Larry Gadea would like every CEO to stop saying "strongly recommended"

In 2013, Larry Gadea wanted Marc Benioff's money. He did not know Marc Benioff.

He did know Yishan Wong, who liked what Envoy was doing and introduced him to Jeremy Stoppelman at Yelp. Gadea had read somewhere that Benioff mentored Stoppelman.

"I'm like, 'You know, Marc, I saw an article that said you were mentored by him, so you know the guy, right?' And he's like, 'Yes.' And then I'm like, 'I want the intro,'" Gadea told the CEO.com Podcast. Stoppelman made the introduction. Benioff wrote a check.

Gadea then tried the same move on Elon Musk, whose company was already an Envoy customer. "After trying to beg, he stopped answering my email. So that's typical."

This is how Gadea, a former Google and Twitter backend engineer, raised the first money for a company that sold iPads to office lobbies. He spent years hearing people say, "If you ever start something, let me know," and he wrote down every one of those names. When he left Twitter with what he calls "the terrible idea to start a company," he called the list. The $1.15 million seed round was mostly angels, and he wanted them for a specific reason. "I really just wanted them to tweet every time we launch a new product, because I know how hard it is to get press."

The product replaced the paper sign-in book. It spread because visitors signed in on it at one company, remembered it, and brought it to their own. By mid-2015 Envoy had registered a million visitors across a thousand offices and raised $15 million from Andreessen Horowitz, still without a sales team. Menlo Ventures led a $43 million Series B in 2018. Then the pandemic closed every office Envoy served.

"At first, it was terrifying. Let's just be very clear here," Gadea said. "We built a visitor product, okay? Everybody's locked out of their offices because they have to be at home, because there's a global pandemic going on. That's not great for business. I can tell you that, for sure."

What saved the company was that some people had to go back. Bad wifi, construction next door, roommates, kids. Offices could reopen with limits, but only if someone tracked who sat where and who had been in which meeting room. Envoy built that. Desk booking to keep people apart. Room scheduling that doubled as contact tracing. Health screening. When hybrid schedules replaced lockdowns, those same tools became the way companies found out whether anyone was using the buildings they were paying for. In January 2022, Brookfield Growth, the investing arm of one of the world's largest real estate owners, led a $111 million round at a $1.4 billion valuation.

So Gadea now runs a company whose entire business is the question every CEO has been dodging for three years, and he has watched thousands of customers try every possible answer. His conclusion is not that any one answer is right. It is that hedging is wrong.

"You want people in five days a week? Great. You want people in zero days? Great. Say that. You want people in six days? Freaking tell them that, so they know to make their decisions about, if they did, that is the place for them," he said. "All this strongly recommended and suggested and all this kind of stuff confuses people like crazy, just needs to stop."

He is not neutral himself. Inside Envoy, "working remotely is a privilege, not a right." He does not frame that as a control issue. He frames it as a talent issue. Remote work runs on people who over-communicate, write everything down, pass it on, make sure it was acted on, and follow up. "Most people are not anywhere near that level of ability when it comes to communication, when it comes to follow-through and accountability," he said. "Asking the whole world to be great communicators is a lost cause. I would love the idea, don't get me wrong, but it's very, very hard."

He also thinks the debate flatters the people having it. "Fun fact, 60 percent of people never left the workplace in the pandemic," he said. Retail, manufacturing, anyone with clients in a room. "You can't use Zoom, you can't use any kind of video, you can't do just paperwork, you're going to have to do it in person."

For the rest, he expected hybrid to hold as a compromise nobody loves. "You're always going to win off a compromise. Neither side is going to be fully happy, but it's good enough." He predicted the three-day standard would slide toward four or five, with finance departments doing the pushing.

The conversation took place in a downturn, and Gadea talked about it the way some people talk about cold showers.

"Just a few years ago, companies were able to get away with some of the most ridiculous things, and it worked, and they got money, and it kept going," he said. "But now, it really brings it down to the merit of the software, what's a need versus a want." He included himself. "Before, we could get away with a lot of very halfway things that probably shouldn't have been successful but were. Now we have to be good at what we're doing. So I like that a lot, because it gets the most out of everyone, and then it especially includes myself."

Asked about going public: "Would love to, but not in this market. No." He called the SPAC wave a rerun of 1999, companies "not mature nor predictable nor ready" that got "pushed too much to the big win," and said the market got what it deserved.

The CEO.com Podcast ends every conversation with the same question, on the theory that the chances one gives are just as important as the chances one takes. Gadea said there is a level above that: someone gives you a chance, you blow it, and they give you another one.

His answer was Matt Murphy, the Menlo Ventures partner who led Envoy's Series B. Gadea calls him about departing executives and bad quarters and gets the same response every time. "He's like, 'Oh, this is the one you've been talking about for the last six months.' It's like, 'Yeah, but it's different this time.' He's like, 'No, it's not. It's always like this. It's fine. Don't worry about it. Stop freaking out so much. This is totally normal. And here's the people I know.'"

"It's really cool when somebody can have your back, despite them knowing this is going to screw up their investment for the next however long."

00:00:00 Introducing Larry Gadea and Envoy
00:02:45 How the Pandemic Reshaped Envoy's Products
00:07:03 Business Growth Amid Economic Headwinds
00:09:38 Hybrid Work and the Future of Offices
00:14:50 Inside the Envoy Deliveries Product
00:16:47 Envoy's Fundraising Journey and Investors
00:20:22 Efficiency, IPOs, and Public Market Realities
00:23:53 Pitching Investors and Early Growth Tactics
00:28:52 Lessons from Working at Twitter
00:31:11 Elon Musk's Bold Leadership at Twitter
00:36:40 Silicon Valley's Value and the Startup Ecosystem
00:40:30 AI's Role in Optimizing Workplaces
00:44:03 Crediting the Investor Who Changed His Life

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Larry,<00:00:10.138> thank<00:00:10.378> you<00:00:10.603> so<00:00:10.956> much<00:00:11.260> for<00:00:11.565> coming<00:00:11.886> on<00:00:12.367> and<00:00:12.463> talking<00:00:12.865> with<00:00:13.025> us<00:00:13.169> today.

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Yeah.

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Because<00:02:51.720> now<00:02:52.202> everybody's<00:02:52.603> kind<00:02:52.924> of<00:02:53.418> I<00:02:53.438> mean,<00:02:53.742> it's<00:02:53.839> like<00:02:53.983> this<00:02:54.207> horrible<00:02:54.464> thing,<00:02:54.768> of<00:02:54.865> course,<00:02:55.025> right?

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Like,<00:02:55.410> I<00:02:55.426> don't<00:02:55.554> want<00:02:55.730> to<00:02:55.826> dismiss<00:02:56.227> that,<00:02:56.452> but,<00:02:57.173> um,<00:02:57.413> for<00:02:57.974> Envoy,<00:02:58.616> it<00:02:58.712> puts<00:02:59.097> at<00:02:59.273> the<00:02:59.433> front<00:02:59.754> of<00:02:59.898> the<00:02:59.978> conversation<00:03:01.581> that<00:03:02.799> whole<00:03:03.040> idea<00:03:03.585> of<00:03:03.841> what<00:03:04.066> workplaces<00:03:04.659> are<00:03:04.787> going<00:03:04.915> to<00:03:05.028> be<00:03:05.204> like<00:03:05.461> in<00:03:05.541> the<00:03:05.669> future,<00:03:06.246> how<00:03:06.406> we're<00:03:06.486> going<00:03:06.599> to<00:03:06.727> work<00:03:06.967> in<00:03:07.047> the<00:03:07.128> future.

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So<00:03:08.154> how<00:03:08.330> did<00:03:08.554> that,<00:03:09.099> how<00:03:09.212> did<00:03:09.356> that,<00:03:10.334> you<00:03:10.430> know,<00:03:10.574> kind<00:03:10.750> of<00:03:10.895> being<00:03:11.215> in<00:03:11.456> the<00:03:11.760> conversation<00:03:12.658> in<00:03:12.882> business<00:03:13.924> all<00:03:14.005> of<00:03:14.085> a<00:03:14.117> sudden<00:03:14.502> one<00:03:14.726> day,<00:03:15.223> how,<00:03:15.527> what<00:03:15.624> was<00:03:15.768> that<00:03:15.928> like?

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Well,<00:03:17.387> at<00:03:17.467> first<00:03:17.804> it<00:03:17.868> was<00:03:18.092> terrifying.

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Let's<00:03:18.958> just<00:03:19.070> be<00:03:19.230> very<00:03:19.471> clear<00:03:19.791> here.

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Like,<00:03:20.577> you<00:03:20.673> get<00:03:20.914> this<00:03:21.218> world<00:03:21.555> where<00:03:22.116> we<00:03:22.260> built<00:03:22.436> a<00:03:22.517> visitor<00:03:22.901> product,<00:03:23.238> okay?

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Everybody's<00:03:24.360> locked<00:03:24.745> out<00:03:24.841> of<00:03:24.905> their<00:03:25.146> offices<00:03:25.403> because<00:03:25.563> they<00:03:25.627> have<00:03:25.788> to<00:03:25.884> be<00:03:25.965> at<00:03:26.045> home<00:03:26.222> because<00:03:26.447> there's<00:03:26.672> a<00:03:26.768> global<00:03:27.234> pandemic<00:03:27.732> going<00:03:28.037> on.

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That's<00:03:28.952> not<00:03:29.242> great.

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That's<00:03:29.900> not<00:03:30.061> great<00:03:30.366> for<00:03:30.527> business.

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I<00:03:30.944> can<00:03:31.105> tell<00:03:31.282> you<00:03:31.410> that<00:03:31.587> for<00:03:31.747> sure.

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Basically,<00:03:32.567> cities<00:03:33.016> would<00:03:33.113> say,<00:03:33.418> hey,<00:03:33.530> you're<00:03:33.611> not<00:03:33.739> allowed<00:03:34.141> any<00:03:34.382> people<00:03:34.655> inside<00:03:35.104> your<00:03:35.265> office.

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That<00:03:36.663> includes<00:03:37.048> visitors.

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And<00:03:38.574> then<00:03:38.799> it's<00:03:39.281> kind<00:03:39.457> of<00:03:39.570> like<00:03:39.779> it<00:03:39.859> was<00:03:40.084> a<00:03:40.164> little—<00:03:40.357> at<00:03:40.502> first<00:03:40.742> we<00:03:40.823> were<00:03:40.983> just<00:03:41.144> kind<00:03:41.305> of<00:03:41.369> like,<00:03:41.546> because<00:03:41.867> everybody<00:03:42.268> was<00:03:42.429> in<00:03:42.574> this<00:03:42.734> kind<00:03:42.847> of<00:03:42.975> loop<00:03:43.248> of<00:03:43.377> like,<00:03:43.505> oh<00:03:43.537> yeah,<00:03:43.634> we're<00:03:43.891> all<00:03:44.116> going<00:03:44.373> back<00:03:44.678> in<00:03:44.822> like<00:03:45.079> 2<00:03:45.240> weeks.

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Oh<00:03:45.642> yeah,<00:03:45.706> we're<00:03:45.947> all<00:03:45.979> going<00:03:46.204> back<00:03:46.509> in<00:03:46.589> like<00:03:46.766> a<00:03:46.830> couple<00:03:47.071> of<00:03:47.151> months.

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Oh<00:03:47.890> yeah,<00:03:48.115> well,<00:03:48.613> when<00:03:48.774> school<00:03:49.175> starts<00:03:49.577> again,<00:03:49.882> of<00:03:50.043> course<00:03:50.380> the<00:03:50.460> kids<00:03:50.750> go<00:03:50.878> to<00:03:50.958> school<00:03:51.905> and<00:03:52.050> the<00:03:52.210> parents<00:03:52.548> go<00:03:52.692> to<00:03:52.853> work.

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And<00:03:53.414> it's<00:03:53.527> like<00:03:54.057> all<00:03:54.153> these<00:03:54.538> things<00:03:54.940> that<00:03:55.116> like<00:03:55.357> absolutely<00:03:56.144> are<00:03:56.176> not<00:03:56.722> one<00:03:56.946> and<00:03:57.107> one.

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It<00:03:57.524> was<00:03:57.685> just<00:03:57.910> kind<00:03:58.070> of<00:03:58.150> this<00:03:58.311> combo<00:03:58.664> that<00:03:58.809> people<00:03:59.066> made<00:03:59.354> up.

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That's<00:04:00.559> kind<00:04:00.719> of<00:04:00.799> how<00:04:00.976> it<00:04:01.201> ended<00:04:01.522> up.

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And<00:04:02.485> it<00:04:02.581> just<00:04:02.726> kept<00:04:02.983> on<00:04:03.143> going.

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It's<00:04:03.689> like,<00:04:03.866> oh,<00:04:04.026> hey,<00:04:04.347> yeah,<00:04:04.588> no,<00:04:04.845> there's<00:04:05.006> no<00:04:05.150> vaccine.

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Oh,<00:04:06.033> there's<00:04:06.258> no—<00:04:06.418> now<00:04:06.515> there<00:04:06.691> is<00:04:06.836> a<00:04:06.852> vaccine,<00:04:07.462> but<00:04:07.558> like<00:04:07.719> some<00:04:07.863> people<00:04:08.088> are<00:04:08.120> concerned<00:04:08.602> and<00:04:08.698> it's<00:04:08.907> not<00:04:09.083> for<00:04:09.244> people<00:04:09.469> under<00:04:09.645> 5.

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And<00:04:10.929> so<00:04:11.090> basically<00:04:11.732> what<00:04:11.877> happened<00:04:12.358> is<00:04:12.840> we<00:04:13.000> had<00:04:13.161> to<00:04:13.257> rethink<00:04:13.739> our<00:04:13.819> entire<00:04:14.221> business<00:04:14.622> model<00:04:14.975> because<00:04:15.184> the<00:04:15.344> visitors<00:04:15.890> piece<00:04:16.147> was<00:04:16.308> not<00:04:16.468> going<00:04:16.580> to<00:04:16.709> work.

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What<00:04:17.736> we<00:04:17.832> noticed<00:04:18.136> is<00:04:18.217> our<00:04:18.313> customers<00:04:18.938> were<00:04:19.338> very<00:04:19.675> clear<00:04:19.995> about,<00:04:20.796> we<00:04:20.957> want<00:04:21.101> to<00:04:21.181> get<00:04:21.293> some<00:04:21.598> employees<00:04:22.078> back<00:04:22.303> because<00:04:22.559> some<00:04:22.799> people<00:04:23.040> just<00:04:23.280> do<00:04:23.376> not<00:04:23.585> have<00:04:23.761> the<00:04:23.841> choice.

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They<00:04:24.306> have<00:04:24.482> really<00:04:24.722> bad<00:04:24.963> Wi-Fi.

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They<00:04:26.084> have<00:04:26.389> like<00:04:26.629> construction<00:04:27.366> going<00:04:27.671> on<00:04:27.783> in<00:04:27.911> the<00:04:28.007> neighbor<00:04:28.648> beside<00:04:29.433> them.

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They<00:04:30.347> don't<00:04:30.651> want<00:04:30.875> to<00:04:30.971> be<00:04:31.132> at<00:04:31.276> home<00:04:31.596> for<00:04:31.837> whatever<00:04:32.173> reason,<00:04:32.638> be<00:04:32.894> it<00:04:33.535> just<00:04:33.776> like<00:04:34.176> a<00:04:34.240> noise<00:04:34.817> or<00:04:35.442> kids<00:04:35.682> running<00:04:35.939> around<00:04:36.323> when<00:04:36.420> they<00:04:36.580> don't<00:04:36.868> want<00:04:37.044> that,<00:04:37.381> or<00:04:38.022> just<00:04:38.326> stuff<00:04:38.503> going<00:04:38.807> on<00:04:38.903> at<00:04:39.047> home<00:04:39.304> or<00:04:39.544> lots<00:04:39.785> of<00:04:40.009> roommate<00:04:40.409> situations.

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People<00:04:41.707> wanted<00:04:42.589> to<00:04:42.909> not<00:04:43.230> have<00:04:43.550> to<00:04:43.694> be<00:04:43.855> at<00:04:44.015> home.

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So<00:04:44.672> they,<00:04:45.458> the<00:04:45.699> offices<00:04:46.116> were<00:04:46.196> like,<00:04:46.421> well,<00:04:46.501> we<00:04:46.597> got<00:04:46.758> offices<00:04:47.239> open.

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It's<00:04:47.785> just,<00:04:47.961> we<00:04:48.042> can't<00:04:48.202> have<00:04:48.346> that<00:04:48.443> many<00:04:48.683> people.

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They<00:04:49.566> had<00:04:49.710> to<00:04:49.742> keep<00:04:49.951> track<00:04:50.208> of<00:04:50.288> people.

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Are<00:04:50.914> you,<00:04:51.876> have<00:04:52.037> you<00:04:52.133> been<00:04:52.294> near<00:04:52.454> someone<00:04:52.839> that's<00:04:53.096> sick?

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Have<00:04:53.641> you<00:04:53.818> been,<00:04:54.123> have<00:04:54.283> you<00:04:54.379> had<00:04:54.684> COVID?

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Do<00:04:55.021> you<00:04:55.166> have<00:04:55.342> COVID<00:04:55.663> now?

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And<00:04:57.027> then<00:04:57.187> if<00:04:57.348> there's<00:04:57.572> like<00:04:57.685> an<00:04:57.813> outbreak<00:04:58.166> or<00:04:58.214> something<00:04:58.551> going<00:04:58.792> on<00:04:58.856> in<00:04:58.888> their<00:04:59.033> office,<00:04:59.354> they<00:04:59.402> wanted<00:04:59.610> to<00:04:59.979> know,<00:05:00.798> all<00:05:00.894> right,<00:05:01.119> who<00:05:01.263> was<00:05:01.423> this<00:05:01.520> person<00:05:01.921> near?

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Who<00:05:02.306> did<00:05:02.402> they<00:05:02.563> sit<00:05:02.883> near?

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Which<00:05:03.606> meeting<00:05:03.910> rooms<00:05:04.119> did<00:05:04.247> they<00:05:04.392> go<00:05:04.568> to?

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And<00:05:05.371> that's<00:05:05.691> literally<00:05:06.157> how<00:05:06.237> our<00:05:06.558> product<00:05:06.815> suite<00:05:07.119> started<00:05:07.440> getting<00:05:07.681> built.

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We<00:05:08.018> built<00:05:08.194> a<00:05:08.339> desking<00:05:08.740> product<00:05:09.446> that<00:05:09.510> was<00:05:09.623> designed<00:05:10.024> to<00:05:10.120> know<00:05:10.746> exact<00:05:11.291> desks<00:05:11.612> where<00:05:11.708> people<00:05:12.094> were<00:05:12.254> going.

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But<00:05:13.152> to<00:05:13.633> get<00:05:13.874> them<00:05:14.050> separated<00:05:14.756> from<00:05:14.980> each<00:05:15.156> other<00:05:15.333> so<00:05:15.557> they<00:05:15.637> don't<00:05:15.814> infect<00:05:16.199> each<00:05:16.423> other.

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And<00:05:17.161> then<00:05:17.321> there<00:05:17.417> was<00:05:17.626> like<00:05:17.786> the<00:05:17.866> meeting<00:05:18.187> rooms,<00:05:18.524> and<00:05:18.620> if<00:05:18.748> they<00:05:18.924> went<00:05:19.165> to<00:05:19.325> a<00:05:19.405> certain<00:05:19.790> meeting<00:05:20.031> room,<00:05:20.287> we<00:05:20.432> would<00:05:20.672> like—<00:05:20.849> that<00:05:20.993> we<00:05:21.025> have<00:05:21.105> software<00:05:21.554> to<00:05:21.650> like<00:05:21.730> keep<00:05:21.891> track<00:05:22.147> of<00:05:22.211> that,<00:05:22.853> and<00:05:22.997> then<00:05:23.398> it<00:05:23.478> would<00:05:23.574> get<00:05:23.735> analytics<00:05:24.296> and<00:05:24.376> all<00:05:24.456> that.

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But<00:05:24.761> it's<00:05:24.921> also<00:05:25.242> useful<00:05:25.562> for<00:05:25.659> contact<00:05:26.124> tracing<00:05:26.685> if<00:05:26.861> they<00:05:27.022> were<00:05:27.406> all<00:05:27.663> in<00:05:27.807> a<00:05:27.839> meeting<00:05:28.224> room<00:05:28.545> together.

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So<00:05:29.828> this<00:05:30.052> is<00:05:30.212> how<00:05:30.405> the<00:05:30.549> product<00:05:30.886> suite<00:05:31.335> kind<00:05:31.527> of<00:05:31.992> really<00:05:32.233> got<00:05:32.409> accelerated<00:05:33.195> from<00:05:33.355> what<00:05:33.499> we<00:05:33.595> wanted<00:05:33.916> in<00:05:33.996> the<00:05:34.141> past.

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And<00:05:34.718> now<00:05:34.974> it's<00:05:35.167> like,<00:05:35.664> okay,<00:05:35.904> this<00:05:36.081> is<00:05:36.145> like<00:05:36.321> a<00:05:36.401> whole<00:05:36.546> suite.

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And<00:05:37.604> then<00:05:38.149> as<00:05:38.470> the<00:05:38.566> pandemic<00:05:39.047> started<00:05:39.512> ending<00:05:39.849> and<00:05:39.993> it<00:05:40.073> was<00:05:40.250> more<00:05:40.474> about<00:05:40.811> like<00:05:41.292> Hey,<00:05:41.597> people<00:05:41.918> are,<00:05:42.319> are<00:05:42.480> now<00:05:42.720> just<00:05:42.961> hybrid<00:05:43.362> work,<00:05:43.635> and<00:05:43.780> like,<00:05:44.004> now<00:05:44.101> they<00:05:44.197> need<00:05:44.341> to<00:05:44.422> schedule<00:05:44.903> when<00:05:45.128> are<00:05:45.224> they<00:05:45.368> coming<00:05:45.625> together<00:05:46.652> and,<00:05:46.989> and<00:05:47.134> what<00:05:47.230> are<00:05:47.310> they<00:05:47.471> doing<00:05:47.856> together.

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Should<00:05:48.418> we<00:05:48.514> have<00:05:48.739> more<00:05:48.915> food?

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Should<00:05:49.477> we<00:05:49.557> have<00:05:49.718> more<00:05:49.862> parking?

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Do<00:05:51.002> we<00:05:51.227> have<00:05:51.499> a<00:05:51.564> meeting<00:05:51.868> room<00:05:52.061> for<00:05:52.286> all<00:05:52.366> the<00:05:52.510> people<00:05:52.767> together?

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So<00:05:53.810> the<00:05:53.891> product<00:05:54.212> suite<00:05:54.517> kind<00:05:54.677> of<00:05:54.757> ended<00:05:55.078> up<00:05:55.175> in<00:05:55.319> this<00:05:55.560> place<00:05:55.897> and<00:05:56.041> is<00:05:56.202> where<00:05:56.603> it<00:05:56.699> is<00:05:56.860> today,<00:05:57.582> where<00:05:57.646> it's<00:05:57.887> all<00:05:58.048> about<00:05:58.369> like<00:05:58.930> the<00:05:59.107> data,<00:05:59.588> the<00:05:59.829> analytics,<00:06:00.471> the<00:06:00.712> operations<00:06:01.819> of<00:06:02.156> multiple<00:06:02.814> workplaces,<00:06:03.360> because<00:06:03.745> companies<00:06:03.986> have<00:06:04.162> way<00:06:04.259> more<00:06:04.403> offices<00:06:04.804> now.

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And<00:06:05.703> it's<00:06:05.864> about<00:06:06.233> how<00:06:06.490> do<00:06:06.714> we<00:06:07.132> help<00:06:07.373> support<00:06:07.774> these<00:06:07.935> companies<00:06:08.400> that<00:06:08.561> are<00:06:08.818> very<00:06:09.059> distributed<00:06:09.621> now,<00:06:10.327> very<00:06:10.825> like<00:06:11.066> different<00:06:11.387> cultures<00:06:11.708> in<00:06:11.869> different<00:06:12.174> places.

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Some<00:06:13.619> offices<00:06:14.021> aren't<00:06:14.133> being<00:06:14.278> used<00:06:14.535> at<00:06:14.663> all.

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Why<00:06:15.081> do<00:06:15.306> they<00:06:15.643> pay<00:06:15.884> for<00:06:16.028> them?

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They<00:06:16.285> should<00:06:16.622> know<00:06:16.863> that<00:06:17.008> they're<00:06:17.104> not<00:06:17.329> being<00:06:17.474> used<00:06:17.714> at<00:06:17.795> all.

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There<00:06:19.095> isn't<00:06:19.336> consistency<00:06:20.204> in<00:06:20.300> a<00:06:20.380> lot<00:06:20.605> of<00:06:20.766> like,<00:06:21.328> are<00:06:21.488> you—<00:06:22.002> is<00:06:22.131> this<00:06:22.371> office<00:06:22.773> actually<00:06:23.110> being<00:06:23.271> used?

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Like,<00:06:24.154> are<00:06:24.234> people<00:06:24.620> in<00:06:25.118> 2<00:06:25.278> to<00:06:25.358> 3<00:06:25.599> days<00:06:25.840> a<00:06:25.920> week<00:06:26.386> or<00:06:26.483> are<00:06:26.627> they<00:06:26.804> in<00:06:27.350> 2<00:06:27.751> or<00:06:27.944> 3<00:06:28.169> days<00:06:28.490> a<00:06:28.570> week?

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And<00:06:29.453> people<00:06:29.759> don't<00:06:30.080> know.

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So<00:06:31.461> companies<00:06:31.798> are<00:06:31.862> spending<00:06:32.119> a<00:06:32.183> lot<00:06:32.360> of<00:06:32.408> money<00:06:32.729> on<00:06:32.890> these<00:06:33.131> things<00:06:33.789> and<00:06:34.191> they<00:06:34.335> don't<00:06:34.512> know<00:06:34.656> if<00:06:34.753> they're<00:06:34.913> getting<00:06:35.154> the<00:06:35.235> value<00:06:35.636> from<00:06:35.877> them<00:06:36.038> and<00:06:36.118> if<00:06:36.214> the<00:06:36.278> employees<00:06:36.680> like<00:06:36.985> it.

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And<00:06:37.579> then<00:06:37.724> when<00:06:37.804> they<00:06:37.949> want<00:06:38.190> the<00:06:38.254> employees<00:06:38.671> in,<00:06:39.105> is<00:06:39.234> it<00:06:39.330> actually<00:06:39.555> happening?

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Or<00:06:40.197> do<00:06:40.374> they—<00:06:41.482> is<00:06:41.739> words<00:06:41.980> like<00:06:42.157> strongly<00:06:42.703> recommended<00:06:43.586> effective<00:06:44.614> for<00:06:44.711> bringing<00:06:45.032> people<00:06:45.417> in?

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It's<00:06:46.493> not.

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But<00:06:46.943> like,<00:06:47.200> it's<00:06:48.067> these<00:06:48.324> kinds<00:06:48.646> of<00:06:48.790> things<00:06:49.031> that<00:06:49.127> these<00:06:49.288> companies<00:06:49.674> need<00:06:49.850> to<00:06:49.995> quantify,<00:06:51.039> and<00:06:51.135> they're<00:06:51.360> just<00:06:51.537> not<00:06:51.762> getting<00:06:52.002> the<00:06:52.099> help<00:06:52.259> that<00:06:52.420> they<00:06:52.516> need.

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So<00:06:52.982> that's<00:06:53.223> really<00:06:53.448> what<00:06:53.544> we're<00:06:53.769> about<00:06:54.010> right<00:06:54.123> now.

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It's<00:06:54.524> about<00:06:54.685> quantifying<00:06:55.552> the<00:06:56.098> operations<00:06:57.062> and<00:06:57.865> the<00:06:58.283> just<00:06:59.551> how<00:06:59.873> your<00:07:00.033> office<00:07:00.354> works<00:07:00.611> and<00:07:00.772> what<00:07:00.917> it<00:07:01.093> needs<00:07:01.880> and<00:07:02.041> making<00:07:02.378> the<00:07:02.442> best<00:07:02.619> experience<00:07:03.085> there.

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Have<00:07:03.743> you<00:07:03.823> seen<00:07:04.064> the<00:07:04.224> business<00:07:05.492> grow<00:07:06.230> and<00:07:06.390> the<00:07:06.470> need<00:07:06.871> for<00:07:07.032> your<00:07:07.192> product<00:07:07.593> grow<00:07:08.460> post-pandemic?

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I<00:07:09.438> know,<00:07:09.663> I<00:07:09.679> know<00:07:09.824> that<00:07:10.064> it's<00:07:10.160> still<00:07:10.465> kind<00:07:10.578> of<00:07:10.642> going.

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I<00:07:10.979> mean,<00:07:11.588> whatever,<00:07:12.005> right?

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But<00:07:12.407> like<00:07:13.129> kind<00:07:13.305> of<00:07:13.369> the<00:07:13.530> post-pandemic,<00:07:14.717> Joe<00:07:14.893> Biden<00:07:15.214> says<00:07:15.455> it's<00:07:15.615> over,<00:07:15.936> so<00:07:16.161> we'll<00:07:16.353> say<00:07:16.594> it's<00:07:16.803> over.

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Have<00:07:18.567> you<00:07:18.744> seen<00:07:19.546> anything<00:07:21.712> where<00:07:22.033> it<00:07:22.129> slowed<00:07:22.514> down<00:07:22.851> or<00:07:22.915> has<00:07:23.076> it<00:07:23.220> only<00:07:23.397> accelerated<00:07:24.054> your<00:07:24.263> business?

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Yeah,<00:07:25.723> it's<00:07:25.867> always<00:07:26.108> complicated.

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Like,<00:07:26.926> so<00:07:27.167> first<00:07:27.408> of<00:07:27.552> all,<00:07:27.648> every<00:07:27.809> company<00:07:28.194> right<00:07:28.370> now,<00:07:28.691> basically<00:07:29.172> every<00:07:29.333> company<00:07:30.135> is<00:07:30.199> seeing<00:07:30.536> some<00:07:30.857> kind<00:07:31.162> of<00:07:31.242> headwinds<00:07:31.659> of<00:07:31.755> some<00:07:32.060> form.

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Especially<00:07:33.087> in<00:07:33.184> B2B,<00:07:33.826> like<00:07:34.131> everyone's<00:07:34.612> trying<00:07:34.869> to<00:07:35.030> cut<00:07:35.431> everything.

