Uber CEO Dara Khosrowshahi

Uber CEO Dara Khosrowshahi dropped by the Acquired studio for an Eats delivery, so we broke out the cameras and asked him to hang out for a wide-ranging conversation. :) We talk about his 20 years working with Barry Diller, starting his career at Allen & Company, how the Uber CEO search process ACTUALLY went down… and oh yeah, the massive transformation that’s happened at Uber over the past few years. When Dara took over the company it was bleeding huge sums of cash, losing share to competitors and embroiled in one of the biggest corporate controversies in recent memory. Fast forward to today and it’s turned cashflow positive while also having tripled revenue to over $30B (on $120B in GMV) and solidified its rideshare dominance in the US. And in perhaps the biggest change, it’s done it all while staying out of the headlines. Tune in! *Links:* - Ben & David on My First Million: https://pod.link/1469759170/episode/dcec340c735d9bb01f08d4508f7c5caa *More Acquired:* - Get email updates https://www.acquired.fm/email and vote on future episodes! - Join the Slack http://acquired.fm/slack - Check out the latest swag in the ACQ Merch Store https://www.acquired.fm/store! _Note: Acquired hosts and guests may hold assets discussed in this episode. This podcast is not investment advice, and is intended for informational and entertainment purposes only. You should do your own research and make your own independent decisions when considering any financial transactions._

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

• 0:00David Rosenthal?

  So I came up here, we scheduled this time to record. What are we talking about today?

• 0:07Ben Gilbert?

  We haven't talked about Uber in a while.

• 0:09David Rosenthal?

  Hmm, that's right. A lot has happened since we did the IPO episode.

• 0:14Ben Gilbert?

  It's been, what, four years? That is crazy. All right, yeah, let's do it. I ordered some food. I hope that's okay.

• 0:22David Rosenthal?

  Oh, yeah, yeah.

• 0:23Ben Gilbert?

  Maybe we can eat while we, uh, while we... Oh, it's here.

• 0:29Speaker 02

  Is this one order of reads?

• 0:31Ben Gilbert?

  Oh, yeah, that's me.

• 0:32Speaker 02

  All right, cool. It's got some wine in here.

• 0:35Ben Gilbert?

  Oh, great. It's perfect.

• 0:36Speaker 02

  So can I join you guys?

• 0:39Ben Gilbert?

  Actually, yeah, that'd be great. Come on in.

• 0:41David Rosenthal?

  Come on in.

• 0:59Ben Gilbert?

  Welcome to this episode of Acquired, the podcast about great technology companies and the stories and playbooks behind them. I'm Ben Gilbert.

• 1:07David Rosenthal?

  I'm David Rosenthal.

• 1:08Ben Gilbert?

  And we are your hosts. Today's episode is an interview with Uber CEO Dara Kazrashahi, where he joins us from the Acquired home studio in Seattle. And it's been a while since we checked in on Uber. They've gone through quite the transformation since our 2019 episode on IPO Day. In the past 12 months, they've done over $30 billion in revenue up from just $10 billion two years ago.

• 1:32David Rosenthal?

  And that's not GMV, that's revenue.

• 1:34Ben Gilbert?

  That is revenue. And they have two businesses, as many of you know, that complement each other nicely in eats and mobility. And they've divested anything hardware, international, or that's too far in the future or speculative. They're even doing something we couldn't imagine at IPO time, which is profitability. Now, it's very modest at this point, but we wouldn't have dreamed Uber could even get to break even back when they burned... David, what was it? $3 billion the year before the IPO?

• 2:01David Rosenthal?

  Yeah, I think it was the most capital burned before an IPO by any company in history up to that point.

• 2:09Ben Gilbert?

  Well, today's discussion, of course, is partly about Uber, as we're alluding to here. But as David and I evolve the interview format, we're putting more of a focus on Dara as a person and sharing some of his craziest stories from throughout his whole career. So this is a candid conversation that dives into moments like buying Expedia right when 9/11 happened, how he first met Barry Diller at Allen & Company, and what the financial mechanics are actually like of replacing Uber's entire shareholder base, or close to it, anyway, almost in its entirety, since joining the company.

• 2:41David Rosenthal?

  Yeah, not to mention the Uber CEO recruitment process, which I don't think Dara's talked about anywhere else before.

• 2:47Ben Gilbert?

  No, I don't think so either. Well, if you are not already in the Slack, you totally should join. So many smart folks commenting on episodes and bringing new information after we record that we didn't find in the research, because many of you work in the fields that we're actually covering on episodes. So you can join at acquired.fm/slash/Slack. Listen to our other episodes on our second show, ACQ 2, like a great episode we just did with Jake Saper from Emergence on AI moats in B2B SaaS. And without further ado, this show is not investment advice. David and I may have investments in the companies we discuss, and this show is for informational and entertainment purposes only. Onto our conversation with Dara. Cheers. Dara.

• 3:32Speaker 02

  Cheers.

• 3:33Ben Gilbert?

  Welcome to Acquired.

• 3:34Speaker 02

  Thank you very much. Happy to be here.

• 3:36Ben Gilbert?

  Appreciate you swinging by the home studio on your way home from Expedia board meeting, is that right?

• 3:42Speaker 02

  Yes.

• 3:43Ben Gilbert?

  How'd that go?

• 3:44Speaker 02

  I can't tell you.

• 3:45Ben Gilbert?

  Yeah, that's the right answer.

• 3:47Speaker 02

  I thought it was a good board meeting.

• 3:48Ben Gilbert?

  Actually, Expedia is a good place to start. For folks who don't know about your pre-Uber background, you were the CEO of Expedia from 2004 to 2017, is that right?

• 4:00Speaker 02

  Yeah, 13 years.

• 4:01Ben Gilbert?

  13 years.

• 4:02Speaker 02

  That's a long time.

• 4:05Ben Gilbert?

  When you became the CEO, your previous role was you were at IAC with Barry Diller. And you guys had bought a controlling interest in Expedia. You took it private. It was at Microsoft with Rich Barton. He spun it out. It went public. You made a bid to take it private. I think over like two tranches, there was like a controlling interest and then a full buyout.

• 4:26Speaker 02

  Yeah, we bought Microsoft stake. Microsoft decided it's non-core and we bought Microsoft controlling stake. And Expedia was a public company, but we had a control position. And then at some point we decided, hey, let's bring in the whole thing because we loved what Rich and team were building.

• 4:43Ben Gilbert?

  So this being acquired and us wanting to dive into a story, there's one moment in particular that was pretty insane. The term sheet was signed for IAC to buy Expedia before September 11th, like earlier in 2001. The deal hadn't closed yet. I think there was some kind of material adverse change clause that allowed-

• 5:05Speaker 02

  Matt clause, they called it, yes.

• 5:07Ben Gilbert?

  You were allowed to pull out of the deal.

• 5:09Speaker 02

  Yes, yes. I mean, what could be more material than September 11th for travel?

• 5:14Ben Gilbert?

  But you guys didn't. Like, take us through-

• 5:17Speaker 02

  Yeah, we didn't and we knew we had the option to get out.

• 5:21Ben Gilbert?

  Yeah.

• 5:22Speaker 02

  And at the time, you know, one of the values of an option is time value, right? You don't want to exercise an option before the last moment that you can. And Rich called, I think Barry at the time. And he said, listen, September 11th happened. Business obviously has fallen off a cliff. We think it'll come back, but I don't know. And he said, the place is pretty unstable now because no one knows whether the deal's going to go through or not go through. There's this Matt clause. So if you want to get out, like, it's fine. Rich is very confident. He's a great entrepreneur. It's fine if you want to get out, but just like, let us know, you know, which way you want to go.

• 6:04Ben Gilbert?

  God, he's good.

• 6:05Speaker 02

  And he's really good.

• 6:06David Rosenthal?

  Which really, he just, to your point about time value, he just wants you to make a decision and says, oh, we'll be fine.

• 6:10Speaker 02

  I can't imagine that if you're the company, everyone's like, what's happening, right? There's a future. Companies thrive on certainty, on kind of rhythm, et cetera. And it was a tough macro position to be in. And then the micro position of what's going to happen at Expedia. So I can imagine what he was going through. So we got together as a team, the IC team and all of us were kind of talking. And you know, there's no clear decision to be made there. But Barry respected what Rich asked for. And I remember the meeting, we're like having all these debates. And I think it was Barry who said it. He said, you know, if there isn't travel, there isn't life.

• 6:54Speaker 02

  So like, you know, we're like, look to each other, we're like, let's go for this. Let's, let's do it. And right after that meeting, Barry called Rich and said, game on.

• 7:03Ben Gilbert?

  No changes to the deal at all, like exactly as?

• 7:06Speaker 02

  No changes to the deal. It's like, we're gonna do this. But Barry, his passion is travel, right? And I think he was right, which is just when you're in the center of the storm, it looks like, oh my God, life is gonna be over, but things revert to norm. I mean, you look at like the pandemic and everyone's looking for all these long-term changes and everything reverts to norm. And I think that was the wisdom at the time, although when you're in the middle of craziness, it sure doesn't feel calm. But after that, we said, we're in. It got Rich's stability that he wanted. And in hindsight, it was a genius decision.

• 7:39David Rosenthal?

  Did you ever think you would then live through another moment like that over the last?

• 7:43Speaker 02

  No, and I'd like this one to be finally the last one. Never want to go through something like that again. But it made, it made us stronger as a company.

• 7:51David Rosenthal?

  Ultimately, good for Uber the past couple of years?

• 7:54Speaker 02

  Yeah, I think the pandemic was incredibly painful in that sitting together as a team, 85% of your mobility volume, which was the profit driver of the company falls off a cliff. And other CEOs, you know, they lost a ton of business, but most of these businesses were profitable. We were losing $2.5 billion and then it just got way worse. So it was a very tough situation to be in and we had to cut a lot of overhead. We had to cut out businesses that we thought were core to the business. You really had to bet on what's core, what's non-core. But it was a huge accelerator as it relates to our eats delivery business.

• 8:36Speaker 02

  And I think that discipline in hindsight has been great. But I wouldn't want that as that shouldn't have been the The precipitating factor. Yeah.

• 8:47Ben Gilbert?

  All right, before I let David bring us to today already, let's go back down memory lane. So how did you meet Barry Diller?

• 8:53Speaker 02

  So I met Barry Diller when I was an analyst at Allen and Company, which was my first job out of college. It's an investment bank in New York City specializes in the media and entertainment sector. Now much more tech, they've made the pretty cool transition. And I was a lowly analyst. And I got assigned to this deal where Barry Diller, who at the time was running QVC, he was the CEO of QVC, which was home shopping.

• 9:23Ben Gilbert?

  And he had run Paramount and Fox Studios before that?

• 9:26Speaker 02

  Correct. Paramount first, and then he ran Fox for Murdoch. And then he decided he wanted to be his own boss. And at some point, John Malone, I think, had control of QVC. And Barry got the job to run QVC and have control because he wanted to be his own boss. And who can blame him for that?

• 9:46Ben Gilbert?

  God, to be in the room with those two characters as they're negotiating.

