Andrew: Hey there, freedom fighters. My name is Andrew Warner. I’m the founder of Mixergy where I interview entrepreneurs about how they built their businesses. When I talked to today’s guest, before we got started, he told me about some of the difficulties that he’s had starting a business, right. There was, what’s the word that you used?
It was ambition. Am I right Sandy, if you had to, and if you had to sum up how you got here, it would be that word,
Santi: Yeah.
Andrew: Sandy is the founder of core. They are not a project management software company. They do more than that. We’re going to get into the details of how they do, I guess, project management and more. Do you feel comfortable saying that?
Santi: Yeah, we’re the project profitability tool,
Andrew: so it’s you, you know how to manage the project, but you want to make sure that you’re managing the resources, the people their time. Is that right?
Santi: Yeah.
Andrew: And you came up with this because you experienced the problem yourself. Right?
Santi: That’s right.
Andrew: What, what was the agency that you were, that you were running, where you saw the.
Santi: So when I was 21 years old, I started balloon group. It was an agency which was named Argentina’s fastest, e-commerce fastest growing eCommerce agency at the time we bootstrapped. I remember, I remember when I was reading your story. Eh, I felt very polarized and we would swap that company from zero to 400 clients in 12 different countries.
Andrew: you told me before we got started, you read about how I had no money to start. My first company. I realized that J crew had a lifetime guarantee at the time I called them up and said, can I return my clothes? They said, Yeah.
I said, it’s been a few years. I worked during college on the subway to school.
They said it doesn’t matter. Send it in. We’ll give you a refund. I sent it in. Sure enough. They gave me a refund. It was amazingly fast. And that’s what I used to my business. What is it that you experienced? That was like that.
Santi: I tried really hard. I mean, when we were starting, you said it’s on the Sunday is ambition the word. And I said, yeah, see some vision. And why? Because when we first moved here, I was 26, 27 years old. my visa, my green card was, I was working on my thesis. Eh, so you didn’t have a green card the time they didn’t have an intranet.
I didn’t have any network, any connection? I had some money to pay my rent and some stuff, but to go to the grocery, I need to use my savings from my previous company. Eh, I didn’t have, that, and that, that pushed me to an also not good English at the time.
It’s not great now, even even worse at the time, four years ago. So when I, when I first moved here, people were saying, Hey, Sandy, why are you moving there to the Silicon valley? Where today you’re at 26 years old. Personally in Argentina, we’ve your own company doing pretty well. Why are you like leaving these?
Where are you going for something bigger? And it was the ambition and the fact that we knew that we were going to make it,
Andrew: Knew that you were going to make it with what you had a digital agency. That’s what the balloon group was in Argentina selling to Argentine businesses
Santi: yeah, 12 different countries, but mostly U S and Argentina.
Andrew: Okay. And so things were going great there and you said, no, I need to level up and leveling up for you means what more agency clients, or by then, did you say I see the problem.
There’s no software that addresses it. I’m going to be the guy who creates it.
Santi: Yeah.
So at that time we were using tools such as Sinai Trello base camp JIRA Monday com at that moment, Mandarin was named the pool. And we were trying different project management tools and they are great. Don’t get me wrong, but we couldn’t solve the problem we were having. Our problem was, project’s profitability when you are selling services and you are, at the top level of the company, you need your, your, your money.
You snubbed yourself. You see your is the, is the earnings, the dividends that you pay for you and for the shareholders. So if you can not, if you don’t know your clients and your project’s profitability on real time, you can not negotiate better fees. And you’re got to not be sure how much money you’re going to make.
Andrew: Negotiate better fees. As, as an agency owner, you want to negotiate better fees from your, from your team
Santi: Yeah, better. So,
Andrew: because they were contractors.
