Understanding VC

🕰️ Timestamps:00:00 - Introduction00:44 - Having Multiple Term Sheets04:39 - Real-Life Fundraising Scenarios07:27 - Strategies for Effective Fundraising11:08 - ‘Best Outcome’ when Raising Funding14:10 - Single v/s Multiple Term Sheets18:33 - How to secure Multiple Term Sheets25:37 -  Role of Investors in Fundraising30:15 - VC Support in Fundraising34:07 - Timing and Control in Fundraising38:35 - Managing Investor Relationships41:41 - Delaying Dataroom is a Negative Sign?43:59 - Prioritizing & Qualifying Investors for Intro Calls47:25 - Purpose of Intro Calls51:51 - Do well-run fundraising processes correlate with company success?54:44 - Communicating through the Fundraising process56:14 - ConclusionAboutCamila is a General Partner at Grand Ventures. In this role, she identifies promising investment opportunities across the firm’s sectors of interest, works closely with portfolio companies on strategy development and implementation, and spearheads fundraising and operations for the firm. Camila has 12+ years of venture capital, consulting, and corporate experience. Prior to Grand Ventures, Camila worked at General Electric holding management positions within finance, portfolio management and business strategy. She spent six years at GE Ventures, playing a crucial role in building the foundation for it to become one of the most active corporate venture capital firms in the country, and managing a portfolio of over 150 investment companies. She has also held operational roles in startups, including an extensive project with Zinc, a GE Ventures portfolio company acquired by ServiceMax, and Imaginare Studios, a company she co-founded with two MBA colleagues.Her recent recognitions include being named a Venture Capital’s Rising Star 2024 (PEI), 50 Most Influential Women in West Michigan (Crain’s 2024), and 39 Most Important VCs in the Midwest (Insider 2022).She is a class 27 Kauffman Fellow and currently serves as a Board Director of the Michigan Venture Capital Association. Most recently she co-founded the Great Lakes Venture Capital Association.Camila earned a BBA from the Universidade Federal da Bahia in Brazil and received her MBA from The Wharton School at the University of Pennsylvania. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

🕰️ Timestamps:00:00 - Introduction00:48 - Opening Question01:08 - Challenges in Evaluating Founders03:56 - Assessing Founders06:58 - Market and Product Assessments09:25 - Founder-led companies do better at later stages?12:00 - The Importance of Quantitative Assessments13:14 - Psychological and Motivational Discernment16:24 - Value Creation in AI20:30 - Framework for Assessing Founders24:32 - Storytelling + Narrative26:43 - Vision31:35 - Inquisition + Curiosity33:42 - Grit and Drive35:40 - Do Founders really need External Validation?37:51 - Irreverence for Status Quo39:53 - Resourcefulness in Time and Money41:46 - Magnetism45:56 - Superpowers50:32 - Not-So “Ideal” Founders51:45 - Curiosity as Sign of Intelligence54:45 - Adapting to Time Constraints01:01:09 - Conclusion📍 About:Born and raised in Philadelphia, James Shecter began his journey into entrepreneurship and venture capital as an undergraduate, where he served as a strategist and consultant for several student-run startups, including Seated and Transcend. He launched his professional career at Citibank in New York City, providing multi-stage M&A advisory services in the aerospace and business services sectors. Following this, he transitioned to Lee Equity, a middle-market private equity firm, where he was involved in various transactions within the fintech/insurtech and healthcare industries.Most recently, James worked at 9Yards Capital, a growth-stage venture capital firm based in Los Angeles, where he contributed to deploying over $50 million into fintech, logistics, and enterprise startups such as Chainalysis, LeafLink, and Remote HR. Additionally, he co-leads The MBA Fund, an institutional seed fund that supports entrepreneurs from the Harvard, Stanford, and University of Pennsylvania ecosystems.Since his high school years, James has been actively engaged in mentoring, tutoring, and coaching students from inner-city Philadelphia. He holds an MBA from Wharton and a BA in Behavioral Economics from Harvard. Outside of his professional pursuits, James enjoys surfing, reading, and writing, and is working towards building a collection of guitars as functional decor for his future home. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

