1 00:00:00,120 --> 00:00:03,160 Welcome back to AI for Founders. I'm Ryan Estes and today we're 2 00:00:03,160 --> 00:00:06,480 hanging out with Hank Lieber from Stanify dot AI. 3 00:00:06,760 --> 00:00:10,120 If you've ever watched a post go viral, then drowned under 1000 4 00:00:10,120 --> 00:00:13,680 comments, this one's for you. Hank's team launched just four 5 00:00:13,680 --> 00:00:16,840 months ago and they already helped brands turn the comments 6 00:00:16,840 --> 00:00:19,480 section from wasteland to working capital. 7 00:00:19,800 --> 00:00:23,200 You will learn how AI can auto moderate trolls without killing 8 00:00:23,200 --> 00:00:26,520 healthy debate. Draft on brand replies in over 9 00:00:26,520 --> 00:00:30,520 100 languages and keep your ads clean while protecting spend. 10 00:00:30,880 --> 00:00:33,960 We break down human in the loop workflows, how to ride 11 00:00:33,960 --> 00:00:38,400 algorithmic wave in real time, and why smart Q&A comments fuels 12 00:00:38,400 --> 00:00:40,760 answer engine optimization for LLMS. 13 00:00:41,000 --> 00:00:44,320 This episode is for founders, CMO's, growth leads, creators, 14 00:00:44,320 --> 00:00:47,400 and every Shopify merchant who lives in the Business Manager 15 00:00:47,400 --> 00:00:49,720 refresh button. You care about brand voice, 16 00:00:49,720 --> 00:00:52,800 safety, data, and conversion inside the comments. 17 00:00:52,880 --> 00:00:54,600 Hank's about to hand you a playbook. 18 00:00:54,840 --> 00:00:57,360 Quick hint about the newsletter. Get the field notes in the 19 00:00:57,360 --> 00:01:01,680 frameworks in your inbox at AI for Founders dot Co Steal what 20 00:01:01,680 --> 00:01:04,599 works, skip what doesn't, and ship faster. 21 00:01:04,640 --> 00:01:08,360 If you build in public, read in private first at AI for 22 00:01:08,360 --> 00:01:11,200 founders.co. This episode is brought to you 23 00:01:11,200 --> 00:01:13,640 by Kick Caster. If you're a founder, investor, 24 00:01:13,640 --> 00:01:16,440 or operator who needs distribution and trust, Kick 25 00:01:16,440 --> 00:01:19,240 Caster gets you booked on the right podcast with the right 26 00:01:19,240 --> 00:01:22,200 audience at the right moment. Host read interviews convert 27 00:01:22,200 --> 00:01:25,000 basically because they feel like a friend's recommendation. 28 00:01:25,560 --> 00:01:28,440 Our team handles the research, pitching, scheduling, prep, and 29 00:01:28,440 --> 00:01:30,680 the post show. Follow through so you can show 30 00:01:30,680 --> 00:01:34,400 up, tell your story and turn conversations into pipeline. 31 00:01:34,840 --> 00:01:37,240 Think of it as earned media with compound interest. 32 00:01:37,480 --> 00:01:40,640 One appearance become clips, posts in a steady stream of warm 33 00:01:40,640 --> 00:01:42,960 introductions. Whether you want customers, 34 00:01:42,960 --> 00:01:46,240 partners or talent, we map your goals to shows that move the 35 00:01:46,240 --> 00:01:48,280 needle. You stay focused on the 36 00:01:48,280 --> 00:01:50,080 business. We handle the bookings. 37 00:01:50,280 --> 00:01:52,520 Ready to turn your expertise into opportunity? 38 00:01:52,520 --> 00:01:55,480 Talk to Kit Caster and start showing up in the feeds that 39 00:01:55,560 --> 00:01:57,720 matter. That's kick Caster by MO burst. 40 00:01:59,000 --> 00:02:01,680 All right, all right, coffee is great, but coffee won't prep 41 00:02:01,680 --> 00:02:04,240 your meetings for you. 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Brian. 62 00:03:11,280 --> 00:03:13,120 All right, we're rolling. Hank, how are you? 63 00:03:14,000 --> 00:03:15,400 I'm doing well. How you doing today Ryan? 64 00:03:15,400 --> 00:03:16,080 Doing. Great. 65 00:03:16,160 --> 00:03:19,000 Thanks for coming on the show. I got to tell you, I've always 66 00:03:19,000 --> 00:03:23,560 loved Hanks to Solid. Thank you. 67 00:03:25,720 --> 00:03:28,080 There are a lot of them in the startup world, and certainly not 68 00:03:28,080 --> 00:03:30,120 in Southern California. Yeah, you just don't. 69 00:03:30,240 --> 00:03:32,280 You don't get meet that many Jacks or Hanks. 70 00:03:32,280 --> 00:03:34,200 It's just a great, solid American name. 71 00:03:34,960 --> 00:03:37,280 Yeah, I grew up in Virginia. There's plenty of Hanks out 72 00:03:37,280 --> 00:03:39,560 there. But here I'm I usually just say, 73 00:03:39,560 --> 00:03:41,720 hey, it's Hank, Remember Me? And I don't have to say my last 74 00:03:41,720 --> 00:03:44,640 name. Yeah, it's great. 75 00:03:44,640 --> 00:03:46,720 It's Hank's going to make a comeback, I think, from the 76 00:03:46,720 --> 00:03:48,600 result of this podcast, if we're lucky. 77 00:03:50,120 --> 00:03:52,240 Nice, I'm so excited to talk to you. 78 00:03:52,240 --> 00:03:55,440 You know, we connected on LinkedIn, which I love to do. 79 00:03:55,440 --> 00:03:57,720 You know, there's so many bots on LinkedIn that when you meet 80 00:03:57,720 --> 00:04:00,320 somebody who's who's got something real, it's always 81 00:04:00,320 --> 00:04:03,160 like, oh, what's up? We're all here on LinkedIn for 82 00:04:03,160 --> 00:04:05,000 some reason, so we might as well chop it up. 83 00:04:05,400 --> 00:04:08,760 So I'm so happy they came on the podcast, particularly to talk 84 00:04:08,760 --> 00:04:11,320 about your new company. You guys launched four months 85 00:04:11,320 --> 00:04:15,800 ago, Stanify dot AI. Please give us an overview of 86 00:04:15,800 --> 00:04:18,399 Stanify. Sure thing. 87 00:04:18,399 --> 00:04:22,840 Stanify is an AI company that helps businesses engage with 88 00:04:22,840 --> 00:04:26,280 their audiences in social media, in the comments section in 89 00:04:26,280 --> 00:04:28,880 particular, and DMS. But really the comments is the 90 00:04:28,880 --> 00:04:30,800 area that's just kind of a total wasteland. 91 00:04:31,160 --> 00:04:35,760 We allow businesses to remove negative content that would be 92 00:04:35,760 --> 00:04:39,640 in their comments automatically and to engage with replies and 93 00:04:39,640 --> 00:04:42,120 work flows in the comments that are worth that. 94 00:04:42,120 --> 00:04:44,280 So someone who is asking you a question, we can help with the 95 00:04:44,280 --> 00:04:46,080 answer. If they're just putting some 96 00:04:46,080 --> 00:04:49,120 love out there, we can send love right back in the brand's voice 97 00:04:49,560 --> 00:04:51,720 contextual to the post. We watch the video and 98 00:04:51,720 --> 00:04:53,240 everything. So we're kind of like your best 99 00:04:53,240 --> 00:04:54,840 employee that's right there all the time. 100 00:04:55,040 --> 00:04:58,120 Only we can do about 1000 times as much as an employee can. 101 00:04:58,480 --> 00:05:00,400 And there's two ways that we operate with businesses. 102 00:05:00,400 --> 00:05:03,360 One is fully automated where we just run autopilot and you know, 103 00:05:03,360 --> 00:05:05,680 for like media companies have thousands of comments. 104 00:05:05,920 --> 00:05:10,200 We're in there, you know, doing the thing most businesses like 105 00:05:10,200 --> 00:05:13,000 to have a human in the loop. So we have a universal inbox 106 00:05:13,000 --> 00:05:16,560 where our drafted replies are there and a human goes in and 107 00:05:16,560 --> 00:05:19,040 sort of approves each, you know, post, post, post edit, edit, 108 00:05:19,040 --> 00:05:22,000 post, post, skip, skip, skip. And that seems to be the the way 109 00:05:22,000 --> 00:05:23,920 the business wants to work with AI right now. 110 00:05:24,000 --> 00:05:27,720 The 99% of the work gets done, but not that key 1% of taste of. 111 00:05:28,680 --> 00:05:33,160 It yeah and it makes a lot of sense because you know what is a 112 00:05:33,160 --> 00:05:36,440 brand voice? Well, that's really hard to pin 113 00:05:36,440 --> 00:05:38,960 down. We, we know what we don't want 114 00:05:38,960 --> 00:05:43,400 it to be, which is over LLM D with M dashes and like talking 115 00:05:43,400 --> 00:05:46,480 about pivots and all those like cliche phrases that we hear from 116 00:05:46,480 --> 00:05:49,000 GPT all the time. So that might mean like you're 117 00:05:49,000 --> 00:05:51,520 probably going to be like just like cruising down being like 118 00:05:51,520 --> 00:05:54,200 yes, yes, yes, yes, yes. And then there'll be 1 little 119 00:05:54,200 --> 00:05:56,800 comment that you like. Actually, I want to go a little 120 00:05:56,800 --> 00:06:00,280 extra on this one. Or you have actually a hot take 121 00:06:00,280 --> 00:06:01,400 for that. You have something fun to 122 00:06:01,400 --> 00:06:03,320 contribute. So that seems like it makes a 123 00:06:03,320 --> 00:06:05,680 lot of sense. And then as far as like negative 124 00:06:05,680 --> 00:06:07,560 comments, that's total no brainer. 125 00:06:07,560 --> 00:06:10,200 You just want to get that out as soon as possible. 126 00:06:10,200 --> 00:06:12,240 You know, it's like that. I like that. 127 00:06:12,560 --> 00:06:15,760 I like to consider it. They're trolls and you never 128 00:06:15,760 --> 00:06:18,360 feed the trolls. You just eliminate the trolls 129 00:06:18,360 --> 00:06:21,400 from your life. Exactly and and the the 130 00:06:21,400 --> 00:06:23,440 platforms. So we've been approved by Meta 131 00:06:23,440 --> 00:06:26,280 Store on Instagram and Facebook, brewed by YouTube, almost done 132 00:06:26,280 --> 00:06:28,600 with TikTok. All of the platforms have the 133 00:06:28,600 --> 00:06:31,360 same feature, which is called hide, which is to hide the 134 00:06:31,360 --> 00:06:33,640 comment. And that means that the angry 135 00:06:33,640 --> 00:06:35,480 poster doesn't even know that it was hidden. 