Andrew Farah built the machine he warns about

The coffee shop was called Cafe Kubal, and it was several blocks away, which in Syracuse in the fall of 2013 meant several blocks of lake effect snow. Andrew Farah and his co-founders wanted to know whether there was a line before they made the walk. Density was the seventh side project to come out of the product studio they were running at the time. An earlier one was a drone you flew by holding your hand over a device shaped like a harmonica.

"We thought, well, how hard can it be to buy something that counts people?" Farah said on the CEO.com Podcast. "10 years later, I can tell you, nine years later I can tell you, counting people is one of the hardest problems I'll ever work on."

Twelve years on, Density designs its own radar sensors, roughly the size of a slightly wider Apple TV and a little thinner. They go into open space inside the largest corporate offices in the world and count the people in them without knowing who any of them are. The company raised $125 million at a $1.05 billion valuation in 2021. Its stated ambition is to measure all built space, everything ever built and everything still to be built.

By his own count, almost none of it is measured by anyone.

"Ninety-nine percent of the world's buildings are not measured," he said, framing it as the company's central unsolved problem. That is a remarkable thing to want. It is also, by his own account, a dangerous thing to want, and he says so out loud in rooms where nobody would make him. Speaking at the Axios What's Next summit, he warned that a rush to instrument buildings and cities could produce an accidental surveillance state, and added that it is not a world he would like to live in.

He is the person selling the sensors.

The fundamental problem

The economics he is selling against are stark enough that they do most of the persuading. There are 10.9 billion square feet of leased or owned office space in the United States, he said, and 41% of it sits vacant but paid for. That is 4.4 billion square feet of untouched conference rooms and desks, a figure Density uses in its own accounting of the problem, and roughly $300 billion a year on space nobody occupies. Some of that empty space gets cleaned five to eight times a day. Those are the pre-pandemic numbers.

What changed in 2020 was not the waste. It was the scrutiny.

"CFOs and C-level teams started looking at their portfolios and saying, 'What are we going to do with all this space? Are people coming back?'" Farah said. Real estate teams could not say. Then someone asked the prior question, out of curiosity, about how many people had been using the office before the pandemic, and it turned out nobody could answer that either. They had run some surveys.

"They said, 'You've got to be kidding me. This is a billion dollar asset. How do we not know its performance?'"

Privacy is how Density gets in the door, and it is an engineering decision rather than a policy page. "We don't hand-wave at privacy," Farah said. "The systems we design, even if we were compromised, you can't get personally identifiable information off of our systems. It's physically impossible because of the sensors that we decided to build, which are anonymous at source." He is pointed about the alternative. "They call them optical sensors, but what they really are are cameras and they take photographs of whether or not you're at your desk and then they send that data back and they send it back in an anonymized format, but it's ultimately an anonymized image. In our case, we don't know." If a person has a reasonable expectation to privacy, he said, they ought to have it.

Ask him what Density is actually solving, and he will not say people counting. He says distribution, and he means it as the general case. Every company has the same question about how it will reach customers, and a company that fails to answer it can have the best product in the world and lose. Anonymity is a distribution answer, because it lets hardware go into rooms a camera never could. So is a public API, because occupancy data is worth most sitting next to other data. So is refusing the long tail. "We really focus on customers who can buy once and deploy thousands of times or tens of thousands of times," he said. "We will have a customer who will buy and they'll sign a million dollar contract, and they will grow by 3X, and we will have only covered five or 6% of their portfolio."

The pieces have accumulated accordingly. Density acquired Nashi and built a workplace reservation product around it, bought the Paris team behind Prevision.io and added sales and marketing teams in Dublin and London, and shipped Waffle, a $149 sensor that a customer sticks to a wall in about three minutes with no technician and no ladder. The radar has also wandered outside the office. It now powers an elder care assistant that tells a family whether a parent living alone got up this morning.

Teams are not families

Farah passed along a piece of advice about how a founder knows whether they are keeping up with their own company. If you look back at what you believed three months ago and don't find something that strikes you as stupid, then either you are not changing fast enough or the company isn't. "In either case you're fired," he said, and he meant it as a diagnostic rather than a threat. Change is the point of a startup, which makes change the founder's job.

He is unsentimental about where founders lose that job. They fall in love with one function, usually the one they arrived loving, and the rest of the company gets built anyway, by other people. He cited Dick Costolo telling him that when you do not know what to do, the work is the constitution and construction of the team, and Steven Miles telling him he is in the people business and should not forget it.

"Teams are not families," he said. "Teams tend to be designed to solve particular problems. As time passes, those problems change." Saying that plainly gives a leader the standing to have the hard conversation later.

In August 2024, Density consolidated into an in-person company. Thirty-six employees were offered relocation to San Francisco. Eighteen kept working remotely. Fifteen roles were eliminated. Farah wrote the note himself and published it so other companies could recruit the people leaving. The reasoning was the same one he gives on the podcast: that a company selling products to in-person companies should live in the reality it sells into.

He still interviews every finalist, which his recruiting team has told him is a bottleneck. He is not there to assess skill and defers to the function on that. He is there for values, and Density has three. Be humble, seek feedback, always solve the fundamental problem. He describes them as a chain rather than a poster. Humility makes you seek feedback; feedback makes you willing to be wrong; and being willing to be wrong lets you solve the fundamental problem, which is the only thing that matters.

His advice on writing values down is to wait a year or two. "Values, when you write them down, or you talk about them, they tend to be best or most useful or stickiest when they are observations of your team when they are at their best," he said. Density does not always clear its own bar, he added. It aspires to.

Asked how a CEO gets a team to catch up to a vision it cannot yet see, he rejected the premise. The team is not behind. The job is to share context, and what gets called teamwork is really three things stacked in order: context at the top, covering capital and market and mission and competitors, then priorities that flow from the context, then sequence that flows from the priorities. The stack is useful mostly as a diagnostic. When a team is arguing about sequence, back up to priorities. When it is arguing about priorities, the priorities are usually fine, and the context is missing.

Every episode of the CEO.com Podcast ends on the same question, built on the belief that the chances one gives matter as much as the chances one takes.

Farah's list ran long. Liz Liddy, the dean of the Syracuse iSchool, who let him design his own second year and graduate with a functioning company already running. Her son John Liddy. Jonathan Trist, an early investor. Jason Calacanis. Mark Suster, who led the Series A. Founders Fund, which led the Series B. And his five co-founders, Rob Grazioli, Brian Weinreich, Jordan Messina, Steve VonDeak, and Ben Redfield. Six people started Density, and all six stayed six years.

Then he turned the answer into an instruction. Open doors for other founders without asking for anything back, and do it with enough force that the meeting actually happens. He described introductions he still gets from early investors who attach a joke to the email, threatening never to introduce the recipient to anyone again if they fail to find time within three days. The joke does the work of putting the founder on second base before they walk in.

"You could say no all you want when someone asks for an intro," Farah said. "But when you do one, do one over the top."

00:00:00 The Origin of Density
00:03:00 Post-Pandemic Commercial Real Estate Trends
00:05:20 Prioritizing Privacy in Spatial Analytics
00:07:20 Solving the Distribution Problem
00:11:26 The Playbook for Raising Venture Capital
00:13:20 Embracing Change as a Founder
00:15:25 Hiring for Weaknesses and Building Teams
00:17:57 Recruiting for Values and Cultural Addition
00:22:20 Setting Context and Teamwork Dynamics
00:26:01 Opening Doors for Other Founders

WEBVTT

00:00:09.810 --> 00:00:12.402
Andrew,<00:00:10.328> thank<00:00:10.636> you<00:00:10.733> so<00:00:11.041> much<00:00:11.446> for<00:00:11.608> coming<00:00:11.867> on<00:00:12.013> the<00:00:12.094> show.

00:00:12.742 --> 00:00:14.038
Really<00:00:13.017> appreciate<00:00:13.876> it.

00:00:15.010 --> 00:00:18.315
You've<00:00:15.189> built<00:00:15.577> quite<00:00:15.820> the<00:00:15.901> company<00:00:16.225> here,<00:00:16.404> a<00:00:16.485> really<00:00:16.728> interesting<00:00:17.133> company<00:00:17.603> in<00:00:17.781> density.

00:00:18.940 --> 00:00:23.964
Tell<00:00:19.101> us<00:00:20.244> why<00:00:20.662> or<00:00:20.888> how<00:00:21.307> or,<00:00:21.790> you<00:00:21.886> know,<00:00:22.096> what—<00:00:23.400> why<00:00:23.625> density?

00:00:24.028 --> 00:00:25.107
How<00:00:24.125> did<00:00:24.286> you<00:00:24.366> come<00:00:24.527> up<00:00:24.672> with<00:00:24.769> this<00:00:24.930> idea?

00:00:27.796 --> 00:00:36.746
Well,<00:00:28.197> we<00:00:28.294> wanted<00:00:28.567> to<00:00:28.631> know<00:00:29.097> how<00:00:29.338> busy<00:00:29.644> our<00:00:29.740> favorite<00:00:29.981> coffee<00:00:30.302> shop<00:00:30.543> was,<00:00:31.250> and<00:00:31.974> it<00:00:32.054> was<00:00:32.295> really<00:00:32.616> irritating<00:00:33.420> that<00:00:33.597> we<00:00:33.757> couldn't<00:00:34.802> remotely<00:00:35.364> know<00:00:35.750> whether<00:00:35.894> or<00:00:35.927> not<00:00:36.087> there<00:00:36.184> was<00:00:36.328> a<00:00:36.489> line.

00:00:38.470 --> 00:00:42.299
And<00:00:39.310> we<00:00:39.455> were<00:00:39.633> in<00:00:39.778> upstate<00:00:40.069> New<00:00:40.182> York<00:00:40.441> where<00:00:40.505> there's<00:00:40.699> a<00:00:40.748> lot<00:00:40.861> of<00:00:40.926> snow,<00:00:41.491> lake<00:00:41.669> effect<00:00:41.911> snow.

00:00:42.848 --> 00:00:47.324
And<00:00:43.365> so<00:00:43.592> walking<00:00:44.076> several<00:00:44.464> blocks<00:00:44.820> was<00:00:44.965> a<00:00:45.046> bit<00:00:45.207> more<00:00:45.434> of<00:00:45.466> a<00:00:45.595> pain<00:00:46.015> than,<00:00:46.565> than<00:00:46.678> in<00:00:46.823> California.

00:00:49.712 --> 00:00:54.203
And<00:00:50.078> so<00:00:50.494> we<00:00:50.577> thought,<00:00:50.810> well,<00:00:50.993> how<00:00:51.142> hard<00:00:51.392> can<00:00:51.541> it<00:00:51.624> be<00:00:51.807> to<00:00:52.823> to<00:00:53.064> buy<00:00:53.304> something<00:00:53.545> that<00:00:53.625> counts<00:00:53.946> people.

00:00:54.668 --> 00:00:59.850
And<00:00:55.069> 10<00:00:55.230> years<00:00:55.470> later,<00:00:55.711> I<00:00:55.775> can<00:00:55.952> tell<00:00:56.096> you,<00:00:56.353> 9<00:00:56.577> years<00:00:56.738> later,<00:00:56.978> I<00:00:56.994> can<00:00:57.139> tell<00:00:57.299> you<00:00:58.037> counting<00:00:58.326> people's<00:00:58.583> one<00:00:58.679> of<00:00:58.743> the<00:00:58.775> hardest<00:00:59.000> problems<00:00:59.321> I'll<00:00:59.449> ever<00:00:59.545> work<00:00:59.738> on.

00:01:00.299 --> 00:01:01.567
So<00:01:01.086> that's<00:01:01.230> the<00:01:01.310> background.

00:01:02.449 --> 00:01:15.477
And<00:01:02.513> the<00:01:02.610> idea<00:01:02.834> is<00:01:02.995> it<00:01:03.027> has<00:01:03.267> a<00:01:03.332> small<00:01:03.749> sensor<00:01:04.535> at<00:01:04.679> the<00:01:04.840> doorway<00:01:06.123> leading<00:01:06.380> into<00:01:06.556> a<00:01:06.621> venue,<00:01:08.129> and<00:01:08.241> it<00:01:08.305> kind<00:01:08.546> of<00:01:08.626> like<00:01:08.931> lets<00:01:09.252> that<00:01:09.508> venue<00:01:10.150> know<00:01:10.776> kind<00:01:10.952> of<00:01:11.177> real<00:01:11.498> time<00:01:12.059> how<00:01:12.172> many<00:01:12.476> people<00:01:12.877> are<00:01:13.102> entering<00:01:13.744> or<00:01:13.984> exiting<00:01:14.642> the,<00:01:14.963> the<00:01:15.124> business.

00:01:15.605 --> 00:01:16.696
I<00:01:15.621> mean,<00:01:15.765> that's<00:01:16.070> one<00:01:16.311> application.

00:01:16.792 --> 00:01:17.899
Obviously<00:01:16.969> that's<00:01:17.209> not<00:01:17.594> all<00:01:17.771> of<00:01:17.851> it.

00:01:19.600 --> 00:01:27.819
Yeah,<00:01:20.389> so<00:01:21.147> the<00:01:22.114> market<00:01:22.517> we<00:01:22.629> serve,<00:01:24.064> sort<00:01:24.225> of<00:01:24.306> initial<00:01:24.708> market<00:01:24.950> that<00:01:25.031> we<00:01:25.111> serve,<00:01:25.756> has<00:01:26.175> evolved<00:01:26.562> over<00:01:26.723> time,<00:01:26.981> and<00:01:27.061> so<00:01:27.287> too<00:01:27.384> has<00:01:27.529> the<00:01:27.609> technology.

00:01:28.524 --> 00:01:32.321
So<00:01:29.039> we<00:01:29.151> actually<00:01:29.538> design<00:01:30.503> custom<00:01:31.147> radar<00:01:31.887> sensors.

00:01:32.739 --> 00:01:35.459
There's<00:01:33.641> actually<00:01:33.946> one<00:01:34.268> here<00:01:34.445> in<00:01:34.670> the<00:01:35.233> booth.

00:01:35.990 --> 00:01:37.100
It's<00:01:36.134> about,<00:01:36.472> about<00:01:36.698> this<00:01:36.939> big.

00:01:38.837 --> 00:01:43.339
And<00:01:39.660> kind<00:01:39.805> of<00:01:39.886> looks<00:01:40.063> like<00:01:40.289> a<00:01:41.677> slightly<00:01:42.145> wider<00:01:42.871> Apple<00:01:43.113> TV.

00:01:44.142 --> 00:01:45.071
A<00:01:44.366> little<00:01:44.526> bit<00:01:44.767> thinner.

00:01:46.529 --> 00:01:54.140
And<00:01:47.010> they<00:01:47.042> get<00:01:47.170> installed<00:01:48.452> in<00:01:48.612> sort<00:01:48.804> of<00:01:49.013> open<00:01:49.253> space<00:01:49.669> inside<00:01:49.974> of<00:01:50.134> large<00:01:50.711> offices<00:01:51.672> or<00:01:51.832> large<00:01:52.153> corporate<00:01:52.457> real<00:01:52.569> estate,<00:01:52.874> large<00:01:53.114> real<00:01:53.242> estate<00:01:53.675> portfolio.

00:01:54.620 --> 00:01:56.767
And<00:01:54.668> we<00:01:54.732> measure<00:01:55.117> how<00:01:55.277> humans<00:01:55.662> use<00:01:56.222> those<00:01:56.399> buildings.

00:01:57.504 --> 00:02:12.677
So<00:01:58.001> we<00:01:58.081> don't,<00:01:58.401> we<00:01:58.466> don't<00:01:58.642> really<00:01:58.882> focus<00:01:59.347> on<00:01:59.843> the<00:02:00.084> coffee<00:02:00.340> shop,<00:02:01.510> bar,<00:02:01.750> restaurant<00:02:02.487> where<00:02:02.647> we,<00:02:03.128> you<00:02:03.208> know,<00:02:03.288> of<00:02:03.384> our<00:02:03.609> origins,<00:02:04.169> we,<00:02:04.394> we<00:02:04.490> really<00:02:04.650> focus<00:02:05.035> on<00:02:05.131> some<00:02:05.227> of<00:02:05.355> the<00:02:05.387> largest<00:02:05.692> companies<00:02:06.076> in<00:02:06.156> the<00:02:06.236> world<00:02:06.493> who<00:02:06.637> have,<00:02:06.893> you<00:02:07.774> know,<00:02:07.855> tens<00:02:08.159> of<00:02:08.255> millions,<00:02:08.592> in<00:02:08.640> some<00:02:08.816> cases,<00:02:09.136> hundreds<00:02:09.473> of<00:02:09.601> millions<00:02:09.921> of<00:02:09.953> square<00:02:10.178> feet<00:02:10.322> of<00:02:10.354> space<00:02:10.739> and<00:02:10.963> very<00:02:11.219> little<00:02:11.460> visibility<00:02:11.940> into<00:02:12.100> how<00:02:12.197> it's<00:02:12.405> used.

00:02:13.307 --> 00:02:16.515
And<00:02:13.469> we<00:02:13.566> deploy<00:02:13.874> the<00:02:13.971> infrastructure,<00:02:15.008> we<00:02:15.089> count<00:02:15.332> people<00:02:15.964> anonymously.

00:02:16.710 --> 00:02:18.249
We<00:02:16.774> don't<00:02:16.969> know<00:02:17.260> gender,<00:02:17.666> age,<00:02:17.811> or<00:02:17.844> ethnicity.

