Ditto's Adam Fish thinks the cloud is the mainframe all over again

The last time you ordered a chicken sandwich at a Chick-fil-A drive-through, the order got from the employee's tablet to the kitchen screen without touching the internet. It hopped over Bluetooth and Wi-Fi from one device to the next, the way a note gets passed down a row of desks. The software that does that is called Ditto. The man who runs Ditto spent a year in medical school in Kentucky and then quit to message venture capitalists on Twitter until one of them hired him.

"Begging them to hire me," Adam Fish said on the CEO.com Podcast, describing how he landed an internship at Chrysalis Ventures in Louisville. The firm invested in healthcare and technology. They had never hired anyone with his background. They took him anyway, and he still keeps in touch with many of the people who made that call.

Fish had taught himself to code as a kid and treated it as a hobby. The medical track was the serious plan. He now describes the swerve as the first sign of what he actually was. "In a lot of ways, I look back on that, and to me, it was the early evidence that my path to being an entrepreneur was going to be the case. I was never going to follow the normal path."

Ditto raised an $82 million Series B in March 2025 at a $462 million post-money valuation, more than double what the company was worth after its Series A two years earlier. Delta, Lufthansa, Japan Airlines, and Chick-fil-A are customers. So is the U.S. Air Force, under what the company called its largest government contract to date. The company said annual recurring revenue grew 250 percent in the year before the round and its customer count doubled.

None of that requires a computer science degree, apparently. Fish is the first to point out that he doesn't have one. He has a biology degree, a year of med school, and a decade of building mobile apps, which started around 2010, when the iPhone was new and underpowered. What bothered him then still bothers him now. A phone needs data to do anything useful, and a phone on a wireless connection can't count on getting it.

He went to work at Realm, which built the plumbing that connected phones to the cloud, and became its VP of Product. Realm was eventually bought by MongoDB. By the time Fish left in 2018 to start Ditto with his co-founder Max Alexander, he had decided the whole architecture was backward.

"That's how the vast majority of applications work, is that you interact with your device, and if you want to transmit data to another person or another device, you have to send that data from the device to some other server or a data center that could be hundreds of miles away from where you're actually at. And then that data has to be transmitted all the way back to the other person's device. So when we started Ditto, we thought, that doesn't make a lot of sense. If my device has a radio that can talk to your device, why can't I just send it directly to you? Why do I have to go through the internet, go to a server just to come all the way back to talk to someone that's maybe like 10 feet away from me?"

In 2010, a phone couldn't do that. In 2018 it could. Fish reads this as history repeating. Computing began on mainframes you rented time on, which he points out is basically what the cloud is. Personal computers pulled the power out to the desk in the 80s and 90s. Then early smartphones, too weak to do much on their own, pushed it back to the data center, and the cloud era followed. Now the phone in your pocket is usually the most powerful computer you own.

He thinks AI is going in the same direction. "There's a massive race to try to get enough GPU and processing power to be able to run these models. And in a lot of cases, there's just not enough GPUs to go around. But the reality is in your mobile device, you have an incredibly powerful GPU." Whoever figures out how to run models on those devices gets lower cost and lower latency. Ditto's role is the unglamorous part underneath: where the data lives on the device and how it gets to the next one.

There was a strange coda to the Realm chapter. In 2024, MongoDB decided to deprecate Realm and reached out to Ditto to build an integration with MongoDB Atlas, so MongoDB customers could sync at the edge on its platform.

Airlines came first. Flight attendants at Alaska and Delta now run their jobs from a mobile device: safety issues, seat assignments, meal inventory. But sharing any of that with the rest of the crew used to depend on the airplane's internet. With Ditto in the app, a change on one device shows up on every device in the cabin. "At that point, you don't even care if there's internet in the plane."

Restaurants and retail are now the bigger business. Fish told Hypepotamus that Chick-fil-A and Delta are the reason Ditto opened an Atlanta office instead of one in DC, Raleigh, or Austin.

The one he lingered on was smaller. A company called ShareMy.Health runs child nutrition screenings in rural parts of Africa and Asia. Families move between tents in a school or an arena. One tent checks weight. Another checks blood pressure. The record used to follow the child on paper.

"With Ditto, now all the workers can use mobile tablets, and they can input the screenings as the children move along. And everyone, regardless of internet, will be able to... All the healthcare workers can see all the information about a given child. And so this ensures more accurate data collection and ultimately can improve the well-being of those children."

ShareMy.Health says feedback to parents that once took as long as three months now arrives in seconds. "We're not building a consumer application that a lot of people are going to interact with," Fish said. "It's amazing to see how people ultimately implement Ditto and the impact that it can have around the world."

A product that could go anywhere is a sales problem. Fish thinks about it as a graph. One axis is every use case, a tail that never ends. The other is the few verticals where Ditto already wins, and that's where the sales and marketing money goes. Developers who try the software on their own pull the company into new territory without anyone spending a dollar. "The best product is not a guarantee of success," he said. "Usually, distribution and how you go about selling your product is a major factor in the success of the company."

Before Ditto, Fish started a company that went nowhere. What he took from it was advice other founders had given him and that he had found odd at the time: decide how you want to run the organization before there is one. So in 2018, when Ditto was just him and Alexander writing the first version of the software, he wrote a document to himself.

"I wrote a document to myself saying these are the values and the way that I want to build the organization. And I just thought, if this takes off, I'm going to look back on this and appreciate it. I define that in the early days. And that has been true.

"I very much believe that as a software company, we don't build anything with physical equipment or have to maintain inventory to create our end product. The only thing that creates our product is our team, the people behind it. And so we are very focused on making sure that we build and maintain an incredible team. And so I think of this as if you optimize the input of the organization, which for us is mainly the team, then you're going to achieve all the outcomes that you're hoping to achieve, such as revenue goals or product quality goals and the like."

The document reduced a high-performing team to trust, communication, and continual improvement. Ditto has hired against those three since. Fish says the document earned its keep when the company crossed 100 people and stopped being a place where everyone knew everyone. "If you have not set up the culture of your organization before that happens, that's where things can really go awry."

The company was remote from day one, years before the pandemic. Fish doesn't dress it up as a philosophy. He wanted the best engineers on a problem no one had solved, and they didn't all live in one place. The team now spans nearly every time zone. The headquarters is still in the Bay Area, and this is where his answer gets less clean.

Fish didn't grow up in California. His family is in Ohio and Kentucky, and he watched what happened to towns there when manufacturing left. He wants technology to spread out. He also says the Bay Area's advantage is real, particularly for the managers and executives who have scaled deep technology companies before, and that both venture money and exits remain concentrated there. "Silicon Valley is, I don't know, 80 years old or so now," he said. "You can't just unravel that overnight, if potentially at all." He doesn't resolve the two. He says he'd be happy to see it change, and that for the kind of company he's building, it hasn't yet.

The book he keeps returning to is Bill Walsh's The Score Takes Care of Itself, about running a football organization. Get the fundamentals right, and the wins follow. Five or six years in, he says, that's roughly what has happened.

Fish has two young kids now, which he says has imposed a structure on his days that the early years didn't have. Mornings and evenings are for family. The middle is whatever a company with airline and military customers needs, which keeps him on the road. He speaks at FS/TEC in Grapevine, Texas, September 23 through 25.

00:00:00 Adam Fish's Unconventional Path to CEO
00:02:12 The Origin Story of Ditto
00:04:42 Ditto's Approach to Artificial Intelligence
00:07:50 Airline and Retail Use Cases
00:10:16 Healthcare Partnerships and Impact
00:13:20 Choosing Which Verticals to Focus On
00:16:28 Lessons in Leadership Since 2018
00:18:43 Building Culture in a Remote Team
00:21:53 Is Silicon Valley Still Necessary
00:25:07 Fundraising and the Bay Area Advantage
00:26:43 A Leadership Book That Shaped His Thinking
00:28:34 Balancing Global Events as a Leader
00:31:40 Who Gave Adam His First Chance

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And<00:02:59.591> so<00:03:00.312> Previous<00:03:00.778> to<00:03:00.874> Ditto,<00:03:01.339> I<00:03:01.419> had<00:03:01.596> worked<00:03:02.141> at<00:03:02.302> another<00:03:02.623> company<00:03:03.024> called<00:03:03.345> Realm,<00:03:04.708> and<00:03:05.109> we<00:03:05.270> had<00:03:05.526> built<00:03:06.072> software<00:03:06.746> to<00:03:06.970> connect<00:03:07.532> mobile<00:03:07.837> devices<00:03:08.398> to<00:03:08.494> the<00:03:08.639> cloud.

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And<00:03:09.842> that's<00:03:10.115> how<00:03:10.564> the<00:03:10.660> vast<00:03:11.125> majority<00:03:11.607> of<00:03:11.687> applications<00:03:12.409> work,<00:03:12.890> is<00:03:13.050> that<00:03:13.692> you<00:03:14.591> interact<00:03:15.088> with<00:03:15.938> your<00:03:16.099> device,<00:03:16.820> and<00:03:17.061> if<00:03:17.157> you<00:03:17.318> wanna<00:03:17.558> transmit<00:03:18.200> data<00:03:18.601> to<00:03:18.697> another<00:03:19.066> person<00:03:19.580> or<00:03:19.644> another<00:03:19.949> device,<00:03:20.911> you<00:03:21.008> have<00:03:21.264> to<00:03:21.970> send<00:03:22.291> that<00:03:22.532> data<00:03:22.853> from<00:03:23.157> the<00:03:23.238> device<00:03:24.040> to<00:03:24.296> some<00:03:24.601> other<00:03:24.778> server<00:03:25.419> or<00:03:25.564> a<00:03:25.660> data<00:03:25.901> center<00:03:26.687> that<00:03:26.767> could<00:03:27.024> be<00:03:27.264> hundreds<00:03:28.724> of<00:03:28.853> miles<00:03:29.270> away<00:03:29.960> from<00:03:30.136> where<00:03:30.376> you're<00:03:30.536> actually<00:03:31.338> at,<00:03:31.754> and<00:03:31.834> then<00:03:31.995> that<00:03:32.219> data<00:03:32.459> has<00:03:32.620> to<00:03:32.716> be<00:03:32.940> transmitted<00:03:33.501> all<00:03:33.597> the<00:03:33.661> way<00:03:33.757> back<00:03:34.222> to<00:03:34.318> the<00:03:34.462> other<00:03:34.559> person's<00:03:34.959> device.

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And<00:03:36.241> so<00:03:36.866> when<00:03:36.978> starting<00:03:37.443> Ditto,<00:03:37.827> we<00:03:37.924> thought,<00:03:38.164> you<00:03:38.260> know,<00:03:38.404> that<00:03:38.517> doesn't<00:03:38.709> make<00:03:38.821> a<00:03:38.885> lot<00:03:39.061> of<00:03:39.109> sense.

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If<00:03:40.664> my<00:03:40.888> device<00:03:41.289> has<00:03:41.465> a<00:03:41.593> radio<00:03:42.170> that<00:03:42.330> can<00:03:42.475> talk<00:03:42.715> to<00:03:42.811> your<00:03:42.987> device,<00:03:44.013> why<00:03:44.173> can't<00:03:44.414> I<00:03:44.494> just<00:03:45.231> send<00:03:45.551> it<00:03:45.679> directly<00:03:46.160> to<00:03:46.320> you?

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Why<00:03:47.618> do<00:03:47.763> I<00:03:47.923> have<00:03:48.163> to<00:03:48.420> go<00:03:48.660> through<00:03:48.836> the<00:03:48.980> internet,<00:03:49.525> go<00:03:49.637> to<00:03:49.782> a<00:03:49.862> server,<00:03:51.288> just<00:03:51.464> to<00:03:52.025> come<00:03:52.249> all<00:03:52.346> the<00:03:52.426> way<00:03:52.586> back<00:03:53.451> to<00:03:53.612> talk<00:03:53.804> to<00:03:53.884> someone<00:03:54.413> that's<00:03:54.653> maybe<00:03:54.893> like<00:03:55.070> 10<00:03:55.294> feet<00:03:55.470> away<00:03:55.631> from<00:03:55.855> me?

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And<00:03:56.913> so<00:03:57.154> that,<00:03:57.394> that<00:03:57.555> was<00:03:57.731> the<00:03:57.859> genesis<00:03:58.357> of<00:03:58.661> the<00:03:58.758> idea<00:03:59.143> behind<00:03:59.544> Ditto.

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And<00:04:01.147> when<00:04:01.308> we<00:04:01.340> started<00:04:01.645> the<00:04:01.725> company<00:04:02.126> in<00:04:02.206> 2018,<00:04:03.409> the<00:04:04.788> theory<00:04:05.173> behind<00:04:05.638> it<00:04:05.735> was<00:04:05.975> that<00:04:06.376> mobile<00:04:06.681> devices<00:04:07.563> today<00:04:08.846> are<00:04:09.023> now<00:04:09.568> incredibly<00:04:10.306> powerful<00:04:10.947> computers<00:04:12.150> that<00:04:12.391> can<00:04:12.712> do<00:04:13.129> things<00:04:13.514> like<00:04:13.754> this.

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But<00:04:15.118> when<00:04:15.502> I<00:04:15.599> got<00:04:15.759> my<00:04:15.936> start<00:04:16.545> building<00:04:16.802> mobile<00:04:17.106> devices<00:04:17.764> back<00:04:18.149> in,<00:04:18.967> mobile<00:04:19.191> applications<00:04:19.929> back<00:04:20.234> in<00:04:20.314> like<00:04:20.555> 2010,<00:04:21.517> kind<00:04:21.597> of<00:04:21.678> in<00:04:21.758> the<00:04:21.870> early<00:04:22.175> days<00:04:22.560> of<00:04:22.592> the<00:04:22.672> original<00:04:23.297> iPhone<00:04:23.618> and<00:04:23.763> Android<00:04:24.083> devices,<00:04:25.222> those<00:04:25.462> devices<00:04:25.927> couldn't<00:04:26.183> do<00:04:26.424> this.

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And<00:04:27.225> so<00:04:27.465> this<00:04:27.625> is<00:04:27.770> kind<00:04:27.930> of<00:04:28.026> a<00:04:28.042> new<00:04:28.507> capability<00:04:29.724> that<00:04:29.885> exists,<00:04:30.814> and<00:04:31.871> Ditto<00:04:32.128> is<00:04:32.432> enabling<00:04:32.993> that<00:04:33.233> for<00:04:34.419> lots<00:04:34.676> of<00:04:34.756> different<00:04:35.060> applications<00:04:36.743> that<00:04:36.999> can<00:04:37.239> now<00:04:37.624> work<00:04:38.104> more<00:04:38.281> reliably<00:04:39.322> than<00:04:40.364> ever<00:04:40.588> before.

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How<00:04:42.206> are<00:04:42.287> you<00:04:42.447> thinking<00:04:42.767> about<00:04:43.152> artificial<00:04:43.648> intelligence<00:04:44.354> just<00:04:44.546> in<00:04:44.754> general,<00:04:45.555> and<00:04:45.796> how<00:04:45.972> are<00:04:46.116> you<00:04:46.212> implementing<00:04:46.693> that<00:04:46.933> into<00:04:47.158> Ditto?

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Yeah,<00:04:49.321> it's<00:04:49.721> a<00:04:50.202> fantastic<00:04:50.859> question<00:04:51.420> because<00:04:51.804> it<00:04:51.900> gets<00:04:52.205> to<00:04:52.317> the<00:04:52.766> the<00:04:52.862> heart<00:04:53.247> of<00:04:53.969> what<00:04:54.209> we<00:04:54.386> believe<00:04:54.803> is<00:04:54.931> going<00:04:55.107> to<00:04:55.172> play<00:04:55.428> out<00:04:55.733> over<00:04:55.925> the<00:04:56.006> next<00:04:56.390> 10,<00:04:56.631> 20<00:04:57.016> years.

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If<00:04:58.572> you<00:04:59.101> look<00:04:59.277> at<00:04:59.358> the<00:04:59.502> history<00:04:59.983> of<00:05:00.159> computing,<00:05:01.459> if<00:05:01.587> you<00:05:01.619> go<00:05:01.763> back<00:05:01.988> all<00:05:02.148> the<00:05:02.228> way<00:05:02.405> to<00:05:02.501> the<00:05:02.581> original<00:05:03.431> computers,<00:05:04.875> they<00:05:05.051> were<00:05:05.276> big<00:05:05.532> mainframes.

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And<00:05:07.377> the<00:05:07.521> way<00:05:07.762> you<00:05:07.922> interacted<00:05:08.564> with<00:05:08.740> them<00:05:08.981> is<00:05:09.061> that<00:05:09.285> you<00:05:09.382> actually<00:05:09.847> rented<00:05:10.248> time<00:05:11.130> on<00:05:11.226> those<00:05:11.467> computers.

