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And for a free 30-minute Product audit, book a call with Stellar.

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Make scaled its revenue and customer base by 50% in one year without hiring more people.

I wanted to understand what actually changed inside the company, so I invited Fabian Q. Veit, CEO of Make.com.

Make is a visual platform used by hundreds of thousands of companies to build and manage automations and AI agents. But beyond the product, Fabian has been rebuilding the way Make operates internally with AI.

He also sees how thousands of companies are trying to do the same: what works, where teams get stuck, and why some AI projects never create real impact.

This conversation is for CEOs, CPOs and founders who are trying to figure out where to actually start with AI inside their company.

Fabian shares the framework he uses with leaders in the first 30 days of an AI transformation, the operating model that helped Make grow without growing the team, and why the companies making progress with AI are not always the ones hiring the most AI experts.

They are the ones changing how work gets done.

We get into questions like:

• What AI-first really looks like

• Why AI projects fail early

• Where CEOs should start with AI

• How to justify AI investment

• What stays human vs automated

• Leading a company run by agents

Enjoy the episode.

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[00:00] Introduction
[01:58] What Make does
[04:16] The biggest AI transformation mistake
[06:49] Top-down vs bottom-up adoption
[09:07] Justifying AI investment without clear ROI
[13:02] Why everyone flipped on AI
[15:12] Skill, will, environment
[18:08] How Make uses its own product
[21:26] A marketer builds her own agents
[23:12] Engineering at Make in 2026
[25:35] The "Triple A" framework
[26:52] 50% bigger, same team
[27:53] Real use cases: Celonis and a bank
[30:54] What to automate, what to keep human
[32:35] From doer to orchestrator
[34:40] The AI jobs debate
[38:36] Make's evolving value proposition
[43:35] The future of triggers
[46:28] Positioning in a crowded landscape
[49:38] Can product still be a moat?
[52:44] The OpenAI consulting move

---

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Hébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

Clique ici pour recevoir ma nouvelle newsletter "How They Build"

Et pour un audit Produit 30 min (gratuit), prends RDV avec Stellar.

--
Aujourd'hui, j’ai le plaisir d’accueillir François Goldgewicht, le COO de Pictarine.

Après avoir été CPO puis CTO, François est désormais en charge des opérations chez Pictarine, une entreprise qui permet d’imprimer ses photos depuis son téléphone et de les récupérer en 20 minutes dans plus de 17 000 points de vente aux États-Unis. En première partie d’épisode, François revient en détail sur ce qu’est la Radical Performance, une méthode interne conçue pour améliorer à la fois la performance et le bien-être dans les équipes.

Il nous montre ensuite, très concrètement, comment Pictarine l’a déployée à l’échelle de toute l’entreprise, avec 11 principes concrets, des rituels d’équipe précis et un accompagnement méthodique des PM, même les plus juniors.

Enfin, il partage des conseils actionnables pour l’adopter dans votre propre organisation, que vous soyez fondateur, product manager ou manager d’équipe.

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🔨 Comment recruter des PM sans expérience

🔨 Les 3 ingrédients pour définir la performance

🔨 Les 5 temps clés pour cadrer l’autonomie des PM
🔨 11 principes pour piloter la performance collective
🔨 Comment structurer le management dès 20 personnes
🔨 La méthode pour structurer un cycle produit en 5 étapes

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[00:00] Introduction

[01:29] Présentation de François

[02:29] Ce qu’est Pictarine

[03:24] Le parcours de François

[04:40] La Radical Performance

[08:48] Genèse de la méthode

[11:15] 3 dimensions de la performance

[13:42] Rôle du COMEX

[16:28] 2ème fondation

[17:24] 3ème fondation

[21:24] Organisation des 1-to-1s hebdo

[23:02] Outils managériaux

[24:05] Autonomie et limites

[25:59] Les effets bénéfiques

[28:32] Les 11 principes

[29:05] Principe 1

[34:16] Principe 2

[37:32] Principe 3

[44:09] Principe 4

[47:02] Principe 5

[51:07] Principe 6

[53:23] Principe 7

[56:33] Principe 8

[59:33] Principe 9

[01:02:28] Principe 10

[01:05:03] Principe 11

[01:08:11] Résultats obtenus

[01:09:35] Système VS culture

[01:10:37] Etre PM leader chez Pictarine

[01:11:55] Rituels clefs du cycle produit

[01:13:20] Exemple de framing produit

[01:15:07] Progresser en tant que PM

[01:17:58] Le bon niveau d’exigence

[01:20:17] Outro

---

💥 Pour apporter ton soutien au podcast :

1. Abonne-toi pour ne rien manquer 🔔

2. Laisse un super avis sur Apple podcast ou Spotify ❤️
3. Rejoins la chaîne Youtube

Hébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

Receive the key takeaways from this episode in my newsletter "How they Build"

And for a free 30-minute Product audit, book a call with Stellar.

--

What does it actually take to go from zero to $100M ARR in 18 months in enterprise cybersecurity, a category that's supposed to be slow, high-friction and hard to sell?

I'm joined by Yinon Costica, co-founder and VP of Product at Wiz. Wiz reached that bar faster than almost anyone, then sold to Google for $32 billion.

We talk about the early days of the company, including why their first idea wasn't the right one, how customer conversations pushed them from network security into cloud security, and the moment they realized some companies were willing to pay seven figures to solve this problem.

Yinon also explains how Wiz built an enterprise sales engine without losing the product-first DNA that made the company move so fast.

We get into how they shortened sales cycles, why developers became a key adoption metric, and how the "zero critical" concept turned security work into something customers actually wanted to complete.

We also discuss how Wiz operates internally: why decisions stay close to the people doing the work, how the team chooses what not to build, and how they shifted toward AI across the company in a matter of months.

In this episode, we cover:

• Why Wiz's first idea didn't survive customer discovery

• How they found a problem customers were willing to pay millions to solve

• How to sell to large enterprises while keeping the product simple

• Why developer adoption matters more than security-team logins

• How "zero critical" helped drive product usage inside customers

• What it takes to move really fast internally

• How Wiz approached the shift to AI inside the product and the company

• Why studying success can be more useful than studying mistakes

Enjoy the episode.

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[00:00] Introduction
[01:53] Building with co-founders of 25 years
[07:08] What Wiz really does
[08:30] $100M ARR in 18 months
[09:34] The pivot to cloud security
[11:59] Why AI today looks like cloud in 2020
[15:37] Shortening enterprise sales cycles
[20:54] Buyers vs users
[23:22] The "zero critical" gamification
[25:17] The hardest job: saying no
[34:34] Building a product for many customers
[37:30] Wiz's flat operating model
[40:18] Feature teams as their own product
[42:54] Shifting the company to AI
[45:11] Embedding AI into the product
[53:46] Keeping the culture inside Google
[57:54] Learn from success, not failure

---

💥 To support the podcast:

1. Subscribe so you don’t miss an episode 🔔

2. Leave a great review on Apple Podcasts or Spotify ❤️
3. Join the YouTube channel

Hébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.