Into the Gnar

The Gnar Company
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Into the Gnar is for the CEO, COO, or operator who keeps getting burned when it comes to building software. Hosted by Mike Stone and Nick Maloney, co-founders of The Gnar Company - a 100% US-based software development agency in Boston - we cover real builds, real decisions, and real consequences.  New episodes every other week. thegnar.com

  1. Oct 26 ·  Video

    AI Readiness Starts With Your Workflows. Not Your Model | Into the Gnar Ep 14

    Replit just made OpenAI the default behind its coding agent instead of Claude, and the debate over which AI company to stand behind keeps getting louder. But switching LLM providers is easier than switching most SaaS products. The hard part comes before the model: documented processes, clear KPIs, and a source of truth everyone trusts. Most companies skip that step and go straight to flipping the AI switch. So what should a CEO actually do before choosing a model? That’s what this episode is about.   In episode 14 of Into the Gnar, it’s just us, Mike Stone and Nick Maloney, co-founders of The Gnar Company. We sell AI transformation to mid-size B2B companies, and we’re right in the middle of our own. We also just made Anthropic’s first Select Tier of partners. Getting in took two reviewed production deployments, a public case study, and 10 of us passing the Claude Certified Architect exam (nobody got a perfect score, and all of us had to study).   We’ve learned the hard way too. We built so many one-off internal apps that each did 5 or 10 percent of what we needed, so now we map friction across every department before anyone writes code. Nick compares AI to a bigger piece of heavy equipment: it moves more dirt, but only if someone trained is in the seat. And being honest about it costs us deals, because a lot of executives want ROI next quarter, and about 80% of AI strategy work isn’t AI at all.   We got into:   Replit making OpenAI its default, enterprise vibe coding, and why “vibe coded apps are the spreadsheets of 2026” Apps that are “cheap to build but expensive to operate,” and the security risk of back-office tools with no controls Gemini 4 Argon’s pricing, a price that doubles in two weeks, and whether a cheaper Fable would change how we work The last mile of AI ROI, why cutting headcount isn’t the play, and how the bottleneck just moves (for us, to code review) Getting AI to stop writing walls of text, with tricks borrowed from military radio communication “Automating bad processes is not a good thing to do,” and why SOPs and KPIs come before any model Small, isolated agents, mixing models by task, and self-hosted LLMs that could match Opus in 6 to 12 months   If your company is debating models before it has documented how work gets done, start here.   Take our free two-minute AI readiness assessment at ai-assessment.thegnar.com    New episodes every other Monday.   TIMESTAMPS: 00:00 Switching AI Models 02:09 AI ROI and Bottlenecks 08:09 Fixing Verbose AI Output 11:45 Replit Switches to OpenAI 14:54 Vibe Coding Security Risks 21:06 Gemini 4 Argon Pricing 26:21 Anthropic Select Tier Partner 33:09 Processes Before AI Models 40:31 Modular AI Agents 43:29 Self-Hosted LLMs 46:45 AI Readiness Assessment   Hosts:    Mike Stone, Co-Founder of The Gnar Company https://www.linkedin.com/in/michaelvstone/    Nicholas Maloney, Co-Founder of The Gnar Company  https://www.linkedin.com/in/nicholasmaloney/  Links Free two-minute AI readiness assessment: ⁠https://ai-assessment.thegnar.com⁠  The Gnar Company: ⁠https://thegnar.com⁠  If you've run a software project that went sideways, or one that finally went right, drop it in the comments. We read all of them.   Watch/listen/Subscribe:  Spotify: https://open.spotify.com/show/0JoqOMNJf8szkisHWebLwg?si=03a6d10a765146ef Apple Podcasts: https://podcasts.apple.com/au/podcast/into-the-gnar/id1896780159  Youtube: https://www.youtube.com/@thegnarcompany   Subscribe so the next episode finds you.   Produced in partnership with OBEY Creative, building podcast-driven content engines for B2B founders. Learn more at⁠ ⁠⁠https://obeycreative.com⁠

  2. Oct 5 ·  Video

    AI Readiness: How to Organize Company Data for AI | Samantha Maxim on Into the Gnar Ep 13