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So<00:07:35.993> that<00:07:36.218> is<00:07:36.378> just<00:07:36.619> like<00:07:36.812> the<00:07:36.940> status<00:07:37.341> quo.

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I<00:07:38.080> think<00:07:38.256> it's<00:07:38.401> the<00:07:38.561> right<00:07:38.866> kind<00:07:39.123> of<00:07:39.284> the<00:07:39.428> way<00:07:39.589> the<00:07:39.830> world<00:07:40.070> should<00:07:40.327> be<00:07:40.472> operating.

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I<00:07:40.969> thought<00:07:41.066> it<00:07:41.130> was<00:07:41.226> a<00:07:41.242> little<00:07:41.531> too<00:07:41.756> easy<00:07:42.414> just<00:07:42.815> a<00:07:42.880> few<00:07:43.120> years<00:07:43.361> ago.

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Like<00:07:43.811> companies<00:07:44.244> were<00:07:44.405> able<00:07:44.501> to<00:07:44.581> get<00:07:44.758> away<00:07:45.047> with<00:07:45.207> some<00:07:45.368> of<00:07:45.448> the<00:07:45.528> most<00:07:45.705> ridiculous<00:07:46.267> of<00:07:46.427> things<00:07:47.695> and<00:07:48.016> it<00:07:48.257> worked<00:07:48.530> and<00:07:48.610> they<00:07:48.755> got<00:07:48.915> money<00:07:49.236> and<00:07:49.317> it<00:07:49.477> kept<00:07:49.718> going.

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But<00:07:50.601> now<00:07:50.778> it<00:07:50.906> really<00:07:51.147> brings<00:07:51.339> it<00:07:51.468> down<00:07:51.580> to<00:07:51.644> the<00:07:51.757> merit<00:07:52.190> of<00:07:52.848> the<00:07:52.929> software.

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What's<00:07:53.587> a<00:07:53.651> need<00:07:53.972> versus<00:07:54.309> a<00:07:54.438> want?

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But<00:07:55.882> our<00:07:55.979> company,<00:07:56.605> here's<00:07:56.765> the<00:07:56.862> thing,<00:07:57.022> like<00:07:57.247> we're<00:07:57.423> building.

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So<00:07:58.611> we<00:07:58.788> try<00:07:58.948> to<00:07:59.045> stay<00:07:59.655> as<00:07:59.896> like<00:08:00.313> in<00:08:00.538> the<00:08:01.116> hot<00:08:01.437> area<00:08:01.982> of<00:08:02.143> like<00:08:02.400> what<00:08:02.576> is<00:08:02.962> what<00:08:03.122> is<00:08:03.267> needed<00:08:03.668> for<00:08:04.149> workplaces.

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And<00:08:05.369> some<00:08:05.610> companies<00:08:06.011> are<00:08:06.155> really<00:08:06.492> into<00:08:06.813> it,<00:08:06.958> and<00:08:07.054> they<00:08:07.214> really<00:08:07.535> want<00:08:07.760> to<00:08:07.920> have<00:08:08.177> the<00:08:08.338> desking,<00:08:08.739> the<00:08:08.883> meeting<00:08:09.124> rooms,<00:08:09.541> the<00:08:09.638> space<00:08:10.087> management,<00:08:10.649> the<00:08:10.809> parking,<00:08:11.146> the<00:08:11.371> all<00:08:11.403> that<00:08:11.628> stuff.

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And<00:08:12.510> some<00:08:12.671> companies<00:08:13.072> are<00:08:13.297> fully<00:08:13.553> remote<00:08:13.874> now,<00:08:14.340> and<00:08:14.436> they<00:08:14.516> want<00:08:14.661> to<00:08:14.693> stay<00:08:14.918> that<00:08:15.142> way.

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We<00:08:15.961> see<00:08:16.185> a<00:08:16.201> future<00:08:16.587> where<00:08:16.683> there's<00:08:16.843> going<00:08:16.988> to<00:08:17.068> be<00:08:17.164> both<00:08:17.469> camps,<00:08:18.031> um,<00:08:18.272> and<00:08:18.544> especially<00:08:18.930> this<00:08:19.074> hybrid<00:08:19.411> camp.

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Um,<00:08:20.518> but<00:08:20.695> net-net,<00:08:21.240> I<00:08:21.273> mean,<00:08:21.561> we<00:08:21.722> raised<00:08:22.059> last<00:08:22.476> year,<00:08:23.006> um,<00:08:23.247> it's<00:08:23.407> like<00:08:23.503> $111<00:08:24.145> million,<00:08:25.253> and<00:08:25.365> it<00:08:25.509> was<00:08:25.750> done,<00:08:26.617> uh,<00:08:26.713> because<00:08:27.098> of<00:08:27.194> the<00:08:27.275> growth.

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And,<00:08:28.462> uh,<00:08:28.719> and<00:08:28.815> it<00:08:28.879> was<00:08:29.056> not<00:08:29.281> like<00:08:29.746> future<00:08:30.227> growth,<00:08:30.467> there's<00:08:30.643> just<00:08:30.948> a<00:08:31.124> lot<00:08:31.381> of<00:08:31.525> growth<00:08:31.829> of<00:08:31.926> companies<00:08:32.487> needing<00:08:32.968> ways<00:08:33.288> to<00:08:33.416> measure<00:08:33.689> things.

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And<00:08:34.650> then<00:08:34.891> these<00:08:35.211> days<00:08:35.596> it<00:08:35.692> really<00:08:36.093> is<00:08:36.253> about<00:08:36.574> like<00:08:36.734> the<00:08:36.894> growth<00:08:37.199> happens<00:08:37.536> because<00:08:37.872> of<00:08:38.016> the<00:08:38.097> measurement.

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So<00:08:39.283> I<00:08:39.363> would<00:08:39.523> say<00:08:39.764> things<00:08:39.956> are<00:08:40.020> pretty<00:08:40.341> good,<00:08:40.645> but<00:08:40.805> I<00:08:40.902> would<00:08:40.982> also<00:08:41.222> say<00:08:41.527> like,<00:08:42.024> I<00:08:42.168> kind<00:08:42.328> of<00:08:42.408> wish<00:08:42.665> this<00:08:42.889> whole<00:08:43.226> economy<00:08:43.867> thing<00:08:44.107> wasn't<00:08:44.348> going<00:08:44.732> on<00:08:45.133> as,<00:08:45.454> as<00:08:45.614> I<00:08:45.694> think<00:08:45.854> everyone<00:08:46.271> does,<00:08:46.992> because<00:08:47.377> it<00:08:47.537> really<00:08:47.874> is<00:08:48.098> making<00:08:48.355> things<00:08:48.531> a<00:08:48.595> lot<00:08:48.755> tougher.

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But<00:08:49.974> it's,<00:08:50.262> we're<00:08:50.358> getting<00:08:50.535> adapted<00:08:51.015> and<00:08:51.144> I<00:08:51.240> think<00:08:51.384> that<00:08:51.480> that's<00:08:51.721> the<00:08:51.801> best<00:08:52.105> part.

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Like<00:08:52.843> we're<00:08:52.987> really<00:08:53.227> getting<00:08:53.548> good<00:08:53.788> at<00:08:53.868> what<00:08:54.045> we<00:08:54.205> do<00:08:55.087> versus<00:08:55.407> before<00:08:55.728> we<00:08:55.808> could<00:08:55.968> get<00:08:56.112> away<00:08:56.353> with<00:08:56.529> a<00:08:56.673> lot<00:08:56.866> of<00:08:57.074> very<00:08:57.475> like<00:08:57.972> halfway<00:08:58.598> things<00:08:59.096> that<00:08:59.417> probably<00:08:59.738> shouldn't<00:09:00.027> have<00:09:00.123> been<00:09:00.284> successful<00:09:00.782> but<00:09:00.926> were.

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Now<00:09:01.649> we<00:09:01.745> got<00:09:01.858> to<00:09:01.906> be<00:09:02.050> good<00:09:02.227> at<00:09:02.371> what<00:09:02.468> we're<00:09:02.693> doing.

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So<00:09:03.094> I<00:09:03.255> like<00:09:03.415> that<00:09:03.527> a<00:09:03.656> lot<00:09:03.704> because<00:09:03.993> it<00:09:04.154> just,<00:09:04.459> it<00:09:04.700> gets<00:09:04.860> the<00:09:04.940> most<00:09:05.133> out<00:09:05.197> of<00:09:05.358> everyone,<00:09:06.080> and<00:09:06.145> then<00:09:06.241> it<00:09:06.386> especially<00:09:06.707> includes<00:09:07.044> myself.

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Um,<00:09:08.248> there's<00:09:08.425> no<00:09:08.714> cutting<00:09:08.955> corners<00:09:09.452> in<00:09:09.613> terms<00:09:10.079> of<00:09:10.239> being<00:09:10.657> good<00:09:10.833> at<00:09:10.897> what<00:09:11.074> you<00:09:11.203> do<00:09:11.283> right<00:09:11.459> now.

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Yeah,<00:09:12.407> that's<00:09:12.680> a<00:09:12.728> good<00:09:12.888> point.

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It<00:09:13.370> kind<00:09:13.531> of<00:09:13.563> forces<00:09:14.029> you<00:09:14.125> to<00:09:14.189> be<00:09:14.334> good.

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You<00:09:15.136> have<00:09:15.409> to<00:09:15.554> be<00:09:15.714> good<00:09:15.971> or<00:09:16.180> else<00:09:16.373> it's<00:09:16.533> over,<00:09:17.224> right?

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Yeah,<00:09:17.882> you<00:09:18.267> got<00:09:18.348> to<00:09:18.380> sustain<00:09:19.086> it<00:09:19.247> too,<00:09:19.568> and<00:09:19.713> that's<00:09:19.889> really<00:09:20.130> hard.

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Like,<00:09:20.772> it's,<00:09:21.350> it's<00:09:21.479> kind<00:09:21.559> of<00:09:21.591> like<00:09:21.736> people<00:09:21.928> can<00:09:22.057> be<00:09:22.201> good<00:09:22.378> in<00:09:22.458> spurts,<00:09:22.940> but<00:09:23.084> like<00:09:23.502> continuously<00:09:24.384> is<00:09:24.529> what<00:09:24.689> the<00:09:24.785> market's<00:09:25.267> needing<00:09:25.587> right<00:09:25.748> now.

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And<00:09:26.630> that,<00:09:26.871> that<00:09:27.047> is<00:09:27.192> not<00:09:27.497> easy.

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And<00:09:27.834> I<00:09:27.914> think<00:09:28.074> a<00:09:28.154> lot<00:09:28.315> of<00:09:28.395> people<00:09:29.101> are<00:09:29.454> not<00:09:29.983> like<00:09:30.240> built<00:09:30.481> for<00:09:30.625> this<00:09:30.786> kind<00:09:30.946> of<00:09:31.026> environment.

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So<00:09:32.149> they're<00:09:32.326> becoming<00:09:32.727> that<00:09:33.112> or<00:09:33.593> they're<00:09:33.994> not.

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But<00:09:34.716> it's<00:09:35.037> kind<00:09:35.198> of<00:09:35.230> like<00:09:35.390> it's<00:09:35.759> letting<00:09:35.936> people<00:09:36.096> select<00:09:36.962> is<00:09:37.283> what's<00:09:37.444> happening<00:09:37.781> now<00:09:37.957> too.

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Have<00:09:39.048> you<00:09:39.224> noticed—<00:09:40.396> my<00:09:40.813> experience<00:09:41.535> anecdotally<00:09:42.594> and<00:09:42.738> a<00:09:42.834> little<00:09:42.995> bit<00:09:43.219> maybe<00:09:44.519> just<00:09:44.824> from,<00:09:45.144> you<00:09:45.177> know,<00:09:45.321> some<00:09:45.562> research<00:09:46.027> and<00:09:46.604> various<00:09:47.070> things,<00:09:47.391> but<00:09:47.471> mostly<00:09:47.808> anecdotally,<00:09:48.610> is<00:09:48.770> that<00:09:49.412> most<00:09:49.653> companies<00:09:49.990> are<00:09:50.054> probably<00:09:50.376> going<00:09:50.536> to<00:09:50.568> do<00:09:50.697> some<00:09:50.921> sort<00:09:51.114> of<00:09:51.243> hybrid.

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I<00:09:52.463> don't<00:09:52.623> see<00:09:52.864> a<00:09:53.025> lot<00:09:53.410> of<00:09:53.587> like<00:09:53.827> kind<00:09:54.004> of<00:09:54.068> major<00:09:54.550> companies<00:09:55.032> going<00:09:55.497> fully<00:09:55.899> remote.

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And<00:09:56.942> I<00:09:57.023> also<00:09:57.279> don't<00:09:57.440> see<00:09:57.681> a<00:09:57.825> lot<00:09:58.082> of<00:09:58.114> major<00:09:58.484> companies<00:09:58.885> going<00:09:59.190> fully<00:09:59.832> in<00:09:59.929> office.

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It<00:10:00.426> seems<00:10:00.667> like<00:10:00.812> they're<00:10:00.956> doing<00:10:01.197> like<00:10:01.839> 3<00:10:02.016> or<00:10:02.096> 4<00:10:02.337> days<00:10:02.578> in<00:10:02.642> office,<00:10:03.124> the<00:10:03.284> other<00:10:04.103> hybrid<00:10:05.291> or<00:10:05.612> remote,<00:10:06.046> something<00:10:06.351> like<00:10:06.576> that.

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Is<00:10:07.234> that<00:10:07.394> what<00:10:07.635> you're<00:10:07.860> experiencing<00:10:08.518> too?

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Yeah.

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Yeah.

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I<00:10:10.204> mean,<00:10:10.365> we<00:10:10.445> have<00:10:10.606> thousands<00:10:11.023> of<00:10:11.151> customers<00:10:11.649> that<00:10:11.794> are<00:10:11.954> all<00:10:12.211> doing<00:10:12.773> literally<00:10:13.174> every<00:10:13.496> permutation<00:10:14.138> of<00:10:14.298> this.

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The<00:10:15.679> thing<00:10:16.627> to<00:10:16.787> really<00:10:16.964> think<00:10:17.269> about<00:10:17.590> is<00:10:17.912> kind<00:10:18.072> of<00:10:18.152> what<00:10:18.233> does<00:10:18.393> an<00:10:18.618> office<00:10:18.859> represent<00:10:19.502> for<00:10:19.598> a<00:10:19.662> company<00:10:20.321> and<00:10:20.465> why<00:10:20.562> do<00:10:20.722> they<00:10:20.947> even<00:10:21.188> have<00:10:21.429> them?

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Now,<00:10:22.328> the<00:10:22.409> common<00:10:22.794> thing<00:10:23.195> is<00:10:23.436> really<00:10:23.709> about<00:10:23.998> like,<00:10:24.239> hey,<00:10:24.657> we're<00:10:24.978> doing<00:10:25.219> this<00:10:25.460> because<00:10:25.765> we<00:10:25.926> want<00:10:26.102> to<00:10:26.247> have<00:10:27.371> an<00:10:27.612> office<00:10:28.014> and<00:10:28.094> we<00:10:28.190> want<00:10:28.335> to<00:10:28.431> have<00:10:28.592> people<00:10:29.218> collaborate<00:10:29.780> easier.

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And<00:10:30.921> I'm<00:10:31.113> definitely<00:10:31.804> going<00:10:31.948> to<00:10:32.029> reiterate<00:10:32.527> all<00:10:32.687> that<00:10:32.912> stuff.

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I<00:10:33.249> think<00:10:33.410> it's<00:10:33.571> very<00:10:34.293> easy<00:10:34.534> to<00:10:34.614> see<00:10:35.080> how<00:10:35.482> many<00:10:35.723> decisions<00:10:36.156> are<00:10:36.220> getting<00:10:36.461> made<00:10:37.007> faster<00:10:37.891> and<00:10:39.272> how<00:10:39.513> faster<00:10:39.914> we're<00:10:40.220> iterating<00:10:40.701> on<00:10:40.798> decisions<00:10:41.215> as<00:10:41.360> well.

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I<00:10:42.964> think<00:10:43.220> if<00:10:43.429> we're<00:10:43.589> all<00:10:43.750> remote,<00:10:44.022> it's<00:10:44.166> much<00:10:44.327> harder<00:10:44.583> to<00:10:44.696> make<00:10:44.888> those<00:10:45.048> decisions,<00:10:45.449> much<00:10:46.235> like<00:10:46.347> to<00:10:46.555> iterate<00:10:46.876> on<00:10:46.956> them.

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But<00:10:48.095> really,<00:10:48.560> it<00:10:48.720> is—<00:10:48.977> an<00:10:49.201> office<00:10:49.522> really<00:10:49.698> does<00:10:49.923> represent<00:10:50.339> a<00:10:50.420> lot<00:10:50.596> of<00:10:50.676> a<00:10:50.740> company's<00:10:51.141> identity,<00:10:51.847> like<00:10:52.664> the<00:10:52.889> office<00:10:53.225> and<00:10:53.306> the<00:10:53.450> way<00:10:53.530> it's<00:10:53.771> built<00:10:54.252> and<00:10:54.348> the<00:10:54.492> cultural<00:10:54.909> values<00:10:55.294> it<00:10:55.374> represents,<00:10:56.111> the<00:10:56.272> things<00:10:56.576> it<00:10:56.657> has<00:10:56.897> written<00:10:57.138> on<00:10:57.298> the<00:10:57.458> walls,<00:10:58.019> the,<00:10:58.597> the<00:10:59.238> seeing<00:10:59.719> that,<00:10:59.960> that,<00:11:00.360> that<00:11:00.585> CEO<00:11:01.098> is<00:11:01.242> not<00:11:01.467> as<00:11:01.627> angry<00:11:02.028> as<00:11:02.124> you<00:11:02.284> thought<00:11:02.589> they<00:11:02.765> were<00:11:03.808> in,<00:11:04.208> in<00:11:04.689> coming<00:11:04.930> out<00:11:05.010> of<00:11:05.074> that<00:11:05.235> meeting,<00:11:05.956> like<00:11:06.116> they're<00:11:06.229> not<00:11:06.469> a<00:11:06.533> terrible<00:11:06.918> person,<00:11:07.191> or<00:11:07.335> this<00:11:07.656> other<00:11:07.896> person,<00:11:08.281> that<00:11:08.393> person<00:11:08.698> I<00:11:08.778> work<00:11:09.003> with<00:11:09.115> is<00:11:09.259> not<00:11:09.419> a<00:11:09.500> terrible<00:11:09.884> person.

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And<00:11:10.768> you<00:11:10.864> talk<00:11:11.202> about<00:11:11.492> things,<00:11:11.653> you're<00:11:11.750> forced<00:11:12.394> to<00:11:12.475> kind<00:11:12.652> of<00:11:12.781> have<00:11:12.974> a<00:11:13.038> conversation<00:11:13.586> with<00:11:13.682> someone<00:11:14.471> as<00:11:14.633> you're<00:11:14.874> like<00:11:15.051> at<00:11:15.148> the<00:11:15.277> salad<00:11:15.679> bar<00:11:15.937> or<00:11:16.082> whatever.

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Like<00:11:17.290> these<00:11:17.531> are<00:11:17.692> the<00:11:17.724> moments<00:11:18.272> that<00:11:18.497> make<00:11:18.755> us<00:11:19.077> real<00:11:19.464> and<00:11:19.560> make<00:11:19.883> like<00:11:20.206> what<00:11:20.368> we<00:11:20.594> do<00:11:20.933> real<00:11:21.499> and<00:11:21.887> a<00:11:22.049> real<00:11:22.614> kind<00:11:23.051> of<00:11:23.180> relationship<00:11:23.923> building<00:11:24.909> versus<00:11:25.297> remote<00:11:25.685> is<00:11:25.782> just<00:11:26.025> a<00:11:26.089> little<00:11:26.348> bit<00:11:26.590> too<00:11:26.817> transactional<00:11:27.690> and<00:11:27.868> too<00:11:28.434> kind<00:11:28.774> of<00:11:30.539> like<00:11:31.024> it's<00:11:31.510> too<00:11:31.753> like<00:11:31.996> only<00:11:32.174> because<00:11:32.482> you<00:11:32.595> have<00:11:32.757> to<00:11:32.902> do<00:11:33.048> it.

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So<00:11:34.338> hybrid<00:11:34.727> I<00:11:34.889> think<00:11:35.699> is<00:11:36.508> definitely<00:11:36.832> for<00:11:36.978> now,<00:11:37.334> at<00:11:37.464> least<00:11:37.626> the<00:11:37.658> next<00:11:37.950> like<00:11:38.063> 6<00:11:38.274> months<00:11:38.452> to<00:11:38.695> 12<00:11:38.938> months.

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Is<00:11:39.760> definitely<00:11:40.400> the<00:11:41.060> piece<00:11:41.680> that's<00:11:41.920> going<00:11:42.020> to<00:11:42.120> be<00:11:42.380> the<00:11:42.381> most<00:11:42.680> used<00:11:43.320> because<00:11:43.700> it's<00:11:44.160> like,<00:11:44.180> it's<00:11:44.300> the<00:11:44.360> compromise,<00:11:44.900> right?

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Like<00:11:45.180> you're<00:11:45.340> always<00:11:45.520> going<00:11:45.680> to<00:11:45.740> win<00:11:45.860> with<00:11:46.020> a<00:11:46.040> compromise.

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Neither<00:11:47.260> side<00:11:47.500> is<00:11:47.620> going<00:11:47.720> to<00:11:47.840> be<00:11:47.960> fully<00:11:48.060> happy,<00:11:48.500> but<00:11:48.520> like<00:11:48.700> it's<00:11:48.860> good<00:11:48.960> enough.

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As<00:11:50.220> companies<00:11:50.480> do<00:11:50.680> it<00:11:50.780> more<00:11:50.960> and<00:11:51.180> more,<00:11:51.540> like<00:11:51.620> that<00:11:51.820> 3<00:11:52.020> days<00:11:52.280> will<00:11:52.380> probably<00:11:52.600> go<00:11:52.720> to<00:11:52.880> 4<00:11:53.140> or<00:11:53.300> maybe<00:11:53.460> even<00:11:53.700> 5.

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Finance<00:11:54.880> is<00:11:55.140> really<00:11:55.300> pushing<00:11:55.600> on<00:11:55.800> 5.

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The<00:11:56.600> companies<00:11:56.840> that<00:11:57.020> never<00:11:57.200> left<00:11:57.520> their<00:11:57.680> office,<00:11:58.060> they're<00:11:58.160> still<00:11:58.340> 5<00:11:58.640> and<00:11:58.800> don't<00:11:59.060> care.

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Like<00:11:59.561> they're<00:11:59.760> like,<00:12:00.120> yeah,<00:12:00.480> we<00:12:00.540> need<00:12:00.660> people<00:12:00.880> in<00:12:01.000> here<00:12:01.180> working<00:12:01.580> on<00:12:01.780> the<00:12:01.860> assembly<00:12:02.200> line.

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We<00:12:02.500> need<00:12:02.640> people<00:12:02.800> in<00:12:02.920> here<00:12:03.100> working<00:12:03.340> on<00:12:03.560> the<00:12:03.600> whatever.

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We<00:12:04.160> need<00:12:04.300> people<00:12:04.460> in<00:12:04.560> here<00:12:04.720> with<00:12:04.840> clients.

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We<00:12:05.842> don't<00:12:06.083> care<00:12:06.228> if<00:12:06.324> it's<00:12:06.469> Friday<00:12:06.806> or<00:12:06.902> Monday,<00:12:07.448> they<00:12:07.689> just<00:12:08.363> need<00:12:08.508> to<00:12:08.636> be<00:12:08.733> in<00:12:08.877> here.

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And<00:12:10.114> I<00:12:10.178> think<00:12:10.339> that<00:12:10.483> that's<00:12:10.820> when<00:12:10.965> you<00:12:10.997> start<00:12:11.302> thinking<00:12:11.543> in<00:12:11.623> that<00:12:11.719> perspective<00:12:12.330> of<00:12:12.426> different<00:12:12.683> industries,<00:12:13.871> manufacturing,<00:12:14.738> warehouses,<00:12:15.236> that<00:12:15.332> kind<00:12:15.525> of<00:12:15.557> stuff,<00:12:16.119> you<00:12:16.199> start<00:12:16.424> realizing<00:12:16.922> 60%,<00:12:17.388> fun<00:12:17.805> fact,<00:12:18.110> 60%<00:12:18.672> of<00:12:18.769> people<00:12:19.652> never<00:12:20.053> left<00:12:20.455> the<00:12:20.535> workplace<00:12:21.322> in<00:12:21.418> the<00:12:21.563> pandemic.

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So<00:12:22.927> that's<00:12:23.104> how<00:12:23.184> many<00:12:23.746> people<00:12:24.453> work<00:12:24.790> in<00:12:24.951> industries<00:12:25.593> that<00:12:25.818> are<00:12:25.914> not<00:12:26.316> at<00:12:26.540> all<00:12:27.022> in—<00:12:28.146> you<00:12:28.226> can't<00:12:28.403> use<00:12:28.564> Zoom,<00:12:28.804> you<00:12:28.885> can't<00:12:29.126> use<00:12:29.607> any<00:12:29.704> kind<00:12:29.912> of<00:12:29.993> video,<00:12:30.234> you<00:12:30.330> can't<00:12:30.603> do<00:12:30.972> just<00:12:31.133> paperwork.

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You're<00:12:32.096> going<00:12:32.209> to<00:12:32.321> have<00:12:32.482> to<00:12:32.562> do<00:12:32.658> it<00:12:32.722> in<00:12:32.819> person.

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That's,<00:12:34.086> that's<00:12:34.407> a<00:12:34.487> lot<00:12:34.599> of<00:12:34.663> people.

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Of<00:12:35.063> course,<00:12:35.224> includes<00:12:35.608> retail<00:12:36.025> and<00:12:36.105> all<00:12:36.249> that<00:12:36.425> too.

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But<00:12:37.707> it's<00:12:38.428> finding<00:12:38.813> good<00:12:38.989> ways<00:12:39.309> of<00:12:39.389> bringing<00:12:39.710> people<00:12:39.950> together<00:12:40.831> is<00:12:41.152> extremely<00:12:41.616> important<00:12:42.033> for<00:12:42.129> companies<00:12:42.610> right<00:12:42.754> now,<00:12:42.994> especially<00:12:43.555> in<00:12:43.699> this<00:12:43.875> world<00:12:44.116> of<00:12:44.276> high<00:12:44.596> anxiety.

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And<00:12:46.359> just<00:12:46.839> people<00:12:47.160> don't<00:12:47.240> know<00:12:47.400> where<00:12:47.624> companies<00:12:47.897> are<00:12:47.961> going.

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Yeah,<00:12:49.435> that's<00:12:49.627> a<00:12:49.643> good<00:12:49.803> point.

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You<00:12:51.005> know,<00:12:51.470> it's<00:12:51.646> kind<00:12:51.822> of<00:12:51.950> a<00:12:52.046> privilege<00:12:52.687> to<00:12:52.767> be<00:12:52.847> able<00:12:53.232> to<00:12:53.392> even<00:12:53.713> have<00:12:54.049> the<00:12:54.209> conversation<00:12:54.866> of<00:12:55.010> should<00:12:55.251> it<00:12:55.411> be<00:12:55.571> hybrid<00:12:56.196> or<00:12:56.356> remote<00:12:57.077> or<00:12:57.109> in-person,<00:12:57.894> right?

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Like<00:12:58.840> it<00:12:58.872> was,<00:12:59.080> it's<00:12:59.176> kind<00:12:59.256> of<00:12:59.336> like<00:12:59.512> in<00:12:59.641> the<00:12:59.817> early<00:12:59.977> days<00:13:00.217> of<00:13:00.282> the<00:13:00.378> pandemic,<00:13:00.874> everybody's<00:13:01.323> like,<00:13:01.563> stay<00:13:01.820> home,<00:13:02.541> DoorDash.

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Do<00:13:03.570> all<00:13:03.770> these<00:13:03.930> things.

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It's<00:13:04.251> like,<00:13:04.330> well,<00:13:04.470> somebody<00:13:04.770> does<00:13:05.150> all<00:13:05.390> of<00:13:05.550> those<00:13:05.750> things.

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Yeah,<00:13:06.190> yeah,<00:13:06.310> somebody's<00:13:06.770> dashing.

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That's<00:13:07.411> another<00:13:07.412> person<00:13:07.830> on<00:13:08.070> the<00:13:08.110> other<00:13:08.330> side.

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It's<00:13:08.630> not<00:13:08.950> on<00:13:09.250> Zoom.

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So<00:13:10.690> it's<00:13:10.850> a<00:13:10.910> pretty<00:13:11.050> privileged<00:13:11.670> thing<00:13:11.930> to<00:13:12.070> be<00:13:12.230> able<00:13:12.410> to<00:13:12.530> just<00:13:12.730> stay<00:13:12.870> home<00:13:13.170> and<00:13:13.290> have<00:13:13.430> everything<00:13:13.790> delivered<00:13:14.190> to<00:13:14.490> you.

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Yeah,<00:13:15.190> uh,<00:13:15.390> that,<00:13:15.650> that's<00:13:15.950> a<00:13:16.110> really,<00:13:16.670> really<00:13:16.990> good<00:13:17.190> point.

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This<00:13:17.750> isn't<00:13:17.970> just<00:13:18.210> about<00:13:18.470> knowledge<00:13:18.790> workers.

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I<00:13:19.550> mean,<00:13:19.890> you<00:13:20.110> know,<00:13:20.350> there<00:13:20.370> are<00:13:20.690> tons<00:13:21.210> of<00:13:21.390> jobs<00:13:21.650> where<00:13:22.050> there's<00:13:22.710> no<00:13:22.830> choice.

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You<00:13:23.571> got<00:13:23.750> to<00:13:23.910> be—.

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Yeah,<00:13:24.390> there<00:13:24.510> is.

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So<00:13:25.010> we<00:13:25.130> gotta—<00:13:25.690> we<00:13:25.691> definitely—<00:13:26.410> like,<00:13:26.670> I,<00:13:26.970> I<00:13:26.971> like<00:13:27.090> to<00:13:27.230> say<00:13:27.330> in<00:13:27.430> our<00:13:27.610> company<00:13:27.950> that,<00:13:28.230> like,<00:13:28.530> working<00:13:28.670> remotely<00:13:29.682> is<00:13:29.826> a<00:13:29.922> privilege,<00:13:30.740> not<00:13:30.964> a<00:13:31.108> right.

