Latest / AI for Founders with Ryan Estes / AI Comment Moderation, Brand Safety, and Viral Conversions: Stanify.ai’s Playbook

Transcript

AI Comment Moderation, Brand Safety, and Viral Conversions: Stanify.ai’s Playbook · AI for Founders with Ryan Estes

• 0:00
  Welcome back to AI for Founders. I'm Ryan Estes and today we're
• 0:03
  hanging out with Hank Lieber from Stanify dot AI.
• 0:06
  If you've ever watched a post go viral, then drowned under 1000
• 0:10
  comments, this one's for you. Hank's team launched just four
• 0:13
  months ago and they already helped brands turn the comments
• 0:16
  section from wasteland to working capital.
• 0:19
  You will learn how AI can auto moderate trolls without killing
• 0:23
  healthy debate. Draft on brand replies in over
• 0:26
  100 languages and keep your ads clean while protecting spend.
• 0:30
  We break down human in the loop workflows, how to ride
• 0:33
  algorithmic wave in real time, and why smart Q&A comments fuels
• 0:38
  answer engine optimization for LLMS.
• 0:41
  This episode is for founders, CMO's, growth leads, creators,
• 0:44
  and every Shopify merchant who lives in the Business Manager
• 0:47
  refresh button. You care about brand voice,
• 0:49
  safety, data, and conversion inside the comments.
• 0:52
  Hank's about to hand you a playbook.
• 0:54
  Quick hint about the newsletter. Get the field notes in the
• 0:57
  frameworks in your inbox at AI for Founders dot Co Steal what
• 1:01
  works, skip what doesn't, and ship faster.
• 1:04
  If you build in public, read in private first at AI for
• 1:08
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• 1:11
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  Hey, I live tonight. Shining stars.
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  Computer life. Hey, I I take the flight in the
• 3:08
  glow of neon. Brian.
• 3:11
  All right, we're rolling. Hank, how are you?
• 3:14
  I'm doing well. How you doing today Ryan?
• 3:15
  Doing. Great.
• 3:16
  Thanks for coming on the show. I got to tell you, I've always
• 3:19
  loved Hanks to Solid. Thank you.
• 3:25
  There are a lot of them in the startup world, and certainly not
• 3:28
  in Southern California. Yeah, you just don't.
• 3:30
  You don't get meet that many Jacks or Hanks.
• 3:32
  It's just a great, solid American name.
• 3:34
  Yeah, I grew up in Virginia. There's plenty of Hanks out
• 3:37
  there. But here I'm I usually just say,
• 3:39
  hey, it's Hank, Remember Me? And I don't have to say my last
• 3:41
  name. Yeah, it's great.
• 3:44
  It's Hank's going to make a comeback, I think, from the
• 3:46
  result of this podcast, if we're lucky.
• 3:50
  Nice, I'm so excited to talk to you.
• 3:52
  You know, we connected on LinkedIn, which I love to do.
• 3:55
  You know, there's so many bots on LinkedIn that when you meet
• 3:57
  somebody who's who's got something real, it's always
• 4:00
  like, oh, what's up? We're all here on LinkedIn for
• 4:03
  some reason, so we might as well chop it up.
• 4:05
  So I'm so happy they came on the podcast, particularly to talk
• 4:08
  about your new company. You guys launched four months
• 4:11
  ago, Stanify dot AI. Please give us an overview of
• 4:15
  Stanify. Sure thing.
• 4:18
  Stanify is an AI company that helps businesses engage with
• 4:22
  their audiences in social media, in the comments section in
• 4:26
  particular, and DMS. But really the comments is the
• 4:28
  area that's just kind of a total wasteland.
• 4:31
  We allow businesses to remove negative content that would be
• 4:35
  in their comments automatically and to engage with replies and
• 4:39
  work flows in the comments that are worth that.
• 4:42
  So someone who is asking you a question, we can help with the
• 4:44
  answer. If they're just putting some
• 4:46
  love out there, we can send love right back in the brand's voice
• 4:49
  contextual to the post. We watch the video and
• 4:51
  everything. So we're kind of like your best
• 4:53
  employee that's right there all the time.
• 4:55
  Only we can do about 1000 times as much as an employee can.
• 4:58
  And there's two ways that we operate with businesses.
• 5:00
  One is fully automated where we just run autopilot and you know,
• 5:03
  for like media companies have thousands of comments.
• 5:05
  We're in there, you know, doing the thing most businesses like
• 5:10
  to have a human in the loop. So we have a universal inbox
• 5:13
  where our drafted replies are there and a human goes in and
• 5:16
  sort of approves each, you know, post, post, post edit, edit,
• 5:19
  post, post, skip, skip, skip. And that seems to be the the way
• 5:22
  the business wants to work with AI right now.
• 5:24
  The 99% of the work gets done, but not that key 1% of taste of.
• 5:28
  It yeah and it makes a lot of sense because you know what is a
• 5:33
  brand voice? Well, that's really hard to pin
• 5:36
  down. We, we know what we don't want
• 5:38
  it to be, which is over LLM D with M dashes and like talking
• 5:43
  about pivots and all those like cliche phrases that we hear from
• 5:46
  GPT all the time. So that might mean like you're
• 5:49
  probably going to be like just like cruising down being like
• 5:51
  yes, yes, yes, yes, yes. And then there'll be 1 little
• 5:54
  comment that you like. Actually, I want to go a little
• 5:56
  extra on this one. Or you have actually a hot take
• 6:00
  for that. You have something fun to
• 6:01
  contribute. So that seems like it makes a
• 6:03
  lot of sense. And then as far as like negative
• 6:05
  comments, that's total no brainer.
• 6:07
  You just want to get that out as soon as possible.
• 6:10
  You know, it's like that. I like that.
