Peter Lacaillade - Backing The Best Managers In Private Markets - [Invest Like the Best, EP.437]

My guest today is Peter Lacaillade. Peter is the Chief Investment Officer for Private Investments at SCS Financial and has built a notable private equity allocation platform within the wealth management industry. He shares his insights on how SCS's pooled vehicle structure has enabled them to compete with institutional giants, avoiding the adverse selection that plagues most wealth platforms. Peter shares his investment philosophy across lower middle market buyouts, emerging independent sponsors, and investing with what he believes to be category-defining managers. We discuss what separates high-quality private equity managers, the evolution of the industry toward AI-powered strategies, and private markets going mainstream. Please enjoy this conversation with Peter Lacaillade. For the full show notes, transcript, and links to mentioned content, check out the episode page⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠ ----- This episode is brought to you by⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Ramp⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. Ramp’s mission is to help companies manage their spend in a way that reduces expenses and frees up time for teams to work on more valuable projects. Go to⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Ramp.com/invest⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to sign up for free and get a $250 welcome bonus. – This episode is brought to you by⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Ridgeline⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. Ridgeline has built a complete, real-time, modern operating system for investment managers. It handles trading, portfolio management, compliance, customer reporting, and much more through an all-in-one real-time cloud platform. Head to⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ridgelineapps.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to learn more about the platform. ----- Editing and post-production work for this episode was provided by The Podcast Consultant (⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://thepodcastconsultant.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠). -- The views expressed reflect personal views of participants at the time of recording and not necessarily any third party and are subject to change. The information provided is for informational and illustrative purposes only and does not constitute investment advice or an offer to buy or sell any securities. Assets under management is an estimate that reflects total assets managed and advised on. This recording contains certain forward-looking statements that reflect the participants’ current views. These statements are subject to many risks, uncertainties and factors which may cause future events to be materially different from these statements. Statements that reference past trends or activities should not be taken as a representation that such trends or activities will necessarily continue in the future. The investment strategies and any performance discussed are strictly intended to be for illustrative purposes only and are not meant to be representative of any entire investment program. Investments risk loss of capital and there is no guarantee that an investment will achieve its investment objective. Private investments in particular involve significant risks and are intended for experienced and sophisticated investors. -- Show Notes: (00:00:00) Welcome to Invest Like the Best (00:04:31) Advantages of Private Equity Over Public Markets (00:08:59) Talent Acquisition and Growth at SCS (00:10:28) SCS's Wealth Management Strategy (00:12:42) Trends in Private Equity (00:20:14) Challenges and Risks in Private Equity (00:26:06) The State of the Wealth Management Industry (00:35:07) Lower Middle Market Buyouts and Independent Sponsors (00:49:38) Introduction to Long Lake and Its Innovative Approach (00:54:26) The Rise of Holding Companies (00:57:03) Emerging Trends in Venture Capital 01:05:44) The Role of Endowments and Liquidity Solutions (01:10:40) Jake and Frank's Partnership (01:13:57) The Kindest Thing Anyone Has Ever Done For Peter

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

• 0:01Patrick O'Shaughnessy?

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• 0:46Patrick O'Shaughnessy?

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• 1:31Patrick O'Shaughnessy?

  Hello and welcome, everyone. I'm Patrick O'Neal, and this is Invest Like the Best. This show is an open-ended exploration of markets, ideas, stories, and strategies that will help you better invest both your time and your money. If you enjoy these conversations and want to go deeper, check out Colossus Review, our quarterly publication with in-depth profiles of the people shaping business and investing. You can find Colossus Review, along with all of our podcasts, at joincolossus.com.

• 1:56Speaker 01

  Patrick O'Neal is the CEO of Positive Sum. All opinions expressed by Patrick and podcast guests are solely their own opinions and do not reflect the opinion of Positive Sum. This podcast is for informational purposes only and should not be relied upon as a basis for investment decisions. Clients of Positive Sum may maintain positions in the securities discussed in this podcast. To learn more, visit psum.vc.

• 2:25Patrick O'Shaughnessy?

  My guest today is Peter Lackley. Peter is the Chief Investment Officer for Private Investments at SCS Financial and has built one of the most respected private equity allocation platforms in wealth management, overseeing $50 billion for ultra-high net worth families and earning the same access as top-tier endowments to the world's best managers. He shares how SCS's pooled vehicle structure enables them to compete with institutional giants for the best funds, avoiding the adverse selection that plagues most wealth platforms. Peter shares his investment philosophy across lower-market buyouts, emerging independent sponsors, and early bets on category-defining managers like Thrive Capital and Shore Capital. We discuss what separates exceptional private equity managers, the evolution of the industry towards AI-powered strategies, and private markets going mainstream. Please enjoy this conversation with Peter Lackley.

• 3:12Patrick O'Shaughnessy?

  To start, I really enjoy the line, "Private equity is a force for good." People are going to be surprised to hear that. Why do you think that's true?

• 3:20Speaker 02

  I believe it to my core in investing and the alpha that I believe we can generate for our clients, but I also see it firsthand, having seen multiple private equity owners as partners with the firm we invest in or that I'm a part of. I think when done well, and actually I have a family business that was transitioned in a very great way to a private equity platform. So I've seen it a bunch of different ways. But if you think about it, I mean, private equity has major advantages to public markets because you're getting long-duration capital that can take, there's not this thinking three to seven-plus years. And they're thinking strategically, when done well, and they just have major advantages over people in the public markets that have to manage quarter-to-quarter and deal with the volatility of that, et cetera.

• 4:05Speaker 02

  The returns, if you look 25 years, there's a consistent, call it, 3% to 5% alpha that you get from investing in the private market. And that is probably appropriate, given the illiquidity. However, one thing I love about private markets relative to public markets is there's the ability to pick top managers who persist over time or structural things that enable us to have conviction that we can deliver top-quarter talent performance consistently. And if you do that, you can get another 5% plus on top of the 3% to 5% that you expect over public equities, which basically equates to high teens, low twenties.

• 4:46Patrick O'Shaughnessy?

  What they're doing is they're changing system settings in a way that would be impossible probably in public markets or without real total control over the business. Is that the reason that it's possible?

• 4:59Speaker 02

  To go back to the private equities, a force for good, because when I say that, I'm actually talking more about like the companies themselves and the way it works. I'll back up. So SES, a founder-led company founded in 2002 by a guy named Pete Mattoon and a few other folks who had a vision that the private wealth space had a real gap. You had the investment banks like Goldman Sachs on one side that had great brands and investment capabilities, but were very conflicted in what they did. And then you had independent shops that were good at trusting the state's advice aligned, but not that savvy on the investment side. There was a gap in the market. They grew it to $7 billion at the time I joined in 2011.

• 5:41Speaker 02

  And a few years later, we did a deal with a firm here in Greenwich, Stonepoint Capital, because we had a few early founders that were no longer involved, as well as a family or two that put us into business. We needed a liquidity solution. So we sold 25% of the equity to Stonepoint. Stonepoint, incredible partners. And then, I might be a little off on dates, but 2017 or so, 16, 17, SES, we were transitioning from Gen 1 to Gen 2. We needed to do a more holistic solution. And Stonepoint bought a firm that was called Focus Financial. And then you fast forward, they took it public.

• 6:25Speaker 02

  You fast forward a little more, we're talking, it's 2021, 2022. And Focus, at that point in time, has grown to about 90 firms, $400 billion under management. But you basically have 90 firms doing 90 different things. And Clayton Dublerin Rice saw the opportunity to take it private and to actually integrate the company bit and to really leverage the scale of focus across investments, technology, a bunch of different kind of vectors and not have 90 firms do 90 different things, but organize it into various kind of divisions or hubs that are best in class. And the core mission behind Focus is really putting the client at the center.

• 7:10Speaker 02

  But these changes really benefit the client first, but then also the employees of the different firms and ultimately the investors at the private equity firm. So we're about 18 months into the Take Private. It was end of January 2023, the Take Private was announced and then it was delisted around Labor Day of 23, so about 18 months ago. And of the 400 billion of assets, they've now consolidated from a balance sheet perspective, aligned over half of that, including myself. So I had independent shares in SCS. So we had a revenue share with Focus, traded those partner shares to be part of the one Focus situation.

• 7:53Speaker 02

  And as have the majority of the assets within Focus. So we're all rowing aligned, rowing in the same boat. I believe that we'll be able to solve our clients' issues in much better ways. And it's been a shot of adrenaline also, just it's locked people in, it's inspired people and it's enabled us to bring in really great talent we couldn't have otherwise brought in. Layne McDonald, our new CIO, who had previously run the family office for the Johnson family from Fidelity, Harvard management company before that, and then a career in private equity at three different firms. And actually, you're in the Boston area. He's a bit of a celebrity from his Harvard and USA hockey days, but literally the best CIO partner I could possibly imagine.

• 8:38Speaker 02

  Prior to the Focus Take Private by CDR, there's no way we get Layne. And we also brought in a head of client service, Adrian Penta, who just started a few months ago, and three or four other really senior awesome hires at SES. We wouldn't have been able to do that otherwise because they're definitely incentivized and inspired by the vision that we're trying to do, which is to really be the best firm in wealth management, period. This is the ultra high net worth end that we serve, the high net worth that the other firms have focused. So now if I run into a client that is below 25 million, I'll refer them to my colleagues to focus. And we're going to enhance our capabilities just

• 9:18Speaker 02

  across the board. So I think private equity, when done well, can really be incredible for businesses across all different vectors. That's not to say they're not bad actors, but from a firsthand experience, and of course, there's the investment thing, talking as an employee of a private equity firm, what has me so excited for the future, private equity plays a big role in that.

• 9:41Patrick O'Shaughnessy?

