In this episode of Tales from the Pros, Michael Georgiou and Eric Lawrence sit down with Tim Condon, CRO at Clutch, to talk about how B2B buying is changing.

Tim shares what he has learned from growing products, working closely with product and revenue teams, and listening to what customers actually want. He also talks about why good products still need strong distribution and why data matters when teams disagree.

The conversation then shifts to AI. Tim explains how AI search and AI agents could change the way companies find and evaluate service providers. He also shares how Clutch is preparing for a future where buyers may start their search with AI instead of Google or a company website.

If you work in software, B2B services, sales, marketing, or product, this episode gives you a practical look at where buyer behavior may be heading and what businesses can do to stay visible and trusted.

🎯 Highlights You Won’t Want to Miss

• Why product and revenue teams need to stay closely aligned
• How data can help settle competing opinions and priorities
• Why even a great product still needs the right distribution
• How Clutch turned underused traffic into a meaningful revenue stream
• Why AI could reshape the entire B2B buying journey
• How AI agents may eventually help buyers scope projects and evaluate providers
• Why reviews and third-party trust signals matter for AI visibility
• What AI means for the future of software development and B2B services

🎧 Listen and Subscribe

Spotify:
https://open.spotify.com/show/6QkUtrcNllUkqtq1fjlwnZ

Apple Podcasts:
https://podcasts.apple.com/us/podcast/tales-from-the-pros/id1371067192

YouTube:
https://www.youtube.com/@Imaginovation/podcasts

SoundCloud:
https://soundcloud.com/talesfromthepros

💡 Key Takeaways

• Strong product and revenue alignment starts with trust, communication, and shared goals
• Customer feedback is more useful when teams understand which requests truly matter
• Data works best when teams agree on the right metrics before seeing the results
• Great products still need strong distribution to reach the right customers
• AI is making B2B buyers more informed before they ever speak with a provider
• Reviews, verification, and reputation are becoming important signals for AI recommendations
• B2B service companies are unlikely to disappear, but how they deliver and price their expertise may change
• Businesses need to actively build their reputation across the web, not just on their own websites

Tim also notes that Clutch sees a strong relationship between reviews, verification, and how frequently companies are surfaced in AI-driven results.

🗂 Topics We Cover

• Product, sales, and revenue alignment
• Customer feedback and data-driven decision-making
• Product growth and distribution
• B2B marketplaces and buyer behavior
• AI search and AI agents
• Reviews, reputation, and trust signals
• The future of B2B services
• AI and software development
• Outcome-based pricing
• Google, AI search, and the changing discovery landscape

⏱️ Chapters

00:00 — Why product and revenue teams drift apart
01:33 — Tim’s journey from The Washington Post to Homesnap and Clutch
03:42 — Building alignment between product and revenue
08:58 — Using data to make better product decisions
14:04 — Why great products still need distribution
17:49 — Joining Clutch and finding new growth opportunities
24:02 — Building a marketplace around buyer trust
26:01 — How revenue and product teams can work better together
30:03 — Clutch’s AI project brief and the future of B2B buying
35:36 — AI search, trust signals, and changing buyer behavior
40:47 — What AI means for software development companies
44:23 — How businesses can become more visible to AI
47:15 — Google, AI competition, and the future of search