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?
00:47:52 · John Collison
[00:47:52] S0: Because I presume you have a lot of competitors where they have tech, and it's behind a contact sales forum, and you have to go talk to an SDR and then talk to an AE, blah blah blah blah. And you guys just offer the tech available on the side. And I'm a huge believer in this. I mean, a huge part of Stripe's growth has been driven by the fact that we just made Stripe available to anyone Yeah. And built a lot of product around that adoption pattern. But so many companies seem to skip it. So I'm curious how you guys can... So many reasons.
00:48:19 · Mati Staniszewski, John Collison
[00:48:19] S1: So many reasons. I think, you know, the the the quick ones that come to come to mind is feedback loop. It just... You can have immediate understanding of how good your technology is. Two, which is extension of that. We stand behind our tech. We believe it's it's the best in the world for models, for voice agents, for deployment. Yep. So we want people to experience that. And I think you do that the same in Stripe where the best version of the technology is available to everyone Mhmm. Which is so attractive to actually try it out. We always try to make everything we build for the highest end use cases, bring it back to the ecosystem free. Frequently, the newest of the use cases... For enterprise, you will need reliability, you need compliance, you need the scale, which we deliver. So frequently, as you develop new technology, it might not, not be ready for a lot of those parameters, but it's definitely ready for developers and SMBs. And we love what they are doing because they are showing us the future and effectively helping us [00:49:15] S0: find a trajectory of where ElevenLabs should go. I'm totally convinced, Alan. I'm just always amazed that more companies don't pursue it where it feels like they're really shooting themselves in the first by not. Like, did you guys self serve on Stripe? Or did you... [00:49:27] S1: We self serve on Stripe. [00:49:28] S0: Yeah. For for example, you know, Eleven is a huge company, and yet A 100%. You started on Stripe on a self
00:49:28 · John Collison, Mati Staniszewski
[00:49:28] S0: Yeah. For for example, you know, Eleven is a huge company, and yet A 100%. You started on Stripe on a self [00:49:33] S1: serve kind like initially, Ed, it's like, you know, we were two of us at the at the beginning. You try to see what's working in the industry, but you try to think from first principle. So you wanna try it out. You want to understand how it works. So the more friction elements before you're trying it out, the less you trust whether it's available, whether there'll be additional payment that's hidden behind some of those steps, so you don't want to go through them. So it's so much. [00:49:55] S0: Speaking of Stripe, do you have any Stripe feedback for us? Anything you want us to fix? [00:49:59] S1: My most common feedback until recently is like, why don't you give us pay as you go user base billing type version? But one of our finance lead, Mati, I know I was speaking with your team, and and that was day before. Yeah. He was, like, thinking about it for a long time. He's great. Was it like you said, like, [00:50:18] S0: you guys should buy Metronome? [00:50:19] S1: You should buy Metronome. [00:50:20] S0: And then [00:50:20] S1: the next day, Metronome acquisition was announced. So now you have it. So that's that was my most common feedback, and we'll be launching.
00:50:20 · Mati Staniszewski, John Collison
[00:50:20] S1: the next day, Metronome acquisition was announced. So now you have it. So that's that was my most common feedback, and we'll be launching. [00:50:56] S0: Directly. Going back to self serve, I think a new thing in AI is that all self serve products should have pay as you go as an option. Maybe you wanna have, like, a subscription with some unlimited tiers, but I don't know if you had the experience of, like, you're using Claude and, like, you're typing away your queries and eventually you hit some rate limit and it's like, sorry, you've hit your usage limit, and you want to be able to do the thing that you can do at Claude Code, which is just pay per API. It's like, fine. I'll pay for it. And it's kind of very funny as a consumer to not have the option to pay more to use the product more. And so, yeah, I think every AI product will need... Know, they probably want to have some all you can need... Most of what you can use subscription with limits and then the ability to pay for overages. So it sounds like that's what you're... [00:51:37] S1: Yeah. Exactly. That's what that's what we that's what we... What we're doing.