00:02:19.070 --> 00:02:26.640
And<00:02:19.263> in<00:02:19.344> real<00:02:19.505> time,<00:02:19.828> we<00:02:19.909> serve<00:02:20.086> that<00:02:20.232> data<00:02:20.474> back<00:02:20.781> to<00:02:21.039> analytics<00:02:21.475> systems,<00:02:22.007> back<00:02:22.266> to<00:02:22.637> live<00:02:22.960> displays,<00:02:23.541> back<00:02:23.799> to<00:02:25.559> dynamic<00:02:25.962> janitorial.

00:02:26.834 --> 00:02:30.311
There's<00:02:26.996> like<00:02:27.173> a<00:02:27.238> whole<00:02:27.415> bunch<00:02:27.593> of<00:02:27.722> things<00:02:27.980> that<00:02:28.110> come<00:02:28.302> from<00:02:29.829> people<00:02:30.150> count.

00:02:31.436 --> 00:02:43.765
Have<00:02:31.580> you<00:02:31.612> noticed<00:02:31.982> like<00:02:32.239> companies<00:02:32.705> are<00:02:32.801> super<00:02:33.187> interested<00:02:33.508> in<00:02:33.621> this<00:02:33.830> data<00:02:34.473> even<00:02:35.276> more<00:02:35.533> so<00:02:35.919> post-COVID<00:02:37.220> when<00:02:37.381> they<00:02:37.510> start<00:02:37.707> thinking<00:02:37.937> about,<00:02:38.429> you<00:02:38.462> know,<00:02:38.610> the<00:02:39.087> remote<00:02:39.497> work<00:02:40.520> versus,<00:02:41.339> you<00:02:41.371> know,<00:02:41.660> in-office<00:02:42.158> work<00:02:42.640> versus<00:02:43.106> hybrid?

00:02:44.327 --> 00:02:55.500
Are<00:02:44.408> you<00:02:44.504> having<00:02:44.793> a<00:02:44.825> lot<00:02:45.034> of<00:02:45.114> those<00:02:45.291> types<00:02:45.612> of<00:02:45.693> discussions<00:02:46.255> where<00:02:46.657> these<00:02:46.817> companies<00:02:47.139> are<00:02:47.219> kind<00:02:47.364> of<00:02:47.444> tracking<00:02:47.926> like,<00:02:48.103> hey,<00:02:48.360> this<00:02:48.585> is,<00:02:49.211> you<00:02:49.292> know,<00:02:49.388> we<00:02:49.549> wanted<00:02:49.806> everybody<00:02:49.999> to<00:02:50.095> come<00:02:50.240> back<00:02:50.369> in<00:02:50.434> the<00:02:50.580> office,<00:02:51.392> half<00:02:51.668> of<00:02:51.733> them<00:02:51.912> are<00:02:52.204> actually—<00:02:52.610> are—<00:02:53.373> is<00:02:53.519> that,<00:02:53.698> is<00:02:53.827> that<00:02:54.006> kind<00:02:54.168> of<00:02:54.250> like<00:02:54.428> a<00:02:54.558> piece<00:02:55.061> of<00:02:55.143> it<00:02:55.224> as<00:02:55.370> well?

00:02:57.018 --> 00:02:57.679
Yeah.

00:02:58.114 --> 00:03:01.292
So<00:02:59.292> two<00:02:59.679> things<00:03:00.002> happened<00:03:00.340> as<00:03:00.421> a<00:03:00.486> result<00:03:00.695> of<00:03:00.744> the<00:03:00.889> pandemic.

00:03:02.050 --> 00:03:14.566
So,<00:03:02.276> so<00:03:02.421> first<00:03:02.744> off,<00:03:03.163> just<00:03:03.405> to<00:03:03.647> give<00:03:03.824> a<00:03:03.873> sense<00:03:04.050> of<00:03:04.083> scale<00:03:04.937> in<00:03:05.018> the<00:03:05.163> United<00:03:06.131> States,<00:03:06.454> there's<00:03:07.674> 10.9<00:03:08.351> billion<00:03:08.689> square<00:03:09.011> feet<00:03:09.639> of<00:03:09.896> leased<00:03:10.524> or<00:03:11.732> owned<00:03:13.020> and<00:03:13.745> occupied<00:03:14.179> space.

00:03:15.548 --> 00:03:18.532
So<00:03:15.709> that's<00:03:17.143> space<00:03:17.530> that<00:03:17.643> is<00:03:17.708> intended<00:03:18.176> to<00:03:18.209> be<00:03:18.338> used.

00:03:18.596 --> 00:03:26.317
10.9<00:03:19.242> billion<00:03:19.501> square<00:03:19.727> feet<00:03:19.888> of<00:03:20.115> office<00:03:20.292> space,<00:03:20.615> just<00:03:20.874> office<00:03:21.084> space,<00:03:21.423> about<00:03:22.990> 15<00:03:23.361> to<00:03:23.442> 17%<00:03:24.637> of<00:03:25.041> commercial<00:03:25.461> real<00:03:25.590> estate<00:03:25.881> in<00:03:25.946> the<00:03:25.994> United<00:03:26.220> States.

00:03:27.590 --> 00:03:29.123
4.4<00:03:28.494> billion<00:03:28.816> of<00:03:28.913> that.

00:03:29.656 --> 00:03:34.160
So<00:03:30.512> 41%<00:03:32.933> is<00:03:33.256> vacant<00:03:33.676> but<00:03:33.821> paid<00:03:34.063> for.

00:03:34.805 --> 00:03:38.449
Meaning<00:03:35.517> occupied,<00:03:36.165> paid<00:03:36.408> for,<00:03:36.829> leased,<00:03:36.991> so<00:03:37.234> forth,<00:03:37.477> but<00:03:37.720> literally<00:03:37.979> not<00:03:38.190> used.

00:03:38.513 --> 00:03:40.165
Conference<00:03:38.854> rooms,<00:03:39.113> desks,<00:03:39.663> untouched.

00:03:42.141 --> 00:03:45.116
It's<00:03:42.238> about<00:03:42.481> $300<00:03:42.966> billion<00:03:43.532> spent<00:03:43.919> every<00:03:44.081> year<00:03:44.178> on<00:03:44.340> space<00:03:44.566> that<00:03:44.728> nobody<00:03:44.970> uses.

00:03:45.956 --> 00:03:47.734
Space<00:03:46.182> that<00:03:46.296> gets<00:03:46.506> cleaned<00:03:47.007> many<00:03:47.168> times<00:03:47.492> a<00:03:47.556> day.

00:03:48.041 --> 00:03:50.450
In<00:03:48.235> some<00:03:48.445> cases,<00:03:48.769> 5<00:03:49.593> to<00:03:49.819> 8<00:03:49.981> times<00:03:50.304> a<00:03:50.337> day.

00:03:50.789 --> 00:03:57.292
If<00:03:51.048> you,<00:03:51.290> if<00:03:51.371> you<00:03:51.420> sort<00:03:51.604> of<00:03:51.654> talk<00:03:51.705> to<00:03:51.872> some<00:03:52.124> folks<00:03:52.376> that<00:03:55.799> those<00:03:56.045> numbers<00:03:56.373> are<00:03:56.521> all<00:03:56.619> pre-pandemic.

00:03:58.441 --> 00:04:01.300
So<00:03:58.589> when<00:03:58.655> the,<00:03:59.000> when<00:03:59.082> the<00:03:59.164> pandemic<00:03:59.722> hit,<00:04:00.120> Everybody<00:04:00.520> went<00:04:00.740> home.

00:04:01.300 --> 00:04:05.100
All<00:04:01.301> those,<00:04:01.920> you<00:04:02.020> know,<00:04:02.420> we<00:04:02.421> had,<00:04:02.860> we<00:04:02.861> had<00:04:03.260> waste,<00:04:03.680> extraordinary<00:04:04.100> waste<00:04:04.460> of<00:04:04.720> space.

00:04:05.100 --> 00:04:07.750
Nearly<00:04:05.220> half<00:04:05.500> of<00:04:05.680> space<00:04:05.880> was<00:04:06.060> vacant<00:04:06.420> but<00:04:06.540> paid<00:04:06.760> for<00:04:07.200> pre-pandemic.

00:04:08.180 --> 00:04:10.060
Those<00:04:08.400> numbers<00:04:08.620> only<00:04:08.820> got<00:04:09.020> worse<00:04:09.260> after<00:04:09.560> the<00:04:09.700> pandemic.

00:04:10.060 --> 00:04:11.020
So<00:04:10.220> everybody<00:04:10.320> goes<00:04:10.520> home.

00:04:11.280 --> 00:04:19.500
And<00:04:11.500> the<00:04:11.620> two<00:04:11.740> things<00:04:11.920> that<00:04:12.120> happened<00:04:12.380> were<00:04:12.700> A,<00:04:13.680> CFOs<00:04:14.180> and<00:04:14.340> C-level<00:04:14.640> teams<00:04:14.960> started<00:04:15.200> looking<00:04:15.380> at<00:04:15.680> their<00:04:16.080> portfolios<00:04:16.700> and<00:04:16.960> saying,<00:04:17.400> you<00:04:17.440> know,<00:04:18.240> what<00:04:18.420> are<00:04:18.520> we<00:04:18.600> going<00:04:18.660> to<00:04:18.740> do<00:04:18.820> with<00:04:18.940> all<00:04:19.080> this<00:04:19.200> space?

00:04:19.600 --> 00:04:20.790
Are<00:04:19.700> people<00:04:19.880> coming<00:04:20.140> back?

00:04:21.750 --> 00:04:26.000
And<00:04:22.300> real<00:04:23.400> estate<00:04:23.620> teams<00:04:23.840> said,<00:04:24.060> you<00:04:24.140> know,<00:04:24.180> we're<00:04:24.280> not<00:04:24.400> entirely<00:04:24.740> sure,<00:04:25.020> but<00:04:25.120> we've<00:04:25.280> done<00:04:25.400> some<00:04:25.600> surveys.

00:04:26.260 --> 00:04:28.620
And<00:04:26.540> they<00:04:26.660> said,<00:04:26.900> well,<00:04:27.000> out<00:04:27.140> of<00:04:27.280> curiosity,<00:04:27.760> totally<00:04:28.040> makes<00:04:28.360> sense.

00:04:28.620 --> 00:04:29.600
We've<00:04:28.680> never<00:04:28.820> had<00:04:28.920> a<00:04:29.000> pandemic<00:04:29.260> before.

00:04:29.600 --> 00:04:34.752
Out<00:04:29.720> of<00:04:29.860> curiosity,<00:04:30.917> How<00:04:31.014> many,<00:04:32.206> how<00:04:32.271> many<00:04:32.367> people<00:04:32.545> were<00:04:32.706> using<00:04:32.931> the<00:04:33.092> office<00:04:33.270> before<00:04:34.301> the<00:04:34.397> pandemic?

00:04:35.122 --> 00:04:36.685
And<00:04:35.187> the<00:04:35.283> answer<00:04:35.525> was,<00:04:35.751> you<00:04:35.783> know,<00:04:35.928> we're<00:04:36.008> not<00:04:36.137> entirely<00:04:36.492> sure.

00:04:36.798 --> 00:04:37.829
We've<00:04:36.959> been<00:04:37.120> doing<00:04:37.297> some<00:04:37.458> surveys.

00:04:39.292 --> 00:04:40.006
I<00:04:39.341> said,<00:04:39.438> you<00:04:39.519> gotta<00:04:39.665> be<00:04:39.827> kidding<00:04:39.973> me.

00:04:40.071 --> 00:04:41.141
This<00:04:40.184> is<00:04:40.233> a<00:04:40.330> billion-dollar<00:04:40.881> asset.

00:04:41.789 --> 00:04:42.584
How<00:04:41.886> do<00:04:41.951> we<00:04:42.032> not<00:04:42.194> know<00:04:42.292> its<00:04:42.389> performance?

00:04:45.265 --> 00:04:53.161
So<00:04:46.042> essentially<00:04:46.365> scrutiny<00:04:47.417> on<00:04:47.482> this<00:04:47.660> very<00:04:48.064> valuable<00:04:48.534> asset<00:04:49.423> fundamentally<00:04:50.249> shifted<00:04:50.961> as<00:04:51.058> a<00:04:51.074> result<00:04:51.397> of<00:04:51.462> the<00:04:51.543> pandemic<00:04:51.948> because<00:04:52.271> the<00:04:52.352> buildings<00:04:52.676> emptied<00:04:52.983> out.

00:04:53.566 --> 00:04:57.642
And<00:04:53.646> the<00:04:53.711> second<00:04:54.035> thing<00:04:54.132> is<00:04:54.375> they've<00:04:55.766> been<00:04:55.895> trying<00:04:56.073> to<00:04:56.154> figure<00:04:56.461> out<00:04:56.623> how<00:04:56.720> to<00:04:57.125> bring<00:04:57.287> people<00:04:57.513> back.

00:04:58.182 --> 00:05:04.546
And,<00:04:59.464> and<00:04:59.545> so<00:04:59.865> a<00:04:59.945> lot<00:05:00.009> of<00:05:00.106> the<00:05:00.186> companies<00:05:00.490> that<00:05:00.571> we<00:05:00.667> work<00:05:00.907> with<00:05:01.869> really<00:05:02.190> are<00:05:02.334> measuring<00:05:02.735> the<00:05:02.831> engagement<00:05:03.328> of<00:05:03.456> people<00:05:03.713> in<00:05:03.873> physical<00:05:04.178> space.

00:05:04.755 --> 00:05:09.981
You<00:05:05.091> know,<00:05:05.172> what<00:05:05.300> happens<00:05:05.636> when<00:05:05.781> you<00:05:06.518> turn<00:05:06.759> up,<00:05:06.919> turn<00:05:07.143> off<00:05:07.256> a<00:05:07.320> floor<00:05:07.785> and<00:05:07.961> increase<00:05:08.426> the<00:05:08.506> critical<00:05:08.827> mass<00:05:09.227> on<00:05:09.404> other<00:05:09.564> floors?

00:05:10.045 --> 00:05:15.223
That<00:05:10.494> has<00:05:10.622> a<00:05:10.766> big<00:05:11.007> impact<00:05:11.504> on<00:05:11.568> what<00:05:11.712> it<00:05:11.808> feels<00:05:12.193> like<00:05:12.370> to<00:05:12.514> be<00:05:12.610> in<00:05:12.690> office<00:05:13.716> and<00:05:13.876> the<00:05:13.957> trust<00:05:14.213> that<00:05:14.373> builds<00:05:14.614> between<00:05:14.935> teams.

00:05:15.335 --> 00:05:19.006
And<00:05:15.415> so<00:05:16.057> we<00:05:16.201> work<00:05:16.361> with<00:05:16.409> a<00:05:16.522> lot<00:05:16.698> of<00:05:16.762> groups<00:05:17.083> who<00:05:17.179> are,<00:05:17.500> who<00:05:17.580> are<00:05:17.660> trying<00:05:17.852> to<00:05:17.884> solve<00:05:18.141> the<00:05:18.205> same<00:05:18.461> basic<00:05:18.766> problem.

00:05:20.065 --> 00:05:23.399
How<00:05:20.225> do<00:05:20.289> you<00:05:20.385> make<00:05:20.626> sure<00:05:20.930> your<00:05:21.171> technology<00:05:22.373> is<00:05:22.614> used<00:05:22.934> for<00:05:23.110> good?

00:05:23.988 --> 00:05:30.845
How<00:05:24.085> do<00:05:24.150> you<00:05:24.246> make<00:05:24.472> sure,<00:05:24.892> like,<00:05:26.505> you<00:05:26.602> know,<00:05:26.812> I<00:05:26.908> could,<00:05:27.134> I<00:05:27.150> could<00:05:27.312> see<00:05:27.473> some<00:05:27.634> privacy<00:05:28.118> concerns<00:05:29.893> around<00:05:30.232> the<00:05:30.361> technology.

00:05:32.980 --> 00:05:33.076
Yeah.

00:05:33.351 --> 00:05:38.602
So<00:05:35.031> to<00:05:35.128> begin<00:05:35.419> with,<00:05:36.744> we<00:05:36.889> don't<00:05:37.212> hand<00:05:37.519> wave<00:05:38.020> at<00:05:38.165> privacy.

00:05:40.246 --> 00:05:49.737
So<00:05:41.662> the<00:05:41.743> systems<00:05:42.231> we<00:05:42.329> design,<00:05:43.289> even<00:05:43.484> if<00:05:43.614> we<00:05:43.777> were<00:05:43.939> compromised,<00:05:46.407> you<00:05:46.571> can't<00:05:47.145> get<00:05:47.801> personally<00:05:48.113> identifiable<00:05:48.769> information<00:05:49.229> off<00:05:49.278> of<00:05:49.442> our<00:05:49.524> systems.

00:05:50.402 --> 00:06:01.369
It's<00:05:50.627> physically<00:05:50.964> impossible<00:05:51.687> because<00:05:51.944> of<00:05:52.634> the<00:05:52.731> sensors<00:05:53.293> that<00:05:53.373> we<00:05:53.517> decided<00:05:53.855> to<00:05:53.935> build,<00:05:54.256> which<00:05:54.481> are<00:05:55.203> anonymous<00:05:56.327> at<00:05:56.408> source,<00:05:57.532> which<00:05:57.644> is<00:05:57.853> very<00:05:58.110> different<00:05:58.591> than<00:05:58.672> a<00:05:58.688> lot<00:05:58.929> of<00:05:59.009> other<00:05:59.153> systems,<00:05:59.635> which<00:05:59.780> are<00:05:59.876> actually<00:06:00.133> not<00:06:00.422> anonymous<00:06:00.839> at<00:06:00.920> source.

