Altimeter (with Brad Gerstner)

We hear a lot these days about hedge funds becoming venture firms, and venture firms becoming hedge funds. But a decade before either of those approaches became mainstream, a tiny $3m fund in Boston named Altimeter Capital set out simply to invest in a concentrated portfolio of America’s very best technology companies, regardless if they were public or private. Today that tiny firm has grown to nearly $15B under management and become a premier “capital partner” to founders at all but the very earliest stages — companies like Snowflake, Facebook, Roblox, Plaid, Grab and Acquired fan-favorite Modern Treasury. We sit down with founder & CEO Brad Gerstner to dive into the story behind Altimeter’s meteoric rise. *Carve Outs:* - Brad’s Twitter thread on Invest America: https://twitter.com/altcap/status/1347454947583950849?s=20&t=gM5zJMcq9p96GcjEHZw56w *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.

• 0:00Ben Gilbert?

  All right. Well, hopefully AirPods don't screw things up too bad. Can look like humans on air. And if we ever end up in a situation with microphones that are out of frame, it'll be game changing. It'll be just like we're talking to each other.

• 0:28Ben Gilbert?

  Welcome to season 10, episode four of Acquired, the podcast about great technology companies and the stories and playbooks behind them. I'm Ben Gilbert, and I am the co-founder and managing director of Seattle-based Pioneer Square Labs and our venture fund, PSL Ventures.

• 0:43David Rosenthal?

  And I'm David Rosenthal, and I am an angel investor based in San Francisco.

• 0:49Ben Gilbert?

  And we are your hosts. We've done Sequoia, we've done Andreessen Horowitz, but we have not gone deep on one of the biggest stories in venture right now, crossover investing. We are watching hedge funds like Tiger Global and Co2 come all the way down to seed investing, and we're simultaneously seeing classically early-stage venture capital firms like Sequoia completely reinvent their structure to hold on to their winners longer, even as they become public companies. And today, we wanted to analyze one of the firms that pioneered this dual approach of operating a hedge fund and a venture capital firm simultaneously, Altimeter Capital.

• 1:32David Rosenthal?

  There has been so much change in venture in the last few years. More change, I think, in the last few years than in the decade that I was doing venture than watching it before.

• 1:43Ben Gilbert?

  And listeners, to tell the story right, we are joined today by Brad Gerstner, the founder of the firm. And actually, to tell you the truth, he is joined by us. We actually recorded this episode in person, even with video, stands, microphones, everything, at the Altimeter office on Sand Hill Road. And for those of you who don't know, Brad has had an unbelievable career, starting five companies. So he's got a very different

• 2:10Ben Gilbert?

  Mentality than your sort of classic hedge fund guy on the investing side. He led the series C in Snowflake and still owns a massive stake of the company. He's led large investments and sat on the board of companies you know, like MongoDB and Roblox and Zillow and Plaid. He led the SPAC that took Grab public in Southeast Asia. And he is widely known as one of the most knowledgeable people in the world on the business of online travel after his involvement in Expedia, Orbitz, Uber and many others.

• 2:43David Rosenthal?

  And you forgot maybe the most important part. I think he's the number one bestie guestie on our friends over at the All In Pod.

• 2:52Ben Gilbert?

  I think that's probably right. That's probably right. 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.

• 3:14David 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.

• 3:35Ben 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.

• 3:57David 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.

• 4:15Ben 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. Well, we will cut over to our interview with Brad now, but please do know ahead of time that you can discuss this episode and everything else in the tech world afterwards with us at acquired.fm/slash/Slack. Join 11,000

• 4:59Ben Gilbert?

  smart, thoughtful people like yourself. And we have some awesome new LP show content out there. You can search acquired LP show in the podcast player of your choice. And lastly, this is not investment advice. Do your own research. And now, over to Brad Gersner from Ultimate Capital.

• 5:18David Rosenthal?

  Tell us about your family and your dad's experience with entrepreneurship.

• 5:23Speaker 02

  Well, I grew up in a, in a small rural town in northern Indiana, near Notre Dame, first generation college. My dad had, you know, classic immigrant story. His parents had kind of given up everything in order to help put their only child through college. He started at Northwestern. They couldn't afford to finish there, you know, ended up at Bradley in Illinois, got an engineering degree. And long story short, 1977, I was born in 71, so 1977, he becomes a general manager of the auto parts manufacturer in, you know, the small town that employed most of the people in the town.

• 6:03David Rosenthal?

  Is it like a GM?

• 6:05Speaker 02

  Yeah, it was, it was a supplier to GM, a supplier to Ford at the time. And remember, our auto industry was under assault by the Japanese auto manufacturers. You had double digit interest rates and inflation, which for the first time in 30 years is all of a sudden a topic of conversation again.

• 6:22Ben Gilbert?

  With the Fed under Volcker?

• 6:24Speaker 02

  Yeah, under Volcker, we had, you know, you remember stagflation, the end of the seventies, which was low growth, high inflation. And for some reason, you know, so there was an acquirer that came along to buy this plant. They needed to get my dad and the workers to go along, you know, with the deal. My dad said he could deliver the workers so long as they agreed not to lay anybody off. Of course, they said they would do that. You know, three months later, they were going to lay off all these people. And in this small town, you know, your words, your bond. And my dad just couldn't live with himself with that outcome. And so in a fit of lunacy, decided that he was going to start a competitor. He knew nothing about starting a business.

• 7:09Speaker 02

  There was no such thing in that part of the world as venture capital. All he knew is that he knew how to make these parts and he knew he could inspire these men and women to join his cause and it was a crusade and it was a, you know, I look at it and I'm sure I look at it through rose colored lenses, but it was a valiant crusade. Unfortunately, he had to borrow money from the town bank.

• 7:32David Rosenthal?

  In a typical acquired episode or a typical tech story, it's like, this is the hero's journey and like he wins, right? And like you grow up in this like amazing, you know, entrepreneurial journey and you're like, this is awesome. I'm going to go do the same for that. That's not what happens.

• 7:46Speaker 02

  I wish, I wish the story ended that way. You know, for his sake, I mean, he borrowed money from the bank, mortgaged the house, mortgaged the car. And the punchline is there are moments in time where the deck is so stacked against you, notwithstanding all your best effort, notwithstanding all the extraordinary sacrifice of the team, or maybe even the brilliance of the idea, it's not meant to be at that moment. And in venture capital, if you fail, the risk is largely on the venture capitalist. I mean, in Silicon Valley, failure is on the part of the founder, so long as you conduct yourself in a way that's honorable, it's a badge of courage that you gave it a go.

• 8:29Speaker 02

  And we have an institutional structure where the venture capitalists can withstand that loss because they have a portfolio that they can, you know, cushion that with. So I often, you know, young founders will come in and say, well, I just don't know if I can take the risk. You know, they just graduated from Stanford. They have no student debt.

• 8:46Ben Gilbert?

  Yeah.

• 8:47Speaker 02

  You know, they're getting money from a venture capitalist. If they fail, they don't have to pay the money back. If they win, they get, you know, huge upside.

• 8:55Ben Gilbert?

  If they're at the stage where they're actually taking money from a venture capitalist and they have a term sheet and that, you know, that's going to happen for them. You've already won. The personal risk there is extremely low.

• 9:04Speaker 02

  There's, there's no risk. What, what risk are you talking about? The risk is have a young family, mortgage your house, mortgage your car, double digit interest rates and inflation. The business goes under. My dad loses his health. He loses his house. He loses his marriage. Right? That's risk.

• 9:26Ben Gilbert?

  Yeah.

• 9:27Speaker 02

  Right? And the beautiful thing about this country is, you know, we have created a system where we encourage risk takers. Unfortunately, in 1980, in the middle part of the country in a small town, my dad refused to declare bankruptcy. He would work the rest of his life trying to pay back that money because it was his word that he gave to the people who lent him the money. And so I think about that when I hear from entrepreneurs or when I even think about the risk associated with starting Altimeter or starting the other companies I started. It's really not risk relative to the risk he undertook. So I grew up around an entrepreneur, but it was not a heroic entrepreneurial story.

• 10:09Speaker 02

  And my grandfather, my father's father, basically forbade us from becoming entrepreneurs. And he said to the four grandchildren, you can become professionals, you know, doctors, lawyers, architects, but please don't become entrepreneurs. And so I, you know, I, I felt like I owed that to him, even though I felt I was always kind of starting little enterprises in high school and thinking that way. My brother did in college, but I went to law school.

• 10:40Ben Gilbert?

  And you thought you were going to go into politics, be a leader in government. How far did you get on that path?

• 10:50Speaker 02

  That was programmed pretty early. I had studied in 91, 92 at Oxford. I came back and worked for the US Senator from Indiana, Dick Lugar. He was Chairman of the Foreign Relations Committee at the time. We were denuclearizing Russia at the time. It was a pretty heady moment in time with a senior statesman, Rhodes Scholar, incredible human being, honored to work with him, stayed close with him. And so when I graduated from law school and I went to work for a big law firm, I got a call from Senator Lugar asking me, I don't know, I must have been 26 or 27, if I'd accept an appointment as Deputy Secretary of State in Indiana. Evan By, who went on to become Governor and Senator from Indiana, started there. So it's kind of a known launching pad into Indiana politics.

• 11:35Speaker 02

  So I became Deputy Secretary of State and faced this fork in the road that I was either going to run for Secretary of State or I was going to go try to make some money. And I concluded, having grown up around a family that struggled for money. In fact, my grandfather said, "We don't have money problems, we have lack of money problems."

• 11:54David Rosenthal?

  I've heard you talk about this before. Is it fair to say that you didn't want to go raise money to run a political campaign?

• 12:03Speaker 02

  The idea of groveling for the rest of my career for money just didn't sit well with me. Kind of a loon, but somebody I admired was the 1991 campaign of Ross Perot. And he spent tens of millions of his own money to go on television in kind of a goofy way with poster boards and rail against the national debt. And I thought, nobody owns this guy. And Perro, people forget, he dropped out of the campaign three weeks before the election. And I think he's still got 17 or 19% of the vote.

• 12:41Ben Gilbert?

  He was an entrepreneur himself, right? He started.

• 12:43David Rosenthal?

  EDS.

• 12:44Ben Gilbert?

  EDS, yeah, electronic data systems.

• 12:47Speaker 02

  And I wouldn't say, you know, there, there was a lot about Ross Perot I don't know. And it's not an endorsement of his politics, but it was.

• 12:55David Rosenthal?

  But seeing that.

• 12:56Speaker 02

  Yeah, it was a reminder to me. It was like, okay, I can either shake a tin can for the rest of my life. But like others who came before me, I said, hey, I'll go back to business school. Maybe I can make, you know, a little bit of money. And so the plan was go back to HBS.

• 13:11David Rosenthal?

  How did you decide on wanting to go to HBS? Did somebody inspire you or encourage you to do that?

• 13:16Speaker 02

  It's slightly embarrassing story. Like, I didn't really do much research. I remember taking the, you know, the entrance exam like the last day scrambling to fill out the application. In fact, I didn't even finish the application because I ended up getting an interview. And I remember the person who interviewed me said, this is a unique situation. I can't say that I've ever interviewed somebody who didn't have time to complete the application. And so he started with, why didn't you have time to complete the application?

• 13:44David Rosenthal?

  You're like, well, I'm Deputy Secretary of State right now.

• 13:47Speaker 02

  I went through it and it wasn't, you know, it was just, I decided late and I was, I was working my ass off. But I said, now's the time and we went through it and.

• 13:57David Rosenthal?

  So you know, that's a different outcome to the same story for Warren Buffett. He wanted to go to Harvard Business School and he was so sure he was going to get in. He didn't complete the application, was sure he was going to get in. Of course, he didn't get in and then he had to scramble. And that's how he ended up at Columbia. And of course, the rest is history.

• 14:13Speaker 02

  When I was in high school, one of my first, you know, I worked and was, was going to school at the same time. And this was after this episode with my father and the part of Indiana that I'm from, they make all the RVs and conversion like vans in the, in the, in the country. So I ended up with a job as kind of the right-hand little chief of staff. Go do anything I ask of a guy named Pete Legal. And Pete Legal was starting a RV company and I worked for two years for Pete. He had me doing everything, you know, in the accounting department with the CFO, you know, out on the line, helping to run purchasing for the Sierra RV line in 1987. Here's the interesting thing. Pete went on to build the largest RV company in the world.

