Tech Today with Eric Tarczynski Why the Next AI Startups Are Selling to SMBs
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May 23, 2025 
Charley Ma, Co-founder and Managing Partner at Pathlight VC, shares insights from his experience with early-stage investments and his time at Plaid and Ramp. He discusses the rise of young founders leading AI startups tailored for SMBs, emphasizing their fast iteration and customer-centric approaches. Charley highlights the untapped GovTech market, with local governments now more receptive to new tech. Plus, he explores the latest advancements from Google and OpenAI, showcasing the dynamic evolution of the AI landscape.
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AI Products That Just Work
- AI products that just work are winning in SMB markets where old software required heavy training and integration.
- These products show clear ROI by automating tasks such as calling prospects, attracting businesses ignored by traditional tech.
Young Founders Drive SMB AI
- Younger, first-time founders with strong technical skills but less domain experience lead many successful SMB AI startups.
- These founders succeed by iterating fast and engaging directly with SMB customers who are open and responsive.
AI Expands SMB Market Potential
- SMB customers now pay more for AI tools that deliver clear revenue gains with low learning cost.
- AI has greatly expanded the total addressable market in vertical SMB sectors previously considered uninvestable.