Funded Founder Fridays: E13

All right, welcome to Funded Founder All right, welcome to Funded Founder Fridays, episode 13. Fridays, episode 13. Fridays, episode 13. >> 13. >> 13. >> 13. >> 13. Looking. Yeah. >> 13. Looking. Yeah. >> 13. Looking. Yeah. >> Uh, so Roselia is feeling under the >> Uh, so Roselia is feeling under the >> Uh, so Roselia is feeling under the weather. Uh, so I'm filling her place weather. Uh, so I'm filling her place weather. Uh, so I'm filling her place today. Maybe she's actually doing it in today. Maybe she's actually doing it in today. Maybe she's actually doing it in protest. We don't know. protest. We don't know. protest. We don't know. >> Yeah. Yeah. You know, she says she's not >> Yeah. Yeah. You know, she says she's not >> Yeah. Yeah. You know, she says she's not going to do it, you know. going to do it, you know. going to do it, you know. We hope she gets better very soon. And We hope she gets better very soon. And We hope she gets better very soon. And thank you for being awesome, Roselia. thank you for being awesome, Roselia. thank you for being awesome, Roselia. >> Yeah. So, we're we're adaptable. >> Yeah. So, we're we're adaptable. >> Yeah. So, we're we're adaptable. >> Yep. >> Yep. >> Yep. >> Making it happen. So, today is episode >> Making it happen. So, today is episode >> Making it happen. So, today is episode 13 and the subject today is 13 and the subject today is 13 and the subject today is what does a startup actually need at what does a startup actually need at what does a startup actually need at each stage. each stage. each stage. So, welcome to Funded Founder Fridays, So, welcome to Funded Founder Fridays, So, welcome to Funded Founder Fridays, where we create a space for founders to where we create a space for founders to where we create a space for founders to ask honest questions about the startup ask honest questions about the startup ask honest questions about the startup journey. Every Friday, we explore a journey. Every Friday, we explore a journey. Every Friday, we explore a theme that impacts every founder, theme that impacts every founder, theme that impacts every founder, investor, mentor, and builder in the investor, mentor, and builder in the investor, mentor, and builder in the innovation ecosystem.

innovation ecosystem. innovation ecosystem. Today, we're asking a simple question. Today, we're asking a simple question. Today, we're asking a simple question. What does a startup actually need? And What does a startup actually need? And What does a startup actually need? And does that need change as the company does that need change as the company does that need change as the company grows? grows? grows? Pretty rhetorical there. Pretty rhetorical there. Pretty rhetorical there. I'm Benjamin Camarada, CEO and I'm Benjamin Camarada, CEO and I'm Benjamin Camarada, CEO and co-founder of Creattopia, Inc., where we co-founder of Creattopia, Inc., where we co-founder of Creattopia, Inc., where we are centered on exploring the are centered on exploring the are centered on exploring the relationship between safety, creativity, relationship between safety, creativity, relationship between safety, creativity, and innovation. and innovation. and innovation. A founder with an idea may need capital, A founder with an idea may need capital, A founder with an idea may need capital, mentorship, customer validation, and mentorship, customer validation, and mentorship, customer validation, and help turning an idea into a real help turning an idea into a real help turning an idea into a real business. business. business. A company with product market fit may A company with product market fit may A company with product market fit may need sales systems, talent and need sales systems, talent and need sales systems, talent and repeatable growth model. repeatable growth model. repeatable growth model. And a later stage company may not have a And a later stage company may not have a And a later stage company may not have a capital problem at all. It may have a capital problem at all. It may have a capital problem at all. It may have a people, infrastructure, expertise or people, infrastructure, expertise or people, infrastructure, expertise or market access problem. market access problem. market access problem. Your problems are changing as you're Your problems are changing as you're Your problems are changing as you're >> growing. These solutions need to adapt >> growing. These solutions need to adapt >> growing. These solutions need to adapt and change as well. So today we're and change as well. So today we're and change as well. So today we're breaking down the startup life cycle and breaking down the startup life cycle and breaking down the startup life cycle and asking are we giving founders the right asking are we giving founders the right asking are we giving founders the right resources at the right time.

resources at the right time. resources at the right time. So So So start things off start things off start things off the the first segment is uh the the first segment is uh the the first segment is uh uh you know this this whole conversation uh you know this this whole conversation uh you know this this whole conversation there's there's nobody better than to there's there's nobody better than to there's there's nobody better than to than to uh explain his uh narratives than to uh explain his uh narratives than to uh explain his uh narratives than Ben Tigani than Ben Tigani than Ben Tigani and uh looking forward to to his wisdom and uh looking forward to to his wisdom and uh looking forward to to his wisdom on this this subject. on this this subject. on this this subject. >> Absolutely. I'm I'm I'm really glad >> Absolutely. I'm I'm I'm really glad >> Absolutely. I'm I'm I'm really glad challenges their own problems and their challenges their own problems and their challenges their own problems and their own uh needs, right? How they get those own uh needs, right? How they get those own uh needs, right? How they get those things uh resolved and how they get uh things uh resolved and how they get uh things uh resolved and how they get uh the the the resources that they need is the subject resources that they need is the subject resources that they need is the subject and topic of this uh this episode. And and topic of this uh this episode. And and topic of this uh this episode. And um so we're going to we're going to um so we're going to we're going to um so we're going to we're going to discuss a few um stages u main stages at discuss a few um stages u main stages at discuss a few um stages u main stages at the beginning and when they become more the beginning and when they become more the beginning and when they become more mature and and how they can get help mature and and how they can get help mature and and how they can get help from other players and other people and from other players and other people and from other players and other people and people around them and build this people around them and build this people around them and build this support system that they can um they can support system that they can um they can support system that they can um they can tap in.

tap in. tap in. >> Yeah, that support system is so >> Yeah, that support system is so >> Yeah, that support system is so important. important. important. It's so easy to just think that you can It's so easy to just think that you can It's so easy to just think that you can do it all and you know the value in in do it all and you know the value in in do it all and you know the value in in tapping into others to help you along that way. So part one to help you along that way. So part one of this uh the idea stage from vision to of this uh the idea stage from vision to of this uh the idea stage from vision to something real. something real. something real. So the core need in this stage is So the core need in this stage is So the core need in this stage is validation guidance relationships validation guidance relationships validation guidance relationships initial resources. initial resources. initial resources. At precede, the company is often still At precede, the company is often still At precede, the company is often still defining the problem, solution, market, defining the problem, solution, market, defining the problem, solution, market, MVP, minimal viable product and the MVP, minimal viable product and the MVP, minimal viable product and the founding team. So, one of the questions founding team. So, one of the questions founding team. So, one of the questions regarding this I thought was was uh you regarding this I thought was was uh you regarding this I thought was was uh you know really pertinent was uh how do you know really pertinent was uh how do you know really pertinent was uh how do you distinguish a good idea distinguish a good idea distinguish a good idea from a problem that customers will from a problem that customers will from a problem that customers will actually pay for? Mhm. actually pay for? Mhm. actually pay for? Mhm. Uh when you look at an idea right Uh when you look at an idea right Uh when you look at an idea right there's no good or bad ideas right you there's no good or bad ideas right you there's no good or bad ideas right you know all ideas are good because you know know all ideas are good because you know know all ideas are good because you know you get to like imagine something come you get to like imagine something come you get to like imagine something come up with idea the question is is there a up with idea the question is is there a up with idea the question is is there a demand for that idea? So the distinguish demand for that idea? So the distinguish demand for that idea? So the distinguish between a good idea and a quote unquote between a good idea and a quote unquote between a good idea and a quote unquote bad idea in a startup is are they going bad idea in a startup is are they going bad idea in a startup is are they going to pay for to pay for to pay for and is there the problem is there a and is there the problem is there a and is there the problem is there a problem that idea solves? Right? So if problem that idea solves? Right? So if

problem that idea solves? Right? So if idea is based on a real problem, if the idea is based on a real problem, if the idea is based on a real problem, if the idea is based on a real demand and if idea is based on a real demand and if idea is based on a real demand and if the idea is based on a real the idea is based on a real the idea is based on a real painful and you know really severe and painful and you know really severe and painful and you know really severe and pushing problem then it can become a pushing problem then it can become a pushing problem then it can become a good company. good company. good company. So when you have an idea, you just come So when you have an idea, you just come So when you have an idea, you just come up with this idea, you know, I wanted to up with this idea, you know, I wanted to up with this idea, you know, I wanted to invent, you know, something that does invent, you know, something that does invent, you know, something that does uh, you know, XYZ, uh, you know, XYZ, uh, you know, XYZ, some widget, right? Some gadget. The some widget, right? Some gadget. The some widget, right? Some gadget. The first question you need to ask is, is first question you need to ask is, is first question you need to ask is, is there any problem that this idea solves there any problem that this idea solves there any problem that this idea solves for a group of people and a big group of for a group of people and a big group of for a group of people and a big group of >> Right. Right. Yeah. And and and when you >> Right. Right. Yeah. And and and when you >> Right. Right. Yeah. And and and when you have these brilliant ideas, have these brilliant ideas, have these brilliant ideas, you know, who do you go to first for you know, who do you go to first for you know, who do you go to first for validation? validation? validation? Typically, your your closest inner Typically, your your closest inner Typically, your your closest inner circle, friends and family and fellow circle, friends and family and fellow circle, friends and family and fellow colleagues that you're close with. And colleagues that you're close with. And colleagues that you're close with. And there's typically two outcomes when you there's typically two outcomes when you there's typically two outcomes when you approach people you can trust with this approach people you can trust with this approach people you can trust with this idea.

