Jay Patel
Age 0 · Ahmedabad, India · co-founder & CTO of AviaryAI
By front loading onboarding with done for you AI demos, Jay Patel turned AviaryAI into a sales engine where new customers see live value in their own workflows before the first renewal cycle hits.
№ 102Exhibit AThe Setup
Jay Patel did not start with a generic AI toolkit, he started by watching buyers stall after the contract was signed. Selling AviaryAI to enterprises was not the hardest part, the real friction showed up when business users were asked to define their own use cases from a blank canvas and then actually wire those into daily work.
Instead of treating onboarding as an afterthought, Jay built AviaryAI's go to market around a customer success strike team that parachutes in and builds the first one or two workflows for every new logo. That pattern repeats his earlier work on Cambio Money App, where he used voice technology to make debt settlement feel like a guided service for underserved communities rather than a self serve tool, and it shows up again at Momentum91 where he sells founders on outcomes instead of raw talent supply.
The Evidence
In a recorded interview about AviaryAI, Jay explains that the biggest hurdle is not executive buy in, it is getting day to day operators to use the platform after the sale and see value quickly. To close that gap his team builds those first couple of live use cases on the customer's own data, then leans on those internal champions to socialize wins and pull in more teams, which shortens the time from signature to visible ROI.
They went a step further and trained an AI agent on notes from previous customer implementations so it can walk new buyers through designing their first workflows without waiting on a human consultant, with Jay publicly targeting a launch window of a few weeks for that self serve layer. In parallel he keeps compounding distribution by positioning himself as a growth operator, from AviaryAI to Cambio Money App and now as Co Founder and Head of Growth at Momentum91, where he uses the same playbook of high touch initial wins plus systematized delivery to win more accounts.
The Mechanism
1. Treat onboarding as the real product. AviaryAI does not just hand over a platform login, Jay's team delivers two working use cases that are specific to each new customer, which creates immediate internal case studies and removes the fear of starting from zero.
2. Turn services into a training set. Every customer success engagement leaves detailed notes about what worked, what data fields mattered, and how users behaved, and Jay feeds that into an AI layer so the next customer can be guided by distilled experience instead of slideware or generic templates.
3. Sell outcomes across companies, not just features within one product. From Cambio Money App to AviaryAI to Momentum91, Jay consistently leads with clear business results for a narrow audience, then builds systems and automation behind the scenes that let those results be delivered faster and more repeatably over time.
The Steal
- Design your onboarding so the first two customer wins are delivered by you, not requested from them, because nothing accelerates adoption like a live workflow they did not have to set up.
- Capture every implementation detail as structured notes, then train internal playbooks or AI agents on that history so each new customer benefits from the last one's learning curve.
- Anchor your pitch around a specific outcome for a specific user, then quietly standardize the delivery behind the scenes so you can scale like a product while still selling like a service.
Case Questions
- How did Jay Patel grow AviaryAI?
- Jay Patel grew AviaryAI by attacking the post sale gap that kills most AI tools: user activation. He deployed a customer success team to build the first couple of workflows for every new customer, then trained an AI agent on past implementation notes so onboarding could be partially automated and repeatable at scale.
- What does AviaryAI do?
- AviaryAI provides an AI powered platform that helps companies design and deploy concrete AI use cases across their workflows. Instead of expecting business users to start from scratch, it guides them through building specific automations and processes that reflect how they already work, which shortens the path from experimentation to real value.
- What did Jay Patel build before AviaryAI?
- Before AviaryAI, Jay Patel co founded Cambio Money App, which focused on helping underserved communities access banking through debt settlement powered by voice technology. That experience of wrapping complex financial workflows in a guided, human like interface shaped how he later approached enterprise AI adoption and onboarding.
- What is Jay Patel working on now?
- Jay Patel is currently the Co Founder and Head of Growth at Momentum91, a DevX company that helps firms hire top tier talent in India and improve developer experience. He applies the same growth mindset there, positioning Momentum91 on clear outcomes for clients and then systematizing delivery so that each win turns into a repeatable playbook.