00:11Hey everyone, for todays live office hours
we're joined by Adora and Avichal and
00:16I'll leave it to them to
introduce themselves.
00:23I am a partner at Y Combinator.
00:24Previously I had a, I was a founder
CEO of a startup called Homejoy.
00:29>> Hey, Avichal Garg, I am a YC expert.
00:33I was was recently director
of product at Facebook.
00:36Done a couple startups,
sold a couple, invested in a bunch.
00:39[BLANK AUDIO]
>> Angela.
00:42>> Hello, Adora.
Nice to meet you.
00:43>> Avichal, good to meet you.
00:46>> Avichal, good to meet you.
00:47>> Cool, welcome, so, tell us what you do.
00:52Hi, we're working on Appmission.
00:54It's a web application
that offers high quality,
00:56personalized college admission advice for
high school student.
00:59>> So is it a, is there not a person
on the other end, or how does the?
01:03Can you give the most common
use case of how people use it?
01:06>> So a student can sign up for free,
and then they will create a profile.
01:09>> The profile includes the academic
information, including the GPA it
01:14has scores, and also extracurricular
activities, and the college goals.
01:18For example, the colleges that
they want to get into, and
01:21also the majors they are interested in.
01:23So once they enter the data,
we generate algorithm to-.
01:26We use our algorithm to generate
a personalized recommendations
01:29to them to help them reach their goals.
01:32>> Gotcha, so who's using this or
who do you want to use this?
01:34>> The high school students and
their parents.
01:36>> Who more specifically?
01:38>> For those who cannot afford
private college counseling
01:41because that is the price range is
from 4,000 to $40,000 per package.
01:48>> And why would they use this?
01:52>> Because in the U.S. public high school,
one counselor serves 491 students, and
01:57each student only get 38 minutes
of college advising per year.
02:01So we want to fill in the gap so
they can get access and
02:04we think that every student deserve
the help they need to get into college.
02:07>> Is there one particular thing
that they really need help on?
02:10Because one of the things I
think a lot of people only buy
02:13a lot of books about is essays,
because the application itself is pretty
02:17objective diifferent
objective in standard, right?
02:19So do you find there's a specific feature
that people are really looking for
02:22and will actually pay for?
02:24>> Yeah, that is interesting.
02:25So when we first started,
we just came pretty broad.
02:28We talked about our essays,
we talked about college selections.
02:32But recently,
when we talked to some of the users,
02:34we found out that they want
one on one interactions.
02:39And specifically on college selection and
the essay.
02:44>> So are you building a marketplace then-
>> [LAUGH]
02:47>> So when we first started,
which we just kind of did it on our own.
02:51The back end is us but actually we talked
to Anton our mentor on this, our school
02:58and we also got some feedback from users
saying they want one on one interactions.
03:04So last weekend our team spent 30 hours
to build and launch that marketplace.
03:08>> And how's that going?
03:10>> It's going quicker than I expected.
03:14So we, for the past three days we
had about 800 people visit the site.
03:22And then we had 60,
about 60 advisors signed up.
03:27So right now, because of marketplace,
we focus on the supply side first.
03:30>> Okay, so you have 60 advisors.
03:34And so you're focused on acquiring those-.
03:36Do you think that's enough?
03:37That seems like enough, because -.
03:42>> I don't think you can hear me,
can you hear me?
03:45>> Hear me and [INAUDIBLE]?
03:46>> There you go, this is not on.
03:49>> [INAUDIBLE]
>> Are we doing okay?
03:54[INAUDIBLE]
>> Yeah, yeah.
03:56>> [INAUDIBLE]
>> Does this make it better?
04:00>> It may not have been on before.
04:05Okay, cool, sorry about that.
04:10So you've got 60 advisors.
04:11It looks like you're ready to go then,
right?
04:13>> Yeah, we're ready to go.
04:14But then we, right now our next step
is to review those advisors and
04:18make sure their profile is nice and that
they are high quality of counsel that will
04:23have specialized in certain areas so that
we can use those to attract the students.
04:27>> Why is now the right time to do this?
04:29LIke this could have
been done five years ago.
04:33Has something changed in the world
that makes this possible now?
04:36>> I think the industry has been growing
04:39slower than other
consumer-based technology.
04:42So I think right now is a good time.
04:44Because the parents and student,
they are getting more and
04:46more tools in their school
using technology to learn.
04:49Like personalized learning and
collaborative learning.
04:52So I think this is the space where
it has not been fully utilized, yes.
04:59>> Why do you think that is?
05:02>> I think the reason why is.
05:05People usually,
they focus really on tutoring.
05:08They've put a lot of those energy
onto getting good grades, and
05:12then they feel like they
know exactly how they
05:15can get into college just based
on their friends and family.
05:19So they rely a lot of those
personal advice from the friends or
05:23family or
whoever would have gone through that, but
05:26we want to give them
the professional side of things.
05:31>> It seems like the amount of information
that's out there is out there and
05:36so peeople are trying to probably
differentiate themselves because there's
05:40the internet and I can get that same
access as a person a or person b.
05:45And so it makes sense that
05:48you need somebody else to tell you how to
make it better versus just reading stuff.
05:53Bu okay, so I want to focus on,
05:55it seems like your biggest challenge
right now is going to be matching right?
05:59>> Mm-hm.
>> So you have 60 advisors,
06:01it sounds like you believe they're high
quality right now to start matching them?
06:07>> So how are you going to, or
06:08what are your top two pre-determinants
of bringing on these advisors?
06:13>> So definitely one of
the things that we're looking for
06:15is, whether the counselor or
the advisor is certified or licensed.
06:21Again, we just launched a few days ago.
06:23What we are going to do is to focus on
those profiles that are existing right now
06:27and talk with the actual advisors to see
if they have the credentials, right?
06:32>> Are you advisors yourselves?
06:34>> I am.
>> Okay, so you're on the site?
06:37I mean one thing would be to just match
people to you, to figure that piece.
06:41>> Right.
So I already start doing that.
06:43I had one person, which I met in person,
06:46because they basically just
wanted to meet with me in person.
06:51We think that,
that this something that will be valuable.
06:54But already start putting myself
out there into, on the supply side.
06:59>> So there's a whole set of product
risk here which I think you guys
07:03The thing I keep coming back to is
actually the market risk on this.
07:05because my first startup was in education,
so I know a ton about this space actually.
07:10And historically the challenge has
been that they way that the average
07:15person in the US thinks about things like
college admissions is actually pretty
07:19different from people who are in this room
probably think about college education.