idea. idea. They're either They're either They're either supportive, optimistic about it, or in supportive, optimistic about it, or in supportive, optimistic about it, or in opposition of it. And it can go either opposition of it. And it can go either opposition of it. And it can go either way really. And and I was really way really. And and I was really way really. And and I was really thinking about, you know, if if thinking about, you know, if if thinking about, you know, if if somebody's in opposition of your idea, somebody's in opposition of your idea, somebody's in opposition of your idea, it's easy to like agree and and just it's easy to like agree and and just it's easy to like agree and and just give up on it. give up on it. give up on it. >> You have to also think um there's a >> You have to also think um there's a >> You have to also think um there's a possibility that that they have their possibility that that they have their possibility that that they have their own own own uh uh uh subconscious level in that response. You subconscious level in that response. You subconscious level in that response. You think about think about think about to become an entrepreneur and start a to become an entrepreneur and start a to become an entrepreneur and start a startup. It takes a level of grit and startup. It takes a level of grit and startup. It takes a level of grit and and determination and and taking that and determination and and taking that and determination and and taking that leap that a lot of people are afraid of. leap that a lot of people are afraid of. leap that a lot of people are afraid of. They may have always wanted to, but They may have always wanted to, but They may have always wanted to, but they've been afraid. Mhm. And they've been afraid. Mhm. And they've been afraid. Mhm. And >> so subconsciously when they you approach >> so subconsciously when they you approach >> so subconsciously when they you approach somebody on your idea, they might somebody on your idea, they might somebody on your idea, they might subconsciously feel like, "Wow, it's a subconsciously feel like, "Wow, it's a subconsciously feel like, "Wow, it's a bad idea.

bad idea. bad idea. >> Don't do it. >> Don't do it. >> Don't do it. >> Don't do it." Like, "Don't take that >> Don't do it." Like, "Don't take that >> Don't do it." Like, "Don't take that risk." Because deep down maybe they they risk." Because deep down maybe they they risk." Because deep down maybe they they actually wanted take that risk on an actually wanted take that risk on an actually wanted take that risk on an idea they had but never had the idea they had but never had the idea they had but never had the resources, their financial or mental resources, their financial or mental resources, their financial or mental capacity to do it, to take on a capacity to do it, to take on a capacity to do it, to take on a challenge. So they don't even realize challenge. So they don't even realize challenge. So they don't even realize it, but they're trying to squash yours it, but they're trying to squash yours it, but they're trying to squash yours as well. So that's that's one potential as well. So that's that's one potential as well. So that's that's one potential of the outcome of of opposition when you of the outcome of of opposition when you of the outcome of of opposition when you when you're sharing your initial idea when you're sharing your initial idea when you're sharing your initial idea and you have to take that into and you have to take that into and you have to take that into consideration that you know this is just consideration that you know this is just consideration that you know this is just the opinion. So as you're going through the opinion. So as you're going through the opinion. So as you're going through and sharing these ideas, you know, the and sharing these ideas, you know, the and sharing these ideas, you know, the other side of that is and is is, you other side of that is and is is, you other side of that is and is is, you know, your close trusted know, your close trusted know, your close trusted advisors or, you know, your friends, advisors or, you know, your friends, advisors or, you know, your friends, family and colleagues family and colleagues family and colleagues >> to >> to >> to uh support you so enthusiastically like uh support you so enthusiastically like uh support you so enthusiastically like maybe matching your enthusiasm. maybe matching your enthusiasm. maybe matching your enthusiasm. >> Yeah. >> Yeah. >> Yeah. >> Like I have this great idea, you know, >> Like I have this great idea, you know, >> Like I have this great idea, you know, what do you think? what do you think? what do you think? >> Oh man, that's awesome. You know what? >> Oh man, that's awesome. You know what? >> Oh man, that's awesome. You know what? you know that man, you know what if you you know that man, you know what if you you know that man, you know what if you did like this too and and they they did like this too and and they they did like this too and and they they build on this idea and you get really build on this idea and you get really build on this idea and you get really excited and have this great conversation excited and have this great conversation excited and have this great conversation and you start validating your idea in and you start validating your idea in and you start validating your idea in your mind like wow somebody I really your mind like wow somebody I really your mind like wow somebody I really respect their opinion just totally respect their opinion just totally respect their opinion just totally validated my idea man maybe we should go validated my idea man maybe we should go validated my idea man maybe we should go to market like let's do this right okay to market like let's do this right okay to market like let's do this right okay and you have to be you have to have that and you have to be you have to have that and you have to be you have to have that discernment that you know your close discernment that you know your close discernment that you know your close circle of friends and family they love circle of friends and family they love circle of friends and family they love you and they want to see you succeed you and they want to see you succeed you and they want to see you succeed and they that might be their own bias in

and they that might be their own bias in and they that might be their own bias in saying that your idea is a really great saying that your idea is a really great saying that your idea is a really great idea. I should do that. Right. So, it's idea. I should do that. Right. So, it's idea. I should do that. Right. So, it's having that discernment. having that discernment. having that discernment. >> Yeah. >> Yeah. >> Yeah. >> In opposition and support and so going >> In opposition and support and so going >> In opposition and support and so going through and getting enough of those through and getting enough of those through and getting enough of those responses before you take the next step responses before you take the next step responses before you take the next step I think is very important. I think is very important. I think is very important. >> Yeah, absolutely. And I think the >> Yeah, absolutely. And I think the >> Yeah, absolutely. And I think the biggest thing here is if you can go and biggest thing here is if you can go and biggest thing here is if you can go and start having conversations with experts, start having conversations with experts, start having conversations with experts, right? right? right? >> So, you know, you're reaching out to >> So, you know, you're reaching out to >> So, you know, you're reaching out to your friends and family, people that you your friends and family, people that you your friends and family, people that you know, people you trust. And the next know, people you trust. And the next know, people you trust. And the next thing is you got to go and have a thing is you got to go and have a thing is you got to go and have a conversation with experts, but you conversation with experts, but you conversation with experts, but you should be ready and prepared to get should be ready and prepared to get should be ready and prepared to get criticized and sometimes crushed. you criticized and sometimes crushed. you criticized and sometimes crushed. you know, like some experts are so like, you know, like some experts are so like, you know, like some experts are so like, you know, blunt and they're so like candid know, blunt and they're so like candid know, blunt and they're so like candid and just like, hey, you know, I I I know and just like, hey, you know, I I I know and just like, hey, you know, I I I know you're like you have a lot of uh faith you're like you have a lot of uh faith you're like you have a lot of uh faith into what you're building. You're into what you're building. You're into what you're building. You're excited, but I'm sorry it's not going to excited, but I'm sorry it's not going to excited, but I'm sorry it's not going to work. That's why. And when you get to work. That's why. And when you get to work. That's why. And when you get to that position, the best way to handle it that position, the best way to handle it that position, the best way to handle it is even with your friends, right? Is to is even with your friends, right? Is to is even with your friends, right? Is to take it and ask the question of why and take it and ask the question of why and take it and ask the question of why and ask enough why. Hey Benjamin, you know ask enough why. Hey Benjamin, you know ask enough why. Hey Benjamin, you know you are doing this. I don't feel it's you are doing this. I don't feel it's you are doing this. I don't feel it's not going to work. Oh really? Why? And not going to work. Oh really? Why? And not going to work. Oh really? Why? And there is a Y stack that says if you ask there is a Y stack that says if you ask there is a Y stack that says if you ask five times, you get to the bottom.

five times, you get to the bottom. five times, you get to the bottom. >> And even like if somebody's so excited >> And even like if somebody's so excited >> And even like if somebody's so excited about what you're doing, oh that's about what you're doing, oh that's about what you're doing, oh that's awesome, man. And what why are you so awesome, man. And what why are you so awesome, man. And what why are you so excited? Like like this the second time, excited? Like like this the second time, excited? Like like this the second time, the third time, and they're like, is the third time, and they're like, is the third time, and they're like, is this a real excitement or this is this a real excitement or this is this a real excitement or this is because they love me? because they love me? because they love me? >> Right. >> Right. >> Right. >> Right. Is this the real opposition or is >> Right. Is this the real opposition or is >> Right. Is this the real opposition or is because it's just like a you know that because it's just like a you know that because it's just like a you know that subconscious thing? And if if like an subconscious thing? And if if like an subconscious thing? And if if like an expert ask you know it's not going to expert ask you know it's not going to expert ask you know it's not going to work out can I ask why you know ask the work out can I ask why you know ask the work out can I ask why you know ask the question you know why and take it and question you know why and take it and question you know why and take it and think and then they ask the next think and then they ask the next think and then they ask the next question how do you think this may work question how do you think this may work question how do you think this may work do you like do you see any other do you like do you see any other do you like do you see any other opportunities like if I pivot if I is opportunities like if I pivot if I is opportunities like if I pivot if I is there like any other like you think like there like any other like you think like there like any other like you think like you know I'm serving enterprise you know I'm serving enterprise you know I'm serving enterprise and someone expert in enterprise says I and someone expert in enterprise says I and someone expert in enterprise says I don't think it's going to don't think it's going to don't think it's going to So do you think maybe it's going to work So do you think maybe it's going to work So do you think maybe it's going to work for small medium business? for small medium business? for small medium business? You can take that You can take that You can take that ask the question and pivot ask the question and pivot ask the question and pivot >> constructively. You know that reminds me >> constructively. You know that reminds me >> constructively. You know that reminds me when I was when I was when I was >> when I was in junior college I took >> when I was in junior college I took >> when I was in junior college I took photography class. I always took art photography class. I always took art photography class. I always took art classes. I took a photography one classes. I took a photography one classes. I took a photography one >> and the photography professor >> and the photography professor >> and the photography professor [clears throat] he had an exercise. So [clears throat] he had an exercise. So [clears throat] he had an exercise. So we would all present our photos we would all present our photos we would all present our photos >> and uh we had a a constructive criticism >> and uh we had a a constructive criticism >> and uh we had a a constructive criticism moment. So everybody in the class would moment. So everybody in the class would moment. So everybody in the class would critique your your photo and he you know critique your your photo and he you know critique your your photo and he you know started out telling us like you want