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And<00:05:12.605> so<00:05:12.830> in<00:05:12.974> a<00:05:13.070> lot<00:05:13.295> of<00:05:13.375> ways,<00:05:14.257> it<00:05:14.418> resembles<00:05:14.995> what<00:05:15.155> we<00:05:15.316> think<00:05:15.572> of<00:05:15.781> as<00:05:16.022> cloud<00:05:16.358> computing<00:05:17.000> today,<00:05:18.283> where<00:05:18.588> you're<00:05:18.908> connecting<00:05:19.486> to<00:05:19.566> something<00:05:20.031> remotely<00:05:20.673> and<00:05:20.753> you're<00:05:20.849> running<00:05:21.090> time<00:05:21.475> from<00:05:21.635> it.

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And<00:05:22.917> that<00:05:23.078> was<00:05:23.254> the<00:05:23.334> case<00:05:23.735> because<00:05:24.072> at<00:05:24.136> that<00:05:24.376> point,<00:05:24.681> that<00:05:24.793> was<00:05:24.937> the<00:05:25.082> only<00:05:25.723> way<00:05:26.059> that<00:05:26.220> you<00:05:26.380> could<00:05:26.604> have<00:05:27.021> processing<00:05:27.502> power<00:05:27.903> was<00:05:28.143> a<00:05:28.384> giant<00:05:28.768> computer<00:05:29.330> that<00:05:29.490> took<00:05:29.666> up<00:05:29.762> an<00:05:29.843> entire<00:05:30.372> room.

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But<00:05:31.975> as<00:05:32.167> we<00:05:32.391> figured<00:05:32.776> out<00:05:32.872> how<00:05:33.097> to<00:05:33.273> shrink<00:05:33.994> that<00:05:34.219> computing<00:05:34.716> power<00:05:35.036> down,<00:05:35.838> what<00:05:35.998> happened<00:05:36.399> was<00:05:36.639> the<00:05:36.864> advent<00:05:37.521> of<00:05:37.681> personal<00:05:38.082> computers<00:05:38.867> in<00:05:39.044> the<00:05:39.429> '80s<00:05:39.925> and<00:05:40.006> '90s.

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Well,<00:05:42.490> that<00:05:42.731> kind<00:05:42.907> of<00:05:43.035> trend<00:05:43.516> from<00:05:43.933> big<00:05:44.173> computers<00:05:45.135> to<00:05:45.231> smaller<00:05:45.616> computers<00:05:46.482> basically<00:05:46.979> reversed<00:05:47.636> in<00:05:47.764> the<00:05:47.876> early<00:05:48.181> 2000s<00:05:48.983> with<00:05:49.207> the<00:05:49.367> advent<00:05:50.089> of<00:05:50.345> mobile<00:05:50.650> devices,<00:05:51.708> Palm<00:05:51.948> Pilots,<00:05:52.509> and<00:05:52.589> then<00:05:53.214> iPhones<00:05:53.471> and<00:05:53.551> the<00:05:54.898> Those<00:05:55.138> devices<00:05:55.715> were<00:05:55.811> so<00:05:56.501> underpowered,<00:05:57.703> the<00:05:57.799> original<00:05:58.280> ones,<00:05:59.001> that<00:05:59.306> you<00:05:59.402> needed<00:06:00.107> something<00:06:00.588> like<00:06:00.765> a<00:06:00.909> big<00:06:01.085> computer<00:06:01.566> again.

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And<00:06:02.448> so<00:06:02.688> that<00:06:02.993> coincided<00:06:03.714> with<00:06:03.875> the<00:06:03.971> rise<00:06:04.676> of<00:06:04.772> cloud<00:06:05.093> computing.

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And<00:06:06.519> that's<00:06:06.760> really<00:06:07.000> played<00:06:07.321> out<00:06:07.722> over<00:06:07.882> the<00:06:07.978> last<00:06:08.379> 10,<00:06:08.619> 20<00:06:08.940> years.

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Well,<00:06:11.120> today<00:06:11.665> in<00:06:11.809> 2024,<00:06:13.012> that's<00:06:13.268> a<00:06:13.493> very<00:06:13.909> different<00:06:14.951> situation<00:06:15.913> where,<00:06:16.298> as<00:06:16.458> I<00:06:16.490> was<00:06:16.699> mentioning,<00:06:17.660> your<00:06:17.981> modern<00:06:18.783> iPhone<00:06:19.344> is<00:06:19.520> now<00:06:19.905> usually<00:06:20.402> like<00:06:20.626> the<00:06:20.802> most<00:06:21.123> powerful<00:06:21.684> computing<00:06:22.149> device<00:06:23.047> that<00:06:23.207> a<00:06:23.271> person<00:06:23.672> owns.

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And<00:06:24.585> so<00:06:24.746> now<00:06:25.275> there's<00:06:25.660> so<00:06:25.788> much<00:06:26.077> capability<00:06:26.735> that<00:06:26.832> can<00:06:27.040> be<00:06:27.153> done<00:06:27.522> on<00:06:27.682> the<00:06:27.763> device<00:06:28.662> that<00:06:28.806> you<00:06:28.854> don't<00:06:29.288> always<00:06:29.705> need<00:06:29.930> to<00:06:30.010> go<00:06:30.267> and<00:06:30.331> talk<00:06:30.604> to<00:06:30.749> a<00:06:30.765> server<00:06:31.134> anymore.

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And<00:06:31.969> so<00:06:32.210> it's<00:06:32.515> kind<00:06:32.836> of<00:06:32.932> like<00:06:33.141> the<00:06:33.237> PC<00:06:33.719> revolution<00:06:34.345> happening<00:06:34.827> again,<00:06:35.244> where<00:06:35.870> processing<00:06:36.368> power<00:06:36.866> is<00:06:37.026> moving<00:06:37.636> to<00:06:37.797> the<00:06:37.958> edge<00:06:38.841> away<00:06:39.097> from<00:06:39.403> the<00:06:39.483> data<00:06:39.675> center.

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And<00:06:41.425> that<00:06:41.971> is<00:06:42.132> going<00:06:42.308> to<00:06:42.389> play<00:06:42.710> out<00:06:42.935> in<00:06:43.031> a<00:06:43.175> major<00:06:43.577> way<00:06:43.898> with<00:06:44.058> artificial<00:06:44.556> intelligence.

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Because<00:06:45.985> as<00:06:46.146> you<00:06:46.242> can<00:06:46.386> see<00:06:46.643> now,<00:06:47.029> there's<00:06:47.286> a<00:06:47.462> massive<00:06:48.008> race<00:06:48.714> to<00:06:48.795> try<00:06:48.971> to<00:06:49.052> get<00:06:49.212> enough<00:06:49.774> GPU<00:06:50.496> and<00:06:50.577> processing<00:06:51.139> power<00:06:51.620> to<00:06:51.765> be<00:06:51.861> able<00:06:51.974> to<00:06:52.102> run<00:06:52.343> these<00:06:52.584> models.

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And<00:06:54.013> in<00:06:54.109> a<00:06:54.173> lot<00:06:54.334> of<00:06:54.366> cases,<00:06:54.992> there's<00:06:55.474> just<00:06:55.650> not<00:06:55.811> enough<00:06:56.180> GPUs<00:06:56.678> to<00:06:56.758> go<00:06:56.822> around.

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But<00:06:57.946> the<00:06:58.026> reality<00:06:58.508> is,<00:06:59.310> in,<00:06:59.792> in<00:06:59.904> your<00:07:00.434> mobile<00:07:00.611> device,<00:07:01.076> you<00:07:01.173> have<00:07:01.574> an<00:07:01.719> incredibly<00:07:02.216> powerful<00:07:02.682> GPU.

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And<00:07:03.517> so<00:07:04.223> I<00:07:04.303> think<00:07:04.464> what's<00:07:04.705> going<00:07:04.865> to<00:07:05.010> continue<00:07:05.732> to<00:07:05.828> happen<00:07:06.294> is<00:07:07.048> software<00:07:07.594> is<00:07:07.691> going<00:07:07.787> to<00:07:07.851> figure<00:07:08.220> out<00:07:08.718> more<00:07:09.039> ways<00:07:09.906> to<00:07:10.083> leverage<00:07:10.709> running<00:07:11.608> those<00:07:11.865> AI<00:07:12.555> or<00:07:12.956> machine<00:07:13.277> learning<00:07:13.534> models<00:07:14.562> on<00:07:15.284> edge<00:07:15.541> devices,<00:07:16.569> and<00:07:16.681> so<00:07:16.986> that<00:07:17.548> it<00:07:17.628> could<00:07:17.773> be<00:07:17.869> cheaper<00:07:18.896> and<00:07:18.993> have<00:07:19.234> lower<00:07:19.474> latency<00:07:20.341> for<00:07:20.502> end<00:07:20.678> users.

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And<00:07:21.722> so<00:07:22.027> we<00:07:22.123> see<00:07:22.348> Ditto<00:07:22.765> is<00:07:22.910> going<00:07:23.086> to<00:07:23.167> be<00:07:23.327> a<00:07:23.343> crucial<00:07:23.809> piece<00:07:24.130> of<00:07:24.210> that.

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Because<00:07:25.018> at<00:07:25.164> the<00:07:25.261> end<00:07:25.407> of<00:07:25.440> the<00:07:25.586> day,<00:07:26.300> how<00:07:26.624> you<00:07:26.803> manage<00:07:27.371> the<00:07:27.517> data<00:07:28.182> on<00:07:28.279> a<00:07:28.344> mobile<00:07:28.588> device<00:07:30.032> is<00:07:30.372> essentially<00:07:30.778> what<00:07:31.005> we,<00:07:31.573> what<00:07:31.752> we<00:07:31.914> solve.

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We<00:07:32.932> figure<00:07:33.399> out<00:07:33.657> how<00:07:33.882> to<00:07:34.124> store<00:07:34.462> the<00:07:34.559> data<00:07:35.332> and<00:07:35.428> transmit<00:07:36.008> it<00:07:36.169> around<00:07:36.942> across<00:07:38.086> edge<00:07:38.263> devices<00:07:38.955> and<00:07:39.068> into<00:07:39.277> the<00:07:39.374> cloud.

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And<00:07:40.485> so<00:07:40.888> that's<00:07:41.210> going<00:07:41.451> to<00:07:41.548> be<00:07:41.709> a<00:07:41.790> key<00:07:42.080> challenge<00:07:42.824> as<00:07:43.796> AI<00:07:44.784> continues<00:07:45.432> to<00:07:45.578> evolve<00:07:46.144> and<00:07:46.225> spread<00:07:46.889> into<00:07:47.392> our<00:07:47.537> mobile<00:07:47.780> devices.

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What<00:07:50.133> are<00:07:50.215> some<00:07:50.768> interesting<00:07:51.240> use<00:07:51.435> cases<00:07:51.826> you<00:07:51.988> found,<00:07:52.395> or<00:07:52.542> clients,<00:07:52.883> or<00:07:52.965> those<00:07:53.046> who<00:07:53.111> are<00:07:53.193> using<00:07:53.453> Ditto's<00:07:53.811> platform<00:07:54.332> currently<00:07:57.217> partnerships<00:07:57.778> you've<00:07:57.938> made<00:07:58.579> or,<00:07:59.060> you<00:07:59.141> know,<00:07:59.461> again,<00:07:59.718> clients<00:08:00.038> you've<00:08:00.182> had<00:08:01.240> that<00:08:02.106> really<00:08:02.363> show<00:08:03.148> the<00:08:03.244> power<00:08:03.805> of<00:08:03.966> Ditto?

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Yeah,<00:08:06.450> well,<00:08:06.675> we've<00:08:06.835> been<00:08:07.075> really<00:08:07.332> fortunate<00:08:07.909> to<00:08:08.053> work<00:08:08.294> with<00:08:08.454> some<00:08:09.095> incredible<00:08:09.736> companies.

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The<00:08:10.859> first<00:08:11.243> industry<00:08:11.756> that<00:08:11.965> adopted<00:08:12.542> Ditto<00:08:12.942> was<00:08:13.327> the<00:08:13.568> commercial<00:08:14.145> airline<00:08:14.850> industry.

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And<00:08:15.587> so<00:08:15.748> today<00:08:16.213> we<00:08:16.309> work<00:08:16.549> with<00:08:16.710> companies<00:08:17.174> like<00:08:17.335> Alaska<00:08:17.768> Airlines,<00:08:18.537> Delta<00:08:18.793> Airlines,<00:08:19.996> where<00:08:20.300> Ditto<00:08:20.621> is<00:08:20.733> embedded<00:08:21.599> into<00:08:21.839> the<00:08:21.919> software<00:08:23.025> that<00:08:23.442> the<00:08:23.586> flight<00:08:23.907> attendants<00:08:24.484> are<00:08:24.644> using.

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So<00:08:25.526> if<00:08:25.686> you've<00:08:25.847> been<00:08:26.007> on<00:08:26.151> a<00:08:26.183> flight<00:08:26.648> recently,<00:08:27.193> you'll<00:08:27.289> notice<00:08:27.690> that<00:08:28.476> The<00:08:28.588> staff,<00:08:29.133> the<00:08:29.277> crew<00:08:29.838> are<00:08:30.399> all<00:08:30.559> using<00:08:30.815> mobile<00:08:31.056> devices.

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And<00:08:32.193> so<00:08:32.979> they,<00:08:33.684> they<00:08:33.780> do<00:08:33.940> a<00:08:34.004> lot<00:08:34.180> of<00:08:34.260> things<00:08:34.581> with<00:08:35.046> the<00:08:35.639> mobile<00:08:35.927> device.

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They<00:08:36.568> track<00:08:37.081> safety<00:08:37.545> issues,<00:08:38.908> seat<00:08:39.228> assignments,<00:08:40.173> meal<00:08:40.494> inventory<00:08:41.071> information.

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Basically<00:08:43.314> everything<00:08:43.715> that<00:08:44.035> a<00:08:44.099> flight<00:08:44.372> attendant<00:08:44.756> needs<00:08:45.061> to<00:08:45.157> do<00:08:45.317> their<00:08:45.478> job<00:08:46.038> is<00:08:46.343> on<00:08:46.503> that<00:08:46.663> device.

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The<00:08:47.881> problem,<00:08:48.362> though,<00:08:48.602> is<00:08:48.827> that<00:08:49.067> if<00:08:49.163> they<00:08:49.404> want<00:08:49.708> to<00:08:49.804> share<00:08:50.365> data<00:08:50.846> with<00:08:51.166> the<00:08:51.310> other<00:08:51.487> people<00:08:51.807> in<00:08:51.887> the<00:08:51.967> plane,<00:08:52.368> like<00:08:52.592> the<00:08:52.672> other<00:08:52.849> flight<00:08:53.089> attendants<00:08:53.586> or<00:08:53.650> maybe<00:08:53.874> the<00:08:53.954> pilot,<00:08:54.932> they<00:08:55.012> still<00:08:55.237> have<00:08:55.349> to<00:08:55.477> rely<00:08:56.199> on<00:08:56.776> the<00:08:57.000> internet<00:08:57.497> of<00:08:57.657> the<00:08:57.738> plane.

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And<00:08:59.004> as<00:08:59.164> we<00:08:59.261> all<00:08:59.485> know,<00:09:00.062> that's<00:09:00.768> pretty<00:09:01.024> unreliable.

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And<00:09:02.387> so<00:09:02.932> with<00:09:03.108> Ditto<00:09:03.733> embedded<00:09:04.295> into<00:09:04.631> their<00:09:05.176> applications,<00:09:06.299> a<00:09:06.315> flight<00:09:06.635> attendant<00:09:07.180> can,<00:09:07.982> you<00:09:08.014> know,<00:09:08.158> make<00:09:08.335> a<00:09:08.399> change<00:09:08.783> on<00:09:08.864> their<00:09:09.040> device<00:09:09.745> and<00:09:09.826> it<00:09:09.906> can<00:09:10.082> immediately<00:09:11.044> be<00:09:11.204> transmitted<00:09:11.781> to<00:09:11.990> all<00:09:12.166> the<00:09:12.326> other<00:09:12.487> devices<00:09:13.048> in<00:09:13.128> the<00:09:13.272> plane<00:09:14.314> over<00:09:14.555> things<00:09:14.811> like<00:09:15.036> Wi-Fi<00:09:15.453> and<00:09:15.613> Bluetooth.

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And<00:09:16.671> so<00:09:16.912> at<00:09:17.056> that<00:09:17.280> point,<00:09:17.553> you<00:09:17.857> don't<00:09:18.403> even<00:09:18.739> care<00:09:18.996> if<00:09:19.204> there's<00:09:19.461> internet<00:09:19.861> in<00:09:19.942> the<00:09:20.022> plane.

