00:20:48 · Mati Staniszewski, David Senra
[00:20:48] S1: Being a user. That's amazing. [00:20:49] S0: No. Of course. It's it's a fantastic product, and it turns every document into essentially a podcast that I can, you know, listen to when my eyes are busy. But the funny thing is we do these research, like, dossiers about everybody that comes on. And so I put the one about you into 11 Readers, so I'm listening to you... About you win your own product. But but, like, in George's case, is that coming from you guys? Did somebody... Is somebody else getting paid when I'm listening [00:21:14] S1: to Yeah. Somebody else is getting paid. Okay. He's a great voice actor that that worked with us for... Now for a long time, and every time you listen, he he gets paid. [00:21:23] S0: Do you understand when I... When you sat down, I was like, you're you're you're... Woah. One, I keep running into you everywhere, and so that's what like, dude, we gotta just do a podcast together. And... But, like, you're so confusing to me in a in a great way. This is not, like, a negative thing because, like, I was like, I don't even know how to describe your company. You're doing all this research, but then you have all these other different products. This is very unusual, especially for somebody that's so super focused.
00:21:23 · David Senra, Mati Staniszewski
[00:21:23] S0: Do you understand when I... When you sat down, I was like, you're you're you're... Woah. One, I keep running into you everywhere, and so that's what like, dude, we gotta just do a podcast together. And... But, like, you're so confusing to me in a in a great way. This is not, like, a negative thing because, like, I was like, I don't even know how to describe your company. You're doing all this research, but then you have all these other different products. This is very unusual, especially for somebody that's so super focused. [00:21:44] S1: But, you know, like, it it is it is very fair. I And think we are seeing that everywhere across AI companies. The model becomes a platform, becomes application. But for us, the unifying theme across all of them is that angle of communication. We think how you communicate as a company, how you think about content communicate, all of that is changing and we want to be at the intersection of that. We build the best models to help you do that and then build a platform that effectively delivers that content, delivers knowledge, delivers the conversation in a completely new way. Of course, there's just so many different applications. There's 11 Reader that lets you enjoy content in [00:22:18] S0: a completely new way. So research platform applications on that platform. [00:22:22] S1: Exactly. Okay. We explicitly are not planning to touch any of the intelligence or knowledge work or coding. Not our strength, not our domain. We are [00:22:35] S0: It's a vicious battle too.
00:22:35 · David Senra, Mati Staniszewski
[00:22:35] S0: It's a vicious battle too. [00:22:36] S1: Very vicious battle. Lots of great companies in there. What we would love to be is if you think about the next three years or however many years, there will be probably three platforms that you set all the interactions on those platforms. We want to be the leading platform for those interactions, for that communication. [00:22:53] S0: Will you explain that? [00:22:54] S1: The whole way and that kind of builds on that theme. How you engage with content, how you engage with the data company will change. We want to help people, companies have one place, one platform where you can set it up. You can set up your integrations, can bring your knowledge, you can bring your brand, you can bring your assets from the company, and then deploy that for entirety of customer journey. Whether that's in the marketing example, where you tell that story through content, capture that knowledge back about the user, whether that's in sales when you're trying to engage and bring your product to the customers, whether you are supporting that across the customer journey, or maybe in a simpler way, as you are trying to understand the customer journey, every on brand interaction that that journey has, we would love to be able to capture and help you make that better for.
00:22:54 · Mati Staniszewski, David Senra
[00:22:54] S1: The whole way and that kind of builds on that theme. How you engage with content, how you engage with the data company will change. We want to help people, companies have one place, one platform where you can set it up. You can set up your integrations, can bring your knowledge, you can bring your brand, you can bring your assets from the company, and then deploy that for entirety of customer journey. Whether that's in the marketing example, where you tell that story through content, capture that knowledge back about the user, whether that's in sales when you're trying to engage and bring your product to the customers, whether you are supporting that across the customer journey, or maybe in a simpler way, as you are trying to understand the customer journey, every on brand interaction that that journey has, we would love to be able to capture and help you make that better for. [00:23:45] S0: Okay. Let's make this concrete because I I want to be able to wrap my head around this. Let's take your, like, most deeply integrated customer Yes. Right? And say, you know, it's Goldman Sachs. I'm making this up. And this is how they use this product, all the different products they use. Who is the company or one of the companies that is most deeply integrated with your company and explain how all the different suite of products that they're using that are powered by your technology?
00:24:09 · Mati Staniszewski
[00:24:09] S1: Deutsche Telekom is a great example. They will use a lot of the audio work to create a podcast and their app and the Magenta. They will do that for the ads so they can create ads and distribute that to their audience. There was a lot of our 11 creative work to be able to do that. Then they will use our 11 agents work for in call center where you call in, you want to help. You get that help through the voice agent integrated with the knowledge from Deutsche Telekom. So you can make sure that if somebody is calling in to learn about the product, they get information very quickly. If they are calling to get support on how to get a refund or the recent billing request, they can get that help. And then more recently, they even deployed an agent inside of the network. If you are a T Mobile subscriber, if you call, you can ask agent to join the call and help you out, schedule a booking or real time translate your conversation to the other person. They'll use our effectively combination of agents work and bringing that real time dabbing to be able to communicate in other language. Across all of that, all of that information is captured back so you understand how customers engage in with, this case, with the full spectrum of the journey, marketing, the support, and then the wider operations, unit sales, and we help them do all that.
00:25:32 · David Senra, Mati Staniszewski
[00:25:32] S0: Okay. So in a situation like that, because I think you mentioned obviously a huge increase in your revenue that's growing really fast. It's like you're targeting bigger companies, right? What was the first product Deutsche Bank used from you? [00:25:46] S1: Deutsche Telekom. Deutsche Telekom, sorry. Yeah, the first was marketing. So it was two years ago. Two years ago, still, most of the agents were really very good. They weren't very reliable. They weren't very quick. So, marketing was the most obvious one. So, they started with that. They deployed that. The quality of the content was great so people could engage with the podcast. Effectively, the use case that you mentioned of bringing your notes and then being able to read them out loud. They were just creating that daily for all the customers so they could read about what's happening in the world through the podcast with ElevenLabs Voices. That was the first use case. Then of course support is a combination of voice but also the integrations. [00:26:34] S0: Talk about how you expanded them from one product to the next. How do you actually do that? [00:26:40] S1: In that case, main, and I guess mostly like how do we partner with them to help them bring that product to life? [00:26:46] S0: Yeah, they start with one, but you have 10 different products So you could sell how do you go from one to two and then two to five and so on Yeah, and so