Hole in the Whole

When it comes to business, do you believe luck plays a part? On this episode of Hole in the Whole, listen as Tom and Yana share their views on luck. Yana attributes her success to hard work and says that she doesn't believe that luck plays any part, whereas Tom believes that luck has played a big part in his. There were some parts they agreed on, but for the most part, Tom decided that luck plays a much bigger part in his dreams than they do in Yana's. Where do you stand? They would love to hear from you and find out your opinion. If you enjoy this episode, please share it with friends, leave comments and reviews, and get our podcast heard.  Today's episode: [00:24] Welcome to the show, everybody! [00:56] Yana says that she doesn't believe that there is luck in business. [01:36] Tom believes that there are so many moving parts in business that can't be influenced that he believes that there is some form of luck. [04:11] Yana says that there are many circumstances you can't influence initially, but over time consistency has a bigger weight and more impact. [05:22] Tom shares that because Yana was an immigrant, it strengthened her and allowed her to meet people, she might not have met otherwise. [07:35] Yana agrees that when people are being challenged and have obstacles, they have options and might try harder. [10:04] Tom says that you are either the victim or perpetrator. [12:55] Yana shares that in business, having partial responsibility doesn't work. [13:41] Tom speaks about having a win-win attitude. [16:09] How you deal with the people in your environment or professional life is completely in your hands. [17:47] Tom shares an example of when someone said you are so lucky when in business. [19:10] Yana explains what she was trying to get across in this episode. [22:06] Tom expands on what happened with the company he used in his example. [23:32] Yana speaks about the numbers she forecasted for her business in 2020 and how she contributed some of it to magic. [25:14] Tom believes that luck plays a bigger part in his dreams than they do in Yana's [25:39] Thank you for listening! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn

Today, Tom and Yana discuss how to fake it until you make it, and Tom adds the subtitle how to fake it until you make it without getting delusional and lost in self-hypnosis. Yana believes that when people don't know the risks, they move fast, invest, and face the consequences later, while Tom shares a different opinion on the topic. Yana believes that startups like working together because they are both new, and they like a 'creative confusion' atmosphere and understand each other, but things don't get done. Tom believes that it comes down to how much structure you need and or want. As usual, this is a great conversation. Listen and enjoy! If you enjoy this episode, please share it with friends, leave comments and reviews, and get our podcast heard.  Today's Episode: [00:24] Happy Monday, everybody! [00:55] Yana shares a scenario that came to mind when Tom suggested this topic. [02:56] When people don't know the risks, they move fast and invest.  [04:02] Tom speaks about what he thought about when he brought up this topic, but he believes that Yana is saying there is a lot of faking going on at the back end. [05:00] Before you have testimonials and test studies, you have to have a way to announce yourself to the world. [06:40] Yana shares two ways to go about faking it. [09:24] Tom says that you should be paid once you deliver and actively deliver the product to the customer and not give it away for free. [11:27] Tom believes that having experience and a track record allows people to get personalized services for them. [12:15] Yana shares some negative experiences she's had using Tom's examples. [15:15] Tom believes that if you are one end of the extreme and you are working with a more conservative partner, it can work out much better. [17:05] When a client's funds are in danger, she is very unapologetic because it is a firm line that she won't cross. [19:31] Tom believes that Yana is saying that client funds can not be put at risk, but investor funds can be. [20:15] Tom says that faking becomes unacceptable at the point that it becomes fraudulent. [22:53] If the gap between what you promise and what your ops team's day-to-day experience gets too big, it is a default breaking point. [26:03] Yana speaks about the vision being there, but you aren't growing, you may have a poor management team. [26:30] Yana believes that faking it until you make it is necessary. [27:48] Thank you for listening! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn

In this episode of The Hole in the Whole, Yana and Tom break their golden rule and discuss religion. The idea started with Yana's new favorite book called The Darkening Age, which led them to discuss church, new gods, and philosophy. Listen as they find a similarity between religion, FinTech startups, and totalitarian ideology. They both seem to be on the same page with a few differences in the philosophy, but as usual, it turned into a very interesting conversation. If you enjoy this episode, please share it with friends, leave comments and reviews, and get our podcast heard.  Today's Episode: [00:24] Happy Monday, everybody! [00:31] Yana discusses when she and Tom first decided to do a podcast. [01:12] Yana shares that the idea for this episode started with her new favorite book called The Darkening Age. [04:40] Tom loves the theory and analogy and discusses the Catholic church and how they split the one true God. [06:29] Tom speaks about the analogy between church and FinTech. [08:31] Yana thinks it's funny to think about multiple gods and shares how she was told Christianity got started. [10:51] Yana wants to know why this totalitarian ideology requires people to sacrifice the quality of life and pleasures. [11:51] Tom believes it is a discussion of power. [14:27] Yana says that economically, it doesn't work because people were struggling if you look back. [15:16] Tom says that it depends on who you compare because if you compare the Roman Empire to the Catholic Empire, over time, the Catholic Empire was prosperous. [17:18] Tom believes that the old ways have been replaced by new tools like the internet and digitization are the new gods. [21:25] Thank you for listening. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn

How do you structure your sales conversations? Listen as Tom and Yana discuss how to know at which level you should start your pitch. Do you pitch to the dumbest person in the room and hope the smartest one doesn't ask questions or pitch to the smartest person in the room and hope the others can keep up? Do you have a scripted pitch, or do you wing it? These are some of the things that Tom and Yana debate on this episode of the Hole in the Whole, and they would like to hear your strategy when preparing your sales conversation. If you enjoy this episode, please share it with friends, leave comments and reviews, and get our podcast heard.  Today's Episode: [00:24] Happy Monday, everybody! [01:08] Tom discusses how much detail you need to go to when pitching a sale. [02:43] Yana agrees that when selling to B2B, there are different levels and priorities. [04:24] Tom says that you can find ambassadors at all levels of detail and expertise. [05:44] Yana believes you should step into the buyer's shoes to see what is important to them. [07:30] Who is the initiator of the demo?  [08:55] Yana says that there are fewer decision-makers and more of a sense of urgency when you have a small company. [10:42] Yana explains what she means by having a relationship with an important stakeholder. [13:13] Do you think it's important to have nicely scripted demo's? [14:14] Yana believes that yes, you should write a script when making a presentation. [16:24] Yana shares that you should have two people when doing a demo; one needs to talk and monitor the customer. [18:10] Tom says that he can see why you want it to be polished, but he doesn't like to have a script. [21:19] Always be aware of where your service providers are in terms of maturity, scale, and priorities. [22:54] Tom says that with a little strategy looking ahead and a little architecture in place, this can take you a long way and not have to rebuild your tech platform every year. [23:16] Yana shares her final thoughts. [24:16] Tom gives his last words. [24:37] Thank you for listening. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn

Having a false sense of security can get you blindsided. Listen as Tom and Yana discuss why it's a good idea never to stop applying for jobs, even if you are happy where you are at. Never believe that you are safe in your job, always look and see what is available because you never know when the rug will be pulled out from under you. Listen as Tom and Yana go back and forth, giving their reasons for never having a false sense of security. If you enjoy this episode, please share it with friends, leave comments and reviews, and get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [00:38] Yana speaks about having a false sense of security. [01:11] Yana gives an example for reference. [03:58] Tom shares three ways you benefit from applying for jobs even though you are already employed. [06:38] Yana calls it consistently getting away with murder. [09:48] Tom speaks about the knowledge that a tech architect has around a project. [11:03] Yana shares about documenting and taking shortcuts. [12:28] Tom believes you should document the thinking and pros and cons and conclusions leading up to your original path; you can see what has changed. [14:48] Yana discusses how even though there are changes, your documentation can still be valid. [16:01] Yana speaks about the things that regulators look at. [18:23] Tom believes that a lot of times in the startup world, a false sense of security is related to a few crucial key players' dependence. [21:26] Have you ever been afraid to hand over work you don't like to someone else? [23:02] Tom discusses the signal-to-noise ratio. [24:21] Yana says that startups don't think they run on inertia, but they do. [27:03] Tom shares some final thoughts on the topic. [28:20] Thank you for listening! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn

Do you believe that you need to go deep? Tom believes that without deep technology, deep domain expertise, and deep data, it's hard to succeed. Yana agrees and disagrees; she gives an example of what she is talking about. Tom shares his views on how tech, domain expertise, and data need to overlap and why some traditional large companies can survive even though they are a little old school. They agree more than disagree on this episode, but they are still very entertaining. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [01:29] Tom discusses reading pitches and how they are always about what makes them special. [03:13] Yana doesn't believe that being deep in tech, domain expertise, or data makes any difference.  [05:28] Tom shares that not one of the three areas can standalone, you need all three to be successful. [07:04] Yana explains why she doesn't believe that deep tech is important for a product. [10:28] Tom discusses his views on how tech, domain expertise, and data elements need to overlap. [12:21] Yana gives an example of a traditional bank. [14:32] The inertia of the market and the ability to wait out trends and react to them keep traditional banks alive. [15:38] Thank you for listening! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn

Does your lifestyle choice promote business growth, or is it in conflict with your business objectives? Listen, as Yana and Tom discuss the suggestion that if a business hasn't grown and reached a certain level, it is viewed as a lifestyle choice of the founder. Yana believes that you can only prioritize your lifestyle if you use your time wisely and focus on the right things, and Tom agrees to a point. Do you agree?  If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [00:34] Yana shares the topic of this conversation. [01:02] Yana says that some suggest that If a business hasn't grown and reached a certain level, it is viewed as a lifestyle choice of the founder. [02:04] Tom believes that the focus on growth will be a thing of the past. [02:48] Yana says she doesn't know where this comes from, most people she knows don't have a lifestyle she would strive for. [03:52] Tom says that fintech should be able to appreciate more balanced business models. [04:38] Yana speaks about some startups she knows that are still grinding for success; they haven't been able to focus on lifestyle. [06:38] Tom believes the question for balance versus grind is difficult to tip in one direction. [07:42] Yana agrees with Tom's insights into this balance. [10:34] Tom shares a book he has been reading. [13:06] Tom discusses the book's description of needs inside of a framework. [14:33] Yana says she can see why Tom likes the book because it is so confusing. [16:48] Yana speaks about adapting the framework in the book. [18:54] Tom believes that a business is there to make money and succeed and grow. [21:16] Yana shares a story about a founder that asked her for feedback. [23:34] Tom says there is a workaround for just about everything, which is a hard lesson for engineers. [26:34] Yana speaks about times when her engineers didn't listen to what she was trying to tell them. [27:28] Yana wants to end this with prioritizing lifestyle is only possible if you use your time wisely and focus on the right things. [28:44] Tom and Yana are eager to hear your lifestyle choices and how they either promote business growth or conflict with business objectives. [29:35] Thank you for listening. Bye for now! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Do you think the services we use are more of an ecosystem play? Listen as Tom believes that we have moved into the E2E model and defines what he means by that and what the E stands for. Yana says that conceptually she would love to see this E2E model flourish, but she is not convinced that we are there yet. Tom shares some examples where he thinks this ecosystem approach could be beneficial quicker. This is a fascinating episode. Where do you stand on the whole E2E ecosystem discussion? If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [00:44] Tom believes that we are all moving into the E2E world. [01:03] Tom defines what he means by E2E. [02:40] Yana says that conceptually she would like to see this idea flourish. [04:05] Tom agrees with some of what Yana has stated, but he adds his own thoughts. [06:30] Yana doesn't believe that it is a viable concept for startups. [07:06] Yana speaks about Wirecard and them not having a backup. [08:57] Tom shares that Yana is looking at this from a business perspective while looking at it from a tech position. [11:15] Do you plan for redundancy in backups?  [13:09] Tom gives some examples of where this ecosystem approach could kick in earlier. [16:09] Yana believes that data sharing works, but no one wants to use it. [17:35] Tom says that in the real-world data sharing is being used every day. [19:48] Tom gives some examples of companies that data share. [21:12] Yana shares that she sees increases using somebody's data passively. [23:49] Tom speaks about a climate control company that allows clients to see how much carbon offsetting their purchase would be and whether they want to do it. [26:39] Tom shares some final thoughts. [27:29] Thank you for listening to the show. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

What are your views on ‘all or nothing?’ Do you agree with Yana that it is a way to make sure you are performing at your highest level and leaves very little room for compromise or do you think Tom’s view that it depends on what you want either structure or chaos is a better way to look at a task? Either way, this is a great conversation with compelling examples that leave you to make your own decision. Listen and see whose insight matches yours the best. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [00:52] Tom believes that this strategy is an absolute stupid strategy. [01:03] Yana says that it is most times an excellent strategy. [01:51] Tom discusses Yana’s hiring example of all or nothing. [03:03] Yana shares why she suggested this episode. [05:11] Tom agrees that a lot of times it is about risk taking and how you define your guidelines. [06:30] Yana speaks about what her love of all or nothing is grounded in. [08:52] Tom thinks this relates to whether you want structure or chaos. [09:30] Using the all-or-nothing approach works for Tom  with shopping. [11:13] Tom shares it satisfies his thoughts on the two regions of the brain: one makes you crave things and the other one that you have the things. [12:07] Yana agrees that when you crave something, the preparation is much more fun than actually doing it or getting it. [13:17] Yana concludes that she feels attached to the all-or-nothing strategy. [14:07] Tom concludes that life is more complex than we like. [15:08] Thank you for listening to the show! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Have you ever misused the word impact in a business context? Listen as Tom and Yana discuss how startups look at income versus impact. Yana shares that if a company or client chooses to work with you because of the value you bring, then she considers that impact. Tom believes that if they can look you at as more than a profit-and-loss statement or a balance sheet, it is a gigantic step. Yana and Tom disagree through this entire episode, but if you think about it, isn't that why you listen? If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [01:03] Listen, as Yana shares how she feels about the dilemma of income or impact. [02:09] Yana feels that the impact is a situation where customers prefer to work with you because they see value in working with you. [03:12] Tom doesn't agree, he says that we live in an economy driven by growth and financial success for so long that we are allergic to anything that isn't explainable from your balance sheet or profit-and-loss statement. [04:56] Yana suggests that sometimes you may have intangible factors with your organization that may relate to your customers. [05:42] Yana gives two examples of what she means. [08:01] Tom says that Yana has misused the term impact in a context that is horrendous. [10:38] Tom believes that you should improve the social status quo. [12:44] When Yana sees that people care about the cause, she admires their attitude. [13:38] Tom says that no one likes greenwashing.  [15:28] Yana talks about seeing what Tom has described from a business standpoint. [16:51] Tom shares that it is not always economically sensible or in the best interest of the shareholder for you to comply with impact guidelines. [19:21] Tom says you can use the same metrics for measuring the impact elements for the environment and society. [20:13] Yana asks, what if I want to run a company, but I don't want to be part of this social PR thing, can't I just focus on my business, does it mean my company isn't worthy? [20:35] Tom believes that if you are a small one-person show, it doesn't matter, but once you become publicly traded, you need to pay attention. [22:35] Tom gives some examples of why what Yana is talking about doesn't work. [25:00] Yana speaks about her dilemma with this topic. [28:37] Yana wants to know how Tom could consider censorship on high heels to be a promotion. [31:36] Yana believes that most people are sensible. [32:00] Tom agrees with Yana, finally at the end. [32:39] Thank you for listening. Bye for now! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

How much harder do I need to try to make this work? Listen as Tom and Yana discuss when it's time to stop trying to make something work and move on to another project. Tom believes that many startups don't take the metrics game seriously enough, and they pay for it in the end, and Yana speaks about the stages that startups go through. Yana says that if something feels right in terms of what you do and the results it brings, it might be an indication that you might be on the right track. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [00:53] Tom speaks about getting to where you struggle with further scaling or changing or improving to make the product better. [01:40] Yana says that she relates to what Tom is saying, especially in Fintech. [03:01] Even though customers want something doesn't mean they will pay for the item. [03:42] Tom shares three things that he calls feature highlights. [05:27] Yana speaks about her new favorite book called 'Fix This Next' by Mike Michalowicz. [07:38] Tom believes that a lot of times, the blame game or finger-pointing is a symptom of not digging down into the details. [09:40] Yana shares an analysis she uses with her digital products. [11:14] Tom says that a lot of startups don't take the metrics game seriously enough. [14:00] As long as you need to put food on the table, you don't care about self-fulfilling work. [14:33] Yana says that startups seem to go through stages. [17:06] Tom says that once you get to the level of brand name or legacy, you have success. [18:33] Yana believes that the most exciting period in a startup's life is how you go from one to the other. [20:51] When you have a sense of urgency versus the dream of probability, those are the two elements that keep fighting. [21:27] Yana says that compliance should be managed very similarly to agile tech. [22:06] Yana's last question is, how would you differentiate between judging a product or service on its own merits versus the executive team's execution and performance? [24:15] Tom shares some final thoughts on pivoting or trying harder. [24:57] Yana shares her final thoughts. [25:34] Thank you for listening to the show! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Have you ever been called a strong person at work? Listen as Tom and Yana debate whether being called a strong person is a compliment or a curse. Yana feels like when people perceive you as strong, you don't get help when you need it because they figure you can handle it, but Tom believes that calling someone a strong person is a compliment. What do you think? Leave a comment and let Yana and Tom know where you fall in this discussion. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [01:02] Yana believes everyone should stop using the term that they are strong. She says it's unfair.  [01:19] Tom says he hates it when people want to police terms! [02:10] Yana explains her position. [03:16] Tom believes that Yana is taking a mental shortcut. [04:32] Yana shares that people only want to help people who need help, so if you are perceived as strong, you won't get the help you might need. [05:50] Tom says he can relate to the fact that it is not valid, because you will have problems and issues that you will need to cope with at all levels. [07:08] Yana felt that the context that they used in the term strong woman wasn't about business. [08:51] Once you reach a certain level of success, do you feel you need a new circle of friends? [09:11] Tom discusses the two kinds of social circles that he has in his life. [11:46] Yana explains what she means when she uses the term; she is a strong woman. [12:41] Tom says that when he calls someone a strong person, he means it as a compliment. [14:18] Yana discusses losing friends or people she thought were her friends when she exceeded some level of ambition. [16:32] Tom believes that sometimes you exchange social circles because you are no longer on the same level of values. [18:11] When you lose friends, you still need a support system. [20:24] Whenever you label someone a strong person, think twice because by saying this, you may deny them support. [21:04] Tom shares a compromise when calling someone a strong person. [21:34] Thank you for listening! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Do you have a hive mind when it comes to working? Listen, as Yana and Tom discuss their opposing views on this and their analogies between sports icons like Michael Jordan and the queen of a beehive. They both speak about winning as a team and sharing collective success, whether in sports or business. Tom and Yana are on the opposites sides of most of this conversation, but they both have brilliant advice, focus, focus, focus, and follow through to have a successful business. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:26] Hello, everybody! [00:45] This episode was inspired by Pavel and a fundraising campaign on kick-starter. [02:21] How do you make teams appreciate what other teams are doing? [02:58] Tom says it's clear when you are on a kick-starter campaign, but it is an excellent way to see how many people are engaged. [06:01] Yana believes that sharing success is easy as long as everyone is happy. [06:28] Yana shares a book that is about how to reconcile opposing priorities. [08:03] Do you know what your priority is for this week? This month? [10:05] Tom believes that people can get into the hive mind and focus only on the queen bee, which leaves many aspects of their life unattended. [12:26] Yana doesn't think that human imperfections have anything to do with delivering on a project. [12:50] Yana speaks about a documentary on Michael Jordan and what she took away from the show. [15:06] Tom shares how he can appreciate the need to win and standing up when you are beaten. [16:02] Yana's Michael Jordan analogy falls short because it is easier to be focused on sports where the rules are set, which differs entirely from a business. [17:55] Tom speaks about a book called Atomic Habits, which he believes falls into Yana's analogy. [19:40] Yana agrees that business is a team sport, even if it's a small business. [22:17] Tom doesn't want the listeners to be so focused on your partial role in the company that you don't bother to understand the big picture. [23:26] Thank you so much for listening! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn   