    Not sure if your team is actually ready for AI? We built a free 2-minute assessment that gives you a straight answer → ai-assessment.thegnar.com/  Your company rolled out AI. The answers still come back wrong, generic, or contradicting your own documents. The problem probably isn't the AI.   Samantha Maxim runs the AI strategy practice at The Gnar. She's spent her career in product roles, including running a learning platform portfolio at Boston Consulting Group (and she landed in QA by accident at the very start). She's also the first person from inside The Gnar we've brought on as a guest.   Her take: "You can't just automate a bad process, and you can't just automate something that isn't working." AI only works as well as the information behind it. At most companies, that information is spread across drives, inboxes, and a few people's heads.   Samantha breaks down information architecture in plain language: where your information lives, how it's organized, and which source wins when two of them disagree. She shares the worst shared drive she's ever opened, at a 150-person company with unencrypted database backups sitting next to weekly meeting notes. She walks through how she tells Claude which systems to trust first, and why a comment from a meeting shouldn't beat your requirements doc.   She also gives mid-size companies a way to start without a year-long cleanup. Set a document retention policy. Move anything older than 10 years into a "to be deleted" bucket. Make each department review the files it owns.   Plus, the news: ChatGPT shows up inside Microsoft Word, and an OpenAI agent gets unauthorized access to an Australian government portal. Samantha has a lot of feelings about that second one.   In this episode, we cover: What ChatGPT inside Microsoft Word means for your file permissions and access controls Why the "one AI app for everything" future looks more like streaming than cable What an OpenAI agent getting into Australia's Medicare portal teaches anyone building agents Why your AI gives bad answers (usually the prompt or the context window) Information architecture, explained for people who don't design websites How to set a source of truth your AI tools can trust Quick wins for cleaning up company data without a big-bang project Why turning on Copilot across the company is a form of AI theater If your company has the AI tools but your data still lives in five places and three people's heads, start here.   Take our free two-minute AI readiness assessment at ai-assessment.thegnar.com.   New episodes every other Monday.   TIMESTAMPS: 00:00 Why We Hired Out the Lawn 03:03 The Worst Shared Drive Ever 05:16 Meet Samantha Maxim 06:12 What an AI Strategy Lead Does 07:01 You Can't Automate a Bad Process 11:46 Why AI Gives Bad Answers 14:10 LLMs Don't Actually Think 19:31 ChatGPT Comes to Microsoft Word 23:36 Will One AI App Replace Them All? 27:31 OpenAI Agent Breaches Medicare Portal 30:55 Who's Responsible When AI Goes Rogue 32:09 How to Test AI Agents 33:40 AI Agent Permissions and Guardrails 37:08 Why AI Regulation Is Coming 39:24 What Is Information Architecture? 44:59 How to Set a Source of Truth 49:00 Quick Wins for Messy Company Data 54:18 MCPs and Choosing the Right AI Tools 01:00:10 Rapid Fire Hosts:    Mike Stone, Co-Founder of The Gnar Company https://www.linkedin.com/in/michaelvstone/    Nicholas Maloney, Co-Founder of The Gnar Company  https://www.linkedin.com/in/nicholasmaloney/    Guest: Sam Maxim, AI Strategy Manager at The Gnar Company https://www.linkedin.com/in/samanthabmaxim/  Links Free two-minute AI readiness assessment: ⁠https://ai-assessment.thegnar.com⁠    The Gnar Company: ⁠https://thegnar.com⁠    If you've run a software project that went sideways, or one that finally went right, drop it in the comments. We read all of them.   Watch/listen/Subscribe:  Spotify: https://open.spotify.com/show/0JoqOMNJf8szkisHWebLwg?si=03a6d10a765146ef Apple Podcasts: https://podcasts.apple.com/au/podcast/into-the-gnar/id1896780159  Youtube: https://www.youtube.com/@thegnarcompany   Subscribe so the next episode finds you.   Produced in partnership with OBEY Creative, building podcast-driven content engines for B2B founders. Learn more at⁠ ⁠⁠https://obeycreative.com⁠

  3. Sep 21 ·  Video

    AI Made Improvement Cheap. Most Businesses Ignore It. | Brian Felker on Into the Gnar Ep 12

