No one would sell Ahmed Khattak a phone

Ahmed Khattak landed in the United States from Pakistan in 2004, a college freshman with parents waiting by the phone back home to hear he had arrived. He could not call them. Every carrier wanted a Social Security number. New arrivals wait weeks for one. His in-laws moved to the country recently, and theirs took eight weeks.

The workaround, he explained on the CEO.com Podcast, was to find someone with a credit history and ask them to co-sign. "I know you've been around for a very long time in this country; you really barely know me, but I need a cell phone, so would you be willing to co-sign for me? And imagine how that conversation would go for like nine or 10 people."

"For a country where immigrants have had such a huge role to play, the wireless connectivity space just did not take that into consideration at all," he said.

The company he eventually built to fix this passed the 10-year mark in 2025. US Mobile has served more than one million subscribers, says it is growing 70 percent year over year, and is the only US carrier offering service on Verizon, AT&T, and T-Mobile at once, with the ability to switch between them. Inside the product, the networks are called Warp, Dark Star, and Light Speed.

Khattak grew up on Zeus, Transport Tycoon, The Sims, and Star Trek, and came out of it seeing the world as a system of microservices. Telco looked bloated to him. "I really thought the industry needed not another prepaid wireless carrier but an intelligent layer on top of these existing networks," he said.

The layer took about eight years. The major networks do not talk to each other. Walk a mile through a city and your phone hops between frequencies on a single network, creating new records with every hop; US Mobile had to abstract that across three networks at once, then extend it to more than 200 carriers globally so customers keep service abroad. A family can now run five lines on one plan and split them across carriers depending on which network works on whose block.

The money story is unusual for a company this size. US Mobile raised $4 million in seed funding from a family office. In 2021, Khattak bought that investor out and brought in Volition Capital for an aggregate of $30 million. Revenue at the time was nearing $20 million. Four years later, it was closing in on $150 million, and the company is cash flow positive. Instead of raising again, it runs secondary sales so long-tenured employees can take money off the table for a down payment on a house.

Khattak's objection to the standard path is that valuation becomes a cage. "It sounds really cool that you raise money from these big investors, but it also takes so much of your business's optionality away," he said. Whatever number you raise at is the number you can no longer sell below.

More than half of US Mobile's customers arrive through word of mouth, and an outsized share of that word of mouth happens on Reddit. A community of US Mobile users formed there before COVID. Khattak kept feeding answers to his customer service team to relay, then gave up on the relay. "I was like, well, screw it, I'm going to go and start responding to these customers myself."

He describes the relationship as push and pull. Sometimes kind, sometimes not. "Reddit is a place where people go to crap on the companies that they use, and all of a sudden, they have a company where they can crap on it, and the CEO is there," he said. Khattak said the subreddit was on pace to cross 25 million views, Google now indexes those threads for anyone searching for a phone plan, and the company mines them for product ideas.

The habit produced real news after this conversation was recorded. In April 2026, Khattak used a post on the subreddit to announce that US Mobile would bundle Starlink home internet with its wireless plans, teasing a price of "less than $50 a month."

The bundles launched days later starting at $47 per month, unlimited wireless plus Starlink residential service on one bill, the first time a prepaid carrier had packaged multi-network wireless with satellite broadband at that price. He took the Elon Musk question head-on: some customers refuse products tied to certain companies on principle, but Starlink is the best low-Earth-orbit option available, and skipping it would mean "giving our customers a worse product to make a statement."

In the same round of posts, he named where this is headed: the endgame is not multi-network but "Global Multi-Orbit Convergence," every terrestrial network and satellite constellation running through the layer he spent a decade on.

Khattak majored in history alongside engineering and says history has helped him more. It keeps him grounded to know that whatever he is going through, someone was going through it thousands of years ago.

"There was an Elon two thousand years back as well," he said, pointing to whoever put axles on wheels somewhere between the ninth and 11th centuries so armies could cross mountains. "Can you imagine that guy must have been like, I made this, and everyone is using it." He decompresses with Star Wars, including one show that only aired on Disney Junior, which is how a grown CEO ended up watching Disney Junior without his four-year-old.

His hardest leadership lesson came from litigation. Early in the company's life, US Mobile got pulled into a big lawsuit, and the accusations were getting to him. An investor told him something he never forgot: you are making a technical defense, and the downside of a technical defense is that you cannot throw punches. The moment you start swinging, you are in the ring. Khattak says the lesson generalized. Most leaders are either all defense or all offense; the job is knowing when to take punches on the chin and when to move.

The show ends every episode with the same question, about who gave the guest a chance. Khattak could not narrow it to one person. The person who signed US Mobile's first T-Mobile deal. The people at AT&T who made it US Mobile's third network even though the company already had two partners and, by his own account, was not making it easy on them. His FedEx account manager from 15 years ago, a woman named Amy he has never actually met.

"My whole life is about paying it forward because I have lost count of just how many people have helped me get here," he said. The full accounting, he added, "probably could be another 45 minutes of me talking."

00:00:00 Introduction
00:00:17 Ahmed's Background and Inspiration
00:02:11 Challenges Getting a Cell Phone as an Immigrant
00:03:16 Immigrants in Wireless Connectivity
00:04:07 How US Mobile Operates on Major Networks
00:06:38 Funding and Growth Journey
00:09:18 Customer Base and Global Reach
00:12:22 Marketing Strategies and the Power of Reddit
00:16:20 Integrating AI Into US Mobile
00:19:06 A Day in the Life of Ahmed Khattak
00:21:10 Building a Business in New York
00:23:02 Reading Recommendations and History
00:25:34 Leadership Lessons as a CEO
00:28:29 Giving and Receiving Chances

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And<00:03:24.864> the<00:03:24.944> more<00:03:25.088> I<00:03:25.329> think<00:03:25.570> about<00:03:25.810> it,<00:03:25.955> I<00:03:26.035> think<00:03:26.773> my<00:03:26.934> personal<00:03:27.254> opinion<00:03:27.655> is<00:03:27.800> that<00:03:28.618> I<00:03:28.698> think<00:03:28.955> a<00:03:29.019> lot<00:03:29.244> of<00:03:29.276> stuff—<00:03:30.624> Americans<00:03:31.490> looked<00:03:31.682> at<00:03:31.811> a<00:03:31.971> lot<00:03:32.212> of<00:03:32.549> immigration<00:03:33.175> from<00:03:33.367> a<00:03:34.073> perspective<00:03:34.715> of<00:03:34.859> chain<00:03:35.902> migration.

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So<00:03:36.544> like,<00:03:36.800> OK,<00:03:37.747> I'm<00:03:38.004> here,<00:03:38.405> and<00:03:38.469> I'm<00:03:38.629> going<00:03:38.870> to<00:03:39.849> sponsor<00:03:40.491> my<00:03:40.715> family<00:03:41.116> to<00:03:41.213> come<00:03:41.437> in.

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So<00:03:41.854> guess<00:03:42.095> what?

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You<00:03:43.282> already<00:03:43.539> have<00:03:43.844> these<00:03:44.405> things<00:03:44.598> taken<00:03:44.903> care<00:03:45.127> of,<00:03:45.207> right?

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I'll<00:03:45.689> co-sign<00:03:46.026> for<00:03:46.122> you<00:03:46.186> because<00:03:46.411> you're<00:03:46.507> my<00:03:46.651> family.

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I'll<00:03:47.229> go<00:03:47.389> help<00:03:47.646> you.

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I<00:03:48.384> don't<00:03:48.529> think<00:03:48.673> it<00:03:48.738> was<00:03:48.930> made<00:03:49.380> for<00:03:49.621> like<00:03:51.002> people<00:03:51.307> like<00:03:51.628> me<00:03:51.788> who<00:03:51.901> just<00:03:53.169> literally<00:03:53.555> had<00:03:53.811> no<00:03:54.117> one<00:03:54.293> in<00:03:54.438> this<00:03:54.598> country<00:03:54.855> whatsoever.

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Right.

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I<00:03:55.899> mean,<00:03:56.300> and<00:03:56.766> yeah.

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Right.

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Yeah.

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That<00:03:58.548> doesn't<00:03:58.821> make,<00:03:59.030> that<00:03:59.078> doesn't<00:03:59.287> make<00:03:59.512> sense<00:03:59.913> even<00:04:00.619> outside<00:04:01.037> of<00:04:01.069> that<00:04:01.262> use<00:04:01.503> case,<00:04:01.759> but<00:04:01.824> you,<00:04:02.065> you,<00:04:02.321> you've<00:04:02.498> solved<00:04:03.188> that.

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So<00:04:04.168> tell<00:04:04.312> us<00:04:04.409> how<00:04:04.634> you<00:04:04.730> did<00:04:04.955> that<00:04:05.356> and<00:04:06.159> how<00:04:06.416> you've<00:04:06.657> built<00:04:06.962> this.

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And,<00:04:08.728> um,<00:04:09.467> I<00:04:09.483> mean,<00:04:09.772> you,<00:04:10.013> you<00:04:10.189> give<00:04:11.072> your<00:04:11.297> users<00:04:11.698> access<00:04:12.116> to<00:04:12.196> like<00:04:12.357> the<00:04:12.501> top<00:04:12.774> 3<00:04:13.962> networks,<00:04:14.443> right?

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Like<00:04:14.828> Verizon,<00:04:15.309> AT&T,<00:04:15.790> and<00:04:15.886> T-Mobile,<00:04:17.072> uh,<00:04:17.473> all<00:04:17.649> kind<00:04:17.954> of<00:04:18.130> can<00:04:18.771> work<00:04:19.108> inside<00:04:19.397> of<00:04:19.477> US<00:04:19.733> Mobile.

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Is<00:04:20.134> that<00:04:20.294> right?

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It<00:04:21.096> is.

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It<00:04:21.481> is.

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So<00:04:22.459> basically<00:04:22.940> what<00:04:23.164> US<00:04:23.420> Mobile<00:04:23.966> is,<00:04:24.286> it's<00:04:24.527> like<00:04:24.703> the<00:04:24.847> world's<00:04:25.248> like<00:04:25.489> most<00:04:25.729> intelligent,<00:04:26.290> like<00:04:26.547> connectivity<00:04:27.188> platform.

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You<00:04:28.086> know,<00:04:28.294> we<00:04:28.534> operate<00:04:28.871> on<00:04:29.176> all<00:04:29.737> 3<00:04:30.009> networks<00:04:30.715> in<00:04:30.875> the<00:04:31.019> US<00:04:31.981> and<00:04:32.141> now<00:04:32.542> over<00:04:32.959> 200<00:04:33.424> carriers<00:04:34.001> globally,<00:04:35.027> all<00:04:35.684> abstracted<00:04:36.406> into<00:04:36.630> that<00:04:36.951> one<00:04:37.352> single<00:04:37.768> defined<00:04:38.265> software<00:04:38.714> layer.

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And<00:04:39.708> so<00:04:40.013> think<00:04:40.254> about<00:04:40.510> it<00:04:40.639> in<00:04:40.751> some<00:04:41.136> ways<00:04:41.777> as<00:04:42.563> a<00:04:42.723> programmable<00:04:43.445> routing<00:04:43.926> for<00:04:44.247> mobile<00:04:44.568> data,<00:04:45.145> but<00:04:45.931> with<00:04:46.252> AI-driven<00:04:48.032> quality<00:04:48.449> of<00:04:48.513> service<00:04:48.914> baked<00:04:49.154> in.

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How<00:04:50.036> did<00:04:50.197> we<00:04:50.357> do<00:04:50.582> it?

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First,<00:04:51.640> the<00:04:51.736> complexity<00:04:52.378> of<00:04:52.506> this<00:04:52.666> whole<00:04:52.779> situation,<00:04:53.324> right?

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So<00:04:54.607> one<00:04:54.751> of<00:04:54.783> the<00:04:54.912> things<00:04:55.088> that<00:04:55.248> we<00:04:55.329> do<00:04:55.553> is<00:04:55.810> since<00:04:56.050> we<00:04:56.195> are<00:04:56.596> on<00:04:56.692> top<00:04:56.868> of<00:04:57.077> all<00:04:57.189> three<00:04:57.349> networks,<00:04:58.841> you<00:04:58.937> could<00:04:59.097> basically<00:04:59.659> buy<00:04:59.899> a<00:05:00.300> plan<00:05:01.246> from<00:05:01.407> US<00:05:01.824> Mobile,<00:05:02.321> like<00:05:02.529> a<00:05:02.545> shared<00:05:02.786> data<00:05:03.107> plan<00:05:03.893> or<00:05:04.069> unlimited<00:05:04.470> plan,<00:05:04.775> and<00:05:04.855> you<00:05:04.935> can<00:05:05.416> go<00:05:05.673> into<00:05:05.897> that<00:05:06.074> plan<00:05:06.378> and<00:05:06.474> say,<00:05:07.196> hey,<00:05:07.661> I<00:05:07.822> want<00:05:08.062> you<00:05:08.158> to<00:05:08.303> extend<00:05:08.720> this<00:05:08.944> plan<00:05:09.845> to<00:05:10.152> all<00:05:10.330> networks<00:05:10.735> in<00:05:10.815> the<00:05:10.977> US.

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So<00:05:11.947> whether<00:05:12.255> that's<00:05:12.513> on<00:05:12.594> the<00:05:12.675> same<00:05:12.998> device<00:05:13.467> where<00:05:13.629> your<00:05:13.726> device<00:05:14.195> makes<00:05:14.389> a<00:05:14.454> decision<00:05:14.923> between<00:05:15.747> what<00:05:15.990> networks<00:05:16.394> to<00:05:16.556> go<00:05:16.782> on<00:05:18.955> or<00:05:20.017> you<00:05:20.242> deciding,<00:05:21.545> hey,<00:05:21.705> here<00:05:21.866> are<00:05:22.011> the<00:05:22.108> 5<00:05:22.574> lines<00:05:23.056> I've<00:05:23.298> activated<00:05:23.716> on<00:05:23.861> my<00:05:24.037> plan.

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2<00:05:25.667> of<00:05:25.764> them<00:05:25.925> is<00:05:26.005> going<00:05:26.102> to<00:05:26.166> be<00:05:26.311> on<00:05:26.408> DarkStar.

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1<00:05:27.614> of<00:05:27.679> them<00:05:27.775> is<00:05:27.872> going<00:05:27.984> to<00:05:28.017> be<00:05:28.097> in<00:05:28.242> Warp.

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And<00:05:28.644> 1<00:05:28.741> of<00:05:28.805> them<00:05:28.918> is<00:05:29.046> going<00:05:29.127> to<00:05:29.207> be<00:05:29.304> on—<00:05:29.626> or<00:05:29.706> 2<00:05:29.851> of<00:05:29.883> them<00:05:30.028> are<00:05:30.108> going<00:05:30.205> to<00:05:30.269> be<00:05:30.414> on<00:05:30.736> Lightspeed,<00:05:31.396> which<00:05:31.557> are<00:05:32.281> the<00:05:32.361> 3<00:05:32.522> different<00:05:32.780> networks<00:05:33.166> that<00:05:33.327> we<00:05:33.471> have.