Do you need more clarity before you sell your digital product? Listen as Tom and Yana discuss living off the revenues of consulting and treating your digital product as a hobby versus having the discipline and focus on knowing that consulting is a financing vehicle and something you do because you want to avoid the investor path. Listen to their opinions and insights as they tend to disagree but still share some great nuggets of information. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [00:49] How are they linked? [01:23] Yana speaks about how many digital tools she purchases for marketing projects. [02:30] Do you feel like a consultant when trying to show your B2B client how to use your product? [04:40] Tom shares that there are many breaking points in every medium to large-scale organization, and you must prepare. [06:10] Yana disagrees and says that you need to be ready for a very long presale consulting cycle. [07:54] Do you mean you have to cater to one or the other? [09:35] Yana shares that if she were a startup, she wouldn't look at sales tools that are focused on banks. [10:13] Tom discusses the digital processes that startups use, similar to large companies. [11:41] Yana says that if you want to play these games, have the resources to do it; otherwise, it will not work. [12:17] Tom says that this is where the crossroads between product and solution development and consulting come together. [13:00] Yana shares that she believes that consulting becomes your primary revenue source. [15:38] Yana speaks about why she would not be a consultant for a bank. [16:32] Tom says that Yana is saying don't even bother trying to change client organizations because they are too stuck in their path. [19:46] Tom asks Yana if she would suggest a friend of his sells her product to a company that isn't the use she had envisioned. [21:06] Tom shares his final thoughts on consultancy as a stepping stone to enterprise sales as opposed to I don't want to sell to corporate customers. [22:22] Yana concludes with lessons and learnings they saw in some recent workshops. [24:43] On both paths, you need to learn to adapt and pivot. [25:34] Thank you for listening to the show. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn   

Selling products can be hard for introverts. Listen as Tom and Yana discuss why this is and ways to get around it. Making sales takes patience and a willingness to handle the hassles that might come your way. Yana believes that people shouldn't waste her time. Either you want what she is selling, or you don't. On the other side, Tom says that winning the prize is worth the hassle. Yana is an introvert, and Tom is obviously an extrovert, so as you can already see, they don't agree on everything in this episode of The Hole in the Whole. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [00:56] Yana shares that she is very good at being an introvert. [01:22] Why do people think B2B sales are hard? [01:24] Tom shares his insight into this question. [03:01] Yana believes that if you don't want to buy the product, then don't, but don't waste her time. [03:39] Tom says that the prize, if you win it, is worth the hassle. [04:50] Yana wants to know the strategies to make the sale happen. [04:59] Tom says to behave as if you have already won. [06:41] Yana shares the feeling she wants to have while trying to sell. [07:58] Tom believes that feeling high is where you want to be when making a sale. [08:37] Yana speaks about the product she planned to launch but was afraid that it wouldn't sell. [09:36] Do you need external validation to remind you that you have an excellent product? [10:26] Tom speaks about the duality of products of features vs. value. [11:25] Yana says she learned that regardless of how you feel about your product or service, you still choose what kind of medium you want to approach people. [13:24] Tom talks about positioning your product along the same journey that the client wants to take. [14:23] Yana speaks about a book by Don Miller and what she likes about it. [16:57] Tom says that when he is in a sales meeting, he feels like it is a teaching opportunity. [17:28] Tom shares some final thoughts about being an introvert. [17:55] Thank you for listening to the show! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Did you need this quarantine downtime to consider your priorities and to plot a path for the future? Listen, as Tom and Yana share their twelve wishes for a post-pandemic society. They each share six wishes that range from buying a yacht to people being able to reach Yana's mind and everything in between. Yana and Tom have fun with this, and you will have fun listening to them. This episode is inspired by Steve Martin’s 12 Christmas Wishes SNL performance. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everyone! [00:52] Tom and Yana will give their twelve wishes for a post-pandemic world in the spirit of Steve Martin's twelve days of Christmas. [02:13] Tom's first wish is for everyone to calm down, consider priorities, and plot a sensible future path. [03:48] Yana shares that her wish is for airlines and hotels to send her free vouchers for all of her missed travel. [05:25] Tom's second wish is to take all politicians, lobbyists, and CFO's who miss-handled public funds and string them up by their preferred sexual organ until they repent. [06:21] Yana's second wish is to have fiscal conservative parties to come into power in more countries and no subsidies. [08:57] Tom's third one is buying power with all the money he saved during shelter at home. [10:35] Yana's next wish has to do with consultants. [11:34] Tom's fourth wish would be to finally get a luxury yacht so he can sail away from people. [13:05] Yana's fourth wish is to have a magic pill that would make her look ten years younger and 10lbs lighter with no side effects. [14:39] Tom's fifth wish is titled strategic M&A, targeting your worst competitor and breaking them up into parts. [16:25] Yana's fifth wish is to have the power to stop time when she needs a break and have the ability to eject people from her life. [17:44] Tom's last one is that the Swiss financial services industry will pivot and find their way to an open digital and results-based way of reinventing private banking. [18:47] Yana tells her last wish is that she wants people in certain situations to read her mind. [20:43] Thank you for listening to the show. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Could your idea be the beginning of a new startup? Listen, as Tom and Yana discuss this controversial topic and, as usual, disagree about much of it. Yana shares that she believes you can start a business with an idea, but you must first get it validated. Tom agrees that they must validate it, but they must also put in the time and sweat to make it become a reality. They agree on a few points, but as usual, they see things from unique perspectives. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everyone! [00:41] Tom shares the topic of today's episode. [01:08] Yana asks, how do you go about validating your idea? [02:44] Tom believes that ideas on their own are not good enough. [04:18] Tom asks, is an idea enough intellectual property or enough of an asset to merit investments or clients. [04:56] Yana shares that it is important to test your idea and involve stakeholders as soon as possible. [06:19] Tom talks about how the U.S. market is more liberal and open-minded with their ideas. [09:35] Yana is skeptical about regulatory labs because of the way they make the selections. [11:05] Tom and Yana both believe that corporate labs are a waste of time and money. [12:35] Tom and Yana share their concluding thoughts on starting a startup with an idea. [14:05] Thank you for listening to the show! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Has the pandemic caused you to think about changing jobs? Listen as Tom and Yana share that breakups happen in startups all the time, and it's how you prepare for them that can make the difference. Tom and Yana bring some excellent points and tips around breakups in any industry that you need to hear, so tune in and learn. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:25] Hello, everybody! [01:01] Yana shares the topic of this episode. [01:38] Breakups happen, how do you cope with them? [02:41] Yana says that in her experience, flexible terms are beneficial. [03:37] Tom believes that you should make distinctions depending on the services. [06:37] Yana shares that when a relationship ends, you need to be very clear on the terms. [07:50] Tom likes it when parties solve issues between each other instead of involving lawyers and courts. [08:44] You don't know your husband until you start to divorce them is an old Russian saying. [11:17] Yana discusses non-compete clauses, she says they are nonsense, won't be enforced. [14:36] Yana shares how she tries to handle breakups with more grace. [16:57] Tom asks Yana if she believes the pandemic has made people more relaxed about job loss and revamping businesses and industries. [18:20] Tom discusses sectors that are on the brink of closing should take this time to restart them with a new mindset. [20:14] If you have a unique breakup story, Tom and Yana would be glad to hear it. [21:06] Bye for now, and thanks for listening. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

What is the difference between just in case and just in time? Listen as Tom Yana speak about the difference between iterate or architect, how much time we need to get from an idea to a product, and what ontology means. They also share the much-awaited name of their joint project and the value it will add to the finance industry. This is a great episode that is a must-hear if you have been waiting for information about the new project. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:25] Hello, everybody! [00:53] In this last episode of our mini-series, we are discussing iterate or architect. [01:44] How much time do you need to put in to get from an idea to a worthwhile product? [02:26] Yana shares a time when they debated just in case versus just in time. [03:51] Yana's answer almost always is, it depends. [04:46] Tom says he is happy with her response because it implies that it depends on, and he then knows what he needs to include. [07:01] Improvising can improve things, but you can improvise too much. Balance is the trick. [09:15] Yana speaks about learning what an ontology is and how it translates into business.  [11:05] Yana shares her reluctance to understand why ontology was even relevant. [12:01] Tom discusses Yana being used to the business side and how it's hard for her to understand the process on the tech side that he handles. [13:00] Yana speaks about how this is like how she learned to train people that work on her team. [14:40] Tom says that if he ever stops being the data geek and gets into compliance, he might reconsider. [15:45] Tom and Yana discuss telling the listeners the name of their project, 'Ask the OI,' which stands for online intelligence. [17:05] Tom shares that the project is about the most significant pain points in the onboarding mess. [17:28] Yana says they want to address all the biggest pain points in the industry. [18:38] Tom believes this new project will help heal the pain points. [18:46] Head over to www.asktheoi.com. [19:16] Bye for now, talk to you soon. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Have you played Cards Against Humanity? Listen as Tom, Yana, Fabio, and Pavel play their version of this game. They have changed up the questions and answers to reflect startups and their scope of expertise. It's hilarious, a little dirty, and a lot of fun. You don't want to miss this side of Tom and Yana. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [00:57] Tom shares how they created their own deck of Cards Against Humanity. [01:23] Governments now seem to find money for everything except? [01:31] Yana says they find money for everything except masks, hand sanitizers, and blowjobs. [02:28] Fabio says they have money for everything except the fifth restructuring plan in seven years. [02:47] “_______” is undervalued, startups should talk more about it on their landing pages. [03:12] Yana says, magic mushroom meditations are undervalued. [03:29] Organizing secret anti-COVID parties are undervalued. [03:58] I'm really getting addicted to Zoom, but I wish it could help me get better at Blank. [04:16] Pavel replies with, I wish it could help me stockpile masks, toilet paper, and contraceptive pills. [04:51] Yana says, Zoom should help me get better at physically dangerous yet exciting sexual practices.   [06:05] Fabio says he hopes Zoom can help him with impulsive shopping. [06:31] The top three winners of the COVID pandemic are Netflix, Zoom, and Blank. [07:18] Pavel says, Improved conversion rates. [07:44] Tom says, Netflix, Zoom, and underage girls smiling. [08:06] “My friend, telling me she can't see her boyfriend on Zoom until she loses two pounds and gets a pedicure”. [11:07] When the Chief Risk Officer discovered the fraud, she could immediately start Blank. [12:17] Pavel says she should immediately start stretching herself too thin. [12:49] Fabio thinks she should start magic mushroom meditation. [13:09] Yana says she should immediately start an argument with Elon Musk. [14:12] “______” startups have the weirdest team-building activities like a “_______”. [15:02] Artificial intelligence startups have the weirdest team-building activities, like old hairy men with dirty socks. [17:00] Thank you for listening to the show. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn   

Do you feel freedom as an entrepreneur? Listen as Yana and Tom discuss this and the four liberating examples Yana and her friend came up with and how they relate to freedom. Tom and Yana also share their predictions for the economy in the next few months, and as strange as it is, they agree with their predictions. Tom also shares which industries he believes will flourish and which ones will have a harder time regrouping. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, everybody! [00:54] Yana shares where the idea for this episode came from. [01:41] Why would you call the entrepreneurial lifestyle freedom? [01:49] Tom can relate because he has the before and after scenario. [03:07] Yana shares the four liberating examples she and her friend came up with. [06:29] Tom agrees that everything that Yana discussed has to do with freedom. [07:57] Have you ever tried to step outside of the scope of what you are supposed to be doing? [09:13] Yana agrees that their professional life hasn't really changed since launching their startups. [09:52] Tom says the most significant thing that keeps you from doing what you want to do is the gap between your dream and the time you think it will take to execute and the time it actually takes. [10:49] Overnight success is easy, but on average it takes ten to fifteen years. [11:06] Yana shares that the most limiting factors that she has experienced recently aren't the time but the ability to figure out how things must be done. [12:42] Tom says the communication between teams is very important. [13:58] Yana, what are your predictions for the next two months? [16:04] Tom's views are aligned with Yana's on what will happen in the next few months. [17:33] Tom shares the industries he believes will flourish and the ones he believes will have a hard time. [20:19] We hope you enjoyed the conversation, and we will talk to you next week. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Listen in as your hosts Yana and Tom discuss the third phase of their digital project. They speak about distractions and what qualifies as one. Yana and Tom also chat about improvising and having uncommon scenarios that you want to achieve and whether or not that is a good thing. They agree with each other a lot on this episode, but they still make it fun and exciting, especially if you are at the edge of your seat trying to figure out what this new project is, even though they just keep teasing us. If you enjoy this episode, please share it with friends, leave comments and reviews and help us get our podcast heard.  Today's Episode: [00:24] Hello, my fellow cliffhangers! [00:52] Yana shares that distractions rarely happen in tech projects. [02:30] Yana thinks feeling fulfilled or happy about where you are is self-work. [04:43] Tom loves what Yana said, that it's all about you; you are in control of your circumstance. [06:13] Tom shares that he likes to have several scenarios ready so that if a situation happens, he can change the script. [07:01] Yana disagrees with Tom on the uncommon scenarios, just in case. [09:41] Have you ever improvised depending on your mood or where you are in your project? [10:17] Yana speaks about a book called Thrive by Arianna Huffington. [11:38] Tom totally relates to the premise of the book. [13:34] Yana shares what she has been experiencing lately after creating a perfect source document of the summary of their project. [14:57] Tom chats about sharpening the focus and becoming one voice with Yana on their project. [16:45] Yana says you need to imagine what your end state will be. [18:38] Tom says he couldn't agree more that you need to visualize an objective. [21:12] If you always have the big picture in mind, it becomes so clear, and the yes and no become so easy to understand. [23:47] Yana says the most important lesson they can share is to have a vision, create this vision from a place of what do I really want this project to be, and then measure the circumstances against that vision. [24:38] Tom discloses a little more about what their project is and promises more next episode. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Do you ever ask for feedback? Listen in as your hosts Yana and Tom discuss the second phase of a project they are working on and how it is never too early for feedback. Tom says that sometimes feedback can encourage you, but Yana says that her experience is totally opposite. Would you expect anything less from these two? Listen as they give clues to what their new project is all about. Today's Episode: [00:25] Hello, friends! [01:01] Yana speaks about the second phase of their project. [02:22] Tom shares that they found that it is never too early for feedback. [03:35] Tom believes that things usually get done faster in the beginning. [04:26] Yana wonders how Tom felt or what he learned when he received the first feedback. [06:28] Tom says that even if it starts as a crowded market, things can change fast, and you might be the only player left. [08:05] Tom says they learned early in the process that everything takes longer. [09:06] Yana shares that the second phase should end with a design or document. [10:27] Tom thinks now is the time to look at the pain points that your clients find and how you will deliver. [11:51] Yana chats that this episode covers from the first step, which is an idea written on a napkin to something tangible. [12:26] Tom shares the things that come very early in the process for him. Smoke ups, wireframes, and visuals. [15:06] Yana speaks about the quality of the project is directly correlated to how fast and how easy and transparent they could produce the initial mockups. [17:40] To conclude, they have to say something new about the project; they are talking about something they are very passionate about. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Do you have a digital product? Listen, and your hosts Yana and Tom as they share their journeys to digital products and how they wanted them to operate. They both agree that there are many advantages to digital products and very few disadvantages. Listen as they chat about The Quintessential Challenge they are very excited about for the listeners. Do you want to take part in our five-day The Quintessential Challenge? Please click on the link to register. Today's Episode: [00:25] Hello, everyone! [01:15] Yana shares her path and journey to a digital product. [02:10] Tom discusses his journey to his digital product. [03:35] Yana adds to what drove her to digital product creation. [05:49] Tom believes that there are many advantages to digital products and very few disadvantages. [07:01] What do you tell someone that has no idea what to sell or where do they find their digital product? [09:08] Tom says the funny thing is people think there are hundreds or thousands of products out there, but there aren't. [10:22] What would you tell someone who is ready to create a digital product? [11:40] Yana shares examples of digital products like membership or subscription model. [14:51] Tom talks about the knowledge and experience that you start with can be part of a digital service that helps you make decisions in an automated way. [16:10] Any other examples of digital products or subscriptions that come to mind? [17:36] Tom believes that startups rarely do a digital product because of the stats that 9 out of 10 fails, so they don't jump into it as a first step. [18:30] Yana completely disagrees, she feels that in the space of creating digital products they fail because they give up. [20:10] Some don't even start because they think it's too complicated, or it takes too long. [22:21] Can we help our listeners make up their minds? [23:15] Yana encourages you to sign up for this five-day experience that starts April 24th. It's completely free! [24:03] Bye for now!  Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn  The Quintessential Challenge

Have you heard about the new project Yana and Tom have started? Listen as they share how the ideation stage started and how they individually start a new project. They also speak about the importance of napkins in the business world and why pivoting in your business can allow you to focus on the value. This is one of those rare occasions where they pretty much agree on everything, and that doesn't happen often. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [01:52] Hello, friends! [02:46] Yana shares that this first episode is dedicated to the very first ideation stage. [03:15] Yana shares how a new project or phase starts for her. [04:11] Tom says you can call him hyper-efficient because he likes to skip this stage. [04:32] Tom speaks about how he wants to start a new project or a new phase. [06:28] Yana says she has a tendency to be excited that may not be practical. [07:52] Yana discusses Alvin putting a diagram of an MVP on a napkin. [08:38] Tom talks about napkins being powerful because many of the top names started with an idea on a napkin. [11:17] Yana shares what she went through to hire three new VA's. [13:50] Yana describes what she was looking for in a VA and how happy she is that she found the perfect fit for her.  [16:05] They speak about the project in a project concept. [17:26] Tom says he loves the Metar concept and how it relates to their project. [18:16] Tom believes that pivoting keeps the business value in focus, and you carve away what is not getting you fast enough to your target. [19:30] They speak about keeping the listeners in the dark about the new project for now. [20:07] Thank you so much for tuning in, and we will see you here next week.  Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Do you know the difference between a generalist and an expert? Listen as Tom and Yana disagree on whether you should be one or the other and when it is best to be both. They volley back and forth until the very end where they finally found consensus both elements are essential. This is an entertaining conversation, as always, and you won't want to miss it. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [00:23] Hello and welcome back to the show! [00:30] Tom shares the topic they are discussing today. [02:23] Tom defines a generalist as someone who specializes in many areas. [03:22] Tom believes an expert specializes in a few domains, one who can dig down to the nitty-gritty. [04:57] Yana respects what Tom said, but she feels they are missing the big picture. [06:22] Have you heard of expert tunnel vision? [06:45] Yana believes that tunnel vision means something different. [07:37] Yana shares when she believes being a generalist is essential. [09:19] She believes that it is good to start as an expert, but the higher you get the more you need to be a generalist. [10:11] Tom explains that he agrees with some of what Yana says, but he shares his own insight. [13:09] Tom chats about being able to evaluate different situations is a level of domain expertise. [14:29] Tom's point of view is that you can't get by with being one or the other; he feels you need to have both. [16:00] Yana states that the longer she is on this entrepreneur journey and the longer she learns to solve problems, facts don't help as much. [17:19] They agree that both elements are very relevant. [18:37] What was a fact two years ago isn't a fact now because they operate in a fast-paced environment. [20:17] Thank you, and we will see you next week. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn

Creating fresh new ideas is sometimes very difficult. Listen as Yana and Tom discuss ways they generate new ideas and why it is harder when you have a deadline. They also chat about junior entrepreneurs being afraid of someone stealing their ideas and why they have never worried about it.  Creation in any form is the lifeblood of an entrepreneur, so if you are struggling with this and need help, you won't want to miss this episode. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [00:23] Hello everyone, hope you are all doing well! [00:36] Yana shares today's topic of how to generate new and fresh ideas. [01:25] Yana says that her best ideas come when she is relaxed and has free time. [03:18] Tom chats about sitting down in front of an empty file or a blank sheet of paper and starts scribbling generic thoughts. [04:43] Yana relates to staring at a blank piece of paper, but not knowing where to. [05:32] Is it different when you compare writing to business models? [07:44] Tom speaks about coming up with new ideas when you have a deadline or are under pressure. [09:33] They discuss learning from throwaway ideas and reworking them for the long term. [11:45] Yana shares an example from something that happened in her office. [13:46] Can you reuse some arguments that worked previously? [14:45] Tom believes that many junior entrepreneurs worry too much about protecting their ideas. [15:31] Yana chats that she was never worried about people stealing her ideas. [17:10] Tom, do you have any other ways to generate ideas? [17:33] Using a point or a situation that multiple parties share and each tries to tackle from their point of view is an excellent area for training. [19:40] Yana shares what bugs her when she has an opportunity to co-create. [20:48] Do you need to know your co-creators before you start working with them? [21:36] Creation in whichever form it comes in is the lifeblood of being an entrepreneur. [22:15] Yana speaks about making time for doing something new. [23:55] See you next week, bye! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Has the coronavirus pandemic made you rethink your business model? Listen as Yana and Tom discuss working remotely versus working in the office and the effect the COVID-19 has had on business. They speak about the economic impact that it has had and the fact that no one knows how long it will take to rebound. It must be the nature of the conversation that has them agreeing more often than usual, so this is definitely an episode you don't want to miss. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [00:23] Hello everybody! [00:42] We feel like this is something we should talk about. [01:18] Yana believes that every crisis always has a significant impact. [01:41] They want to concentrate on the economic implications of the Coronavirus on startups and entrepreneurs. [02:50] Yana shares that she is very proud of several of the teams she has worked with. [04:28] Can you show that your operations are business as usual to the regulators? [06:08] Tom chats about organizations that have had to learn how to deal with how this virus affected their businesses overnight because they weren't prepared. [08:13] Yana discusses the teams she manages all over the world that work remotely. [10:31] Tom shares what he communicated to his team and remote employees. [12:43] What have you learned about your business model that you might need to change in the future? [15:11] Tom agrees that there will be a substantial economic impact, but no one knows how large so make a backup plan. [16:38] Yana has noticed that a lot of projects are being put on hold but she made changes in her business last year which is allowing her to weather this crisis. [18:16] Yana says that this is a perfect time to figure out if your business needs interaction with people in person or if it can be digitized. [20:35] Can you assess people by phone or video call? Do you need a personal face-to-face type relationship? [22:16] Yana believes that when people say what they mean when you listen carefully and ask the right questions, the medium doesn't matter. [24:10] Yana gives examples of why she believes that digital or personal doesn't matter. [26:41] Tom believes the new norm will be to get to know people over time. [28:13] Tom gives his key lessons and takeaways from this crisis. [28:38] Yana gives her key takeaways from this crisis. [30:20] Yana believes that she will assess projects slightly differently. [32:11] Grasping digital in an abstract way is easy, but implementing and the building is a lot more complicated. [33:54] Be safe and take care! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Do you believe that data ethics are important? Listen as Yana and Tom discuss why this is such a talked-about issue and how many people think it is creepy, primarily when their data is being used for others to make. Yana and Tom tend to disagree on some points, but since they both have great insight, you won't want to miss this episode. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [00:25] Happy Monday everybody! [01:01] Tom discusses data ethics and how he is seeing it being used. [03:31] Yana's observation is similar, but she has also noticed that many people don't mind sharing their data. [04:55] Honest people tend to over-share, and fraudsters hide and not disclose much about themselves. [06:29] Tom speaks about being a victim of credit card fraud. [07:18] Yana discusses the stories around Facebook and why she believes that the media overreacts with large companies. [08:27] Tom chats about social networks and how society is still in a learning phase. [10:22] Tom shares about data science and how to structure it to be leading edge but still taking users seriously. [11:44] Yana speaks about the two elements in dealing with data. [13:35] Tom describes the Chinese model that does large-scale algorithms on its citizens. [15:07] Yana shares her opinion on the CS model and at what point it would scare her. [17:03] Have you ever been scared that your cell phone or home devices might listen to what you say? [20:01] Having your core principles down and having everyone agree to it can alleviate some stress. [20:21] Yana believes that Facebook has the best marketing algorithms. [22:30] Tom disagrees with some of what Yana says and gives his opinion. [25:05] Yana concedes the point to Tom and gives her final thoughts. [26:36] Thank you for listening to this episode. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Would you rather learn by going to college or by hands-on training? Listen as Yana and Tom discuss the different ways people continuously learn, whether through formal education, brainstorming, or daily challenges that you learn to overcome. Yana believes that people sometimes use the lack of education as an excuse not to succeed, and Tom shares his opinion that it is a dilemma for people who overthink things. No matter which side you are on, we can all agree that life is a journey of learning. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [00:25] Hello everybody and welcome back! [00:34] Yana shares this week's topic, continuous learning. [01:12] Do you feel like a lack of education is keeping you from starting or expanding a business? [01:31] Tom believes it is a dilemma for people who overthink things? [03:15] Yana discusses people using learning as an excuse for not doing something. [04:43] Tom shares that there is a lot of learning by doing and figuring things out. [05:56] Yana chats about a course she took that helped her learn the basics of color design for websites. [07:31] Tom says that getting into the details, learning the theory, and the background to try it out and apply it is what continuous learning is about. [08:40] Yana says another type of education is brainstorming or masterminding, which allows you to share your ideas with others. [11:33] Yana is a member of two different masterminds, and she finds them very inspirational. [12:22] Have you become disillusioned with formal and institutional education? Do you expect your kids to go to college? [14:10] Tom shares that two different professors told his son Fabio that he didn't need to complete his degree to be successful in business. [15:59] Toms speaks about an analytics team that has structured talent management in a way that allows employees to sketch out where their skills will enable them to go. [17:48] Tom and Yana believe that we are all on a path of lifelong learning. [18:25] Here's to learning! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

The first episode of themed "Reality over substance" is devoted to some of those recurring, polarizing, and puzzling topics. They are not always urgent but very important to every entrepreneur, especially when life happens, reality kicks in, and you may need a moment with a glass of wine and a good friend. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [00:24] Welcome back! [00:35] Yana and Tom share about having episodes with recurring themes. [01:03] If you, the listeners, have anything you want us to talk about, please let us know. [01:20] Tom speaks about a topic they had discussed offline. [01:51] Yana chats about figuring out something that was stuck in her head. [04:36] Tom discusses the recurring episode that he can relate to most, state of mind. [06:54] Yana speaks about asking questions and subjective feedback. [09:15] If you open yourself up, relax, or someone says a phrase, and it will just click in your brain. [10:01] Tom agrees with Yana that intuition or empathy with clients will allow you to understand their point of view. [11:03] Yana believes first you have thought, then you have a feeling. [12:49] Tom feels that working with thoughts and emotions is not deep enough. [14:08] Do you ever wonder why you feel sad? Why do you think you are depressed? [15:45] Yana says that she believes it is imperative to know why you are unhappy. [17:35] Tom talks about things you can not control. [20:51] Tom speaks about things that happen when you are in the default mode network. [23:21] Yana shares that there are a million things she could potentially do, but to have access to them, she has to get out of her negative place. [25:26] The self is the optical illusion of consciousness - Albert Einstein. [26:10] Tom discusses the recurring episode they titled STSH, the shit storm that should happen. [29:30] Tom believes that the opinion of your sponsor should be weighed against the intention of your fans? [30:38] Yana would strongly advise against a prominent athlete or CEO taking any political stance on anything. [32:47] Tom agrees on a business or compliance perspective, but he wishes from a personal level that people would be able to take a stance. [34:20] Tom shares about second-tier artists in Singapore digitizing their artwork. [36:07] Yana thinks that the issue for artists is how hard it is to get exposure for their work. [38:06] Tom believes that if you support an artist or piece of art, it may allow you to get kickbacks down the line once the artist becomes known. [39:15] Yana describes the downside to this model that it is similar to an MLM. [41:52] Tom shares about being contacted by a sports association that had a very similar business model. [44:45] Yana speaks about transparency in all markets. [45:17] Do you think in terms of private equity and venture capital, that data can make up for personal due diligence and connection with the founders and management team? [46:45] We hope to get some feedback from the listeners about what kind of recurring episode you would like. [47:18] Thank you for tuning in, and we will see you back here next week. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Have you ever started a company with your best friends or worked with your children? How about romance at work? Listen as Tom and Yana share their insights into the topic of doing business with your loved ones. They discuss when it is ok to work with friends and family and, in their opinion, when it causes issues. Yana and Tom also speak about romantic relationships in the workplace and the point that it becomes unacceptable. They are always good for a few laughs, so sit back and smile. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [00:24] Happy Monday everyone, we are back! [00:37] Yana shares the topic for this episode. [00:57] Yana describes when she feels it's ok to mix friendships and business. [02:52] Tom says he can relate to her feelings, but his opinion is that it doesn't matter. [05:04] Tom believes that when it comes to  you need to keep your private funds and corporate funds separate. [06:12] Does it make a difference if you had a friendship first then became business partners or if you were business partners first, then later became friends? [08:15] Tom wants to know how Yana can hang out with friends, but she doesn't like team-building exercises.  [09:18] Yana says when there are romantic relationships in business it gives her headaches. [10:52] Tom agrees that romantic relationships can lead to issues at work but if it works out they can be beneficial to the company. [12:30] The problems start when someone in the higher levels of the company starts  something with someone in the lower levels. [13:04] Yana believes that working with her kids is the best thing ever and she hopes it continues. [14:42] Tom shares that he worked with his son and people in the office thought they were brothers. [15:35] Have you ever had a conflict of interest when dealing with your child as a boss as opposed to a parent? [18:01] Tom and Yana speak about having their children on the podcast because Tom's son felt like they had some information wrong on a couple of episodes. [18:58] Thank you for sticking with us, we hope you enjoyed the episode. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Do you like to keep everything in house, or does outsourcing work better for you? Listen as Yana and Tom give their opinions on this and their insight into whether it is better to hire more employees or freelancers when your company grows enough that your current team can't handle the workflow. Yana and Tom may not always agree, but they definitely keep it interesting, so tune in and let's get started. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [00:25] Good morning, glad to have you back with us. [00:34] Yana shares today's topics. [0051] Tom believes that there will be bipolar opposite opinions on outsourcing. [02:32] Yana says that new startups should not outsource because their first customers are golden and you learn so much from them. [03:51] Tom agrees with Yana that you need to learn and understand your clients but if you find a good outsourcing relationship it can be a good option. [05:25] Yana speaks about hybrid outsourcing models. [06:14] Do you think that in some functions that outsourcing works better, like engineering or compliance? [07:00] Tom believes that having a virtual and a globally distributed team is an immense value add. [08:13] Yana gives an additional example of the value of having a virtual assistant. [10:18]  Invest the time upfront to make sure you have the right assistant for you and your business. [11:34] Yana speaks about having trial tasks when looking for an assistant instead of just an interview. [13:32] Do you agree that freelancing is sometimes a promising and cost-effective sourcing and hiring channel? [15:00] Yana shares an example of where hiring freelance workers would be beneficial. [16:16] Tom is skeptical about the value-added when outsourcing. [18:03] Tom, is there anything we haven't covered around outsourcing? [20:53] If your pricing model is skewed, your customer will optimize what they need. [23:20] Yana shares that your vendor or outsourced party has to see the value in continuing the relationship. [23:57] They like outsourcing and believe it is part of business as usual. [24:15] Bye, everyone, see you next week. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Do you have trouble relaxing? If so, you need to listen to Tom and Yana's conversation on why they don't believe in working harder or longer and why they find it essential to figure out your own personal way to relax, unplug, or let go. Yana and Tom discuss last-minute people versus early birds, mini-breaks during the day, bath tabs with or without movies, digital and much more...Intrigued? Please tune in and let's do it!  If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [00:26] Good Monday everyone! [00:38] Yana and Tom speak about the need to rest and how the lack of can affect you. [01:25] Tom states that he has always enjoyed being super busy but he always took time for microbreaks. [02:46] Yana speaks about having the freedom and flexibility to change her agenda if she has the need. [04:06] Do you feel like working harder and really long hours can help you achieve your goal faster? [05:26] Tom shares that you should not use this as an excuse; you should be ready to pull an all-nighter on occasion if it's needed. [06:41] Yana gives her son as an example for someone who gets really energized when he has a last-minute deadline. [07:48] Tom relates to what Yana shared about her son because he works the same way. [08:39] They discuss the different personalities that are involved in business and how everyone works differently. [09:48] Yana wants to know why people have artificial drama and a sense of urgency when it's time to get something done. Is it because of an adrenaline rush? [11:34] Tom do you have any productivity or rest hacks? Can you give us some examples? [13:40] Yana says that anything that has to do with water allows her brain to calm down. [15:01] Yana does not believe in digital detox...she says why do you need to detox from something that you can control every day. [15:41] Tom believes it is the choice between fighting symptoms versus fighting the root cause. [17:18] Tom concludes by asking you to look back on the day and see if you have made time for some micro-breaks. [18:01] Yana ends with the phrase, "The less I do, the more I make."  Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Do you know how to go about getting a bank account or a partnership signed for a new Fintech startup? Tom and Yana discuss the best ways to get these things done and how to avoid pitfalls around your company's name. Because launching a new startup can be hard to navigate and confusing, listen as Yana and Tom share their knowledge and experience when facing these challenges. Maybe this discussion will answer all of your questions. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [00:24] Hello, we are back again! [01:19] Does it matter what the startup looks like to the bankers? [02:41] Yana shares how to name your startup so that you don't put up red flags. [03:49] The more boring your name is the safer you are to the banks. [04:21] Yana speaks about pitfalls you want to avoid when looking for funding. [05:19] Did you know what you name your startup can keep you from getting funded? [07:15] Tom feels that a lot of time you can distinguish between the name of the legal entity and the name of the product and service. [08:05] Yana says that if you plan to become a financial institution or service provider in two to three years, you don't have to make these statements to your bank on day one. [10:15] How do you demonstrate your financial stability if this is your first startup? [12:08] Tom shares, if possible, have some senior advisors on your board, they may help you with introductions. [13:27] Yana shares and a new strategy that she saw in the early days. [14:30] Tom says approach banks in their innovation or startup division to see if there is a way to build a relationship. [16:03] You should not rely on one single approach. Ideally, you should have backups. [16:57] Tom speaks about other strategies he has seen work. [18:51] Tom finishes with more things that you should not do when trying to get a bank to fund what you are doing. [20:27] Tom and Yana both believe that there are no shortcuts; you must start on the right foot when setting up a banking relationship. [21:17] Happy banking, everyone. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Do you think trust in a startup company should be earned over time or granted right away? This question has been on Tom and Yana's minds for the last few weeks, and as usual, they both have opinions on it. Listen as they each share their thoughts and insights on trust, why it's hard for startups to let people leave when business levels out, and why trust makes a strong foundation, but it's not everything. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today's Episode: [00:26] Hello, we are back again! [00:37] Yana and Tom share today's topic, which has been on both of their minds lately. [00:59] Yana speaks about one of the areas she is concerned about, which is trust in business relationships. [02:15] She believes businesses today have to show regulators that consumers like the business model.   [03:35] Tom agrees and says that both sides have evolved, meaning financial services and regulators. [05:04] Yana asks, 'what is trust'? She gives examples of what she means. [08:15] Tom says he doesn't understand why you can't value trust and skills and be upfront about it. [09:26] In a startup, Yana says if someone leaves the company, it's a huge deal, but in the corporate world, people go all of the time, and people hardly notice. [10:00] Tom thinks that you have to look at how productive one has to be in a startup compared to a big corporate situation. [10:37] Isn't it almost like an inherent conflict that will blow up one day? [11:25] Tom shares that in most startups, the founders or original team members don't stay; they like the challenge and move on once the business has leveled out.  [13:35] When it comes to the trust concept, it boils down to two things, the parties that need to trust and the timeline for that to happen. [14:54] Tom speaks about trust being a solid foundation and potent ingredient but on its own, can't do magic. [16:29] Yana thinks that good relationships shouldn't be hard work, but she knows people don't always make her expectations. [18:00] Tom shares that as long as he feels good in the presence of a person, then he feels like the relationship is good. [19:01] Yana says if she can rationalize what is happening or where it is going, it gives her a level of trust. [20:34] Yana and Tom give their concluding thoughts on trust. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

