Why did a spend management platform start its own AI research lab? @karimatiyeh describes @RampLabs as a “collection of crazy ambitious people that don’t like to be told that something is impossible”. It started about a year ago and has since worked on projects like building its own production-grounded coding benchmark “Ramp SWE-Bench”, putting Claude Code in RollerCoaster Tycoon, and a mechanistic interpretability playground. The Redpoint team spent the day with Ramp Labs to answer questions like: ▪️ How did Ramp Labs get started? ▪️ How do they decide what research to pursue? ▪️ The long-term vision for Ramp Labs

Why did a spend management platform start its own AI research lab? @karimatiyeh describes @RampLabs as a “collection of crazy ambitious people that don’t like to be told that something is impossible”. It started about a year ago and has since worked on projects like building its own production-grounded coding benchmark “Ramp SWE-Bench”, putting Claude Code in RollerCoaster Tycoon, and a mechanistic interpretability playground. The Redpoint team spent the day with Ramp Labs to answer questions like: ▪️ How did Ramp Labs get started? ▪️ How do they decide what research to pursue? ▪️ The long-term vision for Ramp Labs

Jude Law generated $50M in sales pipeline. Legora is onboarding 50 people every 14 days. 3.6 per day! $100M in ARR in 18 months. $275M by EOY 2026. Wow. Paul Graham described them as “ the most impressive startup I've been to visit in years.” I sat down with @WeAreLegora's CRO, I took some notes and have added them below. 1. Implementation Change Management Success is defined by change management, not just software. Legora focuses on helping customers adopt AI into workflows, which is fundamentally difficult. You must lead the customer through the “hard yards” of organizational change. 2. Why FTEs are Required in Enterprise High-end AI needs human experts. Legora uses Forward Deploy engineers and former attorneys, known as Legal Engineers, to bridge the gap. They solve the “blank page” problem by showing exactly how a workflow looks with agents. 3. Throwing out the Traditional Sales Playbook Old SaaS held demos back. Now you must demo early to show the future. Reps must be audible ready, asking deep questions and building agentic workflows off the cuff during the meeting. AI literacy is low, so the product must lead the way. 4. Brand Awareness as a Performance Driver Brand awareness is a powerful driver of business, not “fluffy bullshit.” A campaign with Jude Law generated over $50M of qualified pipeline in one month. In category creation, if you are not “in the room,” you lose. 5. Price Integrity over Free Legora does not give software away. If a customer is not spending money, they will not commit the resources needed for change. Price integrity ensures both parties have skin in the game and value the partnership. 6. Scaling Talent at Unhinged Speed Legora hires 40 to 50 people every two weeks. Immersive training in Stockholm gets reps ready to sit on calls by week two. They use AI to score demo quality, identifying within 45 days whether a rep will make it. 7. The Lulucast vs. The Bet Your Life Forecast Effective forecasting requires two perspectives: the rep and manager commit, or the bet your life number, and the Lulucast, which is the weighted math version. Accuracy depends on tight entry and exit criteria for every sales stage. 8. Momentum and Pressing the Advantage Product-market fit is unwavering. When you have it, you know it. When you find something that works competitively, document it and press the advantage. In an unhinged market, you must play defense and offense simultaneously. (links below)