started out telling us like you want started out telling us like you want constructive criticism. It's so constructive criticism. It's so constructive criticism. It's so important to have that important to have that important to have that >> because you know tying it into starting >> because you know tying it into starting >> because you know tying it into starting a business and and validating your idea. a business and and validating your idea. a business and and validating your idea. my classmates my classmates my classmates was my market research, was my market research, was my market research, >> right? Like I thought this photo was >> right? Like I thought this photo was >> right? Like I thought this photo was great. It was like it it resonated with great. It was like it it resonated with great. It was like it it resonated with me enough to where I was going to me enough to where I was going to me enough to where I was going to present it. present it. present it. >> Maybe it only resonated with one out of >> Maybe it only resonated with one out of >> Maybe it only resonated with one out of the other 30 classmates. the other 30 classmates. the other 30 classmates. >> Exactly. >> Exactly. >> Exactly. >> Right. There's your that leads into the >> Right. There's your that leads into the >> Right. There's your that leads into the second segment here of second segment here of second segment here of uh early traction stage, turning a uh early traction stage, turning a uh early traction stage, turning a startup into a business. Mhm. startup into a business. Mhm. startup into a business. Mhm. >> And the big part of that is can we build this? You might you might can we build this? You might you might feel like you've done the research. feel like you've done the research. feel like you've done the research. Yeah, this is doable. But then you have Yeah, this is doable. But then you have Yeah, this is doable. But then you have to answer, can we consistently sell or to answer, can we consistently sell or to answer, can we consistently sell or deliver this product or service? deliver this product or service? deliver this product or service? Meaning, is the market big enough to not Meaning, is the market big enough to not Meaning, is the market big enough to not only pay the overhead of my business, only pay the overhead of my business, only pay the overhead of my business, but also justify and be, you know, but also justify and be, you know, but also justify and be, you know, lucrative lucrative business.

lucrative lucrative business. lucrative lucrative business. >> So, it reminded me of of something that >> So, it reminded me of of something that >> So, it reminded me of of something that that me and Roselia went through when we that me and Roselia went through when we that me and Roselia went through when we first started Creattopia. first started Creattopia. first started Creattopia. >> We did like this like a kind of like a >> We did like this like a kind of like a >> We did like this like a kind of like a startup incubator type of session with a startup incubator type of session with a startup incubator type of session with a gentleman named Paul O'Brien. gentleman named Paul O'Brien. gentleman named Paul O'Brien. >> And mad respect for Paul, he he taught >> And mad respect for Paul, he he taught >> And mad respect for Paul, he he taught me this early on about what marketing me this early on about what marketing me this early on about what marketing actually is. actually is. actually is. you know, as for myself, you know, as for myself, you know, as for myself, um, the um, the um, the marketing is marketing is marketing is spending money on advertising. spending money on advertising. spending money on advertising. That's a marketing, commercial, That's a marketing, commercial, That's a marketing, commercial, billboards, billboards, billboards, >> magazine, >> advertisement placements. He said, "No, >> advertisement placements. He said, "No, marketing marketing marketing is is is is testing the waters, is testing the waters, is testing the waters, approaching your your ICP, your your ICP, your ideal customer profile with your your ideal customer profile with your your ideal customer profile with your idea and getting their feedback. That's idea and getting their feedback. That's idea and getting their feedback. That's marketing.

marketing. marketing. When you get enough positive feedback When you get enough positive feedback When you get enough positive feedback from people that are outside of your from people that are outside of your from people that are outside of your trusted circle of friend and you're trusted circle of friend and you're trusted circle of friend and you're getting this feedback from professionals getting this feedback from professionals getting this feedback from professionals and other markets that might actually and other markets that might actually and other markets that might actually spend money, spend money, spend money, you might have to be adaptable. You you might have to be adaptable. You you might have to be adaptable. You might have to pivot what you thought might have to pivot what you thought might have to pivot what you thought your MVP was, your minimal viable your MVP was, your minimal viable your MVP was, your minimal viable product that you thought maybe could product that you thought maybe could product that you thought maybe could bring in revenue. bring in revenue. bring in revenue. when you did your marketing, when you did your marketing, when you did your marketing, you haven't spent a dime, but your you haven't spent a dime, but your you haven't spent a dime, but your marketing of marketing of marketing of putting this out there may be pro bono putting this out there may be pro bono putting this out there may be pro bono >> the idea. Right. >> the idea. Right. >> the idea. Right. >> Right. and and when you get this >> Right. and and when you get this >> Right. and and when you get this feedback and feedback and feedback and you may have to to pivot and adjust your you may have to to pivot and adjust your you may have to to pivot and adjust your MVP to accommodate a greater uh group of MVP to accommodate a greater uh group of MVP to accommodate a greater uh group of of your your client clientele. of your your client clientele. of your your client clientele. That was a very valuable like That was a very valuable like That was a very valuable like looking at what marketing is from a looking at what marketing is from a looking at what marketing is from a different light, different light, different light, >> right? It's just very interesting like >> right? It's just very interesting like >> right? It's just very interesting like in when you go to college or university in when you go to college or university in when you go to college or university in any um academic institution the in any um academic institution the in any um academic institution the marketing is the science of putting marketing is the science of putting marketing is the science of putting buyers and sellers together. It's just buyers and sellers together. It's just buyers and sellers together. It's just like a as simple like a as simple like a as simple >> it's the basic.

>> it's the basic. >> it's the basic. >> Yeah. But but now >> Yeah. But but now >> Yeah. But but now >> what is hard is to understand who's the >> what is hard is to understand who's the >> what is hard is to understand who's the real buyer. Right. real buyer. Right. real buyer. Right. >> Right. >> Right. >> Right. >> And then find them where are they? >> And then find them where are they? >> And then find them where are they? Right. So that's a product marketing. Right. So that's a product marketing. Right. So that's a product marketing. You do market research because you You do market research because you You do market research because you wanted to know who's who is the wanted to know who's who is the wanted to know who's who is the customer, customer, customer, >> who's the buyer, right? >> who's the buyer, right? >> who's the buyer, right? >> Right. >> Right. >> Right. >> What is the pain points, >> What is the pain points, >> What is the pain points, >> what they are looking for, what is the >> what they are looking for, what is the >> what they are looking for, what is the desire, desire, desire, >> right? >> right? >> right? >> And then crafting that offer that >> And then crafting that offer that >> And then crafting that offer that resonates to them. resonates to them. resonates to them. >> Right. >> Right. >> Right. >> Right. And is Yeah. Exactly. Like you >> Right. And is Yeah. Exactly. Like you >> Right. And is Yeah. Exactly. Like you know, you know, you need to craft that know, you know, you need to craft that know, you know, you need to craft that offer. You need to uh build that offer. You need to uh build that offer. You need to uh build that message. And that's why they're saying message. And that's why they're saying message. And that's why they're saying all the startup CEOs at the beginnings all the startup CEOs at the beginnings all the startup CEOs at the beginnings are marketers. are marketers. are marketers. >> Right. >> Right. >> Right. >> Right. You know, you you as a startup >> Right. You know, you you as a startup >> Right. You know, you you as a startup CEO should be an excellent marketer. CEO should be an excellent marketer. CEO should be an excellent marketer. >> And a lot of time startup CEOs are >> And a lot of time startup CEOs are >> And a lot of time startup CEOs are product builders. product builders. product builders. >> You see, like I'm sitting in my house >> You see, like I'm sitting in my house >> You see, like I'm sitting in my house and behind my computer and just building and behind my computer and just building and behind my computer and just building this beautiful product. I'm not even this beautiful product. I'm not even this beautiful product. I'm not even talking to one person because I'm in talking to one person because I'm in talking to one person because I'm in love with my idea.

love with my idea. love with my idea. >> Right. Right. But I should be a marketer >> Right. Right. But I should be a marketer >> Right. Right. But I should be a marketer as a you know a startup founder. I as a you know a startup founder. I as a you know a startup founder. I should go out should go out should go out >> and I before even you start writing one >> and I before even you start writing one >> and I before even you start writing one line of code building you know your line of code building you know your line of code building you know your first prototype uh or you know start first prototype uh or you know start first prototype uh or you know start building your product based on your idea building your product based on your idea building your product based on your idea you got to go and build a solution which you got to go and build a solution which you got to go and build a solution which doesn't need any product to a problem doesn't need any product to a problem doesn't need any product to a problem and put your marketing hat on. Go ask and put your marketing hat on. Go ask and put your marketing hat on. Go ask people, go find out like is this people, go find out like is this people, go find out like is this solution good for the people that I'm solution good for the people that I'm solution good for the people that I'm thinking going to buy from me, thinking going to buy from me, thinking going to buy from me, >> right? >> right? >> right? >> Have the conversation, >> Have the conversation, >> Have the conversation, validate that u idea and then that validate that u idea and then that validate that u idea and then that solution at this point your company, solution at this point your company, solution at this point your company, your idea is going to become an your idea is going to become an your idea is going to become an investable investable investable fundable opportunity, fundable opportunity, fundable opportunity, >> is not an idea anymore. >> is not an idea anymore. >> is not an idea anymore. >> Right? It's a solution that is >> Right? It's a solution that is >> Right? It's a solution that is investable and Paul is is 100% right. investable and Paul is is 100% right. investable and Paul is is 100% right. You know, it's just a the science of, You know, it's just a the science of, You know, it's just a the science of, you know, how to get uh how to you know, how to get uh how to you know, how to get uh how to understand customers understand customers understand customers and how to craft the message and get in and how to craft the message and get in and how to craft the message and get in front of them, right? You know, you can front of them, right? You know, you can front of them, right? You know, you can go like shotgun effect. You can just, go like shotgun effect. You can just, go like shotgun effect. You can just, you know, oh, I'm in love with this you know, oh, I'm in love with this you know, oh, I'm in love with this product. Let's just go and spend $25,000 product. Let's just go and spend $25,000 product. Let's just go and spend $25,000 in Facebook ads, in Facebook ads, in Facebook ads, >> right?

