The Pinterest engineers who wanted to fix search for everyone else

In March 2025, Shopify bought a two-year-old search company from two engineers who had spent their careers building search for other people. Lance Riedel and Nigel Daley met 25 years ago. They worked together at Yahoo Research in the early days of what was then called big data, then again at Pinterest, where Riedel built Manas, the engine that runs the platform's search, recommendations, and ad selection, and Daley ran infrastructure engineering and served as chief of staff to two heads of engineering. The company they founded in 2023 was called Vantage Discovery. The idea came from a phone call Riedel did not expect.

After he left Pinterest, Evan Sharp, the company's co-founder, called to ask whether Riedel wanted to work on some projects with Jony Ive. "I was like, okay, no, I'm not going to say no to that," Riedel said on the CEO.com Podcast. Generative AI was taking off while they worked, and Sharp kept pushing on the same question: what if the discovery technology that had turned Pinterest into a shopping platform could be handed to every retailer with a website? Sharp suggested Riedel build a company around it. Riedel called Daley.

The bet rested on something Riedel had watched for years. Most retailers have bad search. Shoppers know it, so they start at Google or Amazon, and the retailer never gets the first look. "Google's making hundreds of billions of dollars because everyone just goes to them to do it," Riedel said. At Pinterest, his team had learned to read what a person pinned, infer their taste, and match it to products at enormous scale, using the same class of models that would later power ChatGPT. He wanted a shopper on any retail site to hand over an Instagram feed or a photo and have the store rearrange itself around them.

Daley called the decision to join a no-brainer. The seed round came together through people who had been urging them to start, among them Biz Stone, Ive, and Sharp. Stone and Sharp put in $4 million of seed money, and in June 2024 the company raised a $16 million Series A led by Lobby Capital, with Stone, Ive, and Sharp participating alongside The Hive, Future Positive, and Common Metal. Stone and Lobby Capital's David Hornik joined the board.

Riedel never doubted the thesis. The work was convincing retailers who had heard "AI search" from every vendor in the market and could not tell the difference. So the company built its technology to the point where it could crawl a prospect's catalog, put a working demo in front of them, and let them type. "Show, not tell," Riedel called it. The demos went beyond natural-language search to searching by personal style, which Daley said opened eyes.

Riedel's own test for whether a company's AI is real is blunt. It has to move the fundamental metrics: fewer shoppers leaving empty-handed, more return visits, higher lifetime value. "If you want to have AI work, if you integrate it into your system, it should drastically move metrics," he said. A chatbot on the homepage, to see whether anyone uses it, fails that test.

The company launched an app on Salesforce Commerce Cloud at Dreamforce in September 2024 and reported that early customers, including some large global retailers, had seen conversion rates and average order values rise more than 10 percent. In December, it partnered with Quid to feed trend data into search results.

The two founders run the company from different states. Riedel left Silicon Valley for Austin before the pandemic. Daley is still in San Jose. Their team is spread from Hawaii to the East Coast, plus contract engineering groups overseas. When they settled on a team in Eastern Europe, Daley flew out to meet them. None of that team's other clients had ever visited. Daley writes a daily update for the whole company, what he is seeing and hearing, and some of his leaders have started doing the same for their own teams. He calls it hyper-communication and admits it is not free.

Both men meditate before they look at a calendar. Riedel then cuts the day down to the two or three things that matter, which he considers the core skill of the job. "The key skill of a CEO is seeing through all of the massive stuff coming at you," he said. Then he and Daley meet every day, the way they would if they shared an office, because any indecision at the top gets amplified further down. Daley's version of the job is different. At a big company you might start something new every month. At a startup, he said, you start five things a day.

Both agreed the money is still in the Valley. Riedel spent much of early 2024 flying back for the Series A roadshow. The talent is everywhere.

The episode was recorded after the November 2024 election. Riedel predicted that 2025 would be the year retailers woke up to personalization the way the public had woken up to ChatGPT. It turned out to be the year Shopify came calling. Riedel announced the acquisition on LinkedIn. Terms were not disclosed. Shopify president Harley Finkelstein called it "a big win for how merchants sell and how buyers shop," and CTO Mikhail Parakhin, formerly of Bing and Copilot at Microsoft, hinted that search mattered to Shopify for reasons beyond search, which BetaKit read as a nod toward advertising. The founders' own framing was the original mission at a different scale: the same technology, now for the millions of merchants on Shopify.

Every CEO.com Podcast ends with the same question. The chances one gives are as important as the chances one takes. Who gave you a chance?

Daley named Michael Lopp, who hired him at Pinterest and pulled him toward the operational work he has come to love. Riedel named Sharp, who had convinced him to sell Kosei to Pinterest in the first place, helped him build two or three teams there, and then, years later, made the call that started all of this.

"He's been instrumental in my making things, teaching me how to even be a CEO and teaching me how to treat employees and run a company where the love of your employees and the love of your investors and your customers is, can be what's the center of it. So, I really appreciate Evan."

00:00:00 Introduction
00:00:37 What Is Vantage Discovery
00:02:13 From Yahoo To Pinterest
00:04:12 Raising The Seed Round
00:05:28 Proving The Thesis With Tech
00:07:15 Real AI Versus The Hype
00:09:07 Silicon Valley And Remote Work
00:11:56 Managing Distributed Teams
00:14:16 A Day In The Life
00:18:21 The Potential Market Size
00:20:58 The Future Of AI
00:23:30 Planning For 2025
00:25:22 Who Gave You A Chance

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And<00:03:45.256> so<00:03:45.545> Evan<00:03:45.721> Sharp,<00:03:46.106> who<00:03:46.667> I<00:03:46.923> was<00:03:47.244> working<00:03:47.420> with,<00:03:47.629> he's<00:03:47.789> the<00:03:47.869> one<00:03:47.949> that<00:03:48.110> really<00:03:48.606> started<00:03:48.847> encouraging<00:03:49.408> this.

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And<00:03:50.594> I<00:03:50.691> called<00:03:50.931> up<00:03:51.091> Nige<00:03:51.572> and<00:03:51.668> said,<00:03:52.294> what<00:03:52.406> do<00:03:52.438> you<00:03:52.470> think?

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Could<00:03:53.977> we<00:03:54.057> do<00:03:54.217> this?

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And<00:03:55.965> we<00:03:56.125> hooked<00:03:56.365> up<00:03:56.558> together,<00:03:57.568> raised<00:03:57.888> our<00:03:58.001> seed<00:03:58.369> round,<00:03:58.850> and<00:03:59.107> this<00:03:59.267> is<00:03:59.331> how<00:03:59.443> we<00:03:59.572> kicked<00:03:59.812> off<00:04:00.373> getting<00:04:00.790> this<00:04:01.014> started.

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Almost<00:04:02.073> 2<00:04:02.217> years<00:04:02.458> ago<00:04:02.634> now.

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So<00:04:04.945> how<00:04:05.041> did<00:04:05.201> you<00:04:05.282> go<00:04:05.442> about<00:04:05.747> raising<00:04:06.084> money,<00:04:06.357> Nigel?

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Like,<00:04:07.111> what<00:04:07.271> were<00:04:07.367> you—<00:04:07.528> what<00:04:07.672> was<00:04:07.865> the<00:04:08.314> idea<00:04:09.116> and<00:04:09.373> strategy<00:04:09.934> behind<00:04:10.319> that?

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So,<00:04:12.566> you<00:04:12.598> know,<00:04:12.742> when<00:04:12.822> Lance<00:04:13.063> called<00:04:13.368> up,<00:04:14.106> it<00:04:14.170> was<00:04:14.266> a<00:04:14.282> no-brainer<00:04:14.828> to<00:04:14.908> join<00:04:15.068> him.

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We've<00:04:15.389> been<00:04:15.550> friends<00:04:15.935> for<00:04:16.272> 25<00:04:17.154> years,<00:04:17.700> worked<00:04:17.860> together<00:04:18.277> at<00:04:18.422> multiple<00:04:18.759> companies,<00:04:20.186> and,<00:04:20.507> uh,<00:04:21.149> you<00:04:21.181> know,<00:04:21.326> the<00:04:21.470> idea<00:04:22.032> that,<00:04:22.352> that<00:04:22.753> we<00:04:22.914> had<00:04:23.315> to<00:04:23.556> kind<00:04:23.716> of<00:04:23.812> rebuild<00:04:24.230> a<00:04:24.358> lot<00:04:24.534> of<00:04:25.176> this<00:04:25.561> core<00:04:25.978> search<00:04:28.049> engine<00:04:28.370> that<00:04:28.466> we<00:04:28.546> had<00:04:28.707> at<00:04:28.787> Pinterest,<00:04:29.413> but<00:04:29.574> make<00:04:29.686> it<00:04:29.766> available<00:04:30.152> to<00:04:30.376> all<00:04:30.553> retailers<00:04:31.195> and<00:04:31.276> bring<00:04:31.516> that<00:04:31.677> kind<00:04:31.902> of<00:04:32.062> power<00:04:32.480> that<00:04:32.624> Pinterest<00:04:33.025> had<00:04:33.138> around<00:04:33.363> personalization<00:04:34.149> to<00:04:34.326> any<00:04:34.551> retailer<00:04:36.252> was<00:04:36.429> a<00:04:36.493> story<00:04:36.895> we<00:04:37.055> knew<00:04:37.360> would<00:04:37.521> resonate<00:04:38.500> pretty,<00:04:39.046> pretty<00:04:39.223> well<00:04:39.544> with<00:04:40.892> both<00:04:41.069> investors<00:04:41.566> and<00:04:41.775> obviously<00:04:42.112> retailers.

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And<00:04:42.819> so,<00:04:44.199> you<00:04:44.296> know,<00:04:44.424> we<00:04:44.521> reached<00:04:44.826> out<00:04:45.002> to<00:04:45.323> a<00:04:45.339> number<00:04:45.709> of<00:04:45.789> the<00:04:45.869> folks<00:04:46.126> that<00:04:46.206> had<00:04:46.303> encouraged<00:04:46.913> us<00:04:47.170> to<00:04:47.314> start<00:04:47.651> this.

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And<00:04:49.080> these<00:04:49.241> are<00:04:49.337> very,<00:04:50.043> you<00:04:50.075> know,<00:04:50.220> connected<00:04:50.702> folks,<00:04:52.130> folks<00:04:52.468> like<00:04:53.672> Biz<00:04:53.913> Stone,<00:04:54.542> one<00:04:54.719> of<00:04:54.800> the<00:04:54.961> co-founders<00:04:55.525> of<00:04:55.605> Twitter,<00:04:56.314> and<00:04:57.297> Johnny<00:04:57.684> Ive<00:04:58.747> from<00:04:59.215> Apple<00:04:59.456> fame<00:04:59.730> and<00:04:59.859> now<00:04:59.956> at<00:05:00.117> Love<00:05:00.278> From,<00:05:01.245> building<00:05:01.487> out<00:05:01.632> amazing<00:05:01.970> things<00:05:02.212> there,<00:05:02.759> and<00:05:03.644> obviously<00:05:04.464> Evan<00:05:04.689> Sharp.

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And<00:05:05.912> so<00:05:07.280> between<00:05:07.585> them<00:05:07.923> and<00:05:07.988> the<00:05:08.068> folks<00:05:08.406> they<00:05:08.503> knew,<00:05:09.114> it<00:05:09.194> was<00:05:09.291> quite<00:05:09.516> easy<00:05:09.693> for<00:05:09.854> us<00:05:09.999> to<00:05:10.160> raise<00:05:10.417> a<00:05:10.482> seed<00:05:10.739> round.

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And<00:05:14.395> then<00:05:15.272> how's<00:05:15.467> it<00:05:15.596> been<00:05:15.759> going<00:05:16.083> so<00:05:16.262> far?

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At<00:05:16.830> what<00:05:16.992> point<00:05:17.284> have<00:05:17.398> you<00:05:17.479> guys<00:05:17.722> felt<00:05:17.868> like,<00:05:18.047> hey,<00:05:18.274> we're<00:05:18.436> really<00:05:18.761> onto<00:05:19.037> something<00:05:19.410> here?

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Was<00:05:19.670> it<00:05:19.751> right<00:05:19.978> away<00:05:20.481> or<00:05:20.579> did<00:05:20.725> it<00:05:20.871> take<00:05:21.066> a<00:05:21.131> couple<00:05:21.390> of<00:05:21.471> iterations?

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As<00:05:23.023> you<00:05:23.104> were<00:05:23.202> building<00:05:23.526> this<00:05:23.688> thing,<00:05:23.850> at<00:05:23.931> what<00:05:24.093> point<00:05:24.320> were<00:05:24.401> you<00:05:24.515> like,<00:05:24.807> all<00:05:24.839> right,<00:05:25.131> so<00:05:25.488> our<00:05:25.715> thesis<00:05:26.120> is<00:05:26.282> correct?

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I<00:05:28.372> think<00:05:28.631> that,<00:05:29.018> you<00:05:29.050> know,<00:05:29.179> we,<00:05:29.744> the<00:05:29.889> thesis<00:05:30.454> around<00:05:31.116> how<00:05:31.519> customers<00:05:32.165> would<00:05:32.391> love<00:05:32.584> this,<00:05:33.359> we'd<00:05:33.537> kind<00:05:33.714> of<00:05:34.101> proven<00:05:34.489> out<00:05:34.666> through<00:05:34.763> our<00:05:35.054> careers,<00:05:35.554> right?

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Like<00:05:35.860> we<00:05:35.893> knew<00:05:36.361> like<00:05:36.603> what<00:05:36.926> is<00:05:37.071> crap<00:05:37.426> and<00:05:37.555> what<00:05:37.620> is<00:05:37.878> like<00:05:38.460> an<00:05:38.557> amazing<00:05:39.091> experience<00:05:40.789> and<00:05:40.886> what<00:05:41.194> works.

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So<00:05:41.695> I<00:05:41.776> think<00:05:42.002> that<00:05:42.261> vision<00:05:42.568> has<00:05:42.730> always<00:05:42.908> been<00:05:43.538> rock<00:05:43.813> solid.

