00:12:34 · Sebastian Johnson, Gustav Bang
[00:12:34] S0: And tell me now, you've raised this money. You know, I think you said your team was at 18 people. What are you gonna be spending that money on? Kind of what are you gonna be doing over the next six, eight, twelve months to get you to that next stage of your journey? [00:12:45] S1: Yep. Like, so we got seven engineers and two specialists right now. And that's like... I mean, it feels like we're 50 engineers, right? Because it's going really quickly. Yeah. So we don't feel the urge to kind of expand on the engineering capacity in the short term. But then we're like now opening up in The UK and Germany, so we're hiring head off roles for those countries and paying enough to kind of like commit to those markets as well. Like, I think that's a common mistake for Danish founders especially a bit, but like, in general, just like not committing enough to expansion. And so that's gonna be like the short term six to twelve months place, just like really grab the best of the best logos in all of Europe and get a solid foundation to build up on. But yeah, I mean, who knows? Like, we kind of in YC, also there was a lot of talk about like how do you shape a company in the area of AI, right? Like, you don't necessarily need to hire 40 people just because you can. So we have... We're gonna be very strategic about, like, which people we choose to bring in. But, yeah, if there's anyone out there listening and thinking this is crazy cool company to join, then feel free to reach out.
00:12:45 · Gustav Bang, Sebastian Johnson
[00:12:45] S1: Yep. Like, so we got seven engineers and two specialists right now. And that's like... I mean, it feels like we're 50 engineers, right? Because it's going really quickly. Yeah. So we don't feel the urge to kind of expand on the engineering capacity in the short term. But then we're like now opening up in The UK and Germany, so we're hiring head off roles for those countries and paying enough to kind of like commit to those markets as well. Like, I think that's a common mistake for Danish founders especially a bit, but like, in general, just like not committing enough to expansion. And so that's gonna be like the short term six to twelve months place, just like really grab the best of the best logos in all of Europe and get a solid foundation to build up on. But yeah, I mean, who knows? Like, we kind of in YC, also there was a lot of talk about like how do you shape a company in the area of AI, right? Like, you don't necessarily need to hire 40 people just because you can. So we have... We're gonna be very strategic about, like, which people we choose to bring in. But, yeah, if there's anyone out there listening and thinking this is crazy cool company to join, then feel free to reach out. [00:13:58] S0: Yeah, love it. And is it something in your mind that you want to achieve? Right? Is there a certain milestone? Is there a customer number that you want to get to that you think, okay, this is where we need to be in six, twelve months to get to where I want us to be?
00:13:58 · Sebastian Johnson, Gustav Bang
[00:13:58] S0: Yeah, love it. And is it something in your mind that you want to achieve? Right? Is there a certain milestone? Is there a customer number that you want to get to that you think, okay, this is where we need to be in six, twelve months to get to where I want us to be? [00:14:13] S1: I mean, we're pretty aggressive about the growth. Like, we would like to raise a series A maybe in only six to twelve months time. We've been growing 40% month over month in the last six months have actually pivoted. So right out of YC, we basically just like went into revenue no matter what kind of customer it was, and now we just only do enterprise. So we basically threw out €2,000,000 of pipeline, increased the pipeline again, times two, and now we only got like 100 k plus contracts coming on. So that's been one of the goals for us is like, you can build a really great business with like 10, 20, 30 ks B2B contracts, but if you do, like, pure enterprise play in the beginning, like we did in Legora, like, it's just so much more scalable, and it almost takes the same amount of effort when there's a 10x change in the revenue. So we have an ACV now. It's grown from 27 k to 55 k, and that we would like to be at around, like, a 100 k by the time we raise the Series A. [00:15:13] S0: That's amazing. Did did you... Has there been any noticeable difference, you know, in the way that you sell the product to enterprises versus SMBs? Are there longer timelines? Are you having to be more involved? Answering different types of questions? Are they slightly more risk averse?
00:15:13 · Sebastian Johnson, Gustav Bang
[00:15:13] S0: That's amazing. Did did you... Has there been any noticeable difference, you know, in the way that you sell the product to enterprises versus SMBs? Are there longer timelines? Are you having to be more involved? Answering different types of questions? Are they slightly more risk averse? [00:15:29] S1: Yeah, yeah, for sure. Like, we're really diving into the nitty gritty parts of enterprise sales right now. We just heard Lenny's podcast recent episode where they dive into enterprise sales. And there are so many things that we thought was true, like the type of person that you're hiring for these enterprise sales roles, they have to be really good project managers, basically. They need to involve people like you can... We do an average contract on like two to three months, but the only reason we do that is not because our product is uniquely easy to go into. It's just that you involve all the right people very proactively. Yeah. That's the surprise sales. Just project management on steroids. [00:16:07] S0: Yeah. I mean, yeah. And there's so many... Always, like, hoops to jump through. Right? Well, yeah, thank you so much for joining me. This is really exciting. I think you guys are absolutely crushing it, and I look very very much forward to hearing about your series a announcement in the next six to nine months. [00:16:20] S1: Yeah. Good. Thank you. You'll be the first. [00:16:22] S0: Yeah. Let's do it. Best of luck with it all, and thank you for taking the time. [00:16:26] S1: Yes, sir, man. Bye for now.