Steve Ancheta, Founder and CEO at Zig, recently sat down with Brian T. O'Neill on Experiencing Data — a podcast dedicated to helping product leaders turn technical complexity into commercial clarity.
The conversation went deep on how Zig was built, how we operate, and what it actually takes to earn adoption from salespeople.
Why this episode is worth your time
Brian pushed Steve on questions most podcast hosts skip. A few highlights:
- The 72% problem: The average salesperson spends nearly three-quarters of their week on non-revenue-generating work. Steve breaks down how Zig's agents absorb that workload so reps can get back to selling.
- Rep-first, not manager-first: Most sales tools are designed for leadership dashboards. Steve explains why Zig was intentionally built the other way around, for the end user, and how the three-click rule shapes every feature we ship.
- Software company or services company: Brian asked the question directly, and Steve didn't dodge it. The answer says a lot about how we think about customer relationships, POVs, and long-term value.
- Why we're not worried about the big CRMs: Salesforce and HubSpot own the system of record. Steve talks about why the system of execution and intelligence is a fundamentally different layer, and why legacy platforms can't just bolt it on.
- Get to market, then iterate: Steve's advice for other founders: if you're not embarrassed by your first version, you launched too late. He shares how weekly customer feedback sessions shaped Zig from day one.
Listen to the full episode here: Turning Agents into Software that Sells Smarter with Zig.ai CEO Steve Ancheta
%20(1).avif)
