AI GTM and change management for enterprises | Bernard Leong (AWS, Dorje.ai)

Dr Bernard Leong is currently the founder and CEO of Dorje AI, an enterprise AI startup focusing on building the next generation business operating system that enables companies to be productive, efficient, and adaptive.

He held regional business roles as the Head of Artificial Intelligence & Machine Learning in Amazon Web Services for ASEAN, Vice President of Airbus Aerial specifically on satellite and drone services in the Asia Pacific, and senior management roles in Singapore Post as the Head of Digital Services and Group Chief Information & Digital Office in Woh Hup.

He's also connector to the Southeast Asia entrepreneurial ecosystem as an entrepreneur in residence at INSEAD Business School.

Bernard is the founder and host of the Analyse Asia podcast, and is an active angel investor in web3 and AI startups. He holds a BSc in Science with Merit in National University of Singapore, and PhD in Physics from Cambridge University and has developed machine learning algorithms to search for mRNA targets in the Wellcome Trust Sanger Institute from 2003-2005.

In this episode, we talk about leading the AI/ML business in AWS, AI GTM for AI consultants, creating a financial ERP startup, why change management is critical to land the biggest enterprises, and a lot more:

🔹 Machine learning for the Human Genome Project
🔹 Interacting with Apple designers
🔹 Winning 2 Global Poster Awards
🔹 Product management at scale
🔹 Digital transformations and 3 year plans
🔹 ERPs and data silos
🔹 The biggest lynchpin of AI adoption: data readiness
🔹 Doing AI GTM for every major company in Southeast Asia
🔹 Why only 10% of companies are ready for AI
🔹 Financial accounting software for the mid market enterprises
🔹 Creating hockey stick growth with AI
🔹 Why GTM is the biggest challenge for all the AI builders in the market
🔹 Productivity gains with an AI-first company
🔹 Resource allocation for founders
🔹 Using LLMs and agentic workflows

https://www.linkedin.com/in/bleongcw/
https://www.bernardleong.com/

0:00 - Trailer
0:30 - Bernard’s Background
2:31 - ERPless world with AI
2:55 - Human Genome Project and mRNA targeting
4:15 - Startup Experience
5:00 - Singapore Post
6:50 - Working with Apple
8:38 - Airbus Aerial
8:48 - AWS
9:20 - Digitally transforming companies
9:52 - Most enterprises use ERPs
10:18 - Why people hate ERPs
10:50 - Data silos in SAP
12:20 - Building an AI first company
13:31 - Enterprise data readiness
15:04 - Structuring data for machine learning
15:21 - Finding patterns
15:37 - Everyone loves transformation no one wants to change
16:03 - Board and C-level conversations
16:33 - Helping the biggest SEA companies
17:16 - McKinsey vs Bernard on data readiness
17:58 - What enterprises are missing out on
19:23 - Expounding on data readiness
20:45 - Finding your AI use case
21:11 - Augmenting productivity
21:20 - Increasing revenue
22:15 - Netflix and AWS machine learning
22:38 - Layers of AI implementation
24:30 - Productivity gains from modern AI
24:41 - Hyper parameter finetuning
25:20 - Dorje.AI AI powered ledger
26:55 - Financial processes into vector embeddings
28:00 - Not underestimating SAP and Oracle
28:40 - Challenging the ledger with AI and modern architecture
29:33 - Why is it hard to use SAP for businesses?
30:09 - Bernard’s ideal world with Dorje.ai
31:29 - Orchestrating data
31:48 - SaaS model upheaval
33:37 - AI GTM and Product
33:59 - Finding PMF
35:28 - Creating hockey stick growth through AI
36:24 - SAP reworks
37:03 - AI OCR built by Bernard
37:53 - Recreating the app with ChatGPT
38:26 - Refactoring the code easily
38:51 - AI coding
39:46 - Cap tables with AI
40:58 - Productivity gains with ChatGPT
41:37 - AI first mentality
43:05 - Automating things with LLMs
44:32 - AI pre-empting problems of ERPs
45:18 - One click transfer
45:47 - What Dorje means
47:46 - Competition and execution
48:42 - Conflict of Visions
49:14 - Constrained vs Unconstrained Founder Visions
50:11 - Best founders
51:07 - Reading the only book on SAP history
52:12 - Building good accounting software
52:27 - How prepared is Southeast Asia?
54:03 - What’s making the money in AI?
54:20 - Sequoia, AI Billion Hole
55:11 - Local data strategy and startup survival
56:14 - Business owner BPO in PH
57:45 - AI Consulting Advice
58:38 - Buy in and productization
59:05 - Business development in Amazon
1:00:04 - Technical POC with 50 customers
1:00:42 - Automating yourself away
1:01:32 - Sales levels conversations
1:02:09 - Creating different sales motions per AI business
1:02:49 - Iterating the product via GTM
1:03:49 - War stories in Amazon

Скачать видео