07:24And fundamentally a lot of that comes
down to do you think about education
07:27as an investment or an expenditure and
07:30this happens in a lot of markets
where you kind of build for yourself.
07:32And then you realize the market doesn't
actually behave the way that you behave.
07:36And so there's a leap that sometimes
companies aren't able to make.
07:40And so
that's why I was sort of probing on it.
07:42I was like has the market
actually underneath this changed?
07:45Like have you actually validated that
people want the same things you want?
07:48And that that market is large enough
to actually support a business.
07:50>> Well actually,
there is reason change that I think,
07:53will give us a opportunity
which is a new administration.
07:56Because we are talking about funding
cut into public school system.
08:01>> So we would expect that the resources
that they have will be less and less.
08:05And I think that is an opportunity to
educate the parents and student and
08:09The needs of having the college advising.
08:12>> Got you, but
they don't currently get it today?
08:15>> Right.
They get very minimal.
08:17>> What resources do people have?
08:20Because there's books,
08:21there used to be sites like Volt.com
which I don't think gives advice anymore.
08:26>> Yeah.
>> [LAUGH] So
08:28what are they using right now?
08:29>> Right.
So there are a lot of free sites
08:31out there like college for,
they have check.
08:34They have different websites that tells
them the details of the colleges that
08:38probably the application rates and
other stuff.
08:42But those are not personalized for them.
08:44And when we did an interview
with the users,
08:46they found it very overwhelming to go
through all these different sites.
08:49>> Who were the people that
you were interviewing?
08:51Where did you find those?
08:53>> We found them from our neighborhood.
08:54Found them from our friends kids and
basically people that we know.
08:59>> Yeah.
I keep coming back to this.
09:01I think specifically, this is one of the
biggest risks in the education market is
09:05that the mass market is going to behave
differently than the people that you know.
09:09And so actually validating by talking to
those people what their needs are and
09:12what you want to build for
09:13those people and what they want is
actually pretty critical early on.
09:17Because people from your neighborhood
probably think about education very
09:19similar to the way you do.
09:20Or your friend's kids probably think
about education very similarly
09:24>> That's why every since we launched,
we try to iterate different ideas onto
09:28the site to see which one
catch more of the attention.
09:31So far I think we were able
to identify that one on one,
09:35personalized interaction is important.
09:37But I think the next step we wanted to
drill down into something more specific,
09:42so that we can just
focus on that one thing.
09:45>> Yeah.
Have you guys considered the international
09:48Is this just a U.S.
problem, or is this a global problem?
09:53>> We thought about it.
09:55There is some leads that we talked to.
09:57There's definitely the potential there for
international markets.
10:01But the platform that we have built out so
far is really targeted to U.S., but
10:05that doesn't really limit us
on expanding to more markets.
10:09>> Have you thought about
going international first,
10:12as opposed to U.S. first?
10:13>> So our target was basically
States first, that was the focus.
10:17And in fact our website is admission.us,
so it's more like, you know.
10:23But definitely again, we do know
that there are people out there,
10:27outside of the United States who
want to study here in the States and
10:31they need that information as well.
10:33We talked to advisors, as well,
from outside of the country, and
10:37there is the need, but
we don't really have an idea,
10:41you know let's target those markets yet.
10:44>> How many users are on
your site right now?
10:46>> We have about 200 students on site.
10:49>> 200 students, and what's the common
element amongst all of them?
10:54>> So we have 40% of those are senior,
so that tells me that they're pretty,
10:59they wait until pretty
last minute to do this.
11:01And then 25% the junior.
11:04A majority of them are focusing on
computer science, and engineering,
11:08math type, and business majors.
11:12>> It sounds like you might want to,
11:13and I think this is kind of what Avichal
was getting at also, is try to figure out
11:17what is that core thing that they
really need, versus just like.
11:22Right now it seems a little abstract of,
I'm going to help you find a college, but
11:27it might be something as simple as
the essay, like I need help on the essay.
11:30And just focus on that one thing, and
drive it home verses being a little bit,
11:37doing some many things at once.
11:42>> So our mission is to basically
make sure that we provide the same
11:45opportunities for all students.
11:47That chance to go into college.
11:48And we understand that definitely
within maybe California,
11:52maybe in bigger cities that
students are more educated.
11:57They have the background of
what's the path to college.
12:00And beyond that what we are trying to do,
again you know going back to mission,
12:04we want to make sure that outside
of these group of students,
12:08people from outside California also have
the same access to the same information.
12:12I mean if you think about or
actually based on our survey or
12:16talking to users we know that
a lot of students actually think
12:21they might not even have the chance
to into colleges because it
12:26might not be affordable to them, right?
12:30But there is definitely alternatives for
them like financial way and
12:34That's the tier that
we're trying to target,
12:37to make sure that they have
access to that information.
12:40So that they know they at least have
the chance to apply to college, and
12:43maybe qualify for financial aid and path.
12:50>> I'm just going to echo what
I think Adora's saying is,
12:52I love what you said by the way.
12:54Like that's an awesome mission, right?
12:55And so there's, when you think about
a company there's like the mission,
12:58Like when we achieve the mission
here's what the world will look like.
13:00There's the strategy,
13:01which is like, here's how we're going to,
in the fewest number of words,
13:04how we're going to go about achieving our
mission, and then there's the tactics.
13:07There's the things that
you do week over week in
13:09pursuit of your strategy to validate
whether that strategy is true or not.
13:12I think the advice that Adora's
giving is more like strategic advise.
13:15Where it's like okay, great, that's
an awesome mission but where do you start?
13:18Like what is the first
value that you create for
13:19people and then that lets you create that
second value, and the third value, and
13:22then you've created all of the value for
that population of people.
13:25But where do you start?
13:26>> Yeah, if you think about if
you're going to apply to college,
13:28there's many steps in that and
you can't tackle every single step.
13:31So, find the one in which people
are having the most issue with or
13:35they need the most help and
which they will actually pay for as well,
13:37because you're trying, obviously,
build a business, right?
13:39>> Right.
>> And, it's not just product strategy.
13:42There's also the go to market strategy,
which is, that's a lot of people, right?
13:46How many people, is it like 50% of
people even that take the SAT in the US?
13:50Right?
It's like half
13:50the people don't even take the SAT, right?
13:52So you're talking about large numbers
of people at every step of the funnel.
13:55And so who you target is also part of your
strategy, and who you target is going to
13:58be directly tied to what you build for
those people as the first step.
