Equation of Excellence

Rabah (00:03.211)
All right, three, two, one. All right, welcome back, folks. Welcome back. One of the biggest guests, one of the most kind humans I've ever met. This is a little bit of a tangent, but stay with me. One of my really good friends, Nick Shackleford, had an insight at Geek Out that the real connections happen in the quote unquote in between. And so we were at an event, I believe it was Miami. We went to the Everglades, but the Everglades are about an hour, hour and a half.

away and I ended up sitting next to this wonderful gentleman named Eli and we literally just blood bonded through the bus ride there, the bus ride back and then when I was started in my previous podcast, You Are Not Your Roas, he was just kind enough to come on then but boy times are changing. Let's just say this man is a lot harder to book now than he was then and then also I'd be remiss to say

Probably the drippiest child on the planet. His son's fashion is absolutely top floor, but Eli, welcome to the show, my friend.

Eli Weiss (01:07.854)
Thank you, Rava. Coming from you, that's a lot of praise. I will say we did go to the Everglades. We watched some chaotic wrestling of crocodiles, which is probably part of the bonding experience. Yeah, the way there was with you and the way back I sat near Kenny from Mentor Pass. That was like the OGs. A lot of connections happened in

Rabah (01:21.109)
Very bumpkin.

Rabah (01:26.453)
Trauma Banda.

Eli Weiss (01:37.358)
that trip in 2020 so it's been two years so it's right it's 22 yeah 22 it's been two

Rabah (01:40.385)
my god, it was that long ago. Wow.

Rabah (01:45.741)
my gosh. And Kenny actually, ironically, or I guess ironically, I don't know what the adjective is, but he lives in my building now. So yeah, the nexus of Austin is growing and growing and growing. For people that don't know you, let's talk about kind of, you know, where you were, where you are, where you're going, because you've really had, I don't want to say a glow up because you've always been a killer, but I feel like you just really found your stride and you went from, you know,

Eli Weiss (01:54.594)
the Austin

Rabah (02:14.777)
really your understanding of customer success and relationship building. And then you've just really scaled it up through the last, I mean, three years. It's been really remarkable to see your career arc. So can you give people kind of the elevator pitch in that kind of chronology?

Eli Weiss (02:31.342)
Yeah, I appreciate you. think it's interesting. Careers are interesting in general, right? Like we go to college, we start off with an idea that we love finance or whatever, and then we go from finance to finance to finance, and all of a sudden we're 60. We hope that social security hasn't run out so we can retire. And I think that's interesting for me because most of my upbringing was nothing close to traditional. So I've shared this in the past, but I grew up one of 10 children.

in an ultra -orthodox universe, never went to high school, never graduated college. I spend my early 20s traveling with points and miles when I should have been in school and all of a sudden I'm like, shit, I'm 22. I have no marketable anything. I do my GED. Don't know if I want to go to college. Land in a customer service job because that's like the entry level job. My kind of thing was, okay, I know the science of people. I feel like I get humans.

And that was my job. And a couple of years later, I'm at this tiny startup and we're doing all different things. And suddenly I'm running the Facebook ads and the Amazon ads and the ops logistics. And all of sudden I'm like, okay, I guess I'm the CX guy because nobody else is the CX guy. And I don't love the energy on the other side of the aisle. So let me just stay in this introverted empathetic corner of startups. I love startups. I love entrepreneurship. I love building. I started a startup, the startup fails. My wife and I moved back

to the US where 2020 COVID happens. say, okay, I'm going to do CX. I applied to like 80 jobs, get nothing. CX is my thing. I jumped in to a company called Nugs without any clue what it was. Small startups, I don't know, 12 employees, 11 employees. A few weeks after I start, there's this other guy he starts. His name is Shrey Joshi. Shrey Joshi King. So that was like 2020. We both start together.

It took me a couple of weeks to realize this is not my move. I spent four years at the last startup, a couple of weeks, and I'm like, no, I don't think this is going to work for me. And I have started sharing a little bit on Twitter. had a couple of hundred followers. Somebody connected with me. He pitched his startup. He's like, hey, you should join. He was pre -launched. His name is Kevin Lee from EME. This is pre -launched, like six months before launch. And I said, no, I'm actually ready to make a move now. He's like, you should talk to my friend, Steven from Ollipop. And this is

Eli Weiss (04:53.07)
very early 2020, Shrey introduces me to Nick Sharma. And this is like, what we see now on D2C Twitter, I feel like a grandfather here, but not many people know that everyone you know on D2C Twitter didn't exist in 2020. Like Nick Sharma is the person. Like the Avi boys, Kings, didn't have a social presence on Twitter then. Like Cody didn't have, nothing was happening in D2C Twitter. D2C Twitter was a ghost house and it was.

Rabah (05:06.843)
Cheers.

Rabah (05:14.297)
exactly right. Exactly right.

