Ramp

“Like they still have a really good brand. But at the time like that, that, that, that's all they had. I mean, that's still all they have is like, they have a good brand and yeah, I guess you could log in and check your statement, but that that's about it.”

“You think about a lot of the business products that were built in a previous generation, they were essentially built for decision makers. So you think about building a, I don't know, like an HR tool or anything. It's like, well, who's the decision makers? Like…”

“When I look at someone's resume I'm not sure. I don't have like a checklist of 10 things I'm trying to check the box on. I'm generally looking for what they're telling me in their resume. They're really good at brushing up on that topic. If this is a topic tha…”

“And we kept like essentially like mapping out the total amount of time wasted in all parts of finance team that, that, that we touched. And we look at that as like the total addressable market.”

“The next phase that we're entering and the one that I'm seeing in our company is one where you start thinking about these LLMs really as part of your product and your pro Programming them. So you're no longer writing the same code that you used to write with t…”

“I'm a lot more interested in, in essentially assembling the Avengers at the company where everyone has like a clear superpower than a lot of people who just check the box on 10 things. It's like, if you're looking, the more things you are looking to Vet someon…”

“So we've built our policy agents. In a way that it has more context about the transaction than most people reviewing those transactions today. So it's integrated with your calendar. It's integrated with your email and knows your expense policy, et cetera, and …”

“In a lot of segments, we were converting at more than 50%, right? That meant that if a customer had a conversation with a salesperson, there was a 50 plus percent chance that there will be a customer within 30 to 60 days”

“One is a lot of the results that you are seeing today at RAMP are due to the efforts that we put in and solving the problems six months to a year ago. So current quarter was baked in a couple months ago. So I always find it a little bit weird to celebrate lagg…”

“And funny enough, like our pitch in the early days before we had officially launched as we were looking for design partners and people to give us feedback on the product was it wasn't like, this is amazing and kind of change your life. It was, this is not wors…”

“And a lot of work that we're doing right now is because we have so many interesting customers and they're using the product to run their finances. We can infer a lot of these policies through their behavior. And a lot of that, those policies that we're inferri…”

“You can, Get a lot of precision on how long things take, or you could do them a lot, you could do them very fast. It's hard to get both, because if you start to put a lot of importance on like measuring in advance, how long you think things will take and estim…”

“Businesses, as we both know, tend to waste a lot more time than they do money. Those are generally interchangeable.”

“From our perspective at ramp, like We are in the business of optimizing and speeding up the workflows of our customers, and I, in many ways, like, I couldn't care less whether that runs on TACH rails or the card rails or the stable cord rails.”

“There was a lot of fear when we did, I'd say internally, because you have this like beautiful business model that's working really well. And everyone's a little freaked out that it's like, well, are people going to be willing to pay for it? Is it going to hurt…”

“It's very easy to want to try to avoid that by hiring people who are purely incredibly loyal. And I don't think that's a good idea. It's like, I see it as a sign that we're hiring the right people.”

“The upward limit to like how big our time is, is a lot further because we're still to this day, like sub two percent of corporate card alone.”

“Small businesses tend to run everything through card. So it works well for small businesses, but as you mature the larger businesses tend to move a lot more of their purchasing and spending through essentially bill payments and procurement systems and not as m…”

“Design obsession has helped us a lot and just polishing every single interaction, making sure that we only ask questions that are absolutely necessary, that we can pre-fill any form that can be pre-filled so that you have As little work to do as a user of the …”

“My hope is that people don't have to log into ramp at all. Basically is the way to think about it. It's like we've, if you're really obsessed over minimizing the amount of time that things take, and today you're having to like log in to ramp and it's taking fi…”

“Really the card early on was a way to know what businesses were spending time and money on, right? Like, if you know what tools they use and how how much money they're spending on them? You get a sense of like how the business functions, what kind of business …”

“I often find it a much better way to build credibility with them and trust if things break and you fix them very quickly as opposed to if they just don't care and don't notice anything about the products and whenever it's like one of my favorite things to do i…”

“In the bull case, and you know, you've seen church from Cognition, Ramp, and Stripe, that the companies that are spending the most on AI are growing, growing meaningfully faster.”