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And<00:09:20.903> so<00:09:21.080> this<00:09:21.304> improves<00:09:21.946> customer<00:09:22.330> experience,<00:09:23.372> operations,<00:09:24.094> and<00:09:24.174> even<00:09:24.350> safety.

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And<00:09:25.632> so<00:09:25.728> that's<00:09:26.017> where<00:09:26.113> we<00:09:26.193> got<00:09:26.353> started.

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But<00:09:27.699> our<00:09:27.939> biggest<00:09:29.237> vertical<00:09:29.862> to<00:09:29.958> date<00:09:30.583> is<00:09:31.079> now<00:09:31.240> actually<00:09:31.640> not<00:09:31.800> in<00:09:31.880> the<00:09:32.025> air,<00:09:32.361> but<00:09:32.505> on<00:09:32.601> the<00:09:32.682> ground<00:09:33.643> with<00:09:34.444> restaurants<00:09:35.005> and<00:09:35.165> retail<00:09:35.565> establishments<00:09:36.911> where<00:09:37.568> Ditto<00:09:37.872> is<00:09:38.032> being<00:09:38.369> used<00:09:38.769> to<00:09:38.930> connect<00:09:39.314> devices<00:09:40.355> within<00:09:40.692> stores.

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And<00:09:42.775> a<00:09:42.839> key<00:09:43.079> customer<00:09:43.576> of<00:09:43.720> ours<00:09:44.056> is<00:09:44.281> Chick-fil-A,<00:09:45.322> where<00:09:45.498> they<00:09:45.883> are<00:09:46.139> using<00:09:46.539> Ditto<00:09:47.020> to<00:09:47.180> connect<00:09:47.725> all<00:09:47.901> of<00:09:48.045> their<00:09:48.222> mobile<00:09:48.526> devices<00:09:49.103> within<00:09:49.407> their<00:09:49.503> stores<00:09:50.689> in<00:09:50.769> the<00:09:50.801> same<00:09:51.250> way<00:09:51.426> that<00:09:51.650> those<00:09:52.131> flight<00:09:52.371> attendants,<00:09:53.012> it's<00:09:53.653> exact<00:09:54.005> same<00:09:54.229> mechanism,<00:09:56.457> that<00:09:56.700> is<00:09:56.926> happening<00:09:57.492> just<00:09:57.735> on<00:09:57.832> the<00:09:57.913> ground<00:09:58.705> where<00:09:58.883> mobile<00:09:59.207> devices<00:10:00.080> are<00:10:00.646> sharing<00:10:01.131> data<00:10:01.875> from<00:10:02.102> device<00:10:02.506> to<00:10:02.587> device<00:10:03.169> over<00:10:03.477> Bluetooth<00:10:03.913> and<00:10:04.059> Wi-Fi.

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And<00:10:05.110> this<00:10:05.272> ensures<00:10:05.898> that<00:10:06.075> an<00:10:06.300> order<00:10:06.557> taken<00:10:06.959> from<00:10:07.120> the<00:10:07.200> drive-thru<00:10:08.245> can<00:10:08.406> show<00:10:08.727> up<00:10:08.904> in<00:10:09.033> the<00:10:09.065> screens<00:10:09.852> in<00:10:09.933> the<00:10:10.077> kitchen<00:10:10.801> as<00:10:10.961> quickly<00:10:11.379> and<00:10:11.476> as<00:10:11.620> reliably<00:10:12.167> as<00:10:12.263> possible<00:10:12.810> so<00:10:12.987> people<00:10:13.228> can<00:10:13.324> get<00:10:13.469> their<00:10:13.613> food<00:10:13.871> on<00:10:14.080> time.

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What<00:10:16.193> about<00:10:16.371> like<00:10:16.677> healthcare<00:10:17.323> or<00:10:17.436> something<00:10:17.823> along<00:10:18.065> those<00:10:18.210> lines?

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I<00:10:18.404> mean,<00:10:18.549> I<00:10:18.630> could<00:10:18.775> see<00:10:18.952> this<00:10:19.098> using<00:10:19.437> and<00:10:20.001> being<00:10:20.227> used<00:10:20.469> in<00:10:20.631> all<00:10:20.727> sorts<00:10:21.131> of<00:10:21.276> different<00:10:21.599> verticals<00:10:22.180> in<00:10:22.341> really<00:10:22.664> interesting<00:10:23.132> ways.

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What<00:10:24.820> have<00:10:24.916> you<00:10:24.997> found<00:10:25.303> any<00:10:25.480> cool<00:10:25.802> like<00:10:25.963> healthcare<00:10:26.446> partnerships<00:10:27.397> or<00:10:28.138> that<00:10:28.379> type<00:10:28.556> of<00:10:28.621> stuff<00:10:29.104> that<00:10:29.426> has<00:10:29.668> led<00:10:29.845> you<00:10:29.925> to<00:10:30.054> believe<00:10:30.296> like,<00:10:30.457> wow,<00:10:30.634> this<00:10:30.811> is<00:10:31.020> really<00:10:31.214> scalable<00:10:31.842> in<00:10:31.922> all<00:10:32.019> sorts<00:10:32.422> of<00:10:32.502> industries,<00:10:33.034> if<00:10:33.130> not<00:10:33.535> all<00:10:33.642> industries?

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Absolutely.

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Ultimately,<00:10:37.464> we<00:10:37.642> view<00:10:37.870> Ditto<00:10:38.293> as<00:10:38.455> a<00:10:38.536> technology<00:10:39.186> that<00:10:39.430> can<00:10:39.593> be<00:10:40.470> used<00:10:40.747> in<00:10:40.958> any<00:10:41.072> sort<00:10:41.381> of<00:10:41.527> application.

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At<00:10:42.637> the<00:10:42.734> end<00:10:42.831> of<00:10:42.879> the<00:10:42.960> day,<00:10:43.219> like,<00:10:43.380> just<00:10:43.542> think<00:10:43.704> about<00:10:43.930> it.

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When<00:10:44.173> you<00:10:44.270> use<00:10:44.431> your<00:10:44.593> mobile<00:10:44.836> device,<00:10:45.951> you<00:10:46.129> are<00:10:46.776> reading<00:10:47.180> data<00:10:47.730> and<00:10:47.892> writing<00:10:48.312> data<00:10:49.509> as<00:10:49.670> you<00:10:49.913> interact<00:10:50.479> with<00:10:50.818> any<00:10:50.980> sort<00:10:51.223> of<00:10:51.303> application,<00:10:51.950> whether<00:10:52.179> a<00:10:52.196> consumer<00:10:52.677> or<00:10:52.777> an<00:10:52.943> enterprise<00:10:53.291> application.

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And<00:10:53.690> so<00:10:55.466> That's<00:10:55.642> what<00:10:55.787> Ditto<00:10:56.027> does.

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We,<00:10:56.684> we<00:10:56.844> manage<00:10:57.245> data<00:10:57.790> on<00:10:57.950> edge<00:10:58.142> devices<00:10:58.911> and<00:10:59.488> move<00:10:59.729> it<00:10:59.793> around<00:11:00.193> wherever<00:11:00.434> it<00:11:00.530> needs<00:11:00.850> to<00:11:00.931> go<00:11:01.892> in<00:11:01.956> some<00:11:02.132> pretty<00:11:02.373> unique<00:11:02.693> ways.

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And<00:11:03.719> so<00:11:04.376> that<00:11:04.616> means<00:11:05.081> it's<00:11:05.241> applicable<00:11:06.059> to<00:11:06.219> solving<00:11:06.860> any<00:11:07.020> sort<00:11:07.244> of<00:11:07.341> problem<00:11:08.062> where<00:11:08.863> you've<00:11:09.167> got<00:11:09.328> to<00:11:09.424> be<00:11:09.584> able<00:11:09.808> to<00:11:09.969> reliably<00:11:10.626> store<00:11:10.946> and<00:11:11.090> transmit<00:11:11.571> data.

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And<00:11:12.228> the<00:11:12.308> healthcare<00:11:12.853> industry<00:11:13.574> is<00:11:13.686> a<00:11:13.750> place<00:11:14.215> where<00:11:14.311> we<00:11:14.472> see<00:11:14.872> incredible<00:11:15.353> opportunity<00:11:16.779> also<00:11:17.516> just<00:11:17.661> to<00:11:17.757> have<00:11:17.933> a<00:11:17.981> major<00:11:18.398> impact<00:11:20.465> in<00:11:20.625> a<00:11:21.459> a<00:11:21.523> personal<00:11:22.308> way<00:11:22.485> as<00:11:22.709> well.

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And<00:11:23.703> so<00:11:23.927> we<00:11:24.152> recently<00:11:24.568> announced<00:11:25.210> a<00:11:25.771> partnership<00:11:26.332> with<00:11:26.428> a<00:11:26.556> company<00:11:26.893> called<00:11:27.133> Share<00:11:27.390> My<00:11:27.614> Health<00:11:28.480> that<00:11:28.656> is<00:11:28.816> doing<00:11:29.362> children's<00:11:30.323> nutritional<00:11:30.916> screenings<00:11:31.526> around<00:11:31.782> the<00:11:31.942> world.

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And<00:11:33.064> so<00:11:33.770> these<00:11:33.946> are<00:11:34.026> typically<00:11:34.587> in<00:11:34.892> rural<00:11:35.293> areas<00:11:36.094> where<00:11:37.152> cellular<00:11:37.633> connectivity<00:11:38.739> is<00:11:38.915> not<00:11:39.300> guaranteed.

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And<00:11:41.721> to<00:11:42.202> paint<00:11:42.378> a<00:11:42.442> picture<00:11:42.763> of<00:11:42.907> what<00:11:43.067> this<00:11:43.308> looks<00:11:43.564> like,<00:11:45.071> you<00:11:45.151> might<00:11:45.568> have<00:11:45.728> a<00:11:45.744> family<00:11:46.225> that<00:11:46.434> would<00:11:46.530> show<00:11:46.915> up<00:11:47.411> to<00:11:47.636> these<00:11:47.748> screenings<00:11:48.518> where<00:11:48.694> there<00:11:48.854> would<00:11:49.014> be<00:11:49.111> multiple<00:11:49.656> tents<00:11:50.377> set<00:11:50.682> up,<00:11:50.954> such<00:11:51.259> as<00:11:51.403> in<00:11:51.563> like<00:11:52.124> an<00:11:52.221> arena<00:11:53.327> or<00:11:54.467> a<00:11:54.531> school<00:11:55.591> facility,<00:11:56.457> and<00:11:57.019> each<00:11:57.260> one<00:11:57.421> of<00:11:57.453> those<00:11:57.742> tents<00:11:58.464> are<00:11:58.560> going<00:11:58.673> to<00:11:58.865> do<00:11:59.202> some<00:11:59.459> sort<00:11:59.700> of<00:11:59.764> different<00:12:00.101> health<00:12:00.647> screening,<00:12:01.450> maybe<00:12:01.915> blood<00:12:02.172> pressure<00:12:03.119> check,<00:12:03.938> weight,<00:12:04.419> things<00:12:04.644> like<00:12:04.901> that.

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And<00:12:06.345> traditionally,<00:12:07.212> the<00:12:07.373> only<00:12:07.614> way<00:12:07.790> to<00:12:07.951> be<00:12:08.095> able<00:12:08.224> to<00:12:08.352> kind<00:12:08.529> of<00:12:08.657> coordinate<00:12:09.219> the<00:12:09.315> data<00:12:09.636> across<00:12:10.102> all<00:12:10.198> these<00:12:10.423> different<00:12:11.739> locations<00:12:12.509> as<00:12:12.670> the<00:12:12.750> screenings<00:12:13.248> are<00:12:13.328> being<00:12:13.489> conducted<00:12:14.291> would<00:12:14.436> be<00:12:14.596> pen<00:12:14.757> and<00:12:14.853> paper.

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And<00:12:16.683> so<00:12:17.341> with<00:12:17.502> Ditto<00:12:17.742> now,<00:12:18.850> all<00:12:18.946> the<00:12:19.091> workers<00:12:19.588> can<00:12:19.813> use<00:12:20.295> mobile<00:12:20.616> tablets<00:12:21.659> and<00:12:21.980> they<00:12:22.141> can<00:12:22.317> input<00:12:22.783> the<00:12:22.815> screenings<00:12:24.146> as<00:12:24.322> the<00:12:24.467> children<00:12:24.947> move<00:12:25.060> along<00:12:25.749> and<00:12:26.069> everyone,<00:12:27.351> regardless<00:12:28.473> of<00:12:28.953> internet,<00:12:29.514> will<00:12:29.610> be<00:12:29.787> able<00:12:29.995> to—<00:12:30.476> all<00:12:30.556> the<00:12:31.116> healthcare<00:12:31.517> workers<00:12:31.918> can<00:12:32.078> see<00:12:33.039> all<00:12:33.200> the<00:12:33.312> information<00:12:33.873> about<00:12:34.161> a<00:12:34.241> given<00:12:34.481> child.

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And<00:12:35.779> so<00:12:35.940> this<00:12:36.564> ensures<00:12:37.125> more<00:12:37.286> accurate<00:12:38.183> data<00:12:38.824> collection<00:12:39.609> and<00:12:39.689> ultimately<00:12:40.570> can<00:12:40.731> improve<00:12:41.147> the<00:12:41.227> well-being<00:12:41.868> of<00:12:42.205> those<00:12:42.429> children.

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And<00:12:43.471> so<00:12:43.711> it's<00:12:44.192> something—<00:12:45.409> starting<00:12:45.794> a<00:12:45.858> company,<00:12:46.531> something—<00:12:47.220> building<00:12:47.541> technology<00:12:48.182> like<00:12:48.358> Ditto,<00:12:48.758> that's<00:12:49.656> extremely<00:12:50.265> like<00:12:52.428> kind<00:12:52.588> of<00:12:53.310> a<00:12:53.470> hidden<00:12:53.807> technology<00:12:55.009> in<00:12:55.089> a<00:12:55.105> lot<00:12:55.265> of<00:12:55.329> cases,<00:12:55.874> you<00:12:55.986> know,<00:12:56.131> like<00:12:56.291> we're<00:12:56.387> not<00:12:56.675> building<00:12:57.156> a<00:12:57.477> consumer<00:12:58.038> application<00:12:58.759> that<00:12:58.871> a<00:12:58.935> lot<00:12:59.080> of<00:12:59.160> people<00:13:00.041> are<00:13:00.202> going<00:13:00.266> to<00:13:00.378> interact<00:13:00.939> with.

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It's<00:13:02.477> amazing<00:13:03.103> to<00:13:03.247> kind<00:13:03.359> of<00:13:03.487> see<00:13:04.048> how<00:13:04.449> people<00:13:05.090> ultimately<00:13:06.148> implement<00:13:07.013> Ditto<00:13:07.574> and<00:13:08.312> the<00:13:08.856> impact<00:13:09.353> that<00:13:09.514> it<00:13:09.658> can<00:13:09.818> have<00:13:11.020> around<00:13:11.341> the<00:13:11.437> world.

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And<00:13:12.383> so<00:13:13.104> very<00:13:13.280> proud<00:13:13.745> to<00:13:13.841> be<00:13:14.001> able<00:13:14.162> to<00:13:14.322> kind<00:13:14.498> of<00:13:14.562> say<00:13:14.883> that<00:13:15.043> we,<00:13:15.348> you<00:13:15.380> know,<00:13:15.845> in<00:13:15.925> a<00:13:15.941> small<00:13:16.309> way,<00:13:16.566> we're<00:13:16.902> having<00:13:17.207> an<00:13:17.287> impact<00:13:17.768> on<00:13:17.912> children's<00:13:18.874> lives<00:13:19.226> around<00:13:19.451> the<00:13:19.595> world.

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With<00:13:21.078> the<00:13:21.224> product<00:13:21.660> and<00:13:21.790> with<00:13:21.952> Ditto<00:13:22.194> being<00:13:22.437> able<00:13:22.615> to<00:13:22.760> use<00:13:23.019> in<00:13:23.343> basically<00:13:23.828> any,<00:13:24.540> uh,<00:13:25.268> application<00:13:26.077> in<00:13:26.239> any<00:13:26.497> industry,<00:13:27.128> how<00:13:27.241> do<00:13:27.371> you<00:13:27.452> decide<00:13:27.872> where<00:13:28.034> to<00:13:28.115> spend<00:13:28.358> your<00:13:28.455> time?

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How<00:13:28.843> do<00:13:28.908> you<00:13:29.005> decide<00:13:30.209> which<00:13:30.470> industry<00:13:30.880> to<00:13:30.961> focus<00:13:31.452> on,<00:13:31.763> where<00:13:32.107> to<00:13:32.352> start?

