Experiencing Data w/ Brian T. O’Neill

Brian T. O’Neill from Designing for Analytics

Does the value of your insights, analytics, or automated intelligence product sometimes feel invisible to buyers and users? Does your product have impressive analytics and AI technology, but user adoption and sales still are not where you want them to be? While it has never been easier to build data-driven products, why does it still seem so hard to build indispensable data products that users can't live without—and will gladly pay for? I’m Brian T. O’Neill, and on Experiencing Data — a Listen Notes top 2% global podcast — I help founders and B2B software product leaders close the Invisible Intelligence Gap through solo episodes and interviews with leaders at the intersection of product management, UX design, analytics, and AI. If you’re building analytics, BI, or automated intelligence (AI) products, this non-technical show will help you better connect your product to outcomes, value, and the human factors that still matter — even in the age of AI. Subscribe today on all major platforms or browse the episode archive. Get 1-Page Episode Summaries In your Inbox: https://designingforanalytics.com/ed About Brian: https://designingforanalytics.com/bio/

  1. 16h ago

    201 - What Enterprise Buyers Really Want from Analytics Software Companies with David Krauza

    Recently, I met David Krauza, VP of Enterprise Data Strategy and Products & Governance at Comcast, at the 2026 CDOIQ symposium, and after chatting for a bit, he agreed to come on the show to talk about how he, as an enterprise buyer, thinks about B2B software purchases in the age of AI. As vibe coding makes internal development more accessible, David explains why the buy-versus-build decision isn’t simply about whether a company can build a solution itself. Leaders need to weigh long-term roadmaps, maintenance, integrations, and whether they want to take on the responsibility of becoming a software company. The real question is not just what can be built, but what makes the most strategic sense to own. David also highlights an important consideration vendors frequently overlook: the data their own products create and the possible importance of that to an enterprise data leader. This is particularly true when the product’s primary intended purpose is not analytics itself. In a complex sales environment, which may include a senior data leader as a champion or decision maker, product metadata, or what you might currently be thinking of as a byproduct, might actually be a primary decision point in an enterprise purchasing conversation. David then outlines the pre-implementation work required before any of this can be evaluated: establishing shared definitions, explicit success metrics, and a documented “before-picture” you can run at renewal time to understand the ROI of the product. We also explored the hidden costs that can undermine an otherwise compelling product. A polished UI may still create UX friction if users have to constantly move between systems, while complex data integrations can introduce additional labor and operational burdens. This friction should be considered during the evaluation rather than discovered after development. David says vendors can stand out by demonstrating that they understand where a customer’s business is headed and how their roadmap supports that direction. He also dropped some real gold about the difference he sees as a buyer when being pitched by a founder vs. a B2B salesperson—and what the latter is missing when they pitch him. Highlights / Skip to: Why buy any products when AI allows you to build them yourself? (2:03) Allowing use cases and goals to dictate the adoption of internal solutions (4:03) Making data capture, accessibility, and ecosystem fit part of the buying decision (5:54) Is data missing in sales conversations due to a lack of marketing or of results? (8:36) Comcast’s method for deciding to renew when the intelligence is invisible (11:22) The importance of pre-post analysis when making a renewal argument (14:02) Where David sees the most time being wasted in the pitch process and why vendors who did _____ win more often (16:36) The hidden costs that often go undiscussed during the sales process (20:07) How Comcast evaluates UX friction (back-and-forth of switching between applications to accomplish work) (22:22) Other hidden factors that can prevent your sale from closing (25:13) Differences David sees between founder-led sales and sales-led sales (26:41) David’s advice for founders selling in the analytics and data space right now (28:14) Links David Krauza’s LinkedIn David Krauza’s Substack

  2. Aug 5

    200 - VC Lessons on GTM, Product, and Moats for Data and Security Startups with Nishkam Prabodh

