Stop Selling Features, Start Selling Outcomes w. Pedro Arellano

<p>In this episode of How They Scaled It, I sit down with Pedro Arellano, Co-Founder and CEO of Wallabi. He shares how his 25-year journey through the data and analytics world led him to build a new kind of business intelligence platform. </p><p><br></p><p>Listen now to learn how AI, accessibility, and empathy intersect to drive better business outcomes, and why simply having more dashboards doesn’t equate to impact.</p><p><br></p><p>00:00:13 — Pedro introduces himself and credits his team</p><p>00:00:51 — Courtney introduces Wallabi and Pedro’s background</p><p>00:01:55 — From WarGames to coding on a Commodore 64</p><p>00:02:45 — Discovering a passion for data in college</p><p>00:03:35 — Early BI landscape: IT-controlled and exclusive</p><p>00:04:45 — Two big disruptions: self-serve tools and generative AI</p><p>00:06:47 — Why LLMs are the next wave in BI</p><p>00:08:11 — The persistent issue of accessibility in analytics</p><p>00:09:41 — Grounding product in real user problems</p><p>00:11:08 — How to find valuable problems worth solving</p><p>00:13:11 — The gradual “aha” that led to launching Wallabi</p><p>00:15:33 — Moving from data access to contextual intelligence</p><p>00:18:29 — Helping users act on insights, not just see them</p><p>00:20:11 — What makes Wallabi exciting: solving existential business questions</p><p>00:22:15 — The first customers: direct sales and digital marketing</p><p>00:24:18 — Translating geek speak to real user pain</p><p>00:26:58 — Balancing vision with user feedback</p><p>00:28:56 — Avoiding the “order taker” trap</p><p>00:30:01 — Thinking through fundraising and growth pace</p><p>00:32:05 — Staying grounded as a founder</p><p>00:36:37 — Human-first culture in a tech-first space</p><p>00:38:11 — Pedro’s advice to new founders</p><p>00:41:48 — Where to find Wallabi</p>