SPEAKER_00: the format will be we have the seven companies they're pitching for three minutes but just so you know we also have our syndicate members joining us today in jason's syndicate a few hundred folks and then we're also live streaming this event so we have a thousand or so signed up um but we'll get started in one second as we let folks come in welcome to welcome to our syndicate members and anyone who's joining us on the live stream this is la21 their public demo day super excited to introduce them to the world incredibly strong cohort for those of you who don't know the launch accelerator so we run about eight to ten classes per year we have seven companies per cohort we have what we call our goldilocks zone which is products in market before series a with some early product market fit customers revenue traction etc all that great stuff and this is their last week so the format is the seven companies will present for exactly three minutes and what i'll do is that i'll take questions we have some an awesome panel of investor judges we'll we'll let them introduce themselves and they're going to ask some questions also take some questions from our syndicate members who are coming in syndicate members there's a q a box so if you have questions for the founders please use that q a box and also tag the name of the company they can go by pretty fast so we want to make sure that we get your questions addressed so i'll get some questions the founders will write them all down and then they'll answer them in a row they have two minutes to answer those questions at the end we'll do a little we'll do a little judging we'll ask our panelists judges to give us their top three and we'll also take a poll with syndicate members to give us their their top and and then we'll end so welcome jason you want to jump in and say hi

SPEAKER_02: hey everybody welcome to the launch accelerators uh 21st first class we have 22 going on now and we're about to accept 23. things are going great valuations are going a little bonkers out there but uh you'll find that these startups have um really solid traction and very reasonable valuations as i've advised them that closing their rounds quickly and getting back to work is always better than massively optimizing or over optimizing for valuation hopefully they take my advice uh but it's their companies uh things are going great for us over here our syndicate is growing uh wildly we now have 7800 members adding four to 600 members a month and the last three or four deals we did were 1.53 and 3.4 million dollars um so we did more in the last three deals than we did in the first i think um 20 deals uh which is to say if you have a company doing a series a we are now in the series a business co-leading series a is on a regular basis and marine on our team does that so seed accelerator and now series a at our firm we're 18 people added eight people this year and um yeah things are going quite well and we're happy to participate with all the investors here we believe that early stage is a team sport and so we're delighted to have so many of our fellow teammates

SPEAKER_05: here i see my friend ben and laurel and a bunch of familiar faces so really appreciate you all coming and

SPEAKER_08: you're going to love these companies let's get to it all right great so what we'll do is we'll have the companies present and investors i'll ask you to introduce yourselves you know when you ask your first question so we'll bring up our first founder dion from blaze hey everyone all right dion you

SPEAKER_00: have three minutes to pitch are you ready to go i am all right three two go hey everyone my name is

SPEAKER_11: dion i'm the co-founder of blaze we enable anyone everywhere to learn like a pro with a pro meet ricky taylor he's a professional race car driver and among the 30 000 plus professional athletes and coaches in just the us making less than 100k a year they're looking for more ways to monetize their knowledge in a format that lets them work from anywhere at any time same time meet jeff an amateur race car driver that's tired of losing so he naturally looks for a coach but finds there's no good coaches in his area good coaches are really expensive when he finally finds the coach he wants to work with he can't even match the schedule to learn from them luckily blaze is here for both of them using blaze jeff simply records himself performing any action he wants to improve using any camera so he already has that footage from a gopro on his car so he logs into his plays account selects his sport his coaching option he can let us select a coach for him based on data points or he can choose his own coach he selects ricky pays whenever he's ready simply drags and drops that video file right in here adding any notes he wants his coach to know then his coach ricky logs into his dashboard where he sees his open session with jeff goes to his subscribers page receives an overview of all of his customers in one spot selects jeff and now he has this entire history with jeff in one place as well so you can see what they're working on their previous coaching session or any previous coaching sessions to pick up where they left off then on a rainy tuesday night ricky films this short form personalized coaching session here's ricky talk about complex things like how brake pressure generates front grip in a car and they can annotate on the screen to show jeff exactly where to place the car things you can only do through video analysis so as they work together over the last 18 months jeff would finish in the bottom 10 of races to winning his first championship what would have cost two thousand dollars a day to learn from ricky before blaze only cost an average of 127 dollars so jeff's saving 96 on his coaching and ricky's 10x in his client base we're currently selling coaching sessions across five different sports with motorsport soccer hydropos and surfing and we're launching into more traditional sports over the next two years in fact we're already pre-selling sessions in basketball and launching that this month we have a business model focused on pay per session price ranging from 34 to 349 depending on what sport you play or how much video you upload or a monthly plan for 179 a month which includes additional features we grew revenue quickly last year and in the year over 130 000 in revenue this year we're up more than 100 year over year and we've seen 20 a month over month mr growth since the start of the year we have custom acquisition model focused on pay-per-click marketing brand partnerships for example mazda motorsports buys coaching sessions from us to give to the customers and educational partnerships all three of these we can replicate in every market we enter that's currently driving a blended cac of 107 with a lifetime value of 442 as we continue to scale within sports we'll have a 10 million dollar annual revenue run rate by 2023 further scale within sports into adjacent vertical markets like arts music dance as well as starting to digitalize celebrity sports summer camps we'll be at a hundred million dollar annual revenue run rate by 2026 only need 21 000 subscribers to get there i spent 10 years professional athlete and coach i needed blaze be able to scale my own business so i teamed up with christopher roberts my co-founder cco to build blaze i was the first coach on the platform went for work with five people so more than 100 in our first year again we're blaze we're enabling anyone ever to learn like a pro with the pro love to answer any questions you have all right well done dion okay

SPEAKER_08: investors i'm going to call on you in alphabetical order that starts with you and me can you please first introduce yourself your name your firm your average check size and if you have a thesis and we'll drop that info into the chat room and then your question please great uh amit patel with

David Friedberg: al ventures we're an education technology focused venture capital fund uh stage agnostics so anything from seed round all the way to pre-ipo um like great job with the presentation uh a couple of questions from my side would be uh which side of the marketplace is harder to recruit for the coaches

SPEAKER_24: or the folks that are looking to learn and then if you could talk a bit about retention as well

SPEAKER_27: all right thanks so much andrew gluck hi doing andrew gluck uh name of the fund is irreverence uh typical check size is 10k really focused on early stage and really focus anything from seed or earlier and focus on direct consumer next gen commerce and ad tech uh my question is around um the video

SPEAKER_29: component uh the recording component uh do you guys have templates that you tend to recommend um for

SPEAKER_30: the uh for the participants so that they're taking particular angles particular views all right thank

SPEAKER_34: you andrew and other and andrew lee hey everyone it's uh andrew lee from uh initialize capital honey

