Ep. 174 - How This AI SaaS Landed 70 Customers—Fast

SaaS Backwards - Reverse Engineering SaaS Success

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12d ago 30:20

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Guest: Adir Ben-Yehuda, CEO at Autonomy AI --

The go-to-market playbook for AI SaaS is being rewritten in real-time, and those who cling to old models risk being left behind.

In this episode, Adir Ben-Yehuda, founder and CEO of Autonomy AI, joins host Ken Lempit to share how his team went from zero to 70 customers in months by ditching outdated frameworks and building a brand buyers can trust.

We unpack:
✅ Why “Crossing the Chasm” no longer applies in the age of ChatGPT
✅ How brand marketing now beats lead gen in AI go-to-market
✅ What it really takes to convert skeptical enterprise buyers
✅ The shift from SEO to “share of response” in AI search platforms
✅ Why every SaaS GTM leader must become an orchestrator—not just a doer

Adir also breaks down the sales motion that helped Autonomy scale so quickly—and shares how his team leverages live demos and social proof to close deals in a single call.

If you’re a B2B SaaS CMO or CRO navigating AI adoption, rethinking pipeline strategy, or looking for a more effective way to win technical buyers, this episode is your cheat code.

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Chapters

1. Intro to Adir & Autonomy AI (00:00:00)

2. Why “Crossing the Chasm” Is Obsolete (00:01:30)

3. Enterprise Buyers Want AI Now (00:04:20)

4. Brand > Lead Gen in SaaS GTM (00:06:00)

5. Doers to Orchestrators: AI’s Workforce Shift (00:08:10)

6. How Autonomy Scaled to 70 Customers (00:10:40)

7. Winning with Live Demos (00:13:00)

8. Fundraising & Convincing Skeptical VCs (00:15:00)

9. Ditching SEO for AI Search Optimization (00:17:30)

10. SaaS Frontend Dev in a Week (00:20:00)

11. Connect with Adir & Wrap-up (00:22:00)

175 episodes

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