Santi: yeah. As an agency, as an agency, you will need to negotiate better fees with your clients,
Andrew: Uh, if you’re starting to see that this project is taking more time, you want to know how much more time, how much more are you going to pay? So you come back to your clients and say, you’ve gone beyond scope. It’s actually going to cost more than we expected. And you want to know what your expenses are, so that you have a sense of what you should be asking for.
That’s what you’re saying. That was the problem that nobody addressed.
Santi: Totally.
Andrew: Okay. And so. Time management software wasn’t enough for that because a lot of project matters. Not a lot. There was, um, this project management software, like teamwork PM that did that.
Santi: So the company that better understand where people are working on in real time and with no manual efforts is it’s the company that will lead the market. And when people need to log hours, finally, then the consequence is it’s a huge problem because no one wants to look at words. And if you end up logging hours, couple of base after your, your, your margin error is going to be high.
Right. So, so yeah, understanding costs and time, eh, with no manual efforts, that’s what make that school. Gives you the sense of profitability in real time. So you can stop the project. You can outsource super-long service or make, make it cheaper in terms of costs or otherwise negotiate or fee to make a higher revenue and then pay more.
You got not the problem. You said you can not increase your costs. If you don’t increase your prices. Right. Andrew, if you have a lot of friends working on this in this space, but ask them if they’re happy with their salaries and it’s not the GOs, their managers are keeping the money that like the shareholders are keeping the money.
They used to be costs the promo I was mentioning to you.
Andrew: You’re saying, ask my friends who have digital agencies, are they happy with the bottom line? What they’re taking? And you’re saying, they’re going to say no. And it’s probably because not that they’re lacking clients, but they’re lacking in management of their expenses and connecting that back. Got it.
Okay. All right. And so you said, this is the thing I’m going to do. Did you have our developers before you got to the U S or did you first get to the U S And say, I’m going to figure it out.
Santi: We started the company, just the three of us go founders. Um, and one of my co-founders was, uh, is an engineer. So he was the first,
Andrew: Okay.
Santi: yeah, you can get a year.
Andrew: So you started building it before you got to the U S right.
Santi: Yeah, we started before we moved within the process. We got into 500 startups here and we’ll launch the product.
Andrew: 500 startups before you got to the U S
Santi: no,
Andrew: after. So you come in here you say, we’re going to figure it out. If we’re in San Francisco.
this is the place where businesses are built in the new world. We’re going to figure it out.
If anyone can get into one of these accelerators, we can, you come in a little bit of software. You go to 500 startups, 500 startups is accepting from what I understand of companies that are super early stage. Did you have a fully working product at the time
Santi: Yeah, we had, we had a product and we have like 3000 bars in revenue or something like that. Like almost nothing.
Andrew: From a handful of customers. And so what did the product do the first, when you got into 500 startups,
Santi: Oh, we’re MBB was project management with product with project profitability, eh, like
Andrew: but project management is so, um, there’s so many different ways to do it. What did your software do?
Santi: Our software on their stance, where people are. It looks ours out demand demonically and it detects profitability in real time. When I’m proclaiming basis on a per project basis,
Andrew: was even back when you applied to 500 startups, when the thing was just getting started, at least did that
Santi: that time it was the MVP was kind of that. It was awful. Eh, no one wanted to use it. Um, but the vision was clear. The problem was clear. The market was huge. And we had some customers that were saying, Hey guys, you are addressing the problem. I don’t like to use these products. You have seen softball, but if you improve it, we’re going to use it.
Andrew: Okay.
Santi: And they were paying. Probably like five bars per user per month. Today they pay $16 per user per month for you supermom.
Andrew: Okay. So enough of an indication that there was a need for this, you just weren’t doing what it needed. You get into 500 startups. You told our producer, they asked you this one important question that helped change the direction of the business. Do you remember what it was or do you want me to remind you.
Santi: Remind me.
Andrew: The question was, they said, Hey, Santi to enterprise clients, like your software and have a use for it. And you said yes. And they said that, why don’t you go after them? And until then, we’re just selling to small and medium-sized businesses. Once you realize that you said, Okay.
we’re going to go after them.
