Harsha Mokkarala, founder and CEO of e:cue, joins Terminal Value to discuss why go-to-market analytics is still so fragmented — and how AI data analysts could change the way revenue teams operate.

We cover why marketing, sales, and finance often have different versions of the truth, why dashboards can create more reconciliation than clarity, how e:cue is building Q as a C-suite GTM analyst, and why the future of AI in revenue teams may move from insight to action.

Insurance distribution is one of the last analog corners of software — and AI is moving in fast. In this episode of Terminal Value, Nik Singh sits down with Vlada Lotkina, co-founder and CEO of SuperAgent, to discuss why insurance brokerages have become one of the clearest targets for AI labor, and what it means to put an autonomous sales workforce inside an agency.
Vlada lays out the "perfect storm" reshaping the industry: roughly a quarter of agency staff and owners are set to retire in the next four to five years, new agents take months to ramp, and margins are compressing at the same time. Most insurance AI has gone after the carrier side — underwriting, claims, the back office — but SuperAgent is built for the front end of distribution, where the majority of premium still flows through brokers and their customer relationships. She walks through how the product works as a multi-agent system: real-time coaching and AI role-play to bring every rep to the same bar, plus autonomous outreach that resurfaces the thousands of aged leads and former customers most agencies are already sitting on, opens conversations, and drafts quotes for a human to close.
Nik and Vlada also get into the harder questions — where the human stays in the loop, why SuperAgent is built to grow revenue rather than just cut cost, how AI pricing is shifting from subscriptions and credits toward outcome-based models, how roll-ups and M&A are pushing small agencies to become technology-forward, and why being AI-native beats bolting AI onto legacy systems in a multi-trillion-dollar market.
Guest: Vlada Lotkina, Co-Founder & CEO of SuperAgent

In this episode of Terminal Value, I'm joined by Shan Kulkarni, co-founder and CEO of Nullify — an AI-native product security company building AI agents for application security.

We discuss why the old "shift left" promise often created more work for security teams, how Nullify uses agents, Vault, context, memory, and tooling to automate AppSec workflows end to end, and what changes when software starts getting measured like labor rather than seats.

IN THIS EPISODE, WE COVER:
- What application security is, and why legacy scanners create alert backlogs
- How AI agents triage vulnerabilities, validate exploitability, open pull requests, follow up in Slack, and close the loop
- Why Vault and customer-specific context are central to Nullify's product advantage
- Where humans still matter: threat modeling, design reviews, architecture, and stakeholder translation
- Why Nullify's ICP starts around companies with 50+ developers
- Campaigns, campaign lookbacks, and merge-ready rate
- Pricing AI agents against security headcount and operating expense
- How security jobs may evolve as AI takes over more repetitive workflow execution
- Why agentic systems create the next major security surface

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