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Jan 26, 2023 · 37m · american-optimist

Kimmy Scotti: How to Spot (and Build) the Next Big Thing · Joe Lonsdale

Kimmy Scotti · 27m spoken Joe Lonsdale · 7m spoken
0:00 / 0:00
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In this episode of American Optimist, host Joe Lonsdale interviews venture partner and entrepreneur Kimmy Scotti about her career founding and scaling transformative companies across healthcare and direct-to-consumer brands. Scotti shares tactical insights on disrupting legacy supply chains, building authentic consumer products, and cultivating the relentless mindset needed to solve hard real-world problems.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Joe holds 21.3% of the talking time here. How this is scored →

Joe as informed peer 3.4 Guest teaching 3.4 Guest disagreement 0.5 Joe pushing back 0.0
05100:0010:0020:0030:000:56–4:02 · Joe as informed peer 2/10 Early Entrepreneurial Sparks and Mims New York Joe introduces Kimmy and invites her to share her origin story from childhood jewelry making to her first company. The tone is warmly collaborative and conversational as Kimmy recounts learning entrepreneurship from her immigrant mother.4:02–8:41 · Joe as informed peer 4/10 Building Script Relief and Direct Marketing Innovation Kimmy breaks down the non-obvious direct-mail targeting tactics used at Script Relief to identify underinsured patients. Joe connects her operating strategy to his broader 'smart enterprise' investment thesis of pairing seasoned veterans with technical talent.8:41–12:55 · Joe as informed peer 5/10 Unpacking the Flaws of the PBM Industry The conversation examines the structural bloat and vertical integration within the Pharmacy Benefit Manager (PBM) sector. Both speakers demonstrate deep domain familiarity, noting how public outrage is misdirected toward pharma rather than PBM middlemen.12:55–19:01 · Joe as informed peer 6/10 Transforming Pharmacy Access with Blink Health Kimmy explains how Blink Health automates prior authorizations and navigates pharmacy density. When Kimmy quizzes Joe on the disproportionate percentage of healthcare profits captured by pharmaceuticals, Joe answers correctly on the spot.19:01–25:01 · Joe as informed peer 1/10 The Rise of Hill House Home and the Nap Dress Joe openly acknowledges that consumer apparel is outside his area of expertise and lets Kimmy explain the growth of Hill House Home. Kimmy describes the mechanics behind limited-run apparel drops and customer engagement in digital live rooms.25:01–31:55 · Joe as informed peer 3/10 Building Fig.1 Beauty and Disrupting Skincare Kimmy details founding Fig.1 to combat industry 'snake oil' by using clinical formulations without excessive luxury markups. Joe asks about formulation and manufacturing realities while playfully cautioning Kimmy not to alienate CVS given their retail partnership.31:55–33:55 · Joe as informed peer 3/10 Authentic Marketing and Global Scaling Kimmy shares how unpolished founder videos outperformed high-priced celebrity campaigns because consumers quickly detect inauthenticity. Joe reinforces how venture incubation platforms allow repeatable operational frameworks.33:55–37:50 · Joe as informed peer 3/10 Founder Advice and Building Resilient Teams Kimmy advises founders against treating venture creation like a rigid formula and strongly rejects youth cynicism about modern institutions. Joe agrees that pervasive societal problems represent massive entrepreneurial opportunities.0:56–4:02 · Guest teaching 1/10 Early Entrepreneurial Sparks and Mims New York Joe introduces Kimmy and invites her to share her origin story from childhood jewelry making to her first company. The tone is warmly collaborative and conversational as Kimmy recounts learning entrepreneurship from her immigrant mother.4:02–8:41 · Guest teaching 3/10 Building Script Relief and Direct Marketing Innovation Kimmy breaks down the non-obvious direct-mail targeting tactics used at Script Relief to identify underinsured patients. Joe connects her operating strategy to his broader 'smart enterprise' investment thesis of pairing seasoned veterans with technical talent.8:41–12:55 · Guest teaching 4/10 Unpacking the Flaws of the PBM Industry The conversation examines the structural bloat and vertical integration within the Pharmacy Benefit Manager (PBM) sector. Both speakers demonstrate deep domain familiarity, noting how public outrage is misdirected toward pharma rather than PBM middlemen.12:55–19:01 · Guest teaching 4/10 Transforming Pharmacy Access with Blink Health Kimmy explains how Blink Health automates prior authorizations and navigates pharmacy density. When Kimmy quizzes Joe on the disproportionate percentage of healthcare profits captured by pharmaceuticals, Joe answers correctly on the spot.19:01–25:01 · Guest teaching 4/10 The Rise of Hill House Home and the Nap Dress Joe openly acknowledges that consumer apparel is outside his area of expertise and lets Kimmy explain the growth of Hill House Home. Kimmy describes the mechanics behind limited-run apparel drops and customer engagement in digital live rooms.25:01–31:55 · Guest teaching 5/10 Building Fig.1 Beauty and Disrupting Skincare Kimmy details founding Fig.1 to combat industry 'snake oil' by using clinical formulations without excessive luxury markups. Joe asks about formulation and manufacturing realities while playfully cautioning Kimmy not to alienate CVS given their retail partnership.31:55–33:55 · Guest teaching 3/10 Authentic Marketing and Global Scaling Kimmy shares how unpolished founder videos outperformed high-priced celebrity