The CTO Show with Mehmet Gonullu

🔍 Episode OverviewIn this episode, Mehmet sits down with Lucas Lovell, VP of Product at Paddle, to unpack the powerful yet often overlooked role of payments in SaaS growth. From navigating tax compliance and pricing localization to optimizing for global expansion, Lucas shares product leadership insights and the future of billing in an AI-powered world.Whether you’re a founder scaling globally or a product leader aiming to boost efficiency, this episode delivers practical frameworks and forward-thinking strategies.📌 Key Takeaways • What the Merchant of Record model really is—and why it matters • How Paddle handles tax, compliance, and fraud so SaaS companies can scale • Why localized pricing and payment methods impact conversion • The power of web-first flows for mobile apps to bypass app store fees • Using your payments platform as a strategic GTM and growth tool • How AI will shape the future of subscription billing and product design • What founders should prepare before an exit or fundraising round⸻🎧 What You’ll Learn • How to enter new markets without spinning up new entities • Tactical ways to increase revenue through smarter payment setups • Why usage-based pricing is gaining momentum across SaaS • How Paddle supports product teams through compliance shifts and AI tools • Real trends from global SaaS markets—from MENA to India and Southeast Asia👤 About Lucas LovellLucas Lovell is currently VP of Product a Paddle, a payments infrastructure company for digital software companies. Prior to that, Lucas was Founder of an early stage SaaS startup in the travel & hospitality space, that he launched in Australia out of Law School. He was a laureate of the French Tech Ticket Program, and grew the startup in Paris & across Europe before joining Paddle in 2021.His experience in technology is firmly at the intersection of SaaS & fintech, which is the primary problem space he explores day-in day-out at Paddle. Outside of work, Lucas is a keen runner & skier, and loves both the outdoors & exploring his now home city of London.https://www.paddle.com/https://www.linkedin.com/in/lucaslovell/🕒 Episode Highlights (Timestamps)00:00 – Intro and Lucas’s journey from law to SaaS founder to VP Product04:00 – Explaining the Merchant of Record model07:00 – How Paddle enables localized payment methods09:30 – Product complexity at the intersection of tax, compliance, and UX14:30 – Pricing localization strategies and regional purchasing power21:00 – Web-first flows vs. App Store dependency26:00 – How payments impact exit valuations and due diligence31:00 – AI’s role in billing, usage-based models, and future product trends36:00 – Emerging SaaS GTM playbooks and community-led growth40:00 – Regional SaaS trends: India, Singapore, and beyond42:00 – Where to connect with Lucas and learn more about Paddle

In this high-impact episode, Mehmet sits down with Jess Schultz, a fractional CRO/CMO and angel investor, to unpack what truly drives early-stage startup success. From the importance of founder-led sales to building a go-to-market (GTM) motion that actually works, Jess shares practical advice that bridges theory and execution.Whether you’re a technical founder hesitant to sell, or an early-stage investor looking for better GTM signals, this episode delivers actionable insights grounded in Jess’s experience as both a growth operator and former VC.🎯 What You’ll Learn • Why founder-led sales is non-negotiable in the early stages • How to know when to hire your first sales rep or fractional GTM leader • The signs of early product-market fit (it’s not just ARR) • How to segment and prioritize ideal customer profiles • Why building a personal brand as a founder accelerates GTM • The truth about outbound vs. inbound in 2025—and how AI is changing both • What metrics actually matter before you hit $10M ARR⸻🧠 Key Takeaways • Founder-market fit and coachability matter as much as traction to early investors • The founder should drive top-of-funnel AND be the closer—until it’s time to slowly step back • Thoughtful positioning and audience-building beats ad spend in early GTM • Outbound still works, but only when highly personalized (and not AI-written)👤 About Jess SchultzJess Schultz brings a rare blend of experience across capital markets, SaaS sales, venture capital, and now entrepreneurship—giving her a sharp, forward-looking perspective on business growth and market dynamics.At Amplify Group, Jess helps startups master go-to-market strategy and navigate the transition from founder-led sales to scalable growth. Her hands-on work has driven 150–590% YoY revenue growth for her clients.Beyond