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Orb is on a mission to revolutionize billing infrastructure.
In this episode of Greymatter, Greylock partner Saam Motamedi chats with Alvaro Morales, CEO and co-founder of Orb, a cutting-edge billing infrastructure platform designed for the next wave of SaaS and AI companies. Orb allows businesses to implement dynamic pricing models such as usage-based and hybrid systems, empowering companies like Vercel, Pinecone, and Perplexity to evolve their revenue strategies with ease.
Morales highlights how Orb’s flexibility transforms revenue workflows, especially in industries like AI and cloud infrastructure, by allowing businesses to shift pricing models without extensive re-engineering. He notes, “Pricing is about as customer-centric and product-centric as you get.” – and goes on to explain that it’s about understanding what value you provide to your customers and how to best meet them.
For more great conversations like this one, please follow or subscribe to the show wherever you listen to podcasts. You can also find a link to our YouTube channel in the description. Finally, we'd like to thank the people who helped make this podcast happen, including Elisa Schreiber and Fitz Barth.
This episode was produced and edited by Eric Johnson from LightningPod.fm.
Transcript of episode:
Orb: https://www.withorb.com/
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Too often, usernames and passwords are the only thing standing between cyber criminals and an organization's data. While it seems obvious, implementing stronger identity controls has historically been a challenge for organizations because the mechanisms that cut off access to threats can also impede employees’ ability to access the systems they need to do their jobs. Opal Security was founded to solve for that tension. Opal Security CEO and co-founder Umaimah Khan spoke with Greylock partner Saam Motamedi about about the company’s mission to deliver scalable least privilege from a security-first standpoint without slowing businesses down.
You can read a transcript of this interview here: https://greylock.com/greymatter/security-first-identity/
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Guest episode of Product-Led AI, hosted by Greylock partner Seth Rosenberg. In this episode, he speaks with AI pioneer Mustafa Suleyman, who has been at the forefront of the technology through several major leaps forward. As the co-founder of DeepMind, Google’s VP of AI Policy and Products, the co-founder of Inflection, and now the CEO of Microsoft AI, he’s seen AI’s evolution into the transformative tech it is today. He shares his perspective on AGI, autonomous agents, and opportunities for startups.
You can read a transcript of this interview at https://productledaipod.com/podcasts/defining-intelligence/
You can watch the video of this interview at https://youtu.be/cNzRviY4Ei8?si=0Drr1xNbWkkbhPJf
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Greylock partner Corinne Riley reads her essay "Code Smarter, Not Harder: Solving the Unknowns to Developing AI Engineers."
Building AI tools for code generation and engineering workflows is one of the most exciting and worthy undertakings by startups today. But there are still many open questions about the technical unlocks that must be solved to make coding tools that work as well as (or better than) human engineers in a production setting. Riley explores these core questions alongside an analysis of the current ecosystem of startups developing AI coding tools. You can read the essay here: https://greylock.com/greymatter/code-smarter-not-harder/
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App-tracking rules closed the door on user-tracking and targeted ads, but AI opened up new channels of engagement and personalization that previously weren’t possible. Commerce infrastructure company Fermat ushers businesses into this new era of online retail. CEO and co-founder Rishabh Jain talks with Greylock partner Saam Motamedi about the double impact of ATT and AI on commerce, and how Fermat is helping to build the next generation of online businesses. You can read the transcript of this interview here on greylock.com.
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Audio version of the essay "The Big 4 Era: Shifting Power Dynamics in the AI-Focused Cloud" written by Greylock partners Jason Risch and Jerry Chen (read by Greylock head of editorial Heather Mack).
It’s never been harder to compete with the Big 3 cloud providers. As the AI revolution has shifted NVIDIA into the central power broker of the tech ecosystem, AWS, Azure, and GCP have rushed to build their AI edge. In this “Big 4” era, What’s left for startups?
At Greylock, we see ample opportunities in developer tools, infrastructure, agents, apps, security, codegen, and robotics. These observations our based on our daily work, as well as our ongoing data collection and analysis for our Castles in the Cloud project. This essay outlines those areas of opportunity, as well as those that are better suited for incumbents. You can read the essay at greylock.com.
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Guest episode of Product-Led AI, a new podcast series hosted by Greylock partner Seth Rosenberg featuring conversations with leading AI builders.
Adept CEO and co-founder David Luan has been riding the LLM wave since the early days of the modern AI boom: an early OpenAI employee, he led the company’s engineering team before serving as the tech lead for Google Brain’s work on LLMs. He co-founded Adept in 2022 to develop multimodal agents built to work alongside humans in any profession. Believing computers should work more like humans and not the other way around, Adept has stood out for its human-centric approach to AGI.
In this episode, David talks about the moment he realized building a new product (and a startup) was a faster track to AGI; breaks down the frameworks for Adept; and shares his view of a future where AI functions almost invisibly below all software we use.
Check out the whole series at productledaipod.com
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Guest episode of Product-Led AI, the new series hosted by Greylock partner Seth Rosenberg where he chats with builders who put the power of AI into products that people love.