• 9:50Speaker 02

  It was golden for a kid like me. And so at the time, Sumner Restone, who was running Viacom, had come to an agreement to buy Paramount Pictures, which was Barry's old home. And Barry thought that he was getting a steal. So he decided to go after Paramount in a hostile tender offer to come in as kind of a third party bidder. And it was a huge move because Paramount was bigger than QVC. You know, so it was like the minnow.

• 10:24Ben Gilbert?

  Swallowing the whale.

• 10:24Speaker 02

  Swallowing the whale. It's like

• 10:26Ben Gilbert?

  Cap Cities.

• 10:27Speaker 02

  Cap Cities. Exactly, exactly. And I was the analyst on the deal. And it was a whole kind of bidding process. You know, Barry would bid and then Redstone would bid up, et cetera. It was multiple steps. There was a big court case that was pretty important in terms of, did Barry have the right to come in and actually bid on this thing? And break apart a negotiated deal? The person who I worked for, the VP, et cetera, she got sick. And so I had to kind of step up and work with Barry directly, like making these pitches to Barry.

• 11:09David Rosenthal?

  You're a couple of years out of college at this point?

• 11:11Speaker 02

  I was like two, three years out of college. And at some point Barry's like, you know, there are all these complicated numbers that you put together. And Barry wanted to know, like, who is the person running these numbers? And he's like, I want to talk to the person running the numbers. Herbert Allen comes and he's like, print out your model. Barry wants to talk. So I got to print out my whole LBO model, bidding model, et cetera.

• 11:37David Rosenthal?

  What are you, what are you feeling at this point?

• 11:38Speaker 02

  Like, holy shit. But you know, the only question in my mind was, when am I going to get fired? Right? It's like, this is a disaster and Allen is not supposed to talk to the CEO. But like in hindsight, I've seen this patterning with Barry, which is, he wants to get the real stuff. He doesn't want a version, an edited version of reality, because then it's just an edited version. He wants to go to the source and he wants to know, like, there are these numbers and I'm making, at the time, one of the business decisions of my professional life, based on like these pieces of paper, who's responsible for this? And I want them to explain it to me. So for me, it was like, you know, crazy luck.

• 12:22Speaker 02

  But it was also, it's part of Barry's process, which is, get the unvarnished truth, because that helps him make better decisions. But then I met him and I remember thinking, hey, if, if there's ever a person that I want to work with, like, I want to work for that person.

• 12:41Ben Gilbert?

  Do you think there was something about you and the way you presented that made Herb Allen believe that you would be customer ready? And you could go and speak to, you know, one of the biggest media moguls of our time?

• 12:55Speaker 02

  You know, Herb was a big believer in betting on people and not hierarchies, et cetera. I don't know, honestly. I remember the advice that he gave me is bet on people, not on companies. And that was a patterning that he had through his whole career. He was very loyal, found a good person and then would bet on that person. And Barry's the same, which is like he'll throw a young person off the deep end and you'll either sink or you swim. He's selective in who he throws off, you know, what deep end, et cetera. But both of them were willing to give opportunity outside of like regular scope or regular process, et cetera. And it shows. You know, they, they build incredible loyalty in terms of the people who know them.

• 13:36Ben Gilbert?

  How did you find your way to Allen and Company? I know I'm just like pulling at threads, going backwards here, but.

• 13:41Speaker 02

  I was, it was a very considered decision, which was I studied engineering at school and I actually had an engineering management job lined up at a, at a paint factory. And then I fell in love with a commodity trader in New York City. And at the time, I'm like, I need a job in New York City. What kind of job can I get? And it was investment banking. My brother worked there.

• 14:04Ben Gilbert?

  Still works there, right?

• 14:06Speaker 02

  Still works there. So I got the job and chased the woman of my dreams and broke up with her six months later, but you know, I got a job at Allen and Company, a pretty cool career.

• 14:15Ben Gilbert?

  Well, I, have you written her a thank you note? Cause you'd be running a paint factory otherwise.

• 14:19Speaker 02

  I have not. That's a very good point. I owe it all to her.

• 14:22Ben Gilbert?

  But based on observing you and your history and everyone else in your family, it would become like a paint factory that would then like buy all the other paint factories and then expand up and down the stack and then figure out how to add like 15 other businesses. And it would become this like beautiful conglomeration of something. I don't know.

• 14:41Speaker 02

  You know, you could be right, or I could have just gotten totally lucky by falling into Allen and Company. I really do think it was just, things came together and everyone's career who's successful, it's a combination of luck and opportunity and taking advantage of that opportunity. And I just got lucky.

• 14:56Ben Gilbert?

  So that's like a nice thing to say. There are a lot of other people that could have lucked their way into an Allen and Company job and then not turned it into an incredible performance with one of the most important people where your model needs to hold weight, which is Barry Diller in that exact crucible moment in time. What do you say to young people when they sort of ask you this question about how much does luck have to do with it? And how should I be the most prepared? And how can I seize opportunities when they come up?

• 15:24Speaker 02

  I think I always tell people that the most common mistake that I see in young people is that they overplan their career. And like, oh, I want to do X, or I want to be vice president, or I want to make so much money by a certain time. And when you overplan your career, you know, there's this human bias, which is to look for signal that agrees with the plan that you have and ignore it, everything else that doesn't agree with it. So my advice for young people is like, don't overplan. You never know what opportunities are going to come up. I planned to stay at Allen and Company my whole life. It was my place. My brother wound up being there. But being open to possibilities, being open to opportunities, and then when you get that

• 16:08Speaker 02

  opportunity, going all in, you know, like, it's just, don't hedge. If you're gonna be in something, go all in and do what's required of you and then like 50% more, like blow people away. And then, you know, tomorrow, maybe something else comes up and you'll get there, but like while you're in, you go all in. But at the same time, like, keep your eyes open because you never know.

• 16:31Ben Gilbert?

  All right, listeners. Now is a great time to tell you about a longtime friend of the show, Vanta. AI has scrambled the whole security picture. It used to be that you proved that you were secure once a year on audit or a static PDF, then everyone would nod and you're done. But in an AI-first world, that doesn't hold up anymore.

• 16:50David Rosenthal?

  Yep. Your risk surface changes every week now. A vendor turns on an AI feature or someone writes in a new model without telling IT, and your posture is different than it was last week, let alone at your last audit. Vanta's own research found that around 70% of companies have this quote-unquote "shadow AI" running with no security review at all.

• 17:11Ben Gilbert?

  Right. And that's where Vanta comes in. They're the leading agentic trust platform, meaning they've built the thing that closes the gap. And the way that they close that gap is Vanta Agent. Think of it as a GRC engineer, that's governance, risk and compliance, except that it's software and it doesn't sleep. It finds the issues, drafts the fixes, and cuts the time that you'd spend on vendor assessments in half.

• 17:33David Rosenthal?

  In half? Which is exactly why more than 16,000 companies today run on Vanta. Companies like Ramp, Cursor and Snowflake all stay audit ready and catch the risks that crop up between audits across every vendor, every AI tool, the whole environment.

• 17:51Ben Gilbert?

  And that's the real value. Trust has to be continuous now, which is why Vanta automates your security, your compliance and the work to earn and prove trust. We're huge fans of Vanta over here and literally hundreds of acquired listeners have become Vanta customers at their companies over the years. So you can get $1,000 off Vanta at vanta.com/acquired. That's V A N T A dot com slash acquired for $1,000 off. And just tell them that Ben and David sent you. All right, so we're going to catch back up to that Expedia era. 13 years, you have a pretty wild competition with Booking.com. And I think you learn a lot of lessons from watching Booking just crush it.

• 18:35Ben Gilbert?

  Top line, profit margins, rate of expansion, everything about it. Booking built a hell of a company.

• 18:41Speaker 02

  Incredible.

• 18:42Ben Gilbert?

  When you're on the Expedia side of things and then you get a fresh start at Uber, how do you take those lessons with you and what did you learn?

• 18:50Speaker 02

  God, I learned so much.

• 18:53Speaker 02

  Booking was an execution machine and their focus, when we talked about focus, was hotels, hotels, hotels. And Expedia was much more, it started with air, right? And hotels was to some extent secondary. And so I think one of the lessons is like, hey, go after the larger market. And if you're a marketplace business, go after fragmentation of supply, which is if you think about hotels, there's so many more hotels in the world than there are airlines. So I think they focused completely in the right area and built a global business first. And just were an absolute execution machine.

• 19:35Speaker 02

  The other area was that Expedia was probably more focused on building demand, kind of consumer demand, brand, et cetera. Booking was more supply led.

• 19:44David Rosenthal?

  Especially in the States, nobody knew what booking was.

• 19:47Speaker 02

  Totally, totally, but it's like for them, it was about building up the hotel supply and as you built up the hotel supply, every hotel became another piece of data that you could market through Google or Metasearch. And if you have 100 hotels in a market and you expand that to 200 hotels in a market, that market is also going to convert better. So not only do you build kind of a new segment of demand, but then if there's a search for, you know, hotel and niece, niece becomes better product and convert more. If it can convert more, you can get more traffic from Google, et cetera. They play that optimization game like no one else. And for me, the biggest lesson as I came to Uber was Uber's a marketplace business,

• 20:32Speaker 02

  very, very fragmented supply base, right? It's 5.6 million drivers and couriers who are earning on our platform.

• 20:42David Rosenthal?

  And a few million restaurants?

• 20:44Speaker 02

  Yeah, close to a million restaurants. And for us, our growth is also supply led. So if you think about post pandemic and one of the reasons why I think generally we're doing really well and gained a bunch of category share versus lift coming out of the pandemic was because we really focused on bringing those drivers back to the platform, building our service, et cetera. And it was a supply led way of building the business, which definitely was a learning that I took from booking.com.

• 21:13David Rosenthal?

  With booking, you can build a market of, say, a geography for hotels and then use that to build a vertical. You can do the same thing at Uber in a way that your competitors on both sides of the business can't, right? Because you can cross market.

• 21:29Speaker 02

  Exactly.

• 21:30David Rosenthal?

  Rides and eats.

• 21:31Speaker 02

  Exactly. And especially in the U.S., there's a much more crossover between couriers who deliver food and then drivers who drive people. There's a much larger crossover and we can actually use eats almost as a recruitment tool. That moment when someone says, I am interested in earning money, you know, gig money, on demand, et cetera, with all the flexibility, freedom, et cetera. The faster you can get that person earning money, the higher the conversion rate. And because of eats, you don't need to get your car inspected, you know? There's a lot of steps, additional steps, background check, et cetera, that's required for driving.

• 22:14Speaker 02

  Those steps don't necessarily need to be completed to deliver food. You can get people into the food ecosystem. They can start earning on the Uber platform and then you can upsell them into additional opportunities, driving people, shopping, et cetera. It's a structural recruitment advantage we have in terms of building up supply. And as you build up the supply, the liquidity in the marketplace gets better. You know, surge comes down, pricing gets better, ETA gets better, your ability to price gets better. And the demand shows up to some extent.

• 22:48David Rosenthal?

  So everything you just said, that's always been like the story.

• 22:52Speaker 02

  Yeah.