  So one idea that I think is really interesting around this private equity thing and the scope of your business is to understand your specific platform, how it is so similar to all the other institutional allocator platforms in size and sophistication, and that that then can fuel a better wealth management experience for the families that trust SES and now the broader ecosystem that you're going to serve, the ultra high net worth or whatever. One of the reasons that wealth management sucks is there's a horrible adverse selection problem. And so any alts that they get suck because they eat last. You've built something different, which is to me, one of the most interesting things about SES, which is like, oh, it's wealth management, but you're in the same

• 10:23Patrick O'Shaughnessy?

  breath as these important bellwether LPs that other people look to, to see what's interesting and new. And that's the opposite of what happens in wealth management. Something interesting must have happened. So what would be the headline stats that you would hold out?

• 10:40Speaker 02

  Now we have over $50 billion under management.

• 10:43Patrick O'Shaughnessy?

  At SES?

• 10:44Speaker 02

  Yes, with approximately 500 clients. So, an average client of about $100 million. And because of their wealth, they can have an allocation to private equity or to alternatives, and a lot of private equity that resembles what the top endowments foundation, single family offices has. So, our typical client at SES might have 30% target to private equity and another 10% or so to opportunistic credit and real assets, et cetera.

• 11:13Patrick O'Shaughnessy?

  So, you've got $50 billion?

• 11:15Speaker 02

  Yes.

• 11:16Patrick O'Shaughnessy?

  That's, sounds like Harvard, or Yale, or any of these very big, famous foundations that have been the allocators of choice for the marquee private asset managers?

• 11:28Speaker 02

  Yes.

• 11:29Patrick O'Shaughnessy?

  And what's interesting to me is that everyone talks about how wealth management as a channel for new capital is going to be so important as endowments and others are sort of tapped out, or fully allocated. So, I am curious about like the ingredients for, it seems like there's going to be more people like you that try to build an institutional-grade bellwether allocator that's in the same breath as Yale, but serves the wealth management market, and the private equity being a force for good concept?

• 11:58Speaker 02

  First of all, as I mentioned, the families themselves are very wealthy. They have enough money to keep in fixed income cash to fund their lifestyle and deal with things, so they can have a sizable amount of capital that they lock up. We have a flexible model, but as I mentioned, the average family is somewhere around 35%, 40% in privates. Some people, and myself too, personally, I'm 60%, 70% in privates. I'm comfortable with that, and I believe in long-term return potential. There's a huge opportunity in wealth management generally. If you look at smaller families, they might have, a typical wealth management client that might have $5 to $15 million, they can't have that type of 30%, 40% allocation, 50% allocation to privates, but they can probably do 10% to 15%.

• 12:42Speaker 02

  And maybe it's 2% or 4% right now. And often it's in like multifamily real estate, or something really that- Has an income component and it doesn't have the upside of the buyouts and the venture stuff we do. But then the other really key component to our success, and we've seen other competitors, firms that look like us, start to copy the model or just adopt the model that we went with from the beginning, is that we use pooled vehicles that we set up every two years. We get the money from our clients and then we allocate across a series of different funds and co-investments.

• 13:19Patrick O'Shaughnessy?

  And they're committing to those funds.

• 13:21Speaker 02

  We call them pooled vehicles. They are structured much like fund to funds, although our underlying clients, our wealth management clients at SES, just pay a single asset management fee. So we make the same fee for them off putting them into Parametric that's doing tax efficient indexing. We're not biased to put them in privates first. We're just trying to do what's the best from an asset allocation perspective.

• 13:43Patrick O'Shaughnessy?

  Yeah, yeah.

• 13:43Speaker 02

  And our approach has been, where's the alpha? It's in private, specifically private equity. That's where we want to use our liquidity budget. And then in the more efficient areas of the market, like public equities, we are largely doing a lot of passive. And, and because our underlying clients are largely US taxpayers.

• 14:03Patrick O'Shaughnessy?

  And so the pooled vehicle thing, which is like an interesting like structural innovation, maybe, what does that unlock? It's just uncertainty. So you can then go to the GPs of the world and just feel like Yale or something?

• 14:14Speaker 02

  Yeah, exactly. There's a couple of things I would say. Yes, the pooled vehicle enables us, and we've actually found that you don't want to do it every year. You want to do it every two years, but you don't want to do it every three to four years. Two years, you get the right mix of underlying buyout growth venture funds and co-investments. Because we want to have diversification across these different sniper laser shot people that might be doing subsectors in defense, like Elvin River or healthcare, software, et cetera. And the venture funds often raise in two-year cycles, so it's kind of nice. Thrive or Founder's Fund are basically in each vintage vehicle we set up, you're going to have that fund. But it gives the optionality that if we have a client, say they're an entrepreneur, they start with.

• 14:59Speaker 02

  With 50 million with us, then they sell their business and they go up to 250 million. They can flex up accordingly in their allocation.

• 15:08Patrick O'Shaughnessy?

  And each time they are choosing with you the amount of their marginal allocation to the new pool vehicle?

• 15:14Speaker 02

  We're doing cash flow modeling.

• 15:16Patrick O'Shaughnessy?

  Do they generally take your recommendation?

• 15:18Speaker 02

  Yes.

• 15:19Patrick O'Shaughnessy?

  So in some sense, they are committing, but they trust you.

• 15:22Speaker 02

  What we're trying to do is, let me just run some simple math for you. Let's say you're a hundred million dollar client of ours and we want to have you be 35% private equity. The rough back of the envelope math, this is a little schwag, is that in order to get to that NAV target that you have, say you want to have 35 million of NAV in private equity, is you need to commit a third of that allocation per year. Somewhere between 10 to 12 million dollars annually. We do it every two years. So you would commit, say, 20 million dollars, somewhere between 20 is probably good. So you're going to commit 20 million to the vehicle we're setting up right now, which is called private equity 10. And then you're going to commit, hopefully your portfolio is growing a little bit.

• 16:05Speaker 02

  So you might commit 21 or 22 million to private equity 11 and 23, 24 million to private equity 12. And then when you get to year six, the modeling would suggest that your NAV, and hopefully your portfolio is growing a little bit, you're going to roughly be at 40 million. You're going to be at that 35% target NAV. You're going to have an unfunded liability. You're trying to be 35% private equity, you probably have to have about a 15% unfunded. But we just kind of manage against that. And then if you get divorced, God forbid, I'm sure you won't, but if life changes, then you can toggle down. And that's how we do it. So it's really to think very long term. I think it's very important to get the vintage diversification. Doing this now 14 years at SCS.

• 16:50Speaker 02

  We're targeting our bar. If you think of the market generally, the private equity market generates multiples somewhere between kind of a 1.8 and 2.2 X. IRRs between, say, 10 and 15%. That's like the average private equity return over the past 25 years, roughly. Some vintages are better than others, and we're trying to generate, what we're striving to do in our program is generate top quartile returns, which is typically going to be an additional, say, 5% plus of return above that. But so we're targeting kind of high-teens, low twenties IRRs. We put in our book 16 to 18% net IRR, multiple roughly around 2 and a FX. But certain vintages, I think, will have the potential to be north of 3X. But

• 17:34Speaker 02

  then you get a bad vintage in the COVID era where you had really inflated multiples out there, and you have to grow into these purchase prices that people paid. You might end up in the low twos, and your IRR might be mid-teens or low teens in the top quartile. So what's really important is to be consistently investing in the asset class, because I think one thing that I saw, I worked at Harbor Vest Partners in the secondary group between like '07 and '09, but there was a lot of enthusiasm around large-cap buyouts leading up to that. And when I joined SES in '11, I looked at a bunch of our clients' portfolios and their legacy wealth managers, and they were just chock full of large-cap buyout

• 18:18Speaker 02

  firms from '05 to '07. That's not a great vintage. Because the global financial crisis, a lot of people take a pause and they miss '09, '10, '11, '12, and then maybe they start getting excited again. And those were the best vintages. And they get excited again when things start to heat up. And I think it's really important to be consistent in your allocation so that you capture the really good vintages.

• 18:43Patrick O'Shaughnessy?

  Okay, so through the unique way that you've structured it, and maybe the unique capital base that you've gotten to work with, these very high net worth families, you've created a situation where SES is a private's heavy allocation, but it is an allocator that feels like the great institutions out there. All this thing you just described is like all the means to that end. What are the biggest risks? The trend seems to be, everyone is saying that wealth management clients need to go from zero-ish private equity exposure to like much, much higher. And the reason is better returns, or risk-adjusted returns, et cetera. You've been doing this a while now. What are the big risks that you see in allocating to private equity now? If we're about to get this big wave of a new source of capital doing so?

• 19:26Speaker 02

  I think you run the risk that a lot of people are going to have pretty mediocre experiences in private equity because a lot of the products that are being put together to cater to the high net worth or even like mass affluent market are done by really large cap shops in vehicles that have lower cost of capital. And they might be targeting what they're trying to do is like 10, 12%. And if they undershoot on that, you might end up

• 19:53Patrick O'Shaughnessy?

  T-bills plus.

• 19:53Speaker 02

  You're in private equity. Yeah, exactly. So I think that's the risk. The cost of capital for some of these evergreen private equity vehicles is far lower than the standard players. I'm talking specifically about a very high profile secondary sale that been in the market a lot. The bids from the sophisticated buyers for these assets came in at mid 80s pricing. And then a couple of the evergreen vehicles, interval funds that have been set up that raise capital and need to put it to work so that all the cash drag bid in the mid 90s. So there's a 10% spread between folks that candidly like have big funds and want to put the money out. I don't know exactly what they're underwriting to, but they were blown out of the water

• 20:38Speaker 02

  by these new sources of capital that really need to put money into work. And we executed a trade. We sold some of our direct lending private credit from the vintages of 18, 19, 20, you know, stuff where there could be the underlying companies maybe weren't the best vintages of private equity. We got par and the tightest spreads. We got par from an interval fund buyer. And I think that the risk is not that there's like a blow up or a catastrophe or something like that. That it's an underwhelming experience because you also have the friction of the various fees involved that are going to drag things down. And then the other risk, and we saw this

• 21:18Speaker 02

  with B REIT, is people think that they have quarterly liquidity, their gates. And oftentimes, when things happen in markets, everyone rushes for liquidity at the same time, and they can't get it. I think that people need to be really clear about, yes, in a normal situation, you're very likely to be able to get quarterly liquid after a two-year lock. But you have to be prepared for a scenario where you're actually locked up for five, six years.

