---
categories:
  - "[[Meetings]]"
type: []
date: 2026-05-12
org:
loc:
people:
  - "[[Darsh Shah]]"
topics: []
granola_id: d8262773-2e2e-480d-b793-f53757dd94c2
source: granola
---

# Anthropic Fortune 500 GTM strategy — segmentation, revenue forecast, and operating model
## Notes

## Summary

### Document Review & Feedback

- Current draft too dense and convoluted

  - Not well organized, all over the place
  - Uses too much jargon and lingo
  - Great content but doesn’t work for readers
- Reader experience issues

  - Mind automatically goes to tables first
  - Hard to understand main takeaways
  - Needs obvious messaging and clear points


### Content Structure Problems

- Multiple concepts clubbed together inappropriately

  - Industry trends mixed with prioritization criteria
  - Modeling callouts scattered throughout
  - Separate things need clear categorization
- Table clarity issues

  - Unclear what “gross arr slash engage logo” means
  - Division vs slash notation confusing
  - Purpose of tables not immediately obvious


### Simplification Strategy

- Remove unnecessary complexity and density

  - Same takeaway achievable with simpler approach
  - Move details to appendix with references
  - Abstract complexity using reference numbers (1, 2, 3)
- Focus on core narrative

  - Anthropic should treat Fortune 500 as expansion market, not greenfield
  - 8 out of Fortune 10 already cloud customers
  - 500+ customers spend $1M+ annually
  - Question: where to apply GTM capacity for durable Enterprise ARR


### Executive Summary Rewrite

- New framing approach

  - PLG success means penetration not the challenge
  - Challenge: convert casual usage into committed ARR
  - Focus on strategic deployment across segments
- Segmentation logic

  - Not solely based on employee count/revenue
  - Based on expansion ceiling, buyer personas, technical intensity
  - Coverage model varies by segment complexity


### GTM Strategy & Operating Model

- Account executive orchestration model

  - AEs don’t personally create expansion
  - Product usage creates signals, AEs turn into commercial paths
  - Specialists make expansion deployable
- Capacity planning needs

  - Number of leads required vs support staff (4x multiplier)
  - Account coverage ratios and team structure
  - Sales operations strategy including quota determination


### Revenue Model & Forecasting

- Three monetization layers

  - Co-work (knowledge worker usage)
  - Cloud code (technical user usage)
  - Direct API (platform usage)
- Growth drivers by layer

  - Co-work: 0 to $9.6B (workflows, connectors, templates)
  - Cloud code: $0.3B to $14.9B (seat expansion, token growth)
  - Direct API: $0.5B to $8.3B (agents to production workflows)
- Sanity check: $33B bottom-up matches top-down TAM analysis


### Next Steps

- Darsh to take fresh pass based on feedback
- Check with additional reviewers before finalizing
- Incorporate partnership strategy and sales operations details
- Add product requirements section for each vertical
- Integrate assumptions and validation points throughout document

Chat with meeting transcript: [https://notes.granola.ai/t/ab7e483f-4c2c-4e39-a9d1-30bd3a4dcca8](https://notes.granola.ai/t/ab7e483f-4c2c-4e39-a9d1-30bd3a4dcca8)

## Transcript

**system**: Again, like a trend, right? That will happen.

**system**: This is like an industry trend.

**system**: Right?

**system**: Whereas this is more of a.

**system**: Nuance that you are employing.

**system**: This more of.

**system**: A nuance that you are employing.

**system**: So it feels like a bunch of stuff clubbed together and not.

**system**: Yeah.

**system**: This is also another industry trend. So this one and this one is a trend. Sorry.

**system**: The second two are is trend. The first two are.

**system**: Like prioritization criterias in some way.

**system**: Then.

**system**: This one is the same as that technical user only land motion used as wedge, but not the full strategy.

**system**: Yeah, this sounded like, oh, you wrote this is the wedge, but then you had to justify her that we're not only doing veg.

**system**: So that's how I interpreted it.

**system**: This model.

**system**: Counts usage where this person buys directly uses one platform or through this partner Channel.

**system**: Yeah. What is it? Her haircuts demand that shifts into non cloyed defaults.

**system**: What does this mean?

**system**: I didn't understand what this meant, frankly.

**microphone**: Basically.

**microphone**: Claud.

**microphone**: Driven Fortune 500 usage is what we are going to consider in this model and not anything that is coming indirectly from Fortune 500.

**microphone**: So anything that is coming from say cursor or basically anything that is a non clot surface.

**microphone**: So coming from cursor, lovable.

**system**: So this is just an exclusion.

**microphone**: Yes.

**system**: Yeah. So then.

**system**: Yeah, all of these things are separate things, you see, that have been clubbed together.

**system**: Do you see what.

**microphone**: I see. What do you mean?

**microphone**: Yeah.

**system**: Frontier versus cheaper model makes token growth is model, but realized price and gross margin need validation. So this is, again, like a call out.

**system**: For what?

**system**: Yeah. You know, like these two are like asterisks on your modeling.

**system**: The first two are separate things.

**system**: And then this is.

**system**: Only this usage is counted in the base. Okay, so this, these three are like modeling call outs.

**system**: Two are separate things.

**system**: Then you come here.

**system**: And.

**system**: This is the sum of everything.

**system**: What?

**system**: No.

**system**: This is numbers. This is number of seats.

**system**: This is gross divided by engaged logo.

**system**: So this is this divided by this.

**system**: And then this is co verb. And then this is cloud code.

**system**: Divided by technical user.

**system**: Is this divided by or is this a slash?

**system**: Okay.

**system**: So.

**microphone**: See what you mean?

**system**: What does gross arr slash engage logo mean? What does it mean?

**microphone**: No, that is a division. Niche. Knowledge worker here. Technical use.

**microphone**: R.

**system**: Okay.

**system**: What are you trying to say when I. You know what's going to happen when I open this and I scroll, I'm going to scream it first. I'm not going to start reading.

**system**: And my mind will automatically go to tables first.

**system**: And then I'm going to be like, oh, what is the point of this table? What should I be taking away? It should be obvious to me. Like, so what are you.

**system**: What are you trying to give away?

**system**: With this table?

**system**: This is just showing your work, right? There's no main point.

**system**: What is there?

**microphone**: It's a summary.

**system**: Okay.

**system**: Okay.

**system**: So then.

**system**: There are three arrs here, and then there's a gross error.

**system**: And then there are a number of.

**system**: Yeah, it's hard to understand and follow the table, but maybe I will read and then follow it.

**system**: This I understood.

**system**: Numbers.

**system**: Marketplace and channel fees can reduce net error by 10, 15 across forecast window.

**system**: This is not accounted for in this.

**microphone**: Yeah.

**system**: So this is another asterisk type situation.

**system**: Like this fits with these two things.

**microphone**: Yeah.

**system**: My 0 to y1 is a step change.

**system**: Y0 say y1.

**system**: And that's not purely organic. It's because of.

**system**: Pre-inflection state where co-work did not yet exist as a product motion. Cloud code user was to concentrated in channel POC contracts.

**system**: What does this mean?

**system**: What does cloud code usage being consolidated in channel POC contracts mean?

**microphone**: So basically load code had not really.

**microphone**: Reached fortune 500. It was primarily being driven by.

**microphone**: Self serve users.

**microphone**: And smaller.

**microphone**: Enterprises like smaller companies.

**microphone**: Primarily because it had not reached its inflection point, which was in November.

**system**: Oh, so can we write that? That it was concentrated in smaller businesses in individual users.

**microphone**: Yeah.

**microphone**: I'm seeing that. Like, I, I guess, like, I need to just.

**microphone**: Do. And I agree with you.

**microphone**: Let me take a fresh pass at this because I feel like it's a lot of density.

**microphone**: And a lot of.

**microphone**: Unnecessary complexity.

**microphone**: Which I have tried to put on a piece of paper, but I don't need to.

**microphone**: Because the message that get sent is still going to be the same regardless of the density and the complexity.

**microphone**: Even if I simplify it, it is going to be the same takeaway.

**microphone**: S.

**microphone**: So might as well make it simpler.

**microphone**: And just rewrite this.

**microphone**: Based on the feedback you will just shared with me. I agree with you.

**system**: Yeah. Okay.

**microphone**: Because, yeah, I, I see what you mean. Like coffees are the details.

**microphone**: And we don't need that much.

**system**: Appendix with further details and stats.

**system**: And.

**system**: You know.

**microphone**: Yeah.

**system**: References to all these details.

**microphone**: Yeah.

**system**: And then making a claim, you just add reference one, two, three.

**system**: That's a good way to abstract as well.

**system**: Yeah, it's, it's really.

**system**: Hard to read this write up.

**microphone**: Amy guided.

**system**: Before you work on it. Maybe just wait for now much feedback. What if.

**system**: Like, it's just me?

**system**: It's likely just me.

**system**: Because.

**microphone**: But, yeah, I'll also check with him.

**microphone**: But I don't think. I think you're right.

**microphone**: Yeah, it's a lot of slog.

**microphone**: In my current version.

**system**: Yeah, I am afraid that it will read as log.

**system**: Ist.

**system**: Ics.

**microphone**: Yeah. So.

**microphone**: Do you have.

**microphone**: A.

**microphone**: Like few minutes?

**microphone**: 30 minutes.

**microphone**: So.

**microphone**: That summary algorithm should have virtual end.

**system**: I think he executed someday is a good.

**system**: Whatever, however you decide, but it's a good way to tell the whole narrative in a shorter.

**microphone**: Okay.

**microphone**: So anthropic should treat the fortune 500 as an expansion Market.

**microphone**: Not a greenfield logo.

**microphone**: Chase.

**microphone**: The company has meaningful presence in volume 10.

**microphone**: Actually wait.

**microphone**: The company already has meaningful.

**microphone**: Presence.

**microphone**: Right out of the fortune 10 are cloud customers.

**microphone**: And 500 plus customers spend more than 1 million annually.

**microphone**: So the question is where to apply gtm capacity.

**microphone**: So product usage becomes durable.

**microphone**: Enterprise arr.

**microphone**: Ives is a good.

**microphone**: Stat.

**system**: What is GTM capacity?

**microphone**: Basically.

**microphone**: Melody is equal GDM push.

**microphone**: Like where do we hire salespeople? Where do we hire more customer success?

**microphone**: Where do we make the push?

**system**: And what is where mean?

**system**: I think he is the word wear can become Target customers segments.

**system**: Which segments?

**system**: Which segments slash personas?

**system**: Whatever.

**system**: Apply.

**microphone**: See, these are the how I feel.

**microphone**: How we should.

**microphone**: Apply gtm whatever.

**system**: Sales, marketing and partnership capacity.

**system**: Like, those are the three.

**microphone**: Sales marketing.

**microphone**: Partner.

**system**: Partnerships.

**microphone**: Is different.

**microphone**: Segments.

**microphone**: Of.

**microphone**: Version 500.

**system**: Yeah, this is now much cleaner. Like, this is the question we are answering.

**microphone**: Should give the for an expansion Market rather than a new logo pursuit.

**microphone**: With aid of fortune 10ers.

**microphone**: Existing Lord customize.

**microphone**: And over 500 plants customers.

**microphone**: Pending 1 million plus.

**microphone**: Already.

**microphone**: The focus must shift to strategically deploying sales marketing and Partnerships across segments to convert usage into durable Enterprise AR.