SPEAKER_40: badgers of venture capital uh we write checks as low as 500k all the way up to four and a half million uh and we primarily do seed and we also look at some series a's if we've missed it within the seed uh we tend to be a generalist firm so for us it's literally anything that gets to scale so most of the time we do tend toward uh toward toward more software um my question for blaze was pretty simple which is related to sort of the concentration uh amongst your customers whether it was uh sort of repeats or um with it within particular sports for example i would love to hear more detail on on that

SPEAKER_08: all right thank you so much and let's take a couple from our syndicate members um have you considered working with coach up from anonymous and francis is asking what do you think your total addressable market is so you want to tackle those yeah and you got two minutes absolutely awesome so

SPEAKER_11: let me start with omit from owl ventures on which side of the market's harder to really capture definitely the demand side coaches need something like this a digital presence to help them scale their business and they're looking for productivity tools so from the coach side we have a nearly 100 hit rate on who we reach out to that uh ends up joining our platform so demand side is harder we have to educate some users as well on kind of video analysis normal in the pros new and amateur sports overall in terms of retention which i think also hits a little bit on andrew lee's uh question from initialized as well so most of our data has been on our pay per session we've recently just launched our monthly plan to customers at the beginning of this year we've seen zero churn over the last over the past four months so from our paper session our first cohort of first 100 customers they've uh 60 repeat purchase rate and they bought an average of six coaching sessions that cohort was from our motorsport section where the average driver only competes three times a year so what we've seen is that when they become a repeat customer 60 they're buying every single time they compete so as we launch into more traditional sports with higher frequency rates like a soccer we're really excited about the potential of that as well um so let me continue to hit on andrew lee's questions from concentration amongst customers we've just started to launch into our new sports like stand-up paddle soccer basketball so the vast majority of our customers come from motorsports motorsports actually isn't the best application of our product it's my background so it was the easiest place to drive revenue today but it's hard to harder to film yourself there's wi-fi issues at racetracks things like that so we're able to see that we're really picking up pretty quickly on these new sports as well but motorsports is definitely our number one driver and in terms of concentration of customers we have nearly about a 68 of purchases come from repeat customers today so high stickiness on the platform for andrew cluck from irreverent virtues do we recommend a specific template for what to film it depends a little bit on the sport one thing we learned when we launched into soccer is that we needed to recommend what to fill so what we've now built into the platform is based on your position your experience level we have specific videos that you should film how to film them something that you can easily do in your backyard or from the field uh and then for the syndicate really quickly on the tam 12 million people paying for private or semi-private coaching every year we grow every single market we enter by reducing friction points and reducing costs i'm out

SPEAKER_47: of time but i'll answer in the chat all right well done tian all right next up aisha for a moment

SPEAKER_49: hi everyone my name is aisha and i'm the founder of moment the first beverage that lets you drink your

SPEAKER_51: meditation not long ago i used to work in a corporate job where my days would be filled with zoom meetings to do's deadlines come 3 p.m my mind would be frazzled and i would be stressed out the usual go-to was to have an afternoon coffee that was laden with sugar and calories and caffeine not only did i find that unhealthy it would just leave me more jittery and anxious so i started having more and more adaptogens some that i had grown up with such as ashwagandha toffee and lp recently they've also been scientifically proven to balance stress and generate the same alpha brain waves as of meditation they gave me the mental clarity and stress relief that i needed i felt ready to take on the boat so naturally i started the company to help others access the same feeling i poured all the adaptogens into a beverage and made sure that it was refreshing and healthy with no added sugar and very low calories and the customer response has been phenomenal our core customers love it as ashley says love the feeling moment gives me plus it's healthy just subscribe which is why despite destrapping this company 10 months back we've been able to generate about 70 000 in monthly revenue this we're building the first online beverage company and that's exciting for three reasons number one it's an untapped market with only three businesses online two it allows you to build deep customer connections and three the daily consumption major drives high repeat users we've already heard about this year 35 of orders come from repeat purchasers and we have 500 subscribers generating an annual subscription value of 463 dollars what makes it highly scalable is our acquisition strategy with 80 customers coming from three channels such as online marketplaces physical filming and partnerships we just launched a collaboration with one of the largest laundry brands in the world victoria secret pink and that is exciting because it connects to our core customer which is 70 women ages 25 to 55 years old they have busy lives but they care about health and believe in self-care this is a massive market opportunity 80 people feel stressed on the job 40 women want healthy products and functional beverages and cheese is a 250 billion dollar market going at eight percent per year 100 million is just a sliver of the market to get to 10 million the path is simple you need 10 000 subscribers and to get 200 million we just need 100 000 subscribers our ad scale margins are going to be about 70 percent which is higher than most beverages given our focus online to do this successfully you need both supply chain and growth experience and we have the best team for that i've spent 13 years in consumer supply chain and my co-founder has worked on digital growth and some of the most innovative companies in the world we own the 3pm

SPEAKER_62: occasions and beverages are just the beginning i'm really excited for you to try it and would love

SPEAKER_64: to hear your questions thank you aisha all right ben you're up next please introduce yourself hi i'm ben

SPEAKER_68: narrison i am a venture partner at nea uh check size wise any rights checks from about a million and a half dollars up to 150 million dollars as a venture partner though i have a lot of flexibility so over the last four years where i've been there i've been doing personal investing as well and my checks are typically 50 or 100 000 um also i'll you know jackie i'll make this the place for the live announcement first ever on monday we announced internally that scotts and dell the head of the firm and nea are backing me to spin out a free standing seed fund so it'll be an independent fund nea will be the anchor so you know at that point my shift of attention will be all about seed formation through seed you know uh as some others have said sort of something that you have to yeah anyway so my question here would be all around the margin journey you know you're at 30 now you want to get to 70 scale maybe a little more color there particularly um helping me understand how you know beverages it's a relatively heavy product and so i can see how you get great margin on the core product you know are those margins including your shipping landed to the customer and because that doesn't seem like you can save much on that over time even though you can save much on everything else all right thank

SPEAKER_77: you so much ben and that's awesome news thank you for sharing that cindy up cindy you're on mute

SPEAKER_82: yeah unmuted so hey um yeah so illuminate ventures is a seed stage fund i'll invest primarily in the

SPEAKER_83: enterprise software category future of work uh cloud applications sas applications etc um we're investing out of our third fund our check sizes are typically at minimum 250 up to a million and a half and um i would say we have a pretty concentrated portfolio we only do about uh 15 investments out of each fund so my questions are there are a couple i didn't see anything about what how this compares in terms of calories and energy profile and some of those kinds of things to the drinks that you were comparing it too that you could waste your calories and your sugar and everything else on and then also um i i've seen because we have a company that's in the analytics space in cpg that the single serve beverages have had a really tough time through covid and i'm wondering um how you come out of that because you know companies aren't stocking the refrigerators with anything because no one's there um and so a lot of the order sizes for um any single serve beverage have really gone down pretty dramatically all right

