20VC: Harry Stebbings on The Biggest Takeaways From Interviewing The World's Best Investors, What Makes A Truly Great Interview & Some Big News... with Mattias Ljungman, Co-Founder & General Partner @ Atomico

Mattias Ljungman is a Co-Founder and General Partner @ Atomico, one of Europe's leading VC funds which Mattias launched in 2006 alongside Niklas Zennstrom. Whilst at Atomico Mattias has been involved in significant exits and transcations including SUpercell (acquired by Softbank), Climate Corporation (acquired by Monsanto and 6Wunderkinder (acquired by Microsoft), just to name a few. As for Harry, Harry Stebbings is the founder of The Twenty Minute VC, the world's largest independent VC podcast with guests including Brad Feld, Andy Rachleff, Peter Fenton and many more. Harry also works very closely with Jason Lemkin @ SaaStr where they work to produce The Official SaaStr Podcast. More recently, Harry joined the fantastic team at Atomico as an EIR on the investment team. In Today’s Episode You Will Learn: 1.) How Harry made his first foray into the world of entrepreneurship and then made the move into VC? 2.) From interviewing over 800 of the world's best investors, what have been the biggest takeaways for Harry, both in the realms of investing and interacting with entrepreneurs? 3.) What does Harry believes makes a truly great interview? Is it sheer intellectual rigour or does charisma and energy play a large role? Does Harry release all the episodes he records? 4.) What have been Harry's major takeaways since joining the team at Atomico? What have been the best moments both in terms of intellectual learning and then sentimental memories? 5.) How has Harry's perception and analysis of the VC market changed over the 800 interviews? What does Harry see as the fundamental emerging trends within the VC model itself? Items Mentioned In Today’s Show: Harry’s Fave Book: Madame Bovary, What I Learned Losing A Million Dollars Harry’s Fave Blog: Mattermark Daily As always you can follow Harry, Mattias and The Twenty Minute VC on Twitter here! Likewise, you can follow Harry on Snapchat here for mojito madness and all things 20VC. Eight is a sleep innovation company. With their latest product, the Eight Smart Mattress, being a bed that literally tells you how well you slept last night, paired with an intelligent sensor cover that measures the quality of your sleep and delivers a daily sleep report. In order to bring you the best product, Eight used anonymized sleep data and feedback from over 10,000 people, to understand which materials and types of mattresses give customers the best sleep resulting in their unique blend of four responsive and high-density foam layers plus one layer of proprietary technology that helps people track and improve their sleep. You can check it out on Eightsleep.com – and if you use the code 20VC you will get a whopping 20% discount! FullContact provides the ability to organize your contacts, gain rich insights into them and therefore build deep relationships. With features like automatically identifying and merging duplicate contacts to the ability to snap a photo of a business card and FullContact will transcribe them for you, so no more lost and loose business cards at events. It is with these features just being the tip of the iceberg, FullContact really is the best all in one solution for contact management and you can check them out on fullcontact.com.

Speaker names marked ? are inferred from speaking time and the show’s known hosts — they are not voice-verified.

• 0:00Harry Stebbings?

  Hello and welcome back to another week in the world of the 20 minute VC with me, your host Harry Stebbings. And you can find me on Snapchat at H Stebbings with two Bs for all things behind the scenes at the 20 minute VC. Now for the show today, and one I hope you will not only find is different, but a special one. So for the show today, I'm thrilled to have the tables turned on me by Mattias Jungmann, co-founder and general partner at Atomico, one of Europe's leading VC funds, which Mattias launched in 2006 alongside Nicolas Zentrum. Whilst at Atomico, Mattias has been involved in significant exits and transactions, including Supercell, acquired by SoftBank, Climate Corporation, acquired by Monsanto, and Six Wunderkinder, acquired by Microsoft, just to name a few. As for me, I hope you know me now from my dulcet Harry Potter-like tones, but I'm the founder of the 20 minute VC, the world's largest independent VC podcast,

• 0:45Harry Stebbings?