**system**: AI use.

**system**: R.

**microphone**: Is this good or.

**system**: Like when you said the question.

**system**: The question is, while our narrative was nicer.

**system**: This dog aims to answer the question.

**microphone**: Yeah.

**system**: So product usage translates to durable.

**microphone**: Should I refine it at all?

**microphone**: No right.

**system**: I think no.

**system**: I think that you can do refine with AI in the end once you've got your narrative laid down. It with the narrative when you do it.

**system**: On the go.

**system**: But up to you.

**system**: Keep both versions of each thing.

**system**: That's also fine.

**microphone**: Let's just do the whole thing.

**microphone**: So and and entropic should treat the different translates into variable arr.

**system**: Fortune 500 customer. So should they not go after them?

**microphone**: Ival.

**microphone**: They already have Fortune 500 presence.

**system**: All like it in a presence? Suppose they have 100 out of 200 out of 500 customers use them.

**system**: You are saying, let's only focus on within these 200 going deeper and not try to chase 300.

**microphone**: No so I'm saying.

**microphone**: So they I think like the okay okay I'll just share the raw narrative right as I understand it.

**microphone**: So Lord has had a really crazy product led.

**microphone**: Growth.

**microphone**: Where end users have adopted the tool very quickly.

**microphone**: Right and by virtue of that they have already found presence in a lot of the fortune 500.

**microphone**: Right so while.

**microphone**: Penetration is important.

**microphone**: To win in Fortune 500 that is not a challenge.

**microphone**: For anthropic.

**microphone**: The challenge is to convert this casual usage into committed.

**microphone**: Arr through Enterprise contracts with the fortune 500.

**microphone**: Because that is what creates durability of the revenue.

**microphone**: And that is what gives anthropical chance to expand in these enterprises.

**system**: That you're not saying that you don't want to chase greenfield logos.

**system**: You are just saying.

**system**: Already happening. So penetration is not the focus of this.

**system**: Because.

**system**: What the focus of this is to convert that penetration into contracts.

**microphone**: Effectively.

**system**: Yeah. So.

**system**: The focus should be on that as opposed to not chasing green field logos because that.

**system**: It sends the wrong message.

**system**: Maybe.

**system**: Because say like a particular company clothes used.

**system**: On the contract.

**system**: Green field.

**microphone**: Yeah but like.

**system**: You can keep it as a lever in your guiding principles.

**system**: For it.

**system**: I would not put it in the first sentence. I would say.

**system**: It will dilute the value of the identified challenge like anthropic.

**system**: Already has meaningful penetration in Fortune 500. And the focus over the next three years should be converting that into durable contracts.

**microphone**: The next.

**microphone**: Videos.

**system**: So the question is, how should we apply blah, blah, blah to blah, blah, blah.

**system**: You continue saying what you want to say? Primary goal is clawed attributable.

**microphone**: One second.

**microphone**: I'm just thinking how I should be presenting the whole logo JS thing like because somewhere in my in my model though I am like forecasting new logos also but it's that it is not a thrust it is not like the key growth lever.

**system**: That's what, that's why prioritization helps.

**system**: You know, where you're.

**system**: Like.

**system**: We can do everything in the universe, of course, but this is the most important. This is the second most important.

**system**: So you're not saying that we're not going to go do this, but you're saying that this is.

**system**: Not the top thing to do.

**microphone**: Yeah.

**system**: I like the other narrative you have.

**system**: That.

**system**: You said.

**system**: Penetration is important, but it's not a challenge for anthropic.

**system**: The challenge is to convert.

**system**: Casual usage into committed ARR.

**system**: And I believe the memo focuses on how we can do that in the next three years.

**system**: And I'm putting it on.

**microphone**: I'm trying to see like different ways to reframe it.

**system**: Do you want to frame it?

**system**: Like because anthropic was the first to hit.

**system**: The market with Lord code?

**system**: Most Enterprises have been approaching you all.

**system**: And so you've not needed to go.

**system**: And explain to each customer what cloud code means. Why should they adopt, Etc. So you have like presence in each place has already gotten established to a large degree.

**system**: And so they need to go and chase.

**system**: Presence or.

**system**: Like.

**system**: Is an educational understanding or some level of usage.

**system**: Is not.

**system**: Has not been.

**microphone**: Yeah.

**system**: That.

**microphone**: We could.

**system**: What are you thinking?

**microphone**: As in I'm just is it necessary to go into that is what I'm thinking.

**microphone**: Maybe it is.

**system**: No, no, go into what? What is that?

**microphone**: The whole like PLG has been successful so we don't need to explain wallar piece.

**system**: Yeah, it's adding, you're showing that you understand where anthropic is at already.

**microphone**: Okay.

**system**: I think it helps.

**system**: It's just that we should find a way to touch and go from it quickly because the Crux is different.

**microphone**: Yeah.

**system**: So I'm put down the best case version of.

**system**: It right now and we'll revisit it. Let's get the whole narrative in place.

**microphone**: Okay so.

**microphone**: Take it let me just put that.

**system**: Where did you remove everything?

**microphone**: More in.

**microphone**: Oh I have been putting the PLG version.

**system**: Okay, cool. Because entropic is experienced significant plg and bottom up adoption.

**system**: Company already possesses.

**system**: This.

**system**: Because of this existing footprint.

**microphone**: I think let me let me just hand tag the whole thing because I think the moment I try to polish it it is the whole thing.

