The Information's TITV Netflix’s Warner Bros. Play to Beat YouTube, Ex-OpenAI Head of Sales on Selling AI | Jan 21, 2026
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Jan 21, 2026 
Rich Greenfield, co-founder of LightShed Partners, sheds light on Netflix's ambitious strategy to acquire Warner Bros. as a long-term play to outperform linear TV. Alisa Rosenthal, former head of sales at OpenAI, discusses the transition to AI-native selling, emphasizing the need for transparency in ROI and integration timelines. They also dive into the concept of context graphs as a new competitive advantage for enterprises, while exploring rising data center costs and the importance of maintaining user trust in AI-driven advertising.
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Hire Salespeople Who Use AI Daily
- Hire salespeople who both master selling and actively use AI tooling to be authentic ambassadors of AI.
- Train reps to be thought leaders who can demonstrate real, tool-informed use cases to buyers.
Be Honest About Integration Timelines
- Be transparent with customers about integration timelines and the need for engineering to customize general-purpose agents.
- Focus initial efforts on close customer learning loops to productize common successful patterns.
PE Fund Rebranded Code Interpreter
- OpenAI's Code Interpreter was repurposed after a private equity fund used it for heavy quantitative analysis during due diligence.
- That customer example led OpenAI to rebrand and optimize the tool for data analysis use cases.