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Like,<00:13:31.926> I<00:13:32.006> think<00:13:32.182> it's<00:13:32.326> really<00:13:32.471> important<00:13:32.727> that<00:13:32.807> companies<00:13:34.394> understand<00:13:34.955> that<00:13:35.131> concept<00:13:35.756> where<00:13:35.933> it's<00:13:36.077> just<00:13:36.253> like,<00:13:36.894> I<00:13:36.910> think<00:13:37.135> a<00:13:37.199> lot<00:13:37.311> of<00:13:37.375> people<00:13:37.920> are,<00:13:38.273> some<00:13:38.497> people<00:13:38.721> are<00:13:38.882> very<00:13:39.202> good<00:13:39.379> at<00:13:39.523> remote.

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They're<00:13:40.020> very<00:13:40.340> good<00:13:40.500> at<00:13:40.645> overcommunicating.

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They're<00:13:41.622> very<00:13:41.847> good<00:13:41.959> at<00:13:42.087> writing<00:13:42.424> things<00:13:42.664> down.

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They're<00:13:43.145> very<00:13:43.466> good<00:13:43.690> at<00:13:43.850> giving<00:13:44.107> that<00:13:44.588> and<00:13:44.732> passing<00:13:45.068> it<00:13:45.149> on<00:13:45.309> and<00:13:45.357> making<00:13:45.710> sure<00:13:46.110> that<00:13:46.271> it's<00:13:46.431> passed<00:13:46.815> on<00:13:46.976> and<00:13:47.056> making<00:13:47.312> sure<00:13:47.793> that<00:13:48.034> it's<00:13:48.274> acted<00:13:48.579> on.

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And<00:13:48.899> then<00:13:49.059> they<00:13:49.236> follow<00:13:49.540> up.

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Most<00:13:50.999> people<00:13:51.175> are<00:13:51.255> not<00:13:51.624> anywhere<00:13:51.880> near<00:13:52.281> that<00:13:52.505> level<00:13:52.986> of<00:13:53.227> ability<00:13:53.723> when<00:13:53.820> it<00:13:53.884> comes<00:13:54.204> to<00:13:54.349> communication,<00:13:54.942> when<00:13:55.022> it<00:13:55.086> comes<00:13:55.310> to<00:13:55.406> follow<00:13:55.663> through<00:13:56.128> and<00:13:56.208> accountability<00:13:56.929> and<00:13:57.073> all<00:13:57.105> that<00:13:57.185> kind<00:13:57.426> of<00:13:57.490> stuff.

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So,<00:13:58.596> It's,<00:13:58.917> it's,<00:13:59.093> that's<00:13:59.413> why<00:13:59.878> it's,<00:14:00.119> it<00:14:00.151> just<00:14:00.375> fundamentally<00:14:01.016> can't<00:14:01.321> work<00:14:01.577> where<00:14:01.738> everyone's<00:14:02.202> remote<00:14:02.523> all<00:14:02.603> the<00:14:02.699> time.

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For<00:14:03.485> some<00:14:03.741> companies<00:14:04.222> it<00:14:04.398> might,<00:14:04.847> like<00:14:05.023> you<00:14:05.103> have<00:14:05.264> to<00:14:05.344> hire<00:14:05.680> management<00:14:06.145> that's<00:14:06.466> very,<00:14:07.011> very<00:14:07.347> good<00:14:07.812> at<00:14:08.229> logistical<00:14:08.790> stuff<00:14:09.175> where,<00:14:09.415> where<00:14:09.655> they,<00:14:10.152> they<00:14:10.313> double<00:14:10.537> check<00:14:10.713> and<00:14:10.794> triple<00:14:11.098> check.

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But<00:14:12.076> most<00:14:12.300> companies<00:14:12.653> are<00:14:12.781> just<00:14:12.941> like,<00:14:13.102> that's<00:14:13.342> not<00:14:13.518> the<00:14:13.598> skill<00:14:13.839> set<00:14:14.063> that<00:14:14.240> they,<00:14:14.560> that<00:14:14.785> they<00:14:15.185> can<00:14:15.506> do.

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And<00:14:15.826> also<00:14:16.003> there's<00:14:16.163> just<00:14:16.323> not<00:14:16.468> that<00:14:16.548> many<00:14:16.708> people<00:14:16.948> out<00:14:17.045> there<00:14:17.189> that<00:14:17.285> can<00:14:17.590> do<00:14:17.750> that.

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So<00:14:19.128> I<00:14:19.208> just<00:14:19.433> think<00:14:19.609> it's,<00:14:19.850> it's,<00:14:20.250> it's<00:14:20.411> remote<00:14:20.795> could<00:14:20.955> be<00:14:21.068> made<00:14:21.372> work<00:14:22.238> if<00:14:22.558> people<00:14:22.879> really<00:14:23.600> focused<00:14:24.081> on<00:14:24.193> it<00:14:24.337> and<00:14:24.482> like<00:14:24.642> had<00:14:24.802> education<00:14:25.363> around<00:14:25.620> it<00:14:25.700> and<00:14:25.780> that<00:14:25.876> kind<00:14:26.101> of<00:14:26.245> thing.

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But<00:14:26.966> I<00:14:27.367> just<00:14:27.544> don't<00:14:27.720> see<00:14:27.929> most<00:14:28.169> companies<00:14:28.426> investing<00:14:28.891> in<00:14:28.988> that.

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I<00:14:29.228> think<00:14:29.453> they<00:14:29.533> need<00:14:29.709> to<00:14:29.790> grow.

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They<00:14:30.191> need<00:14:30.351> to<00:14:30.495> go<00:14:30.592> quickly.

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There's<00:14:31.618> a<00:14:31.634> lot<00:14:31.971> of<00:14:32.019> mistakes<00:14:32.436> and<00:14:32.517> a<00:14:32.677> lot<00:14:32.837> of<00:14:32.902> problems<00:14:33.206> that<00:14:33.303> happen<00:14:33.559> in<00:14:33.639> companies,<00:14:34.281> and<00:14:34.506> you<00:14:34.538> need<00:14:34.682> to<00:14:34.778> just<00:14:35.003> patch<00:14:35.324> it<00:14:35.404> up<00:14:35.516> most<00:14:35.821> of<00:14:35.885> the<00:14:35.965> time.

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So<00:14:37.169> it's,<00:14:38.131> it's<00:14:38.372> going<00:14:38.468> to<00:14:38.532> take<00:14:38.676> a<00:14:38.692> while<00:14:38.853> until<00:14:39.110> we<00:14:39.238> get<00:14:39.318> to<00:14:39.414> a<00:14:39.559> point<00:14:39.735> where<00:14:40.281> people<00:14:40.521> could<00:14:41.115> be<00:14:41.259> very,<00:14:41.564> very<00:14:41.820> good<00:14:41.901> communicators.

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Like<00:14:42.847> asking<00:14:43.104> the<00:14:43.168> whole<00:14:43.248> world<00:14:43.425> to<00:14:43.505> be<00:14:43.585> great<00:14:43.745> communicators<00:14:44.467> is<00:14:44.612> a<00:14:44.644> lost<00:14:44.949> cause.

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I<00:14:45.831> would<00:14:45.991> love<00:14:46.168> the<00:14:46.312> idea,<00:14:46.713> don't<00:14:46.873> get<00:14:47.018> me<00:14:47.114> wrong,<00:14:47.515> but<00:14:47.692> it's,<00:14:48.173> it's<00:14:48.478> very,<00:14:48.879> very<00:14:49.183> hard.

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Tell<00:14:50.178> me<00:14:50.322> the<00:14:50.483> idea<00:14:50.884> behind<00:14:51.429> Envoy<00:14:51.910> Deliverables<00:14:52.889> and<00:14:52.969> how<00:14:53.130> that's<00:14:53.450> going.

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Yeah,<00:14:54.830> so<00:14:55.359> I<00:14:55.455> say,<00:14:55.840> are<00:14:56.160> you,<00:14:56.481> um,<00:14:56.674> just<00:14:56.818> like<00:14:57.058> roadmap<00:14:57.459> or,<00:14:57.700> or<00:14:57.924> like<00:14:58.085> the<00:14:58.165> deliveries<00:14:58.726> product?

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Yeah,<00:14:59.768> the<00:14:59.801> deliveries<00:15:00.266> product.

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Yeah,<00:15:01.532> yeah,<00:15:01.693> yeah.

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So<00:15:02.430> we<00:15:02.494> have<00:15:02.607> a<00:15:02.671> few<00:15:02.911> products<00:15:03.312> that<00:15:03.473> make<00:15:03.713> up<00:15:03.874> the<00:15:04.034> workplace,<00:15:05.140> um,<00:15:05.621> and,<00:15:06.102> and<00:15:06.199> what<00:15:06.343> we're<00:15:06.503> really<00:15:06.744> trying<00:15:07.000> to<00:15:07.225> do<00:15:07.866> is,<00:15:08.219> is<00:15:08.444> really<00:15:08.780> bring<00:15:09.149> a<00:15:09.229> lot<00:15:09.390> of<00:15:09.422> attention<00:15:09.887> to,<00:15:10.288> to<00:15:10.833> all<00:15:10.929> the<00:15:11.154> areas<00:15:11.490> of<00:15:11.571> the<00:15:11.715> workplace<00:15:12.052> you<00:15:12.148> may<00:15:12.308> not<00:15:12.533> be<00:15:12.693> thinking<00:15:13.030> about<00:15:13.575> but<00:15:13.719> are<00:15:13.896> extreme,<00:15:14.762> like,<00:15:14.938> kind<00:15:15.082> of<00:15:15.243> burdens<00:15:15.884> on<00:15:16.044> a<00:15:16.205> lot<00:15:16.381> of<00:15:16.525> people<00:15:16.846> in<00:15:17.007> there.

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So<00:15:17.680> what<00:15:17.824> happens<00:15:18.209> is<00:15:18.321> a<00:15:18.386> lot<00:15:18.546> of<00:15:18.610> packages<00:15:19.027> and<00:15:19.107> stuff<00:15:19.412> come<00:15:19.572> into<00:15:19.749> an<00:15:19.829> office,<00:15:20.149> be<00:15:20.294> it<00:15:20.374> visitors<00:15:21.417> which<00:15:21.529> is<00:15:21.658> just<00:15:21.835> like,<00:15:22.076> that's<00:15:22.542> kind<00:15:22.718> of<00:15:22.783> handled<00:15:23.184> through<00:15:23.361> the<00:15:23.441> visitors<00:15:23.843> product.

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Deliveries,<00:15:25.048> there's<00:15:25.192> a<00:15:25.209> lot<00:15:25.369> of<00:15:25.450> boxes<00:15:25.932> coming<00:15:26.253> in<00:15:26.333> and<00:15:26.414> there's<00:15:26.574> a<00:15:26.654> lot<00:15:26.831> of<00:15:26.895> people<00:15:27.136> that<00:15:27.377> need<00:15:28.004> to<00:15:28.181> pick<00:15:28.422> them<00:15:28.647> up.

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So<00:15:29.064> what<00:15:29.209> happens<00:15:29.932> is<00:15:30.109> people<00:15:30.350> are<00:15:30.494> at<00:15:30.591> home<00:15:31.298> or<00:15:31.378> at<00:15:31.490> the<00:15:31.635> office<00:15:31.956> these<00:15:32.117> days<00:15:32.374> in<00:15:32.503> the<00:15:32.583> hybrid<00:15:32.920> schedule<00:15:33.868> and<00:15:34.045> they<00:15:34.141> need<00:15:34.366> something<00:15:34.688> delivered<00:15:35.009> from<00:15:35.314> Amazon.

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If<00:15:36.455> they're<00:15:36.696> not<00:15:37.082> at<00:15:37.322> home<00:15:37.885> and<00:15:38.062> it<00:15:38.222> tries<00:15:38.463> to<00:15:38.544> get<00:15:38.704> delivered,<00:15:39.106> sometimes<00:15:39.443> it<00:15:39.572> just<00:15:39.732> gets<00:15:39.973> dropped<00:15:40.295> off<00:15:40.455> on<00:15:40.536> your<00:15:40.616> front<00:15:40.857> porch<00:15:41.194> and<00:15:41.323> then<00:15:41.435> people<00:15:41.757> go<00:15:41.821> over<00:15:42.014> there,<00:15:42.158> they<00:15:42.464> take<00:15:42.705> it,<00:15:42.865> it<00:15:43.042> gets<00:15:43.283> in<00:15:43.363> the<00:15:43.669> rain,<00:15:44.472> all<00:15:44.552> sorts<00:15:44.745> of<00:15:44.793> problems<00:15:45.115> happen.

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So<00:15:46.014> they<00:15:46.255> want<00:15:46.641> a<00:15:46.737> stable<00:15:47.219> place<00:15:47.541> to<00:15:47.862> leave<00:15:48.086> it<00:15:48.648> until<00:15:49.016> they<00:15:49.129> pick<00:15:49.305> it<00:15:49.369> up.

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The<00:15:50.091> office<00:15:50.411> is<00:15:50.508> a<00:15:50.572> great<00:15:50.812> place.

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It<00:15:51.293> has—<00:15:51.566> it's<00:15:51.775> staffed<00:15:52.111> by<00:15:52.256> facilities<00:15:52.753> people.

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There's<00:15:53.539> somebody<00:15:53.779> going<00:15:53.875> to<00:15:53.955> sign<00:15:54.420> for<00:15:54.517> the<00:15:54.597> package,<00:15:55.399> and<00:15:55.495> you<00:15:55.559> can<00:15:55.719> pick<00:15:55.880> it<00:15:55.960> up<00:15:56.040> whenever<00:15:56.297> you<00:15:56.361> want.

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So<00:15:56.922> the<00:15:57.082> deliveries<00:15:57.467> product<00:15:57.724> really<00:15:57.884> is<00:15:57.964> just<00:15:58.141> a<00:15:58.205> very<00:15:58.446> simple<00:15:58.846> concept<00:15:59.311> of<00:15:59.793> it<00:15:59.969> pings<00:16:00.354> the<00:16:00.450> employee<00:16:01.075> every<00:16:01.268> single<00:16:01.717> day<00:16:02.374> until<00:16:02.695> they<00:16:02.855> pick<00:16:03.032> up<00:16:03.160> their<00:16:03.256> package.

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That<00:16:04.283> way<00:16:04.780> things<00:16:05.100> can<00:16:05.181> be<00:16:05.341> moving<00:16:05.662> in<00:16:05.806> that<00:16:06.063> delivery<00:16:06.383> room,<00:16:07.025> but<00:16:07.105> it<00:16:07.330> also<00:16:07.666> just<00:16:07.987> plays<00:16:08.292> to<00:16:08.388> this<00:16:08.773> workplace<00:16:09.430> concept<00:16:09.975> of<00:16:10.088> the<00:16:10.216> employee<00:16:10.633> could<00:16:10.857> really<00:16:11.114> be<00:16:11.210> empowered<00:16:11.691> a<00:16:11.820> lot<00:16:12.076> more<00:16:12.782> to,<00:16:13.038> to<00:16:13.199> know<00:16:13.439> what's<00:16:13.680> going<00:16:13.984> on<00:16:14.482> to<00:16:14.626> see,<00:16:14.947> like,<00:16:15.204> we<00:16:15.349> have<00:16:15.525> this<00:16:15.750> mobile<00:16:15.991> app<00:16:16.152> where<00:16:16.312> you<00:16:16.376> have<00:16:16.489> like<00:16:16.649> a<00:16:16.730> whole<00:16:16.970> map<00:16:17.372> and<00:16:17.516> you<00:16:17.597> can<00:16:17.693> see<00:16:17.998> where<00:16:18.239> the<00:16:18.335> delivery<00:16:19.042> room<00:16:19.218> is,<00:16:19.539> where<00:16:19.700> it<00:16:19.780> got<00:16:19.893> delivered.

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You<00:16:20.487> can<00:16:20.728> also<00:16:20.808> see<00:16:20.904> where<00:16:21.129> the<00:16:21.306> visitors<00:16:21.852> are.

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You<00:16:21.980> can<00:16:22.092> see<00:16:22.253> the<00:16:22.333> meeting<00:16:22.622> room<00:16:22.767> availability<00:16:23.554> and<00:16:23.714> desk<00:16:24.051> availability.

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Who's<00:16:24.999> that<00:16:25.095> person<00:16:25.480> you're<00:16:25.561> sitting<00:16:25.769> next<00:16:26.171> to?

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So<00:16:26.749> all<00:16:26.845> this<00:16:26.958> stuff<00:16:27.182> is<00:16:27.327> on<00:16:27.407> the<00:16:27.487> map,<00:16:27.793> including<00:16:28.130> the<00:16:28.226> deliveries,<00:16:28.917> where,<00:16:29.478> where<00:16:29.591> you<00:16:29.735> can<00:16:29.880> just<00:16:30.040> know,<00:16:30.233> okay,<00:16:30.522> you<00:16:30.570> gotta<00:16:30.651> pick<00:16:30.843> this<00:16:30.956> up<00:16:31.020> before<00:16:31.261> you<00:16:31.341> go<00:16:31.486> home.

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It's<00:16:32.626> one<00:16:32.770> of<00:16:32.802> the<00:16:32.931> little<00:16:33.172> things,<00:16:33.573> but<00:16:33.750> definitely<00:16:34.167> a<00:16:34.295> big,<00:16:35.275> a<00:16:35.355> big<00:16:35.516> benefit<00:16:35.917> to<00:16:36.543> kind<00:16:36.656> of<00:16:36.865> office<00:16:37.105> managers<00:16:37.748> as<00:16:37.844> they're<00:16:38.005> being<00:16:38.229> asked<00:16:38.326> to<00:16:38.470> do<00:16:38.550> more<00:16:38.807> and<00:16:38.888> more<00:16:39.209> every<00:16:39.369> single<00:16:39.674> day.

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Yeah,<00:16:40.653> for<00:16:40.846> sure.

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That's,<00:16:41.439> that's<00:16:41.599> super<00:16:42.016> interesting.

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You<00:16:42.626> mentioned<00:16:42.978> you<00:16:43.139> raised<00:16:43.764> a<00:16:43.925> massive<00:16:44.887> round,<00:16:45.609> uh,<00:16:46.571> a<00:16:46.988> year<00:16:47.212> ago.

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Talk<00:16:48.110> to<00:16:48.191> me<00:16:48.335> about<00:16:48.511> that.

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What<00:16:49.057> was<00:16:49.249> that<00:16:49.393> process<00:16:50.035> like?

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Um,<00:16:51.302> who<00:16:51.462> were<00:16:51.639> you<00:16:51.783> raising<00:16:52.264> from?

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What's<00:16:53.467> the<00:16:53.563> environment<00:16:54.189> like?

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I'm<00:16:54.590> sure<00:16:54.750> it's<00:16:54.926> different<00:16:55.231> now<00:16:55.488> a<00:16:55.552> year<00:16:55.792> later.

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What<00:16:56.755> was<00:16:56.915> it<00:16:56.947> like<00:16:57.172> back<00:16:57.476> then,<00:16:57.717> even<00:16:57.973> though,<00:16:58.294> as,<00:16:58.599> as<00:16:58.759> you<00:16:58.839> were<00:16:59.000> raising<00:16:59.337> for<00:16:59.481> something<00:16:59.882> like<00:17:00.138> this?

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Um,<00:17:01.742> yeah,<00:17:02.865> how,<00:17:03.314> how<00:17:03.362> much<00:17:03.570> money<00:17:03.651> have<00:17:03.747> you<00:17:03.827> raised,<00:17:04.212> and,<00:17:04.613> uh,<00:17:04.789> what<00:17:04.934> was<00:17:05.094> the<00:17:05.174> big<00:17:05.335> one<00:17:05.495> like?

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Yeah,<00:17:06.634> yeah.

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So,<00:17:07.340> um,<00:17:07.500> let<00:17:07.596> me<00:17:07.677> see<00:17:07.917> here.

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Our<00:17:08.800> seed<00:17:09.185> round,<00:17:09.425> which<00:17:09.586> was<00:17:09.634> 2013,<00:17:10.404> we<00:17:10.548> did<00:17:10.644> like<00:17:10.949> $1.15<00:17:11.687> million.

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Uh,<00:17:12.746> it<00:17:12.794> was<00:17:12.954> from<00:17:13.131> a<00:17:13.211> bunch<00:17:13.388> of<00:17:13.452> angels.

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They,<00:17:14.478> um,<00:17:15.056> I<00:17:15.136> really<00:17:15.313> just<00:17:15.521> wanted<00:17:15.714> them<00:17:15.858> to<00:17:16.018> tweet<00:17:16.403> every<00:17:16.580> time<00:17:16.901> we<00:17:17.125> like<00:17:17.366> launch<00:17:17.623> a<00:17:17.639> new<00:17:17.863> product<00:17:18.248> because<00:17:18.505> I<00:17:18.521> know<00:17:18.729> how<00:17:18.890> hard<00:17:19.082> it<00:17:19.163> is<00:17:19.291> to<00:17:19.371> get<00:17:19.532> press<00:17:19.788> whenever<00:17:20.093> we<00:17:20.173> launch<00:17:20.414> products.

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So<00:17:20.927> it's<00:17:21.072> like,<00:17:21.553> let's<00:17:21.777> get,<00:17:22.018> let's<00:17:22.195> get<00:17:22.355> like<00:17:22.515> a<00:17:22.580> whole<00:17:22.676> bunch<00:17:22.932> of<00:17:23.061> like<00:17:23.542> notable<00:17:23.959> people<00:17:24.200> to<00:17:24.360> just<00:17:24.585> tweet<00:17:24.906> every<00:17:25.082> time<00:17:25.323> we<00:17:25.403> launch<00:17:25.628> something.

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So<00:17:26.462> we<00:17:26.526> got<00:17:26.670> a<00:17:26.686> whole<00:17:26.863> bunch<00:17:27.007> of<00:17:27.087> angels<00:17:27.472> on<00:17:27.633> board.

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Um,<00:17:28.772> then<00:17:28.996> the<00:17:29.028> Series<00:17:29.478> A,<00:17:29.718> it<00:17:29.798> was<00:17:29.975> in<00:17:30.119> 2015,<00:17:30.777> we<00:17:30.873> got<00:17:31.018> that<00:17:31.162> from<00:17:31.322> Andreessen<00:17:31.820> Horowitz.

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I<00:17:32.910> think<00:17:33.030> they<00:17:33.150> gave<00:17:33.250> us,<00:17:33.570> was<00:17:33.630> it<00:17:34.070> $15<00:17:34.090> million?

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Yeah,<00:17:34.710> it<00:17:34.810> was<00:17:34.870> $15<00:17:35.170> million.

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And<00:17:36.250> they<00:17:37.290> basically<00:17:38.350> were<00:17:38.790> on<00:17:39.090> board<00:17:39.270> with<00:17:39.450> like,<00:17:39.850> they,<00:17:40.170> Andreessen<00:17:40.290> Horowitz<00:17:40.490> just<00:17:40.710> has<00:17:40.830> this<00:17:40.990> whole<00:17:41.210> system<00:17:41.590> of<00:17:41.990> people<00:17:42.270> that<00:17:42.590> help<00:17:42.810> you<00:17:43.110> and<00:17:43.210> your<00:17:43.350> company.

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They<00:17:43.851> have<00:17:43.970> like<00:17:44.130> HR<00:17:44.430> people<00:17:44.910> because<00:17:45.390> every<00:17:45.710> company<00:17:45.970> that's<00:17:46.150> really<00:17:46.370> small<00:17:46.730> doesn't<00:17:46.990> value<00:17:47.430> HR<00:17:47.770> as<00:17:48.070> much<00:17:48.270> and<00:17:48.430> they<00:17:48.610> probably<00:17:48.850> should,<00:17:49.190> but<00:17:49.270> they<00:17:49.550> don't.

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And<00:17:50.570> they<00:17:50.790> know<00:17:51.050> they<00:17:51.130> have<00:17:51.270> people<00:17:51.470> on<00:17:51.610> staff<00:17:51.830> to<00:17:52.010> help<00:17:52.170> you<00:17:52.350> with<00:17:52.430> HR<00:17:52.650> problems.

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But<00:17:54.090> that's<00:17:54.370> of<00:17:54.510> course<00:17:54.610> like<00:17:54.770> a<00:17:54.890> minor<00:17:55.110> part<00:17:55.350> of<00:17:55.450> the<00:17:55.510> thing.

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They<00:17:55.730> also<00:17:55.890> have<00:17:56.010> a<00:17:56.150> lot<00:17:56.290> more<00:17:56.430> around<00:17:56.690> sales<00:17:57.030> and<00:17:57.150> all<00:17:57.310> that.

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They<00:17:58.390> also<00:17:58.670> provide<00:17:58.850> just<00:17:59.070> great<00:17:59.390> advice,<00:17:59.750> just<00:17:59.930> given<00:18:00.150> their<00:18:00.530> exposure<00:18:00.950> to<00:18:01.190> really,<00:18:01.630> really<00:18:01.770> top<00:18:02.030> companies.

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Then<00:18:03.773> 2017,<00:18:05.135> 2018,<00:18:06.321> maybe<00:18:06.658> it<00:18:06.738> was,<00:18:07.074> we<00:18:07.154> did<00:18:07.267> our<00:18:07.315> Series<00:18:07.763> B.

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That<00:18:08.356> was<00:18:08.484> from<00:18:08.661> Menlo<00:18:08.981> Ventures<00:18:09.382> with<00:18:09.526> Matt<00:18:09.702> Murphy<00:18:10.103> as<00:18:10.247> our<00:18:10.744> lead<00:18:10.984> there.

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And<00:18:12.651> he<00:18:13.052> basically<00:18:13.468> has<00:18:13.628> just<00:18:13.789> been<00:18:14.029> just<00:18:14.574> a<00:18:14.734> game<00:18:14.910> changer<00:18:15.295> for<00:18:15.776> us<00:18:16.016> and<00:18:16.112> my<00:18:16.433> thinking<00:18:16.817> and<00:18:16.978> me,<00:18:17.218> honestly,<00:18:17.955> like<00:18:18.196> just<00:18:18.596> thinking<00:18:18.997> through<00:18:19.782> B2B<00:18:20.279> SaaS<00:18:20.760> problems<00:18:21.545> and<00:18:21.801> figuring<00:18:22.346> things<00:18:22.586> out<00:18:23.083> and<00:18:23.324> seeing<00:18:23.548> the<00:18:23.628> market<00:18:24.045> dynamics<00:18:24.606> and<00:18:24.926> getting<00:18:25.167> just<00:18:25.327> thoughtful<00:18:25.631> about<00:18:25.824> sales<00:18:26.368> and<00:18:26.529> salespeople<00:18:27.170> and<00:18:27.266> marketing<00:18:27.731> and<00:18:27.811> the<00:18:27.907> whole<00:18:28.452> pipeline<00:18:28.950> of<00:18:29.175> like<00:18:29.399> product<00:18:29.576> development<00:18:30.122> where,<00:18:30.379> where<00:18:30.765> that<00:18:30.925> touches<00:18:31.246> go-to-market.

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So,<00:18:32.804> uh,<00:18:32.933> we<00:18:33.029> raised—<00:18:33.254> that<00:18:33.350> was<00:18:33.431> like<00:18:33.672> $30,<00:18:34.234> $35<00:18:34.491> million<00:18:34.956> or<00:18:34.989> something<00:18:35.197> like<00:18:35.422> that<00:18:35.583> that<00:18:35.663> we<00:18:35.759> raised<00:18:36.016> in,<00:18:36.322> in<00:18:36.402> the<00:18:36.498> Series<00:18:36.803> B.

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And<00:18:37.671> then<00:18:37.783> our<00:18:37.847> most<00:18:38.072> recent<00:18:38.297> ones<00:18:38.490> you're<00:18:38.634> asking<00:18:38.971> about<00:18:39.357> is,<00:18:39.678> um,<00:18:40.015> was<00:18:40.160> $111<00:18:40.979> million,<00:18:41.927> uh,<00:18:42.168> from<00:18:42.505> Brookfield.

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Um,<00:18:44.191> now<00:18:44.352> Brookfield<00:18:44.898> Growth<00:18:45.299> is<00:18:45.396> the<00:18:45.637> fund,<00:18:45.942> and<00:18:46.199> Brookfield<00:18:46.841> is<00:18:47.307> in,<00:18:47.628> uh,<00:18:47.949> like,<00:18:48.110> they<00:18:48.270> are,<00:18:48.511> they<00:18:48.592> are<00:18:48.688> a<00:18:48.704> massive<00:18:49.234> real<00:18:49.395> estate,<00:18:50.037> uh,<00:18:50.599> owner<00:18:51.001> and<00:18:51.242> operator.

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So<00:18:51.980> they<00:18:52.141> do<00:18:52.382> both,<00:18:53.105> both<00:18:53.362> of<00:18:53.506> these.

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And<00:18:54.470> so<00:18:55.177> our<00:18:55.418> whole<00:18:55.594> thing<00:18:55.835> with<00:18:55.996> them<00:18:56.253> is<00:18:56.478> they<00:18:56.719> know<00:18:57.185> real<00:18:57.442> estate<00:18:58.567> and<00:18:58.808> they<00:18:59.049> know<00:18:59.611> buildings<00:19:00.093> and<00:19:00.254> what<00:19:00.478> they<00:19:00.655> need<00:19:01.603> and<00:19:02.262> what<00:19:02.487> kind<00:19:02.647> of<00:19:02.808> problems,<00:19:03.370> especially<00:19:03.627> when<00:19:03.708> it<00:19:03.772> comes<00:19:03.901> to<00:19:04.029> data<00:19:04.752> and<00:19:04.993> analytics<00:19:05.539> of<00:19:05.957> what's<00:19:06.182> going<00:19:06.423> on.

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So<00:19:07.708> that<00:19:07.885> was<00:19:08.110> a<00:19:08.271> lot<00:19:08.431> of<00:19:08.463> money<00:19:08.688> that<00:19:08.849> was<00:19:09.331> basically<00:19:09.797> raised<00:19:10.054> too.

