SaaStr Day 2 - Thriving in the age of AI

Are you ready? Bro, heat. Hey, what's up everybody? Welcome back and again we are live from Saster. Let's go. Day two, if you missed it yesterday, we were live. Day one, we had some amazing guests on the show. We had Gazi, our CRO, join, follow up, followed up by Amjad, our CEO and founder, and we also had Michael as well, come on the show just giving us the highlevel big picture in terms of what they're seeing and what we're building. Yeah, what a treat to talk to those uh three and just kind of get a high level view of not just the industry but also um yeah like their perspectives, how they work with AI, all that stuff. Yeah. — Yeah. No, it was incredible how you know Amsad and Mcklli and of course others joined. But Peter, I mean what a surprise really shut down the show. That was fantastic. — What a professional. Yeah. Peter, an AI engineer here at Reply. We just pulled him from the crowd because we know he is a chat favorite and he just crushed it, man. Totally. You're looking around for Peter now. Seems — Peter's not here yet, but maybe later tonight. — Yeah. No, I think we got um scolded a little bit by Michaela for getting Peter on here, having him for so long because we need him back at home base cranking on uh new agent stuff for Replet. — Well, he was on with for like 15 minutes and you know, 15 minutes in Replet time is like an hour and a half. — True. — Are you um is anybody hearing like a little high There's like a little bit of high ping coming from somewhere. — Yeah. — I'm not sure if it's um the room. if we could turn the room down just a bit. — Yeah. — Uh okay. Hey, so we've got a fun little show today. I think also organized. We're going to be pulling people in from the crowd. We've been chatting with different folks. We got uh folks from the team, folks just from the community. We've got um Oh, I don't think we'll reveal that the special guest in between. — Yeah. Um — keep it secret. — Yeah. Yeah. So, anyway, — mix. Yeah. I think we have a mix of uh folks from Replet to kind of again give us a sense of what they're seeing, what they're building, and uh some of the feedback that we're getting here at Sasser. We also have um some folks that are new time builders that are using Replet to get started on their vibe coding journey. Um folks from um a company that's like at the early stages of AI adoption. So, I'm just looking forward to getting their perspective in terms of what questions they have and what opportunities they're looking for in terms of vibe coding their own tools because I think a lot of companies are in that position where they're new to AI adoption, they're new to vibe coding and there's just a ton of questions in terms of how to get started. So, really excited to get their perspective on on how they're thinking about kickstarting things at their company. — Yeah. Um I think that's the energy here just all around, right? everyone's kind of just getting their feet wet. Some companies are a little more established than others. Uh people are there's a lot of interest in just folks trying to figure out what this Vibe Code stuff is all about, right? So, it seems to be a lot of interest in the demos. Uh the folks from the team have just kind of told us they're overwhelmed in the demo station. So, we've got this whole setup uh across the way where they're doing like live demos under a tent, this big screen, and that thing's kind of just been packed out. So, um — yeah. I don't know. It's just kind of interesting to see the market maturing a little bit. um you know the episode today thriving the age of AI a little bit here from Saster Day too. So it's kind of cool to see this coming and I think a year from now as this industry matures is just going to be you know leaps and bounds ahead of where we are now. — Yeah that's the right context. I think a year ago everybody was AI curious and everybody knew that AI was going to be a big deal but people were walking away from sessions like this kind of still thinking about how to actually implement it at their company within their teams. And I think this time around it's more solid. It's more tactical in terms of they have a better sense of what to do and what to start building. So, I'm eager. Yesterday's sessions, there was a lot of hands-on building, building your building out your own agents, tools, cranking out replet applications, and so I think there's more actual building that's being done now. Um, and so I think people have a better sense of what's next and how to like really get things going. — Yeah, the examples have been incredible. I mean, we're hearing about, you know, Jason having someone report to an AI agent. So, I don't know. The future is bright in many ways. — That was yesterday's hot take. Yeah. In CA in case you're curious. Yeah. Jason Lumpin. He's basically running this entire operation here with two people and like 30 agents that are working, that are selling, that are making decisions in terms of the scheduling. Andrea mentioned that Jason was thinking about hiring someone like a person but actually having that person report up to an AI agent which we're kind of still you know we're curious in terms of how that works out but I don't know about reporting to an AI agent but definitely having agents as advisors and you know things that give you input and give you direction like totally because these agents have so much context and can really crank through a whole bunch of numbers and give you a really good sense of what's going on. — Yeah. I know. Um I agree. I think uh they're becoming the creative sidekick of choice for lots of people, right? And if you uh you know, let's say a couple years ago, if you had big budgets, you're a big agency, you're a big company, you could hire creative talent, you could hire freelancers, you could hire whatever, you know, you can kind of bring the team in that you need. But if you're a oneperson shop, if you're a small operator, business, a lot of times you can't afford the $5,000 for a marketing video, the $10,000 for a rebrand, the whatever for this thing and that and the other. And so now you have this opportunity to tap into one of these creative sidekicks, your little agent, you know, go into Replet and, you know, throw a couple prompts in there. You tinker around for a little bit, a couple hours, and now you got, you know, you got the assets that you need, right? And again, whether it's Replet or whether you're leveraging any one of these other amazing tools that like seem to be sprouting up every day, um, it just becomes like a real moment where you're equalizing the playing field, right? So it's like this barrier to entry is kind of being lowered for anyone to get into this creative game, but then the ceiling is becoming much higher and the expectations for like what it means to be a successful product, the type of market you should be reaching, um kind of the polish of the product that you should be delivering at the end result. And so the expectation of the user is also going up kind of in parallel with that same kind of ramp. And so people think, oh, it's getting real easy to get into the game. Yeah, but lots of people are now getting into the game. So now the game is being elevated kind of to that next tier. And that's I think what we're seeing right now. — Yeah. No, absolutely. And I'm excited to see what the results of, you know, some of this experimentation. Um, but next year at First Saster is going to be like. I mean, last year was a totally different, you know, uh, phenomena I feel like you mentioned. And today it's an entirely different world. — Yeah. Next year you might see some humanoid robots walking around like helping you and ushering you to different events and doing presentations. — I don't know if it was AI or not. I'm going to like derail here a little bit. It was like a transformer type thing. This dude was in a cage with like think, you know, those like robots that you see, right? Except for imagine you can get into one. — Oh, interesting. — And he was like in it operating thing. And again, I don't know if it was AI or not, but it seemed like there was some real stuff behind it. So maybe the video was like conceptual, but I don't know. And so, yeah, I mean, we're headed towards a really weird world. And all that world's going to be controlled by software, — right? All of these things. And people are making the bridge now to like tinkering with their little 3D printer or Arduino or some kind of like Raspberry Pi. And so they're vi coding their own little OS or they're tinkering with like a little hardware solution or they're building something that okay building things for the web is cool but now we're tinkering with the real world and now I think this next layer is just going to get so interesting as all of these things start coming to the surface. — Yeah. This blending of software and hardware and also that just being more readily available to folks. I think one of the key themes that we're seeing here is just the empowerment of non-technical f folks at organizations. So like for the 80% of uh a company that isn't technical that's maybe in marketing and HR in legal in sales enabling those folks to leverage tools like Replet to build out their own software internal tools their own landing pages their own agents to really help streamline their workflow. So that's another big thing that we've been seeing. — Yeah. People are asking if uh we're going to give them a tour of the event. — Oh interesting. I do have some. I did just walk around on the Osmo. Yeah. — I wonder if I could turn this thing on, go into file transfer mode — and bring that up — and share screen on some of this. — It's a really nice setup here. It's like a big campus area. We got a couple of big rooms. We had an outdoor vibe coding workshop. Horatio was leading a really good session. It was early in the morning. We were coming in like at 9:00 and it was packed. It's packed outside. Horatio dropping some alpha there for folks outside. — Yeah. Give me some cover for a second. Maybe I could you and Francisco hold the air down. — Yeah. — Let me see if we can uh take these folks on a little bit of a tour here. — Yeah. And you know, again, this is what I've really enjoyed about this year's SAS is that there's a lot more hands-on building. So, I think again, last year, everybody's curious about AI. Everybody's thinking like, okay, yeah, this is going to be a big deal. But then you're walking away like, well, how do I actually implement this? build some of this stuff? And this year, like yesterday and today, there's just like a bunch of like handson vibe coding workshops. So, we're hosting um a bunch of workshops, vibe coding sessions 101, and we're having people take out their laptops, and like you're not just listening to a speaker, Cody or Horatio talk about AI. You're actually following along, and you're getting to build like the early beginnings of what you might use at work. — No, absolutely. And I mean, you know, again, I always talk about how much just how much has happened, right? I joined Replet in uh July of last year and people would ask me like, "Oh, is this a tool I can use? Should I begin? " I'm like, "Yeah, you know, just get started with it. Try it out. Check it out. " And now when people ask me, it's like, "No, absolutely. " It's like the lowest barrier to entry ever and how much you can do and the power behind it is absolutely incredible. And we're seeing these demos in person and we're seeing people I mean that's why these sessions are being so packed out because people are now realizing anyone can do it and they can truly automate you know some of the things that get in the way of the creativity or kind of the next steps of taking their projects their companies to the next level. — Yeah. And I feel like 2025 was like a lot of uh folks trying out Vibe Coding at home for their side projects building out their own cool games and things like that. And 2026 seems to be the year that Vibe Coding is going mainstream. It's going into the enterprise. business. And I'm not, you know, there's a couple of key trends that I'm seeing that I think are making that happen. One, the models have gotten much better in tools like Replet Agent have gotten really good at staying on task and completing a project and helping a new builder or non-technical person get to that wow moment really fast. I don't think that I think it was much harder to do a year ago. And you know, you really needed a fair amount of resiliency and stick tuitiveness to get to that like wow moment. I think Jason Lmin was a great example of that, just sticking with something until it worked. So, he's been an early adopter. I think now we're at a point where it's just much more straightforward for you to go in and have Replet agent oneshot something in an application and be like, "Oh, wow. " Like, I totally get it. I think another thing that's happening is that we're also building out the right infrastructure and tooling that is needed to have organizations feel comfortable about enabling their team to vibe code. So as we mentioned yesterday like vibe coding is great because now as a non-technical person you can build whatever you want. Um, but the bad news is that if you're a nontechnical person, you may not be familiar with some of the threats or risks that are out there as you're building something. So, I think we spent a lot of time building out the right tooling and the visibility for IT teams to keep a bird's eye view on what their team is building to, you know, make sure that they're building safely as well. — Yeah. And if uh folks are watching, we got the I got the Osmo up here. So, we've got a little bit of the cam walking around. uh did some scooting around earlier to yeah capture some of that so you guys can get a feel uh remote what's actually going on the ground here. — And check out this booth that we got here. Wow, that's professional right there. Heads off to Brendan, — our events guy who's going to be joining us a little bit later as well is going to tell us about what it takes to bring all of this together. — Yeah. And I think we're just a couple minutes from what? Inviting our first guest who I see in the background here maybe. Hi ladies. — Yeah. Oh, Cody's sitting over here. Yeah, — ready. Everybody's exc Yeah. Um it's been a lot of fun, I think, to kind of be here doing this. Um it's exciting to like stream from the office or from the house, but when you get around like people and stuff. And I wish um I think next time the setup's got to be like the backdrop. We got to get out. like into the atmosphere, you know? Like we have this little speak easy lounge over here, which is kind of like the escape of the conference. So it's like there's a bar over here. So, we got like the cool spot with the music and there's like video games and a little ping pong table and like all sorts of stuff here in the speak easy which is kind of where we're streaming from. Um, but I could see, you know, future conferences and future events where like we're kind of just in the background and getting our legs out from under us and maybe like while I'm on stage we can like bring him in and do the thing and then he comes down. It's like I'm just thinking, you know, like you all see the production value step up, right? If you go back to the streams three or four months ago, six months ago, and you see like where we're going and you see you watch, you watch and just — y'all keep watching, you know, cuz we've got some stuff that we we can't wait, you know. So, you're just kind of seeing us again building public. You saw it with the buildathon. you saw us really kind of pushing um Replet to the limits and you're going to start seeing that with a lot of our community stack, but also then um you know with the media side of things. We really want to push the limits there as well and we really want to make sure that you know we're like kind of setting the stage for not just what a Vibe Code company should be doing, but what a modern company should be doing as far as like a marketing operation and really how we connect with you all and um yeah, I don't know, grow and scale from there. — We're working our way up to that. So definitely in the cards, like hopefully next time we do one of these, you're going to see like the big backdrop with everybody in the background hustling around. And I figured I'd love to get like some like first time Replet builders on stage and like see their live reactions. That's always one of my favorite things. I like to say that Replet demos really, really well. Give me 15 minutes with a new builder, a nontechnical person, and let me show them Replet. And you always see like their face light up like, "Oh my gosh, this is amazing. " So, I'd love to get more of that reaction on camera as well for everybody. — Yeah. And shout out to Renee Cloud Boy who I think during the buildathon uh is exactly what he did. He went out around Union Square, got people's ideas and literally went back and built them out live for folks. And I think he's going to be doing a few more uh of those kind of sessions where people just drop in their like ideas they've had for a while, their projects they've been trying to build out, and then he'll just build them live and then have like a stack of projects. And then with Parallel Agents, right, you can just mult work on multiple things at once. So, uh very exciting times. Yeah, totally. Like I it's also something about like trying Replet for the first time. I always warn people before you introduce Replet to your friends and your family, just let them know to get some good rest in advance and just tell everybody they might be away for a while because I've seen folks just like go like all out like that those first couple of weeks with Replet because some of these folks have had ideas in the back of their head for like 10 years that they just could never like really bring to fruition because either they didn't have time or they didn't have the right technical tools. And now with Replet, like they're oneshotting some of these things and they're adding features on top of it and it gets really addictive. And so like yeah, if you're trying Replet for the first time, just heads up on that. It's a very common thing that I see like you're trying Replet for the first time, be ready to go all in for a couple of weeks. — Absolutely. — All in. Everybody. Well, speaking of, should we go ahead and um jump in with our — guests? Yes. And I think I have here, it's funny because when I walked up, Manny was uh just chatting with these ladies and um — let's bring in let's bring up Lindsay and Julia. — Yeah. — Um Okay. So, we're going to swap out Francisco and we're going to bring in

two guests from the crowd. — Lindsay, why don't you go over there? — Yeah. We'll have one on my left here. — Headset in place. — Yeah. And as we're bringing in uh Lindsay and Julia, just a little bit of context here. Um, yeah, just feel free to put on that headset. — Pull up a chair, sit on the floor. Admission is free. Pay at the door. — We met Lindsay and Julie yesterday as we were setting up. And — who do I have? I have Lindsay — and Julia. Okay, great. Let me turn your mics on. — Yeah. — And we're watching the folks are watching actually the little footage I was recording earlier as we were walking around. They're not listening to it. Uh, but they asked if we could kind of walk them around the facility a little bit. So, while we're chatting and while we're moving around, I'll be bringing up just different footage. It's just kind of something fun to keep the YouTube video more a little more engaging. But yeah, tell us uh about your experience here and your journey with Vibe Code. — Yeah, kick off. Tell us a little bit about yourself, what you're building. — Absolutely. So, I am actually a first-time Replet user as of yesterday. — Horn. — I went to one of your sessions yesterday and um you know saw someone doing you know building something live and I thought whoa that's incredible. I can't wait to dive in. So, actually Lindsay and I stayed up late last night together just vibe coding away our evening and it was — I told you. Awesome. Was that by chance Cody demoing building? Yeah, there you go. Oh, you got the rockstar. You got the prime time treatment there. Cool. Lindsay, tell us a little bit about yourself and your experience with building and replet. Yeah. So, I'm the VP of marketing at Green Security and um I have to be honest, when I left Saster last year, I felt all the hype around Vibe Coding and I went home not knowing how to do any of it. — Yeah. — And it wasn't until probably January I discovered Reblet, got involved. We did a leadership activity where we were all tasked to build a prototype in 30 minutes for a new product. and seeing what everyone built and shipped in 30 minutes was insane. And so I've been um — What' you do? You gotta tell us. You can't say that. Not tell us. Come on. — That's behind the scenes. But — Oh, confidential. There you go. — Turn that mic off. Okay. So, what are you doing over here? Okay. — What I want to share is like going into vibe coding, not really knowing what to expect and how and where to get started. It was so exciting and so powerful to see what just 15 minutes. — Yeah. — 15 minutes of a pro like prompting and patience will get you. And since then, we've built um what four applications that in Q1 alone saved our team over 10 hours a week. From a digital marketing agent to a data dashboard that handles a lot of the data plumbing and concerns and issues we had in our own reporting dashboards. — What were you doing with that stuff before? Like were you just using offtheshelf stuff? Were you just kind of cobbling together Air Table or Excel sheets and some Zapier connections or what? — Exactly. it was off the shelf what was available reporting in the stack that we had and um what I found was to answer the exact questions I was trying to get to around our pipeline what was marketing generated what was coming from our BDR — that was um requiring several data pools in a math equation every day I it wasn't as simple in our tech stack to get to as I needed it to be. So, um, I started out with, "Hey, let's go and get this. " Like I I didn't even tell Replet like how to do it. I was just like, "Here's the end goal. Help me get there. " In five minutes, — my mind was blown. And I eventually developed a um an ROI — Oh. — calculator for all of our conferences and events. And it was so sexy inexpensive. — Yeah. — I loved it. — That's amazing. Um, I think that's a common theme that we've been seeing is 12 months ago, everybody's AI curious and thinking about how to implement AI at work, but fast forward 12 months and you actually have like a way to implement that. So, I'm curious like over the last 12 months, how did that change for you? You found Replet, but like are other things in the organization that are happening to like uh help you do some of this? Yeah, it's, you know, we can give all the credit in the world to companies like Replet and um everyone else in our stack who we love, but it really takes a village and we have the support of our senior leadership, our CEO, our CTO who's in the audience here today, our — VP of AI. uh we recently hired and we're really evangelizing internally how can everyone in the company be an adopter of AI and how can everyone in the company start building out the solutions they need really quickly and simply and it's not just building for the sake of building