is changing the entire economics of SaaS.In this episode of #StartupsUnedited, I sit down with pricing and go-to-market expert Roee Hartuv, Senior Pricing Advisor & Head of GTM Expertise at Willingness to Pay, to discuss why traditional seat-based SaaS pricing is breaking, how AI is destroying margins, and what founders need to understand before they accidentally price themselves into a disaster.We cover:Why seat-based pricing no longer works in the AI eraWhy AI companies have lower margins than traditional SaaS businessesThe rise of usage-based, credit-based, and outcome-based pricingWhy outcome-based pricing is harder than most people thinkHow companies like Salesforce are experimenting with AI pricing modelsWhy some AI startups are losing millions because of bad pricing decisionsHow founders should think about packaging, pricing, and unit economicsWhy AI companies need to obsess over costs, not just revenue growthIf you are building, investing in, or operating an AI startup, this episode will completely change the way you think about pricing strategy.#AI #SaaS #PricingStrategy #ArtificialIntelligence #B2B #Startups #StartupAdvice #GTM #Salesforce #UsageBasedPricing #ProductLedGrowth #VC #Founders #StartupsUneditedRoee Hartuv, Jorge Soto, Salesforce, OpenAI, Anthropic, Fin.aiFollow me on Linkedin: https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge

    30 min
  2. EP 101 - This CEO Sold to Salesforce.com: The REAL Playbook Behind Building a Successful AI Company

    7 AVR.

    EP 101 - This CEO Sold to Salesforce.com: The REAL Playbook Behind Building a Successful AI Company

    What does it really take to build a company that wins - and gets acquired by a giant like Salesforce?In this episode of #StartupsUnedited, I sit down with John Andrews (Co-Founder & CEO of Cimulate, now part of Salesforce.com) to break down the real playbook behind building, scaling, and exiting a category-defining AI company.We go deep on:Why your co-founder choice is everything (and how to get it right)The truth about building world-class startup teamsHow top CEOs stay calm under pressure when everything is on fireWhy agentic AI is the biggest shift since the internetHow AI is rewiring e-commerce, search (GEO/AEO), and buying behaviorWhat founders and execs MUST understand about AI-driven discoveryJohn has built and exited multiple companies, worked with organizations like Nike and Oracle, and now sits at the center of one of the most important shifts in commerce: agentic AI.His take?👉 “The future is agentic - and it’s happening faster than anyone realizes.”🧠 Key Takeaways-Startups don’t fail because of ideas - they fail because of team composition-The next wave of growth isn’t SEO… it’s GEO (Generative Engine Optimization)-AI agents will become the new front door to your business-The best founders are emotionally steady, not reactive⏱️ Chapters00:00 Intro02:15 The #1 mistake founders make when building teams08:40 How to pick the right co-founder15:10 Staying calm as a CEO (when everything breaks)22:30 What “agentic commerce” actually means31:45 AI vs SEO: The rise of GEO/AEO40:10 How AI will change how customers buy forever48:20 What founders should do right now🔥 Who This Is ForStartup founders (0→1, 1→10)GTM leaders & operatorsAI / SaaS buildersE-commerce & retail executivesAnyone trying to understand what AI actually means for business📈 Why You Should WatchBecause this isn’t theory.This is from a CEO who:Built multiple companiesSold to enterprise giantsIs actively shaping the future of AI-powered commerce👇 Connect & FollowSubscribe for more unfiltered conversations with top founders and operators.Follow me on Linkedin: https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge

    24 min
  3. EP 100 - The Brutal Truth About Startup Success (From a Founder Who Won Every Time) | Eric Litman

    31 MARS

    EP 100 - The Brutal Truth About Startup Success (From a Founder Who Won Every Time) | Eric Litman

    What does startup success really look like?In this episode of #StartupsUnedited, I sit down with serial entrepreneur Eric Litman, a serial founder whose companies have consistently led to major outcomes, to unpack the real, unfiltered truth behind building companies, managing pressure, and staying grounded through it all.This isn’t a highlight reel.This is what founders actually go through.🔥 What You’ll Learn:-Why startup success is never linear (even if it looks that way)-The hidden reason most founding teams fail (and how to avoid it)-How to handle conflict, ego, and pressure as a CEO-The mental shift required to detach your identity from your company-Lessons from building a robotics company used by brands like Equinox & Four Seasons-Why kindness and emotional intelligence might be your biggest competitive advantage💡 Key Takeaways:-“Every day is a fight.” - the reality behind “perfect” founder journeys-Founders don’t fail because of product - they fail because of people and relationships-The hardest problems in startups are interpersonal, not technical-Success isn’t an outcome - it’s the discipline of continuously improving as a human👤 About Eric Litman:-Serial entrepreneur with multiple successful exits-Early experience working with Steve Jobs’ NeXT-Built and scaled a robotics company to 100+ locations-Known for tackling hard, complex problems that create real-world impact🎙 About #StartupsUnedited#StartupsUnedited is hosted by (me) Jorge Soto - a 25+ year GTM operator, founder, and advisor - bringing raw, unfiltered conversations with founders, operators, and investors building the future.No scripts. No fluff. Just real conversations.🚀 If You’re a Founder, Operator, or Investor…This episode will challenge how you think about:SuccessIdentityLeadershipAnd what it actually takes to build something meaningful🔔 Subscribe for MoreIf you’re building, investing, or thinking about startups in the AI era - subscribe for weekly conversations designed to give you an edge.

