Orbit - An Hg software leadership podcast17 Mar

Marjorie Janiewicz of Mistral AI: flipping the adoption curve - why SaaS with data can win in an AI world

Marjorie Janiewicz has sold enterprise software through every platform shift for three decades: Oracle, MySQL, SAP, MongoDB, HackerOne. Now as Chief Revenue Officer at Mistral AI, she's taking a French startup from zero to $400 million in 18 months, closing deals with ASML and HSBC in under a year - timelines that used to take half a decade. Recorded in New York as Mistral announced its Finance offering, this conversation addresses what's working versus what's theatre in enterprise AI. Marjorie supports the MIT hypothesis: 95% of AI projects never reach production. Chatbots drive adoption but don't change businesses. The 5% that work? They start with one high-impact use case, they customise models with proprietary data, and they deploy on-prem where regulated data lives. She explains why the adoption curve flipped, why SaaS companies sitting on data can win if they treat AI as transformation not automation, and why Mistral bet on 400 forward deployment engineers instead of just shipping models. From prototypes done in 48 hours to why "sovereignty is just marketing, independence is what matters," this is pattern recognition from someone who's been in the room when the shift happens repeatedly. Whether you're a SaaS company worried about agents or trying to sell AI to enterprises struggling with ROI, Marjorie's earned her perspective.

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Episoder(62)

Patrick Debois on why context is the new code: A conversation from the Hg Digital Summit

The inventor of DevOps explains why AI needs engineering rigour and human collaboration. The engineer who coined "DevOps" in 2009 thinks he is watching the same pattern play out again, only faster. I...

28 Mai 30min

Jonathan Sanders, CEO of Light: fear is not a strategy

When Jonathan Sanders pitched Light to investors, the reaction was unanimous: rebuilding ERP would take a decade and a hundred million dollars. He did it in two years, with AI at the core. Today Light...

15 Mai 54min

Evan Goldberg of NetSuite: 3 decades and 2 platform shifts

Evan Goldberg co-founded NetSuite in 1998 with a five-minute phone call to Larry Ellison when his "graphics stuff" wasn't going great. He pioneered cloud computing before SaaS existed, sold to Oracle ...

23 Apr 31min

The race for alpha: Varun Anand of Clay on inventing a new role and why GTM needs a new AI strategy

Most B2B software founders don't spend four years working on presidential campaigns. Varun Anand did - on Hillary Clinton's 2016 run - and he argues that startups and political campaigns share the sam...

3 Mar 22min

Everything, everywhere, but not all at once: Hg’s Matthew Brockman on what's really happening in software right now

In this rare internal conversation, Matthew Brockman, Hg's Chief Investment Officer, offers an insider's view on what's actually working versus what's still hype. Far beyond speculation, this is priva...

20 Feb 38min

A certain level of chaos is healthy: Franz Faerber on fighting bureaucracy and the importance of deep domain knowledge in AI

Franz Faerber, co-founder and CEO of Everest Systems and former architect of SAP HANA, challenges Sam Altman's vision of throwaway software, arguing humans crave stability, while making the case for w...

17 Feb 52min

The corporate immune system: Google Cloud's Daniël Rood on building Europe's first AI team

Daniël Rood, director of AI go-to-market at Google Cloud, offers a masterclass in navigating transformation from inside a tech giant. Building Google's first European AI team when gen AI was still "a ...

16 Jan 27min