🕰️ Timestamps:00:00 - Introduction00:42 - Purpose of a Pitch02:15 - Defining the Outcome of Your Pitch05:32 - Elements of Persuasion in a Pitch12:08 - Different Types of Pitches17:57 - Core of a Great Pitch21:29 - Crafting an Effective Pitch24:27 - Structuring the Pitch for Funding28:22 - Right People to Practice Pitch to  30:06 - What Investors Look for in Startups33:30 - Structuring Your Pitch for Maximum Impact38:39 - Handling Q&A Sessions Effectively41:14 - How should you End the Pitch?45:18 - How often should Startups change the Pitch as it Progresses47:43 - Should you seek feedback after a pitch?50:55 - Importance of Visuals and Demos in a Pitch55:36 - You are the Pitch01:00:01 - Conclusion📍 About:Kris Childress is the Managing Partner at Kris Consulting, a Singapore-based consultancy helping early-stage tech startups. With a rich background in business development, technology commercialization, and strategic storytelling, Kris has played a pivotal role in the success of noted Singapore ventures such as Zimplistic, Equatorial Space, and NEU Battery Materials, providing expert guidance in pitching, business ideation, and strategy.As the Mentor-in-Residence at the National University of Singapore’s Enterprise Incubator, Kris works closely with university spin-offs, providing hands-on mentoring to help them navigate the early stages of development. He likes to describe his focus as Ideation, Validation, and Narration for early-stage ventures. Kris was also part of the teaching and consulting team for the NUS Graduate Research Innovation Program (GRIP) for over 5 years, where he guided a number of startups towards market success.Prior to moving to Singapore, Kris was deeply involved in business development for several U.S.-based technology companies in hardware, software, and consulting services. He holds a degree in Biology from a leading American university and has lived in Singapore for more than 17 years with his Singaporean wife and their two dogs, Zac and Zofie.In addition to his professional endeavours, Kris is an avid reader with wide-ranging interests, which he says has been essential to his work as a mentor. Kris and his wife are also passionate travellers, having recently visited and kayaked in Antarctica for the first time. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

🕰️ Timestamps:00:42 Success Metrics for Series A Fundraising01:29 Industry Averages and Market Trends02:11 Factors Influencing Graduation Rates04:07 The Importance of Support and Playbooks05:43 Developing Benchmarks and KPIs10:54 Case Study: Tecto's Roadmap to Series A12:46 Challenges and Common Gaps in Planning17:56 Defining and Achieving Product-Market Fit28:43 Go-to-Market Strategy Principles30:05 Exploring Growth Channels31:04 Key Metrics for Success32:21 Pricing Strategies35:53 Building a Strong Team40:19 Financial Metrics and Burn Rates42:39 Planning for Series A45:37 Adapting to Challenges50:25 Crafting a Compelling Equity Story54:39 Ideal Metrics for Series A57:45 Conclusion and Final Thoughts📍About:Christian Meermann is a Founding Partner at Cherry Ventures. After some years at The Boston Consulting Group, Christian joined Zalando as their first CMO. Christian was responsible for building up and managing the group’s marketing efforts (i.e. performance marketing, CRM, PR, TV and brand marketing). He then joined the Management Board of Peek&Cloppenburg and was responsible for the company’s online business. He holds a diploma in business administration from WHU – Otto Beisheim School of Management. He has lived and worked in the U.S., Spain, Brazil and South Africa. Christian gets excited about founders that are as passionate about execution as they are about building a strong and sustainable brand. He has a particular focus on logistics and mobility as well food technology companies. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

🕰️ Timestamps:00:00 - Introduction00:50 - Opportunity in AI02:39 - OverInvestment in LLMs05:37 - Impact of AI on Jobs07:19 - Value Creation in the Application layer10:32 - SaaS evolving into AI Agents12:48 - Exaggeration of Capabilities in Gartner Hype Cycle19:22 - Human Brain v/s LLMs21:53 - Cost of doing Search is High27:42 - What is Accelerated Computing31:42 - Limitations of LLMs36:57 - LLM progress curve is Plateauing?38:49 - Opportunity for VC in AI Space43:15 - Will future Startups be High Margin?44:25 - Conclusion📍 About:Itamar is a solo capitalist and the founder of Recursive Ventures, a pre-seed fund focused on fintech, AI and emerging tech startups. Itamar has been on all sides of the startup table: as a founder and executive, an institutional VC, and an angel investor. He has supported over 50 successful startups, including Deel, Honeybook, Placer, Credible (IPO), MileIQ (acquired by Microsoft), Automatic Labs (acquired by SiriusXM), Tile (acquired by Life360), SafeGraph, and Armory. He’s been recognized by Business Insider as a Top 100 global seed investor. As an operator, he helped take Life360 from Seed to IPO, scaling the business to over $250m in revenue. Before that, Itamar was a founding team member and head of Product at Gigya (acquired by SAP). He holds an MBA from Berkeley Haas and an undergraduate degree in computer science from the Tel-Aviv Jaffa College. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

