Paul BarnhurstFP&A Expert Empowering Finance Professionals to Excel Everday

Enterprise growth starts after deployment.

16 Sept 2026 · 1 min

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In this monologue, the speaker explains how selling to enterprise customers differs from consumer or prosumer sales due to long lead times, contract negotiations, and InfoSec hurdles. While those pre‑deployment challenges remain, the company has now moved past deployment and entered a rapid expansion phase, with revenue and user numbers expected to grow quickly across large accounts. The speaker emphasizes the massive market opportunity and likens the upcoming growth trajectory to successes seen in other sectors—coding platforms, legal tech (Harvey), banking and management consulting (Rogo). The next 12 months will focus on scaling revenue and user adoption within these enterprise accounts.

Chapters

When you sell into enterprise, it's different from consumer or prosumer. There's this lead time, right? You've got to sign contracts, you've got to get through the InfoSec, you've got to get through all of this. And so we'll always be doing that. But a big part of that now is done for us. And now we're in that kind of super exciting growth curve now in enterprise, right, where we're deployed and we're just expanding into these accounts. So the revenue is growing really fast now. And obviously it's such a large market that we're selling into. There's such a big opportunity here. The way I think about it, you've seen coding, you've seen the cursors, the cognitions of this world in coding, you've seen law, legal, and Harvey and what they've done. Maybe Rogo has done pretty well in banking and in management consulting. We think we're going to be the next one of those. And so that's what the next 12 months is about for us, is really scaling revenue and scaling the number of users in those places.