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# Extend Co-Founder & CEO Andrew Jamison: How AI is reinventing expense management
- URL: https://www.ceo.com/episodes/extend-co-founder-ceo-andrew-jamison-how-ai-is-reinventing-expense-management/
- Published: 2026-06-08T10:00:15.000Z
- Updated: 2026-08-23T16:13:31.000Z
- Description: The Extend CEO on virtual cards, AI that reads receipts, and why the first $250,000 came from people who knew him.
- Author: Clint Betts

# Andrew Jamison doesn't want your bank dead

Andrew Jamison did not leave American Express with a company in mind. He left because his mother was dying. She had fought cancer for decades, and when she got worse, he took a sabbatical to be with her.

"When you step away from work during a moment like that, you start realizing life isn't a dress rehearsal," he said on the CEO.com Podcast. "For the first time in years, I had space to think about what I actually enjoyed doing. I realized what I loved most was talking to customers, understanding problems, and building solutions."

What he built was [Extend](https://www.paywithextend.com/?ref=ceo.com), an expense management platform that lets companies decide who can spend, where, and how much before a transaction happens, then handles receipts, and integrates with [participating banks including American Express, PNC, HSBC, and BMO](https://www.paywithextend.com/participating-banks?ref=ceo.com).

That last part is the unusual part. Brex, Ramp, and Divvy set out to become card issuers and pull customers away from the banks. Extend issues nothing and underwrites nothing. It makes the card business already more powerful.

"The 15 or 16 digits on your card should unlock sophisticated software capabilities automatically," Jamison said. "You shouldn't need to switch banks. You shouldn't need a new card." A business depends on its bank for lending, treasury, wires, and foreign exchange. Extend extends those relationships instead of replacing them, which is where the name came from.

The market has drifted his way. Capital One bought Brex this year, a deal Jamison wrote [marks the end of business finance's manual era](https://thefr.com/news/capital-ones-brex-buy-means-end-of-business-finances-manual-era?ref=ceo.com), with spend management finally catching up to the rest of enterprise software. His company started from that premise nine years ago.

Jamison calls Extend the combination of the only two jobs he has ever had: nearly a decade as an SAP consultant, then 12 years running B2B payments products at American Express. Consulting taught him what integrated systems do for a business. Amex taught him how the rails work. His father built three supermarket shelving companies and dragged the family into warehouses on weekends to count inventory. Jamison grew up certain he wanted the opposite life. "People always tell you that you become more like your parents as you get older," he said. "And they're right."

On artificial intelligence, he skips the grand claims. "AI is a perfect fit for fintech because AI loves rules. And accountants love rules too." On the platform, that means a receipt texted from a phone gets read and matched to its transaction, categorized, and coded to the right ledger account without a human touching it. Next comes analytics in plain language. Ask how Q3 spending broke down, or who went over the hotel policy, and get an answer instead of building a report.

Extend raised its seed round from Point72 in late 2017 and has raised just under $70 million since, from investors including FinTech Collective, [March Capital, and B Capital](https://www.businesswire.com/news/home/20211027005144/en/Modernizing-Payments-from-the-Inside-Extend-Raises-%2440M-in-Series-B-Funding?ref=ceo.com). In September 2025, it added [$20 million in new capital and a CFO](https://www.businesswire.com/news/home/20250918107234/en/Extend-Secures-$20-Million-in-New-Capital-and-Hires-Seasoned-CFO?ref=ceo.com). In November it [announced a collaboration with PNC Bank on commercial card payments](https://www.businesswire.com/news/home/20251110755999/en/Extend-and-PNC-Bank-Collaborate-to-Modernize-Commercial-Card-Payments-for-Businesses?ref=ceo.com) and [opened its software to nearly any bank credit card across all three major networks](https://www.businesswire.com/news/home/20251120578951/en/Extend-Brings-Universal-Expense-Management-to-the-SMB-Market?ref=ceo.com).

Non-sales employees at Extend work from the office three days a week. Jamison comes in four days, and he lives farther away than almost anyone on the team. "If you ask something of your team, you should be willing to do it yourself," he said. "Nothing erodes trust faster than saying one thing and doing another." He reads the Financial Times in print, partly a British habit and partly because a newspaper is not curated for him the way a feed is. "People don't run through walls for companies," he said. "They run through walls for people. And that starts with trust."

Someone once ran through a wall for him. Early in his consulting career, Jamison was struggling on a complicated project and received a negative review. A manager named Nick Keating read it and said, "I don't believe this." Keating pulled him onto his own team, and their project was recognized as the best in the company the following year. Keating became a mentor, an early investor in Extend, and one of Jamison's closest friends.

Before any of the venture money, Extend raised $250,000 from friends and family. "When people who know you personally put their trust, and their money, behind you, you feel an obligation to make it work," Jamison told the CEO.com Podcast. "Those early supporters gave us a chance, and I'll never forget it."

```chapters
00:00:00 Introduction and Guest Background
00:00:11 Overview of Extend
00:00:52 Journey to Founding Extend
00:02:29 Origin Story and Entrepreneurial Drive
00:05:09 Market Opportunity and Middle Market Focus
00:07:22 Collaboration vs. Disruption in FinTech
00:10:11 AI in FinTech and Expense Management
00:12:15 Internal Use of AI at Extend
00:14:24 Funding and Investors
00:15:28 Company Culture and Remote Work
00:18:45 Reading Recommendations
00:21:37 Macroeconomic Environment and FinTech
00:23:36 Mentorship and Early Career Challenges
00:27:23 Capital Raising Journey
00:28:37 Closing Remarks and Future Check-in
```

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I<00:02:54.480> think<00:02:54.600> I<00:02:54.680> prefer<00:02:54.880> that<00:02:55.000> big<00:02:55.240> pharma<00:02:55.640> world<00:02:56.840> uh,<00:02:56.959> than<00:02:57.200> than<00:02:57.440> sort<00:02:57.600> of<00:02:57.680> like,<00:02:57.959> you<00:02:58.040> know,<00:02:58.160> working<00:02:58.560> weekends<00:02:59.200> and<00:02:59.360> dragging<00:02:59.680> your<00:02:59.800> children<00:03:00.200> in<00:03:00.440> to<00:03:00.519> go<00:03:00.640> and<00:03:00.800> count<00:03:01.160> boxes

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and<00:03:02.280> shelves<00:03:02.760> and<00:03:02.880> things.<00:03:03.760> Uh,<00:03:04.120> but<00:03:04.320> but<00:03:04.519> people<00:03:04.760> always<00:03:04.959> say<00:03:05.200> you<00:03:05.320> end<00:03:05.519> up<00:03:05.640> becoming<00:03:05.959> more<00:03:06.120> like<00:03:06.239> your<00:03:06.360> parents<00:03:07.200> uh,<00:03:07.280> every<00:03:07.560> day.

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And<00:03:08.000> and<00:03:08.120> it<00:03:08.400> the<00:03:08.560> older<00:03:08.880> I<00:03:08.959> get,<00:03:09.320> the<00:03:09.400> more<00:03:09.560> I<00:03:09.640> realize<00:03:09.959> that's<00:03:10.320> actually<00:03:10.760> the<00:03:10.920> case.

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Um,<00:03:12.640> I<00:03:12.720> had<00:03:12.840> Look,<00:03:13.000> I<00:03:13.040> had<00:03:13.239> an<00:03:13.360> itch<00:03:13.640> and<00:03:13.760> the<00:03:13.880> itch<00:03:14.080> sort<00:03:14.200> of<00:03:14.320> came<00:03:14.600> to<00:03:14.720> me<00:03:14.840> because<00:03:15.880> I<00:03:15.959> took<00:03:16.120> a<00:03:16.160> sabbatical<00:03:16.840> from<00:03:17.000> American<00:03:17.320> Express.

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That's<00:03:17.760> how<00:03:18.000> I<00:03:18.080> end<00:03:18.280> up<00:03:18.440> leaving.<00:03:19.320> My<00:03:19.440> mother<00:03:19.720> was<00:03:20.200> um,<00:03:20.560> was<00:03:20.720> not<00:03:20.920> very<00:03:21.080> well.

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Hadn't<00:03:21.640> been<00:03:21.840> well<00:03:22.080> for<00:03:22.200> 30<00:03:22.480> odd<00:03:22.640> years<00:03:22.880> with<00:03:23.040> cancer<00:03:23.959> through<00:03:24.160> different<00:03:24.519> bouts.

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Uh,<00:03:25.760> and<00:03:25.880> it's<00:03:26.000> one<00:03:26.120> of<00:03:26.200> those<00:03:26.320> moments<00:03:26.640> in<00:03:26.760> life<00:03:27.160> where<00:03:27.280> you<00:03:27.400> start<00:03:27.640> to<00:03:27.680> realize<00:03:28.000> life's<00:03:28.280> not<00:03:28.400> a<00:03:28.440> dress<00:03:28.760> rehearsal.

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Um,<00:03:30.400> and<00:03:30.519> it<00:03:30.640> gave<00:03:30.880> me<00:03:31.000> the<00:03:31.120> ability<00:03:31.600> to<00:03:31.840> sit<00:03:32.200> back,<00:03:32.680> which<00:03:32.840> you<00:03:32.920> don't<00:03:33.280> have<00:03:33.800> when<00:03:33.920> you're<00:03:34.040> sort<00:03:34.239> of<00:03:34.760> entrenched<00:03:35.320> in<00:03:35.400> a<00:03:35.440> job<00:03:35.920> working<00:03:36.320> long<00:03:36.560> hours.

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It<00:03:37.680> just<00:03:38.080> helped<00:03:38.320> me<00:03:38.400> to<00:03:38.480> understand<00:03:39.800> beyond<00:03:40.000> what<00:03:40.120> I've<00:03:40.200> been<00:03:40.360> told<00:03:40.680> I<00:03:40.760> needed<00:03:41.200> to<00:03:41.280> be<00:03:41.400> doing<00:03:41.760> as<00:03:41.880> a<00:03:41.920> leader,<00:03:42.880> what<00:03:43.120> is<00:03:43.280> it<00:03:43.400> that<00:03:43.600> I<00:03:43.800> actually<00:03:44.360> enjoyed<00:03:44.840> doing<00:03:45.280> as<00:03:45.480> a<00:03:45.600> person.

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Uh,<00:03:47.239> and<00:03:47.400> it<00:03:47.480> was<00:03:47.720> kind<00:03:47.920> of<00:03:48.000> that<00:03:48.200> grounding<00:03:48.840> that<00:03:48.920> sort<00:03:49.080> of<00:03:49.120> brought<00:03:49.280> me<00:03:49.400> back<00:03:49.760> to<00:03:50.519> as<00:03:50.680> a<00:03:50.760> consultant,<00:03:51.239> what<00:03:51.360> I<00:03:51.400> enjoyed<00:03:51.720> doing<00:03:52.000> was<00:03:52.160> speaking<00:03:52.400> to<00:03:52.520> customers,<00:03:53.520> understanding

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their<00:03:54.200> problems,<00:03:55.200> translating<00:03:55.640> those<00:03:55.840> problems<00:03:56.200> into<00:03:56.440> solutions.

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And<00:03:57.800> and<00:03:57.920> I<00:03:58.000> realized<00:03:58.440> that<00:03:58.680> truly<00:03:59.160> was<00:03:59.600> my<00:03:59.760> true<00:04:00.040> north,<00:04:00.520> and<00:04:00.640> that's<00:04:00.880> kind<00:04:01.080> of<00:04:01.120> where<00:04:01.240> the<00:04:01.440> entrepreneurial<00:04:02.040> spirit<00:04:02.400> came<00:04:02.640> in.

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So,<00:04:03.600> having<00:04:03.880> said<00:04:04.120> never,<00:04:04.640> here<00:04:04.920> I<00:04:05.000> was<00:04:05.360> sort<00:04:05.480> of<00:04:05.560> thinking,<00:04:06.360> "Actually,<00:04:07.480> I<00:04:07.560> think<00:04:07.840> there's<00:04:07.959> an<00:04:08.080> opportunity."

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Because<00:04:09.200> obviously<00:04:09.440> it's<00:04:09.560> no<00:04:09.720> point<00:04:09.920> trying<00:04:10.040> to<00:04:10.120> be<00:04:10.160> an<00:04:10.240> entrepreneur<00:04:10.560> if<00:04:10.640> there<00:04:10.800> isn't<00:04:11.000> an<00:04:11.080> opportunity<00:04:11.680> out<00:04:11.840> there.

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I<00:04:12.720> just<00:04:12.920> saw<00:04:13.080> a<00:04:13.160> massive<00:04:14.360> um<00:04:14.520> evolution,<00:04:15.120> I<00:04:15.160> think,<00:04:15.400> in<00:04:15.480> the<00:04:15.600> way<00:04:15.760> that<00:04:15.920> people<00:04:16.239> work.

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There<00:04:16.640> was<00:04:16.799> more<00:04:17.040> freelancers<00:04:17.600> and<00:04:17.760> contractors<00:04:18.440> in<00:04:18.560> the<00:04:18.600> ecosystem,<00:04:19.400> right?

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In<00:04:19.720> the<00:04:20.000> of<00:04:20.160> late.<00:04:21.200> Uh<00:04:21.400> sort<00:04:21.560> of<00:04:21.760> late<00:04:22.000> teens.

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And<00:04:23.200> then,<00:04:23.800> sort<00:04:23.960> of<00:04:24.040> realizing<00:04:24.360> that<00:04:24.480> technology<00:04:25.000> was<00:04:25.120> becoming<00:04:25.520> more<00:04:25.760> open<00:04:26.000> with<00:04:26.200> APIs,<00:04:26.800> and<00:04:26.919> so<00:04:27.080> realizing<00:04:27.600> a<00:04:27.640> lot<00:04:27.800> of<00:04:27.880> it<00:04:28.000> was<00:04:28.120> more<00:04:28.320> accessible.

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This<00:04:28.960> is<00:04:29.640> traditionally,<00:04:31.040> you<00:04:31.080> know,<00:04:31.520> heavy<00:04:31.880> infrastructure<00:04:33.000> that<00:04:33.200> sort<00:04:33.360> of<00:04:33.480> in<00:04:33.600> a<00:04:33.680> way<00:04:34.680> had<00:04:34.919> sort<00:04:35.080> of<00:04:35.200> been<00:04:36.120> um<00:04:36.400> put<00:04:36.560> in<00:04:36.640> the<00:04:36.760> hands<00:04:37.160> of

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the<00:04:37.560> the<00:04:37.760> card<00:04:38.120> networks<00:04:38.720> and<00:04:38.960> big<00:04:39.200> card<00:04:39.560> processors.

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These<00:04:40.640> are<00:04:40.800> massive<00:04:41.320> brands.<00:04:42.400> But<00:04:42.520> the<00:04:42.640> concept<00:04:43.120> of<00:04:43.200> APIs<00:04:43.680> was<00:04:43.880> opening<00:04:44.240> up<00:04:44.360> the<00:04:44.480> ecosystem<00:04:45.400> with<00:04:45.560> PSD2s<00:04:46.440> that<00:04:46.600> saying,<00:04:46.919> "Hey,<00:04:47.600> clients<00:04:47.960> get<00:04:48.080> to<00:04:48.200> choose<00:04:48.440> what<00:04:48.560> they

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do<00:04:48.800> with<00:04:48.919> their<00:04:49.080> data."<00:04:50.040> Kind<00:04:50.160> of<00:04:50.280> created<00:04:50.760> a<00:04:50.800> sort<00:04:50.960> of<00:04:51.080> crack<00:04:51.400> there<00:04:51.960> and<00:04:52.080> said,<00:04:52.200> "Actually,<00:04:53.080> I<00:04:53.200> think<00:04:53.440> there's<00:04:53.600> a<00:04:53.680> really<00:04:54.000> good<00:04:54.160> opportunity<00:04:54.800> here<00:04:54.960> to<00:04:55.080> go<00:04:55.240> and<00:04:55.440> serve

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a<00:04:56.440> massively<00:04:57.000> underserved<00:04:57.560> community,<00:04:58.160> which<00:04:58.360> is<00:04:58.520> kind<00:04:58.720> of<00:04:58.760> that<00:04:58.919> middle<00:04:59.160> market,<00:04:59.840> right?"