campaigns because consumers quickly detect inauthenticity. Joe reinforces how venture incubation platforms allow repeatable operational frameworks.33:55–37:50 · Guest teaching 3/10 Founder Advice and Building Resilient Teams Kimmy advises founders against treating venture creation like a rigid formula and strongly rejects youth cynicism about modern institutions. Joe agrees that pervasive societal problems represent massive entrepreneurial opportunities.0:56–4:02 · Guest disagreement 0/10 Early Entrepreneurial Sparks and Mims New York Joe introduces Kimmy and invites her to share her origin story from childhood jewelry making to her first company. The tone is warmly collaborative and conversational as Kimmy recounts learning entrepreneurship from her immigrant mother.4:02–8:41 · Guest disagreement 0/10 Building Script Relief and Direct Marketing Innovation Kimmy breaks down the non-obvious direct-mail targeting tactics used at Script Relief to identify underinsured patients. Joe connects her operating strategy to his broader 'smart enterprise' investment thesis of pairing seasoned veterans with technical talent.8:41–12:55 · Guest disagreement 1/10 Unpacking the Flaws of the PBM Industry The conversation examines the structural bloat and vertical integration within the Pharmacy Benefit Manager (PBM) sector. Both speakers demonstrate deep domain familiarity, noting how public outrage is misdirected toward pharma rather than PBM middlemen.12:55–19:01 · Guest disagreement 0/10 Transforming Pharmacy Access with Blink Health Kimmy explains how Blink Health automates prior authorizations and navigates pharmacy density. When Kimmy quizzes Joe on the disproportionate percentage of healthcare profits captured by pharmaceuticals, Joe answers correctly on the spot.19:01–25:01 · Guest disagreement 0/10 The Rise of Hill House Home and the Nap Dress Joe openly acknowledges that consumer apparel is outside his area of expertise and lets Kimmy explain the growth of Hill House Home. Kimmy describes the mechanics behind limited-run apparel drops and customer engagement in digital live rooms.25:01–31:55 · Guest disagreement 1/10 Building Fig.1 Beauty and Disrupting Skincare Kimmy details founding Fig.1 to combat industry 'snake oil' by using clinical formulations without excessive luxury markups. Joe asks about formulation and manufacturing realities while playfully cautioning Kimmy not to alienate CVS given their retail partnership.31:55–33:55 · Guest disagreement 0/10 Authentic Marketing and Global Scaling Kimmy shares how unpolished founder videos outperformed high-priced celebrity campaigns because consumers quickly detect inauthenticity. Joe reinforces how venture incubation platforms allow repeatable operational frameworks.33:55–37:50 · Guest disagreement 2/10 Founder Advice and Building Resilient Teams Kimmy advises founders against treating venture creation like a rigid formula and strongly rejects youth cynicism about modern institutions. Joe agrees that pervasive societal problems represent massive entrepreneurial opportunities.0:56–4:02 · Joe pushing back 0/10 Early Entrepreneurial Sparks and Mims New York Joe introduces Kimmy and invites her to share her origin story from childhood jewelry making to her first company. The tone is warmly collaborative and conversational as Kimmy recounts learning entrepreneurship from her immigrant mother.4:02–8:41 · Joe pushing back 0/10 Building Script Relief and Direct Marketing Innovation Kimmy breaks down the non-obvious direct-mail targeting tactics used at Script Relief to identify underinsured patients. Joe connects her operating strategy to his broader 'smart enterprise' investment thesis of pairing seasoned veterans with technical talent.8:41–12:55 · Joe pushing back 0/10 Unpacking the Flaws of the PBM Industry The conversation examines the structural bloat and vertical integration within the Pharmacy Benefit Manager (PBM) sector. Both speakers demonstrate deep domain familiarity, noting how public outrage is misdirected toward pharma rather than PBM middlemen.12:55–19:01 · Joe pushing back 0/10 Transforming Pharmacy Access with Blink Health Kimmy explains how Blink Health automates prior authorizations and navigates pharmacy density. When Kimmy quizzes Joe on the disproportionate percentage of healthcare profits captured by pharmaceuticals, Joe answers correctly on the spot.19:01–25:01 · Joe pushing back 0/10 The Rise of Hill House Home and the Nap Dress Joe openly acknowledges that consumer apparel is outside his area of expertise and lets Kimmy explain the growth of Hill House Home. Kimmy describes the mechanics behind limited-run apparel drops and customer engagement in digital live rooms.25:01–31:55 · Joe pushing back 0/10 Building Fig.1 Beauty and Disrupting Skincare Kimmy details founding Fig.1 to combat industry 'snake oil' by using clinical formulations without excessive luxury markups. Joe asks about formulation and manufacturing realities while playfully cautioning Kimmy not to alienate CVS given their retail partnership.31:55–33:55 · Joe pushing back 0/10 Authentic Marketing and Global Scaling Kimmy shares how unpolished founder videos outperformed high-priced celebrity campaigns because consumers quickly detect inauthenticity. Joe reinforces how venture incubation platforms allow repeatable operational frameworks.33:55–37:50 · Joe pushing back 0/10 Founder Advice and Building Resilient Teams Kimmy advises founders against treating venture creation like a rigid formula and strongly rejects youth cynicism about modern institutions. Joe agrees that pervasive societal problems represent massive entrepreneurial opportunities.