  with guests including Brad Feld, Andy Ratcliffe, Peter Fenton, just to name a few. I also work very closely with Jason Lemkin at Sasta, where we work to produce the official SaaStr podcast. It'd be great to hear your thoughts if you haven't already checked that out. More recently though, I joined the fantastic team at Atomico as an EIR on the investment team. But before we dive into the show today, I really want to talk to you about a company that's really changed the way I sleep and operate. Eight is a sleep innovation company with their latest product, the Eight Smart mattress, being a bed that literally tells you how well you slept last night, paired with an intelligent sensor cover that measures the quality of your sleep and delivers a daily sleep report. In order to bring you the best product, Eight used anonymized sleep data and feedback from over 10,000 people

• 1:26Harry Stebbings?

  to understand which materials and types of mattresses give customers the best sleep, resulting in their unique blend of four responsive and high-density foam layers, plus one layer of proprietary technology that helps people track and improve their sleep. This is perfect for people like me, people who want to be more productive during the day, who use or have used a fitness tracker and want to take care of their health and fitness and sleep. And if that is you, honestly, you have to check it out on eightsleep.com. And if you use the promo code 20VC, that's two zero VC, you'll get a whopping 20% discount. And with Eight keeping me productive with a home product, Full Contact is keeping 20 VC team on top form. With Full Contact, they provide the ability to organize your contacts, gain rich insights into them, and therefore build deep

• 2:10Harry Stebbings?

  Relationships with features like automatically identifying and merging duplicate contacts to the ability to snap a photo of a business card and full contact will transcribe them for you. So no more lost and loose business cards at events like I always suffer from. It's with these features just being the tip of the iceberg that full contact really is the best all in one solution for contact management. And it truly has changed the way I not only manage my contacts, but engage with my contacts. And you can check them out on fullcontact.com. But enough from me, so I'm now very excited to hand over to Matthias Youngman at Atomico.

• 2:47Speaker 01

  You have now arrived at your destination.

• 2:49Speaker 02

  Today, we're going to turn the tables and I'm delighted to have the chance to interview Harry. I first met Harry a couple of years ago when I was interviewed on the show. I was extremely impressed with what he'd achieved. We became friends and last year we welcomed him to Atomico's EIR program. We set up the ER program so experienced players can support portfolio companies, mentor new entrepreneurs and source more great startups on their way to becoming global winners. An entrepreneur taking funding from an entrepreneur gets a partner who understands firsthand the journey they're on. Given Harry's experience of the program and his unique perspective of the industry, we thought it would be fun to flip the format of the show and quiz him on the trends he's noticed and predictions he's had. So here it goes. So Harry, talk to me.

• 3:31Speaker 02

  We've seen the Wired article and heard the 20 minute VC, but how did you make the first forays into the world of entrepreneurship? How did the 20 minute VC adventure take flight?

• 3:40Harry Stebbings?

  Uh, well, first, thank you so much for having me on the show, Mattias. It's very kind of you to welcome me. Um, how did my first forays into entrepreneurship take place? Uh, it was actually due to my mother who suffers from multiple sclerosis. And I saw her suffering and her pain and I felt pretty helpless about it and wanted to do everything I could at the tender age of 14, 15. Uh, and I decided it was at the time of kind of the rise of branding and the integration of that with charity, uh, with the likes of Livestrong bracelets. And so we did our own kind of fashion line of bracelets and accessories that actually became really very successful. And we sold many thousands and generated many hundreds of thousands of pounds to the charity. Uh, but in the process, it taught me about the fundamentals of running a business, everything from support. Buy chain management to hiring to sales to marketing to accounting.

• 4:23Harry Stebbings?

  And so that was my kind of groundwork and framework for running a business as successfully as I I hope it could have been. Um. And then once I had that, I kind of saw a greater side of the table when I also watched the social network and saw. Uh. Peace Steel invest in Facebook with Clarion Capital. I was that young when it came out, yeah.

• 4:42Speaker 02

  Wow.

• 4:43Harry Stebbings?