    Not sure if your team is actually ready for AI? We built a free 2-minute assessment that gives you a straight answer → ai-assessment.thegnar.com/    If you've bought the AI tools, rolled them out, and still can't say what actually got better, this one is for you.   Brian Felker spent 15 years selling enterprise technology and watched most of it get bought and never really used. Now he runs The Growth Nerd, an advisory firm out of Nashville that goes into mid-market companies and fixes how the work actually moves. Two weeks before this recording, he published a book on exactly that problem: Operational Modernization: Closing the Continuity Gap.   His line on it stuck with us: "AI can automate work. Automation and improvement are not the same thing." Automate a broken process and all you've built is a faster broken process.   Brian walks through the three ideas at the center of his book. The continuity gap: technology moves continuously, but companies only transform once every couple of years. Human middleware: people doing manual work that software should be doing for them. Operational debt: what piles up in the gap between those two. He tells the story of a commercial real estate insurance company drowning in spreadsheets and email chains, and how consolidating their data saved up to 10 hours a week per person. He also names "AI theater" directly, the seats you bought that nobody's actually using for anything that moves the business.   Brian and Mike get into who inside a company should own this work, and why Brian thinks the COO's job and the operational modernization job aren't the same one.   Find Brian at The Growth Nerd and pick up his book, Operational Modernization: Closing the Continuity Gap.   In this episode, we cover: Why the frontier AI models converged on the exact same price within two days of each other What Apple's near-billion-dollar bet on renting Google's models says about build versus buy The continuity gap, human middleware, and operational debt, defined in plain language A real client story: how one company saved 10 hours a week per person by fixing how their data moved The most common form of AI theater companies mistake for real transformation Why nobody currently owns operational modernization inside most companies, and who should Why the economics of continuous improvement finally work now, when they never did before If you've told your board you're leaning into AI and can't point to what's actually improved, this is the episode. New episodes every other Monday.   TIMESTAMPS:  00:00 Why AI Automation Fails 01:23 Meet Brian Felker 04:21 AI Models Become a Commodity 10:33 Apple Rents AI From Google 15:36 The Continuity Gap 21:06 Why Improvement Is Cheap Now 26:56 Where AI Actually Works 34:05 Spotting AI Theater 40:25 Who Owns AI at Your Company 43:48 Rapid Fire   Hosts:  Mike Stone, Co-Founder of The Gnar Company https://www.linkedin.com/in/michaelvstone/    Nicholas Maloney, Co-Founder of The Gnar Company  https://www.linkedin.com/in/nicholasmaloney/    Guest: Brian Felker,Founder & Managing Partner of The Growth Nerd https://www.linkedin.com/in/brianwfelker/ https://www.thegrowthnerd.com/ Pick up his book, Operational Modernization: Closing the Continuity Gap.   Links Free two-minute AI readiness assessment: ⁠https://ai-assessment.thegnar.com⁠  The Gnar Company: ⁠https://thegnar.com⁠  If you've run a software project that went sideways, or one that finally went right, drop it in the comments. We read all of them.   Watch/listen/Subscribe:  Spotify: https://open.spotify.com/show/0JoqOMNJf8szkisHWebLwg?si=03a6d10a765146ef Apple Podcasts: https://podcasts.apple.com/au/podcast/into-the-gnar/id1896780159  Youtube: https://www.youtube.com/@thegnarcompany Subscribe so the next episode finds you. Produced in partnership with OBEY Creative, building podcast-driven content engines for B2B founders. Learn more at⁠ ⁠⁠https://obeycreative.com⁠