And my hunches it’s because they have bigger budgets. Right. And they have the credibility to start bringing in smaller businesses too. Is that right? Okay.
Santi: So it was, it was key for us. Eh, our sales mentor within finder syrups, Chris named me niece, niece came, came to us. He said he asked the same thing you have just mentioned. Hey son, the are you’re an enterprise. Professional services firms like agencies, consulting, firms, software development shops, and more are, do they also have the same problem?
Which said like, yes. And how are you guys selling? He asked. And at that time we’re selling to SMBs with no contracts on a monthly basis. And. On a $5 with a free trial and $5 per user per month. the conversation we had with him. And after the three or four months of the acceleration program, we ended up selling to enterprise customers like fortune 100 companies, fortune 100 companies with three year contracts, annual app from payment.
Which helped us finance our assaults without free trials, everyone that we’ll ask for, like, just see the product would go through a demo. And after them we started negotiations and we were closing deals.
Andrew: Negotiations.
Santi: every time you’re a selling trynna enterprise customer, it depends on how many licenses they have. how many licenses, how like what’s there, there. Their billing cycle and more, there are different things that could change the price, but normally they have a standard price for sure.
A regular price.
Andrew: Okay. And I see that’s the big trends. Yeah.
But that changes your whole way of operating. Right? Because now you need sales people to do these demos. These demos are demos, but there are also sales, uh, sales calls. That means that it’s not as much about the site. It’s not a, it’s not the same type of the people you’re going after.
How did you rebuild the company that way? Or how did you build the company that way? When it wasn’t geared towards.
Santi: So we were just like five people, six at the time. So it wasn’t hard. And you don’t, when you come from Argentina to Silicon valley with no network up here, you also push. To, create a process driven company, because it’s not a new call. Your uncle, you were called your friend or your cousin and say, Hey John, Hey Mary, would you like to like become a customer of us?
Uh, would you like to invest in the company? Not for us. Everything started like a process because we knew no one here. So. It was good. Normally, normally SAS or normal companies start putting the processes together after they reach $1 million in ARR or once they reached series a or whatever.
Andrew: Or once the CEO comes in, who’s a professional CEO to take over from the founder. Yeah. For you. How does that.
Santi: yeah, we started, we started with processes from this. Yeah.
Andrew: What was your process for sailing? What did you create when you were 500 startups in reaction to what they said?
Santi: So what we did is we knew very well our addressable market. So we knew that we were selling to professional services firms. We decided to start with creative agencies and then within the greater agencies, we decided to tackle our ICP was a CFO. From a over 50 employees agency. So we scrapped all these emails and, and our, we started hiring.
So we first hired an STR who did outbound cold calling on cold email to the CFOs and yeah.
Andrew: You gave him a list of the CFOs. And then, and they went and started calling them, emailing them and saying, can we show you this thing that we’ve created the software that’s going to help you manage your team better? That’s what you, that’s how it start.
Santi: Yeah, we, we asked them how they were solving three points, like through things related to profitability and how, how big was this problem for them? And we got great, like great reply rates. And so our STR at that time, just one, he started asking, he started the discovery call. Understanding if there was budget authority need on time and therefore scheduling a demo.
If he was a, he or she was a sales qualified lead, we scattered them all with the account executive. And I only segregated at the time was me.
Andrew: Uh, huh.
Santi: And so I did the demos and tried to close the deals. Right. Then we started hiring I’m an executive. Yeah. More sales?
Andrew: Santi. I, I wonder how the SDR was able to get anyone to respond to them. I get email, right? You create a process for email, you manage the open rates, you improve them, you manage the response rates you improve. But cold calls. You’re actually able to get a CFO to take this stranger’s call
Santi: No, it was, it was mostly through emails
Andrew: and then following up with people to schedule and to book a call with you. That’s the process.