  Yeah. Um. And and I saw the other side of the table and I was absolutely transfixed by it and. Literally for the past eight or nine years, it's been the only thing I've literally been able to think about, uh, which is why my mother calls me one dimensional. And and so I was exposed to that and I set about to create the twenty minute VC as a result of loving podcasts. But realizing that there was no good content generation around purely VC. There was like Navar, Ravikant, Ben Horace. On one of Tim Ferriss shows, but it wasn't enough to uh satiate my VC appetite. And so I set about to do two shows a week and doing the best VCs in the world. And that was the start and I realized that, you know, time and productivity is key. Eighty seven percent of single unit commutes are under thirty minutes. And there's an eighty two percent churn if you don't listen to the full episode.

• 5:28Harry Stebbings?

  And so twenty minutes fits perfectly within the time barrier and then you keep the retention. And so that's kind of where the twenty minute VC idea came from in terms of time. Uh. And then it snowballed from there, you know, one guest refers three more and you have this uh machine.

• 5:42Speaker 02

  It's been impressive. It totally has and but, you know, it's quite clear you've interviewed more VCs than anybody else on the planet. Eight hundred and twenty eight, according to the latest numbers, which is incredible. Uh. So from a meta perspective, let's start with how you how that has informed your view of the VC market as a whole.

• 5:59Harry Stebbings?

  Um. Absolutely. I think it's kind of allowed me to see fundamental trends and themes emerge. Purely actually over my time, I've seen massive trends, be it the emergence of. Uh. Micro funds is a a strong dominant allocation of LP capital. You know, we've seen the rise of operational value add, uh, the likes of I want Atomica and Andreessen do it phenomenally well. Whereby one provides not just, you know, the traditional introductions and advice, but you know. Uh. As many people know, at Atomica, you've got Ben Groll on growth, Dan Hines on hiring, which. Actually add real structural improvements to any business, especially in the early stages, where that is not necessarily affordable internally. You know, Ben worked at Facebook and worked on Messenger.

• 6:41Speaker 02

  Yeah.

• 6:41Harry Stebbings?

  Those engineers, those growth guides are not always available to a seed stage or a series A stage company. So I think I saw the rise of that and kind of the operational value add that that can provide. I think there's also really interesting emergencies in terms of kind of carry and upside structures. Uh, there's lots of Kindred in London, Upside Partnership in, in San Francisco, who actually create a network effect with carry, uh, to incentivize all their founders in their portfolio. I always think that founders and the portfolio is the most underutilized asset. We seem to, uh, as my brother put it, pump and dump, uh, on, on founders sometimes in VC where you know, do everything you can to woo the girl. And there's a tendency in some cases to, to leave them in the portfolio. And I think to generate that kind of network effect within that after investment is crucial.

• 7:25Harry Stebbings?

  Uh, and I think that can carry sharing ability is really interesting.

• 7:29Speaker 02

  Totally. And I think it actually strengthens the whole ecosystem itself because everybody's creating the next generation, which is pretty awesome.

• 7:36Harry Stebbings?

  Yeah.

• 7:36Speaker 02

  But you've also interviewed some of the best in the business from Peter Fenton to Brad Feld. And with that in mind, what have been some of the most prominent takeaways for you?

• 7:44Harry Stebbings?

  So I think I've obviously learned a ton from interviewing so many great VCs. I think if we start with what it takes to get into the industry, Pat Grady said to me that never has the rate of decay on operational experience been greater. I think now there's an element of diminishing returns almost with regards to having operational experience due to the sheer advancement in technology. What one might have as experienced as an operator 10 years ago is now a different world with the ever decreasing cost of starting a business, the rise of AWS, the changing funding environments, proliferation of distribution channels. Of course, there's still a huge amount to be taken from time in operations from a managerial perspective, but I don't think it can necessarily be held in this holy grail regard as the only way to enter the industry. I remember when I was debating getting into VC, Peter Fenton said to me,

• 8:27Harry Stebbings?

