Episodios
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Julian Teixeira is the Chief Revenue Officer at 1Password, where he has grown B2B revenue over 8x and scaled a team of more than 450 in go-to-market. 1Password set the record for the largest raise in Canadian history at the start of 2022 and has raised nearly $1B in capital throughout his time with the company. Prior to 1Password, Julian served as the head of global sales at Lightspeed Commerce, a company he helped scale from startup to IPO and through over 10 acquisitions throughout his decade-long tenure.
In Today’s Episode We Discuss:
04:27 Sales Lessons from Scaling to $1BN in ARR
05:20 How to Create and Master a Sales Playbook
07:53 Lessons on First Sales Hires
09:41 Setting Goals and Targets for Sales Teams
13:22 The Reality of Tech Sales Today
16:19 Evaluating and Managing Sales Reps
19:07 Outbound Prospecting and Pipeline Generation
22:22 Hunter vs. Farmer Sales Models
24:15 Compensation and Specialization in Sales Teams
28:56 Outbound vs Inbound Sales
32:47 Pipeline and Deal Reviews
37:37 Sales Tech Stack and Tools
38:40 Maintaining Sales Morale
44:55 Are Remote Sales Teams Less Effective
46:44 Final Thoughts and Advice
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Anton Osika is the Co-Founder and CEO @ Lovable, the fastest growing startup in Europe. With Lovable, you can turn your idea into an app in seconds with just a prompt. After just 3 months, the company has scaled to $17.5M in ARR. They are adding $2M in net new revenue every single week. Even better, Lovable has 85% Day 30 retention rate, making it more retentive than ChatGPT.
In Today’s Episode We Discuss:
03:41 How a Side Project Turned into a $200M Company
05:39 Why Talent is 10x More Valuable Than Experience
08:57 How to Use a Waitlist Pre-Launch to 10x Growth
12:29 How to Master a Public Launch: $0 - $1M ARR in a Week
18:02 Why Raise a Large Seed Round
22:22 How Sustainable is Lovable and AI Revenue
25:22 What are Lovable’s Biggest Threats: Incumbents or Open Source
27:00 Raising Series A: Should You Always Take the Money
27:46 How to Compete in the US from Europe
28:25 Is Europe as F****** as the World Thinks
29:02 Building in Europe vs. Silicon Valley
31:20 The Future of Foundation Models: Who Wins
33:47 Grok vs OpenAI vs Anthropic: Buy and Short
41:37 Quickfire Round: Insights and Reflections
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Mike Krieger is the Co-Founder of Instagram and now CPO @ Anthropic.
In Today’s Episode with Mike Krieger We Discuss:
03:07 Where Will Value Be Created and Sustained in a World of AI?
04:59 Are Foundation Models Commoditised Today?
08:36 Should Founders Build for the Models of Today or Build for Models of the Future
12:19: Why Will Models Become More Different Than More Similar
16:38: Will Human or Synthetic Data Be More Prominent in the Future
19:28 Model Quality vs. Product UX
23:36 The Competitive Landscape of AI
32:27 Do We Underestimate China's AI Capabilities
33:59 What Did Anthropic Learn from Deepseek
34:07 Is Deepseek a Sustaining and Credible Threat?
37:04 Transitioning from Model Provider to Application Provider
38:26 Where Has Anthropic Chronically Under-Invested
39:08 Why Has Anthropic Been Slow On Consumer Product Development
43:50 What is the Role of a Software Developer in the Future
48:29 Balancing API and Consumer Products
51:09 Is Europe Stronger or Weaker in a World of AI
52:40 Quickfire Round: Insights and Reflections
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George Bonaci is the VP of Growth at Ramp, where he’s helping one of the fastest-growing fintech companies scale even further. Prior to Ramp, George was VP of Growth at Gong. Before Gong, George was at Samsara where he helped grow revenue from $650M ARR, and played a pivotal role in the company’s successful IPO.
In Today’s Growth Masterclass We Discuss:
03:57 How the Best Growth Teams Experiment
05:10 How to Allocate Bets and Resources for Growth
07:09 Velocity vs. Quality in Growth
15:05 The Role of Postmortems and How to Do Them
19:16 Growth Team Structure and Standalone or Not?
