Persona

“I genuinely think almost every single thing that we build for one enterprise is Almost always universally applicable. Maybe not to every single customer out there, but there is at least three, five, five X the opportunity that one thing that we build benefits …”

“A lot of our learnings these days is not from like, you know, just like identity verification companies from cybersecurity, like cybersecurity has a long, long history of threat detection. And like, it's fundamentally in this bad actor kind of, you know, detec…”

“A lot of the state of the art at that time was like getting a person to actually look at it. And you know, that would take anywhere from like 30 minutes to an hour.”

“I mean, truly like a person, you know, I think especially for engineers, they'll know is Evan Wallace over at Figma. Like that guy's an unnaturally good, like engineer, like truly one of a kind, I think of Charles in a very, very similar class. I just think he…”

“The unique insight I have is that reluctance is fundamentally tied to a certain skepticism and cynicism. And when you're skeptical of like this thing doesn't automatically work in effect, I think that's a form of first principles in which You're almost by defa…”

“I think actually there's a lot of businesses at my stage right now and founders who think the exact same thing. They're like, why do you have to understand like the markets? Why do you have to understand like investor dynamics? You need to focus on building a …”

“One of my core beliefs now is that you pretty much have to do a bit of like founder engaged, like almost at all scales, you will, the founder will never be fully disconnected from sales because like understanding the, it's no longer like, here's the simple thi…”

“This might have been customer or potential customer number three or four. They were offering 5000 dollars, which, you know, when you're working in the land of like 50 bucks, you're like, holy moly, 5000. I won't say what their ask was, but the ask was weird...…”

“That I think is why it becomes difficult for them to become this trusted confidant, because you're never going to move fast enough to actually seize on an opportunity they have. Like, If a customer has a burning problem, they're not going to wait a quarter for…”

“Like I always tell whenever someone new joins, I never tell them like, oh, we have a market risk, like just identity is not a market risk company. It's fundamentally really an execution risk and it's a very high Execution risk because the idea is just so obvio…”

“You know, the stat we saw in the share is like three of the top five largest company in the world. It's like work with the persona.”

“We always knew like, if there's an identity platform, what we should always focus on is this core question of, are you who you say you are? And like, you know, with all that, like all these other additional things, but we knew that like the question that we di…”

“He's like, you know, like I'm only gonna pay like 50 bucks a month. And I'm like, I'll do anything like 50 bucks. That's more than zero. We're at zero right now. So I'll take that deal.”

“I actually think a very fine motivation is just a desire to build a company. I actually think some of the best companies out there is just like a desire of any company and just in relentless desire to build that.”

“All their ID cards, these, they don't use a Gregorian calendar, right? So like we had to do a lot of custom work to make sure, even for like Japanese date parsing, making sure that it respects the Imperial calendar there and all sorts of aspects.”

“The first enterprise deal for us depends on, you know, how you define enterprise. But I would say our first like large, you know, like multi multi-billion dollar company that we're working for. That one I think was a 5000 dollar contract for a year. It was the…”

“One of the bigger challenges early on, we, you know, we all came from kind of like a tech industry. So we'd also met a lot of larger customers and we got a lot of no's. They were like, we're not going to work with a seed stage startup on like managing personal…”

“Identity is one of those spaces in which you're probably, if you're early, you're not going to hire someone to focus on identity. It's just not within like your first 10 or even 20 hires, except for very specific spaces. Generally, you're trying to find market…”

“The benefit, one kind of crazy thing we had at that time was I think as soon as we got that e-commerce shop, the position of the business was we will never get two customers who do the same thing.”