Latest / AI for Founders with Ryan Estes / Your Onboarding Is Broken

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Your Onboarding Is Broken · AI for Founders with Ryan Estes

0:00
Welcome to AI for Founders. I'm Ryan Estes.
0:02
Today's episode starts with a problem every founder knows too
0:05
well. You finally get a user into your
0:07
product and then watch them get completely lost.
0:10
They bounce, they churn, or they e-mail support with a dreaded
0:14
hey, how do I actually use this? That onboarding black hole cost
0:19
SAS companies billions, and Alex and Andy from quarter Zip dot AI
0:23
say it's time to kill activation debt forever.
0:26
These two founders sold their last AI company, immediately
0:29
spun into their next one, and created an entirely new
0:32
onboarding modality. A real time AI voice agent that
0:36
sees your screen, talks to you, guides your steps, and can
0:40
literally move your cursor for you.
0:42
They've onboarded users across the entire product ecosystem
0:45
without a single line of engineering during integration
0:48
and book 250 demos in 48 hours at launch.
0:51
Today we dig into the origin story behind quarter zip.
0:54
Why onboarding is the hidden growth lever.
0:56
No one ever talks about how AI design is shifting from text
1:00
boxes to vision driven voice guided workflows, remote Co
1:04
founding across San Francisco and Australia and what comes
1:08
after the chatbot era. If you're a founder building AI,
1:11
or building with AI, or scaling a product with too many features
1:15
and too few hands, this episode for you.
1:17
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That's Kickcaster by Mobbers. All right, ladies and gentlemen,
3:06
we're not drinking coffee anymore, we're drinking matcha.
3:08
We're not doing Nike techs anymore.
3:10
We're doing quarter zips. All right, we're elevating.
3:13
And today we have Alex and Andy from quarter zip dot AI.
3:18
How's it going, guys? Thanks for coming on the show.
3:20
Thank you so much, pleasure being here.
3:22
I've got I've got our quarter zip right here.
3:25
We're giving away but anyone who wants to trade in their Nike
3:28
tech fleece. Oh nice.
3:31
On the street, Ryan, you catch me.
3:32
See. Somewhere on Market Street here
3:34
in San Francisco, I'll buy you a matcha.
3:36
Just come up to me. I'm very, very friendly.
3:39
You got it. Now, before we get into it, the
3:40
timing of that meme had to be impeccable.
3:44
When did you see that start to blow up?
3:46
We saw that about a couple of weeks ago.
3:48
As soon as that started, we had our marketing guy on the case.
3:50
He was started printing the quarter zip, quarter zips.
3:54
We obviously have our, our lovely jumper that we've been,
3:57
we've been handing out and before you know, it's gone, it's
4:00
gone pretty viral. So I have people regularly
4:03
reaching out to us asking us for one.
4:06
I've got every single one of my family members asking me every
4:09
time they see a quarters of meme on Instagram if that's got
4:12
something to do with my business or if I started it.
4:14
Unfortunately, I can't claim credit for the whole meme, but
4:17
we'll, we'll ride that wave. Undeniably so very exciting.
4:22
It's great. I mean, it's just such a
4:24
hilarious me and largely because I have a 16 year old son, you
4:27
know, he's a junior in high school.
4:28
He wears a lot of Nike techs. So, you know, I'm like, so hey,
4:33
you know what you're getting for Christmas, man?
4:34
Quarter zips. Hey, you want to save some
4:36
money, Ron? You send us one of these Nike
4:38
tech places, I'll send you a quarter zip.
4:39
All right, all. Right.
4:40
All right, that's a deal. You already hear things.
4:42
That we run it over at quarter zip.
4:44
We do a trading program. Make out like a bandit.
4:48
Those quarter or the Nike techs are not cheap.
4:51
They're not man, they're not. And I'm saying I'm telling you
4:54
we've got some high quality quarter zips.
4:55
So it's, you know, it's, it's a fair trade.
4:59
Love it. Amazing.
5:00
OK, so excited to get talking about your quarter zip company.
5:05
I know you just launched a couple of weeks ago, but let's
5:08
start out and talk about you guys, your Co founders, how you
5:11
differentiate kind of roles and responsibilities and how the
5:14
partnership came together. Yeah, it's Alex.
5:18
I have high school Mets. We've been, we've known one
5:20
another for about 15-16 years at this rate.
5:23
And you know, I think there's a lot of trust that builds over
5:25
that time. Like it's kind of like an old
5:27
married couple running the company.
5:28
I think for a lot of employees, it's the thing they're going
5:30
like these guys, they're bigger or they're, you know, fully
5:33
loving things are working out. Well, we go on the roller
5:36
coaster on it, but I think it's actually like the sense like
5:38
really high context across what both of us are doing.
5:41
Like we're probably 80% in one another's business most of the
5:46
time and that's like to either be a support role or
5:48
fundamentally going to like pay this aspiring partner for that
5:50
work. You know, we divide now given
5:53
the fact that I'm in Australia, Alex is in San Francisco,
5:57
obviously travelled between both regions a lot.
5:59
But for us product is really centralized in Australia and
6:03
then we're really building out our gave the marketing sales
6:05
function led by Alex in the US. Absolutely, yeah.
6:09
It's been a pleasure. I'd like, as Andy said, you
6:12
know, we've known each other a long time.
6:13
There's a lot of context we've been through.
6:16
We've been through one start up already together.
6:20
We're now on to the second. I think we, we've, we've had to
6:25
share hotel, plenty of hotel rooms.
6:28
We've gotten used to each other's annoying, annoying
6:30
traits. It's a good, it's a good place,
6:33
I think, for for any founder to be, if you can, if you can work
6:36
with people whom you have a really deep relationship with.
6:38
But otherwise it's, you know, I, I've often asked, been asked,
6:42
you know, how do you meet your Co founder?
6:44
It's unfortunately not something that's easily repeatable,
6:46
telling people to go back in time and meet their Co founders
6:48
at school. Yeah, and it's rare that I have
6:51
the chance to talk to both Co founders, which is great because
6:54
you know, I've had many projects with Co founders, had some good
6:57
experiences, some bad experiences.
6:59
Every experience is always going to be challenging, you know, but
7:02
I, I wonder, I mean, you guys are such good friends.
7:04
You've done it before. Did do you set me ground rules
7:07
in the beginning? Because everything's high fives
7:10
and, and exciting in the beginning, but boy, it, it gets
7:13
into the trenches. So is there an escape clause?
7:16
Do you guys have you guys talked about like if things go South
7:19
and XYZ happens? You, you want to know something
7:22
What? And Andy actually started
7:24
recently has been a a mandatory coffee chat, which has been
7:28
working wonders. You know, we're on different
7:31
time zones, thankfully, and this is a good little piece of advice
7:35
for anyone in in your audience who's considering running a
7:38
multinational technology company.