00:06:01.626 --> 00:06:03.216
They<00:06:01.722> get<00:06:01.867> anonymized<00:06:02.605> in<00:06:02.750> transit.

00:06:04.548 --> 00:06:17.519
So<00:06:05.560> you<00:06:05.592> have<00:06:05.737> sort<00:06:05.897> of<00:06:06.122> op—<00:06:06.363> they<00:06:06.443> call<00:06:06.604> them<00:06:06.844> optical<00:06:07.166> sensors,<00:06:07.583> but<00:06:07.728> what<00:06:07.840> they<00:06:07.968> really<00:06:08.225> are<00:06:08.290> are<00:06:08.948> cameras<00:06:09.992> and<00:06:10.088> they<00:06:10.152> take<00:06:10.393> photographs<00:06:10.955> of<00:06:11.019> whether<00:06:11.196> or<00:06:11.228> not<00:06:11.340> you're<00:06:11.437> at<00:06:11.517> your<00:06:11.613> desk<00:06:11.999> and<00:06:12.063> then<00:06:12.159> they<00:06:12.239> send<00:06:12.464> that<00:06:12.625> data<00:06:12.801> back<00:06:13.139> and<00:06:13.203> they<00:06:13.283> send<00:06:13.460> it<00:06:13.524> back<00:06:13.781> in<00:06:13.861> sort<00:06:13.990> of<00:06:14.070> an<00:06:14.150> anonymized<00:06:14.712> format,<00:06:15.130> but<00:06:15.290> it's<00:06:15.693> it's<00:06:15.859> ultimately<00:06:16.606> an<00:06:16.689> anonymized<00:06:17.270> image.

00:06:20.054 --> 00:06:20.844
In<00:06:20.119> our<00:06:20.280> case,<00:06:20.538> we<00:06:20.602> don't<00:06:20.779> know.

00:06:21.584 --> 00:06:34.045
And<00:06:21.729> so<00:06:24.645> we<00:06:24.790> actually<00:06:25.128> fly<00:06:25.772> through<00:06:26.400> a<00:06:26.497> lot<00:06:26.738> of<00:06:26.899> the<00:06:27.463> sort<00:06:27.946> of<00:06:28.011> security<00:06:28.591> and<00:06:28.720> liability<00:06:29.236> concerns<00:06:30.107> of<00:06:30.349> large<00:06:30.591> corporations<00:06:31.011> because<00:06:31.398> we<00:06:31.495> value<00:06:32.060> individual<00:06:32.608> privacy<00:06:33.044> so<00:06:33.738> deeply.

00:06:34.787 --> 00:06:39.292
And<00:06:34.884> the<00:06:35.029> rubric<00:06:35.432> for<00:06:35.529> that<00:06:35.787> is<00:06:36.013> if<00:06:36.110> a<00:06:36.239> person<00:06:36.562> has<00:06:36.739> a<00:06:36.901> reasonable<00:06:37.369> expectation<00:06:38.095> to<00:06:38.160> privacy,<00:06:38.560> they<00:06:38.787> ought<00:06:38.961> to<00:06:39.048> have<00:06:39.240> it.

00:06:41.507 --> 00:06:42.699
So<00:06:41.527> that's<00:06:42.330> number<00:06:42.571> one.

00:06:42.747 --> 00:06:45.718
Number<00:06:42.988> two,<00:06:43.614> we<00:06:43.647> try<00:06:43.791> to<00:06:43.871> give<00:06:44.032> the<00:06:44.112> data<00:06:44.289> back<00:06:44.578> to<00:06:44.674> the<00:06:44.755> people<00:06:44.980> that<00:06:45.076> are<00:06:45.156> in<00:06:45.220> the<00:06:45.285> space.

00:06:45.782 --> 00:06:59.963
So<00:06:46.345> we<00:06:46.377> try<00:06:46.537> not<00:06:46.842> to<00:06:46.923> be<00:06:47.083> just<00:06:47.404> of<00:06:47.710> use<00:06:48.368> to<00:06:48.529> the<00:06:49.894> folks<00:06:50.279> that<00:06:50.375> manage<00:06:50.697> the<00:06:50.841> portfolio<00:06:51.516> or<00:06:51.580> the<00:06:51.660> buildings,<00:06:52.463> but<00:06:52.608> also<00:06:52.800> to<00:06:52.929> the<00:06:53.009> people<00:06:53.250> that<00:06:53.346> are<00:06:53.411> trying<00:06:53.587> to<00:06:53.652> find<00:06:54.230> conference<00:06:54.551> rooms<00:06:54.776> that<00:06:54.872> are<00:06:54.952> available,<00:06:56.639> trying<00:06:56.815> to<00:06:56.879> find<00:06:57.120> desks<00:06:57.506> that<00:06:57.618> are<00:06:57.682> available,<00:06:58.084> trying<00:06:58.245> to<00:06:58.325> find<00:06:58.710> sort<00:06:58.823> of<00:06:58.887> the<00:06:58.967> amenities<00:06:59.449> and<00:06:59.529> assets.

00:07:00.011 --> 00:07:02.227
And<00:07:00.091> so,<00:07:01.135> and<00:07:01.216> we<00:07:01.296> show<00:07:01.521> them<00:07:01.617> what<00:07:01.681> the<00:07:01.762> sensor<00:07:02.018> sees.

00:07:02.918 --> 00:07:09.455
So<00:07:03.207> we're<00:07:03.287> very<00:07:03.608> transparent<00:07:04.026> about<00:07:04.170> what<00:07:04.283> we<00:07:04.427> build,<00:07:05.070> very<00:07:05.246> transparent<00:07:05.728> about<00:07:06.499> who<00:07:06.676> we're<00:07:06.756> trying<00:07:06.917> to<00:07:06.981> serve,<00:07:07.238> which<00:07:07.398> is<00:07:07.479> ultimately<00:07:08.346> the<00:07:08.426> people<00:07:08.667> that<00:07:08.764> are<00:07:08.828> using<00:07:09.069> the<00:07:09.165> building.

00:07:10.194 --> 00:07:18.272
And<00:07:10.354> we<00:07:10.451> found<00:07:11.013> that<00:07:11.415> people<00:07:11.672> find<00:07:12.042> the<00:07:12.138> system<00:07:13.022> really<00:07:13.263> cool,<00:07:13.745> really<00:07:13.986> fun<00:07:14.163> to<00:07:14.243> work<00:07:14.468> with,<00:07:14.854> and<00:07:15.191> they<00:07:15.271> choose<00:07:15.593> Density<00:07:15.994> because<00:07:16.959> we<00:07:17.103> care<00:07:17.280> so<00:07:17.441> deeply<00:07:17.650> about<00:07:17.863> privacy.

00:07:20.153 --> 00:07:21.242
How<00:07:20.267> have<00:07:20.430> you<00:07:20.576> grown<00:07:20.820> the<00:07:20.966> business?

00:07:21.307 --> 00:07:24.931
How<00:07:21.535> has<00:07:21.713> it<00:07:21.941> grown<00:07:22.380> and<00:07:22.510> evolved<00:07:24.167> since<00:07:24.395> you<00:07:24.476> started<00:07:24.882> it?

00:07:27.563 --> 00:07:37.852
Well,<00:07:27.872> when<00:07:28.034> we<00:07:28.132> announced<00:07:29.269> that<00:07:29.431> we<00:07:29.577> had<00:07:29.740> built<00:07:29.983> a<00:07:30.065> people<00:07:30.324> counter<00:07:30.974> and<00:07:31.234> an<00:07:31.364> API,<00:07:32.680> we<00:07:37.740> Sorry.

00:07:38.400 --> 00:07:39.672
Oh<00:07:38.496> yeah,<00:07:39.221> you're<00:07:39.398> good.

00:07:39.849 --> 00:08:05.665
When<00:07:39.962> we<00:07:40.187> announced<00:07:40.896> that<00:07:41.073> we<00:07:41.234> built<00:07:41.540> a<00:07:41.717> people<00:07:41.942> counter<00:07:42.200> and<00:07:42.345> API,<00:07:42.683> we<00:07:42.828> got<00:07:42.989> flooded<00:07:43.472> with<00:07:43.520> sort<00:07:43.891> of<00:07:44.133> inbound<00:07:44.847> and<00:07:45.349> the<00:07:47.539> one<00:07:47.782> of<00:07:47.928> the<00:07:48.025> groups<00:07:48.430> that,<00:07:49.079> I<00:07:49.095> mean,<00:07:49.225> we<00:07:49.322> heard<00:07:49.549> from<00:07:49.712> all<00:07:49.825> sorts<00:07:50.133> of<00:07:50.166> different<00:07:50.377> sectors,<00:07:51.080> but<00:07:51.819> one<00:07:51.915> of<00:07:51.996> the<00:07:52.076> groups<00:07:52.381> that<00:07:52.478> we<00:07:52.622> heard<00:07:52.863> from<00:07:53.426> was<00:07:55.933> corporate<00:07:56.238> offices,<00:07:56.800> workplaces,<00:07:58.166> and<00:07:58.343> their<00:07:58.520> message<00:07:58.986> was,<00:07:59.854> you<00:07:59.886> know,<00:08:02.889> We've<00:08:03.049> been<00:08:03.130> trying<00:08:03.322> to<00:08:03.370> solve<00:08:03.531> this<00:08:03.675> problem<00:08:03.932> for<00:08:04.012> 15<00:08:04.398> years,<00:08:05.232> 20<00:08:05.441> years.

00:08:06.002 --> 00:08:08.923
We've<00:08:06.099> been<00:08:06.323> repurposing<00:08:06.821> retail<00:08:07.062> technology<00:08:08.169> over<00:08:08.265> and<00:08:08.346> over<00:08:08.506> and<00:08:08.586> over<00:08:08.747> again.

00:08:09.004 --> 00:08:12.502
I've<00:08:09.132> got<00:08:09.292> a<00:08:10.111> locker<00:08:10.576> full<00:08:10.817> of<00:08:11.058> broken<00:08:11.395> devices<00:08:11.812> that<00:08:11.956> don't<00:08:12.181> work.

00:08:13.401 --> 00:08:21.072
And<00:08:14.460> so<00:08:14.605> we,<00:08:14.829> so<00:08:15.246> we<00:08:15.327> went<00:08:15.503> out<00:08:15.584> and<00:08:15.648> had<00:08:15.792> some<00:08:15.888> conversations<00:08:16.996> and<00:08:17.975> we<00:08:18.135> learned<00:08:18.681> in<00:08:18.761> the<00:08:18.841> process<00:08:19.339> how<00:08:19.885> massive<00:08:20.446> the<00:08:20.543> problem<00:08:20.928> was.

00:08:22.388 --> 00:08:33.961
So<00:08:22.533> I<00:08:22.549> would<00:08:22.629> say<00:08:22.789> that<00:08:23.175> the<00:08:23.351> early<00:08:23.688> days<00:08:24.234> of<00:08:24.940> how<00:08:25.261> we<00:08:25.357> determined<00:08:25.935> market<00:08:26.400> was<00:08:26.561> very<00:08:26.802> much<00:08:27.428> going<00:08:27.604> and<00:08:27.684> talking<00:08:28.021> to<00:08:28.086> customers,<00:08:28.727> going<00:08:28.952> to<00:08:29.048> talk,<00:08:29.434> going<00:08:29.562> to<00:08:29.610> talking<00:08:29.915> to<00:08:30.060> to<00:08:30.332> prospects<00:08:31.376> and<00:08:31.456> just<00:08:31.617> trying<00:08:31.874> to<00:08:31.938> be<00:08:32.034> students<00:08:32.661> of<00:08:32.805> the<00:08:32.902> problems<00:08:33.447> that<00:08:33.608> they<00:08:33.769> had.

00:08:35.133 --> 00:08:37.510
And<00:08:35.230> that<00:08:35.455> really<00:08:35.792> refined<00:08:37.140> our<00:08:37.221> approach.

00:08:37.638 --> 00:08:44.366
It<00:08:37.783> really<00:08:37.895> refined<00:08:38.345> who<00:08:39.003> we<00:08:39.083> thought<00:08:40.609> of<00:08:41.251> as<00:08:41.347> a<00:08:41.412> customer<00:08:42.279> and<00:08:43.322> ultimately<00:08:43.643> it<00:08:43.676> shaped<00:08:43.900> our<00:08:43.981> product.

00:08:44.960 --> 00:09:00.946
So<00:08:45.345> our<00:08:45.731> goal,<00:08:46.373> just<00:08:46.534> to<00:08:46.630> be,<00:08:47.096> you<00:08:47.128> know,<00:08:47.995> kind<00:08:48.139> of<00:08:48.236> explicit,<00:08:49.279> and<00:08:49.424> I<00:08:49.440> know<00:08:49.520> we're<00:08:49.600> talking<00:08:49.825> about<00:08:50.564> our<00:08:50.805> particular<00:08:51.110> company<00:08:51.351> and<00:08:51.447> we<00:08:51.527> should<00:08:51.607> probably<00:08:51.816> be<00:08:51.848> talking<00:08:52.073> about<00:08:52.507> eventually<00:08:52.828> sort<00:08:52.988> of<00:08:53.053> the<00:08:53.133> meta<00:08:53.374> of<00:08:53.615> like<00:08:53.775> building<00:08:54.096> companies,<00:08:54.498> but<00:08:56.472> Our<00:08:56.617> goal<00:08:56.795> is<00:08:56.876> to<00:08:56.956> measure<00:08:57.409> all<00:08:57.505> built<00:08:57.683> space,<00:08:59.104> everything<00:08:59.427> ever<00:08:59.605> built,<00:09:00.235> everything<00:09:00.493> to<00:09:00.655> be<00:09:00.736> built.

00:09:02.570 --> 00:09:06.394
Large<00:09:02.827> corporate<00:09:03.148> office<00:09:03.566> is<00:09:03.646> an<00:09:03.952> excellent<00:09:04.514> place<00:09:04.755> to<00:09:04.851> begin<00:09:05.253> for<00:09:05.414> a<00:09:05.478> whole<00:09:05.719> host<00:09:05.960> of<00:09:06.041> reasons.

00:09:06.700 --> 00:09:19.359
And<00:09:06.780> so<00:09:08.049> one<00:09:08.226> of<00:09:08.323> the<00:09:08.467> things<00:09:08.773> that<00:09:08.869> was<00:09:09.030> important<00:09:09.431> for<00:09:09.592> us<00:09:09.817> was<00:09:09.930> being<00:09:10.155> able<00:09:10.299> to<00:09:10.396> justify<00:09:10.942> how<00:09:11.360> market<00:09:11.730> selection<00:09:12.808> solves<00:09:13.355> the<00:09:13.452> distribution<00:09:14.031> problem<00:09:14.820> because<00:09:15.287> every<00:09:15.544> company<00:09:16.671> has<00:09:16.832> the<00:09:16.896> same<00:09:18.586> fundamental<00:09:18.988> question.

00:09:19.407 --> 00:09:20.099
How<00:09:19.568> are<00:09:19.632> you<00:09:19.713> going<00:09:19.777> to<00:09:19.809> get<00:09:19.874> customers?

00:09:20.490 --> 00:09:22.003
Like,<00:09:20.606> how<00:09:20.689> do<00:09:20.756> you<00:09:20.855> solve<00:09:21.171> the<00:09:21.255> distribution<00:09:21.753> problem?

00:09:22.407 --> 00:09:24.362
And<00:09:22.827> there<00:09:22.892> are<00:09:22.940> a<00:09:22.989> lot<00:09:23.167> of<00:09:23.231> ways<00:09:23.473> to,<00:09:23.651> to<00:09:23.780> attack<00:09:24.120> that.

00:09:25.073 --> 00:09:30.469
But<00:09:25.735> it's<00:09:27.125> a—<00:09:27.496> companies<00:09:27.755> that<00:09:27.835> don't<00:09:27.981> solve<00:09:28.223> the<00:09:28.255> distribution<00:09:28.708> problem<00:09:28.950> can<00:09:29.015> have<00:09:29.128> the<00:09:29.225> best<00:09:29.435> product<00:09:29.693> in<00:09:29.758> the<00:09:29.839> world<00:09:29.984> and<00:09:30.033> it<00:09:30.097> doesn't<00:09:30.372> matter.

00:09:31.689 --> 00:09:32.535
How<00:09:31.821> have<00:09:31.937> you<00:09:32.037> solved<00:09:32.418> it?

00:09:35.940 --> 00:09:39.238
Well,<00:09:36.053> we<00:09:36.118> haven't<00:09:36.344> solved<00:09:36.619> it<00:09:36.684> yet,<00:09:37.233> but<00:09:37.880> we've<00:09:38.155> got<00:09:38.365> lots<00:09:38.478> of<00:09:38.608> hypotheses.

00:09:39.578 --> 00:09:43.410
We've<00:09:39.659> got<00:09:39.739> lots<00:09:39.998> of<00:09:40.127> hypotheses<00:09:40.790> on,<00:09:41.033> you<00:09:41.065> know,<00:09:41.372> 99%<00:09:41.938> of<00:09:42.084> the<00:09:42.165> world's<00:09:42.423> buildings<00:09:42.763> are<00:09:42.827> not<00:09:43.070> measured.

00:09:43.474 --> 00:09:50.969
So<00:09:43.781> we<00:09:43.959> have<00:09:44.040> not<00:09:44.186> solved<00:09:44.452> that<00:09:44.635> distribution<00:09:45.183> problem,<00:09:46.097> but<00:09:50.630> Anonymity.