  there's only one way to be a great VC and that's to be a VC and learn and iterate. So I think from that VC entrant perspective, that definitely taught me a lot. On the investment side, I really learned a lot from Roger Ehrenberg at IA Ventures on the importance of. Investing with strict discipline. At IA, they take a very artisanal and precise strategy approach, looking for high ownership with strictly concentrated portfolio. So Roger definitely taught me a lot with regards to the importance of investing with discipline and having the conviction to stick to that discipline. When it comes to pricing, it's always an interesting one for me. I always think back to Kent Goldman at Upside in stating to me that the best way to use pricing to your advantage is to use it as a litmus test. It's a leading indicator almost to determine your desire to do a deal. If you believe this is going to be a truly game-changing transformative company,

• 9:10Harry Stebbings?

  then eight or 10 million pre really shouldn't make a difference. With regards to post-investment, I revert back to Peter Fenton, but he taught me so much on what it takes to be a truly great board member. I remember he stated to me the importance lying in being Socratic, not didactic, knowing when's the right time to interject, and having 15 questions in your head, but having the ability to narrow them down to the two that are fundamental. He also taught me that being a great board member is also two-sided. There's that element with the entrepreneur and being able to narrow down to just those two questions. But the truly great board members know how to work the other side. They've got the ability to really get the most out of their fellow board members. So if there is a board member that's not said anything in 20 minutes, ask him what he thinks, engage the whole board and really bring the best out of them that you can. That's the true sign of a board greatness.

• 9:55Harry Stebbings?

  So certainly a lot of takeaways there for sure. The final one I might add is just Jason Lemkin, who always taught me with regards to the founder, he always views them as, are they 3X better than me? Jason had a $100 million exit plus. So for him, obviously $300 million a time would be the minimal on an upside opportunity for him. So he always views entrepreneurs in the, are they 3X me?

• 10:16Speaker 02

  Awesome. Those are great little nuggets. Thank you so much. With those incredible learnings, I have to ask also, what's been the best and on the other side, the worst interviews? Is it the pure energy or the charisma or the intellectual rigor? What is it? What makes a great interview?

• 10:28Harry Stebbings?

  This is a great question and revealing one element now that not many people know about, I don't think. So I'm super strict on quality and contrarian thought. I never want a listener to feel like the 20 minutes has been anything but interesting and they've really learned something really tangible. So for 40% of interviews, we actually don't release them. Why is that? What makes the best and worst? Well, as you said, it's a mix of both charisma. And sheer intellectual horsepower. If we start on what makes the best, someone who has the ability to use personal experience, but extracite crucial learnings that are applicable to a wide segment of the audience. Brad Feld, for example, is fantastic at this. He'll take this time working with X company, structure the elements he took away from that experience,

• 11:08Harry Stebbings?

  and then make it applicable to everyone. Second is most definitely contrarian thought, something that I'm getting more and more excited by now, having done eight hundred interviews. I think we all know by now that it's all about founders. So I love it when like the likes of Matt Oco says, actually, I don't think fund cycles are long enough. Kent at Upside, who says, actually, current carry structures are wrong. They don't incentivize the portfolio enough. Or Rory O'Driscoll at Scale, who says that actually investing in growth is less and less about the founding team. So contrarian thought is key. Finally, you have rapport. I I've found the correlation in terms of the best interviews of those where we've had the longest chats before we press record, where they've taken the time to build that rapport and engagement. I recently had Tony Conrad at True on the show,

• 11:50Harry Stebbings?

  and he stated in the interview, this game is all about EQ, and he was so right. He took fifteen minutes beforehand to chat and really get to know each other. And our rapport and engagement as a result was completely unparalleled. As for bad interviews, my word, um, I think generic answers is number one bugbear for me. When I get told that startups are hard, or it's all about the founder, that's the most frustrating thing for me. And it's even more frustrating when you know how brilliant the guests could be.

• 12:13Speaker 02

  Awesome. And you decided to make the jump yourself last year, and I have to ask, why did you decide it was the right time? And also, you know, why did you choose Atomico?

• 12:21Harry Stebbings?