• 14:59Speaker 02

  That he sold to Warren Buffett. And Warren has written a lot in his annual letters about Pete, who's just a legend of a human being, was a great inspiration to me. And it was funny because ultimately I became fond and friendly with Ted Weschler, who works alongside Warren, and we worked on some deals together. And, you know, the world-

• 15:23Ben Gilbert?

  We're going to talk about a deal that you worked on together in just a little bit here.

• 15:26Speaker 02

  Really came full circle.

• 15:28Ben Gilbert?

  I have the same personality characteristic that you do around an aversion to asking people for money. And in fundraising for politics, I can see how that would be especially hard. I mean, you've raised, I think, literally billions of dollars over the years for Altimeter. What is it about the way that you fundraise now that hits differently in your psyche?

• 15:49Speaker 02

  You know, I had the feeling at the time, and maybe it's just because at that point in time, I didn't believe in myself, perhaps the way I believe in myself now. But it felt like a very personal ask, like, give me money for my campaign. You know, now I am a steward, I am a fiduciary on your behalf, and I believe I'm going to make you a lot of money. And we have made a lot of money for our LPs. And if you could see the letters we've received from university endowments, from foundations, from family offices, and the transformative things they outlined that we allowed them to do, free education, you know, dramatically more scholarships, whether it's the environmental causes, whether it's immigration causes,

• 16:34Speaker 02

  whether it's inner-city schools. So to me, I think there is, you know, the great causes, I think, as somebody else coined the phrase, that we can work on behalf of in a way that's great for entrepreneurs, in a way that's great for our economy, and in a way that helps to, you know, really transform some underlying causes. So it's an easier ask for me because it doesn't sound, it doesn't feel quite so personal.

• 16:57Ben Gilbert?

  And even though, when you're running for office, you know, it's in public service, it kind of felt to you more like, hey, do this thing for me, and I can't totally see the ROI for you as a citizen, but- It's kind of a problem if you can see the ROI for you for giving me the money to invest.

• 17:14Speaker 02

  I think that's right. Listen- I've gone on to raise a lot of money for people in politics to, for a lot of other great causes. It's really easy for me to ask for others. It's a more difficult ask when I'm a beneficiary of the ask.

• 17:31David Rosenthal?

  And at 26, even with the support of your mentor, it's not like you had the broad network to have so many people go ask on your behalf. Okay. So you get to HBS, you get hooked up with two guys at HBS, David and Joel, who were going to start general catalyst. They themselves weren't people that you were like, oh, it's obvious you're going to start a venture capital firm, right?

• 17:52Speaker 02

  Quite the opposite, but I love them both dearly. Let me rewind just a little bit before that. 1989, I really start, you know, getting enamored with email networks, working in Prodigy and following AOL in the nineties, really interested in investing. 1996, I'm graduating from law school. Now, my grandfather, who I mentioned, left me $25,000 when he passed away. And I day traded that $25,000 to put myself through law school and business school. And I took the series seven because I thought, man, maybe there's something these people know that I don't know. I want to know the dark secrets of investing. And then I realized, wow, none of these people know anything.

• 18:33Ben Gilbert?

  That's the dark secret.

• 18:34Speaker 02

  The dark secret is there is no secret. So 1996, when I'm graduating from law school, I also have this aha moment, like so many people did with the Netscape browser. And I said, this changes the game on this thing called the internet, which was just these computers talking and email networks. And it felt wonky and inaccessible. And I remember gathering in the law school library, a group of my friends, including the guy sitting in there who's now my general counsel. And I said, you got to see this. So from 1996, then I go back, work for this law firm. We started getting litigation claims of people

• 19:15Speaker 02

  who were doing domain squatting in 1996. Well, nobody in this 600 person law firm knew anything about the internet or domains or anything else. So I raised my hand. I said, I'll take all of that. You know, I helped them build the firm website and I quickly became known as the internet kind. But I was thinking, so if I go back to business school, like I've got to find my way to Silicon Valley. When I was graduating from law school, I actually came out here because there was an innovative law firm out here called VLG, the Venture Log Group. Oh, yeah. That was taking equity stakes at the time for doing work for companies. So I literally got on a plane. I flew out here. The office was right next to the Rosewood across the street. I just walked into their offices and said, hey, I'm looking for a job. Now,

• 19:59Speaker 02

  they didn't have a job for me, but you know, it started to demystify this place for me. And business school was going to be my pivot, my off ramp to coming out here. So I go to business school in 1999. I mean, this is Peak. This is peak, peak, right? And, you know, McKinsey and Goldman couldn't get anybody to show up at their interviews at HBS in 1999. Cause all your classmates are just so gaga for it. Every classmate is going to start a company. Every classmate's going to work for a startup. Consulting firms were, you know, being started that were internet only. It was, it was, it was really an interesting moment in time. Now, again, I'm day trading CMGI out of the

• 20:39Speaker 02

  back of my finance classroom, knowing that this thing's going to zero, but I'm going to ride it while I can. And is that like E-Trade or how are you day trading at that point? Yeah, we had Bloomberg terminals right outside the classroom. I had a fidelity account, actually, and I would do my research on the Bloomberg and then we'd place trades. Listen, I was what's known as a poet. I mean, I'm a lawyer from Indiana. Show up. I had never run a spreadsheet in my life. And I show up and I have all these guys who've worked for hedge funds, private equity firms, venture firms, Wall Street guys, investment bankers. And so all of a sudden I'm huddled around, you know, these machines with folks who knew a lot more than me. Is poet in finance, the same thing as like a fish in poker?

• 21:25Speaker 02

  Let's put it this way, we were transitioning to taking exams on computers and there were two of us who took our finance exam with a calculator and a pen and the rest did it with a spreadsheet. I remember myself and a classmate of mine who is a doctor, Chris Gilligan. And look at you now. Look at all those chumps who used computers back then. But I was hell bent on coming to Silicon Valley. 1999, I start coming out here. I was enamored with a small little search company that I had started to, you know, run all my searches on called Google. A hot startup called Tell Me, run by Mike McHugh. Oh, yeah. That was a voice recognition. Part of it.

• 22:05Speaker 02

  Yep, and sold to, ultimately sold to Microsoft. And so I was very focused on coming out here. One of my classmates, who had eventually become my wife, was very focused on staying in Boston. And I'd met David and Joel. And so I said, okay, maybe I can help start this venture firm, stay in Boston and see where it goes. So in 1999, 2000, we had a launch idea for the venture firm. So a launch company, if you will, which was an online travel concept. It was called NLG, National Leisure Group. And basically what we were trying to build was the infrastructure, think Shopify in some ways, the infrastructure

• 22:46Speaker 02

  that would power Expedia, Travelocity, Yahoo, others who were selling travel. They were selling air tickets. They were plugged into these global distribution systems, but there was no GDS for selling vacation packages, cruises and all these other things. So we said, let's go build the GDS effectively for that. And we partnered with SoftBank. We raised, must be 50 million bucks for that business. We bought a little business to give us kind of the kernel. We built a digital layer on top of it. And while the rest of the world was imploding, we found ourselves in a pretty enviable position. We built the business to over a billion in gross bookings. Think had over 1,000 employees at the peak. That was all like, within a year, right?

• 23:28Speaker 02

  That was within 18 months because again, it worked. Like people were actually buying this stuff online, right? And we were Plugging into existing pools of demand, we weren't going out and having to create demand. So Expedia launches, you know, a cruise or vacation package booking engine. And the next day, a lot of people are actually buying it. And we're kind of the Shopify, if you will, inside. And so Rich Barton, who ran Expedia, said, hey, we want to buy the business. And then we ran into Dara Kashar Shahi, who was running M and A for Barry Diller at the time. And he said, you know, I want to buy the business.

• 24:03Ben Gilbert?

  And to be clear, this is pre IAC buying Expedia. So these are two completely different entities bidding against each other for your company.

• 24:11Speaker 02

  Correct. And I said to Dara, well, we're already have an interested party that we're talking to. And so he goes, well, let me talk to Barry. And so he talks to him. And they come back and he said, well, who is it? And I said, well, I can't tell you that. But it's one of the big online travel players. And he goes, well, I think Barry wants to buy them too. And that's ultimately what went down between October of 2000, May of 2001, we put together a deal where USA Networks would be renamed IAC, bought both NLG and Expedia.

• 24:46Ben Gilbert?

  Oh, those were concurrent?

• 24:47Speaker 02

  Concurrent deals, announced together. I remember being in the back of a limousine in Hollywood on my way to Barry Diller's house with Rich Barton. And we looked at each other and we're like, strange world, how'd we end up here?

• 25:00David Rosenthal?

  This was the beginning of Barry transforming from a media guy into a media and technology guy and building IAC. You know, yeah, it was USA Networks and it became IAC.

• 25:13Speaker 02

  Well, I would say two things about that real quickly. First, Barry was early to understand transactional commerce through a screen.

• 25:23David Rosenthal?

  Because of Home Shopping Network?

• 25:24Speaker 02

  Because of Home Shopping Network. He also acquired Ticketmaster. And he also acquired an asset called 1-800-HOTELS. And he also acquired some catalogs. And what they all had in common was transactional, you know, they were all e-commerce based business models. And they were through various mediums, the biggest being Home Shopping Network, which is through television. So for him to squint a little bit and to see how all these transactions were going to move to the internet was not that difficult. And the Commerce engine, the commerce flywheel that was flying the fastest for him was 1,800 hotels that he would rename hotels.com. So he was doing extraordinarily well in travel,

• 26:06Speaker 02

  understood that that would be a big category of online commerce. And I remember very distinctly him talking about commerce through all the screens. And that was in 1999, 2000, before most people saw it.

• 26:20Ben Gilbert?

  I think this is such an important thing to realize about the dot com bubble, because everyone looks back at it and makes jokes, but the consumer behavior was there. It was an objectively better way to transact in all these different mediums. And the bubble burst because it was a speculative asset bubble, and capital went away if you didn't have a business model. But for those who did and who could be free cash flow positive, this is where all the demand was going, and that never went away, right? Could you feel that in the moment of like, people still want to do this as long as...

• 26:53Speaker 02

  I can't say that I did. I was really worried about, you know, you've got to remember, the size of the bubble bursting, the change in risk premiums, right? And then the events of September 11th, 2001, they were all so compressed. It's the fog of war, right? I think about all we really knew for sure is this internet thing wasn't going away. There are going to be real businesses build around it. But it was very unclear when you would have the capital required to build the businesses, where the capital was going to come from. You know, in hindsight, it seems pretty simple, but I would say 2001, 2002, 2003 turned out to be a gift.

• 27:36Speaker 02

  But that's a slog, right, when you're going through it?

• 27:39Ben Gilbert?

  Yep.

• 27:40Speaker 02

  I look at business models today that have negative unit economics, negative gross margins, raising money at super high valuations. I have post-traumatic stress from that period, because if you are a high burn business with negative unit economics, and you fly into a world where risk premiums change, it doesn't matter how good you are, you cease to exist, right?

• 28:04Ben Gilbert?

  And they will change eventually. I mean, that's the thing.

• 28:07Speaker 02

  Just look at what's happened over the course of the last eight weeks, right? Growth multiples are down 50%, risk premiums have changed dramatically. There are a lot of businesses that are in the category I just described that aren't going to make it.

• 28:18David Rosenthal?

  So the natural thing to decide after all this is that you're going to go be a public markets investor, right? Like, this is part of why we wanted to, hey, it's a great story. But also, like, what Altimeter ultimately becomes in this, you know, you guys, I think, are maybe the purest play example, certainly one of the first, if not the first, lifecycle investor. You know, it was just not at all obvious that you should go join a hedge fund at this point, right? Like, how did that happen?

• 28:44Speaker 02

  Yeah, I mean, so there's a little bit more in between, you know, so September 11th happens, which is, you know, really catastrophic event, particularly for our company that was an online travel company. And so we negotiated kind of the soft landing with IAC. I won't take you through all the trials and turbulations, but it was a good outcome for General Catalyst. I thought I was going to go back and join David and Joel. I knew they were two extraordinarily special human beings, and they were going to build something really big. But I had kind of been bitten by the startup bug. A friend named Bejo Samaya, who now runs Lightspeed in India and Southeast Asia, had an idea. And it effectively was, think of Yelp,

• 29:25Speaker 02

  pre Yelp. And so Beige and I started this business. We bootstrapped it, had a bunch of venture capital term sheets for a variety of reasons, didn't take them. And we sold that business a couple of years later to a public company in Seattle. And again, in the first transaction, you know, I'd worked really hard at NLG. And I think I walked away after being the CEO and helping put the deal together with a million dollars, which for poor kid from Indiana, that was game changing. But by Silicon Valley standards today, people would be like, what, you know, are you clueless? There was a lot of work that went into that. The second business I started with Beige, I think I owned 40% of the business when we sold it. That was four or five X the outcome. And then, when I thought about what I wanted

• 30:10Speaker 02

  to do, I had two competing ideas. One was another operating business. Like, if you're an entrepreneur, you have these ideas, you have to get them out of your craw. But what I really thought that I was better suited for was investing. And a person who made this clear to me was Rich Barton. And Rich, one day sat me down, and he said, I don't think you're a great entrepreneur. And I said, Rich, that's so insulting. Why?