• 6:12
  I like to consider it. They're trolls and you never
• 6:15
  feed the trolls. You just eliminate the trolls
• 6:18
  from your life. Exactly and and the the
• 6:21
  platforms. So we've been approved by Meta
• 6:23
  Store on Instagram and Facebook, brewed by YouTube, almost done
• 6:26
  with TikTok. All of the platforms have the
• 6:28
  same feature, which is called hide, which is to hide the
• 6:31
  comment. And that means that the angry
• 6:33
  poster doesn't even know that it was hidden.
• 6:35
  They still see it on their feed, but no one else does.
• 6:37
  A pretty elegant feature to keep the, you know, keep the drama
• 6:40
  down but still protect the feed. And so we automatically detect
• 6:44
  any number of different types of negativity, hate speech, you
• 6:47
  know, religious, violent speech, bullying, harassment, any of
• 6:50
  that with our language model and through sentiment analysis to
• 6:53
  identify it and we hide it. There are different settings in
• 6:55
  the platform, of course, for our app, if you want to keep dirty
• 7:00
  words in there, that's fine. But if you really don't want to
• 7:02
  have whatever the religious hate speech and bullying and things,
• 7:04
  we we remove those and escalate them to your team to take a look
• 7:07
  at what we took out for you. Yeah, that'd be a fun threshold.
• 7:11
  You know, like we're, we're really fond of the F word, but
• 7:14
  we don't want any S words. Can we make sure that that's?
• 7:18
  We actually do what we found with early customers was they
• 7:21
  want a threshold of tolerance for things like strong language
• 7:26
  to keep F bombs out, but S bombs in and we had to figure that
• 7:29
  out. So a little bit more on our on
• 7:30
  our model. We're pretty deep in the AI
• 7:34
  space. Our team has 10 years experience
• 7:36
  of AI and machine learning. So like this is not some wrapper
• 7:38
  ChatGPT. You will see companies out in
• 7:42
  the world doing that right now this like $1020.00 a month
• 7:44
  product and you get what you pay for.
• 7:45
  It's like not going to be the greatest quality, context,
• 7:48
  relevance, specificity, all that.
• 7:50
  And we just found just right there, F bombs and S bombs,
• 7:53
  different and D bombs and whatever.
• 7:54
  All these different things and brands each have their own
• 7:57
  relationship with our audience and we need to make sure that we
• 7:59
  can cater to that like very easily and pretty much
• 8:03
  automatically for everyone. And it's very nuanced, right?
• 8:06
  Because if it is a brand that's showing up in a big way on
• 8:10
  social media, obviously, like they got to have speak the
• 8:12
  vernacular, you know? Yeah.
• 8:15
  And turns out different. Our model works in every
• 8:18
  language. So different languages in the
• 8:20
  world have different nuances depending on the region.
• 8:23
  Argentine Spanish is different from Mexican Spanish is
• 8:25
  different from Spain Spanish, same with Portuguese.
• 8:28
  And so and the character sets for a lot of these different
• 8:30
  languages. And we've solved for all of that
• 8:32
  already because we're working with some brands that are in 180
• 8:35
  countries and they have a bar of excellence that we have to
• 8:38
  maintain that's like a native speaker in in the comments with
• 8:42
  the audience. So we've actually done a
• 8:44
  tremendous amount of work in a short amount of time to get to
• 8:46
  that quality level. Yeah.
• 8:47
  How many languages? Oh boy.
• 8:51
  You know, I don't know that we've officially counted, but
• 8:53
  it's over 100. We just know that, yes.
• 8:56
  So when, when someone writes a comment on a social media post,
• 8:59
  if it comes in in Japanese, we'll reply in Japanese
• 9:02
  characters. If it's half English, half
• 9:03
  Japanese, we'll mimic that. So yeah, our our model is is
• 9:08
  pretty darn deep. That's cool.
• 9:09
  Let's talk about the tech stack. As far as AI, like what what's
• 9:13
  the tech stack going into? Kind of the the AI you guys use.
• 9:17
  Yeah. So I'll answer a similar
• 9:19
  question maybe what models are we using?
• 9:22
  And the answer is all of them because it depends on the
• 9:25
  business. We're not trying to create a
• 9:28
  ILLMS ChatGPT will open AI for ChatGPT and Google with Gemini
• 9:33
  and and Elon with with with X and grok.
• 9:36
  They're great. They're huge and they're really,
• 9:38
  really good at what they do. So we're trying to reinvent
• 9:40
  that. But there are times when say
• 9:42
  ChatGPT 5 point O mini is best for like the general population
• 9:47
  of like neato or whatever, that kind of stuff.
• 9:50
  F bombs and curse words. Grok is really good for that.
• 9:53
  They're super, you know, deep in the, in the lingo.
• 9:57
  And then like, we have a, a couple of companies like the
• 10:00
  medical space and product space that have hundreds of products.
• 10:04
  We allow our users to upload product documents into their
• 10:08
  Sanify account so that we know all the products, all the
• 10:11
  colours, all the variations. Gemini's often better for that.
• 10:14
  So it kind of depends on the use case.
• 10:16
  And we see the, the AI being a is an enabler.
• 10:21
  It's kind of like Internet like 20 years ago.
• 10:23
  It's just a better way to get things done with business.
• 10:25
  And so we're going to use a lot of models and when there's five
• 10:28
  new ones in a few years, we'll use those too, because it's
• 10:30
  about value more than whatever technology it is.
• 10:34
  We just want to bring the businesses as much value as we
• 10:36
  can. Yeah, 100%.
• 10:38
  That's that's interesting. X is good with swearing.
• 10:41
  That makes sense. People really flame out over
• 10:43
  there on X. You know, I, I always, I have
• 10:46
  like a, a like hate relationship with X, you know, every couple
• 10:51
  of months I'm like, man, I just got to be more involved over
• 10:53
  there. And I go over there, I'm just
• 10:54
  like, Oh my God, it's just everyone's sniping at each other
• 10:57
  now. It did get significantly better
• 10:59
  when they kind of have a for you page where they're just like
• 11:02
  they, they take all the like the, the kind of founder or
• 11:06
  founder, the, the building public people all have kind of
• 11:09
  like a big thing going on, you know, hustle and grind culture.
