This interview examines observability and governance for artificial intelligence agents in production. Hosted by Gemma Allen of theCUBE for theCUBE and NYSE Wired and produced as part of theCUBE Research series, the conversation features Barr Moses of Monte Carlo, chief executive officer and co-founder, speaking at the AI Agent Conference 2026 at Agentic Studio in New York. Moses explains operational challenges of moving AI agents from pilot to production, including context management, decision behavior, performance and hallucination risk, buyer profiles, and Monte Carlo's agentic tooling for monitoring and remediation. They describe monitoring priorities and agent-scale observability practices that help enterprises maintain trusted and reliable AI in production.
Key takeaways include four monitoring priorities: context, decision behavior, performance and output validation. Moses emphasizes that companies will be held accountable for agent actions and must adopt agentic monitoring and remediation. They outline how Monte Carlo combines human-in-the-loop and autonomous agent workflows to accelerate time-to-value and support enterprise-grade data observability, model monitoring and AIOps.
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Matt Curl, Apollo.io
This interview examines observability and governance for artificial intelligence agents in production. Hosted by Gemma Allen of theCUBE for theCUBE and NYSE Wired and produced as part of theCUBE Research series, the conversation features Barr Moses of Monte Carlo, chief executive officer and co-founder, speaking at the AI Agent Conference 2026 at Agentic Studio in New York. Moses explains operational challenges of moving AI agents from pilot to production, including context management, decision behavior, performance and hallucination risk, buyer profiles, and Monte Carlo's agentic tooling for monitoring and remediation. They describe monitoring priorities and agent-scale observability practices that help enterprises maintain trusted and reliable AI in production.
Key takeaways include four monitoring priorities: context, decision behavior, performance and output validation. Moses emphasizes that companies will be held accountable for agent actions and must adopt agentic monitoring and remediation. They outline how Monte Carlo combines human-in-the-loop and autonomous agent workflows to accelerate time-to-value and support enterprise-grade data observability, model monitoring and AIOps.
>> Welcome back to theCUBE Studio here at the New York Stock Exchange. This is part of our program with NYSE Wired. And next week, we are covering the AI Agent Conference here in New York. Joining me now is one of the honorees, Matt Curl, CEO of Apollo.io. Welcome, Matt. So Matt, for those who aren't familiar, talk to me a little bit about Apollo.io and exactly what it is that you guys do.
Matt Curl
>> Yeah. Apollo.io, been around for a long time. We are democratizing go-to-market. So if you do a complex sales and marketing, or if you don't even know how to do complex sales and marketing, and you're trying to learn how to deploy the most world-class tool, that's what Apollo.io does. And we help businesses of all sorts of sizes all around the world become experts at sales and marketing.
Gemma Allen
>> Wow.
Matt Curl
>> That's the heart of what our product does and it's really powerful, and AI has been just a massive accelerant for our business.
Gemma Allen
>> So democratizing go-to-market, I mean, that sounds like a big and complex mission. Talk to me a little bit about what exactly that means in practice. Are you guys like an additional add-on to a CRM system? Are you like a system of action, system of record? Give me the kind of specifics, I guess, how you guys actually play in the broader kind of tech stack.
Matt Curl
>> Great question. I think if you think about modern go-to-market or even next-gen go-to-market, it's predicated on a Salesforce or a HubSpot ecosystem. So you have a CRM. Then, you have a lot of tools. You probably buy 10 or 15 different pieces of software. You have complex tooling, and then you have Salesforce administrators, RevOps teams, that's a lot of my background, that pull those together and make it work. We've been able to do that all in one platform. So what we're finding with our customers is that they are able to just use Apollo and just Apollo. And so their sales teams, for example, can just go into Apollo and do everything that you would typically want to do in a really advanced use case. And that's the democratization. You don't have to have a complex CRM and a RevOps team and buy 15 different tools to take advantage of all of the power of what our product does. We've been able to build that in one product called Apollo.io, and that's what teams use it for. So that's what we mean by democratization, and it's really, really incredible. It's helping customers, even very small customers, do what's historically only been possible by the largest, most well-capitalized tech companies.
