Tobias Zwingmann

RAPYD.AI

Independent AI consulting to create profitable AI solutions to innovate and grow your business. Fast.

Managing Partner

O'Reilly Media

Author and Instructor

LinkedIn

LinkedIn Learning Instructor

D2A2

Chief of Research - Applied AI

Springboard

- Helping Springboard as a subject matter expert in AI, especially for data analytics
- Mentoring students who want to switch careers to data science / data analytics 
- Top Mentor Award in 2021 (Springboard Inspire)

AI SME & Data Science Mentor

Insurgence

Partner

Toptal

Independent Consultant

Data Science Dojo

ML/AI Instructor

Deutsche Messe AG

Systematic retrieval, analysis and utilization of (unstructured) data from diverse sources to build new products and processes.

- People movement analytics 
- Computer vision with focus on text retrieval

Senior Data Scientist

Building & maintaining predictive models. Generating and communicating insights about customer trends and behavior to product owners and senior management.

- Churn Prediction
- Next Best Offer Recommendations 
- Customer Segmentation
- Visual Analytics

Data Scientist

Leading various international trade show projects in e.g. China, India, Indonesia, Mexico, Myanmar, South Africa, South Korea, Turkey.

Project Director

Deutsche Messe Dubai Branch

Management Trainee

Author of AI-Powered BI (O'REILLY) | AI Coach & Mentor | I help organizations leverage AI and use data more intelligently to improve business performance. Sharing AI use cases & learnings.

I didn’t start my AI/ML journey doing “Profitable AI”.

I started it as a Data Scientist who built models that looked impressive on paper:

– Customer churn prediction with 95% accuracy ✅
– Next-best-offer systems with 15% uplift ✅
– Data-driven B2B products generating 6-figure revenues from day one ✅

But the hard lesson I’ve learned after 10+ years at the intersection of business and technology is that none of this matters if you can’t show results on the bottom line.

I’ve spent the last 5+ years in applied AI consulting where my work has taken me inside global enterprises in automotive and insurance, mid-sized companies with 500–1,000 employees, solopreneurs aiming to double their output, and small business owners uncovering $10k+ monthly savings in unexpected places. 

The contexts differ, but the patterns of what makes AI succeed (and fail) remain remarkably consistent.

Success is not about:
- Chasing the next shiny AI tool
- Hiring data scientists from Silicon Valley
- Hoping IT will figure it out

It’s about applying the principles of Profitable AI to deliver outcomes that matter: doing things faster, at lower cost, with higher quality — or scaling what you do to entirely new levels.

Along the way, I’ve shared many of these lessons in my books AI-Powered Business Intelligence (O’Reilly, 2022) and Augmented Analytics (O’Reilly, 2024), as well as in my weekly newsletter that is now read by 10,000+ professionals at companies like Google, Amazon, Gucci, H&M, Santander, and Mercedes-Benz.

So If you’re tired of the shiny AI demos and want to see it deliver real results instead — I think you found a good place.

We help you build amazing AI products faster.

Gemini 3 is making a lot of noise. And it's a really great model. "Is it better than GPT-5?!" My take: Use whatever works for you. Both are LLMs, both have their quirks. But if you want to know where each shines, here's what I found:

Gemini 3 = Messy Inputs → Clean Outputs
Throw it chaos: screenshots, transcripts, logs, mixed documents. It's great at compressing that mess into structure. Best when you're very specific about the output format you want. Seems like if you need to organize messy information, call Google.

Examples:
- Summarizing multiple meeting recordings into structured notes
- Extracting data from a messy pile of PDFs, screenshots, and spreadsheets

GPT-5.1 = Clean Inputs → Complex Thinking
Give it organized information and let it reason. It's great at planning, narrative, and multi-step decisions. Best when the task itself is complex, not the input.

Examples:
- Writing code (though Claude still beats it here)
- Building a strategy doc from a clean brief

Scenarios to combine both:

1/ Competitive analysis
Gemini 3 gathers data from competitor sites, pricing, and reviews; GPT 5.1 delivers the strategy

2/ Client onboarding
Gemini 3 cleans and organizes intake docs; GPT 5.1 produces the project plan

3/ Sales pipeline review
Gemini 3 compiles CRM data, calls, and emails; GPT 5.1 spots trends and recommends actions.