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And<00:05:35.010> so<00:05:35.389> I<00:05:35.652> will<00:05:35.882> use<00:05:36.063> DarkStar<00:05:36.458> because<00:05:36.787> wherever<00:05:37.281> I<00:05:37.462> am,<00:05:37.708> AT&T<00:05:38.268> works<00:05:38.515> really<00:05:38.696> great.

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My<00:05:39.994> wife<00:05:40.398> or<00:05:40.431> my<00:05:40.657> kids<00:05:40.981> or<00:05:41.062> my,<00:05:41.385> you<00:05:41.466> know,<00:05:41.855> other<00:05:41.952> family<00:05:42.275> members<00:05:42.761> are<00:05:43.149> in<00:05:43.667> cities<00:05:44.298> where<00:05:44.784> Warp<00:05:45.043> is<00:05:45.188> better.

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And<00:05:46.337> so<00:05:46.483> they'll<00:05:46.790> use<00:05:46.968> that.

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And<00:05:48.101> these<00:05:48.327> networks<00:05:48.683> don't<00:05:48.910> talk<00:05:49.040> to<00:05:49.088> each<00:05:49.315> other.

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And,<00:05:50.835> you<00:05:50.868> know,<00:05:51.159> even<00:05:51.402> like<00:05:51.580> when<00:05:51.806> you<00:05:52.065> like<00:05:52.292> go<00:05:52.453> a<00:05:52.486> mile<00:05:53.198> in<00:05:53.279> any<00:05:53.457> city,<00:05:54.249> you<00:05:54.411> will<00:05:54.719> probably<00:05:55.139> be<00:05:57.484> jumping<00:05:57.889> between<00:05:59.085> different<00:05:59.344> kinds<00:05:59.586> of<00:05:59.619> frequencies.

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Like<00:06:00.314> when<00:06:00.459> you<00:06:00.621> look<00:06:00.734> at<00:06:00.864> your<00:06:00.961> phone<00:06:01.300> and<00:06:01.381> it's<00:06:01.526> like<00:06:01.688> going<00:06:01.931> from<00:06:02.092> 4G<00:06:02.723> to<00:06:02.901> LTE<00:06:03.531> to<00:06:04.178> 5G<00:06:04.841> ultra<00:06:05.148> wideband,<00:06:05.568> you<00:06:05.860> know,<00:06:06.401> it's<00:06:09.389> that<00:06:09.630> in<00:06:09.726> itself,<00:06:10.417> like<00:06:10.594> every<00:06:10.738> time<00:06:10.851> you<00:06:10.995> do<00:06:11.075> that,<00:06:11.316> you're<00:06:11.461> like<00:06:11.638> kind<00:06:11.879> of<00:06:12.425> creating<00:06:12.907> new<00:06:13.148> records<00:06:13.951> and<00:06:14.931> on<00:06:15.011> just<00:06:15.236> one<00:06:15.428> network.

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Imagine<00:06:16.392> if<00:06:16.521> you're<00:06:16.617> doing<00:06:16.842> that<00:06:17.019> on<00:06:17.244> every<00:06:17.485> other<00:06:17.581> network,<00:06:18.304> somehow<00:06:18.786> creating<00:06:19.187> that<00:06:19.508> layer<00:06:19.749> of<00:06:19.894> abstraction<00:06:20.536> on<00:06:20.633> top<00:06:20.874> of<00:06:20.954> these<00:06:21.179> networks<00:06:21.516> so<00:06:21.613> you<00:06:21.677> can<00:06:21.822> share<00:06:22.079> that<00:06:23.588> is<00:06:23.765> really<00:06:24.070> what<00:06:24.247> US<00:06:24.552> Mobile<00:06:24.954> is.

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And<00:06:26.175> I<00:06:26.255> would<00:06:26.367> say<00:06:26.512> it<00:06:26.576> probably<00:06:26.962> took<00:06:27.154> us<00:06:28.038> close<00:06:28.921> to<00:06:28.986> like<00:06:29.291> 8<00:06:29.451> years<00:06:30.608> to<00:06:30.993> build<00:06:31.299> this<00:06:31.475> tech<00:06:31.861> and<00:06:32.439> refined<00:06:32.985> it.

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And<00:06:33.290> because<00:06:33.644> just<00:06:33.756> a<00:06:33.869> lot<00:06:33.949> of<00:06:34.029> people<00:06:34.206> just<00:06:34.447> didn't<00:06:34.672> think<00:06:34.768> it<00:06:34.913> was<00:06:35.009> possible.

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Did<00:06:36.133> you<00:06:36.278> raise<00:06:36.518> money<00:06:36.936> or<00:06:37.096> how<00:06:37.193> did<00:06:37.401> you<00:06:37.498> fund<00:06:37.722> the<00:06:37.819> business?

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We,<00:06:39.568> um,<00:06:41.206> so<00:06:41.366> we<00:06:41.511> originally<00:06:41.912> raised,<00:06:42.538> uh,<00:06:42.795> $4<00:06:43.035> million<00:06:43.678> in<00:06:43.758> seed<00:06:44.079> funding,<00:06:44.946> uh,<00:06:45.122> or<00:06:45.203> like<00:06:45.588> Series<00:06:45.925> C,<00:06:46.342> Series<00:06:46.872> A<00:06:47.032> from<00:06:47.273> like<00:06:47.594> one<00:06:47.707> of<00:06:47.771> the<00:06:48.092> biggest<00:06:48.397> family<00:06:48.734> offices<00:06:49.135> in<00:06:49.215> the<00:06:49.360> US.

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And<00:06:50.259> in<00:06:50.339> 2021,<00:06:51.366> we<00:06:52.426> bought<00:06:52.747> the<00:06:52.972> family<00:06:53.373> office<00:06:53.694> out<00:06:53.871> and<00:06:54.095> brought<00:06:54.416> in<00:06:54.577> Volition<00:06:54.994> Capital.

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Um,<00:06:56.198> so<00:06:56.343> like,<00:06:56.824> uh,<00:06:57.707> um,<00:06:58.461> to<00:06:58.606> invest<00:06:59.489> in<00:06:59.633> aggregate<00:07:00.436> $30<00:07:00.677> million<00:07:01.319> across<00:07:01.736> our<00:07:01.816> Series<00:07:02.442> A.<00:07:03.165> Um,<00:07:03.341> part<00:07:03.598> of<00:07:03.726> it<00:07:03.823> was<00:07:04.064> to<00:07:04.224> buy<00:07:04.529> our<00:07:04.641> original<00:07:05.011> investors<00:07:05.572> out,<00:07:05.990> but<00:07:06.070> that's<00:07:06.712> that's<00:07:07.821> all<00:07:07.998> that<00:07:08.158> we<00:07:08.239> have<00:07:08.463> ever<00:07:08.640> raised.

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When<00:07:10.889> Volition<00:07:11.291> came<00:07:11.612> in,<00:07:11.934> we<00:07:12.094> were<00:07:12.480> closing<00:07:13.042> in<00:07:14.086> on<00:07:14.343> $20<00:07:14.584> million<00:07:14.922> in<00:07:15.050> revenue.

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Actually,<00:07:15.613> at<00:07:15.693> that<00:07:15.854> time,<00:07:16.014> the<00:07:16.095> company<00:07:16.320> was<00:07:16.921> growing<00:07:17.246> so<00:07:17.490> fast<00:07:17.896> that<00:07:18.692> we<00:07:19.033> went<00:07:19.261> pretty<00:07:19.440> fast<00:07:19.765> between<00:07:20.008> $15<00:07:21.227> to<00:07:21.390> $20<00:07:21.633> million<00:07:21.942> in<00:07:22.040> revenue.

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And<00:07:24.719> so<00:07:24.865> we<00:07:24.962> raised<00:07:25.157> around<00:07:25.287> $30<00:07:25.514> million.

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We<00:07:27.056> are<00:07:27.218> closing<00:07:27.722> in<00:07:28.111> within<00:07:30.059> 4<00:07:30.318> years<00:07:30.562> of<00:07:30.643> that<00:07:30.805> investment.

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We<00:07:31.357> are<00:07:31.438> closing<00:07:31.925> in<00:07:32.250> on<00:07:33.100> 150<00:07:34.176> million<00:07:34.738> in<00:07:34.819> revenue.

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And<00:07:35.782> that's<00:07:36.248> all<00:07:36.344> the<00:07:36.425> money<00:07:36.649> that<00:07:36.746> we've<00:07:36.971> ever<00:07:37.211> had<00:07:37.388> to<00:07:37.468> raise.

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We<00:07:37.854> are<00:07:37.934> cash<00:07:38.175> flow<00:07:38.352> positive,<00:07:39.958> generating<00:07:40.439> significant<00:07:41.001> amount<00:07:41.258> of<00:07:41.387> cash<00:07:41.660> at<00:07:41.724> this<00:07:41.949> point<00:07:42.671> while<00:07:43.234> having<00:07:43.571> grown<00:07:45.980> to<00:07:46.076> an<00:07:46.140> extent<00:07:46.461> virally.

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And<00:07:47.602> so<00:07:48.228> that's<00:07:49.015> all<00:07:49.111> the<00:07:49.175> money<00:07:49.336> that<00:07:49.496> we've<00:07:49.657> ever<00:07:49.818> raised.

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You<00:07:50.460> know<00:07:50.524> how<00:07:50.701> remarkable<00:07:51.263> that<00:07:51.440> is?

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That<00:07:51.777> is<00:07:51.921> so<00:07:52.323> cool.

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Wow.

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Congratulations.

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Well<00:07:54.796> done.

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It<00:07:56.081> took<00:07:56.241> quite<00:07:56.482> a<00:07:56.498> bit.

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I<00:07:56.819> would<00:07:56.964> say<00:07:57.285> the<00:07:57.446> general<00:07:57.719> disposition<00:07:58.329> of<00:07:58.425> an<00:07:58.505> entrepreneur<00:08:00.111> or<00:08:00.192> companies<00:08:00.593> that<00:08:00.738> are<00:08:00.818> growing<00:08:01.059> this<00:08:01.460> are<00:08:01.557> fast,<00:08:02.263> as<00:08:02.376> fast<00:08:02.600> as<00:08:02.841> we<00:08:02.890> we<00:08:03.066> are<00:08:03.403> is<00:08:03.644> to<00:08:03.788> go<00:08:03.965> and<00:08:04.141> raise<00:08:04.767> more<00:08:05.008> money,<00:08:05.409> go<00:08:05.569> and<00:08:05.714> get<00:08:05.874> that<00:08:05.987> higher<00:08:06.307> valuation.

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You<00:08:07.351> know,<00:08:07.559> every<00:08:07.720> time<00:08:07.896> you're<00:08:08.057> going<00:08:08.378> and<00:08:08.522> raising<00:08:08.859> money<00:08:09.116> at<00:08:09.196> a<00:08:09.340> very<00:08:09.645> high<00:08:09.822> valuation,<00:08:11.009> you<00:08:11.106> basically,<00:08:11.507> whatever<00:08:11.812> that<00:08:11.988> benchmark<00:08:12.694> is,<00:08:12.871> like<00:08:13.015> whatever<00:08:13.368> valuation<00:08:14.058> that<00:08:14.299> you<00:08:14.395> raise<00:08:14.700> the<00:08:14.732> money<00:08:15.101> at<00:08:16.465> is<00:08:16.626> the<00:08:16.658> number<00:08:16.979> that<00:08:17.187> you<00:08:17.284> can<00:08:17.508> sell<00:08:17.765> the<00:08:18.230> company<00:08:18.631> at<00:08:18.808> or<00:08:19.033> exit<00:08:19.370> the<00:08:19.450> company<00:08:19.771> at.

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Now,<00:08:20.236> I'm<00:08:20.493> not<00:08:20.589> saying<00:08:20.814> that<00:08:20.974> that's<00:08:21.215> what<00:08:22.980> the<00:08:23.060> motivation<00:08:23.686> of<00:08:23.927> every<00:08:24.585> entrepreneur<00:08:25.371> is.

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Actually,<00:08:26.671> rightly<00:08:27.072> so,<00:08:27.393> a<00:08:27.457> lot<00:08:27.650> of<00:08:27.778> entrepreneurs<00:08:28.340> think<00:08:28.516> their<00:08:28.677> companies<00:08:29.142> can<00:08:29.319> be<00:08:29.383> the<00:08:29.415> next<00:08:30.282> Microsoft<00:08:30.859> or<00:08:31.004> Google<00:08:31.405> or<00:08:31.549> Facebook<00:08:31.902> or<00:08:31.966> Tesla.

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But<00:08:32.528> like,<00:08:32.705> let's<00:08:32.929> be<00:08:33.074> honest,<00:08:33.395> like<00:08:33.974> there<00:08:34.071> aren't<00:08:34.377> many<00:08:34.603> of<00:08:34.700> them<00:08:34.926> out<00:08:35.168> there.

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And<00:08:36.814> so<00:08:37.120> it<00:08:37.363> sounds<00:08:37.831> really<00:08:38.153> cool<00:08:39.057> that<00:08:39.154> you've<00:08:39.364> raised<00:08:39.606> money<00:08:39.783> from<00:08:40.009> these<00:08:40.186> big<00:08:40.364> investors,<00:08:41.542> but<00:08:41.703> it<00:08:41.865> also<00:08:42.187> takes<00:08:42.526> so<00:08:42.704> much<00:08:42.930> of<00:08:43.140> your<00:08:43.334> business's<00:08:43.902> optionality<00:08:45.280> away.

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And<00:08:46.577> by<00:08:46.659> the<00:08:46.723> way,<00:08:46.821> it's<00:08:46.983> an<00:08:47.388> extra<00:08:47.696> layer<00:08:47.940> of<00:08:48.021> abstraction,<00:08:48.605> right?

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Even<00:08:49.156> on<00:08:49.237> your<00:08:49.399> cap<00:08:49.642> table,<00:08:50.377> now<00:08:50.621> you<00:08:50.718> have<00:08:52.748> another<00:08:53.073> system<00:08:54.031> that<00:08:54.210> you're<00:08:54.291> reporting<00:08:54.762> to.

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Now<00:08:56.417> you<00:08:56.498> have<00:08:56.660> a<00:08:56.741> boss<00:08:57.293> and<00:08:57.374> you<00:08:57.455> have<00:08:57.553> a<00:08:57.634> benchmark<00:08:58.040> that<00:08:58.186> you<00:08:58.267> have<00:08:58.511> to<00:08:58.592> hit<00:08:59.257> at<00:08:59.338> the<00:08:59.484> very<00:08:59.744> least,<00:09:00.085> if<00:09:00.231> not<00:09:00.393> jump<00:09:00.702> over,<00:09:01.189> right?

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Like<00:09:02.250> The<00:09:02.750> fact<00:09:03.010> that<00:09:03.230> you<00:09:03.310> haven't<00:09:03.930> and<00:09:04.190> you<00:09:04.290> understand<00:09:04.690> that<00:09:05.030> is<00:09:05.490> so<00:09:05.929> awesome.

