00:14:26 · Sebastian Johnson, Bar Winkler
[00:14:26] S0: And right now it is 35 countries next year. Hopefully, although... That's amazing. I also read that you were hoping to be at 10,000,000 ARR by the end of this year. Anything that you can share on that? Like how are you progressing? How are you tracking any targets in 2026? [00:14:44] S1: Yes, sure. Like very high level. So we are going to hit this number and it's not ARR, it's much better because it's mostly consumption revenue or minimum commitments, which are usually much, much lower than what the actual agentic spend potentially is. If in ARR you are hoping for like an NDR of 120, 130, 140, I think in agentic we're looking for like three, four, five X. Wow. So in 2026, I mean, hope that we'll do a lot, a lot more than that, like an order of magnitude more. But what I'm really hoping is that we'll be able to work with as many enterprises as possible in our target markets. I believe revenue will follow. I almost think it's not so interesting to over index to revenue at this stage. Like either you are long AI or short AI. If you're long AI, then you believe it will work. And you believe that most things that are done today by humans will be able to be done better by AI agents, or at least that the agents will be able to massively improve the efficiency of humans in the workplace. And if that's the case, then the only thing that matters is to be their partner. It doesn't really matter if it takes you two, three, five or eight years to capture the entire pie, right? That's how I see it.
00:16:12 · Sebastian Johnson, Bar Winkler
[00:16:12] S0: That's really interesting. And your point, I guess, to, I guess, like NRR, like revenue growth within existing clients does tend to tend towards optimizing for more enterprise clients as opposed to just revenue, right? You'd much rather have five clients worth 1,000,000 each than one worth five because the opportunity for growth is potentially much higher. [00:16:32] S1: Much, much rather do it, yeah. Because I believe that like gravity will pull me towards five with every one of those customers eventually. If I have a great product and focus a ton of resources into making the customer successful, then why not? Like, I have to believe that AI will not work to believe that it will not happen, right?
00:16:32 · Bar Winkler, Sebastian Johnson
[00:16:32] S1: Much, much rather do it, yeah. Because I believe that like gravity will pull me towards five with every one of those customers eventually. If I have a great product and focus a ton of resources into making the customer successful, then why not? Like, I have to believe that AI will not work to believe that it will not happen, right? [00:16:54] S0: Yeah, yeah, it's interesting because you're taking quite a different approach to other founders that I've spoken to in the agentic space. So just a couple of things is that like, yeah, you're going massively geographically broad across the whole globe very, very early on as opposed to most are either focusing on Europe and then it going to The US or The US predominantly and then maybe Europe, yeah and you're also focusing, like you said, very horizontally, you're not verticalising a lot, you know, for a specific industry or niche, you're going across enterprise generally, do you think, you know, we're seeing a lot of AI agent companies crop up, do you think, you know, those companies are doing it wrong and do you think the winners will be horizontal geographically, horizontal vertically or do you see a place where there will be combinations? So maybe there will be very, very excellent vertical players in a specific niche as well as horizontal players for a lot of the other, you know, broader use cases? Or do you think it's going to be, you know, all horizontal?
00:17:53 · Bar Winkler, Sebastian Johnson
[00:17:53] S1: I think it's going to be somewhere in the middle, depending on the industry. I think in some industries there is a true claim to the existence of vertical solutions. For example, health care is, I think, some industries just require substantial efforts that are like proper product efforts. And some industries are like the vertical efforts are mostly go to market. And I think in those industries, most spend is going to go towards horizontal solutions. But you know what? I really think that the market is so much bigger than what people anticipate, that there's just going to be a lot of winners. Yeah. I think what it would take to be crowned as a winner is going to be a lot less than let's say in the world of SaaS. Because I think the TAM itself is going to be a lot larger. [00:18:45] S0: Got it. Okay. So this could be a much wider range of very successful companies that are both massive and small servicing. I imagine almost every enterprise client in the world is going be using some sort of agentic company. Multiple. Multiple, yeah.
00:18:45 · Sebastian Johnson, Bar Winkler
[00:18:45] S0: Got it. Okay. So this could be a much wider range of very successful companies that are both massive and small servicing. I imagine almost every enterprise client in the world is going be using some sort of agentic company. Multiple. Multiple, yeah. [00:19:00] S1: Just like most major enterprises are multi cloud, right? For redundancy, for cost optimization, for... It's just putting the not putting all the eggs in one basket, I think, makes sense to some extent. By the way, I think that but if I'm being completely honest with you, I'm not like a futurist, you know, I'm very much an operator. Like, I know what I think it it would take for Wonderful to be a major player in in this space, and I just operate based on that. I wish I had more time to, like, stop and and and think, what like, what the world is going to look like in few years. [00:19:42] S0: Yeah, you're just focused on building the best business you can. Well, we're actually out of time, but this has been a super interesting chat. I think you've seen phenomenal success already and it looks like you're going to continue to see that success throughout 2026. I'm going be really excited to watch you expand into those markets. It sounds like you're going to be hiring for a lot of roles, so if anyone's watching and is interested, reach out because, yeah, there's gonna be lots of cool stuff going on.