Startup Fundraising Strategy & Pitch Practice Office Hours Replay! [VIDEO]
Our free Startup Fundraising Video Office Hours help early stage company founders worldwide learn how to raise money for their startups.
The fun, friendly live video Q&A sessions answer financing and strategy questions from entrepreneurs from all over the world with FREE expert startup advice.
The latest free lunchtime session hosted by our CEO, Scott Fox, was December 16.
To watch the new Startup Office Hours replay click here.
Startup Founder Discussion TOPICS This Month
For Decembr’s free Startup Fundraising Office Hours, StartupCouncil.org CEO Scott Fox took lots of questions from startup friends worldwide.
These mostly focused on helping startup founders accelerate their fundraising process to raise money from angel investors and venture capital firms including:
Mustafa from Orange County California practiced his investor pitch for his medical device and software startup
Byron practiced his investor pitch, too. He's looking for venture capital for his educational robotics kits
Jonathan from Austin just completed an AI coding training program. He practiced his venture capital pitch for the new AI agent service he wants to launch soon.
Mojeed from Phoenix had questions about structuring his new AI company
Edie from San Francisco asked Scott about investor interest in her mental health startup business
May asked in the chat about the seasonality of pitching investors, and how effective cold emails and submissions are. (Answer: They are not - but with one important exception.)
Plus, Scott answered many questions from the live chat, too, as well as sharing the excellent input from other viewers who offered suggestions, feedback, and advice for each other.
And (as usual) everybody wanted to know the best resource to find early stage investors interested in their startups. Answer: Google + https://www.StartupInvestorsDirectory...
And much more, as usual!
Watch the free replay for startup founder pitches, and the expert investor feedback they got!
To watch this month’s Startup Office Hours replay click here.
And see a complete TRANSCRIPT BELOW.
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Great to see everyone and congratulations on progress you are making with your startups!
JOIN STARTUP OFFICE HOURS LIVE NEXT TIME to WATCH & COMMENT:
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MasterMinds Startup Fundraising Office Hours TRANSCRIPT for december 16, 2025:
0:00
It's time for startup fundraising office hours. What does that mean? Why do we do that? Well, we do it because you have
0:05
questions, right? Startup founders from all over the world join us at startupconsil.org because they have questions about
0:12
strategy, about growth, about raising money, and all the things that go into being a startup founder. It's a
0:18
difficult road, one that uh those of us who are entrepreneurs, while we choose to walk it, but it doesn't mean that you
0:24
don't need help, right? Even Olympic athletes have coaches. So, I'm here to try to help you to the extent I can
0:31
based on my years of experience as a startup founder and these days mostly an investor. So, thanks for joining us here
0:36
for startup office hours. It's a free service of startup council.org. Like I said, right there. We're a worldwide
0:42
community service group that helps early stage founders connect with the resources that they need to accelerate their success and build their companies.
0:50
So, if you're here tonight, thanks for joining us from uh YouTube or LinkedIn or Facebook or maybe you're listening to
0:56
the podcast later or or maybe you're listening later to a YouTube rebroadcast, right? Or the recorded
1:02
version and all your questions are welcome. That's what we do here is we take questions and I'll do my best to
1:08
answer what I can to help you and we also benefit from the other folks who are here with me. Right? So, we've got
1:14
people tuning in from all over the world and we'll be happy to help you watch uh not just watch, but actually
1:20
participate. I'll turn on the chat room here in a second and we'll have people uh combining their intelligence and
1:26
their expertise to help suggest uh paths to success for our founders. So, if that
1:31
sounds like you and then you're in the right place and I look forward to you participating here in startup office hours. So, we're going to have um qua
1:38
some investor pitches as well. So, two-minute pitches so we can practice for feedback and I'll be giving you my
1:45
best insights based on my years of experience. So, oh, so why? Who am I? Why have I got the microphone? Well, first of all, because I picked up the
1:51
microphone, right? Uh, any of you could do this. I'm not some genius, but I do have the luxury of being a successful
1:57
serial entrepreneur. I've been doing this for decades. And I built a bunch of companies, large and small, most of
2:03
which you wouldn't have heard of, but a few that you probably have. And I've written these books. Uh, for example, these three in the middle, these are in
2:09
English. and the rest are foreign translations. So we are uh worldwide in
2:15
that sense because uh the books are in many languages around the world. So if you've read one of my books, thank you. And there's another book coming which
2:21
will be specifically about how to raise money. So keep your eyes open for that in 2026. But we really do this I do this
2:28
really because I want to help people um get to the inside. I came from the
2:34
outside without um many resources and no connections into the world of technology or tech. And I kind of taught myself all
2:41
that stuff. And that's why I started writing books 20 years ago and why I'm writing this new book and why I do these
2:46
broadcasts because I want to share this expertise with you. So that you can figure out how to get from the outside
2:53
to the inside as well. How you can unpack the knowledge that's in your mind so that you can come online and build a
2:59
business that reaches people, hopefully solves some problems, and along the way maybe makes some money and makes the
3:06
world a better place. So, if that sounds like the right uh agenda for you, then we'll spend the next hour, hour and a
3:11
half together, and I'll be happy to help you um get familiar with the world of startups. So, let me just say before I'm
3:18
going to turn on the chat room here in a second, but um the uh please do oh, invite your friends. That's right.
3:24
Please go ahead and invite your friends while we're getting started here. There's time for everybody and I'll try to stick around and answer as many of the questions as I can. So, if there's a
3:31
friend of yours who's an earlystage entrepreneur and you'd like a friendly uh expert mentor sort of advice, and
3:37
that's why I do this. I see a lot of people all over the world. I speak all over the world. I I just got back from
3:43
Malaysia where the US State Department had me speaking about innovation and uh encouraging the startup ecosystem and
3:48
entrepreneurs in Southeast Asia. And um I can't do that much of it one-on-one.
3:54
So, I try to do it in venues like this that can be helpful to a lot of you at the same time. So, please do invite your
3:59
friends right now and uh like and comment and all that stuff, of course. And of course, also let me point out
4:06
that uh this is not qualified legal or financial advice. You should consult your own experts. I've been doing this a
4:12
long time and I have a lot of opinions about this stuff, but that's all they are. They're my opinions. So, go ahead and uh consult your own professional
4:18
advisors when you are making financial and career decisions, okay? I'm just some guy you met on the internet. Also,
4:25
just FYI, this is being recorded and shared worldwide online. So, it is public and uh your contributions here
4:32
are likely to be heard and seen by others. So, don't say anything too confidential or anything stupid, okay?
4:38
And we'll do our best to get everybody included here. And head on over to Startup Council right now and you can
4:44
we've got seven, actually, we have more than seven now. I need to update that. We got free newsletters to help you with fundraising. Uh especially if you're in
4:50
different parts of the world. We're spreading out across the world to offer services to help connect founders in different parts of the world and we'd be
4:57
happy to help you as well. Uh let's see. Okay, so let's turn on the chat room here and um
5:06
let me find that for you if that sounds like the right thing. And yep, we got a few people here watching. So let's see
5:11
who's here with us. And you folks, where is it? There we go. Chat. Okay. All
5:18
right. So now the chat room is going to start loading. So, those of you who are there we go. Uh, looks like Miguel is uh
5:24
on uh what is that? That's YouTube, right? Okay, awesome. Miguel, I will uh look forward to answering your question
5:29
in a couple minutes. And other folks, um come on in and say hello. Let me know where you're from. I always find it
5:35
interesting to fe to hear where we're reaching. And I'd love to hear for the moment at least. Make sure there's uh
5:40
that this is working on LinkedIn because we have some trouble on LinkedIn or if you're on Facebook like let me know, say
5:46
hi, where you're from and what network you're on. That would be really helpful for me at least. And of course, can you hear me? Oh, there's Mustafa. Hello,
5:52
Mustafa. You're local. Nice to see you. And I guess you guys can hear me. So, that's that's always a good sign. Uh, I
5:58
got to do that tech check, right? Okay, cool. So, it looks like the chat room is mostly working. All right, so let's get
6:05
going here and see. Um, okay. So, I don't see anybody in the backstage. So,
6:10
Mustafa and Miguel as well, if you want to come backstage, then you want to come
6:15
I mean to be on camera is what that means, right? So I can certainly talk um to your text questions. So if you're
6:22
feeling shy, that's fine. But let me find the um
6:27
the other link. Pakistan. Hey Riaz, nice to meet you.
6:32
Wow. Okay, here it is. founder office hours.com. So if you go over there, founder hours.com, that should take you
6:39
backstage. So turn on your webcam, make sure your microphone's working, and if you want to come back there uh and
6:45
actually talk to me, then be happy to do that. we'll bring you on camera and we'll have a discussion or if you want to practice your pitch, right? Like
6:51
Mustafa was one of the ones who wrote in uh in advance and I very much appreciate
6:56
that when people do that gives me a little bit of a chance to think about it and uh Mustafa wants to talk about his
7:01
uh A1 diagnosis company uh and happy to do that Mustafa. So why don't but I need
7:06
you to come use the other link I just posted there founder officeour.com and the rest of you if you'd like to join me
7:12
on camera please do that and we will um bring on camera. Okay. So, let's get
7:17
started with the um well, let's do Miguel's here to start. And the rest of you, please say hello and let us know
7:22
where you're from. So, Miguel says, "Hi there. I just joined." Um
7:27
uh yeah, I will. Uh yeah, use that URL, Mustafa. Um okay.