• 22:54David Rosenthal?

  It seems like in the past few years, though, especially relative to your competitors, it's actually become more of a reality. And I'm curious, maybe you talked about booking being execution machines. Like, what does the Uber execution machine looked like since the pandemic to maybe make that more of a reality?

• 23:13Speaker 02

  Well, I think that there's always a delay between inputs and outputs, right? Which is you can start changing the inputs in terms of how you build a system, et cetera. It takes a while for the outputs to become emergent. We did take a big step post pandemic, once eats got to size, to merge all the teams together, the technical teams together, the marketplace teams together, a single earner team, et cetera. When eats was small, it needed its own dedicated teams. Because if you had one team doing rides and eats, like all the attention would go to rides. Once we combined the teams, that allowed, you know, one technical team to really focus on the demand side.

• 23:59Speaker 02

  Eats is the recipient, you know, so the rides business has most of the audience. And generally, we move more people from rides to eats. So it's a, it's a almost free customer acquisition tool for, for eats.

• 24:13Ben Gilbert?

  It's your largest customer acquisition channel for eats, right?

• 24:18Speaker 02

  Yeah, we, we get more new customers from a ride than we do from Google, Meta, Instagram. You know, all of these other channels combined. It's pretty nice to own your own media.

• 24:29Ben Gilbert?

  It's crazy.

• 24:29Speaker 02

  At, at a quarter of the cost. So it's like, it's, it's a proprietary channel and it's cheaper. And then on the supply side. Do you like charge internally for? Totally. Oh, yeah, yeah, totally, totally.

• 24:40Ben Gilbert?

  Well, it's, it's an even advertising business, right? So it's an ad unit like any other.

• 24:43Speaker 02

  Exactly, exactly. And, and so, and. We're gonna have to start charging each other for plugs on it.

• 24:49Ben Gilbert?

  Stop.

• 24:51Speaker 02

  We can tell you a little bit about internal pricing mechanisms. But, but you know, all of it sounds great, but the fact is that whatever pixel that you put on the rides app to promote eats is taking something away from the rides app, right? So there's, there's a bunch of experimentation that had to be done, which is what are the right surfaces? What are the right messages? How do you target it? How often do you target it, et cetera? So there's a, there's a bunch of machinery that you have to build to do this stuff successfully. And for the benefit that eats gets to be significantly larger than the detriment that rides gets and to not get in the way of the rides experience, you know, like you don't want to screw up that experience.

• 25:34Speaker 02

  So to the question of like, why is it happening now? Is one, it looks great on paper, but then to build the machinery to actually do it effectively takes time. And then, you know, if eats has this new customer acquisition source, every year, new customers for eats account for less than 10% of the business, of the overall business, because it's a big repeat business. So in year one, hey, is it nice? Yeah, it's nice, but it doesn't really show up to investors, external investors. But then once, you know, it's a, the, the saying compounding is the seventh wonder of the world, the eighth wonder of the world. What's happening now is the compounding is happening, right?

• 26:17Speaker 02

  So we've had like three years of the machinery working. So one year may not be noticeable, two years may not be noticeable, but three, four years. What we're doing is essentially our margins are growing faster than our competition because we have a bunch of proprietary traffic that's coming over. And then on the ride side, there's proprietary supply coming over from eats again, compounding.

• 26:39David Rosenthal?

  Is it still that supply acquisition cost is bigger than demand acquisition cost for you guys?

• 26:46Speaker 02

  Yes.

• 26:46David Rosenthal?

  Yeah.

• 26:46Speaker 02

  Yes, I mean, it is. We are a supply-led business at this point. Probably two years ago, we could have added 25% more drivers and couriers into the platform. They would all be like super busy instantly. Right now, our supply generally is growing faster than demand because it's catching up to demand. And the average driver who's on the platform is working more because experience is better. Earnings levels are pretty, are really good. So at this point, probably supply is still trailing demand by, you know, 5% or so. But the marketplace is now getting to a point where it's balanced. But it's that compounding that really starts working.

• 27:26Ben Gilbert?

  I was reading through the most recent earnings and you have a chart where on average over the last five years or so, drivers make more money per hour. If we entered some economic environment where a whole bunch of people were out of work and they wanted to become Uber drivers, but that would make it so that the average earnings across the whole platform would plunge because you have a whole ton of new drivers coming on, would you guys sort of gate it and be like, hey, we want to like, make sure that we don't sort of flood the, the supply side of the marketplace?

• 27:56Speaker 02

  No, because one of our core philosophies is this is an open platform. And if your background check comes in okay, et cetera, then you can have access to earnings opportunities. That's a core belief for us. The economics take care of themselves, right? When you look at mid-cycle, long cycle, if earnings come down on the platform, then it becomes a less attractive platform to drivers and they will do something else. There is this counter cyclicality about our marketplace, which is during really good times. It becomes harder for us to recruit drivers. So the cost of supply goes up. So while revenue and gross bookings are growing and unit volumes are strong, our supply base becomes more expensive.

• 28:41Speaker 02

  During softer economic times, you get more drivers coming into the platform. ETAs come down, prices come down, the price becomes cheaper. So actually, our unit volumes accelerate. So if you look like our Q1 unit volumes, they grew 24% versus 19% in Q4. So we accelerated trip growth, which is not something that you see at our scale. But it's some of this stuff working out.

• 29:07Ben Gilbert?

  Right, so it's sort of the invisible hand of the market theory that sort of self-regulates this for you.

• 29:12Speaker 02

  Yeah, it's not a theory, it happens.

• 29:13Ben Gilbert?

  Yeah, I guess like, yeah.

• 29:14Speaker 02

  It's this very cool experiment.

• 29:16Ben Gilbert?

  Yeah, economists like to talk about things in theory, but you actually have one of the largest data sets in human history of people doing work and other people consuming services.

• 29:27Speaker 02

  Yeah, if you ask our top economist at Uber, he would say that we actually don't control the price to the consumer. That it's actually the spot price for this kind of labor, the marketplace sets based on the supply of labor coming in and the demand for transportation. And so there's this, people say Uber's setting prices. He'd say, we're not setting prices. The marketplace is setting its own price.

• 29:56Ben Gilbert?

  So what do you do then? You have to have some levers at your disposal. You're getting a lot more profitable.

• 30:02Speaker 02

  Yes.

• 30:02Ben Gilbert?

  I mean, certainly, I think in 20, whenever we did the IPO episode, Uber had lost like close to $3 billion the year before going public.

• 30:09David Rosenthal?

  You said in the episode that it was the most that a company had ever lost before going public in history.

• 30:15Ben Gilbert?

  Yes.

• 30:16David Rosenthal?

  I don't know if that's true, but attributed to Ben Gilbert at the time.

• 30:19Ben Gilbert?

  But now...

• 30:20David Rosenthal?

  Order of magnitude, that's true.

• 30:22Ben Gilbert?

  Depending on what profitability metric you look at, you guys are a break even or slightly positive business and increasingly getting more profitable and looking like a self-sustaining business. So what can you do then if you aren't in the business of deciding what a ride should cost?

• 30:39Speaker 02

  Well, I think we're in the scale business, right? Which is, we essentially wire up every form of transportation, of whether it's people or things, and it's increasingly... People and then shared taxis, et cetera, right? There are four and a half million taxis in the world. Who would imagine that Uber would be working with taxis? But we're going to wire up every single taxi in the world, right? And then on the

• 31:03David Rosenthal?

  The curbs and the cabuluses and the flywheels.

• 31:06Speaker 02

  And by the way, we work with them, right? A lot of times we will connect through them as intermediaries, again, to wire up these taxis. And then we've gone from food to alcohol to groceries, et cetera. And then we have a freight business as well. So the more we wire up, the more

• 31:26David Rosenthal?

  You guys have boats now?

• 31:27Speaker 02

  I'm sorry?

• 31:27David Rosenthal?

  You have boats now, I hear?

• 31:28Speaker 02

  We have boats in Mykonos, which is pretty cool. We have boats on the Thames, too. It's just like if it moves and it carries people and things, we're going to wire it up and make it available on demand. That usually brings in the demand for transportation, et cetera. And then it's like math. You have to do it in a more and more efficient way. I think one of the secret sauces that we have is we have a very large and capable marketplace team. These are ML engineers who are building out the systems that match price all of this connectivity.

• 32:07Speaker 02

  And when you're, you know, working over an ecosystem of 2 billion transactions a quarter, the data sets that we have, the experimentation that we can do in terms of what's the most optimal match? How do you price, et cetera? It's just a bigger database than anyone else. So every year, when, I can't speak to how our competitors are matching and pricing, but every year, matching and pricing probably improves by 5% a year. So you improve the marketplace throughput by about 5%.

• 32:44Speaker 02

  Everything else being the same, and that's like free growth. And when it's on top of, you know, call it 120, 130 billion dollar run rate, it gets big. And again, it's compounding like every year this machinery gets better.

• 32:57Ben Gilbert?

  So then, just to make sure I'm understanding right, the reason why, because you talk to anybody and they're like, you're like, oh, what should I ask Dara? And they're like, ask them why Ubers are more expensive than they used to be. And I'm like, because it's a good business now. But actually, I don't think, it sounds like that's not actually the right answer, that the reason rides have gotten more expensive over time is, A, inflation, but B, just that there is more demand for those rides than there is supply to serve them?

• 33:22Speaker 02

  Correct. The cost of labor has gone up, right? I mean, how much you have to pay for any kind of blue collar job? You know, everybody's talking about it, right? The bunch of retailers were having trouble hiring enough people, restaurateurs, et cetera. And then it did become more expensive to bring drivers into the Uber ecosystem. Earnings expectations have gone up. And by the way, I think that's a healthy thing, right? It's if you kind of step back, you know, the increase in salary and wages for blue collar jobs hasn't kept up with the salary of like tech workers or, you know, capital, et cetera. So I think the catch up is a really healthy catch up. That is the reason why Ubers are more expensive now.

• 34:04Speaker 02

  Now, in this environment, where we are adding supply faster than demand because of supplies were really coming into the marketplace, prices in Uber now, year on year, are down.

• 34:15David Rosenthal?

  Yeah, my Uber to the airport in San Francisco this morning was the cheapest it's been in months.

• 34:20Speaker 02

  Pretty cool.

• 34:22Ben Gilbert?

  Well, specifically not thank you, thank the invisible hand at work.

• 34:25David Rosenthal?

  Thank you, Mr. Market.

• 34:27Speaker 02

  Exactly.

• 34:28David Rosenthal?

  How has the complexity of Uber relative to Expedia matched up with your expectations coming in?

• 34:38Speaker 02

  So there's complexity in terms of all of the stakeholders that you have to think about. And that's like, it's a difference between chess and like four dimensional chess. It is like Expedia, travel agency, you're bringing demand to your supply base, et cetera. And then you have to think about the travel ecosystem with Uber. Uber is like a incredibly important service to the cities of the world.

• 35:07David Rosenthal?

  And also Expedia, you weren't providing the service.

• 35:10Speaker 02

  Yes.

• 35:10David Rosenthal?

  You were a

• 35:10Speaker 02

  We were demand

• 35:12David Rosenthal?

