01:04:23 · Joubin Mirzadegan, Jack Zhang
[01:04:23] S1: Enough where you weren't like starving. You weren't like a starving entrepreneur. No. Why didn't you move to The US? Why haven't you lived here? [01:04:33] S0: I don't know. I mean, it's just that... I mean, I I moved to here. I moved to New York when I was in... During COVID. Right? Because Melbourne had the longest lockdown in the world that they... We had a fifteen months lockdown. That was crazy. You can only do three things in a day. You can do caregiving. You can do exercise within an hour, within five kilometers of your radius of where you live. I think the last one was caregiving, exercise. The other one is, like, shopping. You can buy stuff. [01:05:02] S1: Like grocery stuff. [01:05:03] S0: Only do... Yeah. You can only do one hour a day within five radiance... Five kilometer radiance of your house. And fifteen months, I was going nuts. And then if you wanna leave the country, you have to apply. And I applied five times, and the six times approved to me, and I get on the first [01:05:21] S1: No. You know? [01:05:21] S0: Yeah. I have to... Yeah. I literally fly out of the country, and, yeah, and so that that that is like... You know, but, like, you know, I also, you know, remember all my friends in Melbourne, all my, you know, connections and family, know, it's it's it's not that simple that just like, hey, I'm gonna just move to The US. [01:05:43] S1: You keep up with the Stripe guys now? Nope. Now you're competing. Yeah. Now you're officially competing. [01:05:51] S0: Yeah. I mean, we have a, we have a payments product and that launched in 2021.
01:05:51 · Jack Zhang, Joubin Mirzadegan
[01:05:51] S0: Yeah. I mean, we have a, we have a payments product and that launched in 2021. [01:05:57] S1: You're competing with Ramp. [01:05:58] S0: Yeah. And that, you know, payments is 40% of our revenue. Right? And of course [01:06:03] S1: You have some serious, I mean, man, these are big market, but these are not fun competitors. Ramp and Stripe are seriously good companies. [01:06:13] S0: Yeah. But we're also competing with Citibank and HSBC, which make our life a bit easier. That's true. [01:06:19] S1: That's true. I was like, I was laughing when I saw one of the ramp investors just start going crazy on you about basically being like a Chinese spy. Yeah. Basically. Right? He's like basically calling you a Chinese spy. Yeah. That was insane. From 15 years old. That was insane. Yeah. What are like... Do what random stuff you have to deal with? Then you have
01:06:19 · Joubin Mirzadegan, Jack Zhang
[01:06:19] S1: That's true. I was like, I was laughing when I saw one of the ramp investors just start going crazy on you about basically being like a Chinese spy. Yeah. Basically. Right? He's like basically calling you a Chinese spy. Yeah. That was insane. From 15 years old. That was insane. Yeah. What are like... Do what random stuff you have to deal with? Then you have [01:06:49] S0: to respond. Right? Yeah. But you have to. Right? Because we have a lot of large platforms doing payroll and doing, you know, defense payment and, you know, like it's kind of funny that just like it's quite eye opening for me what competition takes nowadays. It's, you know, I mean, I'd rather, you know, I'm an engineer, right? I'd rather people just competing based on the product, based on the experience they give to their customer. Launching in The US is quite eye opening for me, and I'm not really sure this is something new, but I never need to deal with it in the past, this is pretty mind blowing what people do to compete. You must have gotten such annoying calls from customers and partners. It's fine. I mean, we we we did an audit and, you know, we we were to demonstrating everything, so, you know, we... People fact check everything, so The US business is still doing extremely well. So we we fine. I mean, just that... Actually, if it's anything, investor care about it more than customers. Investors. Yeah. I mean, you know how Silicon Valley works. Right? There's a lot of chatters and a lot of perceptions and, you know, like, it's it's kind
01:06:49 · Jack Zhang, Joubin Mirzadegan
[01:06:49] S0: to respond. Right? Yeah. But you have to. Right? Because we have a lot of large platforms doing payroll and doing, you know, defense payment and, you know, like it's kind of funny that just like it's quite eye opening for me what competition takes nowadays. It's, you know, I mean, I'd rather, you know, I'm an engineer, right? I'd rather people just competing based on the product, based on the experience they give to their customer. Launching in The US is quite eye opening for me, and I'm not really sure this is something new, but I never need to deal with it in the past, this is pretty mind blowing what people do to compete. You must have gotten such annoying calls from customers and partners. It's fine. I mean, we we we did an audit and, you know, we we were to demonstrating everything, so, you know, we... People fact check everything, so The US business is still doing extremely well. So we we fine. I mean, just that... Actually, if it's anything, investor care about it more than customers. Investors. Yeah. I mean, you know how Silicon Valley works. Right? There's a lot of chatters and a lot of perceptions and, you know, like, it's it's kind [01:07:59] S1: of interesting. Is is most of your cap table Silicon Valley investors? Majority of it. Yeah. [01:08:06] S0: That's... We we do have Sequoia China as early investor. Yeah. But, know, the last time they invested was, like, seven, eight years ago. [01:08:13] S1: Yeah. Yeah.