• 11:14
  And I'll chime in every once in a while over there, but.
• 11:17
  It's also interesting that that Elon is open source.
• 11:19
  The algorithm, it's really important move for him who is,
• 11:23
  you know, claiming to be a big free speech guy is like not only
• 11:26
  free speech, but go ahead and see what we're choosing to show
• 11:29
  you and how, and then you can tune it.
• 11:30
  So that's new. That's only a few days or maybe
• 11:33
  a week or two old. So it's going to be really
• 11:34
  interesting to see what other platforms do in response.
• 11:37
  Because he got black box with everybody else as they addict
• 11:40
  you to more and more polarizing content that activates you.
• 11:43
  I don't know, like that's one way to think of how the
• 11:45
  algorithms work. But he's open sourcing it, which
• 11:48
  I think is a really interesting play in today's culture.
• 11:51
  Well, wasn't that a reaction to because because of Trump
• 11:54
  approving the sale of TikTok and basically saying that like he's
• 11:57
  going to have control of the TikTok algorithm, so that it's
• 12:00
  skews conservative, I guess, you know?
• 12:05
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  Okay, I've got a confession. As a podcaster and founder, I'm
• 13:00
  constantly meeting incredible people, guests, listeners, or
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  other entrepreneurs. But here's my little secret.
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  I'm terrible at following up. My inbox is basically a
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  graveyard of missed opportunities.
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  I mean you know not to. This is obviously not a
• 14:14
  political show but it is interesting.
• 14:16
  Like the liberal and conservatives.
• 14:17
  I'm like, are you guys are is any of this make any sense
• 14:22
  anymore? The thing I like about it,
• 14:25
  again, not not political because it's across the board,
• 14:27
  independent journalism, independent media channels, Joe
• 14:30
  Rogan and these kind of things, Tucker Carlson, whatever.
• 14:33
  Millions and millions of viewers on one singular way to deliver a
• 14:37
  viewpoint, which is not like mega mainstream media, which is
• 14:41
  how it's been for 200 years or whatever.
• 14:43
  It's just a really fascinating time to be thinking about ideas,
• 14:46
  communication. And we're kind of in that too.
• 14:48
  Is Santa Fe where for a brand that wants to talk to 100,000 of
• 14:52
  its customers personally, we do that.
• 14:55
  We have brand brands on right now that do 100,000 a month.
• 14:58
  We're, we're doing 100,000 interactions a month and they,
• 15:01
  there's no way they could do that without costing them a
• 15:03
  horrendous amount of money for human teams.
• 15:05
  And the humans are really happy with the results and they can
• 15:08
  spend more of their time on more strategic things to do with the
• 15:10
  data that we have from the interactions.
• 15:12
  So actually we're more of a data company and that way than an AI
• 15:15
  company. Yeah, like AI is the means to an
• 15:18
  end, which is to get you more data insights, to be more
• 15:21
  strategic with your business 100.
• 15:22
  Percent, you know, in you guys are like an interesting bridge,
• 15:25
  you know, because now we have all these AI tools.
• 15:28
  Stanify is awesome because it can it can kind of heal some of
• 15:32
  the the damaging aspects of social media.
• 15:35
  Social media is basically almost like a like AI don't know a
• 15:39
  right or something and and really technology kind of
• 15:42
  plateaued. It was like 2017, 2018.
• 15:45
  Is there anything really electric or energizing or any
• 15:49
  big IP OS any ways to like kind of capitalize on this?
• 15:52
  Or is it really just you know, you know, all of your fan
• 15:55
  companies are just like moving more and more into dominance.
• 15:58
  Well, boom, you know, GPT launches and then we have this
• 16:01
  whole new layer of technology to get excited about that can like,
• 16:06
  you know, improve on what we've got already and creative a lot
• 16:10
  of like lateral movements and create a lot of like, well, in
• 16:13
  this case, like editorial oversight, which is super
• 16:17
  important, you know, because like he, like you're saying that
• 16:19
  the, the algorithms have gotten so good, you know, particularly
• 16:23
  TikTok, you know, and Instagram for that matter.
• 16:26
  I mean, Instagram, I can't even go to the feed anymore.
• 16:29
  It just feeds me like the most beautiful women I've ever seen
• 16:32
  in my life, you know, doing squats and stuff.
• 16:35
  And I can't help but like watch it for 10 seconds and then
• 16:38
  that's all I get in my feed, you know, so.
• 16:41
  Just wait another couple of months and none of those women
• 16:43
  will be real anymore because why bother with real humans who have
• 16:46
  like emotions and like, you know, a job, like have to eat
• 16:49
  dinner and sleep don't need that anymore.
• 16:51
  So that's actually a whole other area of our business is the AI
• 16:54
  and virtual creator space. They're, you know, entire
• 16:57
  agencies that have all these that they're building up with
• 16:59
  hundreds of thousands of followers posts and tons of
• 17:02
  comments. And there's not a lot of
• 17:04
  interaction in the comments because those those aren't real.
• 17:07
  So we're in a position to be able to power that entire
• 17:10
  economy of virtual creators, kind of like 11 Labs is powering
• 17:14
  the the audible economy of, you know, voice to text to voice.
• 17:20
  Ours is the text version of written communications for these
• 17:24
  entities, which is exciting to think about.
• 17:26
  Scary, but, you know, also exciting.
• 17:28
  It's super exciting because also like, you know, what's great
• 17:32
  about social media in the beginning, let's say, is that it
• 17:35
  was a chronological, chronological feed of like who
• 17:39
  you wanted to follow. And so you're like, OK, cool,
• 17:41
  you have the opportunity to opt in.
