Inside The Pipeline: B2B Sales and GTM
00:32:24 · S2, Oscar Lanzendorf, Tris Tusa
[00:32:24] S2: Is that bureaucracy [00:32:25] S1: or just... Likely. Bureaucracy is one. Incent... Incentives is another. I mean, know, most of the jobs in these kind of roles are not incentivizing you when you're optimizing things a lot of the times. It's just not how it works. It's unfortunate. And then also like how countries are run. Like as an example, we recently started to break into the German market because we've obtained EU data residency for enterprise customers. Before that, Germany was very, very difficult to get as customer. You can do one or two on a specific form because you can like deploy certain things, but to get it like on a mass scale, you have to have these compliance regulations and you notice this as well. So for enterprise, it's a lot of that is outbound. And for the the, you know, B2C product that you can use and that is making us extremely famous, this is where all the marketing comes in, all the amazing work from the growth team comes in that are basically, you know, building hackathons and doing engagements that get a lot of users. [00:33:20] S0: Yeah. It's I know we've been talking now for thirty three minutes. I can see on my on my computer. So we're sort of coming near near the end. What's been your highlight of 2025? And then what can we expect for 2026? [00:33:35] S1: There's been many highlights this year. To be honest, it's really just to work with such exceptional people. People always ask me, like, oh my god. Were you shocked at this? I was like, no. It's exactly how I expected it to be and how I wanted it to be.
00:33:35 · Oscar Lanzendorf, Tris Tusa
[00:33:35] S1: There's been many highlights this year. To be honest, it's really just to work with such exceptional people. People always ask me, like, oh my god. Were you shocked at this? I was like, no. It's exactly how I expected it to be and how I wanted it to be. [00:33:49] S0: It feels like that. [00:33:49] S1: So that's how it is. No, it's really the team is is the most valuable thing because when you work with a team like I'm privileged to work at ElevenLabs, they will make you so successful and they get out your maximum potential. I think this is a thing that everyone is kind of seeking. It's to work with people that help you to get to maximum potential because this is kind of like your path towards greatness. Right? So this is the actually the highlight for me to work with such great people. And for 2026, I think it's just literally keeping on growing. Like we, our secret sauce is that we don't really sit on our success, even though we are very successful. And every time I kind of step out of this ElevenLabs bubble that I'm in, I realize, wow, there is a lot of people, there is a lot of buzz, there is a lot of hype. But the truth is internally facing, we don't see ourselves like that. We're very grounded. We think we have a great product. We see our flaws on an individual and product level. And we just continue to push because and that is the truth, that's an advice I give to everyone. All the success we had until now has been until now. But if we stop now, we're gonna be tomorrow. Yeah. And we're very forward looking.
00:33:49 · Oscar Lanzendorf, Tris Tusa
[00:33:49] S1: So that's how it is. No, it's really the team is is the most valuable thing because when you work with a team like I'm privileged to work at ElevenLabs, they will make you so successful and they get out your maximum potential. I think this is a thing that everyone is kind of seeking. It's to work with people that help you to get to maximum potential because this is kind of like your path towards greatness. Right? So this is the actually the highlight for me to work with such great people. And for 2026, I think it's just literally keeping on growing. Like we, our secret sauce is that we don't really sit on our success, even though we are very successful. And every time I kind of step out of this ElevenLabs bubble that I'm in, I realize, wow, there is a lot of people, there is a lot of buzz, there is a lot of hype. But the truth is internally facing, we don't see ourselves like that. We're very grounded. We think we have a great product. We see our flaws on an individual and product level. And we just continue to push because and that is the truth, that's an advice I give to everyone. All the success we had until now has been until now. But if we stop now, we're gonna be tomorrow. Yeah. And we're very forward looking. [00:34:54] S0: And I actually... I think that I I listened to a podcast with your family the other day, and and they were talking about the commoditization of AI voice. And and, obviously, ElevenLabs has a huge head start because you guys have done it so well, so quickly. But there's nothing to suggest that people won't catch up.
00:34:54 · Tris Tusa, S2, Oscar Lanzendorf
[00:34:54] S0: And I actually... I think that I I listened to a podcast with your family the other day, and and they were talking about the commoditization of AI voice. And and, obviously, ElevenLabs has a huge head start because you guys have done it so well, so quickly. But there's nothing to suggest that people won't catch up. [00:35:12] S2: A 100%. Can I just end with one final thing you? That you mentioned there? What were you bad at that you've improved at because you're now working around such incredible people at ElevenLabs? [00:35:24] S1: In general, I think I wasn't so much believing in myself and my abilities. And ElevenLabs kind of like made it like this that either you start believing in yourself and you crush it or you're out. Not that someone ever told that to me. [00:35:39] S0: Yeah. Yeah. [00:35:40] S1: It's just But but You're in a very high performer environment, and you question that yourself. And I think if you're asking yourself these questions, you know you're at the right place. I think I had a lot of doubt in myself and in what I was capable of doing, and that voice just became very silent and has moved. And this has been thanks to the great people, thanks to the possibility of doing something there. And I think now I just have a better sense of ownership. It's just ownership. Ownership is like always taught and always like trying to... Like, people always try to convey this, but it's very difficult. What does it mean? It means you don't expect other people to do something for you or you don't hold other people accountable.
00:35:40 · Oscar Lanzendorf, S2, Tris Tusa
[00:35:40] S1: It's just But but You're in a very high performer environment, and you question that yourself. And I think if you're asking yourself these questions, you know you're at the right place. I think I had a lot of doubt in myself and in what I was capable of doing, and that voice just became very silent and has moved. And this has been thanks to the great people, thanks to the possibility of doing something there. And I think now I just have a better sense of ownership. It's just ownership. Ownership is like always taught and always like trying to... Like, people always try to convey this, but it's very difficult. What does it mean? It means you don't expect other people to do something for you or you don't hold other people accountable. [00:36:19] S2: 100%. I could not agree with that more. I wrote a LinkedIn post that, like four people read about three weeks ago that said, it is infinitely harder to hire for ownership than it is for optimizing for intelligence. I genuinely believe that finding hyper intelligent people is easier than finding people that would just take ownership. Final final question. What have you changed your mind on recently? [00:36:43] S0: It's the ElevenLabs interview all over again. That's...
00:36:43 · Tris Tusa, Oscar Lanzendorf
[00:36:43] S0: It's the ElevenLabs interview all over again. That's... [00:36:46] S1: Yeah. I think I saw, like, the evolution of AI to be... I I was one of these people that was, like, quite having a semi pessimistic kind of view that I was thinking, alright. That's kind of looking like this. But my change in that has been more that I see actually a lot more possibility as an entrepreneur, as an individual. And now that I'm saying this, I think I changed my mind a lot about content. Actually, yeah. This is the one. Take this one. Change my mind about content. I always thought, okay. Content is gonna be so, like, accessible, and it's all about, like, creating great content and creating, like, amazingly well structured stuff that is super professional. But I believe actually it's gonna be the opposite. Meaning, the shittier your content, the more scrappy, the more likely people are gonna believe that it's from a human, and the more it's gonna be message driven. And this is the biggest opportunity we have because it's easier to do shitty and scrappy content, but to focus on the message versus doing extremely aesthetic, extremely well cut and edited content, which was until now only reserved to the privileged ones Yeah. Or to the ones understanding AI. Yeah. And I think that was the thing I changed my mind about, the importance of that. [00:37:51] S0: Awesome. That's a great answer. Thank you so much for coming on. Where can people find out more about you, and where can people find out more about ElevenLabs?