20:01 The Three Ways to Find Alpha in Growth
30:01 How to Hire for the Best Growth Hires
31:30 How to do Take-Home Assignments When Hiring for Growth
32:51 Common Pitfalls in Hiring Growth Talent
34:16 Investing in Management and Learning
42:43 How AI Changes Growth Products and Strategies
46:43 Quick Fire Round: Common Mistakes and Growth Channels
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Oscar Pierre is the Founder and CEO @ Glovo, the food delivery site that will get you anything you want to your doorstep. This story is insane, the company was started by Oscar 11 years ago, in their pre-seed round they sold ⅓ of the company for €100K. The company was later saved by a deal they made with McDonald's. The company nearly ran out of money on several occasions, one time the funding round came from the CEO of Rakuten who Oscar met an FC Barcelona drinks. Today, they are a part of DeliveryHero who acquired them for $2.2BN, they have delivered 1BN orders and have almost 60M customers.
In Today’s Episode We Discuss:
04:27 Starting with Nothing
07:30 The First Funding Round: Selling ⅓ of the Company for €100K
09:23 Marketplace Dynamics and Expansion
15:34 The McDonald's Deal That Saved the Company
18:38 Running out of Money Three Times: Fundraising Hell
25:57 International Expansion: What Worked
29:25 Lessons from Failures: What Brazil Taught Us
31:36 How to Win in Emerging Markets
32:02 The Burn Rate (Burning $1M per day) and Investor Concerns
33:29 Scaling Challenges and Competitor Threats
34:29 The Biggest BS Elements of Company Values
35:40 How I Ruined the Culture of the Company
41:14 Layoffs and Talent Management
42:06 Biggest Lessons from M&A
44:41 The Future of Quick Commerce
45:38 Acquisition by Delivery Hero
48:56 Post-Acquisition Reflections
54:47 The CEO on Trial and Facing Prison
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Steeve Morin is the Founder & CEO @ ZML, a next-generation inference engine enabling peak performance on a wide range of chips. Prior to founding ZML, Steeve was the VP Engineering at Zenly for 7 years leading eng to millions of users and an acquisition by Snap.
In Today’s Episode We Discuss:
04:17 How Will Inference Change and Evolve Over the Next 5 Years
09:17 Challenges and Innovations in AI Hardware
15:38 The Economics of AI Compute
18:01 Training vs. Inference: Infrastructure Needs
25:08 The Future of AI Chips and Market Dynamics
34:43 Nvidia's Market Position and Competitors
38:18 Challenges of Incremental Gains in the Market
39:12 The Zero Buy-In Strategy
39:34 Switching Between Compute Providers
40:40 The Importance of a Top-Down Strategy for Microsoft and Google
41:42 Microsoft's Strategy with AMD
45:50 Data Center Investments and Training
46:40 How to Succeed in AI: The Triangle of Products, Data, and Compute
48:25 Scaling Laws and Model Efficiency
49:52 Future of AI Models and Architectures
57:08 Retrieval Augmented Generation (RAG)
01:00:52 Why OpenAI’s Position is Not as Strong as People Think
01:06:47 Challenges in AI Hardware Supply
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Adarsh Hiremath is the Co-Founder and CTO @ Mercor, an AI recruitment platform and one of the fastest-growing companies in technology. They have scaled to $70M in ARR in just 24 months. They are famed for working 6 days per week, 9AM to 9PM. All of their founders are Thiel fellows, they are also the youngest unicorn founders ever with the fundraise announced today raising $100M led by Felicis at a $2BN valuation.
In Today’s Episode We Discuss:
04:36 How Debating Makes The Best Founders
06:05 Do People Treat You Differently When a Unicorn Founder
10:58 Scaling to $70M ARR in 24 Months
13:42 How Culture Breaks When Scaling So Fast
23:49 The Future of Foundation Models
24:05 OpenAI vs Anthropic
24:32 Data: Synthetic vs Human
27:10 The Future of Programming and AI
28:15 The Impact of AI Tools on Software Development
28:51 Why Software Will Become Commoditised
29:55 Network Effects and Marketplaces
33:13 Raising From Benchmark After a Helicopter Ride
37:30 Quickfire Round: Insights and Reflections
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Jonathan Ross is the Founder & CEO of Groq, the creator of the world’s first Language Processing Unit (LPUTM). Prior to Groq, Jonathan began what became Google’s Tensor Processing Unit (TPU) as a 20% project where he designed and implemented the core elements of the first-generation TPU chip. Jonathan next joined Google X’s Rapid Eval Team, the initial stage of the famed “Moonshots Factory”, where he devised and incubated new Bets (Units) for Google’s parent company, Alphabet.