Eli Weiss (05:19.662)
Nick, it was Moyes, it was a couple of growth agency guys. Shackleford was on Twitter then. It was like a much, much earlier, quieter place. Jumped into Ollipop, again, 17 employees. I think I was number 17, mostly on the West Coast, slowly transitioning to e -comm. No one knew of it. I didn't know of it. And then two years later, it's like, okay, 75 employees about to hit nine figures and kind of explosive role for me.

Again, I'm like the CX guy because that's my job and that's what I'm good at. And then got pulled into Jones Road through Twitter, connecting with Cody, we became friends. I get pulled into that job and that was my first CX and retention role. And then I had like a quarter life, midlife crisis almost two years in where I realized that like, I just keep taking the next job because that's what I told myself I'm good at. But I'm just continuing to get burnt out too quickly. Like it shouldn't be that two years in you're just like over

Rabah (05:50.395)
Yes.

Eli Weiss (06:16.798)
And it had nothing to do with anything other than myself feeling like this was the challenge and it wasn't as challenging, meaning it was challenging not in the right way. Like you want the challenges to be things where you can stretch, but in your realm of interest, when it's like suddenly like now I have to be like a contribution margin king and fuck with spreadsheets. That's not the, that's not the zone of challenge. and that kind of caused this massive midlife quarterlife crisis for me where I said, I don't know that I liked any of this.

in as much as I needed a great job that paid well. And I chose good startups without knowing what I was looking for. I got really lucky that I chose great killer startups. And then I have this moment where I'm like, maybe the things I was optimizing for was not at all the things that I should have. And I kept telling myself, I'm a food and beverage CPG guy. I'm a CX guy. I'm going to do the guide books, the handbooks. did 85 to 90 mentor pass sessions around CX and retention. I'm just like, this is my thing.

Rabah (07:12.549)
Let's go.

Eli Weiss (07:15.566)
And I realized that I have to just peel it all away. And in August of last year, I said, okay, the three things I care about have nothing to do with the size of the startup, the series, the amount of employees. It has more to do with three things. Number one, I want to work with people that are insanely smart. I want to feel like the dumbest person in every meeting period. Like I want to be mentally challenged. Number two, I want a challenging problem. Like working at a company that's crushing would be great for 95 % of the universe. It's not for me.

It's not the kind of challenge I like. want challenge. I want like this can all die tomorrow challenge or doesn't have to die tomorrow. It can be like, this is a big hurdle to overcome. And three, I want to have fun. Like I think I've been guilted by the previous generation, by my previous jobs and thinking like you got to hustle, you got to grind, you can't sit in meetings, you got to send looms, all this bullshit. Whereas like, no, I think that there is a universe or I believe there is a universe where I can work my ass off, but really enjoy it and be okay leaving my

Yesterday I left my house 530, got to New York City at 730, left the office at 730 PM, got home at 930 PM, and I got home invigorated. And I was like, that was a blast. And I felt so much guilt getting there. So that's like the TLDR of the 30 second elevator pitch that got me from, well, I guess we're in eight minutes now, but got me from a little kid in Jersey to working at Yap Po.

Rabah (08:37.755)
Man, I think it's beautiful, man. I had similar trajectories in terms of trying to figure out. It's almost important, and I would argue maybe even more important to know what you don't like than what you do like. So there is a great study from a Microsoft engineer maybe like 10 or 15 years ago. And basically, the two log didn't read was most people

are defaulted to happy. And so you actually don't, it's more efficient if the goal is to generate more happiness to actually remove. So reductive strategy, remove things that are making you less happy than actually trying to find things and additive that make you more happy, if that makes sense. so one of the two things for me was really wanting to control my schedule and

Eli Weiss (09:27.598)
Hmm.

Rabah (09:36.151)
be in traffic. think traffic is one of those things that you could just never inoculate yourself from. Like it's crying babies in traffic. Like I think those are just ingrained in the human and it's it is so stressful. It's so useless. And again, this is, you know, I did what I have to do when I had to do it. Like I when I was younger, I was driving an hour one way to a nonprofit that was paying me nothing. I had to dress up like a monkey.

Eli Weiss (09:37.603)
Yep.

