Karumi

What do they actually do

Karumi provides an AI “product expert” that runs on‑demand product demos for SaaS companies. The agent can join via video or chat, share its screen, open browser tabs, navigate a live product, answer questions, and personalize the walkthrough based on context. It can qualify leads and route them to sales and CRMs. Teams add it as a “Launch Demo” entry point on a site or in‑app. The product is in private beta today Karumi site YC profile.

Early launch activity included founder‑reported volume of 1,000+ AI demos delivered in <24 hours; treat this as directional rather than a steady state metric LinkedIn.

Who are their target customer(s)

• Mid‑market and enterprise SaaS GTM teams that rely on live demos: They can’t staff enough sales engineers for on‑demand demos, leading to missed meetings and inconsistent demo quality, which hurts conversion.
• Early‑stage startups and founder‑led sales: They lack demo engineering capacity and need a low‑effort way to cover inbound demos and qualification without hiring, leaving prospects unaddressed.
• PLG companies embedding product experiences in‑app: They lose product‑aware users because personalized walkthroughs don’t scale, and sales handoffs are manual and leaky.
• Customer success/onboarding teams at SaaS vendors: They spend time on repetitive onboarding and basic support, slowing time‑to‑value and increasing churn risk.
• Sales orgs selling globally or across time zones: They need demos available 24/7 and in multiple languages; otherwise off‑hours prospects drop out before qualification.

How would they acquire their first 10, 50, and 100 customers

• First 10: Hands‑on onboarding and co‑development with YC/founder‑network logos; personally install the “Launch Demo,” run joint sessions, and capture qualitative feedback and case studies Karumi YC.
• First 50: Turn early wins into targeted paid pilots for demo‑heavy mid‑market and PLG teams; outbound to Heads of Sales/RevOps with short pilots, CRM routing enabled, and weekly reviews to quantify meetings rescued and qualified leads Karumi.
• First 100: Productize the pilot and scale via self‑serve installs, Salesforce/HubSpot integrations, a small AE team, and a partner program with RevOps agencies to standardize a pilot→enterprise playbook Karumi.

What is the rough total addressable market

Top-down context:

Karumi straddles conversational AI and sales‑enablement/demo tooling. Public estimates peg conversational AI at about $11.6B (2024) and sales‑enablement platforms around $5.2B, suggesting a combined near‑term pool ≈$16–17B that this product could compete within as it expands beyond demos Grand View Research Grand View Research.

Bottom-up calculation:

Using ≈17,000 SaaS vendors as a customer base and demo‑platform ACV anchors (Navattic ≈$7.8k; Reprise ≈$28k; enterprise deals higher), TAM ranges from ~$13M (10% adoption at ~$7.8k) to ~$119M (25% at ~$28k) to ~$527M (50% at ~$62k) in annual revenue, depending on adoption and price tier Exploding Topics Vendr Demodesk pricing.

Assumptions:

• ≈17k SaaS companies is a conservative proxy for initial target buyers.
• Median ACVs for demo platforms (Navattic/Reprise) map to Karumi pricing bands over time.
• Adoption scenarios (10–50%) represent potential penetration across startup to enterprise segments.

Who are some of their notable competitors

• Reprise: Enterprise demo‑creation platform for live and guided demos; a common benchmark for mid‑market/enterprise ACVs in this category Vendr.
• Demostack: Live demo environments and sandboxes to run tailored product demos without touching production data (used by SE/AE teams).
• Navattic: No‑code interactive product tours for marketing and sales; often used at lower ACVs for quick, self‑serve demos (a useful pricing anchor) Vendr.
• Walnut: Codeless, interactive product demos and personalized demo experiences for GTM teams.
• Consensus: Interactive video demos and buyer‑led qualification/routing that automate parts of the demo and handoff process.