🕰️ Timestamps:00:00 - Introduction03:54 - Importance of Branding in Startups07:42 - Hugh on starting JFDI17:33 - Importance of Mentorship20:44 - How to attract great people26:06 - Measuring relevant Progress Metrics in Accelerators29:41 - Selection in Accelerators32:17 - What’s a ‘Great’ Outcome for an Accelerator?35:50 - Lessons from running JFDI38:53 - Startup Ecosystem in Singapore49:25 - Do top entrepreneurs still value accelerator programs?📍 About Hugh:Hugh Mason is a UK-born entrepreneur and investor based in Singapore, best known as the co-founder and CEO of JFDI Asia (Joyful Frog Digital Incubator), Southeast Asia's first startup accelerator, established in 2010. With a background in electronic engineering and media production, he has produced over 150 documentaries for major networks before transitioning to the startup ecosystem. Under his leadership, JFDI has invested around USD 3 million in over 70 startups, emphasising the importance of storytelling and community in entrepreneurship. Hugh continues to mentor emerging entrepreneurs and has co-authored books on startup journeys. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

In this episode you will learn:00:00 - Introduction 01:32 - Easy to build good relationships with Investors? 03:55 - Importance of a Good Relationship with Investors 05:59 - Size and Strategy of a fund affects Founder-VC Relationship 07:37 - Components of a Successful Relationship 09:04 - Hummingbird’s POV on Investor interference 12:16 - VCs' Role in Crucible Moments 14:39 - Power Dynamics in Founder-VC Relationships 16:35 - Can Investors and Founders be good friends? 21:03 - Scenarios Leading to Founder-Investor Friction 26:36 - Handling Co-Founder Breakups28:29 - Evolution of Founder-Investor Relationships34:49 - Measuring the Founder-Investor Relationship35:57 - ConclusionAboutAkshay leads investments in both emerging markets and global fintech at Hummingbird.Previously, Akshay worked at Citigroup, where he raised equity capital for large corporations, and at Artivest (acquired), where he helped build and grow a platform that enables retail capital to access alternative investments. During graduate school, Akshay had the opportunity to work with MIT's $25 billion endowment fund.In his spare time, Akshay records music and writes about founders in his newsletter, 'Amplify'.He holds an MBA from the Sloan School of Management at MIT and a BA in Economics with a minor in Ethnomusicology from Franklin & Marshall College. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

In this episode you will learn:00:00 Introduction01:28 The Prestige and Challenges of VC03:28 Arun Pai's Journey into Venture Capital04:08 Breaking into Investment Banking06:17 Transitioning from Banking to Startups07:57 Joining Monk's Hill Ventures09:04 Advice for Aspiring VCs11:59 The Fluidity of the VC Industry12:29 Who Should Become a VC?15:19 Skills and Specialization in VC22:58 Building Relationships and Reputation27:19 Transitioning to Quantitative Roles27:34 Understanding VC Roles and Value28:27 Challenges in Breaking into Investment Teams29:39 Building a 360-Degree Skill Set30:13 Personal Journey into VC33:23 VC Interview Process35:13 Importance of Partner Buy-In36:47 Why Do You Want to Become a VC?39:10 Monk's Hill Philosophy41:48 Due Diligence in VC Hiring42:22 The Excitement of Being a VC43:42 Challenges in High Conviction Investing47:20 The Importance of Networking and Luck48:37 Burnout and Specialization in VC51:16 Balancing Experience and Staying Updated52:53 Conclusion and Final ThoughtsAbout:Arun is a Principal at Monk’s Hill Ventures, based in Singapore and responsible for deal sourcing, due diligence and investment analysis and research. Arun brings over 15 years of experience in Finance and Tech start-ups.Prior to joining MHV, Arun spent the last 6 years in the startup ecosystem as a C-level executive. He was the Chief Sales & Strategy Officer at Flow, where he managed growth and capital raising initiatives for the company leading to its acquisition. Prior to that, he was the Chief Kristals Officer, one of the first employees at Kristal.AI. He started his career and spent just under a decade in investment banking at Lehman Brothers and, subsequently, at Nomura across New York, Hong Kong & Singapore.Arun graduated magna cum laude with a Bachelor of Science degree in Electrical Engineering from Georgia Institute of Technology. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