Santi: Yeah, so exactly. And we also went through LinkedIn and through our, through different channels, we also viewed sound like we delivered packages to offices. As we were getting more into the enterprise segment, we started to personalize every message. More and more, and also every channel, more and more.
That’s how we went. We got into their offices with some cakes, with everything.
Andrew: And then how much was the sale worth to you that you were willing to put in all that time? What’s a client worth.
Santi: 100 K is, uh, it’s a bit claimed for us today.
Andrew: All
Santi: Um, but of course we have, we have a lot of SMBs. So I would say today, 20% of our revenue comes from SMBs, but they are 80% of our demos on customers we have. And, and then we have mid-market. So our normal annual contract value for us is $19,000, but it goes up, there are some customers that are paying a hundred or over a hundred a year.
Andrew: Got it. All right. Let me take a moment to talk about my sponsor and then we’ll come back in with the story and see what happened. My sponsor is overpass. It actually kind of fits in with what we’re talking about. Now. Overpass is a site. It’s a marketplace where any entrepreneur or any business can go and find salespeople right now.
And the beauty of overpasses, you get to see how they’ve done before. Is this a sales person who’s reliable? Is this someone who could write good emails is someone who is persuasive on the phone. You get to see it based on their past experience, and then you get to work with them remotely. Overpass has software to help maintain that relationship and help you do and help you do good work together.
That’s what it’s about. I’ve never seen a business do this before it’s available right now to anyone listening at overpass.com/mixergy. And when you use that URL, You’re going to get a discount from them. And also you’re just going to get to see how easy it is to find great salespeople to rep your business.
And frankly, Santi, you do this. I went right now as we were talking, I said, wait, there’s no way to just even try the free sample right now. Let me see if I could do it right now. Nope. I hit a button to start now, even on the free package. And basically what I’m doing is I think I’m scheduling a call to talk with your people.
Oh no, wait, the free, oh Yeah.
With the free package, I’m scheduling a call a demo with someone on your team, right?
Santi: Yeah.
Andrew: That’s the beauty of it. Real salespeople to both help you close sales and also understand customer issues. If you want to get started, you can get started with them right now. My sponsor is overpass and you can get them at overpass.com/mixergy.
Thank you, overpass. All right. When you left, you told us what you came into 500 startups with they’re supposed to accelerate. He’d give you structure, help you grow, help you raise money. How much revenue did you end up with? What was the recurring revenue after the four months with them? Do you remember?
Santi: I think it was something near 20 K per month.
Andrew: Wow. All right. So, um, seven X almost, right.
Santi: Yeah, probably.
Andrew: And more than that, they gave you
Santi: But the good thing, I, it was saying that the good thing is that we started, we started to. Costumers paying annually upfront. And that was key for us because instead of it was not the fact of moving from SMB to enterprise, but also the fact of getting instead of monthly payments, annual payments that changed our story
Andrew: Because,
Santi: because we have a lot of money.
Eh, now we had a lot of money to invest in marketing and sales and in product, in product, of course. So we can grow faster without raising capital. I mean, we should, they, yeah. W we already raised three rounds. We did that work to say, eh, but at the time, yeah. I mean, if we, if we, if we’re going to have money from our customers, that’s way back.
Andrew: Yeah.
All right. You did, did you raise money after 500 startups? Right? I mean, right after it, did they do a demo day? Right.
Santi: Yeah.
Andrew: And you raised him.
Santi: We raised 2 million convertible notes and then we, yeah.
Andrew: When you get that, how do you feel? I’m trying to get a sense of who you are. Do you feel like, oh yeah.
this is fantastic. Or are you the type of person who goes? I, I wonder if we could have done more? We should do more. This is not enough.
Santi: No, I always have both. Both of those fit off those feelings. First of all, I am always like, always grateful. So. I say PCs, this is awesome. I’m glad that now we partnering up, we’re partnering up with these amazing VCs and individuals like rockstars entrepreneurs from the Bali. And at the same time I say to myself, we can do more.
