> ## Content Index
> Fetch the complete content index at: https://www.ceo.com/llms.txt
> Use this file to discover other available public pages before exploring further.

# Samsara CEO Sanjit Biswas
- URL: https://www.ceo.com/episodes/samsara-ceo-sanjit-biswas/
- Published: 2024-10-10T10:00:02.000Z
- Updated: 2026-08-29T20:48:35.000Z
- Description: Sanjit Biswas on the discipline of the Rule of 40, the value of empty calendar blocks, and the people who gave him a chance.
- Author: Clint Betts

# Sanjit Biswas sold the product first

In 2006, Sanjit Biswas and John Bicket had an MIT research project they thought could become a company. They were in Boston. Y Combinator was a few months old. The angel investors who would have written a first check in Palo Alto did not exist in Cambridge.

So they went to customers.

"We went out to early customers, and we resold the product, telling them, 'We'd like to build this. If you put an order down, we can go make it happen,'" Biswas told the CEO.com Podcast. "And that's how we got the company off the ground."

The company was Meraki. It made cloud-managed Wi-Fi at a moment when most people were still deciding whether Wi-Fi mattered. Six years later Cisco agreed to buy it for [approximately $1.2 billion in cash and retention-based incentives](https://newsroom.cisco.com/c/r/newsroom/en/us/a/y2012/m11/cisco-announces-intent-to-acquire-meraki.html?ref=ceo.com). The company had 300 to 400 employees at the time.

Biswas is now the CEO of Samsara, the second company he and Bicket built together. It makes sensors, cameras, and software for businesses that run trucks, cranes, utility crews, and warehouses. It finished its last fiscal year with [$1.9 billion in annual recurring revenue, growing 30 percent](https://s29.q4cdn.com/853855404/files/doc%5Ffinancials/2026/q4/CORRECTED-TRANSCRIPT%5F-Samsara-Inc-IOT-US-Q4-2026-Earnings-Call-5-March-2026-5%5F00-PM-ET.pdf?ref=ceo.com). In its most recent quarter it reported [$478.8 million in revenue and its third straight quarter of GAAP profit](https://www.sec.gov/Archives/edgar/data/1642896/000162828026040788/samsaraepr-q12027.htm?ref=ceo.com). Its founders have never worked in any of the industries it serves.

"To be honest, we didn't know the first thing about operations," Biswas said. "We've never driven a truck or a forklift or worked in a warehouse. So, a lot of learning along the way, just getting out there, spending time with customers, and then going back and building products to solve their problems."

Meraki was the reverse. It started with the technology. "That was essentially our PhD research from MIT put into a box," Biswas said. The founders knew how to build the product but not how to sell it or run a large organization, and they learned both while revenue doubled every year through the 2008 financial crisis. The crisis left a mark. Meraki raised about $80 million across four rounds, with Sequoia Capital leading, and did not spend all of it.

"We didn't know if the next round of capital would be there," Biswas said. "It was very important for us to be operating right around cash flow break-even. In retrospect, a lot of lessons were learned there as well about financial discipline and always having a plan that was rock solid."

After the sale, he stayed on to run what Cisco named its Cloud Networking Group. Cisco was 30 years old, had been through several cycles, and he described the time there as a second education, this one in how a very large company functions. When he and Bicket left to start Samsara in 2015, they had run a startup, run a division of a giant, and had money of their own. They funded the earliest days themselves. Andreessen Horowitz led the Series A, Marc Andreessen took a board seat he still holds, and General Catalyst came in a few rounds later.

Asked how he pitched firms like that, Biswas said he mostly did not. He showed a working product, told stories about customers, and told investors to call the customers. "We didn't spend a lot of time pitching," he said. "We spent most of our time doing and serving customers."

Samsara went public in December 2021, [selling 35 million shares at $23](https://www.prnewswire.com/news-releases/samsara-announces-pricing-of-initial-public-offering-301445145.html?ref=ceo.com) on the New York Stock Exchange under the ticker IOT. Biswas said it was the last enterprise software IPO before the window shut, and that the decision belonged as much to customers as to the company. Samsara sells to businesses that have been around for 50 or 100 years and want to know their vendor will be around too.

"They want to know that they have a partner who's also well capitalized and well run, and they want transparency around the financials," he said. "So, instead of needing to talk to our CFO, we just say, 'Listen to our most recent quarterly earnings call or check out the numbers.'"

He has little patience for the idea that companies should stay private as long as possible. Amazon went public in 1997, he pointed out, and almost all of its value was created afterward. "This is the natural form for a larger company," he said, "and it's not a bad thing to have to operate with discipline."

Inside Samsara, the discipline is the Rule of 40, revenue growth plus profit margin, and Biswas said every employee knows it, not just the executives. The company has been above the line for many quarters, which is why it keeps hiring. "If we're efficient, it lets us reinvest, and it's a sustainable efficiency," he said.

When Biswas spoke with the CEO.com Podcast, Samsara had just passed $1.2 billion in ARR, and revenue was growing 37 percent a year. Growth has since slowed to 31 percent in the most recent quarter, though it has held there while the company turned profitable. That quarter also included a $30.3 million arbitration award; Samsara said it expects to stay profitable for the year without it. Biswas and Bicket have both been selling shares steadily under prearranged trading plans. In the third week of August, trusts controlled by Biswas [sold about 264,000 shares](https://www.sec.gov/Archives/edgar/data/0001642896/000189511126000017/form4-08202026%5F100824.xml?ref=ceo.com) at around $40 each, and [Bicket's trusts sold the same number](https://www.sec.gov/Archives/edgar/data/0001642896/000189510626000018/form4-08202026%5F100843.xml?ref=ceo.com) on the same days.

The product has changed more than the numbers. Samsara pulls in GPS, video, engine diagnostics, and equipment data from millions of connected assets, more than any human team could read, and Biswas said the company started using AI before the pandemic to find the signal in it and send customers alerts about risky driving or a part about to fail. Samsara's own customer figures, which it notes are supplied by the customers themselves, include [Maxim Crane Works saving more than $13 million on maintenance and Mohawk Industries saving $7.75 million a year by cutting mileage 25 percent](https://www.samsara.com/company/news/press-releases/2025-connected-operations-awards?ref=ceo.com), and [Home Depot's rental division cutting auto liability claims 65 percent in a year](https://www.samsara.com/company/news/press-releases/retail-leaders-standardise-on-samsara?ref=ceo.com).

On the podcast, Biswas said the next step was to put AI into nearly everything a customer touches. In June, at the company's Beyond conference, Samsara released [Agent Studio](https://www.samsara.com/company/news/press-releases/samsara-launches-new-agentic-capabilities-to-automate-tedious-operational-tasks?ref=ceo.com), which lets an operations manager assign paperwork, driver messages, and vendor follow-up to software agents built from templates. The [quarterly release](https://www.sec.gov/Archives/edgar/data/1642896/000162828026040788/samsaraepr-q12027.htm?ref=ceo.com) that preceded it framed the pitch around a labor shortage: customers have more demand than workers.

Biswas is careful about predictions. He does not know when or whether artificial general intelligence arrives and does not think it matters much for what to do this year. "I do think it's safe to say these are the worst AIs we're going to see," he said. "It's only going to get better. So, if these AIs can produce value today, we should absolutely embrace them and get practice with using them."

He runs his own calendar the way he runs the company, with a budget. He lives in San Francisco, has three young kids, does school drop-off, tries to make dinner, and does his uninterrupted thinking after the kids are in bed. Once or twice a month he visits half a dozen customers on site and asks for the tour of the plant or the yard. He guards open blocks in his week, because otherwise a 20-minute meeting lands in every one of them.

"That flex time is what helps me stay sane and stay grounded," he said. "It's also a great way to pick your head up and think, okay, is this the most important thing that I can do for the company right now? Or is this the problem that needs solving? Or is this just something that I was doing last quarter or last year that I'm just doing all over again, almost at a muscle memory?"

He still notices Meraki access points on the ceiling at Starbucks and at his kids' school, 12 years after he stopped owning any of the company. That, he said, is what people mean by founder mode. Not a management technique. Caring about the thing after you are no longer paid to.

On CEOs being asked to weigh in on everything, he said it is fine to say "I don't know." He knows Samsara's products and customers. On politics, his opinion is worth what anyone's is, and saying so out loud is what lets people with different views work in the same building.

One correction to the episode introduction: it describes Biswas as holding degrees in computer science and electrical engineering from MIT. He holds a bachelor's degree in computer systems engineering from Stanford and a master's in computer science from MIT, according to the [Biswas Family Foundation](https://www.biswasfamilyfoundation.org/about/founders?ref=ceo.com), which he and his wife Hope started in 2023.

Every CEO.com Podcast ends with the same question: who gave you a chance? Biswas named the graduate admissions committee that put him in a lab with Bicket, Doug Leone at Sequoia, who wrote a $5 million Series A check to a 24-year-old who had never run a company, and Marc Andreessen, who backed two networking engineers who wanted to sell to trucking companies.