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It<00:09:06.950> gives<00:09:07.090> you<00:09:07.290> so<00:09:07.510> much<00:09:07.650> flexibility.

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You're<00:09:08.730> already<00:09:09.090> profitable.

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I<00:09:10.330> mean,<00:09:10.510> $150<00:09:10.970> million<00:09:11.390> in<00:09:11.590> revenue<00:09:12.010> is<00:09:12.530> remarkable,<00:09:13.490> by<00:09:13.630> the<00:09:13.850> way.

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Like,<00:09:14.650> what<00:09:14.690> are<00:09:14.790> we<00:09:14.850> talking—<00:09:15.350> like,<00:09:15.510> you<00:09:15.670> don't<00:09:15.790> need<00:09:15.910> to<00:09:16.010> ever<00:09:16.190> raise<00:09:16.450> again<00:09:16.670> if<00:09:16.790> you<00:09:16.850> don't<00:09:16.970> want<00:09:17.170> to,<00:09:17.330> right?

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Like,<00:09:17.750> that's<00:09:18.270> pretty<00:09:18.430> incredible.

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We<00:09:18.990> don't,<00:09:19.410> and<00:09:19.411> we<00:09:19.470> hope<00:09:19.750> we<00:09:19.910> never<00:09:20.070> have<00:09:20.390> to.

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I<00:09:20.890> would<00:09:21.090> say<00:09:21.270> like<00:09:21.450> what's<00:09:21.630> going<00:09:21.770> to<00:09:21.950> happen<00:09:22.110> is<00:09:22.390> there's<00:09:22.530> going<00:09:22.730> to<00:09:22.970> be,<00:09:23.570> you<00:09:23.670> know,<00:09:23.910> a<00:09:23.911> bunch<00:09:24.050> of<00:09:24.250> people<00:09:24.410> have<00:09:24.570> been<00:09:24.730> in<00:09:24.890> the<00:09:24.930> company<00:09:25.190> for<00:09:25.330> a<00:09:25.510> very<00:09:25.650> long<00:09:25.850> time.

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And<00:09:26.250> what<00:09:26.330> we've<00:09:26.550> been<00:09:26.650> doing<00:09:26.870> is<00:09:27.110> we've<00:09:27.370> been<00:09:28.776> finding<00:09:29.194> them<00:09:29.355> smaller<00:09:29.981> exits<00:09:30.318> just<00:09:30.704> so<00:09:30.816> that<00:09:30.961> they're<00:09:31.202> ready<00:09:31.443> to<00:09:31.588> go<00:09:31.748> and<00:09:31.909> move<00:09:32.552> to<00:09:32.632> another—<00:09:33.114> we're<00:09:33.355> doing<00:09:33.531> these<00:09:34.110> smaller<00:09:34.511> secondary<00:09:35.058> transactions<00:09:36.745> where<00:09:37.050> a<00:09:37.789> bunch<00:09:38.046> of<00:09:38.335> early<00:09:38.512> employees<00:09:38.897> have<00:09:38.994> been—<00:09:40.279> we're<00:09:40.439> helping<00:09:40.841> them<00:09:41.002> try<00:09:41.243> to<00:09:41.323> sell<00:09:41.564> their<00:09:41.660> shares.

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And<00:09:42.287> part<00:09:42.512> of<00:09:42.608> it<00:09:42.753> is<00:09:42.849> so<00:09:43.010> that<00:09:43.171> they<00:09:43.315> can<00:09:43.492> go<00:09:44.600> and<00:09:45.645> it's<00:09:46.046> kind<00:09:46.239> of<00:09:46.384> a,<00:09:46.769> okay,<00:09:47.765> now<00:09:47.990> I<00:09:48.070> can<00:09:48.231> go<00:09:48.311> and<00:09:48.456> put<00:09:48.568> a<00:09:48.617> down<00:09:48.793> payment<00:09:49.034> to<00:09:49.163> my<00:09:49.340> house<00:09:49.741> or<00:09:50.062> I'm<00:09:50.384> ready<00:09:50.560> for<00:09:50.625> the<00:09:50.721> next<00:09:50.946> 10<00:09:51.187> years.

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So<00:09:52.006> I<00:09:52.183> say<00:09:52.392> a<00:09:52.488> bunch<00:09:52.713> of<00:09:52.810> that's<00:09:53.195> just<00:09:53.372> going<00:09:53.597> to<00:09:53.693> happen<00:09:54.255> till<00:09:54.577> we—<00:09:55.444> and<00:09:56.171> and,<00:09:56.398> you<00:09:56.430> know,<00:09:56.900> till<00:09:57.078> we<00:09:57.224> get<00:09:57.322> to<00:09:57.419> a<00:09:57.484> point<00:09:57.727> where<00:09:57.954> we<00:09:58.132> may<00:09:58.294> be<00:09:58.456> public.

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But<00:09:59.671> I<00:09:59.996> would<00:10:00.174> say<00:10:00.790> those—<00:10:01.211> that's<00:10:01.535> the—<00:10:02.167> and<00:10:02.248> it<00:10:02.410> also<00:10:03.058> gives<00:10:04.865> folks<00:10:05.254> that<00:10:05.432> kind<00:10:05.659> of<00:10:05.691> missed<00:10:05.983> out<00:10:06.388> on<00:10:06.567> US<00:10:06.874> Mobile<00:10:07.150> originally<00:10:08.041> to<00:10:08.171> kind<00:10:08.349> of<00:10:08.430> get<00:10:08.673> back<00:10:09.403> or<00:10:09.565> get<00:10:09.872> on<00:10:09.986> our<00:10:10.132> cap<00:10:10.391> table.

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Yeah,<00:10:11.995> yeah,<00:10:12.238> that<00:10:12.401> makes<00:10:12.676> sense.

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Okay,<00:10:14.444> so<00:10:14.752> tell<00:10:14.865> me<00:10:15.011> about<00:10:15.173> your<00:10:15.319> customer<00:10:15.723> base.

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Is<00:10:16.145> it<00:10:16.274> mostly<00:10:16.760> US?

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You<00:10:17.505> mentioned<00:10:17.829> like<00:10:18.007> you<00:10:18.088> have<00:10:18.299> a<00:10:18.380> lot<00:10:18.639> like<00:10:18.865> outside<00:10:19.287> the<00:10:19.351> United<00:10:19.627> States<00:10:19.934> as<00:10:20.080> well.

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Like<00:10:21.052> where's<00:10:21.230> your<00:10:21.392> growth<00:10:21.716> coming<00:10:21.959> from?

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So<00:10:23.811> US<00:10:24.132> Mobile,<00:10:24.389> like<00:10:24.694> as<00:10:25.272> the<00:10:25.368> name<00:10:25.738> states,<00:10:26.155> is<00:10:26.396> just<00:10:27.279> primarily<00:10:28.146> like<00:10:28.483> an<00:10:28.628> American<00:10:30.314> connectivity<00:10:31.293> provider.

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Having<00:10:33.156> said<00:10:33.445> that,<00:10:34.087> the<00:10:34.248> reason<00:10:34.505> that<00:10:34.665> we<00:10:36.110> are<00:10:36.255> getting<00:10:36.496> more<00:10:36.688> and<00:10:36.817> more<00:10:36.993> customers<00:10:37.539> outside<00:10:37.812> the<00:10:37.957> US<00:10:38.342> is<00:10:38.503> because<00:10:39.723> the<00:10:39.884> platform<00:10:40.285> was<00:10:40.446> so<00:10:40.670> modular<00:10:41.409> and<00:10:41.489> so<00:10:41.730> extensible<00:10:42.597> that<00:10:43.255> at<00:10:43.336> the<00:10:43.400> end<00:10:43.641> of<00:10:43.721> the<00:10:43.817> day,<00:10:43.978> we<00:10:44.123> ended<00:10:44.299> up<00:10:44.396> extending<00:10:45.006> our<00:10:45.102> platform<00:10:45.584> to<00:10:45.889> connect<00:10:46.162> into<00:10:46.788> hundreds<00:10:47.125> of<00:10:47.254> different<00:10:48.184> wireless<00:10:48.588> network<00:10:48.975> operators<00:10:49.960> around<00:10:50.364> the<00:10:50.445> world.

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But<00:10:52.383> really<00:10:52.706> that<00:10:52.948> part<00:10:53.190> of<00:10:53.255> the<00:10:53.352> business<00:10:54.401> has<00:10:54.724> been<00:10:55.047> primarily<00:10:55.612> so<00:10:55.773> that<00:10:57.781> if<00:10:58.006> Clint<00:10:58.279> is<00:10:58.424> a<00:10:58.488> US<00:10:58.745> Mobile<00:10:58.986> customer<00:10:59.548> and<00:11:00.352> he<00:11:00.512> is<00:11:00.593> traveling<00:11:02.103> to<00:11:02.183> Spain<00:11:02.762> or<00:11:02.842> to<00:11:03.003> Argentina,<00:11:04.192> we<00:11:04.288> just<00:11:04.513> want<00:11:04.594> to<00:11:04.690> make<00:11:04.851> sure<00:11:05.060> that<00:11:05.172> we<00:11:05.333> give<00:11:05.558> you<00:11:05.799> just<00:11:06.281> ubiquitous,<00:11:07.422> like<00:11:08.209> fast<00:11:08.772> connectivity.

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But<00:11:09.993> other<00:11:10.074> than<00:11:10.234> that,<00:11:10.459> US<00:11:10.716> Mobile<00:11:11.102> is<00:11:11.359> primarily<00:11:11.841> in<00:11:11.922> the<00:11:12.082> US.

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We<00:11:12.629> have<00:11:12.790> customers<00:11:13.207> in<00:11:13.272> every<00:11:13.448> single<00:11:13.706> state<00:11:14.075> in<00:11:14.140> the<00:11:14.237> US.

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It's<00:11:16.518> a<00:11:16.534> modular<00:11:16.987> platform.

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So,<00:11:19.316> If<00:11:19.557> you<00:11:19.814> want<00:11:20.120> to<00:11:20.280> buy<00:11:21.340> just<00:11:21.645> a<00:11:22.304> couple<00:11:22.465> of<00:11:22.561> hundred<00:11:22.786> megabytes<00:11:23.284> of<00:11:23.412> data<00:11:23.830> to<00:11:24.810> track<00:11:25.211> your<00:11:25.356> pet,<00:11:25.822> you<00:11:25.902> can<00:11:26.223> use<00:11:26.480> US<00:11:26.785> Mobile.

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You<00:11:27.203> want<00:11:27.331> to<00:11:27.363> put<00:11:27.604> the<00:11:27.926> connectivity<00:11:28.472> into<00:11:28.584> your<00:11:28.729> car,<00:11:28.954> you<00:11:29.050> can<00:11:29.194> use<00:11:29.387> US<00:11:29.612> Mobile.

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Or<00:11:30.656> on<00:11:30.736> the<00:11:30.897> other<00:11:31.058> side<00:11:31.234> of<00:11:31.315> the<00:11:31.395> spectrum,<00:11:32.648> you<00:11:32.728> can<00:11:32.969> buy<00:11:33.226> our<00:11:33.644> unlimited<00:11:34.174> endgame<00:11:34.591> plan<00:11:34.912> that<00:11:35.153> basically<00:11:36.503> is<00:11:36.920> an<00:11:37.065> unlimited<00:11:37.466> plan<00:11:37.723> that<00:11:37.948> has<00:11:38.607> no<00:11:38.912> limits<00:11:39.329> whatsoever.

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It<00:11:40.052> doesn't<00:11:40.293> slow<00:11:40.550> down<00:11:41.080> in<00:11:42.702> crowded<00:11:43.168> areas.

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And<00:11:44.871> by<00:11:45.031> that,<00:11:45.176> what<00:11:45.272> I<00:11:45.288> mean<00:11:45.529> is<00:11:45.899> you<00:11:45.979> have<00:11:46.059> higher<00:11:46.477> priority<00:11:47.023> data.

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Any<00:11:48.003> network<00:11:48.404> can<00:11:48.500> slow<00:11:48.741> down<00:11:49.046> if<00:11:49.191> it's<00:11:49.367> like<00:11:49.592> really<00:11:49.849> busy,<00:11:50.170> right?

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Gives<00:11:51.695> you<00:11:51.856> access<00:11:52.257> to<00:11:53.124> connectivity<00:11:53.621> in<00:11:53.766> 100<00:11:54.344> different<00:11:54.665> countries<00:11:56.094> around<00:11:56.334> the<00:11:56.431> world.

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So<00:11:57.699> like<00:11:57.940> basically<00:11:58.421> like<00:11:58.662> running<00:11:58.919> the<00:11:59.064> whole<00:11:59.304> gamut<00:12:00.508> and<00:12:01.086> basically,<00:12:01.889> and<00:12:02.210> in<00:12:02.371> that<00:12:02.531> spectrum<00:12:04.602> of<00:12:04.698> like<00:12:04.859> modular<00:12:05.886> connectivity,<00:12:07.010> you<00:12:07.171> can,<00:12:07.668> you<00:12:08.166> know,<00:12:08.375> wherever<00:12:08.776> you<00:12:08.872> fit<00:12:09.258> in<00:12:09.579> is,<00:12:09.980> you<00:12:10.173> know,<00:12:10.478> like<00:12:10.622> that's<00:12:11.104> like<00:12:11.280> really<00:12:11.505> US<00:12:11.682> Mobile's<00:12:12.003> business<00:12:12.388> model<00:12:13.512> as<00:12:13.704> opposed<00:12:14.090> to<00:12:15.615> being<00:12:16.000> like<00:12:16.177> a<00:12:16.193> senior<00:12:16.659> player<00:12:17.060> or<00:12:17.285> an<00:12:17.927> ethnic<00:12:18.264> player.

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And<00:12:21.219> yeah,<00:12:21.395> so<00:12:21.572> it's<00:12:22.198> mostly<00:12:22.455> the<00:12:22.583> US.

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How<00:12:23.177> are<00:12:23.322> we<00:12:23.418> acquiring<00:12:23.868> them?

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I<00:12:25.473> would<00:12:25.570> say<00:12:25.795> like<00:12:25.971> more<00:12:26.148> than<00:12:26.292> half<00:12:26.549> of<00:12:26.613> the<00:12:26.694> customers<00:12:27.095> today<00:12:27.336> come<00:12:27.497> through<00:12:27.721> word<00:12:27.898> of<00:12:27.978> mouth.

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It's<00:12:29.664> just<00:12:29.905> like<00:12:30.130> once<00:12:30.531> you<00:12:31.334> kind<00:12:31.494> of<00:12:31.735> try<00:12:32.056> US<00:12:32.313> Mobile<00:12:32.618> out<00:12:32.875> with<00:12:33.020> like<00:12:33.196> our<00:12:33.277> multi-network<00:12:33.919> connectivity<00:12:34.641> and<00:12:34.786> all<00:12:34.898> of<00:12:35.027> that<00:12:35.187> stuff,<00:12:36.568> you<00:12:36.649> know,<00:12:36.745> I<00:12:36.761> mean,<00:12:36.954> there's<00:12:37.275> places<00:12:37.692> where<00:12:38.158> like<00:12:38.334> coverage<00:12:38.672> is<00:12:38.800> changing<00:12:39.282> from<00:12:39.458> block<00:12:39.763> to<00:12:39.860> block,<00:12:40.165> right?