In Today’s Episode We Discuss:
04:20 Interview with Jonathan Ross Begins
04:59 Scaling Laws and AI Model Training
06:22 Synthetic Data and Model Efficiency
12:01 Inference vs. Training Costs: Why NVIDIA Loses Inference
17:06 The Future of AI Inference: Efficiency and Cost
18:15 Chip Supply and Scaling Concerns
20:57 Energy Efficiency in AI Computation
25:40 Why Most Dollars Into Datacenters Will Be Lost
31:05 Meta, Google, and Microsoft's Data Center Investments
41:11 Distribution of Value in the AI Economy
42:10 Stages of Startup Success
43:17 The AI Investment Bubble
45:00 The Keynesian Beauty Contest in VC
48:40 NVIDIA's Role in the AI Ecosystem
53:39 China's AI Strategy and Global Implications
57:51 Europe's Potential in the AI Revolution
01:10:14 Future Predictions and AI's Impact on Society
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Founder and CEO of LADbible Group, Solly Solomou has built one of the largest and most engaged digital media entertainment companies in the world. Under his leadership, LADbible has grown to reach two-thirds of 18-34-year-olds in the UK, with a global audience of over 494 million followers, including 141 million in the US. The company’s content now has a total reach of over 1 billion people worldwide.
In Today’s Episode We Discuss:
From Printer Shop Office to Ringing the IPO Bell:
How did Solly start LADbible with no money and no experience?
How did a moment with Kevin Hart and Ice Cube show Solly that he had something special with LADbible?
In the expansion of the business, what new products did not work? What did Solly learn from the failures of products?
Why did Solly always want to build the business without an external funding?
What are the top 3 pieces of advice Solly gives to young entrepreneurs starting a business today?
The Future of Content and Social Media:
How does Solly see wearables changing the future of media and social?
Does Solly agree that the friendship graph has been eradicated by interest graphs?
Does Solly think TikTok should be banned?
Why does Solly think TikTok Shop is the most interesting product in social today?
Europe vs US: Is Europe F******:
What are the single biggest differences between doing business in the US vs Europe?
Why did Solly decide to go public in London on The London Stock Exchange?
How tough is it being a public company in London?
How important are local liquidity markets if Europe is to regain competitiveness?
If Solly were advising Keir Starmer on how to stimulate growth in the UK, what would he say and advise?
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TS Anil is the CEO @ Monzo, where he has been the mastermind behind the greatest turnaround in tech in the last 10 years. When TS took over at Monzo they had £40M in revenue, very little runway, had a 40% down round and had large layoffs and low employee NPS. Today they are at £1BN in revenue, profitable and the UK’s largest digital bank with more than 10m customers.
From $40M Revenues to $1BN Revenues and Profitable:
1. What are the most profitable elements of Monzo’s business today? How will that change in time?
2. What did TS do with Monzo that he wishes he had not done? What did he not do that he wishes he had done?
3. How does TS approach expansion? How will he win Europe against the competition of Revolut?
4. Why have no European fintechs won when expanding into the US? What do they do wrong?
5. How does TS think about the decision to go public? Will he go public in London?
6. How does TS respond to the notion that Monzo has a “work life balance” culture in the face of the fierce culture of Revolut?
7. What have been TS’ biggest lessons from raising $1BN for Monzo from the largest institutions in the world? What was the easiest round? What was the hardest?
8. What three core traits does TS believe all great leaders need to have? If you do not have them, how can you develop them most efficiently?
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Fabien Pinckaers is the Founder & CEO of Odoo, one of the most incredible businesses that you might not have heard of. Built from the countryside of Belgium, they do an astonishing $650M in ARR, they have over 5,000 employees and have over 50,000 companies as customers. Even better, Fabian openly does not ever want to sell the company, IPO, believes that titles in companies are total BS and most management is done completely wrong.
In Today’s Episode with Fabien We Discuss:
1. Everything You Know About Management is Wrong:
Why is it BS to give people titles in a company?
