Jesse Zhang

And we're just able to show that in that, let's say, it doesn't have to be that long a period of time, a couple of months before the round actually happens.

That's one thing.

I think the other thing is that if you just think about anyone you bring into the world, this could be employees or investors or advisors or anything.

What we really index a lot on is just cognitive ability, raw intellectual throughput.

And you can almost feel that out in an investor in the same way you would feel it out in an employee.

just by spending time with them and just like actually seeing if they're thinking about things from first principles of your company.

For example, right, a lot of AI companies are growing much faster than traditional SaaS companies right now, because that's the case.

A lot of things are different.

You generally don't want investors that are just like so many reps.

You got to do things like XYZ way.

You want people that are just intellectually curious and will think about things along with you and can help problem solve.

I think the best ones, I would say, they only, one, they get a very deep understanding of our customers.

It's actually funny.

Our customers have made probably so much money on expert calls because so many investors are hitting them up.

And I think the best ones can, before they even talk to you, they've probably already done quite a bit of research and...

have a pretty full view on your customers.

Unfortunately, I think what we've seen is that there is a lot of noise there because like a lot of people just lie on customer calls.

And we have people who had said that they've used us and we literally never heard of them.

But generally, if you do enough research and you're good at it, then you can underwrite the business that way because that gives you the most signal.

And the other one is people that index on culture, because I think culture is quite important.