Don't try to find "the" best. 
Find whatever works best for you.

Fun fact: The infographic was done by me with Gemini-3 image gen ("Nano Banana"), first shot, Prompt in comments.

AI Advisor | O’Reilly Author | Instructor @ LinkedIn Learning | I find & realize profitable AI opportunities – here to share wins, fails, examples & frameworks.

I see a lot of confusion around AI workflows, AI agents, workflow automation, and agentic workflows. Most people can't even tell the difference. Which isn't a problem until you want to build an AI solution that is neither over-engineered nor insufficient.

So I put together a quick guide that breaks down each type and when to use what, along with a few examples.

Read the full blog post here: https://lnkd.in/erYqeVPi

AI Workflows vs. AI Agents

ChatGPT launched today 3 years ago. ONLY three years I should say. Feels like a decade compressed. To catch you up on what’s happened, I generated this little timeline with the help of ChatGPT Deep Research, had Gemini 3 double-check it, and Claude 4.5 generated the PDF.

Tasks like this would have taken a whole day in the "old" world.
Now done in less than 60 minutes with AI.

We're still far away from AGI.
But I don't care.
We're living in the most exciting timeline.
And I can’t wait to see what this timeline looks like 3 years from now.

3 Years Since ChatGPT

A while ago, I shared the AI Profit Stack – a simple framework to assess whether your AI projects are actually creating profit. People loved it, clients used it. Then someone asked me:

“How do I apply this to my Copilot licenses?”

Short answer:
You don’t.

Long answer:
Trying to measure all AI with the same ROI formula is exactly how you end up with fictional numbers, cynical finance teams, and AI steering committees that debate themselves into extinction.

Today I've shared the fix I'm using now in every client engagement – and the one I want you to have too.

Find it here here:

Open article: The Two Tracks of AI ROI by blog.tobiaszwingmann.com

How to separate 'AI that helps' from 'AI that pays'

LogicMonitor

I lead our Benelux & Nordics business — my primary focus and a core growth region for EMEA.
I build the systems, people, and rhythm that drive new-logo acquisition, customer expansion, and ARR growth across (strategic) enterprise and MSP segments.

To scale faster, I’ve built our regional channel motion from scratch, creating a partner ecosystem that accelerates enterprise pipeline and strengthens our presence in strategic accounts.
I also handpick and lead our Benelux & Nordics marketing investments, aligning campaigns and events directly with sales priorities.
A key focus is helping customers scale through AIOps and automation, translating observability into measurable business outcomes like efficiency, uptime, and ROI.

Beyond the region, I lead LogicMonitor’s EMEA MSP strategy — a high-impact and cross-regional vertical representing a significant share of revenue — and contribute to global initiatives that raise company-wide performance.

Key initiatives in 2025:
► Redefined how we build business cases that CFOs actually believe, tying value to payback and financial impact.
► Launched and led the first AI Heroes Program, a cross-functional enablement journey spanning circa 10 teams globally to accelerate our customers' AIOps adoption and engagement.

While systems and data create structure, culture drives performance.
I’ve rebuilt a strong Benelux & Nordics identity where learning, camaraderie, and fun are central to how we operate and win together.

We succeed through entrepreneurial drive, creativity, grit, hard work, and data — creating an environment where clarity and culture compound into performance that lasts.

Journey so far: 
► FY24 | 114% team attainment, promoted to Regional VP Sales
► FY23 | President's Club, Top Sales Manager of the Year at 110% team attainment
► FY22 | President's Club, #5 Account Executive Globally at 142% individual attainment
► FY21 | Started as first individual contributor hire (Enterprise Account Executive) in Amsterdam

Regional VP, Sales

First-line leadership role with full ownership of LogicMonitor’s MSP and Telco segment across EMEA, representing roughly 50% of regional revenue.
Responsible for direct ARR growth across Northern Europe and for building a scalable MSP sales system that unified regional teams and created a repeatable playbook for growth.

Managed a team of Enterprise and Strategic Account Executives across the Benelux, UK, and Nordics, using MEDDPICC and Command of the Message for qualification, forecasting, and value framing.
Focused on turning a fragmented vertical into a consistent performer through structure, rhythm, and belief.

