Nicolas Darveau-Garneau

Big milestone for Firmable. We’ve raised $14m Series A led by Airtree. Sales has moved through a few big waves: intuition-led, CRM-led, data-led. We’re now entering the next one – intelligence-led sales. The opportunity isn’t just better data. It’s turning that data into clear direction and action, without adding more work for sales teams. That’s what we’re building at Firmable: a foundation of trusted external data, layered with intelligence that helps sellers know who to focus on and when. Led by Airtree, this round supports our expansion across Asia and into the US – and accelerates the build-out of AI agents that take the admin work off sales teams so they can focus on what they do best. Proud of the team, grateful to our customers and investors. We’re just getting started. Read the exclusive in the AFR. https://lnkd.in/gr66uknb Leigh Jasper | Tara Salmon | Karthik Venkatasubramanian| Chester Thompson| Chath Widanapathirana

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🥾 #bootstrapping as a mindset should be ephemeral, one that requires a deliberate transition away from as a business enters sustained growth Appointing an established auditor is often regarded as a luxury and not part of bootstrapping Audits discipline a business - to be methodical, thorough and deliberate - traits that acquirers often seek in due diligence After all, "What gets inspected, gets respected," Anon We will share the traits of venture businesses sought and respected by MNC acquirers, join us if your business is out of the #bootstrapping mindset #fulfillingpotential #hepmil #oobmil

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Love this - AI is the Oppenheimer moment for marketing. It fundamentally collapses the time and cost of production. A $2.5 million campaign that used to take four months can now be delivered for $500,000 in four weeks. Legacy firms that charge based on hours with the 'time-driven' model are existentially threatened by this.

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I’m calling it now. ACO is the new SEO for ecommerce. Agentic Commerce Optimization. Google’s Universal Commerce Protocol went live. Wayfair and Etsy are already closing transactions inside AI Mode. No website visit. No “add to cart” on your domain. This isn’t the future. This is February 2026. Here’s what most people are missing. UCP introduces six core capabilities: • Product discovery • Cart management • Identity linking • Checkout inside the AI interface • Order management • Vertical extensions That’s not a feature update. That’s infrastructure. For 25+ years, we optimized for the click. Now we’re optimizing for selection and transaction. Your schema markup is no longer about rich snippets. It’s the protocol agents use to decide: Who to show. Who to trust. Who to buy from. Product schema. Offer data. Shipping details. Return policies. This is no longer “SEO hygiene.” It’s your checkout flow. Here’s the shift. Search engine optimization was about ranking pages. Agentic Commerce Optimization is about being executable by machines. If an AI agent cannot: • Parse your inventory • Understand your pricing logic • Validate your fulfillment terms • Authenticate identity via OAuth You are not in the game. The SEOs who treat structured data as commerce infrastructure will dominate the next five years. Everyone else will keep optimizing title tags for a click that never happens. Three moves to make now: 1. Audit your Merchant Center feed like it’s your homepage. 2. Populate every relevant schema.org commerce property. Not the basics. All of it. 3. Start thinking in capabilities, not keywords. We are moving from search optimization to selection optimization. Agents are choosing who gets the order. Be choosable. Execution still beats hype. Every. Single. Time.

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2025 felt like an inflection point 🔀... for Fluvio, and for PMM as a discipline as a whole This year, our work shifted meaningfully up-market. We were brought in for exec and board-level initiatives tied directly to GTM transformation. Think: 1️⃣ Deep, domain-specific research to redefine positioning 2️⃣ Segment-level insight to guide real GTM tradeoffs 3️⃣ Synthesis that shapes product development cycles, not just messaging 4️⃣ Core GTM infrastructure: launch process, tiering, RACI, beta and alpha gating, channel SOPs, cross-functional alignment What stood out most wasn’t the growth metrics, though we’re proud of them: 25%+ growth, nearing $3M in revenue is a special year! What mattered more was where PMM, and Fluvio, were invited into the conversation. When PMM works, it doesn’t sit downstream of strategy. It is strategy, or a critical part of it. Thankfully, companies are realizing growth doesn’t come from more one-sheets, more decks, or “simpler messaging” like LinkedIn wants you to believe🤦‍♂️ It comes from sharper decisions that exploit your unique edge. Something PMMs are uniquely equipped to uncover. The rest is derivative. ..and it doesn’t feel like 2026 will slow this down 🚂

