#123 - Harry Zhang and Kevin Hale

Y Combinator

Harry Zhang is the cofounder of Lob. Lob makes it possible for enterprises to programmatically send physical mail. They were in the Summer 2013 batch of YC.
Kevin Hale is a Partner at YC.
Harry is on Twitter @harryzhang and Kevin is @ilikevests.
The YC podcast is hosted by Craig Cannon.
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Topics
00:00 - Intro
00:31 - Harry's intro
00:41 - What did Lob have when they applied to YC?
2:01 - Documentation as an API company
3:16 - Where did the insight to create Lob come from?
4:26 - Lob's first version and first customer
7:26 - Closing their first big customer then signing others
12:31 - Did Harry always know Lob would be an API company?
14:01 - How long did it take to work up to enterprise customers?
15:31 - Pricing
19:46 - Creating a product roadmap
21:26 - Tradeoffs when building product
22:21 - Competing for top engineers as an API company
24:31 - Options vs RSUs
28:01 - Sales mistakes
32:21 - Building out features for enterprise clients
34:16 - Why did Lob choose to not vertically integrate?
39:31 - How has Harry had to change as a founder over the life of Lob?