  A marketplace layer. You're not operating the airplanes.

• 35:15Speaker 02

  Exactly.

• 35:15David Rosenthal?

  You're not, you know, making up the hotel rooms.

• 35:18Speaker 02

  Exactly. You know, the drivers are providing the service, right? But it's, we're much more responsible end to end. But you know, you're responsible for your customers. We have a very, very important responsibility to driver and courier community. These over 5 million people who are making an earning or making kind of a side earnings on Uber. And then the responsibility in terms of like regulators and governments, et cetera. That consideration set is, is just, it's so much bigger. So from that standpoint, it's tough, but also really interesting and satisfying in some ways.

• 35:56David Rosenthal?

  Were you ready for it?

• 35:58Speaker 02

  Was I ready for it?

• 35:58David Rosenthal?

  Yeah.

• 35:59Speaker 02

  No. I had no idea.

• 36:00David Rosenthal?

  Is this one of those like, if you knew, you wouldn't have done it, but now you've done it. And so all this value's been created and like, great.

• 36:06Speaker 02

  I'm so glad I did it. It was a friend of mine was like, hey, are you having fun? I'm like, no, I'm not having fun. I love it. You know, like the job is too hard to like, it's not fun, but it's so cool. It's such an interesting space. You really feel like you're having impact. Everyone at Uber, like we always talk like, you don't come to Uber for easy. Like you don't come here for an easy job. It's complicated. It's hardcore. People work their asses off, but like you love it and it's not fun. Like it ain't fun, but people love being at the company. That's something I didn't know. And then, and then the, the dynamic, real time nature.

• 36:51Speaker 02

  Of the marketplace and how we balance the marketplace and the pricing, et cetera, is unique, right? It's Thursday night, there's a Taylor Swift concert, all hands on deck. We gotta figure things out, that operational nature, but how dynamic and fast it is. Does Uber HQ plan for Taylor concerts ahead of time as they're happening? Yeah, I mean Uber HQ doesn't, but there are ops teams on the ground. Yes. And, you know, they're the heroes. Like, they're on the ground, city by city, work their ass off. And, and they are, they are kinda where the rubber meets the road, so to speak, to use a, to use the transportation metaphor.

• 37:31Ben Gilbert?

  So David asked this interesting question that I want to dig a little bit deeper on, that were you ready for it? What kind of diligence did you get to do on the opportunity when this job came on the market in the national news in a very prominent way, in a very short time period?

• 37:48Speaker 02

  First, when did you first get contacted about it? Like, how did you, how did you enter the Uber orbit? So I was reading around the news, just like everyone else was, right? It was just all over the place. And it was, it was crazy. Meg Whitman, Jeff Immel, it was a public... Everything going on, what led to it, you know, the, the battle between Travis and Benchmark and all that stuff. It was, it was fascinating as an observer. I never, ever, ever imagined that I would then play a part. And a headhunter called me about this role.

• 38:27Ben Gilbert?

  So not a board member directly, a headhunter?

• 38:29Speaker 02

  Headhunter, headhunter. Headhunter called me. It was a structured process. I'm like, no way. Like, no thank you, goodbye. Happy in Seattle. Yeah, 13 years.

• 38:41Ben Gilbert?

  I got my place on Wimby.

• 38:42Speaker 02

  Yeah, I love working for Barry. Like, it was, I was good. This is fun. Yeah, and then, and then we, exactly, it was fun. And then I, I was at the Sun Valley Conference, the Allen and Company Sun Valley Conference, and having drinks with Daniel Ek. And he's like, Dara, you know, did you get the call from a headhunter about the Uber job? I think you'd be perfect for the job. And I didn't know what the headhunter, why the headhunter called. It turned out Daniel. Like dude, why would I ever do that? Like I'm happy. Like, why, why would I ever jump into that mess?

• 39:19David Rosenthal?

  So Daniel gave the headhunter your number?

• 39:22Speaker 02

  Yes. And, and I'm like, no way, no way. And he looks, he looks at me like with those like piercing Scandinavian eyes. He's like, Dara, since when is life about having fun? It's about having impact. This is important. Like you can do this. And I'd had a couple of drinks and the alcohol was flowing and we were having fun. And my wife says like, yeah, you can do this. I'm like, yeah, I can do this. So the next day I called the headhunter back and I said, let's talk. And the next step was for me to meet a board member and we had dinner. And he was very charming and he kind of started the recruitment. It was pretty cool.

• 40:03David Rosenthal?

  And how long between then and when you accepted the job?

• 40:08Speaker 02

  God, I think it was about two months. It was over the summer.

• 40:12David Rosenthal?

  Wow. How do you keep it secret? Nobody knew.

• 40:15Speaker 02

  I told him, I said, listen upfront,

• 40:19Speaker 02

  I have a job and it's a great job. So the nanosecond that my name shows up in the news, I'm out of here. So I just want you to know, like the nanosecond it shows up in the news, I'm out of here. But I had to be realistic that it could show up in the news. It's amazing that, that it didn't. So actually at that point, I called a Barry because I couldn't put Barry in a situation or myself in a situation. Like I've worked with him 13 years, probably 20 years at IC and then even before as a banker. Like he and I have an incredible relation. I always liked so much to him. I couldn't take the risk of his seeing it in the press.

• 41:03Speaker 02

  And, you know, the consequences of that and, and the, and the loss of trust. So I called him up. I said, Barry, headhunter called me about Uber.

• 41:15Speaker 02

  I'm going to talk to them. And he's like, you're effing crazy. Hung up on me. I told, I told, said like, oh my God, I'm going to get fired.

• 41:25Speaker 02

  And nothing, dead silence.

• 41:28David Rosenthal?

  You weren't going to get fired because what was Barry going to do? Like step in and be CEO himself? He wasn't going to. Maybe he would, maybe he would.

• 41:35Speaker 02

  I didn't know. We, we worked together for a long time. Called him the next day. He said, uh, speaking as the chairman of Expedia, it would be a real mistake. But speaking as a friend, I understand why you're interested. I would be too. How can I help? And that's the definition of who he is. Yeah. You know, because we weren't in the news. It was like we gossip about it. It's like, oh, did you hear like Meg is this? And so it was a fun thing that we gossiped about, but he actually, there was a point in time when I had to make a presentation to the Uber board. This was like my big presentation and, and I heard that the other candidates were coming in to present as

• 42:19Speaker 02

  well. So this was a big day. And I told him, I think it was a Saturday or Sunday that I'm coming in, making presentations. He's like, show me the presentation. No. It was PowerPoint. So I showed him PowerPoint and he actually helped me in the PowerPoint. He's like, this is good. This is good. You have to add, add this page. Uh, so it's just, it shows you the kind of person he is, which is, he put friendship in that case over his own business interests. Maybe it was sick of me. I don't know, but it was. It's calculated. Yeah. It just shows you. That is true. Personal loyalty. Yeah.

• 42:53Ben Gilbert?

  And there's an element to it too, where if he got to collaborate with you on it, then there was a chance you would stick around on the Expedia board and, and remain a friend of the company, even though you're not in the seat.

• 43:04Speaker 02

  Yes. And I still am on the board. It's, you know, I love the company, but it's weird being on the board as a former CEO. Like it's, it's a strange experience. Did you do anything to prepare for that? No, like usually my life, it's like stumble into something and then figure it out. You're also a busy dude. Yeah. But it was, I wanted to stay on the board. I wanted to help and, you know, the company's going through its own journey now. So hopefully to greatness.

• 43:26Ben Gilbert?

  Did you consider, I mean, this sort of famously was an issue in the Microsoft transition and has been an issue in the Disney transition. Did you consider, hey, actually maybe it would be better for the company if I didn't serve on the board, just to give enough space for new leadership?

• 43:40Speaker 02

  I talked to Barry about it and it's ultimately up to him, right? And I think he decided that he wanted me there and I tried to be helpful. But, but I think it's absolutely right, which is it, you know, the job of the new CEO to some extent is to be the CEO and do something different from the old CEO. Like that's definitional and the

• 44:04David Rosenthal?

  You know a little bit about that.

• 44:05Speaker 02

  Yeah, exactly. There could be hesitancy at a board meeting, et cetera, because the old person's there, you know? And so that it was, I think on a net net, I trusted Barry's judgment. It, it does feel weird sometimes because I've moved on, but it's working. I think it's working, but it's complicated.

• 44:22Ben Gilbert?

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• 44:38David Rosenthal?

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• 44:51Ben Gilbert?

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• 45:01David Rosenthal?

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• 45:19Ben Gilbert?

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• 45:35David Rosenthal?

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• 45:52Ben Gilbert?

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• 46:01David Rosenthal?

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• 46:12Ben Gilbert?

  All right. So back to the reverse diligence question.

• 46:14Speaker 02

  Yes.

• 46:14Ben Gilbert?

  What did you get to learn about Uber? And I mean, to directly ask, did you get to talk to Travis? Like, did you get to talk to any of the sort of departing leadership?

• 46:24Speaker 02

  Well, I talked to Travis a couple of times. I talked with Ryan and Garrett, who were the other founders. I talked to a couple of other board members. I did financial diligence, et cetera. And, you know, for me, it was ultimately about the opportunity. It's such an important company. I always tell people, like, I like for three things, right? It's do you work with people whom you like and you can learn from? Can you as an individual make an impact? And then is the place or the company that you're at going to make an impact? I wasn't sure, number one, but I was a CEO, so I could build my own team. And as it turned out, there have been like great folks there who have stayed, who were there before me, and then new folks like, you know, Tony West and Nelson Che that we brought, et cetera.

• 47:09Speaker 02

  So the new team's like a combination of new and old, which is great. And definitionally, as a leadership team, we can have an impact on Uber. And Uber is a company that it's unique in terms of its impact on the ground, on the city. So it all checked off and the financials, you know, it was still a really young company. So the financials for me.

• 47:29Ben Gilbert?

  Even though it was 10 years in, right?

• 47:31Speaker 02

  Yeah, less than that, probably. Yeah.

• 47:35Ben Gilbert?

  It was about, it was just about 10 years.

• 47:37Speaker 02

  Okay, there you go. You know better than I do.

• 47:40David Rosenthal?

  I imagine you had to have been feeling like, God, if we can make this work.

• 47:45Speaker 02

  The opportunity here is just like. Absolutely. You know. All turnarounds are hard. Tech turnarounds are especially hard. But I think Uber had a global position, a talent pool, a brand that was absolutely exceptional. That was just going through a really, really hard time. It was a verb. Yeah, exactly. And so that that was actually advice that my dad gave me, like, when a company who's a verb asks you to run it, just say yes. I'm like, all right. Sometimes you can overcomplicate things and it's like, hey, do you do you want to take a shot? I want to take a shot.

• 48:20Ben Gilbert?

  It's so funny you say turnaround. I literally, it never occurred to me that you could construe Uber as that. But it might be the only turnaround in history where it was growing incredibly fast, had 10 billion of revenue, had some of the smartest people in the world working at it, had all this momentum, of course, burning money, catastrophe in the boardroom, catastrophe in the C suite. So it is a turnaround in that sense.

