Wednesday, November 9, 2022
HomeFinancial AdvisorEpisode #454: Rex Salisbury, Cambrian - a16z Accomplice Turned Solo GP on...

Episode #454: Rex Salisbury, Cambrian – a16z Accomplice Turned Solo GP on Why He Believes Now’s the Time for Fintech – Meb Faber Analysis

Episode #454: Rex Salisbury, Cambrian – a16z Accomplice Turned Solo GP on Why He Believes Now’s the Time for Fintech


Visitor: Rex Salisbury is the Founder and Basic Accomplice of Cambrian Ventures. He was beforehand a founding associate on the A16Z fintech crew.

Date Recorded: 10/12/2022     |     Run-Time: 1:01:18

Abstract: In as we speak’s episode, Rex shares an outline of Cambrian and the good thing about the fintech group he’s constructed over time. We contact on the three-body downside and the way it pertains to enterprise capital, the aggressive benefits of various VC’s, and why he believes you may be consensus and win in enterprise capital.

Feedback or options? Interested by sponsoring an episode? Electronic mail us

Hyperlinks from the Episode:

  • 1:34 – Intro
  • 2:20 – Welcome to our visitor, Rex Salisbury
  • 7:43 – Launching a fund as a solo GP
  • 14:48 – ETF Architect episode
  • 15:36 – How the three physique downside pertains to the way forward for enterprise capital
  • 26:58 – Defining what FinTech means to him
  • 32:16 – How the chance set seems to be as we speak
  • 34:22 – The methods wherein Y Combinator has raised the standard of what founders know when beginning a brand new firm
  • 37:09 – Why is Rex solely investing within the US?
  • 39:01 – Rex’s request for startups
  • 43:41 – How arduous it’s to run and nurture the group he’s constructed?
  • 50:38 – How a lot of the result of his investments has been correlated to his conviction in them on the time he invested?
  • 55:45 – Rex’s most memorable funding
  • 57:54 – Study extra about Rex; LinkedIn; Twitter;



Welcome Message: Welcome to “The Meb Faber Present,” the place the main target is on serving to you develop and protect your wealth. Be a part of us as we talk about the craft of investing and uncover new and worthwhile concepts, all that will help you develop wealthier and wiser. Higher investing begins right here.


Disclaimer: Meb Faber is the co-founder and chief funding officer at Cambria Funding Administration. Resulting from trade laws, he is not going to talk about any of Cambria’s funds on this podcast. All opinions expressed by podcast contributors are solely their very own opinions and don’t mirror the opinion of Cambria Funding Administration or its associates. For extra data, go to


Meb: Welcome, podcast pals. We’re again with one other enjoyable present as we speak. Our visitor is Rex Salisbury, a founding associate of the a16z FinTech crew and is now a solo GP with Cambrian Ventures. In as we speak’s episode, Rex shares an outline of Cambrian and the good thing about the FinTech group he’s constructed over time. We contact on “The Three-Physique Downside” and the way it pertains to enterprise capital, the aggressive benefits of various VC fashions, and why he believes you may be consensus and when in enterprise capital.


Another factor earlier than we get to as we speak’s episode, whether or not you pay attention on Apple Podcasts, Spotify, or one other platform, go forward and go away us a overview. We like to learn them, and it helps folks discover the present. Please get pleasure from this episode with Rex Salisbury.


Meb: Rex, welcome to the present.


Rex: Hey, Meb. Nice to be right here. Thanks for having me.


Meb: The place’s right here? The place do we discover you as we speak?


Rex: I’m calling in from the Presidio in San Francisco, the place you will discover me most day-after-day. So I each reside and work right here, spend loads of time operating. Nice yard to have however nonetheless be within the metropolis.


Meb: Give us a fast Rex background, as a result of, you recognize, you left the nice and cozy, fuzzy confines of one of the storied and profitable enterprise capital companies to exit by yourself, which, I think about, is somewhat thrilling however nerve-racking on the similar time. Give us somewhat origin story on you, the way you got here to the place you’re.


Rex: Yeah. So I sort of by accident ended up in enterprise capital and serving to begin the FinTech follow at a16z, Andreessen Horowitz. That was my preliminary foray into enterprise. However how I ended up with this one, so that is Cambrian Ventures, early-stage FinTech fund, which I’m deploying out of now and began January of 2022, really takes me sort of manner again in that, at one cut-off date, I used to be an funding banker, realized rather a lot, completely hated it, give up my job, moved throughout the nation. I used to be simply excited in regards to the alternatives for, like, constructing new issues in monetary providers, particularly round utilizing expertise. So I used to be like, “I wish to work in Fintech,” proper? However I’m an funding banker, so I’m getting affords, nevertheless it’s like, “Come work in finance for this, you recognize, monetary expertise firm.” It’s like, “I don’t wish to work in finance. Like, I wish to do one thing else.”


So I taught myself to code, even executed a coding boot camp. So I got here out right here, gotten just a few affords in these sort of nebulas, like finance ops roles at early-stage firms, and I used to be like, “I don’t wish to try this.” So as a substitute, I really went full in on the engineering facet of issues, and I joined an organization known as Sindeo, working as sort of lead again and engineer a billion of absolutely automated on-line mortgage pre-approval with one of many co-founders of SoFi, Andy Carra, who’s my CTO there. That firm was a failure, actually nice studying expertise, nice crew, had a tremendous time. One of many issues I constructed there was this, like I stated, absolutely automated on-line mortgage pre-approval factor, like Rocket Mortgage, push button, get mortgage. I constructed out sort of the APIs to energy an analogous expertise like that. And I used to be like, “Oh, that is actually…” this was circa 2014, “That is actually cool.” Like, mortgage, one of the necessary monetary merchandise in a shopper’s life, it’s extremely painful to get a mortgage, proper? It takes, like, three months. It’s extremely expensive. There’s all of this documentation concerned. Like, “Let’s attempt to work out how we will simplify that course of.” And so I assumed we’d construct some fairly fascinating expertise about that.


However in the meantime, throughout, like, all of economic providers, you have got these software program engineers and founders engaged on different issues. And I’m in San Francisco now, I used to be like, “I wish to speak to these different people who find themselves working within the different corners of economic markets to sort of construct new issues which are cool and thrilling.” And so I began convening folks on constructing group for founders, you recognize, product managers, software program engineers to speak about issues they’ve constructed and launched in FinTech.


So 2015, I feel it was, we had our very first meet up in downtown San Francisco for Cambrian, the group. And we had, presenting there, my crew demoing the appliance we’d constructed at Sindeo, we had the Plaid crew demoing their API, after which we had a 3rd crew demoing an utility they’d constructed largely on prime of Plaid. And so, from that sort of core kernel of simply, like, fascinating folks speaking about issues they inbuilt FinTech, Cambrian, the group, actually took off and, mainly, by 2019, had, you recognize, 15,000 e-newsletter subscribers, 5,000 meet up remembers, I used to be operating month-to-month occasions in San Francisco and in New York, had 2 annual summits, quarterly jobs gala’s, only a complete lot of stuff happening, and I used to be getting much more power from doing the ecosystem-level work. And I’ve been pulled into investing and advising firms through the years. And so I really give up my job, went full time on Cambrian the group to run it as an occasions enterprise. So the plan was to boost a small fund.


