From Childhood in Enterprise Software to Tola Capital

Sheila Gulati’s journey in enterprise software began in her childhood, growing up in a family-run software company. This hands-on experience gave her an intimate understanding of the startup lifecycle, from early coding days to seeing products ship to customers. Today, as Founder and Managing Director of Tola Capital, she leverages that deep knowledge to invest in AI-driven enterprise software.

Tola Capital: Investing in Enterprise AI

Tola Capital stands out in the venture landscape by exclusively investing in enterprise AI software. Unlike generalist investors, the Tola team consists of former software operators who not only identify trends but also deeply engage with entrepreneurs. Their approach includes hypothesis-driven investing, collaborating with industry experts, and working closely with portfolio companies to ensure long-term success.

Scaling AI Businesses: The New Paradigm

Traditionally, enterprise SaaS companies scaled by adding large sales and marketing teams. AI is changing that. Investors like Sheila now scrutinize company headcounts, expecting leaner, more efficient growth powered by AI-driven automation. With AI enhancing productivity across coding, infrastructure, and sales, the focus is shifting toward business models that maximize efficiency without unnecessary overhead.

Business Model Challenges in AI Startups

A common pitfall among AI founders is misunderstanding their financial models. Sheila emphasizes that while AI models like Claude or Llama may power the technology, the real differentiator is the business model. Founders must grasp their cost structures, pricing strategies, and competitive moats to build lasting, scalable companies. The best entrepreneurs balance innovation with financial discipline, ensuring sustainable, high-margin growth.

The Future of Work: AI as a Co-Worker

The workplace is undergoing a fundamental shift, with AI becoming an integral team member. Sheila shares examples of AI-driven security co-workers and AI-powered sales enablement tools that dramatically enhance human productivity. Employees increasingly welcome these AI counterparts, offloading repetitive tasks and focusing on higher-value work. The implications stretch beyond software—AI is infiltrating every industry, redefining job roles and unlocking new efficiencies.

New Playbooks for AI-First Companies

Sheila challenges entrepreneurs to discard outdated playbooks. The traditional SaaS scaling model is giving way to AI-first strategies that prioritize automation, agility, and adaptability. Companies that successfully embrace this shift will lead the next wave of innovation.

Final Takeaways for AI Founders

For AI startups looking to scale globally, Sheila offers three key pieces of advice:

1. Think Long-Term – Build with flexibility, anticipating rapid changes in AI models and infrastructure.
2. Hire Exceptional Talent – One great AI-enabled engineer can outperform an entire team.
3. Embrace the Abundance Mindset – AI presents unprecedented opportunities; founders should experiment and iterate rapidly.

As AI reshapes industries, leaders like Sheila Gulati are at the forefront, helping to guide businesses toward scalable, sustainable success.