her role as a fractional CRO/CMO, Jess is a thought leader and brand builder—for both herself and the startups she advises. Her passion for sharing practical insights and demystifying growth strategy makes her an engaging and highly impactful guest.https://www.linkedin.com/in/jessicatschultz/https://www.amplifyscales.com/ ⏱️ Episode Highlights00:00 – Intro and Jess’s background03:00 – Why she became a fractional CRO/CMO05:00 – Why founder-led sales always comes first10:00 – Common mistakes founders make when selling13:00 – The power of founder-led content & brand18:00 – Knowing when you’ve hit product-market fit21:00 – When (and how) to hire your first sales rep24:00 – Metrics that really matter under $10M ARR29:00 – What’s changed in outbound and AI’s role in GTM34:00 – The case for consistent marketing, not just campaigns39:00 – How Jess evaluates startups as an angel44:00 – Fundraising readiness tips from a former VC47:00 – Final advice + where to follow Jess

🔍 Episode OverviewIn this forward-looking conversation, Mehmet welcomes Colin Fitzpatrick, founder of Griffin AI and long-time tech leader, to unpack the convergence of artificial intelligence, Web3, and robotics. From “vibe coding” and AI agents to programmable avatars and robotic personal assistants, Colin paints a vision of a world being reshaped by exponential technology. They also explore how AI will democratize software development, disrupt work as we know it, and create massive opportunity.📌 Key Takeaways • Why we haven’t seen the true “ChatGPT moment” yet—and what’s coming next • What “vibe coding” is and how it’s revolutionizing app development • Why AI won’t replace developers—but will change who builds software • How AI agents are solving onboarding and usability issues in Web3 • How AI and Web3 are becoming a “happy marriage” of complementary technologies • What robotics breakthroughs (like Figure and Gemini for Robotics) mean for your everyday life • Why tech-savvy founders will use AI agents as a competitive edge • How to future-proof yourself and your company in the AI age⸻🎧 What You’ll Learn • The role of AI agents in automating complex, goal-oriented tasks • The current limitations of AI coding tools—and why they’re about to disappear • How AI and robotics together will reshape daily life and physical labor • The rise of deep research tools and personalized AI assistants • Why knowing how to use AI tools will become a fundamental job skill👤 About the GuestColin Fitzpatrick is a tech entrepreneur and futurist based in Dubai. With a career spanning Oracle, Salesforce, and HubSpot, he founded a metaverse/NFT venture and now leads Griffin AI, a platform enabling autonomous AI agents for Web3 applications. He is a vocal thought leader on LinkedIn covering emerging tech, AI, and the future of work.https://www.griffinai.io/https://www.linkedin.com/in/colly/🕒 Episode Highlights & Timestamps0:00 – Intro and Colin’s journey from enterprise software to Web32:00 – How ChatGPT changed everything for Colin4:30 – The rise of AI agents and the next “GPT moment”6:45 – Vibe coding: Coding apps just by describing them10:00 – From hobbyist tools to startup MVPs: what’s possible today14:00 – How Griffin AI is building agents for Web3 wallets and dApps18:30 – The difference between bots and true AI agents21:00 – How AI will automate personal and business workflows26:00 – Using AI to explore meme coins and analyze trends29:00 – Deep Seek, Grok, and Google’s edge with Gemini33:00 – Robotics breakthroughs: Figure, Sora, Gemini for Robotics38:00 – The future of AI-embodied robots in everyday life43:00 – Preparing for the AI-driven job market45:30 – Why AI has to become more human and contextual48:00 – Personal AI personalities and voice assistants50:00 – Final advice: How to stay ahead in the AI age

In this mind-expanding episode of The CTO Show with Mehmet, futurist investor and international entrepreneur Steven Zeller joins us to explore the cutting edge of human advancement through technology. From genetic engineering and health tech breakthroughs to brain-computer interfaces, quantum computing, and the philosophical questions of immortality, Steven shares a vision of the near future that is as inspiring as it is disruptive.Whether you’re a tech founder, startup enthusiast, or future-focused investor, this episode is packed with next-level insights.