**microphone**: Enthropic has experienced significant product.

**microphone**: That.

**microphone**: Over the last param.

**microphone**: S.

**microphone**: You.

**microphone**: Get the bottom.

**microphone**: Of adoption.

**microphone**: And logic is already.

**microphone**: Present.

**microphone**: As established.

**microphone**: Parent.

**system**: Has already penetrated like.

**microphone**: I think let's not use penetration.

**microphone**: Because.

**system**: Yeah, that means something else.

**system**: Are already used by job.

**microphone**: Yeah I think.

**microphone**: Yeah.

**system**: S.

**system**: Take care.

**microphone**: Let me just.

**microphone**: Enter this.

**microphone**: Okay.

**microphone**: I think acidic has already.

**microphone**: Established momentum.

**microphone**: Enterprise residence.

**microphone**: Because it has not established presence fully in Enterprise but it is has the momentum.

**system**: To generated momentum.

**system**: Generated momentum.

**microphone**: As.

**microphone**: Gener.

**microphone**: Al.

**microphone**: Momentum.

**microphone**: Thanks presence.

**microphone**: Again.

**microphone**: This footprint.

**microphone**: This map.

**microphone**: Le.

**microphone**: Prioritizes.

**microphone**: Private type this.

**system**: Prioritizes converting casual usage into committed err through Enterprise contracts.

**microphone**: Into fermented AI rule enterprise contract.

**system**: Instead of.

**system**: Whatever, as opposed to logo expansion.

**system**: Bus.

**system**: Up next.

**system**: New logo acquisition. Fortune 500.

**microphone**: Yes.

**microphone**: Once I know it comes.

**microphone**: Segments.

**microphone**: Origin.

**microphone**: Focus is on virtual.

**microphone**: 50.

**microphone**: 0 provid.

**microphone**: Less down.

**microphone**: The gtm strategy.

**microphone**: And projections.

**microphone**: For expand.

**microphone**: Expanding into.

**microphone**: Your version 500 segment.

**microphone**: Wallet share.

**microphone**: True.

**microphone**: Growth in.

**system**: Following four segments.

**microphone**: Yeah.

**microphone**: 500 mentioned in here but prompt is.

**microphone**: Basically saying.

**system**: Has already generated momentum eight out of fortune 10.

**system**: 2 has already generated momentum in Fortune 500 Enterprises.

**system**: Or Enterprise presence.

**system**: Or other.

**system**: Strategy to achieve the above mentioned goal.

**microphone**: Digitary native.

**microphone**: Right.

**system**: I'm seeing how these segments are called inside Confluent. I'm sure anthropic would use similar words.

**system**: Enterprise segmentation similar.

**system**: Regulated here, which is fine, Healthcare.

**microphone**: Here.

**system**: Enterprise.

**system**: R.

**system**: Long tail.

**system**: So long tail is not Fortune 500.

**system**: Now.

**microphone**: It is.

**system**: It's okay. So then maybe you say strategic is like fortune.

**system**: 200 top 200.

**system**: And then long tail is the last 300.

**system**: Does that feel right to you?

**system**: What are other ways in which within fortune 500 strategic and long tail would be split?

**system**: By.

**microphone**: By number of employees primarily.

**system**: Confused number.

**system**: S?

**system**: Strategy employee.

**system**: S?

**microphone**: Native regulated material prices.

**microphone**: And.

**system**: Healthcare may like HSA is a big one.

**system**: United Health. Good.

**system**: Good enough.

**microphone**: Doing.

**system**: Neil.

**microphone**: But.

**system**: Long tail me like Home Depot.

**system**: Walmart.

**system**: Maybe.

**microphone**: One more to.

**system**: Granger tomorrow.

**microphone**: Obscure American companies.

**microphone**: A roof suppliers or safari.

**microphone**: Welcome technical logo there knowledge.

**system**: Precious metal companies, some like small hotel chains.

**system**: Yeah.

**system**: Construction companies.

**microphone**: Yeah.

**system**: Yeah. You can also separate these by like just turnover. Apparently every the 7 billion cut off.

**system**: We can revisit this.

**system**: You know?

**microphone**: Technically.

**system**: Digitally native big tech. Small tech p doll.

**system**: Small Tech is like.

**system**: Uber workday.

**system**: All your startups.

**system**: Basically.

**microphone**: 500 many angle starters.

**system**: My bad.

**system**: Include care startups in the Fortune 500 pay Focus.

**microphone**: 500.

**system**: Okay, perfect. What is the next?

**system**: Force wins strong repeatability.

**system**: Good.

**system**: Strategic.

**system**: Relationship driven.

**system**: Prices.

**microphone**: Expansion version.

**system**: Lower ACV, but high volume. Sorry.

**microphone**: High value.

**system**: Contract value come with number of people you can win in the segment.

**system**: Whereas previous segment may contract value, but number of wins come out.

**microphone**: Yeah.

**system**: We'll come back and edit this.

**system**: Already. This feels like much clearer.

**system**: Legal bid. Financial services, Healthcare legal.

**system**: Legal Fortune 500 companies.

**system**: I'm just wondering if.

**system**: Like.

**system**: A lot of law firms. I don't know, actually.

**system**: It.

**system**: Because llm models would be used in dog heavy.

**system**: Industries.

**microphone**: Right I think.

**system**: Now you tell what is the next thing you want to communicate?

**microphone**: So the thing I want to call out is that the segmentation is not linked to employee count.

**microphone**: Or revenue.

**system**: What is it based on?

**system**: Then?

**microphone**: It is based on.

**microphone**: Expansion ceiling expand like digital natives.

**microphone**: Software workflows we don't consume.

**microphone**: Whereas long tail may anywhere like ceiling hit any web software there's other kacha.

**microphone**: Penetrate other budget.

**microphone**: Buyer complexity.

**microphone**: Allegory like financial services Healthcare members are the complex bio.

**microphone**: Huel digitally native may look by your zoom game you get technical stakeholder knowledge stakeholder.

**microphone**: Strategic Enterprises may buy.

**system**: I think instead of expansion ceiling to members, software spend by your Persona.

**system**: Or these three kaj.

**microphone**: Our Persona.

**microphone**: And I think hans.

**microphone**: Coverage.

**microphone**: Intensity basically digitally native sales account handling where as long tail may sales come in the lease and infrastructure.

**system**: I don't know if that's very, like, relevant.

**system**: That's like a consequence. It's not the reason.

**system**: In my head.

**system**: So face parent bio persona is good.

**system**: And instead of saying segmentation is not linked to this, you can say it's not solely linked to this.

**system**: Because it is.

**microphone**: Is.

**microphone**: Here.

**system**: An employee count size to size.

**system**: IT software spend. You know, it's not just it. This is actual software spend it and software.

**system**: IT is.

**system**: Like.

**system**: The.

**system**: It would be bought by the CIO organization.

**system**: But maybe.

**microphone**: Is like an umbrella term which may hard the area and software we are there.

**system**: To three.

**microphone**: Forecast.

**microphone**: I should go into the forecast only now.

**microphone**: Right.

**system**: Neighbor three or forecast.

**system**: Products and services categorized.

**microphone**: Yeah.

**microphone**: Makes sense.

**microphone**: We have open to.

**system**: Side by side and share the whole thing.

**microphone**: Here.

**microphone**: Yeah I think.

**microphone**: The focus uses free monetization mirrors.

**microphone**: So the forecast.

**microphone**: One.

**system**: Sorry.

**system**: Go.

**system**: You can just say key enthropic as a company has targeted these three personas with these three products.

**microphone**: Here because.

**microphone**: That's a whole like different bodygame in gtms it's not like just the user personas it's actually buyer personas and there's a lot of nuance.

**microphone**: That in gtm.

**microphone**: Because.

**system**: It's fine.

**system**: So then you just say.

**microphone**: The focus uses three monetization layers.

**microphone**: Co work slash knowledge worker usage cloud code slash technical user usage and direct api for platform usage.

**system**: Three monetization levels across three product lines.

**system**: Now here only you can say what it excludes.

**microphone**: Product line.

**microphone**: S.

**system**: Now, now you can say it excludes.

**microphone**: Does it exclude.

**system**: See,

**system**: Direct.

**microphone**: It.

**microphone**: Covers direct revenue earned by anthropic.

**microphone**: And excludes revenue.

**microphone**: Passing through.

**microphone**: An intermediary platform.

**microphone**: Such as cursor lovable.

**system**: Default surfaces include name.

**system**: Or to embedded.

**system**: Work closure. You know, just.

**system**: Say.

**system**: Exclusion.

**system**: Worth calling memo.

**microphone**: This is.

**system**: Ket. Take a good.

**microphone**: We work.

**microphone**: Off.

**microphone**: Of.

**microphone**: Year zero baseline.

**microphone**: In parentheses December 2025.

**microphone**: Co-work.

**microphone**: Stored at nil.

**microphone**: As it was unreleased.

**microphone**: Was.

**microphone**: Small.

**microphone**: And most.

**microphone**: Of the fortune 500 revenue came from Microsoft slash github.

**microphone**: Where.

**microphone**: Cloud API.

**microphone**: Was.

**microphone**: Being used.

**system**: Microsoft GitHub say attribute Microsoft GitHub type G.

**system**: To conflicting.

**system**: And.

**microphone**: The only reason why GitHub will be included it's just cursor lovable CR will be excluded because github is fortune 500 these are not.

**system**: Yeah, but GitHub is not.

**system**: GitHub co-pilot is a channel. It's not a customer.

**system**: So just because it's a fortune 500 customer doesn't mean that you will include it as a channel as well. You're saying you're excluding.

**system**: Channel based things.

**system**: That's how I understand when you say cosa lovables here is excluded.

**microphone**: So GitHub copilot is basically direct API revenue that anthropic gets from Microsoft.

**system**: Because they have some like, like.

**microphone**: Because it is basically like cursor.

**microphone**: Right.

**microphone**: So.

**system**: Yeah, but then why is cursor excluded in GitHub included?

**microphone**: It is not a fortune 500.

**microphone**: And we are looking at only fortune 500.

**system**: Yeah, I guess I'm, like, lost because did we sell this to GitHub or did we partner with github to sell?

**system**: To get github to sell it to their customers?

**microphone**: Basically sell it to GitHub.

**microphone**: And get hub for the seller to its customers.

**microphone**: An API call.

**microphone**: Rate.

**microphone**: And they make money from their customers so that API revenue is revenue we make in 2025 there were only two customers that anthropic had in 2020 25 cursor and GitHub provided.

**system**: Okay.

**system**: So then intermediate non-fortune 500 platforms.

**microphone**: To.

**microphone**: An.

**system**: Baseline.

**system**: Because of these two things.

**microphone**: Actually.

**system**: Sorry, you can also call back later.

**microphone**: I'm just messaging them.

**system**: Okay.

**microphone**: Yeah.

**microphone**: Which is what was leading to this whole non dot default surface and all of that.

**microphone**: But yeah this is clear now.

**system**: Yeah, it's clear. It's clear. Do you want to quickly talk to namit, by the way?

**microphone**: I messaged him he has not read the dog I told him to hold off because I am taking another pass.

**microphone**: But now I have just told him.

**system**: I think pastini.

**microphone**: Only.

**microphone**: To clon code as a various co-workers upside layer APIs I think mostly in few words.

**system**: Table banari. Table co edit.

**system**: Or.

**system**: Was best basically to metric clearly.

**microphone**: Yeah I think I'm also realizing that it does a good like job of writing the doc but I agree that it is not very user friendly.

**microphone**: It gives me coverage.

**microphone**: But.

**microphone**: That also means I'm not being intentional.

**system**: Yeah, it's, I think it does a job, and that's precisely why.

**system**: Because coverage does not matter in the AI world.

**system**: It's too easy to get coverage. It matters to get.

**system**: Synthesized.

**system**: So gross direct is sum of everything.

**system**: What have been metrics explain?

**system**: Some food on the thing in kame on the gas?

**system**: One side?

**microphone**: Here.

**system**: Look, I have a good afternoon.

**microphone**: Oh.

**microphone**: Wow.

**system**: Yeah.

**microphone**: So I.

**microphone**: Also have.

**system**: Really.

**microphone**: Yeah should I bring we can eat together.

**system**: Oh, my God.

**microphone**: So good.

**microphone**: Wow.

**microphone**: Isn't it the best.

**system**: It's quite good.

**system**: I'm getting water.

**microphone**: Change from year 0 to year 1 is driven by.

**microphone**: The inflection that was observed in.

**microphone**: With November 2025 launch of opus 4.5.

**microphone**: Kicking off the.

**microphone**: Clod code.

**microphone**: Driven.

**microphone**: Consumption momentum.

**microphone**: The improved coding.

**microphone**: And agentic capabilities directly.

**microphone**: Contribute to.

**microphone**: The consumption.

**microphone**: The January 2026 launch of the co-work research preview.

**microphone**: And April 2026 GA.

**microphone**: Has been.

**microphone**: A key momentum driver.

**microphone**: In the knowledge worker segment.

**system**: Okay, wait.

**system**: Three products. Cloud code may. And that's because of this launch.

**system**: Maybe because co work.

**microphone**: Yeah.

**microphone**: Because co work was basically a bark of cloud code for knowledge workers and that has like been crazy revenue income explode.