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Like<00:05:44.590> we<00:05:44.687> knew<00:05:46.467> the<00:05:47.423> key<00:05:47.682> piece<00:05:47.941> we<00:05:48.022> need<00:05:48.232> to<00:05:48.281> do<00:05:48.394> is<00:05:48.556> like<00:05:48.734> making<00:05:49.123> sure<00:05:49.447> that<00:05:49.544> these<00:05:49.771> retailers<00:05:50.289> knew<00:05:50.499> that<00:05:50.580> there<00:05:50.677> was<00:05:50.758> something<00:05:51.082> better<00:05:51.406> for<00:05:51.568> them.

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And<00:05:52.767> that<00:05:53.087> we<00:05:53.248> could<00:05:53.504> provide<00:05:53.921> it,<00:05:54.081> right?

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So<00:05:54.386> that<00:05:54.546> was<00:05:55.909> the<00:05:56.053> key.

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So,<00:05:57.576> you<00:05:57.608> know,<00:05:57.752> the<00:05:57.832> first<00:05:58.137> part<00:05:58.329> was<00:05:58.554> building<00:05:58.794> the<00:05:58.874> tech<00:05:59.515> so<00:05:59.676> that<00:05:59.756> we<00:05:59.852> could<00:06:00.076> get<00:06:00.317> to<00:06:00.541> a<00:06:00.622> place<00:06:01.663> where<00:06:01.760> we<00:06:01.904> could,<00:06:02.144> what<00:06:02.241> we<00:06:02.401> call,<00:06:02.577> show,<00:06:02.882> not<00:06:03.138> tell.

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Like<00:06:03.747> we<00:06:04.004> can<00:06:04.405> talk,<00:06:04.677> there's<00:06:05.046> a<00:06:05.110> lot<00:06:05.302> of<00:06:05.350> confusion<00:06:05.687> in<00:06:05.767> the<00:06:05.831> market.

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Everyone<00:06:06.312> can<00:06:06.424> say<00:06:06.729> like,<00:06:06.953> oh,<00:06:07.050> we've<00:06:07.226> got<00:06:08.076> GenAI<00:06:08.492> search<00:06:08.909> or<00:06:08.989> semantic<00:06:09.550> search<00:06:09.935> or<00:06:10.015> these<00:06:10.175> types<00:06:10.496> of<00:06:10.576> things.

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But<00:06:12.404> being<00:06:12.484> able<00:06:12.660> to<00:06:12.724> actually<00:06:13.061> prove<00:06:13.365> it<00:06:13.606> before<00:06:13.975> we<00:06:14.103> can<00:06:14.167> go<00:06:14.247> out<00:06:14.311> and<00:06:14.488> crawl<00:06:14.744> someone's<00:06:15.145> content<00:06:15.946> and<00:06:16.026> then<00:06:16.187> show<00:06:16.668> it<00:06:17.453> in<00:06:17.549> a<00:06:17.629> UI<00:06:18.191> to<00:06:18.351> them,<00:06:18.575> say<00:06:18.736> like,<00:06:18.816> hey,<00:06:18.992> try<00:06:19.249> it<00:06:19.457> out<00:06:20.355> and<00:06:20.499> demonstrate<00:06:21.092> that.

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That<00:06:22.294> was<00:06:22.503> the<00:06:22.663> key<00:06:22.839> piece.

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So<00:06:23.304> once<00:06:23.481> we<00:06:23.561> got<00:06:23.881> to<00:06:24.010> to<00:06:24.122> that,<00:06:25.228> then<00:06:25.484> we<00:06:25.564> started<00:06:25.805> going<00:06:26.109> out<00:06:26.430> and,<00:06:26.927> you<00:06:26.991> know,<00:06:27.232> using<00:06:27.648> this<00:06:27.873> to<00:06:28.370> show<00:06:29.235> customers<00:06:29.732> what<00:06:29.893> was<00:06:30.213> possible,<00:06:30.999> right?

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Yeah,<00:06:32.201> I<00:06:32.217> think<00:06:32.377> those<00:06:33.018> initial<00:06:33.419> demos<00:06:33.884> we<00:06:34.044> put<00:06:34.205> together<00:06:34.766> were<00:06:34.942> really<00:06:36.946> in<00:06:37.026> that<00:06:37.266> vein<00:06:37.507> of<00:06:37.587> show,<00:06:37.827> not<00:06:38.068> tell,<00:06:38.389> and<00:06:39.174> just<00:06:39.414> help<00:06:39.671> people<00:06:40.152> understand<00:06:40.713> what<00:06:40.937> they<00:06:41.034> could<00:06:41.258> do<00:06:41.498> with<00:06:41.595> this<00:06:41.819> kind<00:06:41.995> of<00:06:42.075> technology.

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Yes,<00:06:43.582> you<00:06:43.662> can<00:06:43.839> have<00:06:44.224> natural<00:06:44.720> language<00:06:45.185> search<00:06:46.003> for<00:06:46.147> products,<00:06:47.125> right?

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But<00:06:47.991> that's<00:06:48.231> sort<00:06:48.343> of<00:06:48.888> the<00:06:49.113> entry,<00:06:49.994> the<00:06:50.091> bread<00:06:50.315> and<00:06:50.395> butter,<00:06:50.716> the<00:06:51.052> needed<00:06:51.854> next<00:06:52.431> step<00:06:52.880> for<00:06:52.976> any<00:06:53.056> of<00:06:53.136> these<00:06:53.297> retailers.

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But<00:06:54.323> look<00:06:54.499> beyond<00:06:54.980> that<00:06:55.381> into<00:06:55.781> more<00:06:56.054> more<00:06:56.118> advanced<00:06:56.679> search<00:06:56.984> and<00:06:57.064> discovery<00:06:57.706> experiences,<00:06:58.428> like<00:06:58.588> I<00:06:58.652> want<00:06:58.748> to<00:06:58.829> search<00:06:59.550> by<00:06:59.711> maybe<00:06:59.951> my<00:07:00.112> style,<00:07:01.940> all<00:07:02.036> the<00:07:02.117> way<00:07:02.277> up<00:07:02.421> to<00:07:02.614> sort<00:07:02.822> of<00:07:02.918> personalization,<00:07:03.961> individual<00:07:04.603> personalization.

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And<00:07:06.110> so<00:07:06.206> those<00:07:06.367> initial<00:07:06.832> demos<00:07:07.233> that<00:07:07.473> kind<00:07:07.586> of<00:07:07.810> brought<00:07:08.115> out<00:07:08.211> some<00:07:08.388> of<00:07:08.436> these<00:07:08.612> more<00:07:08.773> advanced<00:07:09.158> capabilities<00:07:10.521> really,<00:07:11.259> I<00:07:11.339> think,<00:07:11.740> opened<00:07:11.980> a<00:07:12.045> lot<00:07:12.237> of<00:07:12.365> eyes<00:07:13.103> to<00:07:13.263> what's<00:07:13.424> possible<00:07:13.889> here.

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You<00:07:15.525> mentioned<00:07:15.814> something<00:07:16.134> interesting<00:07:16.632> there<00:07:17.273> around<00:07:17.578> this<00:07:17.738> whole<00:07:17.899> idea<00:07:18.316> of<00:07:18.476> everyone's<00:07:18.957> now<00:07:19.198> an<00:07:19.278> AI<00:07:19.519> startup,<00:07:20.224> right?

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And<00:07:21.363> for<00:07:21.443> the<00:07:21.523> most<00:07:21.764> part,<00:07:22.069> all<00:07:22.165> that<00:07:22.566> really<00:07:22.823> means<00:07:23.111> is<00:07:23.191> they<00:07:23.272> have<00:07:23.432> like<00:07:23.544> a<00:07:23.608> ChatGPT<00:07:24.394> account.

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Yeah.

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So<00:07:25.837> how<00:07:26.029> do<00:07:26.253> like<00:07:26.894> consumers<00:07:28.080> or<00:07:28.481> even<00:07:28.657> like<00:07:28.833> CEOs<00:07:30.019> and<00:07:30.163> leaders<00:07:30.500> who<00:07:30.900> watch<00:07:31.205> or<00:07:31.365> listen<00:07:31.621> to<00:07:31.701> this<00:07:31.862> show<00:07:33.239> tell<00:07:33.464> the<00:07:33.624> difference,<00:07:34.105> know<00:07:34.361> the<00:07:34.505> difference?

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And<00:07:35.883> if<00:07:36.027> they're<00:07:36.172> going<00:07:36.252> to<00:07:36.348> put<00:07:36.652> AI<00:07:36.829> on<00:07:36.909> their<00:07:37.053> website,<00:07:37.550> what<00:07:37.774> should<00:07:37.870> be<00:07:38.014> like<00:07:38.191> a—<00:07:38.495> there<00:07:38.591> should<00:07:38.751> be<00:07:38.831> like<00:07:38.992> some<00:07:39.152> sort<00:07:39.312> of<00:07:39.408> accreditation<00:07:40.177> thing.

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I<00:07:40.434> think<00:07:40.658> it'd<00:07:40.850> be<00:07:40.979> kind<00:07:41.091> of<00:07:41.171> cool.

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But<00:07:42.100> what<00:07:42.276> should,<00:07:42.677> what<00:07:42.837> should<00:07:42.997> be<00:07:43.078> the<00:07:43.222> threshold<00:07:43.735> if<00:07:43.863> you're<00:07:43.943> going<00:07:44.023> to<00:07:44.103> put<00:07:44.423> AI<00:07:44.840> in<00:07:45.000> your<00:07:45.161> name?

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What<00:07:45.962> should<00:07:46.138> it<00:07:46.266> be?

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You<00:07:47.660> mean<00:07:47.965> if<00:07:48.109> you<00:07:48.205> want<00:07:48.670> a,<00:07:49.150> one<00:07:49.246> of<00:07:49.327> our<00:07:49.487> retailer<00:07:49.871> or<00:07:49.967> like<00:07:50.352> one<00:07:50.512> of<00:07:50.592> our<00:07:50.753> customers<00:07:51.185> or<00:07:51.249> someone<00:07:51.554> out<00:07:51.714> there<00:07:51.954> that<00:07:52.114> wants<00:07:52.435> to<00:07:53.077> have<00:07:53.319> AI<00:07:53.722> and<00:07:53.819> not<00:07:53.980> just<00:07:54.221> throw<00:07:54.366> a<00:07:54.383> chatbot<00:07:54.882> and<00:07:55.043> see<00:07:55.269> if<00:07:55.430> people<00:07:55.736> use<00:07:55.930> it<00:07:56.058> or<00:07:56.139> not.

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I<00:07:56.477> mean,<00:07:57.106> to<00:07:57.203> me,<00:07:57.605> it<00:07:57.670> doesn't<00:07:57.960> move<00:07:58.089> your<00:07:58.395> fundamental<00:07:58.814> metrics,<00:07:59.700> right?

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And,<00:08:00.570> you<00:08:00.667> know,<00:08:00.844> there's<00:08:01.134> a<00:08:01.280> lot<00:08:01.537> of—<00:08:03.712> how<00:08:03.873> we<00:08:03.970> developed<00:08:04.308> our<00:08:04.453> technology<00:08:05.259> was,<00:08:05.726> was<00:08:06.145> because<00:08:06.386> we<00:08:06.451> had<00:08:06.564> experience<00:08:07.095> with<00:08:07.272> it,<00:08:07.981> you<00:08:08.014> know,<00:08:08.078> 4<00:08:08.223> or<00:08:08.336> 5<00:08:08.706> years<00:08:08.964> before<00:08:09.770> it<00:08:09.850> hit<00:08:10.156> mainstream,<00:08:11.042> right?

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So<00:08:11.299> we've<00:08:11.460> been<00:08:11.702> iterating,<00:08:12.088> iterating,<00:08:12.587> iterating<00:08:13.134> on<00:08:13.456> what<00:08:13.617> it<00:08:13.714> means<00:08:14.116> to<00:08:14.342> actually<00:08:14.744> use<00:08:15.791> AI<00:08:16.209> to<00:08:16.306> make<00:08:16.531> a<00:08:16.595> customer<00:08:17.014> happy.

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And<00:08:18.205> that<00:08:18.318> includes<00:08:18.737> like<00:08:19.091> really<00:08:19.332> understanding<00:08:20.657> people<00:08:21.235> and<00:08:21.315> what<00:08:21.716> they<00:08:21.877> want<00:08:22.085> and<00:08:22.182> how<00:08:22.824> they<00:08:22.984> understand<00:08:23.401> product,<00:08:23.722> and<00:08:23.787> then<00:08:24.043> products,<00:08:25.247> and<00:08:25.327> be<00:08:25.392> able<00:08:25.568> to<00:08:25.648> take<00:08:26.034> someone's<00:08:26.676> feed,<00:08:27.173> like<00:08:27.334> a<00:08:27.478> product<00:08:27.815> feed,<00:08:29.019> and<00:08:29.099> then<00:08:29.966> combine<00:08:30.383> that<00:08:30.544> with<00:08:30.688> this<00:08:30.929> AI<00:08:31.667> to<00:08:31.828> build<00:08:32.052> these<00:08:32.245> experiences.

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So<00:08:33.657> I<00:08:33.738> would<00:08:33.834> say<00:08:34.412> if<00:08:34.781> you<00:08:34.877> want<00:08:35.022> to<00:08:35.262> have<00:08:35.503> AI<00:08:35.840> work,<00:08:37.927> if<00:08:38.071> you<00:08:38.232> integrate<00:08:38.665> it<00:08:38.713> into<00:08:38.874> your<00:08:39.034> system,<00:08:39.516> it<00:08:39.548> should<00:08:40.013> drastically<00:08:40.575> move<00:08:40.735> metrics,<00:08:41.217> meaning<00:08:41.859> you<00:08:42.003> should<00:08:42.164> have<00:08:42.421> customers<00:08:43.047> that<00:08:43.159> are<00:08:43.448> delighted,<00:08:43.945> find,<00:08:44.411> you<00:08:44.443> know,<00:08:45.069> a<00:08:45.085> lot<00:08:45.229> less<00:08:45.534> drops,<00:08:45.968> a<00:08:46.032> lot<00:08:46.353> less,<00:08:46.915> hey,<00:08:47.059> I<00:08:47.155> couldn't<00:08:47.396> find<00:08:47.637> what<00:08:47.797> I<00:08:47.813> was<00:08:48.022> looking<00:08:48.359> for.

