Eye On A.I.

Most companies investing in AI visibility are optimizing for the wrong thing. Being cited by an AI response and being recommended by an AI response are completely different outcomes, with click-through rates that differ by a factor of 70. Tim Sanders, Chief Innovation Officer of G2 and executive fellow at Harvard's AI Institute, joins Craig Smith to explain the hidden mechanics behind how ChatGPT and Gemini actually decide which software to recommend, and why the answer has almost nothing to do with what's on your website. When a user asks a commercial intent question, both models enter a "validation layer" process that specifically down-weights vendor content and seeks verified third-party signals: appearance on authoritative lists (41% of the recommendation weight), awards and accreditation (18%), and online reviews (16%). None of these can be manufactured. They must be earned.
The conversation covers the structural transformation in how B2B software buyers behave, half now start their search with an AI prompt, up from 29% a year ago, with two-thirds projected within a year, and why most companies' organic search traffic is on a structural path toward zero. Sanders also delivers some of the most specific competitive data on AI model usage available anywhere: ChatGPT does live retrieval 100% of the time on research queries; Claude does it less than 40% of the time. ChatGPT and Gemini account for 81% of G2's AI research citations. And more than one in four enterprise employees bypass corporate AI tools entirely, using their personal ChatGPT because it has their memory and none of the guardrails.
The episode closes with Sanders' most forward-looking prediction: within three years, AI agents will write the prompts, locate the software, and purchase it on behalf of businesses - with minimal human checkpoints - making the trust infrastructure G2 has built over more than a decade the most valuable asset in the AI-driven buying cycle.
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Every major data breach in the last 30 years shares the same root cause: the data inside the wall was never protected, only the wall. And AI frontier models are now making that wall easier to breach than ever, scanning codebases externally to discover undisclosed vulnerabilities and write exploits before anyone knows the hole exists. Trent Telford, Chairman, CEO & Founder of Qanapi, joins Craig Smith to explain why the entire architecture of conventional cybersecurity is structurally broken, and what a genuinely different approach, built from the opposite assumption, looks like. Rather than trying to build a better wall, Qanapi starts from the baseline that the data will eventually be exposed, and encrypts it at the individual word, paragraph, or database cell level, tying each unique key to a verified identity and a set of conditional policies that must all be met simultaneously before anything can be decrypted.
The most commercially urgent application of this architecture is one that unlocks AI adoption for enterprises that have been sitting on the sidelines: Qanapi's gateway service encrypts sensitive fields before data reaches Claude, ChatGPT, or any other frontier model, and the model simply reports it cannot read the encrypted sections, while still reasoning over everything else. Trent discusses how Qanapi's Fathom tool confirmed in testing that Claude could not read the encrypted sections. He describes two major retailers - one using AI heavily, one abstaining entirely because of data security concerns - and asks the question every enterprise leader should be sitting with: how long can you last off the train before you get blitzed? The episode also covers drone security in denied wireless environments, the post-quantum encryption mandate that federal agencies have no practical plan to execute, and why Qanapi's business has exploded in the last six months as the AI gold rush has finally turned its attention from models to infrastructure.
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Every AI model in production today has the same hidden tax: doubling the context window quadruples the compute. That's what quadratic compute complexity means in practice, and it's the reason enterprises are spending most of their AI engineering budget on context management rather than on the actual problems they're trying to solve. Alexander Whedon, co-founder and CTO of Subquadratic, joins Craig Smith to explain how SubQ's sparse attention mechanism eliminates that tax, achieving 40 times faster inference and 64 times less compute than standard attention at one million tokens, and what becomes possible when that constraint disappears. The conversation covers striking benchmark findings: 86% of what frontier coding agents do is "read steps," just trying to gather and organize context before the actual problem-solving begins, and frontier models drop well below 50% accuracy on financial document analysis at 500,000 tokens, revealing how asymmetric long context capability actually is across industries.
The most commercially important argument in this episode is about enterprise data. Most large organizations are sitting on hundreds of billions of tokens of data they've never been able to put to work in an AI product, told they need a $10 million data transformation project before they can even start building. Alex's core claim is that SubQ's architecture makes that barrier no longer necessary, enabling enterprises to process far more of their data with far less curation, at a fraction of the cost. He closes with what he describes as the most important and underexplored frontier in AI right now: we are still very far from understanding what users actually want from models reasoning over millions of tokens, and the product and alignment work needed to answer that question has barely begun.
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In 2023, General Cherry started making 10 drones a month. Today they're approaching 100,000. Marko Kushnir, communications director of one of Ukraine's top-five drone manufacturers, joins Craig Smith for one of the most operationally specific conversations available about what drone warfare looks like at industrial scale, from the daily feedback loops with front-line units that drive product iteration, to the $2,000 interceptor drone that can destroy a $100,000 Shahed, to the on-device AI targeting model that guides an interceptor to impact at 70% accuracy after the operator activates it and steps back.
The conversation's most important insights are structural rather than technical. Marko describes the fundamental asymmetry of the conflict with unusual precision: Ukraine's decentralized, startup-driven ecosystem produces new technologies faster than Russia's command economy, but Russia's vertical industrial structure copies and scales those technologies faster than Ukraine can stay ahead. He also expresses genuine alarm about fully autonomous AI drones, not from an ethical standpoint but from a practical one: any autonomous capability Ukraine deploys will be in Russian hands within weeks, making full autonomy a danger Ukraine would share immediately with its enemy.
The episode closes with his most far-reaching argument: just as the internet era created a cybersecurity industry that every organization eventually had to build, the drone era is now beginning, and every government, police force, and major corporation will soon need a drone security department to function safely in a world where drones are as common as smartphones.
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A Ukrainian entrepreneur who spent 14 years building cameras for pets pivoted to building cameras that down Shaheds, and is now building the autonomy software that could define how wars are fought for the next generation. Yaroslav Azhnyuk, co-founder of Fourth Law, joins Craig Smith in Kyiv to explain why Ukraine has become what he calls the Defense Valley or the Florence of Defense: a dense, fast-moving ecosystem of founders, engineers, and military operators who are building, testing, and iterating on autonomous drone systems in real combat conditions, with a feedback loop that no defense contractor in the West can currently match.
The conversation covers Azhnyuk's five-level autonomy framework for drones, the eight-dimensional model for what a fully autonomous battlefield ecosystem requires, and the economic math that he believes makes global rearmament inevitable: a $500 drone that can already destroy a $5 million tank becomes roughly 10,000 times more capable when full autonomy is added for a few hundred dollars more. The competitive landscape is mapped with unusual candor, an "Apple vs. Android" comparison between Eric Schmidt's vertically integrated interceptors and Fourth Law's modular platform approach, alongside two arguments that cut against the mainstream narrative. First, that within 5 to 10 years it may become unethical to use weapons without AI, because non-AI weapons cause more collateral damage, not less. And second, that the real AGI risk isn't Skynet, it's the subtle transfer of power that happens when 100 smarter advisors gradually stop waiting for the President to decide, and nobody notices until the President is no longer the one making decisions.
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