Latest / AI for Founders with Ryan Estes / One Problem, Forever

Transcript

One Problem, Forever · AI for Founders with Ryan Estes

0:00
You want to know the most underrated startup move of the
0:02
last decade? Building stealth for 10 years
0:04
before selling a single license. Sounds insane, right?
0:08
Most founders ship at six weeks and pivot in six months.
0:11
This founder waited a decade. No customers, no revenue, just
0:14
five Co founders, A whiteboard and a wild thesis that everyone
0:18
else in automation was solving the wrong problem.
0:21
Then he made an even crazier bet.
0:23
He decided his first customers would only be Fortune 500
0:26
enterprises, the hardest, slowest, most cynical buyers on
0:30
the planet with 0 brand, zero revenue, 0 patience for
0:34
vaporware. In the first big pitch, a
0:36
Fortune 100 telecom listened for two hours and politely showed
0:39
him the door. Then he went straight to the pub
0:41
at 2:30 on a Tuesday. And I don't blame him at all.
0:44
I would have joined him, but he was certain they'd come back and
0:46
he'd win them. A year and a half later, the
0:48
same customer signed a two and a half $1,000,000 deal.
0:50
Today, 85% of his customers are Fortune 500.
0:54
Net revenue retention is above 120 percent, $73 million raised.
0:59
So what's the lesson? He stopped selling technology
1:02
and started selling outcomes. He told customers, don't pay for
1:05
us if we don't deliver. That one sentence shifted every
1:08
conversation from a transaction to a partnership.
1:11
So here's your deep question. What's the one problem you'd be
1:14
willing to solve forever, even if no one clapped for the 1st 10
1:18
years? Welcome to AI for Founders.
1:20
I'm Ryan Estes. This show is for operators,
1:22
builders, and bootstrappers who want to use AI to compound their
1:26
edge before everyone else catches on.
1:28
You'll hear from a founder who's raised millions, scaled to
1:30
Fortune 500 logos, and turn conviction into category
1:34
leadership. And Speaking of edges, our
1:36
newsletter is absolutely cooking.
1:38
It's where we serve up the sharpest AI plays for founders
1:41
every single week. Pour yourself a coffee, head to
1:43
AI for founders.co and get on the list.
1:46
And if this episode hits you somewhere useful, leave a one
1:49
sentence review on your podcast app because every star is a tiny
1:52
vote. For more founders getting
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smarter faster. Let's dive into the episode.
2:00
Sami, welcome to the show. Thank you so much for joining
2:02
me. Thanks for having me, I'm super
2:04
excited to be here. Yeah.
2:07
OK. So we're going to talk all about
2:09
you and your company, Evolute or evoluteiq.com.
2:15
Did I pronounce that correctly? That's right, Evolute IQ it is.
2:19
I love it before. Before we get into that, though,
2:22
I saw something when I was doing some research on you that kind
2:25
of stood out. Former junior rifle shooting
2:28
record holder. My God.
2:31
So you can shoot, you're a shooter.
2:34
I like targets. I like to hit the targets.
2:36
Let's look at that. Very early on.
2:38
This was way back. I mean, I think this was, this
2:41
was back in high school. So I'm talking 8990 around that
2:46
time, but for a couple of years I, I did did hold that record.
2:50
Very happy to do that. Yeah, man.
2:53
Well, that goes a long ways where I'm from.
2:54
I'm a Coloradan, you know, And if you looked up Colorado guy in
2:58
the dictionary, you'd see a picture of me with a pickup
3:01
truck and a flannel shirt with my cowboy boots.
3:03
Like I am a Colorado guy. So I'm an I'm a born sportsman,
3:08
you know, hunting and fishing is a big part of my life and my
3:10
family's life. So are you a hunter?
3:13
No, no, no. This was just for recreation and
3:16
sports. I mean, it was, it was part of
3:19
the school curriculum and part of it.
3:21
So we got to represent my school, my state, and eventually
3:26
do it at the national level, so. Incredible.
3:31
You still shooting? I actually tried archery
3:36
because, you know, rifle shooting is not as easy in in
3:39
the UK as it is probably in the US, But then, you know, not not
3:45
much of it lately. I mean, I think the last time I
3:47
was out there was a couple of years ago.
3:50
Yeah, cool. It's interesting.
3:51
I mean there, you know, when you get proficient at anything, it
3:55
becomes almost like a a lens that you see the world.
3:58
You know, it's like whether it's music or it's martial arts or
4:02
it's like target shooting. You know, there's, there's
4:04
something about, you know, shooting at targets where that
4:07
is kind of analogous to business and everything else, which is to
4:10
say, you know, if you're, you're shooting a bow, especially you,
4:14
you, you're not, you're not aiming for the target, you're
4:16
not aiming for the paper, you're aiming for the middle of the
4:20
bullseye. You know, so it's like that kind
4:23
of like focus is, is critically important and that kind of
4:26
extends everywhere. A lot of times, like having
4:28
focus and knowing exactly what the target is translates to
4:31
success in other domains. Yeah, actually there's much more
4:35
than that. The other, other elements around
4:39
including, you know, if you're out in the open and doing it,
4:42
then it's the wind. It's excuse me, it's the wind.
4:46
It's, it's the different elements and factors out there.
4:49
But more importantly, I think about one thing about target
4:52
shooting, whether it is archery or rifle shooting, is you don't
4:56
miss the target because you know, you, you missed it just
4:59
when you hit it, you miss it when you, when you fire.
5:03
So you got to, you got to prepare, you got to focus, you
5:06
got to concentrate, you got to take all the external and the
5:09
internal elements. You got to stop breathing just
5:12
before you just before you shoot.
5:15
So I think you know if if you've if you started wrong, you
5:19
already, you already lost it. Yeah, I totally agree.
5:23
And I'm going to try and hold this analogy because it's it's
5:26
important. You know, I, I got a new bow
5:28
last year. I, one of my, my last compound
5:32
bow. I like to shoot recurve for fun,
5:34
you know, but you know, for hunt and I, you got to recurve.
5:37
So I got a new recurve because my last bow was stolen out of my
5:40
garage by some, some hooligans. So I, I was doing a lot of
5:46
shooting with my son and you know, he's 17, so kind of
5:49
teaching him tactics and he's, he's big, he's strong.
5:53
You know, he's got all the, the components there.
5:56
But with archery in particular, there's something else.
6:00
You know, like you're saying, there's all these environmental
6:02
things, there's, there's focus, there's the body position,
6:05
there's the draw from your back, there's all these things that go
6:08
into it. But then there's also a feel
6:10
that I really like about archery shooting as opposed to like
6:14
rifles, you know, rifle shooting a hundred 200 yards, 30 out six,
6:18
pretty easy. Honestly.
6:19
I, you know, it's like, I don't practice that much 'cause I'm
6:22
never taking longer than 100 yard shot.
6:24
But with archery, boy you, you really got to practice a lot.
6:28
And it's not just about putting the pin on the target.
6:30
There is like a feel to it, you know, which I think also
6:35
translates to anything we're pursuing, you know, particularly
6:37
in business or helping customers or whatever it is.
6:40
It's like you have a target, but like within like all of the
6:43
mechanics that go into it, there's a gut feeling that comes
6:47
in too. Absolutely.
6:49
I think a lot of, I think any kind of sport, right, not just
6:54
actually, I mean, there's a lot of believing in yourself, sort
6:58
of, you know, letting go at the right moment, staying focused,
7:01
you know, sort of eliminating all the noise around you.
7:06
I think there's so much more to it.
7:07
And then, you know, you got to feel not just the environment
7:10
and the elements around you, but you also then have to feel the,
7:14
you know, what you're aiming towards, right?
7:16
You got to it. It sort of becomes one.
7:18
It's like the, you know, it's when you're building your budget
7:22
and you're planning your numbers for next year or you're putting
7:25
your business plan right. I mean, there's elements and all
7:27
of it, but then you also got to, you got to focus and you got to
7:31
feel the whole thing. You got to, you got to place
7:33
some bets, you got to try and read some tea leaves, right?
7:38
I mean, the wind is blowing east to West, but the, you know, it
7:42
could change direction just when you're about to let go.
7:45
So how do you plan all those things in?
7:47
I mean, so yeah, it's, it's, it's been fun.
7:50
I think it's been a great learning as well.
7:52
Yeah. You know, and it's important, I
7:54
think, to like really kind of meditate on some of these
7:58
attributes of what we do, why we do it, What is it?
8:01
Because, you know, your company, you know, you have an agentic
8:04
automation platform, you're building agents, I'm building
8:08
agents. It's trying to figure out like
8:11
what are the attributes that are going to lead to success when
8:15
you're basically birthing these characters and giving them
8:19
identities, you know, which is a really exciting time because I
8:23
don't know really if it's ever been done before like this, you
8:25
know? So let's kind of use this as a
8:27
bridge to talk about kind of specifically what you guys are
8:30
doing over there at Evolute. Quick side note for founders who
8:35
are using AI to write content, you've probably noticed this.
8:39
It's incredibly fast, but it doesn't really Dr. meaningful
8:42
traffic. And honestly, that's because
8:44
most AI generated content is just average.
8:47
There's no real insight, no depth, no structure, missing
8:50
things like internal linking, and Google's getting very good
8:53
at filtering that out. So instead of trying to just
8:56
prompt better, I actually came across something interesting
8:59
called Neena. It's a system that combines
9:01
human strategy and review with AI writing to create high
9:05
quality SEO optimized blog content that's actually designed
9:09
to rank and keep ranking. What I like about it is that
9:12
it's done for me. Their team handles the topic
9:14
strategy and the content review and data markups for Google and
9:18
turns blog posts into actual long term traffic assets.
9:22
So if you're a founder thinking seriously about organic growth,
9:25
this is one of those things worth paying attention to.
9:28
You can check it out at Try nina.co.
9:30
That's TRYNIN a.cotrynina.co. Every week I sit down and ask
9:38
myself one question. What do founders actually need
9:41
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9:50
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9:53
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10:16
So, so Ryan, you know, Evolute IQ is, is like life's work for
10:22
me and, and my founding partners.
10:25
I mean, all of us have been, you know, sort of involved in
10:29
technology for a very, very long time.
10:31
But you know, we have been conceptualizing this for, for
10:35
pretty much most of our adult life and, and almost all of our
10:39
professional life. And, and the way we thought
10:42
about Evolute IQ was, you know, we wanted to do something which
10:48
would solve the problem rather than parts of the problem.
10:52
What I mean by that is, you know, when we conceptualized
10:56
Evolute IQ, our thinking was, hey, you know, you have all
11:00
these great organisations in different industries and they
11:04
consistently produce outputs, right?
11:07
And there is something between an input and an output.
11:12
And that is the people in these organisations, the culture.
11:15
And then there is the process, right?
11:18
And essentially for people to consistently deliver outcomes.
11:21
And we just spoke about archery and, and shooting.
11:24
I mean, it's, it's a process, right?
11:26
You, you do things in a continuous way, you do it
11:29
better, you do it efficiently, and then you get a desired
11:32
outcome. In any good organization, that's
11:35
what you follow, you focus, you define an outcome.
11:38
And then you, you have these processes which deliver the
11:41
outcomes. And we wanted to sort of build a
11:43
technology that would underpin these processes, right?
11:47
Which is, you know, a technology that could think for itself,
11:52
build things by itself, solve the problem, and sort of do
11:55
whatever is needed from the input to the output and
11:59
eliminate the human intervention and sort of do all the execution
12:03
that is needed to deliver that outcome.
12:06
And that's sort of how Evolute IQ was born, right?
12:09
The whole idea was, hey, we want to solve the full problem rather
12:13
than parts of the problem. We want to automate the entire
12:17
process rather than parts of the process.
12:20
So, you know, building agents, creating engines, what just a
12:24
natural outcome of sort of addressing this.
12:27
And mind you, we started building this many years ago and
12:32
we conceptualized this many, many years ago.
12:35
So it is not about, you know, just the concept and you know,
12:39
building agentic automation platform.
12:41
It is about solving that problem you know, and understanding what
12:46
we need to do it. Yeah, that's great.
12:50
I would love to just hear how it feels for you.
12:55
You know, you've been doing automations and that, you know,
12:57
machine learning and basically, you know what, they started
13:00
really using AI as a catch all for a lot of these things that
13:03
folks been doing maybe 10-15 years.
13:06
But boy, in the last six months it's really turned a corner,
13:09
right? Yeah, I think it's, it's work to
13:13
say, hey, I have an AI firm, right?
13:14
I think everybody wants to, wants to say that.
13:17
I think the, you know, I have a friend who runs a corner shop
13:20
who believes that he, he has AI, you know, stacking all the, all
13:26
the shelves and everything. So what I, what I mean by that
13:29
is we have been at this for a very, very long time.
13:33
And I just want to pay tribute to my partners and my founding
13:38
team, you know, Deepak, Sanjay, Naveen and Arun, all of us, you
13:43
know, we, we conceptualize this way back in 2004, we put pen to
13:48
paper in 2007 and we have been at it, you know, in stealth
13:53
building from 2009 to 19. And then we incorporated the
13:57
company. And so if you look at it, you
14:00
know, everybody talks about AI in the last six months and how
14:02
the market has changed and Oh my God, you know, all these things
14:05
are happening. But for us, we have been
14:07
thinking of, you know, end to end automation for a fairly long
14:11
time. And even before there were LLMS
14:15
or whatever. I mean, our thought was, hey,
14:17
can this piece of technology think for itself?
14:20
Can itself heal, can itself learn?
14:23
Can it do all of this? Right?
14:24
So I think coming back to what I said earlier, the the obsession
14:29
was let's solve a problem, but then keep solving the same
14:33
problem over and over again for the rest of our lives, right?
14:39
And I'll tell you what I mean by that.
14:40
It sounds funny, but you know, it's, it's very weird to say
14:44
that I'm building a tech AI organization that is going to
14:46
keep pivoting. What I mean is if you look at
14:50
human life 400 years ago, you know, health and Wellness was a
14:54
problem. You know, people would fall ill
14:56
or they would die or they would fall ill and people would treat
15:00
them, but it was, hey, you fell ill and so you're getting
15:03
treated and people would give them medicine or fruits or
15:06
whatever that they did 4-5 hundred years ago.
15:10
If you look at it about so very, very reactive measure to what
15:14
happened to an individual's health.
15:16
If you look at it 30-40 years ago or maybe 50 years ago, we
15:20
could run tests on a pregnant mother to know if the child
15:25
would have Down syndrome or any other issues that were there,
15:29
right? And we could proactively address
15:31
those. So, you know, from reacting, we
15:34
went to something which was a little bit proactive.
15:37
If you look at us today, you know, some of us wear things on
15:40
our wrist. You know, we have these smart
15:43
watches and and devices which tell us what our heart rate is,
15:47
what our blood pressure is, how many steps, how many calories,
15:50
all of that. So and so we know exactly near
15:55
real time how our health and Wellness is looking.
15:59
So from being reactive to proactive to near real time, we
16:04
are solving the same problem over 500 years, but the
16:07
technology and the way we solve it and what we do with it is
16:11
completely changed. And if you talk to some of the
16:13
leading life sciences companies and some of the other companies
16:17
that are out there, we take all this data now and we process it
16:22
and we, we can say, Hey, Ryan Samit, you know, you're eating
16:25
habits or your walking habits, you know, based on this data,
16:29
you guys are pre diabetic or whatever.
16:31
But if you address these 4-5 things in your future
16:34
generations or whatever, the chances of them inheriting this
16:38
is, is much lower or, you know, whatever.
16:40
And so if you look at it, you know, I've gone 500 years to
16:43
what it could be in the future. I'm solving the same problem,
16:48
but I'm using technology to do it very, very differently.
16:51
And that's how we conceptualize or that's how we view Evolute IQ
16:55
and the technology that we want to solve the same problem, which
16:58
is the process. But we've moved from, you know,
17:01
hyper automation to intelligent automation or cognitive stuff
17:05
to, you know, the deterministic agentic automation today and
17:09
then the future of singularity or AI wherever we go from here.
17:13
So that's that's how I look at. It and so let's talk about that
17:18
next step, which is then kind of like the prescriptive, like
17:23
taking everything that you've got now and recognizing the
17:26
pattern for pathology potentially in the future and
17:29
then like creating the proper prescriptions now.
17:32
So that might be kind of the next step of like where, you
17:35
know, AI agents and automation is going now, you know, over the
17:39
next 1224 months is like how what indicators do you have
17:43
within your systems and processes now that can inform
17:46
better decisions today? Would you would you agree with
17:48
that? Yeah.
17:49
I mean, we do have a few life sciences customers and, you
17:53
know, healthcare customers who are looking at those models and
17:57
who are looking at those things. I mean, there's so much of data
18:00
available. You know, there's so much of,
18:04
you know, relatability or pattern that is available.
18:08
And you've got all these technology models that are there
18:12
today where you can analyse this data, you can have predictive
18:17
analytics, you can run different models and then you can come
18:20
back and, you know, you can make recommendations, right.
18:23
So we do have a few projects in flight.
18:26
A few of them are beyond the proof of concept of proof of
18:29
value and more into the execution.
18:32
And, you know, it's very exciting to see that you could,
18:36
you know, based on data, you can address certain things that
18:39
could happen a generation later or, or at least avoid it or, or
18:43
look out for it as, as you sort of look into the look into the
18:47
future. I think the best part about AI
18:49
is it's not just about reading tea leaves.
18:51
It's sort of looking into this very well and looking into the,
18:58
you know, the crystal glass. Yeah, totally.
19:03
You know, it's interesting because I talked to a lot of
19:06
founders. I'm picking everyone's brain and
19:09
I I couple of motivations. One of them is my daughter is in
19:12
college right now and she's trying to figure out what she
19:14
wants to do for a career. And obviously it's just not that
19:17
clear. So I talked to to founders CE
19:19
OS, you know, hey, what are you hiring?
19:21
Who are you looking to hire? They're like AI native.
19:23
We need AI native people in this organization.
19:26
So I say, you know, what's AIAI native?
19:28
They're like, I do not know. I'm like, OK, OK.
19:31
Or people are like, they're scrambling, they're like, we
19:33
need an AI transformation. We need to be AI native in our
19:36
company. It's like, what is that?
19:38
Well, we don't know. We got ChatGPT subscriptions for
19:41
everybody. Does that count?
19:42
So, you know, with your work, what's really interesting is
19:45
it's, it's consultive in a, in a, in a sense, because, you
19:48
know, Step 1 of engaging with EIQ is to define your goals.
19:53
Are you starting to see that people are kind of walking in
19:55
like with their, their hairs on fire?
19:57
They're like, we need AI stuff and they don't really know where
20:00
to pin that goal. Yeah.
20:03
I think the biggest thing, you know, the good and the bad of
20:06
social media and marketing is we have created so much of
20:10
information and some of it is chaos.
20:13
And you have in the end created, you know, a confused buyer or a
20:18
confused customer or a, or a confused enterprise owner,
20:22
right? Because there's so much of
20:24
information. And then every week or every day
20:27
we see new releases coming in different organizations
20:30
announcing, you know, a different model or a, or a
20:33
different platform release, which can do so many other
20:37
things. And So what tends to happen is,
20:40
you know, there's like this buying freeze, right?
20:43
I mean, people are like, should I do something or should I wait?
20:47
You know, should I put my money on the table or should I just
20:50
wait for, you know, the next role?
20:52
Maybe that's a better one than this one.
20:54
And we are seeing that happen all the time.
20:57
I mean, when I walk into a room, I see a lot of my customers
21:00
asking so many questions. And so I think it is a great
21:04
time to be, you know, somebody who is part of an organization
21:08
like Evolute IQ because, you know, it is.
21:11
I believe it's the responsibility of a vendor
21:14
partner or a technologist to educate the customer.
21:18
I think this is not an opportunity to sell.
21:21
This is an opportunity to educate because if people don't
21:25
understand what they are buying, you know you're never going to
21:29
have a long term relationship. It just becomes a transaction.
21:32
And I think, I know I'm talking at a philosophical level rather
21:35
than a technology level, but the truth be told, I think a lot of
21:39
people don't understand what AI truly means.
21:42
They don't understand whether they need it.
21:45
They don't understand. I mean need is.
21:48
Pretty. Obvious.
21:49
I think everybody needs it. Sorry, but I think, you know,
21:52
everybody thinks they want it. But how do you want it?
21:55
What do you want it for? You know, Are you ready for it?
21:58
Is your organization ready for it?
22:00
Do people really understand what you're going to do with it?
22:03
So I think it's a, it's a massive opportunity.
22:05
And I think any deal that we have won, I think obviously we
22:09
win because, you know, we've been in all the Tier 1 analyst
22:13
reports and, you know, obviously the technology is phenomenal and
22:16
we get a lot of accolades, but it's also because people trust
22:21
us to do the right thing. They trust us to to explain to
22:25
them what is happening, what it can do for them, you know, how
22:28
they can use it, what are the kind of people that will use it,
22:32
what is the outcome that they can derive from it.
22:34
And one thing we have done, Ryan, is we have started betting
22:38
on, on our technology. We have started betting on
22:41
ourselves. So what we say is, hey, if we
22:44
don't deliver the outcome that you want, then don't pay us,
22:48
right? And that's sort of making them
22:51
understand. And so when you say that both
22:53
parties are now committed to define what that outcome is,
22:58
right? I mean, in, in a very simplistic
23:00
way, let me tell you this. If you're going to buy a car
23:03
from me, I'm not saying here's the car for $90,000 or $100,000
23:08
and then go fill the gas. What I'm saying is tell me where
23:11
do you want to go, right? Or, or rather lease the car or
23:14
rent the car. I'm saying don't, don't ask me
23:16
about the price. Tell me where you want to go.
23:19
You said you want to. So do you want to drive from New
23:21
York to Colorado? OK, great.
23:23
That's what you will drive. That's the distance you will
23:25
drive. Once you reach Colorado.
23:27
You pay me for the gas and you pay me for this and you pay me
23:29
for what you have experienced and where you have reached.
23:33
Now you need to define where you're going exactly.
23:36
You need to tell me, you know, hey, listen, I need to go to St.
23:40
#14 house number 5, right? You need to be specific.
23:44
And based on that, we when you reach there, you got to pay.
23:47
So see, I'm forcing you to think, I'm having forcing you to
23:50
have clarity, but at the same time, I'm trying to understand
23:53
how are you going to drive? You know, how long are you going
23:55
to drive? Are you going to take breaks or
23:56
whatever? You know, that's the thing.
23:58
And that is very, very important for a responsible software
24:03
vendor, for an AI native platform like Evolute IQ and for
24:08
me and my Co founding team and my colleagues at Evolute IQ to
24:12
be that transparent to the end customers and sort of help them.
24:18
It's a great. Analogy, you know, cuz people
24:20
get lost in the technology to use kind of your analogy if
24:24
they're like, hey, we want to go to Colorado that's the outcome
24:27
we want to go to Colorado specifically, we want to go to
24:29
the foothills over by where Estes is at.
24:31
We want to go we want to go shoot some bows, you know and
24:35
then you're like OK, that's great and they're like yeah so
24:38
the kind of car we want is like a classic 67 Cadillac.
24:42
I really want to, you know, a sunroof and I want leather
24:46
interior. Like no, no, no, no, no, no.
24:48
Don't think about the car. Like let's think about going
24:51
shooting these bows. Like keep a focus on the outcome
24:54
you want. And then the technology that
24:56
gets there almost becomes absolutely, absolutely.
25:01
See Ryan, the biggest mistake Lord of my peers make or lot of
25:06
technology companies make is we try to sell technology do a
25:10
business. I mean, your business is
25:12
interviewing people and creating great, fantastic content on
25:17
podcast. Do you really does it really
25:19
matter to you what kind of technology or what is the exact
25:23
thing below that right? I mean it doesn't similar
25:27
similarly just. One SEC.
25:30
Sorry, sorry. You'll have to cut this out.
25:35
I got a call from a customer. No, no.
25:37
Problem not sorry, so let. Me say that see, the biggest
25:40
mistake a lot of my peers make is that, you know, they they try
25:44
to sell technology and a software to the buyer.
25:48
That's not. It's not their business.
25:50
I mean your business is making good content on podcasts.
25:54
You really are not concerned whether your current screen is
25:57
of a certain make or whatever. You, you are looking for good
26:00
sound quality. You're looking to make sure that
26:02
when, when we are talking, you know, things don't break.
26:05
Similarly, A retailer who's manufacturing, you know, say
26:10
chocolates or whatever, they want to make the best
26:13
chocolates. They want to sell the most
26:15
chocolates in the world and they want to make sure they make the
26:18
best margins in their industry. They are not interested that
26:22
they're running the best AI model or they're running the
26:25
best, you know, workflow tool or they are doing the best
26:29
analytical tool. No, they are interested in
26:32
growing the business. They're interested in delivering
26:34
value to their shareholders. They're interested in ensuring
26:37
that the customers are consistently.
26:39
Happy and I think if you. Understand that you got to work
26:43
with them to deliver that rather than here is my technology and
26:47
this is what it can do for you. Let's let's do.
26:50
This for, for folks that are maybe a little bit in the weeds,
26:52
maybe they're, they're just like thinking about the technology,
26:55
not the outcomes. Maybe we can list some common
26:57
outcomes that like almost every company could benefit from
27:01
automation or AI tools. The one that comes to mind for
27:04
me is I like to have an end of the day report from absolutely
27:08
everything that's happening in my organizations.
27:11
And when I've tried to be a stickler about this, it feels
27:14
punitive, like humans don't like you looking over their their
27:18
shoulder and, you know, sniffing their hair and seeing what what
27:21
they're up to every day. It it feels like they're on a
27:23
pip. So, you know, it kind of wanes
27:25
And instead it kind of becomes kind of a weekly recap or maybe
27:28
a bi weekly report. And then I'm not getting what I
27:31
want, but I have to sacrifice that because I want the team to
27:34
have what they want. But now you can kind of get a
27:37
really good snapshot if, you know, with the agents that are
27:40
kind of crawling all over your organization at the end of the
27:42
day, they can show the output very simply automated, where I
27:46
can be like, that makes me feel great.
27:48
So that's an example of one. What are maybe some other
27:51
automation and AI examples? Yeah, you know, I think.
27:55
A lot of us, I'm a stickler for scorecards and KP is right, I
27:59
think I like to skip keep score and and that's the most
28:04
objective way of knowing whether you know an individual or a
28:08
group of people or a team has delivered to what we want them
28:11
to do. And I think probably that's why
28:13
I like my customers to measure me on outcomes because I want to
28:16
deliver for them. I think a lot of organizations
28:20
create these scorecards and then, you know, there's a lot of
28:23
data that needs to get forward from different systems or
28:26
different people or different departments to say if you know,
28:30
John Smith or Jane Jane Doe or whoever it is has delivered to
28:34
what they promised to or whatever.
28:36
I think in the current scenario with different agents, you know,
28:39
being there, all this data can get consolidated on a daily
28:43
basis or, you know, whatever in the time frame that that you
28:46
want these agents to do that. And you can literally in real
28:49
time know, hey, you know, what my Minnesota department is
28:53
really doing well on sales or my, you know, factory
28:57
manufacturing unit in Philippines is behind or in
29:00
China is behind that or they need certain inventory and
29:05
things like that, right? That you can in, in absolute
29:08
real time know what's going on rather than and, and evaluate
29:12
people against it, right? I mean, if, if there's an
29:14
inventory manager whose only job is to make sure all your
29:18
manufacturing units globally never go below, you know, 70% or
29:23
40% inventory, you would know, if something was happening, you
29:28
would know it real time, you will have access to that.
29:31
And you can then say, Hey, listen, you know, because
29:34
otherwise this kind of data gets missed.
29:36
You do it once a month. People can you know, they can,
29:39
they can do, they can massage the data and things like that.
29:42
So scorecards, getting real time data towards the scorecards,
29:47
measuring it, that is one, tracking your inventory, that
29:51
could be another. There are so many other things
29:54
specifically in the healthcare space, in the insurance space,
29:58
you're tracking your bills, tracking your insurance claims
30:01
on our daily basis. There's so much going on between
30:04
the providers and you know, the payers, you know, then there's
30:08
the customers or the other the patients, you know, who have put
30:12
in their claims, you know, tracking that on a daily basis.
30:15
All those things, you know, agent AI can make it very
30:18
simple. You can have all these different
30:20
agents and my personal favorite is one of our customers, but
30:24
whom, you know, we run the whole a warranty management.
30:27
This is a medical device manufacturer and you know, the
30:31
entire warranty management for their pacemakers is now run on a
30:37
blue tyke, right? So at any point in time their
30:41
organization knows how many pacemakers are out there.
30:44
What kind of, you know, reflection parts do they need?
30:47
And they get that on a near real time basis.
30:50
So that because in this case, if something goes wrong and the
30:53
parts are not available, you know, you're, you're looking at
30:56
a life loss rather than just a financial loss, right.
31:00
So I think, yeah, some of the other ones, I mean, if you want
31:03
to have some fun with it, I have, I have some agents running
31:08
and calling on my, on my personal computer and they track
31:12
to take care of my nutrition. They give me recommendations in
31:16
terms of what tasks that I need to do before I do.
31:20
So. I mean, it's how much, how, how,
31:22
how, how much of your personal life you're opening up and
31:26
letting and, and it's, it's pretty cool.
31:28
It's pretty exciting. You know, it's, it's also a toy.
31:32
I mean, I, I, I feel like I have my own personal dreams at times.
31:36
You know, who's there my own man's Friday and I, I can have
31:41
conversations and, and no stuff. It's, it's fairly exciting.
31:44
What what this can do for you? It is fun that that the, the,
31:51
the toy aspect is something I kind of miss.
31:53
You know, early on that's all I was doing was just playing
31:55
around with it, which is really fun.
31:57
You know, now it seems like it's implementing all these systems
32:00
and operations. I got to get back to that, you
32:02
know, you know. Speaking of KPISI, want to go
32:07
through some of yours because you've had an extraordinary run
32:10
in seven years. You guys are very, very
32:12
successful. It looks like you've raised
32:14
about 70 million across a few rounds, led by Baird Capital.
32:19
85% of your customers are Fortune 500 enterprises.
32:23
It looks like you're doubling, almost doubling ARR every single
32:27
year. Extraordinary.
32:29
I'd love to go back to the beginning, you know, enterprise
32:32
customers and notoriously difficult to get.
32:34
When you were thinking go to market in the beginning, how did
32:37
you kind of capitalize? Did you use design partners?
32:41
How did you kind of find your first few customers, you know?
32:44
When we started Ryan, we decided we will only sell to Fortune 500
32:48
customers and the reason was we said Whistle, a Fortune 500
32:53
customer has all the possible reasons why they don't want to
32:58
buy from you, right? They already have what so many
33:02
technologies and you know, so much of legacy systems, they can
33:07
pick up the phone and call whoever they want to call and
33:10
those guys will be there and such deals with them.
33:13
They pretty much have bought every single software or
33:15
technology that is out there on, you know, multiple year
33:19
contracts and all of that. There is definitely, you know,
33:23
behaviour, culture, territorial stuff, you know, name, name the
33:28
issue. And then above all, when you're
33:30
a startup, nobody wants to bet on you when you have 0 revenue
33:33
or you know, 100K of revenue. Because the question then
33:36
becomes, hey, you know, are you going to be around if I beg
33:40
this? So we said, hey, you know what
33:42
we, we believe we have the conviction that we have built an
33:45
awesome technology. We have been at it for a very
33:47
long time. We were the. 1st.
33:49
Guys out of the door back in 2019 that said that you know,
33:53
you, you need to address the process.
33:55
It needs to be end to end. You need to have a full stack.
33:58
Everybody else was talking about you know, RPA and Barts and
34:03
Workflow and ITSM and all of that.
34:06
We were the only guys even from day one we were saying end to
34:11
end process, end to end stack, right.
34:14
But we said we will go with that to the Fortune 500 customers and
34:18
we will convince them that that is right.
34:20
And it was, it was not an easy task.
34:22
So the way we did it is we are a very partner centric
34:26
organization. So we we generate a lot of our
34:29
business to our partners. And even if we go direct, we
34:33
bring in our partners, you know, tier one partners like HCL tech
34:37
or you know, PwC or you know, we have a lot of those guys on our,
34:42
on our partnership. Very, very few of them.
34:44
When I say, Lord, I don't need hundreds, but we have about 15
34:48
key partners that we work with. But these are guys who have been
34:51
in in with the end customer, with the Fortune 500 customers
34:55
for many, many years, right. One of our partners is, you
34:59
know, WNS Cap Gemini, they've been with us since the very
35:02
beginning and, and they've been around for a very long time.
35:05
They have depth of experience with, you know, the insurance
35:09
industry or the healthcare industry.
35:11
And the thing was, you know, what is important to us was.
35:17
The customer. Needs to believe in whoever is
35:20
bringing the solution. And there's nobody better than a
35:22
personal who has been with them for, you know, 20 years, 10
35:26
years has a phenomenal track kicker because then it only
35:30
becomes about is the technology good enough?
35:32
And I think we were, we were very, very confident from day
35:35
one that we have. And you know, my thing has
35:38
always been, hey, here is my technology, here it is
35:42
out-of-the-box. Open it, see it, touch it, feel
35:45
it. What we are saying about the
35:46
technology is what you get. It is not a figment of our
35:49
imaginations. It is not going to be the next,
35:53
you know, it's not a PowerPoint deck and it's not going to be
35:56
something which is coming in the next release.
35:58
If I'm telling you it is here, then you you can use it, you can
36:02
touch and seal it. That's one of the reasons why we
36:04
spent 10 years building the platform before we even
36:07
incorporated the company. We kept getting feedback from
36:10
prospects and friends and partners, but that was the
36:14
conviction. So yeah, we, we, we went with
36:16
partners who had credibility with the Fortune 5 hundreds.
36:20
And that is a big plus because we were unknowns, but we were
36:24
active. And then, you know, The thing
36:26
is, once you get in the door and you genuinely deliver and you
36:29
consistently deliver, you know, then it's just a matter of, you
36:34
know, people knowing and scaling and believing in you.
36:36
And you know, as one of the features is, you know, we have
36:40
120% customer in an NRR, right, which we have as, as A.
36:45
And then I think that is a bigger metric than doubling my,
36:48
my ERR, because the fact that my existing customers continue to
36:52
grow with me and, and they do that, that is much more
36:55
satisfying than than anything else.
36:59
It's an amazing model. You know what, what's kind of
37:02
sticks out is it's you had a lot of faith in yourself.
37:04
I mean, you built for 10 years without any customers.
37:08
Yeah, I mean. That's what I said, right?
37:10
So it is life's work for for the four, five of us.
37:14
And that's why I said I feel privileged to be the only guy
37:17
talking. I wish I could get my band here
37:19
and then all of us could talk together.
37:22
But you know, it's it's not just the five of us who thought about
37:26
it, but it's also the the 100 and 2000 and 30 people who
37:30
believed in US. See, one thing I'll tell you
37:32
about founders and Co founders, right?
37:34
You believe in yourself, so you take a bet.
37:37
But I give a lot of credit to employee number one, to employee
37:41
number 60 or even employee 100 because they are betting on your
37:46
dream and they are betting on you.
37:48
They they believe you will make it right.
37:51
And I think so. So I feel extremely privileged
37:54
to sit here and talk on behalf of all these hundred 120 people
37:57
that we have in the team who believed in this and who made
38:01
this happen. So yeah, it's it's been a
38:04
fundraise so far. I love it and and that's a very
38:08
clever back door into massive enterprises and smart, you know,
38:14
so you, the, the partnerships you made was they, it sounds
38:17
like they were kind of design partners.
38:19
So these are vendors that are already serving these Fortune
38:21
500 companies and you're having conversations with them for 10
38:25
years, like, hey, what are you seeing?
38:27
Where's the gap in the market? Here's what we're working on.
38:29
What do you think till you get it to a place where they're
38:32
like, hey, we need this now. And so they're basically
38:35
backdooring you into their customers saying like, look,
38:38
Sumeet is able to to do this, this full process and, and we're
38:42
still a great component of it right here.
38:45
But you need to see Sumeet's scope and what they can do with
38:49
Evolute. And then so, you know, and, and
38:52
then, yeah, like you said, 120% NRR, which is unbelievable, you
38:56
know, especially for tech or SAS platforms, which where churn is
39:00
like just the, it's the C word, you know, that they don't even
39:04
want to discuss. I I used to ask people about
39:06
churn and I, it got so uncomfortable.
39:08
I just stopped talking about it because it's brutal.
39:11
Yeah, but I. Think Nancy, our focus has been
39:15
1 customer at a time, right? We are in no hurry to to conquer
39:20
the world because what we believe in as we have a good
39:23
tech, we have a good. Bunch of customers.
39:27
We want to keep working. I mean we have not.
39:31
If you asked me, we did a very bad job of marketing in the
39:34
past. We never went around something
39:36
artist saying listen we are so awesome.
39:39
Instead of that, I think every time we made some money we made
39:42
sure we investigated and doing something for our end customers,
39:46
you know building something with them.
39:47
And the only ask we had from the customers was if you really
39:50
think we added value and we did something nice, just, you know,
39:54
tell somebody else about it or you know, give us a reference
39:57
rather than me going out and you know.
40:02
Sponsoring. Stuff for attending events and
40:04
telling the world how great I am.
40:06
I think that's what we focused on.
40:08
And I think it's speed off because I have had a few
40:11
customers who have in the last 7-8 years, teams, a few
40:14
organisations and they brought us in every time they went.
40:18
And I and I don't think I can have a better, yeah, a better
40:22
marketing engine than than my customers.
40:26
Yeah. I love it.
40:28
OK, we're at the time in the podcast where we're going to
40:30
enter the quantum round. Are you ready?
40:33
OK. What?
40:34
What is that? That's something interesting.
40:37
I don't know. I'm trying to figure it out.
40:38
But I was like, we could do the lightning round, but that that
40:44
doesn't seem like 2026. We got to go to the quantum
40:46
round. You see what we're doing there?
40:48
You go, I talked to you then my my for a left road map because I
40:51
was like, man, that was so stealth that.
40:55
Makes do you have something, some quantum action going on?
40:59
What's going on? Ryan.
41:03
If I if I, if I tell you, then yeah, I need to fire you, man, I
41:06
thought. You're going to say you have to
41:10
kill me. So I like hiring is much better.
41:12
You know, I'll take. A job and.
41:14
Be inside track. Yeah, you.
41:15
Know, I thought of saying completing in the way it's
41:18
naturally said, but then I stayed away from it.
41:20
Considering you're a hunter, I said, you might as well be
41:22
better. That's right, I'm dangerous, but
41:27
very slow. I'm very slow.
41:30
OK. You're in London right now, why
41:34
are you not in the States? You know, very, very interesting
41:40
question. I'm wondering whether I should I
41:42
tell the truth or should I answer no, my action.
41:47
Well, the truth is my, my wife refers to be in London.
41:49
She likes it here. So that's that's one way of now
41:53
the children actually running global organizations.
41:56
I see London is a good, good midpoint.
42:00
The reason being, you know, I think so I do keep a house in in
42:06
the valley. So you know, we do, you know,
42:09
Bay Area, I do frequent that we got an office there as well.
42:12
But I think when you're running global organization, when
42:15
you're, you know, your customers are global, I think it is
42:18
important to also be closer to the customers and closer to the
42:21
teams. And London sort of allows you
42:23
to, to do that working out of multiple time zones.
42:27
Also from a travel perspective, I mean, New York is, is just a
42:31
few hours away. The continental Europe is an
42:33
hour, Asia just a few hours away.
42:35
So it's not a burden in terms of travel.
42:39
And in my role and my job, you know, most of the times I'm on
42:42
the road anyways. So I guess I come come to London
42:46
to do my laundry. But the rest of the time I'm
42:49
pretty much on the road in front of customers.
42:51
So it's cool you. Know all the folks I talk to
42:55
from London are trying to get out of there.
42:57
They just talk about it like it's some depressing place.
43:01
What is it that your wife really enjoys about London I.
43:05
Think it's the weather. I don't think she likes the hot
43:07
weather in California. Yeah.
43:11
Well, in the Bay, it's kind of cool.
43:12
I mean, if that's too hot for don't go to Arizona.
43:18
No, I. Think yeah.
43:20
I think. Yeah, it's the weather.
43:21
I My only thing to learn was I wish you had told me this before
43:25
marriage. We could have looked at it
43:28
because I gave up. You don't like.
43:30
Yeah. Because I gave.
43:30
Up sunny California for London. Yeah.
43:32
I mean, it took some time. I mean, you don't give up
43:35
California for London, but it grows on you, I guess.
43:38
I mean world wise it makes it easy.
43:41
Cool. I love it.
43:43
You talked a little bit about some of the stuff you're doing,
43:45
personal optimizations, maybe some fitness trackers and stuff.
43:49
What are some other kind of fun tools and toys and experiments
43:53
you're running with AI right now?
43:55
On a. Fortunate level.
43:56
I mean, I'm trying to understand, you know, how AI can
44:00
help my, you know, day training. I love to do some of that on my
44:06
E trail account. And so there's a few experiments
44:10
I'm trying to run. I mean, obviously giving access
44:13
to your bank accounts is not something I would recommend to
44:16
anybody or the smartest thing to do.
44:19
But it's it's a very fortunate thing that I want to understand
44:22
if the agent that I've built understands my personality of
44:27
how I like to trade and how I like to do things.
44:30
And you know, is it intuitive for the agent to understand my
44:34
appetite for risk on based on certain parameters and things
44:38
because, you know, I have a higher appetite when it comes to
44:41
a certain industry. I am sceptical about a certain
44:44
industry. There are times in certain
44:47
geopolitical news for which I react in a particular way.
44:50
And I have seen the agent sort of mimic it at times.
44:54
It's not there yet, but it's it's just some it's a fun
44:56
experiment because I would love to love to have, you know, a
45:01
mini me sort of doing that because if somebody they really
45:04
pick it up, they do it in my personality.
45:06
Man, I could be making money and works great.
45:10
About it. Do do you have a separate bank
45:13
account for that agent? Yeah, yeah, yeah.
45:15
Yeah, that's why I said, I mean, yeah, yeah, it's, it's not, it's
45:19
not exposed, but yes, I do. I mean, I started with dummy
45:22
data and then I started, you know, doing it with with small
45:26
amounts. I mean, I've got to, I've gotten
45:29
comfortable up to a certain amount, but I think there's it's
45:32
a long way to go. Give me some of the.
45:35
Attributes that you're training this agent for of what what
45:38
would be a successful trade or what you're looking for for a
45:41
successful investment and maybe red flags that you're training
45:44
the agent to make sure they avoid actually Ryan.
45:47
What I, what, As I said, when I'm trying to get this agent to
45:50
behave or understand my personality, my appetite for
45:54
risk, my reaction to certain geopolitical news or my reaction
45:59
to certain technology launches or whatever.
46:02
Because if I look at myself, you know, I, I read a few things
46:06
every day. And then based on that, I will
46:08
say, OK, you know what? This is what I'm going to do.
46:10
This is not what I'm going to do and this is what I like to do.
46:13
And if, if I look at it over a period of time, there's a fear
46:17
pattern, right? I read Reuters, I would look at
46:20
Bloomberg's. I will look at what, you know,
46:22
some of these tech giants are doing, some of the celebrity
46:26
personalities that are there in tech, what they talk, whatever
46:30
certain geopolitical stuff that I see, what I like, what I don't
46:33
like, and then I react affordingly, right?
46:35
I will, I will dump some stocks based on certain things.
46:38
I will buy something or I'll double down on something.
46:41
So I'm getting that agent to sort of shadow and track these
46:45
things, put all this data which I've done and sort of put in
46:50
there and create. I mean, it created a fantastic
46:53
spreadsheet and a fantastic chart and sort of flag the, the
46:58
thing that, and it tells you something about your
47:00
personality, right? I thought I was a very
47:03
aggressive cool dude and it, you know, I'm an aggressive cool
47:07
dude in a, in a particularly safe environment kind of a
47:11
thing. And I've started seeing that,
47:12
whereas because when certain geopolitical news come, I see
47:16
that I calm down and that's something I didn't know about
47:18
myself, but the data and the pattern.
47:20
And now the, the agent has started mimicking that, not to
47:25
the absolute extreme, but but start of doing that.
47:28
And that's the cool part of it, right?
47:29
I mean, it's as I said, I mean, if, if I can make a mini me and
47:34
just have it installed on the other machine while I'm working,
47:37
I I don't have to keep, you know, tracking the ticket all
47:41
the time. Credible.
47:44
I love it. I want access to that
47:45
spreadsheet. I need help.
47:48
Do you? Have investing.
47:49
Instincts, but but it is you. But this is about my in.
47:55
I wanted to invest like me, right?
47:57
I'm not expecting them. So do I I want to.
48:00
Invest like you too. Give me this.
48:04
Off off the record, I can. I'm happy to share because I
48:08
will train my. Investment agent and then I will
48:11
have your agent to give tutelage to my agent so we can learn
48:16
better. And now you're talking like my
48:19
elder daughter, but sure. Amazing, incredible success over
48:26
the last seven years. But I'm sure those first ten
48:28
years of building in the dark without customers were
48:31
harrowing. What were some of the ways that
48:34
you and your team kind of kept each other going, kept each
48:36
other inspired, kept each other like pushing through for those
48:39
those 10 years so. Ryan, I think a lot of that
48:42
friend in boast to, you know, Sunday and the 2025 or the
48:46
people along with Naveen who sort of doubled down and focused
48:50
on the technology and believed in, you know, we will continue
48:55
to build. And I think it's very difficult,
48:59
you know, to swim in an ocean when there's nothing on the set.
49:02
You don't know whether you're going to reach the shore.
49:05
And so it was all about, you know, the vision and the
49:08
technology build, believing that, you know, this is where we
49:13
want to go. But the most important thing
49:15
I'll tell you that works for, I said, I think.
49:18
We have been. Very lucky.
49:20
And we have been very good at sort of reading the tea leaves
49:22
both in terms of what we built as technology, but also what we,
49:27
what we created as a, as a, as a distribution channel and the
49:32
business model. I think both have worked for us.
49:36
And it was so, so to answer your question, it was about swimming
49:39
in the dark and believing in each other, sort of knowing
49:42
that, you know, just going, going, going all in.
49:46
I mean, it's not, it was, it was not a measured this.
49:49
And I'm answering on behalf of all of us, like it's not just
49:52
me, as I said. So this answer is actually again
49:55
a tribute to the rest of the team, which is not on the call,
49:59
but that's how we did it. Yeah.
50:03
It's also a testament, you know, there's a lot of like talk and
50:06
dreaming about the, the one person Unicorn, the like that
50:11
can happen because, you know, when you have a solid team, you
50:15
can go so much further. You know, it's like if you go
50:17
alone, you go faster, but if you go together, you go further, you
50:21
know, And I think people need to be reminded of that when they're
50:23
like, we need, I need one person and 17,000 agents and I can
50:28
conquer the world. It's like, man, sometimes,
50:30
especially in the beginning, you need somebody patting you on the
50:33
back when you're crying in your beer.
50:34
You know what I mean? Yeah, I, I.
50:36
I tell this to all my acquaintances, friends, anybody
50:40
who wants to do a start up right?
50:41
I said, don't do it alone. I mean, you know, it's, it's
50:45
really, it takes a lot out of you and it's a lot of people
50:49
have this misconception of, you know, I've saved the money for
50:52
two years or I've saved money for three years.
50:54
I have this great idea and I'll make it happen.
50:57
And I'm like, you know, it's not about the money, It's not about
51:00
your savings. It has I mean, great that you
51:02
can take that chance. I mean, but that's just the
51:04
financial aspect. I think conviction and passion
51:08
and, and especially conviction and passion when things are not
51:12
going your way, you, you do need people around you who have the
51:17
same belief and the same vision and the same purpose, who are
51:20
going to rally around you and going to be there.
51:23
Because you know, I'm, if I sit here and I tell you that,
51:26
listen, you know, I, I've never had a dark day or I never,
51:31
that's all bullshit. I mean, the truth be told, you
51:34
know, whenever you start something on your own and, and I
51:37
had the benefit of having a good bunch of people around me.
51:41
I mean, so we could talk, we could share.
51:43
And even then there were days like, you know, and I, and this
51:46
is one of my favorite anecdotes, right?
51:49
We had just started a loot IQ and, and wheel on my shelf.
51:52
We went to this large telecom provider who was a prospect and
51:57
we went and we pitched A loot IQ and we said we're going to
52:00
change the world and end to end automation and all of that.
52:03
And this gigantic, large Fortune 100 enterprise looked at us,
52:08
let's talk about two hours and said that's what we think we
52:12
will get to in 20-30. And this was in 2019.
52:15
And very politely showed us out of the door.
52:18
And both of us went to a pub at I think 2:30 in the afternoon on
52:22
a Tuesday and sat there and said, why the hell are we doing
52:27
that? Why didn't we lose, you know,
52:28
give up some good jobs to do this, right?
52:30
And that's the truth of it. But then, you know, by the end
52:34
of the fourth point or third find the 4th point, I think we
52:37
both were like absolutely sure that, you know, we we're going
52:41
to go back and we're going to convince and do all this.
52:43
And you know, a year and a half later, the same customers
52:47
started doing something like 2, two and a half million of
52:50
sterling worth of licenses. So there are bad moments.
52:55
Never do it alone. But in my personal opinion,
52:58
anybody who decides to do something on their own and
53:01
starts, I think is a winner because it takes a lot more than
53:05
finance. It is the last mile.
53:07
The actual thing is storage, you know, jumping off the Cliff,
53:11
irrespective of having the parachute that the jump, when
53:15
you actually do it, I think you're a winner anyways.
53:18
So it doesn't really matter what the outcome is.
53:20
In my books, you're an absolute winner.
53:24
Beautiful. I love it.
53:26
The last step is just the courage to keep it going.
53:29
Yeah, amazing. Kind of wrapping up here.
53:33
This has been so much fun to me. I really appreciate it.
53:36
Are there any like business ideas this audience loves
53:39
business ideas that you think could do really well right now,
53:43
but you just don't have the time or you're not the person to do
53:45
it. That's very interesting, Ryan.
53:51
You know, I think, I think any, anything that we can build in
53:57
technology, but which is outcome driven.
54:00
And I know I'm making a very, very big generic statement.
54:04
But if there is any task that we all are doing, if we can commit
54:10
to outcome. I mean, as I said, right, if, if
54:13
in very simple terms, if you could build, build a curriculum,
54:17
but you only charge for the education, actually there is a
54:19
successful graduation of an individual.
54:22
I think that's agreed using AI, right?
54:25
Teaching the course, getting the individual to go through the
54:29
course and qualifying and getting an outcome.
54:31
I would, I would say something like that would be a brilliant
54:34
idea. I think at this point in time,
54:37
anything that you can commit to an outcome and you can use, you
54:41
know, the AI to do that. I would say the brilliant idea.
54:45
I'm sorry, I'm not being specific because there are a
54:48
couple of patients I have in the mix.
54:49
So I don't want to, I don't want to give that away, but it goes
54:55
in the back. Pocket, yeah.
54:56
But you know, hey, even even the small thing that I said, right,
55:00
the the trading agent and things like that, if you can, you can
55:04
create one for nutrition for yourself or you know, just
55:08
anything, anything about a daily task where you can again, commit
55:12
to outcome, I think would be a great business idea, just one.
55:17
Incredible Sumeet this has been so much fun.
55:21
Thank you so much for coming on the show.
55:23
I want to encourage everybody to go check out evoluteiq.com to
55:28
see the the fruits of this incredible company.
55:31
It's been awesome. Couple of shout outs Sarabi
55:34
shout out to you. Shout out to snuggly Ruby in
55:37
Connecticut. Sumeet What When is the best
55:40
place for people to connect with you online?
55:44
It's my e-mail sumeet@evoluteiq.com.
55:48
I'm also on LinkedIn. Happy to answer any questions or
55:52
get connected. Fantastic.
55:55
And we'll put all the show notes in wherever you're listening to
55:59
this. It should be down there.
56:00
You can connect with Samit and check out Evolute IQ.
56:03
Thank you so much, Samit. Have a wonderful day.
56:05
Thanks. I really appreciate it.
56:07
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