01:43:41 · John Coogan, Jared Allen, Jake Stauch, Jordi Hays, Jay Madheswaran
[01:43:41] S0: That's what happens. That happens. Take us through it. How much did you raise? I wanna hit the gong. Jordi hit the gong. [01:43:46] S1: Let's do [01:43:46] S7: it. 150,000,000 out of three. [01:43:52] S0: Woah. What unlocked the gong that [01:43:55] S2: we What unlocked what unlocked the new round besides Kevin Coo on your team? [01:44:00] S7: Oh, Kevin's a beast. Kevin is part of a a whole cast of characters that made it possible. So a lot of traction with large enterprises, companies like Fox, Live Nation, WVP, doing massive transformations, adopting Serval, ripping out legacy platforms. [01:44:15] S0: Mhmm. [01:44:15] S2: Bad day to be a legacy platform. Nightmare situation. Checking the news this morning as a legacy platform and just seeing that you guys have a bunch of fresh capital. [01:44:26] S7: Yeah. Yeah. Yeah. ServiceNow stock price is having a a rough day. [01:44:33] S0: How's it how's [01:44:33] S2: it actually doing? I know. I'm... Okay. Only down. It's only We should [01:44:37] S5: pull it up. [01:44:37] S2: Only down 26%. [01:44:38] S0: Okay. Okay. We're doing it. Is crazy. What is the... What what is the go to pitch for a large enterprise? Is it come in, we'll do everything? Is it bring us in as a point solution for one specific use case? Like, how narrow are CIOs, Fortune 500 CEOs thinking when they come to you in that first discussion versus how broad do you wanna go? Like, what's the right size of the prize?
01:44:38 · John Coogan, Jake Stauch
[01:44:38] S0: Okay. Okay. We're doing it. Is crazy. What is the... What what is the go to pitch for a large enterprise? Is it come in, we'll do everything? Is it bring us in as a point solution for one specific use case? Like, how narrow are CIOs, Fortune 500 CEOs thinking when they come to you in that first discussion versus how broad do you wanna go? Like, what's the right size of the prize? [01:45:04] S7: It's it's a broad enterprise automation platform, so we can start narrow. But, honestly, people come to us, and they actually wanna rip out their existing system of record. Okay. They wanna rip out their enterprise service management platform. We give them a path to do that. Mhmm. We're the first to give them a path off of tools like ServiceNow Mhmm. In in over a decade. Wow. And so that's where most customers want to start. Now that might take some time so we can plug in as this enterprise automation layer on day one Mhmm. While we migrate the system record over time. Mhmm. [01:45:32] S0: What what do you say to someone who's like, I don't like my existing provider. You might be better, but I'm worried that you're gonna turn in to the previous legacy provider in a couple years. And then, yes, I I maybe have it good for a couple years, but then I'm back to headache world. [01:45:48] S7: Yeah. It's it's something I get asked about a lot. I was actually at a CIO meeting this morning, and they asked me that exact question. I think it starts with talent. The first leading indicator of how a company is gonna perform are the kinds of people you bring in. [01:46:00] S0: Yeah.
