Superhuman 2.0: The AI edge, top productivity hacks, and the future of email | E2002

0:00okay so i'm just gonna go ahead and hit question mark and i'm gonna say find me the top 10 most positive customer responses to the best customer responses to the best Haystack combination information synthesis stuff. All I have to do is hit copy, come here, hit paste. The formatting is perfect. It is done. It is done. This Week in Startups is brought to you by NetSuite. The number one cloud financial system that unifies accounting, financial management, inventory, and HR into a single platform. Giving you one source of truth. Download the CFO's Guide to AI and Machine Learning today. Visit netsuite.com slash twist.

1:02Lemon.io Hire pre-vetted remote developers. Get 15 % off your first four weeks of developer time at lemon.io slash twist. And Assembly AI. Get maximum value from voice data with Assembly AI. Build powerful products and features for your end users on the industry's leading speech-to-text models. get 100 free hours to start building at assemblyai.com slash twist hey everybody welcome back to this week in startups one of the great joys of my life uh having been an angel investor now a seed investor is that i get to meet um entrepreneurs at the start of their careers and one of the great entrepreneurs i've been lucky enough to work with over two startups is raul he started a company called reportive and i was a fan of this little toolbar that helped people using their gmail uh figure out who's emailing them by clicking on a link and seeing their twitter and their linkedin profiles easy peasy lemon squeezy was the you know simplest most elegant piece of software i had used at the time but man was it a time saver and it grew like a wildfire was sold to linkedin and i told my pal raul i'm absolutely in favor of you selling this i think he maybe he wanted to keep going his founders didn't a lot of stories there uh they said just promise me when you leave linkedin i get to be the first investor in your next startup and uh i think i'm one of the first you know i don't think he's it's a little controversial because there's another uh super fan of raul's who also likes to be considered the first and he's a friend of mine darmesh from hubspot uh welcome back to this week in startups roe vora from superhuman how are you doing pal doing great excited to be back i think this is my third time third time on the show when you hit five we give you a jacket and uh but people don't know that you've also done at least i don't know five or ten times for me talks with our founders and we're also very thankful for that um the reason i wanted to have on the pod is you know i'm a super fan of superhuman which is an email product that you pitched to me on a sunday at my house over bagels and i always recount the story to people uh to you know when i talk about uber and Robinhood and Calm amongst the greatest hits we've had.

3:21And I think Superhuman will be right there with it in terms of returns for RLPs, but also in terms of just greatness of a product. Your pitch made no sense. And when a pitch makes no sense, that's when I get excited. When I'm confused after having invested in 400 companies and taken 10 ,000 million of founders, I know there's something there. Do you remember the original pitch and that Sunday? I probably said something along the lines of, Jason, I'm going to build the fastest email experience in the world, and then we're going to charge people$30 a month for it. And you probably did a spit take with your bagel and were like, Rahul, that's not going to work.

3:59No one's going to pay for this thing that historically has been free. And I probably said something brash along the lines of, Jason, trust me, they will. Yeah. And it was exactly like that. and i the the heat check i gave you was okay so you want to take on um gmail which is free and you want to make it faster than the company who makes gmail google which has an obsession with speed and the largest at that time computer network in the world and the largest number of engineers focused on speed in the world and you think you can beat them uh and uh you were like yeah and then you explained to me what and it was a really good explanation which is gmail is servicing billions of users they need to build it to the average user and because it's free like they're not gonna you know hemorrhage money making it faster um and that you only needed to get one percent of email users who care about and this is where ideal customer profile comes in you know for anybody uh like darmesh from hubspot who i think just recently tweeted a you know um a great testimonial of superhuman anybody who's in their email box for more than an hour to a day which would be a power user which is probably the top 10 of users and whose time is worth more but worth a lot of money on a per hour basis would pay any amount of money to get through that goddamn inbox faster that was the key insight and that's why a dollar a day is farcical to a ceo a management team and anybody making over a hundred thousand dollars a year a dollar a day is nothing if they can gain back but 10 minutes per day and that's when i fell in love with your concept when you deployed that concept into the real world and you had this concept about the ideal customer profile and we'll talk about superhuman 2.0 and all these new features powered by ai but i just want to go back in history when you brought it to market what did you learn and how did your vision manifest itself when it faced the reality of users?