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And<00:05:00.200> I<00:05:00.480> The<00:05:00.560> way<00:05:00.640> to<00:05:00.720> think<00:05:00.840> about<00:05:01.040> it<00:05:01.120> is<00:05:01.560> middle<00:05:01.760> market,<00:05:02.120> middle<00:05:02.320> child.

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Uh<00:05:03.720> and<00:05:03.840> the<00:05:03.960> reason<00:05:04.440> for<00:05:05.560> is<00:05:06.120> is<00:05:06.280> the<00:05:06.400> card<00:05:06.800> industry<00:05:07.640> had<00:05:07.960> developed<00:05:08.440> that<00:05:08.680> way,<00:05:09.120> right?

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It<00:05:09.400> had<00:05:09.520> developed<00:05:09.919> with<00:05:10.040> a<00:05:10.120> sort<00:05:10.320> of<00:05:10.400> mind<00:05:10.640> of<00:05:10.720> a<00:05:10.760> consumer<00:05:11.400> and<00:05:11.520> with<00:05:11.680> a<00:05:11.720> mind<00:05:12.000> of<00:05:12.120> a<00:05:12.200> really<00:05:12.520> big<00:05:12.720> enterprise.

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And<00:05:14.080> then<00:05:14.200> you<00:05:14.280> start<00:05:14.560> saying,<00:05:14.720> "Well,<00:05:14.880> what<00:05:15.000> happens<00:05:15.360> to<00:05:15.400> the<00:05:15.520> people<00:05:15.800> in<00:05:15.880> the<00:05:16.000> middle<00:05:17.040> that<00:05:17.320> don't<00:05:17.640> have<00:05:18.200> the<00:05:18.360> resources<00:05:19.280> of<00:05:19.400> a<00:05:19.440> big<00:05:19.720> company,<00:05:20.840> and<00:05:20.960> also<00:05:21.280> not<00:05:21.520> as<00:05:21.640> simplistic

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as<00:05:22.440> being<00:05:22.680> a<00:05:22.760> sort<00:05:22.919> of<00:05:23.040> five,<00:05:23.400> six,<00:05:23.680> seven<00:05:24.000> member<00:05:24.320> household?"

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It's<00:05:25.600> sort<00:05:25.720> of<00:05:25.760> like,<00:05:26.000> you<00:05:26.080> know,<00:05:26.200> how<00:05:26.440> do<00:05:26.560> you<00:05:26.680> sort<00:05:26.840> of<00:05:26.919> create<00:05:27.240> the<00:05:27.360> right<00:05:27.640> experiences?

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Um<00:05:30.080> and<00:05:30.200> I<00:05:30.280> think<00:05:31.240> as<00:05:31.440> we<00:05:31.640> benefited<00:05:32.280> as<00:05:32.400> consumers<00:05:33.320> with<00:05:33.560> increasingly<00:05:34.520> autonomous<00:05:35.120> applications,<00:05:36.520> you<00:05:36.600> started<00:05:36.919> to<00:05:37.000> think,<00:05:37.200> "Okay,<00:05:37.480> businesses

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could<00:05:38.520> really<00:05:38.760> benefit<00:05:39.320> with<00:05:39.440> that<00:05:39.680> same<00:05:41.000> um<00:05:41.360> efficiencies."

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And<00:05:42.360> I<00:05:42.400> always<00:05:42.640> think<00:05:42.800> of<00:05:42.880> Extend<00:05:43.240> as<00:05:43.360> a<00:05:43.440> great<00:05:43.600> example,<00:05:44.000> right?

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We<00:05:44.280> serve<00:05:45.080> 8,000<00:05:45.720> small<00:05:46.160> and<00:05:46.280> middle-sized<00:05:46.840> businesses<00:05:47.480> today.

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Um<00:05:49.400> and<00:05:49.640> you<00:05:49.720> start<00:05:50.000> to<00:05:50.080> sort<00:05:50.240> of<00:05:50.320> think,<00:05:50.560> okay,<00:05:51.480> what<00:05:51.640> does<00:05:51.760> my<00:05:51.960> company<00:05:52.320> look<00:05:52.520> like?

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We<00:05:52.880> have<00:05:53.120> 65<00:05:54.000> people<00:05:54.320> in<00:05:54.440> the<00:05:54.520> company,<00:05:55.560> right?

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And<00:05:56.160> I<00:05:56.240> have<00:05:56.480> two<00:05:56.720> people<00:05:57.000> working<00:05:57.240> in<00:05:57.360> finance,<00:05:58.400> and<00:05:58.520> they<00:05:58.600> do<00:05:58.720> everything<00:05:59.080> from<00:05:59.480> accounts<00:05:59.880> payable<00:06:00.600> to<00:06:00.960> receivables<00:06:01.840> to<00:06:02.080> sort<00:06:02.280> of<00:06:02.320> helping<00:06:02.600> with<00:06:02.760> payroll<00:06:03.760> and<00:06:03.920> a

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myriad<00:06:04.720> of<00:06:04.840> other<00:06:05.080> procurement-related<00:06:06.160> things.

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And<00:06:07.520> they<00:06:07.720> just<00:06:08.160> need<00:06:08.400> more<00:06:08.640> hands,<00:06:09.480> right?

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But<00:06:09.880> like<00:06:10.120> any<00:06:10.360> small<00:06:10.640> business,<00:06:11.920> you<00:06:12.080> don't<00:06:12.320> have<00:06:12.600> more<00:06:12.840> hands<00:06:13.160> to<00:06:13.280> give,<00:06:13.640> and<00:06:13.760> so<00:06:13.880> you<00:06:14.040> have<00:06:14.360> to<00:06:14.520> focus<00:06:15.000> on<00:06:15.160> efficiency,<00:06:15.800> you<00:06:15.880> have<00:06:16.040> to<00:06:16.160> focus<00:06:16.560> on<00:06:16.680> automation.

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And<00:06:18.440> and<00:06:18.600> the<00:06:18.680> incredible<00:06:19.120> statistic<00:06:19.640> for<00:06:19.840> us,<00:06:20.120> and<00:06:20.280> fair<00:06:20.440> enough,<00:06:21.160> we<00:06:21.360> are<00:06:21.560> a<00:06:21.600> fintech,<00:06:22.160> we<00:06:22.280> rely<00:06:22.520> a<00:06:22.560> lot<00:06:22.720> on<00:06:22.840> technology,<00:06:24.280> but<00:06:24.520> this<00:06:24.720> is<00:06:24.840> another<00:06:25.240> big<00:06:25.440> evolution<00:06:25.919> in

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this<00:06:26.160> space<00:06:26.440> is<00:06:26.640> more<00:06:27.000> and<00:06:27.120> more<00:06:27.280> of<00:06:27.360> what<00:06:27.480> we<00:06:27.600> do<00:06:27.840> is<00:06:28.080> is<00:06:28.240> managed<00:06:28.560> through<00:06:28.760> subscriptions.

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Right?<00:06:30.919> And<00:06:31.080> so,<00:06:31.919> actually,<00:06:32.360> when<00:06:32.520> you<00:06:32.600> look<00:06:32.720> at<00:06:32.800> our<00:06:32.919> expense<00:06:33.400> base,<00:06:34.320> 68%<00:06:35.440> of<00:06:35.520> the<00:06:35.640> company's<00:06:36.120> expenses<00:06:37.680> today<00:06:38.160> go<00:06:38.360> on<00:06:38.520> a<00:06:38.560> card.

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Why?<00:06:40.280> Because<00:06:40.600> the<00:06:40.720> lion's<00:06:41.080> share<00:06:41.320> of<00:06:41.440> my<00:06:41.560> expenses<00:06:42.120> outside<00:06:42.440> of<00:06:42.520> salaries<00:06:43.120> and<00:06:43.360> rent,<00:06:43.720> obviously,<00:06:44.120> that<00:06:44.240> I<00:06:44.440> I<00:06:44.520> carve<00:06:44.840> that<00:06:45.040> out,<00:06:45.680> but<00:06:45.800> out<00:06:45.919> of<00:06:46.000> the<00:06:46.120> remaining<00:06:46.760> pool,

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right?<00:06:48.160> Most<00:06:48.560> of<00:06:48.680> what<00:06:48.840> we<00:06:48.960> do,<00:06:49.280> whether<00:06:49.520> it's<00:06:49.640> through<00:06:50.120> AWS<00:06:50.760> as<00:06:50.880> our<00:06:50.960> hosting<00:06:51.400> service,<00:06:51.919> whether<00:06:52.120> it's<00:06:52.280> through<00:06:52.640> Slack<00:06:53.160> for<00:06:53.320> messaging,<00:06:54.440> you<00:06:54.480> know,<00:06:54.720> Jira<00:06:55.320> and<00:06:55.480> GitHub

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and<00:06:56.120> all<00:06:56.200> these<00:06:56.360> different<00:06:56.680> tools<00:06:57.040> we<00:06:57.200> use<00:06:57.480> to<00:06:57.600> build<00:06:57.960> software,<00:06:59.400> they're<00:06:59.680> all<00:06:59.800> on<00:06:59.919> subscriptions.

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And<00:07:01.440> the<00:07:01.560> idea<00:07:01.960> that<00:07:02.160> you<00:07:02.240> can<00:07:02.600> assign<00:07:03.040> a<00:07:03.160> virtual<00:07:03.640> card<00:07:03.960> per<00:07:04.080> subscription<00:07:04.680> and<00:07:04.800> put<00:07:05.000> controls<00:07:05.520> over<00:07:05.720> it<00:07:06.400> means<00:07:06.680> that<00:07:06.760> actually<00:07:07.000> as<00:07:07.080> a<00:07:07.160> finance<00:07:07.560> team,<00:07:07.760> you're<00:07:07.919> actually

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in<00:07:08.440> control.<00:07:09.560> Right?<00:07:09.880> Which<00:07:10.040> is<00:07:10.160> which<00:07:10.360> is<00:07:10.440> really<00:07:10.640> what<00:07:10.760> they<00:07:10.880> want.

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Yeah.<00:07:12.640> Yeah,<00:07:13.000> it's<00:07:13.360> so<00:07:13.720> helpful.

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I<00:07:14.800> I've<00:07:15.280> I've<00:07:15.360> had<00:07:15.480> a<00:07:15.520> sense<00:07:16.200> uh<00:07:16.280> I'm<00:07:16.440> based<00:07:16.760> in<00:07:16.880> Utah,<00:07:17.919> there's<00:07:18.160> been<00:07:18.280> a<00:07:18.360> number<00:07:18.640> of<00:07:18.760> like<00:07:18.960> really<00:07:19.200> successful<00:07:20.000> fintech<00:07:20.480> startups<00:07:20.800> that<00:07:20.880> have<00:07:20.960> come<00:07:21.120> out<00:07:21.240> of<00:07:21.280> here,<00:07:21.480> Divvy

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being<00:07:22.200> one,<00:07:22.600> which<00:07:22.760> was<00:07:22.880> sold<00:07:23.240> to<00:07:23.400> Bill.

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Um<00:07:24.840> actually,<00:07:25.160> Divvy<00:07:25.400> probably<00:07:25.680> is<00:07:25.919> similar<00:07:26.440> to<00:07:26.560> what<00:07:26.720> you<00:07:26.840> do<00:07:27.360> in<00:07:27.680> some<00:07:27.919> ways<00:07:28.240> and<00:07:28.480> and<00:07:28.720> probably<00:07:29.600> uh<00:07:29.680> some<00:07:30.000> some<00:07:30.240> big<00:07:30.400> differences<00:07:30.880> there,<00:07:31.080> too.

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And,<00:07:32.160> you<00:07:32.240> know,<00:07:32.400> like<00:07:32.640> a<00:07:32.720> Brex,<00:07:33.320> I<00:07:33.400> think,<00:07:33.640> is<00:07:33.760> probably<00:07:34.560> in<00:07:34.800> your<00:07:35.000> category,<00:07:35.680> as<00:07:35.880> well.

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And<00:07:36.320> I'm<00:07:36.880> And<00:07:37.000> I<00:07:37.600> The<00:07:37.720> thing<00:07:37.919> that<00:07:38.080> I<00:07:38.160> was<00:07:38.360> always<00:07:38.640> struck<00:07:39.000> me<00:07:39.200> with<00:07:39.440> these<00:07:39.680> fintech<00:07:40.040> companies<00:07:41.240> is<00:07:41.520> you<00:07:41.680> really<00:07:41.960> have<00:07:42.120> to<00:07:42.240> collaborate<00:07:43.000> more<00:07:43.240> than<00:07:43.720> you<00:07:43.920> can<00:07:44.120> disrupt.

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It's<00:07:45.480> kind<00:07:45.640> of<00:07:45.720> like<00:07:45.880> a<00:07:46.920> mix<00:07:47.320> of<00:07:47.440> both.

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Does<00:07:47.880> that<00:07:48.000> make<00:07:48.200> sense?<00:07:48.480> Like<00:07:49.200> a<00:07:49.280> lot<00:07:49.480> of<00:07:49.560> times<00:07:49.760> fintech<00:07:50.080> companies<00:07:50.320> are<00:07:50.440> we're<00:07:50.560> going<00:07:50.680> to<00:07:50.760> disrupt<00:07:51.200> the<00:07:51.320> banking<00:07:51.760> system<00:07:52.120> and<00:07:52.200> then<00:07:52.360> they<00:07:52.560> they<00:07:52.680> realize<00:07:53.040> like<00:07:53.200> you

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need<00:07:53.520> a<00:07:53.600> bank<00:07:54.000> to<00:07:54.120> partner<00:07:54.520> with<00:07:54.800> or<00:07:54.960> we're<00:07:55.080> going<00:07:55.200> to<00:07:55.280> disrupt<00:07:55.800> American<00:07:56.160> Express<00:07:56.520> but<00:07:56.760> you<00:07:56.920> kind<00:07:57.120> of<00:07:57.160> like<00:07:57.840> the<00:07:58.200> the<00:07:58.360> better<00:07:58.720> approach<00:07:59.200> has<00:07:59.400> always<00:07:59.760> seemed<00:08:00.000> to<00:08:00.120> me,

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you<00:08:00.520> tell<00:08:00.720> me<00:08:00.840> if<00:08:01.000> I'm<00:08:01.800> uh<00:08:01.880> off<00:08:02.080> base<00:08:02.360> here,<00:08:03.080> has<00:08:03.320> been<00:08:03.480> to<00:08:03.560> collaborate.

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With<00:08:05.600> them.<00:08:06.160> And<00:08:06.280> I<00:08:06.600> I<00:08:06.680> think<00:08:06.880> you<00:08:07.000> will<00:08:07.240> disrupt<00:08:07.640> them<00:08:07.920> at<00:08:08.120> some<00:08:08.280> point,<00:08:08.600> but<00:08:08.760> you<00:08:08.840> know<00:08:08.920> what<00:08:09.040> I<00:08:09.080> mean?