• 21:47Patrick O'Shaughnessy?

  So really, the risk is that you get results, having given up liquidity, that you probably could have gotten for very cheap, very liquid alternatives, be that public bonds, public stocks, whatever.

• 22:00Speaker 02

  Yes.

• 22:01Patrick O'Shaughnessy?

  And it also makes me wonder about the duration of the partnerships. The beautiful thing about SPY or whatever is you can buy this morning and sell this afternoon if you want. In the business that you're focused on, and you're getting in bed with a person or a couple of people leading the firms that you give this money to, what lessons have you learned that you would coach the next generation of people that want to build a great sterling wealth management, private's allocation platform or something about getting that piece of the equation right? What are the big lessons learned?

• 22:29Speaker 02

  I would say, this is very obvious, you're getting into a partnership that usually is like a 10-year plus three years, and then there could be extensions beyond that. I mean, this is often, these things are lasting 15-plus years, which I think is longer than the average marriage. You really need to know the character of the partner that you're investing in, and understand that they're going to be good partners in good times and bad. And I think that if you have people who are very focused on themselves, greedy, that can cause real disruption with teams, which can cause firm instability and make for real issues in the underlying stability of the team that you're partnering with for this 10-year-plus horizon.

• 23:11Speaker 02

  Fortunately, we've had a really great set of partners generally, but where we've had issues, we often back real kind of alphas. I think that's great, but some of the ones we've had issues with have had controversy around them. And when they've faltered, people are ready to kick them when they're down and the team isn't cohesive and things like that. So I think that can be a risk. And in the due diligence, what's really important is not to get stuck in the echo chamber of doing the on-list calls and talking to the other LPs that are doing the fund. Because you can get a lot of positivity if you're just listening to the people that are fans. One thing I've really do and continue to, I was talking about this with my colleague today,

• 23:56Speaker 02

  is like really making sure that we are trying to find contrary views or people who are not doing the fund. I don't even do many on-list reference calls. I'm generally like just assuming they're all good and focusing on going off list. But also, it's really important that you know that you have very trusted relationships with people on the other side of the phone. There's an example I can think of recently with a fund that we passed on where another LP had shown it to us and they had spoken to this group, looked great on paper, great presenters, et cetera. They were very excited about it. My colleagues brought it to me. I thought it was interesting. I know one of my good friends works at that firm and I called him and it was like,

• 24:41Speaker 02

  "Don't walk away, run." A lot of detailed reasons why we should not do this fund, why we should not back this person. We passed this along to this other LP and he goes, "Oh, my gosh. I just spoke to that person's boss and they said the most amazing things about them." And I'm like, "Yeah, well, that's the company line." And so, just to summarize, you have to be investing with really great people, but also people who have great character integrity and are going to be awesome long-term partners. Because nothing's a straight line. And really making sure we have both those things when we make investments.

• 25:18Patrick O'Shaughnessy?

  What's your most direct and honest assessment of the wealth management industry?

• 25:24Speaker 02

  It's a huge industry. It's like close to 160 trillion globally, I think 90 billion plus, I mean 90 trillion plus pool of assets in the US. And generally, I think it's pretty crappy. It's not great. You have the banks like Goldman Sachs, Morgan Stanley, JP Morgan, et cetera. They're great firms. They can do nice things on the lending side and they will do interesting deals from time to time that they'll offer up to their clients. But in general, I think you get real adverse selection doing private investments through those platforms because they have fee arrangements with these firms and they will only put a firm on the platform

• 26:04Speaker 02

  if there's some fee share. And the best funds are heavily oversubscribed and don't take wealth management dollars. There are exceptions, but in general, you have an adverse selection of funds on wealth management platforms. My advice to my friends who ask me what to do is like, maybe there's certain credit funds. If you go plain vanilla on something like that, you can be fine. You not get hurt. But like, I don't think in the areas where there's a lot of alpha in the market, small buyouts, venture capital, those are non-existent really on the large private wealth platforms at the banks. And you just don't know. You're like, why am I being shown this? There are fees and incentives and conflicts involved

• 26:47Speaker 02

  in most things that are being shown to the clients. They're showing something because they got a deal. But if you think of the large cap buyout world, there's some firms that are oversubscribed in one and dones and are really great firms with great cultures and are very hard to access. And they probably don't have much dollars, if any, from the wealth management channels. That's just a fact. And then there are others, they don't want to do that because they'd have to pay the bank, it's like a placement agent fee. It might be 50 basis points or 100 basis points of management fee, something like that. Whereas the folks that often do it, they need to raise that money. They're not really oversubscribed. And then sometimes what you'll see too is you might have a really

• 27:29Speaker 02

  good firm, they don't have their flagship product that's oversubscribed on the platform. They have the new thing. That they're starting, whether it's a new sector-focused fund or geography, it's the upstart thing that they need to launch. So you might not even get the best of these large firms. That's the issue on the banking side. You also don't have, our average family is over 100 million. A typical wealth advisor is really not as steeped in trust and estate stuff and like the complexities of larger families like some of the boutiques are. And there are a bunch of boutiques out there that are really good in helping you with your estate, doing bill pay or other family office services,

• 28:12Speaker 02

  but they might not have a very robust investment platform. The vision for SCS, when our founder Pete Mattoon started the company in 2002, was like, he had had a liquidity about himself. He was looking for a solution and he was like, wow, there's a huge gap in the market to bring these two things together, having a world-class investment platform that looks like the best single-family offices, the best endowments and foundations, and also is very client-aligned and sophisticated on the family office side. There are a handful, it's probably less than 10, of firms out there in the country who have achieved really significant scale like we have and deal with these types of families because it's hard to get to

• 28:57Speaker 02

  because scale is really important. If you're a billion or $2 billion firm, you don't have the scale of assets to be as relevant on the investment side. So I was really fortunate to join SCS when we had $7 billion and now we're $50 billion. But I feel like to have a really attractive program in the alternative space, it's difficult to do that sub $5 billion portfolio.

• 29:21Patrick O'Shaughnessy?

  I understand the banks and their problem and then subscale is a problem. Then there's this other middle channel, which is the rollups, other big collections of RIAs or just big individual RIAs. But I don't know of many of those, maybe Iconic's an exception, where Iconic has seemed to have been able to develop an alts investing program that's respected and sought after or whatever. But there's not like, I can't name five other ones. So why is that not the case? There are other places as big as you, but they're not like a sought-after LP yet.

• 29:55Speaker 02

  Yeah, and that's an opportunity for them. I think you need to have coherence across the platform.

• 30:00Patrick O'Shaughnessy?

  It's one of these things where like the best time to start that was in 2011 because it takes time to build the reputation.

• 30:05Speaker 02

  It takes a lot of time. There's real luck involved.

• 30:08Patrick O'Shaughnessy?

  Yeah, sure.

• 30:09Speaker 02

  I mean, I stumbled into the job I'm in to begin with. I was going to go and be a lower middle market via growth equity investor. And it was just through networking that this guy was like, I can all have a job for you. But the guys who managed my money, I wasn't thinking about private wealth. I wasn't thinking about, I didn't know what a multifamily office was. GPs were really open to taking my call in 2011. At other points in the cycle, it becomes harder to get access. Right now is a good time to be launching a program. I think it's been a tougher capital raising environment because distributions have slowed down. And then you layer in the fact that the endowments and foundations are in a tough spot right now. And there's a lot of uncertainty around funding and taxes. I think that there is room for a number of new players to go into the wealth management area.

• 30:54Speaker 02

  But I think the scale is really tough. If I were to not be at SES and I'm in it to win it here and really love the vision of not only SES, but the Focus Platform that we're a part of. If that wasn't the case and I was going to start something, one of the key things is I would want to start with an asset base of around $5 billion going to 20 because I think that scale piece, that first couple billion is really hard because it's the chicken and the egg issue.

• 31:24Patrick O'Shaughnessy?

  One of the things that I think is so cool about where it's all going is that you at SES now being one of the investment leaders of this much bigger platform, you get to see everything that's emerging at the frontiers and how things are changing and sort of who is best and what they're doing. And you're a great person to ask to dispatch from the front. Say like, here's what's happening. Here's who's good. Here's why. I thought it'd be fun to do like a round robin almost of what is changing at the edge of different asset classes. And maybe we'll start with private equity since I know that's one that you spend a lot of your time on. And we can take this in subcategories too. We can talk about independent sponsors. We can talk about the big buyout firms. We can talk about platforms. What do you think are the most interesting things that are changing about private equity

• 32:09Patrick O'Shaughnessy?

  as it's become a very mature industry over 50 years or so?

• 32:14Speaker 02

  So buyouts at the large end, I think you have, I mean, this has patted me for a long time, but the bigger buyouts definitely moving towards asset managers. And one thing that a lot of those firms like Blackstone, KKR, Carlyle, Apollo are focused on is having vehicles that cater to the mass market, interval funds or things like that, and really also having more customized solutions for their big sovereigns or whatever it is. They're not private equity investment firms, they're asset managers, and they're some of the most important asset managers in the world. And that's not where we spend a lot of time and play.

• 32:48Patrick O'Shaughnessy?

  Why not?

• 32:49Speaker 02

  Because we think that by going in the smaller end of the markets, we're taking on maybe more risk, but you're able to buy into things at lower prices, you can do more operationally and improve these businesses, and then they can be sold up the food chain to these larger players into these places that have lower cost of capital. And that has continued to evolve. I think it's not happening overnight, but I think one thing that is interesting about those big places is that they have become maybe more like investment banks than private equity firms.

• 33:21Patrick O'Shaughnessy?

  What does that mean? Bring that point to life?

• 33:24Speaker 02

  You go join Blackstone or whatever after your stint of banking, you're really just cranking through models and you're not really on the front lines with entrepreneurs. It's more about financial engineering than it is business building. I'm making generalizations, but I think the size of what they do.