    I'm talking to Nishkam Prabodh of Venture Guides, an early-stage venture capital firm focused on infrastructure software, cybersecurity, and data. Nishkam explains why strong technology alone rarely determines whether a startup succeeds. Many technical founders struggle when transitioning from founder-led sales to a repeatable go-to-market motion because the founder's deep customer understanding often does not translate into a scalable sales process. The challenge isn't just building better technology, but connecting technical capabilities to clear business outcomes. Nishkam breaks down the communication gap that often appears between technical products and enterprise buyers. Rather than focusing only on technical outputs, products need to demonstrate business value through experiences designed for different stakeholders, including end users, executives, compliance teams, and budget owners. Whatever ROI the product shows has to relate back to improving revenue, reducing cost, or reducing risk. Nishkam also discusses how AI is changing product organizations, with execution-focused tasks becoming increasingly automated while judgment, domain expertise, and strategic decision-making become more valuable. On buy versus build, he notes that two-thirds of the failures in the MIT study on enterprise AI deployments were internal builds, while the successes skewed toward buying. While traditional advantages like proprietary technology and architecture still matter, he believes the strongest defensibility increasingly comes after deployment. Products that learn customer context, retain institutional knowledge, improve workflows, and generate organization-specific intelligence can create compounding value over time. AI models may become commoditized, but the surrounding product layer of memory, retrieval, context, tooling, and governance will determine long-term differentiation. He closes with the discipline that makes all of this possible: pick one customer, one industry, one revenue band, and build repeatability there before worrying about coverage.   Highlights / Skip to: The pattern Nishkam Prabodh sees in B2B and data companies that stall at founder-led sales handoff (4:46) Challenges in translating technical complexity into commercial clarity (7:58) The two fall-off points in a deal, and why the cheaper one is the bigger one (12:19) The importance of communicating value to the executive buyer, not just the user, as early as you can (13:24) Why a stalled deal might be a product design problem, not a sales problem (17:22) The only three things ROI is allowed to reduce to: revenue, cost, risk (19:41) What skill sets Nishkam thinks are essential for product teams  (20:11) The three shifts in product hiring: later, more judgment, domain over generalist (25:37) The importance of judgment in preventing unmet needs from derailing sales (26:32) What Nishkam believes are strong moats for data products (31:13) Why a buyer's failed in-house build still costs you sales cycle and ACV (33:37) Showing the value of a product on day thirty, not just day one (36:45) Why the buyer never sees the work that makes the simplicity possible (41:20) Nishkam Prabodh’s closing advice for technical founders of analytics and data products (44:46)   Links Nishkam Prabodh’s LinkedIn  Venture Guides website

  3. Jul 21

    199 - Why Your Analytical AI Product Might Need 2 Pitches, Not 1, with Bhaskar Sunkara, CEO (bicycle.ai)

    I’m talking to Bhaskar Sunkara, CEO of bicycle.AI, which provides an AI analyst product designed to monitor revenue-critical KPIs, investigate the business and technical drivers behind KPI changes, and take a “governed next step.” Bhaskar explains why analytics products often fail when they overwhelm users with telemetry instead of focusing on the signals that matter. Drawing from his experience as founding CTO of AppDynamics, he shares how his team moved from low-level technical monitoring to business transactions like logins, checkouts, and bookings. The key lesson? Start with the right metric at the right level of granularity, then use deeper technical analysis to explain why something changed.   Bhaskar also breaks down how bicycle.AI serves multiple audiences inside an enterprise. Business leaders want measurable outcomes, KPI owners need answers about what changed and what to do next, and data teams require trust, governance, and traceability. He explains how, in order to support these different users, Bicycle separates product experience into four core surfaces: pull features like dashboards and chat, and push features like alerts and data stories. Alerts further help operational users respond quickly to KPI changes and data stories provide executives with strategic narratives around trends, causes, and business impact. During our chat, Bhaskar also draws a line most AI products blur: be explicit about which findings are deterministic and which are only a theory. He connects this directly to my CED framework, separating the conclusion from the evidence from the underlying data, and argues that how much you automate should be governed by one question: how costly is being wrong?   I also probed Bhaskar about their moat. He’s learned that enterprise adoption requires winning over both executives who care about revenue impact and analytics teams that need confidence in the system’s recommendations. Bhaskar also explains why their long-term advantage comes from the DEAL framework: Detect, Explain, Act, and Learn. By continuously incorporating validated decisions, business context, and customer-specific knowledge, the platform becomes more useful over time. We finish up with his advice for fellow analytical AI product founders, including why AI makes user experience more important, not less: it is the connection between agents, decisions, humans, and accountability.   Highlights / Skip to: Making the invisible feel urgent enough for customers to buy products (2:41) How to avoid creating the ‘metrics toilet’ when the system can do so much (6:56) Designing for the end-user versus the buyer, especially during the POC phase (12:20) Thinking about the product’s design in a way that ensures Bicycle’s business value is obvious (15:38) How bicycle.AI’s “push” and “pull” features help stakeholders see value (20:54) Getting their first 20 customers (25:19) What Bhaskar got wrong: over-rotating on the business buyer vs. the analytics team (32:23) The homework a build-anything horizontal platform imposes on customers (and Bicycle’s vertical antidote) (34:30) Bicycle.AI’s moat: compounding institutional knowledge (36:08) DEAL: Detect, Explain, Act, and Learn (40:46) How they designed the UX to reduce time-to-value during onboarding/setup (44:51) Bhaskar Sunkara’s advice for other analytical AI founders (and why AI makes UX even more important to address) (47:47) Links bicycle.ai  Bhaskar Sunkara’s LinkedIn  My CED framework for advanced analytics products that Bhaskar references in this episode

