Matthew Bernath: Building a Business Around Your Data
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Matthew Bernath: Building a Business Around Your Data
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In this episode of Selling Signals, we’re joined by Matthew Bernath, co-founder of Alternata. Matthew works with companies exploring whether their existing data could support a new business.
We discuss how to assess the commercial opportunity before committing resources. Matthew explains how prototypes built with synthetic data can help test a proposed product with buyers. He also shares his approach to pricing around the value a customer expects to receive.
The conversation turns to consumption pricing and Matthew’s preference for long-term relationships in which buyers help improve the product. He explains why one-off AI training deals can still make sense when the revenue justifies the work involved.
Throughout the discussion, Matthew returns to one constraint. A data business should not damage the core operation that produces its data. We explore how that affects the opportunities a company should pursue.