"A lot of people have to come together and believe in you," he said, "and it's absolutely important to acknowledge that."

```chapters
00:00:00 Introduction to Sanjit and Samsara
00:01:13 Founding Team and Meraki Background
00:02:52 Clientele and Field Operations Focus
00:04:21 Leadership Lessons from Meraki's Sale to Cisco
00:05:58 Raising Capital for Meraki and Samsara
00:09:02 Advice for Entrepreneurs Seeking Funding
00:10:39 Deciding to Take Samsara Public
00:12:49 Management Changes After the IPO
00:15:59 Reading Recommendations for Leaders
00:17:23 Reflections on Founder Mode Essay
00:19:30 Implementing AI at Samsara
00:22:57 Leadership Lessons Learned Over Time
00:25:00 Daily Routines and Staying Grounded
00:26:35 The CEO's Role in Public Discourse
00:28:01 Gratitude for Those Who Gave a Chance
```

```vtt
WEBVTT

00:00:09.712 --> 00:00:11.567
Sanjit,<00:00:10.131> thank<00:00:10.341> you<00:00:10.373> so<00:00:10.583> much<00:00:10.744> for<00:00:10.841> coming<00:00:11.067> on<00:00:11.148> the<00:00:11.229> show.

00:00:11.648 --> 00:00:12.729
Means<00:00:11.890> a<00:00:11.971> lot<00:00:12.132> to<00:00:12.277> have<00:00:12.455> you<00:00:12.600> here.

00:00:12.923 --> 00:00:15.295
You<00:00:13.036> are<00:00:13.116> the<00:00:13.197> CEO<00:00:13.907> and<00:00:14.052> founder<00:00:14.456> of<00:00:14.536> Samsara.

00:00:15.989 --> 00:00:22.062
I<00:00:16.085> think<00:00:16.247> it'd<00:00:16.327> be<00:00:16.473> good<00:00:16.586> for<00:00:16.731> us<00:00:16.892> to<00:00:16.973> start<00:00:17.376> with<00:00:18.506> what<00:00:18.602> is<00:00:18.748> Samsara<00:00:19.460> and<00:00:19.541> how<00:00:19.720> did<00:00:19.883> you<00:00:20.045> come<00:00:20.224> about<00:00:20.533> founding<00:00:20.940> it<00:00:21.005> and<00:00:21.102> becoming<00:00:21.428> the<00:00:21.525> CEO?

00:00:22.956 --> 00:00:25.217
Yeah,<00:00:23.542> well,<00:00:23.688> first,<00:00:24.143> Clint,<00:00:24.420> thanks<00:00:24.534> for<00:00:24.615> having<00:00:24.827> me<00:00:25.071> on.

00:00:25.912 --> 00:00:29.291
Um,<00:00:25.994> so<00:00:26.060> Samsara<00:00:26.716> is<00:00:26.995> a<00:00:27.060> company<00:00:27.454> focused<00:00:27.864> on<00:00:27.946> the<00:00:28.028> world<00:00:28.225> of<00:00:28.290> physical<00:00:28.700> operations.

00:00:29.356 --> 00:00:39.687
We<00:00:29.422> build<00:00:29.520> technology<00:00:29.684> to<00:00:29.750> basically<00:00:29.914> give<00:00:31.512> these<00:00:31.737> companies<00:00:32.074> greater<00:00:32.315> visibility<00:00:32.942> into<00:00:33.102> everything<00:00:33.439> that's<00:00:33.680> going<00:00:33.985> on,<00:00:34.644> helps<00:00:34.885> them<00:00:35.126> be<00:00:35.286> a<00:00:35.302> lot<00:00:35.511> safer<00:00:36.491> in<00:00:36.635> terms<00:00:36.908> of<00:00:36.973> their<00:00:37.133> operations,<00:00:38.000> more<00:00:38.113> efficient,<00:00:38.563> and<00:00:38.803> also<00:00:38.964> more<00:00:39.076> sustainable.

00:00:39.783 --> 00:00:41.277
They<00:00:39.928> use<00:00:40.265> less<00:00:40.506> energy,<00:00:40.747> in<00:00:40.907> other<00:00:41.132> words.

00:00:41.855 --> 00:00:43.172
And<00:00:42.112> we<00:00:42.192> do<00:00:42.353> this<00:00:42.738> with<00:00:42.915> data.

00:00:43.252 --> 00:00:49.788
So<00:00:43.477> we<00:00:43.637> provide<00:00:43.959> sensors,<00:00:44.665> we<00:00:44.746> provide<00:00:45.083> the<00:00:45.147> analytics<00:00:45.629> platform,<00:00:46.914> APIs,<00:00:47.395> everything<00:00:47.717> they<00:00:47.877> need<00:00:48.214> to<00:00:48.375> be<00:00:48.471> able<00:00:48.616> to<00:00:48.696> see<00:00:48.953> everything<00:00:49.258> that's<00:00:49.419> going<00:00:49.644> on.

00:00:49.917 --> 00:01:01.685
So<00:00:51.105> in<00:00:51.186> terms<00:00:51.571> of<00:00:51.732> our<00:00:51.844> size<00:00:52.310> and<00:00:52.406> scale,<00:00:53.032> we've<00:00:53.434> been<00:00:53.578> around<00:00:53.835> about<00:00:54.076> 9<00:00:54.317> years,<00:00:55.184> publicly<00:00:55.763> traded<00:00:55.987> company,<00:00:56.341> so<00:00:56.550> all<00:00:56.582> the<00:00:56.662> financials<00:00:57.208> are<00:00:57.353> out<00:00:57.513> there,<00:00:57.770> but<00:00:58.316> little<00:00:59.038> over<00:00:59.535> $1.2<00:01:00.016> billion<00:01:00.401> in<00:01:00.658> annual<00:01:00.835> recurring<00:01:01.220> revenue.

00:01:02.086 --> 00:01:04.524
We're<00:01:02.166> a<00:01:02.182> fast<00:01:02.583> growth<00:01:02.824> company<00:01:03.706> and<00:01:03.770> it's<00:01:03.867> been<00:01:04.027> fun<00:01:04.187> to<00:01:04.332> build.

00:01:04.589 --> 00:01:06.273
So<00:01:04.813> we've<00:01:04.974> built<00:01:05.166> a<00:01:05.230> number<00:01:05.471> of<00:01:05.551> different<00:01:05.856> products.

00:01:06.353 --> 00:01:08.054
We<00:01:06.417> serve<00:01:06.674> over<00:01:06.899> a<00:01:06.995> dozen<00:01:07.235> different<00:01:07.556> industries.

00:01:08.519 --> 00:01:09.112
We're<00:01:08.615> now<00:01:08.760> global.

00:01:09.465 --> 00:01:12.289
And<00:01:09.706> it's<00:01:09.979> a<00:01:10.027> really<00:01:10.219> fascinating<00:01:10.909> way<00:01:11.005> to<00:01:11.102> see<00:01:11.326> the<00:01:11.390> infrastructure<00:01:11.904> of<00:01:11.968> the<00:01:12.112> planet.

00:01:13.155 --> 00:01:22.187
Well,<00:01:13.733> it's<00:01:13.973> incredible,<00:01:14.519> the<00:01:14.615> growth,<00:01:15.257> incredible<00:01:16.364> to<00:01:16.460> go<00:01:16.620> from<00:01:16.861> 9<00:01:17.182> years,<00:01:17.727> you're<00:01:17.839> a<00:01:17.984> publicly<00:01:18.385> traded<00:01:18.770> company<00:01:20.230> doing<00:01:20.470> that<00:01:20.727> much<00:01:20.952> in<00:01:21.096> revenue,<00:01:21.577> which<00:01:21.738> is<00:01:21.834> insane.

00:01:22.235 --> 00:01:24.353
I<00:01:22.251> mean,<00:01:22.460> it's<00:01:23.021> pretty<00:01:23.262> beautiful<00:01:23.679> that<00:01:23.823> you've<00:01:23.919> done<00:01:24.160> that.

00:01:24.807 --> 00:01:26.212
What<00:01:24.974> were<00:01:25.074> the<00:01:25.208> first<00:01:25.476> few<00:01:25.710> years<00:01:25.978> like?

00:01:28.110 --> 00:01:33.123
Well,<00:01:28.222> there's<00:01:28.400> a<00:01:28.464> little<00:01:28.625> bit<00:01:28.787> of<00:01:28.867> a<00:01:28.948> backstory<00:01:29.415> to<00:01:29.496> Samsara,<00:01:30.076> which<00:01:30.302> is<00:01:30.866> we<00:01:30.947> were<00:01:31.027> fortunate<00:01:31.608> to<00:01:31.769> have<00:01:31.946> a<00:01:32.011> great<00:01:32.397> founding<00:01:32.736> team.

00:01:33.606 --> 00:01:36.105
This<00:01:33.800> is<00:01:33.929> the<00:01:33.961> second<00:01:34.412> company<00:01:34.751> that<00:01:34.896> a<00:01:34.912> few<00:01:35.073> of<00:01:35.218> us<00:01:35.299> have<00:01:35.396> worked<00:01:35.702> on<00:01:35.799> together.

00:01:36.650 --> 00:01:40.955
My<00:01:36.714> co-founder,<00:01:37.164> John,<00:01:37.469> and<00:01:37.549> I,<00:01:37.710> we<00:01:37.806> met<00:01:38.192> at<00:01:38.610> MIT<00:01:38.995> almost<00:01:39.558> over<00:01:39.799> 20<00:01:40.040> years<00:01:40.232> ago<00:01:40.441> at<00:01:40.538> this<00:01:40.779> point.

00:01:41.566 --> 00:01:44.410
And<00:01:41.903> so<00:01:42.064> we've<00:01:42.225> been<00:01:42.369> working<00:01:42.578> together<00:01:43.012> on<00:01:43.269> technology<00:01:43.751> for<00:01:43.896> a<00:01:43.912> long<00:01:44.153> time.

00:01:45.020 --> 00:01:49.224
And<00:01:45.663> we<00:01:45.856> started<00:01:46.257> a<00:01:46.290> company<00:01:46.483> called<00:01:46.677> Meraki<00:01:47.209> prior<00:01:47.612> to<00:01:47.773> this,<00:01:48.015> which<00:01:48.176> was<00:01:48.338> focused<00:01:48.660> on<00:01:48.821> Wi-Fi.

00:01:49.305 --> 00:01:52.369
So<00:01:49.773> back<00:01:50.031> in<00:01:50.111> the<00:01:50.353> 2000s,<00:01:51.144> we<00:01:51.240> thought<00:01:51.482> Wi-Fi<00:01:51.885> could<00:01:52.030> be<00:01:52.192> big.

00:01:52.466 --> 00:01:53.885
Turns<00:01:52.756> out<00:01:52.869> it<00:01:53.079> did<00:01:53.240> become<00:01:53.498> really<00:01:53.740> big.

00:01:54.603 --> 00:01:56.899
We<00:01:54.748> wanted<00:01:54.892> to<00:01:54.924> make<00:01:55.101> it<00:01:55.310> easy<00:01:55.707> for<00:01:55.727> people<00:01:55.920> to<00:01:56.032> build<00:01:56.289> big<00:01:56.450> networks.

00:01:56.996 --> 00:02:01.315
That<00:01:57.156> was<00:01:57.413> essentially<00:01:57.959> our<00:01:58.280> PhD<00:01:58.858> research<00:01:59.404> from<00:01:59.565> MIT<00:02:00.608> put<00:02:00.705> into<00:02:00.865> a<00:02:00.946> box.

00:02:01.572 --> 00:02:05.490
Uh,<00:02:02.054> we<00:02:02.471> turned<00:02:02.696> that<00:02:02.889> into<00:02:03.113> a<00:02:03.129> multi-product<00:02:03.916> company,<00:02:04.237> became<00:02:04.478> a<00:02:04.558> platform<00:02:04.976> of<00:02:05.136> its<00:02:05.345> own.

00:02:05.987 --> 00:02:07.031
That<00:02:06.084> became<00:02:06.325> part<00:02:06.501> of<00:02:06.565> Cisco.

00:02:07.529 --> 00:02:14.690
And<00:02:07.673> so<00:02:07.834> when<00:02:07.930> we<00:02:08.027> started<00:02:08.396> Samsara<00:02:09.279> in<00:02:09.440> 2015,<00:02:10.339> we<00:02:10.419> had<00:02:10.580> a<00:02:10.660> great<00:02:10.885> group<00:02:11.077> of<00:02:11.206> people<00:02:11.382> we'd<00:02:11.623> worked<00:02:11.864> with<00:02:12.169> on<00:02:12.266> Meraki,<00:02:13.229> and<00:02:13.309> we<00:02:13.341> were<00:02:13.454> able<00:02:13.646> to<00:02:13.711> kind<00:02:13.887> of<00:02:13.935> hit<00:02:14.048> the<00:02:14.128> ground<00:02:14.433> running.

00:02:14.754 --> 00:02:16.537
We<00:02:14.915> started<00:02:15.348> customer<00:02:15.862> first<00:02:16.119> with<00:02:16.264> this<00:02:16.440> one.

00:02:16.601 --> 00:02:19.025
We<00:02:16.681> said,<00:02:16.986> we<00:02:17.083> want<00:02:17.243> to<00:02:17.323> serve<00:02:17.709> the<00:02:17.805> world<00:02:18.046> of<00:02:18.126> physical<00:02:18.512> operations.

00:02:19.090 --> 00:02:21.242
We<00:02:19.234> think<00:02:19.716> The<00:02:19.796> infrastructure<00:02:20.278> of<00:02:20.310> our<00:02:20.455> planet<00:02:20.792> is<00:02:20.937> vast.

00:02:21.338 --> 00:02:22.318
It's<00:02:21.724> really<00:02:21.900> important.

00:02:22.704 --> 00:02:25.723
And<00:02:22.784> not<00:02:23.025> enough<00:02:23.250> people<00:02:23.748> think<00:02:23.924> about<00:02:24.085> it<00:02:24.133> and<00:02:24.294> work<00:02:24.535> on<00:02:24.647> it<00:02:24.856> from<00:02:24.952> a<00:02:25.033> tech<00:02:25.274> perspective.

00:02:25.772 --> 00:02:26.864
So<00:02:25.916> we<00:02:26.061> wanted<00:02:26.253> to<00:02:26.318> be<00:02:26.462> helpful.

00:02:27.506 --> 00:02:28.695
And<00:02:27.763> that's<00:02:27.988> how<00:02:28.020> we<00:02:28.149> got<00:02:28.326> started.

00:02:29.048 --> 00:02:31.811
We<00:02:29.289> didn't<00:02:29.482> know<00:02:29.611> the<00:02:29.675> first<00:02:30.012> thing<00:02:30.333> about<00:02:30.719> operations,<00:02:31.378> to<00:02:31.458> be<00:02:31.602> honest.

00:02:31.859 --> 00:02:34.510
We'd<00:02:31.940> never<00:02:32.245> driven<00:02:32.502> a<00:02:32.566> truck<00:02:32.920> or<00:02:32.984> a<00:02:33.064> forklift<00:02:33.642> or<00:02:33.707> worked<00:02:33.948> in<00:02:34.028> a<00:02:34.092> warehouse.

00:02:35.136 --> 00:02:41.497
So<00:02:35.313> a<00:02:35.457> lot<00:02:35.698> of<00:02:35.795> learning<00:02:36.052> along<00:02:36.357> the<00:02:36.437> way,<00:02:36.678> just<00:02:36.839> kind<00:02:37.064> of<00:02:37.240> getting<00:02:37.546> out<00:02:37.722> there,<00:02:38.285> spending<00:02:38.606> time<00:02:38.750> with<00:02:38.847> customers,<00:02:39.489> and<00:02:39.570> then<00:02:39.811> going<00:02:40.051> back<00:02:40.276> and<00:02:40.373> building<00:02:40.678> product<00:02:40.951> to<00:02:41.015> solve<00:02:41.192> their<00:02:41.320> problem.

00:02:42.204 --> 00:02:42.316
Yeah.

00:02:42.381 --> 00:02:44.517
So<00:02:42.461> are<00:02:42.605> your<00:02:42.782> clients<00:02:43.119> like<00:02:43.264> manufacturers?

00:02:45.111 --> 00:02:46.573
Is<00:02:45.192> it<00:02:45.336> kind<00:02:45.513> of<00:02:45.545> like<00:02:45.690> the<00:02:45.898> wide<00:02:46.220> range?

00:02:46.637 --> 00:02:51.503
But<00:02:46.718> it's<00:02:46.814> certainly<00:02:47.280> like<00:02:47.986> people<00:02:48.179> who<00:02:48.324> are<00:02:48.404> working<00:02:48.789> in<00:02:48.886> warehouses<00:02:49.689> or<00:02:49.769> manufacturing<00:02:50.492> plants<00:02:50.749> and<00:02:50.877> those<00:02:51.054> types<00:02:51.295> of<00:02:51.439> things?

00:02:52.724 --> 00:02:53.479
Those<00:02:52.884> types<00:02:53.157> of<00:02:53.286> things.

00:02:53.543 --> 00:02:55.839
We<00:02:53.703> typically<00:02:54.185> do<00:02:54.571> the<00:02:54.635> most<00:02:54.972> work<00:02:55.213> out<00:02:55.374> in<00:02:55.454> the<00:02:55.534> field.

00:02:55.887 --> 00:03:06.021
So<00:02:56.096> if<00:02:56.128> you<00:02:56.193> think<00:02:56.369> about<00:02:56.610> a<00:02:56.674> field<00:02:56.915> services<00:02:57.461> company,<00:02:58.039> an<00:02:58.184> energy<00:02:58.425> utility,<00:02:59.147> construction<00:02:59.725> company,<00:03:00.593> they<00:03:00.753> tend<00:03:00.962> to<00:03:01.074> have<00:03:01.958> thousands<00:03:02.391> or<00:03:02.536> tens<00:03:02.793> of<00:03:02.921> thousands<00:03:03.355> of,<00:03:03.676> uh,<00:03:03.820> people<00:03:04.061> on<00:03:04.158> their<00:03:04.302> team,<00:03:04.543> like<00:03:04.688> a<00:03:04.784> big<00:03:05.009> frontline<00:03:05.571> workforce.

00:03:06.069 --> 00:03:07.273
They<00:03:06.133> have<00:03:06.245> a<00:03:06.310> lot<00:03:06.486> of<00:03:06.775> assets.

00:03:07.659 --> 00:03:10.501
They<00:03:07.819> often<00:03:08.076> work<00:03:08.542> in<00:03:08.879> dozens<00:03:09.216> of<00:03:09.345> different<00:03:09.602> locations<00:03:10.099> at<00:03:10.228> once.

00:03:10.758 --> 00:03:16.281
So<00:03:10.902> there's<00:03:11.047> a<00:03:11.079> lot<00:03:11.304> of<00:03:11.368> complexity<00:03:12.316> and,<00:03:12.797> uh,<00:03:12.894> being<00:03:13.135> able<00:03:13.279> to<00:03:13.375> get<00:03:13.681> all<00:03:13.793> of<00:03:13.921> that<00:03:14.178> into<00:03:14.419> the<00:03:14.564> cloud,<00:03:15.158> is<00:03:15.366> really<00:03:15.623> valuable<00:03:15.960> for<00:03:16.185> them.

00:03:16.361 --> 00:03:19.249
So<00:03:16.906> we<00:03:17.003> focus<00:03:17.388> really<00:03:17.612> on<00:03:17.709> that<00:03:17.869> world<00:03:18.110> of<00:03:18.190> field<00:03:18.495> operations<00:03:19.008> today.

00:03:19.698 --> 00:03:27.334
We<00:03:19.778> do<00:03:19.874> a<00:03:19.954> bit<00:03:20.099> of<00:03:20.195> work<00:03:20.516> in<00:03:20.676> loading<00:03:20.917> docks<00:03:21.398> and<00:03:21.639> warehouses<00:03:22.120> and<00:03:22.200> distribution<00:03:22.698> facilities<00:03:23.243> as<00:03:23.388> well,<00:03:23.628> but<00:03:24.190> most<00:03:24.510> of<00:03:24.607> the<00:03:25.152> complications<00:03:26.131> really<00:03:26.516> happen<00:03:26.837> out<00:03:26.949> in<00:03:27.174> the<00:03:27.206> field.

00:03:28.056 --> 00:03:32.612
What<00:03:28.184> have<00:03:28.296> you<00:03:28.457> learned<00:03:28.714> about<00:03:28.938> the<00:03:29.083> world<00:03:29.500> and<00:03:29.596> the<00:03:29.724> way<00:03:29.804> it<00:03:29.981> runs<00:03:31.585> based<00:03:31.890> off<00:03:32.002> of<00:03:32.131> what<00:03:32.291> you<00:03:32.387> do?

00:03:33.574 --> 00:03:34.970
Well,<00:03:33.831> it's<00:03:34.136> how<00:03:34.232> much<00:03:34.457> time<00:03:34.633> do<00:03:34.713> we<00:03:34.858> have?

00:03:35.034 --> 00:03:36.927
There's,<00:03:35.355> there's<00:03:35.596> so<00:03:35.852> much<00:03:36.157> interesting<00:03:36.638> stuff.

00:03:37.280 --> 00:03:41.339
And<00:03:37.360> this<00:03:37.601> is<00:03:37.745> really<00:03:38.002> part<00:03:38.179> of<00:03:38.227> the<00:03:38.323> world<00:03:38.499> that<00:03:39.189> few<00:03:39.430> people<00:03:39.687> get<00:03:39.863> to<00:03:39.943> see<00:03:40.248> unless<00:03:40.553> you<00:03:40.713> work<00:03:40.970> within<00:03:41.291> it.

00:03:41.836 --> 00:03:43.184
Uh,<00:03:41.868> it's<00:03:41.997> kind<00:03:42.109> of<00:03:42.157> the<00:03:42.237> world<00:03:42.414> behind<00:03:42.735> the<00:03:42.815> curtain.

00:03:43.681 --> 00:03:48.911
Uh,<00:03:43.922> so<00:03:44.323> just<00:03:44.724> amazingly<00:03:45.301> dedicated<00:03:45.863> teams<00:03:46.488> of<00:03:46.585> professionals<00:03:47.290> who,<00:03:47.611> who<00:03:47.691> do<00:03:47.804> this<00:03:48.028> work<00:03:48.269> every<00:03:48.445> single<00:03:48.750> day.

00:03:48.975 --> 00:03:56.867
If<00:03:49.055> you<00:03:49.151> think<00:03:49.312> about<00:03:49.953> the<00:03:50.034> logistics<00:03:50.579> industry<00:03:51.237> or<00:03:51.638> a<00:03:51.702> utility,<00:03:52.263> it<00:03:52.616> just<00:03:52.745> takes<00:03:53.066> a<00:03:53.146> lot<00:03:53.386> of<00:03:53.803> labor<00:03:54.204> and<00:03:54.365> manpower<00:03:54.926> to<00:03:55.087> really<00:03:55.311> just<00:03:55.632> keep<00:03:55.809> this<00:03:55.969> infrastructure<00:03:56.595> running.

00:03:57.477 --> 00:04:03.846
Um,<00:03:57.974> huge<00:03:58.199> attention<00:03:58.568> to<00:03:58.680> detail,<00:03:59.514> a<00:03:59.562> lot<00:03:59.723> of<00:03:59.755> complexity,<00:04:00.284> and<00:04:00.461> it<00:04:00.541> might<00:04:00.718> surprise<00:04:01.167> you,<00:04:01.568> a<00:04:01.648> lot<00:04:01.824> of<00:04:01.889> these,<00:04:02.290> uh,<00:04:02.466> industries<00:04:02.883> are<00:04:02.995> quite<00:04:03.252> risky<00:04:03.605> still.