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And,<00:12:40.807> you<00:12:40.839> know,<00:12:41.305> we<00:12:41.465> give<00:12:41.642> you<00:12:41.706> the<00:12:41.786> ability<00:12:42.188> to<00:12:42.332> jump<00:12:42.509> between<00:12:42.814> these<00:12:42.991> networks<00:12:43.472> even<00:12:43.697> as<00:12:43.858> you're<00:12:43.954> going<00:12:44.179> through<00:12:44.339> these<00:12:44.580> blocks<00:12:45.800> that<00:12:46.795> And<00:12:47.101> then<00:12:47.439> there's<00:12:47.762> just<00:12:47.923> the<00:12:48.004> simple<00:12:48.568> user<00:12:49.374> experience<00:12:49.938> that<00:12:50.099> we<00:12:50.244> have,<00:12:50.824> the<00:12:51.130> connectivity,<00:12:51.614> the<00:12:51.694> transparency.

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Like<00:12:52.678> once<00:12:52.919> you<00:12:53.081> actually<00:12:53.322> become<00:12:53.645> a<00:12:53.709> US<00:12:53.967> Mobile<00:12:54.193> customer,<00:12:56.490> as<00:12:56.586> I<00:12:56.699> say,<00:12:57.004> we<00:12:57.085> kind<00:12:57.262> of<00:12:57.326> start<00:12:57.632> living<00:12:58.115> rent-free<00:12:59.322> in<00:12:59.402> your<00:12:59.515> mind.

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And<00:13:00.223> then,<00:13:00.706> and<00:13:00.850> we<00:13:00.931> don't<00:13:01.172> really<00:13:01.365> see<00:13:01.752> connectivity<00:13:02.379> as<00:13:02.476> a<00:13:02.492> zero-sum<00:13:03.039> game.

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A,<00:13:03.441> there's<00:13:03.586> not<00:13:03.699> going<00:13:03.795> to<00:13:03.924> be<00:13:04.069> one<00:13:04.326> big<00:13:04.487> winner.

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The<00:13:06.327> market<00:13:06.731> is<00:13:06.828> like,<00:13:07.055> the<00:13:07.152> TAM<00:13:07.540> is<00:13:07.637> like<00:13:07.799> close<00:13:07.977> to<00:13:08.123> $400<00:13:08.527> billion<00:13:09.094> a<00:13:09.239> year.

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And<00:13:11.036> I<00:13:11.116> would<00:13:11.278> say,<00:13:11.788> So<00:13:11.949> it's<00:13:12.030> like,<00:13:12.175> so,<00:13:12.417> you<00:13:12.498> know,<00:13:12.595> more<00:13:12.756> than<00:13:12.885> half<00:13:13.079> the<00:13:13.208> customers<00:13:13.546> are<00:13:13.627> coming<00:13:13.869> through<00:13:14.014> word<00:13:14.176> of<00:13:14.208> mouth<00:13:14.450> and<00:13:14.595> rest<00:13:14.821> of<00:13:14.934> it<00:13:15.144> is<00:13:15.886> through<00:13:16.047> search.

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We<00:13:18.160> are<00:13:18.208> very,<00:13:18.918> we<00:13:19.063> are<00:13:19.224> probably<00:13:20.110> the<00:13:20.287> biggest<00:13:20.771> carrier<00:13:21.319> on<00:13:21.496> Reddit,<00:13:23.092> which<00:13:23.253> is<00:13:23.430> just<00:13:23.672> like<00:13:23.898> super<00:13:24.381> interesting.

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But<00:13:27.135> what<00:13:27.279> happened?

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So<00:13:28.019> what<00:13:28.179> happened<00:13:28.565> was<00:13:28.886> that,<00:13:29.401> so<00:13:29.545> US<00:13:29.851> Mobile<00:13:30.252> obviously<00:13:30.654> is<00:13:30.815> a,<00:13:31.538> it's<00:13:31.891> a<00:13:31.956> tech<00:13:32.116> play.

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Like<00:13:32.663> our<00:13:32.839> product<00:13:33.305> is<00:13:33.466> like<00:13:33.723> intelligence<00:13:34.350> that's<00:13:34.607> like<00:13:34.929> wrapped<00:13:35.411> in<00:13:36.119> a<00:13:36.139> carrier,<00:13:36.545> right?

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Anything<00:13:38.153> from<00:13:38.316> like<00:13:38.478> a<00:13:38.511> multi-network<00:13:39.534> access<00:13:39.810> to<00:13:39.956> zero<00:13:40.265> trust<00:13:40.444> security,<00:13:43.195> And<00:13:43.438> then<00:13:43.615> really<00:13:44.665> what<00:13:44.891> we<00:13:45.069> started<00:13:45.473> doing<00:13:45.715> was<00:13:46.038> starting<00:13:46.442> to—<00:13:46.830> we<00:13:46.926> started<00:13:47.346> to<00:13:47.411> build<00:13:47.572> this<00:13:47.734> connectivity<00:13:48.315> brain.

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And<00:13:50.803> so<00:13:51.045> I<00:13:51.110> would<00:13:51.223> say<00:13:51.465> it<00:13:51.513> was<00:13:51.774> very<00:13:52.012> attractive<00:13:52.471> to<00:13:52.658> geeks.

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And<00:13:55.117> so<00:13:55.214> what<00:13:55.554> started<00:13:55.846> happening<00:13:56.106> was<00:13:56.981> pre-COVID,<00:13:57.970> we<00:13:58.051> started—<00:13:58.764> there<00:13:59.185> was<00:13:59.331> this<00:13:59.493> community<00:14:00.239> of<00:14:01.276> US<00:14:01.520> mobile<00:14:01.779> geeks<00:14:02.022> that<00:14:02.184> was<00:14:02.411> forming<00:14:02.816> on<00:14:02.995> Reddit,<00:14:04.320> which<00:14:04.417> has<00:14:04.661> kind<00:14:04.841> of<00:14:04.906> become<00:14:05.150> that<00:14:05.329> de<00:14:05.492> facto<00:14:05.915> search<00:14:06.306> engine<00:14:06.551> from<00:14:06.795> products<00:14:07.104> today.

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Right.

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And<00:14:08.983> so<00:14:09.144> I'd<00:14:09.368> always<00:14:09.624> be<00:14:09.768> telling<00:14:10.009> my<00:14:10.105> customer<00:14:10.361> service<00:14:10.682> team,<00:14:10.890> hey,<00:14:11.002> say<00:14:11.227> this<00:14:11.387> to<00:14:11.483> that<00:14:11.707> person,<00:14:12.188> say<00:14:12.348> this<00:14:12.508> to<00:14:12.605> that<00:14:12.829> person.

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And<00:14:13.774> then<00:14:13.870> I<00:14:13.950> was<00:14:14.031> like,<00:14:14.175> well,<00:14:14.383> screw<00:14:14.655> it,<00:14:15.152> I'm<00:14:15.248> going<00:14:15.377> to<00:14:15.457> go<00:14:15.537> and<00:14:15.617> start<00:14:15.793> responding<00:14:16.194> to<00:14:16.290> these<00:14:16.434> customers<00:14:16.819> myself.

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So<00:14:17.379> I<00:14:17.411> started<00:14:17.716> responding<00:14:18.197> to<00:14:18.357> them.

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And<00:14:21.081> then<00:14:21.241> what<00:14:21.337> happened<00:14:21.706> was<00:14:21.946> post-COVID,<00:14:23.244> Reddit<00:14:23.484> became<00:14:23.805> huge<00:14:24.221> in<00:14:24.365> COVID.

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Like,<00:14:24.846> people<00:14:25.087> were<00:14:25.167> just<00:14:25.391> like<00:14:25.711> on<00:14:25.888> Reddit<00:14:26.208> and<00:14:26.368> TikTok,<00:14:26.753> right?

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Two<00:14:27.730> of<00:14:27.826> the<00:14:27.971> biggest<00:14:28.291> platforms<00:14:28.756> to<00:14:28.852> come<00:14:29.012> out<00:14:29.237> of<00:14:29.413> COVID<00:14:30.054> There's<00:14:30.278> other<00:14:30.390> social<00:14:30.759> media<00:14:31.015> platforms<00:14:31.400> out<00:14:31.496> there,<00:14:31.656> Instagram<00:14:32.233> and<00:14:32.361> Snapchat,<00:14:33.242> but<00:14:33.403> these<00:14:33.643> were<00:14:33.723> the<00:14:33.883> two<00:14:34.043> ones<00:14:34.204> that<00:14:34.300> just<00:14:34.460> became<00:14:34.781> huge.

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And<00:14:37.268> so<00:14:37.364> what<00:14:37.493> happened<00:14:37.814> was<00:14:38.055> I<00:14:38.215> think<00:14:38.328> a<00:14:38.456> lot<00:14:38.697> of<00:14:39.259> the<00:14:39.339> male<00:14:39.596> population<00:14:40.254> in<00:14:40.383> the<00:14:40.479> US<00:14:41.362> ended<00:14:41.587> up<00:14:41.683> going<00:14:41.844> to<00:14:41.988> Reddit<00:14:42.261> to<00:14:42.406> take<00:14:42.807> product<00:14:43.145> advice.

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And<00:14:44.718> lo<00:14:44.879> and<00:14:44.975> behold,<00:14:45.457> there<00:14:45.617> is<00:14:45.762> this<00:14:45.938> one<00:14:46.179> company<00:14:47.127> on<00:14:47.287> the<00:14:47.384> telco<00:14:47.721> side<00:14:48.186> where<00:14:48.588> they're<00:14:49.551> like,<00:14:49.712> wait,<00:14:49.937> what<00:14:50.113> is<00:14:50.258> this?

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What<00:14:50.579> is<00:14:50.675> USmall?

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Why<00:14:51.157> is<00:14:51.253> everyone<00:14:51.478> talking<00:14:51.863> about<00:14:52.120> it?

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Well,<00:14:53.068> everyone's<00:14:53.276> talking<00:14:53.630> about<00:14:53.870> it<00:14:53.902> because<00:14:54.192> it's<00:14:54.384> a<00:14:54.513> great<00:14:55.171> product,<00:14:55.733> but<00:14:55.894> the<00:14:55.974> CEO<00:14:56.439> or<00:14:56.696> the<00:14:56.777> founder<00:14:57.178> responds<00:14:57.660> directly.

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And<00:14:59.105> my<00:14:59.410> Reddit<00:14:59.731> relationship<00:15:00.309> has<00:15:00.470> been<00:15:01.192> I<00:15:01.272> would<00:15:01.368> say<00:15:01.673> push<00:15:02.058> and<00:15:02.315> pull.

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It's<00:15:03.180> not<00:15:03.918> like<00:15:04.159> a<00:15:04.239> typical<00:15:04.704> corporate<00:15:05.041> relationship<00:15:05.762> where<00:15:06.580> it's<00:15:06.725> going<00:15:06.885> to<00:15:06.965> be,<00:15:07.045> if<00:15:07.142> a<00:15:07.206> customer<00:15:07.542> says<00:15:07.783> something,<00:15:08.489> I'll<00:15:10.974> respond<00:15:11.391> sometimes<00:15:11.936> kindly,<00:15:12.273> sometimes<00:15:12.738> not<00:15:12.963> so<00:15:13.075> kindly.

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I<00:15:13.396> mean,<00:15:13.540> like<00:15:13.845> kind<00:15:14.021> of<00:15:14.085> getting<00:15:14.342> on<00:15:14.486> their<00:15:14.647> level,<00:15:14.967> right?

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And<00:15:18.014> that<00:15:18.335> created<00:15:18.736> virality.

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Reddit<00:15:19.650> is<00:15:19.794> a<00:15:19.875> place<00:15:20.115> where<00:15:20.276> people<00:15:20.580> go<00:15:20.757> to<00:15:21.703> crap<00:15:22.104> on<00:15:22.280> their<00:15:23.226> companies<00:15:23.547> that<00:15:23.707> they<00:15:23.868> use,<00:15:24.429> and<00:15:24.509> all<00:15:24.541> of<00:15:24.621> a<00:15:24.670> sudden<00:15:25.969> they<00:15:26.049> have<00:15:26.514> a<00:15:26.690> company<00:15:27.075> where<00:15:27.251> they<00:15:27.332> can<00:15:27.556> crap<00:15:27.813> on<00:15:27.957> it<00:15:28.053> and<00:15:28.134> the<00:15:28.951> CEO<00:15:29.657> is<00:15:29.817> there,<00:15:30.282> or<00:15:30.443> if<00:15:30.603> they<00:15:30.699> don't,<00:15:31.180> and<00:15:31.822> and<00:15:32.289> we<00:15:32.385> were<00:15:32.530> also<00:15:32.771> sourcing<00:15:33.736> a<00:15:33.913> lot<00:15:34.090> of<00:15:34.219> our<00:15:34.331> next-gen<00:15:34.959> product<00:15:35.345> ideas<00:15:36.165> from<00:15:36.326> Reddit<00:15:36.647> as<00:15:36.792> well.

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And<00:15:37.693> that<00:15:37.934> created<00:15:38.320> virality<00:15:38.963> to<00:15:39.060> the<00:15:39.140> point<00:15:40.147> where<00:15:41.780> this<00:15:42.007> year<00:15:42.185> we're<00:15:42.330> going<00:15:42.508> to<00:15:42.670> cross<00:15:43.155> close,<00:15:43.543> like<00:15:43.704> we're<00:15:43.947> going<00:15:44.060> to<00:15:44.206> cross<00:15:44.464> 25<00:15:44.933> million<00:15:45.321> views<00:15:46.453> on<00:15:46.566> our<00:15:46.712> subreddit.

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Every<00:15:49.320> other<00:15:49.546> post<00:15:49.803> of<00:15:49.932> mine,<00:15:50.737> like<00:15:50.898> my<00:15:51.140> aggregate<00:15:51.558> posts<00:15:52.106> a<00:15:52.379> month<00:15:52.766> get<00:15:53.088> a<00:15:53.168> couple<00:15:53.410> of<00:15:53.490> million<00:15:53.893> views.

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And<00:15:55.889> all<00:15:56.002> this<00:15:56.211> while<00:15:56.469> Google<00:15:56.726> started<00:15:57.193> indexing<00:15:57.676> Reddit<00:15:57.998> as<00:15:58.143> well.

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So<00:15:58.336> if<00:15:58.417> you're<00:15:58.530> actually<00:15:58.686> going<00:15:58.998> and<00:15:59.084> looking<00:15:59.431> for<00:16:00.884> best<00:16:01.208> this<00:16:01.451> plan<00:16:01.677> or<00:16:01.758> best<00:16:01.936> that<00:16:02.178> plan,<00:16:02.486> like,<00:16:02.987> you<00:16:03.084> know,<00:16:03.294> our<00:16:04.103> results<00:16:04.507> are<00:16:04.540> going<00:16:04.637> to<00:16:04.701> show<00:16:05.009> up<00:16:05.235> on<00:16:05.413> Google.