Key achievements:
► Re-segmented TAM by business intent and executive priorities, improving focus and efficiency.
► Implemented a small-group events strategy that generated high-quality pipeline and shortened sales cycles.
► Built local executive communities to engage with ICPs directly and refine messaging based on real buyer insight.
► Standardized new value propositions linking observability and automation to measurable ROI.
► Created new commercial programs tailored to executive priorities, driving conversion and retention.
► Trained and enabled sales and cross-functional teams, raising collaboration and execution quality.
► Increased win rates to 40%, the highest in the vertical’s history.

This role transformed the MSP business from a fragmented segment into one of LogicMonitor’s most consistent growth engines — and became the foundation for the EMEA-wide MSP strategy I now lead as VP.

Sales Director, Northern Europe

This is a first-line sales management role. I'm tasked with growing both the MSP & Telco team's ARR (direct sales) and building out a new Channel sales motion (indirect sales) across EMEA. Managing a team of 5-6 Enterprise and Strategic Account Executives across the Benelux, UK and DACH.

Achievements in this role:
► Top Sales Manager of 2023
► President’s Club Winner
► 110% annual team quota attainment
► 60% of reps over 100% and P-Club Winners
► 150% increase in channel-generated pipeline
► Promoted to EMEA Senior Leadership Team

Sales Manager, Northern Europe

Building a brand new EMEA mid-market team from the ground up. Hiring, developing and coaching 7 talented AEs. Reps are based out of the UK and the Netherlands.

► Doubled revenue from $500K to $1M ARR in 6 months

Sales Manager, Mid-Market EMEA

Fully responsible for managing, onboarding, developing and coaching a team of 3 reps in Amsterdam.

Dedicated about 60-70% of my time to the Team Lead function, whilst spending the remainder of my time successfully closing out my Enterprise AE role. 

► Got promoted into EMEA Management Team

Team Lead, MSP & Corporate Sales

Achieved 142% of quota whilst taking on the Team Lead role in parallel.

►  Finished the year as #5 AE (out of ca. 150 worldwide)
►  Awarded President's Club
►  Awarded Best AE in Northern Europe

Senior Enterprise Account Executive

Started as the very first AE in the new Amsterdam office to cover Northern Europe. Helped build the region from the ground up.

Enterprise Account Executive

Integrand

Member of The Supervisory Board

Revenue Collective

The Revenue Collective is a private, invitation-only member organization exclusively for top sales, marketing, and operations leaders and executives worldwide.

Associate, Amsterdam Chapter

TeQflo | Modern IT & Business Consulting

Leading our company-wide sales and business development efforts.

► Acquire new midsize and enterprise clients
► Sell SaaS solutions and consulting services
► Outbound prospecting and pipeline generation
► Renew and drive overall go-to-market strategy
► Design and implement bizdev strategy
► Build out new demand generation processes

Head of Marketing and Sales

TeQflo is a modern IT & business consulting company. We help B2B customers connect the dots between technology, revenue and management. Because ultimately, that's how you drive profitable growth in the Digital Age. Typically, we work best with executive leaders, IT leaders and commercial leaders.

We're not like your standard consulting company. Our solutions combine the strengths of IT consulting, management consulting, and revenue growth consulting - all under one roof. And we work with our customers from strategy, to implementation and day-to-day operations. Our strength lies in swift and effective execution. We feel that's how we can make the biggest impact on your company's bottomline results.

► IT & Tech: Implement CRM, ERP, Marketing Automation and Analytics & BI solutions
► Revenue: Modernize and enable Marketing, Sales and Customer Service teams
► Management: Develop leadership and employees, improve organizational performance

We’ve partnered up with leading tech companies like HubSpot, Google, Microsoft, Zoom and Shopify. For more information, please visit www.teqflo.com.

My role:
- Manage and grow TeQflo Netherlands.
- Full P&L responsibility.
- Member of the Group's Management Team.

Country Manager, Netherlands

Next to my role as Country Manager Netherlands, I also work directly with our midsize and enterprise clients on problem solving and accelerating profitable growth. 

I specialize in scaling B2B sales organizations and driving revenue growth by using modern tech productively:

► CRM, MarTech and SalesTech
► Go-to-market strategy
► Inbound marketing
► Data-driven sales management
► Modern sales enablement
► SDR and BDR organizations
► Inside sales transformations
► Channel sales and partner programs

Management Consultant, Revenue Growth

HubSpot

Responsible for driving new business sales throughout EMEA with a focus on Benelux/Nordics regions. About 50% of revenue came in through full-cycle sales and 50% through partner-sourced deals. Mostly mid-market and enterprise customers. 