Rabah (10:03.191)
I didn't have like the AC went out in my car in the summer in Austin. So I'm sitting there like driving shirtless. I'm not sweating out my shirt when I get to office. So I'm not saying this is where I started, but it was really adamant that these things were not value drivers and they didn't give me energy. And not only did they not give me energy, they sucked it away from me. But what I love about you as well is your ability to understand what you're really good at and then realize that there was different

vectors that you could really excel on where, you know, D to C just inherently has, has low ceilings. Like it just does like no matter how like JRB is an absolute rocket ship and no matter how big it gets, there's just ceilings in a company at D to C. Whereas, you know, B2B SaaS is just bigger pockets. There's less of a, not that there isn't like Fire Alarm Fridays,

Almost every B2B SaaS company sees the world through quarters, not days, weeks, months, where like D2C is very truncated timelines. Like how did we do this time, that time? And a lot of things that you're doing need like a fine wine. They need time to age. They need time to breathe and constantly having those mismatched timeline incentives. It gets really stressful. It gets really stressful. And then the last thing I'll say is just horses for courses. You know what I mean?

you're incredible. And if you hate spreadsheets, like find stuff that you don't have to live in the spreadsheet. And so I don't know, I just marveled at kind of how you navigated all this. And I think it's a really awesome bellwether for for the youngsters out there trying to find their trajectory because it really is man once you I think one of the best things you can do as a young gun is one, try and get to a big metropolis as quick as possible because there's just so much more economic

opportunities and then to create content, figure out ways to get your ideas out there. Like you have no idea who's going to read it, who's going to look at it. And at worst, it helps kind of sharpen your sword. And I find it I don't know if you're like this, but I find I can bullshit in pretty much any medium, but writing, I can't lie to myself when I write an essay, I can kind of riff on a podcast and a conversation, but when I write, I just

Rabah (12:25.575)
That's the real truth quote unquote and then it really helps me understand again why I have these these theses are they correct and what what's the data I'm using to generate them, but It's just so cool So tell me more about the yacht po courting so for people that don't you know, I mean and you know, no shade or anything to the the previous roles but I mean the The size is just orders of magnitude not only in the funding not only in the run

not only in the operations. mean, it would be almost an equivalent of going from basically a mom and pop computer store to IBM. Like, I mean, these things are just so far apart in scale. How did you... Yeah, tell me about the courting. And for people that don't know as well, especially if you're just now getting into the scene, you know...

Real recognized, real Yatpo had a little bit of a, you know, extractive slash negative connotation to the brand. To be fair, the company's always been ripping. The company's been printing money. So there's never really been proper business impact of the brand degradation to the actual business. But it started to become a bit of a thing.

Eli Weiss (13:29.453)
Yes.

Yes.

Rabah (13:49.785)
I know Tomer is he's an absolute G the CEO. He's founder as well. Just CEO. Found. Yeah. Wonderful guy. I've only interacted with him a couple of times where I followed me. He's just, a, you know, one of those people that just make you smile. He's just, it's just a genuine killer. Like I really, really respect and admire that guy. But was he the one hunting you down or like how, did this materialize? Because it feels like a little bit like that. Cause he sees the field, man. He sees the field.

Eli Weiss (13:55.458)
Yes. Both.

Eli Weiss (14:15.838)
Yeah. So let me give you the spiel. So I have this moment where kind of August, it's between a year and a half and two years after I joined Jones, I came in with very clear challenges, very clear kind of missions. I wanted to learn much more about the science of retention than the art. I jump in, Joanne is there, one of the most legendary operators I've worked with. She's crushing and everything's going well. Like

Rabah (14:40.015)
She's awesome.

Eli Weiss (14:43.97)
We're breaking records, we hit nine figures, everything is crushing. This is Bobby Brown, this business can't fail. I mean, this is like the ultimate ultimate. And I get to a point where, and again, this is like my existentialism is like, realized this is just not doing it for me. I have a ton of direct reports, I'm building this CX team, we're known for great CXs, like everything I aspire to do, I'm doing. And yes, like there's always going to be places I can improve, but I'm...

I'm from the outside looking in, crushing from the inside looking out. I'm doing very well. And I get to this point where I'm like, okay, this is, this is breaking my brain. It's just like, I'm not here for the money. Like I used to be. The newsletter is like a whole standalone business. Like I don't, I don't have to be here. I can quit and sit in this room and do nothing. And then the question becomes like, okay, if I can sit in this room and do nothing, what do I really want to do? What kind of challenge do I want to get to? And that's my existentialism August moment. The first thing I do is I say, okay, I'm not

mentor kind of guy. have nobody I call and ask for opinions. I got to change that because I see things from a very small kind of lens and I want to go wide. And I speak to like all the well -known D to C founders that you'll see on the podcast. Like all those kind of like the people that I've met once or twice that I know know who I am. And I basically ask them all, like, some of them know Cody, some of them know Jones road. Some of them don't know anything at all. And I say like, this is the largest opportunity of my career. I'm doing

I could sit, I can continue building, but it's not doing it. And they all said the same thing. They're like, you gotta go. You gotta go and you gotta find something that really talks to you. You have very, very clear understanding of what you're interested in, what's important to you, and just go. And I say, okay, let me be as open -minded as I can. Throughout my career, I've taken interviews that, you know, like built early in the days. Like I've never been stuck in D2C. I just ended up continuing to get great jobs in D2C, CPG, but I've always been open.

