Ara Karazian

“Seat-based contracts are still about 65, 75% spend, flat platform fees about 20, 30%. Even amongst the companies that have offered some kind of token-based pricing for their SaaS tools, we're only seeing uptake about half a percent of spend on those platforms.”

“SaaSpocalypse as a pronouncement has come way too soon and is typically not informed by actual business behavior.”

“OpenAI and Anthropic have no incentive to offer an auto-routing product that allows you to lower your AI spend. Because they make money on tokens. Anthropic and OpenAI, 80% of their business revenue is token-based.”

“It's those firms specifically that are increasingly shifting some of their AI spend over to platforms like OpenRouter...3% of spend on our platform goes directly through an OpenRouter versus an Anthropic.”

“I don't think 80% of venture-backed companies are using DeepSeek. We did — look, when DeepSeek first came onto the scene...we did see a spike in adoption for DeepSeek. But it never hit even 1% of firms on the platform.”

“We only track paid adoption. So there are a lot of firms that are using Google, but they're using it through Google Workspace, which integrates Gemini for free...Google's definitely underrated. Certainly has a distributional advantage in that it's at all businesses that use Google Workspace.”

“Figma was one of the fastest growing vendors on our platform, that businesses were continuing to buy from it.”

“Perplexity is also one of the fastest growing vendors on Ramp. Seeing a lot of uptakes specifically because it's offering products that the model companies have not competed on yet.”

“Cursor did that with GitHub Copilot...that's the bull case for something like Cursor. Which can compete on the developer experience in that way. In a way that OpenAI and Anthropic, in the absence of Cursor, are not incentivized to do.”

“If their acquisition of Cursor goes through...I think there was a good reason for that acquisition as well. I mean, when you look at what XAI really had available to it, which is this incredible compute power...Acquiring something like Cursor to actually drive some kind of model adoption, I think will be a really good move for XAI.”

“XAI really had available to it, which is this incredible compute power...Acquiring something like Cursor to actually drive some kind of model adoption, I think will be a really good move for XAI.”

“Profound is a new one growing extremely quickly...not a product offered directly by the model companies, and arguably the model companies could never offer that product.”

“Attio is this extremely fast growing London-based CRM...Salesforce is 80% of the market...but Attio is like the AI native alternative.”

“I actually wasn't sure until I got to the Deloitte part why they were doing this advertisement for the other accounting firms. And then I realized, oh, this is an explicit effort by Deloitte to position itself as not anti-AI, but certainly a little bit more conservative about implementation of AI.”