14:02>> Yeah, I think that's a great point and
when we first started there are like
14:07many different angles we can target,
and we want to use the users' data and
14:12we want to just ask the users to
drive us to which is the focus.
14:16And I felt like because the early
acquisition is really hard for
14:20the users so I don't have enough people to
actually give me feedback on which areas
14:25they want to focus on.
14:27Some early indication is
school selection and essay.
14:30So these are the two so far that I can
identify from major is a science, math,
14:35So those are three majors.
14:36So we have some pieces of signals
that tell us which way we should go.
14:40But I know, in my heart,
14:43that going forward there is some,
one area that I need to focus on.
14:47I feel like we don't have
enough data to get there yet.
14:49>> Yeah, well, the challenge of data,
this goes back to
14:54there is two ways to figure
out what you want to build,
14:57whether it's your go to market plan,
your product is the top down.
15:00Which is you go get a bunch of data.
15:01Where are the opportunities?
15:03How do you slice the market?
15:03We're going to start here and
then we're going to go here and
15:05then we're going to go here.
15:06Or bottoms up which is you build
the thing, you put it out there,
15:08people start using it.
15:08They're like we want this.
15:11And a lot of software actually bottoms up,
is great.
15:13Because the early adopters indicate where
the world is headed as we build for
15:17them and then the rest of
the world kind of catches up.
15:19It's like social networking,
obviously is a great example of that.
15:23The challenge is if the people that are
the early adopters of your product are not
15:26representative of what
everybody else is going to do,
15:29then you end up building a thing that
doesn't actually work for everybody else.
15:32And that's, I think, part of the challenge
that you would have right now if you do
15:35that is, I suspect the people that
are coming to you are not going to be
15:37100% representative.
15:39To me it sounds like
15:39two different populations of
people that you're talking about.
15:41The people who don't know about financial
aid and maybe are not applying to colleges
15:44and not doing all this kind of stuff and
don't have the support, versus like
15:48people who are organically finding
this and care about this stuff a lot.
15:51Like to me it actually sounds like
different populations of people.
15:55>> Okay, I think we have to finish up,
but just one last thing It seems
15:59like a lot of people are coming to you for
advice anyway.
16:02I might just start from there, and
just sit down with all these people And
16:06just do it all day every single day for
the next, I don't know, few weeks.
16:10And then, see if they're anything common
things that people are asking you.
16:14Also, you have access to now 60 advisers.
16:17You could also sit with them and
do the exact same thing.
16:20It's totally not a scalable
thing to do in the future.
16:22But, it seems like to figure out where
to start that's like one way to go about
16:40>> Good to meet you.
16:42>> Cool thanks for coming.
16:46>> Thank you.
>> What are you guys working on?
16:48>> So I'm Sid and I'm the CEO and
co-founder of Yembo.
16:51At Yembo, we are bringing computer
vision technology to solve the price and
16:55cost estimation problem for
the home services market,
16:58specifically we are starting
with the moving industry.
17:01So let's say you are consumer and
you want to move, and
17:03you want to know how
much it's going to cost.
17:05You take a video and our technology
will identify all the items, and then,
17:09you get an upfront and accurate quote.
17:11So this is much better than
calling multiple moving companies,
17:16staying on the phone for about half an
hour each to get arbitrary ground codes,
17:20or waiting at home for
on site estimator to come visit.
17:23>> So is this an app?
17:27And we have multiple channels,
we did an NVP pilot with an app.
17:30We've also been working on just
having it directly on the web page of
17:34>> So say, I'm at home, it sounds like I
take the app and I'm taking pictures and
17:38I'm sending it to you guys and then,
you kind of give me an estimate ASAP,
17:45and we also have a solution where
you can text it to a number.
17:48>> But it's the same technology.
17:49>> Okay, and
this is more accurate than the, or
17:51what's the percent of accuracy do
you get versus someone coming in?
17:56>> So
we are targeting the same accuracies.
17:58So the way we are thinking about it
is today the estimation process takes
18:03about a week for you to get a quote or
you get multiple quotes and
18:07you don't really understand
why a quote is what it is.
18:11So our goal is to give you a complete
breakdown on what it is, and we still have
18:15some human labor in the background,
cleaning up the mistakes the AI is making.
18:21So our goal is to reduce the human
time to less than five minutes.
18:25>> Why is it so expensive,
or why is it so,
18:27take a week to get a quote like
where moving take coming along?
18:31>> So one main reason is if you are
scheduling an onsite estimator with it.
18:36So it costs the moving company a lot,
more than $200 for a visit.
18:41And you have to schedule
someone to come visit.
18:44And these guys are able to
do 2 to 3 estimates a day.
18:47So in summertime and it's busy,
it gets really backed up.
18:52So most companies don't end up actually
sending an on-site estimator, and
18:56they give price quotes over the phone.
18:58Our research shows that 90% of this was
wrong, so consumers shop around and
19:02that they don't really understand why
a companies quoting what they're quoting.
19:08And in a lot of cases what happens
is there are these predatory
19:11providers in the market who take
advantage of this price opaqueness and
19:15they give you a low ball quote,
get your business, and
19:18on the day of your move specifically,
they slap you with last minute fee hikes.
19:22So we want to eliminate all of that.
19:25>> So once you get the quote are you
also doing the moving yourself or
19:28are you selling leads?
19:32>> So, our strategies,
19:33we're working with moving companies
to do the estimating for them.
19:36So we are not a moving company, and
our customer is the moving company.
19:39>> So you're a white label solution for
them.
19:42>> Why do you need computer vision for
this?
19:44It seems like everything you described
to me sounds like process failures,
19:47like transparency in a market place
failures, like it sounds like a bunch of,
19:51well what does the computer
vision give you?
19:52>> So our initial MVP that we deployed
doesn't have any computer vision.
19:56People just take videos and
19:58someone watches it in
the back end to give a quote.
20:00That takes around 90 minutes per person so
and
20:04also you need to hire and
scale human workforce to do that.
20:07And there are a few other
companies that's doing this.
20:10So our goal is, we eliminate like
majority of the work through using CV
20:17and keep the human workload
to as less possible.
20:22And from a product perspective
what we want to be also able
20:27to deliver to consumers is a interactively
of them customizing their quote.
20:31So let's say you have a $2,000 budget and
everything,
20:36moving everything is maybe
going to cost $3,000.
20:38Then you can decide, pick and
choose how you want to spend that money.
20:42>> How do you intend to charge for this?