136 00:06:35,480 --> 00:06:37,280 They still see it on their feed, but no one else does. 137 00:06:37,320 --> 00:06:40,200 A pretty elegant feature to keep the, you know, keep the drama 138 00:06:40,200 --> 00:06:44,360 down but still protect the feed. And so we automatically detect 139 00:06:44,360 --> 00:06:47,640 any number of different types of negativity, hate speech, you 140 00:06:47,640 --> 00:06:50,640 know, religious, violent speech, bullying, harassment, any of 141 00:06:50,640 --> 00:06:53,280 that with our language model and through sentiment analysis to 142 00:06:53,280 --> 00:06:55,720 identify it and we hide it. There are different settings in 143 00:06:55,720 --> 00:07:00,120 the platform, of course, for our app, if you want to keep dirty 144 00:07:00,160 --> 00:07:02,560 words in there, that's fine. But if you really don't want to 145 00:07:02,560 --> 00:07:04,880 have whatever the religious hate speech and bullying and things, 146 00:07:04,880 --> 00:07:07,760 we we remove those and escalate them to your team to take a look 147 00:07:07,760 --> 00:07:10,960 at what we took out for you. Yeah, that'd be a fun threshold. 148 00:07:11,520 --> 00:07:14,440 You know, like we're, we're really fond of the F word, but 149 00:07:14,440 --> 00:07:17,440 we don't want any S words. Can we make sure that that's? 150 00:07:18,680 --> 00:07:21,600 We actually do what we found with early customers was they 151 00:07:21,600 --> 00:07:26,040 want a threshold of tolerance for things like strong language 152 00:07:26,200 --> 00:07:29,240 to keep F bombs out, but S bombs in and we had to figure that 153 00:07:29,240 --> 00:07:30,800 out. So a little bit more on our on 154 00:07:30,800 --> 00:07:34,040 our model. We're pretty deep in the AI 155 00:07:34,040 --> 00:07:36,040 space. Our team has 10 years experience 156 00:07:36,040 --> 00:07:38,760 of AI and machine learning. So like this is not some wrapper 157 00:07:38,760 --> 00:07:42,040 ChatGPT. You will see companies out in 158 00:07:42,040 --> 00:07:44,400 the world doing that right now this like $1020.00 a month 159 00:07:44,400 --> 00:07:45,640 product and you get what you pay for. 160 00:07:45,640 --> 00:07:48,560 It's like not going to be the greatest quality, context, 161 00:07:48,560 --> 00:07:50,120 relevance, specificity, all that. 162 00:07:50,360 --> 00:07:53,080 And we just found just right there, F bombs and S bombs, 163 00:07:53,080 --> 00:07:54,560 different and D bombs and whatever. 164 00:07:54,560 --> 00:07:57,400 All these different things and brands each have their own 165 00:07:57,400 --> 00:07:59,680 relationship with our audience and we need to make sure that we 166 00:07:59,680 --> 00:08:03,080 can cater to that like very easily and pretty much 167 00:08:03,080 --> 00:08:06,000 automatically for everyone. And it's very nuanced, right? 168 00:08:06,000 --> 00:08:10,040 Because if it is a brand that's showing up in a big way on 169 00:08:10,040 --> 00:08:12,680 social media, obviously, like they got to have speak the 170 00:08:12,680 --> 00:08:14,880 vernacular, you know? Yeah. 171 00:08:15,120 --> 00:08:18,520 And turns out different. Our model works in every 172 00:08:18,520 --> 00:08:20,360 language. So different languages in the 173 00:08:20,360 --> 00:08:23,120 world have different nuances depending on the region. 174 00:08:23,120 --> 00:08:25,840 Argentine Spanish is different from Mexican Spanish is 175 00:08:25,840 --> 00:08:28,120 different from Spain Spanish, same with Portuguese. 176 00:08:28,480 --> 00:08:30,720 And so and the character sets for a lot of these different 177 00:08:30,720 --> 00:08:32,679 languages. And we've solved for all of that 178 00:08:32,679 --> 00:08:35,600 already because we're working with some brands that are in 180 179 00:08:35,600 --> 00:08:38,600 countries and they have a bar of excellence that we have to 180 00:08:38,600 --> 00:08:42,240 maintain that's like a native speaker in in the comments with 181 00:08:42,240 --> 00:08:44,000 the audience. So we've actually done a 182 00:08:44,000 --> 00:08:46,200 tremendous amount of work in a short amount of time to get to 183 00:08:46,200 --> 00:08:47,200 that quality level. Yeah. 184 00:08:47,200 --> 00:08:50,560 How many languages? Oh boy. 185 00:08:51,520 --> 00:08:53,440 You know, I don't know that we've officially counted, but 186 00:08:53,440 --> 00:08:55,920 it's over 100. We just know that, yes. 187 00:08:56,080 --> 00:08:59,280 So when, when someone writes a comment on a social media post, 188 00:08:59,280 --> 00:09:02,040 if it comes in in Japanese, we'll reply in Japanese 189 00:09:02,040 --> 00:09:03,600 characters. If it's half English, half 190 00:09:03,600 --> 00:09:07,960 Japanese, we'll mimic that. So yeah, our our model is is 191 00:09:08,000 --> 00:09:09,400 pretty darn deep. That's cool. 192 00:09:09,640 --> 00:09:13,160 Let's talk about the tech stack. As far as AI, like what what's 193 00:09:13,160 --> 00:09:16,200 the tech stack going into? Kind of the the AI you guys use. 194 00:09:17,120 --> 00:09:19,760 Yeah. So I'll answer a similar 195 00:09:19,760 --> 00:09:22,160 question maybe what models are we using? 196 00:09:22,600 --> 00:09:25,080 And the answer is all of them because it depends on the 197 00:09:25,080 --> 00:09:28,000 business. We're not trying to create a 198 00:09:28,120 --> 00:09:33,120 ILLMS ChatGPT will open AI for ChatGPT and Google with Gemini 199 00:09:33,120 --> 00:09:36,040 and and Elon with with with X and grok. 200 00:09:36,160 --> 00:09:38,520 They're great. They're huge and they're really, 201 00:09:38,520 --> 00:09:40,480 really good at what they do. So we're trying to reinvent 202 00:09:40,480 --> 00:09:42,640 that. But there are times when say 203 00:09:42,640 --> 00:09:47,880 ChatGPT 5 point O mini is best for like the general population 204 00:09:47,880 --> 00:09:49,920 of like neato or whatever, that kind of stuff. 205 00:09:50,600 --> 00:09:53,760 F bombs and curse words. Grok is really good for that. 206 00:09:53,760 --> 00:09:57,000 They're super, you know, deep in the, in the lingo. 207 00:09:57,440 --> 00:10:00,480 And then like, we have a, a couple of companies like the 208 00:10:00,480 --> 00:10:04,360 medical space and product space that have hundreds of products. 209 00:10:04,640 --> 00:10:08,840 We allow our users to upload product documents into their 210 00:10:08,840 --> 00:10:11,440 Sanify account so that we know all the products, all the 211 00:10:11,440 --> 00:10:14,640 colours, all the variations. Gemini's often better for that. 212 00:10:14,640 --> 00:10:16,200 So it kind of depends on the use case. 213 00:10:16,640 --> 00:10:20,960 And we see the, the AI being a is an enabler. 214 00:10:21,040 --> 00:10:23,000 It's kind of like Internet like 20 years ago. 215 00:10:23,440 --> 00:10:25,520 It's just a better way to get things done with business. 216 00:10:25,520 --> 00:10:28,000 And so we're going to use a lot of models and when there's five 217 00:10:28,000 --> 00:10:30,360 new ones in a few years, we'll use those too, because it's 218 00:10:30,360 --> 00:10:34,080 about value more than whatever technology it is. 219 00:10:34,080 --> 00:10:36,120 We just want to bring the businesses as much value as we 220 00:10:36,120 --> 00:10:37,640 can. Yeah, 100%. 221 00:10:38,000 --> 00:10:41,240 That's that's interesting. X is good with swearing. 222 00:10:41,240 --> 00:10:43,280 That makes sense. People really flame out over 223 00:10:43,280 --> 00:10:46,320 there on X. You know, I, I always, I have 224 00:10:46,320 --> 00:10:51,400 like a, a like hate relationship with X, you know, every couple 225 00:10:51,400 --> 00:10:53,520 of months I'm like, man, I just got to be more involved over 226 00:10:53,520 --> 00:10:54,480 there. And I go over there, I'm just 227 00:10:54,480 --> 00:10:57,120 like, Oh my God, it's just everyone's sniping at each other 228 00:10:57,440 --> 00:10:59,320 now. It did get significantly better 229 00:10:59,320 --> 00:11:02,240 when they kind of have a for you page where they're just like 230 00:11:02,480 --> 00:11:06,480 they, they take all the like the, the kind of founder or 231 00:11:06,800 --> 00:11:09,680 founder, the, the building public people all have kind of 232 00:11:09,680 --> 00:11:14,120 like a big thing going on, you know, hustle and grind culture. 233 00:11:14,200 --> 00:11:16,320 And I'll chime in every once in a while over there, but. 234 00:11:17,040 --> 00:11:19,800 It's also interesting that that Elon is open source. 235 00:11:19,800 --> 00:11:23,280 The algorithm, it's really important move for him who is, 236 00:11:23,520 --> 00:11:26,160 you know, claiming to be a big free speech guy is like not only 237 00:11:26,160 --> 00:11:29,080 free speech, but go ahead and see what we're choosing to show 238 00:11:29,080 --> 00:11:30,440 you and how, and then you can tune it. 239 00:11:30,640 --> 00:11:33,000 So that's new. That's only a few days or maybe 240 00:11:33,000 --> 00:11:34,480 a week or two old. So it's going to be really 241 00:11:34,480 --> 00:11:37,000 interesting to see what other platforms do in response. 