BUILDERS
00:10:08 · Brett, Maximilian Freiermuth
[00:10:08] S0: look like? [00:10:08] S1: It's a mix of things. Like, we have... Obviously, we use AI in every step of our workflows no matter where. What we realized with those 700, a lot of them are also, like, new merchant companies that have realized from the beginning on that, like, the way you serve a lot of these new customers, which are agents, is the way we do, and therefore they have no problem whatsoever in partnering. There's others that have various business models that are specifically tailored also for partners like us, like resellers as they call it. I wouldn't call us a reseller, but anyway. And with those, we basically have to do, like, direct deals. So kind of classic style the old way, which is the most time consuming way. But if you have to do it, have to do it. [00:10:54] S0: And if you zoom out here, you know, obviously, there's this term agentic commerce. Everyone's talking about this. Like, are you agentic commerce or, like, what are you? What is Delegate?
00:10:54 · Brett, Maximilian Freiermuth
[00:10:54] S0: And if you zoom out here, you know, obviously, there's this term agentic commerce. Everyone's talking about this. Like, are you agentic commerce or, like, what are you? What is Delegate? [00:11:02] S1: That's a very good question. So agentic commerce is a huge password. I mean, you know, right here, Tech Week, I I feel like every second meetup has that directly at its core or like at least adjacent to it. I would say we are in Adjacent Commerce. However, if you ask most people what they think about adjacent commerce, the first thing they think about is like actually physical services or goods, like things you buy on Amazon or, you know, the Uber ride or your airline ticket to your next vacation, whatever it is. However, where I think the changes will be much more impactful and more profound really is in all the digital services, and that's what we see already. And one reason of that is that agents, well, can just deal easier with stuff that doesn't touch the real world. And a lot of those things actually to an extent where you have to ask, like, does the human even need to be in the loop? And it just becomes a tool that's somewhere in the back end that you don't even really need to know about, honestly. And that's obviously where I think the first, you know, most impactful changes will happen because there's no need for, you know, like, loyalty points or, like, any of stateful information from you as a user to, like, trickle into that. Yeah.
00:11:02 · Maximilian Freiermuth, Brett
[00:11:02] S1: That's a very good question. So agentic commerce is a huge password. I mean, you know, right here, Tech Week, I I feel like every second meetup has that directly at its core or like at least adjacent to it. I would say we are in Adjacent Commerce. However, if you ask most people what they think about adjacent commerce, the first thing they think about is like actually physical services or goods, like things you buy on Amazon or, you know, the Uber ride or your airline ticket to your next vacation, whatever it is. However, where I think the changes will be much more impactful and more profound really is in all the digital services, and that's what we see already. And one reason of that is that agents, well, can just deal easier with stuff that doesn't touch the real world. And a lot of those things actually to an extent where you have to ask, like, does the human even need to be in the loop? And it just becomes a tool that's somewhere in the back end that you don't even really need to know about, honestly. And that's obviously where I think the first, you know, most impactful changes will happen because there's no need for, you know, like, loyalty points or, like, any of stateful information from you as a user to, like, trickle into that. Yeah. [00:12:16] S0: Do you view it as consumers then are your customers, or is it business professionals? Like, is it consumer b to b, or does it not matter
00:12:16 · Brett, Maximilian Freiermuth
[00:12:16] S0: Do you view it as consumers then are your customers, or is it business professionals? Like, is it consumer b to b, or does it not matter [00:12:22] S1: to you at the end the day? That's a really good question. So we have both, but what we see is that a lot of a lot of our customers are either, like, relatively young b two b's because they sort of a bit more open in, like, adopting some of these concepts or b, we have, like, a lot of sort of founder style, freelance style, kind of almost b two c style users. However, that as they grow, they sort of also, like, basically grow kind of with us and become more and more sort of into, like, a b two b persona because they found companies, and they actually, like, grow the team and, like, there's other people they bring in and etcetera, etcetera. [00:13:03] S0: Got it. So you're after more... Maybe a fair way to summarize would be like the AI native startups or the AI native companies where it's... Know, they're they're starting an AI as part of the story. It's not a story of AI transformation that's happening to this legacy tech stack and and legacy workflows.
00:13:03 · Brett, Maximilian Freiermuth
[00:13:03] S0: Got it. So you're after more... Maybe a fair way to summarize would be like the AI native startups or the AI native companies where it's... Know, they're they're starting an AI as part of the story. It's not a story of AI transformation that's happening to this legacy tech stack and and legacy workflows. [00:13:16] S1: Yes. Absolutely. And, I mean, if you... I was just yesterday in a meetup where everyone was agreeing that the uptick, if you look at agentic commerce, whether that's physical goods or nonphysical in b two c, it's just so much faster than b two b. Like, the big enterprises, they have to, like... You know, it it just takes longer. They have to understand that. They have to think about, like, exact, like, regulations, certifications, data protections, etcetera, etcetera. And as a founder, for example, like, you can just be a bit more, like, forward leaning with that. [00:13:47] S0: As we've talked about, it's, you know, early in the the company's journey, but what are [00:13:50] S1: the misconceptions that you're hearing come up [00:13:51] S0: from from customers, from partners, anything specific, or any patterns that you're just seeing? [00:13:56] S1: I think patterns that I'm seeing is a... What you said before is people are tired of too many subscriptions. [00:14:04] S0: It's like fatigue. Right? It's like subscription fatigue at a whole new level.
00:14:04 · Brett, Maximilian Freiermuth
[00:14:04] S0: It's like fatigue. Right? It's like subscription fatigue at a whole new level. [00:14:07] S1: Exactly. It's kind of like... It comes a bit back to... You know, like, I wanted AI that, you know, you know, does my dishes and folds my clothes, and now I got AI that... So I can write poems and, know, be creative. And now I got AI that, you know, is creative for me, and I... The only thing that's left for me is, like, all the chores, basically. It's kinda the same here. Like, you're basically, like, restricted to, like, do the sign up and put your credit card in and, like, all the stuff that is extremely annoying, and then cancel the trial if you... And... Or forget it. You know? And so I think that's definitely, like, a driver. There's another driver that is kind of the same, I would say, like, contradiction between, like, the b to b adoption and the b to c adoption, which is that the rate of change has, like, increased so much that I think... Because b two b's have with some things always been sometimes slower than, like, you know, the frontier, say, startups or or consumers. But I think that has accelerated now that AI is moving so fast and the frontier capabilities are moving so far ahead. That, like, that gap just widens, and and we sort of see that in our product because we're kind of, like, right right in there.