Enterprise

“And these complicated business processes in enterprise run on exceptions. You have like one happy path, and that's like, that applies to like, 20% of things, and then 80% is an exception.”

“I don't, because I think it, especially in the enterprise, they want provisions and protections that potentially open weight models, especially those that come out of China, cannot provide. Around indemnification, for example, and output inference, and it's go…”

“Businesses that will say, well, you know, we do a lot of commodity tasks, but there's a couple of very high volume specialized tasks. That only we do. And for those, your commodity model won't be good enough. Your frontier model will be too expensive. And so t…”

“However, I do think for that, most of the enterprises are going to have a second look at the idea of sort of seeding their software development lifecycle to a provider who is one, likely to be model locked, and two has an existing sort of history or pattern of…”

“So very classically, if you view your competitive set, say the large labs will basically subsidize or give away the single surf tier. But then they actually have, they command great margins in third party and they command great margins in the enterprise.”

“What's interesting with AI is if you look at what the companies are doing today, which is going after enterprise, that is where the business is, that's where the money is, and I'm a big company spending millions and millions of dollars with Anthropic or OpenAI…”

“I don't think that's going to be the case in a year. I think people are going to be much more demanding, especially, again, I go back to the point I made earlier about the incentives for the companies to get this right. Their business is being driven by big en…”

“The consumer version of this has not been driving the way that enterprise has. And, you know, OpenAI started down that path and then realized, you know, from a business perspective, they needed to focus on enterprise and shifted. And now that's what they're do…”

“We really think that the kind of rational architecture and the one that is emerging is that for jobs that have unlimited upside, like sales or product, you always want to use frontier tokens. And the reason for that is you just don't know what the value of the…”

“Interesting thing about legal. It's the largest budget line item in the enterprise kind of budget, right? Sometimes three to four times other budgets and it's forever. There's always more money for legal.”

“Enterprises are not ready to adopt this stuff we're talking about. Even the best of the best sales teams are having problems convincing the human factor in all of these organizations to adopt this stuff.”

“Really in the earliest days of your company, everyone who takes a chance on you is taking a chance on you, not just your investors or your employees, but also your early customers, particularly in enterprise space. So you want to make sure you mesh with someon…”

“What you will realize is these 10 to 15 tools that every enterprise is paying for, actually they are not using more than 15 to 20% of their tools capability.”

“So I think the first round of disruption and transformation that is going to happen is enterprises are going to look for Platforms and tools and products which can give end-to-end capability. They don't need to go too deep, but it should be one.”

“I think there's still a bunch of experiments going on over there, and it'll take time before people get really comfortable. Unleashing agents in the enterprise.”

“The end client is a decision maker. They decide what technology stack will be used, and BPO is just doing that. So trying to sell to a BPO doesn't make sense. You have to go to the end enterprise.”

“There are AI Boards at every enterprise right now saying like, here's what we need to buy and we need to do it by X period of time. And that surely will go away, but there is this moment of like crazy, you know, kinetic energy inside of big companies.”

“And kind of where I see most enterprises at, I think they are likely Years away from being able to do anything that, that sophisticated.”

“And I think they view it probably as more of an opportunity than they did the cloud in terms of the potential impact on their business. I think they probably view it more as a threat than they did the cloud.”

“I think a lot of enterprises are going to move that direction, make their own models, make their own branded intelligence. Your brand is a big part of your moat, and that model will, like, be a way your brand carries around.”

“And then I think the next wave is what are the projects and people that should actually get outsized pieces of a token budget. And what is that return on investment? Is this sort of next shift that's coming? It'll take some time though. I mean, many people are…”

“I think the enterprise's ability to absorb this or digest this or perhaps leverage this to their advantage depends on their ability to create training data as fast as they can. And I think not enough people are focused on training data.”

“There's going to be a huge transformation now in AI. It's not going to take a year. It's not gonna take two years. Enterprise takes time. It's gonna take five, 1015 years.”

“Out of a hundred enterprises you're going to talk to only probably five to 10 of them will even consider working with a startup.”

“When people, when enterprise tells you, Hey, you need more logos. The reason is probably different. Okay. Now the more logos you have, the easier it is because you have credibility. So they'll start by thinking that you probably have something to offer them, b…”

“It's not only true that they're terrified of working with the frontier labs, but they're also terrified of working with the Chinese open source.”

“And very often we do find that the right kind of agentic products built on top of existing models is the right high ROI decision for most enterprises.”

“OpenAI builds amazing products really fast, but also it kills them really fast. So I don't think enterprises are at least enterprise in these industries looking for that really fast”

“And the enterprise actually right now we're like nowhere near the level of intelligence needed for the vast majority of enterprise tasks.”

“A huge difference between SMBs in general and enterprises is that in SMBs there's nobody to use the tools. Like you can build a tool, but there's nobody sitting there that's going to use it.”