00:04:03.926 --> 00:04:10.971
So<00:04:04.552> they're<00:04:04.872> putting<00:04:05.097> their<00:04:05.193> lives<00:04:05.578> on<00:04:05.658> the<00:04:05.739> line<00:04:06.396> to<00:04:06.541> do<00:04:06.637> their<00:04:06.862> jobs,<00:04:07.279> which<00:04:07.455> is<00:04:07.583> something<00:04:07.920> that<00:04:08.402> very<00:04:08.562> few<00:04:08.803> of<00:04:08.948> us<00:04:09.204> experience<00:04:09.750> when<00:04:09.831> we<00:04:09.927> work<00:04:10.104> at<00:04:10.184> a<00:04:10.328> desk,<00:04:10.730> right?

00:04:11.051 --> 00:04:14.037
And<00:04:11.131> so<00:04:11.918> a<00:04:12.159> really<00:04:12.496> interesting<00:04:12.978> and<00:04:13.058> diverse<00:04:13.379> set<00:04:13.540> of<00:04:13.620> industries.

00:04:14.102 --> 00:04:20.621
No<00:04:14.327> two<00:04:14.519> are<00:04:14.664> really<00:04:14.969> the<00:04:15.001> same,<00:04:15.707> but<00:04:16.093> the<00:04:16.189> commonality,<00:04:16.815> I<00:04:16.896> think,<00:04:17.008> are<00:04:17.136> just<00:04:17.538> great<00:04:17.714> people,<00:04:18.578> a<00:04:18.598> lot<00:04:18.758> of<00:04:18.838> good<00:04:18.999> teams,<00:04:19.641> and<00:04:19.722> then<00:04:19.882> just<00:04:20.043> a<00:04:20.059> lot<00:04:20.267> of<00:04:20.300> hard<00:04:20.508> work.

00:04:21.407 --> 00:04:24.266
And<00:04:21.488> you<00:04:21.648> sold<00:04:22.034> your<00:04:22.194> first<00:04:22.451> company<00:04:23.479> to<00:04:23.639> Cisco,<00:04:24.057> right?

00:04:25.406 --> 00:04:25.630
We<00:04:25.438> did.

00:04:26.289 --> 00:04:33.402
What<00:04:26.385> was—<00:04:26.770> I<00:04:26.786> mean,<00:04:26.947> what<00:04:27.059> did<00:04:27.188> you<00:04:27.332> learn<00:04:27.493> about<00:04:27.734> leadership,<00:04:28.248> about<00:04:28.472> building<00:04:28.794> a<00:04:28.874> company,<00:04:29.259> growing<00:04:29.612> a<00:04:29.677> company<00:04:30.158> in<00:04:30.239> that<00:04:30.479> first<00:04:30.865> one<00:04:31.122> that<00:04:31.347> you've<00:04:32.230> taken<00:04:32.711> and<00:04:32.808> applied<00:04:33.273> here?

00:04:35.119 --> 00:04:39.162
Well,<00:04:35.279> the<00:04:35.360> first<00:04:35.681> startup,<00:04:36.162> as<00:04:36.258> I<00:04:36.274> mentioned,<00:04:36.884> really<00:04:37.141> was<00:04:37.301> an<00:04:37.446> outgrowth<00:04:37.959> of<00:04:38.087> our<00:04:38.328> PhD<00:04:38.825> research.

00:04:39.227 --> 00:04:42.051
So<00:04:39.531> we<00:04:40.189> almost<00:04:40.494> started<00:04:40.751> with<00:04:40.911> the<00:04:41.008> technology<00:04:41.537> in<00:04:41.633> mind.

00:04:42.259 --> 00:04:47.907
Uh,<00:04:42.291> it<00:04:42.355> didn't<00:04:42.580> take<00:04:42.740> us<00:04:42.869> long<00:04:42.997> to<00:04:43.158> build<00:04:43.398> the<00:04:43.479> products,<00:04:44.441> but<00:04:44.602> we<00:04:44.698> didn't<00:04:44.923> know<00:04:45.163> that<00:04:45.388> much<00:04:45.629> about,<00:04:46.190> um,<00:04:46.832> the<00:04:46.912> sales<00:04:47.249> side<00:04:47.474> of<00:04:47.570> things.

00:04:47.955 --> 00:04:50.426
We<00:04:47.987> didn't<00:04:48.212> really<00:04:48.388> know<00:04:48.501> how<00:04:48.533> to<00:04:48.918> build<00:04:49.191> and<00:04:49.335> lead<00:04:49.512> a<00:04:49.528> large<00:04:49.881> organization.

00:04:50.474 --> 00:04:55.240
So<00:04:51.100> a<00:04:51.180> lot<00:04:51.357> of<00:04:51.501> learning<00:04:51.822> by<00:04:51.967> doing<00:04:52.223> there,<00:04:52.464> just<00:04:52.624> the<00:04:52.705> first<00:04:52.945> time<00:04:53.186> through<00:04:53.651> as,<00:04:54.133> um,<00:04:54.470> startup<00:04:54.791> founders.

00:04:55.817 --> 00:05:04.305
Um,<00:04:56.154> we<00:04:56.299> were<00:04:56.379> fortunate<00:04:56.876> the<00:04:56.957> revenue<00:04:57.582> grew<00:04:57.759> very<00:04:58.064> quickly<00:04:58.625> at<00:04:58.786> Meraki<00:04:59.123> as<00:04:59.267> well,<00:04:59.668> doubled<00:04:59.941> every<00:05:00.102> single<00:05:00.551> year,<00:05:00.808> even<00:05:01.048> through<00:05:01.289> the<00:05:01.433> 2008<00:05:02.653> recession<00:05:03.134> and<00:05:03.198> global<00:05:03.471> financial<00:05:03.920> crisis.

00:05:04.834 --> 00:05:09.085
So<00:05:05.379> that<00:05:05.684> taught<00:05:05.957> us<00:05:06.165> a<00:05:06.246> lot<00:05:06.502> of<00:05:06.583> just<00:05:06.823> life<00:05:07.064> lessons<00:05:07.529> about,<00:05:07.770> okay,<00:05:08.106> how<00:05:08.203> do<00:05:08.267> you<00:05:08.347> stay<00:05:08.588> focused?

00:05:09.454 --> 00:05:10.625
How<00:05:09.502> do<00:05:09.550> you<00:05:09.630> deliver<00:05:09.935> for<00:05:10.095> customers?

00:05:10.673 --> 00:05:11.812
How<00:05:10.753> do<00:05:10.801> you<00:05:10.913> build<00:05:11.138> great<00:05:11.379> products?

00:05:12.421 --> 00:05:15.036
Um,<00:05:12.822> and<00:05:13.159> you<00:05:13.320> need<00:05:13.560> an<00:05:13.640> organization<00:05:14.266> to<00:05:14.346> do<00:05:14.442> that<00:05:14.619> at<00:05:14.763> scale.

00:05:15.100 --> 00:05:18.276
So<00:05:15.966> really<00:05:16.207> kind<00:05:16.383> of<00:05:16.463> figured<00:05:16.672> it<00:05:16.832> out,<00:05:17.474> uh,<00:05:17.650> bit<00:05:17.811> by<00:05:18.051> bit.

00:05:18.837 --> 00:05:22.463
Um,<00:05:19.254> Meraki<00:05:19.575> was<00:05:19.752> about<00:05:20.056> 300,<00:05:20.377> 400<00:05:20.698> people<00:05:21.243> when<00:05:21.356> it<00:05:21.420> became<00:05:21.805> part<00:05:21.981> of<00:05:22.013> Cisco.

00:05:22.559 --> 00:05:25.510
So,<00:05:23.249> uh,<00:05:23.505> not<00:05:23.810> tiny,<00:05:24.227> but<00:05:24.387> not<00:05:24.788> massive<00:05:25.189> either.

00:05:25.991 --> 00:05:30.178
And<00:05:26.136> Cisco<00:05:26.553> was<00:05:26.729> a<00:05:26.777> really<00:05:27.034> interesting<00:05:27.499> learning<00:05:27.660> ground<00:05:27.916> for<00:05:28.061> us<00:05:28.237> in<00:05:28.301> terms<00:05:28.558> of<00:05:28.638> how<00:05:28.815> a<00:05:28.879> much<00:05:29.360> bigger<00:05:29.665> company<00:05:29.970> function.

00:05:30.547 --> 00:05:38.148
I<00:05:30.627> think<00:05:30.803> at<00:05:30.868> that<00:05:31.188> point,<00:05:31.990> uh,<00:05:32.263> Cisco<00:05:32.712> as<00:05:32.808> a<00:05:32.888> company<00:05:33.353> had<00:05:33.514> been<00:05:33.626> around<00:05:34.091> 30-something<00:05:34.652> years,<00:05:35.598> uh,<00:05:35.694> had<00:05:35.935> been<00:05:36.095> through<00:05:36.240> many<00:05:36.480> different<00:05:36.737> stages<00:05:37.539> and<00:05:37.635> cycles.

00:05:38.806 --> 00:05:42.398
Um,<00:05:38.886> so<00:05:38.998> we<00:05:39.126> learned<00:05:39.367> a<00:05:39.383> lot<00:05:39.607> also<00:05:39.848> about<00:05:40.104> what<00:05:40.265> it<00:05:40.329> looked<00:05:40.521> like<00:05:40.746> to<00:05:40.890> lead<00:05:41.003> at<00:05:41.131> scale<00:05:41.692> as<00:05:41.788> part<00:05:41.965> of<00:05:42.029> Cisco.

00:05:42.446 --> 00:05:48.732
And,<00:05:42.911> and<00:05:43.232> both<00:05:43.472> sets<00:05:43.809> of<00:05:43.873> lessons<00:05:44.274> have<00:05:44.354> been<00:05:44.514> relevant<00:05:44.835> for<00:05:45.060> us<00:05:45.316> as<00:05:45.477> we<00:05:45.637> built<00:05:45.797> Samsara,<00:05:46.679> which<00:05:46.840> is<00:05:46.920> now<00:05:47.096> a<00:05:47.465> multi-thousand<00:05:48.042> person<00:05:48.363> company.

00:05:49.309 --> 00:05:56.285
Uh,<00:05:49.630> and,<00:05:49.887> and<00:05:49.967> somewhere<00:05:50.207> in<00:05:50.288> between,<00:05:50.688> we're<00:05:50.769> not<00:05:50.993> a<00:05:51.009> tiny<00:05:51.330> startup,<00:05:52.036> uh,<00:05:52.372> nor<00:05:52.613> are<00:05:52.757> we<00:05:52.869> a<00:05:52.934> very<00:05:53.655> large,<00:05:54.361> you<00:05:54.441> know,<00:05:54.922> uh,<00:05:55.259> almost<00:05:55.483> 100,000<00:05:56.045> person<00:05:56.141> company.

00:05:56.767 --> 00:05:57.104
Not<00:05:56.927> yet.

00:05:58.131 --> 00:05:58.324
Yeah.

00:05:58.693 --> 00:06:05.902
And<00:05:59.095> how<00:05:59.271> have<00:05:59.576> you,<00:05:59.914> when<00:06:00.299> you<00:06:00.379> were<00:06:00.460> starting<00:06:01.535> Samsara,<00:06:03.510> how<00:06:03.606> did<00:06:03.767> you<00:06:03.912> think<00:06:04.024> about<00:06:04.249> raising<00:06:04.570> capital,<00:06:05.292> raising<00:06:05.678> money?

00:06:06.256 --> 00:06:12.325
And<00:06:06.400> how<00:06:06.577> did<00:06:06.737> like,<00:06:07.283> like<00:06:07.460> the<00:06:07.540> first<00:06:07.781> time<00:06:08.006> you<00:06:08.102> did<00:06:08.263> this,<00:06:08.504> I<00:06:08.584> assume<00:06:08.905> you<00:06:08.985> raised<00:06:09.306> venture<00:06:09.627> capital<00:06:10.671> and<00:06:12.036> all<00:06:12.116> of<00:06:12.196> that.

00:06:12.405 --> 00:06:13.433
How<00:06:12.453> did<00:06:12.662> you<00:06:12.758> think<00:06:12.919> about<00:06:13.079> it<00:06:13.160> this<00:06:13.320> time?

00:06:13.481 --> 00:06:18.233
Did<00:06:13.657> you<00:06:13.722> have<00:06:13.898> any<00:06:14.830> changes<00:06:15.327> in<00:06:15.408> how<00:06:15.632> you<00:06:15.729> think<00:06:15.969> about<00:06:16.435> capital<00:06:16.997> and<00:06:17.238> raising<00:06:17.575> it<00:06:17.639> and<00:06:17.800> things<00:06:17.928> like<00:06:18.121> that?

00:06:19.181 --> 00:06:20.915
Yeah,<00:06:19.325> I'll<00:06:19.486> tell<00:06:19.598> you<00:06:19.678> about<00:06:20.224> both<00:06:20.465> companies.

00:06:21.509 --> 00:06:26.486
With<00:06:21.734> Meraki,<00:06:22.713> we<00:06:22.809> started<00:06:23.355> that<00:06:23.580> company<00:06:24.479> in<00:06:24.559> Boston<00:06:25.170> because<00:06:25.426> we<00:06:25.459> were<00:06:25.828> at<00:06:25.908> MIT.

00:06:27.032 --> 00:06:32.186
And<00:06:27.514> out<00:06:27.626> there<00:06:28.252> in<00:06:28.397> the<00:06:28.557> mid-2000s,<00:06:29.457> there<00:06:29.697> wasn't<00:06:30.163> really<00:06:30.420> a<00:06:30.565> robust<00:06:30.966> startup<00:06:31.480> ecosystem.

00:06:32.411 --> 00:06:34.739
Uh,<00:06:32.829> firms<00:06:33.005> like<00:06:33.214> Y<00:06:33.374> Combinator<00:06:33.936> hadn't<00:06:34.193> yet<00:06:34.418> been<00:06:34.514> started.

00:06:34.820 --> 00:06:36.778
I<00:06:34.900> think<00:06:35.076> they<00:06:35.157> might<00:06:35.317> have<00:06:35.398> been<00:06:35.542> starting<00:06:35.895> the<00:06:35.976> same<00:06:36.265> year<00:06:36.505> we<00:06:36.602> were.

00:06:37.469 --> 00:06:44.405
Uh,<00:06:37.822> so<00:06:38.753> the<00:06:38.850> kind<00:06:39.075> of<00:06:39.107> long<00:06:39.235> and<00:06:39.315> short<00:06:39.508> of<00:06:39.588> it<00:06:39.733> was<00:06:39.974> we<00:06:40.006> didn't<00:06:40.311> have<00:06:40.520> access<00:06:40.937> to<00:06:41.258> the<00:06:41.322> angel<00:06:41.644> funding<00:06:42.125> that,<00:06:42.462> that<00:06:42.719> startups<00:06:43.105> in<00:06:43.217> Silicon<00:06:43.410> Valley<00:06:43.667> had<00:06:43.827> access<00:06:44.229> to.

00:06:44.935 --> 00:06:47.970
Um,<00:06:45.112> and<00:06:45.192> we<00:06:45.353> essentially<00:06:45.834> bootstrapped<00:06:46.316> the<00:06:46.461> business<00:06:46.958> in<00:06:47.039> the<00:06:47.199> very<00:06:47.585> early<00:06:47.761> days.

00:06:48.066 --> 00:06:50.218
So<00:06:48.147> we,<00:06:48.564> we<00:06:48.725> kind<00:06:48.901> of<00:06:48.965> went<00:06:49.126> out<00:06:49.287> to<00:06:49.511> early<00:06:49.672> customers.

00:06:50.700 --> 00:06:53.235
Presold<00:06:51.117> product,<00:06:51.839> uh,<00:06:51.999> telling<00:06:52.256> them<00:06:52.417> we'd<00:06:52.577> like<00:06:52.754> to<00:06:52.898> build<00:06:53.123> this.

00:06:53.315 --> 00:06:55.353
If<00:06:53.444> you<00:06:53.524> put<00:06:53.845> an<00:06:53.941> order<00:06:54.182> down,<00:06:54.423> we<00:06:54.503> can<00:06:54.663> go<00:06:54.792> make<00:06:54.984> it<00:06:55.065> happen.

00:06:55.867 --> 00:06:57.616
And<00:06:55.947> that's<00:06:56.172> how<00:06:56.204> we<00:06:56.332> got<00:06:56.509> the<00:06:56.734> company<00:06:57.071> off<00:06:57.215> the<00:06:57.295> ground.

00:06:58.258 --> 00:07:05.111
Uh,<00:06:58.435> later<00:06:58.692> in<00:06:58.820> that<00:06:59.061> year,<00:06:59.622> uh,<00:06:59.783> we<00:06:59.879> did<00:07:00.104> raise,<00:07:00.665> uh,<00:07:00.762> capital,<00:07:01.307> and<00:07:01.420> Sequoia<00:07:01.885> Capital<00:07:02.511> and<00:07:02.992> Google<00:07:03.233> and<00:07:03.329> a<00:07:03.345> few<00:07:03.570> other<00:07:03.731> companies<00:07:04.132> got<00:07:04.292> involved<00:07:04.613> at<00:07:04.694> that<00:07:04.790> point.

00:07:05.721 --> 00:07:11.514
Um,<00:07:05.961> but<00:07:06.138> we<00:07:06.282> were<00:07:06.379> fortunate<00:07:06.844> in<00:07:07.021> many<00:07:07.261> ways<00:07:07.566> to<00:07:07.678> not<00:07:07.967> have<00:07:08.208> access<00:07:08.545> to<00:07:08.690> capital<00:07:09.027> at<00:07:09.107> the<00:07:09.139> very<00:07:09.267> beginning<00:07:09.540> because<00:07:09.733> it<00:07:09.973> really<00:07:10.150> forces<00:07:10.535> you<00:07:10.615> to<00:07:10.696> figure<00:07:10.952> things<00:07:11.257> out.

00:07:12.140 --> 00:07:21.735
Um,<00:07:12.397> and<00:07:12.541> so<00:07:13.263> very<00:07:13.520> brief<00:07:13.825> bootstrapping<00:07:14.403> period,<00:07:14.724> then<00:07:15.061> it<00:07:15.125> became<00:07:15.751> much<00:07:15.927> more<00:07:16.072> of<00:07:16.104> that<00:07:16.248> classic<00:07:16.810> venture<00:07:18.318> a<00:07:18.559> venture<00:07:19.457> or<00:07:19.537> startup<00:07:20.019> where<00:07:20.420> Series<00:07:20.805> A,<00:07:20.901> Series<00:07:21.222> B,<00:07:21.366> and<00:07:21.462> so<00:07:21.687> on.

00:07:22.842 --> 00:07:26.660
Sequoia<00:07:23.307> was<00:07:23.484> our<00:07:23.628> lead<00:07:23.853> investor<00:07:24.334> there,<00:07:24.671> and<00:07:24.751> then<00:07:25.056> we<00:07:25.136> had<00:07:25.249> a<00:07:25.313> few<00:07:25.537> others<00:07:25.794> join<00:07:26.035> us<00:07:26.115> along<00:07:26.355> the<00:07:26.436> way.

00:07:27.799 --> 00:07:33.591
These<00:07:28.024> days,<00:07:28.505> companies<00:07:28.922> tend<00:07:29.083> to<00:07:29.227> raise<00:07:29.468> a<00:07:29.548> lot<00:07:29.789> more<00:07:29.965> capital,<00:07:30.751> uh,<00:07:31.473> just<00:07:31.650> relatively<00:07:32.131> speaking<00:07:32.532> to<00:07:32.612> back<00:07:32.853> in<00:07:32.917> the<00:07:33.013> 2000s.

00:07:34.136 --> 00:07:39.607
I<00:07:34.281> think,<00:07:34.842> uh,<00:07:35.644> Meraki,<00:07:36.222> we<00:07:36.623> had<00:07:36.863> really<00:07:37.104> 3<00:07:37.345> major<00:07:37.601> rounds<00:07:37.906> of<00:07:37.970> financing,<00:07:38.644> about<00:07:39.029> $40<00:07:39.350> million.

00:07:39.735 --> 00:07:42.141
I<00:07:39.831> think<00:07:40.056> technically<00:07:40.377> we<00:07:40.473> were<00:07:40.553> at<00:07:40.698> 4,<00:07:40.970> so<00:07:41.115> about<00:07:41.436> $80<00:07:41.580> million<00:07:41.901> total.

00:07:42.478 --> 00:07:43.457
We<00:07:42.543> didn't<00:07:42.783> use<00:07:43.024> all<00:07:43.184> of<00:07:43.345> it.

00:07:43.987 --> 00:07:49.557
Uh,<00:07:44.163> and<00:07:44.211> it<00:07:44.292> was<00:07:44.468> because<00:07:45.126> of<00:07:45.528> growing<00:07:45.833> up<00:07:46.009> in<00:07:46.074> the<00:07:46.106> financial<00:07:46.571> crisis,<00:07:47.374> we<00:07:47.470> didn't<00:07:47.679> know<00:07:47.791> if<00:07:48.177> the<00:07:48.257> next<00:07:48.498> round<00:07:48.674> of<00:07:48.738> capital<00:07:49.124> would<00:07:49.220> be<00:07:49.381> there.

00:07:49.638 --> 00:07:53.795
It<00:07:50.071> was<00:07:50.248> very<00:07:50.440> important<00:07:50.890> for<00:07:51.050> us<00:07:51.211> to<00:07:51.371> be<00:07:52.094> operating<00:07:52.431> right<00:07:52.656> around<00:07:52.832> cash<00:07:53.137> flow<00:07:53.314> break<00:07:53.619> even.

00:07:54.421 --> 00:08:04.118
Um,<00:07:54.823> and<00:07:55.240> in<00:07:55.320> retrospect,<00:07:56.219> a<00:07:56.284> lot<00:07:56.460> of<00:07:56.589> lessons<00:07:56.958> learned<00:07:57.167> there<00:07:57.407> as<00:07:57.568> well<00:07:57.825> about<00:07:58.531> just<00:07:58.740> financial<00:07:59.173> discipline<00:07:59.751> and<00:07:59.896> kind<00:08:00.442> of<00:08:00.602> always<00:08:00.859> having<00:08:01.260> a<00:08:01.581> plan<00:08:02.127> that<00:08:02.224> was,<00:08:03.251> you<00:08:03.283> know,<00:08:03.508> rock<00:08:03.733> solid.

00:08:04.567 --> 00:08:05.787
So<00:08:04.712> a<00:08:04.937> lot<00:08:05.177> of<00:08:05.258> learnings<00:08:05.659> there.

00:08:06.462 --> 00:08:13.397
Um,<00:08:06.719> with<00:08:06.959> Samsara<00:08:07.842> at<00:08:07.923> the<00:08:08.083> very<00:08:08.324> beginning,<00:08:08.789> my<00:08:08.886> co-founder,<00:08:09.367> John,<00:08:09.608> and<00:08:09.688> I<00:08:09.785> essentially<00:08:10.475> angel<00:08:10.732> funded<00:08:11.037> the<00:08:11.117> company<00:08:11.454> because<00:08:11.695> we<00:08:11.856> have<00:08:11.952> proceeds<00:08:12.546> from<00:08:12.642> the<00:08:12.739> previous<00:08:13.060> venture.

00:08:13.863 --> 00:08:17.782
And<00:08:13.943> then,<00:08:14.409> um,<00:08:14.586> Andreessen<00:08:15.067> Horowitz<00:08:15.533> became<00:08:16.015> our<00:08:16.192> lead<00:08:16.513> investor<00:08:17.076> in<00:08:17.172> the<00:08:17.252> Series<00:08:17.702> A.

00:08:18.586 --> 00:08:23.678