01:08:13 · Joubin Mirzadegan, Jack Zhang
[01:08:13] S1: Yeah. Yeah. [01:08:13] S0: You know? It is... So it's... You know, we have a lot of big investor from Australia, know, all the three big VCs in Australia. It's actually a funny story that SquarePack, you know, one of the largest VC invested in a company nine years ago, and Paul, kind of my mentor, and also he's, like, you know, one of the biggest Internet entrepreneur in Australia. Started sik.com, which, you know, was the biggest tech company in Australia and then started SquarePack. He's on my board and be... Being our biggest supporter in the last decade. And the other two VCs, Blackbird and Airtree, they never, you know, well, cold called them and emailed them, and they never responded. And they're funny that they invested last year at 6,200,000,000 valuation the first time. And, you know, because they still believe there's, like, ten twenty x upside from from where they're investing. And now we have all the three biggest VC on the cap table, and we have a lot of pension fund in Australia, like future fund in Australia, the sovereign funds. [01:09:13] S1: Giving back to the country that adopted you. [01:09:16] S0: Yeah. Australian super... Aware super host plus. We have the whole country. It's pension fund investing in us. And, also, we have a lot of, you know, US investor, like pressure. Yeah. Like, Lonepai, Edition, Grand Oaks, and No. Salesforce, etcetera. Right? [01:09:29] S1: So pressure. Yeah. Well, I'm happy for you. I'm really glad we got to do this. You're in London? Yeah. Mostly? Yeah. Half my time. And then the other half is in Australia?
01:09:29 · Joubin Mirzadegan, Jack Zhang
[01:09:29] S1: So pressure. Yeah. Well, I'm happy for you. I'm really glad we got to do this. You're in London? Yeah. Mostly? Yeah. Half my time. And then the other half is in Australia? [01:09:41] S0: New York. I don't really go back to Australia much anymore. The... You know, [01:09:45] S1: North America and Europe's close to 40% of our revenue now. You don't go back to Australia much anymore? [01:09:50] S0: No. It's just too far. Yeah. And, you know, I mainly focus on the expansion in North America and Europe. And that business went from 0% of our revenue to, like, close to 40% in three years. [01:10:00] S1: Damn. Which is why you opened an office here. We have 300 people here. Damn. And we [01:10:05] S0: have another 300 in in UK and in Armstadt. So, you know, I think... And we're looking to double that number this year in in The US. Right? So we'll probably have 500 to 600 people Wow. This year... By end of this year. [01:10:17] S1: Wow. Amazing. [01:10:19] S0: And US is is growing three x, more than three x this year, so it's it's extremely exciting period. [01:10:26] S1: Wow. I'm happy for you. Are there any roles you're you're hiring for specifically? I'm hiring a GM of of North America. Okay. [01:10:35] S0: So That's a good one. Yeah. That's a good one. And we're hiring a head of [01:10:38] S1: sales for our SMB business. Alright. Also a good one. When you hear the word grit, what do you think of?