Jack Cochran and Matthew James welcome Kintan Brahmbhatt, CEO and co-founder of Olto, to discuss how AI agents are fundamentally reshaping the presales workflow and buyer experience. Drawing from over 12 years at Amazon building personalized experiences for Alexa, Amazon Music, and Prime Video, Kintan explores why B2B buyers receive generic "Acme Corp" demos while B2C consumers get highly personalized recommendations, and how product-trained agents can finally close this gap economically. The conversation goes beyond productivity gains to examine how buyers, products, and SE roles have evolved rapidly while metrics, compensation plans, and tooling have remained static. 

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Key Topics Covered

  1. Why AI Timing Is Better Now: Moving Beyond Productivity to Workflow Transformation

  2. The Personalization Gap Between B2C and B2B Buyer Experiences

  3. What Olto Is: Product-Trained AI Agents Across the Revenue Journey

  4. Kintan's Amazon Background: Building Personalized Experiences at Scale

  5. SE Capacity Economics and the Unspoken Rule About Qualified Deals

  6. How Product-Trained Agents Differ from Generic AI

  7. The New SE Workflow: Agents Handle Discovery, SEs Focus on Sense-Making

  8. Evolution of SE Metrics, Compensation, and Tooling for the AI Era

  9. Implementation Challenges and Change Management

  10. The Future of the Presales Profession

Timestamps

00:00 Welcome

04:04 Now vs a year ago

05:40 What is Olto

07:52 B2C vs B2B personalization disconnect

11:15 Agent capabilities and limitations

21:35 Future of the solutions roles

28:26 Key takeaways from solutions leaders

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