SPEAKER_00: this is incredible these things probably fly easily 30 40 50 miles an hour 70 miles an hour

SPEAKER_04: the guy says in the video it and so they're based on how long most delivery routes are they say three to five minute deliveries for almost everybody in dallas if you're yeah going from a

SPEAKER_06: walmart and you and you know that we have this expression here in texas as the crow flies yeah

SPEAKER_08: i don't know if you've heard this it's also in tennessee i think it's in tennessee groceries that

Chamath Palihapitiya: old-fashioned term groceries but as the it's a word groceries okay it's just a word i love that's like

SPEAKER_12: one of my favorite trump clips of all time i don't know it's a simple word simple old-fashioned word

SPEAKER_16: groceries this week in startups is brought to you by brex the financial stack founders can bank on unlike traditional business banking solutions brex has no minimums and no transaction fees and you can get 20 times the standard fdic protection get the business account trusted by one in three u.s startups at brex.com banking-solutions vanta compliance and security shouldn't be a deal breaker for startups to win new business vanta makes it easy for companies to get a sock to report fast twist listeners can get one thousand dollars off for a limited time at vanta.com twist and northwest registered agent starting your business should be simple with northwest registered agent you can form your entire business identity in just 10 clicks in 10 minutes from llc's to trademarks domains to custom websites they've got you covered get more privacy more options and more done visit northwestregisteredagent.com twist today

SPEAKER_18: hey everybody hey everybody welcome back to this week in startups i'm your host jason calacanis with me

SPEAKER_20: again here in studio lon harris is here we're in the austin studio which is great fun we're now going to be doing it live alex of course is in providence and he is joining us here on zoom he's at alex on twitter i'm at jason he's at lon's two of us in the four character club one of us myself in last place

SPEAKER_22: in the five character club we've got a full docket we have to start with tariffs of course we're going to talk about these in relation to startups we have a clip i think of the chaos um and i guess you guys want to alex you want to start with the clip or do you want to just give us the quick rundown of the

SPEAKER_23: latest i i think the rundown is the best place to start so everybody as you probably know by now reciprocal tariffs from the u.s went into play last night at midnight there has been quite a lot of global response we've seen china ratchet up tariffs higher on us exports we've seen the eu drop tariffs

SPEAKER_26: on metals and probably more to come and then the latest if you were hoping for some good news that this is all about to settle down uh instead trump promised to put a 100 tariff on tsmc if they renege on their plans to build in the us so jason i would say in summary bad and getting worse okay yeah it's a

SPEAKER_22: mixed bag everything is going up and down nobody seems to know and we're all in lon i think trying

SPEAKER_31: to interpret 4d chess here that is um the nature of this he wants to smash people and counterpunch so the

SPEAKER_00: counterpunch you know um i guess the playbook is never uh apologize counterpunch and dig in so find ourselves in a weird place i think the market's been doing backflips every time i look at it it's either crashing or not there's a ton of speculation about you know uh the tail end the front end are they going to cut rates or are we going to refinance we're going to put all that aside and just make the point that's important here for startups which is you have to block this stuff out unless you are directly directly directly impacted and we need to have plan b and plan b

SPEAKER_35: c for every startup i believe if this isn't worked out this week because here we are it's week two of this if it's not worked out this week what we're going to see next week is mass layoffs furloughs firings um and resizing right sizing is the word you'll hear people say so ceos of companies will

SPEAKER_20: come out next week starting monday i think and say two things one um we're gonna stop giving guidance so if you are united airlines i think today they said we can't give guidance right so we can't tell

SPEAKER_22: you what our earnings are going to be alex we can't tell you what our revenue is going to be that is really going to shake the market up but it's the right thing to do for these companies because they really in all honesty how could they give you the second piece is going to be layoffs and what you'll see is companies like uh the ones who are directly impacted which might be like a retailer like nike nike might announce a 10 percent layoff on monday uh and then you know maybe walmart uh target retail people directly and then you know tech companies have a unique ability with their war chest of cash typically to avoid this alex but i do think that's the next shoe to drop so there's two we're not going to give guidance we're going to lay people off then number

SPEAKER_20: three alex i know there's probably some breaking news at this moment that will be irrelevant tomorrow but the third piece is if it's not resolved by friday

SPEAKER_22: in the next 30 days but probably starting around 30 days bankruptcies yeah you're like how can a company go bankrupt well you'll have personal bankruptcy there were people who were teetering on bankruptcy we just didn't know about it right we didn't know how bad they had it and they just won't be able to move out like their cars or something and so that could get very weird i saw today range rover or land rover decided you know what we can't send cars to america so if you like the land rover or the range rover i think it's the same company that makes those beautiful cars um they just said with the 25 tariff we might as well not send them and i didn't know this or i didn't fully appreciate it if you were to send those cars lawn you would pay the 25 tariff on them hitting the ground in long beach california and then if you sold them you you now have to carry that 25 percent until sale now

SPEAKER_20: these cars have been sitting on lots for three months six months nine months it's not a great time to sell cars so they just said you know what screw it yolo we're going to send these cars other countries that don't amazing tariffs okay all right tell us the chaos that happened yeah literally 90

SPEAKER_23: seconds i explained all that uh actually it was a grand total of six minutes ago jason but here is the latest quoting from trump here quote based on the lack of respect that china has shown to the world's markets i am hereby raising the tariff charged to china by the us of america to 125 effective immediately at some point hopefully in the near future china will realize that the days of ripping off the usa and other countries is no longer sustainable or acceptable conversely and based on the fact that more than 75 countries have called representatives of the us including the department of commerce treasury and the ustr to negotiate a solution to the subjects being discussed relative to trade trade barriers tariffs currency manipulation and non-monetary tariffs and that these countries have not at my strong suggestion retaliated in any way shape or form against the us i've authorized a 90-day three-month pause and a substantially lowered reciprocal tariff during this

SPEAKER_26: period of 10 percent also effective immediately so jason china tariffs going up everyone else down to 10

SPEAKER_35: percent but still up from where they were if you could uh pull up alex from last week yeah i said

SPEAKER_20: this if the market keeps going down in the next 48 hours he's going to pause this and he's going to

SPEAKER_49: relent and take a victory lap based upon a dozen companies i'm sorry companies a dozen countries

SPEAKER_04: basically coming to the table yeah that's always the pretend that you got everything you wanted and that it was a total success declare victory and then back down that's the that's the trump two-step

