Inside Make's AI operating model: 50% revenue growth, same headcount (Fabian Q. Veit, CEO @Make.com)
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Make scaled its revenue and customer base by 50% in one year without hiring more people.
I wanted to understand what actually changed inside the company, so I invited Fabian Q. Veit, CEO of Make.com.
Make is a visual platform used by hundreds of thousands of companies to build and manage automations and AI agents. But beyond the product, Fabian has been rebuilding the way Make operates internally with AI.
He also sees how thousands of companies are trying to do the same: what works, where teams get stuck, and why some AI projects never create real impact.
This conversation is for CEOs, CPOs and founders who are trying to figure out where to actually start with AI inside their company.
Fabian shares the framework he uses with leaders in the first 30 days of an AI transformation, the operating model that helped Make grow without growing the team, and why the companies making progress with AI are not always the ones hiring the most AI experts.
They are the ones changing how work gets done.
We get into questions like:
- What AI-first really looks like
- Why AI projects fail early
- Where CEOs should start with AI
- How to justify AI investment
- What stays human vs automated
- Leading a company run by agents
Enjoy the episode.
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[00:00] Introduction
[01:58] What Make does
[04:16] The biggest AI transformation mistake
[06:49] Top-down vs bottom-up adoption
[09:07] Justifying AI investment without clear ROI
[13:02] Why everyone flipped on AI
[15:12] Skill, will, environment
[18:08] How Make uses its own product
[21:26] A marketer builds her own agents
[23:12] Engineering at Make in 2026
[25:35] The "Triple A" framework
[26:52] 50% bigger, same team
[27:53] Real use cases: Celonis and a bank
[30:54] What to automate, what to keep human
[32:35] From doer to orchestrator
[34:40] The AI jobs debate
[38:36] Make's evolving value proposition
[43:35] The future of triggers
[46:28] Positioning in a crowded landscape
[49:38] Can product still be a moat?
[52:44] The OpenAI consulting move
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