SPEAKER_88: thank you cindy laurel everybody my name is laurel toby i'm the co-managing partner of super node ventures we're a small early stage fund we do pre-seed and seed my background is i'm a journalist business journalist and then i started a company myself um and had a successful exit um we do 50 to 100k checks we're generalist funds uh we have we don't have a particular concentration but we like b2b sas fintech enterprise uh healthcare um we don't do a lot of media investing ironically and then uh the way we help

SPEAKER_90: our founders is through media and marketing um both connections and just experts in general i guess my question for you um isha is around brand extensions beyond beverages i'd just be curious to know what you're thinking about um as you go forward all right thank you laurel i want to take a couple from

SPEAKER_08: the syndicate craig is asking will your product grow the market or will you have to primarily take share from incumbents and mauricio is asking do you manufacture the product so you want to take those

SPEAKER_53: aisha two minutes great awesome thank you so much for the great questions ben congratulations on um in

SPEAKER_51: terms of the margin journey we currently the 30 does include shipping and to your point the shipping aspect of it is going to is going to decline but not as significantly as the product cost uh and the production costs are as we hit scale um on all different funds the three big things on the production and manufacturing side is one we are going to start moving to uh printed cans uh two as we get better rates as we scale from our suppliers and three uh manufacturing at scale is just going to drive down our cost and that's how we reach uh the 70 um in terms of cindy's question on how this compares in terms of calories and energy profile cindy in terms of calories each can is about between 10 to 15 calories so a lot lower uh compared to coffee which on average is uh depending on the type you have but it could be anything between uh 15 to 200 calories uh in terms of the energy profile what we have seen is that customers don't customers actually want mental clarity and stress relief during a busy workday which is the occasion that we are getting they don't necessarily need energy uh at that time and so what what we provide is boost in brain functioning without necessarily the physical energy that sugar would would otherwise give you um a new question on single serve beverages um and that being tough uh completely agree retail has been tough to covet and that's why we are focusing uh our energy and resources online which is uh a new and growing market uh online groceries during covert having to support customers are getting more and more comfortable ordering beverages online as well and um we are really excited about the the the overall market growth there um in terms of laura's question on brand extension on beverages definitely uh that's uh totally a part of the plan we've talked about other experiences and products uh around this around the occasion and i'm going to answer

SPEAKER_53: the rest of the questions uh in the in the chat all right thank you aisha okay next up is z from space

SPEAKER_102: three two go perfect thank you hey everyone i'm zishan sheikh founder and ceo of space and we're building audio chat for business i'd like to introduce you to luke the founder and ceo friday and he wants to talk to his customers for him and many others with a sas product getting customer feedback and engagement is key to building a better product but there's friction here customers don't really want to get on the zoom chat bots don't help here someone replied to an email how our email is not conversational dropping audio on the other hand is an entirely different experience we've seen how millions of consumers love to engage using the audio only experience that's on clubhouse and twitter other platforms are also adding audio chat for the user as well but how do you get audio chat on your product under your brand where your customers already are to help answer that i'd love to show you how luke runs casual audio rooms on his product with his customers using space luke installed space on his website using three lines of code when he goes live users on his website see that he's hosting a session they click the link in the pop-up and join the audio chat they can engage with luke as a speaker or they can listen to an ongoing conversation as an audience luke can even share his screen and turn the discussion into an impromptu webinar these audio sessions can be recorded creating a rich content archive when his users visit the website and no live sessions are active they can be prompted to listen to a previously recorded previously recorded content they can browse past sessions and consume the content directly from his product just like a podcast or a pre-recorded webinar space literally helps luke and his team talk to his customers where he gets product feedback answers questions and engages with his users directly on his product without having to take them to a different platform or ask them to get on a zoom we just public launch at the end of april and have 211 users that have signed up for the product 72 have run at least one session and 21 have run at least three or more sessions we see three main use cases from businesses wanting audio chat on their website conversational marketing to host customer facing town halls ama product drops and casual webinars inbound sales to immediately interact with a qualified lead and customer service where users can ask for hands-on help all without the friction of video media links invite signups and other stuff our focus is conversational marketing and we're targeting sas startups interested in adding audio as a channel to build closer relationships with their direct audience and customer base as our beachhead we're leveraging freemium to help focus on distribution and growth over summer we'll introduce pay plans that are built per host per month with 3500 customers paying 250 per month on average we get 10 million by 2024 and with 30 000 customers we get 200 million by 2026. my background is an inter enterprise product and leading teams our team is diverse with a strong focus on product community and growth again i'm zishan sheik ceo and founder of space and we're building audio chat

SPEAKER_105: for business okay thank you zee all right mercedes so great to meet you all my name is mercedes bent and i'm a partner at lightspeed venture partners where we're investing check sizes of about 2 million to 200 million in seven regions around the globe and we also have a scout fund which i'm the co-lead for which does check sizes of 25 to 100k so a little bit earlier stage as well and um in terms of my question for for you it seems really interesting i'm curious in terms of the back end of how you expect companies to manage this do they need to set up and manage a call center or are they expected to do with their own staff if they're not doing pre-recorded or is it outsourced curious to hear

SPEAKER_108: about that thank you mercedes robert everyone nice to meet you all my name is robert i'm at maven

SPEAKER_111: ventures or an early stage consumer software focus fund our typical check size right now is about a million dollars um into companies that are raising seed capital um my question for you is around your sales process and who exactly within the company your is is going to be your champion to to want to use the software and um and support the company great thanks robert scott uh scott coleman from

SPEAKER_113: ignition partners we are an early stage uh venture firm focused on enterprise software uh typically seed

SPEAKER_116: in series a and our check sizes go from 500k up to about eight million dollars um um so my question is how do you fit into the workflow of a company that may have been looking at or using tools like

SPEAKER_117: customer or intercom um already is this another tool um that fits into that workflow or do you have to to displace um something that's already out there all right thanks scott and grab some from the syndicate

SPEAKER_08: tyler's asking what happens when intercom etc build the same feature so what's your moat

SPEAKER_92: and ashman's asking how do you ensure only the users of an app attend the space session do you have sso

