The Ledger, every show

“75% of all applications offer companies that you see today are going to disappear. And 50% of all applications, software categories are going to disappear.”

“First, 80% of code is getting written by AI. Now for large companies that have large legacy data code bases, it's a little harder, but like you all are seeing that a lot of the coding is written by AI”

“All the software I've associated is garbage because they're crud databases that somebody logs into enters information. Somebody else has a report that measures their performance, but in doing their job and whatever they have to go do, it doesn't help you do yo…”

“MCP, if you don't, haven't dug into it, is game changing. It is destroying historic walled gardens from an integration perspective.”

“Like all of this is because when you delivered the product, it didn't deliver value. A customer would have to use your product and then go do their job. But you have a product now with a what the fuck interface to look at and they realize in their head, oh my …”

“The reality is that you're not building screens. If you have the metadata and your agent interface understands the context, you can do it in a month.”

“Customers, Don't want to use multiple agents. A salesperson, an individual functional role does not want to use seven agents.”

“You're going to be in the office. We're going to iterate because the iteration loops are so fast in this new era. It's just not going to work otherwise.”

“And I'd say our most leading edge companies like design and product is just building prototypes. There's no doc. There's heading prototypes to dev success or support that we moved out of dev normally is back in dev because the iteration loops to hear from supp…”

“What is interesting now in a world, which you're not building screens, but you're solving problems, as long as you're smarter customers, at least they're actually very good product managers. They're giving you use cases or pain points that I want you to solve …”

“Don't say that to all my SI friends out there, but AI is coming for the multi-billion dollar SI industry.”

“So much of the tech stack is being commoditized as a service, especially inference and reasoning”

“We just raised a two hundred fifty million dollar seed fund, which I wish somebody had told me the economics of venture capital before I got into it. But a two hundred fifty million dollar seed fund means the return ten billion net exit value for the LPs to ge…”

“If we think about all the blogs that you read and all the shit about here's how to go do this, it's all predicated in a world where your product kind of changes once a year. But what happens if your product changes every 30 days, which, oh, by the way, if you'…”

“If your product doesn't make people go that can't work, keep trying because that's the bar for winning right now.”

“The three month out is you get them in and the users are in and you figure out onboarding is probably the most important part of what's changed in the SAS playbook. You've just skipped three months of a sales process that people injected the back of it, a sale…”

“We have businesses that target one to five plumbers, contractors, et cetera. The team goes outbound with an agentic solution. They're adding a million and a half a month and their magic number is like 1.5 and their cash burns like .5 because the product does t…”

“Vertical as a founder is five times easier to go do than horizontal.”

“I was sitting with one of our AI native companies that's off to the races, went from zero to twenty million in 18 months, and I'm in their Slack feed, and dev is just releasing shit like every seven days.”

“What I will say is you need to invest disproportionately in product marketing talent. Most software companies, product marketing organizations are horrible.”

“I think the world of an AE and a separate SE are gone. I mean, unless like you're selling at the infra level and it's super technical, like I can't imagine an account executive who doesn't fundamentally understand the product.”

“We saw companies, all the sales tech tools that went from 175% NRR to 70% GRR in a year.”

“Just because you can ship quickly doesn't mean it's a good thing because if you ship something like if it, if a tree falls in the forest and no one's there and they don't understand and they don't see it to the tree actually fall, which is humans could only ab…”

“We're in this weird period for the last year where customers are okay with half finished software. They get inside with you. They're kind of interested in working with you, et cetera. Like those days are going to end.”

“In this world where your product's value prop is going to change six to 12 times a year. Onboarding reps and most onboarding programs focus on the first, like, 90 days. Oh, do they understand our product and our playbook and are they ramping? But if your produ…”

“At a user level, this is a very personal decision. They're looking at your product as if they hired a dedicated assistant who sat by their side, knew everything about the company was there to help them, worked 24 by seven, never went on Glassdoor and called th…”

“In 2003, when I was working at salesforce.com, we took 60 cents of every dollar that we collect from customers and we bought servers and put them in our own data centers.”

“We got about a billion under management. We write three to four million dollar checks at the seed stage, traditional siege stage call companies have half million to million revenue. Think about your big institutional round before you'd go and raise a series. A…”