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Return<00:08:50.203> visitors,<00:08:50.947> lifetime<00:08:51.433> value<00:08:52.631> of<00:08:52.792> your<00:08:52.970> customers,<00:08:53.488> because<00:08:53.682> they<00:08:53.860> want<00:08:54.006> to<00:08:54.087> go<00:08:54.249> back<00:08:54.427> to<00:08:54.492> you.

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They<00:08:54.621> don't<00:08:54.783> need<00:08:54.896> to<00:08:54.929> go<00:08:55.074> to<00:08:55.155> Google<00:08:55.560> to<00:08:55.624> find<00:08:55.867> it.

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They're<00:08:56.304> like,<00:08:56.515> oh,<00:08:56.612> I<00:08:56.676> love<00:08:56.935> going<00:08:57.243> to<00:08:57.486> Company<00:08:57.906> X<00:08:58.149> because<00:08:58.877> the<00:08:58.942> experience<00:08:59.282> was<00:08:59.362> so<00:08:59.604> great<00:08:59.927> there.

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So<00:09:00.266> those<00:09:00.556> are<00:09:00.589> the<00:09:00.718> things<00:09:00.976> that<00:09:01.137> you'll<00:09:01.379> see<00:09:02.025> change<00:09:02.444> if<00:09:02.590> you've<00:09:03.138> implemented<00:09:03.638> AI<00:09:03.735> correctly,<00:09:04.122> I<00:09:04.203> believe.

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And<00:09:07.253> Nigel,<00:09:07.575> you<00:09:08.318> mentioned<00:09:09.029> a<00:09:09.288> list<00:09:09.547> of<00:09:09.871> Silicon<00:09:10.325> Valley<00:09:10.648> legends.

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And<00:09:12.106> I<00:09:12.268> wonder,<00:09:13.402> you<00:09:13.435> know,<00:09:13.580> finding<00:09:13.985> out<00:09:14.228> that<00:09:14.390> you<00:09:14.471> guys<00:09:14.649> are<00:09:14.779> Giants<00:09:15.200> fans,<00:09:15.783> meaning<00:09:16.334> you<00:09:16.480> most<00:09:16.739> likely<00:09:17.532> live<00:09:18.013> and<00:09:18.333> have<00:09:18.557> built<00:09:18.734> this<00:09:18.958> company<00:09:19.535> in<00:09:19.871> Silicon<00:09:20.336> Valley.

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There<00:09:21.521> was<00:09:21.778> this<00:09:22.002> idea,<00:09:23.043> particularly<00:09:23.540> like<00:09:23.861> at<00:09:23.941> the<00:09:24.085> beginning<00:09:24.373> of<00:09:24.437> the<00:09:24.501> pandemic,<00:09:24.998> or<00:09:25.062> maybe<00:09:25.254> like<00:09:25.527> through<00:09:25.767> the<00:09:25.863> first<00:09:26.152> half<00:09:26.280> of<00:09:26.408> it,<00:09:26.504> that<00:09:26.648> Silicon<00:09:27.065> Valley<00:09:27.241> is<00:09:27.642> experiencing<00:09:28.282> an<00:09:28.427> exodus<00:09:29.772> almost.

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I<00:09:30.429> don't<00:09:30.830> really<00:09:31.070> get<00:09:31.230> the<00:09:31.311> sense—<00:09:31.647> I<00:09:31.711> never<00:09:31.951> really<00:09:32.128> got<00:09:32.288> the<00:09:32.368> sense<00:09:32.576> that<00:09:32.656> that<00:09:32.753> was<00:09:32.913> true,<00:09:33.153> but<00:09:34.034> in<00:09:34.098> particular<00:09:34.451> right<00:09:34.595> now,<00:09:34.739> it<00:09:34.835> seems<00:09:35.076> like<00:09:35.236> it's<00:09:35.380> still<00:09:35.636> the<00:09:35.700> startup<00:09:36.101> capital<00:09:36.454> of<00:09:36.518> the<00:09:36.662> world.

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Can<00:09:37.495> you<00:09:37.639> give<00:09:37.863> us<00:09:38.504> a<00:09:38.536> sense<00:09:38.985> for,<00:09:39.482> you<00:09:39.578> know,<00:09:39.658> the<00:09:39.786> state<00:09:40.106> of<00:09:40.138> Silicon<00:09:40.587> Valley<00:09:40.908> right<00:09:41.004> now?

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Well,<00:09:42.365> you're<00:09:42.526> kind<00:09:42.750> of<00:09:42.846> talking<00:09:43.167> to<00:09:43.311> the<00:09:43.391> divide<00:09:43.807> right<00:09:43.968> here<00:09:44.208> because<00:09:44.592> Lance<00:09:44.913> actually<00:09:45.249> escaped<00:09:45.650> Silicon<00:09:46.050> Valley.

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Just<00:09:47.253> before<00:09:47.558> the<00:09:47.655> pandemic<00:09:48.136> hit<00:09:48.763> and<00:09:49.036> now<00:09:49.325> lives<00:09:49.502> in<00:09:49.646> Austin<00:09:50.626> while<00:09:51.011> I<00:09:51.188> am<00:09:51.332> still<00:09:51.589> in<00:09:51.750> San<00:09:51.991> Jose.

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So<00:09:52.714> you've<00:09:52.810> got<00:09:53.517> both<00:09:53.758> sides<00:09:54.143> of<00:09:54.239> this.

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This<00:09:54.785> is<00:09:54.866> what<00:09:55.026> I<00:09:55.123> want.

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Yeah,<00:09:55.765> I<00:09:55.829> want<00:09:55.974> to<00:09:56.070> hear.

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Well,<00:09:56.504> except<00:09:56.889> for<00:09:57.114> I'm<00:09:57.355> a<00:09:57.451> frequent<00:09:57.949> flyer<00:09:58.495> too.

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I<00:09:58.977> mean,<00:09:59.363> I<00:09:59.475> think<00:09:59.700> I<00:09:59.780> spent<00:10:01.451> most<00:10:01.772> of<00:10:02.093> early<00:10:02.671> last<00:10:03.057> year<00:10:03.474> in<00:10:03.972> Silicon<00:10:04.438> Valley<00:10:04.743> back<00:10:05.000> and<00:10:05.225> forth.

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So<00:10:06.124> yeah,<00:10:06.526> it<00:10:06.606> is<00:10:06.783> a<00:10:06.847> true<00:10:07.088> statement<00:10:07.554> that<00:10:07.602> like,<00:10:07.891> you<00:10:07.987> know,<00:10:08.838> our<00:10:08.935> investors,<00:10:09.963> key<00:10:10.139> partnerships,<00:10:10.846> things<00:10:11.006> like<00:10:11.183> that<00:10:11.360> are<00:10:11.649> absolutely<00:10:12.083> still<00:10:12.356> in<00:10:12.484> Silicon<00:10:12.950> Valley.

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And<00:10:14.058> that's<00:10:14.556> why<00:10:14.716> he<00:10:14.861> was<00:10:15.021> coming<00:10:15.262> back,<00:10:15.583> was<00:10:15.760> primarily<00:10:16.322> for<00:10:16.787> our<00:10:17.301> investment<00:10:18.088> roadshow<00:10:18.586> for<00:10:18.811> our,<00:10:19.276> our<00:10:19.437> A<00:10:19.533> round.

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And,<00:10:20.866> you<00:10:20.898> know,<00:10:21.123> that's<00:10:21.380> clearly<00:10:21.861> still<00:10:22.279> here<00:10:22.728> in<00:10:22.809> the<00:10:22.889> Valley.

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This<00:10:23.644> is<00:10:23.788> still<00:10:24.093> where<00:10:24.270> sort<00:10:24.511> of<00:10:24.575> the<00:10:24.992> decisions<00:10:25.474> are<00:10:25.554> being<00:10:25.795> made<00:10:26.036> around<00:10:26.357> funding.

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Um,<00:10:27.963> but<00:10:28.107> then<00:10:28.268> I<00:10:28.364> think<00:10:28.589> we<00:10:28.685> are<00:10:28.830> finding<00:10:29.328> founders<00:10:29.825> and<00:10:29.970> others<00:10:30.163> sort<00:10:30.387> of<00:10:30.773> leaving<00:10:31.078> this<00:10:31.254> area<00:10:31.656> to<00:10:31.752> live<00:10:31.977> where<00:10:32.073> they<00:10:32.282> want,<00:10:32.603> build<00:10:32.796> a<00:10:32.924> team,<00:10:33.824> maybe<00:10:34.466> distributed<00:10:34.947> around<00:10:35.172> the<00:10:35.204> country<00:10:35.895> or<00:10:36.232> even<00:10:36.617> offshore,<00:10:37.517> which<00:10:37.677> is<00:10:37.757> exactly<00:10:38.159> what<00:10:38.319> we've<00:10:38.480> done.

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Our<00:10:39.668> team<00:10:39.941> spans<00:10:40.552> from<00:10:41.371> Hawaii<00:10:41.933> time<00:10:42.238> zone<00:10:42.640> to<00:10:43.925> Eastern<00:10:44.262> time<00:10:44.519> zone,<00:10:45.451> and<00:10:46.093> we<00:10:46.190> all<00:10:46.334> work<00:10:46.591> remotely.

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And<00:10:47.073> then<00:10:47.153> we<00:10:47.314> do<00:10:47.458> have<00:10:47.796> a<00:10:47.860> couple<00:10:48.181> offshore<00:10:48.583> teams<00:10:48.856> as<00:10:49.065> well<00:10:49.241> that<00:10:49.402> work<00:10:49.643> really<00:10:49.884> closely<00:10:50.269> with<00:10:50.430> us.

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Yeah,<00:10:52.036> I'll<00:10:52.373> reiterate<00:10:53.096> that.

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I<00:10:53.482> think<00:10:53.658> while<00:10:53.883> the<00:10:53.980> VCs<00:10:54.462> and<00:10:54.606> the<00:10:54.638> money<00:10:55.040> and<00:10:55.409> kind<00:10:55.490> of<00:10:55.586> those<00:10:55.891> core<00:10:56.710> things<00:10:56.951> in<00:10:57.032> Valley<00:10:57.594> still,<00:10:58.172> I<00:10:58.236> mean,<00:10:58.397> obviously<00:10:58.718> there's<00:10:59.039> VCs<00:10:59.521> everywhere,<00:10:59.923> but<00:11:00.244> that<00:11:00.405> seems<00:11:00.565> to<00:11:00.645> be<00:11:00.726> the<00:11:00.870> core<00:11:01.593> talent.

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You<00:11:02.316> find<00:11:02.573> talent<00:11:02.878> everywhere,<00:11:03.794> right?

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Yeah.

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Yeah.

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When<00:11:06.904> you<00:11:06.984> can<00:11:07.289> figure<00:11:07.609> out<00:11:07.689> the<00:11:07.786> distributed<00:11:08.234> model<00:11:08.555> and<00:11:08.603> make<00:11:08.811> it<00:11:08.907> work<00:11:09.147> for<00:11:09.372> you,<00:11:09.628> all<00:11:09.708> of<00:11:09.788> a<00:11:09.804> sudden<00:11:10.029> your<00:11:10.189> talent<00:11:10.509> pool<00:11:10.718> is<00:11:10.910> the<00:11:11.134> world<00:11:11.615> rather<00:11:11.887> than<00:11:12.576> who's<00:11:12.816> in<00:11:12.993> the<00:11:13.537> hour<00:11:13.794> radius<00:11:14.274> of<00:11:14.355> your<00:11:14.995> office,<00:11:15.636> right?

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Yeah.

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And<00:11:16.437> I'll<00:11:16.582> say<00:11:16.742> that's<00:11:17.559> one<00:11:17.719> of<00:11:17.783> our<00:11:18.024> key<00:11:18.280> strengths<00:11:18.841> because,<00:11:19.401> you<00:11:19.481> know,<00:11:19.946> obviously,<00:11:20.507> you<00:11:20.539> know,<00:11:20.603> Nige<00:11:20.988> is,<00:11:21.869> and<00:11:22.045> both<00:11:22.301> of<00:11:22.365> the<00:11:22.462> Niges<00:11:23.022> especially,<00:11:24.032> been<00:11:24.432> the<00:11:25.073> person<00:11:25.490> to<00:11:25.650> figure<00:11:25.954> out<00:11:26.115> how<00:11:26.291> to<00:11:26.371> expand<00:11:27.236> large<00:11:27.428> companies<00:11:27.733> like<00:11:27.893> Pinterest<00:11:28.229> and<00:11:28.293> others<00:11:28.598> overseas,<00:11:29.159> right?

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And<00:11:29.415> build<00:11:30.937> distributed<00:11:31.642> offices<00:11:32.123> around<00:11:32.363> the<00:11:32.459> US<00:11:32.924> or<00:11:32.988> wherever.

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So,<00:11:34.190> We<00:11:34.222> kind<00:11:34.382> of<00:11:34.543> have<00:11:34.928> that<00:11:35.747> DNA<00:11:36.294> to<00:11:36.470> be<00:11:36.534> able<00:11:36.711> to<00:11:36.807> know<00:11:37.819> how<00:11:37.996> to<00:11:38.558> believe<00:11:38.960> and<00:11:39.104> trust<00:11:39.442> in<00:11:40.325> your<00:11:40.726> distributed<00:11:41.369> team<00:11:42.573> and<00:11:43.136> make<00:11:43.377> them<00:11:44.164> produce<00:11:46.187> in<00:11:46.268> a<00:11:46.830> happy<00:11:47.697> part<00:11:47.890> of<00:11:47.954> the<00:11:48.034> company<00:11:48.500> way,<00:11:48.902> right?

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Yeah,<00:11:50.524> actually<00:11:50.829> remote<00:11:51.166> teams.

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And<00:11:51.471> make<00:11:51.552> it<00:11:51.648> possible<00:11:51.793> to<00:11:51.889> find<00:11:52.194> these<00:11:52.515> remote<00:11:52.853> kind<00:11:53.094> of<00:11:53.158> like<00:11:53.399> offshore<00:11:53.881> teams.

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That<00:11:54.764> would<00:11:54.941> be<00:11:55.085> great<00:11:55.358> to<00:11:55.647> kind<00:11:55.760> of<00:11:55.824> get<00:11:55.920> a<00:11:56.210> sense<00:11:56.531> for.