SPEAKER_102: i'll take those see sure all right two minutes the questions uh mercedes so the the person who's running or the team that's running these is going to be the marketing team most usually so if it's if and if it's not marketing depending on if they're a seed or pre-seed company depending on their growth it could be the founders so what we're seeing is a trend for gen z millennials and this on both the buyer and the and on the founder side they're trying to have more uh public building and public discussions they're trying to have more transparency on how they build product they go after and they're trying to build a strong relationship with their customers because that basically builds an organic mode around their product they have kind of like salesforce and their tribe around it so there isn't a call center play here because again it's it's going after the same use case for what what you would do for webinars and webinars traditionally are boring um i'm opinionated i haven't shown up to one ever but i think what people look for in webinars is what they're expecting or hoping to get is maybe 50 minutes of a discussion and a 10-minute demo what they get instead is 55 minutes of a demo and five minutes of q a so i think what we're doing here is changing how those discussions happen by making the discussion more engaging more casual uh not completely about just the sales process but about building the relationship so i think robert i think that all kind of goes into your question around the sales process so in most cases like luke it's a sas founder early in his company who's trying to get the customer feedback so we'd be selling to him trying to get him to use the product to have these discussions with his customers instead of having them on clubhouse or twitter spaces we're just having it on his product because those users are already there especially for a sas product uh so really i think who we go after here is maybe in the beginning the webinar kind of audience so instead of doing a boring webinar just do a fun casual discussion with your customers you know email your top 10 bring them on and have a casual discussion so i think the sales process more tweak for that for now and eventually as the product gets more richer we would then look at displacing full-on your traditional zoom webinar and your boring kind of software scott uh how do we fit into a workflow of a company i think what we're seeing is that we have these 200 so users they're all over the place you know they're okay see sorry i'll answer

SPEAKER_00: and also go ahead there's more questions for you in the q a box thank you thank you zee all right

SPEAKER_126: next up we have cam from freebird all right hi i'm cam ceo and co-founder of freebird the only platform you need to soar online as a creative entrepreneur or coach professionals of the creative industries love what they do and are brilliant in their field of specialty but are seriously lacking the knowledge and skill set to digitize and monetize their skills and influence online i know this well because for 13 years i stood side by side with them as a traveling hairstylist in three of the most competitive markets and saw the constant struggle as i'd hop in uber after uber and the driver was a fellow professional this broke my heart i knew we could do better for the professionals beautifying and healing the world so i set out to find a solution to set these pros free of limitations and the fear of tech but was left in want overwhelm and pure confusion on how any creative professional could attempt to piece these together let alone afford them all so i created it freebird the ultimate content management system website and funnel builder step-by-step ready-to-go course builder e-commerce solution scheduling and personal crm now you can be in control of your business on one easy to use and affordable platform we offer all of that in three affordable diy monthly memberships allowing you to cancel unnecessary sas subscriptions and save time and money a great example of one of our freebird users sari spear maximizing her influence and reach with her blonding classes made 168 572 dollars in less than six months once sarai saw what was possible she dove in and today she is utilizing our subscription feature for her private ig and has added an additional 6 000 mrr monetizing her influence all in one place for those who work with their heart in their hands freebird sets you free and gives you the freedom to create your future your way compared to some of our competitors who are confusing clunky and expensive requiring you to hire a developer designer third-party integration code and more leaving creatives to waste time and money never getting their stuff off the ground not our free birds they are flying today we have 92 users 32 pain giving us a solid free to paid conversion rate of 34 percent go back one with an average revenue per user of 988 dollars and a two percent churn rate our philosophy has been quality over quantity as we work to simplify our platform asking the top one percent of professionals and coaches what they need to embrace business online and i am proud to say we are now ready to scale kicking off our target sales efforts with our beachhead market of beauty and wellness coaches for the next six months obtaining 150 new coaches by end of year with a month over month growth rate of 23 percent we will continue to expand our reach into synergistic verticals such as yoga fitness alternative medicine and personal development with freebird simple approach to online business and our growing strategic partnerships we are the go-to company to create an elevated and streamlined experience online and we are your freebird team here to see you soar freebird is ready are you thank you everyone i'm ready for your

SPEAKER_45: questions all right thank you cam back around the horn emits question for cam yeah thank you um a couple

David Friedberg: questions from my side if you could double click on kind of the features and functionality that made this platform you know specifically useful for creative professionals as opposed to some of the other competitors that you mentioned out there uh and then the the second question is um besides the premium membership are you thinking about any other ways to kind of monetize uh on users as well all right

SPEAKER_27: thanks so much andrew cluck thanks um a few questions here too um how do you plan to help with uh customer acquisition if you drill down a little bit um on that helping your creators um you mentioned something around the core demo um being beauty uh and then specifically talked about the top one percent of creators can you talk a little bit about that and um you know how that plays into like the

SPEAKER_30: affordability piece if if that's really as important for those uh top performers thank you and julie

SPEAKER_40: hello darkness i just want to say that uh sometimes i feel pretty lonely um and uh but it seems that the freebird folks who are using the the product are just as potentially lonely without this product so it's like really exciting that uh the hairstylist who has really amazing hair is not nearly as lonely as i am um that makes you feel really good uh but i think the big question i have is related to um i think uh for a lot of these professionals who are using these websites is the biggest problem really retention or is it really that you're really focused on customer acquisition uh curious to

SPEAKER_144: know whether it's a marketing vehicle or whether it's really about like optimizing for your existing

SPEAKER_08: customers all right thank you so much and a couple from our syndicate adidas asking how does this beat squarespace so the competition question and francis uh clarification do you have 23 month over month revenue growth now or is that a target for the future

SPEAKER_126: okay two minutes cam all right i am ready so let's dive in with the competition question because that's always one of my favorites yes we have competitors out there and they're wonderful but for creative professionals who have an extreme learning curve to tech who don't even use email they don't know where to begin it's so overwhelming they have not the slightest clue so what we did for the last three years was observe them very closely and identify in the markets what they needed to use that same in-person skill set but apply it online what we learned is absolutely everyone needs to be online it's the 21st century but the problem is they don't know how to deploy that skill set so we have identified who our best go-to-market and customer acquisition target is and that's the coaches they're empowering their communities to be able to do what they learn to do with their skill sets and they're passing that off our platform has simplified that as from your website to your online store everything is in one place so you're in control of how you want to share your business great example these professionals are a lot of them are influencers and they work with brands and companies but they don't know how to keep track of their email they don't know how to do any type of marketing so we're helping them optimize their influence with brands with their customers and really sharing their skill sets back into their communities and again that is why we are so heavily focused on the coaches and the community builders because they have the influence and the people who need our resources how we're greatly different than squarespace or wix everything we do is in one place and we can honestly do it cheaper we're coming at this with a solution and outcome driven approach to help people get there and not have to take endless youtube classes and so forth to figure out how to build a business online we've solved that problem for them with our templates and funnels turnkey ready in these markets so professionals just have to see them and apply them to our solutions so freebird is setting people free by allowing them to not have to have the headache of tech and getting to see them online and fly i'll answer any more questions a little bit later thanks

SPEAKER_125: everyone okay well done cam next up is justin from boostopia all right hey everyone um i am justin with