00:09:51.147 --> 00:09:53.912
So<00:09:51.390> there's<00:09:51.551> a<00:09:51.616> bunch<00:09:51.875> of<00:09:51.939> things<00:09:52.117> that<00:09:52.263> contribute<00:09:52.667> to<00:09:52.748> solving<00:09:53.023> the<00:09:53.087> distribution<00:09:53.637> problem.

00:09:54.042 --> 00:10:01.433
Anonymity<00:09:55.497> allows<00:09:56.225> you<00:09:56.257> to<00:09:56.403> bypass<00:09:56.969> a<00:09:57.049> lot<00:09:57.227> of<00:09:57.292> the<00:09:57.373> limitations<00:09:57.955> of<00:09:58.084> deploying<00:09:58.424> product<00:09:58.828> into<00:09:59.475> places<00:09:59.798> where<00:09:59.879> there's<00:10:00.041> a<00:10:00.090> reasonable<00:10:00.429> expectation<00:10:00.931> of<00:10:00.996> privacy.

00:10:02.550 --> 00:10:05.205
Building<00:10:02.955> an<00:10:03.036> API<00:10:03.521> that<00:10:03.602> people<00:10:03.845> can<00:10:03.991> use<00:10:04.266> so<00:10:04.492> they<00:10:04.573> can<00:10:04.800> integrate<00:10:05.156> it.

00:10:05.302 --> 00:10:07.714
People<00:10:05.528> count's<00:10:05.787> really<00:10:06.030> relevant<00:10:06.516> in<00:10:06.581> the<00:10:06.662> context<00:10:07.147> of<00:10:07.228> other<00:10:07.390> data.

00:10:11.144 --> 00:10:14.395
Building<00:10:11.451> visual<00:10:11.791> systems<00:10:12.664> so<00:10:12.826> that<00:10:13.004> people<00:10:13.311> really<00:10:13.489> trust<00:10:13.975> the<00:10:14.056> system.

00:10:14.460 --> 00:10:17.933
You<00:10:14.610> You<00:10:14.642> know,<00:10:14.787> to<00:10:14.868> be<00:10:14.964> clear,<00:10:15.222> like,<00:10:15.464> we<00:10:15.594> don't<00:10:16.094> replace<00:10:16.561> an<00:10:16.594> existing<00:10:17.061> utilization<00:10:17.610> system.

00:10:18.255 --> 00:10:21.385
Like,<00:10:18.368> we're<00:10:18.529> not<00:10:18.739> like<00:10:18.917> a,<00:10:19.868> the<00:10:19.901> next<00:10:20.384> utilization<00:10:20.949> system.

00:10:21.578 --> 00:10:24.095
We're,<00:10:22.207> we're<00:10:22.320> usually<00:10:22.707> new<00:10:23.014> infrastructure<00:10:23.595> for<00:10:23.756> a<00:10:23.837> building.

00:10:24.143 --> 00:10:24.772
So<00:10:24.191> there's<00:10:24.337> a<00:10:24.385> lot<00:10:24.450> of<00:10:24.493> education.

00:10:28.710 --> 00:10:43.396
Really<00:10:29.034> focusing<00:10:29.454> on<00:10:29.535> customers<00:10:30.020> who<00:10:30.101> can<00:10:30.263> buy<00:10:30.570> once<00:10:30.829> and<00:10:30.910> deploy<00:10:31.314> thousands<00:10:31.735> of<00:10:31.800> times<00:10:32.447> or<00:10:32.511> tens<00:10:32.786> of<00:10:32.851> thousands<00:10:33.255> of<00:10:33.320> times<00:10:34.695> and<00:10:35.455> not<00:10:35.843> going<00:10:36.151> after<00:10:36.571> the<00:10:36.733> long<00:10:37.121> tail<00:10:37.396> of<00:10:37.510> customers<00:10:38.677> because<00:10:39.001> the<00:10:39.082> long<00:10:39.326> tail<00:10:39.553> of<00:10:39.634> customers<00:10:40.364> requires<00:10:40.947> sort<00:10:41.093> of<00:10:41.126> a<00:10:41.255> different<00:10:41.580> product<00:10:41.904> suite,<00:10:42.391> a<00:10:42.407> different<00:10:42.682> support<00:10:43.055> structure.

00:10:44.336 --> 00:10:45.527
There's<00:10:44.674> just<00:10:44.916> like<00:10:45.076> a<00:10:45.141> whole<00:10:45.398> dip.

00:10:45.575 --> 00:10:54.167
So<00:10:45.720> we<00:10:46.042> really<00:10:46.283> focus<00:10:46.685> on<00:10:46.846> this<00:10:47.409> particular<00:10:47.827> market,<00:10:48.213> which<00:10:48.374> is<00:10:48.519> workplace,<00:10:49.420> because<00:10:49.677> it<00:10:49.758> has<00:10:49.983> all<00:10:50.208> the<00:10:50.289> market,<00:10:50.852> all<00:10:51.029> the<00:10:51.270> markers<00:10:52.798> of<00:10:52.943> solving<00:10:53.281> the<00:10:53.410> distribution<00:10:53.845> problem.

00:10:54.634 --> 00:11:02.952
You<00:10:54.666> know,<00:10:54.972> we'll<00:10:55.182> have<00:10:55.230> a<00:10:55.279> customer<00:10:55.601> who<00:10:55.649> will<00:10:55.923> buy<00:10:56.825> and<00:10:56.906> they'll<00:10:57.309> sign<00:10:57.615> a,<00:10:58.598> you<00:10:58.936> know,<00:10:59.145> they'll<00:10:59.323> sign<00:10:59.419> a<00:10:59.484> million-dollar<00:10:59.887> contract<00:11:01.159> and<00:11:01.482> they<00:11:01.643> will<00:11:01.739> grow<00:11:02.127> by<00:11:02.224> 3x.

00:11:04.975 --> 00:11:09.085
And<00:11:05.201> we<00:11:06.172> will<00:11:06.334> have<00:11:06.496> only<00:11:06.755> covered<00:11:07.887> 5<00:11:08.130> or<00:11:08.162> 6%<00:11:08.599> of<00:11:08.632> their<00:11:08.777> portfolio.

00:11:10.190 --> 00:11:13.459
So<00:11:10.368> that,<00:11:10.530> that's<00:11:11.501> by<00:11:11.598> market<00:11:11.889> selection,<00:11:12.488> solving<00:11:12.763> the<00:11:12.795> distribution<00:11:13.281> problem.

00:11:13.524 --> 00:11:25.598
That's<00:11:13.685> kind<00:11:13.847> of<00:11:13.912> what<00:11:14.009> I<00:11:14.025> mean<00:11:14.333> is<00:11:14.478> like,<00:11:14.656> you<00:11:14.737> know,<00:11:14.786> you<00:11:14.915> sort<00:11:15.061> of<00:11:15.465> focus<00:11:15.854> on<00:11:15.935> the<00:11:16.097> things,<00:11:16.355> whether<00:11:16.517> it's<00:11:16.679> product<00:11:17.165> or<00:11:17.245> market<00:11:17.440> selection<00:11:17.812> or<00:11:17.974> pricing<00:11:18.378> or<00:11:18.459> whatnot<00:11:19.268> that<00:11:19.365> are<00:11:19.430> going<00:11:19.511> to<00:11:19.560> like<00:11:19.817> make<00:11:20.010> it<00:11:20.300> easier<00:11:20.558> to<00:11:20.703> distribute<00:11:21.343> the<00:11:21.363> product<00:11:22.893> to,<00:11:23.521> to<00:11:23.682> Evermore<00:11:24.020> coverage,<00:11:24.584> at<00:11:24.664> least<00:11:24.841> in<00:11:24.906> our<00:11:25.050> case,<00:11:25.228> coverage.

00:11:26.741 --> 00:11:30.005
How<00:11:26.902> have<00:11:27.015> you<00:11:27.079> thought<00:11:27.337> about<00:11:27.788> raising<00:11:28.126> capital<00:11:28.770> and<00:11:28.915> what<00:11:28.980> has<00:11:29.101> your<00:11:29.188> strategy<00:11:29.709> been<00:11:29.883> there?

00:11:34.151 --> 00:11:39.335
Well,<00:11:35.045> the<00:11:35.126> problem<00:11:35.841> with<00:11:35.955> raising<00:11:36.263> capital<00:11:36.653> is<00:11:36.735> that<00:11:36.897> like<00:11:37.141> for<00:11:37.222> founders,<00:11:37.710> you<00:11:37.742> know,<00:11:37.888> you<00:11:37.953> only<00:11:38.213> do<00:11:38.278> it<00:11:38.457> once<00:11:38.766> every<00:11:38.880> 18<00:11:39.026> to<00:11:39.091> 24<00:11:39.221> months.

00:11:40.539 --> 00:11:41.858
A<00:11:40.684> little<00:11:40.845> bit<00:11:40.989> longer<00:11:41.407> if<00:11:41.488> you're<00:11:41.633> lucky.

00:11:42.935 --> 00:11:55.699
And<00:11:43.080> so<00:11:44.301> venture<00:11:44.543> capitalists<00:11:45.025> are<00:11:45.170> experts,<00:11:45.507> they're<00:11:45.652> doing<00:11:45.829> it<00:11:45.909> all<00:11:46.054> the<00:11:46.134> time,<00:11:46.713> you<00:11:46.793> know,<00:11:47.758> but<00:11:47.919> founders<00:11:48.562> are,<00:11:49.835> you<00:11:49.996> lose<00:11:50.334> the<00:11:50.415> skillset,<00:11:51.059> the<00:11:51.140> muscle<00:11:51.478> that<00:11:51.623> you<00:11:51.849> build<00:11:52.896> during<00:11:53.137> that<00:11:53.798> intense<00:11:54.346> period<00:11:54.603> of<00:11:54.684> time<00:11:54.910> when<00:11:55.022> you're<00:11:55.119> raising<00:11:55.393> capital.

00:11:56.828 --> 00:12:09.522
And<00:11:57.008> I<00:11:57.074> remember<00:11:57.664> early<00:11:57.976> on,<00:12:00.048> you<00:12:00.307> know,<00:12:03.063> it<00:12:03.452> took<00:12:03.631> us<00:12:03.793> like<00:12:03.971> 6<00:12:04.279> months<00:12:04.522> to<00:12:04.684> raise<00:12:07.252> I<00:12:07.317> think<00:12:07.577> $850,000.

00:12:09.603 --> 00:12:10.754
It<00:12:09.911> was<00:12:10.008> like<00:12:10.154> our<00:12:10.251> first<00:12:10.559> round.

00:12:12.060 --> 00:12:19.967
And<00:12:14.980> I<00:12:14.996> think<00:12:15.222> our<00:12:15.384> last<00:12:15.706> round<00:12:16.691> we<00:12:16.836> raised<00:12:17.175> in,<00:12:19.192> in<00:12:19.353> 13<00:12:19.757> days.

00:12:20.951 --> 00:12:33.297
And<00:12:21.209> for<00:12:21.322> what<00:12:21.403> it's<00:12:21.500> worth,<00:12:21.934> the<00:12:22.176> work<00:12:22.482> that<00:12:22.578> went<00:12:22.755> into<00:12:22.997> those<00:12:23.303> 13<00:12:23.705> days,<00:12:23.946> the<00:12:24.091> prep<00:12:24.397> work<00:12:24.655> that<00:12:24.751> went<00:12:24.912> into<00:12:25.057> those<00:12:25.234> 13<00:12:25.637> days<00:12:26.587> was<00:12:28.116> at<00:12:28.277> least<00:12:28.599> 2<00:12:29.001> orders<00:12:29.275> of<00:12:29.404> magnitude<00:12:30.064> more<00:12:30.692> than<00:12:30.853> the<00:12:30.933> work<00:12:31.255> that<00:12:31.320> went<00:12:31.435> into<00:12:31.666> those<00:12:31.781> 6<00:12:32.094> months,<00:12:32.490> all<00:12:32.671> of<00:12:32.770> those<00:12:32.918> 6<00:12:33.165> months.

00:12:36.326 --> 00:12:44.302
And<00:12:36.422> so<00:12:36.567> like<00:12:37.049> really<00:12:37.371> refining<00:12:38.079> the<00:12:38.159> process,<00:12:39.462> it's<00:12:39.623> taken<00:12:39.864> a<00:12:39.928> lot<00:12:40.073> of<00:12:40.250> years<00:12:40.587> to<00:12:40.732> kind<00:12:40.893> of<00:12:41.054> like<00:12:42.517> lay<00:12:42.742> out<00:12:42.855> a<00:12:42.903> playbook<00:12:43.418> of<00:12:43.547> like<00:12:43.723> how<00:12:43.949> we<00:12:44.045> do<00:12:44.206> this.

00:12:44.367 --> 00:12:57.585
But<00:12:44.672> I<00:12:44.930> actually,<00:12:46.500> if<00:12:46.612> you,<00:12:47.097> there's<00:12:47.322> a,<00:12:49.259> if<00:12:49.291> you're<00:12:49.743> interested,<00:12:50.953> like<00:12:51.115> I<00:12:51.195> have,<00:12:51.437> I<00:12:51.615> actually<00:12:51.921> have<00:12:52.180> like<00:12:52.341> a<00:12:52.809> sort<00:12:52.970> of<00:12:53.051> like<00:12:53.551> a<00:12:53.713> doc<00:12:54.197> that<00:12:54.423> outlines<00:12:54.923> how<00:12:55.084> to<00:12:55.165> think<00:12:55.342> about<00:12:55.568> running<00:12:55.891> a<00:12:55.940> fundraising<00:12:56.302> process,<00:12:56.795> like<00:12:56.960> an<00:12:57.042> efficient<00:12:57.371> one.

00:12:58.425 --> 00:13:03.251
And<00:13:00.329> And<00:13:00.441> it's<00:13:00.586> just<00:13:00.730> because<00:13:00.923> it's<00:13:01.051> like<00:13:01.164> a<00:13:01.228> really<00:13:01.469> painful,<00:13:01.886> it's<00:13:02.127> a<00:13:02.255> really<00:13:02.432> painful<00:13:02.817> process.

00:13:03.315 --> 00:13:05.579
Like<00:13:03.492> you,<00:13:04.905> you<00:13:04.985> don't<00:13:05.162> enjoy<00:13:05.483> it.

00:13:05.659 --> 00:13:10.107
It's<00:13:05.948> a<00:13:05.981> distraction,<00:13:07.394> but<00:13:07.474> it's<00:13:07.634> fundamentally<00:13:08.068> necessary<00:13:08.614> to<00:13:08.758> building<00:13:09.176> venture<00:13:09.481> scale<00:13:09.658> businesses.

00:13:10.525 --> 00:13:13.286
And<00:13:10.605> I<00:13:10.621> think<00:13:10.846> venture<00:13:11.183> is<00:13:11.745> net<00:13:12.291> very<00:13:12.773> good<00:13:12.949> for<00:13:13.046> the<00:13:13.110> world.

00:13:13.351 --> 00:13:18.216
I<00:13:13.431> think<00:13:13.591> it's<00:13:13.672> an<00:13:13.752> extremely<00:13:14.394> important<00:13:14.796> part<00:13:14.972> of<00:13:15.037> the<00:13:15.117> world,<00:13:16.883> but<00:13:17.028> it<00:13:17.060> can<00:13:17.156> be<00:13:17.268> really<00:13:17.445> painful<00:13:17.830> for<00:13:17.911> founders.

00:13:19.516 --> 00:13:23.659
How<00:13:19.693> has<00:13:19.998> your<00:13:20.335> leadership<00:13:20.913> style<00:13:21.363> changed<00:13:22.647> as<00:13:22.808> the<00:13:23.065> company's<00:13:23.530> grown?

00:13:25.305 --> 00:13:27.415
Someone<00:13:25.776> gave<00:13:25.873> me<00:13:26.036> a<00:13:26.279> really<00:13:26.506> good<00:13:26.766> piece<00:13:26.993> of<00:13:27.025> advice.

00:13:27.756 --> 00:13:31.786
So<00:13:27.902> just<00:13:28.129> to<00:13:28.161> be<00:13:28.291> clear,<00:13:30.340> it's<00:13:30.420> sort<00:13:30.500> of<00:13:30.532> like<00:13:30.693> an<00:13:30.918> ever-evolving<00:13:31.657> thing.

00:13:32.059 --> 00:13:37.233
So<00:13:32.219> like<00:13:33.167> everything<00:13:33.569> I<00:13:33.666> say<00:13:33.826> should<00:13:34.067> be<00:13:34.148> taken<00:13:34.373> with<00:13:34.485> a<00:13:34.614> giant<00:13:34.871> grain<00:13:35.096> of<00:13:35.128> salt,<00:13:35.545> sort<00:13:36.333> of<00:13:36.461> interpret<00:13:36.863> as<00:13:36.943> you<00:13:37.024> may.