• 48:47Speaker 02

  And it was losing a bunch of share to Lyft.

• 48:49Ben Gilbert?

  Right.

• 48:50Speaker 02

  And so that that was.

• 48:52Ben Gilbert?

  Delete Uber?

• 48:53Speaker 02

  Yeah. Delete Uber, yeah. Moments, et cetera. So that that was a tough thing, which is you're burning a bunch of cash. And at the same time, you were losing category position to, you know, what's a tough competitor and a strong brand.

• 49:08Ben Gilbert?

  Tell me if you agree with this statement. In the US, you no longer really have a formidable competitor in ride sharing. But in food delivery, you have a tremendously formidable competitor.

• 49:21Speaker 02

  I think Lyft is stronger than people give it credit for. Yeah, it's definitely going through a tough time. And the new CEO is, you know, he's like moving. He's he's making moves. He's super aggressive. We'll see where that ends up. I feel way better. Today than I did five years ago, but I wouldn't count them out.

• 49:40David Rosenthal?

  Lyft is such a great example of a story we see over and over again on Inquirer of like, it's never over till it's over.

• 49:46Speaker 02

  It's never over till it's over.

• 49:47David Rosenthal?

  It was over. It was over for Lyft.

• 49:49Speaker 02

  Yeah, and then they came back.

• 49:50David Rosenthal?

  And then it was not over.

• 49:51Speaker 02

  And you know, now they're having a tough time. We'll see. But DoorDash is a tough competitor. Like DoorDash is larger than we are in the US. We are focused on keeping share in the US and then gaining a bunch of share outside the US. And then over a period of time, using the structural advantage, you know, one, build profit pools outside the US, use that to attack the US over a period of time. And then use the structural advantage that we talked about in terms of customer acquisition over a period of time to hopefully gain category position against DoorDash. But they're a tough competitor. We respect them. We don't like them, but we respect them.

• 50:28David Rosenthal?

  Is there something in particular that you think they've done? I mean, when I think about them, I think about what you were saying about Booking, of just like being an execution machine. I'm curious from your perspective.

• 50:38Speaker 02

  I think it comes to like these company biases, which are pretty important. They made a bet on the suburbs. And they made a bet on selection, restaurant selection. Uber was an urban company. We operate in the big cities, transportation, et cetera. The business in suburbs is much lower. So we want to leverage a customer base that was an urban customer base. So we went after the urban restaurants, et cetera. And Uber was about cheap and fast, right? So if you think about it, if what you're trying to do is optimize for speed, let's say delivering 15 or 20 minutes, the radius of restaurants that you can deliver from is smaller.

• 51:20Speaker 02

  So you make a sacrifice in terms of selection in order to optimize for speed.

• 51:27Speaker 02

  As it turned out, one, the suburbs in terms of food are bigger than A lot of families in the suburbs. Cities, yeah, big families, et cetera, big demand, et cetera. So we, because of our urban biases, we didn't look at the overall market. We're like, what's our market? How can we leverage our demand, et cetera? That I think in hindsight was a mistake.

• 51:49Ben Gilbert?

  And this is like a 2013 to 16 decision that everyone's still sort of living with now.

• 51:55Speaker 02

  I mean, now we've corrected that.

• 51:56Ben Gilbert?

  Yeah.

• 51:57Speaker 02

  But listen, it was, I was running this same playbook 2018, 2019 too. So I don't want to blame it on, oh, this is, you know, it was happening all along. It's just like, usually you focus on the things that you're good at. And we are really good at urban and we're really good at fast and cheap. Right? And we now are much more focused about building out selection. As we built out selection in urban centers, our category position versus DoorDash is actually quite constructive, really strong. We are looking to break into the suburbs.

• 52:31Speaker 02

  And there we got some work to do. And, and the suburbs are a very, very strong position. It's kind of their profit pools, right? And then we're building our profit pools outside and international. And, you know, kind of the, the battle is happening in the big cities. Yeah, it's interesting. I, I would imagine the suburbs, they are so much more weighted to food delivery than rideshare. Totally. Yeah. Totally. Now we are expanding Rideshare into the suburbs now. And it's a pretty fast growing part of our business. So maybe like we'll get there over time, but definitely it wasn't an early aim of the business. We, we now specifically are aiming in certain suburbs and, you know, you have to build out your courier base, your restaurant supply, demand.

• 53:15Speaker 02

  So all of it has to come together, which is difficult and DoorDash has done a good job.

• 53:19Ben Gilbert?

  Yeah.

• 53:20Speaker 02

  Not the end of the story, though.

• 53:22Ben Gilbert?

  I'm curious, there's so much of this strategy that if you connect the dots looking backwards, and to use the Steve Jobs parlance, it just makes so much sense. This expand internationally, leverage the fact that you're sort of the leading global player, generate cash, use it to compete domestically, eats, feeds, ride sharing, which feeds, you can sort of use this flywheel. We haven't talked about freight yet, but I'm curious, like, of the three pillars today of ride sharing, Uber Eats, and freight, and divesting everything else, all the autonomy, all of the self-driving cars is autonomy, what else did you guys divest?

• 53:59Speaker 02

  Bikes and scooters.

• 54:00Ben Gilbert?

  International, bikes and scooters.

• 54:01David Rosenthal?

  Planes, right?

• 54:02Speaker 02

  Yeah.

• 54:02David Rosenthal?

  A VTOL.

• 54:03Speaker 02

  Elevate, et cetera, yeah.

• 54:06Ben Gilbert?

  What of today's strategy was in your pitch to the board when you were joining as CEO, and what is an emergent thing that's happened while you're in the seat?

• 54:16Speaker 02

  So, the pitch to the board was really different in that it wasn't about strategy, it was about operations and how you take the business to break even and profitability, et cetera, right? It was presenting myself as a mature operator, and my track record at Expedia. I think now, things have changed, which is, we have become much more focused on those three segments. And if you look at rides, we have a number of growth bets, which is, there's this base business, UberX, which is like, going to be 50% of our growth. Then, about 15% of our growth are international countries where the business model as we had it, wasn't legal.

• 55:01Speaker 02

  So the attitude at the time was, well, if our business model isn't legal, then like, we're not coming in until we're invited in. And we took a different tack, which is, well, what business model is legal? And let's adjust our business model to the country versus have the country adjusted the business model. And once you're in, you build trust within a country and you build a voice, et cetera. Maybe then the business model can change over a period to benefit, you know, drivers, couriers, et cetera. So like, we're in Germany, we're in Spain, we're in Japan, we're in Korea, we're in Turkey. There's a bunch of countries that we're expanding into with tweaks to the business model to make sure that we're expanding into those countries the right way. And then there's a whole host of new bets that we're making in terms of transportation,

• 55:46Speaker 02

  taxi, which is huge, low cost, hailables, two-wheelers, three-wheelers, Uber for business, health, transportation, all of these different segments. That whole, kind of, the new bets portfolio will be 35% of our growth. So if we do it right, we will, 50% of our growth will come from these new initiatives that really didn't exist. And on the eats side, obviously it was about food and kind of the general expansion of that business, but it's really about getting into the other categories, getting into grocery, liquor, et cetera. And one of the parts that I'm super excited about is, we've always had kind of, call it an integrated offering. If you think about eats, there's a marketplace offering.

• 56:31Speaker 02

  You come to Uber Eats and eats is bringing you demand. And then there's the fulfillment of that demand, right? The, my bring one here and delivering it, right? Thank you, this is delicious, by the way. That has nothing to do with demand necessarily, but it's fulfillment. Yeah, these are two separate businesses that got stapled together. Exactly. So, so we have now, we're separating the tech stack, right? So that now we can offer, we can go to merchants and say, if you want marketplace, great, but if you want fulfillment, we can offer you fulfillment in a separable way. So for example, Walmart. Isn't in a marketplace because they're Walmart, they have an incredible brand, et cetera. But they use our fulfillment services.

• 57:14Speaker 02

  And more and more that our vision is we essentially want the local grocer to out Amazon, Amazon, like every single local business can deliver same day, which is better the next day. If we can connect that to marketplace, that's great. But that can also be a separate part of our business that can grow and thrive.

• 57:33David Rosenthal?

  It's so funny, how much of this goes back to like the original 10 years ago, 15 years ago vision for Uber. It just takes so long to realize these things.

• 57:42Speaker 02

  It does. It looks great on paper and then you know, real life is a lot more difficult, right?

• 57:47Ben Gilbert?

  Are there activities that you've sort of thought about where you you used to need to do something different or counter position the market in order to be successful, where now you sort of look around and you're like, actually, in this area, we're the incumbent. So there's a different strategy that we need to lean into as an incumbent.

• 58:05Speaker 02

  Our working with taxis was was an interesting twist, right? Which is to some extent, they have been definitionally the competition, or we have been the competition or the challenger to those incumbents. At some point, we became much bigger than taxi. But in the end, if you remove yourself from the emotions, et cetera, and you know, we're competing against X or Y, we're in the job of wiring up, you know, vehicles and drivers who want to drive people to places. And that includes taxi, like there are four and a half million of them. And if you take the hypothesis, which is the the days of old where you wave your arm to, you know, wave a taxi down, like things are changing.

• 58:49Speaker 02

  Then it was a move that was obvious. But at the same time, like the beauty of Uber is when you get into the actual challenges, like for example, we launched taxi. And the way that we match generally Uber is one to one. So you hail for an Uber. We will match you, we'll make an offer to a specific driver. Driver says yes, driver comes pick you up, et cetera. What we found in taxi markets is that when we made the one-to-one match, if we weren't integrated into the taxi meter, and that's something that we will build over a period of time, the taxi might be full, but the acceptance rate of the taxis was much, much lower, and we didn't know why. And if the acceptance rate is lower, you might wait for a long time to get matched because we're going to come send offer, offer, offer, offer

• 59:34Speaker 02

  before you get a match. So the team built a technology blast dispatch, which is instead of a one-to-one match, it's a, you know, we'll make a dispatcher 10 different taxis. One of them accepts.

• 59:46David Rosenthal?

  This is just like the old taxi dispatch system.

• 59:48Speaker 02

  Totally, like who's, you know, there's a pickup on 54 Leonard Street, and someone says, Joey says, yes.

• 59:55David Rosenthal?

  I got that one.

• 59:56Speaker 02

  Yeah, I got that one. So like what's old becomes new, what's new becomes old. But what's been interesting is there's a simple idea, but then building out the tech infrastructure to be able to fit to that particular market becomes a challenge. But also it's an opportunity, which is now for some of our competitors to copy that. One is it's taking a lot of tuning to actually get that experience to be excellent. There are some markets where we're mixing demand. You know, you might click for an Uber X, a taxi might show up, right? Is that a good thing? Is that a bad thing? It improves marketplace liquidity. And things that seem very simple on the surface, to actually make the magic happen of pushing a button and a car shows up in five minutes

• 1:00:41Speaker 02

  and you get great service, it's actually pretty difficult tech to build on the ground. It's really cool.

• 1:00:46Ben Gilbert?

