AI startups: Sell work, not software

Product

• Fewer jobs-to-be-done. Focus on just 1-2 jobs-to-be done that are shared by many clients. The more jobs, the harder to productize. You can always expand.


• Scalable access. Find and tap into high-quality talent channels. Mechanical Orchard did this with the Pivotal Labs network (CEO Rob Mee used to run that company). Where’s your leg up?


• Piggyb

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First, AI agents are likely to lead to new go-to-market strategies for SaaS companies. With potentially fewer humans in the loop, there is likely to be a further decoupling of seats/users and contract value. To capture value, LLM applications will need a new scaling factor for pricing: variable value-based pricing is a plausible solution.

Moreover, ... See more

Workflow+model startups will win by combining a fine-tuned model with deep customer insight to build an AI-native workflow. These startups will be particularly well-positioned to win in one of the following 3 scenarios:

1. Incumbent saas players do not have legacy workflow dominance in that vertical


2. An AI-native workflow solves the most critical creativ

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