some thoughts on harvey's gross margins
1) harvey's gross margins went from 50% at the start of the year to -50% and then back to positive;
2) this was because harvey charges on a subscription basis but pays for usage; and, as models have become better, customers have been using them much more
3) harvey had probably calibrated its subscription limits for a period when ai was providing its customers less value and so it was more important to be ~unlimited
4) and, when usage increased dramatically it was both good and bad; customers were getting more value but their pricing model couldn't support the usage
5) so, the two immediate solutions to consider are rate limiting and substitution; the problem with rate limiting is that you need to communicate it to the customer
6) otherwise, you would end up with a lot of unhappy customers; they are finally getting value out of your product; and, legal work is sensitive to interruption
7) the problem with substitution, moving to cheaper models, is that non-frontier models are weaker than frontier models and do not replace as much labor
8) so, they provide a worse product; and, you do have competitors like legora and now openai for legal; and, open source chinese models will not work for us firms
9) and, vis-a-vis openai you are at a disadvantage; with the same customer usage and pricing, openai has ~80% marginal gross api margins and you have ~0%
10) this means they can easily undercut you by offering subscriptions with some amount of lower than api cost use and they will still make profit; you will not
11) and, they have shown that they are interested in your vertical and are actively beginning to develop products that target your vertical
12) this is somewhat like the position that cursor was in earlier this year and late last year; cursor's decision was to hire a top ml team and begin training models
13) i think this was easier for code though, where software programmers care less about chinese models than us law firms, which i think would be reticent
14) still, it makes sense to train your own model based on thinky or nemotron, which will be able to be sold to american companies; it also makes you an acquisition
15) the good news is that i think harvey has more room than cursor had; since, legal is less strategic for the frontier labs than code was, and the tam is lower
16) but, the problem still rhymes; nonetheless, i expect that companies like harvey, which understand how to build with ai, will still be valuable
17) this is both due to their revenue (>$400m arr) and due to the fact that they have built valuable ai core competencies, which can be sold to others
> be Harvey
> lawyers give you money “bcuz AI”
> product sucks, no one uses
> seat pricing means less usage = higher margins
> acquire $15.5B valuation selling mediocre frontier model wrapper
> models suddenly git gud
> lawyers start actually using the product
> ohno.jpeg
> token costs explode
> gross margin goes from +50% to -50%
> pivot to lower quality open models to halt usage growth
> mfw accidentally built AI company that's structurally short AI progress