00:13:37.441 --> 00:13:54.576
But<00:13:38.550> I<00:13:38.807> got<00:13:38.904> this<00:13:39.113> phenomenal<00:13:39.627> piece<00:13:39.836> of<00:13:39.868> advice<00:13:40.820> where<00:13:42.111> they<00:13:42.175> essentially<00:13:42.530> said,<00:13:42.772> if<00:13:42.901> you<00:13:43.547> are<00:13:43.644> not<00:13:44.612> looking<00:13:45.015> back<00:13:45.273> at<00:13:45.402> your<00:13:45.499> decisions<00:13:46.387> or<00:13:46.613> your,<00:13:47.742> you<00:13:47.774> know,<00:13:47.903> your<00:13:48.016> opinions<00:13:48.726> 3<00:13:48.904> months<00:13:49.146> ago<00:13:49.340> and<00:13:49.529> thinking,<00:13:50.669> man,<00:13:50.833> that<00:13:50.898> was<00:13:50.996> really<00:13:51.111> stupid,<00:13:51.814> like<00:13:51.993> that<00:13:52.140> something<00:13:52.713> you<00:13:52.811> said<00:13:53.219> or<00:13:53.301> thought<00:13:53.775> was<00:13:53.955> really<00:13:54.135> stupid.

00:13:58.358 --> 00:13:59.277
One<00:13:58.519> of<00:13:58.600> two<00:13:58.680> things<00:13:58.858> is<00:13:58.938> happening.

00:13:59.648 --> 00:14:14.651
Either<00:14:01.679> you're<00:14:01.921> not<00:14:02.405> changing<00:14:02.969> fast<00:14:03.372> enough<00:14:03.775> with<00:14:03.936> your<00:14:04.081> company,<00:14:05.387> you're<00:14:05.564> not<00:14:05.710> growing<00:14:06.096> fast<00:14:06.290> enough<00:14:06.596> and<00:14:06.677> staying<00:14:06.935> ahead<00:14:07.144> of<00:14:07.177> your<00:14:07.290> company,<00:14:08.073> or<00:14:08.306> two,<00:14:11.985> your<00:14:12.066> company's<00:14:12.408> not<00:14:12.538> growing<00:14:12.782> fast<00:14:12.977> enough,<00:14:13.529> your<00:14:13.594> company's<00:14:13.920> not<00:14:14.001> changing<00:14:14.261> fast<00:14:14.489> enough.

00:14:15.074 --> 00:14:16.066
In<00:14:15.139> either<00:14:15.302> case,<00:14:15.578> you're<00:14:15.724> fired.

00:14:17.463 --> 00:14:26.512
You<00:14:17.498> know,<00:14:17.568> it's<00:14:17.902> a<00:14:17.972> little<00:14:18.165> bit<00:14:18.271> of<00:14:18.411> a<00:14:18.949> It's<00:14:19.322> a<00:14:19.338> little<00:14:19.500> bit<00:14:19.662> of<00:14:19.743> a<00:14:19.824> tongue-in-cheek<00:14:20.471> thing,<00:14:20.876> but<00:14:21.751> I<00:14:21.832> think<00:14:21.994> it's<00:14:22.107> a<00:14:22.172> phenomenal<00:14:23.370> way<00:14:23.548> of<00:14:23.710> thinking<00:14:23.969> about,<00:14:25.168> you<00:14:25.265> know,<00:14:25.961> run<00:14:26.059> the<00:14:26.204> exercise.

00:14:26.609 --> 00:14:32.638
Like,<00:14:26.771> think<00:14:27.014> 3<00:14:27.127> months<00:14:27.370> ago,<00:14:27.581> was<00:14:27.678> there<00:14:27.759> something<00:14:28.019> that<00:14:28.153> you<00:14:28.252> thought<00:14:29.501> that<00:14:29.734> you,<00:14:31.507> you<00:14:31.587> were<00:14:31.668> just<00:14:31.765> like,<00:14:31.911> man,<00:14:32.073> that<00:14:32.137> was<00:14:32.186> really<00:14:32.347> stupid.

00:14:32.719 --> 00:14:36.293
Like,<00:14:32.816> that's,<00:14:32.994> I<00:14:33.075> have<00:14:33.221> a<00:14:33.301> different<00:14:34.902> approach<00:14:35.404> to<00:14:35.485> how<00:14:35.646> I<00:14:35.727> might<00:14:35.889> do<00:14:36.051> that.

00:14:36.940 --> 00:14:37.959
And<00:14:37.005> it<00:14:37.037> could<00:14:37.134> be<00:14:37.199> small,<00:14:37.603> it<00:14:37.668> could<00:14:37.732> be<00:14:37.829> large.

00:14:39.307 --> 00:14:42.048
If<00:14:39.388> that's<00:14:39.699> happening,<00:14:40.204> it<00:14:40.351> means<00:14:40.612> you're<00:14:40.759> changing.

00:14:42.391 --> 00:14:45.975
And<00:14:42.880> change<00:14:43.305> is<00:14:43.615> actually<00:14:43.941> the<00:14:44.452> primary<00:14:44.949> objective<00:14:45.430> of<00:14:45.510> a<00:14:45.574> startup.

00:14:47.321 --> 00:14:52.531
And<00:14:47.802> it<00:14:47.882> just<00:14:48.043> so<00:14:48.139> happens<00:14:48.620> that<00:14:49.405> change<00:14:50.207> therefore<00:14:50.960> is<00:14:51.249> the<00:14:51.345> primary<00:14:51.666> function<00:14:52.051> of<00:14:52.147> a<00:14:52.211> founder.

00:14:53.509 --> 00:15:00.226
Otherwise,<00:14:54.696> company<00:14:54.952> scales<00:14:55.273> past<00:14:55.577> you<00:14:55.978> and<00:14:56.155> it's<00:14:56.315> really,<00:14:56.635> you<00:14:56.956> know,<00:14:57.357> the<00:14:57.437> company<00:14:57.678> becomes<00:14:57.998> more<00:14:58.078> important<00:14:59.184> and<00:14:59.377> it's<00:14:59.521> always<00:14:59.746> more<00:14:59.842> important.

00:15:00.339 --> 00:15:02.166
And<00:15:00.403> so<00:15:00.627> you<00:15:01.124> sort<00:15:01.285> of<00:15:01.349> replace<00:15:01.749> the<00:15:01.846> leader.

00:15:03.224 --> 00:15:09.765
So<00:15:03.369> founder<00:15:03.753> CEOs<00:15:04.892> that<00:15:05.052> last<00:15:05.597> all<00:15:05.773> the<00:15:05.853> way<00:15:06.014> through<00:15:06.415> to<00:15:06.575> like<00:15:06.751> scaled<00:15:08.258> public<00:15:08.579> companies<00:15:08.996> are<00:15:09.124> very<00:15:09.460> rare.

00:15:11.726 --> 00:15:21.024
But<00:15:11.823> they're<00:15:12.033> also<00:15:12.276> extremely<00:15:12.857> effective<00:15:13.729> and,<00:15:13.907> you<00:15:13.988> know,<00:15:14.165> there's<00:15:14.295> lots<00:15:14.488> of<00:15:14.569> examples<00:15:14.973> of<00:15:15.038> this,<00:15:15.361> but<00:15:17.299> yeah,<00:15:17.525> change,<00:15:18.042> sort<00:15:18.187> of<00:15:18.349> really<00:15:18.591> deeply<00:15:18.914> embracing<00:15:19.318> change<00:15:19.882> is<00:15:20.188> important.

00:15:21.716 --> 00:15:25.157
I<00:15:21.764> could<00:15:21.876> talk<00:15:22.053> about<00:15:22.150> specific<00:15:22.616> things<00:15:22.793> that<00:15:22.922> I've<00:15:23.083> done,<00:15:23.420> but<00:15:23.565> like,<00:15:23.822> I<00:15:23.887> think<00:15:24.047> that<00:15:24.208> that's<00:15:24.707> very<00:15:24.948> important.

00:15:25.495 --> 00:15:25.607
Yeah.

00:15:25.655 --> 00:15:27.135
What<00:15:25.816> specific<00:15:26.379> things<00:15:26.620> come<00:15:26.733> to<00:15:26.813> mind?

00:15:31.991 --> 00:15:35.439
There's<00:15:32.236> like<00:15:32.481> a,<00:15:33.298> you<00:15:33.380> have<00:15:33.625> this,<00:15:34.769> I<00:15:34.851> love<00:15:35.030> product.

00:15:36.040 --> 00:15:38.397
It's<00:15:36.433> very<00:15:36.744> easy<00:15:37.006> to<00:15:37.088> get<00:15:37.333> lost<00:15:37.660> in<00:15:37.726> the<00:15:37.890> thing<00:15:38.004> you<00:15:38.151> love.

00:15:40.044 --> 00:16:01.049
But<00:15:41.094> as<00:15:41.240> a<00:15:41.272> company's<00:15:42.081> CEO,<00:15:43.746> you<00:15:44.651> can<00:15:44.878> choose<00:15:45.298> sort<00:15:45.444> of<00:15:45.541> a<00:15:45.702> place<00:15:46.009> to<00:15:46.107> spike,<00:15:47.319> but<00:15:48.030> you<00:15:48.127> can<00:15:48.516> only<00:15:48.839> go<00:15:49.098> as<00:15:49.340> deep<00:15:49.502> on<00:15:49.582> that<00:15:49.759> spike<00:15:51.015> as<00:15:51.256> you<00:15:51.417> have<00:15:51.658> covered,<00:15:54.314> you<00:15:55.280> know,<00:15:58.231> your<00:15:58.329> weaknesses<00:15:59.300> and<00:15:59.397> you<00:15:59.527> cover<00:15:59.689> your<00:15:59.867> weaknesses<00:16:00.271> by<00:16:00.433> hiring<00:16:00.822> for<00:16:00.984> them.

00:16:02.439 --> 00:16:07.361
And<00:16:02.521> so<00:16:03.495> the,<00:16:04.372> I<00:16:04.486> got<00:16:05.526> this<00:16:05.688> great<00:16:05.932> piece<00:16:06.110> of<00:16:06.143> advice<00:16:06.354> from<00:16:06.500> Dick<00:16:06.646> Costolo<00:16:07.215> once.

00:16:07.458 --> 00:16:12.471
He<00:16:07.540> was<00:16:07.702> like,<00:16:08.240> your<00:16:08.336> job<00:16:08.899> when<00:16:09.060> you<00:16:09.301> don't<00:16:09.543> know<00:16:10.283> is<00:16:10.508> always<00:16:10.910> the<00:16:10.991> constitution<00:16:11.570> and<00:16:11.650> construction<00:16:12.149> of<00:16:12.213> the<00:16:12.294> team.

00:16:13.179 --> 00:16:13.452
That's<00:16:13.404> it.

00:16:13.565 --> 00:16:15.884
There's<00:16:15.045> another<00:16:15.270> guy<00:16:15.480> I<00:16:15.577> love.

00:16:16.062 --> 00:16:18.229
His<00:16:16.256> name's<00:16:16.903> Stephen<00:16:17.210> Miles.

00:16:18.730 --> 00:16:23.403
His<00:16:19.700> feedback<00:16:20.056> is<00:16:22.304> you<00:16:22.530> are<00:16:22.708> in<00:16:22.870> the<00:16:22.950> people<00:16:23.177> business.

00:16:23.985 --> 00:16:25.263
Like<00:16:24.228> Andrew,<00:16:24.471> you're<00:16:24.648> in<00:16:24.745> the<00:16:24.826> people<00:16:24.974> business.

00:16:25.654 --> 00:16:26.521
Do<00:16:25.739> not<00:16:26.079> forget<00:16:26.419> that.

00:16:26.886 --> 00:16:27.544
That<00:16:27.046> is<00:16:27.127> your<00:16:27.207> job.

00:16:28.026 --> 00:16:43.569
And<00:16:28.106> so<00:16:28.668> really<00:16:29.375> maniacally<00:16:29.953> focusing<00:16:30.659> on<00:16:30.820> curating<00:16:31.398> the<00:16:31.478> team<00:16:32.120> continuously,<00:16:34.063> you<00:16:35.107> know,<00:16:35.412> admitting<00:16:35.878> the<00:16:35.958> fact<00:16:36.440> that,<00:16:37.339> you<00:16:37.435> know,<00:16:37.740> teams<00:16:38.061> are<00:16:38.125> not<00:16:38.302> families,<00:16:38.704> teams<00:16:39.025> are<00:16:39.169> teams<00:16:39.972> and<00:16:40.534> teams<00:16:40.951> tend<00:16:41.257> to<00:16:41.289> be<00:16:41.433> designed<00:16:41.915> to<00:16:42.059> solve<00:16:42.557> particular<00:16:43.103> problems.

00:16:44.388 --> 00:16:46.908
And<00:16:44.468> as<00:16:44.644> time<00:16:45.046> passes,<00:16:45.768> those<00:16:45.993> problems<00:16:46.555> change.

00:16:47.551 --> 00:16:55.765
And<00:16:47.615> so<00:16:48.097> if<00:16:48.161> you're<00:16:48.578> upfront<00:16:49.060> and<00:16:49.205> earnest<00:16:49.622> with<00:16:49.718> your<00:16:49.847> team<00:16:50.585> that<00:16:50.826> we're<00:16:50.971> a<00:16:51.051> team,<00:16:51.549> not<00:16:51.709> a<00:16:51.725> family,<00:16:53.217> it<00:16:53.457> gives<00:16:53.714> you<00:16:53.794> the<00:16:53.954> latitude<00:16:54.435> to<00:16:54.499> have<00:16:54.980> hard<00:16:55.156> conversations.

00:16:56.518 --> 00:17:04.370
Like,<00:16:59.002> we,<00:16:59.242> you<00:16:59.418> know,<00:16:59.579> like<00:16:59.739> we've<00:16:59.963> leveled<00:17:00.348> people<00:17:01.309> who<00:17:01.646> were<00:17:02.030> on<00:17:02.191> the<00:17:02.271> executive<00:17:02.687> team<00:17:03.312> who<00:17:03.424> are<00:17:03.505> still<00:17:03.857> at<00:17:03.889> the<00:17:03.969> company.

00:17:05.411 --> 00:17:17.526
You<00:17:07.431> know,<00:17:07.735> we<00:17:07.895> like<00:17:08.120> made<00:17:08.376> decisions<00:17:08.937> that<00:17:09.081> allowed<00:17:09.337> us<00:17:09.482> to<00:17:09.578> speak<00:17:09.962> openly<00:17:10.283> with<00:17:10.443> people<00:17:10.940> and<00:17:11.036> say<00:17:11.196> like,<00:17:11.437> it's<00:17:11.597> not<00:17:11.837> about<00:17:12.462> you<00:17:12.767> not<00:17:13.023> being<00:17:13.568> excellent,<00:17:14.065> it's<00:17:14.225> about<00:17:14.770> where<00:17:14.930> the<00:17:15.026> company<00:17:15.427> is<00:17:15.587> and<00:17:15.683> sort<00:17:15.907> of<00:17:15.988> like<00:17:16.212> what<00:17:16.388> the<00:17:16.468> functions<00:17:16.933> are<00:17:16.965> that<00:17:17.093> you<00:17:17.189> require.

00:17:17.670 --> 00:17:26.639
And<00:17:17.766> so<00:17:18.599> Getting<00:17:18.938> good<00:17:19.100> at<00:17:19.181> that<00:17:19.424> was<00:17:19.521> something<00:17:19.925> that,<00:17:21.138> you<00:17:21.219> know,<00:17:21.284> I<00:17:21.300> spent<00:17:21.527> a<00:17:21.543> lot<00:17:21.721> of<00:17:21.818> time<00:17:22.012> on<00:17:22.352> or<00:17:22.497> try<00:17:22.675> to<00:17:23.161> spend<00:17:23.339> a<00:17:23.387> lot<00:17:23.501> of<00:17:23.549> time<00:17:23.792> on<00:17:24.601> and<00:17:25.571> very<00:17:25.685> much<00:17:25.927> a<00:17:25.976> work<00:17:26.089> in<00:17:26.154> progress.

00:17:28.019 --> 00:17:37.696
But<00:17:28.211> really<00:17:28.517> like<00:17:29.159> making<00:17:29.417> sure<00:17:29.641> you<00:17:29.738> don't<00:17:29.899> forget<00:17:30.220> the<00:17:30.300> team<00:17:30.477> because<00:17:30.718> if<00:17:30.798> you<00:17:30.943> don't,<00:17:31.763> if<00:17:31.843> you<00:17:31.923> focus<00:17:32.293> too<00:17:32.405> much<00:17:32.630> on<00:17:32.695> the<00:17:32.727> product,<00:17:33.080> you<00:17:33.128> focus<00:17:33.434> too<00:17:33.530> much<00:17:33.755> on<00:17:33.835> sales,<00:17:34.237> you<00:17:34.301> focus<00:17:34.639> too<00:17:34.767> much<00:17:34.944> on<00:17:34.976> like<00:17:35.185> one<00:17:35.362> thing,<00:17:35.908> what<00:17:36.005> ends<00:17:36.101> up<00:17:36.246> happening<00:17:36.567> is<00:17:36.712> the<00:17:36.808> company<00:17:37.130> gets<00:17:37.371> built.

00:17:38.200 --> 00:17:48.440
It<00:17:38.249> just<00:17:38.428> gets<00:17:38.671> built<00:17:39.809> without<00:17:40.199> you,<00:17:41.906> you<00:17:41.939> know,<00:17:42.329> and<00:17:43.451> that<00:17:43.792> is<00:17:44.020> a,<00:17:45.932> That's<00:17:46.482> how<00:17:46.579> founders<00:17:47.048> actually<00:17:47.453> tend<00:17:47.631> to<00:17:47.873> rotate<00:17:48.278> out.