However then a16z reached out to me, Andreessen Horowitz, stated like, “Hey, we’re beginning a FinTech follow. We love what you’ve executed. Like, you perceive monetary markets out of your time in banking. You clearly perceive, like, how to consider an ecosystem and sort of marshal folks and assets by means of your time constructing group at Cambrian. We’re going to begin a FinTech follow at a16z. Why don’t you be a part of us and assist construct that out?” And so I used to be the primary associate who was introduced on externally there, with the understanding that I might keep for 2 years, assist construct out that follow, after which, if I wished to, exit and nonetheless go and do my very own factor. And so, spent two years there, centered totally on the investing facet of issues, had a tremendous expertise, nice crew, wonderful alternatives to see, you recognize, one of many massive names in enterprise capital, go from, after I joined, name it 100 folks, they’re going to finish 2022 at about 500 folks, related sort of scale by way of AUM as effectively.


However actually, what it got here all the way down to is, like, I’ve constructed this group, I had this sort of actually deep connection to, like, early-stage FinTech ecosystem, and by being unbiased, I get to leverage loads of these relationships and networks that I’ve constructed which are particularly, you recognize, well-designed for supporting firms at sort of their earliest stage. And so I focus solely on investing in sort of first cash and checks for firms with U.S. go-to-markets, often, like, a 500k preliminary examine. After which the fund itself has sort of a group taste to it. After which we’ve got, as LPs within the fund, loads of the highest founders within the ecosystem, from locations like SoFi, Plaid, Betterment, sort of the listing goes on. We’ve obtained 20+ of us throughout all types of verticals in WealthTech, to InsurTech, to actual property, you recognize, monetary software program, the listing goes on.


Meb: So there’s a few jumping-off factors, I feel, are fairly fascinating earlier than we sort of get in deep into FinTech and what you guys are searching for. The primary being, you recognize, clearly, you have got an superior pedigree at a16z, however constructing the group forward of time, I think about, is a reasonably distinctive, invaluable asset when deciding to launch a fund. Would love to listen to somewhat little bit of that as a result of the way in which you’ve determined to do that is, basically, as a solo GP, proper, and you’ll verify that. I don’t understand how massive your crew is now, however I’m assuming it’s not 500. So, you recognize, Rex, Integrated. Is that one thing additionally that looks like could not have been doable 10, 20, 30 years in the past? I don’t know. Like, it looks as if a extra fashionable invention that is a bit more latest. So inform us somewhat bit in regards to the resolution to be solo, in addition to sort of the group facet, if that was an enormous assist in launching this effort.


Rex: Yeah. So the primary reply, the one query, I’m a solo GP, and that’s the plan for the foreseeable future. I do have loads of actually nice of us supporting me, although, in numerous capacities. After which, specifically, regardless that I’m a solo GP, I draw rather a lot from the assets of the group I’ve constructed. So I already sort of talked about the 20 founders, our LPs within the fund, even have loads of connectivity which are of us within the enterprise ecosystem. And one of many different sort of massive group equipment I’ve constructed up not too long ago through the pandemic is we’ve got a Slack group of 1,500+ FinTech founders, and so I feel, so far as I do know, the biggest sort of on-line group of FinTech founders on the market. And that, so I’m always involved and communication with a lot of of us within the ecosystem, whether or not it’s our portfolio firms, these 1,500 founders within the Slack, the founders who’re LPs within the fund.


So, like, sure, I’m solo GP, however to your level, like, having a group equipment is extremely useful for me and the work that I do and extremely useful for me to sort of marshal the assets of that group to help our portfolio firms. However, you recognize, the group can be one thing that I’ve constructed to create worth for the ecosystem simply because I used to be passionate in regards to the ecosystem, like interacting with people. And I began it six years in the past, and so now I get to sort of use some features of that to what I do in my day job as an investor, however I’m nonetheless centered on making an attempt to only create normal worth for the ecosystem by facilitating loads of connectivity between all of the completely different gamers inside FinTech.


I feel FinTech is a very fascinating class, you recognize, say, versus enterprise SaaS or shopper software program, the place it’s, by nature, extra extremely networked, partially as a result of it’s so extremely regulated, proper? Should you’re constructing a monetary product, you’re going to want sure sorts of licenses, authorized counsel. You’re going to want numerous infrastructure suppliers. You’re most likely going to want different companions and channel companions. And so there are all of those explanation why founders throughout the FinTech ecosystem have arguably extra must sort of join with one another than you do when you’re constructing a shopper social app, proper? Like, when you’re constructing a shopper social app, you don’t essentially want to speak to all the different shopper social app folks, as a result of there’s not essentially a complete lot you are able to do collectively. However in FinTech, it’s, like, extremely collaborative by way of, you recognize, why you would possibly must be working with people within the ecosystem, and so I feel why a group strategy actually issues.


And then you definitely additionally had…so I imply, like, might you do one thing like this, you recognize, 30 years in the past? No can be the very brief reply. However even for me, personally, I don’t suppose that is one thing I’d have executed even 4 or 5 years in the past. I feel one is LP urge for food and curiosity in backing solo GPs. That’s sort of a brand new class of factor. In order that wasn’t there. Two, even when you did have the urge for food and the curiosity, the concept when you wished to fundraise for a fund, you may do loads of that remotely, which I did, that simply wasn’t within the water. I’ve obtained two children. I’ve obtained a five-year-old and a two-year-old, and so, like, the thought of spending, you recognize, months on a aircraft simply going to speak to folks is…I most likely would have simply stated like, “Thanks, however no thanks.” So LP urge for food for solo GPs. The concept that group issues, I feel, is sort of a brand new concept. It’s one thing that I’ve been doing for a very long time however I really feel has turn into extra scorching or topical simply within the final two years, partially as a result of one of many massive issues folks speak about in Web3 is how Web3 is a community-oriented motion, proper?


So LP curiosity, the flexibility to boost remotely, after which, additionally, you recognize, and that is the place sort of the FinTech facet of issues is, simply a few of the infrastructure that means that you can function companies. There are loads of completely different platforms you may launch a fund on prime of now, proper? There’s AngelList, there’s Sidecar, there’s Carta, and people are sort of extra holistic platforms, to some extent, though you continue to want loads of different help. There are additionally issues you should utilize for, like, doc administration, rights administration. Like, there’s all of these items that makes it extra possible as a solo GP to have, like, nice tooling that makes it somewhat bit simpler and sooner to rise up and operating than it might have been, you recognize, a number of years in the past.


And I feel that’s actually thrilling, and also you’re seeing lots of people experiment with completely different fashions in enterprise. I feel one of the notable ones being that of the solo GP since you break down a enterprise agency, like, probably the most atomic unit is a person associate. And if you concentrate on you’re going to have a Nobel laureate in your present, I feel, later as we speak, however one other nice economist, Ronald Coase, you recognize, the Coase Theorem, the idea of the agency is {that a} agency is one thing the place the interior transaction prices are lower than the exterior transaction prices. And so, when you really make it simpler to create enterprise companies due to sort of the substrata of each the infrastructure that exists in addition to the sort of, like, LP urge for food and sources of capital that exist, it is best to anticipate to see new methods of being inside the entire sort of enterprise ecosystem. And that’s why it’s going to be fascinating for the subsequent decade to see how enterprise capital, as an ecosystem, evolves, given all of those sort of shifting parts by way of how one can take into consideration constructing a agency.


Meb: So did you find yourself constructing the fund on one in every of these web sites you talked about or companions, or did you do it somewhat conventional manner? How did you go about it?