7:35
No, that's not what I wanted to do. Um oh, J. Michael de Maritzio. Oh, back
7:41
after two years. All right. From LA. Nice to see you. Thanks for joining us. Let me Okay. Okay, how do I do that?
7:47
Let's see. Chat. There we go. Okay, so let's bring up Miguel's question. Well, it's a little too long to fit, but you
7:53
get the idea here. I just joined. I'm a startup founder of a SAS and SAP company, software as a service, and
8:00
probably software as a platform. I'm guessing it's a data science AI helped
8:05
company. I just got an investor, but some rejected us, I think, because we denied them having equity. Okay, so I'm
8:12
sorry. I guess that's not a question. Okay. Well, that's some good background. Um if there is a question miguel go
8:17
ahead and put that in the chat room and happy to follow up for that. Um yeah well if they don't give you equity then
8:23
I don't know uh that they will want investors want equity so I'm not sure if
8:28
there's a question there or not. Um the Earl Mustafa is founder office hours.com
8:35
founder office hours.com I just got it. Okay. Yeah J Michael the free
8:42
the stream froze but we're still here. Okay. All right. So, here is Mustafa and
8:48
he's gonna come here with me. Hey, there he is. Hey, Mustafa. Hi. How are you? Can you Hey, nice to see you.
8:54
Nice to see you, too. I'm so happy to to join here, actually. Excellent. Excellent. Yeah, we met uh
9:01
when was that one of the events I was hosting? Uh, Angel Group invest Minister is I I
9:08
presented everyone. Yeah, that's right. Right. Right. Okay. That I was hosting that event. Yeah. Yeah, that was cool. was so good. I I
9:15
was really happy to meet with you over there in person also. Oh, excellent. Great. All right. Well,
9:20
do you want to practice your pitch tonight? That's kind of that's what you emailed about, right? Yeah. Yeah, definitely. If
9:26
possible that Sure. Well, let me let me explain how we do it here and that way the audience can contribute as well. So,
9:33
we do just a two-minute pitch, no slides. It's just verbal. And um the
9:38
idea of course is for you to do your pitch. That's the easy part. So, but what we want from the audience,
9:43
everybody else listening, is what you think, right? Because I don't have all the answers. I'm just a guy. So, I certainly have a lot of opinions. I've
9:49
done this many times, but I would love to hear and so would Mustafa love to hear what you think of his pitch. So,
9:55
we're probably not going to debate so much the strategy of the company. We're kind of going to presume that it makes
10:01
sense. He's a smart guy. Um, and we don't have time to get into all the details, right? but as a as a show we're
10:07
gonna have him pitch and then would love your feedback on what he could uh do better or what was missing or what you
10:13
liked of course is always valuable feedback too. So just kind of the the uh pros and cons kind of feedback, right?
10:19
And uh and I will add my comments as well. So uh and you all can do that in the chat room. Uh so let me grab my
10:26
where's my phone? We'll do two minutes. So I'll put a timer on just like they would like Well, you've done this, right? We did this together on stage
10:32
whenever that was a month ago or so. Yeah. Um, and let me get my twominut timer
10:39
and then we'll hear Mustafa. Mustafa is already done this, so should be pretty good. And then the rest of you, um,
10:48
let's see. Let me just answer this. I did try to participate on camera, but couldn't find the Earl. The URL, guys,
10:54
is founder hours.com. Go to founderofficour.com.
11:01
Founderoffour.com. Okay, there we go. All right, so now Mustafa is gonna um gonna give us a shot
11:09
here. Ready? Okay, I'm ready when you are. Okay. Uh I can we can start.
11:14
Yeah. Hi everyone, my name is Mustafa. I'm a CEO of A1 Diagnosis. Uh would you like
11:20
to see the future clearly? Would you like to evaluate your eye health before vision loss happens? 20 million
11:28
Americans have rated mular degeneration which cause central vision loss. It is
11:34
irreversible and it is detected after damage happens.
11:40
I would like to explain our uh technology in a simple language. When we get older some cells in our eyes start
11:47
dying. Where the cells go after dying? They go to the blood. uh previously we
11:53
couldn't detect them in the blood because our technology was not advanced enough right now we can detect them in
12:00
our blood because our technology very good very advanced and our AI platform
12:06
analyze this sales product and provide risk assessment for ACS multiple
12:12
degeneration before vision loss then you are think healthy and then we can give
12:18
you risk assessment how it works when the person go to the doctor family
12:24
doctor office and withdraw the blood and send it to us. We analyze it our
12:29
advanced technology and provide the risk assessment uh for the patient and for the doctor.
12:37
Who we are? I'm a medical doctor and I perform research University of California for six years department of
12:44
dmology school of medicine. Uh co-founder Dr. Badai is Stanford
12:49
scientist and has extensive experience on regulatory process.
12:55
Uh here is the opportunity. We are working only one disease right now but we will extend risk assessments for
13:02
autism, Alzheimer and other diseases step by step. What we
13:08
have done we uh completed proof of complet concept studies. Our next step
13:15
is the perform study for cleatification. Okay, sounds like we're out of time.
13:20
Thank you very much for everyone. Thank you so much. Yeah, so it's hard in two minutes,
13:25
right? Yeah, it's fine. Just one one sentence. $1 million will be used for clear
13:32
certification. Oh, you were almost finished. Okay, almost. Yeah, thank you very much. Well, that's a great point. Like if
13:38
you're that close for you, but to everybody else because we're talking everybody, right? just keep going. Like
13:44
tell them like make a a gesture like I got it. You know, okay, I get it. Or or
13:49
like one second and you'll they'll we'll we'll generally let you finish, right? Nobody's trying to be mean.
13:55
Yeah, it was just one one sent is left. $1 million used for the clear certification. Yeah. Thank you.
14:01
Perfect. Okay. Well, that's a key point. So, yeah, glad glad you got to that. Okay. So, everybody in the chat room,
14:06
what did you think? like if you have suggestions, it would be great to have um all of you contribute your comments
14:13
of pluses and minuses on what he could or should do well or could or should do better, right? Um I'll I'll go first. Um
14:21
so, um it was very good. You're very fluent at this, right? You know what you're talking about. Given the short
14:27
time span, I guess so I'll try to you know what could be better. Uh given the short time span, it's tough to fit
14:33
everything in. So, I was wa I just happened to be watching the clock cuz my you know my phone's sitting right here in front of me and you it was over a
14:40
minute before you got to really what you were doing like you were explaining macular degeneration and stuff like that
14:46
which is important but I I think most people have some idea about that at
14:51
least older people which is most investors so you probably don't need to explain that the medical side of it as
14:59
much I think you should get to the business quicker because what I didn't here. It was I I don't I still don't know. Is
15:07
it software? Is it hardware? Is it a lab process? Like I don't know how you're
15:12
doing this. Like you said, advanced technology. You said some other things. Like I'm sure it's cool, but I don't
15:18
know what it actually is. And it would be a lot better. Like I said, I'm working on this new book and I think one
15:24
of the things I'm going to recommend everybody is to have what I'm calling an anchor phrase, which is right at the
15:31
beginning, like you said. Hi, I'm Mustafa and I would say upfront, I'm a medical doctor. Like, get that right in because you that wasn't until like
15:37
threequarters of the way through. That obviously makes you more qualified than me to do this, right? You're you're the
15:42
man. Um, I'm a medical doctor who's and I'm we're doing this. We make this for
15:48
these kinds of people and it's software, hardware, whatever it is. And we're this
15:54
far along in terms of money like or something. just like one sentence like just to so we know what you're even
16:01
talking about because we have no idea where you're going. Right. Right. Right. Yeah. Like a summarizing
16:07
in a one sentence, two sentence in the beginning, everybody will know what what we are doing.
16:12
Exactly. Like a a positioning statement you might call it. Maybe that's a better way to put it. Yeah. Exactly. And then then I can know right like okay so what
16:19
I'm expecting Okay. So this is a medical I still don't even know. Is it a device or is it software or
16:25
uh basically in this the instrument we analyze it but end of the time we got
16:31
the 10,000 molecules and analyzing the AI platform we have own algorithm and to
16:37
provide us the res there's a two things like a blood
16:43
analysis in the advanced device plus using the AI this uh okay data and then
16:51
to to So is there a hardware component? Are are you are you using up? Yeah, we have hardware component and
16:57
software component. So new hardware something new not existing hardware. No, this is the existing hardware.
17:03
Existing hardware. Okay. So this is algorithm is the new one. Okay. So that's what I would be clear about because investors hardware
17:09
investors are very different than software investors. So you're a software company is what you're saying. Okay. So you need to say that because I
17:16
I literally don't know you know um and that's a very different thing, right? because hardware is hard and it's very
17:23
expensive. You got to get all those FDA approvals and like it's medical devices. So, it's not a medical device at all.
17:29
So, it's software. So, that needs to be like right up front in your positioning statement. uh we we need the uh for the
17:36
this is a hard uh I mean this is a not new hardware but uh we need the in our
17:42
instrument need the clear certification regular approval we need it but we don't
17:47
produce the device we will just get the device from the company and we analyzing with the blood
17:54
and uh our algorithm is new part this is right okay so that that's what you need
18:00
to say right because especially I'm not medtech investor. I'm more a software guy, right? But position that right up
18:07
front so that those who are listening can go this fits in my box or it doesn't fit in my box. And those who whose box
18:14
it fits in will perk up because like, oh, this is my kind of guy, right? And and then they will listen more closely.
