Marketers of Technology
00:28:13 · Ralf Paschen
[00:28:13] S0: Right. So if you're not taking worth of time of having the rules in place, at least no Emdash, different sentence lengths. This is a lot of things to do in AI. You can do a lot not to sound like AI. An AI detector will figure it out for sure. But you can play with it. And this is what I tell me. And I create LLMs for companies. I have the seven rules in there how not to sound like an AI. I have that. I built this out for the last years. So I give them to my clients. So they're not looking like AI. If they're putting in detector, sure, they find it out. But nobody does. If you see a LinkedIn post, you're not taking this out, putting it in AI detector. It's not happening. You just sound interesting, right? But this is the point. Make a decision on AI, what the use case is, what really brings value. Okay? I give another example, a great anecdote is HubSpot. Everybody uses HubSpot kind of. I know all this kind of stuff. HubSpot CRM replaces your five coding. No, it did not. You bought six weeks later the license again because you're not doing the maintenance, you're not doing operations, you're not doing the security, you're not doing anything like that. Forget it. You're not doing it. It sounds nice. Forget it. Try to figure out in HubSpot an analytics report of your MQLs and SQLs. It's a lot of work in the front end. But if you connect this with your LLM, Claude, for example, you can ask this question in the natural language to HubSpot, deliver that to me in a PowerPoint file from my board meeting. Awesome. Utilize it, but it doesn't mean replace it because this is the system of context, the context is there, it's in the system. I know exactly where the deals are, the MQLs are, the SQLs are, but I don't want to play with the dashboard reports, don't want to get a BI analytics person behind the story, a Ralf Ops person asking every time, I don't want to. Just wanna connect the system and get data out. That's all I want. And that's what most people do, right? So AI is a very powerful one, but figure it out first, what's your use case?
00:30:05 · Andres Figuera, Ralf Paschen
[00:30:05] S1: Yeah, the most important thing is to not abuse it, and to not feel that it's gonna do your job for you, because that's not the angle. It can help you, but it's not here to replace you while you're still making up the paycheck, know? [00:30:18] S0: And also just to add that, don't be scared to be replaced by AI. I know everybody talks about this in the employee perspective, I get replaced by AI. If your work is so useless, maybe you'll be replaced before the AI anyhow. So behind that story, okay. But if you have a senior level knowledge or you're willing to learn or doing something really different to anybody else, why should they replace you? It doesn't make any sense. So then the replacement is happening because they need to reduce the headcount based on a strategic decision to improve the profit like big companies do all the time. This is not because of AI. So the point is like a development, we can replace all developers. Try that once. You will face how fast this goes in the wrong direction. [00:31:01] S1: Exactly things can go south very quickly. [00:31:04] S0: Now I tell your customers, by the way, lovely $100,000,000 customers, we are now coding everything with 10 developers, the whole thing, yeah, with AI coding. I can tell you, they will immediately ask for, okay, what's happening with my SOC two certification? What's happening with my compliance? What's happening with my and so on and so forth, he said, yeah we figured it out right now. Really? Wow. Okay.
00:31:04 · Ralf Paschen, Andres Figuera
[00:31:04] S0: Now I tell your customers, by the way, lovely $100,000,000 customers, we are now coding everything with 10 developers, the whole thing, yeah, with AI coding. I can tell you, they will immediately ask for, okay, what's happening with my SOC two certification? What's happening with my compliance? What's happening with my and so on and so forth, he said, yeah we figured it out right now. Really? Wow. Okay. [00:31:25] S1: They'll hit the ground running man, they'll hit the ground running. And Ralf, I'm noticing we're out of time here man, but before I do close out the episode, I did want to give you the space to let anybody who is hearing us and who has listened to how you work, the logic that you have, and the learnings that you've obtained during all of your experience, and they would like to work with GTM Consulting, what would be the best way for them to contact you, see if it's a proper fit, and then just learn more for like, and tell you more about the issues they're having and how you could help them.
00:31:55 · Ralf Paschen
[00:31:55] S0: So the easy part is, first of all, send me an in message. I'm really reading, anyway I get AI, I'm reading all of them still, because I want to see if AI is doing a good job or not. So I still do that. Okay. The point is for me that if you reach out to me, you can reach out to me like a peer approach, not I need something from you. Maybe a peer approach. Let's have a peer conversation. Okay. Peer to peer. Hey, do you want to get something? I would like to play something with you. Are interested to talk with me? Sure. Appointment. If I get 600 voice ins a day, I would be potentially not taking it. But it's a peer conversation, which I love a lot. So when I reach out to new customers, I typically do a peer conversation. Sometimes it works. People wanna get peer and have a one on one discussion on the same level. I think this is the best way. This is based back on Andres on trustful relationships because I need to understand what is your problem. If it's a real problem, can I solve it? Okay. Or not. If I cannot solve it because you're too deep in there, maybe you should do your homework first. Well, why is it an engagement with me? But I can tell you that because I'm not engaged with you. I'm not in a contract with you. I can tell you the hard truth from a German person, Very hard, very straight, down to the earth. I don't believe this works. So peer conversation at any time, reach out to me, LinkedIn, Ralf@GTMConsult,DE.com, don't worry about it. But you can talk with me just like a peer. Hey, I wanna play an idea with you, what do you think?
00:33:20 · Andres Figuera, Ralf Paschen
[00:33:20] S1: Amazing. So if anybody is listening to us, you just heard it here first, don't just go looking for Ralf to, for him to solve your problems, let's have a nice conversation, just as the one that I just had with him, and see if what you're you're having as an issue or whatever you're facing is something that he can help you out with or at least provide some advice on. But with that said, Ralf, thank you so much for your time, for telling us your story, hopping on this episode with us, and really just having a blast of a conversation with you. Really appreciate it. [00:33:48] S0: Thanks for having me on your show. Thank you. [00:33:50] S1: No problem at all, man. It's been an honor. And to anybody who is here listening to us, we appreciate you as well for coming on these episodes to listen to the different personalities we're bringing on and learning about the different industries that we're seeing. So with that said, have a good one.