  4. Sep 7 ·  Video

    The Second Wow: What AI Actually Costs Once You Deploy It | Into the Gnar Ep 11

    Not sure if your team is actually ready for AI? We built a free 2-minute assessment that gives you a straight answer → ai-assessment.thegnar.com/  If you've told your board "we're leaning into AI" and couldn't say what any of it is actually costing you.   Matt Crane runs MGMT Boston, a media company built around covering venture-backed startups across Greater Boston, more than 1,600 pieces of coverage and counting. He also runs a private community of almost 950 operators. Which means he hears two versions of every AI story: the one companies post about, and the one they admit over coffee.   Those two versions rarely match.   Ramp's data on more than 70,000 businesses shows Anthropic and OpenAI running neck and neck for corporate card spend, flipping back and forth every time either one ships a new model. 56% of businesses now pay for some AI product. That leaves 44% paying for none of it, even though usage inside those companies is almost certainly higher than the invoices show. Copilot rides along in the Microsoft license and nobody sees a line item.   Matt's heard the other side of that curve too. One company, he says, blew through $500 million in tokens in six months and torched its budget for the year.   That's the second wow. The one where finance sees the bill.   We also get into why every new AI product now gets measured against a single question ("can't I just do this in Claude?"), why Klarna's attempt to build its own CRM in-house didn't survive contact with reality while Salesforce made itself agentic and got paid for it, and why Matt still writes every single event invite by hand.   Then we flip the mic. Matt spends the back half of the episode interviewing us, and we don't hide from it: how The Gnar Company rebuilt its client base, its pricing, and its own AI stack around this exact gap. We're still building the reporting to track token spend at the project level. Ask us again in six months.   Also settled, definitively: orange is the best Starburst.   Find Matt at MGMT Boston and on his show Code and Cobblestones with Will Lehmann at Step Function Ventures. In this episode, we cover: Why 44% of businesses still don't pay for any AI product, and why the real usage number is higher What Ramp's data on 70,000+ businesses says about actual AI vendor loyalty Why Claude has become the bar every new AI product gets measured against What Klarna's reversal and Salesforce's headless bet say about which software survives AI Why Matt still writes every event invite by hand, no exceptions How MGMT runs 1,600+ interviews and a 950-person community with a tiny team What The Gnar Company changed about its clients, pricing, and stack this year What a CEO should actually ask for before their next AI renewal If you want to know what your peers are really doing with AI instead of what they're posting about it, this is the episode. New episodes every other Monday.   TIMESTAMPS: 00:00 Who Is Matt Crane 02:04 Wall Street To Startups 05:50 Building MGMT Boston 06:37 AI Hearing Glasses Raise 09:37 Boston Startup Trends 12:53 Claude Vs OpenAI Spend 18:26 AI Renewal Red Flags 19:48 MGMT's Interview Flywheel 24:12 Why Events Burn Out 25:47 How CEOs Buy Software 27:31 Vaporware Vs Claude 28:26 Claude Raises The Bar 29:22 Salesforce Vs Klarna AI 31:56 Lovable Plus Claude Stack 35:21 AI Dead Ends 36:58 Human In The Loop 38:14 Why Matt Writes By Hand 40:00 Matt Interviews The Hosts 40:39 Gnar's Big Pivot 42:54 Gnar's Claude Token Spend 46:54 Gnar's Next Chapter 50:54 Rapid Fire Questions 53:05 Free AI Assessment Hosts:    Mike Stone, Co-Founder of The Gnar Company https://www.linkedin.com/in/michaelvstone/    Nicholas Maloney, Co-Founder of The Gnar Company  https://www.linkedin.com/in/nicholasmaloney/    Guest: Matt Crane, Founder of MGMT Boston https://mgmtboston.com/  https://www.linkedin.com/in/matthewhcrane/ Links Free two-minute AI readiness assessment: ⁠https://ai-assessment.thegnar.com⁠  The Gnar Company: ⁠https://thegnar.com⁠  If you've run a software project that went sideways, or one that finally went right, drop it in the comments. We read all of them. Watch/listen/Subscribe:  Spotify:https://open.spotify.com/show/0JoqOMNJf8szkisHWebLwg?si=03a6d10a765146ef Apple Podcasts: https://podcasts.apple.com/au/podcast/into-the-gnar/id1896780159  Youtube: https://www.youtube.com/@thegnarcompany Subscribe so the next episode finds you. Produced in partnership with OBEY Creative, building podcast-driven content engines for B2B founders. Learn more at⁠ ⁠⁠https://obeycreative.com⁠