**system**: Next.

**microphone**: We look at the.

**microphone**: Verticals defined above.

**microphone**: And estimate the number of.

**microphone**: Technical.

**microphone**: Workers and knowledge workers.

**microphone**: Cloud data mine.

**microphone**: Co work and clot code.

**microphone**: Consumption driven revenues.

**microphone**: So basically her vertical k knowledge workers average and technical workers average estimate.

**microphone**: Or bad may.

**system**: Segment.

**microphone**: Feel we should call it vertical.

**system**: Here.

**microphone**: Yeah.

**system**: Categorization.

**microphone**: Defined above and estimate the number of technical workers and knowledge workers to determine co-work and clot code consumption.

**system**: Before, not above. Like above is what has just happened.

**system**: In section one.

**system**: Jobi.

**system**: In previous section or like on the previous page, whatever in page one.

**system**: And estimate the number of technical workers and knowledge workers to determine co-work and cloud code consumption revenues.

**system**: Okay, so this is just your strategy of showing.

**system**: First two columns.

**system**: It's codifying here. But you need to find.

**microphone**: Here.

**microphone**: Who work and.

**system**: Co-worker seats.

**microphone**: Oh I think a active seed flex though clawed seed flickad which is cog and Lord gold.

**system**: Active seeds is aggregated and then co work in cloth code is split.

**microphone**: Yeah.

**microphone**: I can add rows.

**system**: Yeah, I would.

**system**: Just to make it easy.

**microphone**: To make it.

**microphone**: Easy yeah.

**system**: For the reader. I would just add another row because nature separator.

**microphone**: I'll.

**microphone**: Fill that.

**system**: Next,

**microphone**: Size of the opportunity akr hanna meripa math is 31 million employees 19.9 trillion revenue pool.

**microphone**: And by December 28 the plan reaches 458 logos 15.

**microphone**: 1.

**system**: Model, you know, basically.

**microphone**: Now I'm just wondering if I should go into the details of it.

**microphone**: Or I should.

**system**: An appendix with this mat. And this math should be explained.

**microphone**: So the.

**microphone**: Okay.

**microphone**: The.

**microphone**: Fortune 500 employee base has been.

**microphone**: Okay.

**microphone**: The forecast has been built on.

**microphone**: An estimation.

**microphone**: Or an estimated distribution rather of the fortune the total fortune 500 employees across these verticals.

**microphone**: And assumed.

**microphone**: Clot penetration.

**microphone**: While accounting for the competitive.

**microphone**: Headwinds.

**microphone**: From.

**microphone**: Microsoft 365 copilot.

**microphone**: Now open.

**microphone**: A codex.

**microphone**: Ated this total across these verticals and assumed cloud penetration.

**microphone**: While accounting for competitive headwinds.

**system**: Okay. What about direct API?

**microphone**: Wait does this make sense to you.

**system**: Yeah, I mean,

**system**: For June 500 logos expansion. Caco logic.

**microphone**: Logos expansion logo expansion logic many fortune 500 may distribute ksr employee score or based on the number of employees that sit in each of the above verticals many.

**microphone**: Penetration percentage apply out of these many employees only these many will actually use claud that basically I have accounted for the competitive headwinds from office 365 and open.

**system**: But logos engaged.

**microphone**: Up.

**microphone**: I said to kara map table main total Fortune 500 employees percentage penetration or one co-work seats.

**system**: To size the opportunity, we look at the verticals defined in the previous section and estimate the number of technical and knowledge occurs.

**system**: To determine the consumption revenue.

**system**: Estimated has been built on estimated distribution of the total across these verticals.

**system**: Assume cloud code penetration.

**system**: And accounted for this.

**system**: I think it's come space.

**system**: Comment.

**system**: Can we show it?

**system**: Because they go be five lines. So five lines.

**system**: Yeah.

**system**: Do you see what I mean?

**microphone**: Yeah.

**microphone**: Okay.

**microphone**: So growth comes from three expansion layers cowork goes from 0 to 9.6 billion as approved workflows Enterprise connectors reusable templates.

**microphone**: So what I'm trying to do here is basically show them how.

**microphone**: What drives the growth.

**microphone**: Right.

**microphone**: Okay.

**microphone**: Growth is driven by.

**microphone**: Across the three layers as follows cowork grows from zero in y0 to 9.6 billion in y3 as a proofed workflow.

**microphone**: Enterprise connector is reusable templates and department level.

**microphone**: Will make Lord useful beyond technical teams.

**microphone**: Cloud code grows from 0.3 billion to 14.9 billion as paid seats expand and tokens per user per month rise from 10 million to 166 million driven by improvement in agentic capabilities in 4.7 and the future models direct API platform grows from 0.5 billion to 8.3 billion as internal agents move from experiments to recurring production workflows.

**system**: A column.

**system**: On your table only.

**system**: And usmek do growth drivers for each.

**microphone**: Yeah can do that.

**system**: Just going over it.

**system**: Huh?

**system**: It's fine.

**system**: You have it all in one place.

**system**: Or is his reason.

**microphone**: Okay.

**microphone**: The focus is exposed to three risks.

**microphone**: Platform competitors.

**microphone**: Owning the default Enterprise surface so basically Microsoft copilot.

**microphone**: PR codecs primary surface other one numbers materialized.

**microphone**: Because.

**microphone**: Loop tokens use co work.

**microphone**: Second risk is.

**microphone**: Lightweight tasks will shift to cheaper models.

**microphone**: So.

**microphone**: Basically.

**microphone**: Token rates to home charge.

**microphone**: Because basic task the models use home.

**microphone**: Here.

**microphone**: And thirdly.

**system**: Can you highlight?

**microphone**: Third risk procurement teams cap karna shuru karden token cost.

**microphone**: For employees.

**system**: All of this?

**system**: Is true across cover, clot code and direct or is one bigger in one versus the other.

**microphone**: It is true for co work most like first one for cover second for cloud code.

**system**: Is not affected by this?

**microphone**: Direct api be effect hover.

**system**: Equally no effect.

**microphone**: Equally it really depends on the workflow is being covered by direct API but yeah they will all preview be affected.

**system**: Okay.

**system**: T models are doing it.

**system**: Log cost conscious. Or tct.

**microphone**: Primary surface competition own.

**system**: Lag.

**microphone**: Basically.

**microphone**: Sar agentic tasks to glean.

**microphone**: Co-pilot check.

**system**: Anot.

**microphone**: They could use open AI also.

**system**: Okay, so.

**microphone**: Okay.

**system**: Like, yeah, there's separate agent interaction interfaces.

**system**: Which may or may not.

**system**: Send to claud.

**system**: And then there's price Consciousness of customers.

**system**: Generally shifting to cheaper models.

**microphone**: So the forecast is most exposed to three risks number one is.

**microphone**: Competitors owning the primary interaction surface.

**microphone**: Which may or may not.

**microphone**: Run on cloud anthropic models.

**microphone**: Number two.

**microphone**: Lightweight tasks shifting to cheaper or open source models as token volumes grow.

**microphone**: Number three.

**microphone**: Procurement teams.

**microphone**: Capping or optimizing.

**microphone**: Token budgets.

**microphone**: Once AI spend becomes visible.

**system**: See, the second and third is something even open here I will face.

**system**: Right. So the first one is where you can.

**system**: Yeah. I feel like the second and third are just industry.

**system**: Whereas first is more ecosystem.

**microphone**: Yeah.

**system**: So again helps to like maybe categorize.

**system**: But it's fine.

**system**: If not.

**system**: To.

**microphone**: Not changing it array.

**system**: Link here, no?

**system**: Ticket. Go on.

**system**: It.

**microphone**: Side.

**system**: Focus.

**system**: Come at sam.

**system**: Of a forecast risk. But I think isco ignore next level.

**system**: Risk.

**system**: So numbers go.

**system**: Take care.

**system**: Next.

**microphone**: API model separately because it scales with workloads and runs not seed server.

**microphone**: Yeah.

**system**: API is what?

**microphone**: API is modeled separately.

**microphone**: Because it scales with workloads and runs and not sheets alone.

**microphone**: Basically.

**system**: So where we're explaining the API math.

**system**: Is paragraph.

**microphone**: So API is modeled separately because it scales with workloads and runs and not sales the model grows.

**microphone**: Direct API revenue from 0.5 billion in phi 0 to 8.3 billion by 3 with runtime agent API error or arriving from 0 to 2 billion and the rest coming from internal platforms batch inference and embedded enterprise workflow.

**microphone**: S.

**microphone**: So let me just call this enterprise.

**microphone**: Internal enterprise workflow.

**system**: Thank you to size.

**system**: Co-work and clot code. And then this is.

**system**: To size API.

**system**: Models. Dari grows direct API Revenue from this to this to this with runtime. This, this, this.

**microphone**: There's no way to like do it granularly.

**microphone**: So I've just left it.

**system**: We arrive.

**microphone**: I'll expand on that later.

**microphone**: Will now touch Granul.

**microphone**: Os.

**microphone**: So.

**microphone**: Egtm strategy and operating model.

**microphone**: So segment.

**microphone**: Strategy sets field priorities.

**microphone**: Because fortune 500 should not be treated as one uniform coverage tool.

**microphone**: Number one large tag receives the deepest technical coverage because it drives the largest API technical use of loads and IAS to build versus virus.

