{"podcast":{"title":"The a16z Show","slug":"the-a16z-show-436525","podcast_index_feed_id":436525,"rss_url":"https://feeds.simplecast.com/JGE3yC0V","website_url":"https://a16z.simplecast.com","image_url":"https://image.simplecastcdn.com/images/0d97354a-306b-45f5-bf26-a8d81eef47ec/ed2664df-9371-438e-8baf-dd2ee0fdde87/3000x3000/thea16zshow-podcastcoverart-3000x3000.jpg?aid=rss_feed","author":"a16z","episode_count":1000,"summary":"The a16z Show discusses tech and culture trends, news, and the future – especially as ‘software eats the world’. It features industry experts, business leaders, and other interesting thinkers and voices from around the world. This show is produced by Andreessen Horowitz (aka “a16z”), a Silicon Valley-based venture capital firm. Multiple episodes are released every week; visit a16z.com for more details and to sign up for our newsletters and other content as well!","last_synced_at":"2026-09-19T16:19:21.546571+00:00","page_url":"https://stenobird.com/podcast/the-a16z-show-436525"},"episode":{"title":"The Two Ways to Sell AI: Lighthouse or Landgrab?","slug":"the-two-ways-to-sell-ai-lighthouse-or-landgrab","published_at":"2026-08-13T10:00:00+00:00","page_url":"https://stenobird.com/podcast/the-a16z-show-436525/the-two-ways-to-sell-ai-lighthouse-or-landgrab","show_page_url":"https://stenobird.com/podcast/the-a16z-show-436525","url":"https://a16z.simplecast.com/episodes/the-two-ways-to-sell-ai-lighthouse-or-landgrab-9C2mrr4S","audio_url":"https://mgln.ai/e/1344/afp-848985-injected.calisto.simplecastaudio.com/3f86df7b-51c6-4101-88a2-550dba782de8/episodes/27b5d98e-8e97-4611-b829-685b32382349/audio/128/default.mp3?aid=rss_feed&awCollectionId=3f86df7b-51c6-4101-88a2-550dba782de8&awEpisodeId=27b5d98e-8e97-4611-b829-685b32382349&feed=JGE3yC0V","summary":"Elena Burger is joined by a16z's Andy McCall and Joe Schmidt to break down two very different ways AI startups can go to market: the lighthouse and the landgrab. Should founders win a handful of marquee customers whose credibility unlocks an entire industry, or move quickly across a broad market where the ROI already speaks for itself? Drawing on Joe's Lighthouse or Landgrab framework and Andy's experience building sales organizations at Samsara and Meraki, they explore how founders can determine which strategy fits their market, when social proof matters more than math, and why the current rush to adopt AI has created a rare window for startups to sell big software again. They also get tactical on POCs, pricing and ACV, hiring early sales teams, moving from mid-market to enterprise, and why founders shouldn't spend too much time perfecting their GTM strategy before talking to customers. As Andy puts it: spend 1% of your time on strategy and 99% executing.","meta_description":"Elena Burger is joined by a16z's Andy McCall and Joe Schmidt to break down two very different ways AI startups can go to market: the lighthouse and the la…","key_points":[],"chapters":[],"topics":[],"duration_seconds":2677,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/the-a16z-show-436525/episodes/the-two-ways-to-sell-ai-lighthouse-or-landgrab/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/the-a16z-show-436525/the-two-ways-to-sell-ai-lighthouse-or-landgrab.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}