20:45And do you have current
customers right now?
20:47>> Yeah, so we signed our first deal for
20:50a paid trial with a moving
company in San Diego.
20:54There, we are doing this GPM solution
where it is $10 with no AI and
20:59$50 with AI and
a we are talking to multiple
21:04large growing companies from $20 million
annual revenue to a few billion dollars.
21:09And we are in the final stages of
negotiations with some of them
21:13on the timelines as well as
the features of a paid pilot.
21:17So it's like enterprise level
contracts that we're going after.
21:21So what does success look like for you?
21:23Is it accuracy or
what are these folks looking from you?
21:28>> So, two different things.
21:30From a consumer standpoint,
they want to reduce the friction of,
21:34they want to provide a better quality
of service because there's no way for
21:39the good companies to
differentiate themselves right now.
21:41So they are looking at it as
a better way to do customer service.
21:46And also from a cost stand point,
21:48since it costs more than $200 to send
an on-site estimator and it doesn't scale,
21:53they're looking at ways to increase
their bottom line and their profits.
21:58>> I wonder if there's a bigger
market in you being the initial,
22:02people thinking you're the initial moving
company, or and you are selling the leads.
22:08I don't know if you want to get
into the actual moving itself,
22:11that seems quite different.
22:12Just operationally a headache,
but Instead,
22:15part of what you're doing
is also acquiring users and
22:19getting that sales process going and
making it a great experience.
22:24And if you do that really well, then,
why not just own the entire process?
22:28The entire sale process, I guess.
22:29>> That's something that we've considered,
but
22:32moving has a lot more,
I guess intricacies and just the code.
22:37So right now, we're just hyperfocused
on generating the best code possible.
22:42That's something that we could
possibly do in the future.
22:45And the second point is we're
not acquiring customers today.
22:48The moving companies acquire
customers themselves.
22:50So we are a technology that it's
either there on their website or
22:54they direct consumers to our app.
22:56>> Why do you charge more for
the AI and less for the people?
23:01>> So with the $10 solution,
23:03the assumption is if you're the moving
company, you watch the video and
23:07provide the coach yourself so
>> So there's some human,
23:11if you're the moving company, you have to
hire people to actually watch the video.
23:14>> So
you're not hiring the people to do it.
23:18>> Who is actually,
taking the non AI version?
23:23>> Right now,
our AI is not completely ready yet.
23:25So that's the product that
we are selling right now.
23:29>> I see, but why not sell just the AI?
23:31I mean, that's what you're going to be.
23:32So why not sell the AI product now?
23:34And you could still have
yourselves in the back.
23:37Yeah, fake it 'til you make it, you know?
23:39>> So that's a good question.
23:42The first one is do you want to train
RAI on real world people's homes?
23:48You can imagine when you're moving your
house looks nothing like the beautiful
23:52catalog pictures-
>> It seems like this is,
23:54you need a lot of data, and
23:55to get a lot of data really quickly, You
could just provide this blanket solution,
23:59and all the moving companies
think they're getting this thing.
24:02>> Yeah, and so-
>> And
24:03you're providing the same amount
of quality either way, right?
24:05>> Yeah, so we had actually hiring
annotators that are outsourced,
24:11where as our AI is improving
their workload is reducing, so
24:14that's something that we're doing.
24:16>> So homes are very different, and which
is why it's probably such a big problem,
24:20no one has figured out how to
standardize the quoting process.
24:24How much data do you think you need before
you've gotten something that can just
24:30>> So we are actively also web
scraping for data from Google Flickr,
24:35so we have a few million
submissions already downloaded.
24:40So the goal, again, with the AI is the
accuracy keeps increasing with time and
24:45as more consumers use it.
24:47And we have a fail-safe
mechanism of humans filling
24:52in the gaps in the mean time.
24:55>> What do you think your biggest or
what is your biggest challenge right now?
24:57>> [LAUGH] That's a good question, so and
24:59it's one thing I think startup school
has actually helped us out with.
25:03So we are going after large
enterprise contracts, and
25:06it's taking some time,
because our AI is not ready yet.
25:10So we are looking at ways of
how to deploy solution while
25:14simultaneously can monetize it, as well.
25:18So in the meantime,
because of our mentor from startup school,
25:24we are doing this GPM solution so
that we get our product out the door.
25:27We did a non-paid pilot, so this is
the way to get some paying customers.
25:32So anything that can reduce the sales
process, especially as we are going
25:37after the enterprise customers,
would help us accelerate faster.
25:41As well as, I guess,
we need to clone ourselves to create
25:46a product that's much accurate
in a shorter period of time.
25:50>> Have I got that right,
that it's generating leads, and then, so
25:54what does your pipeline look like?
25:56How many companies do you talk to a day?
25:59>> Sure, so as Sid mentioned,
we're targeting, initially,
26:02these larger enterprises,
because that allows us to scale faster.
26:05So we found it's pretty easy to get
companies in the funnel when you explain
26:10It's the end of that, after you've shown
them the tech, you've shown them the demo,
26:14and we're ready to sign for a paid pilot,
that a lot of folks are saying,
26:18this is great,
I need it to do everything right now.
26:21So there's a bit of a gap
between where we are today and
26:23where we need to be where we
could close them a lot faster.
26:26And that's kind of where we're coming
in with these creative ideas of
26:29how do we monetize what we have today,
and then work towards that goal.
26:32>> What is that gap, exactly?
26:33So they want the full AI, and
it just produces a price quote.
26:37>> And do an [INAUDIBLE] list.
26:38>> Yeah, so you can imagine that we're
26:44detecting about 40 objects today, so
we need to scale that to 150 objects.
26:50And because we're using video, we need
to track these objects across frames.
26:54So we understand that this is one chair,
even though I'm seeing it for
26:57from the 5th second to the 15th second.
27:00So as we need to identify
the size of the object,
27:02because that contributes to cost as well.
27:04So there are multiple things
that we are doing, so
27:07we are working simultaneously and
making progress in all of these.
27:11>> And are they willing to sign LOI's
that say like, hey, if you had this,
27:14we would give you $10,000 a month or-
>> Already signed.
27:17>> I see, and so
how many of those LOI's do you have?
27:19>> So we have half a dozen
of LOI's already signed, so
27:24we still working on
the contract dollar amount.
27:28With a few customers,
27:29we are in the final stages of figuring
that amount actually is going to be.
27:35>> And how are you pricing that?
27:36So for the ones that you do have signed,
how have you priced it?
