The FDE Playbook for AI Startups with Bob McGrew

In this episode of The Light Comb podcast, Bob McGrew, an early engineer at PayPal and executive at Palantir and OpenAI, discusses the Forward Deployed Engineer (FDE) model, which originated at Palantir and is now gaining traction among AI agent startups. McGrew explains that an FDE is a technical person who works at the customer site, bridging the gap between the product's capabilities and the customer's needs. He details how Palantir developed this model to address the unique requirements of each customer, particularly in the intelligence community, and how it differs from traditional sales-led product discovery. The conversation covers the structure of FDE teams (Echo and Delta teams), the types of individuals best suited for these roles, and how to avoid the pitfalls of becoming a consulting firm. McGrew also explores why the FDE model is relevant for AI agent companies, emphasizing the importance of product discovery and adaptation in this emerging field, and he shares insights on pricing, contract negotiation, and the need for executive buy-in. Finally, McGrew touches on his new role with the US Army Reserve and the opportunities for startups in bridging the gap between AI capabilities and real-world adoption.