When should a new startup become profitable? Listen as Tom and Yana discuss 4 key steps to profitability in this episode of the Hole in the Whole podcast. Their views on this are different as usual but entertaining nevertheless. Yana lays out a 4-phase pricing ascension model for new startups, and Tom gives his opinion and insights into each phase. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today’s Episode: [00:26] Hello, everyone! [00:40] Tom and Yana discuss the topic of today’s episode [01:34] Yana gives her insights into new startups, the offers, and revenues. [02:30] Tom gives his opinion on compromising with clients to get the best return. [03:26] If you with lower price points, will it allow you time to learn and grow? [04:44] Yana speaks about the second iteration as a startup grows. [05:37] Have you ever said I don’t like that customer, but I need them? [07:20] As your business grows, it is possible to reach a more valuable third phase. [09:23] Tom says the most critical aspect is being able to answer the client’s question “what makes you different” and deliver on it. [10:47] If your sales process is repeatable, and you have a standard approach book to follow, it will work out in most cases. [13:05] Yana says that it is ideal to have a reliable partner that can support you in the beginning, but it is not easy. [15:00] She says that while you are growing and getting your product out there, you don’t have to be perfect, but as soon as your brand and visibility increase, you are subject to much more scrutiny. [15:49] Tom talks about having your team scale up to match sales, and it should allow more lead way. [17:02] Does PayPal protect you from careless behavior? Keeping your passwords and payments secure? [18:10] Tom speaks about raising funds and how difficult it is to do in phases one and two.  [20:03] They both agree that it will take easily one and a half to two years to go from stage one to stage three. [20:22] Tom and Yana give their final thoughts on this model and the benefits to new startups. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Welcome to episode 19 of The Hole in the Whole. Your hosts Yana and Tom with a guest Nina Portier Reinhart talk about how kids being exposed to entrepreneurship early in their lives can make a difference.  If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today’s Episode: [00:25] Welcome to the show, Nina! [00:55] Nina tells us a little about her background. [02:18] They talk about how large conglomerates are affecting young minds around entrepreneurship. [03:01] Can you tell us what Camp BizSmart is about and how you got involved with it? [06:31] Nina speaks about how the younger generation feels about large corporations. [08:03] They discuss how education needs to be adapted to fit the world today. [09:14] Do you believe that having such a strong focus on economic success affects social consciousness? [11:01] Nina says that you should have clarity as an of what you want to achieve. [13:01] Yana gives her thoughts on Nina’s insights on the emotional component of a company. [16:36] They wonder how resilient their kids will be when they face challenges. [19:07] Nina speaks about the awards they hand out at the camp she founded and what they had to do to get them. [21:59] How do we bring out entrepreneurship in our children? [23:03] Nina tells us about her work with the Swiss ICT Investor Club. [25:30] What is your recommendation to startups when they want to grow internationally? [27:10] Nina chats about one of her favorite companies. [28:35] Thank you so much for coming on the show! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn  Ginger Camp Camp BizSmart Swiss ICT Investor Club Reinhart Capital

In episode 18, Yana and Tom continue talking about their lessons from 2019. Today, the focus is on being more introspective, how to make better decisions by looking in the mirror, and the main reasons for parting ways with clients, partners or team members. Yana and Tom also look back and happily smile at their joint 2019 pet project “Hole in the Whole” and reflect on how easy and effortless it has been for them to start this podcast. If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today’s Episode: [01:27] Tom speaks about his favorite book of 2019. The Conscious Mind: In Search of a Fundamental Theory by David Chalmers. [02:25] Yana says she believes that meditation is a waste of time. [02:35] Tom tells us what meditation does for us. [03:26] Yana asks, so what does it do? [04:05] How do you know it’s working? [05:17] Tom asks Yana what her pet project is for 2020, she says Hole in the Whole. [06:00] Yana tells us that she feels that this podcast will be around for a long time. [07:56] He tells Yana that she is one of the only content writers that deliver content and not just opinion. [08:15] She says she had no idea what she was doing last year, but now she understands so much more. [09:56] Do you have any big unanswered questions for the year 2019? [10:49] Yana speaks about knowing what a person’s why is when she is hiring them. [13:24] She likes projects that are successful because otherwise, she feels like she is wasting her time. [14:22] Tom tells her he can relate to that, but a lot of times, there are signs on the horizon. [15:34] Yana rated her projects this past year by how emotionally attached she was to it. [16:40] She says that she made more on the ones she wasn’t emotionally attached to. [17:30] To wrap it up, it was a fantastic year, and Yana & Tom look forward to bring you new insights in 2020. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn  The Conscious Mind: In Search of a Fundamental Theory by David Chalmers

