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to grow better today. Hey

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everyone, and welcome to another bite

0:55

where we rewatch the most innovative and

0:57

intriguing pitches from Shark Tank. Today,

1:00

we're taking a bit of a different spin because

1:03

you know, Ariel, John and I, we talk about often

1:05

what goes wrong with pitches. You

1:08

know, too long, they're unclear, not enough story. So

1:12

we thought, hey, what about talking about when

1:14

pitches go right? So

1:16

let's talk about what goes wrong with

1:18

pitches. So let's talk about what goes

1:21

wrong with pitches. So right, so we

1:23

brought in the professionals. Today we're joined

1:25

by two guests, the founder of Doola,

1:27

Arjen, who won last year's million dollar

1:30

pitch competition, which is a competition that

1:32

happens at Inbound every year where founders can

1:34

win up to, yeah, a

1:36

million dollars of investment. We're also joined

1:38

today by Tessa, who is the founder

1:40

and managing partner of Capitalize VC, who's

1:42

going to be one of the judges

1:45

for a million dollar pitch at Inbound

1:47

2024. So

1:49

welcome both. Arjen, I'm gonna start with you.

1:52

Thinking back to the competition

1:54

last year, when you

1:56

were starting to prepare for the million dollar

1:58

pitch competition, How did you

2:00

start to prep for your pitch? And

2:02

how was that potentially different from a

2:05

more traditional VC or investor setting? Single

2:07

biggest thing that excited me about the pitch is

2:09

it was an opportunity to share the story about

2:12

doula. So at a floor, if you will, the

2:14

floor is for hundreds of people get to share

2:16

the story of doula. And I thought, hey, there's

2:18

got to be someone out there that has a

2:20

dream idea inside them and might want to start

2:22

a business with us. So that was the worst

2:24

case scenario, even if I stumble in the pitch.

2:27

Worst case scenario is, hey, there's a chance to

2:29

make a million dollars for the company. There's a

2:31

strategic investment from HubSpot, which should be huge. In

2:34

terms of the preparation, what I thought was unique

2:36

is this was a two minute pitch, and

2:38

it was a live pitch. And in two minutes,

2:40

you have to pitch the full business, the full

2:43

story, problem solution, market size, TAM, all of that

2:45

good stuff. But what I

2:47

realized, and this is something which I learned and

2:49

tried to apply to all public speaking, if you

2:51

will, is oftentimes people actually don't remember the middle.

2:54

They don't even remember what you said. They remember

2:56

the first impression, and then they remember the last

2:58

thing you say. So going in, I thought, hey,

3:00

even if I stumble, if I nail the first

3:03

five second intro, and I finish with doula's reason

3:05

for being and what we do, chances

3:07

are people will enjoy the pitch. And

3:09

we're very grateful to have won the competition and be

3:12

able to work more closely with HubSpot. So excited to

3:14

share more about the journey and the story. And I

3:16

think, again, we actually got some people to form a

3:18

business with us, and we got the chance to work

3:20

with HubSpot, too. That's awesome. Yeah,

3:23

can you share with us some of the changes that have

3:25

happened to doula since the pitch over a year ago? I

3:28

actually think that sometimes, and this is like

3:30

many things in life, where you're doing something,

3:32

you're doing something, and this is

3:34

pointless, this is pointless, this is pointless, this is pointless.

3:36

And then one day, all of a sudden, you start

3:38

to see growth. It could be growth in yourself. It

3:41

could be growth in visits to your website. And

3:43

I do think with HubSpot, even after the

3:46

pitch, it wasn't like there was a night and day

3:48

change in terms of visits to a website or customers.

3:50

But just from repetition and showing up, we do get

3:52

the brand association out of saying, Hey, doula works with

3:55

HubSpot and doula is on a similar level, not quite

3:57

yet in terms of revenue or customers, but hey, we're

3:59

in the. the same conversation as companies

4:01

like HubSpot. One thing I've

4:03

learned is you can never have enough social proof ever.

4:06

Anytime we think we have enough, now let's get

4:08

more reviews from customers, let's get more webinars and

4:10

content with other brands too. I think

4:12

the biggest thing is a year from now, we've

4:15

gone from any startup and any companies trying to

4:17

put themselves out there, and I think we now

4:19

have this really great foundation to really build a

4:21

pod courtesy to HubSpot. If

4:23

you went into the competition knowing that

4:25

those first five seconds and maybe those

4:28

last 30 were like the mission critical,

4:30

most important aspects, how did you start

4:32

to craft that story where you knew

4:35

it was going to hopefully resonate with

4:37

the audience and the judges? One

4:39

thing that I've realized is people

4:42

don't remember statistics as much as they remember

4:44

a story. I've noticed this

4:46

when I listen to people talk that you can

4:48

drop statistics, and a lot of pitches, this is

4:50

more personal preference, but someone might start with, hey,

4:52

this percentage of people or this percentage of the

4:54

world does this. But I decided very clearly, I

4:57

wanted to start with a story about how the

4:59

company started and why I started Dula slash why

5:01

the company works on Dula. Instead

5:03

of starting with, hey, this many people in

5:05

the world are looking to start a company,

5:07

I started with my family actually was born

5:09

in India, moved to England

5:11

to start practicing medicine, then immigrated to

5:14

the US for American opportunity, and that's

5:16

what Dula does. We actually provide access

5:18

to American entrepreneurship. That was

5:20

quite literally the first couple of sentences, but

5:22

instead of saying, there's four billion people in

5:24

the world with internet access and five million

5:26

formations, I just use my personal story and

5:28

I think that resonated a lot more. Then

5:30

in the last 30 seconds, I tried to tie

5:32

it back to that story, but also finish with

5:36

an action or inspirational item, where

5:38

I believe everyone actually has an entrepreneurial itch inside

5:40

them. Everyone, doesn't matter if it's a snow shoveling

5:42

business, that was actually the first business I did

5:44

when I was in middle school, or it's, hey,

5:46

I want to raise venture and help

5:49

hundreds of thousands of businesses like HubSpot, but everyone

5:51

has the itch inside them and finishing with that

5:53

saying, it's never too late to turn your dream

5:55

idea into your dream business. I think that aspirationally

5:57

gives people something that they can hang on. in

6:00

terms of a moniker or a one-liner. And it makes

6:02

you feel good after it, something that you want to

6:04

share as well. So yeah, start the story, finish with

6:06

something inspirational is what I've tried to do. And

6:08

when you were preparing, how did you actually

6:10

prepare for those two minutes? So you knew

6:13

that you had a set amount of time.

6:15

How many times did you repeat the pitch?

6:17

And did you do it in front of

6:19

fellow colleagues or friends? Or who was your

6:21

crew? And how

6:23

did you prepare for those two minutes

6:26

of hyper-intense pitching? Two things.

6:28

One thing which I learned back in

6:30

college was I tried many different

6:32

things where sometimes I would draft a full script

6:34

of exactly what I wanted to say, whether

6:37

it was a short presentation or a long presentation.

6:39

I've tried where I complete the ad lib

6:41

and do no prep. And then I've tried.

6:43

Think of it as like the H1 of

6:45

your slide or the topic sentence of each

6:47

paragraph. And just having that nailed with smooth

6:49

transitions and then kind of ad libbing or

6:51

feeling how you go from there. That's what

6:53

I ended up doing here, where in two

6:55

minutes, thankfully, I knew what each slide

6:57

was. I knew what the header of each slide was.

6:59

And I just made sure that there was a smooth

7:02

transition between each slide. But from there, I didn't

7:04

verbatim memorize exactly what I wanted to say. I

7:06

just made sure I hit the main header of

7:09

the slide. And one

7:11

thing I've learned about startups, and I've heard other

7:13

people say this, is ultimately, your job is to

7:15

repeat things over and over and over again. Over

7:18

and again. I probably said that company one-liner, DULA is

7:20

a business in a box 10,000 times

7:22

at this point. And it'll probably be another 10,000 over

7:25

the next couple of years. So that was the

7:27

first thing, is take the slides, come up with

7:29

the headers. I had a little piece of paper

7:31

where I just wrote out the headers. And I

7:33

practiced just going through what the transitions were, because

7:35

I think that just feels smooth. The second thing,

7:37

and this is another statistic I learned, which has

7:39

really stuck with me, is there was

7:42

a professor at UCLA, Professor Albert

7:44

Morabian. I might be butchering the

7:46

last name, but Dr. Albert something.