**system**: If you do sentence.

**system**: Segment strategy sets field priorities because what is the meaning?

**microphone**: So basically.

**microphone**: Segment.

**microphone**: Age.

**microphone**: Segment.

**microphone**: Data mines distinct field.

**microphone**: Priorities.

**microphone**: Press.

**system**: Read?

**system**: Segment will carry distinct field priorities.

**system**: Each segment vertical.

**microphone**: Vertical.

**microphone**: Will carry restring priority.

**system**: Require needs distinct priorities from field teams.

**system**: Whatever. Something like that.

**system**: So large tech receives the deepest technical coverage.

**system**: TK.

**system**: Needs.

**microphone**: Yeah.

**system**: Tech needs the deepest technical coverage.

**system**: This table may be in a, by the way, segment may consequence product areas.

**system**: Primary secondary.

**system**: Large tech may primarily pay for secondarily.

**system**: Regulated Industries.

**system**: May.

**system**: Sense Lana would be good to her.

**system**: But we should just use the same language as those.

**system**: Products.

**system**: Because I don't see the word API or cloud code or claud co work.

**microphone**: Okay.

**system**: Regulated Industries will receive vertical coverage.

**microphone**: We'll receive vertical coverage because trust artifacts model risk review and auditability are locating factors.

**microphone**: I will just say.

**microphone**: We'll receive vertical coverage.

**microphone**: Because of.

**microphone**: Industry specific.

**microphone**: Requirements around.

**microphone**: Risk reviews.

**microphone**: Auditability.

**microphone**: And.

**microphone**: Etc.

**system**: Technical field.

**system**: Resources, for example.

**system**: And then vertical field resources, for example.

**system**: Coverage. For example, may I think solution Engineers are.

**system**: The extra.

**system**: Okay.

**microphone**: Enterprises.

**microphone**: For TJ Enterprises.

**microphone**: High touch named accounts.

**microphone**: With large enough spend and complexity to justify.

**microphone**: Specific a ownership.

**microphone**: Cloud.

**microphone**: Comma segment long tail.

**microphone**: Long tail customers.

**microphone**: Will get lighter coverage and will be more signal led driven by.

**microphone**: Product telemetry.

**microphone**: And.

**microphone**: Coverage.

**microphone**: Per account executive will be wider.

**microphone**: And.

**microphone**: Let's just feel regret at that.

**system**: Clarify language. Digitally native.

**system**: Largest API technical workflows.

**system**: Signal.

**microphone**: Usage signals a basis pay to engage co work specific cheese.

**microphone**: Load code specific G imaging.

**system**: Usage based like there.

**system**: Instead of signal add vague.

**microphone**: Usage signal.

**system**: Or will be led by usage.

**microphone**: I think will signal because.

**microphone**: Usage based.

**microphone**: On.

**system**: All of this can also be covered in the table itself.

**microphone**: Yeah.

**system**: These, all these bullets.

**system**: Where.

**system**: You.

**system**: In fact, this universe, I think, can be maybe replaced by this.

**microphone**: So happy.

**microphone**: You can give me unit me as well.

**system**: Nuance fila column.

**system**: Wedge is good. Coverage is good.

**system**: And then constraint is also good.

**system**: Universe.

**system**: Sizes.

**system**: And you can have one on.

**system**: Notes.

**system**: Or.

**system**: Let's just draw this table out here.

**system**: And.

**system**: Now what next?

**microphone**: Operating model.

**microphone**: Right.

**microphone**: So account executives do not personally create an expansion.

**microphone**: They will orchestrate it.

**microphone**: Product usage creates the signal and then the a turns that signal into a commercial path.

**microphone**: And specialists make the expansion deployable.

**microphone**: This is I'm guessing this is not clear right.

**system**: I'm zooming in one.

**system**: Sec.

**system**: Yeah, I mean, it can be said better. It is understandable.

**system**: But it's like.

**system**: Obvious.

**system**: No.

**system**: It just feels obvious to me. What is the purpose of saying it?

**microphone**: Okay if it is obvious then I can remove it I thought it would not be like fully obvious.

**microphone**: Because this is not just.

**microphone**: A salesperson going and selling more products but it is salesperson actually bringing in other people to engage with the account and each of those people will engage in a different way.

**microphone**: Like.

**microphone**: Account account executive will loop in.

**microphone**: Customer support.

**microphone**: To figure out a customer success to get like the non users activated.

**microphone**: Then they will loop in system integration partners to.

**microphone**: Like systematize workflows across the company so that they can expand consumption.

**microphone**: Stuff like.

**system**: Yeah, you're generally describing, like, how Enterprise sales Works.

**microphone**: Okay.

**microphone**: So it is obvious to you then I could remove it.

**system**: To me.

**system**: Yeah. Like you put italicize or just add a comment and you can see what to do about it.

**system**: I think maybe what you want to say is.

**system**: Yeah, like, we will operate it like.

**system**: Enterprise sales model.

**system**: Where there'll be multiple resources and partners available.

**system**: To make.

**system**: A customer successful.

**system**: And they'll work across.

**system**: But, n, what you described is basically how all Enterprise companies work.

**system**: Sales teams work.

**system**: So maybe I think what you're trying to say is like, if we don't have an Enterprise sales motion, we will be building one.

**system**: It's possible that anthropic does not have an Enterprise sales motion and has been product led all this while.

**system**: So they don't have this motion in place. They don't.

**system**: Have a SCs, csms.

**system**: Partnerships.

**microphone**: Okay.

**microphone**: As in yeah like so there is no sober to this section.

**microphone**: Then what should I.

**microphone**: Be talking about.

**system**: Now let's see what else you have here. Direct sales capacity.

**system**: You have.

**system**: Yeah. What is the second dabba doing?

**microphone**: The second number is sizing the number of leads required.

**microphone**: And the number of support staff required so if there is 10 leads you need 4x the support.

**microphone**: On that.

**microphone**: And like to handle.

**system**: Leads is customers who are potential leads.

**system**: Or.

**microphone**: The a basically.

**system**: That's not, that wasn't clear.

**system**: So. Okay, you're saying you have a beast lowest or B logos account execs.

**system**: Account slash lead and require leads.

**microphone**: Number of accounts per lead is 2 and there are.

**system**: Okay, those accounts per lead division.

**system**: 20 logos.

**system**: Per lead though account shitty and then leads.

**microphone**: Y 3 plant leads above by the end of the third year we will have more.

**microphone**: Than what is required to.

**microphone**: Cushion our workforce.

**microphone**: Because if what is required is 46 you won't just have 46 you will have more.

**system**: Okay, so it's like just 10 plus four.

**microphone**: Yes.

**system**: And what is support multiplier?

**microphone**: Basically.

**microphone**: The support staff.

**microphone**: Rev CSM support 4 times the number of leads.

**system**: Okay.

**system**: Okay.

**system**: How many columns describe better?

**system**: This section is just.

**system**: Yeah, I'm thinking.

**system**: I think the first table is trying to tell us.

**system**: Conse segments.

**system**: And then the second table is trying to tell us. So same.

**system**: We can maybe combine these into one.

**microphone**: Yeah could do many so.

**system**: So maybe one can be is second one can be key.

**microphone**: Great.

**microphone**: Okay.

**microphone**: Coverage.

**microphone**: Yeah maybe this table is not needed at all.

**system**: Yeah, I think these can be combined into one. You choose what are the top important columns to keep.

**system**: Sure. Some things will get dropped, but they are worth dropping, in my opinion.

**system**: Because the point is this is you doing your team structure allocation.

**microphone**: With table.

**microphone**: In narrative mechanical.

**system**: I think narrative.

**microphone**: Okay.

**microphone**: I feel like.

**microphone**: I should explain my thought process behind this in this narrative.

**system**: You can do the explanation of key.

**microphone**: Basically.

**system**: Account leads.

**microphone**: I feel like a lot of it might be obvious but it should come out.

**microphone**: Because.

**microphone**: Otherwise I'm just throwing out some.

**microphone**: Table.

**system**: Yeah, yeah, I see whatever is not able to be explained in the table should be explained below.

**system**: It. So once we have the table, we can take that decision.

**system**: But I think the narrative is just key. Okay, we need maybe the full so what should be we need a total this many.

**system**: This team.

**system**: Total number of salespeople in the team is this.

**microphone**: Sales people in the invest.

**system**: Like we need like whatever 100 we need 100% field team out of which these many are in these many are this and these many others.

**microphone**: Ment.

**system**: Like that's the sword effectively.

**system**: And like each of them have to be trained on these these things or these are the skills they should have.

**system**: And across each segment the skills should be this that whatever.

**system**: So now we come to.

**system**: I think it.

**system**: Channels or partnerships. I love you.

**system**: Too.

**microphone**: Channels and populations.

**system**: Minute.

**system**: I think top level.

**system**: S we have our own teams at disposal and then outside of our own teams we also have Partnerships.

**microphone**: We have.

**system**: And abilities to create.

**system**: House Partnerships. What are the things there can be CSP partnerships, SI partnerships.

**system**: And then these like.

**system**: Channels like GitHub copilot etc etc.

**system**: What's your recommendation for each? Yeah this can also be a table in itself in my opinion.

**microphone**: Right.

**system**: And you can flesh it out a little bit more which is.

**system**: In your document just below your second table you have written a couple of things.

**system**: Which is effectively key.

**system**: AWS TCP Azure key commitment marketplaces pay listings.

**system**: Integrators.

**system**: Geographical markets.

**system**: Tapos at there.

**system**: I think eighth would have flesh out here.

**microphone**: Okay.

**microphone**: I'm not covering that right now.

**microphone**: Right.

**system**: Touching and going from it.

**system**: But you could cover it. I think like every good GTM strategy in the enterprise space should have a partnership strategy.

**system**: An anthropic has been trying to do that. They're hiring like a partnerships PM I saw.

**system**: Yeah I was also going through my Google kit and pay my frameworks.

**system**: And my GTM framework had.

**system**: Partnerships.

**microphone**: So can you tell me what all to include.

**system**: Usually Enterprise Partnerships system integrator is.

**system**: Channel.

**system**: Slash resale.

**system**: Resale I don't think is relevant here reselling would be like sonata and all of these people who will resell licenses.

**microphone**: So that.

**system**: And subscriptions maybe even that's a valid thing honestly you never know.

**system**: So the Microsoft business used to run through resellers a lot.

**system**: Where you're buying like windows you're buying office 365 etc etc and if you buy through resellers you'll get better prices.