🔑 Key Takeaways • Why AI is only the beginning—and how quantum computing will unlock true superintelligence • How CRISPR and AI are merging to rewrite human biology and potentially eradicate cancer • The race to build ethical and non-invasive brain-computer interfaces • The philosophical and economic implications of human pseudo-immortality • Why repetitive jobs must be automated—and how it will free humanity for higher pursuits • The bold case for optimism in the face of exponential technological change📚 What You’ll Learn • The state of AI-powered genetic engineering in 2025 • Cutting-edge examples of non-invasive neurotech • The case for investing in humanity’s long-term future • Steven’s framework for evaluating high-impact, long-horizon tech investments • Why fear of innovation is outdated—and how to embrace what’s next👤 About the GuestSteven Zeller is an international entrepreneur and investor focused on frontier technologies such as AI, quantum computing, longevity, and neurotech. His mission is to help accelerate humanity into a prosperous future by backing innovations that have profound societal impact.http://linkedin.com/in/steven-zeller-b05664100⏱️ Episode Highlights (Timestamps) • [00:01:00] Steven’s background and his mission to accelerate humanity • [00:05:00] Health tech, AI, and the dawn of engineered longevity • [00:13:00] The reality of brain-computer interfaces today • [00:20:00] The rise of non-invasive neurotech and its commercial future • [00:26:00] Quantum computing breakthroughs and what’s next • [00:33:00] Why we need quantum to achieve superintelligence • [00:38:00] Investing with a long-term vision vs. short-term ROI • [00:44:00] The future of work: replacing repetitive jobs with human creativity • [00:47:00] Final thoughts: hope, harmony, and embracing innovation

In this episode, Mehmet sits down with Srini Parthasarathy, CTO of Shardeum, a Layer 1 EVM-compatible blockchain that’s rewriting the rules of scalability, decentralization, and transaction efficiency. Srini shares his journey from building NFT platforms and working at AWS to leading a project that’s tackling the blockchain trilemma head-on.Whether you’re a developer, founder, or Web3 investor, this episode breaks down what makes Shardeum different—and why it could shape the future of blockchain infrastructure.💡 What You’ll Learn • The core problems with today’s blockchains (scalability, gas fees, decentralization) • How Shardeum uses dynamic state sharding and transaction-level consensus • Why Shardeum is developer-friendly and EVM-compatible • Srini’s thoughts on the intersection of AI and blockchain • What it takes to transition into Web3 as a tech leader or developer⸻🔑 Key Takeaways • Shardeum dynamically scales by increasing the number of “shards” as usage grows. • Unlike traditional blockchains, consensus is achieved per transaction—not per block. • This design enables low, predictable gas fees, even during high demand. • The network becomes more decentralized as it scales. • Shardeum is fully open-source and developer-friendly.👤 About the GuestSrini Parthasarathy is the Chief Technology Officer at Shardeum, a dynamic state-sharded blockchain offering linear scalability, low gas fees, and robust decentralization. Srini’s career includes leadership roles at Silks, DraftKings, and AWS, and he brings decades of experience in distributed systems and blockchain innovation.http://shardeum.org/https://www.linkedin.com/in/svasan/⏱️ Episode Highlights • [00:02:00] Srini’s background in blockchain gaming and infrastructure • [00:05:00] Explaining Shardeum with the spreadsheet analogy • [00:08:00] What makes Shardeum’s dynamic state sharding unique • [00:12:00] How Shardeum benefits both users and developers • [00:14:00] Shardeum’s Proof of Quorum and security model • [00:18:00] Open source philosophy and transparency at Shardeum • [00:20:00] Srini’s take on the synergy between AI and blockchain • [00:25:00] Advice for tech leaders transitioning into blockchain • [00:28:00] Final reflections and where to follow Srini and Shardeum

“AI won’t replace marketers—but marketers who use AI will replace those who don’t.” – Prashant AgrawalIn this episode of The CTO Show with Mehmet, we sit down with veteran marketer and educator Prashant Agrawal to explore how AI is transforming the marketing function. From his roots in traditional FMCG marketing to his deep dive into the world of LLMs and AI tools, Prashant shares a refreshingly honest and practical view on what it means to integrate AI into business and marketing strategies today.Whether you’re a tech leader, CMO, or founder trying to make sense of all the AI noise—this one is for you.