  That is cool. I have another sort of corporate structure question that I'm curious about. I think you guys, between when you took the job and today, turned over basically the entire Uber shareholder base. I'm sure there's some people that still hold their shares from those early days. But what is that like at the scale of a $70, $80 billion market cap company turning over a shareholder base in its entirety?

• 1:01:16Speaker 02

  Very painful.

• 1:01:19Speaker 02

  It was the displacement in terms of shareholders. It was tough, right? And there's a certain cohort of shareholders going after hypergrowth, et cetera, especially in this marketplace where it's much more about disciplined growth, profitable growth, et cetera, that that changeover has been difficult. But we now have a set of shareholders like the Fidelities of the world, Capital, Morgan Stanley, et cetera, that have the capacity to own a lot of shares, way more than they do today. And there's a consistency about it. As we keep delivering, they keep upping their stake. And we're now seeing a stock price that generally is working. But I'll tell you, when we're in the middle of it, like it was, it was tough.

• 1:02:03Speaker 02

  You know, after the IPO, after the lockup, Travis sold all his shares. And those days, like those were not happy days.

• 1:02:12David Rosenthal?

  That was probably 15% of the company?

• 1:02:15Speaker 02

  I don't remember. It was 15, it was a lot.

• 1:02:17David Rosenthal?

  There are moments when you remember that stock prices are a function of supply and demand. And when 15% of a company's outstanding shares hit the market all at once.

• 1:02:27Speaker 02

  Or 2%, or 1%.

• 1:02:29David Rosenthal?

  Yeah, right, like that's, wow.

• 1:02:32Speaker 02

  Like, I think in hindsight, I think it was a good move by him because it created separation. He wanted to move on. And so I, in hindsight, I respect what he did. And in hindsight, like, I didn't see it at the time. I was like pissed, right? And people were panicking, oh my God, Travis is selling, what does that mean? Et cetera, like, and you know, there's this, everyone wants to create drama around Uber. So it's difficult as a leader to keep the team focused and believing. Right. Because it's very easy to keep score based on the stock price. And the stock price was definitely moving in the wrong direction. And Travis, you know, whether you liked him or not, you respect him. He's a really smart person and he's a founder of the company.

• 1:03:16Speaker 02

  Like, that was a tough time. But I think we're now in a good place, which is the shareholding is moving from either some of the startup folks or hedge funds to fundamental long-only players, who hopefully they'll be shareholders for the next 10 years.

• 1:03:33David Rosenthal?

  One of the things that we heard from many people as we were researching that time period was just the

• 1:03:42David Rosenthal?

  Immense degree of the stakes involved for the whole ecosystem. Like this went beyond just the drama in the press. That's one level, right? But like, the number of university endowments, who through the venture funds that were invested in Uber, had large portions of their whole university endowment that were dependent on the private mark of Uber.

• 1:04:07Ben Gilbert?

  And fund of funds where compensation had already been paid out as if this was a liquid security, but it's not a liquid security.

• 1:04:14David Rosenthal?

  Sovereign nations that were, you know, not dependent, but like paid attention to this.

• 1:04:19Speaker 02

  Sure.

• 1:04:20David Rosenthal?

  Were you aware of that? Did you feel that?

• 1:04:22Speaker 02

  Oh, yeah. Obviously Benchmark and Travis were in this power struggle. But there was this heavy feel like when you talk to the Benchmark folks, there's this responsibility, which is this was one of the hits of the century. Like this is a category defining company and investment. And Benchmark's had a lot of good ones, but this one was a great one. And while I wouldn't say it was a probability, there was a much higher than non-zero possibility that it could all go. It could all go poof. So I think that was a very, very heavy weight

• 1:05:04Speaker 02

  on Benchmark and some of the other startups, et cetera, which led to all events that ultimately led to like their bringing in an unknown outsider like that. Those are some heavy decisions to make. I wasn't there. I was kind of at the tail end of all that drama and.

• 1:05:22David Rosenthal?

  But then you had to deal with the shareholder based turnover, which was like the real, the unwinding of those, that expectation.

• 1:05:29Speaker 02

  One cool kind of, it wasn't cool at the time, but one really interesting kind of dynamic that that played out when I got in was there's all this stuff happening. Like I had to go to London, TFL. They revoked our license and there had been a data breach and we had to deal with that and just like. It was craziness, right? And at the same time, SoftBank was looking to invest in the company, right? And this is the Vision Fund days. And, you know, SoftBank, the only way they came in was heavy. Like, there was no

• 1:06:07Speaker 02

  let's talk. And the issue that we had to deal with was one where Benchmark and Travis and the founders, they all had high-vote shares. And they both wanted to control the company. And if you sold your shares, they would flip into low vote. So there was this game of chicken, which is SoftBank wanted in. And in typical Masa fashion, it was like, hey, if you don't let us invest in you, we're going to invest in that pink company, right? And it's billions of dollars. And so we had to get SoftBank in. And they wanted to invest in Uber because it was a top brand, had top tech, et cetera.

• 1:06:52Speaker 02

  But at the same time, none of the shareholders wanted to sell because there was this game of chicken. Whoever sold might lose control, et cetera. And so we had to go around to all of the high-vote shareholders. And we literally had to like get everyone to agree to blow up the high-vote shares. I think it's actually the only time when tech, a tech company, like they blew up all of the high votes. And so every, like, we literally had to go shareholder, shareholder, and like, Ben said he would say yes, and George, like, like everybody. And if anyone said no, none of it would work. And, you know, SoftBank would go to game to, you know, Club Pink, which would be a disaster. So that was a really interesting kind of this.

• 1:07:37Speaker 02

  It was like all or none, right? And in the end, we got everyone, including Travis, Benchmark, everyone agreed to essentially switch over high vote to low vote. And that, one, it got SoftBank in, but it stopped the power struggle because then no one could control the company. And that was actually a real secondary benefit, which is then it became like, how do we build a great company versus who's going to get control and who's going to have more impact? That, that, like, we did it for SoftBank. But in hindsight, it was a really important move, which is, okay, no more board control. Like, this is no longer going to be a controlled company. Let's go build.

• 1:08:15Ben Gilbert?

  This was an $80 billion prisoner's dilemma.

• 1:08:18Speaker 02

  Yeah, yeah.

• 1:08:20Ben Gilbert?

  Because if anyone said, actually, I'm going to move in my own self-interest here. Actually, long term.

• 1:08:27David Rosenthal?

  It blows up everybody.

• 1:08:28Speaker 02

  Everything would have blown up and you might have had a Lyft who was getting category position against us with a $10 billion investment from SoftBank.

• 1:08:37Ben Gilbert?

  That's right, it was 10 billion.

• 1:08:39Speaker 02

  It was actually, I think, 15, right?

• 1:08:40David Rosenthal?

  Wow.

• 1:08:41Speaker 02

  And some secondary and some primary.

• 1:08:43David Rosenthal?

  Wow.

• 1:08:44Speaker 02

  It would have been like, that would be, maybe it would have been life or death. Who the hell knows? And I mean, Uber had raised the most money of any company, any startup at that point. It was just, it was a very, very high stakes game and it was, we had a deal person, Cam, who like did heroes work, like just talked to everyone and then he would like kind of bring me in as a nice guy and, you know, say all the nice things and, but you know, in the end, in the end, like it worked.

• 1:09:14David Rosenthal?

  Wow.

• 1:09:14Speaker 02

  It was a big move and everybody, everybody converted, which is pretty awesome.

• 1:09:18David Rosenthal?

  Wow. This is like a little bit echoes of, you know, Sumner Redstone and your early, you know.

• 1:09:24Speaker 02

  It was good training.

• 1:09:25David Rosenthal?

  That'd be good training, right?

• 1:09:26Speaker 02

  It was good training. Like I love the, the operating side of the business, the tech, etc. Like that's the stuff that I love, but I have to say the investment banking background that I had helped, like even the concept of, hey, how do we get out of this issue? The way to get out of this control issue is everyone blows up the shares and everyone's like, wait, like that'll work? We're like, yeah, like that could work.

• 1:09:47David Rosenthal?

  Show me the bottom.

• 1:09:48Speaker 02

  No, then like going after, like starting to call people.

• 1:09:51Ben Gilbert?

  Wow.

• 1:09:52Speaker 02

  It was awesome. It was cool.

• 1:09:53Ben Gilbert?

  Humility is great and all, but, uh, you know, were you proud of yourself when that went through?

• 1:10:00Speaker 02

  No, because the next day there was another crisis. Like it was like, you know, breathe for two minutes, you know, drink more wine and then off to the next battle.

• 1:10:08Ben Gilbert?

  All right, listeners. Now is a great time to talk about a new partner of ours here on Acquired, Logora, the agentic operating system that is redefining how the world's best legal teams work.

• 1:10:21David Rosenthal?

  Yep. It's sort of obvious that AI is going to completely change the legal industry. I bet most of you listening have dropped a contract into some sort of AI chatbot out there. Logora took that insight and asked the question, what if you really built something with that power from the ground up for the legal industry?

• 1:10:38Ben Gilbert?

  So the founders did exactly what great founders do, operate with obsessive customer focus. They embedded inside a massive law firm for months. They sat with the lawyers just watching how the work really gets done.

• 1:10:53David Rosenthal?

  And that's how you get features that customers love, like Tabular Review, where you drop in a folder of hundreds of contracts and it pulls every key term into a grid a lawyer can actually work with. Logora's bet here is interesting. Since it lets each lawyer handle more complexity, any given person can increase the quality of their work and do higher value work. And this means that the pie can grow even as each individual task takes less time.

• 1:11:17Ben Gilbert?

  And they recently launched Logora Agent, offering greater intelligence and performance. The agent lets lawyers set an objective. Then it can handle the planning and the execution and delivery of the final product. Legal teams get to maintain full control and transparency since they're still involved where judgment is required.

• 1:11:36David Rosenthal?

  And Logora works where you already work. You can use it within Microsoft Word while redlining or drafting. The early Logora numbers essentially speak for themselves. When they have a head-to-head pilot with their top competitor, they win 70% of the time. Logora now has over 100,000 lawyers on the platform from 1,200 legal teams in 50 countries. And crazily, they went from 1 million to 100 million in ARR in about 18 months.

• 1:12:06Ben Gilbert?

  Truly insane numbers. And that is the real test. Plenty of things demo well, but the question is whether a busy associate actually reaches for it during crunch time, or whether a partner trusts it before going into a conversation with a major client. If your legal team wants to check it out, whether you're a law firm or you're in-house at a company, you can learn more at logora.com/acquired and just tell them that Ben and David sent you. I'm very curious about how you operate your Twitter account. On the one extreme, there's like an Elon Musk type operating a Twitter account.

• 1:12:38Speaker 02

  There's only one Elon Musk type operating.

• 1:12:41Ben Gilbert?

  There is no type.

• 1:12:43Speaker 02

  Yeah. It's a singular point.

• 1:12:47Ben Gilbert?

  There is one in, I don't know how many M. Dow's they have, but one in some 100 million data point of tweeting whatever comes to your mind, no matter the consequences. So much so that he bought the company. Yes. And then on the complete other side, there's like Barack Obama and Tim Cook. And I'd say you're like one click in from the Barack Obama, Tim Cook. And I'm curious like-

• 1:13:08Speaker 02

  I'm gonna consider that a compliment. Why, thank you.