242 00:11:37,000 --> 00:11:40,200 Because he got black box with everybody else as they addict 243 00:11:40,200 --> 00:11:43,560 you to more and more polarizing content that activates you. 244 00:11:43,560 --> 00:11:45,880 I don't know, like that's one way to think of how the 245 00:11:45,880 --> 00:11:48,040 algorithms work. But he's open sourcing it, which 246 00:11:48,040 --> 00:11:51,400 I think is a really interesting play in today's culture. 247 00:11:51,400 --> 00:11:54,040 Well, wasn't that a reaction to because because of Trump 248 00:11:54,040 --> 00:11:57,160 approving the sale of TikTok and basically saying that like he's 249 00:11:57,160 --> 00:12:00,440 going to have control of the TikTok algorithm, so that it's 250 00:12:00,440 --> 00:12:04,360 skews conservative, I guess, you know? 251 00:12:05,200 --> 00:12:06,000 It's. Crazy. 252 00:12:07,200 --> 00:12:10,480 OK, everyone loves to talk about vision, the pitch, the funding 253 00:12:10,480 --> 00:12:12,280 round. But you know what gets 0 love? 254 00:12:12,280 --> 00:12:16,240 The actual product build. That magical, terrifying phase 255 00:12:16,240 --> 00:12:19,200 where nothing works, the docs are out of date, and you've 256 00:12:19,200 --> 00:12:21,080 asked your dev team how's it going? 257 00:12:21,160 --> 00:12:24,800 For the 47th time today on Slack, That's where Code Story 258 00:12:24,800 --> 00:12:26,840 comes in. It's a podcast for start up 259 00:12:26,840 --> 00:12:29,400 founders who know that building The thing is the thing. 260 00:12:29,800 --> 00:12:33,120 Hosted by NOAA Labheart, Code Story goes deep with tech 261 00:12:33,120 --> 00:12:35,760 leaders who've been through it, shipping real products, 262 00:12:35,880 --> 00:12:39,040 surviving messy launches, and figuring out what actually 263 00:12:39,040 --> 00:12:41,040 works. And when you're on the edge of 264 00:12:41,040 --> 00:12:43,480 chaos. If you're building now or ever 265 00:12:43,480 --> 00:12:46,640 plan to, you'll want these stories in your ear balls. 266 00:12:47,320 --> 00:12:50,000 Search code story wherever you get your podcasts. 267 00:12:50,000 --> 00:12:53,480 Or visit codestory.co. Because founders talk vision. 268 00:12:53,480 --> 00:12:56,200 But builders, Builders tell code stories. 269 00:12:57,400 --> 00:13:00,680 Okay, I've got a confession. As a podcaster and founder, I'm 270 00:13:00,680 --> 00:13:03,680 constantly meeting incredible people, guests, listeners, or 271 00:13:03,680 --> 00:13:06,400 other entrepreneurs. But here's my little secret. 272 00:13:06,520 --> 00:13:09,640 I'm terrible at following up. My inbox is basically a 273 00:13:09,640 --> 00:13:11,440 graveyard of missed opportunities. 274 00:13:11,520 --> 00:13:14,120 Does that sound like you? You meet someone amazing, 275 00:13:14,120 --> 00:13:17,000 exchange emails, have great intentions, and then life 276 00:13:17,000 --> 00:13:19,080 happens. Six months later, you're kicking 277 00:13:19,080 --> 00:13:21,080 yourself thinking I should have stayed in touch with that 278 00:13:21,080 --> 00:13:23,320 person. This is exactly why I started 279 00:13:23,320 --> 00:13:26,920 using Warm Start dot AI and honestly, it's transformed how I 280 00:13:26,920 --> 00:13:29,920 think about my network. Instead of letting relationships 281 00:13:29,920 --> 00:13:34,280 go cold, Warm Start analyzes my existing contacts and helps me 282 00:13:34,280 --> 00:13:37,120 identify who I should be reaching out to and why. 283 00:13:37,440 --> 00:13:39,520 It even writes the outreach messages for me. 284 00:13:39,600 --> 00:13:42,560 But here's the key. I review everything before it 285 00:13:42,560 --> 00:13:44,600 goes out. I'm not just talking about this 286 00:13:44,600 --> 00:13:47,040 because they're a sponsor. I'm talking about it because 287 00:13:47,040 --> 00:13:49,920 watching a healthcare executive use this to build his entire 288 00:13:49,920 --> 00:13:53,560 Advisory Board in one weekend with four CEO sign ups made me 289 00:13:53,560 --> 00:13:56,960 realize I was leaving money on the table every single day. 290 00:13:57,480 --> 00:14:01,040 Your network is your net worth, but only if you actually nurture 291 00:14:01,040 --> 00:14:03,520 it. Check out warm start dot AI. 292 00:14:03,680 --> 00:14:07,840 Use code AI IFF to get 50 bucks off your first month. 293 00:14:08,120 --> 00:14:11,240 Stop letting your relationships turn into miss revenue. 294 00:14:12,040 --> 00:14:14,520 I mean you know not to. This is obviously not a 295 00:14:14,520 --> 00:14:16,200 political show but it is interesting. 296 00:14:16,200 --> 00:14:17,800 Like the liberal and conservatives. 297 00:14:17,800 --> 00:14:22,480 I'm like, are you guys are is any of this make any sense 298 00:14:22,480 --> 00:14:25,280 anymore? The thing I like about it, 299 00:14:25,280 --> 00:14:27,680 again, not not political because it's across the board, 300 00:14:27,920 --> 00:14:30,920 independent journalism, independent media channels, Joe 301 00:14:30,920 --> 00:14:33,000 Rogan and these kind of things, Tucker Carlson, whatever. 302 00:14:33,240 --> 00:14:37,280 Millions and millions of viewers on one singular way to deliver a 303 00:14:37,280 --> 00:14:41,120 viewpoint, which is not like mega mainstream media, which is 304 00:14:41,120 --> 00:14:43,320 how it's been for 200 years or whatever. 305 00:14:43,400 --> 00:14:46,280 It's just a really fascinating time to be thinking about ideas, 306 00:14:46,280 --> 00:14:48,720 communication. And we're kind of in that too. 307 00:14:48,720 --> 00:14:52,520 Is Santa Fe where for a brand that wants to talk to 100,000 of 308 00:14:52,520 --> 00:14:55,040 its customers personally, we do that. 309 00:14:55,040 --> 00:14:57,920 We have brand brands on right now that do 100,000 a month. 310 00:14:58,200 --> 00:15:01,040 We're, we're doing 100,000 interactions a month and they, 311 00:15:01,080 --> 00:15:03,520 there's no way they could do that without costing them a 312 00:15:03,520 --> 00:15:05,600 horrendous amount of money for human teams. 313 00:15:05,880 --> 00:15:08,000 And the humans are really happy with the results and they can 314 00:15:08,000 --> 00:15:10,840 spend more of their time on more strategic things to do with the 315 00:15:10,840 --> 00:15:12,520 data that we have from the interactions. 316 00:15:12,520 --> 00:15:15,920 So actually we're more of a data company and that way than an AI 317 00:15:15,920 --> 00:15:18,520 company. Yeah, like AI is the means to an 318 00:15:18,520 --> 00:15:21,040 end, which is to get you more data insights, to be more 319 00:15:21,040 --> 00:15:22,440 strategic with your business 100. 320 00:15:22,440 --> 00:15:25,400 Percent, you know, in you guys are like an interesting bridge, 321 00:15:25,720 --> 00:15:28,840 you know, because now we have all these AI tools. 322 00:15:28,840 --> 00:15:32,120 Stanify is awesome because it can it can kind of heal some of 323 00:15:32,120 --> 00:15:34,840 the the damaging aspects of social media. 324 00:15:35,280 --> 00:15:39,440 Social media is basically almost like a like AI don't know a 325 00:15:39,440 --> 00:15:42,320 right or something and and really technology kind of 326 00:15:42,320 --> 00:15:45,920 plateaued. It was like 2017, 2018. 327 00:15:45,920 --> 00:15:49,080 Is there anything really electric or energizing or any 328 00:15:49,080 --> 00:15:52,240 big IP OS any ways to like kind of capitalize on this? 329 00:15:52,240 --> 00:15:55,560 Or is it really just you know, you know, all of your fan 330 00:15:55,560 --> 00:15:58,440 companies are just like moving more and more into dominance. 331 00:15:58,440 --> 00:16:01,760 Well, boom, you know, GPT launches and then we have this 332 00:16:01,760 --> 00:16:05,600 whole new layer of technology to get excited about that can like, 333 00:16:06,040 --> 00:16:10,000 you know, improve on what we've got already and creative a lot 334 00:16:10,000 --> 00:16:13,640 of like lateral movements and create a lot of like, well, in 335 00:16:13,640 --> 00:16:17,240 this case, like editorial oversight, which is super 336 00:16:17,240 --> 00:16:19,800 important, you know, because like he, like you're saying that 337 00:16:19,800 --> 00:16:23,440 the, the algorithms have gotten so good, you know, particularly 338 00:16:23,440 --> 00:16:26,600 TikTok, you know, and Instagram for that matter. 339 00:16:26,680 --> 00:16:29,120 I mean, Instagram, I can't even go to the feed anymore. 340 00:16:29,120 --> 00:16:32,360 It just feeds me like the most beautiful women I've ever seen 341 00:16:32,360 --> 00:16:35,160 in my life, you know, doing squats and stuff. 342 00:16:35,280 --> 00:16:38,320 And I can't help but like watch it for 10 seconds and then 343 00:16:38,560 --> 00:16:41,280 that's all I get in my feed, you know, so. 344 00:16:41,600 --> 00:16:43,640 Just wait another couple of months and none of those women 345 00:16:43,640 --> 00:16:46,880 will be real anymore because why bother with real humans who have 346 00:16:46,880 --> 00:16:49,880 like emotions and like, you know, a job, like have to eat 347 00:16:49,880 --> 00:16:51,720 dinner and sleep don't need that anymore. 348 00:16:51,720 --> 00:16:54,760 So that's actually a whole other area of our business is the AI 349 00:16:54,760 --> 00:16:57,800 and virtual creator space. They're, you know, entire 350 00:16:57,800 --> 00:16:59,560 agencies that have all these that they're building up with 351 00:16:59,560 --> 00:17:02,120 hundreds of thousands of followers posts and tons of 352 00:17:02,120 --> 00:17:04,160 comments. And there's not a lot of 353 00:17:04,160 --> 00:17:07,280 interaction in the comments because those those aren't real. 354 00:17:07,520 --> 00:17:10,200 So we're in a position to be able to power that entire 355 00:17:10,200 --> 00:17:14,839 economy of virtual creators, kind of like 11 Labs is powering 356 00:17:14,839 --> 00:17:19,720 the the audible economy of, you know, voice to text to voice. 