How does Odoo hire people after only one interview?
Why does Odoo prefer to hire really young people under 30?
Why does Fabien think it is the worst to build a team in Silicon Valley?
2. The Billionaire Who Does Not Care About Money:
Why does Fabien literally not care about money and does not even own a house?
Why does Fabien refuse to ever sell or IPO Odoo?
How does Fabien plan to offer liquidity to investors if he never wants to sell or IPO?
3. Why Did Every VC Turn Down the $5BN Odoo:
What are Fabien’s biggest lessons from being rejected by every VC for Odoo?
What did they not see that they should have seen?
Why did Fabien always want the price of the company on every funding round to be as low as possible?
How does Fabien advise founders on pitching VCs today, knowing all he knows?
4. Scaling to $650M in ARR: The Biggest Lessons:
Why does Fabien believe the biggest mistake companies make is they lose focus?
What did Fabien not do with Odoo that they should have done?
What did Fabien do and invest in, that with the benefit of hindsight they should not have done?
When did the business start to break with scale? What would Fabien have done differently knowing all he does know?
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Sridhar Ramaswamy is the CEO @ Snowflake, the $60BN public company with $3.5BN in revenue growing 30% per year. Sridhar joined Snowflake following his company, Neeva, being acquired by them for $150M. Prior to founding Neeva, Ramaswamy spent 15 years at Google where he had an integral part in the growth of AdWords and Google’s advertising business from $1.5 billion to over $100 billion.
In Today’s Episode We Discuss:
1. OpenAI vs Deepseek vs Anthropic:
Why will OpenAI beat Deepseek? What does no one see with Deepseek that they should see?
Why has OpenAI beaten Anthropic? What elements turn a model from a commodity into a sustaining product suite?
Will model providers become application providers?
Will OpenAI be the biggest killer of startups in the next 10 years?
2. Snowflake vs Nvidia & Databricks:
To what extent is Sridhar concerned NVIDIA will move into the data layer and compete with Snowflake?
How does Sridhar view the competition from Databricks? What have they done better than them? What have they done worse than them and lost on?
Does being private hurt or help Databricks in their fight against Snowflake?
If Sridhar could, would he take Snowflake private today?
3. Leadership, Parenting, Money:
Do richer leaders make better leaders? How does being rich change the mindset of a leader?
What are Sridhar’s biggest lessons when it comes to parenting?
What about the way that Sridhar was brought up, did he do deliberately differently with his kids?
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Brian Tolkin is the Head of Product @ Opendoor where he has spent the last 6 years and is responsible for product strategy and product and design teams. Before Opendoor, Brian spent an incredible 5 years at Uber through their wildest growth periods.
In Today’s Episode with Brian Tolkin:
03:53 Brian's Journey at Uber: Launching China Pool
05:07 Product Lessons from Uber's China Launch
08:22 The Role of a PM in a Pre vs. Post AI World
10:16 Product Development Process in an AI World
17:43 The Importance of Simplification in Product Management
19:21 OKRs and Prioritization in Product Management
23:12 The Importance of Feedback Loops in Product Development
23:38 Evaluating Product Changes: User Adaptation vs. Bad Decisions
25:00 Balancing Gut Instinct and Data in Product Leadership
25:38 The Role of Simplicity in Product Design
27:02 Consensus vs. Dictatorial Product Leadership
27:54 Hiring for the Best Product Teams
31:33 How to do Effective Sprint Management
38:39 Quickfire Round: Insights and Advice
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Max Levchin is one of the great founders and technologists of our time. As the Founder and CEO of Affirm, he has built am $18.7BN monster in the buy no pay later space. Prior to Affirm he was one of the original co-founders of PayPal. Max is also the co-founder and Chairman of Glow, a data-driven fertility company. Max is also an immensely successful angel investor with a portfolio including the likes of Yelp, Pinterest and Evernote.
In Today’s Episode We Discuss:
04:19 How to Hire the Best People in the World
05:05 How to Manage Extreme Personalities
08:18 Biggest Lessons on Trust and What Happens When Lost
12:05 Is Grading Talent A and B Players Total BS?
15:31 How to Think About Calculated vs Uncalculated Risk
27:18 How to Create a Culture of Post Mortems: Step by Step
32:08 Why Every Person Must Write and How to Create a Writing Culture
36:01 Leadership Lessons from Layoffs
38:38 Is Affirm Losing or Beating Klarna in the US?
47:03 Peter Thiel or Elon Musk: Who Would Max Rather Start a New Company With?
48:37 Quickfire Round
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Nabeel Hyatt is a General Partner @ Spark Capital, one of the leading firms of the last decade with portfolio companies including Twitter, Anthropic, Coinbase, Affirm, Discord, Deel and more.
In Todays Show with Nabeel Hyatt We Discuss:
1. The Rules of Investing:
What have been Nabeel’s biggest lessons on price sensitivity? When did he not pay up and with the benefit of hindsight, wish he had of paid up?
How important is ownership to Nabeel and Spark? How does Nabeel think about reserve investing and doubling down?
Why does Nabeel not engage in secondary markets? How does Nabeel think about when is the right time to sell?
Why does Nabeel think the majority of market sizing is total BS?
2. The Venture Landscape: Run by Principles and Broken:
Why does Nabeel believe this generation of AI investing will require a different mindset to the one that made VCs successful over the last decade?
Why does Nabeel believe that venture is currently run by principals and associates? Why is that such a problem?
Why does Nabeel believe that the majority of venture firms today are dead but do not know it yet?
What does Nabeel believe happens to the mega multi-stage firms who have raised billions and billions?
3. How to Win the VC Game in a World of AI:
Infrastructure, models, apps: where does Nabeel believe the most value will accrue in the next decade of AI investing?
What does Nabeel mean when he says there are three categories of AI apps today? Where does Nabeel believe the most valuable will be built?
Does Nabeel believe Deepseek hurt or helped the future for Anthropic? How could Anthropic be a $100BN company from this point?
What does no one see about the next 10 years of AI that everyone should see?
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Wayne Ting is CEO of Lime. The global leader in micromobility, the first to achieve a fully profitable year (2022). Last year, Lime did over $600M in gross bookings, $90M in EBITDA. Their 4-year top-line CAGR is 30%. Before joining Lime, Wayne spent four years at Uber in various roles, including Chief of Staff to CEO Dara Khosrowshahi, and General Manager of Uber's Northern California business. Wayne previously served as a Senior Policy Advisor on the White House’s National Economic Council under President Obama.
In Today’s Episode with Wayne Ting We Discuss:
Is Lime Really a Good Business:
How did Wayne turn Lime from losing $3 on every $1 to $90M in EBITDA?
What worked? What did not work?
What did Lime do that he wishes they had not done?
What did they not do that he wishes they had done?
The Moments that Changed Everything:
COVID: Lime lost 95% of their revenues overnight. What did Wayne and Lime do to save the business in such a short space of time?
Uber Deal: How did the Uber deal led by Uber CEO, Dara, save Lime as a business?
Battery Innovation: How did an innovation on the transportability of batteries and replacing them change the entire Lime business?
The Dangers of VC Funding and Capital Efficiency:
Why does Wayne believe that VC hype cycles are so damaging for companies and sectors?
How did the heat around micromobility damage Lime?
What did Wayne and Lime do to increase their capital efficiency so much? What worked? What did not?
AMA with the CEO of Lime:
What company did Lime not acquire that Wayne wishes they had?
How did having a stroke change the way that Wayne leads?
Which competitor does Wayne most respect and admire?
What were his biggest lessons from working with Dara @ Uber?
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Jonathan Ross is the Co-Founder and CEO of Groq, providing fast AI inference. Prior to founding Groq, Jonathan started Google’s TPU effort where he designed and implemented the core elements of the original chip. Jonathan then joined Google X’s Rapid Eval Team, the initial stage of the famed “Moonshots factory,” where he devised and incubated new Bets (Units) for Alphabet.
The 10 Most Important Questions on Deepseek:
How did Deepseek innovate in a way that no other model provider has done?
Do we believe that they only spent $6M to train R1?
Should we doubt their claims on limited H100 usage? Is Josh Kushner right that this is a potential violation of US export laws?
Is Deepseek an instrument used by the CCP to acquire US consumer data?
How does Deepseek being open-source change the nature of this discussion?
What should OpenAI do now? What should they not do?
Does Deepseek hurt or help Meta who already have their open-source efforts with Lama?
Will this market follow Satya Nadella’s suggestion of Jevon’s Paradox?
How much more efficient will foundation models become?
What does this mean for the $500BN Stargate project announced last week?
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Carlos Delatorre is one of the legendary go-to-market leaders of the last 20 years. Today, Carlos is the Chief Revenue Officer (CRO) at Harness, where he oversees global sales and go-to-market (GTM) operations. Before Harness, Carlos was the CRO @ MongoDB and Navan. Carlos is also an investor with a portfolio including the likes of Modern Treasury and Starburst to name a few.
In Today’s Sales Masterclass We Discuss:
03:48 The Art and Science of Sales
04:42 How to Hire Sales Talent
06:26 How to Build a Sales Team
15:28 Why Every Sales Rep Should do Pipeline Generation
19:45 How the Best Reps to Pipeline Generation
21:34 Biggest challenges of Pipeline Generation
22:44 Pipeline Generation Success Stories
34:59 Sales Metrics and Conversion Rates
35:32 Customer Acquisition Strategies
37:17 Evaluating Sales Performance
39:14 Effective Sales Training
43:10 Pipeline Generation and Deal Reviews
45:05 Maintaining Sales Team Morale
46:20 Verticalized Sales Playbooks
48:37 Addressing SaaS Churn Rates
49:49 Discounting and Deal Slippage
52:02 Transitioning to CEO Role
54:15 Hiring Mistakes and Sales Rep Evolution
57:03 In-Person vs. Remote Sales Teams
57:55 Account Management Strategies
01:02:47 Creative Sales Tactics
01:04:12 Final Advice for Sales Leaders
01:04:46 Adapting Sales Strategies During Crisis
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George Sivulka is the founder and CEO of Hebbia, is one of the fastest-growing gen AI companies and they recently raised a $130M series B. Investors include the company include hailed names such as a16z, Peter Thiel, Index, GV and others.
In Today’s Episode with George Sivulka We Discuss:
04:47 Three Traits The Best Founders All Share?
08:11 How Cold Calling NASA Changed My Life
12:01 From Stealing Food From Stanford to Pitching Peter Thiel
17:22 Lessons working with Peter Thiel
26:39 The Future of AI and Business Applications
33:03 The Future of Employment with AI
33:45 Debunking the Myths of AI Job Displacement
35:09 The Future of Models: Many specialised or few generalised?
35:56 Scaling at Inference: A New Frontier
38:10 The Impact of Scaling Laws on Foundation Models
40:40 The Future of AI and Enterprise Value
43:43 The Geopolitical Influence on AI
45:03 The Commoditization of AI Models
47:47 Why Foundation Models Will Not Follow the Same Path of Cloud
52:53 Why All Companies, Both AI and Non-AI Are Undervalued
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Hussein Kanji is the Founder and Managing Partner of Hoxton Ventures, one of Europe’s leading early-stage firms with mega wins in the form of Darktrace and Deliveroo. Hussein cut his teeth in venture at Accel Partners in his early years.
In Today’s Episode with Hussein Kanji We Discuss:
1. How to Raise a Fund:
What are Hussein’s biggest lessons from his first fund taking 39 months to raise?
Why does Hussein believe you should fundraise for a set amount of time and not to achieve a certain amount of capital?
Does Hussein believe governments should be investing in venture funds?
What are the biggest mistakes Hussein sees emerging managers make when raising?
2. How to 10x a Fund:
What is Hussein’s formula for knowing when to sell an investment?
How did Hussein miss out on making $400M in Darktrace? What did he learn from it?
How much money did Hoxton make from Deliveroo? How did doing 37x on Deliveroo impact how Hussein invests today?
3. How to Build a Team in Venture:
Why does Hussein believe the incentive mechanism for young VCs is broken? Why do they just want to get cash out the door and not worry about quality?
Why is it hard to hire female partners today? What needs to happen for this to change?
What are the single biggest ways that venture partnerships break down? What went wrong between Hussein and his partner, Rob?
4. Is Europe Totally F*******:
Why does Hussein believe small seed rounds are a massive problem in the UK?
Why does Hussein believe the dire state of the London Stock Exchange is not a problem?
Why does Hussein advise companies that the best way to scale is in the US?
What advice would Hussein give to Keir Starmer on how to stimulate growth in the UK?
Why does AI mean that the UK can now compete with the US?
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