27:38>> For the first year,
we are pitching a flat fee, so
27:43a few $100,000, where they can use
our product as much as they want.
27:50Where we actually work together with
them in refining the process of how
27:55consumers actually use our
technology to get a quote.
27:58>> I see, so the total contract size, or
each contract is worth a couple 100,000?
28:03>> So we're looking at signing a maximum
of up to three, in the first year, for
28:09>> I see, so couldn't you just,
to Dora's earlier point,
28:12couldn't you just hire two
people to do this full time?
28:15And go get a couple $100,000 from
these guys and say, hey, we have AI,
28:18that's as good as a human because
you literally you have a human?
28:20>> That's what we're doing, I mean,
that's out goal once we sign this.
28:25But we also want more
turnaround time of a few hours.
28:31So that's something that we're
working with actually, so
28:33that's a very good point.
28:34>> What is your turn around time?
28:36I guess your optimizing
this at this point.
28:38>> Yeah, so it depends, so we can have
our turnaround time as less as one hour.
28:43It just means that we need to make sure
that we have someone on call 24 hours
28:48a day, so when when RDA spits out
the analysis, they're able to clean that.
28:54>> You might actually just want to figure
out what the labor cost there, for now,
28:57as you're billing up to data.
28:58And then just price accordingly.
29:01So right now you're charging $10 or
something $50.
29:06>> Yeah.
>> $50, and right now,
29:07due to the labor costs,
because you don't have all the data,
29:10it's not accurate enough,
it might be $100 cost to you.
29:13So why not just charge something
a little bit above that?
29:17It will knock out a number of
people who won't pay that much, but
29:21at least it'll get you
going with real customers.
29:25>> So, the large enterprise customers
we are pitching are flat rate.
29:28So the smaller guys pitching the $10 and
$50,
29:31just to get more data through our pipe
line, but maybe that is a good idea.
29:37>> Why are you pitching flat
rate with the big customers?
29:39>> Because this is very new to them, and
29:42we want to make sure they are incentivized
to use it as much as possible.
29:47And pitching on a per use fee,
we feel like,
29:52maybe-
>> Do they already have estimators?
29:55Because you are replacing them,
in some sense, down the road, right?
29:59>> So I don't think, initially, the target
is, let's say, you have a five bedroom or
30:03six bedroom house, they may still
want to send an estimator over.
30:07But there's sort of a significant,
30:09maybe 75% of the cases where they
don't really send an estimator.
30:12So initially, based on our conversations,
30:15they may start using as far as that
specific segment of the market or before.
30:20>> This may getting a little
into the leads, but
30:22one of the advantages of sending in
estimators is they're also a sales person,
30:25and so they close the sale for them.
30:28And so it might be that,
30:29especially if you're going into a huge
house that could be a lot of profit for
30:33them, they wouldn't even want to just
send them off to somewhere else.
30:37>> So maybe is you also,
this is a tool for that estimator, right?
30:40To go faster, and
they can get to more houses, and
30:43that's one of the options that we're
working with, with one of these companies.
30:46>> Great, okay, got it.
30:48>> So what does this become?
30:49Suppose you're successful, you get
a bunch of contracts, then what happens?
30:52>> So again, we started with moving,
but we've also found opportunities in
30:57other parallel verticals, like painting
and home renovations and, so on.
31:02So where the data that we're collecting
and the AI that we're treating,
31:06will help us get to a solution faster.
31:09So our goal is solve the problem for
one industry and
31:12go horizontal to the second industry and,
so on.
31:16>> It seems something like
painting would be easier.
31:18>> Yeah, I was just thinking exactly that.
31:19>> because it's just like
square footage almost.
31:20>> It sounds so
much easier a problem to solve.
31:23>> It's actually slightly more difficult,
because if an on-site
31:28estimator comes to estimate your
painting areas with all this
31:33furniture that's blocking
the views of the walls and, so on.
31:38And also getting skill is
important in painting, so
31:41we need to get to the square feet level.
31:44So we looked at it, and
then we thought that
31:48the moving is an easy
problem to solve usually.
31:53>> Technically speaking.
31:54>> Technically speaking.
31:54>> I think, this is such a huge business,
31:57if you guys can eventually just solve the
estimation problem, the pricing problem.
32:01You've solved 90 percent of
the headache that all these home
32:04service lead generation sites.
32:06>> We agree.
[LAUGHTER]
32:07>> So this is like a billion dollar,
32:09This is the next Google potentially,
right?
32:12Congrats.
You should apply to YC.
32:15Yeah, looking forward to that.
32:16>> Okay. [LAUGHTER]. >> Great job guys.
32:17>> Thank you.
>> Yeah, thank you.
32:20>> It's good to meet you.
32:22>> [APPLAUSE]
>> Hey.
32:32>> Tell us what you do.
32:39Yeah.
So, we are Alma based.
32:41So what we do is we help schools
engage in their communities.
32:44So currently schools have problem tracking
their alumni once they graduate and
32:48alumni experience is very broken.
32:50Like the moment they graduate
they keep getting these giving
32:53solicitation emails and nothing much.
32:56with alumni base what happens is you can
create a private alumni network where your
33:00alumni can sign up using the universal
log ins like Facebook and Linked In.
33:03And then they can engage with each other
for mentorships, for job opportunities or
33:07for signing up for
the reunions and such things.
33:10And when those alumni are engaging,
the school would get insights like
33:15how was this particular alumni
engaging with our Facebook page.
33:19How many times he has like us or
how many times he has commented.
33:22Also team sights so
they can prioritize their alumni.
33:25And then they can reach out to the right
alumni for different opportunities.
33:29>> Is this for colleges, high schools?
33:30>> Yeah, K-12, independent schools,
and universities.
33:33>> Do they all have the same problems
in terms of reaching out to alumni?
33:38>> Yeah, universities definitely have
a different problem because they
33:40are a different scale.
33:41But schools have a different problem.
33:43The biggest problem that the schools
have is they do not have updated alumni
33:46data because the moment they graduate-
>> So,
33:49it's just a basic, like all you
do is currently is basic CRM and
33:52then in would be a hundred X
better than what they have now.
33:56>> Kind of, but the way that they get the
data into the CRM is by the social media
34:00integration, that's the key value that
we provide.So the moment you sign up,
34:03we get your profile information from
Facebook, your education, your employment,
34:07your current location.
34:08So if someone has moved from San Francisco
to Boston and they updated on Facebook,
34:12it automatically gets synched here.
