Inside The Pipeline: B2B Sales and GTM
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?
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?