  Yeah, why the right time? I think the right time, my learning had slightly plateaued, in all honesty. I think the interviews were were fine and they were going as well as they had done before, but I didn't actually have a deeper understanding of venture, how raising funds worked, how LPs sort of, and and really what it takes to to be internal within a fund and be part of a team and part of the investment decision making and bring deals to the table. And so I I really wanted to learn that and I thought it was the right time. You know, I was getting pretty old at that time.

• 12:51Speaker 02

  All right, all right.

• 12:52Harry Stebbings?

  And so I thought it was the right time and I looked at London's landscape in all honesty. I think you'll probably agree, it's a it's a shallow. And they're a clear winners to me and very, very nicely, I was offered a number of opportunities and Atomico was by far the most exciting. I think it's got a phenomenal brand, one, and it's got a global brand, which is quite unlike maybe other European VCs. Um, and then you look at the team, you know, in all honesty, I, I met with you, I met with Siraj, I met with Alexis. And it was a case of one, shit, these guys are really smart. And two, if Mattias can get this team together of incredible people, wow, I've got to be a part of that. Like, that's something special. If these guys are willing to give up their time for this mission, man, I've got to do the same.

• 13:37Harry Stebbings?

  And I think the learnings to be gained from those people, like Ben Grohl, like I have one-on-one growth sessions with him each week. That's pretty rare. So the learnings that I kind of thought I could take from Atomico were sky high. And so that was really what attracted me. I'm working with a big team, you know, I wanted to be part of a team. And I really got on well with your Toms, your Bens, your Dan Hines, the Talons. And it just seemed like a really great way to work with great people and learn as much as I could in as short a time as I could.

• 14:01Speaker 02

  But we loved having you. We thought it was so exciting. And also I think we shared a, a lot of great experiences together. So.

• 14:08Harry Stebbings?

  Absolutely.

• 14:09Speaker 02

  You know, so loads of fun. Um, so we hear you have some good, good, big news today that you wanted to announce. What is it?

• 14:15Harry Stebbings?

  Uh, I'm very, very excited to be working on a new project, very sad to be leaving Atomico. But very excited to be working on a new project in Stealth. A lot more to come. I look very forward to revealing more in the future. And yeah, some very exciting times ahead for sure.

• 14:28Speaker 02

  Wow, well, you know, we're super excited to support you in whatever what you do. And it's been great to sort of have you part of the team. But for more sort of takeaways, you know, uh, you know, what has it been and from, you know, maybe from an academic standpoint, from also from a sentimental perspective, you know, what have been the big memories that you're going to have, that you're going to take with you from Atomico?

• 14:48Harry Stebbings?

  Yeah, I think you had two very different questions there, just in terms of academic and then sentimental and kind of personal. I think personal, uh, I mean, it would be hard to beat Slush. I mean, Slush was pretty special internally. I think we already knew about the, the fund and kind of this excitement around that. And I think kind of knowing that, you know, I was part of a team of phenomenally talented people, but at Slush in Helsinki. City I've never been to before with, you know, at the time after a week, pretty good friends actually, which was impressive. Um, and being part of kind of team Atomico, wearing my Atomico jacket. That was pretty special for sure. My first Monday partner meeting was a bit of a kind of pinch me moment. Slightly terrifying when uh Niklas was like, so how you tell me, you know, what is your past? And I was like, oh my god, no.

• 15:33Harry Stebbings?

  Um, but so, so that was an amazing moment. And then also just the weekly, I love the Monday morning meetings and kind of going through the pipeline, hearing everyone's thoughts. That to me was where kind of all the learning took place and it was one of those, I never miss those moments. Uh, and always remember them. I think from an academic perspective, I think I learned actually the importance of word quality knockout. And when I joined, I kind of came in and I was this fire hose of just bring deals to the table and be like, this is amazing. And Teddy would naturally shoot me down pretty rigorously and tell me why the go to market was screwed. And why the founder wasn't good and why the business model sucked. And there was like negative churn, but it wasn't really negative churn. And, and all these things, I hadn't really thought about it. It was word count, not quality.