or getting involved because it's cool but how do we drive these outcomes further — for our team and for our customers — and you're new to this whole thing so like how are you seeing this evolve I mean you said you played with it a little bit for the first time So, um, have you had much experience watching them kind of build some of this and now you're dabbling, but what's your kind of experience as you enter the space? — Yeah, so I've been watching everybody else build amazing things and kind of was of the mindset of like, wow, they're all doing incredible things. Like I just don't know how to jump in and I like I know I can do cool things on there, too, but I'm not sure how to start. It felt like a steep learning curve, but then I finally jumped in for the first time and it's so simple. Um, especially with a tool like Replet, like you can accomplish your what you want to build in just a few simple prompts. And um so I think you know starting out with just those goals of like the long-term vision and then seeing what it can build to get you there without kind of like you know having that workflow already in mind has been incredible and a huge time save already and just like the simple thing I built last night. — Do you have a list of ideas that are coming to mind in terms of what you might be diving into next? — It's definitely growing. I think, you know, Lindsay and I are a twowoman marketing team, so there's a lot we're looking to accomplish. Um, I think now it's just prioritizing which areas to start in. And, um, you know, I think we can do a lot with, um, event marketing. It's going to take a big lift off of that for us and keeping track of all those key details and dates, um, and reporting. And, uh, yeah, there's a lot we're excited about. — Yeah, Jason's got to be a big inspiration for all of you, right? like he's got he's a twoperson team as well running this whole operation with a bunch of AI agents. — It's certainly impressive and you know we've been coming to SAS since 2018 and are big fans of the event and the sponsors and so we're excited to be here continuing to learn. I have an admission for Cody whose session we attended yesterday. um you know he we were vibe coding on the fly and he was like throw out an idea like what are we going to build today and I actually asked him to build an application that I myself have already personally built and it was a test because I wanted to see how the pro would um handle that task a little bit differently from the noob and it was really interesting to see the areas of alignment but also you know the development the scope and um just the the kind of the engine power beneath the hood on what was available in Rebblelet that I didn't even — know was available to me. — Tell us more about that. What did you what was the alpha that Cody unlocked for you? — It was really running tasks in parallel was really powerful and I've dabbled in canvas but I don't think I had ever unlocked it yet. So it was really neat to see how you were um building simultaneous like collateral with the app in real time. So that was really powerful for us marketers. Yeah, totally. We just rolled out a parallel task with agent 4. I think it's part of this trend that we're seeing where code is much cheaper to produce now. And so in some ways I almost feel like you want to have like an end goal in mind and you want agent to go run and do a whole bunch of different things and then agent will come to you with a with some things built out and most of it you might discard but the part that you really like you keep that and you just keep moving forward on that. So it's this idea like we're moving from a world where code was very scarce to code generation being much cheaper to do. So in some ways you just want agent to run and do a whole bunch of these things in parallel and then have it come back to you and you keep what you like. — Dreamy. Love it. Keep it coming replet. — Yeah. — As you're rolling this out within the organization, you mentioned um evangelizing from the top down and giving you direction. Like what else are you putting in place? like are you putting any guardrails in place like any special training or like any special supervision like how are you like making sure you're rolling this out in a safe way for your company? — Yeah, so something really important about green security we're a healthcare safety and vendor operations platform creating trust and interactions with a third party workforce within healthcare. So when you think about that that's protecting the safety of patients and health care staff all day every day. So SOCK 2 and HIPPA compliance all those things really matter. So, I make sure anything that I'm working on that's going um out, you know, publicly, that's getting the blessing of our CTO and our engineering team. We want to make sure that we're using our AI tools ethically and responsibly. And part of that means, um, not working as fast as possible, um, but building really great things, showcasing the value, and really making a case for a userbuilt solution that solves the problem. and will drive outcomes. Um so making sure that framework and those questions are um being solved for as we build and deploy is really important for us. — Yeah, totally. I think we've spent a lot of time building out the right tooling for CTO's and IT folks to feel comfortable with their team vibe coding. Um, we know that VIP coding is being loved by operators, get them to build internal tools and applications, but like we really need to make sure that the IT folks have are really comfortable as well with the organization. Vipod. — Yeah. I'd be interested to know, you know, as a as you're jumping in here, getting started, you're hearing all this about like you got to be secure and getting the rails in place and what are you thinking about building like what's got you excited? Are you like is there a specific thing you're trying to like learn to to actually put something together or are you just, you know, interested in kind of how it's evolving and want to know the tool? Yeah, I think I need to get to know the tool a little bit better before I can fully understand which areas it can help me with the most. But um I'm really excited in how it can help me with, you know, different we have a designer that we use to create a lot of our collateral, but I think it could be obviously a huge help in getting some of those to market quicker. I think um there's a lot we can do with um webpage design and just increasing our speed. um and increasing what we can get to market faster um is going to be a huge thing for us I think. But yeah, I I'm definitely still um I think throughout SAS and throughout the conference having my eyes open to like everything that it can help me accomplish. Um so yeah, I'm I'm trying to soak everything in like a sponge right now. And even today, you know, we went to another session and learned about some design vibe coding. And um it's just incredible to see that those can all be kind of like offloaded and you can have things that are created that are actually within your brand guidelines and um you know, beautified in a way that are on brand and beautiful. So um yeah, still excited to see which directions I want to focus on first. — Well, here's a plug for our live streams. We go live every week, three to four times a week where we cover all of that and helping you figure that out. So, I'm I'm sensing that we're going to see in the chat, right? — I'm expecting to see you in the chat with some W's. Where's the W's in the chat? That's right. — All right. Well, um I think uh yeah. Any other thoughts or questions you have for us or any What's — What can we answer for you? — Oh my gosh. Um — yeah, — turn the script here. — Here's the question. as someone who's only just, you know, starting to dip my toes in, which where should I start? I mean, I'm I'm, you know, in the next 30 days, which area should I focus on most as a marketer on some like on a pretty small team? I think the best thing to start would just be find a thing that you kind of do every day that you're just like, I don't really want to do this anymore, you know, and see if you can build something that will maybe not solve that fully, but do the prep work for you or prepare the assets ahead of time or kind of be your assistant/ intern that kind of gets things ready for you so that like when you go to do your marketing function, whether you're generating ads or whether you're going to write blogs or whatever you're going to do, that kind of the groundwork's just done for you. and start thinking about instead of like trying don't approach it as like hey we want to do overhaul our entire marketing system pick that one thing that's just like I dread doing this every day whether it's reporting whether it's like pulling data from somewhere else whether I don't know what that piece is but that's what I'd say is like find that thing and start pulling on that thread and as you you get like the base layer of a solution for that then you can add like another thing or try with other things and then also don't be scared to try to iterate regularly with that opening prompt or with that like first uh version of the thing. Um, and maybe try three, four, five times the same thing. Uh, cuz sometimes the agent and then tweak your prompt a little bit, right? Like maybe you get close to something, but you're like, "This isn't quite it. " Instead of like, you know, just starting from scratch, maybe you just try three or four experiments, five experiments down the same path and then pick the one that kind of starts the best and then again build and branch off of that. — Yeah. My tip would be um, uh, leverage context that you already have existing in your organization, in your team. So one, we have a really nice set of connectors that allows you to pull data from wherever you have that, whether that's in a Google sheet, BigQuery, data bricks, snowflake. Try to get access to that and bring that in and see what you can do with that data because oftent times you can bring that data to life and really tell a um interesting and compelling story. And yeah, and I would go back to Rhyma's point like yeah, the tedious stuff like the mundane stuff, the things that you think you can automate, like yeah, that'd be a great place to jump off. Well, another place to think is like what data do you have? Like you were saying, what's on the shelf that like maybe you missed? What's in your analytics from the last six months that patterns, things, pages on your site that maybe are performing better that you've, you know, like passed down? I don't know. Like there might be something in your data that you could feed spreadsheets or something and have it analyze and again bring you insights that you may have missed along the way. Um, so it's not always like some traditional let's build a dashboard. It's like sometimes let's analyze these spreadsheets or feed it, you know, five, six spreadsheets, give it some analytics, give it some other things and then, you know, figure out what you pull in from there. — So, let me ask you this. Um, as a part of the Replet community and marketing outreach team, what are your favorite applications that you've built using Replet? How do you use them? And, you know, what can we pull from — Yeah. — your expertise? — One of the coolest things that we use on a regular basis is in action right now. It's this um chat scrape app. So, we have a browser extension here that is literally pulling in these comments in real time and then it feeds it into a backend for us. And so, we can go into this here and kind of see like all the live comments coming in, what platform they're coming from, who they are. Um, and then we have the ability to analyze those at the end inside of streams. And we've got analytics on all our videos. Um, and we can kind of see how these sessions kind of compare week to week, what people are talking about. um sentiment about uh the product um feature requests, support requests, and so like we can kind of see at a high level things people are talking about. So even if we don't respond all the time, we're kind of trying to listen uh in ways that, you know, help us address the need. So even if we can't, you know, in real time respond to somebody, we can take that feedback in and try to put it up in the backlog for cues, whether that's a product update or some kind of uh shift in programming or whatever it may be. And so yeah, — wonderful. The other thing to call out is we recently hosted our biggest buildathon virtual buildathon where we had some 20,000 participants. Rhymire vibecoded the entire platform that handled all of the entries, the submissions, the voting. People had the opportunity to go on and got and grade other people's work and you know 20,000 people on one on one platform customuilt for exactly what we were looking for. Um, that was like a really nice tool that that we've uh got now for the community. — Yeah. And it's a it's funny. There's 95 people still on the build like a week ago. — It's wild. Yeah. This ended a while back. Um, but yeah, and it's not just this is not just like a website. This is a full platform where people are building. There's an activity feed on top of here and we're showing it on the screen for anybody watching too. Um, so even yeah, up to three hours ago, uh, somebody favored a bunch of projects on here. And so this is kind of becoming like a little social hub for the, uh, competitions and the things that we run. And, um, yeah, this is again something we built internally. We're building a whole CRM for our community that, um, shows their usage and kind of has these GitHub profiles for every Replet user that shows, um, kind of proof of work for VIP coders. One of the hard parts is like, let's say I'm an expert vibe coder and I'm trying to sell into a freelance company. How do I prove that I actually use the tool versus somebody else who may say, "Yeah, I also use replet. " Sure. — Right. So, how do we prove that? How do I go in and say like, you know, and in development workflows, you have things like GitHub, you have other ways to validate your credentials, but in this VI code world, you don't really have those mechanics. And so, we're trying to figure out how do you again help professionals who are using this tool — validate their work and also go to the market and, you know, say, "Hey, I'm worth the money that I'm telling you that I'm worth. Look at this. " And you know if you start comparing against other people it's like hey where's your proof of working you don't have it well you know — this is great I'll be following up after s to get the details on this site and how the prompts we use to build it — and I say like as you see something interesting out there in the wild snap a photo of it drop it into replet agent and just chat with replet agent about it and see how you might build it for your particular use case. So like yeah, Replet's also really good with brainstorming and working on ideas and then like going into build mode. So definitely like try that out too. — Definitely. — Okay, — cool. All right. Well, thank you. — Thank you guys. — Lindsay and Julia, thank you very much for joining us. Appreciate it. Hope you enjoy the rest of SAS and we'll see you out there on the conference floor. — Great. See you soon. — Thank you. All right. — Thank you. — Okay. — And with that, — yeah, let's — should we bring on our next guest? Yeah, let's just bring uh Cody right on up here. — What's up, Cody? — Which ones? Cody's going to jump on

four. — All right, that was not that just happened, — you know, by coincidence that you had some folks in your vibe coding session like just hyping you up saying like you're doing such a great job, man. Tell us about what you were doing yesterday. — Yeah, so yesterday um we were just running these uh vibe coding 101 sessions. And so when we started off, I kind of had some script that I was going to do beforehand, but just kind of like interacting with the audience a little. I was just like, "Hey, I think they just kind of want to build some stuff. " We just like hopped over and started building out and we're just taking ideas from the audience and like, "Hey, this is what we want to build. " And then here are different ways you could approach it. Here are some features you might not have thought of. This is more effective ways of working with the agent, right? Where like allowing the agent to focus on the how. And so you can kind of give into the vibes, but you're really focused on defining what's the end state I want to get to and why are we going to get there. Yeah. And then you can use the agent and kind of lean into the agents deciding like this is the best implementation path for getting to that end state. — Yeah. No, I always say that replet demos really well, right? Like you need like two slides and then like boom like let's jump into replet agent. Let's see what agent gives us. — Yeah. That's um for like the I've talked about this with you guys a couple times, but like when you think of um like how we're kind of moving through the environment, right? There's like the concept from maneuver warfare and it's going to become relatively popular in Silicon Valley is like the udal loop. Yep. And it's like observe, orient, decide, act. And then your tempo is like how fast you're going through that loop, right? Because like when you observe, it's like, hey, these are all the things I could possibly do. Orient is these are the things I'm going to focus on and like try to make my decision off of. Decide is like based on the things that I'm focusing on, what are we going to do about it? Act, implement, and then once you do that, you change the environment again. And so now you have to reorient on like the changes that just happened based on what you just did, right? — And so when you're working with the agent, like that whole process is exactly the same. And you're trying to figure out like how can I most effectively sort of operate through this loop with the agent, right? — And the thing we're focusing on yesterday was like, hey, the way that you can kind of do that most effectively is doing something like on the Marine Corps side we like to call um mission type orders, which is you say, hey, this is the end state that I'm going for. This is like the outcome that I want and this is why I want it. And then if you focus on doing those with the agent, then you allow the agent to make the decisions about like, hey, I have these tools and skills available for me to accomplish this thing that you're trying to get me to accomplish. Yes. Because when a lot of people go in, they'll put in like a 20page spec with like you have to do it exactly this way and all this kind of stuff. But the agent might be like, "Oh, based on what the skills I have available, that's not the approach that I would take, but it's just going to do it because you told it to, right? " And you end up with a worse outcome, right? And so yesterday it was really cool working with people and like kind of seeing the way that they were ch uh changing and think about approaching the problem where they were like hey like the thing I really need to focus on is like what is the problem and what am I trying to solve and then let the agent kind of help me with the implementation of it of like this is how we're going to decide to solve this problem. That's a really cool thing that we've seen from Jason. He's talking about it all week for here is that like he's kind of moved to the point where like the agent is giving him suggestions. He's like instead of him just kind of like telling the agent like this is how you should do these things is he's telling it what he wants as the outcome and why he wants it and then the agent gives him suggestions about how to accomplish it. — That's going to be the key skill is how well you can articulate that end vision the desired outcome and then and judge agents work towards that end goal. So I think you're spot on like that's the skill that most people have to develop. I've seen that as well. New builders come in and they try to talk about what tech to be using the stack and all that and all the details and I say like no you focus on the end vision. What do you want to see come out of this? You just keep driving agent towards that end goal. — Not only that but then speaking the language. We talk all the time about like the core here is like you got to learn how to speak the language of technology. Even if you're not going to learn how to code, right? The more you're still at a place where the more technical you are, the more you can speak the language, the better you like results you can get from these things. Um, I'd be interested to know like what's that like dealing with enterprise customers, dealing with new people into the product, you know, like how are you seeing people kind of adopt that language or pick up uh the proficiency with these tools as they kind of enter the workspace? — Yeah. The thing that I've been interested by especially at this conference is kind of seeing that like this is not like a different problem. This is exactly the same problem that everybody has always had, which is like how do I communicate my intent to another person? like what I'm thinking to this other person? And you can treat the uh like Jason keeps talking about it this year. You have to treat the agent like it's an employee, right? And if you're treating it like it's an employee, you kind of fall into all of the same stuff. This is like a timeless problem that people have of like, hey, I have to organize like 20 or 30 different people below me. what is the best way for me to do that where I can take advantage of their creativity instead of me just micromanaging them how can I kind of lean into them making like creative decisions all that kind of stuff and so if you think about it through that same frame then kind of all of the skill set that everybody already has over like their experience working in the workforce can apply directly to working with the agent right it's not like some special new thing that you have to do where it's like when you come in like can you get further if you like learn the lingo all that kind of stuff yes but it's exactly the same way where you if you go into a new field or Like when you go into um like design for example, right? Like I one of the worst designers ever personally, right? But I've been learning a lot about it. And what I've found is that it's much more effective to communicate uh to designers when you use the language that they're familiar with, right? And when you do that, then you can because the reason why is you can more effectively communicate your intent. And so it's the same thing with the agent where it's like, hey, if you can kind of communicate this in a way where the agent can understand what the intent and end state is instead of speaking in fuzzy language or inaccurate language or using um using very fuzzy language like um like this is wrong, right? Like what does wrong mean, right? Like why is it wrong? — If it's broken, fix it. It's like, well, what's broken? What piece of this is not working? Like oh hey, when I click this button, it's supposed to do this, but it doesn't and I get this result instead. How can we fix that? rather than like it doesn't work, you know? — Yeah. Or even more of that of like kind of really focusing on like what the end state experience is instead of like kind of micromanaging that little flow like you can describe the outcome