We<00:08:18.682> partnered<00:08:19.003> with<00:08:19.180> another<00:08:19.421> firm,<00:08:19.710> General<00:08:19.967> Catalyst,<00:08:21.076> a<00:08:21.092> few<00:08:21.236> years<00:08:21.510> later<00:08:21.735> in<00:08:21.815> the<00:08:21.911> Series<00:08:22.618> C,<00:08:23.004> I<00:08:23.100> believe.

00:08:24.144 --> 00:08:28.498
And<00:08:24.225> then<00:08:24.385> they<00:08:24.546> were<00:08:24.642> our<00:08:24.771> partners,<00:08:25.494> uh,<00:08:25.751> effectively<00:08:26.538> right<00:08:26.795> up<00:08:26.956> to<00:08:27.341> the<00:08:27.679> run-up<00:08:27.920> to<00:08:28.064> the<00:08:28.144> IPO.

00:08:29.269 --> 00:08:34.330
Uh,<00:08:29.365> we<00:08:29.510> brought<00:08:29.751> in<00:08:29.847> a<00:08:30.088> bit<00:08:30.233> of<00:08:30.313> growth<00:08:30.506> capital,<00:08:31.518> uh,<00:08:31.695> and<00:08:31.775> then<00:08:31.936> took<00:08:32.096> the<00:08:32.177> company<00:08:32.562> public<00:08:32.900> in<00:08:32.980> December<00:08:33.301> of<00:08:33.382> 2020.

00:08:34.490 --> 00:08:40.499
Those<00:08:34.667> are<00:08:34.731> like<00:08:35.052> the<00:08:35.550> top<00:08:36.418> grade<00:08:36.739> A,<00:08:37.382> uh,<00:08:38.523> venture<00:08:38.908> firms<00:08:39.631> in<00:08:39.888> the<00:08:40.049> country.

00:08:41.028 --> 00:08:47.708
Sequoia<00:08:41.797> and<00:08:42.934> A16Z<00:08:43.415> in<00:08:43.495> particular,<00:08:43.976> but<00:08:44.120> even<00:08:44.296> General<00:08:44.600> Catalyst,<00:08:45.802> incredible<00:08:47.100> venture<00:08:47.420> fund.

00:08:48.205 --> 00:08:49.503
How<00:08:48.365> did<00:08:48.541> you<00:08:49.022> pitch<00:08:49.342> them?

00:08:49.567 --> 00:09:01.102
How<00:08:49.743> did<00:08:49.887> that—<00:08:50.528> what<00:08:50.784> advice<00:08:51.249> would<00:08:51.345> you<00:08:51.505> have<00:08:51.826> for,<00:08:52.611> you<00:08:52.643> know,<00:08:53.011> entrepreneurs<00:08:53.524> or<00:08:53.588> those<00:08:53.812> types<00:08:53.988> of<00:08:54.069> people<00:08:55.510> who<00:08:55.574> are<00:08:55.671> trying<00:08:56.007> to,<00:08:56.456> you<00:08:56.488> know,<00:08:56.872> get<00:08:57.577> those<00:08:57.913> types<00:08:58.250> of<00:08:58.394> firms<00:08:59.275> and<00:08:59.419> that<00:08:59.596> type<00:08:59.852> of<00:08:59.916> talent<00:09:00.317> on<00:09:00.397> their<00:09:00.557> cap<00:09:00.797> table?

00:09:02.303 --> 00:09:07.798
Yeah,<00:09:03.424> you<00:09:03.457> know,<00:09:03.825> I<00:09:03.841> think<00:09:04.001> there's<00:09:04.225> a<00:09:04.242> lot<00:09:04.546> of<00:09:04.642> advice<00:09:05.107> out<00:09:05.267> there<00:09:05.603> around<00:09:06.548> raising<00:09:06.869> venture<00:09:07.125> capital.

00:09:08.006 --> 00:09:09.865
And<00:09:08.151> to<00:09:08.247> be<00:09:08.391> honest,<00:09:08.711> I<00:09:08.727> haven't<00:09:09.032> even<00:09:09.208> consumed<00:09:09.672> all<00:09:09.753> of<00:09:09.785> it.

00:09:09.913 --> 00:09:11.851
So<00:09:10.009> there<00:09:10.089> may<00:09:10.249> be<00:09:10.345> better<00:09:10.650> advice<00:09:11.050> than<00:09:11.210> what<00:09:11.355> I<00:09:11.371> can<00:09:11.595> offer.

00:09:12.172 --> 00:09:19.144
But<00:09:12.333> for<00:09:12.558> us,<00:09:12.815> it<00:09:12.895> was<00:09:12.991> about<00:09:13.457> building<00:09:14.164> a<00:09:14.325> compelling<00:09:14.807> product,<00:09:15.931> engaging<00:09:16.349> with<00:09:16.445> customers<00:09:17.072> and<00:09:17.216> showing<00:09:18.116> real<00:09:18.357> business<00:09:18.743> momentum.

00:09:19.225 --> 00:09:21.217
Like,<00:09:19.401> hey,<00:09:19.562> there's<00:09:19.803> something<00:09:20.205> here,<00:09:20.606> in<00:09:20.767> other<00:09:20.927> words.

00:09:21.570 --> 00:09:24.574
And<00:09:21.715> I<00:09:21.811> think<00:09:21.972> the<00:09:22.052> venture<00:09:22.357> capital<00:09:22.839> community,<00:09:23.578> they<00:09:23.658> see<00:09:23.964> a<00:09:23.980> lot<00:09:24.157> of<00:09:24.221> companies.

00:09:24.622 --> 00:09:27.257
So<00:09:24.783> their<00:09:25.008> pattern<00:09:25.345> matching<00:09:25.683> ability<00:09:26.550> is<00:09:26.711> very<00:09:27.016> quick.

00:09:27.353 --> 00:09:31.000
Like<00:09:27.514> they're<00:09:27.691> able<00:09:27.835> to<00:09:27.980> just<00:09:28.478> immediately<00:09:28.815> say,<00:09:29.105> okay,<00:09:29.426> this<00:09:29.603> looks<00:09:29.795> like<00:09:30.326> a<00:09:30.422> great<00:09:30.711> team.

00:09:31.129 --> 00:09:35.466
This<00:09:31.322> looks<00:09:31.402> like<00:09:31.546> a<00:09:31.611> very<00:09:31.852> interesting<00:09:32.414> or<00:09:32.575> underserved<00:09:33.217> or<00:09:33.298> ideally<00:09:33.763> both<00:09:34.101> market<00:09:34.567> that's<00:09:34.743> very<00:09:34.904> large.

00:09:36.013 --> 00:09:39.017
Um,<00:09:36.414> and,<00:09:36.816> you<00:09:36.896> know,<00:09:37.217> this<00:09:37.394> team<00:09:37.715> and<00:09:37.796> this<00:09:37.956> technology<00:09:38.374> in<00:09:38.503> this<00:09:38.679> market.

00:09:39.274 --> 00:09:41.057
Could<00:09:39.467> really<00:09:39.708> have<00:09:40.302> something<00:09:40.688> special.

00:09:41.105 --> 00:09:48.239
So<00:09:41.812> that's<00:09:42.053> kind<00:09:42.230> of<00:09:42.294> what<00:09:42.455> we<00:09:42.616> tried<00:09:42.840> to<00:09:42.921> demonstrate<00:09:43.322> is<00:09:43.483> basically<00:09:45.170> get<00:09:45.331> the<00:09:45.427> risk<00:09:45.732> out<00:09:45.829> of<00:09:45.861> the<00:09:45.989> picture,<00:09:47.114> show<00:09:47.419> working<00:09:47.821> product.

00:09:48.319 --> 00:10:01.927
We<00:09:48.399> would<00:09:48.560> demo<00:09:49.122> in<00:09:49.267> our<00:09:50.247> investor<00:09:50.649> fundraisers,<00:09:51.613> you<00:09:51.693> know,<00:09:51.854> even<00:09:52.014> though<00:09:52.496> we<00:09:52.561> weren't<00:09:52.737> necessarily<00:09:53.139> selling<00:09:53.621> Wi-Fi<00:09:53.958> equipment<00:09:54.569> or<00:09:54.681> selling<00:09:55.806> fleet<00:09:56.015> tracking<00:09:56.449> software<00:09:57.156> and<00:09:57.316> other<00:09:57.541> operations<00:09:58.039> software<00:09:58.441> to<00:09:58.601> investors,<00:09:59.565> they<00:09:59.646> appreciated<00:10:00.272> seeing<00:10:00.513> that<00:10:00.931> the<00:10:01.252> product<00:10:01.493> was<00:10:01.718> real.

00:10:02.377 --> 00:10:06.681
We<00:10:02.457> would<00:10:02.602> tell<00:10:02.923> stories<00:10:03.277> of<00:10:03.405> customer<00:10:03.743> impact<00:10:04.626> and<00:10:04.691> then<00:10:04.867> we<00:10:04.948> would<00:10:05.044> encourage<00:10:05.414> them<00:10:05.510> just<00:10:06.056> all<00:10:06.088> the<00:10:06.216> customers.

00:10:07.417 --> 00:10:09.356
And,<00:10:07.898> uh,<00:10:08.138> that<00:10:08.379> sort<00:10:08.619> of<00:10:08.715> did<00:10:08.891> it<00:10:09.020> for<00:10:09.260> us.

00:10:09.596 --> 00:10:14.659
And<00:10:09.740> we<00:10:09.821> were<00:10:09.981> also<00:10:10.221> very<00:10:10.397> lucky<00:10:11.182> at<00:10:11.423> all<00:10:11.583> of<00:10:11.679> these<00:10:11.903> firms,<00:10:12.144> we<00:10:12.320> ended<00:10:12.496> up<00:10:12.640> working<00:10:13.041> with,<00:10:13.746> uh,<00:10:13.906> the<00:10:13.986> folks<00:10:14.306> running<00:10:14.563> them.

00:10:14.739 --> 00:10:18.728
So<00:10:15.027> Doug<00:10:15.204> Leone<00:10:15.588> was<00:10:15.700> our<00:10:15.828> partner,<00:10:17.030> um,<00:10:17.270> from<00:10:17.382> the<00:10:17.526> early<00:10:17.687> days<00:10:18.087> at<00:10:18.167> Sequoia.

00:10:19.209 --> 00:10:22.205
Uh,<00:10:19.241> Marc<00:10:19.529> Andreessen's<00:10:20.010> been<00:10:20.154> on<00:10:20.250> our<00:10:20.410> board,<00:10:20.955> uh,<00:10:20.987> since<00:10:21.291> early<00:10:21.452> days<00:10:21.692> at<00:10:21.724> Samsara.

00:10:22.573 --> 00:10:28.308
And<00:10:22.653> these<00:10:22.877> are<00:10:22.909> folks<00:10:23.278> that,<00:10:23.438> again,<00:10:23.710> see<00:10:23.999> a<00:10:24.015> lot<00:10:24.191> of<00:10:24.255> companies,<00:10:25.056> they<00:10:25.152> make<00:10:25.377> decisions<00:10:25.601> very<00:10:25.937> quickly,<00:10:26.883> and<00:10:26.979> they,<00:10:27.379> they<00:10:27.539> move<00:10:27.764> with<00:10:27.860> conviction.

00:10:28.421 --> 00:10:29.942
They<00:10:28.501> say,<00:10:28.725> okay,<00:10:29.061> this<00:10:29.382> makes<00:10:29.734> sense.

00:10:30.487 --> 00:10:34.637
Um,<00:10:30.968> if<00:10:31.048> they<00:10:31.144> can<00:10:31.304> keep<00:10:31.529> executing,<00:10:31.945> they<00:10:32.025> hit<00:10:32.185> these<00:10:32.346> metrics,<00:10:33.083> it<00:10:33.147> makes<00:10:33.419> sense<00:10:33.499> to<00:10:33.691> double<00:10:33.948> down,<00:10:34.188> and<00:10:34.284> so<00:10:34.508> on.

00:10:34.685 --> 00:10:36.559
So<00:10:34.829> we<00:10:34.909> didn't<00:10:35.069> spend<00:10:35.373> a<00:10:35.389> lot<00:10:35.534> of<00:10:35.566> time<00:10:35.854> pitching,<00:10:36.174> in<00:10:36.207> other<00:10:36.415> words.

00:10:36.671 --> 00:10:38.821
We<00:10:37.024> kind<00:10:37.235> of<00:10:37.267> spend<00:10:37.510> most<00:10:37.672> of<00:10:37.737> our<00:10:37.817> time<00:10:38.109> doing<00:10:38.368> and<00:10:38.449> serving<00:10:38.643> customers.

00:10:39.420 --> 00:10:41.007
Well,<00:10:39.582> that<00:10:39.744> right<00:10:39.971> there<00:10:40.149> seems<00:10:40.408> like<00:10:40.569> the<00:10:40.699> advice.

00:10:42.431 --> 00:10:42.901
You<00:10:42.496> got<00:10:42.674> it.

00:10:45.434 --> 00:10:47.058
Uh,<00:10:45.739> what<00:10:45.916> made<00:10:46.093> you<00:10:46.173> decide<00:10:46.495> to<00:10:46.559> go<00:10:46.720> public?

00:10:47.122 --> 00:10:48.408
What<00:10:47.267> was<00:10:47.379> that<00:10:47.524> process<00:10:48.151> like?

00:10:48.472 --> 00:10:53.794
And<00:10:48.553> how<00:10:48.713> has<00:10:48.874> your<00:10:49.035> life<00:10:49.292> changed<00:10:50.417> from<00:10:50.578> being<00:10:51.125> a<00:10:51.462> private<00:10:51.848> company<00:10:52.186> CEO<00:10:52.588> to<00:10:52.684> a<00:10:52.764> public<00:10:53.070> company<00:10:53.440> CEO?

00:10:55.243 --> 00:10:58.738
Yeah,<00:10:55.404> so<00:10:55.646> we<00:10:55.791> went<00:10:56.049> public<00:10:56.612> about<00:10:56.999> 3<00:10:57.176> years<00:10:57.434> ago,<00:10:57.643> was<00:10:57.804> December<00:10:58.207> of<00:10:58.304> '21.

00:10:59.495 --> 00:11:06.092
Um,<00:10:59.898> and<00:11:00.381> it<00:11:00.413> was<00:11:00.864> kind<00:11:01.042> of<00:11:01.138> a<00:11:01.203> chaotic<00:11:01.686> time<00:11:02.314> if<00:11:02.411> you<00:11:02.806> rewind<00:11:03.143> the<00:11:03.207> clock,<00:11:03.800> you<00:11:03.880> know,<00:11:04.265> we<00:11:04.650> were<00:11:04.890> just<00:11:05.066> coming<00:11:05.371> out<00:11:05.403> of<00:11:05.467> the<00:11:05.611> pandemic.

00:11:06.653 --> 00:11:13.178
Uh,<00:11:06.750> there<00:11:06.814> were<00:11:06.894> still<00:11:07.150> multiple<00:11:07.615> waves<00:11:08.112> of,<00:11:08.337> you<00:11:08.369> know,<00:11:08.497> all<00:11:08.673> the<00:11:08.753> different,<00:11:09.299> uh,<00:11:10.180> uh,<00:11:10.741> Alpha<00:11:11.142> and<00:11:11.238> Delta<00:11:11.623> and<00:11:11.799> Omicron<00:11:12.344> and<00:11:12.505> all<00:11:12.601> that<00:11:12.697> kind<00:11:12.938> of<00:11:13.002> stuff.

00:11:13.242 --> 00:11:15.134
So<00:11:13.418> the<00:11:13.547> world<00:11:13.787> was<00:11:13.883> still<00:11:14.188> a<00:11:14.268> pretty<00:11:14.525> wobbly<00:11:14.845> place.

00:11:15.791 --> 00:11:20.103
Um,<00:11:16.032> there'd<00:11:16.192> been<00:11:16.368> a<00:11:16.432> ton<00:11:17.025> of<00:11:17.090> capital<00:11:17.811> infused,<00:11:18.596> uh,<00:11:18.885> through<00:11:19.238> the<00:11:19.270> stimulus<00:11:19.735> dollars.

00:11:20.536 --> 00:11:22.428
The<00:11:20.600> stock<00:11:20.857> market<00:11:21.081> had<00:11:21.177> been<00:11:21.338> doing<00:11:21.514> some<00:11:21.658> pretty<00:11:21.883> wild<00:11:22.139> things.

00:11:22.941 --> 00:11:28.199
But,<00:11:23.326> um,<00:11:23.726> we<00:11:23.807> were<00:11:23.967> actually<00:11:24.304> the<00:11:24.400> last<00:11:24.784> company<00:11:25.602> to<00:11:25.826> go<00:11:26.051> out<00:11:26.452> from<00:11:26.612> an<00:11:26.949> enterprise<00:11:27.205> software<00:11:27.654> perspective.

00:11:28.536 --> 00:11:29.821
Before<00:11:28.793> the<00:11:28.873> IPO<00:11:29.195> window<00:11:29.516> closed.

00:11:29.918 --> 00:11:32.585
So<00:11:30.239> in<00:11:30.384> some<00:11:30.560> sense,<00:11:30.801> the<00:11:30.882> timing,<00:11:31.765> uh,<00:11:31.910> worked<00:11:32.231> out<00:11:32.392> well.

00:11:33.115 --> 00:11:38.883
The<00:11:33.211> decision<00:11:33.693> to<00:11:33.838> go<00:11:34.015> public<00:11:34.561> was<00:11:34.738> something<00:11:35.059> we<00:11:35.204> had<00:11:35.541> been<00:11:35.702> thinking<00:11:35.927> about<00:11:36.168> for<00:11:36.344> a<00:11:36.441> few<00:11:36.730> years<00:11:36.987> before<00:11:37.308> that,<00:11:37.630> and<00:11:37.710> it<00:11:37.790> was<00:11:37.855> really<00:11:38.112> driven<00:11:38.353> by<00:11:38.433> our<00:11:38.513> customers.

00:11:39.156 --> 00:11:43.333
So<00:11:39.301> if<00:11:39.381> you<00:11:39.477> look<00:11:39.654> at<00:11:39.718> our<00:11:39.879> business,<00:11:40.827> uh,<00:11:41.004> I<00:11:41.084> mentioned<00:11:41.389> we<00:11:41.422> serve<00:11:41.952> large<00:11:42.209> physical<00:11:42.450> operations<00:11:42.996> companies.

00:11:43.880 --> 00:11:46.595
Many<00:11:44.121> of<00:11:44.153> those<00:11:44.378> businesses<00:11:44.683> have<00:11:44.780> been<00:11:44.924> around<00:11:45.615> 50,<00:11:45.985> 100<00:11:46.370> years.

00:11:46.708 --> 00:11:50.821
They're<00:11:46.932> large,<00:11:47.431> they're<00:11:47.655> well<00:11:47.832> capitalized,<00:11:49.037> um,<00:11:49.262> and<00:11:49.342> they<00:11:49.439> tend<00:11:49.616> to<00:11:49.680> be<00:11:49.841> fiscally<00:11:50.323> conservative.

00:11:50.885 --> 00:11:54.677
So<00:11:51.110> they<00:11:51.271> want<00:11:51.415> to<00:11:51.463> know<00:11:51.608> that<00:11:51.849> they<00:11:51.913> have<00:11:52.026> a<00:11:52.154> partner,<00:11:53.038> um,<00:11:53.440> who's<00:11:53.616> also<00:11:53.857> well<00:11:54.018> capitalized.

00:11:54.902 --> 00:11:57.695
Who's<00:11:55.062> well<00:11:55.303> run,<00:11:56.106> and<00:11:56.250> they<00:11:56.330> want<00:11:56.491> transparency<00:11:57.069> around<00:11:57.230> the<00:11:57.294> financials.

00:11:57.743 --> 00:11:59.557
So<00:11:57.872> being<00:11:58.113> public<00:11:58.674> really<00:11:58.915> helps<00:11:59.156> with<00:11:59.317> that.

00:12:00.039 --> 00:12:05.626
So<00:12:00.184> instead<00:12:00.440> of<00:12:00.521> needing<00:12:00.826> to<00:12:00.922> talk<00:12:01.147> to<00:12:01.179> our<00:12:01.259> CFO,<00:12:01.709> we<00:12:01.869> just<00:12:01.998> say,<00:12:02.287> you<00:12:02.367> know,<00:12:02.528> listen<00:12:02.768> to<00:12:02.833> our<00:12:03.314> most<00:12:03.491> recent<00:12:03.812> quarterly<00:12:04.197> earnings<00:12:04.518> call<00:12:04.711> or<00:12:04.920> check<00:12:05.160> out<00:12:05.241> the<00:12:05.305> numbers.

00:12:06.220 --> 00:12:09.303
That's<00:12:06.541> been<00:12:06.846> a<00:12:06.862> huge<00:12:07.183> help<00:12:07.585> as<00:12:07.745> we<00:12:08.002> serve<00:12:08.307> these<00:12:08.532> kinds<00:12:08.725> of<00:12:08.853> businesses.

00:12:09.351 --> 00:12:12.465
So<00:12:09.592> that's<00:12:09.832> the<00:12:09.897> main<00:12:10.073> reason<00:12:10.378> for<00:12:10.458> doing<00:12:10.539> it<00:12:10.699> was<00:12:10.876> the<00:12:10.956> customers<00:12:11.919> wanted<00:12:12.048> to<00:12:12.080> see<00:12:12.385> it.

00:12:12.883 --> 00:12:18.357
Um,<00:12:13.107> I<00:12:13.204> think<00:12:13.429> also<00:12:14.328> many,<00:12:14.584> many<00:12:14.890> great,<00:12:15.596> uh,<00:12:15.853> technology<00:12:16.270> companies<00:12:16.639> have<00:12:16.736> been<00:12:16.896> really<00:12:17.282> built<00:12:17.539> in<00:12:17.603> the<00:12:17.699> public<00:12:18.020> market.

00:12:18.807 --> 00:12:25.352
You<00:12:18.887> think<00:12:18.999> about<00:12:19.288> like<00:12:19.465> an<00:12:19.529> Amazon.com,<00:12:20.573> it's<00:12:20.814> maybe<00:12:21.038> one<00:12:21.360> one<00:12:21.424> of<00:12:21.456> the<00:12:21.488> most<00:12:21.712> amazing<00:12:22.113> stories<00:12:22.578> of<00:12:23.075> when<00:12:23.236> they<00:12:23.316> went<00:12:23.476> public<00:12:23.957> in<00:12:24.037> '97<00:12:24.518> and<00:12:24.743> what<00:12:24.919> they<00:12:25.064> are<00:12:25.160> now.

00:12:26.186 --> 00:12:29.281
Almost<00:12:26.587> all<00:12:26.683> that<00:12:26.795> value's<00:12:27.068> been<00:12:27.148> created<00:12:27.389> in<00:12:27.421> the<00:12:27.485> public<00:12:27.805> market<00:12:28.142> through<00:12:28.543> some<00:12:28.752> tough<00:12:28.928> times.

00:12:29.329 --> 00:12:34.284
So<00:12:29.393> I<00:12:29.489> think<00:12:29.666> it's<00:12:29.810> actually<00:12:30.211> good<00:12:31.012> for<00:12:31.413> hygiene<00:12:31.958> and<00:12:32.055> discipline<00:12:32.680> and<00:12:33.177> sort<00:12:33.354> of<00:12:33.402> that<00:12:33.642> operating<00:12:34.059> rigor.

00:12:34.636 --> 00:12:37.988
So<00:12:35.342> it's<00:12:35.743> funny,<00:12:36.320> a<00:12:36.448> lot<00:12:36.609> of<00:12:36.641> folks<00:12:36.929> ask,<00:12:37.186> why<00:12:37.346> did<00:12:37.490> you<00:12:37.523> go<00:12:37.731> public?