Rex: Yep, I run a conventional fund on prime of the AngelList platform. And they also assist me out with loads of the back-office-oriented stuff. After which I even have people that I introduced in who usually are not essentially technology-oriented companions however partially as a result of there are extra solo GPs and extra rising managers now which are of us who’re well-designed from a service perspective to help that. So I’ve an outsourced COO, CFO group that’s sort of well-tailored to working with these platforms and makes a speciality of doing and supporting rising managers. So each are, like, technological parts, but in addition, even the service and people-oriented parts have gotten extra developed for that sort of factor.


Meb: Yeah. One of many cool elements is, in a lot the identical manner that loads of the phrases of startup funding has been templated, you recognize, the fund facet now could be too. So it’s, in some ways, like, fairly turnkey, which is nice to see. We joke about this rather a lot in our enterprise with launching an ETF is, in lots of the similar methods now, loads of the frictions and trigger. We’ve executed exhibits with pals from ETF Architect, in addition to Tidal and others, that sort of enables you to white label or launch a fund fairly merely. As a result of when you look again on it, 90-some% of the phrases are fairly normal. I imply, so then, it’s simply getting the plumbing…


Rex: It’s loopy how a lot everybody at each degree of economic providers pays legal professionals to do mainly the identical factor. Like, it’s simply insane.


Meb: Yeah. There’s nonetheless loads of fad on the market, as a result of that’s my, most likely, primary line merchandise as effectively, that very, very private remark, with the whole lot that’s SEC-registered tends to get costly with the authorized crew. We love our group. We really use a San Fran…old-school San Fran enterprise. So shout out to Shartsis Friese, in addition to Morgan Lewis. Nice groups. All proper. So let’s speak somewhat bit in regards to the enterprise house, normally, after which we’ll dig into FinTech and sort of what you’re doing particularly. We’ve talked about a few developments, you recognize, happening in VC over the previous decade or two. What else is in your thoughts, as you look across the VC panorama, that appears to be shifting? There’s some huge cash floating across the previous 15 years, which I feel is nice. Enterprise is at its core nonetheless, sort of a tiny asset space relative to different areas of sort of conventional asset administration. Once we say some huge cash, you bought to place it in context. What are some views on enterprise, normally? Every other ideas on the house? I do know you had been speaking somewhat bit in regards to the three-body downside idea, which, for many who haven’t been acquainted, is a science fiction work that I’ve learn. Or at the very least I learn the primary one. I haven’t learn all of them. I hand you the mic, what’s some normal ideas? What’s happening on the earth of VC?


Rex: Yeah. And have you ever learn that Frank Rotman’s Three-Physique Downside, which is his sort of tackle equilibrium factors in enterprise capital? I don’t know when you’ve come throughout that or not.


Meb: Let’s hear it. I’ve seen it, however clarify it for the viewers.


Rex: Yeah. So first, I’ll simply say…we’ll dive into that one somewhat bit, however I feel, to your level, 100%, enterprise has gone from being this very, very small, very, very cottage factor. Like, I feel one of many very first funds raised was, like, Kleiner within the ’70s, and it’s them driving round…you most likely know the story higher than I do, you recognize. It’s a $6-million fund, possibly, in 1970 that they’ve satisfied everybody of what this factor is and sort of will get going from there. You possibly can go even additional again, speaking about, you recognize, like, whaling and people sort of fashions. However as we speak, even 10 years in the past, like, I’ve obtained a chart up in entrance of me for capital raised by enterprise funds within the U.S. in 2012, $23 billion, which is, like, a rounding error whenever you have a look at different sectors of capital markets, even non-public markets.


After which, in 2021, it was an all-time document, 150 billion, which is fairly significant, however they’re nonetheless, you recognize, in comparison with different markets, it’s not big. However we’re attending to the purpose the place it’s…you recognize, a16z, Andreessen Horowitz, my previous employer, within the, like, a few years that I used to be there, went from about 10 billion in property to now, I feel it’s north of fifty billion. So that you’re beginning to get thus far the place you’re getting institutionalization of what was a cottage trade. Nicely, the sort of panorama for how one can, you recognize, launch a fund, construct a fund, what that may appear to be, is altering. And so all that’s to say we’re on this actually fascinating interval the place it’s changing into an actual asset class, and it’s sort of up for debate as to, like, what precisely will it contain into asset institutionalized. And what it’ll appear to be might be very, very completely different, and it’ll most likely be completely different gamers who specialise in completely different sorts of issues.


So I feel it’s level to speak about sort of “The Three-Physique Downside,” which is a chunk written by Frank Rotman, who’s one of many founders of QED, which is a FinTech particular agency, and he argues that there are sort of 4 steady equilibrium factors that he sees because the doubtless locations the place enterprise companies can sort of specialize and be enduring, at the very least for this sort of subsequent part, possibly 10 years. And a type of are, like, scale partnerships, the, like, a16zs, the Insights of the world. Two are sort of the extra early-stage specialists and extra of the sort of boutique kind approaches or early-stage generalists, specialists, I feel, is what he calls them. And that will be like, you recognize, the Benchmarks or the First Rounds. After which one other can be sort of non-consensus alpha of us, individuals who actually simply exit and discover new issues which are fairly a bit completely different. After which the fourth can be sort of solo capitalists, solo GPs who’ve very distinct model worth, very distinct worth proposition for the founders.


And so these are sort of the theories he sees. And the explanation and the way he will get to that conclusion, and you recognize, I really interviewed him not too long ago, talked by means of a few of this, is you may sort of search for historic antecedents for different areas which have gone by means of intervals of change. I feel one of many fascinating areas to speak about, and love to listen to your ideas on this too, Meb, are, like, the massive asset managers that we all know as we speak, Blackstone, BlackRock, Vanguard. Three very completely different companies, however all of them had been born across the similar time within the Eighties as asset administration, particularly for public market fairness, granted Blackstone is extra of a personal fairness platform. All of them obtained began on the similar time as a result of there’s that very same interval of institutionalization, And I feel we’re at that interval for enterprise capital as we speak the place, because it goes from being a cottage trade to an institutionalized asset class, you’re going to see these bursts of those sort of massive mega-firms. In sure methods, I feel Andreessen Horowitz has an excellent chance of being a type of sort of defining that class. And historical past doesn’t repeat, nevertheless it does rhyme, and so there might be some similarities by way of how the remainder of it shakes out.


And so that is the place Frank talks by means of different sort of historic antecedents, issues just like the consulting trade, used to have a ton of sort of boutique consulting companies, and now we’ve got, like, the massive ones, like Bain, McKinsey, BCG, and so on. You have a look at accounting companies, used to have a ton of boutiques, now you’ve obtained the Huge 4 and an extended tail of different ones. And so one thing related might be going to shake out in enterprise capital the place you have got some actually massive names that construct out big presences, however then you definitely even have this sort of different units of gamers who can exist throughout the ecosystem. In order that’s sort of somewhat little bit of the final taxonomy of the three-body downside however I feel somewhat little bit of what’s going on in enterprise proper now. I, in fact, am biased, however I’m excited in regards to the skill of solo GPs to exit and ship worth, and the sort of pitch there’s that, greenback for greenback, these must be probably the most useful folks in your cap desk as a result of they’re often extremely community specialists who ship very particular worth to you and your organization for a factor you want.


So my pitch, at Cambrian, for instance, is, look, I’m extremely networked into the house, however not simply myself, my connectivity into the group and the ecosystem that I’ve constructed permits me to marshal…I’m sort of accessed to a community of networks, you recognize, the 20+ founders, our LPs in fund, the 1,500+ founders who’re members of the group, and simply the truth that I’m a non-lead additionally implies that I’m capable of collaborate with multi-stage enterprise funds and plenty of different folks within the ecosystem in a manner that’s sort of distinctive relative to different gamers. In order that’s somewhat bit, I feel, a breaking down of a few of the taxonomy of enterprise, I’d say. However I like to listen to your ideas too, Meb. I’m certain you’ve considered it somewhat bit.


