CJ sits down with Rebecca Schwartz of Tabs, Fred Havemeyer of Fleet AI, and Rahul Rekhi of Rogo for a live conversation about what it actually takes to build an AI-native company.
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SPONSORS:
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Pulley is an equity management platform that lets you issue options, model dilution, and complete 409As without your cap table turning into a spreadsheet disaster. Founders raising, hiring, and scaling use Pulley to keep equity clean and stay focused on building. Learn more or request a demo at https://pulley.com/mostlymetrics
Rillet is an AI-native ERP built for modern finance teams that want to replace NetSuite and close faster. With revenue recognition, close management, multi-entity support, and native Stripe and Salesforce integrations, Rillet helps scaling companies run their finance stack in one place. Hundreds of teams, including Windsurf and Mercor, use Rillet to make the zero-day close real. Book a demo at https://www.rillet.com/cj
Maximor is an autonomous finance platform that runs order-to-cash, procure-to-pay, the close, cash management, and reporting on self-learning agents instead of a dozen disconnected tools. One PE-backed customer posts 98% of transactions directly to its ERP, with the remaining 2% routed to a human for review. You pay for outcomes, not seats. See it at https://www.maximor.ai/
Brex is an intelligent finance platform with AI-powered workflows that enforce expense policies at the point of sale, match receipts automatically, and reduce month-end close from weeks to hours. Thousands of companies, including Anthropic, Coinbase, and DoorDash, already run on Brex. Stop asking A-level finance talent to do B-level admin work. Learn more at https://www.brex.com/metrics
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EY has been part of Silicon Valley since it was just a valley, helping the most successful names in tech go from startup to exit to megacap. With teams across strategy, tax, audit, and transactions, EY helps you get your financials right early, long before your investors start asking for it. You build the next big thing, and EY will help you build it right. Learn more at https://www.ey.com/techstartups
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LINKS:
Mostly Talent: https://mostlymetrics.typeform.com/to/cLTxtAsN
CJ: https://www.linkedin.com/in/cj-gustafson-13140948/
Mostly metrics: https://www.mostlymetrics.com
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TIMESTAMPS:
0:00 Preview and Intro
1:16 Welcome to Run the Numbers
3:17 Meet the Panel: Rebecca, Fred, Rahul
9:52 How Rogo Found PMF
13:47 How Tabs Found PMF
14:51 Growth Rates: Headcount and Revenue
16:23 The Real Hiring Constraint
17:21 What "Forward Deployed" Actually Means
18:53 What's Blocking AI Adoption Now
20:19 How Sales Hiring Has Changed
24:34 How Go-to-Market Has Changed
25:28 Pricing Models: Then vs. Now
28:18 Tabs' Pricing Evolution
29:20 What the Finance Team Looks Like
31:00 How Far You Can Push Outsourced Accounting
32:43 Managing AI Gross Margins
35:07 The North Star Metric for AI Companies
37:02 Token Spend vs. Per-Seat Pricing
39:34 Asking Better Questions: What Counts as ARR
41:38 Biggest Bug in Cash to Collections
43:05 Closing Advice for Founders