00:12:38.052 --> 00:12:39.238
Why<00:12:38.148> not<00:12:38.324> stay<00:12:38.549> private<00:12:38.869> longer?

00:12:40.072 --> 00:12:44.931
And<00:12:40.152> I<00:12:40.297> kind<00:12:40.473> of<00:12:40.553> think<00:12:40.730> of<00:12:40.810> it<00:12:40.874> as,<00:12:41.034> well,<00:12:42.221> this<00:12:42.397> is<00:12:42.622> a<00:12:42.702> natural<00:12:43.199> form<00:12:43.985> for<00:12:44.065> a<00:12:44.145> larger<00:12:44.482> company.

00:12:45.764 --> 00:12:48.859
And<00:12:46.005> it's<00:12:46.310> not<00:12:46.470> a<00:12:46.486> bad<00:12:46.791> thing<00:12:47.111> to<00:12:47.208> have<00:12:47.448> to<00:12:48.170> operate<00:12:48.394> with<00:12:48.506> discipline.

00:12:49.276 --> 00:12:49.533
Yeah.

00:12:50.079 --> 00:12:50.770
Oh<00:12:50.240> yeah,<00:12:50.416> for<00:12:50.577> sure.

00:12:50.882 --> 00:13:00.066
I<00:12:50.914> mean,<00:12:51.123> how<00:12:51.300> has<00:12:51.556> your<00:12:51.685> management<00:12:52.102> changed<00:12:52.488> over<00:12:52.648> the<00:12:52.745> past,<00:12:53.050> like,<00:12:53.226> year<00:12:53.387> and<00:12:53.467> a<00:12:53.531> half,<00:12:53.772> 2<00:12:53.933> years,<00:12:54.495> as<00:12:55.233> everybody's<00:12:55.635> talking<00:12:56.020> about,<00:12:56.277> hey,<00:12:56.839> you<00:12:56.919> got<00:12:57.064> to<00:12:57.160> be<00:12:57.481> at<00:12:57.706> profitability,<00:12:58.348> you<00:12:58.605> got<00:12:58.750> to<00:12:58.846> cut<00:12:59.071> costs,<00:12:59.569> all<00:12:59.633> that<00:12:59.729> type<00:12:59.810> of<00:12:59.906> stuff?

00:13:00.532 --> 00:13:05.911
Obviously,<00:13:01.174> you<00:13:01.335> know,<00:13:01.479> Elon<00:13:01.897> very,<00:13:02.684> you<00:13:02.780> know,<00:13:03.101> publicized,<00:13:04.546> made<00:13:04.771> tons<00:13:05.012> of<00:13:05.092> cuts<00:13:05.413> everywhere.

00:13:06.136 --> 00:13:08.384
Then,<00:13:06.457> you<00:13:06.537> know,<00:13:06.650> a<00:13:06.794> bunch<00:13:07.051> of<00:13:07.180> others<00:13:07.613> started<00:13:07.998> doing<00:13:08.303> it.

00:13:08.512 --> 00:13:10.230
Zuck<00:13:08.705> did<00:13:08.865> it<00:13:08.962> at<00:13:09.026> Facebook,<00:13:09.524> all<00:13:09.604> these<00:13:09.765> other<00:13:10.005> people.

00:13:10.728 --> 00:13:13.377
How<00:13:10.808> did<00:13:10.969> you<00:13:11.113> think<00:13:11.306> about<00:13:11.467> it<00:13:11.595> during<00:13:11.772> that<00:13:11.932> time<00:13:12.173> and<00:13:12.237> how<00:13:12.398> are<00:13:12.558> you<00:13:12.655> thinking<00:13:12.976> about<00:13:13.201> it<00:13:13.281> now?

00:13:14.886 --> 00:13:19.326
Well,<00:13:15.046> if<00:13:15.127> you<00:13:15.223> think<00:13:15.399> about<00:13:15.704> it,<00:13:16.088> the<00:13:16.345> theme<00:13:16.585> there<00:13:16.826> is<00:13:16.986> about<00:13:17.387> being<00:13:17.563> fit<00:13:18.028> and<00:13:18.188> lean<00:13:18.429> and<00:13:18.525> efficient,<00:13:19.134> right?

00:13:19.390 --> 00:13:21.923
And<00:13:19.535> I<00:13:19.631> think<00:13:19.791> that<00:13:20.016> is<00:13:20.112> important<00:13:20.577> for<00:13:20.673> businesses<00:13:21.090> because<00:13:21.394> it's<00:13:21.699> easy.

00:13:22.372 --> 00:13:26.844
It's<00:13:22.500> almost<00:13:22.821> easier<00:13:23.222> once<00:13:23.462> you've<00:13:23.622> experienced<00:13:23.959> success<00:13:24.520> to<00:13:24.616> start<00:13:25.065> kind<00:13:25.241> of<00:13:25.722> loosening<00:13:26.187> up<00:13:26.379> a<00:13:26.427> little<00:13:26.684> bit.

00:13:27.245 --> 00:13:35.035
And<00:13:27.341> I<00:13:27.389> actually<00:13:27.790> think<00:13:28.127> over<00:13:28.351> time<00:13:28.688> that<00:13:28.832> can<00:13:28.992> be<00:13:29.088> really<00:13:29.329> dangerous<00:13:29.730> for<00:13:29.794> a<00:13:29.874> company<00:13:30.098> because<00:13:30.355> you<00:13:30.515> lose<00:13:31.252> focus<00:13:31.653> and<00:13:31.717> you<00:13:31.813> lose<00:13:31.974> sight<00:13:32.214> of<00:13:32.294> what's<00:13:32.535> the<00:13:32.599> most<00:13:32.855> important,<00:13:33.256> which<00:13:33.352> is<00:13:33.577> serving<00:13:33.881> customers<00:13:34.298> and<00:13:34.378> building<00:13:34.763> product.

00:13:35.725 --> 00:13:41.399
Um,<00:13:35.821> for<00:13:36.045> us,<00:13:36.366> we<00:13:36.542> use<00:13:37.183> kind<00:13:37.344> of<00:13:37.808> frameworks<00:13:38.161> like<00:13:38.305> the<00:13:38.385> Rule<00:13:38.626> of<00:13:38.690> 40,<00:13:39.187> which<00:13:39.363> is<00:13:39.508> that<00:13:39.748> balance<00:13:40.069> between<00:13:40.309> growth<00:13:40.549> and<00:13:40.694> profitability.

00:13:41.896 --> 00:13:45.573
And<00:13:42.218> it's<00:13:42.474> for<00:13:42.635> the<00:13:42.715> last<00:13:43.261> many<00:13:43.518> quarters<00:13:43.984> we<00:13:44.144> have<00:13:44.241> been<00:13:44.578> above<00:13:44.883> the<00:13:44.963> rule<00:13:45.140> of<00:13:45.204> 40.

00:13:46.232 --> 00:13:48.142
And<00:13:46.633> as<00:13:46.713> a<00:13:46.729> result,<00:13:47.051> we've<00:13:47.211> been<00:13:47.372> investing<00:13:47.773> in<00:13:47.837> the<00:13:47.934> business.

00:13:48.239 --> 00:13:53.682
So<00:13:48.319> we've<00:13:48.415> been<00:13:48.737> essentially<00:13:49.363> adding<00:13:49.539> headcount,<00:13:50.583> but<00:13:50.728> in<00:13:50.824> an<00:13:50.920> efficient<00:13:51.386> way<00:13:51.852> while<00:13:51.964> maintaining<00:13:52.590> the<00:13:52.686> growth<00:13:52.927> and<00:13:53.056> profitability.

00:13:54.260 --> 00:13:55.432
Very<00:13:54.517> core<00:13:54.774> to<00:13:54.838> how<00:13:55.015> we<00:13:55.223> operate.

00:13:55.480 --> 00:13:58.852
We<00:13:55.561> tell<00:13:55.866> everyone<00:13:56.123> in<00:13:56.203> the<00:13:56.283> company<00:13:56.925> transparently,<00:13:57.728> this<00:13:57.825> is<00:13:57.969> how<00:13:58.114> we<00:13:58.210> think<00:13:58.387> about<00:13:58.756> it.

00:13:59.719 --> 00:14:01.710
And<00:14:00.056> we've<00:14:00.217> been<00:14:00.378> posting<00:14:01.180> good<00:14:01.357> numbers.

00:14:01.758 --> 00:14:05.724
So<00:14:02.609> most<00:14:02.850> recently<00:14:03.187> we've<00:14:03.332> been<00:14:03.428> growing<00:14:04.231> in<00:14:04.295> the<00:14:04.456> 30s<00:14:05.275> of<00:14:05.419> percent.

00:14:05.773 --> 00:14:06.463
So<00:14:06.013> 37%.

00:14:07.282 --> 00:14:12.335
Our<00:14:07.426> year-over-year<00:14:07.827> revenue<00:14:08.148> growth,<00:14:08.709> which<00:14:08.886> means,<00:14:09.431> and<00:14:09.752> free<00:14:09.993> positive<00:14:10.394> free<00:14:10.490> cash<00:14:10.795> flow,<00:14:10.955> which<00:14:11.115> means<00:14:11.356> that<00:14:11.452> it's<00:14:11.613> working<00:14:12.014> for<00:14:12.238> us.

00:14:12.655 --> 00:14:14.901
We<00:14:12.720> should<00:14:12.880> keep<00:14:13.201> it<00:14:13.297> up<00:14:13.698> and<00:14:13.762> keep,<00:14:14.051> keep<00:14:14.324> doubling<00:14:14.660> down.

00:14:15.318 --> 00:14:19.841
So<00:14:15.462> the<00:14:15.543> biggest<00:14:15.863> management<00:14:16.345> change<00:14:16.665> for<00:14:16.810> us<00:14:17.066> has<00:14:17.227> been<00:14:17.548> around<00:14:17.868> communicating<00:14:18.510> these<00:14:18.735> frameworks<00:14:19.312> internally.

00:14:20.130 --> 00:14:23.836
It's<00:14:20.355> not<00:14:20.595> just<00:14:20.820> the<00:14:20.980> leadership<00:14:21.381> team,<00:14:21.558> but<00:14:21.654> it's<00:14:21.782> really<00:14:22.039> everyone<00:14:22.376> in<00:14:22.440> the<00:14:22.520> company<00:14:22.857> knows<00:14:23.322> what<00:14:23.418> it's<00:14:23.579> about.

00:14:24.445 --> 00:14:31.310
And<00:14:24.525> then<00:14:25.006> demonstrating<00:14:25.728> that,<00:14:25.969> okay,<00:14:26.226> if<00:14:26.370> we're<00:14:26.450> efficient,<00:14:27.348> it<00:14:27.477> lets<00:14:27.669> us<00:14:27.878> reinvest,<00:14:28.920> uh,<00:14:29.321> and,<00:14:29.562> and<00:14:29.674> it's,<00:14:29.915> it's<00:14:30.204> a<00:14:30.236> sustainable<00:14:30.765> efficiency.

00:14:31.743 --> 00:14:34.679
We<00:14:31.888> can<00:14:32.064> reinvest<00:14:32.610> massive<00:14:33.027> amounts<00:14:33.283> of<00:14:33.412> capital<00:14:33.813> back<00:14:34.053> into<00:14:34.182> the<00:14:34.294> company.

00:14:35.112 --> 00:14:38.259
And<00:14:35.176> that's<00:14:35.417> really<00:14:35.594> fun<00:14:35.915> because<00:14:36.092> it<00:14:36.140> means<00:14:36.316> we<00:14:36.397> can<00:14:36.557> build<00:14:36.782> more<00:14:36.943> products<00:14:37.360> and<00:14:37.440> reach<00:14:37.665> more<00:14:37.762> customers.

00:14:38.324 --> 00:14:40.074
And<00:14:38.966> everybody's<00:14:39.351> here<00:14:39.464> to<00:14:39.544> have<00:14:39.704> impact.

00:14:41.053 --> 00:14:44.024
What<00:14:41.149> does<00:14:41.310> a<00:14:41.374> typical<00:14:41.776> day<00:14:42.000> look<00:14:42.161> like<00:14:42.354> for<00:14:42.482> you?

00:14:45.212 --> 00:14:47.813
Um,<00:14:45.533> it<00:14:45.629> varies<00:14:46.496> based<00:14:46.737> on<00:14:46.769> whether<00:14:46.930> I'm<00:14:47.074> on<00:14:47.171> the<00:14:47.299> road<00:14:47.492> or<00:14:47.572> not.

00:14:47.877 --> 00:14:52.855
When<00:14:47.990> I'm<00:14:48.359> home,<00:14:48.985> um,<00:14:49.467> I've<00:14:49.563> got<00:14:49.724> 3<00:14:49.884> kids,<00:14:50.205> so<00:14:50.928> I,<00:14:51.233> I<00:14:51.313> do<00:14:51.410> school<00:14:51.731> drop-off<00:14:52.453> in<00:14:52.534> the<00:14:52.598> morning.

00:14:52.919 --> 00:14:53.593
They're,<00:14:53.080> they're<00:14:53.176> pretty<00:14:53.417> young.

00:14:53.642 --> 00:14:54.798
They're<00:14:53.722> all<00:14:53.898> elementary<00:14:54.316> school<00:14:54.701> age.

00:14:54.862 --> 00:15:00.128
So,<00:14:55.729> uh,<00:14:55.889> that<00:14:56.082> itself<00:14:56.612> is<00:14:56.853> the<00:14:56.933> management<00:14:57.351> challenge<00:14:57.913> that,<00:14:58.298> that<00:14:58.410> is<00:14:58.539> the<00:14:58.603> most<00:14:58.860> challenging,<00:14:59.342> I<00:14:59.438> feel<00:14:59.566> like,<00:14:59.759> some<00:14:59.920> days.

00:15:00.706 --> 00:15:04.381
Um,<00:15:00.867> and<00:15:00.963> then<00:15:01.348> I<00:15:01.685> typically<00:15:02.182> am<00:15:02.311> in<00:15:02.567> work<00:15:02.808> mode<00:15:03.290> most<00:15:03.530> of<00:15:03.610> the<00:15:03.691> usual<00:15:04.012> hours.

00:15:04.637 --> 00:15:05.793
Um,<00:15:04.814> I<00:15:04.894> try<00:15:05.055> to<00:15:05.119> be<00:15:05.199> home<00:15:05.375> for<00:15:05.536> dinner.

00:15:06.402 --> 00:15:11.729
Uh,<00:15:06.499> but<00:15:06.819> then<00:15:07.140> in<00:15:07.285> the<00:15:07.525> evening<00:15:07.782> I<00:15:07.943> tend<00:15:08.103> to<00:15:08.248> catch<00:15:08.568> up<00:15:08.745> and<00:15:08.825> that's<00:15:09.130> my<00:15:09.290> kind<00:15:09.451> of<00:15:10.029> uninterrupted,<00:15:11.055> uh,<00:15:11.216> thinking<00:15:11.553> time.

00:15:11.810 --> 00:15:13.189
I<00:15:11.874> get<00:15:12.050> about<00:15:12.435> an<00:15:12.580> hour<00:15:12.724> or<00:15:12.836> two<00:15:13.077> there.

00:15:13.944 --> 00:15:16.960
Um,<00:15:14.361> in<00:15:14.441> terms<00:15:14.746> of<00:15:14.987> every<00:15:15.163> day<00:15:15.324> there,<00:15:15.644> no<00:15:15.805> two<00:15:15.949> days<00:15:16.206> are<00:15:16.270> exactly<00:15:16.687> the<00:15:16.768> same.

00:15:17.089 --> 00:15:25.207
Sometimes<00:15:17.586> I'm<00:15:17.811> very,<00:15:18.837> uh,<00:15:18.934> product<00:15:19.271> focused<00:15:19.736> and<00:15:19.800> we're<00:15:19.880> doing<00:15:20.137> like<00:15:20.314> a,<00:15:20.618> we<00:15:20.763> had<00:15:20.939> product<00:15:21.244> business<00:15:21.565> reviews<00:15:22.063> and<00:15:22.528> really<00:15:22.769> looking<00:15:23.025> at<00:15:23.106> demos<00:15:23.667> and<00:15:23.828> kind<00:15:24.213> of<00:15:24.245> technology.

00:15:25.737 --> 00:15:28.529
Uh,<00:15:25.978> other<00:15:26.090> days,<00:15:26.780> um,<00:15:26.972> I'll<00:15:27.133> be<00:15:27.261> doing<00:15:27.438> Zoom<00:15:27.662> calls<00:15:27.903> with<00:15:27.999> customers.

00:15:28.882 --> 00:15:38.242
And<00:15:28.978> then,<00:15:29.427> um,<00:15:29.940> about<00:15:31.045> once<00:15:31.350> a<00:15:31.382> month<00:15:31.783> and<00:15:32.071> usually<00:15:32.328> twice<00:15:32.584> a<00:15:32.632> month<00:15:32.969> these<00:15:33.241> days,<00:15:33.754> I'm<00:15:33.915> on<00:15:34.011> the<00:15:34.155> road<00:15:34.411> and<00:15:34.492> I<00:15:34.572> try<00:15:34.732> to<00:15:35.117> go<00:15:35.229> see,<00:15:36.174> call<00:15:36.351> it<00:15:36.415> half<00:15:36.655> a<00:15:36.719> dozen<00:15:36.976> customers<00:15:37.601> at<00:15:37.697> their<00:15:37.857> site.

00:15:38.499 --> 00:15:43.836
Because<00:15:38.723> again,<00:15:38.963> in,<00:15:39.140> in<00:15:39.284> operations,<00:15:39.941> you<00:15:40.085> learn<00:15:40.262> a<00:15:40.278> lot<00:15:40.646> by<00:15:40.823> visiting,<00:15:41.688> um,<00:15:42.025> and<00:15:42.169> actually<00:15:42.441> seeing<00:15:42.810> their<00:15:42.970> operations<00:15:43.451> up<00:15:43.531> close.

00:15:44.333 --> 00:15:53.004
So<00:15:44.381> we'll<00:15:44.573> do<00:15:44.750> an<00:15:44.814> exec<00:15:45.150> meeting,<00:15:45.391> but<00:15:45.711> we'll<00:15:46.016> often<00:15:46.256> get<00:15:46.368> a<00:15:46.497> tour<00:15:46.833> of<00:15:47.058> a,<00:15:47.779> um,<00:15:48.099> you<00:15:48.180> know,<00:15:49.301> manufacturing<00:15:49.878> facility<00:15:50.536> or<00:15:50.616> something<00:15:51.000> that's<00:15:51.161> unique<00:15:51.401> to<00:15:51.545> that<00:15:51.706> business,<00:15:52.026> which<00:15:52.203> is<00:15:52.363> one<00:15:52.507> of<00:15:52.539> the<00:15:52.603> highlights<00:15:52.892> for<00:15:52.956> me.

00:15:54.030 --> 00:15:57.187
What<00:15:54.110> are<00:15:54.190> you<00:15:54.366> reading<00:15:54.863> or<00:15:55.072> what<00:15:55.248> reading<00:15:55.488> recommendations<00:15:56.129> would<00:15:56.274> you<00:15:56.306> have<00:15:56.466> for<00:15:56.690> the<00:15:56.851> audience?

00:15:59.099 --> 00:16:01.799
Well,<00:15:59.405> what<00:15:59.533> I'm<00:15:59.726> reading<00:16:00.047> and<00:16:00.128> what<00:16:00.208> I<00:16:00.288> recommend<00:16:00.706> might<00:16:00.931> be<00:16:01.027> two<00:16:01.188> different<00:16:01.526> things.

00:16:01.847 --> 00:16:05.061
Like,<00:16:02.088> not,<00:16:02.409> not<00:16:02.618> all<00:16:02.779> books<00:16:02.972> are<00:16:03.036> amazing,<00:16:03.518> but,<00:16:03.904> um,<00:16:04.145> I,<00:16:04.386> I<00:16:04.466> love<00:16:04.723> to<00:16:04.868> read.

00:16:05.125 --> 00:16:08.580
It's,<00:16:05.446> it's<00:16:05.944> sort<00:16:06.153> of,<00:16:06.394> uh,<00:16:06.973> the<00:16:07.037> way<00:16:07.214> I<00:16:07.375> unwind<00:16:07.792> at<00:16:07.921> the<00:16:08.017> end<00:16:08.098> of<00:16:08.178> the<00:16:08.258> day.

00:16:09.126 --> 00:16:33.011
Um,<00:16:10.813> you<00:16:10.845> know,<00:16:11.874> in<00:16:11.954> terms<00:16:12.340> of<00:16:13.320> books<00:16:13.561> that<00:16:13.625> might<00:16:13.802> be<00:16:13.947> relevant<00:16:14.284> for<00:16:14.397> the<00:16:14.525> audience,<00:16:15.554> uh,<00:16:15.811> I've<00:16:16.196> been<00:16:16.357> reading<00:16:16.614> a<00:16:16.678> lot<00:16:17.080> of,<00:16:17.643> uh,<00:16:17.819> of<00:16:18.767> basically<00:16:19.105> biographies<00:16:20.053> of<00:16:20.310> the<00:16:20.471> great<00:16:20.872> technology<00:16:21.435> leaders<00:16:21.901> from,<00:16:22.704> uh,<00:16:23.074> call<00:16:23.459> it<00:16:23.523> back<00:16:23.780> in<00:16:23.909> the<00:16:23.989> day,<00:16:24.406> like<00:16:24.631> the<00:16:24.663> 1970s,<00:16:25.530> the<00:16:25.626> 1980s,<00:16:26.413> even<00:16:26.558> the<00:16:26.654> 1990s,<00:16:27.697> because<00:16:28.019> the<00:16:28.179> historical<00:16:28.805> perspective<00:16:29.463> gives<00:16:30.186> you<00:16:30.507> an<00:16:30.587> idea<00:16:30.828> of<00:16:30.973> what<00:16:31.149> worked<00:16:31.454> and<00:16:31.551> what<00:16:31.711> didn't<00:16:31.952> over<00:16:32.128> the<00:16:32.257> long<00:16:32.498> term,<00:16:32.835> right?

00:16:33.092 --> 00:16:38.582
So<00:16:33.397> what<00:16:33.622> cultural<00:16:34.039> decisions<00:16:34.472> did<00:16:34.585> they<00:16:34.681> make<00:16:35.404> that<00:16:35.725> built<00:16:35.982> a<00:16:36.030> great<00:16:36.206> company<00:16:36.608> that<00:16:36.832> then<00:16:37.250> ran<00:16:37.491> another<00:16:37.796> 25<00:16:38.309> years?

00:16:39.578 --> 00:16:46.770
What<00:16:39.963> maybe<00:16:41.007> product<00:16:41.344> decisions<00:16:42.307> did<00:16:42.403> they<00:16:42.484> make<00:16:43.094> that<00:16:43.752> seemed<00:16:44.153> bad<00:16:44.330> in<00:16:44.410> the<00:16:44.490> moment,<00:16:44.876> but<00:16:44.972> not<00:16:45.181> so<00:16:45.341> bad<00:16:45.679> in<00:16:45.823> retrospect,<00:16:46.401> that<00:16:46.481> sort<00:16:46.642> of<00:16:46.706> thing.

00:16:47.059 --> 00:16:49.259
So<00:16:47.669> that's<00:16:48.392> kind<00:16:48.552> of<00:16:48.649> what<00:16:48.793> I've<00:16:48.873> been<00:16:49.050> reading.

00:16:49.756 --> 00:16:59.175
