Venture Europe: Entrepreneurship | Technology | Venture Capital | Eu/Acc
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?
00:38:44 · Calin Fabri, James Cadwallader
[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? [00:38:59] S0: No. I think that can be... I mean, it's hard. Like, it's... I think it's very hard if you don't care about your craft. Yeah. I think it's very difficult for an... You know, for your boss or someone external to say, you should care about this. So I think you have to inherently take yourself seriously. Like, you know, the people who work at ProFound, like, you know, so, like, a front end engineer, Mike, who works for us, he's probably one of the best front end engineers on the planet right now. And he takes his craft very seriously. He knows all of the other front end engineering leaders. Like, he he knows the craft inside out. And I think that kinda it's hard to learn that. Like, it could probably, like, there's bit of a flywheel where, like, the better you get, the more seriously you take the craft. I think it's hard when you're young, maybe. But... Yeah. [00:39:43] S1: So so the the last question, if you would be, like, 27 year old again in London, like, actually, like, what... What's the advice that you would give to the 27 year old James in London besides move to The US sooner? [00:40:00] S0: I think just keep reading. [00:40:01] S1: Keep reading. [00:40:02] S0: Yeah. Read more. [00:40:03] S1: Read more.
00:40:03 · Calin Fabri, James Cadwallader
[00:40:03] S1: Read more. [00:40:04] S0: Study more. Like, I... Yeah. I think it's it's very fascinating, like, how much great content exists in the world. Like, the reading I use liberally. Like, that could mean podcasts or audiobooks. I... There's so much good shit out there. And, you know, we live in this age of, like, abundant information. And, you know, if you want... If you're a sales leader, you can now go on YouTube and watch up to date interviews with sales leaders at amazing software startups around the world, because everyone's doing podcasts. Everyone's doing... Sharing information. So so much information exists. Yeah. Like, yeah, I I I would say, like, study more, basically. [00:40:42] S1: Study more. James, thank you so much for taking the time. Thanks for having me. Yeah. Cheers. Appreciate it. [00:40:46] S0: Thanks. Thank you.