David Frankel

Totally. So you need the science and you need the art. You need the science of going, I'll take you to the right partner. Because of course, hit rate with the wrong partners and happens all day long is like, Harry's busy, you're on a deal, you're not that particularly interested in that vertical or whatever, done, finished. But there's the art as well, right? And ideally, this is sales, right?

Totally. So you need the science and you need the art. You need the science of going, I'll take you to the right partner. Because of course, hit rate with the wrong partners and happens all day long is like, Harry's busy, you're on a deal, you're not that particularly interested in that vertical or whatever, done, finished. But there's the art as well, right? And ideally, this is sales, right?

Totally. So you need the science and you need the art. You need the science of going, I'll take you to the right partner. Because of course, hit rate with the wrong partners and happens all day long is like, Harry's busy, you're on a deal, you're not that particularly interested in that vertical or whatever, done, finished. But there's the art as well, right? And ideally, this is sales, right?

This is testimonial sales. I'm saying Harry is awesome. Harry is awesome. Like it's not Harry going, oh, I'm awesome, right? It's me saying Harry's awesome. And by the way, I have to believe that for that to be really authentic.

This is testimonial sales. I'm saying Harry is awesome. Harry is awesome. Like it's not Harry going, oh, I'm awesome, right? It's me saying Harry's awesome. And by the way, I have to believe that for that to be really authentic.

This is testimonial sales. I'm saying Harry is awesome. Harry is awesome. Like it's not Harry going, oh, I'm awesome, right? It's me saying Harry's awesome. And by the way, I have to believe that for that to be really authentic.

So that's why like our testimonial sales with our better companies, with our companies that are performing are better than, you know, when we're trying to kind of sell a company that's not performing. So it comes down to performance.

So that's why like our testimonial sales with our better companies, with our companies that are performing are better than, you know, when we're trying to kind of sell a company that's not performing. So it comes down to performance.

So that's why like our testimonial sales with our better companies, with our companies that are performing are better than, you know, when we're trying to kind of sell a company that's not performing. So it comes down to performance.

It depends on the context again. It depends on how hot the deal is. I think you're describing a hot deal in a tougher time, like halitosis is better than no breath at all. So, you know, like if you're doing your buddy a favor and that person's putting $5 million into my deal and I have struggled to fundraise, like bring it on.

It depends on the context again. It depends on how hot the deal is. I think you're describing a hot deal in a tougher time, like halitosis is better than no breath at all. So, you know, like if you're doing your buddy a favor and that person's putting $5 million into my deal and I have struggled to fundraise, like bring it on.

It depends on the context again. It depends on how hot the deal is. I think you're describing a hot deal in a tougher time, like halitosis is better than no breath at all. So, you know, like if you're doing your buddy a favor and that person's putting $5 million into my deal and I have struggled to fundraise, like bring it on.

I've never heard that statement before. Do you do market sizing? We do. I've seen a bunch of times where funders will look at TAM and they'll walk away from a deal and they'll say because the TAM wasn't big enough. One of my favorite examples of this is MediaRadar. I was in it with Bain Capital, pre-founder collective.

I've never heard that statement before. Do you do market sizing? We do. I've seen a bunch of times where funders will look at TAM and they'll walk away from a deal and they'll say because the TAM wasn't big enough. One of my favorite examples of this is MediaRadar. I was in it with Bain Capital, pre-founder collective.

I've never heard that statement before. Do you do market sizing? We do. I've seen a bunch of times where funders will look at TAM and they'll walk away from a deal and they'll say because the TAM wasn't big enough. One of my favorite examples of this is MediaRadar. I was in it with Bain Capital, pre-founder collective.

It's one of the biggest vertical SaaS plays, if not the biggest in the world in media now. How much is it worth? It's worth billions today. It's another company I wish I'd stayed in. Todd Kreiselman. Unbelievable business. So we showed it to, I don't know, Bain, Flybridge, Bessemer. I remember this like it was yesterday. The Bessemer team did all the market sizing.

It's one of the biggest vertical SaaS plays, if not the biggest in the world in media now. How much is it worth? It's worth billions today. It's another company I wish I'd stayed in. Todd Kreiselman. Unbelievable business. So we showed it to, I don't know, Bain, Flybridge, Bessemer. I remember this like it was yesterday. The Bessemer team did all the market sizing.

It's one of the biggest vertical SaaS plays, if not the biggest in the world in media now. How much is it worth? It's worth billions today. It's another company I wish I'd stayed in. Todd Kreiselman. Unbelievable business. So we showed it to, I don't know, Bain, Flybridge, Bessemer. I remember this like it was yesterday. The Bessemer team did all the market sizing.

They went newspapers and magazines. That's dying, right? The damn shit. Couldn't really argue with them. Like just kept going. I'd looked at newspapers and magazines as the angel investor and gone, you know, so that's a couple of hundred million dollars, not billions of dollars. Okay, next thing media radar goes into Facebook, Google, everything online needs them.

They went newspapers and magazines. That's dying, right? The damn shit. Couldn't really argue with them. Like just kept going. I'd looked at newspapers and magazines as the angel investor and gone, you know, so that's a couple of hundred million dollars, not billions of dollars. Okay, next thing media radar goes into Facebook, Google, everything online needs them.