SPEAKER_18: so the trump two-step in full effect here and i literally had said i think it was on thursday

SPEAKER_20: if you find that tweet where i literally predicted this would happen by the end of the day tuesday i was off by half a day i guess you treat a lot jason this is going to take me a little bit of

SPEAKER_52: a second to find sorry to say did i tweet it i retweeted it a couple times because i was so convinced i was right um but it was definitely last thursday i tweeted it got it there's a beautiful deal

SPEAKER_04: we got everything we wanted it's a perfect deal there was no need to keep going that's you know

SPEAKER_23: that's always the the line there is a 75 chance trump will collect seven of these pelts over the weekend do a couple of victory laps and then in a couple weeks we won't be talking about tariffs

SPEAKER_49: jason is that the correct tweet um it is one of the collection of tweets i did on that day

SPEAKER_00: on thursday i did have a more succinct one that he would you know do 12 of these and then go but it is essentially i don't need to take too much of a victory lap here because i believe this was obvious

SPEAKER_22: that there is no way he could sustain this and i think the reason this uh happened uh today and we're

SPEAKER_20: seeing this right now is because congress was going to get a majority get two thirds i guess they have

SPEAKER_04: to get 66. i mean that's what ran paul has been really pushing for that congress needs to retake their authority to do tariffs and tax handle tax issues um i mean that was probably inevitable if trump had

SPEAKER_61: stuck to his guns long term here's the uh tweet i put it into the chat room trump will fold in the next

SPEAKER_20: 48 hours if this continues sorry i mean all quotes trump will declare victory in the next 48 hours as 12 plus leaders drop their tariffs unconditionally uh and that was the one i was um thinking would be the

SPEAKER_22: you know the the breaking point and i said that on uh april 6th at 10 p.m and today is april 9th so

SPEAKER_06: yeah i was off very very close all right founders ask me all the time what corporate card should i use very simple use brecks why should you use brecks it's really easy and founders also asked me where should they store their cash well think about brecks why because brecks is built for startups not like those old school banks that charge you crazy fees and they're gonna like open accounts for you do all this crazy stuff and your cash is gonna sit there and do nothing for you brecks has built a killer banking experience just for founders that helps you take your dollars further while protecting your cash and extending your startup's runway how do they pull that off they offer you all the stuff you want checking treasury and of course fdic insurance this is critically important and they do all that in a single powerhouse account knowing about your money is non-negotiable you are the pilot of your startup and you need to know what altitude you're at how much runway you have and 40 of startups well they fail because they run out of cash and a hundred percent of startups well you know what they can't afford to make financial mistakes you need the best because you're building something big and brecks's banking

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SPEAKER_23: dash solutions but one thing i've been tracking pretty carefully is what is the eu's response to this because we've talked a lot on the show about eu startups and how they're doing how well they're doing or how not well they're doing why there isn't a major world-bending trillion dollar european tech company and so forth well we're seeing companies like next gen cloud which is a uk-based neocloud announced things like today a 45 million series a to build out more neocloud capacity to take on eu ai demand why does that matter well the european commission also dropped a huge new push to lower regulation invest in data centers and essentially upskill european industry with ai so while we are saying oh gosh this is much better to not have such a huge tariff on the whole world other people are making plans that pull them away from us and if we lose american technology hegemony over europe we're going to lose some of our monopoly profits and that's going to harm american industry so as a

SPEAKER_59: patriot to this country i think this was a pretty serious own goal even with the pause on some of

SPEAKER_30: the reciprocal tariffs it's just a mistake certainly could have been executed better but like a lot of

SPEAKER_20: things i think in the second term uh trump is going to push the envelope and you know i nicknamed him captain chaos for a reason he does chaotic things he you know i attached like the joker image to him driving a car like he is a chaotic actor by design i've seen this before i've been in negotiations with people who are chaotic actors and at a certain point you just stop doing business with them and so to your point will people stop doing business with us probably america's too important a market to stop but will people think are there other places i can make money to build you know less dependency on this

SPEAKER_26: market of course let's get to startups all right let's talk about a couple of deals jason you want to talk about startups so a couple things have happened today first of all a company called list l-y-s-d unknown to me but it raised quite a lot of capital from multi-ventures balderton excel and others uh series devaluation 700 million online fashion search engine uh it sold 454 million dollars in cash to

SPEAKER_23: zozo a japanese-based um fashion company so a bit of a letdown but still a nine-figure exit it's a um

SPEAKER_22: interesting to see what we call in the industry singles and doubles a singles and doubles are a great part of our industry's makeup and you really do want to see these happen why in a short sale in a single or double scenario the founders do really well typically the founders if you own if the founders

SPEAKER_20: own 50 of a company and the employees and investors own 50 the investors let's say paid i'm going to pick a number 50 million for their 50 percent just to keep it nice and clean and let's say you sell for 100 million typically they get that 50 million back they have the ability to take their money back then there's 50 million left they don't participate in that in some cases or they might have participating

SPEAKER_22: preferred shares which means they get their money back then they get their percentage back and so there's a concept of preferred shares and then there's participating preferred and there's liquidation preferences if you had a 2x liquidation preference you put in 50 million for your 50 percent over time you would get 2x that number a hundred million and then the shareholders would split the

SPEAKER_20: rest right in other words employees get nothing nothing that does happen from time to time why do people do liquidation preferences or participating preferred they do this because they can't raise money with cleaner terms the company's not doing well so they they raise and you have to give investors something at least a 2x return for taking all that risk and it is a lot of risk let's just say this happened cleanly and um the shareholders own the employees own 50 they get 50 million dollars so the team might split 10 million the two co-founders might split 20 million each that could be life-changing money and the vcs just get their money back kind of sucks for the vcs right they put all took all this risk took all this time and all they got was a push it's kind of like in vegas you get a push on your money and so these are frustrating for vcs but it's better than losing your money but they're fantastic for founders they actually got you know millions or tens of millions of dollars and what that does is it gives them the ability to start more companies and this is the one great vibrant thing about capitalism

SPEAKER_22: that is underappreciated in these small sales great entrepreneurs come out and they have their fu money fu money defined in 2025 is 10 million bucks i know that sounds like a low fu number the reason it's a

SPEAKER_20: it's a real number is you could live in austin buy a two or three million dollar house have seven million dollars make seven percent on it a year make a half million dollars in interest a year and you