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I<00:11:57.414> mean,<00:11:57.591> I<00:11:57.655> think<00:11:58.153> one<00:11:58.314> thing<00:11:58.474> about<00:11:58.699> building<00:11:59.438> any<00:11:59.663> kind<00:11:59.839> of<00:11:59.920> distributed<00:12:00.482> team<00:12:01.108> onshore,<00:12:01.670> offshore,<00:12:02.232> a<00:12:02.249> mix<00:12:02.570> of<00:12:02.650> both.

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Is<00:12:04.018> communication<00:12:05.048> amongst<00:12:05.387> that<00:12:05.612> team<00:12:05.886> is<00:12:06.176> really,<00:12:06.514> really<00:12:06.755> important.

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So,<00:12:09.090> and<00:12:09.235> I<00:12:09.251> don't<00:12:09.428> mean<00:12:09.638> just<00:12:09.847> slapping<00:12:10.362> up<00:12:10.539> Slack,<00:12:11.425> you<00:12:11.522> know,<00:12:12.295> and<00:12:12.552> making<00:12:12.859> sure<00:12:12.939> everyone<00:12:13.278> can<00:12:13.584> talk<00:12:13.858> to<00:12:13.922> everyone.

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I<00:12:14.502> think<00:12:15.034> providing<00:12:15.534> context,<00:12:16.404> continual<00:12:17.049> communication<00:12:19.144> for<00:12:19.305> folks<00:12:19.965> getting<00:12:20.272> together<00:12:20.691> in<00:12:20.820> person<00:12:21.094> occasionally,<00:12:22.046> for<00:12:22.288> offshore<00:12:22.626> teams<00:12:22.949> going<00:12:23.191> and<00:12:23.272> visiting<00:12:23.756> them,<00:12:24.465> you<00:12:24.562> know,<00:12:24.724> a<00:12:24.804> couple<00:12:25.111> times<00:12:25.385> a<00:12:25.514> year<00:12:26.579> is<00:12:26.676> super<00:12:27.063> effective<00:12:27.934> at<00:12:28.111> making<00:12:28.418> them<00:12:28.579> feel<00:12:29.079> understood,<00:12:29.805> heard,<00:12:30.289> part<00:12:30.531> of<00:12:30.580> the<00:12:30.613> team.

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And<00:12:31.147> so,<00:12:32.098> you<00:12:32.132> know,<00:12:32.198> one<00:12:32.298> of<00:12:32.349> the<00:12:32.399> practices<00:12:35.096> I've<00:12:35.754> done<00:12:35.930> at<00:12:36.139> this<00:12:36.299> company<00:12:36.700> and<00:12:36.780> other<00:12:36.957> companies<00:12:37.919> is<00:12:38.064> a<00:12:38.144> daily<00:12:38.481> update<00:12:40.069> where<00:12:40.326> it's<00:12:40.631> sort<00:12:40.791> of<00:12:40.887> what<00:12:41.032> I'm<00:12:41.128> hearing,<00:12:41.609> seeing<00:12:42.556> that<00:12:42.652> others<00:12:42.893> can<00:12:43.037> respond<00:12:43.454> to.

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I<00:12:43.855> think<00:12:44.032> some<00:12:44.256> of<00:12:44.641> our<00:12:44.962> leaders<00:12:45.379> have<00:12:45.620> taken<00:12:45.877> that<00:12:46.085> over<00:12:46.262> now<00:12:46.583> at<00:12:46.807> Vantage<00:12:47.128> Discovery<00:12:48.251> and<00:12:48.347> are<00:12:48.427> providing<00:12:48.909> daily<00:12:49.214> updates<00:12:49.631> in<00:12:49.711> various<00:12:50.112> ways<00:12:50.369> to<00:12:50.513> their<00:12:50.738> teams.

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And<00:12:51.780> that<00:12:52.021> sort<00:12:52.181> of,<00:12:52.358> that<00:12:52.599> level<00:12:52.919> of<00:12:53.080> hypercommunication,<00:12:54.171> you<00:12:54.203> might<00:12:54.427> call<00:12:54.684> it,<00:12:55.246> is<00:12:55.486> really,<00:12:55.871> really<00:12:56.048> important<00:12:56.497> to<00:12:56.529> help<00:12:56.754> keep<00:12:56.946> everyone<00:12:57.251> on<00:12:57.315> the<00:12:57.347> same<00:12:57.652> page.

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And<00:12:58.502> it's<00:12:58.599> the<00:12:58.679> kind<00:12:58.823> of<00:12:58.855> communication<00:12:59.481> you'd<00:12:59.593> naturally<00:13:00.058> have<00:13:00.299> if<00:13:00.379> you<00:13:00.459> were<00:13:00.604> all<00:13:00.684> together.

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And<00:13:02.079> yes,<00:13:02.320> it<00:13:02.384> takes<00:13:02.625> time,<00:13:02.961> it<00:13:03.025> takes<00:13:03.426> effort,<00:13:04.148> it's<00:13:04.292> not<00:13:04.549> free,<00:13:05.270> but<00:13:05.511> it<00:13:05.655> is<00:13:05.751> super<00:13:06.136> effective<00:13:06.649> and<00:13:06.730> it<00:13:06.858> makes—<00:13:07.596> it<00:13:07.916> amplifies<00:13:08.558> your<00:13:08.862> own<00:13:09.584> kind<00:13:09.680> of<00:13:09.841> impact<00:13:10.306> as<00:13:10.402> a<00:13:10.466> leader<00:13:11.220> if<00:13:11.444> everyone<00:13:11.925> kind<00:13:12.069> of<00:13:12.166> has<00:13:12.567> the<00:13:12.663> same<00:13:13.032> context<00:13:13.529> or<00:13:13.609> as<00:13:13.769> much<00:13:14.010> context<00:13:14.507> as<00:13:14.651> possible.

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In<00:13:16.335> terms<00:13:16.575> of,<00:13:16.832> you<00:13:16.912> know,<00:13:16.976> finding<00:13:17.698> remote<00:13:18.083> teams,<00:13:18.580> that<00:13:19.061> is<00:13:19.157> a<00:13:19.221> real<00:13:19.446> trick.

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I<00:13:20.825> think<00:13:21.049> in<00:13:21.081> our<00:13:21.226> case,<00:13:21.610> we<00:13:22.043> definitely<00:13:22.653> got<00:13:22.829> lucky<00:13:23.310> with<00:13:23.471> some<00:13:23.711> referrals.

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I<00:13:24.737> think<00:13:24.850> it<00:13:25.058> often,<00:13:25.716> you<00:13:25.812> know,<00:13:26.181> you<00:13:26.357> do<00:13:26.517> want<00:13:26.998> ideally<00:13:27.399> some<00:13:27.640> referrals.

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Folks<00:13:29.243> that<00:13:29.387> you<00:13:29.484> can<00:13:29.644> talk<00:13:29.884> to<00:13:30.029> that<00:13:30.093> have<00:13:30.205> worked<00:13:30.461> with<00:13:30.590> these<00:13:30.846> teams<00:13:31.327> overseas.

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You<00:13:33.507> know,<00:13:33.667> and<00:13:33.796> then<00:13:34.277> I<00:13:34.597> always<00:13:34.998> like<00:13:35.174> sort<00:13:35.351> of<00:13:35.495> a<00:13:35.511> little<00:13:35.735> bit<00:13:35.896> of<00:13:36.040> a<00:13:36.280> trial<00:13:36.697> period<00:13:37.322> and<00:13:37.402> then,<00:13:38.060> and<00:13:38.156> then<00:13:38.396> if,<00:13:38.861> you<00:13:38.957> know,<00:13:39.166> lean<00:13:39.647> all<00:13:39.983> in,<00:13:40.769> right?

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We've<00:13:41.586> got<00:13:41.763> a<00:13:41.827> team<00:13:42.147> in<00:13:42.227> Eastern<00:13:42.564> Europe<00:13:43.334> and<00:13:43.734> right<00:13:43.975> off<00:13:44.151> the<00:13:44.231> bat,<00:13:44.552> once<00:13:44.776> we<00:13:44.856> knew<00:13:45.017> this<00:13:45.193> was<00:13:45.337> the<00:13:45.434> team<00:13:45.594> we<00:13:45.738> wanted<00:13:45.914> to<00:13:45.995> work<00:13:46.235> with,<00:13:46.940> we<00:13:47.037> went<00:13:47.197> and<00:13:47.341> visited<00:13:47.678> them,<00:13:48.319> you<00:13:48.399> know,<00:13:48.944> and<00:13:49.746> none<00:13:50.002> of<00:13:50.082> their<00:13:50.243> other<00:13:50.403> clients<00:13:50.820> had<00:13:51.044> ever<00:13:51.285> come<00:13:51.749> to<00:13:51.862> visit<00:13:52.166> them.

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And<00:13:53.689> it<00:13:53.769> meant<00:13:54.090> the<00:13:54.170> world<00:13:54.410> to<00:13:54.571> them.

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They<00:13:55.356> absolutely<00:13:55.837> love<00:13:56.078> working<00:13:56.350> on<00:13:56.414> our<00:13:56.558> project.

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Everyone<00:13:57.360> at<00:13:57.456> that<00:13:57.600> company<00:13:58.001> wants<00:13:58.194> to<00:13:58.322> work<00:13:58.578> on<00:13:59.139> what<00:13:59.284> we're<00:13:59.380> doing.

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And<00:14:01.377> we<00:14:01.457> just<00:14:01.571> see<00:14:01.781> a<00:14:01.862> lot<00:14:02.104> more<00:14:02.201> engagement<00:14:03.155> and<00:14:03.591> excitement<00:14:04.303> and<00:14:04.464> buy-in<00:14:06.146> for<00:14:07.116> this<00:14:07.294> group<00:14:07.698> that<00:14:08.247> ultimately<00:14:08.587> aren't<00:14:09.234> technically<00:14:09.654> employees<00:14:10.042> of<00:14:10.123> our<00:14:10.285> company,<00:14:10.691> but<00:14:11.421> they<00:14:12.962> definitely<00:14:13.692> feel<00:14:14.016> like<00:14:14.243> they<00:14:14.422> are.

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It's<00:14:16.564> not<00:14:16.788> often<00:14:17.029> I<00:14:17.110> have<00:14:17.431> the<00:14:17.463> CEO<00:14:18.234> and<00:14:18.556> COO<00:14:19.439> on<00:14:19.600> here.

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And<00:14:20.018> so<00:14:20.178> this<00:14:20.339> question's<00:14:20.740> going<00:14:20.901> to<00:14:20.998> be<00:14:22.588> particularly<00:14:23.070> interesting<00:14:23.472> for<00:14:24.034> our<00:14:24.821> viewers<00:14:25.158> and<00:14:25.319> listeners<00:14:25.721> just<00:14:25.865> to<00:14:25.930> get<00:14:25.978> a<00:14:26.043> sense<00:14:26.351> for<00:14:26.464> the<00:14:27.177> differences<00:14:28.052> of<00:14:28.247> those<00:14:28.620> roles.

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And<00:14:29.893> that<00:14:30.121> is<00:14:30.284> like,<00:14:30.528> what<00:14:30.626> does<00:14:30.724> a<00:14:30.789> typical<00:14:31.196> day<00:14:31.522> look<00:14:31.767> like<00:14:32.028> for<00:14:32.174> each<00:14:32.419> of<00:14:32.565> you?

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Sure,<00:14:35.163> I'll<00:14:35.308> start<00:14:35.616> with<00:14:35.794> that.

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So,<00:14:36.911> yeah,<00:14:37.251> but<00:14:37.396> you<00:14:37.493> pointed<00:14:37.882> out<00:14:37.914> like<00:14:38.610> the<00:14:38.707> CEO,<00:14:39.468> COO,<00:14:39.597> you<00:14:39.759> know,<00:14:40.714> I<00:14:40.892> just—<00:14:41.944> and<00:14:42.252> I've<00:14:42.365> known<00:14:42.592> each<00:14:42.753> other<00:14:42.915> for<00:14:43.385> 25<00:14:44.210> years<00:14:44.562> and<00:14:44.627> have<00:14:44.788> worked<00:14:45.756> on<00:14:45.853> and<00:14:45.998> off<00:14:46.176> throughout<00:14:46.482> that.

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We've<00:14:46.724> had<00:14:46.902> very<00:14:47.483> tightly<00:14:48.112> in<00:14:48.273> the,<00:14:48.999> the,<00:14:49.322> the<00:14:49.483> level<00:14:49.806> of<00:14:49.967> trust<00:14:50.935> and<00:14:52.226> that<00:14:52.323> we<00:14:52.468> have<00:14:52.629> between<00:14:52.952> each<00:14:53.178> other<00:14:53.742> as<00:14:53.920> well<00:14:54.130> as<00:14:54.410> kind<00:14:54.971> of<00:14:55.235> the<00:14:55.384> yin<00:14:55.549> and<00:14:55.664> yang<00:14:55.994> of<00:14:56.126> our<00:14:56.225> personalities,<00:14:57.215> I<00:14:57.314> would<00:14:57.890> call<00:14:58.068> it,<00:14:59.689> just<00:15:00.078> blends<00:15:00.661> so<00:15:00.904> well.

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So<00:15:01.374> I<00:15:01.552> think<00:15:01.795> that<00:15:01.860> it's<00:15:02.119> very<00:15:02.427> easy<00:15:02.687> for<00:15:02.752> us<00:15:02.865> to<00:15:03.076> hand<00:15:03.319> off<00:15:03.497> or<00:15:03.578> know<00:15:03.724> who's<00:15:03.967> taking<00:15:04.388> what<00:15:05.425> and<00:15:05.912> why.

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And<00:15:08.157> Nigel<00:15:08.481> keeps<00:15:08.804> the<00:15:10.358> balls<00:15:10.746> rolling,<00:15:11.636> everything<00:15:11.959> lined<00:15:12.768> up<00:15:14.564> in<00:15:14.726> such<00:15:14.968> a<00:15:15.049> beautiful<00:15:15.454> way<00:15:16.504> that<00:15:16.988> leads<00:15:17.230> me<00:15:17.392> to<00:15:17.940> help<00:15:18.117> to<00:15:18.279> go<00:15:18.440> find<00:15:18.666> the<00:15:18.747> hotspots<00:15:19.634> or<00:15:19.908> to<00:15:22.070> work<00:15:22.537> on<00:15:22.634> other<00:15:22.860> pieces.

