Figma

“I firmly believe a big chunk of Replit and Lovable could have been Figma's if they'd done it.”

“This is my theory behind why like Claude design was strategic. While it's not like a massive amount of revenue for Anthropic, like not probably not a significant amount of revenue. It does get the design team to really care about Anthropic models. And so the c…”

“We see Claude Design has actually really started to eat away at Figma.”

“And I'll make this prediction here, that you're going to see some of the major customers Of Anthropic and major customers of OpenAI. I'm talking about the eight and nine figure customers, people spending fifty million, a hundred million a year. They're leaving…”

“To be honest, I let the team do whatever is best for them, and this is a trend I've just observed amongst almost everybody, is that cloud design has done a great job. People really like using it, it's easy to use, and we've just had a natural movement towards …”

“Now with that option, if you have any fear that they're going to take everything that you're giving them because you're using their models and then recreate your business, you now have an option. And I think that's gonna, that can slow things. Again, the speed…”

“The bar is in the, is, is better than the top Team could do on figma in 30 days. The bar is what can we do with nobody in an hour? Or 10:05 minutes. It's pretty good.”

“Figma's tracking million dollar deals, right?”

“Anthropic's chief product officer had actually even served on Figma's board and didn't resign until three days before the launch of Claude Design.”

“And I think that we're in a temporary phase of people really, you know, getting excited about what they can do with AI. But not yet realizing all the limitations that they have”

“We're seeing so many engineers now just get interested in Figma. And as that happens they're starting to really pick it up because you go build something really fast.”

“And the evals we're running on stuff we're doing, stuff others are doing, like a lot of it is inherently non-verifiable. It's like, gotta be human judged at the end of the day. And you can set up more automatic methods for that, but you still have that human i…”

“We have like something called Figma Weave, for example, where you can take model outputs and you can pass them through a workflow and really steer it along the way. And that can get you closer to, I think non-deterministic generative workflows that get closer …”

“We have plenty of people at Figma that are and are getting great results though. And it's amazing how much we can do there when you have folks that really understand the infrastructure that they're trying to build. And they go and you know, they're already 10 …”

“Designers are giving us the feedback that we used to get from developers now.”

“We are very lucky as a design company to have designers as users and customers because they are trained to give good feedback. So the feedback we get is so much better than like your average feedback that a company gets.”

“So with Lovable, it's much harder because they haven't built the human centric software. I think it's much easier to add the LLM on top, especially as it becomes commoditized by all these major models.”

“And I made a fancy Figma as if we have them all. And I went to people, like, I was like, hey, Pablo, like, we're building this company. It's called Atlas. We're called Atlas at the time. And I already built these five products. Which one do you want to pay for…”

“We still use Figma, yes. I know where you're going with this. As soon as you start building a system that's larger than something very small, you want consistency, and you want to have a design language and all that kind of stuff, and so you need somewhere to …”

“The only team that sits across all of those things is marketing, and it's the job of marketing to make sure that it all works together and all of those touch points speak to each other because they represent your brand.”

“So if you look at Figma, two thirds of people who build in Figma are non-designers. They're engineers, they're marketers.”

“What are the things that are going to get us a step change outcome? That we would never have when we were running the business in an incremental way, right? And those could be on the growth side or those could be creative. Like, what are the creative breakthro…”

“The whole company is built around that, starting from Dylan, who every day will respond to people on social who are asking questions or giving feedback on what we're building. In fact, he's so fast, I have to give our whole team, we have a whole team of people…”

“Being open about the thought process and the judgment that's applied and being open about the assumptions that are made to get there Actually allows more people to understand the decision making, and I think that is how you scale organizational taste.”

“What surprised me is how little is different, actually, and the reason for that is you have to be tighter on process in the sense that you've got to be able to forecast what you're going to do for a quarter. You've got to be really tight and clear on budget an…”

“Dropbox was a tool for everyone. So that made it harder to be specific about what needs you were serving even as you moved into enterprise. Whereas like, Figma was way more focused on the core audience, and even for prosumers, even for SMBs, it is a profession…”

“The narrative and the brand is the same. Where there's variance is in specifically what they need, what their needs are. So as you're a larger organization, you care more about governance, you care more about, you know, specific admin features, et cetera. So w…”

“We have. We're, I mean, at the cadence of multiple a week.”