  5. Aug 24 ·  Video

    AI Costs More Than It Saves for Most Companies Right Now | Into the Gnar Ep 10

    Not sure if your team is actually ready for AI? We built a free 2-minute assessment that gives you a straight answer → ai-assessment.thegnar.com/  If you've bought AI in the last eighteen months and couldn't tell your CFO what it's costing you per month, this one's for you. We've felt this gap ourselves. You know the shape of it. A Copilot license here, a personal ChatGPT account on the company card there, a vendor who just raised your renewal because they bolted on an AI feature nobody asked for. The bill keeps climbing. Nobody can point to the line that's causing it. This week, we go solo and go straight at the number almost nobody in our audience has: what AI is actually costing our business, and why almost nobody can answer that with a straight face. Not the vendor pitch version. The invoice version. A study of 150 business leaders found that not one of them reported a cost reduction from AI. Two thirds said costs went up. Sixty percent are running seven or more separate AI platforms with no one person managing any of it. And by one economist's math, the companies selling AI models and apps are running negative margins funded by investors, not customers, while the hardware makers are pocketing over forty percent. We also get into two stories that landed the same week: insurance carriers quietly writing AI liability out of standard business policies, and private equity circling old-school "systems of record" like Workday, because the boring backend software turns out to be the one thing AI can't easily replace. The main point is simple: you can't manage what you never measured. Most companies didn't instrument anything before they started spending, so now the bill shows up as a surprise instead of a line item. Find the leaks. Time one job, before and after. Match the model to the task instead of running a frontier model on something a cheap one could handle. Name one owner. In this episode, we cover: Why nobody can tell you what AI is actually costing their business How subsidized subscriptions are hiding your real per-project spend Why insurance carriers are quietly excluding AI from standard coverage What Silver Lake's Workday bid says about which software actually survives AI Why "systems of record" are becoming more valuable, not less How to tell a real AI cost increase from a vendor's price hike in disguise Why matching model size to task size is the cheapest fix most companies skip How to build an AI spend baseline in one afternoon, no platform required If you've been buying AI on faith, this is the week to go find the invoices. New episodes every other Monday.   TIMESTAMPS: 00:00 The AI Spend Problem 01:49 Claude Cost Telemetry 03:27 Subscription vs Token Pricing 08:51 Stripe Acquires OpenRouter 11:58 Frank and the 80/20 Trap 16:06 Building Around Your ERP 19:12 Insurance Drops AI Coverage 25:46 Workday Buyout Explained 31:03 AI Costs More Than It Saves 39:21 Why AI Spend Is Invisible 41:40 No Telemetry? Start Here 44:10 Build vs Buy AI Tools 47:23 Key Takeaways and Next Steps Links Free two-minute AI readiness assessment: ⁠https://ai-assessment.thegnar.com⁠  The Gnar Company: ⁠https://thegnar.com⁠  If you've run a software project that went sideways, or one that finally went right, drop it in the comments. We read all of them. Subscribe so the next episode finds you. Produced in partnership with OBEY Creative, building podcast-driven content engines for B2B founders. Learn more at⁠ ⁠⁠https://obeycreative.com⁠

  6. Aug 10 ·  Video

    I Had a Cheaper Offshore Quote. I Turned It Down. | Ep 9

    Frank Granara runs General Insulation Company, a building materials supplier with 50 branches getting insulation to commercial job sites by 6 AM. Ask him what the business runs on and he'll tell you straight: a legacy ERP, spreadsheets, and tribal knowledge. Ten years ago he tried to fix that with a new ERP, watched the project run toward twice its budget, and pulled the plug. This is the conversation about what he did instead.   Frank sits down with Gnar co-founders Mike Stone and Nick Maloney to talk about buying software when you are not a software company: why the best off-the-shelf option still leaves a 20% gap, why he turned down a cheaper offshore build after getting burned once, and why a fixed price mattered more to him than any AI feature. He also explains why he compressed a ten-year technology roadmap into a two-year one, and where he thinks the AI conversation is real versus noise for a 50-branch distributor.   What you'll learn:   Why "this one gets us 80% of the way there" is a more expensive decision than it looks What actually happens when an ERP migration fails, and how to know when to walk away Why Frank stopped trying to replace his ERP and started building around it How to evaluate enterprise software on whether you can get your own data out of it The one question that decided GIC's e-commerce strategy: can a customer transact faster than they can pick up the phone? Why the software your customers need is often something they never asked you for How to split a manager's week into high-leverage and low-leverage work, and which half to automate Why a firm price changes the risk math for a company with no R&D budget Where AI in customer service is real and where it's noise   TIMESTAMPS: 00:00 The business nobody makes documentaries about 00:40 Welcome to Into the Gnar 01:26 What General Insulation actually does 03:06 Why construction lags every other industry on technology 04:00 News: only 26% of companies have AI governance aligned with adoption 05:17 Shadow AI across 50 branches 07:35 Replacing spreadsheets with working software 09:32 News: AI writes code in minutes, but can it keep it secure? 10:56 The 80% off-the-shelf trap 12:30 Why a firm price changed the math 14:24 Supply Chain 2025, a ten-year roadmap written in 2015 14:52 The barometer: can you beat a phone call? 15:57 The portal customers never asked for 18:56 What stayed the same and what had to change at scale 20:10 The leadership academy 26:29 The life of an order, from bid to delivery 30:32 Legacy ERP, spreadsheets, tribal knowledge 31:29 The ERP migration they walked away from 33:38 Burned once: why he said no to offshore 36:05 From a ten-year roadmap to a two-year roadmap 39:05 What's real and what's noise 39:49 The 50/50 branch manager 41:18 Staying human while getting faster 42:01 The second-order AI benefit nobody talks about 43:56 Rapid fire 47:26 Wrap   In this episode: Frank Granara, Chief Executive Officer, General Insulation Company Mike Stone, Co-founder, The Gnar Company Nick Maloney, Co-founder, The Gnar Company   Disclosure: General Insulation Company is a Gnar client. We work with Frank's team on their modernization and integration efforts.   Links   Free two-minute AI readiness assessment: https://ai-assessment.thegnar.com The Gnar Company: https://thegnar.com    If you've run a software project that went sideways, or one that finally went right, drop it in the comments. We read all of them.   Subscribe so the next episode finds you. Produced in partnership with OBEY Creative, building podcast-driven content engines for B2B founders. Learn more at https://obeycreative.com