  4. Jul 7

    198 - Ship the Meter: Making Invisible AI Legible to Buyers with Rana Gujral

    Today, I'm talking to Rana Gujral, CEO of Behavioral Signals, which provides AI that interprets human behavioral cues in speech to help route call center conversations more effectively, improve customer service performance, and detect voice-based fraud. Their moat is a decade of voice data tied to real business outcomes, not the model itself, as Rana explains.   During our conversation, Rana shares his practical framework for making the value of their AI obvious to the various humans in the loop that the product needs to “touch,” and he argues that a one size [UI] doesn’t fit all. In Rana’s product, they discovered that customer service reps need ambient assistance, supervisors need aggregate patterns, compliance teams need audit trails, and executives need outcome metrics tied to business results.   He also explains why having measurable ROI isn't enough. Early renewals for Behavioral Signals suffered because the people signing the checks couldn't actually see the product's impact. Rana's solution? “Ship the meter” alongside the intelligence. If your AI works quietly in the background, you still need reporting UIs that clearly communicate the product’s value.   For founders struggling with stalled POCs, Rana breaks down the three-stage evaluation journey his team developed after repeatedly seeing deals fail at predictable moments. By designing the customer experience around those milestones, his team transformed how buyers gained confidence throughout the evaluation process.   Finally, we explored why great B2B AI products don't succeed by becoming another dashboard. Rather, they succeed by closing the loop between decisions, outcomes, and learning. Rana also fills me in on his upcoming book, The AI Instinct, which focuses on how AI changes human judgment rather than simply advancing model capabilities. And his parting advice? Listen to find out!   Highlights / Skip to: Making “invisible AI” value clear (3:57) The four surfaces of visibility the product team dials into to ensure Behavioral Signals is indispensable to customers(6:26) Behavioral Signals’ intentionality behind their three-phase model to address deals not closing (15:35) How Rana’s team deals with AI moving downstream problems further upstream (19:56) Determining their product’s boundaries: when do you stop building? (22:55) Why proprietary data makes for such a good moat (24:57) What Rana would do the same and differently if he were starting over (28:45) Rana’s book: The AI Instinct: The Future of AI and Human Decision-Making (39:29) Rana Gujral’s closing advice (44:35) Links Behavioral Signals  The AI Instinct: The Future of AI and Human Decision-Making  Rana Gujral’s website   Rana Gujral’s LinkedIn

