Startups have a unique advantage over incumbents by being unencumbered by outdated business models, allowing them to innovate and adapt more quickly, especially as AI drives a shift from subscription-based pricing to outcomes-based models, making it harder for established companies to adapt compared to startups.

Companies that start with software can evolve into smarter solutions, transitioning from selling tools to selling outcomes and labor budgets.

The rise of open-source models has shifted the landscape, allowing startups to compete effectively without relying solely on large foundation model companies.

Startups that sell using a Top Down approach often see better early retention metrics compared to those using Bottom Up sales.

Startups typically use a top-down sales motion to sell expensive products to executives at large companies and a Bottoms Up motion to acquire individual users, which can lead to sales to those executives.

Big companies struggle to adapt quickly to new technologies, giving startups an advantage in securing enterprise contracts by being agile and innovative.

The challenge for startups in healthcare is to integrate into the traditional healthcare system, which requires onboarding providers and insurance companies.

It's a good idea to sell software to startups when you understand their specific needs and can provide a solution that addresses those needs effectively.

Successful companies are increasingly replacing traditional services with usage-based models, leading to rising revenues without the need for annual contracts.