6:04Yeah, gosh, well, that's kind of quite an evolution. I think like most founders, I started with a gut sense that something was wrong with Gmail. And I lived it myself. I mean, you mentioned Reportive at the top of the show. I was a CEO back then before I was selling the company to LinkedIn. in. And I remember managing my email with Reportive, but also with Boomerang, with other similar browser extensions that we had at the time. And bizarrely, Gmail was just getting worse every single year. It was becoming slower, more cluttered. It still wasn't working properly offline. It turns out that at the time, this is probably still the case, that Gmail inside of Chrome was the single biggest reason your laptop would run out of battery.

6:45It's so energy inefficient. And on top of this, people were installing plugins. And I thought, how ridiculous, but also in a weird way, how fortuitous we'd created the perfect conditions to go and build an even bigger company. That's because Reported was the first Gmail extension to scale to millions of users. Before then, it was insane. I mean, nowadays, we take it for granted. Grammarly and Honey, two major browser extension success stories. But back then, this is 2010, no one believed you could build a business with a browser extension. So we showed people that you could, and there were lots of products, and the whole ecosystem was falling apart.

7:23So I thought to myself, okay, there has to be a better way. What would email look like if it was, in a sense, vertically integrated, like if Apple were to build it? If you didn't have to add a bunch of browser extensions, if it was blazingly fast, searches were instantaneous, everything happened immediately. and if all of that just worked offline. So that was the original idea for Superhuman, and it was really a gut sense that I had. But then I did something that I think too few founders do, which I know you'll appreciate. In that first year, I spoke to about 700 people, that's roughly two per day.

7:58And you might think, well, that's kind of a lot. How did you do that efficiently? Actually, very easily. I put up superhuman.com. It sucked, like a bit of blurb, really not great design, whatever, just stating the vision. And whenever anybody emailed in, they got an automated response back from me. Now, it didn't look automatic, but it went something along the lines of thank you for signing up. We're busy building the best email experience we can possibly imagine. Two questions. What do you use for email today? And what do you hate about it? Two very powerful questions. I think you can use this for any product, any service, any market.

8:32And invariably, people would get back and say, I use Gmail. Some of them were using third-party products, but they would all say email takes too long. And when I would dig in, they'd be like, it takes too long. It's too slow. I'm frustrated. I don't like how long I spend in it. So there was like this mix of ideas here. At the same time, I read this amazing book. I think it's called Positioning the Battle for Your Mind. And I realized that because this is a market dominated by incumbents. I needed to find a positioning that everyone would remember. It might be weird, it might be kooky, but speed is something that everybody can remember.

9:10And that was the first time where I was like, okay, there might be something here. And then finally, I knew we had it when I did the cocktail party test. You may have heard of this. Ed Sim, a dear friend of ours at both starts shared the name with me. The idea is go to a cocktail party, kind of look, watch people pitching your product to other people and see what they say. And time after time again, I'd hear people, founders and managers, but also salespeople and folks in BD and whatnot say, superhuman, it's really fucking fast. And at that point, I knew I had it. It had become like this viral idea.

9:50It was so easy to remember, so hard to dislodge, so easy to own because no other product was owning that space, that we just ran straight after it. Okay, are you worried that your startup is the only company out there that's not building with AI features? Well, if your company records or collects any voice data, I've got a secret weapon for you. Assembly AI has the AI models you need to turn that data into new features that your users are going to love. So don't fall behind. Put this incredible technology you to work for you. Whether it's podcasting, audiobooks, meetings, especially the virtual ones, and all the videos that people are constantly uploading, we're producing and consuming more voice data than ever before.

