David Rosenthal: recommendation

Transcript context

…David, anything else for the playbook? Real quick, my playbook. We're coming with some future episode, but because B2B marketplaces is so different and new, and you guys are the vanguard, I tried to codify what are some principles? I'm curious, is it yes if you agree, or no, but to drive success in a B2B marketplace [...] is demand drives supply. If you're bringing the money, you can align incentives in the market and get people to adopt a new technology that otherwise would be really hard. If “gee whiz” features isn't going to compel a trucker to download an app, that's one. Two, timing is super important. What you guys did with getting truckers paid to use the app within a day is game changing for the industry. If you can change cash flow timing, we're seeing in this another companies, that can be a huge driver of growth. That's two. Three, what you said about those early days, when people were haters, we're talking about Convoy and they're like, “You guys only take the jobs that nobody wants. ” If you take those jobs that nobody wants, you can take the scraps from the industry, but because you're building a technology company and a holistic market place, you can then aggregate the supply out of that. Then, get to a point where really, really quickly, you have a better call structure for the jobs that everybody wants, right? And the companies will take you seriously. They're operating at a scale on the lens that they care about. You can use whatever you get to get the carrier base going and then translate that into a virtual network. And because we plug all the trucks into our technology platform, as we scale, we effectively have these partnerships that lead to this virtual fleet, which we have visibility into and a direct connection with, which gives us capabilities that feels like it's more of a first party network for the shipper. That's a really powerful combination.…

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