• 1:13:11Ben Gilbert?

  Like, you definitely operate your public persona with sort of a head of state grace. And I'm curious if you ever think about letting it fly a little bit more? Do you have a full drafts folder? Like, do you ever wish you could express yourself a little more?

• 1:13:28Speaker 02

  The what I really think Twitter feed?

• 1:13:30Ben Gilbert?

  Do you have a burner account?

• 1:13:32Speaker 02

  So, I tweet mostly myself. There's some stuff that folks say, hey, we did this. It's me. Like, I don't have someone running the account. And, you know, I mix it up with some personal stuff and then some business stuff, because you want to keep it entertaining. But at the same time, I'm not using Twitter to express myself. I'd rather have a long form discussion like this. Like, this is, to me, much more interesting. And so Twitter tweets can be taken out of context, et cetera. So, again, I'm not there to stir the pot.

• 1:14:04Ben Gilbert?

  Right.

• 1:14:05Speaker 02

  So, maybe that's what comes out in terms of my Twitter persona. I'll take Obama-esque or Clinton-esque.

• 1:14:11Ben Gilbert?

  Tim Cook, it works for him.

• 1:14:12Speaker 02

  Yeah, like, that's quite a compliment.

• 1:14:14Ben Gilbert?

  All right. Next, we're kind of in like a lightning round here. So, next random lightning round topic. You were on the board of the New York Times.

• 1:14:22Speaker 02

  Yes.

• 1:14:23Ben Gilbert?

  What are some of your biggest learnings from being involved with that company?

• 1:14:26Speaker 02

  It was-

• 1:14:29Speaker 02

  Definitely my favorite board to be on. It was a really interesting time at the New York Times because they were really becoming a top technical company in terms of being a publisher. Like it's at a pretty extraordinary learning organization and they wanted me as like the tech person and I was coming from Expedia and you know optimization, all that stuff. And their capacity to learn, like super traditional company, capacity to learn was pretty awesome. One of the fascinating parts about the company and it's both a superpower or could be a weakness is total separation of church and state in terms of content and business.

• 1:15:10Speaker 02

  Right? So like when I asked, well, what's the cost of certain kinds of content and then how much traffic, you know, can we have the connection between cost of content and traffic? It was like, no, you cannot ask that question because the content is separate. So it's, it's just a fascinating organization and the bet that they made on subscriptions was amazing. It was not obvious because the advertising business was much bigger at the time, but it was an enterprise bet based on a core identity of the company, which is we believe in quality content. And I thought that was one of the most impressive bets because it was totally not obvious at the time, like all, every single news organization, et cetera, was advertising, advertising.

• 1:15:55Speaker 02

  This is the BuzzFeed days, right? It was quick content, et cetera. But I, I think that the bet that they made in quality was very much a bet on their identity that wasn't backed up by data and certainly wasn't backed up by their financials. But the company went all in and they've really benefited.

• 1:16:20Ben Gilbert?

  Do you think that could have happened in a company that wasn't family controlled? Like, did that have something to do with how they could make a bet like that without the data to support it?

• 1:16:31Speaker 02

  Yeah, I think they're very sure of that core, of the quality of the content that they're building and that allows them to make those kinds of business bets because in the end, they know that the content is going to win. Absolutely. A little bit like Netflix too. It's like quality content.

• 1:16:48Speaker 02

  Focus on subscriptions. Now they are going to the advertising, right? So you can't have a forever strategy or be so dogmatic as to not to understand that markets change, strategies have to change at the time. But it was absolutely the right bet at the right time.

• 1:17:02David Rosenthal?

  Well, I'm curious how much this was an explicit boardroom conversation. The Times also made a very explicit bet on scale of quality content. You could argue maybe Wall Street Journal, but other than maybe them, maybe, maybe the Post, maybe, nobody else has aggregated quality content at scale globally. You know, people might think of the political stuff or the news stuff. But like, the New York Times company covers every vertical, every geography, has at least twice as many reporters employed as any other news organization in the world, I think. How much was that a discussion in the boardroom?

• 1:17:42Speaker 02

  There was absolutely a view of the management and the board agreed and had to be careful because it was a boardroom and it's confidential, et cetera, which is if there's going to be a top global brand for quality news, that should be the New York Times. Like, why would it not be the New York Times? They're very clear out about that and they're, and they're quite determined to achieve that. I think they're, they're doing a great job.

• 1:18:08David Rosenthal?

  Yeah, and it's interesting, right? Like, the company's called The New York Times. And yet it's a global, you know, it really was a, in a way that, you know, in, in video and with Netflix, I think it was a more, an easier leap to make. For news, I think it was really a unique leap that the, that the Times made.

• 1:18:24Speaker 02

  Well, it will be interesting to see, which is they, you know, Netflix is, is building, like, Korean content that then extends globally. New York Times isn't necessarily doing that, right? It's English language content that is relevant to the world, but is probably relevant, especially international, to a subsegment, right? It's, it's higher end consumer, et cetera, who can't afford the price. But again, it's been an absolute winner of a strategy and what's been a tough business.

• 1:18:55Ben Gilbert?

  Yeah. I mean, there's a graveyard in the middle between the independent publisher with a low cost structure and the New York Times, and there's not much in between.

• 1:19:02Speaker 02

  The middle is where you go to die.

• 1:19:03David Rosenthal?

  Yeah.

• 1:19:05Ben Gilbert?

  More lightning round. I remember hearing in 2013 that it was cool that I was in 2013 because 2014, one year away, was going to be the year of self-driving cars. And here we are in 2023. Is next year the year? How close are we?

• 1:19:20Speaker 02

  That is a, it's an unanswerable question. I mean, it is because there's the last 2% of use cases, the tail use cases. It's unknowable what it'll take to get past that last 2%. And there's this pretty interesting philosophical question, which is,

• 1:19:41Speaker 02

  how safe does a robot have to be? In the US, I think there are 40,000 deaths as a result of car accidents. Let's say that robot cars are 10 times safer. So...

• 1:19:53Ben Gilbert?

  And I think highway accidents are one of the top two or three causes of death in the United States, period.

• 1:19:59Speaker 02

  Yeah, period.

• 1:19:59Ben Gilbert?

  So like something 10 times safer?

• 1:20:01Speaker 02

  Yeah. If you're 10 times safer, you know, fast forward 25 years from now, like, who knows what it'll be? 4,000 deaths a year, right? So little more than 10 a day. And like if you have four companies that are responsible for the marketplace, five companies, right? And there are 10 deaths a day, like a good day is, hey, we only had one fatality. That's a good day. Like, it's just, I can't imagine that. And so there's this, well, does it have to be 10 times better? I don't think that's good enough. Does it have to be 100 times better? That, maybe that's not good enough. So like, from a societal standpoint, of course, if it's 100 times better,

• 1:20:44Speaker 02

  we should go forward with it, but that'll mean there are 400 fatalities a year, one every single day. And I don't know how society would deal with that. Society is very, I don't want to call forgiving, but like they understand humans are human and humans make mistakes.

• 1:20:59David Rosenthal?

  You must have experience with this already.

• 1:21:02Speaker 02

  Yeah, we had this unbelievably unfortunate circumstance in Phoenix, and it caused us to completely redesign how we build for safety first, et cetera. Ultimately, because of the pandemic, we decided to get out of self-driving, which I think is, it was a good decision because our core skill set is like, building this demand network, connecting demand to supply in a dynamic way, et cetera. And we now get to work with a bunch of partners and like Waymo's a partner, Aurora's a partner, et cetera. So we get to work with a much larger ecosystem. But I think the question of that last 2%, and then what is society ready, you know, what safety will society underwrite to?

• 1:21:48Speaker 02

  Those two questions, you know, are for me unanswerable. My instinct is that you will see small-scale continued experiments kind of get bigger over the next five years. But it's going to take a good 10 years for it to be a material part of our network or transportation at large. But that's a guess.

• 1:22:09David Rosenthal?

  I'm curious too, also, I want to ask, given both your job, and you and I both live in San Francisco, something crazy has happened in the past six, eight months that like, it's now happening in San Francisco. Like we went from a, for 15 years, everybody's been like, yeah, self-driving cars, it's happening tomorrow. And I'm like, yeah, yeah, yeah, yeah. But like.

• 1:22:31Speaker 02

  Have you ever taken a ride in one?

• 1:22:32David Rosenthal?

  I haven't yet, but like every day you walk down the street, you're like, there's cars going by with no driver in the seat.

• 1:22:38Speaker 02

  It's pretty extraordinary.

• 1:22:39David Rosenthal?

  And it's, it's become just so commonplace that like, I don't even think about it anymore. But then friends come visit and they're like, what, what's going on here?

• 1:22:47Speaker 02

  Yeah, but still like the, the service for certain originations and destinations that works, the pickup, you know, again, it's, it's okay for a human driver to double park for a pickup, not okay for a robot. So there's like, again, when you get into the detail, if you look at our ride share service, for example, if our fulfill rate. Which is the percentage of time someone asks for a ride and then there's a car available. If that's less than, call it 98%, that's like all hands on deck, like it's a disaster. So like we are available all the time, everywhere, et cetera. And there's a lot of work that goes into that. For any singular ride share provider to provide that kind of coverage is going to be really, really difficult.

• 1:23:32Speaker 02

  Which why ultimately we think the better solution is for the Waymos of the world, Aurora's of the world, et cetera. Mobilize to work with us so that you, you have this kind of hybrid transition state. Where you can still have this 98% coverage everywhere, no matter what weather it is, et cetera. But we have this smart kind of switching layer. Sometimes a human should come pick you up, sometimes a robot should come pick you up. But the transition is going to take a while, but it's, it is happening. It's cool.

• 1:24:02Ben Gilbert?

  All right, last lightning round question, and then I have a closing segment. If you could only own Uber Eats or Uber, the transportation business, which one would you rather own?

• 1:24:14Speaker 02

  Also, Eats is a transportation business.

• 1:24:17Ben Gilbert?

  Mobility.

• 1:24:17Speaker 02

  It's just transportation of stuff. You can't ask me to, you're like, like choose between your children, like is it George or is it Donny? Like, come on, you can't be serious.

• 1:24:28Ben Gilbert?

  You could own a business with a 20% take rate or a business with a 30% take rate. Which one would you rather own?

• 1:24:35Speaker 02

  So I will answer somewhat seriously, which is um, high take rates are dangerous. So our job as a company is to grow volume as much as we can, as fast as we can. And make our shareholders happy enough.

• 1:24:54Ben Gilbert?

  Yep.

• 1:24:55Speaker 02

  Minimizing the take rate, which is taking as much of that dollar and, and giving it to drivers and couriers. Like last quarter, gross bookings grew, um, you know, over 22% or so, which is really good.