that you're looking for, right? And then when you do that and you also tell it why then if you give wise and you give the end state, then it will come back to you with interesting ways of accomplishing that same thing that you might not have thought of. I think this is why we've seen so many senior leaders and executives be early adopters of agent because they already have that skill set, right? That's a leadership skill set, delegation, management, and also reviewing the work of folks that you're delegating work to. And that's the same experience when you're working with an agent. So, it makes sense that is now the skill that everybody has to pick up. Like everybody has to be a manager, right? — Yeah. Well, let me give you an example of this of like kind of like effective mission type orders like on the Marine Corps side and then I'll apply it into the agent. And this is like the example I always like using and seems to land with a lot of people is that um there's two ways that I can like task somebody. If I'm like, "Hey, like squad leader, I want you and your squad to go take that hill, right? " Then the squad just gets together, they go up to the top of the hill, they sit on now they're waiting around right? It's like, "Okay, but like why did I want you to go take that hill? " And the reason why was because I want there's like a valley and then we've going to have a troop movement through there and I want you to have like I want to have a guardian angel that can do overwatch across the valley or something, right? So like the way I should have structured that, right, is that like my intent is that we achieve overwatch on this guard on this valley so that we can do a truth movement through it, right? And so if the way that I communicate is that way, then that gives the flexibility to the squad leader when he gets to the top of the hill and it's foggy and he can't see the valley to be like, "Oh, hey, like the thing I'm trying to do here is to provide guardian angel overwatch on the valley. So here's another hill over here. " And based off of my understanding of kind of the overall intent of what I'm trying to accomplish here, I should be able to just kind of move up there. It didn't have to come check back with me because it's still operating within my intent and it's achieving the outcome that I wanted it to, right? And so when you see that, that's like also a more effective way of prompting the agent where instead of like, hey, this is a specific thing that is broken, blah blah, is like defining the end state that you're looking for and why you're trying to get there. And so then the agent will do interesting things as you're doing it of like yesterday when I had an example where um I was like hey I was trying to be a little prescriptive with it and I was like hey I need like a QR code specifically on the um on the board so that people can scan it and then they will like give me their emails so that I can provision core accounts to them or whatever. But then instead of that I was kind of describing the outcome instead of describing like the specifics of how to do the QR code thing. And then it was like, hey, I actually have like a better way of doing this, which is instead of like, hey, they scan the QR code and then they just like put the email in or something. Let me also throw O in front of this and then I'll have it like different paths for it where there's the admin O so that you can review these things. Then there's the non-admin so that they can do those things and then let me also give them like an open and replet button. It had like a bunch of other interesting things because I was focused on describing the outcome that I wanted which is I wanted them to like get core accounts so that they could start building stuff in replet. And so the app that we ended up at the end was significantly better than if I were just focused on like hey this is the how implementation and you have to work within there. — That's a that's such a great prompting tip. So focus on the what and also context on the why. I think that also really helps agent to push back on you a little bit and give you suggestions because we're all new builders. Like agent has so much more knowledge in terms of what to build and how to build it. So like when you give it that context agent now has the ability to respond to you like hey actually like it might be a better route to go this way. — Yeah. If you think of it as like kind of back to the udaloo framing we're talking about, right, is we're talking about like, hey, we have these giant contexts that we could possibly give it. That's sort of like that observation step of there. And so like the most critical part and the hardest part for it is getting it oriented, which is, hey, here's all of the possible things that we could possibly do. And these are the parts that I want to focus on, right? Is like that's sort of the exercise. And Jason and Amelia are unbelievably good at doing this. And this is why they get so good uh get such good results with their agents because they spend a lot of time like working on that. like they refer to it as training it, but like I kind of think of it more of as like orienting the agent, which is that hey, based on all of our Salesforce context and all of our Marquetto other context that we're putting in here or whatever, getting it to very clearly define the goals and end states that they're trying to achieve. And so the agent is able to orient these are the particular things to focus on. And so then we can decide and act based on this. And so instead of just like, hey, look at the entirety of the world and try to make a decision and act on it, it's hey, here's the entirety of the world. here's the specific slice that I'm going to focus on in this kind of round that we're doing and based on that we're going to make a decision act that's going to change the world again. I'm going to reorient so I'm going to continue going — and the idea behind the UDL loop is that your objective is to cycle through those udal loops faster than your opponent and I think a tool like reb agent really helps you do that. I've talked to a couple of product managers where like if they flash back 12 months ago if they wanted to get a new feature in their application, they would have to write up some sort of spec, send it over to engineering, then take that the customer and there's like a whole b bunch of back and forth and like it takes six months to get something new in the product. Now they vibe code the feature they're looking for. They get confirmation from the prospect that that's what the prospect wants and then they ship it over to engineering and it's in the application, you know, two weeks later rather than six months. The critical thing to understand about it is that like everybody's actions changes the operating environment, right? And so like the competitive environment where you're working with other people is like, okay, so our competitors did this stuff and in response we're going to build these features and then by the time it's actually gotten around to you implementing the features, if the other person's operating at a faster tempo than you are, they've changed the environment such that now this feature is not the most important thing for us to do. The operating environment's changed. So now you have to reorient and figure out now based on this new environment, what do I do? All those kinds of things. And like the goal that you should try to achieve is that you want to outcycle the enemy, which is that you're just moving so fast that it's like you keep changing the environment around them. And so like as an example of this is just like when you guys are, let's say like we're trying to go take some guy out over here is like the idea is that like I'm going to suppress him from this direction. So this guy can move off over here and then by the time he puts his head up, this guy's suppressing him. So now he's like, "Oh, I have to go over there. " and you're kind of going that you keep moving, moving. And so the guy never has a chance to like figure out what he's going to do because every time he tries to figure it out, the situation's changed, right? And so it's the same thing in sort of the competitive landscape, which is that, hey, I'm going to start building this feature. If I'm able to build the feature and release it, then my competitors have to react to what I did. By the time they've reacted to what I've did, I've moved on to the next thing, which then makes it the thing that they're reacting to like not important anymore. You can continue doing that. you get this point when you're seeing this a lot in so these like public market companies that are like not shipping features as fast as the small startups where they're like hey they shipped a feature but it took them six months and so we're already on to the next thing over here so it doesn't have the impact they thought it was going to have and so you can kind of continuously do that until you get to the point that the person that you're competing against is just not able to make decisions because everything is moving so fast around them that they can't like figure out what to focus on because you're already like 20 steps ahead of them — to get into Cody's head a little bit here Cody Cody's got these like always got these like uh military analogies and these like tactical strategic positioning things that he like brings into the like the enterprise/sales/ like uh vip coding space and it's always interesting to like uh listen to him analyze how he approaches things because it's very different than I think uh other people do but it's also very disciplined and structured and incredibly effective and I think um yeah I don't know I'd be interested to know like how do you like how do those two worlds kind of collide right — before that I went a quote that I recently came across that you'll appreciate something to the effect of business is war without the bullets. — Okay. — So yeah, I mean like the thing Jaco likes to say for stream ownership like big book within replet, right? Is like Jaco always likes to say like uh like combat is just life but intensified, right? Is that it's like you've got the same problems. It's just kind of a different scale that you're operating at. And it's the same thing is like I view all of it as kind of like the same problem, right? which is that like because if you think back to like fundamentals of war, war fighting like M Marine Corps doctrinal publication one war fighting is like fundamentally war is the conflict between two irreconcilable wills, right? Is I want something, you want something. We can't come to an agreement among this. We're going to go to like force of arms in order to address this, right? Like business is like you have two irreconcilable wills, which is that hey, you want something, I want something, we're competing for a customer, competition of any kind or whatever, the same principles apply. And so like the way that you can do it is that like hey, we're going to move faster than you. We're going to use speed as a weapon. We're just going to continue to change the environment that you're operating in where you are like, you know, 6 months behind us and then you're eight 10 months behind us and then you're 12 months behind us and like Yeah. And it's like you kind of just continue to go faster like that. And that's the thing with Replet where you can very quickly do things that change the environment for your competitors. And so you can say, "Hey, like these are we're just shipping features faster and faster and faster. " and they're responding to the last feature that we did, not the feature that we're releasing in two days, not the feature we're releasing in four days, right? And so if they continue doing that, then over time you just get this compounding advantage where they're not shipping features that are actually meeting the market needs anymore because you're changing the market under them. — Yeah. Getting faster and faster with faster — faster and faster. Well, there's also this other angle where like you're empowering the 80% of your team that previously wasn't able to do this, right? So like now you have folks in marketing, HR, sales now like they can get in there as well and start accelerating things also. — Yeah, absolutely. And but there's also just like there's tons and tons of different ways that you can approach this, right? And so it's sort of like the thing with vibe coding too is that it's like in the it's like action produces information, right? Is that like you can the second that you have an idea for something try to validate it. And it's actually really valuable to just like you know kind of like invalidate bad ideas very quickly and then so that you can identify the good ideas and then like just work really fast on those. But like the what I'm seeing a lot of people do is that it's like um instead of like the water cooler talk for like four months of we should really do this thing or whatever. is just like, okay, like you think that we should do this thing, try it and like do a minimum viable product and if this if you're correct, then you should have a successful like prototype that proves that you're correct and then we can put gas behind this, right? But not like spending four months trying to orient everybody else in the organization around this thing just based off your intuitions is like, hey, here's like a minimum proof that I did. This is working. These are the specific resources we need to move next. And then you continue to kind of compound it that way and you kind of grow out from we're solving this one problem. this is how we could solve it at a larger level. This is how we could start solve it again at an even larger level instead of like six months to say like now that I've got this big like battleship that we're going to try to make the big turn on or whatever. Oh wait, sorry the speedboat is already over there and so now our big turn over here doesn't really make sense anymore. — Yeah. — And doing that as a one person team or much leaner team as well. Also, even if you don't have a technical background, you can go out and do that too. — Yeah. Yeah, I mean you don't come from a technical background, so I'd be interested to know like what your I mean maybe at some level. I don't know exactly what your your military experience was. Um but what have I mean you've been with the company for a while. You've seen the evolution of this. You've seen the tool evolve. Tell me a little bit about the process of trying to sell this a year ago versus today. Like you told me something the other day. We won't mention the competitor, but you said something like when you go in and you like compete against them, you're like, "We will pay for your usage of them as long as you like actively build something meaningful and then when you're ready, we'll show you how to do it properly. " So like how is your kind of confidence in selling this product or like the way you approach the market or just kind of seeing how the thing is selling like evolve? — Yeah, sure. So, um, so for my background is that so I was I went to Tol Lane for, um, college and then like Marine Corps picked me up there where they had the pull-up bar on campus and they were like, "Bet you can't do 23 pull-ups. " And I was like, "Of course I can do 23 pull-ups. " They were like, "You can do a lot of pull-ups. You should join the Marine Corps. " And so um, did that immediately after um, college, went to basic school, infantry officer course, served as an infantry officer, like did a pump to um, with SP Magtaff over Middle East and we were crisis response company. that's like hopping birds like go at like part of power to power production for the US is that we can get uh company marines anywhere in the world within six hours and so that was like us over there then um when I came out just like everybody else with like you get the GI bill so you get to go to school like I went to Penn got masters in computer information tech and so um did like develop the technical background there but it started with replet because while I was in the u military um the nipper computers which are like the unclassified computers it's like hey you can still go on replet because you can go through the browser for it. And so like there was just a bunch of periods where like you know during COVID like those kinds of things where I was able to just go on there just kind of jam on repo a little bit. And so that's kind of what started me down that path. And then um when I came out from uh the military I was like really into Bitcoin and I was like hey the thing I really loved about the Marine Corps was every Marina rifleman, right? Which is in so far as you exist within this organization it's because there's like a fire team leader with three guys and they're going to be like shoot move communicate like close with and destroy the enemy. That's why you're here. If you're a cook, if you're a pilot, if you're a jag, whatever you are, the reason why you're here is to support that guy. And so, you have to understand his job so that you can know how to like actually work with him more effectively. And so, um, that was when I came out. I was like, hey, I want to work in tech. Bitcoin. I want to work on like this sort of thing like now working in AI. And like you need to understand like the main effort of that of like, hey, the most important people here right now are the people who are building and shipping software. So, you have to understand what that is yourself so that you can most effectively work with them. And so um then came to Replet and started this whole enterprise sales motion because at the time Replet didn't really have it was mostly like a um direct to consumer product and it was more of like social network a little bit on top of GitHub. There was a lot of sort of social aspects of it for consumer side but we just started getting a taste of like people showing up and saying like hey I built something with the agent and uh I put a company problem in here it solved it I put it out in my company 10,000 people are using it my IT team wants to know if you guys have SSO. So like that was kind of like the first iteration of like the enterprise product was just like Kodi and being like hey like we've got like dedicated support which was like Cody we've got like SSO we've got a little couple other things is like the enterprise product. Then over the course of last year like we have like now full enterprise team like a bunch of product engineers like a bunch of infrastructure really focused on just the enterprise side. That's kind of a reorientation within the company of recognizing that hey like enterprise is like a huge opportunity here. There's a bunch of use cases like serving the core knowledge worker right is something that replet does very well and so like now we have like full enterprise offering like we can single tenant we can do things like hooking into your guys internal VPCs like all those sorts of stuff in order to make it so that we can hook into everything about your enterprise bring all that stuff in have rep sort of a layer for building applications on top of all of your existing company context and then give it to everybody within the or it's not just the engineers who are moving faster it's everybody in the company is doing it. — Yeah. And I mean it's just uh I mean it's kind of unreal to watch and it's um one of those things we talk all the time to the audience about how early everything is and it's just like just the idea that this is just entering the enterprise vocabulary. Y — right like most of what people are doing with vibe code up until very recently is the tinkering that we talk about a lot. the stuff that we do in the buildathons, the individual users solving their own problems, the small orgs kind of building this for internal tooling. And mostly that's been because enterprise has this very high ceiling for what the products they bring in have to hit from a security uh you know data privacy kind of all these little check boxes to keep their compliance up. And so the fact that these enterprises are now sniffing around and it's becoming very appealing for them to say like how do we bring this in? We know it may not be perfect. We know this is probably not going to replace, we talked about this yesterday with Gazi, it may not replace our Salesforce because of the scale of our company and we need these enterprise rails on these toolings, but we need to bring these Vive Code tools in and give our people the same advantage that these solo operators have otherwise — like they're going to catch us, you know. And so that's the interesting thing to me is like how again early we are in the development of this entire industry, this entire product cycle and how companies really start to leverage that. Um I'd be interested to know how you guys inside, we talked to Gazi about the GTM and some of the sales enablement, but on your side, what tools are you building? How are you demoing this? Like what's the way that you're showing the value to these companies as you like, you know, introduce this product to the org? are they coming to you and saying, "Hey, just give us as much or like are you really having to sell? " Like what's that process like? And how are you kind of presenting this to these companies? — Yeah. So, I'd say like everything that we try to do is to we try to move fast, right? Because like I was I've been talking a lot about this of just like hey, the faster that you can like operate and the faster you can achieve tempo kind of like force the market to adapt to you is like better. And so um like one of the things you brought this up earlier about the like for there was a period where this was like kind of when it was mostly just me where I was spending a lot of time of like we were doing bake offs between different companies and like all these kinds of things and people bringing up a lot of competitors that kind of stuff and I was like okay like I could spend a lot of time like trying to convince you that like we're a better product these kinds of things like the most effective way to do that is for you to actually try to use this competitor like can I just pay you to try that competitor out and then we have importers from all of the other vibe coding tools and so like once you hit the upper ceiling on that competitor Then you can take your project, move it into replet, continue moving with it. That's like a faster way to just kind of prove value with those. And that's the way that we really think of it is just proving value on Replet. So there's different ways to do it. One of them is proving value relative to the competitor. And the other one is proving value on like an absolute basis, which is you show up at the company, you help them identify a problem. You very quickly like live on the call or immediately afterward with them, solve that problem with them and say like, "Hey, when we were on the call, you were explaining that this problem is something that's played your company for this period of time and we just solved it. " Right? think about all the other things that we can do. Where can we put this next? All that sort of stuff. And then Gazi was talking about it yesterday with the like land and expand motion for it is that um so that's like another thing that I always think of in terms of military context where it's like hey the way that you like you know the way that you eat an elephant is like one bite at a time