Olivia Moore

Like you cannot just build an agent, fine tune it and have it work at any type of company.

All those nuances is outside of the model and it's that context layer that we're trying to create, no?

And that actually like, we can talk about how actually doing the work and executing the work is what gets you that.

It's like learning by experience.

You do something and you learn and you explore that space of the context layer so that you can keep learning, no?

Yeah.

So we're very forward deployed.

So we were early on understood that really to solve the customer's pain point, we had to build software that adapts to their operations and not the other way around, which is like the old era before AI was you build something and ask people to like run their business however you think they should be run.

But we think it should be the other way around.

So from the very beginning, we started like...

hiring and building this forward deployed motion with the FDEs, forward deployed engineers, like everyone is talking about them now.

But I think it's about like really being customer obsessed and really focusing on like the value add and their problem and really sitting down with them and going to their offices and learning what they need.

So sure, there's a lot of like,

uh synergies in the industry and what you learn from a customer might be relevant to another but very soon we realize that there's not a one-size-fits-all even within inbound carrier sales even like within this workflow in the enterprise maybe like there's like a long tail where this might apply but enterprises operate very very differently and that's why we build a platform that um is flexible enough to adapt to anyone's operation and it's because

we were trying to like plug and play what we built somehow with a customer to another one.

It didn't really work.

Like they want something different.

They want to change the procedure.

They want to call these tools.

They want to escalate whenever the carrier is not vetted and someone else wants to do it automated.