00:17:48.537 --> 00:17:55.608
It's<00:17:48.763> how<00:17:48.828> CEOs<00:17:49.233> tend<00:17:49.346> to<00:17:49.427> rotate<00:17:49.734> out<00:17:49.977> is<00:17:50.058> they<00:17:51.271> go,<00:17:51.433> they<00:17:51.595> build<00:17:51.773> the<00:17:51.902> one<00:17:52.080> thing<00:17:52.404> and<00:17:52.485> they<00:17:53.051> forget<00:17:53.359> the<00:17:53.440> rest<00:17:53.698> of<00:17:53.779> it<00:17:53.860> and<00:17:53.941> it<00:17:54.022> gets<00:17:54.265> built,<00:17:54.507> just<00:17:54.685> gets<00:17:54.912> built<00:17:55.074> by<00:17:55.155> other<00:17:55.316> people.

00:17:57.493 --> 00:17:59.075
How<00:17:57.594> do<00:17:57.745> you<00:17:57.914> go<00:17:58.082> about<00:17:58.419> your<00:17:58.604> recruiting?

00:18:00.193 --> 00:18:01.274
What's<00:18:00.426> your<00:18:00.526> process<00:18:01.025> like?

00:18:03.473 --> 00:18:10.152
I<00:18:03.554> still<00:18:03.731> interview<00:18:04.200> every<00:18:04.362> candidate<00:18:05.963> or<00:18:06.545> every<00:18:06.707> final<00:18:07.758> candidate<00:18:08.049> who<00:18:08.098> sort<00:18:08.389> of<00:18:08.470> like<00:18:08.567> gets<00:18:08.809> through<00:18:09.618> the<00:18:09.699> process.

00:18:10.362 --> 00:18:15.760
I've<00:18:10.491> gotten<00:18:10.669> a<00:18:10.685> lot<00:18:10.847> of<00:18:10.912> flak<00:18:11.316> from<00:18:11.478> our<00:18:12.857> from<00:18:13.017> our<00:18:13.097> recruiting<00:18:13.595> team,<00:18:14.301> who<00:18:14.541> is<00:18:14.718> phenomenal,<00:18:15.343> by<00:18:15.440> the<00:18:15.600> way.

00:18:15.825 --> 00:18:22.210
We<00:18:15.905> have<00:18:15.985> an<00:18:16.049> amazing<00:18:16.402> recruiting<00:18:17.605> team<00:18:18.728> about<00:18:18.969> being<00:18:19.370> like<00:18:19.595> a,<00:18:19.915> like<00:18:20.092> a<00:18:20.172> gate<00:18:20.573> to<00:18:21.231> sort<00:18:21.456> of<00:18:21.536> like<00:18:21.792> moving<00:18:22.081> on.

00:18:22.402 --> 00:18:26.926
But<00:18:22.498> I<00:18:22.514> would<00:18:22.643> say<00:18:22.819> one<00:18:22.964> of<00:18:23.044> the<00:18:23.124> benefits<00:18:23.541> of<00:18:23.605> that<00:18:23.782> is<00:18:23.942> like<00:18:24.664> you<00:18:24.744> get<00:18:24.969> a<00:18:24.985> sense<00:18:25.771> it's<00:18:26.252> actually<00:18:26.413> a<00:18:26.429> two-way<00:18:26.669> street.

00:18:26.990 --> 00:18:36.776
You<00:18:27.070> know,<00:18:27.215> you<00:18:27.295> get<00:18:27.375> to<00:18:28.177> really<00:18:28.338> talk<00:18:28.578> about<00:18:29.397> with<00:18:29.798> the<00:18:29.942> person<00:18:31.306> why<00:18:31.562> the<00:18:31.707> company<00:18:32.108> exists<00:18:32.749> and<00:18:32.846> what<00:18:33.086> its<00:18:33.231> purpose<00:18:33.632> is<00:18:33.808> and<00:18:33.953> what<00:18:34.193> will<00:18:34.290> happen<00:18:34.675> if,<00:18:35.814> you<00:18:35.910> know,<00:18:36.118> you<00:18:36.199> don't<00:18:36.439> die.

00:18:37.642 --> 00:18:41.733
And<00:18:38.124> that<00:18:38.525> is,<00:18:39.022> that<00:18:39.102> can<00:18:39.247> be<00:18:39.343> really<00:18:39.664> invigorating<00:18:40.370> and<00:18:40.466> exciting<00:18:41.011> for<00:18:41.108> an<00:18:41.204> individual.

00:18:43.577 --> 00:18:49.300
And<00:18:43.738> if<00:18:43.898> you<00:18:43.978> don't<00:18:44.219> see<00:18:44.475> that<00:18:44.635> enthusiasm<00:18:45.517> from<00:18:45.758> a<00:18:45.822> person,<00:18:46.158> it<00:18:46.222> can<00:18:46.319> be<00:18:46.463> very<00:18:46.719> telling<00:18:47.361> as<00:18:47.521> to<00:18:47.601> whether<00:18:47.778> or<00:18:47.826> not<00:18:48.002> this<00:18:48.162> is<00:18:48.242> really<00:18:48.419> something<00:18:48.787> they<00:18:48.868> want<00:18:48.964> to<00:18:49.108> do.

00:18:49.605 --> 00:18:51.849
And<00:18:49.669> you<00:18:49.749> can<00:18:49.845> even<00:18:50.070> ask<00:18:50.310> them,<00:18:50.423> like,<00:18:50.583> is<00:18:50.647> this<00:18:50.727> something<00:18:51.032> that<00:18:51.112> you<00:18:51.208> really<00:18:51.433> want<00:18:51.689> to<00:18:51.721> do?

00:18:51.930 --> 00:19:03.584
You<00:18:52.010> know,<00:18:52.330> and<00:18:52.795> if<00:18:52.875> you<00:18:53.036> ask<00:18:53.292> it<00:18:53.372> in<00:18:53.468> a<00:18:53.533> way<00:18:53.693> that's<00:18:53.933> like<00:18:54.238> actually<00:18:54.655> earnest,<00:18:55.536> they'll<00:18:55.697> tell<00:18:55.921> you,<00:18:56.001> you<00:18:56.098> know,<00:18:56.322> they'll<00:18:56.899> be<00:18:56.995> like,<00:18:57.220> well,<00:18:57.621> you<00:18:57.701> know,<00:18:58.502> I<00:18:58.582> thought,<00:18:58.727> I<00:18:58.903> think<00:18:59.143> what<00:18:59.288> you're<00:18:59.368> doing<00:18:59.544> is<00:18:59.689> cool,<00:18:59.945> but<00:19:00.089> I<00:19:00.121> still<00:19:00.314> have<00:19:00.378> some<00:19:00.650> outstanding<00:19:01.051> questions,<00:19:01.612> you<00:19:01.708> know,<00:19:01.805> and<00:19:01.869> then<00:19:01.965> you<00:19:02.029> go<00:19:02.189> and<00:19:02.334> you<00:19:02.815> answer<00:19:03.007> those<00:19:03.215> questions.

00:19:03.632 --> 00:19:07.175
And<00:19:03.712> if<00:19:03.792> they're<00:19:03.889> still<00:19:04.193> not,<00:19:05.780> you<00:19:05.812> know,<00:19:05.957> convinced,<00:19:06.518> then<00:19:06.822> that's<00:19:07.079> okay.

00:19:07.223 --> 00:19:08.153
It's,<00:19:07.464> you<00:19:07.496> know,<00:19:07.560> it's<00:19:07.720> not<00:19:07.880> a<00:19:07.944> fit.

00:19:08.843 --> 00:19:18.284
But<00:19:09.068> yeah,<00:19:10.368> there's<00:19:10.769> a<00:19:10.850> lot<00:19:11.026> of<00:19:11.091> value<00:19:11.492> to<00:19:11.669> like<00:19:12.455> doing<00:19:12.776> the<00:19:12.857> manual<00:19:13.403> work<00:19:14.061> of<00:19:14.173> like<00:19:15.008> focusing<00:19:15.570> on<00:19:15.907> the<00:19:16.052> constitution<00:19:16.550> and<00:19:16.614> construction<00:19:17.031> of<00:19:17.112> the<00:19:17.192> team<00:19:17.433> and<00:19:17.577> having<00:19:17.834> an<00:19:17.930> opinion.

00:19:18.862 --> 00:19:28.447
You<00:19:19.295> know,<00:19:19.520> I'll<00:19:19.745> often<00:19:20.564> get<00:19:20.708> asked<00:19:20.965> in<00:19:21.029> those<00:19:21.832> last<00:19:22.089> interviews<00:19:22.892> by<00:19:23.277> really<00:19:23.679> sort<00:19:23.855> of<00:19:23.919> thoughtful<00:19:24.241> candidates,<00:19:25.605> you<00:19:25.637> know,<00:19:25.926> what<00:19:26.039> are<00:19:26.087> your<00:19:26.183> thoughts<00:19:26.569> on<00:19:26.649> the<00:19:26.729> role<00:19:26.986> that<00:19:27.131> I'm<00:19:27.532> like<00:19:27.773> being<00:19:28.030> hired<00:19:28.335> for?

00:19:28.736 --> 00:19:46.397
And<00:19:30.037> my<00:19:30.278> answer<00:19:30.920> is<00:19:31.947> almost<00:19:32.349> always,<00:19:32.750> except<00:19:33.087> in<00:19:33.152> the<00:19:33.184> spaces<00:19:33.649> where<00:19:33.730> I<00:19:33.874> have<00:19:34.003> like<00:19:34.260> like<00:19:36.056> some<00:19:36.218> expertise<00:19:37.610> is<00:19:37.837> almost<00:19:38.161> always<00:19:38.403> like,<00:19:38.565> I<00:19:38.905> really<00:19:39.229> deeply<00:19:39.553> defer<00:19:39.876> to<00:19:40.054> the<00:19:40.184> function<00:19:42.709> and<00:19:42.790> that<00:19:42.920> team's<00:19:43.599> determination<00:19:44.796> of<00:19:44.958> like<00:19:45.297> your<00:19:45.524> fit<00:19:45.783> to<00:19:45.928> that<00:19:46.252> role.

00:19:47.400 --> 00:19:52.948
You<00:19:47.481> know,<00:19:47.562> my<00:19:47.740> focus<00:19:48.209> is<00:19:48.435> on<00:19:49.503> the<00:19:50.635> values<00:19:51.120> fit<00:19:52.075> and<00:19:52.140> cultural<00:19:52.576> addition.

00:19:53.546 --> 00:19:54.904
And<00:19:53.611> then<00:19:53.692> this<00:19:53.756> is<00:19:53.869> actually<00:19:54.096> an<00:19:54.177> important<00:19:54.500> distinction.

00:19:54.985 --> 00:20:02.302
A<00:19:55.001> lot<00:19:55.066> of<00:19:55.146> people<00:19:55.308> talk<00:19:55.470> about<00:19:55.648> culture<00:19:56.036> fit<00:19:57.006> and<00:19:57.264> maybe<00:19:57.507> this<00:19:57.733> is<00:19:57.895> now,<00:19:58.881> maybe<00:19:59.027> this<00:19:59.107> is<00:19:59.204> no<00:19:59.382> longer<00:19:59.689> a<00:19:59.706> new<00:19:59.996> idea,<00:20:00.271> but<00:20:00.482> culture<00:20:00.740> fit<00:20:00.918> is<00:20:01.064> actually<00:20:01.387> not<00:20:01.775> a<00:20:01.840> good<00:20:02.114> idea.

00:20:03.192 --> 00:20:05.244
You<00:20:03.337> want<00:20:03.593> cultural<00:20:04.619> additions.

00:20:05.902 --> 00:20:06.799
Your<00:20:05.998> culture<00:20:06.286> is<00:20:06.382> always<00:20:06.559> changing.

00:20:06.895 --> 00:20:11.753
So<00:20:07.040> like<00:20:07.296> every<00:20:07.424> time<00:20:07.585> you<00:20:07.665> hire<00:20:07.841> a<00:20:07.905> person,<00:20:08.082> doesn't<00:20:08.258> matter<00:20:08.466> what<00:20:09.044> you<00:20:09.124> want<00:20:09.348> to<00:20:09.444> do,<00:20:10.631> you're<00:20:10.791> going<00:20:10.871> to<00:20:10.951> have<00:20:11.144> a<00:20:11.208> new<00:20:11.432> culture.

00:20:12.009 --> 00:20:14.734
And<00:20:12.089> it's<00:20:12.314> a<00:20:12.394> question<00:20:12.650> of<00:20:12.715> whether<00:20:12.811> or<00:20:12.843> not<00:20:13.035> they<00:20:13.131> contribute<00:20:13.532> to<00:20:13.564> that<00:20:13.676> culture<00:20:14.013> or<00:20:14.157> detract<00:20:14.558> from<00:20:14.670> it.

00:20:16.177 --> 00:20:23.038
Values,<00:20:16.722> however,<00:20:17.764> values<00:20:18.245> fit,<00:20:18.822> values<00:20:19.303> match,<00:20:20.570> you<00:20:20.746> need,<00:20:21.531> like<00:20:21.772> you<00:20:22.044> must,<00:20:22.429> that's<00:20:22.589> a<00:20:22.605> must.

00:20:23.631 --> 00:20:27.495
Because<00:20:23.936> if,<00:20:24.128> so<00:20:24.273> in<00:20:24.337> our<00:20:24.433> case,<00:20:24.705> our<00:20:24.834> values<00:20:25.154> are<00:20:25.235> be<00:20:25.379> humble,<00:20:25.651> seek<00:20:25.876> feedback,<00:20:26.260> and<00:20:26.341> always<00:20:26.469> solve<00:20:26.693> the<00:20:26.822> fundamental<00:20:27.158> problem.

00:20:28.344 --> 00:20:34.660
And<00:20:28.890> Maybe<00:20:29.066> I<00:20:29.146> could<00:20:29.242> talk<00:20:30.108> at<00:20:30.364> some<00:20:30.525> point<00:20:30.925> about<00:20:31.310> how<00:20:31.470> we<00:20:31.567> arrived<00:20:31.903> at<00:20:31.983> those<00:20:32.192> values<00:20:32.528> and<00:20:32.689> like<00:20:33.250> when<00:20:33.474> you<00:20:33.570> should<00:20:33.731> have<00:20:33.971> them<00:20:34.131> and<00:20:34.195> that<00:20:34.276> kind<00:20:34.468> of<00:20:34.596> thing.

00:20:34.757 --> 00:20:37.594
But<00:20:35.398> be<00:20:35.558> humble,<00:20:35.847> seek<00:20:36.119> feedback,<00:20:36.472> and<00:20:36.680> always<00:20:36.856> solve<00:20:37.017> the<00:20:37.097> fundamental<00:20:37.401> problem.

00:20:37.658 --> 00:20:40.495
And<00:20:37.738> the<00:20:37.818> reason<00:20:38.059> that<00:20:38.139> we,<00:20:38.700> we<00:20:38.780> have<00:20:39.085> those<00:20:39.277> is<00:20:39.405> because<00:20:39.646> they're<00:20:39.742> sort<00:20:39.886> of<00:20:39.918> functional.

00:20:40.704 --> 00:20:43.252
It's<00:20:40.848> like<00:20:41.104> if<00:20:41.249> you're<00:20:41.345> humble,<00:20:42.050> you're<00:20:42.130> more<00:20:42.291> likely<00:20:42.531> to<00:20:42.563> seek<00:20:42.788> feedback.

00:20:43.333 --> 00:20:50.947
If<00:20:43.413> you're<00:20:43.509> willing<00:20:43.669> to<00:20:43.733> seek<00:20:43.910> feedback,<00:20:44.711> you're<00:20:44.791> willing<00:20:45.032> to<00:20:45.096> be<00:20:45.176> convinced<00:20:45.513> that<00:20:45.593> you're<00:20:45.673> wrong,<00:20:45.913> which<00:20:46.138> means<00:20:46.298> you're<00:20:46.378> more<00:20:46.539> likely<00:20:46.795> to<00:20:46.859> solve<00:20:47.100> the<00:20:47.180> fundamental<00:20:47.517> problem,<00:20:47.917> which<00:20:48.462> is<00:20:48.542> the<00:20:48.639> only<00:20:48.799> thing<00:20:48.959> that<00:20:49.023> matters<00:20:49.360> in<00:20:49.424> the<00:20:49.456> first<00:20:49.665> place<00:20:50.145> is<00:20:50.242> the<00:20:50.306> fundamental<00:20:50.626> problem.

00:20:51.604 --> 00:20:59.228
And<00:20:51.748> so<00:20:52.887> in<00:20:52.935> our<00:20:53.047> case,<00:20:53.592> and<00:20:53.752> I<00:20:53.768> think<00:20:54.009> in<00:20:54.089> many<00:20:54.265> startups<00:20:54.666> or<00:20:54.730> most<00:20:54.922> startups,<00:20:55.700> Solving<00:20:56.155> the<00:20:56.236> distribution<00:20:56.740> problem<00:20:57.293> is<00:20:57.553> the<00:20:57.716> fundamental<00:20:58.106> problem.

00:21:01.440 --> 00:21:11.492
Anyway,<00:21:01.684> long<00:21:01.798> story<00:21:01.960> short,<00:21:04.120> you<00:21:04.152> find<00:21:04.458> folks,<00:21:05.104> when<00:21:05.200> we<00:21:05.346> find<00:21:05.604> folks<00:21:05.926> that<00:21:06.023> are<00:21:06.104> humble,<00:21:06.669> seek<00:21:06.959> feedback<00:21:07.314> and<00:21:07.395> always<00:21:07.556> solve<00:21:07.766> the<00:21:07.846> fundamental<00:21:08.185> problem,<00:21:08.895> like<00:21:10.363> we<00:21:10.605> leap<00:21:10.863> at<00:21:10.992> those<00:21:11.234> people.