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But<00:19:10.697> they're<00:19:10.857> very<00:19:11.082> excited<00:19:11.500> because<00:19:11.982> also<00:19:12.287> real<00:19:12.384> estate,<00:19:12.785> when<00:19:12.946> we<00:19:13.026> raised,<00:19:14.215> they<00:19:14.311> were<00:19:14.392> starting<00:19:14.681> to<00:19:14.713> see<00:19:14.938> problems<00:19:15.500> already.

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It<00:19:15.902> was<00:19:16.063> very<00:19:16.384> clear<00:19:16.641> that<00:19:16.866> there<00:19:16.962> were<00:19:17.107> going<00:19:17.187> to<00:19:17.268> be<00:19:17.428> problems.

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So<00:19:18.424> what<00:19:18.553> they<00:19:18.714> did<00:19:18.955> is<00:19:19.292> they<00:19:19.533> just<00:19:19.758> want<00:19:19.838> to<00:19:19.951> invest<00:19:20.497> in<00:19:20.658> technologies<00:19:21.622> that<00:19:21.766> are<00:19:21.862> going<00:19:21.958> to<00:19:22.102> change<00:19:22.743> and<00:19:22.887> help<00:19:23.224> companies<00:19:24.810> have<00:19:25.211> more<00:19:25.387> success<00:19:26.028> in<00:19:26.188> their,<00:19:26.508> in<00:19:26.653> their<00:19:26.749> space<00:19:27.229> inside<00:19:27.534> of<00:19:27.614> their<00:19:27.790> buildings.

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So<00:19:29.072> we've<00:19:29.216> been,<00:19:29.553> we<00:19:29.697> built<00:19:29.857> a<00:19:29.873> whole<00:19:30.097> Connect<00:19:31.075> product<00:19:31.780> with<00:19:31.956> them<00:19:32.998> where<00:19:33.158> it's<00:19:33.494> around<00:19:33.799> centralizing<00:19:34.584> the<00:19:34.680> visitor<00:19:35.000> operations<00:19:35.882> for<00:19:36.106> all<00:19:36.442> the<00:19:36.523> tenants<00:19:37.308> and<00:19:37.404> the<00:19:37.548> downstairs.

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And<00:19:38.798> now<00:19:38.942> we're<00:19:39.070> expanding<00:19:39.391> into<00:19:39.647> building<00:19:39.887> a<00:19:39.903> whole<00:19:40.031> community<00:19:40.512> aspect<00:19:40.929> there.

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You<00:19:41.329> can<00:19:41.489> do<00:19:41.570> like<00:19:41.730> carpooling<00:19:42.275> and<00:19:42.371> stuff.

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That's<00:19:42.755> what<00:19:42.835> we're<00:19:43.012> trying<00:19:43.172> to<00:19:43.316> build<00:19:44.213> and<00:19:44.374> door<00:19:44.598> access<00:19:44.854> integrations<00:19:45.431> and<00:19:45.559> all<00:19:45.591> this<00:19:45.703> stuff.

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So<00:19:46.521> lots<00:19:46.713> of<00:19:46.777> really<00:19:47.001> cool<00:19:47.097> stuff<00:19:47.402> going<00:19:47.642> on<00:19:47.802> there.

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But<00:19:48.123> Brookfield's<00:19:48.523> just<00:19:48.700> been<00:19:48.876> spectacular<00:19:49.645> for<00:19:50.142> market<00:19:50.447> data<00:19:50.849> on<00:19:51.571> real<00:19:51.668> estate<00:19:52.133> and<00:19:52.615> also<00:19:52.712> the<00:19:52.808> technologies.

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Real<00:19:53.997> estate's<00:19:54.382> very<00:19:54.639> behind<00:19:55.281> on<00:19:55.442> technology,<00:19:56.165> like<00:19:56.406> huge<00:19:56.887> opportunities<00:19:57.514> there,<00:19:58.076> but<00:19:58.237> also<00:19:58.558> the<00:19:58.718> people<00:19:59.120> are<00:19:59.361> very<00:19:59.843> conservative<00:20:00.341> when<00:20:00.485> it<00:20:00.517> comes<00:20:00.822> to<00:20:01.047> like<00:20:01.465> trying<00:20:01.786> out<00:20:01.947> new<00:20:02.091> technologies,<00:20:02.894> even<00:20:03.231> if<00:20:03.392> it<00:20:03.537> promises<00:20:04.034> really<00:20:04.275> great<00:20:04.500> returns.

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It's<00:20:05.898> a<00:20:05.946> very<00:20:06.347> like,<00:20:06.909> this<00:20:07.022> is<00:20:07.150> how<00:20:07.247> we've<00:20:07.391> been<00:20:07.568> doing<00:20:07.825> it<00:20:08.034> thing.

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And<00:20:09.656> you<00:20:09.816> got<00:20:09.977> to<00:20:10.122> get<00:20:10.523> good<00:20:10.764> at<00:20:10.941> the<00:20:11.487> pitch.

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You've<00:20:13.012> got<00:20:13.125> some<00:20:13.430> name<00:20:13.735> brand<00:20:14.699> cream<00:20:14.940> of<00:20:14.972> the<00:20:15.100> crop<00:20:15.679> investors,<00:20:17.044> which<00:20:17.220> is<00:20:17.365> really<00:20:17.606> cool.

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I'm<00:20:17.927> sure<00:20:18.104> that's<00:20:18.409> super<00:20:18.602> helpful.

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How<00:20:19.440> do<00:20:19.560> you<00:20:19.780> think<00:20:20.060> about<00:20:21.180> public<00:20:21.920> markets?

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Now,<00:20:22.580> I'm<00:20:22.740> not<00:20:22.800> going<00:20:22.840> to<00:20:23.000> ask<00:20:23.100> if<00:20:23.260> you're<00:20:23.420> going<00:20:23.520> to<00:20:23.620> IPO<00:20:23.880> anytime<00:20:24.260> soon<00:20:24.480> or<00:20:24.580> anything<00:20:24.760> like<00:20:24.960> that.

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No,<00:20:25.480> you<00:20:25.481> can't<00:20:25.760> even<00:20:25.761> say<00:20:25.880> if<00:20:26.080> you<00:20:26.220> were.

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Would<00:20:26.720> love<00:20:26.920> to.

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I<00:20:27.700> would<00:20:27.840> not.

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Not<00:20:28.720> in<00:20:28.880> this<00:20:29.080> market.

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No.

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Yeah,<00:20:30.180> yeah,<00:20:30.181> yeah,<00:20:30.460> yeah.

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How<00:20:30.940> do<00:20:31.040> you<00:20:31.160> think<00:20:31.320> about<00:20:31.520> it<00:20:31.660> now?

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Because<00:20:32.000> this<00:20:32.260> market<00:20:32.520> is<00:20:32.740> weird.

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Like,<00:20:33.320> does<00:20:33.460> anybody<00:20:33.740> go<00:20:33.940> public<00:20:34.220> anymore?

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Uh,<00:20:35.660> like,<00:20:36.040> uh,<00:20:36.440> how<00:20:36.660> are<00:20:36.840> you—<00:20:37.620> like,<00:20:38.010> what<00:20:38.360> do<00:20:38.460> you<00:20:38.540> do<00:20:38.660> if<00:20:38.760> you<00:20:38.980> don't<00:20:39.120> go<00:20:39.380> public?

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Yeah,<00:20:41.020> yeah.

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Well,<00:20:41.700> so<00:20:41.980> we<00:20:42.060> have<00:20:42.160> a<00:20:42.340> lot<00:20:42.360> of<00:20:42.500> money,<00:20:42.640> so<00:20:42.760> we<00:20:42.860> don't<00:20:42.980> need<00:20:43.180> to<00:20:43.200> raise<00:20:43.440> money<00:20:43.640> through<00:20:43.880> an<00:20:44.100> IPO<00:20:44.400> nor,<00:20:44.780> uh,<00:20:45.340> just<00:20:45.420> fundraising.

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So,<00:20:46.400> so<00:20:46.540> we're<00:20:46.680> good<00:20:46.840> on<00:20:46.940> that<00:20:47.140> front.

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We've<00:20:47.560> been<00:20:48.386> We've<00:20:49.124> been<00:20:49.428> doing<00:20:49.621> our<00:20:49.829> version<00:20:50.230> of<00:20:50.406> Year<00:20:50.566> of<00:20:50.711> Efficiency<00:20:51.448> or<00:20:51.592> whatever<00:20:51.864> Mark<00:20:52.089> called<00:20:52.409> it.

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But<00:20:53.836> it<00:20:53.996> is<00:20:54.253> about<00:20:54.557> right<00:20:54.733> now,<00:20:54.974> like,<00:20:55.134> how<00:20:55.294> can<00:20:55.439> companies<00:20:55.855> be<00:20:56.080> efficient<00:20:56.496> and<00:20:56.577> effective<00:20:57.202> and<00:20:57.298> stop<00:20:57.554> being<00:20:57.699> so<00:20:57.859> wasteful<00:20:58.420> in<00:20:58.580> their<00:20:58.804> growth?

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I<00:20:59.638> think<00:20:59.798> a<00:20:59.862> lot<00:21:00.023> of<00:21:00.087> companies<00:21:00.423> were<00:21:00.584> growing<00:21:00.968> at<00:21:01.128> all<00:21:01.225> costs<00:21:02.202> is<00:21:02.347> the<00:21:02.411> phrase,<00:21:02.827> but<00:21:02.988> like<00:21:03.164> they<00:21:03.308> were<00:21:03.869> kind<00:21:04.094> of<00:21:04.270> not<00:21:04.510> really<00:21:04.767> measuring<00:21:05.312> that<00:21:05.632> either.

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And<00:21:06.177> they<00:21:06.337> realized<00:21:06.690> that<00:21:06.834> they<00:21:06.946> didn't<00:21:07.187> need<00:21:07.315> to<00:21:07.652> spend<00:21:08.036> nearly<00:21:08.357> that<00:21:08.581> much<00:21:08.758> to<00:21:08.902> grow.

00:21:09.639 --> 00:21:12.684
So<00:21:10.601> there's<00:21:10.825> a<00:21:10.921> lot<00:21:11.162> of<00:21:11.322> analysis<00:21:11.803> and<00:21:11.883> stuff<00:21:12.107> being<00:21:12.348> done<00:21:12.524> there.

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Companies<00:21:13.406> are<00:21:13.470> going<00:21:13.646> to<00:21:13.726> just<00:21:13.951> be<00:21:14.047> way<00:21:14.223> more<00:21:14.544> efficient<00:21:15.072> and<00:21:15.185> effective<00:21:15.730> in<00:21:15.810> the<00:21:15.890> way<00:21:16.050> they<00:21:16.275> operate.

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Gone<00:21:17.655> are<00:21:17.815> the<00:21:17.895> days<00:21:18.361> where<00:21:18.618> you<00:21:19.517> can<00:21:19.662> just<00:21:21.428> put<00:21:21.605> somebody<00:21:21.990> on<00:21:22.071> something<00:21:22.392> and<00:21:22.472> then<00:21:22.617> it<00:21:22.697> grows<00:21:22.970> like<00:21:23.114> crazy<00:21:23.419> and<00:21:23.516> all<00:21:23.596> this<00:21:23.741> revenue<00:21:24.062> comes<00:21:24.319> in<00:21:24.479> and<00:21:24.544> like,<00:21:24.736> woohoo,<00:21:25.186> we're<00:21:25.346> awesome.

00:21:26.310 --> 00:21:27.803
You<00:21:26.406> got<00:21:26.551> to<00:21:26.728> really<00:21:27.129> work<00:21:27.370> for<00:21:27.530> it<00:21:27.675> now.

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And<00:21:28.157> I<00:21:28.317> think<00:21:28.478> that<00:21:28.574> that<00:21:28.895> separator,<00:21:29.441> that<00:21:29.554> differentiator<00:21:30.485> is<00:21:30.999> extremely<00:21:31.465> important.

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The<00:21:31.930> companies<00:21:32.348> that<00:21:32.573> really<00:21:32.830> focus<00:21:33.456> on<00:21:33.938> being<00:21:34.114> effective<00:21:34.612> and<00:21:34.692> efficient,<00:21:35.222> but<00:21:35.463> also<00:21:36.443> smart<00:21:36.925> about<00:21:37.149> how<00:21:37.310> they<00:21:37.406> grow.

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You're<00:21:38.996> not<00:21:39.253> going<00:21:39.365> to<00:21:39.494> grow<00:21:39.799> your<00:21:39.976> company<00:21:40.457> by<00:21:40.698> just<00:21:41.019> focusing<00:21:42.304> on,<00:21:42.609> hey,<00:21:42.866> let's<00:21:43.027> make<00:21:43.268> sure<00:21:43.830> everyone's<00:21:45.821> happy<00:21:46.158> and<00:21:46.238> everything's<00:21:46.720> perfect.

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Everyone<00:21:48.809> has<00:21:49.050> to<00:21:49.146> be<00:21:49.355> pushed.

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We<00:21:50.480> have<00:21:50.576> to<00:21:50.656> be<00:21:50.737> deliberate<00:21:51.540> about<00:21:51.926> executing<00:21:52.488> in<00:21:52.568> an<00:21:52.665> environment<00:21:53.291> that<00:21:53.532> is<00:21:53.645> against<00:21:54.095> all<00:21:54.255> odds.

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Every<00:21:55.316> company<00:21:55.637> is<00:21:55.782> going<00:21:55.958> through<00:21:56.119> this<00:21:56.296> right<00:21:56.521> now.

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And<00:21:56.906> I<00:21:57.067> think<00:21:57.244> there's<00:21:58.529> just<00:21:58.754> a<00:21:58.850> concept<00:21:59.911> of<00:22:00.136> comfort.

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And<00:22:00.778> it's<00:22:01.212> like,<00:22:01.726> this<00:22:01.839> is<00:22:01.967> not<00:22:02.144> a<00:22:02.224> world<00:22:02.465> for<00:22:02.610> comfort.

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And<00:22:03.205> it's<00:22:03.381> like,<00:22:03.912> we<00:22:03.992> want<00:22:04.153> to<00:22:04.201> provide<00:22:04.410> as<00:22:04.538> much<00:22:04.715> comfort<00:22:04.972> in<00:22:05.052> the<00:22:05.197> peers<00:22:06.466> when<00:22:06.627> they<00:22:06.723> come<00:22:06.884> together.

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And<00:22:08.089> that's<00:22:08.475> how<00:22:08.635> we<00:22:08.732> try<00:22:08.892> to<00:22:09.037> play<00:22:09.214> our<00:22:09.374> part<00:22:09.680> in<00:22:09.776> all<00:22:09.937> of<00:22:10.017> this.

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But<00:22:11.238> it's<00:22:11.543> definitely<00:22:11.865> not<00:22:12.331> easy<00:22:12.507> for<00:22:12.652> a<00:22:12.668> lot<00:22:12.829> of<00:22:12.909> folks.

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So<00:22:13.680> that's<00:22:14.140> kind<00:22:14.360> of<00:22:14.460> like,<00:22:15.020> it's<00:22:15.200> a<00:22:15.380> new<00:22:15.580> world<00:22:15.980> and<00:22:16.320> companies<00:22:16.680> are<00:22:16.900> gonna<00:22:16.920> have<00:22:17.200> to<00:22:17.340> adapt.

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And<00:22:17.880> if<00:22:18.000> they<00:22:18.200> don't,<00:22:19.100> it's<00:22:19.120> gonna<00:22:19.280> be<00:22:19.480> really<00:22:20.020> rough<00:22:21.320> for<00:22:21.580> them.

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But<00:22:21.941> yeah,<00:22:22.300> I<00:22:22.360> don't<00:22:22.440> see<00:22:22.560> us<00:22:22.660> ending<00:22:22.840> anytime<00:22:23.220> soon.

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IPO's<00:22:23.860> not<00:22:23.980> happening<00:22:24.300> anytime<00:22:24.740> soon.

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I<00:22:25.360> don't<00:22:25.480> think<00:22:25.680> anybody's<00:22:26.260> IPO<00:22:26.520> is<00:22:26.740> happening<00:22:26.960> anytime<00:22:27.320> soon.

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I<00:22:27.321> don't<00:22:27.322> think<00:22:27.440> so<00:22:27.620> either,<00:22:27.880> yeah.

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Yeah,<00:22:28.720> yeah.

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And<00:22:29.301> just<00:22:29.520> quickly,<00:22:30.060> going<00:22:30.320> back<00:22:30.740> in<00:22:31.160> like<00:22:31.340> even<00:22:31.520> last<00:22:31.840> year<00:22:32.100> or<00:22:32.101> the<00:22:32.200> year<00:22:32.340> before,<00:22:33.300> just<00:22:33.460> the<00:22:33.620> like<00:22:33.980> meritless<00:22:34.440> IPOs<00:22:35.080> in<00:22:35.820> form<00:22:36.060> of<00:22:36.500> SPACs.

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It<00:22:37.161> was<00:22:37.280> just<00:22:37.520> like,<00:22:38.080> in<00:22:38.460> 1999,<00:22:39.120> a<00:22:39.280> lot<00:22:39.400> of<00:22:39.580> companies,<00:22:39.940> like<00:22:40.220> they<00:22:40.420> just<00:22:40.700> IPO'd<00:22:41.120> before<00:22:41.420> like<00:22:41.660> sometimes<00:22:41.880> even<00:22:42.180> getting<00:22:42.540> any<00:22:42.920> kind<00:22:43.180> of<00:22:43.280> revenue.

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And<00:22:44.859> they<00:22:45.036> did<00:22:45.260> this,<00:22:45.501> and<00:22:45.614> it's<00:22:45.806> like,<00:22:45.983> of<00:22:46.079> course<00:22:46.304> that<00:22:46.401> didn't<00:22:46.625> work<00:22:46.802> out,<00:22:46.947> and<00:22:47.059> it<00:22:47.123> blew<00:22:47.509> up,<00:22:47.669> and<00:22:47.765> like,<00:22:48.328> and<00:22:48.472> then<00:22:48.568> we<00:22:48.729> went<00:22:48.970> to<00:22:49.355> what<00:22:49.516> happened<00:22:49.789> in<00:22:49.837> 2000,<00:22:50.174> 2001.

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But<00:22:52.117> if<00:22:52.246> you<00:22:52.406> look<00:22:52.599> at<00:22:52.743> '20,<00:22:53.627> so<00:22:54.108> we<00:22:54.253> had<00:22:54.349> the<00:22:54.429> same<00:22:54.831> thing<00:22:55.056> happen<00:22:55.313> again,<00:22:55.634> except<00:22:55.955> instead<00:22:56.212> of<00:22:56.292> it<00:22:56.437> being<00:22:56.597> called<00:22:56.838> an<00:22:56.918> IPO,<00:22:57.256> it<00:22:57.304> was<00:22:57.480> called<00:22:57.641> a<00:22:57.657> SPAC.

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And<00:22:58.845> these<00:22:59.006> companies<00:22:59.391> that<00:22:59.552> were<00:22:59.712> not<00:23:00.146> mature,<00:23:00.612> nor<00:23:01.013> predictable,<00:23:01.559> nor<00:23:01.961> ready,<00:23:02.619> got<00:23:02.844> pushed<00:23:03.101> into<00:23:03.181> going<00:23:03.406> public.

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Everybody<00:23:04.128> had<00:23:04.305> the<00:23:04.385> big<00:23:04.626> moment,<00:23:05.092> yay,<00:23:05.349> this<00:23:05.509> is<00:23:05.654> the<00:23:05.831> big<00:23:06.232> success<00:23:06.553> moment<00:23:06.794> we've<00:23:06.939> been<00:23:07.035> waiting<00:23:07.276> for.

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And<00:23:08.095> it<00:23:08.159> just<00:23:08.352> destroyed<00:23:08.882> the<00:23:09.026> technology<00:23:09.684> that<00:23:09.829> was<00:23:09.925> so<00:23:10.166> innovative,<00:23:10.568> so<00:23:10.712> exciting,<00:23:11.146> so<00:23:11.660> had<00:23:11.836> so<00:23:11.996> much<00:23:12.237> promise<00:23:12.574> because<00:23:13.215> the<00:23:13.295> business<00:23:14.017> goals<00:23:14.498> came<00:23:14.738> in<00:23:15.524> and<00:23:16.005> they<00:23:16.102> were<00:23:16.182> too<00:23:16.342> immature<00:23:16.759> for<00:23:17.449> that.

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I<00:23:18.507> still<00:23:18.667> think<00:23:18.828> they're<00:23:18.924> great<00:23:19.132> companies<00:23:19.549> and<00:23:19.630> great<00:23:19.854> people<00:23:20.111> that<00:23:20.351> did<00:23:20.592> them,<00:23:20.912> but<00:23:21.089> it<00:23:21.217> was<00:23:21.329> just<00:23:21.554> pushed<00:23:21.794> too<00:23:21.955> much<00:23:22.195> to<00:23:22.356> the<00:23:22.436> big<00:23:22.676> win.

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The<00:23:23.623> financial<00:23:24.024> win<00:23:24.184> was<00:23:24.360> too<00:23:24.521> fast<00:23:24.938> expected,<00:23:26.044> and<00:23:26.509> I<00:23:26.541> think<00:23:26.766> the<00:23:26.846> market<00:23:27.167> got<00:23:27.327> what<00:23:27.471> it<00:23:27.568> deserved.

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But<00:23:28.514> it<00:23:29.492> does<00:23:29.732> take<00:23:29.957> a<00:23:29.973> while<00:23:30.133> to<00:23:30.214> build<00:23:30.438> companies,<00:23:30.919> and<00:23:31.015> we<00:23:31.160> all<00:23:31.320> have<00:23:31.480> to<00:23:31.577> do<00:23:31.657> our<00:23:31.817> best<00:23:32.058> for<00:23:32.154> a<00:23:32.282> long<00:23:32.459> time<00:23:32.699> before<00:23:33.004> the<00:23:33.100> IPO.

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There's<00:23:35.169> like<00:23:35.281> an<00:23:35.409> average<00:23:35.682> of<00:23:35.987> 10<00:23:36.307> years<00:23:36.548> or<00:23:36.612> something<00:23:37.029> before<00:23:37.254> a<00:23:37.270> company<00:23:37.510> goes<00:23:37.670> public.

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Um,<00:23:38.794> but<00:23:39.034> yeah,<00:23:39.339> that's,<00:23:39.596> that's<00:23:39.901> like,<00:23:40.222> that's<00:23:40.414> the<00:23:40.639> world<00:23:40.880> we're<00:23:41.120> in<00:23:41.265> right<00:23:41.361> now.

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And<00:23:41.843> yeah,<00:23:42.709> yeah,<00:23:42.966> it's—<00:23:43.287> that's<00:23:43.447> why<00:23:43.528> no<00:23:43.672> one's<00:23:43.833> going<00:23:43.993> public,<00:23:44.250> because<00:23:44.426> it's<00:23:44.523> like<00:23:44.795> they're<00:23:44.908> freaked<00:23:45.277> out<00:23:45.453> based<00:23:45.694> on<00:23:45.855> what<00:23:45.999> they<00:23:46.095> saw<00:23:46.272> in<00:23:46.416> the<00:23:46.496> last<00:23:46.801> couple<00:23:47.042> years.

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When<00:23:48.262> you<00:23:48.342> were<00:23:48.438> starting<00:23:48.968> in,<00:23:49.289> in<00:23:49.385> 2013,<00:23:50.091> obviously<00:23:50.348> completely<00:23:50.813> different<00:23:51.134> world<00:23:51.712> than<00:23:51.872> where<00:23:51.953> you're<00:23:52.177> at<00:23:52.354> now.

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Um,<00:23:54.103> how<00:23:54.360> were<00:23:54.585> you<00:23:54.841> pitching<00:23:55.242> this?

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How<00:23:56.350> did<00:23:56.510> you<00:23:56.607> get<00:23:56.847> the<00:23:56.911> meetings<00:23:57.264> with<00:23:57.473> Andreessen<00:23:58.035> and<00:23:58.275> all<00:23:58.356> those<00:23:58.532> types<00:23:58.709> of<00:23:58.773> things?

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I<00:23:59.415> think<00:23:59.559> that<00:23:59.656> might<00:23:59.880> be<00:23:59.977> interesting<00:24:00.362> for<00:24:00.474> some<00:24:00.699> entrepreneurs<00:24:01.341> or<00:24:01.421> kind<00:24:01.565> of<00:24:01.662> early<00:24:01.966> stage,<00:24:02.528> uh,<00:24:03.202> CEOs<00:24:03.732> who<00:24:03.828> may<00:24:04.053> be,<00:24:04.454> um,<00:24:05.000> watching<00:24:05.336> this<00:24:05.448> or<00:24:05.593> listening<00:24:05.913> to<00:24:06.138> it,<00:24:06.554> just<00:24:06.779> kind<00:24:06.891> of<00:24:06.955> how<00:24:07.180> you<00:24:07.356> did<00:24:07.580> all<00:24:07.741> that.

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Yeah,<00:24:09.023> yeah,<00:24:09.264> it's<00:24:10.145> unfortunate<00:24:10.883> to<00:24:10.963> say,<00:24:11.283> but<00:24:11.444> there<00:24:11.604> is<00:24:11.780> a<00:24:11.908> lot<00:24:12.021> of<00:24:12.149> relationships<00:24:12.966> that<00:24:13.111> were<00:24:13.271> leveraged<00:24:13.608> as<00:24:13.752> part<00:24:13.864> of<00:24:13.992> it.

00:24:15.307 --> 00:24:23.434
So<00:24:15.531> I'm<00:24:15.868> an<00:24:15.948> engineer,<00:24:16.333> I<00:24:16.397> was<00:24:16.493> an<00:24:16.637> engineer<00:24:16.974> since<00:24:17.198> the<00:24:17.279> beginning,<00:24:17.776> and<00:24:18.016> these<00:24:19.443> days<00:24:19.859> the<00:24:20.100> E<00:24:20.276> stands<00:24:20.805> for,<00:24:21.142> I<00:24:21.222> don't<00:24:21.366> know,<00:24:21.607> executive<00:24:22.344> instead<00:24:22.665> of<00:24:22.889> engineering.

00:24:23.867 --> 00:24:32.251
But<00:24:25.149> it's<00:24:25.294> just<00:24:25.454> really<00:24:25.775> about<00:24:26.111> like,<00:24:27.153> when<00:24:27.297> I<00:24:27.394> was,<00:24:27.554> so<00:24:27.698> I<00:24:27.714> was<00:24:27.858> at<00:24:28.115> Google<00:24:28.404> and<00:24:28.452> then<00:24:28.596> I<00:24:28.660> was<00:24:28.756> at<00:24:28.900> Twitter,<00:24:29.702> and<00:24:30.263> I<00:24:30.359> was<00:24:30.792> doing<00:24:30.920> systems<00:24:31.401> backend<00:24:31.722> engineering.

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And<00:24:33.004> one<00:24:33.148> of<00:24:33.181> the<00:24:33.309> things<00:24:33.966> that<00:24:34.190> I<00:24:34.287> had<00:24:34.687> throughout<00:24:35.152> my<00:24:35.329> career<00:24:35.809> is<00:24:35.874> like<00:24:36.082> people<00:24:36.354> were<00:24:36.515> like,<00:24:36.755> hey,<00:24:36.900> Hey,<00:24:38.456> this<00:24:38.681> is<00:24:38.777> really<00:24:39.162> like,<00:24:39.483> it's<00:24:39.611> like,<00:24:39.804> I<00:24:39.900> like<00:24:40.061> what<00:24:40.205> you're<00:24:40.382> doing.

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It's<00:24:41.007> like,<00:24:41.168> hey,<00:24:41.344> if<00:24:41.489> you<00:24:41.569> ever<00:24:41.746> start<00:24:42.002> a<00:24:42.131> company,<00:24:42.773> let<00:24:42.869> me<00:24:43.029> know.

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That's<00:24:44.153> like<00:24:44.313> the<00:24:44.393> common<00:24:44.794> thing.

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That's<00:24:45.115> why<00:24:45.260> you<00:24:45.340> want<00:24:45.468> to<00:24:45.516> be<00:24:45.581> in<00:24:45.661> Silicon<00:24:45.998> Valley,<00:24:46.239> because<00:24:46.543> there's<00:24:46.640> just<00:24:46.945> a<00:24:47.041> ton<00:24:47.362> of<00:24:47.586> angel<00:24:47.843> investors<00:24:48.389> who<00:24:48.485> say<00:24:48.870> that<00:24:49.111> exact<00:24:49.448> phrase.

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If<00:24:50.234> you<00:24:50.330> ever<00:24:50.491> start<00:24:50.748> something,<00:24:51.213> just<00:24:51.373> let<00:24:51.454> me<00:24:51.550> know.

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And<00:24:52.497> then<00:24:52.657> what<00:24:52.802> you're<00:24:52.930> supposed<00:24:53.363> to<00:24:53.460> do,<00:24:53.620> which<00:24:53.780> I<00:24:53.941> did<00:24:54.326> kind<00:24:54.567> of,<00:24:54.888> is<00:24:55.128> write<00:24:55.305> down<00:24:55.690> everybody's<00:24:56.444> name<00:24:57.295> that<00:24:57.471> has<00:24:57.776> ever<00:24:57.953> said<00:24:58.273> that.

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And<00:24:58.659> I<00:24:58.675> was<00:24:58.819> thinking<00:24:59.076> really<00:24:59.316> hard<00:24:59.493> about<00:24:59.718> whoever<00:25:00.199> said<00:25:00.504> that,<00:25:00.680> like,<00:25:00.921> what<00:25:01.146> were<00:25:01.242> the<00:25:01.419> circumstances?

00:25:02.430 --> 00:25:04.339
So<00:25:02.510> I<00:25:02.526> had<00:25:02.686> different<00:25:02.991> managers,<00:25:03.489> different<00:25:03.729> CEOs.

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Different<00:25:05.253> people<00:25:05.573> that<00:25:05.733> I<00:25:05.893> talked<00:25:06.150> to<00:25:06.374> while<00:25:06.598> I<00:25:06.775> was<00:25:07.095> at<00:25:07.175> Google<00:25:07.720> and<00:25:08.297> Twitter.

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These<00:25:08.762> are<00:25:08.858> popular<00:25:09.322> companies.