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So<00:15:23.263> like<00:15:23.441> my<00:15:23.602> day,<00:15:23.925> to<00:15:23.989> get<00:15:24.086> back<00:15:24.247> to<00:15:24.312> your<00:15:24.473> question,<00:15:26.044> it's,<00:15:26.510> you<00:15:26.558> know,<00:15:26.671> we're<00:15:26.767> very<00:15:26.992> much<00:15:27.313> in,<00:15:27.650> there's<00:15:28.276> startup<00:15:28.646> life<00:15:28.870> and<00:15:28.999> then<00:15:29.095> there's<00:15:29.320> startup<00:15:29.641> life<00:15:30.139> that<00:15:30.283> we're<00:15:30.524> in<00:15:30.685> right<00:15:30.861> now.

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What<00:15:31.825> I<00:15:31.905> mean<00:15:32.066> by<00:15:32.226> that<00:15:32.483> is<00:15:32.708> like,<00:15:33.270> there's<00:15:33.430> actually<00:15:33.655> this<00:15:33.816> kind<00:15:33.976> of<00:15:34.009> like<00:15:34.153> honeymoon<00:15:34.554> period<00:15:34.876> when<00:15:35.020> you<00:15:35.100> start<00:15:35.373> a<00:15:35.438> startup<00:15:35.903> where<00:15:35.983> you<00:15:36.080> got<00:15:36.321> the<00:15:36.401> idea,<00:15:36.722> you<00:15:36.786> got<00:15:36.963> the<00:15:37.043> funding,<00:15:37.380> and<00:15:38.167> then<00:15:38.633> just<00:15:39.211> go<00:15:39.468> and<00:15:39.596> just<00:15:39.757> everyone's<00:15:40.062> like<00:15:40.174> cranking<00:15:40.576> and<00:15:40.640> building.

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And<00:15:41.073> it's<00:15:41.459> not<00:15:42.085> easy,<00:15:42.422> but<00:15:43.450> there's<00:15:43.626> a<00:15:43.691> lot<00:15:43.883> of<00:15:44.831> pieces<00:15:45.296> to<00:15:45.714> that.

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We're<00:15:46.757> now<00:15:47.063> in<00:15:47.223> the<00:15:47.641> go-to-market,<00:15:48.845> build<00:15:49.086> everything<00:15:49.551> out,<00:15:51.240> scale<00:15:51.676> the<00:15:51.805> company<00:15:52.612> piece.

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And<00:15:53.354> so,<00:15:53.742> every<00:15:54.162> day<00:15:54.872> as<00:15:55.033> a<00:15:55.534> CEO<00:15:57.212> is<00:15:58.100> different,<00:15:58.584> right?

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One<00:16:00.602> day<00:16:00.779> you're<00:16:01.344> talking<00:16:02.474> to<00:16:02.861> customers,<00:16:03.507> one<00:16:03.604> day<00:16:03.652> you're<00:16:03.846> talking,<00:16:04.249> trying<00:16:04.830> to<00:16:05.056> land<00:16:05.444> a<00:16:05.621> key<00:16:05.863> employee,<00:16:07.672> and<00:16:07.832> all<00:16:07.929> this<00:16:08.089> is<00:16:08.234> happening.

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So,<00:16:09.905> my<00:16:10.082> day<00:16:10.323> starts<00:16:10.789> with<00:16:11.688> getting<00:16:12.010> calm.

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So,<00:16:12.717> like<00:16:12.893> literally<00:16:14.821> meditating<00:16:15.705> and<00:16:16.171> just<00:16:16.348> taking<00:16:16.749> time<00:16:17.389> to<00:16:17.517> just<00:16:19.186> understand<00:16:20.551> what<00:16:20.727> is<00:16:20.952> the<00:16:21.337> most<00:16:21.594> important<00:16:21.996> thing<00:16:22.461> is<00:16:22.718> health<00:16:23.457> of<00:16:23.585> my<00:16:23.746> family,<00:16:24.806> these<00:16:24.966> type<00:16:25.223> of<00:16:25.303> things,<00:16:25.609> right?

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And<00:16:26.154> having<00:16:26.411> a<00:16:26.556> good<00:16:26.716> solid<00:16:27.198> base.

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Without<00:16:28.402> that,<00:16:28.643> I<00:16:28.884> would<00:16:29.302> go<00:16:29.462> insane,<00:16:30.008> honestly.

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And<00:16:31.389> then<00:16:31.630> going<00:16:31.871> through<00:16:32.192> the<00:16:32.336> calendar,<00:16:32.738> really<00:16:32.914> kind<00:16:33.139> of<00:16:33.187> like<00:16:33.380> strategizing<00:16:34.102> what<00:16:34.215> are<00:16:34.279> the<00:16:34.343> most<00:16:34.536> important<00:16:34.825> things.

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Like<00:16:35.323> you<00:16:35.403> won't<00:16:35.564> be<00:16:35.628> able<00:16:35.724> to<00:16:35.804> hit<00:16:35.965> everything.

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So<00:16:37.571> what<00:16:37.876> are<00:16:37.972> the<00:16:38.117> most<00:16:38.518> key<00:16:38.775> important<00:16:39.176> things?

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I<00:16:39.497> think<00:16:39.803> that's<00:16:40.365> the<00:16:40.605> key<00:16:41.119> skill<00:16:41.569> of<00:16:41.665> a<00:16:41.745> CEO<00:16:42.388> is<00:16:43.849> seeing<00:16:44.331> through<00:16:45.182> all<00:16:45.519> of<00:16:46.322> the<00:16:46.482> massive<00:16:46.964> stuff<00:16:47.285> coming<00:16:47.590> at<00:16:47.703> you<00:16:47.847> and<00:16:47.912> like,<00:16:48.088> what<00:16:48.265> is<00:16:48.329> the<00:16:48.409> most<00:16:48.586> important<00:16:48.811> thing<00:16:48.971> I<00:16:48.987> can<00:16:49.132> do<00:16:49.293> now?

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And<00:16:50.979> what<00:16:51.220> can<00:16:51.364> I<00:16:51.460> do?

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And<00:16:52.649> so<00:16:52.761> that's<00:16:53.050> what<00:16:53.387> I<00:16:53.468> do<00:16:53.612> in<00:16:53.644> the<00:16:53.773> morning<00:16:54.094> is<00:16:54.190> kind<00:16:54.833> of<00:16:54.993> like<00:16:55.475> get<00:16:55.636> that<00:16:55.812> centered<00:16:56.985> and<00:16:57.081> then<00:16:57.306> I<00:16:57.402> can,<00:16:58.446> and<00:16:58.510> then<00:16:58.751> I<00:16:58.912> go<00:16:59.393> and<00:16:59.490> Nigel<00:16:59.731> and<00:16:59.811> I<00:16:59.971> meet<00:17:00.196> up<00:17:00.855> and<00:17:01.015> so<00:17:01.497> when<00:17:01.609> Nigel<00:17:01.979> and<00:17:02.059> I<00:17:02.203> meet<00:17:02.444> up,<00:17:03.103> we<00:17:03.135> can<00:17:03.183> go<00:17:03.344> through<00:17:03.665> and<00:17:03.906> kind<00:17:04.066> of<00:17:04.468> correlate<00:17:05.271> that<00:17:05.656> yes,<00:17:06.074> these<00:17:06.379> are<00:17:07.117> the<00:17:07.214> important<00:17:07.599> things,<00:17:07.920> who's<00:17:08.081> going<00:17:08.241> to<00:17:08.306> take<00:17:08.466> what<00:17:08.787> and<00:17:08.884> where.

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And<00:17:09.751> then<00:17:10.570> we<00:17:10.811> have<00:17:11.290> meetings<00:17:12.049> throughout<00:17:12.291> the<00:17:12.372> day,<00:17:13.082> which<00:17:13.179> can<00:17:13.745> vary<00:17:14.084> depending<00:17:14.455> on<00:17:14.536> these<00:17:15.521> needs,<00:17:15.925> right?

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Yeah.

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And<00:17:19.624> I<00:17:19.721> think<00:17:20.270> I<00:17:20.674> have<00:17:20.771> a<00:17:20.820> similar<00:17:21.080> start<00:17:21.341> to<00:17:21.422> my<00:17:21.585> day<00:17:21.814> where<00:17:21.911> it's<00:17:22.254> meditation.

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And<00:17:25.576> then,<00:17:25.736> like<00:17:25.897> Lance<00:17:26.122> said,<00:17:26.379> we<00:17:26.524> get<00:17:26.700> together<00:17:27.263> every<00:17:27.584> day,<00:17:27.825> just<00:17:28.066> like<00:17:28.227> we<00:17:28.372> would<00:17:28.532> if<00:17:28.629> we<00:17:28.709> were<00:17:28.790> in<00:17:28.870> an<00:17:29.015> office.

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Again,<00:17:30.332> I<00:17:30.380> think<00:17:30.477> that's<00:17:30.702> really<00:17:30.879> important<00:17:31.296> that<00:17:31.505> we're<00:17:32.470> communicating,<00:17:33.193> we're<00:17:33.353> on<00:17:33.450> the<00:17:33.530> same<00:17:33.852> page,<00:17:35.143> we<00:17:35.530> have<00:17:35.772> the<00:17:35.852> same<00:17:36.111> priorities,<00:17:37.401> right?

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Any<00:17:38.273> indecision<00:17:38.837> at<00:17:38.918> the<00:17:39.015> top<00:17:39.273> is<00:17:39.338> felt,<00:17:39.580> is<00:17:39.693> magnified<00:17:40.128> further<00:17:40.419> down<00:17:40.612> in<00:17:40.661> the<00:17:40.709> organization.

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Organization.

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So<00:17:44.714> super<00:17:44.891> important<00:17:45.294> that<00:17:45.455> we're<00:17:45.616> aligned.

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Start<00:17:48.017> our<00:17:48.275> day<00:17:48.743> each<00:17:48.920> that<00:17:49.081> way.

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And<00:17:50.112> then,<00:17:51.885> you<00:17:51.982> know,<00:17:52.062> again,<00:17:52.385> my<00:17:52.546> day<00:17:52.707> varies.

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Typically<00:17:54.952> starting<00:17:55.499> something.

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You<00:17:57.186> know,<00:17:57.604> it's<00:17:57.764> been<00:17:57.925> said<00:17:58.246> that,<00:17:58.648> you<00:17:58.728> know,<00:17:58.793> at<00:17:58.889> a<00:17:58.969> bigger<00:17:59.210> company,<00:17:59.676> you<00:17:59.741> might<00:17:59.998> start<00:18:00.271> something<00:18:00.576> every<00:18:00.801> week<00:18:01.058> or<00:18:01.122> every<00:18:01.299> month.

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But<00:18:02.119> at<00:18:02.263> a<00:18:02.279> startup,<00:18:02.745> you<00:18:02.890> have<00:18:02.986> to<00:18:03.067> start<00:18:03.452> like<00:18:03.613> 5<00:18:03.934> things<00:18:04.111> a<00:18:04.240> day.

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There's<00:18:05.309> always<00:18:05.503> something<00:18:05.811> to<00:18:05.957> get<00:18:06.119> going,<00:18:06.459> to<00:18:06.540> get<00:18:06.686> started,<00:18:07.334> to<00:18:07.432> kick<00:18:07.675> off.

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Because<00:18:09.748> there's<00:18:09.926> a<00:18:09.991> lot<00:18:10.234> going<00:18:10.476> on.

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The<00:18:10.784> rest<00:18:10.962> of<00:18:11.027> the<00:18:11.124> industry<00:18:11.513> is<00:18:11.594> moving<00:18:11.853> so<00:18:12.080> quickly<00:18:12.339> around<00:18:12.809> you.

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And<00:18:13.634> that's<00:18:13.942> one<00:18:14.039> of<00:18:14.072> the<00:18:14.136> things<00:18:14.347> I<00:18:14.428> love<00:18:14.590> about<00:18:15.335> this<00:18:15.562> role.

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Actually,<00:18:16.145> I've<00:18:16.452> come<00:18:16.550> to<00:18:16.776> really,<00:18:17.100> really<00:18:17.278> enjoy<00:18:17.910> having<00:18:18.072> a<00:18:18.088> lot<00:18:18.250> of<00:18:18.380> fun<00:18:19.364> in<00:18:19.767> the<00:18:19.848> CEO<00:18:20.106> role.

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How<00:18:22.058> are<00:18:22.348> you—<00:18:22.768> I<00:18:22.784> mean,<00:18:22.994> how<00:18:23.236> big<00:18:23.413> could<00:18:23.574> this<00:18:23.736> company<00:18:24.058> get?

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As<00:18:24.446> I<00:18:24.462> was<00:18:24.623> looking<00:18:24.865> at,<00:18:24.946> I<00:18:24.994> was<00:18:25.075> like,<00:18:25.252> man,<00:18:25.430> this<00:18:25.591> could<00:18:25.752> be<00:18:25.914> a<00:18:25.930> massive,<00:18:26.640> massive<00:18:26.962> company.

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How<00:18:27.592> are<00:18:27.624> you<00:18:27.769> guys<00:18:27.930> thinking<00:18:28.076> about<00:18:28.189> like<00:18:28.398> the<00:18:28.495> total<00:18:28.898> addressable<00:18:29.688> market,<00:18:30.494> competitors,<00:18:31.301> the<00:18:31.397> landscape,<00:18:32.107> all<00:18:32.268> that<00:18:32.429> type<00:18:32.607> of<00:18:32.639> stuff?

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It<00:18:32.881> seems<00:18:33.091> like<00:18:33.187> you<00:18:33.252> have<00:18:33.413> a<00:18:33.494> bit<00:18:33.639> of<00:18:33.671> a<00:18:33.736> head<00:18:33.961> start<00:18:34.784> on<00:18:34.848> the<00:18:34.945> technology<00:18:35.590> front.

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Give<00:18:36.678> me,<00:18:37.016> give<00:18:37.177> us<00:18:37.274> a<00:18:37.338> sense<00:18:37.660> for<00:18:37.772> that.