• 30:35David Rosenthal?

  Especially from Rich, like, the consummate entrepreneur.

• 30:38Speaker 02

  Right, right, right. And, you know,

• 30:39David Rosenthal?

  Well, he keeps it real.

• 30:40Speaker 02

  And, apparently. And he said, you know, being an entrepreneur is the art of the possible. Right? You have to will things into existence. And he said, you know, you constantly think about what can go wrong. When you're an entrepreneur, oftentimes you have to suspend disbelief and just think about what can go right. And he said, but as an investor, investors think about distribution of probabilities, not possibilities. And he's like, I've always, you know, kind of observed you like you're training as a lawyer, how you think as an investor, like you're going to make a great investor. And so I was like, you know what? He's right. And the best investment business model, right, is kind of this venture capital hedge fund business model.

• 31:25Speaker 02

  I thought there was going to be a lot of disruption occur in that business model.

• 31:28Ben Gilbert?

  Also, when you say this, this business model, this venture capital hedge fund business model, until what you and now several others have done, that was not a business model. These are two completely different types of businesses.

• 31:40Speaker 02

  I'll hit that in just a second, but I wanted to start a business and I said, I will start, you know, I think I can build a better version of this model. At the time, if you really rewind the clock, Warren Buffett, right? I don't know what year it was, 1955, when he started his hedge fund. He did both publics and privates, right? He didn't distinguish, he just sought out great investments. Paul Reader, who started Par Capital, was doing private investments before Brad Gerstner showed up. Seth Klarmann at Baupost was doing private investments, you know, before we coined the term crossover, right? David Abrams in Boston. So I had a lot of legendary investors I looked up to that they never thought of the world in crossover,

• 32:24Speaker 02

  but they thought the world, you know, there wasn't this artificial constraint that I can only invest if you're pre-IPO or you're post-IPO.

• 32:31David Rosenthal?

  What did private investments mean to them? Did it mean what we think of or did it mean something else?

• 32:36Speaker 02

  Well, I would say for them, private investing was maybe buying auto dealerships or newspapers or textile companies or whatever the case may be. And as you know, in value investing, which was really the rage of that couple of decades, was I'm going to find a company with a bunch of free cash flow. I'm going to use that free cash flow. Cash flow to go invest in things that actually have higher returning characteristics. Paul invested in that first company, N L G. He was on the board. We got to know each other quite well. He saw me day trading in companies like Priceline. And he thought, this is interesting. A CEO who actually is also an investor. So, you know, I remember him saying to me, you ought to come work with me someday.

• 33:19Speaker 02

  And so after we sold that company open list, I showed up and I said, hey, I want to come work with you. I can run the technology part of the business. You don't have a technology business. I'll build a technology business, both public and V C. Okay. Which is consistent with historically what you've done. And I said, if I like the business, I'm going to start my own. So you don't have to pay me, make me an apprentice. All I ask is that we have lunch together every day and you teach me the hedge fund business.

• 33:49David Rosenthal?

  Yeah, you'd made a, you know, a couple of million dollars at this point.

• 33:52Speaker 02

  So I mean, I didn't have a lot of money, but again, like.

• 33:55Ben Gilbert?

  And did he take you then that deal? He said, oh, great. You can, you can quote unquote, work here with, and I won't pay you.

• 34:00Speaker 02

  You know, the funny thing is, he did say, kind of come apprentice.

• 34:04Ben Gilbert?

  Yeah.

• 34:05Speaker 02

  And I think I was two weeks in and he said, this is ridiculous.

• 34:10Speaker 02

  He said, okay, I'm going to pay you. You're going to do this. And I will say it was one of the most extraordinary mentor mentee, you know, journeys over the course of the next two and a half years. He's a legend. He doesn't get the credit he deserves. And he gave me the autonomy to, on the public side, you know, go invest in my entire book in Google and Priceline. And, you know, a couple of great companies and then to go make some venture capital investments, like leading the series. You know, being Zillow. And I remember at the time thinking, this is so easy. You know, I had such deep conviction in Google. And I didn't have to have this highly diversified book. And if it, if it went down,

• 34:52Speaker 02

  Paul would come into the office and say, what do you think? I'd say, buy more. I'm heading to yoga. Right? It was just like, and, uh, and so, but we had a, we, we had a really great run together.

• 35:03Ben Gilbert?

  I didn't realize that you, that was with Paul when you led the series B in Zillow, because you, you were a Zillow board member from that point on for quite a long time. Did you stay on the board of Zillow, sort of as an independent, even after leaving Paul's firm and starting Ultimatum?

• 35:19Speaker 02

  No, I, I, I left the board. I don't know if it was exactly contemporaneous to that, but about that time, you know, by the end of 2000, I mean, listen, I learned so much from Paul and all kidding aside, the idea of portfolio management, risk management, Paul didn't call it essentialism, but you know, running a simplified, concentrated portfolio around your best ideas was something that I absolutely, I may have been constitutionally predisposed to believe that anyway, but we were just very symbiotic in our thinking about how to manage portfolios. He couldn't have been more supportive. And so I learned through some pretty heady times with him. And then by two, at the end of 2007, I, you

• 36:03Speaker 02

  know, kind of said to him, I, I think I want to do my own thing.

• 36:06David Rosenthal?

  You led the series B in Zillow as a crossover hedge fund. The idea of crossover, you know, existed, as you said, in, in not necessarily in tech and other, you know, domains, but also in tech with TCV and, and others. They were not leading series Bs in companies at that, like that was-

• 36:24Ben Gilbert?

  Because a series B at that point in time is what? 10, 15 million dollars? I mean, it's not a 50 or a hundred.

• 36:29Speaker 02

  Yeah, that's right. I think, I'm trying to think the, the check size. We may have put in 20 to 30 million bucks. And if I recall, it was a couple hundred million dollar valuation. Listen to his credit and another OG, Jay Hoag, who started TCV was already in Zillow by the time I came into Zillow.

• 36:46David Rosenthal?

  Wait, he came in in the A with benchmark?

• 36:48Speaker 02

  Yeah. And maybe it's, you know, the nomenclature. I don't know if one was C and an A and a B, but those were the first three rounds of institutional capital. And, you know, Jay had a relationship. With Rich from his days at Expedia.

• 37:01David Rosenthal?

  Yep.

• 37:01Speaker 02

  I obviously had a relationship with Rich. We knew he was a special entrepreneur. I knew Bill as well. And so it was a big idea. It was a special collection of people out of Expedia led by Rich and Lloyd. But I remember at the time talking to Jay about, you know, like, technology crossover mentors. You are the guy, you know, to do crossover. And I remember seeing him down and saying, this is what I like. That's the winning model. Like, that's really the winning model. Now, I was coming at it, you know, with a more, I think, clear idea of public pool of capital and venture pool of capital. TCV had evolved into almost more of a later-stage, you know, venture firm.

• 37:45David Rosenthal?

  Yeah.

• 37:46Speaker 02

  Right? That held some public positions, but didn't have a hedge fund per se. So I think I had a slightly different view. But credit where credit is due, their vision for where the world was going was was ahead of their time.

• 37:58David Rosenthal?

  Okay, so it's 2008, end of 2007, beginning 2008. You tell Paul you're gonna

• 38:03Speaker 02

  Yeah.

• 38:04David Rosenthal?

  go out on your own.

• 38:05Ben Gilbert?

  You just keep nailing this time.

• 38:06David Rosenthal?

  Yeah, you're just like, really?

• 38:07Ben Gilbert?

  The whole world's going go-go and just in case it falls off the edge.

• 38:10Speaker 02

  I wish I was nailing. I got married at the end of 07. We had our first child on June 3 of 2008. I remember, you know, the world, cracks were shown in August 2007. Like, whenever you look at these stock graphs, they look at like they're generally stable, but man, the number of days of lost sleep. But I remember saying to Michelle, you know, we didn't have that much money. We were living in a few thousand square foot kind of subterranean apartment in Boston. We were having our first child. And it's clear the world was getting tougher by the summer of 2008. And I said, I think I'm starting, you know, I'm gonna start my own firm. I'm gonna tell Paul. And

• 38:50Speaker 02

  Let's just say that when you're nursing a baby in September of 2008, October 2008, I have CNBC on, it's like you just want to find the wastebasket to get sick in. And I'm launching with no money.

• 39:05Ben Gilbert?

  Because you had a bunch of commitments and they dried up.

• 39:07Speaker 02

  Right. So at the end of oh seven, you know, the track record had been good. And, you know, so I talked to some university endowments, foundations. Now, I didn't know this world at all. Like, I didn't know the world of LPs at all. But I talked to a few people and they're like, hey, we'll give you some money. And so I thought I was going to launch with 100 to 200 million bucks. But it was clear by September, October 2008, people thought the financial world might be over forever. And it's hard now.

• 39:36Ben Gilbert?

  It's been a good century or two.

• 39:37Speaker 02

  It's hard. It's hard now to like, put ourselves back in those shoes. But when, when you think like, people thought Lehman, Morgan Stanley, Goldman Sachs, we're all going to collapse, right? And nobody knew the contagion effects of that. Nobody knew the impact on the dollar. Nobody knew the impact, you know, the thought was it was going to be a very deeper depression. And so it's interesting, just to put in the mind of the founder. People say to me, oh, you picked a really great time to launch. Okay, I can assure you.

• 40:03Ben Gilbert?

  I was saying it, no, like, like sarcastically.

• 40:07Speaker 02

  Yeah, it's a, I mean, it was, in fact, one of my advisors who runs a big hedge fund.

• 40:12Ben Gilbert?

  What's a big hedge fund to you?

• 40:14Speaker 02

  Oh, he ran a multi-billion dollar hedge fund at the time. And I just had an informal group of advisors and he said, you've made a huge mistake. Go back to Paul and see if he'll give you your job back.

• 40:24Ben Gilbert?

  Whoa.

• 40:25Speaker 02

  And don't do this. Right? And because I had organized my life in a really humble way, I didn't need money. And I had started a few other companies. And when I started them, I started them basically from scratch. I knew what it felt like. I knew that feeling, that founder feeling on day one. It was both exciting and terrifying. And I was like, I got this. Like, the horse has left the barn. I'm doing this. And to Paul's credit, Paul was like, you got this. You know, and he had started Par with less than $3 million in the SNL crisis in 1991. And I had a roadmap and I had a mentor who believed and I had a clear vision as to where I was going to go.

• 41:10Speaker 02

  And I knew I was going to do it for a really long time.

• 41:12Ben Gilbert?

  And you also had about $3 million if our research was right.

• 41:16Speaker 02

  Yeah, I had, I think on my day one investors, not to out them, but Paul was one of them. My brother was one of them. Now, my brother, my brother, oldest brother is about 15 years older than me. The side note is he's an architect. He had saved his entire life a million bucks, like worked, I don't know how many years, 15 years to save a million bucks or something. And he invested it all in a hedge fund. I don't know why I laugh. Put it in a hedge fund in LA and the guy stole all 200 million of this money.

• 41:47David Rosenthal?

  Oh, my God.

• 41:48Speaker 02

  So my brother literally worked 15 years.

• 41:50Ben Gilbert?

  Oh, my God.

• 41:51Speaker 02

  His life savings went down the drain. He scrambled together another half million bucks and he said, I'm giving it to you to invest.

• 41:58David Rosenthal?

  Were you like, I don't want this?

• 42:00Speaker 02

  I was like, I don't know if I can take this. And I remember we were on a hike in LA and he said, I know you're going to do great with it. And I said, well, here's the thing I promise you, I may lose it all naturally, but I won't steal it.

• 42:13David Rosenthal?

  I know where you live.