And I said, OK, let me just talk to a bunch of people. A few of the people that I connected to over the last couple of years mentioned Tomer, mentioned Yatpo. Tomer's been actually a week two newsletter subscriber that's read almost every newsletter that I've ever written, period. So Tomer's like, him and I have known each other exist. I've had admiration for what he's built. I will say I've turned Yatpo as a customer twice. I had to delete tweets before I took the job here. So I was not a Yatpo fan.

Rabah (16:51.867)
Let's go.

Eli Weiss (17:07.534)
tweeted a bunch of things with everyone else on DTC Twitter. Like you said, Yapo is doing very well. So that's also a very interesting learning that what happens in DTC Twitter is 1 % of the people that love tweeting. The rest of like massive operators, mean, Yapo, I don't have to tell you the list of brands, but they work with the best of the best from SMB to enterprise. So they're okay. But again, it's like, I was part of that zeitgeist. I was part of the zeitgeist that said, not use X, use Y, use Z.

Rabah (17:24.887)
They numbers. Yeah, I'll do numbers.

Eli Weiss (17:34.978)
Yatpo sponsors my newsletter and I basically write, I'm writing this ad copy and I'm writing ad copy that they have this retention. I'm literally writing copy that it's like, wait, that's what I was thinking about is like, how do we actually have a platform that thought holistically? So from a product lens, I'm like, wait, there's something wrong here. Cause like, I didn't even know any of this exists. I knew of them as like three different apps that were purchased, built, whatever. And now they have a vision here. I completely missed that. Let me kind of connect

Rabah (17:57.581)
Same.

Eli Weiss (18:03.928)
Tomer as one of the people. I write about the newsletter. They sponsor it. I send him a DM. say, I love what you're building. Thanks for sponsoring the newsletter. He says, let's chat. We get him a call. And he starts the conversation. Within three minutes, he looks at me and he was like, you're definitely going to leave the job. Would you be interested in SaaS? And I say, no, absolutely not. No chance. And he's like, OK, let's talk. And we just continue talking. And he says, listen, there's no pressure at all.

want you to talk to these two other people at YapO. And the two other people I talk to are like seven, eight, nine year veterans. And I'm like, okay, the insight I have is the three people I talk to across leadership are insanely sharp, like 10 times smarter than I can ever be, insanely ambitious, insanely kind. And I'm like, there's this massive gap. like any kind of, like any operator, when you see that gap, you know that's

the opportunity, right? There's this massive gap in between the way people know of Yap -Po and the decisions they've made in the past because of the money they've raised or because they operate in a spreadsheet versus the people there. And to me, there's this massive gap. I don't know what I'll do with it, but I think it's interesting enough to continue talking. Tomer says, he's like, you're an entrepreneur without the risk tolerance and it's clear that you want to get paid. It is. So, and it's true. It's true. I love, and my newsletter is kind of my side hustle, but I do love

Rabah (18:57.829)
Yes.

Rabah (19:17.199)
That's a bar. I love that.

Eli Weiss (19:25.73)
I love a W -2. I have a wife in med school. I have a three -year -old. I love a paycheck." And he said, he's like, just continue talking. Let's see where this goes. And at some point, like, if you're interested in taking a couple of weeks to just like tinker around and see what you can do, he's like, I have zero doubt that there will be things for you to do here. He makes it like, we continue talking. He makes up a title that like was pulled. We just pulled it from anywhere. It made no sense. It was like, okay, cool.

Let me start and let's see what I can uncover. Everyone I spoke to seems sharp and it seems like a business that would like they could use some help, but they're not going anywhere tomorrow. And I literally just spent six weeks going on like a tour. I've never worked at a company with more than 75 employees. There are 800 plus. So I'm like, spend time in the Tel Aviv office. I meet with product. I meet with engineering. I meet with marketing. I meet with PMM. I meet with literally across the business. And I'm like, okay, the biggest opportunity is not

Rabah (20:04.752)
Yes.

Eli Weiss (20:23.214)
customer experience, it's not, I mean, like, yeah, there are opportunities everywhere, but everyone's clear on the problem and everyone's clear on like how we get to a solution. There's like a massive cultural change that they're already kind of moving towards that I feel like we can involve the business together in a way that like, we know what the 2 .0 looks like. And it's like, we were too salesy, we were too aggressive. The pricing was a little crazy. mean, like we've, we've, we've gone too far to one side and I know that I live and breathe this market and I can bring.

Yatpo back to the market. And that was like my, my insight. And I was like, the people are great. There's a massive Delta here. My six months will be to pull, pull things back two weeks in, rather somebody gets excited about a picture I post in the office and just goes crazy on me when it was 3 a .m. Tel Aviv time, which was such a beautiful moment because I couldn't figure out a way to, how do I post like why I joined Yatpo? Nobody gets it. And that tweet was like, that was my Messiah. That was like, oh, this is exactly, this is it. Like, this is it.

Rabah (21:14.565)
Yeah.