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11:10If you want to put your audio data to work and build powerful AI experiences for your customers, head to assemblyai.com slash twist and get 100 hours for free. and join over 200 ,000 developers who are building amazing apps with voice data. Go to assemblyai.com slash twist today. It is amazing how this focus on a certain set of users, not all users, but a certain set of users can unlock features that maybe the masses just don't care about and are unwilling to pay for, but that a certain group of people covet. And so, you know, when you get the product out there, it's gorgeous. I think two things led me to believe that this would be a fantastic investment.

11:54And in fact, the fund you're in, I think we invested$500 ,000. The biggest bet we had made to date in that fund, this was a$10 million fund. And you have your own fund and you understand when you have a$10 million fund, 5 % of the fund going into one startup is a big bet. And two things occurred to me watching your story over the years. One, people have copied your design and your concept. So I have been pitched no less than 50 times on we're superhuman for calendar, superhuman for CRM, superhuman for Slack, whatever it is. And it's actually what they mean by that. When you say superhuman for, in a human's mind, what that means is, or in our industry, it's going to be elegant powerful and for power users it's actually like an aesthetic now um which i think is like a very big compliment now that alone doesn't mean you're going to be successful but it does mean something that the the the founding community is so enamored by what you built the second piece that i thought is very interesting is when i talked to founders and again we have 20 000 people apply for funding from launch now and we do 100 per year so since we invested in you 10 years ago or so i don't know maybe nine years ago i think it was like yeah 2015 or something 2015 yeah yeah um you know since then um many folks have come to us and said i say okay yeah you know what's your go-to market strategy they say oh we're gonna do super we're gonna superhuman it and we're just gonna do what superhuman does we do what raul does his playbook and what they mean by that is we're only going to uh onboard people with a 30 minute interview So let's pause there and talk about that innovation.

13:44How did you come up with that? And then how have you altered, evolved, or not that strategy? And founders who are listening, this is a super profound one. Right. So this was way back when. I believe we started onboarding people in 20, let me see if I get this right, probably the end of 2017, maybe the end of 2018, more likely 17. In fact, I think the very first paying customer might be our good friend, both of ours, Austin Peter Smith. He was, yes. Austin Smith, now Peter Smith, was your first interview, correct? Yeah, yeah. So why did we do it in person? Okay. There is this rule of thumb. And I read this first in a really great book, Traction by Gabrielle Weinberg, Justin Mez, where they say that as a startup, you should aim to spend roughly 50 % of your resources on product but 50 % of your resources on growth.

14:42And I think in general, that's pretty good advice, because most founders forget the latter, and they just obsess about product all day long. However, the size of the problem that we were taking on was too large to do that. Today, it's relatively easy for us to hire excellent engineers, we have a phenomenal team. But back then, in the sort of 2014 to 2017 era, I mean, Jason, it was tough. People were like, Like, wait, you're building what? Okay, you have all these great investors, but you're building what? That kind of doesn't make sense. There was some skepticism, as one might expect. So it was difficult to build a large engineering team.

15:19And in any case, we didn't want to spend too much money. I therefore always have to choose for each marginal engineering hour, do I put that into making the product better and into unlocking products market fits more? Or do I put that into things like activation and building a first-time user experience? And I just remember thinking to myself, well, what if the product is wrong? What if we have to change something? Every engineering hour we spend on growth, we're not spending on products, and boy, do we have a lot of product to build. Now, of course, this was a pretty Zerpy era, so it was relatively easy to raise dollars, but it was hard to get engineering hours.

15:55What does a good entrepreneur do? They spark an arbitrage. and i was like okay i'm going to raise dollars i'm going to hire an onboarding team and i'm going to put the meager engineering hours i have into improving the product what we're going to do is we're going to substitute the software onboarding with a human onboarding so that's where the idea initially came out of now when we started doing it of course we look at the metrics we are not data driven but we're data informed and we were looking at things like bug rates and virality and net promoter score and the product market fit score which i've spoken about a lot and all of those were through the route and initially i was like okay is it just because i'm doing the onboarding or is it because my brother then head of growth garb is doing the onboarding or it's because the onboarders are super charismatic and we started disproving these negative theories one by one until we were just like wow the onboarding really does work now the other aspect of why founders might want to consider this, perhaps the most important aspect, is you get rid of the tire kickers.

