Some of the biggest companies of the next decade won't be software businesses. They'll be services companies like insurance carriers, law firms, and tax practices rebuilt from scratch with AI doing most of the work.
In this episode of Startup School, YC Visiting Partner @CharlieWarren walks through the playbook for building AI native services companies, covering how to pick a market with the right traits, why variance kills these businesses faster than anything else, and the P&L math that’ll transform your business model.
00:00 — Intro to AI Services Companies
01:01 — Picking the Right Market
02:55 — Markets YC Likes Right Now
03:43 — The Sam Altman Test
04:35 — The Right Founding Team
05:28 — Building the Product
06:19 — Variance Is the Existential Problem
07:08 — The Early Demand Trap
07:53 — How to Price AI Services
08:41 — The P&L Walkthrough
09:33 — AI Operating Leverage
10:27 — Don't Buy Your Way In
The open question for me is which vertical SaaS sectors/companies will push down into operations, and which will spend the next decade defending a moat that no longer monetizes the way it used to.
Disney is still working that out. Software is just starting.
This is the time of year when a lot of investment firms welcome interns. While our work is geared toward institutional investors, a lot of it can be useful for learning about markets and the investment process. Here are a handful of reports and how they can guide interns:
I think AI may do something similar to software.
AI makes software easier to build, easier to switch, and easier to access.
That’s amazing for users. Potentially dangerous for margins.
Disney never lost relevance. People still love the franchises.
What changed was the distribution layer.
Streaming made content more accessible, but also more economically compressed.