• 42:15Speaker 02

  And I can happily say, less than a decade later, he was retired and it had worked out fabulous for him.

• 42:23David Rosenthal?

  What is it with your family and risk, right? Like you like gone, you know, essentially gone bankrupt, you know, a couple, not you, but you know, your dad, your brother.

• 42:31Speaker 02

  The thing with our family is we're incredibly close. We support each other, even including my father. He was famous. He would have given you the shirt off his back and you know, to know that you have those folks. And so like, you know, again, I don't want to make it seem overly heroic. We launched with very little money. The first trade I placed was.

• 42:50Ben Gilbert?

  And this is altimeter, just for folks at home.

• 42:52Speaker 02

  We launched on November 1st, 2008. The first trade I made was into Priceline at $42 a share.

• 42:58Ben Gilbert?

  Which of course became Booking after it later bought Booking and Booking.

• 43:01Speaker 02

  I had bought Booking in 2004, 2005, but you know, that $42.

• 43:06David Rosenthal?

  People probably didn't recognize yet what a monster that was like.

• 43:09Speaker 02

  $42 a share. I still owned it when it hit $2,000 a share. And teach a class at Columbia Business School on it and you know, securities analysis class on your Graham and Dodd class on on kind of like, what did people miss and what you know, what did we see? But at any rate, you know, that was the start. I will say that when we launched, I wanted to be in Silicon Valley, but I was in Boston because I had no, no dough. And at the time, people who had invested in commingled funds, because remember by the end of oh seven, everybody was starting to put privates in their public vehicles. Hmm. Right? I remember, for example, the Bill Miller of Legg Mason famously invested in Zillow in two thousand and six or two thousand and seven.

• 43:54Speaker 02

  And then in two thousand and eight, sold all those shares back to the company because everybody was unwinding their private positions. And so when LPs found themselves overly illiquid in two thousand and eight. Side note, that is how not to do crossover investing. By two thousand and eight, they were like, we do not want privates in public funds. Huh. Right? So I had the vision, but it wasn't clear how that was going to be executed. Because people really, you know, crossover fund, commingled fund, public, private fund. That was a bad, you know, those were bad phrases in, in the fall of two thousand and eight.

• 44:30Ben Gilbert?

  Why was it by two thousand and seven that people had started adding these private companies to hedge fund portfolios?

• 44:37Speaker 02

  So the observation I had probably in two thousand and four, two thousand and five.

• 44:42Ben Gilbert?

  Yeah.

• 44:43Speaker 02

  Was, and I was a securities lawyer by training. I had done a bunch, worked around a bunch of IPOs. Maybe that helped, but you know, I was like, companies, the private markets are becoming way deeper, way more liquid. Companies are going to scale faster because the internet provides a network upon which they can scale. And they're going to stay private longer because they're deeper pools of private capital. And we've made it more difficult for them to go public post two thousand. Okay?

• 45:14Ben Gilbert?

  And then certainly post two thousand and eight.

• 45:15Speaker 02

  Correct. And TCV was there, Chase had started Tiger, Philippe had started Co Two. So we started. Started to see examples of hedge funds that were really smartly, I think, starting to do some private investing. And I thought, I want to build the best crossover fund in the world that's based in Silicon Valley, built by a founder, right? And I thought that was my differentiator, right? That I had a network in Silicon Valley, you know, most of the other hedge funds were in New York or Boston. Most of them were stock pickers, not founders. And so I thought, I can do this, you know, in a way that's really more empathetic and more closely aligned with founders,

• 45:58Speaker 02

  like true venture, but that could scale all the way into the public markets. And so it was delayed in 2008 because nobody wanted co-mingled funds. But by 2010, we had, we got off, we had a great start in 2008, 2009, 2010. And by 2010, people are like, okay, now we'll let you, you know, start to undertake your vision. And so 2011, we started putting together the first dedicated pool of capital. 2012, I moved to Silicon Valley and that first dedicated pool of capital.

• 46:32Ben Gilbert?

  Dedicated for venture investing versus the single pool.

• 46:34Speaker 02

  So we had a public pool of capital, which was long, short, technology effectively. We also became pretty well known for doing a lot of travel related investments. But in that pool of capital, we could also do a certain amount of private investing. But we realized that for the venture and growth opportunities that we saw, we needed a longer duration pool of capital.

• 46:58David Rosenthal?

  The strategy makes sense and history has obviously shown that. But how, yeah, how do you trade off? Like, if you're running a public book, you probably want to be pretty close to fully invested. For privates, you need dry powder. How did you solve that? Is that by raising these dedicated pools?

• 47:16Speaker 02

  Like any entrepreneur founder, right? You have to see some market changes that give an opening for a new entrant, right? Because the incumbents have advantages, right? And so I believed that the very nature, the three things that I mentioned, IPO is harder to do, companies scaling faster, deeper private pools of capital. But I also believed that that was going to lead to the industrialization of venture, right? That this thing, like the winners were going to look different than the previous generation. And this was an industry that was only a generation or two old.

• 47:47Ben Gilbert?

  Venture capital.

• 47:48Speaker 02

  Venture capital.

• 47:49Ben Gilbert?

  Yeah.

• 47:49Speaker 02

  And so we needed a long duration pool of capital. We needed a product that suited our public market investors. So we raised that first pool of capital. Now, when I raised it, there was the requisite level of skepticism. Like, how, you know, how do you think you're going to compete with Sequoia? How do you, how are you going to compete with Kleiner? How are you going to compete? And we made very clear that I thought that the business building journey that started in that first institutional raise was different than what we intended to do, right?

• 48:22Ben Gilbert?

  Yeah.

• 48:22Speaker 02

  Like, I had raised a lot of money, three different companies, right, as a founder. And so

• 48:27Ben Gilbert?

  Which, if it's two or three raises per company or more, and think 30 firms you talked to to get one term sheet, like, you knew hundreds of venture firms at this point.

• 48:37Speaker 02

  And, and had deep relationships with people who we had made money together.

• 48:42David Rosenthal?

  So I assume your answer to that question of how you're going to compete with Sequoia at that moment in time was, we're not.

• 48:47Speaker 02

  We're not. Okay, so remember, just these venerable early-stage firms, you know, Mike Spicer and, and Jim White and the team over at Sutter Hill, and my friends at Benchmark, and friends at Sequoia. Interestingly enough, Andreessen, I remember March of 2009, Allen and Company Conference, Arizona.

• 49:09Ben Gilbert?

  They're getting ready for Fund One, right?

• 49:10Speaker 02

  So the market bottomed, not in 2008, on March 9th, 2009. And we were all at the Allen and Company Conference.

• 49:20David Rosenthal?

  Was this before or after they did Skype?

• 49:22Speaker 02

  Um, this was well before.

• 49:23David Rosenthal?

  Yeah.

• 49:24Speaker 02

  And I remember sitting at a table with my little pitch deck, and I looked at a table next to me, and it was Mark and Ben with their pitch deck. And let's just say they scaled much, much faster. And, but yeah, we were both there at the same time. You know, they had a, a vision, which was a brilliant vision for the industrialization of venture, for how they were going to change venture. And, you know, they've done it extraordinarily well.

• 49:50David Rosenthal?

  Well, and fast forward to today, you're Your two firms are about roughly same, equal order of magnitude.

• 49:55Speaker 02

  They're, they're, the AUM may be in a similar territory, but the firms are very different. We can get to that in a little bit, but they've done.

• 50:03Ben Gilbert?

  I'm looking around here. I see 30 people. That is a very different.

• 50:07Speaker 02

  Yeah. 30 versus 350.

• 50:09David Rosenthal?

  And today's a full company off.

• 50:12Speaker 02

  But we raised that first pool in 2012. It was basically passing the hat. We had made good money for our LPs. Passed the hat around the table. I was the biggest LP in that fund by a long shot because I wanted to get it, you know, upwards of a hundred million bucks. But that first fund, I think I had six investments in that fund. I don't think we will possibly have a return profile. I, that fund, it definitely is, is up there in terms of, in terms of great returning funds.

• 50:41Ben Gilbert?

  When you led the snowflake round, do you remember what the share price was?

• 50:45Speaker 02

  I don't remember what the exact share price was. I think the enterprise value at the time was somewhere around a hundred and 75 million dollars.

• 50:53David Rosenthal?

  Okay. So that was 2012.

• 50:56Speaker 02

  Well, the fund was 2000 vintage, 2012, 2013. I think, I'm not sure when that first round of snowflake.

• 51:02David Rosenthal?

  Yeah, that might've been 13, 14. But that moment in time, did you have some insight that you felt nobody else had at that moment? Or was it the right time? Like how?

• 51:11Speaker 02

  A few things. Number one, I did have confidence that, you know, I was a decent investor. Right? So we worked really hard. We're a blue collar. There are different ways to prosecute the strategy. I think there are some people who work the cocktail circuit. And, you know, we really were, were students of, we're anthropologists about like where things were going and what was going to be big. And at the time, there was a lot of pessimism, frankly, about cloud computing. Salesforce, you know, had some quarters where they saw more deceleration than people thought. And there were really kind of these obstacles. One was the cost of compute in the cloud versus the cost in a data center.

• 51:56Speaker 02

  But the big one was this perception that like, I'll never put my customers' data in the cloud. Right. It was really a security issue.

• 52:05Ben Gilbert?

  Which then like, let's just review history. Like everyone that decided that was not a tech company that they needed to maintain an on-prem data center got hacked and leaked customer data. There were lots of them. And everyone who shifted to the cloud, you know, oh, do we really trust Microsoft and Amazon? They're pretty good at that.

• 52:20Speaker 02

  Right. And they had thousands of people working on security versus your data center that had two consultants. And, but it was really the Sony hack, if you remember.

• 52:29David Rosenthal?

  Oh, yeah. Oh, yes.

• 52:31Speaker 02

  Do we ever? The Sony board hack where I think it was Colin Powell, if memory serves me correct, his email was hacked. And in his email was the target list for Salesforce's M and A activity.

• 52:46David Rosenthal?

  Whoa.

• 52:46Speaker 02

  It was so much that came out. And so like that.

• 52:49David Rosenthal?

  All the Snapchat stuff.

• 52:50Speaker 02

  All the stuff that got leaked. And so if you were a board member or you were a CEO, you immediately said, what if my email was hacked? And that was like a game changing moment. But I would say for us, we had.

• 53:03Ben Gilbert?

  For all of cloud.

• 53:04Speaker 02

  For all of cloud. Our view was it was safer. And then it was only a matter of time before the costs and efficacy of, you know, kind of computing the things you could do in the cloud would be better. We were on the lookout. I would say one of the things that we were focused on at the time, and this has been a, I think, theme for us over the last decade. We have this view that not all software is created equal, right? Not all ARR is created equal. And if you rewind the clock to 2000, like the largest sector of software was databases. Right? In 2000, if you aggregate the total enterprise value of companies

• 53:46Speaker 02

  that were principally driving their revenue from databases, it's about a trillion dollars in market cap in 2000. So then if you fast forward and you say, well, every year we're producing more data than in all years of human history combined, it's got to find a home. We're only going to censor more of it in the, you know, build sensors to gather more data in the future. Where is that home going to be? And then I remember Bill Gates saying, Somebody asked him a question, I think it was Meg Whitman asked him the question, you know, isn't all the interesting stuff done? And he said, Meg, like, do you realize how barbaric it is, the way we make decisions? He said, in the future, right, we will have all this data stored and machines will analyze

• 54:29Speaker 02

  the data and help us make better decisions about how to diagnose an illness, about how to educate a dyslexic child, about how to maintain an aircraft's engine, right? It will all be decisions made by machines looking at data. And so that was, you know, our, we did have a strong view that the entire database market was going to be remade. It was going to be remade in the cloud, purpose-built for the cloud. And so for us, that infrastructure layer in the cloud, all the enablement that would be required in order to get enterprises in the cloud was something we focused on, I would say more than probably anybody else, and that proved to be a rich vein.

• 55:10Ben Gilbert?

  This is an interesting thing to talk about here because it's kind of a second pillar of Altimeter. Like, if I think about where you were first successful, it was really realizing that the internet is an amazing place to transact. People want to transact there and they want to buy stuff and overwhelmingly, they're originating that journey on Google. And you sort of went down the list and said, okay, what interesting businesses could people buy stuff from when they click through from Google?

• 55:37Speaker 02

  Yes.

• 55:38Ben Gilbert?

