Winston Weinberg

And now if you look at our team, it's almost like 40% of our entire EPD org is very senior from like a Databricks or something like that, infrastructure engineers.

And it's a long term bet that as you get these agentic systems that are processing tens of millions for us, I think last year we almost did like half a billion documents or something like that, that you need the infrastructure to actually support that.

So it's not just about how do you win the demo and how do you win the deal, but how do you actually create an enterprise, very scalable infrastructure on your product?

And I see a lot of AI application layer companies not doing this.

What I would tell them actually is your GRR matters.

And I think like one thing that a lot of investors in the AI space have been not paying attention to is GRR.

They've been basically just looking at net new ARR and kind of being like, ah, churn is fine because they're going so fast that maybe they'll pivot or they have some customers.

I think that's a huge mistake.

You're going to see a lot of companies in a lot of verticals that go really, really fast to signing a bunch of customers because maybe there was only one in the vertical and now there's a second player, etc.,

But then they have to actually support all of those customers.

And if you don't have the infrastructure in place and you make a bunch of promises up front and then all of that falls down, you'll start losing customers really, really fast.

And I see a lot of AI companies not focusing on this.

And I think that's going to be like a huge reckoning for folks once they get past 100 million ARR.

Agree.

And I think that what that requires then is going back to what we were saying, which is how you go product market fit and then how do you get company market fit?

And that's actually like how you structure your company.

And I think part of that is different than how it used to be in the past, where if you have long implementation cycles or

One thing that is going to end up happening, I think, is a lot of these verticals are going to land at a big Fortune 1 or Fortune 2 or whatever, right?

And their product is going to expand massively.

This is a really interesting thing about Microsoft.