• 33:42Patrick O'Shaughnessy?

  But that makes sense with low cost of capital for them. Like they don't need to deliver the same, necessarily the same return?

• 33:47Speaker 02

  Yeah, I think they are targeting lower cost of capital. They're really focused on, okay, what kind of premium are we going to get over public equities? Is this suitable? There's a real emphasis on credit from these shops because it's very scalable and a lot of their, and clients are not taxable. They're less sensitive to that sort of thing. But I would say that the cool thing at HBS, maybe 10 years ago, was to go back to your firm that you'd worked at, or go back to Blackstone or Carlyle, KKR. Now, I think a real trend that has been going on for many years, but is really accelerating, is actually to not go back To these big shops, but to actually become an independent sponsor, to do a search fund, to go do a roll up in a certain industry.

• 34:32Speaker 02

  And maybe that leads you to building out your own private equity firm. Roy Shugkoff teaches a class at HBS and there's been some real success stories. You had the Garnet Station guys on who we know are both good friends with. You know, I think they have been inspirational for a next generation of leaders. That is an area that we're spending a ton of time. So we've been backing lower middle market firms for a long time. Since I started in 2011, the majority of our buyout investments were in these smaller cap businesses or firms that were going after smaller cap businesses. And when I say that, maybe just to back up for one second. What's the thesis around why lower middle market versus mid-market versus large cap? Lower middle market, this varies depending on the business model and industry dynamics and growth, et cetera.

• 35:17Speaker 02

  But say a typical small business will trade for, say, five to six times EBITDA on the low end. Maybe if it's a really great business with high growth, maybe it's say five to eight times EBITDA. Whereas when you scale that and you take that from somewhere in the two to seven of EBITDA grows to 20 plus, then that is valued by the market somewhere between 12 to 16, 18 times. The multiple you can sell that business at is twice as big as what you paid or significantly ahead. Now, why is that? You professionalize the business. You put in financial reporting system. It's hard. Yeah, it's really hard work. And why did it grow? You made different acquisitions.

• 35:59Speaker 02

  You expanded into different markets or built out your sales force, et cetera. I mean, you did a bunch of things that have made a more stable business. You don't have as much customer concentration. Therefore, banks will lend more money to it. And this is a tale as old as time, something that is very repeatable and something to go after. When I started this in 2011, most of these emerging firms were people who were spinning out of other shops. There were a number of them, but yeah, it would usually be mid-market firm gets big. Three junior partners decide to go off.

• 36:34Patrick O'Shaughnessy?

  To do the same thing.

• 36:35Speaker 02

  And that still happens, but now the rise of these independent sponsors, search fund people. I mean, the lines kind of blur together in what you call these things. And I think part of what can be different there is that these things are usually focused on very fragmented aggressive rollups. HVAC is one that everyone talks about.

• 36:55Patrick O'Shaughnessy?

  Love the HVAC rollups.

• 36:56Speaker 02

  We're seeing things in youth sports. Accounting is something that's gotten some heat. We have a landscaping company where looking to have, I mean, there's, it goes on and on and on.

• 37:06Patrick O'Shaughnessy?

  If you see the 10 people that want to do this, what separates the wheat from the chaff? Like, what is the best of those 10 typically look like? What are the attributes of somebody doing this? Cause especially if they're very young, it's hard to know. Not huge track records typically, they haven't run their own thing before. How do you know which of the independent sponsors to back?

• 37:26Speaker 02

  Usually they have some experience at a real firm where they've worked for a couple of years and they learned how to financially model and learned like how transactions work and whatnot. There's something in them, they have that bug where they want to be an entrepreneur. They don't want to go work for some big firm. This is not like a fallback, like they couldn't get the job at their private equity firm. So they decided, okay, this is the cool thing to do. They're very passionate about the strategies that they're pursuing and are really going to run through walls to make it happen. I think the velocity of acquisitions, the getting, the constant getting on planes, going to God knows where to find the next garage door rollup. There's this guy who we're backing right now, Jordan Dubin, who is actually literally, he hasn't graduated yet from HBS.

• 38:11Speaker 02

  But over the two years he has been there, he has with two of his former partners at Alcaterton. They have done a garage door, Guild Garage Door. It is well north of 30, maybe north of 40 in EBITDA.

• 38:25Patrick O'Shaughnessy?

  The platform.

• 38:26Speaker 02

  Yeah. And we're coming into, he has a new platform he's starting that is in an adjacent area. So it's very related. And then a third idea that is also kind of in the same area of, you could see how these things all come together.

• 38:41Patrick O'Shaughnessy?

  Yeah. What are his attributes? What's he like? This is what I'm trying to get at.

• 38:45Speaker 02

  Just run through walls, just going to work harder than anyone. He was an athlete. He has not a chip on his shoulder. I think he has a boulder on his shoulder. He interned for Matt and Alex at Garnet Station Partners, mentored by those sorts of folks. I think, we'll talk about Jake Sloan later, but I mean, Jake Sloan does not throw around compliments that much if you know him, and he thinks that Jordan has the potential to be even, even better, potentially. Now, how do we source these things? There is a ecosystem of people that are mentoring and inspiring others, who we know and are close with some of them. So the Jordan Dubin, for example, was referred through Royce Yocuff, first of all, because he was a student of his. He said, "I can't invest."

• 39:29Patrick O'Shaughnessy?

  Yeah, I'm your teacher.

• 39:30Speaker 02

  But this guy is really exceptional on the level of Matt and Alex, Jake and Frank from ZBS, and Alex and Ross from Heritage Holding. When I saw that statement, that introduction, it was like, hey, we get on the immediately.

• 39:44Patrick O'Shaughnessy?

  I want to press on what makes you good, because on my screen here, I've got the list of funds that you've invested in and some of the deals that you've done. And it is in some ways a who's who of the category leaders in the different spaces. And in most cases that I know the details, you've been a partner with them for a long time. Now it's the who's who, but you were a fund one, two, three, four investor in those funds. So what does it take to, you mentioned two of the other great allocators that feel more front-footed than lots of allocators do. Literally, just what does it take to win? In the same way that you would hope a GP would win finding the best assets. Is it just the same exact stuff? Is it just hustle and taste and intelligence?

• 40:28Speaker 02

  Yeah, it's hustle. So by the way, I absolutely love what I do.

• 40:31Patrick O'Shaughnessy?

  Yeah.

• 40:31Speaker 02

  I get so much energy from it and I work really hard.

• 40:35Patrick O'Shaughnessy?

  You're over scheduled.

• 40:37Speaker 02

  Overscheduled and by the way, I be very critical of myself and I'm definitely stretched too thin, et cetera. But I'm getting so much positive energy, meeting new and emerging groups or spending time talking about direct co-investment deals with established people, et cetera, that I just, I love my job. And I think the passion comes through. I think there's a taste and a gut instinct. I think that is intuitive and I had it when I started this in 2011, but you also grow and learn and refine what you're looking for. And I'm just very authentic. I'm very open and transparent and real. And what that leads to is very

• 41:17Speaker 02

  deep trusted partnerships, which then refer other people to do that. And then when you're known as being a leading backer of different firms, then you're sought at. If Notre Dame is doing something, they might, you know, refer it to us. There's a really good just feedback loop that happens by being a good partner. But I think it's finding people, I say this frequently, but track record is important, but we're investing in the next fund. We're trying to go where the puck is going. And I think really trying to be intellectually honest and strategic with partners about that and not be overwhelmed by, okay, well,

• 41:59Speaker 02

  who did this and who did that? And there's a lot of box checking that goes on in the LP world. And I think it's actually relative to the GP world, it's less competitive. And I could get into those dynamics, but I will say what we're doing is not off the run anymore, though. There are a number of folks that are moving into the space.

• 42:24Patrick O'Shaughnessy?

  In the public equity world, when you study the factors that drive returns, most all of the studies come back to three things, value, momentum, and quality. Do you think those three ideas apply to the style of investing that you do, effectively investing in people and teams in private markets?

• 42:43Speaker 02

  I don't really think of it that way, but I would say certainly like value and it's relative value. I mean, you could pay 15 times for a software business that's growing a lot. Could be a great relative value. And I think that you want to be in the market leaders. That is a key thing. I've been disappointed. I don't like disappointing because I'm a glass half full type of person, but there hasn't been more of a correction in venture land. I think there's a lot of businesses out there that were overvalued and are not the one or two leader in their category. They might be number five or 10 and they probably, there's not a lot of value there. But they're being somewhat zombies and these things take a long time to play out in private markets and the way things are marked.

• 43:28Speaker 02

  I think that's one theme you'll get if you get to know me is I'm not really concerned about marks. At the end of the day, I'm trying to have great partnerships that will deliver distributions in due time. And if something goes wrong, I'm like, okay, well, maybe that's a learning experience. And that creates a situation that can be advantageous to us because the fund's smaller. There's more co-investment, whatever. It's not necessarily a bad thing. In the venture world, the reckoning was definitely like put off majorly. And I don't know how it's going to play out because so much capital is coming to AI. These bigger funds had issues at a later stage and stuff. And so then they're doing the seed things and seed hasn't really corrected, even though public multiples are way down.

• 44:10Speaker 02

  That would be another reason why I really love lower middle market buyouts. Because I think the ability to generate alpha by professionalizing businesses, or it could be carve outs too. Some of our greatest deals have been very operationally focused, like teams that carve out divisions. They take on a ton of degree of difficulty through complexity. But what's really hard to do is to generate

• 44:41Speaker 02

  alpha doing consensus trades. By the way, they can make money. Their various friends of yours, probably in Greenwich here, who are going to be very successful financially by buying businesses that lower middle market firms professionalize. And then they generate somewhere between a two to two and a half gross and maybe high teens gets down to net. And that's okay. That's okay for a certain pool of capital. And that's fine. I don't want that to go away because I want to have those people be willing to pay 12 or 15 times EBITDA for a business that our managers create at seven times. And so I'm rooting for it. And by the way, for those pension money, if we go all the way up to the Apollos, the K K R's, the Blackstones of the world, their major clients are the

• 45:26Speaker 02

  US pensions that have to deliver alpha to these various plans. And that could be doing double digits. And so there's an opportunity across the spectrum. One thing that frustrated me a lot, I haven't had the vindication as much as I would have hoped, but was in 2018 to like 2021, was just how silly the numbers were across everything and how everyone looked good. And I have confidence that with the right set of partners, in time, things will play out. Being with the people that are actually truly adding value will deliver differentiated returns.