Meb: I largely agree with you, and we’ve been speaking about this for a very long time within the conventional public house, stated, “Look, the bottom case now within the public areas is zero,” which means zero charges. You will get a world ETF portfolio.


Rex: It’s barely destructive. Isn’t there one that you just receives a commission now, or is it…? I suppose Constancy has the zero, proper? So Constancy has some zeroes.


Meb: It’s a few foundation factors, however when you embody brief lending income, you’re basically getting paid on a portfolio, which is wonderful. Finest time ever to be an investor. It’s tremendous cool. It’s additionally the best time ever to gentle all of your cash on hearth and blow it up with dynamite, you recognize, with entry to buying and selling actually something. So, to me, that’s, like, the competitors, and there’s nonetheless tens of 1000’s of funds on the market that cost much more than zero, proper? And so, once more, it comes again to what’s your worth proposition. And so you have got loads of these legacy property the place individuals are paying much more than zero, however they, basically, are simply getting beta. In order that they’re getting the S&P 500, for instance, for shares.


Rex: It’s insane. And I do know you’ve talked about this, however what number of S&P 500 ETFs there are that cost, like, 1%? Like, they simply take a very long time to die. In order that’s most likely going to be true in enterprise too that there might be these legacy platforms which are clearly dying, nevertheless it’s going to take some time as a result of these are 10-year funds, they’ve deep relationships with LPs. Like, you recognize, it might probably take some time, even when it’s very clear they’re on their manner out


Meb: Yeah. I imply, look, and among the best issues you are able to do as a newly minted GP is have first fund or get somewhat lock. However that sort of christens you…there’s been a bunch of educational analysis, additionally within the VC house, on this that it christens you as somebody who actually is aware of what they’re doing and will get a for much longer leash on future funding and fundraiser. However, like, let’s say even when you’re a storied agency that’s executed effectively, and also you hit a few tough patches, like, you continue to get a good period of time earlier than that goes away. And so, enterprise and personal fairness have such lengthy lock-up intervals or simply sort of time to fruition, a few of these being effectively over 10 years, 15 years generally. However, yeah, so the asset on the general public facet, I feel, the standard gamers, you recognize, there’s folks…cash tends to get cozy the place it’s till disturbed. And so the folks which are solely promoting these when somebody dies, when there’s, like, a taxable occasion, divorce, or one thing actually dangerous occurs, like an enormous, fats, nasty bear market, nevertheless it doesn’t return, you recognize, to loads of the standard no-value-add incumbents.


So I feel you’re spot on and that you just’re going to have…I imply, this has all the time been true, nevertheless it’s changing into extra true, it’s important to have a really clear worth proposition going ahead. Within the public house, when you can cost greater than zero, I haven’t seen as a lot of the pricing stress in you all’s world but, or in any respect, possibly there’s, nevertheless it looks as if loads of the argument in VC is that, “Hey, you’re taking pictures for this prime quartile. And if you will get it, you recognize, you’re going to have an enormous unfold on the efficiency.” So anyway, I agree with you. So we attempt to be…our tagline after we speak to folks we see, “We wish to be bizarre, concentrated, and completely different,” you recognize, which some folks like and a few folks actually don’t like. However you sort of should, in my view, when you’re going to cost greater than zero.


So you have got this case the place you bought these large gamers, like a16z. You’ve got this new rise of solo GPs. You talked about just a few of your sort of calling playing cards and worth provides. So let’s sort of, like, stroll by means of the method, you recognize. So that you raised a fund, 28 million, I feel, and what number of names are you guys concentrating on per fund? Is it 10, 20, 100?


Rex: Yeah, I’m concentrating on about 30 and deploying over about 2 years, and that comes all the way down to being a operate of each what number of nice entrepreneurs do I feel are on the market within the ecosystem that I wish to be backing and what number of entrepreneurs do I feel I can really help effectively. And my dedication to entrepreneur is to be very concerned for the primary sort of yr to 2 years, possibly even somewhat bit extra of that firm’s lifecycle when entry to these networks and relationships actually matter and will assist them discover alternatives they won’t uncover on their very own. When you get by means of your…I’m often first examine in, your subsequent spherical of funding or your subsequent two rounds of funding, often, I’ve a bigger crew, you have got a way of product market match, you recognize the place to look, you have got a crew that would construct out these relationships, and at that time…and you’ve got a board. And at that time, having somebody like me is much less useful, since you’ve sort of…you haven’t figured the whole lot out, however you figured loads of the unknowns out, proper? And you recognize sort of the place you’re trying, whereas the place I will help is, like, establish the alternatives you may not even have thought to search for early on, in addition to, like, one of many massive issues I will help out with is, you recognize, serving to with subsequent fundraises, so.


Meb: Whenever you say FinTech, it means loads of various things to loads of completely different folks. So for you, whenever you’re sort of beneath this umbrella, like, what does it imply? What are you guys searching for on this FinTech ecosystem? Are there sure areas of it that you just suppose are extra relevant to sort of your wheelhouse and fund investments?


Rex: Yeah, completely. I feel one of many issues criticisms of FinTech initially was, like, “Is it even a class?” Like, this was, like, 4 or 5 years in the past. There actually hadn’t been any exits. And then you definitely had Credit score Karma and Plaid. In fact, Plaid and Deel find yourself going by means of. So it’s, like, okay, now, it’s sort of a class. I feel now, the issue is, like, it’s so broad of a class, it’s like, “What does that even doubtlessly imply?” And I feel what I’m enthusiastic about is simply sort of the subsequent layer down of economic providers, in addition to sort of intersectional areas. So when you have a look at FinTech because it intersects with, like, HR tech, FinTech because it intersects with well being care, I’ve executed one funding that’s doing sort of a vertical software program play in well being care. Should you have a look at InsurTech, there’s sort of a bunch of stuff that hasn’t essentially been executed there but.


Should you go all the way down to the subsequent degree of simply software program and knowledge orchestration throughout all of the platforms, there’s a bunch of fascinating work to be executed there. Digitization of banking software program I feel was sort of poo-poo’d by loads of FinTech buyers, like, “Oh, you’re promoting software program to, like, the incumbents. You’re going to die.” And that’s, like, sort of studying that, “Oh, they most likely aren’t going to die, and they’re going to have, like, a very massive function to play in sure areas of finance for a really, very very long time.” So, like, that’s a complete one other class. Business actual property lending is one other one the place when you…I spent loads of time with shopper, residential, mortgage, actual property, very advanced, troublesome ecosystem. Business actual property lending and sure segments, simply as massive, even much less expertise.


It’s an space the place most individuals haven’t spent a complete lot of time who’re technologists, however just a few groups, really, as a result of the FinTech ecosystem has gone so massive, have spent actually significant time constructing knowledge platforms in that house or different sort of issues, in order that they now perceive that downside each as…you recognize, there are many folks within the monetary and actual property markets who do perceive it, however there aren’t that a lot of them who’re additionally technologists. Now, you have got people who find themselves each.


Meb: And so you’ll contemplate these to be, like, for the standard vernacular, pre-seed?


Rex: Yeah, pre-seed might be one of the simplest ways to name it. We name it pre-seed or seed.


Meb: And so what’s the vary on form of the market caps and checks you’re writing for these, only for perspective?


Rex: Yeah, they vary from sort of 5 to fifteen caps, typically, on a post-money foundation. And simply commentary by way of how the market has advanced after I first began out very early in 2022, I’d say the window, once more, skewed, however the entire window of valuation ranges was from 10 caps to 50. And now, it shifted all the way down to what I simply talked about to you. Pricing is lastly beginning to appropriate on the pre-seed.


Meb: Good to see, as a result of I’ve been ready. I really feel like, and I don’t see it like the way in which you do, clearly, as a lot, however I attempt to hold tabs on it. And definitely, it was sort of going bananas the previous couple of years. After which I noticed it begin to sort of appropriate earlier this yr, nevertheless it’s good…I imply, it’s good and it’s dangerous.


Rex: Seed is the longest. It’s, like, probably the most insulated folks. If it’s your first spherical of funding, your alternative is all the time simply to attend. Whereas if it’s your second, like, it’s important to increase, and similar for later-stage firms which are burning by means of money, and so that is the a part of the market that takes the longest to regulate. And we’re in somewhat little bit of a bizarre state of affairs proper now the place offers are taking longer to get executed, partially as a result of that’s historically simply how offers have often taken three months for folks to undergo diligence, and so on., however partially as a result of there’s rather less readability available in the market as to what the sort of normal market clearing value must be.


If you concentrate on promoting a home in a scorching market, you simply have a look at, like, the couple of homes down the road that bought within the final month, and also you’re like, “Okay, that is how a lot this home ought to promote for. Now, when you’re going out and also you’re elevating, effectively, lots of people didn’t increase, like, new cash, there are loads of extensions over the summer time, not as many individuals raised new rounds over the summer time. After which your final comps are sort of from Q2, so that you’re like, kina, “What’s the market clearing value?” So, like, A, I’m going to take longer in diligence, B, there’s much less certainty about what precisely the value must be. And so issues are somewhat bit bizarre proper now as they reset.


So it might be, you recognize, issues proceed to go even decrease or it might be they sort of begin to stabilize and even go up due to one thing else, I’m certain, you’ve talked about. Like, there are document quantities of dry powder within the ecosystem proper now and loads of these massive multi-stage funds. Enterprise capital fundraising for 2022 was nonetheless at an all-time document, regardless that the markets have slowed down, proper? There’s somewhat little bit of a lag impact there. And loads of these multi-stage funds do wish to deploy into seed or pre-seed, they usually nearly don’t know the right way to write small checks. And so what that may imply is there would possibly simply be this sort of everlasting sort of stability for the earliest rounds that firms increase, however we’ll see. We’ll have extra readability on that within the subsequent couple of months.


Meb: Yeah. Historically, that is form of, like, a half millioncheck, a millioncheck, or what’s sort of the ballpark for you guys?


Rex: Yeah. I often write a 500k initialcheck.


Meb: Nice. So inform us somewhat bit about…how’s the chance standing searching for you? , your course of often simply form of, as a solo GP, you have got a novel asset, which is that this community. Are many of the offers coming simply by means of pals, by means of folks you recognize? Like, what’s your course of like, and the place will we stand now so far as alternative standing at overwhelmingly tons of nice founders? Is it fairly focused? What’s the world appear to be for you?


Rex: Yeah, I’m actually excited as a result of I’ve been…within the final two months, I’d simply say, the variety of actually extremely certified founders I’ve seen has really been greater than it’s been prior to now, and I feel a part of that purpose is if you’re beginning an organization from scratch proper now, you’re not doing it as a result of it’s, like, this cool, attractive, straightforward factor to do the place you may, like, stroll out of your, like, model title FinTech firm and get a $5 million time period sheet in every week from an organization or type a enterprise agency that hasn’t executed a complete lot of diligence. It’s, like, it’s extra work, and that is one thing you’re actually compelled to do, and also you most likely have a novel purpose why you’re doing it. And so I simply really feel like, typically, each sort of a quantitative view or qualitative view that these founders I’ve seen now are actually nice after which quantitative, simply the variety of them that I’m seeing and I’m sort of actively engaged with is greater now than it has been prior to now.


When it comes to how I come throughout, there’s loads of stuff, proper? So I run the Slack group, so I see loads of of us who’re becoming a member of there on the very earliest levels. I really do co-founder matching about twice a yr, which is generally only a manner for folks early on to have a lot of conversations, assist ideate, after which generally, additionally, you recognize, discover their co-founders. That’s one other space. The 20+ founders who’re LPs within the fund, you recognize, they ship of us to me who’re, early on, even when they’re not elevating as a result of I may be very useful in serving to them discover co-founders, serving to them refine their concepts, serving to them do buyer validation and discovery, in order that’s one other supply. After which I’ve lots of people attain out, name, on LinkedIn, and on Twitter, and thru the web site. So there are sort of all these completely different sources that come collectively. And so generally it’ll be somebody I’ve by no means met earlier than who reached out, known as, or different occasions, it’ll be a crew that I’ve recognized for a very very long time by means of the group and simply by means of the ecosystem.


Meb: Yeah. And it appears, as an outsider, and you’ll most likely touch upon this, however simply the arrival of loads of the Y Combinator, Techstars, accelerators over the previous, I don’t know, decade-plus, has raised the standard of at the very least what loads of the founders learn about sort of beginning an organization. Is that correct or inaccurate assertion? And you recognize, they don’t appear as inexperienced as to only understanding how this complete sport works.


Rex: Yeah, completely. So, yeah, going from zero to at least one just isn’t as a lot of a darkish artwork anymore, proper? Like, a lot ink has been spilt about, like, how to do that. Plenty of that ink has been spilt by Y Combinator, proper? Like, you may go to their startup college, like their curriculum. It’s basically open-source at this level. They’ve additionally executed a fantastic job of reducing out some standardized paperwork that can help you shortly increase preliminary rounds of funding, the YC Secure, and so on. So, yeah, I feel the zero to at least one simply from, like, understanding what that appears like, even when you’re a first-time founder, you will get far more up to the mark. However then, take into consideration the truth that there are actually, you recognize, name it, 1,000 unicorns. Like, there are simply additionally so many repeat founders within the enterprise ecosystem that the variety of folks you may speak to to study from is larger than ever earlier than.


Oh, and by the way in which, you is perhaps a type of repeat founders. Like, when you have a look at the Cambrian portfolio as we speak, loads of of us even have helped begin firms earlier than, so. However I feel that is really sort of an fascinating query for what function does YC play within the ecosystem, or accelerators. I feel, earlier than, it made sense for many founders, particularly nearly each first-time founder, to undergo YC, or by means of YC itself, as a result of there’s the curriculum, there’s the community, there’s the sign related to it. Whereas now, what I see for many subtle FinTech founders, whether or not they’re first-time founders or repeat founders, is that they’re like, “I don’t actually wish to undergo YC, nor do I must, as a result of one, their phrases aren’t as engaging as I can discover elsewhere, two, I sort of already know the curricular stuff. I’ve my very own particular networks which are related to FinTech, and their networks are nice, however, like, it’s sort of a unique kind of expertise. And so I’d actually relatively increase from folks on higher phrases who’ve very particular area experience and connectivity.”


