In this episode, host Michael Marchuk hosts Len Ward, founder and managing partner of Connexis and former Wall Street VP, who shares his path from Morgan Stanley and Credit Suisse First Boston to building a full-service agency that went all-in on AI after OpenAI’s emergence. Len explains the shift from “search and retrieve” to “solve my problem,” emphasizing measurable AI impact by removing bottlenecks in sales, marketing, and customer service, often starting with chatbots that reveal real customer questions. He warns against SEO-style “snake oil,” predicts declining website importance as LLMs reduce links, and urges companies to build brand presence, custom GPTs, and apps. Len highlights organizing SOPs and materials into data rooms for LLMs, preparing for agent-to-agent commerce, and measuring AI success via customer acquisition cost and lifetime value. He advises appointing an internal AI leader, moving from Q&A to building with AI, prioritizing speed, and redesigning operations around the customer journey.

What we talked to Len about:

-Going All In on AI

-Search to Solve Shift

-Getting Found in LLMs

-Writing for Humans and LLMs

-Data Rooms and Knowledge Bases as sources

-Agents and the New Web

-Measuring AI ROI with CAC

-Building AI Leadership Now

-AI Rollout for Midmarket Firms

-Speed as the Winning Moat

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