Jesse Zhang

And so then they can tell you other things.

Essentially what happened with our company is like, we were talking about all these use cases and they were like, okay, great.

Yeah, if you did this, you know, we have five people over here.

But by the way, we have a 500 person support organization.

And there's a lot of opportunity there.

And we'd be like, okay, great.

Tell us more, right?

And then you kind of dig into it.

And I think this just goes to show that as a founder, you kind of have to build your own conviction and kind of do this process yourself.

Because at the time, essentially what everyone told us, including like very smart, older founders that we knew and so on, was that, excuse me, it's like super obvious.

There's...

probably just going to be incumbents that are just tacking on to the product.

And because it's so obvious, there's probably a reason why like no one's super big right now or there's going to be someone that's ahead.

But no one really knows.

And even for me right now and other founders talk to me about other spaces, it's like, yeah, I have my own opinions, but I don't really know the details of the space.

And the only way you can really know is by talking to customers and getting that signal.

And in hindsight, it turns out that in any sort of wave at any time, I would say like a very small number of good ideas.

And your job is to ideally find one of those at the right time.

And so, yeah, by the definition, it's going to be like pretty non-obvious and pretty difficult.

And so if you can do this process well, it'll give you the most signal.