357 00:17:20,119 --> 00:17:24,440 Ours is the text version of written communications for these 358 00:17:24,440 --> 00:17:26,680 entities, which is exciting to think about. 359 00:17:26,880 --> 00:17:28,600 Scary, but, you know, also exciting. 360 00:17:28,600 --> 00:17:32,240 It's super exciting because also like, you know, what's great 361 00:17:32,240 --> 00:17:35,960 about social media in the beginning, let's say, is that it 362 00:17:35,960 --> 00:17:39,280 was a chronological, chronological feed of like who 363 00:17:39,280 --> 00:17:41,960 you wanted to follow. And so you're like, OK, cool, 364 00:17:41,960 --> 00:17:43,400 you have the opportunity to opt in. 365 00:17:43,400 --> 00:17:46,240 Well, now I don't have the opportunity to opt out of like 366 00:17:46,240 --> 00:17:49,960 every hot chick on Instagram. So I don't even go there because 367 00:17:49,960 --> 00:17:52,320 it's just embarrassing. You know, it's like, dude, you 368 00:17:52,320 --> 00:17:55,240 know what I want to see? I want to see a classic NFL 369 00:17:55,240 --> 00:17:59,480 clips and and you know, highlights of dunks and stuff 370 00:17:59,480 --> 00:18:00,920 like that's what I'm looking for. 371 00:18:01,240 --> 00:18:04,080 But if you put these beautiful women in the eye, of course I'm 372 00:18:04,080 --> 00:18:06,000 going to hover on it. So then you just keep it into 373 00:18:06,000 --> 00:18:07,880 me. So if if this is the trend that 374 00:18:07,880 --> 00:18:09,960 we're going to have some kind of customizable algorithm, it's 375 00:18:09,960 --> 00:18:14,440 best for everybody because I can say, of course, biologically I'm 376 00:18:14,440 --> 00:18:17,440 going to look at the pretty girls, but like I want to be 377 00:18:17,440 --> 00:18:20,400 able to filter away from that. I'm not just a monkey here. 378 00:18:20,400 --> 00:18:22,800 I'm a man with making decisions so. 379 00:18:24,360 --> 00:18:27,960 And you know, the Gary Vee is talking about this a lot right 380 00:18:27,960 --> 00:18:30,400 now. We're at the end of the follower 381 00:18:30,800 --> 00:18:33,720 sort of era of social media where you you post to your 382 00:18:33,720 --> 00:18:35,040 followers. And if you have millions of 383 00:18:35,040 --> 00:18:37,360 followers, you get a lot of views and that's fine. 384 00:18:37,400 --> 00:18:40,040 But that's that's really shifting over to the algorithmic 385 00:18:40,520 --> 00:18:45,880 sort of viral virality based media in social, which is like 386 00:18:45,880 --> 00:18:49,280 the TikTok for you page really pioneered it as a brand new 387 00:18:49,280 --> 00:18:53,560 account with no followers by way of micromanaging and and 388 00:18:53,560 --> 00:18:55,880 watching view time. They'll put it out to more and 389 00:18:55,880 --> 00:18:57,440 more people. You go viral immediately. 390 00:18:57,520 --> 00:19:01,000 So now you see a lot of really forward facing media companies 391 00:19:01,680 --> 00:19:03,600 doing what are they calling it? What's it called? 392 00:19:05,160 --> 00:19:08,960 Clip clip farming, where they'll put out like hundreds of clips 393 00:19:08,960 --> 00:19:12,080 onto TikTok and let the Agra choose the winner. 394 00:19:12,080 --> 00:19:13,360 And that's how you get your viewership. 395 00:19:13,480 --> 00:19:15,160 Not with millions of audience anymore. 396 00:19:15,160 --> 00:19:18,040 And so if that's the case, it's all the more important for 397 00:19:18,040 --> 00:19:21,040 brands to have an active relationship with their 398 00:19:21,520 --> 00:19:25,560 consumers online in any post in case it goes viral, because this 399 00:19:25,560 --> 00:19:28,320 whole like we have millions of followers that's going away. 400 00:19:28,320 --> 00:19:30,120 There's a whole new world now where you have to be ultra 401 00:19:30,120 --> 00:19:32,840 relevant right now. And we see that as a great place 402 00:19:32,840 --> 00:19:35,800 for us to be helping solve its scale in the in the comments 403 00:19:35,800 --> 00:19:37,760 sections. Yeah, 100%. 404 00:19:38,200 --> 00:19:40,680 Well, and then it's it's almost counterintuitive though, right, 405 00:19:40,680 --> 00:19:43,680 Because I mean you have enterprise type customers that 406 00:19:43,680 --> 00:19:45,720 are accustomed to having large audiences. 407 00:19:45,720 --> 00:19:48,320 If that goes away, what does that do to the business model? 408 00:19:49,320 --> 00:19:53,960 They will have to get in the game of catching viral hits and 409 00:19:53,960 --> 00:19:55,600 putting out tik toks every 10 minutes. 410 00:19:55,880 --> 00:19:58,280 They just have to. I mean literally Gary Vee says 411 00:19:58,280 --> 00:20:01,120 it way smarter than I can. Like you need to be doing this. 412 00:20:01,120 --> 00:20:04,040 You need like I think he said something like Tiffany as an 413 00:20:04,040 --> 00:20:06,040 example should have like 6 different. 414 00:20:06,400 --> 00:20:11,320 Channels that are like Tiffany Raw, Tiffany, you know, Bougie 415 00:20:11,320 --> 00:20:14,400 Tiffany foreign, like Tiffany, whatever, and just like 416 00:20:14,400 --> 00:20:17,400 literally just throw so much content out that the ones that 417 00:20:17,400 --> 00:20:19,600 don't catch, they're never seen so it doesn't matter. 418 00:20:19,600 --> 00:20:21,640 But the ones that do or that's how you really resonate with 419 00:20:21,640 --> 00:20:24,200 audiences. Regardless of any of that, for 420 00:20:24,200 --> 00:20:26,880 us, and we've seen this first hand with our brand partners, 421 00:20:27,240 --> 00:20:30,560 when a post does go viral, you get thousands of comments in 422 00:20:30,560 --> 00:20:33,760 like the first hour. And it's a, it's nearly 423 00:20:33,760 --> 00:20:35,680 impossible for humans to handle that load. 424 00:20:35,840 --> 00:20:38,600 We handle it with no problem. In fact, we've engineered how 425 00:20:38,600 --> 00:20:43,200 to, how to schedule those out. So it's not 1000 comments in a 426 00:20:43,200 --> 00:20:47,560 minute, but we can we can hang with viral posts and get the 427 00:20:48,040 --> 00:20:52,320 intent based audiences further down the funnel by way of 428 00:20:52,320 --> 00:20:54,320 answering the questions that they have that might be useful 429 00:20:54,320 --> 00:20:56,800 to a sale or to, you know, whatever next step to the brand 430 00:20:56,800 --> 00:20:58,800 wants. Well, it's really exciting when 431 00:20:58,800 --> 00:21:02,000 some pops like that, you know, like when you get something that 432 00:21:02,000 --> 00:21:05,320 goes viral, man, it's, it's like, oh, there we go. 433 00:21:05,720 --> 00:21:07,760 Where's this going to end up? It's it's really cool. 434 00:21:07,760 --> 00:21:10,920 And then it's also equally depressing when your next post 435 00:21:10,920 --> 00:21:13,840 does nothing. Well, that and it's also we 436 00:21:13,840 --> 00:21:17,000 found with current customers, it's depressing when you missed 437 00:21:17,000 --> 00:21:19,840 one, they've asked us things like we had a viral hit like a 438 00:21:19,840 --> 00:21:21,920 month ago, hit like a million bajillion, whatever. 439 00:21:21,920 --> 00:21:24,000 Can you go back there and like engage with those people now? 440 00:21:24,280 --> 00:21:28,360 And the answer is yes, we can go back into old posts and engage, 441 00:21:28,360 --> 00:21:31,920 but the moment is, is gone. And the, the real moment, 442 00:21:31,920 --> 00:21:34,840 especially for the algo and for the humans is like in that 443 00:21:34,840 --> 00:21:38,120 moment, be engaging. So we, you know, when a viral 444 00:21:38,120 --> 00:21:41,680 post happens, most brands are not, they miss equipped to 445 00:21:41,680 --> 00:21:44,160 handle, yeah, they miss most of the value in it. 446 00:21:44,160 --> 00:21:46,880 And we're right there being able to solve for that, which is 447 00:21:46,880 --> 00:21:48,920 exciting. It's interesting, like the, the 448 00:21:48,920 --> 00:21:52,320 virality on, on the algorithm is a lot like surfing, like you 449 00:21:52,320 --> 00:21:56,400 have to be on the wave, you know, and if you miss it by four 450 00:21:56,400 --> 00:21:59,480 or five hours, you might have just like, you know, by two 451 00:21:59,480 --> 00:22:02,640 orders of magnitude reduced your ability for reach. 452 00:22:02,640 --> 00:22:04,920 So whereas if you're hitting it and you're commenting and all 453 00:22:04,920 --> 00:22:07,840 those comments stack up and the plays get longer, people are in 454 00:22:07,840 --> 00:22:10,120 the comments, reading the comments and their reactions 455 00:22:10,400 --> 00:22:12,880 like, then it's just like really, really gets much, much 456 00:22:12,880 --> 00:22:16,760 bigger. So yes, and there's the wave 457 00:22:17,560 --> 00:22:20,360 metaphor for good. Catch that awesome wave and ride 458 00:22:20,360 --> 00:22:21,240 it. And then there's the wave 459 00:22:21,240 --> 00:22:24,000 metaphor for bad, I don't know what the sharks or something. 460 00:22:24,240 --> 00:22:27,680 When a post can go viral for bad reasons, you know, you can have 461 00:22:27,680 --> 00:22:30,760 a lot of people really angry and it gets spread like crazy. 