  And so, you know, you've got Expedia, you've got Priceline, a lot of, a lot of travel, Amazon. But then there's this like second, I don't know if it's still an emerging thesis since you did Snowflake in the sort of mid 2010s. When was this?

• 55:53Speaker 02

  2013, 2014.

• 55:55Ben Gilbert?

  It's totally separate. It's this sort of like B to B, you know, we're going to need the rising tide to power all these businesses. Are there other sort of core pillars of areas where you look for where you're like, oh, this is, you know, multi-trillion dollar opportunity where we want to have several bets in the portfolio on that?

• 56:12Speaker 02

  Yeah. You know, one of the things you correctly identify, which is, I think that unless you have an architecture...

• 56:21Speaker 02

  Unless you have, you know, unless you deconstruct what's going on in the world and try to understand the theme, the human behavior that's driving these events, then you just have a bunch of data points that are disconnected. And as an investor, our job is to look at these complex fact patterns and try to make sense out of them. So, one of the things that was very clear to me in early 2000s is, you know, the internet is the most fabulous thing in the history of the world. It connects all these people. It unleashes all this productivity, but it's chaotic. How the hell can you find anything? Right? And so, those who could organize it. So, if you think about that decade, that decade was the decade of search. Horizontal

• 57:01Speaker 02

  and vertical search, right? Booking.com was a vertical search company. Kayak, vertical search company. Zillow, vertical search company. Google, horizontal search business. Baidu, horizontal search business. And then there were these e-commerce businesses that were the beneficiaries, right? They learned how to tuck into the underbelly of the discovery engines, right? So, that was an investable theme for a decade, right? Google's desktop search, I think, didn't go negative until 2012, maybe the fall of 2012. That's when there were fewer people searching on desktop, you know, on a year-over-year basis because people were switching to their mobile devices. Okay?

• 57:40Ben Gilbert?

  Which has a totally different entry point.

• 57:42Speaker 02

  100%. So, what, as the anthropologist, what did we do in 2010? I said, whoa, this whole search thing is going to get disrupted by this phone thing. Now, I don't know exactly how this is going to go down, but like, the way that we enter these phones is not through search as our principal metaphor, right? And so, then it became, how do I become one of these icons, right, on the front of this iPhone? There was, if you were, as you recall, you know, Facebook famously, you know, building, you know, an HTML5, not building their, you know, not building an app. I remember, Facebook became our largest investment in 2012, when it went on the cover of Barron's at $17 a share post-IPO.

• 58:27Ben Gilbert?

  When it broke through its IPO.

• 58:29Speaker 02

  Yeah, because everybody said, they'll never Be able to monetize this. And if you did the work, and I remember being at Google Zeitgeist in Arizona at the time, talking to all these CMOs. And they were like, oh, my God, the sandbox for Facebook, like, they're crushing it. Like, this is going to monetize better, not worse, right? Mobile device, the stream on the mobile device, targeting on mobile devices, you know? And so if you had a decade of search, you had to understand all search, all the companies that benefited from being in the underbelly of search, the Yelps and TripAdvisor. By 2012, they had to be in your too hard bucket. Right? Right. Because their principal, they had it too

• 59:11Speaker 02

  easy. They acquired customers, millions of customers effectively for free, and they monetized them out the back door. Well, the free game was over.

• 59:19Ben Gilbert?

  Right. Right. It's famously hard to start an OTA these days because what? You're going to compete against Expedia bidding on the traffic from Google? Good luck.

• 59:26Speaker 02

  Right. You know, then we started looking at who are going to be the beneficiaries of the switch to mobile. So that was an architectural change. And I think if you connected the dots, you probably, you know, you had some things go your way. Who are the winners? Who are the losers? Software was similarly situated. And so, you know, we had been investing in software in and around software for a long time. But it really started getting interesting about that period of time. Because if you believed

• 59:51Ben Gilbert?

  Do you mean like B2B SaaS when you say software? Like, what specifically is interesting to you?

• 59:56Speaker 02

  Today?

• 59:56Ben Gilbert?

  Yeah. Or as you were starting to develop this thesis?

• 59:58Speaker 02

  Well, I mean, if you just look at, you said, there's a trillion dollar enterprise market, trillion dollars of annual enterprise spend, and it's all going to shift. Right? So like, in investing, A, you need these market dislocations, you need things changing, right? To create these opportunities for new entrants. But then the second thing was, you know, you asked a question, was it obvious or whatever in 2012, 2013? I mean, when David Chariot took over, you know, Mongo, I mean, it was famously hard for him to get that last private round of financing done at a billion dollars. And, you know, it had taken longer, it was moving slower. But we looked at the product pipeline and we understood what the company was doing. And it takes a long time for those companies to spin up. But when those developer communities get going,

• 1:00:42Speaker 02

  they're incredibly sticky. You know, as Buffett has said, The best investments, you have to be non-consensus and right.

• 1:00:50David Rosenthal?

  Mm hmm.

• 1:00:51Speaker 02

  The problem is being non-consensus is most often wrong.

• 1:00:55David Rosenthal?

  Yeah, right.

• 1:00:56Speaker 02

  Right? Consensus is consensus for a reason.

• 1:00:59Ben Gilbert?

  And there's a zillion things in your life telling you you should be uncomfortable or in pain when you're doing something non-consensus because you've got all these smart people telling you you're wrong.

• 1:01:08Speaker 02

  Correct. And if you're a founder of an investment firm, those are oftentimes career-ending decisions, right? And so, you know, think about this. This is kind of Fund One, and we're doing something that's somewhat orthogonal to what the other folks are doing. You know, I won't mention the firm, but probably one of the best-known firms, Silicon Valley, who passed on that rounded snowflake, you know, the partner said to me, like, I wouldn't do it, and here's why. And we ended up, we ended up doing it. And by the way, his argument was a good one. Like, it was pretty compelling at the time. One of the things we did in that story was, over Christmas that year, we actually, we were aggregating

• 1:01:48Speaker 02

  a lot of data for our own hedge fund, right? So we were crawling webpages, we were buying

• 1:01:54David Rosenthal?

  You were building...

• 1:01:55Speaker 02

  Like, we had a data warehouse, right? And we punted, you know, Kevin, who's my partner and was, you know, kind of a young analyst at the time, computer scientist out of MIT, said, how about if over Christmas, I'll replace our data warehouse with this, you know, a snowflake, which was non-GA at the time, right? It was in beta with a couple companies.

• 1:02:15Ben Gilbert?

  Wow.

• 1:02:15Speaker 02

  And so, we did that, and he's like, this is gonna win. Like, this is the winning architecture.

• 1:02:20David Rosenthal?

  This is good stuff.

• 1:02:20Speaker 02

  This is good stuff.

• 1:02:21David Rosenthal?

  Yeah.

• 1:02:22Speaker 02

  But he also wrote a bug report, right, of like, the 10 bugs he found. And he sent this bug-bashing report to the founders, to Benoit and Terry.

• 1:02:31Ben Gilbert?

  This is in the dictionary under how to win a deal.

• 1:02:32Speaker 02

  Yeah. And let's just say, they said, no other investor has done that.

• 1:02:36David Rosenthal?

  Certainly no hedge fund.

• 1:02:37Speaker 02

  Yeah, exactly.

• 1:02:38Ben Gilbert?

  Just to contextualize this for listeners, because I know people think like, oh, Ben and David, they have like, great investors on the show, and I'm sure they get into like, you know, they have some great investments. Just to throw out some numbers, I think that round you mentioned was at $175 million valuation. They IPO'd somewhere around $4.4 billion. And this trading in a window, anybody know what their market cap is-ish today?

• 1:03:02David Rosenthal?

  Hundred-ish billion, I think.

• 1:03:03Ben Gilbert?

  Hundred-ish billion. So...

• 1:03:07Ben Gilbert?

  The cool thing about what you're doing is you can hold for a long time, including when these things become public companies. I'll just say it, so it's coming from me. I think Snowflake is still over half, or as at the end of last quarter was still over half of Altimeter's public position. It is unbelievable, both from a returns perspective, but from a conviction perspective, to stick with founders with that sort of founder mentality and this longevity, this long. I think that's the unique thing about this kind of capital platform.

• 1:03:38Speaker 02

  Yeah, so I would say a couple of things. One is, you know, it was an extraordinary investment, but it's also just an extraordinary partnership, right? It's founding CEO Mike Spicer, Bob Muglia, Frank Slutman, Mike Scarpelli. I mean, these are deep relationships that become really important friends. You work really hard through a lot of tough issues. And when it's all said and done, the incremental dollar isn't going to change the answer. But working side by side and building something that like you're extraordinarily proud of, it's what motivates me. What I would say about that investment is for our venture investors, I don't know what

• 1:04:20Speaker 02

  it was at the peak, but, you know, I talked about two different pools of capital. On the venture side, those are 10-year funds. So last year, we distributed extraordinary return and a game-changing return for a lot of our partners. But at the same time, on the public side and personally, you know, we think this is going to be a multi-year compounder. I think this company can be worth over $500 billion over the course of the next five to seven years. I think it will be extraordinary. And we have one of the best management teams in the business going against one of the biggest TAMs in the business and delivering a really beloved service. And so it's kind of a tragedy if you can't continue to participate in that. But you have to match, right?

• 1:05:01Speaker 02

  Like, that's not the bet that my, the folks who invested in my venture capital firm made that I'm going to hold this forever, right? And so you want to make sure. That you match and you align the interest of the LPs in the product that they're buying with the duration and the nature of the investment that you're making. And so, you know, listen, Sequoia has innovated, you know, in a really interesting way around this permanent fund. In this regard, we have a structure that allows us to continue to, you know, partner and compound and continue. I think you'll see more and more of this. Rewind the clock. You know what? I started investing in Priceline when it was less than a billion dollar enterprise value,

• 1:05:42Speaker 02

  right? Today, it's upwards of 130 billion, right? So they went public, or you could buy them in the public markets for less than a billion.

• 1:05:49David Rosenthal?

  Yeah, that would never happen today.

• 1:05:50Speaker 02

  Right. Salesforce went public at 850 million.

• 1:05:53David Rosenthal?

  Amazon, I think, was sub 500 million.

• 1:05:55Speaker 02

  And so, I wouldn't say never say never. In fact, I hope that we start to see a return of earlier IPOs.

• 1:06:03David Rosenthal?

  It's great for the public.

• 1:06:04Speaker 02

  I think it's great for retail investors. I think it's great for companies. They need the discipline. Having companies running around with billions of dollars on their balance sheet and, you know, Decacorn valuations and not the discipline of public markets, to me, is not a great thing for the company, for the employees, for the founders. It's not to say that they're, that they're undisciplined, but this idea that you can't innovate in the public markets is nonsense, right? Jeff Bezos innovated plenty in the public markets, Facebook in the public markets. You know, look at what Marc Benioff has done in the public markets. And so, I think that that, the public markets, not only is an important

• 1:06:44Speaker 02

  source of capital, but it provides a source of discipline. Scarcity leads to ingenuity. I hope that one of the things, you know, you, we'll talk maybe a little bit about our capital markets business, but I hope one of the things that we bring back to the IPO market is that companies don't feel like they have to wait until they get to 100 million or 200 million or 500 million of revenue in order to go public, right? I mean, just look at the crypto market. If you want to know the appetite of the investing public to invest in speculative assets, right? And we used to allow. Retail investors and others like myself to put myself through business school investing in CMGI right before, you know, while it was still venture risk in terms of its orientation.

• 1:07:28Speaker 02

  But we've largely deprived the public markets of that today. And we may say that that makes it safer, but it also means that you're not going to see those 100x investments. So if you're, if you have a pool of capital, if you're an LP or you're a GP and you want to, think about this, ByteDance, we invested in at $10 billion, okay? Today, it's marked, you know, somewhere between 350 billion and 500 billion, depending on which crossover fund, you know, you look at. Imagine that, over $300 billion of value creation, right? That goes to the Sequoias, the altimeters, the GAs, et cetera of the world. And no retail investor has access to that. Like, it's just not fair.

• 1:08:13Speaker 02

  That's not a level playing field. We don't, like, that's not a great outcome for folks. And it's not to say that we should force companies to go public earlier, but we should reduce the friction, give them access to the capital markets and give retail investors the opportunity to participate in the upside of these companies.

• 1:08:32Ben Gilbert?

  All right, listeners. Now is a great time to thank our longtime friend of the show, ServiceNow. If you are running a large enterprise, AI agents are likely spread across every team and deploying them is no longer the hard part.