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What<00:08:10.080> do<00:08:10.160> you<00:08:10.200> think<00:08:10.320> of<00:08:10.400> that?<00:08:10.920> So<00:08:11.080> Glenn,<00:08:11.320> it's<00:08:11.480> funny<00:08:11.720> you<00:08:11.800> should<00:08:11.960> mention<00:08:12.240> that,<00:08:12.440> but<00:08:12.600> actually<00:08:13.560> the<00:08:13.720> ramps,<00:08:14.120> the<00:08:14.200> brex's,<00:08:14.919> and<00:08:15.000> the<00:08:15.080> divvys<00:08:15.440> of<00:08:15.520> this<00:08:15.640> world

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did<00:08:16.080> set<00:08:16.360> out<00:08:16.560> to<00:08:16.680> disrupt.<00:08:17.800> Yeah.

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Oh<00:08:18.320> yeah.<00:08:19.160> And<00:08:19.360> we<00:08:19.640> I<00:08:19.760> think<00:08:20.040> we're<00:08:20.280> the<00:08:21.000> a<00:08:21.040> little<00:08:21.200> bit<00:08:21.320> the<00:08:21.440> antidote<00:08:22.000> to<00:08:22.120> that<00:08:23.040> because<00:08:24.240> we<00:08:24.520> actually<00:08:25.080> don't<00:08:25.400> issue,<00:08:25.800> we<00:08:25.919> don't<00:08:26.160> underwrite,<00:08:26.720> we're

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not<00:08:26.960> asking<00:08:27.200> you<00:08:27.280> to<00:08:27.400> change<00:08:27.720> cards<00:08:28.040> at<00:08:28.160> all.<00:08:28.960> Actually,<00:08:29.280> we<00:08:29.520> have<00:08:30.000> partnered<00:08:30.480> with<00:08:31.200> the<00:08:31.320> banks<00:08:32.440> to<00:08:32.560> essentially<00:08:33.360> distribute<00:08:33.880> software<00:08:34.400> that<00:08:34.640> helps<00:08:34.960> to

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make<00:08:35.320> the<00:08:35.440> cards<00:08:35.840> that<00:08:35.960> people<00:08:36.200> already<00:08:36.440> have<00:08:36.800> in<00:08:36.880> their<00:08:37.080> possession<00:08:38.159> more<00:08:38.520> powerful.

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And<00:08:40.080> really<00:08:40.840> the<00:08:41.000> key<00:08:41.360> to<00:08:41.520> our<00:08:41.640> company<00:08:42.039> has<00:08:42.159> always<00:08:42.400> been<00:08:43.440> actually<00:08:43.760> the<00:08:43.960> 16<00:08:44.480> digits<00:08:45.280> or<00:08:45.440> the<00:08:45.560> 15<00:08:46.080> if<00:08:46.240> you're<00:08:46.400> American<00:08:46.760> Express<00:08:47.880> should

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enable<00:08:48.560> you<00:08:48.720> to<00:08:48.839> access<00:08:49.200> this<00:08:49.360> software.<00:08:49.880> You<00:08:50.040> shouldn't<00:08:50.280> need<00:08:50.400> to<00:08:50.520> speak<00:08:50.760> to<00:08:50.839> a<00:08:50.880> banker,<00:08:51.360> you<00:08:51.520> shouldn't<00:08:51.839> need<00:08:52.200> to<00:08:52.280> go<00:08:52.440> and<00:08:52.600> speak<00:08:52.839> to<00:08:52.920> a<00:08:53.000> technologist<00:08:53.680> to<00:08:53.800> how<00:08:53.880> do<00:08:54.040> I

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configure<00:08:54.560> and<00:08:54.760> it's<00:08:55.040> no,<00:08:55.400> all<00:08:55.600> of<00:08:55.680> this<00:08:55.880> in<00:08:56.080> today's<00:08:56.400> day<00:08:56.520> and<00:08:56.640> age<00:08:56.800> should<00:08:56.880> be<00:08:56.960> completely<00:08:57.480> intuitive.

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And<00:08:58.839> so<00:08:59.000> really<00:08:59.280> what<00:08:59.440> we<00:08:59.600> wanted<00:08:59.880> to<00:08:59.960> do<00:09:00.240> was<00:09:00.400> to<00:09:00.480> say,<00:09:00.640> "Hey,<00:09:01.600> let<00:09:01.760> us<00:09:02.000> bring<00:09:02.520> you<00:09:03.200> the<00:09:03.320> experience<00:09:04.200> that<00:09:04.320> a<00:09:04.360> Brex,<00:09:04.800> Ramp,<00:09:05.040> and<00:09:05.200> Divvy<00:09:05.480> have,<00:09:06.280> but<00:09:06.400> let<00:09:06.560> me<00:09:06.760> overlay

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it,<00:09:07.760> hence<00:09:08.000> the<00:09:08.080> name<00:09:08.280> extend,<00:09:09.240> right?

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On<00:09:10.120> top<00:09:10.440> of<00:09:10.680> the<00:09:10.800> relationship<00:09:11.480> you<00:09:11.680> already<00:09:12.040> have<00:09:12.760> and<00:09:12.920> in<00:09:13.040> many<00:09:13.360> times<00:09:13.880> rely<00:09:14.320> on<00:09:14.600> with<00:09:14.760> a<00:09:14.839> bank<00:09:15.320> partner<00:09:15.720> who<00:09:15.839> does<00:09:16.000> more<00:09:16.200> than<00:09:16.360> cards.

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They<00:09:17.040> do<00:09:17.200> your<00:09:17.400> lending,<00:09:17.839> they<00:09:17.920> might<00:09:18.080> do<00:09:18.200> your<00:09:18.360> FX,<00:09:19.400> right?

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They<00:09:19.760> do<00:09:19.920> your<00:09:20.120> wires,<00:09:20.800> they<00:09:20.880> do<00:09:21.000> your<00:09:21.120> ACH,<00:09:21.400> and<00:09:21.560> all<00:09:21.760> sorts<00:09:22.000> of<00:09:22.120> other<00:09:22.320> things,<00:09:22.680> right?

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With<00:09:22.960> a<00:09:23.000> bank<00:09:23.240> partner.<00:09:24.040> And<00:09:24.120> let<00:09:24.240> me<00:09:24.360> marry<00:09:24.720> that<00:09:25.320> with<00:09:25.480> a<00:09:25.520> relationship<00:09:26.160> you<00:09:26.280> have.

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Because<00:09:27.600> I<00:09:27.680> think<00:09:27.920> that's<00:09:28.360> really<00:09:29.200> where<00:09:29.360> you<00:09:29.440> start<00:09:29.800> to<00:09:29.920> think<00:09:30.240> that's<00:09:30.440> what<00:09:30.640> most<00:09:31.320> companies<00:09:31.839> are<00:09:31.920> looking<00:09:32.280> for<00:09:32.920> is<00:09:33.080> actually<00:09:33.360> for<00:09:33.480> their<00:09:33.600> existing<00:09:34.080> card<00:09:34.400> to<00:09:34.480> do<00:09:34.680> more

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because<00:09:35.800> the<00:09:35.880> relationship<00:09:36.600> is<00:09:36.839> really<00:09:37.120> key<00:09:37.440> to<00:09:37.600> them,<00:09:38.320> right?

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Across<00:09:38.880> many<00:09:39.120> more<00:09:39.360> dimensions.<00:09:40.800> Yeah<00:09:40.920> cuz<00:09:41.160> then<00:09:41.400> you're<00:09:41.840> you're<00:09:42.160> adding<00:09:42.840> different<00:09:43.320> layers<00:09:43.800> of<00:09:43.920> things<00:09:44.200> that<00:09:44.320> you<00:09:44.400> need<00:09:44.560> to<00:09:44.840> keep<00:09:45.080> track<00:09:45.360> of.

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It's<00:09:45.560> not<00:09:45.680> like<00:09:45.840> you<00:09:45.920> get<00:09:46.080> rid<00:09:46.280> of<00:09:46.360> a<00:09:46.440> bank,<00:09:46.960> right?<00:09:47.160> You<00:09:47.280> still<00:09:47.480> need<00:09:47.640> it<00:09:47.760> for<00:09:47.840> all<00:09:47.960> the<00:09:48.040> things<00:09:48.240> you<00:09:48.320> just<00:09:48.520> mentioned,<00:09:48.920> but<00:09:49.040> now<00:09:49.240> I<00:09:49.280> got<00:09:49.400> to<00:09:49.520> figure<00:09:49.800> out<00:09:49.920> all<00:09:50.000> this<00:09:50.160> other

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stuff.<00:09:50.960> I<00:09:51.040> think<00:09:51.240> your<00:09:51.360> approach<00:09:51.720> is<00:09:51.840> really<00:09:52.080> interesting.

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I<00:09:52.760> think<00:09:52.960> it's<00:09:53.120> a<00:09:54.320> kind<00:09:54.520> of<00:09:54.600> probably<00:09:54.960> the<00:09:55.080> way<00:09:55.240> that<00:09:55.560> everything's<00:09:56.040> evolving,<00:09:56.560> too.

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As<00:09:57.040> as<00:09:57.200> people<00:09:57.480> realize<00:09:57.760> like<00:09:57.920> it's<00:09:58.040> actually<00:09:58.280> really<00:09:58.440> hard<00:09:58.640> to<00:09:58.760> disrupt<00:09:59.120> these<00:09:59.280> things.

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You<00:10:00.040> know,<00:10:00.160> like<00:10:00.880> first<00:10:01.120> of<00:10:01.240> all,<00:10:01.440> and<00:10:01.600> not<00:10:01.800> that<00:10:01.920> it's<00:10:02.080> impossible,<00:10:02.760> but<00:10:03.680> um<00:10:04.320> why<00:10:04.400> not<00:10:04.600> empower<00:10:05.080> what<00:10:05.280> currently<00:10:05.680> exists<00:10:06.120> and<00:10:06.200> make<00:10:06.400> all<00:10:06.520> of<00:10:06.600> that<00:10:06.800> better?

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You'd<00:10:07.160> probably<00:10:07.400> make<00:10:07.560> a<00:10:07.600> bit<00:10:07.840> bigger<00:10:08.200> difference<00:10:08.840> and<00:10:09.080> probably<00:10:09.400> bigger<00:10:09.680> impact.

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And<00:10:10.920> there's<00:10:11.080> probably<00:10:11.320> bigger<00:10:11.560> market<00:10:11.920> there<00:10:12.080> it<00:10:12.160> would<00:10:12.320> be<00:10:12.640> what<00:10:12.840> I<00:10:12.880> would<00:10:13.000> assume.

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Um<00:10:14.600> from<00:10:14.840> an<00:10:15.040> AI<00:10:15.400> perspective,<00:10:16.080> how<00:10:16.280> are<00:10:16.400> you<00:10:16.600> using<00:10:17.000> it?

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How<00:10:17.320> are<00:10:17.440> you<00:10:17.600> thinking<00:10:18.000> about<00:10:18.320> it?<00:10:18.480> How<00:10:18.640> is<00:10:18.800> it<00:10:18.920> disrupting<00:10:19.440> fintech?

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No,<00:10:21.120> look,<00:10:21.280> it's<00:10:21.520> it's<00:10:21.840> it's<00:10:22.040> a<00:10:22.320> it's<00:10:22.480> a<00:10:22.520> question<00:10:22.880> that<00:10:23.000> everyone<00:10:23.280> asks<00:10:23.520> every<00:10:23.720> day,<00:10:23.960> right?

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Is<00:10:24.480> kind<00:10:24.640> of<00:10:24.720> if<00:10:24.800> you're<00:10:24.880> not<00:10:25.040> using<00:10:25.320> AI<00:10:25.640> then<00:10:25.840> then<00:10:26.040> you<00:10:26.160> kind<00:10:26.400> of<00:10:26.480> failing.

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Look,<00:10:27.480> AI<00:10:28.320> what<00:10:28.480> I<00:10:28.520> love<00:10:28.720> about<00:10:28.960> AI<00:10:29.280> is<00:10:29.560> AI<00:10:29.840> loves<00:10:30.280> nothing<00:10:30.640> more<00:10:30.840> than<00:10:30.960> a<00:10:31.040> rule<00:10:31.320> book,<00:10:31.960> right?

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And<00:10:32.960> just<00:10:33.120> give<00:10:33.240> me<00:10:33.320> some<00:10:33.480> rules.<00:10:34.600> So,<00:10:35.040> between<00:10:35.400> that<00:10:36.160> and<00:10:36.280> accountants,<00:10:37.560> you<00:10:37.720> kind<00:10:38.040> of<00:10:38.080> have<00:10:38.200> a<00:10:38.280> marriage<00:10:38.600> made<00:10:38.800> in<00:10:38.880> heaven,<00:10:39.480> right?

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Cuz<00:10:39.839> outside<00:10:40.120> of<00:10:40.200> lawyers,<00:10:40.640> I<00:10:40.680> don't<00:10:40.839> know<00:10:41.000> who<00:10:41.120> else<00:10:41.320> likes<00:10:41.560> rules<00:10:41.839> more<00:10:42.040> than<00:10:42.160> accountants,<00:10:42.839> right?

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And<00:10:43.160> it's<00:10:43.280> just<00:10:43.520> a<00:10:43.560> series<00:10:43.960> of<00:10:44.760> rules<00:10:45.080> that<00:10:45.200> you<00:10:45.280> go<00:10:45.400> and<00:10:45.520> apply<00:10:45.760> on<00:10:45.880> the<00:10:45.960> transactions<00:10:46.600> that<00:10:46.760> you<00:10:46.880> have<00:10:47.080> and<00:10:47.200> so<00:10:47.839> for<00:10:47.960> me<00:10:48.120> AI<00:10:48.440> has<00:10:49.160> really<00:10:49.680> huge<00:10:50.040> relevance<00:10:50.760> in<00:10:50.880> the<00:10:50.960> fintech

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space<00:10:52.440> because<00:10:53.800> on<00:10:54.000> on<00:10:54.120> the<00:10:54.200> one<00:10:54.480> hand,<00:10:55.400> why<00:10:56.080> does<00:10:56.360> anyone<00:10:56.760> today<00:10:57.040> have<00:10:57.280> to<00:10:58.440> encourage<00:10:58.880> charge<00:10:59.200> on<00:10:59.280> a<00:10:59.360> card<00:10:59.720> and

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then<00:10:59.880> have<00:11:00.040> to<00:11:00.120> look<00:11:00.280> at<00:11:00.360> the<00:11:00.480> charge<00:11:00.800> and<00:11:00.880> say,<00:11:01.040> "Okay,<00:11:01.280> where<00:11:01.440> do<00:11:01.600> I<00:11:01.760> allocate<00:11:02.360> this<00:11:02.720> on<00:11:02.880> my<00:11:03.120> on<00:11:03.280> my<00:11:03.440> P&L?"

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What's<00:11:04.040> the<00:11:04.080> expense<00:11:04.560> category<00:11:05.040> for<00:11:05.160> this?"<00:11:06.040> Well,<00:11:06.200> actually<00:11:06.520> AI<00:11:06.760> can<00:11:06.920> help<00:11:07.160> with<00:11:07.280> that.