7:41
There's, there's not that many good time zones you can operate
7:43
across from San Francisco, but one of the few ones is actually
7:46
Australia. So, and when he wakes up and
7:48
gets a coffee, I get a coffee after lunch and he gets coffee
7:50
in the morning. And we do that.
7:52
We actually do that once a week just to essentially just, you
7:55
know, shoot the breeze, just talk.
7:58
And and that's actually important, I think, for people
8:00
to have a, a relationship that exists outside of work.
8:03
Andy, what do you what do you think?
8:05
Yeah, 100%. Like as you build out a company
8:07
and we're about 14 on our way, plus people lies now so many of
8:12
your meetings can get operational, which is it's like,
8:14
hey, what's the task list? Are you doing this?
8:17
Am I doing that? And so the idea of like, are you
8:19
working in the business or on the business?
8:21
And most of like the in business meetings are the ones you having
8:24
every single day between 9:00 to 5:00.
8:26
But the on the business ones are like when you had a dinner with
8:28
your Co founder afterwards, you're like, hey, why are we
8:31
making these decisions? Why are we doing this?
8:34
Like do we even think that's logical?
8:36
Is it just because like it's the thing that we're consumed by
8:38
right now that we're trying to react and respond rather than
8:41
thinking through actually, is there a different way for us to
8:43
approach this? And that's like the idea of the
8:45
coffee chat, especially kind of mandating that between regions
8:48
is like, we can't do dinner together.
8:50
It's Alex is going to have dinner with me hideously.
8:54
So finding that time to be that's actually, hey, it's
8:57
unstructured. It's what's going on in your
8:59
mind. What's on my mind actually is
9:01
where you progress the business the most.
9:05
That's really smart. You know, they say that like
9:08
your best ideas come when you're in motion or you're in water.
9:12
But I feel like the the best relationship builders are when
9:16
you just chopping it up, you know what I mean?
9:19
And you know, having lots of partners, also being married for
9:21
a certain amount of time, you know, it's, it's, it's the trash
9:24
time. It's not quality time, quality
9:27
time. Ari will go through a quarterly
9:28
analysis. It's just when you're like,
9:30
dude, let's throw around ideas and have fun that that's, but
9:33
when I think among people, that's when like the good ideas
9:36
can start to emerge. Absolutely.
9:39
I think what what we've noticed is like it's a bit of a shower
9:42
thought from time to time on denial.
9:44
I'm going to get those those really valuable Nuggets.
9:47
But I think taking time to step back, as Andy said, look at the
9:53
business from the standpoint of its totality rather than the
9:56
incremental parts that we're working on.
9:58
It's very hard, I think to actually find that time with
10:01
your Co founders generally and allotting time to do that is
10:06
super valuable. And it's actually when you
10:08
discover stuff like, you know, maybe we're maybe we're under
10:11
investing in this part of the business.
10:13
Or maybe, you know, maybe the reason we're stressed about this
10:15
is because we've set a goal that doesn't make sense or whatever
10:18
it might be. Like you can start to actually
10:20
diagnose the why behind certain things and that why is very,
10:24
very valuable. Yeah, 100%.
10:27
And Alex, how did you find yourself in San Francisco?
10:31
Mate, how could, how can one not find at least one of us in San
10:34
Fran, given that we're in the, in the AI business?
10:38
The story's quite interesting. For our last company, we, we
10:42
actually came over here to start selling the product.
10:46
So I came over here as essentially as at the start of
10:49
our go to market team. And when we sold that company,
10:53
we, it kind of made a lot of sense for me to, to stick around
10:56
and start doing go to market for quarter zip.
11:00
And I've been here now for about 7 months and it's been
11:05
incredibly valuable being here both for, for myself personally
11:10
to, to meet amazing people. That's super valuable for the
11:13
team back in Australia. It's given us access to, to, to
11:16
things we, we didn't know we would be able to do previously.
11:19
And it's also been super valuable from a go to market
11:21
standpoint just to meet all of our respected customers in real
11:24
life, go to events, etcetera. So it, it's been wonderful,
11:28
right? It's taken some getting used to
11:29
being Australian and being over here in, in San Francisco.
11:32
It's a little bit different from back home.
11:35
You can see, I mean, for one, the weather's a little
11:37
different. I'm used to a BBQ at Christmas
11:40
outside with my family. Pretty, it's looking pretty
11:43
cold. Andrew's over in in Melbourne,
11:45
it's looking beautiful and sunny.
11:46
So we're still getting used to some of those, some of the, the,
11:50
you know, the ways of life here. And it's definitely a different
11:52
business culture and, and that's been fascinating as well for for
11:57
me to learn. Yeah.
11:58
What is Santa Claus's attire in in Australia?
12:01
Is he like in shorts and stuff? Yeah.
12:03
He's got red shorts. Yeah, amazing.
12:07
OK. And your last company was
12:09
Redactive, is that correct? That's right.
12:12
OK. And that company was acquired.
12:15
Any details you can share about the acquisition?
12:18
Yeah, mainly in the fact that like we recognize building like
12:22
the AI security space. So like security's a market
12:25
where especially in the US, it's buy one product, replace 3.
12:31
And when you're in that environment, you actually need
12:32
to have incredibly big platform play in order to grow that
12:35
business. So we had a really strong
12:37
feature set around AI security. And what we actually started to
12:41
do was look at partners in the data security space that we can
12:44
go into big deals with in order to adopt our software, grow the
12:49
business. And what fundamentally ended up
12:52
happening is people, when this is a really valuable thing that
12:54
you've been able to unlock around AI security, we actually
12:57
want to buy you, not partner with you.
13:00
And that naturally became the next progression step of that
13:03
journey. So that's how we were able to
13:04
meet record point. They had a big platform offering
13:08
and just naturally kind of slipped into their into their
13:11
overall portfolio features. Amazing.
13:13
So cash deal, you walk away Scott free handed over new
13:16
project. Yeah, that plus a an agreement
13:19
to to make sure the customers were happy and well transitioned
13:22
and. Yeah, we're able to move on.
13:24
Incredible. What was the cash offered up for
13:27
the the clothes? We we unfortunately can't talk
13:30
about the deal. Come on guys.
13:32
Appreciate your shot there Ryan. But that one was both signed
13:36
away between US and and Record point.
13:39
Cool. I'm assuming it was pretty good
13:42
and it looks like you guys turned around immediately and
13:44
started quarter zip now was there, Is this an idea that's
13:48
been brewing? Why the urgency?
13:51
We, we found, we'd found this problem to be, you know, burning
13:55
for us when we were running our previous company.
13:57
The quarter naturally just made a lot of sense.
13:59
And, and maybe I'll just give a quick briefing of what quarter
14:01
Zip is to your, to your audience.
14:03
You know, quarter Zip is an AI onboarding agent.
