AI products

“In the last fiscal year, our fiscal year ends in June, our AI products were 40% of our revenue growth during the period.”

“A learning for me was that this was the most uncomfortable I think I have been consistently in sales cycles because we had to really lean back on customers and change their thinking about what it meant to adopt an AI product. So don't underestimate the time th…”

“I think my big learning from this is not everything needs to be a PLG product. And if I could go give myself advice three years ago, it would be go figure out a way to sell more million ARR repeatable deals. And that's your path to efficiency, as opposed to tr…”

“If you're launching an AI product, a standalone product, or it's not just like the feature top up saying summarization or autocomplete, but it's really a standalone product. You really do need that like founder level engagement and drive to push the product fo…”

“And if you talk to folks that are selling, that have an AI offering and they're selling in a B to B platform and they're selling to small customers, medium customers, and large customers, you're going to hear the same thing from all of them. Our AI product's g…”

“The AI traffic is going to reveal something to you. You will review, reveal promising areas for new development. You will all of a sudden see very early on. Which products are gaining traction, and you should 100% copy those products. You should copy those pro…”

“We no longer sell to customers who won't buy the AI products.”

“Customers don't know how to evaluate AI products. They don't know how to run good evaluations.”

“AI products don't look like this at all. It's actually the inverse. Building the UI is the easy part. That's the small part. The hard part is building great AI infrastructure, building products that actually truly work at scale.”

“When you build AI products, you really, really don't know if they're going to work. You need to have them in production, experimentation, all the time, trying to find edges, trying to find improvements in performance.”

“I, I'm not sure that there's a land grab in AI today. Because there's a counter trend, which is that so many folks I know of who are blowing up here, who are doing five million their first month, ten million their first two months. Customer, there is budget fo…”

“To get us to move from one of our products to another, it's gotta be like twice as good. Now it's gotta be twice as good or it's not worth it, or they have to stop innovating.”