You can access the CVPE whitepaper [here] and join the CVPE LinkedIn group [here]In this episode you will learn:00:00 Introduction to Corporate Entrepreneurship00:34 Introducing Sebastien Picard and xcube01:08 Understanding Venture Studios02:10 xcube's Unique Approach02:42 The Corporate Venture Portfolio Equity Model05:40 Real-World Applications and Examples06:50 Challenges and Solutions in Financial Inclusion10:27 The Role of Ecosystems in Innovation13:24 Benefits for Startups, Investors, and Corporations18:15 The CVPE Model: A New Investment Class29:13 Psychological Support for Entrepreneurs32:40 Measuring Success and Future Evolution39:33 Conclusion and Next Steps for xcubeAboutSebastien Picard is a seasoned entrepreneur known for his expertise in early-stage innovative ventures.Sebastien has a proven track record of launching and growing multiple successful businesses across Asia, North America and Europe. His relentless determination, visionary and strategic mindset, and humility set him apart as a business leader.Sebastien founded xcube in 2023, xcube is a Singapore based corporate venture studio specialises in building ventures through a unique ecosystem approach.Established from Sebastien's entrepreneurial insights and brought to life by a talented core team, xcube embodies his vision and entrepreneurial experiences, paving the way for innovative ventures to thrive. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

In this episode you will learn:00:00 Introduction to Big Business and Market Size01:28 Importance of Identifying Big Markets03:18 Challenges and Considerations for Founders05:07 Defining and Evaluating Big Markets05:58 Insights from Famous Market Examples09:51 Understanding Customer Experience and Market Dynamics12:20 Evaluating Unit Economics and Team Dynamics15:21 Prioritization and Roadmap for Startups24:09 Challenges of Digital Targeting25:15 Importance of Customer Experience26:53 Product and Market Dynamics27:25 Creating New Markets31:39 Understanding Customer Problems37:02 Iterative Product Development40:17 Surprising Success Stories44:42 Final Thoughts and ReflectionsAboutShiyan Koh is an experienced operator and investor. She is currently a Co-Founder and General Partner at Hustle Fund, a global pre-seed venture fund. Prior to Hustle Fund, she was VP of Business Operations & Corp Dev at NerdWallet (employee #10), growing annual revenue from $1 million to more than $150 million. Before NerdWallet, she was an investor at Institutional Venture Partners and Bridgewater Associates. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

In this episode you will learn:00:00:00 - Introduction00:00:40 - Importance of Managing Finances for Startups00:08:58 - Compliance Regulation for Startups00:12:48 - Strategizing on resource allocation  00:15:48 - Startups offering inflated incentives00:18:48 - Finding the right talent00:23:34 - Basic Metrics startups should consider00:28:36 - Startups operating on Low margins00:29:33 - Reporting Spends to VC’s00:34:55 - Investment rejection00:36:53 - Unexpected challenges startups face00:41:29 - Are managing Finances a necessity for Startups?00:42:45 - ConclusionAboutManoj Agarwal, Co-founder & Managing Partner at SeaFund, has 25+ years of experience in business leadership, investments, and strategy. He co-founded SeaFund, an early-stage venture fund, and currently leads capital raising for its new fund. Previously, he was CEO of Karuturi Global, a top agricultural transnational, and is an advisor to Latize, a Singaporean data management company. Manoj holds a computer science degree and completed an executive program at INSEAD. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

