The Exchanges

Q And, uh, you earlier mentioned that the web is not ready for it. Why do you think it?

A Web is not ready, not because of infrastructure. Of course, there are infrastructure problems, and we will, you know, talk about it. I think the primary reason is because commerce is broken then, because you remember I just talked about the detergent equation. If you take, uh, one of the largest, uh, in the US, the largest, uh, one of the largest is Procter and Gamble, and they make amazingly beautiful smelling, beautiful color, uh, detergent, you know, Tide and others, and they spend a lot of money on that brand. And they spend even more money on digital shelf. So it shows up in the right place with the right color, with the right vanilla fragrance and all of that. And it's all built for humans because we like the color. If it is not in the right eye level, when you walk into Walmart, you will not see it. So they fight to make sure that it's properly placed. Again, coming from Amazon, you know that game. Now imagine that robot that did the laundry is making that decision. It will say Siddharth and, um, Nancy like organic detergent. They like vanilla fragrance, but it should not have any toxins because Kabir is small, and it takes that and break that detergent into molecular level, and it will understand exactly the components required, and then say, okay, this is what I need to buy. I zero care about Like, I don't care at all about the color or the, you know, the branding or a…

AI assessment note: “I think the primary reason is because commerce is broken then”

Q But, um, in fact, within one and half year of Uh, building or starting tiny fish. You have some of the largest companies in fortune, 500 s customers. So you have a track record, right? Uh, Nutanix, Thoughtspot, but leaving that aside, right? Uh, what helped you get these customers on day zero when they asked you, like, you are only a one year old startup.

A I wish I could say that, um, it's the quality of the tech understands itself, but the reality of our industry is that experience and network really does matter. And I've been fortunate enough to work with, so I have two co-founders. They were exceptional people. One is Shuhao Zhang and the other one is Keith Zai. They both came from different life experiences. So between three of us, we have non-overlapping network. Uh, we also jokingly say between India and China and U.S. now we're connected like, uh, more than half of the world. Uh, but seriously though, it is, uh, you know, this is one of the things, I think Siddhartha, you know this, when Vinay and others reached out, uh, I was hesitating.

AI assessment note: “the reality of our industry is that experience and network really does matter.”