• 46:07Patrick O'Shaughnessy?

  I think the idea of size and flexibility without bureaucracy is a very interesting combination. Literally thinking of your top four things, and I'm throwing back in there the fact that you serve as a signal for other LPs. Whether you lean into it or not, it's attractive to GPs for sure. It actually sounds very similar if you go up a level from GP to LP to Thrive. It's the same size team. It can write a tiny seed check or a billion dollar check. You can cover the universe with a team of tennis people, and they serve as this signal that other people want to follow. It's an interesting comparison.

• 46:38Speaker 02

  I mean, that's a wonderful compliment. Thank you. Wow, that's just being compared to Thrive. But I do think there are parallels to one thing I was saying to Nabil at Thrive. I think it was yesterday because they came in last week to demo some of their tools they're using, their AI tools internally, as well as what they're doing with their accounting platform. And it was so impressive. I think that's a firm that has had continuous evolution. And they started off with friends and family, it was like seven or eight million, but then 40 million. We came in a year later when he raised 150. They were known for doing seed and Series A. There's a lot of consumer in there, but from the beginning, Thrive was very clear saying, we're stage agnostic,

• 47:22Speaker 02

  industry agnostic. They didn't want to be put in a box. And I think that's good. I think some people probably say too much in their fundraising in the early days. They maybe box themselves in too much. Josh did the opposite. He was very open on that. But they've continued to evolve and they've, I think, emerged as one of the most important growth investors in the world. What they're doing right now with their holding company, doing buyouts, utilizing AI to really enhance some of these fragmented industries. And there's a lot of folks out there, there's hype around, okay, use AI to do like rollups. You see deals getting done where a couple of engineers from a top company might get $8 million on a $40 million valuation to go do a rollup.

• 48:04Speaker 02

  They don't have a broad set of skills, no private equity experience. They also don't have enough capital. They can do like one deal. In order to do this right, I think you need to have a significant amount of capital and a really large, maybe not too large, but a substantial team that has skillsets from both the finance industry and the AI engineering side. And I think nothing embodies this more than what Long Lake's doing. Long Lake, for reference, is a holding company that was founded a couple of years ago by a guy named Alex Taubman, who'd been at Oaktree, and another guy named Zach Frankel, who was co-founder of Ramp and co-founder of Cognition.

• 48:45Speaker 02

  One of the smartest human beings either of us have probably come across. I think you would agree to that. General Catalysts initially seeded Long Lake. Kudos to Haymont on really believing in them and pushing this. And then they've gotten capital from Thrive and others at different stages, and we're looking at an investment right now. But you look at what they're doing, they have a team of, call it, eight private equity folks who come from great places. Like top vice president or director level at really great firms who have great experience working under Alex on the private equity side. And then you have engineers who've had senior positions at Scale AI, Palantir, et cetera, that are top of their class, the best schools.

• 49:25Speaker 02

  And they're building tools that it's not about the shiny UI or about something you want to sell. They're going into the workflows. Their first major area they're focused on has been homeowners associations, which is a very large and fragmented area that trades at a pretty high multiple. And they demoed a tool for us. They sit down with the manager who has to put together this monthly report, has to do this every month and probably has a few different associations he or she has to do this for. What they do is they open up a clean Excel doc and then get sources from like five different areas and populate it and then put it together and it takes 10 hours. By building various AI-powered tools to pull in data in certain ways and put it all together,

• 50:07Speaker 02

  what was taking 10 hours is now less than an hour, even with checking and a much better, more thorough, customized, standardized way. So you just save 90% plus and made a better experience for everyone involved. Do that times every part of the business. Totally. That is also going to be very compelling on the acquisition side. So you have a regular way private equity firm that's going in and trying to do HOA roll up. And then you have Long Lake who's going to be like, this is what we can do and you can roll and however it might be. That's going to be very powerful and not to give away trades agree, but like on the accounting side, what Thrive and ZBS are doing with Creed, it's some of that same stuff where they're going in,

• 50:50Speaker 02

  they're looking at the workflows and they're taking accounting's time, the way they're coding the different transaction. They're reducing these things by over 90% and it's not sexy. It's really about going five layers deep and that's creating real moats. I think there's going to be a lot of noise out there. People claiming the same narrative. They're doing this, but I remember seeing, there were a bunch of companies back when I was first starting SES, like in 2011, 12, 13, 14.

• 51:20Speaker 02

  They would have websites and they would say that they did like real estate online. All it was was like a shiny website. There was no substance. It was just all maybe trying to make your user experience look cool.

• 51:31Patrick O'Shaughnessy?

  It's a very good narrative to say you're using AI to reduce costs and time by 90%. And therefore you can pay a little bit more and therefore you can have much higher margins and all. It's a very simple idea that's the devil's in the details.

• 51:43Speaker 02

  Yeah, and it's like having A plus teams go extremely deep and build something. You're specifically trying to solve problem versus sell a product.

• 51:53Patrick O'Shaughnessy?

  It's a really interesting trend. I'm curious about the structure, though. From your perspective, for your clients, two of these examples are permanent capital, holding company structures versus drawdown funds. What are the trade offs there? I think the trend has been towards more people trying to raise permanent capital vehicles, which obviously confers certain benefits. But from the LP's perspective, from your client's perspective, what are the trade offs that you care most about? Between a drawdown fund and a holding.

• 52:19Speaker 02

  Sure, we're flexible in our mindset. We have ourselves, a lot of our capital invests out of a 12 year vehicle that has three year extensions. We need to have some sort of understanding around exit rights. When you get out towards the end life of the fund and have those things built in. And in reality, I think probably if Long Lake is successful at doing what they want to do, they will take it public. They're like a private equity firm in some ways, but there's a very substantive technology story here. I'm sure there will continue to be lots of BS stuff out there, but they will have real substance. And so maybe instead of trading teens multiple, it will trade north of that because of the AI storing the different areas it can go into. And we might have the opportunity to get liquidity.

• 53:03Patrick O'Shaughnessy?

  Whenever you want it.

• 53:04Speaker 02

  Yeah, well, they might IPO in year six, seven, eight. Whereas if you're in the typical fund structure, we're actually.

• 53:10Patrick O'Shaughnessy?

  You're 20, you might still be holding some of this stuff.

• 53:12Speaker 02

  Yeah, so I think we'll have more flexibility. I think for Long Lake and for Thrive, I think what's really important is that these are really durable lasting businesses that you want to own for a long time because that's the beauty of the compounding. And so Long Lake is very focused on having real moats. Because there's going to be quick wins that can happen that don't have the long-term modes. And so being very discerning around those things is important. And another holding company, your guest is, you're on a roll, Patrick, with some of my favorite people, but Darren Farber, we helped anchor his holding company, Allian River. And I mean, that's another one where it makes a lot of sense in terms of like, there's real rationale behind why do it in that structure.

• 53:55Speaker 02

  I mean, first of all, there's a lot of cash flow that comes out of these businesses that can be recycled to drive more acquisitions. So there's an efficiency from the holding company structure that Darren gets. But there's also just synergies across cross-sell or customer. A lot of these businesses are selling into the Department of Defense, government. There's definitely overlap in these companies. And if you look at whether it's a TransDime or L3 Harris, there is a market for a publicly traded conglomerate of businesses that have certain characteristics. So I think that is what Darren is trying to do. I think maybe, I'm sure there will be other people that do holding companies where it doesn't make a lot of sense. But I think we're trying to be intellectually honest around the things that do make the most sense.

• 54:39Speaker 02

  The best version of anything is probably pretty good. So try to find the best ones. Yeah. With very talented people behind them. In real time, there's another manager we think extremely highly of. It was considering doing a holding company structure. And the question that we're going to have to work on with this manager, because we definitely want to back them. I love the fact that he's thinking this way because he doesn't want to be like regular way private equity. But like, is this helping him and his partner get to the optimal structure for their strategy? Because their strategy historically has been to aggregate, like roll up a bunch of businesses, loosely integrate them to a certain extent, but then punch out and move on. Or sell a larger stake to a larger private equity firm or someone who will take things to the next level

• 55:24Speaker 02

  while then they find the next area to consolidate. So that strategy might not be as conducive to a holding company structure. And what we try to do, this gets back to what I was saying earlier, is really just be like open-minded, supportive partners. Like if in our business, we're really focused on what's best for the client. You have that as like your North Star. With managers, it's maybe like, how can we all win together? Having that ability to put kind of agendas at the door and just have a supportive, intellectually honest conversation, that's helpful.

• 55:58Patrick O'Shaughnessy?

  So we've got two really interesting things. The emergence of independent sponsors, lower market, the evolution of buyout firms to be the buyers, the people that are buying the businesses from you that earn your return, which is really interesting. This evolution towards holding companies, even from some traditional venture-type players or something. What about old-school venture land? What are you seeing? Who is emerging as the most interesting best managers that do the original style of very early-stage bets into companies? How is their strategy changing? What interests you most in that category?