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And<00:16:07.014> turns<00:16:07.338> out<00:16:07.580> social<00:16:08.001> proofing<00:16:08.486> is<00:16:08.729> just<00:16:09.117> one<00:16:09.279> of<00:16:09.457> the<00:16:09.764> most<00:16:09.942> effective<00:16:10.410> ways<00:16:10.732> of<00:16:11.313> marketing<00:16:11.781> your<00:16:11.878> product<00:16:12.200> at<00:16:12.281> this<00:16:12.507> point.

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Yeah.

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Yeah.

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That's,<00:16:14.459> that's<00:16:14.701> incredible,<00:16:15.653> actually.

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How<00:16:16.718> are<00:16:16.798> you<00:16:16.944> thinking<00:16:17.266> about<00:16:17.589> AI<00:16:18.170> and<00:16:18.315> how<00:16:18.492> are<00:16:18.638> you<00:16:18.815> integrating<00:16:19.380> it<00:16:19.460> into<00:16:19.606> the<00:16:19.702> product?

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I<00:16:20.911> would<00:16:21.008> say<00:16:21.153> that<00:16:23.490> for<00:16:23.716> us,<00:16:24.119> AI,<00:16:24.764> like<00:16:24.925> the<00:16:25.021> way<00:16:25.247> we,<00:16:25.811> the<00:16:25.908> way<00:16:26.150> we<00:16:26.375> look<00:16:26.617> at<00:16:26.714> US<00:16:27.020> Mobile<00:16:27.262> from<00:16:27.375> an<00:16:27.520> AI<00:16:27.762> perspective<00:16:28.326> is<00:16:28.648> more<00:16:29.782> on<00:16:30.738> how<00:16:30.917> does<00:16:31.225> AI<00:16:31.549> help<00:16:31.808> you<00:16:32.635> either<00:16:32.927> get<00:16:33.105> served<00:16:33.575> better<00:16:34.710> at<00:16:34.872> US<00:16:35.116> Mobile,<00:16:36.250> make<00:16:36.429> better<00:16:36.607> decisions<00:16:37.093> around<00:16:37.385> your<00:16:38.856> plans,<00:16:39.807> or<00:16:42.079> give<00:16:42.305> you<00:16:42.450> more<00:16:42.724> transparency<00:16:43.674> on<00:16:43.771> really<00:16:44.013> what's<00:16:44.238> going<00:16:44.496> on.

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So<00:16:46.340> with<00:16:46.733> US<00:16:47.061> Mobile,<00:16:53.420> we<00:16:53.520> have<00:16:53.621> something<00:16:53.890> called<00:16:54.108> the<00:16:54.209> global<00:16:54.562> search<00:16:54.965> bar,<00:16:55.301> which<00:16:55.553> is<00:16:56.377> a<00:16:56.409> search<00:16:56.779> bar<00:16:56.891> at<00:16:57.036> US<00:16:57.277> Mobile<00:16:57.904> where<00:16:58.016> you<00:16:58.145> can<00:16:58.306> actually<00:16:58.788> give<00:16:58.964> it<00:16:59.125> like<00:16:59.752> commands.

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I<00:17:00.796> want<00:17:01.037> to<00:17:01.134> port<00:17:01.439> my<00:17:01.535> phone<00:17:01.841> number<00:17:02.242> out<00:17:02.499> and<00:17:02.660> it'll<00:17:02.821> basically<00:17:03.946> get<00:17:04.187> you<00:17:04.267> to<00:17:04.331> your<00:17:04.588> port<00:17:04.813> out<00:17:05.312> information.

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But<00:17:06.260> the<00:17:06.356> whole<00:17:06.597> point<00:17:07.063> over<00:17:07.224> there<00:17:07.400> was<00:17:07.625> created<00:17:08.509> where<00:17:08.847> you<00:17:08.943> can<00:17:09.088> actually<00:17:09.393> have<00:17:09.650> these<00:17:09.827> like<00:17:10.036> natural<00:17:10.695> conversations<00:17:11.739> with<00:17:11.900> our,<00:17:12.703> like<00:17:13.025> with<00:17:13.169> our<00:17:13.266> system.

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And<00:17:14.953> so<00:17:15.130> the<00:17:15.274> way,<00:17:15.596> so<00:17:15.820> our<00:17:16.013> approach<00:17:16.319> on<00:17:16.463> AI<00:17:16.945> is<00:17:17.106> that<00:17:17.765> it's<00:17:18.006> there<00:17:18.263> if<00:17:18.391> you<00:17:18.472> want<00:17:18.649> to<00:17:18.793> use<00:17:19.050> it<00:17:19.195> and<00:17:19.291> you'll<00:17:19.452> be<00:17:19.548> able<00:17:19.693> to<00:17:19.838> do<00:17:19.998> like<00:17:20.175> really<00:17:20.496> ridiculous<00:17:21.059> stuff<00:17:21.364> like,<00:17:22.388> "Hey,<00:17:22.502> my<00:17:22.730> friend,<00:17:24.275> my<00:17:24.438> friend<00:17:24.682> Clint,<00:17:25.576> I've<00:17:25.885> known<00:17:26.048> him<00:17:26.146> for<00:17:26.227> a<00:17:26.308> while.

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Hey,<00:17:27.122> this<00:17:27.349> is<00:17:27.431> what<00:17:27.593> his<00:17:27.756> phone<00:17:27.886> number<00:17:28.081> is.

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I<00:17:28.260> have<00:17:28.358> his<00:17:28.585> permission.

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Can<00:17:29.659> you<00:17:29.804> please<00:17:29.981> try<00:17:30.206> convincing<00:17:31.171> Clint<00:17:31.412> to<00:17:31.557> come<00:17:31.733> over<00:17:31.894> to<00:17:32.039> US<00:17:32.296> Mobile?"<00:17:33.020> And<00:17:33.165> our<00:17:33.486> AI<00:17:33.663> is<00:17:33.808> going<00:17:33.904> to<00:17:33.985> get<00:17:34.146> in<00:17:34.226> touch<00:17:34.467> with<00:17:34.564> you<00:17:34.708> either<00:17:34.885> through<00:17:35.191> emails<00:17:35.448> or<00:17:35.593> text<00:17:35.818> messaging<00:17:36.236> and<00:17:36.381> have<00:17:36.558> that<00:17:36.783> conversation<00:17:37.442> with<00:17:37.587> you.

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Or<00:17:38.391> you<00:17:38.472> could<00:17:38.584> say,<00:17:41.423> "Am<00:17:41.568> I<00:17:41.649> using<00:17:41.907> too<00:17:42.069> much<00:17:42.230> data,<00:17:42.698> too<00:17:42.860> less<00:17:43.037> data?

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Should<00:17:43.602> I<00:17:43.683> go<00:17:43.909> up<00:17:44.086> or<00:17:44.167> down?"<00:17:44.958> Or<00:17:45.152> just<00:17:46.572> having<00:17:46.895> device<00:17:47.234> telematics,<00:17:48.670> coming<00:17:48.993> in<00:17:49.154> and<00:17:49.251> be<00:17:49.332> like,<00:17:49.735> "Hey,<00:17:49.897> I<00:17:50.058> live<00:17:50.381> in<00:17:50.430> Michigan,<00:17:50.900> Dearborn,<00:17:51.249> Michigan,<00:17:51.440> and<00:17:51.493> I've—"<00:17:54.470> and<00:17:54.550> my<00:17:54.647> service<00:17:54.952> has<00:17:55.048> been<00:17:55.209> very<00:17:55.370> choppy<00:17:55.691> for<00:17:55.835> the<00:17:55.916> last<00:17:56.157> week<00:17:56.333> or<00:17:56.414> so,<00:17:57.378> using<00:17:57.779> like,<00:17:58.101> you<00:17:58.165> know,<00:17:58.583> small<00:17:58.888> language<00:17:59.225> models<00:17:59.691> and<00:17:59.868> large<00:18:00.173> language<00:18:00.494> models<00:18:01.298> to<00:18:01.458> figure<00:18:01.780> out<00:18:02.503> really<00:18:02.840> what's<00:18:03.065> going<00:18:03.242> on<00:18:03.324> with<00:18:03.634> all<00:18:03.715> of<00:18:03.797> our<00:18:03.895> customers<00:18:04.303> in<00:18:04.384> that<00:18:04.694> area<00:18:04.890> for<00:18:05.037> the<00:18:05.119> last<00:18:07.060> month<00:18:07.322> and<00:18:07.419> a<00:18:07.468> half<00:18:07.729> or<00:18:07.795> so.

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Is<00:18:09.806> there<00:18:10.226> more<00:18:10.532> latency,<00:18:11.081> less<00:18:11.323> latency?

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Do<00:18:11.969> we<00:18:12.130> have<00:18:13.034> network<00:18:13.437> notifications<00:18:14.228> that<00:18:14.470> come<00:18:14.632> into<00:18:14.874> a<00:18:14.954> data<00:18:15.213> lake<00:18:15.519> and<00:18:16.100> basically<00:18:16.504> parsing<00:18:16.826> that<00:18:16.988> and<00:18:17.069> saying,<00:18:17.311> okay,<00:18:18.198> would<00:18:18.505> that<00:18:18.670> impact<00:18:19.088> us?

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We<00:18:19.730> look<00:18:19.930> at<00:18:20.064> what<00:18:20.231> your<00:18:20.314> phone<00:18:20.665> is<00:18:20.832> and<00:18:22.594> benchmarking<00:18:23.157> it<00:18:23.237> against<00:18:23.623> other<00:18:23.817> phones.

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And<00:18:25.570> so<00:18:25.795> we<00:18:26.053> really<00:18:26.358> look<00:18:26.535> at<00:18:26.761> AI<00:18:27.662> from<00:18:27.903> the<00:18:28.048> perspective<00:18:28.611> of<00:18:30.091> how<00:18:30.461> do<00:18:30.557> we<00:18:30.783> create<00:18:31.442> these<00:18:31.909> experiences<00:18:32.729> for<00:18:32.955> you,<00:18:33.856> better<00:18:34.017> experience.

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And<00:18:34.499> at<00:18:34.580> the<00:18:34.644> end<00:18:34.837> of<00:18:34.966> the<00:18:35.063> day,<00:18:35.931> it<00:18:36.092> really<00:18:36.575> is<00:18:36.849> made<00:18:37.412> to<00:18:37.637> facilitate<00:18:38.361> our<00:18:38.586> users.

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So<00:18:38.989> if<00:18:39.150> at<00:18:39.246> the<00:18:39.407> end<00:18:39.568> of<00:18:39.665> the<00:18:39.745> day,<00:18:42.423> we<00:18:42.585> are<00:18:42.828> training<00:18:43.103> our<00:18:43.184> models<00:18:43.718> to<00:18:43.896> actually<00:18:44.139> say<00:18:45.175> maybe<00:18:45.498> US<00:18:45.822> Mobile<00:18:46.081> is<00:18:46.243> not<00:18:46.469> the<00:18:46.567> right<00:18:46.809> carrier<00:18:47.214> for<00:18:47.360> you,<00:18:47.926> that<00:18:48.056> conversation<00:18:48.363> is<00:18:48.444> kind<00:18:48.622> of<00:18:48.654> becoming<00:18:48.784> pre-moot<00:18:48.978> at<00:18:49.011> this<00:18:49.108> point<00:18:49.189> because<00:18:49.286> we<00:18:49.383> have<00:18:49.496> all<00:18:51.700> networks,<00:18:52.142> like,<00:18:52.388> okay,<00:18:52.634> really,<00:18:53.356> you're<00:18:53.520> going<00:18:53.635> to<00:18:53.782> leave<00:18:54.012> us<00:18:54.192> and<00:18:54.438> go<00:18:54.832> to<00:18:54.996> who?

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But<00:18:57.374> I<00:18:58.445> really<00:18:58.753> look<00:18:58.931> at<00:18:59.239> AI<00:18:59.742> as<00:19:00.634> a<00:19:00.796> huge<00:19:01.444> force<00:19:01.769> multiplier.

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What<00:19:03.180> does<00:19:03.374> a<00:19:03.455> typical<00:19:03.877> day<00:19:04.104> look<00:19:04.266> like<00:19:04.444> for<00:19:04.542> you?

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It's<00:19:06.908> actually<00:19:07.069> really<00:19:07.311> funny.

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I<00:19:07.584> was<00:19:07.713> having<00:19:07.971> this<00:19:08.132> conversation<00:19:08.856> with<00:19:09.243> one<00:19:09.404> of<00:19:09.436> my<00:19:09.581> colleagues<00:19:09.983> today,<00:19:10.305> but<00:19:11.658> a<00:19:11.819> day,<00:19:12.543> I'll<00:19:13.058> usually<00:19:13.590> wake<00:19:13.831> up<00:19:14.878> between<00:19:15.167> 6:30<00:19:15.538> to<00:19:15.586> 7:00<00:19:16.021> in<00:19:16.150> the<00:19:16.182> morning.

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That's<00:19:17.402> when—<00:19:17.727> so<00:19:17.971> I<00:19:18.036> have<00:19:18.134> 3<00:19:18.297> kids.

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Kids<00:19:19.011> are<00:19:19.076> getting<00:19:19.320> ready<00:19:19.483> to<00:19:19.565> go<00:19:19.597> to<00:19:19.744> school.

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Wife<00:19:21.257> actually<00:19:21.518> teaches<00:19:21.908> at<00:19:22.413> a<00:19:22.576> preschool,<00:19:22.999> so<00:19:23.129> like<00:19:23.227> she's<00:19:23.536> getting<00:19:23.780> ready.

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So<00:19:25.024> just<00:19:25.153> kind<00:19:25.314> of<00:19:25.395> like,<00:19:25.573> you<00:19:25.815> know,<00:19:26.766> get<00:19:26.992> up,<00:19:27.896> you<00:19:27.992> know,<00:19:28.138> make<00:19:28.363> my<00:19:28.460> coffee,<00:19:28.928> get<00:19:29.089> ready.

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I<00:19:32.009> usually<00:19:32.638> am<00:19:32.816> on<00:19:32.961> a,<00:19:33.219> yeah,<00:19:33.364> airplane<00:19:34.187> from<00:19:34.413> Connecticut<00:19:34.836> to<00:19:34.935> New<00:19:35.068> York.

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So<00:19:35.334> that<00:19:35.517> takes<00:19:35.816> me<00:19:35.998> an<00:19:36.148> hour,<00:19:36.413> get<00:19:36.646> in<00:19:36.812> at<00:19:36.912> 9<00:19:37.161> o'clock.

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And<00:19:40.048> the<00:19:40.129> first<00:19:40.598> 2<00:19:40.776> hours<00:19:41.099> are<00:19:41.326> usually<00:19:41.665> dedicated<00:19:42.232> to<00:19:42.312> me<00:19:42.458> talking<00:19:42.798> to<00:19:42.943> my<00:19:43.121> co-founder<00:19:43.833> and<00:19:44.505> colleague<00:19:44.981> like<00:19:45.162> Michael<00:19:45.491> and<00:19:45.639> Omer,<00:19:46.559> who's<00:19:46.822> my<00:19:46.987> CFO,<00:19:50.548> and<00:19:50.822> kind<00:19:51.355> of<00:19:51.452> like<00:19:51.678> thinking<00:19:52.017> about<00:19:53.050> some<00:19:53.470> top-of-mind<00:19:54.051> stuff.