SPEAKER_150: boostopia and we are performance and operations management for support teams i want to introduce you to kristen to start us off she's the support manager at public rec she has over 11 different team members and they live inside of zendesk to do their job but her role is still inside of spreadsheets but she has a problem social media is blowing up with complaints boss is on her case and she has to figure out where the problem is coming from what to do about it and hold that team accountable to solving that problem quickly what she used to have to do was log into her team's ticketing system look at conversations that have already happened scan through try to find a trend go back to the list click through scan through try to find the trend and maybe 30 minutes later is able to understand even just what's going on and the problem here is ticketing systems there are many of them are built only for the role of the support agent not their boss the manager so now with boostopia we plug into that underlying activity data enrich it with time and cost data from their payroll system and help teams understand why companies are actually reaching out in the first place so we were able to discover that the order status question type led to the spike in tickets and we can see that by individual team member in this case we discovered that alicia was taking 23 minutes to solve this issue so we could create a goal which is two clicks and bring over that information from the reporting module and then with another couple clicks assign a goal to that team member to improve really quickly to help solve that problem so order status questions are the source of the spike in tickets alicia most needed training and was able to hold them accountable to getting that things done quickly this led to a 90 reduction in volume saving dozens of hours and thousands of dollars she can't live without us now she says that boostopia is helping me consolidate all my reporting goal management and coaching into one product saving a ton of time and a ton of headache we're building the only all-in-one support operations platform that is built for managers to handle performance management and operations management that is the other side of the coin of someone's existing ticketing system that they already have today our competition is still largely spreadsheets there are some who focus on just one of the nine functional areas of management but workflows are completely broken and there's no place for a manager to live to do all of their job our beachhead market has been e-commerce but we're quickly expanding into other verticals with a nine dollar a month per user for our reporting product with our first workflow product our goals product at 20 a month per user user being a manager or an agent with some additional coaching features for our service options as we introduce our other modules we'll be able to move up our per user price significantly over time we're at ten thousand dollars a month and recurring sas revenue and growing quickly with a category creation bottom-up opportunity with a fifteen hundred dollar average mrr to date we have a clear billion dollar opportunity every company paying for a ticketing system seat today will pay for boostopia to optimize the people working within that ticketing system teams only need to drive a two percent improvement in each individual team member for us to be free we are a no-brainer we've assembled a team ready to tackle this problem this is my second startup my first bootstrap e-commerce company to over 22 million dollars a year in just 48 months i'm justin this is boostopia performance and operations management for support teams i look forward to your questions all right thanks so much ben so help me understand

SPEAKER_68: what an ultimate outcome would look like it feels like a um a tool or service within a subset of tools

SPEAKER_156: would be the ultimate home and that you're selling to one part of the organization but probably that strong gets done with a group that sells to more parts of the organization so a little more in on sort of where you see the ultimate end game on this you know three five seven ten years from now all right

SPEAKER_82: thank you cindy up cindy here we go yeah i have a bazillion questions that's why i'm like oh my god

SPEAKER_83: which one do i start with um so i'd love to hear about how you're handling integrations and partnerships how do you leverage some of the you know crm tools that you're talking about that collect the ticket data etc and make them your friend not foe so that they don't feel like they need to go and create this themselves um and what prevents them actually from creating this themselves i'll stop there

SPEAKER_90: all right thank you laurel i was also going to ask about integrations um but cindy beat me to the punch on that one um i would love to know the type of research you did with customers to find out how much of a pain point it is and how much they're willing to spend to actually solve for this pain point and are the users going to be the people who sign the check that's really one of my big questions

SPEAKER_86: all right great looking from cindy's from syndicate i'll grab one more from our judges robert

SPEAKER_105: i'm going to pass on this one okay thank you mercedes my question is in terms of uh who you're selling into within the organization and any interesting trends you've seen there about the sales process

SPEAKER_173: all right sounds great you want to tackle those justin sounds good did you go all right ben in

SPEAKER_150: terms of starting off uh you know uh in terms of outcomes um we think there's a large enough opportunity here that this is a freestanding uh generational company um and the reason we believe that is because the first step for us in aggregating the underlying data sources making that available in a singular layer of workflow tools will become the system of record for the agent and management performance data the system of record for customer communication already exists at the ticketing later uh layer but that next step is where the opportunity is and once all that is in the same place we have a lot of applications with uh ai and machine learning to look at applications to really uh you know increase the effectiveness of management teams uh to support agents to do uh to do their best work so um uh cindy in terms of uh handling integration integration so far so we've started off just integrating uh with zendesk most well documented apis a significant amount of market share uh we also have a shopify integration to uh power some of our reporting right now um the next three ticketing systems will be gorgeous uh customer and intercom as well as a stripe integration uh as well and 100 we are we are friend not foe uh we don't want to touch the ticketing system layer uh they can they can fight that out to the death uh it's a commoditized layer we have we have no interest in and getting into so uh definitely partnerships are the way to go we have active contacts at all of those uh here now um uh so uh laurel uh to your uh question there as well um for uh uh on how much of a pain point uh you know things are for for people today so you know the big conversation that we have with companies is often hey you know you have 10 support agents right now uh how long before you need to hire more what if you didn't have to right uh we're seeing companies decrease inbound support volume by as much as 30 percent and helping agents increase their output by as much as 20 percent so it's saving hundreds of thousands of dollars a year for teams who have this information and are effectively managing uh in growing their teams in terms of the two kind of customer profiles so we have teams with less than 30 support team members the decision maker is the head of operations who signs the checks over that size it's the head of um uh it's the head of support that does that and

SPEAKER_179: i'll answer the rest of the questions in the chat thank you everyone all right thanks justin well done