• 56:29Speaker 02

  I'll back up for a second. When I started at SCS in 2011, really great timing. Financial crisis had really kind of shaken things out a bit. Had a firm that had a sticky, growing capital base and was able to start relationships with a number of emerging, up-and-coming firms like Thrive, but Founders Fund, Andreessen Horowitz, and a few others. At that point in time, you had Sequoia, Sequoia, Kleiner Perkins, Greylock, Excel. The benchmark would be kind of the top five. And then the emergence of the Union Square Ventures and a handful of other more boutique-y Chris Saka boutique firms. And we made the decision to back some of the emerging leaders. So we're early checks into Founders Fund, early checks into Thrive, early checking

• 57:12Speaker 02

  at Green Oaks a couple of years later, and Andreessen Horowitz. Those are really helpful. Having the good partners in venture has been a really good run. And I think as Josh has scaled up Thrive, Neil has scaled up Green Oaks. At each step of the way, just being like, does this make sense from a bottoms-up perspective, given the flow, given what you're trying to do? That's great. What we noticed, though, was our dollars were going more and more towards growth as those firms, I think they made a lot of sense while they were doing what they're doing. But then what that led to was us thinking we wanted more early-stage, but then there was this emergence of these solo capitalists and these early-stage investors. And so we basically carved out about a third of our venture budget to invest in these emerging solo capitalists. You had some very credible people deciding not to join firms, but be their own kind

• 57:57Speaker 02

  of firm and get access to the best companies. Really, Lodgill, Orinzev, Ray Tonsing are some that are well-known, but also people like Jack Altman, Nico Winneborn, Rampton.

• 58:08Speaker 02

  At Abstract, there's been a whole host of next gen VCs, a lot of them operators, not all of them, that have emerged. And we've backed a lot of them and anchored a lot of them, often introduced through, Thrive has been the most prolific introduction for us, but Andreessen Horowitz Founder's Fund, the connectivity around our network, or the case of Jack Altman, we get introduced to Jack Altman through Thrive, then Jack connects us to Zach Ray and the team at Mischief. Sometimes there's a thing that goes that way. Deals beget deals. Deals beget deals. I'd be remiss, there's also like Lucky Groom, Josh Buckley. There's a whole host of very credible players. There was a blooming of that. And now I feel like that's slowed down a little bit, but there's definitely a next gen

• 58:53Speaker 02

  of people that are very competitive. David Tisha Box Group, like that have really kind of emerged as real players. Okay. Now, moving forward, that has been true for the past six, seven years. What has started to happen more recently has been the rise of Andreessen Horowitz, Sequoia, Lightspeed, General Catalyst have just grown massively in size and are, at least from a size perspective and a team perspective, are really looking more like asset managers than traditional venture firms. And I think, we're not invested with GC, I have a lot of respect for Hayman. I mean, I think there's certain deals, like the Long Lake deal, Hayman's the CEO of that firm. That was the type of deal, that's a CEO deal and that's

• 59:36Speaker 02

  an awesome deal. But I don't know how involved he is in all the different things that are going on. They got a lot of money to deploy. Now, the capital needs are huge, but I will just say, I mean, you think of the army of people, of GPs at some of these firms, I mean, a lot of them were invested in firms. There's so many new faces there. I don't know them, I think the entrepreneurs feel that way too, or I think some of them do. And actually, the approach that Green Oaks takes, for example, where Neil that has actually gone the opposite way. The typical way that people go is hire more people, delegate more down, cover more of the waterfront. That's great, that's a strategy. Green Oaks has shifted to being, having Deal at the tip of the spear for almost all first meetings.

• 1:00:20Speaker 02

  Said, short of being having himself or one of his wife or kid in surgery, he'll be there for the first meeting. Be a prepared mind, truly try to add value to the entrepreneurs and be available to negotiate a deal on the spot if it needs to. That's a much different client experience than when you talk to the principal, who then kicks you to the junior partner, who then elevates it to senior partner. If I'm an entrepreneur as well, I worry, okay, wait, and maybe there's a bait and switch. I mean, there's just, it's dynamic and maybe the best entrepreneurs, they don't feel like they need the help from the venture capitalists anyway. And that is what it is. But what I would say, a few things that worry me is that the game that the big players

• 1:01:02Speaker 02

  that we're talking about, entries in Lightspeed, GC are playing, doing 10 on 50 to put a chip down, might make sense for them. So they blow away, maybe the company wanted to raise or needed to raise three or four million. They could have done that, done four on 20, whatever it might be. And instead they're doing 10 on 50 and

• 1:01:24Patrick O'Shaughnessy?

  Could be bad for companies.

• 1:01:25Speaker 02

  That can be bad for the company, probably bad for the seed stage firms that don't have enough money to play. So not everyone's aligned, they're playing different games. This is happening in real time. I think it makes sense in a lot of circumstances. It'll probably be problematic in others. So how people navigate it's going to be interesting. I think there's the opportunity for a seed fund, probably though, you can probably sell into some of these rounds. If you're a big fund, that's a lead, it's bad signaling. But if you're like a small person that we back and say, oh, you know, they say, okay, my LPs are pushing us for liquidity, you know, maybe

• 1:01:59Patrick O'Shaughnessy?

  Sell into a big series B or something.

• 1:02:00Speaker 02

  You can sell into the big series B that's oversubscribed and it's a dynamic thing. My high level feeling is we still really believe in venture. It's so important to be with the best people and it's changing real time.

• 1:02:13Patrick O'Shaughnessy?

  Any other categories that you think are especially interesting with the same question behind it of like, what is newly interesting or changing?

• 1:02:20Speaker 02

  Bringing private equity to the masses is something that I think is great. I more like it because it feels Feels to me like it's an avenue where we can exit things to. It's a lower cost of capital avenue for the private markets. We've seen this, the evolution of continuation vehicles and the secondary market, all that. I think it's really positive because they're creating liquidity options in an illiquid asset class. People talk about like, oh, put things on the blockchain or I don't know. We'll see where things go over time. But the core thing that is, I think, really interesting right now that we see is the stuff going on in the lower middle market buyout end of the market. And where it intersects with some of these circumstances with AI.

• 1:03:05Speaker 02

  Many it doesn't, but that professionalization of the small businesses, like I think that continues and continues. What worries me is that that secret has been out for many years, but like there appears to be similar to maybe some of the hype in what we see in the AI world. There appears to be arguably too much hype in the independent sponsor, lower middle market space. Where we're seeing teams that we view as BB pluses, maybe A minuses that would have struggled to raise capital. Seven years ago, even in like a hotter market now raised because of a few different actors who have a lot of money and have identified this as a great area to invest. And so I think they're loosening their standards.

• 1:03:47Speaker 02

  I don't know loosening their standards, but they're doing things that we wouldn't do. And then you worry similar to like the venture valuations. We think that this firm should raise $150 million. Maybe we do a budget based management fee that can offset. We can be creative to make sure they can cover their budget and we'll say, okay, you can get over a three X return, 25% carry over five X net return. You can get a 30% carry. That might be what we would feel would be appropriate. And instead you have a group come in who caps them at $400 million. We see this sometimes where you have LPs that have lots of capital and are like trying to push it on GPs. That's tricky because for a GP.

• 1:04:31Patrick O'Shaughnessy?

  Turtles all the way down.

• 1:04:32Speaker 02

  Yeah, for a GP, if you make a lower return on a bigger amount of capital.

• 1:04:37Patrick O'Shaughnessy?

  You make more money.

• 1:04:38Speaker 02

  That can be more money on the carry. And then you have a definitely a bigger management fee that's contractual. So it's dynamic, but I think if you kiss enough frogs and you meet enough people, we really feel like we have way more great opportunities than we do capital at the moment. And I think that's going to persist for a long time.

• 1:04:56Patrick O'Shaughnessy?

  You mentioned the on-streaming of new liquidity solutions for some of this bigger liquid asset class, continuation funds, secondaries, et cetera. What do you think about everything that's going on with the endowments, which were for a long time, the pioneers of this style of investing? They were the first ones to do it in size, put a lot of these firms in business. Now it seems like we've reached the other end of that cycle where they have huge allocations to privates and in some cases have sold big chunks of that to create some liquidity. What is the changing role of endowments? What do you make of all that recent news?

• 1:05:27Speaker 02

  I mean, it's happening in real time. It's a big deal. I mean, you have the pullback in funding that will have a lot of impacts on these budgets, but the tax thing seems like a bigger hole. These budgets are tight to begin with. I was speaking to a really great manager. They are going to raise 60 million from new LPs. They probably have a billion of interest. One of the prominent endowments had worked for like two years to get that spot and then just told them, said, "We love you, we have to be on pause. We might want to do it. I would invest personally. We're so sorry." That is just a real story that happened 10 days ago or whatever. And I think that's probably happening a lot. So I think it just underlies a point that I've made for many years.

• 1:06:11Speaker 02

  It's a little self-serving, which is you want to have diversity of LPs. I think that having a mix of single and multifamily office LPs can be great, but I mean, there's limitations in the single family office world. Entrepreneurs who make that type of money can be a little crazy. I mean, they can die. Single family offices are not necessarily the most stable base of capital either. No one's perfect. The endowments and foundations have been very steady, but sometimes when teams change, you can have a real rethinking of the program. And then this liquidity shock, I did not fully see this coming. I think it's a surprise and it's a dynamic situation that will be worked through, but definitely is going to put pressure on people. It's going to be interesting to see how all the sovereign dollars approach these markets

• 1:06:55Speaker 02

  because they have huge amounts of capital to play. I think they should barbell it and they probably need partners to help them barbell it, but there's, I think, a bias from what I understand for a lot of them to try to do it. themselves and do it with teams that are often based in the Middle East or elsewhere. I think that's going to be harder to get on the ground like some of the smaller stuff we do. But I think they're getting more and more sophisticated. There's some really good people at those places. I think there's a number of fund of funds who are doing very good work. I mean, if you think of the evolution of certain kind of fund of funds, they were providing access to people who then in the US who'd built out their own teams and so then they moved abroad to do that same thing. Really, everyone needs to continue to evolve their strategy and just be continuous improvement.

• 1:07:39Speaker 02

  So I give this advice to people. The best managers can have their cake and eat it too. You solve for, you want to have a group that has stable and growing capital base. With a team that are smart, that you enjoy interacting with, that can be strategic and add value where they need to, but also they're not overburdened some box checkers because we certainly see that a lot. Because there's a lot of LPs that can really detract value or be a pain in the butt because the requirements that they have in terms of check-ins and all these different things. They're not actually asking the right questions. They're just doing their checklist stuff. So you want to have the personality of those people and also an understanding of are these people going to be there? What is the economic situation or the personal ties?