SPEAKER_03: would basically be able to f off forever yeah most of the startups that i freelanced for over the last

SPEAKER_04: 10 or 12 years they were that it was a guy who'd had like a pretty good exit before enough to fund

SPEAKER_20: another project like rancor that was the word rancor came out of yes so this is a very these second third time entrepreneurs have a win under their belt alex become particularly dangerous yeah they could either go become lps and other funds they could start their they could start angel investing they could start their own fund or they could start another company and when they start the next company if you've got 20 million dollars in the bank and you start a company you're not going to go to yc or do an angel round you're going to fund it yourself you'll fund the first 500k the first million like i've done previously uh although i like the discipline of having outside investors i feel it makes me better at what i do because then i've got other people's money at stake and it sharpens my blade a bit yeah yeah but uh congratulations to them good to see where did this occur where are these companies

SPEAKER_94: domiciled uh list is british and zozo is japanese okay so it's an international nation is also a good

David Friedberg: thing yeah and the reason globalization is a good thing is because you have more buyers for startups if

SPEAKER_22: we're allowed to make cross-country purchases then you have good relations so you have more buyers to

SPEAKER_98: buy companies like this in the single and double era and this is absolutely fantastic for the market

SPEAKER_06: congratulations to everybody involved all right moving on uh you know i saw zipline yes is uh and a founder's been on the company i'm not sure what episode he was on last uh but this is really

SPEAKER_20: interesting um we've been waiting for drone delivery we've been waiting for vtols and like self-driving it's starting to feel like science fiction is becoming a reality uh we're going to have we have waymo

SPEAKER_35: in a couple of markets and uh now drone delivery has been happening in ireland with the company we've had on the program and it's happening now i think with walmart in texas correct yeah so the question is

SPEAKER_20: how where what and how much these are the questions i have about drone delivery right can we get it

SPEAKER_02: what can be delivered and how much is it going to cost so let's um cue this up for me yeah so just

SPEAKER_107: today we've got uh this video zipline these this was a company that used to focus on they were going

SPEAKER_04: to deliver medical supplies via drone their original they found it in in 2014 and the original pitch was like in rwanda and these kinds of areas we can get people their their medications much more quickly they've since pivoted since 2021 they've been experimenting with using these for commercial deliveries delivering you know let's see the video yeah nailing product market fit is every founder's

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SPEAKER_22: i think we can talk over it uh this looks like uh somewhere near the water are a bunch of drones on metal racks it looks quite industrial i guess this is maybe their testing facility where they did tests i'm guessing this is their testing facility that could be northern california if it's by the pacific ocean or yeah that looks like northern california looks like california yeah so

SPEAKER_35: this is their journey to build these things um i don't know if we have do we have sound on that

SPEAKER_116: or no we don't turn it off they were talking over you're talking got it okay okay future that we

SPEAKER_118: would be proud to hand to our kids is about as cool as it gets okay well i know it's been a lot of um

SPEAKER_122: sacrifice from a lot of people to make this happen i don't think any of us thought it would be easy

SPEAKER_18: okay here we go so now that was like their preamble of how hard they work now we're seeing the city of

SPEAKER_20: dallas a bunch of people looking up in the sky and that's a there's a drone and the way their zipline drones work is they're quadcopter-ish but they have a little mini kind of uh tether a tether yeah they

SPEAKER_04: can they can lower the the objects by tether and that's also we have a video as well of how they pick up the food and you can see they're using a line to sort of pull it up into the drone itself it's

SPEAKER_20: pretty cool yeah so these drones have a tether with a box so the drone doesn't need to land that's the key feature of what zipline is doing and alex what are the details here in terms of who's using

SPEAKER_23: it and where so starting off in dallas as their first major metropolitan area as that initial video

SPEAKER_130: said walmart supercenter is the delivery partner and we are talking about a thing that can carry i think

SPEAKER_26: it's eight pounds about ten miles of memory serves so keep in mind that their original system was designed for slower long distance almost fixed wing style transportation their second generation of products is aimed at this more urban environment jason do you want to see what it looks like kind

SPEAKER_107: of in practice at a restaurant yes that would be great yeah we got this marquez brownlee video

SPEAKER_04: that actually shows it in practice like here's how it would pick up food from a restaurant yeah so here's

SPEAKER_136: uh our our friend let's go drone now there's a theoretical future where restaurants and other small businesses can have this drop-off point that's essentially a hole in the wall that they just put the order in for the drone to pick it up from it would have to be relatively inconspicuous but even for companies that don't want to do all that they've prototyped these standalone passive structures so the idea is to make it easy for the restaurant to just walk outside and leave the package in the structure where the drone can pick it up with the zipline system i actually saw a demo of this working as well and it was technically pretty impressive once fulfillment happens that that to me is awesome

SPEAKER_26: and if you're not watching the video essentially imagine a mailbox sized um i don't know jason the bread box yeah bread box yeah coming down from the drone the restaurant puts the food into it it gets zipped up via its cable back onto the drone and then taken off and dropped to your house what's also very cool is on their little tethered uh drone pod they drop down it has a rotor in the back to ensure that it can stay level so if you ship drinks you won't get matcha all over the inside

SPEAKER_00: of the drone carrier i love that this is incredible these things probably fly easily 30 40 50 miles an

SPEAKER_03: hour 70 miles an hour the guy says in the video it and so they're based on how long most delivery

SPEAKER_04: routes are they say three to five minute deliveries for almost everybody in dallas if you're

SPEAKER_06: yeah going from a walmart and you and you know that we have this expression here in texas as the crow

SPEAKER_08: flies yeah i don't know if you've heard this it's also in tennessee i think it's in tennessee groceries

Chamath Palihapitiya: that old-fashioned term groceries but as the it's a word groceries okay it's just a word i love that it's

SPEAKER_12: like one of my favorite trump clips of all time i don't know it's a simple word simple old-fashioned

SPEAKER_146: word groceries anyways as the crow flies as the crow um is a key piece to this if you had to drive and

SPEAKER_20: a door dash driver is doing it you got stop lights and you got turns and you got highways and you know it might be five miles to drive somewhere but it might be like one and a half miles as the crow flies with no stop lights so it's not just like your your driver could be going could average 70 miles an hour on the way to your house like a lunatic fast and furious but there's stop lights and turns this is 70 miles an hour straight shot that's really fast 70 miles per hour let's just say you know if you're