And so, for me, like, typically, the kinds of firms I’m backing haven’t even thought-about going by means of Y Combinator as a result of they’re sort of like, “I don’t want that,” proper? However that’s additionally as a result of their ecosystem is bigger than ever earlier than. So there nonetheless are a lot of folks for whom YC is a very good match, nevertheless it additionally means, now that the ecosystem is bigger, there are some individuals who simply don’t want that, which is why you have got other forms of companies who’re doing different sort of specialization, and so on.


Meb: You additionally…Cambrian is such a fantastic phrase for this, however you begin to see this, I really feel like, in different geographies. , you have got a profitable firm, and it mints a bunch of millionaires, And abruptly, these millionaires can now angel make investments or begin new firms, and it simply sort of populates this complete new ecosystem of founders and angels which sort of propagates, which this complete form of snowball pattern appears to bolster itself, which is sort of just like the Silicon Valley being exported to your complete world, which looks as if a reasonably wonderful pattern. Like, it’s actually thrilling to observe it occur in Africa and all types of Pakistan and different locations now. Are you guys U.S.-only for now?


Rex: I’m U.S.-only for now, and the plan is to do this eternally. So I feel there are wonderful issues taking place around the globe. Simply concentrating and doing one factor effectively is necessary. The U.S. is the biggest unified market, with good rule of regulation on the earth. And loads of what I do is dependent upon networks. So if I spend money on loads of the nice FinTech firms within the U.S., there’s a lot of alternatives for cross-pollination throughout the portfolio. If I begin flying to completely different continents, there’s rather a lot much less inter-portfolio connectivity. And, oh, by the way in which, like, my time solely scales so effectively, and worldwide flights price loads of time, so.


Meb: Yeah. And plus, you bought two beneath 5. My spouse stated, you recognize, “I ought to make you a deal. You possibly can nonetheless journey as soon as we’ve got a child, however we get to select and select on which journeys we go together with you on.” So oddly sufficient, they’d conform to go on journeys to Dublin or Eire as a substitute of, you recognize, and I’m not throwing shades, Cincinnati or someplace within the U.S., Chicago even. And I say, “Actually, we’re going to take a two-year-old to Dublin? Advantageous.” It’s a good deal. So, okay, let’s speak somewhat bit about…you may take this one in every of two methods, it’s as much as you. Since loads of the portfolios are in stealth, you may both speak broadly talking about a few of the belongings you’re seeing which are fairly cool or concepts or sub-industries of FinTech, or you may take, you recognize, what are you searching for that you just haven’t seen, you recognize, some areas or some issues that you’ve stated, “Man, I’d love somebody to be doing XYZ,” or you may reply each.


Rex: Our very first funding we did was in OatFi. OatFi, like I discussed, is doing embedded lending for B2B platforms that do invoicing, and so on., so like a enterprise model of BNPL or factoring can be one other mind-set about it. But it surely’s this embedded lending part. If you concentrate on being a small enterprise, everybody is aware of money movement is king, however particularly when you’re making an attempt to get a sub-$100,000 line of credit score, it’s simply very arduous so that you can go to a financial institution and get underwritten for that, as a result of they’re going to take a very long time, it’s going to be a really expensive course of, it’s not going to be very highly effective for them. So loads of small companies prolong their extra capital due by means of very sort of costly sources, like factoring, however even that’s usually, like, a separate space and might be fairly costly. If as a substitute the lending is embedded into your on a regular basis sort of movement, like, the provider who you’re working with, after they bill you, there’s only a button you may click on to get extension of debt. And that provider themselves has a button on their finish the place they will speed up account. That’s a really fascinating manner of simply seeing enterprise lending embedded into the common movement of enterprise versus pulled out and obstructed away right into a financial institution department, proper?


In order that’s, like, A, only a very massive and fascinating pattern, and there are additionally so many extra vertical software program platforms. Like, let’s say you’re a vertical software program for somebody to run a hair salon, or a dental provider, or a trucking firm, you’re going to want to make use of, like, you recognize, Stripe to simply accept funds, however you’re additionally most likely going to want to make use of some sort of software program to do the invoicing, after which, as a part of that, you most likely wish to monetize to some extent by means of lending, effectively, you may simply combine with OatFi, and OatFi, on the again finish, has numerous capital supplier that they construct out debt services with who can then present the credit score to your provider. And also you really get somewhat little bit of a rep right here. So now, you may monetize by means of monetary providers by means of, like, you recognize, you will get a take fee out of your, like, integration with Stripe. You can even get a take fee out of your integration with OatFi and the credit score you’re extending. However you, your self, don’t should be a cost course of or a stability sheet, a lender. And so that concept of embedded finance, particularly because it pertains to the thought of individuals constructing vertical software program companies that monetize your monetary providers, is, like, a very, actually massive concept, I feel, typically.


After which, just a bit bit…I feel that is fascinating in understanding how, like, the Cambrian group works. So I initially met Mike, the founding father of OatFi, when…really, I initially didn’t meet him. He joined my Slack group, and I didn’t speak to him for, like, months. I’d inform him to affix. I, like, ship a normal welcome observe, which is one thing I all the time do. After which, like, just a few months later, somebody talked about to me that they had been elevating, and I used to be like, “Oh, that sounds fascinating. Like, let’s go on the telephone.” And the primary time we get on the telephone, Mike’s like, “Rex, it’s, like, nice to attach with you.” Like, “Oh, by the way in which, our very prospects, and we met by means of, like, the Slack group.” And I’m like, “That’s nice.” I’ve executed no work, and the primary individual you’re going to go reside with is somebody you met organically by means of the group. He’s like, “And one in every of our first infrastructure suppliers,” so somebody they used to do one thing, like, mortgage administration stuff, they’re like, “That’s additionally somebody we met.”


So right here’s somebody I haven’t even talked by means of who’s interacting with the Cambrian group who has now gotten first prospects, infrastructure help, and so on. After which I ended up investing, like I stated, within the pre-seed, and as a part of that, introduced in, really, one of many founders from our 20-founder LPs to co-invest in that spherical, as a result of they’re, like, good, sort of overlap there. Additionally discovered another of us who become involved. After which, subsequent to that spherical, did loads of work by way of, anytime somebody joined the Slack group or I simply interacted with another person of their early-stage ecosystem who might conceivably wish to embed lending into their platform, simply ship them over to Mike. They will have a collaborative dialog…are additionally very early-stage founders who’re making an attempt to determine the right way to construct their enterprise, they usually wish to monetize by means of lending, however they’re like, “That’s loads of a carry.” And I feel that’s on my roadmap.” And Mike’s like, “Look, we will help you deliver that ahead in your roadmap by making it rather a lot simpler due to how our platform works.”


And so, like, simply sort of the casual connectivity over time. And they also even have just a few prospects which are going reside that they’ve sort of met by means of the Cambrian community. After which, like I stated, QED ended up preempting their subsequent spherical of funding. They simply did their announcement.


Meb: How arduous is it to run that community? And what I’m considering of is conventional, loads of communities. You get folks misbehaving, whether or not it’s, you recognize, simply being normal social media turds but in addition spamming and advertising. And, like, how arduous is the group you have got? Are you, like, a strict dad or mum, one strike and also you’re out, or, like, how do you monitor and simply run that complete present?