SPEAKER_181: next up nick from one shop all right three two go hey everybody my name is nick mchenry and we are one shop social communication for retail now i want you to meet candy a sales associate at one of the retailers on our platform tootsies who has an upscale women's rare boutique does the majority of their sales to repeat customers and the best way to drive these sales is through personal outreach unfortunately for candy and her team this is an extremely manual process mainly done from their own phones so most customers are completely ignored the minute they leave the store causing a 40 lost revenue opportunity year over year on the customer side anita loves shopping at tootsies because of the in-store personalized experience that she gets but like she's like most of us she's busy she also shops online because she likes the convenience but she's overwhelmed by the amount of options and lack of service she receives that's where one shop comes in with one shop candy has all of her clients like anita organized right on her phone so when the newest delivery of the brand alexis comes in she simply searches for anyone who's bought that brand or comparable brands to target customers who might want to be reached out to when it comes to this delivery she can then use templates to further text those customers rapidly making sure to personalize along the way if she wishes anita not meaning to download an app can just text candy back like she would a friend and ask her directly for dinner party suggestions candy can then help her using e-commerce products or products she shot straight from the floor because it's not online style those into custom looks and then suggest that to anita via a shoppable hyperlink anita now can browse with the convenience of shopping online and personalization of shopping in-store and then we believe there's a larger opportunity to layer the network of brands on top of this platform so brands can give exclusive content digital assets dropship product all of which candy can access and then forward on to her customers to further enhance the customer experience in the last seven months to see this has done over 11 000 communications driving over two million dollars in sales within 30 days of those communications we charge for this value by charging 249 dollars per month for 5 000 communications and then two cents for any text message past that and then this year we're excited to latch in-app payment processing to further monetize our e-commerce channel since launch last may we've been growing in over 30 percent month over month growth rate tripling revenue in 2021 to over twenty thousand dollars in mrr across 150 total locations and 50 retailers and growing we've done this on the back of outbound sales with a one-month sales cycle and 80 demo close rate bringing inbound leads to our channel partnerships of pos integrations and retail consultants as well as our bottoms up motion of partnering with brands to invite their retailers and associates to the platform in the next three years we'll focus on 2700 total locations of the 200 000 fashion and accessories in jewelry u.s boutiques and then by expanding globally and horizontally we'll get to 100 million dollars in ar in the following three years i felt this experience in pain myself traveling the world for brands like georgia ramani and philip klein and luxury wholesale and then my co-founder travis took several startups to product to market and tens of millions in sales once again we are one shop social communication for retail all right thank you nick all right robert

SPEAKER_86: we'll start with you this time question for nick yeah um what do you think is going to be your biggest

SPEAKER_111: differentiation from other other platforms or solving the same problem okay thanks robert scott

SPEAKER_113: question for nick um how do you how will your customers measure the roi of using your solution

SPEAKER_116: is it thinking about the change in in ltv because um retention is higher or sales are higher i'm just curious curious um how that'll get measured relatedly is your target sort of the small boutique shop with you know an owner and one or two employees or is it something bigger than that just curious thanks

SPEAKER_191: thanks scott give background to amit uh thanks uh two questions from my side one is uh can you talk

David Friedberg: about like how many uh customers like an average store on your platform has like once they launch the platform and then number two um you know if you thought if you think about not a single store location but multiple store location if somebody's shopping at multiple locations of that retailer how do you kind of manage that relationship and who's who's actually owning it and have those brands approached it

SPEAKER_08: all right thanks so much and from our syndicate tyler is also asking about the retention can you tell us a little about your retention so i'll let you tackle those nick two minutes all right awesome so

SPEAKER_181: robert i'll start with you when it comes to the biggest differentiator between our competition so we're really focused on building for the individual sales associate and the manager on the floor so we started with smb to get a quick sales cycle and really get that feedback we're trying to build really a true bottoms up motion and we have about 70 usage when it comes to a store versus the competitive market that's traditionally gone enterprise then tops down which has much much less than that in terms of the adoption by sales people so really building for them and not giving them a reason to basically do their own system on their own personal cell phone outside of the store itself so we built systems in place to really make it flexible to their needs and really building for themselves which is why we introduced the brand because they told us we want to be connected to our brand partners communicate in-app between them and order reorders uh so scott when we talk about you know our roi of our customers this is the first time they've been able to get roi off of this and we give that to them so before it was completely decentralized their associates were texting their customers one-to-one they had no way of measuring it but we can show them how much how many of those text messages are actually converting to sales so we look at a 14-day window and a 30-day window of did that outbound outreach actually convert to a sale and what was that demographic were you retaining a customer in terms of you know were you having them shop more often throughout the year than they traditionally do were you regaining an old customer that maybe shop with you on average every two years and then they came in you know twice this year because of that and then further boiling down from there and then when it comes to our target market we are focusing on the boutique but to mid-market as well so when you go to the mid-market they look like enterprises and they have a corporate office in new york or la but they have you know 10 to 20 to 30 locations across the u.s that are staffed by about two to three people at any given time so even though they have a central corporate office they look a lot similar to the boutiques that we work with with a single location because their associates have two to three people in the store and then this sort of goes into a meet your question versus you know a single version versus multi-location situation and then how many customers they have our average store whether the mid-market or small customer will have about three to five thousand customers in the database per location when they launch with us and then in the first month they'll engage about 20 to 30 percent of that in a personalized manner and when it comes to single or multi-location we have something built in our platform where uh we'll be able to identify who the best relationship with is usually who spent the most at which location but i'll answer more of that question in the chat all right great thank you

SPEAKER_00: nick okay and for our seventh founder we have stan from orapa are you ready stan great three two go

SPEAKER_202: hello everyone i'm stan co-founder of orapa the number one marketplace for rainmakers meet kim

SPEAKER_203: a search manager at company called loop returns and kim is selling to e-commerce companies her company is doing so well that they recently raised a 10 million dollar series a round now kim needs to drive more growth so she's investing in software and data and even potentially hiring someone to manage all of it and even though she will be spending 70 000 per year per rep she still needs to wait 12 weeks just to see any results but then she discovered orapa where without any hiring without any onboarding and without any training she can get qualified opportunities for less than 300 per intro so kim goes to our marketplace and specifies that she wants to meet someone in e-commerce who is the vp director of operations and that she's willing to spend up to 300 for introduction for a customer within health and fitness on the rapa kim meets jan ebidia from firework who is a large network of e-commerce companies young also marketplace browses and looks finds kim's opportunity then sensor introduction offered offering an intro to jane who is one of his customers at his day job and he thinks he will be perfect fit for kim kim can accept it or decline it and if it's all good she can wire money to yan to our escrow account once the entry is confirmed yan will get the money the end result is kim just got got a new customer but and yan made 300 doors with just two clicks from his network but the best part is that they can do it over and over again unlocking a new distribution channel for kim and kim says it's awesome just because he can she can get qualified warm intros to dream customers on demand so we charge kim a 19 dollar subscription plus we take a 10 10 market place feed from people like yan we are now at 81 customers then they on average get 13 new leads every month we are now at 9k mr and with the start of our marketplace fee in january 21 we are adding around one two thousand dollars in transaction fees we did it using outbound sending personalized outreach to dream users and also building a referral program to get more rainmakers on the marketplace we will have 10 million dollars by 2023 by dominating our beachhead market which are companies selling to e-commerce and by expanding to more mainstream markets like business services and real estate will hit 100 million dollars by 2026 with a one-third being from subscriptionary revenue and 70 percent being from marketplace revenue i am an ex-pro olympic athlete i used to work at cornerstone europe sales partner and my co-founder dominic used to work at samsung thank you i'm stan co-founder of the numbered marketplace for rainmakers all right thank you stan

SPEAKER_204: well done okay investors andrew gluck we have a few questions here um what is considered a successful

SPEAKER_27: introduction is it actually creating the meeting uh over email between the the two different parties and then is there any pushback against um you know getting paid for introductions versus