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It's<00:13:35.359> a<00:13:35.777> great<00:13:36.018> question<00:13:36.500> because<00:13:36.885> I<00:13:36.982> think<00:13:37.689> as<00:13:38.428> most<00:13:38.733> entrepreneurs<00:13:39.392> figure<00:13:39.777> out<00:13:40.259> that<00:13:40.677> the<00:13:40.822> best<00:13:41.079> product,<00:13:42.268> uh,<00:13:42.911> is<00:13:43.248> not<00:13:43.553> a<00:13:43.634> guarantee<00:13:44.132> of<00:13:44.213> success.

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Usually<00:13:45.907> distribution<00:13:46.884> and<00:13:47.046> how<00:13:47.372> you<00:13:47.535> go<00:13:47.698> about<00:13:47.893> selling<00:13:48.430> your<00:13:48.528> product<00:13:48.789> is<00:13:48.837> a<00:13:48.854> major<00:13:48.919> factor<00:13:49.489> in<00:13:49.684> the<00:13:49.766> success<00:13:51.832> of<00:13:51.912> the<00:13:51.992> company.

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And<00:13:53.034> so<00:13:53.290> that's<00:13:53.579> something<00:13:53.899> that<00:13:54.060> we've<00:13:54.236> been<00:13:54.396> really<00:13:54.637> thoughtful<00:13:55.182> about<00:13:55.518> with<00:13:55.679> Ditto,<00:13:55.999> because<00:13:56.881> even<00:13:57.105> though<00:13:57.346> Ditto<00:13:57.683> is<00:13:57.907> a<00:13:57.987> technology<00:13:58.548> that<00:13:58.644> could<00:13:58.805> be<00:13:58.965> used<00:13:59.350> anywhere,<00:14:00.488> we<00:14:01.434> can't,<00:14:01.834> as<00:14:01.947> a<00:14:01.995> small<00:14:02.315> company,<00:14:03.069> support<00:14:04.319> any<00:14:04.495> and<00:14:04.640> every<00:14:04.880> use<00:14:05.137> case.

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And<00:14:06.002> so<00:14:06.659> the<00:14:06.804> way<00:14:06.980> that<00:14:07.140> we<00:14:07.285> think<00:14:07.461> about<00:14:07.846> it<00:14:08.006> is<00:14:08.968> kind<00:14:09.144> of<00:14:09.288> on,<00:14:10.010> I<00:14:10.090> like<00:14:10.507> to<00:14:10.603> say,<00:14:10.891> two<00:14:11.212> axes.

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So<00:14:11.805> if<00:14:11.933> you<00:14:12.030> imagine<00:14:12.414> a<00:14:12.494> graph,<00:14:13.072> an<00:14:13.232> X<00:14:13.472> and<00:14:13.568> a<00:14:13.633> Y<00:14:14.899> axis,<00:14:16.358> I<00:14:16.502> think<00:14:16.758> of<00:14:16.999> our<00:14:17.223> business<00:14:18.345> on<00:14:18.522> kind<00:14:18.682> of<00:14:18.762> those<00:14:19.403> two<00:14:19.804> different<00:14:20.125> sides<00:14:21.071> where<00:14:21.551> the<00:14:21.712> X<00:14:22.032> axis<00:14:23.475> is<00:14:23.732> all<00:14:24.132> the<00:14:24.276> different<00:14:24.677> ways<00:14:25.494> that<00:14:25.655> Ditto<00:14:25.959> could<00:14:26.055> be<00:14:26.216> used,<00:14:26.841> all<00:14:26.937> the<00:14:27.017> different<00:14:27.402> verticals<00:14:28.059> and<00:14:28.203> use<00:14:28.379> cases.

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And<00:14:29.421> that's<00:14:29.661> kind<00:14:29.838> of<00:14:29.902> like<00:14:30.142> never-ending.

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There's<00:14:31.504> a<00:14:31.585> long<00:14:31.905> tail<00:14:32.370> to<00:14:32.530> all<00:14:32.626> those<00:14:32.851> use<00:14:33.027> cases.

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But<00:14:34.469> there<00:14:34.630> are<00:14:34.726> certain<00:14:35.110> verticals<00:14:36.152> that<00:14:36.473> we<00:14:36.633> have<00:14:37.659> major<00:14:37.915> success<00:14:38.620> in,<00:14:39.261> and<00:14:39.518> that's<00:14:39.902> where<00:14:40.239> we<00:14:40.463> really<00:14:40.656> focus<00:14:41.184> our<00:14:41.377> sales<00:14:42.002> and<00:14:42.082> go-to-market<00:14:42.723> team<00:14:43.027> on.

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And<00:14:43.749> so<00:14:43.861> that's<00:14:44.486> in<00:14:44.566> a<00:14:44.582> lot<00:14:44.742> of<00:14:44.806> ways<00:14:45.191> the<00:14:45.608> kind<00:14:45.768> of<00:14:45.912> y-axis,<00:14:46.970> if<00:14:47.050> you're<00:14:47.275> visualizing<00:14:47.851> this.

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And<00:14:48.573> so<00:14:48.717> right<00:14:48.893> now,<00:14:49.358> those<00:14:49.614> big<00:14:49.839> verticals<00:14:50.320> for<00:14:50.560> us<00:14:50.880> are<00:14:51.361> in<00:14:51.522> airlines<00:14:52.403> and<00:14:53.140> retail,<00:14:54.263> increasingly<00:14:54.905> in<00:14:55.002> other<00:14:55.210> places<00:14:55.773> like<00:14:55.933> manufacturing<00:14:56.977> and<00:14:57.074> healthcare.

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And<00:14:58.134> so<00:14:59.322> the<00:14:59.402> great<00:14:59.708> part<00:14:59.900> about<00:15:00.205> Ditto<00:15:00.527> is<00:15:01.571> developers<00:15:02.213> can<00:15:02.358> just<00:15:02.534> come<00:15:02.872> and<00:15:03.000> try<00:15:03.177> the<00:15:03.273> software<00:15:03.803> out.

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And<00:15:04.478> so<00:15:04.702> that<00:15:04.943> naturally<00:15:05.506> pulls<00:15:05.827> us<00:15:06.068> into<00:15:06.293> new<00:15:06.469> verticals<00:15:07.577> without<00:15:07.995> much<00:15:08.541> effort.

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But<00:15:09.440> we<00:15:09.537> focused<00:15:10.147> our<00:15:10.340> sales<00:15:10.966> and<00:15:11.047> marketing<00:15:11.834> on<00:15:12.331> the<00:15:12.412> verticals<00:15:12.974> that<00:15:13.134> we<00:15:13.279> have<00:15:13.391> success<00:15:14.002> on.

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And<00:15:15.126> so<00:15:15.238> that's<00:15:15.528> how<00:15:15.688> we<00:15:15.785> stay<00:15:16.025> focused,<00:15:17.069> but<00:15:17.166> at<00:15:17.294> the<00:15:17.375> same<00:15:17.632> time<00:15:17.937> let<00:15:18.097> the<00:15:18.178> company<00:15:18.515> grow<00:15:18.836> into<00:15:19.141> more<00:15:19.302> and<00:15:19.398> more<00:15:19.623> use<00:15:19.800> cases.

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What<00:15:21.203> does<00:15:21.364> a<00:15:21.493> typical<00:15:21.896> day<00:15:22.074> look<00:15:22.300> like<00:15:22.542> for<00:15:22.638> you?

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I'm<00:15:23.203> curious.

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Well,<00:15:25.300> I've<00:15:25.478> got<00:15:25.720> two<00:15:26.171> young<00:15:26.494> kids,<00:15:27.236> so<00:15:27.559> that<00:15:28.026> usually<00:15:28.365> now<00:15:28.607> defines<00:15:30.043> a<00:15:30.124> lot<00:15:30.285> of<00:15:30.350> how<00:15:30.544> my,<00:15:30.964> my<00:15:31.174> day<00:15:32.307> plays<00:15:32.630> out.

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Back<00:15:34.248> when<00:15:34.361> starting<00:15:34.668> the<00:15:34.749> company,<00:15:35.380> I<00:15:35.396> didn't<00:15:35.623> have<00:15:35.801> kids<00:15:36.043> yet,<00:15:36.302> so<00:15:36.771> it<00:15:36.917> was<00:15:37.742> much,<00:15:38.227> much<00:15:38.405> easier<00:15:38.712> to<00:15:38.858> kind<00:15:39.100> of<00:15:39.666> just<00:15:39.843> do<00:15:40.085> whatever<00:15:40.714> as<00:15:41.358> needed.

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But<00:15:42.261> now<00:15:42.583> I've<00:15:42.825> kind<00:15:42.986> of<00:15:43.131> learned<00:15:43.373> to<00:15:43.453> have<00:15:43.953> my<00:15:44.114> day<00:15:44.340> be<00:15:44.452> a<00:15:44.517> bit<00:15:44.694> more<00:15:44.839> structured<00:15:46.676> and<00:15:46.854> I<00:15:46.999> try<00:15:47.176> to<00:15:47.240> be<00:15:47.337> very<00:15:47.579> thoughtful.

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Around<00:15:48.906> that<00:15:49.372> in<00:15:49.469> making<00:15:49.727> sure<00:15:50.049> that<00:15:50.210> in<00:15:50.290> the<00:15:50.371> mornings<00:15:51.079> I<00:15:51.143> spend<00:15:51.465> time<00:15:52.270> with,<00:15:52.689> with<00:15:53.751> my<00:15:53.896> family<00:15:54.524> and<00:15:54.701> then<00:15:54.862> likewise<00:15:55.361> in<00:15:55.441> the<00:15:55.651> evenings.

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But<00:15:59.912> the<00:16:01.349> reality<00:16:01.914> as<00:16:02.010> an<00:16:02.156> entrepreneur,<00:16:02.818> there's<00:16:03.060> only<00:16:03.237> so<00:16:03.463> much<00:16:03.786> that<00:16:03.883> you<00:16:04.093> can<00:16:04.254> control.

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And<00:16:05.788> we<00:16:05.949> work<00:16:06.191> with<00:16:06.304> a<00:16:06.369> lot<00:16:06.595> of<00:16:06.660> major<00:16:07.903> large<00:16:08.226> customers.

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And<00:16:09.114> so<00:16:09.663> I'm<00:16:09.841> typically<00:16:10.309> on<00:16:10.390> the<00:16:10.487> road<00:16:11.601> a<00:16:11.682> lot<00:16:11.876> as<00:16:12.021> well.

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And<00:16:12.909> so<00:16:13.055> I<00:16:13.152> don't<00:16:13.475> know<00:16:13.636> if<00:16:13.733> there's<00:16:13.959> really<00:16:14.266> a<00:16:14.363> typical<00:16:14.847> day<00:16:15.504> per<00:16:15.674> se,<00:16:16.269> but<00:16:18.268> I<00:16:18.525> try<00:16:18.686> to<00:16:18.911> have<00:16:19.265> a<00:16:19.330> strong<00:16:19.732> balance<00:16:20.215> between<00:16:21.502> making<00:16:21.807> sure<00:16:21.968> I'm<00:16:22.129> there<00:16:22.451> for<00:16:22.531> my<00:16:22.628> family,<00:16:23.271> but<00:16:23.432> at<00:16:23.513> the<00:16:23.593> same<00:16:23.979> time<00:16:24.800> doing<00:16:25.041> everything<00:16:25.588> as<00:16:25.765> needed<00:16:25.990> for<00:16:26.151> the<00:16:26.232> company.

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What<00:16:28.074> have<00:16:28.139> you<00:16:28.285> learned<00:16:28.512> about<00:16:28.772> leadership<00:16:29.502> and<00:16:29.648> how<00:16:29.713> have<00:16:29.907> you<00:16:30.053> grown<00:16:30.313> as<00:16:30.394> a<00:16:30.540> leader,<00:16:30.864> particularly<00:16:31.383> since<00:16:31.773> 2018<00:16:32.892> when<00:16:33.070> you<00:16:33.232> co-founded<00:16:34.043> Ditto<00:16:34.530> and<00:16:34.611> became<00:16:35.016> the<00:16:35.098> CEO?

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Yeah,<00:16:37.487> well,<00:16:37.908> previous<00:16:38.298> to<00:16:38.703> Ditto,<00:16:39.027> I<00:16:39.757> actually<00:16:40.000> had<00:16:40.114> started<00:16:40.503> another<00:16:40.811> company.

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It<00:16:42.044> didn't<00:16:42.271> really<00:16:42.774> take<00:16:43.017> off.

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It<00:16:43.503> was<00:16:43.666> just<00:16:44.460> a<00:16:44.477> small<00:16:45.838> very<00:16:45.998> small<00:16:46.303> company.

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But<00:16:48.467> one<00:16:48.627> of<00:16:48.707> the<00:16:48.932> lessons<00:16:49.573> I<00:16:49.749> learned<00:16:50.214> from<00:16:50.471> that<00:16:51.016> was<00:16:51.272> that<00:16:52.474> when<00:16:52.619> you<00:16:52.715> start<00:16:53.051> a<00:16:53.116> company,<00:16:53.901> even<00:16:54.077> before<00:16:54.462> you've<00:16:54.654> hired<00:16:55.055> a<00:16:55.183> big<00:16:55.424> team,<00:16:56.578> it's<00:16:57.187> useful<00:16:57.604> to<00:16:57.700> be<00:16:57.844> thoughtful<00:16:58.389> about<00:16:58.646> how<00:16:58.967> you<00:16:59.127> want<00:16:59.447> that<00:17:00.570> to<00:17:00.714> play<00:17:01.034> out.

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And<00:17:03.134> other<00:17:03.359> entrepreneurs<00:17:04.080> and<00:17:04.160> founders<00:17:04.641> had<00:17:05.122> given<00:17:05.298> me<00:17:05.443> that<00:17:05.619> advice,<00:17:06.565> and<00:17:06.966> it<00:17:07.318> feels<00:17:07.639> kind<00:17:07.799> of<00:17:07.847> strange,<00:17:08.665> but<00:17:09.050> I<00:17:09.306> took<00:17:09.482> it<00:17:09.563> to<00:17:09.691> heart<00:17:10.108> because<00:17:10.749> in,<00:17:11.230> in<00:17:11.374> 2018,<00:17:11.935> even<00:17:12.191> before<00:17:12.592> we<00:17:12.672> had<00:17:12.817> hired<00:17:13.153> anyone,<00:17:13.554> it<00:17:13.634> was<00:17:13.778> just<00:17:13.955> myself<00:17:14.372> and<00:17:14.436> my<00:17:14.580> co-founder<00:17:15.077> Max<00:17:15.558> working<00:17:15.943> on<00:17:16.039> building<00:17:16.343> the<00:17:16.423> first<00:17:16.680> version<00:17:17.017> of<00:17:17.145> Ditto.

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I<00:17:18.356> wrote<00:17:18.454> a<00:17:18.535> document<00:17:19.734> to<00:17:19.815> myself<00:17:20.383> saying,<00:17:20.804> you<00:17:20.966> know,<00:17:21.031> this,<00:17:21.371> these<00:17:21.598> are<00:17:21.679> kind<00:17:21.825> of<00:17:21.858> the<00:17:22.004> values<00:17:22.976> and<00:17:23.236> the<00:17:23.382> way<00:17:23.625> that<00:17:23.787> I<00:17:23.949> want<00:17:24.030> to<00:17:24.127> build<00:17:24.614> the<00:17:24.776> organization.

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And<00:17:26.669> I<00:17:26.765> would<00:17:27.408> just<00:17:27.649> thought,<00:17:27.874> you<00:17:27.971> know,<00:17:28.597> if<00:17:28.694> this,<00:17:29.096> this<00:17:29.256> takes<00:17:29.642> off,<00:17:30.124> I'm<00:17:30.398> going<00:17:30.816> to<00:17:31.089> look<00:17:31.250> back<00:17:31.507> on<00:17:31.652> this<00:17:31.973> and<00:17:32.069> appreciate<00:17:32.632> that<00:17:33.018> I<00:17:33.098> kind<00:17:33.211> of<00:17:33.275> defined<00:17:33.677> that<00:17:33.805> in<00:17:33.902> the<00:17:34.079> early<00:17:34.239> days.

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And<00:17:36.194> that<00:17:36.355> has<00:17:36.614> been<00:17:36.759> true.

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I<00:17:38.876> very<00:17:39.102> much<00:17:39.425> believe<00:17:40.249> that<00:17:41.525> as<00:17:41.638> a<00:17:41.703> software<00:17:42.333> company,<00:17:43.222> we<00:17:43.399> don't<00:17:44.207> like<00:17:44.448> build<00:17:44.785> anything<00:17:45.347> with<00:17:45.892> physical<00:17:46.711> equipment<00:17:47.754> or<00:17:47.979> have<00:17:48.220> to<00:17:48.300> maintain,<00:17:49.503> uh,<00:17:49.680> hard<00:17:50.145> inventory<00:17:51.205> to<00:17:51.429> create<00:17:51.863> our<00:17:52.071> end<00:17:52.248> product.