>> right? >> right? >> And you raise that money from your >> And you raise that money from your >> And you raise that money from your friends and family. You spend $25,000 on friends and family. You spend $25,000 on friends and family. You spend $25,000 on Facebook ads and you get like five sales Facebook ads and you get like five sales Facebook ads and you get like five sales of $500, of $500, of $500, >> right? >> right? >> right? >> You spend $25,000, you get 2500. >> You spend $25,000, you get 2500. >> You spend $25,000, you get 2500. >> Yeah. >> Yeah. >> Yeah. >> That's negative, [laughter] you know, >> That's negative, [laughter] you know, >> That's negative, [laughter] you know, right? right? right? >> You haven't you haven't gotten out of >> You haven't you haven't gotten out of >> You haven't you haven't gotten out of you haven't done your market research, you haven't done your market research, you haven't done your market research, get out of your own bias. Yeah. get out of your own bias. Yeah. get out of your own bias. Yeah. >> Exactly. >> Exactly. >> Exactly. >> To determine Yeah. There's always going >> To determine Yeah. There's always going >> To determine Yeah. There's always going to be a few handful of people that have to be a few handful of people that have to be a few handful of people that have the exact same problem that you're the exact same problem that you're the exact same problem that you're trying to solve. Yeah. But you have to trying to solve. Yeah. But you have to trying to solve. Yeah. But you have to do that marketing do that marketing do that marketing to see if it's to see if it's to see if it's massive common problem. massive common problem. massive common problem. >> Yeah. Is it like a mass market? >> Yeah. Is it like a mass market? >> Yeah. Is it like a mass market? >> Right. And that's like this is where >> Right. And that's like this is where >> Right. And that's like this is where if you are a you know startup founder if you are a you know startup founder if you are a you know startup founder just with an idea or with a solution just with an idea or with a solution just with an idea or with a solution like idea should really become a like idea should really become a like idea should really become a solution not a product yet. So product solution not a product yet. So product solution not a product yet. So product so just give you give you an example. So so just give you give you an example. So so just give you give you an example. So if you have a problem of going from if you have a problem of going from if you have a problem of going from point to A, from going from point A to point to A, from going from point A to point to A, from going from point A to point B, the solution is to um get point B, the solution is to um get point B, the solution is to um get something that can take you from point A something that can take you from point A something that can take you from point A to point B.

to point B. to point B. People instantly think of, oh, I need to People instantly think of, oh, I need to People instantly think of, oh, I need to buy or I need to build a car. buy or I need to build a car. buy or I need to build a car. But here's the deal. If you are like uh But here's the deal. If you are like uh But here's the deal. If you are like uh point A, you need to cross a sea or a point A, you need to cross a sea or a point A, you need to cross a sea or a river, then the car is not your answer, river, then the car is not your answer, river, then the car is not your answer, right? right? right? >> The solution is not to build a car, >> The solution is not to build a car, >> The solution is not to build a car, right? So that's kind of like solution right? So that's kind of like solution right? So that's kind of like solution is different than product. So when is different than product. So when is different than product. So when you're at that stage, uh you got to be you're at that stage, uh you got to be you're at that stage, uh you got to be like a good marketer to understand you like a good marketer to understand you like a good marketer to understand you know what is the customer problem and know what is the customer problem and know what is the customer problem and how you're going to solve that problem how you're going to solve that problem how you're going to solve that problem and what is the the solution and and what is the the solution and and what is the the solution and the ecosystem the experts are the best the ecosystem the experts are the best the ecosystem the experts are the best and even like a lot of people uh really and even like a lot of people uh really and even like a lot of people uh really recommend for entrepreneurs go to your recommend for entrepreneurs go to your recommend for entrepreneurs go to your local college you know take like a local college you know take like a local college you know take like a business 101 marketing 101 course So you business 101 marketing 101 course So you business 101 marketing 101 course So you understand yeah just like you know like understand yeah just like you know like understand yeah just like you know like you understand how like marketing and you understand how like marketing and you understand how like marketing and business works and if you have like some business works and if you have like some business works and if you have like some money you can go to some like marketing money you can go to some like marketing money you can go to some like marketing professional and tell them hey look I'm professional and tell them hey look I'm professional and tell them hey look I'm doing this I saved five grand I give you doing this I saved five grand I give you doing this I saved five grand I give you like a $1,000 you know help me to do the like a $1,000 you know help me to do the like a $1,000 you know help me to do the marketing and craft my you know uh marketing and craft my you know uh marketing and craft my you know uh message.

message. message. >> Right. Right. Yeah. You don't have to >> Right. Right. Yeah. You don't have to >> Right. Right. Yeah. You don't have to spend a dime and do a ton of margin. spend a dime and do a ton of margin. spend a dime and do a ton of margin. >> Right. You can do a ton of market >> Right. You can do a ton of market >> Right. You can do a ton of market research without spend. Yeah. So that's a that's gosh such a Yeah. So that's a that's gosh such a valuable lesson I learned in this valuable lesson I learned in this valuable lesson I learned in this journey that um journey that um journey that um that marketing is not just spending a that marketing is not just spending a that marketing is not just spending a bunch of money at a solution you've bunch of money at a solution you've bunch of money at a solution you've already came up with. Mhm. Marketing is already came up with. Mhm. Marketing is already came up with. Mhm. Marketing is testing the waters and being adaptable testing the waters and being adaptable testing the waters and being adaptable to what to what to what your perceived ICP is telling you. Yeah. your perceived ICP is telling you. Yeah. your perceived ICP is telling you. Yeah. So that kind of leads into the third So that kind of leads into the third So that kind of leads into the third segment here is is you start out not spending a dime. So, you start out not spending a dime. So, you know, with us with Creattopia, you you know, with us with Creattopia, you you know, with us with Creattopia, you know, we we we started with, you know, a know, we we we started with, you know, a know, we we we started with, you know, a lot of pro bono work and early adopter lot of pro bono work and early adopter lot of pro bono work and early adopter pricing and that to really do that pricing and that to really do that pricing and that to really do that market research market research market research and uh you know, we haven't spent a dime and uh you know, we haven't spent a dime and uh you know, we haven't spent a dime on market, right?

on market, right? on market, right? >> You see like the results like we got all >> You see like the results like we got all >> You see like the results like we got all these different shows the people that these different shows the people that these different shows the people that are really interested are really interested are really interested >> the traction >> the traction >> the traction >> wealth of knowledge, right? you know >> wealth of knowledge, right? you know >> wealth of knowledge, right? you know wealth of knowledge of like what is wealth of knowledge of like what is wealth of knowledge of like what is working, what is not working. working, what is not working. working, what is not working. >> Um and you know like what hashtag we use >> Um and you know like what hashtag we use >> Um and you know like what hashtag we use like how we get more tractions and which like how we get more tractions and which like how we get more tractions and which is like really really um valuable is like really really um valuable is like really really um valuable from a early stage traction and from a early stage traction and from a early stage traction and valuation. valuation. valuation. >> Right. Right. So we get you, you know, >> Right. Right. So we get you, you know, >> Right. Right. So we get you, you know, get to this point of of traction get to this point of of traction get to this point of of traction and then you start thinking, yeah, I and then you start thinking, yeah, I and then you start thinking, yeah, I think we're ready to to look for think we're ready to to look for think we're ready to to look for funding. funding. funding. >> Mhm. >> Mhm. >> Mhm. >> So we can really fuel this into the >> So we can really fuel this into the >> So we can really fuel this into the next. And so that that's the next next. And so that that's the next next. And so that that's the next segment here is the growth stage. segment here is the growth stage. segment here is the growth stage. And so say we have money now. so say we have money now. >> We we've been invested in what's next, >> We we've been invested in what's next, >> We we've been invested in what's next, right? Like gosh, we've been stuck on right? Like gosh, we've been stuck on right? Like gosh, we've been stuck on market research and figuring all this market research and figuring all this market research and figuring all this out. Like out. Like out. Like so many things to think about now.

so many things to think about now. so many things to think about now. Scalability. I'm going to let you totally speak on I'm going to let you totally speak on that. that. that. >> I have no >> I have no >> I have no >> No, absolutely. It just like if you >> No, absolutely. It just like if you >> No, absolutely. It just like if you think about it when you start when you think about it when you start when you think about it when you start when you understand your market right understand your market right understand your market right it becomes now a fundable opportunity it becomes now a fundable opportunity it becomes now a fundable opportunity now you can go out and now you can ask now you can go out and now you can ask now you can go out and now you can ask for to build your and sometimes with AI for to build your and sometimes with AI for to build your and sometimes with AI you can even build that MVP pretty you can even build that MVP pretty you can even build that MVP pretty quickly quickly quickly it doesn't mean it's a production ready it doesn't mean it's a production ready it doesn't mean it's a production ready it doesn't mean it can really serve mass it doesn't mean it can really serve mass it doesn't mean it can really serve mass market but is something that you can at market but is something that you can at market but is something that you can at least show people, something you can get least show people, something you can get least show people, something you can get few customers on. Before it was just few customers on. Before it was just few customers on. Before it was just like let's go build a prototype, like let's go build a prototype, like let's go build a prototype, something clickable, it doesn't even something clickable, it doesn't even something clickable, it doesn't even work, you know. work, you know. work, you know. >> Yeah. Yeah. >> Yeah. Yeah. >> Yeah. Yeah. >> Yeah. It just And then then now when you >> Yeah. It just And then then now when you >> Yeah. It just And then then now when you have that validation, if you go to an have that validation, if you go to an have that validation, if you go to an investor, an early stage investor, investor, an early stage investor, investor, an early stage investor, friends and family, when they ask if you friends and family, when they ask if you friends and family, when they ask if you build it, are they going to come? You build it, are they going to come? You build it, are they going to come? You have an answer. Yes, I validated this have an answer. Yes, I validated this have an answer. Yes, I validated this solution. I have talked to uh 500 people solution. I have talked to uh 500 people solution. I have talked to uh 500 people and I told them if I build it, are you and I told them if I build it, are you and I told them if I build it, are you going to buy it? And the answer was yes.