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It<00:11:07.880> knows<00:11:09.000> that<00:11:09.120> if<00:11:09.240> it's<00:11:09.440> a<00:11:09.480> car<00:11:09.839> service<00:11:10.400> or<00:11:10.520> if<00:11:10.640> it's<00:11:10.800> a<00:11:10.839> meal<00:11:11.400> or<00:11:11.560> if<00:11:11.720> it's<00:11:11.880> a<00:11:11.920> subscription,<00:11:12.800> that<00:11:12.880> it<00:11:13.000> should<00:11:13.200> be<00:11:13.360> against<00:11:14.080> these<00:11:14.280> these<00:11:14.520> predetermined<00:11:15.120> GL<00:11:15.360> accounts

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that<00:11:15.880> your<00:11:16.000> company<00:11:16.400> has<00:11:16.520> defined<00:11:16.880> in<00:11:17.000> the<00:11:17.080> in<00:11:17.280> in<00:11:17.400> the<00:11:17.480> chart<00:11:17.760> of<00:11:17.839> accounts.

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So,<00:11:19.480> again,<00:11:19.880> AI<00:11:20.120> is<00:11:20.200> a<00:11:20.280> perfect<00:11:20.960> tool<00:11:21.720> for<00:11:22.000> automating,<00:11:22.920> right?

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Tasks<00:11:23.480> that<00:11:23.600> have<00:11:23.680> been<00:11:23.880> fairly<00:11:24.160> manual.<00:11:24.520> It<00:11:24.640> knows<00:11:25.000> what<00:11:25.160> department<00:11:25.720> you're<00:11:25.880> in.

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It<00:11:26.240> knows,<00:11:27.120> right?<00:11:27.360> So<00:11:27.520> many<00:11:27.720> more<00:11:27.960> things<00:11:28.800> that<00:11:28.920> means<00:11:29.240> you<00:11:29.440> don't<00:11:29.640> have<00:11:29.800> to<00:11:30.000> to<00:11:30.080> go<00:11:30.200> and<00:11:30.320> do<00:11:30.440> yourself.

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And<00:11:31.440> the<00:11:31.480> reality<00:11:31.760> is<00:11:31.880> a<00:11:31.960> machine's<00:11:32.360> less<00:11:32.560> likely<00:11:32.800> to<00:11:32.880> make<00:11:33.000> a<00:11:33.080> mistake<00:11:33.440> than<00:11:33.600> you<00:11:33.840> are.

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The<00:11:34.880> other<00:11:35.120> piece<00:11:35.560> is<00:11:36.320> when<00:11:36.480> we<00:11:36.640> capture<00:11:37.480> receipts,<00:11:38.000> right?

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We<00:11:38.240> allow<00:11:38.560> people<00:11:38.880> in<00:11:39.160> to<00:11:39.840> mail<00:11:40.240> in<00:11:40.880> or<00:11:41.040> to<00:11:41.160> text<00:11:41.640> in,<00:11:42.120> right?

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Five,<00:11:42.720> six,<00:11:42.920> seven,<00:11:43.160> eight<00:11:43.320> different<00:11:43.560> receipts.<00:11:44.000> It<00:11:44.080> doesn't<00:11:44.280> have<00:11:44.400> to<00:11:44.480> be<00:11:44.960> a<00:11:45.040> receipt<00:11:45.360> associated<00:11:45.760> with<00:11:45.840> a<00:11:45.880> transaction.

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That<00:11:47.240> that<00:11:47.360> the<00:11:47.480> AI<00:11:47.720> in<00:11:47.800> the<00:11:47.840> background's<00:11:48.200> going<00:11:48.320> to<00:11:48.360> read<00:11:48.560> every<00:11:48.720> one<00:11:48.840> of<00:11:48.920> those<00:11:49.760> and<00:11:49.880> correctly<00:11:50.280> assign<00:11:50.600> them<00:11:50.720> to<00:11:50.840> the<00:11:50.920> right<00:11:51.120> transactions.

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So,<00:11:53.120> you<00:11:53.280> can<00:11:53.400> be<00:11:53.480> doing<00:11:53.720> this<00:11:53.920> in<00:11:54.040> real<00:11:54.280> time.

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You<00:11:54.720> have<00:11:54.840> a<00:11:54.880> transaction,<00:11:55.360> you<00:11:55.440> see<00:11:55.520> the<00:11:55.600> receipt,<00:11:55.840> take<00:11:55.960> a<00:11:56.000> photo,<00:11:56.200> you<00:11:56.280> send<00:11:56.600> it.

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It<00:11:57.280> it<00:11:57.520> it'll<00:11:57.800> it'll<00:11:58.040> find<00:11:58.320> its<00:11:58.480> way<00:11:58.640> to<00:11:58.800> the<00:11:58.880> right<00:11:59.080> expense.

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And<00:12:00.160> again,<00:12:00.920> it's<00:12:01.160> kind<00:12:01.360> of<00:12:01.440> what<00:12:01.560> every<00:12:01.800> road<00:12:02.040> warrior<00:12:02.400> wants,<00:12:02.680> which<00:12:02.880> is<00:12:03.120> I<00:12:03.240> don't<00:12:03.680> want<00:12:03.920> to<00:12:04.000> be<00:12:04.120> traveling<00:12:04.560> with<00:12:04.680> a<00:12:04.760> bundle<00:12:05.080> of<00:12:05.160> paper<00:12:05.640> that<00:12:05.840> at<00:12:05.960> the<00:12:06.120> end<00:12:06.720> of<00:12:06.840> my<00:12:07.000> trip,

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at<00:12:07.560> the<00:12:07.640> end<00:12:07.760> of<00:12:07.800> the<00:12:07.920> month,<00:12:08.680> I<00:12:08.760> have<00:12:08.880> to<00:12:08.960> go<00:12:09.080> and<00:12:09.200> figure<00:12:09.640> out,<00:12:09.920> right,<00:12:10.200> how<00:12:10.280> to<00:12:10.400> assign<00:12:10.880> all<00:12:11.000> of<00:12:11.080> these<00:12:11.240> different<00:12:11.560> pieces<00:12:11.880> of<00:12:12.000> paper.

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And<00:12:12.880> so,<00:12:13.040> AI<00:12:13.360> is<00:12:13.520> just<00:12:13.720> a<00:12:13.880> is<00:12:14.040> a<00:12:14.120> really,<00:12:14.520> really<00:12:14.760> quick<00:12:15.000> tool,<00:12:15.880> right,<00:12:16.080> in<00:12:16.200> helping<00:12:16.640> to<00:12:16.760> sort<00:12:16.880> of<00:12:16.960> pull<00:12:17.120> that<00:12:17.240> information<00:12:17.800> together.

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<00:12:19.984> Yeah,<00:12:20.248> how<00:12:20.512> are<00:12:20.776> you<00:12:21.040> using<00:12:21.304> it<00:12:21.568> internally?<00:12:21.832> Like,<00:12:22.096> um<00:12:22.360> how<00:12:22.624> are<00:12:22.888> you<00:12:23.152> thinking<00:12:23.416> about<00:12:23.680> it?

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Has<00:12:23.840> it<00:12:24.200> Have<00:12:24.400> you<00:12:24.520> been<00:12:24.680> able<00:12:24.840> to<00:12:24.920> drop<00:12:25.240> head<00:12:25.440> count?

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Have<00:12:26.160> you<00:12:26.600> been<00:12:26.800> able<00:12:26.960> to<00:12:27.080> automate<00:12:27.520> things?

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How<00:12:28.125> would<00:12:28.369> you<00:12:28.614> How<00:12:28.858> do<00:12:29.103> you<00:12:29.348> think<00:12:29.592> about<00:12:29.837> it<00:12:30.082> from<00:12:30.326> that<00:12:30.571> perspective?<00:12:30.815> <00:12:31.060> Look,<00:12:31.305> there's<00:12:31.549> very<00:12:31.794> few<00:12:32.038> tasks,<00:12:32.283> right,<00:12:32.528> that<00:12:32.772> you<00:12:33.017> end<00:12:33.262> up<00:12:33.506> doing<00:12:33.751> without<00:12:33.995> going<00:12:34.240> to

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ChatGPT<00:12:35.880> or<00:12:36.080> any<00:12:36.240> of<00:12:36.360> those<00:12:36.600> tools,<00:12:37.160> right?

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It's<00:12:38.120> It's<00:12:38.400> It's<00:12:38.680> the<00:12:38.760> reality<00:12:39.280> of<00:12:39.360> today's<00:12:39.720> world,<00:12:40.000> whether<00:12:40.160> you're<00:12:40.280> looking<00:12:40.600> to<00:12:40.680> do<00:12:40.800> research<00:12:41.320> and<00:12:41.440> insights,<00:12:42.000> whether<00:12:42.120> you're<00:12:42.200> trying<00:12:42.360> to<00:12:42.440> do<00:12:42.520> a<00:12:42.560> marketing<00:12:43.040> campaign,

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right?<00:12:44.080> Kind<00:12:44.240> of<00:12:44.320> helping<00:12:44.680> you<00:12:44.839> redefine<00:12:45.320> how<00:12:45.440> that<00:12:45.600> campaign<00:12:46.040> should<00:12:46.160> run,<00:12:46.400> what<00:12:46.520> best<00:12:46.760> practices<00:12:47.320> are.

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And<00:12:47.600> so,<00:12:47.720> yeah,<00:12:48.440> it's<00:12:48.600> like<00:12:48.720> you<00:12:48.839> have<00:12:48.960> a<00:12:49.000> consultant<00:12:49.720> side<00:12:49.960> by<00:12:50.120> side<00:12:50.400> with<00:12:50.560> you<00:12:50.680> at<00:12:50.800> any<00:12:51.040> point<00:12:51.320> in<00:12:51.440> time.

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And<00:12:52.360> I<00:12:52.400> think<00:12:52.520> that's<00:12:52.680> hugely<00:12:52.960> valuable.<00:12:53.560> Now,<00:12:53.720> on<00:12:53.760> the<00:12:53.880> coding<00:12:54.400> front,<00:12:55.440> right,<00:12:55.680> I'd<00:12:55.839> say<00:12:56.000> now<00:12:56.280> most<00:12:56.680> code<00:12:56.920> is<00:12:57.040> written<00:12:57.320> through<00:12:57.560> AI.

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Right?<00:12:58.880> And<00:12:59.000> so,<00:12:59.120> I<00:12:59.200> think<00:12:59.440> that's<00:12:59.720> the<00:12:59.839> again,<00:13:00.160> where<00:13:00.280> you<00:13:00.400> get<00:13:00.560> tremendous<00:13:01.160> efficiencies,<00:13:02.560> right,<00:13:02.960> in<00:13:03.080> terms<00:13:03.520> of,<00:13:04.080> you<00:13:04.160> know,<00:13:04.560> seeing<00:13:05.040> the<00:13:05.280> output<00:13:05.800> that<00:13:05.920> can<00:13:06.080> come

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from<00:13:06.480> a<00:13:06.560> team<00:13:07.040> just<00:13:07.240> continually<00:13:08.440> you<00:13:08.520> know,<00:13:08.680> expand<00:13:09.360> based<00:13:09.720> on<00:13:10.320> having<00:13:10.680> access<00:13:11.400> access<00:13:11.800> to<00:13:12.040> to<00:13:12.280> AI.

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Um<00:13:14.040> and<00:13:14.160> then<00:13:14.280> we're<00:13:14.360> just<00:13:14.560> about<00:13:14.839> to<00:13:14.960> launch,<00:13:15.320> I<00:13:15.360> think,<00:13:15.680> even<00:13:15.920> here<00:13:16.640> from<00:13:16.800> an<00:13:16.880> internal<00:13:17.280> insights<00:13:17.720> and<00:13:17.839> reporting<00:13:18.280> perspective,<00:13:19.480> right,<00:13:19.880> instead<00:13:20.160> of<00:13:20.240> having<00:13:20.480> to<00:13:20.600> build

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out<00:13:21.120> business<00:13:21.520> intelligence<00:13:22.080> tools<00:13:22.600> where<00:13:22.720> you<00:13:22.760> have<00:13:22.880> to<00:13:22.960> sort<00:13:23.120> of<00:13:23.160> define<00:13:23.600> these<00:13:23.800> reports<00:13:24.240> and<00:13:24.320> do<00:13:24.400> all<00:13:24.480> these<00:13:24.600> things.

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Well,<00:13:25.600> what's<00:13:25.839> the<00:13:25.960> point?<00:13:26.200> I<00:13:26.280> can<00:13:26.400> just<00:13:26.640> ask<00:13:27.320> the<00:13:27.560> tool<00:13:27.960> and<00:13:28.200> and<00:13:28.320> we're<00:13:28.400> launching<00:13:28.760> this<00:13:29.000> in<00:13:29.080> our<00:13:29.160> own<00:13:29.320> application<00:13:30.000> in<00:13:30.080> the<00:13:30.120> next<00:13:30.320> couple<00:13:30.480> of<00:13:30.560> months,<00:13:30.760> which<00:13:30.920> is<00:13:31.600> really

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okay,<00:13:32.360> great.<00:13:32.720> Tell<00:13:32.880> me<00:13:33.000> how<00:13:33.120> my<00:13:33.280> spend<00:13:33.600> broke<00:13:33.920> out<00:13:34.080> in<00:13:34.240> Q3.

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Tell<00:13:35.400> me<00:13:35.560> any<00:13:35.760> anomalies<00:13:36.320> that<00:13:36.480> happen<00:13:36.800> in<00:13:36.920> that<00:13:37.120> spend.

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Tell<00:13:38.200> me,<00:13:38.800> right,<00:13:39.280> who<00:13:40.000> spent,<00:13:40.960> right,<00:13:41.280> beyond<00:13:41.640> the<00:13:41.760> thresholds<00:13:42.400> of<00:13:42.520> our<00:13:42.640> policy,<00:13:43.720> right,<00:13:44.000> across<00:13:44.360> hotels<00:13:44.800> and<00:13:44.920> restaurants<00:13:45.440> over<00:13:45.640> that<00:13:45.880> period<00:13:46.120> of

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time.<00:13:47.200> And<00:13:47.360> so,<00:13:47.960> it's<00:13:48.440> it's<00:13:48.680> really<00:13:49.000> starting<00:13:49.360> to<00:13:49.440> sort<00:13:49.640> of<00:13:49.720> bring<00:13:50.160> things<00:13:50.520> to<00:13:50.600> your<00:13:50.720> attention,<00:13:51.800> right?

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And<00:13:52.120> it's<00:13:52.240> something<00:13:52.480> you<00:13:52.560> could<00:13:52.680> run<00:13:52.840> on<00:13:52.960> a<00:13:53.000> daily<00:13:53.320> basis.<00:13:53.840> You<00:13:53.920> could<00:13:54.080> have<00:13:54.200> it<00:13:54.320> running<00:13:54.520> in<00:13:54.560> the<00:13:54.640> background<00:13:55.080> and<00:13:55.200> start<00:13:55.400> giving<00:13:55.720> you<00:13:55.760> these<00:13:55.920> insights<00:13:56.520> when<00:13:56.640> you<00:13:56.720> come

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in<00:13:57.120> first<00:13:57.400> thing<00:13:57.560> in<00:13:57.640> the<00:13:57.720> morning.<00:13:58.120> Did<00:13:58.280> you<00:13:58.360> know<00:13:58.560> that?