• 17:43
  Well, now I don't have the opportunity to opt out of like
• 17:46
  every hot chick on Instagram. So I don't even go there because
• 17:49
  it's just embarrassing. You know, it's like, dude, you
• 17:52
  know what I want to see? I want to see a classic NFL
• 17:55
  clips and and you know, highlights of dunks and stuff
• 17:59
  like that's what I'm looking for.
• 18:01
  But if you put these beautiful women in the eye, of course I'm
• 18:04
  going to hover on it. So then you just keep it into
• 18:06
  me. So if if this is the trend that
• 18:07
  we're going to have some kind of customizable algorithm, it's
• 18:09
  best for everybody because I can say, of course, biologically I'm
• 18:14
  going to look at the pretty girls, but like I want to be
• 18:17
  able to filter away from that. I'm not just a monkey here.
• 18:20
  I'm a man with making decisions so.
• 18:24
  And you know, the Gary Vee is talking about this a lot right
• 18:27
  now. We're at the end of the follower
• 18:30
  sort of era of social media where you you post to your
• 18:33
  followers. And if you have millions of
• 18:35
  followers, you get a lot of views and that's fine.
• 18:37
  But that's that's really shifting over to the algorithmic
• 18:40
  sort of viral virality based media in social, which is like
• 18:45
  the TikTok for you page really pioneered it as a brand new
• 18:49
  account with no followers by way of micromanaging and and
• 18:53
  watching view time. They'll put it out to more and
• 18:55
  more people. You go viral immediately.
• 18:57
  So now you see a lot of really forward facing media companies
• 19:01
  doing what are they calling it? What's it called?
• 19:05
  Clip clip farming, where they'll put out like hundreds of clips
• 19:08
  onto TikTok and let the Agra choose the winner.
• 19:12
  And that's how you get your viewership.
• 19:13
  Not with millions of audience anymore.
• 19:15
  And so if that's the case, it's all the more important for
• 19:18
  brands to have an active relationship with their
• 19:21
  consumers online in any post in case it goes viral, because this
• 19:25
  whole like we have millions of followers that's going away.
• 19:28
  There's a whole new world now where you have to be ultra
• 19:30
  relevant right now. And we see that as a great place
• 19:32
  for us to be helping solve its scale in the in the comments
• 19:35
  sections. Yeah, 100%.
• 19:38
  Well, and then it's it's almost counterintuitive though, right,
• 19:40
  Because I mean you have enterprise type customers that
• 19:43
  are accustomed to having large audiences.
• 19:45
  If that goes away, what does that do to the business model?
• 19:49
  They will have to get in the game of catching viral hits and
• 19:53
  putting out tik toks every 10 minutes.
• 19:55
  They just have to. I mean literally Gary Vee says
• 19:58
  it way smarter than I can. Like you need to be doing this.
• 20:01
  You need like I think he said something like Tiffany as an
• 20:04
  example should have like 6 different.
• 20:06
  Channels that are like Tiffany Raw, Tiffany, you know, Bougie
• 20:11
  Tiffany foreign, like Tiffany, whatever, and just like
• 20:14
  literally just throw so much content out that the ones that
• 20:17
  don't catch, they're never seen so it doesn't matter.
• 20:19
  But the ones that do or that's how you really resonate with
• 20:21
  audiences. Regardless of any of that, for
• 20:24
  us, and we've seen this first hand with our brand partners,
• 20:27
  when a post does go viral, you get thousands of comments in
• 20:30
  like the first hour. And it's a, it's nearly
• 20:33
  impossible for humans to handle that load.
• 20:35
  We handle it with no problem. In fact, we've engineered how
• 20:38
  to, how to schedule those out. So it's not 1000 comments in a
• 20:43
  minute, but we can we can hang with viral posts and get the
• 20:48
  intent based audiences further down the funnel by way of
• 20:52
  answering the questions that they have that might be useful
• 20:54
  to a sale or to, you know, whatever next step to the brand
• 20:56
  wants. Well, it's really exciting when
• 20:58
  some pops like that, you know, like when you get something that
• 21:02
  goes viral, man, it's, it's like, oh, there we go.
• 21:05
  Where's this going to end up? It's it's really cool.
• 21:07
  And then it's also equally depressing when your next post
• 21:10
  does nothing. Well, that and it's also we
• 21:13
  found with current customers, it's depressing when you missed
• 21:17
  one, they've asked us things like we had a viral hit like a
• 21:19
  month ago, hit like a million bajillion, whatever.
• 21:21
  Can you go back there and like engage with those people now?
• 21:24
  And the answer is yes, we can go back into old posts and engage,
• 21:28
  but the moment is, is gone. And the, the real moment,
• 21:31
  especially for the algo and for the humans is like in that
• 21:34
  moment, be engaging. So we, you know, when a viral
• 21:38
  post happens, most brands are not, they miss equipped to
• 21:41
  handle, yeah, they miss most of the value in it.
• 21:44
  And we're right there being able to solve for that, which is
• 21:46
  exciting. It's interesting, like the, the
• 21:48
  virality on, on the algorithm is a lot like surfing, like you
• 21:52
  have to be on the wave, you know, and if you miss it by four
• 21:56
  or five hours, you might have just like, you know, by two
• 21:59
  orders of magnitude reduced your ability for reach.
• 22:02
  So whereas if you're hitting it and you're commenting and all
• 22:04
  those comments stack up and the plays get longer, people are in
• 22:07
  the comments, reading the comments and their reactions
• 22:10
  like, then it's just like really, really gets much, much
• 22:12
  bigger. So yes, and there's the wave
• 22:17
  metaphor for good. Catch that awesome wave and ride
• 22:20
  it. And then there's the wave
• 22:21
  metaphor for bad, I don't know what the sharks or something.
• 22:24
  When a post can go viral for bad reasons, you know, you can have
• 22:27
  a lot of people really angry and it gets spread like crazy.
• 22:30
  In fact, that spreads faster in some studies than the good
• 22:33
  stuff. We're there for protection.
