Reyna: Open-source AI models won't commoditize ElevenLabs due to enterprise complexity
Carles Reina · ElevenLabs: Building an AI Sales Machine & Why We Set a 20x Sales Quota · 20VC with Harry Stebbings · Apr 11, 2026 · at 31:25
Carles Reyna is VP of Sales at ElevenLabs. He addresses claims that cheaper open-source voice models will commoditize ElevenLabs, arguing enterprises lack the bandwidth to manage and operationalize open-source models themselves.
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“A lot of people were talking last year about, like, oh, open source models are gonna take over, like, even on the AI voices space, like, you're gonna get commoditized and so on. And for a period of time, I kind of believed it. I was like, yeah, I mean, There is a point in time, like open source models will take over, like it will be fully commoditized. Great. Like we just need to continue going deeper on the product integrations, full verticalization, distribution, all of the stuff. Great. And what I ended up realizing is like, even if open source models become extremely good at the same quality level that we have, like it is the additional hustle. It is the additional components that like make it very difficult for any organization.”
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