AI for GTM — Shirin / AAICO (2026-04-23)

Summary

shirin-aalami is Head of Sales ROW + AI Solutions Architect at aaico (Applied AI Company). Previously ran vertical sales at Dropbox.
AAICO’s product “Opus”: AI orchestration platform built on 1.4M crowdsourced business processes (“large work model”). Prompt-to-process in minutes. Focus: regulated industries (KYC, medical coding, procurement). ~15-20 customers, $500 K -$ 1.5M ACV. Investors: G42, Bessemer, McKinsey, Palantir.
AI GTM workflow: custom pitch decks via Claude skills (minutes vs hours), AI for transcript→action items→process diagrams, queries Gemini mid-call for product FAQ (security, specs), feasibility studies. Uses Claude + ChatGPT + Gemini together.
Agent-in-call validated third time: Shirin already queries Gemini during live customer calls for product questions; prefers text over voice for real-time AI.
wonderfull competitive intel: confirms companies making millions, ~$500K ACV, but churn after 2 weeks — validates Harmony’s “immediate aha moment” thesis.
Dropbox learnings: outsourced BDRs = “crap leads.” Biggest gap: “AI should be hidden, doing work for you automatically” — bridging info to action.
PLG reference: lovable cited as best-in-class ($300/mo personal spend). Key principle: immediate aha moment, reduce barriers.
Follow-up: Saar to connect with “Mike” (Shirin’s ex-Dropbox colleague, top seller + entrepreneur) → AI-028.

(None — GTM research conversation, no commitments.)

[AI-028] — Saar — follow up with Mike (Shirin’s ex-Dropbox colleague) for GTM research conversation

(None new.)

shirin-aalami — primary research subject; Head of Sales ROW at AAICO
aaico — her employer (AI orchestration platform, “Opus”)
wonderfull — raised as competitor with churn signal; $500K ACV, churns at 2 weeks
saar-arbel — led the interview; scheduled Mike follow-up
niv, vitali, nizan-shifman, ben — Harmony attendees

agent-in-call — third external validation: Shirin already does this manually with Gemini mid-call; prefers text over voice for real-time AI
cross-funnel-intelligence — Dropbox Slack AI newsreel (scraped web for account news) aligns with brain-layer vision
self-learning-voice-agent — indirect signal: high-touch B2B sales (like AAICO) still needs AI assistant, not full automation
wedge-strategy — “immediate aha moment” PLG principle relevant to Harmony’s onboarding design

“AI should be hidden, doing work for you automatically. The biggest challenge is bridging information to action.” — Shirin Aalami

“Wonderfull is making millions but companies churn after two weeks. The immediate aha moment is everything.” — Shirin Aalami (paraphrased)

“Lovable is the best — I spend $300 a month personally. They nailed reduce barriers, immediate value.” — Shirin Aalami