Uh, so that always pushes me to.
Andrew: Why, where does this ambition come from? I’m trying to get a sense of who you are. You’re a guy who grew up in Buenos Aires. You right from an early age were starting to sell stuff. Were you, you weren’t selling to support your family. Your family was doing pretty well, right?
Santi: Yeah.
Andrew: This was you just needing to do what?
Why did you have to sell milkshakes as a kid?
Santi: No, I didn’t need to eat. I was just,
Andrew: I don’t think you needed to financially, but Sandy, from everything I know about you feels like you needed to do it. You needed to, for some reason you had to go and be the guy sells milkshake.
Santi: yesterday was starting with one of my closest. He wants my best name for a marriage. And
so I was telling him about the series, say we were closing and I, and I, and I told him, do you know, to they, what? I cared the most activity in my dreams. You know, it’s not about how much money we raised. It’s not about, um, who the best source are. It’s more about that is a dream come true. It’s something that we planned and we executed and I am, I am, am starting to understand that.
can do whatever you want. And if you be leaving, you you’re unstoppable. You know, it means people will, people would see guys like Jeff Bezos or whoever it will mask. And it will say, oh, these people are genius. Right. And these is because they see the picture 20 or softer, right. Well, some people like, like you selling greeting cards, uh, on their early days, right?
Yeah.
Andrew: So you’re saying, once you start to see them, you realize I’m, I could be like them. It’s just a matter of deciding of setting your mind to doing it and then doing it. What’s an example of something that you did because you set your mind to that you shouldn’t have been able to.
Santi: Yeah. And just to clarify, it’s not a, I’m willing to be just necessarily on last quarter, whoever is just being the best person. That off myself. Right. He’s pushing me to my best version and that’s something I, I enjoyed. Right. Eh, putting challenges I have and I’m going and go through them, things that I achieved, starting, uh, Obviousness when I was 22, moving here to San Francisco and with almost nothing, um, too, you can re you can take these to every part of your life.
I mean, I, I, I swim 45 minutes in lake doco when it’s snowing. Eh, So I think that I think mindset is, is,
Andrew: is.
there a time that you were able to draw on that mindset and say, because of this, I know I can do it. I know for me, it’s, it’s often got to do with sex where someone doesn’t want to buy for me. And I remember one time getting on a train, going to Washington DC because they were in Virginia and then walking into their office and finding a way to close a sale.
And it was the whole time me saying, I know I could do it. And I also remember once because of some like water main, something or other the internet went down in Queens where we started our first company. And there was no fricking internet and people said, all right, just wait, you wait it out. It’s going to come back.
And I remember saying, I’m going to go there and tell them that they need to work faster. And that’s just a stupid thing for me to have thought. But I think the fact that I believe that I can go and turn them into faster. I don’t know what workers of the water or whatever pipe. I think I was sending a signal to everyone else, even if I failed and I did fail it, they weren’t moving any faster because of me that I’m just willing to.
To go further than they imagine that if they’re ever going to put a roadblock in my way, they know that I’m not going to just say it’s okay, and then move on. But I’m going to try to knock them over. And it was that, that, that I, that sticks in my mind as those big wins. What’s one of yours.
Santi: I remember when I was, about to start my, like my pre-seed round, my bending Argentina to come here to be able to move to move here and. I remember two more respective, eh, investors, whether you’re married, guy, the, they told me Sunday, you don’t want to go to, to Silicon valley and compete with these big monsters.
Right. And
although like these people may, may seem buried. Important to 1200 off our you and some other American people. I knew that the market had a problem and that there was no solution within it. So do you even care about it? What they thought about me? You know, it’s, it has. What I think about me. And I think that’s the big could be people would believe more in themselves, word would be way better.
So people do not rely, do not believe in what they can cheap.
