Or yeah.

Sam, you want to name something? I'm happy to give an example, not say the name.

But I think when it happens, especially at the early stage, we're all, I think everyone here, we're investing in founders.

And it's happened to me once.

I've invested in 350 companies.

It's only been once that I know.

And it was because I just fundamentally had such a like belief and conviction in this founder right and that I overlooked things I shouldn't have overlooked so now such as you overlooked a hundred million dollar check um I did not do enough reference checks on this person because I had such a great kind of like chemistry with him and just like I really wanted to believe right and I had we did some references and we heard some things and you know a bad reference doesn't mean we don't write the check so we kind of went in eyes wide open, but I should have done like a couple extra calls, but I just had developed so much conviction.

Particularly got a new product service or otherwise doing well in the world?

Let's go.

Mine is actually quite low.

I think that this will be kind of the golden age of entrepreneurship and that we're going to just find incredible solutions to all of these problems.

I mean, I don't know what your inboxes are like, but I'm seeing so many people startups that are working on resilience.

And that is around all the infrastructure that we have.

So I'm actually quite optimistic this is going to open up lots of opportunities.

In terms of the education, I think that's also an interesting...

So maybe talk to us about why people are missing fintech specifically.

What's the turnaround cycle for kind of getting from first meeting to a commitment?

Yeah, so interestingly, there were a number of years where we were writing one check a week.

We've actually slowed down for some reasons we can get into.

But people would assume that that would mean I would meet a founder on Monday and I would wire on Friday.

actually the case of usually how it works.

So the way everywhere works is that we're not outbound oriented.

We don't have a thesis and then go look for startups.

or out?

I would love for you to share, like, what are the top principles in that that could help founders out there looking to build today?

The book's called Venture Everywhere.

And, you know, as you know, part of Everywhere Venture's thesis is really about tapping into innovation everywhere.

So the book interviews 12 founders that are building in 12 ecosystems not in the U.S. and, you know, how they've navigated to success.

So, you know, folks that have gone on to have great success.

And I'd say, you know, kind of go through a number of the characteristics and archetypes that I saw as I was interviewing these founders.

But the one that really, you know, I'd say kind of resonated with me and I see most often is this idea of elasticity.

I guess like was there a reason you picked international founders? What was this kind of story there?

Mm-hmm

... you know, thought that he had a really interesting data moat, um, and was working very, um, you know, hand in hand with a few firms to kind of, um, pilot this and, and design it.

Um, and he wasn't saying that just because, you know, Claude released their, um, you know, their MCP connector that his, he was going out of business.

But what I think's interesting is that these savvy founders are basically taking a long view, kind of looking back and not saying, "What's happening today?" But like, "Where am I gonna be in five years, and where are these models gonna be in five years?" And I think that's what scared him, and that kind of freaked me out.

And then when I started telling some of my, uh, my peers at other firms, they all seem to have stories about this.

Uh, maybe this one seems extreme, although it is, is quite true.

Um, I think it's a real, it's a real thing, and it's a threat, and, like, we're not talking about it.

What do you say, Jenny? You, you were nodding, I think, a little bit.

[clapping] [cheering]

That was a fantastic pitch, and you have great presence.

I love it.

Can you talk a little bit about how you build that pipeline? So obviously you said it's B2B, so how do you get these brands in these stores excited, and what was that sales process like getting that first one on?

Got it.

it.I love your background.

I also heard from a few people [laughs] about you before that were very excited about you, but you have obviously great founder market fit.

I always ask the same questions about customer acquisition, but in this one, dealing with these mom and pops, as you describe them, as not, like, necessarily most tech savvy, how do you get them in an efficient way to really build this business? And then also, can you talk about your ACV?