AI Strategy for SaaS: Paul Culvenor on Building an AI-Native Business

AI is changing everything about how we build and scale SaaS companies. Some founders are bolting AI onto their existing workflows, while others are completely rethinking how they operate, what I’d call AI-native businesses.

That’s exactly what Paul Culvenor, Co-Founder of Hevi, is doing. Hevi is an AI-powered contract administration platform for heavy industries like mining and construction. But what makes their story so interesting isn’t just the product, it’s how they’re weaving AI into every part of their company, from sales to development to strategy.

Paul joined me on SaaS Founder Stories to break down Hevi’s AI strategy. If you’re a SaaS founder thinking about how to integrate AI the right way, this one’s for you.

Watch the Full Interview with Paul Culvenor of Hevi

Why AI Needs to Be Built into Your SaaS from Day One

A lot of SaaS companies are tacking AI onto their products, but Paul and his team at Hevi took a different route. From day one, they built Hevi as an AI-native business.

Instead of layering AI on top of existing workflows, they asked: How do we build AI into every core function from the start? That means rethinking sales, marketing, development, and even leadership decision-making with AI in mind.

I love this mindset because it flips the script. Instead of trying to fit AI into a system that wasn’t designed for it, you build your SaaS around AI from the start, unlocking a whole new level of automation and efficiency.

Using AI for Strategic Decision-Making

One of the most fascinating things Paul shared is how Hevi is using AI not just for operations, but for high-level business strategy.

They’ve set up ChatGPT’s projects module as a strategic advisor, feeding it everything from financials to product roadmaps. Every month, Paul uploads their latest numbers and asks, “What am I missing?”

Wow. Imagine having an always-on, AI-powered board advisor that can spot trends, highlight risks, and suggest optimizations. If you’re a founder juggling a million decisions, this is a game-changer.

AI in Sales and Marketing: What Works and What Doesn’t

AI is everywhere in sales right now. I don’t know about you, but I get 20+ AI-generated cold emails a day from tools promising to "10x my pipeline." But Paul and the Hevi team are taking a more trust-first approach.

Rather than spamming leads with AI-generated outreach, they use AI to:

• Enhance their content marketing (blog writing, image generation)
• Record and optimize thought leadership (just like this podcast!)
• Support their brand positioning without losing authenticity

This is such an important takeaway. AI is a powerful sales tool, but if misused, it can erode trust. In niche B2B markets, relationships still matter, and AI should enhance, not replace, that.

How AI is Transforming SaaS Product Development

If AI is transforming sales and strategy, it’s completely reshaping software development.

Paul’s team uses tools like Cursor, GitHub Copilot, and Replicate to accelerate development. Instead of spending weeks building prototypes, they can spin up working versions in days.

This is especially huge for small teams. Imagine cutting weeks of development time just by having AI assist with coding, debugging, and generating prototypes.

But here’s what really stood out: AI isn’t replacing developers—it’s making them exponentially faster. The team still manually reviews AI-generated code, ensuring security and quality.

For SaaS founders, the key takeaway is this: AI won’t replace your dev team, but if you’re not using it to speed up your roadmap, you’re leaving a massive opportunity on the table.

The Future of AI in SaaS: What Founders Need to Know

Paul and I talked about where AI is headed, and honestly, it’s moving faster than most founders realize.

Here’s what’s coming:

• AI-powered assistants will automate even more business functions
• LLMs (Large Language Models) are getting cheaper and more powerful
• The real value is shifting toward AI-powered apps, not just AI models

One of my favorite takeaways? AI won’t replace founders, but founders who don’t embrace AI will be outpaced by those who do.

Paul made a great point: If you’re not using AI yet, someone else in your market is, and they’re moving faster than you.

Final Thoughts: Do You Have an AI Strategy?

AI isn’t just a tool, it’s becoming the foundation of how SaaS businesses operate.

Paul and Hevi are proof that going AI-native isn’t just possible, it’s the smarter way to scale. From using AI for strategic decision-making to accelerating development and marketing, they’re showing what’s possible when AI is baked in from day one.

So let me ask you: Do you have an AI strategy for your SaaS?

If not, let’s change that. Book your free AI Strategic Planning Session today and start building a smarter, AI-powered business: