Latest / Boardroom Blitz / Ryan Eisenman - Trust Built at Scale

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Ryan Eisenman - Trust Built at Scale · Boardroom Blitz

• 20260710 MIXDOWN JEREMIE: All right, welcome to Boardroom Blitz. It's another fine, fabulous day here in Chicago. I'm Jeremie Bacon, and I'm joined by Garry Cooper. Or actually, today I'm not joined by Garry Cooper. He was called away unexpectedly riverside jeremie bacon raw video cfr boardroom blitz 0029: All right, welcome to Boardroom Blitz. It's another fine, fabulous day here in Chicago. I'm Jeremie Bacon, and I'm joined by Garry Cooper. Or actually, today I'm not joined by Garry Cooper. He was called away unexpectedly 20260710 MIXDOWN JEREMIE: the gentleman we're gonna be speaking with today has been building a really awesome company called Arch in the financial services technology space for the past several years, ⁓ riverside jeremie bacon raw video cfr boardroom blitz 0029: the gentleman we're gonna be speaking with today has been building a really awesome company called Arch in the financial services technology space for the past several years, ⁓ Ryan Eisenman's his name, and he'll be popping in here just in one second. But I wanted to tell you really quickly why I think that Ryan's a great guest for us here at the Border and Blitz. his company, isn't just a fintech story. in my mind, it's a case study in spotting an ugly, unglamorous problem that that is hard to solve for a very exacting group of clients. 20260710 MIXDOWN JEREMIE: ⁓ Ryan Eisenman's his name, and he'll be popping in here just in one second. But I wanted to tell you really quickly why I think that Ryan's a great guest for us here at the Borderland Blitz. his company, isn't just a fintech story. in my mind, it's a case study in spotting an ugly, ⁓ unglamorous problem that that is hard to solve a very exacting group of clients. Earning trust in this very conservative industry, which is typically exceptionally difficult to do, and then scaling from a very narrow wedge into a much larger platform and doing so at a rapid pace. riverside jeremie bacon raw video cfr boardroom blitz 0029: Earning trust in this very conservative industry, which is typically exceptionally difficult to do, and then scaling from a very narrow wedge into a much larger platform and doing so at a rapid pace. So Ryan, why don't you pop 20260710 MIXDOWN JEREMIE: So, Ryan, why don't you pop riverside jeremie bacon raw video cfr boardroom blitz 0029: in here, join us? It's great to have you. Thanks for spending some time with me today. 20260710 MIXDOWN JEREMIE: in here, join us? It's great to have you. Thanks for spending some time with me today. riverside ryan eisenman raw video cfr boardroom blitz 0030: Jeremie, great to be here. Just trying to follow in your footsteps of what you built at Backstop and a lot of the things you've done in your career. ⁓ so excited to chat today. 20260710 MIXDOWN RYAN: Jeremie, great to be here. Just trying to follow in your footsteps of what you built at Backstop and a lot of the things you've done in your career. ⁓ so excited to chat today. 20260710 MIXDOWN JEREMIE: Well, I'm happy that you're here. ⁓ So, Ryan, you're joining from New York City, right? One of the greatest cities in the world. Almost as cool as Chicago. riverside jeremie bacon raw video cfr boardroom blitz 0029: Well, I'm happy that you're here. ⁓ So, Ryan, you're joining from New York City, right? One of the greatest cities in the world. Almost as cool as Chicago. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, we try. ⁓ behind me you'll see a view of kind of New York City. ⁓ Brooklyn, ⁓ downtown Brooklyn. We just moved down to the South Street Seaport, new office for Arch. Very excited to be here. ⁓ and now we have some beautiful water views for anyone that is in the area. 20260710 MIXDOWN RYAN: Yeah, we try. ⁓ behind me you'll see a view of kind of New York City, ⁓ Brooklyn, ⁓ downtown Brooklyn. We just moved down to the South Street Seaport, new office for Arch. Very excited to be here. ⁓ and now we have some beautiful water views for anyone that is in the area. 20260710 MIXDOWN JEREMIE: Yeah, you do. It's awesome. I can't wait to come see the new office space. So why don't we do this? L start off by telling us a bit about your background, like why why you decided to do what you're doing, how you got into what you're doing, and really the the origin story for Arch and ⁓ and a bit of the journey from from startup to where you are right now. riverside jeremie bacon raw video cfr boardroom blitz 0029: Yeah, you do. It's awesome. I can't wait to come see the new office space. So why don't we do this? L start off by telling us a bit about your background, like why why you decided to do what you're doing, how you got into what you're doing, and really the the origin story for Arch and ⁓ and a bit of the journey from from startup to where you are right now. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah. So timeline is twenty seventeen. had worked at an investment advisory firm, had seen some of the pain points, and sat next to an investor at a dinner and over the course of a few coffees afterwards, because he was the type of person that was like, I need to to meet with this person and learn a lot more about his world ⁓ and just felt like there was something to do together. I pitched him this idea of hey, there should be kind of like a schwab for private market investments. If you log into your pick your favorite brokerage account. 20260710 MIXDOWN RYAN: Yeah. So timeline is twenty seventeen. had worked at an investment advisory firm, had seen some of the pain points, and sat next to an investor at a dinner and over the course of a few coffees afterwards, because he was the type of person that was like, I need to to meet with this person and learn a lot more about his world ⁓ and just felt like there was something to do together. I pitched him this idea of hey, there should be kind of like a schwab for private market investments. If you log into your pick your favorite brokerage account You can see all your investments in one place. You have a nice tax center, all your documents are organized. You can see Apple shares next to SpaceX shares, next to anything else that you've invested in. ⁓ but for investors, investment advisors, allocators, institutions, anyone that invests in real estate, private equity, hedge funds, credit, the world is completely different. And so you you have all these portals and PDFs and things are really painful. And this investor's eyes lit up and he was like, Yes, I have a hundred K1s. riverside ryan eisenman raw video cfr boardroom blitz 0030: You can see all your investments in one place. You have a nice tax center. All your documents are organized. You can see Apple shares next to SpaceX shares, next to anything else that you've invested in. but for investors, investment advisors, allocators, institutions, anyone that invests in real estate, private equity, hedge funds, credit, the world is completely different. And so you you have all these portals and PDFs, and things are really painful. And this investor's eyes lit up and he was like, Yes, I have a hundred K1s. I have to log into all these terrible portals, but I try not to. My advisor does it. My accountant bugs me. ⁓ if you want to start a company, I'd love to be a a client. I'd love to invest. And you should meet these two engineers. They're really smart. Maybe the three of you would want to work 20260710 MIXDOWN RYAN: I have to log into all these terrible portals, but I try not to. My advisor does it. My accountant bugs me. ⁓ if you wanna start a company, I'd love to be a a client, I'd love to invest, and you should meet these two engineers who are really smart. Maybe the three of you would want to work together. ⁓ riverside ryan eisenman raw video cfr boardroom blitz 0030: together. ⁓ riverside jeremie bacon raw video cfr boardroom blitz 0029: What's funny about that, right? To 20260710 MIXDOWN JEREMIE: What's funny about that, right? To not to cut you off, but riverside jeremie bacon raw video cfr boardroom blitz 0029: not to cut you off, but 20260710 MIXDOWN JEREMIE: ⁓ most people hear K1s and either don't know what that is or they're like, ⁓ my gosh, what is sexy about solving related problems and document collection problems and document display problems for these very large money managers and asset owners? Like you guys started with the with the most with the unsexiest of all s of unsexy things. riverside jeremie bacon raw video cfr boardroom blitz 0029: most people hear K1s and either don't know what that is ⁓ or they're like, ⁓ my gosh, what is sexy about solving one related problems like document collection problems and document display problems for these very large money managers and asset owners? Like you guys started with the with the most with the unsexiest of all set of unsexy things to the vast majority of the world. You're not SpaceX, right? You're not anthropic, but 20260710 MIXDOWN JEREMIE: to the vast majority of the world. You're not SpaceX, right? You're not anthropic, but yet super big, challenging problems. ⁓ when you were first asked to consider to start building a platform here, what were your original thoughts? I mean, obviously you have some background in the industry, but what riverside jeremie bacon raw video cfr boardroom blitz 0029: yet super big, challenging problems. ⁓ when you were first asked to consider to start building a platform here, what were your original thoughts? I mean, obviously you have some background in the industry, but what were you thinking? 20260710 MIXDOWN JEREMIE: were you thinking? 20260710 MIXDOWN RYAN: Yeah. Well we we met in the basement of the Empire State building in a highly unrenovated Starbucks, which probably is either gone now or renovated and looks completely different. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah. Well we we met in the basement of the Empire State building in a highly unrenovated Starbucks, which probably is either gone now or renovated and looks completely different. 20260710 MIXDOWN RYAN: ⁓ And riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ And riverside jeremie bacon raw video cfr boardroom blitz 0029: I remember that Starbucks spent many, many a many an hour in that place. Yeah. 20260710 MIXDOWN JEREMIE: I remember that Starbucks spent many, many a many an hour in that place. Yeah. 20260710 MIXDOWN RYAN: Yeah, so the f our first conversation was kind of like, hey, you're interested in this space, I'm interested in this space. ⁓ you know technology, I don't, ⁓ maybe there's something to do here together. And ⁓ it was kind of like an unlikely but also very likely partnership. And the more that we've worked together, the more that we realize that our strengths were each other's weaknesses and vice versa. ⁓ so it's been a great partnership with Jason and Joel, the two other co-founders of Arch. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, so the f our first conversation was kind of like, Hey, you're interested in this space, I'm interested in this space, ⁓ you know technology, I don't, ⁓ maybe there's something to do here together. And ⁓ it was kind of like an unlikely but also very likely partnership. And the more that we've worked together, the more that we realize that our strengths were each other's weaknesses and vice versa. ⁓ so it's been a great partnership with Jason and Joel, the two other co-founders of Arch. And and we've been able to take a first principles view into this industry that we knew a little bit about at the beginning, ⁓ but ⁓ have been able to kind of like really focus on these unsexy, as you mentioned, back office problems, middle office problems, and increasingly like decision-making problems that investors and operations folks and advisors and accountants of all types face ⁓ and bring modern software into a side of the industry that has never had modern software and has never had people that just really care. 20260710 MIXDOWN RYAN: And and we've been able to take a first principles view into this industry that we knew a little bit about at the beginning, ⁓ but ⁓ have been able to kind of like really focus on these unsexy, as you mentioned, back office problems, middle office problems, and increasingly like decision-making problems that investors and operations folks and advisors and accountants of all types face ⁓ and bring modern software into a side of the industry that has never had modern software and has never had people that just really care. and care for like the next decades about building great solutions ⁓ for these folks that are trying to navigate private markets. riverside ryan eisenman raw video cfr boardroom blitz 0030: And care for like the next decades about building great solutions ⁓ for these folks that are trying to navigate private markets. riverside jeremie bacon raw video cfr boardroom blitz 0029: To that end, you know, with these with the investor types that you're dealing with, they are some of the most conservative on the planet because they have to be, given the size of their ⁓ asset bases, given the responsibility they have for stewarding very large amounts of capital for ⁓ for very large numbers of people. ⁓ you know, what what did you have to do early Arch to prove to a or a family office or a private investment firm that you were trying to pitch? 20260710 MIXDOWN JEREMIE: To that end, you know, with these with the investor types you're dealing with, they are some of the most conservative investors on the planet because they have to be, given the size of their ⁓ asset basis, given the responsibility they have for stewarding very large amounts of capital for ⁓ for very large numbers of people. ⁓ you know, what what did you have to do early at Arch to prove to a bank or a family office or a private investment firm that you were trying to pitch? riverside jeremie bacon raw video cfr boardroom blitz 0029: that helped you get over that trust barrier as a startup, 20260710 MIXDOWN JEREMIE: that helped you get over that trust barrier as a startup, riverside ryan eisenman raw video cfr boardroom blitz 0030: it was a hard thing us. ⁓ and we'd sometimes go into meetings and show folks early versions of the Arts platform ⁓ and they'd say, ⁓ wow, I've been waiting for someone to build this for for years, ⁓ for decades. And then we'd be like, Great, so you want to sign up? And they're like, Well, maybe, maybe not. Who else like me uses it? ⁓ what does onboarding look like? 20260710 MIXDOWN RYAN: it was a hard thing us. ⁓ and we'd sometimes go into meetings and show folks early versions of the Arch platform ⁓ and they'd say, wow, like been waiting for someone to build this for for years, ⁓ for decades. And then we'd be like, Great, so you want to sign up? And they're like, Well, maybe, maybe not. Who else like me uses it? ⁓ what does onboarding look like? riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ do you have a SOC audit? There there were 50 reasons why someone might say no. And we just had to systematically solve each of those reasons. We made onboarding very easy. We created a great client experience team. We onboarded some of the biggest clients in the world. So now when someone says, Hey, does someone like me use this? We can say yes. 20260710 MIXDOWN RYAN: ⁓ do you have a SOC audit? There there were 50 reasons why someone might say no. And we just had to systematically solve each of those reasons. We made onboarding very easy. We created a great client experience team. We onboarded some of the biggest clients in the world. So now when someone says, Hey, does someone like me use this? We can say yes. ⁓ Goldman Sachs uses you, or riverside ryan eisenman raw video cfr boardroom blitz 0030: Goldman Sachs uses you, or riverside jeremie bacon raw video cfr boardroom blitz 0029: And let me give you their phone number. riverside ryan eisenman raw video cfr boardroom blitz 0030: this someone else does. ⁓ so it's all these like really important pieces of validation. 20260710 MIXDOWN RYAN: this someone else does. ⁓ so it's all these like really important pieces of validation. ⁓ and we had like firms that were pretty large in size. We're like, This is great, we want this, but we can't buy from a four to five person company. riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ and we have like firms that were pretty large in size. We're like, This is great, we want this, but we can't buy from a four to five person company. riverside jeremie bacon raw video cfr boardroom blitz 0029: Totally. riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ 20260710 MIXDOWN RYAN: ⁓ and it took us like three years to get to like real product market fit and to start to grow beyond five people. riverside ryan eisenman raw video cfr boardroom blitz 0030: and it took us like three years to get to like real product market fit and to start to grow beyond five people. riverside jeremie bacon raw video cfr boardroom blitz 0029: I think for me, I in the early days of all the companies that I built, ⁓ they all the software companies I built, like I never felt like I was selling software. 20260710 MIXDOWN JEREMIE: I think for me, I in the early days of all the companies that I built, ⁓ they all the software companies I built, like I never felt like I was selling software. I always felt like I'm really selling confidence, right? I'm selling like riverside jeremie bacon raw video cfr boardroom blitz 0029: I always felt like I'm really selling confidence, right? I'm selling like 20260710 MIXDOWN JEREMIE: ⁓ the the trustworthy nature of the team and the experience and the attention to detail. ⁓ and I guess from your perspective, and you're nodding your head, it sounds like that that certainly resonates. And what you said certainly resonates there too. ⁓ Like, have how have your conversations changed? riverside jeremie bacon raw video cfr boardroom blitz 0029: the the trustworthy nature of the team and the experience and the attention to detail. ⁓ and I guess from your perspective, and you're nodding your head, it sounds like that, that certainly resonates. And what you said certainly resonates there too. Like, how have how have your conversations changed? ⁓ at Arch with your clients since you've gone from zero to five you're over five hundred clients in ⁓ in the last couple of years, right? 20260710 MIXDOWN JEREMIE: ⁓ at Arch with your clients since you've gone from zero to five you're over five hundred clients in ⁓ in the last couple of years, right? riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, twenty twenty-one, we were probably at like two dozen clients. Maybe we just passed a billion in assets. Today we have over five hundred billion in assets across our six hundred and forty ish clients. and conversations are different. Someone can sign a single phone call because someone they respect has told them exactly what they get out of Arch why they use the platform and why they trust us and how we've delivered on our brand promise. ⁓ it's a fully different ⁓ equation today. 20260710 MIXDOWN RYAN: Yeah, twenty twenty one we were probably at like two dozen clients. Maybe we just passed a billion in assets. Today we have over five hundred billion in assets across our six hundred and forty ish clients. and conversations are differently. Someone can sign on a single phone call because someone they respect has told them exactly what they get out of Arch, why they use the platform and why they trust us and how we've delivered on our brand promise. so it's a fully different ⁓ equation today. And riverside ryan eisenman raw video cfr boardroom blitz 0030: And now we're not riverside jeremie bacon raw video cfr boardroom blitz 0029: Mm-hmm. 20260710 MIXDOWN RYAN: now we're not necess not only selling to individuals and family offices and small investment firms, we can sell to large investment advisory firms, Fortune Hunter companies, ⁓ asset managers themselves. So there's like a a lot of like scale in the sales that we're doing today, riverside ryan eisenman raw video cfr boardroom blitz 0030: necess not only selling to individuals and family offices and small investment firms, we can sell to large investment advisory firms, fortune hunter companies, ⁓ asset managers themselves. So there's like a a lot of like scale in the sales that we're doing today, 20260710 MIXDOWN RYAN: ⁓ the early days. riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ the early days. riverside jeremie bacon raw video cfr boardroom blitz 0029: Well, and for 20260710 MIXDOWN JEREMIE: Well, and for riverside jeremie bacon raw video cfr boardroom blitz 0029: context for listeners who don't know the financial services space well or or don't understand the market that you service ⁓ well, because it it is something that you read about on the front cover of the Wall Street Journal every day, going from zero to six hundred and forty clients in five years is a big deal in this in this space. I mean, a huge deal in this space. Some of the largest companies that have been around for 20 and 30 and 40 years that do tangential stuff to you are still at, you know, 1500 clients. ⁓ because there's just there's not a hundred thousand customers on the planet, right? And so 20260710 MIXDOWN JEREMIE: context, for listeners who don't know the financial services space well or or don't understand the market that you service ⁓ well, because it it is something that you read about on the front cover of the Wall Street Journal every day, going from zero to six hundred and forty clients in five years is a big deal in this in this space. I mean, a huge deal in this space. Some of the largest companies that have been around for 20 and 30 and 40 years that do tangential stuff to you are still at, you know, 1500 clients. ⁓ because there's just there's not a hundred thousand customers on the planet, right? And so riverside jeremie bacon raw video cfr boardroom blitz 0029: For what given what what you do. And so every every deal matters a lot because it's a very tight knit, close knit industry. From your perspective, too, you know, as you built the team and you built the product and you've gone from zero to several hundred employees at this point, like what is the what is for you as the founder, what sort of lessons have you tried to impart to your teammates as you've grown? lessons as it relates to dealing with the clientele, understanding the information, dealing with the market push. 20260710 MIXDOWN JEREMIE: For what given what what you do. And so every every deal matters a lot because it's a very tight knit, close knit industry. From your perspective, too, you know, as you built the team and you built the product and you've gone from zero to several hundred employees at this point, like what is the what is for you as the founder, what sort of lessons have you tried to impart to your teammates as you've grown? lessons as it relates to dealing with the clientele, understanding the information, dealing with the market push. riverside jeremie bacon raw video cfr boardroom blitz 0029: dealing with branding, whatever it is. I'm I'm curious to hear how you how you work with your teammates to to sort of carry that brand and drive that culture. 20260710 MIXDOWN JEREMIE: dealing with branding, whatever it is. I'm I'm curious to hear how you how you work with your teammates to to sort of carry that brand and drive that culture. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah. I I think it comes down to the little things and it's like how you do one thing is how you do everything. and when you're choosing who to work with, who to work for, ⁓ what products to buy, I think just understanding like what their brand promise is, both internally and externally, and we try to be pretty consistent on that. Where it's like w who is Arch at its core, we're a company that deeply cares about our customers, about our employees, about like doing the right thing, about being innovative and solving hard, complex problems. 20260710 MIXDOWN RYAN: Yeah. I I think it comes down to the little things and it's like how you do one thing is how you do everything. and when you're choosing who to work with, who to work for, ⁓ what products to buy, I think just understanding like what their brand promise is, both internally and externally, and we try to be pretty consistent on that, where it's like w who is Arch at its core or a company that deeply cares about our customers, about our employees, about like doing the right thing, about being innovative and solving hard, complex problems. riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ and doing things that really matter for our clients and for the world. ⁓ so we're not just like trying to build a widget because like we think we can sell a widget for $10. We're really diving into our clients' problems and their workflows and understanding how capital goes from a PDF in a portal to dollars in a bank account that can fund the next data center or or the next great private company and be part of unlocking that capital. 20260710 MIXDOWN RYAN: ⁓ and doing things that really matter for our clients and for the world. ⁓ so we're not just like trying to build a widget because like we think we can sell a widget for ten dollars. We're really diving into our clients' problems and their workflows and understanding how capital goes from a PDF in a portal to dollars in a bank account that can fund the next data center or or the next great private company and be part of unlocking that capital. riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ because part of the initial thesis for us was there's a lot of poor decisions or information asymmetry or just like problems in private markets that are are structural in nature. Because if you can't actually understand your data because your data is locked in PDFs, which are locked in portals, then it's really hard to make good decisions. So it's kind of this pyramid of if we can solve the workflow problems and then give people good data, then we can create frameworks and tools. 20260710 MIXDOWN RYAN: ⁓ because part of the initial thesis for us was there's a lot of poor decisions or information asymmetry or just like problems in private markets that are are structural in nature. Because if you can't actually understand your data because your data is locked in PDFs, which are locked in portals, then it's really hard to make good decisions. So it's kind of this pyramid of if we can solve the workflow problems and then give people good data, then we can create frameworks and tools. riverside ryan eisenman raw video cfr boardroom blitz 0030: for ⁓ understanding and for insights, which AI has r been able to like really power much faster here at Arch. 20260710 MIXDOWN RYAN: for ⁓ understanding and for insights, which AI has r been able to like really power much faster here at Arch. ⁓ and then we riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ and then we riverside jeremie bacon raw video cfr boardroom blitz 0029: Mm-hmm. 20260710 MIXDOWN RYAN: can hopefully impact the decisions folks are making and help create a a a healthier market riverside ryan eisenman raw video cfr boardroom blitz 0030: can hopefully impact the decisions folks are making and help create a a a healthier market riverside jeremie bacon raw video cfr boardroom blitz 0029: Makes a lot of sense. So you you guys have been fortunate ⁓ in your growth to also attract outside capital, venture 20260710 MIXDOWN JEREMIE: Makes a lot of sense. So you you guys have been fortunate ⁓ in your growth to also attract outside capital, venture capital riverside jeremie bacon raw video cfr boardroom blitz 0029: capital 20260710 MIXDOWN JEREMIE: specifically, over the course of last several years. ⁓ if I'm mistaken, You've you raised C to Series A. I met you, I think, when you were doing your seed or just closed your seed. ⁓ You've raised an A and now a B ⁓ as well, right? In 2025. riverside jeremie bacon raw video cfr boardroom blitz 0029: specifically over the course of last several years. ⁓ if I'm mistaken, You've you raised seed, a A. I met you, I think, when you were doing your seed or you just closed your seed. You've raised an A and now a B ⁓ as well, right? In 2025. ⁓ a lot 20260710 MIXDOWN JEREMIE: ⁓ a lot riverside ryan eisenman raw video cfr boardroom blitz 0030: Yes. 20260710 MIXDOWN RYAN: Yes. 20260710 MIXDOWN JEREMIE: of our a lot of listeners are building companies and and ambitions to build companies that are venture backable. I'd love to hear ⁓ how sort ⁓ of riverside jeremie bacon raw video cfr boardroom blitz 0029: of our a lot of our listeners are building companies and have ambitions to build companies that venture backable. I'd love to hear. ⁓ how you sort of thought through and continue to think through the process of the pros, the cons, the process of raising and then managing your venture capital investors. What are the sort of lessons learned for you there? 20260710 MIXDOWN JEREMIE: thought through and continue to think through the process of the pros, the cons, the process of raising and then managing your venture capital investors. What are the sort of lessons learned for you there? riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, well I think transparency and alignment is really important when picking investors of who are your investors, what do they care about, what's their time horizon for when they need returns, and how do they work with companies and work with boards and and I think we're really lucky of where we kind of are in the capital cycle. ⁓ there's some really strong norms that have been created among some of the best venture capital firms in the world around how they govern and support companies. And it's very support driven, at least the the firms we've been able to work with. 20260710 MIXDOWN RYAN: Yeah, well I think transparency and alignment is really important when picking investors of who are your investors, what do they care about, what's their time horizon for when they need returns and how do they work with companies and work with boards and and I think we're really lucky of where we kind of are in the capital cycle. ⁓ there's some really strong norms that have been created among some of the best venture capital firms in the world around how they govern and support companies and it's very support driven, at least the the firms we've been able to work with. where we get a lot of support from these firms, but they aren't heavy handed in needing to get a financial return on a certain timeline. And I think there's a more of a focus on creating the best expected value outcome. So ⁓ I don't need my like two to three X in five years. If I can get a 10 X or 20 X over 10 years or 15 years, that's great too. ⁓ which allows us to think really long term. riverside ryan eisenman raw video cfr boardroom blitz 0030: Where we get a lot of support from these firms, but they aren't heavy handed in needing to get a financial return on a certain timeline. And I think there's a more of a focus on creating the best expected value outcome. So ⁓ I don't need my like two to three X in five years. If I can get a 10 X or 20X over 10 years or 15 years, that's great too. ⁓ which allows us to think really long term. ⁓ which I think is really important for a company like ours because if we're trying to manage to the quarter and really focus on like near term profitability and cash flows, that can come at the expense of serving clients, growing and building ambitious things ⁓ that will be important to our clients in five to ten years. 20260710 MIXDOWN RYAN: ⁓ which I think is really important for a company like ours because if we're trying to manage to the quarter and really focus on like near term profitability and cash flows, that can come at the expense of serving clients, growing and building ambitious things ⁓ that will be important to our clients in five to ten years. 20260710 MIXDOWN JEREMIE: Well, I argue any stage of a company, whether it's one year old or 50 years old, if you're chasing ⁓ near-term profits over satisfaction and an excellent customer journey, you're dooming yourself to long-term failure for sure. So it's I I love hearing you say that. ⁓ what what about the journey for you has as the CEO has changed from seed to series A to series B? Right. ⁓ I want then I want to circle back to this notion of like the right investors for the right type of company with the right time horizon. Don't let me forget to come back to that. riverside jeremie bacon raw video cfr boardroom blitz 0029: Well, I argue any stage of a company, whether it's one year old or fifty years old, if you're chasing near term profits over customer satisfaction and an excellent customer journey, you're dooming yourself to long term failure for sure. So it's I I love hearing you say that. ⁓ what what about the journey for you has as the CEO has changed from seed to series A to series B, right? ⁓ and I wanna then I want to circle back to this notion of like the right investors for the right type of company with the right time horizon. Don't let me forget to come back to that. But you're a different CEO at every stage for a whole bunch of reasons. I'd love to hear from your perspective, what's changed most for you as you've transitioned as a business from early, early stage to now to growth stage. 20260710 MIXDOWN JEREMIE: But you're a different CEO at every stage for a whole bunch of reasons. I'd love to hear from your perspective, what's changed most for you as you've transitioned as a business from early, early stage to now to growth stage. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah. ⁓ for me personally, at at Seed, I was the salesperson. We had no other salespeople. ⁓ and that's where a lot of my time went, although like working across product a little bit throughout ⁓ the time. At series A, we'd hired a ser salesperson, we and we were just about to hire a few others. So we're starting to go from like founder led sales to okay, we have other people that have figured out how to also sell this product. ⁓ and then at series B, we had a sales team and an 20260710 MIXDOWN RYAN: Yeah. ⁓ for me personally at at Seed I was the salesperson. We had no other salespeople. ⁓ and that's where a lot of my time went, although like working across product a little bit throughout ⁓ the time. At series A we'd hired a ser salesperson, we and we were just about to hire a few others. So we're starting to go from like founder-led sales to okay, we have other people that have figured out how to also sell this product. ⁓ and then at series B riverside jeremie bacon raw video cfr boardroom blitz 0029: Mm-hmm. 20260710 MIXDOWN RYAN: We had a sales team and an approach, and we can start to show if we put a dollar into the business at this part of the business, here's how we get three dollars out. and start to go from single product that can be bought to a multi-product ecosystem around like what does the investor themselves need? What does their advisor need? What does the accountant need? What do the fund managers need? And then building products that suit each of those and suit different types of firms that would use our platform. so now we're able to also like. riverside ryan eisenman raw video cfr boardroom blitz 0030: approach and we can start to show if we put a dollar into the business at this part of the business, here's how we get three dollars out. and start to go from single product that can be bought to a multiproduct ecosystem around like what does the investor themselves need? What does their advisor need? What does the accountant need? What do the fund managers need? And then building products that suit each of those and suit different types of firms that would use our platform. so now we're able to also like get scale within the organization itself. 20260710 MIXDOWN RYAN: get scale within the organization itself by hiring great people that can like run new products, run divisions, run a sales team, run a technical team, and build a lot more simultaneously. So it's now we're kind of at the stage of thinking about the bets we have in the ground ⁓ and the things that we want to do in one month, six months, twelve months, and five years. riverside ryan eisenman raw video cfr boardroom blitz 0030: By hiring great people that can like run new products, run divisions, run a sales team, run a technical team, and build a lot more simultaneously. So it's now we're kind of at the stage of thinking about the bets we have in the ground ⁓ and the things that we wanna do in one month, six months, twelve months, and five years. 20260710 MIXDOWN RYAN: ⁓ riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ riverside jeremie bacon raw video cfr boardroom blitz 0029: So what part of your job ⁓ you loved when you had twenty people in the room with you, ⁓ did you have to stop when you got to a couple hundred? Like are there major, major shifts there for you? And and I'd love to hear how you dealt with that. I know I for me it's 20260710 MIXDOWN JEREMIE: So what part of your job ⁓ you loved when you had twenty people in the room with you, ⁓ did you have to stop when you got to a couple hundred? Like are there major, major shifts there for you? And and I'd love to hear how you've dealt with it. I know I for me it's riverside jeremie bacon raw video cfr boardroom blitz 0029: always 20260710 MIXDOWN JEREMIE: always riverside jeremie bacon raw video cfr boardroom blitz 0029: ⁓ it's a it's a it's a thing to give up certain parts of the job that you love the most, but it's the right thing to do to keep driving the business. I'd love to hear like what those have been for you. 20260710 MIXDOWN JEREMIE: ⁓ it's a it's a it's a thing to give up certain parts of the job that you love the most, but it's the right thing to do to keep driving the business. I'd love to hear like what those have been for you. 20260710 MIXDOWN RYAN: Yeah, for sure. Like I I love clients and spending time with clients. ⁓ and now no longer really get to drive like sales processes from end to end. I I do think that I am a glorified PDR. And if you know what a BDR is, it means like the folks that generate leads, which are are really important. So a lot of my role today is to go get leads for the company or establish relationships for the company and then hand those off to the sales team that can sewer those folks through their journey of how they become an Arch client. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, for sure. Like I I love clients and spending time with clients. ⁓ and now no longer really get to drive like sales processes from end to end. I I do think that I am a glorified PDR. And if you know what a BDR is, it means like the folks that generate leads, which are are really important. So a lot of my role today is to go get leads for the company or establish relationships for the company and then hand those off to the sales team that can steward those folks through their journey of how they become an Arch client. ⁓ but then oftentimes get to like come back in towards the end of that process, come in once someone is a client. So I think that that customer connection and obsession is at the core of what we do ⁓ empowers everything else. Cause only by deeply understanding our customers and their needs ⁓ today and how their needs are evolving, can we build the right products and and shape the organization to serve their needs over the next decade or two. 20260710 MIXDOWN RYAN: ⁓ but then oftentimes get to like come back in towards the end of that process, come in once someone is a client. So I think that that customer connection and obsession is at the core of what we do ⁓ empowers everything else. Cause only by deeply understanding our customers and their needs ⁓ today and how their needs are evolving, can we build the right products and and shape the organization to serve their needs over the next decade or two. riverside jeremie bacon raw video cfr boardroom blitz 0029: I appreciate that approach and that attitude toward ⁓ sales and also, you know, knowing when to get out of the way oftentimes is ⁓ one of the lessons for us to learn as founders and executives ⁓ because we are passionate about it. But yeah, as you ⁓ either intuited and learned a you know, ⁓ maybe the easy or and or maybe the hard way, ⁓ oftentimes the best we can do is get out of the way, ⁓ especially once we've got processes and procedures and teammates that know what they're doing and 20260710 MIXDOWN JEREMIE: I appreciate that approach and that attitude toward ⁓ sales and also, you know, knowing when to get out of the way oftentimes is ⁓ one of the lessons for us to learn as founders and executives ⁓ because we are passionate about it. But yeah, as you ⁓ either intuited and learned a l you know, ⁓ maybe the easy or maybe the hard way, ⁓ oftentimes the best we can do is get out of the way, ⁓ especially once we've got processes and procedures and teammates that know what they're doing and riverside jeremie bacon raw video cfr boardroom blitz 0029: and are good at their job, like ⁓ we have to get out the way ⁓ and ⁓ and enjoy parachuting in here and there to help out or just k you know keep up the relationship with the client ⁓ to keep the ball moving forward, but not get 20260710 MIXDOWN JEREMIE: and are good at their job, like ⁓ we have to get out the way ⁓ and ⁓ and enjoy parachuting in here and there to help out or just k you know keep up the relationship with the client ⁓ to keep the ball moving forward, but not get riverside jeremie bacon raw video cfr boardroom blitz 0029: in the way. 20260710 MIXDOWN JEREMIE: in the way. 20260710 MIXDOWN RYAN: Yeah. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah. A hundred percent. Cause the the sellers we have now are significantly better at sales than I am and know significantly more about sales. So now they're closing clients that we sometimes have talked to for three, four, five years. And part of it is we've matured as an organization to a point where it's like, Okay, now now is the right time for them to buy Arch but also another part of it is like these folks are much better at like running through a process, explaining what we do, understanding their organization, can spend a lot of time 20260710 MIXDOWN RYAN: Hundred percent. Cause the the sellers we have now are significantly better at sales than I am and know significantly more about sales. So now they're closing clients that we sometimes have talked to for three, four, five years. And part of it is we've matured as an organization to a point where it's like, Okay, now now is the right time for them to buy Arch but also another part of it is like these folks are much better like running through a process, explaining what we do, understanding their organization, can spend a lot of time ⁓ ⁓ with each of these prospective clients to bring them into the firm. riverside ryan eisenman raw video cfr boardroom blitz 0030: with each of these prospective clients to bring them into the firm. 20260710 MIXDOWN JEREMIE: Love it. Well, ⁓ it sounds like you've had an interesting opportunity over the course of the last several years to ⁓ as you built the team and built the culture, to, as all founders do, to sort of shape it and form it to a large extent based on on your vision for how a team can and should work together to get the best results. ⁓ Specifically, one I I read that you had written that I really appreciated is that you have been pretty explicit about building an in-office company. riverside jeremie bacon raw video cfr boardroom blitz 0029: Love it. Well, ⁓ it sounds like you've had an interesting opportunity over the course of the last several years to ⁓ as you built the team and built the culture, to, as all founders do, to sort of shape it and form it to a large extent based on on your vision for how a team can and should work together to get the best results. Specifically, ⁓ one thing I read that you had written that I really appreciated is that you have been pretty explicit about building an in office company. even 20260710 MIXDOWN JEREMIE: ⁓ even 20260710 MIXDOWN RYAN: Yes. riverside jeremie bacon raw video cfr boardroom blitz 0029: you know, you start our conversation with here's our new office space. Like, and we got we we finally have river views and it's beautiful. ⁓ and awesome, especially as a technology company headquartered in New York. to me, that it's great. I have to share my bias. I love in-office in-person teams. To me, there's nothing better than working with your teammates and going to battle every day. But I'd love to hear why refer to your in-office culture, particularly now as a competitive advantage for Arch. 20260710 MIXDOWN JEREMIE: you know, you start our conversation with here's our new office space. Like, and we got we we finally have river views and it's beautiful. ⁓ and awesome, especially as a technology company headquartered in New York. to me, that it's great. I have to share my bias. I love in-office in-person teams. to me, there's nothing better than working with your teammates and going to battle every day. ⁓ But I'd love to hear you would refer to your in-office culture, particularly now as a competitive advantage for Arch. riverside jeremie bacon raw video cfr boardroom blitz 0029: ⁓ relative to the rest of the ecosystem in which you compete. 20260710 MIXDOWN JEREMIE: ⁓ relative to the rest of the ecosystem in which you compete. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, I mean there's so much that happens ⁓ in the metaphorical like water cooler conversations. 20260710 MIXDOWN RYAN: Yeah, I mean there's so much that happens ⁓ in the metaphorical like water cooler conversations. 20260710 MIXDOWN JEREMIE: Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0029: Mm-hmm. riverside ryan eisenman raw video cfr boardroom blitz 0030: so the place we invested the most in our office is our kitchen. We do ⁓ lunch for employees there every day of the week. We have an insane abundance of snack that ⁓ maybe only Bloomberg, which if you've ever been to Bloomberg, has like this incredible snack selection. 20260710 MIXDOWN RYAN: so the place we invested the most in our office is our kitchen. We do ⁓ lunch for employees there every day of the week. We have an insane abundance of snack that ⁓ maybe only Bloomberg, which if you've ever been to Bloomberg, has like this incredible snack selection. riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ 20260710 MIXDOWN RYAN: ⁓ it's riverside jeremie bacon raw video cfr boardroom blitz 0029: Uh-huh. riverside ryan eisenman raw video cfr boardroom blitz 0030: our snack selection. So we we still have places to aspire towards. ⁓ and there's like three different ways to get water. It's in it's nutty. 20260710 MIXDOWN RYAN: our snack selection. So we we still have places to aspire towards. ⁓ and there's like three different ways to get water. It's in it's nutty. But riverside ryan eisenman raw video cfr boardroom blitz 0030: But 20260710 MIXDOWN RYAN: so many reasons to go to that that kitchen into the pantry that it leads to like a lot of conversations there. ⁓ ⁓ we have two floors today. So sometimes I'll go to like the other floor that ends up being like pretty engineering and product ⁓ oriented. And then ⁓ fail, almost every time I'm in the kitchen on one floor or another, ⁓ there's just like some conversation that sparked of like, ⁓ I was on this call and heard this thing and you're building ⁓ a future solution to solve for the pain around capital calls. riverside ryan eisenman raw video cfr boardroom blitz 0030: There's so many reasons to go to that that kitchen into the pantry that it leads to like a lot of conversations there. and ⁓ we have two floors today. So sometimes I'll go to like the other floor that ends up being like pretty engineering and product ⁓ oriented. And then without fail, almost every time I'm in the kitchen on one floor or another, ⁓ there's just like some conversation that sparked of like, ⁓ I was on this call and heard this thing, and you're building ⁓ a future solution to solve for the pain around capital calls. And you should know this about what this customer said. And they would love to spend time on the phone with you. So there's a lot of things like that. Even coming up in the elevator this morning, we have a new member of the team that joined to focus on like how we serve ⁓ private equity firms and real estate investors. And then he met like the engineer that's working on that product ⁓ and it was just like a great serendipitous moment and now they're gonna get coffee. so we just really believe in like that in-person connectivity and the serendipity around it. 20260710 MIXDOWN RYAN: And you should know this about what this customer said, and they would love to spend time on the phone with you. So there's a lot of things like that. Even coming up in the elevator this morning, we have a new member of the team that joined to focus on like how we serve ⁓ private equity firms and real estate investors. And then he met like the engineer that's working on that product ⁓ and it was just like a great serendipitous moment, and now they're gonna get coffee. ⁓ so we just really believe in like that in-person connectivity and the serendipity around it. riverside jeremie bacon raw video cfr boardroom blitz 0029: That's great. are there types of employees that won't necessarily in your environment? every company has folks who just aren't gonna fit from a cultural perspective or whatever. But I'm talking about, particularly nowadays, for the most part is I'd say 95% of companies, 20260710 MIXDOWN JEREMIE: That's great. are there types of employees that ⁓ won't flourish in your environment? every company has folks who just aren't gonna fit from a cultural perspective or whatever. But I'm talking about, ⁓ particularly nowadays, for the most part is I'd say of companies, riverside jeremie bacon raw video cfr boardroom blitz 0029: unless you're a giant, giant global mega corp, like you're pretty much work from wherever you want, whenever you want. 20260710 MIXDOWN JEREMIE: unless you're a giant, giant global corp, like you're you're much work from wherever you want, whenever you want. riverside jeremie bacon raw video cfr boardroom blitz 0029: has that been a challenge for you in attracting some of the top talents you're looking for? Or do the folks that are great gonna be great teammates for Arch just get it? Are they then they're they're attracted to that from moment one? 20260710 MIXDOWN JEREMIE: has that been a challenge for you in attracting some of the top talents that you're looking for? Or do the folks that are gr gonna be great teammates for Arch just get it? Are they then they're they're attracted to that from moment one? riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, I I think it helps us significantly more than it hurts us and it's a really good talent filter. ⁓ 'cause the folks that wanna build and wanna be part of being in person and building and serving customers and like being with a team that cares will wanna be in this environment. so I think it it self selects in it in a really good way. 20260710 MIXDOWN RYAN: Yeah, I I think it helps us significantly more than it hurts us and it's a really good talent filter. ⁓ 'cause the folks that wanna build and wanna be part of being in person and building and serving customers and like being with a team that cares will wanna be in this environment. ⁓ so I think it it self selects in it in a really good way. riverside jeremie bacon raw video cfr boardroom blitz 0029: ⁓ How many do you have on the team today exactly? I thought it was 250. Am I right there? Or is it? 20260710 MIXDOWN JEREMIE: How many do you have on the team today exactly? I thought it was 250. Am I right there? Or is it? riverside jeremie bacon raw video cfr boardroom blitz 0029: Yeah, 20260710 MIXDOWN RYAN: Yeah, exactly. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, exactly. riverside jeremie bacon raw video cfr boardroom blitz 0029: it's great. That's it's a nice size team. So the reason I asked that question, ⁓ to clarify is because it's a big difference every, you know, every 65 people in my mind's a huge difference. And part of that's because like, you know, 20260710 MIXDOWN JEREMIE: great. That's it's a nice size team. So the reason I asked that question, ⁓ to clarify is because it's a big difference every, you know, every 65 people in my mind's a huge difference. And part of that's because like, you know, riverside jeremie bacon raw video cfr boardroom blitz 0029: we're really good with teams and groups of about 65 people. And then our ability to empathize and relate and be on a first name basis with every one of those people and really understand them totally deeply as human beings starts to fade away, starts to go away because the the the network is too big. 20260710 MIXDOWN JEREMIE: we're really good with teams and groups of about 65 people. And then our ability to empathize and relate and be on a first name basis with every one of those people and really understand them totally deeply as human beings starts to fade away, starts to go away because the the the network is too big. And so, every ⁓ doubling ⁓ or tripling or quadrupling of the of the population of the team, the tribe that you achieve. riverside jeremie bacon raw video cfr boardroom blitz 0029: And so every ⁓ doubling ⁓ or tripling or quadrupling of the of the population of the team, the tribe that you achieve. you end up inevitably in a situation where you can't have the same level of depth of conversation, the same level of depth of understanding, the same amount of one-on-one time because there's not enough hours in the day. 20260710 MIXDOWN JEREMIE: You end up inevitably in a situation where you can't have the same level of depth of conversation, the same level of depth of understanding, the same amount of one-on-one time because there's not enough hours in the day. ⁓ riverside jeremie bacon raw video cfr boardroom blitz 0029: So I'm curious 20260710 MIXDOWN JEREMIE: So I'm curious riverside jeremie bacon raw video cfr boardroom blitz 0029: for you, how do you deal with that? ⁓ because the 250th employee by definition is not someone you're gonna know as well as the fifth employee. 20260710 MIXDOWN JEREMIE: for you, how do you deal with that? ⁓ because a 250th employee, by definition, is not someone you're gonna know as well as the fifth employee. ⁓ yet you want them to understand the history, the culture, the values that you and the first twenty people share. Does my question make sense? I I'd love riverside jeremie bacon raw video cfr boardroom blitz 0029: ⁓ yet you want them to understand the history, the culture, the values that you and the first twenty people share. Does my question make sense? I I'd love to hear sort 20260710 MIXDOWN JEREMIE: to hear sort riverside jeremie bacon raw video cfr boardroom blitz 0029: of how you think through that as you grow. 20260710 MIXDOWN JEREMIE: of how you think through that as you grow. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, well well the great thing for for us is we're pretty non-hierarchical as an organization. So you'll have like the most senior leaders of our organization that are on calls with folks that have just started here ⁓ and on calls with customers and on calls with partners and are are just like involved in the doing. We're very much like a doing culture. ⁓ and so that allows us to like work cross functionally in a really interesting way and and get to know people in a really deep way where it's not just like, okay, you only 20260710 MIXDOWN RYAN: Yeah, well the great thing for for us is we're pretty non hierarchical as an organization. So you'll have like the most senior leaders of our organization that are on calls with folks that have just started here ⁓ and on calls with customers and on calls with partners and are are just like involved in the doing. We're very much like a doing culture. ⁓ and so that allows us to like work cross functionally in a really interesting way and and get to know people in a really deep way where it's not just like, okay, you only talk to your team or you only talk to like your level of folk at the organization. but I think there's a lot of things that bring people together around certain clients or initiatives or like our customer advisory board or things like that, where people get to work cross functionally with folks that they don't sit next to, ⁓ which helps us keep this like neighborhoody feel at the company. riverside ryan eisenman raw video cfr boardroom blitz 0030: talk to your team or you only talk to like your level of folk at the organization. but I think there's a lot of things that bring people together around certain clients or initiatives or like our customer advisory board or things like that, where people get to work cross functionally with folks that they don't sit next to, which helps us keep this like neighborhoody feel ⁓ at the company. riverside jeremie bacon raw video cfr boardroom blitz 0029: I like that. So of your 250, you're ideally all of you are in this space together as much as humanly possible, but we're not out seeing clients and helping them to helping them to grow. ⁓ I'm curious, when you're ⁓ looking the team itself and how you down the customer journey and the touch points that different members of the team, whether I'm in engineering, finance, sales, services, support, customer success, whatever it might be. ⁓ 20260710 MIXDOWN JEREMIE: I like that. So of your 250, you're all of you are in this space together as much as humanly possible, but we're not out seeing clients and helping them to helping them to grow. ⁓ I'm curious, when you're ⁓ looking at team itself and how you break the customer journey and the touch points that different members of the team, whether I'm in engineering, finance, ⁓ sales, services, support, customer success, whatever it might be. riverside jeremie bacon raw video cfr boardroom blitz 0029: Have you guys gone through the process of really thinking through that customer journey and tying everyone's responsibilities to that customer journeys journey and their happiness? Or do you guys take a different approach where you're thinking about product development and engineering ⁓ and customer and sales and services in sort of like connected ⁓ silos? 20260710 MIXDOWN JEREMIE: Have you guys gone through the process of really thinking through that customer journey and tying everyone's responsibilities to that customer journeys journey and their happiness? Or do you guys take a different approach where you're thinking about product development and engineering ⁓ and customer and sales and services in sort of like connected ⁓ silos? riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah. it is really like and to your point around how teams develop, like as we continue to grow, we're able to like specialize and focus on new areas or new verticals. or really think about like the different parts of a customer's journey. So when we were a five person organization, it didn't make sense to have a a separate onboarding team that made getting started as simple as possible. But now it does. And now we can specialize on what does an onboarding look like for an individual and what does an onboarding look like for a 20260710 MIXDOWN RYAN: Yeah. it is really like and to your point around how teams develop, like as we continue to grow, we're able to like specialize and focus on new areas or new verticals. ⁓ or really think about like the different parts of a customer's journey. So when we were a five person organization, it didn't make sense to have a a separate onboarding team that made getting started as simple as possible. ⁓ but now it does. And now we can specialize on what does an onboarding look like for an individual and what does an onboarding look like for a riverside ryan eisenman raw video cfr boardroom blitz 0030: global bank that would bring tens of thousands of investments to Arch across hundreds or thousands of their end clients and being able to like solve each of those issues with like the right team and the right support in a in a very personal way. So everyone that interacts with and works with Arch gets matched to someone on our team who's like their guide for getting started using the platform. We we also have invested in a support team that is in an era of AI going the opposite direction for support because 20260710 MIXDOWN RYAN: global bank that would bring tens of thousands of investments to Arch across hundreds or thousands of their end clients and being able to like solve each of those issues ⁓ with like the right team and the right support in a in a very personal way. So everyone that interacts with and works with Arch gets matched to someone on our team who's like their guide for getting started using the platform. We we also have invested in a support team that is in an era of AI going the opposite direction for support because riverside ryan eisenman raw video cfr boardroom blitz 0030: No one wants the like automated support, can't get through, doesn't understand my questions thing. So we put you ⁓ on chat or on the phone with a real human in nine seconds on average. ⁓ and so we're able like really invest in these different areas because they create so much value as a component of the larger arch offering. ⁓ and we've had some some really thoughtful ⁓ execs who've kind of helped us plan out different parts of the organization. 20260710 MIXDOWN RYAN: No one wants the like automated support, can't get through, doesn't understand my questions thing. So we put you ⁓ on chat or on the phone with a real human in nine seconds on average. ⁓ and so we're able like really invest in these different areas because they create so much value as a component of the larger arch offering. ⁓ and we've had some some really thoughtful ⁓ execs who've kind of helped us plan out different parts of the organization. riverside ryan eisenman raw video cfr boardroom blitz 0030: To really serve our clients and their needs in a way that is ⁓ pretty differentiated for our market. 20260710 MIXDOWN RYAN: To really serve our clients and their needs in a way that is ⁓ pretty differentiated for our market. riverside jeremie bacon raw video cfr boardroom blitz 0029: Well, I'm glad to hear you say that because, you know, again, looking at your market and the types of customers you serve ⁓ and the the the needs of those clients. I mean, having built a couple of companies in your in your category myself, like they're they are a they're an exacting customer 20260710 MIXDOWN JEREMIE: Well, I'm glad to hear you say that because, you know, again, looking at your market and the types of customers you serve ⁓ and the the the needs of those clients. I mean, having built a couple of companies in your in your category myself, like they're they are a they're an exacting customer riverside jeremie bacon raw video cfr boardroom blitz 0029: set. They have 20260710 MIXDOWN JEREMIE: set. They have riverside jeremie bacon raw video cfr boardroom blitz 0029: needs, they have wants, they have desires, and they make those desires, needs, and wants known. they're used to getting exactly what they need from their other So, you know, one of the things that I always used to deal with ⁓ in 20260710 MIXDOWN JEREMIE: needs, they have wants, they have desires, and they make those desires, needs, and wants known. And they're used to getting exactly what they need from their vendors. So, you know, one of the things that I always used to deal with ⁓ in riverside jeremie bacon raw video cfr boardroom blitz 0029: in the category was. 20260710 MIXDOWN JEREMIE: in the category was. riverside ryan eisenman raw video cfr boardroom blitz 0030: in the category was practically. 20260710 MIXDOWN JEREMIE: We're obviously a value-added riverside jeremie bacon raw video cfr boardroom blitz 0029: We're obviously a value added software platform doing value added services for our client, but ⁓ we're not the most expensive service that our clients buy. But there's an expectation that the service level that you get from your best service provider should be almost if not exactly on par with the service you get from your smallest 20260710 MIXDOWN JEREMIE: software platform doing value-added services for our client, but ⁓ we're not the most expensive service that our clients buy. But there's an expectation that the service level that you get from your best service provider should be almost, if not exactly on par with the service you get from your smallest service provider, right? Because there's these riverside jeremie bacon raw video cfr boardroom blitz 0029: service provider, right? Because there's these 20260710 MIXDOWN JEREMIE: expectations that are there. riverside jeremie bacon raw video cfr boardroom blitz 0029: expectations that are there. And so finding a way to sort of thread that needle as a smaller vendor. 20260710 MIXDOWN JEREMIE: And so finding a way to sort of thread that needle as a smaller vendor versus a larger vendor or a mid-tier vendor, I've always found was part of the challenge, but also part of the fun opportunity associated with building a business in this category. In other words, as a as a vendor to riverside jeremie bacon raw video cfr boardroom blitz 0029: versus a larger vendor or a mid-tier vendor, I've always found was part of the challenge, but also part of the the fun opportunity associated with building a business in this category. In other words, as a as a vendor to 20260710 MIXDOWN JEREMIE: a customer that, you know, where you're a smaller fraction of their spend than like the next vendor they might be talking how do you outperform that vendor that they're spending more money riverside jeremie bacon raw video cfr boardroom blitz 0029: a customer that, you know, where you're a smaller fraction of their spend than like the next vendor they might be talking with, how do you outperform that vendor that they're spending more money on? How do you create a higher level of value for yourself and your business and therefore your team by doing that? ⁓ it sounds like you guys have been thinking in a similar way with regards to 20260710 MIXDOWN JEREMIE: on? How do you create a higher level of value for yourself and your business and therefore your team by doing that? ⁓ it sounds like you guys have been thinking in a similar way with regards to providing super high touch white glove service, human first service in an AI world ⁓ to your clientele. ⁓ Do feel like that's proving to be a competitive advantage for you relative to your competition? ⁓ I know a lot of competition in your space has definitely tried to remove humans from the loop, ⁓ which I'm sure has has ⁓ been met with mixed reactions. riverside jeremie bacon raw video cfr boardroom blitz 0029: providing super high touch white glove service, human first service in an AI world ⁓ your clientele. ⁓ you feel like that's proving to be a competitive advantage for you relative to your competition? I cause I know a lot of competition in your space has definitely tried to remove humans from the loop, ⁓ which I'm sure has has ⁓ been met with mixed reactions. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, it it's a huge competitive advantage. Cause also on one side of our business, we're we're the leader in automation in private markets. So we're building like the most automation and the most like AI native solutions for how people can manage their investments. But on the other side, like the places where it really matters, we give you a person. ⁓ and I think that's where the world is going. Like you want self service, you want things that are easy, you want things that just work. but you also want like human oversight or just a person to talk to if you have a question. 20260710 MIXDOWN RYAN: Yeah, it it's a huge competitive advantage because also on one side of our business we're we're the leader in automation in private markets. So we're building like the most automation and the most like AI native solutions for how people can manage their investments. But on the other side, like the places where it really matters, we give you a person. ⁓ and I think that's where the world is going. Like you want self-service, you want things that are easy, you want things that just work. but you also want like human oversight or just a person to talk to if you have a question. riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ 20260710 MIXDOWN RYAN: ⁓ riverside ryan eisenman raw video cfr boardroom blitz 0030: 'Cause like some of our users are twenty five, some of our users are ninety-five. And for the ninety-five year old that like needs to figure out how to use a platform to get their K1s, it's a very different situation than a twenty-five year old that's like, I don't need a tutorial, I'm just gonna click all the buttons until I figure it out, and that'll be good enough for me. ⁓ and so it's being able to like meet our customers where they are and provide that level of like love training and support and and guidance, and also even become like 20260710 MIXDOWN RYAN: 'Cause like some of our users are twenty five, some of our users are ninety-five. And for the ninety five year old that like needs to figure out how to use a platform to get their K1s, it's a very different situation than a twenty five year old that's like, I don't need a tutorial, I'm just gonna click all the buttons until I figure it out and that'll be good enough for me. ⁓ and so it's being able to like meet our customers where they are and provide that level of like like love training and support and and guidance and also even become like riverside ryan eisenman raw video cfr boardroom blitz 0030: an extension of our clients' teams. Like Arch is often a reason why clients, especially like wealth management firms, win business by being able to talk about like how this can help their clients and why they should go to that firm to ⁓ then because that firm cares about their clients enough that they bought Arch and use it to solve some of the most painful parts of that client's wealth journey. 20260710 MIXDOWN RYAN: an extension of our clients' teams. Like Arch is often a reason why clients, especially like wealth management firms, win business by being able to talk about like how this can help their clients and why they should go to that firm to and because that firm cares about their clients enough that they bought Arch and use it to solve some of the most painful parts of that client's wealth journey. riverside jeremie bacon raw video cfr boardroom blitz 0029: Mm-hmm. riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ 20260710 MIXDOWN RYAN: ⁓ And riverside ryan eisenman raw video cfr boardroom blitz 0030: And then that comes from like talking to those clients, really understanding what they need. 20260710 MIXDOWN RYAN: and then that comes from like talking to those clients, really understanding what they need. riverside ryan eisenman raw video cfr boardroom blitz 0030: And then giving them the training and tools to to be able to tell that story effectively. 20260710 MIXDOWN RYAN: And then giving them the training and tools to to be able to tell that story effectively. riverside jeremie bacon raw video cfr boardroom blitz 0029: So what you just said reminds me of some of the things that I know you say a lot where you talk about the difference between the eighty-four percent and the last sixteen percent, 20260710 MIXDOWN JEREMIE: So what you just said reminds me of some of the things that I know you say a lot where you talk about this difference between the 84% and the last 16%, right? riverside jeremie bacon raw video cfr boardroom blitz 0029: right? This the 20260710 MIXDOWN JEREMIE: ⁓ This the riverside jeremie bacon raw video cfr boardroom blitz 0029: sixteen percent, the last sixteen percent of any process is way more difficult than the first eighty-four percent, whether it's in your case automating certain workflows, automating certain data collection points, automating certain processes, or even even in work in life in general, the last the last mile is always the hardest. What ⁓ as you think about your AI strategy, how did you decide where AI ⁓ 20260710 MIXDOWN JEREMIE: 16%, the last 16% of any process is way more difficult than the first 84%, whether it's in your case automating certain workflows, automating certain data collection points, certain processes, or even even work and life in general, the last the last mile is always the hardest. ⁓ What ⁓ as you think about your AI strategy, how did you decide where AI ⁓ riverside jeremie bacon raw video cfr boardroom blitz 0029: for you should act autonomously versus where the human should be in the loop. And is it mostly around the last, the last mile, that last 16% that humans are mostly involved, or or is it or is it anywhere and everywhere along the pro along the cycle that you are throwing a human in the loop? 20260710 MIXDOWN JEREMIE: for you should act autonomously versus where the human should be in the loop. And is it mostly around the last, the last mile, that last 16% that humans are mostly involved, or is it, or is it anywhere and everywhere along the pro along the cycle that you are throwing a human in the loop? riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, and I I think what you're referring to is so we've talked about ⁓ over the 10 year life of a private equity firm, which oftentimes many of these firms last for much longer than 10 years, it's fifty five hundred clicks for the end user to manage that fund. ⁓ so we've automated eighty four percent of those clicks. 20260710 MIXDOWN RYAN: Yeah, and I I think what you're referring to is so we've talked about ⁓ over the 10-year life of a private equity firm, which oftentimes many of these firms last for much longer than 10 years, it's fifty five hundred clicks for the end user to manage that fund. ⁓ so we've automated 84% of those clicks. riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ of 20260710 MIXDOWN RYAN: ⁓ of riverside jeremie bacon raw video cfr boardroom blitz 0029: Mm-hmm. Okay. 20260710 MIXDOWN RYAN: those 84 clicks, 84%, it's most of the workflows that we do today ⁓ are are automated and then it's things that are still on the client side to do of like completing subscription documents. riverside ryan eisenman raw video cfr boardroom blitz 0030: those eighty-four clicks, eighty-four percent, it's most of the workflows that we do today are are automated and then it's things that are still on the client side to do of like completing subscription documents. Taking the capital call notices that we've received for them and checked and verified, and then working with JP Morgan to send out those notices. Getting a election for a distribution of SpaceX shares and deciding whether it goes to their Morgan Stanley account or their JP Morgan account. but those are places where it's like this should be an into an automated one click experience. ⁓ so that's what we're building towards. So when the fund manager you invested in is distributing SpaceX shares, we should be able to sit. 20260710 MIXDOWN RYAN: Taking the capital call notices that we've received for them and checked and verified, and then working with JP Morgan to send out those notices. Getting a election for a distribution of SpaceX shares and deciding whether it goes to their Morgan Stanley account or their JP Morgan account. but those are places where it's like this should be an into an automated one-click experience. ⁓ so that's what we're building towards. So when the fund manager you invested in is distributing SpaceX shares. We should be able to say to say, Hey, last time you did this, ⁓ we'll do this for you if you want us to, or you can like decide to do something different. So giving people easy options that are fully baked in and defaults and automating the the int to end work. And there's a lot of that type of work left to do. riverside ryan eisenman raw video cfr boardroom blitz 0030: to say, Hey, last time you did this, ⁓ we'll do this for you if you want us to, or you can like decide to do something different. So giving people easy options that are fully baked in and defaults and automating the the intent work. And there's a lot of that type of work left to do. riverside jeremie bacon raw video cfr boardroom blitz 0029: the automation story makes complete sense. 20260710 MIXDOWN JEREMIE: the story makes complete sense. And riverside jeremie bacon raw video cfr boardroom blitz 0029: And 20260710 MIXDOWN JEREMIE: automating part of tedious tasks makes sense. ⁓ as you and the product team have been building out the platform, how do you decide where AI should act completely autonomously and where a human has to sort of remain in the loop and or accountable? riverside jeremie bacon raw video cfr boardroom blitz 0029: automating every part of tedious tasks makes sense. ⁓ as you and your product team have been building out the platform, how do you decide where AI should act completely autonomously and where a human has to sort of remain in the loop and or accountable? to a process for a client. 20260710 MIXDOWN JEREMIE: To a process for a client. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah. ⁓ today, ⁓ and this is ⁓ July of twenty twenty six, ⁓ people don't want AI to do things like payments on their behalf. But you might want AI to like queue up the payment for you. ⁓ but you still want to have total control over do I pay this capital call? Is this the right capital call? Do I pay it today or do I pay it next week? ⁓ that may change over time. ⁓ but today we can do all the like unsexy background setup work. 20260710 MIXDOWN RYAN: Yeah. ⁓ today, ⁓ and this is ⁓ July of twenty twenty six, ⁓ people don't want AI to do things like payments on their behalf. But you might want AI to like queue up the payment for you. ⁓ but you still want to have total control over do I pay this capital call? Is this the right capital call? Do I pay today or do I pay it next week? ⁓ that may change over time. ⁓ but today we can do all the like unsexy background setup work. riverside ryan eisenman raw video cfr boardroom blitz 0030: for you automatically and then give you control over the like the things that you still want control over. So it's leading to potentially a great world where people spend less time on these like tedious manual tasks. Like gate entry is a massive, massive industry in the US and internationally. And that's something that like AI could potentially be very, very good at. but you need to make sure that you you build the right models to make sure that output is ⁓ 20260710 MIXDOWN RYAN: for you automatically and then give you control over the like the things that you still want control over. So it's leading to a potentially a great world where people spend less time on these like tedious manual tasks. Like data entry is a massive, massive industry in the US and internationally. And that's something that like AI could potentially be very, very good at. ⁓ but you need to make sure that you you build the right models to make sure the output is ⁓ good enough 'cause people don't just want automation. What people want is a job done. So if you can do a job done, do a job and do it automatically, that's great. But at the end of the day you need to do a job and do it well riverside ryan eisenman raw video cfr boardroom blitz 0030: good enough 'cause people don't just want automation. What people want is a job done. So if you can do a job done, do a job and do it automatically, that's great. But at the end of the day, you need to do a job and do it well 20260710 MIXDOWN RYAN: and and that's what we focus on. riverside ryan eisenman raw video cfr boardroom blitz 0030: and and that's what we focus on. riverside jeremie bacon raw video cfr boardroom blitz 0029: Totally. 20260710 MIXDOWN JEREMIE: Totally. riverside jeremie bacon raw video cfr boardroom blitz 0029: Well, on top of that, remember Clayton Christensen, one of my favorite professors of all time and great writer, great dude, you know, he always used to say that, when you go to the to the hardware store to buy a drill, you're not buying a drill, you're 20260710 MIXDOWN JEREMIE: Well, on top of that, remember Clayton Christensen, one of my favorite professors of all time and great writer, great dude, you know, he always used to say that, when you go to the to the hardware store to buy a drill, you're not buying a drill, you're riverside jeremie bacon raw video cfr boardroom blitz 0029: buying holes. 20260710 MIXDOWN JEREMIE: buying holes. riverside jeremie bacon raw video cfr boardroom blitz 0029: Right. And the same thing holds true for this. 20260710 MIXDOWN JEREMIE: Right. And the same thing holds true for this. riverside jeremie bacon raw video cfr boardroom blitz 0029: private market information arrives through fragmented portals and PDFs and emails and spreadsheets and investor letters and capital account statements and tax documents, all the stuff that you mentioned. And 20260710 MIXDOWN JEREMIE: private market information arrives through fragmented portals and PDFs and emails and spreadsheets and investor letters, and capital account statements and tax documents, all the stuff that you mentioned. And riverside jeremie bacon raw video cfr boardroom blitz 0029: You know, when I look at Arch and think about what you do for your clientele, your value proposition rests on converting that entire mess into standardized ⁓ usable information. Like you're delivering holes, to Clayton Christians' terminology, that is really hard to get ⁓ anywhere else. And it's hard to get exactly right. So I understand why the desire to automate everything. 20260710 MIXDOWN JEREMIE: You know, when I look at Arch and think about what you do for your clientele, your value proposition rests on converting that entire mess into standardized, ⁓ usable information, like you're delivering holes, to Clayton Christians' terminology, that is really hard to get ⁓ anywhere else. And it's hard to get exactly right. So I understand why the desire to automate everything. riverside jeremie bacon raw video cfr boardroom blitz 0029: ⁓ is real and certainly as a as ⁓ as someone who deals with this stuff myself like ⁓ you want it automated but you also want that oversight. 20260710 MIXDOWN JEREMIE: ⁓ is real and certainly as a as ⁓ as someone who deals with this stuff myself, like ⁓ you want it automated, but you also want that oversight. 20260710 MIXDOWN RYAN: Yeah, and depending on the client and then and the the persona, people want different things. Like some folks might want to spend less time on bad, terrible manual work and might want better high quality data, or might want better return so they think knowing this information can help power, or might just simply want to know how much anthropic they own so they can talk about it at a cocktail party. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, and depending on the client and then and the the persona, people want different things. Like some folks might want to spend less time on bad, terrible manual work and might want better high quality data, or might want better return so they think knowing this information can help power, or might just simply want to know how much anthropic they own so they can talk about it at a cocktail party. riverside jeremie bacon raw video cfr boardroom blitz 0029: Right, totally. riverside ryan eisenman raw video cfr boardroom blitz 0030: And so ⁓ 20260710 MIXDOWN RYAN: And so ⁓ depending on what your desire is, we have now like a few different types of outcomes and solutions we can deliver. riverside ryan eisenman raw video cfr boardroom blitz 0030: depending on what your desire is, we have now like a few different types of outcomes and solutions we can deliver. riverside jeremie bacon raw video cfr boardroom blitz 0029: Yeah, you can give them the information they want in the form they want it. So, ⁓ is Arch fundamentally, you know, a workflow company, ⁓ a data management company, like a trust company? Like what when you think about your brand and if if I'm talking to any of your customers, what what would they describe you as? A workflow manager, a data manager, or a trust manager, 20260710 MIXDOWN JEREMIE: Yeah, you can give them the information they want in the form they want it. ⁓ is Arch fundamentally, you know, a workflow company, ⁓ a data management company, ⁓ like a trust company? Like what when you think about your brand and if I'm talking to any of your customers, what what would they describe you as? A workflow manager, a data manager, or a trust manager? riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah. I I think trust is one of the biggest things. We we we certainly automate a lot of workflows and then out of that comes high quality data. and then over time I think we can be a system of insights. And so we're doing a lot now around not just like making your information make sense and helping you structure qual quantitative data, but also helping with like what are managers saying? What data do you have that you should better understand and what's out there in the world? So if you own a company or you own a fund that owns companies. 20260710 MIXDOWN RYAN: Yeah. I I think trust is one of the biggest things. We we we certainly automate a lot of workflows and then out of that comes high quality data. ⁓ and then over time I think we can be a system of insights. And so we're doing a lot now around not just like making your information make sense and helping you structure ⁓ qual ⁓ quantitative data, but also helping with like what are managers saying? What data do you have that you should better understand and what's out there in the world? So if you own a company or you own a fund that owns companies. riverside ryan eisenman raw video cfr boardroom blitz 0030: What should you know about those companies and those funds that we can help you get really good signal on? ⁓ so that becomes a big part of our story over time. And then if we do that, then we ⁓ then our clients can be better informed and have an edge as they think about how they invest in private markets. 20260710 MIXDOWN RYAN: What should you know about those companies and those funds that we can help you get really good signal on? ⁓ so that becomes a big part of our story over time. And then if we do that, then we ⁓ then our clients can be better informed and have an edge as they think about how they invest in private markets. 20260710 MIXDOWN JEREMIE: ⁓ Okay. I'm to transition for a second into riverside jeremie bacon raw video cfr boardroom blitz 0029: Okay. I'm going to transition for a second into a segment that Garry and I do every single week called the Blitz, ⁓ we're gonna ask you a random question. We have this random question generator, 10 random blitz questions. ⁓ and I'm gonna push button here on my side it's gonna pick a question for you, and you have to answer it. You don't 20260710 MIXDOWN JEREMIE: a segment that and I do every single week called the Boardroom ⁓ it we're going to ask you a random question. We have this random question generator, 10 boardroom blitz questions. ⁓ and I'm going push a button here my side and it's going to pick a question for you. And you have to answer it. You don't riverside jeremie bacon raw video cfr boardroom blitz 0029: have to answer it in 20260710 MIXDOWN JEREMIE: have to answer in riverside jeremie bacon raw video cfr boardroom blitz 0029: ⁓ 20260710 MIXDOWN JEREMIE: ⁓ riverside jeremie bacon raw video cfr boardroom blitz 0029: You can answer any way you want. It can be sarcastic, it can be real, but I'm curious about it. ⁓ let's see what the first one comes up as. 20260710 MIXDOWN JEREMIE: You can answer any way you want. It can be sarcastic, it can be real, but I'm curious about it. ⁓ let's see what the first one comes up as. riverside jeremie bacon raw video cfr boardroom blitz 0029: All right. 20260710 MIXDOWN JEREMIE: All right. riverside jeremie bacon raw video cfr boardroom blitz 0029: So it says doop. 20260710 MIXDOWN JEREMIE: So it says doop. riverside jeremie bacon raw video cfr boardroom blitz 0029: what's one business book you actually finished and think everyone else should too? 20260710 MIXDOWN JEREMIE: what's one business book you actually finished and think everyone else should too? riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, ⁓ this is an easy one, which is poor Charlie's almanac, 20260710 MIXDOWN RYAN: Yeah, th this is an easy one, which is Poor Charlie's Almanac, which is a collection riverside ryan eisenman raw video cfr boardroom blitz 0030: which is a collection riverside jeremie bacon raw video cfr boardroom blitz 0029: Okay. riverside ryan eisenman raw video cfr boardroom blitz 0030: of Charlie Munger's speeches that is ⁓ really well written and well annotated. So as you're going through and reading a speech, I think it's like 13 ish speeches that he gave throughout his life that are full of worldly wisdom. It'll talk about like how that relates to some of the work at Berkshire Hathaway, what a certain concept was. ⁓ and it's it's a a beautiful coffee table book too. It's pretty dense. 20260710 MIXDOWN RYAN: of Charlie Munger's speeches that is ⁓ really well written and well annotated. ⁓ So as you're going through and reading a and I think it's like 13-ish that he gave throughout his life that are full of worldly wisdom. It'll talk about like how that relates to some of the work at Berkshire Hathaway, what a certain concept was. ⁓ and it's it's a a beautiful coffee table book too. It's pretty dense. But I like bought it for my grandfather, bought it for my dad. ⁓ a lot of folks have have enjoyed reading this book and and think you would too. riverside ryan eisenman raw video cfr boardroom blitz 0030: But I like bought it for my grandfather, bought it for my dad. ⁓ a lot of folks have have enjoyed reading this book and and think you would too. 20260710 MIXDOWN JEREMIE: I ⁓ can second that. I've got the book on my desk at home too. I refer to it all the time. It's it's one of the classics and I totally agree. Everyone should read it. ⁓ All right, next question. Let's see what it says here. ⁓ riverside jeremie bacon raw video cfr boardroom blitz 0029: I ⁓ can second that. I've got the book on my desk at home too. I refer to it all the time. It's it's one of the classics and I totally agree. Everyone should read it. ⁓ All right, next question. Let's see what it says here. ⁓ 20260710 MIXDOWN JEREMIE: ⁓ the next boardroom blitz question for you, Ryan, is ⁓ what's the worst advice an older or younger colleague ever gave you? riverside jeremie bacon raw video cfr boardroom blitz 0029: the next boardroom blitz question for you, Ryan, is ⁓ what's the worst advice an older or younger colleague ever gave you? 20260710 MIXDOWN JEREMIE: And did you take it anyway? riverside jeremie bacon raw video cfr boardroom blitz 0029: And did you take it anyway? 20260710 MIXDOWN RYAN: Yeah, when we were starting this company, someone said, like, don't do this. ⁓ we're part of the early team of building another company in our space and it's really terrible and really hard and really hard to sell to family offices and investment advisors. And you should just like, I hear you're smart, you should save yourself a lot of ⁓ headache and and do something else. riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, when we were starting this company, someone said, like, don't do this. ⁓ we were part of the early team of building another company in our space. And it's really terrible and really hard and really hard to ⁓ sell to family offices and investment advisors. And you should just like, I hear you're smart. You should save yourself a lot of ⁓ headache and and do something else. Built 20260710 MIXDOWN RYAN: Start something else. It'll it'll be easier. riverside ryan eisenman raw video cfr boardroom blitz 0030: start something else. It'll it'll be easier. 20260710 MIXDOWN RYAN: ⁓ and we also had people early on that were like, riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ and we also had people early on they're like, 20260710 MIXDOWN RYAN: This is not a big enough market, it's not like worth doing. You should focus on something different. and glad we ignored it. ⁓ and I think that's part of entrepreneurship is you have to be like a little bit delusional and listen to some advice, but completely ignore anything that says like the road ahead will be hard riverside ryan eisenman raw video cfr boardroom blitz 0030: This is not a big enough market. It's not like worth doing. You should focus on something different. ⁓ and glad we ignored it. ⁓ and I think that's part of entrepreneurship is you have to be like a little bit delusional and listen to some advice, but completely ignore anything that says like the road ahead will be hard. 20260710 MIXDOWN RYAN: because riverside ryan eisenman raw video cfr boardroom blitz 0030: Because the road of course is hard, but it's actually not hard if you don't think about it being hard. 20260710 MIXDOWN RYAN: the road of course is hard, but it's actually not hard if you don't think about it being riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ so 20260710 MIXDOWN RYAN: ⁓ so riverside jeremie bacon raw video cfr boardroom blitz 0029: Well, the hard part's kind of what makes it fun too. I mean, solving real hard problems makes it really, really fun. 20260710 MIXDOWN JEREMIE: Well, the hard part's kind of what makes it fun too. I mean, solving real hard problems makes it really, really fun. riverside jeremie bacon raw video cfr boardroom blitz 0029: ⁓ 20260710 MIXDOWN JEREMIE: ⁓ riverside jeremie bacon raw video cfr boardroom blitz 0029: what's interesting too is so I, get this question all the time from people. It's like, ⁓ what do venture capital investors want? This of like dovetails back into this notion of you raise 20260710 MIXDOWN JEREMIE: what's interesting too is so I, get this question all the time from people. It's like, ⁓ what do venture capital investors want? This of like dovetails back into this notion of you've raised riverside jeremie bacon raw video cfr boardroom blitz 0029: venture 20260710 MIXDOWN JEREMIE: venture riverside jeremie bacon raw video cfr boardroom blitz 0029: capital money, you've done a Seed and a series A and a series B, and like that's real money, and you've raised real money you've got real obligations to your investors. ⁓ and but and not every business is venture backable for starters. ⁓ and 20260710 MIXDOWN JEREMIE: capital money, you've done a C and a series A and a series B, and like that's real money, and you've raised real money you've got real obligations to your investors. ⁓ and but and not every business is ⁓ venture backable for starters. ⁓ and riverside jeremie bacon raw video cfr boardroom blitz 0029: Also, not every venture capital firm, not every venture capital investor looks at deals the same way, which is ⁓ obvious as you say it, there are generalist funds, there are sector specific funds, there are people that look at you know all kinds of different weird stuff, and some people look at very generic stuff. Half the challenge ⁓ of deciding ⁓ of raising capital money as a founder is determining ⁓ which ⁓ of the investors. 20260710 MIXDOWN JEREMIE: Also, not every venture capital firm, not every venture capital investor looks at deals the same way, which is ⁓ obvious as you say it, there are generalist funds, there are sector specific funds, there are people that look at you know all kinds of different weird stuff, and some ⁓ people look at very generic Half the challenge ⁓ of deciding ⁓ of raising capital money as a founder is determining ⁓ which of the investors. ⁓ riverside jeremie bacon raw video cfr boardroom blitz 0029: in the market are the right investors for your business. Because as VCs, we're looking for four things. 20260710 MIXDOWN JEREMIE: in the market are the right investors for your business. Because as VCs, we're looking for four things. riverside jeremie bacon raw video cfr boardroom blitz 0029: We're looking for big, big, big markets and big, big, big exits and awesome teams and really solid business ideas. But big markets is subjective and big exits is subjective. ⁓ And not every company is going to be a trillion dollar company and it doesn't need to be, ⁓ and the trillion dollar companies are not a dime a dozen, right? There's a reason that they are they are. And they also take decades to build. 20260710 MIXDOWN JEREMIE: We're looking for big, big, big markets and big, big, big exits and awesome teams and really solid business ideas. But big markets is subjective and big exits is subjective. ⁓ And not every company is going to be a trillion dollar company and it doesn't need to be, ⁓ and the trillion dollar companies are not a dime a dozen, right? There's a reason that they are they are. And they also take decades to build. riverside jeremie bacon raw video cfr boardroom blitz 0029: That's the thing I think people oftentimes forget. It takes a very, very long time to build a business of significant value. ⁓ the is what makes it fun, ⁓ so 20260710 MIXDOWN JEREMIE: That's thing I think people oftentimes forget. ⁓ takes a very, very long time to build a business of significant value. ⁓ the is what makes it fun, ⁓ so I love that you that you've always had a a very open and ⁓ open-minded approach to what you've done. So you were told, don't do this. It's a dumb idea. The market's not big enough. It's too, it's too small, you should go to something harder. You said it was from some people had that had been working on a another company in the in the category for a while. Sometimes I wonder if that's because, you know, they're afraid that you're gonna come in and compete with what they've built. ⁓ and other times, right. riverside jeremie bacon raw video cfr boardroom blitz 0029: I love that you that you've always had a a very open and ⁓ open-minded approach to what you've done. so you were told, ⁓ don't do this. It's a dumb idea. The market's not big enough. It's too, it's too small, you should go to something harder. You said it was from some people had that had been working on a another company in the in the category for a while. Sometimes I wonder if that's because, you know, they're afraid ⁓ that you're gonna come in and compete what they've built. ⁓ and other times, right. If you spend so much time in a certain industry in a certain space, you become familiar with that space as it is. And 20260710 MIXDOWN JEREMIE: If you spend so much time in a certain industry in a certain space, you become familiar with that space as it is. And riverside jeremie bacon raw video cfr boardroom blitz 0029: then it's 20260710 MIXDOWN JEREMIE: then it's riverside jeremie bacon raw video cfr boardroom blitz 0029: harder to think about what it could be. 20260710 MIXDOWN JEREMIE: harder to think about what it could be. riverside jeremie bacon raw video cfr boardroom blitz 0029: Is that something that you sort of felt ⁓ or and or saw as you were building Arch? 20260710 MIXDOWN JEREMIE: Is that something that you sort of felt ⁓ or and or saw as you were building Arch? riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah. I I mean I think like why what we're doing matters is because it's hard and because like it's a real problem that requires real infrastructure and ⁓ I think there's a lot of value to that. And that's like also why we need to be successful is because I think like probably one of our biggest competitors right now I've heard is about to get bought and that's like great, but like we don't want to get bought. We want to go like build a very impactful company that helps real people manage their investments and make better decisions. 