00:21:12.299 --> 00:21:18.768
And<00:21:12.460> what's<00:21:12.606> so<00:21:12.848> cool<00:21:13.186> is<00:21:13.283> that<00:21:13.493> then<00:21:13.670> they<00:21:13.800> come<00:21:14.075> and<00:21:14.156> they<00:21:14.317> join<00:21:14.641> and<00:21:14.706> they<00:21:14.819> meet<00:21:15.046> a<00:21:15.110> bunch<00:21:15.288> of<00:21:15.369> other<00:21:15.531> folks<00:21:16.098> who<00:21:16.243> value<00:21:16.583> the<00:21:16.680> same<00:21:16.988> things<00:21:17.619> but<00:21:17.700> are<00:21:17.797> culturally<00:21:18.428> different.

00:21:19.739 --> 00:21:20.759
Does<00:21:19.868> that<00:21:20.014> distinction<00:21:20.370> make<00:21:20.532> sense?

00:21:21.127 --> 00:21:21.291
Yeah.

00:21:21.699 --> 00:21:22.417
Yeah,<00:21:22.026> it<00:21:22.123> does.

00:21:22.613 --> 00:21:23.691
That,<00:21:22.842> that<00:21:22.940> makes<00:21:23.185> a<00:21:23.250> lot<00:21:23.446> of<00:21:23.495> sense.

00:21:23.740 --> 00:21:24.262
That's<00:21:23.854> interesting.

00:21:24.638 --> 00:21:25.928
How<00:21:24.818> did<00:21:24.981> you<00:21:25.144> arrive<00:21:25.454> at<00:21:25.552> the<00:21:25.634> values?

00:21:27.962 --> 00:21:58.033
So<00:21:28.446> I<00:21:28.527> think<00:21:28.753> a<00:21:28.769> lot<00:21:28.866> of<00:21:28.995> people<00:21:29.108> try<00:21:29.253> to<00:21:29.334> do<00:21:29.479> values<00:21:29.834> day<00:21:30.044> one,<00:21:30.544> and<00:21:30.625> I,<00:21:31.303> I<00:21:31.335> actually<00:21:31.513> encourage<00:21:31.900> like,<00:21:32.078> don't<00:21:32.352> do<00:21:32.417> values,<00:21:34.402> you<00:21:35.322> know,<00:21:35.483> for<00:21:36.355> maybe<00:21:36.597> a,<00:21:36.920> a<00:21:37.000> year<00:21:37.130> or<00:21:37.162> two<00:21:37.972> because<00:21:39.171> values,<00:21:39.835> when<00:21:39.981> you<00:21:40.079> write<00:21:40.305> them<00:21:40.403> down<00:21:40.808> or<00:21:40.872> you<00:21:40.970> talk<00:21:41.229> about<00:21:41.456> them,<00:21:45.204> they're,<00:21:46.094> they<00:21:46.320> tend<00:21:46.579> to<00:21:46.741> be<00:21:46.967> best<00:21:47.404> or<00:21:47.485> most<00:21:47.776> useful<00:21:48.099> or<00:21:48.196> stickiest<00:21:48.989> when<00:21:49.167> they're<00:21:50.701> They<00:21:51.285> are<00:21:51.837> observations<00:21:52.729> of<00:21:52.891> your<00:21:53.069> team<00:21:54.026> when<00:21:54.286> they<00:21:54.448> are<00:21:54.675> at<00:21:54.837> their<00:21:55.016> best,<00:21:55.827> when<00:21:56.070> we<00:21:56.621> as<00:21:56.719> a<00:21:56.800> team<00:21:57.205> are<00:21:57.432> at<00:21:57.676> our<00:21:57.773> best.

00:22:00.214 --> 00:22:01.552
At<00:22:00.295> Density,<00:22:00.698> we<00:22:00.843> are<00:22:00.875> not<00:22:01.101> always<00:22:01.326> humble.

00:22:01.907 --> 00:22:08.162
We<00:22:02.003> don't<00:22:02.213> always<00:22:02.342> seek<00:22:02.616> feedback<00:22:02.971> and<00:22:03.035> we<00:22:03.116> don't<00:22:03.261> always<00:22:03.438> solve<00:22:03.599> a<00:22:03.615> fundamental<00:22:03.922> problem,<00:22:05.211> but<00:22:06.904> we<00:22:06.985> aspire<00:22:07.549> to<00:22:07.710> those<00:22:07.936> things.

00:22:08.907 --> 00:22:14.479
And<00:22:09.409> when,<00:22:10.527> you<00:22:10.624> know,<00:22:11.110> we<00:22:11.256> were<00:22:11.418> at<00:22:11.515> our<00:22:11.677> best,<00:22:12.163> when<00:22:12.389> we<00:22:12.632> are<00:22:12.891> at<00:22:12.972> our<00:22:13.134> best,<00:22:13.458> it's<00:22:13.604> when<00:22:13.766> we<00:22:13.863> are<00:22:14.009> living<00:22:14.268> by<00:22:14.430> them.

00:22:17.568 --> 00:22:18.116
That's<00:22:17.745> interesting.

00:22:18.229 --> 00:22:19.826
Yeah,<00:22:18.552> that's<00:22:18.713> an<00:22:18.858> interesting<00:22:19.197> way<00:22:19.359> to<00:22:19.439> look<00:22:19.617> at<00:22:19.746> it.

00:22:20.230 --> 00:22:22.989
How<00:22:20.327> do<00:22:20.472> you<00:22:20.714> think<00:22:20.972> about<00:22:21.279> the,<00:22:21.617> the<00:22:21.859> future<00:22:22.489> of<00:22:22.602> Density?

00:22:23.134 --> 00:22:25.764
How,<00:22:23.457> how<00:22:23.618> far<00:22:23.876> ahead<00:22:24.102> are<00:22:24.263> you<00:22:24.457> of<00:22:24.602> your<00:22:24.764> team<00:22:25.183> in<00:22:25.312> your<00:22:25.409> mind?

00:22:25.812 --> 00:22:28.330
I<00:22:25.877> always<00:22:26.119> think<00:22:26.280> about<00:22:26.522> this<00:22:27.103> as<00:22:27.248> a<00:22:27.281> CEO<00:22:27.910> and<00:22:28.136> leader.

00:22:28.410 --> 00:22:32.590
It's<00:22:28.620> like<00:22:29.201> you,<00:22:29.427> you<00:22:29.524> probably<00:22:29.992> already<00:22:30.153> have<00:22:30.347> a<00:22:30.411> vision<00:22:30.718> of<00:22:30.799> the<00:22:30.895> company<00:22:31.444> that<00:22:31.702> doesn't<00:22:31.960> exist<00:22:32.412> yet.

00:22:33.736 --> 00:22:35.059
So<00:22:33.881> what<00:22:34.026> do<00:22:34.091> you,<00:22:34.268> what<00:22:34.429> is<00:22:34.591> that<00:22:34.768> vision?

00:22:38.664 --> 00:22:42.115
What<00:22:38.779> is<00:22:38.911> the<00:22:39.009> vision<00:22:39.239> specifically<00:22:39.666> for<00:22:39.748> Density,<00:22:40.175> or<00:22:40.389> how<00:22:40.652> do<00:22:40.882> you<00:22:41.280> sort<00:22:41.488> of<00:22:41.520> how<00:22:41.633> do<00:22:41.681> you<00:22:41.729> think<00:22:41.954> about—.

00:22:42.115 --> 00:22:42.790
Yeah,<00:22:42.661> yeah.

00:22:42.838 --> 00:22:44.332
What's<00:22:43.079> the<00:22:43.175> vision<00:22:43.561> specifically?

00:22:44.830 --> 00:22:45.312
And<00:22:44.927> the<00:22:45.087> gap.

00:22:45.392 --> 00:22:47.128
I'm<00:22:45.553> actually<00:22:45.971> interested<00:22:46.372> in<00:22:46.437> the<00:22:46.533> gap<00:22:46.854> as<00:22:47.015> well.

00:22:47.336 --> 00:22:53.146
Like,<00:22:48.204> again,<00:22:48.445> like<00:22:48.606> as<00:22:48.702> CEO,<00:22:49.505> you<00:22:49.666> definitely<00:22:50.148> in<00:22:50.293> your<00:22:50.405> mind<00:22:50.694> have<00:22:50.871> a<00:22:51.000> vision<00:22:51.274> of<00:22:51.419> the<00:22:51.516> company<00:22:52.000> that<00:22:52.145> doesn't<00:22:52.387> exist<00:22:52.888> yet.

00:22:53.920 --> 00:22:55.631
And<00:22:54.001> how<00:22:54.098> do<00:22:54.243> you<00:22:54.340> get<00:22:54.518> the<00:22:54.647> team<00:22:54.824> to<00:22:54.969> catch<00:22:55.212> up<00:22:55.373> to<00:22:55.454> that?

00:22:56.922 --> 00:22:57.713
Maybe<00:22:57.164> we<00:22:57.245> start<00:22:57.487> there.

00:23:02.942 --> 00:23:03.138
Yeah.

00:23:03.219 --> 00:23:18.608
So<00:23:08.137> I<00:23:08.861> think<00:23:09.038> I<00:23:09.102> want<00:23:09.247> to<00:23:09.456> maybe<00:23:09.987> make<00:23:10.148> a<00:23:10.180> distinction<00:23:10.872> that<00:23:11.049> I<00:23:11.129> actually<00:23:11.370> don't<00:23:11.596> think<00:23:11.773> the<00:23:11.917> team<00:23:12.110> is<00:23:12.255> behind<00:23:12.657> the<00:23:12.738> CEO,<00:23:13.462> meaning<00:23:13.767> like<00:23:14.089> the<00:23:14.169> team<00:23:14.571> doesn't<00:23:14.829> yet<00:23:15.054> have<00:23:16.260> the<00:23:16.421> thing,<00:23:16.823> the<00:23:16.904> vision<00:23:17.306> of<00:23:17.402> like<00:23:17.627> what<00:23:17.788> the<00:23:17.868> CEO<00:23:18.286> has.

00:23:18.672 --> 00:23:25.164
And<00:23:18.720> so<00:23:18.849> the<00:23:18.913> CEO<00:23:19.186> is<00:23:19.315> going<00:23:19.395> to<00:23:19.491> go<00:23:19.652> off<00:23:19.797> and<00:23:19.861> do<00:23:19.957> a<00:23:19.973> bunch<00:23:20.150> of<00:23:20.214> work<00:23:20.536> that<00:23:20.584> like<00:23:21.982> is<00:23:22.046> going<00:23:22.111> to<00:23:22.143> be<00:23:22.303> different<00:23:22.689> than<00:23:23.991> the<00:23:24.151> team<00:23:24.392> is<00:23:24.489> aware<00:23:24.874> of,<00:23:25.019> right?

00:23:25.244 --> 00:23:26.401
Then<00:23:25.308> you<00:23:25.356> got<00:23:25.469> to<00:23:25.501> figure<00:23:25.662> out<00:23:25.742> how<00:23:25.790> to<00:23:25.919> catch<00:23:26.160> them<00:23:26.305> up.

00:23:27.180 --> 00:23:43.783
I<00:23:27.229> think<00:23:27.487> maybe<00:23:28.117> a<00:23:28.214> more<00:23:28.618> productive<00:23:29.102> way<00:23:30.863> of<00:23:31.121> thinking<00:23:31.347> about<00:23:31.525> it<00:23:31.606> is<00:23:31.767> like,<00:23:36.887> your<00:23:37.049> job<00:23:37.519> as<00:23:37.778> a<00:23:37.940> leader<00:23:38.506> in<00:23:38.668> any<00:23:38.830> function,<00:23:39.380> but<00:23:39.477> especially<00:23:40.028> as<00:23:40.060> CEO,<00:23:40.675> is<00:23:40.837> to<00:23:42.537> share<00:23:43.184> context.

00:23:44.479 --> 00:23:50.226
So<00:23:44.592> like<00:23:45.045> all,<00:23:45.466> we<00:23:45.709> have<00:23:45.855> this<00:23:45.920> term<00:23:46.194> called<00:23:46.500> teamwork,<00:23:47.161> like<00:23:47.307> not<00:23:47.484> we,<00:23:47.645> Dancy,<00:23:47.952> but<00:23:48.371> you<00:23:48.452> know,<00:23:48.532> the<00:23:48.677> world<00:23:49.000> has<00:23:49.161> this<00:23:49.323> thing<00:23:49.500> called<00:23:49.742> teamwork.

00:23:50.693 --> 00:24:03.889
Really<00:23:51.032> what<00:23:51.193> teamwork<00:23:51.661> is,<00:23:52.984> is<00:23:53.210> better<00:23:53.451> described<00:23:54.322> as<00:23:59.411> context,<00:24:01.514> prioritization,<00:24:03.023> and<00:24:03.263> sequencing.

00:24:05.109 --> 00:24:08.031
So,<00:24:06.747> so<00:24:06.891> sequencing<00:24:07.389> is<00:24:07.517> the<00:24:07.614> last<00:24:07.935> thing.

00:24:08.111 --> 00:24:11.001
Sequencing<00:24:08.577> is<00:24:08.657> like,<00:24:08.802> we<00:24:08.898> do<00:24:09.059> this<00:24:09.299> thing<00:24:09.540> and<00:24:09.620> then<00:24:09.701> we<00:24:09.781> do<00:24:09.941> this<00:24:10.166> thing<00:24:10.343> and<00:24:10.407> then<00:24:10.503> we<00:24:10.584> do<00:24:10.680> that<00:24:10.905> thing.

00:24:11.948 --> 00:24:12.767
That's<00:24:12.173> very<00:24:12.333> tactical.

00:24:13.377 --> 00:24:16.379
Prioritization<00:24:14.260> is<00:24:14.436> like<00:24:14.822> your,<00:24:15.480> your<00:24:15.576> strategy,<00:24:16.266> right?

00:24:16.443 --> 00:24:24.919
It's<00:24:16.603> like,<00:24:17.727> these<00:24:17.968> are<00:24:18.032> the<00:24:18.129> reasons,<00:24:18.690> these<00:24:18.931> are<00:24:19.156> our<00:24:19.316> priorities<00:24:20.039> and<00:24:20.119> we<00:24:20.199> should<00:24:20.296> have<00:24:20.376> few<00:24:20.617> of<00:24:20.761> them<00:24:21.018> and<00:24:21.082> they<00:24:21.163> should<00:24:21.259> be<00:24:21.403> important<00:24:21.805> and<00:24:22.463> the<00:24:22.704> sequencing<00:24:23.346> should<00:24:23.587> flow<00:24:23.988> from<00:24:24.213> the<00:24:24.309> prioritization.

00:24:26.717 --> 00:24:44.556
But<00:24:27.103> there's<00:24:27.343> a<00:24:27.360> higher<00:24:27.681> level<00:24:28.002> than<00:24:28.162> strategy,<00:24:28.628> which<00:24:28.740> is<00:24:28.885> the<00:24:28.965> context<00:24:29.527> in<00:24:29.591> which<00:24:29.752> you're<00:24:29.913> operating,<00:24:30.796> how<00:24:30.892> much<00:24:31.053> capital<00:24:31.518> you<00:24:31.615> have,<00:24:32.482> the<00:24:33.204> market<00:24:33.541> you<00:24:33.622> serve,<00:24:34.585> the<00:24:35.308> mission<00:24:35.870> you're<00:24:36.094> after,<00:24:36.994> the<00:24:37.090> scope<00:24:37.491> of<00:24:37.620> the<00:24:37.716> problem,<00:24:38.503> the<00:24:38.599> resources<00:24:39.225> you<00:24:39.787> happen<00:24:40.044> to<00:24:40.125> have<00:24:40.301> at<00:24:40.349> your<00:24:40.446> disposal,<00:24:42.212> competitors,<00:24:42.854> like<00:24:43.095> those,<00:24:43.577> that's<00:24:43.882> all<00:24:44.058> context.

00:24:44.942 --> 00:24:52.727
And<00:24:45.102> what's<00:24:45.327> so<00:24:45.487> cool<00:24:46.531> is<00:24:46.692> that<00:24:47.173> you<00:24:47.270> can<00:24:47.430> very<00:24:47.751> simply<00:24:48.378> recognize<00:24:49.437> breaks<00:24:49.759> in<00:24:49.919> that<00:24:50.658> system,<00:24:51.588> you<00:24:51.620> know,<00:24:51.684> otherwise<00:24:52.069> referred<00:24:52.246> to<00:24:52.390> as<00:24:52.470> teamwork.

00:24:52.871 --> 00:24:53.850
The<00:24:52.952> whole<00:24:53.112> bundle<00:24:53.337> is<00:24:53.513> called<00:24:53.609> teamwork.

00:24:54.636 --> 00:25:10.148
Um,<00:24:55.695> when<00:24:56.320> someone's<00:24:56.721> having<00:24:56.994> a<00:24:57.058> sequencing<00:24:57.604> question<00:24:58.261> or<00:24:58.422> set<00:24:58.646> of,<00:24:58.919> set<00:24:59.079> of,<00:24:59.529> uh,<00:25:00.170> debates,<00:25:01.710> when<00:25:01.806> they<00:25:02.031> lack,<00:25:02.978> uh,<00:25:03.940> sort<00:25:04.100> of<00:25:04.133> shared<00:25:04.774> agreement<00:25:05.223> on<00:25:05.320> priorities,<00:25:05.897> it's<00:25:06.876> like,<00:25:07.229> hey,<00:25:07.630> we<00:25:07.694> need<00:25:07.822> to<00:25:07.886> actually<00:25:08.207> back<00:25:08.448> up<00:25:08.624> and<00:25:08.752> do<00:25:09.555> priorities<00:25:09.891> first.

