{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Growth Wizards Podcast","title":"From Finding $50M in Customer Support Calls to Building a GPS for Revenue Teams: Claudia Natasia's journey to founding Riley","html":"","width":"100%","height":180,"duration":1143,"description":"Episode DescriptionSummaryMost companies are sitting on customer data that could reshape their product strategy—they just can't read between the lines to find it. In this episode of the Growth Wizards Podcast, host Geoffrey Lugli sits down with Claudia Natasia, co-founder and CEO of Riley, for a sharp conversation about turning messy customer data into revenue intelligence. Claudia started her career as a data scientist, where she built an embeddings model that analyzed thousands of customer support calls and uncovered a hidden insight: customers thought a loyalty program was actually a payments product. That single finding drove nearly $50 million in revenue growth in under a year. It also planted the seed for Riley, which she describes as a GPS for revenue—an always-on intelligence engine that tells revenue teams which accounts to prioritize, where churn risk lives, and what moves will actually move the needle. Claudia and Jeff get into how Riley differentiates in a crowded AI market by building proprietary models that understand each customer's internal nomenclature from day one, why she refuses to do seat-based pricing for a data product, how 80% of their inbound unexpectedly came from rev ops leaders instead of product teams, and what she's learned about finding companies that are ready to buy now versus those still experimenting. If you lead revenue, run a GTM team, or are building an AI-powered product, Claudia's perspective on solving revenue problems instead of AI problems is worth your time.Timestamps[00:27] – Claudia's journey from data scientist to CEO[02:17] – The $50 million insight hiding in customer support calls[04:35] – Riley's biggest GTM challenge: finding companies ready for intelligence, not just Q&A[06:20] – How proprietary models and custom ontology cut through AI noise[08:40] – The GPS metaphor: why we have it for driving but not for business[12:52] – Why seat-based pricing contradicts data democratization[15:06] – The ICP pivot: how rev...","thumbnail_url":"https://img.transistorcdn.com/mDOdm4LYQlL6wDBHXYQfcGudUXRPAbTh4SUpQ1dzhOA/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9jZmYz/MzEzNTkwMDcwOTUx/ZWYxMzI3YWRkNGUx/ZmU3NS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}