In 2026, Valentin Binnendijk walked into a software firm and found a product department with almost zero AI experience. Decades of deep engineering knowledge. Near-zero agentic practice. That room is the DACH mid-market, and it tells you the real blocker is not regulation. It is leadership and culture.
Valentin co-founded TrekkSoft and STARTUPS.CH and has spent two decades digitising analogue businesses into SaaS. He now builds hyper-lean product teams that ship more with fewer people. In this episode, we get specific about how.
We cover:
Where vibe coding stops and agentic engineering starts, and why the difference is not the model but the process
Why the bottleneck moved from the engineering team to leadership and product management
The three-step build after leadership buy-in: extract the knowledge, map the security risk, build a real test suite of thousands of scenarios
How to put agentic transformation on a CFO's P&L, the cost-saving case and the survival case
Why public markets punished narrow single-use-case software companies with 40 to 50 percent valuation cuts
Where it breaks: talent, unrealistic expectations, and the “can I just buy it” trap
This is a practical conversation for founders, GTM and product leaders at B2B software companies who need to move from talking about AI to operating with it.
The host, Marc Gasser, works at the intersection of product and go-to-market.
AI GTM Lab — Marc Gasser (marcgasser.com) in conversation with founders, operators, and strategists rebuilding GTM from the ground up.
YouTube: https://www.youtube.com/@pedalix
Spotify: https://open.spotify.com/show/2Z92ZjKTJyRBDIAdzMYeM9
More: https://www.gtm.science/podcast
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