🧠 Key Takeaways • The ChatGPT moment that shifted Prashant’s career toward AI • Why AI in marketing is neither a magic button nor overhyped • Practical misconceptions about AI most business leaders still have • Why cost-cutting is the wrong way to think about AI in marketing • The must-know tools for marketers (hello, “Mrs. Peg” stack!) • How to use prompt engineering and conversation-driven workflows effectively • The skillsets marketers and teams need to futureproof their roles • Why strategic experimentation beats all-in AI transformations • What AI agents mean for the future of marketing automation⸻🎓 What You’ll Learn • How to critically evaluate AI tools and avoid chasing buzzwords • Tips for training your team to embrace AI without fear • The importance of data literacy and prompt fluency in modern marketing • How to use LLMs like ChatGPT, Claude, and Perplexity to solve real-world problems • Why iterative thinking, not just prompting, is the future of AI collaboration👤 About the GuestPrashant Agrawal is a seasoned marketing leader with over two decades of experience in brand building across 40+ countries. From heading marketing at Himalaya Herbals to co-founding Swiss Image in Europe, he’s now focused on AI, consulting, and teaching. Prashant brings a rare mix of hands-on experience and academic insight to the table.https://www.linkedin.com/in/prashant-agarwal-8353848/⏱️ Episode Highlights & Timestamps • [00:02:00] Prashant’s transition from FMCG to entrepreneurship and AI • [00:06:30] The spectrum of AI misconceptions in business • [00:08:45] Why AI is about quality and creativity, not just cost savings • [00:13:00] The “Mrs. Peg” AI stack: Tools marketers should explore • [00:20:00] Deep search, thinking LLMs, and the new research paradigm • [00:26:00] Critical AI skills: Data literacy and prompt engineering • [00:31:00] Advice for leaders: how to start integrating AI without fear • [00:35:00] Continuous learning and AI’s accelerating pace • [00:41:00] What’s next: AI agents and hopes for hallucination fixes 

“The cost of non-compliance is much higher than the cost of getting it right from day one.” – Vikas PanchalIn this episode, Mehmet sits down with Vikas Panchal, General Manager – MENA at Tally Solutions, and a seasoned leader with two decades of experience in helping small and medium enterprises (SMEs) modernize their operations. Together, they dive into the evolving role of AI and automation in SME finance, compliance, and digital transformation—especially in the MENA region.From solving hidden inefficiencies to boosting cash flow visibility and minimizing compliance risks, Vikas offers a practical roadmap for SME founders and operators looking to step into the digital era.💡 Key Takeaways • Why automation isn’t just for large enterprises—and how even basic tools can transform SME operations • Common pain points SMEs face and how they can be tackled with digital solutions • How AI is making financial analytics, cash flow forecasting, and compliance smarter and easier • The importance of compliance readiness and how automation helps prevent, detect, and correct errors • What SME founders should know about adopting cloud-based tools in the age of remote work • Actionable advice on where to begin your digital transformation journey📚 What You’ll Learn • How to make sense of automation as an SME founder • The role of AI in financial decision-making • Tips for adopting tech tools that solve your real business problems • How to stay compliant with local VAT and corporate tax regulations • Insights into the future of financial management for MENA’s growing SME ecosystem👤 About the GuestVikas Panchal is the General Manager – MENA at Tally Solutions, a trusted voice in the business software ecosystem for SMEs. Based in Dubai, Vikas has spent nearly 20 years working with small and medium businesses across the region to drive digital adoption, streamline financial operations, and ensure regulatory compliance.https://www.linkedin.com/in/vikas-panchal-59375630/https://tallysolutions.com/🕒 Episode Highlights • [00:02:00] — Vikas introduces his background and work with SMEs across MENA • [00:04:30] — Why SMEs hesitate with automation (and how to overcome it) • [00:08:00] — The importance of end-to-end automation, not just invoicing • [00:10:30] — Real-world examples of how AI is enhancing SME decision-making • [00:14:00] — Tips on getting started with AI: Start small, solve real problems • [00:16:30] — Compliance: The hidden cost of getting it wrong • [00:19:00] — How automation tools help prevent, detect, and correct financial errors • [00:24:30] — Will AI replace accountants? Vikas shares a balanced perspective • [00:26:00] — How remote work and cloud access changed the SME landscape • [00:30:00] — Final advice to SME owners: Start your digital journey now