going to buy it? And the answer was yes. going to buy it? And the answer was yes. It's not like I know it. I know by heart It's not like I know it. I know by heart It's not like I know it. I know by heart they're going to come. So what is the they're going to come. So what is the they're going to come. So what is the evidence behind right? So when you get evidence behind right? So when you get evidence behind right? So when you get to that point now you can raise some to that point now you can raise some to that point now you can raise some money money money >> and that that's the question at this >> and that that's the question at this >> and that that's the question at this stage. stage. stage. >> Yeah, >> Yeah, >> Yeah, >> I have money now. >> I have money now. >> I have money now. Right. So what is my next step? Right. So what is my next step? Right. So what is my next step? >> Yeah. >> Yeah. >> Yeah. >> And how do I go from >> And how do I go from >> And how do I go from >> a minimal >> a minimal >> a minimal >> a minimal viable product and and now I >> a minimal viable product and and now I >> a minimal viable product and and now I need to build an organization. need to build an organization. need to build an organization. I need to build the product and I need I need to build the product and I need I need to build the product and I need to go to you know plan and work for my to go to you know plan and work for my to go to you know plan and work for my next step. next step. next step. That's becoming a very very pressing That's becoming a very very pressing That's becoming a very very pressing problem for many startups. problem for many startups. problem for many startups. >> Yeah. Yeah. I mean, um, Julie Rocky is >> Yeah. Yeah. I mean, um, Julie Rocky is >> Yeah. Yeah. I mean, um, Julie Rocky is here month or two ago and I remember her here month or two ago and I remember her here month or two ago and I remember her saying like about a common problem she saying like about a common problem she saying like about a common problem she sees with startups. sees with startups. sees with startups. When you're developing your MVP, When you're developing your MVP, When you're developing your MVP, you're thinking, you're thinking, you're thinking, you know, I have X amount that I'm going you know, I have X amount that I'm going you know, I have X amount that I'm going to devote to to to de develop to devote to to to de develop to devote to to to de develop >> product development, >> product development, >> product development, >> this MVP, you know, bootstrapping, for >> this MVP, you know, bootstrapping, for >> this MVP, you know, bootstrapping, for example. And during that phase example. And during that phase example. And during that phase and it it made me feel better because and it it made me feel better because and it it made me feel better because this is totally what I did. I used this is totally what I did. I used this is totally what I did. I used personal uh debit cards, credit cards, personal uh debit cards, credit cards, personal uh debit cards, credit cards, >> um >> um >> um >> gosh, probably four or five different

>> gosh, probably four or five different >> gosh, probably four or five different credit cards credit cards credit cards >> are your all your resources >> are your all your resources >> are your all your resources >> to to develop this. And so now like now >> to to develop this. And so now like now >> to to develop this. And so now like now that we're getting to this point to that we're getting to this point to that we're getting to this point to where as if you're as if you're 10x what where as if you're as if you're 10x what where as if you're as if you're 10x what you think you could be you think you could be you think you could be >> and and what's going to be required >> and and what's going to be required >> and and what's going to be required to go to seed funding seed round a to go to seed funding seed round a to go to seed funding seed round a series A series B and exit like all of series A series B and exit like all of series A series B and exit like all of these things these things these things should be in place from the beginning to should be in place from the beginning to should be in place from the beginning to prevent the headaches later right so one prevent the headaches later right so one prevent the headaches later right so one bit of advice like for anyone out bit of advice like for anyone out bit of advice like for anyone out they're listening. Yeah. they're listening. Yeah. they're listening. Yeah. >> Try to channel that in a way to where >> Try to channel that in a way to where >> Try to channel that in a way to where get to that point. >> It's always about what you can show, >> It's always about what you can show, right? right? right? >> It's always about >> It's always about >> It's always about um historical versus uh projections. um historical versus uh projections. um historical versus uh projections. This is how investors, anybody in money This is how investors, anybody in money This is how investors, anybody in money think. They wanted to see what you've think. They wanted to see what you've think. They wanted to see what you've done like what is the historical right.

done like what is the historical right. done like what is the historical right. >> Right. >> Right. >> Right. >> How did you manage your money? How did >> How did you manage your money? How did >> How did you manage your money? How did you manage your business? you manage your business? you manage your business? >> Right. >> Right. >> Right. >> How did you prepare? How organized are >> How did you prepare? How organized are >> How did you prepare? How organized are you? you? you? >> Yeah. >> Yeah. >> Yeah. >> Right. >> Right. >> Right. >> Yeah. How did you manage it while you're >> Yeah. How did you manage it while you're >> Yeah. How did you manage it while you're while you were bootstrapping? while you were bootstrapping? while you were bootstrapping? >> Exactly. >> Exactly. >> Exactly. >> Because they want to how how are you >> Because they want to how how are you >> Because they want to how how are you going to manage going to manage going to manage >> when you get money? >> when you get money? >> when you get money? >> If the if the foundation is not there, >> If the if the foundation is not there, >> If the if the foundation is not there, >> right, >> right, >> right, >> this is just like a big red red flag and >> this is just like a big red red flag and >> this is just like a big red red flag and consent, right? consent, right? consent, right? >> Yeah. But it made me feel better because >> Yeah. But it made me feel better because >> Yeah. But it made me feel better because Julie said that this is a very common Julie said that this is a very common Julie said that this is a very common problem. problem. problem. >> It is a common problem, right? >> It is a common problem, right? >> It is a common problem, right? >> You know, so >> You know, so >> You know, so >> next step, let's say, you know, now you >> next step, let's say, you know, now you >> next step, let's say, you know, now you got all all the money that you needed, got all all the money that you needed, got all all the money that you needed, right? The question becomes, okay, do I right? The question becomes, okay, do I right? The question becomes, okay, do I have resources to actually build this have resources to actually build this have resources to actually build this product, product, product, >> right? Do I have the work like does the >> right? Do I have the work like does the >> right? Do I have the work like does the region, the ecosystem have like all the region, the ecosystem have like all the region, the ecosystem have like all the resources that I need to build it? the resources that I need to build it? the resources that I need to build it? the workforce bottom workforce bottom workforce bottom is becoming like a big problem the is becoming like a big problem the is becoming like a big problem the workforce and do I have the organization workforce and do I have the organization workforce and do I have the organization do I have like the people like people do I have like the people like people do I have like the people like people that I need to run this business it's that I need to run this business it's that I need to run this business it's not an idea it's not just a oneman show not an idea it's not just a oneman show not an idea it's not just a oneman show anymore now becoming a business and then anymore now becoming a business and then anymore now becoming a business and then how do I prepare for the next round so how do I prepare for the next round so how do I prepare for the next round so you're doing three things at the same you're doing three things at the same you're doing three things at the same time you're building the product you're time you're building the product you're time you're building the product you're building the organization and you're building the organization and you're building the organization and you're getting prepared for the next Yeah.

getting prepared for the next Yeah. getting prepared for the next Yeah. Yeah. Yeah. Yeah. >> So just imagine >> So just imagine >> So just imagine >> while not sleeping. >> while not sleeping. >> while not sleeping. >> Yeah. Yeah. Exactly. [laughter] >> Yeah. Yeah. Exactly. [laughter] >> Yeah. Yeah. Exactly. [laughter] >> And and that's where you know when you >> And and that's where you know when you >> And and that's where you know when you got to be either got to be either got to be either the CEO of a company meaning you can the CEO of a company meaning you can the CEO of a company meaning you can handle all these three or you got to handle all these three or you got to handle all these three or you got to bring somebody that can do it right. And bring somebody that can do it right. And bring somebody that can do it right. And that's where a lot of startup founders that's where a lot of startup founders that's where a lot of startup founders hesitate to get help because they think hesitate to get help because they think hesitate to get help because they think somebody is just coming, you know, somebody is just coming, you know, somebody is just coming, you know, taking their baby away. They want to taking their baby away. They want to taking their baby away. They want to take control. take control. take control. The truth is is is is way better to have The truth is is is is way better to have The truth is is is is way better to have somebody experienced by you to help you somebody experienced by you to help you somebody experienced by you to help you to get things moving than uh you know to get things moving than uh you know to get things moving than uh you know everything goes south and your company everything goes south and your company everything goes south and your company is now fail is now fail is now fail and and that's kind of like this stage and and that's kind of like this stage and and that's kind of like this stage of I have money now what becomes I have of I have money now what becomes I have of I have money now what becomes I have money what resources are available to me money what resources are available to me money what resources are available to me and how open I am to use them, right?

and how open I am to use them, right? and how open I am to use them, right? It's just this is another thing. People It's just this is another thing. People It's just this is another thing. People hire experts and they don't use them. hire experts and they don't use them. hire experts and they don't use them. You know, people hire CEOs and start You know, people hire CEOs and start You know, people hire CEOs and start arguing with them, right? Right. It's arguing with them, right? Right. It's arguing with them, right? Right. It's just or you can develop those um those just or you can develop those um those just or you can develop those um those uh um capabilities and and and uh um capabilities and and and uh um capabilities and and and expertise. But to become an expert in expertise. But to become an expert in expertise. But to become an expert in all the things necessary business all the things necessary business all the things necessary business >> it's just hard >> it's just hard >> it's just hard >> that's that's you know actually that >> that's that's you know actually that >> that's that's you know actually that leads into what noble founders right is leads into what noble founders right is leads into what noble founders right is organizing organizing organizing >> right >> right >> right >> this is a network of resources >> utilize >> utilize >> absolutely >> absolutely >> absolutely >> not have to be an expert at all >> not have to be an expert at all >> not have to be an expert at all >> exactly >> exactly >> exactly >> learn how to all these >> learn how to all these >> learn how to all these >> you know like what we see a common thing >> you know like what we see a common thing >> you know like what we see a common thing is when you are an earlier stage people is when you are an earlier stage people is when you are an earlier stage people chase chase chase From the day one, I have this idea. I From the day one, I have this idea. I From the day one, I have this idea. I got to go raise fund got to go raise fund got to go raise fund you have a great idea. But the first you have a great idea. But the first you have a great idea. But the first question any investor will ask you, how question any investor will ask you, how question any investor will ask you, how do you know it's going to work? How do do you know it's going to work? How do do you know it's going to work? How do you know if you build it, they're going you know if you build it, they're going you know if you build it, they're going to buy it? And after like two, three to buy it? And after like two, three to buy it? And after like two, three months and few investor meetings, they months and few investor meetings, they months and few investor meetings, they get really disappointed and you know, get really disappointed and you know, get really disappointed and you know, they just give up, right? So it's they just give up, right? So it's they just give up, right? So it's important to have people around you that important to have people around you that important to have people around you that they can help you to validate the idea.