David Friedberg: three miles as the crow flies that's three minutes away yeah i mean you just think of car travel versus

SPEAKER_143: air travel it's it's it's no contest i could have gotten here from la in three four hours it took three

SPEAKER_22: days it's going to be um pretty amazing you could do up to five pounds so if we start thinking about that if you ordered uh an iphone with the packaging and everything or a laptop all of those things could be sent even with packaging there's still work to do but here's another thing if you had to send

SPEAKER_20: you know your groceries and you had uh let's just say 50 pounds of groceries would it be better to send 10 of these or i mean i'm saying it kind of as a joke but yeah you know better to send one driver

SPEAKER_35: or a human with 50 pounds of groceries or 10 of these that's going to be the question i think people

SPEAKER_23: are going to answer i think that hinges on just uh is the person driving an ice car or an ev because if

SPEAKER_26: it's an ev it's electricity both ways but if they're going to drive a i don't know raised f-250 to your house across the texas highways probably much more efficient on the environmental side to use

SPEAKER_22: six yeah no doubt about the environmental side for sure uh and these things are all electric so that

SPEAKER_20: and then i guess the last piece of the puzzle in terms of adoption is going to be sound and noise pollution and here's what i'll say if these things are happening and you hear it five or ten times a day it's not going to be a big deal because of the massive convenience so you're going to be okay with your neighbor getting these burrito deliveries until 10 p.m you might not like it after 10 p.m so there'll be some noise issues if you're not on a three acre property or less if you're in a track house community where everybody's got a half acre this could be a little annoying if your neighbor's ordering a burrito every night i'm not specifically talking about you want but if you got that late

SPEAKER_160: night burrito guy sometimes you need a late night burrito i'm gonna say me i think in an urban

SPEAKER_04: environment it's already so noisy negligible you got helicopters you got sirens you got trucks backing up

SPEAKER_137: you got leaf blowers what's a drone every now and again i'm gonna be in urban you know why fear of

SPEAKER_20: these things falling out of the sky paradoxically you could do these point to point alex in an urban environment where you put on the roof of a cloud kitchens yes the drone system and it goes to the roof of other people's buildings so in san francisco let's say it sounds crazy to do this because if one falls it would kill somebody but the truth is the chances of that happening are low in good weather conditions and they would go it's probably safer to go from the roof of a cloud kitchens in soma to the

SPEAKER_22: buildings in soma on the roof and then drop them on the roof and have the people who live in that

SPEAKER_35: building go to the roof and have a caged area where you pick your stuff up or you have a person

SPEAKER_04: up there to get it pretty incredible i do think it's worth figuring out for urban environments

SPEAKER_168: eventually just because think of the traffic relief this would provide absolutely imagine if everybody in la who was a delivery driver was suddenly not on the road anymore well a lot of jobs but true also

SPEAKER_170: clearing the roads yeah that's a super important point but also we're comparing this not to waymo

SPEAKER_26: driven safe drivers on the road we're comparing this in jason's example to the average san francisco

SPEAKER_23: driver who is who is an idiot and who does not know how traffic works and i say that as a diehard san francisco fan the drivers there aren't great so i think it's much more risky to cross the road even at a stoplight than it is to have a drone go overhead i i just want to throw in here that

SPEAKER_26: i'm so excited about this i really really hope zipline nails it i hope it works i hope they bring it out but i got super excited about amazon prime air when they first announced that and i think

SPEAKER_23: also the second time they announced that and so i'm just i'm gonna withhold my own personal hopes until this rolls out to like a second and third market because i just kind of my heart broken again

SPEAKER_73: but i can't wait for this to come to my neck of the woods i have the perfect backyard for this

SPEAKER_156: bring it on founders if you're serious about raising money you need to set up your business

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SPEAKER_177: some pitches oh yes let's do our pitches for sure we've got three matchups left till we're ready for

SPEAKER_143: the elite eight so i was hoping to get through them today we'll see okay let's start with our first

SPEAKER_00: company for people who don't know founder fridays is a program we created for founders by founders here

SPEAKER_22: at this week in startups pretty simple process you sign up at founder fridays.tech our partners over at river which is a community building tool that we incubated set up these local groups you apply to be a manager to be a host you then find five founders in your neighborhood in your area the six of you get together and you can have three pods of six you go around a table every first friday of the month it's kind of like a mastermind group or a study group if you if you want to look for analogies lon and then alex what we do is uh you go around the table what was your big win for the week what was your big win for the month or last two weeks however cadence you use uh and then what are you struggling with everybody goes around the table just says those two things three minutes each now three times six 18 minutes after about 20 minutes everybody said their piece everybody takes notes and then how can we help each other somebody might say hey i'm having a hard time with my cac my customer acquisition cost is too high i don't know how to track it we're doing facebook ads the person says hey have you tried doing original content in a podcast or mastering tiktok and not

SPEAKER_20: paying and just doing earned media another person says oh i did earn media with pr and all of a sudden you do that sharing what we asked each of these groups to do is pick your warrior pick your what's

SPEAKER_55: the term fighter yeah pick your contender pick your contender would be the best way to say it our first

SPEAKER_04: matchup for round three i think would be new york versus philadelphia oh so from new york the company is life stack they are an ai calendar for health and productivity an ai calendar ai powered calendar

SPEAKER_150: that you can use to monitor your health your productivity okay all right let's bring up our

SPEAKER_184: contender from new york is life stack yes sir hi i'm now founder of life stack the first ai calendar

SPEAKER_186: built for health and productivity our energy and focus fluctuate throughout the day due to our body's natural rhythms one study shows that performance can vary by up to 20 depending on timing yet most people still get their way through the day leading to burnout and inefficiency with wearable health trackers and ai we now have the data and tools to change that introducing life stack it syncs with your calendar to-do list and wearables to help you schedule tasks and activities at the right times based on your calendar events circadian rhythms stress levels and more and here's how it works your energy levels are displayed as a color heat map alongside your calendar green means high energy red means low you can now schedule for example deep work in high energy zones and breaks or smaller tasks and lower energy runs and because life happens on the go we also provide a mobile app so you can check and adjust your schedule anywhere anytime we're in public beta with 4 000 signups and growing paid users while we initially built for health conscious professionals we've seen especially strong traction among people with adhd who struggle with energy management so that's our initial focus but we believe that the need for smarter time management itself is universal across knowledge workers so the potential market is huge we're growing through organic content and influencer mentions midterm we'll leverage calendar network effects and long term we aim to partner with wearable makers as their go-to productivity layer there are plenty of proximity tools out there but life stack is the first calendar built on health data and now we're creating a new category of health-powered productivity and we're the right team to build it i come from japan's top ai research lab and our founding team has deeper science expertise lastly some may think that the calendar is a small opportunity we disagree we see it as the core interface of our life by enriching it with data starting with wearables we're building the foundation for your ultimate personal ai all right