• 1:08:46David Rosenthal?

  Yeah. The hard part is knowing what permissions they have, what employees are using them for, or what decisions AI is making. AI security for an enterprise at scale is not a small concern. Like, the risks are real.

• 1:09:00Ben Gilbert?

  Exactly. And the challenge with AI is governing it, securing it, measuring it, and making sure that it actually delivers value. That is why ServiceNow built the AI control tower.

• 1:09:10David Rosenthal?

  Yep. AI Control Tower gives enterprises a single place to see, manage, govern, and optimize AI across the entire business. And it works with any AI, not just theirs. Every device on your network, every permission across every system, every AI agent, visible and secure in one place.

• 1:09:28Ben Gilbert?

  And ServiceNow can do this because they've spent more than 20 years building the operational backbone of the enterprise. The workflows, governance, approvals, security controls, and institutional knowledge that power how work actually gets done across IT, HR, customer service, finance, and security.

• 1:09:44David Rosenthal?

  ServiceNow already runs more than 100 billion workflows annually and trillions of transactions for more than 85% of the Fortune 500. So when companies need a place to govern AI at enterprise scale, they're building on a platform at the center of how their business already operates.

• 1:10:01Ben Gilbert?

  And in a future that isn't going to be one AI, it's going to be thousands of AI agents working across every function of the company. But the question is, who's managing them all?

• 1:10:10David Rosenthal?

  So if you're trying to turn AI ambition into real business outcomes and make it work safely, securely, at scale, go check out servicenow.com/acquired and tell them that Ben and David sent you. I want to get your opinion on an interim moment. Back to that first fund in the 2013, 2014. Feel free to argue with me on this. But you said in fundraising, I'm not competing with Sequoia, I'm not competing with Excel and the like. And you weren't, that snowflake round, that Mongo round, those firms weren't leading those rounds. In the intervening years, now, of course, they are. And they're doing it in their own companies. And that part of it is contributing to stay private longer and all this. How did

• 1:10:51David Rosenthal?

  you think about those years? And like, you're, you know, you, that first fund, that's amazing, right? And then you saw, of course, you knew you had the public guys, the co-tos and the tigers and the like. But then you saw the venture guys also coming into this space. How did you view the market at that?

• 1:11:09Speaker 02

  I mean, listen, what's happening is this happens in all markets. Right? The venture market is maturing. I might argue the venture market has over earned for many years. Right. And so the market's going to become more efficient. It's going to be more competition. With more competition, that means founders are going to have better access to capital. They're going to have more efficient markets. So it means they're going to be, you know, presumably get a better price, less dilution for the work that they do, which presumably is an incentive to invent more shit that's going to make the world a better place. So like, I'm down with being part of the competition that makes venture more efficient. Listen, I wasn't invited into the venture party.

• 1:11:52Speaker 02

  Right. There was a club out here on, on Sand Hill Road. And, you know, but this club respects meritocracy. We come out here, we work really hard and we add value to the companies. And if you do that over a long period of time, right, then, then I think you're going to be, you know, have a shot at being part of this ecosystem. We collaborate as much as we compete. Okay. And when we compete, we're going to go at it. We're going to lay out why we think we're the best partner for the company. But we're also going to collaborate. I know that what we're collectively doing makes America the best place on the planet to start a company. Right.

• 1:12:29David Rosenthal?

  It's amazing for founders.

• 1:12:30Speaker 02

  There is no vibrancy.

• 1:12:31David Rosenthal?

  I mean, we talked to a bunch of your founders in prep recently and they were like, it's wonderful. Like this is, this is great. This is like the best thing.

• 1:12:37Speaker 02

  And so I got, you know, rewind to my dad's story. Like, what if, what if a venture capitalist had handed my dad five million bucks? Right. He wouldn't have lost the house. Right. We like, that's who we should encourage. The risk takers, the bold ones, the ones who get into the arena. And so I think it's an incredible honor to be able to do that. But at the same time, I don't think I'm entitled to be able to run the table on the crossover business model. Everybody is going to compete for these different rounds. My job, just like any other founder entrepreneur's job, is to build the best product. Like what, what is it that we do different for entrepreneurs than these other partners might do? Right. Or how do we fit into this system? Actually, let's, let's not make that rhetorical.

• 1:13:21Speaker 02

  What is it that you do different than other? Right. And so I would say with, you know, with total respect to all those others. First, I don't want to compete in that first round of institutional capital. You know why? Because Chayton at Benchmark and Mike Spicer at Sutter Hill, or you know, the folks at Sequoia, or the folks at, they do an incredible job. I mean, I started at GC, right? Like, I've been a day one founder. I know what that first two to three years of gestation looks like. And those firms, why does Andreessen have 300 plus people? Because they really have built the infrastructure to help those early entrepreneurs win. Same with Benchmark. They're extraordinary.

• 1:14:02David Rosenthal?

  And that's, right? It makes sense what you say, but that is a contrarian view today.

• 1:14:07Speaker 02

  Well, I would say, like, listen, the jury's out. You know, Tiger did, I don't know, 70 or 80 Series As and, you know, in seeds and Series A in the back half of last year. I have, again, like Schleifer and Chase are great friends. Lots of respect for those guys. Ultimately, entrepreneurs get to make the choice, right? And the story will be told down the line, right? Are the entrepreneurs that take money from Roloff, or from Chayton, or from Eric Vishria, or from, you know, from Mike Spicer, ultimately, do they have a higher hit rate in terms of building successful and big outcomes than companies that take money from folks who

• 1:14:51Speaker 02

  raise their hand and say, we're probably not going to be as value add, right? This is more, you were more just a source of capital.

• 1:14:57David Rosenthal?

  Yep.

• 1:14:57Speaker 02

  I think that Tiger's building an extraordinary business. I just am, maybe I'm of the minority belief that early-stage venture, those first two to three years is craft building. And we like to partner with founders who are wise enough to put around that early board table, people who have been through the trenches. And so that increases our probability of success and reduces, you know, we think the risk inherent. And so we come in and partner then at that stage. So you asked, like, what is it that we do that's special?

• 1:15:28Speaker 02

  I think that Altimeter has a founder's mentality. We have the empathy of an early-stage founder or venture capitalist, but we have the scalability of capital. So some people I've heard say, hey, they bring the best of Tiger, but also the best of Sequoia. If we ever get that compliment, and I think about our NPS among founders all the time, that's the highest compliment. That's what I want to do. We want to increase their probability of success. And when we start moving in that direction, we want them to know that we're side by side with them on the important issues they face: recruiting a CFO, building their board, getting the company public, helping them raise capital, and that we'll be first in line to write the check.

• 1:16:11Ben Gilbert?

  You're a reasonably concentrated portfolio. So it's kind of like the benchmark mantra, but applied to later stage. And that discernment ends up accruing value to companies because you have such a deep pool of capital. So like, take a modern treasury, for example. It does show up as value to them in the way that they can communicate to their customers, like, yeah, we're only a four-year-old startup, but, look, we're with Altimeter. And it doesn't mean that the capital in your fund is on their balance sheet, but because you do have a reasonably concentrated portfolio, that brand power actually can accrue to the company in a way that shows up to their customers.

• 1:16:52Speaker 02

  A couple of things. First, I would say that the level of concentration of portfolios, I think it's pretty consistent with the history of venture, right? Like, the reality is, if you don't have deals in your fund that on their own can return the fund, then you're probably overly diversified. If you're overly diversified, you're going to provide vintage returns, which, you know, I'll just leave my money in the public markets, right? If all I'm going to do is invest in, you know, the top 10, 15% of venture is going to take 80% to 90% of the returns, okay? So, yes, I am in the business of finding the best companies in the world and helping them succeed. I'm not in the business of taking the average of vintages and building a big fund around that. That's a different game. That's an asset gathering game, and it's not a game I find particularly fun.

• 1:17:34Ben Gilbert?

  Not to mention, it's never been a great idea. For more than one vintage to just be the median of all venture investing. That's not something you want to index.

• 1:17:44Speaker 02

  Right. You know, listen, I think it depends what you're, what you're promising your LPs. Right. I'm the largest LP in our hedge fund. I'm the largest LP in our venture funds. Right. I'm only going to put my money into venture if I think I'm going to earn a superior return to having my money in, in, in a liquid security. Right. If I didn't think I could beat the return on Snowflake over the course of next decade, put all my money in Snowflake and go surf with my kids. Right. But I actually think that there's like a noble service being provided. I think we can deliver like radically superior returns. And so I would say it's not the concentration, right? That leads to that value add for those investors. It's because at Modern Treasury, we help Dimitri, you know, bring other investors to the table. We help him bring the CEOs of big banks to the table.

• 1:18:29Speaker 02

  We help them with recruiting. We're there during the high leverage moments in a company's history that can really help, you know, add fuel to the fire.

• 1:18:38David Rosenthal?

  So you had mentioned earlier, but talk to us about the capital markets business. Cause that feels like something that like, again, if I'm a see if I'm a Dimitri at Modern Treasury, like that's something that, you know, even as the early stage guys are adding later stage operations, like that you can really bring in a way and have for Roblox, for Plaid, for so many, you know, others. How did that start and what is that business?

• 1:19:02Speaker 02

  Well, I think it's, you know, so I'm, I'm talking to a, you know, well-known venture capital firms LP meeting tonight about capital markets. What's going on in the public markets? What does it mean for, you know, their venture portfolio, et cetera? That's just fundamentally different, right? And I'm an IPO lawyer, spent 20 years in the public markets. We've worked on, you know, participated in over a hundred IPOs. Right. When the equity syndicate desk at Goldman Sachs and Morgan Stanley need to sell an IPO, they call us, right? They call long onlys. And so we've been in and around that market for a long time. Bill Gurley and Rich Barton and I, going back 20 years, were fascinated with how inefficient that market was, with mispricings in that market, with

• 1:19:48Speaker 02

  You know, It's crazy. It's just like when you step back and look at it is nuts. Right. Combrick and Quest were innovating with, you know, the modified Dutch auction around the Google IPO. I mean, lots of fascinating stuff. So if you're just like, if you're a student of this game and you're an IPO lawyer like I was, like you pay attention to it. I helped Bill put on the Direct List Conference a couple of years ago, which, you know, we've seen a lot of, of, of progress on. Again, just giving choice to entrepreneurs. At the end of the day, right? If there's competition for the bank IPO, the bank IPO will be better. And now there is, right? The Direct List is an alternative for some companies, a better fit for some companies. And the reason SPACs were interesting to me is if you really just close your eyes, it's just a third door into the public market.

• 1:20:31Speaker 02

  And we go help you build a book. We help you price the security. We help you sell it to Capital Group and Fidelity and TRO. All three of these things are the exact same exercise. You're selling 10% of your company. You hope to sell it to great public market investors. And you hope with the least amount of pain and distraction to step into the public markets. Right? And so I think this innovation in the public markets is a, you know, a terrific thing for founders. Um, it's fun to be a part of, but last year we participated, we anchored direct lists like Roblox. We anchored IPOs like Confluent. We anchored our own IPO like Grab by way of SPAC.

• 1:21:09Ben Gilbert?

  Website. Yeah. You don't call it a SPAC. You call it the altimeter.

• 1:21:12Speaker 02

  Yeah. Altimeter IPO. I mean, part of what we're trying to do is we're trying to demystify the transition to the public markets for CEOs and boards. Because frankly, I've done it over a hundred times, but most founders will do it one time in their life.

• 1:21:27Ben Gilbert?

  Right. And they just don't want to mess it up. Like at that point, it's their baby. Why on earth would you ever do anything but the standard?

• 1:21:32Speaker 02

  Right. And, and again, you know, I think Goldman and Morgan Stanley is maybe where my friend Bill Gurley and I have slightly different religions on this. At the end of the day, this is really about pricing. And if we price these things efficiently in any three of these doors, then they can be great outcomes for the company. And if you have a bad sponsor, if you have a bad bank in an IPO and it goes poorly, then like that's a busted process. Yeah. Right? If you have a bad sponsor in a SPAC, you know, and you shouldn't be public, that's just a busted process. If you try to take a company, you know, try to direct list a company and you, you have a reference pricing round that's too high for where the business at, it's gonna be a busted process. So we spend a lot of time. I hired Chris Conforti

• 1:22:15Speaker 02

  out of Goldman. He ran the Equity Syndicate desk at Goldman. So he was the one selling all the IPOs for Goldman for a really long time. What we said we want to do is just as a value add for all the private companies that we talk to, that we look at, is to really be able to give them the inside scoop. Mm hmm. Right? Like, we're not a bank, but we'll tell you all the dirty secrets, right? About a traditional IPO, a direct list, or a SPAC. You can't have credibility telling those secrets unless you've lived them, which we have in each of those doors. And now we can offer what I think is the best insights to these founders. And we have no economic finger in the scale, because I can partner with you. If you want to do a traditional

• 1:22:57Speaker 02

  IPO, great. We can anchor it or just participate. Direct list, we can anchor it or participate. You know, you want to go, you want to partner with us and we'll build the book for you? Great. We'll do a SPAC. And there are different prototypes, right? Different archetypes for which each of those fit. And I think among the folks who are doing this, we're probably, you know, might be first among equals in terms of our insights into how to get public.