In this episode of PitchMeNot, host Rahul, alongside guest VC Michael Blakey, delve into the pioneering world of SoMin, an AI-powered SaaS marketing platform founded by Alex Farseev. SoMin distinguishes itself by optimizing digital advertising and competitor monitoring through advanced data analytics, aiming to significantly reduce costs and boost sales for its clients. The podcast covers SoMin's journey, it's product offerings (SoAds and SoMonitor), market fit, and the challenges it aims to address within the ad tech space, highlighting the annual wastage in ad spend and inefficiencies in ad targeting. Alex shares insights on SoMin's traction, revenue models, funding history, and future aspirations, including potential for IPO or acquisition, driven by a passion for transforming the advertising industry through technology. The episode concludes with a VC debrief, evaluating SoMin's pitch, the clarity of the problem statement, the strength of the founding team, product differentiation, and strategic growth plans.00:00 Welcome to Pitch Me Note: The Startup Pitch Podcast00:12 Introducing Today's Guests and Startup Focus00:42 Diving Deep into SoMin: The AI-Powered Ad Tech Platform01:25 Exploring the Core Problem SoMin Solves01:51 Target Customers and Product Offerings02:44 SoMin's Traction and Funding Journey04:14 The Founder's Journey: From Developer to CEO05:52 Achieving Customer Savings and Business Metrics07:50 Customer Acquisition Strategies and Sales Cycle Insights09:36 Leveraging Technology for Competitive Advantage10:53 Funding Goals and the Vision for Growth14:44 Transforming the Advertising Industry: A Visionary Goal16:46 Staying Ahead in the Fast-Paced Ad Tech Landscape19:31 Navigating Data Challenges in Marketing19:45 The Importance of Staying Relevant and Innovative20:19 Addressing the Rising Costs of Customer Acquisition21:12 Strategic Ad Scaling and Performance Marketing Insights21:58 Post-Pitch Debrief and Analysis22:09 Evaluating the Problem Statement and Market Fit25:54 Investor's Perspective on Ad Tech and Team Dynamics35:20 Final Thoughts and Investment Considerations 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

In this episode you will learn:00:00:00 - Intro00:01:31 - The US-India Saas Corridor00:04:13 - Advantage of building Software in India00:08:57 - Early GTM strategies for Companies00:11:46 - How can Indian SaaS Companies compete in the US?00:14:49 - Will the cost advantage of building software in India persist?00:16:19 - Challenges faced by Indian Companies in the US00:21:21 - VC’s expectations before investing00:23:19 - When should SaaS companies target the US market?00:28:15 - Finding Product Market Fit00:32:38 - US Go-To Market Strategy00:39:01 - Raising Funds in the US00:42:06 - Building a Great Network in US00:48:30 - Future of India-US SaaS Corridor00:50:14 - ConclusionAboutChanchal Bhoorani is an investor at WestBridge Capital, focusing on US-India Enterprise Software investments from their Silicon Valley office. WestBridge is a multi-stage investment firm with approximately $8 billion in evergreen capital.Chanchal played a key role in sourcing Physics Wallah for their first round of financing, valuing the company at over $1 billion. She has also been instrumental in the firm's investment in Freshworks and other private deals.Prior to WestBridge, Chanchal gained experience building large-scale B2B and B2C products. At Ola Cabs, India's leading ride-sharing company, she designed allocation and dynamic pricing algorithms as a product manager. She then led the product team for a fashion e-commerce marketplace in Southeast Asia during their high-growth period.Chanchal holds a graduate degree from the Stanford Graduate School of Business and an engineering degree from IIT Varanasi. When not working, she volunteers with organizations supporting female education and employment. She also enjoys cheering for underdogs in Formula One racing, hiking, and hosting game nights. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

In this episode you will learn:00:00:00 - Introduction00:00:52 - About J-Ventures00:02:57 - J-Ventures' VC Model in comparison to Traditional VCs00:11:56 -  Process of Onboarding LP’s00:19:16 - Managing the community of LPs00:20:29 - J-Ventures unique approach in VC00:26:06 - J-Ventures’ investment mandate00:30:50 - Value-based Investing in Companies00:32:12 - Sourcing Companies for Investing00:38:38 - Criteria for Evaluating Founders00:42:06 - LP representation on Company Boards00:46:36 - Needing Support v/s Being Self-Reliant00:50:01 - Importance of Dialogue and Learning for first time founders00:59:29 - Community led Model v/s Traditional VC Model of InvestingAboutOded Hermoni is an investor, entrepreneur and journalist. Since 2005, he has invested in over 70 companies (5 of which became Unicorns), as is currently the Managing Partner and Co-Founder of the J-Ventures Fund (a "Capitalist Kibbutz") in Silicon Valley. Oded is active in philanthropic organizations and has been a Board Member at the Jewish Federation SF, JFCS, Friends of Hebrew University, ICON, Intro, and more. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