Rex: Yeah. Communities evolve over time, proper? The Cambrian group I’ve run has advanced over time. Began initially as simply sort of month-to-month in-person occasions in San Francisco. We really haven’t executed an in-person occasion of that kind for fairly some time now. Now, loads of my group work is extra digital and thru, like, the Slack group. The Slack group as we speak is about 1,500 members. They’re all founders. They’re all individuals who know what it’s wish to be in an analogous state of affairs. And so I’ve had very, only a few cases of what I’d classify as poor habits. I do fear that because it begins to scale once more, like, possibly that’s one thing we’ll have to consider. However to date, I’ve been making an attempt to maintain it sort of typically constrained. So I do take into consideration that, however I’ve been lucky that I really feel like people who find themselves founders and builders, typically, like, know and respect what different individuals are going by means of, and due to this fact, attempt to behave accordingly. And that’s typically been my expertise.


Meb: Yeah. Nicely, whenever you’re able to host an L.A. completely happy home, we’ll sponsor it. So you may come on down whenever you want some sunshine in San Francisco, and we will do a meet up.


Rex: Subsequent yr, I plan to do this just a few occasions, in 2023. So I feel L.A. is on the map. In all probability, we’ll additionally do some in New York and possibly in locations like Salt Lake Metropolis and different sort of FinTech hubs that I do know a lot of nice entrepreneurs in.


Meb: You had been going to say one other startup that has come out of stealth.


Rex: Yeah. The opposite one is Hold Monetary, and so that is sort of FinTech on the intersection of HR tech. If you concentrate on being an HR group, particularly in a post-COVID world the place issues are extremely distant, and now, workers reside in all 50 states, there’s simply, like, loads of issues so that you can handle. And loads of belongings you handle as an HR division are round coordinating compensation and other forms of, like, monetary closing compliance for these workers. So there’s simply loads of stuff on the intersection of FinTech and HR. It’s an space I’ve been fairly enthusiastic about for some time. My spouse, as one instance, leads, like, go-to-market ed, Guild Schooling, training as a profit bought into Fortune 100 employers. They usually’ve executed fantastically effectively. So into that normal space, which I’ve been for a very long time, met Rob and Kathryn, or re-met Rob and Kathryn, who’re the founders of Kabbage, the small enterprise lender. Their new firm known as Hold Monetary. They’re a bonus administration platform for employers.


So that is an illustrative instance. Burger King just isn’t a buyer of theirs, however let’s say you’re Burger King. And also you wish to rent 10,000 frontline staff, and also you wish to concern them a $5,000 signing bonus. Nicely, you may try this, after which, like, the folks enroll, they get the cash, after which they, like, don’t present up after the primary day of labor or one thing. And also you’re like, “Nicely, that didn’t work very effectively.” However we’re really within the tightest labor market, nonetheless, for sure service sector industries, whilst, you recognize, form of the macroeconomic indicator shift, the tightest labor market in, like, the final 70 years. Employers are determined to recruit and retain expertise.


I like the worth proposition that Hold says, as a result of they’re like, “How do you recruit and retain expertise?” It’s, like, you pay them. And also you pay them by means of bonuses. And beneath the hood, these bonuses, that is sort of the monetary product, however they’re structured as forgivable loans that vest over a sure time frame. So now, after I provide you with this $5,000 signing bonus, it vests over a sure time frame. Should you go away early, it may be forgiven. Like, a portion might be forgiven, after which the remaining may be sort of repaid at zero curiosity over some time frame.


So now, you, as an HR chief, have a brand new software in your toolkit to consider, “How do I recruit staff?” By the way in which, the identical platform you should utilize to retain them. You possibly can concern spot bonuses or retention bonuses. And so, if you find yourself being a really massive employer, like, it really will get fairly sophisticated to consider how you’ll wish to construct out this program at scale. You’re like, “Nicely, how a lot ought to it’s? Like, what about when you’re this degree versus that degree? What must be the vesting interval? Like, how do I really disperse the funds? How do I really handle, like, the state-level registration as a result of it is a mortgage product?” Like, all of these are literally fairly sophisticated questions. Like, how arduous is it for an organization to pay bonuses? And also you’re like…effectively, you begin to consider it, you’re like, “Oh, it’s really sort of arduous not solely to do it simply from a practical perspective however to do it from a manner that really drives the result that you really want.”


And in order that’s why I feel they’re a very fascinating firm, as a result of one, it’s a fantastic crew. Like, Rob and Kathryn have constructed a number of companies collectively earlier than. Kabbage they bought to Amex, I feel it was round, like, a $500 million exit. However they’re a crew that’s labored collectively extremely effectively earlier than. They will materialize a crew. Additionally they have deep connectivity into the sorts of management groups on the kinds of employers they’d wish to promote to as their preliminary prospects, in addition to their sort of, you recognize, tremendous enterprise purchasers sooner or later. And so it is a nice instance, I feel, of…this isn’t a FinTech firm in a way that it’s actually an HR resolution that occurs to have a monetary product that’s underpinning it, and also you by no means would have had somebody, a crew, that was ready to consider the way you construct this product however then use it for a really explicit resolution.


That’s one thing that’s due to the whole lot that’s taking place and simply the notice and the standard of the entrepreneurs, however then, additionally, they’ve a banking associate beneath the hood who’s serving to them, you recognize, energy loads of this, which, 10 years in the past, there are 0 banking companions, proper? Quick ahead as we speak, there’s, like, 30 to 40 to 50 banking companions, plus 20 banking as a service platforms. So that is the place the title Cambrian sort of is available in, proper? There’s been this explosion of the essential constructing blocks of economic providers which are sort of reconstituted by means of expertise that individuals can mix to new and novel methods to sort out issues. So I feel Hold is a good instance of, like, a very nice crew, FinTech on the intersection of one thing else, not directly that few individuals are really fascinated with. Like, that is sort of a brand new…there actually isn’t anybody else doing this proper now. However when you hear it, you’re like, “Oh, that’s fairly fascinating and thrilling,” proper? So these are our factor, two firms and two nice tales by way of fascinated with what the subsequent technology of actually nice FinTech firms can appear to be.


Meb: Yeah. I imply, it’s loopy. I tweeted earlier this yr. I stated, you recognize, I went by means of a means of getting a mortgage, and it was absolutely the stupidest course of I’ve been by means of in, like a decade. And I’m an in conventional asset administration. I imply, we used to should fax in our commerce. So I’m effectively conscious of silly processes, and I’m like, “I can not consider this in 2022.” You had a tweet some time again. Listeners, you may comply with Rex on Twitter. He’s nice at posting charts and different stats.


Rex: A number of charts. A number of charts.


Meb: You had been complaining about…you’re like, “I needed to pay 20 bucks to ship a wire,” or one thing, “And I known as in, they usually waived it.” And also you’re like, “Can we simply waive this sooner or later in order that I don’t should name in?” They’re like, “No, it’s important to name in each time. We felt we’ll waive it when you’re calling it.” Like, are you getting me? Like, what’s improper with this? As you look again at your time at a16z, it’s most likely much less as we speak as a result of it’s so new, you recognize. I’ve heard you speak about sort of fascinated with consensus, anti-consensus when sort of concepts and founders. But in addition, I ponder, in your expertise, how a lot of the outperformance, when you have a look at sort of conventional offers you’ve seen and been concerned in, had been on the time you made the funding? So that you checked the field for sure. So the portfolio that you just’ve seen. How a lot of the eventual end result was associated to preliminary conviction, you recognize? So excluding those you didn’t spend money on, however simply those that, like, you stated, “Okay, these had been in our orbit.” Is there any correlation as soon as it hits the sure button, or is it loads of randomness within the end result as effectively?