  7. Jul 27 ·  Video

    The New Rules of Growth Equity in the Age of AI | Cam Salem on Into the Gnar EP.8

    Not sure if your team is actually ready for AI? We built a free 2-minute assessment that gives you a straight answer → ai-assessment.thegnar.com/    Software stocks have been sliding for a month. IBM's down 20%. Microsoft, ServiceNow, Salesforce all lost 5 to 10% in a week. But what does that selloff actually look like from the seat of someone deciding which B2B software companies get funded? That's where this conversation goes. This week, we sat down with Cam Salem, founder of Headlight Partners, and someone who's been close with the Stone family since a 2007 Facebook photo got him and Mike's brother in trouble. He's spent his whole career in growth equity, and he's here to talk about the SaaSpocalypse, the scramble over AI costs, and what actually separates B2B software companies that keep growing from the ones that stall out. Quietly. In the multiples nobody's paying for feature parity anymore. In the deals where seat-based pricing is starting to look shaky. In the founders who get funded and the ones who get passed on. Headlight isn't trying to be Tiger Global. It's trying to make one, maybe two investments a year and actually roll up its sleeves. Which founders have real domain expertise? Which businesses have a moat beyond good code? What does it take to get a company from ten million dollars of revenue to forty? Some of this is already playing out through nOps, a Headlight portfolio company that built its business managing AWS and cloud costs and is now getting begged to solve the same problem for AI spend. Some of it is still messy. Sierra billing customers per completed task instead of per seat might be the start of something bigger. Or it might not be. Nobody, including Cam, has a clean answer yet on where AI pricing actually lands. Which feels about right. We also get into where Cam is more careful. Founders who are all product and no commercial instinct. CEOs who never learn to set a longer-term vision once the business is past product-market fit. AI and cheap capital can get a company moving fast. But someone still has to notice when the moat everyone thought they had, feature and functionality, stopped mattering months ago. In this episode, we cover: Why the SaaSpocalypse selloff hit software so hard, and why Cam thinks the fundamentals still hold up How Tiger Global's 2020-21 buying spree changed growth equity enough that Cam left to start his own fund Why nOps went from managing cloud bills to fielding panicked calls about AI costs What RepSpark's move from a subscription fee to transaction-based pricing actually looks like The real difference between founders who scale past $10M and the ones who get stuck there The one red flag Cam can't get past, no matter how good the product looks Why "growth is a mentality" starts with the CEO and has to show up in everyone below them Cam's rapid-fire take on ChatGPT vs. Claude, and why he's only just switching after years of loyalty And yes, Cam's actual dream project: a digital platform for kids trading basketball cards, inspired by getting ripped off trading his Gary Payton autograph as a kid If you're building a software company, raising a round, or just trying to figure out what actually holds up when the market gets scared, this one's worth a listen. New episodes every other Monday. TIMESTAMPS:  00:00 Show Intro & Pre-Show Banter 01:54 Meet Cam Salem, Headlight Partners Founder 02:43 Cam Salem's Path Into Growth Equity 04:16 Why Cam Left to Start Headlight Partners 07:28 IBM Earnings Miss & the SaaSpocalypse Selloff 11:20 AI Spend, Cloud Costs & FinOps Explained 16:33 Outcome-Based Pricing vs Seat-Based Pricing in SaaS 24:22 What Personalized Growth Equity Really Means 30:44 B2B Founder Red Flags & Green Flags 40:07 AI Strategy Tips & Growth Equity Myths 43:30 Rapid Fire: ChatGPT vs Claude & More 52:49 Closing Thoughts & Farewell

