Here's my take on what he was getting at:

Build vs. buy is an eternal question in enterprises. I remember many in-house data teams trying to build tools for "digital transformation" and cloud migration about 10 years ago. The challenge was, building those tools was more expensive than those enterprises could budget for (IT as cost center), so a startup like Snowflake would easily outcompete in-house solutions with their custom, cloud-based tech stack that was necessarily complex because it needed to serve the needs of thousands of customers.

If he's right, the build vs. buy equation has shifted more towards build, at least as far as enterprise software is concerned. IT is still a cost center, but in theory an internal team can now handle more requests for custom tools without looking to outside vendors. Essentially the cost of building in-house might be collapsing and therefore enterprise software startups will be serving fewer customers (who would all pay you more because if solving the problem was cheap they'd do it).

If you had to build a stack for dozens of customers paying huge amounts of money, how would that stack differ from the stack you'd build to serve thousands of customers? Certainly it wouldn't need to be as scalable! And that's probably what he's getting at. I think what you'd do instead, to capture those higher price point customers, is solve their problems more specifically, in a higher value manner.

Many companies already do this, investing far more in field engineers than they do in their tech stack, since customization is essential.