they can help you to validate the idea. they can help you to validate the idea. They give you direction. They give you direction. They give you direction. Hey Ben, you know you just built this is Hey Ben, you know you just built this is Hey Ben, you know you just built this is a great idea, but did you think about a great idea, but did you think about a great idea, but did you think about that? You know, what are your thoughts that? You know, what are your thoughts that? You know, what are your thoughts on, you know, your ICP, your ideal on, you know, your ICP, your ideal on, you know, your ICP, your ideal customer profile? Have you really worked customer profile? Have you really worked customer profile? Have you really worked that on? like you know is it like fully that on? like you know is it like fully that on? like you know is it like fully flushed or uh what do you think about flushed or uh what do you think about flushed or uh what do you think about this big uh company that is working on this big uh company that is working on this big uh company that is working on this is it going to be your comp this is it going to be your comp this is it going to be your comp competitor or it's going to buy you competitor or it's going to buy you competitor or it's going to buy you right you know and why like a lot of right you know and why like a lot of right you know and why like a lot of people are saying oh I'm building this people are saying oh I'm building this people are saying oh I'm building this great idea you know Microsoft is going great idea you know Microsoft is going great idea you know Microsoft is going to buy us my question is why why do you to buy us my question is why why do you to buy us my question is why why do you think they're going to buy you so at the think they're going to buy you so at the think they're going to buy you so at the beginning a lot of people chase money beginning a lot of people chase money beginning a lot of people chase money which I think they should chase which I think they should chase which I think they should chase validation validation validation and after 3 months they become a and after 3 months they become a and after 3 months they become a fundable opportunity. Just imagine like fundable opportunity. Just imagine like fundable opportunity. Just imagine like you are a startup, you're starting and you are a startup, you're starting and you are a startup, you're starting and you spend three months just going after you spend three months just going after you spend three months just going after investors. You're going to you know investors. You're going to you know investors. You're going to you know you're going to hear the same question.

you're going to hear the same question. you're going to hear the same question. Why do you think this is going to work? Why do you think this is going to work? Why do you think this is going to work? And like after 3 months you're going to And like after 3 months you're going to And like after 3 months you're going to give up or you're going to go and from give up or you're going to go and from give up or you're going to go and from the day one you're going to validate the day one you're going to validate the day one you're going to validate this and people are going to ask really this and people are going to ask really this and people are going to ask really hard questions and you're going to take hard questions and you're going to take hard questions and you're going to take it by heart and you're going to really it by heart and you're going to really it by heart and you're going to really find the answers. If the answer is not find the answers. If the answer is not find the answers. If the answer is not satisfactory you pivot right after 3 satisfactory you pivot right after 3 satisfactory you pivot right after 3 months and now you have a fundable months and now you have a fundable months and now you have a fundable opportunity. You go to an investor and opportunity. You go to an investor and opportunity. You go to an investor and say look I have this funable say look I have this funable say look I have this funable opportunity. Why? because I've done all opportunity. Why? because I've done all opportunity. Why? because I've done all my homework and then you know when you get the and then you know when you get the funding again instead of oh you know I funding again instead of oh you know I funding again instead of oh you know I have the money now I'm going to go have the money now I'm going to go have the money now I'm going to go figure everything figure everything figure everything no you know you're going to again use no you know you're going to again use no you know you're going to again use experts and the network of people that experts and the network of people that experts and the network of people that they can help you to come and figure out they can help you to come and figure out they can help you to come and figure out the the the gaps figure out um all the the the the gaps figure out um all the the the the gaps figure out um all the things necessary and needed to move things necessary and needed to move things necessary and needed to move forward to your next step and next forward to your next step and next forward to your next step and next stage. Um it's not always funding the stage. Um it's not always funding the stage. Um it's not always funding the last step. It's just the beginning.

last step. It's just the beginning. last step. It's just the beginning. There are many companies that has fade There are many companies that has fade There are many companies that has fade faded and has know failed right like faded and has know failed right like faded and has know failed right like right after the first round of you know right after the first round of you know right after the first round of you know fundraising fundraising fundraising and we all of us been there done that and we all of us been there done that and we all of us been there done that because you get over excited you go hire because you get over excited you go hire because you get over excited you go hire like 20 people your payroll become like like 20 people your payroll become like like 20 people your payroll become like from zero to $100,000 a month and you're from zero to $100,000 a month and you're from zero to $100,000 a month and you're not generating any money you don't have not generating any money you don't have not generating any money you don't have any direction any direction any direction and boom the tricky situation. I mean, you know, the tricky situation. I mean, you know, just to just do the the due diligence just to just do the the due diligence just to just do the the due diligence before you get to that point. before you get to that point. before you get to that point. >> Mhm. >> Mhm. >> Mhm. >> Is >> Is >> Is going to be funded someday. Are you going to be funded someday. Are you going to be funded someday. Are you >> Yep. And that's why it's so important >> Yep. And that's why it's so important >> Yep. And that's why it's so important people are asking build this performer people are asking build this performer people are asking build this performer and and and a lot of people asking why why should I a lot of people asking why why should I a lot of people asking why why should I build a performer build a performer build a performer uh a financial model because it will uh a financial model because it will uh a financial model because it will force you to think about uh different force you to think about uh different force you to think about uh different things that you need to consider right things that you need to consider right things that you need to consider right what are what are my expenses what are what are what are my expenses what are what are what are my expenses what are my income you know uh and revenue my income you know uh and revenue my income you know uh and revenue streams and when I'm going to be streams and when I'm going to be streams and when I'm going to be profitable profitable profitable how how much money I put in, what are how how much money I put in, what are how how much money I put in, what are the, you know, loans and depths, you the, you know, loans and depths, you the, you know, loans and depths, you know, and like, you know, how we can know, and like, you know, how we can know, and like, you know, how we can convert that and you can show that trend convert that and you can show that trend convert that and you can show that trend like, you know, so first five months like, you know, so first five months like, you know, so first five months we're in red and then we're going to be we're in red and then we're going to be we're in red and then we're going to be on, you know, positive and green, but if

on, you know, positive and green, but if on, you know, positive and green, but if you give me the investment instead of you give me the investment instead of you give me the investment instead of five months being in red, uh, we're five months being in red, uh, we're five months being in red, uh, we're going to, you know, cover that and and going to, you know, cover that and and going to, you know, cover that and and we're going to, you know, accelerate. we're going to, you know, accelerate. we're going to, you know, accelerate. But the important thing is at this each But the important thing is at this each But the important thing is at this each stage you need to be very clear about stage you need to be very clear about stage you need to be very clear about why do I need money at this stage? why do I need money at this stage? why do I need money at this stage? What do I need? What resources I need? What do I need? What resources I need? What do I need? What resources I need? What activities I need to uh to do? And What activities I need to uh to do? And What activities I need to uh to do? And what is my next step? what is my next step? what is my next step? >> Right. You know with the money exactly >> Right. You know with the money exactly >> Right. You know with the money exactly the what are you spending this money on? the what are you spending this money on? the what are you spending this money on? Exactly. I'm going to give you a million Exactly. I'm going to give you a million Exactly. I'm going to give you a million dollars. Absolutely. dollars. Absolutely. dollars. Absolutely. >> How do I know you're not going to buy a >> How do I know you're not going to buy a >> How do I know you're not going to buy a new Corvette new Corvette new Corvette >> or whatever, right? Like, >> or whatever, right? Like, >> or whatever, right? Like, >> show me what's going to happen. And and >> show me what's going to happen. And and >> show me what's going to happen. And and show me the ROI on this spent. show me the ROI on this spent. show me the ROI on this spent. >> You say you need some backup camera, >> You say you need some backup camera, >> You say you need some backup camera, like another set of cameras for another like another set of cameras for another like another set of cameras for another studio over there. What's your ROI if studio over there. What's your ROI if studio over there. What's your ROI if you double your equipment?

you double your equipment? you double your equipment? >> Like, show me you've already done the >> Like, show me you've already done the >> Like, show me you've already done the research. validate this number you're research. validate this number you're research. validate this number you're asking. asking. asking. >> And that's why the number the >> And that's why the number the >> And that's why the number the storytelling with number is so important storytelling with number is so important storytelling with number is so important because because they the storytelling because because they the storytelling because because they the storytelling with numbers and Excel sheets show with numbers and Excel sheets show with numbers and Excel sheets show exactly what you need at each stage and exactly what you need at each stage and exactly what you need at each stage and what you're going to do with that money what you're going to do with that money what you're going to do with that money and how much return on investment are and how much return on investment are and how much return on investment are going to generate. Like sometimes you going to generate. Like sometimes you going to generate. Like sometimes you just even if you inject money in the just even if you inject money in the just even if you inject money in the company still you're in red because it's company still you're in red because it's company still you're in red because it's not gonna you know give you uh all the not gonna you know give you uh all the not gonna you know give you uh all the revenue that you want but is going to revenue that you want but is going to revenue that you want but is going to set this step up for you to generate it set this step up for you to generate it set this step up for you to generate it >> to build that core team. >> to build that core team. >> to build that core team. >> Exactly. build the core team to find >> Exactly. build the core team to find >> Exactly. build the core team to find like the product market feed at like like the product market feed at like like the product market feed at like earlier stages and then sometimes when earlier stages and then sometimes when earlier stages and then sometimes when you find the product market feed now you you find the product market feed now you you find the product market feed now you get the money to fuel it right you get get the money to fuel it right you get get the money to fuel it right you get the money to launch it to the moon and the money to launch it to the moon and the money to launch it to the moon and and that's where execution comes to so and that's where execution comes to so and that's where execution comes to so now if I'm a startup that I'm getting to now if I'm a startup that I'm getting to now if I'm a startup that I'm getting to that stage of um I have money now what that stage of um I have money now what that stage of um I have money now what is a matter of execution is a matter of is a matter of execution is a matter of is a matter of execution is a matter of the team can this team really work the team can this team really work the team can this team really work together efficient together efficient together efficient and we have all the talent that we need and we have all the talent that we need and we have all the talent that we need to get us to the next milestone.

