The Ledger
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McCarthy: AI startups must demo on the first enterprise call
“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…”
McCarthy: Continuous workflow tracking will become the enterprise norm
“But I do think that something similar will become the norm as it relates to gathering inefficiencies within a large organization and being able to have Better visibility into what those tasks and workflows are.”
McCarthy: Never select low-priority use cases for initial enterprise pilots
“If they say, oh, this is like a two, right? Or a three. You shouldn't take that use case, especially as the first one, because it doesn't mean that much to them. It's not going to make that much of a difference in your pilots probably not going to go very well…”
McCarthy: BackOps AI halted all sales in August 2025 to rebuild
“And so we made the tough decision. I want to say it was like August of 25 to stop selling and just rebuild the platform.”
McCarthy: Embed auto-converting enterprise pilots directly into one-year contracts
“The way that we do, we always try to push for a one-year contract, but if we have to do a pilot with, and with many of these large, large enterprises, they require some sort of observation phase, we'll build the pilot into the one-year contract. So it's a one-…”
McCarthy: 80% to 85% of warehouse admin work is repetitive tasks
“And 80, 85% is the exact same thing every single day. You know, it's reshipping the package. It's filing the claim with the carrier. It's talking to, you know, multiple shipping vendors or doing coordination or saying, where's my stuff and doing a quick tracki…”
McCarthy: Most enterprise customers reject always-on AI screen recording for now
“We found that most customers have asked that we started this way and eventually would be okay with more of like a screen watching type scenario. But for right now, Have felt the vast majority think it's a little too much too soon.”
McCarthy: BackOps AI enterprise deals should reach seven figures next year
“And then where this goes, those should clear to seven figure deals next year.”
McCarthy: BackOps AI entry contracts start at $300,000 plus usage
“Entry points are six figures. So you're looking to 300,000 dollars on those deals, but we have a usage component on top of that.”
McCarthy: Closing a beverage giant took eight LinkedIn messages and four emails
“I can't say the exact name, but I'll tell you that one of the largest beverage manufacturers in the world, it took me eight LinkedIn messages, and I think four emails to get the response, to get the opportunity.”
McCarthy: BackOps AI raised pre-seed from 10VC and Gradient via cold emails
“I was just emailing VCs and it did work, you know, for the initial check that we got in actually was from 10 VC and very quickly gradient had reached out to us maybe like a week after that. So I think once you're in kind of the ecosystem you're in and then the…”
McCarthy: BackOps AI received six or seven seed term sheets
“We actually got six or seven term sheets in that round and chose Construct.”
McCarthy: BackOps wins enterprise deals by building customer-branded board ROI decks
“What we started doing was just building the use cases for the customer and giving them the entire use case and the ROI analysis that they could present to their board with their branding and all of the information that we've gathered to try to make it as light…”