7:48

And he came up with this stat, where he did

7:50

this research when it comes to human communication. That in

7:53

all human communication, 55%

7:56

of communication is actually based on

7:58

body language. It's non-verbal. Then

8:01

another 38% is actually based off

8:03

of the tone of what you

8:05

say. And then if I'm doing

8:07

the math right here, the remaining 7% is actually what you

8:09

say. Literally

8:12

the words that come out of your mouth. And

8:14

the more I have realized that after hearing that side,

8:16

I think it's so true where sometimes a speaker comes

8:18

on stage and you sort of realize, oh, I like

8:21

this person already just from their body language and the

8:23

way they say something. So that's

8:25

the other thing too, is I made sure that

8:27

when I started, I was projecting my voice and

8:29

confidence, strong body language that comes from practice. And

8:32

then knowing that at the end, people probably didn't

8:34

remember exactly what I said, but what's the overall

8:36

feeling I could leave them with after? That was

8:38

the main goal for me. I

8:41

love all these tactics. I guess, so

8:43

you mentioned a lot about lessons that you've learned

8:45

throughout the process. What's like a piece of advice

8:47

you would give to this year's contestants? For

8:50

people actually pitching, I thought we did this with

8:52

our slides, but I realized after we could have

8:54

done even better, when you're in the actual venue,

8:57

it's a large venue and there's some people sitting in the

8:59

back. When you're making your slides, there's

9:01

this tendency to put all the detail in bullet points,

9:03

but realistically, all people are going to see is the

9:06

largest text at the top. So actually,

9:08

one piece of advice for pitching is actually,

9:10

how could you win out each slide down

9:12

to one bold headline in size

9:15

144 text, wherever it might be? But massive

9:17

text, imagine you can only put that sentence,

9:19

that's realistically what people are going to read.

9:21

But then remember, they're listening to how you

9:23

say it and what you say to more

9:25

than actual text. One more tactical

9:27

piece of feedback for the slides itself, I thought we

9:29

did that, then I realized looking at the slides, crap,

9:31

we could have made the text bigger and actually when

9:33

it things down even more, that would be

9:35

the biggest thing I'd say for pitching. And

9:37

in terms of applying, I would

9:39

say there's quite literally, I can't think

9:41

of any downside to applying other than

9:43

the time it takes to apply. But

9:45

then I don't even think that's downside

9:47

because by applying, it's forcing you to

9:49

put yourself out there and ask

9:52

or answer some hard hitting questions about the business

9:54

like what's your business model? What's your

9:56

pitch deck? You should probably have these things too. So

9:58

my view it is you're putting in maybe five. or

10:00

10 minutes of time to apply. That's the downside. But

10:03

you probably have this information anyway. And all the upside

10:05

of people learning about your company, the chance to make

10:07

money from HubSpot, the chance to go to the conference.

10:09

So that's something which I like to think of as

10:11

asymmetric upside. Very small input or cost. The worst thing

10:14

is you get rejected. But hey, if you're building a

10:16

business, you're going to get used to that a lot

10:18

too. So it'll make you stronger. And then you have

10:20

all the upside of your business growing and learning more

10:22

from HubSpot and pitching and potentially making some money too.

10:25

So a massive win-win. So we've

10:27

got some tactics on one side.

10:30

We've also got a judge here on

10:32

the other side. So Tessa, so

10:34

from the other side, the investor side,

10:37

the judge's side, very curious

10:39

from your point of view, what are some

10:41

key components that you

10:43

look for that are good markers of

10:45

a successful pitch or at least

10:48

a good founder fit? Yeah. Well,

10:50

I was going to say, well, first of all,

10:52

thanks for having me. Of course. After listening to

10:54

all of Arjun's tips and tricks, I think a

10:56

lot of that was super relevant. But I think

10:59

what I wanted to kind of hone in on is like, this

11:01

is your opportunity to share who you are. And

11:04

so making sure that you spend time, obviously

11:06

not a lot of time, but some time

11:08

talking about who you are, why you're

11:10

attacking this problem and what relevant skills

11:12

do you have that lead you to

11:15

be the right founder for solving this

11:17

problem. And I think as we look

11:19

to invest in companies, that's like the number

11:21

one thing we're looking for in a first conversation. And so

11:23

if you can get that out of the way during

11:25

this pitch, you're kind of one step

11:28

ahead in the follow-up conversations with investors

11:30

that are interested in potentially participating in

11:32

your round. But I think there's

11:34

also obviously like the main things that you should

11:37

talk about in a pitch, which is the

11:39

TAM, the market size, the problem,

11:42

the solution, the competition.

11:44

And then I think there's

11:46

also like the business model and then

11:48

who's the team around this. And then

11:50

lastly, I think off the top of

11:52

my head, it's what are you raising and

11:55

kind of where you add in this journey.

11:57

So are you a pre-seed stage company? Are

11:59

you pre-revenue? Are you raising your

12:01

first round? Or are you like a little

12:03

bit later stage than that seed or Series A? So

12:05

I think a lot of those things can really

12:08

help investors figure out if you're the right fit

12:10

for them. And ultimately, I think this is a

12:12

great opportunity for you to get in front of

12:14

a room of potential investors and

12:17

really help them understand if they want to follow up

12:19

with you and if they want to have a deeper conversation. Do

12:22

you have any red flags, like

12:24

overused buzzwords or phrases and pitches

12:27

that you're like, you

12:29

just really want founders to stop using?

12:32

Buzzwords? Or just

12:34

general red flags? I

12:36

think my biggest pet peeve is like any

12:39

buzzword that's not intrinsic to your company

12:41

or if it doesn't make

12:43

sense for you to be using blockchain, don't

12:45

say you're using blockchain. Or if you're using

12:48

AI that's off the

12:50

shelf that anybody has access to,

12:53

it's probably not going to truly

12:55

win over an investor in the

12:57

long term. So maybe it might help you

12:59

kind of get their attention on the

13:02

day of the pitch, but I think

13:04

they're going to understand pretty quickly that there's

13:06

nothing super special here or

13:09

it's not something that's required for

13:11

your business to ultimately be successful.

13:14

And it might even be like

13:16

complicating things more by

13:19

using these things. And so I just remember when

13:21

blockchain was the thing, I was like, you

13:23

don't even need blockchain to do this. So why

13:25

are you leveraging it? Bringing it

13:27

up. So Tessa says,

13:29

no synergy in this house. That's

13:32

fair. So on the opposite

13:34

side, so you're going to be in the

13:37

judges seat. Do you have any tips for

13:39

participants that are really looking to nail their

13:41

pitches or potentially get

13:43

that million dollar investment in this

13:46

year's competition? I think

13:48

confidence is something that automatically

13:52

helps you just

13:54

stand out in people's minds. So if you can

13:56

start by, I don't know, saying. something

14:00

funny or just kind of showing

14:02

that you feel comfortable in the space and

14:04

talking about your product

14:08

and your business at the end of the day.

14:10

I think the founders that feel the

14:12

most comfortable with the subject matter that they're

14:15

talking about and it feels like it's coming

14:17

natural to them, I think those

14:19

are the companies that investors

14:22

can kind of sit back and actually listen to what

14:24

you're saying and not trying to, I

14:26

don't know, feel for you in

14:28

the process of pitching because you

14:30

feel super uncomfortable. So I

14:32

think just having charisma and being

14:34

able to just really talk confidently about what

14:37

you're building. Arjun, one thing

14:39

that you mentioned was you practice

14:41

body language and Tessa, you just

14:43

mentioned charisma. Do you have any

14:45

recommendations for people that might struggle

14:47

in those aspects? Arjun, how did

14:49

you practice that strong body language?

14:51

And like Tessa, how do you

14:53

make it so it doesn't look

14:55

like just rehearsed fake smiling? When

14:57

I think tactical piece of advice

14:59

is there's a saying, fake it till you

15:01

make it and imposter syndrome is real for

15:04

anyone. But I actually think that when

15:06

you fake it till you make it, you can't actually fake

15:08

it. Otherwise you actually are an

15:10

imposter. So what I've tried to do is how do

15:12

you take very small actions to show that you can

15:14

actually do the thing? Now there will

15:16

always be a new bigger stage. There's the first

15:18

time you go on a Zoom call with 50

15:20

people versus 100 people and then maybe you're presenting

15:22

to 10 people and then there's a partnership pitch

15:24

for an investment which you've never done before. So

15:26

in those scenarios, it's new, but really just the

15:29

audience is getting slightly bigger. Maybe there's more seats

15:31

or people in the crowd. But I

15:33

think it really comes down to practice. You are going

15:35

to feel like an imposter if you go up on

15:37

the stage and you've never even practiced saying it out

15:39

loud. Then yes, you are an imposter. But

15:41

other than that, there's nothing to be afraid of. I

15:43

love what Tessa said where if you are confident and

15:45

the confidence comes from, do you believe in your product?

