Larry Kim’s Post

Last night at our holiday dinner, Devin, one of our AEs, asked me what I thought of this year. I said I had two words: Challenging and exciting. As a founder, it’s always a hard answer. I’m supposed to tell you about our massive growth and skyrocketing revenue numbers. Did we grow? Sure. Did we hit the aggressive growth goals we laid out? No. But as I said to the team, what we did this year will have a huge impact on the future success of this company. Mainly because we solved a ton of problems. First, the product is leaps and bounds ahead of where it was last year. I can confidently tell you that we are no longer mired in the visitor ID tech pool. We are now far and away superior to the competition. And – our data is the best out there (stay tuned for more here). Second, we fixed our sales GTM which was in rough shape in 2023. For perspective, last year we had 10 sales people and weren’t moving the needle. This year we have 4 AEs doing TRIPLE the output of 11 last year! How’s that for efficiency? Third, and most importantly from a customer perspective, we figured out ROI. Our customers are seeing real success and they are sticking around longer than ever. Founders often get on here and try to give you some profound lesson. I don’t have a profound lesson but I can tell you that growing a business is not a linear path.  In fixing the problems we were aware of, we uncovered some that we weren’t aware of. The good news is that we found them and we are already on a path to solving them. I’m really proud of the progress we’ve made and I can’t wait for the world to see what we have coming next. A huge thanks to the Customers.ai team for all of their contributions this year. Cheers to 2025!