34:13>> Currently the way schools are tracking
it is by either putting up a Google form
34:17on their alumni tabs on
the school website, or
34:19by asking them to email or phone-a-thons.
34:22>> So is their part of the problem
just connection to that person?
34:27So once, like just emailing them, and
34:29them actually seeing the email,
and then converting that person.
34:33>> Yeah, but it's quite difficult,
34:34like how many times you have responded
to any of your school emails.
34:37And then once you get
the input from the email,
34:39then you are going to need to
put in some in the database.
34:42And you always need to manually update
the database next to a spreadsheet or
34:44something like that.
34:45>> Which type of customer
are you focused on right now?
34:47High schools or college?
34:48>> High schools,
>> High schools.
34:50>> Yeah, [INAUDIBLE] ones.
34:52>> From the from the end user perspective
why would they want to sign up?
34:57Like they're having Snapchat and
Instagram, a Facebook,
34:59a What'sApp, instant messenger,
a phone, an email address, a Slack.
35:02>> Yes.
>> And this?
35:04>> [LAUGH]
>> This is something a lot of people ask
35:08So but, I'm in startup school, like in
our group, I just posted to say, how
35:13many of you want to join a new network of
your alumni, and why do you want to join?
35:19Everyone was like, you we want to have
a private network because Linkedin and
35:23Facebook are public networks.
35:25>> Why doesn't a Facebook
group solve this?
35:29>> Facebook group doesn't solve
this because you cannot actually
35:31link to each other for job opportunities
or for mentorships, for one thing.
35:35>> What do you mean?
35:37You can just message someone if
35:38you're in the same group.
35:40>> No, but, I mean, how many times do
you actually get those notifications?
35:44>> I turn off lot of my groups.
35:45And then each of the group
is seven person these days,
35:48because Facebook really want to
promote ads or something on the group.
35:52So it's quite difficult in terms of
that engagement on Facebook groups.
35:55>> But why wouldn't the same thing.
35:57So, if I followed your logic,
you basically said you join a group,
35:59you could, theoretically join a group.
36:01>> Then people could reach out to you.
36:03They can like your stuff.
36:04They can post a bunch in the group.
36:06Facebook will notify you because
there's stuff happening in the group.
36:08>> Yeah.
>> That starts to get annoying.
36:09So you turn off the notifications.
36:11>> Exactly.
>> Why wouldn't the same
36:12thing happen for you?
36:12>> Yeah, so here you can actually set
up different notifications when they
36:16We asked them, how do you want to
contribute back to your community?
36:19Is it by mentorship or is it by providing
job sharing opportunities, or by giving or
36:24volunteering or planning a reunion?
36:25So ask those, and based on that,
they can configure notifications,
36:28and they would be getting
a digest based on those settings.
36:33>> I see.
>> Yeah and so
36:35you wouldn't be getting
all the common ones.
36:37For example,
the class of 1990 is having a reunion and
36:41you're on the Stanford group and
you're from the class of 2000.
36:44Then you actually don't want to see that,
right?
36:47I mean that's noise for you it's
not relevant for you in the group.
36:52>> How many schools do you have currently?
36:54>> To be precise, 94.
36:55>> And how many per school,
alumni per school?
36:59>> So, on average it's 5000 and it also
37:04goes 15,000 depending upon the boarding
school or the kind of school it is.
37:07>> 5000 alumni per school?
37:10>> Are on your site?
37:12>> Yeah.
>> How many school?
37:13>> 94, but-
>> 450,000 [INAUDIBLE].
37:15>> No, we have our own like, million
records like some schools have more and
37:18we also have signed up
some of the universities.
37:21>> I see.
>> And of that,
37:22like 25% have signed up on the platform.
37:24Just so, was still,
you have to sign up on the platform.
37:27>> I see.
>> And what are they doing
37:28when they sign up to the platform?
37:30>> So one thing is the admins,
like the online relations office,
37:34they have different tools, where they can
post content and a weekly digest goes.
37:39So the come and
they comment on this content or
37:41they respond to any of the things,
like there's a section called needs.
37:44If someone wanting help,
they can just post there.
37:46So they comment, they respond to this.
37:49This is actually that they
do at this point of time.
37:51Are there any job postings?
37:52They just come and apply if they're
looking for job opportunities.
37:55>> So if I'm at the office that's,
who's actually buying this,
38:00who's making the purchase?
38:01>> The school is buying it.
38:02>> Who's inside the school?
38:03Is it the alumni association?
38:04>> The alumni relations office.
38:06Not the association, but
the alumni relations office.
38:07Every school have a development
office in which the alumni
38:10relations office is a part of.
38:12>> Yeah.
>> So they buy it.
38:14are you pricing it for these people?
38:15>> Yeah, we are pricing.
38:16So we have three different plans, but
38:18the pro plan is something which has lots
of our features, which is $5,000 per year.
38:26>> It would seem like one,
to get these users,
38:29it would be right after they graduate.
38:33I feel like the missing feature here,
38:36something along the lines
of school spirit.
38:38I can't articulate right now.
38:41I'm trying to think like what Avichal is,
trying to say is a lot of what you're
38:44building is already on Facebook,
or these other things.
38:47And people naturally create
these groups actually.
38:49And maybe it's not the entire school,
but it's their friend set.
38:52I'm in a group of 100 people,
my high school I think, so, but
38:58what I, I don't know,
I'm not sure where I'm going to right now.
39:02But I think the way to capture
these people, and the alumni folks,
39:06the administrators can capture some
kind of school spirit thing where -.
39:10>> Come back to the other side.
39:13if you look at it the reason why you do
not want to give your contact information
39:16is because the school is not providing
any value to you at this point of time.
39:20So, but like if they could provide
some value hey like there are so
39:23many mentors if you want any
mentorship and you just come here and
39:26we would be helping you and
then there's a student aspect there.
39:29For example,
the graduating class in the high schools,
39:33especially when they're going for
their college applications or something.
39:36In the counselling offices in the schools,
they can just match these people and
39:40then help them get a better
counselling to get into college.
39:44So this kind of small things that
they can do at this point of time,
39:47which I think is not so structured, in
Facebook groups, or anything of that sort.
39:51And, the key thing here is that only my
office can take control of all of this.
39:55Like what is the activity
that is happening?
39:57Which is not [INAUDIBLE].
39:57.
>> What is success look like
39:59In a year,
they have to renew the contract?
40:02And buy again how do they decide whether
to give you another five thousand dollars.