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I<00:18:37.965> mean,<00:18:38.287> if<00:18:38.384> this<00:18:38.609> thing<00:18:38.770> works,<00:18:39.027> it<00:18:39.172> works<00:18:39.413> pretty<00:18:39.671> big,<00:18:39.976> right?

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Yeah,<00:18:41.907> I<00:18:41.923> mean,<00:18:42.148> this,<00:18:42.567> we,<00:18:42.969> so<00:18:43.934> we<00:18:44.095> see<00:18:44.256> this<00:18:44.433> as<00:18:44.578> a<00:18:44.658> fundamental<00:18:45.382> change<00:18:46.026> that<00:18:46.654> hasn't<00:18:46.928> happened<00:18:47.218> in<00:18:47.315> probably<00:18:47.637> 25<00:18:48.587> years<00:18:48.989> for<00:18:49.488> the<00:18:49.649> e-commerce<00:18:50.374> market<00:18:50.696> specifically.

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There's<00:18:51.888> a<00:18:51.968> lot<00:18:52.242> of<00:18:52.532> other<00:18:54.158> use<00:18:54.400> cases<00:18:54.802> for<00:18:54.963> our<00:18:55.381> technology<00:18:56.393> that<00:18:56.489> go<00:18:56.634> well<00:18:56.811> beyond<00:18:57.132> e-commerce,<00:18:57.695> but<00:18:57.775> we're<00:18:58.418> kind<00:18:58.578> of<00:18:59.141> planting<00:18:59.543> there<00:18:59.784> first.

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What<00:19:01.953> we<00:19:02.034> mean<00:19:02.259> by<00:19:02.435> that<00:19:02.757> is<00:19:03.062> that<00:19:03.801> the<00:19:03.866> opportunity<00:19:04.622> to<00:19:04.868> take<00:19:05.131> away<00:19:05.279> what<00:19:05.328> has<00:19:05.410> happened<00:19:05.689> where<00:19:05.755> most<00:19:05.854> consumers<00:19:06.067> go<00:19:08.070> go<00:19:08.134> to<00:19:08.263> Google<00:19:08.569> or<00:19:08.665> Amazon<00:19:09.149> today<00:19:09.954> and<00:19:10.099> start<00:19:11.387> their<00:19:11.564> journey<00:19:11.886> to<00:19:12.064> find<00:19:12.370> a<00:19:12.450> product<00:19:12.998> there<00:19:13.416> because<00:19:14.302> of<00:19:14.463> all<00:19:14.608> these<00:19:16.074> very<00:19:16.315> poor<00:19:16.702> experiences<00:19:17.282> everywhere<00:19:17.686> else,<00:19:18.010> right?

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So<00:19:19.223> we<00:19:19.385> think<00:19:19.725> that<00:19:20.663> as<00:19:22.621> this<00:19:22.864> breaks<00:19:23.123> out,<00:19:23.204> people<00:19:23.511> want<00:19:23.738> these<00:19:23.916> personal<00:19:24.789> connected<00:19:26.769> experiences<00:19:27.547> with<00:19:27.709> their<00:19:27.872> retailer<00:19:28.212> or<00:19:28.374> their<00:19:28.601> brand,<00:19:29.655> that<00:19:29.817> every<00:19:30.076> brand<00:19:30.384> has<00:19:30.562> that<00:19:30.708> opportunity<00:19:31.195> now<00:19:31.373> to<00:19:31.519> make<00:19:31.697> those<00:19:31.859> connections.

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And<00:19:33.059> you<00:19:33.140> can<00:19:33.237> think<00:19:33.416> of<00:19:33.545> this<00:19:33.707> as<00:19:33.788> like<00:19:33.902> a<00:19:34.032> Pinterest-like<00:19:34.676> experience<00:19:35.089> where<00:19:35.536> I<00:19:35.668> could<00:19:35.767> be<00:19:35.916> on<00:19:35.949> a<00:19:36.032> retail<00:19:36.247> and<00:19:36.330> be<00:19:36.412> like,<00:19:36.578> this<00:19:36.760> is<00:19:36.826> the<00:19:36.908> things<00:19:37.239> I<00:19:37.256> like.

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Here's<00:19:37.603> my<00:19:37.636> Instagram<00:19:37.801> account<00:19:37.884> or<00:19:37.917> here's<00:19:38.000> my<00:19:40.002> or<00:19:40.226> I<00:19:40.307> want<00:19:40.387> to<00:19:40.483> upload<00:19:40.804> a<00:19:40.869> photo<00:19:41.270> or<00:19:41.366> I<00:19:41.383> start<00:19:42.250> collecting<00:19:43.213> the<00:19:43.309> things<00:19:43.679> I<00:19:43.695> like<00:19:44.658> to<00:19:44.754> show<00:19:45.204> you<00:19:45.702> what<00:19:45.862> it<00:19:46.023> means<00:19:46.489> to<00:19:47.051> what<00:19:47.372> I<00:19:47.452> want<00:19:48.271> to<00:19:48.431> personalize<00:19:48.833> your<00:19:48.993> products<00:19:49.395> to<00:19:49.539> me.

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And<00:19:51.225> every<00:19:52.189> retailer,<00:19:52.670> every<00:19:52.927> brand<00:19:53.248> really<00:19:53.570> wants<00:19:53.875> that<00:19:54.116> ultimately<00:19:55.175> is<00:19:55.320> to<00:19:55.416> have<00:19:55.593> that<00:19:55.818> connection.

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So<00:19:57.198> the<00:19:57.327> addressable<00:19:57.728> market<00:19:58.066> I<00:19:58.146> think<00:19:58.933> is<00:19:59.109> massive<00:19:59.527> as<00:19:59.735> that<00:19:59.896> whole<00:20:00.297> shift<00:20:00.715> and<00:20:00.795> like,<00:20:01.357> I<00:20:01.437> got<00:20:01.550> to<00:20:01.678> think<00:20:02.080> and<00:20:02.160> translate<00:20:02.947> all<00:20:03.123> what<00:20:03.284> I<00:20:03.429> want<00:20:03.669> into<00:20:03.846> these<00:20:04.087> keywords<00:20:04.970> and<00:20:05.050> then<00:20:05.211> kind<00:20:05.371> of<00:20:05.516> like<00:20:05.676> go<00:20:05.853> and<00:20:05.933> peruse<00:20:06.335> and<00:20:06.415> peruse<00:20:06.736> and<00:20:06.881> click<00:20:07.202> and<00:20:07.282> go<00:20:07.314> link<00:20:07.619> down.

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To<00:20:08.406> like,<00:20:08.663> no,<00:20:08.919> here's<00:20:10.251> what<00:20:10.411> I<00:20:10.508> mean,<00:20:11.149> right?

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Here's<00:20:11.615> who<00:20:11.775> I<00:20:11.951> am.

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Now<00:20:12.529> I<00:20:12.577> want<00:20:12.657> to<00:20:12.689> shop<00:20:13.058> that<00:20:13.219> way.

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And<00:20:14.663> so<00:20:14.983> I<00:20:15.080> think<00:20:15.336> it's<00:20:15.497> not<00:20:15.866> the<00:20:16.123> former<00:20:17.069> e-commerce<00:20:18.064> TAM,<00:20:19.235> right?

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We<00:20:19.876> view<00:20:20.133> this<00:20:20.374> next<00:20:20.935> era<00:20:21.802> as<00:20:22.203> AI<00:20:22.459> commerce<00:20:23.245> and<00:20:24.048> with<00:20:24.160> a<00:20:24.208> much<00:20:24.786> bigger<00:20:25.267> addressable<00:20:25.812> TAM<00:20:26.871> because<00:20:27.208> of<00:20:27.336> the<00:20:27.593> additional<00:20:28.074> capabilities,<00:20:28.941> the<00:20:29.101> increase<00:20:29.598> in<00:20:29.743> metrics<00:20:30.866> and<00:20:30.962> lift<00:20:31.523> that<00:20:32.069> this<00:20:32.229> kind<00:20:32.390> of<00:20:32.422> technology<00:20:33.031> can<00:20:33.192> bring<00:20:33.368> to<00:20:33.529> retailers.

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And<00:20:35.134> then<00:20:35.600> yeah,<00:20:35.696> there's<00:20:36.017> a<00:20:36.081> horizontal<00:20:36.724> play<00:20:36.981> here.

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This<00:20:37.527> platform<00:20:38.041> is<00:20:38.250> generally<00:20:38.763> applicable<00:20:39.454> to<00:20:39.775> any<00:20:40.498> information<00:20:41.092> or<00:20:41.237> data<00:20:41.719> that<00:20:41.895> needs<00:20:44.288> intelligence<00:20:44.867> attached<00:20:45.268> to<00:20:45.477> it.

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And<00:20:46.216> so,<00:20:46.762> you<00:20:46.794> know,<00:20:46.922> there's<00:20:47.179> many<00:20:47.484> other<00:20:47.645> industries<00:20:48.304> that<00:20:48.946> this<00:20:49.107> platform<00:20:49.588> can<00:20:49.749> service<00:20:50.151> beyond<00:20:50.472> retail,<00:20:50.954> but<00:20:51.098> that's<00:20:51.275> where<00:20:51.435> we're<00:20:51.580> focused<00:20:51.901> right<00:20:51.982> now<00:20:52.062> is<00:20:52.222> retail,<00:20:53.780> e-commerce,<00:20:54.648> AI<00:20:54.888> commerce,<00:20:55.916> and<00:20:56.318> advertising.

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I<00:20:58.422> mean,<00:20:58.647> I<00:20:58.663> know<00:20:58.888> that<00:20:59.048> this<00:20:59.225> is<00:20:59.386> a<00:20:59.450> question<00:20:59.867> that<00:21:00.654> has<00:21:00.976> no<00:21:02.019> answer<00:21:02.357> because<00:21:02.614> it's<00:21:02.758> unknown,<00:21:03.965> And<00:21:04.046> you<00:21:04.127> probably<00:21:04.451> get<00:21:04.613> this<00:21:04.839> all<00:21:04.936> the<00:21:05.017> time,<00:21:05.421> but<00:21:05.502> I'm<00:21:05.680> interested<00:21:06.149> in<00:21:06.247> it<00:21:06.311> because<00:21:06.619> you<00:21:06.700> guys<00:21:06.813> are<00:21:06.878> so<00:21:07.444> deep<00:21:07.686> in<00:21:07.832> this,<00:21:08.317> is<00:21:08.641> what<00:21:09.288> does<00:21:09.612> AI<00:21:09.935> look<00:21:10.178> like<00:21:10.437> next<00:21:10.679> 5<00:21:10.906> to<00:21:10.987> 10<00:21:11.165> years?

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Yeah,<00:21:13.766> I<00:21:13.782> mean,<00:21:14.007> so<00:21:14.248> there's<00:21:15.132> the—<00:21:15.309> oh,<00:21:15.550> you're<00:21:16.306> gonna<00:21:16.418> say<00:21:16.531> something,<00:21:16.997> right?

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No,<00:21:18.363> you<00:21:18.444> could<00:21:18.749> go<00:21:18.845> ahead<00:21:18.990> first.

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Oh,<00:21:19.488> I<00:21:20.035> thought<00:21:20.308> you—<00:21:20.453> sorry,<00:21:20.694> I<00:21:20.774> thought<00:21:20.871> you—<00:21:21.401> so,<00:21:21.803> you<00:21:21.835> know,<00:21:22.625> there's<00:21:22.932> this<00:21:23.175> whole<00:21:25.440> effort<00:21:25.554> around<00:21:25.845> AI<00:21:26.589> and<00:21:26.832> reasoning<00:21:27.641> and<00:21:27.965> being<00:21:28.191> able<00:21:28.369> to<00:21:28.838> reason<00:21:29.259> that<00:21:30.807> I<00:21:30.887> wouldn't<00:21:31.047> say<00:21:31.143> we're<00:21:31.288> on<00:21:31.624> the<00:21:31.784> bleeding<00:21:32.169> edge<00:21:32.986> of<00:21:33.146> that.

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We're<00:21:33.547> kind<00:21:33.691> of<00:21:33.787> a<00:21:33.868> fast<00:21:34.252> follow<00:21:34.589> to<00:21:34.653> see<00:21:34.829> where<00:21:34.925> that<00:21:35.214> goes.

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Where<00:21:37.537> we<00:21:37.697> think<00:21:38.018> AI<00:21:38.659> is<00:21:38.819> going<00:21:39.059> on<00:21:39.139> the<00:21:39.236> other<00:21:39.396> side<00:21:39.652> is<00:21:40.181> really<00:21:40.678> understanding<00:21:41.383> you<00:21:41.880> and<00:21:42.024> building<00:21:42.585> that<00:21:42.681> trust<00:21:43.562> where<00:21:43.706> you<00:21:43.866> can<00:21:44.043> build<00:21:45.325> your<00:21:45.565> trusted<00:21:46.046> profile.

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And<00:21:47.472> it's<00:21:48.129> basically,<00:21:49.010> you<00:21:49.042> know,<00:21:49.186> some<00:21:49.331> people<00:21:49.475> call<00:21:49.651> it<00:21:49.715> assistance,<00:21:51.013> but<00:21:51.510> it<00:21:51.718> really<00:21:52.231> is<00:21:52.760> this<00:21:53.000> mirror<00:21:53.337> to<00:21:53.561> you<00:21:54.282> that<00:21:54.378> you<00:21:54.538> can<00:21:54.779> then<00:21:55.099> utilize<00:21:55.660> that<00:21:55.900> context<00:21:56.926> towards<00:21:57.262> anything<00:21:57.663> that<00:21:57.743> you're<00:21:57.903> doing,<00:21:58.288> any<00:21:58.464> activity<00:21:58.929> you're<00:21:59.105> doing,<00:21:59.810> you<00:21:59.842> know,<00:22:00.467> purchasing,<00:22:00.948> obviously<00:22:01.268> e-commerce,<00:22:02.871> where<00:22:03.351> it<00:22:03.752> knows<00:22:04.153> intrinsically<00:22:05.338> every<00:22:05.595> little<00:22:05.899> detail<00:22:06.396> about<00:22:06.780> you<00:22:07.357> in<00:22:07.437> a<00:22:07.517> trusted<00:22:07.982> way.