to get us to the next milestone. to get us to the next milestone. So if you're in Houston, we have uh you So if you're in Houston, we have uh you So if you're in Houston, we have uh you know Texas Medical Center, one of the know Texas Medical Center, one of the know Texas Medical Center, one of the most advanced medical centers the world most advanced medical centers the world most advanced medical centers the world and then we have um you know NASA in our and then we have um you know NASA in our and then we have um you know NASA in our backyard, backyard, backyard, >> right? There are many people with the >> right? There are many people with the >> right? There are many people with the background in space in medical background in space in medical background in space in medical but the question is if you're building but the question is if you're building but the question is if you're building you know an AI system that is you know an AI system that is you know an AI system that is specialized in fintech specialized in fintech specialized in fintech do you have the right people here in do you have the right people here in do you have the right people here in Houston to help you to build that? Houston to help you to build that? Houston to help you to build that? Do you have the right talent? Do you Do you have the right talent? Do you Do you have the right talent? Do you have the right advisor to tell you oh have the right advisor to tell you oh have the right advisor to tell you oh this feature is going to work is or is this feature is going to work is or is this feature is going to work is or is not going to work. not going to work. not going to work. That's the main question. And sometimes That's the main question. And sometimes That's the main question. And sometimes that's why people get money and they that's why people get money and they that's why people get money and they disappear. disappear. disappear. You know, people raise money in Houston You know, people raise money in Houston You know, people raise money in Houston and then they go somewhere else which is and then they go somewhere else which is and then they go somewhere else which is like a fintech, you know, city of the like a fintech, you know, city of the like a fintech, you know, city of the world and they build their own there's world and they build their own there's world and they build their own there's the fintech startup there, the fintech startup there, the fintech startup there, >> right?

>> Yeah. and and you know we have seen that >> Yeah. and and you know we have seen that like we were just talking to uh like few like we were just talking to uh like few like we were just talking to uh like few different programs accelerator programs different programs accelerator programs different programs accelerator programs or or VCs and they they've seen that or or VCs and they they've seen that or or VCs and they they've seen that because they said we saw startups they because they said we saw startups they because they said we saw startups they started in Houston they raised in started in Houston they raised in started in Houston they raised in Houston they got into the talent and Houston they got into the talent and Houston they got into the talent and workforce issue they couldn't find workforce issue they couldn't find workforce issue they couldn't find people that they can do it here they people that they can do it here they people that they can do it here they forced to move somewhere else that they forced to move somewhere else that they forced to move somewhere else that they have >> yes things. It's just a lot of things, >> yes things. It's just a lot of things, right? You know, when when you're in right? You know, when when you're in right? You know, when when you're in different and people think, "Oh my god, different and people think, "Oh my god, different and people think, "Oh my god, I got to get money and I'm good." No. I got to get money and I'm good." No. I got to get money and I'm good." No. And that's just the beginning, right? And that's just the beginning, right? And that's just the beginning, right? And you know, when it gets like on the And you know, when it gets like on the And you know, when it gets like on the later stages, so now you want to go IPO later stages, so now you want to go IPO later stages, so now you want to go IPO is merger and acquisitions like how is merger and acquisitions like how is merger and acquisitions like how you're going to do that just an IPO is a you're going to do that just an IPO is a you're going to do that just an IPO is a big thing. You know, you got to spend big thing. You know, you got to spend big thing. You know, you got to spend millions sometime to get everything millions sometime to get everything millions sometime to get everything ready for an IPO and the deal fall apart ready for an IPO and the deal fall apart ready for an IPO and the deal fall apart because like Julie said, at the because like Julie said, at the because like Julie said, at the beginning you didn't think about XYZ and beginning you didn't think about XYZ and beginning you didn't think about XYZ and now you're getting into like it's going now you're getting into like it's going now you're getting into like it's going to bite you when you get to your IPO.

to bite you when you get to your IPO. to bite you when you get to your IPO. So when you're building your startup So when you're building your startup So when you're building your startup from the day one, you don't need to from the day one, you don't need to from the day one, you don't need to really really really think about everything all the way think about everything all the way think about everything all the way through, but you got to be mindful about through, but you got to be mindful about through, but you got to be mindful about like where this startup is going. like where this startup is going. like where this startup is going. >> Yeah. >> Yeah. >> Yeah. >> Right. >> Right. >> Right. >> And lay that foundation. >> And lay that foundation. >> And lay that foundation. >> Lay that foundation. A lot of people we >> Lay that foundation. A lot of people we >> Lay that foundation. A lot of people we ask this question. What is your exit? ask this question. What is your exit? ask this question. What is your exit? What is this startup? How much is it? What is this startup? How much is it? What is this startup? How much is it? Like do you see it as like a hund00 Like do you see it as like a hund00 Like do you see it as like a hund00 million startup, $10 million, a million million startup, $10 million, a million million startup, $10 million, a million dollar startup or is like a billion dollar startup or is like a billion dollar startup or is like a billion dollar? dollar? dollar? >> That's such a difficult answer question >> That's such a difficult answer question >> That's such a difficult answer question to answer. to answer. to answer. >> It's is very hard. >> It's is very hard. >> It's is very hard. >> The Tam Samson, >> The Tam Samson, >> The Tam Samson, >> right? >> right? >> right? >> I've struggled like for day like >> I've struggled like for day like >> I've struggled like for day like >> months and and revisited it and >> months and and revisited it and >> months and and revisited it and recalculated it over and over and that recalculated it over and over and that recalculated it over and over and that that's I still struggle with that one. that's I still struggle with that one. that's I still struggle with that one. That's a that's tricky. And you know if That's a that's tricky. And you know if That's a that's tricky. And you know if you think about like at the beginning you think about like at the beginning you think about like at the beginning your your company even forming it it's your your company even forming it it's your your company even forming it it's just a lot of assumptions just a lot of assumptions just a lot of assumptions >> right right >> right right >> right right >> you're assuming that you know we are >> you're assuming that you know we are >> you're assuming that you know we are going to uh we're going to be a billion going to uh we're going to be a billion going to uh we're going to be a billion dollar company dollar company dollar company >> right >> right >> right >> the art of providing evidence >> the art of providing evidence >> the art of providing evidence to support those assumptions is the art to support those assumptions is the art to support those assumptions is the art of building a successful startup. Right?

of building a successful startup. Right? of building a successful startup. Right? you are always you are always you are always um questioned about your assumptions. um questioned about your assumptions. um questioned about your assumptions. >> Yeah. Yeah. Yeah. Gosh, it's such a such >> Yeah. Yeah. Yeah. Gosh, it's such a such >> Yeah. Yeah. Yeah. Gosh, it's such a such great wisdom. Appreciate that. great wisdom. Appreciate that. great wisdom. Appreciate that. >> No, absolutely. But >> No, absolutely. But >> No, absolutely. But it's already uh getting to be uh just it's already uh getting to be uh just it's already uh getting to be uh just about that time. You know, just to recap about that time. You know, just to recap about that time. You know, just to recap like what all we covered, you know, like what all we covered, you know, like what all we covered, you know, validating your idea and and how to have validating your idea and and how to have validating your idea and and how to have discernment on the initial feedback from discernment on the initial feedback from discernment on the initial feedback from both circle and how that can both circle and how that can both circle and how that can artificially uh propel you to taking that next step. uh propel you to taking that next step. and going into true marketing and what and going into true marketing and what and going into true marketing and what true what marketing really means. true what marketing really means. true what marketing really means. You don't have to spend a dime, You don't have to spend a dime, You don't have to spend a dime, but get that feedback from people, from but get that feedback from people, from but get that feedback from people, from professionals that professionals that professionals that you may have only known for five you may have only known for five you may have only known for five minutes, and they're going to give you minutes, and they're going to give you minutes, and they're going to give you an honest opinion, an honest opinion, an honest opinion, >> right?