• 22:35
  You know, we, we keep the, the real, the real negative stuff
• 22:38
  out of that equation so that it doesn't catch the wrong kind of
• 22:42
  fire as it's going up. And we're not into like, this
• 22:45
  isn't like a censorship thing. This is a brand owns an audience
• 22:48
  and reserves the right to control the conversation on
• 22:52
  their page. That's what we're doing.
• 22:53
  It's not an algo thing. It's not any of that.
• 22:55
  And in fact, we've had conversations with Meta about
• 22:57
  this very specifically. They really like what we're
• 22:59
  doing because they can't as a platform be in those kind of
• 23:02
  conversations on the brand pages for Facebook, Instagram and the
• 23:05
  rest. It's not their purview.
• 23:07
  We are doing something that they see is very valuable to the
• 23:10
  platform, to the brands and helping with a problem that's
• 23:13
  been around for all of social media history.
• 23:16
  Brands are not engaging with their comments enough.
• 23:19
  And so, yeah, we're, we're excited to have the support of
• 23:21
  the platforms, not just their approval of the app or whatever.
• 23:25
  And shout out to the ability to just get rid of negative
• 23:27
  comments because there's only so much negative comments you can
• 23:30
  you can muster. So I, I got a first hand
• 23:34
  knowledge about this. I, I actually started Denver's
• 23:37
  first social media marketing agency.
• 23:40
  This was like, this is before Instagram.
• 23:42
  This is before Facebook manager. This is like Myspace era.
• 23:46
  And at the time, you know, they're just rolling out like
• 23:49
  tripadvisors and stuff like that.
• 23:51
  I'm not going to mention the name of the company, but it was
• 23:53
  a a Colorado mountain resort ski resort and it did not have air
• 23:58
  conditioning in the summer and the windows didn't open.
• 24:02
  So people would make comments on the heat, they'd make comments
• 24:08
  on the smell, they'd make comments on, on the, the food
• 24:13
  and how much, how much they disliked it.
• 24:14
  And I mean, the, IT would be like 15 or 20, which isn't that
• 24:19
  much, but it was enough 15 or 20 negative comments a day that you
• 24:22
  were required to respond, you know, And so I had the, the, the
• 24:27
  gal that was working for me, I had about 3540 custom, depending
• 24:32
  on the, depending on the objection, if it was smell and
• 24:37
  food, be like, Oh, cool, we have your prepared response here.
• 24:39
  Just copy and paste. Boom, boom, boom, boom.
• 24:42
  But you know, that was like 2 hours a day.
• 24:43
  So, and it was also a slog, right?
• 24:45
  I had to assign that task to three or four different people
• 24:47
  because after it doesn't matter how much you pay and you're
• 24:49
  like, dude, I did not want to hear this, these comments
• 24:52
  anymore. It's so bad, you know, So to be
• 24:55
  able to do that and just have your threshold and negativity
• 24:58
  and be like, anything beyond this, dude, just get it out of
• 25:00
  here. I don't even want to see it, you
• 25:01
  know? So a couple of things there.
• 25:03
  If that was before Instagram, that must have been 15 years
• 25:05
  ago. And I'll tell you again, from
• 25:07
  first hand experience with our customers, the same processes
• 25:10
  are in place with many businesses who have like their
• 25:13
  Excel sheet of like Q&A and they just copy pasted over for the
• 25:17
  same 20 questions over and over. What we did then is we put up
• 25:20
  feature in our product to allow them to upload that to us and
• 25:24
  then we read any document you send in, Pete, we get PDFs, we
• 25:27
  get word docs, text docs, you know, Excel.
• 25:30
  And then we just take that in and we know the Q's and the A's
• 25:33
  and then we answer them. So it literally automatic and
• 25:35
  and we vary the answers. That's not the same robotic bot
• 25:39
  style response. We make them interesting and
• 25:41
  relevant to the style the person brought in when they asked a
• 25:44
  question, did they put an emoji? We'll put an emoji.
• 25:46
  So that's one thing is it's still the same today as it was
• 25:49
  15 years ago to most businesses. And #2 just so it's clear, we
• 25:53
  don't just remove negativity and throw it away to try and
• 25:56
  sanitize everything. We escalate the negative
• 25:59
  comments over to the teams of our, you know, our customers so
• 26:03
  that they can reply back in appropriate ways, whether on the
• 26:07
  comment publicly or through Adm. And again, we can automate all
• 26:11
  that as well, but we want it to be that there's coverage and
• 26:14
  handling, not just removing and pushing away.
• 26:17
  You know this is about improving all customer experiences, not
• 26:20
  just the positive ones. Yeah, it's an interesting line,
• 26:23
  right? Because if people need to be
• 26:27
  heard and even if they're belligerent, you know, it's
• 26:31
  maybe the kind of the charming thing about Reddit is somebody
• 26:34
  will say something really mean and they'll be like, hey, man,
• 26:36
  that kind of hurt my feelings. And they're like, sorry, I had a
• 26:38
  rough day. You know, I feel like when you
• 26:40
  have this like growth opportunity in the comments
• 26:42
  section, it's kind of a beautiful thing.
• 26:45
  You know, we've got, again, we've got customers who like
• 26:48
  spirited debate in their comments sections.
• 26:51
  They want to start some arguments, conversations, you
• 26:54
  know, back and forth. And we are our model can see
• 26:57
  when it's not inappropriate negativity, it can just be
• 27:00
  jousting and whatever that's fine.
• 27:02
  And we have fully had the ability to leave that out there,
• 27:04
  which is a very important part of social discourse.
• 27:06
  As we've, you know, seen here how important it is to
• 27:09
  communicate with each other by different ideas.
• 27:12
  And so again, we're we're, it's nice that we're able to bring
• 27:16
  that level of service and not just be removing all of the time
• 27:19
  and over sanitizing what's a really important part of social,
• 27:22
  like the social part of people interacting with each other, not
• 27:26
  just reading an ad on your Instagram or whatever.