14:06
The simplest way of thinking about it is it's a
14:08
conversational screen share you, you share your screen with
14:12
quarter zip and it onboards you onto respective B to B SAS
14:14
products. And that the value of that
14:17
solution architecture is it enables you to to be able to be
14:19
onboarded across any number of products with no engineering
14:23
integration. And what we found when we were
14:25
running Redactive was that we were spending a long time
14:28
onboarding our customers. And the reason why was because
14:31
oftentimes we have to connect things up to our product and it
14:34
involves AI, it involves a variety of security approvals.
14:37
There was a plethora of things that was going on that was
14:39
really challenging. And this had also existed in our
14:42
previous work as well, whether we're.
14:43
Yeah, when we were at Atlassian, Atlassian was hard to onboard
14:47
onto, you know, like using Jira was difficult.
14:49
And there was a plethora of people involved in getting
14:52
people onboarded onto Jira. So we knew the space of
14:56
onboarding was really tough. We knew implementation
14:59
engineering was this really large and growing sector that
15:02
existed because products were becoming more complicated and
15:04
more feature full. And we came up with this novel
15:08
idea of the conversational screen share from our own
15:11
experience and, and we went ahead and built that essentially
15:15
immediately afterwards because we knew that it was burning for
15:17
other people as well. We, we actually ended up
15:19
interviewing about 150 founders of companies after we, we, we
15:24
sold Redactive and we found that they all had the exact same
15:27
problem. The, you know, the number one
15:28
problem for them was how do I improve my, my activation rate
15:32
and how do I reduce my time to value?
15:33
That was the number, that was the number one thing that, that
15:35
people would raise with us. So we knew that this AI
15:38
onboarding space was super important for us to hear, and
15:41
that's how we got started. Incredible.
15:44
It looks really cool. Let me reiterate that.
15:46
So you share your screen and then like a little agent pops up
15:50
and it's a voice agent. So it talks to you.
15:53
Now it this isn't completely this.
15:55
Well, it has precedent before because everyone's seen the
15:57
little the screen goes Gray and it's pointing you to like
16:00
positions to go in the screen and everybody immediately X's
16:03
out of that because you're like, dude, I just got here.
16:05
Like, let me check it out. But with with this, it's, it's
16:09
going to be more intuitive and more well, something largely
16:12
because first of value. So you're like, it's like, oh, I
16:15
can tell that you're looking for XYZ.
16:17
Let me help you with that Boom, boom, boom and kind of pushes
16:20
you along and more natural kind of way.
16:22
Yeah, spot on. This isn't, this isn't a product
16:25
tool. This is like giving every single
16:27
customer their own CSM or their own implementation engineer or
16:31
their own change manager, and it can teach them how to use a
16:34
product, but it can also get them on boarded.
16:36
It can help them when they're struggling, when something's
16:38
going wrong, if there's an error.
16:40
You know, there's just a plethora of ways that this
16:42
product can really solve for people's for people's challenges
16:45
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16:47
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defining together. Yeah, I'm thinking of so many
19:22
use cases that I I would love to use this now.
19:25
It's the the the a choice to make it an AI voice agent.
19:30
Seems very intentional. Why not chat?
19:32
Why not text? Yeah, people say a lot more over
19:37
a voice chat and a fumble wrongs about their intentions and goals
19:40
and their frustrations as well. So we found that our actual
19:44
calls are about 14 minutes long, which is a long time for someone
19:47
to talk to an AI agent sometimes who's going to talk to this
19:50
thing. And because we've, we've worked
19:53
out a system here where we keep your hands on the keyboard,
19:56
you're you're in the product, you're speaking about what your
19:59
goals are. And then the agent is
20:01
responding, going OK to achieve that goal.
20:03
Here's the things that you can do inside of this product.
20:05
Here's how we connect your security software to AWS.
20:08
It's like a big complicated AI implementation job.
20:12
Or other ones just being like, hey, who do I?
20:15
What's the right permission level I need to set for this new
20:17
user I want to add to my workspace or other kind of
20:20
things like that. Actually having a conversation
20:23
about it is the natural way that people do these things.
20:26
So keeping you focused on your product, not not interrupting
20:29
your workflow, and then having that natural conversation back
20:33
and forth means that when someone gets frustrating, we
20:36
actually know we can ask the user, oh, were you expecting
20:39
this to happen instead or something like that?
20:41
We actually turn activation and onboarding into like 14 minute
20:46
user interviews. And that provides a lot of value
20:50
to the to the product organization that integrates
20:53
with us and uses our platform because now they're actually
20:55
hearing the voice of the customer the first time they're
20:57
getting into the product. 9% and it's also you're calling it an
21:01
AI sidekick and cursor. So is that to say that when you
21:04
share your screen, the cursor actually moves through the the
21:08
the screen and shows you where to go and what to do?
21:11
So for some of our integrated customers, they can also
21:14
essentially automate some workflows using what we call an
21:17
AI cursor. So you know, let's say you're
21:20
having that conversation with the agent and you know, the
21:23
agent's like, hey, I'm noticing that you struggling a little
21:26
bit. Would you like me to, to help
21:27
you out and automate this? You know, the, the actual AI can
21:31
then go ahead and click on your behalf as well inside of the,
21:33
the respective product. So it, it, it's like a very new
21:38
way of looking at how humans interface with AI from a design
21:42
standpoint. It's very assistive, it's very
21:45
educative and it's very empowering.
21:47
And I think that that naturally speaks to a lot of our customers
21:50
who are making software products who aren't looking to be
21:54
abstracted away by a chat window or by some random browser
21:58
extension. They want people to go into
22:00
their product that they've spent a lot of time building.
22:02
That makes sense that people want to buy and they want to
22:06
make sure that they they, they can assist their customers and,
22:08
and turn them kind of into super, you know, give them those
22:10
super powers to make sure that they're going to be successful
22:13
in that product. And that's what quarter Zip
22:15
really let's customers do. You know, it's, let's talk about
22:19
your customers a little bit too, because this seems to be like
22:22
most beneficial to maybe the software companies that are most
22:25
threatened by AI actually, because a lot of the big
22:28
enterprise, just massive software companies have so many
22:32
features that that's where I personally get frustrated.
22:35
You know, if I'm like on TikTok and it's like, how do I see the
22:39
videos that my son shared with me?
22:40
I don't know how to, to, to punch the right microscopic icon
22:44
to get there or HubSpot. I mean HubSpot has God only
22:48
knows how many features. I'm like how do I change my
22:50
calendar? Like you know what I mean?
22:52
Like so on boarding is 1 aspect. But also feel like these big
22:55
enterprise software companies, like you almost need like a
22:57
guided tour to get around, even if you've had them for years.
23:01
100% And I think like to, to frame this out like there's like
23:05
there's this foundational myth right now in building software
23:08
companies, which is like, hey, me and my mates can all get
23:11
together and we can build a billion dollar business together
23:13
with like, you know, 5-6, maybe 10 of us in total.