    36 min
  4. EP 99 - This Investor Explains Why Most AI Startups Will Fail Without Context

    24 MARS

    EP 99 - This Investor Explains Why Most AI Startups Will Fail Without Context

    In this episode of #StartupsUnedited, I sit down with Vignesh Ravikumar, Partner at Sierra Ventures, to break down what actually matters in building and scaling startups in the AI era.They go deep on:-Why AI gets you 80% of the way, but not the last mile-The rise of “systems of context” as the real competitive moat-How founders should think about moats in 2026 and beyond-What separates elite startup teams from everyone else-Why hiring the right early team dramatically increases success odds-The truth about AI replacing SaaS (and where it won’t)-How great founders sell vision to attract top talent, customers, and investorsVignesh also shares tactical frameworks for:-Building defensible AI products-Creating trust in AI systems-Scaling from product #1 to multi-product companiesIf you're a founder, operator, or investor trying to understand what actually wins in the AI era, this episode is a must-watch.🔥 Key Takeaways-AI is powerful, but context + decision-making data is the real moat-Great founders don’t sell ideas, they sell belief-Early team quality is one of the strongest predictors of success-The future of AI apps depends on capturing human decision logic-Winning startups will move fast AND build compounding products👇 Connect with Vignesh RavikumarSierra Ventures: https://www.sierraventures.comPodcast: Unpacked (UNPAK3D)LinkedIn: linkedin.com/in/vravikumar1🚀 About #StartupsUnedited#StartupsUnedited is hosted by Jorge Soto and features real, unfiltered conversations with founders, operators, and investors building the future.👉 Watch the full episode and drop your biggest takeaway in the comments

    25 min
  5. EP 98 - The Rise of Indie Startups: How AI Is Rewriting the Rules of Building Companies

    24 MARS

    EP 98 - The Rise of Indie Startups: How AI Is Rewriting the Rules of Building Companies

    In this episode of #StartupsUnedited, I sit down with serial entrepreneur Jonathan Friedman to break down how AI is fundamentally changing how startups are built, funded, and scaled.Jonathan shares his journey from building companies like DemoStack to rethinking the entire startup playbook - and why the traditional VC-backed model may no longer be the default path for ambitious founders.We dive into:The rise of the “indie startup” model - small teams, big ambitions, minimal fundingWhy AI + modern infrastructure are eliminating the need for large, bloated teamsHow product experience is becoming more important than featuresWhat happens when anyone can build software (even non-technical founders)The hidden cost of speed - and how founders can stay grounded in an accelerating worldWhy attention, creativity, and taste are becoming the new competitive advantagesJonathan also shares deeply personal insights on burnout, travel, and finding clarity outside the startup grind, and why stepping away might be the most powerful move a founder can make.If you're a founder, operator, or investor trying to understand what building a company looks like in the AI era - this is a must-listen.

    28 min
  6. EP 97 - SDRs Are NOT Dead: How Top Teams Are Winning in the Age of AI

    18 MARS

    EP 97 - SDRs Are NOT Dead: How Top Teams Are Winning in the Age of AI

    Is sales development dead in the age of AI? Not even close.In this episode of #StartupsUnedited, I sit down with John Moore, Head of Business Development at Cimulate (now part of Salesforce), to break down what actually works in modern outbound sales. While most teams are chasing AI tools, John is quietly building one of the highest-performing SDR/BDR teams in today’s market - proving that fundamentals, discipline, and smart execution still win. 👉 In this episode, you’ll learn: Why SDRs and BDRs are still critical in 2026 The exact traits of top-performing sales development reps How to balance personalization vs. scale in outbound Why most SDR teams fail (and how to fix it) Cold calling strategies that actually convert today The habits that separate elite reps from average ones How great sales leaders coach - not just manage If you're a founder, sales leader, SDR, or building a GTM team, this is a must-watch. ⚡ KEY MOMENTS 00:00 – Intro to #StartupsUnedited01:00 – John Moore’s journey into sales 05:30 – What makes a great SDR in today’s AI-driven world 10:00 – Habits of top-performing BDRs 14:00 – Personalization vs scale (critical outbound strategy) 18:00 – What great SDR leaders do differently 25:00 – Building high-performing sales teams 🎯 WHO THIS IS FOR SDRs / BDRs trying to stand out Founders building outbound motion Sales leaders scaling teams Anyone navigating AI + sales If you’re building or scaling a GTM team, subscribe for more real conversations with operators in the trenches. Follow me on Linkedin: https://www.linkedin.com/in/startupjorge/ Follow me on Twitter: https://twitter.com/startupjorge

