Daniel Khachab

And one of the lessons is like never lose your humor. Like if you use your humor, you lose your sanity and you're going to lose your clear thinking. Never change your values. Like stay true to them. And so... I think that was really the first step going to the team and say, hey, guys, look, we don't appreciate the situation, but that's how it is. And we got to make the best out of it.

And one of the lessons is like never lose your humor. Like if you use your humor, you lose your sanity and you're going to lose your clear thinking. Never change your values. Like stay true to them. And so... I think that was really the first step going to the team and say, hey, guys, look, we don't appreciate the situation, but that's how it is. And we got to make the best out of it.

And one of the lessons is like never lose your humor. Like if you use your humor, you lose your sanity and you're going to lose your clear thinking. Never change your values. Like stay true to them. And so... I think that was really the first step going to the team and say, hey, guys, look, we don't appreciate the situation, but that's how it is. And we got to make the best out of it.

And, you know, we hope everyone has sufficient toilet paper. And there was a time back then. And then I think the second thing is, you know, stay true to your values. And at that point, one of our values really got really part of our culture and that is always play offense.

And, you know, we hope everyone has sufficient toilet paper. And there was a time back then. And then I think the second thing is, you know, stay true to your values. And at that point, one of our values really got really part of our culture and that is always play offense.

And, you know, we hope everyone has sufficient toilet paper. And there was a time back then. And then I think the second thing is, you know, stay true to your values. And at that point, one of our values really got really part of our culture and that is always play offense.

And so I think, you know, when COVID hit, and when you lose 98% of your GMV, and it's the very first week of it, you know, no one knows what's happening. Like, are we all going to die? Is it going to be gone in two weeks? No one knows. It's very easy to play defense and say, okay, like, look, we're going to hibernate now. We're going to do mass layoffs. We're going to preserve runway.

And so I think, you know, when COVID hit, and when you lose 98% of your GMV, and it's the very first week of it, you know, no one knows what's happening. Like, are we all going to die? Is it going to be gone in two weeks? No one knows. It's very easy to play defense and say, okay, like, look, we're going to hibernate now. We're going to do mass layoffs. We're going to preserve runway.

And so I think, you know, when COVID hit, and when you lose 98% of your GMV, and it's the very first week of it, you know, no one knows what's happening. Like, are we all going to die? Is it going to be gone in two weeks? No one knows. It's very easy to play defense and say, okay, like, look, we're going to hibernate now. We're going to do mass layoffs. We're going to preserve runway.

We're going to preserve cash. We wait until it's all over, and then we pump it up again. That's a defensive move. And we just say, no, like, what do we have to do to play offense? And that was really formative experience for our company because there was always one country in Europe, there was always one state in the US which was not in lockdown.

We're going to preserve cash. We wait until it's all over, and then we pump it up again. That's a defensive move. And we just say, no, like, what do we have to do to play offense? And that was really formative experience for our company because there was always one country in Europe, there was always one state in the US which was not in lockdown.

We're going to preserve cash. We wait until it's all over, and then we pump it up again. That's a defensive move. And we just say, no, like, what do we have to do to play offense? And that was really formative experience for our company because there was always one country in Europe, there was always one state in the US which was not in lockdown.

And our Spain team moved to Florida because you can do sales speaking Spanish in Miami, probably better actually than English. And Miami became our best city launch to that date. And our France team, they moved first to California and then to Texas. And the German team, I think, went also to Texas. And we always had to leave Schengen for 14 days.

And our Spain team moved to Florida because you can do sales speaking Spanish in Miami, probably better actually than English. And Miami became our best city launch to that date. And our France team, they moved first to California and then to Texas. And the German team, I think, went also to Texas. And we always had to leave Schengen for 14 days.

And our Spain team moved to Florida because you can do sales speaking Spanish in Miami, probably better actually than English. And Miami became our best city launch to that date. And our France team, they moved first to California and then to Texas. And the German team, I think, went also to Texas. And we always had to leave Schengen for 14 days.

So we always went to Dominican Republic, waited 14 days, and then we entered the US. And so we've been growing through. And we changed in our go-to-market from like a field sales approach and a product optimized for field sales approach to a product optimized for like a telesales approach. And then to a product-led growth approach.

So we always went to Dominican Republic, waited 14 days, and then we entered the US. And so we've been growing through. And we changed in our go-to-market from like a field sales approach and a product optimized for field sales approach to a product optimized for like a telesales approach. And then to a product-led growth approach.

So we always went to Dominican Republic, waited 14 days, and then we entered the US. And so we've been growing through. And we changed in our go-to-market from like a field sales approach and a product optimized for field sales approach to a product optimized for like a telesales approach. And then to a product-led growth approach.

And so we just said, okay, like, look, let's be stoic about the situation. That's how it is. And let's just change. We didn't do the layoffs. We burned a bunch of cash in that period, 100% sure. But hey, we stayed true to our values. We kept playing offense. We kept our human or positivity.

And so we just said, okay, like, look, let's be stoic about the situation. That's how it is. And let's just change. We didn't do the layoffs. We burned a bunch of cash in that period, 100% sure. But hey, we stayed true to our values. We kept playing offense. We kept our human or positivity.