Writer

“Over the past year, we have really been selling to IT and the office of the head of AI. And then they really bring us into that first sort of big impactful use case.”

“Writing is super strategic, but is the last unstructured business process that a company does.”

“And so we're able to have a really low meeting culture as a result because, you know, we are able to do things as a group. That meeting is 90 minutes. Sometimes it goes two hours, a little bit longer. But, you know, as a result, I don't really have one on ones…”

“You know, our kind of tests on inference on quality for agent use at work. It's just transformers. Just, it was current capabilities, really not able to do what we wanted them to do. And so new architectures that we're working on are super, super promising.”

“And for us, the vast majority of enterprises we talk to, that stuff can't leave their environment, and they're not excited about the kind of lock-in that an Azure AI requires, right? And the way that that scales the amount of engineering effort that's required…”

“I like to strip that away from deals that are bigger than a certain amount and then look at the NRR on just smaller accounts, right, who've got lots of optionality. That's still a 160 something percent NRR, which is amazing.”

“We have 209% NRR.”

“We now have a Palmyra financial services model, you know, customers like Vanguard and Northwestern Mutual and Goldman use a medical model that United Healthcare and other healthcare customers use.”

“If it's zero shot, they don't need any data, right? And it's not medical, it's not financial services, and it doesn't need to be on-prem, they should use GPT-IV.”

“We rolled out to 21 brands at L'Oreal, right? We know the thirty-ish use case families that we did across that whole company.”

“Now we've got 18 models. The biggest ones are GPT-IV level quality, but at a fraction of the cost of hosting. Super, super fast for the enterprise use cases that That our customers run them on.”

“We don't work with agencies. We don't work with SMBs. We don't work with the corporate segment.”

“And so our team is really good at politely declining to engage, right? Not just because the use case doesn't fit or it's not ICP, but we qualify the champion out, even if it's a CIO.”

“Showing people that we've got champions who are signed up with procurement to take a hundred million dollars of costs out of their organizations completely built on writer.”

“I think this should be a 400% NRR company.”

“Like, it's fine when I am, I've indexed 50 pages, but when it goes to 50,000, you know, I can't get this needle in a haystack out of my kind of VectorDB approach.”

“It also really reduces politics for folks to see that, right? We have an executive meeting every other Monday, and then on the alternate weeks, it's a team leads meeting. So smaller meeting, a big meeting, but all leaders in the company. And, you know, we don'…”

“We don't do chatbots. We don't do ticket deflection. No one's gonna build something that sits on a website.”

“I think, you know, the deals around POCs and innovation and, you know, sort of, I call it funny money. You don't really want that stuff, actually. I think that is a distraction, because it's easy to cut. Your team will have spent a lot of time, and it'll be fo…”