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Uh,<00:17:53.853> the<00:17:53.997> only<00:17:54.238> thing<00:17:54.414> that<00:17:54.639> creates<00:17:55.040> our<00:17:55.201> product<00:17:56.084> is<00:17:56.164> our<00:17:56.340> team,<00:17:57.063> the<00:17:57.207> people<00:17:57.528> behind<00:17:58.009> it.

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And<00:17:58.684> so<00:17:59.149> we<00:17:59.309> are<00:17:59.550> very<00:17:59.791> focused<00:18:00.337> on<00:18:00.433> making<00:18:00.754> sure<00:18:01.540> that<00:18:01.701> we<00:18:01.941> build<00:18:02.583> and<00:18:02.824> maintain<00:18:03.322> an<00:18:03.466> incredible<00:18:04.028> team.

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And<00:18:05.007> so<00:18:05.633> I,<00:18:06.114> I<00:18:06.130> kind<00:18:06.307> of<00:18:06.371> think<00:18:06.612> of<00:18:06.756> this<00:18:06.997> as<00:18:07.173> like,<00:18:08.120> if<00:18:08.217> you<00:18:08.441> optimize<00:18:09.164> the<00:18:09.404> input,<00:18:10.207> of<00:18:10.320> the<00:18:10.464> organization,<00:18:11.492> which<00:18:11.733> for<00:18:11.894> us<00:18:12.167> is<00:18:12.327> mainly<00:18:12.697> the<00:18:12.793> team,<00:18:13.693> then<00:18:14.223> you're<00:18:14.335> going<00:18:14.431> to<00:18:14.560> achieve<00:18:15.026> all<00:18:15.122> the<00:18:15.347> outcomes<00:18:16.809> that<00:18:17.194> you're<00:18:17.435> hoping<00:18:18.640> to<00:18:18.816> achieve,<00:18:19.234> such<00:18:19.523> as<00:18:19.844> revenue<00:18:20.182> goals<00:18:20.904> or<00:18:21.049> product<00:18:21.370> quality<00:18:21.708> goals<00:18:22.109> and<00:18:22.189> the<00:18:22.334> like.

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And<00:18:23.394> that<00:18:23.555> was<00:18:24.342> really<00:18:24.599> the—<00:18:25.145> paraphrasing—<00:18:25.900> kind<00:18:26.060> of<00:18:26.125> the<00:18:26.221> note<00:18:26.510> that<00:18:26.623> I<00:18:26.751> wrote<00:18:26.928> to<00:18:27.024> myself<00:18:27.635> was<00:18:27.875> like,<00:18:28.534> okay,<00:18:29.257> focus<00:18:29.803> on<00:18:29.964> building<00:18:30.285> an<00:18:30.365> incredible<00:18:30.927> team<00:18:31.650> and<00:18:32.325> the<00:18:32.405> values<00:18:33.031> associated<00:18:33.674> with<00:18:33.834> that.

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And<00:18:34.461> I<00:18:34.557> had<00:18:34.734> a<00:18:34.862> belief<00:18:35.264> that<00:18:35.376> if<00:18:35.858> if<00:18:36.018> I<00:18:36.083> did<00:18:36.243> a<00:18:36.307> really<00:18:36.484> good<00:18:36.628> job<00:18:36.885> with<00:18:37.029> that,<00:18:38.232> then<00:18:38.393> I'd<00:18:38.553> probably<00:18:38.874> achieve<00:18:39.211> all<00:18:39.291> the<00:18:39.435> other<00:18:40.655> goals<00:18:40.991> of<00:18:41.200> the<00:18:41.280> company<00:18:41.601> as<00:18:41.761> well.

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What<00:18:43.189> have<00:18:43.366> you<00:18:43.446> learned<00:18:43.638> about<00:18:44.408> building<00:18:44.681> a<00:18:44.745> team,<00:18:45.146> leading<00:18:45.467> a<00:18:45.483> team,<00:18:46.093> particularly<00:18:46.510> around<00:18:46.895> culture<00:18:47.697> and<00:18:47.857> values<00:18:49.462> and<00:18:49.622> how<00:18:49.782> to<00:18:49.959> implement<00:18:50.440> those<00:18:50.681> across<00:18:52.044> the<00:18:52.205> entire<00:18:52.590> team?

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And,<00:18:53.552> you<00:18:53.584> know,<00:18:53.632> I<00:18:53.729> guess<00:18:53.969> part<00:18:54.194> of<00:18:54.226> that<00:18:54.370> question<00:18:54.916> is<00:18:55.718> how<00:18:55.894> you've<00:18:56.119> thought—<00:18:56.440> solved<00:18:56.953> or<00:18:57.082> thought<00:18:57.274> about<00:18:57.499> this<00:18:57.643> whole<00:18:57.884> work<00:18:58.060> from<00:18:58.285> home,<00:18:59.103> virtual,<00:18:59.809> entirely<00:19:00.627> hybrid,<00:19:01.413> all<00:19:01.653> in<00:19:01.814> person.

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Debate<00:19:03.316> that<00:19:03.494> continues<00:19:04.128> to<00:19:04.290> happen<00:19:04.550> amongst<00:19:05.281> all<00:19:05.379> sorts<00:19:05.622> of<00:19:05.687> leaders<00:19:05.931> and<00:19:06.077> companies.

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Yeah,<00:19:08.336> well,<00:19:08.433> I<00:19:08.498> guess<00:19:08.659> the<00:19:08.756> first<00:19:08.982> thing<00:19:09.160> to<00:19:09.256> note<00:19:09.563> there<00:19:09.886> is<00:19:10.273> Ditto<00:19:10.531> from<00:19:10.693> the<00:19:10.790> start<00:19:11.338> was<00:19:11.887> a<00:19:11.903> remote<00:19:12.371> organization,<00:19:13.437> and<00:19:13.582> so<00:19:13.840> it<00:19:13.985> wasn't<00:19:14.260> a<00:19:14.389> COVID-triggered<00:19:15.438> thing.

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We<00:19:17.697> decided<00:19:18.275> that<00:19:18.918> we're<00:19:19.223> trying<00:19:19.400> to<00:19:19.480> build<00:19:19.737> some<00:19:20.106> really<00:19:20.444> incredible<00:19:21.087> advanced<00:19:21.826> software<00:19:22.773> that<00:19:23.496> no<00:19:23.737> other<00:19:23.978> organization<00:19:24.685> had<00:19:24.862> done<00:19:25.183> before.

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And<00:19:26.163> so<00:19:26.613> we<00:19:26.774> want<00:19:26.902> to<00:19:26.951> be<00:19:27.047> able<00:19:27.160> to<00:19:27.265> hire<00:19:27.545> the<00:19:27.703> best<00:19:27.896> talent.

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Wherever<00:19:28.858> they<00:19:29.147> exist.

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And<00:19:30.604> so<00:19:31.149> it<00:19:31.229> wasn't<00:19:32.286> an<00:19:33.232> ideological<00:19:33.969> debate.

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It<00:19:34.593> was<00:19:34.754> just<00:19:34.994> more<00:19:35.154> pragmatic<00:19:35.971> that<00:19:36.356> if<00:19:36.452> you<00:19:36.612> could<00:19:36.756> hire<00:19:37.797> everywhere,<00:19:38.614> then<00:19:38.759> you're<00:19:38.855> probably<00:19:39.175> going<00:19:39.287> to<00:19:39.335> be<00:19:39.480> able<00:19:39.576> to<00:19:39.656> get<00:19:39.800> the<00:19:39.880> best<00:19:40.056> talent.

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And<00:19:41.402> so<00:19:42.283> that<00:19:42.603> has<00:19:42.844> ended<00:19:43.084> up<00:19:43.180> being<00:19:43.437> a<00:19:43.501> fantastic<00:19:44.942> decision<00:19:46.144> because<00:19:46.689> our<00:19:46.865> team<00:19:47.634> has<00:19:48.082> such<00:19:48.387> incredible<00:19:48.787> talent<00:19:49.124> and<00:19:49.252> we've<00:19:49.348> got<00:19:49.508> folks<00:19:50.213> all<00:19:50.373> around<00:19:50.694> the<00:19:50.774> world,<00:19:51.815> almost<00:19:52.135> kind<00:19:52.296> of<00:19:52.392> every<00:19:52.616> time<00:19:52.888> zone,<00:19:53.818> even<00:19:54.058> though<00:19:54.154> the<00:19:54.234> company<00:19:54.635> is<00:19:54.795> based<00:19:55.740> out<00:19:55.820> of<00:19:55.916> the<00:19:55.996> San<00:19:56.157> Francisco<00:19:56.557> Bay<00:19:56.621> Area<00:19:57.022> as,<00:19:57.598> as<00:19:57.742> a<00:19:57.759> headquarters.

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And<00:19:59.601> so<00:20:00.642> As<00:20:01.204> thinking<00:20:01.524> about<00:20:01.845> that<00:20:02.165> and<00:20:02.406> thinking<00:20:02.726> about<00:20:03.047> what<00:20:03.207> matters<00:20:03.752> to<00:20:03.848> a<00:20:04.009> remote<00:20:04.393> organization,<00:20:05.035> I<00:20:05.131> think<00:20:05.371> culture<00:20:06.477> in<00:20:06.557> how<00:20:07.038> you<00:20:07.856> manage<00:20:08.273> a<00:20:08.337> team<00:20:08.962> is<00:20:09.058> incredibly<00:20:09.763> important<00:20:10.501> because<00:20:10.966> you<00:20:11.126> can't<00:20:11.623> just<00:20:12.489> rely<00:20:13.210> on<00:20:14.653> informal<00:20:16.528> interactions<00:20:17.249> that<00:20:17.394> might<00:20:17.618> happen<00:20:17.955> in<00:20:18.115> an<00:20:18.259> office.

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You<00:20:18.981> have<00:20:19.173> to<00:20:19.253> be<00:20:19.397> much<00:20:19.638> more<00:20:19.798> thoughtful<00:20:20.824> and<00:20:21.081> I<00:20:21.161> think<00:20:21.401> proactive<00:20:22.363> in<00:20:22.507> how<00:20:22.748> you<00:20:22.828> work<00:20:23.068> together<00:20:24.190> when<00:20:24.286> you're<00:20:24.511> interacting<00:20:24.992> primarily<00:20:25.489> over<00:20:25.665> Zoom<00:20:26.354> in,<00:20:26.691> in<00:20:26.771> other<00:20:27.493> collaboration<00:20:28.054> tools.

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And<00:20:29.176> so<00:20:29.962> that<00:20:30.202> goes<00:20:30.443> back<00:20:30.715> to<00:20:30.860> how<00:20:31.020> I<00:20:31.180> thought<00:20:31.421> about<00:20:32.126> building<00:20:32.479> a<00:20:32.543> team,<00:20:33.345> which<00:20:33.569> is<00:20:33.729> that<00:20:34.788> in<00:20:34.932> my<00:20:35.092> note<00:20:35.413> that<00:20:35.509> I<00:20:35.573> was<00:20:35.734> writing<00:20:35.926> to<00:20:36.054> myself<00:20:36.551> in<00:20:36.792> 2018,<00:20:37.738> I<00:20:37.834> defined<00:20:38.780> that<00:20:38.892> I<00:20:39.197> really<00:20:39.501> wanted<00:20:39.758> to<00:20:39.838> build<00:20:40.383> a<00:20:40.463> high-performing<00:20:41.345> team.

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And<00:20:42.467> to<00:20:42.628> me,<00:20:42.884> that—<00:20:43.670> I<00:20:44.391> broke<00:20:44.584> that<00:20:44.728> down<00:20:45.033> into<00:20:45.273> really<00:20:45.450> just<00:20:45.754> 3<00:20:46.155> core<00:20:46.716> attributes,<00:20:47.839> which<00:20:48.015> was<00:20:48.336> trust,<00:20:49.121> communication,<00:20:50.243> and<00:20:50.340> continual<00:20:50.821> improvement.

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And<00:20:53.210> those<00:20:53.771> are<00:20:53.963> the<00:20:54.091> core<00:20:54.348> values<00:20:55.053> that<00:20:55.230> we've<00:20:55.470> really<00:20:55.791> tried<00:20:56.272> to<00:20:56.817> focus<00:20:57.074> on<00:20:57.154> hiring<00:20:57.555> for<00:20:58.036> and<00:20:58.196> cultivating.

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And<00:20:59.479> now<00:20:59.800> as<00:20:59.960> the<00:21:00.040> company<00:21:00.457> is<00:21:00.602> over<00:21:00.746> 100<00:21:01.163> people,<00:21:02.189> and<00:21:02.606> I<00:21:02.686> think<00:21:02.943> if<00:21:03.087> you<00:21:03.729> don't<00:21:04.034> focus<00:21:04.515> on<00:21:04.675> that,<00:21:05.958> a<00:21:06.038> lot<00:21:06.214> of<00:21:06.295> entrepreneurs,<00:21:07.000> I<00:21:07.016> think,<00:21:07.177> make<00:21:07.401> this<00:21:07.578> mistake.

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You<00:21:08.411> can<00:21:08.700> kind<00:21:08.925> of<00:21:09.005> get<00:21:09.181> by<00:21:09.502> in<00:21:09.582> the<00:21:09.759> early<00:21:10.047> days<00:21:10.448> when<00:21:10.544> you're<00:21:10.705> a<00:21:10.721> small<00:21:11.186> team<00:21:12.132> where<00:21:12.950> just<00:21:13.190> the<00:21:13.287> small<00:21:13.671> nature<00:21:14.393> of<00:21:14.537> the<00:21:14.634> team<00:21:14.954> means<00:21:15.355> that<00:21:15.516> everyone<00:21:15.981> has<00:21:16.093> shared<00:21:16.622> values<00:21:17.280> and<00:21:17.761> kind<00:21:17.937> of<00:21:18.001> works<00:21:18.707> pretty,<00:21:19.124> pretty<00:21:19.364> well<00:21:19.605> together.

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But<00:21:21.449> once<00:21:21.609> you<00:21:21.770> get<00:21:21.866> over<00:21:22.074> 50,<00:21:22.748> 75,<00:21:23.534> kind<00:21:23.695> of<00:21:23.759> 100,<00:21:24.657> there's<00:21:24.898> this<00:21:25.138> phase<00:21:25.540> change<00:21:25.941> that<00:21:26.101> happens.

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And<00:21:27.144> we've<00:21:27.368> recently<00:21:27.721> gone<00:21:28.026> through<00:21:28.203> that<00:21:28.973> where<00:21:29.374> you<00:21:29.406> start<00:21:29.775> to<00:21:29.855> have<00:21:30.272> more<00:21:30.513> of<00:21:30.689> the<00:21:31.155> big<00:21:31.476> company<00:21:31.941> dysfunction<00:21:32.599> that<00:21:32.743> happens<00:21:33.946> as<00:21:34.668> everyone<00:21:35.005> just<00:21:35.165> doesn't<00:21:35.406> know<00:21:35.567> everyone.

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And<00:21:36.690> if<00:21:36.834> you<00:21:36.994> have<00:21:37.187> not<00:21:37.893> set<00:21:38.198> up<00:21:38.534> the<00:21:38.615> culture<00:21:39.016> of<00:21:39.176> your<00:21:39.417> organization<00:21:40.059> before<00:21:40.379> that<00:21:40.540> happens,<00:21:41.342> that's<00:21:41.663> where<00:21:41.823> things<00:21:42.128> can<00:21:42.289> really<00:21:42.529> go<00:21:42.802> awry.

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So<00:21:43.893> we've<00:21:44.053> been<00:21:44.214> really<00:21:44.470> thoughtful<00:21:45.192> about<00:21:45.497> this<00:21:45.738> from<00:21:45.914> the<00:21:45.995> start,<00:21:46.620> and<00:21:47.037> it<00:21:47.182> is<00:21:47.278> something<00:21:47.679> that,<00:21:47.920> that<00:21:48.080> we<00:21:48.241> work<00:21:48.465> on<00:21:48.626> every<00:21:48.802> day<00:21:49.043> as<00:21:49.203> well<00:21:49.508> right<00:21:49.684> now<00:21:50.791> as<00:21:50.968> the<00:21:51.048> company<00:21:51.369> continues<00:21:51.850> to<00:21:51.995> grow.