• 1:25:10Speaker 02

  The money that drivers and couriers, including tips, made on the platform grew by thirty percent higher. And at the same time, we're able to expand our margins, free cash flow positive. So like the design spec that we're building is how do you like torture the organization? Because sometimes it is torture, like watch every single nickel and dime, be incredibly efficient in everything that you do. Automate everything, get fraud out of the system, et cetera. So that you can actually operate a business at scale at the lowest take rate possible, like talking about booking.com and one thing that we learned. When I started Expedia, Expedia's take rate was twenty five percent. And bookings take rate was fifteen. And over like a torturous thirteen years.

• 1:25:55Speaker 02

  We took Expedia's take rate from twenty five percent to the teens. It was like seventeen, I think, or so when when I left. And those are like pure margin dollars that you're taking out, like there's no goodness that comes out of it. And so there's it's just really hard work to do. And as a result, we're pretty hardcore. Which is any quarter, I can deliver anything on the bottom line if I can move my take rate up a little bit. But like it's too easy. It's too tempting.

• 1:26:25Ben Gilbert?

  Yeah.

• 1:26:26Speaker 02

  And so we're very hardcore about like, no, no, no, we gotta keep take rate low. And you gotta do the hard work to be able to keep take rate low. So I'd say I take the twenty percent take rate business. Like it's it's more lasting. The growth can go on for much, much longer.

• 1:26:39Ben Gilbert?

  Yep. I asked in a tongue in cheek way, but I completely understand that and see the.

• 1:26:45Ben Gilbert?

  It's the NZS capital thing. It's the do you want?

• 1:26:48David Rosenthal?

  Bill Gurley wrote that blog post years ago about a rake too far.

• 1:26:51Ben Gilbert?

  Right.

• 1:26:52Speaker 02

  Yeah, exactly right.

• 1:26:53Ben Gilbert?

  You build more durability by leaving more on the table for your ecosystem partners.

• 1:26:58David Rosenthal?

  Or maybe more accurately, you make yourself too vulnerable if you.

• 1:27:03Speaker 02

  Yeah, and it takes oxygen out of the room, right? It's like, what's it saying? Fat pigs get slaughtered, right?

• 1:27:09David Rosenthal?

  Yeah, yeah, pigs get fat, hogs get slaughtered.

• 1:27:11Speaker 02

  Exactly. And like you can't, you don't want to put yourself in that position. It's very tempting. It's very, very easy. There's this temptation, obviously, this quarterly kind of treadmill that you're on, et cetera. And there's like, you can make someone happy by increasing take rate and throwing it to the bottom line. And we we really, really culturally try to resist that notion.

• 1:27:33Ben Gilbert?

  Cool. Well, the last segment that I have here is giving you the floor. You know, we're at the end of a long-form podcast. So anybody that's still listening appreciates nuance. And so if there's something that you feel is often misunderstood, or that you want to say to people that are willing to let a long-form argument soak in, what do you think is misunderstood about the company, or you, or the industry, or this time that we're in right now, really anything you want to talk about?

• 1:28:02Speaker 02

  I don't know if it's misunderstood, but it's certainly something that's top of mind for us is that we ultimately, the future of the business as it stands now, depends on our building the best platform for earners. And it goes to like the take rate, right? If the take rate goes up too much, then we're taking too much of the service, et cetera. And the fact is that I think Uber was guilty of taking earners for granted because when I first came in and for much of the company, like we were in a state of oversupply. We had too many drivers. It goes to, and instead of gating them, et cetera, we just didn't really invest in the driver experience and the courier experience the way that we should have.

• 1:28:45Speaker 02

  And then the way that we organized the company around the earner experience was pretty standard in terms of a B2C business, right? There's a team, you know, there's a team that runs the Uber app. There's a team that runs the Eats app and then a team that runs the driver app. And you do all the typical stuff, which is analytics and measurements and A/B test, et cetera, in order to optimize throughput in the marketplace, et cetera. But like as we step back, you know, we don't A/B test what the 401K match should be for employees, right? Like it was equivalent, some of the experimentation that we were doing on the earner side is like, you know, yeah, should we match a 3% or 6% and let's look at employee turnover?

• 1:29:30Speaker 02

  Cool experiment, maybe you could optimize. But when you're building a product that people are making a living off of, or are earning money that they have to earn with, there's a different duty of care. And the amount of time that they're spending on the app, most of Uber employees, myself too, like, order rides all the time, order eats all the time, you know, you get in, get out, et cetera. But a driver will be spending four hours, five hours, six hours with the app every single day. So the consequence of like all of this coming together and are building for drivers the way that we essentially build for consumers, which is like pretty cool and techie, et cetera.

• 1:30:15Speaker 02

  You know, one is like the P95 experience. Usually like you build, you don't look at P50 because averages lie. And then you look at P95, well, that's the worst experience. Well,

• 1:30:24David Rosenthal?

  The probability percentages.

• 1:30:25Speaker 02

  Yeah, the probability percentages. You know, drivers, an average driver who's driving a week, experienced like a P95 circumstance every single week, multiple times a week because they spent a lot more time on that. So there's been a pretty important culture change of the company, which is like higher duty of care, actually slowing down in terms of how we build for earners, being a lot more humble, listening to them, their experience, et cetera. The fact is that when you have 5.6 million earners on the platform, there's this marketplace, which is it works for some earners or it doesn't. Right? So there's always going to be 10%, which is like half a million people who are not happy with experience.

• 1:31:07Speaker 02

  But we've got to make sure that 90% are and we're getting more people who like the experience into the platform. But because of where we came from, it's actually pretty new muscle for us to like build this earner experience. And I do think like, as I step back and I think about like, what am I going to be proud of at the company? And like, there's a lot to be proud of in terms of. Turning around the business or like the team that we built and the service that we built. I think there's a sense which is like tech is out of touch with the real world. And it's a lot like tech is, you know, you're building for the virtual world and Uber is

• 1:31:47Speaker 02

  unique in that it's a technology company that like built for the real world. And the impact that we have, especially as it relates to earners, it's like it's real people. And so what I would be most proud of, one is there's a practical reality, which is if we build a company that is, has the best product and experience for earners, we're going to win long term. But if we're that technology company that's like very much connected, not with elite, but with, you know, an earner base and the broad population, not just in San Francisco, but all over the world, like that's a company to be proud of. But at the same time, it's like we, I think that the muscle we've been developing in

• 1:32:30Speaker 02

  the last two to three years, we have a long way to go.

• 1:32:33David Rosenthal?

  Is Uber the largest earner platform in the world?

• 1:32:37Speaker 02

  Yeah, I think we're the largest source of work anywhere by far and growing pretty fast.

• 1:32:44Ben Gilbert?

  That's a crazy statement.

• 1:32:45Speaker 02

  Yeah.

• 1:32:46Ben Gilbert?

  Because the largest companies who, like even if you just look at employees, companies that employ people, employ max like 2 million.

• 1:32:55David Rosenthal?

  Max, yeah.

• 1:32:56Speaker 02

  Yeah.

• 1:32:56Ben Gilbert?

  And Uber has how many earners on the platform?

• 1:32:58Speaker 02

  5.6 million, you know, as of the last quarter, it's growing. That's a lot of earners.

• 1:33:04Ben Gilbert?

  What does the federal government employ? It's like on par with, it's gotta be on par with that.

• 1:33:09Speaker 02

  Now, a lot, the vast majority are quite part-time. But it's still, the scope is pretty extraordinary.

• 1:33:14Ben Gilbert?

  Wow.

• 1:33:16Speaker 02

  And it's everywhere.

• 1:33:17Ben Gilbert?

  So cool. Well, thank you, Dara.

• 1:33:20Speaker 02

  You're very welcome. It was a pleasure. Thank you for treating me to the wine.

• 1:33:24Ben Gilbert?

  Well, no, I mean, you treated us and I'm glad you decided to stay after dropping it off.

• 1:33:30David Rosenthal?

  You gave me a good tip. It all worked out. All right, listeners. Now is a great time to talk about one of our favorite companies, Statsig.

• 1:33:39Ben Gilbert?

  Yes, there is a reason why the best product teams rely on Statsig, whether they are iterating on their core product features or shipping AI-powered experiences at scale.

• 1:33:49David Rosenthal?

  Yep. In the crazy speed of today's AI world, shipping fast is just table stakes now. It's basically trivial to build and deploy your app constantly. The real advantage is how quickly you learn what changes actually created value for customers and how fast you can use that signal to guide what you ship next.

• 1:34:10Ben Gilbert?

  This is where Statsig comes in. It brings experimentation, feature flags, and product analytics into one unified system so teams can ship safely, test rigorously, and directly link what they changed to how users actually behaved.

• 1:34:22David Rosenthal?

  So if you want to make learning your competitive advantage, whether you're building new AI experiences or just evolving your existing core product, go to statsig.com/acquired to get started.

• 1:34:33Ben Gilbert?

  Ah, David, that was a blast.

• 1:34:35David Rosenthal?

  So fun.

• 1:34:36Ben Gilbert?

  Funny, it's like you were just here next to me in Seattle and now you're there in San Francisco. The magic of the internet.

• 1:34:42David Rosenthal?

  I'm really missing that delicious wine that Dara brought us.

• 1:34:46Ben Gilbert?

  I know.

• 1:34:48Ben Gilbert?

  Listeners, you can tell us if you liked that bit or not, or if it was too campy. If you want more of David and I, we recently did an episode on My First Million, and it was really fun. We went behind the scenes of Acquired, and we sort of talked about Acquired's business, our journey turning it from a podcast into a business, why we think the podcast works, and listeners, you might have your own ideas, but where our differentiation is in the market of content out there today. And I know it was just a blast. Sam and Sean are really fun to talk to. So if you are interested in hearing that, you can click the link in the show notes to specifically go to that episode or search any podcast player for My First Million. They also did episodes recently with a couple of friends of the show,

• 1:35:31Ben Gilbert?

  David Senra from the Founders Podcast, and actually, David, one of you and my favorite YouTubers.

• 1:35:37David Rosenthal?

  Yes.

• 1:35:38Ben Gilbert?

  Doug Demiro in the car category, for anyone interested in cars.

• 1:35:42David Rosenthal?

  Doug is such, such a nice guy.

• 1:35:44Ben Gilbert?

  Yeah. Check out ACQ2. It's our interview show where we talk to folks who are on the cutting edge of what's next, figuring out things like where is the defensibility in AI for B2B SaaS companies, or our interview with the CEO of Angelus, talking about how they're deploying AI at their company. I know AI is a buzzword, but it is just dominating how every company is making moves these days. And it's great to talk to the protagonists who are actually in the arena right now, making all of these moves. So that's on ACQ2. Check out the Slack. It's where we're talking about this episode and every other. acquired.fm/Slack. And if you want to come closer into the kitchen and be a part of what David and I are building

• 1:36:27Ben Gilbert?

  here, become an LP. acquired.fm/LP. Current benefits include, once a season, you guys will pick an episode. Y'all picked Lockheed Martin, which is shaping up to be one of our biggest episodes ever. So thank you. And I had a blast researching that one. So thanks to our LPs. And David, we got to schedule an LP call here in the next month or so. Yeah, let's get it on the books. Yep. With that, listeners, thanks so much, and we'll see you next time. We'll see you next time.