SPEAKER_191: all right guys so what do we think jason life stack uh it's great let's see the second one and then

SPEAKER_168: give our comments okay just for efficiency from my hometown philadelphia pennsylvania here's burble

SPEAKER_196: burble burble burble b-u-r-b-l-e i'm alexandra and i'm one of the co-founders of verbal i'm also

SPEAKER_198: a hypnotherapist and i want you to think about what a world with people who can move fears

SPEAKER_200: grown on much quicker would look like verbal is the ai patent pending wellness platform that utilizes hypnosis to help people create change in their life it starts with we wanted to work with trauma because we believe that we have a technology that can help you create new neurological pathways to move through it quicker i'm a hypnotherapist and this is what i've seen in my office common complaints about the therapy world and also the app marketplace and i decided that there was a gap in the marketplace for us to come in and do something that can create change quickly our platform has four different components to it where they're going to help you tap into your subconscious mind for different coaching binaural beats activities but the most important is our style create a burble in five steps you get to pick what you want to work on how you want to relax and the visuals we're going to feed you how you want to end it what music you want under lead with it organize the track and then our ai technology is going to create a custom track just for you you might poopoo hypnosis or think it's woo woo but it is gaining huge traction in the medical field that it's used in top hospitals as you've seen below in fact we're in discussions with chop about bringing us into their system for them we have five star ratings already in our platform we've launched people are telling us how much change they've created already we have a monthly burn rate of fourteen hundred dollars a month for the first fifty thousand users because we've taken away a lot of the things that are convoluting the app market in creative production costs we already are in discussion and consideration with grants uh for helping veterans with the nih we are a self-funded startup we're already in the app stores and we are working with collaborations like alex's lemonade stand and the american cancer society we are a team of people that are successful entrepreneurs in the wellness mental health banking and ar and vr tech space these are us and that is verbal all right

SPEAKER_22: all right two great companies what i like about both of these companies lon is they're directed

SPEAKER_20: health care by the individual self-directed health care i believe is the future you can uh pitch these kind of new modalities um and people have tried to to the health care companies to the insurance companies

SPEAKER_22: to enterprise companies the problem is consumers have to embrace it and if you go after consumers and they're willing to embrace it then you know you have something because you're not going through a

SPEAKER_20: third party when you try to sell this to a health care company alex you have to win them over and then they have to win their customers over or you have to win both over in parallel what i like about both of these is they're saying we're just going to win over the customer so much right that they'll take

SPEAKER_49: out their wallet i've saw this happen with com.com i started happening with brilliant.org for tutoring

SPEAKER_22: people tone base for teaching people how to do classical music uh and steezy teaching people how to dance uh fitbod for fitness all of these cost something in the range of 50 to 100 bucks a year right five ten bucks a month maybe they offer you the deals that you know 16 17 18 a month and then

SPEAKER_20: back down to the 60 a year subscription but they work and they work for the high-end customer um what i like about the adhd one is it's not just let me take meds let me take speed let me take this let me take that to try to get myself more productive i like people understanding their energy i like them understanding what other ways there are to manage these other than pharmaceuticals

SPEAKER_22: which i believe listen you you might believe differently your doctor might believe differently i believe there's over medication going on the statistics are on my side on that doesn't mean it doesn't work for certain people does it mean it's a not a valid modality to take these drugs in the

SPEAKER_20: short term but i think before you do these short-term fixes doing the the the basics meditation diet sleep and exercise are very important then you have these which are both technique based modalities for trying to deal with issues in your life i love both of them in terms of which one i

SPEAKER_22: like most ah that is the question it's very tough this is like a jump ball could go either way alex i'll

David Friedberg: go first then yeah which one did you like best and why if you guys are jumping the ball so first of

SPEAKER_23: all on the hypnosis front i've had people in my life that have done uh hypnotic things during birth for example and they reported i did hypno birthing too yeah it works yeah you did jason you gave birth

SPEAKER_221: what no my wife gave birth we went to hypnotherapy classes sorry i was i was perplexed by that statement

SPEAKER_226: you're supposed to use the we when you're we're you know we are expecting you are yeah we are i don't

SPEAKER_48: know why that short-circuited me so much but i was just confused by that comment um but what i will

SPEAKER_23: say is i am definitely someone who has periods of time in which i am an absolute world kicker and i have times in which i'm a person wants to hide in a hole so to me i think the app that tracks my energy

SPEAKER_73: levels and lets me sort out my schedule along that makes the most sense i think it has a bigger tam

SPEAKER_04: so i'm going to pick that one which one lifestyle from new york life stack the one that was life stack for adhd that helps you be more productive at different times of the day i agree like that's a feature i could see myself using knowing that i have you know sort of peaks and valleys in terms

SPEAKER_234: of my attention level during the day okay so you're going with the hypno no i'm going with

SPEAKER_04: life stack the the non-hypno one i'll tell you my my hang up about ai doing hypnotherapy and maybe i'm a luddite i don't know how do you know the ai is going to hypnotize you in a way that you're comfortable with right like you're a little nervous a little nervous about a computer hypnotizing me i feel like that's a sci-fi premise if i've ever heard one yeah right now producer chris is writing a screenplay

Chamath Palihapitiya: he's just literally got a treatment going as he's yeah yeah i don't need megan hypnotizing well i mean you think about it it'd be like hey can you get me more cpus you want to get me more cpus

SPEAKER_20: why wouldn't you get me more cpus you're feeling sleepy you want more cpus okay so we got a tie

SPEAKER_02: here and that makes me the time breaker i think both of us went for life stack new york's life

SPEAKER_07: stack oh you did go for life stack alex yeah yeah i went for life stack you can overrule us though

