Manny Medina

Manny Medina, former Outreach CEO and founder of Paid, shares insights on pricing for AI companies with a focus on unit economics. He argues that traditional SaaS models fail in the AI realm, advocating for outcome-based and agent-based pricing strategies. Manny emphasizes the success of niche AI applications over broad platforms and discusses the critical need for AI firms to refine their understanding of profitability. He also highlights the importance of quality customer focus and innovative company culture in driving growth.

Manny Medina, Co-founder and CEO of Paid, shared his journey from scaling Outreach to addressing SaaS revenue challenges. He unveiled how $300 billion in SaaS revenue is trapped due to outdated pricing models. Manny explained the power of AI agents performing end-to-end workflows and the limitations of seat-based pricing. He highlighted how early adopters of his platform experienced 20–40% revenue growth, and discussed the evolving role of agents in customer support and operations. The conversation explored building an efficiency mindset and preparing for a future where AI agents dominate.

In this conversation, tech innovators Manny Medina, Co-founder and CEO of Paid, Camilo Ramirez, Co-founder of iTrucker, and Elise Myrans, CEO of Tenax AI, dive into AI's transformative role across various industries. They discuss the economics of AI agents and their ability to automate trucking logistics, creating efficiencies in freight. Elise showcases how AI and computer vision are revolutionizing property risk assessment for insurance in light of extreme weather events, offering new ways to enhance safety and manage climate risks.

Guest: Manny Medina, CEO of OutreachIn its Seattle headquarters, the sales execution platform Outreach has at least one wall covered in AI diagrams and architectural flows. CEO Manny Medina says that’s because he believes “there’s no world in which reps don’t have an assistant the way that coders do.” The AI revolution has also given Manny — who got his M.A. in computer science at Penn — a chance to be more hands-on than your average CEO of a $4 billion company. “I try not to think myself as a CEO,” he says. “I try to think myself as a team member that is doing something useful.”In this episode, Manny and Joubin discuss northern New Jersey, American opportunity, going to the future, crossing the chasm, jujitsu, Tony Robbins, winning on your own terms, shifting motivations, inspiration through transparency, Moonwalking with Einstein, Lululemon, hands-on CEOs, and “been there, done that.”In this episode, we cover:Leaving Ecuador for the US (02:21)Would Manny do it all again? (07:45)Finding product-market fit (10:09) Scaling, scarcity, and stability (14:41)AI-assisted sales reps (18:59)Winner takes most (24:20)Placing long-term bets (26:42)Imposter syndrome and chips on your shoulder (32:59)“Ten million or die” (35:15)Irrational forces (42:33)Manny’s weekly internal emails (44:17)Memorizing names and making sacrifices (48:00)Personal and professional goals (52:23)“All the other jobs were taken” (56:53)Do-overs (01:00:18)Bad and good startup advice (01:03:24)Who Outreach is hiring and what “grit” means to Manny (01:05:58)Links:Connect with MannyLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

Manny Medina, co-founder and CEO of Paid.ai and former CEO of Outreach, transformed the sales engagement sector. In this conversation, he dives into the agent economy, revealing how AI can enhance rather than just automate tasks. Manny highlights the shift toward outcome-based pricing for market relevance and emphasizes the importance of genuine human connections, even in an AI-driven world. He also discusses the 'one box' revolution and encourages leaders to prioritize emotional engagement over quantifiable metrics to foster loyalty.

Join Manny Medina, the visionary founder and CEO of Paid, as he discusses the revolution of AI agents that perform tasks autonomously. He dives into the shift from traditional pricing models to innovative outcome-based strategies in tech. Manny passionately illustrates how gamifying mundane work can boost productivity and reshapes business paradigms today. He emphasizes the need for startups to adapt their models to meet customer needs and navigate the evolving landscape of AI-driven companies.

Manny Medina, a serial SaaS founder and CEO of Paid, discusses the seismic shift in SaaS monetization brought about by AI. He highlights the obsolescence of seat-based pricing as AI agents take over roles in organizations. Manny emphasizes the importance of customer relationships and how operational debt can hinder growth. He shares insights on cultivating a customer-obsessed culture and balancing founder duties with client engagement, all while navigating the opportunities that the AI era presents.

Manny Medina, CEO and Co-founder of Outreach, discusses the revolutionary role of AI in sales, emphasizing how it enhances personalized communication while retaining human connections. He explores the shift from spammy outreach to meaningful engagement, asserting that AI empowers sales reps rather than replaces them. Manny delves into the necessity of unlearning traditional habits to fully harness AI's potential and improve productivity, highlighting the need for empathetic communication in sales strategies for future success.

Manny Medina, emprendedor y fundador de Outreach y Paid.ai, comparte su viaje desde una granja de camarones en Ecuador hasta Silicon Valley. Habla sobre cómo la creciente inteligencia artificial está cambiando el juego de ventas, destacando su revelación de que el modelo por asiento está llegando a su fin. Discute la reinvención de Outreach ante la recesión tecnológica y la necesidad de medir el costo y el valor de los agentes de IA. Además, anticipa el surgimiento de un mercado de agentes ultraprofesionales que transformarán el futuro del trabajo.

Manny Medina, the visionary founder and former CEO of Outreach, dives into his latest venture, Paid, which aims to revolutionize how AI agents earn their keep. He discusses innovative billing strategies tailored for the unique challenges of pricing in the AI landscape. With insights into enhancing profitability for businesses leveraging AI, Medina sheds light on the future of agentic startups. This engaging conversation showcases how technology is evolving to support the financial needs of intelligent bots.