• 16:15Harry Stebbings?

  Uh, and I think I really learned the quality and the importance of really having academic and strong theory behind every thought. And everything has to be considered in a kind of very worthwhile and thoughtful process because you've got a, a big team. And when there's a big team, there's a lot of opinions. And so you've got to make sure that yours counts and is prominent with kind of academic backing behind it to back it up. I think that would be the dominant one. I think then also just in terms of the power of specialism within the team, as I said. The likes of Dan and Ben and Neil really add to the whole company and allow for assets that everyone else can draw upon. I drew upon Alexis's gaming many times. Um, and so I think that was really valuable.

• 16:56Speaker 02

  Yeah, I know. It's, it's, it's important to constantly raise the bar. And I now am so lucky because I'm delighted to be the one asking these questions, right? Where we're gonna have the quick fire round. And as you know, I, I say the statement and you answer in sixty seconds per statement. So are you ready?

• 17:10Harry Stebbings?

  Am I ready to answer in sixty seconds? Yeah, I'm, I'm ready.

• 17:14Speaker 02

  Favorite book and why?

• 17:15Harry Stebbings?

  Favorite book and why? Uh, I love Madame Bovary. Uh, I know it's a bit out of the field.

• 17:22Harry Stebbings?

  I know, it's uh it's uh it's probably the most interesting thing in terms of kind of ultimate lifestyle and delusions of grandeur, but it's just the most beautiful story, incredible narrative and and my absolute favourite. And then another one that is an absolute from a business perspective is What I Learned Losing a Million Dollars. Actually Shaq gave it to me. Oh wow. It was like, this is gonna be the biggest lesson you're ever gonna learn. And I was like, I hope I don't have to lose a million myself. He was like, read it. And I actually read it uh on the way back from a San Francisco trip and it was my whole flight, but it was an amazing book. So What I Learned Losing a Million Dollars for sure. All right. So best advice to someone looking to enter the VC world? Oh, that's it's very much similar. If you're wanting to get in or if you're an associate or an analyst and you're looking to kind of make your mark on the industry, it's you've

• 18:06Harry Stebbings?

  got to specialise now. You've got to you've got to differentiate yourself. Actually, let's let's quantify that. You've got to differentiate yourself and the easiest way to do that is specialising. Like, it's an open landscape in terms of content generation. Like, go to gaming. Who is talking about the business models behind gaming? Who's talking about distribution behind gaming? No one. Uh you know, you've got Dean Takahashi at Vent should be talking about uh UI UX related to gaming, but there's no VC investment perspective behind gaming. It's relatively similar to medtech. People kind of shy away from medtech because of the regulatory environments and it's a sticky sticky subject. But you know, if you kind of choose a very niche category, carve out your domain expertise in it, you can easily go to a venture fund and go like, hey, I'm the thought leader in medtech and I get twenty deals a week. Who's your guy on medtech?

• 18:48Harry Stebbings?

  Hmm. No, couldn't agree more. Okay, so favourite blog or newsletter? Oh, that's a very good question. I mean, I have to admit to being an absolute fan of uh Matamot Daily. It's my go-to whenever I wake up. Uh I also subscribe to uh Strategy by Ben Thompson. I'm always very thoughtful in academic pieces, which make me realise how thick I really am, um which is rather unnerving every afternoon at three in the afternoon. And then I think another one that I'm gonna put out there, and I don't even know his surname because I only know his Twitter handle, but it's Ate Housing at Lightspeed. He's done a started a new blog called Drinking From The Firehose. Oh cool. And it's a perspective on kind of all things venture from a generalist perspective, but it's phenomenal writer and phenomenal brain. Oh, and then you've got like Brad Falto. Obviously on my street.

• 19:32Speaker 02

  Of course. Biggest misconception about the world of VC?

• 19:35Harry Stebbings?