This week, AI visionary (and fellow Greylock partner) Reid Hoffman talks with Seth about the main opportunities in the application layer of AI, with an extra deep dive on AI-powered networks and marketplaces. Having been instrumental in building and scaling several iconic networks throughout his career, Hoffman has learned the core fundamentals of building these types of businesses don't change much - they just look different, depending on the latest tech platform shift.
About the series: Investor and former product builder Seth Rosenberg talks with founders about their inspiration and process to build, test, and continually reimagine how AI and humans work together. You can find more about the series at productledaipod.com.
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Special guest episode of Product-Led AI, a new podcast hosted by Greylock partner Seth Rosenberg. In this series, he focuses on the central question: How do you make AI useful?
While plenty of money and attention goes to large language models and GPUs, it takes a different skill set to build AI products that change the way we work, learn, and live. We’re seeing this in AI co-pilots, AI-first networks and marketplaces, and entirely reimagined software categories where AI is solving long-standing challenges in new ways. But how do they actually do it?
Investor and former product builder Seth Rosenberg talks with founders about their inspiration and process to build, test, and continually reimagine how AI and humans work together. You can find more about the series at productledaipod.com.
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Greylock general partner Jacob Andreou reads his essay on how to build valuable products during moments of technology transitions. Having previously led product and growth for one of the iconic native apps of the mobile era (Snap), Andreou developed a perspective on some of the best (and worst) strategic and tactical decisions companies can make during tech shifts. It starts by asking an important question: Are you building a novel solution to an enduring need, enabled by new technology?
Using lessons learned from his hands-on experience at Snap and observations across other companies, Andreou provides a framework for evaluating your product and company to ensure you are building a transformative product and not a toy.
You can read the full essay, "From Ports to Transformations: Strategies for Building Enduring Consumer Products During Tech Shifts here: https://greylock.com/greymatter/building-enduring-consumer-products-during-tech-shifts/
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Building a defensible system of intelligence at a time when LLMs are becoming commoditized (and when all the classic moats like economies of scale are more important than ever) isn’t easy. But Instabase, which provides an applied AI platform for enterprise organizations to run various operational processes, has managed to accrue a large customer base and recently hit $2 billion valuation. The company has gained traction largely because they've taken cues directly from customers since day one while incorporating the latest technology advances to continually expand their product, making it useful across hundreds of different use cases for a range of industries.
Greylock general partner and Instabase board member Jerry Chen spoke with Instabase CEO and founder Anant Bhardwaj about the company’s journey amid the fast-changing AI landscape.
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Greylock general partner Jerry Chen discusses key takeaways from his essay "The New New Moats: Why Systems of Intelligence are Still the Next Defensible Business Model." The essay is a fresh take on his "New Moats" blog from 2017, in which he postulated that startups would be able to build defensible moats using AI. With the explosion of AI activity in recent times, Chen revisited this analysis to see what holds true, what he got wrong, and what is still too early to tell.
You can read the 2023 essay here: https://greylock.com/greymatter/the-new-new-moats/
You can read the original 2017 essay here: https://greylock.com/greymatter/the-new-moats/
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As anyone who has experimented with the latest artificial intelligence tools that generate human-like responses to text, every interaction with technology is increasingly becoming a conversation. Beyond pre-programmed responses based on specific key words, interacting with AI trained on large language models is beginning to feel like a natural back and forth dialogue.
"In the future, I think there will be an ever-present relationship that you have with an AI that helps you to make sense of the world around you," says Inflection AI CEO and co-founder Mustafa Suleyman, whose company recently released Pi, or "personal AI", designed to listen, talk, and provide support like a companion.
Listen to Suleyman and his Inflection co-founder Reid Hoffman on the Greymatter podcast discuss how they approached building the "AI sidekick" that is Pi, and share their vision for the future of the technology.
You can read the transcript of this conversation here: https://greylock.com/greymatter/inflectionai-the-ai-friend-zone/
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Greylock general partner Jerry Chen analyzes top trends impacting funding, company creation, product launches, and partnerships throughout the cloud ecosystem for 2022 and the first part of 2023. This analysis is based on data compiled for Greylock's Castles in the Cloud project, which maps the activity of VC-backed startups as well as that of the Big 3 cloud providers AWS, Google, and Microsoft Azure. AI, an increased focus on vertical specialization, and the expansion of security needs are all fueling activity in the cloud ecosystem.
The trends in this discussion are also examined in Greylock investor Jason Risch's recent essay, which you can read here: https://greylock.com/greymatter/three-trends-in-vc-backed-cloud/
You can find the entire Castles in the Cloud project here: greylock.com/castles.
