Gokul Rajaram

speaker

1,839 appearances 2 recordings 2 series first heard Jan 2026 last heard 16 Mar

Gokul Rajaram’s voice in public audio — every appearance, attributed to the second.

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recordings per month · last 12 months

Recordings per month over the last 12 months — 2 in all, peaking in Mar 2026 with 1.

Appearances

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The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch · 20VC: The 8 Moats of Enduring Software Companies: How to Analyse for Durability and Defensibility in a World of AI | Why Dropouts are "AI Maxing" the World & Remote Early-Stage Companies are Dying with Gokul Rajaram · 16 Mar 2026 podcast

So what you want to say is, what's your market size here in all your customers?

How many people do they have that are doing digital work?

And do you have the ability to replace all of that payroll over time and all of the other things they're doing and take a part of the payments transaction revenue?

And if you think that's a big enough opportunity, that's when you invest.

Seed pricing doesn't die.

You know why?

If you look at Chad GPT Enterprise, Chad GPT Enterprise is priced based on seeds because seeds provide predictability for enterprise buyers, but they don't drive expansion revenue by themselves.

So you basically have to bundle a lot more into each seed.

So Chad GPT OpenAI sells seeds based on different tiers where they have different functionality.

I think Figma sells three different types of seeds.

So you're going to see different kinds of seeds.

The big challenge of seed-based pricing, which you alluded to, is it breaks when the product's core value is not about access, but it's about something doing the work on your behalf.

So at that point, charging per user doesn't make sense because user isn't the constraint anymore.

It's the work output.

So at that point, you've got to go to outcome-based pricing.

So for example, if I'm something like Harvey, I don't know how Harvey prices, I bet that they price based purely on how many contracts they process versus how many people are using it.

For example, even if 100 people are using it and they process zero contracts, in theory, they should get zero.

So I think you have two kinds of products.

You have access products and you have work products.

Access products is basically seed-based, like I think ChatGV Enterprise is a good example.

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