The Exchanges

Q But did you use like Delphi or you, you built your own tool or what'd you do?

A I tried a couple things and then I used Delphi and then at first we had so much content, it was a little difficult to ingest it. So there is, there is a little bit of work. And then I spend about 10 minutes a day training it, which we could talk about, so there is a little bit of maintenance involved, but it's better than me, and the thing I didn't get until I saw something that was hyper-trained, like, this is a lot of content, twenty million words, right? Very few mistakes, very few hallucinations, and the ability to connect things that I can't. I just don't remember. I don't remember what Sam and I said on the hustle on stage years ago, Versus when we did an MFM a while versus today, but the AI knows it all.

AI assessment note: “I tried a couple things and then I used Delphi”

Q Like what's an example that comes to mind?

A I'll give you an example. I, when I started investing, I did a couple investments in legal. I knew a little bit about legal. Okay. And no one wanted to invest in legal. They're like, ah, it takes forever. Lawyers don't buy anything. It takes forever. It's boring. It's a slow market. Now there's a 500 AI legal startups. And there's reasons for that, but you could not be at that sleepy pace. Um, same thing I've done. Some of the best investment I've done has been in support in post sales. Okay. No one wanted to do this type of startup, boring, resolve tickets, pick up the phone right now. There's thousands of voice startups. There's thousands of these. And so if you think you can run a lifestyle, uh, customer support startup, good luck.

AI assessment note: “I'll give you an example. I, when I started investing, I did a couple investments in legal.”

Q So, are those companies, I, my premise, or what I thought, and what Morgan Stanley, I, I thought because Morgan Stanley had this report, which, who gives a shit about Morgan Stanley, but they said that the majority of, uh, Value creation in terms of market cap for AI is going to be the big companies using AI to get better versus new AI companies. Do you disagree with that?

A I think that right now today, as we record this, there's a hint of truth to it and, and, um, but Salesforce is not accelerating. Okta is not accelerating. Lots of folks are not accelerating. ServiceNow has a lot of AI, but it already had workflows that were automation. So people say that, and there's, there's, there's, there's some, there's qualitative proof of it, but we haven't seen it in the numbers. Okay. So there's a window for the big guys to leverage this because the, the interface that we talked about is dying. People are not going to want to use these dated interfaces anymore. So even if it is benefiting the big guys today, um, What is the value of, of a CRM if I don't, you log into the app anymore. If I just talk to, to ChatGPT and I say, give me the 10 deals I have to work on this week. Like, how valuable is one CRM over another, or will I even know I have a CRM? Like, it just becomes plumbing in a database. Here's one problem, let's step back, and I'll, one problem with AI, one problem with AI, is there's been too much nerdy nomenclature the last year. Too many, oh, oh, fours, minis, oh, three, maxis, LLM.

AI assessment note: “there's a hint of truth to it and, and, um, but Salesforce is not accelerating.”

Q Yeah, I want nothing to do with this. You know, do you guys agree?

A There was someone, I wish I knew who it was, someone on Twitter had a good tweet that resonated with me on this point. He's like, wait, the smartest play, if you can possibly pull it off today, is to go make five or ten million, cash out, and just chill. Because you can't predict where it's gonna go. Like, this is, the world's gonna, like, whatever you could do to, to liquidate your assets now, they may be worthless down the road, so liquidate them right now and chill if you don't, if you don't see the future, because this is the time, right? I, I do think, And I also think, you know, I used to, it wasn't until we ran our own AI, again, I used to think Vinod Khosla, I mean, obviously off the charts smart, right? But when he used to talk about how AI was going to bring mass unemployment in tech, I used to think he was just being crazy, right? But now I can see it. It's also coming. I can see all the, I mean, McKinsey just laid 10% of their, their team off, but it's just a start because they put in all of their learnings, all of their data into their own AI, like Saster. And now they just ask, they don't need the kid anymore, right? Half of our sales and marketing teams are going to be gone in two years. There will be no BDRs in a year. And so this mass change, and it is hard to make bets. So what's happening in venture for what it's worth, there's really two things happening rig…

AI assessment note: “the smartest play... is to go make five or ten million, cash out, and just chill”

Q Were you being strategic? You're like, oh, I'm going to start doing content marketing and that's going to lead to this, to lead to this. Or you're just like, I've got time on my hands. I've got stuff to say. I want to start blogging.

A I did what now people give advice to, but I didn't, there was no one to give the advice. I just wrote one blog post today on a mistake I made. That was my, my paradigm, right? A mistake I made as a B to B founder that got to tens of millions. And back when Quora was a platform and people listening to this won't even know what it is, but Samuel, I answered one question. I answered one question. So people, this was a way for people to ask me questions and they, those were great because they were very tactical, right? They were very specific. So I would do one a day every day. And it does, you know, I'm a, it's a little different today in AI, but generally speaking, if you do that, it compounds, right? It doesn't compound the same way revenue does, but if you do my first million every week and you just keep working at it and it does seem to compound, doesn't it? Just not, not quite as linearly as we might hope, but It does compound, but I didn't know when there was no advice back then. I just did one, one and one a day.

AI assessment note: “I just wrote one blog post today on a mistake I made.”

Q Yeah, what are you advising they're going to do? When they're saying, Dad, you know, what should I do for a job? If they, if they ask you that, uh, what would you advise them to do now?

A First, I, I, I don't think a lot of these kids will ever have a real job. They will find ways on the internet to make money. So, so I, it is interesting. There does appear to be a gender difference, which I don't like between boys and girls. Of my sons, my son's a sophomore now. 10% of his class didn't even want to go to college at all. And they just decided that they could, they all had this vibe. I'm going to go to Eastern Europe or it's cheap and I can just make money on the internet. I'm never going to have a real job. There's no interest in ever having. And I don't think my son really wants to ever have a real job. And he's super smart. Like he's much smarter than me. Math. He's now he's deep in AI. He can, he's deep into cursor and windsurf. He pays for cursor out of his own pocket. He's running assembly language now, so he can code to the metal and do everything, but he'll never have a real job. Okay. He's like worst case. I'll work for Airbnb. From.

AI assessment note: “I don't think a lot of these kids will ever have a real job.”