462 00:22:30,760 --> 00:22:33,120 In fact, that spreads faster in some studies than the good 463 00:22:33,120 --> 00:22:34,920 stuff. We're there for protection. 464 00:22:35,480 --> 00:22:38,400 You know, we, we keep the, the real, the real negative stuff 465 00:22:38,400 --> 00:22:42,480 out of that equation so that it doesn't catch the wrong kind of 466 00:22:42,480 --> 00:22:45,160 fire as it's going up. And we're not into like, this 467 00:22:45,160 --> 00:22:48,680 isn't like a censorship thing. This is a brand owns an audience 468 00:22:48,960 --> 00:22:52,000 and reserves the right to control the conversation on 469 00:22:52,000 --> 00:22:53,440 their page. That's what we're doing. 470 00:22:53,440 --> 00:22:55,120 It's not an algo thing. It's not any of that. 471 00:22:55,120 --> 00:22:57,680 And in fact, we've had conversations with Meta about 472 00:22:57,680 --> 00:22:59,640 this very specifically. They really like what we're 473 00:22:59,640 --> 00:23:02,800 doing because they can't as a platform be in those kind of 474 00:23:02,800 --> 00:23:05,920 conversations on the brand pages for Facebook, Instagram and the 475 00:23:05,920 --> 00:23:07,480 rest. It's not their purview. 476 00:23:07,880 --> 00:23:10,680 We are doing something that they see is very valuable to the 477 00:23:10,680 --> 00:23:13,080 platform, to the brands and helping with a problem that's 478 00:23:13,080 --> 00:23:16,120 been around for all of social media history. 479 00:23:16,360 --> 00:23:18,960 Brands are not engaging with their comments enough. 480 00:23:19,400 --> 00:23:21,880 And so, yeah, we're, we're excited to have the support of 481 00:23:21,880 --> 00:23:24,680 the platforms, not just their approval of the app or whatever. 482 00:23:25,040 --> 00:23:27,360 And shout out to the ability to just get rid of negative 483 00:23:27,360 --> 00:23:29,760 comments because there's only so much negative comments you can 484 00:23:30,160 --> 00:23:33,880 you can muster. So I, I got a first hand 485 00:23:34,200 --> 00:23:37,440 knowledge about this. I, I actually started Denver's 486 00:23:37,440 --> 00:23:39,720 first social media marketing agency. 487 00:23:40,120 --> 00:23:42,400 This was like, this is before Instagram. 488 00:23:42,400 --> 00:23:45,600 This is before Facebook manager. This is like Myspace era. 489 00:23:46,760 --> 00:23:49,440 And at the time, you know, they're just rolling out like 490 00:23:49,440 --> 00:23:51,080 tripadvisors and stuff like that. 491 00:23:51,080 --> 00:23:53,040 I'm not going to mention the name of the company, but it was 492 00:23:53,040 --> 00:23:58,960 a a Colorado mountain resort ski resort and it did not have air 493 00:23:58,960 --> 00:24:01,880 conditioning in the summer and the windows didn't open. 494 00:24:02,040 --> 00:24:08,080 So people would make comments on the heat, they'd make comments 495 00:24:08,080 --> 00:24:13,000 on the smell, they'd make comments on, on the, the food 496 00:24:13,000 --> 00:24:14,680 and how much, how much they disliked it. 497 00:24:14,680 --> 00:24:19,040 And I mean, the, IT would be like 15 or 20, which isn't that 498 00:24:19,040 --> 00:24:22,840 much, but it was enough 15 or 20 negative comments a day that you 499 00:24:22,840 --> 00:24:27,360 were required to respond, you know, And so I had the, the, the 500 00:24:27,360 --> 00:24:32,200 gal that was working for me, I had about 3540 custom, depending 501 00:24:32,200 --> 00:24:37,200 on the, depending on the objection, if it was smell and 502 00:24:37,200 --> 00:24:39,760 food, be like, Oh, cool, we have your prepared response here. 503 00:24:39,760 --> 00:24:41,880 Just copy and paste. Boom, boom, boom, boom. 504 00:24:42,040 --> 00:24:43,600 But you know, that was like 2 hours a day. 505 00:24:43,600 --> 00:24:45,440 So, and it was also a slog, right? 506 00:24:45,440 --> 00:24:47,640 I had to assign that task to three or four different people 507 00:24:47,640 --> 00:24:49,600 because after it doesn't matter how much you pay and you're 508 00:24:49,600 --> 00:24:52,320 like, dude, I did not want to hear this, these comments 509 00:24:52,320 --> 00:24:55,440 anymore. It's so bad, you know, So to be 510 00:24:55,440 --> 00:24:58,400 able to do that and just have your threshold and negativity 511 00:24:58,400 --> 00:25:00,520 and be like, anything beyond this, dude, just get it out of 512 00:25:00,520 --> 00:25:01,640 here. I don't even want to see it, you 513 00:25:01,640 --> 00:25:03,440 know? So a couple of things there. 514 00:25:03,440 --> 00:25:05,680 If that was before Instagram, that must have been 15 years 515 00:25:05,680 --> 00:25:07,560 ago. And I'll tell you again, from 516 00:25:07,560 --> 00:25:10,960 first hand experience with our customers, the same processes 517 00:25:10,960 --> 00:25:13,480 are in place with many businesses who have like their 518 00:25:13,560 --> 00:25:17,360 Excel sheet of like Q&A and they just copy pasted over for the 519 00:25:17,360 --> 00:25:20,680 same 20 questions over and over. What we did then is we put up 520 00:25:20,680 --> 00:25:24,800 feature in our product to allow them to upload that to us and 521 00:25:24,800 --> 00:25:27,600 then we read any document you send in, Pete, we get PDFs, we 522 00:25:27,600 --> 00:25:30,200 get word docs, text docs, you know, Excel. 523 00:25:30,400 --> 00:25:33,000 And then we just take that in and we know the Q's and the A's 524 00:25:33,000 --> 00:25:35,920 and then we answer them. So it literally automatic and 525 00:25:35,920 --> 00:25:39,320 and we vary the answers. That's not the same robotic bot 526 00:25:39,320 --> 00:25:41,600 style response. We make them interesting and 527 00:25:41,600 --> 00:25:44,000 relevant to the style the person brought in when they asked a 528 00:25:44,000 --> 00:25:45,760 question, did they put an emoji? We'll put an emoji. 529 00:25:46,080 --> 00:25:49,200 So that's one thing is it's still the same today as it was 530 00:25:49,200 --> 00:25:53,200 15 years ago to most businesses. And #2 just so it's clear, we 531 00:25:53,200 --> 00:25:56,680 don't just remove negativity and throw it away to try and 532 00:25:56,680 --> 00:25:59,480 sanitize everything. We escalate the negative 533 00:25:59,480 --> 00:26:03,000 comments over to the teams of our, you know, our customers so 534 00:26:03,000 --> 00:26:07,440 that they can reply back in appropriate ways, whether on the 535 00:26:07,440 --> 00:26:11,440 comment publicly or through Adm. And again, we can automate all 536 00:26:11,440 --> 00:26:14,280 that as well, but we want it to be that there's coverage and 537 00:26:14,280 --> 00:26:17,080 handling, not just removing and pushing away. 538 00:26:17,280 --> 00:26:20,600 You know this is about improving all customer experiences, not 539 00:26:20,600 --> 00:26:23,600 just the positive ones. Yeah, it's an interesting line, 540 00:26:23,600 --> 00:26:27,360 right? Because if people need to be 541 00:26:27,360 --> 00:26:31,640 heard and even if they're belligerent, you know, it's 542 00:26:31,640 --> 00:26:34,080 maybe the kind of the charming thing about Reddit is somebody 543 00:26:34,080 --> 00:26:36,120 will say something really mean and they'll be like, hey, man, 544 00:26:36,120 --> 00:26:38,400 that kind of hurt my feelings. And they're like, sorry, I had a 545 00:26:38,400 --> 00:26:40,240 rough day. You know, I feel like when you 546 00:26:40,240 --> 00:26:42,800 have this like growth opportunity in the comments 547 00:26:42,800 --> 00:26:44,200 section, it's kind of a beautiful thing. 548 00:26:45,160 --> 00:26:48,600 You know, we've got, again, we've got customers who like 549 00:26:48,720 --> 00:26:51,120 spirited debate in their comments sections. 550 00:26:51,120 --> 00:26:54,160 They want to start some arguments, conversations, you 551 00:26:54,160 --> 00:26:57,320 know, back and forth. And we are our model can see 552 00:26:57,320 --> 00:27:00,520 when it's not inappropriate negativity, it can just be 553 00:27:00,520 --> 00:27:02,080 jousting and whatever that's fine. 554 00:27:02,080 --> 00:27:04,000 And we have fully had the ability to leave that out there, 555 00:27:04,000 --> 00:27:06,560 which is a very important part of social discourse. 556 00:27:06,840 --> 00:27:09,840 As we've, you know, seen here how important it is to 557 00:27:09,840 --> 00:27:12,320 communicate with each other by different ideas. 558 00:27:12,320 --> 00:27:16,280 And so again, we're we're, it's nice that we're able to bring 559 00:27:16,280 --> 00:27:19,080 that level of service and not just be removing all of the time 560 00:27:19,080 --> 00:27:22,400 and over sanitizing what's a really important part of social, 561 00:27:22,520 --> 00:27:26,000 like the social part of people interacting with each other, not 562 00:27:26,000 --> 00:27:28,400 just reading an ad on your Instagram or whatever. 563 00:27:28,400 --> 00:27:31,840 Yeah, You know, it seems like a lot of brands, big brands 564 00:27:31,840 --> 00:27:34,560 especially, are clamoring for, I guess what are they calling it 565 00:27:34,560 --> 00:27:35,840 now? AEO? 566 00:27:36,280 --> 00:27:39,720 So it's like answer engine optimization, which is to say, 567 00:27:39,720 --> 00:27:45,400 if someone goes to GPT and says what's the best soda? 568 00:27:45,400 --> 00:27:48,000 And they're like, oh, you know, Coca Cola's the best soda in the 569 00:27:48,000 --> 00:27:52,760 world, obviously. So is there any evidence that 570 00:27:52,840 --> 00:27:57,640 the the general, the the social media platforms, and the 571 00:27:57,640 --> 00:28:01,560 comments section are being used as training data by LLMS that 572 00:28:01,560 --> 00:28:07,360 might help optimize AEO? Yes, big yes. 573 00:28:07,360 --> 00:28:09,640 And so that's like that's, I don't want to call it secret 574 00:28:09,640 --> 00:28:12,200 sauce, but let's not tell around too much beyond this podcast. 