Number
Overlap grew revenue 18% month over month for over a year
Overlap builds AI agents that clip, edit, and post video for media companies. Its agents have generated over 2 billion social impressions with no human in the loop, and 18% monthly growth works out to roughly 19–20x year over year. It became 'accidentally profitable' this quarter.
$18
Monthly revenue growth rate · % MoM
“So we've done over 2 billion impressions. We've been growing revenue 18% month over month for over a year.”
Prediction
Pending
Ad budgets will shift from paid ads to AI agents making organic content
Jonathan Baer predicts that as AI agents get good at making and posting video, much of the roughly $90B a year spent on Meta, YouTube, and TikTok ads will move to organic content and pay-for-performance agents. He expects the market to reach hundreds of billions by next year.
“So, you know, our view is that as agents get so good at making and posting video content, it actually eats up the amount that's spent on digital advertising. So about $90 billion a year goes towards Meta and YouTube and TikTok ads. And those people are paying for eyeballs. Our view is actually that like a lot of that spending is gonna migrate to organic content and it's going to migrate to paying agents for performance.”
Framework
In enterprise sales, you're really selling the buyer's promotion
Jonathan Baer learned that enterprise buyers think about their own jobs first, so the real pitch is 'here's how I'll get you promoted.' Sam agrees from running an ad business: ROI pitches never closed 7-figure deals, while trust, wining and dining, and 'it's safe to spend your budget with me' did.
“I think on the enterprise sales side, understanding, and what I don't think I understood until I started having some success with enterprise sales is that the people who are buying your product are thinking about their job first and foremost. And then how do you get those people to, uh, to get promoted? Like, basically you're selling, here's how I'm gonna get you promoted.”
Steal thisFind out which metrics your buyer is judged on, hit them, and package the results so the buyer can easily share them upward.