Gemma Allen
>> Wow. Okay. Interesting. And you say you're AI-first, right? I mean, I think in this time and day, a lot of folks claim to be AI-first, but what does that actually mean from the perspective of Apollo.io and specifically in the kind of GTM landscape?
Matt Curl
>> Yeah. In the GTM landscape, you're absolutely right. Everybody's claiming AI first. They're putting a lot of AI products to work. I think when I think about that, for me, it means not just recommendations. When I think about sellers, what they're yearning for is not just another AI tool to nag them all day or tell them what to do or tell them what they missed. What they're really looking for is AI that can actually operate and execute actions. And that's what we mean by AI first. So we've shifted this narrative away from an AI assistive tool that can just tell you what to do instead to an AI execution infrastructure. What that means, for example, is you could literally talk to our AI assistant, ask it to build you a multi-step email campaign and have it converted into the local language of the person that you're sending it to in real time. And it will not just go build that. It will actually execute the actions for you and take action. And that's really incredible. And that's the big part of what we think about with AI is it's not just telling you what to do, it has to be an execution framework. And that's what we're finding is a big difference maker for us and what teams are really looking for. They're looking for ways to augment their work, not just simply nag them all day.
Gemma Allen
>> Wow. Okay. And then in that setting where you have this very, I guess, useful tool, giving you this intelligence and helping you, I guess, also create actual output from Signal, does it also create some sort of lead gen process? Is it directly engaged with some prospects or where does, I guess, the buck stop from the perspective of outreach and outbound, inbound sales opportunities?
Matt Curl
>> It can do all of that, which is really incredible. I mean, you can try our product for free. So if you all are listening and you're curious, you can go to Apollo.io, sign up for free. You'll see the AI assistant. You can literally just type into the assistant, build me a lead list of people that do reporting in New York. And it will find that entire list and it will pull it up in front of you. It will execute all the actions inside of the platform, bring you the list. You could then say, "Great, now let's go send an email campaign to them over the next three days. I want the first step to be an email, the second step to be a phone call, the third step to be an email." It will build that campaign for you, build all of it and start deploying it in real time, right in front of your eyes. It's pretty magical.
Gemma Allen
>> So it's interesting right now in that GTM landscape, especially as it relates to outreach, right? I feel like two things are happening at once and there's some way contradictory. We hear a lot about AI agents actually doing outreach for you, AI replacing system or sales development representatives, et cetera, right? At some of these large tech companies or enterprises broadly. And then we also hear a lot about, I guess, what you could call maybe bots and people feel like there's a lot of spam happening in certain locations like on LinkedIn, et cetera. What are your thoughts on the balance of those two worlds? Where do you think there is an opportunity to, yes, absolutely use AI to be more intelligible and to have a more efficient sales structure, but to make sure and include some level of human charisma and relationship management in the process?
Matt Curl
>> Well, we're finding, what I'm seeing from our customers, if they are trying to fully remove the humans from the loop on the sales cycle, I'm not seeing that that's generating superior results at this time. What I'm generally finding are companies that are going AI as an assistive motion to their humans where the human's still in the loop, it's able to read, comprehend, and understand. Those are the ones that are having much better results. I could talk about why and why that probably is. I'll give a very simple example. You can imagine a world where you just deploy agents to try to learn what's the optimal way to make somebody open an email and get a meeting with your company. Then they show up. Your sales team has no idea how they got there, what the messaging was and they show up to the call. That's going to kill your conversion in a different part of the funnel where you totally fumble that first interaction with that customer. That doesn't work in practice. So what I'm finding and what we're seeing with our customers is that really it's the assistive motion with the human in the loop that's producing superior results. And I think that's going to be true for quite a while. That's not obviously true in every case and every circumstance, but if you want to kind of see what I see behind the scenes, that's generally the trend that I'm observing.