Andrew: What did you get that understanding? Where was it that you picked up and started to believe that.
Were you like a Tony Robbins person? You used to get those CDs and listened to that. Was there a book? Was that your dad.
Santi: I always had a personal interest for like, self-development.
Andrew: Which ones did you use to listen to what’s the most esoteric or the ones that you were most passionate about? I was into that stuff too.
Santi: Great question. It’s not a typical podcast.
Andrew: I’ll tell you, I’ll tell you some of mine. I remember I couldn’t fall asleep sleep. I went into the library on union turnpike in Queens, and I look for stuff that I could do while I was awake at night because I couldn’t fall asleep and I would get some music CDs or something from them. I would get books on tape, whatever nonsense they had.
And it was great. Yeah.
And then I got Napoleon Hill’s think and grow rich. And I listened to that. And the fact that he would even say, think and grow rich was so anathema to where we grew up, where everyone would just clearly want to get rich. But what we were taught in school, the, what we set out loud was we, we don’t care about money.
We care about all these other stuff. And here was a guy who was willing to say the thing that you’re not supposed to say. And so I listened to the tape and it was to the CD and it was just eye-opening. And then I walked around, I saw the other books and I found this one shelf that was at the back. I still remember where it was.
You walk into that library, you take a right, you go all the way to the end and you see a section of a shelf full of hell. Self-help. And I said, no, one’s promoting this kids. My age would get all these credits for reading all these books. But these weren’t on the credit books. These weren’t on the kid, bookshelf.
Why? But if I read it suddenly was a world of people who just wanted to do stuff with their lives and I’d read those books and feel like, all right, I’m not them. I don’t want to be them, but I want to do something and it’s okay to want stuff. And that fired me up. And then I thought it was my own little inner thing.
And I remember I went to try to get a job with Pulser Berra. Um, he had a wall street head hunter. He was a wall street, head hunter. And so he asked the best freaking questions I ever saw. Anyone asked for a job interview. And one of them just happened to tap into these books. And I realized he understood the books.
And if he got, as far as he got, he was in his early twenties, ran his own agency, right in the heart of park avenue. If he got that far reading those books, it’s not a fantasy. It actually matters. It does something. And then he and I bonded on it. I got a job from him and then he started turning me on to us.
There’s like that. And it was just, that’s where the thing came for for me. And that changed everything. Do you have any experience like that?
Santi: for sure. when I was a kid, I. in today, like spiritual stuff and, and, and then I started reading a lot about if you ever hear about
Andrew: Yup. My brother, uh, read them at a tough time in his life. It’s like a, I think it’s a novel based on the Buddha. I don’t remember. I wasn’t as connected to it.
Santi: yeah. See, that was, I was probably my, my favorite book at the time when I was like 15 years old and I started to choose to read a lot about. I mean, I became very introspective on, on, on that, in that end. And then I become, I became very passionate at all, like business books and, you know, like started with why Simon Sinai, they at least hardtop.
Revenue, um, then never split the difference. I acceleration formula. I believe scaling, let my people go surfing, delivering happiness, uh, how to influence people, you know, like a lot of business books that I started to, like, I started the boring down, um, play Vegar, um, I mean, such a ton of them. Uh, just so I.
I’ve been always surrounding myself from books and stories from people that achieved great things. And also the same time when I, when I sat a couple of minutes ago that it’s not about the money you raise or the money you make as revenue and the people are the investors you have, but led me, like, don’t take me wrong.
People do you have Aussie investors? I, there, I think there’s something really important on that side. That is, eh, I love to be, I love to have closer relationships with investors. Eh, so I like to have close relationship with investors. See coughs most I have Meyer. Probably all of them or most of them, and, and being in touch with them helped me to learn more about how did they make it, right.
It’s like having this podcast on your day-to-day and you’re learning from funder devil clique. You’re learning from founder, Anna plan. You’re learning from founder Agra fault, Mercado Libra. You’re like all our current investors are. I mean every time I’m having a hard time to solve something is, Hey, how do you make it?
