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a16z 访谈 Lio CEO：AI 原生创业公司在采购场景的机会与多智能体落地
a16z 的 Seema Amble 和 Elena Burger 与 Lio 联合创始人兼 CEO Vladimir Keil 讨论 AI 原生创业公司如何在现有软件厂商已掌握客户、数据和记录系统的领域建立优势。Vlad 认为机会在于系统之外的工作：ERP 中一个最终价格背后可能隐藏数百封邮件、表格、供应商对话、工程分析和法务、财务、运营决策。Lio 用多智能体系统承接寻源、RFQ、谈判、物流跟踪和发票等端到端流程。访谈还涉及企业如何信任 agent 处理高影响决策、内部 AI 构建最后 20% 的投入，以及买卖双方都部署 agent 后的情形。
AI推荐理由 a16z 播客访谈，Lio 联合创始人兼 CEO Vladimir Keil 讨论 AI 原生创业公司在采购领域的切入点：ERP 中的最终价格背后隐藏大量邮件、表格、供应商沟通和跨部门决策，Lio 用多智能体系统承接从寻源、RFQ 到谈判、物流跟踪和发票的端到端工作。内容涉及企业信任 agent 承担高影响决策、内部 AI 构建最后 20% 的投入、买卖双方都部署 agent 的情形，对垂直 AI 落地有参考价值。但属于访谈观点，无量化结果或可验证证据。
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正文
Lio co-founder and CEO Vladimir Keil joins a16z's Seema Amble and Elena Burger to discuss where AI-native startups have an advantage when incumbent software companies already own the customer, the data, and the system of record:
Their answer comes down to the work that happens outside those systems. In procurement, a final price in an ERP can hide hundreds of emails, spreadsheets, supplier conversations, engineering analyses, and decisions across legal, finance, and operations. Vlad explains how Lio uses multi-agent systems to take on more of that end-to-end work, from sourcing and RFQs to negotiation, shipment tracking, and invoices.
They also discuss how enterprises learn to trust agents with increasingly consequential decisions, why the last 20% of an internal AI build can require most of the effort, and what happens when both buyers and suppliers have agents working on their behalf.
00:58 Why AI startups still beat incumbents
04:19 The hidden work behind an $8K line item
06:18 Retrieval, process, policy, principal
09:27 The incumbent's internal conflict
14:48 What procurement actually looks like
21:13 Procurement at Boeing-scale
28:03 A bolt order, end-to-end
37:57 What a durable vertical AI company looks like
44:46 When both sides deploy agents
YouTube: [youtu.be/OTQ-lFsq7zA](https://youtu.be/OTQ-lFsq7zA)[@askvladi](https://x.com/askvladi)[@seema\_amble](https://x.com/seema_amble)[@VirtualElena](https://x.com/VirtualElena)
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