  5. Jun 24

    197 - Agentic AI Isn’t a Moat for Analytics Products. This is

    Everyone is racing to the same place chasing a limited set of buyers—how will your “AI for BI” product stand out? I've been seeing teams heavily invest in copilots, agents, semantic layers, governance frameworks, and increasingly sophisticated models, yet many still hear the same feedback from sales prospects: “We may just build this ourselves?" Or they don’t hear it, but suspect the customer is doing just that.  Whether they actually can DIY the solution is the wrong question. The bigger question is *why they believe they can.* Your product may have a genuine competitive advantage, but your real challenge is that this advantage isn't obvious to buyers. The moat exists, but it is invisible. What makes this relevant is that many capabilities once considered differentiators are rapidly becoming normalized. AI copilots, agentic analytics, governed data, semantic layers, and broad integrations now appear across nearly every platform in the category. As AI accelerates development, sophisticated engineering alone becomes harder to defend as a lasting advantage. So what actually creates a durable moat if the engineering and product seems easy to copy? I explore four areas: proprietary data, trusted relationships, and products that accumulate institutional knowledge remain difficult to replicate. And finally, user experience itself as a strategy. As users increasingly access your intelligence through AI agents rather than dashboards, their experience may become the moat that competitors can't copy. Highlights / Skip to: AI for BI and analytics products is facing a race to commoditization (2:09) Common moats that everyone is using right now and why they fail (3:28) Proprietary data as a moat (9:29) Being embedded in your community as a moat (11:14) Compounding institutional knowledge as a moat (15:22) UX design asa moat even when there is little/no UI to see (18:36) Find the baseline for customer experience to build into later strategies (25:11) Actionable questions to ask your team to move forward on finding your competitive differentiation as a B2B analytics product (28:02)   Links CED: A UX Framework for Designing Analytics Tools That Drive Decision Making

  6. Jun 10

    196 - The Unique Challenges and Solutions to Selling API-based Analytics and Intelligence Products

    I've been seeing a recurring pattern with companies selling APIs, MCPs, data feeds, and other developer-focused AI products. While the technology is often sound if not impressive, sales momentum sometimes slows when prospects have to imagine how the product will create value in their own environment. My perspective on this is that the flexibility that makes these tools powerful can also make them harder to evaluate. Flexibility can adversely increase the Invisible Intelligence Gap, and I think certain types of AI-based solutions (LLM) may actually increase this because the boundaries of the product are often so much wider than ever before (if not invisible to the buyer). So, how to close this gap? Well, one way is to build a visual UI that showcases what’s possible with your API/feed/data solution. You take the buyer out of the conceptual space and make things concrete. So today, that’s what we dig into: when to consider adding a UI, how far you need to go with it, how you can use Copilot/AI agents to help customize these example implementations, and the benefits you might see.  Highlights / Skip to: The challenges of selling API-based analytics and AI products (0:56)  Why this topic matters right now (2:48) The Invisible Intelligence Gap that may be slowing your sales (3:34) Strategies for bridging the Invisible Intelligence Gap with a UI (user interface) layer (7:01) Client case study: the impact and results you may see adding a UI on top of your technical product (14:05) Signs that you should consider adding UI to your technical product (18:23) Leveraging humans’ highly developed visual system to help potential customers see the full value of your product (26:24) Conclusion (27:32) Links Invisible Intelligence Gap Azeem Azhar’s Exponential View (6/4/26 episode)

  7. May 26

    195 - Buyers Block: Why Your B2B Analytics or AI Product's POC Didn't Close

    It’s a common pattern for teams building B2B analytics and AI products: the proof-of-concept goes well, the buyers sound excited, and everyone assumes the deal is about to close—until it quietly stalls out. The assumption is usually that sales needs to follow up harder or marketing needs more enablement material. But often, the real issue is that the product itself cannot communicate its value without humans in the room explaining it. I call this the Invisible Intelligence Gap. Buyers may understand the promise during a guided demo, but once the sales engineers leave, customers are left trying to figure out workflows, use cases, trust concerns, integrations, and organizational fit on their own. This gets even harder with broad, general-purpose AI tools and chat-based interfaces that sometimes assume users already know what to ask. The solution isn’t simply shipping more features or training content. It’s designing products that clearly reveal their value, reduce customer effort, and continue selling themselves after the POC ends, and getting that design right starts with the right product strategy.    Highlights/ Skip to: First principles thinking - add sales effort or fix the product? (0:43) How the POC phase supports sales efforts (3:28) The role of the Invisible Intelligence Gap (5:38) What is “buyer’s block” and how to avoid it (6:26) Avoiding the “Two-Costs Model” and what that model is! (11:34) Overcoming a stalled sales process (13:42) Understanding the problem, users, outcomes, and boundaries (14:41) Three product strategy moves you can make (17:50) Always ask how customers are experiencing the product and if it sells itself (24:04) Links Podcast: Ep. 189 The Invisible Intelligence Gap