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And<00:19:54.519> then<00:19:54.745> usually<00:19:55.262> it'll<00:19:55.810> be<00:19:55.956> a<00:19:55.972> mix<00:19:56.279> of<00:19:56.375> meetings<00:19:57.828> and<00:19:59.523> time<00:19:59.828> for<00:19:59.925> myself.

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I<00:20:01.759> would<00:20:01.920> say<00:20:03.770> I'm<00:20:03.931> obsessive<00:20:04.365> about<00:20:04.591> having<00:20:04.977> a<00:20:05.057> lot<00:20:05.298> of<00:20:05.395> time<00:20:05.636> for<00:20:05.733> myself<00:20:06.135> in<00:20:06.199> the<00:20:06.360> day<00:20:06.570> just<00:20:06.746> because<00:20:09.529> my<00:20:09.963> general<00:20:10.301> posture<00:20:10.864> is<00:20:11.185> what<00:20:11.732> are<00:20:11.764> the<00:20:11.909> 2<00:20:12.070> or<00:20:12.102> 3<00:20:12.295> or<00:20:12.327> 4<00:20:12.456> things<00:20:12.613> I<00:20:12.633> can<00:20:12.810> do<00:20:12.954> every<00:20:13.228> quarter<00:20:13.437> that's<00:20:13.919> going<00:20:14.225> to<00:20:16.290> to<00:20:16.386> move<00:20:16.870> the<00:20:16.950> needle<00:20:17.289> for<00:20:17.369> the<00:20:17.514> company.

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So<00:20:18.562> these<00:20:18.739> tend<00:20:18.965> to<00:20:19.062> be<00:20:19.207> like<00:20:19.400> a<00:20:19.449> mix<00:20:19.771> of<00:20:19.868> like<00:20:20.093> short-term<00:20:20.432> and<00:20:20.673> like<00:20:20.915> long-term<00:20:21.624> goals.

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And<00:20:24.686> I<00:20:24.767> spend<00:20:25.106> a<00:20:25.332> lot<00:20:25.720> of<00:20:25.817> time<00:20:26.124> thinking<00:20:26.464> about<00:20:26.706> it.

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I've<00:20:27.352> been<00:20:27.659> recently<00:20:28.241> telling<00:20:28.548> a<00:20:28.564> lot<00:20:28.742> of<00:20:28.807> my<00:20:29.114> colleagues<00:20:29.518> and<00:20:29.566> my<00:20:29.696> friends<00:20:30.084> that<00:20:30.746> the<00:20:30.908> best<00:20:31.150> work<00:20:31.312> that<00:20:31.457> you<00:20:31.554> ever<00:20:31.732> do<00:20:32.120> is<00:20:32.346> like<00:20:32.508> when<00:20:32.605> you're<00:20:32.702> not<00:20:32.928> working.

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So<00:20:34.825> I<00:20:35.066> really<00:20:35.565> try<00:20:35.710> to<00:20:35.855> create<00:20:36.177> that.

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And<00:20:36.982> then<00:20:38.544> I'll<00:20:38.995> usually<00:20:39.333> be<00:20:39.639> like<00:20:39.961> on<00:20:40.057> the<00:20:40.138> train<00:20:40.379> back<00:20:40.685> home<00:20:40.862> between<00:20:41.184> 5:30<00:20:41.651> to<00:20:41.732> 6<00:20:41.973> o'clock,<00:20:42.859> takes<00:20:43.036> me<00:20:43.116> an<00:20:43.197> hour<00:20:43.422> to<00:20:43.503> get<00:20:43.664> home.

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So<00:20:44.579> I'm<00:20:44.756> home<00:20:44.917> between<00:20:45.240> 6:30<00:20:45.643> to<00:20:45.788> 7:15<00:20:46.449> or<00:20:46.545> 7:30.

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I<00:20:49.253> will<00:20:50.156> work<00:20:50.398> out<00:20:50.720> for<00:20:50.865> like<00:20:51.043> 45<00:20:51.446> minutes<00:20:51.639> to<00:20:51.688> an<00:20:51.833> hour<00:20:53.374> and<00:20:55.097> spend<00:20:55.341> some<00:20:55.503> time<00:20:55.649> with<00:20:55.731> the<00:20:55.828> kids<00:20:56.072> and<00:20:56.170> the<00:20:56.625> wife<00:20:56.950> and<00:20:58.169> then<00:20:58.267> back<00:20:58.576> at<00:20:58.689> it<00:20:58.771> again.

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That<00:21:00.116> is<00:21:00.520> incredible.

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So<00:21:01.585> what's<00:21:03.199> it<00:21:03.441> been<00:21:03.683> like<00:21:04.006> to<00:21:04.151> build<00:21:04.393> in<00:21:04.474> the<00:21:04.554> United<00:21:04.877> States<00:21:05.361> and<00:21:05.620> in<00:21:05.781> New<00:21:05.942> York?

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And<00:21:07.314> what<00:21:07.475> is<00:21:07.572> that<00:21:07.782> overall,<00:21:09.104> ever<00:21:09.285> since<00:21:09.533> you<00:21:09.615> got<00:21:09.945> here,<00:21:10.176> what<00:21:10.275> has<00:21:10.424> that<00:21:10.506> experience<00:21:11.018> been<00:21:11.249> like?

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Listen,<00:21:13.597> it's<00:21:13.742> been<00:21:13.903> great.

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I've,<00:21:15.277> you<00:21:16.569> know,<00:21:16.973> I'm<00:21:17.474> very<00:21:17.636> patriotic<00:21:18.217> about<00:21:18.363> the<00:21:18.508> country<00:21:18.928> for<00:21:19.154> like<00:21:19.413> what<00:21:19.801> it's<00:21:20.140> been<00:21:20.285> able<00:21:20.447> to<00:21:20.544> do<00:21:20.705> for<00:21:20.851> me<00:21:21.012> and<00:21:21.093> what<00:21:21.255> I've<00:21:21.352> been<00:21:21.513> able<00:21:21.675> to<00:21:21.755> do<00:21:21.901> for<00:21:21.998> it.

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And<00:21:26.000> honestly,<00:21:26.311> it's<00:21:26.410> just<00:21:26.508> been<00:21:26.689> a<00:21:26.820> really<00:21:27.066> great<00:21:27.246> journey<00:21:28.050> as,<00:21:29.780> you<00:21:30.716> know,<00:21:32.233> for<00:21:32.314> me,<00:21:32.637> America<00:21:33.024> is<00:21:33.170> pretty<00:21:33.347> homogenous<00:21:34.009> when<00:21:34.155> it<00:21:34.251> comes<00:21:34.574> to<00:21:35.301> where<00:21:35.608> you<00:21:35.704> build<00:21:35.947> companies.

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The<00:21:37.545> reason<00:21:37.868> we<00:21:37.965> built<00:21:38.223> it<00:21:38.352> in<00:21:38.449> New<00:21:38.578> York<00:21:38.756> was<00:21:38.871> because<00:21:39.102> like<00:21:39.348> I<00:21:39.513> was,<00:21:40.188> I<00:21:40.254> went<00:21:40.451> to<00:21:40.500> school<00:21:40.583> in<00:21:40.616> Connecticut.

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We<00:21:41.060> had<00:21:41.142> lots<00:21:41.257> of<00:21:41.290> friends<00:21:41.406> here.

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And<00:21:44.363> so<00:21:44.605> having<00:21:44.944> that<00:21:45.105> support<00:21:45.590> group<00:21:45.848> around<00:21:46.219> you<00:21:46.784> when<00:21:46.946> you're<00:21:47.107> building<00:21:47.769> companies<00:21:48.254> is<00:21:48.415> just<00:21:49.142> so<00:21:49.707> underrated<00:21:50.514> but<00:21:50.691> so<00:21:51.160> important.

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And<00:21:52.917> so<00:21:53.014> like<00:21:53.240> de<00:21:53.401> facto,<00:21:53.901> like<00:21:54.143> New<00:21:54.288> York<00:21:54.466> kind<00:21:54.643> of<00:21:54.708> became<00:21:55.030> the<00:21:55.176> place<00:21:55.418> where<00:21:55.514> all<00:21:55.676> the<00:21:55.756> talent<00:21:56.144> comes<00:21:56.466> in.

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It's<00:21:57.370> an<00:21:57.450> absolutely<00:21:57.854> incredible<00:21:58.338> place<00:21:58.580> to<00:21:58.822> like<00:21:59.386> kind<00:21:59.612> of<00:21:59.645> hire<00:22:00.516> talent.

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And<00:22:02.797> obviously<00:22:03.715> America<00:22:04.085> is<00:22:04.182> just<00:22:04.906> one<00:22:04.970> of<00:22:05.067> the<00:22:05.164> greatest<00:22:05.614> countries<00:22:05.824> in<00:22:05.936> the<00:22:06.017> world<00:22:06.339> to<00:22:06.436> like<00:22:06.596> build<00:22:06.838> companies.

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You<00:22:07.401> know,<00:22:07.450> there's<00:22:08.271> more<00:22:08.351> risk<00:22:08.834> capital<00:22:09.333> in<00:22:09.414> the<00:22:09.559> US<00:22:09.897> than<00:22:10.042> anywhere<00:22:10.444> else<00:22:10.686> out<00:22:10.863> there.

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So<00:22:11.748> people<00:22:11.941> are<00:22:12.006> ready<00:22:12.231> to<00:22:12.280> take<00:22:12.384> a<00:22:12.489> bet<00:22:12.733> on<00:22:12.995> you.

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This<00:22:16.102> system<00:22:16.669> is<00:22:16.895> built<00:22:19.064> to,<00:22:19.874> I<00:22:20.052> would<00:22:20.197> say,<00:22:22.923> like,<00:22:23.152> help<00:22:23.397> you<00:22:23.495> accelerate<00:22:24.393> when<00:22:24.556> you<00:22:24.964> need<00:22:25.209> to.

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And<00:22:25.601> so<00:22:25.699> I<00:22:25.846> would<00:22:25.944> say<00:22:26.042> from<00:22:26.254> that<00:22:26.597> perspective,<00:22:28.590> you<00:22:28.784> know,<00:22:28.881> obviously<00:22:29.511> everything<00:22:29.770> has<00:22:29.931> its<00:22:30.077> own<00:22:30.239> challenges.

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Like,<00:22:30.950> on<00:22:31.047> the<00:22:31.128> downside<00:22:31.677> of<00:22:31.839> it,<00:22:32.421> there's<00:22:32.971> lots<00:22:33.229> of<00:22:33.310> monopolies<00:22:34.426> here,<00:22:34.765> which<00:22:35.477> makes<00:22:35.800> it<00:22:35.897> much<00:22:36.123> harder<00:22:37.109> for<00:22:38.324> you<00:22:38.498> to,<00:22:38.654> like,<00:22:39.590> hit<00:22:39.784> escape<00:22:40.173> velocity.

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That's<00:22:41.386> why<00:22:41.548> so<00:22:41.775> many<00:22:42.034> businesses,<00:22:42.519> like<00:22:42.665> 1<00:22:42.843> in<00:22:42.988> every<00:22:43.069> 167<00:22:43.975> businesses,<00:22:44.558> especially<00:22:45.189> on<00:22:45.335> the<00:22:45.658> recurring<00:22:46.063> revenue<00:22:46.338> side,<00:22:46.710> ever<00:22:46.872> make<00:22:47.131> it<00:22:47.212> beyond<00:22:47.568> $10<00:22:47.697> million<00:22:48.183> in<00:22:48.425> revenue.

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But<00:22:50.735> that's<00:22:51.041> why<00:22:51.138> we<00:22:51.235> do<00:22:51.380> it,<00:22:51.461> right?

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That's<00:22:51.929> for<00:22:52.090> the,<00:22:52.171> you<00:22:52.203> know,<00:22:52.349> that's<00:22:53.317> the<00:22:53.624> fun<00:22:53.801> in<00:22:53.946> there.

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Yeah.

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Yeah,<00:22:55.399> yeah,<00:22:55.819> for<00:22:55.964> sure.

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Well,<00:22:57.175> that's<00:22:57.352> incredible,<00:22:57.901> man.

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Like,<00:22:58.885> what<00:22:58.998> do<00:22:59.047> you<00:22:59.273> read<00:22:59.774> and<00:22:59.921> what<00:23:00.164> reading<00:23:00.424> recommendations<00:23:01.139> would<00:23:01.253> you<00:23:01.318> have<00:23:01.561> for<00:23:01.724> us?

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I<00:23:02.780> actually<00:23:03.170> read<00:23:03.413> a<00:23:03.495> lot<00:23:03.738> of<00:23:05.080> just<00:23:05.242> like<00:23:05.404> stories.

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Like<00:23:05.970> I<00:23:06.067> read<00:23:06.212> a<00:23:06.293> lot<00:23:06.406> of<00:23:06.471> biographies.

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I<00:23:07.668> absolutely,<00:23:10.272> I<00:23:10.499> love<00:23:10.741> reading<00:23:11.065> them.

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Part<00:23:11.502> of<00:23:11.583> it<00:23:11.712> was<00:23:11.971> that<00:23:13.168> one<00:23:13.265> of<00:23:13.346> my<00:23:13.443> majors<00:23:14.315> in<00:23:14.396> my<00:23:14.557> college<00:23:14.945> was<00:23:15.106> history,<00:23:16.478> which<00:23:16.720> probably<00:23:17.043> has<00:23:17.285> helped<00:23:17.462> me<00:23:17.559> more<00:23:18.269> in<00:23:18.430> my<00:23:18.737> life<00:23:19.140> and<00:23:19.237> in<00:23:19.318> my<00:23:19.947> startups<00:23:20.448> than<00:23:21.255> my<00:23:21.561> engineering<00:23:22.142> major,<00:23:22.449> which<00:23:22.626> is<00:23:22.788> a<00:23:22.852> lot<00:23:23.110> more<00:23:23.240> technical.

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And<00:23:24.730> part<00:23:24.957> of<00:23:25.054> it<00:23:25.200> is<00:23:25.362> that<00:23:25.524> like<00:23:25.621> history<00:23:26.188> really<00:23:26.334> makes<00:23:26.658> you<00:23:29.088> realize<00:23:29.590> a<00:23:29.655> couple<00:23:29.914> of<00:23:30.060> things<00:23:30.465> like<00:23:30.562> philosophically,<00:23:31.615> it<00:23:31.874> makes<00:23:32.166> you<00:23:32.263> realize<00:23:32.733> that<00:23:33.253> Like<00:23:33.477> if<00:23:33.638> you<00:23:33.975> zoom<00:23:34.361> out<00:23:34.602> on<00:23:34.682> a<00:23:34.778> cosmic<00:23:35.244> level,<00:23:37.252> you're<00:23:37.348> not<00:23:37.589> a<00:23:37.653> very<00:23:37.910> big<00:23:38.071> deal<00:23:38.392> at<00:23:38.617> all.

