Martine Casado

“In my experience over multiple products, 80% of the dollars comes from Direct sales, independent of, like, how viral the organic is.”

“Open source needs to be independently complete and functional, like useful for a purpose, totally independently, maybe not all purposes, but if you just, Put it out there, and it doesn't really work, or it doesn't really work for something to get a job done. I…”

“If you're going to be doing tiering based on features, you've got to understand this really early on, and it has to be part of the product development cycle. You've got to make it actually part of the iterative cycle. Like, you have to think about it every tim…”

“Initial outreach, initial branding, initial touch point, top of the funnel, like that can be aided with freemium and open source, but all of the sables Enablement, all of the partner enablement, and the customer certification, and the analyst relationships, ce…”

“There are companies that will take, if you have your phone out, what they'll do is they will use the speaker to send out like a hypersonic Sound that you can't hear, then, sorry, they use the microphone, the speaker to do that, and they use the microphone to c…”

“I think it's going to be a long time before we get rid of any single factor, but I do think that we're seeing multi-factor authentication. That means I try multiple things, like I will do the password, and I will determine where you're coming from and so I act…”

“There are companies that can detect very, very accurately who you are by how you walk just using the accelerometer in your pocket.”

“And I think where, where we've landed is, this is a real disruption. It is changing all of software. It'll look something, place different. But it is still gonna write, require professionals. And I do think that, like, the statement, it'll require professional…”

“Well, I think that's the median. It's the median is two.”

“So one of them is often when you bring the marginal cost of something down, like with compute, you know, we did it for computation and for the internet, we did it with distribution. It increases the TAM a whole bunch. So, so for one, you almost always see this…”

“And I truly believe in five years, we'll look back, we'll come up with a whole new, you know, set of formal ways to build software and they will have strong guarantees and we'll understand them and, you know, there'll be all the tools for it, et cetera.”

“I would say that OpenAI is very much a vertically integrated company now with ChatGPT driving a lot of it. I would say Anthropic, a lot of the usage really is more horizontal, and they're doing a great job of that.”

“I don't remember ever in, like, the history of computer science where we've, like, from an application standpoint, we've abdicated logic. Like, actual, like, application. Like, in the past, we've abdicated resources. Like, you were like, give me compute. Give …”

“Like, if you look at the most common use cases of something like ChatGPT, I think the top one is like companionship and therapy, and then it's like managing my schedule, and it's like the top of the pyramid of need stuff. And then number five is professional d…”

“For the AI wave, yeah, for sure, like, this is extreme, but it will slow down, and then the consolidation will happen, but I guarantee you'll just end up with these great companies that maintain margin, like, AWS still has great margins, you know, Google still…”