18:19
If you don't give us a positioning statement, we're all kind of half listening and hoping we can figure it out and you're making it too hard
18:25
because at the end I like I said, I still didn't know what it was. And um
18:30
the what it is we investors tend to invest on whatever it is like our
18:37
mandate is we do software we do hardware or we do what you know or medical device right etc
18:42
right exactly right I think we can say more software part actually I I yeah
18:48
yeah well and and you said AI right you didn't wait you waited till the end to say AI that's another thing those are
18:54
you have four letters that you should say a lot MD D AI. Like, dude, you're
19:00
you're like way ahead of most people, right? And you're you're a modest, friendly guy, so you're not waving that
19:05
flag, but that's a big deal. If you're an MD who's qualified to work
19:10
in artificial intelligence, I mean, you've eliminated what 98% of the human race.
19:16
I really appreciate it. Thank you so much. Yeah. Yeah. Yeah. So, um, so yeah. So, I would emphasize your credentials, the AI, and
19:24
clear be clear about what it is. And then the piece that you didn't get to too much is what's the model? Like who's
19:31
the customer? I didn't hear that at all. Like is it the hos? And you don't need to answer me. We don't have we got to move on to somebody else.
19:37
But is it the hospital? Is it insurance reimbursement? Is it individual? You know, is it direct to consumer? Like
19:43
like give us some sense of the model and the go to market because how you're going to reach these people is
19:48
important. And especially if you have an advantage somewhere in there that will differentiate you like you're really
19:55
good at AI or your uh your go to market strategies because your partner you know is a huge has huge connections somehow
20:03
with the hospital systems or something you know like emphasize the good stuff because in two minutes you don't have
20:08
time to explain it all like you just want to seem really sexy and and have us
20:13
want another meeting right yeah definitely yeah our goal is to get the second meeting
20:19
Exactly. Exactly. So, cool. Well, let's see if anybody um had anything to say in
20:24
the chat room. Let's see. So, Jay Michael says, "I've heard similar people pitch about medical startups. What I
20:29
often hear for feedback is patents." Yeah, that's fair. An approval timeline in the medical space to get the product
20:35
to market. Yeah, those are all fair points for sure. Um I Yeah, patents are good. And then, um the time to market is
20:43
a big one, especially if you have FDA hurdles. It sounds like you might have uh what do they call that in the medical
20:49
space like prior art or uh 501k like it's already been kind of cleared and you're repurposing it.
20:55
Yeah. Yeah. If you have those kind of advantages I I would throw those out.
21:01
Um in in these days uh we are little bit changes the our direction is the billion
21:09
to one and also exact sciences there's a two successful company and they go to clea ka is like a
21:15
one-year process to get the regulatory approval and then Medicare or other companies uh like a insurance companies
21:22
they pay it and after that they starting the one year later get the revenue and they go
21:28
to the FDA. This is a process actually. I see. Okay. Yeah. Yeah. So that's interesting, right? And you know,
21:34
investors love companies that have revenue because it shows this is the key point I make for everybody. We really
21:40
need to know that somebody other than you and your team and your mom care,
21:45
right? Like if you have people wanting to pay and actually paying, even if it's just a a crude prototype early stage
21:51
version, that's really important for us to know. So that's that's cool. All right. Well, great. Well, good to
21:57
see you. I hope that was helpful. much. I really appreciate it. Thank you so much for you and everybody. Great. Thank
22:03
you. Good to see Good to see you. All right. So, that's our friend Mustafa. All right. Now, how do I Hang
22:09
on, Mustafa. I don't know how to turn you off. They they like I said, they Oh, there it is. Okay. All right. Well, nice to see you. All right. So, now we've got
22:16
Byron and Mojid backstage. So, I'm going to bring both of them on and we can figure out just guys just don't pitch me
22:22
yet, but just let me tell you what do you guys Hey there. Um what do you guys want to talk about? like uh just give me
22:28
the the the headline like what's on your mind. Uh Byron, why don't you go first? What's
22:33
your question or topic? Well, uh I would like to practice first of all. Well, first of all, nice to see
22:40
you again. Uh I was in the TSA event. I didn't see you there for the first
22:46
time at university. Yeah. Yeah. And you emailed in, didn't you? Thank you. Thank you for saying. Yeah, exactly. And uh well basically
22:53
yeah I I would like to practice and yeah a couple of questions about what will be like next steps here in the US for you
23:00
know making this happen. We have some experience with the company. I have uh several business stop that's enough.
23:07
We'll come back to you. Um okay so Mojid how about you? Mojid did you wanna he just turned off his camera. Mojid did
23:13
you wanna Okay. Well that makes it easy. All right. Well Byron you're up. Okay nice to see you again too. Um,
23:21
let's see. I'm trying to What's the best uh camera here? Let's try that. Picture and picture. Yeah,
23:30
let's do this one. Okay. Then we can see you. Okay. So, do you want to start with the pitch or do you want to start with
23:35
some questions? Um, yeah, I will start with the with the
23:42
pitch and then I I will proceed with the questions. Fair enough. Okay. So, let's uh So, let
23:47
me remind everybody. So, two minutes. No slides, just verbal. And he's gonna give us tell us about looks like Crebbot.
23:55
It's a robotics related company. And then you meaning everyone watching and me will give him some feedback to help
24:01
him make his pitch even better next time. And we do have people who come back month after month and you see their
24:06
pitches get a lot better. So um he and I will both appreciate uh feedback from the audience. So okay. So I'm going to
24:13
put two minutes on here uh Byron and you can start whenever you're ready.
24:19
Okay. Well, thank you. Uh, did you know that in less than five years, 170 millions
24:25
new robotics related jobs will exist worldwide? Yet, almost half of the US
24:30
jobs face automation risk. Creot is a robotics company. We design and manufacture our own robotics components
24:38
here in the US. Uh, we also develop educational robotic kits. Just in 2025,
24:44
we deliver 1,500 robots to an educational program that was founded by US Embassy in Guatemala.
24:52
Uh we're just about to launch the first educational robotics platform. This platform will connect industry experts
24:58
and users who want to build their careers in the new robotics economy. Uh
25:03
this platform will will function over a subscription price of $39.99 per month.
25:10
Very affordable. This this provides all this will be providing to the users all
25:15
the components and the courses access and basically everything that user need
25:22
to make a career in robotics. Just thinking about this um in our case as a
25:29
company we only need 1,600 active subscribers from one year to
25:35
generate a 5x return. uh we are looking for an investment of 100 uh 150 uh
25:46
150,000 in investment. Uh given our goal that is reaching 100,000
25:53
users over the first year that's only a 2% of conversion rate. Um, we are also
26:02
on the pathway to sell very very soon in the platform of Kickstarter, one of the
26:10
biggest robots that we have produced yet. And basically, this is going to be the first international program that is
26:18
focused only on robotics. Let's think about platforms like UDI. Udei, they
26:23
sell you a bunch of different courses. We are only targeting the robotics market and we are producing not only the
26:30
courses but also the hardware that is going to be involved in this uh in this
26:37
part of the educational programs. Okay. Times up. Any any last thoughts or
26:42
is that it? That's good. Okay. All right. Good. Well, nice job. You're very um articulate and friendly.
26:49
That always helps. Um okay. So, audience, who has suggestions? What What could he do better? It was it was pretty
26:55
good, right? What could he do better? Um if there's room for improvement, I'm sure he'd like to hear it. That's why we're here, right? So, okay. So, my
27:02
thoughts um my thoughts would be, well, you already have 1500 kits off to Guatemala. Good job. And you've got a
27:08
SAS sort of business here. That's great. Um the mission is obviously a good one.
27:14
And everybody knows robotics is just man, it's a wave, right? So, it um I think investors would be interested in
27:22
uh participating in that wave, right? if you give them an opportunity to benefit from from the wave. Um, I guess my
27:29
question and and this probably we don't probably don't have time to get into it, but just for you to think about, you
27:34
come across kind of nonprofit, right? Which is not a bad thing. It's just not investors don't invest in
27:40
nonprofits, right? So, um, if you're selling things, I would need a stronger
27:47
business case, right? Like you said 40 40 a month, like how many of those could you sell? and you know, give me some
27:54
numbers to string it together, right? So, like what what's the what's the potential of this as a business? I mean,
28:00
I totally get that you could help a lot of people and I'm down for that. That's very cool. But if you're talking about an investor pitch, it's got to be I need
28:07
more numbers basically, right? So, the fact that you have sales already is awesome because that suggests that
28:13
people, like I said to Mustafa, you know, somebody else cares other than your mom. That's that's a key key
28:18
hurdle, right? Um, but if you're going to try to raise money on a business basis,
28:26
that's different. And the other reason I asked that is because $150,000 is is not
28:31
enough for investors for venture capital, right? If you only need $150,000,
28:37
most investors will say incorrectly or maybe unfairly
28:43
raise that on your own like from your friends and family and your credit cards, right?
28:48
Maybe you don't have friends and family or $150,000 credit limit, but that's most investors are rich and they don't
28:55
they forget what it's like not to have resources, right? So, um that's such a
29:00
small amount of money that Kickstarter sounds more obvious as you mentioned or um a grant sort of program, right?
29:07
especially if you've got this nonprofit angle. Maybe this is something that would be supported by some regional
29:12
government or, you know, program or or a foundation, that kind of that kind of
29:18
vibe, right? Um, so I guess if you're going to pitch this as an investment, I
29:23
would, like I said, I'd want to hear more what we we call it unit economics. We make this many of these things at
29:29
this price. We sell them this we expect to sell this many with this kind of margin. Like give me an equation, right?