575 00:28:12,240 --> 00:28:16,200 Yes, it's a it's a really important source for delivering 576 00:28:16,240 --> 00:28:18,480 high quality answers back to those questions. 577 00:28:18,760 --> 00:28:22,800 The search engine model and page ranking of Google is so archaic 578 00:28:22,800 --> 00:28:25,680 now compared to what these language models can do, which is 579 00:28:25,680 --> 00:28:28,640 to go canvas the Internet and where the highest quality 580 00:28:28,640 --> 00:28:31,800 answers often are are in the back and forth Q&A's on these 581 00:28:31,800 --> 00:28:34,480 social platforms. Reddit is a great one and the 582 00:28:34,480 --> 00:28:37,360 other social platforms. So what we're doing is 583 00:28:37,360 --> 00:28:40,920 essentially feeding that information machine in a good 584 00:28:40,920 --> 00:28:43,800 way for the for the brands to be able to have the questions and 585 00:28:43,800 --> 00:28:46,400 answers out there for those models to take in. 586 00:28:46,400 --> 00:28:49,000 And I think we're just at the first couple innings of that 587 00:28:49,000 --> 00:28:52,280 being the transition away from the Page Rank search engine 588 00:28:52,280 --> 00:28:55,880 model that Google has printed trillions of dollars of past 20 589 00:28:55,880 --> 00:28:59,360 years on, You know, wild. Well, the, the, the kind of 590 00:28:59,840 --> 00:29:02,400 e-commerce model is completely flipped up too now. 591 00:29:02,640 --> 00:29:06,440 I think it was yesterday that Open AI said that they're going 592 00:29:06,440 --> 00:29:09,760 to, they're going to test with Etsy and about a million Spotify 593 00:29:09,760 --> 00:29:11,480 accounts. But when it's giving 594 00:29:11,480 --> 00:29:14,720 recommendations, it's going to send, it's going to create the 595 00:29:14,720 --> 00:29:18,000 whole e-commerce experience through GPT, but do all 596 00:29:18,000 --> 00:29:19,760 fulfilment through the Shopify stores. 597 00:29:19,760 --> 00:29:23,040 So that what that means is as the merchant, I'm controlling 598 00:29:23,120 --> 00:29:26,600 the customer experience and I'm retaining all the customer data. 599 00:29:26,960 --> 00:29:30,480 So with Google or Amazon, you know, you just go into their 600 00:29:30,480 --> 00:29:33,000 ecosystem and it's Amazon's customer. 601 00:29:33,320 --> 00:29:35,040 But here it's saying, no, they're going to keep the 602 00:29:35,040 --> 00:29:37,280 independent merchants in the loop. 603 00:29:37,640 --> 00:29:39,640 So, you know, if you're getting kind of like these 604 00:29:39,640 --> 00:29:42,600 recommendations and it's saying like, hey, you know, actually 605 00:29:42,760 --> 00:29:46,520 Hank has the best, you know, dill pickle potato chips on 606 00:29:46,520 --> 00:29:49,000 planet Earth and it gives you the recommendation. 607 00:29:49,000 --> 00:29:51,680 You'll be able to serve to sell straight through them. 608 00:29:51,680 --> 00:29:53,640 And of course, then you could go for all of sales and 609 00:29:53,640 --> 00:29:56,680 subscriptions or whatever. And it, you know, for 610 00:29:56,840 --> 00:30:00,760 independent creators, I mean, this is like massive and it, but 611 00:30:00,760 --> 00:30:02,640 already I think it's what's it called? 612 00:30:02,680 --> 00:30:06,800 It's called like large language sales protocol from Stripes. 613 00:30:06,800 --> 00:30:09,440 So Stripes doing all the merchant services behind it. 614 00:30:10,040 --> 00:30:13,520 So this could be a whole new industry and maybe even closer 615 00:30:13,520 --> 00:30:16,680 to the Internet that we were promised, which was kind of a 616 00:30:16,680 --> 00:30:21,160 level a level playing field. Which is all to say, which is 617 00:30:21,160 --> 00:30:24,600 all to say that a brand of any size at this point really needs 618 00:30:24,600 --> 00:30:27,840 to be minding their comments and not necessarily just with like a 619 00:30:27,840 --> 00:30:30,880 heart emoji or whatever. But if you can engage in 620 00:30:30,880 --> 00:30:34,640 dialogue to really get in depth responses, to get really 621 00:30:34,640 --> 00:30:40,840 important, like to help people and to satisfy what they want. 622 00:30:41,160 --> 00:30:44,480 Like you're going to get these, these, these recommendations 623 00:30:44,480 --> 00:30:48,880 from the LLMS And those, I mean, I, I think are, are worth 624 00:30:48,880 --> 00:30:52,000 weight, worth their weight in gold in comparison to Google 625 00:30:52,000 --> 00:30:54,120 response. Google will give you a page with 626 00:30:54,120 --> 00:30:57,680 a bunch of ads on it, whereas GPT might be your best friend, 627 00:30:57,680 --> 00:31:00,360 knows everything about you and it just gives you 3 choices and 628 00:31:00,360 --> 00:31:02,360 you're like it must be the best because it loves me. 629 00:31:03,440 --> 00:31:05,880 Yep, that's right. And, and it yeah, I'm, no, I'm 630 00:31:05,880 --> 00:31:08,520 not an SEO wizard, but I know enough to be dangerous about it. 631 00:31:08,920 --> 00:31:12,880 The past decade or two has been, you know, pages, backlinks to 632 00:31:12,880 --> 00:31:14,360 your pages. And then there's these, you 633 00:31:14,360 --> 00:31:17,120 know, models or these, these workflows where you have 634 00:31:17,120 --> 00:31:20,200 thousands and thousands and thousands like blog articles 635 00:31:20,400 --> 00:31:23,040 loaded up with keywords. And then you dump a bunch of 636 00:31:23,040 --> 00:31:25,040 backlinks on there and have them all talking to each other. 637 00:31:25,040 --> 00:31:26,800 And then it shows up on the page rank and then you get on 638 00:31:26,800 --> 00:31:29,920 Google's front page. That's just that's not real 639 00:31:30,040 --> 00:31:31,800 value. It's manufactured a lot of it. 640 00:31:32,000 --> 00:31:34,720 And so if you take what you just described in the comments 641 00:31:34,720 --> 00:31:37,000 section of real people talking about real interests about your 642 00:31:37,000 --> 00:31:40,640 real product, that's the backlinks that are one person at 643 00:31:40,640 --> 00:31:42,600 a time. And that's their their opinion 644 00:31:42,600 --> 00:31:45,880 and their thoughts, which is way higher quality and more accurate 645 00:31:45,880 --> 00:31:47,800 representation of real value in the market. 646 00:31:47,800 --> 00:31:50,520 So this is great. It's like democratizing value 647 00:31:50,800 --> 00:31:53,600 out out on the web now in e-commerce and everything else 648 00:31:53,600 --> 00:31:56,320 that is brand related. So cool, it's a whole new dawn 649 00:31:57,240 --> 00:31:59,320 and Stanify. Right, by the way, you have to 650 00:31:59,320 --> 00:32:03,200 say this one last part. You mentioned Shopify, you know 651 00:32:05,360 --> 00:32:08,880 Shopify merchants have usually have e-commerce products they 652 00:32:08,880 --> 00:32:12,000 sell ads to drive eyeballs to their e-commerce products 653 00:32:12,000 --> 00:32:14,280 because the algo doesn't want to give you that love. 654 00:32:14,280 --> 00:32:17,520 They want you to pay Meta and YouTube and these others. 655 00:32:17,800 --> 00:32:20,680 One really important part of stanifying where we bring value 656 00:32:20,680 --> 00:32:24,640 is to protect the ad spend. So when companies that we have 657 00:32:24,640 --> 00:32:27,800 one customer who they have a small e-commerce business, maybe 658 00:32:27,800 --> 00:32:32,200 like 10,000 Instagram followers and when they post a regular 659 00:32:32,200 --> 00:32:34,600 post beautiful women on the beach with their product or 660 00:32:34,600 --> 00:32:37,680 whatever, no comments at all. Like nobody comments on that. 661 00:32:37,880 --> 00:32:41,760 However, when they run ads, they get 800 comments, 1000 comments, 662 00:32:41,760 --> 00:32:45,840 200 to 2000 comments on the ad and they're in there all day 663 00:32:45,840 --> 00:32:48,720 long refreshing Facebook business manager to try and 664 00:32:48,720 --> 00:32:50,680 catch the negativity. Looks cheap, wouldn't buy it. 665 00:32:50,800 --> 00:32:54,080 And removing that to protect the spend and the quality of the 666 00:32:54,080 --> 00:32:58,000 experience of a of a user taking in that ad, we can do that 667 00:32:58,000 --> 00:32:59,800 automatically and answer all the questions. 668 00:32:59,800 --> 00:33:02,680 So that opens up a market of I don't know, 100 million 669 00:33:02,720 --> 00:33:06,400 businesses globally that buy ads on the Internet on social. 670 00:33:07,040 --> 00:33:10,080 So it's a great, a great thing to see the problem there. 671 00:33:10,120 --> 00:33:12,480 And at this point it's like our opportunity to to lose. 672 00:33:12,480 --> 00:33:15,560 We won't go get it. No doubt the Shopify merchants 673 00:33:15,560 --> 00:33:16,880 come on over. Come on over. 674 00:33:19,760 --> 00:33:23,320 This episode is brought to you by Moburst, the AI first growth 675 00:33:23,320 --> 00:33:27,040 engine trusted by iconic startups like Calm, Robin Hood, 676 00:33:27,160 --> 00:33:31,320 Reddit, Uber and Google. Moburst is a digital, full 677 00:33:31,320 --> 00:33:34,560 service, mobile first marketing agency that helps companies to 678 00:33:34,560 --> 00:33:37,000 scale and become category leaders. 