23:16
The challenge is for certain industries, if you're on fintech
23:19
or health tech, others that like have more complicated flows, we
23:23
need to integrate into an existing stack of tools.
23:26
For example, what we're actually finding is like that assumption
23:29
of like a small team to scale and build a really big business
23:32
breaks because you have to hire a lot of people as onboarding
23:36
specialists, customer success managers, etcetera.
23:39
So your long tail goes from like maybe a really key focus team to
23:42
10 people. You get into Series A into
23:45
series B and then you've got this long tail of 30 plus
23:48
customer success managers or onboarding specialists or AES
23:51
kind of all piling in to help Dr. adoption.
23:54
The thing is, like these organizations, they when they
23:56
get to Series A, Series B, they want to keep their, their talent
23:59
bar really high inside of the team.
24:01
So they, they're happy to hire two or three CSMS, but not, you
24:05
know, 20-30. So from our point of view, it's
24:08
like, how do we actually assist by building something that's
24:10
human like to be able to drive the experience of people to.
24:13
So if you actually get that long tail effect and remove that busy
24:17
work away from these people, that'd be doing the job like
24:19
training that's contextual, that can be accessed 24/7, that's
24:23
goal oriented to the end user, that's adopting it is kind of
24:27
the gold standard that we see. And that's like kind of the why
24:29
behind port of Zip so much about the software.
24:31
So I say that because undeniably it's your big companies that are
24:36
that have this challenge and it's very easy.
24:38
But also, if you're a high growth scaling Series AO Series
24:42
B business, you have the challenge as well.
24:45
Yeah, 100%. You know, it's really exciting
24:48
because there's just some really novel features here that I
24:51
really haven't seen before. You know, the cursor thing is
24:53
really cool. I love to see everything based
24:57
on voice. And now that you're thinking of,
25:00
or you're explaining it to me a little bit about, you know, this
25:03
is it, it it, it's an extension of what people have always done.
25:07
So if you call them support, they're going to be like, all
25:09
right, man, share your screen. And then they're pointing you.
25:11
They're like, dude, go over here.
25:13
So it's something very similar that we're already used to.
25:16
It's incredible. So as you're kind of building
25:19
the stack, assuming that this is pretty novel and also assuming
25:22
that usually people have chat bots because they can just plug
25:25
in their their knowledge base to fine tune the LLM and it can
25:30
like give them detailed instructions of what to do.
25:33
But this is different, you know, so it is interacting with the
25:36
screen as somebody's moving in real time, the cursor can be
25:39
moving around. So when you're onboarding a
25:41
customer, how is that different and what are the challenges of
25:44
like implementing some software like this for a new client?
25:48
Well, you'll be happy to hear. We use quarter zip which was
25:50
very exciting. We're self referential in that
25:53
part. You're exactly right.
25:56
We need to to teach this agent how to use the respective
25:59
products and we need to teach the agent, you know what on
26:01
onboarding means in these companies.
26:03
And the way that we do that at the moment is by often ingesting
26:05
a lot of the product information, marketing
26:07
information about that, that respective product.
26:10
But you're, you're also correct in the sense that because this
26:12
is a novel modality that we're in, we're consuming, which is
26:15
the screen share, we also can, can kind of do novel things.
26:19
We can also consume novel information.
26:22
You know, it's not necessarily required, but you know, it can
26:24
elevate that respective agent. And that's like, hey, instead of
26:28
doing, instead of just consuming your knowledge base, why don't
26:31
you sit down on a call with our agent and teach it how your
26:33
product works? Like that's a whole new way of
26:36
thinking about how to teach an agent to do something.
26:39
Ryan, what have you taught your agent in the same way you
26:41
instructed your employees? You sat down with them, you
26:44
shared your screen, and you spoke to them through the
26:46
product like you do with everyone else, right?
26:49
This is this thing about how we look at design, right?
26:53
We look at design, I think through a different lens.
26:55
It's very simple to build an AI chat bot that's purely textual,
26:59
but that's not how we engage as human beings.
27:01
You know, the main input modality for human beings is
27:04
their vision, right? It's actually not their speech.
27:07
You know, I often say to someone, if you want to prove
27:10
what's the most important sense you have in your body, close
27:12
your eyes and go for a walk, right?
27:14
You'll find out pretty quickly. Vision is one of the, is the, is
27:17
the main way that we input data into our brains.
27:21
And so this product natively, you know, is based in looking
27:25
and seeing and using vision and a screen share to understand
27:28
what a customer's doing. And because of that, we can do
27:31
these novel training methodologies that that
27:34
previously were unavailable to a lot of our peers.
27:39
Incredible so you so that's to say that I have quarter zip is
27:44
doing all my onboarding for my customers we update the software
27:48
and I'm like hey quarter zip, let me give you a quick tour we
27:50
changed some menu options around and it remembers and.
27:54
Bottoms. Right, right.
27:56
And if you and like the way that we frame this as well is like
27:59
really abstractly, what's your, what's the best way to get your
28:03
customer to an aha moment is the way that we think about this,
28:06
which is if you have half an hour, an hour with the customer,
28:09
you're like, hey, I want to show you these capabilities, make
28:11
sure you know why they work, how they work.
28:13
And this is the aha moment that's going to keep you sticky
28:16
to the product. That's the way you actually
28:17
instruct our agent. So you have a conversation about
28:19
like help them through these things, ask them these
28:22
questions, make sure that their goals are kind of addressed and
28:25
and help them connect up this third party tool as well that
28:28
might take them off platform and back.
28:30
And that's kind of the job done. And our agent will be respectful
28:34
of time. The goal is not for these to be
28:36
a never ending back and forth Q&A conversations.
28:39
It's actually like, OK, let's have a goal here.
28:42
Just like on a call with a onboarding specialist, CSM or
28:45
trainer. We've only got half an hour.
28:47
Let's use that time really effectively.
28:48
And that's the way we've thought about building the the
28:50
storytelling and kind of the escalation methods of of course
28:53
as well. Cool.
28:55
What are some other novel features or important features
28:58
that we should know about? I think I think the most the two
29:02
most interesting things on my end has always been the picture
29:05
in picture experience and our call log.
29:10
I think I'll quickly talk to the picture in picture experience
29:15
again because we consume the screen share as an input.
29:19
Ron, as you move across products, we use picture in
29:23
picture, the same thing that's kind of in Google Meet or in
29:26
Spotify. When you change tab, you'll
29:27
notice that there's like a little pop up that appears and
29:29
it follows you around the browser.
29:31
We use that same technology to continue to have some screen
29:35
real estate in 3rd party products as you're using those
29:39
third party products. So classic example is like let's
29:41
say you're onboarding to HubSpot and you need to connect your
29:43
e-mail, right? So you go to Gmail.