This video is sponsored by Digital Prizm.📍Digital Prism, the Singapore-based digital transformation expert which help you transform your business digitally. From product development to enhancing your online presence, they've got you covered! 🎁The first 10 sign-ups receive a whopping 20 hours of free consultation! Secure your complimentary consultation and unlock your business's digital potential today!!In this episode you will learn:00:03:09 - Relationship between Good Founding Teams00:08:16 - Personality Disorders amongst Founders00:11:59 - Major Reason for Conflict amongst Founders00:14:09 - Risk Taking ability of the Founders00:16:38 - Investor Response to Founder Conflicts Post-Investment00:20:16 - Resolving Founding Team Conflicts00:21:58 - Founder Red Flags Investors Look out for00:25:33 - Tackling Founder Ego00:27:09 - Impact of Founder Conflict on Company’s Success00:30:52 - How can Startups navigate Product Market Fit?00:35:58 - Resources to Educate Founders to tackle Conflicts00:38:22 - ConclusionAbout:Will Klippgen is a Singapore-based Norwegian entrepreneur and technology venture capitalist who co-founded the price comparison portal Zoomit.com (later merged with Kelkoo, which was sold to Yahoo! in 2004). He served as one of the judges on the television series Angel's Gate, which was broadcast on Channel NewsAsia in 2012. Will is a co-founder and serves as the Managing Partner at Cocoon Capital. He holds an MBA from INSEAD where he is an Entrepreneur in Residence.He has invested in over 55 startups in Singapore and across the world since 2004. His investments include PropertyGuru, Anacle Systems, ReferralCandy, Nugit, Tickled Media, iXiGO.com, See-Mode Technologies, SensorFlow, GuardRails, BuyMed and Augmentus.  🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

This video is sponsored by Digital Prizm. (https://www.digitalprizm.net) 📍Digital Prism, the Singapore-based digital transformation expert which help you transform your business digitally. From product development to enhancing your online presence, they've got you covered! 🎁The first 10 sign-ups receive a whopping 20 hours of free consultation! Secure your complimentary consultation and unlock your business's digital potential today!In this episode you will learn:02:30 - Origins of Venture Studios09:02 - Venture Studios vs Accelerators13:49 - Higher Startup Success Rates with Venture Studios?18:43 - Founder Obsession with Idea: Key to Startup Success?24:35 - Evaluating Founders for Outbound Opportunities31:44 - Founders: Domain Expertise vs Quick Learners33:49 - Corporate Collaboration with Venture Studios39:14 - Equity Ownership for Founders in Venture Studios45:08 - Challenges Faced by Venture Studios46:39 - Collaboration with LPs in Venture Studios53:11 - Managing Multiple Studios within a Venture Studio59:13 - Who Should Start a Venture Studio?01:01:43 - ConclusionAbout:Sam is an entrepreneur, venture builder, board advisor and investor. He works with pre-seed and seed-stage entrepreneurs & investors to build startups & venture studios.In 2017, he founded Rainmaking APAC Venture Studio. Rainmaking APAC is today one of the largest venture development companies in the region, and was acquired by Bain & Company in 2023. The companies that have been built and scaled by Rainmaking APAC have generated $880m in funding and hold a combined equity value of more than $9bn. Through his work with Rainmaking APAC, Sam has also pioneered a range of equity-share models of corporate venture building.Sam’s focus is on building companies, supporting venture build ecosystems, and creating and empowering venture builders. He believes that entrepreneurship is one of the best means that we have of offering fulfilling work and creating the conditions required to unlock the potential in our global workforce at scale. Prior to launching Rainmaking APAC Venture Studio, Sam was a founder and early team member in startups in Europe, and invested in startups through an early-stage accelerator. These experiences as founder, operator and investor shaped the thinking, philosophy, process and governance structure that he now applies to venture building at scale in the Rainmaking APAC Venture Studio. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

In this episode you will learn:00:00:00 - Introduction00:00:42 - Optical vs Quantum Computing00:03:11 - Basics of Photonic Computing00:07:15 - Challenges in using Optics for Compute00:09:44 - Under-utilization of Compute for Data Transfer00:13:19 - Segments and Opportunities in Photonics00:20:08 - Lumai's Approach in Optical Processing00:21:55 - Importance of Optical Computing in AI Progress00:27:21 - Industries Benefiting from Optical Computing Breakthroughs00:30:10 - Talent and Startups in Optical Computing00:33:12 - Backgrounds of Optical Computing Founders00:34:09 - Do we need Quantum Computing?00:41:09 - Challenges of Optical Computing00:43:29 - Investment Opportunities in Optical Computing00:45:07 - Business Models for Optical Computing Startups00:50:54 - Exits and Acquisitions: Problem Size and Tech MaturityAboutDenis Kalinin, serving as the Asia Business Development Manager at Runa Capital since 2020, plays a pivotal role in advancing Runa's initiatives across Asia. His primary focus lies in facilitating the entry of portfolio startups into Asian markets, with a special emphasis on China. Denis actively seeks out suitable technological and distribution partners for these startups, while also contributing to the scouting efforts for B2B SaaS, Deep Tech, and Fintech startups in the Asian region.Before joining Runa, Denis led an investment project in China and co-founded a startup dedicated to assisting high-tech companies in navigating the Chinese market. Holding an M.S. degree from the University for International Business and Economics in Beijing, Denis also gained valuable international exposure through an exchange program at the Free University of Berlin. Notably, he served as the chairman of a student Energy Club during his academic tenure.Fluent in English, German, and Chinese, Denis has a penchant for watching series and reading books in these three languages. Beyond his professional pursuits, Denis exhibits a keen interest in space exploration, having authored several articles comparing various space industries. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

