Adit Abraham had never worked in sales. Now he’s helping his sales team prepare for enterprise deals. His advice to founders is pretty direct. Don’t avoid something because you’re bad at it. If it’s a skill you can learn, that’s a problem you can do something about. I went INSIDE Reducto with Adit and Raunak Chowdhuri, who’ve raised $108M, including a $75M Series B led by a16z, to turn complex documents into data AI can use. From deal prep to engineering meetings, we spent the day seeing what that looks like in practice. @aditabrm @raunakdoesdev @reductoai @a16z Watch the full INSIDE Startups episode here. 00:00 Introduction 01:30 On the way to meet Adit 02:35 Taking public transport to the office 05:02 Inside Reducto’s office 06:14 How Reducto works alongside frontier models 07:36 Why paperwork still slows businesses down 09:06 Sales meeting: competing with Microsoft 11:05 Keeping sales up to speed with new products 11:35 Why founders stay involved in sales 12:37 Engineering meeting 13:42 Building r-1 and expanding the product 14:38 How to measure accuracy 15:48 Team all-hands 17:02 Building customer demos without coding 18:40 Live product demo: parsing and extracting data 20:02 Advice from the founders