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And<00:13:59.720> I<00:13:59.760> think<00:13:59.880> that's<00:14:00.160> also<00:14:01.080> that<00:14:01.280> whole<00:14:01.480> ability<00:14:02.000> to<00:14:02.200> turn<00:14:02.520> this<00:14:02.720> into<00:14:02.920> a<00:14:03.000> natural<00:14:03.480> language<00:14:03.960> query<00:14:05.240> is<00:14:05.480> so<00:14:05.720> so<00:14:06.040> powerful<00:14:07.360> uh<00:14:07.440> because<00:14:07.680> again,

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you're<00:14:08.320> not<00:14:08.480> going<00:14:08.600> to<00:14:08.680> need<00:14:09.120> the<00:14:09.440> expert<00:14:10.000> to<00:14:10.120> set<00:14:10.320> up<00:14:10.480> the<00:14:10.560> next<00:14:10.840> report<00:14:11.400> and<00:14:11.520> to<00:14:11.600> sort<00:14:11.760> of<00:14:11.840> configure<00:14:12.360> the<00:14:12.520> data<00:14:12.920> and<00:14:13.040> everything<00:14:13.320> else.

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It's<00:14:13.960> it's<00:14:14.400> it's<00:14:14.640> doing<00:14:14.920> it<00:14:15.160> pretty<00:14:15.360> much,<00:14:16.160> right,<00:14:16.720> in<00:14:16.840> the<00:14:16.960> flow<00:14:17.320> of<00:14:17.560> of<00:14:17.720> business,<00:14:18.280> which<00:14:18.440> I<00:14:18.480> think<00:14:18.640> is<00:14:18.760> key.

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<00:14:20.440> Right.<00:14:20.680> How<00:14:20.920> have<00:14:21.160> you<00:14:21.400> thought<00:14:21.640> about<00:14:21.880> funding<00:14:22.120> the<00:14:22.360> business?

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<00:14:24.349> So,<00:14:24.539> you<00:14:24.728> asked<00:14:24.917> me<00:14:25.107> so<00:14:25.296> and<00:14:25.485> I<00:14:25.675> didn't<00:14:25.864> answer<00:14:26.053> that<00:14:26.243> question<00:14:26.432> in<00:14:26.621> the<00:14:26.811> right<00:14:27.000> way.

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It's<00:14:27.200> like,<00:14:27.400> well,<00:14:27.520> we<00:14:28.320> fund<00:14:28.520> it<00:14:28.600> through<00:14:28.760> venture.

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Yeah,<00:14:29.560> absolutely.<00:14:30.360> So,<00:14:30.520> we<00:14:31.400> uh<00:14:31.480> we<00:14:31.600> had<00:14:31.760> our<00:14:31.880> first<00:14:32.320> seed<00:14:32.600> round<00:14:33.120> in<00:14:33.240> the<00:14:33.320> back<00:14:33.680> end<00:14:34.000> of<00:14:34.320> of<00:14:34.520> 2017<00:14:35.480> when<00:14:35.640> Point<00:14:35.920> 72<00:14:37.080> uh<00:14:37.200> came

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in.<00:14:38.440> Uh<00:14:38.520> and<00:14:38.600> we've<00:14:38.720> done<00:14:38.880> a<00:14:38.920> series<00:14:39.320> of<00:14:39.440> funding<00:14:40.280> uh<00:14:40.400> and<00:14:40.520> and<00:14:40.680> I'm<00:14:40.760> proud<00:14:40.960> to<00:14:41.040> say<00:14:41.120> we<00:14:41.200> have<00:14:41.320> great<00:14:41.640> investors,<00:14:42.440> right?

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We<00:14:42.720> had<00:14:42.839> Fintech<00:14:43.240> Collective<00:14:44.200> that<00:14:44.360> came<00:14:44.600> in<00:14:44.720> during<00:14:44.960> our<00:14:45.080> Series<00:14:45.520> A.

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Then<00:14:46.280> we<00:14:46.360> had<00:14:46.520> March<00:14:46.880> Capital<00:14:47.320> and<00:14:47.480> Beat<00:14:47.720> Capital<00:14:48.880> uh<00:14:48.960> come<00:14:49.240> in.

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Uh<00:14:50.080> and<00:14:50.240> most<00:14:50.880> uh<00:14:50.960> recently<00:14:51.320> we<00:14:51.440> also<00:14:51.600> had<00:14:51.760> Commerce<00:14:52.120> Ventures<00:14:52.520> come<00:14:52.720> in.

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So,<00:14:53.080> again,<00:14:53.839> all<00:14:54.120> deep<00:14:54.480> ties<00:14:55.080> into<00:14:55.320> the<00:14:55.440> Fintech<00:14:55.920> ecosystem,<00:14:57.280> which<00:14:57.520> for<00:14:57.680> us<00:14:57.839> is<00:14:57.960> mission<00:14:58.320> critical<00:14:58.839> because<00:14:59.120> they<00:14:59.280> know<00:14:59.560> so<00:14:59.800> many<00:14:59.960> of<00:15:00.000> the<00:15:00.080> strategic<00:15:00.640> partners<00:15:01.560> that

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we<00:15:01.880> deal<00:15:02.160> with<00:15:02.880> across<00:15:03.320> both<00:15:04.320> um<00:15:04.720> the<00:15:04.839> financial<00:15:05.200> services<00:15:05.680> world,<00:15:05.839> but<00:15:06.000> also<00:15:06.320> in<00:15:06.440> the<00:15:06.560> software<00:15:07.520> world,<00:15:08.400> which<00:15:08.600> is<00:15:08.680> increasingly<00:15:09.320> where<00:15:09.640> I<00:15:09.720> think

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a<00:15:10.080> lot<00:15:10.240> of<00:15:10.320> these<00:15:10.480> services<00:15:11.000> are<00:15:11.200> going<00:15:11.320> to<00:15:11.400> be<00:15:11.480> embedded,<00:15:12.600> right?

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Cuz<00:15:12.880> at<00:15:12.960> the<00:15:13.080> end<00:15:13.160> of<00:15:13.240> the<00:15:13.280> day,<00:15:13.839> the<00:15:13.960> last<00:15:14.240> thing<00:15:14.440> we<00:15:14.600> want<00:15:14.760> as<00:15:14.880> consumers,<00:15:15.920> same<00:15:16.160> as<00:15:16.280> true<00:15:16.480> of<00:15:16.600> business,<00:15:17.480> is<00:15:17.720> yet<00:15:17.920> another<00:15:18.240> application.

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If<00:15:19.080> this<00:15:19.320> could<00:15:19.520> be<00:15:19.680> part<00:15:20.000> of<00:15:20.120> an<00:15:20.200> existing<00:15:20.760> experience,<00:15:22.120> then<00:15:22.560> that<00:15:22.760> would<00:15:22.880> make<00:15:23.080> it<00:15:23.160> even<00:15:23.400> more<00:15:23.640> powerful<00:15:24.600> uh<00:15:24.760> for<00:15:24.960> for<00:15:25.280> for<00:15:25.480> me<00:15:25.680> as<00:15:25.840> a<00:15:25.880> business,<00:15:26.280> for<00:15:26.400> me<00:15:26.560> as<00:15:26.760> as<00:15:27.040> as

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an<00:15:27.744> individual.<00:15:28.287> <00:15:28.831> How<00:15:29.374> have<00:15:29.918> you<00:15:30.461> thought<00:15:31.005> about<00:15:31.548> culture<00:15:32.092> and<00:15:32.635> in<00:15:33.179> particular<00:15:33.722> like<00:15:34.266> this<00:15:34.809> work-from-home,<00:15:35.353> hybrid,<00:15:35.896> everybody<00:15:36.440> virtual

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debate<00:15:38.360> and<00:15:38.680> kind<00:15:38.920> of<00:15:39.080> trend<00:15:39.440> that's<00:15:39.600> happening<00:15:40.120> over<00:15:40.320> the<00:15:40.440> past<00:15:40.840> 5<00:15:41.080> years.

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How<00:15:41.720> have<00:15:41.880> you<00:15:42.000> thought<00:15:42.200> about<00:15:42.440> that<00:15:43.040> and<00:15:43.160> how<00:15:43.280> do<00:15:43.400> you<00:15:43.520> think<00:15:43.720> about<00:15:43.960> culture<00:15:44.320> overall?

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<00:15:46.683> Look,<00:15:46.886> I<00:15:47.089> think<00:15:47.292> the<00:15:47.495> the<00:15:47.698> the<00:15:47.902> back<00:15:48.105> to<00:15:48.308> office<00:15:48.511> or<00:15:48.714> the<00:15:48.917> remote<00:15:49.120> working<00:15:49.323> piece<00:15:49.526> is<00:15:49.729> sort<00:15:49.932> of<00:15:50.135> done<00:15:50.338> a<00:15:50.542> bit<00:15:50.745> of<00:15:50.948> a<00:15:51.151> sort<00:15:51.354> of<00:15:51.557> cycle,<00:15:51.760> right?

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It<00:15:52.040> sort<00:15:52.160> of<00:15:52.240> went<00:15:52.440> all<00:15:52.560> the<00:15:52.640> way<00:15:52.880> out<00:15:53.160> to<00:15:53.280> like,<00:15:53.560> you<00:15:53.640> know,<00:15:53.960> for<00:15:54.120> for<00:15:54.360> reasons<00:15:54.800> that<00:15:54.920> were<00:15:55.040> out<00:15:55.160> of<00:15:55.280> our<00:15:55.400> control,<00:15:56.680> um<00:15:57.080> to<00:15:57.200> sort<00:15:57.360> of<00:15:57.440> being<00:15:57.680> reined<00:15:58.000> back<00:15:58.280> in.

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And<00:15:58.680> I<00:15:58.880> think<00:15:59.080> the<00:15:59.280> reality<00:15:59.480> of<00:15:59.680> it<00:15:59.880> is<00:16:00.080> it<00:16:00.280> depends<00:16:00.480> on<00:16:00.680> the<00:16:00.880> role.

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There<00:16:01.720> isn't<00:16:02.120> actually<00:16:02.480> one<00:16:02.760> size<00:16:03.160> fits<00:16:03.480> all<00:16:03.840> and<00:16:04.000> and<00:16:04.200> everyone's<00:16:04.560> trying<00:16:04.920> desperately<00:16:05.320> to<00:16:05.440> make<00:16:05.640> one<00:16:05.840> size<00:16:06.080> fit<00:16:06.240> all,<00:16:06.360> but<00:16:06.520> it<00:16:06.600> kind<00:16:06.760> of<00:16:06.840> depends.

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If<00:16:08.240> you're<00:16:08.400> in<00:16:08.520> business<00:16:08.840> development<00:16:09.920> and<00:16:10.080> you<00:16:10.160> spent<00:16:10.480> all<00:16:10.720> of<00:16:10.800> your<00:16:10.920> time<00:16:11.200> on<00:16:11.280> the<00:16:11.400> phone,<00:16:12.560> then<00:16:12.760> frankly,<00:16:13.200> I<00:16:13.760> I<00:16:13.840> don't<00:16:14.000> care<00:16:14.160> where<00:16:14.280> you<00:16:14.400> are<00:16:14.480> as<00:16:14.560> long<00:16:14.680> as<00:16:14.800> you<00:16:14.880> close

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business,<00:16:15.960> right?<00:16:16.360> I<00:16:16.400> don't<00:16:16.600> want<00:16:16.960> wouldn't<00:16:17.160> necessarily<00:16:17.480> want<00:16:17.680> you<00:16:17.760> to<00:16:17.840> come<00:16:18.040> in<00:16:18.120> the<00:16:18.240> office<00:16:18.600> every<00:16:18.800> day<00:16:19.000> and<00:16:19.120> be<00:16:19.200> stuck<00:16:19.480> in<00:16:19.560> a<00:16:19.640> phone<00:16:20.000> booth,<00:16:20.960> right?

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Which<00:16:21.440> is<00:16:21.720> which<00:16:21.920> is<00:16:22.040> soulless<00:16:23.240> uh<00:16:23.520> and<00:16:23.640> not<00:16:23.800> to<00:16:23.880> mention<00:16:24.160> a<00:16:24.200> little<00:16:24.400> bit<00:16:24.600> sort<00:16:24.760> of<00:16:25.000> claustrophobic.

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So,<00:16:26.800> why<00:16:27.000> would<00:16:27.200> you<00:16:27.280> do<00:16:27.520> that,<00:16:27.760> right?

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I<00:16:28.200> do<00:16:28.440> want<00:16:28.560> them<00:16:28.680> to<00:16:28.800> come<00:16:28.960> in<00:16:29.040> every<00:16:29.240> now<00:16:29.360> and<00:16:29.480> then<00:16:29.720> because<00:16:30.080> they're<00:16:30.240> the<00:16:30.360> ones<00:16:30.640> who<00:16:30.720> are<00:16:30.800> directly<00:16:31.880> in<00:16:32.080> the<00:16:32.200> field<00:16:32.680> talking<00:16:33.000> to<00:16:33.120> customers,<00:16:33.720> so<00:16:33.839> their<00:16:33.960> insights<00:16:34.440> are

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hugely<00:16:35.560> hugely<00:16:36.120> valuable.

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So,<00:16:37.600> I<00:16:37.720> still<00:16:37.960> want<00:16:38.120> them<00:16:38.240> to<00:16:38.360> come<00:16:38.600> in,<00:16:39.080> all<00:16:39.160> right?

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Whether<00:16:39.520> it's<00:16:39.640> once<00:16:39.880> or<00:16:39.920> twice<00:16:40.200> a<00:16:40.240> month,<00:16:40.440> I<00:16:40.520> just<00:16:40.680> want<00:16:40.800> them<00:16:40.880> to<00:16:40.920> come<00:16:41.040> in<00:16:41.120> because<00:16:41.720> I<00:16:41.800> want<00:16:41.960> them<00:16:42.080> to<00:16:42.160> share<00:16:43.000> what<00:16:43.200> they're<00:16:43.440> hearing,<00:16:44.800> right?

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On<00:16:45.480> the<00:16:45.600> coal<00:16:45.920> face.<00:16:46.800> It's<00:16:46.920> like,<00:16:47.080> what<00:16:47.240> what<00:16:47.360> are<00:16:47.400> you<00:16:47.520> seeing?

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What<00:16:47.960> are<00:16:48.040> you<00:16:48.120> hearing?<00:16:48.520> I<00:16:48.760> tell<00:16:49.000> the<00:16:49.120> product<00:16:49.480> people<00:16:50.000> who<00:16:50.001> are<00:16:50.040> also<00:16:50.320> out<00:16:50.560> talking<00:16:50.760> to<00:16:50.839> customers,<00:16:51.240> but<00:16:51.400> everyone<00:16:51.640> will<00:16:52.120> will<00:16:52.240> get<00:16:52.440> different<00:16:52.920> perspectives<00:16:53.520> and

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together<00:16:54.240> we'll<00:16:54.400> triangulate<00:16:54.960> what<00:16:55.080> the<00:16:55.160> best<00:16:55.440> outcome<00:16:55.760> is.

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Um<00:16:57.520> look,<00:16:57.680> if<00:16:57.800> you're<00:16:57.920> in<00:16:58.040> product,<00:16:59.160> uh<00:16:59.480> I<00:16:59.600> do<00:16:59.839> like<00:17:00.080> the<00:17:00.200> idea<00:17:00.600> that<00:17:00.760> you<00:17:00.839> spend<00:17:01.560> a<00:17:01.640> few<00:17:01.880> days<00:17:02.680> in<00:17:02.839> the<00:17:02.960> office<00:17:03.600> simply<00:17:03.880> because<00:17:04.880> in

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my<00:17:05.280> experience<00:17:05.880> of<00:17:06.000> product,<00:17:07.120> so<00:17:07.400> much<00:17:07.640> happened<00:17:08.000> on<00:17:08.079> a<00:17:08.160> whiteboard,<00:17:09.480> right?