17:02Especially if your product is something like superhuman, where it's designed to make you more productive. It's designed to save you time. There's a very real ROI. Most of our customers save four hours or more every single week. They're applying to emails 12 hours sooner. They're getting through their inbox prices fast. What you don't want are people who don't value that thing and it's very very easy with email to just get like tens of thousands of people signing up because everybody has an email address so the the pool of potential customers is everybody but the ideal customer profile is somebody who is going to learn the product who knows quick keys and who's going to leverage it and if you're a casual email user you You know, my mom uses email.

17:47She, you know, gets a couple a day. She's not taking the time in all likelihood to learn the quickies. Once you're getting a hundred emails a day, you're learning the quickies. You want to get through stuff fast. And this was, I think, you know, a very big unlock for me in evaluating products as an investor, which is like, who is this for exactly? And does the founder understand who their actual customer is? And I think this was just such a great unlock for you in terms of your career trajectory. Again, we are so lucky to have invested in some great founders across two companies. I was the first investor in Thumbtack, and I'm the first investor in Athena.

18:27Wow. First investor in LinkedIn. I'm sorry, purportive. First, I'm going to say I'm first, but I know Darmesh is going to get upset. But amongst the first, in the first group that got into Superhuman. and what the founder learns across companies is so critical. Reportive was, you know, ostensibly for everybody, but the people who actually got value from it were salespeople or executives or hiring people. Like those two or three people who are going to look up the LinkedIn, look up the Twitter handle of 100 % of people who email them, right? Like that's not everybody, am I correct? I'll share something that's going to blow your mind and we should have sold this company for a lot more.

19:09it's been so long i don't think anyone will care it turns out which is what i told you i was so heartbroken i tell everybody when you made me four times my money or five times my money it was the worst day of my life well okay okay it was a precarious situation as the classic example of you know leaning on one api which go away at any any point in time we had 10 percent of linkedin's daily active users on reported imagine that a billion dollar company that had just gone multi-billion dollar company that had just gone public we had 10 of their daily active users and i had no idea it's crazy here's the thing it people tell me also like i sold weblogs inc which we sold for 30 million dollars 18 20 months after we started oh my god you're an idiot you sold it too early to people don't remember the industry was very different at that time 20 years maybe yeah almost 20 years ago when we sold which was you know there was no such thing as secondary I was negative$20 ,000 when Brian Alvey and I sold and Ryan and Peter from Engadget, like when we sold that company, like I was broke, broke.

20:17There was no secondary opportunity. When you sold, you know, this idea that like there was a sword that's going to come down on your head and just kill the business because an API is going to go bing. And then there's, it's not like you had a war chest like you do now and the reputation. And you had co-founders, people want to get off the train, so many different things. But that's such a great fire. It's such a great regret to put in a founder's head. Because then when you do the next one, you're like, you know what? This time we're going for gold. We're not taking the bronze. We're not taking a silver.

20:51We're going to go for the gold. Now, if we happen to go for the gold and hit silver or bronze, it's not the end of the world. but you know and back in that day you know sometimes somebody offers you a bronze medal a silver medal and you're like i gotta take it for my family etc um let's talk about superhuman 2.0 you've been at this for a long time people don't know the numbers i do but you know let's just say this is a significant business now um it's you know it's got real revenue real customer base and there were a couple things i kept hounding you on and you are methodical i'm not gonna say slow but methodical in releasing products so you you really try to get it right the first time i very much appreciate that but i was just like i need multiplayer mode i need team snippets i'm like gosh almighty you know i got these you know um people on my team i'm writing snippets for people who don't know i have to send the same email over and over and over again which is thanks for emailing me we don't take pictures from the podcast thanks for emailing me i wish you great success in your startup however we don't invest in your category we wish you tremendous success here's some resources for you and then i need to give those snippets and i want crystal clear communication from our organization as it grew to 21 people that they use the same language because you know you don't want to say things you want to say things consistently so i really need to group snippets and then i was like you know i'm taking screenshots of superhuman putting it into slack and having conversations around threads and then some person on my team responds i literally just had this happen somebody responded and said hey you know i think this founder has ugly baby syndrome oh gosh i mean this happened to me this month bro and i was like the founder left the founder on the cc list and you know i really like this founder and they were referring to ugly and i i was like oh my god this is like this is literally a researcher in their first year and by ugly baby he meant his product right and so yeah i get it still i had asked like one question or two questions that were you know a little challenging on the call hey how do you think about this how do you think about the design you know and then this researcher worked for me in year one and i'm like do i have to fire this guy or not and he was so smart my researcher he called the founder on the phone he said i'm probably going to get fired for sending an email i just want to let you know i'm incredibly sorry that was a terrible way to phrase it i know that it's year one for your startup i respect you and i know that design was maybe something you're working on so he smoothed it over with the founder and then it got to me and he's like just you know i called the founder but this could have easily been avoided had this person been on superhuman who had not yet installed it or not yet used it and that might have been on my team's fault with the new features so can we go over those multiplayer mode features and then the ai features and just talk about how you think about launching new features.

23:48Absolutely. And I'll do the craziest of things, and I'll attempt a live demo. Let's hope. Well, I can. Open AI and fireworks this afternoon. Go down. Yeah, so we, you know, it's funny. I was actually just looking at the notes. For the first time I was on the pod, this was October 23, 2018. It's kind of insane. and you asked me, what does the future of email look like? And I said three things, or I said a lot of things, but including, you'll see a lot more AI and machine learning. You'll see your emails automatically written for you. I'm reading this out now. Number two, you'll see a lot more tooling around collaboration, multiplayer, shared conversations, assignment, shared draft, and so on.

24:33And number three, you'll see emails themselves get shorter and shorter. Email clients will themselves turn into messaging apps. That was 2018. And so I had this a very happy moment this morning when i was preparing for this call where i was like oh wow that was true it took a while but like that's actually what's happening right now which is kind of cool okay i mean it is did you run it through did you run that episode through a an ai to get the summary or did you just listen to it no no i as you know i fastidiously prepare for everything so i was just looking at the notes from how many years ago it's really interesting you know claude does a really nice job with summarizing i think youtube videos or videos So I've gotten my, you just start thinking about the power of AI.

25:15One of the great powers of AI, if you look at podcast production, we have a new company we invested in, Podcast AI. And the founder, Edward, reminds me a lot of you because he's customer obsessed. He figured out a way to not only do transcripts, which is kind of table stakes now, but it understands the context of the conversation and then writes show notes for us of all the moments in the show. and then you can highlight it and make a clip and make an audio or video clip putting that all aside he then was like you know what would be good for us to know what's happening in the news and then write a docket which is you know what i call our um you know our our prepared document for what we're going to talk about if you could actually have it tell it what sources of news you cover you know if you're a biotech company here's a 10 biotechs and it actually suggested stories and made the docket so essentially ai is taking what producers do in podcasting and basically starting them on second base maybe even third base so you just have to run home steal home um and it just means either you can make better production or lower your costs by having less so it's really actually happening in text audio and knowledge work it's actually happening now right now startups have to do more with less.