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So<00:23:39.356> it<00:23:40.255> really<00:23:40.866> kind<00:23:41.042> of<00:23:41.123> keeps<00:23:41.428> you<00:23:41.524> grounded.

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It<00:23:43.275> makes<00:23:43.532> you<00:23:44.415> realize<00:23:44.817> that<00:23:45.459> for<00:23:45.700> any<00:23:45.941> given<00:23:46.262> moment,<00:23:46.664> for<00:23:46.889> whatever<00:23:47.290> you're<00:23:47.467> going<00:23:47.772> through,<00:23:48.591> there<00:23:48.752> was<00:23:48.848> someone<00:23:49.459> a<00:23:49.555> couple<00:23:49.796> of<00:23:49.876> thousand<00:23:50.262> years<00:23:50.519> before<00:23:50.904> you<00:23:51.081> who<00:23:51.161> was<00:23:51.338> trying<00:23:51.563> to<00:23:51.723> peddle<00:23:52.045> the<00:23:52.125> same<00:23:52.446> thing<00:23:52.607> to<00:23:52.767> customers.

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So<00:23:53.570> like,<00:23:54.438> I<00:23:54.470> don't<00:23:55.578> know.

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And<00:23:56.943> so<00:23:57.104> like<00:23:57.345> there<00:23:57.505> was<00:23:57.746> an<00:23:57.971> Elon.

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1000,<00:24:00.139> 2000<00:24:00.621> years<00:24:00.813> back<00:24:01.054> as<00:24:01.182> well,<00:24:01.359> who<00:24:01.519> was<00:24:02.145> absolutely<00:24:03.991> innovating<00:24:04.650> around,<00:24:05.276> for<00:24:06.319> example,<00:24:07.282> in<00:24:08.261> the<00:24:08.342> 9th<00:24:08.679> or<00:24:08.743> the<00:24:08.823> 10th<00:24:09.064> century<00:24:09.449> and<00:24:09.529> 11th<00:24:09.802> century,<00:24:10.990> one<00:24:11.151> of<00:24:11.311> the<00:24:11.632> biggest<00:24:12.018> things<00:24:12.274> that<00:24:12.419> happened,<00:24:13.061> one<00:24:13.173> of<00:24:13.238> the<00:24:13.382> biggest<00:24:13.799> advancements<00:24:14.506> in<00:24:15.164> military<00:24:15.565> hardware<00:24:16.047> was<00:24:16.287> these<00:24:17.170> wheels<00:24:17.491> that<00:24:17.668> had<00:24:17.957> axles<00:24:18.695> so<00:24:18.792> they<00:24:18.920> can<00:24:19.097> move<00:24:19.321> faster<00:24:19.899> and<00:24:20.060> they<00:24:20.140> could<00:24:20.702> go<00:24:20.766> over<00:24:21.023> mountains<00:24:21.488> much<00:24:21.665> more<00:24:21.890> easily.

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And<00:24:22.451> can<00:24:22.564> you<00:24:22.628> imagine<00:24:22.949> that<00:24:23.190> guy<00:24:23.366> must<00:24:23.575> have<00:24:23.655> been<00:24:23.736> like,<00:24:23.896> hey,<00:24:24.073> I<00:24:24.249> made<00:24:24.474> this<00:24:24.635> and<00:24:24.715> everyone<00:24:25.020> is<00:24:25.116> using<00:24:25.501> it.

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So,<00:24:26.160> it's<00:24:26.545> a<00:24:27.109> is<00:24:27.207> an<00:24:27.288> acute<00:24:27.692> realization<00:24:28.340> that<00:24:28.907> there's<00:24:29.133> always<00:24:29.392> someone<00:24:29.781> out<00:24:29.943> there<00:24:30.121> who's<00:24:30.429> been<00:24:30.607> through<00:24:30.850> you.

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So,<00:24:31.335> I<00:24:31.643> really<00:24:31.902> enjoy<00:24:32.306> reading,<00:24:35.281> you<00:24:35.313> know,<00:24:36.914> like<00:24:37.157> a<00:24:37.221> lot<00:24:37.383> of<00:24:37.480> like<00:24:37.706> biographical<00:24:38.353> kind<00:24:39.323> of<00:24:39.420> stories.

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I<00:24:41.810> do<00:24:41.988> read<00:24:42.472> news<00:24:43.021> a<00:24:43.038> lot.

00:24:43.360 --> 00:24:50.435
I<00:24:43.522> probably<00:24:44.588> spend,<00:24:45.621> you<00:24:46.364> know,<00:24:47.253> 2<00:24:47.479> to<00:24:47.559> 2.5<00:24:48.108> hours<00:24:48.367> every<00:24:48.593> day<00:24:49.239> reading<00:24:49.562> articles<00:24:50.047> and<00:24:50.095> news.

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Just,<00:24:51.520> you<00:24:51.617> know,<00:24:52.006> just<00:24:52.313> if<00:24:52.410> I<00:24:52.637> find<00:24:53.139> an<00:24:53.815> an<00:24:53.976> obscure<00:24:54.460> topic<00:24:54.783> that<00:24:54.928> I<00:24:55.025> really<00:24:55.251> like,<00:24:55.509> I'll<00:24:55.590> just<00:24:55.735> kind<00:24:55.912> of<00:24:55.945> get<00:24:56.090> into<00:24:56.396> it.

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Outside<00:24:57.606> that,<00:24:58.155> I<00:24:58.252> would<00:24:58.397> say<00:24:59.204> I'm<00:24:59.462> really<00:24:59.784> into<00:25:00.010> sci-fi.

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So<00:25:00.736> I<00:25:00.833> just—<00:25:02.588> and<00:25:03.410> if<00:25:03.490> I<00:25:03.571> can<00:25:03.732> find<00:25:04.054> time<00:25:04.296> somewhere,<00:25:04.699> I'll<00:25:04.924> put<00:25:05.101> an<00:25:05.262> episode<00:25:05.649> of<00:25:05.729> Star<00:25:05.987> Wars<00:25:06.374> on.

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Even<00:25:08.645> my<00:25:08.741> 4-year-old<00:25:09.370> daughter<00:25:09.660> doesn't<00:25:09.935> watch<00:25:11.637> Disney<00:25:11.961> Junior,<00:25:12.448> but<00:25:12.691> I<00:25:12.853> watched<00:25:13.177> it<00:25:13.291> because<00:25:13.485> there<00:25:13.566> was<00:25:13.680> a<00:25:13.745> specific<00:25:14.328> Star<00:25:14.636> Wars<00:25:14.814> show<00:25:15.122> that<00:25:15.285> was<00:25:15.998> only<00:25:16.257> on<00:25:16.403> Disney<00:25:16.727> Junior.

00:25:21.485 --> 00:25:30.169
That's<00:25:21.728> a<00:25:21.889> big<00:25:22.197> kind<00:25:22.520> of<00:25:22.617> way<00:25:22.779> for<00:25:22.940> me<00:25:23.102> to<00:25:24.719> decompress<00:25:25.430> and<00:25:27.230> kind<00:25:27.424> of<00:25:27.489> forget<00:25:27.814> about<00:25:28.058> what's<00:25:28.220> going<00:25:28.399> on<00:25:28.951> around<00:25:29.974> me.

00:25:30.673 --> 00:25:33.693
What<00:25:30.819> have<00:25:30.981> you<00:25:31.144> learned<00:25:31.338> about<00:25:31.647> leadership<00:25:32.930> as<00:25:33.044> a<00:25:33.109> CEO?

00:25:34.743 --> 00:25:52.501
It<00:25:34.970> might<00:25:35.230> seem<00:25:35.554> like<00:25:36.835> a<00:25:37.078> really<00:25:37.565> easy<00:25:37.808> question,<00:25:38.295> but<00:25:38.619> I<00:25:38.716> would<00:25:39.057> say<00:25:39.851> it's<00:25:40.598> a<00:25:40.987> pretty,<00:25:41.960> I<00:25:42.025> would<00:25:42.090> say,<00:25:42.448> loaded<00:25:42.840> question,<00:25:43.671> which<00:25:43.900> is<00:25:45.889> for<00:25:46.052> me,<00:25:46.264> leadership<00:25:46.998> is<00:25:50.026> enabling<00:25:50.501> people<00:25:50.944> to<00:25:51.485> do<00:25:51.665> their<00:25:51.829> best<00:25:52.140> work.

00:25:54.260 --> 00:26:07.092
For<00:25:54.308> me,<00:25:54.599> leadership<00:25:55.327> is<00:25:57.608> that<00:25:58.320> you—<00:26:00.585> and<00:26:01.394> I<00:26:01.556> think<00:26:01.669> a<00:26:01.734> lot<00:26:01.912> of<00:26:01.977> people<00:26:02.284> will<00:26:02.543> kind<00:26:02.721> of<00:26:02.786> disagree<00:26:03.255> with<00:26:03.320> this,<00:26:03.577> but<00:26:04.158> leadership<00:26:04.577> is<00:26:04.787> all<00:26:04.899> about<00:26:05.206> being<00:26:05.770> really<00:26:06.028> magnanimous<00:26:06.721> as<00:26:06.834> well.

00:26:07.931 --> 00:26:13.243
Good<00:26:08.092> leadership<00:26:08.737> is<00:26:09.785> not<00:26:10.043> taking<00:26:10.429> all<00:26:10.607> the<00:26:10.687> credit<00:26:11.317> and<00:26:11.737> then<00:26:12.385> really<00:26:12.773> enabling.

00:26:13.906 --> 00:26:18.841
Like<00:26:14.084> I<00:26:14.165> would<00:26:14.311> say,<00:26:15.074> The<00:26:15.301> best<00:26:15.543> leader<00:26:15.705> in<00:26:15.818> the<00:26:15.947> world<00:26:16.206> is<00:26:16.368> one<00:26:16.610> that—<00:26:16.853> who<00:26:17.095> is<00:26:17.241> the<00:26:17.402> greatest<00:26:17.823> force<00:26:18.065> multiplier,<00:26:18.647> right?

00:26:19.278 --> 00:26:29.118
You<00:26:19.585> really<00:26:19.989> have<00:26:20.183> to<00:26:20.393> go<00:26:20.717> in<00:26:21.767> and<00:26:22.268> look<00:26:22.446> at<00:26:22.592> people<00:26:22.834> around<00:26:23.142> you<00:26:23.222> and<00:26:23.400> you're<00:26:23.546> like,<00:26:23.788> okay,<00:26:23.966> how<00:26:24.192> do<00:26:24.306> I<00:26:24.322> take<00:26:24.532> this<00:26:24.694> person<00:26:25.034> and<00:26:25.180> I—<00:26:25.326> how<00:26:25.504> do<00:26:25.731> I<00:26:26.396> make<00:26:26.558> sure<00:26:26.801> that<00:26:26.963> this<00:26:27.125> person<00:26:27.433> actually<00:26:27.692> goes<00:26:28.000> and<00:26:28.178> hits<00:26:28.486> their<00:26:28.665> potential?

00:26:32.188 --> 00:26:47.413
And<00:26:32.593> I'm<00:26:33.886> not<00:26:34.307> saying<00:26:34.533> that<00:26:34.695> I<00:26:34.792> am<00:26:34.954> a<00:26:35.035> really<00:26:35.277> great<00:26:35.520> leader,<00:26:35.924> but<00:26:36.005> I'm<00:26:36.151> just<00:26:36.248> saying,<00:26:36.490> like,<00:26:36.878> also<00:26:38.108> in<00:26:38.269> my<00:26:38.512> world,<00:26:38.755> also<00:26:39.143> a<00:26:39.159> great<00:26:39.401> leader<00:26:39.644> would<00:26:39.790> be<00:26:39.887> someone<00:26:40.210> that<00:26:41.376> just<00:26:41.774> is<00:26:42.353> really<00:26:42.535> good<00:26:42.849> at<00:26:42.949> taking,<00:26:45.388> someone<00:26:45.693> who's<00:26:45.854> very<00:26:46.079> defensive<00:26:46.658> at<00:26:46.802> the<00:26:46.834> same<00:26:47.124> time,<00:26:47.300> right?

00:26:47.461 --> 00:26:49.775
Like<00:26:47.702> knowing<00:26:48.104> when<00:26:48.265> to<00:26:48.425> attack<00:26:48.747> and<00:26:48.923> knowing<00:26:49.229> when<00:26:49.309> to<00:26:49.454> defend.

00:26:49.936 --> 00:26:57.750
And<00:26:50.434> I<00:26:50.579> would<00:26:50.675> say<00:26:51.318> leaders<00:26:52.443> are<00:26:52.587> either<00:26:52.844> extremely<00:26:53.326> defensive<00:26:54.033> or<00:26:54.114> extremely<00:26:54.532> offensive<00:26:55.648> as<00:26:55.761> opposed<00:26:56.052> to<00:26:56.311> having<00:26:56.634> that<00:26:56.796> posture<00:26:57.119> in<00:26:57.265> the<00:26:57.297> middle.

00:26:58.074 --> 00:27:04.646
When<00:26:58.332> are<00:26:58.559> you<00:26:58.656> taking<00:26:58.979> a<00:26:59.044> lot<00:26:59.206> of<00:27:02.440> punches<00:27:02.780> on<00:27:02.861> your<00:27:03.006> chin<00:27:03.330> and<00:27:03.508> when<00:27:03.685> are<00:27:03.815> you<00:27:03.880> attacking<00:27:04.222> yourself?

00:27:05.054 --> 00:27:13.944
Early<00:27:05.772> on,<00:27:06.180> we<00:27:06.278> got<00:27:06.457> into<00:27:06.669> this<00:27:07.012> really<00:27:07.338> big<00:27:07.501> litigation<00:27:09.078> And<00:27:09.965> my<00:27:10.206> early<00:27:10.448> investors,<00:27:10.931> my<00:27:11.028> last<00:27:11.270> investors<00:27:11.737> told<00:27:11.914> me<00:27:11.995> something<00:27:12.317> that<00:27:12.542> I'll<00:27:13.429> never<00:27:13.670> forget.

00:27:14.073 --> 00:27:15.346
I<00:27:14.154> was<00:27:14.250> getting<00:27:14.573> really<00:27:14.814> upset,<00:27:15.137> right?

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Litigation<00:27:15.926> isn't<00:27:16.168> fun.

00:27:16.587 --> 00:27:27.276
People<00:27:16.828> will<00:27:16.909> say<00:27:17.086> stuff<00:27:17.280> about<00:27:17.537> you<00:27:17.618> that<00:27:19.408> might<00:27:19.633> be<00:27:19.730> true,<00:27:19.875> might<00:27:20.053> not<00:27:20.278> be<00:27:20.375> true,<00:27:20.923> but<00:27:21.004> the<00:27:21.084> whole<00:27:21.326> point<00:27:21.665> is<00:27:21.810> that<00:27:22.052> you<00:27:22.552> throw<00:27:22.858> all<00:27:23.116> bunch<00:27:23.358> of<00:27:23.454> stuff<00:27:23.825> at<00:27:23.922> someone<00:27:24.309> and<00:27:24.728> hope<00:27:25.051> that<00:27:25.180> something<00:27:25.868> sticks,<00:27:26.261> right?

