AI

“I'm a big believer that AI will disrupt three industries completely, three services industries completely, where where services revenue would be eventually transformed into software revenue. The first one being BPOs, which we also, UiPath did it in a huge way.…”

“Even, you know, people see things like chat GPT and AI, and they think, oh, robots are going to be smarter than humans. No, that's bullshit.”

“If people are worried about artificial intelligence coming alive and fighting against humans to, you know, protect us from ourselves, and then ultimately realizing that we're lost species and killing us all, not going to happen. It could happen that way, but t…”

“So if you look at like, just take SAS versus AI SAS. So like non, non AI versus AI, but in the single SAS enterprise category, you know, on that same valuation cap basis for a pre-seed round, the AI might be, you know, a million on 12, one million on 13. As th…”

“If you're a pre-seed company and you don't have an explanation as to how you're going to use AI, you should redo your deck.”

“So I think it's just going to become less and less The story of AI versus everything else, and the story in 25 and 26 is going to be AI integrated into everything, so we stopped talking about it as a separate idea, most of the time.”

“Like, ultimately, no matter how good the AI is, If you're buying a hotel room, if you're buying a physical product, if you're doing anything that requires visuals like pictures or a map, you're going to need a UI. That's fundamentally required, right? It doesn…”

“And in 2011, as soon as I said the word marketplace, it's kind of like the AI of, you know, of today. As soon as I said the word marketplace everyone wanted it in our deal.”

“It is AI and everything else that applies to valuations, obviously, but it also applies to deal frequency, activity, demand, the like metadata around fundraising, which is if you are not a, how do I put this? Like, I love the term legible or credible startup, …”

“So I think it's transformational, but that, the fact that there's no A new distribution might give an edge to incumbents versus, versus the new folk.”

“The opportunities in short-form content are much bigger than you think. I think in our generation, there are two very big opportunities, and only one of them has been fully realized, one being AI, which obviously every tech entrepreneur is on, and the other be…”

“A kid gives you an incredible ability to get stuff done. Like what I do with an hour now is order of magnitude more impactful than what I did with an hour five years ago. And I used to think not having kids was a competitive advantage as an exec, because I jus…”

“Given that I think a lot of the problem for AI right now is actually understanding that they can use it. It kind of makes more sense to do market education rather than demand capture. So instead of just paying performance ads, we were actually explaining how y…”

“So any drops that you see on these charts from say, 22 to 23, or even candidly, 23 to 24, I don't ascribe much of that to AI. I ascribe a lot of that to just the new meta around startups of try to stay lean as long as possible.”

“I am pretty sure that in the next two years, I'm just gonna stop reporting on AI.”

“We were in route to having what would have happened in 2008 or 2000 Where there was going to be an extended period of decline for startups, but then we had AI.”

“I still believe that kind of the QA part is under, underdeveloped in the market, because if we're claiming that there's going to be 10 times more code written by AI than humans, then like, how is that code going to be going to be tested?”

“So all the things that you hear about, like, AIs, challenges, they get dramatically amplified when it comes to analytics.”

“AI really could make the great thing in an hour. In fact, it could make something pretty good in like five or 10 minutes.”

“And so we started to get excited about AI and the reason we got excited about it was honestly, not even because we necessarily believed in it on its own sake, but because we thought it would impress investors and we knew we were hitting a desperation point whe…”

“So TESL, we believe that software in the AI world, software will move from being code-centric to being spec-centric.”

“I feel like this is a 20, 3040 year journey, and there'll be new jobs for humans, because simply because we evolve faster, and we need to create history for the LLMs to copy from, you know, because they are basically caricatures, and of course, they do have em…”

“I generally think there's going to be a giant business of being a measurement and enablement company around AI, and that's what we're trying to build.”

“It is definitely true that compared to the last 30 years, if you're a multi-time exited founder, And you're doing something in AI, it's a good time to raise your first round. That is definitely true.”