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27:38And twist listeners get 15 % off their first four weeks. Stop burning money, hire developers smarter, visit lemon.io slash twist. So yeah, let's do the live demo. I just I love a good demo. Let's have a back and forth discussion here. A show don't tell always one of my favorite rules of podcasting if you can't if you're listening right now go to youtube.com and just search for this week in startups and you can find the video or use spotify which has video the context here is we had a major inflection over the course of the last year and as you know as an investor we are being pulled up market into the enterprise we recently closed a a very large tier one strategy consulting firm i can't say which one uh our largest deployments have grown from small startups to teams of several thousand and we're now serving industries that go well beyond just technology which is the largest number of users or ballpark users with one installation one domain name you know as it were one organization have you gotten past a thousand in anybody yeah in the region of two to three thousand i had no idea that's so extraordinary to be that far up i didn't i thought you were going to be sub 1000 for a while that's great We were just until a few months ago, but over the last year, enterprises really just started clicking, and we've more than doubled the rate at which we welcome these new users.

28:58Now, as we grew and as we've grown to serve these larger companies, we noticed this fundamental problem with email, the one that you just outlined, which is that basically every other piece of software that we use, think Slack, Figma, Notion, Loom, that's now all collaborative by default. And even though more people use email than any other tool, for folks who don't know, a billion professionals use email for three hours every single day. Email is not yet collaborative. And the problem is so ingrained that we take it for granted. So for example, if you want to share that email with your team, you could have a meeting, but your team probably isn't free.

29:32You could paste a screenshot into Slack or Microsoft Teams, but now the conversation is in two separate places. And you could forward or BCC, but now you have to remember to do that for every single email that you send or receive. And there's always the risk, that somebody does what your analyst did and says something regrettable externally. So what do we do? Well, three things. We imagined the core email experience to be multiplayer by default. Number one, you can now share a live view of any email conversation with your team. There's no need to ask for meetings. There's no need to pay screenshots.

30:02There's no need to repeatedly forward in BCC. Number two, your team can then follow along either in Superhuman or via a link. They don't even need to be using Superhuman. I'll share an example of this with you in a minute. And number three, you and your team can then comment directly on the conversation. And there's no risk that those conversations actually leak. Let's take a look. I'm going to go ahead and share my screen. Okay. So here we are bravado plus superhuman for sales. And you're having a conversation here. I see that. And I love this new feature, by the way, under the subject line, there is a little summary in bullet points.

30:36This, I didn't know you were going to do this, but this has saved me when I have to catch up on some crazy thread. And here, in the summary, it says, Sahil and Superhuman discuss podcast details and scheduling. Sahil offers 20 % discount on sponsorship. Superhuman requests further re-education reduction. Superhuman signs and returns sponsorship paperwork. Podcast recording set for 7, 23, 10 a.m. Sahil requests expedited paperwork return. And it has a thumbs up, thumbs down. These summaries are pretty accurate, huh? Super accurate. And I love these. And you'll notice that I'm just going to quickly scroll up and down.

31:11this is a long ass email there is a lot going on here about 20 emails back and forth yeah imagine you suddenly got added to this and boom that's all you need to know so genius should point out uh we love sahil i checked with him this morning i have his full permission and his blessing to share this if you haven't seen bravado they're an amazing community of sales people go check them out we recently launched superhuman for sales uh let me just show you what that is it's a version of superhuman that is designed for sales people it does all kinds of incredible things and we need to design extra for that or is it just included in my dollar a month uh it is let's we also just launched new pricing plans so if you're paying monthly it's 40 a month this comes with superhuman for sales uh yearly it's still very similar to three dollars a month so 400 bucks a year and if i save one hour per person per month on an average salary you know that would be 40 an hour times 2 000 hours a year 80 000 so anybody making above 80 000 a year who saves one hour your break even already and less mistakes costly mistakes so you know on a team of 20 400 a year you start doing the math 8 000 no brainer for our organization but you know you have to do your own back of the envelope math for your organization or or what many of our customers do is we help you do the math right like it is a a very classic motion what will come in will help you figure out the roi calculation most customers are actually saving four hours per user per week or more so the roi of buying superhuman is well north of 20x per year okay back to this example we had to come up with a go-to-market for superhuman for sales I thought of Bravado as an amazing community that we could advertise to, so I ping Sahil, and we start to get the conversation going.

