Vercel

“Like, you know, the most recent example is we had Cloud rebuild our whole website off of Webflow and just deployed on Vercel.”

“CPU-wise, all these reinforcement learning environments plus all the slop code you and I are generating that is now running on some, you know, Vercel instance or whatever it is or some AWS instance or some bucket that we've spun up, all of that requires CPU, a…”

“This was completely vibe-coded never made its way out of lovable, which, like, I think looking back on it now since the platform's been acquired and sold, they've moved it to, I think it's like Vercel like a platform that's actually more customizable.”

“Now we're talking nine, 10, something like that.”

“We have a five X, I guess.”

“Nearly 70% of traffic To Vercel docs is now coming from coding agents. 70% and only 30% of page views are coming from humans.”

“Our signups are growing by 50% month over month.”

“So that's the focus of the company right now build being the AWS of agentic infrastructure.”

“Generating software, it was in competition now with Googling for software, but now generating software is not just in competition, it's going to win. It means that everyone can produce their own software for personal use or for enterprise use, because why woul…”

“In the past, Questions about customers would happen through, maybe there is a Salesforce account open, and the data team, the data integration, and if it's a very complex question, I have to ask a data analyst. All of that is going through an agent now.”

“One of the things about a data analyst agent is that it should correct you in your terminology. If a Brit comes into Vercel and says, tell me how many weekly active users we have. Wait, wait, wait, wait, wait, wait. At Vercel, we have weekly active developers …”

“And so basically everyone at Vercel is now kind of like the steward of the agent, and that's their new job expectation. And now it's become part of our job screening, which actually forces the hiring manager to think about, I'm hiring a roboticist. I'm not hir…”

“And for that, we actually do a zero AI interview and I basically need a platform for the zero AI interview with clearly detection.”

“Today, we gave an offer or we finalized an the offer got signed by a mother. Why? Because we hire someone that's 17 years old, that we went through the trouble of, like, doing it lawfully, obviously, and having his parents approve, because this person is so ov…”

“Our region in Dubai got taken offline because of war. You know, two of our availability zones hosted by AWS were droned. So we had to reroute an entire region”

“When I was at Stripe, we were, I think, 8000 people by the time I left. Vercel is now north of 600.”

“I think actually one of the biggest leaps in leadership to make is going from a frontline manager to a second line manager. So there, you gotta learn to delegate and get comfortable with that, but you're gonna, you know, seven direct reports on average, like, …”

“If I've done a good job of helping you understand my mental model, then nine times out of 10, you should be able to ask Ask yourself that question and come up with the answer I would have come up with had I been there alongside you.”

“Now actually every new hire I deliver, one of our company values is KYC, know your customer, and I deliver the KYC onboarding session where I walk through every new hire at the company. Here's how we think about customers, how we break it down, here's what our…”

“A lot of founders, Guillermo's a good example, John and Patrick were examples of this well, are like excellent brand marketers, but that does not a predictable revenue engine make on its own.”

“Nike's on Next.js. They're not on Vercel. They, you know, have Akamai as their CDN and WAF.”

“We are not yet excellent at executive selling”

“Tomo, our CPO, is on all of my executive loops because he's got to be as excited about this person as I am, so that's meant to correct for that one.”

“I launched a GTM engineering team in the first six weeks on the job at Vercel. So basically, we took Three sales engineers were like, congrats, you're now founding members of our GTM Eng team, where we're gonna go bring agents to bear across everything in GTM.…”

“When we did the lead to revenue model, it, the model for Vercel this year was most sensitive to our ACV. So the most credible way for me to increase revenue growth rate was that particular area.”

“So that's one of the things in at Vercel we've just decided We're gonna look at things on a gap revenue basis. Just make it simple. Again, I'll have my forecast call, but I'm gonna translate that into gap revenue basis when we talk about it as an executive lev…”

“So Guillermo and I currently have a contest on who's going to be the top SDR at the company. So, you know, he's beating me actually on, like, the founder outreach to startups. I'm probably winning an enterprise CXO outreach. But, you know, I, I'm personally do…”

“I will say Vercel's AI gateway is a great way to kind of code once and just flip a model on, on the go. So highly recommend checking out Vercel AI gateway as a way to quickly swap models rather than having to recode it.”

“I use Next.js for development, Supabase for database and authentication. I use Cream for payment processing, Vercel for hosting, Beehive to send my newsletter, Datafest for analytics for my websites, and I use ChatGPT For AI. That's my main go-to AI tool.”

“If we were to sit here eye to eye and you haven't built anything, deployed anything, there isn't a URL that I myself or Greg can click on that you've built, you have no business using Ralph. You literally have no business using Ralph. I would first get good at…”

“It was very hard for him to understand GitHub and there's all these like, Intricate things that are very nerdy about how to interact with these tools, but they're not that complicated and will just get eliminated from the process. And so, you know, it's gotta …”

“Don't build it yourself. You're not Vercel. You don't have a full-time wicked awesome engineer that wants to build this. Could all this stuff be built yourself? It's the same idea of building your own notion. You could do it, but don't do it. It's these produc…”

“Basically what we do is we have this like composite model architecture. We run the frontier model and then we run the fine tune model after to fix its errors. That doesn't perform better than an agentic loop, but it's orders of magnitude faster, right?”