29:36
that and it doesn't have to be all we all know it's kind of BS but just that shows your thinking about how this works
29:42
and um and then you would get into like uh cost of customer acquisition um and
29:49
competition things like that because there's two road three roads I guess really to to sell this right you've got
29:55
um direct to consumer which you mentioned which is totally a thing there's also businessto business so like
30:02
maybe you do wholesale to I don't know to high schools you know, who would need a lot of these? I don't know. Um, but
30:08
then then the in between is kind of the nonprofit thing of like you supply them, you know, at at low cost to community
30:15
organizations. Um, which is a again a lovely thing to do, but not something investors are going to get excited about
30:21
financially, right? So, I think you kind of got to pick your lane and be a little clearer because you mentioned kind of at
30:27
least the way I heard it and I may be wrong and we forced you into two minutes which I know is artificial, but you know
30:33
what which one is it? you know, um, and and and is that a path that that, uh,
30:39
that investors would be excited about that? So, does that make sense? Is that useful?
30:45
Totally. I I do appreciate uh I didn't knew that I sound like I was uh selling
30:52
or I was trying to do something like nonprofit. Basically, that's not the business model. Okay, we manufacture all
30:58
of the parts, all of the components, all of the robotic kits we put into boxes and our main business is to sell them to
31:04
final users. Now we have a subscription model where we will be providing hardware and all as well as the access
31:12
to this educational platform which is going to you know uh probably was the
31:18
way that I I have explained it and just as an example I did use this educational program that was funded by the US
31:25
embassy last year in Guatemala because they were my first client after you know
31:30
uh a lot of years uh because I did close this company for the pandem for because of the covid 19.
31:38
So recently I did move to the US because right now seems to be like the best uh
31:43
place to do this kind of startup again and because everything is US manufactured uh seems to be like a good
31:50
point for selling to local government actually there's a big amount of
31:55
fundings from the US government available for robotics companies right now and you know my in my experience was
32:03
that US government will be pay you very well uh as as long as you you
32:08
manufacture most of the components and in robotics is even a little bit harder because they will give you um a
32:15
documentation where you must testify that you are not getting all of those parts from China for example or from
32:22
other other governments. Yeah. Yeah. Well, probably that was my bad.
32:28
So, yeah. Well, that's great. Well, that's why you do this, right? Better do this now than when you get that big meeting that you've been dreaming of and
32:34
they get the wrong impression, right? So, okay. So that's a lot clearer. Um then I think you need to open with
32:40
something like you you will say it better but something like we're a robotics kit manufacturer. We sell
32:47
direct to consumers and to wholesale to the US government period and then get into the stuff like
32:54
okay now I got it right because otherwise it's it was kind of a bunch of different stuff. Um and the Kickstarter
32:59
thing actually that can be pretty distracting if you think that you're going to make money. Is it it was If
33:06
it's is it Kickstarter for equity or or or just for product?
33:11
Well, uh Kickstarter we are thinking about uh making just for product. But actually because again it's like uh this
33:19
this is where my question are are going. uh this is the first time I'm doing this kind of business in the US and everything uh all the information I know
33:27
I have read I have been following you on social media as well as a lot of other uh persons that do this type of uh
33:36
do this type of um let's say um ideas and and documentation about it and
33:43
yeah my my first question is what would be a good recommendation for example in
33:48
this kind this this kind of business because honestly Absolutely. Yeah, I I'm open to to keep equity on this business.
33:56
Uh we already have some traction. I have 13 years of experience of being doing this. We were exporting to several
34:03
countries in Latin America. Basically, the company was closed because of the COVID 19. I'm from Guatemala by the way.
34:09
So, um uh the government uh did close most of our company's operation over
34:15
there. And after that, I did travel to China. trying to find out who who was doing this all over the world. Yeah.
34:21
And I did find out how Chinese they manufacture so cheap. So basically everything that we are doing is
34:28
manufactured in the US but almost the same price as Chinese do in China.
34:33
Yeah. So this is the thing. Yeah. So put all those good points into a short pitch, right? And don't talk
34:39
about Kickstarter. Don't talk about other stuff like we build these things in the US because you're right, that's a
34:45
great selling point. we already have the US government as a customer and we're going to sell them to this many people
34:51
like I said some equation with this many people at this typical price with a gross margin of this and the other thing
34:58
I would say and we're going to have to move on and talk to some other people here but um when you talk about a SAS
35:03
business you should also mention is $40 a month great but what do they get in future months right do they keep getting
35:08
a kid or do they you know how do you maintain their value so that they don't churn out and disappear right because
35:14
SAS sounds great but it's hard to do to keep up keep people engaged, right? So, um that would be another thing. So,
35:20
yeah, that sounds cool. I you've got the pieces here. I just kind of like bring the the best points to the surface, I
35:26
think. Cool. Yeah. Um finally, one question. Uh where do you think because I saw that uh
35:33
you know the the experts were talking about the last time, where do you think we can find out uh someone like me can
35:40
find out um like an advisor for these type of projects? because that I I do
35:45
believe that as a the new guy in town, uh I really need one. Yeah. Yeah. Um
35:55
where do you live? Aliso. Oh, you're here in Orange County, right? Okay. Okay. Well, then yeah, that's
36:01
actually easy because I know this market. This is where we both live in Orange County. So, um I would go to So,
36:09
the best in advisors of course cost a lot, right? So, I don't know how much money if you have cash or equity. I
36:15
mean, it's you got to think about that, right? But there are free resources that are available actually here in Orange
36:21
County and across the United States, but I happen to know the ones here in Orange County. Um, I would start with the um
36:27
SBDC, Small Business Development Corporation. And SBDC is paid for by US
36:32
taxpayers. So, it's your and my money and it's therefore it's free. And they have a staff of great people. Many of my
36:39
friends who are fellow angel investors here in Southern California volunteer there and they do exactly what you want.
36:45
They advise and mentor and um can help you out. And this is true for everybody watching who isn't just here in Southern
36:51
California, but all across the United States. The Small Business Development Corporation, like I said, it's a taxpayer funded service. So, they have
36:57
offices all over the place and it's free. So, I would look up your local SBDC, Small Business Development
37:03
Corporation, um and uh sign up, right? They have classes and they have webinars
37:09
and they will do consulting. They'll assign somebody to work with you for free. Uh another great resource is is
37:15
called resource is called score service core of retired executives. Score same
37:22
thing. You can Google that and it's just what it sounds like a bunch of retired folks who want to do volunteer work and
37:28
a lot of them are businessoriented right so they want to coach young entrepreneurs and business owners. So,
37:34
um I think that both of those would be good places for you to start. And then because you're here, you should also be
37:39
on the list. I maybe you already are, right? On our on our email list for the uh Orange County Startup Council. I'm
37:45
trying to find it. Here it is for this, right? You're probably already on our list. Yeah, I am already there. So, so we you
37:52
should uh if you're not already, you should have your company join and we'll post uh uh your profile and everything
37:59
and then you can send articles and things to to be published in the newsletter and you can be part of those
38:05
newsletters you read and you can also see all the events that are happening around and that's the best way is to go and meet people in person, right, face
38:11
to face. So, okay. Well, I hope that's useful. Nice to see you. I I probably will see you again in person then.
38:19
All right. Well, thank you. Nice to meet you. Well, that was cool. Interesting company there, right? Love
38:25
to see robotics. I mean, robotics is really coming. Any of you that aren't I mean, I'm not a robotics person, but
38:31
man, there's a wave coming that's going to be really impressive and important, right, for the world. Um, so that's he's
38:37
in a he's in a good place for that. All right, so let's see. We're gonna talk to let me um we got a couple people
38:43
backstage. So, let's um but let me guys, so uh Jay and let's see Mojid, you came
38:49
back, right? Is that Mojid? Yeah. So, I guess maybe you do want to come on camera. Okay. So, hang on. Mojid and and
38:54
Jonathan, just a minute. I just want to run through the chat room and see if anything's on fire here or if I missed any good questions that'll be useful to
39:01
other people to discuss. Okay. Uh let's do Mustafa Jay. Yeah, there's Byron.
39:09
Okay. Yeah. And you can all introduce yourself as some of you are. You can put your LinkedIn. Uh actually, let me do
39:14
that. You come and say hi on LinkedIn. Um, you know, LinkedIn is I don't know
39:20
if you if you're not active on LinkedIn as a founder, you're making a mistake. It is a very valuable network and you
39:26
should be on there regularly, posting, liking, you know, all that kind of stuff. Here we go. So, the startup
39:32
council has a page uh and then I personally have a page as well. So, come come say hello. Um, okay. Let me sorry,
39:39
just back to the uh Okay.
39:46
Okay. Okay, Jonathan, you figured it out. Okay. Uh Ed says,
39:52
"Okay, cool." Edie, uh well, let's just put that on camera. Um
39:57
Ed says, "Wellness projection mapping to aid in mental wellness for mostly
40:03
families in crisis, but also individuals." Okay, that sounds exciting. Um if there's a question,
40:08
Edie, let us know. But nice to meet you. And okay, so let's go um back backstage
40:16
and bring on uh I think uh looks like uh okay, I'm going to bring on Mojid and
40:24
Jonathan here in one second and let's see what they want to talk about and who
40:29
makes sense to go next. Okay, here we go.
40:35
Okay, Majid, there he is. He's back. Okay. And nice to see you. And uh sorry,
40:43
clicked on the wrong thing. Hang on a second. Um here this and Jonathan.
40:50
Okay. Hi guys. Nice to meet you both. Um okay. So Majid, you're back. So let me
40:55
just tell me just real quick the headline. What what would you like to talk about? And then I'll and then I'll ask Jonathan what his his topic is.
