How does a company transform its market potential by tapping into the latest technology?
In this episode, Tricia Gellman, CMO of Box, shares how the company expanded its total addressable market by $40 billion through AI integration. She discusses the need for new products, messaging, team structure, and partnerships. Tricia highlights the rapid changes in AI for content management and the importance of aligning sales, marketing, and customer success to win over new and existing personas.
The conversation highlights innovative AI use cases, such as recruiting automation and sales contract creation, emphasizing the importance of developer engagement. Tricia discusses navigating rapid change and the significance of adaptability and celebrating successes.
In this episode, you’ll learn:
- How AI is opening up a $40 billion market for Box
- The role of unstructured data in driving AI value
- Why Box is moving from on-premise to AI-driven solutions
Jump into the conversation:
00:00 Introducing Tricia Gellman
02:35 Box expands into $40 billion AI market
04:17 Disrupting on-prem solutions with AI-driven content
06:49 Organizing transformation in the AI era
10:22 Rethinking buyer personas and IT’s role
14:46 Adapting sales and CS for new narrative
18:21 Real-world AI agents emerging in HR
21:25 Enabling agent collaboration for sales efficiency
25:17 Marketing shifts to developer engagement strategy