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I<00:21:53.231> know<00:21:53.375> you're<00:21:53.616> a<00:21:53.761> remote<00:21:54.082> team,<00:21:54.580> but<00:21:55.382> could<00:21:55.607> you<00:21:55.704> have<00:21:55.848> started<00:21:56.346> this<00:21:56.587> company<00:21:57.213> anywhere<00:21:57.695> other<00:21:58.016> than<00:21:58.835> San<00:21:59.059> Francisco<00:21:59.461> or<00:21:59.573> Silicon<00:22:00.039> Valley?

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And<00:22:00.922> just<00:22:01.082> to<00:22:01.179> like<00:22:01.564> give<00:22:01.709> you<00:22:01.741> some<00:22:01.950> context<00:22:02.367> behind<00:22:02.688> that<00:22:02.849> question,<00:22:03.973> there<00:22:04.133> has<00:22:04.454> been,<00:22:05.000> and<00:22:05.097> you've<00:22:05.257> probably<00:22:05.803> lived<00:22:05.980> through<00:22:06.140> this,<00:22:06.542> of<00:22:06.622> course<00:22:06.847> you<00:22:06.879> have,<00:22:07.200> since<00:22:07.505> 2018<00:22:08.372> where<00:22:08.485> like<00:22:09.271> it's<00:22:09.496> the<00:22:09.592> mecca<00:22:09.978> of<00:22:10.154> tech,<00:22:10.861> um,<00:22:11.278> probably<00:22:11.680> around<00:22:12.386> that<00:22:12.563> time.

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And<00:22:12.916> then<00:22:13.125> there's<00:22:13.510> like,<00:22:13.831> particularly<00:22:14.249> during<00:22:14.490> COVID<00:22:14.971> there's,<00:22:15.437> um,<00:22:15.614> supposedly<00:22:16.176> a<00:22:16.400> kind<00:22:16.513> of<00:22:16.577> this<00:22:16.738> mass<00:22:17.123> exodus.

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To<00:22:18.198> places<00:22:18.583> like<00:22:18.888> Austin<00:22:19.449> or<00:22:19.481> Miami<00:22:20.507> or,<00:22:21.292> you<00:22:21.324> know,<00:22:21.404> New<00:22:21.549> York<00:22:21.869> maybe.

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I<00:22:22.142> don't,<00:22:22.286> I<00:22:22.382> don't<00:22:22.511> know.

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It<00:22:22.927> seemed<00:22:23.152> like<00:22:23.312> Austin<00:22:23.553> and<00:22:23.633> Miami<00:22:24.034> were<00:22:24.114> being<00:22:24.354> thrown<00:22:24.515> around<00:22:24.755> the<00:22:24.819> most.

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I<00:22:25.941> wonder<00:22:27.801> what<00:22:28.025> your<00:22:28.202> thoughts<00:22:28.586> are.

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Is<00:22:28.763> it<00:22:28.859> still<00:22:29.099> the<00:22:29.180> best<00:22:29.468> place<00:22:30.125> to<00:22:31.023> start<00:22:31.328> a<00:22:31.392> company<00:22:31.648> like<00:22:31.809> yours?

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Yeah,<00:22:33.797> well,<00:22:34.037> this<00:22:34.229> is<00:22:34.358> kind<00:22:34.550> of<00:22:34.630> a<00:22:35.255> personal<00:22:35.640> question<00:22:36.362> in<00:22:36.442> a<00:22:36.458> sense,<00:22:36.794> because<00:22:37.324> I<00:22:37.804> didn't<00:22:37.981> grow<00:22:38.125> up<00:22:38.301> in<00:22:38.382> California,<00:22:39.584> now<00:22:39.824> live<00:22:39.985> there<00:22:40.145> the<00:22:40.289> majority<00:22:40.642> of<00:22:40.706> my<00:22:40.866> life,<00:22:41.187> but<00:22:41.283> my<00:22:41.508> family's<00:22:41.892> all<00:22:41.973> in<00:22:42.053> the<00:22:42.085> Midwest<00:22:43.576> area<00:22:44.137> of<00:22:44.377> like<00:22:44.554> Ohio<00:22:45.195> and<00:22:45.339> Kentucky<00:22:45.916> and<00:22:46.012> stuff.

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And<00:22:46.622> so,<00:22:46.958> yeah,<00:22:47.503> I've<00:22:47.680> kind<00:22:47.856> of<00:22:47.920> seen<00:22:48.866> growing<00:22:49.267> up<00:22:49.427> that,<00:22:49.844> that<00:22:50.309> reality<00:22:50.950> of<00:22:51.126> kind<00:22:51.751> of<00:22:52.328> a<00:22:52.393> lot<00:22:52.569> of<00:22:52.633> these<00:22:52.874> communities<00:22:54.557> with<00:22:54.813> manufacturing<00:22:56.256> leaving<00:22:56.737> and<00:22:56.817> stuff<00:22:57.122> like<00:22:57.298> that,<00:22:57.522> the<00:22:57.602> challenges<00:22:58.725> that<00:22:58.837> have<00:22:58.981> been<00:22:59.205> faced,<00:22:59.718> you<00:22:59.847> could<00:22:59.959> say,<00:23:00.183> kind<00:23:00.408> of<00:23:00.568> in<00:23:01.049> the<00:23:01.129> middle<00:23:01.931> of<00:23:02.508> the<00:23:02.588> country<00:23:03.053> versus<00:23:03.469> the<00:23:03.614> coasts.

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And<00:23:05.072> so<00:23:06.259> I<00:23:06.740> love<00:23:07.317> the<00:23:07.461> idea<00:23:08.118> that<00:23:08.583> technology<00:23:09.385> continues<00:23:09.962> to<00:23:10.106> spread<00:23:10.907> and<00:23:11.164> makes<00:23:11.549> it<00:23:11.789> possible<00:23:12.366> that<00:23:12.526> people<00:23:12.831> can<00:23:13.007> build<00:23:13.889> technology<00:23:14.450> companies<00:23:15.171> kind<00:23:15.396> of<00:23:15.492> in<00:23:15.636> all<00:23:15.813> different<00:23:16.117> places<00:23:16.534> around<00:23:16.758> the<00:23:16.855> world.

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And<00:23:19.163> I<00:23:19.259> think<00:23:19.740> that<00:23:20.221> is<00:23:20.926> a<00:23:20.942> trend<00:23:21.423> that,<00:23:21.824> that<00:23:21.968> will<00:23:22.145> continue<00:23:22.690> to<00:23:22.802> spread.

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So<00:23:23.491> I<00:23:23.507> don't<00:23:23.732> think<00:23:23.908> you<00:23:24.212> absolutely<00:23:24.886> need<00:23:25.190> to<00:23:25.335> be<00:23:25.815> in<00:23:26.248> Silicon<00:23:26.793> Valley<00:23:27.515> or<00:23:27.996> a<00:23:28.092> major,<00:23:29.583> major<00:23:29.839> city<00:23:30.400> to<00:23:30.560> build<00:23:31.426> an<00:23:31.602> incredible<00:23:32.067> company.

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I<00:23:32.644> think<00:23:32.805> there's<00:23:32.965> a<00:23:33.029> lot<00:23:33.189> of<00:23:33.269> examples<00:23:33.766> now<00:23:34.151> of<00:23:34.247> that<00:23:35.209> changing,<00:23:36.411> but<00:23:36.588> I<00:23:36.716> think<00:23:37.694> the<00:23:37.854> details<00:23:38.335> get<00:23:38.495> a<00:23:38.559> little<00:23:38.736> bit<00:23:38.960> murkier<00:23:39.457> when<00:23:39.682> you<00:23:40.162> look<00:23:40.339> at<00:23:40.499> what<00:23:40.659> type<00:23:40.980> of<00:23:41.060> company<00:23:41.445> you're<00:23:41.541> trying<00:23:41.846> to<00:23:42.006> build.

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There<00:23:42.904> are<00:23:42.984> still<00:23:43.545> big<00:23:43.801> network<00:23:44.266> effects<00:23:45.052> in<00:23:45.549> the<00:23:45.965> San<00:23:46.190> Francisco<00:23:46.671> Bay<00:23:46.911> Area<00:23:47.873> that<00:23:48.434> benefit<00:23:49.460> kind<00:23:49.636> of<00:23:49.781> deep<00:23:50.021> technology<00:23:50.919> software<00:23:51.400> companies<00:23:52.281> that<00:23:52.410> that<00:23:52.522> are<00:23:52.554> kind<00:23:52.666> of<00:23:52.698> hard<00:23:53.003> to<00:23:53.147> reproduce<00:23:53.725> and<00:23:53.805> find<00:23:54.270> elsewhere.

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That's<00:23:55.730> typically<00:23:56.291> more<00:23:56.676> on<00:23:57.013> like<00:23:57.318> the<00:23:57.414> middle<00:23:57.719> management<00:23:58.296> and<00:23:58.521> leadership<00:23:59.002> side,<00:23:59.740> just<00:23:59.980> because<00:24:00.317> there's<00:24:00.541> a<00:24:00.686> longer<00:24:00.942> history<00:24:01.424> of<00:24:01.584> people<00:24:01.905> that<00:24:02.001> have<00:24:02.210> worked<00:24:02.851> and<00:24:03.028> built<00:24:03.268> technology<00:24:03.894> companies<00:24:04.311> here.

00:24:04.936 --> 00:24:11.144
And<00:24:05.033> so<00:24:05.193> there<00:24:05.434> are<00:24:05.835> people<00:24:06.139> that<00:24:06.235> just<00:24:06.460> have<00:24:06.636> more<00:24:06.797> experience<00:24:08.625> building<00:24:08.962> and<00:24:09.123> running<00:24:09.459> and<00:24:09.540> scaling<00:24:10.085> those<00:24:10.326> organizations.

00:24:11.753 --> 00:24:17.415
And<00:24:12.026> so<00:24:12.186> that's—<00:24:12.796> we've<00:24:12.956> kind<00:24:13.116> of<00:24:13.213> noticed<00:24:13.533> that<00:24:13.918> where<00:24:14.271> some<00:24:14.576> more<00:24:14.736> of<00:24:14.817> our<00:24:15.057> leadership<00:24:15.843> is<00:24:15.939> kind<00:24:16.116> of<00:24:16.260> in<00:24:16.340> the<00:24:16.421> Bay<00:24:16.902> Area<00:24:17.287> here.

00:24:18.089 --> 00:24:29.691
But<00:24:18.425> when<00:24:18.570> we<00:24:18.666> think<00:24:19.051> of<00:24:19.308> hiring<00:24:19.789> software<00:24:20.190> developers,<00:24:21.478> that<00:24:21.704> is<00:24:21.947> definitely<00:24:22.367> not<00:24:22.545> something<00:24:23.095> that<00:24:23.321> you<00:24:23.483> have<00:24:23.968> to<00:24:24.453> have<00:24:24.695> gone<00:24:24.954> to<00:24:25.035> Stanford<00:24:25.908> in,<00:24:26.312> or<00:24:26.474> in<00:24:26.894> the<00:24:27.040> Bay<00:24:27.217> Area<00:24:27.783> to<00:24:27.929> be<00:24:28.090> an<00:24:28.268> amazing<00:24:28.770> software<00:24:29.158> developer.

00:24:30.192 --> 00:24:39.441
That<00:24:30.386> could<00:24:30.500> be<00:24:30.612> someone<00:24:31.321> anywhere<00:24:31.676> in<00:24:31.805> the<00:24:31.901> world<00:24:33.577> because<00:24:33.980> you<00:24:34.076> can<00:24:34.302> learn<00:24:34.560> and<00:24:34.640> teach<00:24:34.882> yourself<00:24:35.607> in<00:24:35.688> the<00:24:35.768> same<00:24:36.074> way<00:24:36.332> that<00:24:37.122> I<00:24:37.444> was<00:24:37.605> a<00:24:37.637> self-taught<00:24:38.169> developer<00:24:38.588> from<00:24:38.829> a<00:24:38.910> young<00:24:39.152> age.

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And<00:24:40.052> so<00:24:40.823> I<00:24:41.000> would<00:24:41.562> feel<00:24:41.803> like<00:24:41.980> I'd<00:24:42.141> be<00:24:42.286> kind<00:24:42.511> of<00:24:42.671> like<00:24:44.680> telling<00:24:44.937> myself<00:24:45.500> that<00:24:45.661> I<00:24:45.805> can't<00:24:46.062> do<00:24:46.239> this<00:24:47.011> if<00:24:47.187> I<00:24:47.284> said<00:24:47.589> that<00:24:48.468> great<00:24:48.817> software<00:24:49.232> talent<00:24:49.398> is<00:24:49.448> found<00:24:49.531> everywhere<00:24:49.680> around,<00:24:49.963> around<00:24:50.394> the<00:24:50.444> world.

00:24:53.036 --> 00:24:57.675
And<00:24:54.112> so<00:24:54.176> that's<00:24:54.497> where<00:24:54.673> I<00:24:54.818> think<00:24:55.299> it<00:24:55.380> just<00:24:55.604> kind<00:24:55.781> of<00:24:55.845> depends<00:24:56.342> on<00:24:56.407> the<00:24:56.503> type<00:24:56.760> of<00:24:56.904> organization.

00:24:58.092 --> 00:25:06.630
There<00:24:58.188> are<00:24:58.284> still<00:24:58.670> network<00:24:59.071> effects<00:24:59.633> in<00:24:59.729> certain<00:25:00.355> areas,<00:25:01.799> but<00:25:02.762> that<00:25:02.939> doesn't<00:25:03.260> mean<00:25:03.549> that<00:25:03.725> every<00:25:03.966> company<00:25:04.431> has<00:25:04.608> to<00:25:04.704> be,<00:25:05.234> has<00:25:05.394> to<00:25:05.475> be<00:25:05.571> based<00:25:05.972> in<00:25:06.052> the<00:25:06.133> Bay<00:25:06.277> Area.

00:25:07.481 --> 00:25:12.151
What<00:25:07.577> about<00:25:07.802> from<00:25:07.914> like<00:25:08.075> a<00:25:08.139> funding<00:25:09.006> or<00:25:09.182> raising<00:25:09.664> money<00:25:10.129> venture<00:25:10.466> capital<00:25:11.365> standpoint?

00:25:12.376 --> 00:25:15.425
I<00:25:12.456> imagine<00:25:12.874> it's<00:25:13.034> pretty<00:25:13.275> useful<00:25:14.318> from<00:25:14.478> that<00:25:14.703> perspective,<00:25:15.265> right?

00:25:15.522 --> 00:25:22.787
Although,<00:25:16.629> as<00:25:16.709> you<00:25:16.741> said,<00:25:16.966> that<00:25:17.207> even<00:25:17.448> that<00:25:18.475> has<00:25:20.174> you<00:25:20.254> know,<00:25:20.495> spread<00:25:20.880> out<00:25:21.280> across<00:25:21.617> the<00:25:21.697> country<00:25:21.986> and<00:25:22.082> across<00:25:22.338> the<00:25:22.483> world.

00:25:22.899 --> 00:25:28.430
But<00:25:23.476> still<00:25:23.717> seems<00:25:23.957> like<00:25:24.118> it,<00:25:24.262> for<00:25:24.342> a<00:25:24.422> company<00:25:24.743> like<00:25:24.967> yours,<00:25:25.384> the<00:25:25.480> best<00:25:25.689> place<00:25:25.929> to<00:25:25.961> take<00:25:26.250> money<00:25:26.490> or<00:25:26.586> to<00:25:26.666> raise<00:25:26.971> money<00:25:27.147> would<00:25:27.372> be,<00:25:27.773> um,<00:25:27.933> right<00:25:28.093> where<00:25:28.173> you're<00:25:28.350> at.

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Absolutely.

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I,<00:25:30.979> it<00:25:31.059> still<00:25:31.331> is.

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I<00:25:31.652> mean,<00:25:31.860> you<00:25:31.956> could<00:25:32.053> see<00:25:32.213> it<00:25:32.357> in<00:25:32.453> the<00:25:32.517> data<00:25:32.998> that<00:25:33.543> the<00:25:33.704> amount<00:25:33.960> of<00:25:34.104> money<00:25:34.361> that's<00:25:34.585> still<00:25:34.762> being<00:25:35.002> raised<00:25:35.403> in<00:25:35.483> the<00:25:35.563> Bay<00:25:35.707> Area,<00:25:36.429> and<00:25:36.621> especially<00:25:37.150> the<00:25:37.230> other<00:25:37.343> side<00:25:37.647> of<00:25:37.743> it,<00:25:37.872> is<00:25:38.112> the<00:25:38.368> exit<00:25:38.753> outcomes,<00:25:39.875> um,<00:25:40.292> are<00:25:40.436> still<00:25:40.837> heavily<00:25:41.238> concentrated<00:25:41.975> there.