Carried a quota of ca. $1.1 million ARR.

Senior Channel Sales Manager

Channel Sales Manager

Responsible for generating net new business in the Benelux. Carried an annual quota of ca. $450.000 ARR. 

Overperformed through relentless outbound pipeline generation and a high win rate. 

Successfully sold the social selling methodology and Sales Navigator to mid-market and (small) enterprise customers.

Account Executive, EMEA & Benelux - LinkedIn Sales Solutions

DoubleDutch

DoubleDutch is an award-winning provider of  SaaS platforms and mobile event applications, with a unique focus on capturing and surfacing data from live events. The first to bring a data-driven technology approach to the event industry, DoubleDutch excels at processing vast amounts of mobile app engagement data into unique, actionable insights to better serve customers, partners, and other event stakeholders.

Account Executive, Benelux & Nordics

DoubleDutch is an award-winning provider of mobile event applications, with a unique focus on capturing and surfacing data from live events. The first to bring a data-driven technology approach to the event industry, DoubleDutch excels at processing vast amounts of mobile app engagement data into unique, actionable insights to better serve customers, partners, and other event stakeholders.

Senior Enterprise Sales Development Representative

Plashr

As a side project my business partner and I founded Plashr. Plashr is an online marketplace where video gamers can safely share, sell and rent out their physical games and gaming gear.

Co-founder

Quintiq

Every business has its supply chain planning puzzles. Some of those puzzles are large. Some are complex. Some seem impossible to solve. Since 1997, Quintiq has been solving each of those puzzles using a single supply chain planning & optimization software platform. Today, approximately 12,000 users in over 80 countries rely on Quintiq software to plan and optimize employees, logistics and production. Quintiq has headquarters in the Netherlands and the USA, and offices around the world.

Business Development Assistant

Philips

In this position as intern at Philips' Consumer Lifestyle division, I mainly support the Key Account Manager for online retailers in his daily work.

Sales Internship

VP Sales at LogicMonitor | Turning Strategy into Systems and Teams into Winners | SaaS • AI • AIOps • EMEA

I’ve led several teams that went from underdogs to top performers, by fixing the system and developing the people.

I'm good at fundamentally improving how SaaS and AI companies go to market.
I spot what’s not working — be it segmentation, messaging, enablement, or channel design — and build creative, scalable systems to fix it.
I stay close to execution until it works, combining strategic design with hands-on problem solving.
I’m an Architect, Builder, and Challenger at heart — I like questioning assumptions, testing ideas, and proving what works before scaling it.

Over the last decade in SaaS and AI sales, I’ve learned that growth comes from clarity: clear systems, clear priorities, and clear rhythm.

At LogicMonitor, I lead the Benelux & Nordics business, driving new-logo acquisition, customer expansion, and ARR performance across enterprise, strategic enterprise and MSP sales.
I’ve also built our regional channel motion from scratch, led marketing investments, and developed AIOps and automation initiatives that deliver measurable outcomes.

Beyond the region, I lead our EMEA MSP strategy and run commercial innovation programs like the AI Heroes initiative and CFO-grade business-case redesigns. Both initiatives were created to raise credibility and accelerate AI adoption worldwide.

I’m entrepreneurial and hands-on, but structured.
I believe great teams grow through discipline, creativity, and ownership — and that clarity and culture are the real multipliers of performance.

Core strengths:
► Go-to-Market Architecture – Fixing what’s broken in segmentation, messaging, and enablement, then designing scalable systems that work.
► Revenue Leadership – Driving ARR, win-rate, and pipeline growth through structure, rhythm, and hands-on execution.
► Sales Playbook Design – Turning strategy into repeatable motions and operating cadences that compound performance.
► Commercial Strategy – Blending creativity and data to craft business cases and programs that move executive decisions.
► Channel & Partner Growth – Building indirect sales motions that expand reach and accelerate enterprise pipeline.
► Team Development – Creating belief, clarity, and accountability that turn underdogs into top performers.

Want to get in touch? Shoot me a note at vincent.onderdelinden@logicmonitor.com

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