29:45
Now you're in Gmail. As far as Hubspot's concerned,
29:48
they've lost you. They've crossed, they've crossed
29:50
their fingers, and they hope that you figure out onboarding
29:52
in Gmail, right? Yeah.
29:54
This is a classic problem in in software engineering,
29:56
particularly in large products. You know, Andy used to work on a
30:00
on a GitHub integration Once Upon a time at at Atlassian.
30:04
And I know that for a fact, when as soon as that customer clicks
30:07
on the GitHub button, you know, you lose them, you actually
30:10
can't control them anymore. So with quotas, what we're able
30:12
to do is we're continuing to ingest their screen share so we
30:15
can talk them through GitHub, but we also have this thing, the
30:18
picture in picture experience. And that picture in picture
30:21
experience follows them through these different products, right?
30:25
And then eventually once they come back to your product, you
30:28
know, it's a consistent experience, it's providing you a
30:30
little bit of screen real estate and those third party products
30:32
for you to to kind of provide instruction, make sure the
30:35
customer's not lost understanding where they're up
30:37
to inside of the the respective onboarding flow.
30:40
And we've seen that just absolutely resonate with our
30:42
customers, all of our customers, they see that experience, they
30:44
see that little thing following around.
30:46
And it's like, you know, to excuse the the classic quote,
30:50
but it's free real estate as far as they're concerned for the
30:53
first time, they're able to to kind of capture that, that real
30:55
estate that was unavailable previously.
30:57
And yeah, maybe I'll throw you to the for the call log if you
31:00
want to, if you can talk about it.
31:02
Like what what we found was like, there's just so much
31:05
valuable information regards to end user behaviour, but then
31:09
also insights that might be useful to A, to a sales or
31:12
account team in order to retain or upsell an account through the
31:15
conversations that we have with quarter zip.
31:18
So for example, you might be running a medical piece of
31:20
software and you know, you've got a voice experience and then
31:24
somewhere along the line the agent goes, Hey, look, and you
31:27
know, we generate all these these transcripts out of this,
31:31
this this piece of software, whether you put your notes as a
31:35
clinic or a clinician or, or, or or a doctor and they go, Oh,
31:38
well, actually, I don't have anywhere.
31:40
I just put them into maybe my notes tab or I write them down
31:42
by hand. It's actually an upsell moment
31:44
that we've just identified in that, in that conversation,
31:47
which is like, Hey, maybe that particular Med tech start up has
31:51
an ERP system or they have some kind of notes functionality or
31:55
organization system. And we've just identified that
31:58
there's not a competitor in this space that's in that text app
32:01
for that customer. So it's like, Hey, we should let
32:03
someone know inside of that company.
32:05
They go knock on the door of that company and go, Hey, we can
32:09
actually help this clinic out by by up selling another feature
32:13
that's directly kind of in a gap that they've that they've
32:16
they've actually self exposed to us alongside the fact that like
32:20
when people get stuck inside the product and they're lost, we can
32:24
have a back and forth conversation with them to to
32:27
realign like what were they attempting to do?
32:29
Or do they expect the product to do and then send that as an
32:33
insight to a product team so that they can go like, oh, maybe
32:36
this is the next, next and best feature?
32:38
Maybe there's a bug here. Maybe there's an expectation
32:40
about this flow that we had as the product org, but actually
32:44
isn't true because how users are operating in software is very
32:47
different. So it means that we can form
32:49
product teams, we can form sales teams as well and really focus
32:53
on being a very revenue aligned product.
32:57
Cool, I love it. It's so interesting the the
32:59
cross browser tab AI voice cursor.
33:03
Dang, that sounds cool. You know, it's interesting too
33:06
that you had kind of the preliminary idea Atlassian,
33:08
because they just bought an AI browser, right.
33:11
So I mean, that's probably where they're they're thinking on
33:14
similar trains and maybe everybody is, but this seems
33:17
definitely new. I have a question largely from
33:21
personal experience. So I bought a new house and a
33:23
new development in June and it's great but all the utilities are
33:28
on apps and the apps are all terrible.
33:30
They're like literally the worst UII have ever seen.
33:34
I would love this, but just for me pulling around everywhere,
33:38
it's like, hey, log in and show me how where I need to pay the
33:41
bill, you know, and it just goes through all the browser
33:43
extensions and do it. So, you know, right now your
33:45
customer is me, software developer.
33:48
I have a product, people come in, I am the agent to onboarding
33:52
for that. But why not make it just
33:54
agnostic and just go straight B to C, where somebody can
33:56
basically have this kind of experience across absolutely
34:00
everything? Yeah, Ryan.
34:01
I mean, right now it takes the zero engineering implementation
34:05
involved in building an agent. So anyone can actually build one
34:07
of these agents and like, you know, to give you an example,
34:10
like, you know, I'm sure that there'll, there'll be a
34:12
community one day of people who build agents because they're
34:15
just sick of their, the respective, you know, utilities
34:17
application that they have to deal with.
34:19
And, and, and a guy, empowered guy like yourself wants to do a
34:23
good community service. So it builds 1/4 zip agent for
34:25
all of his, his mates to be able to, to, to actually
34:28
fundamentally use that product. You know, we're seeing stuff
34:31
like that already. You know, we see stuff like, you
34:33
know, we haven't sold HubSpot yet, but I can assure you we've
34:37
built a HubSpot agent because we need one internally at our own
34:39
company. So these are the types of things
34:42
that that we're seeing across the board.
34:46
And again, that that lack of engineering integration, the
34:49
fact that any person can build an agent, it's just it's super
34:52
empowering. People go and build build agents
34:54
for the things that they need help with and and the things
34:56
that they want to be successful with.
34:59
Talk a little bit about your tech stack.
35:00
What are you guys using to to build the pro the product?
35:04
Yeah, there's some special source here, but I think
35:06
probably the the parts to really no doubt is that we have like
35:10
it's kind of in the name of the product is that we're real time
35:14
conversational screen share. And that requires a lot of
35:17
puzzle pieces of the tech stack to work well, which is we need a
35:20
dedicated voice track, something that actually is engaging with
35:23
the end user. The other part too then is we
35:25
need to be able to consume vision and share that to an AI
35:29
model in order to actually understand when changes are
35:31
happening on someone's screen. And it's a separate process that
35:35
that we're running. Additionally to that, there's
35:37
like the underlying insights modality as well.
35:40
So really the pull out insights from a conversation and then
35:44
share that back to the team as part of that call log.