01:46:00 · John Coogan, Jake Stauch
[01:46:00] S0: Yeah. [01:46:00] S7: And by focusing on keeping that talent density really, really high, that's how we can avoid becoming the thing that we set out to destroy. [01:46:08] S0: How front and center is cybersecurity in these discussions today, this week, this month versus a year ago, five years ago, something like that? [01:46:19] S7: It's always been front and center for our customers because Serval ends up getting access to so many critical things. [01:46:24] S0: Yeah. [01:46:24] S7: So it hasn't really changed how our customers evaluate us. They always looked at us through a very critical lens. Luckily, our focus on these deterministic workflows that are audited, that are code based, that have approval, and and permission checks has always been an advantage for us. That's becoming even more important to our customers today. We have doubled down like others on security internally. We recently acquired a cybersecurity company and brought in the leader there as our head of security. So we're really passionate about locking out the platform because our customers rely on this for so many mission critical workflows. [01:46:57] S0: What if you run into a CIO who's like a hipster and they're like, just like old PHP. I just wanna do everything in old PHP. You say too bad? You gotta use the latest and greatest, the secure thing? [01:47:07] S7: Yeah. I don't know if there's gonna be a market for artisanal
01:47:07 · Jake Stauch, John Coogan, Jordi Hays
[01:47:07] S7: Yeah. I don't know if there's gonna be a market for artisanal [01:47:10] S0: Artisanal PHP. Software. I I think that might actually completely die off. You you get the people with the wired headphones, the vinyl records. I I think that the old PHP might just truly be forgotten forever. And... [01:47:24] S7: It'll be like pottery. It'll be like a really nice skill that you learn in a class Yes. On weekends as a hobby. [01:47:29] S0: Yes. Yes. Yes. I agree. I agree. [01:47:31] S2: How personal is is competing in this market for you with the way that you talk about ServiceNow, it seems it seems like very personal. [01:47:40] S0: Gloves off. I think [01:47:40] S7: you have to know who you're competing with, and you you have to have fun with the competition. So it's not personal. It's just we're trying to build a bigger company. And that starts with what we've done, which is build a better product. But now we've got a lot to do to execute on that and and turn it into a much bigger company. [01:47:55] S0: Well, you've certainly done that. [01:47:57] S2: You're playing with your food a little bit. But... Yeah. I love it. Very cool. [01:48:01] S7: That's what a Cerbal cat does. [01:48:03] S2: Yeah. That's it. That that was... I was aiming for something like that. [01:48:06] S0: Yeah. Yeah. Yeah. That's good. Well, congratulations on the funny round. Thank you so much for coming on the show. [01:48:11] S2: Yeah. Great stuff, Jake. We'll back here soon.
01:48:11 · Jordi Hays, John Coogan, Jay Madheswaran
[01:48:11] S2: Yeah. Great stuff, Jake. We'll back here soon. [01:48:13] S0: Talk to you soon, Jake. Have a good one. Cheers. Goodbye. Let me tell you about Codex. Codex is a powerful workspace for getting work done with AI agents. Whether you're writing code, analyzing data, creating content, or automating business workflows, Codex helps you move projects forward from start to finish. Our next guest is Jay, the cofounder and CEO of Eve. More than 350,000 plaintiff cases run on Eve now, up 75% since June. That's incredible. June of this year. What's driving the growth? [01:48:45] S5: The product's working. You know, we're helping we're helping people that are kind of back against the wall get second chances. Right? And when they're using Eve, they just get seen much quicker. They get their life back on track much quicker. And that is just starting to happen at scale now. So we're starting to grow a bit more. [01:49:04] S0: How how... What's the go to market motion? You sell to lawyers directly? Do you sell to, like, IT professionals who work in large law firms? Like, what is the actual motion that [01:49:15] S5: you No. So we're... Yeah. It's a good question. So we're there for lawyers that represent people. So real people, not not institutions. [01:49:21] S0: Mhmm. [01:49:22] S5: And we basically help them service that client all the way from the very first time they talk to [01:49:27] S0: them Mhmm. All the
01:49:27 · John Coogan, Jay Madheswaran
[01:49:27] S0: them Mhmm. All the [01:49:28] S5: way to the end. Yeah. Right? And on on this side, I guess the main difference compared to in house legal or or big law is that it's not really billable hour based. They basically get paid more when they represent client... More clients and win more for them. Yeah. So incentives are really aligned. And they've been using Eve now to scale their own business. And that's part of what led us to growing so rapidly to being able to serve more than 350,000 individuals at this point. [01:49:57] S0: Is your what is your long term view of of the legal profession, the legal industry? Like, what's going to grow? I mean, it feels like cases are going to be resolved faster. We understand that will drive to settlement faster. But in the limit, I was thinking about, like, if I drink Jordi's orange juice, I owe him a dollar. He... His agent autonomously sues me. I... We settle. We don't even know that this happened, but the money is exchanged or something. Like, how crazy does this get in the limit of... Are we gonna see an explosion like a 10 x the number of cases, 10 x the number of settlements, 10 times the number of lawyers? Like, what are the vectors of change that you're seeing in the data? [01:50:39] S5: I think the biggest one that we're seeing happen already, which I'm really excited about, is... You know, historically, I think we've dealt with in America the fact that if you have more money, you do get better legal outcomes Mhmm. For the same set of facts. [01:50:53] S0: Yeah.