ElevenLabs

“The tools are either so disruptive, like a cursor or replica or lovable or 11 labs will go from like almost nothing to three hundred million this year.”

“Great, but 11 labs just crossed three hundred fifty million.”

“To this point in time right now, like three and a half years in after I started selling the first product, I can tell you we have like account execs doing 600% quota. We have account execs and it's not uncommon. We have account execs doing like a lot of them d…”

“And I used to people, for the one million dollars in revenues that you bring, it's around thirty-three million dollars in extra valuation for the business.”

“I always used to tell the team all the time, I only need, you need to test a hundred things. I only need one of those 100 things to actually work to give me another hundred million dollars in ARR, right? I only need one. I don't need five. I don't need 20. I n…”

“The entire logic was very simple. It's like, look, if you want to have a base salary of a hundred K, you're going to need to bring two million dollars in revenues every single year, right? You have uncapped commissions. It's like OTE out of the gate is going t…”

“And when you look at the stats, for instance, we went from Zero to a hundred million dollars in ARR in 20 months. Then we went from a hundred to two hundred million dollars in another 10 months. Then we went from 200 to three hundred and thirty million in anot…”

“And I think those two items, if we had done it much sooner, then for instance, we would have already passed a billion dollars in revenue, for instance, right? Or like getting close to that billion dollars in revenues.”

“So for a very, very long time, like, over 10% of the enterprise revenues that we're generating Were essentially coming from the Grants program.”

“For us, we established that like we would compensate, we pay commissions on recurrent revenue contracts, but not in one offs. So if you sign a POC and you pay for like two months or like three months or like two weeks, you would not Get any commission on that.…”

“We ended up giving, like, tens of thousands of grants in a very short time frame that essentially pulled all of the demand from the market into 11 apps, and we used that as an excuse to also later on upsell them.”

“By having an AI customer success manager to focus on the app sales for the long-tail account, like the SMBs and the mid-markets, we could actually automatically unlock revenues and we will pay commissions to, like, the account owner of those companies, right?”

“The average quote attainment on a per quarter basis is across the entire go-to-market team is a 167% every single quarter.”

“For the first nine months of 11 Labs after launching the first product, it was only myself selling to enterprises, like literally, right?”

“I think, like, this common understanding among starters, you want to hire young people that are hungry, that are very driven, energetic, and all of that stuff, but it also means, like, you're starting most of the time from scratch, tackling, like, tackling com…”