35:48
So I guess the, the some of this is it's very easy to kind of
35:52
quickly build something that looks like quarter zip that
35:55
might be able to like barely get through one call, use one AI
35:59
model. What we've found is you need to
36:01
actually cascade this out and you need to have kind of
36:04
functional expertise across the board of screen consumption,
36:08
screen understanding, reasoning, and then to the overall talk
36:11
track as well that you're running probably through another
36:13
model. And that's kind of a little bit
36:15
about how we've come to our architectural decisions today as
36:18
well. Also, the final part is the AI
36:21
space is moving so quickly that we need to be able to leapfrog
36:24
across different AI providers and models when the best of the
36:28
best is coming out. Because we need to make sure
36:31
that if there's Gemini 3 comes out or the next model after
36:35
that, that we can really jump and take advantages of that core
36:39
system. Yeah, and I think probably a
36:42
common criticism of AI products right now is probably the
36:46
antithesis of good onboarding, which means if it if it doesn't
36:50
work one time, it's out. It's just like, you know, you.
36:53
The uncanny valley of adoption is, you know, they're like, oh,
36:58
this is awesome until it doesn't work and then it's gone.
37:00
So like being able to really drill down seems that makes a
37:04
lot of sense. Ryan One of the ways that we
37:07
describe internally the quality bar that design is we talk about
37:12
Disneyland. When you go to Disneyland,
37:15
everything has to be perfect, right?
37:18
Because as soon as Mickey Mouse takes his head off to smoke a
37:20
cigarette, all the kids start crying, all right?
37:26
And it's the same with AI. When you particularly with a
37:28
voice experience, then there's a bit of magic to it, right?
37:32
Like Disneyland, there's a bit of magic to it.
37:34
And as soon as this studies and as soon as things don't work
37:37
quite right, as soon as the thing breaks down, it's like
37:40
Mickey Mouse taking his head off.
37:42
And so, you know, you notice the customers, they don't like it
37:45
anymore, right? And so that's the level, the
37:47
quality bar that we kind of have to have.
37:49
And that's really driven some of those design decisions that
37:51
Andrew Andy's been talking about.
37:53
You need to be there at the forefront to respond to these
37:57
new things that are coming out. And you need to have a design
37:59
that's very flexible because you're going to be changing
38:03
models, you're going to be changing providers based off
38:06
latency, quality, all these different things that that that
38:09
you know, are cropping up all the time.
38:11
Yeah, which is huge. You know, like the character of
38:14
the voice and the latency and stutters and glitches, things
38:18
like that. How did you guys go about the
38:21
deciding on a voice? Do we get to hear a lovely
38:24
Australian accent from the AI voice agent?
38:27
You'd be amazed. There is a customer requirement
38:29
of quite a few customers that have come through the doors.
38:31
They're like, we love this, but that kind of traditional like
38:35
American AI voice, agent voice that's everywhere.
38:39
They're like, can you make, can we make this more Australian?
38:41
Because that's aligned to our brand.
38:42
And I think that's what we found is like organisations have like
38:46
they're very particular about their colour palette, how they
38:49
look at their logo and their time effects.
38:51
And in voice, it's actually now it's about like the personality,
38:54
the tone, the language that the agent speaks.
38:57
It's actually an extension of their brand.
38:59
So they're having to look at voice and how it how it makes
39:02
you feel. It's actually a component of
39:05
like, OK, is this how we're intending to welcome in a
39:07
customer. So this is actually a thing that
39:10
we've made fully configurable is that we know brands are
39:12
important, but also the tonality, how it speaks, you
39:17
know, it's it's language based language it can switch to others
39:20
are key things that customers require for us.
39:23
Ryan, we've had one interesting request come through as well of
39:26
mimicking people's voice. Yeah.
39:29
Interesting particular founders have have asked us, Hey, can
39:32
you, can you mimic my voice? You know, we, we can look into
39:36
it, but I, I do think that's a, that's a little egregious when
39:39
it comes to the ego, but I'll, I'll, I'll sell it as an, as an,
39:44
as an upsell in the enterprise tier potentially.
39:47
Yeah, you definitely could. I mean, well, Sam Albin got in
39:49
trouble with that with, with Scarlett Johansson, right?
39:52
Yeah, I mean famously not Scarlett Johansson as we.
39:55
Yeah, exactly. It's definitely not her.
39:57
It's totally her. Yeah.
40:01
You know, I I probably would like.
40:04
Like a, a woman from Tennessee, you know, that had kind of like
40:08
a nice Southern drawl, kind of walk me through, ease my nerves
40:11
a little bit when I'm about to lose my mind because I can't get
40:14
done something. Or like a like a Jamaican from
40:17
like the 70s? We, we, it's all available.
40:21
It's all. Don't you worry, man.
40:23
We've got the we've got everyone cooking on it right now.
40:25
Ryan, as a guy who's just recently moved to to the USI
40:28
too, have become accustomed to the the, the warmth of the South
40:32
as a as a cultural icon. You know, stand why why you'd
40:37
want a a nice Tennessee accent maybe on boarding you.
40:41
It's very soothing, you know, just, it makes you feel like
40:44
everybody's going to be all right.
40:45
There's some cornbread on the table.
40:46
We're going to have a good time. It's great.
40:48
Maybe nuts hat? Cool.
40:52
How much? How did you finance the project?
40:56
Yeah. Well, look, I think from our
40:57
point of view, like proceed from our original sale of of
41:00
Redactive is something that we've actually kind of doubled
41:02
down on into quarter zip. Plus the fact that we very
41:06
quickly built redacted up and we're in a situation where we
41:09
raised a significant amount of capital when we approached our
41:12
investors being like, hey, we've been in our position to offer on
41:15
the table, but we've also got a substantial amount left from our
41:19
from our original raises. They're like, look, let's let's
41:22
bring this forward. Let's actually use this Capital
41:25
plus what's come from the sale in order to finance quarters it.
41:28
So we're in a really nice situation where we've very
41:31
quickly been able to, to get a team up to scale with quarter
41:35
zip and have a significant runway ahead of us through,
41:39
through a, through the, through the sale.
41:41
Significant runway? What's what?
41:43
How much is that? Over over 24 months and
41:46
obviously we're aggressively hiring as well.
41:48
So like, you know, like any good team, like you're trying to
41:51
bring that down in order to, to meet demand of the swings coming
41:55
through the door. Can you put a dollar sign on it?
42:01
Not really, no, man, you're I know I've been I'm sure I've
42:06
been too well trained in in in in having to say well to say
42:10
such answers, but I I appreciate the the the shot, right.
42:13
Hey, I've got tenacity for my audience, but I also.
42:16
Respect. I I respect the manoeuvrability,
42:19
very good. How big's the team now it's?
42:21
About 14 people. 14 incredible are you guys, I mean obviously
42:26
everybody's headcount is very important, but are you making a
42:30
special effort to be like as lean, we want to be that 20
42:33
person billion dollar company? Definitely the, the, the, the
42:37
sense like what we've learned across the the board is like
42:40
firings are the most important thing you can do as a founding
42:42
team, but everyone needs to meet Alex and I through that process.