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So<00:22:09.104> you<00:22:09.264> own<00:22:09.424> that<00:22:09.681> trust,<00:22:10.305> you<00:22:10.466> own<00:22:11.027> that<00:22:11.267> profile,<00:22:12.244> and<00:22:12.324> then<00:22:12.485> you<00:22:12.645> can<00:22:12.869> use<00:22:13.061> it<00:22:13.190> as<00:22:13.302> a<00:22:13.446> tool<00:22:15.112> to<00:22:15.353> augment<00:22:15.850> anything<00:22:16.250> that<00:22:16.410> you<00:22:16.506> need<00:22:16.891> to<00:22:17.051> do<00:22:17.308> or<00:22:17.452> to<00:22:17.612> achieve.

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And<00:22:19.455> that<00:22:19.679> can<00:22:19.839> come<00:22:20.080> out<00:22:20.160> in<00:22:20.256> a<00:22:20.272> lot<00:22:20.432> of<00:22:20.464> ways.

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And<00:22:20.801> obviously<00:22:21.121> shopping<00:22:21.554> and<00:22:21.618> this<00:22:21.778> personalized<00:22:22.179> shopping<00:22:22.515> is<00:22:22.820> a<00:22:23.204> lot<00:22:23.397> of<00:22:23.525> that.

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But<00:22:24.760> it<00:22:24.857> could<00:22:25.018> be<00:22:25.259> in<00:22:25.824> going<00:22:26.049> out<00:22:26.211> and<00:22:26.372> actually,<00:22:27.355> you<00:22:27.419> know,<00:22:27.742> doing<00:22:28.080> any<00:22:28.306> type<00:22:28.580> of<00:22:28.709> activity<00:22:29.209> that<00:22:29.354> you<00:22:29.467> need<00:22:29.692> done<00:22:29.998> for<00:22:30.095> you<00:22:30.256> that's<00:22:30.482> personalized,<00:22:31.764> you<00:22:31.796> know,<00:22:31.861> whether,<00:22:32.102> you<00:22:32.231> know,<00:22:32.908> from<00:22:33.133> grocery<00:22:33.552> shopping<00:22:34.406> to<00:22:35.711> making<00:22:36.098> connections<00:22:36.662> for<00:22:36.903> you,<00:22:37.016> anything<00:22:37.419> like<00:22:37.644> that.

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Yeah,<00:22:40.397> I<00:22:40.478> think,<00:22:40.704> you<00:22:41.044> know,<00:22:42.014> it's<00:22:42.240> a<00:22:42.337> really<00:22:42.741> exciting<00:22:43.210> time<00:22:44.422> to<00:22:44.519> be<00:22:44.681> in<00:22:44.762> this<00:22:45.004> field<00:22:45.570> and<00:22:46.298> see<00:22:46.621> the<00:22:47.494> tools<00:22:48.157> that<00:22:48.318> are<00:22:48.642> coming<00:22:48.967> out<00:22:49.210> and<00:22:49.356> how<00:22:49.470> those<00:22:49.957> are<00:22:50.022> helping<00:22:50.997> consumers.

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I<00:22:52.604> think<00:22:53.108> this<00:22:53.335> notion<00:22:53.530> of<00:22:53.562> agents<00:22:53.660> is<00:22:53.692> really<00:22:53.855> exciting.

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And<00:22:57.509> definitely<00:22:57.846> kind<00:22:58.006> of<00:22:58.086> watching<00:22:58.471> to<00:22:58.567> see<00:22:58.792> how<00:22:59.048> that<00:23:00.155> maybe<00:23:00.492> moves<00:23:01.053> into<00:23:01.294> the<00:23:01.550> retail<00:23:01.935> space.

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You<00:23:02.993> know,<00:23:03.138> you<00:23:03.218> could<00:23:03.378> imagine<00:23:03.875> a<00:23:03.940> future<00:23:04.340> where<00:23:04.565> you<00:23:04.725> have<00:23:05.463> sort<00:23:05.623> of<00:23:05.704> a<00:23:05.784> personal<00:23:06.201> shopper<00:23:07.307> curating<00:23:08.093> a<00:23:08.269> personal<00:23:08.750> store<00:23:09.087> for<00:23:09.328> you,<00:23:09.472> bringing<00:23:09.793> together<00:23:10.274> products<00:23:10.739> from<00:23:10.915> different<00:23:12.198> places<00:23:13.946> to<00:23:14.042> put<00:23:14.203> in<00:23:14.283> front<00:23:14.524> of<00:23:14.668> you<00:23:14.780> to<00:23:14.892> make<00:23:15.085> kind<00:23:15.245> of<00:23:15.309> the<00:23:15.390> final<00:23:15.646> decision.

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So<00:23:16.769> things<00:23:17.009> like<00:23:17.170> that<00:23:17.971> are<00:23:18.052> really,<00:23:18.597> really<00:23:18.853> exciting.

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And<00:23:19.880> we're<00:23:19.960> working<00:23:20.216> with<00:23:20.313> a<00:23:20.377> few<00:23:20.682> large<00:23:21.098> marketplaces<00:23:21.820> actually<00:23:22.862> that<00:23:23.504> have<00:23:23.744> some<00:23:23.825> of<00:23:23.969> this<00:23:24.145> vision<00:23:24.771> and<00:23:25.027> are<00:23:25.124> thinking<00:23:25.573> kind<00:23:25.733> of<00:23:25.845> down<00:23:26.070> the<00:23:26.150> road<00:23:27.020> what<00:23:27.184> this<00:23:27.429> could<00:23:27.593> look<00:23:27.773> like.

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Speaking<00:23:30.416> like,<00:23:30.834> 2024<00:23:31.413> is<00:23:31.493> kind<00:23:31.638> of<00:23:31.719> an<00:23:31.799> interesting<00:23:32.747> macroeconomic<00:23:33.712> environment.

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Some<00:23:34.773> industries<00:23:35.239> doing<00:23:35.416> really<00:23:35.641> well,<00:23:35.834> some<00:23:36.075> industries<00:23:36.542> not.

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Prices,<00:23:37.506> inflation,<00:23:38.005> all<00:23:38.133> that<00:23:38.230> type<00:23:38.455> of<00:23:38.712> stuff.

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We<00:23:40.391> had<00:23:40.471> an<00:23:40.584> election,<00:23:41.198> all<00:23:41.230> that<00:23:41.440> type<00:23:41.553> of<00:23:41.617> stuff<00:23:41.843> kind<00:23:41.940> of<00:23:42.021> goes<00:23:42.263> into<00:23:42.424> it.

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Now<00:23:42.682> we<00:23:42.763> have<00:23:42.892> some<00:23:43.054> uncertainty,<00:23:44.038> some,<00:23:44.345> some<00:23:44.926> certainty<00:23:46.200> over<00:23:47.088> kind<00:23:47.201> of<00:23:47.266> where<00:23:47.491> we're<00:23:47.588> going<00:23:47.701> to<00:23:47.830> be<00:23:47.992> in<00:23:48.073> 2025.

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What's<00:23:49.352> your<00:23:49.595> outlook?

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How<00:23:50.113> are<00:23:50.259> you<00:23:50.421> looking<00:23:50.810> at<00:23:50.988> and<00:23:51.133> planning<00:23:51.538> for<00:23:52.429> the<00:23:52.526> next<00:23:52.753> year?

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Yeah,<00:23:55.343> do<00:23:55.552> you<00:23:55.600> want<00:23:55.696> to<00:23:55.777> cover<00:23:55.953> it?

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So<00:23:56.355> we,<00:23:56.741> you<00:23:56.837> know,<00:23:56.982> we've<00:23:57.142> got,<00:23:57.624> um,<00:23:58.363> a<00:23:58.427> good<00:23:58.540> amount<00:23:58.765> of<00:23:58.845> runway<00:23:59.247> having<00:23:59.552> just<00:23:59.793> raised<00:24:00.436> in<00:24:00.676> the<00:24:00.773> spring.

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Uh,<00:24:02.219> so,<00:24:02.765> you<00:24:02.797> know,<00:24:02.942> we<00:24:03.086> can<00:24:03.183> definitely<00:24:03.584> weather,<00:24:04.291> um,<00:24:05.335> quite<00:24:05.512> a,<00:24:05.673> quite<00:24:05.833> a<00:24:05.849> few<00:24:06.139> ups<00:24:06.315> and<00:24:06.396> downs.

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We<00:24:07.263> weren't<00:24:07.440> really<00:24:07.665> sure<00:24:07.906> how<00:24:08.002> this<00:24:08.243> election<00:24:08.629> was<00:24:08.725> going<00:24:08.838> to<00:24:08.950> go<00:24:09.287> and,<00:24:09.673> and<00:24:09.834> what<00:24:09.946> it<00:24:10.026> might<00:24:10.332> do<00:24:10.476> to<00:24:10.637> consumer<00:24:11.038> confidence,<00:24:11.617> but,<00:24:12.259> you<00:24:12.340> know,<00:24:12.725> from<00:24:12.902> what<00:24:12.998> we<00:24:13.127> can<00:24:13.304> tell,<00:24:13.930> uh,<00:24:14.332> the<00:24:14.412> folks<00:24:14.733> that<00:24:14.910> thought,<00:24:15.456> um,<00:24:16.260> the<00:24:16.340> economy<00:24:16.677> was<00:24:16.854> in<00:24:16.918> the<00:24:16.999> toilet<00:24:17.465> now<00:24:17.722> after<00:24:17.963> the<00:24:18.043> election,<00:24:18.830> um,<00:24:19.183> seemed<00:24:19.408> to<00:24:19.489> be<00:24:19.633> much<00:24:20.374> much<00:24:20.779> brighter<00:24:21.184> about<00:24:21.508> it.

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So<00:24:22.950> maybe<00:24:23.144> that<00:24:23.355> will<00:24:23.517> lead<00:24:23.695> to<00:24:23.857> kind<00:24:24.019> of<00:24:24.100> more<00:24:24.570> consumer<00:24:24.991> spending<00:24:25.396> confidence.

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So,<00:24:26.736> you<00:24:26.768> know,<00:24:26.833> and<00:24:26.913> we've<00:24:27.090> got,<00:24:27.476> again,<00:24:27.782> we've<00:24:27.879> got<00:24:27.959> the<00:24:28.104> runway<00:24:28.442> to<00:24:28.587> kind<00:24:28.764> of<00:24:29.504> see<00:24:29.729> this<00:24:29.970> through<00:24:30.775> and<00:24:31.016> really<00:24:31.258> start<00:24:31.499> to<00:24:31.644> show<00:24:32.384> retailers<00:24:33.334> how<00:24:33.511> this<00:24:33.736> can<00:24:33.913> help<00:24:34.219> their<00:24:34.315> bottom<00:24:34.621> line.

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Yeah,<00:24:37.457> I'll<00:24:37.700> add<00:24:37.862> that.

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So,<00:24:38.363> you<00:24:38.444> know,<00:24:38.621> a<00:24:38.670> lot<00:24:39.398> of,<00:24:40.125> you<00:24:40.157> know,<00:24:40.529> our<00:24:41.014> tech,<00:24:41.435> you<00:24:41.532> know,<00:24:42.082> is<00:24:43.618> we<00:24:43.779> believe<00:24:44.086> what's<00:24:44.248> going<00:24:44.361> to<00:24:44.410> happen<00:24:44.911> in<00:24:44.960> 2025<00:24:46.235> is<00:24:46.567> this<00:24:47.048> vision<00:24:47.627> of<00:24:48.269> having<00:24:48.608> a<00:24:48.624> much<00:24:50.061> more<00:24:50.546> personal<00:24:51.014> connection<00:24:51.499> to<00:24:51.579> your<00:24:51.757> consumers<00:24:53.033> is<00:24:53.146> going<00:24:53.436> to<00:24:53.695> almost<00:24:53.937> erupt.

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Like,<00:24:54.890> it's<00:24:55.471> like<00:24:55.633> the<00:24:55.778> fastball<00:24:56.198> to<00:24:56.343> what<00:24:56.570> ChatGPT<00:24:57.253> did<00:24:57.595> to<00:24:58.538> information.

00:24:59.368 --> 00:25:02.508
Now<00:24:59.596> it's<00:24:59.693> going<00:24:59.807> to<00:24:59.856> turn<00:25:00.100> to<00:25:00.181> personalization<00:25:01.418> and<00:25:01.548> that<00:25:01.792> trust<00:25:02.053> factor.

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So<00:25:03.247> we<00:25:03.360> see<00:25:03.585> a<00:25:03.745> lot<00:25:04.051> of<00:25:04.629> retailers<00:25:05.111> and<00:25:05.256> brands<00:25:06.461> needing<00:25:06.799> this.

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And<00:25:08.004> we<00:25:08.085> feel<00:25:08.310> 2025<00:25:08.904> is<00:25:09.113> the<00:25:09.194> year<00:25:09.354> where<00:25:09.515> that's<00:25:09.772> going<00:25:09.885> to<00:25:09.997> happen,<00:25:10.415> right?

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Where<00:25:10.817> there's<00:25:11.058> going<00:25:11.219> to<00:25:11.927> be<00:25:12.510> this<00:25:13.335> almost<00:25:14.129> awakening<00:25:14.615> to<00:25:14.777> the<00:25:14.858> possibilities<00:25:15.732> of<00:25:15.829> like,<00:25:16.137> oh,<00:25:16.218> this<00:25:16.331> is<00:25:16.558> what<00:25:17.598> my<00:25:17.839> connection,<00:25:18.336> my<00:25:18.561> retail<00:25:19.685> experience<00:25:20.247> can<00:25:20.504> be,<00:25:21.050> right?

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Finally,<00:25:23.057> we<00:25:23.234> end<00:25:23.395> every<00:25:23.635> interview<00:25:23.812> with<00:25:23.957> the<00:25:24.037> same<00:25:24.422> question,<00:25:24.743> and<00:25:24.840> I<00:25:24.920> want<00:25:25.048> to<00:25:25.081> be<00:25:25.161> respectful<00:25:25.546> of<00:25:25.578> your<00:25:25.723> time<00:25:25.964> and<00:25:26.028> I<00:25:26.044> want<00:25:26.172> to<00:25:26.205> give<00:25:26.301> you<00:25:26.365> guys<00:25:26.670> enough<00:25:26.927> time<00:25:27.810> to<00:25:28.035> answer<00:25:28.260> as<00:25:28.437> well.