679 00:33:37,280 --> 00:33:40,000 Whether you're finding product market fit or ready to 680 00:33:40,000 --> 00:33:43,720 accelerate growth, Moburst delivers creative, data-driven 681 00:33:43,720 --> 00:33:47,520 solutions that help with scale and efficiency and impact. 682 00:33:47,840 --> 00:33:50,200 And Moburst, we're not just guessing what works. 683 00:33:50,200 --> 00:33:53,840 We're predicting it. As an AI first agency, Moburst 684 00:33:53,840 --> 00:33:57,680 uses cutting edge tools to analyze user behavior, adapt 685 00:33:57,680 --> 00:34:01,600 creative in real time, and cover hidden growth opportunities. 686 00:34:01,640 --> 00:34:03,800 The result? Marketing that's faster, 687 00:34:03,800 --> 00:34:07,440 smarter, and built to convert from early stage startups to 688 00:34:07,440 --> 00:34:09,560 global brands. We've helped hundreds of 689 00:34:09,560 --> 00:34:12,920 companies overcome complex challenges, unlock new 690 00:34:12,920 --> 00:34:15,840 audiences, and optimize every metric that matters. 691 00:34:16,440 --> 00:34:19,440 At Moeburst, we believe that creative thinking, advanced 692 00:34:19,440 --> 00:34:23,120 technology, and data are the core drivers of success at 693 00:34:23,120 --> 00:34:25,080 scale. If you're serious about scaling 694 00:34:25,080 --> 00:34:28,520 your business with precision and purpose, it's time to talk to 695 00:34:28,520 --> 00:34:31,280 Moeburst. Visit moeburst.com and let's 696 00:34:31,280 --> 00:34:33,960 build something category defining together. 697 00:34:35,960 --> 00:34:37,960 Hey founders, let me ask you this. 698 00:34:38,239 --> 00:34:41,800 Are you building with AI or getting left behind by it? 699 00:34:42,560 --> 00:34:46,280 If you're serious about scaling smarter, faster and bolder, you 700 00:34:46,280 --> 00:34:49,760 need to check out AI for founders.co. 701 00:34:50,239 --> 00:34:53,199 It's your go to resource for cutting through the noise and 702 00:34:53,199 --> 00:34:55,639 actually using AI to grow your startup. 703 00:34:56,280 --> 00:35:00,760 Each week, AI for Founders drops a sharp, no fluff newsletter, 704 00:35:01,080 --> 00:35:05,280 dives deep with expert guests on the podcast, and hosts monthly 705 00:35:05,280 --> 00:35:08,560 workshops where you can get your hands dirty with the real tools 706 00:35:08,560 --> 00:35:12,200 and strategies. Whether you're precede or Series 707 00:35:12,200 --> 00:35:15,520 B and beyond, launching something new or just staying 708 00:35:15,520 --> 00:35:20,280 sharp, AI for Founders gives you the edge you need to win in 2025 709 00:35:20,280 --> 00:35:23,880 and beyond. Hit AI for founders.co to 710 00:35:23,880 --> 00:35:27,480 subscribe to the newsletter, tune into the podcast, and grab 711 00:35:27,480 --> 00:35:30,520 your spot in the next workshop, and it's all free. 712 00:35:30,800 --> 00:35:34,800 Build smarter, move faster, think bolder with AI for 713 00:35:34,800 --> 00:35:36,400 Founders. Now back to the show. 714 00:35:42,400 --> 00:35:44,880 Let's talk about your ideal customers, like you're a very 715 00:35:44,880 --> 00:35:48,280 new business and you have been somehow been able to secure 716 00:35:48,440 --> 00:35:52,000 massive logos, enterprise logos as early customers. 717 00:35:52,320 --> 00:35:56,200 So talk about your ideal client is like a the independent 718 00:35:56,840 --> 00:35:59,880 Spotify merchant a great candidate for stanify. 719 00:35:59,880 --> 00:36:02,600 Are you looking obviously the the big enterprise you can 720 00:36:02,600 --> 00:36:04,640 facilitate that talk about that a little bit. 721 00:36:05,720 --> 00:36:07,080 Yeah. So great question. 722 00:36:07,080 --> 00:36:10,840 And the short answer is we don't have the ICP nailed yet because 723 00:36:11,040 --> 00:36:14,480 we're solving really acute pain points, migraine level pain 724 00:36:14,480 --> 00:36:18,880 points for small E com Shopify merchants, for example, that 725 00:36:18,880 --> 00:36:20,920 might have a $2,000,000 a year business and they're just 726 00:36:20,920 --> 00:36:24,880 drowning in the needs of social media campaigns. 727 00:36:25,440 --> 00:36:28,000 And then you have these holding companies, Fortune 100. 728 00:36:28,000 --> 00:36:29,840 I don't want to go in too much detail here, but we're dealing 729 00:36:29,840 --> 00:36:31,760 with some of the biggest companies in the world that have 730 00:36:32,200 --> 00:36:36,240 similar needs of coverage on social, but like safety is a 731 00:36:36,240 --> 00:36:38,480 huge part because they have 1,000,000 of audience and 732 00:36:38,480 --> 00:36:41,560 hundreds of thousands of conversations to be monitoring 733 00:36:41,560 --> 00:36:43,000 where the small companies don't have that. 734 00:36:43,080 --> 00:36:46,880 So what is in the in the Venn diagram common with both of them 735 00:36:47,000 --> 00:36:51,760 is my business is trying to interface with humans on social. 736 00:36:52,080 --> 00:36:57,240 And if you have a challenges there that if helped would you 737 00:36:57,240 --> 00:36:59,600 know, give your business a better chance of success, that's 738 00:36:59,600 --> 00:37:02,840 the ICP. So that's really general, but 739 00:37:02,840 --> 00:37:06,000 our products can service tiny companies all the way up to the 740 00:37:06,000 --> 00:37:08,560 biggest of the big. And we don't really want to tune 741 00:37:08,560 --> 00:37:11,440 it more than that until we learn more about, you know, how much 742 00:37:11,440 --> 00:37:14,800 deeper we would need to go with the enterprise customers versus 743 00:37:14,800 --> 00:37:17,360 the small ecoms. And the truth is what works for 744 00:37:17,360 --> 00:37:20,880 enterprise, whether you're selling 100 million tchotchkes 745 00:37:20,880 --> 00:37:24,520 online and over here this guy's selling 1000 tchotchkes, same 746 00:37:25,080 --> 00:37:26,880 challenges. So what we're building for 747 00:37:26,880 --> 00:37:29,120 enterprise actually works for the smaller customers as well. 748 00:37:29,640 --> 00:37:35,320 Readable so cool so you have clients you you have traction. 749 00:37:35,640 --> 00:37:38,960 You guys are killing it, but also you're funding or you're 750 00:37:38,960 --> 00:37:41,240 looking for a growth round of financing. 751 00:37:41,240 --> 00:37:45,120 Now I know people in this audience are always looking for 752 00:37:45,640 --> 00:37:49,280 a winner and looking to get in early with the deal. 753 00:37:49,280 --> 00:37:53,000 So talk a little bit about the the, the investment opportunity 754 00:37:53,000 --> 00:37:55,240 and maybe minimum check size you're looking for. 755 00:37:55,800 --> 00:37:58,160 Sure. So we've got a really unique 756 00:37:58,160 --> 00:37:59,800 thing here. So we bootstrapped the company 757 00:37:59,800 --> 00:38:02,000 from the start only four or five months ago. 758 00:38:02,000 --> 00:38:04,760 We get started and immediately got enterprise traction. 759 00:38:05,000 --> 00:38:08,920 And we also have SMBs and news and media, entertainment, sports 760 00:38:08,920 --> 00:38:11,880 leagues, like we have a bunch of customers that we're learning 761 00:38:11,880 --> 00:38:14,080 from, but we don't have thousands of customers because 762 00:38:14,080 --> 00:38:16,560 we didn't want thousands. Once we realized we have Fortune 763 00:38:16,560 --> 00:38:19,040 100 to deal with, we're in a big learning mode there. 764 00:38:19,040 --> 00:38:21,960 And so we thought we might bootstrap at the beginning of 765 00:38:21,960 --> 00:38:24,840 the company, just bootstrap into the market and just be fine. 766 00:38:25,040 --> 00:38:28,480 But we've got so much to do for the for the enterprise clients 767 00:38:28,480 --> 00:38:30,760 that we just want more engineering firepower to move 768 00:38:30,760 --> 00:38:32,960 faster on our product and learn faster. 769 00:38:33,080 --> 00:38:36,840 So the raise is just for engineering to handle inbound 770 00:38:36,840 --> 00:38:40,840 demand and current customers and the the sort of growth part in 771 00:38:40,840 --> 00:38:42,920 like automating self-serve product. 772 00:38:42,920 --> 00:38:44,760 We've kind of already built all that, but we don't want to bring 773 00:38:44,760 --> 00:38:47,240 that on until we really know that we can service these 774 00:38:47,240 --> 00:38:51,080 Fortune 100, Fortune 5000. So it's a, it's a lean 775 00:38:51,520 --> 00:38:54,560 fundraise. And you know, this is 1 where we 776 00:38:54,560 --> 00:38:56,920 don't really know how much capital we're going to need. 777 00:38:56,920 --> 00:39:00,880 Like some of these brands have like 500 companies in their 778 00:39:00,880 --> 00:39:04,160 portfolio in 180 countries, right? 779 00:39:04,280 --> 00:39:07,600 And so that's like 100,000 potential Sanifi accounts 780 00:39:07,600 --> 00:39:08,880 because they're all in different languages. 781 00:39:08,880 --> 00:39:15,040 And so we, we're raising with strategic investors who can help 782 00:39:15,040 --> 00:39:18,200 us with the opportunity. It's not like mom and pop 783 00:39:18,360 --> 00:39:21,960 doctors and lawyers kind of checks, which you could do, but 784 00:39:21,960 --> 00:39:24,240 we want to, we want to have people that are as excited about 785 00:39:24,480 --> 00:39:28,240 our opportunities we are. And so the check sizes, it can 786 00:39:28,240 --> 00:39:30,240 be small. We've had investors come on for 787 00:39:30,240 --> 00:39:33,760 as little AS25K because they bring so much value. 