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It's,<00:25:43.322> it's<00:25:43.418> shifting,<00:25:43.979> no<00:25:44.139> doubt,<00:25:44.700> but,<00:25:45.326> uh,<00:25:45.662> it's,<00:25:46.127> it's<00:25:46.287> gonna<00:25:46.528> take<00:25:46.768> a<00:25:46.864> while<00:25:47.265> to<00:25:47.409> kind<00:25:47.650> of<00:25:47.826> completely,<00:25:49.093> um,<00:25:49.670> break<00:25:49.974> those<00:25:50.215> network<00:25:50.600> effects<00:25:51.339> because<00:25:52.495> Silicon<00:25:52.865> Valley<00:25:53.282> is,<00:25:53.829> I<00:25:54.102> don't<00:25:54.407> know,<00:25:54.728> 80,<00:25:55.355> 80<00:25:55.516> years<00:25:55.773> old<00:25:56.030> or<00:25:56.094> so<00:25:56.335> now.

00:25:56.721 --> 00:25:58.970
I<00:25:56.737> mean,<00:25:57.074> this<00:25:57.299> got<00:25:57.460> started<00:25:57.925> in<00:25:58.022> the<00:25:58.102> '40s<00:25:58.568> and<00:25:58.648> '50s.

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And<00:25:59.323> so<00:25:59.387> there's<00:25:59.709> just<00:25:59.950> this<00:26:00.191> massive<00:26:00.737> history<00:26:01.862> of<00:26:02.520> computing<00:26:03.083> that's<00:26:03.243> based<00:26:03.629> here<00:26:04.030> and<00:26:04.271> all<00:26:04.512> of<00:26:04.673> the<00:26:05.010> associated<00:26:05.798> aspects<00:26:06.199> of<00:26:06.280> that<00:26:06.521> with<00:26:06.617> venture<00:26:06.938> capital.

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And<00:26:07.983> so<00:26:08.127> you<00:26:08.207> can't<00:26:08.448> just<00:26:08.706> unravel<00:26:09.252> that<00:26:10.135> overnight,<00:26:11.099> if<00:26:11.356> potentially<00:26:12.079> at<00:26:12.160> all.

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And<00:26:13.589> so<00:26:13.830> for<00:26:14.007> the<00:26:14.088> type<00:26:14.345> of<00:26:14.409> software<00:26:14.891> that<00:26:15.116> Ditto<00:26:15.357> is<00:26:15.453> building,<00:26:16.353> the<00:26:16.481> types<00:26:16.738> of<00:26:16.835> investors<00:26:17.397> that<00:26:18.890> that<00:26:19.533> we<00:26:19.693> want<00:26:19.838> to<00:26:19.934> work<00:26:20.175> with,<00:26:20.994> it<00:26:21.074> definitely<00:26:21.395> makes<00:26:21.652> a<00:26:21.716> lot<00:26:21.877> of<00:26:21.909> sense<00:26:22.744> to<00:26:22.840> be<00:26:23.001> in<00:26:23.081> the<00:26:23.161> Bay<00:26:23.306> Area.

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But<00:26:25.393> I'm<00:26:27.160> happy<00:26:27.481> to<00:26:27.561> see<00:26:27.962> that<00:26:28.444> continue<00:26:28.942> to<00:26:29.022> spread<00:26:30.130> into<00:26:30.628> new<00:26:30.853> areas<00:26:31.511> because<00:26:32.394> like<00:26:32.619> I<00:26:32.651> said,<00:26:33.293> as<00:26:33.373> someone<00:26:33.759> that<00:26:34.080> didn't<00:26:34.401> grow<00:26:34.626> up<00:26:34.802> around<00:26:35.204> here,<00:26:36.232> it<00:26:36.488> would<00:26:36.649> make<00:26:36.874> me<00:26:37.034> very<00:26:37.291> happy<00:26:37.837> to<00:26:37.934> kind<00:26:38.110> of<00:26:38.174> see<00:26:39.379> technology<00:26:40.021> continue<00:26:40.503> to<00:26:40.663> benefit<00:26:41.129> communities<00:26:41.691> everywhere.

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Who's<00:26:43.651> a<00:26:43.747> leader<00:26:44.070> or<00:26:44.232> an<00:26:44.312> example<00:26:44.780> of<00:26:44.877> a<00:26:44.942> leader<00:26:45.264> that<00:26:45.426> you<00:26:45.539> admire<00:26:47.121> currently,<00:26:47.459> whether<00:26:47.766> in<00:26:47.863> Silicon<00:26:48.250> Valley<00:26:48.654> or<00:26:49.719> anywhere?

00:26:52.180 --> 00:27:11.221
Well,<00:26:52.439> I<00:26:52.519> was<00:26:53.005> recently—<00:26:54.219> one<00:26:54.381> of<00:26:54.414> the<00:26:54.883> top<00:26:55.126> kind<00:26:55.352> of<00:26:55.935> leadership<00:26:56.421> books<00:26:56.826> that<00:26:57.311> I've<00:26:57.878> kind<00:26:58.105> of<00:26:58.509> taken<00:26:58.768> to<00:26:58.849> heart<00:26:59.173> that<00:26:59.319> kind<00:26:59.432> of<00:26:59.497> goes<00:26:59.804> into<00:26:59.966> my<00:27:00.144> thought<00:27:00.484> about<00:27:00.954> building<00:27:01.358> teams<00:27:02.231> and<00:27:04.268> focusing<00:27:06.273> on<00:27:06.370> kind<00:27:06.531> of<00:27:06.596> the<00:27:06.758> input<00:27:07.405> to<00:27:07.502> get<00:27:07.809> an<00:27:07.970> output<00:27:08.552> is<00:27:09.280> the<00:27:09.426> book<00:27:09.749> The<00:27:09.846> Score<00:27:10.250> Takes<00:27:10.413> Care<00:27:10.644> of<00:27:10.726> Itself.

00:27:11.799 --> 00:27:26.581
And<00:27:12.096> so<00:27:12.211> it's<00:27:12.475> a<00:27:12.492> leadership<00:27:12.723> book<00:27:14.940> that<00:27:16.498> really<00:27:16.739> talks<00:27:17.060> about<00:27:17.446> how<00:27:19.936> building—<00:27:20.418> this<00:27:20.675> is<00:27:21.623> a<00:27:21.800> book<00:27:23.262> about<00:27:24.355> running<00:27:24.612> a<00:27:24.773> football<00:27:25.822> organization.

00:27:26.791 --> 00:27:43.212
And<00:27:26.968> so<00:27:28.388> the<00:27:28.485> idea<00:27:28.873> being<00:27:29.131> that<00:27:29.373> if<00:27:29.534> you<00:27:29.615> focus<00:27:30.099> on<00:27:30.244> kind<00:27:30.422> of<00:27:30.486> the<00:27:30.567> fundamentals<00:27:31.616> of<00:27:32.601> what<00:27:32.762> it<00:27:32.859> means<00:27:33.327> to<00:27:33.972> run<00:27:36.693> a<00:27:36.725> football<00:27:37.111> team,<00:27:38.157> both<00:27:38.624> the<00:27:38.721> actual<00:27:39.204> athletics<00:27:39.767> around<00:27:40.073> it,<00:27:40.169> but<00:27:40.491> beyond<00:27:40.894> that<00:27:41.232> as<00:27:41.377> well,<00:27:41.683> just<00:27:41.860> the<00:27:42.021> organizational<00:27:42.729> components.

00:27:43.630 --> 00:27:48.364
Well,<00:27:43.860> Well,<00:27:44.773> if<00:27:44.917> you<00:27:45.014> get<00:27:45.174> those<00:27:45.479> right,<00:27:45.879> then<00:27:46.216> the<00:27:46.296> score<00:27:46.777> should<00:27:47.098> take<00:27:47.258> care<00:27:47.819> of<00:27:47.979> itself.

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And<00:27:48.620> so<00:27:49.406> that's<00:27:49.662> been<00:27:51.249> one<00:27:51.362> of<00:27:51.426> the<00:27:51.506> things<00:27:51.746> that<00:27:51.891> I've<00:27:52.051> kind<00:27:52.211> of<00:27:52.708> taken<00:27:53.013> to<00:27:53.093> heart<00:27:53.574> and<00:27:53.670> thinking<00:27:53.991> about<00:27:54.455> building<00:27:54.792> Ditto<00:27:55.417> is<00:27:55.594> that<00:27:57.597> I<00:27:57.677> think<00:27:57.902> great<00:27:59.024> leadership<00:28:00.242> means<00:28:00.723> focusing<00:28:01.268> on<00:28:02.390> the<00:28:02.711> fundamentals,<00:28:03.849> get<00:28:04.074> those<00:28:04.330> right,<00:28:04.955> and<00:28:06.173> those<00:28:06.478> outcomes<00:28:06.975> that<00:28:07.199> you're<00:28:07.440> hoping<00:28:07.841> for,<00:28:08.818> those<00:28:09.059> will<00:28:09.139> kind<00:28:09.941> of<00:28:10.101> play<00:28:10.341> themselves<00:28:10.806> out<00:28:11.079> if<00:28:11.207> you've<00:28:11.383> got<00:28:11.864> a<00:28:11.944> great<00:28:12.249> team<00:28:12.505> around<00:28:12.906> you<00:28:13.066> and<00:28:13.227> people<00:28:13.547> that<00:28:13.644> are<00:28:13.788> motivated.

00:28:14.894 --> 00:28:21.186
And<00:28:14.990> so<00:28:15.134> I've<00:28:15.311> seen<00:28:15.615> the<00:28:15.760> success<00:28:16.114> of<00:28:16.194> that<00:28:16.436> now,<00:28:16.838> 5,<00:28:17.161> 6<00:28:17.418> years<00:28:17.869> into<00:28:18.046> the<00:28:18.127> business,<00:28:19.012> that<00:28:19.173> we've<00:28:19.334> hired<00:28:20.140> incredible<00:28:20.687> folks.

00:28:21.831 --> 00:28:25.278
We<00:28:21.992> have<00:28:22.394> a<00:28:22.555> big<00:28:22.797> mission<00:28:23.505> on<00:28:23.602> what<00:28:23.827> we're<00:28:23.988> trying<00:28:24.246> to<00:28:24.407> achieve<00:28:24.810> with<00:28:25.100> Ditto.

00:28:25.763 --> 00:28:29.501
And<00:28:26.006> you<00:28:26.103> put<00:28:26.281> those<00:28:26.572> two<00:28:26.685> together<00:28:27.624> and<00:28:27.802> you<00:28:27.883> just<00:28:28.126> work<00:28:28.368> hard<00:28:28.676> on<00:28:28.838> it<00:28:28.935> every<00:28:29.177> day.

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And,<00:28:30.310> you<00:28:30.472> know,<00:28:31.378> the,<00:28:31.669> the<00:28:31.750> score<00:28:32.009> will<00:28:32.155> take<00:28:32.398> care<00:28:32.511> of<00:28:32.640> itself.

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That's<00:28:34.739> fascinating.

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By<00:28:35.160> the<00:28:35.289> way,<00:28:35.386> we'll<00:28:35.548> put<00:28:35.710> that<00:28:35.872> book<00:28:36.115> in<00:28:36.341> the<00:28:36.908> show<00:28:37.086> notes<00:28:37.329> for<00:28:37.491> people.

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What<00:28:39.045> a<00:28:39.110> great<00:28:39.337> recommendation<00:28:39.919> there.

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I<00:28:40.632> wonder,<00:28:40.891> like,<00:28:41.199> as<00:28:41.312> CEO<00:28:41.846> and<00:28:41.927> as<00:28:42.089> a<00:28:42.170> leader,<00:28:43.303> your<00:28:43.483> thoughts<00:28:43.892> on<00:28:43.973> this<00:28:44.202> idea<00:28:44.693> that<00:28:44.807> you<00:28:44.938> have<00:28:45.134> to<00:28:45.167> pay<00:28:45.200> attention<00:28:45.314> to<00:28:45.363> things<00:28:45.478> that<00:28:45.527> are<00:28:45.576> happening<00:28:47.796> outside<00:28:48.229> of<00:28:48.357> your<00:28:48.597> company,<00:28:49.895> which<00:28:50.216> probably<00:28:50.953> or<00:28:51.097> maybe<00:28:51.722> wasn't<00:28:52.042> true<00:28:52.282> 20<00:28:52.539> years<00:28:52.859> ago,<00:28:53.660> right?

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Where<00:28:54.125> you<00:28:54.237> had<00:28:54.381> to<00:28:54.622> like—<00:28:55.246> the<00:28:55.743> what's<00:28:55.903> happening<00:28:56.304> in<00:28:56.448> culture,<00:28:57.009> what's<00:28:57.185> happening<00:28:57.730> in<00:28:57.906> the<00:28:59.108> geopolitical<00:28:59.893> realm,<00:29:00.453> like<00:29:00.790> immediately<00:29:01.270> coming<00:29:01.447> to<00:29:01.511> mind<00:29:01.671> is<00:29:01.815> like<00:29:01.927> something<00:29:02.136> like<00:29:02.312> a<00:29:02.472> war<00:29:02.712> in<00:29:02.792> Ukraine.

00:29:03.369 --> 00:29:07.695
All<00:29:03.417> of<00:29:03.513> a<00:29:03.529> sudden<00:29:03.754> you<00:29:03.898> have<00:29:03.994> to<00:29:04.138> think<00:29:04.314> about<00:29:04.555> that<00:29:04.715> as<00:29:04.859> a<00:29:04.939> leader,<00:29:05.180> whereas<00:29:05.356> I'm<00:29:05.500> not<00:29:05.660> sure<00:29:05.837> that<00:29:05.917> that<00:29:06.061> was<00:29:06.221> the<00:29:06.317> case<00:29:07.102> in<00:29:07.198> previous<00:29:07.487> eras.

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How<00:29:07.839> do<00:29:07.903> you<00:29:08.064> feel<00:29:08.320> about<00:29:08.560> that?

00:29:08.720 --> 00:29:21.464
The<00:29:08.800> fact<00:29:09.105> that<00:29:09.521> not<00:29:09.698> only<00:29:09.906> are<00:29:10.066> you<00:29:10.226> leading<00:29:10.483> a<00:29:10.563> company,<00:29:10.947> but<00:29:11.044> you're<00:29:11.268> also<00:29:12.646> part<00:29:13.110> of<00:29:13.351> this<00:29:13.607> culture<00:29:14.392> and<00:29:14.809> expected<00:29:15.433> to<00:29:15.690> at<00:29:15.834> least<00:29:16.090> have<00:29:16.250> some<00:29:16.491> sort<00:29:16.875> of<00:29:17.817> take<00:29:18.455> or<00:29:18.717> understanding<00:29:19.681> of<00:29:19.845> what's<00:29:20.025> happening<00:29:20.842> in<00:29:21.006> the<00:29:21.153> world?

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It's,<00:29:24.122> it's<00:29:24.411> tough.

00:29:24.556 --> 00:29:41.474
I<00:29:24.732> definitely<00:29:25.263> have<00:29:25.423> joked,<00:29:25.986> um,<00:29:26.387> that<00:29:27.110> as<00:29:27.512> an<00:29:27.753> entrepreneur<00:29:28.476> with<00:29:28.637> all<00:29:28.733> the<00:29:28.878> other,<00:29:29.440> all<00:29:29.520> the<00:29:29.553> things<00:29:29.794> that<00:29:29.922> you<00:29:29.954> have<00:29:30.115> to<00:29:30.163> do<00:29:30.276> internally<00:29:31.063> and<00:29:31.208> the<00:29:31.288> challenges<00:29:31.802> that<00:29:32.011> you<00:29:32.091> face<00:29:32.413> just<00:29:32.750> trying<00:29:32.975> to<00:29:33.120> build<00:29:33.636> the,<00:29:34.103> your<00:29:34.265> company<00:29:34.668> out,<00:29:35.410> it<00:29:35.490> would<00:29:35.587> be<00:29:35.732> nice<00:29:36.136> not<00:29:36.313> have<00:29:36.539> to<00:29:36.635> think<00:29:36.958> about<00:29:37.345> like<00:29:37.748> the<00:29:37.829> macro<00:29:38.700> world,<00:29:39.587> um,<00:29:39.845> just<00:29:40.071> because<00:29:40.410> it's,<00:29:40.958> it's<00:29:41.071> a<00:29:41.135> lot.

00:29:41.684 --> 00:29:47.448
Um,<00:29:43.128> I<00:29:43.144> don't<00:29:43.304> know<00:29:43.481> if<00:29:43.545> that's<00:29:43.947> totally<00:29:44.910> different,<00:29:45.537> I<00:29:45.633> guess,<00:29:45.890> as<00:29:46.099> I've<00:29:46.195> kind<00:29:46.372> of<00:29:46.436> thought<00:29:46.661> about<00:29:46.838> that<00:29:47.063> question.