Welcome to episode 17 of the Hole in The Whole Podcast. Today Yana and Tom discuss the lessons they learned in 2019. They focus on what’s been going on in the industry, and talk about the ever-present entrepreneurial challenge of being judged and compared to others. Next week in episode 18, they will look in the mirror and become a bit more reflective. Stay tuned!  If you enjoy this episode, please share it with friends, leave comments, and reviews if you like what you hear. Today’s Episode: [01:30] Hello !! [01:35] Today, we are going to talk about the key takeaways from 2019. [02:01] Yana says one thing she learned this past year was improving time management both at work and personally, she explains. [03:51] Tom talks about wasting time participating in meetings that were just reruns from week to week and how they revised it. [04:58] Yana speaks about making the change to stop attending meetings and became more productive. [05:26] Tom asks how did not attending these meetings make you more productive? [06:43] Yana chats about the second lesson she learned and explained how she made the changes. [08:48] Tom comments on what Yana learned and how she used it to grow her business. [09:33] He speaks about what he saw when he spent time in Silicon Valley and the differences he saw compared to Europe and Asia. [11:44] She talks about not having to compromise profitability overgrowth in her business model. [14:08] Tom tells us about FinTech’s how get funded to operate and how dreams make startups valuable. [15:01] Yana gives her insight into the issues Tom was discussing and a book that she likes. [17:14] Tom talks about a statement lighting his red lamps, being economical with the truth. [18:24] They discuss the premise of the book, and the obstacles the lead faces and cutting corners is business. [20:09] Tom says that money is made when you take calculated risks. [21:59] He says you must be honest with yourself and show progress. Once you know that what you are doing won’t work, you need to take the loss and move on. [23:17] Thank you for listening and subscribe, so you don’t miss an episode. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn  Bad Blood: Secrets and Lies in a Silicon Valley Startup by John Carreyrou

Thank you for joining us for episode 16 of the Hole in The Whole Podcast. Today Yana and Tom discuss filters in business conversations. Yana thinks It can be a sticky situation if an employee feels like they are being chastised and get their feelings hurt. Tom believes that people with thin skin have no business being in the FinTech startup world. Tom and Yana give their views and opinions on the topic of filters, and you don’t want to miss what they say. If you enjoy this episode, please share it with friends and leave comments. Today’s Episode: [01:09] Welcome to the show!! [01:31] Yana gives examples to illustrate how it can play out in business decisions. [02:50] Tom says it’s unbelievable that she couldn’t provide feedback to an employee because the employee felt like she had too much authority. [04:13] If people are thin-skinned, maybe they shouldn’t be in the FinTech world. [04:40] Yana thinks that perhaps there are times to moderate your language. [05:37] Tom believes you can deliver a clear and hard message without being personally hurtful to anyone. [06:46] Yana says it has been suggested to her more than once that she should be careful with expressions when dealing with jr employees. [08:12] Tom thinks there are two sides to this; he doesn’t believe there is a situation with no filters. [09:13] Yana wants to explore the concept a little more with fact-based or data-based information. [09:59] Do you have someone trying to implement something that works for them but won’t work for the whole company? [11:18] Can you differentiate when you can be more blunt and direct as opposed to when you catch yourself moderating the language? [12:32] The recommendation is that feedback has to be where you compliment the person then give them constructive criticism. Tom says that it doesn’t work in the FinTech world. [13:27] Yana shares an idea that she has had for a long time. [14:41] Tom says that the startups that succeed are the ones that play hardball, you can’t be successful and be politically correct. [15:53] How would you identify a person who isn’t ready for this type of experience? How would you prepare the newcomers to go through this experience? [17:27] Yana says when she interviews newcomers, almost 90% of them say they are ready when they are not. [18:47] Tom chats about the two questions he asks in an interview to see what their degree of hardness is. [19:39] Filters are not the problem in and of themselves; it’s more about how do they help or prevent you from achieving your goals. [20:29] Yana says it’s not about filters; it’s about whether you get the results you want. [21:01] They end with agreeing about filters!  See you next time. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn

Welcome to episode 15 of the Hole in The Whole Podcast. Tom and Yana discuss how emotions can affect us in our business life. Even though we try to master our emotions, we still somehow end up being ruled by them. It’s been suggested that about 80% of  commercial decisions are based on emotions, and about 20% are fact-based, yet we spend about 95% of our negotiating time getting the facts straight. Listen in as they give their insights as to why a business should be based on both emotions and facts (at least) equally. Tom and Yana give their views and opinions on this topic, and you don’t want to miss what they say. So plug in, sit back, and be sure to share your comments. Today’s Episode: [00:25] Hello, we are back! [00:31] Tom speaks about how emotions can affect business. [01:19] Yana says it is unjustifiable for emotions to play such a significant role in business. [03:01] Tom thinks that in an ideal world, facts would rule. [03:40] Yana tells us about a conversation she had with one of her students. [05:37] Tom speaks about the difference between a fintech and dinosaur financial services where it comes to audits and budget allocation  [06:26] Tom speaks about a Sam Harris podcast episode that he listened to recently. [07:40] What if somebody has the instincts to act a certain way? Yana gives an example of what she means. [09:15] Yana gives us her thoughts on what business responsibility means to her. [14:19] Tom chats about a basket case example that they have that is similar to Yana’s. [18:29] Yana says that this takes us back to how emotion doesn’t belong in business. [23:51] Tom wishes the listeners some emotional holidays. [24:00] Yana wishes the listeners a very emotion-less holiday. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

In this episode Yana speaks with Varun Mittal, head of EY FinTech practice and a co-founder of the Singapore FinTech Association, about what happened in 2019 and what he sees happening in 2020. Varun is the Global FinTech leader at EY, covering technology and business models in financial services across ASEAN. Yana and Varun discuss the most important trends that shifted the FinTech industry in 2019, the difference between the US, Asian and European markets and the impact of trade wars. How FinTech moves from mania to maturity and takes blockchain along for the ride is another fascinating topic Varun covers. So plugin, sit back, and be sure to share your comments. Today’s Episode: [00:47] Welcome to the show! [02:28] Varun shares a little of his background and credentials. [03:26] What is something that happened in 2019 that was very important? [05:01] Varun speaks about business models he has seen lately and what they are showing. [06:32] What geographic differences stand out in geographical markets? [07:48] Varun discusses digital market innovations and fragmented asset management and wealth management in Asia. [11:01] Do you believe that WealthTech will be able to provide better returns? [14:34] Is market growth happening in other parts of the world? [16:00] Varun believes that retirement planning and pension tech will grow in 2020. Because there are more people close to retirement because they are living longer. [19:24] Are the regulators seeing what is happening? Are they preparing? [20:33] Varun says that there are a lot of areas that are running inefficiently. [22:59] What factors make it challenging to expand and grow geographically? [26:46] Varun says that the unit economy is starting to make sense in some areas. [28:45] One of the critical things for short alliances is what is your end game, are you in it for a quick flip? [29:56] Varun talks about what he sees happening with Blockchain in 2020. [32:56] Thank you so much for coming to the show Varun! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn , Varun MIttal on LinkedIn  

How do you know that you add value to your clients over time and what  can you do if your sales cycle gets longer and more difficult? Why it’s important to look deeper beyond the usual “I don’t have the time and money now” excuses, to really understand  why customers don’t buy? Finally, should you worry about competitors? Tom and Yana give their views and opinions on these questions, and you don’t want to miss the answer. So plugin, sit back, and be sure to share your comments. Today’s Episode: [00:46] What’s up, everyone! [01:11] Tom equates startups and value adds to Mario Kart. [02:17] He talks about examples of new angles. [03:01] What would be the signs that you should pay attention to that your clients might think something is off? [04:21] Are your clients fragmented? Is it hard to read the room? [05:14] Yana says she can see the value of talking to the clients that don’t buy from you. She tells a story. [07:43] What do you need to offer them to keep most of your clients happy? [09:10] Tom wants to know if any startups have tried what they are talking about. [10:36] When do you pivot in your product or sales environment? [12:02] Find your niches and see if it is easier to get introductions. [13:48] Tom discusses wealth management. [15:59] Why would sales negotiations fail? What would be the right strategy? [17:30] People always make excuses, why not to buy your product. [18:55] How do you uncover the real reason people are saying no? [20:00] Tom likes it when time is the problem because you can change their mindset. [21:49] You must overcome perceptions, or the client will never buy what you are selling. [23:56] How do you go about reinventing what you have to offer? [25:47] In the U.S, it is acceptable to sit down with your direct competitors, not so much in Europe. [28:39] Thank you for tuning in! Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Today we talk about the startup Bermuda triangle: Many StartUps vanish in the confusing storm of speed, disruption, and scale. A lot of times, when we meet courageous young founders or developers that try to make it with their baby startup, they want to know what is the most important of those three aspects. Having a disruptive quality of the idea, being able to scale it out fast and in a truly global fashion or getting up to speed and execute as quickly as possible. Tom and Yana give their views and opinions on these questions, and you don’t want to miss the answer. So plugin, sit back and be sure to share your comments. Today’s Episode: [00:46] Hi Everyone! [01:04] Tom talks about the topic of this episode. [01:30] Yana wants to know at what point startups start asking these questions. [03:07] How do you apply these disruptive parameters to companies today? [04:31] Tom talks about disruptive markets and companies that have excelled at it. [06:30] How disruptive would you consider? [07:00] Yana defines disruptive and how it applies to this discussion. [08:08] Central banks are policymakers and shouldn’t serve the people. [09:23] Tom believes that the development happening in Africa and South America is because people now have access to FinTech. [10:16] Tom talks about subsidies being pumped into areas where it isn’t needed. [11:14] Scaling shouldn’t be a core priority; Yana gives examples. [12:05] Should airdrops be incorporated just for the sake of it? [15:53] Who should decide where the development team focuses? [16:24] Tom answers Yana’s question describing two different models. [19:11] Tom says the message is simple: don’t worry about disruption and scale when you should focus on speed. [19:53] Yana wholeheartedly agrees with Tom. The focus should be on speed, and the rest will come. Show links: How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn 

Today we talk about comebacks of ex corporate executives as startup founders, after they swapped their chauffeurs and ties for sneakers and scooters. Seasoned experienced teams may have better chances of raising money and securing initial partnerships, thanks to their credibility and networks, but is it really enough to make it in the startup world? This is not a trivial conversation, because we talk about second chances, running out of time, how monopoly is good for innovation, or why nobody gets fired for hiring IBM.  You definitely don’t want to miss it - just sit back and tune in. Today’s Episode: [00:46] Hello Everyone! [00:56] Today’s episode is focused on experienced executives who decided to leave the corporate world and build a company from scratch. [01:23] Yana talks about the pros of these executives, starting their businesses. [01:56] Tom gives his take on her comments and gives the cons. [03:16] The challenges experienced and risk-averse ex-executives often face are lack of innovation. [03:56] Yana talk about Peter Thiel book “Zero to One” and how competition may kill innovation.  [04:46] Yana asks, what does the long term future look like for these startups? Are they innovative enough? [07:33] Can they keep up with the 20- something teams? [09:01] Tom believes that where you start and where you end up are two different things. [09:29] Yana says that some business people feel like this is their last chance to become entrepreneurial, and sometimes they try to go to big. [10:34] Tom speaks about late-stage former corporate guys that took a different route. [13:34] Yana wants to know why they have a fascination with big consultancy firms instead of trusting their guts. [15:32] Wouldn’t you assume or expect that they left their corporate jobs to have freedom. [16:52] Structure your team with various characters, and you will have a better chance to succeed. [17:39] Yana gives us her thoughts on creating teams and who to hire. [19:01] Tom says you should embrace your creativity and let go of the traditional corporate boundaries and structures. [20:35] Stay tuned for more good examples of corporates and creatives that made it together. If you are one, please let us know how you are doing. Show links: Peter Thiel “Zero to One” How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn   

