UNPACK3D Podcast

UNPACK3D Pod
  • 5.0 (4)
  • Entrepreneurship
  • Updated Monthly

A podcast for operators by operators UNPACK3D Podcast stands for unpacking these journeys by Decrypting, Decoupling, and Decompressing. We Decrypt concepts like "hiring great people", "finding product-market fit"; we Decouple the outcomes of businesses from the ebbs and flows of the journey; we Decompress by learning how these operators take a step back from their business.

  1. 1d ago

    Ep. 30 The Best Time Ever to Be in Sales | Jeanne DeWitt Grosser, COO @ Vercel

    Vercel COO Jeanne DeWitt Grosser thinks this is the best time in history to be in sales — even as her own team automates away half of RevOps. Fresh off building go-to-market at Stripe through hypergrowth, she breaks down how to move up-market without blowing up your roadmap, why "maybes will kill you," and what AI actually changes about the job. This episode is brought to you by Stifel Bank — trusted banking and venture debt partner for Sierra Ventures' portfolio. Learn more at stifel.com. Chapters: (0:00) "Maybes will kill you" (1:24) Meet Jeanne DeWitt Grosser, COO of Vercel (2:36) Google → Dialpad → Stripe → Vercel (5:30) Building Stripe's sales machine from scratch (9:53) Why moving up-market is a company decision (16:08) AI-native companies & the forward-deployed engineer debate (27:12) Whales, buffaloes, and fins (32:25) Treating GTM as a product (44:00) Why it's the best time ever to be in sales (50:47) Building GTM tools with "half a human" (59:10) The AI-era salesperson: what changes, what doesn't Where to find Jeanne: LinkedIn: https://www.linkedin.com/in/jeannedewitt/Company: https://vercel.com

    Ep. 30 The Best Time Ever to Be in Sales | Jeanne DeWitt Grosser, COO @ Vercel

  2. Aug 20

    Ep. 29 The AI vs. AI Fraud Arms Race Has Started | Soups Ranjan, CEO @ Sardine

    Fraud is about to go fully autonomous. AI agents that buy stolen identities, open accounts, and drain them with no human involved. Soups Ranjan, founder and CEO of Sardine, has spent 20+ years fighting financial crime at Coinbase, Revolut, and now across ~400 institutions worldwide. He walks us through the AI-vs-AI arms race, a 250,000-account attack cracked in five minutes, and why you should always let a little fraud through. This episode is brought to you by Stifel Bank — trusted banking and venture debt partner for Sierra Ventures and Geodesic. Learn more at stifel.com. Chapters:(0:00) The "scamdemic": $1 trillion lost to fraud (1:47) 20 years fighting fraud: PhD, Coinbase, Revolut, then Sardine (5:38) Why crypto was the hardest fraud problem to crack (9:38) Deepfakes, phishing, and fully agent-run fraud (16:50) Risk-based onboarding and the 5-billion-device network (19:25) The 250,000 fake-account attack cracked in 5 minutes (22:40) Catching one fraudster across 30 banks (25:54) A machine-learning founder learns to sell to banks (41:05) Sanctions screening at 95% automation (46:57) Shipping fast without AI slop Where to find Soups Ranjan: LinkedIn: https://www.linkedin.com/in/soupsranjan/Company: https://www.sardine.ai

    Ep. 29 The AI vs. AI Fraud Arms Race Has Started | Soups Ranjan, CEO @ Sardine

  3. Jul 16

    Ep. 28: From 150 Tools to 14,000: The Man Who Mapped Martech | Scott Brinker Analyst @ chiefmartec

    The two moats that made enterprise martech defensible — owning the data and charging per seat — are cracking at the same time. Scott Brinker, creator of the martech landscape and VP of Platform Ecosystem at HubSpot, explains why the CRM/CDP data moat just got weak, what "systems of context" are, and where the next big companies get built. This episode is brought to you by Stifel Bank — trusted banking and venture debt partner for Sierra Ventures' portfolio. Learn more at stifel.com. Chapters: (0:00) Cold open: "Prompt engineering? That's so 2024"(1:07) From 150 tools to 14,000: why Scott mapped martech(3:28) Systems of context — and why the CDP never delivered(8:02) The three-layer martech stack, explained(12:10) What "context" actually means for AI agents(16:10) AI SDRs and the rise of "context graphs"(23:13) Why the CRM and CDP data moat just got weak(32:46) Incumbents vs. startups: who wins the context layer(36:46) AEO, agentic commerce, and the new buyer journey(53:52) Will AI agents kill seat-based pricing? Where to find Scott Brinker: LinkedIn: https://www.linkedin.com/in/sjbrinkerWebsite: chiefmartec.com