In this episode you will learn:00:00 - Introduction01:54 - Talent Investing & Fundamentals 03:28 - Talent Investing vs. Recruitment05:10 - What Talent Investors Look For08:11 - Characteristics of Great Talent Investors14:14 - Early Discovery of Exceptional Individuals16:22 - Finding Exceptional Talent17:58 - Characteristics of a Great Founder23:48 - Challenges in Finding the Right Founders26:37 - Fear of Failure31:07 - Role of Family and Childhood34:02 - Decision to Become a Founder37:54 - Co-Founders with Complimentary Skillsets42:09 - Increased productivity w/ a Co-Founder52:18 - EF’s Ecosystem 54:36 - EF's Graduate vs. Core Programs01:01:17 - ConclusionAboutRahul Samat, Partner and India Head at Entrepreneur First, brings over 14 years of experience as a founder, builder, and mentor. He holds a Master's in Science from the University of Pennsylvania and completed a scholarship program at Stanford University Graduate School of Business. Rahul started his career in banking at Barclays Investment Bank and later joined Capital One. In 2014, he co-founded InnerChef, a VC-backed startup, and in 2016, he became the Head of Private & Strategic Brands at Swiggy. In 2022, Rahul joined Entrepreneur First to lead and expand the team in India, focusing on supporting entrepreneurs from the pre-idea stage to fundraising through EF's investor network. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

In this episode you will learn:[00:00:00] Introduction[00:02:42] Mehak explains startup convertible notes.[00:05:00] Improvements and challenges in Indian startup regulations.[00:06:24] Foreign fundraising challenges and issues.[00:09:24] Angel tax impact on startups and investors.[00:11:46] Impact of recent FinTech regulatory changes.[00:13:24] Data Protection Bill overview and startup cost implications.[00:15:06] Crowdfunding platforms in India.[00:17:51] Pandemic's impact on fundraising and startup valuations.[00:19:00] Mehak on ESG importance in Indian startups.[00:21:24] ESG due diligence and compliance indemnities.[00:23:00] Explanation of indemnity in negotiations.[00:25:50] Fundraising terms becoming founder and investor-friendly.[00:26:55] Discussion on equity, preference shares, convertible notes, and debentures.[00:28:46] Mehak on equity-debt debate and finding the right balance.[00:29:54] Factoring vs. Debt Instruments: SAS companies and cash flow.[00:30:47] Investor-Friendly Terms: Founder lock-in and escrow securities.[00:33:23] Key Investor Rights: Preemptive, anti-dilution, and exit rights.[00:34:46] Impact of Governance Issues: Control over founders and compliance focus.[00:36:31] Founder's Response to Compliance Challenges: Establishing compliance departments and seeking advice.[00:37:32] Compliance Verticals: ESG, tax, financial, data, and IP compliance.[00:40:33] Challenge of Compliance in India: Navigating through myriad laws.[00:41:41] Improvements in Contract Enforcement: Faster judicial remedies.[00:43:18] Streamlining Labor Laws: Indian government's efforts through labor codes.[00:45:50] Contractual Compliance: Focus on watertight contracts.[00:47:38] Compliance Verticals: ESG, tax, financial, data, and IP compliance.[00:49:46] Investor Checks and Balances: Emphasizing checks and balances.[00:50:59] Post Fraud or Embezzlement Remedies: Founder clawback and exit clauses.[00:53:19] Directors and Officers Liability Insurance: Protecting investor representatives.[00:55:16] Positive Trend: Increasing importance of due diligence and compliance.AboutA seasoned corporate lawyer with 15 years of experience in law firms and in-house legal departments, Mehak has led strategic legal advice for both large, established companies and fast-growing tech startups, as well as investors. She has overseen intricate restructuring and M&A transactions, from orchestrating contract drafting and negotiations to delivering corporate advisory services and managing real estate deals. Her expertise extends beyond practice areas to include sector-specific advice in a wide range of fields, such as FMCG, manufacturing, technology/digital, sports, food, telecommunications, entertainment, e-commerce, and retail. She is a recipient of prestigious awards, including the ET Prime Women Leadership Award 2021, Asian Legal Business India Rising Star 2021, FORBES Under 40 Top General Counsel 2020, and the 40 Under 40 Rising Star Award by Legal Era 2020. Mehak regularly engages with industry and economy in forums and media such as Mint, Business Standard, and News18. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.