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It<00:17:09.720> was<00:17:09.839> my<00:17:09.959> ability<00:17:10.360> to<00:17:10.480> walk<00:17:10.680> up<00:17:10.839> to<00:17:10.920> someone<00:17:11.160> say,<00:17:11.280> "Hang<00:17:11.520> on,<00:17:12.199> isn't<00:17:12.480> this<00:17:12.720> how<00:17:12.880> this<00:17:13.079> thing<00:17:13.319> flows?"

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And<00:17:14.520> it<00:17:14.640> was<00:17:14.760> just<00:17:15.000> it's<00:17:15.160> off<00:17:15.280> the<00:17:15.439> cuff.<00:17:15.760> It's<00:17:15.839> not<00:17:16.000> like,<00:17:16.120> "Let<00:17:16.240> me<00:17:16.360> put<00:17:16.520> it<00:17:16.600> into<00:17:16.760> a<00:17:16.839> PowerPoint.

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right?<00:17:37.080> And<00:17:37.560> I<00:17:37.680> think<00:17:37.920> I'm<00:17:38.000> being<00:17:38.200> generous<00:17:38.640> when<00:17:38.800> I<00:17:38.840> say<00:17:39.080> a<00:17:39.200> good<00:17:39.920> Zoom<00:17:40.320> call<00:17:40.720> is<00:17:40.960> about<00:17:41.280> 45<00:17:41.800> minutes<00:17:42.120> before<00:17:42.720> we're<00:17:42.960> all<00:17:43.280> multitasking<00:17:44.120> and<00:17:44.240> doing<00:17:44.480> something<00:17:44.840> different,

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right?<00:17:46.080> And<00:17:46.240> so<00:17:47.120> I<00:17:47.160> think<00:17:47.360> sometimes<00:17:47.720> you<00:17:47.840> do<00:17:48.040> need<00:17:48.200> to<00:17:48.320> have<00:17:48.480> the<00:17:48.560> ability<00:17:49.120> to<00:17:49.760> lock<00:17:50.040> yourself<00:17:50.480> up<00:17:50.800> and<00:17:50.920> so<00:17:51.040> like<00:17:51.280> work<00:17:51.600> your<00:17:51.720> way<00:17:51.840> through<00:17:52.840> the<00:17:53.040> challenge<00:17:53.800> without

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So<00:18:01.480> again,<00:18:02.200> no<00:18:02.400> hard<00:18:02.680> and<00:18:02.840> fast<00:18:03.160> rules.

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From<00:18:15.680> the<00:18:15.800> office.<00:18:16.840> And<00:18:17.040> so<00:18:17.760> if<00:18:17.960> I<00:18:18.040> can<00:18:18.200> do<00:18:18.360> it,<00:18:18.640> they<00:18:18.800> can<00:18:18.960> do<00:18:19.120> it.

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<00:18:39.073> Mhm.<00:18:39.387> Yeah,<00:18:39.700> I<00:18:40.013> couldn't<00:18:40.327> agree<00:18:40.640> more.

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<00:18:45.284> So<00:18:45.529> I'm<00:18:45.773> I'm<00:18:46.018> actually<00:18:46.262> quite<00:18:46.507> boring<00:18:46.751> on<00:18:46.996> that<00:18:47.240> front.

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It's<00:18:56.920> like<00:18:57.200> uh<00:18:57.480> [laughter]<00:18:57.760> <00:18:58.040> It's<00:18:58.320> a<00:18:58.600> great<00:18:58.880> publication.

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things.<00:19:28.520> Um<00:19:29.320> I<00:19:29.520> I<00:19:30.400> I<00:19:30.440> love<00:19:30.720> reading<00:19:31.280> on<00:19:31.440> vacation<00:19:32.160> but<00:19:32.320> I<00:19:32.360> would<00:19:32.560> say<00:19:32.920> that<00:19:33.320> the<00:19:34.040> the<00:19:34.160> books<00:19:34.480> I've<00:19:34.560> been<00:19:34.760> reading<00:19:35.040> more<00:19:35.240> recently<00:19:35.520> are

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probably<00:19:35.880> more<00:19:36.080> business<00:19:36.600> books.<00:19:37.800> Um<00:19:39.120> and<00:19:39.280> I<00:19:39.320> think<00:19:39.640> that's<00:19:40.000> the<00:19:40.080> latest<00:19:40.400> one<00:19:40.520> I've<00:19:40.600> been<00:19:40.760> reading<00:19:41.080> is<00:19:41.200> and<00:19:41.280> I'm<00:19:41.360> not<00:19:41.520> through<00:19:41.680> it<00:19:41.800> yet<00:19:42.040> is<00:19:42.200> turning<00:19:42.480> the<00:19:42.560> ship<00:19:42.840> around.

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I<00:19:43.920> don't<00:19:44.040> know<00:19:44.080> if<00:19:44.200> you<00:19:44.360> if<00:19:44.520> you've<00:19:44.640> read<00:19:44.880> that<00:19:45.120> book<00:19:45.960> by<00:19:46.160> David<00:19:46.520> Marquet,<00:19:47.040> right?

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Which<00:19:47.400> is<00:19:47.520> whole<00:19:47.680> concept<00:19:48.120> of<00:19:48.240> leader<00:19:48.520> leader<00:19:49.520> versus<00:19:49.840> leader<00:19:50.160> follower.

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The<00:19:51.280> whole<00:19:51.480> idea<00:19:51.840> being<00:19:52.800> to<00:19:52.880> empower<00:19:53.760> teams,<00:19:54.560> right?

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and<00:20:17.600> what<00:20:17.760> you're<00:20:17.840> doing<00:20:18.080> is<00:20:18.160> you're<00:20:18.280> curating<00:20:18.800> trust.<00:20:19.920> Mhm.

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Uh<00:20:20.520> and<00:20:20.640> I<00:20:20.680> think<00:20:21.360> you<00:20:21.440> know,<00:20:21.640> there's<00:20:22.040> there's<00:20:22.400> there's<00:20:22.560> an<00:20:22.640> amazing<00:20:23.400> value<00:20:24.160> in<00:20:24.360> that.

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bit<00:20:33.120> comfortable<00:20:33.600> and<00:20:33.680> I<00:20:33.720> think<00:20:33.880> that's<00:20:34.120> why<00:20:34.280> when<00:20:34.440> you<00:20:34.520> look<00:20:34.680> at<00:20:35.480> the<00:20:35.560> really<00:20:35.920> big<00:20:36.120> consultancies<00:20:36.840> like<00:20:36.960> the<00:20:37.040> McKinsey's,<00:20:37.880> the<00:20:38.000> Bains<00:20:38.480> and<00:20:38.600> others,<00:20:39.400> typically<00:20:39.960> rotate

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consultants<00:20:40.960> after<00:20:41.200> a<00:20:41.240> period<00:20:41.520> of<00:20:41.600> time<00:20:41.960> cuz<00:20:42.080> it's<00:20:42.200> kind<00:20:42.360> of<00:20:42.440> like<00:20:43.000> I<00:20:43.080> need<00:20:43.320> you<00:20:43.440> always<00:20:43.680> to<00:20:43.760> be<00:20:43.880> sharp.

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of<00:21:00.793> a<00:21:01.065> treadmill,<00:21:01.338> I<00:21:01.611> think<00:21:01.884> you<00:21:02.156> lose<00:21:02.429> your<00:21:02.702> edge<00:21:02.975> a<00:21:03.247> little<00:21:03.520> bit.

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And<00:21:04.120> so<00:21:04.320> for<00:21:04.520> me,<00:21:04.720> it's<00:21:04.920> kind<00:21:05.120> of<00:21:05.320> like,<00:21:05.520> now,<00:21:05.720> how<00:21:05.920> do<00:21:06.120> you<00:21:06.320> keep<00:21:06.520> this?<00:21:06.720> How<00:21:06.920> do<00:21:07.120> you<00:21:07.320> keep<00:21:07.520> things<00:21:07.720> current<00:21:07.920> for<00:21:08.120> people?

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Because<00:21:09.000> that<00:21:09.120> means<00:21:09.320> you're<00:21:09.560> invested<00:21:10.040> in<00:21:10.160> learning.<00:21:11.000> You're<00:21:11.120> invested<00:21:11.600> in<00:21:11.720> getting<00:21:12.080> out<00:21:12.360> of<00:21:12.680> your<00:21:12.840> comfort<00:21:13.320> zone.

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But<00:21:14.440> for<00:21:14.640> me,<00:21:15.240> uh,<00:21:15.320> there's<00:21:15.480> not<00:21:15.640> a<00:21:15.680> single<00:21:15.960> interview<00:21:16.360> I<00:21:16.400> have<00:21:16.640> with<00:21:16.760> people<00:21:17.000> where<00:21:17.120> I<00:21:17.160> don't<00:21:17.360> eventually<00:21:17.680> talk<00:21:17.800> about<00:21:18.040> trust.

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Because<00:21:20.240> what<00:21:20.440> I've<00:21:20.680> learned,<00:21:20.960> certainly<00:21:21.320> through<00:21:21.520> the<00:21:21.640> years,<00:21:22.720> is<00:21:23.240> people<00:21:23.480> don't<00:21:23.760> run<00:21:23.920> through<00:21:24.160> walls<00:21:24.480> for<00:21:24.600> a<00:21:24.640> company.

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They<00:21:26.223> run<00:21:26.567> through<00:21:26.910> walls<00:21:27.253> for<00:21:27.597> people.<00:21:27.940> Um,<00:21:28.283> and<00:21:28.627> it<00:21:28.970> all<00:21:29.313> starts<00:21:29.657> with<00:21:30.000> trust.

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And<00:21:31.004> if<00:21:31.249> you<00:21:31.493> get<00:21:31.738> that<00:21:31.982> trust,<00:21:32.227> you<00:21:32.471> get<00:21:32.716> followership.<00:21:32.960> And<00:21:33.204> then<00:21:33.449> amazing<00:21:33.693> things<00:21:33.938> can<00:21:34.182> happen<00:21:34.427> when<00:21:34.671> you<00:21:34.916> have<00:21:35.160> followership.

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How<00:21:37.280> have<00:21:37.480> you<00:21:37.560> thought<00:21:37.720> about<00:21:38.080> the<00:21:38.600> macroeconomic<00:21:39.440> environment?

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Particularly,<00:21:40.840> the,<00:21:41.040> you<00:21:41.120> know,<00:21:41.200> the<00:21:41.320> first<00:21:41.640> half<00:21:42.160> of<00:21:42.280> this<00:21:42.560> year<00:21:42.960> was,<00:21:43.360> you<00:21:43.480> know,<00:21:44.440> I<00:21:44.480> don't<00:21:44.600> know<00:21:44.680> how<00:21:44.800> that<00:21:44.960> affected<00:21:45.360> fintech,<00:21:45.840> whether<00:21:46.080> it<00:21:46.120> did<00:21:46.280> or<00:21:46.360> not.

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But<00:21:46.720> with<00:21:46.840> the<00:21:46.960> tariffs<00:21:47.320> and<00:21:47.440> things<00:21:47.600> like<00:21:47.760> that,<00:21:47.880> there<00:21:47.960> was<00:21:48.080> a<00:21:48.120> lot<00:21:48.320> of<00:21:48.400> kind<00:21:48.520> of<00:21:48.640> instability<00:21:49.280> and<00:21:49.400> unknowns.

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It<00:21:50.814> does<00:21:51.028> seem<00:21:51.242> like<00:21:51.456> we<00:21:51.671> might<00:21:51.885> be<00:21:52.099> heading<00:21:52.313> into<00:21:52.527> a<00:21:52.741> period<00:21:52.955> where<00:21:53.169> there's<00:21:53.384> a<00:21:53.598> little<00:21:53.812> bit<00:21:54.026> more<00:21:54.240> knowns.

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But<00:21:55.080> again,<00:21:55.440> like,<00:21:55.640> who<00:21:55.760> knows<00:21:55.960> what's<00:21:56.080> going<00:21:56.200> to<00:21:56.240> happen<00:21:56.520> with<00:21:56.640> AI<00:21:57.000> and<00:21:57.200> the<00:21:57.640> disruptions<00:21:58.200> that's<00:21:58.360> going<00:21:58.520> to,<00:21:58.800> you<00:21:58.920> know,<00:21:59.040> have<00:21:59.200> to<00:21:59.320> the<00:21:59.440> overall<00:21:59.760> economy.

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How<00:22:00.923> are<00:22:01.246> you<00:22:01.569> thinking?<00:22:01.892> How<00:22:02.215> did<00:22:02.538> you<00:22:02.862> work<00:22:03.185> through<00:22:03.508> this<00:22:03.831> year<00:22:04.154> from<00:22:04.477> that<00:22:04.800> perspective?

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And<00:22:06.067> how<00:22:06.495> are<00:22:06.922> you<00:22:07.349> thinking<00:22:07.777> about<00:22:08.204> 2026?<00:22:08.632> Look,<00:22:09.059> I<00:22:09.486> think<00:22:09.914> people<00:22:10.341> have<00:22:10.768> a<00:22:11.196> much<00:22:11.623> clearer<00:22:12.051> understanding<00:22:12.478> of<00:22:12.905> the<00:22:13.333> bottom<00:22:13.760> line.

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Uh,<00:22:15.120> I<00:22:15.200> think<00:22:15.360> that's<00:22:15.480> especially<00:22:15.880> true<00:22:16.040> of<00:22:16.160> fintech<00:22:16.720> since<00:22:17.000> 2022<00:22:17.760> anyway.

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Um,<00:22:19.285> but<00:22:19.569> I<00:22:19.854> think<00:22:20.139> the<00:22:20.424> broader<00:22:20.708> economy<00:22:20.993> is<00:22:21.278> sort<00:22:21.562> of<00:22:21.847> very<00:22:22.132> much<00:22:22.416> focused<00:22:22.701> on<00:22:22.986> understanding<00:22:23.271> their<00:22:23.555> bottom<00:22:23.840> line.

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Uh,<00:22:25.040> and<00:22:25.160> that's<00:22:25.320> not<00:22:25.480> a<00:22:25.560> bad<00:22:25.960> thing,<00:22:26.440> right?

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It's<00:22:26.994> like<00:22:27.268> we're<00:22:27.542> through<00:22:27.816> that<00:22:28.090> uh<00:22:28.364> zero<00:22:28.638> interest<00:22:28.912> rate<00:22:29.186> environment,<00:22:29.460> which<00:22:29.734> kind<00:22:30.008> of<00:22:30.282> led<00:22:30.556> to<00:22:30.830> a<00:22:31.104> lot<00:22:31.378> of<00:22:31.652> bad<00:22:31.926> habits,<00:22:32.200> actually.

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Um,<00:22:33.612> so<00:22:33.943> I'm,<00:22:34.275> you<00:22:34.607> know,<00:22:34.938> having<00:22:35.270> sort<00:22:35.602> of<00:22:35.933> had<00:22:36.265> to<00:22:36.597> do<00:22:36.928> a<00:22:37.260> number<00:22:37.592> of<00:22:37.923> different<00:22:38.255> uh<00:22:38.587> accounting<00:22:38.918> courses<00:22:39.250> and<00:22:39.582> having<00:22:39.913> qualified<00:22:40.245> as<00:22:40.577> a<00:22:40.908> management<00:22:41.240> accountant,

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I<00:22:42.028> sort<00:22:42.296> of<00:22:42.563> think<00:22:42.831> it's<00:22:43.099> really<00:22:43.367> important<00:22:43.635> for<00:22:43.903> people<00:22:44.170> to<00:22:44.438> be<00:22:44.706> grounded<00:22:44.974> in<00:22:45.242> the<00:22:45.510> numbers<00:22:45.777> because<00:22:46.045> they<00:22:46.313> tell<00:22:46.581> a<00:22:46.849> story,<00:22:47.117> usually<00:22:47.384> the<00:22:47.652> real<00:22:47.920> story.