  I think the biggest misconception about me is that I work a hundred hours a week, a hundred minutes a week. People think because I do five shows a week and twenty minutes a show, like I've got a lot of free time. Sadly, not so much. Uh, so that would be for me. I think from VC, I think. I think for me, it's the case that VCs are only good for money and that they're capitalist kind of shallow pigs almost, you know. You speak to VCs and they're your champion. They want to believe in you and the business. They want to be there to support you in your journey, you know, board meetings, I always feel entrepreneurs view them as a test. But they're really a chance for VCs to provide their value. Look at the likes of Brad Feld. I mean, this is a man who deeply, deeply cares about all his founders. And wants to not only be their champion, but their aide and their crutch.

• 20:17Harry Stebbings?

  So yes, I guess I would like to see more humanization of VC, which is actually one of the main reasons I did the show. To show that human and personal side to the VC behind the money.

• 20:27Speaker 02

  Okay, what twenty VC episodes do you recommend above any other and why?

• 20:31Harry Stebbings?

  Oh, that's a, it depends. I mean, it very much depends on kind of what you want. So if you want like academic takeaways, I would recommend Naval Ravikant. Um, I thought he was fantastic and he was just the most phenomenal brain to, to discuss with. Brad Feld was also phenomenal. You've got Mark Suster, again, very lively character. I think on the other side of the table, Ariel Zuckerberg, there was just great fun chat about the ecosystem, her learnings. And so I would recommend, yeah, Naval, Brad Feld, Ariel, definitely. And then actually Michael Scott was really interesting on kind of intricacies within the venture industry.

• 21:05Speaker 02

  Okay, most exciting question for me at least. Next five years for you and the roadmap ahead.

• 21:11Harry Stebbings?

  Fantastic question. Uh, as I said, very excited to be working on a new project in stealth. I can't wait to reveal some more details in the, in the near future. But very excited to make my mark on an industry that's A, given me so much and B, I love so much.

• 21:24Speaker 02

  Oh, you've made your mark, that's for sure. But let's carry on. I think the story of Harry Stebbings will just be continue and we're going to be so excited. To see you on your next step.

• 21:33Harry Stebbings?

  Well, thank you so much for having me, Mites. It's been a pleasure.

• 21:35Speaker 02

  All right, thank you.

• 21:38Harry Stebbings?

  Well, I think Mattias deserves a massive hand for being such a fantastic host there. And if you'd like to see more from us, then you can follow Mattias on Twitter @Jungman, L J U N G M A N, or you can follow me on Snapchat @HStubbings with two Bs. I would love to see you there. But before we leave you today, I really want to talk to you about a company that's really changed the way I sleep and operate. Eight is a sleep innovation company with their latest product, the Eight Smart Mattress, being a bed that literally tells you how well you slept last night, paired with an intelligent sensor cover that measures the quality of your sleep and delivers a daily sleep report. In order to bring you the best product, Eight used anonymized sleep data and feedback from over 10,000 people to understand which materials and types of mattresses give customers

• 22:22Harry Stebbings?

  the best sleep, resulting in their unique blend of four responsive and high-density foam layers, plus one layer of proprietary technology that helps people track and improve their sleep. This is perfect for people like me, people who want to be more productive during the day, who use or have used a fitness tracker, and want to take care of their health and fitness and sleep. And if that is you, honestly, you have to check it out on eightsleep.com. And if you use the promo code 20VC, that's two zero V C, you'll get a whopping 20% discount. And with Eight keeping me productive with a home product, FullContact is keeping 20VC team on top form. With FullContact, they provide the ability to organize your contacts, gain rich insights into them, and therefore build deep relationships, with features like automatically identifying

• 23:05Harry Stebbings?

  and merging duplicate contacts, to the ability to snap a photo of a business card, and FullContact will transcribe them for you, so no more lost and loose business cards at events like I always suffer from. It's with these features just being the tip of the iceberg that FullContact really is the best all-in-one solution for contact management, and it truly has changed the way I not only manage my contacts, but engage with my contacts. And you can check them out on fullcontact.com. As always, I so appreciate all your support, and I cannot wait to bring you Wednesday's episode with Josh Wolfe at Lux.