Nathan Latka

It didn't work.

You successfully built a movement, real revenue growth around a movement.

How did you align that?

Is Gino in on this?

Does he have equity in the business?

The rest is history.

It's not in our DNA.

So, like I said, a part of the thing I try and do is pull out from all these speakers, like, nuggets you can take.

So, like, one of the patterns we see from 3,000 interviews and having diligence, hundreds of data rooms at FounderPath to do these debt deals is starting as an agency is a hack.

Totally a hack.

The most successful software companies we see that are most underwritable, bankable, they usually launch an agency.

Another way is they get on a movement.

So if you can go find a coaching program with hundreds of coaches, but no engineering DNA, that is a prime target for you to go build software for that community.

It already exists.

Then go build an economic relationship with the leader of that consulting firm or coaching company, and then boom, you have a software company that's growing very quickly.

So you've done this very well.

What kickback do you pay them?

Okay, can you share that or no?

You're smiling.

What's the average customer pay for 90 per year?