Inside The Pipeline: B2B Sales and GTM
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?
00:09:04 · S2, Oscar Lanzendorf, Tris Tusa
[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? [00:09:12] S1: It's a mix of all of them, to be honest. We're very gifted to have some of the best researchers and engineers on earth, you know, working on this technology. And this mix with also, as you said, data and experience that we're getting is just, like, compounding over time. Well, I mean, obviously, there's a lot that people talk about when it [00:09:33] S0: comes to music and AI. I actually come from a a music background. So so have have sort of watched AI come into the music industry and seen the number of songs get added to Spotify each week. And what I think is quite difficult for artists these days, human artists, is that there is so much content out there now. It's quite difficult to get yourself heard. Now I know that the counter to that is, well, something like ElevenLabs gives you incredible access to to someone who doesn't have a studio or doesn't have the money or the instruments or the or the skill maybe for music. What's your personal view on that?
00:10:10 · Oscar Lanzendorf, S2
[00:10:10] S1: To music, I mean, I come from a background where I love to DJ and produce music, and I was always using Logic and, you know, these kind of systems. And I personally felt that I was very limited because in order to get a song right, you need to be really good. Like, the last 20% is what makes you actually be able to produce a banger. We are kind of, like, unlocking this layer. I think in, like, twelve months to eighteen months time, the models are gonna be so far that everyone is gonna have the skill level of, like, a Skrillex or, like, a Swedish house mafia. And this is gonna create a complete new layer of artists because it's gonna be about the idea and about the style. And the marketing, I guess. And the marketing. And the marketing. But the marketing, you're much in control of because music is just gonna be... Another form of content, you know? It's like when you said, like, film and series. Alright. Technically, an influencer who's posting every day is like a series, you know? It's a series. So music is gonna become more of a content, and the person behind it is gonna become like the person that makes it magical. And I think Dixon, a DJ Yeah. Said it the other day. He said it in an interview. He said, DJing is not an art form. Like, everyone can DJ, press a button, do whatever. But having the magic, having the right stuff... Exactly. [00:11:18] S2: Yes.
00:11:18 · S2, Oscar Lanzendorf
[00:11:18] S2: Yes. [00:11:18] S1: Yeah. I think we will see more people that have this skill, but we're limited by the execution of it, be able to do that. And that's just... I mean, you can think of it whatever you want, but that's just, like, part of a technological evolution, making things more accessible. [00:11:31] S2: So does ElevenLabs see that as quite a a big sort of market that you really wanna tap into? Is that is that a big sort of chunk of it? [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.
00:11:38 · 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?