1. About Rasa
   • Founded: 2016
   • Mission: to empower the world’s largest brands to interpret people’s needs with open and extensible conversational AI
   • Number of Employees: 100
   • Funding: Series C | $70.6M | Andreessen Horowitz, Accel, Basis Set Ventures, PayPal, and others.
   • Enterprise clients, including Swisscom, Providence, AutoDesk, Vanguard, KBC and Blue Cross, Blue Shield, and two of the Top 5 Banks in the world

• Why Rasa?
  • Developers Love Rasa: With 50M+ downloads as of June 2024, over 900 open-source contributors, 15k+ active members on our community forum, (https://forum.rasa.com/) and over 18k GitHub (https://github.com/RasaHQ/rasa) Stars, there is a thriving and ever-growing community involved.
  • Enterprise Growth: We have a unique approach to the use of language models in conversational customer experiences. In 2023, Rasa introduced the Rasa Platform. Combining pro-code and no-code options, our platform allows cross-team collaboration for smarter and faster AI assistant building to significantly accelerate time-to-value. The engine of our platform is CALM - Conversational AI with Language Models. Our unique approach transparently leverages an LLM-native dialogue engine that makes Rasa a reliable and innovative partner for enterprises seeking to significantly enhance their customer interactions with seamless conversational experiences.
  • Secure & Built to Scale: Rasa is trusted by companies in highly-regulated industries such as healthcare and banking because of their ability to uphold privacy standards and deploy on-prem or on your own private cloud. Rasa is also built to scale with multi-channel customer experience, high-performance architecture, and reusable infrastructure.
  • Huge Market Potential: The global chatbot market was valued at $4.7 billion in 2022 and is projected to reach $15.5 billion by 2028. Specifically, the market for generative AI in chatbots is also growing rapidly. It is expected to reach $1.7 billion by 2033, up from $151 million in 2023
  • World-Class Investors: We’ve raised $70.6M to date, the most recent being a $30m Series C led by PayPal and Stepstone. Some of our earlier investors include Accel, Andreessen Horowitz, Basis Set Ventures, and others.
    • More from PayPal
    • And Stepstone
• What is the annual quota and Average Deal Size?
  • The annual quota is primarily focused on pipeline generation, with 40% weighted toward closed revenue.
  • The target is 3 SS2s per month, translating to 36 SS2s annually. With a 5x pipeline-to-SS2 conversion assumption, this implies roughly 180 qualified leads annually.
  • From the SS2 stage onward, the AE takes over ownership. Commission is therefore based on both pipeline generated and revenue closed—including revenue that may be influenced by a partner even if the deal itself isn’t classified as an SS2 (e.g., AudioCodes helping close an inbound opportunity).
  • Average deal size is 150k-175k, sometimes 500k land deals (usually split in up to 3 years)
• Who’s Rasa’s Ideal Client Persona (ICP)?
  • Global 2000 companies, in regulated sectors with a large volume of conversations
  • Example clients: Government of Spain and UAE, BNP Paribas Fortis, Orange, Deutsche Telekom
• Targeted Verticals with active Logos
  • Financial Services
  • Telecommunications
  • Healthcare and Insurance
  • Government
  • Travel & Transport
  • Utilities
  • Retail
• Top challenges Buyer personas face?
  1. Customer service automation use case
  2. Facing troubles integrating to complex environments, struggling with NPS and containment rate
  3. Need an extensible and customizable platform
• Who are our competitors?
  • Rasa is in the middle of 2 group of competitors - DYI solutions with LLMs and out-of-the box players such as Kore.ai, DialogueFlow, IBM Watson, Microsoft Copilot
• Where/how do we find our leads?
  1. Inbound and community, then we have SDRs helping with outbound
  2. Account Executives are expected to build their own pipelines in parallel to BDR work
• Partnership Ecosystem at Rasa
  1. Rasa University
  2. Rasa Certification for Partners
  3. Consulting, System Integrator, OEM, BPO, Technology. Both Reseller and Contracting types.
• Marketing for Rasa:
  1. We have 1 Director of Marketing with 2 team members (1 Content Writer and 1 Events Manager).
  2. We have 1x BDR, 1x Pre-sales Engineer for every Account Executive, we also have 1x Director of Partnerships
  3. Our CTO does a lot of Thought Leadership Marketing (example from Forbes) and we have a Developer Relations Engineer to nurture our developer community.
     1. Our open source community is a big distribution channel with big brand awareness for conversational AI.
  4. We have a big presence on events in EMEA and NAMER
• Investors: Series C, a couple of primary investors are A16z and Accel amongst others
  1. We closed our Series C going into 2024. We will be putting a heavy investment in Marketing/Sales.
     1. More from PayPal
     2. More from Stepstone
• What are the timeline expectations for you to make this hire?
  1. We are ready to hire this role ASAP as soon as we find the right candidate.

• Rasa points of contact:

Interview Processes: All meetings via Zoom (Work in Progress)