**system**: And they will help sell you some services alongside that.

**system**: S ISVs isvs are basically who some like someone who will integrate.

**microphone**: S.

**microphone**: A huge.

**microphone**: Yeah it will be course CL.

**system**: Like.

**system**: Badly courses here GitHub.

**system**: Would be your isvs. If you don't want to include for non fortune 500 that's fine but like Azure.

**system**: Or AWS bedrock is also an ISV in this scenario.

**microphone**: Channel.

**system**: However you want to categorize maybe you can have two categories of partnerships you don't need to have three or four.

**system**: But yeah.

**microphone**: Yeah.

**system**: And then system integrators will be your like TCS your Accenture strategy.

**system**: In one of those.

**microphone**: I think yeah I can I can expand on this.

**microphone**: Yeah ego.

**microphone**: Let me expand on that.

**system**: Channel slash reseller is the last one but yeah.

**system**: I also like a couple of these things right you have over here now I think that there are some like cross cutting.

**system**: What do you call this you call these sales ops possibly.

**system**: Sales or best practices and you can say sales operations strategy.

**system**: And that should include stuff like what will be your quota how will you retire quotas?

**system**: It can include stuff like.

**system**: Salesforce hygiene and stuff like that.

**system**: It should include.

**system**: Very drill down access to consumption data.

**system**: So you know like.

**system**: You're saying you use eight signal sales teams easy access.

**system**: Ing sales teams easily access.

**system**: Enablement be done.

**system**: Sales enablement is also part of it.

**system**: Enablement includes like for them to have very good working demos especially I go to my verticalized on it verticalized use cases working demo.

**system**: Easy ability for them to loop in product or engineering for key meetings.

**system**: There's a lot of that stuff.

**system**: Which again you've touched but again it can have its own section.

**system**: You know like I think partnerships be bola but like what is the list of partners they can access how can they reach out.

**system**: Who can they take help from?

**microphone**: Okay.

**system**: Quota determination is one thing and then quota or retirement is also another.

**system**: Key like and how much quota can you retire.

**system**: Sometimes there'll be like revenue multipliers like there'll be multipliers for certain products you're trying to sell more of.

**system**: Incentives.

**system**: Sales incentives is where it all comes into it.

**system**: Yeah oh and another one is for like easy deal desk and pricing deal desk basically.

**system**: Because there are big things on the.

**system**: If there's a big contract negotiation happening they should have easy access to discounting and that ops should move fast it shouldn't be like approval correct discount why.

**system**: Streamline deal desk corporations.

**microphone**: Yeah.

**microphone**: Yeah.

**microphone**: Okay.

**system**: Fill up success metrics.

**system**: And success matrix.

**system**: Not metric.

**system**: Field second rewards are use of them.

**microphone**: I think.

**microphone**: Success metrics may five matrix will be track.

**microphone**: Definitely.

**system**: Primary metric should be.

**system**: Number of.

**system**: Casual number of accounts.

**microphone**: I think committed spend.

**microphone**: I think gross here are is the top line metric.

**system**: I would say that.

**system**: It's not because you define your goal as casual.

**system**: Users exist but we want to convert them to commercial contracts.

**microphone**: S.

**system**: So I think your year one year two primary metric is number of accounts with closed commercial contracts.

**system**: And then year three or four it can be renewals and gross ARR and stuff like that.

**system**: Your metrics can also be like by the way split by year one year two year three.

**system**: Renewals.

**system**: You want to put renewals.

**system**: Retention me.

**microphone**: Primary.

**microphone**: And see the efficiency.

**microphone**: Channel.

**microphone**: Here.

**system**: Net revenue retention by segment strategic commercial.

**system**: Land to expand time less than nine months for four speed seat.

**system**: Two enterprise direct commitment.

**system**: First aid seed is casual user.

**system**: This.

**microphone**: As in yeah.

**system**: Means casual users exist and this means what you want to get to.

**microphone**: Like.

**system**: Nine months aggressive.

**microphone**: It now is here.

**system**: Doesn't matter.

**system**: Percentage of error routed through cloud marketplaces.

**microphone**: What is.

**system**: Suddenly randomly marketplace.

**system**: Marketplace.

**system**: Are goals.

**system**: Main goal.

**system**: Or.

**system**: Adoption.

**system**: Number of.

**system**: Adoption metric.

**system**: Retention.

**system**: Tokens.

**system**: Theory risks you know risks.

**system**: Competitors.

**system**: Tasks shifting to cheaper models in finance team cap paying I think token spend here.

**microphone**: Being.

**microphone**: Done.

**microphone**: Today.

**system**: Token spend is a good way of tracking adoption.

**system**: Whatever any one particular account adoption metric per account or like cross adoption method actually.

**system**: Consumption.

**system**: And again like I will push really hard on this but primary metric.

**microphone**: Okay.

**system**: Like there are chief marketing officer rose aware for this strategy to be successful.

**microphone**: So.

**microphone**: Then it should be gross error.

**system**: But yeah gross here accounts but.

**microphone**: I feel like metric.

**system**: Close to.

**microphone**: Number of accounts with closed care.

**microphone**: Magnitude capture then.

**microphone**: Sure.

**system**: I'm just circling back to.

**system**: Primary gross hair or if you like.

**system**: But generally primary HG is also various.

**system**: Metric.

**microphone**: Assumptions fail us inconstraints.

**microphone**: So as on telepaths I need to check.

**system**: S.

**system**: But.

**microphone**: This is some no per bottom up top down sanity checker by looking at the total.

**system**: Bottom up.

**microphone**: Revenue build number of seats number of employees.

**microphone**: Amount of tokens currency.

**microphone**: That is bottom up and top down is basically what I am doing here which is fortune 500 it budget is 577 billion.

**microphone**: Software component is like 404 billion.

**microphone**: And 121 billion of that is gen AI opportunity and 109 billion is what anthropic can service.

**microphone**: 33 billion share.

**microphone**: Assume.

**system**: 23 billion k.

**microphone**: It's 30 roughly of 109 billion that is roughly anthropic share in the api market.

**system**: Ick.

**system**: Down purpose top down while a number is matching up to the bottom of number.

**microphone**: Sanity check.

**system**: Oh you boy.

**system**: Group screen share.

**microphone**: 33.

**system**: Meaning my lovely number compute here which matches something in this.

**system**: Oh 33 oh go go.

**system**: Go go.

**system**: Yeah starting like previous section.

**system**: 33 billion IG or is sanity check top down?

**system**: Connection.

**system**: In the section.

**system**: We.

**microphone**: Drag on 33 billion by 31.

**microphone**: Right.

**microphone**: At.

**microphone**: Is.

**microphone**: Section.

**system**: Would say sorry exhibits for exhibit number like.

**microphone**: Yeah.

**system**: Now we would like to sanity check that.

**system**: Against a top down approach the sentence will.

**system**: By computing a top down.

**system**: Addressable market sizing.

**system**: What is left.

**microphone**: Key growth constraints and questions to test.

**microphone**: Again just to.

**microphone**: Cater to what they were asking for in the prompt like our thought process what are the challenges competitive pressure.

**microphone**: So mostly like showing the other considerations that we took into account.

**microphone**: Or that are unanswered.

**system**: So these are all unanswered things.

**microphone**: Yeah.

**system**: Okay.

**system**: Computational platform control open air is pushing codecs from agent according to broader technical conferen.

**system**: Ce to go on address agencies.

**system**: I think.

**system**: Oil risks categories customer.

**system**: Behavior or industry trend.

**microphone**: We have a competition.

**microphone**: Trend.

**microphone**: Is our large.

**microphone**: Industry trend.

**microphone**: Yeah supply.

**system**: Ing industry trend here supply.

**system**: This is customer behavior.

**microphone**: Behavior.

**system**: This last next one is also competition only or it can be industry in whatever you like.

**microphone**: Right.

**system**: This is customer behavior again and then how is this different from the previous risks I'm just trying to see.

**microphone**: Yeah.

**system**: Previous risk also had this like token cost stuff and competition stuff so this this should be together.

**microphone**: Let me.

**microphone**: Add this open risk here only.

**system**: Sorry.

**system**: Good all of this should be together and I think all of this should come in the end like now we should just I think everything is clubbed together but now this flow of each section can be changed and played with.

**system**: But at least similar information has been clubbed together which is a good.

**microphone**: Yeah.

**microphone**: We had a risk.

**microphone**: Risk catch section and to carry a channel square you know.

**microphone**: Okay.

**system**: Cheese brownie pointer expose the metrics countermetric to see.

**system**: Is that up anything?

**microphone**: Yeah.

**microphone**: Right.

**microphone**: Ticket.

**system**: Or risks can also be like a framework.

**system**: Kind of just a long list of bullet points.

**microphone**: Right yeah.

**microphone**: Yeah.

**microphone**: Okay.

**system**: The last paragraph.

**microphone**: Yeah math the crown.

**microphone**: Will be.

**microphone**: A user things they do ask in the prompt when I don't know how to.

**system**: What are the can you screen share the prompt and show where this has been asked?

**microphone**: What are.

**microphone**: The.

**system**: We can actually maybe minimize this left screen and open the prompt and then just go through the prompt and make sure.

**microphone**: Crown.

**system**: Can you put it side by side from the google doc?

**microphone**: How do I.

**microphone**: Do.

**system**: Yeah.

**microphone**: Yeah so prepare a two two three okay like.

**microphone**: So.

**microphone**: Objective assignment design to catch how you think strategically and analytically about knowledge business models including what questions you would ask what options you would consider and how you would present your recommendation.

**system**: Business model is only business model.

**system**: Business model.

**system**: Token.

**microphone**: Or direct api which is also token.

**microphone**: We're looking for clear reasoning practical insights and thoughtful recommendations and demonstrate how you would approach similar standard in this role aim for clarity and practicality over exhaustive detail we encourage you to highlight what are assumptions you may not trade off you're considering or areas you would ask for input from stakeholders so the last paragraph was that.