00:25:10.918 --> 00:25:17.479
And<00:25:10.982> then<00:25:11.030> sometimes<00:25:11.415> you<00:25:11.496> find<00:25:11.736> priority<00:25:12.458> disagreements<00:25:13.003> on<00:25:13.036> like<00:25:13.180> what's<00:25:13.405> most<00:25:13.581> important,<00:25:14.223> and<00:25:14.303> it's<00:25:14.463> not<00:25:14.704> because<00:25:14.945> the<00:25:15.041> priorities<00:25:15.442> are<00:25:15.506> wrong,<00:25:15.907> it's<00:25:16.051> because<00:25:16.468> they<00:25:16.549> don't<00:25:16.693> have<00:25:16.789> shared<00:25:17.014> context.

00:25:18.286 --> 00:25:31.440
And<00:25:18.350> so<00:25:18.512> your<00:25:18.689> job<00:25:19.011> as<00:25:19.044> CEO<00:25:19.963> is<00:25:20.301> to<00:25:22.622> think<00:25:22.880> about<00:25:23.122> that<00:25:23.219> context<00:25:23.848> and<00:25:24.009> constantly<00:25:24.976> be<00:25:25.121> talking<00:25:25.540> about<00:25:25.685> the<00:25:25.782> context<00:25:26.814> that<00:25:26.911> you're<00:25:27.056> operating<00:25:27.315> within<00:25:28.447> and<00:25:28.609> then<00:25:28.771> help<00:25:29.482> hire<00:25:29.903> folks,<00:25:30.858> work<00:25:31.036> with<00:25:31.197> teams.

00:25:31.521 --> 00:25:32.492
And<00:25:31.570> this<00:25:31.683> totally<00:25:32.152> is<00:25:32.249> dependent.

00:25:32.637 --> 00:25:34.288
All<00:25:32.670> this<00:25:32.831> advice<00:25:33.074> is<00:25:33.139> dependent<00:25:33.462> on<00:25:33.527> the<00:25:33.559> scale<00:25:33.867> of<00:25:33.948> your<00:25:34.029> company.

00:25:34.579 --> 00:25:36.717
When<00:25:34.660> you're<00:25:34.757> 3<00:25:34.983> people,<00:25:35.873> you<00:25:35.986> do<00:25:36.116> everything<00:25:36.522> right.

00:25:37.431 --> 00:25:39.088
When<00:25:37.659> you're<00:25:37.756> 10<00:25:38.000> people,<00:25:38.389> you<00:25:38.471> do<00:25:38.730> everything.

00:25:39.201 --> 00:25:43.391
When<00:25:39.364> you<00:25:39.542> are<00:25:40.208> 20<00:25:40.501> people,<00:25:41.069> you<00:25:41.166> do<00:25:42.530> almost<00:25:42.953> everything<00:25:43.294> right.

00:25:43.440 --> 00:25:44.154
You're<00:25:43.521> wearing<00:25:43.684> a<00:25:43.748> lot<00:25:43.830> of<00:25:43.992> hats.

00:25:44.595 --> 00:25:48.148
When<00:25:44.693> you<00:25:44.758> start<00:25:44.986> to<00:25:45.084> get<00:25:45.345> to<00:25:45.475> like<00:25:45.622> 100<00:25:45.964> people,<00:25:46.306> we're<00:25:46.795> sort<00:25:47.023> of<00:25:47.284> in<00:25:47.366> that,<00:25:47.773> in<00:25:47.855> that<00:25:48.018> scale.

00:25:49.713 --> 00:25:58.618
Your<00:25:49.874> job<00:25:50.276> is<00:25:50.357> to<00:25:50.437> figure<00:25:50.743> out<00:25:50.840> how<00:25:50.937> to<00:25:51.017> hire<00:25:51.404> phenomenal<00:25:52.209> people<00:25:53.320> at<00:25:53.561> each<00:25:53.739> of<00:25:53.819> those<00:25:54.061> things,<00:25:54.785> at<00:25:54.930> sequencing,<00:25:55.671> at<00:25:55.832> prioritization,<00:25:56.718> and<00:25:56.863> at<00:25:56.959> context<00:25:57.475> setting<00:25:57.684> within<00:25:57.990> their<00:25:58.087> own<00:25:58.183> disciplines.

00:26:01.798 --> 00:26:06.139
Andrew,<00:26:01.960> I<00:26:02.057> can't<00:26:02.282> thank<00:26:02.395> you<00:26:02.460> enough<00:26:02.928> for<00:26:03.105> joining<00:26:03.412> us<00:26:03.735> and<00:26:04.316> talking<00:26:04.638> about<00:26:04.896> everything<00:26:05.268> you're<00:26:05.348> working<00:26:05.606> on<00:26:05.687> at<00:26:05.768> Density.

00:26:06.332 --> 00:26:10.060
I<00:26:06.349> mean,<00:26:06.574> this<00:26:06.736> has<00:26:06.897> been<00:26:07.236> super<00:26:07.688> fascinating,<00:26:08.898> the<00:26:08.979> way<00:26:09.140> you<00:26:09.237> think<00:26:09.463> about<00:26:09.705> this<00:26:09.802> stuff.

00:26:10.124 --> 00:26:11.476
We<00:26:10.350> end<00:26:10.528> every<00:26:10.834> interview<00:26:11.015> the<00:26:11.104> same<00:26:11.440> way.

00:26:12.144 --> 00:26:18.974
With<00:26:12.305> the,<00:26:13.030> with<00:26:13.272> one<00:26:13.433> question<00:26:13.739> at<00:26:13.819> CEO.com,<00:26:15.285> we<00:26:15.446> believe<00:26:15.833> the<00:26:15.929> chances<00:26:16.638> that<00:26:16.751> are<00:26:16.896> given<00:26:17.234> are<00:26:17.363> just<00:26:17.556> as<00:26:17.621> important<00:26:18.007> as<00:26:18.104> the<00:26:18.185> chances<00:26:18.587> we<00:26:18.668> take.

00:26:19.610 --> 00:26:25.689
Who<00:26:19.788> gave<00:26:20.048> you<00:26:20.276> a<00:26:20.292> chance<00:26:21.024> that<00:26:21.251> led<00:26:21.512> to,<00:26:21.999> that<00:26:22.146> helped<00:26:22.389> you<00:26:22.487> in<00:26:22.552> your<00:26:22.714> career<00:26:22.991> or<00:26:23.300> in<00:26:23.397> your<00:26:23.625> life<00:26:24.356> that<00:26:24.519> comes<00:26:24.763> to<00:26:24.828> mind<00:26:25.088> when<00:26:25.234> you<00:26:25.332> hear<00:26:25.576> that?

00:26:27.390 --> 00:26:29.024
Um,<00:26:28.539> yeah,<00:26:28.717> sure.

00:26:29.186 --> 00:26:52.197
Um,<00:26:31.388> the<00:26:31.614> Dean<00:26:31.792> of<00:26:31.825> the<00:26:32.019> I<00:26:32.116> School,<00:26:32.747> uh,<00:26:32.990> Liz<00:26:33.233> Liddy,<00:26:33.961> um,<00:26:34.851> uh,<00:26:34.932> her<00:26:35.030> son<00:26:35.499> John<00:26:35.823> Liddy,<00:26:36.632> uh,<00:26:41.457> Jonathan<00:26:41.846> Treece,<00:26:42.672> one<00:26:42.818> of<00:26:42.850> our<00:26:42.980> first<00:26:43.239> investors,<00:26:43.725> Jason<00:26:43.984> Calacanis,<00:26:45.345> Mark<00:26:45.524> Souster,<00:26:46.301> who<00:26:46.868> led<00:26:46.949> our<00:26:47.047> Series<00:26:47.516> A,<00:26:47.857> Founders<00:26:48.327> Fund,<00:26:48.748> who<00:26:49.056> led<00:26:49.153> our<00:26:49.234> Series<00:26:49.639> B,<00:26:51.439> my<00:26:51.584> co-founders.

00:26:53.826 --> 00:26:54.826
I<00:26:53.842> have<00:26:53.923> 5<00:26:54.326> co-founders.

00:26:54.891 --> 00:27:02.003
We<00:26:55.923> started<00:26:56.181> the<00:26:56.246> company<00:26:56.972> as<00:26:57.149> 6<00:26:57.633> co-founders<00:26:58.439> and<00:26:59.069> all<00:26:59.891> 6<00:27:00.214> co-founders<00:27:00.698> stayed<00:27:01.004> at<00:27:01.101> the<00:27:01.150> company<00:27:01.337> for<00:27:01.440> 6<00:27:01.764> years.

00:27:03.878 --> 00:27:10.672
Rob<00:27:04.039> Grazioli,<00:27:05.343> Brian<00:27:05.649> Weinrich,<00:27:07.034> Jordan<00:27:07.259> Messina,<00:27:08.724> Steve<00:27:08.965> Van<00:27:09.126> Diek,<00:27:09.996> Ben<00:27:10.092> Redfield.

00:27:11.058 --> 00:27:16.747
These<00:27:11.461> people<00:27:11.928> are<00:27:12.121> just<00:27:12.491> phenomenal<00:27:12.990> and<00:27:13.119> they<00:27:13.200> very<00:27:13.332> much<00:27:13.563> took<00:27:13.744> a<00:27:14.206> sort<00:27:14.371> of<00:27:14.454> a<00:27:14.470> chance<00:27:14.949> on<00:27:15.790> me<00:27:16.120> and<00:27:16.219> on<00:27:16.285> the<00:27:16.368> team.

00:27:18.140 --> 00:27:24.757
We<00:27:18.236> have<00:27:18.398> had<00:27:19.624> hundreds<00:27:19.963> of<00:27:20.028> people<00:27:20.447> sort<00:27:20.609> of<00:27:20.673> work<00:27:20.932> at<00:27:21.061> Density<00:27:21.400> over<00:27:21.722> the<00:27:21.868> years<00:27:22.433> and<00:27:22.675> every<00:27:22.836> one<00:27:22.949> of<00:27:23.014> them<00:27:23.159> has<00:27:23.336> contributed<00:27:23.724> in<00:27:23.837> some<00:27:24.127> form<00:27:24.208> or<00:27:24.305> fashion.

00:27:27.328 --> 00:27:37.664
And,<00:27:27.348> you<00:27:27.382> know,<00:27:27.534> one<00:27:27.686> of<00:27:28.025> the<00:27:28.109> things<00:27:28.447> that's<00:27:28.973> I<00:27:29.053> think<00:27:29.312> most<00:27:30.265> rewarding<00:27:31.622> is<00:27:31.961> that<00:27:32.122> at<00:27:32.203> some<00:27:32.445> point<00:27:32.914> you<00:27:33.075> get<00:27:33.253> to<00:27:33.414> start<00:27:33.802> to<00:27:34.061> open<00:27:34.448> doors<00:27:35.902> for<00:27:36.467> other<00:27:36.645> founders<00:27:37.194> and<00:27:37.340> CEOs.

00:27:38.815 --> 00:27:44.199
And<00:27:39.464> you<00:27:39.561> should<00:27:39.805> do<00:27:39.967> that<00:27:40.453> without<00:27:40.842> asking<00:27:41.167> for<00:27:41.410> anything<00:27:41.751> in<00:27:41.816> return<00:27:42.805> as<00:27:43.113> often<00:27:43.356> as<00:27:43.453> you<00:27:43.535> possibly<00:27:44.021> can.

00:27:46.099 --> 00:27:52.960
And<00:27:46.664> with<00:27:46.841> so<00:27:47.148> much<00:27:47.325> enthusiasm<00:27:48.940> that<00:27:49.408> it<00:27:49.505> is<00:27:49.892> unequivocal<00:27:50.700> that<00:27:50.796> the<00:27:50.877> person<00:27:51.184> is<00:27:51.265> going<00:27:51.329> to<00:27:51.362> take<00:27:51.604> the<00:27:51.749> meeting<00:27:51.991> that<00:27:52.072> you're<00:27:52.169> doing<00:27:52.346> the<00:27:52.427> introduction<00:27:52.814> to.

00:27:54.090 --> 00:28:04.004
I<00:27:54.171> remember,<00:27:55.140> sort<00:27:55.733> of<00:27:55.957> the<00:27:55.989> last<00:27:56.438> thing<00:27:56.550> I'll<00:27:56.774> mention<00:27:57.095> is<00:27:57.159> like,<00:27:57.576> I<00:27:57.736> get<00:27:58.041> these<00:27:58.201> intros<00:27:58.682> from,<00:27:59.179> there's<00:27:59.483> a<00:27:59.499> couple<00:27:59.740> folks<00:28:00.060> in<00:28:00.157> my<00:28:00.301> network<00:28:01.247> who<00:28:01.359> are<00:28:01.583> early<00:28:01.727> investors<00:28:02.144> in<00:28:02.224> Density<00:28:02.705> who<00:28:02.849> do<00:28:03.010> introductions<00:28:03.491> periodically.

00:28:04.388 --> 00:28:21.219
And<00:28:04.452> when<00:28:04.533> they<00:28:04.629> do<00:28:04.725> an<00:28:04.853> introduction,<00:28:05.815> they<00:28:05.911> will<00:28:06.055> say<00:28:06.312> in<00:28:06.552> the<00:28:06.632> body<00:28:06.953> of<00:28:07.017> the<00:28:07.193> email,<00:28:08.075> you<00:28:08.171> know,<00:28:09.437> whoever<00:28:09.774> the<00:28:09.838> person<00:28:10.223> is,<00:28:10.944> if<00:28:11.104> you<00:28:11.281> don't<00:28:12.307> find<00:28:12.707> time<00:28:13.044> to<00:28:13.188> meet<00:28:13.445> with<00:28:13.765> Andrew<00:28:14.791> in<00:28:14.871> the<00:28:14.903> next<00:28:15.208> like<00:28:15.913> 3<00:28:16.490> days,<00:28:17.452> I<00:28:17.596> will<00:28:17.708> never<00:28:18.253> intro<00:28:19.936> you<00:28:20.353> to<00:28:20.642> anyone<00:28:20.914> else.

00:28:21.459 --> 00:28:22.517
You<00:28:21.620> have<00:28:21.844> got<00:28:22.100> to<00:28:22.197> meet.

00:28:22.742 --> 00:28:24.155
It<00:28:22.806> is<00:28:22.902> like,<00:28:23.143> and<00:28:23.207> he's,<00:28:23.528> you<00:28:23.625> know,<00:28:23.705> they're<00:28:23.785> joking.

00:28:25.150 --> 00:28:32.905
But<00:28:26.097> what<00:28:26.258> ends<00:28:26.451> up<00:28:26.579> happening<00:28:26.981> is<00:28:27.061> you<00:28:27.157> start<00:28:27.559> on<00:28:27.639> second<00:28:27.960> base<00:28:28.185> with<00:28:28.281> that<00:28:28.442> person,<00:28:29.004> you<00:28:29.084> show<00:28:29.485> up<00:28:29.726> and<00:28:29.807> like,<00:28:30.112> there's<00:28:30.272> just<00:28:30.369> this<00:28:30.593> continuity<00:28:31.155> of<00:28:31.252> enthusiasm<00:28:32.215> instead<00:28:32.520> of<00:28:32.600> hedging.

00:28:33.500 --> 00:28:47.694
And<00:28:33.580> so<00:28:33.740> it's<00:28:33.901> like,<00:28:34.126> if<00:28:34.206> you're<00:28:34.286> gonna<00:28:34.447> do<00:28:34.559> an<00:28:34.688> intro,<00:28:34.864> like<00:28:35.025> you<00:28:35.105> could<00:28:35.185> say<00:28:35.362> no<00:28:35.587> all<00:28:35.731> you<00:28:35.812> want<00:28:36.133> when<00:28:36.229> someone<00:28:36.454> asks<00:28:36.550> for<00:28:36.631> an<00:28:36.711> intro,<00:28:37.353> but<00:28:37.433> when<00:28:37.514> you<00:28:37.594> do<00:28:37.755> one,<00:28:38.076> do<00:28:38.236> one<00:28:38.879> like<00:28:39.264> over<00:28:39.440> the<00:28:39.521> top,<00:28:40.163> like<00:28:40.548> give<00:28:40.789> that<00:28:40.966> person<00:28:41.913> every<00:28:42.234> possible<00:28:42.716> backing<00:28:43.134> you<00:28:43.214> can<00:28:44.017> because<00:28:44.595> it<00:28:44.723> just<00:28:44.980> echoes<00:28:45.606> into<00:28:45.879> their<00:28:46.088> work<00:28:47.067> with<00:28:47.212> your<00:28:47.308> network.

00:28:49.379 --> 00:28:50.134
Andrew,<00:28:49.620> thank<00:28:49.796> you<00:28:49.861> so<00:28:50.021> much.

00:28:50.198 --> 00:28:55.494
Congrats<00:28:50.599> on<00:28:50.679> everything<00:28:51.241> you're<00:28:51.466> building,<00:28:52.188> and<00:28:52.670> we'll<00:28:52.830> continue<00:28:53.167> to<00:28:53.231> follow<00:28:53.633> it,<00:28:53.889> and<00:28:54.355> really<00:28:54.547> appreciate<00:28:54.917> you<00:28:54.997> taking<00:28:55.238> the<00:28:55.318> time.

00:28:56.682 --> 00:28:57.324
Great,<00:28:57.003> thank<00:28:57.180> you.