00:41:25 · Mati Staniszewski, John Collison
[00:41:25] S1: Yeah. Like, we want to be a partner for, like, full interactions between business and... Businesses and their customers or their audience. I'm saying their their audience because that will apply in support. Support is the easiest one because that's where it's most ready. Yeah. But, like... And that's maybe the big difference to how we see ourselves to some of the other companies in the space is this can also apply to sales. You can you can have the proactive side of reaching back. You can have AISDR versions of that. Yes. And then you can have all the way to the marketing use cases where we are your partner for for working on on on... Even outside of, like, the the conversational agent space of how you create a great marketing campaign. Yes. [00:42:01] S0: And, sir, how does it break down between... You know, we had Des Traynor from Intercom on here, and they have Finn, their agent, and it's a thing in the website that you can go talk to. And he described a very similar phenomenon that you described, which is you start maybe thinking, oh, this will help me answer customer support queries, but it becomes like a generic UI for the, you know, for the website where it's a box you can type in to go do things and understand things. And so why wouldn't you read the docs and design your integration by, you know, whatever? And so will I have, like, one for text and then one for voice? Will you guys do text too? Will... Just how does that... Because it seems like this is also succeeding at the text level with [00:42:46] S1: Yeah.
00:42:46 · Mati Staniszewski, John Collison
[00:42:46] S1: Yeah. [00:42:47] S0: Finn and Sierra and all these things. [00:42:48] S1: The places where we know we will we will be able to provide the biggest value is, like, where, ultimately, today, you will have more... Either a big portion or most of the interactions coming from voice. Mhmm. So if that kind of intersection is there Yeah. That's where we can provide higher value. And, of course, like, if you if you need a text chatbot there, that's that's like if you fix the voice agent, you'll have fixed text piece, like, inherently as well. But the place where we we do optimize today is going to be, like, how do you select the right voice for the right customer interaction, how you pull that in the in the pretty complex case of what you mentioned earlier of, like, how you orchestrate that to pause or look for something deeper into the docs, how it can be extension of entirety of the business, so not only in support but across entire of the user journey. But the bottom line is, like, we want to be able to provide you across entirety of the interactions. Yep. Voice is usually a big part of those interactions. [00:43:43] S0: Yes. [00:43:44] S1: And, yes, we need to we need to solve the integrations. We need to solve the knowledge. [00:43:47] S0: We need [00:43:47] S1: to solve text as part of that. But, like, we wouldn't, for example, go into... What I think will happen in a lot of those cases, like, very deeply into reasoning version of those use cases where you maybe need to, like, the multi touch... Yeah. Yeah. And a [00:44:02] S0: lot of complex actions.
00:44:02 · John Collison, Mati Staniszewski
[00:44:02] S0: lot of complex actions. [00:44:03] S1: A lot of, like, financial analysis of, like, is... Like, that would be not not something we optimize for. Can we talk [00:44:08] S0: about your revenue ramp? Or you're just one of the fastest growing startups, period, of the past few years. What's your most recently announced revenue figure? [00:44:16] S1: Most recently announced was end of twenty Or... 20 [00:44:19] S0: whatever number you wanna give us. [00:44:20] S1: Most So recently announced was 350 at the end of twenty twenty five. Yeah. But the the best proof of the technology working... So recently, are... Announced our work with Deutsche Telekom and T Mobile, with Revolut, with Klarna, with Meta, with IBM, a wide set of use cases. And this quarter was kind of one of the the best for enterprise growth where we had the first quarter hit 100,000,000 in a... In an an additional ARR growth, which is crazy. [00:44:46] S0: In net new ARR? [00:44:47] S1: In net new ARR.
00:44:47 · Mati Staniszewski, John Collison
[00:44:47] S1: In net new ARR. [00:44:47] S0: Okay. So if you think this quarter was a 100,000,000 in ARR Sold Yeah. And 350,000,000 at the end of the year. Yeah. I'm no mathematician, but it's up in the 450,000,000 range. So... And that's... Versus this time last year, that's a several fold increase. Just what's what's working? Like, from the outside, I would assume that there's really strong cohort growth within accounts, and then you seem to have self serve and enterprise businesses that both contribute a lot. I know how big self serve is, but as a user, I like to be able to fiddle with ElevenLabs and not have to, you go talk to sales. But maybe you can just talk about what works to reach $450,000,000 plus of ARR so quickly? [00:45:28] S1: Yeah. So exactly. So we are over 50% is now sales led on enterprise. Yep. And, know, I think largely that technology powers a lot of their agentic interactions just became reliable at the same time as high quality over the last year, year and a half. So that's frequently you know this extremely well. You will start the account, and then of course it continues expanding, and we we see... There's definitely land and expand motion across ElevenLabs. We we we bring... [00:45:59] S0: And what does that expand look like? Is it, like, new departments? Is it just the usage starts taking off when when a customer expands? [00:46:05] S1: Both. But usually, the the first the first part too is, like, we try to make it very easy for our customers. [00:46:11] S0: Yeah.
00:46:11 · John Collison, Mati Staniszewski
[00:46:11] S0: Yeah. [00:46:11] S1: Maybe that kind of against ourselves where we give the technology a a pretty attractive economics. Mhmm. Because we so much believe in the technology providing value, so you can actually try it and test it, and then within that [00:46:24] S0: point of you'll make it up in usage, basically.
00:46:24 · John Collison, Mati Staniszewski
[00:46:24] S0: point of you'll make it up in usage, basically. [00:46:26] S1: Exactly. That usage, the kind of commit continues increasing because you know it's providing value, then it's so much easier to make that choice. And then, of course, cross department pollination is there too. It is like, you know, our work with Edge Telecom started marketing side. So we did Magenta work and podcast generation, then it kind of expanded to customer support, and then it expanded to us working on the... In agent across the entirety of the network so people can call in and have the agent. So, like, you could see those step changes step changes across. But we are now four hundred four hundred seventy people as a company, so we keep keep on growing, but some of the things that stay consistent is small teams. So we have less than 10 people teams for each of the product or research initiatives, or even as you think about sharding some of our go to market strategy, those will be smaller teams understanding the industry in-depth, understanding the market in-depth, and going independently and going quickly, so that definitely contributed largely to that. Two, especially on the biggest enterprises, what we found works is, and it's like we have the full spectrum, self serve, PLG motion that helps distribution, drive, kind of awareness of ElevenLabs. And on the completely other spectrum, we have the high touch, four deployed engineering working side by side with the customers to to to customize the entirety of their work together. Why did you guys do self serve?