Venture Europe: Entrepreneurship | Technology | Venture Capital | Eu/Acc
00:33:56 · Calin Fabri, James Cadwallader
[00:33:56] S1: Like, someone in the team also told me that that you preferred the cartoon style more than the Dex style. Like, do you wanna tell us about the cartoon style? [00:34:03] S0: When we raised our series b, I mean, it wasn't really for anything. Like, it was this weird this is when the Ghibli, the the the chat GPT studio Ghibli thing was kicking off. I was basically trying to I was trying to articulate this platform shift from the human first Internet, where humans visit websites to an agent first Internet, where an agent, you know, you ask Instinct or Chat or Grok to tell you about a car you're considering buying, you're not gonna visit audi.com. You're not gonna visit Auto Trader, at least to begin with. You're gonna... The the agent will go and get all that information for you. There's quite a... There's parts of it. If you want to explain it well, it's kind of confusing. Yeah. So what I did is I just created almost like a cartoon series that, like, could explain the platform shift in a big way. Yep. And it was like 50 slides long, but I would just go through it fast. And, yeah, I showed it to Alfred Lin at Sequoia, and I... He said, can quote him. He said it was the best deck he's ever seen, which is a pretty big compliment. He's like, I see a lot of decks. Yeah. [00:35:07] S1: That's amazing. Well done. And and what does the next twelve months look like for you guys? Like, what's the focus right now? Just expanding the product, getting more market share?
00:35:07 · Calin Fabri, James Cadwallader
[00:35:07] S1: That's amazing. Well done. And and what does the next twelve months look like for you guys? Like, what's the focus right now? Just expanding the product, getting more market share? [00:35:16] S0: Yeah. Getting more market share, building a great product. You know, really, we we need we need to build for marketing what Adobe did back in the transition to cloud. Mhmm. This is a very ambitious project. It's like, can we build the canonical AI marketing platform for the enterprise? And, yeah, you know, enterprise marketers wake up right now and use a disparate number of platforms and tools, and we wanna build, like, one workbench where you make, manage, measure all of your marketing, both aimed at humans and agents eventually. So that take the whole thing. It should be agent first, AI first, AI native. So we've got like a... Yeah. We've we've got a good wedge in right now, but there's, like, lots more to do. [00:36:04] S1: And then when you are in the enterprise, like, what do you see that kinda excites you? Like, are... Like, the engagement numbers are that you see actually people from different teams bringing their, you know, colleagues in the platform seeing that you can bundle and get rid of all these other applications that have, like, a single use, and you can become the only platform where marketeers are there. What are the engagement numbers, or what are the metrics that you see that excites you?
00:36:04 · Calin Fabri, James Cadwallader
[00:36:04] S1: And then when you are in the enterprise, like, what do you see that kinda excites you? Like, are... Like, the engagement numbers are that you see actually people from different teams bringing their, you know, colleagues in the platform seeing that you can bundle and get rid of all these other applications that have, like, a single use, and you can become the only platform where marketeers are there. What are the engagement numbers, or what are the metrics that you see that excites you? [00:36:30] S0: It's like people doing things. So like that that Japanese electronics brand that I told you about when they're using the platform, what we found that's very interesting. So AIM, our AI marketer inside of the platform, which is the the... Your personal marketing agent. Yeah. People, the interactions that our enterprise customers are having with that agent now is like very fascinating. So instead of like reaching out to one of the team, instead we'll ask the AI marketer and the AI marketer can build content for them, build marketing, help them build reports. It can build a deck on their behalf. So it's like very interesting to see the enterprise adopt this technology so quickly. Mhmm. And, yeah, these enterprises are huge. Like, one of our customers has about 65,000 marketers across their business, like, across various products in their business. So, like, you know, that you you kind of... It's easy to underestimate the scale of some of these customers. And do you think,
00:36:30 · James Cadwallader, Calin Fabri
[00:36:30] S0: It's like people doing things. So like that that Japanese electronics brand that I told you about when they're using the platform, what we found that's very interesting. So AIM, our AI marketer inside of the platform, which is the the... Your personal marketing agent. Yeah. People, the interactions that our enterprise customers are having with that agent now is like very fascinating. So instead of like reaching out to one of the team, instead we'll ask the AI marketer and the AI marketer can build content for them, build marketing, help them build reports. It can build a deck on their behalf. So it's like very interesting to see the enterprise adopt this technology so quickly. Mhmm. And, yeah, these enterprises are huge. Like, one of our customers has about 65,000 marketers across their business, like, across various products in their business. So, like, you know, that you you kind of... It's easy to underestimate the scale of some of these customers. And do you think, [00:37:20] S1: like, they'll need less marketeers, or the mark... The current marketeers can do more more precisely?
00:37:20 · Calin Fabri, James Cadwallader
[00:37:20] S1: like, they'll need less marketeers, or the mark... The current marketeers can do more more precisely? [00:37:25] S0: I think that's the... Is... There's not... My response is, like, no different to any other sort of vertical. Mhmm. Like, there's a Jevons paradox where maybe you'll do more with more. I think there should be more efficiency. I think you, you know, organizations, marketing organizations should be able to be more efficient now. That doesn't necessarily mean removing the team, but like maybe you don't need to hire 10 more people, you know? Maybe you can do what would require 10 more people with the same small group of marketers that you had. [00:37:58] S1: Also, I've I've heard that every new hire gets unreasonable hospitality on day one. Yeah. Why that book? [00:38:05] S0: To be honest with you, that's a book that our head of customer success put in their hands. Yeah. It's like... I I... I'd say what I'd speak to more is that one of our tenants as a business is, learning and being, like, we call it obsessive craftsmanship. Mhmm. So, like, if you're an SDR, you should be studying, like, outbound sales, like, every day. Like, if you're a marketer, you should be, like, a master of craft. Like we say, you know, the movie Jiro Dreams of Sushi? Yes. Like, that level of, like, craftsmanship, irrespective of if you're an engineer, a designer, a marketer, a salesperson, you should be, like, obsessed with your craft. So we're trying to drill that into the people that we hire. You know? You should be, like, the best at what you do.
00:38:05 · James Cadwallader, Calin Fabri
[00:38:05] S0: To be honest with you, that's a book that our head of customer success put in their hands. Yeah. It's like... I I... I'd say what I'd speak to more is that one of our tenants as a business is, learning and being, like, we call it obsessive craftsmanship. Mhmm. So, like, if you're an SDR, you should be studying, like, outbound sales, like, every day. Like, if you're a marketer, you should be, like, a master of craft. Like we say, you know, the movie Jiro Dreams of Sushi? Yes. Like, that level of, like, craftsmanship, irrespective of if you're an engineer, a designer, a marketer, a salesperson, you should be, like, obsessed with your craft. So we're trying to drill that into the people that we hire. You know? You should be, like, the best at what you do. [00:38:44] S1: This kinda goes back, you know, to the beginning of this interview where you kinda said that you need to have, like, a certain personality trait to obsess and an intrinsic drive to kinda start a business. Do you feel that it's the same with craftsmanship, or it's a little bit different?