SPEAKER_29: kind of paid a higher rate and maybe a commission or growth beyond like actual successful sales as kind of more typical thank you andrew lee i'm a little worried

SPEAKER_40: the biggest thing here is i'm really worried that it's potentially just an international market and all it is outsourcing so you got to tell me what's the secret sauce on the software okay awesome thank

SPEAKER_214: you ben a little bit in the same vein as andrew's comment slash question you know how do you think

SPEAKER_68: about preventing disintermediation of the platform because you know at 19 a month it's inexpensive i get lots of leads but the 10 percent if i've got high value stuff i mean in the many many many marketplaces i've been involved in people try to go around you and how do you think about preventing

SPEAKER_156: that or making sure there's enough value in the platform so that i will not have the ability or desire

SPEAKER_82: to do so all right thank you how about you cindy yeah so i've seen this um solution before i mean it

SPEAKER_83: like it was like wow it's coming back um and the concern that i have is a little bit different one which is how do you ensure that the companies that these people are working for don't see it as a conflict of interest that they're sharing information about proprietary client information making introductions you know basically using data that they've developed for another company to make

SPEAKER_08: money on the side all right those are some great questions dan you want to tackle those two minutes

SPEAKER_218: okay so enter collect so the successful intro uh so far um usually set between both parties um so

SPEAKER_203: usually historically it's just a meeting on the calendar um and so far companies uh didn't really push back in terms of uh it's perfect intro or commission we plan to actually introduce commission uh so if the intro closes to the deal you actually get a commission uh but that requires some more software development and to andrew lee to answer a question about our technical mode so so far the biggest challenge is to getting the high quality vendors just because if we get high quality vendors those rainmakers feel very comfortable recommending software from our marketplace to others just because we gather high quality vendors so we are focusing on getting the ai to map those high quality vendors using multiple tools and multiple data bones so we get we do basically like a quick background check on the companies that get access to the marketplace um and ben so also to this is the question to answer the question about how companies would go around around us they don't really feel comfortable doing so just because the 90 dollar subscription is not that high but gives them a confidence and to and the 10% that they are paying it actually goes towards our dispute system so far hasn't been used in the last seven months of our existence uh so it's it's a great system because we offer a 19 money back guarantee if intro falls apart or anything goes south cindy to answer a question about conflict of interest um so far we didn't have you anything about conflict of interest uh the way to go for for the future is to build a a quick tem a quick analyzer of job of employment so we take a job job offer that you got and a letter of employment that you signed the rainmaker signed uh and we see if there's actually a conflict of interest and that and also if there's any law that you are breaking making those introductions thank you

SPEAKER_00: okay well done stand all right everyone that's our cohort now comes the hard part i'm going to ask all of our investor judges to give us your top three and we're also going to conduct a poll for our

SPEAKER_08: syndicate members to give us your top so what we're going to do is i'm going to go around and call on you alphabetically kind of like i did with the questions and ask you to give us your top three in reverse order so your number three and your number two and then your number one and why so when you say three and two just the name of the company but then when you get to number one please tell us why you voted for them okay so fresh but why don't you launch the poll for the syndicate members um and everyone here please if you're going to vote don't vote twice so syndicate members just give us your number one and um i am going to call on the first person who is ready let's see a meet you are first in the alphabet so i will call on you first before i do that i am just going to make a plug obviously for our accelerator you've seen these companies really super strong if you have any companies that are in this zone please send them our way you can send them directly to me jackie j-a-c-q-u-i at launch.co we also have another product which is our remote demo day remotedemoday.com for companies about north of 50k mrr or monthly revenue those are for companies looking to close rounds so if they have rounds open with some commits it's a great way to get in front of our syndicate we do that monthly and you can send them to me as well okay i love about the carry share enough and the carry share 10 on the first investment if you refer a company to us that we have never met before not in our database

SPEAKER_225: you get 10 carry share how many times have we done about 20 25. great so we just do a side letter

SPEAKER_226: it just says you get 10 of our carry which on a 20 carry is two points if that was uber or robinhood or com or any of those it would be uh yeah hundreds of thousands to millions of dollars so uh and we've done it a bunch of times one person did it six or seven times so they keep sending us great we have our all-stars we do we're happy to do it and thanks for coming everybody i really do appreciate it and glad the pandemic is coming to a close i hope you all got your vaccines if you didn't you can get shake shack french fries for free with your vaccinated cards so if staying alive wasn't uh a priority i am certain that shake shack french fries are uh and we will be hosting a um we will be hosting a um a barbecue at my house for the last three classes in june so we'll probably do it on a weekend and families will be invited uh and so hope you all can make it and that should be a lot of fun so uh quite an invitation yeah you just have to have a vaccinated car it to be vaccinated but you don't have to wear a mask according to the cdc no more masks and you can go indoors if you're vaccinated you're good you can go to a knicks game it's all good you can watch the knicks in the playoffs for the first time in eight years so i'll be coming back to new york for that all right i think i filibustered enough let's get the scores here folks all right thanks for coming everybody

SPEAKER_64: okay amit i'm gonna start with you first can you give us your three and two just the name of the

SPEAKER_194: company and then your one and why please yeah number three is uh boostopia uh number two is blaze

David Friedberg: and number one is uh one shop um because of the immediate pain point uh that they're solving

SPEAKER_29: all right thank you so much and you clock number three is moments number two spaces and number one blaze uh democratizing access to coaching thank you andrew and julie

SPEAKER_251: uh let's see here okay number three is um free bird number two is blaze number one is boostopia

SPEAKER_210: uh wait okay what time's that brought flip that flip that it's actually uh two is boostopia number

SPEAKER_34: one is blaze and does he have a soundboard i i i might and i just want to correct you jason that this is just shake shack it's also uh a super duper was the first one to start giving out fries but now

Chamath Palihapitiya: you told me about shake shack for those who yeah man until somebody gets some chicken nuggets or filet-o-fish on the board i'm not getting vaccinated it i'm holding it out for filet-o-fish

SPEAKER_260: do they do they punch your vaccine vaccination card no they didn't here's the thing you just keep going

SPEAKER_262: back and get french fries at different locations yes you can i'll be right back go back to shake shack or super duper and just show them the card multiple times and if it's a different person they can't

SPEAKER_263: remember you so put on your mask do a different thing this is genius what a scam what a grift

SPEAKER_264: again let's play this again and you can take an uber for free so just go to the vaccine inside and

SPEAKER_265: then go to the shake shack next door all right come on this is why we're investors uh the reason why

SPEAKER_40: why for blaze was um i think there's multiple verticals they can go and tackle a really interesting strategy on like going deep and then providing interesting technology against uh each of those areas initially i've heard that you know just just get coaches talk to them but i i really like the

