Caryn Seidman-Becker

I did not take a salary for the first five years and got paid in stock.

And to me, that was a privilege.

We turned cashflow positive.

six and a half years in, and we had burned through $53 million of cash to get there.

We were very cheap, very efficient.

Airports are a really interesting place.

Think of it like concentrated shopping malls.

I didn't think, oh, I wanted to start a business in an airport.

I thought I wanted to build a secure identity platform, but airports are the great place to start a business because you have millions of people coming through these buildings every day that see your brand and

A tipping point for us was when we allowed our ambassadors to do the selling for us.

Social media is a really noisy place to try to get someone's attention and certainly getting noisier.

Having an ambassador who gets a commission so that they can make more money and they're awesome people say, sir, would you like to learn about Clear?

Sir, would you like to be a Clear member?

Are you coming over and saying it?

Sometimes we put out candy bowls.

We did different things.

Who doesn't want to mint when they're traveling or hand sanitizer in the 2020 timeframe?

It was great ways to get the word out and to educate and to have team members who could make more money and to have people bring technology to life.

Innovation is about bringing people what they did not know they wanted.

And people don't Google biometric security at airports, specifically not at the beginning.