• 27:28
  Yeah, You know, it seems like a lot of brands, big brands
• 27:31
  especially, are clamoring for, I guess what are they calling it
• 27:34
  now? AEO?
• 27:36
  So it's like answer engine optimization, which is to say,
• 27:39
  if someone goes to GPT and says what's the best soda?
• 27:45
  And they're like, oh, you know, Coca Cola's the best soda in the
• 27:48
  world, obviously. So is there any evidence that
• 27:52
  the the general, the the social media platforms, and the
• 27:57
  comments section are being used as training data by LLMS that
• 28:01
  might help optimize AEO? Yes, big yes.
• 28:07
  And so that's like that's, I don't want to call it secret
• 28:09
  sauce, but let's not tell around too much beyond this podcast.
• 28:12
  Yes, it's a it's a really important source for delivering
• 28:16
  high quality answers back to those questions.
• 28:18
  The search engine model and page ranking of Google is so archaic
• 28:22
  now compared to what these language models can do, which is
• 28:25
  to go canvas the Internet and where the highest quality
• 28:28
  answers often are are in the back and forth Q&A's on these
• 28:31
  social platforms. Reddit is a great one and the
• 28:34
  other social platforms. So what we're doing is
• 28:37
  essentially feeding that information machine in a good
• 28:40
  way for the for the brands to be able to have the questions and
• 28:43
  answers out there for those models to take in.
• 28:46
  And I think we're just at the first couple innings of that
• 28:49
  being the transition away from the Page Rank search engine
• 28:52
  model that Google has printed trillions of dollars of past 20
• 28:55
  years on, You know, wild. Well, the, the, the kind of
• 28:59
  e-commerce model is completely flipped up too now.
• 29:02
  I think it was yesterday that Open AI said that they're going
• 29:06
  to, they're going to test with Etsy and about a million Spotify
• 29:09
  accounts. But when it's giving
• 29:11
  recommendations, it's going to send, it's going to create the
• 29:14
  whole e-commerce experience through GPT, but do all
• 29:18
  fulfilment through the Shopify stores.
• 29:19
  So that what that means is as the merchant, I'm controlling
• 29:23
  the customer experience and I'm retaining all the customer data.
• 29:26
  So with Google or Amazon, you know, you just go into their
• 29:30
  ecosystem and it's Amazon's customer.
• 29:33
  But here it's saying, no, they're going to keep the
• 29:35
  independent merchants in the loop.
• 29:37
  So, you know, if you're getting kind of like these
• 29:39
  recommendations and it's saying like, hey, you know, actually
• 29:42
  Hank has the best, you know, dill pickle potato chips on
• 29:46
  planet Earth and it gives you the recommendation.
• 29:49
  You'll be able to serve to sell straight through them.
• 29:51
  And of course, then you could go for all of sales and
• 29:53
  subscriptions or whatever. And it, you know, for
• 29:56
  independent creators, I mean, this is like massive and it, but
• 30:00
  already I think it's what's it called?
• 30:02
  It's called like large language sales protocol from Stripes.
• 30:06
  So Stripes doing all the merchant services behind it.
• 30:10
  So this could be a whole new industry and maybe even closer
• 30:13
  to the Internet that we were promised, which was kind of a
• 30:16
  level a level playing field. Which is all to say, which is
• 30:21
  all to say that a brand of any size at this point really needs
• 30:24
  to be minding their comments and not necessarily just with like a
• 30:27
  heart emoji or whatever. But if you can engage in
• 30:30
  dialogue to really get in depth responses, to get really
• 30:34
  important, like to help people and to satisfy what they want.
• 30:41
  Like you're going to get these, these, these recommendations
• 30:44
  from the LLMS And those, I mean, I, I think are, are worth
• 30:48
  weight, worth their weight in gold in comparison to Google
• 30:52
  response. Google will give you a page with
• 30:54
  a bunch of ads on it, whereas GPT might be your best friend,
• 30:57
  knows everything about you and it just gives you 3 choices and
• 31:00
  you're like it must be the best because it loves me.
• 31:03
  Yep, that's right. And, and it yeah, I'm, no, I'm
• 31:05
  not an SEO wizard, but I know enough to be dangerous about it.
• 31:08
  The past decade or two has been, you know, pages, backlinks to
• 31:12
  your pages. And then there's these, you
• 31:14
  know, models or these, these workflows where you have
• 31:17
  thousands and thousands and thousands like blog articles
• 31:20
  loaded up with keywords. And then you dump a bunch of
• 31:23
  backlinks on there and have them all talking to each other.
• 31:25
  And then it shows up on the page rank and then you get on
• 31:26
  Google's front page. That's just that's not real
• 31:30
  value. It's manufactured a lot of it.
• 31:32
  And so if you take what you just described in the comments
• 31:34
  section of real people talking about real interests about your
• 31:37
  real product, that's the backlinks that are one person at
• 31:40
  a time. And that's their their opinion
• 31:42
  and their thoughts, which is way higher quality and more accurate
• 31:45
  representation of real value in the market.
• 31:47
  So this is great. It's like democratizing value
• 31:50
  out out on the web now in e-commerce and everything else
• 31:53
  that is brand related. So cool, it's a whole new dawn
• 31:57
  and Stanify. Right, by the way, you have to
• 31:59
  say this one last part. You mentioned Shopify, you know
• 32:05
  Shopify merchants have usually have e-commerce products they
• 32:08
  sell ads to drive eyeballs to their e-commerce products
• 32:12
  because the algo doesn't want to give you that love.
• 32:14
  They want you to pay Meta and YouTube and these others.
• 32:17
  One really important part of stanifying where we bring value
• 32:20
  is to protect the ad spend. So when companies that we have
• 32:24
  one customer who they have a small e-commerce business, maybe
• 32:27
  like 10,000 Instagram followers and when they post a regular
• 32:32
  post beautiful women on the beach with their product or
• 32:34
  whatever, no comments at all. Like nobody comments on that.