Business trends and economic cycles come and go, but most founders are utterly surprised when their StartUp or their bottom-line are impacted. In this episode, Yana and Tom discuss how to keep the focus in spite of a down-turn. And being able to pivot when new ideas seem required and old ideas don’t inspire you anymore. They talk about problem-solving and how one can easily get lost in chasing outdated problems instead of curing the root cause. Are the ways of doing business so different in different countries?  Listen in as Yana and Tom discuss the layers of business and how combining complementary ideas can make for a better business model. Today’s Episode: [00:46] Hello Everyone! [01:02] Tom and Yana discuss the topic of business cycles and trends. [01:15] Everyone knows there are cycles, but no one prepares for them. [02:29] Yana talks about being excited about new trends, but in the end, they get heavy, and you get bored. [03:35] They speak about the book ‘The Unbearable Lightness of Being.’ [04:31] What is the cause, and what is the effect? [05:14] Keeping focus versus being able to pivot with your ideas. [07:32] Yana chats about the warning signs she gets when she is ready to do something different. [08:51] Tom gives his insights into what Yana is saying. [10:01] Failure can be seen as an experiment that you have concluded and that you have learned from. [12:22] Yana discusses the problem-solving mindset and what it means to her. [14:37] Tom speaks about team dynamics and being able to see the target picture. Sharping your ideas. [16:41] When you perceive something as a problem, it is already an indication that a heightened period is gone. [17:51] The regular bootstrapping idea is what Tom is discussing now.  [19:31] Yana talks about making commitments and following through. [20:37] How much of your day makes up your discipline baseline model? [24:12] Tom thinks that having people around you that can spot your warning signals is beneficial. [25:05] Yana and Tom chat about the differences between Singapore and Hong Kong. [29:01] Tom says that the capitalist system is much more extreme in the U.S. [32:03] Yana talks about the American education system. [34:48] Is it too much of a generalization, or are there more layers? [36:01] Can you fuse all of the types of business in the U.S and Asia and make a better system? Links The Unbearable Lightness of Being by Milan Kundera

To compromise is seen as a weakness in some, but as a strength in other societies. And often it is more due to ego than to results that people are not seeking compromises. Check out if you agree with Yana‘s and Tom‘s views or if you don‘t want to compromise. Today's Episode: [00:45] Tom and Yana discuss the topic compromise and compromising. [01:43] Yana explains her views on compromise and when it is necessary. [03:09] She gives examples of what she means when she says she might or might not compromise. [05:24] Tom offers his views on compromise and explains why he says sometimes he lets his emotions rule. [07:51] Does being able to compromise, impact the speed of how you can achieve the result? [09:08] Yana believes the worst possible scenario is when you compromise because you are delaying the more significant decision. [10:16] Tom thinks that compromising for peace because you shy away from the conflict is always the wrong thing to do. [11:43] When would you not compromise and stand to fight? [12:54] Tom says that when you are hiring, there will be pros and cons. [13:42] Do you agree with the statement, if it’s not a hell yes then it’s hell no? [15:01] Younger teams and people with less experience like to have supervisors with excellent skills, but will that keep you from excelling? [17:48] Younger people want to try different things and go different paths; the challenge is to get them all on the same page. [19:34] Yana gives an example of Block.one (EOS) vs SEC  case as an industry-level compromise. [more on this here https://competitivecompliance.co/block-one-settlement-with-sec/] [21:45] Tom thinks that her example is a perfect example of a win-win compromise. [23:17] Look at compromise as opportunities to look for a win-win situation.

What makes a great team? Are they people you can talk too, are they intelligent, do they help you get things done? These are just some of the questions you should ask yourself when trying to find the perfect business soulmate. Yana & Tom discuss their experience and best practices around building excellent teams. Are business soulmates just a hyped concept and is strong leadership not simply about finding the right incentives and KPIs? Find out why being human and being successful can’t be separated. They talk about building a team and having organized team building versus small meetings in smaller intimate settings. Along with whether everything needs to be structured. They also wonder if you can be too politically correct and still have genuine conversations. Listen in to this exciting conversation about what makes a great team and how to find people you can trust to give you sound advice. If you are in the process of selecting a team, you won’t want to miss this episode. Show Notes: [01:28] Tom and Yana chat about what makes a great team. [02:01] How open can you be with your employees or team members? [02:33] Yana speaks about a product launch she just had and her conversation about it. [03:47] Three things need to come together to have a “business soulmate”. [04:48] Yana calls her clients her extended family. [05:26] The book Rocket Fuel it introduces the concept of the visionary and the integrator. [07:18] Tom explains why he doesn’t work with books that have recipes for building a team. [09:09] What is more important, skills, or chemistry when building a team? [11:01] Lying, not following through on promises, or not being reliable are red flags for team members. [12:05] Do you like the idea of organized events for team building? [13:39] Yana would rather plan smaller team meetings in a more intimate setting. [15:54] Personal conversation in large companies is not encouraged as much as it is in smaller companies. [17:15] Do we like sit-down dinners and structured meals with fellow employees or as a part of networking? [18:50] Yana chats about not having any structured dinner parties, especially when all your friends live in different countnries.  [20:01] Can you be too politically correct?  [21:26] Don’t do what’s appropriate, do what’s possible. [22:28] They wish the listeners positive experiences. Links and Resources: Rocket Fuel by Gino Wickman Myers & Briggs

Alvin, Tom and Yana talk about self-driving cars, artificial intelligence, the past, present and future of money, and if the changes technology imprints on society can be predicted and guided. Or whether we are merely subjects in the maelstrom of big tech and big politics.   Show Notes: [01:19] Tom and Alvin have both spent part of their careers in big corporations and now they have the opportunity to branch out on their own.  [02:14] Alvin has gone back and forth between big companies and startups.  [05:20] Alvin talks about crypto and bitcoin and how it reacts with fiat currency. Crypto is more accessible than gold.  [08:18] Tom and Yana debate whether the world has an ecological agreement. Yana makes a point about China, India and Pakistan where there is no consensus.  [10:34] Access to International currency can create issues with International trade. Small businesses are the last to get access and pay the highest price.  [11:29] Cryptocurrency can help solve these problems for small businesses.  [13:24] Switzerland was one of the first countries to invent an alternate currency for bartering with local businesses. [14:46] Switzerland already understands alternative currency, so they have an easier path to adopting cryptocurrency. [15:13] Alvin points out how airline miles are traded.  [16:04] Crypto has an open distributed ledger that no one can cheat on. [17:32] Tom and Alvin discuss decentralized versus centralized currency and compare that to a self-driving car that may or may not need it's human master.  [19:41] Tom expounds using an example of a technology driven forest from the Ocean Protocol.  [20:53] Alvin poses the question of will AI evolve from autonomous to some form of being close to self-aware. [23:53] There may be a future where human controlled and autonomous vehicles drive on the same road, but humans will have to follow the autonomous rules.  [25:29] FATF “travel rule” and how to use technology and blockchain in a smart way and not replicate the current issues and inefficiencies of banks.  [28:02] Real innovation needs to give control back to the people. [29:20] The two above pieces should align over time.  Links and Resources: Alvin Jiang on LinkedIn TenX Ocean Protocol

Lean and mean also requires thinking ahead of what happens once you scale. Yana and Tom talk to Alvin Jiang, VP of Engineering at TenX, about why best practice compliance consists of smart data collection, automated evaluation & robust defense. Learn how a world class crypto startup implements data driven practices most banks still dream of. And learn why the best compliance adds value to your customer experience.     Show Notes: [01:16] Alvin is a head of Engineering for TenX, a FinTech startup with a mission to bring cryptocurrencies and programmable money to average people. Prior to this he  lead PayPal Innovation Lab in Singapore. Tech innovation included improving operations and people's lives and productivity at the company.  [01:58] PayPal needed to develop the right tools and systems to enable people to do their jobs.  [02:24] Alvin made it his mission to make sure that there were tools that enabled people to do their jobs at TenX. [02:46] He focused on customer support, compliance teams, and onboarding. [03:20] Having a better backend system that enables teams to do their jobs is super important for a startup. Employees need to be treated as customers and enabled to do their jobs effectively. [04:30] It's very crucial for customer service people to be able to search, scale, and work effectively. [05:03] It's a competitive advantage to look at compliance and customer support. [05:21] Sometimes startup founders will have push back on creating a robust backend, but it's a good idea to think about how you're going to scale before you scale. [06:18] Having tools that enable you to deliver to your customers is almost as important as having a product your customer wants. [06:24] There is a three step cycle to compliance tools. First we need the tools for onboarding and simplifying the data from customers. Then you need internal tools for using this data. The third step is being able to audit and defend all of your actions.  [09:01] Stage three works very closely with compliance. It also needs to be done right and identify the types of customers you want to have.  [10:42] The MVP needs to be at least a setup that you can defend. You will be able to do this by following certain principles and best practices.  [13:15] Candid conversations with the compliance team are required to really understand the desired outcome. [14:52] Data based feedback is also very valuable. [19:53] Compliance and usability aren't necessarily at odds with each other. [20:39] Onboarding compliance should demonstrate the trustworthiness of the business. [22:43] Human beings aren't able to think of all the variations that could present itself with a lot of data. The machine tests the possibilities the human compliance officer hasn't thought of. [25:52] There needs to be a process where all customer use is interpreted for risk.  [28:34] Human intuition can influence the decision process.  [30:03] How compliance is implemented can be heavily improved by lots of common sense and some additional technology. [30:43] Tools should play a more prominent role in how you interpret data.  [31:07] Startups looking to scale should look at compliance tools sooner rather than later. We hope you enjoyed this episode. Don't miss any episodes by subscribing to The Hole in the Whole. Links and Resources: Alvin Jiang on LinkedIn TenX