right is that you kind of pick your spots and you say hey like it's recon isolate gain a foothold sees the objective consolidate your gains right and so like first one — all these we need a book from Cody just on your like anagrams and all your little like — dropping dimes. — Yeah. So it's like first step is sort of like recon of sort of like figure out the information environment of like what does this company do? What are the problems that they're facing? Then there's isolate which is hey this is the specific team that I'm going to focus on or this is the specific user is this specific problem and then gain a foothold is that you um actually solve that problem and then you like seize the objective you kind of move out and then figure out with the rest of the team like what are the other problems that they're facing? how can we start like kind of compounding this success and then you consolidate which is that like okay hey we've solved this first problem how do we start doing this like how do we change your software development life cycle process in order to make this scalable and repeatable and across more teams be able to move faster so that's like the way that we think about it is sort of like hey you just kind of have to solve one thing for one user first and then you take that and then you compound the advantage there until you expand out into the whole or — yeah I got to say um anybody who ever wants to have Cody on as a guest make sure you have a very stable desk. — I like to talk with my hands. — Yeah. — Um I'm curious, Cody, so we've seen a big increase in interest in Replet over the last six months, I guess. What are you seeing on the actual implementation side? So like obviously ton of inbound, but like are you seeing companies get up to speed faster and get into ROI faster in terms of adoption? Yeah, I'd say like the hardest general thing for it is like um I mean this is just like a perennial problem for everybody is figuring out like hey this stuff that I'm doing all of these ideas that I'm validating especially the ones that I'm invalidating quickly like how do I actually capture the enterprise value associated with it and so there are just a bunch of stories of these companies where it's like you kind of do you just kind of sort of have to find one thing that sort of just proves value for everything else you did. So um like Zillow for example is that like you know with them like they had like one guy who was um operating between like their product and their uh business operations teams and he was like hey the way that we're doing our lead routing is ineffective right and I think that because I'm closest to this problem I'm not the coder I'm not the engineer who's going to be implementing it myself normally but I think that I have a good grasp of why it's ineffective and so he went into replet he built out a couple of these different apps and sort of like solved small parts of the problem and then he took those aggregated those into like big solution and so it's like hey one of the reasons why is because we're roundroining to people who are technically not available what if we get their availability take that data put it in there affect the way that we're doing it and then he was able to achieve like a 10% increase in like the um conversion rate on those leads which was millions of dollars of ARR for the company right and so when you can point to something like that and then be like hey this is something that yes there's like a lot of sort of ideas that people vibed that maybe got abandoned or maybe they just tried or that sort of thing like that normally proves value for everything else that they did. Then there's the other aspect of it which is the like hey what just like what is it worth to the company to be able to quickly explore an idea and prove that it's the wrong way to go right because if you accidentally like went and did a big investment down that direction and then it proved to be false after 6 months of like actually throwing a lot of resources behind it like how do you capture that value for it? So we've tried to do some calculations that way. And then the other way that we do it is say like, hey, this is how long it takes for you guys to ship software. Generally speaking, this is what the value of that time is. If we can compress that time down, like how valuable is that to you? So there's different ways that you can frame it and depending on the company outcome that you get, you can frame it differently for those. But that tends to be the way we think about it is like can we collapse the time down for exploring an idea that worked. Are the ideas that are working extremely valuable? And is there value to all of the ideas that you can quickly invalidate by running tests faster and running prototypes faster? — Very neat. — Yeah, I think faster is the takeaway here. It's like everything the expectation of how quick the cycle the iteration cycle should move is like just accelerating and I think that's becoming now kind of a core um expectation at a lot of levels. And so I think again I get frustrated sometimes when I work with people outside of this speed or space or kind of who understand this where I'm just like oh you just don't get how like what's happening right now like you you're not understanding the pace that's required to kind of keep up in the space here. And I think that's this um paradigm that people have to adopt and think about and start to understand — um about what's coming here you Well, that was with um Jason. If you saw Jason, like he's all he always emphasizes this every time where he's like, "Hey, you have to define the problem down and you have to say, hey, I'm not going to build an agent that's going to solve my whole sales cycle, right? But I'm going to focus on a specific thing that is underserved right now by the human that I can define in such a way that I can probably solve it. " So like the way that he first got started with some of his AISDRs was he was like hey let me build something that just does re-engagement of people who went to a previous saster who I already have contact info for who I can try to re-engage to come to this new saster. So he's like that's a very limited problem which is based on the data I already have for them can we draft emails send emails see what the conversion rate looks like and can we improve that number over time and so when he started just like defining it that way and then that kind of grew out because once you solve that one problem then you can kind of scale it out for those things and then he found like a couple other places where he's still doing a lot of the stunk things himself but he's saying these parts of the problem I can define in such a way that I can solve it using an agent or SDR and then the other piece that he's doing is that he's skating where the puck is going. model release that it's just going to overnight start working. — And that's something we do on the replet side too. There's like there's a lot of stuff that we're doing like multi-year investments on and we're kind of like the parallel agents for example is that like that was using infrastructure for like our copy on write file system that's um lets you do like kind of the free forking within there. Like that was like a five-year bet that um that we did for like starting like years ago and that was we were kind of waiting for the agents to get good enough and the models that they could resolve the merge conflicts after the forks. But like the infrastructure we'd already built on our side. We have a lot of that infrastructure where we're kind of waiting for the models to catch up to the capability that we need to turn it into like a really good nice and packaged product to get to people. — Right on. Yeah. I Cody, I think we could go for a lot longer chatting with you. — If you're interested, we're going to do a live stream for our enterprise users only on Monday. So, be on the lookout for that invite. We're going to have Cody and also Nick Co as well to talk all about enterprise and what's going on in the enterprise world. So, Cody, thank you very much for joining us. Appreciate it. — Totally. All right, see you guys. — All right, we'll be right back with the next guest, everyone. Heat. All right, what's up everybody? Welcome

back. We just did a little swap aa didd do. We got another guest. Cody's always a lot of fun to chat with. his energy is infectious and uh yeah, it's just kind of cool to get a glimpse in. And part of what you're going to start seeing us try to do is introduce you to not just obviously the product team, but also different folks that make uh Replet move forward. And a big piece of that is the design, the aesthetic, the brand, how things look, how they feel, what's the experience of interacting with Replet. Uh which is, you know, where I'm excited to introduce Philip. I think this is the first time you get uh an intro to the community as well. So, — it is the first time. Yeah. Thank you so much for having me. You guys, by the way, doing an excellent job. I was absolutely crazy that your energy so high. Great vibes. Thank you so much for doing that. — Thank you. Appreciate it. That's a good way to kick off the interview. Here we go. Let me write that one down. — W's in the chat. Where's Tommy at? — Save that for the performance review, Francisco. — There we go. Just clip it and keep it in the file in the back. That's right. — Excellent across the board. — Oh, man. Why don't you tell us a little bit about yourself, a little bit of background in terms of what and also what you're doing here at Replet. — Absolutely. Yes. So, thanks again for having me here. My name is Philip. I lead brand and creative uh at Replet. So, I'm responsible for not only what the brand shows up in the world, what our strategy is, what our positioning is, but also all the creative output that comes with it. That includes what you guys see literally here, what you guys are sitting on right now, but it includes also our campaign work. It competes includes our experiential work that we're doing right now. I hope we're going to get a chance to talk about Vivecon a little we have to — um and many other things that we have cooking and uh we're just getting started really to roll out our new brand uh you know we went through a complete rebrand in our end repositioning of the brand and it's a super exciting time really to work and be at Replet because we're really just getting started with what's about to happen — market on your bingo card we're just getting started c — can you walk us through that process I think that's so interesting Philip you're introducing a new category, a new product to the world. We keep talking about vibe coding going mainstream. So, how do you think about that as a designer, as a marketer in terms of like really selling that message? — Yeah. So, I think it's worth taking a tiny step back and even thinking about where replet even comes from. And I'm talking almost over a decade, right? Our founders who have, you know, I always describe them as kind of like the two sides of the brain, right? We have Amjad who's obviously a engineering genius and then we have Haya who represents really the creative and design side of things and when you go really back in time Replet was from the very first beginning always about connecting humans with technology. They did that in the very beginning by building basically an educational tool. Replet how it started. We evolved then into something that you can consider a prodeveloper tool where we helped prodevelopers and engineers to you know code faster. But today we're actually a creative platform a platform that helps everyone on this planet to build software without any form of code whatsoever. And that is the evolution that we're basically going through. And as we're now in this like third iteration of Replet, this is where basically we're building this brand right now that you see and start to feel. — Yeah, totally. We're seeing that quite a bit. Creatives coming to the platform and using it in ways that I hadn't anticipated as maybe like more technical person. Like we keep thinking that everybody should be building web apps, but folks are coming to our platform. They're building slides, they're doing animations, they're doing videos, they're using the canvas in very interesting ways. And you're seeing like folks are using this in a much more creative interesting way than we had than I had originally thought — and that we may never even have dreamed of to be to begin with. I think that's what's so excited about you know working at Reput is that sometimes the product innovation actually comes from the community like before you even know it as you said like someone is using it for slides and then we have to match that energy and say people are using this for slides right now. Good idea. That is a great idea. I came up with that actually. Yeah. So, and so we then have to match the energy and make the product what it is. Yeah. — Yeah. I think um that's an interesting thing when you have a product I I talk regularly about there's this emergent property that is brewing around replet. And I think a lot in just the AI space in general. And what I mean by that is that when you put tools like this out into the world, they have ramifications that are bigger than what you could ever imagine. And so you kind of try to like seed this thing and then things grow out of that, right? Whether that's coming from internal tools or whether the community does something or whether somebody takes this tool and just builds something really cool, things emerge from that you could never kind of have imagined going into building the primitives. And I think that's part of what makes this so exciting is that there are so many places where this is branching off and sprouting out and so many people are using it in different ways that it's really hard to know like what the full potential of this thing is and where that will go especially as you know some of these more general creative use cases start sprouting around — right and I think that's where our brand positioning comes in right like we are positioned ourselves as replet who puts your ideas to work and that's a very important message that we want can get out there which is really a massive difference also to our competition when it comes to Replet. You know in this entire industry that we work in giving access to um creation and giving access to software creation specifically is great but in a weird way we're almost considering this like table stakes. you know, sure we can make this easy for you to get in there, but what we're offering is, you know, a brand and a product that actually works in the end. With a lot of our competitors, you're going to be very quickly run into a thing that's like a wall. You know, you're just going to be like, "Okay, great. I get a prototype going, but if I really want to scale this up to something that actually functions out there in the real world and has an actual impact, I'm going to hit some kind of wall out there. " And that's where rapid really comes in and goes is like an end-to-end solution really for you. And so for us, it's very important that we on the brand and creative side communicate that message that we are really standing for the idea of putting your ideas to work that there's a reality in the end that is being altered, that is being changed because your business, your idea has an actual impact on your real life and it doesn't live just on your phone, screen. It really changes your life and it changes the lives of the people you touch and that's why we're out here. — That's what I mean about that emergent property. Imagine like sure a company doing a thing is cool, but imagine a community or a city or a county or as these networks grow and you start seeing them build their own software, their own infrastructure, their own things that allow them to communicate, organize, and then leverage uh the the attention or the activity of a network in the real world and start seeing meaningful output from this stuff where it's no longer just, hey, we're making a lot of noise on social media. But we talked about these, you know, the attention networks migrating into action networks and kind of seeing the next phase of like — social media, whatever this organization of things happening online really kind of pushing real world outcomes rather than just, you know, likes or views on a video. And so now we're starting to see that and then you're people are getting better at attaching revenue to that or business goals or other like real KPIs, other metrics that again are business objectives or our life objectives or whatever they are that kind of then start guiding this. And it's interesting to see the operators who are, you know, doing these things, right? the teachers, the the plumbers, the random folks on the ground level, the you know, especially the buildathon revealed that to me as we're going through these hundreds and thousands of submissions, and you start to see like, oh, these are not the traditional software developers. These are just people out on the ground level building really cool things, solving their own problems in a way that really just has never before been possible. And that is like just again, — yeah, and you hit it. It's both on the personal side, it's also on the business side. We just did our buildathon and we had a couple of really good interesting business built there. But we also had a lot of personal projects. Somebody built a game for their kid that was having trouble with spelling. She built out that application for her son. Now she's sharing it with the world. We have folks that are building applications to help manage their elderly parents. Um we have folks that are building like some really cool games. And so also we have folks that are building applications they're using at work. So it's really interesting about Replet that you're using it both at home and at work. — Correct. And then what we're really interested in is actually what we call the proof of a permission principle which is that you know these stories that you're telling for instance right now we want to know exactly what kind of outcome they actually generated right and not necessarily in a business or metric sense but more so in an emotional sense. The story about the kid you know that you just mentioned like we want to see what that actually looks like in the real world. you know, what really has changed for them? Can this kid, you know, read better, like speak better? You know, what are the actual emotional implications that come with something like this? Sometimes these things do live on the business side. Sure, if you build a some kind of like business tool on Replet, you know, you're most likely going to generate more revenue. Your business is going better. That's fantastic. That's a story that we're super interested in. And we're also happy to take these stories on, by the way. Shout out to everybody out there. Please bring us your stories. But the thing we're even more interested in is like what how did that change your life and how did that make you feel? your comm your own community feel and your customers feel and the people that you exposed your product to? Can you tell me about how you strike the fine balance because in some sense Replet is great for technical folks but also non-technical folks. It's great for folks that want to use it at work but also for like their own side projects. like as you're positioning Replet like how do you like do you target both or do you try to like look to where the puck is going and just see like everybody becoming a builder in the next two years like how do you think about squaring that — actually I don't you know — perfect it's very simple because in the end this is all the same thing right in the end sure I don't think about it because our consumers right like if your idea is a business idea you're not thinking about other people having non-b businessiness ideas right and the same way the around. Yeah. Like if you're building something for your local community, if you're building into something for yourself, you're not thinking sitting down there, yeah, that's my idea, but you know, someone else is probably making a million bucks right now on this thing. You are fully invested into what you're doing right now. And this singularity around your own idea is what really matters. In the end, it is your idea that we're making work. Yeah. — Not someone else's, not a group of people. you as an individual, your genius idea that you had, that's the one that's now being put to work. — Yeah. And we talk a lot about, you know, the ability not just to bring that idea to life, but how the incentives and financial model of doing so is now properly aligned to enable that. Before, if you had this idea, you had to either go raise a bunch of money or you had to be technical yourself to get the prototype to a certain level of traction. And typically that involved, you know, spending a bunch of money to get to a place where you could even present this uh from a prototype standpoint or from a design standpoint or whatever. Whereas now for a few dollars in prompts, a couple hours of your time, you can go and stand up. Again, it may not be the full scale version of your idea, but at least the root, the seed of that idea can kind of be taken to market and you can then start building on top of that. And you don't need to have millions or thousands of users, right? like the 10 users, the 50, the 100 users can still make this thing viable. And that's just not been — and that's again going back to this principle that we're building our brand around of like proof over permission, right? Like historically speaking, you were — proof. Write that down. — Write it down right now. Underline is — historically speaking, you know, you always had to have some sort of permission to get your ideas to life. And you know, I come from a background of a business that makes ideas, right? If you work in a creative industry in advertising uh agencies and design studios, ideas is literally the product. That intellectual property is what you're selling. And they're very, very fragile. And they only exist in the real world once you produce them, once they're actually being executed, right? And in order to do that, you have to go through many, many layers. Some of these layers are financial. someone needs to buy this idea. Others are authoritarian, right? Like someone needs to approve this idea. Sometimes these ideas are so fragile that when you just share them with your friends, they die in that moment in that bar that you're sitting because someone just said, "Actually, that is a stupid idea. That is the dumbest I've ever heard. " — Yeah. — Don't listen to most of those guys, by the way. They almost always never know what they're talking about. — Exactly. And that is a mindset that actually no longer exists and doesn't have to exist at all for us. Uh and that's where the proof comes in because it because if you can make it yourself — Yeah. — imagine yourself, you're in a company or in wherever you work, you had an idea for the longest time and a lot of people told you can't do that. There might be no resources for this. There might be uh some people think it is not even a great idea. You can obviously tell people all day long about this, but there's always going to be this doubt that this is great. Right. Right. — I think this the whole concept of like the idea is irrelevant