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So,<00:25:10.700> okay,<00:25:11.245> off<00:25:11.421> I<00:25:11.501> go<00:25:11.582> in<00:25:11.662> 2013,<00:25:12.607> I<00:25:12.687> get<00:25:12.783> the<00:25:12.943> terrible<00:25:13.328> idea<00:25:13.584> to<00:25:13.648> start<00:25:13.905> a<00:25:13.969> company<00:25:14.930> and<00:25:15.347> it's<00:25:15.635> like,<00:25:15.763> okay,<00:25:15.988> great.

00:25:16.645 --> 00:25:20.971
So<00:25:16.773> I<00:25:16.805> started<00:25:17.574> it<00:25:17.814> at<00:25:17.911> first<00:25:18.167> and<00:25:18.247> I<00:25:18.311> wanted<00:25:18.471> to<00:25:18.632> do<00:25:18.712> the<00:25:18.856> checklist<00:25:19.417> of<00:25:20.074> Silicon<00:25:20.394> Valley<00:25:20.570> startups.

00:25:21.019 --> 00:25:26.451
So<00:25:21.051> nobody<00:25:21.355> gets<00:25:21.580> paid<00:25:21.756> anything,<00:25:22.477> we<00:25:22.541> work<00:25:22.781> really<00:25:23.022> long<00:25:23.262> hours,<00:25:23.919> nothing<00:25:24.175> makes<00:25:24.400> sense,<00:25:25.025> but<00:25:25.105> we're<00:25:25.201> building<00:25:25.505> a<00:25:25.585> product<00:25:25.922> that<00:25:26.146> grows.

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And<00:25:27.444> it<00:25:27.668> grew<00:25:28.325> because<00:25:29.046> people<00:25:29.607> used<00:25:30.104> the<00:25:30.248> Visitor's<00:25:30.649> product<00:25:31.049> at<00:25:31.290> other<00:25:31.530> people's<00:25:31.994> companies.

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And<00:25:33.293> then<00:25:33.437> they<00:25:33.597> remembered<00:25:34.239> it<00:25:35.040> and<00:25:35.120> then<00:25:35.217> they<00:25:35.297> brought<00:25:35.473> it<00:25:35.601> to<00:25:35.633> their<00:25:35.778> own<00:25:35.858> company.

00:25:36.916 --> 00:25:39.465
So<00:25:37.140> it<00:25:37.221> is<00:25:37.445> that<00:25:37.782> kind<00:25:38.022> of,<00:25:38.407> let's<00:25:38.567> just<00:25:38.728> say<00:25:38.904> virality.

00:25:39.770 --> 00:25:42.431
I<00:25:39.818> don't<00:25:40.026> know<00:25:40.090> if<00:25:40.203> it's<00:25:40.347> too<00:25:40.443> soon<00:25:40.619> to<00:25:40.684> say<00:25:40.908> that<00:25:41.052> word,<00:25:41.229> but<00:25:41.309> let's<00:25:41.549> go<00:25:41.694> with<00:25:42.287> it.

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It's<00:25:43.297> the<00:25:43.393> virality<00:25:44.195> of<00:25:44.419> people<00:25:44.611> seeing<00:25:44.836> it<00:25:44.916> out<00:25:45.012> of<00:25:45.141> people's<00:25:45.381> companies<00:25:45.718> and<00:25:45.878> liking<00:25:46.279> it<00:25:46.824> that<00:25:46.984> got<00:25:47.177> it<00:25:47.401> into<00:25:47.882> other<00:25:48.042> companies.

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So<00:25:49.245> then<00:25:49.630> when<00:25:50.111> the<00:25:50.191> seed<00:25:50.768> round<00:25:51.153> came<00:25:51.409> in,<00:25:51.650> which<00:25:51.794> was<00:25:51.906> about<00:25:52.131> like<00:25:52.307> 6,<00:25:52.628> 9<00:25:52.788> months<00:25:53.077> later,<00:25:53.798> I<00:25:53.894> had<00:25:54.199> customers.

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Like<00:25:54.872> there<00:25:55.000> were<00:25:55.161> literally<00:25:55.497> customers.

00:25:55.898 --> 00:25:57.806
We<00:25:56.042> had<00:25:56.139> these<00:25:56.283> like<00:25:56.620> big<00:25:56.860> name<00:25:57.165> customers<00:25:57.566> too.

00:25:58.287 --> 00:26:02.279
And<00:25:59.105> these<00:25:59.281> are<00:25:59.345> Silicon<00:25:59.666> Valley<00:25:59.890> companies<00:26:00.307> who<00:26:00.371> are<00:26:00.612> easier<00:26:00.948> to<00:26:01.109> adopt<00:26:01.509> new<00:26:01.606> technology.

00:26:02.632 --> 00:26:04.269
So<00:26:03.017> you<00:26:03.177> have<00:26:03.418> that<00:26:03.595> benefit<00:26:04.012> too.

00:26:04.943 --> 00:26:07.254
And<00:26:05.376> then<00:26:05.761> it<00:26:05.922> basically<00:26:06.483> started<00:26:06.869> growing.

00:26:07.767 --> 00:26:10.768
The<00:26:07.928> big<00:26:08.088> names<00:26:08.409> came<00:26:08.650> because<00:26:08.891> I<00:26:09.051> reached<00:26:09.356> out<00:26:09.436> to<00:26:09.693> all<00:26:09.853> those<00:26:10.014> people<00:26:10.335> from<00:26:10.495> before.

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That<00:26:11.635> was<00:26:11.779> the<00:26:11.859> seed<00:26:12.100> round.

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And<00:26:13.063> then<00:26:13.769> whenever<00:26:14.010> an<00:26:14.090> investor<00:26:14.507> invests<00:26:14.893> in<00:26:14.989> you,<00:26:15.230> like<00:26:15.631> the<00:26:15.791> thing<00:26:15.887> that<00:26:16.032> nobody<00:26:16.273> does<00:26:16.433> that<00:26:16.578> you<00:26:16.738> have<00:26:16.899> to<00:26:17.059> do<00:26:17.380> is<00:26:17.637> tell<00:26:17.797> them,<00:26:17.958> great,<00:26:18.182> you're<00:26:18.279> so<00:26:18.503> excited<00:26:18.921> about<00:26:19.225> it.

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Who<00:26:20.429> else<00:26:20.606> do<00:26:20.766> you<00:26:20.911> know?

00:26:21.472 --> 00:26:24.216
And<00:26:21.633> I<00:26:21.713> want<00:26:21.873> to<00:26:22.034> list<00:26:22.531> and<00:26:22.676> like,<00:26:22.836> we're<00:26:22.917> going<00:26:23.013> to<00:26:23.093> call<00:26:23.398> them<00:26:23.639> all<00:26:23.815> together.

00:26:24.842 --> 00:26:26.752
And<00:26:25.099> then<00:26:25.420> they<00:26:25.564> bring<00:26:25.741> on<00:26:25.821> a<00:26:25.885> whole<00:26:25.982> bunch<00:26:26.206> more<00:26:26.367> people.

00:26:27.121 --> 00:26:31.310
So<00:26:27.667> that's<00:26:27.843> actually<00:26:28.052> how<00:26:28.164> we<00:26:28.309> got<00:26:28.614> like,<00:26:28.854> there's<00:26:29.191> this<00:26:29.352> guy<00:26:29.592> that—<00:26:29.817> Yusheng<00:26:30.154> Wang<00:26:30.395> that<00:26:30.539> started<00:26:30.892> the<00:26:31.021> whole<00:26:31.261> thing.

00:26:31.358 --> 00:26:33.572
He<00:26:31.454> was<00:26:31.534> super<00:26:31.759> excited<00:26:32.256> about<00:26:32.610> kind<00:26:32.850> of<00:26:32.882> what<00:26:32.963> we<00:26:33.123> were<00:26:33.268> doing.

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And<00:26:34.166> then<00:26:34.471> he<00:26:34.712> introduced<00:26:35.209> us<00:26:35.370> to,<00:26:35.530> was<00:26:35.755> it<00:26:35.787> like<00:26:35.996> Jeremy<00:26:36.253> Stoppelman,<00:26:37.360> uh,<00:26:37.440> who<00:26:37.601> ran<00:26:38.098> and<00:26:38.179> still<00:26:38.403> runs<00:26:38.901> Yelp?

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And<00:26:39.687> then<00:26:39.864> Jeremy<00:26:40.120> Stoppelman<00:26:40.666> happens<00:26:41.067> to,<00:26:41.292> I<00:26:41.388> think<00:26:41.565> it<00:26:41.613> was<00:26:41.741> like<00:26:41.950> mentored<00:26:42.833> by<00:26:43.298> Mark<00:26:43.539> Benioff.

00:26:44.277 --> 00:26:49.076
So<00:26:44.823> I'm<00:26:45.064> like,<00:26:45.224> you<00:26:45.304> know,<00:26:45.417> Mark,<00:26:45.786> like<00:26:46.107> I<00:26:46.299> saw<00:26:46.492> an<00:26:46.540> article<00:26:46.925> where<00:26:47.070> you're<00:26:47.246> mentored,<00:26:47.728> so<00:26:47.968> like,<00:26:48.273> you<00:26:48.338> know<00:26:48.530> the<00:26:48.610> guy,<00:26:48.771> right?

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And<00:26:49.236> he's<00:26:49.365> like,<00:26:49.718> yes.

00:26:50.841 --> 00:26:52.559
And<00:26:50.938> then<00:26:51.162> I'm<00:26:51.275> like,<00:26:51.804> I<00:26:51.884> want<00:26:52.061> the<00:26:52.157> intro.

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And,<00:26:53.184> and,<00:26:53.425> and<00:26:53.489> then<00:26:53.730> he's<00:26:53.858> like,<00:26:54.131> okay,<00:26:54.388> cool.

00:26:54.870 --> 00:26:55.929
And<00:26:54.950> because<00:26:55.110> he<00:26:55.191> wants<00:26:55.287> to<00:26:55.351> be<00:26:55.495> helpful,<00:26:55.816> right?

00:26:55.993 --> 00:26:58.288
Like<00:26:56.153> that's<00:26:56.394> the<00:26:56.539> best<00:26:56.779> thing<00:26:56.940> that,<00:26:57.116> that<00:26:57.421> these<00:26:57.678> investors<00:26:58.015> can<00:26:58.111> do.

00:26:58.336 --> 00:27:05.455
So<00:26:58.883> He<00:26:59.029> intro'd<00:26:59.352> to<00:26:59.433> Mark,<00:27:00.340> then<00:27:00.421> we<00:27:00.502> got<00:27:00.599> Mark<00:27:00.842> as<00:27:00.906> an<00:27:01.003> investor,<00:27:01.861> and<00:27:01.942> then<00:27:02.104> I<00:27:02.185> tried<00:27:02.444> my<00:27:02.606> luck<00:27:02.833> to<00:27:02.914> try<00:27:03.076> to<00:27:03.157> get<00:27:03.416> Elon,<00:27:04.452> but<00:27:04.630> that<00:27:04.808> did<00:27:04.953> not<00:27:05.115> work.

00:27:06.010 --> 00:27:10.727
Elon<00:27:06.188> apparently<00:27:06.611> doesn't<00:27:06.920> invest<00:27:07.246> no<00:27:07.343> matter<00:27:07.587> what<00:27:07.750> the<00:27:07.896> upside,<00:27:09.474> because<00:27:09.767> they<00:27:09.848> were<00:27:09.946> a<00:27:10.092> customer<00:27:10.353> of<00:27:10.499> ours.

00:27:12.364 --> 00:27:15.262
And<00:27:12.509> then<00:27:12.831> after<00:27:13.088> trying<00:27:13.265> to<00:27:13.394> beg,<00:27:13.877> and<00:27:13.958> then<00:27:14.119> he<00:27:14.215> just<00:27:14.408> stopped<00:27:14.618> answering<00:27:14.859> my<00:27:15.020> emails.

00:27:15.374 --> 00:27:16.308
So<00:27:15.423> that's<00:27:15.922> typical.

00:27:16.389 --> 00:27:20.913
But<00:27:16.630> it's<00:27:17.033> just<00:27:17.516> like,<00:27:17.934> it's<00:27:18.079> these<00:27:18.321> relationships<00:27:19.045> and<00:27:19.190> kind<00:27:19.432> of<00:27:19.512> putting<00:27:19.770> that<00:27:20.027> extra<00:27:20.333> step<00:27:20.800> up.

00:27:21.058 --> 00:27:23.246
But<00:27:21.219> like,<00:27:21.444> you<00:27:21.525> have<00:27:21.702> to<00:27:21.867> leverage<00:27:22.195> the<00:27:22.343> people<00:27:22.523> you<00:27:22.671> already<00:27:23.016> know.

00:27:24.247 --> 00:27:26.816
And<00:27:24.329> then<00:27:24.575> by<00:27:24.739> the<00:27:24.838> Series<00:27:25.314> A,<00:27:25.822> It<00:27:25.902> was<00:27:26.062> just<00:27:26.303> the<00:27:26.463> growth.

00:27:26.865 --> 00:27:27.955
The<00:27:26.945> numbers<00:27:27.266> were<00:27:27.426> really<00:27:27.747> good.

00:27:28.052 --> 00:27:29.816
Like,<00:27:28.308> it<00:27:28.373> wasn't<00:27:28.629> like<00:27:28.934> crazy<00:27:29.512> revenue.

00:27:29.897 --> 00:27:39.779
I<00:27:29.993> think<00:27:30.089> we<00:27:30.233> just<00:27:30.474> had<00:27:30.715> hit<00:27:31.116> a<00:27:31.180> million<00:27:31.613> in<00:27:32.223> ARR,<00:27:32.880> but,<00:27:33.265> um,<00:27:33.827> but<00:27:33.987> the<00:27:34.084> companies<00:27:34.565> we<00:27:34.645> had<00:27:34.870> on<00:27:35.046> board<00:27:35.367> and<00:27:35.527> like<00:27:35.768> their<00:27:36.330> addiction,<00:27:37.035> I<00:27:37.132> guess,<00:27:37.517> to<00:27:37.629> the<00:27:37.773> product<00:27:38.335> was,<00:27:38.736> was<00:27:38.960> just<00:27:39.217> unheard<00:27:39.602> of.

00:27:40.180 --> 00:27:46.452
So,<00:27:40.597> so<00:27:40.805> the<00:27:40.902> virality<00:27:41.768> and<00:27:41.864> the<00:27:41.944> whole<00:27:42.105> theory<00:27:42.410> is<00:27:42.442> like,<00:27:42.586> hey,<00:27:42.811> you<00:27:42.891> hire<00:27:43.067> a<00:27:43.131> great<00:27:43.484> sales<00:27:43.805> and<00:27:43.901> marketing<00:27:44.270> team<00:27:44.832> and<00:27:44.912> you<00:27:44.992> can<00:27:45.137> really<00:27:45.634> leverage<00:27:45.939> that<00:27:46.035> for<00:27:46.196> growth.

00:27:46.516 --> 00:27:49.516
And<00:27:46.821> honestly,<00:27:47.062> it<00:27:47.158> was<00:27:47.399> true<00:27:47.639> because<00:27:48.024> now<00:27:48.281> it's<00:27:48.506> just<00:27:48.746> growing<00:27:49.067> more<00:27:49.244> and<00:27:49.340> more.

00:27:49.869 --> 00:27:52.099
We<00:27:49.965> have<00:27:50.062> a<00:27:50.126> great<00:27:50.302> sales<00:27:50.591> team,<00:27:50.768> great<00:27:50.928> sales<00:27:51.233> leader,<00:27:51.489> great<00:27:51.746> sales.

00:27:52.970 --> 00:27:59.390
Mentality<00:27:53.520> when<00:27:53.640> it<00:27:53.760> comes<00:27:54.080> to<00:27:54.620> kind<00:27:54.920> of<00:27:54.921> pitching<00:27:55.220> the<00:27:55.440> workplace<00:27:56.160> as<00:27:56.380> opposed<00:27:56.640> to<00:27:56.800> just<00:27:56.960> like<00:27:57.120> a<00:27:57.180> visitor<00:27:57.480> thing<00:27:57.660> or<00:27:57.820> a<00:27:58.000> deliveries<00:27:58.200> thing<00:27:58.460> or<00:27:58.580> a<00:27:58.720> rooms<00:27:58.940> thing.

00:27:59.760 --> 00:28:01.540
And<00:28:00.240> then<00:28:00.400> from<00:28:00.540> then<00:28:00.740> on,<00:28:00.960> it<00:28:01.000> just<00:28:01.080> snowballs.

00:28:01.540 --> 00:28:02.740
You<00:28:01.620> got<00:28:01.720> to<00:28:01.860> keep<00:28:01.960> the<00:28:02.060> growth<00:28:02.360> up<00:28:02.580> though.

00:28:02.740 --> 00:28:04.700
Like<00:28:02.940> there's<00:28:03.140> nothing<00:28:03.400> that<00:28:03.740> you<00:28:03.960> can<00:28:04.000> get<00:28:04.140> around<00:28:04.400> that.

00:28:04.700 --> 00:28:05.920
So<00:28:04.840> you've<00:28:05.020> got<00:28:05.040> to<00:28:05.200> keep<00:28:05.340> growth<00:28:05.520> going.

00:28:06.520 --> 00:28:10.950
I<00:28:06.540> can't<00:28:06.760> think<00:28:06.900> of<00:28:07.020> anybody<00:28:07.280> better<00:28:07.740> to<00:28:08.280> be<00:28:08.600> an<00:28:08.700> investor<00:28:09.100> in<00:28:09.220> your<00:28:09.420> company<00:28:09.680> than<00:28:09.900> Marc<00:28:10.300> Benioff.

00:28:11.160 --> 00:28:14.260
I<00:28:11.180> mean,<00:28:11.460> that<00:28:11.820> guy,<00:28:12.140> that<00:28:12.500> is<00:28:12.980> very<00:28:13.360> perfect.

00:28:14.420 --> 00:28:17.200
That's<00:28:14.580> the<00:28:15.000> perfect<00:28:15.440> investor<00:28:16.000> and<00:28:16.220> perfect<00:28:16.540> mentor.

00:28:17.200 --> 00:28:18.560
He's<00:28:17.520> really<00:28:17.760> busy.

00:28:18.640 --> 00:28:19.940
That's<00:28:18.720> the<00:28:18.920> like<00:28:19.040> unfortunate<00:28:19.440> part.

00:28:19.960 --> 00:28:22.240
Obviously<00:28:20.200> you<00:28:20.460> should<00:28:20.620> expect<00:28:21.000> that,<00:28:21.300> that<00:28:21.380> he's<00:28:21.600> going<00:28:21.660> to<00:28:21.700> be<00:28:21.860> really<00:28:22.060> busy.

00:28:22.240 --> 00:28:25.642
But<00:28:22.260> like,<00:28:22.280> I<00:28:22.300> mean,<00:28:22.320> it's<00:28:23.782> he<00:28:24.103> answers<00:28:24.423> emails<00:28:24.824> and<00:28:24.904> it's<00:28:25.369> pretty<00:28:25.546> good.

00:28:25.722 --> 00:28:27.358
I<00:28:25.786> mean,<00:28:25.947> honestly,<00:28:26.668> I<00:28:26.749> know<00:28:26.909> how<00:28:26.989> busy<00:28:27.214> he<00:28:27.310> is.

00:28:27.454 --> 00:28:30.694
I<00:28:27.550> know<00:28:27.775> how<00:28:28.032> like<00:28:28.336> million<00:28:29.074> people<00:28:29.299> are<00:28:29.539> reaching<00:28:29.876> out<00:28:30.020> to<00:28:30.100> him<00:28:30.341> all<00:28:30.437> the<00:28:30.517> time.

00:28:30.758 --> 00:28:31.848
I<00:28:30.838> know<00:28:30.998> the<00:28:31.079> drama<00:28:31.480> he<00:28:31.624> deals<00:28:31.800> with.

00:28:31.945 --> 00:28:36.804
Actually,<00:28:32.442> I<00:28:32.458> probably<00:28:32.650> have<00:28:32.827> no<00:28:33.003> idea<00:28:33.404> the<00:28:33.548> level<00:28:33.885> of<00:28:33.981> drama<00:28:34.366> he<00:28:34.511> deals<00:28:34.751> with<00:28:34.847> on<00:28:34.944> a<00:28:35.088> daily<00:28:35.328> basis,<00:28:36.050> but<00:28:36.194> I<00:28:36.227> know<00:28:36.451> mine.

00:28:37.237 --> 00:28:42.224
And<00:28:37.333> I<00:28:37.413> know<00:28:37.654> if<00:28:37.975> he's<00:28:38.359> at<00:28:38.520> that<00:28:38.712> size<00:28:39.322> of<00:28:39.482> company,<00:28:40.220> it<00:28:40.380> must<00:28:40.540> be<00:28:40.765> just<00:28:41.086> absolutely<00:28:41.807> wilder.

00:28:42.641 --> 00:28:44.470
It<00:28:42.770> definitely<00:28:43.026> never<00:28:43.267> gets<00:28:43.588> easier,<00:28:43.844> that's<00:28:44.069> for<00:28:44.165> sure.

00:28:44.630 --> 00:28:44.742
Yeah.

00:28:44.935 --> 00:28:47.757
Um,<00:28:45.191> so<00:28:45.432> I'm<00:28:45.592> sure<00:28:45.833> that<00:28:46.137> he's,<00:28:46.458> he's,<00:28:46.859> uh,<00:28:46.955> he's<00:28:47.180> getting<00:28:47.356> used<00:28:47.597> to<00:28:47.661> it.

00:28:47.901 --> 00:28:50.019
I'm<00:28:48.399> sure<00:28:48.543> he's<00:28:48.719> used<00:28:48.880> to<00:28:49.056> it<00:28:49.521> in<00:28:49.601> like<00:28:49.682> doing<00:28:49.987> it.

00:28:50.163 --> 00:28:51.688
But<00:28:50.484> yeah,<00:28:50.741> it<00:28:51.207> takes<00:28:51.448> time.

00:28:52.555 --> 00:28:52.812
Yeah.

00:28:52.893 --> 00:28:54.707
What<00:28:52.989> did<00:28:53.133> you<00:28:53.230> learn<00:28:53.454> at<00:28:53.519> Twitter,<00:28:53.776> speaking<00:28:54.177> of<00:28:54.321> Elon?

00:28:54.819 --> 00:29:00.454
I<00:28:54.835> mean,<00:28:55.044> you<00:28:55.124> weren't<00:28:55.381> there<00:28:55.622> obviously,<00:28:56.569> uh,<00:28:57.308> through<00:28:57.532> this,<00:28:58.110> but,<00:28:58.415> um,<00:28:58.672> you<00:28:58.817> were<00:28:58.913> there<00:28:59.074> kind<00:28:59.250> of<00:28:59.395> early<00:28:59.716> days<00:29:00.037> Twitter.

00:29:00.743 --> 00:29:02.365
Who<00:29:01.000> was<00:29:01.321> the<00:29:01.385> CEO<00:29:01.803> when<00:29:01.947> you<00:29:02.044> were<00:29:02.140> there?

00:29:03.151 --> 00:29:09.156
Uh,<00:29:03.248> so<00:29:03.489> we<00:29:03.633> had,<00:29:04.034> uh,<00:29:04.211> it<00:29:04.291> was<00:29:04.532> Jack<00:29:04.933> for<00:29:05.158> a<00:29:05.174> little<00:29:05.415> bit,<00:29:06.041> right<00:29:06.298> as<00:29:06.459> I<00:29:06.603> joined<00:29:06.940> it<00:29:07.021> was<00:29:07.181> Jack,<00:29:07.566> and<00:29:07.663> then<00:29:07.823> it<00:29:07.887> switched<00:29:08.289> to<00:29:08.465> Ev<00:29:08.626> Williams.

00:29:09.573 --> 00:29:09.702
Okay.

00:29:09.814 --> 00:29:20.991
And<00:29:09.894> then<00:29:10.055> from<00:29:10.376> Ev<00:29:10.472> Williams<00:29:10.890> it<00:29:11.034> switched<00:29:11.355> to<00:29:11.516> Dick<00:29:11.676> Costolo,<00:29:12.800> and<00:29:12.961> then,<00:29:13.587> um,<00:29:14.085> and<00:29:14.229> then,<00:29:14.630> uh,<00:29:14.887> I,<00:29:15.273> I,<00:29:15.449> uh,<00:29:15.851> well<00:29:16.140> Did<00:29:16.268> it<00:29:16.348> switch<00:29:16.718> before<00:29:17.457> I—<00:29:17.939> I<00:29:18.244> think<00:29:18.421> then<00:29:18.646> I'd<00:29:18.903> left<00:29:19.304> and<00:29:19.449> then<00:29:19.690> they<00:29:19.867> brought—<00:29:20.188> I<00:29:20.333> think<00:29:20.445> it<00:29:20.509> was—<00:29:20.622> no,<00:29:20.750> no,<00:29:20.943> no.

00:29:21.136 --> 00:29:22.566
Because<00:29:21.393> Jack<00:29:21.634> came<00:29:21.859> back<00:29:22.100> a<00:29:22.180> little<00:29:22.437> bit.

00:29:22.919 --> 00:29:23.947
Like<00:29:23.080> he<00:29:23.160> wasn't<00:29:23.465> CEO.

00:29:24.028 --> 00:29:26.068
He<00:29:24.108> was<00:29:24.269> like<00:29:24.381> some<00:29:24.606> other<00:29:25.072> thing<00:29:25.233> that<00:29:25.409> was<00:29:25.634> like<00:29:25.811> that.

00:29:26.614 --> 00:29:31.016
And<00:29:26.759> then<00:29:26.936> from<00:29:27.177> there,<00:29:27.482> then<00:29:27.980> I<00:29:28.060> left<00:29:28.285> and<00:29:28.382> then<00:29:28.847> I<00:29:29.024> think<00:29:29.249> Jack<00:29:29.426> took<00:29:29.651> over<00:29:29.988> and<00:29:30.133> then<00:29:30.245> I<00:29:30.309> don't<00:29:30.550> know<00:29:30.695> what<00:29:30.775> happened.

00:29:31.755 --> 00:29:36.286
Then<00:29:31.900> they<00:29:31.980> promoted<00:29:32.318> somebody<00:29:32.784> and<00:29:33.105> then<00:29:33.346> Elon<00:29:33.603> came<00:29:34.165> and<00:29:34.246> brought<00:29:34.422> a<00:29:34.470> sink<00:29:34.727> inside<00:29:35.209> and<00:29:35.290> then<00:29:35.450> that<00:29:35.997> did<00:29:36.093> that.

00:29:36.559 --> 00:29:39.563
But<00:29:36.896> it's—<00:29:37.619> yeah,<00:29:37.941> it<00:29:38.005> was<00:29:38.487> really—<00:29:38.808> I<00:29:39.001> mean,<00:29:39.210> I<00:29:39.306> loved<00:29:39.483> it.

00:29:39.628 --> 00:29:42.889
This<00:29:39.692> was<00:29:39.868> Twitter<00:29:40.174> 40—<00:29:40.913> 2018,<00:29:42.037> 2019.

00:29:43.146 --> 00:29:46.259
Twitter<00:29:43.322> had<00:29:43.467> 40<00:29:43.804> employees<00:29:44.751> and<00:29:44.943> I<00:29:45.056> was<00:29:45.168> like<00:29:45.393> 41<00:29:45.810> or<00:29:45.890> something.

00:29:46.757 --> 00:29:49.132
And<00:29:47.656> it<00:29:47.816> was<00:29:48.041> chaos<00:29:48.603> all<00:29:48.715> the<00:29:48.859> time.

00:29:50.127 --> 00:29:51.684
And<00:29:50.368> it<00:29:50.464> was<00:29:50.689> freaking<00:29:51.331> awesome.

00:29:51.748 --> 00:29:53.305
Like,<00:29:52.069> I<00:29:52.310> enjoyed<00:29:52.776> it<00:29:52.872> to<00:29:52.968> the<00:29:53.080> max.

00:29:53.353 --> 00:29:59.853
Like,<00:29:53.514> now<00:29:53.835> I<00:29:53.979> would<00:29:54.076> get<00:29:54.220> paged<00:29:54.718> every<00:29:54.894> single<00:29:55.199> night<00:29:55.584> at<00:29:55.697> 3<00:29:56.146> AM<00:29:56.403> with<00:29:56.563> some<00:29:56.788> kind<00:29:56.932> of<00:29:56.964> downtime<00:29:58.409> and<00:29:58.714> there<00:29:58.874> would<00:29:58.971> be<00:29:59.067> some<00:29:59.292> kind<00:29:59.436> of<00:29:59.468> problem.

00:30:00.094 --> 00:30:01.667
There's<00:30:00.239> a<00:30:00.255> lot<00:30:00.495> of<00:30:00.576> other<00:30:00.736> people<00:30:00.961> that<00:30:01.057> would<00:30:01.137> get<00:30:01.298> paged.

00:30:01.779 --> 00:30:04.845
It<00:30:01.860> was<00:30:02.100> like,<00:30:02.566> it<00:30:02.807> was,<00:30:02.919> it<00:30:03.224> was<00:30:03.320> a<00:30:03.449> little<00:30:03.625> bit<00:30:03.866> very<00:30:04.187> unsustainable.

00:30:04.909 --> 00:30:05.744
Let<00:30:04.989> me<00:30:05.166> just<00:30:05.374> be<00:30:05.535> clear.

00:30:06.193 --> 00:30:08.713
But,<00:30:07.076> but<00:30:07.236> it<00:30:07.316> was<00:30:07.557> like<00:30:07.782> you<00:30:07.878> were<00:30:08.119> in<00:30:08.199> the<00:30:08.296> moment.

00:30:08.761 --> 00:30:09.339
It<00:30:08.825> was<00:30:09.146> live.

00:30:09.403 --> 00:30:10.061
It<00:30:09.483> was<00:30:09.804> real.

00:30:10.109 --> 00:30:14.248
There<00:30:10.270> were<00:30:10.366> people<00:30:10.767> very<00:30:11.152> upset<00:30:11.634> that<00:30:11.810> they<00:30:12.676> could<00:30:12.853> not<00:30:13.093> get<00:30:13.334> their<00:30:13.558> tweets<00:30:13.895> working.

