In this episode of Tank Talks, we dive into one of the most significant shifts happening in tech right now: the rise of AI agents.

Our guest, Adam Coccari, has a front-row seat to the AI transformation as the Managing Director of HubSpot Ventures. But what makes Adam’s story so compelling is how it began, not in boardrooms, but in a classroom, teaching 4th-grade math. From building an educational gaming app with no tech background to helping launch Microsoft’s venture fund, Adam’s journey is anything but typical.

We explore why agentic AI is reshaping how work gets done, which sectors are already feeling the shift, and how founders can build winning SaaS companies without bloated teams or massive rounds. Adam breaks down what separates lasting startups from hype-fueled flashes and shares tactical advice for early-stage founders navigating the AI-powered future of business.

From Teacher to Tech: Adam’s Unusual Path to Venture (00:01:54)

* Why building a math app for kids led Adam into tech

* Lessons from the classroom that still shape his leadership today

* How “Math Evolve” became a top-ranked game and what went wrong

Cloud, AI & Lessons from Microsoft (00:09:07)

* What Adam learned working on Azure before it was cool

* How B2B sales, marketing ops, and funnels really work

* The early power of machine learning in enterprise use cases

Inside Corporate VC and the M12 Playbook (00:11:59)

* What most corporate venture arms get wrong

* Why being “just strategic” isn't enough anymore

* How M12’s independent structure helped them win deals

Why Agentic AI Is Having Its Moment (00:21:46)

* What makes AI agents different from traditional automation

* Why back-office work is ground zero for agentic disruption

* Real examples in bookkeeping, AR, customer service, and more

Building AI SaaS in 2025: What Founders Need to Know (00:24:31)

* The rise of vertical SaaS powered by AI

* What “experimental ARR” means and how to see through it

* Why speed, execution, and domain knowledge beat scale

How Startups Should Think About Go-To-Market (00:27:10)

* Why PLG-first startups may scale to enterprise better than top-down players

* What metrics actually matter in early-stage AI SaaS

* Why a 3-person team can now do what used to take 30

What Investors Are Looking For Now (00:34:08)

* What Adam really looks for in AI founders

* How he spots resilience, vision, and product intuition early

* Why founder-market fit is more important than ever

Partnering, Platforms & Navigating Corp Dev (00:41:28)

* The truth about working with big platforms as a startup

* How to think about M&A as a long-term signal, not a strategy

* Why transparency and trust still matter in the AI era

This isn’t just another AI hype episode. It’s a real look into how work, software, and venture are changing fast. As AI rapidly reshapes how businesses operate, startups and incumbents alike stand at a crossroads: adapt or fall behind. Adam Coccari makes it clear: Agentic AI isn’t on the horizon; it’s already here, transforming how teams handle back-office tasks, optimize workflows, and scale faster with less. The question is: will companies embrace AI as a force multiplier, or get left behind in an era where agents don’t just assist, they execute?

About Adam Coccari

Adam Coccari is the Managing Director of HubSpot Ventures, where he leads investments in early-stage SaaS and AI startups. He was previously a founding member of Microsoft’s M12 venture arm and led venture efforts at Intuit. Adam began his career as a math and technology teacher, where he created the hit educational app Math Evolve, featured globally by Apple.

Today, he focuses on backing bold founders building AI-native applications, with a special eye on agentic workflows, vertical SaaS, and B2B automation. His mix of product intuition, startup empathy, and platform strategy makes him one of the most thoughtful voices at the intersection of SaaS and AI.

Connect with Adam Coccari: https://www.linkedin.com/in/adam-coccari-9932a134

Visit the HubSpot website: https://www.hubspot.com/ventures

Connect with Matt Cohen: https://ca.linkedin.com/in/matt-cohen1

Visit the Ripple Ventures website: https://www.rippleventures.com/

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit tanktalks.substack.com