    28 min
  7. EP 96 - “AI Agents Will Replace Jobs” - DataGrail CEO on Privacy, Shadow AI & Startup Growth

    18 MARS

    EP 96 - “AI Agents Will Replace Jobs” - DataGrail CEO on Privacy, Shadow AI & Startup Growth

    In this episode of #StartupsUnedited, I sit down with Daniel Barber, Co-Founder & CEO of DataGrail, for a candid conversation on AI agents, data privacy, shadow AI, startup leadership, and what it really takes to build a SaaS company in a rapidly changing market. Daniel breaks down how AI is reshaping hiring, privacy operations, and the future of work, why shadow AI is becoming one of the biggest risks inside modern organizations, and how DataGrail is helping companies manage privacy in a world filled with SaaS sprawl, automation, and evolving regulation. This episode covers: How AI agents are already replacing certain jobs Why privacy teams may soon spend more on AI workflows than headcount The rise of shadow AI and hidden risk inside organizations What founder-CEOs get wrong when building in complex markets How DataGrail is thinking about responsible AI adoption internally The future of privacy, compliance, and AI-powered business operations If you're a startup founder, SaaS operator, privacy leader, security professional, or AI builder, this conversation is packed with real insight on where the market is heading. Subscribe for more unfiltered conversations with founders, operators, and builders on #StartupsUnedited. #StartupsUnedited #JorgeSoto #DanielBarber #DataGrail #AI #AIAgents #DataPrivacy #PrivacyCompliance #ShadowAI #SaaS #StartupFounder #Cybersecurity #FutureOfWork #B2BSoftware Follow me on Linkedin: https://www.linkedin.com/in/startupjorge/ Follow me on Twitter: https://twitter.com/startupjorge

    21 min
  8. EP 95 - Why Partnerships Are the New GTM Moat in AI SaaS | Sean Kester on VC & Founder Strategy

    11 MARS

    EP 95 - Why Partnerships Are the New GTM Moat in AI SaaS | Sean Kester on VC & Founder Strategy

    What do founders, CROs, and go-to-market leaders keep getting wrong about partnerships? In this episode, I sit down with Sean Kester to break down why partnerships are no longer a side channel in B2B SaaS - they are becoming a real competitive moat, especially in an AI-driven market where product advantages are getting compressed fast. Sean shares hard-earned lessons from building in SaaS, scaling go-to-market motions, and now working closely with startups through venture capital. This conversation covers how founders should think about partner-led growth, GTM fit, product-market fit, AI leverage, capital efficiency, founder-market fit, and what investors actually want to see in 2026. If you’re a startup founder, CRO, VP of Sales, product marketer, VC-backed operator, or SaaS leader, this episode will help you rethink how you build durable growth. What you’ll learn in this episode: Why partnerships should be architected early, not added later The biggest myth founders believe about partner channels Why “signing the right logo” rarely creates real revenue What true partner enablement looks like in B2B SaaS Why product-market fit alone is no longer enough What go-to-market fit looks like in the AI era How VCs are evaluating startups differently now Why founders need revenue systems, not just revenue How AI is changing startup operations, valuation, and team design What separates strong founders from everyone else in today’s market Key topics: partnerships, partner enablement, channel sales, co-selling, B2B SaaS, startup growth, venture capital, AI startups, go-to-market strategy, GTM fit, product-market fit, founder advice, sales leadership, CRO strategy, startup fundraising, revenue systems, capital efficiency, founder-market fit Who should watch: B2B startup founders SaaS CEOs CROs and revenue leaders Product marketers Partnership leaders VC-backed operators Early-stage startup teams Anyone building in AI and GTM If you’re trying to build a modern SaaS company in a world where AI is changing everything, this is a conversation worth watching. #Partnerships #B2BSaaS #StartupGrowth #VentureCapital #AIStartups #GTM #SalesLeadership #FounderAdvice #ProductMarketFit #ChannelSales #PartnerEnablement #SaaS #RevenueGrowth #VC #SalesLoft

    23 min
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À propos

#StartupsUnedited is a long-running podcast founded by Jorge Soto in 2015, originally recorded out of his San Francisco apartment and now evolved into a modern founder-led media platform. The show features interviews, roundtables, and live conversations with top entrepreneurs, operators, investors, and GTM leaders. New episodes are released regularly, covering what actually works in building, scaling, and surviving startups - no fluff, just real conversations and timeless insights.

Informations

  • Création
    Jorge Soto
  • Années d’activité
    2020 - 2026
  • Épisodes
    99
  • Classification
    Tous publics
  • Copyright
    © Jorge Soto
  • Site web de l’émission
    #StartupsUnedited