• 1:08:22Speaker 02

  If it's an endowment or a foundation that this team has to their alumni. The Notre Dame guys in South Bend are a great example. They're very passionate about Notre Dame and they've had a lot of consistency on their team. Because when you have either changes in capital or team, that's where you get the instability that can be distracting for GPs. And then on the fund of funds, my hot take has been that the fund of funds actually are get a bad rap. However, they often have agendas, whether it's looking good with a seeded portfolio and special co-investment rights or whatever, they can be more transactional. So just understanding those things. People that say, okay, well, we don't come into first closes. We're going to wait till the final close. I was like, well, I thought we're like in a long time partnership.

• 1:09:07Speaker 02

  It'd be helpful for you to come in. It's feeling out the softer side of those different partnerships, the people involved, their consistency.

• 1:09:16Speaker 02

  They're going to be there for a while because even though there's a lot of different firms and entities out there, it is still a pretty small community of both managers and LPs out there. And it's really important for GPs not to just raise the money the fastest, particularly when they're starting off or at an inflection point of firm. If you set the table with the right folks, you set yourself up not only for this fund, but for the next two, three, four funds as well as co-investments. And if you want to launch a different strategies or whatever it might be. Similarly, if you don't do that, then you might have explaining to do and it's just distracting.

• 1:09:52Patrick O'Shaughnessy?

  Can you, let's use Jake as the example, since his name has come up a few times, sort of soup to nuts, describe why he and ZBS are so special relative to the field? Just as like a case study in everything we've talked about.

• 1:10:05Speaker 02

  I've obviously itching to talk about Jake and Frank because I just think they're truly exceptional. What's actually a little bit different with a ZBS versus a shore is Justin Ishbia, who is also an N of one, has built a true machine. Whereas I think ZBS is really the partnership of Jake and Frank. And there's a real key man risk with both of them and how much it scales. But I mean, that is really a yin yang situation where Jake is the most aggressive, high-energy guy, but he's also super neurotic. He's talking a mile a minute and he's going to have a very high volume acquisitions. He's extremely personable, et cetera. But he's also definitely got that kind of risk orientation.

• 1:10:47Speaker 02

  And then he's like the Jake and Frank, they're both co-CEOs. He's going to be on the acquisition, the front end of things. Frank is going to be more the finance and the operations side. Jake will take 95% of the air in a meeting. But Frank is very, very crucial to their success, but he's probably more risk oriented. He's like the quiet guy at the poker table who's going to be more risk on than Jake, who I joke with the guys at Radcliffe, he's like a neurotic tornado of energy. And Frank is really an exceptional partner to Jake. It's that yin yang complement of them and they're basically, they're going after, started with veterinary, then it was HVAC, commercial side and residential. Now they've done accounting, which we helped anchor them in.

• 1:11:30Speaker 02

  And our good friend Josh and Kareem at Thrive have the best more folks have partnered in their accounting platform. Done in youth sports. I'm just so confident in.

• 1:11:40Speaker 02

  The trajectory of what Jake and Frank will do together. Do you know the story of Frank?

• 1:11:45Patrick O'Shaughnessy?

  Tell us.

• 1:11:46Speaker 02

  So Frank, he wasn't like a princeling or anything in China, I think, but middle class or reasonably well off, but clearly a little bit of a renegade. His mom and dad dropped him off in Orange County in eighth grade. Irvine, California, Irvine is the valley, like bought a house and left Frank in California and flew back to China. This is in the mid 2000s. There wasn't Zoom. This is not legal. He basically raised himself from eighth grade, I think, through high school, went on to a great educational career, met Jake Sloan doing investment banking at Blackstone. They both have had a great career together, but it's so funny when he was at Blackstone, his parents clearly renegades. I'm not sure if this was violating the one child policy. I think it was.

• 1:12:30Speaker 02

  He had a younger brother and they're like, oh, we had so much success with Frank. They sent his brother to New York and he was living, his brother was going to high school in New York. So Frank's like 21 years old, 22 years old, working 100 hours a week, not only doing that, but also having to be a father. So he not only had to raise himself, he had to help raise his brother in his teenage years. That is a very unique, he's a very unique person. So is his partner Jake. And I think it's finding those outliers. So is Justin Ishbia. So is Darren Farber. I think it's been the key for me is identifying those outliers, embracing them, trying to make them the best people they can be.

• 1:13:09Patrick O'Shaughnessy?

  What should GPs that are listening try to do more of as they try to court the best LPs out there? What do the best GPs do that increase the odds of partnership with you?

• 1:13:25Speaker 02

  I give this advice to a number of buyout GPs. I mean, I think in the venture world, you basically, it's a network thing and you want to have various people that are very highly respected, who make introductions on your behalf to the core LPs in that ecosystem and you only hire placement agent. But if you're a buyout firm, you might want to consider. Hiring a fundraiser, but I prefer boutiques generally that are very targeted. So my view is to really focus on a smaller number of higher quality meetings, not doing spray shot across 100 different LPs globally, but to really be deliberate about picking the 10 to 25 you want to talk to,

• 1:14:08Speaker 02

  to get to with a 30 to 60% hit rate. That is the way to do it. You have to understand, okay, what is this LP's capital situation? What are they looking for right now? If you either through a third-party placement agent fundraiser or just your network, people say, oh yeah, you should talk to Liberty Mutual. They're looking to do this, or you should talk to Notre Dame or whoever it might be. And then when you get the introduction from those people, that's super powerful. That's my advice to GPs. Because what I really hate too is when people are on the road. If we're talking about some of the GPs I'm upset with right now, they raised 550 million from their existing, but they're trying to push it to their 700 hard cap

• 1:14:52Speaker 02

  and do that for six to nine months and do a ton of meetings. What is the point of this? They're distracting themselves from investing.

• 1:14:59Patrick O'Shaughnessy?

  How many LPs of roughly similar setup to what you have? A pool of capital that's invested in a variety of managers and some co-invest, whatever, would you personally give your own money to?

• 1:15:11Speaker 02

  That's a great question. Well, I definitely give it to Kevin Kelly at Sequoia. I mean, this is a catalyst, definitely not to meet their minimum, but maybe as a favor, it's probably less than five. But I think that there's-

• 1:15:22Patrick O'Shaughnessy?

  I'm interested in that.

• 1:15:24Speaker 02

  There's a number of people that are really credible. And so I'm pretty outspoken about this. There's a lot of folks that are trying to do things internally. I've been on a whole host of reference calls recently with various institutions. And in many cases, they're trying to go directly, but they don't really know what they're doing. And my advice to them, they don't ask me and I proactively says, you should probably, at least if you're committing, let's just for our numbers, say 300 million bucks a year or whatever it might be, you should put a third of that into a fund of funds and maybe or split that across a small buyout fund of funds and a venture fund of funds and then build on top of that, but not try to do it all internally, working with a consultant.

• 1:16:09Speaker 02

  So I think a number of the fund of funds are doing thoughtful work. I think people need to be intellectually honest about what they're doing, why they have a reason to source the best, get access to the best, do the best diligence. I'd also say the single family office world, I mean, these people are very wealthy. They have their own prerogative, but I think a lot of the stuff they're doing has adverse selection and not the right portfolio construction. Those families will be generally fine, but maybe a hot take is I think that fund of funds are probably underrated.

• 1:16:39Patrick O'Shaughnessy?

  You've mentioned a few times that a natural progression for very successful investors is to become asset managers. We started talking about Blackstone, incredible business, but that your interest in terms of your clients' dollars tends to be to recycle them back into people that are building new innovative strategies, earn higher returns that way and so on. This is a natural tendency at firms like this, that with success comes the opportunity to expand into new products, new business lines, new teams, et cetera. You've given lots of examples of both sides of that choice. I'm curious if there's an example of it being a good thing in your mind to expand into adjacent spaces and still be able to earn really high returns. Cause in general, it seems like your take would be the transition to become an asset manager

• 1:17:24Patrick O'Shaughnessy?

  is the point at which maybe your interest goes down and you might want to recycle that dollar back into something fresher and newer. Is there a good counter example to that?

• 1:17:33Speaker 02

  Yeah, well said. I would agree. Normally you see these things, there's not the logical strategic sense other than like-

• 1:17:38Patrick O'Shaughnessy?

  You're doing it because you can.

• 1:17:39Speaker 02

  You're doing it because you can and you want more assets.

• 1:17:41Patrick O'Shaughnessy?

  Good for you.

• 1:17:42Speaker 02

  God bless capitalism, but it's really for the sake of, I guess, more money. The strategic rationale, if there is one, doesn't hold as much water as it could. Sure, capital is the exception to that, I would say. Say because Justin Ishbia and team and we've been investors with Shore since the first investor in Fund One and it's been incredible to watch the evolution, but they started off doing micro cap healthcare buyouts and have been incredibly successful at doing that. But then over the years, they have been very disciplined in keeping the micro cap healthcare side small. So they went from, I might be a little off the numbers, but say 100, 110 million in Fund One to 220 in Fund Two. And for that 220, I think they might've

• 1:18:26Speaker 02

  had 2 billion in demand. So a lot of demand. Then they've raised maybe in the 300 or 400 million dollar range for their micro cap healthcare funds on a go forward basis, which is enabling them to stay in the, say, 1 to 5 EBITDA start of platform. But then they've continued to build out their organization with all sorts of areas that can help businesses professionalize and grow. And you can apply that across micro cap investing in other sectors. So they built out teams in the food and beverage space, in industrials, in business services, and also in real estate. And the real estate team has a tie in to their veterinary practices. There's strategic synergies of the Shore organization where all the different

• 1:19:08Speaker 02

  strategy funds are benefiting from the organization of Shore, which is, I think it's 180, maybe 200 people. It's bringing a gun to a knife fight. The returns for Shore are exceptional, but what they've also done is delivered really high quality businesses to their sellers, which is not something you can say for every single healthcare roll up. So I think there's a durability to that. As they've evolved, there's a few businesses that they have loved and wanted to stay in longer. The first was Southern Veterinary Partners. That is one where they established a continuation vehicle or an SPV, gave their LPs the opportunity to roll into it. And then recently actually merged that with another veterinary platform, the second time. They've grown this

• 1:19:51Speaker 02

  into a really, really big business, but they haven't done that with the majority of their assets. When they've gone really deep in something like that, they've done that in Southern Veterinary and now Mission, bringing it together. As well as BrightView, but the rest of them, they've sold to other private equity sponsors or things like that. We do see the CV space get, I would say, arguably abused by some managers where like, wow, you're selling everything to yourself. What's going on here? Sure, I think has a lot of third-party validation around their stuff. But then if you think of the evolution of team, they've grown a lot of great investment professionals. And these different strategies are places for someone who might be an associate or VP on the healthcare fund to then go into a different vertical and become principal or partner.