00:30:14.841 --> 00:30:24.395
And<00:30:15.081> at<00:30:15.161> the<00:30:15.258> time,<00:30:15.578> like,<00:30:15.803> there<00:30:15.963> were—<00:30:16.364> we<00:30:16.524> were<00:30:16.700> doing<00:30:16.877> the<00:30:16.941> internal<00:30:17.326> propaganda<00:30:17.983> around<00:30:18.303> like,<00:30:18.624> well,<00:30:19.105> there's<00:30:19.265> people<00:30:19.458> that<00:30:19.586> use<00:30:19.762> it<00:30:19.842> for<00:30:19.971> like<00:30:20.131> medical<00:30:20.484> emergencies<00:30:21.029> and<00:30:21.253> earthquakes<00:30:21.830> and<00:30:21.910> like<00:30:22.071> that<00:30:22.167> kind<00:30:22.391> of<00:30:22.423> stuff,<00:30:22.616> so<00:30:22.696> that's<00:30:22.856> why<00:30:22.936> it's<00:30:23.033> important<00:30:23.498> that<00:30:23.594> the<00:30:23.674> tweets<00:30:24.075> flow.

00:30:24.796 --> 00:30:37.108
But<00:30:25.117> it's—<00:30:25.534> it<00:30:25.662> was<00:30:25.982> a<00:30:26.063> little<00:30:26.544> bit<00:30:26.864> of<00:30:28.099> an<00:30:28.227> adventure,<00:30:28.868> but<00:30:29.028> I<00:30:29.189> just—<00:30:29.445> I<00:30:29.605> freaking<00:30:29.926> loved<00:30:30.183> it<00:30:30.247> because<00:30:30.583> it<00:30:30.648> was<00:30:30.952> real,<00:30:31.209> and<00:30:31.449> we<00:30:31.593> knew<00:30:31.850> that<00:30:32.074> every<00:30:32.331> single<00:30:32.796> person<00:30:33.196> in<00:30:33.293> that<00:30:33.517> company<00:30:34.255> could<00:30:34.479> destroy<00:30:35.040> the<00:30:35.136> company<00:30:35.681> overnight<00:30:36.034> if<00:30:36.178> they<00:30:36.323> did<00:30:36.435> not<00:30:36.659> do<00:30:36.739> their<00:30:36.980> thing.

00:30:37.765 --> 00:30:44.967
And<00:30:37.942> there's<00:30:38.423> just<00:30:38.599> nothing<00:30:39.128> like<00:30:39.385> it<00:30:39.545> where,<00:30:40.106> you<00:30:40.186> know,<00:30:40.811> you<00:30:40.972> put<00:30:41.148> yourself<00:30:41.469> in<00:30:41.549> a<00:30:41.613> position<00:30:41.950> where<00:30:42.110> you<00:30:42.254> have<00:30:42.495> to<00:30:42.671> do<00:30:42.992> things<00:30:43.457> or<00:30:43.618> else<00:30:44.035> the<00:30:44.196> company<00:30:44.597> dies.

00:30:45.625 --> 00:30:47.295
Um,<00:30:45.818> so<00:30:45.962> that<00:30:46.107> was<00:30:46.267> really,<00:30:46.588> really,<00:30:46.845> really<00:30:47.086> fun.

00:30:47.632 --> 00:30:49.623
And,<00:30:48.033> uh,<00:30:48.130> we<00:30:48.354> kept<00:30:48.595> on<00:30:48.756> growing<00:30:49.093> and<00:30:49.238> growing.

00:30:50.040 --> 00:30:51.405
It<00:30:50.201> stayed<00:30:50.522> that<00:30:50.683> way<00:30:50.859> for<00:30:50.956> a<00:30:51.084> while.

00:30:51.807 --> 00:30:56.511
Um,<00:30:52.224> now<00:30:52.385> we<00:30:52.529> just<00:30:52.690> kept<00:30:52.850> on<00:30:52.947> growing<00:30:53.091> and<00:30:53.203> growing<00:30:53.412> and<00:30:53.509> growing<00:30:53.814> to<00:30:53.894> the<00:30:53.990> point<00:30:54.215> where<00:30:54.552> the<00:30:54.777> people<00:30:54.954> just<00:30:55.098> can't<00:30:55.339> get<00:30:55.419> that<00:30:55.516> kind<00:30:55.692> of<00:30:55.821> ownership<00:30:56.238> anymore.

00:30:56.800 --> 00:30:56.929
Yeah.

00:30:57.105 --> 00:31:01.296
Um,<00:30:57.603> in<00:30:57.683> the<00:30:57.844> 3<00:30:58.004> years<00:30:58.181> I<00:30:58.229> was<00:30:58.390> there,<00:30:58.502> it<00:30:58.534> was<00:30:58.630> like,<00:30:58.743> what,<00:30:59.112> uh,<00:30:59.353> 1,500<00:31:00.894> people?

00:31:01.376 --> 00:31:03.480
Imagine<00:31:01.697> 40<00:31:02.099> people<00:31:02.484> to<00:31:02.580> 1,500.

00:31:04.186 --> 00:31:05.262
Yeah,<00:31:04.748> that's<00:31:05.053> crazy.

00:31:05.310 --> 00:31:06.964
In<00:31:05.454> like<00:31:05.631> 3<00:31:05.856> years,<00:31:06.354> that's<00:31:06.691> nuts.

00:31:07.060 --> 00:31:08.409
Yeah,<00:31:07.542> you're<00:31:07.638> not<00:31:07.879> just<00:31:08.040> doubling.

00:31:08.826 --> 00:31:11.427
Yeah,<00:31:09.083> that<00:31:09.308> type<00:31:09.501> of<00:31:09.565> growth<00:31:10.111> is,<00:31:10.609> is<00:31:10.769> absurd.

00:31:11.957 --> 00:31:14.875
Uh,<00:31:12.357> what<00:31:12.454> do<00:31:12.502> you<00:31:12.614> think<00:31:12.790> about<00:31:12.951> it<00:31:13.031> now<00:31:13.480> with<00:31:13.672> Elon<00:31:14.218> taking<00:31:14.538> it<00:31:14.602> over?

00:31:14.939 --> 00:31:15.982
It's<00:31:15.084> now<00:31:15.244> a<00:31:15.260> private<00:31:15.645> company.

00:31:16.142 --> 00:31:16.912
Who<00:31:16.238> knows<00:31:16.463> what<00:31:16.623> it<00:31:16.703> is?

00:31:17.088 --> 00:31:19.365
What<00:31:17.184> it—<00:31:17.970> um,<00:31:19.173> I<00:31:19.221> don't<00:31:19.333> know.

00:31:19.429 --> 00:31:26.421
My—<00:31:19.894> actually,<00:31:20.151> my<00:31:20.295> experience<00:31:20.792> on<00:31:20.872> Twitter<00:31:21.065> has<00:31:21.273> not<00:31:21.498> changed<00:31:21.979> at<00:31:22.300> all,<00:31:23.262> uh,<00:31:23.598> between<00:31:24.224> ownership,<00:31:24.577> except<00:31:24.865> for<00:31:24.961> like<00:31:25.138> there's<00:31:25.346> more<00:31:25.603> blue<00:31:25.843> checks<00:31:26.308> now.

00:31:27.126 --> 00:31:30.526
Um,<00:31:28.152> but,<00:31:28.473> uh,<00:31:29.195> how<00:31:29.291> do<00:31:29.371> you—<00:31:29.836> how<00:31:29.932> do<00:31:29.997> you<00:31:30.157> feel<00:31:30.317> about<00:31:30.494> it?

00:31:30.574 --> 00:31:31.793
Where<00:31:30.734> do<00:31:30.798> you<00:31:30.895> think<00:31:31.071> it<00:31:31.199> goes<00:31:31.456> from<00:31:31.680> here?

00:31:32.562 --> 00:31:42.809
Yeah,<00:31:32.899> yeah,<00:31:33.284> I<00:31:33.300> think<00:31:33.524> it's<00:31:33.701> like,<00:31:34.021> uh,<00:31:34.102> I<00:31:34.134> don't<00:31:34.342> know,<00:31:34.406> I<00:31:34.727> just<00:31:34.887> think<00:31:35.000> it's<00:31:35.160> important<00:31:35.705> that<00:31:36.026> like<00:31:36.170> companies<00:31:36.972> are<00:31:37.293> who<00:31:37.469> they<00:31:37.854> are<00:31:38.415> and,<00:31:38.816> and<00:31:38.976> don't<00:31:39.233> like<00:31:39.474> fake<00:31:39.714> it<00:31:40.035> or<00:31:40.195> really<00:31:40.436> try<00:31:40.756> to<00:31:40.917> like<00:31:41.478> put<00:31:41.703> on<00:31:41.799> a<00:31:41.815> show<00:31:42.280> for<00:31:42.504> others.

00:31:43.547 --> 00:31:49.375
Um,<00:31:43.868> so<00:31:44.671> Twitter<00:31:45.008> has<00:31:45.249> changed<00:31:45.827> so<00:31:46.212> much<00:31:46.694> in<00:31:46.838> the<00:31:46.999> last<00:31:47.416> few,<00:31:48.123> um,<00:31:48.540> months,<00:31:48.861> let's<00:31:49.022> just<00:31:49.118> say.

00:31:49.487 --> 00:31:56.760
I<00:31:49.503> saw<00:31:49.664> this<00:31:49.969> checklist<00:31:50.386> the<00:31:50.483> other<00:31:50.627> day,<00:31:51.414> um,<00:31:51.895> where<00:31:52.008> it<00:31:52.056> was<00:31:52.152> just<00:31:52.297> like<00:31:52.457> literally<00:31:52.714> about<00:31:53.260> like<00:31:53.420> 100<00:31:53.934> things<00:31:54.480> that,<00:31:54.721> that<00:31:55.058> Elon<00:31:55.267> has<00:31:55.427> changed<00:31:55.700> in<00:31:55.829> the<00:31:55.925> time<00:31:56.166> that<00:31:56.310> he<00:31:56.406> was<00:31:56.631> there.

00:31:57.514 --> 00:32:04.225
And,<00:31:57.996> and,<00:31:58.397> um,<00:31:58.734> everyone's<00:31:59.039> of<00:31:59.120> course<00:31:59.296> looking<00:31:59.537> for<00:31:59.649> some<00:31:59.922> kind<00:32:00.083> of<00:32:00.163> way<00:32:00.259> to<00:32:00.340> say<00:32:00.581> that<00:32:00.741> this<00:32:00.886> guy<00:32:00.998> is<00:32:01.207> like<00:32:01.464> crazy<00:32:01.865> and<00:32:01.945> he's<00:32:02.106> like<00:32:02.266> really<00:32:02.507> dumb<00:32:02.748> and<00:32:02.828> everyone's<00:32:03.149> gonna<00:32:03.390> like—<00:32:03.567> it's<00:32:03.695> all<00:32:03.791> gonna<00:32:03.968> fail.

00:32:04.289 --> 00:32:09.603
And<00:32:04.434> they<00:32:04.514> keep<00:32:04.658> saying<00:32:04.915> that<00:32:05.060> over<00:32:05.156> and<00:32:05.300> over<00:32:05.397> and<00:32:05.541> over<00:32:05.702> again,<00:32:06.280> and<00:32:06.424> I<00:32:06.521> just<00:32:06.681> don't<00:32:06.858> know<00:32:07.066> why<00:32:07.243> people<00:32:07.468> are<00:32:07.564> so<00:32:07.821> excited<00:32:08.303> about<00:32:08.543> saying<00:32:08.848> people<00:32:09.009> are<00:32:09.089> gonna<00:32:09.250> fail.

00:32:10.374 --> 00:32:14.035
But<00:32:10.614> like,<00:32:10.775> let's<00:32:10.936> just<00:32:11.096> go<00:32:11.257> with<00:32:11.482> it<00:32:11.594> because<00:32:11.915> it's<00:32:12.124> just,<00:32:12.365> I<00:32:12.397> don't<00:32:12.541> know,<00:32:12.702> this<00:32:12.766> is<00:32:12.846> how<00:32:12.943> people<00:32:13.184> bond<00:32:13.424> today<00:32:13.601> or<00:32:13.729> something.

00:32:14.372 --> 00:32:20.570
But<00:32:14.693> it's,<00:32:15.913> there's,<00:32:16.636> so<00:32:16.796> what<00:32:16.941> I've<00:32:17.101> seen<00:32:17.358> is<00:32:17.503> a<00:32:17.599> ton<00:32:17.776> of<00:32:17.920> change<00:32:18.562> and<00:32:18.707> a<00:32:18.803> ton<00:32:19.028> of<00:32:19.205> bold<00:32:19.430> decisions<00:32:19.927> being<00:32:20.168> made.

00:32:21.035 --> 00:32:22.673
And,<00:32:22.015> and<00:32:22.159> I<00:32:22.336> like<00:32:22.577> that.

00:32:23.315 --> 00:32:25.900
So,<00:32:23.717> so<00:32:24.166> on<00:32:24.263> principle,<00:32:24.985> I<00:32:25.146> am<00:32:25.226> going<00:32:25.467> to<00:32:25.627> like<00:32:25.868> it.

00:32:25.949 --> 00:32:29.850
I'm<00:32:26.013> going<00:32:26.141> to<00:32:26.270> fight<00:32:26.494> for<00:32:26.591> that<00:32:26.832> because<00:32:27.474> that<00:32:27.651> is<00:32:27.956> what<00:32:28.180> you<00:32:28.421> do<00:32:28.678> not<00:32:28.839> get<00:32:29.320> in<00:32:29.481> companies.

00:32:30.669 --> 00:32:32.660
As<00:32:30.765> companies<00:32:31.247> grow,<00:32:31.568> they<00:32:31.649> get<00:32:31.761> more<00:32:31.906> and<00:32:32.034> more<00:32:32.130> conservative.

00:32:32.708 --> 00:32:34.025
They<00:32:32.853> take<00:32:33.174> less<00:32:33.415> bold<00:32:33.720> risks.

00:32:34.121 --> 00:32:35.149
They're<00:32:34.298> less<00:32:34.555> exciting.

00:32:35.342 --> 00:32:38.981
They<00:32:35.502> change<00:32:35.903> the<00:32:36.063> world<00:32:36.544> less<00:32:36.961> except<00:32:37.490> through<00:32:37.827> revenues<00:32:38.388> that<00:32:38.629> they<00:32:38.853> get.

00:32:39.607 --> 00:32:47.656
So<00:32:40.056> if<00:32:40.216> you<00:32:40.376> want<00:32:40.553> to<00:32:40.633> change<00:32:40.954> the<00:32:41.034> world,<00:32:41.178> if<00:32:41.258> you<00:32:41.338> want<00:32:41.595> to<00:32:42.060> make<00:32:42.301> things<00:32:42.557> big<00:32:42.798> and<00:32:42.894> exciting<00:32:43.359> and<00:32:43.680> different,<00:32:44.241> you<00:32:44.321> got<00:32:44.545> to<00:32:44.642> iterate<00:32:44.946> a<00:32:45.026> lot,<00:32:45.604> even<00:32:45.828> if<00:32:45.988> it<00:32:46.165> makes<00:32:46.470> you<00:32:46.646> look<00:32:46.951> like<00:32:47.143> a<00:32:47.271> clown.

00:32:48.009 --> 00:32:51.617
And<00:32:48.153> that's<00:32:48.394> kind<00:32:48.650> of<00:32:48.891> what<00:32:49.211> Elon's<00:32:49.532> taken<00:32:49.853> to<00:32:49.933> heart<00:32:50.173> and<00:32:50.318> how<00:32:50.494> he<00:32:50.655> executes<00:32:51.136> that<00:32:51.296> place.

00:32:52.114 --> 00:32:54.840
So<00:32:52.354> now,<00:32:52.723> yes,<00:32:52.980> does<00:32:53.124> he<00:32:53.220> make<00:32:53.541> really<00:32:53.861> weird<00:32:54.102> decisions<00:32:54.567> here<00:32:54.647> and<00:32:54.743> there?

00:32:54.920 --> 00:32:55.834
I'm<00:32:55.128> sure<00:32:55.369> he<00:32:55.465> does.

00:32:56.010 --> 00:32:59.602
And<00:32:56.106> like<00:32:56.363> every<00:32:56.491> once<00:32:56.667> in<00:32:56.748> a<00:32:56.828> while<00:32:57.229> I<00:32:57.453> kind<00:32:57.613> of<00:32:57.694> have<00:32:57.790> my<00:32:57.950> own<00:32:58.111> moment<00:32:58.511> of<00:32:58.656> like,<00:32:58.832> really,<00:32:59.377> really?

00:32:59.714 --> 00:33:01.734
Like,<00:32:59.890> this<00:33:00.115> is,<00:33:00.259> this<00:33:00.436> is,<00:33:00.676> this<00:33:00.836> is<00:33:00.917> the<00:33:00.981> ultimate<00:33:01.382> plan.

00:33:01.798 --> 00:33:02.841
Like,<00:33:02.183> are<00:33:02.280> we<00:33:02.664> okay?

00:33:02.921 --> 00:33:03.145
Fine.

00:33:03.803 --> 00:33:08.779
But,<00:33:04.349> but<00:33:04.445> it's<00:33:04.606> also<00:33:04.927> kind<00:33:05.104> of<00:33:05.168> like<00:33:05.489> anybody<00:33:05.906> that's<00:33:06.131> making<00:33:06.452> big<00:33:06.677> changes,<00:33:07.030> they're<00:33:07.158> gonna<00:33:07.270> make<00:33:07.495> a<00:33:07.575> lot<00:33:07.736> of<00:33:07.768> mistakes<00:33:08.137> along<00:33:08.378> the<00:33:08.522> way.

00:33:09.726 --> 00:33:18.201
And,<00:33:10.144> and<00:33:10.304> I<00:33:10.384> just,<00:33:10.705> I<00:33:10.786> need<00:33:11.026> to<00:33:11.107> be<00:33:11.187> supportive<00:33:11.749> of<00:33:11.829> people<00:33:12.086> that<00:33:12.230> take<00:33:12.551> big,<00:33:12.856> bold<00:33:13.177> risks<00:33:13.755> because<00:33:13.996> there's<00:33:14.221> not<00:33:14.461> nearly<00:33:14.782> enough<00:33:15.023> people<00:33:15.344> out<00:33:15.505> there<00:33:15.681> versus<00:33:16.083> the<00:33:16.163> people<00:33:16.468> that<00:33:16.580> are<00:33:16.725> gonna<00:33:16.965> attack<00:33:17.351> them.

00:33:18.555 --> 00:33:23.001
We<00:33:18.651> can't<00:33:18.876> be<00:33:18.972> promoting<00:33:19.453> a<00:33:19.598> world<00:33:20.160> of,<00:33:20.721> hey,<00:33:20.914> see,<00:33:21.219> I<00:33:21.364> told<00:33:21.636> you<00:33:21.765> they'd<00:33:21.925> be<00:33:22.006> wrong<00:33:22.278> at<00:33:22.407> some<00:33:22.583> point.

00:33:23.129 --> 00:33:31.861
Or,<00:33:23.627> or,<00:33:24.044> or,<00:33:24.654> like,<00:33:24.815> this<00:33:24.927> is<00:33:24.991> why<00:33:25.152> you<00:33:25.200> get<00:33:25.248> politicians<00:33:25.778> that,<00:33:25.938> like,<00:33:26.580> aren't<00:33:26.981> allowed<00:33:27.319> to,<00:33:27.479> like,<00:33:27.704> have<00:33:28.426> complicated<00:33:28.988> views<00:33:29.229> on<00:33:29.325> things,<00:33:29.502> because<00:33:29.742> then<00:33:29.887> they're<00:33:30.111> like,<00:33:30.288> well,<00:33:30.449> they're<00:33:30.545> flip-flopping,<00:33:31.075> they're<00:33:31.171> changing<00:33:31.380> their<00:33:31.444> mind.

00:33:31.909 --> 00:33:34.509
And<00:33:32.021> it's<00:33:32.118> like,<00:33:33.080> new<00:33:33.257> data,<00:33:33.963> new<00:33:34.124> mind.

00:33:34.557 --> 00:33:35.295
Sorry,<00:33:35.006> guys.

00:33:35.407 --> 00:33:36.370
Yeah,<00:33:35.584> that's<00:33:35.744> exactly<00:33:36.145> right.

00:33:37.108 --> 00:33:37.413
Yeah.

00:33:37.542 --> 00:33:44.827
So<00:33:37.590> I<00:33:37.911> don't<00:33:38.119> know,<00:33:38.296> I'm<00:33:38.456> always<00:33:38.793> going<00:33:38.873> to<00:33:38.938> be<00:33:38.970> supportive<00:33:39.435> of<00:33:39.515> people<00:33:39.724> that<00:33:39.836> take<00:33:39.997> big<00:33:40.221> risks,<00:33:41.024> um,<00:33:41.601> no<00:33:41.666> matter<00:33:41.922> how,<00:33:42.468> um,<00:33:43.110> just<00:33:43.607> crazy<00:33:44.345> it<00:33:44.490> can<00:33:44.634> appear.

00:33:45.533 --> 00:34:02.591
Do<00:33:45.581> you<00:33:45.693> think<00:33:45.918> he<00:33:46.014> set<00:33:46.239> a<00:33:46.319> tone<00:33:46.576> in<00:33:46.720> other<00:33:46.897> companies<00:33:47.378> and<00:33:47.459> maybe<00:33:47.763> a<00:33:47.860> cultural<00:33:48.341> shift<00:33:48.742> in<00:33:48.823> other<00:33:49.063> companies<00:33:50.170> when<00:33:50.267> he<00:33:50.347> like<00:33:50.748> laid<00:33:51.053> off<00:33:51.230> as<00:33:51.310> many<00:33:51.550> people<00:33:51.839> as<00:33:51.887> he<00:33:52.032> laid<00:33:52.337> off<00:33:52.818> and<00:33:52.979> kind<00:33:53.155> of<00:33:53.300> showed<00:33:54.423> the<00:33:54.599> world<00:33:55.225> and<00:33:55.402> these<00:33:55.723> companies<00:33:56.685> that,<00:33:56.990> hey,<00:33:57.151> you<00:33:57.327> can<00:33:57.568> do<00:33:57.953> quite<00:33:58.226> a<00:33:58.370> bit<00:33:59.317> at<00:33:59.654> least<00:33:59.895> as<00:34:00.040> much<00:34:00.216> as<00:34:00.361> what<00:34:00.457> you're<00:34:00.762> currently<00:34:01.083> doing<00:34:01.805> with<00:34:01.998> a<00:34:02.126> lot<00:34:02.367> less.

00:34:03.651 --> 00:34:04.245
Yeah,<00:34:04.132> yeah.

00:34:04.309 --> 00:34:05.834
I<00:34:04.325> mean,<00:34:04.518> you're<00:34:04.694> always<00:34:04.871> gonna<00:34:04.935> have<00:34:05.031> this<00:34:05.272> balance.

00:34:06.090 --> 00:34:10.986
Now,<00:34:06.411> they<00:34:06.620> did<00:34:06.781> have<00:34:07.021> the<00:34:07.118> existential<00:34:08.000> kind<00:34:08.225> of<00:34:08.305> circumstances,<00:34:09.140> so<00:34:09.365> I<00:34:09.445> think<00:34:09.750> it's<00:34:10.087> kind<00:34:10.247> of<00:34:10.279> like<00:34:10.408> they<00:34:10.552> had<00:34:10.729> to.

00:34:12.334 --> 00:34:15.415
It<00:34:12.398> is<00:34:12.494> very<00:34:12.735> interesting<00:34:13.120> though<00:34:13.217> to<00:34:13.313> see<00:34:13.457> that<00:34:13.554> company<00:34:14.003> operate<00:34:14.420> with<00:34:14.581> so<00:34:14.757> much<00:34:15.046> change.

00:34:15.769 --> 00:34:18.401
And,<00:34:16.330> and,<00:34:16.651> and<00:34:16.748> they<00:34:16.828> do<00:34:16.892> have<00:34:17.004> some<00:34:17.165> problems<00:34:17.486> today,<00:34:17.646> don't<00:34:17.935> get<00:34:18.032> me<00:34:18.192> wrong.

00:34:18.497 --> 00:34:19.524
Yeah,<00:34:18.770> any<00:34:19.075> problems.

00:34:20.198 --> 00:34:21.338
But<00:34:20.455> it's<00:34:20.664> like<00:34:20.824> amazing,<00:34:21.242> right?

00:34:21.402 --> 00:34:23.376
20%<00:34:21.739> of<00:34:22.044> people<00:34:22.606> they<00:34:22.831> used<00:34:23.007> to<00:34:23.152> have.

00:34:24.452 --> 00:34:25.703
What<00:34:24.548> were<00:34:24.676> the<00:34:24.772> other<00:34:25.013> 80%<00:34:25.495> doing?

00:34:26.201 --> 00:34:36.165
And<00:34:26.281> it's,<00:34:26.618> they<00:34:26.762> were<00:34:26.858> doing<00:34:27.179> things,<00:34:27.580> but<00:34:27.741> the<00:34:27.821> problem<00:34:28.222> is<00:34:28.302> that<00:34:28.463> those<00:34:28.688> 80%<00:34:29.329> also<00:34:29.666> wanted<00:34:29.987> to<00:34:30.148> do<00:34:30.308> more,<00:34:31.110> but<00:34:31.271> it's<00:34:31.495> very<00:34:32.009> hard<00:34:32.314> to<00:34:32.538> organize<00:34:33.180> so<00:34:33.437> many<00:34:33.678> people<00:34:33.983> where<00:34:34.143> everyone<00:34:34.496> is<00:34:34.640> as<00:34:34.801> empowered<00:34:35.298> as<00:34:35.443> they<00:34:35.523> could<00:34:35.844> be.

00:34:36.630 --> 00:34:38.106
And,<00:34:37.031> and<00:34:37.111> that's<00:34:37.432> really<00:34:37.689> the<00:34:37.849> issue.

00:34:38.235 --> 00:34:43.401
As<00:34:38.331> companies<00:34:38.668> get<00:34:38.892> bigger<00:34:39.534> and<00:34:39.614> more<00:34:39.775> complicated,<00:34:40.417> people<00:34:40.738> are<00:34:40.898> not<00:34:41.219> as<00:34:41.379> empowered<00:34:41.861> and<00:34:41.957> not<00:34:42.246> as,<00:34:42.503> as<00:34:42.743> organized.

00:34:43.529 --> 00:34:47.685
And,<00:34:44.107> and<00:34:44.252> you<00:34:44.332> get<00:34:44.492> in<00:34:44.572> this<00:34:44.733> world<00:34:44.974> where<00:34:45.134> you<00:34:45.214> have<00:34:45.391> to<00:34:45.615> add<00:34:45.696> like<00:34:45.856> 3<00:34:46.097> people<00:34:46.418> to<00:34:46.578> do<00:34:46.739> what<00:34:46.899> one<00:34:47.059> person<00:34:47.380> could<00:34:47.541> have.

00:34:48.744 --> 00:34:50.525
Yeah,<00:34:49.017> I<00:34:49.081> think<00:34:49.226> it,<00:34:49.386> it<00:34:49.546> does<00:34:49.659> speak<00:34:49.948> to<00:34:50.012> management.

00:34:50.589 --> 00:34:52.547
It<00:34:50.686> does<00:34:50.766> speak<00:34:51.071> to<00:34:51.151> like<00:34:51.311> how<00:34:51.488> do<00:34:51.632> you,<00:34:51.793> how<00:34:51.889> to<00:34:52.050> best<00:34:52.274> manage.

00:34:53.172 --> 00:35:00.312
I<00:34:53.252> think<00:34:53.412> people<00:34:53.589> that<00:34:53.717> work<00:34:53.894> under<00:34:54.135> Elon<00:34:54.455> work<00:34:54.680> a<00:34:54.776> lot,<00:34:55.017> and<00:34:55.162> I<00:34:55.258> think<00:34:55.418> they<00:34:55.579> really<00:34:55.900> enjoy<00:34:56.381> what<00:34:56.542> they<00:34:56.702> work<00:34:57.007> on,<00:34:57.167> because<00:34:57.585> if<00:34:57.745> they<00:34:57.905> did<00:34:58.066> not,<00:34:58.307> they<00:34:58.451> would<00:34:58.628> leave<00:34:58.852> immediately<00:34:59.350> because<00:34:59.590> they<00:34:59.735> work<00:34:59.975> a<00:35:00.072> lot.

00:35:01.051 --> 00:35:04.148
So<00:35:01.516> it<00:35:01.757> kind<00:35:01.917> of<00:35:01.981> self-selects,<00:35:02.639> and<00:35:02.944> that<00:35:03.121> is<00:35:03.265> also<00:35:03.506> part<00:35:03.666> of<00:35:03.762> it<00:35:03.843> too.

00:35:04.950 --> 00:35:09.138
Going<00:35:05.126> back<00:35:05.223> to<00:35:05.287> a<00:35:05.367> comment<00:35:05.608> I<00:35:05.624> said<00:35:05.849> earlier,<00:35:06.651> companies<00:35:07.116> need<00:35:07.212> to<00:35:07.373> choose<00:35:08.255> who<00:35:08.480> they<00:35:08.657> want<00:35:08.881> to<00:35:09.042> be.

00:35:09.635 --> 00:35:22.006
So<00:35:09.844> if<00:35:09.940> you<00:35:10.085> want<00:35:10.165> to<00:35:10.197> be<00:35:10.325> a<00:35:10.342> company<00:35:10.662> that<00:35:10.807> has<00:35:10.983> people<00:35:11.224> in<00:35:11.304> the<00:35:11.449> office,<00:35:11.705> for<00:35:11.786> example,<00:35:13.455> you<00:35:13.551> need<00:35:13.711> to<00:35:13.792> say<00:35:14.177> that,<00:35:14.417> and<00:35:14.498> you<00:35:14.530> need<00:35:14.738> to<00:35:14.770> be<00:35:14.979> clear<00:35:15.155> about<00:35:15.412> it<00:35:15.557> and<00:35:15.701> stop<00:35:16.102> kidding<00:35:16.423> everybody<00:35:17.161> about<00:35:17.466> how,<00:35:17.643> like,<00:35:17.948> oh<00:35:18.044> yeah,<00:35:18.285> no,<00:35:18.605> it's<00:35:18.830> like<00:35:19.408> we<00:35:19.568> really<00:35:19.809> want<00:35:19.985> to<00:35:20.082> just<00:35:20.340> be<00:35:20.436> mindful<00:35:20.852> of<00:35:20.996> everyone's<00:35:21.333> everything.

00:35:22.214 --> 00:35:23.512
And<00:35:22.599> it<00:35:22.695> just<00:35:22.855> doesn't<00:35:23.240> work.