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Performance is Now the Currency in Enterprise GenAI And the GTM Stakes Have Never Been Higher Menlo Ventures’ mid-year LLM Market Update shows a clear pattern: enterprise buyers aren’t chasing the cheapest models. They’re paying for the best. 1. Anthropic Claude Surges Ahead Anthropic just overtook OpenAI, capturing 32% enterprise market share (vs OpenAI’s 25%). In coding alone? Claude leads with 42% share. When Claude 4 launched, 45% of Anthropic users switched within a month. Why? Pure performance. Builders prioritize outcomes and pay to stay on the frontier. 2. The OSS Pullback Seems Real Open-source model share has dropped from 19% to 13% over the last two quarters, despite aggressive launches from DeepSeek, Meta, Alibaba, Moonshot and others. Enterprises aren’t just experimenting anymore, they’re standardizing on frontier models with measurable ROI, enterprise support, and SLAs. 3. The Hidden GTM Goldmine Here’s why expansion revenue is exploding: 49% of large enterprises now run majority inference workloads (up from 29% last year). This isn’t R&D anymore, it’s a sign of production deployments scaling. Result? 66% of enterprises upgrade within their existing provider vs only 11% switching vendors. LLM API spend doubled from $3.5B → $8.4B in just 6 months. Translation: Expansion revenue > new logo churn. GTM teams that optimize for customer success win the long game. 4. What This Means for GTM Strategy → Sales Motion: Lead with value, not discounts (performance > price) → Growth Engine: Prioritize land-and-expand, not logo-hunting → Competitive Edge: Refresh messaging with every model release → Partnership Play: Integration velocity > raw model specs Bottom Line: We’re witnessing the rise of a performance-first AI market. The companies that align GTM execution with outcome-driven adoption, not just infrastructure and model access, will win the next wave. The question isn’t which model wins. It’s: how fast can your GTM engine adapt to a market that moves in weeks, not quarters? What are you seeing in your enterprise AI sales cycles? Read the Menlo Ventures report here- https://lnkd.in/guRyMnEX #GenerativeAI #ArtificialIntelligence #GTMStrategy #EnterpriseAI #AgenticAI

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The Headline family is experiencing incredible momentum, and today our portfolio company DeepIP is announcing a $25M Series B, bringing total funding to $40M.  This is the kind of company that doesn’t just add AI to a workflow, but it sets the standard for an entire category. The momentum speaks for itself: 1️⃣ 10x ARR growth in < 18 months 2️⃣ Trusted by 400+ law firms and leading corporate IP teams globally 3️⃣ 2M+ chats on the DeepIP platform We’ve had the chance to back FX (Francois-Xavier) L. and Edouard D., leading their Seed round with Headline. Watching them take on a problem as complex and high-stakes as patent work has been genuinely impressive. And working with them has been an absolute pleasure: these 2 are coupling very high ambition and humility. Tech built in Europe, but opening the US office very early and FX starting a life in NYC with his family with 0 hesitation in order to build a global category leader in the IP industry. What convinced me early is still what stands out today: patent teams don’t need another standalone AI tool. They need something that fits the way the work actually happens: documents, long-running matters, multiple stakeholders, and zero room for sloppy context handoffs. Big congrats to the whole DeepIP team + Korelya Capital, Balderton & Serena Proud that we’re doubling down at Headline and continuing the support for what’s next!

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I’ve spoken to over 2 dozen MDs at PE firms I can confidently say that the arb of figuring out how to implement Vertical AI at portfolio companies is very real right now It will fundamentally change underwriting for those who can do it predictably and unlock generational returns. Most are aware they need to act. Very few have.

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