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Audio version of Greylock investor Jason Risch's essay "Three Trends in VC-Backed Cloud." As part of our Castles in the Cloud project, which maps the activity in the venture capital-funding startup ecosystem with that of the Big 3 Cloud providers, we compile a database of fundraising at the end of each calendar year and identify trends. Although 2022 and the first part of 2023 has been marked by notable advancements in cloud technology – mostly via AI integrations – there is still considerable restraint in today’s venture capital-backed ecosystem. That figure doesn’t translate to lower activity, however. Many venture capital firms report they are just as busy as prior to the market correction, albeit with a focus on smaller checks for early-stage companies. Technological advancements, partnerships between major powerbrokers, and vertical specialization are all components of the current wave. The top three trends for this period are the rise of AI/ML in cloud, Vertical specialization (or, industry clouds), and security.
You can read this essay here: https://greylock.com/greymatter/three-trends-in-vc-backed-cloud/
You can view the entire Castles in the Cloud project here: https://greylock.com/castles/
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Re-broadcast of Greylock marketing partner Elisa Schreiber's interview with CNBC Senior Media & Tech reporter Julia Boorstin. While there may be plenty of discussion about the disparity between funding for women-led startups and those led by men, women still receive just 2% of all venture capital funding. And yet, many women are still finding success as entrepreneurs. How? Boorstin dug into the stories of women entrepreneurs founding, funding, and running companies, and uncovered a variety of smart tactics and approaches. Those stories and the data are shared in her book, "When Women Lead." Boorstin and Schreiber spoke in front of a live, female-majority audience in late 2022 as part of Greylock's Iconversations speaker series. You can watch a video from the interview here: youtu.be/7moBNBLIVMA
You can read a transcript here: greylock.com/greymatter/julia-b…n-when-women-lead/
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Fintech has perhaps the most to gain from artificial intelligence technology. Even slight improvements in forecasting default rates on a loan or cash flows of a business can have a dramatic economic impact. But for the most part, fintech has been left out of the conversation – partly because there is low margin for error in a regulated space. Encouragingly, this is starting to change. Ramp, a fintech startup that is noted for being one of the fastest-growing companies ever to hit $100M in ARR, is among the fintech frontrunners using automation and machine learning to help customers with expense management, payments, reporting, and more. Greylock investor Seth Rosenberg spoke with Ramp CEO Eric Glyman and Greylock's Reid Hoffman for a wide-ranging discussion on how AI is impacting every profession today – and how there is considerable room for it to impact financial services in the future.
You can watch the video of this interview here: https://youtu.be/q5Rhetnw_64
You can read a transcript of the interview here: https://greylock.com/greymatter/intelligent-money/
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Greylock general partner Mike Duboe talks with Treat CEO Matt Osman, Fermat CEO Rishabh Jain, and independent analyst, consultant and investor Eric Seufert about the changing world of commerce performance marketing following the passage of ATT. For years, targeted ads meant the mechanisms to grow an ecommerce brand were relatively simple, accessible, and fast-acting. But the passage of Apple's App Tracking Transparency policy in 2021 turned that world on its head. Now, companies have gotten creative about the ways they reach their audience, which has given rise to a class of startups like Treat and Fermat that provide the tooling and platform to develop, test, and iterate marketing campaigns.
You can read a transcript of this conversation here: https://greylock.com/greymatter/the-post-att-world/
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Greylock general partner Reid Hoffman talks with OpenAI CEO Sam Altman about their mutual learnings from the AI tools released to date, primarily GPT-4 4, OpenAI's language model that co-wrote Hoffman's recent book “Impromptu." Keeping up with all the AI advancements – and questioning both the pros and cons of their immediate impact – is why Hoffman wrote Impromptu. As he describes, the book is intended to act as a travelog of his experience with GPT-4. Above all, he sees AI as a human amplifier, but urges it must be developed safely. Safety is exactly what OpenAI is striving for, Altman says, and Hoffman’s detailed chronicle of his experience with GPT-4 is exactly the kind of data the organization needs to continue developing the technology with safety in mind.
You can read a transcript of this conversation here:
https://greylock.com/greymatter/ai-field-notes/
You can access Impromptu for free here:
https://www.impromptubook.com/wp-content/uploads/2023/03/impromptu-rh.pdf
And on Amazon here: https://www.amazon.com/dp/B0BYG9V1RN/
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Greylock general partners Saam Motamedi and Reid Hoffman talk with Umi Mehta, who is the Global Head of tech Private Equity and Venture Capital Investing at Morgan Stanley. In this conversation, they discuss the current investing environment in the context of artificial intelligence technology – specifically, its impact on pretty much every industry across enterprise and consumer sectors. AI has evolved rapidly in recent years, and that pace of advancement is only getting faster. Saam and Reid explain how AI is becoming an enabling platform technology, much the same as previous waves of tech transitions like mobile and cloud did in earlier eras. This conversation was recorded at Morgan Stanley’s annual TMT Conference, which draws an audience of more than 3,000 investors and members of tech companies. On that note, the audio quality isn’t the highest, but each speaker is clear. And if you have any difficulty hearing some of the parts, rest assured that you can find all of the conversation in the transcript here: https://greylock.com/greymatter/ais-transformative-power/
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