15:48

How would you believe in your product? Do you

15:50

have users or this user feedback? And then you're

15:52

just naturally saying it. You're not an imposter whatsoever.

15:54

So I think it comes from the repetitions, but

15:56

also just inherent belief in what you're doing when

15:59

you're not selling snake. hey, there's actually a product

16:01

here and I've done the research and people need this

16:03

thing. So I'm just going to go communicate that to

16:05

others. Yeah, I think for me, like

16:07

when I'm public speaking, I practice

16:09

out loud. And like, that

16:12

might sound weird to just be like sitting

16:14

there talking to yourself or maybe even

16:16

talking to another person or talking in

16:18

the mirror, but I actually practice things

16:20

out loud. And I think the more

16:22

that I'm able to really kind of

16:25

drill down on what I'm trying to

16:27

get across from a high level perspective,

16:29

the more I can just kind of ad lib in between. But

16:32

making sure that like, I have that solidified

16:34

kind of checklist of things that I want

16:36

to get through. And I've actually practiced out

16:39

loud to hear kind of how it comes

16:41

out. Then when I'm on stage, it's

16:43

a little less shocking to me. And then I think I can

16:45

kind of lean into it a lot more. That

16:47

makes sense. So repetition and don't

16:50

be an imposter. Just believe in your product.

16:52

That's awesome. Yeah. Arjun, I'd be

16:54

curious to hear if there's anything differently looking back

16:56

on your pitch that you wish you could have

16:59

implemented or like done differently if you have like

17:01

a second take around to you. Repitch. I

17:04

think about this a lot where someone said this recently,

17:06

and it really made me think about what I was

17:08

doing is what would you do if you weren't scared?

17:10

And that just really hit me because I think so much

17:13

of what we do is based on, well, it's

17:15

fear, it's fear driven. I actually don't think people

17:17

are that scared of failure, it's failure and what

17:19

others will think. And so much of what we

17:21

do is based on what others will think. And

17:23

it's natural because that fear is what led us

17:25

to have these close to communities so that we could

17:27

fit in with the tribe, if you will, and didn't

17:29

sleep outside and get attacked by animals. But that's outdated.

17:31

We don't need to have those fears anymore. So with

17:33

all that in mind, I would say, in

17:36

terms of the pitch, how do you just

17:38

leave it all on the table? And I thought we did a

17:40

good job of, hey, there's two minutes, even if we stumble, these

17:42

are the exact things I want to be able to say. And

17:45

if I could go back and do it again, I

17:48

would say, take advantage of the follow

17:50

up. I wish I had just spent more time actually with

17:52

all the people there, or maybe even meeting people before and

17:54

after because they came to see the pitch. And you can

17:56

do the event, but then something I tell the team all

17:58

the time is to stay on the table. is

18:00

made in the follow up. So I think Tessa said

18:02

this too, like it sets the ground for conversations going

18:04

forward. So take advantage of that when you meet someone

18:06

and you're in person there. I wish I did more

18:08

of that after the pitch. I love that.

18:10

Thank you. And then Tessa, so

18:12

it's a really like difficult competition to

18:15

win. For the founders

18:17

that might not walk away with that

18:19

million dollar investment, what would be your

18:21

advice to keep going? Like you just

18:23

mentioned that networking opportunities, you really got

18:26

to take advantage of them at inbound

18:28

and otherwise. But like from the investors

18:30

perspective, if they don't get that initial

18:32

win, what's your advice for

18:35

founders to keep going? Well, I think

18:37

that the true win

18:39

here is not just

18:42

from HubSpot. Like there are plenty

18:44

of additional connections that

18:46

you can make in the audience,

18:48

because investors will be showing up

18:50

to hear all of these conversations. And

18:52

so just because you don't

18:55

win the dollars from HubSpot, you

18:57

don't know if there was

18:59

an investor in the crowd who is really interested in

19:01

having a follow up

19:05

conversation and potentially investing in your round.

19:07

And so I think when you're going

19:09

into this, have a system

19:12

by which you can get people's

19:14

information and then follow up with

19:16

them. And when you're in person,

19:19

it's always hard to do

19:21

that. And so, you know,

19:23

you're connecting with some people on the phone or

19:25

on text, and you're exchanging numbers, but then other

19:28

people, you're exchanging link dins, and then other people

19:30

are giving you their email addresses, and then other

19:32

people are giving you their like paper cards. And

19:35

so just make sure that you have some

19:37

way to capture all of that so that

19:39

you can go home and have a list

19:41

of people who you're following up with. And

19:44

for me, what I do is like, no matter

19:46

how the person's information

19:48

comes into my possession, I screenshot

19:51

it on my phone. So I get home and then

19:53

I have like, all these screenshots as

19:55

photos in my phone, and I can just go

19:57

through those and be like, okay, this person's going

19:59

to gave me their phone number and this person gave

20:02

me their email and this person gave me their LinkedIn.

