{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Growth Wizards Podcast","title":"Inside Verity's buying process as a service playbook","html":"","width":"100%","height":180,"duration":1222,"description":"Summary\nMichael Deleonardis, Chief Revenue Officer at Verity, joins host Tanner Green on Growth Wizards to break down what AI is actually changing about go to market work and what it is not. Drawing on thirty years in enterprise technology, including running global sales and marketing for an automation firm and a 2002 sales call at a fifty person Salesforce, Michael makes the case for human in the loop AI: automation that enhances an individual's output rather than replacing the role. From there he walks through buying process as a service, the deliverable centric sales motion Verity runs at every phase gate, and the use case education work that moved three year ROI cases from 1.2x to as high as 15x. This one is for revenue leaders, founders, and go to market operators who want a concrete playbook for showing up as part of the buying process instead of an input to it.\n\nChapters\n00:00 Introduction\n00:45 Thirty years in enterprise tech and the early days of software as a service\n03:00 AI and the future of entry level go to market roles\n04:15 Why human in the loop automation wins\n05:30 Buying process as a service explained\n07:20 The deliverables behind every phase gate\n08:30 Educating buyers past drones that count stuff\n09:45 Write offs, canceled orders, and a 15x ROI story\n12:05 Green dollars versus blue dollars\n13:55 From human dependent to intelligent orchestration\n\nTakeaways\n- The highest value automation keeps a human in the loop, complementing a person's work and creating consistency across large teams rather than removing the role.\n- Show me you know me is the new bar for sellers, and AI research is what makes that credibility achievable at scale.\n- Buying process as a service means delivering the right information at the right time so the buyer decides well, even when the decision is not to buy from you.\n- Every phase gate at Verity produces an artifact the buyer can share internally, which moved three year ROI cases from 1.2x and 1.5x to 10x and 15x.\n-...","thumbnail_url":"https://img.transistorcdn.com/kYU1r7AN1wfu5VwSvUXQh9Slgj19jh1pqnbdvEPpuzs/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS81ZDM5/NWQyMWY3YzA2NjE3/YzExZGQwYjI4NmY3/YTUxZi5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}