01:32:01 · Jordi Hays, Bar Winkler, John Coogan
[01:32:01] S1: Branding. Yeah. [01:32:04] S2: So CoolWonderful is an AI operating system coupled with deployment teams around the world. We are, I believe, one of the fastest growing applied AI companies today. We are operating in 33 markets with local offices in all of them, And that gets me on the frequent flyer on every airline pretty consistently. Yeah. Great. [01:32:25] S0: What is the smallest company that you hop on an airline for? [01:32:30] S2: To be completely honest, I don't really open airlines for stand alone customer meetings very often. [01:32:36] S0: Okay. [01:32:37] S2: It's almost always it's almost always hiring and and team building. Sure. [01:32:42] S0: It's just [01:32:42] S2: much higher leverage. [01:32:43] S0: Yeah. I imagine the the the forward deployed nature of your business. That becomes valuable once a company is post 50 employees, like they're past any self serve tools, they need deep integrations? Or is the most value going to the really big companies? We were talking about Campbell Soup earlier. I'm sure they have thousands of employees. Like, who is the ripest type of corporation that needs help transforming? [01:33:16] S2: In general, we bucket companies into over $750,000,000 and under. And at this moment, we are focusing all of our efforts on the first. We don't work with companies that are under $750,000,000 in revenue. Sure. With a few exceptions, right? The only exception would be if we have a customer in which we have CEO engagement, so like an absolute top down mandate. [01:33:40] S0: Sure.
01:33:40 · John Coogan, Bar Winkler, Jordi Hays
[01:33:40] S0: Sure. [01:33:41] S2: And we know that we are like the prime Applied AI partner. Yes, that would be and also we try to, I mean, least until now, this might change down the line, but we try to avoid working with VC backed tech companies. We really try to work in, We try to work in what we call critical industries. [01:33:58] S0: Yeah. [01:33:58] S2: We we think the alpha is much bigger there. [01:34:01] S0: Sure. [01:34:02] S2: The proficiency of tools is usually much bigger there. There is just like [01:34:06] S0: Yeah. VC backed companies, they already have a board member that's asking them every quarter, like, what are you doing with AI? So they already have that person in their ear. [01:34:13] S1: Yeah. What what what kind of what [01:34:17] S2: kind [01:34:17] S1: of advantage are are you getting customers? Like, where is AI actually having an impact outside of the obvious places? Making it easier to make a a slide deck, making it easier to review things like loan application or or obviously coding agents. But, like, where are some areas that your team is applying AI, getting, finding finding alpha in that that companies broadly don't maybe fully appreciate yet?
01:34:17 · Jordi Hays, Bar Winkler, John Coogan
[01:34:17] S1: of advantage are are you getting customers? Like, where is AI actually having an impact outside of the obvious places? Making it easier to make a a slide deck, making it easier to review things like loan application or or obviously coding agents. But, like, where are some areas that your team is applying AI, getting, finding finding alpha in that that companies broadly don't maybe fully appreciate yet? [01:34:45] S2: Yeah. So, Wonderful started as a as an agents cost company mostly for customer support, mostly for voice. We then expanded to other modalities, through chat, email. We then expanded to back office processes. We then expanded to system replacement, or just like agentic apps. And we're now also expanding into new fields, for example, AI gateway and coding as well. We have so many different use cases with customers. Like, few days ago, I was in Mexico and met with this, like, large ISP that has over a 100 entities around the world, sorry, around Mexico for tax reasons, right? They just divide the revenue between many entities to not get above a certain tax threshold. [01:35:27] S0: Oh, interesting.
01:35:27 · John Coogan, Bar Winkler
[01:35:27] S0: Oh, interesting. [01:35:28] S2: And so the first use case that their CEO asks us to help them with is build an app for, like, reconciliation so they can reconcile between all of those different entities easier and faster. And actually, I didn't think it was a very big use case. That was, like, a bit surprised and talked with the CEO and asked him, like, what what's it about? And to make a long story short, they're they're probably going to merge with this other large company. [01:35:49] S0: We have a 100 companies too. You know what I mean. [01:35:52] S2: This other large company is an Oracle ERP shop. [01:35:56] S0: Okay. [01:35:56] S2: And the company we visited is an SAP ERP shop. Oh. So he told me, listen, I cannot stand the thought of having to integrate between two systems, which I obviously don't like, for the next five years. Yeah. So my ultimate goal is to leverage AI to create this new agentic ERP for the unified Interesting. And this is something that I've never heard before, coming from a CEO at this stage. Usually they know about software placement or creating a layer on top of a legacy software, but to actually replace an ERP for a company this old and complex, that's the first time I heard this, and I think that's pretty consistent to my experience in Wonderful. Because we work with enterprises and they follow the news, they constantly ask us for the newest stuff they read and hear about. So whenever something becomes like a talking point, usually are going to be one of the first to have to properly productize it and deploy it.
01:35:56 · Bar Winkler, Jordi Hays, John Coogan
[01:35:56] S2: And the company we visited is an SAP ERP shop. Oh. So he told me, listen, I cannot stand the thought of having to integrate between two systems, which I obviously don't like, for the next five years. Yeah. So my ultimate goal is to leverage AI to create this new agentic ERP for the unified Interesting. And this is something that I've never heard before, coming from a CEO at this stage. Usually they know about software placement or creating a layer on top of a legacy software, but to actually replace an ERP for a company this old and complex, that's the first time I heard this, and I think that's pretty consistent to my experience in Wonderful. Because we work with enterprises and they follow the news, they constantly ask us for the newest stuff they read and hear about. So whenever something becomes like a talking point, usually are going to be one of the first to have to properly productize it and deploy it. [01:36:52] S1: Yeah. [01:36:53] S2: The same thing is happening now with cost control, which surface the need for better routing and the gateway product, etcetera. [01:37:00] S0: Mhmm. [01:37:02] S2: But, yeah, to your question, tons of different use cases. [01:37:05] S1: Do you Wonderful looks like in in five years? Because now it it sounds like there's you're building your own software, you're also doing a lot of services, one off projects. I imagine you're probably leaving some software behind, then you're maybe managing that, but, like and then you're working on a gateway. Where what what does the business look like in in five years?
01:37:05 · Jordi Hays, Bar Winkler
[01:37:05] S1: Do you Wonderful looks like in in five years? Because now it it sounds like there's you're building your own software, you're also doing a lot of services, one off projects. I imagine you're probably leaving some software behind, then you're maybe managing that, but, like and then you're working on a gateway. Where what what does the business look like in in five years? [01:37:28] S2: So so we don't do wonderful doesn't sell any services. Right? Everything we everything we sell is consumption and and the platform itself. And sometimes we attach use case fees to certain complex use cases, but these are all recurring. We don't charge for a single FD or DS that is deployed with our customers. As as a principle. It's very hard for me to tell you what Wonderful looks like in five years. Because five years is just a huge amount of time in this day and age. My gut is that in five years, Wonderful is an independent company, one of the largest applied AI companies in the world, mostly seen as an infrastructure. So mostly known for our AI operating system, with millions of different people around the world building their company on top of Wonderful, as an infra. I think in a similar way in a similar way to how Microsoft is perceived today, or how Microsoft was perceived a few years ago. Right? That's pretty ambitious. But I I would say that's more the north star than, let's say, Palantir.