SPEAKER_272: the depth of of the marketplace word all right thank you ben you're next all right well i guess

SPEAKER_274: since we're all plugging things to do with your vaccine card let's not forget crispy cream

SPEAKER_278: because that was my idea they did it yeah i think a lot of heat for uh like hey you get healthier with

SPEAKER_280: the vaccine diabetes get vaccinated you can get your diabetes right after i haven't eaten donuts in

SPEAKER_278: years but during covid man donuts are my friend all right so number three moment number two arapa

SPEAKER_214: and number three space number one space yeah sorry that's what he said don't ever correct me okay just

SPEAKER_68: and the reason is that i you know while i'd have a whole lot more questions uh obviously audio is has tracked extremely well in a lot of different environments and to have what i understand to be sort of a controlled audio slash almost uh interactive podcasty webinar space for companies

SPEAKER_156: versus a consumer focus sounds intriguing and could scale well if it caught on all right thank you ben

SPEAKER_83: cindy yeah so jason i think you need to do what they're doing in australia which is you can't just show up with your card which you now know you can fake but you actually have to have the antibody test to know whether or not you actually took that vaccination and you generated the antibodies so just saying if you want a really safe barbecue um okay you're on mute if you're trying to talk

SPEAKER_258: sorry my joke is but that's because you live in a former penal colony in australia

SPEAKER_291: just expect you guys to do something good australia i get it okay no i want to come home i haven't been

SPEAKER_82: here in two years man i'm waiting to come home got six investments there uh okay so mine in order three is bootstrapia um two is one shot uh one stop one shot one stop one shop and um i put blaze

SPEAKER_83: at the top and it's not a space i know a ton about to be honest but i think it's really unique the target um audience they're going after there's going to be increasing demand for people who want

SPEAKER_82: to have that kind of coaching the audio and video integration of it seemed pretty cool um so yeah

SPEAKER_135: they made the top of my list all right thank you cindy laurel you are up so um it's interesting that so

SPEAKER_90: many of us chose those three in different orders um very interesting indeed i chose uh one shop was number three blaze was number two and boostopia was number one i i liked the founder a lot in boostopia i liked his the answers to the questions um he seemed really buttoned up um i like that he had all those integrations and partnerships with those companies that he just that he was integrated with and i do think um ticketing systems managers for ticketing systems do need this solution so and i love

SPEAKER_298: that it saves companies money which you know means that it'll be sticky all right thank you laurel mercedes

SPEAKER_105: um number three boostopia two moment and one i must have gotten the name wrong i was right i wrote down friday i think it's the ones that that's audio conversational chat space space yeah i think was

SPEAKER_304: i heard some other people say that great and why'd you like space space i like the idea of um you know meeting customers where they're at versus sending them off to other platforms and i think the early use

SPEAKER_105: cases he talked about in terms of founders getting in touch and having a sense of it is useful i also could see a world where you can you know handle um from a call center perspective a lot of volume on that

SPEAKER_108: too all right thank you mercedes robert three blaze two one shop one free bird i like free bird uh just

SPEAKER_111: because i and i like platforms right now that are making tech more accessible to more people and and enabling small businesses and and others to to improve their their operations by making tech more

SPEAKER_08: accessible all right awesome thank you and scott sorry you'll have to unmute yourself again scott space

SPEAKER_116: number three uh boostopia number two and um you know we're we're b2b investors and so so i will say that that some of the b2c companies here i would be a customer of i think you're building great businesses but um i'm not smart enough to be an investor in in consumer facing businesses but but great

SPEAKER_117: presentations high quality companies it feels like i get better every time so kudos to the launch team

SPEAKER_116: in terms of number one i put one shop um i am a believer that that over the next several years we're going to see a very strong rebound in local commerce and that is a market that has been ignored by the tools community and so tools that help you raise the ltb of your existing customers are something that that businesses are going to be willing to pay for um i also think the data set that you'll build

SPEAKER_117: around interaction um similar to what how i thought about boostopia but the data that you'll build around interaction at one shop is also something that will be of great value all right thanks scott and i

SPEAKER_08: appreciate the build up at the end for the number one okay and i think this is going to be close so

SPEAKER_316: fresh what is our final score for today okay so for today in first place we've got blaze with 8.5 points in second place we've got one shop with 6.5 and third place is a tie uh with space and boostopia at 5.5

SPEAKER_08: okay and for the poll we have boostopia first and one shop no blaze second and one shop third and um what is our grand total score so we do this over a 14-week period and so our top three of the 14-week

SPEAKER_316: period fresh what is our grand total okay grand total first place boostopia 137.5 points second place one shop 132.5 points and third place blaze with 100 points amazing well done founders everybody

SPEAKER_238: let me know if you want the flat part of the brisket or the point the fatty part

SPEAKER_329: there we go and if you're a vegetarian

SPEAKER_334: if you're a vegetarian don't go to the barbecue and you're not going to get an invite

SPEAKER_258: we'll make uh no no well we can make um if you're pescatarian we can make a nice smoked salmon that comes out great on the smoker and we can also make um some nice uh smoked egg plan as well so we'll be

SPEAKER_02: taking orders and the smoker will be packed with some ribs got the beef ribs working got the brisket working got the pork shoulder working got the salmon working very nice barbecue some good smoked meats and veggies all right everybody great job thanks for coming everybody uh send us your great companies

SPEAKER_226: please don't be bashful um we are the syndicate did six deals last month and we have 14 deals on deck um we'll probably do 10 deals this month as a firm i'm track to do 100 deals this year and over 100 million so we have ramped up significantly and we'll do more investing this year than we did in the first six years of my career so it's uh quite a pace but we're finding great companies at reasonable valuations and we like to build a 15 position 10 to 15 in our companies and um we like to do that with you uh with syndicate members with seed funds so if you have a deal and you're trying to get that last 500

SPEAKER_02: k in uh or you want us to co-lead with you don't be bashful just hit us up you guys got my number you got jackie's um precious probably and uh you can see some new faces here as well from our team and for founders um remember focus is what it's about uh there are many companies and it is a zero sum game if they told you it's not a zero sum game they were giving you the wrong information uh investors can only write so many checks and if they write a check to you that means the other 99 people who they met with that month or quarter are not getting checks so thank you andrew um so less your parents gave you or your peers or your education the impression that everybody's a winner i can tell you that is not true most people are going to lose and very few will get funded um so treat it as a competition and you will do much better and focus growth recruiting great people having a great product product customer growth product customer and growth that's just what it's about here in silicon valley uh anything else they told you

SPEAKER_226: probably virtue signaling or a test to see if you will fail it just stay focused on building a great team that builds a great product that delights users and grows that is the flywheel team product customer growth team product customer growth don't forget it i'll see you at the barbecue everybody