Uh,<00:16:50.077> you<00:16:50.125> know,<00:16:50.189> some<00:16:50.430> of<00:16:50.494> those<00:16:50.719> greats<00:16:51.056> would<00:16:51.200> be,<00:16:51.601> you<00:16:51.633> know,<00:16:51.842> Andy<00:16:52.083> Grove,<00:16:52.805> uh,<00:16:53.222> and<00:16:53.366> Bob<00:16:53.559> Noyce<00:16:53.928> from<00:16:54.088> Intel<00:16:54.409> if<00:16:54.506> you<00:16:54.650> want<00:16:54.746> to<00:16:54.826> go<00:16:54.971> way<00:16:55.147> back,<00:16:55.484> or,<00:16:56.254> uh,<00:16:56.415> you<00:16:56.511> know,<00:16:56.736> the,<00:16:57.297> uh,<00:16:57.474> Bill<00:16:57.698> and<00:16:57.795> Dave<00:16:58.116> from<00:16:58.517> Hewlett-Packard.

00:16:59.784 --> 00:17:05.015
Um,<00:17:00.041> there's<00:17:00.747> a<00:17:00.827> wonderful<00:17:01.244> book,<00:17:01.790> uh,<00:17:02.608> that<00:17:02.785> Steve<00:17:03.074> Jobs's<00:17:03.972> widow<00:17:04.277> published<00:17:04.694> recently.

00:17:05.079 --> 00:17:07.197
It's<00:17:05.256> available<00:17:05.721> for<00:17:05.897> anyone<00:17:06.218> that<00:17:06.299> has<00:17:06.459> an<00:17:06.603> Apple<00:17:06.844> product.

00:17:07.245 --> 00:17:08.288
I<00:17:07.261> think<00:17:07.422> it's<00:17:07.502> in<00:17:07.646> the<00:17:07.839> iBook<00:17:08.047> reader.

00:17:09.187 --> 00:17:12.412
Essentially<00:17:09.652> about<00:17:10.615> making<00:17:11.593> products<00:17:11.914> people<00:17:12.155> want.

00:17:12.476 --> 00:17:13.952
So<00:17:12.636> that's<00:17:12.861> been<00:17:13.021> an<00:17:13.053> amazing<00:17:13.439> book<00:17:13.695> as<00:17:13.840> well.

00:17:14.417 --> 00:17:21.905
So<00:17:14.546> highly<00:17:14.867> recommend<00:17:15.284> those<00:17:15.524> just<00:17:15.781> as<00:17:15.926> case<00:17:16.230> studies<00:17:16.567> almost,<00:17:17.113> uh,<00:17:17.273> not<00:17:17.450> so<00:17:17.546> much<00:17:18.383> advice<00:17:18.877> from<00:17:19.058> someone<00:17:19.370> who's<00:17:19.551> rolling<00:17:19.815> it<00:17:19.946> all<00:17:20.111> up,<00:17:20.292> but<00:17:20.539> really<00:17:20.786> just<00:17:21.197> lived<00:17:21.428> experiences.

00:17:23.440 --> 00:17:23.973
What<00:17:23.504> do<00:17:23.537> you<00:17:23.634> think?

00:17:24.345 --> 00:17:33.740
I'm<00:17:24.668> sure<00:17:24.830> you've<00:17:25.153> read<00:17:25.509> or<00:17:25.735> at<00:17:25.816> least<00:17:26.043> heard<00:17:26.220> the<00:17:26.301> conversation<00:17:26.883> around<00:17:27.271> Paul<00:17:27.514> Graham's<00:17:28.080> Founder<00:17:28.549> Mode<00:17:29.114> essay<00:17:30.408> and,<00:17:30.747> you<00:17:30.812> know,<00:17:30.990> being<00:17:31.378> in<00:17:31.491> founder<00:17:31.863> mode<00:17:32.106> as<00:17:32.445> a<00:17:32.591> founder<00:17:33.092> and<00:17:33.254> CEO.

00:17:33.902 --> 00:17:35.376
Like,<00:17:34.080> did<00:17:34.290> any<00:17:34.452> of<00:17:34.550> that<00:17:34.776> resonate<00:17:35.116> with<00:17:35.295> you?

00:17:35.424 --> 00:17:37.595
Did<00:17:35.586> you<00:17:35.683> agree,<00:17:36.153> disagree,<00:17:36.736> kind<00:17:36.898> of<00:17:36.931> neutral<00:17:37.384> on<00:17:37.546> it?

00:17:39.359 --> 00:17:43.449
Yeah,<00:17:39.752> you<00:17:39.785> know,<00:17:40.095> it's<00:17:40.243> certainly<00:17:40.504> the<00:17:40.603> talk<00:17:40.897> of<00:17:40.979> the<00:17:41.061> town,<00:17:41.568> at<00:17:41.649> least<00:17:41.960> for<00:17:42.058> the<00:17:42.124> last<00:17:43.040> week<00:17:43.285> or<00:17:43.351> so.

00:17:44.443 --> 00:17:45.533
I<00:17:44.764> think<00:17:45.229> it<00:17:45.389> is.

00:17:46.063 --> 00:17:51.787
So<00:17:46.752> if<00:17:46.912> I<00:17:46.945> step<00:17:47.249> back,<00:17:47.570> I<00:17:47.650> do<00:17:47.810> think<00:17:48.035> founder<00:17:48.628> CEOs<00:17:49.254> have<00:17:49.430> a<00:17:49.494> really<00:17:49.991> special<00:17:50.456> and<00:17:50.601> unique<00:17:51.418> position.

00:17:52.316 --> 00:18:01.922
Someone,<00:17:52.701> I<00:17:52.781> can't<00:17:52.926> remember<00:17:53.327> who<00:17:53.423> it<00:17:53.503> was,<00:17:53.888> maybe<00:17:54.016> it<00:17:54.048> was<00:17:54.305> Peter<00:17:54.529> Thiel<00:17:54.786> or<00:17:54.946> Paul<00:17:55.171> Graham<00:17:55.363> or<00:17:55.443> someone<00:17:55.812> described<00:17:56.614> it,<00:17:56.790> or<00:17:56.951> it<00:17:56.999> was<00:17:57.351> maybe<00:17:57.576> even<00:17:57.672> Brian<00:17:57.977> Chesky<00:17:58.378> described<00:17:59.115> the<00:17:59.196> founder<00:17:59.516> as<00:17:59.677> like<00:17:59.917> the<00:17:59.997> sort<00:18:00.174> of<00:18:00.318> biological<00:18:01.024> parent<00:18:01.344> of<00:18:01.376> a<00:18:01.505> company.

00:18:02.322 --> 00:18:06.315
So<00:18:02.547> you're<00:18:02.707> sort<00:18:02.948> of<00:18:03.044> with<00:18:03.349> it<00:18:03.990> through<00:18:04.150> all<00:18:04.311> the<00:18:04.391> stages<00:18:04.808> and<00:18:04.888> you<00:18:04.968> care<00:18:05.209> about<00:18:05.449> every<00:18:05.626> single<00:18:05.930> stage.

00:18:06.877 --> 00:18:14.834
I<00:18:06.909> think<00:18:07.053> that's<00:18:07.293> really<00:18:07.470> special,<00:18:07.935> really<00:18:08.095> unique<00:18:08.496> that<00:18:08.993> sometimes<00:18:09.538> managers<00:18:10.084> who<00:18:10.116> are<00:18:10.244> hired<00:18:10.565> in<00:18:10.982> they're<00:18:11.062> only<00:18:11.238> there<00:18:11.447> for<00:18:11.543> a<00:18:11.608> brief<00:18:11.848> window<00:18:12.025> of<00:18:12.105> time<00:18:12.426> and<00:18:12.506> they<00:18:12.603> know<00:18:12.827> it,<00:18:13.710> that<00:18:13.855> they<00:18:13.935> won't<00:18:14.112> be<00:18:14.256> with<00:18:14.416> it<00:18:14.513> forever.

00:18:15.219 --> 00:18:17.033
I<00:18:15.299> still<00:18:15.620> keep<00:18:15.797> track<00:18:16.182> of<00:18:16.294> the<00:18:16.375> Meraki<00:18:16.744> products.

00:18:17.081 --> 00:18:30.933
I've<00:18:17.225> been<00:18:18.349> out<00:18:18.429> of<00:18:18.461> that<00:18:18.606> business<00:18:18.991> for<00:18:19.232> 12<00:18:19.553> years,<00:18:19.890> but<00:18:20.837> I<00:18:20.949> still<00:18:21.334> see<00:18:21.575> the<00:18:21.655> product<00:18:22.217> on<00:18:22.314> the<00:18:22.378> ceiling<00:18:22.843> when<00:18:22.891> I'm<00:18:23.501> at<00:18:23.582> a<00:18:23.598> Starbucks<00:18:24.224> or<00:18:24.288> at<00:18:24.320> my<00:18:24.464> kid's<00:18:24.769> school,<00:18:24.930> or,<00:18:25.187> you<00:18:25.267> know,<00:18:25.508> it's,<00:18:25.748> it's,<00:18:25.989> you<00:18:26.310> have<00:18:26.455> a<00:18:26.551> bit<00:18:26.695> of<00:18:26.856> pride<00:18:27.193> and<00:18:27.353> ownership<00:18:27.835> over<00:18:28.060> it,<00:18:28.782> even<00:18:28.894> if<00:18:28.975> you're<00:18:29.055> not<00:18:29.344> technically<00:18:29.761> an<00:18:29.906> equity<00:18:30.227> owner<00:18:30.403> in<00:18:30.483> that<00:18:30.644> business.

00:18:31.462 --> 00:18:34.946
So,<00:18:32.072> um,<00:18:32.554> I<00:18:32.650> think<00:18:32.811> that<00:18:32.955> gives<00:18:33.132> you<00:18:33.212> a<00:18:33.276> really<00:18:33.453> unique<00:18:33.934> operating<00:18:34.320> perspective.

00:18:35.138 --> 00:18:40.114
You,<00:18:35.523> you<00:18:35.620> deeply<00:18:36.005> care,<00:18:36.422> in<00:18:36.567> other<00:18:36.727> words,<00:18:36.984> about<00:18:37.225> the<00:18:37.369> product,<00:18:37.867> about<00:18:38.043> the<00:18:38.172> customers,<00:18:38.766> about<00:18:38.990> the<00:18:39.360> people<00:18:39.568> in<00:18:39.632> the<00:18:39.713> company.

00:18:40.740 --> 00:18:48.509
Um,<00:18:40.900> and<00:18:40.997> I<00:18:41.077> think<00:18:41.238> that's<00:18:41.414> what<00:18:41.494> the<00:18:41.623> founder<00:18:41.815> mode<00:18:42.201> essay<00:18:42.506> really<00:18:42.682> is<00:18:42.779> about<00:18:43.164> is<00:18:43.324> like<00:18:44.031> actually<00:18:44.432> caring<00:18:45.315> and<00:18:45.395> then<00:18:45.636> just<00:18:46.278> kind<00:18:46.374> of<00:18:46.695> blazing<00:18:47.161> through<00:18:47.417> things<00:18:47.739> to<00:18:47.883> get<00:18:48.060> things<00:18:48.284> done.

00:18:49.087 --> 00:19:00.146
Uh,<00:18:49.263> founders<00:18:49.729> also<00:18:49.873> have<00:18:49.986> a<00:18:50.146> really<00:18:50.371> unique<00:18:50.965> ability<00:18:51.350> I've<00:18:51.430> seen<00:18:51.735> to<00:18:51.832> go<00:18:52.072> from<00:18:52.939> operating<00:18:53.276> a<00:18:53.292> very<00:18:53.453> strategic<00:18:54.079> level,<00:18:54.480> like<00:18:55.122> 30,000<00:18:55.764> feet<00:18:56.085> down<00:18:56.326> to<00:18:56.406> 3<00:18:56.631> feet<00:18:56.968> and<00:18:57.049> then<00:18:57.209> back<00:18:57.450> up<00:18:57.610> and<00:18:57.931> down,<00:18:58.172> like<00:18:58.397> just<00:18:58.573> being<00:18:58.750> able<00:18:58.911> to<00:18:59.039> kind<00:18:59.199> of<00:18:59.232> shift<00:18:59.537> back<00:18:59.697> and<00:18:59.922> forth.

00:19:00.644 --> 00:19:02.362
Not<00:19:00.885> that<00:19:00.997> many<00:19:01.286> folks<00:19:01.623> are<00:19:01.704> able<00:19:01.896> to<00:19:02.025> do<00:19:02.185> that.

00:19:02.442 --> 00:19:18.708
So<00:19:02.570> I<00:19:02.667> think<00:19:03.068> if<00:19:03.212> I<00:19:03.854> look<00:19:04.015> at<00:19:04.095> how<00:19:04.834> the<00:19:04.994> Elon<00:19:05.235> Musks<00:19:05.700> and<00:19:05.797> Mark<00:19:05.973> Zuckerbergs<00:19:06.583> operate,<00:19:07.001> like<00:19:07.322> My<00:19:07.563> understanding<00:19:08.207> is<00:19:08.304> Elon<00:19:08.529> Musk<00:19:08.996> is<00:19:09.576> both<00:19:09.882> operating<00:19:10.220> at<00:19:10.300> a<00:19:10.316> very<00:19:10.542> high<00:19:10.783> level<00:19:11.105> and<00:19:11.250> coming<00:19:11.492> up<00:19:11.588> with<00:19:11.733> strategies<00:19:12.313> and<00:19:12.393> how<00:19:12.635> he's<00:19:12.860> going<00:19:12.925> to<00:19:13.037> get<00:19:13.198> to<00:19:13.279> Mars,<00:19:14.084> but<00:19:14.229> also<00:19:14.486> sitting<00:19:14.873> on<00:19:14.953> the<00:19:15.034> factory<00:19:15.452> floor,<00:19:16.080> figuring<00:19:16.724> out<00:19:16.805> how<00:19:16.901> to<00:19:16.950> make<00:19:17.145> the<00:19:17.389> manufacturing<00:19:18.040> process<00:19:18.529> better.

00:19:19.099 --> 00:19:19.766
That's<00:19:19.343> incredible.

00:19:19.815 --> 00:19:22.534
And<00:19:19.913> something<00:19:20.222> that<00:19:20.466> I<00:19:20.483> think,<00:19:20.711> again,<00:19:20.955> founders<00:19:21.378> are<00:19:21.867> uniquely<00:19:22.257> suited.

00:19:23.890 --> 00:19:28.798
How<00:19:24.168> are<00:19:24.315> you<00:19:24.495> thinking<00:19:24.724> about<00:19:25.133> artificial<00:19:25.640> intelligence,<00:19:26.376> its<00:19:26.622> rise,<00:19:27.113> and<00:19:27.260> how<00:19:27.374> are<00:19:27.505> you<00:19:27.669> implementing<00:19:28.241> it<00:19:28.340> in<00:19:28.421> your<00:19:28.585> company?

00:19:30.230 --> 00:19:40.541
Yeah,<00:19:30.574> it's<00:19:30.739> one<00:19:30.854> of<00:19:30.919> the,<00:19:31.314> the<00:19:31.412> amazing<00:19:32.151> kind<00:19:32.332> of<00:19:32.463> tidal<00:19:32.792> waves<00:19:32.989> or<00:19:33.120> forces,<00:19:33.942> um,<00:19:34.867> maybe<00:19:35.107> one<00:19:35.219> of<00:19:35.283> the<00:19:35.347> most<00:19:35.668> incredible<00:19:36.085> that<00:19:36.229> I've<00:19:36.341> seen<00:19:36.886> in<00:19:37.030> technology,<00:19:37.768> at<00:19:37.832> least<00:19:38.088> in<00:19:38.169> the<00:19:38.249> last<00:19:38.489> 20<00:19:38.794> years<00:19:38.954> that<00:19:39.050> I've<00:19:39.130> been<00:19:39.291> involved.

00:19:41.454 --> 00:19:43.939
We've<00:19:41.679> been<00:19:41.855> excited<00:19:42.192> about<00:19:42.432> it<00:19:42.961> for<00:19:43.122> a<00:19:43.202> little<00:19:43.378> bit<00:19:43.538> of<00:19:43.650> time<00:19:43.859> now.

00:19:44.115 --> 00:19:49.838
So<00:19:44.404> when<00:19:44.500> we<00:19:44.596> started<00:19:45.125> the<00:19:45.205> company,<00:19:45.558> Samsara,<00:19:46.824> as<00:19:46.904> I<00:19:46.920> mentioned<00:19:47.305> earlier,<00:19:47.546> we<00:19:47.690> pull<00:19:47.962> in<00:19:48.251> all<00:19:48.427> of<00:19:48.571> this<00:19:48.748> data<00:19:48.988> from<00:19:49.213> operations.

00:19:50.351 --> 00:19:52.707
It<00:19:50.415> can<00:19:50.575> actually<00:19:50.896> be<00:19:51.056> an<00:19:51.136> enormous,<00:19:51.697> overwhelming<00:19:52.178> amount<00:19:52.434> of<00:19:52.515> data.

00:19:52.755 --> 00:19:58.942
If<00:19:52.915> you<00:19:52.995> think<00:19:53.156> about<00:19:53.380> all<00:19:53.492> the<00:19:53.637> GPS<00:19:54.117> data<00:19:54.358> and<00:19:54.743> camera<00:19:55.143> data,<00:19:56.105> you<00:19:56.137> know,<00:19:56.346> all<00:19:56.458> the<00:19:56.602> other<00:19:56.746> machine<00:19:57.083> data,<00:19:57.868> it's<00:19:58.045> too<00:19:58.141> much<00:19:58.365> to<00:19:58.461> sift<00:19:58.766> through.

00:19:59.006 --> 00:20:03.353
So<00:19:59.407> we<00:19:59.551> started<00:19:59.952> investing<00:20:00.369> in<00:20:00.513> AI<00:20:00.850> to<00:20:01.010> basically<00:20:01.475> help<00:20:02.116> find<00:20:02.357> insights<00:20:02.775> in<00:20:02.839> the<00:20:02.935> data.

00:20:03.497 --> 00:20:05.938
And<00:20:03.577> this<00:20:03.754> is<00:20:03.963> pre-pandemic,<00:20:05.006> you<00:20:05.087> know,<00:20:05.167> as<00:20:05.279> a<00:20:05.344> company<00:20:05.568> who's<00:20:05.809> young.

00:20:06.548 --> 00:20:13.291
And<00:20:06.612> that<00:20:06.853> showed<00:20:07.254> us<00:20:07.415> that,<00:20:07.591> wow,<00:20:07.977> AI,<00:20:08.860> even<00:20:09.036> if<00:20:09.197> it's<00:20:09.518> in<00:20:09.614> its<00:20:09.839> form<00:20:10.401> 5,<00:20:10.642> 7<00:20:10.883> years<00:20:11.124> ago,<00:20:11.429> was<00:20:11.589> very<00:20:11.830> powerful<00:20:12.424> for<00:20:12.569> finding<00:20:12.809> insights.

00:20:14.335 --> 00:20:15.892
We<00:20:14.479> then<00:20:14.656> plumbed<00:20:14.913> those<00:20:15.137> through<00:20:15.282> to<00:20:15.314> our<00:20:15.459> customers.

00:20:15.940 --> 00:20:22.057
We'd<00:20:16.101> give<00:20:16.326> them<00:20:17.449> alerts<00:20:17.883> if<00:20:18.027> they<00:20:18.108> were<00:20:18.333> driving<00:20:18.814> in<00:20:19.456> risky<00:20:19.874> ways<00:20:20.372> or<00:20:20.837> alerts<00:20:21.158> if<00:20:21.223> something<00:20:21.479> was<00:20:21.576> going<00:20:21.720> to<00:20:21.801> break.

00:20:22.764 --> 00:20:24.867
That<00:20:23.486> produces<00:20:23.888> a<00:20:23.952> lot<00:20:24.129> of<00:20:24.193> value<00:20:24.369> to<00:20:24.466> the<00:20:24.594> customer.

00:20:24.947 --> 00:20:26.376
So<00:20:25.108> that<00:20:25.188> showed<00:20:25.493> us<00:20:25.574> the<00:20:25.654> power<00:20:25.975> of<00:20:26.119> AI.

00:20:26.922 --> 00:20:33.959
More<00:20:27.083> recently,<00:20:27.870> this<00:20:28.142> large<00:20:28.446> language<00:20:28.767> model<00:20:29.007> revolution<00:20:29.664> and<00:20:29.825> some<00:20:30.001> of<00:20:30.065> the<00:20:30.129> just<00:20:30.466> new<00:20:30.690> GPU<00:20:31.107> compute<00:20:31.603> and<00:20:32.052> all<00:20:32.164> the<00:20:32.292> capabilities<00:20:32.933> have<00:20:33.030> just<00:20:33.254> been<00:20:33.366> accelerating.

00:20:34.536 --> 00:20:40.337
I<00:20:34.552> think<00:20:34.792> now<00:20:35.017> we<00:20:35.113> can<00:20:35.193> do<00:20:35.353> things<00:20:35.658> that<00:20:35.754> are<00:20:35.914> 100<00:20:36.795> times,<00:20:37.100> maybe<00:20:37.244> 1,000<00:20:37.677> times<00:20:37.869> more<00:20:38.061> powerful<00:20:38.798> than<00:20:39.199> what<00:20:39.359> we<00:20:39.439> could<00:20:39.584> do<00:20:39.680> when<00:20:39.824> we<00:20:39.920> started.

00:20:40.802 --> 00:20:44.327
So<00:20:40.962> now<00:20:41.202> we're<00:20:41.362> thinking<00:20:41.667> about<00:20:42.084> how<00:20:42.164> do<00:20:42.308> we<00:20:42.404> infuse<00:20:42.789> AI<00:20:43.221> across<00:20:43.686> the<00:20:43.830> platform?

00:20:44.439 --> 00:20:50.593
So<00:20:44.792> it's<00:20:44.968> not<00:20:45.192> just<00:20:45.529> in<00:20:45.609> a<00:20:45.689> product<00:20:46.170> or<00:20:46.250> two<00:20:46.570> or<00:20:46.731> a<00:20:46.811> feature<00:20:47.131> or<00:20:47.356> two,<00:20:48.157> but<00:20:48.477> almost<00:20:48.814> in<00:20:48.958> everything<00:20:49.375> that<00:20:49.471> our<00:20:49.615> customer<00:20:49.920> interacts<00:20:50.416> with.

00:20:51.057 --> 00:20:55.112
And<00:20:51.138> then<00:20:51.442> even<00:20:51.618> internally,<00:20:52.163> how<00:20:52.259> do<00:20:52.339> we<00:20:52.500> embrace<00:20:52.884> AI<00:20:53.221> to<00:20:53.734> kind<00:20:54.263> of<00:20:54.295> free<00:20:54.583> up<00:20:54.663> our<00:20:54.824> time.

00:20:55.224 --> 00:21:00.082
So<00:20:55.850> the<00:20:55.882> stuff<00:20:56.266> that<00:20:56.747> could<00:20:56.827> be<00:20:56.972> handled<00:20:57.228> by<00:20:57.372> an<00:20:57.533> AI<00:20:57.950> that's<00:20:58.174> like,<00:20:58.430> you<00:20:58.495> know,<00:20:58.735> filling<00:20:58.927> something<00:20:59.296> out<00:20:59.472> gets<00:20:59.793> done.

00:21:00.595 --> 00:21:06.237
And<00:21:00.675> then<00:21:00.835> the<00:21:00.979> more<00:21:01.156> creative<00:21:01.701> work<00:21:02.823> or<00:21:03.159> more<00:21:03.320> customer-facing<00:21:04.025> work<00:21:04.522> is<00:21:05.163> where<00:21:05.484> we<00:21:05.644> spend<00:21:05.901> our<00:21:06.045> time.

00:21:07.487 --> 00:21:09.026
How<00:21:07.584> are<00:21:07.792> you<00:21:07.872> thinking<00:21:08.145> about<00:21:08.465> it<00:21:08.610> long-term?

00:21:09.091 --> 00:21:11.784
And<00:21:09.171> I<00:21:09.187> know<00:21:09.411> that<00:21:09.555> this<00:21:09.732> is<00:21:09.876> the<00:21:09.956> question<00:21:10.277> everybody's<00:21:11.094> trying<00:21:11.335> to<00:21:11.495> answer.

