Evidence receipt / prediction
Published · transcript-backedJen Abel: prediction
9 Nov 2025 Lenny's Podcast "Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“I look at headcount too because it's just such an easy way to think about it because you can also gauge usage off that and a bunch of other things, but sometimes the small companies, I think we're going to see a lot more larger companies become smaller because of AI, not significantly smaller, but also high margins allow them to experiment more too.”
— Jen Abel
Source trail
Everything needed to verify it.
- Speaker
- Jen Abel
- Attribution
- Verified speaker
- Claim type
- prediction
- Recorded
- 9 Nov 2025
- Publisher
- Lenny's Podcast
Transcript context
…Coming back to this question of going after the enterprise versus SMBs. And again, early advice you gave is there's no, don't go in between. Either pick SMB small company, which I know you said there's a million ways to differentiate what this means, but I guess I think of employee numbers under some number over a thousand is maybe enterprise. Is that a good way to think about it just like- Yeah, it depends. Are you selling per seats or are you selling based off of usage or are you selling off of, I think it also depends on the pricing model a little bit. I look at headcount too because it's just such an easy way to think about it because you can also gauge usage off that and a bunch of other things, but sometimes the small companies, I think we're going to see a lot more larger companies become smaller because of AI, not significantly smaller, but also high margins allow them to experiment more too. That's such an interesting point you're making there that the way we designate enterprise versus SMB like may shift because number of employees may go down with AI.…
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