We just launched the most powerful agent harness for GTM @NooksHQ AI Assistant sits on top of the best frontier models and gives them the tools to actually run your GTM: - Messaging that's gotten replies and closed deals - Historical context on your prospects and accounts - An action layer connected to every tool you use Hand it an account → It builds the strategy. Let it run overnight→ Your team wakes up to outreach ready to send. This isn't a better chatbot. It's the execution layer where work happens.

The vibes in SF feel pretty frenetic right now. The divide in outcomes is the worst I've ever seen. Over the last 5yrs, a group of ~10k people - employees at Anthropic, OpenAI, xAI, Nvidia, Meta TBD, founders - have hit retirement wealth of well above $20M (back of the envelope AI estimation). Everyone outside that group feels like they can work their well-paying (but <$500k) job for their whole life and never get there. Worse yet, layoffs are in full swing. Many software engineers feel like their life's skill is no longer useful. The day to day role of most jobs has changed overnight with AI. As a result, 1. The corporate ladder looks like the wrong building to climb. Everyone's trying to align with a new set of career "paths": should I be a founder? Is it too late to join Anthropic / OpenAI? should I get into AI? what company stock will 10x next? People are demanding higher salaries and switching jobs more and more. 2. There’s a deep malaise about work (and its future). Why even work at all for “peanuts”? Will my job even exist in a few years? Many feel helpless. You hear the “permanent underclass” conversation a lot, esp from young people. It's hard to focus on doing good work when you think "man, if I joined Anthropic 2yrs ago, I could retire" 3. The mid to late middle managers feel paralyzed. Many have families and don't feel like they have the energy or network to just "start a company". They don't particularly have any AI skills. They see the writing on the wall: middle management is being hollowed out in many companies. 4. The rich aren’t particularly happy either. No one is shedding tears for them (and rightfully so). But those who have "made it" experience a profound lack of purpose too. Some have gone from <$150k to >$50M in a few years with no ramp. It flips your life plans upside down. For some, comparison is the thief of joy. For some, they escape to NYC to "live life". For others still, they start companies "just cuz", often to win status points. They never imagined that by age 30, they'd be set. I once asked a post-economic founder friend why they didn't just sell the co and they said "and do what? right now, everyone wants to talk to me. if i sell, I will only have money." I understand that many reading this scoff at the champagne problems of the valley. Society is warped in this tech bubble. What is often well-off anywhere else in the world is bang average here. Unlike many other places, tenure, intelligence and hard work can be loosely correlated with outcomes in the Bay. Living through a societally transformative gold rush in that environment can be paralyzing. "Am I in the right place? Should I move? Is there time still left? Am I gonna make it?" It psychologically torments many who have moved here in search of "success". Ironically, a frequent side effect of this torment is to spin up the very products making everyone rich in hopes that you too can vibecode your path to economic enlightenment.

It took us two years to grow from $10 mm to $100 mm in Annual Recurring Revenue and 15 months to reach $200 mm. Nine months later, we crossed $300 mm. Vanta’s growth rate increased each of the past four quarters – compounding really is the eighth wonder of the world! “But wait,” you might be thinking. “How does a software company founded before 2022 *increase* its growth rate?” Narrative violation!

We can make some informed estimates about where the @TrustVanta biz is today based on @christinacaci's Cheeky Pint appearance What we know: - $100M ARR 7k customers in Jan '24 (Vanta blog) - ACV ~$14.3k (Jan '24) - 8k customers (Jul '24, Series C) - 12k customers (Jul '25 Series D announcement) - $2.45B val Jul '24 (Series C) - $4.15B val Jul '25 (Series D) What Christina said on the pod: - 15k customers - "Our growth rate has actually quickened the last couple of years, and quarters, and months. It’s been 60% annual plus for the last couple of years" What we can estimate: - ~$160M ARR in Jan '25 (60% YoY growth applied) - ~$287M ARR Mar '26 (~65% YoY applied, since by her own telling, growth is accelerating) - ACV has expanded to $19k - Worth ~$5.7B today if we apply the same ~20x multiple from the last two rounds (a premium private multiple, but 60% growth at this scale w/ acceleration probably earns it) Growth accelerating at this level of scale ACVs seemingly expanding tells you things are going very well!

It’s time to expose a huge scam in AI startups: Contracted ARR The reason many AI startups are crushing revenue records is because they are using a dishonest metric The biggest funds in the world are supporting this and misleading journalists for PR coverage. The setup: Company signs 3-year enterprise deals. Year 1 is discounted (say $1M), Year 2 steps up ($2M), Year 3 is full price ($3M). They report $3M as “ARR” — even though they’re only collecting $1M right now. The worst part: The customer has an opt-out option at 12 months! It’s not actually a 3 year contract. In the chart below, by Q5 the company is trumpeting ~$100M “ARR” to press, while actual cash-generating, in-effect ARR is ~$35M. That’s ~3x inflation. On top of this, enterprise AI companies are bundling full-time “forward deployed engineers” into deals massively reducing margins, sometimes producing Year 1 negative margins. At some point customers are going to start triggering their opt-out clauses or aggressively negotiating down Year 3 pricing. And a wave of enterprise AI companies may collapse.

I’ve seen a few people promote a theory that if X brings in new communities (e.g., women, vloggers) that it will somehow damage their community’s experience. This is categorically false: the Timeline algorithm serves tons of niches that you never see. Growth of new audiences will not pollute your Timeline (and if it does, that is a failure of the algorithm and we will fix it). X is for everyone and the product only gets more resilient and more relevant when more people are on here.

.@christinacaci turned a common problem (SOC 2 compliance) into @TrustVanta. She came to the Cheeky Pint pub to discuss automating away security questionnaires, the drama behind their 101 billboard, and the effects of enthusiastic European regulation. Plus, why she thinks market sizing is BS. 00:00:17 Vanta 00:12:30 How compliance works 00:15:06 Breaches 00:23:52 Stripe Tax 00:24:43 AI and compliance 00:44:50 Go-to-market 00:47:22 Lessons from USV

PagerDuty now at $667m market cap on $500m ARR, so just over 1x ARR But it’s worse than that, as they have $550m in cash So enteprise value closer to $120m on $500m ARR Growth is 1%, customer count has not grown. You MUST accelerate today. This is ALL the markets care about.