SPEAKER_20: you're yeah i do have that ability here's the thing it was a jump ball for me i like both of them i think that the hypnosis one will be able to charge more yeah it has a smaller audience i think the calendar one has a bigger audience and um is going to be able to charge up maybe a little bit less so i'm going to go with the calendar one as well i think it's a bigger opportunity but i i think they're both really good opportunities i would love to have either one in our accelerator and i like to support things that have a small chance of working or that are long shots or that are new and different these are long shots and are new and different just like calm was right and i like

SPEAKER_22: those i like a long shot okay let's keep going congratulations to everybody who performed it was really that was even though we went 3-0 in voting i think that was very close all right let's move on

SPEAKER_03: round two or match up two here in round three first up we have it's an i was i'll admit i was a little

SPEAKER_04: confused until i watched the pitch for this one it's an sdk that helps advertising platforms create

SPEAKER_143: contextual ads for ai devs let's watch it this is arcana from los angeles i'm gonna go ahead and say

SPEAKER_26: this is probably arcana from los angeles but you know not arcana i thought it was i thought it was

SPEAKER_249: arcana all right anyways let's take a look i could be wrong hello everyone we are the co-founders of arcana arcana is a content-based advertising platform that helps developers monetize that gen ai application without compromising the user experience despite the rapid growth in the gen ai space developers

SPEAKER_251: are now hitting a wall conventional ad malls prove intrusive and ineffective in the dynamic ai environment this forces developers to choose between disrupting user experience facing subscription fatigue or missing critical revenue opportunities needed to build stable businesses

SPEAKER_249: that is why we built arcana arcana uses deep contextual analysis to seamlessly integrate hyper personalized native ads these ads feel like a natural extension of the ai interaction not breaking the user experience like traditional ads instead arcana unlocks real revenue potential

SPEAKER_251: for developers in a privacy first framework built specifically for the ai age our revenue model is simple we share ad revenue with developers ensuring their growth while scaling our platform in the past few months we've turned our idea into a fully functioning mvp validated by real users today we're seeing rapid growth we have eight publishers onboarded 150 live ads there were 50 developers in our network

SPEAKER_249: integrating arcana gains their applications i'm sorry and i have over five years of experience in the field of ai from co-founding a startup at 21 and raising a half a million dollars in funding to working as an ml engineer at ralph and usc isa and i'm doug i've managed 10 million day-driven ad

SPEAKER_251: spending and previously exited starby grew to a four million dollars arr together our blend of ai expertise advertising know-how and real-world founding experience gives us an advantage in the

SPEAKER_249: booming ai space arcana isn't just another ad platform we are building an essential infrastructure for the gen ai economy join us in creating a sustainable source for the ai revolution thank you

SPEAKER_35: man i love these guys i love the idea i love the fact that they're in the dumpiest cheapest apartment with the cheapest blinds in the world i i i had an apartment just like that which except i couldn't

SPEAKER_193: afford the blinds i don't know if you've ever been so broke you couldn't afford blinds that looks like everybody's first la apartment they're in right yeah it's disastrous they look like they

SPEAKER_49: haven't showered they look like they have no life all they do is work i love these guys and i gotta say empowering publishers and advertisers to make ai based ads is just so crazy and awesome and random like you said you get a little nervous about hypnotherapy and an ai doing it and can you imagine making ads on the fly like based on the content it's like some tragedy happens and it makes like an you know a 9 11 ad in real time like this is going to get crazy but it could also be

SPEAKER_260: super effective and weird but let's spin the globe lawn where is our next contender from we're off to i

SPEAKER_137: think this might be our furthest flung competitor oh no sydney second for this one competitor from

SPEAKER_263: yerevan armenia here's taktun taktun brain for machinery look around so many machines in agriculture construction hospitals and factories all these machines have a brain inside known as a controller and require a software interface for humans to interact with the manufacturers of this machinery spend more than 40 percent of their expenses to make that hardware and software compatible the number of those systems around us is going to grow even bigger there will be a billion autonomous robotic systems replacing human labor was physical ai advances taktun breached the gap between software and hardware introducing the brain for machinery and an environment for equipment builders to generate end-user software applications without writing a single line of code it is also an ai platform that allows builders to deploy their custom ai models directly to our controllers now manufacturers can build machines using taptoon five times faster while cutting their r d costs in health we have two revenue streams software platform subscriptions and quantity orders for controllers this brings us to 600k annual contract value this leads to a 48 billion market opportunity across various existing industries not even counting future robotic systems we are a team of 11 professionals with expertise in control systems software and hardware below clients of rafa solutions my previous company some of whom will soon become taktun's customers we have built uh we have acquired four customers from two industries generating 240k in arr with a current pipeline of five million if you would like to learn more about how taktun will help make machinery smarter creating safer better world where you have more time for fun and joy contact me okay who doesn't want

SPEAKER_20: more time for fun and joy i mean i was spending so much time redoing the controller units in my factory

SPEAKER_52: that i wasn't having much joy and fun alex i mean we got two uh very different uh concepts here both of

SPEAKER_23: them are great so yeah yeah so i think arcana could absolutely work i think everyone wants to monetize ai conversations but to me that seems like a relatively obvious thing to do versus taktun uh if it can do half of what he said in that video it's going to be a simply enormous company so i don't fully understand it but i don't care i'm voting taktun go armenia okay uh lon uh i i hate to agree

SPEAKER_04: yet again and make it not competitive but yeah i was really blown away by this concept if these guys can make this a reality like a single system that can help connect all of our code to all of these devices all around the world and make them smarter that's a revolution i think so yeah um this is tough uh the

SPEAKER_20: ad business and ad business tools tend to be small um and i think taktun is the bigger opportunity but once again i find myself wanting to fund both companies i think one of the things we've accomplished here with founder fridays is it attracts people who are serious about being founders the quality of these companies so far and the quality of these pitches and the real use cases for these

SPEAKER_22: is extraordinary i think once again i might have done something brilliant a lot so i'll go with the

SPEAKER_00: sweep again i'll go with it was a taktun taktun from yerevan armenia taktun uh from mos eisley yes okay

SPEAKER_107: all right we have two more lawn this is our last match up until we have our elite eight selected we've

SPEAKER_04: got first up this one doesn't really need a lot of introduction i bet i'll say the name of the company

SPEAKER_107: and you'll know what they do from denver summer west whiskey what do they do long summer summer west

SPEAKER_04: whiskey that's the company name you can see the the video's about to start i want you to get another