>> right? >> right? um do that market research early and be um do that market research early and be um do that market research early and be adaptable and pivot you know necessary adaptable and pivot you know necessary adaptable and pivot you know necessary >> because you know your idea could solve >> because you know your idea could solve >> because you know your idea could solve your problem but you know you have to your problem but you know you have to your problem but you know you have to think about your problem has your lens think about your problem has your lens think about your problem has your lens as a filter all of your life experiences as a filter all of your life experiences as a filter all of your life experiences caused this problem in your life I have caused this problem in your life I have caused this problem in your life I have the solution but your pro everyone's the solution but your pro everyone's the solution but your pro everyone's problems are unique so doing that problems are unique so doing that problems are unique so doing that marketing at early on to, marketing at early on to, marketing at early on to, you know, verify that a lot of people you know, verify that a lot of people you know, verify that a lot of people have the same problem and and being have the same problem and and being have the same problem and and being adaptable so that you're, you know, the adaptable so that you're, you know, the adaptable so that you're, you know, the the minimal the minimal the minimal viable product that you develop can viable product that you develop can viable product that you develop can encompass more problems more problems and solve like a pressing problem, and solve like a pressing problem, and solve like a pressing problem, right? right? right? uh when I was doing um a program with uh when I was doing um a program with uh when I was doing um a program with MIT, it was building uh innovation MIT, it was building uh innovation MIT, it was building uh innovation ecosystem and the capstone was like go ecosystem and the capstone was like go ecosystem and the capstone was like go and map your innovation ecosystem like and map your innovation ecosystem like and map your innovation ecosystem like in your city and how people can really in your city and how people can really in your city and how people can really benefit from it. And that's my really um benefit from it. And that's my really um benefit from it. And that's my really um recommendation to all the startup recommendation to all the startup recommendation to all the startup founders. Go map your ecosystem founders. Go map your ecosystem founders. Go map your ecosystem in your city innovation and startup in your city innovation and startup in your city innovation and startup ecosystem and understand how they can uh

ecosystem and understand how they can uh ecosystem and understand how they can uh help you in different stages help you in different stages help you in different stages and with even with noble founder uh one and with even with noble founder uh one and with even with noble founder uh one of the things that we're doing we're of the things that we're doing we're of the things that we're doing we're saying like we're complimenting everyone saying like we're complimenting everyone saying like we're complimenting everyone in the city and even like globally in the city and even like globally in the city and even like globally because we would love to help uh because we would love to help uh because we would love to help uh startups to access any help, any startups to access any help, any startups to access any help, any resource that they can get. If you are resource that they can get. If you are resource that they can get. If you are like in this accelerator program, don't like in this accelerator program, don't like in this accelerator program, don't hesitate to explore other programs. hesitate to explore other programs. hesitate to explore other programs. Don't hesitate to talk to other people Don't hesitate to talk to other people Don't hesitate to talk to other people and always think about what resources and always think about what resources and always think about what resources are available to me that I can tap into. are available to me that I can tap into. are available to me that I can tap into. So when I'm at like you know at the So when I'm at like you know at the So when I'm at like you know at the beginning like like you were just uh uh beginning like like you were just uh uh beginning like like you were just uh uh mentioning like what uh resources mentioning like what uh resources mentioning like what uh resources programs can help me to validate my idea programs can help me to validate my idea programs can help me to validate my idea who can help me to build my MVP like who can help me to build my MVP like who can help me to build my MVP like maybe I have something that I can help maybe I have something that I can help maybe I have something that I can help somebody else right if I'm a business somebody else right if I'm a business somebody else right if I'm a business person maybe I can find a technical person maybe I can find a technical person maybe I can find a technical person that you know has problem with person that you know has problem with person that you know has problem with business side of things we can exchange business side of things we can exchange business side of things we can exchange value right or maybe I can get some value right or maybe I can get some value right or maybe I can get some sponsors and they can help me to build sponsors and they can help me to build sponsors and they can help me to build my product or maybe I can find you know my product or maybe I can find you know my product or maybe I can find you know like experts that they can just always like experts that they can just always like experts that they can just always look for you know who can help me when look for you know who can help me when look for you know who can help me when and how and one of the programs we're and how and one of the programs we're and how and one of the programs we're we're now launching and promoting is is we're now launching and promoting is is we're now launching and promoting is is our is our pods which you know uh we

our is our pods which you know uh we our is our pods which you know uh we would love to have uh experts and people would love to have uh experts and people would love to have uh experts and people in available to startups that they're in available to startups that they're in available to startups that they're coming to our uh ecosystem and there are coming to our uh ecosystem and there are coming to our uh ecosystem and there are like you know we call them pods like you know we call them pods like you know we call them pods basically a place that has all the basically a place that has all the basically a place that has all the resources resources resources >> uh and what we're doing is we're asking >> uh and what we're doing is we're asking >> uh and what we're doing is we're asking experts to provide uh discount to people experts to provide uh discount to people experts to provide uh discount to people like you know startups we understand you like you know startups we understand you like you know startups we understand you know it's just really hard to um raise know it's just really hard to um raise know it's just really hard to um raise money to raise money when you're like at money to raise money when you're like at money to raise money when you're like at the beginning and even we're thinking the beginning and even we're thinking the beginning and even we're thinking about like deferred payments we're about like deferred payments we're about like deferred payments we're thinking about getting the sponsors to thinking about getting the sponsors to thinking about getting the sponsors to sponsor those pods, you know, getting a sponsor those pods, you know, getting a sponsor those pods, you know, getting a scholarships because it's it's very hard scholarships because it's it's very hard scholarships because it's it's very hard to find money to find money to find money to get started, right? Uh and this is to get started, right? Uh and this is to get started, right? Uh and this is kind of like our approach because we kind of like our approach because we kind of like our approach because we really want to help startups and YC really want to help startups and YC really want to help startups and YC uh does it like they give like startups uh does it like they give like startups uh does it like they give like startups like 120k and um they have money to go like 120k and um they have money to go like 120k and um they have money to go and after all this uh different things and after all this uh different things and after all this uh different things that they need to do. But in addition that they need to do. But in addition that they need to do. But in addition like if we can if we can provide a like if we can if we can provide a like if we can if we can provide a sponsorships or if we can uh provide um sponsorships or if we can uh provide um sponsorships or if we can uh provide um you know scholarships you know scholarships you know scholarships not only we are providing money we are not only we are providing money we are not only we are providing money we are providing experts too. And the idea is providing experts too. And the idea is providing experts too. And the idea is if I'm at the startup and I raised money if I'm at the startup and I raised money if I'm at the startup and I raised money and now I'm looking for experts which and now I'm looking for experts which and now I'm looking for experts which are really hard to find. I can go to are really hard to find. I can go to are really hard to find. I can go to Noble Founder and I can get to one of

Noble Founder and I can get to one of Noble Founder and I can get to one of those pods and I can tap into that those pods and I can tap into that those pods and I can tap into that network as a really affordable price. network as a really affordable price. network as a really affordable price. >> See, so these pods are kind of >> See, so these pods are kind of >> See, so these pods are kind of individually crafted towards the individually crafted towards the individually crafted towards the >> needs. Exactly. >> needs. Exactly. >> needs. Exactly. >> And the idea is when I'm a founder that >> And the idea is when I'm a founder that >> And the idea is when I'm a founder that I have money and now I'm like okay now I have money and now I'm like okay now I have money and now I'm like okay now what we're trying to answer that what we're trying to answer that what we're trying to answer that question. We have had conversations with question. We have had conversations with question. We have had conversations with many startups that they have money and many startups that they have money and many startups that they have money and it's really sad they're like leaving it's really sad they're like leaving it's really sad they're like leaving Houston because they they assuming that Houston because they they assuming that Houston because they they assuming that there's no expert network or resources there's no expert network or resources there's no expert network or resources or talent here that can help them. I or talent here that can help them. I or talent here that can help them. I have had this conversation with at least have had this conversation with at least have had this conversation with at least 10 startups and when we told them like 10 startups and when we told them like 10 startups and when we told them like no that's like you know um we like we no that's like you know um we like we no that's like you know um we like we have been talking to experts or people have been talking to experts or people have been talking to experts or people that they can help with they're like that they can help with they're like that they can help with they're like really really really so that's one of the things we are so that's one of the things we are so that's one of the things we are really pushing and promoting of like really pushing and promoting of like really pushing and promoting of like let's just put this pool together and let's just put this pool together and let's just put this pool together and solve this big problem of resource and solve this big problem of resource and solve this big problem of resource and talent and um you know not only money talent and um you know not only money talent and um you know not only money but human capital, social capital and but human capital, social capital and but human capital, social capital and all of other the different things that all of other the different things that all of other the different things that the startups really need, the startups really need, the startups really need, >> right? That that community.

>> right? That that community. >> right? That that community. >> Mhm. >> Mhm. >> Mhm. >> That everyone can help each other out. >> That everyone can help each other out. >> That everyone can help each other out. Everyone benefits, Everyone benefits, Everyone benefits, >> right? >> right? >> right? >> You know the fly, right? >> You know the fly, right? >> You know the fly, right? >> The flywheel. >> The flywheel. >> The flywheel. >> So basically Yeah. Yeah. >> So basically Yeah. Yeah. >> So basically Yeah. Yeah. >> Wow. Great. >> Wow. Great. >> Wow. Great. >> Awesome. >> Awesome. >> Awesome. >> Great. Thank you very much. >> Great. Thank you very much. >> Great. Thank you very much. >> No, thank you. >> No, thank you. >> No, thank you. >> So much great insight. >> So much great insight. >> So much great insight. >> Absolutely. It's a pleasure meeting uh >> Absolutely. It's a pleasure meeting uh >> Absolutely. It's a pleasure meeting uh everybody at home and here in studio and everybody at home and here in studio and everybody at home and here in studio and sitting by you like this is our like and sitting by you like this is our like and sitting by you like this is our like and we we're going to start a show called we we're going to start a show called we we're going to start a show called Ben Square Ben Square Ben Square >> uh >> uh >> uh >> and that would be fun. >> and that would be fun. >> and that would be fun. >> Yeah. It's funny. Um you know I grew up >> Yeah. It's funny. Um you know I grew up >> Yeah. It's funny. Um you know I grew up a lot of my life like not really knowing a lot of my life like not really knowing a lot of my life like not really knowing the whole of the band. the whole of the band. the whole of the band. >> Yep. >> Yep. >> Yep. >> It's not the super common >> It's not the super common >> It's not the super common >> I'm in an orchestra now. There's three >> I'm in an orchestra now. There's three >> I'm in an orchestra now. There's three bands and now in this business startup bands and now in this business startup bands and now in this business startup business. So, it's funny. business. So, it's funny. business. So, it's funny. >> But yeah, thank you for joining us and >> But yeah, thank you for joining us and >> But yeah, thank you for joining us and we'll see you next week. we'll see you next week. we'll see you next week. >> Thank you so much.