Fireside with Founders – July Insights Round-Up
AI, Product Leadership, Global Teams & the New Rules of B2B Sales
This month’s Fireside with Founders series spotlighted the leaders redefining how technology, talent, and sales evolve in the AI era. From scaling global teams to reimagining B2B sales, July’s discussions offered practical insights and real-world data on what’s shaping the future of work.
Scaling Teams & Cultures Globally
Remote Work Maturity The rise of borderless teams is no longer a prediction—it’s the norm. As of 2025, over 60% of global companies have adopted hybrid or fully remote models, but operational success hinges on more than just technology12. Viator’s approach—intentional communication, structured collaboration, and periodic in-person “collab weeks”—reflects industry best practice. Research shows that remote teams face unique challenges: time zone friction, cultural barriers, and risk of disengagement. Leaders must prioritise culture as highly as productivity, with regular virtual face-to-face sessions and clear communication protocols critical for building trust and cohesion.
Cross-Functional Team Structures Win Product-led organisations like Viator and Koios demonstrate that cross-functional pods—blending engineering, design, data, and marketing—drive faster iteration and deeper customer empathy. This structure reduces dependencies, accelerates delivery, and enhances innovation. Studies confirm that cross-functional teams consistently deliver value sooner, solve complex problems more effectively, and foster higher employee satisfaction.
AI’s Disruption of Sales, Talent & Product Strategy
Sales Is Changing Fast—AI Leads the Charge The B2B sales process has shifted dramatically, with AI now essential rather than optional. In 2025, 89% of leading B2B firms report using AI to automate sales outreach, personalise messaging, and forecast buyer behaviour. AI agents are rapidly becoming standard, with 82% of organisations planning to integrate AI-driven sales tools within the next three years. These technologies are not just hype: 40% of sales professionals say AI saves them significant time, and 38% report saving over 1.5 hours per week on lead research alone. Super Benji’s approach—integrating data from over 18 APIs and running 30 AI prompts per contact—illustrates how automation can outperform larger competitors at a fraction of the cost.
Voice and Emotion Are the New UX Koios is at the forefront of emotionally intelligent AI, using psychometrics to interpret not just keywords but tone and personality. This signals a broader industry shift: AI-enhanced psychometric assessments now provide more accurate, personalised, and bias-resistant insights for hiring and L&D. Machine learning algorithms can adapt test questions in real time, offering a dynamic and responsive candidate experience.
Startup Lessons in Grit, Growth & Product-Market Fit
Bootstrapping Is Back The startup landscape is experiencing a bootstrapping renaissance. In 2025, the number of founders self-funding their ventures has surged by 57% compared to last year12. Bootstrapped startups are twice as likely to reach profitability within two years versus their VC-backed peers13. This approach forces teams to focus on real customer problems, build lean, and iterate quickly—turning constraints into a competitive edge.
Resilience Over Perfection The most successful startups in this climate are those that stay adaptable, listen relentlessly to user needs, and prioritise value over vanity metrics. Founders are optimising for lasting businesses, not just rapid exits, and this mindset is reshaping what success looks like in tech.
Looking Ahead: What Will Define the Next 12 Months?
AI Adoption Is Now Table Stakes AI is no longer a “nice-to-have”—especially in sales and product functions. The global AI software market is projected to grow at a CAGR of nearly 36%, with 87% of sales teams increasing AI tool usage in 2025. Predictive analytics, real-time deal intelligence, and automated sales coaching are fast becoming standard.
Emotional Intelligence in Tech From AI coaches to personalised sales engagement, emotional intelligence is emerging as a true differentiator. AI-enhanced psychometric tools are improving hiring accuracy by up to 25% and helping companies build more diverse, high-performing teams11.
Mobile-First and Human-Centred Product Thinking Mobile devices now account for more than 60% of global website traffic, and in some sectors, up to 80%. Mobile-first design is a strategic necessity for user engagement, SEO, and business growth.
Hiring for Curiosity, Passion, and Cultural Alignment Skills matter, but so does fit. Companies that hire for cultural alignment see higher satisfaction and productivity. The most effective hiring frameworks use structured assessments—often AI-supported—to evaluate candidates’ values and motivations objectively, reducing bias and building stronger teams.
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