**system**: Yeah I think trade-offs and inputs this should be throughout your doc.

**system**: Maybe you can have little little icons for each.

**system**: Assumptions though is easy to sprinkle across the dock we know what they are.

**system**: Trade-offs.

**system**: But huh I think input from stakeholders last me your aspect of the prompt.

**microphone**: Let's say entropic is considering expanding with our API SAS and other adjacent products for us to develop.

**microphone**: A GTM strategy by writing nuances price sensitivity product.

**microphone**: Requirements of preferences success metrics and accounting financial model for the expansion prepare update of two to three page writer that lays out the ATM strategy and key driver actions plus the matrix.

**system**: Sorry sorry in this thing where we wrote sales op someha can you also add.

**system**: Equip sales teams with billing estimators.

**system**: Or revenue estimate oh sorry.

**system**: Calculator.

**microphone**: Yeah building.

**system**: Sizing tools so when they're working with a customer on a deal how should they size the deal and how should.

**system**: They lose spend estimation?

**microphone**: Okay.

**system**: Cool sorry coming back take into account what you believe to be true about.

**system**: Anthropic target customer and go to market.

**system**: Feel free to use external sources like this and make up reasonable assumptions please note that.

**system**: Not fair you made assumptions and what your data sources were provided spreadsheet.

**system**: Product requirements of preferences.

**system**: What do they mean by that?

**microphone**: Middle of product requirements are basically.

**microphone**: Claud code.

**microphone**: Needs to get better at doing x y and z things for our revenue to a b or c.

**microphone**: Co work needs to have connectors tools MCP gateways pre set up our teams need to work with our clients to bring all of their legacies as into co-work with mcbs.

**system**: So isma I think.

**system**: Is document.

**system**: I think you.

**system**: Define we can just be.

**system**: Like wherever somewhere I think we should add a product requirement column in any one of the tables and be like hey like claude co work has to have these these things cloud code has to have these these things.

**microphone**: What is each.

**system**: And direct API needs to have these things for successfulness but I don't know if left work any.

**microphone**: Other.

**microphone**: Right.

**system**: Product requirement it will grow because of these reasons.

**microphone**: Basically these are.

**microphone**: The things that I have had.

**microphone**: In mind.

**microphone**: For that.

**microphone**: Oh.

**system**: Growth becomes so hamare googled up maybe right side bullet points.

**system**: These should be positioned as product requirements.

**microphone**: Yeah.

**microphone**: Okay.

**system**: And they can go into one of the existing boxes or this section can be relabeled.

**system**: Here prompt.

**microphone**: Yeah.

**system**: Success matrix price sensitivity appendix three year revenue projections including key metrics any constraints.

**system**: I think we are covering well upajana.

**system**: Yeah coming back to.

**system**: Trade-offs assumptions and inputs.

**system**: Trade offs I think throughout the dog input some last minute yeah I would like yeah but a 10 on 10 would be inputs.

**system**: Throughout the thing call out.

**system**: Where like for example.

**system**: At at segments only you would say I would ask for inputs from.

**system**: Existing sales teams on.

**system**: Which verticals are well performing and whatever some data that you would ask for them from them.

**system**: What ticket coming back to your dog the last things you've written.

**system**: You have written that you will.

**system**: Ask.

**system**: Inputs to validate how the December arr.

**system**: Active users paid seeds and tokens.

**system**: Attributable contracts.

**system**: Customer platforms.

**system**: I'm reading the last.

**system**: Of your dog.

**microphone**: Yeah.

**microphone**: So across co-work.

**system**: And fortune 500 owned partner channels.

**microphone**: Er.

**system**: With product Partnerships model makes token caps.

**system**: API workload Elementary.

**system**: Yeah this is a very long list.

**microphone**: But the question is where does this go firstly should it be a section in itself or should it be sprinkled.

**system**: I think that it's wherever you call out an assumption you should also call out this needs to be validated by asking this team this question.

**microphone**: Out.

**system**: And those two things can go hand in hand.

**system**: But yeah my opinion is that it should not be a separate section and it should be integrated.

**system**: Because that's how your strategy looks stronger.

**microphone**: Yeah.

**microphone**: Okay.

**system**: And trade-offs is also an important one.

**system**: You know maybe you can see see like honestly you don't know separate section maybe fast rule.

**system**: And worst case separate section midal thing figure out.

**system**: Is then we can start.

**system**: Reworking stuff.

**system**: Risk are the primary questions.

**system**: You know like open questions and risks enough.

**system**: Questions that you will ask people.

**system**: Even if you want to keep it a separate section.

**system**: The way it is right now is not good it is just.

**system**: Everything and we don't know why you will ask for what why are you going to ask for all of these things?

**system**: Is not clear.

**system**: It may be obvious in some capacity but yeah like this is not a good way to write it so even if we want to create a separate section we'll have to.

**system**: Map it to.

**system**: Like the risks.

**system**: Or key assumptions or whatever.

**system**: Like why these things are important questions to ask.

**system**: Needs to reflect.

**microphone**: Let me take a pass address.

**microphone**: I need to.

**microphone**: Like just zone into typing this whole time out.

**system**: Yeah I agree go for it.

**microphone**: Thank you.

**microphone**: As in if you're up I will message you.

**system**: Yes.

**microphone**: I can submit this tomorrow even.

**microphone**: So I'm not like stressed but I definitely want to get.

**microphone**: Feedback from your mat.

**microphone**: Erial.

**microphone**: Guys thank you.

**microphone**: Okay so I just got like feedback on my.

**microphone**: Anthropic GTM assignment.

**microphone**: I have.

**microphone**: A rough draft that I have linked at the beginning of this message can you go through it once.

**microphone**: So the thing that is happening with my existing doc is it is way too dense and convoluted not very well organized and all over the place there's a lot of great content but it doesn't work that's number one number two is.

**microphone**: It uses a lot of.

**microphone**: Jargon and lingo that is not like understandable I have this draft here that is well organized but of course it's not well written I want to basically.

**microphone**: Do a similar pass for a furnished doc and I want you to come up with a docx.

**microphone**: Fil.

**microphone**: E that I can edit.

**microphone**: Note that.

**microphone**: The brief.

**microphone**: Specifically asks for the questions I'd ask the options I'd consider and how I present recommendation and it also asks for.

**microphone**: E drivers of revenue projections plus key metrics.

**microphone**: And there's a spreadsheet that will also be submitted.

**microphone**: They're looking for clear reasoning practical insights and thoughtful recommendations and demonstrate how would you approach similar challenges.

**microphone**: So basically the challenge here is that enthalpic is expanding into Fortune 500 with apis, and other adjacent products.

**microphone**: And we have to develop a GTM strategy and highlight new answers around price sensitivity, product requirements or preferences and success metrics.

**microphone**: And accounting financial model for this expansion.

**microphone**: And this is meant to be a two to three page write up that lays out the GTM strategy and key drivers plus metrics and we need to take into account what we believe to be true about anthropics target customer and go to market approach.

**microphone**: And we can make a reasonable assumptions.

**microphone**: And we want to also.

**microphone**: Include constraints to expected growth like direct sales capacity, competitive pressure including price discounting impact.

**microphone**: So all of those things need to be factored in. I think I have the shell in place but I need you to go through the brief and this doc and then grill me on clarifying questions and then come up with a version of the doc that is simply worded not a lot of like juggle easy to read and understand spaced out and within three pages.

**microphone**: Yet but.

**microphone**: What would your.

**microphone**: Is there a way to naturally weave this into the whole doc.

**microphone**: Let's leave the questions in.

**microphone**: Okay.

**microphone**: I just added a new doc to the folder or revised draft.

**microphone**: Based on the feedback I just got from people the overall feedback was that the document that you wrote was not great, very dense very not.

**microphone**: Readable, not well organized and not very cleanly.

**microphone**: You know kind of divided in terms of the threads being presented or recommended.

**microphone**: Any of our through the revised draft it's a very rough draft but can you go through it and tell me what you observed?

**microphone**: Okay.

**microphone**: Let's call large tech first players.

**microphone**: Regulated verticals and brackets financial services healthcare life sciences.

**microphone**: Say strategic.

**microphone**: Enterprises.

**microphone**: And then we'll say.

**microphone**: Enterprises.

**microphone**: This you have your basis from the earlier PDFs we generated.

**microphone**: What do you think will be the final narrative?

**microphone**: Also name only 223 companies within each segment.

**microphone**: Then we do the same within each segment and you can call it vertical.

**microphone**: Expanding engage the runs but expanding.

**microphone**: Committed spend.

**microphone**: How do we achieve that?

**microphone**: Is not in my memo as of now right?

**microphone**: So should I explain my model at all like my key drivers and stuff.

**microphone**: Okay.

**microphone**: Does this align with my current.

**microphone**: Doc.

**microphone**: When you look at your last version.

**microphone**: Like the perspectives that I can be adding.

**microphone**: To show and assignment actually is asking for.

**microphone**: So I want to do all of that but within the framework of my current draft the rough draft that I said.

**microphone**: By not over complicating the doc.

**microphone**: Okay.

**microphone**: Yeah I just feel like we are also still using a lot of.

**microphone**: Complex.

**microphone**: Terms.

**microphone**: Okay I feel like we are still like maybe over complicating this.

**microphone**: Okay forget the top.

**microphone**: Can you show me what a doc will look like the full docker look like.

**microphone**: In the table we extend it to also show co work seeds and clot code seeds separately and then the total seats which are basically the active clothes sheets that we have right now.

**microphone**: Also add gap between f500 logos engaged and then the seed section and then after the seed sanction I had a gap.

**microphone**: And then show the revenue section.

**microphone**: For the total seats and for the total ARR.

**microphone**: Use a different kind of highlighting in the table.

**microphone**: To visually separate them as total rows and bold all the numbers in those rows.

**microphone**: The forecast is driven by three expansion layers within that can you also weaken the product requirements?