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Um,<00:22:49.431> and<00:22:49.861> so,<00:22:50.292> look,<00:22:50.722> what<00:22:51.153> we've<00:22:51.584> seen<00:22:52.014> is,<00:22:52.445> yeah,<00:22:52.875> there's<00:22:53.306> been<00:22:53.736> some<00:22:54.167> uh<00:22:54.598> certainly<00:22:55.028> some<00:22:55.459> caution<00:22:55.889> from<00:22:56.320> companies.

00:22:57.640 --> 00:23:05.880
I<00:22:57.720> think<00:22:57.920> the<00:22:58.080> benefit<00:22:58.880> that<00:22:59.000> we've<00:22:59.200> had<00:22:59.440> is<00:22:59.560> a<00:22:59.640> big<00:23:00.040> tailwind,<00:23:00.760> though,<00:23:01.680> in<00:23:01.800> that<00:23:02.560> number<00:23:02.920> one,<00:23:03.400> I'm<00:23:03.560> not<00:23:03.720> acquiring<00:23:04.160> the<00:23:04.240> customers<00:23:04.760> the<00:23:04.880> banks<00:23:05.240> are<00:23:05.320> acquiring<00:23:05.760> on

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my<00:23:06.040> behalf,<00:23:07.160> and<00:23:07.320> they<00:23:07.440> have<00:23:07.600> a<00:23:07.840> really<00:23:08.240> big<00:23:08.520> pool<00:23:08.840> of<00:23:09.000> companies<00:23:09.480> that<00:23:09.600> they<00:23:09.800> serve.

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Uh,<00:23:11.080> and<00:23:11.200> number<00:23:11.400> two,<00:23:11.640> there's<00:23:11.840> such<00:23:12.080> a<00:23:12.120> big<00:23:12.320> demand<00:23:12.800> in<00:23:12.880> this<00:23:13.040> particular<00:23:13.520> space<00:23:13.920> for<00:23:14.040> solutions<00:23:15.200> that<00:23:15.360> to<00:23:15.480> some<00:23:15.720> extent<00:23:16.560> those<00:23:16.800> headwinds<00:23:17.240> have<00:23:17.360> been<00:23:17.520> negated,<00:23:18.280> right?

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Purely<00:23:19.100> by<00:23:19.520> the<00:23:19.940> size<00:23:20.360> of<00:23:20.780> the<00:23:21.200> opportunity<00:23:21.620> and<00:23:22.040> the<00:23:22.460> demand<00:23:22.880> that's<00:23:23.300> come<00:23:23.720> into<00:23:24.140> this<00:23:24.560> space.

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Finally,<00:23:27.200> uh,<00:23:27.320> we<00:23:27.480> end<00:23:27.600> every<00:23:27.800> interview<00:23:28.040> with<00:23:28.120> the<00:23:28.200> same<00:23:28.440> question,<00:23:28.800> and<00:23:28.920> that<00:23:29.120> is<00:23:29.240> at<00:23:29.360> CEO.com,<00:23:30.080> we<00:23:30.200> believe<00:23:30.480> the<00:23:30.600> chances<00:23:31.080> one<00:23:31.400> gives<00:23:32.080> is<00:23:32.280> just<00:23:32.520> as<00:23:32.600> important<00:23:32.920> as

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the<00:23:33.160> chances<00:23:33.560> one<00:23:33.720> takes.<00:23:34.840> When<00:23:35.080> you<00:23:35.280> hear<00:23:35.480> that,<00:23:35.760> who<00:23:35.920> gave<00:23:36.120> you<00:23:36.240> a<00:23:36.280> chance<00:23:36.640> to<00:23:36.720> get<00:23:36.880> you<00:23:36.960> to<00:23:37.040> where<00:23:37.240> you<00:23:37.400> are<00:23:37.520> today?

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Uh,<00:23:41.200> where<00:23:41.320> do<00:23:41.360> you<00:23:41.480> start?<00:23:42.600> Um,<00:23:43.200> where<00:23:43.440> do<00:23:43.600> you<00:23:43.720> start?

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Uh,<00:23:45.067> look,<00:23:45.575> I<00:23:46.083> probably<00:23:46.590> had<00:23:47.098> the<00:23:47.605> hardest,<00:23:48.113> I'd<00:23:48.620> say<00:23:49.128> my<00:23:49.635> hardest<00:23:50.143> uh<00:23:50.650> and<00:23:51.158> sort<00:23:51.665> of<00:23:52.173> um<00:23:52.680> hardest

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moment<00:23:53.480> came<00:23:54.120> early<00:23:54.440> in<00:23:54.560> my<00:23:54.720> career,<00:23:55.120> actually.

00:23:55.520 --> 00:24:01.200
I<00:23:55.741> think<00:23:55.962> when<00:23:56.184> I<00:23:56.405> was<00:23:56.626> in<00:23:56.847> consulting<00:23:57.068> in<00:23:57.289> my<00:23:57.511> early<00:23:57.732> years,<00:23:57.953> probably<00:23:58.174> a<00:23:58.395> year<00:23:58.616> and<00:23:58.838> a<00:23:59.059> half<00:23:59.280> in.

00:24:01.200 --> 00:24:08.200
I<00:24:01.400> didn't<00:24:01.600> think<00:24:01.720> I'd<00:24:01.840> settled<00:24:02.160> into<00:24:02.560> what<00:24:02.760> life<00:24:03.080> was<00:24:03.560> really<00:24:03.880> going<00:24:04.160> to<00:24:04.240> be<00:24:04.440> like<00:24:04.800> when<00:24:05.000> you<00:24:05.120> were<00:24:05.320> joining<00:24:05.640> the<00:24:05.720> workforce,<00:24:06.560> and<00:24:06.720> I<00:24:06.840> was<00:24:07.040> a<00:24:07.080> little<00:24:07.320> bit<00:24:07.480> loosey-goosey,

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and<00:24:08.720> anyway,<00:24:08.920> I<00:24:08.960> ended<00:24:09.160> up<00:24:09.240> on<00:24:09.320> this<00:24:09.520> highly<00:24:09.880> complicated<00:24:10.320> project<00:24:10.760> face<00:24:11.280> around<00:24:11.640> construction.

00:24:13.000 --> 00:24:18.480
Um,<00:24:13.393> and<00:24:13.785> I<00:24:14.178> also<00:24:14.571> had<00:24:14.964> someone<00:24:15.356> that<00:24:15.749> had<00:24:16.142> some<00:24:16.535> fairly<00:24:16.927> unrealistic<00:24:17.320> goals.

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Uh,<00:24:18.863> and<00:24:19.246> in<00:24:19.629> that<00:24:20.011> particular<00:24:20.394> project,<00:24:20.777> where<00:24:21.160> I<00:24:21.543> was<00:24:21.926> already<00:24:22.309> working<00:24:22.691> 16-hour<00:24:23.074> days,<00:24:23.457> I<00:24:23.840> was<00:24:24.223> flailing,<00:24:24.606> um,<00:24:24.989> and<00:24:25.371> it<00:24:25.754> was<00:24:26.137> like<00:24:26.520> I

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was<00:24:26.760> convinced<00:24:27.280> it<00:24:27.400> wasn't<00:24:27.640> necessarily<00:24:28.040> me.<00:24:28.200> Maybe<00:24:28.480> my<00:24:28.600> attitude<00:24:29.000> could<00:24:29.120> be<00:24:29.240> different,<00:24:29.760> but<00:24:29.880> I<00:24:29.920> was<00:24:30.120> like,<00:24:30.800> you<00:24:30.880> know,<00:24:31.120> and<00:24:31.240> anyway,<00:24:31.440> I<00:24:31.480> ended<00:24:31.680> up<00:24:31.760> with<00:24:31.880> a<00:24:31.920> really

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bad<00:24:32.450> report<00:24:32.780> and<00:24:33.110> clearly<00:24:33.440> not<00:24:33.770> in<00:24:34.100> a<00:24:34.430> great<00:24:34.760> place.

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Um,<00:24:36.035> but<00:24:36.350> actually,<00:24:36.664> there's<00:24:36.979> a<00:24:37.294> gentleman<00:24:37.609> um<00:24:37.923> by<00:24:38.238> the<00:24:38.553> name<00:24:38.868> of<00:24:39.183> Nick<00:24:39.497> Keating<00:24:39.812> who's<00:24:40.127> been<00:24:40.442> a<00:24:40.757> mentor<00:24:41.071> of<00:24:41.386> mine<00:24:41.701> since<00:24:42.016> actually<00:24:42.330> invested<00:24:42.645> in<00:24:42.960> Extend.

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He's<00:24:43.720> one<00:24:43.840> of<00:24:43.920> the<00:24:44.000> founders<00:24:44.360> of<00:24:44.440> the<00:24:44.520> consultancy<00:24:45.320> firm<00:24:45.560> I<00:24:45.640> was<00:24:45.800> in.

00:24:46.640 --> 00:24:48.920
Um,<00:24:46.862> said,<00:24:47.084> "No,<00:24:47.307> no,<00:24:47.529> I<00:24:47.751> don't<00:24:47.973> believe<00:24:48.196> any<00:24:48.418> of<00:24:48.640> this.

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I'm<00:24:49.249> taking<00:24:49.579> I'm<00:24:49.908> taking<00:24:50.238> Andrew<00:24:50.567> on<00:24:50.896> my<00:24:51.226> team."<00:24:51.555> Um,<00:24:51.885> and<00:24:52.214> we<00:24:52.544> went<00:24:52.873> on<00:24:53.202> to<00:24:53.532> do<00:24:53.861> great<00:24:54.191> things,<00:24:54.520> right?

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The<00:24:54.916> project<00:24:55.192> I<00:24:55.467> went<00:24:55.743> on<00:24:56.019> to<00:24:56.295> was<00:24:56.571> rewarded<00:24:56.846> as<00:24:57.122> being,<00:24:57.398> right,<00:24:57.674> the<00:24:57.949> best<00:24:58.225> project<00:24:58.501> from<00:24:58.777> the<00:24:59.053> company<00:24:59.328> the<00:24:59.604> following<00:24:59.880> year.

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Um,<00:25:01.066> and<00:25:01.332> again,<00:25:01.598> it<00:25:01.864> came<00:25:02.130> from<00:25:02.396> a<00:25:02.662> place<00:25:02.928> of,<00:25:03.194> you<00:25:03.460> know,<00:25:03.726> there<00:25:03.992> was<00:25:04.258> a<00:25:04.524> lot<00:25:04.790> of<00:25:05.056> question<00:25:05.322> marks<00:25:05.588> over<00:25:05.854> me,<00:25:06.120> right?

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And<00:25:06.859> I<00:25:07.117> think<00:25:07.376> I<00:25:07.635> was<00:25:07.893> able<00:25:08.152> to<00:25:08.411> answer<00:25:08.669> them<00:25:08.928> and<00:25:09.187> he<00:25:09.445> set<00:25:09.704> me<00:25:09.963> up<00:25:10.221> for<00:25:10.480> success.

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Uh,<00:25:11.892> there's<00:25:12.184> no<00:25:12.476> doubt<00:25:12.768> about<00:25:13.060> it.<00:25:13.352> Uh,<00:25:13.644> and<00:25:13.936> we're<00:25:14.228> still<00:25:14.520> friends.

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I<00:25:15.163> mean,<00:25:15.447> listen,<00:25:15.730> I've<00:25:16.013> just<00:25:16.297> come<00:25:16.580> back<00:25:16.863> from<00:25:17.147> a<00:25:17.430> weekend<00:25:17.713> in<00:25:17.997> London<00:25:18.280> and<00:25:18.563> stayed<00:25:18.847> with<00:25:19.130> him<00:25:19.413> and<00:25:19.697> again,<00:25:19.980> I<00:25:20.263> think<00:25:20.547> I'm<00:25:20.830> forever<00:25:21.113> grateful<00:25:21.397> for<00:25:21.680> that.

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Uh,<00:25:22.880> but<00:25:23.040> also<00:25:23.400> in<00:25:23.520> the<00:25:23.600> end<00:25:23.720> of<00:25:23.800> the<00:25:23.880> day,<00:25:24.160> when<00:25:24.320> we<00:25:24.520> raised<00:25:24.960> money<00:25:25.280> initially,<00:25:25.800> the<00:25:25.880> interesting<00:25:26.240> part<00:25:26.520> was<00:25:27.360> because<00:25:27.680> we'd<00:25:27.840> come<00:25:28.000> out<00:25:28.120> of<00:25:28.200> large<00:25:28.600> industry<00:25:29.000> and<00:25:29.080> large

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tech,<00:25:31.040> people<00:25:31.280> don't<00:25:31.560> necessarily<00:25:32.400> believe<00:25:32.880> that<00:25:33.040> you<00:25:33.160> know<00:25:33.280> how<00:25:33.400> to<00:25:33.520> run<00:25:33.680> a<00:25:33.760> small<00:25:34.040> company.

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And<00:25:35.320> so<00:25:35.400> the<00:25:35.600> ask<00:25:35.960> actually<00:25:36.280> is,<00:25:37.080> can<00:25:37.240> you<00:25:37.360> get<00:25:37.520> friends<00:25:37.800> and<00:25:37.920> family<00:25:38.240> to<00:25:38.440> vouch<00:25:38.840> for<00:25:39.080> you?

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And<00:25:39.240> the<00:25:39.360> vouch<00:25:39.800> word<00:25:40.000> is<00:25:40.120> interesting.<00:25:40.520> It<00:25:40.600> means<00:25:41.000> are<00:25:41.080> they<00:25:41.160> going<00:25:41.280> to<00:25:41.320> put<00:25:41.440> money<00:25:41.680> on<00:25:41.800> the<00:25:41.920> table?

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And<00:25:43.360> so<00:25:43.560> the<00:25:43.760> ask<00:25:44.080> of<00:25:44.200> the<00:25:44.280> investment<00:25:44.720> community<00:25:44.920> was<00:25:45.080> like,<00:25:45.760> "Great,<00:25:46.400> raise<00:25:46.720> some<00:25:46.920> money,<00:25:47.800> start<00:25:48.240> building<00:25:48.600> a<00:25:48.680> solution,<00:25:49.200> and<00:25:49.280> then<00:25:49.480> come<00:25:49.680> back<00:25:49.920> to<00:25:50.040> us."

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So<00:25:50.787> we<00:25:51.135> raised<00:25:51.482> uh<00:25:51.829> in<00:25:52.177> sort<00:25:52.524> of<00:25:52.872> that<00:25:53.219> May<00:25:53.566> of<00:25:53.914> 2017,<00:25:54.261> we<00:25:54.608> went<00:25:54.956> and<00:25:55.303> raised<00:25:55.651> $250,000<00:25:55.998> from<00:25:56.345> friends<00:25:56.693> and<00:25:57.040> family.

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And<00:25:58.653> that<00:25:59.067> allows<00:25:59.480> us<00:25:59.893> to<00:26:00.307> pay<00:26:00.720> for<00:26:01.133> back-end<00:26:01.547> engineers,<00:26:01.960> right?

