Inside The Pipeline: B2B Sales and GTM
00:11:38 · Oscar Lanzendorf, Tris Tusa
[00:11:38] S1: I mean, we are going into music because it's another product within our product landscape. Right? And it is comes without a question that if you're doing audio, you have to do music, right? And everything. I don't know if you guys have seen it, we've now also included image and video. So obviously, music also has to be a part of that. In terms of the market, I think there's still a lot of question marks to because the question is like, what do people want? Does everyone want to produce their own songs? Or do people just want to have more variety of music? Right? So I think the person within music is always gonna remain very relevant. Yeah. I think for us, it's we wanna give people the tools. We'll see what people come up with it, and then we'll probably decide on the go. But for now, I mean, it's about, like, getting, first of all, you know, things like licenses really in order and getting the best quality output possible. [00:12:24] S0: I know you probably can't tell me necessarily the complete specifics, but are you able to give us an idea as to some of the use cases which people might not immediately think about that are growing?
00:12:24 · Tris Tusa, Oscar Lanzendorf, S2
[00:12:24] S0: I know you probably can't tell me necessarily the complete specifics, but are you able to give us an idea as to some of the use cases which people might not immediately think about that are growing? [00:12:38] S1: Well, the thing is these are pretty big issues that you just mentioned that are actually still not being heard by enough people. So the the the truth is, like, I think for a consumer, anything in the support space is something where we're very actively going into because, as I mentioned before, a, it's not a job that humans like to do. No one wakes up in the morning says, I want to be a support agent. But the truth is, with a rising number of customers with internationalization, we need more support agents for so many systems. So it's not a question of like, should we do it? It's a question of why are we not doing it yet? So this is very important that we get it in there. I think more when it comes to personalized messaging in different audio forms, that is something we will see more. And second and thirdly, it's... We're gonna create new experiences via voice. So things like, I say, hands free shopping, meaning in ecommerce that you're gonna have like an agent that is gonna be able to advise you and you're not touching the screen anymore because you're gonna say, show me white T shirts, and I wanna see black hoodies as well. You know, what would match with that? [00:13:43] S2: Yeah.
00:13:43 · S2, Oscar Lanzendorf
[00:13:43] S2: Yeah. [00:13:43] S1: Exactly. And it would just, like, guide you through a website without you touching the the product at all until checkout. So there's a variety of different things that we can do. But I would honestly say the first layer where we're at right now with agents, it's anything in the support space that needs more. And then secondly, in the training space, I think that is still something that companies are not building on sufficiently. Because, man, we're like updating so much information. We're still sending around pitch decks. It's not working because people are not having the time to read long pitch decks. So anything if you build an agent that trains your employees based on their skill level, super valuable. [00:14:20] S2: Yeah. 100%. And you've got all these sort of different product lines and the company, as you said at the beginning of the conversation, is growing rapidly. How do the founders and the leadership team make sure that everyone has a sort of not singular focus, but very narrow focus as to what you guys are trying to achieve as a company? As as you guys grow, how do you go about doing that?
00:14:20 · S2, Oscar Lanzendorf, Tris Tusa
[00:14:20] S2: Yeah. 100%. And you've got all these sort of different product lines and the company, as you said at the beginning of the conversation, is growing rapidly. How do the founders and the leadership team make sure that everyone has a sort of not singular focus, but very narrow focus as to what you guys are trying to achieve as a company? As as you guys grow, how do you go about doing that? [00:14:41] S1: I think we... I mean, we have an exceptional team of, like, you know, early employees and people that have been building and shaping this. You mentioned one before, Luke. Carlos is another one, force of nature. I think it's a mix of a, having high ownership. Everyone that is, like, joining has massively high ownership and has an extreme drive. So we work crazy hours. We really are experimenting a lot until things work. And I think that mixed with, like, a good synchronization between every different department gets people aligned, and this alignment is what kind of, like, allowed for this growth. [00:15:17] S0: And how do you how do you align yourselves? I know there's been a lot made of the fact that you guys are pretty much a fully remote team. I know you have hubs in different locations, but how do you create that alignment remotely?
00:15:17 · Tris Tusa, Oscar Lanzendorf
[00:15:17] S0: And how do you how do you align yourselves? I know there's been a lot made of the fact that you guys are pretty much a fully remote team. I know you have hubs in different locations, but how do you create that alignment remotely? [00:15:29] S1: Yeah. We reflect that on every single hire that we do. So we have an extremely high bar. We recently, like, I think we shared this. It's harder to get into Harvard Yeah. Except by YC than to get a job at ElevenLabs. And why do we do that actually? Because we believe that, you know, adding not so good players into the equation is gonna dilute our team immediately. And everyone that is joining is at the highest level possible and wants to be even better. Yeah. So everyone in the team wants to be a bar raiser amongst bar raisers by default. This is one thing. The second thing is ownership. You don't need to tell people to wake up early or to do a certain thing when you know that, listen, you got your KPIs. You have to just deliver on time. You don't have to tell them like things, you know, they will do it, they will figure it out. And this is amazing. I mean, really a company that is built with the people around it, because there's so many like builders within us, they're very founder driven or very operational. They just improve the processes. So if you really invest a lot into the hiring moment and you don't hire everyone and you're just very selective, you're gonna bring in people that are gonna build the company for you. [00:16:35] S0: What are the big goals for ElevenLabs over the next five to ten years?
00:16:35 · Tris Tusa, Oscar Lanzendorf
[00:16:35] S0: What are the big goals for ElevenLabs over the next five to ten years? [00:16:41] S1: It's very simple. We wanna be either directly or indirectly be put into the hands of everyone in the world, be it through our own products or be it indirectly through another product that someone is using. [00:16:52] S0: And it's so interesting because actually, when we... About a couple of minutes ago, we were talking about, like, the use cases and and actually the quite unsexy thing of, you know, assistant basically for voice agents. But what I think you'd got... Guys have done really cleverly is have the sexy people like Matthew McConaughey, who has one of the most famous voices in the [00:17:12] S1: whole world, to create ElevenLabs into this sort of, like, beautiful thing. Who was behind Matthew McConaughey, and how did that come about? So Matthew McConaughey was an... Was actually an early investor. We just recently disclosed this. It's it's the network that ElevenLabs basically brings with us, and it's the amazing technology. And I think if you have a great technology and you have a good network, people will automatically wanna be talking to you. We have a very strong partnerships team behind this as well, and obviously very charismatic founders that are very good at, you know, pitching the product and building that relationship. So it's a mix of both. And you know how it is in life and in the startup world when you're doing something great, doors just automatically open.