**microphone**: And the preferences.

**microphone**: I don't think the most important modeling judgment is attribution I don't know why you just said that.

**microphone**: On gdm strategy the GDM motion will be built around converting usage into committed spend.

**microphone**: The whole GTM strategy and operating model piece.

**microphone**: Is a bit up in the air in my current draft I have two tables along with the capacity table.

**microphone**: I need to be merging both.

**microphone**: I definitely want to talk about how many.

**microphone**: Account executives we need.

**microphone**: Data quota carrying and then the support multiplier like what exactly that means and how many people we need across what teams and for what reasons I want to go into the operational aspects of how the expansion will play out but in a very very like succinct manner so the bar on communication here is very very very high.

**microphone**: Risks section I'm not really sure if we should have a separate section maybe we should yeah.

**microphone**: The inputs we would validate again it just seems like it has been bolted on.

**microphone**: Different segments.

**microphone**: Again. Like, I don't know if the table is extremely clear and difficult to differentiate between strategic Enterprises and commercial Enterprises still.

**microphone**: Mean? What does inside pool name mean.

**microphone**: What does scale CSM mean?

**microphone**: And why is it not.

**microphone**: Scaled in strategic Enterprise?

**microphone**: So, you know, I want to basically abstract away that whole, like, complexity.

**microphone**: The kind that I just highlighted.

**microphone**: Again. It's all very high level GTM application. Like, you're not going into the operational aspects of things. It doesn't need to be available. Everything. It can also be in the write.

**microphone**: Out.

**microphone**: We can. We can have a bulleted section for each.

**microphone**: Large tag regulated strategic and commercial.

**microphone**: Within each section we'll have bullets.

**microphone**: The document does not make it clear that cloud code is the wedge everywhere. We don't talk about the knowledge work and co-work enough in this section.

**microphone**: But many companies will also be co-work first.

**microphone**: So you see my challenge right now. Now, can you give me the whole.

**microphone**: Final solution?

**microphone**: In my draft doc, I also talk about rev ops initiatives. You don't even touch a point, guys.

**microphone**: You don't even touch up one partnership.

**microphone**: You don't even touch upon.

**microphone**: Any of those.

**microphone**: Okay, so can you incorporate everything into.

**microphone**: One comprehensive, formatted document?

**microphone**: Make it a docx?

**microphone**: Also bring the latest model into this folder.

**microphone**: Okay.

**microphone**: Can you.

**microphone**: Can you. Can you help me reword this memoir for extreme Clarity and organization of thoughts?

**microphone**: It is my submission to anthropic in response to the prompt.

**microphone**: Some of the things that I have in the dock are not very clear.

**microphone**: They are too high level and too hand wavy. I needed to be extremely clear in every word matters.

**microphone**: Also, if you have any content improvement suggestions, Clarity, removing jargon, making stuff more understandable intuitive, simpler rather than complex.

**microphone**: Please feel free.

**microphone**: Also, I feel like.

**microphone**: The memo does not.

**microphone**: Feel very hand typed.

**microphone**: Just give me. Just give me a revised card for this.

**microphone**: Very generic the way we have it right now.

**microphone**: I don't want to be too opinionated.

**microphone**: Help me make this clearer.

**microphone**: Do we need a coverage choice here?

**microphone**: Why don't you make such suggestions proactively?

**microphone**: So give me a revised document.

**microphone**: Thank you.

**microphone**: Follow.

**microphone**: Hey, what's up?

**microphone**: Yes?

**microphone**: What's up?

**microphone**: Okay, not stress.

**microphone**: I have not spoken. I have messaged him. And in the meantime, I'm also revising the dock.

**microphone**: I. There is a chance that he might not be able to get to it today because generally he'll just respond.

**microphone**: But the fact that he's not responding.

**microphone**: I'll. I'll still message him.

**microphone**: It's one as a.

**microphone**: Cut.

**microphone**: Yeah.

**microphone**: Should.

**microphone**: Baby love you. Thank you.

**microphone**: Is the gtm strategy an operating model section way to long.

**microphone**: Giving a prompt.

**microphone**: To.

**microphone**: Get codex to also not preserve my structure.

**microphone**: But to come up.

**microphone**: See, that is so muscular.

**microphone**: This is also based on certain data points that are also available now.

**microphone**: Publicly.

**microphone**: About the acceleration that the company has experienced in the last six months.

**microphone**: The whole like 19 by 9 trillion piece. Is it like too much detail for a memo like this?

**microphone**: Work on top of this existing.

**microphone**: Version?

**microphone**: Should I also explain the model mechanics in the dock somewhere about like the number of knowledge workers and technical workers and a number of tokens they would use and the price per token and how that is affected by cash hits, Etc.

**microphone**: These those are the key drivers after all.

**microphone**: I wish there was a way to know you're in the good old days.

**microphone**: Before.

**microphone**: You actually.

**microphone**: All of the.

**microphone**: Dose.

**microphone**: S.

**microphone**: Not.

**microphone**: Many people know this.

**microphone**: But I don't voice my own videos. Not many people know this.

**microphone**: But I don't voice my own videos anymore.

**microphone**: AI does. The best part is nobody can tell it's not me. Let me show you. Here's my voice side by side with my 11 Hobs AI voice clone. I want you to guess which one is AI and which one is my voice? Is this an AI or is it a real human voice? Is this an AI or is it a real human voice? Like if you think voice one is AI, if you think it's voice too, a reveal at the end. Now when I write scripts throughout the day, instead of going home to record.

**microphone**: Me feedback on this document.

**microphone**: How to improve this.

**microphone**: How can I improve this.

**microphone**: Do I need the ztm coverage model in this table?

**microphone**: Why should I cover it here when the rest of the dock also covers it?

**microphone**: Is the implication mutually exclusive.

**microphone**: Is the header for the third column revenue logic correct.

**microphone**: Can't be use something else.

**microphone**: We are talking about these segments in the context of prioritizing them.

**microphone**: Okay and give me the content for each.

**microphone**: Okay help me edit my final doc I'm gonna give you one by one now I'm working on the executed summary.

**microphone**: Now do I need the coverage choice?

**microphone**: Column at all here.

**microphone**: May not necessarily be understood.

**microphone**: First strategic enterprises and commercial enterprises I am finding it hard to highlight something distinct for each of them and why they are separate verticals.

**microphone**: At in the first place.

**microphone**: Coverage choice is also a way in which we are segregating the verticals right so we should probably have it.

**microphone**: Can you tell me if it is a part of the segmentation logic.

**microphone**: And and advice me.

**microphone**: It feels like you are just bolting random things on.

**microphone**: Hello.

**microphone**: Hello.

**microphone**: Hello.

**microphone**: Hi coco.

**microphone**: Are you okay?

**microphone**: TV.

**microphone**: Okay.

**microphone**: Do you think we can push it tomorrow.

**microphone**: Kick or low.

**microphone**: Yes.

**microphone**: Back.

**microphone**: I promise.

**microphone**: I will cross my heart I am crossing my heart.

**microphone**: What time should I give you.

**microphone**: Done.

**microphone**: Yes.

**microphone**: 7.

**microphone**: I cross my heart and I promise you that I'll be cured at 7 30.

**microphone**: And okay so.

**microphone**: Isn't that a lot of detail for executive summary.

**microphone**: We need to call this out we need to call these segments out as to why we had segmented it this way within the executed summary.

**microphone**: Or maybe not.

**microphone**: Okay so the executive summary is saying that entropic already has meaningful Fortune 500 momentum eight out of the 10 virtual 10 are already to our customers and more than 500 customers spend over a million annually and the cloud code has shown strong bottom up Enterprise adoption given this footprint GTM priority should be death over breath identify where clod is being used convert that usage into command it fortune 500 spend and expand across cloud core code work and edit api.

**microphone**: Platform workflows.

**microphone**: The primary success metric is committed gross Fortune 500 arr logo count matters only so insofar as it identifies where expansion can happen and then I am stating this table where I am stating priority vertical examples and why it matters and then I'm saying verticals are not cut only by employee counter revenue and like on size feature will base segments differ by expansion ceiling by a complexity technical intensity compliance burden and field effort required to convert users into committed spend and then I move into the revenue.

**microphone**: Right now this whole thing seems like very abrupt it is not smooth I am going from executed summary to three year revenue forecast.

**microphone**: And it's not very smooth.

**microphone**: Okay after setting up we go into the three year forecast and the drivers.

**microphone**: Wait I already have the model is built around three questions in the previous section.

**microphone**: Tell me how to make this smoother the whole narrative.

**microphone**: Can you update the doc.

**microphone**: Don't expand on it just correct fact check and rewrite it.

**microphone**: I want to establish a D is a demonstrated strong tailwind and growth.

**microphone**: 2.

**microphone**: I am not sure if I should talk about it in past tense or.

**microphone**: Like present.

**microphone**: Okay can you use some other freezing instead of repeatable Roi.

**microphone**: What was so special about late 2025 I want to capture that.

**microphone**: Don't make it sound like I'm educating anthropic folks.

**microphone**: No that's too deep.

**microphone**: Okay can you read the first half of enthropic underscore f500 underscore gtm underscore final.

**microphone**: And tell me what you think about it?

**microphone**: I made a lot of manual edits.

**microphone**: Can you read the first half of the final dog in the new.

**microphone**: Can you read the first half of the final dog in the new released folder and tell me what you think about it in terms of the clarity of thought.

**microphone**: Mean up to gtm strategy.

**microphone**: Don't be already talk about penetration.

**microphone**: Okay I made that change.

**microphone**: Can you take a look at the device doc.

**microphone**: Okay can you give me what I should be writing in the web one step change paragraph.

**microphone**: I would like to keep it short of.

**microphone**: Shorter.

**microphone**: I would like to keep it shorter.

**microphone**: I think I made a change right now.

**microphone**: But that means we firstly need to also tamper down our model down from 33 billion and secondly we also need to build in ramp time for 2026.

**microphone**: Also we need to tamper down the penetration numbers.