speaking balance: gold is Joe, purple is the guest (3 minute bins)

0:00 · Joe 30.9% · guest 69.1%0:00 · Joe 30.9% · guest 69.1%3:00 · Joe 11.2% · guest 88.8%3:00 · Joe 11.2% · guest 88.8%6:00 · Joe 21.6% · guest 78.4%6:00 · Joe 21.6% · guest 78.4%9:00 · Joe 26.9% · guest 73.1%9:00 · Joe 26.9% · guest 73.1%12:00 · Joe 26.2% · guest 73.8%12:00 · Joe 26.2% · guest 73.8%15:00 · Joe 24.8% · guest 75.2%15:00 · Joe 24.8% · guest 75.2%18:00 · Joe 25.1% · guest 74.9%18:00 · Joe 25.1% · guest 74.9%21:00 · Joe 9.3% · guest 90.7%21:00 · Joe 9.3% · guest 90.7%24:00 · Joe 21.9% · guest 78.1%24:00 · Joe 21.9% · guest 78.1%27:00 · Joe 17.9% · guest 82.1%27:00 · Joe 17.9% · guest 82.1%30:00 · Joe 14.7% · guest 85.3%30:00 · Joe 14.7% · guest 85.3%33:00 · Joe 27.4% · guest 72.6%33:00 · Joe 27.4% · guest 72.6%36:00 · Joe 18.2% · guest 81.8%36:00 · Joe 18.2% · guest 81.8%
Sharpest disagreement ▶ 36:49 Calling pervasive cynicism pure laziness

Kimmy forcefully rejects the popular youth sentiment that society is irreparably broken, dismissing that mindset bluntly as laziness rather than a valid critique.

 Hardest push from Joe ▶ 31:14 Joking pushback regarding retail partner CVS

Joe playfully intervenes after Kimmy criticizes PBMs, reminding her that CVS is also the retail partner launching her skincare line into 3,000 stores.

 Biggest teaching moment ▶ 15:35 Explaining the absurdity of pharmacy drug pricing disparities

Kimmy outlines how the identical prescription can cost a fully insured person $10 and an unhoused or underinsured person $1,000 due to opaque pharmacy pricing systems.

 Joe holds their own ▶ 16:40 Joe instantly identifies the healthcare profit share

When Kimmy attempts to test him on what fraction of total healthcare profit is captured by pharma, Joe immediately nails the exact figure of 50 percent.
the scores for every segment, with the reasoning behind each
ChapterTopicJoe as informed peerGuest teachingGuest disagreementJoe pushing backWhy
Early Entrepreneurial Sparks and Mims New York 2100 Joe introduces Kimmy and invites her to share her origin story from childhood jewelry making to her first company. The tone is warmly collaborative and conversational as Kimmy recounts learning entrepreneurship from her immigrant mother.
Building Script Relief and Direct Marketing Innovation 4300 Kimmy breaks down the non-obvious direct-mail targeting tactics used at Script Relief to identify underinsured patients. Joe connects her operating strategy to his broader 'smart enterprise' investment thesis of pairing seasoned veterans with technical talent.
Unpacking the Flaws of the PBM Industry 5410 The conversation examines the structural bloat and vertical integration within the Pharmacy Benefit Manager (PBM) sector. Both speakers demonstrate deep domain familiarity, noting how public outrage is misdirected toward pharma rather than PBM middlemen.
Transforming Pharmacy Access with Blink Health 6400 Kimmy explains how Blink Health automates prior authorizations and navigates pharmacy density. When Kimmy quizzes Joe on the disproportionate percentage of healthcare profits captured by pharmaceuticals, Joe answers correctly on the spot.
The Rise of Hill House Home and the Nap Dress 1400 Joe openly acknowledges that consumer apparel is outside his area of expertise and lets Kimmy explain the growth of Hill House Home. Kimmy describes the mechanics behind limited-run apparel drops and customer engagement in digital live rooms.
Building Fig.1 Beauty and Disrupting Skincare 3510 Kimmy details founding Fig.1 to combat industry 'snake oil' by using clinical formulations without excessive luxury markups. Joe asks about formulation and manufacturing realities while playfully cautioning Kimmy not to alienate CVS given their retail partnership.
Authentic Marketing and Global Scaling 3300 Kimmy shares how unpolished founder videos outperformed high-priced celebrity campaigns because consumers quickly detect inauthenticity. Joe reinforces how venture incubation platforms allow repeatable operational frameworks.
Founder Advice and Building Resilient Teams 3320 Kimmy advises founders against treating venture creation like a rigid formula and strongly rejects youth cynicism about modern institutions. Joe agrees that pervasive societal problems represent massive entrepreneurial opportunities.