788 00:39:33,760 --> 00:39:36,320 Beyond that, we don't care about the number, but then there's 789 00:39:36,320 --> 00:39:39,080 also much larger checks in the mix as well. 790 00:39:39,320 --> 00:39:41,960 The strategic help is the thing. We we just see it as our 791 00:39:41,960 --> 00:39:43,480 opportunity to lose. If we don't have the right 792 00:39:43,480 --> 00:39:46,280 people with us, we'll be missing missing the ball. 793 00:39:46,440 --> 00:39:48,880 It sounds like you just don't like moms and dads and doctors. 794 00:39:49,800 --> 00:39:52,160 Oh, man, I've started several companies in the past and I've 795 00:39:52,160 --> 00:39:55,040 taken friends and family money and you know what it comes with. 796 00:39:55,320 --> 00:39:57,520 It comes with a different kind of obligation, you know? 797 00:39:57,760 --> 00:39:59,000 What I mean, yes it does. It does. 798 00:39:59,000 --> 00:40:01,120 It makes Thanksgiving a little spicy like. 799 00:40:02,640 --> 00:40:04,680 We got. That and you know, no offense to 800 00:40:04,680 --> 00:40:08,000 small check writers at all, but the I mean, this is well known 801 00:40:08,000 --> 00:40:10,040 in the startup world. The smaller the check, the more 802 00:40:10,040 --> 00:40:12,240 maintenance they are as an investor asking questions all 803 00:40:12,240 --> 00:40:14,200 the time. And which is not bad if the 804 00:40:14,200 --> 00:40:17,320 questions are in a name to help. But sometimes it can be people 805 00:40:17,320 --> 00:40:20,600 that might not just be as sophisticated about the trials 806 00:40:20,600 --> 00:40:23,400 and tribulations of the startup world and how wild the swings 807 00:40:23,400 --> 00:40:25,440 can be. And so we just found every time, 808 00:40:25,440 --> 00:40:28,640 like my Co founder sold his last business to Facebook after going 809 00:40:28,640 --> 00:40:31,520 through Y Combinator. Like we both, you know, we're 810 00:40:31,520 --> 00:40:33,200 older, we got some Gray hairs going on. 811 00:40:33,200 --> 00:40:34,440 We've been around the block a few times. 812 00:40:34,440 --> 00:40:37,120 And we really, the quality of the people you're working with 813 00:40:37,120 --> 00:40:39,320 early really makes a difference in the long run. 814 00:40:39,320 --> 00:40:41,360 It's it's kind of like a merit. It's like you really want to be 815 00:40:41,400 --> 00:40:44,200 long term partners with the people that are early on. 100% 816 00:40:44,200 --> 00:40:47,600 So you're looking more for like angels baby family offices, 817 00:40:47,800 --> 00:40:51,120 you're not going all the venture route yet, right? 818 00:40:52,160 --> 00:40:53,760 Yes. And in fact the venture 819 00:40:53,760 --> 00:40:56,280 companies we've talked to, they have this like 8 week diligence 820 00:40:56,280 --> 00:40:58,920 process and IC and you know all this stuff, which is which is 821 00:40:58,920 --> 00:41:02,120 fine, but we found the ones who are really interested in what 822 00:41:02,120 --> 00:41:04,000 we're doing, they commit immediately and then we can get 823 00:41:04,000 --> 00:41:05,760 back to work. We don't want to be spending 824 00:41:06,120 --> 00:41:09,200 months fundraising, we'd rather just get back to the work, any 825 00:41:09,200 --> 00:41:10,720 opportunities. So there's that. 826 00:41:10,720 --> 00:41:14,360 And for all the venture capitalists out there, if it's 827 00:41:14,520 --> 00:41:18,200 too fast, too early to whatever, we're happy to service your port 828 00:41:18,200 --> 00:41:20,440 coast because all of them need what we do. 829 00:41:20,480 --> 00:41:22,760 And so we found that there's a biz dev angle there that really 830 00:41:22,760 --> 00:41:25,360 works well for us if a fund. Not the right fit. 831 00:41:25,400 --> 00:41:26,920 Now he's pivot. We're like, yeah, we're not so 832 00:41:26,960 --> 00:41:29,480 interested in you as a investment opportunity, however 833 00:41:29,840 --> 00:41:32,960 your portfolio's working. We're looking at all the bad 834 00:41:32,960 --> 00:41:34,280 shit. Look at all the bad stuff on 835 00:41:34,280 --> 00:41:35,520 their feeds. We can help with that, you know, 836 00:41:35,520 --> 00:41:36,720 And then we turn them into business. 837 00:41:37,080 --> 00:41:40,960 And it is it. Am I interpreting this right as 838 00:41:41,320 --> 00:41:45,560 stanify as in the M&M stands? Yes, exactly. 839 00:41:45,560 --> 00:41:50,280 So Standify it comes from the the stand which used to mean a 840 00:41:50,280 --> 00:41:53,800 stalker fan in the M&M days and it's kind of colloquially become 841 00:41:53,800 --> 00:41:55,320 superfan. And what we thought at the 842 00:41:55,320 --> 00:41:58,200 beginning of the company was via all the engagement in your 843 00:41:58,200 --> 00:42:00,320 comments, we're turning your fans into superfans. 844 00:42:00,560 --> 00:42:02,280 And it is still that there's an element of it. 845 00:42:02,280 --> 00:42:05,560 But already in four months we've learned that like safety and 846 00:42:05,560 --> 00:42:08,240 data and insights is so important to businesses. 847 00:42:08,240 --> 00:42:10,920 We might not have named it that if we'd have known really what 848 00:42:10,920 --> 00:42:13,080 the product market fit is looking like it's going to be, 849 00:42:13,080 --> 00:42:14,720 but we'll stick with it. It's still kind of it's cool. 850 00:42:15,280 --> 00:42:17,360 I love it. I love it and I I think really 851 00:42:17,360 --> 00:42:20,720 the AEO like if you can get like solid data that like you're 852 00:42:20,720 --> 00:42:24,400 improving people's ranking and recommendations with LLMS 853 00:42:24,400 --> 00:42:30,720 through dude, that's that that might spawn the branches right 854 00:42:30,720 --> 00:42:32,160 there. I mean, it's it's we're. 855 00:42:32,160 --> 00:42:33,840 Very excited. Like you said, it's the first 856 00:42:33,840 --> 00:42:37,680 couple of innings of this, but like the more time we spend with 857 00:42:37,680 --> 00:42:41,640 GPT, the more it gets to know us, the more it likes us. 858 00:42:41,640 --> 00:42:43,680 It's not going to be so complimentary. 859 00:42:43,680 --> 00:42:46,120 They'll, they'll figure out the right tone for each individual 860 00:42:46,120 --> 00:42:48,600 person. And when you, you ask it like 861 00:42:48,600 --> 00:42:51,360 what kind of salad dressing you should get, it's going to tell 862 00:42:51,360 --> 00:42:55,200 you and you're going to like it, you know, So it's, it's really 863 00:42:55,200 --> 00:42:56,480 cool. Hank, I really appreciate you 864 00:42:56,480 --> 00:43:00,000 coming on, especially this early into your process. 865 00:43:00,000 --> 00:43:02,440 You know, this, this audience is full of founders. 866 00:43:02,440 --> 00:43:04,560 We're all in different stages with different projects. 867 00:43:05,120 --> 00:43:09,200 I think a lot, a lot of the the founders had a little Gray too. 868 00:43:09,400 --> 00:43:11,240 So maybe they're on their second, third project. 869 00:43:11,240 --> 00:43:14,560 Maybe they're in deep 6-7 years and they're holding their head 870 00:43:14,680 --> 00:43:17,760 at the end of the day. But to remember those early days 871 00:43:17,760 --> 00:43:21,680 of, of launch and validation and traction, it's so exciting, man. 872 00:43:21,680 --> 00:43:23,560 So thanks for bringing that energy to the show. 873 00:43:24,520 --> 00:43:25,720 Appreciate it and thanks for having me. 874 00:43:25,720 --> 00:43:28,400 And I will say to the to listeners out there, you know, 875 00:43:28,400 --> 00:43:31,320 we're in a learning phase right now where we really like to see 876 00:43:31,320 --> 00:43:33,400 the challenges of businesses that we might not even be 877 00:43:33,400 --> 00:43:35,280 thinking of. So if you're seeing this, you 878 00:43:35,280 --> 00:43:37,920 know, head over to the website, it's it says book a call, book a 879 00:43:37,920 --> 00:43:39,320 demo and that goes to our founders. 880 00:43:39,560 --> 00:43:42,200 So we want to learn more. We don't have a self-serve 881 00:43:42,200 --> 00:43:45,280 product by design, because the more we can learn now, the more 882 00:43:45,280 --> 00:43:48,040 we can apply that learning to a million companies when it's 883 00:43:48,040 --> 00:43:49,200 time. So please reach out. 884 00:43:49,200 --> 00:43:51,240 Definitely, we'd love to talk and learn more about what the 885 00:43:51,240 --> 00:43:52,720 needs are that we might not even be thinking of. 886 00:43:53,120 --> 00:43:55,920 Amazing. And that's Stanify dot AI And 887 00:43:55,920 --> 00:43:59,440 what's the best place for people to reach you personally online? 888 00:44:02,000 --> 00:44:05,680 Great question. You know, I think X is probably 889 00:44:05,680 --> 00:44:07,640 the the the best. It's just my first name, last 890 00:44:07,640 --> 00:44:13,920 name, Hank Leber LEBERHANKLEBER is my handle on X and I'm Hank 891 00:44:13,920 --> 00:44:16,200 at stanify dot AI. Go ahead and e-mail it to me if 892 00:44:16,200 --> 00:44:18,480 you want to, but you'll be faster on Twitter on X. 893 00:44:18,960 --> 00:44:20,320 Amazing. Hank, this was awesome. 894 00:44:20,320 --> 00:44:22,280 Thank you so much. Yeah. 895 00:44:22,280 --> 00:44:23,280 Cheers. Thank you again, Ryan.