We’re in the early innings of AI, and the playbook for building companies is already changing.In this episode of SeedToScale, Shekhar Kirani, Partner at Accel, sits down with Jason Graefe, CVP of Microsoft’s AI Partner Catalyst Team, to unpack what’s actually changing in the AI era.From building products to winning enterprise customers, the playbook is being rewritten in real time.Jason brings a unique vantage point, working closely with some of the fastest-scaling AI companies globally, while also operating inside Microsoft at the forefront of AI transformation. The insights are practical, grounded, and directly relevant to founders building today.Here’s what we explore in this episode:• Why we’re still in the “early innings” of AI, and what that means for founders • The shift from horizontal AI tools to durable, workflow-driven products • Why the first enterprise sale is always a trust sale • How design partners can accelerate product-market fit • Speed as a moat: why faster iteration is defining winners • The role of “taste” in building products users actually stick with • Why go-to-market needs to be built from day one, not as an afterthought • The “golden age of margin”: reducing costs while creating entirely new products • India’s structural advantage in building and scaling AI startupsIf you’re a founder, builder, or operator trying to understand how to win in the AI cycle, this conversation is a clear, grounded playbook.Chapters: 0:00 - Introduction0:58 - India’s startup energy and why this market stands out2:07 - What’s changed since pre-COVID3:18 - Global AI ecosystems and where India fits4:42 - The rise of second-generation founders in India6:05 - Why startups are scaling faster than ever7:26 - From Flipkart to AI-native companies: the infra shift9:12 - Is the AI market already crowded?10:36 - Why we’re still in the early innings of AI11:48 - AI in traditional industries: where we actually are12:31 - The “golden age of margin” explained13:52 - Startups hitting profitability faster with AI15:04 - Moving atoms vs moving bits: what AI can’t disrupt easily17:18 - Where the real opportunities still exist18:42 - Horizontal vs vertical AI: speed vs durability20:11 - Building AI products that adapt to enterprises22:07 - Why personalization creates sticky products23:34 - Software that feels like it’s built for you25:02 - Enterprise AI adoption: two buyer behaviors26:41 - Why the first sale is always a trust sale28:06 - How to win your first design partners29:52 - Enterprises are more open than ever to co-building31:08 - Surviving rapid LLM evolution32:14 - Taste: the ultimate differentiator in AI products33:27 - Real-time feedback loops → faster product iteration34:52 - Speed as the new moat36:09 - Domain experts vs first-principles builders37:42 - First-mover advantage in AI39:03 - How product + GTM cycles are compressing40:18 - Why GTM must be built from day one42:06 - Experimentation in go-to-market43:38 - India as a proving ground for global products45:11 - Why early customers matter more than big logos47:02 - Product-led vs forward-deployed models48:36 - Selling outcomes, not software50:07 - India’s structural advantage in AI talent51:19 - The culture of learning driving adoption52:27 - OutroFollow SeedToScale on LinkedIn: / seedtoscale Follow Shekhar Kirani on LinkedIn: / kirani Follow Jason Graefe on LinkedIn: / jason-graefe #SeedToScale #Microsoft #Accel #AI #AIFounders #Startups #ArtificialIntelligence #Product #GoToMarket #IndiaTech #AIStartups