• 32:37
  However, when they run ads, they get 800 comments, 1000 comments,
• 32:41
  200 to 2000 comments on the ad and they're in there all day
• 32:45
  long refreshing Facebook business manager to try and
• 32:48
  catch the negativity. Looks cheap, wouldn't buy it.
• 32:50
  And removing that to protect the spend and the quality of the
• 32:54
  experience of a of a user taking in that ad, we can do that
• 32:58
  automatically and answer all the questions.
• 32:59
  So that opens up a market of I don't know, 100 million
• 33:02
  businesses globally that buy ads on the Internet on social.
• 33:07
  So it's a great, a great thing to see the problem there.
• 33:10
  And at this point it's like our opportunity to to lose.
• 33:12
  We won't go get it. No doubt the Shopify merchants
• 33:15
  come on over. Come on over.
• 33:19
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  Founders. Now back to the show.
• 35:42
  Let's talk about your ideal customers, like you're a very
• 35:44
  new business and you have been somehow been able to secure
• 35:48
  massive logos, enterprise logos as early customers.
• 35:52
  So talk about your ideal client is like a the independent
• 35:56
  Spotify merchant a great candidate for stanify.
• 35:59
  Are you looking obviously the the big enterprise you can
• 36:02
  facilitate that talk about that a little bit.
• 36:05
  Yeah. So great question.
• 36:07
  And the short answer is we don't have the ICP nailed yet because
• 36:11
  we're solving really acute pain points, migraine level pain
• 36:14
  points for small E com Shopify merchants, for example, that
• 36:18
  might have a $2,000,000 a year business and they're just
• 36:20
  drowning in the needs of social media campaigns.
• 36:25
  And then you have these holding companies, Fortune 100.
• 36:28
  I don't want to go in too much detail here, but we're dealing
• 36:29
  with some of the biggest companies in the world that have
• 36:32
  similar needs of coverage on social, but like safety is a
• 36:36
  huge part because they have 1,000,000 of audience and
• 36:38
  hundreds of thousands of conversations to be monitoring
• 36:41
  where the small companies don't have that.
• 36:43
  So what is in the in the Venn diagram common with both of them
• 36:47
  is my business is trying to interface with humans on social.
• 36:52
  And if you have a challenges there that if helped would you
• 36:57
  know, give your business a better chance of success, that's
• 36:59
  the ICP. So that's really general, but
• 37:02
  our products can service tiny companies all the way up to the
• 37:06
  biggest of the big. And we don't really want to tune
• 37:08
  it more than that until we learn more about, you know, how much
• 37:11
  deeper we would need to go with the enterprise customers versus
• 37:14
  the small ecoms. And the truth is what works for
• 37:17
  enterprise, whether you're selling 100 million tchotchkes
• 37:20
  online and over here this guy's selling 1000 tchotchkes, same
• 37:25
  challenges. So what we're building for
• 37:26
  enterprise actually works for the smaller customers as well.
• 37:29
  Readable so cool so you have clients you you have traction.
• 37:35
  You guys are killing it, but also you're funding or you're
• 37:38
  looking for a growth round of financing.
• 37:41
  Now I know people in this audience are always looking for
• 37:45
  a winner and looking to get in early with the deal.
• 37:49
  So talk a little bit about the the, the investment opportunity
• 37:53
  and maybe minimum check size you're looking for.
• 37:55
  Sure. So we've got a really unique
• 37:58
  thing here. So we bootstrapped the company
• 37:59
  from the start only four or five months ago.
• 38:02
  We get started and immediately got enterprise traction.
• 38:05
  And we also have SMBs and news and media, entertainment, sports
• 38:08
  leagues, like we have a bunch of customers that we're learning
• 38:11
  from, but we don't have thousands of customers because
• 38:14
  we didn't want thousands. Once we realized we have Fortune
• 38:16
  100 to deal with, we're in a big learning mode there.
• 38:19
  And so we thought we might bootstrap at the beginning of
• 38:21
  the company, just bootstrap into the market and just be fine.
• 38:25
  But we've got so much to do for the for the enterprise clients
• 38:28
  that we just want more engineering firepower to move
• 38:30
  faster on our product and learn faster.
• 38:33
  So the raise is just for engineering to handle inbound
• 38:36
  demand and current customers and the the sort of growth part in
• 38:40
  like automating self-serve product.
• 38:42
  We've kind of already built all that, but we don't want to bring
• 38:44
  that on until we really know that we can service these
• 38:47
  Fortune 100, Fortune 5000. So it's a, it's a lean
• 38:51
  fundraise. And you know, this is 1 where we
• 38:54
  don't really know how much capital we're going to need.
• 38:56
  Like some of these brands have like 500 companies in their
• 39:00
  portfolio in 180 countries, right?
• 39:04
  And so that's like 100,000 potential Sanifi accounts
• 39:07
  because they're all in different languages.
• 39:08
  And so we, we're raising with strategic investors who can help
• 39:15
  us with the opportunity. It's not like mom and pop
• 39:18
  doctors and lawyers kind of checks, which you could do, but
• 39:21
  we want to, we want to have people that are as excited about
• 39:24
  our opportunities we are. And so the check sizes, it can
• 39:28
  be small. We've had investors come on for
• 39:30
  as little AS25K because they bring so much value.
• 39:33
  Beyond that, we don't care about the number, but then there's
• 39:36
  also much larger checks in the mix as well.
• 39:39
  The strategic help is the thing. We we just see it as our
• 39:41
  opportunity to lose. If we don't have the right
• 39:43
  people with us, we'll be missing missing the ball.
• 39:46
  It sounds like you just don't like moms and dads and doctors.
• 39:49
  Oh, man, I've started several companies in the past and I've
• 39:52
  taken friends and family money and you know what it comes with.