“You either earn or you learn — both are wins.” – Allan AbbasIn this episode of The CTO Show with Mehmet, Allan Abbas joins us to explore the world of fintech innovation, startup growth, and what it takes to build a game-changing product in the Middle East. Allan, a former Amazon leader turned founder, shares his personal journey from bootstrapping his first startup to co-founding Emflex — a company focused on fixing car financing in Saudi Arabia.We dive deep into what it means to “play the two startup games”: lifestyle businesses vs. venture-scale startups, the power of embedded finance, and why the MENA region is primed for fintech disruption.💡 What You’ll Learn • The difference between bootstrapped vs. VC-backed startup models • Why fintech is just getting started in the MENA region • How AI and open banking are reshaping financial services • What embedded finance really means — and why it’s the future • How to navigate fintech regulations in Saudi Arabia • The psychology of being a solo founder vs. being in a builder community⸻📝 Key Takeaways • Fintech in MENA is still <1% of the banking market — massive upside remains • The car financing journey today is broken — Emflex aims to cut it from 7 days to 90 minutes • AI isn’t just a feature; it’s infrastructure • Open banking gives users control over their financial data — unlocking new business models • Know which game you’re playing: lifestyle vs. scale — and commit fullyAbout Allan AbbasAllan Abbas is a former Amazonian engineer who thrives on pushing boundaries both personally and professionally. He previously launched and bootstrapped a niche sports tourism startup in Dubai, generating $1.2 million in product sales without any mentorship or external funding.With six years of progressive leadership experience at Amazon, Allan has led large-scale operations, product development, and launch management across multiple verticals. He specializes in assembling and leading high-performing teams. Today, Allan is focused on building an AI-powered fintech startup aimed at transforming the car financing experience across the MENA region.https://www.allanabbas.com/https://linkedin.com/in/alanabbas⏱️ Episode Highlights 00:00 – Intro and Allan’s background02:00 – From Amazon to startups: The itch to build04:30 – Why fintech? The “aha” moment06:00 – Is MENA fintech really saturated?08:00 – What is embedded finance and why it matters10:00 – How car financing works today vs. Emflex’s vision13:00 – How Emflex uses AI to match lenders and improve credit checks15:30 – Fintech regulations: What founders need to know19:00 – Why open banking is a game-changer22:00 – Allan on startup scars, lessons, and pivoting25:30 – Bootstrapping vs. VC: Choosing your path29:00 – The Antler experience and value of being among builders33:00 – MENA startups going global — when and how?36:00 – Final thoughts, favorite fruit, and closing words

“My grand vision is to make the RFP obsolete — and I believe AI can make that happen.”— Peter Bonney, CEO & Founder of FastbreakIn this episode of The CTO Show with Mehmet, we’re joined by Peter Bonney, CEO and Founder of Fastbreak, to discuss how AI is transforming one of the most painful processes in enterprise sales: responding to RFPs. With over 9 years of experience navigating the procurement landscape from both buyer and seller perspectives, Peter shares his bold vision for eliminating inefficiencies, empowering sales teams, and ultimately making the traditional RFP obsolete.We dive deep into how Fastbreak uses AI to semantically understand complex company knowledge, automate responses, and allow human teams to focus on what truly matters. We also touch on the future of SaaS, defensibility in the AI age, and how to scale efficiently in uncertain times.🔑 Key Takeaways • The inefficiency in RFP processes is still a major pain point for enterprises. • Fastbreak’s AI engine builds a semantic understanding of company content to generate smart, relevant responses. • The goal isn’t to replace people but to empower them — AI handles repetitive tasks, humans focus on high-value work. • Peter’s ultimate vision: make RFPs obsolete by using AI on both buyer and seller sides. • In a world where “every company is now an AI company,” finding a defensible moat is more important than ever. • Scaling AI-driven SaaS is easier than ever thanks to API access to foundation models — but maintaining differentiation is critical. • AI helps in shortening B2B sales cycles by optimizing responses, follow-ups, and internal coordination.