{"title": "Drones and AI-Assisted Selling | Tuomas Rasila and Ilmari Piela | Negotiator 157", "titleOriginal": "Droneja AI-työnhakua | Tuomas Rasila Ilmari Piela | Neuvottelija 157", "episodeNumber": "157", "guest": "Tuomas Rasila, Ilmari Piela", "publishedAt": "2022-10-20", "duration": "32:07", "durationIso": "PT32M7S", "youtube": "https://www.youtube.com/watch?v=_9viVyIGBXI", "fiCanonical": "https://www.neuvottelija.fi/fi/episodes/223-droneja-ai-tyonhakua-tuomas-rasila-ilmari-piela-neuvottelija", "originalLanguage": "fi", "format": "full", "topics": ["ai_enterprise_tech", "saas_software"], "description": "Tuomas Rasila of Zefram had just come back from Ukraine, where drones brought down from the sky are taken apart underground; the rest of the time he builds AI that opens sales conversations. Ilmari Piela of Duunitori explains how Finland's largest recruitment portal uses Zefram to identify the likeliest buyers and to write each of them a case-specific argument out of its own data. The conversation circles what separates mass personalisation from a real argument, and why generic cold outreach amounts to strip-mining the prospect base in a country this small. It also covers a sales calendar that fills itself, the CV-free application method Dialogi, and a company name borrowed from Star Trek.", "chapters": [{"t": "00:00", "title": "A Helsingin Sanomat Visio piece on Sensofusion, the Duunitori–Zefram collaboration, and the challenge of rationalising M&A work with AI", "seconds": 0}, {"t": "00:33", "title": "Introducing Ilmari Piela and Tuomas Rasila, including unpublished footage of a Russian drone", "seconds": 33}, {"t": "03:21", "title": "Duunitori's business model and the Zefram collaboration", "seconds": 201}, {"t": "11:15", "title": "Using AI in the recruitment market, in investment banking and in difficult applications", "seconds": 675}, {"t": "31:41", "title": "A duel between a Ukrainian and a Russian drone", "seconds": 1901}], "sourceTranscriptType": "none", "subtitleMethod": "none", "provenance": "Owner page assembled from YouTube metadata, the neuvottelija.fi episode record and the publisher's own chapter marks, translated one for one. The marks are genuine: their spacing is irregular — 33, 168, 474 and 1226 seconds between them — and matches the recording rather than a grid. No transcript is published here — the channel has no English caption track for this episode and the Finnish one is YouTube's automatic track. The episode is a conversation between a vendor and its customer about the vendor's product, and it is promotional in that respect; the drone footage is the guest's own and is described in the episode as previously unpublished.", "coreTheses": ["The line between mass personalisation and a real argument is whether the message uses data the recipient recognises as being about them specifically.", "In a market the size of Finland, generic cold outreach burns the prospect base faster than it can regenerate — the constraint is exhaustion, not response rate.", "Duunitori's own data is what makes the generated argument credible; the model supplies the writing, not the case.", "Dialogi removes the CV from the application, which tests whether the document was ever the informative part."], "slug": "ep157-droneja-ja-tekoalyavusteista-myyntia-rasila-piela", "guestsCanonical": ["Tuomas Rasila", "Ilmari Piela"], "guestPages": ["https://www.neuvottelija.com/podcast/guests/tuomas-rasila/", "https://www.neuvottelija.com/podcast/guests/ilmari-piela/"], "page": "https://www.neuvottelija.com/podcast/episodes/ep157-droneja-ja-tekoalyavusteista-myyntia-rasila-piela/", "markdown": "https://www.neuvottelija.com/podcast/episodes/ep157-droneja-ja-tekoalyavusteista-myyntia-rasila-piela/index.md", "captions": null, "transcript": null, "videoId": "_9viVyIGBXI", "dbId": null, "qaCoveragePct": 0.0, "qaSemanticVerdict": "metadata_only", "aiArticleEn": "https://www.neuvottelija.com/ai/ep157-droneja-ja-tekoalyavusteista-myyntia-rasila-piela/", "aiArticleFi": "https://www.neuvottelija.fi/tools/ep157-droneja-ja-tekoalyavusteista-myyntia-rasila-piela/"}