00:35:23.560 --> 00:35:27.166
These<00:35:23.817> people<00:35:24.137> are<00:35:24.281> so<00:35:24.458> confused<00:35:24.938> as<00:35:25.082> to<00:35:25.163> what<00:35:25.275> your<00:35:25.419> company<00:35:25.739> wants<00:35:26.124> and<00:35:26.220> what<00:35:26.380> they<00:35:26.701> wanna<00:35:26.941> do.

00:35:27.486 --> 00:35:28.159
Just<00:35:27.582> be<00:35:27.742> clear<00:35:28.047> in<00:35:28.127> it.

00:35:28.223 --> 00:35:29.345
You<00:35:28.287> want<00:35:28.399> people<00:35:28.608> in<00:35:28.704> 5<00:35:28.864> days<00:35:29.168> a<00:35:29.184> week?

00:35:29.425 --> 00:35:29.713
Great.

00:35:29.809 --> 00:35:30.835
You<00:35:29.890> want<00:35:29.986> people<00:35:30.290> in<00:35:30.386> 0<00:35:30.627> days?

00:35:30.947 --> 00:35:31.203
Great.

00:35:31.524 --> 00:35:32.197
Say<00:35:31.925> that.

00:35:32.469 --> 00:35:33.639
You<00:35:32.549> want<00:35:32.694> people<00:35:32.854> in<00:35:32.934> 6<00:35:33.415> days?

00:35:33.911 --> 00:35:38.398
Freaking<00:35:34.376> tell<00:35:34.552> them<00:35:34.713> that<00:35:35.017> so<00:35:35.193> they<00:35:35.354> know<00:35:35.754> to<00:35:35.834> make<00:35:35.994> their<00:35:36.091> decisions<00:35:36.571> about<00:35:36.780> if<00:35:36.876> they—<00:35:37.276> that<00:35:37.437> is<00:35:37.581> the<00:35:37.661> place<00:35:37.981> for<00:35:38.094> them.

00:35:39.103 --> 00:35:47.195
All<00:35:39.199> this<00:35:39.424> like<00:35:39.936> strongly<00:35:40.625> recommended<00:35:41.362> and<00:35:41.523> suggested<00:35:42.404> and<00:35:42.548> all<00:35:42.660> this<00:35:42.885> like<00:35:43.109> kind<00:35:43.205> of<00:35:43.269> stuff<00:35:43.670> that<00:35:43.830> just<00:35:43.990> confuses<00:35:44.631> people<00:35:44.872> like<00:35:45.048> crazy,<00:35:45.913> just<00:35:46.073> like<00:35:46.314> needs<00:35:46.634> to<00:35:46.730> stop.

00:35:47.275 --> 00:35:53.517
And<00:35:47.708> our<00:35:47.852> industry<00:35:48.334> is<00:35:48.366> so<00:35:49.939> into<00:35:50.260> the—<00:35:50.420> like,<00:35:50.725> it's,<00:35:50.918> it's—<00:35:51.142> this<00:35:51.367> is<00:35:51.463> the<00:35:51.527> exact<00:35:51.800> industry<00:35:52.185> we—<00:35:52.651> our<00:35:52.747> business<00:35:53.068> is<00:35:53.213> based<00:35:53.469> in.

00:35:54.095 --> 00:35:57.032
And,<00:35:54.272> and<00:35:54.416> I<00:35:54.593> really<00:35:54.898> like<00:35:55.090> it<00:35:55.122> because<00:35:55.379> it<00:35:55.459> keeps<00:35:56.262> companies<00:35:56.824> real.

00:35:57.546 --> 00:36:06.437
And,<00:35:58.364> and<00:35:58.509> we're<00:35:58.605> seeing<00:35:58.830> so<00:35:59.022> much<00:35:59.167> success<00:35:59.504> out<00:35:59.568> of<00:35:59.648> companies<00:35:59.953> that<00:36:00.033> are<00:36:00.130> just<00:36:00.290> super<00:36:00.611> clear,<00:36:01.317> and<00:36:01.413> they're<00:36:01.574> getting<00:36:01.815> their<00:36:01.959> workplace,<00:36:02.441> they're<00:36:02.553> measuring<00:36:03.099> all<00:36:03.275> the<00:36:03.420> things,<00:36:04.142> they<00:36:04.302> know<00:36:04.687> all<00:36:04.800> of<00:36:04.928> their<00:36:05.024> different<00:36:05.329> workplaces<00:36:05.747> and<00:36:05.891> how<00:36:05.987> they're<00:36:06.148> doing.

00:36:07.014 --> 00:36:09.711
And,<00:36:07.496> and<00:36:07.656> that<00:36:07.833> is<00:36:07.929> just<00:36:08.154> so<00:36:08.395> powerful<00:36:09.037> to<00:36:09.117> these<00:36:09.341> companies.

00:36:09.759 --> 00:36:15.892
They<00:36:09.839> can<00:36:09.999> see<00:36:10.320> that,<00:36:10.481> hey,<00:36:10.978> it's<00:36:11.123> not<00:36:11.364> everyone<00:36:11.829> complaining,<00:36:12.343> it's<00:36:12.487> only<00:36:12.712> like<00:36:12.888> a<00:36:12.968> little<00:36:13.209> section,<00:36:13.691> or<00:36:14.076> It's<00:36:14.269> not—<00:36:14.654> or<00:36:14.879> this<00:36:15.056> office<00:36:15.313> isn't<00:36:15.538> used<00:36:15.763> at<00:36:15.843> all.

00:36:16.904 --> 00:36:18.896
And<00:36:16.984> then<00:36:17.081> they<00:36:17.161> know,<00:36:17.611> okay,<00:36:17.804> maybe<00:36:18.109> we<00:36:18.141> don't<00:36:18.334> need<00:36:18.430> that<00:36:18.655> office.

00:36:18.993 --> 00:36:21.965
I<00:36:19.073> know<00:36:19.234> the<00:36:19.378> guy<00:36:19.555> says,<00:36:20.294> I<00:36:20.310> don't<00:36:20.439> know,<00:36:20.664> it's<00:36:20.760> between<00:36:21.001> 2<00:36:21.226> to<00:36:21.323> 3<00:36:21.483> days<00:36:21.708> a<00:36:21.789> week.

00:36:22.512 --> 00:36:25.838
But<00:36:22.608> like,<00:36:23.428> is<00:36:23.572> that<00:36:23.813> like—<00:36:24.199> is<00:36:24.295> that—<00:36:24.777> is<00:36:24.858> there<00:36:24.954> a<00:36:25.083> baseline<00:36:25.516> for<00:36:25.677> that?

00:36:25.902 --> 00:36:27.637
Are<00:36:26.047> they<00:36:26.143> calibrated<00:36:26.705> to<00:36:26.850> other<00:36:27.091> offices?

00:36:28.569 --> 00:36:32.602
So<00:36:28.955> that's<00:36:29.180> really<00:36:29.662> what<00:36:29.823> our<00:36:29.983> stuff<00:36:30.305> is<00:36:30.401> about<00:36:30.722> and<00:36:30.803> why<00:36:30.867> I<00:36:30.963> enjoy<00:36:31.526> being<00:36:31.751> in<00:36:31.831> the<00:36:31.863> space<00:36:32.249> that<00:36:32.394> we<00:36:32.554> are.

00:36:33.374 --> 00:36:38.805
It<00:36:33.438> causes<00:36:33.759> a<00:36:33.775> lot<00:36:34.033> of<00:36:34.097> drama,<00:36:34.418> don't<00:36:34.643> get<00:36:34.740> me<00:36:34.884> wrong,<00:36:35.366> but<00:36:36.652> it<00:36:36.989> is<00:36:37.150> very<00:36:37.326> meaningful<00:36:37.809> right<00:36:38.017> now,<00:36:38.114> the<00:36:38.194> work<00:36:38.355> that<00:36:38.499> we're<00:36:38.660> doing.

00:36:38.917 --> 00:36:39.849
And<00:36:38.981> that's<00:36:39.142> what<00:36:39.303> gets<00:36:39.480> me<00:36:39.544> excited.

00:36:40.443 --> 00:36:44.020
What<00:36:40.539> do<00:36:40.571> you<00:36:40.667> think<00:36:40.828> of<00:36:40.860> this<00:36:41.069> whole<00:36:41.550> idea<00:36:41.967> of<00:36:42.111> the<00:36:42.384> Silicon<00:36:42.994> Valley<00:36:43.571> exodus?

00:36:44.919 --> 00:36:55.138
And,<00:36:45.641> um,<00:36:46.138> you<00:36:46.218> know,<00:36:46.443> and<00:36:46.603> actually<00:36:47.085> Elon's<00:36:47.486> kind<00:36:47.807> of,<00:36:48.208> uh,<00:36:49.026> at<00:36:49.170> the<00:36:49.267> forefront<00:36:49.652> of<00:36:49.684> that<00:36:49.989> too,<00:36:50.165> even<00:36:50.374> though<00:36:50.470> Twitter's<00:36:50.823> still,<00:36:51.192> um,<00:36:51.432> in<00:36:51.593> Silicon<00:36:51.914> Valley,<00:36:52.716> moving<00:36:53.037> Tesla<00:36:53.422> to<00:36:53.518> Texas<00:36:54.320> and<00:36:54.481> things<00:36:54.721> like<00:36:54.946> that.

00:36:55.604 --> 00:36:56.165
What<00:36:55.684> do<00:36:55.764> you<00:36:55.989> think?

00:36:56.245 --> 00:37:04.315
I<00:36:56.261> mean,<00:36:56.422> is<00:36:56.550> it<00:36:56.646> still—<00:36:57.128> is<00:36:57.288> there<00:36:57.384> still<00:36:57.930> the<00:36:58.074> inherent<00:36:58.572> value<00:36:59.053> that<00:36:59.213> there's<00:36:59.438> always<00:36:59.775> been,<00:37:00.721> um,<00:37:00.978> that<00:37:01.122> you<00:37:01.283> couldn't<00:37:01.523> find<00:37:01.844> anywhere<00:37:02.245> else<00:37:02.743> to<00:37:02.903> starting<00:37:03.240> a<00:37:03.368> company<00:37:03.625> in<00:37:03.721> Silicon<00:37:04.106> Valley?

00:37:04.427 --> 00:37:13.707
Or<00:37:04.507> do<00:37:04.572> you<00:37:04.748> think<00:37:04.925> it's<00:37:05.133> actually<00:37:06.433> being<00:37:06.674> distributed,<00:37:07.236> and<00:37:07.316> you<00:37:07.477> can<00:37:07.637> do<00:37:08.215> something<00:37:08.761> very<00:37:09.018> similar<00:37:09.548> in<00:37:09.628> places<00:37:09.965> like<00:37:10.271> Austin<00:37:10.672> or<00:37:10.752> Miami<00:37:11.475> or<00:37:11.651> Utah<00:37:12.535> or<00:37:12.679> wherever<00:37:13.418> it<00:37:13.514> is.

00:37:15.104 --> 00:37:18.154
You're<00:37:15.264> always<00:37:15.505> going<00:37:15.617> to<00:37:15.666> be<00:37:15.810> able<00:37:16.051> to<00:37:16.131> do<00:37:16.613> whatever<00:37:16.854> you<00:37:16.950> want<00:37:17.191> wherever<00:37:17.592> you<00:37:17.753> want.

00:37:18.540 --> 00:37:23.292
It's<00:37:18.797> just<00:37:19.054> the<00:37:19.278> battle<00:37:19.599> is<00:37:19.824> like,<00:37:20.081> how<00:37:20.177> much<00:37:20.418> of<00:37:20.499> an<00:37:20.579> uphill<00:37:20.884> battle<00:37:21.205> are<00:37:21.510> you<00:37:21.607> willing<00:37:22.008> to<00:37:22.650> tolerate?

00:37:23.758 --> 00:37:26.311
And<00:37:23.919> how<00:37:24.031> much—<00:37:24.288> like,<00:37:24.978> you're<00:37:25.364> always<00:37:25.605> gonna<00:37:25.685> have<00:37:25.845> downsides.

00:37:26.391 --> 00:37:31.417
Like,<00:37:26.568> it's<00:37:26.921> like<00:37:27.210> you're—<00:37:27.531> there's<00:37:28.334> always<00:37:28.495> gonna<00:37:28.575> be<00:37:28.655> downsides<00:37:28.944> to<00:37:29.137> everything,<00:37:29.619> and<00:37:29.779> companies<00:37:30.117> are<00:37:30.197> surprisingly<00:37:30.839> resilient.

00:37:32.203 --> 00:37:35.890
But<00:37:32.443> you<00:37:32.604> just<00:37:32.748> have<00:37:32.924> to<00:37:33.020> spend<00:37:33.389> more<00:37:33.549> cycles<00:37:33.966> in<00:37:34.062> a<00:37:34.191> different<00:37:34.431> area<00:37:34.624> that<00:37:34.912> you<00:37:34.992> otherwise<00:37:35.345> don't<00:37:35.553> have<00:37:35.730> to.

00:37:36.371 --> 00:37:39.786
So<00:37:37.637> I<00:37:37.718> think<00:37:37.814> Silicon<00:37:38.134> Valley<00:37:38.439> is<00:37:38.487> still<00:37:39.401> pretty<00:37:39.577> good.

00:37:40.058 --> 00:37:45.477
I<00:37:40.379> would<00:37:40.523> not<00:37:40.699> say<00:37:40.860> it's<00:37:41.020> excellent<00:37:41.437> and<00:37:41.581> spectacular,<00:37:42.222> but<00:37:42.367> I<00:37:42.399> don't<00:37:42.607> think<00:37:42.848> any<00:37:43.024> city<00:37:43.280> right<00:37:43.489> now<00:37:43.585> is<00:37:43.729> excellent<00:37:44.050> and<00:37:44.146> spectacular.

00:37:45.829 --> 00:37:59.153
I<00:37:45.910> think<00:37:46.054> that<00:37:46.230> there's—<00:37:46.871> it<00:37:46.968> is<00:37:47.096> about<00:37:47.272> community<00:37:47.673> building,<00:37:48.010> it<00:37:48.074> is<00:37:48.234> about<00:37:48.459> getting<00:37:48.651> friends<00:37:49.196> that<00:37:49.420> are<00:37:49.837> of<00:37:49.933> the<00:37:50.014> same<00:37:50.318> role<00:37:50.799> in<00:37:51.040> other<00:37:51.264> companies<00:37:52.242> and<00:37:52.482> meeting<00:37:52.867> as<00:37:53.027> often<00:37:53.188> as<00:37:53.284> you<00:37:53.364> can<00:37:53.605> to<00:37:53.749> talk<00:37:53.925> about<00:37:54.085> the<00:37:54.182> issues<00:37:54.647> and<00:37:54.727> how<00:37:54.951> you're<00:37:55.192> all<00:37:55.384> not<00:37:55.624> just<00:37:55.833> crazy<00:37:56.250> and<00:37:56.410> it's<00:37:56.554> just<00:37:56.731> like<00:37:56.955> this<00:37:57.067> is<00:37:57.131> how<00:37:57.180> happening,<00:37:57.677> companies<00:37:58.640> everywhere.

00:38:00.100 --> 00:38:02.844
I<00:38:00.180> do<00:38:00.277> think<00:38:00.437> it's<00:38:00.581> easier<00:38:00.822> to<00:38:00.967> get<00:38:01.223> VC<00:38:01.961> money<00:38:02.347> around<00:38:02.732> here.

00:38:03.470 --> 00:38:04.128
The<00:38:03.630> people<00:38:03.855> are<00:38:04.015> here.

00:38:04.657 --> 00:38:08.717
The<00:38:04.754> companies<00:38:05.139> that<00:38:05.379> ended<00:38:05.620> up<00:38:05.716> investing<00:38:06.262> in<00:38:06.358> us,<00:38:07.305> they<00:38:07.401> were<00:38:07.626> also,<00:38:07.883> they<00:38:07.963> came<00:38:08.204> to<00:38:08.252> our<00:38:08.444> office.

00:38:09.568 --> 00:38:15.698
We<00:38:09.664> talked<00:38:09.889> to<00:38:09.953> a<00:38:09.985> lot<00:38:10.145> of<00:38:10.210> people<00:38:10.450> that<00:38:10.595> were<00:38:10.707> not,<00:38:11.188> that<00:38:11.333> were<00:38:11.413> just<00:38:11.638> like<00:38:11.750> Zoom<00:38:12.039> calls,<00:38:12.360> 'cause<00:38:12.456> that's<00:38:12.681> when<00:38:12.857> everybody<00:38:13.162> was<00:38:13.339> raising<00:38:13.740> like<00:38:13.900> hundreds<00:38:14.221> of<00:38:14.302> millions<00:38:14.639> of<00:38:14.703> dollars<00:38:15.184> over<00:38:15.345> Zoom.

00:38:16.291 --> 00:38:17.575
And<00:38:16.468> it<00:38:17.030> was<00:38:17.270> silly.

00:38:17.687 --> 00:38:22.100
Like,<00:38:18.137> I<00:38:18.217> just<00:38:18.377> can't,<00:38:18.634> I<00:38:18.650> don't<00:38:18.875> know<00:38:18.939> how<00:38:19.035> these<00:38:19.212> investors<00:38:19.581> did<00:38:19.758> any<00:38:19.838> kind<00:38:20.014> of<00:38:20.078> diligence<00:38:20.624> or<00:38:20.801> anything<00:38:21.426> with<00:38:22.020> it.

00:38:22.149 --> 00:38:24.267
Just,<00:38:22.325> there's<00:38:22.485> something<00:38:22.806> about<00:38:23.047> like,<00:38:23.272> how<00:38:23.753> in<00:38:23.849> it<00:38:24.074> are<00:38:24.170> they?

00:38:24.716 --> 00:38:24.908
Yeah.

00:38:25.036 --> 00:38:31.029
Um,<00:38:25.533> so<00:38:25.773> the<00:38:25.837> ones<00:38:25.998> that<00:38:26.094> came<00:38:26.318> to<00:38:26.350> our<00:38:26.398> office<00:38:26.895> definitely,<00:38:28.321> uh,<00:38:28.417> they<00:38:28.561> were<00:38:28.657> the<00:38:28.722> ones<00:38:28.962> that<00:38:29.058> ended<00:38:29.298> up,<00:38:29.923> uh,<00:38:30.019> bidding<00:38:30.340> to<00:38:30.741> invest.

00:38:31.766 --> 00:38:41.364
Um,<00:38:32.503> yeah,<00:38:32.663> so<00:38:32.743> I<00:38:32.824> think<00:38:33.048> it's<00:38:33.208> like<00:38:33.448> there's<00:38:33.625> that,<00:38:33.945> there's,<00:38:34.442> it's,<00:38:34.666> it's<00:38:34.810> kind<00:38:35.051> of<00:38:35.211> the<00:38:35.387> ecosystem<00:38:35.964> is<00:38:36.060> like<00:38:36.349> you<00:38:36.685> start<00:38:36.990> a<00:38:37.070> company,<00:38:37.470> you<00:38:37.631> grow<00:38:37.935> in<00:38:38.031> it,<00:38:38.352> you<00:38:38.576> like,<00:38:39.217> uh,<00:38:39.537> it<00:38:39.617> has<00:38:39.794> an<00:38:39.858> exit,<00:38:40.515> you<00:38:40.659> make<00:38:40.819> lots<00:38:41.011> of<00:38:41.140> money.

00:38:41.861 --> 00:38:46.732
Um,<00:38:42.261> you<00:38:42.518> then<00:38:42.742> start<00:38:43.062> a<00:38:43.143> company,<00:38:44.024> you<00:38:44.521> then<00:38:44.985> build<00:38:45.162> that<00:38:45.258> company,<00:38:45.818> it<00:38:45.947> makes<00:38:46.123> even<00:38:46.283> more<00:38:46.443> money.

00:38:47.068 --> 00:38:49.504
You<00:38:47.180> now<00:38:47.469> have<00:38:47.661> an<00:38:47.725> existential<00:38:48.286> crisis<00:38:48.751> about<00:38:48.943> like,<00:38:49.087> what<00:38:49.231> do<00:38:49.312> I<00:38:49.424> do?

00:38:49.584 --> 00:38:51.683
I'll<00:38:49.872> never<00:38:50.129> be<00:38:50.209> able<00:38:50.321> to<00:38:50.369> make<00:38:50.529> them<00:38:50.690> the<00:38:50.754> same<00:38:50.930> amount<00:38:51.106> of<00:38:51.138> money<00:38:51.395> again.

00:38:52.196 --> 00:38:53.931
And<00:38:52.533> it's<00:38:52.919> like<00:38:53.079> nothing's<00:38:53.320> worth<00:38:53.513> it<00:38:53.641> anymore.

00:38:54.364 --> 00:38:57.592
And<00:38:54.444> then<00:38:54.541> you<00:38:54.701> start<00:38:55.087> really<00:38:55.424> being<00:38:55.665> real<00:38:55.922> about<00:38:56.211> like,<00:38:56.709> no,<00:38:56.885> it<00:38:56.950> shouldn't<00:38:57.110> be<00:38:57.255> about<00:38:57.431> the<00:38:57.512> money.

00:38:57.656 --> 00:38:59.086
It<00:38:57.737> should<00:38:57.833> be<00:38:57.977> about<00:38:58.218> how<00:38:58.315> you're<00:38:58.459> changing<00:38:58.700> the<00:38:58.780> world.

00:38:59.423 --> 00:39:00.402
And<00:38:59.503> then<00:38:59.599> they<00:38:59.680> turn<00:38:59.905> into<00:39:00.081> a<00:39:00.146> VC.

00:39:00.868 --> 00:39:00.948
Yeah.

00:39:01.029 --> 00:39:07.999
And<00:39:01.286> then<00:39:01.832> that's<00:39:02.233> when,<00:39:03.133> and<00:39:03.197> then<00:39:03.357> that's<00:39:03.598> when<00:39:03.759> you<00:39:04.096> then<00:39:04.642> fund<00:39:05.044> the<00:39:05.204> companies<00:39:05.927> that<00:39:06.104> are<00:39:06.184> starting<00:39:06.971> and<00:39:07.388> that's<00:39:07.613> the<00:39:07.645> cycle.

00:39:08.368 --> 00:39:10.680
So<00:39:08.898> I<00:39:09.235> have<00:39:09.396> no<00:39:09.556> intention<00:39:09.958> of<00:39:10.038> being<00:39:10.199> a<00:39:10.215> VC.

00:39:10.825 --> 00:39:16.831
I<00:39:10.921> could<00:39:11.146> never<00:39:11.467> have<00:39:11.564> that<00:39:11.724> many<00:39:11.885> meetings<00:39:12.511> and<00:39:12.929> retain<00:39:13.957> any<00:39:14.117> kind<00:39:14.920> of<00:39:15.257> stability<00:39:15.771> because<00:39:16.076> it's<00:39:16.221> just<00:39:16.462> too<00:39:16.558> much.

00:39:17.586 --> 00:39:19.770
But<00:39:17.827> it<00:39:17.971> is,<00:39:18.694> I<00:39:18.726> massively<00:39:19.176> respect<00:39:19.433> the<00:39:19.513> people.

00:39:19.818 --> 00:39:21.681
I<00:39:19.834> can<00:39:20.075> have<00:39:20.316> about<00:39:20.557> 20<00:39:20.798> meetings<00:39:21.119> every<00:39:21.280> single<00:39:21.440> day.

00:39:21.906 --> 00:39:23.364
And<00:39:22.162> 20<00:39:22.386> cups<00:39:22.579> of<00:39:22.643> coffee<00:39:22.963> as<00:39:23.107> well.

00:39:23.604 --> 00:39:33.617
So<00:39:24.325> yeah,<00:39:24.501> so<00:39:25.110> I<00:39:25.350> think<00:39:25.526> it's<00:39:25.751> easiest<00:39:26.312> to<00:39:26.408> get,<00:39:26.968> it's<00:39:27.113> kind<00:39:27.193> of<00:39:27.289> like<00:39:27.866> if<00:39:27.994> you're<00:39:28.106> in<00:39:28.170> a<00:39:28.314> deal,<00:39:29.211> let's<00:39:29.516> just<00:39:29.596> say<00:39:29.660> a<00:39:29.676> sales<00:39:29.852> deal<00:39:30.333> between<00:39:30.974> a<00:39:31.054> company<00:39:31.855> that<00:39:32.239> is,<00:39:32.720> say<00:39:32.896> you<00:39:32.960> wanna<00:39:33.057> buy<00:39:33.153> some<00:39:33.313> software.

00:39:34.242 --> 00:39:43.278
One<00:39:34.418> company<00:39:34.979> is<00:39:35.059> selling<00:39:35.380> you<00:39:35.460> software<00:39:36.021> over<00:39:36.197> Zoom<00:39:36.661> or<00:39:36.806> over<00:39:37.046> email,<00:39:37.927> and<00:39:38.023> then<00:39:38.071> the<00:39:38.167> other<00:39:38.328> company<00:39:38.664> literally<00:39:39.049> flies<00:39:39.449> over<00:39:39.609> to<00:39:39.689> your<00:39:39.850> office<00:39:40.571> and<00:39:40.811> they<00:39:41.628> pitch<00:39:41.804> it<00:39:41.868> to<00:39:41.932> you<00:39:42.013> in<00:39:42.109> person.

00:39:43.631 --> 00:39:45.489
You're<00:39:43.711> gonna<00:39:43.935> choose<00:39:44.127> the<00:39:44.256> one<00:39:44.416> that<00:39:44.576> flew<00:39:44.752> to<00:39:44.816> your<00:39:45.073> office.

00:39:46.178 --> 00:39:53.887
And<00:39:46.595> because<00:39:47.300> you<00:39:47.396> know<00:39:47.572> that<00:39:47.780> they<00:39:47.957> care,<00:39:48.421> you<00:39:48.453> know<00:39:48.597> that<00:39:48.758> they<00:39:48.838> just<00:39:49.062> like<00:39:49.254> spend<00:39:49.495> a<00:39:49.703> bunch<00:39:49.895> of<00:39:49.959> their<00:39:50.119> time<00:39:50.440> to<00:39:50.584> come<00:39:50.824> to<00:39:51.145> you<00:39:51.882> to<00:39:52.042> sell<00:39:52.604> their<00:39:53.245> software<00:39:53.647> to<00:39:53.791> you.

00:39:54.433 --> 00:39:59.309
And<00:39:54.513> it's<00:39:54.673> like,<00:39:54.914> that<00:39:55.186> is<00:39:55.331> going<00:39:55.475> to<00:39:55.555> be<00:39:55.652> the<00:39:55.732> differentiator<00:39:56.598> in<00:39:56.678> a<00:39:56.759> world<00:39:57.641> of<00:39:58.138> just<00:39:58.363> kind<00:39:58.523> of<00:39:58.619> competition.

00:40:00.384 --> 00:40:05.004
The<00:40:00.544> one<00:40:01.009> that<00:40:01.250> shows<00:40:01.523> the<00:40:01.603> most<00:40:01.779> amount<00:40:01.972> of<00:40:02.052> effort,<00:40:02.293> the<00:40:02.373> one<00:40:02.710> that<00:40:03.015> kind<00:40:03.127> of<00:40:03.191> does<00:40:03.351> the<00:40:03.432> harder<00:40:03.688> thing<00:40:03.993> is<00:40:04.073> going<00:40:04.234> to<00:40:04.314> be<00:40:04.410> the<00:40:04.538> one<00:40:04.651> that<00:40:04.795> wins.

00:40:06.239 --> 00:40:10.698
And<00:40:06.319> that's<00:40:06.800> how<00:40:06.880> our<00:40:07.121> philosophy<00:40:07.506> has<00:40:07.667> been<00:40:07.763> since<00:40:07.923> the<00:40:08.019> beginning<00:40:09.351> on<00:40:10.089> just<00:40:10.329> in-person.

00:40:10.875 --> 00:40:12.190
And<00:40:10.971> that's<00:40:11.212> why<00:40:11.372> we<00:40:11.516> value<00:40:11.757> it<00:40:11.837> so<00:40:11.950> much.

00:40:12.254 --> 00:40:18.799
We're<00:40:12.415> like<00:40:12.623> 100%,<00:40:12.976> 1,000%<00:40:14.243> actually,<00:40:14.580> on<00:40:14.644> like<00:40:14.821> leverage<00:40:15.928> in<00:40:16.265> the<00:40:16.409> workplace<00:40:17.227> and<00:40:17.371> workplaces<00:40:17.869> being<00:40:18.093> great<00:40:18.350> for<00:40:18.430> people.

00:40:19.699 --> 00:40:28.472
And<00:40:20.599> yeah,<00:40:20.984> and<00:40:21.145> I'm<00:40:21.322> super<00:40:21.627> proud<00:40:21.868> of<00:40:21.964> it<00:40:22.607> despite<00:40:23.153> all<00:40:23.314> of<00:40:23.491> the<00:40:23.796> pandemic-like<00:40:25.098> things<00:40:25.483> that<00:40:26.062> would<00:40:26.239> never<00:40:26.528> happen<00:40:26.785> to<00:40:26.946> us<00:40:27.331> but<00:40:27.669> did<00:40:28.070> for<00:40:28.231> sure.

00:40:28.778 --> 00:40:30.240
And<00:40:29.019> we<00:40:29.115> just<00:40:29.436> kind<00:40:29.661> of<00:40:29.742> figured<00:40:29.934> it<00:40:30.079> out.

00:40:30.866 --> 00:40:33.566
Well,<00:40:30.947> there's<00:40:31.124> another<00:40:31.429> thing<00:40:31.606> that's<00:40:31.782> disrupting<00:40:32.425> everything,<00:40:32.875> which<00:40:33.052> is<00:40:33.277> AI.

00:40:34.482 --> 00:40:39.126
And,<00:40:34.964> you<00:40:35.221> know,<00:40:35.462> how<00:40:35.623> does<00:40:35.928> AI<00:40:36.426> change<00:40:36.812> your<00:40:36.989> industry<00:40:37.696> and<00:40:37.856> workplaces<00:40:38.499> in<00:40:38.579> particular?

00:40:39.881 --> 00:40:44.525
Yeah,<00:40:40.202> I<00:40:40.283> think<00:40:41.070> AI<00:40:41.311> is<00:40:41.408> really<00:40:41.633> about<00:40:41.890> like—<00:40:42.275> AI<00:40:43.480> leverages<00:40:43.898> a<00:40:43.962> lot<00:40:44.139> of<00:40:44.220> data.