anymore. It's the execution. It's can you take it to markets? Can you do the thing? And — but in reality, the idea is so important, right? And that's why when you can prove it, right? When you show up there and say, "Hey, this is my idea. " You don't even need that permission anymore because you just already proved that it's there. — I guess what I mean by that is like you could have this grand idea and it could be the best idea in the world. But if you can't articulate it, if you can't bring it into a way that somebody else can experience or interact with it, then it may as well not exist anyway. And so what you're talking about is it's easier to get to that proof. It's easier to kind of take that idea into some kind of validation phase. Um but still we talk about this all the time that it's not just like okay now the idea is out in the world. — Now I got to show it to people. bring it into the market. Now I got to figure out how to like actually do something with this. So proof doesn't involve just hey I have the thing built or the idea is now a touchable thing. proof is the market is seen it or there is some kind of correct exactly and I think that's really where the liberation comes in right where we are giving people the chance to say hey you can now prove your idea that you believed in so firmly and nobody else from your friends your family your co-workers or anyone did you can just do it yourself and you can just prove to the world that you were right — and that will change it will actually change reality in that moment — yeah and I've also see seen people really light up when they have a problem, they solve it with an app built in Replet and then they find out that there are other people out there that might benefit that from that as well. Right. — So they solved it for themselves and now they can help other folks with that issue as well. So not only do you get proof but you also get impact and leverage in terms of sharing that with the world. — Correct. And that's where I think Rapid is uniquely equipped to take it to the exactly that level. Right. Because it's one thing to just present like a prototype, you know. The other thing is do you have a working product in the end? And that's what we also mean with proof is like this is not just like a little sketch on the wall. It's like hey great PowerPoint presentation you know — that's somewhere in the middle of that process. But what actually matters in the end is like — you're showing people the actual end result. You're showing them look at this thing. I already built it. The thing we were just talking about yesterday well I just built that thing and guess what? It has only x amount of users. you know that in a conversation or any kind of argument that you potentially could have even in the you know business or friend context that will shut down everything right away. Well, I heard a story recently. Uh it's one of these AI schools and it's a little controversial uh because — again in the proof they don't have the you know the long benchmarks of the educational studies of the students whatever blah blah. However, what they do have are all these videos of students who are way younger than the average reading age who are actually reading, — right? And so it's like what else do you need people? Like how many reports do you need? It's like here's all these videos of kids learning to read years before the average kid learns to read. — What other proof do you need? You don't need reports. You don't need a lot of analysis on that. You don't need anybody else telling you like, "Hey, you can see it with your own eyes. There it is. That's the proof. " Exactly. — And I think, you know, again, going back to the moment of or this topic that keeps coming up where people are like, "Where's all the ROI? Where's all these big ideas? " It's like they're brewing. They're in the proofing stage, right? Like they need time to ferment so that they can, you know, become the high enough proof, right? to become alcohol of vi just helped 10 kids and it cost you 20 bucks like that in itself like huge ROI like how did you how much did you impact that kid's life? Yeah, exactly. And ironically, rapid itself is proof of its own existence, right? So, we are building basically a platform on its own platform, right? And make our own story become the proof of what you can do with it. — Yeah, — we're talking about Vibe coding going mainstream. So, we got to talk about Vibe Con. Tell us about that. — Okay, so this is a very, very exciting program we're working on. Um, we identified something out there in the world that we think is in a massive opportunity for us as a brand and we understand obviously that replet traditionally comes from a world of code and but we also understand that the world out there has already embraced creation with AI in levels that a lot of people don't even know about and we are here really to bring out the message that we believe that code is really a new creative medium and that We're connecting code and culture together as a kind of like creative playground. So, we're bringing this into the real world. We have uh an our own creative conference which is in New York and it's called Vivecon uh June 17th and 18th. Tickets are available on Vivecon. ai. We have fantastic speakers including Spike Jones, Rafikod, absolutely A-listers, we have workshops, we have installations. I sometimes refer to this. I got to be careful here with copyrights, but like to a as a nerdy burning man, but um it is it's going to be an absolute blast to be there. It's going to be great to meet people. see what AI creation can look like and what really A-listers and really interesting creative people are doing with it already. Well, it really does feel like I mean if you look at what how much of the world is powered by code, especially from a creative standpoint, it really does feel like we're opening up the kind of the base layer, the primitives of creation to a whole new generation. We've seen some of the AI videos people are making. powered like graphics and visual assets and now that's kind of starting to be brought together inside of environments like Replet where you can then make them interactive. You can program logic on top of that. You can connect them to other services and data. um infrastructure. And that starts to become really interesting as you see and think about all of these communities and social networks and all these kind of things that have propped up around just video content or just creator content as it lives today. And then you imagine that becoming these immersive worlds, these experiences where people live inside of these gamified experiences where like these communities again are working towards some kind of shared value. Whether that's entertainment, whether that's gaming, whether that's business, like literally whatever the vertical is inside of that, you're just going to see these groups like emerge with their own infrastructure, not relying on the existing stack, maybe again using some of that infrastructure as their like, you know, the the core, uh, but building their own little pieces around the peripheral of that. And to me, that's really exciting. And I think the next couple years just as we see those things pop their head out is just going to be unreal. — Exactly. And these things already exist out there and we're just bringing giving them basic platform to come together. I mean there are we have talent coming in programming coming in from fashion, music, art, uh performance art, uh film. Um it really you know it's amazing to see how much AI has already changed for the better uh the creative process and has really influenced also how we built and bringing these people together into a really convergence more than anything uh is an amazing opportunity we built we have a complete buildout of an event. It's not just like a you got to think about it a bit more almost like as if you visit a museum. Um, so there are going to be talks, there going to be workshops, but the space itself is a gigantic installation in itself where we have showcases of, you know, artists working with AI to create really amazing things. Uh, so we're super excited to host this in New York in a lower east side and for two days and uh we hope to bring a lot of people in there. — Who should be attending? — Honestly, everyone who's interested in creation with AI. uh we specifically keep this somewhat open. You know, it is a it is uh definitely a hub for anyone who works in the creative industry, anyone that works in a cultural industry. Uh as I said, film, uh you know, art, music, fashion, those are all industries that already are like working with AI right now and we're really bringing this just like onto the stage having fantastic conversations there. And anyone really also out of our core community uh anyone that's been ever dabbled with Replet um is welcome to join this and really see where creative AI can take you. — I'd say if you want to see what the cool kids can do with a tool like Replet and Vibe coding, you want to go to Vivecon. Yeah. — Yes. Thank you. — I got the cool design folks. — A question before we let you go. Um you mentioned some of the types of creators who will be at this event. Uh often times there's like this back and forth between the lite creators who are like ah AI is the worst and then there's the other ones that are leaning in and saying look what I can do with AI. Um what are you just seeing generally in the space? you're in touch with designers and more artistic folks and like what's your general take on like I mean it's it seems a little split but it seems like people are starting to understand like hey I kind of have to learn how to play with these tools and then there's like this other group that like I know I have a couple friends that are just like old school traditional artists and they're like h it's not for me you know I'm just like h and I hear that and I'm just like don't do that that's not the right perspective it's like you can still be a beautiful and amazing artist and then use these tools it's like — I think this is just a we have a very optimistic perspective towards this and I think the people that we're bringing to VCON as well. We do have this conversation and I think it is good to have and we're bringing it actually also on stage. I mean I'm just meeting Spike Jones which is one of the most you know A-list directors there are on the planet and even having this conversation I think is a good one to have. That being said I think Vivecon in itself is in fact the proof that it can work for you that you can make fantastic creative contributions to this world using AI in different ways. some of these installation and some of these talks that we have going to show you okay they go very far and everything you might see is actually air generated sometimes it's a hybrid model sometimes it's just a few infused a little bit so I think that's where really the creative industry is like you know trying to find their way into this but a lot of times when you work with it with the work itself is the creative process right so this is what makes it so exciting that there is not this like pred predefined solutions saying yes this amount of AI is exactly the right amount and this will continue I think for a very long amount of time that we're like finding exactly the right ways to use it we'll find new tools to use it we're getting better at it some things might even not work out which is also very exciting — um and we'll learn from that and keep getting better at it — well and I think this is one of those moments where like we're all captivated by the tool because the tool is new but nobody cares about the tool what they care about is the end product right and so this is going to be one of those moments where it's like, you know, maybe we're not just in the classroom learning how to tinker with Replic. But what we're going to do is like show you the potential of if you learn how to manipulate the code, build the things and you get in touch with this creative side and the culture, here's the things you can do. Here's the impact you can have. And I think we talk about this a lot, right? Like there's this idea of this technology fading in a few years, right? Just like right now, uh we walk into a room, you flip on a light, you just expect the electricity to work. But if you'd have gone back to the beginning electricity, everyone would talk about like this is an electrified XYZ. This is a new thing that's electrified. And we talk about this all the time. We're like you don't necessarily have to say this is the AI thing or this is our AI powered blah blah. It's just what's the solution? What's the problem you solve? What's the end result for the user? And I think that's where this is, you know, kind of pointing to. It's like, yes, the tool is here, the tool is powerful, but here's how you can really focus this thing and achieve some beautiful art, some real cool interactive experiences, and really just connect with the culture, which I again helps with distribution, helps really elevate the game of what you're building. Uh, forget so much about this is the AI thing. This is just something cool, right? I think you're seeing that on the film side in particular like you see a lot of folks that were skeptical to AI generated video but now like it's getting really good and you're seeing how you might use it and telling a better story and also how it opens up accessibility to more and more folks. So like now if you're like some sort of indie director somewhere in the Midwest and you want to put together a really cool and compelling story, there is a tasteful way to integrate AI into that into getting that story out into the world. And I feel like you're going to see that same conversation across many different types of areas, mediums. And so I really love that attitude you have. Code is a new creative medium. Philip dropping some real gems today. — Thank you so much, guys. You are amazing. Thank you so much. — Yeah. Uh any other thoughts? What's uh what's — My last question for you is you're obviously putting this together. Incredible, you know, uh conference. What are some of the things you're exciting about? What are you seeing out in the design world that's exciting that's kind of infusing a little bit more AI and maybe even how are you using it? Um that's a good question. I think honestly the kicker is that every day you wake up right and there is something new out there. Be it a new competitor, be it someone else that built something with it. I think being in this industry for a while, you also realize like we've been almost like thirsty for this kind of moment, right? like that you're not just like I think there was a moment in I think in the creative industry itself where it plateaued for almost a bit and there's such an enormous energy right now in the world where people are pushing out more work than ever — and it is absolutely amazing to wake up every morning and see okay someone did this video someone did this someone built this thing you know it is really incredible it's almost like and it's it's a pleasure to be overwhelmed with it yeah — that's amazing I Yeah. I'm trying to think. I wonder if this is as we cut out. We have the Vivecon video, but I'm not sure. I'm not sure it is. Is this the one? — Uh, it looks like — All right, let's do a set change. We'll be right back, y'all. — Thank you. Thank you. Heat. All right. What's up everybody? There.

— Talk about cool kids. We got Brendan here, the events guy. — Okay. You got me. We're getting a little heavier than my Bose noise cancer headphones. Anyone from Bose watching, feel free for a little brand. Sponsored headsets. I'll throw some credits. There we go. Bose headphones. — Thank you. — All right, we're getting a little smoother with those swap overs. Trying to bring a little media into the mix as we make the change. That was smooth. That was nice. — Thanks. — We don't even have like a — smooth is not usually how I'm described. So that's uh nice change of pace. — So Brendan, for those who don't know, also uh have you been on the stream with us before? I don't think so. — Not like a lots of first today, folks. So — legal wouldn't let me on for the longest time. HR was like absolutely not. — You're in that probation thing. Yeah, but now it's all good. — The HR reviews are done, so like you can move past the next phase. — Exactly. — So, Brendan is uh the guy who helps coordinate all of this. Uh our best guy. — Yeah, the events uh this and many others. So, why don't you just say hi, introduce yourself to the crowd and like Yeah, maybe share a little bit about what it is you do and — Yeah, absolutely. Uh Brendan Dugan, I manage field marketing events here at Replet and we're at Saster. So, I help manage that. Yeah, — it's uh one of the biggest events in Silicon Valley. You know, New Orleans has Mardigra, the Bay Area has Saster and we it makes sense for us to partner here. Obviously, Jason and Ameilia are amazing partners. Um — it's 10 minutes away from the office, too. That doesn't hurt. — Um and then they really let us, you know, kind of run wild with how we wanted to show up here. We have, you know, the booth, which if you've ever been to a trade show or a conference, there's the booth and that's what you, you know, get your leads scanned at and you pick up your swag. But they also allowed us to um, you know, build a custom vibe coding lounge and have vibe coding classes all day. And they've been packed. I was like, are people going to come to these? Like the first one in the morning was 9:00 a. m. today and I was like, oh, it's windy cuz it's half outside, half inside. And I was a little skeptical, but it was packed. And that credit to the Sasser team, credit to Horatio for putting on a great um class. And then they also had us um they allowed us to build this amazing set that — um Futurist are our great agency that you know this would not be possible without. Um so they really allowed us this sort of creative freedom that you don't typically get at a lot of trade shows and conferences. So really fun to color outside the lines a little bit. Um get everyone from all parts of the company involved. — Um you guys live streaming from here. Thank you so much for being able to do that. But then having folks from support having folks from um the ENG side of the building come over. I mean the yesterday I mean as you know they were here back to back like leadership comes in and that's one of my favorite parts about working at Replet is everyone uh comes and pitches in. It's like it reminds me of when I worked at Home Depot and I had the apron that said I help in all departments. Um do not ask me help for help with your plumbing situation but at Replet you can ask anyone for help. And I mean our CRO will come and join a sales call. our CEO will gladly join a live stream. Um, it's just really cool to see that uh, you know, willingness to jump in and participate. — You've been doing a ton of events for us. Can you maybe talk a little bit about some of the themes that you're seeing? Like obviously like AI is hot, but like what are you seeing like in terms of the level of AI at these different events and how's that changed over time? — AI so hot right now. It's um it it's become such a I don't say overused phrase, but it's shoehorned into other companies that like, oh, we're AI native. I'm like, well, no, you're a file storage company that's been around for 25 years, and now AI exists and you're implementing it. So, um you Yeah, it's the hottest thing since sliced bread. It's the end all be all, especially at an event like this in Silicon Valley. Yeah. Um, as far as themes, I think a lot of it in talking to people here this week, um, it's a lot of just lifelong learners. They want to educate themselves. They don't want to be catching up. And we're seeing people um, from all over the country, all over the world, who are maybe small business owners. they are not, you know, the heads of a Fortune 500 company, but they want to see how to implement these AI tools and resources into their business, their personal lives. Um, and obviously I'm biased, but I think Replet's, you know, a one-stop shop for all of that. — Can you talk a little bit about what we get at these type of in-person events versus virtual? Like say like, oh, you can do a whole bunch of stuff virtual, but there is something different about being here and like rubbing shoulders with everybody and feeling the energy of the group, right? I was just going to say it, it may sound a little cheesy, but it really is that in-person energy when you are the sparks are flying, you're collaborating. Um, it's really cool to hear and see firsthand from a bunch of different people all because it's back to back on a Zoom call. You can like take a little break, go walk the dog, whatever you need to do. here. It's it's non-stop and you got to pace yourself cuz these can be long the three and four day conferences. But we um we got a great team supporting us here. It's really cool to hear about all the different uh use cases. It never ceases to amaze me um the different products and apps and just anything on software that's being built on Replet. I constantly amazed. Like you think I'd be jaded by like, "Oh yeah, I've seen that. " And there are some apps where I'm like, "Yeah, I've seen that. " But it just never ceases to amaze me. It's pretty cool. — And taking a step back, I'm curious. Um, you know, I think you put a lot of effort into your, you know, booth buildouts and how you show up to events. And I' I've been seeing things — showing off the booth on screen right now. People are watching. Check out. We're walking you through the venue a little bit. So — yeah, there it is. Look at that. Nice setup. — I mean, this is again, all credit to Futurist. This is one of the best buildout booths we've had. Uh there's the homie Parth. There's Dave. Dave, — sorry cut you off, Francisco. What was your question? — No. Yeah, kind of. How did the booths come together? How do you think about this? And I mean, again, there's a lot of connectivity like with people coming in engaging with the product. What are your thoughts there? — So, it's a collaborative effort. You just had Philip on and this is a completely collaborative um effort with his team. Uh this is a direct reflection of our new brand, our new refresh uh how it looks and how we want to appear uh out in the public. Uh but then also it allows us for some creativity. You see sort of these modular um elements. We reflected that within that screen where there's that vertical screen that is playing our brand video on a loop. Um really making it warm and inviting I which I think is what the brand is trying to uh convey and hopefully physically we convey that as well. um at in our appearance at these events. — Awesome. No, it's it's been really cool to kind of see it come together, you know, uh from behind the scenes and I'm really excited. There's some incredible events coming up that Brendan's spending a lot of time on and just a lot of his like love and care going into — Should I list those out? Let's I had to write a little notes app because I was like, "Oh man, there May and June is uh Thunderdome here coming up. " So, uh we've got obviously we're at Saster. Next week there's product con. So anyone in New York City who might be going uh it's for product manager and product title professionals product con in New York City. Uh first week of June we got Snowflake Summit