41:02
Yeah. Um, I would like to talk about one AI product we are currently building
41:07
that automates newsletter creation. Oh, cool. Okay. Is that so you want to
41:13
pitch or you It's a question about that idea. Um, like I'm not ready to pitch but I
41:19
just want to talk about because I just started building it. So I'm not ready for pitching. I didn't expect that I was
41:24
going to pitch but I just want to talk about it like Okay, cool. Happy to help. Well, just
41:30
think of some specific questions though, right? because we don't have time to do a whole long strategic discussion
41:35
together. Okay. But if you have some specific questions, sure, happy to discuss. Okay. And how about you Jonathan? What's on your mind?
41:42
Yeah. Um, so I am graduating from this uh program called Gauntlet AI uh in two
41:48
days. Actually been here for seven weeks. I'm actually from San Diego, but I'm I'm in Austin, Texas. been putting
41:56
in like a hundred hours a week uh in this program learning how to use uh AI
42:01
coding tools mostly like Claude is my favorite um but you know the other folks
42:07
in the program have used things like cursor Gemini and we've been building products very rapidly uh for a couple
42:14
weeks we were building like three products a week um for the past couple weeks we've been kind of working on uh
42:20
passion projects or uh you know a capstone project my capstone project is one I'm working on with a security
42:27
expert and we're building a automated AI powered uh agentic security platform. Uh
42:33
and the like special thing about this product is that it can basically support
42:40
uh you know the conversation between LLMs and people and prevent things like prompt injection and pre preventing the
42:47
LLM from uh getting like improper access to uh the web services that might be
42:52
deployed uh supporting uh the you know entire platform. Um, but the specific
42:57
product I wanted to talk about is my uh project which I I'm not doing as my
43:03
capstone just because I'm I'm working with a lady who uh used to work for Coinbase before she came here. Uh so
43:09
she's very uh experienced and you know I just wanted to learn about security. But the product that I'm uh would like to
43:16
pitch basically I'm building on a framework um there's a thing called the
43:21
breakthrough method for agile development. And so that's a way that you can Okay. John, what's the question? That's all I
43:28
need. Oh, well, yeah. I was I wanted to pitch I'm sorry. I pitch basically a pitch a
43:33
framework and a tool to uh support AI engineering. Basically, allowing software engineers to develop code with
43:40
agents. Okay, that's good. Great. So, you're going to pitch. That's that's all I needed. Honestly, the rest of it is very
43:46
interesting, though. That's why I let you keep going. Sounds like an amazing program. 100 hours a week, man. Oh, yeah. Yeah. And it's free, too. It's
43:51
crazy, right? You must be learning. Wow, your head's probably exploding. Okay, so um
43:57
well, given those two, well, why don't you do your pitch thing and then we'll get into questions with you and with Mojet as where and where are where are
44:03
you, Mojet? You said Jonathan's in Austin. Where are you? Yeah, I'm in Phoenix.
44:09
Okay, cool. All right. Southwest night. All right, cool. All right. Well, uh Jonathan, if you don't mind, then why
44:14
don't you do you heard Were you here earlier? We did like a two-minute pitch and Okay. Okay. For sure.
44:21
Let's have All right. So, MJ, I'm gonna turn you off for a second so we can focus on Jonathan, but you're still here
44:26
and we'll come back to you. Okay. Good to see you. Okay. So, there's me and Jonathan. All right. So, Jonathan, why don't you go
44:33
ahead and uh give us I'll put two minutes on and uh tell us about this product you've got in mind.
44:38
All right. So, yeah, uh the inspiration from this product, you know, I've been a software engineer and a machine learning
44:43
engineer specifically for the past six years. Uh before coming to Gauntlet, uh I've I've built some really cool things,
44:49
but it's taken quite a while. I've been able to build products in a matter of like seven days that would have taken
44:55
teams of like five engineers at least like three three weeks or to six weeks to have an MVP. Uh and that's all based
45:03
on the power of coding agents. Like I said, uh Claude is my favorite uh agent of choice. And I like to implement a
45:10
framework called BMAD. It's the breakthrough method for agile development. And what that does is allow you to assign personas to your agent so
45:18
that your agent can take on the persona of a business analyst, a product manager, a scrum master, an architect,
45:24
and ultimately the developer and push through a bunch of stories that you develop pretty much in the same way that
45:30
you would work with a product manager, develop Epic's features and stories and store that in your Jira, right? Um, and
45:38
so the product that I'm pitching, I'm actually calling it Amara. Um the reason I'm calling it Amara is because that's a
45:44
spin on Amaro and the new framework I've developed is called Amaro which is the
45:49
aggregated method for uh I'm sorry automated method for aggregate readable
45:54
output. So that's an iteration on BMAD. Uh the thing about coding with agents is
45:59
the important things to not to note while you're doing that is token management. So that's basically the cost
46:05
for using an agent. uh every time an agent receives input from you or creates
46:10
in uh output. So like any text it's called tokens and so uh you know the
46:17
different methods of approaching development have different costs associated with tokens. Some are more
46:23
efficient and use less tokens but I found that the more efficient methods usually create uh you know a
46:30
uh less desirable output and require more debugging. Um, so I I prefer BMAD,
46:36
which does cost more tokens to develop with, but you get a more refined product
46:41
at the end. And so what I've done is iterated on BMAD to make a more that's time. So finish up.
46:48
Yeah. So I' I've made a more cost-effective way to still use this agile development approach and I've also
46:54
wrapped this inside of an API and a uh native MacOSS application. And so, uh,
47:01
yeah, I'd like to take this to market and, uh, compete with things like
47:06
Claude, which is making $83 million a month. Uh, my goal is to, um, price mine
47:13
at 70% 75% of that price and then provide, uh, you know, twice the output.
47:19
So, basically provide twice as many tokens to the users. Okay, cool. Wow. It sounds like this
47:26
program, what' you say? Gauntlet was it called? Yeah, Gauntlet AI. Sounds like it's changed your life.
47:32
Absolutely. Absolutely. You've seen the future. Oh yeah. Oh yeah. That's cool. Yeah. I don't know if you ever heard of
47:38
Bloomtech or Alpha School or Lambda School. Lambda. Yeah. The founder of this school uh used
47:45
to run Lambda School and has pivoted. Um so now the the program is funded by
47:50
the companies that hire us. So I got a job while I was here. Um so I'll be I'll be back home in San Diego working for a
47:56
company based in LA. But yeah, they there's a bunch of partners that fund this program. That's why it's free. I've been staying in this really nice hotel
48:02
this whole time. Cool. They've taken care of all the food. And so we've been developing projects for these f uh you
48:08
know, these partner companies. Oh, I see. Right. They and we've met so many different people. You know, I can name drop so
48:13
many really cool companies. One I would definitely tell you to look at is Peak Six. Okay. That's actually where where Robin Hood
48:20
came from. Um, it's a billion dollar company based here in Austin and they're going to get into prediction markets
48:25
which is huge and that's what my goal is to take this tool that I just mentioned, the Amara tool, and start developing
48:31
solutions for the prediction markets. Uh, you know, because that's that's going to be huge over the next few years. Huge. Yeah. Yeah. No doubt. Um, okay.
48:39
So, super cool. So, uh, well, let me give you some pitch feedback then. And, and of course, everybody that else is
48:45
listening, if you were listening and heard what Jonathan said and you have suggestions what he could say better or
48:51
differently, please chime in in the chat room, right? That's why we're here. So, um, um, okay. So, very interesting. Um,
48:59
you like to talk, so maybe you're nervous, but you got to be a lot more concise, right? So, I'm just saying this
49:06
is your friend, right? So you had two minutes and I it was about 90 seconds of
49:11
preamble and then suddenly you told me what you actually do which was we're a more costefficient something API to
49:18
reduce token costs and compete with Claude at 75% off for twice the output.
49:24
start there, right? I don't need all the handwaving and big picture and table setting like
49:30
that, you know, just tell me what you're doing, right? Um because that's investors are not going to sit still
49:35
otherwise, right? And that was a great pitch, right? But it was like way after all this other stuff, right? So tell me
49:42
the specifics and then from there you'll have, you know, that'll if you do it right, that'll only take 10 or 15
49:47
seconds. You'll have another minute, minute and a half, even the quick pitch, right? Then I would want to hear um what
49:54
because what you didn't have time to get to is like who's the target market and you started talking about that as soon as we called time and you kind of said
50:02
you know these folks and these folks and um like you know prediction markets or whatever because it's obviously it's a
50:07
very niche sort of thing right most people I barely even understood what you're talking about right if you start throwing around words like Jira and BMAD
50:14
and token management most people have no idea what you're talking about they don't even know what agile is right so um you got to be really careful the size
50:20
your or level your pitch to who you're talking to, right? Um, and most of that
50:26
will go right over a lot of people's heads, right? Because you're you're a real developer, right? So, that seems natural to you, but you know, most
50:32
people know what Jira is, right? I barely do. So, you got to be you got to be careful to bring the you know, the as
50:38
my dad you said, bring the hay down to where the horses can eat it. Most of us are just horses, right? So, um, and and
50:43
and start with the we do this for these kind of was saying earlier, I don't know if you were here, but like positioning
50:49
statement. we do this for these kind of people and we make this kind of money this way or you know something like that
50:55
so that we can oh okay and then you can start getting buzzwordy and stuff and then the real question would be um as an
51:02
investor I'm immediately wondering like competition um you know what defensible
51:08
moes do you have you know like can't every I mean I can't do it but like a lot of people claim they can do this
51:14
kind of thing these days like what you know what is your unique selling proposition or whatever buzzword you want to use um so that it becomes
51:20
something specific um for that specific market. And that seems the answer to me
51:25
is like you would start in a specific market to have like a beach head, you know, where like I said, you uh you
51:32
something that Claude's doing, but you'll do it for 75% off for twice the output in this, you know, niche of a
51:38
niche that again I may not have ever heard of, but you know, if you can drop the name of a company that's, like you
51:43
said, you know, they're doing, what' you say, 83 million a month, right? Well, Anthropic is the umbrella umbrella
51:51
as one of their products. Yeah. Well, and and as you know, probably the um Anthropic is kind of
51:56
under the radar to the general population because they're all B2B, right? People hear about Chat GPT and
52:01
Gemini and uh and even Grock, right? But they don't necessarily know that this is actually there's a ton of money being
52:07
made that the average consumer doesn't even know about. But you're already on the other side of that bridge. So, it
52:13
sounds like a big juicy target you've got there. Um Oh, yeah. Yeah. So ju to be clear, yeah, I I was looking this up. The my target
52:20
would be the 500,000, you know, software developers in the in the country. Um, and you know, again, I want to do it at
52:27
75% of the cost of claude. So I'm looking at $150 a month subscriptions, right? Um, and even with only, you know,
52:34
1% of that, that's $750,000 a month. And overhead for that is really only going
52:39
to be about uh like 25 or 250,000 a month. So the margins are pretty huge.