“What Figma missed is I create this design. It's beautiful. I loop in the product team to approve it. And then I click a button, which it says push into full production prototype. And it just works. It works like, and you can, and the irony is Replit and Lovabl…”

“I don't think anything sub Figma can IPO and have a decent IPO.”

“You can go to any of the templates that you find on VZero, Lovable you know, all of these other place Framer, Figma community for people who are more familiar with designs, and the problem with those is that they are highly close behind the techniques and the …”

“I like to think of design.md like a design memory, and this is great because it can transfer between platform. So, if you're working in lovable, and you like what you've done, or in cloud design, and then you want to move it to Figma, or you want to move it to…”

“First of all, for me, when I make apps, I look at what is the mode? What is something that I can do with my app that Notion cannot do or Figma cannot do? For me, that mode right now is the fact that everything is local.”

“Which essentially is, I mean, the static image of a chat is basically the dead fish here. You have to feel the AI. To some degree.”

“On one hand, I do see like sort of a drop in usage of Figma in some designers at Notion.”

“While you guys were doing my Skydio, I just sold Figma, 40% down.”

“But I do not believe Anthropic will ever build a direct Figma or Illustrator or Adobe competitor. They don't have to maim them.”

“Those both can be true that we won't see it in Figma's numbers next quarter. And that over four, six, eight quarters, it will maim its growth.”

“It's better than Figma by the numbers, right? It's better than Figma by the numbers by far. By far.”

“Adobe Illustrator is still the gold standard. That's still what we use. That's what we use for print. For things going to print in actual production, Illustrator is, you know, as oldie as it is, Illustrator is still the thing we all consolidate on between, you…”

“This is why now Figma feels like grandpa software. That's the thing. It feels like grandpa software. It feels like grandpa software and you don't, the NRR is still high. The company is still growing at top decile rates, but who wants to buy new stuff from gran…”

“I don't think so, because I think if they're smart, then the thing that AI can't do is distribution, right? So if you have Notion, you have Figma, you have, you know, Replit and so on and so forth, you've got all these people and Boom. You can ship with AI fas…”

“As a designer, you kind of need to learn how to vibe code. Otherwise, you're going to, like, if you want to know how to do Figma, like, you're probably going to be, like, out of date in a couple of years.”

“I think the odds that they desire, decide to build a Figma competitor from this for a decade approach zero.”

“No, I don't see any evidence of turning, of these agentic investments working. I would rather miss, miss out on the bounce right off the hard deck than invest in something that may fall below it.”

“We don't actually have a traditional CS team.”

“We also don't have traditional SDRs.”

“An average enterprise rep here might have three to four X their OTE for a quota, and we're happy with that.”

“Like most of our customers, even today, at some point they started by going online with a credit card. Someone bought a couple of licenses, started sharing links internally, and that's how things took off and that.”

“Oh yeah. A hundred percent. Not, not a hundred percent of our business up on, but a hundred percent in that the, what the sales team is doing at Figma is majority outbound today.”

“We added five points on our net retention, pretty significant when I think went from 131% to 136%.”

“We're gonna start monetizing our AI usage through credits as well.”

“Recently we made a new shift, and we said even that we're gonna kind of take the focus away from, and we're using them now in a more pointed way on existing customers and managing small you know, transactional renewals to get those off the plates of some of th…”

“SMB, that's the PLG motion, everything else is sales led. Everything else we do, mid-market, enterprise strat, which is the majority of our team and the reps that we have, it's running like a very traditional SaaS sales business.”

“The job of a sales rep, they get their book of accounts, right? And every year we've created more focus around them and we've done, we've had to do ruthless prioritization on like which accounts are we going to really go deep on. But once they get their accoun…”

“I don't necessarily believe that you completely de-risk your year by making sure that you've dished out enough quota to cover your target. I think that's a bit of like of a false, you know sense of comfort.”

“I, if those are the two options to choose from, I would take the person with the experience doing the deal, because I think the industry experience you can teach with, to the person who's got, you know, the right willingness to learn and the curiosity, and obv…”

“I have a usually a pretty visceral reaction to people who are super jumpy, you know, in terms of a resume.”

“So we always make people do, you know, a challenge or an exercise at the end that requires some heavy lifting in terms of like learning a bit about our business but also showing off your, you know, basic sales skills run discovery.”

“And personally, I'm much more interested in how they do, frankly, on the discovery side of that, because I think, you know, it's probably a little bit unfair to expect someone to be doing this amazing demo of your product with just a few days of playing around…”