Roey on MTS - Jun 3rd, 2025

0:25 Heat. Heat. We are back. We are live in the situation room with Rowey Lazar, the co-founder and CTO of Wonderful.

1:01 >> Not the pistachio company, by the way. >> There's a fistachio company called Wonderful, >> I'm pretty sure. Yeah. >> Wow. Yeah. It does not make pistachios. Doesn't make Dubai chocolate. It does applied AI systems for real world business operations to help critical organizations accelerate AI adoption. So they've raised a lot of money. They've launched in a lot of countries. Uh so Rowey, we're thrilled to have you on. Welcome. >> Yeah. Thank you guys. Happy to be here.

1:27 Um big follower of the show. >> Appreciate it. >> So congrats on the race. Can you tell us a little bit about like what countries you've expanded to? What the raise means for Wonderful? Yeah. So, um, today we operate in more than 30 countries across APAC, LATAM and um, we've got almost a site almost in every country in Europe and then, uh, so like five, six sites in Apoch and LATAM. Um, a raise for us means just being more aggressive in the countries we're already operating in and sometimes also opening more sites. So, I believe we're going to end this year with close to 40 sites. Um, so yeah, it's about like it's a flywheel. you raise more money, you hire more crack engineers, you build better products, you sell to more customers, um you make more revenue, raise more money, and so on.

2:16 >> Mhm. >> So, I'm curious like how do these agentic needs differ from country to country. >> You would be surprised how similar they are. Like we're operating in like roughly 11 verticals. The top ones are like banks, telos, insurance companies, healthcare, energy, and so on. And at the end like in every country you sell this like they are selling the same commodities to to customers. They have very similar operations. Sometimes a bit different depends on the local. Um but then um like at the end they're quite similar. Like that's uh that's the gist.

2:53 What do you make of the big labs, Anthropic, OpenAI, Google sort of doing their own like direct forward deployed AI engineering for enterprises? So, so, so, um, the way I see it, it's a like it's a joint venture, uh, like operation with like other like sis and so and so their focus is not to do like this FDA model and I believe that the company that focuses on doing only that like I would say our product is first our platform of course but then how do you open a site in a country and then work with customers make them your partners and deploy and teach them how to use your product and uh build around that I think you need founders focus to make this happen to scale that in like a great way. Um and I'm not seeing any joint venture from like a lab to some SI uh winning us in any in any place.

3:51 >> So when it comes to like enterprise AI agents, what are still like some of the problems with integrating them? >> Well, we mostly work with like critical organizations. So traditional enterprises they care a lot about like governance um reliability like you would you might have like the best computer used in the world but they still want to like have a very specific way to consume logs from your servers. Um so sometimes it would be um like no matter how further advanced you are from like a technology perspective you need to be like super senior in like enterprise readiness stuff which is funny.

4:31 >> I see. CIC. Do you think like Frontier Labs will ever be able to like like do you see do you think for enterprises Frontier Labs will be able to make a product that will work for them or do you still see like very like specialized companies like Wonderful still having an edge in that market? >> Like my take on on uh like like the big topic is commoditization. I think that um communization of everything is inevitable. Of course, when you're like when coding is is so cheap nowadays, it's just a matter of time. So like in two to two years, would it be easier to um to build a similar product to wonderful with like less engineers? And so of course would it be uh would it matter three years from now to have that product when we already work with most of the companies? Not so much. Like the cost of change would be too big and so companies need to focus right now on doing that. Like that's what we do. Um and so far the hypers skaters or the labs or like others who are not completely focused completely like AI native horizontal platform are not winning deals. They're like doing that for PR. They need to like justify huge valuations sometimes or they need like to work with like the biggest banks and so in different countries >> but we're not seeing them in production at least not outside of the US. M >> so why did you guys choose to focus on these like traditional industries?

5:58 The idea was that um traditional enterprises are behind the rest like technology companies are always like adopting technologies much faster and so Wonderful's mission is to accelerate AI adoption within those critical organizations and we believe that that can unlock tons of value for them and then some derivative of that value is also there for us. Um and so like that's the play we decided to play and we're hyperfocused on doing only that. Right. So as like this technology sort of gets better through time, what do you see you know in the next like 5 years?

6:35 How is this impacting companies at scale? >> Yeah. So companies are obviously not are not going to look the same like they do today. Uh I'm not sure how the ad count will look like but uh capitalism is going to force companies into using AI uh as much as they can because if they are not doing going to do that their competitors are going to and then like on a macro on a macro level it's going to like well push prices down and so if your competitor can can lower their their price um you must do whatever they did to be able to do so as well otherwise you lose your market share. um the way it will it will actually play with the dynamic of like the employees and and how enterprise are actually acting on that is yet to be seen I guess >> in your personal life do you also sort of like have agentic workflows and what does that look like >> so my personal life is being on zooms and flights and with customers and hiring people so I don't have a personal life so much these last like last 18 months. Um but we really care about making sure that we walk the token that we use AI within wonderful. Um >> so like like if we're not using AI then why would our customers use it? like whatever we build um we first adopt in house then like be wonderful you would find nontechnical people um adding features to the product with like some like agent cycles from like linear to cursor agents to to whatever to videos on slack to um to approved PR um to a lawyer that is not processing that is not like redlining NDAs anymore manually like um NDAs are are arriving uh via email and their wonderful agent that they've built and taught how to handle NDAs is going like red line and ask the the lawyer to just approve like that's the repeating theme within within the company like we are completely white build internally.

8:38 >> What are some of the areas where wonderful agents have worked the best areas industries companies? >> Yeah. So as I said before the the like the top industry we industry we target are like telos and banks insurance companies. Um, and nowadays we deploy agents almost in every every single department. Like you could find agents in the back office handling loan requests at a bank, agents doing permanent reconciliation in that bank in a s like a in the next door department.

9:08 um agents handling uh mortgage requests, ending sorry uh claim requests at the insurance company, agents doing customer support, doing outpoint sales sometimes, um and even agents like generating quotes for customers like a B2B uh steel company that we work with. So, it's everywhere. >> Awesome. Awesome. Well, thank you so much, Rowey. This was so great. Congrats on the raise. >> Yeah, congrats on the raise. Thanks so much for coming on, >> guys. Thank you. Bye. Cheers.

9:39 >> And love the company name as well. >> It's wonderful. >> It's wonderful.