How Augment Code achieved 80%+ win rates | Matt McClernan

Augment Code is pioneering AI tooling for professional software developers in enterprise environments. The company has built infrastructure that understands complex codebases better than individual developers, targeting a massive market undergoing fundamental transformation. In this episode of Unicorn Builders, I sat down with Matt McClernan, CEO of Augment Code, who joined as CRO in November 2024 and transitioned to CEO in July. Matt shares how Augment carved out differentiation in an explosively hyped market, achieved an 80%+ competitive win rate, and why the biggest competitors might actually be validating their market opportunity.

Topics Discussed

• The decision to join Augment as CRO in a crowded, hype-filled AI coding market 
• Building ICP definition and sales process from scratch in the first 90 days 
• Achieving 80%+ win rates in competitive scenarios by focusing on complex codebases 
• Navigating "coopetition" with frontier labs (Anthropic, OpenAI) similar to hyperscaler dynamics 
• Hiring mission-driven sellers willing to embrace risk and uncertainty Understanding enterprise 
• AI adoption phases across Fortune 100 to tech startups 
• Transitioning from CRO to CEO and the personal growth required

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