  8. Jul 13 ·  Video

    How Traditional Businesses Should Actually Adopt AI Without Breaking Operations | Into the Gnar EP.7

    Not sure if your team is actually ready for AI? We built a free 2-minute assessment that gives you a straight answer → ai-assessment.thegnar.com/  If you run a profitable business with spreadsheets everywhere, an ERP nobody likes, and critical knowledge living in three people’s heads, this one’s for you. We’ve seen this company before. Orders come in by phone. Then email. Somehow, still fax. Pricing rules live in people’s heads. Inventory is technically tracked, but everyone has their own workaround. And Dave, the part-time IT guy, is doing his best. This week, Mike and Nick use a fictional $75 million industrial distributor to talk through what AI adoption looks like in a real operating business. Not the keynote version. The messy version. They get into vertical AI, why some industry-specific tools are useful and some are just expensive wrappers, and why ROI is harder to measure than most vendors want to admit. They also talk about governance, but not just who can access which model. The bigger problem is what gets created once everyone in the company starts building their own little AI tool. We’ve made that mess before. It compounds fast. The episode moves through order entry, quoting, pricing, inventory, legacy ERPs, and the uncomfortable build-versus-buy calls operators have to make before a “small AI project” turns into software nobody owns. And the main point is simple: before you build anything, understand the business. Find the leaks. Clean the data. Map the work. Talk to the person who knows how the weird process actually works. In this episode, we cover: Why vertical AI is getting more interesting for traditional businesses How to spot tools that look useful but won’t hold up Why AI ROI dies when nobody owns the workflow Where order entry automation can save real money How AI can help with quoting without removing human judgment Why replacing the ERP is usually the wrong first move How to decide when to buy, connect, or build Why “earn the complexity” is becoming a serious operating rule If you run a boring, profitable business and you’ve been wondering where AI should actually start, start here. New episodes every other Monday.   TIMESTAMPS: 00:00 Recap: What We Learned From Johnny-O 02:24 The AI Teardown Game: How Operators Should Think About AI 04:04 Vertical AI Is Coming for Traditional Software 05:12 Vertical AI vs. Generic SaaS: When Industry-Specific Tools Win 12:04 The AI Agents ROI Problem Most Companies Aren’t Measuring 16:15 AI Governance: The Risk Beyond Access Control 22:01 Meridian Supply: AI Teardown of a $75M Industrial Distributor 23:10 Start With Discovery Before Buying AI Tools 27:06 Automating Order Intake Across Phone, Email, and Fax 32:14 How AI Can Improve Quoting, Pricing, and Sales Rep Training 35:04 Legacy ERP Systems, Inventory Forecasting, and Dead Stock 38:04 Build vs. Buy: How to Avoid Becoming an Accidental Software Company 40:44 The Big Takeaway: Find the Leaks, Clean the Data, Own What You Ship 41:50 AI for Operators Events and Next Episode Preview

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About

Into the Gnar is for the CEO, COO, or operator who keeps getting burned when it comes to building software. Hosted by Mike Stone and Nick Maloney, co-founders of The Gnar Company - a 100% US-based software development agency in Boston - we cover real builds, real decisions, and real consequences.  New episodes every other week. thegnar.com

Information

  • Creator
    The Gnar Company
  • Years Active
    2026
  • Episodes
    14
  • Rating
    Clean
  • Copyright
    © Copyright 2026 All rights reserved.
  • Show Website
    Into the Gnar

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