Gemma Allen
>> Wow. So Matt, in terms of the company commercials where you're asking a funding perspective, you said at the very start, you guys have been around a while. Set out the stall for me here. How mature is this company and where are you guys at in terms of your AOR and I guess even raising, right? Are you guys in active rounds?
Matt Curl
>> We're well capitalized at this time. We've done really well. We've grown multiple times of revenue since our last round. Our last public round was $1.6 billion. That was several years back. We have far exceeded the revenue at that time and we are only just accelerating. So what I can tell you is with the last 12 months of growth, it's been unprecedented at the company and we're off to an amazing start to this year. And I think that's a proof point that what people are looking for are the products that we're building. It's AI that can execute. It's AI that can grow with you. It's very, very clever ways to go approach the market and it does in a way that's safe and it works.
Gemma Allen
>> Wow.
Matt Curl
>> And so I think at this time we're really excited. Most recently we acquired a company called Pocus. That was probably the last big thing that we announced. And I think we're always on the lookout for great talent, great teams. I think it's a great time for companies like ours to bring in different ideas, different perspectives. And so that's certainly the pathway that we're on right now.
Gemma Allen
>> Well, in times like this, we hear a lot about this aspocalypse and horizontal integration and what that means in the tech stack. It's certainly wonderful to hear that companies like yours are growing and are also being honored by groups like the Aging Conference here in New York. So Matt, close us out. Tell us what's ahead for you and the team over the next six to 12 months and what are the big goals, I guess, as you plan for the future and especially in this agentic era we're entering in.
Matt Curl
>> Yeah. Over the next six to 12 months, I think so much is going to continue to change with AI. It's moving at a very rapid pace. With Apollo, we're going to continue pushing on our mission, which is making world-class go-to-market accessible to everyone. For us, specifically what that means, we are becoming the system of action and the system of execution. We're pulling more data in from customers than ever before. We're providing more data than ever before, and we're building a lot more functionality in our product to send messages. There's different mediums and channels that we're going to be exposing and going into that I'm very excited to talk about in the near future. And with our AI system and our LLM capabilities, we're only just getting started. Literally yesterday, we deployed our model context protocol through ChatGPT, seeing a larger growth in there as well. And so we are meeting customers where they want to be. So there's a brand new era of customers emerging that want to pilot go-to-market through command line interface, CLIs. We're going to meet them right there where they are and we're excited to see that growth continue. So it's just an exciting time in technology generally and we're pumped and I love sales and marketing teams and we're excited to just meet them where they want to be.
Gemma Allen
>> Well, Matt, we certainly wish you all the best and look forward to seeing you and some of your team here in New York next week. Thanks so much for coming on theCUBE.
Matt Curl
>> Thanks, Gemma. I'm looking forward to it. Thank you for having me.
Gemma Allen
>> I'm Gemma Allen here at theCUBE Studio at the New York Stock Exchange. This is part of our program with NYSE Wired. We're covering all things agentic AI in the AI Agent Conference happening here in New York next week. Thanks for watching.
>> Welcome back to theCUBE Studio here at the New York Stock Exchange. This is part of our program with NYSE Wired. And next week, we are covering the AI Agent Conference here in New York. Joining me now is one of the honorees, Matt Curl, CEO of Apollo.io. Welcome, Matt. So Matt, for those who aren't familiar, talk to me a little bit about Apollo.io and exactly what it is that you guys do.
Matt Curl
>> Yeah. Apollo.io, been around for a long time. We are democratizing go-to-market. So if you do a complex sales and marketing, or if you don't even know how to do complex sales and marketing, and you're trying to learn how to deploy the most world-class tool, that's what Apollo.io does. And we help businesses of all sorts of sizes all around the world become experts at sales and marketing.
Gemma Allen
>> Wow.
Matt Curl
>> That's the heart of what our product does and it's really powerful, and AI has been just a massive accelerant for our business.