in SF and that's at the Moscone Center. — Uh that same week we have Microsoft Build that's also in San Francisco. And that same week we also have I think a hackathon with Red Bull. So I'll be at least two places at once maybe not three but two. Uh then we have websummit Rio Bombia to all uh the Brazilian homies out there. — You're going to be there, right Mark? — Hey, we about to do it. — Let's go. We'll be there. See, — and that's the same week as the Data Bricks AI Summit. That'll also be in San Francisco at Moscone. Um Oh, no, sorry, that's the week before. The following week is Data Bricks AI Summit, which is also the same week as Vibecon, which Philip just talked about on here. Y — um and then there is the Raise AI Summit in Paris which is the first second week of July, July 7th through 9th. Um that's a big one that we'll be at as well. So I'll um our European followers out there, see if you can get out to the Ray Summit. And then there's uh some soccer tournament going on that we might have a little presence at. We'll see. Yeah. — It's the AISO of Sonteo County. That's what I was talking about. Yeah, — the local middle school. — We're selling Girl Scout cookies on the sidelines. — Free tickets for everybody. — We got a whole se like a seauite for everybody there. Um well, I've been so impressed with how you organize these events, Brennan. Like I don't like — Me too. I don't know. — Like I show up and I see like everything you're doing, you're coordinating. So like maybe give us like the inside scoop like as like a professional setting up events. Like what's your rank order of priority? like what are you looking at first? Like how are you thinking about making a great event? Like obviously we talked about the booth is that like number one, but you have people here, events, like keeping us all on track like what's your like your process there? — Yeah, I mean it's a never- ending series of checklists I suppose. Um I use Replet to keep me organized. No nothing I create on Replet's too exciting from a professional standpoint as far as like it's checklists and things like that, but um staying super organized is obviously key. Uh, but even when you try and stay super organized, there's always going to be the um variables that come. Uh, and you know, Mike Tyson said it best, everyone has a plan until they get hit in the face. And events, you got to be able to kind of pivot uh at a moment's notice and roll with the punches and never don't panic cuz that's — never let him see you sweat. — That too. Yeah. I mean, that doesn't serve anyone if you panic. So, um, you know, planning as much as you can ahead of time, knowing that something won't go according to plan, um, and having those contingency plans behind it, and then of course having an amazing supportive team that we do at Replet like you guys, like our BDRs and SDRs. Shout out to them. Uh, I also made a list of shout outs I need to give. So, I would not be right. So, futurist, all the on-site staff, too. — I'd like to thank my mom like — Well, at least Jake, Jacob, Cody, Jacob, Mo, Jacob, there's three different Jacobs. all the Jacobs Phip I mean all y'all it's the seauite who came out uh Raina came out and so much support um as they should it's 10 minutes away so um it's just been really cool to see all the support staff here at the replet speak easy uh who've been making it a really seamless event — well and all the people behind the scenes that like coordinate and organize and do all the things that nobody ever is going to see you know it's like — when you have this many people in a space like as somebody who's organized big events I mean never anything at this scale, but like there's a million things that you know go into making this thing real and any one of those could go wrong at any moment for whatever reason in or out of your control. And so event uh much like live streaming is like Murphy's law is always like right around the corner for you. Francisco, I mean you've done tons of big events and t tons of stuff like that like any thoughts on just — dealing with great I mean Brendan knows. Um, I always I have a big back backpack that I always bring with me everywhere during events because there's two laptops, there's an extension cord, there's everything you could possibly think of and most of the time it's like why are you bringing all this stuff and it's like that one time you need it, that's when it's there. So, completely agree on the planning side of things. I think, you know, when you prepare in advance and bring them together, um, it makes for a much smoother experience. And of course, like always, um, thinking about the people, right? Who is going to show up, be our audience, and making sure it's a memorable experience. and a huge shout out to Brendan because I feel like ever since he's you know joined the team, it's always been something that's top of mind, right? Like how are people going to interact with us and how's this going to feel? — No, thank you. It's uh that's the one thing I will say that keeps me up at night or wakes me up in the middle of the night is like are people going to show up? And it's something like this like yeah, people are going to show up like you better be ready for it. But when you host your own event and it's like all right, we got 50 RSVPs but how many of those 50 are actually going to show up? — Uh that's a lot of orders you got to eat by yourself. I think that's the uh stress point of every event even when you know I mean I have had events that I've organized and like we are certain — some people are going to show up — but like how many right like does everyone show and then what happens now is like the thing gets a little viral the invite so people just start signing up and then you're like when you have a small group or a small event if you've ever organized a small event you can kind of know hey we got 30 invites probably we're going to have a 20% 30% attrition rate or whatever you know kind of know, especially if it's a meetup, you're doing it regularly. But once you get into hundreds or thousands of signups and it's not, let's say, the paid ticket or there's sponsors involved and lots of sponsor blocks and different things, it's very hard to kind of pin down. Like I we talk about this all the time, programming computers really easy cuz a computer's going to do whatever you want. But programming people is like the craziest and most difficult thing to do cuz people will just tell you they're going to do something and then do something completely different. And so yeah, there is no programming language for people just yet, you know? — No. And like I'm not going to go through the things that you picture it in your head. It's going to go one way and it goes differently. Like I was mentioning about the vibe coding lounge outside. I was like I don't know. I don't see that being, you know, max capacity. But then you get surprised. It's a good surprise. We love good surprises. — Yeah. — Um so it's just having that flexibility of mind too of like, okay, this is going to work, this doesn't work. Um but yeah, it's been uh — shout out to SAS and the organizers. It's been a great one. What's the chat saying? We got any uh big dubs in the chat? — Uh just h how do you plan for 80 May early days of a hackathon? — Oh yeah. — Uh open bar that always gets some we but having said that I people have not been hitting the open bar here like I thought they would. — I mean hanging out but yeah the open bar alcohol consumption is a little bit down — is down. That's years. Yeah. — I can bring some uh some friends on the next live stream who work in the alcohol industry. They can tell you all about it. Yeah, it is. Um, you know, I think today as it gets a little bit later, I think people will open up in the happy hour and uh do want to promote that we are having the town hall. Is that correct? Is that still on? I don't want to speak out of turn. — Yeah, we're going to do some kind of fun activation. And I don't know exactly what that's going to look like just yet, but we have a stream scheduled for later, but we don't know if we're actually going to stream it because it's kind of late Pacific time, which will put it like super late for most of the majority of our audience. And so, we're thinking we'll record it and we're thinking we're going to do some kind of fun engagement thing here and we'll see we'll see what we do with that. — You know, just we're trying to learn from Brand, you know, Brendan here and just iterate, right? Stay flexible. Well, it's like we're doing all this stuff for the online folks, but then there's like this other crowd that's like here on site that it'd be cool to also activate and figure out how do we like create some cool touch points. And so, uh, just yeah, thinking about all that and in real time, uh, if y'all had seen behind the scenes, you know, like there's been lots of iterations and lots of, uh, you know, real time adjustments. And again, that's part of like coding. You see us do it, uh, with everything. And especially as fast as this stuff's moving, you kind of always have to be on your toes, right? — Yeah. And I mean it's like we're at the booth and you know sometimes the Wi-Fi isn't as robust as one hopes at a booth for when you're running demos. — So we get an Ethernet cable and again shout out Futurist. They came in with the second hardline and got it running. Um but people are and that's the great thing about Replet 2. um what people are building. I go back to like never cease to amaze me, but they're doing um you know the their little pet projects, but then they're also doing these uh B2B uh amazing things. So I that's what I love about the consumer side and the business side having worked in like both sides before. It's really cool. Um any other questions you conference been talking about AI? How do you use AI in event building and putting things together? Like I was saying earlier, um the stuff that I build for my professional is not very exciting at all. It's just, you know, um some workflows, checklist, uh an event brief, intake form. Um personally, I've built like a knockoff Surf Line. I don't know if I can say that. Knockoff Surf Line app so I don't have to pay for it and see the ads. Um yeah, just some fun stuff like that. But um a lot of um templates and framework I'll go in and be like hey I need a template created for like an RFP and then fill that out myself. So um yeah nothing too exciting from the workstream side but once the event is put on then I can assure you will be excited. — Awesome. — Brendan's about that real time engagement in person. — I just want to give a big thank you to Brendan. Like I feel like I when I show up to an event, I know I'm going to have an impact. I know it's going to be well organized. I know I'm going to meet some great people and I also know that it's going to be a fun experience. So, thank you so much for all your work. Really appreciate it. — Hey, thank you. Thank you to Sasser. Thank you to Jason and Ameilia for putting on such a great show. Mahalo to all my Hawaiian homies back there. And uh — we'll uh we'll talk to you over here. Let's go. Um All right. All right, guys. With that, we'll be right back. — Thank you. Heat. up here. We don't need to watch that again. We

should you guys go check it out. Vivecon's coming up. But right now, we're here to talk about Saster. — Saster Star of the show. — Yeah, we've got the organizer. You guys have heard us talking about it. uh mentioning about the Replet backend using to help manage some of this. We've been talking a little bit about — the front end. It's not just the back end. — Yeah. It's the whole process. So, it's been just kind of cool to see some of that. And then, uh yeah, we've got Cody back up here. So, we're going to just uh jump all over. Tell us a little bit about what you're thinking. Uh how you feeling? We're what what's today about halfway through day two? So, what are you thinking? — I mean, look, it it's pretty cool. Um, you know, we've been doing this since 2015 and a lot has changed. Um, the first this is an organic event. It's a community event. It came out of nowhere. Much like our third Replet agent, uh, Annie came out of nowhere. We can talk about um, and we just put it together the first year in 2015. We had 1,200 founders and execs come. Aaron Levy came the day after the box IPO. It was like the first IPO of the generation, exhausted. And then it was crazy. It grew. Um, then there was this little pandemic that got in the way. Then we were all outdoors having fun. And then and then, you know, and then 2024 was kind of a bummer. It was preai, but the markets were down. It kind of sucked. And then last year was like a transition year. So if you came last year, it was like half AI, half old school B2B. And um the energy was fun on the AI side, but it was really early on the agents right a year ago. I mean so much and we had one we had this one app called Deli. that built digital clones that we deployed and it was it but and so half the audience I was you know I love these guys but I was talking with the CEOs of Dropbox and Calendarly and it just was the past you know I love those and then the other and then but Ameilia and I were like should we do it again and we're like — yeah but that the AI half was so energetic and then when we honestly part of it was when we got really deep into rep agents we're like we have more value to add to the world and this whole year the energy here is like in some ways it's like 2015 man like there's such high energy to deploy agents to figure out your AI strategy. We banned all talks about the history. Even with OMJ, if I had more time, I'd be like, how did you done this for 10 years? Like that's a great but we banned it. We can only talk about the present and the near-term. I don't want to talk about AI in 2028. the singularity and post AGI. Yeah, — we have — no more intro to LLM talk. — Yeah. No, I said assume the average attendee is at 5 million in revenue growing quickly and wants an effing agentic strategy and they're halfway there. They have an AI feature, but it's not great and they're here to learn today. And I think that's the energy here. And honestly, if you're a builder, you know, it this is both the most stressful and the most exciting time in our careers. If you're a builder, it's stressful because it changes. Even if you're at Replet, I bet you're stressed. What's Anthropic going to do? What's my compet like it's so the level of competition is so high. Yep. But the fact that we can honestly build at a hundred times the pace and that is um if you if you're not having if you're not at least invigorated or something, you should just quit the industry, right? Fun is a weird term. If you're you know because it's so intense, but if you're not if this isn't the one of the most engaged times of your lifetime in tech, you ask question, you should exit because there's nothing like this. — Mhm. — Right. It's a moment in time. Like in a couple years this stuff I mean even replet is so much better than a couple months ago but in a couple years everything that we think is agentic and crazy will become normal. It'll be we really will have swarms of agents around us. It won't just be talk and this will become commonplace — but the next 18 to 24 months like this going to be the best times of our lives. — Yeah, totally. — I really think it's going to we're going to look back and be like we were part of this. — So exciting. — We weren't we were on the sidelines, right? It's just it's great. What's interesting is that I think most of the most of us that are on the ground floor kind of understand what's happening and we see a little bit of that. We talked a little bit about this technology as it fades and it kind of becomes just second nature to expect this to have and there's this whole generation that's kind of coming up now and they're just going to get used to — talking to this thing like for us it's kind of new, you know, just like maybe texting was the generation before whereas now, you know, like it's just going to be expected that this is there and and again that's going to elevate what the expectations are for what the products can do and what people can do with these things. And so I think it's very exciting and all of us understand that like we are on the front edge of this future like we're all surfing like new thing that's coming and conferences like this the energy in the room it's like it really is just a an early indicator I think of it's a bull indicator to me of what's coming. — Yeah. I think I think that um uh we're just entering the era you know talks I think talks specifically about programming in English doesn't he say that? And you know a couple months ago I would have been like whatever that's the marketing of the CEO. Uh I think it's kind of true today programming in English. Um I mean literally I in Replet I don't need to design a prompt anymore. have a spec. Now I think most people should have a spec that are new to it but I've done enough with the agent and I've done enough of my apps honestly with one sentence. I know it's not best practice. I can do a lot of stuff now if if I have the context in the agent. Okay. So we're just entering the area of programming in English, but to most of the world it's really weird. Okay, I think in two years and it's really hard in AI time to predict two years. This is honestly what I think deep in this community is we're the line between software and non-software will blur. — Mhm. — Yeah. — Like our lives will be prompts and no because just like agents a you know prompt prompting's becoming just English and then but what's the line between software and just talking to an agent? Like we won't know like the agent may spin up and create software for real — and we won't even think about it as software anymore. The agent will make a decision should I plug into an API? Should I just answer should I just grab some data? Should I grab it from data bricks or cloud or you know what I'll create an application and you won't even know I built an it'll be an invisible application. — Yep. — Right. So that's what I think I don't mean I'm not a futurist. I'm a presentist but I genuinely think we will enter not that at the democratization of software which is what rep is enabling but posts software like we will be in the ether of software but I don't know exactly what it is going to look like right but the rate of change is so fast you can see that happening in 18 to 24 months right the software is just invisibly created behind us by agents — can you talk a little bit about the attributes that are going to differentiate the winners and the losers in this next era so like if you had to handicap folks like what are some things that you're looking for in terms of like these companies are going to make it. These other companies maybe not so much. — For startups, you mean scale, any tech company. — Yeah. B2B companies, the folks. — I mean, you can smell it. — You can smell the decay. — Yeah. Tell us more about that. How you sense to that? — Look, um, preai, you know, as silly as it is, I really think you could measure uh startups and scalps by story points. Whatever version of story points you used, okay? I don't care how you measure story points. calculate it. come up with some consistent way to measure your output by story points and then each quarter drive it up and I would go to board meetings and startups and I would see ones where the CTO would say I don't believe in sto I don't believe we're just I believe in best efforts on my team they would fail — okay and then you would see folks that would do it but you wouldn't see the growth you would want to see whatever metric you want story points increasing faster than headcount okay then there was a linear correlation before AI but you wanted to see however you measured that it would go up each quarter and if you had a really good team and your story points increased, you would pull away from the competition. Like that was prei, right? — Let's explain to people because I think a lot of us understand maybe what a story point is, but a story point is like a user story and then a developer typically assigns points to this user story and that's like how long they think it will take to kind of accomplish that task in development. And so in software development, when you're scoping out work, which means like how long is it going to take us to build this thing, you have these user stories and that's what defines the features and then those points get assigned. And it's like what you're talking about is the ability to stack those points basically is showing, hey, our development cycle speed or we're getting more user stories, we're getting more features shipped. — Yeah, you might for a feature that took a day, it might have a certain amount of points. For a feature that took, you know, the better part of a quarter would have a certain amount of points. And sometimes you'd even do them in a Fibonacci uh scale so people could intuitively understand one 2 48 like how much energy went into it. — And it didn't matter. It was as long as you could — roughly as long as your smartest engineers could agree this should take a day, that was your scale. And it worked pretty well, right? Um, and I bet it still worked. I bet replet doesn't count story points. Maybe it does, but I bet you could do it. Like there's probably and I you I could you could tell me what replet uses. But what I want to see is radically increasing velocity. — Mhm. — Radic radically, right? And I think even for the best startups that I've worked at and invested in, — the true radical acceleration only happened at the beginning of this year. It only happened after four five and 47. And then people had to take a even the best CTO's that weren't at the front lines like they had to take a beat and really understand what does this mean for my team, not just me. — And a lot of us were were fracking around and doing stuff before December, but most of the mainstream tech world was not taking a lot of this seriously before that level. And obviously with Replet with V3, you could actually do amazing things before that. But I think only until only in like January, February, March of this year did even the most agile teams start pulling ahead. But now it's compounding. — Yeah. — Now it's compounding. So what you guys probably saw a year ago or two years ago replet, you're now seeing across the world. — But if you just however I don't care how your CTO or your founder is measured, if you don't see radical compounding of productivity, you're I mean I know this sounds brutal, but you're going to lose in the marketplace because there's so much competition. — I think this I mean this one — we've never had competition like we have today. You guys are in the one of the most competitive spaces. This one of the things we talked with both Michaela yesterday and Amjad was about the amplification of the efforts and not specifically like sure replets kind of building tools that allow other people but we internally how we use it we talk about dog fooding a lot we talk about eating our own dog food drinking your own champagne we brought up yesterday and it is this idea that regardless of what happens externally in the market with these tools what's happening internally inside of Replet as we like build and all are empowered to kind of amplify our work with these tools is really the case study for what a future-looking organization will look like as we amplify the output. — I