33:02Now, this is just between me and Seyon, or Se, who is our head of marketing. We've got some back and forth going on here, and you can see here, he's like, okay, we have 80 ,000 people, which plenty of VPs, CROs, 300 ,000 account executives, is like such a great opportunity and he says fifty thousand dollars okay now it's the time where we have to have the conversation internally what you might do historically at this point is paste it into slack that's what i would know no one else can yeah and which has its problems right like people can't see previous emails they won't be able to see future emails the conversation is now in two separate places or what many organizations do is they start repeatedly forwarding and bcc but what we do here is say starts sharing the thread this shares all the previous emails and all future emails with the people he is going to share it with he says is this something you'd be up for it seems like a good idea it's going to drive mqls and he adds my ea megan he adds the head of products marketing for superhuman for sales spencer and the head of products management for superhuman for sales chris which is amazing because they now get to see not only all the previous emails as opposed to one weird forwarded reverse chronological mail but also all future emails as well uh sahil bless his heart then pings because you know we we sort of sat on this for two days uh we buy some more time and now we start having an internal conversation about scheduling it's like okay you know rahul's going to be pretty busy he's going to be out of country i opine i'm like look this is the first time i'm talking about this let's get this really really great how are we thinking about roi how are we thinking about timing should we do one big launch or should we do two multiple launches spencer recommends we do it i'm still pushing on the roi so he'll it's like yo what's going on let's get this done so there's like these two parallel conversations here there's the internal conversation there's the external one and it's really nice on a design basis for those of you not watching is it visually looks different the email looks like one thread and then the square boxes although i'd like to see them with a little background color maybe like if i could if you tinted them a little yellow or something i don't you know this is a very 1.0 product here but even for me visually i'm so concerned it's like this little fear going on is there's two threads and never the two shall meet because we might say something like hey this founder just doesn't seem driven enough or whatever if somebody says hey i don't think this founder is going to figure it out or i don't think they can compete with you know superhuman or something oh my god this could be a disaster so how do you think about the design there when you were designing this it was exactly that this is a different um i know not everyone can see but the comments are a different width to the emails they look very different and that is to drive home the point that uh unfortunately the very honest mistake that your analyst made is not going to be made again happens every day happens every day it's so embarrassing and people shouldn't we should not be let down by our software in that way so that was a core part behind this and you can see here there's a very happy ending we get the schedule uh we get the discounts or we get it done it then turns into a classic scheduling email we want to spare uh our good friend sahil all of all of the nonsense with my out of office and going to europe and back and forth and it just gets done and this is something that now is in the hands of our customers we're getting feedback like we're closing deals that we want to close before we're closing deals faster than we've closed than before everyone is way more comfortable and here's something really cool you don't even have to be in superhuman so i could click up here or i hit command s this is the share conversation uh dialogue i'm just going to hit copy link and then come over to a text message that jason this is our text message back and forth i'm just going to text this to you you can now tap this on your phone if you were so inclined and you would get that whole full conversation you'd see what emails see what of comments you could then input on the conversation yeah and uh that would then appear here and if i'm not on your team it would not do it so if somebody got that url and they're not part of the team space doesn't work right so it actually does so this is designed for the use case where you maybe want to collaborate with your first investor like yourself or you want to collaborate with a vendor or you want to collaborate with your pr agency or whatever it may be uh and then in the future we're going to be building controls on turning off those links turning on those links and so on got it yeah that's so you know it's kind of like when you share a document in google docs you could make a public link you could make a organization link etc i do think just to punch up here uh so investor giving unsolicited feedback you can throw it in the garbage um making it a different font or a slightly different background color would make this really interesting.