40:06>> I think it is about the number
of alumni that sign up and
40:09then the kind of enrichment
that they get in the data.
40:12For example, one of the schools so they
have only about six hundred records but
40:16the total alumni stands is
like eight thousand people so
40:19we also have an invite tool where
they can invite folks we can link in.
40:22So now they have like 1,800
folks in the first six months.
40:27So why do they want those records?
40:29>> So again, for giving, or
knowing the preferences and
40:32engaging them better and
providing them more value.
40:35>> Sounds like there's
some downstream metrics.
40:37Like, let's say I'm the alumni office.
40:39>> Um-hm.
>> And I got all
40:398,000 records in the database.
40:41>> Okay.
>> And the principal of that school?
40:42Do I fire just the alumni guy who that,
that person is like out of a job now?
40:45Cause they got all 8,000 records?
40:46>> I think the place where
they're going to use it is, for
40:51example, it's for mentoring.
40:53Which is a huge value
that we are thinking.
40:56But even the alumni officers not really,
they do not know what are the key metrics.
41:00So we are also trying to help them
build those KPIs along the way,
41:03when they're working there.
41:04>> It sounds like the answer would be
similar along the lines of donations-
41:07>> Yeah that's right-
41:07>> Per alumni coming in, right?
41:09>> Yeah that's the end goal,
if you look at a funnel-
41:11>> So what are the tools,
41:12then you have to build
them these tools right?
41:14So you got all these people in, great.
41:15>> Yeah.
>> So now how are you going to get these
41:19So we have a fundraising model where
you can put different campaigns,
41:23like this is the annual campaign, this is
a campaign for a particular building, and
41:27then you can make
donations on some already.
41:30>> So, that's the critical thing, if the
alumni person is trying to figure out how
41:34to get more donations ultimately, why do
all this extra work to try to get in.
41:38Why not try and
go through their existing channels and
41:40help them optimize what
they're already doing?
41:42>> Sure, so what we have seen is when
they're just doing the station for
41:47these donations,
actually the donation rate has come down.
41:51For example in the schools, so
it It has actually come down,
41:55when compared to the alumni, general
users just donating into nonprofits.
41:59So these are just relating to cause,
and not to the schools, or
42:02anything of that sort.
42:04So what we believe, is like the premise,
or the hypothesis that we have,
42:07is engaged alumni would
eventually turn out to be donors.
42:11That's why all of this.
42:12So you need to provide value before and
then ask them.
42:16Don't just ask them.
42:18And is there data from, and I guess their
software's been around for a long time.
42:23It's effectively CRM, software.
42:26>> And the backend, just yeah.
42:28>> Or I get emails all the time from
organizations that I've been involved with
42:31that try to engage me, and have programs.
42:34Is there data that says yes, if you engage
your alumni, they'll actually donate more?
42:38>> Not yet,
I mean we have been for 18 months.
42:40>> But none of it from other software?
42:42Like there's mailing lists, right?
42:44So are people who are responding to
mailing lists more likely to donate?
42:47>> So, that's what the school
say at least, like we haven't,
42:51I mean I ask them like,
who are your current donor?
42:53So they say, yeah these are like
alumni who are engage who teaching, or
42:58who come here for guest lectures, or
who regular respond to our emails.
43:03But we do not know the exact numbers,
but that's what we get a sense of.
43:07>> Is there a reason why you started
with high school versus colleges?
43:10Because it seems like colleges
have much bigger budgets for this.
43:12In fact,
they have entire offices for this.
43:14>> Yeah.
>> And then,
43:15the alumni had more money to donate.
43:18>> [LAUGH]
>> Sure, sure.
43:19So as with the schools,
surprisingly so as the schools.
43:22But the reason why we initially
went behind colleges, but
43:25then the sale seconds were really long.
43:27There was a lot of additional making
process, and the procurement process, and
43:31some bidding system, and some users.
43:32>> But that's where all the money's at.
43:34>> Yeah, we'll eventually go there.
43:35>> We'll eventually go like once,
several times so we are just-
43:39>> But I think the tools you build for
43:41high school alumni administrations
are much different than the college ones,
43:45>> Yeah, eventually.
43:46Yes.
>> I think what you're suggesting is-.
43:50>> Go to just the high schools?
43:51>> Well, we've talked to you for
ten minutes, so
43:54I wouldn't pivot the entire thing right
now, but I would really think hard about,
43:58you know, the market opportunity
between high school and college.
44:02>> No, I agree that the market
opportunity is huge with universities.
44:06I mean, just the pure paperback math says
that, but the only thing is it's a lot
44:12more sale cycle and it's just stagnating
the growth at this point in time.
44:15But with the schools, there
are eventually two people in an office and
44:20if you both agree to buy it, just buy it.
44:23in a university, okay you
are the alumni relations director and
44:26you are the second director and
you both agree.
44:28Now you need to go to development director
and then you need to go VP of advancement,
44:32institutional advancement, and
then the procurement office.
44:34>> Yeah, but once you figure
out that sales price process,
44:37I know it's difficult but once you figure
it out, it's probably similar in all
44:40colleges, you just optimize that and
get really good at it.
44:43Then people will start
coming in faster right?
44:46It is a pain to get it, sort of.
44:48>> Yeah.
What we are seeing is like, for example,
44:50there are other players in this market.
44:53We are just tracking of what
retails are closing the high rate.
44:57They're selling the and
we are talking to a few people so
45:00they say it's eventually how much ever,
I don't know they have really
45:04cracked the process, but they have like
nine to twelve month sales cycles.
45:08It's like a long relationship
building process.
45:10They initially need to meet a champion,
then he, They echo for them.
45:14It's really, really long.
45:16Like a sales process.
45:18>> Yeah, now I mean, that makes sense.
45:23It makes a lot of sense.
45:24I think the risk, really,
is that you end up.
45:27The thing that you want for
45:28highschool is actually very different
from what you want from colleges.
45:31>> Sure.
>> So actually you have now
45:33built a product for this market that
can't go to the more valuable market.
45:36Like you end up in this niche that
is great because it was faster to
45:39win that niche, but it doesn't translate
to the bigger more valuable niches.
45:43Like the risk you run with that strategy.
45:45>> True, but there is a slight overlap in
kind of the tools that we're building.
45:50So, I feel that once we
get some insights here and
45:54we also have a couple of universities, I
think 80 universities currently using us.
46:00So based on those insights,
we are keeping a close eye on them.