“When that implementation will happen, which my guess is over next 12 to 18 months, we'll start seeing some, the earliest signs about the validation of the efficacy of that. Right, that the, what ROI one is going to generate.”

“And I actually think it's a better time than ever for smaller companies to be selling into the enterprise with agents, because if those agents can tackle one discrete problem and do it incredibly well, that frees up the humans to do other things, there's a rea…”

“And then you have enterprises who are creating agentic workloads, and that's where we feel we are still early, because I have not seen Agentic applications, whether you look at airlines, right, you look at your banking applications, whichever bank you use, you…”

“Using this stuff out of the box, everyone, no enterprise actually sees any kind of value realization. Like they don't, things don't work well.”

“I think at first people opened up and said, everybody, as much tokens as you want. And in enterprises, there's no open loop. We don't give sort of any resource unconstrained to people. And now we're jumping on and saying, whoa, all right, these guys should hav…”

“Not being transparent.”

“The limits are going to be a tolerance for error, a tolerance for costs and a tolerance Again, for like what will be acceptable within the organization of having that thing do versus having, you know, a human do it.”

“The ability to absorb and adopt the tools is going to be the limiting factor for years to come. And I think that the capabilities of these models is already so far ahead of our ability in most enterprises to just absorb and adopt change that that is like the w…”

“Most of the usage that we're seeing is actually coming from inside the enterprise.”

“I think there's going to be a buying frenzy in the enterprise, not just with the Neo clouds and the hyperscalers. I think the enterprise is going to be a buyer.”

“There's a growing portion of tasks in the economy and within these enterprises where you just don't need a frontier model, and oftentimes you don't even need anything close to a frontier model.”

“And you really can't do it fully without some, again, I think there needs to be subsidy from the government and or, and mostly enterprise.”

“Like enterprises are not willing to put up their pre-deployment agents on the arena for the general public to come hit. They're fine if it's, you know, 20 people that, that we've kind of handpicked from the arena.”

“I think as we think things evolve the next 12 to 24 months, people will switch from one set of products to another because something will emerge as a better product.”

“A lot of enterprises will realize so many of the tasks that we're doing, we don't need the very frontier to do it. Like, and we can do it much faster, much cheaper with these open models.”

“Phase three is the hangover, where you go and look at the bill, and it's like, oh my god, we are spending so much. I have no idea what the ROI is. Does this, like, is this helping our business? That's where a lot of these companies are at now”

“Today, in this bucket that I mentioned is a company that gets to a hundred million ARR in two years with less than 50 people. That founder persona is generally not a 1520 years experienced veteran in the enterprise. It's generally a much, much younger persona …”

“Non-human identities will explode that I feel confident about.”

“Enterprises are actually looking for solutions to their problems. And quite often what happens is the big companies that they're working with, the managers, the VP and below levels, like the directors and managers, they actually don't approve of the, Call it t…”

“I think we're now probably on a, like a bit of a, the start of a downturn in terms of people perception of agents. And I think later by like Q three and four, we're going to see another major capabilities jump and the tools will get a lot better. And I think w…”

“If you take any company in the world today and you will see, we'll look at the AI adoption there, you will actually see that they start using AI. In a first percents of the volume in the first percents of the use cases. So if you take any large company, even p…”

“We believe long-term better positioning for going to enterprises where we believe eventually a lot of demand will come from. Again, now most of our segment is working. It's AI natives working with AI natives, but we have a huge economics, a huge market of ente…”

“One of the largest things that people underestimate both in the context of AI labs as well as within the enterprise is how significant of a job category it is going to be to train agents.”

“Nobody's signing up for more than like one year deals with the labs.”

“Of these categories, I would say roughly at this point, over 50% is the autonomous coding agents and assistants in the average enterprise. Then probably 45% is is those low code automations. And the last two percent are really the first party ones that they're…”

“If you're not building some kind of controls that are built for these systems, then you're either gonna end up limiting them a lot, making them almost much less useful to the enterprise, or you're gonna miss a lot of pretty dangerous things that they might be …”

“I think the enterprise itself, you know, I'd hesitate to say, I don't think we do much with the enterprise today by the more traditional definition of like thousands and thousands of employee companies. I don't think those companies in general are like, Yet di…”

“I think in the enterprise, it's very similar and it moves faster, but like change management dictates success in the enterprise more than technology.”

“The sales process is similar, but the time interval of the sales process is very different. Where like an AI native, a process that might take just naturally six to eight weeks in enterprise is like five to eight business days because there's just so much cont…”

“Like right now, I'm not aware of in an enterprise environment where they're not able to run the things that they've built, ok? So they haven't run into that, you know, we'll call it the token limitation or the compute limitation. They've run into that we've sp…”