The Exchanges

Q Put this, uh, put all this, Michael, on a timeline for me. When did you launch the company?

A So a company was started in 2017. It was started by myself, my, my best friend, Abram Isla, who's the other co-founder, CTO, Our, our quick backgrounds are Abram has been coding since he was four years old. The two of us grew up together. He was one of Aaron Schwartz's best friends. Aaron was one of the founders at Reddit, co-founders at Reddit. So Abram and Aaron helped build some of the very first open source Python frameworks that actually ended up being used to build Reddit. And then right out of high school, my, my CTO Abram was hired onto Leadpages to be their chief information security officer when he was Um, myself, I went off to college, played soccer, had a degree in econ minor in computer science. And my, my first actually job out of school was sitting next to a direct mail team. I wasn't doing direct mail, but I was sitting next to a team of 70 people doing this and just saw how archaic and really how the process was all dependent upon flat files and CSV exports and everything was just like very, very manual and actual like human intensive. Right. Meaning that if, if, uh, if a bank like US bank wanted to turn around a direct mailer, it would take them sometimes up to 12 to 16 weeks to actually get this out in the mail.

AI assessment note: “So a company was started in 2017.”

Q And are you still figuring that out? Or do you, you feel like you've perfected it? In other words, you know what the quota target is, you know what the ramp time is, you know what the kind of OTE to, you know, quota target is in terms of, you know, payback period, all that jazz.

A I don't think anybody's figured out their OTE or their, their, uh, sales formula. So we're even, even big companies are constantly tweaking that and changing that. So we, We have a, we have a really good idea of what kinds of customers we want to sell to. We have a really good idea of what those cycles look like. We have a really good idea of who the buying centers are now from a OTE and just earning side. I mean, let's, let's face it. Some of these large enterprises, let's say you go out and talk to the, the Exxon mobiles or the Walmarts or the United healthcare groups of the world. A lot of those companies take You know, years to do things. So that's where, that's where there's sort of a, it's more of an art to how you craft these, these sales.

AI assessment note: “I don't think anybody's figured out their OTE or their, their, uh, sales formula.”