Shaan Puri

So he's got one, which is he's like, you know, I get a lot of investor pitches.

And yeah, I've invested in, I was, you know, the seed investor in Facebook.

So if you have some huge winners and you have a bunch of losers, what do you notice with them?

And he's basically, he's like, one of the biggest poker tells with the business

is when they have seven revenue streams that actually, they think they come in and puffing their chest being like, look, we've got seven.

And he's like, all they've told me is they don't have one great one.

And same thing with distribution channels.

When I asked them, how are you going to get customers?

Or how do you get customers today?

And if they tell me seven things, all that tells me is they don't have one amazing thing.

It's like all the best companies, and this is the best companies,

they find one, they basically end up with one distribution channel that really, really works and one revenue stream that really, really works.

And so it's like, you know, for Facebook, for example, the distribution channel that worked was viral photo tagging on campuses initially, and then eventually off campuses.

And then the monetization was ads.

And Facebook didn't need to sell stickers.

It didn't need to do, like, a thousand other things that all the other social networks were actually doing.

Like, M&Ms did a homepage takeover.

And we signed this deal with this movie studio, and they're going to do, like, a cool campaign with us in partnership.

And, like...

Facebook was like, self-serve banner ads will be the thing.