• 39:55
  It comes with a different kind of obligation, you know?
• 39:57
  What I mean, yes it does. It does.
• 39:59
  It makes Thanksgiving a little spicy like.
• 40:02
  We got. That and you know, no offense to
• 40:04
  small check writers at all, but the I mean, this is well known
• 40:08
  in the startup world. The smaller the check, the more
• 40:10
  maintenance they are as an investor asking questions all
• 40:12
  the time. And which is not bad if the
• 40:14
  questions are in a name to help. But sometimes it can be people
• 40:17
  that might not just be as sophisticated about the trials
• 40:20
  and tribulations of the startup world and how wild the swings
• 40:23
  can be. And so we just found every time,
• 40:25
  like my Co founder sold his last business to Facebook after going
• 40:28
  through Y Combinator. Like we both, you know, we're
• 40:31
  older, we got some Gray hairs going on.
• 40:33
  We've been around the block a few times.
• 40:34
  And we really, the quality of the people you're working with
• 40:37
  early really makes a difference in the long run.
• 40:39
  It's it's kind of like a merit. It's like you really want to be
• 40:41
  long term partners with the people that are early on. 100%
• 40:44
  So you're looking more for like angels baby family offices,
• 40:47
  you're not going all the venture route yet, right?
• 40:52
  Yes. And in fact the venture
• 40:53
  companies we've talked to, they have this like 8 week diligence
• 40:56
  process and IC and you know all this stuff, which is which is
• 40:58
  fine, but we found the ones who are really interested in what
• 41:02
  we're doing, they commit immediately and then we can get
• 41:04
  back to work. We don't want to be spending
• 41:06
  months fundraising, we'd rather just get back to the work, any
• 41:09
  opportunities. So there's that.
• 41:10
  And for all the venture capitalists out there, if it's
• 41:14
  too fast, too early to whatever, we're happy to service your port
• 41:18
  coast because all of them need what we do.
• 41:20
  And so we found that there's a biz dev angle there that really
• 41:22
  works well for us if a fund. Not the right fit.
• 41:25
  Now he's pivot. We're like, yeah, we're not so
• 41:26
  interested in you as a investment opportunity, however
• 41:29
  your portfolio's working. We're looking at all the bad
• 41:32
  shit. Look at all the bad stuff on
• 41:34
  their feeds. We can help with that, you know,
• 41:35
  And then we turn them into business.
• 41:37
  And it is it. Am I interpreting this right as
• 41:41
  stanify as in the M&M stands? Yes, exactly.
• 41:45
  So Standify it comes from the the stand which used to mean a
• 41:50
  stalker fan in the M&M days and it's kind of colloquially become
• 41:53
  superfan. And what we thought at the
• 41:55
  beginning of the company was via all the engagement in your
• 41:58
  comments, we're turning your fans into superfans.
• 42:00
  And it is still that there's an element of it.
• 42:02
  But already in four months we've learned that like safety and
• 42:05
  data and insights is so important to businesses.
• 42:08
  We might not have named it that if we'd have known really what
• 42:10
  the product market fit is looking like it's going to be,
• 42:13
  but we'll stick with it. It's still kind of it's cool.
• 42:15
  I love it. I love it and I I think really
• 42:17
  the AEO like if you can get like solid data that like you're
• 42:20
  improving people's ranking and recommendations with LLMS
• 42:24
  through dude, that's that that might spawn the branches right
• 42:30
  there. I mean, it's it's we're.
• 42:32
  Very excited. Like you said, it's the first
• 42:33
  couple of innings of this, but like the more time we spend with
• 42:37
  GPT, the more it gets to know us, the more it likes us.
• 42:41
  It's not going to be so complimentary.
• 42:43
  They'll, they'll figure out the right tone for each individual
• 42:46
  person. And when you, you ask it like
• 42:48
  what kind of salad dressing you should get, it's going to tell
• 42:51
  you and you're going to like it, you know, So it's, it's really
• 42:55
  cool. Hank, I really appreciate you
• 42:56
  coming on, especially this early into your process.
• 43:00
  You know, this, this audience is full of founders.
• 43:02
  We're all in different stages with different projects.
• 43:05
  I think a lot, a lot of the the founders had a little Gray too.
• 43:09
  So maybe they're on their second, third project.
• 43:11
  Maybe they're in deep 6-7 years and they're holding their head
• 43:14
  at the end of the day. But to remember those early days
• 43:17
  of, of launch and validation and traction, it's so exciting, man.
• 43:21
  So thanks for bringing that energy to the show.
• 43:24
  Appreciate it and thanks for having me.
• 43:25
  And I will say to the to listeners out there, you know,
• 43:28
  we're in a learning phase right now where we really like to see
• 43:31
  the challenges of businesses that we might not even be
• 43:33
  thinking of. So if you're seeing this, you
• 43:35
  know, head over to the website, it's it says book a call, book a
• 43:37
  demo and that goes to our founders.
• 43:39
  So we want to learn more. We don't have a self-serve
• 43:42
  product by design, because the more we can learn now, the more
• 43:45
  we can apply that learning to a million companies when it's
• 43:48
  time. So please reach out.
• 43:49
  Definitely, we'd love to talk and learn more about what the
• 43:51
  needs are that we might not even be thinking of.
• 43:53
  Amazing. And that's Stanify dot AI And
• 43:55
  what's the best place for people to reach you personally online?
• 44:02
  Great question. You know, I think X is probably
• 44:05
  the the the best. It's just my first name, last
• 44:07
  name, Hank Leber LEBERHANKLEBER is my handle on X and I'm Hank
• 44:13
  at stanify dot AI. Go ahead and e-mail it to me if
• 44:16
  you want to, but you'll be faster on Twitter on X.
• 44:18
  Amazing. Hank, this was awesome.
• 44:20
  Thank you so much. Yeah.
• 44:22
  Cheers. Thank you again, Ryan.