And, and that’s something I really need.
Andrew: What’s another example of a time when you got advice that changed everything for you, it seems like 500 startups was influential that way. Was there another entrepreneur or another investor who did that?
Santi: Yeah, this was last year during the pandemic. Eh, I have a very good friend of mine. I mean, a very close friend who he’s Sergeant tenian also hearing the valley. And he’s the founder and CEO of automa, eh, a startup helping to solve climate change. And last year we started to talk about a lot about purpose and the purpose of the business.
And it was very important for us as a business and for me as a co-founder and CEO to refresh. What the purpose of our business was and why we’re being in, why are we in business? Right. And that changed us. It took us, it took us a couple of months working on our, on our message to the B or to the, to the world and manifest.
So, but that really changed the whole company. We started to believe more in what we were doing started to think long-term, I mean, I always pop long-term, but now I’m thinking more long-term than never before. And I think that’s great because everyone in your company and everyone outside your company wants to, wants to know and wants to see that you’re here.
For good. I mean, it’s not that you’re trying to sell your company any
Andrew: What is, what is the big message? The big, good that you’re here to do?
Santi: We are here to make 1 billion people in this world have a better living. How are we doing this? are 1 billion, almost 1 billion people. In this world that are working for professional services firms, companies that have fixed price projects, that they have 90% of their costs based on their hours. If they’re not able to see profit in real time, they cannot renegotiate fees with the clients.
If they don’t renegotiate the clients, they cannot increase salary. So on, on services firms, talent is everything like what makes a creative agency different from another one? The people they have inside, like the creative people and the accounts erectors, if you cannot afford. Those creative directors, or if you cannot afford those, create those great engineers on a software development shop, or if you’re a law firm and you can not afford a great lawyer to be within your company.
These people we run and they are running. How, like you’re seeing more and more people joining the tech, Johnny finance more, not because it’s their job. It’s because it’s a place where they can make a better living. So in order to Abe these industries alive, we need to help companies give competitive salaries and a good living to people’s support for them or in this companies.
So God’s what we are doing today.
Andrew: All right. The company name is core. The website is project core, C O R. How badly do you want Corp com? Let me see. Does anyone own core.com? Oh, they’re not even using it. That’s got to drive you nuts. All right.
Santi: Sure.
Andrew: Project. I’m sorry, purchase it. No, I can’t. They’re not using it, but they were using it to redirect it another great domain T e.com, which is also not necessary, but core.
All right. Why is it called core C O R.
Santi: Because it means hurt in Latin and we are to hurt off these companies
Andrew: You go
Santi: heart of this
Andrew: heart of the company’s core is heart and lungs. All right. Well, thanks so much for doing this interview. Santi project Corp com. And I want to thank the sponsor who made this interview happen? Sorry, I didn’t mean to speak over you. We’ve got a weird connection. We are here in San Francisco dude.
When I lived in Argentina, I had better internet connection that I’ve got here in San Francisco. Don’t you? Didn’t you find.
Santi: You live there now.
Andrew: I lived in Buenos Aires for a year when Mixergy was just really getting going it’s because I moved to Argentina and I just didn’t even know if I could do it from there. I said, what’s the internet going to be like, are we going to have a lag? I started connecting from there. It was fan fricking tasks. I worked from micro central right there.
And like a professional office building internet was fantastic. I would take a $1 taxi ride into work from, um, from our apartment, which was overlooking the botanical garden, which was beautiful. Sometimes I’d take a train. It’s wonderful.
Santi: Nice. Yeah. So Andrew, thank you very much for having me.
Andrew: But thanks auntie. And thank you all for listening. And I want to thank my sponsor for making this interview happen. If you’re looking to hire salespeople, do yourself a favor, go to overpass.com/mixergy. All right, bye everyone.