Scaling Europe
00:02:52 · JP Haas
[00:02:52] S1: Yes, for sure. And we'd love to hear what people also say after the first episode and how it's evolved. But let me quickly remind everyone of the problem we're solving. So look around you and all the companies that are building the products that are forming everyday life around us. From car companies like your BMWs to the Coca Colas of the world. They all have highly, highly complex operations from procurement to production to finance and accounting and warehouse management and logistics to also being, you know, global operations across multiple entities and different country units. The complexity of these operations are all defined in dozens of different enterprise systems that have been customized to these specific purposes of what Coca Cola needs and what makes Coca Cola so specific. The problem with that is whenever you need to make a change to how your company runs from a business perspective, they need to change something about their logistics operation, or they need to change something about the technical setup. They need to migrate to the cloud. One, you know, old system gets deprecated and that's... Is replaced by a new one. You really don't know how to best implement that and how it impacts your business. So that connection between the business side and the IT side is really missing. So Conduct is the connective tissue between business and IT and the platform on which they collaborate to evolve their systems faster with the ultimate purpose of making these very, very important companies move faster and innovate faster.
00:04:27 · Sebastian Johnson, JP Haas
[00:04:27] S0: Amazing. And so SAP have come on board. How... What's that like? You know, you're... You are working in SAP, I guess, very close to the software itself. To have them come on board, what does that what does that mean for you? [00:04:41] S1: Well, let me start with a personal perspective on this, which is it's always great to see and very makes you very proud and in a way humbled, everyone says I'm humbled on LinkedIn. So I'm saying it now as well, but here we go. It is a very cool thing to see that SAP as the most important enterprise software company in the world is saying what these guys are building is really, really relevant and so important for our customers that we're choosing them as one of our very few AI partners alongside Anthropic and N8N and all of these global heavyweights. And that they're now rolling us out to basically all of their accounts globally to accelerate how their customers can get value out of their SAP system, but in general, just become more AI automated and AI powered enterprises. Yes. It's an amazing validation. You mentioned earlier on about some
00:04:41 · JP Haas, Sebastian Johnson
[00:04:41] S1: Well, let me start with a personal perspective on this, which is it's always great to see and very makes you very proud and in a way humbled, everyone says I'm humbled on LinkedIn. So I'm saying it now as well, but here we go. It is a very cool thing to see that SAP as the most important enterprise software company in the world is saying what these guys are building is really, really relevant and so important for our customers that we're choosing them as one of our very few AI partners alongside Anthropic and N8N and all of these global heavyweights. And that they're now rolling us out to basically all of their accounts globally to accelerate how their customers can get value out of their SAP system, but in general, just become more AI automated and AI powered enterprises. Yes. It's an amazing validation. You mentioned earlier on about some [00:05:38] S0: of the commercial traction that you've seen and and how important that was in getting some of these great investors on board. Can you touch a bit more about that, especially maybe on the go to market side? Because, you know, you're now partnering with amazing organizations that are leading the way in SAP transformation. So it'd be interesting to hear a bit more about of the successes you've seen, some of the customers you're working with, and how you're kind of able to access them.
00:06:01 · JP Haas
[00:06:01] S1: Yeah. So we're really successful on on on two, you know, cold go to market channels. Number one, the direct motion is totally working. Right? We've got an independent sales channel. We get in via the CIO and the SAP and other enterprise system teams. And we're able to really quickly show them why what we're doing really matters. And the amazing thing to see for us is just how much of a wow moment and the feeling of liberation it is for them to see Conduct come live. I mean, we've recently onboarded one of the biggest logistics companies in the world, and they were up and running within twenty four hours and their teams, even before getting the first training from us called us and said, this is amazing. We wanna buy it. Right? That's been unheard of and impossible in our former former times at Palantir. And so you really have this kind of magic wow moment of something that used to take months and years is now possible, you know, on the spot and the value you're getting is so, so enormous. And it's, that's really, you know, magical to see for us. The second thing is the the partner motion. I think the interesting thing here is partnerships don't... They don't work in general. Right? The number one thing is you really need to invest into each of them as your own account and you need to nurture them, but more importantly, you need to really find the crux of what matters to these partners and can you become strategically relevant to them. And to our partners, are such a critical building block in their strategy because the question in the market right now is what is the future of what Accenture, PWC, how are they going to be super relevant in the age of AI? And our answer to that is, well, you need to partner with tool providers like us in order to deliver faster for your customers and to basically automate the work that isn't called towards what you're offering. And instead focus on the much, much higher value aspects of it. The strategic elements of architectural trade offs of business transformation questions. And so if they do that, they're able to sell much higher margin projects with at much higher velocity, and so everyone wins. Amazing.
00:08:37 · Sebastian Johnson
[00:08:37] S0: And, you know, I guess you've been... When we first started... When we first had the interview, you know, nine, ten months ago, you were really focused on SAP. SAP was the software that you were kind of helping to kind of drive insights out of to help people connect to it. Now you're looking at other platforms. Is that right? And can you talk a bit about that journey and where you're gonna be focused on?
00:08:56 · JP Haas
[00:08:56] S1: Yeah. For sure. So number one, and, you know, as a German, it makes me very proud to say SAP very much is the heart of the enterprise and they've really deserved, you know, and earned that position. And so it was a natural starting point for us to start with them because it's everything at the center and all the follow on systems afterwards are gonna be so much easier to crack. The second thing is, and here's where it aligns with our vision and what we, why we're building Conduct. The ultimate mission is to make enterprises be able to innovate and evolve faster and to serve their customers better by transforming their systems faster. But by definition, your business process doesn't end at the confines of SAP. It's very much this whole chain of different systems working together to form the business process, which is from a Salesforce instance, which then passes on the order to an SAP system, which passes it on to an MES system, which operates the shop floor to a Scatter system that designs and operates the machines and then to the logistics system. So you need to understand the end to end process in order to make the company as a whole move faster. And once you do that, you allow the business to actually think not in terms of technical objects or systems or code anymore. They only think about I need a new plant to be connected and optimized, make it happen. That's what we're building. Amazing. And, you know, we've seen... I think we touched