20Product: Enterprises are not Adopting AI Yet, When Will AI Break Into Enterprise, What are the Blockers, What Do Enterprises Need from AI & Why Services Companies Will Win in the Next 10 Years of AI Implementation with Howie Liu, Founder & CEO @ Airtabl

Howie Liu is the Founder and CEO @ Airtable, the fastest way to build apps for your business. To date, Howie has raised over $1BN with Airtable with the last round valuing the company at $11BN and an investor base including Benchmark, Thrive, Caffeinated, Greenoaks and Coatue to name a few. In Todays Episode with Howie Liu We Discuss: 1. Scaling into Enterprise: • What are the single biggest challenges when moving from PLG to enterprise? • Why does Howie believe you have only truly hit enterprise when you sign $1M contracts? • How long did it take for Airtable to sign their first $1M ARR contract? • How can founders know when is the right time to scale into enterprise? • How does the product need to change with the scaling? 2. Enterprises: Do They Really Love AI: • Why does Howie believe that enterprises are not jumping on AI yet? • When does enterprise interest turn into enterprise buying and purchasing? • What are the single biggest barriers to enterprises buying AI solutions today? • Post-purchase, what are the biggest implementation challenges for enterprises with AI? 3. The Changing Sales Process: • Are we seeing the bundling of tools within large enterprises today? • Which categories and vendors are most vulnerable? Which will survive the cuts? • What do vendors need to do to prove to CFOs that they need to remain in their budget? • How has the customer success process changed over the last year with tightening budgets? 4. Howie Liu: AMA: • Airtable famously got Benchmark to lead their Series C, how did this come to be when they famously always only do Series A? • Why does Howie believe that it is total BS to suggest post-PMF, everything is good? • What does Howie know now that he wishes he had known when he started Airtable?