42:46
They need to meet a number of members of the team if you want
42:48
for technical role, because fundamentally it's like you're
42:52
trying to hire for a type of person that has something that
42:55
they're they're trying to achieve through going through
42:57
the start up process, right? Like you always take a big job.
43:00
You can make a lot of money work for some great companies in San
43:03
Francisco and Australia as well on the tech scene.
43:05
It's like, what do you want to what do you really want to
43:07
deeply learn? Or how do you want to grow as an
43:10
individual through your time at court?
43:11
Is it that unlocks something that you couldn't achieve
43:14
beforehand by joining the team? Like, you know, if everything
43:17
goes right, you go on a Series A series B journey and you
43:20
potentially build a my reputations, be like a leader in
43:23
your craft. You can't hire fifty of those
43:26
people. You have to hire a small cohort
43:29
of those people. And that's why we've really
43:31
focused on kind of your seniors and principal level hires across
43:35
the board to to have a really small, nimble, fast team.
43:38
Cool and skilled, I'm sure amazing.
43:41
And you guys just launched a very, very recently.
43:43
So what does go to market look like?
43:45
Where are you finding your first 100,000 customers?
43:48
Yeah, great question. Look, we launched on, I think
43:53
there's a way of working backwards from this.
43:55
You know, you've got to really look for your audience and you
43:57
got to go where your audience is.
43:59
For us, you know, our audience would predominantly people like
44:01
heads of growth, heads of product, heads of customer
44:04
success management. We found a lot of those people
44:06
to be on LinkedIn. We did launch on LinkedIn.
44:10
We actually booked 250 demos in 48 hours.
44:15
We got over 500,000 impressions in those 48 hours.
44:18
That launch was a resounding success and and that alone is
44:22
what kind of got our business started up off off the ground.
44:25
It was super valuable to, to, to, to do that and we'll be
44:28
doing kind of more launches there.
44:30
But we found like that our, our product resonates really well in
44:34
these channels where people are interested in particular content
44:39
that is relevant to these job roles.
44:41
So we use, we're heavily leaning to content.
44:43
We heavily lean into in particular into written long
44:47
form content seems counter intuitive given AI, but
44:50
actually, you know, really, really high quality content
44:54
works very, very well. People are very discerning about
44:57
their content now. So we've seen that that Channel
45:00
to to function extremely well. You bet.
45:03
When you talk about LinkedIn launch, was that advertisements?
45:06
Was that just like basically rallying people around a post
45:10
and with adding comments and stuff?
45:12
Because 250 demos off of LinkedIn launch is amazing.
45:15
Yeah, we, we had people just comment on a post.
45:17
I posted it on my account. We had the team come in in the
45:20
morning. We said we're launching 8:00 AM
45:22
in Australia time, which is like, you know, people kind of
45:25
going home in America time and we got 2500 comments or
45:30
something on the post 2050 comments.
45:33
Yeah, we got, we got an absolute buckle load of impressions.
45:37
And that was again, that was, that was, you know, unpaid.
45:40
That was a, that was a, that was a free launch for us.
45:43
Unbelievable. So And that was a post on your
45:45
personal LinkedIn. My personal LinkedIn, yeah.
45:48
Smart. So.
45:50
You know, and LinkedIn gets a lot of trash talk about it,
45:53
about being the worst algorithm in the business, but boy, when
45:57
you got a hit, you got a hit. It's great.
46:00
You know, again, it's complicated.
46:03
I think, I think any channel that where you can get traction
46:08
is a good channel. Like most of your customers
46:11
there. And and like we've had
46:13
conversations with a with a bunch of people like, you know,
46:15
is our is our audience also on Twitter, you know, I famously
46:19
don't use Twitter. It is, it is a potentially a
46:23
criminal offence here in, in San Francisco.
46:26
I, I would be arrested immediately if the police found
46:29
out. I, I don't use Twitter and I
46:33
just said to people, look, I, I'm not on Twitter, I don't have
46:35
a following on Twitter. It's gonna be hard for me to, to
46:38
be natural in that space and to, to, to really do well there on
46:44
LinkedIn. I, I find that to, to kind of be
46:46
the inverse. It's like, hey, I'm on LinkedIn
46:48
already. I've got a following on
46:49
LinkedIn. Yeah, just go on there and let's
46:51
let a. 100%, I mean, Linkedin's been great for me.
46:54
So I think that's a really smart strategy.
46:56
Very cool. OK, we've got a couple of
46:58
minutes left here. I want to take you guys to the
47:00
lightning round. You ready for this?
47:02
Let's do it. All right, you guys have the
47:04
Midas touch. You parlayed the exit from one,
47:07
took the runway and threw it into another, have a gigantic
47:10
lunch. Unbelievable.
47:11
What other ideas can you share with us?
47:13
We're all founders here. That would be interesting to you
47:16
in the AI space. If you weren't doing quarter
47:18
zip, what would you be working on?
47:21
Interesting. Interesting.
47:23
Alice, you want to go first. Yeah, look, I love, I love video
47:26
and I love, I love personalized video.
47:32
One of the things that we've been noticing again, you know,
47:35
Ron, I love go to market and people put their face on videos,
47:39
people, you know, doing personalized content outreach to
47:44
people. So hey, here's your company,
47:46
here's your brand, here's your product.
47:48
This is a personalized video for you in a sales tool.
47:53
Unbelievable. So I've seen some of these tools
47:55
coming out at the moment that allow you to to take a video and
47:58
then modify that video using a particular person's product from
48:01
their website or a person's face so they can understand how how
48:05
something's going to be utilised.
48:07
You know that that that's unbelievable.
48:09
That's that's going to change how we sell products I think
48:11
into the future. Look, I think to add to that,
48:13
which is like we've been on the security side where there's
48:17
like, you know, thematics like fee based selling, you're,
48:20
you're doing a lot of lunches in order to like build trust inside
48:23
the big organisations over months before you can actually
48:27
get a sale in revenue aligned products.
48:31
So they're different from your like cost and compliance based
48:33
products. Things move so much faster.
48:35
Your buyer type, probably someone that moves really
48:38
quickly, they're willing to take a bet on a tool, they want to
48:41
try it out. And that's really advantageous
48:43
to like creating that momentum early days as a startup founder
48:48
where he's like, you want to be able to validate and assess
48:50
like, Hey, does this really solve a problem?
48:52
And can I iterate and go back to that person?
48:55
And just your access to find people who are go the market
48:59
revenue leaders is a lot easier because they're actually quite
49:02
outspoken. So from that point of view, it's
49:04
like if I would do something again, I would pick something
49:06
again that's revenue aligned than in the cost and compliance
49:09
space because my ability to do discovery quickly would be much
49:14
easier. Yeah, makes sense.
49:18
Awesome. That's what I got for you guys.
49:21
I got so much. Let's say, let's say this, What
49:25
is a special power you have being Australian?