37:53And then the next piece I'm trying to figure out, and I'm sure you have this on the roadmap is, I want to be able to pull up all the internal conversation. So I have an inbox. But I want an internal inbox, which would be just show me all the threads that are going on in the organization. You know, outside of my inbox, does that make sense? I don't know what this call. We actually, we do have something very close to that already. What you want to do is hit command a split inbox settings and you can go here the split i've got loads as you can see here yeah the one that you want is team so go ahead and turn on team that'll be from launch.co to me or whatever url you're using it on yeah and it's not all the email internally because that turns out to be way too much but it's all the email internally addressed to you which as a leader you want to respond to very quickly because ultimately we're the folks who hold our organizations back when we don't reply quickly.

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40:07Yeah, for me, you know, one of the things I've been thinking about a lot is, as AI grows, I need to know where these conversations are, how to address them. So on an API basis, as an example, we have a slack room for deliberating follow on investments, we have a slack room for deliberating primary investments, making that first investment. So the example would be, hey, you know, making that first investment, we have one slack room for that, then we have another room for oh superhumans doing their next round should we take our prorata should we go super prorata should we be selling in secondary or whatever um and i'm obsessed with having on notion some information and then in slack having one and we're just it's these conversations are so valuable also we are recording um some of our deliberations and discussions on zoom taking the transcript putting the transcript and the original video onto zoom why i don't have the original deliberation for uh reportive uber robin hood com um anywhere it occurred in a conference room with three people when the firm was just two or three people me ashley and jackie just like i'm like hey i'm thinking about investing in this company and they asked me a couple questions and then it's over now you know i i in some ways i hate remote work because you know we miss the collisions and the in-person stuff but having the digital trail of everything man i would love to have that conversation some of those conversations to pull it up and say what can we learn here on passing on twitter and saying yes to uber you know like just and and now we are doing that and so So that was one of the big discussions we had was, how do we get this, these conversations out of superhuman and have them in some repository?

42:00So tell me how you think about that APIs. And I'm sure with enterprises, they're like, I need to know what our employees are talking about. If you're in finance, as an example, like we are, we have to tell our employees, any conversations you have, we have access to, we are storing forever. Don't ever say anything. you know in zoom slack superhuman email anywhere that is inappropriate it's all you know in a finance company not your content it's our content for all time we could be subpoenaed all that kind of stuff whereas other organizations might be like yeah your dms are not looked at you know whatever we have to look at people's dms in an organization we have to look at this side conversation if they were to say something or god forbid you know share information they're not supposed to finance organizations held to a much higher standard obviously so how do you think about that yeah uh well i mean first of all just my my psa uh you should just assume that when you work for a company your company communications belong to the company even if the company says we're not going to look at your dms they may not want to but they may be asked by the government to yeah and they can't say well we don't want it like they then have to do it so um just don't don't say anything stupid folks like keep it real um we don't really play in that space i mean there are tools i think this is why uber deletes everything after was it six months something like that right yeah i think a lot of organizations are moving to don't keep stuff yeah it's just a liability yet your data is our liability we don't want it here exactly smart move yeah yeah so we don't play in that space but it is a good segue to the flip side which is email truly is this treasure trove of information so how do we get all of the stuff out of email and this is the latest feature that we launched actually just last week this is the thing that dharmesh tweeted about this morning which is ask ai if you think about what's in email it's things like project statuses customer communication meeting summaries deal execution so much more you name it email has it and for over 40 years we've had to rely on i hate to say this search you have to remember senders guess keywords scan subject lines but with superhuman ai and with ask ai you can just ask where is the q2 offsite or when is my flight and uh i'd love to show you should we do another let's do it yeah no i mean ai on an inbox is just such an unlock obviously and i want to be able to do this across the whole organization so back to like enterprise and and ceos and compliance man to be able this will come up at some point with these thousand plus installs you have there there's a compliance person who will want to do this not just on their inbox but for the whole organization has anybody talked to customer x you know blah blah blah but let's put that aside and let's give an example here here we are we're in the search box and uh yeah and i know that there's a an upcoming superhuman off site but uh right now i don't remember the details of it so i'm just gonna type in here where is the upcoming superhuman off site where is the upcoming superhuman offsite.