Eli Weiss (21:21.152)
Ostentatious office, so fancy, they're so out of touch, G -Wagon. That was my moment and I jumped in and I was like, you don't get it. I'm a CX guy. I will take everyone's shit. This is my MO. Watch me. I will go through every single comment, print it out, put it on my wall and fix every single one of these things. That's the challenge I signed up for. I don't have a big ego. I've been getting stamped on my whole career. Trust me, I got this. Or I'll die trying. I think there's a lot of this that's fixable. And again, it's like,

And I know this, like I'm liked in e -commerce because I'm kind, because I'm empathetic, because I want other people to win. They hate Yuppo for a lot, and they hate Yuppo for a lot of reasons. So temporarily, between you and I, I say, watch me just stand right here. If you want to hate Yuppo, just go through me. So hate me first. And right away, probably 90 % of DTC Twitter with big mouths shut up, 90%. And the other 10%, I'm like, you go, have fun, have a blast. But if you have a problem,

Rabah (21:58.415)
You're sincere.

Rabah (22:15.077)
Yep. Yep.

Eli Weiss (22:21.134)
I think I can bring this to where it could be. if you, and again, I totally get why people are frustrated and why people have had negative experiences and they can't get over it. As somebody that had those same experiences, I have gotten over it. But if you don't, I totally get that. That's not my goal. My goal is not to solve everyone's wrongs. My goal is for the people that are willing to accept the fact that things can change over 11 years, that's my audience. And temporarily I stand here until we can move this from here to here.

Rabah (22:43.653)
Yes.

Eli Weiss (22:49.826)
and then I move out and figure out what part of the thing I touch next. That's my most amorphous, blurry job that I took, and it's been like nine months.

Rabah (23:06.811)
I mean, I think it's absolutely beautiful. And you know, honestly, tactically from me being a, I used to be so just balls deep in direct response. And when you get into sass, like, it's this weird thing, like brand matters, especially in a commoditized vertical where I wouldn't say, I mean, Yatpo plays in a lot of commoditized verticals, but it's a little different because it has that one house kind of vector. So it's not that, it's more so like, here's a perfect example.

Eli Weiss (23:27.086)
for sure.

Rabah (23:35.607)
I would argue Triple Whale's and still super friendly with the founders, love everybody over there still, but I would argue Triple Whale's brand is the weakest it's ever been and they are absolutely printing money. And so like I think people can get hung up on brand too much, but to push back, I would argue that they would be doing way better if the brand was and I would argue they wouldn't have gotten to where they were without the brand Tailwinds. And so I thought.

Eli Weiss (24:01.336)
Brand is that long term, right? Like brand is that long term and you can still print in the short term. mean, brand helps for both, but like brand is that full story and printing money is like the direct response,

Rabah (24:12.611)
Yeah, well, brand to me changes people's perception of you aren't like it's almost brand to me is the bifurcation of a subscription and a membership. A subscription is AT &T, a subscription is Google Fiber. Like I don't like these people, but I have to give them my money every month because I need my cell phone. I need my Internet.

where a membership is a Soho house or something where it makes me feel part of something. It's not like I'm just, they're not just taking my money and giving me this. It's very similar to like a transactional relationship with a friend and the actual like friend, like a transaction business relationship and a friend relationship. Like I have a really good buddy who does like, he's one of like, he's like a three brain kind of coder guy.

Eli Weiss (24:40.184)
So how else?

Rabah (25:03.611)
And he writes like this esoteric, rough stuff that only like X amount of people in the world and he just gets paid a bazillion dollars because something always happens and like they have to call him. He's like, okay, it's going to be a million dollars an hour. They're like, yeah, just fix it. And if I asked him to move and I was like, hey, I'll pay you 500 bucks to help me move today. He told me to go, you know, suck a dick. Like, dude, I make that in 10 minutes. What are you talking about? But if I was like, hey, would you come help me move? I'll buy us some pizza and beer. He'd absolutely say yes. And I think that's...

Eli Weiss (25:25.614)
All

Rabah (25:32.495)
where brand starts to become really powerful, where it just unlocks things that, man, when people know you like you, trust you, it is an absolute superpower, especially if they like you. You can't suck all the time. To your point, I think what's working for you is because there's actual real change happening at the company that is supporting what you are promoting.

Eli Weiss (25:54.574)
For sure.

Rabah (25:54.607)
I think where this falls flat is if somebody brings in an Eli and then there's still a bunch of sketchy shit going on where you're like, dude, Eli, you're talking out two sides of your mouth. Like you said, you're going to help me on pricing and packaging. And I just got this really exorbitant contract or something like that. So I think that's where, in my opinion, Tomer was, he found the spearhead to move the army back into friendly territories of like, hey, guys, we aren't those people anymore.