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Then,<00:29:49.311> you<00:29:49.568> know,<00:29:49.809> years<00:29:50.130> back,<00:29:50.467> I<00:29:50.612> think<00:29:51.110> the<00:29:51.238> reality<00:29:51.881> is<00:29:52.122> we<00:29:52.218> just<00:29:52.379> have<00:29:52.475> so<00:29:52.716> much<00:29:52.941> information<00:29:54.065> bombarding<00:29:54.611> us<00:29:55.896> on<00:29:56.008> a<00:29:56.073> daily<00:29:56.394> basis<00:29:56.795> now<00:29:57.261> because<00:29:57.615> of<00:29:57.679> the,<00:29:57.823> you<00:29:58.241> know,<00:29:58.305> the<00:29:58.401> internet,<00:29:58.964> the<00:29:59.044> rise<00:29:59.285> of,<00:29:59.590> you<00:29:59.767> know,<00:30:00.891> more<00:30:01.116> media<00:30:01.437> and<00:30:01.614> stuff<00:30:01.855> like<00:30:02.015> that,<00:30:02.738> that<00:30:02.898> I<00:30:02.979> think<00:30:04.264> that's<00:30:04.729> the<00:30:04.826> driver<00:30:05.292> of<00:30:05.452> it.

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It's<00:30:05.870> not<00:30:06.046> so<00:30:06.207> much<00:30:06.512> that<00:30:06.833> the<00:30:07.315> geopolitics<00:30:08.423> or<00:30:08.520> events<00:30:09.403> are<00:30:09.483> really<00:30:09.724> that<00:30:10.447> materially<00:30:11.073> different<00:30:11.475> than<00:30:12.052> the<00:30:12.196> challenges<00:30:12.677> that<00:30:12.773> we<00:30:12.934> faced,<00:30:13.959> you<00:30:14.071> know,<00:30:14.616> years<00:30:14.857> back.

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It's<00:30:15.418> just<00:30:15.658> that<00:30:15.834> it's,<00:30:16.443> it's<00:30:16.556> so<00:30:16.924> easy<00:30:17.181> to<00:30:17.341> know<00:30:17.741> about<00:30:18.062> everything<00:30:18.463> going<00:30:18.783> on<00:30:19.985> and<00:30:21.011> that,<00:30:21.331> that's<00:30:21.524> challenging.

00:30:22.052 --> 00:30:25.514
There's<00:30:22.229> no<00:30:22.453> way<00:30:22.710> to<00:30:22.870> be<00:30:23.030> able<00:30:23.254> to<00:30:23.415> kind<00:30:23.671> of<00:30:24.392> digest<00:30:24.873> all<00:30:25.033> of<00:30:25.178> that.

00:30:26.299 --> 00:30:36.155
But<00:30:26.732> it's<00:30:26.876> definitely,<00:30:27.277> as<00:30:27.373> a<00:30:27.501> leader,<00:30:27.774> something<00:30:28.110> I'm<00:30:28.319> extremely<00:30:28.799> sensitive<00:30:29.360> to,<00:30:29.505> especially<00:30:30.306> as<00:30:30.562> we<00:30:30.707> have<00:30:30.819> a<00:30:30.947> global<00:30:31.364> team<00:30:32.950> and<00:30:33.527> we<00:30:33.607> face<00:30:34.809> things<00:30:35.034> like<00:30:35.146> a<00:30:35.274> global<00:30:35.595> pandemic.

00:30:37.037 --> 00:30:57.991
It's<00:30:37.678> the<00:30:37.710> last<00:30:38.095> 5,<00:30:38.351> 6<00:30:38.656> years<00:30:39.120> has<00:30:39.297> been<00:30:39.537> kind<00:30:39.713> of<00:30:39.922> like<00:30:40.178> a<00:30:40.579> never-ending<00:30:41.877> set<00:30:42.181> of<00:30:43.013> global<00:30:43.496> and<00:30:43.657> macro<00:30:44.477> situations<00:30:45.427> that<00:30:45.652> you<00:30:45.813> do<00:30:46.054> kind<00:30:46.295> of<00:30:46.327> have<00:30:46.553> to<00:30:46.633> keep<00:30:46.874> an<00:30:47.019> eye<00:30:47.196> on,<00:30:47.421> whether<00:30:47.679> that's<00:30:48.387> inflation<00:30:49.593> now<00:30:49.770> and<00:30:50.076> how<00:30:50.253> that<00:30:50.414> might<00:30:50.655> play<00:30:50.977> out<00:30:52.008> in,<00:30:52.348> you<00:30:52.429> know,<00:30:53.305> our<00:30:53.808> business<00:30:54.862> to<00:30:55.105> other<00:30:55.332> things<00:30:55.673> like<00:30:55.900> all<00:30:56.078> the<00:30:56.224> different<00:30:56.483> geopolitical<00:30:57.197> situations.

00:30:58.575 --> 00:31:11.128
And<00:30:58.981> so<00:30:59.872> I,<00:31:01.010> I<00:31:01.074> don't<00:31:01.156> know,<00:31:01.350> my,<00:31:01.935> my<00:31:02.162> advice<00:31:02.666> with<00:31:02.893> entrepreneurs<00:31:03.948> is<00:31:04.273> just<00:31:05.003> try<00:31:05.263> to,<00:31:07.130> try<00:31:07.293> to<00:31:07.455> balance<00:31:09.347> trying<00:31:09.539> to<00:31:09.764> think<00:31:10.069> too<00:31:10.245> much<00:31:10.486> about<00:31:10.807> that.

00:31:11.994 --> 00:31:19.681
At<00:31:12.107> the<00:31:12.251> end<00:31:12.331> of<00:31:12.396> the<00:31:12.492> day,<00:31:13.776> the<00:31:14.241> most<00:31:14.482> acute<00:31:14.883> problems<00:31:15.942> with<00:31:16.103> your<00:31:16.327> company<00:31:16.985> are<00:31:17.130> going<00:31:17.306> to<00:31:17.948> be<00:31:18.430> the<00:31:18.590> things<00:31:18.895> right<00:31:19.088> in<00:31:19.216> front<00:31:19.409> of<00:31:19.537> you.

00:31:20.355 --> 00:31:28.620
The<00:31:20.500> larger<00:31:20.853> macro<00:31:22.265> situations<00:31:23.003> are<00:31:23.084> kind<00:31:23.308> of<00:31:24.127> problems<00:31:24.608> that<00:31:24.833> are<00:31:24.929> likely<00:31:25.202> to<00:31:25.266> affect,<00:31:25.972> you<00:31:26.052> know,<00:31:26.197> much,<00:31:26.454> much<00:31:26.759> larger<00:31:27.176> companies<00:31:27.738> at<00:31:27.834> a<00:31:27.898> later<00:31:28.139> stage.

00:31:29.567 --> 00:31:34.911
But<00:31:30.048> on<00:31:30.129> a,<00:31:30.241> you<00:31:30.546> know,<00:31:31.509> people<00:31:31.830> basis,<00:31:32.632> that's<00:31:32.937> obviously<00:31:33.338> something<00:31:33.900> that<00:31:34.301> you<00:31:34.462> can't<00:31:34.638> ignore.

00:31:35.023 --> 00:31:39.035
Those<00:31:35.280> things<00:31:36.099> affecting,<00:31:37.110> you<00:31:37.286> know,<00:31:37.463> the<00:31:37.591> lives<00:31:38.008> of<00:31:38.393> everyone<00:31:38.714> at<00:31:38.795> the<00:31:38.875> company.

00:31:40.527 --> 00:31:42.520
Adam,<00:31:40.673> I<00:31:40.754> can't<00:31:40.932> thank<00:31:41.110> you<00:31:41.175> enough<00:31:41.402> again<00:31:41.661> for<00:31:41.985> joining<00:31:42.374> us.

00:31:42.633 --> 00:31:49.247
We<00:31:42.796> end<00:31:42.958> every<00:31:43.201> interview<00:31:43.444> the<00:31:43.541> same<00:31:43.914> way,<00:31:44.335> and<00:31:44.481> that<00:31:44.659> is<00:31:44.821> at<00:31:44.902> CEO.com,<00:31:45.793> we<00:31:45.955> believe<00:31:46.215> the<00:31:46.344> chances<00:31:46.765> one<00:31:47.008> gives<00:31:47.430> is<00:31:47.559> just<00:31:47.738> as<00:31:47.835> important<00:31:48.208> as<00:31:48.240> the<00:31:48.386> chances<00:31:48.775> one<00:31:48.840> takes.

00:31:49.850 --> 00:31:53.614
And<00:31:49.996> I<00:31:50.078> wonder<00:31:50.322> when<00:31:50.420> you<00:31:50.583> hear<00:31:50.974> that,<00:31:51.333> who<00:31:51.544> gave<00:31:51.789> you<00:31:51.952> a<00:31:52.033> chance<00:31:52.457> to<00:31:52.538> get<00:31:52.701> you<00:31:52.848> to<00:31:52.930> where<00:31:53.109> you<00:31:53.337> are<00:31:53.435> today?

00:31:55.353 --> 00:32:04.938
Yeah,<00:31:55.498> actually<00:31:56.629> I've<00:31:56.806> had<00:31:56.984> a<00:31:57.113> handful<00:31:57.533> of<00:31:57.695> incredible<00:31:58.664> moments<00:31:59.310> where<00:31:59.778> I<00:31:59.875> would<00:32:00.037> not<00:32:00.279> be<00:32:00.441> where<00:32:00.667> I<00:32:00.844> am<00:32:00.990> today<00:32:01.555> without<00:32:02.201> a<00:32:02.847> very<00:32:03.041> small<00:32:03.429> list<00:32:03.768> of,<00:32:04.142> of<00:32:04.239> individuals.

00:32:05.522 --> 00:32:18.694
And<00:32:05.928> so<00:32:06.741> I,<00:32:07.390> I<00:32:07.488> got<00:32:07.650> a<00:32:07.813> shot<00:32:08.056> working<00:32:08.527> at<00:32:08.560> a,<00:32:08.771> actually<00:32:09.015> a<00:32:11.000> healthcare<00:32:11.352> venture<00:32:11.673> capital<00:32:12.074> firm<00:32:12.779> in<00:32:13.196> Kentucky<00:32:13.677> because<00:32:14.061> I,<00:32:14.638> as<00:32:14.799> I<00:32:14.879> mentioned,<00:32:15.584> I<00:32:16.225> actually<00:32:16.642> went<00:32:16.802> to<00:32:16.947> medical<00:32:17.267> school<00:32:17.444> briefly<00:32:18.085> in<00:32:18.245> Kentucky.

00:32:18.950 --> 00:32:24.689
And<00:32:19.752> after<00:32:19.992> the<00:32:20.089> first<00:32:20.409> year,<00:32:20.954> I<00:32:21.131> interned<00:32:21.996> at<00:32:22.637> a<00:32:22.718> venture<00:32:22.990> firm<00:32:23.279> called<00:32:23.615> Chrysalis<00:32:24.080> Ventures<00:32:24.577> there.

00:32:25.363 --> 00:32:41.585
And<00:32:25.699> I<00:32:25.763> actually<00:32:26.837> got<00:32:26.982> that<00:32:27.142> job<00:32:27.703> by<00:32:28.649> pinging<00:32:29.546> people<00:32:29.931> through<00:32:30.172> Twitter<00:32:31.053> back<00:32:31.246> in<00:32:31.374> the<00:32:31.470> day<00:32:32.817> to<00:32:33.394> beg,<00:32:33.794> begging<00:32:34.115> them<00:32:34.355> to<00:32:34.580> hire<00:32:34.916> me<00:32:35.237> because<00:32:35.942> I<00:32:36.103> really<00:32:36.423> wanted<00:32:37.225> to<00:32:37.385> go<00:32:37.626> pursue<00:32:38.603> my<00:32:39.549> software<00:32:40.271> technology<00:32:40.848> background.

00:32:41.713 --> 00:32:47.956
And<00:32:42.274> I<00:32:42.900> thought<00:32:42.980> that<00:32:43.092> was<00:32:43.397> kind<00:32:43.542> of<00:32:43.574> a<00:32:43.654> perfect<00:32:44.055> place<00:32:44.457> to<00:32:44.601> do<00:32:44.762> it<00:32:44.938> because<00:32:45.340> they<00:32:45.564> were<00:32:45.725> a<00:32:45.805> healthcare<00:32:46.158> and<00:32:46.303> technology-focused<00:32:47.411> venture<00:32:47.667> firm.

00:32:48.807 --> 00:32:53.607
So<00:32:48.952> they<00:32:49.032> had<00:32:49.128> never<00:32:49.353> hired<00:32:49.690> anyone<00:32:50.718> kind<00:32:50.878> of<00:32:50.958> with<00:32:51.183> my<00:32:51.360> background,<00:32:52.323> but<00:32:52.500> they<00:32:52.628> gave<00:32:52.885> me<00:32:53.029> a<00:32:53.045> shot.

00:32:53.752 --> 00:32:58.504
And<00:32:54.153> ultimately,<00:32:55.758> you<00:32:55.855> can<00:32:56.015> carry<00:32:56.336> that<00:32:56.561> all<00:32:56.657> the<00:32:56.738> way<00:32:56.898> through<00:32:57.380> to<00:32:57.556> where<00:32:57.781> I<00:32:57.942> am<00:32:58.102> today.

00:32:58.809 --> 00:33:01.987
And<00:32:58.905> so<00:32:59.146> I'm<00:32:59.611> very<00:32:59.932> grateful<00:33:00.591> to<00:33:01.056> all<00:33:01.233> the<00:33:01.377> individuals<00:33:01.875> there.

00:33:02.116 --> 00:33:05.391
A<00:33:02.196> lot<00:33:02.356> of<00:33:02.389> them<00:33:02.742> are<00:33:03.143> people<00:33:03.336> that<00:33:03.480> I<00:33:03.785> still<00:33:04.203> stay<00:33:04.508> close<00:33:04.829> with<00:33:05.069> today.

00:33:06.209 --> 00:33:09.195
And<00:33:06.306> there's,<00:33:06.611> there's<00:33:06.835> countless<00:33:07.237> other<00:33:07.413> people<00:33:07.879> that<00:33:07.975> I<00:33:08.055> could,<00:33:08.521> could<00:33:08.682> point<00:33:08.858> to.

00:33:10.288 --> 00:33:22.396
I<00:33:10.449> am<00:33:10.562> a<00:33:10.626> big<00:33:10.868> believer<00:33:11.351> that<00:33:12.139> hard<00:33:12.397> work,<00:33:13.266> luck,<00:33:13.830> and,<00:33:14.248> you<00:33:14.812> know,<00:33:15.553> some<00:33:17.452> help<00:33:17.726> along<00:33:18.032> the<00:33:18.177> way<00:33:18.515> is<00:33:18.740> kind<00:33:18.901> of<00:33:19.465> all<00:33:19.610> the<00:33:19.722> pieces<00:33:20.286> that,<00:33:20.850> that<00:33:21.075> come<00:33:21.252> together<00:33:21.655> for<00:33:21.816> success.

00:33:22.541 --> 00:33:26.003
And,<00:33:23.088> and<00:33:23.249> my,<00:33:23.749> my<00:33:23.845> story's<00:33:24.538> definitely<00:33:25.021> been<00:33:25.182> an<00:33:25.262> example<00:33:25.681> of<00:33:25.762> that.

00:33:27.276 --> 00:33:28.194
Adam,<00:33:27.533> thank<00:33:27.694> you<00:33:27.791> so<00:33:27.952> much.

00:33:28.322 --> 00:33:29.227
Best<00:33:28.564> of<00:33:28.661> luck<00:33:28.822> on<00:33:28.968> everything.

00:33:29.292 --> 00:33:30.379
Please<00:33:29.536> come<00:33:29.714> back<00:33:30.103> too.

00:33:31.255 --> 00:33:35.196
I<00:33:31.336> could<00:33:31.725> again<00:33:31.985> talk<00:33:32.147> to<00:33:32.212> you<00:33:32.309> for<00:33:32.617> a<00:33:32.715> very<00:33:32.942> long<00:33:33.120> time,<00:33:33.363> particularly<00:33:33.834> around<00:33:34.077> this<00:33:34.191> technology<00:33:34.726> that<00:33:34.807> you're<00:33:34.904> building.

00:33:36.490 --> 00:33:37.408
So<00:33:36.594> appreciate<00:33:37.027> you<00:33:37.114> coming<00:33:37.304> on,<00:33:37.356> man.

00:33:38.724 --> 00:33:39.759
Yeah,<00:33:38.991> thank<00:33:39.141> you<00:33:39.224> for<00:33:39.341> having<00:33:39.575> me.