In this episode you will learn:[00:00:00] Introduction[00:05:15] Building an Enduring Firm[00:08:00] Challenges of Partnership Culture[00:10:43] Personal Brand vs Firm Brand[00:13:00] Succession Planning[00:17:00] Long-Term Commitment[00:19:00] LP Relationships[00:20:55] Advantages of a Partnership[00:21:37] Benefits of Scale[00:21:52] Building a Great Firm and Naming[00:23:00] Soft Aspects of Building a Firm[00:24:59] Unifying Themes in Firms[00:27:00] Progression in Venture Capital[00:29:40] Motivation and Managing a Firm[00:31:20] Understanding Carry[00:35:00] Managing Long-Term Careers[00:39:07] Carry Allocation[00:42:45] Team Dynamics and Carry Distribution[00:43:50] Inclusion of Back-Office in Incentives[00:44:40] Building a Successful VC Firm[00:45:56] Firm Evolution[00:47:32] Transition to a Bigger Institution[00:49:25] Challenges in Talent Retention[00:53:00] Philosophical Differences and Firm Evolution[00:57:00] Risks in VC Industry[01:02:00] Solo GPs vs. Venture Firms[01:04:38] Building a Healthy VC FirmAboutHussein is a partner at Hoxton Ventures. He currently represents Hoxton on the boards of Avantia Law, Baseimmune, BeyondRisk, Biocortex, Biotx, DruidAI, Finesse, Fy!, Giraffe360, Kbox, Kitt, Luminary, Peptone, PillSorted, Raptor Supplies, Really Clever, Rensair, Replai, Replan, Skin Analytics, TourRadar and XYZ Reality, and serves as a board observer on Behavox and Karakuri. He previously served on the boards of Babylon Health (NYSE:BBLN), bd4travel (acquired by Dnata), Campanja (acquired by 24/7 Media), Darktrace (LSE:DARK), Deliveroo (LSE:ROO), Panakeia, SOCOS (acquired by Sophos), Yieldify (acquired by Publicis) and Vidya Health.Hussein serves on the board of UCLB, the commercialization company of UCL and also sits on the advisory board of GTO Partners, a tech mid-market buyout firm, and Landscape, a venture capital review site. Previously he served on the board of Tech Nation, a UK quasi non-governmental organization. In a personal capacity, he is an angel investor in Apex:E3, Builder.ai, Callaly, GoCardless, Mellizyme, MyGlamm, Reachdesk and Signpost.While forming Hoxton, he helped Eros STX Global develop ErosNow, an online streaming video platform for Bollywood. Prior to Hoxton, Hussein was an associate with Accel Partners. He joined Accel from Microsoft Corporation. Earlier in his career, he worked with three startups, Safe-View (acquired by L-3), Radiance Technologies (acquired by Comcast) and Studio Verso (acquired by KPMG).Hussein holds an MBA from London Business School and did his undergraduate studies in Symbolic Systems at Stanford University.He stubbornly refuses to swear allegiance to a monarch and remains a proud American. 🔗 Follow us:🏠Website : https://understandingvc.com/🤝🏻LinkedIn : https://www.linkedin.com/company/understanding-vc/🎧 Spotify : https://open.spotify.com/show/1q7DxW3FEyP7EhH8m0VvAD🍎 Apple Podcasts: https://podcasts.apple.com/in/podcast/understanding-vc/id1551524895 💌 Connect with Rahul: 🤝🏻 LinkedIn : https://www.linkedin.com/in/rahulthayyalamkandy/📩 Email : understandingvc@gmail.com🐣 Twitter : https://twitter.com/rahul0720 📍 About: Understanding VC is a podcast that provides founders with the knowledge and resources they need to understand venture capital. Our goal is to create the best and most comprehensive resource on venture capital on the internet, so that founders can make informed decisions about their businesses and secure the funding they need to succeed.