00:09:24 · Sebastian Johnson, Eric Landau
[00:09:24] S0: Interesting. And I wanna talk about this transition that you've gone from being, data annotation to this physical AI, much larger kind of infrastructure play. When we spoke that this was something you were betting on Yeah. Was this a bet that you made about the direction of AI, or was this being close to your customers being pulled in this direction? [00:09:42] S1: I think those are, very, very correlated. So the, the choices that we make in the long run just come from being very close to the customers, talking them continuously, talking to people smarter than us in terms of, what kinds of, technological strategies are they looking at, what are they thinking about, and, you know, how are they kind of positioning themselves? And then consolidating all that and, like, you know, deciding, like, what parts of the product to build and, like, where to invest and go to market. So ultimately, term bets come from short term conversations. [00:10:13] S0: And talking about close to your customers, one of the things that we're seeing a lot of at the moment is sort of like FDEs or like forward deployed engineers. We're seeing this trend of like customer onboarding is kind of changing to be in like a technical field, especially where you have complicated products. Guess maybe yours isn't super complicated, but it's an AI product that maybe lots of people won't be naturally adept with. Are you adopting that model? Are you moving from a sort of customer success FTEs? Are you deploying FTEs in your kind of clients at the moment?
00:10:13 · Sebastian Johnson, Eric Landau
[00:10:13] S0: And talking about close to your customers, one of the things that we're seeing a lot of at the moment is sort of like FDEs or like forward deployed engineers. We're seeing this trend of like customer onboarding is kind of changing to be in like a technical field, especially where you have complicated products. Guess maybe yours isn't super complicated, but it's an AI product that maybe lots of people won't be naturally adept with. Are you adopting that model? Are you moving from a sort of customer success FTEs? Are you deploying FTEs in your kind of clients at the moment? [00:10:39] S1: Yeah. It's funny because we have spun up like an FTE team. And the kind of ratio that we see is, probably, like, you know, 90% of our customers just use the the normal platform as it is, kind of go through, like, the regular onboarding sessions. There's, a lot of complexity in a... In, you know, some specific use cases, a lot of them in in physical AI where, again, it's a wild west. No one really knows what's going on. And so you need someone on both sides of the, the customer relationship to, get to the right answer. And then also for customers that are maybe, earlier on in their AI adoption journey is like helping them, you know, take the right steps and, like, handholding them through through the process. So, yeah, we we are doing like a mixture of FDs and, like, kind of traditional customer success.
00:10:39 · Eric Landau, Sebastian Johnson
[00:10:39] S1: Yeah. It's funny because we have spun up like an FTE team. And the kind of ratio that we see is, probably, like, you know, 90% of our customers just use the the normal platform as it is, kind of go through, like, the regular onboarding sessions. There's, a lot of complexity in a... In, you know, some specific use cases, a lot of them in in physical AI where, again, it's a wild west. No one really knows what's going on. And so you need someone on both sides of the, the customer relationship to, get to the right answer. And then also for customers that are maybe, earlier on in their AI adoption journey is like helping them, you know, take the right steps and, like, handholding them through through the process. So, yeah, we we are doing like a mixture of FDs and, like, kind of traditional customer success. [00:11:28] S0: And when you talk about go to market more generally, how are you seeing that across the world? So you are... You... You're here in London. You seem to have a lot of customers, and I think an office out in San Francisco. Yeah. How's that split? Where are you seeing most of the the the revenue come from? [00:11:42] S1: Most mostly in The US. Yeah. We... And and most of the growth is now happening in The US. US is just the... You know, it's the biggest producer of AI now outside of outside of China. So you just have to be close to where your your customers are.
00:11:42 · Eric Landau, Sebastian Johnson
[00:11:42] S1: Most mostly in The US. Yeah. We... And and most of the growth is now happening in The US. US is just the... You know, it's the biggest producer of AI now outside of outside of China. So you just have to be close to where your your customers are. [00:11:56] S0: And as you've changed from the sort of data annotation play where, you know, Scale AI was the big sort of, like, competitor Yeah. Who do you see yourself going up against when you're kind of pitching to clients? We haven't seen [00:12:09] S1: many, like, full kind of comprehensive end to end solutions from the the data side. I... Not to say that they they don't exist, but we're we're just not seeing in a lot of the the deal cycles that we're doing. So, usually, when we have these types of conversations, it's, will that... The developer at the company try to, like, vibe code something themselves, or will they, you know, yeah. Go with us. [00:12:31] S0: Okay, Justine. So you are still filming in London, but you must be selling a lot in The US. Yes. And especially if you're now having, like, an FTE model, you must be hiring more people in The US. Yeah. Now that you've raised this money, how do you see the the balance between Europe and US changing in terms of your footprint?
00:12:31 · Sebastian Johnson, Eric Landau
[00:12:31] S0: Okay, Justine. So you are still filming in London, but you must be selling a lot in The US. Yes. And especially if you're now having, like, an FTE model, you must be hiring more people in The US. Yeah. Now that you've raised this money, how do you see the the balance between Europe and US changing in terms of your footprint? [00:12:45] S1: So we're growing, quite aggressively on both sides of the pond. The sales team is growing in both places, but I think the, the higher growth rate for go to market in particular is is in The US. Yeah. And, we have, the bulk of our product engineering team based in London, that will kind of, continue for the foreseeable future. We're also adding more technical resources, in, The States as well to be closer to customers. [00:13:14] S0: Nice. And then we talk about some of this growth that you've seen. We saw... You know, you mentioned 10x on the physical AI side. [00:13:19] S1: Yep. [00:13:19] S0: Is there anything else that you can share? What kind of what are the key metrics that you look at in the business and how are they performing? [00:13:24] S1: Yeah. One of the the metrics is just kind of data flux. So how much data is flowing in and out of our system because that's a good proxy for for value, and, that's gone up by, an order of magnitude. We're operating at the multiple petabyte scale of data that's, being managed and used by our system, and, that is probably maybe, like, 50 times more than all the data that was used to train GPT three or four. Wow. So multimodal data in particular is very, very dense
00:13:24 · Eric Landau, Sebastian Johnson
[00:13:24] S1: Yeah. One of the the metrics is just kind of data flux. So how much data is flowing in and out of our system because that's a good proxy for for value, and, that's gone up by, an order of magnitude. We're operating at the multiple petabyte scale of data that's, being managed and used by our system, and, that is probably maybe, like, 50 times more than all the data that was used to train GPT three or four. Wow. So multimodal data in particular is very, very dense [00:13:54] S0: Yeah. [00:13:54] S1: Which makes it quite tricky from a scalability perspective, and it's why we spent a lot of years developing our solution. So just kind of seeing the data number go up, that is something that we track quite closely. [00:14:06] S0: Amazing. You know, you must have been one of the first companies to go through YC that was very much focused on AI because you've around since really before. Yeah. This whole AI moment, the GPT release Yep. That really blew up. Yeah. What have you got right and what have you got wrong about AI over the time, and what have you seen that's changed that you didn't expect?