Using Latency to Create Business Value

AI is shifting from model development to real-world usage, exposing a new bottleneck that most sales teams are not prepared to understand or sell against. As inference speed, memory bandwidth, and infrastructure become the true differentiators, traditional software playbooks begin to break down. Alex Varel joins John Kaplan and John McMahon to unpack what it takes to sell in this new environment, where technical depth, curiosity, and adaptability are no longer optional. The conversation explores how AI is reshaping productivity, why ICPs must evolve weekly, and how elite sellers distinguish themselves by orchestrating value across increasingly complex buying groups.

Alex Varel is EVP of Worldwide Sales at Cerebras Systems, where he leads global go-to-market efforts at the forefront of AI infrastructure. He has built and scaled high-performing teams across MongoDB, Zscaler, and Multiverse, driving growth through IPO, hyper-scale expansion, and emerging technology shifts.

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Resources mentioned:

• "The Power of Myth" by Joseph Campbell
• "AI Superpowers" by Kai-Fu Lee
• “Leonardo da Vinci” by Walter Isaacson
• "No Country for Old Men" by Cormac McCarthy
• "The Road" by Cormac McCarthy
• “The Founders: The Story of Paypal and the Entrepreneurs Who Shaped Silicon Valley” by Jimmy Soni

Key takeaways from this episode:

• 00:00 – A look inside what it really takes to rethink computing architecture when speed, not scale, becomes the constraint
• 13:09 – Why many leaders underestimate how the shift from training to inference is redefining where competitive advantage actually lives
• 25:27 – The mistake many CROs make when applying legacy software playbooks to markets that require constant recalibration
• 21:33 – What it really takes to turn AI from a concept into a daily productivity multiplier inside a revenue organization
• 31:34 – Why most sales organizations quietly accept a broken productivity model and what changes when that assumption is challenged
• 34:26 – A look inside the evolving role of the AE as a multi-dimensional operator across technical, business, and interpersonal domains
• 49:41 – Why treating ICP as a static exercise leads to missed growth opportunities in markets that are shifting in real time

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

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• Force Management