00:27:27.342 --> 00:27:28.554
And<00:27:27.424> so<00:27:27.522> it<00:27:27.588> was<00:27:27.735> really<00:27:27.915> upsetting<00:27:28.390> me.

00:27:31.032 --> 00:27:36.399
And<00:27:31.178> my<00:27:32.151> investor<00:27:32.880> said,<00:27:33.043> hey,<00:27:33.156> listen,<00:27:33.529> Ahmed,<00:27:34.826> you're<00:27:34.940> making<00:27:35.248> a<00:27:35.329> technical<00:27:35.734> defense<00:27:36.140> over<00:27:36.286> here.

00:27:36.448 --> 00:27:45.798
The<00:27:36.545> person,<00:27:37.259> whatever<00:27:37.599> you're<00:27:37.745> involved<00:27:38.021> in,<00:27:38.069> they<00:27:38.102> don't<00:27:38.248> have<00:27:38.296> any<00:27:38.345> claim<00:27:38.426> against<00:27:40.092> business<00:27:40.556> or<00:27:40.717> whatever,<00:27:42.320> and<00:27:42.656> we're<00:27:42.977> doing<00:27:43.201> a<00:27:43.362> great<00:27:43.682> job<00:27:44.083> making<00:27:44.484> a<00:27:44.981> technical<00:27:45.461> defense.

00:27:46.167 --> 00:27:54.743
The<00:27:46.263> downside<00:27:46.888> of<00:27:47.000> it<00:27:47.225> is<00:27:47.385> that<00:27:47.545> you<00:27:47.690> can't<00:27:47.978> throw<00:27:48.106> punches<00:27:48.427> because<00:27:49.068> as<00:27:49.228> soon<00:27:49.533> as<00:27:49.613> you<00:27:49.693> start<00:27:50.014> throwing<00:27:50.270> punches,<00:27:51.376> right,<00:27:52.018> that's<00:27:52.258> when<00:27:52.354> you're<00:27:52.498> in<00:27:52.595> the<00:27:52.675> ring,<00:27:53.059> and<00:27:53.156> then<00:27:53.316> that's<00:27:53.444> when<00:27:53.637> we<00:27:53.733> are<00:27:53.797> going<00:27:53.957> to<00:27:54.101> have<00:27:54.278> an<00:27:54.422> issue.

00:27:55.143 --> 00:28:06.669
So<00:27:55.320> for<00:27:55.496> me,<00:27:56.297> it<00:27:56.426> really<00:27:57.003> taught<00:27:57.323> me<00:27:57.468> a<00:27:57.548> lot<00:27:57.884> about<00:27:58.285> leadership<00:27:58.910> from<00:27:59.087> the<00:27:59.167> perspective<00:27:59.728> of<00:28:01.395> when<00:28:01.571> do<00:28:01.715> you<00:28:01.876> go<00:28:02.196> and<00:28:03.415> stand<00:28:04.056> back<00:28:04.441> and<00:28:05.018> kind<00:28:05.322> of<00:28:05.482> let<00:28:05.739> things<00:28:06.043> go<00:28:06.220> around<00:28:06.556> you?

00:28:07.579 --> 00:28:15.545
And<00:28:08.385> then<00:28:08.708> also<00:28:09.191> like,<00:28:09.514> you<00:28:09.546> know,<00:28:10.643> using<00:28:10.981> that,<00:28:11.529> the<00:28:11.626> right<00:28:11.933> opportunity<00:28:12.578> to<00:28:12.674> then<00:28:12.836> like<00:28:12.997> kind<00:28:13.174> of<00:28:13.223> move<00:28:13.481> forward<00:28:13.819> in<00:28:14.045> an<00:28:14.126> aggressive<00:28:14.851> posture<00:28:15.254> as<00:28:15.399> well.

00:28:16.222 --> 00:28:17.484
Right,<00:28:16.367> oh,<00:28:16.400> that's<00:28:16.772> super<00:28:17.015> interesting.

00:28:17.905 --> 00:28:25.008
Finally,<00:28:18.244> we<00:28:18.406> end<00:28:18.649> every<00:28:18.875> interview<00:28:19.134> with<00:28:19.280> the<00:28:19.361> same<00:28:19.765> question,<00:28:20.332> and<00:28:20.429> that<00:28:20.607> is<00:28:20.752> at<00:28:20.833> CEO.com,<00:28:21.707> we<00:28:21.869> believe<00:28:22.144> the<00:28:22.273> chances<00:28:22.694> one<00:28:22.937> gives<00:28:23.276> is<00:28:23.406> just<00:28:23.471> as<00:28:23.584> important<00:28:23.924> as<00:28:24.053> the<00:28:24.134> chances<00:28:24.538> one<00:28:24.700> takes.

00:28:25.530 --> 00:28:28.243
When<00:28:25.646> you<00:28:25.879> hear<00:28:26.062> that,<00:28:26.295> who<00:28:26.462> gave<00:28:26.645> you<00:28:26.861> a<00:28:26.878> chance<00:28:27.144> to<00:28:27.244> get<00:28:27.394> you<00:28:27.494> to<00:28:27.627> where<00:28:27.810> you<00:28:27.977> are<00:28:28.060> today?

00:28:29.744 --> 00:28:53.291
Man,<00:28:30.869> everyone<00:28:31.359> from<00:28:32.517> the<00:28:32.680> person<00:28:33.006> who<00:28:33.153> gave<00:28:33.398> us<00:28:33.642> the<00:28:33.740> first<00:28:34.050> T-Mobile<00:28:34.556> deal<00:28:35.292> to<00:28:36.078> my<00:28:36.318> first,<00:28:37.618> like<00:28:37.842> literally<00:28:38.099> my<00:28:38.324> account<00:28:38.644> manager<00:28:39.767> at<00:28:41.692> FedEx,<00:28:42.109> who<00:28:42.494> I<00:28:42.815> actually<00:28:43.104> don't<00:28:43.232> know<00:28:43.473> where,<00:28:43.858> her<00:28:43.954> name<00:28:44.115> was<00:28:44.419> Amy,<00:28:44.596> this<00:28:44.660> is<00:28:44.772> like<00:28:45.398> 15<00:28:45.783> years<00:28:46.040> back,<00:28:47.804> you<00:28:47.901> know,<00:28:48.510> our<00:28:49.312> early<00:28:50.275> folks<00:28:50.515> who<00:28:50.676> helped<00:28:50.868> us<00:28:50.997> open<00:28:51.157> our<00:28:51.253> bank<00:28:51.510> account.

00:28:54.606 --> 00:29:03.425
For<00:28:54.718> me,<00:28:55.184> listen,<00:28:55.408> honestly,<00:28:56.146> my<00:28:56.290> whole<00:28:56.451> life<00:28:56.724> is<00:28:56.868> about<00:28:57.109> paying<00:28:57.365> it<00:28:57.494> forward<00:28:57.798> because<00:28:58.151> I<00:28:58.296> have<00:28:58.617> lost<00:28:58.873> count<00:28:59.258> of<00:28:59.916> just<00:29:00.301> how<00:29:00.574> many<00:29:00.943> people<00:29:01.424> have<00:29:02.570> helped<00:29:02.828> me<00:29:02.990> get<00:29:03.216> here.

00:29:03.780 --> 00:29:07.687
And<00:29:04.103> it's<00:29:06.056> very<00:29:06.686> grounding<00:29:07.106> and<00:29:07.251> it's<00:29:07.428> a<00:29:07.493> lot.

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There's<00:29:08.058> just<00:29:08.316> so<00:29:08.558> many<00:29:08.800> people.

00:29:09.123 --> 00:29:19.519
You<00:29:09.220> just,<00:29:09.591> you<00:29:09.850> don't<00:29:10.173> get<00:29:10.431> to<00:29:10.641> where<00:29:11.287> US<00:29:11.545> Mobile<00:29:11.788> today<00:29:12.257> is<00:29:12.580> if<00:29:13.163> people<00:29:13.632> haven't<00:29:14.036> given<00:29:14.295> you<00:29:15.815> chances,<00:29:16.252> everything<00:29:16.624> from<00:29:16.802> your<00:29:16.947> friends<00:29:17.368> to<00:29:17.513> your<00:29:17.594> families,<00:29:18.807> to<00:29:18.904> your<00:29:19.211> colleagues.

00:29:21.429 --> 00:29:38.400
It's,<00:29:21.898> you<00:29:21.947> know,<00:29:22.578> it<00:29:22.805> probably<00:29:23.064> could<00:29:23.145> be<00:29:23.242> another<00:29:23.534> 45<00:29:24.020> minutes<00:29:24.425> of<00:29:24.603> like<00:29:24.830> me<00:29:24.992> talking,<00:29:25.413> but,<00:29:27.502> and<00:29:28.965> And<00:29:29.110> it's<00:29:29.448> not<00:29:29.689> lost<00:29:30.076> on<00:29:30.172> me<00:29:30.639> as<00:29:30.752> a<00:29:30.817> founder,<00:29:32.250> and<00:29:32.813> that<00:29:33.071> paying<00:29:33.699> it<00:29:33.779> forward<00:29:35.470> really<00:29:35.728> becomes<00:29:36.356> a<00:29:36.452> very<00:29:36.855> important<00:29:37.483> aspect<00:29:37.805> of<00:29:37.870> your<00:29:38.046> life.

00:29:39.527 --> 00:29:47.384
So<00:29:39.913> can't<00:29:40.621> pinpoint<00:29:41.200> one<00:29:41.441> person,<00:29:42.149> and<00:29:42.407> I<00:29:42.487> would<00:29:42.648> say<00:29:42.680> there's<00:29:43.050> just<00:29:43.211> been<00:29:43.935> dozens<00:29:44.322> of<00:29:44.418> people,<00:29:45.642> and<00:29:46.609> it<00:29:46.755> continues.

00:29:47.819 --> 00:30:09.108
I<00:29:47.835> mean,<00:29:48.690> even<00:29:48.932> at<00:29:49.013> scale,<00:29:49.577> even<00:29:49.738> at<00:29:49.803> $100<00:29:50.287> million<00:29:50.561> in<00:29:50.641> revenue<00:29:51.029> last<00:29:51.367> year,<00:29:53.968> we<00:29:54.525> added<00:29:54.771> a<00:29:54.869> third<00:29:55.050> network,<00:29:55.754> AT&T,<00:29:56.676> and<00:29:57.961> there<00:29:58.041> were<00:29:58.122> just<00:29:58.379> certain<00:29:58.925> people<00:29:59.246> over<00:29:59.423> there<00:29:59.744> that<00:30:01.511> took<00:30:01.671> a<00:30:01.752> chance<00:30:02.137> on<00:30:02.298> us<00:30:02.394> because<00:30:03.518> we<00:30:03.679> weren't<00:30:03.920> making<00:30:04.241> it<00:30:04.321> easy<00:30:04.643> on<00:30:04.739> them<00:30:04.980> and<00:30:05.140> we<00:30:05.430> were<00:30:05.542> going<00:30:05.831> and<00:30:05.911> asking<00:30:06.168> for<00:30:06.329> all<00:30:06.490> kinds<00:30:06.747> of<00:30:06.811> stuff<00:30:07.132> because<00:30:07.919> we<00:30:08.015> already<00:30:08.321> had<00:30:08.497> these<00:30:08.658> partners.

00:30:09.525 --> 00:30:17.026
And<00:30:09.766> really<00:30:10.328> it's<00:30:10.987> those<00:30:11.292> couple<00:30:11.485> of<00:30:11.613> people<00:30:11.854> who<00:30:11.886> are<00:30:11.950> sitting<00:30:12.272> there<00:30:12.497> and<00:30:12.577> we're<00:30:12.657> like,<00:30:12.834> oh,<00:30:12.930> maybe<00:30:13.300> Ahmed<00:30:13.621> is<00:30:13.717> a<00:30:13.781> cool<00:30:13.958> guy<00:30:14.199> or<00:30:14.279> maybe<00:30:14.456> the<00:30:14.585> company<00:30:16.142> might<00:30:16.448> get<00:30:16.592> somewhere.

00:30:17.411 --> 00:30:19.580
So<00:30:18.520> it<00:30:18.760> hasn't<00:30:19.098> even<00:30:19.274> stopped.

00:30:19.740 --> 00:30:30.014
People<00:30:19.981> are<00:30:20.013> still<00:30:20.302> taking<00:30:20.688> chances<00:30:21.089> on<00:30:21.250> us<00:30:21.427> and<00:30:21.507> they're<00:30:21.603> still<00:30:21.892> doing<00:30:22.149> us<00:30:22.310> favors<00:30:23.579> and<00:30:23.836> we're<00:30:24.237> just<00:30:24.478> grabbing<00:30:24.880> them<00:30:25.121> with<00:30:25.506> Um,<00:30:26.629> kind<00:30:26.806> of<00:30:26.870> like,<00:30:27.351> you<00:30:27.592> know,<00:30:27.768> both<00:30:27.945> our<00:30:28.073> hands<00:30:28.715> and,<00:30:29.196> and<00:30:29.774> yeah.

00:30:30.415 --> 00:30:31.041
That's<00:30:30.640> incredible.

00:30:31.202 --> 00:30:32.998
Ahmed,<00:30:31.603> thank<00:30:31.779> you<00:30:31.859> so<00:30:32.100> much<00:30:32.325> for<00:30:32.421> coming<00:30:32.726> on<00:30:32.806> the<00:30:32.886> show.

00:30:33.688 --> 00:30:35.020
Congratulations<00:30:34.426> on<00:30:34.507> everything<00:30:34.811> you<00:30:34.908> built.

00:30:35.068 --> 00:30:37.202
Seriously,<00:30:35.646> it's<00:30:35.790> remarkable<00:30:36.512> what<00:30:36.737> you've<00:30:36.897> built.

00:30:37.555 --> 00:30:38.919
You<00:30:37.635> should<00:30:37.796> be<00:30:37.956> very<00:30:38.277> proud<00:30:38.534> of<00:30:38.598> that.

00:30:39.063 --> 00:30:39.817
Um,<00:30:39.544> thank<00:30:39.721> you.

00:30:40.026 --> 00:30:40.651
Thank<00:30:40.122> you<00:30:40.202> for<00:30:40.347> coming<00:30:40.523> on.

00:30:41.149 --> 00:30:41.630
Thank<00:30:41.325> you,<00:30:41.470> Clint.

00:30:41.710 --> 00:30:42.962
I<00:30:41.807> really<00:30:42.047> appreciate<00:30:42.384> you<00:30:42.464> having<00:30:42.753> us.

00:30:55.895 --> 00:30:58.894
Loving<00:30:56.524> you,<00:30:56.846> Miss<00:30:57.104> Starshine<00:30:58.056> Brighter.

00:30:59.990 --> 00:31:00.264
Yeah.