Garen Hess

It was $160 million, which is the size of many IPOs.

So my last tech startup was Rapid Intake, but I actually started, I went to an entrepreneurship lecture series when I was in college and it just lit the fire.

And even though I didn't have any idea what I was doing, I just went out and started doing whatever I thought was interesting.

And to show you how ridiculously dumb that was in some sense, at one point I had five companies going at one time.

I didn't even realize the principle of focus.

But it gave me a lot of experience.

Most of those didn't do well, but I cut my teeth on them.

Well, I think it was Andrew Carnegie that said that you ought to put all your eggs in one basket, but watch that one basket.

And I suppose that there are two approaches you could take to that.

But it's also just concentration of force, right?

If you think of it from a war mentality, if you spread out your force across too many points, you're going to go a mile wide and an inch deep rather than penetrate into the market.

Yeah, so Consensus is software as a service that accelerates B2B sales through automated video demos.

And the way that it works is the platform, the salesperson or sales engineer will send out

a customized link to a prospect, that prospect will then answer some questions.

Might be some questions about role or industry, company size, and then it'll route them to a demo that's unique to that persona, but then ask more questions about what's driving their interest.

So what's very important to them, what's somewhat, what's not important.

And what we're trying to do is automate

part of the normal discovery that a salesperson does because a good salesperson is going to ask some questions, tailor the pitch and the presentation, the messaging to that unique person's interest, and then also try to discover other stakeholders.

And so as the viewer, the prospect goes through the demo, it grabs video clips and documents based on the responses to all these questions, organizes them in a way so there's this perfectly tailored

demo for them.