    Ep. 28: From 150 Tools to 14,000: The Man Who Mapped Martech | Scott Brinker Analyst @ chiefmartec

  4. Jun 18

    Ep. 27 Why "AI Slop" Is Killing B2B Marketing and What Actually Works, Marcel Santilli @ Growthx.ai

    Marcel Santilli helped scale HashiCorp from $6M to $100M ARR, was CMO at Scale AI, and now runs GrowthX.ai- an AI-native growth company serving Ramp, Reddit, and Webflow that just raised $12M from Madrona. His contrarian take: AI is making marketing harder, not easier, because most companies can't clearly define who they're for or what they're building. We unpack his vision for turning marketing into engineering: codified workflows, human-in-the-loop judgment, and why knowledge work desperately needs its own "GitHub moment." Chapters:(0:00) Cold open — "AI is amplifying crap"(1:00) Welcome and Marcel's background(1:59) Building media properties at IBM and HP(4:04) Scaling HashiCorp from $6M to $100M ARR(6:27) Finding white space in a 14,000-tool market(10:43) Content as the atomic unit of organic growth(15:52) Why AI makes marketing harder, not easier(20:46) Process architects, input calibrators, and bar raisers(26:11) The GitHub moment marketing never had(36:00) AEO: hype vs. reality(42:08) The future marketing org: smaller and sharper(45:55) Is AI a bubble? Revenue as fuel, not a drug This episode is brought to you by Stifel Bank — our trusted partner for fund banking and wealth management. Learn more at stifel.com. Where to find Marcel Santilli: LinkedIn: https://www.linkedin.com/in/marcelsantilli/GrowthX.ai: https://growthx.ai

    Ep. 27 Why "AI Slop" Is Killing B2B Marketing and What Actually Works, Marcel Santilli @ Growthx.ai

  5. May 14

    Ep. 26: From Anniversary Side Project to 2 Billion Agent Executions, Joe Moura, CEO of CrewAI

    CrewAI just crossed 2 billion agent executions — but founder Joe Moura thinks building agents isn't even the hard part. The real value gap? Getting them to production. Joe joins Vignesh and Arvind to break down why most enterprise AI projects fail at planning, not technology, how Oracle cold-approaching him at the SF Ferry Building validated the business, and what it takes to get Fortune 500 companies actually running agents at scale. Time Stamps:(0:00) Introduction and Joe's path from Clearbit to CrewAI(4:47) What makes CrewAI different in the agent builder market(10:24) Why code-first, multi-agent, and the no-code platform customers demanded(16:16) Real use cases: KYC automation and fraud detection(18:23) How Joe became the "face" of CrewAI to drive adoption(25:04) Enterprise AI: why planning fails companies more than technology(33:17) The data readiness trap — when security pulls the plug(42:44) Partnership strategy: selling with IBM to the US DoD(46:16) Low-ego CEO: learning sales from his own AEs(52:42) The future: fine-tuning comeback and long-horizon agents This episode is brought to you by Stifel Bank — our trusted partner for fund banking and wealth management. Learn more at stifel.com. Where to find Joe Moura: LinkedIn: https://www.linkedin.com/in/joaomdmoura/CrewAI: https://www.crewai.com

    Ep. 26: From Anniversary Side Project to 2 Billion Agent Executions, Joe Moura, CEO of CrewAI