⸻🎓 What You’ll Learn • Why enterprise procurement is still stuck in a legacy loop • How AI changes the way sales teams and proposal managers operate • What the future of “robot-to-robot selling” could look like • The risks of building on top of foundational models — and how to stay ahead • How founders should think about scalability, support, and customer trust in the AI age👤 About the Guest – Peter BonneyPeter Bonney is the CEO and Founder of Vendorful, a SaaS platform designed to simplify and accelerate complex engagements between B2B buyers and sellers. Peter's leadership has helped Vendorful become a key player in the B2B tech space, focusing on making complex procurement processes more efficient and transparent.He is also the CEO and Founder of Fastbreak, a spinoff from Vendorful focused on helping sales and pre-sales teams leverage their company’s knowledge and collaborate seamlessly with internal subject-matter experts (SMEs) to make complex deals faster and easier.https://www.linkedin.com/in/peter-bonney-nyc/https://vendorful.ai/https://fastbreakrfp.com/🕒 Episode Highlights & Timestamps0:00 – Welcome and introduction1:05 – Peter’s background and the founding of Fastbreak3:30 – Where AI fits into the RFP response process6:50 – Why procurement remains one of the most outdated processes10:00 – AI’s impact on sales roles: AEs, SDRs, and proposal managers14:30 – Reducing repetitive work with AI and improving quality of responses18:00 – Are buyers using ChatGPT to write RFPs? Signs you can spot21:00 – Peter’s “wild idea” to eliminate RFPs using dual-sided AI24:30 – Robot-to-robot selling and how customers use AI to choose vendors26:00 – Shrinking B2B sales cycles with AI-enabled efficiency29:00 – Virtual sales engineers and the future of sales collaboration32:00 – Is every SaaS company now an AI company?34:30 – The challenge of defensibility in a world of rapid AI evolution37:00 – Scaling SaaS in the age of APIs and democratized infrastructure39:30 – Fundraising, angel investing, and Peter’s honest outlook on the future42:00 – Final thoughts on Lean Startup principles, failure, and staying adaptive

In this episode, Mehmet speaks with Zeke Camusio, founder of Data Speaks, an AI-powered platform helping marketers and founders finally solve the attribution puzzle. From cutting through vanity metrics to deploying machine learning for media mix modeling, Zeke shares a tactical playbook for maximizing return on every marketing dollar—without increasing ad spend.Whether you’re a founder navigating early-stage growth or a CMO optimizing multimillion-dollar campaigns, this conversation offers powerful insights into how AI is transforming marketing efficiency.🔑 Key Takeaways • The two major attribution challenges most startups overlook • Why traditional analytics tools like Google Analytics can mislead your strategy • The difference between multi-touch attribution and media mix modeling • How AI and machine learning bring clarity to messy marketing data • What startup founders should know before scaling their ad budget • How to optimize ROI across multiple channels—even with limited resources • What to expect from the future of marketing in a cookie-less, AI-powered world💡 What You’ll Learn • Why attribution is broken—and how to fix it • How to reduce waste in marketing spend • How small businesses can access tools once limited to enterprise • The strategic role of AI in marketing planning • When to consider first-party tracking vs. third-party pixels • How to think about incrementality in your campaigns👤 About Zeke CamusioZeke Camusio is a serial entrepreneur and the founder of Data Speaks, an AI-powered analytics platform that helps companies identify what drives their sales and invest in the right marketing strategies.With a background in economics and data science, Zeke has spent the last 20 years developing AI, machine learning and data analytics solutions, enabling hundreds of companies to make data-driven decisions and accelerate growth.He is a frequent speaker at AI, machine learning, and digital marketing conferences and podcasts.https://www.dataspeaks.ai/https://www.linkedin.com/in/zekecamusio/⏱️ Episode Highlights & Timestamps • [00:02:00] – Zeke’s background and journey from marketing agency to AI startup • [00:06:00] – Common misconceptions about data-driven marketing • [00:10:00] – Attribution breakdown: why last-click logic fails • [00:13:00] – Explaining media mix modeling with real-world examples • [00:17:00] – Where machine learning fits into attribution • [00:20:00] – Why tracking individual users is no longer the best path • [00:26:00] – Cost considerations: DIY vs. partnering with attribution experts • [00:29:00] – Can we track traffic from ChatGPT and LLMs? • [00:33:00] – Zeke’s prediction: AI agents as decision-making assistants • [00:36:00] – Final advice for founders and marketing leaders