Jonathan Moss, EVP of Growth and Partnerships at Experity, joins Kyle Norton to lay out the six layers under every agent his team runs: data, the brain, intelligence, orchestration, agents, and the interface. He built them in the wrong order first, starting at the agent and working down to the data. Topics include the GTM Intelligence Center that lets anyone at Experity pull a three-year trend with insights in under 30 minutes without RevOps in the middle, the decision that almost put the company's business logic and IP inside a third-party product, and running all of it in HIPAA-regulated health tech on Snowflake and AWS AgentCore. Plus, why budgeted headcount rather than an ROI pitch got the data team engaged, the shift from functional RevOps silos to acquisition, expansion, retention and value realization pods, and a tour of his personal stack of 121 agents and 57 skill files. Key Takeaways: - Build your system from the data up if you want durable results you can build from. Jonathan's six layers run from data at the bottom to the interface at the top. His framing: "if you're not thinking about the system that you're building, you're not going to be able to scale it." - AI added to an existing process costs an extra step, and rarely revolutionizes anything. As he put it: "AI is not something that you add into an existing process because then all you're typically doing is you're just adding one extra step or one extra layer, but you're not really solving the business outcome or the root problem." - The AI brain is the one layer you do not hand to a vendor. Experity came close to putting its business logic and company context into a third party before Moss pushed back: "one of the decisions that was almost about to be made was we were about to put all of this into a third party. And I was, and I was like, whoa, whoa, whoa, before we do that, how are you going to port it over to something else?" He is not against buying a platform, but he applies one test: "the portability is the most important factor if you're going to do it." Connect with the Hosts & Guests: Host: Kyle Norton, CRO & Advisor - https://www.linkedin.com/in/kylecnorton/ Guest: Jonathan Moss, EVP of Growth and Partnerships at Experity - https://www.linkedin.com/in/mossjonathan/ The Revenue Leadership Podcast is more than a YouTube Channel: Subscribe to The Revenue Leadership Podcast Newsletter: https://www.therevenueleadershippodcast.com/ Subscribe to Topline Newsletter: https://toplinemedia.substack.com/ Tune into The Revenue Leadership Podcast: https://www.therevenueleadershippodcast.com/ Chapters: 00:00 Introducing Jonathan Moss 02:08 The Six Layers Of The System 09:49 Redesign The Work, Don't Add AI 11:41 RevOps Becomes Revenue Product 14:59 Building The GTM Intelligence Center 20:02 The Stack And The Vendor Near Miss 26:58 Getting The Data Team To Say Yes 32:18 Solving Agent Sprawl At Scale 42:11 The Four Levels Of AI Maturity 45:51 Org Design: Pods Over Silos 51:49 Hiring Generalists Over Specialists 55:28 What The New Revenue Leader Owns 58:44 Inside A 121-Agent Personal Stack 1:04:07 Memory, Crons And Moving To Grokbot 1:15:08 Virtual Cards For Agent Purchases

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