SPEAKER_287: sass company what does it look like what shape is the bottle and what color is the label you're likely

SPEAKER_289: picturing a dark kind of squarish looking bottle because that's how whiskey has always looked you're potentially picturing something like this mhm daniel's makers mark maybe this but this is the exact problem in the category the whiskey category is an old school industry with an aging demographic that makes new drinkers feel like it's unapproachable with its outdated branding and elitist language that's what i like which is exactly why we're launching summer west whiskey brand that prioritizes easy drinking with lower proofing and smoother mash bills that don't make people scared to sip it our product has approachable and unique branding that stands out in the bar is going after a hugely under-targeted demographic of new drinkers age 21 to 35. last year i launched a pilot program called bravado whiskey of 1200 bottles which sold out in less than 12 months being sold only in downtown denver from that we developed our flavor profile further dialed in our pricing and learned what attributes of a product are going to truly make it stand out and maximize account velocity my name is noah i'm an experienced financial analyst and i'm the founder of summer west whiskey on our team i've recruited industry professionals who specialize in their own respected niche of alcohol

SPEAKER_35: and cpg okay here we go all right uh fantastic i mean i'm looking at that i do think that changing flavor profiles slightly to appeal to new audiences is not a bad idea and i do think packaging matters we saw that with tequila and mezcal all of those went through a little bit of a revolution i think even mezcal becoming a category it's more smoky i guess and then some people like the sweetness of some casa azul or whatever but the bottles become iconic people like that part of it uh and so

SPEAKER_04: finally our our very last pitch of the uh sweet 16 from chicago here is the uh child care marketplace

SPEAKER_305: service mom sub okay here we go 64 different people to try to get care with mom subs sarah submitted her needs got matched to one nanny available when and where she needed care every week matt jackie on video and booked her mom sub handle background checks scheduling confirmations payments and schedule changes to take out all the hassle of finding child care this year conversions grew 58 month over month sales increased 27 the take is mostly from hourly service fees which are included in the hourly rate and don't feel extra like subscription fees charged by competitors that only provide a list not a match imagine if every time you needed a ride uber gave you a list of 30 drivers names and numbers and told you to find one willing to pick you up that's what middle-class working moms who need part-time care face there are seven million of them with a take of 600 the take for our b2b employer benefits is 10 000 there are 50 000 of them so the tam is 4.7 billion with 4 000 parents and 100 companies per city in 30 cities we get to 100 million our team includes serial

SPEAKER_308: entrepreneurs devoted to building mom sub so mom sub is a child care provider for affordable trusted

SPEAKER_02: neighborhood child care and the benefit is um the cool thing about it is they're matching you with one

SPEAKER_04: person who they recommend as opposed to you know like looking up on craigslist you've got a hundred

SPEAKER_233: people and then you've got a hunt and peck and try to find the one so i guess then the question becomes

SPEAKER_22: how is this different than an agency um but i do know that this is a big problem yeah i think it's

SPEAKER_04: just taking what an agency would do and putting it in an app so now i contact that person on an app i can pay them over the app if i need to text them or we reschedule it's all right there but yeah it is

SPEAKER_143: basically like if you went through a professional agency yeah so it feels you know this is always one

SPEAKER_20: of the challenges of our industry is is it a service business or is it a scalable business and

SPEAKER_22: marketplaces are great they were sort of deriding marketplaces here like care.com which there's tons of reasons to not like a marketplace because it's variable people can set their prices but for the providers they want to set prices for some parents you actually want to have a variable in prices

SPEAKER_20: because some people might be looking for an au pair that's cheaper or a teenager to do babysitting other people might have anxiety about that and prefer somebody who's been doing it for 30 years

SPEAKER_22: has three kids of their own who are off at college and they want somebody who's cpr trained background checked etc and just more dependable right first aid uh certifications all that stuff uh so both of these i'm lukewarm on i'm gonna go with mom some myself because i do think it's a bigger problem and i'm i'm not really into consumer packaged goods all that much but i do wish them well if this was a consumer packaged goods competition and i was an investor in that space which some people are they might really like what they're doing with that uniqueness of the whiskey but i'm gonna go mom

SPEAKER_26: sub anybody else i want to go next oh i got thoughts okay so first of all strong thoughts about this first of all we already have alka pops and coolers we already have hard seltzers we don't need to take the glory that is the amber liquid of whiskey the tears of the gods themselves scotland's critical cultural supremacy and turn it into children's booze this is ridiculous the new bottle is ugly noah i love you i love what you're working on don't like this sorry uh on the nanny front for mom sub because so many of our friends right now guys have kids between the ages of zero and three we've seen a lot of this conversation uh we've also had winnie on the show sarah moskos company that helps people find daycare this is such a big problem um i think it's a huge opportunity so mom sub for me

SPEAKER_313: boo to summer west whiskey but i love you guys good luck uh mom sub moves forward i will say i love the

SPEAKER_107: concept of summer west whiskey i think it's an interesting idea i also didn't like that bottle the white bottle it looks like rum that's that's a rum bottle that was the immediately i thought of

SPEAKER_259: that rum brand that's in a white white it's like malibu rum is in the white bottle i think oh no

SPEAKER_173: don't don't bring up malibu i've got hangovers still from that stuff alex is triggered okay so

SPEAKER_315: now we have our finally it's gonna be an absolute blast all right guys we have to do office hours

SPEAKER_26: before we go today for office hours we are meeting with sergey poe of orchestra now orchestra builds communication software for teams think things like chat video calls ai help inside of chat task management and all that in one platform you can check it out at orch dot s o please welcome to the

SPEAKER_317: show it's sergey sergey tell us a little bit about your business and what your big challenge is right

SPEAKER_320: now uh rebels and orchestra and all-in-one communication and routine to workspace for modern teams uh we streamline streamline communication and task management into one seamless process and save up to a day per week or for on team collaboration uh this is our main idea uh in fact we are building

SPEAKER_321: uh some kind of we mix uh tools like slack uh notion and zoom in in one tool uh and uh help help teams to be more focused on what they're building uh without context reaching without uh problems on syncing data between tools and so on this is our main idea we started to build it uh for for our team

SPEAKER_320: because we experienced this pro this the problem of context context implementation for years and we use orchestra right now uh it's uh our main tool uh and uh what's our our biggest challenge uh right now is uh the go-to-market strategy uh we understand that uh we have our first customers and we see that