52:45
Great. Okay. Yeah. So, that kind of stuff is what we want to hear, right? Because as soon as you start talking, this is for everybody, not just
52:51
Jonathan. As soon as a pitcher, a founder starts pitching, we're trying to
52:57
do equations, right? Like what are they doing? How much does it cost? How many
53:02
can they sell? Like we're trying to do arithmetic all the time. It's we we think in spreadsheets, right? So, you
53:07
got to give us a lot of numbers and the sooner you and you've got numbers, right? So, just throw them out there and
53:12
they're good numbers. They're big numbers, right? Just be careful though as long as I'm saying that investors
53:18
don't like it so much when people say it's a billion-dollar market from the top down and if we just get 1% we're
53:24
rich. It's much more impressive to work from the bottom up kind of like you did a second later which was um 500,000 uh
53:32
software developers uh you know if we have 4% market penetration and an average of whatever you $100 a month and
53:38
an average life of 18 months you know like you can that kind of arithmetic that is bottom up unit economics is much
53:44
more impressive because it shows that you've thought through the mechanics of the business because anybody can say you know we sell water everybody drinks
53:50
water there are seven billion people and if we capture 10% we've got 700 million customers That's that's right?
53:55
Doesn't that help anybody? And that so I think and I think I think I I appreciate you for framing it this
54:00
way because that's what I I did it out of order. That was my reason for uh and like focusing so much on the framework
54:07
because the thing that like when you sign up for Claude or these other tools they don't do is they don't give you a
54:13
framework on how to use their tool efficiently. Like why would they? They want you to blow through a bunch of tokens, you know.
54:18
Oh, that's interesting. Okay. I like that. Yeah. This is an educational component to what you're saying. You
54:23
don't want to investors don't want to uh invest in things that where people are um trying to change market behavior.
54:29
They don't like to at least I don't invest in things where like like vitamins like everybody should take more vitamins. So we need a million dollars
54:35
from you. Like okay but that that no but if if it like what you're saying this is actually a business use case that will
54:40
bring their cost down with a little bit of education that could be a real competitive advantage. Yeah. And it's
54:46
like kind of an onboarding almost sounds. So and that's the thing you mentioned you mentioned chat GBT and and Grock
54:51
this like people Yeah. people, like you said, I'm on the I'm definitely this whole program is has got me like I feel
54:56
like I'm 10 years in the future. This is Grock. If you could ask Grock a hundred questions, but like you didn't need to.
55:02
You could just ask Grock the first question, it would figure out the next hundred questions and answer for you and
55:07
like, you know, build the system and the product that you want at the end of it. Yeah. Yeah, that's good. Okay. Well, we're gonna have to move on, but I would
55:13
encourage you that I would keep pulling on that thread because that's the kind of example that even non- techies would
55:18
get, right? because everybody at this point has at least used chat GBT, but as you're just saying, they're like whatever, you know, imagine you put in
55:24
one question and it leads you have to ask 14 more questions and then you spent like, you know, whatever $400 on tokens.
55:32
Oh, yeah. We'll do that. One question will answer itself and it'll only cost you 50, you know, $487 or whatever, you know, like
55:39
like that's a that's a use case that people the real use cases would be great for something like what you're talking
55:44
about because it's really hard for us civilians to to get our heads around it. Last thing, I'll put I'll I'll jump in
55:49
the chat. I'm going to put two things in the chat. Two YouTube videos. One is a video of one of the founders that I talked to and he's he thinks he's going
55:56
to build a $1 billion business with one employee. Uh, you know, I was trying to be that employee. He didn't he didn't
56:02
hire me, but I got another job. And then I'll I'll put a another video which is just a demo of the the tool that I'm
56:08
talking about. And that's only like a two-minute video. Um, but yeah, thanks. Thanks, Scott. This is only my second time on. I'll definitely make sure and
56:14
be on a lot more often. and I was this last 10 weeks has been crazy. Um, but I one before that, but I I'll definitely
56:20
catch a lot more coming up. Awesome. Well, nice to see you again. Glad glad you came back for more. All right. Well, so that was Jonathan
56:26
Sket. Uh, okay. And Majid, you've been waiting patiently, so let's let's wrap a little bit about whatever's on your mind
56:32
there. Let's let's explore your uh you said it's AI also, right? Yes. Yes. Yes. Thank you, Scott. And um
56:40
firstly I want to appreciate you for uh helping me promote my conference you
56:45
know when it was um going on. I saw that you know startup council supported.
56:50
Oh yeah you probably don't remember but yeah I just wanted to say thank you. Oh you're welcome. Yeah we support a lot
56:56
of conferences so that's great. I'm glad to hear that's actually thank you. If you don't mind then let me actually put that up because this is a resource that
57:02
we're building that could be useful to everybody. Um startupvents.org or is
57:07
what I'm looking for here. So, this is the only worldwide calendar I think of
57:13
only startup events um that are only face toface. So, these are like real
57:18
conferences if you want to go and meet people. And then if you don't want to do the face toface thing and you only want
57:23
to do virtual like you don't have the money to travel or you live like you know not in the Bay Area or some you
57:29
know other country or something on startups.org or our website um you can
57:35
uh this one we have the only calendar in the world of only virtual events so if
57:42
you go there both of those you can read for free uh so that events and we try to promote everybody's events so if any of
57:48
you are event producers like Mojid would be happy to help publicize that for you okay your turn
57:54
thanks yes so um basically um my company in the T global we do quite a lot one of
58:01
those this event but I want to focus on a particular area that uh I would want
58:07
to get your opinion on like today. So that's uh still something I just started like maybe four days ago. So I'm
58:15
building like a newsletter automator. So newsletter automator is an AI powered um
58:21
platform that transforms how we create newsletters and basically like it helps
58:26
you create quality newsletters in a short time. Normally you have to find content, you have to create it, you
58:32
know, have to write compelling copy, you know, format everything and then manage distribution. For most people, this
58:38
takes a lot of hours per newsletter. So basically like it has different
58:43
components like this is how it works. You need to paste the URL, you know, you drop in the links to maybe websites or
58:51
maybe um platforms that you want to get information from or blog post or website
58:56
or web content. Then AI does the heavy lifting. It scrapes all those websites, summarizes it and writes your
59:02
newsletter. Then also it does it with your voice and style. So you can train
59:08
it on your tone using samples or description. You can just write okay this is how I want the newsletter to be.
59:13
You can just upload a sample newsletter like and then it takes the tone and
59:18
adapt it to the new one you want to create. Then also it has collaborative features where um you and maybe multiple
59:26
other people creating the newsletter can edit in real time and then you can approve you know if this person should
59:33
um like you can approve like if the other person should um can send the
59:39
newsletter then also uh it has like built-in subscriber management system AB
59:46
testing and analytics. So what makes it different is that it you can generate AI
59:51
images for each section of the newsletter. So it also comes with image then also there's version history and
59:57
team collaboration. So you can decide to like edit the newsletter you know if
1:00:02
you're not ready to upload it and then change like you can have different version. Then also you have pre-built
1:00:08
templates where you have different sections and you know maybe images and stuff that
1:00:15
comes with the templates. then also have like a full email marketing suit included in it. So that's what the
1:00:22
newsletter automator looks like. So I just wanted to get your opinion about it
1:00:27
and you know if it is something that is reasonable to go further. Is it something that people can like that one
1:00:34
can you know get investment on? Yeah. Yeah. Well it sounds great. Are
1:00:41
you building this all yourself? That's a lot of that's a lot of functionality. Yes, I'm building myself. I'm using AI
1:00:48
agents. So, wow. Yeah, I guess I gota I got to learn how to re-evaluate software because man,
1:00:55
if you can do all that by yourself, that's that you know, when I was when I was your age, that would have taken like
1:01:01
14 people like like a year at least. So, that's that's really cool. Um Okay.