• 1:23:21Ben Gilbert?

  That's the old Mungarism, right? You show me the incentive and I'll show you the outcome. And in this case, you coming from the perspective of, hey, you realize when the banks are trying to sell an IPO, they come to me to buy the IPO. So having sat on that side of the table and not yet having an incentive, I can talk to you about how this would get marketed to me. So you at least have that transparency. And then I can tell you how I want to play in that process and you can give me feedback and tell me where I belong in your process.

• 1:23:50Speaker 02

  Yeah, I think, listen, I see it. Banks are getting more efficient, the direct list product, like the competition is leading to more choice and better outcomes.

• 1:24:01Ben Gilbert?

  Free market's a great thing.

• 1:24:04Ben 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.

• 1:24:17David 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?

• 1:24:34Ben 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.

• 1:24:49David 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.

• 1:25:13Ben 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.

• 1:25:32David 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.

• 1:26:02Ben 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.

• 1:26:27David Rosenthal?

  Okay, so as we move into the kind of the analysis section here, there are two, we of course want to do grading and ask you to paint, you know, the, what is your, you know, when you go to bed at night and you dream, your, your best dreams of an A plus scenario for altimeter in three to five years versus, you know, a C minus of like, we survived, but we missed some stuff. We'll get to that. Maybe first, if you have thoughts on kind of like a bull versus bear case on the lifecycle investor model.

• 1:26:56Speaker 02

  Yeah.

• 1:26:57David Rosenthal?

  And that probably leads into grading. What are the risks to like, what you have pioneered and are, and are doing like?

• 1:27:04Speaker 02

  Yeah. Well, listen, I think that I certainly appreciate the credit as a pioneer. I don't think of myself as a pioneer. Like I said, in many ways, it's back to the future. Right? Warren Buffett was my hero. Hey, if you asked him, why do you do private investments? He'd just say, I do great investments. Right? He didn't like, it's not private versus public. In many ways, it's the LP community who wanted to put people in buckets. Right? And so I think in order to generate alpha and above average returns in probably the most competitive market in the world. Okay. You have to be extremely passionate. Right? There, there are big sacrifices and trade offs to be great in this business. And for me, if you said, Brad, you can only do public market investing, that wouldn't scratch my edge. If you said you can only do venture investing, that wouldn't scratch my edge. And so for me, it starts

• 1:27:49Speaker 02

  from the premise like, what do I want to do? What can I be most passionate doing? And the reason I think we attract some of the best analysts in the world is because most analysts don't want to leave their, you know, thinking cap at the IPO door. Right? They're like, I spent all this time on this company and now you're telling me I can't make any more money on it. I can't bet on it. I can't invest in it. Like what's that about? I think that the maturation of the venture growth business model is here to stay. We saw it in LBO, we saw it in private equity. That was a highly fragmented industry. You now have a handful of global platforms, right? That are prosecuting that strategy. In venture, highly fragmented industry. We're still in the, the middle of a lot of creative destruction.

• 1:28:35Speaker 02

  You've got solo GPs attacking, you know, venerable, early stage firms. You've got a lot of firms that are vertically integrating upwards. You've got hedge funds who all say this venture capital stuff is easy. I'm going to go do it. You know, at the end of the day, what I love about this business is there's a scoreboard.

• 1:28:53David Rosenthal?

  Mm hmm.

• 1:28:53Speaker 02

  Right? In the hedge fund, it's a painful scoreboard. Right? It's like every day. Uh, and in the venture business, there's a lag. But at the end of the day, your reputation among founders, I, I say two-sided marketplace. Right? What's my NPS score among founders? And what's my NPS score among funders? The people who entrust me with their capital. And I get up every day thinking about how do we build the best product for both of those folks? Because if we do and we deliver the returns, then we have a great business that I actually think is serving, you know, a really important part of the, of the capital process.

• 1:29:28David Rosenthal?

  It's really interesting, the analogy to, A, totally agree. But the analogy to the LBO business and market, you're absolutely right. I mean, I remember coming up being an investment banking analyst as you were starting Altimeter in those same days. And, uh, the LBO market was vastly more fragmented than it is now. And it has consolidated around like some, some major, and they're niche players and there's lots of strategies that can work. But yeah, we are, I hadn't quite thought about it. We are, I think seeing the same thing in venture.

• 1:29:58Speaker 02

  Right. And you, if you think about what's happening in the private equity LBO world, right? You have some global now public platforms. Their cost of capital goes down. And we've seen a compression in terms of returns, right? Because the market got more efficient. And as the market got more efficient, returns went down. Right? What do I expect that, you know, will happen over the full arc of time in venture? Right? We're going to compete away returns. We've already witnessed it over the course of the last couple of years. Right? But that just means the returns that go to the premium players, the players who truly see the best stuff, that truly convert the best stuff are going to be even more unique. And the average return is going to be a, a, a much worse place to be for both LPs.

• 1:30:43Speaker 02

  Uh, as well for the people prosecuting those strategies. So, yeah, to me.

• 1:30:47David Rosenthal?

  And for the founders who are backed by those firms, right? Too. I mean, because there is a, as we've been saying, talk often on this show, there is a, a brand transfer and halo effect that happens in the venture markets.

• 1:30:58Speaker 02

  For sure. The signaling effect is, is profoundly important. And I think. I think probably underestimated.

• 1:31:05David Rosenthal?

  Which is amazing considering how high it's estimated. I'm with you, but.

• 1:31:08Speaker 02

  Right, right. And I think when you have the best partners, not even even the best funds. It's the best partners at the best funds who do things together repeatedly. It's because there's a shorthand around trust. There's a shorthand around business building, right? The increases the probability of successful outcomes. And the signaling of the impact of that, like I underestimated as a founder. I don't underestimate it now. And so it's not to say that folks who take, you know, who bootstrap, take solo GP. You know, take passive capital. It's not to say they can't build big businesses, right? But I don't think that that makes it easier for them.

• 1:31:49Speaker 02

  Right. At the end of the day, like I think, you know, I said, go public earlier because having that discipline and that scarcity. Right. Having some great early business builders that see those different patterns. They create the conditions that I also think drive success.

• 1:32:04David Rosenthal?

  Well, and what's different now is you can go public early and you still have Ultimater or Benchmark or Sequoia, whoever has your shareholders. It's like, it's not like you have to check your hat at the door.

• 1:32:15Speaker 02

  Sure. I think we're in the early phases of industrialization. You know, five years. So how do I score myself? Our returns for our partners, right? Like, we got to deliver excellent returns for our partners. I say to my team, is our NPS score with founders higher or lower at the end of the year? Right. That is really important to me, right? That's the durability of the brand. That's the love for the brand. You know, lots of software companies can increase revenue selling a shitty product with a aggressive sales force. But ultimately, that will not be a really valuable software company. Right. You show me a software company where the product is flying off the shelves because the people on the other end really need and want the product and love the product. Right. That company, even it has lower revenue, deserves a much higher multiple.

• 1:33:00Speaker 02

  I think the same is true when I think about our business and what we intend to deliver. And, you know, I guess this is a segue as well to a bigger issue, you know, which is what is this all about? We are all part of one of the most fortunate systems at one of the most fortunate times, right, in the history of modern capitalism. And I intend to use this platform to do things that matter, right? And I think founders care about that. And I think funders care about that. Because at the end of the day, you know, helping some, you know, hedge fund guy make a little bit more money, or some venture capitalist make a little bit more money, is not what gets me up in the morning. So I do think that the very essence of what

• 1:33:42Speaker 02

  we do, right, which is increasing the velocity of innovation, right, allowing Moderna to build an mRNA technology that can, you know, help solve a pandemic, right, to transform the way software works so that, you know, that is the infrastructure that powers all discovery, right? Like, those things I think are intrinsically good. But increasingly, what I see is people who are using these platforms to drive diversity, right, to use these platforms to tackle things like the wealth divide, which you know I care about with the Invest America initiative that I've talked about. So the people who work here, right, I think if you went, if you did a survey, they would say, you know, I worked there because, you

• 1:34:24Speaker 02

  know, great brand, fun, love doing venture, love doing public. But we also care about, like, the impact of what we do. And I'm lucky to be able to lead that.

• 1:34:35Ben Gilbert?

  I really want to talk to you about Invest America, because I think it's a fascinating concept. And you mentioned, we chatted about it when we were sort of preparing for this. What is the idea there?

• 1:34:44Speaker 02

  So rewind the clock. I was definitely on the outside looking in, right? I was not part of the ownership society, you know, I didn't know what stocks were. And, but, you know, all else being equal, you know, I never really felt deprived. The industrial revolution in many ways was a great equalizer, right? My grandfather was a welder. He worked on the Manhattan Project. He was a brilliant guy, self educated, read textbooks. But he could earn a wage and save that allowed him to leave 25,000 bucks for a grandkid who had gone to put himself through law school and business school. The technology revolution will have even more positive impact on humanity, but it naturally tends toward concentration, right?

• 1:35:28Speaker 02

  It is not an equalizer in terms of, you know, wealth so far as I can see. And the data, I think, you know, works against it.

• 1:35:34Ben Gilbert?

  It doesn't seem to have played out that way.

• 1:35:35Speaker 02

  Because if you think about it, it's logical, right? Mark Zuckerberg can have three or four billion customers for his product. Even Carnegie and Rockefeller couldn't have billions.

• 1:35:44Ben Gilbert?

  Software and then the inner on top of that kind of compounds that advantage.

• 1:35:48Speaker 02

  And so, you know, to me, you know, the social contract that we're going to have to have is going to have to evolve, right? And I think this country is better positioned to evolve that social contract than just about anyone, but part of it is first just making people feel, right? That they're part of the game. And, you know, the start of COVID really drove this home for me because we had massive government intervention. I went on CNBC on March 26th, the bottom. I remember lots of years.

• 1:36:17Ben Gilbert?

  I wish I knew that was going to be the bottom.

• 1:36:18Speaker 02

  Yeah, it was, it was like an extraordinary day, but at the end of that day, I literally had grandmothers, fathers, doctors, lawyers just email our website. Generic emails saying, will you protect me? Will you take my money? Will you do this? Right? There's just extraordinary fear in the world. And I'm from Indiana. Most of my friends didn't go to college, you know, in the, in this small town. And what happened when the government intervened is the stock markets ripped. Okay. Because the Fed went all in, Congress went all in. But a lot of those, my friends working in those RV manufacturing plants were unemployed, right? Lost their jobs. And so we can't have a system where the owners win, right?

• 1:37:02Speaker 02

  Because of the government intervening, but we only have 30% of people who belong to the ownership society.

• 1:37:08Ben Gilbert?

  And that's the public stock market. That's not even like accredited investors, which is this tiny slice you're talking about earlier. A small percentage of America that owns any equities.

• 1:37:17Speaker 02

  Right. So a very simple idea that I floated, Chamath and I were on CNBC. I'd been thinking about it for a long time. I've abhorred the accredited investor laws for as long as I can remember because as a securities lawyer, you know, I remember studying securities law in law school and saying to myself, hold on. You mean to tell me that we've rigged the game so only rich people can invest in the best companies? They have to be protected, Brad. Right? And so like, what, what, what's this all about? Invested. Because the proxy for intelligence was money, right? Jason Calacanis has talked about having an investor test, but I knew, I knew. Jake loves that investor test idea.

• 1:38:02Speaker 02

  Like, I've seen dumber ideas, I think it's on to something. I appreciate that on principle, he has the same, you know, allergic reaction. And maybe it's because he also grew up poor, on the outside looking in. And for those of us who did, right? You know, now that we're on the other side, we say, we gotta fix that, right? And so, set aside a credit investor, there's some ways we can attack that. But one way, we get everybody into the game, okay? We have, I think, seven million children born a year in the United States. Mm-hmm. If you gave every single one of them an Invest America account. So think of that as a Robin Hood account on their parents' phone that would eventually be on their phone. And that just shows up from the government when you're born.