00:25:28.549 --> 00:25:32.467
So<00:25:28.774> we'll<00:25:29.239> end<00:25:29.400> on<00:25:29.496> this<00:25:29.657> question<00:25:29.962> for<00:25:30.058> each<00:25:30.235> of<00:25:30.363> you,<00:25:31.166> and<00:25:31.327> you<00:25:31.487> can't<00:25:31.744> say<00:25:32.001> each<00:25:32.210> other.

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That<00:25:33.189> can't<00:25:34.458> be<00:25:34.699> the<00:25:35.036> answer<00:25:35.277> to<00:25:35.341> it.

00:25:35.582 --> 00:25:39.934
At<00:25:35.743> Theo.com,<00:25:36.481> we<00:25:36.642> believe<00:25:36.883> the<00:25:36.963> chances<00:25:37.429> one<00:25:37.669> gives<00:25:38.023> is<00:25:38.151> just<00:25:38.264> as<00:25:38.328> important<00:25:38.633> as<00:25:38.729> the<00:25:38.810> chances<00:25:39.275> one<00:25:39.436> takes.

00:25:40.496 --> 00:25:43.579
When<00:25:40.736> you<00:25:40.977> hear<00:25:41.363> that,<00:25:41.684> who<00:25:41.844> gave<00:25:42.021> you<00:25:42.166> a<00:25:42.182> chance<00:25:42.567> to<00:25:42.663> get<00:25:42.824> you<00:25:42.904> to<00:25:42.984> where<00:25:43.145> you<00:25:43.306> are<00:25:43.466> today?

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And<00:25:44.012> we'll<00:25:44.108> start<00:25:44.349> with<00:25:44.494> you,<00:25:44.670> Nigel.

00:25:46.146 --> 00:25:53.585
Well,<00:25:46.454> I<00:25:46.535> was<00:25:46.697> going<00:25:46.778> to<00:25:46.875> say<00:25:47.118> Lance,<00:25:47.588> so<00:25:47.831> you've<00:25:47.994> cut<00:25:48.172> me<00:25:48.318> off<00:25:48.431> at<00:25:48.512> the<00:25:48.593> knees<00:25:48.901> there,<00:25:49.857> given<00:25:50.036> we've<00:25:50.198> been<00:25:50.441> friends<00:25:50.846> for<00:25:50.992> 25<00:25:51.478> years<00:25:51.737> and<00:25:51.786> he's<00:25:51.980> pulled<00:25:52.223> me<00:25:52.304> along<00:25:52.629> to<00:25:52.774> lots<00:25:52.969> of<00:25:53.034> great<00:25:53.261> opportunities.

00:25:55.029 --> 00:26:14.783
But<00:25:56.124> I<00:25:56.381> think<00:25:59.279> I<00:25:59.440> really<00:25:59.762> felt<00:26:00.100> like<00:26:00.390> I<00:26:00.487> found<00:26:01.131> some<00:26:04.335> of<00:26:04.480> my<00:26:04.657> operational<00:26:05.222> calling<00:26:05.867> when<00:26:06.045> I<00:26:06.109> went<00:26:06.270> to<00:26:06.351> Pinterest<00:26:07.013> and<00:26:07.174> led<00:26:07.497> technical<00:26:07.884> program<00:26:08.287> management,<00:26:09.030> led<00:26:09.836> infrastructure<00:26:10.320> engineering,<00:26:11.030> led<00:26:12.406> I<00:26:12.502> was<00:26:12.663> chief<00:26:12.840> of<00:26:12.904> staff<00:26:13.289> to<00:26:13.450> a<00:26:13.466> couple<00:26:13.771> heads<00:26:13.948> of<00:26:14.028> engineering<00:26:14.654> there.

00:26:15.537 --> 00:26:20.370
And<00:26:15.794> so<00:26:16.195> the,<00:26:16.517> the<00:26:17.079> person<00:26:17.480> that,<00:26:17.865> that<00:26:17.962> hired<00:26:18.347> me<00:26:18.588> into<00:26:19.070> Pinterest<00:26:19.567> was<00:26:19.728> Michael<00:26:20.081> Lopp.

00:26:20.996 --> 00:26:28.768
Um,<00:26:21.799> and<00:26:22.040> so<00:26:22.361> I,<00:26:22.602> I<00:26:22.698> do<00:26:22.859> credit<00:26:23.180> him<00:26:23.405> for<00:26:23.565> sort<00:26:23.742> of<00:26:24.304> bringing<00:26:24.609> me<00:26:24.786> into<00:26:25.187> much<00:26:25.428> more<00:26:25.653> operational<00:26:26.311> side<00:26:26.632> of<00:26:26.729> things,<00:26:27.339> uh,<00:26:27.435> which<00:26:27.676> I<00:26:27.837> really,<00:26:28.077> really<00:26:28.318> enjoyed.

00:26:29.362 --> 00:26:30.887
So<00:26:29.458> I'll,<00:26:29.860> I'll,<00:26:30.181> I'll<00:26:30.470> go<00:26:30.566> with<00:26:30.727> him.

00:26:30.952 --> 00:26:35.608
He's<00:26:31.128> now<00:26:31.289> working<00:26:31.626> at<00:26:31.754> Apple,<00:26:32.075> working<00:26:32.316> on<00:26:32.397> a<00:26:32.413> number<00:26:32.734> of,<00:26:32.959> uh,<00:26:33.601> search<00:26:34.018> projects,<00:26:35.207> uh,<00:26:35.383> there.

00:26:38.417 --> 00:26:38.561
Cool.

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So,<00:26:38.914> yeah,<00:26:39.058> I<00:26:39.155> also<00:26:39.475> have<00:26:39.540> a<00:26:39.620> Pinterest<00:26:40.021> connection<00:26:40.438> on<00:26:40.582> this.

00:26:41.961 --> 00:26:56.009
So,<00:26:42.683> you<00:26:42.779> know,<00:26:43.244> when<00:26:43.468> we<00:26:44.190> were<00:26:44.366> acquired<00:26:45.649> into<00:26:46.050> Pinterest,<00:26:46.515> one<00:26:46.628> of<00:26:47.494> the<00:26:47.638> key<00:26:47.878> people<00:26:48.215> there<00:26:48.440> that<00:26:48.841> really<00:26:49.482> pushed<00:26:49.723> forward<00:26:50.300> and<00:26:50.524> convinced<00:26:50.941> us<00:26:51.807> to<00:26:51.904> go<00:26:52.128> to<00:26:52.288> Pinterest<00:26:52.946> was<00:26:53.170> Evan<00:26:53.427> Sharp,<00:26:53.828> who<00:26:53.892> was<00:26:54.052> the<00:26:54.149> co-founder<00:26:55.416> of<00:26:55.512> Pinterest.

00:26:56.217 --> 00:27:03.835
And<00:26:57.115> he's<00:26:58.559> been<00:26:58.783> threaded<00:26:59.264> through<00:26:59.505> many<00:27:00.082> different<00:27:00.868> parts<00:27:01.205> of<00:27:01.285> my<00:27:01.509> professional<00:27:01.990> career<00:27:02.263> since<00:27:02.568> then<00:27:02.728> and<00:27:02.888> personal<00:27:03.321> life.

00:27:04.428 --> 00:27:07.056
I<00:27:04.572> consider<00:27:04.957> him<00:27:05.069> a<00:27:05.213> very<00:27:05.758> true<00:27:06.575> friend.

00:27:08.258 --> 00:27:20.484
So<00:27:08.354> not<00:27:08.562> only<00:27:08.722> did<00:27:08.834> he<00:27:09.684> help<00:27:09.876> us<00:27:10.004> get<00:27:10.116> acquired<00:27:10.501> at<00:27:10.645> Pinterest,<00:27:10.966> he<00:27:11.142> then—<00:27:12.408> I<00:27:13.433> had<00:27:13.545> a<00:27:13.561> lot<00:27:13.722> of<00:27:13.850> ideas<00:27:14.731> at<00:27:14.827> Pinterest<00:27:15.548> and<00:27:15.629> was<00:27:15.853> trying,<00:27:16.109> and<00:27:16.253> he<00:27:16.334> was<00:27:16.574> always<00:27:16.926> someone<00:27:17.167> I<00:27:17.231> could<00:27:17.375> go<00:27:17.471> talk<00:27:17.792> to<00:27:18.913> and<00:27:19.138> help<00:27:19.378> make<00:27:19.554> them<00:27:19.715> happen,<00:27:20.179> right?

00:27:21.477 --> 00:27:24.971
Several<00:27:21.798> different<00:27:23.560> either<00:27:23.785> big<00:27:24.025> technology<00:27:24.522> visions.

00:27:25.147 --> 00:27:29.794
He<00:27:25.307> helped<00:27:25.467> me<00:27:25.563> create<00:27:26.188> 2<00:27:26.349> or<00:27:26.381> 3<00:27:26.605> different<00:27:27.390> teams<00:27:27.791> at<00:27:27.887> Pinterest<00:27:29.329> through<00:27:29.505> that.

00:27:29.890 --> 00:27:31.735
And<00:27:29.970> then<00:27:30.355> after<00:27:30.595> I<00:27:30.691> left<00:27:31.430> Tentris.

00:27:31.800 --> 00:27:36.144
He's<00:27:31.928> the<00:27:32.009> one<00:27:32.105> that<00:27:32.266> called<00:27:32.507> me<00:27:32.588> up<00:27:32.749> and<00:27:32.813> said,<00:27:33.135> hey,<00:27:33.312> do<00:27:33.376> you<00:27:33.457> want<00:27:33.537> to<00:27:33.634> do<00:27:34.696> some<00:27:35.001> projects<00:27:35.403> with<00:27:35.564> Johnny<00:27:35.870> Ivan?

00:27:36.208 --> 00:27:38.058
I<00:27:36.337> was<00:27:36.514> like,<00:27:36.674> okay,<00:27:36.932> no,<00:27:36.996> I'm<00:27:37.173> not<00:27:37.270> going<00:27:37.366> to<00:27:37.415> say<00:27:37.511> no<00:27:37.608> to<00:27:37.736> that.

00:27:39.120 --> 00:27:44.683
And<00:27:39.200> then<00:27:39.394> was<00:27:39.556> the<00:27:39.653> one<00:27:39.783> that<00:27:40.591> pushed<00:27:40.931> for,<00:27:41.885> even<00:27:42.467> suggested<00:27:43.033> that<00:27:43.195> we<00:27:43.454> start<00:27:43.777> a<00:27:43.842> company<00:27:44.246> around<00:27:44.489> this.

00:27:45.039 --> 00:27:49.287
And<00:27:45.136> then<00:27:45.459> we<00:27:45.556> still<00:27:47.723> work<00:27:48.192> and<00:27:48.354> are<00:27:48.532> tightly<00:27:48.853> connected.

00:27:49.335 --> 00:27:51.199
So<00:27:49.801> Evan,<00:27:50.540> shout<00:27:50.781> out<00:27:50.861> to<00:27:50.942> Evan.

00:27:51.247 --> 00:28:11.690
He's<00:27:51.986> been<00:27:52.147> instrumental<00:27:53.255> for<00:27:53.432> my<00:27:54.460> making<00:27:54.797> things<00:27:55.745> and<00:27:56.549> teaching<00:27:56.822> me<00:27:56.966> how<00:27:57.127> to<00:27:57.432> even<00:27:57.609> be<00:27:57.754> a<00:27:57.770> CEO<00:27:58.255> and<00:27:58.414> teaching<00:27:58.767> me<00:27:58.873> how<00:27:59.050> to<00:27:59.812> to<00:28:00.838> treat<00:28:01.896> employees<00:28:02.377> and<00:28:02.521> run<00:28:02.698> a<00:28:02.778> company<00:28:03.243> where<00:28:04.685> the<00:28:04.781> love<00:28:05.022> of<00:28:05.166> your<00:28:05.326> employees<00:28:05.743> and<00:28:05.807> the<00:28:05.839> love<00:28:06.529> of<00:28:07.250> your<00:28:07.667> investors<00:28:08.388> and<00:28:08.468> your<00:28:08.709> customers<00:28:10.135> can<00:28:10.311> be<00:28:10.776> what's<00:28:11.017> the<00:28:11.113> center<00:28:11.498> of<00:28:11.594> it.

00:28:11.754 --> 00:28:14.046
So,<00:28:13.277> really<00:28:13.437> appreciate<00:28:13.742> it,<00:28:13.838> Evan.

00:28:14.703 --> 00:28:17.525
Lance,<00:28:15.280> Nigel,<00:28:16.322> incredible<00:28:17.188> to<00:28:17.252> have<00:28:17.444> you.

00:28:17.669 --> 00:28:19.528
Congratulations<00:28:18.566> on<00:28:18.647> everything<00:28:18.967> you've<00:28:19.192> built.

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It's<00:28:20.249> unbelievable.

00:28:21.131 --> 00:28:23.680
I<00:28:21.211> think<00:28:21.436> the<00:28:21.532> product<00:28:21.997> is<00:28:23.055> unbelievable.

00:28:23.776 --> 00:28:26.725
Again,<00:28:24.080> as<00:28:24.241> I<00:28:24.321> was<00:28:24.802> researching<00:28:25.299> this<00:28:25.459> this<00:28:25.683> morning,<00:28:25.892> I<00:28:25.924> was<00:28:26.052> like,<00:28:26.180> holy<00:28:26.485> crap.

00:28:27.785 --> 00:28:29.556
This<00:28:27.962> thing<00:28:28.172> could<00:28:28.333> be,<00:28:28.816> uh,<00:28:29.073> huge.

00:28:29.621 --> 00:28:31.021
So<00:28:29.878> congratulations<00:28:30.587> on<00:28:30.683> all<00:28:30.844> that.

00:28:31.086 --> 00:28:33.823
Congratulations<00:28:31.649> on<00:28:31.746> everything<00:28:32.116> you've<00:28:32.213> done,<00:28:32.454> and<00:28:32.873> appreciate<00:28:33.308> you<00:28:33.340> coming<00:28:33.485> on<00:28:33.581> the<00:28:33.662> show.

00:28:34.257 --> 00:28:35.449
Great,<00:28:34.950> thanks,<00:28:35.191> Clint.

00:28:35.513 --> 00:28:36.254
Awesome,<00:28:35.900> thank<00:28:36.141> you.