20260710 MIXDOWN RYAN: Yeah. I mean I think like why what we're doing matters is because it's hard and because like it's a real problem that requires real infrastructure and ⁓ I think there's a lot of value to that. And that's like also why we need to be successful is because I think like probably one of our biggest competitors right now I've heard is about to get bought and that's like great, but like we don't want to get bought. We want to go like build a very impactful company that helps real people manage their investments and make better decisions. riverside ryan eisenman raw video cfr boardroom blitz 0030: And it's very different than like trying to just pursue a financial outcome. Like we're trying to like build a true like enterprise that can do a lot of good in the world. And the I think that's like what powers us day in and day out is the ability to like if we are successful with this phase of the company, then we can do this thing. And if we do that, then it helps these people and then it allows us to do this other thing. So we have a twenty year roadmap of the things that we can build ⁓ that hopefully we get a chance to do because I think it will 20260710 MIXDOWN RYAN: And it's very different than like trying to just pursue a financial outcome. Like we're trying to like build a true like enterprise that can do a lot of good in the world. And the I think that's like what powers us day in and day out is the ability to like if we are successful with this phase of the company, then we can do this thing. And if we do that, then it helps these people and then it allows us to do this other thing. So we have a twenty year roadmap of the things that we can build ⁓ that hopefully we get a chance to do because I think it will riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ really help our customers as they think about like their financial lives and having more productive work lives, but also more fruitful financial lives. 20260710 MIXDOWN RYAN: ⁓ really help our customers as they think about like their financial lives and having more productive work lives, but also more fruitful financial lives. riverside jeremie bacon raw video cfr boardroom blitz 0029: Well, to that end, ⁓ back to customers, which appreciate you always go back to customers. I remember reading an interview that you that you did where you talked about your entrepreneurial approach ⁓ is a little bit like like your grandfather's variety store, if I recall correctly. And this notion that, if you give customers exactly what they actually want, you're gonna have more loyal customers, you're gonna have better customers, and you're ultimately gonna do well. ⁓ so you know, with that in mind, what do you think that your grandfather understands about 20260710 MIXDOWN JEREMIE: Well, to that end, ⁓ back to customers, which appreciate you always go back to customers. I remember reading an interview that you that you did where you talked about your entrepreneurial approach ⁓ is a little bit like like your grandfather's variety store, if I recall correctly. And this notion that, if you give customers exactly what they actually want, you're gonna have more loyal customers, you're gonna have better customers, and you're ultimately gonna do well. ⁓ so you know, with that in mind, what do you think that your grandfather understands about riverside jeremie bacon raw video cfr boardroom blitz 0029: Customers that venture back founders routinely forget 20260710 MIXDOWN JEREMIE: Customers that venture back founders routinely forget. 20260710 MIXDOWN RYAN: Yeah, absolutely. My gr my great grandfather ran a store in a coal mining town of six hundred people ⁓ and he was at four thirty every morning as folks would go to work ⁓ and everything that needed they could get through the store eggs, chickens, ⁓ denim, ⁓ riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, absolutely. My gr my great grandfather ran a store in a coal mining town of six hundred people ⁓ and he was at four thirty every morning as folks would go to work ⁓ and everything that needed they could get through the store eggs, chickens, ⁓ denim, ⁓ 20260710 MIXDOWN RYAN: nails, riverside ryan eisenman raw video cfr boardroom blitz 0030: nails, 20260710 MIXDOWN RYAN: hammers, ⁓ and ⁓ he probably would like continually think about like the inventory that he was keeping based on like how ⁓ needs were changing. riverside ryan eisenman raw video cfr boardroom blitz 0030: hammers, ⁓ and he probably would like continually think about like the inventory that he was keeping based on like how ⁓ folks' were changing. It's like, ⁓ interesting. People are like liking this thing called Coca-Cola. We should bring more Coca-Cola into the store. but I think it like taught me lot of the the through the through the stories I've heard from my mom and my grandfather. It's like the value of hard work, the value of caring about customers, and just like the value of doing things day in and day out with consistency, ⁓ can deliver great results. 20260710 MIXDOWN RYAN: Like, ⁓ interesting. People are like liking this thing called Coca-Cola. We should bring more Coca-Cola into the store. but I think it like taught me lot of the the through the through the stories I've heard from my mom and my grandfather. It's like the value of hard work, the value of caring about customers, and just like the value of doing things day in and day out with consistency, ⁓ can deliver great results. riverside jeremie bacon raw video cfr boardroom blitz 0029: So when you're growing up, knowing your great grandfather's background, and sorry, I referred to him as your grandfather, I couldn't 20260710 MIXDOWN JEREMIE: So when you were growing up, knowing your great grandfather's background, and sorry I referred to my grandfather, I couldn't remember if it was riverside jeremie bacon raw video cfr boardroom blitz 0029: remember if it was riverside ryan eisenman raw video cfr boardroom blitz 0030: Okay. 20260710 MIXDOWN JEREMIE: great or great. riverside jeremie bacon raw video cfr boardroom blitz 0029: great or great. 20260710 MIXDOWN JEREMIE: ⁓ so your great grandfather, riverside jeremie bacon raw video cfr boardroom blitz 0029: ⁓ so your great grandfather, ⁓ 20260710 MIXDOWN JEREMIE: ⁓ riverside jeremie bacon raw video cfr boardroom blitz 0029: knowing his stories, 20260710 MIXDOWN JEREMIE: knowing his stories, riverside jeremie bacon raw video cfr boardroom blitz 0029: do you feel like his influence as a character in your family's history? 20260710 MIXDOWN JEREMIE: do you feel like ⁓ his influence as a character in your family's history? riverside jeremie bacon raw video cfr boardroom blitz 0029: pushed you toward the the job of entrepreneur, the thing of becoming an entrepreneur? Or ⁓ or did you sort of discover that you are a an entrepreneur through some other method, or just wake up one day and realize, ⁓ man, I should be building companies. 20260710 MIXDOWN JEREMIE: pushed you toward the the job of entrepreneur, the thing of becoming an entrepreneur? Or ⁓ or did you sort of discover that you are a entrepreneur through some other method, or just wake up one day and realize, ⁓ man, I should be building companies. riverside ryan eisenman raw video cfr boardroom blitz 0030: I I think it certainly made it an interesting theme. Like when I I was asked what I want to do when I grew up when I like seven, I think it I vacillated between like fireman and run a general store. 20260710 MIXDOWN RYAN: I I think it certainly made it an interesting theme. Like when I I was asked what I want to do when I grew up when I like seven, I think it I vacillated between like fireman and run a general store. ⁓ riverside ryan eisenman raw video cfr boardroom blitz 0030: ⁓ riverside jeremie bacon raw video cfr boardroom blitz 0029: Mm-hmm. 20260710 MIXDOWN RYAN: but it's like it's the OG American entrepreneurship where you figure out like what people need in a a certain geo, and in this case a small town, and then you just like build the store around their needs. ⁓ and so think a lot of those stories taught me about like about the real people who are riverside ryan eisenman raw video cfr boardroom blitz 0030: but it's like it's the OG American entrepreneurship where you ⁓ figure out like what people need in a a ⁓ certain geo, and in this case a small town, and then you just like build the store around their needs. ⁓ so I think a lot of those stories taught me like it's about the real people who are oftentimes working very hard at their job that need something that you can provide and then kinda figuring out like how you can be of service to those folks, ⁓ i is a lot of ways to create value in this world. 20260710 MIXDOWN RYAN: oftentimes working very hard at their job that need something that you can provide and then kind of figuring out like how you can be of service to those folks, i is a lot of ways to create value in this world. riverside jeremie bacon raw video cfr boardroom blitz 0029: Which is great. ⁓ a minute ago you said that, you know, at Arch you've developed a 20-year roadmap for things you can build, ways you can service, ways you can impact your for the next 20 years. And you hope you get the chance to do that with them ⁓ what ⁓ what part of running Arch would your great grandfather immediately understand, despite the fact that you're a technology company, he wouldn't understand, you know. 20260710 MIXDOWN JEREMIE: Which is great. ⁓ a minute ago you said that, you know, at Arch you've developed a 20-year roadmap for things you can build, ways you can service, ways you can impact your for the next 20 years. And you hope you get the chance to do that with them ⁓ what ⁓ what part of running ⁓ Arch would your great grandfather immediately understand, despite the fact that you're a technology company, he wouldn't understand, you know. riverside jeremie bacon raw video cfr boardroom blitz 0029: thing about the tech. What about what you're doing and how you're looking at that 20 year vision for your clients and for the the the business? Would he immediately get 20260710 MIXDOWN JEREMIE: thing about the tech. What about what you're doing and how you're looking at that 20-year vision for your clients and for the the the business? Would he immediately get riverside ryan eisenman raw video cfr boardroom blitz 0030: Yeah, I think just the hard work that we put into this 20260710 MIXDOWN RYAN: Yeah, I think just the hard work that we put into this riverside jeremie bacon raw video cfr boardroom blitz 0029: Mm-hmm. 20260710 MIXDOWN RYAN: and how much riverside ryan eisenman raw video cfr boardroom blitz 0030: and how much 20260710 MIXDOWN RYAN: we care and how much we care about ⁓ the people that work next to us and the people that we're working for, ⁓ and how that's like what will deliver a great result and how we're very like long term oriented. It's not like ⁓ this isn't a get rich quick scheme. This isn't a way to like try to ⁓ build something quickly and sell it. It's like no, we're we're like building a where people know with consistency this is what you get when you come and work with us. ⁓ riverside ryan eisenman raw video cfr boardroom blitz 0030: we care and how much we care about ⁓ the people that work next to us and the people that we're working for, ⁓ and how that's like what will deliver a great result and how we're very like long term oriented. It's not like ⁓ this isn't a get rich quick scheme. This isn't a way to like try to ⁓ build something quickly and sell it. It's like no, we're we're like building a where people know with consistency this is what you get when you come and work with us. And ⁓ in all companies, not not everything is perfect in any one given day. ⁓ but you have a ti an opportunity to like create a reputation over how you treat each day and how you treat each interaction. ⁓ and so that's a a thing that we really focus on. 20260710 MIXDOWN RYAN: And ⁓ in all companies, not not everything is perfect in any one given day. ⁓ but you have a ti an opportunity to like create a reputation over how you treat each day and how you treat each interaction. ⁓ and so that's a a thing that we really focus on. 20260710 MIXDOWN JEREMIE: I love it. Well, Ryan, it's been such a pleasure to watch you build Arch over the last five and s ⁓ five years that I've ⁓ that I've known you. ⁓ and I can't wait to see where the business keeps going over the course of the next five, ten, and twenty as you keep building what will inevitably be the coolest platform in the world for private investments and and and asset owners. It's very exciting stuff. Thanks for ⁓ thanks for hanging out with me today. I really appreciate it. riverside jeremie bacon raw video cfr boardroom blitz 0029: Love it. Well, Ryan, it's been such a pleasure to watch you build Arch over the last five and ⁓ five years that I've ⁓ that I've known you. ⁓ and I can't wait to see where the business keeps going over the course of the next five, ten, and twenty as you keep building what will inevitably be the coolest platform in the world for private investments and and and asset owners. It's very exciting stuff. Thanks for ⁓ thanks for hanging out with me today. I really appreciate it. 20260710 MIXDOWN RYAN: Likewise, Jeremie, thanks for having me. ⁓ excited to to chat more. riverside ryan eisenman raw video cfr boardroom blitz 0030: Likewise, Jeremie, thanks for having me. ⁓ excited to to chat more. 20260710 MIXDOWN JEREMIE: I love it. All right. We'll talk soon then, man. riverside jeremie bacon raw video cfr boardroom blitz 0029: Love it. All right. We'll talk soon then, man.