“You're going to start seeing this across the venture capital and private equity ecosystem, whereby you're taking technology companies, best in class technology, best in class, artificial intelligence, and you're pairing it with best in class operations or rela…”

“The conversation that I'm having more than any other with founders today is if I'm not in this super hot quartile, in this super hot AI circle, do I have a chance? There's like a, I wouldn't call it fatalism, but there's a definite strong negativity or sense t…”

“AI doesn't have to be perfect. It just has to be better than the humans. And when I especially take that route of, like, if you're throwing away millions of alerts a day, because you don't have the human manpower to look at them, if I can look at them with an …”

“And frankly, you probably can see Snap's stock price and the gross margins are relatively thin compared to Meta. So I think for Snap, it's way more difficult to innovate to bring new innovative products with AI capabilities.”

“People always want to watch humans, but I think there are lots of people in the middle, like I would say, maybe like this, I mean, it's always called messy middle, right? Where like those creators will be challenged. With AI.”

“The budgets for storyboarding are contracting. And no one has resources to really do this manually, so they have to leverage an AI.”

“I had this conversation actually with a fortune 500 COO last week. And he was like, I've been told to pull out a hundred million dollars in cost and I'm supposed to use AI to do it everywhere that I can.”

“Instead of what he chose to do it is no, no, no, I'm just going to become an MSP, but I'm going to become an AI first, highly scalable MSP. I won't have the same margins as if I was purely selling AI, but the speed of go to market is going to be orders and ord…”

“Now you don't embrace AI. You are gone. You are not a company in 20, 26.”

“Product market fit is not necessarily static as well. I think particularly now in the AI world, you might have a PMF today, but you don't necessarily have it when you wake up.”

“With AI, like the biggest threat is really how easy it is to impersonate anyone or anything.”

“For businesses, AI that just chats is useless.”

“So I think in SaaS people are frankly, maybe even overreacting because they don't realize like how hard it is to get the kind of distribution.”

“AI out of the box will never be that amazing to somebody who actually knows what they're doing. It's amazing to somebody who has no idea what they're doing, but to SME, they're like, this is crap.”

“The rates actually have gone up 18% year over year since AI came out.”

“Now with AI, you can actually start to roll in this service component, which is about a hundred to two hundred billion dollars globally a year into the space.”

“Think like somebody in accounts receivable can probably cover like 200 accounts a month. With AI, now you're able to cover like 5000.”

“You know, really where like AI is going now is like, hey, how do we automate this process completely? And then humans handle the exceptions where the process isn't automated.”

“I had an idea of building these superhumans with AI that would replace salespeople and I had to take another swing.”

“On the BDR, SDR, it's as good today.”

“At some point we will. Definitely the commercial AEs will be next. The strategic ones, the lifeline is a little bit longer.”

“AI in itself will tell you where you made the mistake, but then the coach comes in to actually help you fix the mistake that you made.”

“We kind of go against the grain, I guess, as it relates to running a playbook and doing just discovery and making sure that you're deeply embedded on that first call. What we find often is that we have to demo on that first call, and really just so that it con…”

“Across the board, there's ELT and board mandates to adopt AI.”

“The debate about margins in this AI world, I think is candidly a little overdone, like pretty early. There's every indication that the economics might continue to change.”

“And so I just started saying, okay, like each of these categories is going to get picked off one or the next Five-year window, let's say.”

“It was an incredible use case for AI. There's so much unstructured data. It is, like, purpose-built to use the models.”

“What's going to happen soon is we're going to see that AI costs are through the roof. Companies aren't seeing ROI. Then a company that IPO is going to drop by 40% because of that. And then the hype cycle Of AI will die. And obviously I do think, and everyone a…”

“Unlike cloud, what I think we're going to see is that companies in commoditized industries, such as insurance or banking, where the products are pretty similar, will not have the opportunity to wait for three years and say, hey, let's wait for those things to …”

“There's going to be a huge transformation now in AI. It's not going to take a year. It's not gonna take two years. Enterprise takes time. It's gonna take five, 1015 years.”

“AI needs to do new things when it answers questions, so you can't constrain it. But as it does those new things, you want to be able to make sense of them, and you want to put foundation underneath it that's solid so that metrics are consistent, so that permis…”

“And in 20, 26, it's become, you know, like 90% AI.”