20:04

And I can just kind of go back and retrace

20:06

my steps. So maybe that works for you. Maybe it

20:08

doesn't. But like, I think there are a few different

20:10

ways that you can think about doing this. But I

20:12

think those follow ups are huge because ultimately, there might

20:15

be an investor in the audience

20:17

who has a thesis different from

20:19

HubSpot's thesis that

20:22

maybe they weren't, you know, a winner for

20:24

HubSpot, but they would be for capitalized. So I

20:26

would just encourage you to take it as a

20:28

win by even just being up on the stage

20:30

and having the opportunity to share what you're building.

20:33

Definitely. And getting that exposure to so

20:35

many potential investors. So true. Yeah,

20:39

I absolutely love that. And one really quick ad

20:41

I'll make is I actually I just checked here

20:43

but regarding systems so important and it's okay if

20:45

you don't have a system set, I kid you

20:47

not, we're three and a half years into doula.

20:50

And this week, I actually, this was

20:53

a tip I swear this wasn't planned or

20:55

a plug, but I actually had a mixed

20:57

CRM of like, Google Sheets and notion docs

20:59

and notes about follow ups with investors. So

21:01

I saw HubSpot actually as a template for

21:03

fundraising and I put it all into a

21:05

pipeline like everything merged in. And

21:07

so that's one thing is having some system if you

21:09

don't have a system, it could be screenshots, that's really

21:11

cool. Could be screenshots could be HubSpot could be a

21:13

Google Sheet could be whatever, but some systems better than

21:15

no system. And then the second thing is if you

21:18

actually fail the pitch or don't raise money, actually, that's

21:20

a good sign. Like if you're not getting nos or

21:22

getting rejected, there was this picture going around recently of

21:24

Airbnb is rejection at sea, I think they were trying

21:26

to raise $100,000. Now they're

21:28

worth billions of dollars. So if you're not getting

21:30

rejected, you're probably doing something which is too mainstream.

21:32

So maybe it's a good idea, but it's going

21:35

to get competed down on margins. And I actually

21:37

just look now at the CRM, we have 107

21:39

rejections for doula like 107

21:41

investors to set no to us. Might they be right?

21:43

Yes, maybe, but we also are blessed to have some

21:45

people who believe in us too. So if you're getting

21:48

rejected, it's a good sign. And it's just making you

21:50

stronger at the end of the day. And

21:52

waiting for the right yes, right? The right

21:54

investor could be around the corner. That's really

21:56

good advice. Yeah. Well, thank you so much

21:58

for joining us. If you're open

22:01

to it, if people wanted to connect with

22:03

you, how could they go about connecting with

22:05

you before or after the Million Dollar Pitch

22:07

Competition? My email is

22:09

just firstnameardula.com, A-R-J-U-N, or Twitter

22:11

and LinkedIn too. So you

22:13

can send a message there.

22:16

That also I believe is so many people just

22:18

don't send an email or a message. Not many

22:20

people do it, but it's the easiest way. You can

22:22

get in anyone's inbox in the world. It's pretty wild.

22:24

So just sending an email, that's like to me

22:26

one of the biggest win-wins is literally, they can't

22:28

even block you. You can get into their inbox with

22:31

any message. It's the ultimate form of asymmetric upside.

22:33

So use it wisely. And for me, you

22:35

can find me on LinkedIn at Tessa Flippen or

22:37

at Capitalize VC on LinkedIn, as

22:39

well as Capitalize VC on Instagram

22:41

or Twitter. Sweet. Thank you both.

22:51

Production for today's episode was

22:53

brought to you by Ari

22:55

Disarmo. Editing comes from Robert

22:57

Hartwig and support from Alfred

22:59

Schultz. Subscribe on Apple Podcasts,

23:01

Spotify Podcasts, or wherever you

23:04

subscribe to the greatest podcasts

23:06

ever. That does it for

23:08

me. See you next week

23:10

in the tank for another

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