Inside The Pipeline: B2B Sales and GTM
00:02:39 · Tris Tusa, Oscar Lanzendorf, S2
[00:02:39] S0: people. ElevenLabs. Obviously, you are working in go to market, one of the fastest growing AI companies in the world. And there's been a lot of publication, I think, over the last few months, a recent partnership with Meta. I think you'd also agree that the Matthew McConaughey announcement Yes. Got a lot of traction. How's it been over the last six months? How's it been since you joined? [00:03:04] S1: Well, when I joined, we were already very successful and growing super fast. Until now, I think a lot has changed. It's a completely different company, to be honest. We've grown in size. Like, we doubled in headcount. When I was joining, we were less than 200 people. Now we're more than 400 people. We've doubled in revenue. We actually went in increments. When I started, we were close to over 100,000,000 in revenue. In less than ten months, we went to 200, and now we're close to breaking the 300. All of that actually in, like, less than a... Like, ten to fourteen month period of time. Right? So it's been it's it's been really growing extremely fast, and we also doubled in valuation from 3.3 to 6,600,000,000, and that's just all been happening in nine months. [00:03:47] S2: So that that revenue growth, first of all, extraordinary. How many different sort of lines of revenue are there in... Within that number? So, like, talk to me like I'm an idiot that doesn't understand ElevenLabs at all. What are the different ways you guys are delivering for your customers and therefore making
00:03:47 · S2, Tris Tusa
[00:03:47] S2: So that that revenue growth, first of all, extraordinary. How many different sort of lines of revenue are there in... Within that number? So, like, talk to me like I'm an idiot that doesn't understand ElevenLabs at all. What are the different ways you guys are delivering for your customers and therefore making [00:04:04] S0: And and maybe even go right back to the start. What does ElevenLabs do for someone who doesn't know Yeah. What ElevenLabs is?
00:04:10 · Oscar Lanzendorf
[00:04:10] S1: Maybe I'll just start with this. So at the first layer, how I like to explain ElevenLabs to people is on the first instance, we are a research company. Right? So similar to, like, OpenAI and Anthropic, we have a deep belief that everything starts within the research of our own models. So every time you use a product from ElevenLabs, you will use our own proprietary models. And when we feel that these models are at a level that they're great, they're really excellent in the field, and they're breaking all the benchmarks, then we feel comfortable to bring out products on this. Right? So we can just say, alright. We wanna do now text to speech. We wanna do speech to text, and we wanna have these own building blocks that people can use in their own systems and orchestrations. And out of that then, and, you know, a couple of these products that you've seen are things like our dubbing functionality, which allows you to dub into over 70 languages, you know, things like voice cloning and voice changers, up to things like music, which allow you to create songs from written text to things that are more agentic, such as our agents, right, which combine these different building blocks. So on the first layer, we're a model company. On the second layer, we're a products company. And to put it into very simple terms, we automate a lot of the things that currently humans are doing in the loop. We do these via AI. And most of the times, we do them like 10 x better because our AIs basically are available twenty four seven. We speak more than 32 languages. This is now talking on the agentic side, and we're pretty much connected to all of your systems. So our AIs are always up to date. They can reference data that is backed in your system. They can handle a different variety of queries, and this is basically what we do. We try to give the Internet a voice. So everything before that was communicated with machines via writing or coding can now be done via voice.
00:05:54 · Tris Tusa, Oscar Lanzendorf, S2
[00:05:54] S0: Am am I right in saying that the initial idea for the company came from your founders who are Polish, who had watched TV programs with terrible, terrible dubbing. [00:06:09] S1: That's right. That's right. That was the original story. Right? So [00:06:12] S0: Yeah. Yeah. [00:06:12] S1: Back in Poland... I'm I'm not Polish, but that is the story that we were told. And every time we tell the story, there's a Polish person they attested. They did not have dubbing. They... I don't know how it's currently done. Probably, we're we're solving most of these problems. But they didn't have dubbing, and it was only one narrator with the same voice, with the same tonality, speaking for every single character in the movie or series whatever. So that's a terrible experience. [00:06:36] S0: Must have [00:06:37] S2: been very strange to watch. [00:06:38] S1: Yeah. And that is basically the thesis on which it started. [00:06:41] S2: Surely there were two genders. [00:06:43] S1: Or was there just one person? One person. One person. So... And speaking in the same tonality of voice. Yeah. You know?
00:06:43 · Oscar Lanzendorf, S2
[00:06:43] S1: Or was there just one person? One person. One person. So... And speaking in the same tonality of voice. Yeah. You know? [00:06:51] S2: On on on that note, and just sort of how extraordinary these voice agents have gone. I... My sort of first and and most visceral experience of of not using your product directly, but was... I think you guys are sort of powering what they're doing is Jack and Jill. Mhmm. And I was blown away by how human and intelligent the conversation was with this AI recruiter effectively. Mhmm. How much of what that ends up being... And obviously, you really only know about the ElevenLabs side of it. Is ElevenLabs proprietary product, and how much is the layer on top that people like Jack and Jill sort of will build on top of? So they... The... My interaction with that product was overwhelmingly positive. And what I wanna know... Because I obviously... They they asked me for feedback after I interact with the product is how much is ElevenLabs and how much is your customers building on top of ElevenLabs? [00:07:44] S1: I can't talk too much about the Jack and Jill [00:07:46] S2: side No, no, specific.
00:07:46 · S2, Oscar Lanzendorf
[00:07:46] S2: side No, no, specific. [00:07:48] S1: But I will definitely go into how the agents work. Yeah. So basically, the agents, what you have to think of is we provide the voices and we provide the orchestration for the agents, right? So we try to build on the one side, we build a good product, which allows you to choose an LLM of your choice, to give it a system prompt, to add in and connect your data points, and build these workflows, and obviously the voices. And on the second side then, all the contextualization in which you give the agent is done by Jack and Jill in this example. So this is, like, always the thing that makes a difference. We're, like, selling the tool, however you use the tool, is kind of your competitive advantage and your secret sauce. Yeah. [00:08:29] S2: That makes a lot of sense. I mean, yeah, just to reiterate, it was extraordinary. Like, I feel like I'm late to the party. The thing that really blew me away was not not just the intelligence. So at the end of the conversation, I asked her, the the recruiter that I was speaking to, to sort of sum up everything that we discussed, which she did incredibly well. But just how human she sounded. Yeah. And are you seeing... So since you've joined, are you seeing the rate of improvement just go... Is it hockey sticking, or j curbing? May be a [00:09:03] S1: single time. [00:09:04] S2: And you're you're finding that that is driven by what? More data, better engineering, more time? What is driving that improvement?