And to your point, people change, dude. Things change. I think it's just so beautiful. the way you've humanized the brand, think, is just such a top floor. You obviously know this because you're in the weeds of CX. But if you're never in the weeds or if you've never done customer support, the second you become a human and that person has to talk to you as a human, I mean, yes, there's douchey people and then there's still going to be those terrible humans, whatever those people are. Everybody's on a journey and they're going through some stuff.

I try not to judge, but for the most part, everybody cools their jets. like, yeah, I'm not mad at you, man. I'm just mad that my package didn't get here. And is there anything you can do to help me? And you doing at the macro level was just, just so brilliant. And then the, the coup de grace tell me, tell me about this. They're, they're in the closet. I'm unboxing it. I was going to do it live with you, but then I didn't want to put you on the spot, but tell me about like, okay. So should we do, should we do live? Okay.

Eli Weiss (26:59.96)
Yep.

Eli Weiss (27:16.275)
I he should still do it live. I think he can go grab it. Yeah, I think can go grab it.

Rabah (27:22.457)
Okay, while I'm gonna go grab the shoes, before you get to that, tell me your macro plan. you went through your strategy, tell me the tactics now that you're gonna use to accomplish that strategy, because you've had a bunch of really cool ones. I didn't see any of the out of home buys, which I was kind of sad about though, because those looked really cool with the face and stuff. But okay, keep going, I'm gonna grab the shoes.

Eli Weiss (27:27.725)
Yes.

Eli Weiss (27:43.618)
Yes. So you'll see more, there's more out of home. There's more that came from that's coming up. But I think the kind of overarching problem solution kind of like we explained, I think for me, it's again, like I've said this my whole career, it's very easy to hate Yatpo. It's a little harder to hate Eli or the team at Yatpo. So bringing the team to the forefront and kind of like instead of just sponsoring a dinner, I have people that

that are likable at said dinner, think has been kind of interesting instead of it always being everything sales, let's have more like the softer side of the business. I think again, like marketing, the marketing team that exists today is the same marketing team that exists five, six, seven, eight years ago or three years ago. think the difference is that today we're trying to create marketing that actually resonates and you feel deeply with the end consumer.

So I think it's like me bringing them back and saying like, no, this is interesting. This isn't interesting. Like having somebody like, I'm the person they're trying to sell to. I'm the retention person they would have sold to. There's that too.

Rabah (28:34.661)
Yes.

Rabah (28:39.717)
Yes.

Rabah (28:45.989)
Well, and I think this is such an interesting point because I think a lot of, you know, obviously self -proclaimed success at Triple and now at Fermat is because I was the ICP. And so the like.

Eli Weiss (29:00.952)
Correct.

Rabah (29:05.335)
learning B2B SaaS was not that hard. Like to be fair, it's very sophisticated. It's not like it is D2C on steroids. I'm not saying, but like I went to school for economics, like, like data numbers, systems, those aren't like foreign to me. That's actually like, I was an engineering major before that. Like I'm a big nerd. Like, so the, intellectual bandwidth was there. And I think that was way easier to learn.

than understanding marketing, understanding ads, understanding deployment, understanding marketing mix under like all these things that actually matter. And I think that's why when I chat with people, we connect is because I'm them. You know, I mean, like, dude, cool. How are you deploying your ads? What are you doing? What's your marketing mix look like? How's this channel working? how are you tracking your like all these things are like, this is why I always get tired at events.

because I, like, I hate small talk. So it's like literal, sincere, interesting, curious questions that just wrecks my social battery. But I think that is one of, if you're hiring out there, one of the biggest things that, so I hire one on vibes, but also if that person knows the customer or is the customer, that's a huge, huge like point boost versus if they know the actual business or the software exactly right.

Eli Weiss (30:20.546)
a lot easier to teach the other side.

Rabah (30:23.597)
Exactly right. Yeah, exactly right. Okay, so you did the out of home buys. Tell me because the face thing was cool. It's like, how did that come

Eli Weiss (30:31.32)
So yeah, the frown campaign was in the works before I came. I kind of helped with very little bit at the end. Like I said, the marketing team at Yoppo has been around for a while. We've kind of switched in the last year or two, or I'd say like year and a bit, instead of like this straight, always direct response DG. It's been like a little bit more brand, so we're starting to think larger. We understand that there's this larger.

brand mission that's happening as we speak and that we're thinking about them in a couple of different ways. Like I think there's like the ecosystem, the people, the movers, the shakers, the important ones, even if they're not the famous ones. And then there's like the higher level top of funnel, similar to the way you think about anything else. We've learned a few things. we've learned number one is like, regardless of the direction of the campaign, when you win on brand, helps all the products. Like the campaign we did for SMS was you're making your customers frown by sending

Rabah (31:22.459)
That's exactly right.