46:03And depending on that,
46:04once we build some enough success stories
with them, like a case study, then we have
46:07much better social group which might be
helpful in optimising the sales process.
46:11>> When one I think this is what
Avichal was getting at earlier,
46:15>> These, the people at the colleges-.
46:18>> They already have a system in place.
46:20Like a mailing lists, marketing,
campaigns and stuff like that.
46:22Maybe you don't initially replace all of
it, but maybe talk to a bunch of these
46:26people and maybe you can build
tools to help them do something.
46:29I don't know what it is,
but something better.
46:31And then start from there.
46:33And it wouldn't cost as much.
46:34But it gets you in the door.
46:38>> Yeah, sorry but for
the other big thing,
46:40everything you're saying makes
a lot of sense in the near term.
46:45I mean if you look at, there's this
great story that's a very first banner
46:50ad on the Internet had a 73% click through
rate or something insane just because
46:52nobody had ever seen a banner
ad they were like what is that?
46:54And so everybody clicked on it.
46:56>> Okay. Yeah. >> And then obviously
people won't click on banner ads anymore.
46:58>> [LAUGH]
>> I'm sure,
46:59you really guys get notifications
that had crazy CTR and
47:01we still actually surprisingly good CTR.
47:03the risk you actually run is that by
trying to build your own distribution
47:07channel that you end up having the same
thing happening to you a couple years from
47:10now, when you're in a tough spot.
47:12But actually, to me, it sounds like
you articulated it really well is that
47:15the crux of what you want to do is help
these people raise more money, and
47:19the channel is just the means
to helping them raise the money.
47:22And another way to attack it is okay,
if you want to raise money.
47:25What are the ten things
that I could build for
47:27you that would just raise the money rather
them needing to channel to his money which
47:30>> Sure so like a buy so
like a pilate, what I am doing is
47:34volunteering with one of the customers
in the bay area school who is doing
47:37the specific fund raising campaign so
we are building some tools for that.
47:41To understand exact problem like what
are these tools that are required for?
47:45If at all we need to just only sell the
fundraising aspect, do it for free, and
47:50So which makes the decision
making process also very easy.
47:53So we're volunteering and
47:55working and figuring out what is there,
what is there in fundraising.
47:59>> Maybe put it a slightly different way.
48:01It seems like there are already a lot of
channels out there between male, female.
48:05>> Facebook, LinkedIn,
whatever, Messengers,
48:08text, and building yet another channel
creates a lot of project risk for you.
48:14>> Okay.
>> But actually,
48:15just helping them raise the money
better through the channels that
48:17they're already trying to manage would
be a different way to approach it.
48:20And you might be able to have to actually
go through a much bigger market.
48:23Actually, I think that's the biggest
challenge that you are facing also.
48:28So, initially, we built these tools for
48:30the alumni relations office, where they
can, in the back, and they can do all
48:33of this because they are the one who's
make the purchase at the end of the day.
48:36So they need to immediately see
that instant gratificational there.
48:39>> Yeah.
>> And improving their work.
48:41But getting the alumni to sign up is a
very big challenge like you're mentioning.
48:46So yeah, that's a big product
challenge that we have.
48:50>> I can imagine literally if you just
made it easy, I go to some of the places,
48:55I don't even, you click through
on the link and you're like, wow,
48:57I'm trying to give you money and
you're making it so hard.
48:59I can't do it on my phone, it's forms and
they don't fill in properly.
49:03And then they validate
improperly from the JavaScript.
49:05>> Yeah.
>> I mean, how, I'm trying
49:06to give you money, why is this so hard?
49:08>> Why is this so, yeah.
49:09>> I can imagine literally you would just,
the alumni office would be so
49:11happy if their conversion
went from like 5% to 12%,
49:13they would just make more money.
49:15>> Yeah, exactly, yeah,
that's what we are trying.
49:17>> All right, cool, I think that's it.
49:18>> Sure.
>> Thanks so much.
49:19>> Thank you.
>> [APPLAUSE]
49:25>> Can you answer one or two questions?
49:33>> [COUGH]
>> I have a question.
49:35>> [LAUGH] Yeah, ask.
49:39>> Yeah, so one of the challenges
that we face, for example.
49:47So we're not able to
get close to our users.
49:50So what is the generic advice
in terms of in that situation?
49:53How do you actually get to
understand your users better?
49:56>> Why are you not able to get your users?
49:58You are here right now, right?
50:00>> Yeah, but after a point of time, I need
again, tell back and then I can come.
50:04So we are like switching,
50:06our roles each of us come at
different times and then we stay and
50:11then we kind of work with the schools, but
that has been ongoing challenge for us.
50:17>> I think, where are you based?
50:19>> Here in Mountain View.
50:20>> In Mountain View.
50:21And who are your users that are elsewhere.
50:24>> So they're at different schools.
50:26So the schools in Bay Area, and, yeah.
50:30>> Sir.
>> They're from different states, sorry.
50:36the main thing is establishing
a relationship with these folks.
50:40So, sitting down with them for
a little bit for, I don't know, a day or
50:43a week and get the work flow
going is one way to do it.
50:47Obviously, you can't
be everywhere at once.
50:50I think you can build a lot of products.
50:52You don't have to be right next to them.
50:54>> I think there's two general
classes of ways to do this.
50:57There's a qualitative and a quantitative.
50:59On a qualitative,
there's all different scales.
51:02You can literally have one
on one studies with users.
51:05You can have a form
that you create online.
51:08There's user feedback software that will
give you a bunch of qualitative feedback.
51:11And if people upload something
that gives you some signal.
51:14I've seen some companies use what
people would call a client council.
51:17>> For you guys you take like a
representative sample of 12 to 15 people.
51:20You bring them in once a quarter or
once every six months.
51:22You show them new stuff.
51:23They're NDA'd, they talk through it,
they give you qualitative feedback.
51:26And it's like a very targeted way
to do this all in one sitting.
51:29Then there's all the quantitative stuff,
so there's always metrics right?
51:32Ultimately your KPIs.
51:34And there's only really
four classes of metrics.
51:36There's how many people use your stuff?
51:37How deeply do they use your stuff?
51:39How good is it at doing the thing
that you say it's supposed to do and
51:41how much money do you make?
51:43And all of your metrics
basically roll into those four.
51:45And when your building features your
just mapping against those things and
51:48you see whether those numbers move.
51:49And so between those two, you should
be able to triangulate whether or
51:53not a thing is working.
51:57>> Do we have more time?
52:00>> That's it.
>> That's it?
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