00:21:11.832 --> 00:21:22.155
So<00:21:12.040> it's<00:21:12.200> probably<00:21:12.858> impossible<00:21:13.419> to<00:21:13.579> answer<00:21:13.900> because<00:21:14.845> who<00:21:15.022> knows<00:21:15.326> where<00:21:15.503> it<00:21:15.583> is<00:21:15.823> in<00:21:15.887> like<00:21:16.144> 5<00:21:16.400> or<00:21:16.464> 10<00:21:16.769> years,<00:21:17.843> but<00:21:18.468> you<00:21:18.548> know,<00:21:18.869> and<00:21:19.334> whether<00:21:19.590> we'll<00:21:19.751> get<00:21:19.975> to<00:21:20.135> AGI<00:21:20.376> or<00:21:20.552> not,<00:21:20.793> but<00:21:21.033> how<00:21:21.129> are<00:21:21.338> you<00:21:21.434> thinking<00:21:21.770> about<00:21:22.091> it?

00:21:22.219 --> 00:21:23.357
And<00:21:22.315> what<00:21:22.379> are<00:21:22.556> you<00:21:22.700> preparing<00:21:23.181> for?

00:21:23.437 --> 00:21:27.280
Like<00:21:23.758> it<00:21:23.918> will<00:21:24.159> be<00:21:24.383> drastically<00:21:25.024> different<00:21:25.441> and<00:21:25.570> better<00:21:25.928> in<00:21:26.091> the<00:21:26.172> next<00:21:26.416> 5<00:21:26.644> to<00:21:26.742> 10<00:21:26.970> years.

00:21:28.192 --> 00:21:30.993
So<00:21:28.517> what<00:21:28.696> should<00:21:28.924> people<00:21:29.185> be<00:21:29.266> thinking<00:21:29.608> about<00:21:29.918> now<00:21:30.325> if<00:21:30.488> that's<00:21:30.732> true?

00:21:32.590 --> 00:21:38.316
Well,<00:21:32.929> I,<00:21:33.091> you<00:21:33.188> know,<00:21:33.253> I<00:21:33.431> think<00:21:33.576> there's<00:21:33.754> this<00:21:33.997> huge<00:21:34.239> debate<00:21:34.579> about,<00:21:35.453> you<00:21:35.679> know,<00:21:36.245> if<00:21:36.504> we<00:21:36.601> can<00:21:36.747> achieve<00:21:37.054> AGI<00:21:37.377> and<00:21:37.636> exactly<00:21:38.121> when.

00:21:38.930 --> 00:21:43.268
I'd<00:21:39.076> step<00:21:39.254> back<00:21:39.561> and<00:21:39.642> I<00:21:39.674> just<00:21:40.046> look<00:21:40.224> at<00:21:40.305> what<00:21:40.467> we<00:21:40.612> have<00:21:41.033> already<00:21:41.357> on<00:21:41.502> the<00:21:41.534> table<00:21:41.922> and<00:21:42.068> how<00:21:42.165> incredibly<00:21:42.635> useful<00:21:43.041> it<00:21:43.138> is.

00:21:43.705 --> 00:21:49.234
And<00:21:43.786> it<00:21:43.835> reminds<00:21:44.192> me<00:21:44.257> a<00:21:44.273> lot<00:21:44.905> of<00:21:45.327> the<00:21:45.424> sort<00:21:45.667> of<00:21:45.894> internet<00:21:46.689> revolution<00:21:47.580> way<00:21:47.678> back<00:21:48.067> in<00:21:48.229> the<00:21:48.569> mid-1990s.

00:21:50.009 --> 00:21:54.765
Even<00:21:50.189> though<00:21:50.352> the<00:21:50.434> web<00:21:50.663> browsers<00:21:51.153> were<00:21:51.251> basic<00:21:51.823> in<00:21:51.987> the<00:21:52.052> mid-'90s,<00:21:53.062> You<00:21:53.207> could<00:21:53.367> tell<00:21:53.624> there<00:21:53.705> was<00:21:53.817> something<00:21:54.187> there,<00:21:54.588> right?

00:21:54.829 --> 00:22:04.787
Like<00:21:55.231> the<00:21:55.295> idea<00:21:55.616> that<00:21:55.777> you<00:21:55.857> can<00:21:55.953> now<00:21:56.194> book<00:21:56.435> an<00:21:56.515> airline<00:21:56.901> ticket<00:21:57.174> without<00:21:57.559> having<00:21:57.945> to,<00:21:58.684> you<00:21:58.796> know,<00:21:59.246> call<00:21:59.567> a<00:21:59.631> travel<00:21:59.953> agent<00:22:00.210> during<00:22:00.451> business<00:22:00.836> hours<00:22:01.334> or,<00:22:01.896> you<00:22:01.976> know,<00:22:02.137> just<00:22:02.378> so<00:22:02.603> many<00:22:02.763> different<00:22:03.004> useful<00:22:03.261> things,<00:22:03.663> email,<00:22:04.386> et<00:22:04.450> cetera.

00:22:05.349 --> 00:22:10.152
That's<00:22:05.671> kind<00:22:05.847> of<00:22:05.976> what<00:22:06.136> I<00:22:06.233> now<00:22:06.474> see<00:22:07.180> personally<00:22:07.839> with<00:22:08.385> all<00:22:08.497> the<00:22:09.043> new<00:22:09.349> AIs<00:22:09.606> that<00:22:09.702> are<00:22:09.766> available.

00:22:10.634 --> 00:22:18.809
And<00:22:11.035> every<00:22:11.276> year<00:22:11.613> it<00:22:11.758> gets<00:22:11.935> better<00:22:12.175> and<00:22:12.256> better<00:22:12.641> because<00:22:12.882> I<00:22:12.962> think<00:22:13.219> most<00:22:13.476> of<00:22:13.621> us<00:22:14.183> two<00:22:14.328> Thanksgivings<00:22:14.906> ago<00:22:15.131> had<00:22:15.227> that<00:22:15.388> ChatGPT<00:22:16.094> moment<00:22:16.496> where<00:22:16.753> you<00:22:16.849> tried<00:22:17.138> it<00:22:17.219> out<00:22:17.395> and<00:22:17.460> you<00:22:17.492> said,<00:22:17.701> wow,<00:22:17.877> this<00:22:18.054> is<00:22:18.199> really<00:22:18.423> interesting.

00:22:19.884 --> 00:22:22.902
Now<00:22:20.430> that<00:22:20.607> ChatGPT<00:22:21.489> version<00:22:21.971> seems<00:22:22.276> really<00:22:22.516> primitive.

00:22:23.078 --> 00:22:24.491
That's<00:22:23.720> just<00:22:23.881> been<00:22:24.041> 2<00:22:24.202> years.

00:22:24.539 --> 00:22:28.198
So<00:22:25.261> 5<00:22:25.486> years<00:22:25.758> is<00:22:25.903> going<00:22:25.999> to<00:22:26.128> be<00:22:26.481> a<00:22:26.545> wild<00:22:26.850> guess<00:22:27.187> and<00:22:27.283> 10<00:22:27.508> years,<00:22:27.813> who<00:22:27.909> knows?

00:22:28.696 --> 00:22:33.125
But<00:22:29.418> I<00:22:29.434> do<00:22:29.594> think<00:22:29.771> it's<00:22:29.899> safe<00:22:30.140> to<00:22:30.220> say<00:22:30.397> these<00:22:30.654> are<00:22:31.745> the<00:22:31.921> worst<00:22:32.387> AIs<00:22:32.644> we're<00:22:32.788> going<00:22:32.868> to<00:22:32.900> see.

00:22:33.189 --> 00:22:34.168
It's<00:22:33.350> only<00:22:33.526> going<00:22:33.671> to<00:22:33.751> get<00:22:33.928> better.

00:22:34.570 --> 00:22:40.652
So<00:22:34.971> if<00:22:35.131> these<00:22:35.436> AIs<00:22:35.838> can<00:22:35.998> produce<00:22:36.319> value<00:22:36.897> today,<00:22:37.699> we<00:22:37.780> should<00:22:37.924> absolutely<00:22:38.245> embrace<00:22:38.582> it,<00:22:38.743> kind<00:22:38.919> of<00:22:38.983> get<00:22:39.609> practice<00:22:40.026> with<00:22:40.251> using<00:22:40.572> it.

00:22:40.733 --> 00:22:46.944
We're<00:22:40.813> using<00:22:41.134> it<00:22:41.230> to<00:22:42.097> help<00:22:42.530> us<00:22:42.739> write<00:22:42.915> code<00:22:43.317> and<00:22:43.397> that<00:22:43.557> might<00:22:43.718> be<00:22:43.862> test<00:22:44.183> code<00:22:44.536> or<00:22:45.003> security<00:22:45.811> code<00:22:46.135> or<00:22:46.216> something<00:22:46.539> like<00:22:46.701> that.

00:22:47.671 --> 00:22:50.227
Eventually<00:22:48.092> it's<00:22:48.302> gonna<00:22:48.561> help<00:22:48.804> us<00:22:49.111> write<00:22:49.273> a<00:22:49.289> lot<00:22:49.451> of<00:22:49.515> production<00:22:50.000> code.

00:22:50.970 --> 00:22:53.088
Eventually<00:22:51.244> these<00:22:51.471> agents<00:22:51.778> will<00:22:51.827> be<00:22:51.956> able<00:22:52.069> to<00:22:52.215> build<00:22:52.441> a<00:22:52.458> lot<00:22:52.684> more<00:22:52.797> for<00:22:53.024> us.

00:22:53.186 --> 00:22:56.712
So<00:22:53.752> there's<00:22:54.059> a<00:22:54.075> lot<00:22:54.399> there<00:22:54.722> that<00:22:55.046> I<00:22:55.191> think<00:22:55.531> we're<00:22:55.677> all<00:22:55.790> starting<00:22:56.113> to<00:22:56.178> wrap<00:22:56.356> our<00:22:56.485> heads<00:22:56.615> around.

00:22:57.779 --> 00:22:59.025
What<00:22:57.876> have<00:22:58.022> you<00:22:58.119> learned<00:22:58.297> about<00:22:58.523> leadership?

00:22:59.090 --> 00:23:06.066
I<00:22:59.154> mean,<00:22:59.268> you've<00:22:59.397> been<00:22:59.494> a<00:22:59.510> CEO<00:23:00.060> and<00:23:00.157> a<00:23:00.190> leader<00:23:01.342> now<00:23:02.008> for<00:23:02.170> two<00:23:02.397> companies<00:23:03.696> and<00:23:04.037> seen,<00:23:04.427> you<00:23:04.524> know,<00:23:04.686> them<00:23:04.995> all<00:23:05.076> the<00:23:05.157> way<00:23:05.271> through<00:23:05.498> to<00:23:05.660> present<00:23:05.985> day.

00:23:07.965 --> 00:23:11.186
What<00:23:08.046> have<00:23:08.192> you<00:23:08.274> learned<00:23:08.436> about<00:23:08.615> leadership<00:23:09.038> and<00:23:09.168> how<00:23:09.282> has<00:23:09.429> your<00:23:09.591> leadership<00:23:10.014> style<00:23:10.323> changed<00:23:10.746> if<00:23:10.893> it<00:23:10.974> has?

00:23:13.572 --> 00:23:19.174
Um,<00:23:14.600> you<00:23:14.632> know,<00:23:14.792> I,<00:23:15.033> I<00:23:15.113> have<00:23:15.274> to<00:23:15.354> say<00:23:15.498> I've<00:23:15.659> learned<00:23:15.900> a<00:23:15.916> lot<00:23:16.397> just<00:23:16.718> kind<00:23:16.895> of<00:23:17.842> by<00:23:18.067> trial<00:23:18.324> and<00:23:18.468> error<00:23:18.629> and<00:23:18.709> by<00:23:18.885> doing.

00:23:19.511 --> 00:23:26.446
Um,<00:23:19.768> at<00:23:19.929> the<00:23:20.009> beginning,<00:23:20.812> I,<00:23:20.972> and<00:23:21.357> first<00:23:21.550> of<00:23:21.678> all,<00:23:21.855> I<00:23:21.871> have<00:23:22.015> to<00:23:22.096> say<00:23:22.658> I<00:23:22.722> never<00:23:23.621> imagined<00:23:24.487> that<00:23:24.584> I<00:23:24.664> would<00:23:24.825> be<00:23:25.226> leading<00:23:25.627> a<00:23:25.691> public<00:23:26.028> company.

00:23:26.831 --> 00:23:31.406
And<00:23:26.975> so<00:23:27.152> when<00:23:27.313> we<00:23:27.393> started<00:23:27.906> Meraki,<00:23:28.741> we<00:23:28.821> were<00:23:28.918> really<00:23:29.159> grad<00:23:29.463> students<00:23:29.801> that<00:23:29.945> wanted<00:23:30.202> to<00:23:30.266> see<00:23:30.378> our<00:23:30.587> products<00:23:30.908> out<00:23:31.004> in<00:23:31.069> the<00:23:31.165> world.

00:23:31.727 --> 00:23:34.135
We<00:23:31.871> wanted<00:23:32.128> to<00:23:32.208> go<00:23:32.369> see<00:23:32.594> the<00:23:32.690> technology<00:23:33.653> have<00:23:33.830> impact.

00:23:34.215 --> 00:23:34.953
That's<00:23:34.440> what<00:23:34.536> drove<00:23:34.777> us.

00:23:35.563 --> 00:23:40.540
Uh,<00:23:35.884> all<00:23:36.045> of<00:23:36.141> this<00:23:36.526> sort<00:23:36.719> of<00:23:36.847> happened<00:23:37.265> in<00:23:37.361> service<00:23:37.746> of<00:23:37.826> that,<00:23:37.987> of<00:23:38.067> like,<00:23:38.292> okay,<00:23:38.469> the<00:23:38.613> way<00:23:38.709> to<00:23:38.806> do<00:23:39.030> that<00:23:39.512> is<00:23:39.592> by<00:23:39.753> building<00:23:40.074> products.

00:23:40.877 --> 00:23:48.072
The<00:23:40.957> way<00:23:41.038> to<00:23:41.182> get<00:23:41.359> products<00:23:41.680> out<00:23:41.776> in<00:23:41.825> the<00:23:41.905> world,<00:23:42.098> at<00:23:42.178> least<00:23:42.403> for<00:23:42.547> Meraki<00:23:42.965> and<00:23:43.109> Samsara,<00:23:43.495> has<00:23:43.607> been<00:23:44.153> to<00:23:44.250> build<00:23:44.410> a<00:23:44.459> sales<00:23:44.796> team<00:23:44.972> to<00:23:45.053> get<00:23:45.535> customers<00:23:46.016> to<00:23:46.241> use<00:23:46.482> it<00:23:46.659> because<00:23:46.916> it<00:23:47.044> needs<00:23:47.221> to<00:23:47.285> solve<00:23:47.526> problems<00:23:47.847> for<00:23:47.976> them.

00:23:48.907 --> 00:23:59.909
So<00:23:49.309> that's<00:23:49.630> been<00:23:49.935> an<00:23:50.272> amazing<00:23:50.915> sort<00:23:51.140> of<00:23:51.172> learning<00:23:51.477> journey<00:23:51.734> for<00:23:51.878> me<00:23:52.103> to<00:23:52.200> go<00:23:52.376> from<00:23:53.163> really<00:23:53.404> being<00:23:53.629> an<00:23:54.207> engineer<00:23:54.609> and<00:23:54.769> technologist<00:23:55.637> to,<00:23:56.440> well,<00:23:56.761> okay,<00:23:57.002> how<00:23:57.178> does<00:23:57.339> this<00:23:57.451> stuff<00:23:57.741> get<00:23:57.965> out<00:23:58.142> there<00:23:58.383> and<00:23:58.527> how<00:23:58.560> do<00:23:58.640> you<00:23:58.768> do<00:23:58.881> it<00:23:58.929> in<00:23:58.961> a<00:23:59.041> sustainable<00:23:59.652> way?

00:24:00.969 --> 00:24:03.137
So<00:24:01.113> a<00:24:01.129> lot<00:24:01.595> learned<00:24:01.916> about<00:24:02.221> business<00:24:02.639> in<00:24:02.703> that<00:24:02.880> sense.

00:24:03.281 --> 00:24:05.851
And<00:24:03.346> then<00:24:04.341> in<00:24:04.470> order<00:24:04.711> to<00:24:04.823> do<00:24:04.968> this,<00:24:05.193> you<00:24:05.225> need<00:24:05.466> a<00:24:05.530> team.

00:24:06.012 --> 00:24:07.791
And<00:24:06.172> you<00:24:06.252> need<00:24:06.428> a<00:24:06.573> pretty<00:24:06.813> big<00:24:07.037> team,<00:24:07.214> it<00:24:07.294> turns<00:24:07.679> out.

00:24:08.047 --> 00:24:18.515
So<00:24:08.256> the<00:24:08.400> leadership<00:24:08.817> part<00:24:09.121> came<00:24:09.618> again<00:24:09.843> as<00:24:09.939> a<00:24:10.003> byproduct<00:24:10.580> of<00:24:10.660> that,<00:24:10.901> of,<00:24:11.302> well,<00:24:11.462> we<00:24:11.606> do<00:24:11.718> need<00:24:11.927> dozens<00:24:12.424> and<00:24:12.568> then<00:24:12.728> hundreds<00:24:13.049> and<00:24:13.097> now<00:24:13.305> thousands<00:24:13.722> of<00:24:13.866> people<00:24:14.139> to<00:24:14.187> pull<00:24:14.828> this<00:24:15.053> off<00:24:15.630> and,<00:24:15.950> and<00:24:16.030> to<00:24:16.191> keep<00:24:16.431> doubling<00:24:16.816> down<00:24:17.633> on<00:24:17.730> the<00:24:17.810> stuff<00:24:18.050> that's<00:24:18.275> working.

00:24:19.060 --> 00:24:28.181
Um,<00:24:19.461> so<00:24:19.781> I<00:24:19.797> would<00:24:19.894> say<00:24:20.198> I've<00:24:20.342> kind<00:24:20.519> of<00:24:20.663> learned<00:24:21.224> just<00:24:21.400> through<00:24:21.625> that<00:24:21.801> trial<00:24:22.042> and<00:24:22.122> experience<00:24:22.587> process<00:24:23.164> and<00:24:23.789> highly<00:24:24.110> recommend<00:24:24.542> it<00:24:24.687> to<00:24:24.911> folks<00:24:25.152> that<00:24:25.264> have<00:24:25.729> an<00:24:25.873> idea<00:24:26.274> of<00:24:26.386> a<00:24:26.690> product<00:24:26.947> they<00:24:27.011> want<00:24:27.155> to<00:24:27.187> see<00:24:27.396> happen<00:24:27.813> in<00:24:27.957> the<00:24:28.037> world.

00:24:28.838 --> 00:24:34.000
Um,<00:24:29.319> as<00:24:29.480> far<00:24:29.640> as<00:24:29.736> the<00:24:29.961> actual<00:24:30.361> leadership<00:24:30.762> lessons,<00:24:31.099> there's<00:24:31.483> a<00:24:31.564> ton<00:24:31.820> we<00:24:31.964> could<00:24:32.044> spend<00:24:32.846> an<00:24:33.102> hour<00:24:33.343> talking<00:24:33.728> through<00:24:33.904> them.

00:24:34.128 --> 00:24:41.358
But<00:24:34.786> for<00:24:34.866> me,<00:24:35.427> keeping<00:24:35.651> that<00:24:35.812> curiosity<00:24:36.533> and<00:24:36.629> that<00:24:36.870> initial<00:24:37.431> kind<00:24:38.008> of<00:24:38.072> beginner's<00:24:38.569> mind<00:24:38.937> of,<00:24:39.114> okay,<00:24:39.354> how<00:24:39.515> do<00:24:39.595> we<00:24:39.739> do<00:24:39.899> this<00:24:40.156> and<00:24:40.300> how<00:24:40.332> are<00:24:40.412> we<00:24:40.476> going<00:24:40.589> to<00:24:40.701> figure<00:24:40.941> this<00:24:41.182> out?

00:24:41.999 --> 00:24:43.458
It<00:24:42.095> makes<00:24:42.320> the<00:24:42.464> job<00:24:42.785> really<00:24:42.961> interesting.

00:24:43.522 --> 00:24:47.690
And<00:24:43.602> I<00:24:43.746> think<00:24:44.003> that<00:24:44.243> style<00:24:44.628> of<00:24:44.724> leadership<00:24:45.526> resonates<00:24:45.927> with<00:24:46.023> a<00:24:46.087> lot<00:24:46.263> of<00:24:46.327> people<00:24:46.600> because<00:24:46.808> they<00:24:46.952> identify<00:24:47.369> with<00:24:47.610> it.

00:24:48.010 --> 00:24:49.597
We're<00:24:48.155> all<00:24:48.251> figuring<00:24:48.716> this<00:24:48.956> out<00:24:49.133> as<00:24:49.293> we<00:24:49.373> go.

00:24:49.694 --> 00:24:57.725
Very<00:24:49.854> few<00:24:50.078> people,<00:24:50.960> if<00:24:51.441> any,<00:24:51.633> I<00:24:51.697> think<00:24:51.874> are<00:24:52.018> born<00:24:52.323> out<00:24:52.435> of<00:24:52.483> the<00:24:52.579> womb<00:24:52.803> saying,<00:24:52.996> I'm,<00:24:53.685> you<00:24:53.717> know,<00:24:53.942> a<00:24:54.086> great<00:24:54.406> engineering<00:24:54.823> director<00:24:55.625> or<00:24:55.769> I'm<00:24:55.945> a<00:24:56.010> great<00:24:56.587> sales<00:24:56.891> vice<00:24:57.067> president,<00:24:57.613> right?

00:24:57.789 --> 00:24:58.959
Like<00:24:57.949> you<00:24:58.029> figure<00:24:58.286> this<00:24:58.414> stuff<00:24:58.687> out<00:24:58.735> as<00:24:58.767> you<00:24:58.911> go.

00:25:00.179 --> 00:25:08.111
What<00:25:00.340> are<00:25:00.372> some<00:25:00.596> products<00:25:01.078> or<00:25:01.303> apps<00:25:01.624> or<00:25:01.704> even<00:25:01.881> activities<00:25:02.507> you<00:25:02.668> do<00:25:02.925> every<00:25:03.165> day<00:25:03.727> that<00:25:03.888> keep<00:25:04.145> you<00:25:04.273> grounded<00:25:04.932> that<00:25:05.156> you<00:25:06.120> really<00:25:06.377> enjoy,<00:25:06.858> you<00:25:07.003> would<00:25:07.099> recommend<00:25:07.485> other<00:25:07.661> people<00:25:07.902> do?

00:25:08.576 --> 00:25:12.655
Do<00:25:10.375> you<00:25:10.407> have<00:25:10.567> anything<00:25:10.872> like<00:25:11.097> that?

00:25:14.068 --> 00:25:22.080
Maybe<00:25:14.325> more<00:25:14.581> so<00:25:15.529> than<00:25:16.075> what<00:25:16.235> I<00:25:16.316> do<00:25:16.492> every<00:25:16.653> day,<00:25:17.070> it's<00:25:17.520> what<00:25:17.680> I<00:25:17.761> don't<00:25:18.018> do<00:25:18.242> is<00:25:18.965> I<00:25:19.206> actually<00:25:19.463> try<00:25:19.623> to<00:25:19.703> find<00:25:20.009> blocks<00:25:20.281> of<00:25:20.346> time<00:25:20.811> where<00:25:20.908> I've<00:25:21.052> got<00:25:21.229> nothing<00:25:21.550> scheduled.

00:25:22.915 --> 00:25:29.345