hope so. It'll be interesting. I'll tell you though, it it'll be interesting as or — when I was at your rep at all hands last I don't know, let's make it up September or something like that. — It was still even though you were on fire, it was still a small company. Everyone was in one room. Everyone knew each other. And it's easy and I if you'd asked me what that dog food standard was that day, if you'd asked me in all hands, I would have said, "Guys, everyone in the room should be better than me and Ameilia. There's no excuse. — We're five months into this journey and I would have said, and sometimes I'm tough. It's tough love. " But I would have said, "I bet half this room is not as replet fluent, the term I used back then, as me and Amelia. " And I'd give you a gentle f. — Yeah, — there's no excuse. So but but fast forward but as you scale your challenge as you scale is you got to a thousand people 2 thou even as efficient you are — let's see if you can maintain it right dog fooding is not necessarily like the sessions that we have which we do these on uh dog fooding sessions where it's like let's get everyone on the team to kind of like test this feature that we're about to launch and make sure we put it through its paces. What I'm talking about is everybody in their day-to-day role, at least one person on every team, two people on every team are kind of tasked with how do we implement Replet inside of this like group, this team here. And so like before we think about grabbing some SAS off the shelf or some off-the-shelf solution, we're like how do we build the pieces we need internally? And we you know that becomes again these internal tools that maybe not everybody, right? cuz I agree with you. At a certain point, you have to scale the departments who are maybe not as important for them to be intimately familiar with the tool, but somebody on their team is and thinking about this. And we have people that are literally tasked with going into those teams and solving those problems with Replet. I guess for what it's worth though, I I would challenge you for fun. — Yeah. — If you have these tools and you're designed to do more with Replet internally, — if you can buy a better tool, you should buy it. Otherwise, you're going to come to the wrong conclusions. Sure. — Don't waste your time rebuilding any tool that exists here. — It it the cost is irrelevant. What you what you'll challenge your team to do is instead of vibe coding their own CRM, — they will find that the N equals 1 app or the app specific to Rep and they will learn so much more automating something this then you know if you go to compete if the team goes and rebuilds something that's great externally you learn nothing. — Yeah. But that's not right. So — let me tell you two really things that I think are good evidence of this. So one of them was I pulled a little while ago. So before like back when we first met I was kind of like the only guy on the sales team. Like now we have like a big org. I pulled like their replet usage versus like their performance of who's hitting quotas one to one right like the people who are using more themselves we're able to do it. And like part of the reason why is because everything's changing so fast. I think you've seen this because you're on the edge of this and you're using it all the time. you're able to see like kind of where the puck is going and also this might not work today but like the next model release this is definitely going to work and I can hop on it immediately right of like the AISDRs originally when they first started like they weren't exactly working well then you get a model release and suddenly the same things that you had done then are now working and so we're seeing a lot of that where the people who are using replet more themselves because they're more in touch with it touching it that more themselves when they're working with the customer they can see that oh hey this is something that dropped last week or a new feature thing that enabled this thing that you thought was impossible is now possible and then you can show it to them and like immediately get them moving and then — or even better man I'll tell you the best thing you did in sales no this is something this is why you have the one to one correlation for replet experience it it's one thing to tell me something that's going to drop okay it's another thing in a very fluid environment to tell me why something doesn't work the way it's expected and when it and why and when at all it might change. So like listen, you're you have incredible revenue growth, but it is competitive. There are bake offs, okay? And I could talk to someone that's never used their product and get stupid answers. Or I could say, okay, like for example, I mean you guys natively integrate with data bricks, right? Maybe it's weaker with Snowflake. Okay, I'm making this up. I we can come up with why. Okay, give me an honest answer during the sales and I understand. What are the odds that your Snowflake integration will be parody with data bricks? Honestly, it's low. it will work. I'll tell you 10 customers that do it this way. But data bricks is just more native to the and here's why. And all of a sudden I like one of the best things that Cody did. I told that he's a 10 out of 10 and to promote him. Um no because Yeah. I will tell you what Cody was able to do that probably no one I've ever talked to was able to do um once he got over the shock of the first conversation he had is he would just tell me the why. And in a in a world where the software doesn't change for 10 years, I don't ask for a why from sales. I use Salesforce. Listen, Salesforce is changing. I'm excited about it. But for 15 years, it was the same. So you didn't go under your sales and ask your rep a lot of questions about why. — When I know when I'm buying a journey with Replet, not what not just how it works today, how it's going to work next quarter, next month, tomorrow. — And when someone in sales broadly defined can tell me the why, I want to work with that vendor. — Yeah. — Why? Why is this hard? Why is this easy? Why does I try I've been using replet? Because a lot of your folks can try the product before they write a big commitment. This worked really well for me like but I have a question about how the security audit worked. Why does this work this way? Why did domains work on single accounts but don't work on enterprise and team accounts? Why do why can I not buy my domains and just get them to move over to my enterprise team but and well that's the way we architected it. There's some security and other issues. Okay, I'm not happy but I get it right — versus I don't know. I'll have to check on that. But we have domains in our product. I did I didn't know that. — Well, that's a piece that you've always brought up on a lot of these agents podcasts that you've been doing is like, hey, like the forward deployed engineer or like the person that you're working with on that side. Like if they can't answer your question, I'd rather just talk to an agent, right? And like, you know, like the focus should not be just kind of throwing warm bodies at this. It's more of like take your best guys and then make some sort of process, an agent, a workflow, like some sort of architecture hub, some documentation that an agent then can use where you can get it to like 80% of like the best guy. And like that's the thing. I've seen this across the industry and you're so good at it is that like the people who are just kind of throwing warm bodies at it as opposed to like this is the best guy. email that's ever been written. I'm not going to try to like replicate the best, but I'm going to try to get to something that can do 80%. and maybe you get to 70% and then a model drops and then suddenly it's able to get to the 80 or 90%. Like you were talking about with Amjad yesterday where you're like that was the best email I have ever seen written for a re-engagement. — Yeah. I don't think Amjad is so good. I don't think he totally got how profound that was to me Ameilia like we felt we were in the middle of the night working — and I just did it as a test. I didn't know how good it would come and it was immediately we got it like this was the best thing I've ever seen in email in marketing and by far out of reput like something happened. Even Amdan didn't know what it was, right? He maybe I didn't describe what happened enough, but if you read that, go back and read that email carefully. No human could do that. Well, — is this an email you generated for your prospects or something you got from Replet? — I asked 10K, our almost autonomous VP of marketing we built in Replet. — Yeah. — I said, uh, I was just curious. So, I'm in the, you know, to be clear, I'm in the Replet agent talking to the app. So, we're getting a boost. We're getting a superhero power because the agent is talking to the app. But I said, I don't understand something, 10K. Uh, the world's changed in the AI world, but we do not have as many VCs come. This is a it's not a record, but it's certainly the record for the last three years attendance, but VCs are light. Why is it? And at first, the agent was like, oh, no, they're great. I'm like, try harder. Okay, this is my version of working with LM. And he's like, you're right. It it is really light. And I'm like, okay, how many VCs are coming? 152. Compare that to the prior year it did it. Okay. This is a real issue. Something's going on. I'm like, okay, I don't know what's wrong. Write me the world's best email to these VCs to come. And I said, "Start with Bloomberg Beta. They were an early investor in Replet. Let me see what you could do. " And it just built the best email. And the other emails we had 10K or Replet build or claude or whatever. They were always fine. And maybe it was because it finally had so much context from the APIs from the and maybe even it's all the accumulated context in the W in the in the chat in the window. But or maybe it's something Replet pushed out the hour before. I don't know. But it cropped. I mean, I really hate the term AGI, but when it writes a better email than any human could, it's like on the back writing email. — No, no kidding. No, because the thing the reason it's so good is it's not just the quality of the email, which was undoable. It was the amount of hours it would take to find, okay, who what's every single person from coming? And then it assembled all the adjacent and competitors for Raplet. They're like, here are all the people coming to to James and Bloomville. You might want to go meet with all. And it assembled in a way that made it seem like James had to be there. He's like, "You invested in the company. Uh the half the company's here, the adjacent folks, the other players, the new players, the competitors are, how could you not be here, James? " And it's like, "Yeah, how could you be not? " Right? And then I had 10K write it to the CEOs of all the companies I invested in. And it went through all 8,000 people coming and assembled the best list for them to all meet. And it destroyed all the matching software we have here. — Yeah. — Destroyed it. Now, it did take like two to three minutes per email. That's a lot of compute and going. — Yeah. A lot. But and I sent it to one of my founders and it uncovered that eight of his competitor eight of the entire management team of his top competitor were coming and all the adjacent folks in his marketplace. And then it summarized why maybe it wasn't worth his time to come this year. — Oh — yeah. No, he's like you're no he was like your part of vertical SAS is relatively lightly intended attended but here are the 20 people you should meet. And he's like that's the best marketing email I've ever gotten too. I don't know we got on that track, but that is um — yeah, — it's super powerful. Right. — Well, that's a piece that I've seen that you and Amelia are extremely good at with working with the agents. We were talking earlier about like instead of focusing on the how for it, focusing on defining the end state and the goal that you're going for and also giving it context on the why of like and that's why I think like my kind of like pet theory about like why you've been su so successful with this is that you have a lot of scar tissue over like a lot of doing this is you know what right looks like for a lot of these things. And so you're also when you're communicating with the agent is that you're very good at describing what right looks like and then kind of leaning in and letting it figure out of like the path that it's going to go down to achieve that kind of like right end state for it. But then you're also feeding a lot in because like you always talk about it as like training the agent for it and sort of like hey you can feed like the world of context into here but also what how should that context be looked at? It should be looked at from this perspective of choosing this end state this goal. this is the actual problem I'm trying to solve for it and then not getting in the way of the agent figuring out the interesting way to solve that problem. — Well, I have a theory. I'm sure you're right and you can you would know better than me, right? I have a theor I think that's all true why we're successful, but I have a different theory. — Okay. — And maybe I'm giving too much credit to the contact history and the agent. — I have a theory that we try a lot of things like we tried doing emails, doing campaigns, and sometimes the agent doing a good job so we abandoned it. Okay. I have a theory that when you tell the agent that was an incredible email, let's do another. Somehow in its memory or the context window, it starts to understand what for a certain type of action, the user, right, thinks is high quality, learns from that. And then when you do something similar, — it knows I don't my prompt is not very good. My prompt was write a great email to Bloomberg Beta. That is not the best prompt. Like when I would show my prompts like three months ago in our workshop Wednesdays, people would mock me in the comments. So like that's not a problem Jason that's I'm like well I've been doing this for a while like but I I have a theory that the whatever it is the agent the context the memory it knows what's good remembers that at least within a session which we try to make infinite — and that's why our software is better because we train I use train in a vernacular sense but we uh inadvertently train it on what is good by giving by taking by doing it a 100 times positive — reinforcement if I took that Bloomberg email and sent it to 100 people the agent knows that was good. — If I say that was terrible in all caps, I think maybe the agent somehow marks down to memory or something and says this was not a successful action. Right. — Well, I was talking earlier today with someone else on the sales team and they were thinking about building out a new agent for like I've been having them read a lot of your materials that like I pass around the agents podcast for everybody within the company. And um one of the things he was talking about is like hey here's this specific aspect of engaging people on LinkedIn who engage with posts that job posts that do these things or whatever. How do we do sort of these enterprise follow-ups for it? And I looked at his process for it and I was just like hey where's the step where you're reviewing the output before it gets sent and having the feedback loop for saying this is what right looks like so that it gets better over time. — And I was like that's the most important thing. And then like his plan when he was going to go through it he's like hey I'm just going to kind of turn it on and then we're going to start running with it. I was like, "Hey, dude. You got to listen to Jason's podcast, right? " It's like, "You have to have 30 days. You have to say, "Hey, we're going to start it this way, and every day I'm going to take an hour. I'm going to make it better. And I'm not just going to fix the one email it wrote. I'm process by which it creates that email. " So that at the end of the 30 days, I have something that can reliably do something 80% as good as the best guy at the company, of doing their re of reach out, of doing their responses, all those kinds of things. — In the data science world, we used to call this labeling. So you'd have a bunch of at bads or roles and then you would mark them as like yes this is good or no this is bad. And so you're kind of doing that on the fly. You're seeing agent rip through something. You're saying like yes good no bad and agent somehow is keeping track of that to optimize for that yes outcome. — I think that's what's happening. I think I that's my theory. I don't I don't work at Replet on the — secret sauce — on Cody's example of I think trying to do social selling respond and LinkedIn to comments, right? Maybe try to do it programmatically through the API or something like that. Is that that's what they're trying to do? — I think you could do 120% better than the best human, — which I think is what you should think about. Here's why. Okay, so social selling sucks. Okay, it's so lame. It's so prei. Social selling is I I write something about how I vibe coded an agent was really successful and I get a comment uh great job want to try our product like I don't I don't care like that's not adding value right what real social selling would be is uh I was I was vibe coding last night on Replet I'm using the non-native clerk integration not the native one the non-native one I'm struggling with the private key I'm not getting it to work — and then through AI not only do you see that and spot that it's in your ICP. You answer the question. — Yep. — I've seen we've I've seen that problem many times. Don't get upset with clerk. This is the nature of how OOTH works. Here are the three things I've seen. — Mhm. — Boom. You have added value to that relationship. And if it is an actual prospect, the odds I buy from you versus some dumb rep that writes a smiley face on it or great. Oh, I see you went to Harvard. I know someone that went to Harvard. Oh, I see. I see you watch basketball, right? I mean, I get these ones. I So, I tried to do a product hunt launch like a while ago when we built um — we built a product on replic. What was it? Uh our API grader aent. — Oh, yeah. — I'm so busy. I just set the date up wrong on Product Hunt. So, I didn't realize I launched it like a month after the product. And I get these delayed emails from sales reps. Congrats, I saw you launched on Product Hunt. Would you like to try? — What? How are you? Do a little research on me. Yeah, — I have budget. — Yeah. — Okay. I built this. Find something that your product does that will help me. — But not like I saw you launch on Product Hunt. Would you like to buy my HR management process tool? So I I'm rambling, but like — right — I think I I firmly believe and I'll add this to the agents that 80% as good as your best human when that's good enough in sales. — But there's this type of social selling, this this agentic selling where you can do better than a human. — You can add more value. And I've never seen this done until this podcast, but I think this should be the goal because anyone that has an issue in the entire vibe coding world, there's so many issues. What if every single time digital Cody, right, or digital Manny or whoever answered the question as best it could for real? It would be in tremendous value ad, right? And you train it and you you read every single one. You build it and then you read it every 30 days and then you let it go, man. So, I'm gonna go back to the point earlier where you were talking about don't, you know, rebuild the SAS or the thing, you know, which I think is very good advice. I think most people who are being successful in the VI code space are not trying to like recreate what exists. What they're trying to do is plug gaps and connect holes between. Yeah. — And so, going into what you're talking about, we're building things like that, let's say, that take context from lots of different places to help shape some of that messaging. Because a lot of times what happens is your best salesperson or your best customer service rep or whatever is getting input from lots of places, not just this ticket that the AI might try to respond to or this email that it reads and has zero context about, okay, what's being talked about? What's actually happening? Is there is the system down right now? Right? Can I check the uptime monitor before I respond to this so that I know, oh, there's a little thing here? Oh, no. Systems are up, but there's some things happening. Oh, there's some noise on Reddit. Oh, they're talking about this in Discord. They're, oh, listen, uh, so and so just made all these posts on and so you can kind of see. So, we connect little pieces to then bring in and amplify the work of the individual, which creates a dashboard that doesn't exist on the market, right? So, when we're talking about dog fooding and building some of these things and where I think the enterprises are really winning, it's like, hey, we have this system, and this system, but those systems don't really talk to each other, you know, and now we can kind of use cases for replet. — Yep. I tried to show Amjad one, but I threw so much at him. I It was a lot for him to process. But the first slide I did um is uh our social media followers at Saster. So I have like 1. 