  8. May 12

    194 - AI for BI: Juan Sequeda on Preparing Your Analytics to Work With LLMs

    If you’re hoping that adding AI to your analytics product or capabilities is going to unlock new revenue, sales, and greater user adoption, but you’re not sure what’s involved in this transformation, this episode is for you! Today, I’m talking with Juan Sequeda today, an expert in knowledge graphs and ontologies who most recently was Head of the AI lab at data.world, which was recently acquired by ServiceNow. Juan and I met while speaking at CDOIQ a few years ago, and after being on his former podcast “Catalogs and Cocktails.” (With a name like that, I naturally had him out to my local tiki bar while visiting Cambridge!) Talk-to-your-data products – effectively next-gen business intelligence applications – are a hot topic right now, and this has made much of Juan’s PhD work in semantics highly relevant right now as companies try to make analytics more user-friendly via natural language.  Juan is clear that the starting point for this transformation isn’t the model or the UI, but actually the customer’s workflow—and that was like music to my ears! Analytics only matters when it drives action, so the real challenge is not answering more questions, but enabling better decisions and outcomes. A key theme is semantics, which, in product design language, I think of as making users’ mental models of their business or domain map logically to system and data models so that AI produces the right answers in the right context. Juan outlines a practical path to getting started with this: strong data modeling, a well-defined semantic layer, buy-vs-build considerations, and throughout, a constant focus on what the customer’s workflow and problem is. Highlights/ Skip to:   Juan Sequeda’s background (2:14)  Is AI for BI the way to go for proprietary analytics products? (4:30) Bolted-on AI versus transformational AI, and what customers are doing with current reporting (8:26) Knowing your product’s boundaries and when extending into adjacent customer workflows stops making strategic sense (14:46) Setting proper expectations for non-technical founders around what AI can “answer” with analytics (18:43) The role of customer problems in informing the prerequisite technology and data decisions (24:37) What's the actual lift to add chat-with-your-data capabilities to a SaaS product: data foundation, semantic layer, and the build-vs-buy call (33:38) Why Juan thinks every company should become “AI-native” (41:20) AI might theoretically make for a better analytics UX, but are users ready to change their behavior or abandon the analytics tools they use now? (46:00) How to follow Juan Sequeda (49:03) Links Catalogs & Cocktails Podcast Juan Sequeda’s LinkedIn  Juan Sequeda’s Substack

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Does the value of your insights, analytics, or automated intelligence product sometimes feel invisible to buyers and users? Does your product have impressive analytics and AI technology, but user adoption and sales still are not where you want them to be? While it has never been easier to build data-driven products, why does it still seem so hard to build indispensable data products that users can't live without—and will gladly pay for? I’m Brian T. O’Neill, and on Experiencing Data — a Listen Notes top 2% global podcast — I help founders and B2B software product leaders close the Invisible Intelligence Gap through solo episodes and interviews with leaders at the intersection of product management, UX design, analytics, and AI. If you’re building analytics, BI, or automated intelligence (AI) products, this non-technical show will help you better connect your product to outcomes, value, and the human factors that still matter — even in the age of AI. Subscribe today on all major platforms or browse the episode archive. Get 1-Page Episode Summaries In your Inbox: https://designingforanalytics.com/ed About Brian: https://designingforanalytics.com/bio/

Information

  • Creator
    Brian T. O’Neill from Designing for Analytics
  • Years Active
    2018 - 2026
  • Episodes
    100
  • Rating
    Clean
  • Copyright
    © 2019 Designing for Analytics, LLC
  • Show Website
    Experiencing Data w/ Brian T. O’Neill

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