Eli Weiss (31:26.648)
batch and blast campaigns. And a lot of our competitors in this space are okay with that because they get paid per credit. As do we, we charge per credit, but we actually on the CSI will tell customers, no, actually don't send within product. We literally will say, do you want to exclude these customers? Because we know that's probably not the right decision based on previous data. So I think that was like the thing was like, let's get tell people that they're making their customers around by sending too much. It obviously had two components because there's the

angle and the end customer like their end customer angle. But I think that was

Rabah (31:58.821)
Well, I would push back too and say there's three components there. It also positions you guys customer first, not profit or business first, where it's like, we don't mind losing a little bit of money if you're getting more value from our platform. And that's a big, big, that is very orthogonal to previous Yatpo.

Eli Weiss (32:20.814)
A, but B, and if we're being real for a second, SMS is not the money printer like people think it is. The margins are razor thin. We'd rather have a happy customer on SMS and not spend as much and then bring them into the rest of the universe where we can actually make the real money. yeah, correct.

Rabah (32:30.159)
Rabah (32:38.587)
But this is why it's such a win -win. Because you're saying this, it's not altruistic, but it's real. Where it's like, I care about you getting more value out of this platform. And if that means you spending less, it's the perfect archetypical example of one of the ways for a waiter to get a bigger tip is, OK, OK, I come. And I'm like, hey, Eli, what do you suggest on the menu? And like, hey, you see that tomahawk for $250? It's really not that go.

Eli Weiss (32:44.824)
Correct. Correct.

Eli Weiss (33:05.408)
Yeah, go for the cheaper one. Yeah, yeah. Yeah.

Rabah (33:08.507)
get the filet, it's only $100 and it's way better. And boom, I'm like, dude, this guy's already on my team. And I think that's brilliant. And it's also brilliant, shout out to Homer, that the business model now supports that, where it's like, hey, dude, we can, because you can't just give up money, you know what I mean? But now that you can just see these incentives aligning and you becoming this connective tissue between these, it's gorgeous.

Eli Weiss (33:20.974)
Correct, correct.

Eli Weiss (33:29.868)
That's that platform.

Rabah (33:33.701)
from an economics business guy that loves to print money but also loves brand, this marriage is just, it's my ideal. It's amazing.

Eli Weiss (33:37.454)
Yes. Yes. So I would highly recommend at some point in time having Tomer because he's like, if I'm like the six months, he's the 10 years and he's kind of like sees this in four dimension. he gets it better than anyone I've ever spoken to, period. Like I don't think I've ever met anyone that has the EQ and the IQ at the level he does. He gets people and he gets both.

Rabah (33:53.231)
He sees the field. Yes.

Rabah (34:01.957)
It's very well said. Very well said.

Eli Weiss (34:03.928)
But I do think, yes, so that's frown, right? Like we did this campaign, we said, let's tell a story, let's do it with AI, let's do it interesting. And it resonated big time. We got really lucky that the timing of the campaign was around e -tail. And then we said, okay, let's kind of bring it into e -tail. And then we said, well, it's shop talk, let's bring it into shop talk. And we got creative with Brian from Kwan, our friend, who helped us with out at home. And I think the second thing we did, which we launched now, which...

again, like I'll give you the T on this campaign, the T on the walk away is we kind of had this problem very, very, very understood that like everyone chooses the one email provider because you don't want to mess around. You don't want to, don't want to like just use the thing that works. And we realized that instead of saying we're the best, because we don't, we don't have to say that and we don't have every bell and whistle that everyone else has. Yes, most people probably don't use 90 % of the things they pay for, but instead of saying we're the best, let's just make a statement that other things exist. This was pitched.

Rabah (34:33.403)
Ready? Yes.

Rabah (34:47.087)
Yes.

Eli Weiss (35:01.994)
Leadership didn't love it. They're like, well, everyone's going to be excited if they get free shoes. We made this campaign a lot stronger over a couple of months. So was pitched probably end of last year. We made it really, really, really strong in like February. And it was pitched again as like, it's okay to walk away. So a much more like a higher level message, right? It's like, it's not just the shoes. It's okay to walk away from what you're used to, to something you deserve. The fact that other things exist, it can be your relationship. It can be your email. It can be anything.

Rabah (35:29.339)
It's beautiful life message.

Eli Weiss (35:30.604)
Yes, and then we have an insane team that is insanely obsessive about every detail. it morphed into beautifully hand painted shoes that are just ridiculous. And Rob has them in front of him, one of a few.

Rabah (35:46.629)
So if you guys are, if people are listening, this will be on YouTube as well, if you want to see the unboxing, I'll cut this out as well. Also, I am such a sucker for copy. That's a bar. That's a bar. Like those concise cutting. Yeah, yeah, excuse me. Okay, so for people that are just listening, there's this really gorgeous, for people that don't know me, I'm a very big sneaker head, big connoisseur and sneaker. So this box is actually really primo.

Eli Weiss (35:56.744)
It is a bar. Yeah. You want to read it out loud for the folks?