  6. Apr 23

    Ep 25: 2 Co-Founders, 5 Dead Ideas, Then Pylon w/ Marty Kausas, CEO @ Pylon

    For 40 years, the safe bet in enterprise software was Zendesk or Salesforce. Marty Kausas, founder of Pylon, thinks picking either for customer support today might now get you fired. Before Pylon worked, Marty spent 2 years cycling through 2 co-founder breakups and 5 dead ideas. Today, Pylon has 5x'd revenue two years running, raised a $31M Series B from a16z and Bain Capital, and migrated 150+ customers off legacy support platforms. We cover the "happy grinder" culture, why B2B support is a completely different problem than consumer, the per-seat vs outcome pricing debate, and why Marty thinks buying Zendesk is now the risky move. This episode is brought to you by Stifel Bank — trusted banking and venture debt partner for Sierra Ventures' portfolio. Learn more at stifel.com. Chapters:(0:00) Cold open and intro(2:02) Meet Marty and Pylon(3:06) Co-founder breakups and 5 dead ideas(10:13) Salesforce → Support Force(13:29) LinkedIn as 80% of Pylon's pipeline(22:05) Why B2B support isn't ticket deflection(28:33) Not Sierra, not Decagon(32:34) The context layer(39:34) Shipping 40% faster as a compound startup(55:12) Why you might get fired for buying Zendesk Where to find Marty Kausas:- LinkedIn: linkedin.com/in/mkausas- Pylon: usepylon.com

    Ep 25: 2 Co-Founders, 5 Dead Ideas, Then Pylon w/ Marty Kausas, CEO @ Pylon

  7. Mar 19

    Ep. 24: From $3.7B Exit to $5.5B Company: What Jyoti Bansal Actually Learned the Second Time

    Jyoti Bansal was days away from taking AppDynamics public when Cisco made a $3.7 billion offer that changed everything. Now his second company, Harness, is valued at $5.5B — and he's built it on a contrarian thesis: AI is producing more code than ever, but code isn't the finished product. We cover the real story behind the Cisco acquisition, why his best sales reps from AppDynamics failed in the early days of Harness, how he runs 16 product modules as "startups within a startup," and why 70% of engineering time still happens after the code is written. This episode is brought to you by Stifel Bank. Timestamps(0:00) Trailer(0:52) Introduction and welcome(2:36) Jyoti's journey from small-town India to Silicon Valley(6:01) Three lessons from AppDynamics that shaped Harness(10:29) Proving value — not just finding the problem(17:23) The sales hiring mistake: matching reps to your stage(27:42) 72 hours from IPO to Cisco's $3.7B acquisition(33:57) Startups within a startup — Harness's M&A playbook(39:06) AI's productivity paradox: more code, less throughput(48:44) The "two AIs" framework and where moats really live(58:50) How Jyoti decompresses

    Ep. 24: From $3.7B Exit to $5.5B Company: What Jyoti Bansal Actually Learned the Second Time

  8. Feb 12

    Ep 23: The Anti-Vibe AI Revolution, Scott Dietzen of Augment Code

    Is "vibe coding" enough for the enterprise? Scott Dietzen explains why professional engineers need an expert AI, not a toy. In this episode, we sit down with Scott Dietzen, Former CEO of Augment Code and Former CEO of Pure Storage. Scott breaks down why the current "vibe coding" trend—where non-engineers generate simple apps from scratch—fails to address the needs of large-scale enterprise software. Key Topics Discussed: The Context Engine Moat: Why passing 20 million lines of code into a context window doesn't work, and how Augment solves this with a real-time semantic map.Agentic AI: Moving beyond simple chat to AI agents that can handle parallel tasks like testing and code reviews.Security First: How Augment secured SOC 2 and ISO certifications to win enterprise trust where competitors failed.Leadership & Hiring: Scott's framework for building high-trust teams and why he never had to ask for a raise in his career.Timestamps (00:00) Intro (02:52) Augment: The Anti-Vibe Coding (05:39) From Chat to AI Agents (11:04) The Problem with Fine-Tuning (13:05) Building a Context Engine (23:23) Security as a Moat (29:40) Hiring for Trust (43:30) PLG vs. Enterprise Sales (54:37) The Myth of the Solo Founder (57:19) Leadership & Burnout

    Ep 23: The Anti-Vibe AI Revolution, Scott Dietzen of Augment Code
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Ratings & Reviews

5
out of 5
4 Ratings

About

A podcast for operators by operators UNPACK3D Podcast stands for unpacking these journeys by Decrypting, Decoupling, and Decompressing. We Decrypt concepts like "hiring great people", "finding product-market fit"; we Decouple the outcomes of businesses from the ebbs and flows of the journey; we Decompress by learning how these operators take a step back from their business.

Information

  • Creator
    UNPACK3D Pod
  • Years Active
    2023 - 2026
  • Episodes
    30
  • Rating
    Explicit
  • Copyright
    © UNPACK3D Pod
  • Show Website
    UNPACK3D Podcast

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