1:01:08
Well, yeah, I think I think it is an idea. Absolutely. Um, newsletters are
1:01:13
continue to be a really valuable tool for marketing. You know, every new tool that comes out, I've been doing this
1:01:19
long enough that every new tool everybody said, "Oh, this is going to take over and newsletters are dead." You
1:01:24
know, whether it was Twitter or YouTube videos or Discord or, you know, like
1:01:29
every new thing is, oh, you know, that's going to kill newsletters. Email keeps going, right? So, I think it's Yeah. and
1:01:37
and these days as you know obviously if you can create the content of that quality you can repurpose it over to Tik
1:01:43
Tok or YouTube or whatever pretty easily anyway. So to be in the content generation business I think that's a
1:01:49
thing. Um, so yes, I guess, you know, as your friend, I would be concerned or as
1:01:54
an investor also, I would guess I would be concerned about competition, right? Because what you're talking about sounds
1:02:01
like um, a lot of other systems that may not be as good, but are already in
1:02:08
place, right? Most people that need this system, that kind of thing, have at least something they're using already.
1:02:15
And to get them to rip that out and start over is a really tough cell, you
1:02:21
know, as as a business development exercise. Um, you're talking about, you know, I don't know who who would you say
1:02:27
are the competitors here. Are you talking about like HubSpot or Constant Contact or what do you Mailchimp, that
1:02:34
kind of thing? Yes. But uh one thing I think they don't
1:02:39
have is like for example um aggregating those contents that you want to like
1:02:46
make in the newsletter aggregating it from the website like scraping. I don't think I don't know if they have web
1:02:51
scraping. No, I don't I don't think they do. I agree. I agree. But but that see that's my point though is if that's the one
1:02:58
thing that's not enough for me to leave if I've already spent four years and trained all my people to use HubSpot for
1:03:05
example right we've spent thousands of dollars training everyone and yours may be better but
1:03:12
you know is that enough to to really switching they call it switching costs right so switching costs are really high
1:03:19
and it's not just financial it's all the training of your people and the culture right like that's what they do There are
1:03:24
people whose whole job is to create that newsletter, right? So, are they going to
1:03:30
completely drop that and switch to you? It's that's a difficult sale for your salespeople. So, I think it's a good
1:03:35
idea. I just you're going to get resistance from investors and from customers. So, I think you're going to have to even more than usual demonstrate
1:03:44
uh traction in terms of customer interest and and ideally paying customers, right? Um because it's here
1:03:52
let me let me summarize a service that is better but only 20% better isn't
1:03:59
enough because people are lazy right so you may be right that it would be a
1:04:05
maybe your service is way better but the other guys are already there so you know
1:04:11
if I were like you know your your friend or an investor I might be saying well
1:04:16
maybe you could just focus on the piece that's unusual and differentiating and
1:04:21
sell that to HubSpot or Mailchimp or whoever, you know, rather than trying to
1:04:26
be a a competitor, maybe you could be more like a supplier, right? And then they they could use you or hire you or
1:04:34
buy you or something, you know, that might be easier because what what I'm hearing and I could be wrong. We just,
1:04:39
you know, this is not we haven't really discussed this through, but it sounds like most of what you're building they
1:04:45
already have, right? And you don't maybe you don't need to build all that stuff. Just focus on the different stuff.
1:04:51
Again, just my advice, not not uh I'll put it up there again. Not qualified legal or financial advice. Um but um I I
1:05:00
would just be concerned for you like as your friend, right? Because there's a what you're doing doesn't sound like a
1:05:06
standalone business as much as a feature of something that they would do. And and I could be wrong, especially at the pace
1:05:11
you're moving. You could probably invent four other things by next week.
1:05:21
I'm trying. Yeah, you try. Yeah.
1:05:26
Thank you very much for Okay. Yeah. Is that useful? Okay. Yeah. Well, I hope so. Yeah. Um Yeah. I admire
1:05:33
your ambition though. It's great. Great to hear you. And if you come back, come back and we'll, you know, we'll talk about it more as as your thoughts evolve. You're smart.
1:05:40
You're smart to ask for other points of view, right? Because there's no right answer here. It's up to you. It's your life, man. If that's what you want to
1:05:45
do, go do it, right? You'll figure it out. So, all right. Well, great to see you, Mujid. All right. So, that is our
1:05:51
friend Mujid from Phoenix. And looks like we're getting sort of near the end of the show. Let me look the uh chat
1:05:57
room here and uh see if there's anything I missed. Um
1:06:03
okay. Uh so, okay.
1:06:08
[Music] Okay. Jonathan was there. Um,
1:06:14
okay. So, Edie says, "I designed a robotics project. She'd love to share or collaborate with the gentleman who just
1:06:20
shared about robotics." Okay. So, that was um gosh, the names are escaping me already. Who was tear? No, it wasn't
1:06:26
Mustafa. Who was talking about the um robotics? It was Byron. By So, Byron Edy
1:06:32
would like to connect with you. Um, maybe you can both put your uh LinkedIns or email addresses or something in the
1:06:39
chat room and uh your robotics uh shared interest in robotics could bond you.
1:06:46
Dwayne says, "Hello. I don't think anyone responded here." Okay. Well, hi. Hi, Dwayne. We're busy. We were talking.
1:06:51
Um, but if you want to come on camera next time, you can. The uh link is always in the RSVP details and you can
1:06:58
come and join us on camera or as a member of Startup Council. our members uh get the link much more easily and can
1:07:04
come join us. J. Michael says, "I'm an agileist with all theerts. I don't understand how this is to be used and to
1:07:11
deliver what benefit. What is the value ad that I'm not getting today from the agile team that this would bring?" Okay.
1:07:17
So, I'm thinking that's uh feedback for um for Jonathan probably, right Jay? So,
1:07:25
yeah. So, that's that's great feedback, Jonathan. Actually, if you're still here, Jay's suggesting this is a good way to put it. Let me I'll put that on
1:07:31
the screen. What is the value ad that I'm not getting today from an agile team that your tools would uh would help with
1:07:39
with your Amaro product? Yeah, that's a good way to put what's what's the value ad? Yep. And that's true for Ojet as
1:07:45
well, right? What's the value ad? The specific, right? Because there's a vin diagram. A lot of things are being done
1:07:51
already. Maybe not perfectly, but good enough, right? So when you those circles overlap, you don't you don't want the
1:07:58
circles to overlap like 90%. And you only have like a 10% difference, right? You want them to like you have a big
1:08:04
circle of wow, we do all this stuff that is significant enough that it actually
1:08:10
drives revenue, right? That it affects the bottom line. Not just more efficient. Like more efficient is cool.
1:08:16
I love efficiency. But the bosses, the budget decision makers, they're going to want to see that paying for this tool or
1:08:25
new software or whatever it is actually affects output in the sense of making more money or saving money and ideally
1:08:32
both, right? So, it's got to all comes down to the money every damn time. Okay. Miguel says, "I use augment code now and
1:08:39
it's crazy. I think your pitch is very good and I understood it entirely, but I think it was overly technical." Okay. Well, that that's a good for Jonathan.
1:08:45
Yes, that's kind of what I said. you said it more concisely. Uh, but yeah, a little less tech and um, but it was very
1:08:50
good. Good. And that's from somebody who really understood what you're talking about, not just me. I just pretend to understand that tech stuff. Uh, Dwayne
1:08:57
is back and Dwayne says, "Why won't this thing click?" Hang on, guys. This is annoying.
1:09:04
[Music] Okay. Well, Dwayne Oh, there we go. Okay. Check out its Smart Incorporated
1:09:10
or its.dev. Okay. So, there's a suggestion. Um, and
1:09:17
Miguel would like to connect with you. Uh, Jonathan. Yep. Okay. So, Jonathan,
1:09:22
hopefully you saw that. Miguel, um, does VC attend those events? I'm not sure what events, Dwayne, you're talking
1:09:28
about. What did I talk about? Oh, the startupvents.org, right? Yeah.
1:09:34
Oh, sure. Yeah. These are big events. uh the ones that we cover there are big conferences and like they have to have
1:09:40
at least 300 people maybe you know and some of them have you know 10 or 20,000 people so absolutely
1:09:47
um okay so here's a good one this we can talk about this so Mayweather says is it
1:09:55
hey Scott is it dead season to be sending cold decks and portal submissions how confident can we be that
1:10:01
our message will get read when incoming traffic seems so heavy actually May. I'm
1:10:06
going to call you May. I don't know you, but let's let's go with that. Um, I wouldn't ever be sending cold decks and
1:10:12
portal submissions. Uh, it's just so rarely works. I mean, it it can't hurt,
1:10:19
I guess. I guess. Um, but if you're Okay, let's talk split this in two
1:10:26
buckets. Okay, so if you're sending cold decks to investors, we're not going to read them because
1:10:32
we're too busy. We get so many decks that we only look at the ones that come from people we know, right? Uh that we
1:10:41
have a pre-existing relationship with. Is that fair? Is it right? No. Is it the
1:10:46
fact? Yes. But that's one of the reasons I do this because I don't think it's fair. Right? It's why I write these books. Like I'm trying to help people
1:10:53
reduce the gatekeeping, right? Reduce the gatekeeping for everybody. So, but it's a fact. We just don't have time. We
1:10:59
get overwhelmed, right? by the number of things and people that want to talk to us. That's why I do these broadcasts,
1:11:06
right? Um if you want to talk to me on an, you know, hourly basis, I charge a lot of money like a lawyer, right?