Gemma Allen
>> So democratizing go-to-market, I mean, that sounds like a big and complex mission. Talk to me a little bit about what exactly that means in practice. Are you guys like an additional add-on to a CRM system? Are you like a system of action, system of record? Give me the kind of specifics, I guess, how you guys actually play in the broader kind of tech stack.
Matt Curl
>> Great question. I think if you think about modern go-to-market or even next-gen go-to-market, it's predicated on a Salesforce or a HubSpot ecosystem. So you have a CRM. Then, you have a lot of tools. You probably buy 10 or 15 different pieces of software. You have complex tooling, and then you have Salesforce administrators, RevOps teams, that's a lot of my background, that pull those together and make it work. We've been able to do that all in one platform. So what we're finding with our customers is that they are able to just use Apollo and just Apollo. And so their sales teams, for example, can just go into Apollo and do everything that you would typically want to do in a really advanced use case. And that's the democratization. You don't have to have a complex CRM and a RevOps team and buy 15 different tools to take advantage of all of the power of what our product does. We've been able to build that in one product called Apollo.io, and that's what teams use it for. So that's what we mean by democratization, and it's really, really incredible. It's helping customers, even very small customers, do what's historically only been possible by the largest, most well-capitalized tech companies.
Gemma Allen
>> Wow. Okay. Interesting. And you say you're AI-first, right? I mean, I think in this time and day, a lot of folks claim to be AI-first, but what does that actually mean from the perspective of Apollo.io and specifically in the kind of GTM landscape?
Matt Curl
>> Yeah. In the GTM landscape, you're absolutely right. Everybody's claiming AI first. They're putting a lot of AI products to work. I think when I think about that, for me, it means not just recommendations. When I think about sellers, what they're yearning for is not just another AI tool to nag them all day or tell them what to do or tell them what they missed. What they're really looking for is AI that can actually operate and execute actions. And that's what we mean by AI first. So we've shifted this narrative away from an AI assistive tool that can just tell you what to do instead to an AI execution infrastructure. What that means, for example, is you could literally talk to our AI assistant, ask it to build you a multi-step email campaign and have it converted into the local language of the person that you're sending it to in real time. And it will not just go build that. It will actually execute the actions for you and take action. And that's really incredible. And that's the big part of what we think about with AI is it's not just telling you what to do, it has to be an execution framework. And that's what we're finding is a big difference maker for us and what teams are really looking for. They're looking for ways to augment their work, not just simply nag them all day.
Gemma Allen
>> Wow. Okay. And then in that setting where you have this very, I guess, useful tool, giving you this intelligence and helping you, I guess, also create actual output from Signal, does it also create some sort of lead gen process? Is it directly engaged with some prospects or where does, I guess, the buck stop from the perspective of outreach and outbound, inbound sales opportunities?
Matt Curl
>> It can do all of that, which is really incredible. I mean, you can try our product for free. So if you all are listening and you're curious, you can go to Apollo.io, sign up for free. You'll see the AI assistant. You can literally just type into the assistant, build me a lead list of people that do reporting in New York. And it will find that entire list and it will pull it up in front of you. It will execute all the actions inside of the platform, bring you the list. You could then say, "Great, now let's go send an email campaign to them over the next three days. I want the first step to be an email, the second step to be a phone call, the third step to be an email." It will build that campaign for you, build all of it and start deploying it in real time, right in front of your eyes. It's pretty magical.
Gemma Allen
>> So it's interesting right now in that GTM landscape, especially as it relates to outreach, right? I feel like two things are happening at once and there's some way contradictory. We hear a lot about AI agents actually doing outreach for you, AI replacing system or sales development representatives, et cetera, right? At some of these large tech companies or enterprises broadly. And then we also hear a lot about, I guess, what you could call maybe bots and people feel like there's a lot of spam happening in certain locations like on LinkedIn, et cetera. What are your thoughts on the balance of those two worlds? Where do you think there is an opportunity to, yes, absolutely use AI to be more intelligible and to have a more efficient sales structure, but to make sure and include some level of human charisma and relationship management in the process?