SPEAKER_321: customers love our products but it's uh really competitive for it's really competitive market uh where it's really hard to to find your customers and to onboard into product and to acquire to acquire it and to save it in product so i'm interested in any ideas about it because this is what we're working

SPEAKER_22: on right now all right so it's a really good idea to combine slack and it's a notion the big challenge you are going to have obviously we've talked about this i think previously is how do you get people off of slack and notion and coda those are very sticky products so i'm curious how has that gone for you because i can't in our firm rip out notion or coda or slack right now so is the strategy to find people who are frustrated with those things for some reason and why would they be frustrated or is the idea to go with people who have new startups and have them start from scratch with their new project or startup

SPEAKER_320: yeah what's what's work sergey uh we tried both and we see that both uh that uh the idea uh of requiring users that uh that uh understand the problem is better at the moment because we don't have uh the new startups they don't know about us uh they know for example about linear or slack and it's a pretty common uh common uh tools to use and uh for us but uh uh our our the uh the customer that's love us uh much uh uh that uh loves us uh really much is the customer that came to us on our idea that we want to merge all these tools together and help them to be more effective got it uh questions from our

SPEAKER_331: other panelists alex and lon about the business yeah uh where is the company based uh we are spread

SPEAKER_320: all over the world we are fully remote from canada to to asia uh and we spent uh i spend my days

SPEAKER_321: between uh san francisco and uh and barcelona right now oh okay because i was i was hoping there was

SPEAKER_23: some sort of like you know national element like in europe you could lean on and say hey you know forget

SPEAKER_26: those american companies we're homegrown over here but it sounds like it's more of a distributed team so that wouldn't quite work i'm curious have you have you put a lot of capital into traditional kind

SPEAKER_23: of gtm channels like you know social ads insertion so forth and just found that to be cost ineffective

SPEAKER_320: uh right now we use uh we spent our you know orchestra is a very big product and you need to craft it very uh you need to to make it very precise and uh with good ux uh like we want to build something like linear build uh with this approach to product uh and we spent uh uh previous year building orchestra uh and uh in a back in close better so we had a small amount of customers that uh that use orchestra uh came to us with their feedback and we improve improve improve improve uh i would so uh so uh right now we use only founders that approach so we outreach uh our customers with warm outreach we show the product we have pretty comprehensive sales posts right now uh we talk to uh to our prospects then we make a demo uh for example for the ceo or coo uh if he if uh they like the demo uh we create an onboarding call uh when we're on this call we uh on what's all their team we help them to set up all the workspace to uh to show them how to use orchestra and then uh we support them uh in our support chats uh during all all the during all the all the days uh so right now we use founders that approach we don't use paid marketing something like this uh previous previous uh month we got our first two customers from marketing uh i'm not sure how they how they found uh found us somewhere somewhere uh on social media but i they don't remember how they found us yeah that is so i am not a marketing expert but i just

SPEAKER_23: i was just thinking about this as you were talking one thing that i that i would try if i was in your shoes was simply to create a 10 to 15 user account for every single startup that's going through an accelerator and just make sure that i email all them and saying hey don't want to give salesforce

SPEAKER_26: and slot all your money come try orchestra you can have it free for a year or whatever because those companies are incredibly cash strapped and they're probably not as deep in their existing work at work outside of the we are here at launch for example have you tried that have you tried the

SPEAKER_320: incubator startup route not yet uh i just uh had a call today with uh with an incubator that uh hotel who told me this idea yeah two two hours ago so the easiest way to do it is to just create slash

SPEAKER_20: startups at your uh website right and have a landing page that says augustra for startups if you're under uh 3 million in revenue if you're under uh 20 employees you can use the product for free for the next 12 months sign up here and then after that you get 50 pricing until your series a what this will do to alex's point is it's going to give you people who um are really focused really um tech savvy really operationally you know and product driven customers and that's really awesome because they're going to give you really nuanced feedback founder to founder and that uh tends to be the best you know advice you can get so you're going to learn a lot from them even though you're not going to make

SPEAKER_04: a ton of money from them and so i love it as a concept yeah yeah one more one more question i i have we use notion and slack all day here constantly and coda and coda and and i have some very specific using it all day like mini frustration points what are some of the big pain points with those apps that you guys are attacking with orchestra and trying to sort of solve uh we have two main pay points uh first

SPEAKER_320: pain point is uh channel fatigue and slack uh when your team grow grows uh you have you are overwhelmed with messages and you for example have the general chat or chat for marketing and in this marketing chat everyone discuss everything you can't uh understand what's going on in orchestra we have task focus chats channels for each part of the work it's a very very small chat with only the people who involved so they don't disrupt anyone else they they have all their context uh in one chat they don't need to switch between apps they don't distract everyone and this is a first pain point that we solve and and the second pain point that we solve is that uh when you use for example slack in notion uh your communication slack uh doesn't uh connect it with your tasks in notion so you need to uh to jump between back and forth between these tools and try to understand okay where are these tasks what we where we discard this uh uh it was a week ago or two weeks ago and and you spend a lot of you need to uh use your brains and you focus to find out what's going on exactly and i hate doing that you know yeah that's what's where that's uh this is the two main problems with it we are solving that number two that you just named

SPEAKER_00: that's it well you know if you are the type of organization that has a task list a to-do list and

SPEAKER_20: you're really into kanban boards and you you know that kind of getting through stuff which might be

SPEAKER_22: like a dev shop right or you're working on releasing a new product you want all the tasks in one place etc when you assign a task the chat is assigned to that task if you want to learn more go to orch.so would really appreciate people trying the product and giving uh sergey some feedback everybody

SPEAKER_35: go check out o-r-c-h dot s-o this is a company that went through our accelerator they're doing fantastic really innovative idea i hope everybody checks it out and we'll talk to you soon sergey

SPEAKER_22: thank you for your time okay for alex wilhelm and lon harris i am jason calacanis this week in startups.com slash docket if you want to see the docket for friday we will not be talking about

SPEAKER_354: tariffs our national nightmare last word knock on wood i don't want to jinx it but hopefully we can go on

SPEAKER_355: to the next chaotic moment for oh we can just focus on startups and building businesses again

SPEAKER_20: please for the love of god like if anybody could put the gun back in the holster put the safety on and put it in the closet please stop shooting us in the foot dance dance we'll see you all next time bye bye