00:40:45.023 --> 00:40:55.814
So<00:40:45.168> first<00:40:45.409> off,<00:40:45.569> I<00:40:45.650> want<00:40:45.746> to<00:40:45.778> say<00:40:45.907> that<00:40:46.132> AI<00:40:46.469> is<00:40:46.614> actually<00:40:46.935> real<00:40:48.558> versus<00:40:49.105> kind<00:40:49.281> of<00:40:49.747> the—<00:40:50.165> like,<00:40:52.110> I'm<00:40:52.238> not<00:40:52.335> going<00:40:52.576> to—<00:40:52.801> I'm<00:40:52.881> not<00:40:53.042> going<00:40:53.604> to<00:40:53.910> completely—<00:40:54.426> it's—<00:40:54.975> yes,<00:40:55.233> yes,<00:40:55.394> exactly.

00:40:55.862 --> 00:40:57.379
You<00:40:55.943> know<00:40:56.137> exactly<00:40:56.766> what<00:40:57.008> I'm<00:40:57.121> saying.

00:40:57.637 --> 00:40:57.831
Web3.

00:40:57.896 --> 00:41:02.091
Like,<00:40:58.057> it's<00:40:58.283> actually<00:40:58.783> like,<00:40:59.025> this<00:40:59.332> is<00:40:59.509> what<00:40:59.897> people<00:41:00.155> should<00:41:00.316> have,<00:41:00.478> like,<00:41:00.704> quit<00:41:00.800> their<00:41:00.962> jobs<00:41:01.268> and<00:41:01.365> panicked<00:41:01.769> over.

00:41:02.172 --> 00:41:07.328
It's<00:41:02.479> AI,<00:41:02.979> not<00:41:03.366> this<00:41:03.624> ridiculous<00:41:04.509> thing<00:41:04.832> that<00:41:04.993> is—<00:41:05.154> and<00:41:05.234> don't<00:41:05.395> get<00:41:05.492> me<00:41:05.621> wrong,<00:41:05.862> I<00:41:05.878> have<00:41:06.039> a<00:41:06.055> lot<00:41:06.297> of<00:41:06.426> money<00:41:06.603> in<00:41:06.635> crypto<00:41:07.005> right<00:41:07.231> now.

00:41:07.634 --> 00:41:09.743
However,<00:41:08.117> I<00:41:08.197> still<00:41:08.439> think<00:41:08.777> it<00:41:08.857> is<00:41:08.938> an<00:41:09.083> absolute<00:41:09.421> farce.

00:41:10.629 --> 00:41:12.529
It<00:41:10.790> just<00:41:11.047> needs<00:41:11.289> to<00:41:11.418> be<00:41:11.514> about<00:41:11.676> more<00:41:11.901> than<00:41:12.143> just<00:41:12.336> money.

00:41:12.956 --> 00:41:16.243
And<00:41:13.373> it's<00:41:13.533> just<00:41:13.822> like<00:41:13.998> the<00:41:14.271> inherentness<00:41:14.912> of<00:41:15.041> it<00:41:15.201> needs<00:41:15.538> to<00:41:15.698> be<00:41:15.858> bigger.

00:41:16.404 --> 00:41:18.071
And<00:41:16.580> we're<00:41:16.692> still<00:41:16.997> waiting<00:41:17.366> after<00:41:17.526> all<00:41:17.622> these<00:41:17.783> years.

00:41:18.569 --> 00:41:20.429
But<00:41:19.226> hey,<00:41:19.386> maybe<00:41:19.563> we're<00:41:19.691> just<00:41:19.771> going<00:41:19.883> to<00:41:19.932> be<00:41:20.012> late<00:41:20.188> on<00:41:20.332> it.

00:41:20.814 --> 00:41:21.503
And<00:41:20.894> maybe<00:41:21.054> I<00:41:21.150> was<00:41:21.295> wrong.

00:41:21.551 --> 00:41:21.872
Maybe.

00:41:21.952 --> 00:41:24.951
But<00:41:22.096> like,<00:41:22.337> geez<00:41:22.578> Louise,<00:41:23.876> again,<00:41:24.101> I<00:41:24.117> do<00:41:24.213> have<00:41:24.358> a<00:41:24.374> lot<00:41:24.534> of<00:41:24.566> money<00:41:24.758> in<00:41:24.903> it.

00:41:24.999 --> 00:41:28.767
So<00:41:25.239> it's<00:41:25.384> like<00:41:25.560> a<00:41:25.721> weird<00:41:26.186> combo<00:41:26.603> of<00:41:26.763> like,<00:41:27.292> you<00:41:27.549> actually<00:41:27.805> believe<00:41:28.126> in<00:41:28.270> it<00:41:28.350> or<00:41:28.383> not.

00:41:28.992 --> 00:41:31.702
You<00:41:29.489> get<00:41:29.649> to<00:41:29.714> a<00:41:29.874> point<00:41:30.050> where<00:41:30.596> you<00:41:30.692> kind<00:41:30.868> of<00:41:30.916> want<00:41:31.125> to<00:41:31.157> have<00:41:31.397> all<00:41:31.494> bets.

00:41:31.798 --> 00:41:39.367
But<00:41:31.959> regardless,<00:41:33.274> it<00:41:33.402> is<00:41:33.819> like<00:41:34.123> AI<00:41:34.540> is<00:41:34.637> really<00:41:34.861> important<00:41:35.182> because<00:41:35.663> it<00:41:35.823> is<00:41:35.984> going<00:41:36.128> to<00:41:36.160> make<00:41:36.689> life<00:41:37.170> easier<00:41:37.828> for<00:41:38.068> the<00:41:38.213> people<00:41:38.549> that<00:41:38.790> do<00:41:38.966> something.

00:41:40.153 --> 00:41:46.054
In<00:41:40.233> a<00:41:40.313> workplace,<00:41:40.811> it's<00:41:40.955> all<00:41:41.099> about<00:41:41.596> the<00:41:41.757> data<00:41:42.238> that<00:41:42.382> you<00:41:42.462> feed<00:41:42.703> the<00:41:42.863> AI,<00:41:43.521> and<00:41:43.617> it's<00:41:43.761> about<00:41:44.146> how<00:41:44.403> do<00:41:44.483> you<00:41:44.643> optimize<00:41:45.108> that<00:41:45.221> space<00:41:45.605> the<00:41:45.686> best.

00:41:46.792 --> 00:41:50.705
Why<00:41:46.968> do<00:41:47.049> you<00:41:47.209> have<00:41:47.834> 20<00:41:48.171> desks<00:41:48.716> when<00:41:48.829> there's<00:41:49.037> only<00:41:49.198> 3<00:41:49.374> people<00:41:49.775> in<00:41:49.855> that<00:41:50.031> satellite<00:41:50.416> office?

00:41:51.298 --> 00:41:59.958
Why<00:41:51.523> do<00:41:51.603> you<00:41:51.763> have<00:41:52.726> air<00:41:52.806> conditioning<00:41:53.223> running<00:41:53.527> all<00:41:53.720> night<00:41:54.105> and<00:41:54.249> all<00:41:54.425> day<00:41:55.067> when<00:41:55.211> it<00:41:55.291> could<00:41:55.468> be<00:41:56.590> just<00:41:56.895> only<00:41:57.152> during<00:41:57.392> certain<00:41:57.697> hours<00:41:57.937> when<00:41:58.034> people<00:41:58.258> are<00:41:58.499> in<00:41:58.595> there<00:41:58.771> or<00:41:58.916> scheduled<00:41:59.316> to<00:41:59.397> be<00:41:59.637> in<00:41:59.669> there?

00:42:00.439 --> 00:42:06.661
Why<00:42:00.664> do<00:42:00.696> you<00:42:00.904> have<00:42:01.145> traffic<00:42:01.642> that<00:42:01.946> is—<00:42:02.444> it's<00:42:02.604> just<00:42:02.828> like<00:42:03.149> all<00:42:03.229> these<00:42:03.406> different<00:42:03.807> bits<00:42:04.047> of<00:42:04.192> data<00:42:04.849> need<00:42:05.009> to<00:42:05.170> get<00:42:05.394> analyzed,<00:42:05.972> continuously.

00:42:07.095 --> 00:42:09.902
And<00:42:07.175> you<00:42:07.319> could<00:42:07.399> have<00:42:07.576> humans<00:42:08.121> do<00:42:08.282> it,<00:42:08.378> but<00:42:08.523> they're<00:42:08.619> not<00:42:08.779> going<00:42:08.892> to<00:42:09.020> do<00:42:09.100> it<00:42:09.180> continuously.

00:42:10.464 --> 00:42:23.988
And<00:42:10.608> I<00:42:10.704> think<00:42:10.881> especially<00:42:11.202> in<00:42:11.330> a<00:42:11.410> world<00:42:11.587> like<00:42:11.747> this<00:42:11.988> where<00:42:12.068> people<00:42:12.309> are<00:42:12.389> trying<00:42:12.806> to<00:42:12.870> save<00:42:13.271> money<00:42:13.576> everywhere<00:42:13.929> they<00:42:14.074> can<00:42:14.459> and<00:42:14.635> like<00:42:14.796> the<00:42:14.892> CFOs<00:42:15.501> are<00:42:15.598> basically<00:42:15.983> running<00:42:16.239> the<00:42:16.320> places<00:42:16.785> everywhere,<00:42:17.828> um,<00:42:18.325> you<00:42:18.550> need<00:42:18.887> to<00:42:19.127> be<00:42:19.352> able<00:42:19.689> to<00:42:19.929> optimize<00:42:20.732> your<00:42:20.956> customers'<00:42:22.079> workplaces<00:42:22.801> and<00:42:22.897> operations<00:42:23.539> in<00:42:23.619> general.

00:42:24.037 --> 00:42:26.908
So<00:42:24.759> for<00:42:25.047> us,<00:42:25.368> AI<00:42:25.625> is<00:42:25.769> all<00:42:25.866> about<00:42:26.186> like<00:42:26.347> prediction.

00:42:26.973 --> 00:42:35.187
It's<00:42:27.133> all<00:42:27.245> about<00:42:27.454> like<00:42:27.935> detecting<00:42:28.336> that,<00:42:28.497> hey,<00:42:28.673> this<00:42:28.994> room<00:42:29.315> is<00:42:29.475> being<00:42:29.716> booked<00:42:29.957> by<00:42:30.117> somebody<00:42:30.518> who's<00:42:30.743> not<00:42:31.384> in<00:42:31.481> the<00:42:31.786> office<00:42:32.267> and<00:42:32.443> the<00:42:32.604> other<00:42:32.828> person<00:42:33.165> has<00:42:33.406> declared<00:42:33.727> that<00:42:33.887> they're<00:42:34.048> not<00:42:34.353> going<00:42:34.433> to<00:42:34.529> be<00:42:34.689> in<00:42:34.834> the<00:42:34.994> office.

00:42:36.036 --> 00:42:40.427
Therefore,<00:42:36.918> cancel<00:42:37.190> that<00:42:37.415> room,<00:42:37.815> get<00:42:37.975> them<00:42:38.120> on<00:42:38.200> a<00:42:38.232> Zoom<00:42:38.536> call,<00:42:39.161> and<00:42:39.338> like,<00:42:39.578> problem<00:42:39.914> solved.

00:42:41.261 --> 00:42:47.190
Detecting<00:42:41.661> those<00:42:41.757> situations<00:42:42.318> and<00:42:42.462> being<00:42:42.623> able<00:42:42.783> to<00:42:42.943> predict<00:42:43.408> when<00:42:43.504> that's<00:42:43.696> going<00:42:43.777> to<00:42:43.889> happen<00:42:45.091> is<00:42:45.187> extremely<00:42:45.555> important<00:42:45.828> for<00:42:45.972> space<00:42:46.629> management.

00:42:47.334 --> 00:42:49.818
And<00:42:47.430> that's<00:42:47.831> the<00:42:47.911> kind<00:42:48.296> of<00:42:48.344> stuff<00:42:48.632> that<00:42:48.792> we<00:42:48.937> build<00:42:49.081> with<00:42:49.193> our<00:42:49.289> software.

00:42:50.154 --> 00:42:52.654
But<00:42:50.299> it's<00:42:50.779> also<00:42:51.036> kind<00:42:51.212> of<00:42:51.340> how<00:42:51.517> the<00:42:51.661> future<00:42:51.853> of<00:42:51.981> the<00:42:52.061> workplace<00:42:52.462> will<00:42:52.622> be.

00:42:52.735 --> 00:42:56.933
It'll<00:42:52.943> be<00:42:53.119> very<00:42:53.904> kind<00:42:54.017> of<00:42:54.161> predictive<00:42:55.042> of<00:42:55.186> what's<00:42:55.363> going<00:42:55.507> to<00:42:55.587> happen<00:42:55.940> so<00:42:56.100> they<00:42:56.228> can<00:42:56.388> optimize.

00:42:57.847 --> 00:43:00.491
And<00:42:57.943> it's<00:42:58.071> going<00:42:58.167> to<00:42:58.231> turn<00:42:58.391> into<00:42:58.504> like<00:42:58.648> people<00:42:58.952> using<00:42:59.289> other<00:42:59.449> people's<00:42:59.786> spaces<00:43:00.330> too.

00:43:01.020 --> 00:43:05.317
Maybe<00:43:01.276> your<00:43:01.372> neighbor<00:43:01.677> downstairs<00:43:02.559> isn't<00:43:02.799> using<00:43:03.056> their<00:43:03.200> space<00:43:03.697> and<00:43:03.777> it's<00:43:04.002> like<00:43:04.194> it's<00:43:04.323> going<00:43:04.419> to<00:43:04.499> give<00:43:04.643> you<00:43:04.723> hints<00:43:04.980> around<00:43:05.221> that.

00:43:05.381 --> 00:43:07.674
It's<00:43:05.541> going<00:43:05.766> to,<00:43:05.862> it's<00:43:06.086> going<00:43:06.215> to<00:43:06.423> give<00:43:06.567> them<00:43:06.680> a<00:43:06.728> revenue<00:43:07.129> opportunity.

00:43:08.091 --> 00:43:12.917
So<00:43:08.251> we're<00:43:08.347> really<00:43:08.572> excited<00:43:08.925> about<00:43:09.149> kind<00:43:09.390> of<00:43:09.550> just<00:43:09.774> the<00:43:09.855> space<00:43:10.592> and<00:43:10.752> the<00:43:10.897> automation<00:43:11.394> that's<00:43:11.554> possible<00:43:12.180> and<00:43:12.276> the<00:43:12.436> insights.

00:43:13.703 --> 00:43:26.242
Yeah,<00:43:13.783> I<00:43:13.799> actually<00:43:14.120> talked<00:43:14.360> to<00:43:14.456> a<00:43:14.521> startup<00:43:15.226> recently<00:43:16.028> who's<00:43:16.284> doing<00:43:16.525> basically<00:43:16.926> like<00:43:17.086> the<00:43:17.246> Airbnb<00:43:17.968> version<00:43:18.353> of<00:43:18.513> offices<00:43:19.636> where<00:43:19.716> like,<00:43:19.956> hey,<00:43:20.133> just<00:43:20.373> come<00:43:20.918> use<00:43:21.656> this<00:43:22.121> office<00:43:22.522> for<00:43:22.618> a<00:43:22.698> day<00:43:23.099> and<00:43:23.259> pay<00:43:23.420> us<00:43:23.740> $200<00:43:24.366> or<00:43:24.398> something<00:43:24.767> or<00:43:25.328> use<00:43:25.520> it<00:43:25.648> for<00:43:25.809> a<00:43:25.825> month.

00:43:26.306 --> 00:43:28.807
And<00:43:26.611> I<00:43:26.771> actually<00:43:27.108> think<00:43:27.252> that's<00:43:27.428> a<00:43:27.492> pretty<00:43:27.749> interesting<00:43:28.310> idea.

00:43:29.273 --> 00:43:32.277
I'm<00:43:29.498> sure<00:43:30.622> plenty<00:43:30.815> of<00:43:30.879> people,<00:43:31.185> other<00:43:31.361> people<00:43:31.602> are<00:43:31.683> doing<00:43:31.907> that<00:43:32.020> as<00:43:32.148> well.

00:43:32.791 --> 00:43:33.450
Finally,<00:43:33.128> the<00:43:33.209> last—.

00:43:33.450 --> 00:43:34.269
About<00:43:33.674> the<00:43:33.771> inventory.

00:43:34.538 --> 00:43:34.943
Yeah,<00:43:34.558> yeah,<00:43:34.799> yeah.

00:43:35.040 --> 00:43:37.337
You<00:43:35.120> got<00:43:35.249> to,<00:43:35.361> you<00:43:35.458> got<00:43:35.570> to<00:43:35.618> get<00:43:35.923> a<00:43:36.020> bunch<00:43:36.196> of<00:43:36.261> people<00:43:36.502> signing<00:43:36.823> up<00:43:37.000> on<00:43:37.144> that.

00:43:38.831 --> 00:43:49.706
Last<00:43:39.056> question,<00:43:39.875> same<00:43:40.196> question<00:43:40.502> I<00:43:40.678> ask<00:43:40.919> everybody<00:43:41.706> at<00:43:41.803> the<00:43:41.963> end<00:43:42.044> of<00:43:42.108> the<00:43:42.188> interview,<00:43:42.606> which<00:43:42.847> is<00:43:43.393> at<00:43:43.907> CEO.com,<00:43:44.775> we<00:43:44.935> believe<00:43:45.401> chances<00:43:45.835> are<00:43:45.979> just<00:43:46.236> as<00:43:46.381> important<00:43:47.891> when<00:43:48.068> they're<00:43:48.293> given<00:43:48.855> as<00:43:49.016> when<00:43:49.192> they're<00:43:49.353> taken.

00:43:49.771 --> 00:43:54.204
So,<00:43:50.076> so<00:43:50.236> we<00:43:50.397> take<00:43:50.622> chances,<00:43:51.120> right,<00:43:51.505> on<00:43:51.586> ourselves<00:43:52.164> and<00:43:53.112> other<00:43:53.289> people<00:43:53.578> and<00:43:53.690> things<00:43:53.915> like<00:43:54.076> that.

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But<00:43:54.397> also<00:43:54.718> we<00:43:54.799> have<00:43:54.895> the<00:43:55.039> opportunity<00:43:55.457> to<00:43:55.682> give<00:43:55.923> chances<00:43:56.887> And<00:43:57.384> sometimes<00:43:57.865> those<00:43:58.090> chances<00:43:58.443> that<00:43:58.588> are<00:43:58.732> given<00:43:58.989> to<00:43:59.230> us<00:43:59.791> are<00:43:59.888> super<00:44:00.257> meaningful<00:44:01.540> and<00:44:02.359> life-changing.

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And<00:44:03.161> I<00:44:03.306> wonder<00:44:04.188> if<00:44:04.301> there's<00:44:04.525> anyone<00:44:04.927> who<00:44:05.071> has<00:44:05.328> changed<00:44:06.130> your<00:44:06.435> life<00:44:06.852> and<00:44:07.013> given<00:44:07.398> you<00:44:07.575> a<00:44:07.655> chance<00:44:08.682> that<00:44:09.420> you<00:44:09.581> could<00:44:09.661> tell<00:44:09.805> us<00:44:09.966> about.

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Yeah,<00:44:11.651> I<00:44:11.667> completely<00:44:12.132> agree<00:44:12.373> with<00:44:12.534> that.

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And<00:44:13.111> I<00:44:13.256> actually<00:44:13.512> think<00:44:13.753> there's<00:44:13.914> like<00:44:14.090> another<00:44:14.459> level<00:44:14.780> of<00:44:14.941> it,<00:44:15.037> which<00:44:15.278> is<00:44:15.422> like<00:44:15.984> they've<00:44:16.080> given<00:44:16.321> you<00:44:16.401> a<00:44:16.481> chance<00:44:17.107> and<00:44:17.204> like<00:44:17.364> you<00:44:17.508> screwed<00:44:17.926> it<00:44:18.070> up<00:44:18.391> and<00:44:18.487> they<00:44:18.584> still<00:44:19.129> continue<00:44:19.611> to<00:44:19.835> give<00:44:20.156> you<00:44:20.317> a<00:44:20.349> chance.

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And<00:44:21.039> I<00:44:21.055> think<00:44:21.296> that<00:44:21.440> that<00:44:21.617> is<00:44:21.761> like<00:44:22.002> even<00:44:22.339> next<00:44:22.660> level.

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So<00:44:23.686> I<00:44:23.702> would<00:44:23.927> absolutely<00:44:24.488> say<00:44:24.904> like<00:44:25.161> our<00:44:25.289> investors<00:44:25.946> for<00:44:26.106> sure,<00:44:26.971> uh,<00:44:27.019> Matt<00:44:27.228> Murphy<00:44:27.548> in<00:44:27.628> particular<00:44:28.333> from,<00:44:28.686> uh,<00:44:28.990> from<00:44:29.231> Menlo<00:44:29.615> Ventures,<00:44:30.016> like<00:44:30.577> the<00:44:30.673> guy<00:44:31.138> is<00:44:31.234> just<00:44:31.538> like<00:44:31.971> super<00:44:32.500> resilient<00:44:32.997> when<00:44:33.157> it<00:44:33.237> comes<00:44:33.558> to<00:44:33.638> like,<00:44:33.814> no,<00:44:33.958> Larry,<00:44:34.199> you're<00:44:34.359> gonna<00:44:34.519> figure<00:44:34.824> this<00:44:35.064> out.

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And<00:44:35.465> like,<00:44:35.721> look<00:44:35.865> at<00:44:35.961> the<00:44:36.041> market,<00:44:36.522> it's<00:44:36.747> like<00:44:36.987> this,<00:44:37.708> but<00:44:37.964> it<00:44:38.189> also<00:44:38.846> is<00:44:38.990> like<00:44:39.230> leads<00:44:39.471> opportunity.

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And<00:44:40.272> I<00:44:40.368> know<00:44:40.689> that<00:44:40.849> you're<00:44:41.009> only<00:44:41.185> seeing<00:44:41.650> what<00:44:41.810> you're<00:44:42.083> seeing,<00:44:42.451> but<00:44:42.692> it<00:44:42.916> also<00:44:43.172> can<00:44:43.413> get<00:44:43.573> better.

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And<00:44:44.438> then<00:44:45.015> there<00:44:45.176> it<00:44:45.320> is,<00:44:45.496> there's<00:44:45.720> that<00:44:45.769> motivation<00:44:46.297> that<00:44:46.458> I<00:44:46.474> needed<00:44:46.858> to<00:44:46.938> really<00:44:47.179> push<00:44:47.403> on<00:44:47.499> this<00:44:47.740> very<00:44:48.044> tricky<00:44:48.300> initiative<00:44:48.781> that<00:44:48.990> wanted<00:44:49.198> to<00:44:49.342> do.

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Yeah,<00:44:50.961> Matt's<00:44:51.250> been<00:44:51.426> really,<00:44:51.667> really<00:44:51.891> awesome.

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It's<00:44:52.629> really<00:44:52.933> great<00:44:53.110> when<00:44:53.238> you<00:44:53.270> can<00:44:53.414> have<00:44:53.574> a<00:44:53.590> board<00:44:53.911> that<00:44:54.071> you<00:44:54.232> really,<00:44:54.456> really<00:44:54.713> like,<00:44:54.969> and<00:44:55.049> especially<00:44:55.659> investors<00:44:56.155> that<00:44:56.300> you<00:44:56.380> can<00:44:56.636> really,<00:44:57.101> really<00:44:57.358> like.

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And,<00:44:58.704> and<00:44:59.346> yeah,<00:44:59.538> Matt<00:44:59.730> has<00:45:00.259> just<00:45:00.548> been<00:45:00.708> like<00:45:00.885> an<00:45:01.029> absolute<00:45:01.285> star<00:45:01.670> for<00:45:01.831> us.

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It's—<00:45:03.209> I'll<00:45:03.370> call<00:45:03.578> him<00:45:03.754> for<00:45:03.850> like<00:45:04.091> random,<00:45:04.492> the<00:45:04.636> randomest<00:45:05.133> of<00:45:05.293> things.

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Oh,<00:45:05.790> this<00:45:06.015> exec<00:45:06.415> is<00:45:06.576> like<00:45:06.880> leaving,<00:45:07.361> and<00:45:07.458> like,<00:45:07.618> what<00:45:07.698> do<00:45:07.762> I—<00:45:08.179> what,<00:45:08.339> what<00:45:08.564> should<00:45:08.724> I<00:45:08.740> do<00:45:09.045> on<00:45:09.205> this?

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And<00:45:09.542> he's<00:45:09.766> like,<00:45:09.942> oh,<00:45:10.023> this<00:45:10.183> is<00:45:10.263> the<00:45:10.327> one<00:45:10.439> you've<00:45:10.503> been<00:45:10.664> talking<00:45:10.888> about<00:45:11.000> for<00:45:11.065> the<00:45:11.129> last<00:45:11.369> like<00:45:11.481> 6<00:45:11.850> months<00:45:12.091> as<00:45:12.251> you've<00:45:12.491> been<00:45:12.588> having<00:45:12.828> trouble.

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It's<00:45:13.165> like,<00:45:13.710> yeah,<00:45:14.030> but<00:45:14.191> like,<00:45:14.511> it's<00:45:14.640> different<00:45:14.992> this<00:45:15.216> time.

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He's<00:45:15.553> like,<00:45:15.729> no,<00:45:15.970> it's<00:45:16.194> not,<00:45:16.434> it's<00:45:16.595> always<00:45:16.819> like<00:45:17.155> this.

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Like,<00:45:17.540> it's<00:45:17.668> fine,<00:45:18.037> don't<00:45:18.261> worry<00:45:18.501> about<00:45:18.694> it,<00:45:18.822> stop<00:45:19.719> freaking<00:45:20.200> out<00:45:20.376> so<00:45:20.745> much.

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Like,<00:45:21.402> this<00:45:21.578> is<00:45:21.722> totally<00:45:22.059> normal,<00:45:22.988> and,<00:45:23.405> uh,<00:45:23.549> and,<00:45:24.046> and<00:45:24.206> here's<00:45:24.350> some<00:45:24.447> people<00:45:24.671> I<00:45:24.703> know.

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And<00:45:25.488> it's<00:45:25.696> like,<00:45:25.889> it's<00:45:26.049> really<00:45:26.370> cool<00:45:26.674> when<00:45:26.834> somebody<00:45:27.075> can<00:45:27.171> really<00:45:27.475> have<00:45:27.716> your<00:45:27.956> back<00:45:28.292> despite<00:45:28.933> the,<00:45:29.158> like,<00:45:29.895> them<00:45:30.135> knowing<00:45:30.921> this<00:45:31.033> is<00:45:31.113> going<00:45:31.209> to<00:45:31.273> screw<00:45:31.658> up<00:45:31.738> their<00:45:31.834> investment<00:45:32.299> for<00:45:32.411> the<00:45:32.475> next,<00:45:32.779> like,<00:45:33.180> however<00:45:33.645> long.

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Um,<00:45:34.702> but<00:45:34.750> he's<00:45:34.927> also<00:45:35.103> very<00:45:35.343> good<00:45:35.504> at<00:45:35.664> making<00:45:35.888> it<00:45:36.048> clear,<00:45:36.225> by<00:45:36.305> the<00:45:36.449> way,<00:45:36.625> all<00:45:36.705> these<00:45:36.850> other<00:45:37.010> companies<00:45:37.891> are,<00:45:38.212> are<00:45:38.532> doing<00:45:38.789> really<00:45:38.965> poorly<00:45:39.365> or<00:45:39.494> really<00:45:39.734> well.

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And<00:45:40.247> it's<00:45:40.343> like<00:45:40.792> you<00:45:40.872> got<00:45:41.016> to<00:45:41.097> catch<00:45:41.417> up,<00:45:41.658> or<00:45:41.915> it's<00:45:42.139> like,<00:45:42.316> hey,<00:45:42.797> like,<00:45:42.958> maybe<00:45:43.343> build<00:45:43.455> some<00:45:43.615> stability<00:45:44.161> in<00:45:44.225> there<00:45:44.401> first.

00:45:45.220 --> 00:45:46.551
So<00:45:45.605> yeah,<00:45:45.781> Matt's<00:45:46.006> been<00:45:46.311> awesome.

00:45:46.631 --> 00:45:51.172
He's<00:45:46.808> been<00:45:46.984> super<00:45:47.209> supportive,<00:45:47.851> the<00:45:48.252> ups<00:45:48.557> and<00:45:48.733> downs,<00:45:49.535> and<00:45:49.615> you<00:45:49.760> really<00:45:49.952> just<00:45:50.161> want<00:45:50.402> that<00:45:50.514> in<00:45:50.562> investors.

00:45:51.284 --> 00:45:52.680
So<00:45:51.685> yeah,<00:45:51.862> really,<00:45:52.102> really<00:45:52.343> big<00:45:52.503> fan.

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That's<00:45:53.642> incredible.

00:45:54.493 --> 00:45:56.049
Larry,<00:45:54.749> thank<00:45:54.894> you<00:45:54.974> so<00:45:55.086> much<00:45:55.375> for<00:45:55.455> coming<00:45:55.696> on.

00:45:56.257 --> 00:45:58.391
I<00:45:56.498> encourage<00:45:56.899> everybody<00:45:57.059> to<00:45:57.156> go<00:45:57.252> to<00:45:57.461> Envoy.com.

00:45:58.920 --> 00:46:00.461
I<00:45:59.001> think<00:45:59.225> you've<00:45:59.322> built<00:45:59.498> something<00:45:59.883> incredible.

00:46:00.541 --> 00:46:01.904
I<00:46:00.669> can't<00:46:00.846> wait<00:46:00.990> to<00:46:01.022> see<00:46:01.247> where<00:46:01.391> you<00:46:01.487> take<00:46:01.808> it.

00:46:02.594 --> 00:46:04.151
Um,<00:46:03.076> good,<00:46:03.413> good<00:46:03.573> to<00:46:03.637> see<00:46:03.717> you,<00:46:03.798> my<00:46:03.894> friend.

00:46:04.375 --> 00:46:04.824
Thanks<00:46:04.536> so<00:46:04.648> much.

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Nice.

00:46:05.643 --> 00:46:05.915
Absolutely.

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Thanks<00:46:06.156> for<00:46:06.284> having<00:46:06.461> me.