The Exchanges

Q That pattern recognition though is only as strong as the inputs you give it. So when a new company signs up for you, what access to their internal data set are they giving you that allows you to then become predictive for them?

A So we actually don't need them to give us any data. We sit today on 500, over five hundred million people globally that we've created golden records on. We aggregate data from over 2000, almost 2500 different sources now. Um, and all of that is built to aggregate the information that we need to do, we need to use to figure out how you map against the global talent pool. Um, when a company, however, signs up, they are absolutely able to say, hey, we want to plug in our applicant tracking system. You can look at all those records, but we as Sensia will also update all those records instantly for them and give them the intelligence on top of those records so they can search them in a more dynamic fashion.

AI assessment note: “So we actually don't need them to give us any data.”

Q Well, give me, I don't want to go down every customer cohort, but on average kind of what's the company pay you and other companies are interviewed in the space. They do all kinds of things like number of matches per year. And there's a SAS pricing. I mean, how do you price?

A Yeah, we have two models, both SAS one SAS based on seats. So Anyone can have unlimited search, 3500 bucks a year, seat model. Um, typically our clients are going to have over 10 recruiters. They're going to, it can sometimes rise all the way to 50 recruiters. They're going to have sourcers as well. Um, so we focus on companies that are enterprise size or hyper growth. So post series C, ABC. Um, the, the other option, or we have our second product, which is our premium solution, is a SaaS model based on number of roles, and that not only automates the sourcing, it automates sourcing the engagement and outreach to candidates, and then the coordination of the first interview.

AI assessment note: “we have two models, both SAS one SAS based on seats. So Anyone can have unlimited search, 3500 bucks a year”

Q You bet. Tell us about the company. What do you do and what's your revenue model? Is it pure play SaaS?

A Yeah, it's a SaaS business. Um, so we started Sensia to really change the way that companies hire talent really for, for companies to start breaking the bias that is really kind of killed off talent in the end of the day and empower hiring people based on merit. And we do that all through using predictive AI. Um, and so delivering the best fit people to companies in a predictive fashion versus having humans Perform hours upon hours of searching on platforms like LinkedIn or filtering through resumes. And so, um, what I love is when you put math and science to the problem of hiring, it tells you that diverse people do jobs that are way different than you might think as, as a human doing Search with all of our unconscious and conscious bias.

AI assessment note: “Yeah, it's a SaaS business. Um, so we started Sensia to really change”

Q Really smart. Very smart. All right, Joanna, let's wrap up with the famous five. Number one, what's your favorite business book?

A Um, right now, well, so Hard Things About Hard Things, Ben Horowitz, um, I think that's a, a great book. I'm reading Principles by Ray Dalio right now, um, who's the CEO of Bridgewater, and it's both talent and how do you build a team, um, Kamal Ravikant wrote a book called Live Your Truth, which I love. It's something you could read in like an hour, but it is amazing when it comes down to finding a career, um, and just being passionate about that career. And I love it. Not that I've ever needed, you know, not that I've ever looked for my career, but rather as I'm in one that I'm passionate about continuing that journey and finding what's important. So yeah.

AI assessment note: “Hard Things About Hard Things, Ben Horowitz, um, I think that's a, a great book.”

Q Number two, is there an Under the radar CEO or founder that you like getting lunch with there in Santa Fran that many people don't know or talk about?

A Ooh, um, I'm super lucky, uh, I'm part of YPO, and so I get an opportunity to be around CEOs that I am inspired by every day. Um, you know, someone I think is fantastic is Jess Ma, the CEO of In De Niro. She's incredible. I think Jess Scorpio is also fantastic. She's a CEO, uh, she, I'm sorry, she was CEO and, and is, uh, the founder of Get Around, uh, Um, they've just raised three hundred million dollars. Unbelievable. Um, Nicole Farb, founder of Darby Smart, such a, just amazing person with such an incredible vision and creativity about her. And she's able to take that creativity and apply it to success on a scale that is much larger than I think many people can kind of vision. So, um, there, I mean, I could go on forever.

AI assessment note: “someone I think is fantastic is Jess Ma, the CEO of In De Niro.”

Q Gross. Yeah. Uh, teams last today, what are you at?

A We're about 35. Oh my gosh. Yeah. However, um, I, like, 90% of that is all tech and product. Okay. Probably more than 90%. So right now, I mean, we have so much coming in, in our technology. We have so much out already in the technology. Um, I'm through December and even the first quarter, we will have just unbelievable releases coming out in the product. So we built our whole company around intelligence, right? So being able to just know immediately when you put in a rock star, everything else is solved. It analyzes your competitors and analyzes stage of the company. It analyzes every company they've worked at, why they've been successful, who they're surrounded by, and it delivers that predictive slate and engages them automatically. It's kind of very magical.

AI assessment note: “We're about 35. Oh my gosh. Yeah. However, um, I, like, 90%”