The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
00:42:25 · Alex Mashrabov, Harry Stebbings
[00:42:25] S0: Do you [00:42:25] S1: think that's fair? Like, let's be clear. You're at a billion in revenue now. Yeah. If you were a Silicon Valley company, that would easily be a $25,000,000,000 company, growing at the rate that you're growing in eighteen months. [00:42:37] S0: Yeah, you could also argue that's what Cognition was valued at 50, right? So there is definitely an Upper bound even more, [00:42:43] S1: yeah, a 100%. So a couple of
00:42:43 · Harry Stebbings, Alex Mashrabov
[00:42:43] S1: yeah, a 100%. So a couple of [00:42:46] S0: things which I believe are very important. So first, we build for long term. We have seen that direct to consumer space, like e commerce can be disrupted. Shopify is a great example, how they have become infrastructure to build direct to consumer businesses, and we become infrastructure to essentially build distribution for direct to consumer businesses. That's one aspiration. And second aspiration is obviously Applavin. The company's worth over $200,000,000,000 It's insane. So look, and as we think long term, just these multiples don't matter that much. As we know we're building long term, we're gonna be over 100,000,000,000. It's true that most of the people don't get the opportunity that we are going after the biggest industry in the world, but I wanted to drop another number. And I asked the team to double check, so it's at least four people on the team who proved... So it's not like random fact. So I asked, When we look at public companies and we exclude pharma and big tech, spend on sales and marketing is higher than spend on R and D. When it comes to sales and marketing, the goal is to deliver personalized offering which converts the best. A lot of that is human work, of course, but a lot of that is gonna be personalized videos in some shape or form. So that's why I'm saying that many people just... And that's good for us that many people don't understand the opportunity, this large market, which we go after.
00:42:46 · Alex Mashrabov, Harry Stebbings
[00:42:46] S0: things which I believe are very important. So first, we build for long term. We have seen that direct to consumer space, like e commerce can be disrupted. Shopify is a great example, how they have become infrastructure to build direct to consumer businesses, and we become infrastructure to essentially build distribution for direct to consumer businesses. That's one aspiration. And second aspiration is obviously Applavin. The company's worth over $200,000,000,000 It's insane. So look, and as we think long term, just these multiples don't matter that much. As we know we're building long term, we're gonna be over 100,000,000,000. It's true that most of the people don't get the opportunity that we are going after the biggest industry in the world, but I wanted to drop another number. And I asked the team to double check, so it's at least four people on the team who proved... So it's not like random fact. So I asked, When we look at public companies and we exclude pharma and big tech, spend on sales and marketing is higher than spend on R and D. When it comes to sales and marketing, the goal is to deliver personalized offering which converts the best. A lot of that is human work, of course, but a lot of that is gonna be personalized videos in some shape or form. So that's why I'm saying that many people just... And that's good for us that many people don't understand the opportunity, this large market, which we go after. [00:44:09] S1: You've mentioned Asia short form dramas a lot. What percent of revenue is from Asia versus the West?
00:44:09 · Harry Stebbings, Alex Mashrabov
[00:44:09] S1: You've mentioned Asia short form dramas a lot. What percent of revenue is from Asia versus the West? [00:44:15] S0: So all the West makes well over 70% of revenue. [00:44:19] S1: Well over. [00:44:20] S0: But just important to say that we learn a lot from trends coming from Asia. Hicksville does not exist in China, for example, which is massive market for AI. The largest city by usage is Seoul in South Korea, while the largest country is obviously The United States. [00:44:36] S1: What's the biggest lesson from Asia that you've learned? [00:44:40] S0: There is so much IP, so many products coming from Asia, and they all try to figure out distribution direct to consumer. That's why they lean into the new tooling like Video AI, which actually helps to achieve that. That's just a very different mindset. They feel that they could do way better if they could establish direct relationship with customer instead of having some other layer. That's why they go so so my direct to consumer rather than using some resale platforms and so on. [00:45:09] S1: I sacrificed a lot of life for the life that I have and the career that I have, and I love it. Do you think you will one day regret spending a day with your son in three and a half months?
00:45:09 · Harry Stebbings, Alex Mashrabov
[00:45:09] S1: I sacrificed a lot of life for the life that I have and the career that I have, and I love it. Do you think you will one day regret spending a day with your son in three and a half months? [00:45:20] S0: Look. This is... Goes even beyond that because my... From the age of seven to 12, my mother had to work three jobs, so I didn't see her. My father was spending all the time with me going to all... And it was... I was basically minors, so he had to go to all these camps with me. I also played checkers. I was top three in the world, so we went... We traveled throughout the world. Then I did programming. He spent all the time with me, like really dedicated his life to me. Like, did sacrifice. And since twenty first, he has Parkinson's disease. So even, like, having some ability to capital and exits cannot fully change things, and this is something which is deeply personal, obviously. [00:46:00] S1: But you don't need to do what you're doing now, Alex. I didn't need to any more either. I still am. I still miss family birthdays. I still miss weddings. Because mine's about a deep insecurity rooted in me being a fat kid. Why are you doing it?
00:46:00 · Harry Stebbings, Alex Mashrabov
[00:46:00] S1: But you don't need to do what you're doing now, Alex. I didn't need to any more either. I still am. I still miss family birthdays. I still miss weddings. Because mine's about a deep insecurity rooted in me being a fat kid. Why are you doing it? [00:46:16] S0: So I think Mark and Jason actually described it really well, that there are five archetypes. So obviously for me, it's just huge conviction about the technology, about the markets, about the opportunity, and just huge fear of missing that. Huge fear of missing that. But remember that my parents really taught me that there is a place in the world where good technology products matter. I remember when I was six, there was this, I guess, magazine about Bill Gates building Microsoft and not being very socially accepted everywhere back then. And my mother just told me, oh, these examples basically happen in the world. I think she didn't fully understand San Francisco and Seattle are different cities, but that's still deeply rooted in me. [00:47:00] S1: Childhood shaped us a lot. What did your parents teach you? [00:47:03] S0: For them, what was important is to just be in merit based environment, sort of. And that's why getting to California felt so important. [00:47:14] S1: What's your biggest lesson on hiring, speaking of a merit based environment? We see a lot of focus on that, your cognitions of the world who hire mass Olympiads. Yeah. What's your biggest lessons on hiring effectively?