• 1:20:35Speaker 02

  And then the last thing, very excited about the Shore Advantage Fund, which is essentially going to be picking some of their best companies from their healthcare fund, led by Mike Cooper and John Henigan, who were two of the original kind of investment partners alongside Justin and Ryan Kelly. And Justin Ishbia is just beyond driven. He's that maniac on a mission that we talk about. His engagement and his drive is next level and he's going to be, he just had actually his fourth child. He has promised to ZLPAC that he is fully engaged for at least the next 18, 19 years till the baby goes to college. I was waiting for the last one. He said this like four years ago. He's like, when we have our fourth kid, add on to that. But people like Mike Cooper and John Henigan, you know, I wondered, they've been very successful.

• 1:21:20Speaker 02

  Like, are they going to have that same drive when they make real money? And I think for them, the ability to invest in the mid-market in their best businesses and then maybe some non-Shore companies where they have real expertise. We think it will be a really attractive fund. So that's one that's really evolved and I think it's very high quality at every single area.

• 1:21:40Patrick O'Shaughnessy?

  If I play that back to you, it's something like, don't expand because you can. Expand where you can press an advantage and where the new thing actually benefits the old things or the other things.

• 1:21:50Speaker 02

  That's exactly right. It's helpful both ways, organizationally, company-wise, et cetera. I think that's a great example, but there's only one short capital. Be very cautious about most of it.

• 1:22:00Patrick O'Shaughnessy?

  The exceptions that define the rule.

• 1:22:02Speaker 02

  Beyond the exception of the rule.

• 1:22:03Patrick O'Shaughnessy?

  Is there anything else that you feel is most interesting to your prospective returns or the job that you're going to do that we haven't talked about?

• 1:22:10Speaker 02

  An area that we've talked about, but I think is super attractive is the bootstrapped growth equity area. We've backed a number of firms where people have been trained at the summits, TAs, Excels, Sequoias, and then decided to As those firms, now the people there generally are trying to write 50 to 100 million dollar plus checks. Some really talented professionals have launched their own smaller firms that are addressing that kind of five to 25 million dollar equity area. This is not venture capital. This is bootstrapped software companies generally, but Jeremiah Daly at Elephant Partners and his partner Andy Hunt, Jeremiah was previously at Summit Partners, Excel, and then Highland.

• 1:22:52Speaker 02

  Andy Hunt was the co-founder of Warby Parker and then was at Highland and they founded Elephant. That's been incredibly successful investment for us that we came into Fund One. They had a company know before, which is a very big, was a public company now taken private, but outstanding returns. But then Jordan Bateman, Weston Gaddy have this firm called Gradian. They were both at Bain Capital Ventures, were very bullish on them. Mickey, who was at Summit with Jeremiah Daly and then was recruited to go to Sequoia. When he was at Sequoia, he did some good deals, but he was like, Sequoia is not trying to get three Xs. They're trying to get really- Nvidia. Yeah, they're trying to get, so it was not the right fit for him at Sequoia. The lowly three X. Yeah, there's a story. Yeah, he tells when like one of his deals made like three X. I'm like,

• 1:23:34Speaker 02

  no, I congratulated him. But I guess that's like typical. That's not unusual. He founded Telescope. He's done really well. And these funds, I mean Mickey's Telescope one was 70, 80 million. Then we came into the 150 fund. You're staying way below the radar. Then a firm that we've had really great returns. This is under the radar firm, but I think I would argue maybe some of our best risk adjusted returns we get. It's called Growth Street Partners. It's Steve Wolf and Nate Grossman, who were at Main Sale Partners together. They founded it together. It was a 70 million dollar first time fund. We anchored it. They're finding that founder in Kansas City. They're looking for minority capital, but you know, a little bit of money on the balance sheet, expertise to help

• 1:24:17Speaker 02

  them go from say 5 million in ARR to 15 or 20. They're able to buy in at a reasonable price, accelerate professionalized business. And then those larger firms, whether it's Summit, Spectrum, Insight, Excel, I mean, it goes on, are really interested in these assets. So there's a large group of buyers that will pay- That would love to invest in these businesses once they've scaled up more. Directionally, they've had a number of businesses where they sell half their stake, get a multiple of money and then are rolling half their stake with a great sponsor into the next transaction. So if you just do the math, you might make two and a half times your money back in two years. And then roll, if that two and a half that you rolled does a 3X,

• 1:24:59Speaker 02

  then you're talking, you know, returns that can be kind of in the range of six to 10 times your money. On the downside, you're in a business that's basically break even. These are bootstrap businesses that can be profitable. They want to be your minority preferred security. So you have really good downside protection, the ability to get interim liquidity and get really differentiated returns on the upside. It's a really good profile. A number of people try to do this, I think, that are not that good. So we're always on the lookout. If you think of new things we do, it's like often it's either something that we do not have, that we strategically want to add, or it's something that we absolutely love and we want more of.

• 1:25:37Patrick O'Shaughnessy?

  What animates me is people who are totally and completely obsessed via some curiosity in the thing that they do. Probably the nicest thing I could say about you is you're one of those people I would call, if I had a question about who's got the juice in the investing world, it's obvious from our interactions how much you love the core thing here, the core craft. And it's so fun to have an excuse to talk to you about it on the record. You know, my closing question for everybody, what is the kindest thing that anyone's ever done for you?

• 1:26:05Speaker 02

  I'll start by saying my wife being married to me and my kids are so kind and lovely. That goes without saying, but when you think about who are the truly kind, it's like my son and my daughter. But investment wise, to answer your question, I would say it's been a lot of people that have mentored me and been very kind over the years. But when I started at SCS, I was 30 years old. I hadn't really done this. We were building out the program from scratch. And Steve Verstaglio, who was our CIO, Pete Mattoon, who was our CEO, founder, Tony Abbiati, Doug Adlerley, who were co-founders and Pete, leading the client service. She's extremely supportive of going to do the short capitals, the thrives, the founders.

• 1:26:45Speaker 02

  That edge yourself, it was from the beginning, I got as much pushback doing Bain as I did Shore. So there was a really supportive, very kind and Pete specifically, who's an amazing guy. He was like a therapist. I would have a monthly sit down and mentoring session and he was great. And Steve Resaglio is incredible, incredible guy, truly like a father figure. But there's one story I'll tell that stands out to me and it's our mutual friend Josh Kushner and Thrive. That when I think of support and kindness, we remember when you have certain phone calls and when they happen. And so it was the summer of 2012. I'd been basically year on the job. I'd gotten to know Josh Kushner that winter.

• 1:27:26Speaker 02

  He decided he'd just invested Fund Two and rather than exercise as accordion on Fund Two to go from like 40 to 100. He decided to just raise Fund Three at 150 and he was bringing in SCS and I believe it was like Rothschild. Were the two LPs coming on top of Princeton Duke and Wilkham Trust and a few others. And it was a very targeted raise. We were in for an amount. And then one of our families through an idiosyncratic thing, there was anger. It was two thirds of the commitment we were going to make. We had our vehicle, we had our small vehicle that was making our commitment. And then we had the family, they backed out really last minute and it was very surprising.

• 1:28:10Speaker 02

  It was upsetting and I remember talking with Jared Weinstein, who was COO at Thrive at the time. And he was like, this is pretty baked. And I remember I was in Palo Alto on the phone with my colleagues and basically like, how can we solve this? How can we figure this out? And we actually put, it was 10 million from our public equity sleeve and then five million from our very small. This is like early days SCS, small private equity thing to do 50 million in this 27 year old unproven person. But everyone had total conviction. In decision that myself and Steve-O were making in Thrive, and there was never like, oh, why are we backing this Josh Kushner guy? It was just like, how can we solve this issue? And that support, you look back on it and it's like, wow, they were really forward-leaning, really supportive.

• 1:28:54Speaker 02

  And I'm just so lucky to be a part of such a supportive, kind group of partners who really gave me a lot of leash early days. So if you fast forward, and we've invested $400 million to Thrive across a lot of funds, had incredible returns. That investment that we made was a huge returner for us. It was things like that that were the foundation of what's continuing to drive us forward today. And actually, you've seen that bubble chart where I show the different co-investments that we do, the core firms and the managers and the co-investments and how they intersect in the venture and growth world. Thrive has been a very prolific co-investment partner for us, but the most important thing for Thrive

• 1:29:39Speaker 02

  has been the fact, I think, we've backed seven, eight groups that have been introductions through Thrive, whether it's Jack Altman or Kirsten Green. They have been one of our top co-investment partners, but definitely our top intro. And that doesn't happen if I don't have the support of Steve-O, Pete, et cetera. And what was so kind about it was there's never any questioning. It really was just from day one, super supportive. So just very fortunate to be a part of this firm and really excited for the future.

• 1:30:10Patrick O'Shaughnessy?

  What a cool story. Never heard it before. I love hearing it in closing. Thanks so much for your time.

• 1:30:15Speaker 02

  Thank you.

• 1:30:15Patrick O'Shaughnessy?

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