“I'm Vercel and I publish at Eval. That I want OpenAI and Anthropic to use to make sure when they ship the next model that they're better at the stuff that I care about.”

“And now that we're literally redoing here at Vercel as we speak, and it actually works. And that's because you can bring AI to bear on it.”

“The person who built the lead agent was a single GTM engineer. He spent maybe 25, 30% on his time, of his time on this. It was six weeks before we felt confident going from 10 to one. So it wasn't like this was a multi-quarter process. It actually moved super …”

“What we were able to do is Hold that lead to opportunity conversion rate flat so the agent is as good as our humans were, but it's actually condensed the number of touches it takes to convert Because it's so much quicker at responding relative to leads inevita…”

“So at Vercel, our first three go-to-market engineers were actually sales engineers. So Vercel hires very technical sales engineers. All of them were front-end developers before they decided they wanted to get into sales.”

“So the biggest loss that quarter, according to the account executive, was lost on price. And when you ran the agent over every Slack interaction, every email, every gone call, it said, actually you lost because you never really got in touch with the economic b…”

“What are all the places that our agent would suggest we aren't selling effectively? And then almost like an engineering team will now run sprints, which is like, those are just bugs. They're bugs in your go-to-market process. So you should not have them. And, …”

“That lead agent, which runs full stack on Purcell, will cost us about a thousand dollars to run for the entire year. So if you remember, I told you we had 10 people in the SDR function, so I'm paying well over a million dollars for that from a salary perspecti…”

“Because even if customers don't buy, you often find that if you miss them on that buying cycle, three or four years later, when they're in another buying cycle, they do come back. You know, I was at Stripe for nine years, and so I saw the number of customers t…”

“Performance drives SEO. SEO is an input into AEO.”

“We also do the same thing on growth potential because we are similarly a consumption-based business, but for us a couple other things on the x-axis, we layer in promote, which is one of the things that is observable is traffic, site traffic on the internet. So…”

“Great example of this would be open AI. Open AI. I forget these days how many employees it has. Let's say it's 3000. It's probably more than that at this point. But so that's going to put it in the mid market at most companies, but they're a top 25 traffic sit…”

“We did a pretty substantial pricing change in, in August, where we have an enterprise at a pro SKU, And if you looked at the Enterprise SKU, it's called Enterprise for a reason. It's meant to be sold to an Enterprise. And actually about half of the folks on th…”

“That launches, and then probably like nine months later it took us like nine months to get to like a million ARR. This little team, but then the models progressed.”

“When we launched V-Zero, the chat version, or the new V-Zero, whatever you want to call it it's like, 14 days, another million MRR, 14 days, another million MRR, it was like a rocket ship after that.”

“What was really liberating for us was actually the focus on just one stack, or one framework, whatever else was trying to do, General purpose coding agent. We were like, no, we're just going to focus on Next.js front-end and Chad CNN. And that was really, that…”

“We also started working with all the frontier model labs to help because it was in our Vercel's best interest. To have them be created Next.js. And also because of the post train models, and you can read about this on the Vercel blog, like we can the post trai…”

“Most people are blind, like living in la la land about how poor quality their AI product lately is, unless they're really measuring like the number of error free sessions, like how many errors are coming from the infra providers, like, you know, how, how many …”

“What's extremely common and essentially every transaction processing system that has ever created is that there either is an explicit abstraction for workflows in it, or someone made one ad hoc, because otherwise the thing just doesn't work.”

“No, it literally does not cost anything. So yeah, you can run compute for infinite amount of time. You can then also, whenever, like, one of these steps fails, automatically retry them.”

“Vercel maybe has not invented this, but certainly kind of is the most successful at a model where you say, okay, I have this software library and it's truly open source. Everyone can run it. It comes with like adapters for every place on the planet, and that m…”

“What it does introduce as a stable feature, because it's already as kind of experimental in, in AISDK five is a direct agent abstraction, which so far wasn't there, right? People would build agents with AISDK, but they would have to do it in Whitmore Baybones …”

“And so if you put a very thick abstraction, then it's probably going to be the wrong abstraction. You have to, so you have to be humble and say, okay, I need to stay low level. So that this can be flexibly used as trends emerge, right?”

“Like the model apps couldn't care less because they're not really building applications.”

“The absolute founding principle of a cell is that we never give you an abstraction that we haven't used ourselves. Like dog footing is ultimately the thing, right?”

“The reality is that framework builders are usually not application builders. And so they built ivory towers that when they're hyper geniuses, or they get lucky, they're happy to be good. But like, but if you want to do this in a reproducible fashion with a hig…”

“One thing that we don't do today, but we'll do in the future is that we also give the Model X that particular agent access to your source code so that it can, first of all, figure out like, what does the error message mean? Right. And every time you can actual…”