Mati Staniszewski: belief

Transcript context

…If you're thinking this quarter was 100 million net new ARR and 350 million at the end of the year, I'm no mathematician, but it's up in the 450 million range. Versus this time last year, that's a several-fold increase. Just, what's working? From the outside, I would assume that there's really strong cohort growth within accounts, and then you seem to have self-serve and enterprise businesses that both contribute a lot. I don't know how big self-serve is, but as a user, I like to be able to fiddle with ElevenLabs and not have to go talk to sales. Maybe you can just talk about what worked to reach 450 million plus of ARR so quickly. We are over 50% is now sales-led enterprise. I think largely that technology powers a lot of their agentic interactions just became reliable at the same time as high quality over the last year, year and a half. Frequently, you know this extremely well, you will start the account, and then, of course, it continues expanding. We see there's definitely land and expand motion across ElevenLabs. We bring— What does that expand look like? Is it new departments? Is it just the usage starts taking off? When a customer expands—…

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