What I learned from failure by Braden Ream - Quarterly Publication - Ed. 01 - Flipbook - Page 13
What I learned from failure by Braden Ream
ATTRACTING HIGHPROFILE CUSTOMERS
AS A B2B AI STARTUP
B Y R O N G L O Z M A N (FOUNDER AND CEO, CHISEL AI; NEXT 36, 2016)
T
here’s a famous saying that “the customer
is always right.” I never knew what it meant
until I came into the B2B business. Here, it
means every single business is unique. As
much as you like to build a good product, there’s
always going to be a slight need of customization or
integration to make a really work for them and their
business case. In order to attract customers as a B2B
artificial intelligence startup, there are a few steps
you’ll need to follow:
UNDERSTAND WHAT IS A FEATURE AND WHAT IS
CUSTOM: Try to build as many features as possible
and minimize customizations.
BE FLEXIBLE: At the end of the day, you need to
listen, understand the customer’s needs and make
it work for them. Terms can come together in many
different ways. For some people, data ownership is a
very, very important point. Pricing is very important
for others. So, you need to be able to work with
different people. Keep in mind what’s important to
them, what’s important to you and try to maximize
the size of the pie rather than just your side of
the pie.
MAKE SURE THEY KNOW WHAT IT MEANS TO
WORK WITH A STARTUP: Working with a startup is
not like working with a large corporation like IBM. It’s
not going to be perfect. I think that’s very important
with AI. The assumption is that the benchmark is
better than human. We need to explain that as the
ultimate goal but you start from a lower accuracy and
work towards it. However, the ultimate benchmark
should be AI as good as your best people on their
best day, consistently. After all, AI is being trained
based on label data generated by humans.
BY RON
GLOZMAN
LISTEN TO THE
FULL STORY
ON LAUNCHPOD
Chisel AI was born out of Next 36 by CEO and Founder Ron Glozman. They create
solutions to allow insurance brokers and carriers to automate time consuming and error prone back office tasks and help them save 80% or more in operating costs. Chisel
can read and understand unstructured and structured text just like a human. Their
applications extract intelligence from documents that were previously unreadable by
machines and use this intelligence to create value in ways that were previously impossible. Since launching, Chisel AI has won Gold at the Zurich Innovation World Championship, made the Top 20 CIX list and has built a team of 30+ people.
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