1:11:11
Because I just can't manage my schedule otherwise. Um so the cold decks will be
1:11:18
ignored or if you go to a big firm, the cold a cold submission through most
1:11:23
portals will go to somebody, guess who? the lowest person on the desk, like an
1:11:30
intern or fresh out of college kid. Is it going to go to the managing director who makes the investment decisions? Hell
1:11:36
no. Right? They're busy, right? They're talking and seeing all the deals that their friends are showing them that are
1:11:42
actually valuable, hot deals from established founders, you know, with amazing credentials and blah blah blah,
1:11:47
right? Is it fair? No. Is it a fact? Yes. So cold decks rarely are worth your
1:11:52
time because they're probably going to get reviewed by somebody who has no pull, right? Venture capitalists don't
1:11:59
write big checks uh randomly, right? There's a lot of due diligence done and um they have to put
1:12:07
their personal credibility as well as money on the line. So they're not just taking recommendations from the summer
1:12:13
intern, you know, it's just not a reality. That's I'm going to cover this more in this book I'm writing like I
1:12:19
said but I want to hit the other part of that portal submissions. So I don't know exactly what you meant there may but portal submissions may mean a slightly
1:12:25
different thing and I'm going to interpret it to make a distinction here which is um portals like a um
1:12:32
accelerator submission or a uh um an incubator or like a pitch competition
1:12:39
like things like that. Those might get reviewed on a cold more of a cold basis. And by the way, there are some firms
1:12:45
that only take submissions cold, right? Because they're trying to eliminate bias and connections, and that's cool. Like,
1:12:51
if they say that, you might have a better chance. Um, but generally speaking, I'm not in favor of it. Uh, is
1:12:58
this the season particularly? Yes. I mean, at least in the United States, um, or in countries where they celebrate
1:13:04
Christmas, I would, yeah, I would take the next three weeks off. I mean, you
1:13:09
know, unless you want to take a shot, you know, like the, you know, the two or
1:13:15
three days after Christmas and maybe the the the person is bored and checking
1:13:20
their email and they're like they want a little taste of, you know, they they like looking at stuff and maybe you'll get lucky. I mean, that, you know, but
1:13:27
that's sure, go ahead. It's it's luck of the draw. Um, how confident can we be
1:13:33
that our message will get read when incoming traffic seems so heavy? You can't at all. That's why I'm saying you
1:13:38
can't be confident that it will be read. You can't assume it will be read. You are much better off networking. Um, I'm
1:13:44
going to put up a resource here that is part of our answer to this, which I haven't talked about this time. I'm
1:13:50
surprised it doesn't come up. It usually comes up sooner, but we have we built a website um that um what in the world?
1:14:00
There we go. Uh here we literally built a website like this because this is the
1:14:06
question we get every time, right? How do I find investors etc etc. startup investors directory.com
1:14:13
and this is a directory of 3,000 early stage investors that's searchable on 40 or 50 different parameters. So it's not
1:14:20
just aerospace versus medtec versus software. It's also early stage, preede,
1:14:27
seed, series A, series B, but also uh you can search by geography. You can
1:14:32
search by various affinity groups, right? So you can find people that invest in women founders or black
1:14:38
founders or veteran founders or immigrant founders or non US like we have all these different filters that
1:14:43
you can use. And um the uh the idea is
1:14:50
to again reduce gatekeeping and it's a search engine basically right so it's
1:14:55
not free because we spent a lot of money and years building it but there's a lot of information in there and if you can
1:15:01
see that on the screen there's actually a code and I'm not even going to say it
1:15:06
but you can see it if you're paying attention and um you can use that code and I think it'll give you half off and
1:15:11
check it out and and maybe that would be helpful to you may and everybody else.
1:15:17
Okay. So, what else? Um,
1:15:22
okay. Edy says, Okay, so Edie has a question. Okay. How can we
1:15:29
how open are investors to supporting mental wellness models that use immersive technology like projection
1:15:35
mapping to increase participation, retention, and measurable impact?
1:15:41
Um well Ed that you know it depends on the investor right uh most investors
1:15:46
have what we call a thesis right meaning like I am a late stage aerospace
1:15:52
investor that person's not going to be interested at all right or I am an early stage uh consumer package goods investor
1:16:02
like I I'm looking for like new beverages and matcha teas and kombuchas and energy drinks you know that person's
1:16:09
not going to be interested Right? So, you have to do your research and figure out who are the investors that care
1:16:14
about the same things you care about. And that's where a tool like this or or Google, you know, can really be helpful
1:16:21
because uh you can actually see their portfolios and you want to find people. We have categories for, you know, they
1:16:28
invest in advertising or aerospace or medical devices or
1:16:34
health and wellness or, you know, whatever. We have all those kind of categories, right? But then you can actually look at their portfolios and
1:16:39
see where they have invested in the past and that's for who you want to talk to. So um that's sort of the research
1:16:46
answer, right? You need to do your research and find out because some investors are and some investors aren't and most aren't, right? Because they're
1:16:52
doing other things. There's a lot of opportunities in the world. More importantly, Edy, though, I think there's a lesson here for you in the way
1:16:58
you framed the question, which is kind of off. Like I understand that's how you
1:17:05
see the world, but let me let me introduce you to a different way of looking at the world. As speaking as investor, I don't care at all about what
1:17:12
did you say? Supporting mental wellness models that use this, this, and this, and this. I don't care at all. What I
1:17:17
care about is money, right? This is a business. So, if you want to appeal to investors, you need to talk about the
1:17:24
business. So I would reframe that somehow to say um
1:17:31
which investors or or are there investors or even ask for referrals. Do you know any investors? This is always a
1:17:37
good thing to ask. Anytime you meet an investor, tell them what you do and say, "Do you know anyone that's interested in this?" Right? And reframe it around um
1:17:45
investors aren't interested in supporting mental wellness models. That's just not what they do. They're interested in making money. So can you
1:17:51
say instead um we have a mental wellness model that is going to make a return of you know x
1:17:59
million dollars in four years like that that's the way you need to frame this right and then you can start thinking
1:18:04
like an investor. So, put the money first. Not because um what you're doing
1:18:10
isn't important. It's just that it's the job of venture capitalists to invest
1:18:16
money. Like it's not their money. You know that like VCs invest money from other people. They have to raise money
1:18:21
from limited partners which are usually um insurance companies or pension funds
1:18:26
or foundations and university endowments or wealthy family offices. That kind. So they have raised that money and those
1:18:33
folks have invested with the venture capital firm because of the thesis, right? So this
1:18:40
firm has um a thesis that they're going to invest in latestage aerospace companies because
1:18:46
that's what their limited partners want them to do. So they're not interested in your company, not because it's not a
1:18:52
great company, but because it's literally illegal for them to invest in mental
1:18:57
wellness models, right? They invest in aerospace, right? So not all investors are the same. So you need to do the
1:19:03
research and figure out who does your kind of thing and then put the business and the money and the potential return
1:19:09
first because it's their job. It's our job to look at the money, right? And how
1:19:14
we make the money um is actually secondary is only a result of being able to make money in the first place. You
1:19:20
got to put the money up front and that has come up in every one of the pitches tonight, right? Less product, more
1:19:27
business. Okay, enough on that. Sorry. Okay, so Dwayne says, "That's why I love
1:19:32
it smart. It integrates with everything that has API birectional." Okay, well that sounds cool. Uh J Maritzio.
1:19:41
Okay, so it looks you guys can probably all see these other chat rooms. Oh yeah, you're talking to each other. Uhhuh.
1:19:48
Good. Good. Yeah. Okay, Jonathan and and uh J Michael, you're talking. Excellent.
1:19:53
Amaro. Okay, good. Good. Okay, good. Sounds like you guys hit it off. I hope you exchange your contact information
1:20:00
and um can you know build something together that would be super cool if you do come back and tell me. Okay, that's
1:20:06
why I do this. I you know um hopefully the answers that we share here are
1:20:11
useful. But what I'm really trying to do is build the community so that you all can connect and help each other. It's
1:20:17
relationships really drive all this stuff. So if you can make a friend here that's worth far more than whatever
1:20:23
advice I gave you. If you can build your team, build your confidence, build your
1:20:28
community, that's much more likely to help you build a company. And that's what I think uh is most exciting about
1:20:35
uh technology like the Zoom, right? We can all come together and and uh make friends even though we might not ever
1:20:40
meet in person. So, thanks for watching tonight. I hope that was useful to you. Please tell your friends. If you're
1:20:46
watching this in the replay later or any of you that have follow-up questions, you can post them on YouTube in the
1:20:51
comments there and we will um try to respond and keep the dialogue going if that's useful to you. Please do like and
1:20:57
subscribe. It does make a difference. It's not um why we do this, but uh the more people that can uh meet here and
1:21:05
exchange information and learn and level up their skills in startup land, the better, right? Um I'm very much a um
1:21:12
rising tide lifts all the boats sort of guy. So, please like and subscribe. Leave a comment would be even better,
1:21:18
right? Because that just will drive the algorithm and help more people discover this content that is hopefully useful, especially to folks um who, you know,
1:21:25
didn't don't live in uh the Bay Area or didn't go to Stanford or, you know, all the other connections are not white
1:21:31
males like me, right? There's a lot of lot of smart people in this world and um they all deserve a chance. So, if you
1:21:37
can like and subscribe, that would help us out to reach more of them. So, thanks for joining me tonight. Hope to see you
1:21:44
again next month. Happy holidays and um please leave us some comments and likes and shares and uh don't forget to come
1:21:50
join the startup council. Um this is a new thing you could be in early. Uh the platform is just rolling out this month
1:21:56
and uh we built all the tools I could think of that would help connect and
1:22:01
amplify the good work that many of you are doing. So come on over and check it out and um contribute to the momentum
1:22:08
that we're building so that we can help you even more. Thanks for watching. I'm Scott Fox from startupsel.org.
1:22:15
See you next time.