And<00:25:23.557> in<00:25:23.878> my<00:25:24.103> role,<00:25:24.440> if<00:25:24.536> I'm<00:25:24.681> not<00:25:24.841> careful,<00:25:25.965> a<00:25:26.110> 20-minute<00:25:26.511> meeting<00:25:26.832> will<00:25:26.993> land<00:25:27.410> or<00:25:27.812> quick<00:25:27.990> phone<00:25:28.216> call<00:25:28.474> or<00:25:28.538> something<00:25:28.925> like<00:25:29.103> that.

00:25:29.893 --> 00:25:36.970
Uh,<00:25:29.990> personally,<00:25:30.813> I<00:25:30.845> like<00:25:30.958> to<00:25:31.055> just<00:25:31.264> have<00:25:31.442> a<00:25:31.523> little<00:25:31.684> bit<00:25:31.829> of<00:25:31.910> time<00:25:32.329> to<00:25:34.137> explore<00:25:34.555> whatever<00:25:34.813> I'm<00:25:34.974> interested<00:25:35.441> in<00:25:35.521> that<00:25:35.763> day,<00:25:36.246> go<00:25:36.391> on<00:25:36.503> a<00:25:36.632> walk.

00:25:37.598 --> 00:25:40.223
Uh,<00:25:37.695> if,<00:25:38.017> you<00:25:38.049> know,<00:25:38.178> maybe<00:25:38.387> I'll<00:25:38.580> call<00:25:38.693> my<00:25:38.886> co-founder<00:25:39.450> or<00:25:39.546> something<00:25:39.869> like<00:25:40.030> that.

00:25:40.754 --> 00:25:44.558
Um,<00:25:40.915> so<00:25:41.060> that<00:25:41.173> flex<00:25:41.559> time<00:25:41.897> is<00:25:42.107> what<00:25:42.268> helps<00:25:42.590> me<00:25:42.944> stay<00:25:43.169> sane<00:25:43.540> and,<00:25:43.733> and<00:25:43.895> stay<00:25:44.121> grounded.

00:25:44.962 --> 00:25:51.331
It's<00:25:45.172> also<00:25:45.415> a<00:25:45.431> great<00:25:45.673> way<00:25:45.770> to<00:25:45.900> kind<00:25:46.077> of<00:25:46.158> pick<00:25:46.320> your<00:25:46.465> head<00:25:46.708> up<00:25:46.886> and<00:25:47.209> think,<00:25:47.435> okay,<00:25:47.775> is<00:25:47.920> this<00:25:48.098> the<00:25:48.163> most<00:25:48.421> important<00:25:48.890> thing<00:25:49.553> that<00:25:49.876> I<00:25:49.957> can<00:25:50.119> do<00:25:50.361> for<00:25:50.507> the<00:25:50.604> company<00:25:51.008> right<00:25:51.234> now?

00:25:51.428 --> 00:25:52.834
Or<00:25:51.493> is<00:25:51.638> this<00:25:51.735> the<00:25:51.897> problem<00:25:52.204> that<00:25:52.253> needs<00:25:52.463> solving?

00:25:53.028 --> 00:25:58.782
Or<00:25:53.125> is<00:25:53.255> this<00:25:53.320> just<00:25:53.482> something<00:25:54.242> that<00:25:54.386> I<00:25:54.402> was<00:25:54.482> doing<00:25:54.723> last<00:25:54.948> quarter<00:25:55.606> or<00:25:55.750> last<00:25:56.071> year<00:25:56.263> that<00:25:56.360> I'm<00:25:56.488> just<00:25:56.664> doing<00:25:56.953> all<00:25:57.049> over<00:25:57.274> again,<00:25:57.932> almost<00:25:58.237> out<00:25:58.317> of<00:25:58.349> muscle<00:25:58.558> memory.

00:25:59.071 --> 00:26:02.312
So<00:25:59.520> that<00:25:59.681> time<00:25:59.857> to<00:26:00.002> reflect<00:26:00.659> is<00:26:00.804> something<00:26:01.141> that<00:26:01.301> I,<00:26:01.622> I<00:26:01.766> like<00:26:01.943> to<00:26:02.087> have.

00:26:02.970 --> 00:26:10.735
Um,<00:26:03.708> and<00:26:03.788> then,<00:26:04.574> you<00:26:04.654> know,<00:26:05.136> other<00:26:05.296> than<00:26:05.392> that,<00:26:05.874> I,<00:26:06.098> I<00:26:06.178> do<00:26:06.339> think<00:26:06.531> a<00:26:06.596> little<00:26:06.836> bit<00:26:06.981> of<00:26:07.077> routine<00:26:07.975> is<00:26:08.184> good<00:26:08.681> in<00:26:08.762> the<00:26:08.858> sense<00:26:09.243> of<00:26:09.403> it<00:26:09.628> helps<00:26:09.804> you<00:26:09.901> budget<00:26:10.189> your<00:26:10.350> time.

00:26:10.783 --> 00:26:16.078
So<00:26:11.553> a<00:26:11.569> lot<00:26:11.826> of<00:26:12.034> what,<00:26:12.596> what<00:26:12.853> we<00:26:12.997> think<00:26:13.238> of<00:26:13.639> at<00:26:13.719> the<00:26:13.896> CEO<00:26:14.152> level<00:26:14.762> are<00:26:15.019> operational<00:26:15.500> budgets,<00:26:15.901> right?

00:26:16.126 --> 00:26:17.393
Like<00:26:16.366> where<00:26:16.527> all<00:26:16.623> the<00:26:16.703> dollars<00:26:17.185> going.

00:26:18.051 --> 00:26:21.974
I<00:26:18.131> don't<00:26:18.452> think<00:26:18.629> enough<00:26:18.885> of<00:26:18.965> us<00:26:19.174> spend<00:26:19.334> enough<00:26:19.816> time<00:26:20.138> thinking<00:26:20.396> about<00:26:20.718> where's<00:26:21.104> all<00:26:21.136> that<00:26:21.346> time<00:26:21.684> going.

00:26:22.408 --> 00:26:31.228
So,<00:26:22.956> uh,<00:26:23.294> you<00:26:23.374> know,<00:26:23.680> having<00:26:23.922> free<00:26:24.099> time<00:26:24.244> is<00:26:24.357> important,<00:26:24.904> but<00:26:25.387> am<00:26:25.451> I<00:26:25.484> spending<00:26:25.854> enough<00:26:26.031> time<00:26:26.289> on<00:26:26.417> the<00:26:26.498> customer,<00:26:26.997> or<00:26:27.078> am<00:26:27.174> I<00:26:27.255> spending<00:26:27.625> time<00:26:28.366> with<00:26:28.607> the,<00:26:28.833> uh,<00:26:29.300> finance<00:26:29.463> teams,<00:26:29.888> or<00:26:29.986> am<00:26:30.068> I<00:26:30.149> spending<00:26:30.476> time<00:26:30.639> with<00:26:30.803> engineering?

00:26:31.277 --> 00:26:32.927
Like,<00:26:31.456> where<00:26:31.636> should<00:26:31.865> the<00:26:31.947> time<00:26:32.584> be<00:26:32.682> budgeted?

00:26:35.052 --> 00:26:45.796
What<00:26:35.133> do<00:26:35.214> you<00:26:35.311> think<00:26:35.634> about<00:26:35.941> this<00:26:36.264> kind<00:26:36.442> of<00:26:36.619> newly,<00:26:37.961> um,<00:26:38.284> found,<00:26:39.334> uh,<00:26:39.754> responsibility<00:26:40.643> that<00:26:40.789> CEOs<00:26:41.354> find<00:26:41.532> themselves<00:26:42.081> in,<00:26:42.405> in<00:26:42.566> having<00:26:42.905> to<00:26:42.986> comment<00:26:43.390> on<00:26:43.520> things<00:26:44.544> or<00:26:44.625> make<00:26:44.869> statements<00:26:45.276> about<00:26:45.585> things?

00:26:45.845 --> 00:27:05.587
I<00:26:45.926> mean,<00:26:46.073> you<00:26:46.154> don't<00:26:46.382> have<00:26:46.642> to,<00:26:46.870> obviously,<00:26:47.293> but<00:26:47.439> like,<00:26:47.780> people<00:26:48.008> are<00:26:48.106> now<00:26:48.350> looking<00:26:48.756> to<00:26:48.838> CEOs<00:26:49.293> and<00:26:49.358> business<00:26:49.521> leaders<00:26:51.237> to<00:26:51.413> make<00:26:52.054> a<00:26:52.199> comment<00:26:53.081> or<00:26:53.481> to<00:26:53.882> give<00:26:54.123> them<00:26:54.299> advice<00:26:55.181> or<00:26:55.502> for<00:26:55.887> leadership<00:26:57.089> on<00:26:57.330> things<00:26:57.666> that<00:26:57.955> have<00:26:58.612> kind<00:26:59.029> of<00:26:59.110> nothing<00:26:59.430> to<00:26:59.591> do<00:26:59.815> with<00:27:00.456> building<00:27:00.793> a<00:27:00.857> company<00:27:01.418> or<00:27:01.515> their<00:27:01.739> own<00:27:01.916> company,<00:27:02.461> but<00:27:02.573> it<00:27:02.781> almost<00:27:03.038> seems<00:27:03.278> like<00:27:04.465> required<00:27:05.122> at<00:27:05.203> this<00:27:05.443> point.

00:27:05.668 --> 00:27:06.982
How<00:27:05.908> have<00:27:06.245> you<00:27:06.453> managed<00:27:06.886> that?

00:27:08.393 --> 00:27:18.078
You<00:27:08.426> know,<00:27:08.634> I<00:27:08.794> think<00:27:08.955> it's<00:27:09.131> also<00:27:09.356> important<00:27:09.788> sometimes<00:27:10.205> to<00:27:10.350> say,<00:27:10.799> I<00:27:10.815> don't<00:27:12.258> know,<00:27:12.578> like,<00:27:13.925> I<00:27:13.957> know<00:27:14.102> about<00:27:14.342> our<00:27:14.503> products<00:27:15.048> and<00:27:15.208> I<00:27:15.224> know<00:27:15.449> about<00:27:15.946> the<00:27:16.026> customers<00:27:16.427> we're<00:27:16.587> serving,<00:27:16.988> but<00:27:17.132> I<00:27:17.148> don't<00:27:17.341> know<00:27:17.469> about<00:27:17.710> everything.

00:27:18.191 --> 00:27:29.413
So,<00:27:18.752> I<00:27:18.832> think<00:27:18.993> it's<00:27:19.153> okay<00:27:19.539> for<00:27:19.651> CEOs<00:27:20.197> to<00:27:20.277> remind<00:27:20.759> the<00:27:20.903> world<00:27:21.225> of<00:27:21.482> like<00:27:21.787> where,<00:27:22.365> where<00:27:22.525> they<00:27:22.622> do<00:27:22.766> have<00:27:22.927> expertise<00:27:23.569> and<00:27:23.826> sort<00:27:24.035> of<00:27:24.693> a<00:27:25.271> specific<00:27:25.817> point<00:27:26.042> of<00:27:26.122> view<00:27:26.218> to<00:27:26.315> share<00:27:27.085> and<00:27:27.182> maybe<00:27:27.487> where<00:27:27.824> it's<00:27:27.984> not<00:27:28.161> appropriate<00:27:28.595> or<00:27:28.723> not<00:27:28.948> relevant.

00:27:29.975 --> 00:27:35.579
And,<00:27:30.313> you<00:27:30.393> know,<00:27:30.634> yeah,<00:27:30.859> I<00:27:30.875> have<00:27:31.019> a<00:27:31.035> lot<00:27:31.212> of<00:27:31.340> thoughts<00:27:31.613> as<00:27:31.742> an<00:27:31.774> individual,<00:27:32.320> but<00:27:32.866> you<00:27:33.749> should<00:27:33.829> just<00:27:34.006> consider<00:27:34.327> me<00:27:34.471> just<00:27:34.648> like<00:27:34.825> any<00:27:35.033> other<00:27:35.290> person.

00:27:36.013 --> 00:27:44.491
And<00:27:36.157> so<00:27:36.254> that's<00:27:36.494> why<00:27:36.655> when<00:27:36.800> it<00:27:36.880> comes<00:27:37.056> to<00:27:37.153> things<00:27:37.362> like<00:27:37.458> politics,<00:27:38.084> like,<00:27:39.369> yeah,<00:27:39.625> we<00:27:39.722> don't<00:27:39.866> need<00:27:40.027> to<00:27:40.107> talk<00:27:40.348> about<00:27:40.573> that<00:27:40.749> because<00:27:41.055> it's<00:27:41.215> not<00:27:41.327> like<00:27:41.472> you<00:27:41.568> should<00:27:41.857> be<00:27:42.034> listening<00:27:42.516> to<00:27:42.580> my<00:27:42.757> political<00:27:43.174> opinion<00:27:43.640> on<00:27:44.170> something.

00:27:44.587 --> 00:27:58.029
And<00:27:44.924> I<00:27:45.246> think<00:27:45.470> once<00:27:45.663> you<00:27:45.792> admit<00:27:46.113> that,<00:27:46.466> it<00:27:46.691> actually<00:27:47.092> opens<00:27:47.478> up<00:27:47.799> the<00:27:47.911> sort<00:27:48.201> of<00:27:48.233> conversation<00:27:48.939> for<00:27:49.164> people<00:27:49.373> to<00:27:49.421> feel,<00:27:49.662> okay,<00:27:50.449> I'm<00:27:50.545> included<00:27:51.027> regardless<00:27:51.669> of<00:27:51.814> my<00:27:52.456> sort<00:27:52.569> of<00:27:52.713> point<00:27:52.938> of<00:27:53.018> view<00:27:53.275> or<00:27:53.597> somebody<00:27:53.982> else's<00:27:54.303> point<00:27:54.400> of<00:27:54.480> view<00:27:54.560> on<00:27:54.657> this<00:27:54.801> topic,<00:27:55.026> because<00:27:55.283> we're<00:27:55.379> here<00:27:56.070> actually<00:27:56.327> to<00:27:56.407> build<00:27:56.632> products<00:27:57.130> and<00:27:57.290> get<00:27:57.435> them<00:27:57.531> out<00:27:57.580> in<00:27:57.692> the<00:27:57.772> world.

00:27:58.093 --> 00:28:00.342
And<00:27:58.174> that's<00:27:58.479> our,<00:27:59.137> that's<00:27:59.362> our<00:27:59.459> reason<00:27:59.699> for<00:27:59.796> existence.

00:28:01.627 --> 00:28:04.726
Finally,<00:28:02.430> we<00:28:02.654> end<00:28:02.831> every<00:28:02.992> interview<00:28:03.297> the<00:28:03.377> same<00:28:03.634> way<00:28:03.875> with<00:28:04.020> the<00:28:04.052> same<00:28:04.341> question.

00:28:05.079 --> 00:28:10.797
And<00:28:05.160> that<00:28:05.401> is<00:28:05.866> at<00:28:05.947> CEO.com,<00:28:06.669> we<00:28:06.766> believe<00:28:07.007> the<00:28:07.087> chances<00:28:07.553> one<00:28:07.874> gives<00:28:08.918> is<00:28:09.014> just<00:28:09.191> as<00:28:09.255> important<00:28:09.640> as<00:28:09.721> the<00:28:09.817> chances<00:28:10.203> one<00:28:10.379> takes.

00:28:11.337 --> 00:28:14.153
When<00:28:11.503> you<00:28:11.685> hear<00:28:11.867> that,<00:28:12.166> who<00:28:12.265> gave<00:28:12.513> you<00:28:12.613> a<00:28:12.679> chance<00:28:13.077> to<00:28:13.176> get<00:28:13.325> you<00:28:13.424> to<00:28:13.507> where<00:28:13.656> you<00:28:13.839> are<00:28:13.938> today?

00:28:15.730 --> 00:28:16.645
Oh,<00:28:15.762> so<00:28:16.147> many<00:28:16.324> people.

00:28:17.272 --> 00:28:40.905
Um,<00:28:19.361> you<00:28:19.393> know,<00:28:19.682> I,<00:28:20.100> if<00:28:20.261> I<00:28:20.582> think<00:28:20.759> about<00:28:21.932> going<00:28:22.253> way<00:28:22.430> back<00:28:22.751> to<00:28:22.896> grad<00:28:23.169> school,<00:28:23.860> um,<00:28:24.422> you<00:28:24.454> know,<00:28:25.210> just<00:28:25.468> getting<00:28:25.792> into<00:28:26.294> an<00:28:26.375> amazing,<00:28:27.492> uh,<00:28:27.589> graduate<00:28:27.912> program,<00:28:29.110> a<00:28:29.272> number<00:28:29.612> of<00:28:29.693> people<00:28:30.000> on<00:28:30.097> whatever<00:28:30.421> committee<00:28:30.745> it<00:28:30.826> was<00:28:31.085> gave<00:28:31.295> me<00:28:31.392> a<00:28:31.473> chance<00:28:32.299> to<00:28:32.428> do<00:28:32.541> that<00:28:32.914> from<00:28:33.092> a<00:28:33.108> stack<00:28:33.561> of,<00:28:33.820> of<00:28:33.950> however<00:28:34.079> many,<00:28:34.934> uh,<00:28:35.095> applicants<00:28:35.983> that<00:28:36.241> sort<00:28:36.467> of<00:28:36.564> set<00:28:36.790> the<00:28:36.870> wheels<00:28:37.129> in<00:28:37.209> motion<00:28:37.855> to<00:28:38.565> start<00:28:38.807> working<00:28:39.065> with<00:28:39.130> my<00:28:39.227> co-founder<00:28:39.614> and<00:28:39.662> start<00:28:39.775> building<00:28:39.904> the<00:28:39.969> technology,<00:28:40.356> which<00:28:40.437> then<00:28:40.534> turned<00:28:40.614> into<00:28:40.679> these<00:28:40.727> startups.

00:28:43.072 --> 00:28:44.791
But<00:28:43.169> that<00:28:43.313> was<00:28:43.699> one<00:28:43.876> beginning<00:28:44.213> of<00:28:44.293> a<00:28:44.358> snowball.

00:28:45.305 --> 00:28:47.635
But<00:28:45.402> along<00:28:45.643> the<00:28:45.723> way,<00:28:46.028> we<00:28:46.109> mentioned<00:28:46.446> some<00:28:46.623> of<00:28:46.671> the<00:28:46.767> venture<00:28:47.073> capitalists.

00:28:47.956 --> 00:28:53.858
I<00:28:48.053> think<00:28:48.213> back<00:28:48.551> to<00:28:50.527> when<00:28:50.623> we<00:28:50.768> raised<00:28:51.009> our<00:28:51.105> Series<00:28:51.571> A<00:28:51.667> for<00:28:51.812> Meraki,<00:28:52.471> I<00:28:52.487> must<00:28:52.680> have<00:28:52.760> been<00:28:52.873> 24<00:28:53.341> years<00:28:53.664> old.

00:28:54.407 --> 00:28:58.184
And<00:28:54.730> they<00:28:54.891> gave<00:28:55.133> us,<00:28:55.860> I<00:28:55.940> think<00:28:56.021> it<00:28:56.086> was<00:28:56.199> a<00:28:56.263> $5<00:28:56.570> million<00:28:57.248> Series<00:28:57.700> A<00:28:57.797> check.

00:28:58.888 --> 00:29:00.273
Never<00:28:59.259> had<00:28:59.420> run<00:28:59.581> a<00:28:59.661> company<00:29:00.064> before.

00:29:00.321 --> 00:29:02.189
We've<00:29:00.482> been<00:29:00.627> a<00:29:00.644> bunch<00:29:00.869> of<00:29:01.352> grad<00:29:01.545> students,<00:29:01.996> right?

00:29:02.270 --> 00:29:06.038
So,<00:29:03.139> you<00:29:03.236> know,<00:29:03.687> the<00:29:03.848> partnership<00:29:04.508> and<00:29:04.975> Doug<00:29:05.152> gave<00:29:05.394> us<00:29:05.539> a<00:29:05.619> chance.

00:29:06.505 --> 00:29:15.229
And<00:29:06.585> it's<00:29:06.682> the<00:29:06.762> same<00:29:07.068> thing<00:29:07.326> back<00:29:07.713> when<00:29:07.954> we<00:29:08.051> were<00:29:08.180> raising<00:29:09.036> money<00:29:09.283> with<00:29:09.956> Andreesen<00:29:10.277> Horowitz,<00:29:11.078> Mark<00:29:11.495> jumped<00:29:11.799> on<00:29:11.960> board<00:29:12.440> even<00:29:12.681> though<00:29:13.258> we<00:29:13.402> had<00:29:13.498> never<00:29:13.739> worked<00:29:13.995> in<00:29:14.059> the<00:29:14.139> world<00:29:14.316> of<00:29:14.444> physical<00:29:14.765> operations.

00:29:15.278 --> 00:29:18.275
So<00:29:15.967> along<00:29:16.223> the<00:29:16.367> way,<00:29:17.009> and<00:29:17.265> those<00:29:17.441> are<00:29:17.506> just<00:29:17.682> a<00:29:17.746> few<00:29:17.970> people.

00:29:18.387 --> 00:29:22.410
There<00:29:18.547> are<00:29:18.772> all<00:29:18.868> these<00:29:19.028> other<00:29:19.253> people<00:29:19.493> who've<00:29:19.589> given<00:29:19.814> us<00:29:19.926> a<00:29:20.054> chance<00:29:20.791> with<00:29:20.952> their<00:29:21.176> careers<00:29:21.577> and<00:29:21.625> they've<00:29:21.753> invested<00:29:22.154> time.

00:29:22.891 --> 00:29:28.405
So<00:29:23.180> it<00:29:23.276> is<00:29:23.580> absolutely<00:29:23.981> true<00:29:24.254> that<00:29:24.398> a<00:29:24.478> lot<00:29:24.654> of<00:29:24.719> people<00:29:25.504> have<00:29:25.664> to<00:29:25.905> kind<00:29:26.081> of<00:29:26.706> come<00:29:26.882> together<00:29:27.427> and<00:29:27.764> believe<00:29:28.085> in<00:29:28.165> you.

00:29:28.950 --> 00:29:30.457
And<00:29:29.126> it's<00:29:29.431> absolutely<00:29:29.687> important<00:29:30.008> to<00:29:30.088> acknowledge<00:29:30.329> that.

00:29:31.274 --> 00:29:32.829
Andrew,<00:29:31.515> thank<00:29:31.691> you<00:29:31.771> so<00:29:32.012> much<00:29:32.252> for<00:29:32.396> coming<00:29:32.653> on.

00:29:32.893 --> 00:29:34.737
Seriously,<00:29:33.294> I'm<00:29:33.518> so—<00:29:33.711> it's<00:29:33.951> an<00:29:34.159> honor<00:29:34.336> to<00:29:34.416> have<00:29:34.656> you.

00:29:35.281 --> 00:29:37.189
Um,<00:29:35.762> and<00:29:35.859> the<00:29:35.939> company<00:29:36.243> you've<00:29:36.420> built<00:29:36.596> is<00:29:36.740> incredible.

00:29:37.702 --> 00:29:39.487
The<00:29:37.783> entrepreneur<00:29:38.201> and<00:29:38.329> the<00:29:38.410> leader<00:29:38.587> you<00:29:38.747> are<00:29:38.908> is<00:29:39.069> incredible.

00:29:39.551 --> 00:29:41.047
Thank<00:29:39.728> you<00:29:39.809> so<00:29:39.889> much<00:29:40.114> for<00:29:40.194> spending<00:29:40.452> some<00:29:40.596> time<00:29:40.757> with<00:29:40.918> us.

00:29:42.043 --> 00:29:44.053
Thank<00:29:42.204> you,<00:29:42.284> Clint.

```