2 million social media followers. But to your point um some of the like some of the things um so I h we had an executive admin who her only job frankly for four years was to spend hours every week going logging into WordPress, logging into Twitter, logging into LinkedIn. How many followers does Jason have? Put it on a spreadsheet and track it. some weeks she hated it a as time went by it was medial and she didn't do it and then I and then you know it's funny one of the first replet projects I introduced was can I automate it but not enough of them had APIs — right then I did it again like a couple weeks ago and it's epic and now I have dashboards for the first time in my entire career as an entrepreneur executive founder and CEO with replet for the first time I have dashboards that benefit me — we run a headless salesforce in type of inside of replet inside of our tank agent. So I can see every sponsorship, every deal, every ticket flowing through the system in real time. I'm not going to log into Salesforce and find a dated dashboard that's never been updated. I'm not going to log into a marketing. I just don't have that patience. — Well, there's all this other noise around it where it's like I just want this now. I have — dashboards for me. — Y — just for me for the first time ever. — I mean um — and all that contextful what context is now an agent. So that's the reason why agent can write something that's better than a human because it has this entire like context for all your social media — is a big part of it. Um and then also under discussed I it's your talk we can talk about whatever you want. I think under discussed is how tools like replet democratize APIs completely under discussed APIs until six months ago were for developers. It's under discussed. I mean, I got us going on Replet, but as Cody knows, Amelia is better than me now, right? And she she's smarter. Um, she's more patient. She's more quantitative, but she's not more technical than me. She's less technical. Uh, I mean, she's I mean, she knows a little more HTML than me, but she hasn't built what I built on the software side, but because of API, she can build anything. — Yeah, — you can build anything with an API. So, um, — connectors in there. You can grab the API docu. So if I want a dashboard out of Salesforce data, I can build it in replet now versus impossible before. I'd have to hire a developer. I don't I didn't do it. Right. — You mentioned — so we will all build apps on top of APIs that and use APIs in ways that no one thought when they built preAI APIs. — Yeah. Hey, real fast. I got to hop to go teach a coding class, but this has been absolutely amazing. I'm such a huge fan of SAS and thanks so much for all of your replet journey with me. It's been great. — It's fun. Do you need me more or we are we done or you need another? — You're welcome to stay as long as you want. I got another session I got to do in a minute, but you need you have one more thing you need for me. — Yeah, last question. I got one more. All right. So, you mentioned how the way you're using uh different SAS offerings like Salesforce, it's changing. So, I guess I'm wondering like what advice would you have for folks businesses out there in terms of changing their uh services, their value proposition to adapt to this new world. — Um the simplest thing I would get and I built this on Replet. If you go to saster. ai and go to the there is an agentic API greater. I built this on replet. It's cooler than people realize. Okay, because I couldn't do this on my own. And the Agentic API grader will grade your API. — Oh, — how friendly it is to agents. — Okay, that's key. — Uh, Stripe got the only A+ as you would expect. Enthropic OpenAI got A's, right? Gemini, I think, got an A or an A minus. And if you think about it, what's the simplest thing you can do to your software? Even if your software is dated, okay, even if you can't get anyone to fix any bugs, if you can just update your API, then you can turn and I'll give you an example, right? You can turn kind of mold the oldie software into pretty state-of-the-art software if the API works with agents, you can bypass all the UIUX other issues, right? And so, for example, running this event, there is a niche piece of software called Bisbo. It is a CRM for events. Okay? Until 2019, it was state-of-the-art. I don't think they've added a feature since 2019. Okay, it only survives because it is an uninvested category of software. Okay, and we're at the edge of quitting quitting. But we asked the replet in our 10K h how h you know can you interface with the visible API so this dated thing can be expressed in real time for it and it said well good bad news and good news the 10K said built in Rebbit bad news is the API as documented can't do everything. Good news is I found undocumented APIs that let you do it. Yeah. — So what it did combined the agent found undocumented APIs and calls that put it above the line. So now we're going to renew BSBO and we're going to invest in it. Even though the web software, it can't keep up. So my point is if you're a founder, an entrepreneur tech, maybe you can't fix everything on the front end, but you can make your headless Salesforce, your headless Bisbo amazing by making it the world's most infinite API calls, all the context. So just go to this. It's part of rep. We build on repa. Go to saster. com and find the API grader. You can it'll grade your own API for you. — See, uh, Perplexity, the CTO also has turned his back on MCP and they were one of the originators on some of that and they're basically saying they're going back to APIs. — Yeah, that well that's what I learned from the greater like when I talked with the replet agent about it and Claude and other he's like don't even give them any points for MCP. It being MCP may help humans connect to your app. MCP does nothing to create an agentic automated workflow. Agents are going to work at the build a great API. MCP is a deliant so that I can get things to show up in cloud that I may not even want to do from claude, right? It doesn't make my automated dashboard and replet work any better, — right? I need a hardened API — that just works performant easy off. — Yeah. So, this will great performant, right? easy off um — stable scalable like all the things that we all agent want already documentation agent and those are if you go to the API grader that we built on that replet built for us it that's exactly what it says and it grades them all on a 1 to 10 score it runs two passes first it gets Claude's thoughts then it gets Gemini's any other thoughts we had then it aggregates it — and it's just it's really just those four criteria right — well and I think this is going to be — but you can do if you have a competent team I'm not talking about replic quality team if you have a competent engineering team I believe you at least do that in a week. Yeah, — you can get those scores, documentation, calls, um, OOTH, you can fix, you can just bang those out so that in one week — you may not even be able to launch a major feature, but you can launch an Aentic an agentfriendly API. Yeah, — right. It's a big deal. — Well, I think this is the evolution of all these companies. People talk about the SAS apocalypse and it's like yes if you don't upgrade and go API first agent first and you don't offer your solution as a headless API driven thing that the agents can play with then yes you may be end up replaced but if as you see uh Salesforce just came out you know there's all these different companies that are now pivoting revamping the API making it aentic a AI first again if I go to your doc site and I can't click with one click to grab the markdown or send the agent to it and they can easily read it I think those are the companies that are going to have a real hard time moving forward. But like you're talking about, if your API is robust, if you've got great documentation, if you can feed and interact with the agent, then you know there's some opportunity there at least to kind of work and be symbiotic in the space. — Let me give you another. So Bisbo was this again this 15-year-old platform that got good enough because it's a API was did need some undocumented. The aha moment I had at the beginning of this journey and then we can break was um I built a game too on replica called founderscape. ioa. It's really fun. It's a founder simulation from the beginning days to building your team to IPO to acquisition even kind of to the singularity if you play the game long enough. It's got this end state where all that matters is gigawatts and GPUs. Uh it gets pretty funky at the end if it only a few people have gotten that far. It's really cool simulator. It's free. It's founderscape. ai. Anyhow, so I decided after about a couple weeks of building this game, I learned a lot about building a game is I wanted your co-founder to talk to you interactively. So you could talk to your co-founder. Who should we hire? What should we do? like this, right? And it's pretty cool. And I wanted to integrate 11 Labs, — right? Which maybe it's native in Replet today. It certainly wasn't native back then. Okay? — And I said, I've never used 11 Labs. I and and what I should have started the story was 11 Labs just crossed 500 million in revenue in less than 24 months. — Okay. And I said to the Replet agent, help me integrate 11 Labs. Of all the APIs I've integrated that aren't like built into Replet, this was the easiest. It took me minutes to get my key from 11 Labs and in instantly put it into the secret store and it just worked. And it's not even Replet's credit because it's not a native integration, right? I mean, it helped that the secret store is easy, but my point is 11 Labs did everything to support making it as effortless as possible and it just effing worked, right? And I'm like, — and I said I even said it to M and others like this is the best thing I've ever used. And um if you can do that, even if your software is 20 years old, you will get more and more customers even if you can't do all the rest. And that was like and then I'm like I you know I I don't even know how you'd use the web interface and I don't care. Right? So I can break but if you can do that for your app you can go from tired to wired. — You truly honestly can right and the last example I'll give we could break is Twilio. — Yeah — I talked in the Twilio went — dead growing 4% going on the way to zero 18 months ago. — But is Twilio built into replet as a default integration? Send grid. We have grid. The only problem with that is that you just can't oneclick generate a phone number for the SMSs. So you have to kind of do that on the back end. But yeah, you can connect with their API and once you then bring the phone number over, it's all great. — So then all of a sudden Julio went from this dated commodity product to being super agent friendly. Not at the 11 Labs level, but — but and then their growth went from 4 to 20% in one year. — That's what I mean about some of these primitives. — Do that yourself, right? I think people underestimate the infrastructure or the ground level advancements that are need for real invention to take place. And if you go back, a lot of people talk about like, oh, this is the printing press moment. And it's like what they don't understand is that the printing press wasn't just a thing that was invented. You had like paper manufacturing at scale, ink technologies that were advancing that allowed you to like print on paper and not have it just smudge and smear. You had eyeglasses that were also just kind of starting to be prolific so people could read smaller print. And so you had all these things that kind of like stacked on top of each other that made the printing press viable. There were versions of it before, but you just couldn't scale it, right? And so now we're kind of in this moment where like, okay, the primitives are not go rebuild Airbnb or Salesforce or any of these large SAS from the ground up. It's like those are now the primitives to build on top of. The next layer of invention is connecting the dots between these things. It's building and and filling the gaps between, you know, the use case that you have versus they're building for at millions and millions of users at scale. doesn't match the thing you need specifically. And so those little solutions, those little things that only you can see at the ground layer is where the people who I think are having the most progress in vibe code or in this agentic age engineering era are having success, right? And to me, that's the sweet spot right there. It's like go get the primitives, build on top of that, make sure everything's safe and secure, and then start experimenting, and then it's off to the races. — Yeah, we can break. I got to go do a session. But I really think to tie it to the end, I my lay version of that is um uh if if you're not sure what to do, build an N equals 1 app, make a list, sit down, and just force rank. What are the for simplicity and need, what are the simplest five things I can't get done today in software? Not the most complicated five things because that you maybe someday think about it. What are the top five headaches I have that my stack just can't get done? Okay, this and then rank them by simplicity with top five for and then do your top five and then rank them by simplicity. Then ask reput to go build it and see what happens. You can't lose like the worst case you're going to lose 20 minutes of your time, right? In a few in a — 20ucks — 20 bucks. Small chance today if you invest 20 minutes, 30 minutes, you might solve an n equals one problem that to you might be worth 20. Not just it's not just the hard cost, it's the soft cost. the soft cost that someone has to spend a week printing out parking passes for 5,000 people and the replet agent did it for a million in a couple hours takes a 5,000 piece PDF slices it into each page gets the right one and then routes it exactly right to the right individual all day all night long that isn't I know I mean Amjad's so good I I couldn't go deep enough on that story to really impress on him how crazy but that in some ways is the most impressive thing we've built — because you could it is such a is a weeks of manual mind-numbing effort — that is any only we can use parking passes at the San Monteo County Event Center for three these three weeks and magic — right totally and you could never do that. So if you start there on your journey and then stair step up you will like you'll be in the the positive mode the surplus mode the the credit versus debit mode and even if you have some bumps down the road it won't stop you right it won't stop you. So thanks thank you so much for stopping by. Appreciate it. Great event on Jason. Thank you so much. — All right. — Going to have you back soon. — Let's go. Okay. Jason Lmin in the house.

Shout out to South for putting this event together and just kind of generally capturing the vibe of the space. Um I think it's exciting to just be around this many people like that get this that understand what's happening. You know, a lot of times um I'm in Sarasota, Florida. you know, like uh for now temporarily, y'all alpha here, — news coming soon. — Um so, but when I when I'm around back home and when I go talk to the normies, as they say, off of X, you know, um — you know that it's hard to kind of express what's happening. It's hard for people to understand, right? But when you come out and you get to an event like this and you start kind of dealing with other operators and people who are on the ground level and you get to geek out, you know, and you like all speak in the same language, like there's something that's why we always encourage you all to kind of like get out to the events, right? Get out. The screen is great, the lives are great, the Discords are great, like the X, the social, etc. But like when you come out and you make the real relationships, you get hands-on in the room and you really start to connect with other folks that get this, that's when like the magic happens. The relationships form, the things that lead to 6 months down the road, some kind of cool collaboration, a couple years down the road, you guys are now business partners. There's all sorts of like very interesting things that I've seen again over a decade of building community and doing these types of things that I just feel happening at a base layer here that I don't know how to quantify to people or articulate to people. But, you know, just again that extra personal touch, that realness that comes with uh learning how to do this and then getting in the same room with people who are excited about it and sharing those ideas and kind of talking just like we're doing here, you know. — Yeah, totally. I mean, speaking to folks like Jason, I feel like he's an early adopter. he is doing. He's he's an operator. He's putting agents to work, but I also feel like he's almost like just three months ahead of everybody else. And so, he's dropping alpha. He's dropping tips in terms of what he's doing, but like it's not too complex, right? Like he's just persistent with his build. He gave you that rank order technique to implement. He's all about context and he's all about trying new things in Replet. So, that's what I'm most excited about. fact that Jason is like getting so much alpha out of working with tools like Replet. But then I also think that it's attainable for a lot of folks if they just like stay at it and follow some of the tips that Jason and others have been suggesting. — I think that's what we're seeing generally across the board is that this stuff is not — it's not rocket science, right? — As out of reach as people make it to be. — That's crazy. — Now, that doesn't mean that you're going to go in for a shot and going to get exactly what you want out of this thing, right? Like it's not also easy street where you just click one button and you know it's over. So you still have you do have to learn you have to learn again the language the lingo how to like operate with these things a little bit but it's not as difficult as a lot of people make it out to be and you can really get far by just natural language speaking with the agent asking what you want um and then obviously the more technical knowhow uh you bring to the table the better and further you can kind of take this thing um — I think yeah you need two things you need the mindset or the understanding that AI is only going to get better we're at the start of a big mass massive trend. So even if something is hard for you right now, doesn't necessarily mean that it's going to be the case in a month or two months. Models are getting better. Tools like Replet are getting better. And then you also just have to have this persistency with Replet agent to continue to come back and like refine and work with agent as Jason mentioned like you have to give it some reinforcement in terms of what's good and what's bad. and you have to like have that patience and just appre just have the I guess the expectation that it's going to eventually get really good at your particular task. So I think those are the two things that you need. But aside from that, just like staying at it and hacking it until you get something that you find interesting. — Yeah. The biggest thing for me is finding something you're obsessed about. Finding something that powers you enough to like drive through a little bit of that frustration because V1, if this is just something you're starting out at, is probably not going to work perfect. V2, V3, V4, whatever. Like it may take you some time to actually figure out how to solve this thing that you're, you know, like trying to bring to life. And so the resilience, the ability to kind of be patient and work through the different iterations that it takes. Most people you they find a little trending thing and they're like, "Make me a business, make no mistakes," or whatever the memes are, you know, — make a million dollars, make no mistakes. — And then they have all these people, they're hearing all these, "Oh, it's so easy. Look how quick you can do XYZ. " So the expectations for them is just to come in and I'm in, you know, like — but that's not the case. Everyone's building now, right? And we talked about that. And so if you're going to build, you better be building something you're passionate about, you're excited about, something that's going to keep you coming back day after day. Otherwise, you're going to lose interest. You're going to get frustrated. You're going to say, "Oh, this isn't for me. " And there won't be enough of that like deep knowledge that's going to keep you pushing to really get the gains of of again what you might be able to do if you're obsessed with a thing or if you're trying to solve like a real problem with like managing your events, right? Like Jason had a very specific use case here. — And that's another thing. Um I think you need to bring some sort of judgment to the game. Like ultimately agents going to be able to build out everything for you, but it just won't have the judgment in terms of determining what is good or what is bad. Jason is the person that's seen a ton of cold outreach emails and say like, "Oh yeah, that is better than any human can write. " And so I think that's — taste that's that human layer we talk about all the time. That's another reason why to pick a domain that you're very interested in because you probably have a lot of judgment and expertise in that space and that's going to really be your alpha and then you can have agent build everything else and also that's going to be what you can scale and share with the world like you can scale out that judgment with agent and the applications that you build with agents and that can be a real differentiator for you. — Yeah. And then again going to market having communities like the replica community and other places online where folks are building sharing giving each other feedback helping each other kind of get off the ground. Uh that's some of the stuff we're trying to bring to the table here and we'll continue to do as we experiment with events community activations buildathons obviously the different uh products and features and things that we're building. And so this is just uh we talk about this all the time. I think almost everybody up here has talked about it. We're so early in all of this. Uh I imagine, you know, as we go into 6 months, a year from now, etc., as we're doing these events moving forward, uh the crowds are just going to continue to grow and we're excited to be along for that journey and and share some of that story with all of you. So, uh thanks to the die hards for watching. I know these were unscheduled streams. They're totally outside of our uh traditional timeline. And so, um yeah, — Ruth, shout out to Ruth. — Ruth Kaiser, uh KC KG — KG in the house, — all the different folks that Catherine Nelson. Yeah, I see Nani came in last minute there. Uh Jonathan, what's up on watching on X? Hello. — Shout out. Shout out to you. — Yeah, all the die hards that just hang out and uh again show up uh day after day as we do these community things, all these different events. We appreciate everyone. Um everyone here in the room, thank you so much hanging out. Hopefully we were in a distraction as we talking and you guys are all working in the background. Uh we do have a happy hour here starting I think in a few hours. So, if you're at SAS or if you're watching this online, 5:30 p. m. Pacific time here, we got an open bar and we're going to do a cool little um town hall activation group conversation. I don't know exactly how it's going to play out, but we're going to have a lot of fun. So, — and that's going to be for attendees only. So, — yeah, we're not going to stream that. So, we're — Yeah, give you a little incentive to come here 2027. — Yeah, Replet OG's in the house. We see you in the chat. W's in the chat for everybody who's hanging out with us, everybody who's been around uh yeah, since the early days. And it seems like these are the early days, right? So if you're here now, you're with us uh since the beginning. — It's also, I think, been interesting to get a glimpse of where this is all going because we're still early, but also like the product and how we're interacting with AI still pretty early. — Feels mature. — It's starting to mature. — Yeah. And it may change in ways that we don't anticipate. Like I'm yesterday talking about how we have to make it easy or like platformiz agent development making that easier as easy it is for you to build a web app on Replet. Now that's super easy. It takes you like 15 minutes. I think we got to get to a point where it's that easy to do for agents. And then what else? Like what else are we going to build? Like I just I feel like we're not like if we look 12 months ahead, we're going to be think we're going to see like things just like change and like and evolve in like much different ways. — Staying up past my bedtime for this. Nani Designs. We appreciate you. Thanks for that. Um — I think she's in Australia. — Yeah. Yeah, I know. There's a bunch of folks from the UK are up uh late uh and and all across the round uh world watching these streams. So anyway, we appreciate you all. Thank you so much. We'll uh send you off with a last little reminder about Vibe Con. Hopefully we'll see you all in New York. And yeah, thanks everyone. Uh tomorrow we're back in our traditional time slot. So 9:00 a. m. — Yep. 9:00 a. m. Pacific, 12:00 p. m. Eastern. We will see you. Uh yeah. All right. Bye everyone. — See you tomorrow. Heat.