00:26:02.160 --> 00:26:07.520
So<00:26:02.280> I<00:26:02.360> had,<00:26:03.200> you<00:26:03.240> know,<00:26:04.280> uh<00:26:04.360> Guillaume,<00:26:04.760> one<00:26:04.920> of<00:26:04.960> my<00:26:05.080> co-founders,<00:26:05.720> and<00:26:05.800> one<00:26:05.920> of<00:26:05.960> the<00:26:06.040> original<00:26:06.400> questions<00:26:06.760> was<00:26:06.840> like,<00:26:07.000> "How<00:26:07.080> do<00:26:07.160> you<00:26:07.240> meet?"

00:26:07.520 --> 00:26:13.000
But<00:26:07.640> we<00:26:07.800> worked<00:26:08.080> at<00:26:08.200> Amex.<00:26:09.000> Uh<00:26:09.360> he<00:26:09.480> was<00:26:09.600> there<00:26:09.680> for<00:26:09.800> 12<00:26:10.080> years<00:26:10.280> also,<00:26:10.640> but<00:26:10.760> we<00:26:10.880> worked<00:26:11.120> the<00:26:11.160> last<00:26:11.400> 4<00:26:11.640> years<00:26:11.840> together.

00:26:13.000 --> 00:26:21.000
He<00:26:13.240> had<00:26:13.400> been<00:26:13.640> working<00:26:13.920> in<00:26:14.000> the<00:26:14.120> office<00:26:14.520> of<00:26:14.800> the<00:26:14.920> CEO<00:26:15.520> as<00:26:15.680> a<00:26:15.720> strategist,<00:26:16.840> but<00:26:16.960> also<00:26:17.200> helping<00:26:17.600> to<00:26:17.720> incorporate<00:26:18.520> acquisitions<00:26:19.400> and<00:26:19.480> the<00:26:19.560> playbook<00:26:20.040> of<00:26:20.120> how<00:26:20.240> we<00:26:20.400> incorporate

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small<00:26:21.240> companies<00:26:21.840> into<00:26:22.040> large<00:26:22.440> at<00:26:22.560> Amex.

00:26:23.640 --> 00:26:26.640
So<00:26:23.760> again,<00:26:24.080> just<00:26:24.560> really<00:26:24.920> broad<00:26:25.240> set<00:26:25.560> of<00:26:25.760> skills.

00:26:26.640 --> 00:26:33.560
And<00:26:26.889> then<00:26:27.138> Danny<00:26:27.387> was<00:26:27.636> a<00:26:27.884> great<00:26:28.133> friend<00:26:28.382> of<00:26:28.631> my<00:26:28.880> wife's,<00:26:29.129> and<00:26:29.378> he'd<00:26:29.627> always<00:26:29.876> been<00:26:30.124> an<00:26:30.373> iOS<00:26:30.622> developer,<00:26:30.871> so<00:26:31.120> kind<00:26:31.369> of<00:26:31.618> understood<00:26:31.867> that<00:26:32.116> the<00:26:32.364> front<00:26:32.613> end<00:26:32.862> and<00:26:33.111> the<00:26:33.360> user

00:26:33.560 --> 00:26:37.800
experience.<00:26:33.798> He<00:26:34.035> came<00:26:34.273> out<00:26:34.511> of<00:26:34.748> the<00:26:34.986> school<00:26:35.224> of<00:26:35.461> design,<00:26:35.699> and<00:26:35.936> so<00:26:36.174> he<00:26:36.412> was<00:26:36.649> also<00:26:36.887> focused<00:26:37.125> on<00:26:37.362> that<00:26:37.600> piece.

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So<00:26:38.360> I<00:26:38.400> actually<00:26:38.640> felt<00:26:38.800> we<00:26:38.880> had<00:26:38.960> a<00:26:39.040> really<00:26:39.400> solid<00:26:39.720> stool.

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Um,<00:26:41.960> we<00:26:42.040> could<00:26:42.160> do<00:26:42.240> a<00:26:42.280> lot<00:26:42.440> of<00:26:42.520> things,<00:26:43.200> but<00:26:43.320> our<00:26:43.440> wives<00:26:43.720> are<00:26:43.800> really<00:26:44.000> clear.

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It's<00:26:44.360> like,<00:26:44.800> "Your<00:26:45.000> time<00:26:45.360> is<00:26:45.520> money,<00:26:45.960> right?

00:26:46.240 --> 00:26:51.560
We<00:26:46.460> I<00:26:46.680> know<00:26:46.900> we<00:26:47.120> talk<00:26:47.340> about<00:26:47.560> bootstrapping,<00:26:47.780> but<00:26:48.000> that<00:26:48.220> doesn't<00:26:48.440> mean<00:26:48.660> that<00:26:48.880> we're<00:26:49.100> paying<00:26:49.320> for<00:26:49.540> you<00:26:49.760> to<00:26:49.980> go<00:26:50.200> and<00:26:50.420> hire<00:26:50.640> these<00:26:50.860> other<00:26:51.080> people."

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So<00:26:51.720> they<00:26:51.920> kind<00:26:52.120> of<00:26:52.200> agreed<00:26:52.480> with<00:26:52.560> the<00:26:52.640> investors.<00:26:53.600> Find<00:26:53.840> some<00:26:54.000> money,<00:26:54.520> make<00:26:54.800> this<00:26:55.040> happen.

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Uh,<00:26:56.373> and<00:26:56.707> so,<00:26:57.040> off<00:26:57.373> we<00:26:57.707> went<00:26:58.040> and<00:26:58.373> raised<00:26:58.707> that<00:26:59.040> capital.

00:27:00.280 --> 00:27:03.200
Um,<00:27:00.590> and<00:27:00.900> that<00:27:01.210> was<00:27:01.520> a<00:27:01.830> really<00:27:02.140> interesting<00:27:02.450> journey,<00:27:02.760> actually.

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It's<00:27:03.687> and<00:27:04.175> it's<00:27:04.662> somewhat<00:27:05.149> nerve-racking<00:27:05.636> because<00:27:06.124> you<00:27:06.611> the<00:27:07.098> investors<00:27:07.585> are<00:27:08.073> not<00:27:08.560> wrong.

00:27:08.920 --> 00:27:16.960
You<00:27:09.286> have<00:27:09.651> a<00:27:10.017> great<00:27:10.383> sense<00:27:10.749> of<00:27:11.114> gratitude,<00:27:11.480> but<00:27:11.846> also<00:27:12.211> a<00:27:12.577> sense<00:27:12.943> of<00:27:13.309> you<00:27:13.674> better<00:27:14.040> not<00:27:14.406> be<00:27:14.771> failing<00:27:15.137> these<00:27:15.503> people<00:27:15.869> along<00:27:16.234> the<00:27:16.600> way.

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And<00:27:17.160> so,<00:27:17.400> it<00:27:17.520> sort<00:27:17.680> of<00:27:17.800> adds<00:27:18.120> a<00:27:18.160> little<00:27:18.400> bit<00:27:18.560> of<00:27:18.720> spice<00:27:19.800> to<00:27:19.840> what<00:27:19.960> is<00:27:20.040> already<00:27:20.320> a<00:27:20.400> pretty<00:27:20.640> spicy<00:27:21.080> journey.

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Uh,<00:27:22.640> but<00:27:22.760> yeah,<00:27:22.920> so<00:27:23.040> we've<00:27:23.200> raised<00:27:23.440> capital.

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We've<00:27:24.185> raised<00:27:24.570> just<00:27:24.955> shy<00:27:25.340> of<00:27:25.725> $70<00:27:26.110> million<00:27:26.495> over<00:27:26.880> the<00:27:27.265> course<00:27:27.650> of<00:27:28.035> the<00:27:28.420> eight<00:27:28.805> years<00:27:29.190> of<00:27:29.575> the<00:27:29.960> company.

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Uh,<00:27:31.343> and<00:27:31.606> now<00:27:31.869> is<00:27:32.132> sort<00:27:32.395> of<00:27:32.658> now<00:27:32.922> is<00:27:33.185> the<00:27:33.448> time<00:27:33.711> when<00:27:33.974> it's<00:27:34.237> pedal<00:27:34.500> to<00:27:34.763> the<00:27:35.026> metal<00:27:35.289> to<00:27:35.552> get<00:27:35.815> ourselves<00:27:36.078> to<00:27:36.342> profitability,<00:27:36.605> probably<00:27:36.868> back<00:27:37.131> end<00:27:37.394> of<00:27:37.657> next<00:27:37.920> year.

00:27:38.680 --> 00:27:43.120
Uh,<00:27:38.969> and<00:27:39.257> that<00:27:39.546> will<00:27:39.834> open<00:27:40.123> up<00:27:40.411> a<00:27:40.700> whole<00:27:40.989> heap<00:27:41.277> of<00:27:41.566> different<00:27:41.854> opportunities<00:27:42.143> on<00:27:42.431> our<00:27:42.720> side.

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Again,<00:27:43.531> um,<00:27:43.942> it's<00:27:44.353> all<00:27:44.764> based<00:27:45.175> on<00:27:45.585> those<00:27:45.996> early<00:27:46.407> years<00:27:46.818> and<00:27:47.229> really<00:27:47.640> those<00:27:48.051> relationships,<00:27:48.462> but<00:27:48.873> we<00:27:49.284> wouldn't<00:27:49.695> be<00:27:50.105> where<00:27:50.516> we<00:27:50.927> are<00:27:51.338> today,<00:27:51.749> also,<00:27:52.160> if

00:27:52.360 --> 00:27:58.800
the<00:27:52.480> brand<00:27:52.960> that<00:27:53.080> we'd<00:27:53.280> had<00:27:53.840> in<00:27:54.040> working<00:27:54.520> for<00:27:54.640> the<00:27:54.720> companies<00:27:55.280> we'd<00:27:55.480> worked<00:27:56.280> didn't<00:27:56.640> resonate<00:27:57.200> with<00:27:57.320> the<00:27:57.400> world's<00:27:57.800> biggest<00:27:58.160> companies.

00:27:58.800 --> 00:28:07.520
Cuz<00:27:59.080> you<00:27:59.200> could<00:27:59.360> argue<00:28:00.400> what<00:28:00.560> on<00:28:00.720> earth<00:28:00.960> is<00:28:01.080> a<00:28:01.120> company<00:28:01.480> like<00:28:01.680> American<00:28:02.080> Express<00:28:02.680> or<00:28:02.800> Visa<00:28:03.120> or<00:28:03.200> MasterCard<00:28:04.480> or<00:28:04.760> the<00:28:04.840> likes<00:28:05.080> of<00:28:05.240> PNC<00:28:05.880> who<00:28:06.000> we<00:28:06.120> just<00:28:06.440> effectively<00:28:07.360> went

00:28:07.520 --> 00:28:11.560
and<00:28:07.840> signed,<00:28:08.160> why<00:28:08.480> would<00:28:08.800> they<00:28:09.120> choose<00:28:09.440> a<00:28:09.760> small<00:28:10.080> company<00:28:10.400> at<00:28:10.720> the<00:28:11.040> time?

00:28:11.560 --> 00:28:15.000
Like<00:28:11.804> you<00:28:12.047> could<00:28:12.291> be<00:28:12.535> anywhere<00:28:12.778> from<00:28:13.022> 10<00:28:13.265> to<00:28:13.509> 15<00:28:13.753> to<00:28:13.996> 20<00:28:14.240> employees.

00:28:15.000 --> 00:28:19.960
Why<00:28:15.160> would<00:28:15.320> they<00:28:15.440> go<00:28:15.640> there?<00:28:16.520> And<00:28:16.640> they<00:28:16.760> only<00:28:17.040> go<00:28:17.280> there<00:28:17.920> cuz<00:28:18.080> you<00:28:18.160> have<00:28:18.320> some<00:28:18.480> credibility.

00:28:19.960 --> 00:28:22.840
Right?<00:28:20.200> And<00:28:20.320> I<00:28:20.360> think<00:28:20.600> that's<00:28:20.840> kind<00:28:21.120> of<00:28:21.240> where<00:28:21.720> the<00:28:21.880> importance<00:28:22.440> is<00:28:22.600> there.

00:28:22.840 --> 00:28:30.800
And<00:28:22.960> that's<00:28:23.080> the<00:28:23.160> benefit<00:28:23.560> in<00:28:23.640> a<00:28:23.680> way<00:28:23.880> of<00:28:24.000> starting<00:28:24.320> a<00:28:24.400> business<00:28:24.760> when<00:28:24.880> you're<00:28:25.000> older<00:28:25.920> is<00:28:26.040> you<00:28:26.240> have<00:28:26.560> a<00:28:26.600> track<00:28:26.960> record<00:28:28.080> and<00:28:28.200> you're<00:28:28.320> able<00:28:28.520> to<00:28:28.680> lean<00:28:29.000> pretty<00:28:29.240> hard<00:28:29.720> on<00:28:29.960> it.

00:28:30.800 --> 00:28:33.960
Right?<00:28:31.000> And<00:28:31.120> for<00:28:31.240> people<00:28:31.480> to<00:28:31.600> realize,<00:28:31.960> no,<00:28:32.160> these<00:28:32.400> people<00:28:32.680> won't<00:28:32.920> be<00:28:33.000> letting<00:28:33.240> us<00:28:33.360> down,<00:28:33.720> right?

00:28:33.960 --> 00:28:42.160
We<00:28:34.040> know<00:28:34.200> how<00:28:34.320> they<00:28:34.480> work.<00:28:34.880> We<00:28:34.960> know<00:28:35.120> how<00:28:35.200> they're<00:28:35.360> focused.<00:28:35.880> So,<00:28:36.800> that<00:28:36.960> you<00:28:37.040> know,<00:28:37.400> none<00:28:37.600> of<00:28:37.640> this<00:28:37.840> happens<00:28:38.480> without<00:28:38.760> those<00:28:38.960> relationships<00:28:39.560> actually<00:28:39.840> being<00:28:40.080> in<00:28:40.160> place.

00:28:42.160 --> 00:28:44.040
Andrew,<00:28:43.040> uh,<00:28:43.160> thank<00:28:43.440> you<00:28:43.520> so<00:28:43.720> much.

00:28:44.040 --> 00:28:46.920
What<00:28:44.200> an<00:28:44.280> incredible<00:28:44.760> company<00:28:45.120> you've<00:28:45.320> built.<00:28:45.640> Thanks<00:28:45.800> for<00:28:45.920> spending<00:28:46.200> some<00:28:46.360> time<00:28:46.600> with<00:28:46.760> us.

00:28:46.920 --> 00:28:53.120
We<00:28:47.040> should<00:28:47.240> check<00:28:47.600> in<00:28:48.160> again<00:28:48.560> in<00:28:48.640> a<00:28:48.680> year<00:28:48.960> or<00:28:49.040> so<00:28:49.280> and<00:28:49.400> see<00:28:49.520> how<00:28:49.640> things<00:28:49.880> are<00:28:49.960> going,<00:28:50.280> but<00:28:50.800> really<00:28:51.040> appreciate<00:28:51.480> you<00:28:51.560> coming<00:28:51.760> on<00:28:51.840> the<00:28:51.920> show.

00:28:53.120 --> 00:28:57.200
No,<00:28:53.360> Clint,<00:28:53.640> thanks<00:28:53.840> for<00:28:53.960> having<00:28:54.120> me<00:28:54.200> on<00:28:54.280> the<00:28:54.320> show.<00:28:54.600> Really<00:28:54.800> appreciate<00:28:55.200> it.

```