00:28:24 · Joubin Mirzadegan, Mati Staniszewski
[00:28:24] S1: Yeah. [00:28:24] S0: Or writing the script for Goodfellas or, like, that that book itself, that's going to be extremely hard. Agreed. That's going to be extremely hard. And then there's another piece, which is like... It's... You you... It will be easier to create software, to create content, to create movies. So So now you are kind of even more attached to the to the storyline, to the history of something than ever before. And that history will frequently go back to, has it happened in real life? Has it happened... Is it is it the story I used to follow when I was a kid? Is it a universe of characters I I I I know and and and love and follow and other people do as well so we can kind of speak. I think it's going to be possible to do it, but it'll be harder to create the attachment to the human across all of those use cases. [00:29:12] S1: Totally. Where... What percentage of the is b two c for you versus b two b enterprise? It's closely approaching fifty fifty. Oh, interesting. [00:29:24] S0: Yeah. So it's a lot on the b to c as the creative creative use cases, narration, voiceovers, dubs, music. And then on the on the on the b to b, it's huge conversational AI push with our agents platform. So everybody's building for conversational use cases, making... And it's invoice, but increasingly also something not only voice where, like, an omnichannel experience where you do voice and text interactions. So that's kind of skyrocketing across.
00:29:24 · Mati Staniszewski, Joubin Mirzadegan
[00:29:24] S0: Yeah. So it's a lot on the b to c as the creative creative use cases, narration, voiceovers, dubs, music. And then on the on the on the b to b, it's huge conversational AI push with our agents platform. So everybody's building for conversational use cases, making... And it's invoice, but increasingly also something not only voice where, like, an omnichannel experience where you do voice and text interactions. So that's kind of skyrocketing across. [00:29:52] S1: Yeah. It makes sense. I mean, on the b to b side, like, of the great use cases that we have seen is support. Yep. It's it's great because it's generally a cost center, and it's great because LLMs are very good at taking that unstructured nature and putting it into a structured format that it can automate away. And in in so many cases, like, I... It makes total sense to me that you're powering that workflow.
00:30:18 · Mati Staniszewski
[00:30:18] S0: Yeah. And and a 100%, it's it's kind of the place where we see just such a quick adoption. But an interesting thing that started happening is this shift from this being a customer support place where you reach out as a user when you have an issue into increasingly being more of a kind of a front facing experience, customer experience across the entirety of your products or or or or user journey. So from, you know, like, the traditional way, if you got an issue, you would reach out through through an email. Now we see companies working on bringing that as part of their website experience itself. So recently, we worked with company in in in Italy, their big... The biggest real estate company where they effectively placed an agent that as a buyer and seller of a company, you can reach out to to get information about that real estate. And they a few... They had, like, historically a huge supply and demand mismatch. So the seller of a property wasn't available to pick up the phone to give the information about the property. And on the other side, you had a lot of the buyers that were just not the right buyers for the property. So now you have an AI agent that you can call in and reach out and get information about the property, and then that information gets aggregated, gave... Given to to the seller of the property, and then they can reach out to the right ones. It helps improve their qualification rates from, like, twenty to sixty percent of people that are progressing to the next next step. And before, you you would only reach out if you had a problem going through through that experience. So it kind of is interesting wherein, increasingly, it's, like, kind of the part of the experience itself.
00:31:55 · Joubin Mirzadegan
[00:31:55] S1: Insane. So
00:31:56 · Mati Staniszewski
[00:31:56] S0: insane. In our own work, we we love trying to do it, like, how can we elevate our experience. We, of course, had... Because of the b two c and b two b angle, we had so many people reaching out for help, credits, how to use the product. So we shifted it where now you have our agents both on the website itself. So you can speak with an agent about ElevenLabs the moment you open the website of ElevenLabs. Then when you log in to the product, you can... You have an agent that can help you navigate through the product experience, will open items for you, speak with you about how it works. And and then, of course, on top that, you can reach out to support, which is also powered by our agents. So now you have, like, a full flat... Fleet of... From understanding to using to reaching out for help to even if you reach out for for for, like, sales part, we we work with our own agents to to help with that process. And and it's been it's been it's been amazing. It's been both amazing for the experience itself elevating and, of course, solving the issue. But second, and you kind of spoke about this briefly earlier, we we noticed a behavior change where if you know you can speak with an agent, you... Your behavior changes. And let's say you're talking about your use case, you are much more keen to tell you everything about the use case because, you know, you can... You are not judged. You can be a little more expensive. You have any time in the world to tell you about the use case, and this has, in turn, meant that we can provide you better experience. Even in the in the classic kind of BDR, SDR categories where you can reach out to ElevenLabs, all usual flow. You leave your details. You can you can request a use case. But then if you want, you can accelerate and give more information by talking to AIBDR, and then we loop you into the right person a little bit quicker. And and that has seen a great adoption as well.
00:33:50 · Joubin Mirzadegan, Mati Staniszewski
[00:33:50] S1: How big is the company now? [00:33:51] S0: So we have 330 people now. [00:33:53] S1: All everywhere? Everywhere, we [00:33:56] S0: have the biggest bases. So we we have still run it remote, so everybody can can work remote, but we started investing into hubs where you can work in person. And our biggest ones are in London and New York, San Francisco, Warsaw, and now we are starting some in Tokyo, Bengaluru, and Sao Paulo in Brazil as well. And you just raised it, what was it, like $6.06, 6,600,000,000 [00:34:22] S1: or something? [00:34:22] S0: 6.6. Yeah. [00:34:23] S1: And you let people take secondaries. Yes. Actually, only... [00:34:28] S0: There was only a tender. Yeah. Only secondary. [00:34:29] S1: Only secondary. [00:34:30] S0: Only secondary. [00:34:30] S1: 100,000,000? 100,000,000. 100,000,000 of only secondaries. Yep. Why? Was... Slash, was it a hard decision?