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The Official SaaStr Podcast: SaaS | Founders | Investors
SaaStr 776: How to Successfully Bring AI Products to Market at Scale with GitHub’s CRO Elizabeth Pemmerl
Nov 21, 2024
Elizabeth Pemmerl, Chief Revenue Officer at GitHub, discusses her journey in launching Copilot, transitioning it from an internal tool to a massive AI product. She emphasizes the importance of customer feedback in refining products and overcoming development challenges. Elizabeth shares insights on transforming feedback processes for efficiency and scaling AI solutions while ensuring team alignment. Key strategies include educating customers on AI, addressing legal concerns, and adapting to evolving buyer personas for successful market penetration.
29:16
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Quick takeaways
- Successful scaling of AI products necessitates a dynamic feedback loop between customers, sales, and product development for agility and responsiveness.
- Effective go-to-market strategies for AI require understanding customer needs and education, exemplified by GitHub’s adaptations for its Copilot product.
Deep dives
The Importance of Quantifying Value
Customers increasingly prioritize understanding the return on investment (ROI) from products, necessitating a focus on quantifying value from day one. This requires the collection of data emitted from products, alongside contextual insights from customers to grasp their unique needs. Successfully packaging this information into a coherent narrative is essential for meaningful engagement. Companies must invest in value engineering, including case studies and metrics, to effectively communicate benefits and foster trust with clients.
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