49:29
You think that gives you a competitive advantage over
49:31
Americans? I've found this and probably
49:35
Alice in elaborate, but I remember our first time going to
49:37
San Francisco a few times. People appreciate the kind of
49:41
just the general honesty and kind of integrity approach I
49:45
think Australians have, which is we don't have a culture of
49:48
venture capital and, and start up that's like as long running
49:51
as the US And there's a sense of like tall poppy syndrome.
49:55
That's what's called inside of Australia, which is like, don't
49:58
get too big for your boots, which is, hey, don't don't
50:02
oversell what you're doing or where you're at.
50:04
Speak more honestly about, you know, your progress and what
50:08
you've been able to achieve. Otherwise some will kind of kick
50:11
you down being like you're kind of fantasizing a bit bad.
50:14
And that's very ingrained in the Australian culture.
50:16
I think the benefit as Australians going to the US
50:20
having that mindset, he's like, yeah, still sell yourself, but
50:24
people find it far more honest and they feel far more
50:26
trustworthy to be like, OK, cool.
50:28
You actually are speaking about some of your deficiencies as
50:30
much as you're speaking about your strengths.
50:32
And that's endearing, especially to venture capitalists who want
50:35
to build a very long relationship with you going
50:38
forward. It's like if they don't have
50:40
that initial hit that feels trusting and honest, you're
50:44
you're kind of setting yourself up for Alex.
50:48
I really like that answer. I, I tend to agree with it.
50:50
Like we're very approachable. I think that people people enjoy
50:54
that as well. There's, there's like a certain
50:57
novelty, obviously to, to being an Australian here in America,
51:02
you have a have a funny accent. People think you know that
51:06
you're into surfing. I'm actually not much of A
51:07
surfer nor would I want to surf here in Northern California.
51:10
It's freezing. But I think that approachability
51:16
come again, that honesty makes it very easy to meet people,
51:19
particularly people from, from, from any walk of, of society,
51:23
whether you know, they're very, very senior executives or, or
51:27
they're, you know, completely normal people on the street.
51:30
Again, that that that sense of approachability makes it very
51:33
easy to to meet people. Yeah, you know, I, I've been
51:36
very impressed with all of the Australian founders I've met
51:40
over the years. And it's interesting because I
51:42
was speaking to a founder from Germany and he was explaining
51:45
how Europe has kind of a crabs in a bucket kind of mentality.
51:49
Like it's, it's a little bit like out-of-the-box to be
51:51
entrepreneurial, to be really kind of self decided.
51:55
I think what Americans and Australians share in common is
51:59
we're like, hey man, let's go get it, you know?
52:01
Yeah, definitely. I think Australia recent as well
52:04
in the in maybe the, the the past 20 years we've really woken
52:09
up. I think we've seen some
52:10
successes. Obviously Atlassian's been a big
52:12
success, Canvas been a big success, but you, you, we've
52:16
seen these successes and now I think like young people, they
52:19
look at this and they go, hey, entrepreneurship is a great
52:22
pathway for me make something with my life and have a large
52:25
impact. And I think now we're starting
52:28
to to kind of, you know, reap the benefits of that.
52:32
Amazing, awesome revving up here.
52:35
I know we always like to feature charitable organizations and you
52:38
want to give a shout out to the Red Cross, which has got to be
52:41
maybe the gold standard of, of, of NGOs.
52:45
Any particular reason that the Red Cross came to mind?
52:48
You want to know, Ron, I recently signed up to get health
52:51
insurance here in America. And it's a very arduous process,
52:55
particularly for a person who has no idea what they're doing.
52:59
And part of my health insurance included a life insurance
53:02
component, and I was required on the form to fill in a
53:06
beneficiary. And I did not have a beneficiary
53:08
I could put down in that form here in America.
53:12
And someone suggested I put down the Red Cross.
53:15
And I thought that that was a wonderful idea because I don't
53:17
have any kids. My girlfriend lives in
53:20
Australia, She'll be OK. I thought, what, I've got my
53:23
idea, why don't I put down the Red Cross?
53:25
And I think more Americans, particularly young Americans, no
53:30
point, you know, leaving your money behind.
53:32
Might as well give it to a great 'cause like the Red Cross.
53:35
Beautiful. And yeah, welcome to the hell
53:38
that is the American sickness. Thank you.
53:43
One day I'll figure out how to go to the doctor.
53:46
But that's not today. Not, not.
53:49
You know there I I've spoken with a lot of great people that
53:52
are are working on that. It's just big project.
53:55
This has been absolutely fantastic.
53:57
I really appreciate it. Quarter Zips.
53:59
Now when I was in high school, quarter Zips had a different
54:02
meaning. Are you wearing some other
54:03
alternative meetings? No, if you want to hit us with
54:05
some, I'm all ears man. You, you come from the metric
54:08
system, but quarter zip back in the day meant 1/4 ounce.
54:12
You know, I'm in Colorado. I'll leave it there.
54:15
Yeah, yeah, I feel. Like I feel like we.
54:19
We, we, we need to. Explain the quarter name to your
54:22
audience. Yeah, please.
54:23
I would love that. Which is that Alex and I, you
54:27
know, spending time in San Francisco, what we found was so
54:30
many people who in, in business space, like they don't wear
54:33
suits anymore and like, it's pretty noticeable.
54:35
But like people are trying to find that next kind of like semi
54:38
formal, you know, thing that you can wear as a, as a business
54:42
executive in front of your customers.
54:44
And we thought, hold up, you know, we're trying to build go
54:46
to market software. Those people are our customers.
54:49
You know, there's kind of the joke here that people that start
54:52
companies wear T-shirts, the people that build them wear
54:55
woodies and then the ones and the moment you try and get
54:58
commercial and you're working on how to how you frame the sale,
55:01
you start hiring all these people that wear quarter zip
55:03
sweaters run around to Sydney and we're like, I think that's
55:07
the name that that gum that exactly encapsulates the kind of
55:11
jobs that we want to do for our customers.
55:14
I love it. It's brilliant and it's so true.
55:17
I It's so funny and it's like The Who are the icons of the
55:21
quarter zip, the Manning brothers, Peyton and Eli
55:23
Manning. They look, they look good in the
55:26
quarters, you know. They do.
55:28
We're going to get them in for a sponsorship.
55:31
Cool. This has been amazing.
55:33
It's quarter zip dot AI. Where can people connect with
55:37
you guys online? Hey, LinkedIn number one plates
55:40
at at May or you can add Andrew anytime.
55:43
I'm Alexander Valente and Andrew is Andrew Pankovitis.
55:47
We will. But there you go.
55:50
Yeah, we'll link that in the show notes.
55:52
Gentlemen, thank you so much for joining me.
55:54
Thank you very. Much.
55:56
See you guys. Hey founders, let me ask you
56:00
this. Are you building with AI or
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