Evidence receipt / uncertainty
Published · transcript-backedJen Abel: uncertainty
9 Nov 2025 Lenny's Podcast "Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“There's a lot of companies out, I'm sure OpenAI, and this is what someone told me they were in and talking to CTOs and helping them better understand how AI and their organization can better work together. And it was them coaching them, educating them, whether they did it for free or not, I don't know, but they got their foot in the door, they started to build trust and then it gets adopted.”
— Jen Abel
Source trail
Everything needed to verify it.
- Speaker
- Jen Abel
- Attribution
- Verified speaker
- Claim type
- uncertainty
- Recorded
- 9 Nov 2025
- Publisher
- Lenny's Podcast
Transcript context
…Wow. I think this will blow a lot of people's minds. Palantir, this Forward Deployed Engineer, that's exactly what they're doing. There's a lot of companies out, I'm sure OpenAI, and this is what someone told me they were in and talking to CTOs and helping them better understand how AI and their organization can better work together. And it was them coaching them, educating them, whether they did it for free or not, I don't know, but they got their foot in the door, they started to build trust and then it gets adopted. This is the epitome of doing things that don't scale that advice we always hear this is like, "Okay, this is what that looks like. We will solve this problem for you. We are using software to do it." And then over time, "Oh, you could just do this yourself. It'll cost you less. You can scale this."…
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