Matt Curl
>> Well, we're finding, what I'm seeing from our customers, if they are trying to fully remove the humans from the loop on the sales cycle, I'm not seeing that that's generating superior results at this time. What I'm generally finding are companies that are going AI as an assistive motion to their humans where the human's still in the loop, it's able to read, comprehend, and understand. Those are the ones that are having much better results. I could talk about why and why that probably is. I'll give a very simple example. You can imagine a world where you just deploy agents to try to learn what's the optimal way to make somebody open an email and get a meeting with your company. Then they show up. Your sales team has no idea how they got there, what the messaging was and they show up to the call. That's going to kill your conversion in a different part of the funnel where you totally fumble that first interaction with that customer. That doesn't work in practice. So what I'm finding and what we're seeing with our customers is that really it's the assistive motion with the human in the loop that's producing superior results. And I think that's going to be true for quite a while. That's not obviously true in every case and every circumstance, but if you want to kind of see what I see behind the scenes, that's generally the trend that I'm observing.
Gemma Allen
>> Wow. So Matt, in terms of the company commercials where you're asking a funding perspective, you said at the very start, you guys have been around a while. Set out the stall for me here. How mature is this company and where are you guys at in terms of your AOR and I guess even raising, right? Are you guys in active rounds?
Matt Curl
>> We're well capitalized at this time. We've done really well. We've grown multiple times of revenue since our last round. Our last public round was $1.6 billion. That was several years back. We have far exceeded the revenue at that time and we are only just accelerating. So what I can tell you is with the last 12 months of growth, it's been unprecedented at the company and we're off to an amazing start to this year. And I think that's a proof point that what people are looking for are the products that we're building. It's AI that can execute. It's AI that can grow with you. It's very, very clever ways to go approach the market and it does in a way that's safe and it works.
Gemma Allen
>> Wow.
Matt Curl
>> And so I think at this time we're really excited. Most recently we acquired a company called Pocus. That was probably the last big thing that we announced. And I think we're always on the lookout for great talent, great teams. I think it's a great time for companies like ours to bring in different ideas, different perspectives. And so that's certainly the pathway that we're on right now.
Gemma Allen
>> Well, in times like this, we hear a lot about this aspocalypse and horizontal integration and what that means in the tech stack. It's certainly wonderful to hear that companies like yours are growing and are also being honored by groups like the Aging Conference here in New York. So Matt, close us out. Tell us what's ahead for you and the team over the next six to 12 months and what are the big goals, I guess, as you plan for the future and especially in this agentic era we're entering in.
Matt Curl
>> Yeah. Over the next six to 12 months, I think so much is going to continue to change with AI. It's moving at a very rapid pace. With Apollo, we're going to continue pushing on our mission, which is making world-class go-to-market accessible to everyone. For us, specifically what that means, we are becoming the system of action and the system of execution. We're pulling more data in from customers than ever before. We're providing more data than ever before, and we're building a lot more functionality in our product to send messages. There's different mediums and channels that we're going to be exposing and going into that I'm very excited to talk about in the near future. And with our AI system and our LLM capabilities, we're only just getting started. Literally yesterday, we deployed our model context protocol through ChatGPT, seeing a larger growth in there as well. And so we are meeting customers where they want to be. So there's a brand new era of customers emerging that want to pilot go-to-market through command line interface, CLIs. We're going to meet them right there where they are and we're excited to see that growth continue. So it's just an exciting time in technology generally and we're pumped and I love sales and marketing teams and we're excited to just meet them where they want to be.
Gemma Allen
>> Well, Matt, we certainly wish you all the best and look forward to seeing you and some of your team here in New York next week. Thanks so much for coming on theCUBE.
Matt Curl
>> Thanks, Gemma. I'm looking forward to it. Thank you for having me.
Gemma Allen
>> I'm Gemma Allen here at theCUBE Studio at the New York Stock Exchange. This is part of our program with NYSE Wired. We're covering all things agentic AI in the AI Agent Conference happening here in New York next week. Thanks for watching.
Gemma Allen