Rex: You may be very extremely convicted of some companies, however yeah, I feel, like, for absolutely the excessive outcomes, it’s very arduous to know a previous. So when you have a look at, like, Slack, one in every of a16z’s massive early wins, they actually had been a unique enterprise that pivoted into one other enterprise earlier than doing extremely effectively. I feel you may usually underwrite sure investments to, like, a reasonably excessive ground, however that’s really fully ineffective. You get a very skilled entrepreneur who’s constructed and bought a enterprise prior to now, saying, “Okay, the ground for this enterprise is $200 million,” however that’s really fully ineffective by way of driving what you want from a enterprise return perspective.


I feel there’s an fascinating factor round, like, what sort of investments do companies are inclined to do over time, and if we return to the, like, free physique taxonomy of, like, scale companies, I feel, if I take into consideration…enterprise is a humorous class as a result of, often, it’s important to be non-consensus and write to win. Whereas enterprise, arguably, you may sort of be consensus, and since just one individual will get to do the deal, you may nonetheless really ship outperformance if consensus-oriented offers nonetheless delivered ok returns.


And so, after I have a look at a16z and different massive companies and you concentrate on what sort of offers are best to get partnership buy-in, you have got this sort of unactionable power the place scorching offers, offers that get loads of time period sheets, are the one the partnership will get most enthusiastic about. As a result of when you do, like, actually good considering and give you, like, a intelligent thesis, it’s important to talk advanced nuanced concepts throughout a wide range of folks. Should you herald a take care of 5 different time period sheets out of your three greatest rivals, together with your three greatest rivals, you simply instantly have, like, activation and curiosity.


And so I feel there’s this fascinating factor the place, over time, massive retailers turn into extra consensus-oriented, as a result of that’s simply the best method to get offers executed. However mockingly, in enterprise, that’s the one place the place that technique can nonetheless ship affordable returns, arguably, versus each different market the place it’s simply you had the purchase button and there’s a little bit of unfold in, like, you’re competing in opposition to everybody else within the ecosystem. In order that’s going to be somewhat bit fascinating to see how precisely that performs out over time.


Meb: Yeah. I want I might return a decade in the past and begin advertising all of the offers that I’ve invested in, which I feel is over about 350 now, and say, “Right here’s Meb’s…you recognize.” It made the sure standards, however scale of 1 to 10, right here’s how assured I’m. As a result of I have a look at the outcomes, and I don’t suppose there can be any correlation. And oddly sufficient, like, I like studying all these…I get the behavioral facet that individuals are making an attempt to do this are sometimes like, “This can be a scorching deal. It’s closing. It’s 10 occasions oversubscribed.” And infrequently, I’m like, “That is really…” I’m a rarity, I assume, however, like, this sort of repulses me in lots of instances. Like, I don’t discover, like, loads of those the place I have a look at, I’m like, “Wow, nobody’s on this.” After which trying on the end result through the years…anyway, I want I might time journey, however.


Rex: Yeah, no, completely. However because of this you too can have a number of methods that went in enterprise markets. You is usually a consensus store that all the time wins and does scorching offers and doubtless delivers ok returns. In all probability one of the best returns are by non-consensus of us who discover these offers nobody else believes in. These must be arduous to underwrite although as a result of these are often concentrated portfolios with a excessive diploma of zeroes and a few actual bangers. And so, then, for you, because the restricted associate investing in funds, for instance, you’re like, “Was that genius or luck?” And like, to what extent is that? It’s nearly simpler to again the consensus retailers, which most likely simply delivered ok returns, than it’s the non-consensus of us.


So it’s important to…it’s an fascinating query to consider, like, you recognize, the place LPs must be fascinated with allocating capital and how much LP ought to decide what sort of agency, as a result of it’s important to be fairly subtle to attempt to again the non-consensus stuff. I’m fortunate, I get to perform a little little bit of each, proper? I’m not tremendous unconcentrated, however I’m not tremendous concentrated. I can, as a non-lead examine, make investments alongside tier one companies who’re main offers and have executed that on many events but in addition spend money on offers that aren’t alongside tier lead companies, or generally I commit, after which it seems, like, they’re , and they also are available. However you are able to do somewhat little bit of each by way of my contract, which is somewhat bit completely different, so.


Meb: Rex, what’s been your most memorable funding that you just’ve been concerned with that might be both as your profession as a VC or one thing completely unrelated, good, dangerous, in between? What you bought?


Rex: Most memorable funding, I obtained a full experience to varsity, and so I used to be a part of that, had some cash post-graduation and used that to purchase a home that I lived in.


Meb: Was this a drone league sponsorship? Have been you a soccer lineman? What was the story?


Rex: I used to be not. This was only a normal tutorial and management factor. So I used to be a Belk scholar at Davidson School, which is, like, the Davidson model of the Moorhead or the Jefferson however a lot much less well-known than these two different applications.


Meb: Is that this the Charlotte Davidson?


Rex: That is the Charlotte Davidson. Steph Curry, sure, was a classmate of mine, if that was the subsequent query.


Meb: I did a baseball camp there as soon as upon a time, a few years in the past. Lovely, lovely campus.


Rex: Nice campus. Nice college. Nice group. So in any case, yeah, I purchased my first home proper after graduating, and it was, A, funding however primarily only a actually good studying expertise. You’re a university graduate, so that you’re like, “Oh, I studied economics. Like, let’s construct a mannequin to grasp what the returns for this home appear to be for me as a university senior. Oh, let’s go and truly get a mortgage, proper? Let’s exit after which really see what it seems to be wish to personal and function an asset over a interval.” I used to be really dwelling in it for some time too, which…that’s sort of an fascinating arbitrage alternative for a wide range of different causes. And I nonetheless personal it as we speak, and so I get to trace it.


After which, as you get this fascinating tutorial train, was it funding? And also you, like, benchmark it to the S&P, and also you’re like, “It’s fairly good.” However then you definitely benchmark it to, like, REITs, and then you definitely benchmark it to single-family REITs, and then you definitely’re like, “Nicely, what about my time? What in regards to the truth …?” Like, it’s simply an fascinating lens, and I’ve refinanced it just a few occasions, and it’s been through the interval the place the rise of single-family rental REITs has been a factor. So it’s simply been a fantastic studying expertise by way of understanding how all of those markets work. After which it’s additionally a reminder of simply how advanced finance is, as a result of, like, simply to reply the very primary query of “Was this funding?” simply making an attempt to determine what the best benchmark must be is, like, a really arduous query. After which, to not point out, like, all of the stuff round time, and so on., so.


Meb: You had been adulting, can be the 2022 phrase you hear extra usually, lengthy earlier than it was cool, as a younger school grad. You don’t see that an excessive amount of. Rex, finest place folks will discover you on all the varied locations. The place do they go in the event that they wish to take a look at what you’re doing, involved in your fund, all that great things? The place ought to they go?


Rex: My title is comparatively distinctive. So when you simply Google Rex Salisbury, you’ll most likely discover me on each LinkedIn and Twitter, or you may go to these platforms particularly. After which the web site is, and there, you may subscribe to our e-newsletter, discover a few of our different social profiles. And when you’re a founder, you too can discover the hyperlink to affix the Slack group.


Meb: It was a blast, man. Thanks a lot for becoming a member of us as we speak.


Rex: Yeah, thanks a lot for having me, Meb. Actually admire it.


Meb: Podcast listeners, we’ll publish present notes to as we speak’s dialog at Should you love the present, when you hate it, shoot us suggestions at We like to learn the evaluations. Please overview us on iTunes and subscribe to the present anyplace good podcasts are discovered. Thanks for listening, pals, and good investing.



Please enter your comment!
Please enter your name here

Most Popular

Recent Comments