Statements from this episode (11)

Assertion Not checkable as stated
Scotti: Script Relief Mailed Over 100 Million Packages Annually
“Even a hundred million packages a year in, in some years.”
Kimmy Scotti Jan 26, 2023 ▶ 5:20
Insight
Scotti: Unconventional Proxies to Target Customers Are Most Cost-Effective
“What's the weirdest way you can get to your exact customer? And that's probably also the most cost effective.”
Kimmy Scotti Jan 26, 2023 ▶ 7:03
Assertion Not checkable as stated
Scotti: Script Relief Reached Over $100M Annual Profit With 28 Employees
“It's over a hundred million a year in profit, and as a small team only 28 employees at the time”
Kimmy Scotti Jan 26, 2023 ▶ 7:41
Opinion
Scotti: Vertical Consolidation Between CVS, Caremark, and Aetna Harms Consumers
“This mass consolidation we're seeing across American healthcare, where you're seeing insurers aligned to pharmacy benefit managers and even pharmacies. So if you look at like CVS, right, it's like CVS, CVS Caremark is their PBM. You know, and now Aetna. So you…”
Kimmy Scotti Jan 26, 2023 ▶ 10:43
Insight
Scotti: Americans Blame Big Pharma but Actually Suffer from Big PBMs
“All the time you hear Americans, you know, close to you walking around complaining about Big Pharma, and you, what you hear them complaining about is Big Pharma. What they're actually complaining about that they don't know is Big PBM and Big Pharmacy.”
Kimmy Scotti Jan 26, 2023 ▶ 11:31
Assertion Supported
Scotti: The US Has More Pharmacies Than McDonald's and Starbucks Combined
“There's more pharmacies than McDonald's and Starbucks and all of these things put together.”
Kimmy Scotti Jan 26, 2023 ▶ 13:35
Assertion Contradicted
Scotti: Over 90% of Americans Live Within a 5-Minute Drive of a Pharmacy
“There's a, I mean, there's a pharmacy, you know, really within a five minute drive of like 90 plus percent of Americans.”
Kimmy Scotti Jan 26, 2023 ▶ 13:43
Assertion Not yet assessed · timeframe Jan 2023
Scotti: Pharma Is 13% of Healthcare Revenue but 50% of Profits
“What do you think percentage wise revenue pharma is in revenue in healthcare? Most people would, you know, not realize it's about 13%, but profits in healthcare... It's half, exactly. It's 40, it's like 49, 50%, exactly.”
Kimmy Scotti Jan 26, 2023 ▶ 16:47
Disclosure
Scotti Stockpiles Six Life-Saving Antibiotics at Home Over Supply Chain Fears
“But I just, I like to keep on hand since the start of COVID big gun antibiotics. So like your top six drugs that are like, could be life saving.”
Kimmy Scotti Jan 26, 2023 ▶ 18:24
Insight
Scotti: Most Skincare Brands Use Off-the-Shelf Co-Manufacturer Formulas
“They just go to, they go to a co-manufacturer who makes all the skincare products. They take something off a shelf. Put your own label on it, and you put it out.”
Kimmy Scotti Jan 26, 2023 ▶ 29:28
Assertion Not checkable as stated
Scotti: Unscripted Founder Video Beat Fig.1 Celebrity Ads by 10x
“Our marketing team is like, yeah, there's this, but there's this girl who's talking about your product in this Instagram post that's performing 10 X better than these other celebrity Instagram posts, and I'm like, what girl are they talking about? And they pul…”
Kimmy Scotti Jan 26, 2023 ▶ 32:18
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