• 1:38:45Speaker 02

  Shows up from the government. You get your social security number, you get an Invest America account. We fund the account based on means. If your parents make over $200,000 a year, maybe we put 100 bucks into the account. Your parents can fund it up to $5,000. So it's like a FAFSA type. Right. If you're under a certain threshold, we put 5,000 bucks in it, okay? Can't take the money out, compounds at 6, 7% for, you know, 50 years, it's worth a million bucks, okay? But much more importantly, the behavioral psychology, the behavioral economist knows, the propensity of somebody who actually has a savings account, an investment account, to save goes up dramatically, okay?

• 1:39:24Speaker 02

  So because you actually have a little snowball, you understand the law of compounding, right? So if we want to educate and include and make everybody feel like the system isn't rigged against them, then they actually have to be part of the game. Right? We have a way to do this. It doesn't cost a lot of money, right? In the, in the scheme of things like this is less than $20 billion a year for the federal government. This is a drop in the bucket relative to trillion dollar stimulus plans. You know, trillion dollars of defense spending, and this is a game changer. Psychologically and otherwise for everybody in the system because now, over a period of 20 years, you've effectively gone from 30% of the people being owners to 100% of the people being owners.

• 1:40:09Speaker 02

  And I think that that's, you know, again, I'm sure there are other great ideas.

• 1:40:13David Rosenthal?

  Do you think?

• 1:40:14Speaker 02

  But that's one that I really believe in.

• 1:40:16David Rosenthal?

  Do you think it should be a discretionary account and people should be able to like a, like an IRA or, or?

• 1:40:22Speaker 02

  So my, again, like, you know, what I intend to do is-

• 1:40:26Ben Gilbert?

  When you're running for governor of Indiana.

• 1:40:27Speaker 02

  Yeah. What I intend to do is to fund people, right, to push this idea forward. Okay?

• 1:40:34Ben Gilbert?

  Hmm.

• 1:40:36Speaker 02

  There will be a lot of debate. We've debated baby bonds for 30 years and we've never done anything. A bond is, so far as I can tell, right, is spiritually connected. But it's stuck in the old legacy of like the war bond, like it's safer, therefore we'll give you a bond. But it doesn't appreciate.

• 1:40:53David Rosenthal?

  Yep.

• 1:40:54Speaker 02

  And the recipient doesn't learn much, right? And so hopefully we can harness the energy, the power, the lessons of that. And make sure that every child in this country owns their tiny little slice of apple, of Walmart, of Tesla, of the future SpaceX, right? And I think if they do, think of how elegant that Robinhood app is, or your Schwab or your Fidelity app. You open it up and they see all of these names, their tiny little ownership of all of these names. And they see that grow over time. We know how often they'll be looking at those phones. We know how their parents will feel. What I would say is they can't take the money out, right? Until a long way down the line. Okay?

• 1:41:38Speaker 02

  That ensures a retirement program for basically everybody. But you can add, we could build adjacent accounts, right? You could stick a 529 side by side with that, that they could pull out at college. I don't like the idea of a government program where we'll give you a little of this every year, right? Give me title and ownership. Right to something. This is mine. And then let me benefit from American innovation. Compound and benefit and be part of the system. So that when, you know, I have, I have two sons in fifth and seventh grade. Right. They're both interested in investing. They both want Robin Hood accounts. They both want all this. Now.

• 1:42:14David Rosenthal?

  I love it. Asking for the Robin Hood account is the new, I want my driver's license.

• 1:42:18Speaker 02

  But think about how privileged, right? That position is, right? We should have a standard curriculum in this country for sixth graders. Where it starts, they walk into their math class or whatever the class is. And they say, open your Invest America account. Everybody's on the same page. You teach sixth graders in an inner city school today about stocks? You may as well be teaching them Mandarin. They're not participants in the game. Right. And so to me, you know, I talked to Seth Klarmann from Baupost. He said, I'll write the curriculum, right?

• 1:42:54David Rosenthal?

  I'll take that curriculum.

• 1:42:56Speaker 02

  I talked to David Solomon at Goldman, the folks at Schwab, Fidelity. Everybody sees this as a challenge. This is a simple, simple idea that we could get behind. And literally in a single term could change over a period of a decade, the trajectory of every child born in this country.

• 1:43:16David Rosenthal?

  Well, what's kind of cool is like you've, I think you've basically already seen evidence that this works with Robin Hood, you know? Robin Hood is not a, people still had to have the means to put money into Robin Hood and then decide to do it. But it activated so many people to become investors in America and around the world over the last couple of years that otherwise, you know, and, and some of those people will prove to not be good investors. Some of them will prove to be amazing investors.

• 1:43:44Speaker 02

  And some of this, listen, I mean, part of the challenge here is everybody says, oh, you're letting people invest in the stock market. What if it goes down? So here's the deal. We have 100 years of history, right? Owning your slice of America is a good bet, as Warren Buffett likes to say. Okay? So I don't know if it's going to go down in the first year or up in the first year, and it doesn't particularly matter to me. I know if you give these kids a slice of America over a period of 40 or 50 years, it's going to be worth a hell of a lot more in the future than it is when they get it. But way more important is every day of their lives, they will feel like they belong to the system. They're not on the outside looking in. And the power of that psychologically to that child will dwarf the amount of money that's in that account.

• 1:44:27Ben Gilbert?

  Brad, before we wrap here, anything that you want to point listeners towards? Or where could they find out more about you or Altimeter on the internet?

• 1:44:37Speaker 02

  Yeah, I would say follow me at @altcap on Twitter. I encourage all of our analysts to be on Twitter. I think they're incredible brains and thought leaders and, you know, being online and sharing content. Like, I don't like to be a cheerleader on Twitter, but I do like and encourage our analysts to pressure test their ideas, right? Whether it's, you know, Jammin talking about what's going on in, you know, in software, or whether it's Vivek talking about what's going on in, you know, internet marketplaces or crypto, or Frida talking about what's going on in China. And so I think, I always say to people, if they're interested in learning more about Altimeter, just follow this incredible group of analysts on Twitter. But all of this said, we're truly lucky, you know, to be doing what we do.

• 1:45:22Speaker 02

  You guys are doing this incredible podcast about founders and entrepreneurs. This is a rather new experiment in the history of the world. And I think it's yielded. You read the Bill Gates annual letter at the end of every year. And, you know, we live in the most peaceful notwithstanding Ukraine. We live in the most prosperous. We live in the healthiest period of time in the history of humanity. And, you know, one of the things that scares me is, you know, that people during periods like this, they'll turn against capitalism, or they'll turn against, you know, technology, or they'll turn against whatever. But it's very clear to me, like, I'm going to fight for that and fight for those founders. And I think when we look back at this system in 10 years, it's going to be more More vibrant, more capital, more access, more ideas.

• 1:46:05Speaker 02

  And I think the secular curve around creative destruction and innovation has never been steeper. And the ideas over the course of the next 10 years are going to dwarf the size of the ideas that emerged over the last 10. So, super optimistic and.

• 1:46:18David Rosenthal?

  In a way, Ukraine, I think, has, for me at least, helped remind me of that. Ben and I were talking at dinner last night that like, you know, the old saying that I think has become forgotten a little bit in recent years is that capitalism is terrible. It's the most terrible system, except for every other system that has been tried in the history of humankind.

• 1:46:36Ben Gilbert?

  About democracy, but it definitely applies to capitalism, too.

• 1:46:39Speaker 02

  Right. Well, I don't think it's the only thing, right? I don't think it's the only thing in life, but I think it's an enabler for everything. You know, somebody reminded me the other day, Julian Robertson, after, you know, an incredible track record in 1999, obviously got hit hard, money redeemed. And they said, you know, are you bummed to no longer be in the public markets?

• 1:47:01Ben Gilbert?

  And he was the founder of Tiger Masherman.

• 1:47:02Speaker 02

  Tiger. And apparently he's reported to have said, you know, I didn't want to die looking at a quote on my Bloomberg for the yen anyway. So, you know, yes, in this firm and in my life, my friends, my family, my kids, there are a lot of things, you know, that resonate, you know, as, as more important. But I am a staunch defender of, you know, this beautiful system. I tell you, it's a hell of a lot better than having to mortgage your house. You think about the velocity of money, of the risk you run if you start that, you know, auto parts company as you lose your, you know, you, you lose your health and you lose your house. There's not going to be a lot of risk taking and risk taking is the engine that moves humanity forward.

• 1:47:43Ben Gilbert?

  Business creation and experiments without personal guarantees are an incredible thing. And it's amazing that we have a system that actually allocates a, a big slice of capital to go toward that.

• 1:47:55Speaker 02

  But think about that. That's a modern experiment. I don't know, modern capitalism's been around for five, 600 years. Like, that's a 30-year-old experiment. But you think about the impact that global sovereigns who are trying to effectively take fossil fuel dollars and turn them into technology dollars. We have more dollars moving. Moving into this, you know, you mentioned we have very few people who have access. Okay. To the private markets. I heard this statistic the other day. You know, endowments and others have reaped the benefit, which makes me happy. But retail investors and the average investing public has not. A 1% increase in penetration of the retail investing public. Two alternatives I heard is a trillion dollars.

• 1:48:38Speaker 02

  Like I haven't run the math myself, but it's an extraordinary number. And if you look at the retail channel, the accredited investor retail channel through Goldman, through Morgan Stanley, through these other aggregators. As a percentage of the fundraise for Tiger, for COTU, for Altimeter. It's going up dramatically relative to traditional LPs. And so we'll do another episode and we'll talk about how we're going to unshackle ourselves from the accredited investor rules.

• 1:49:07David Rosenthal?

  Would you ever consider a future for Altimeter where your LP capital is more directly from people?

• 1:49:13Speaker 02

  For sure, for sure. I mean, like, you know, our aspiration is not to be the biggest. But our aspiration is to have the scale, to have the level of impact that we can to drive the highest MPS among founders and funders. Like we want to deliver for both of those folks in that network. And I think it's inevitable that an increasing percentage of these dollars can and will and should come from willing retail investors who want exposure to this incredible asset class.

• 1:49:47David Rosenthal?

  All right, listeners, now is a great time to talk about one of our favorite companies, Statsig.

• 1:49:53Ben 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.

• 1:50:04David 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.

• 1:50:24Ben 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.

• 1:50:37David 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.

• 1:50:48Ben Gilbert?

  All right, listeners. Hope you enjoyed our interview with Brad. He is unbelievable. I mean, what a journey the last 20 years have been for him, building Altimeter, and really helping to shape this industry.

• 1:51:01David Rosenthal?

  Totally.

• 1:51:02Ben Gilbert?

  And personally, I'm pretty excited about his sort of idea with Invest America, and we'll definitely be watching to see where that goes.

• 1:51:10David Rosenthal?

  Totally, totally.

• 1:51:12Ben Gilbert?

  Well, listeners, to round us out, you know the drill. Join us in the Slack, acquired.fm/slash/Slack. We're going to be talking about this episode and everything else. We've got the Limited Partner Show, where recently we've had awesome episodes with the folks from NCS Capital coming back to talk about the state of the markets. David Christina Melas Curiazi joined us to talk about fintech. We've recorded two more episodes that we haven't dropped yet to the general public that are rolling out to paid Acquired Limited subscribers. And those folks can join at acquired.fm/lp to get two weeks early access. We've got a job board and some really great stuff on there. I just added a couple the other day from Vanta after we got to spend time with them

• 1:51:57Ben Gilbert?

  at their office, met their head of engineering, spent some time with the team. So really cool companies. Go check those out. And lastly, if you enjoyed this episode, share it with a friend. You don't need to shout super loud from social media hilltops. We like that high affinity, one-to-one stuff. So share it with a friend. Think of someone that has kind of talked about some of these concepts with you and see if they'll take a listen and they might have enjoyed it just as much.

• 1:52:24David Rosenthal?

  Indeed.

• 1:52:25Ben Gilbert?

  With that, thank you so much to Vanta, Vouch, and our friends at SoftBank Latin America Fund. And listeners, we will see you next time.

• 1:52:35David Rosenthal?

  We'll see you next time.

• 1:52:39Speaker 03

  Is it you, is it you, is it you? Who got the truth now? Huh?