Rabah (36:13.211)
The box says the email and then walk away kit, gorgeously styled. You have a silhouette of the Air Force 1s with the walk away down there and then powered by YOTPO email. And then the tagline is the email that simply delivers. No. No.

Eli Weiss (36:27.566)
That's Tomer.

That's Tomer. That's Tomer. I don't think people know this guy is, so it's like obviously a deliverability component. There's a lot here, yeah. Yeah, yeah,

Rabah (36:33.625)
Damn. Damn.

Rabah (36:39.493)
There's no, this is, it's like triple entendre. It's not even a double. Really, really nicely made. Okay, now, da, da, da, da, we're opening this up. This is a first, I've never done a live unboxing. Okay, gorgeous here. So let me make some room on the desk and get the mic up. Okay, so you have a beautiful insert. Nice weight. I hate when people go cheap on the weight. Beautiful insert.

Eli Weiss (36:48.662)
Is this a first for Equation of Excellence?

Eli Weiss (37:01.326)
excessive.

Rabah (37:02.733)
And then, OK, bear with me. I'm going to narrate this because it's actually a beautiful message. On the front, it's beautiful red, too. I really like this color way. It's gorgeous. The email walk away. You'll never know what you're missing until you walk away. Again, love it. Raba, the walk away kit is for the trailblazers who understand that walking towards what they deserve is more impactful than sticking around with what they're used to. Yapo email is the email that simply delivers on price.

service, and expertise, even if it's not what folks are used to. Cheers to the movers and shakers, and cheers to you. P .S. We'd love to see you rockin' your new swag. Snap a pic and share it with hashtag walk away. It's gorgeous. It's gorgeous. I mean, I love it. I love the messaging. The only thing, because you know I'm douchey I always push back on stuff, I would have loved to have this signed off by somebody. This feels so personal, and there's nobody.

Eli Weiss (37:59.736)
started.

Rabah (38:00.931)
Like Tomer, you, somebody, CMO, just say, thank you. Cheers, Rabah or Tomer. That would be the only pushback here because this is a not fake SIG, the fake SIG or something like that's the only push away because this feels like it's coming from the company. This is so intimate that this should have came from a person. Anyways, sorry to start. This is the unboxing, though. This is what you signed up for, to be fair. But so far, so far, very, very high marks on this.

Eli Weiss (38:03.436)
Yeah, it's valid.

Eli Weiss (38:10.018)
Like a little hand, like a little hand written, yeah. Yeah. That's valid.

Eli Weiss (38:21.338)
That's 100 % accurate. No, that's good. Yeah, no, this is good.

Rabah (38:29.369)
Like I said, the weight is really, really nice and the branding. You guys' branding does f*ck though. I've been really impressed with it. Okay, and then, yes. Not afraid to walk away. And then these are gorgeous. These are just absolutely gorgeous. These are some Air Force 1s. They have this little custom walk away here. Beautiful. mean, these, where'd the, yeah, cause where'd the colorway come from? Is this your guys'?

Eli Weiss (38:35.778)
We've been evolving.

you see that? See?

Eli Weiss (38:53.102)
You want to hear some other tea? So here's some tea. The Colorway was designed, yeah, we designed it in like literally end of June. Like this was such a quick turnaround, you wouldn't believe it. This happened within like three weeks. The other fun fact is we were working with this third party company somewhere in the US and literally like two days before launch, they're like, well, actually.

Rabah (39:10.011)
And these are stunning.

Eli Weiss (39:23.438)
We've got nothing for you. So this all went live with like six pairs of shoes You were one of six You are one of six alongside Harley from Shopify Taylor Holiday there's literally six shoes That were literally we had somebody on the team fly to the factory to sit there and say like I'm not leaving until we get six shoes overnight them to the folks and now

slowly producing, but we've driven millions, like millions of impressions with six actual shoots.

Rabah (39:59.863)
my God, I feel so terrible. I've been out of the country. To be fair, I've been out of the country. I'll get the unboxing up. my gosh, that is some proper tea. But I just, I don't know. Like I said, everything other than that one tiny little pushback, I love it. And then I would say, but I guess it might be a little too much, I would have thrown a QR code on here.

Eli Weiss (40:01.282)
Yeah.

Turns out we didn't need the actual shoes.

That's deep, yeah.

Rabah (40:25.327)
to sign up, but I guess the people you're sending sneakers to aren't necessarily there to sign up for YOTPO. It's more of that influencer, I think of things in reach and impact. Anyways, have that.

Eli Weiss (40:37.132)
Yes. There are other cards though, like there are various cards, some for, so there are cards for customers that are in middle of a cross -sell process and the copy is completely different. There are agencies, there's like six different variations, but yeah.

Rabah (40:46.339)
Yep. Okay. Yeah, you're ahead. Yeah, you're steps ahead. Anyways, no notes on these. thought it was just such a, it's just perfect. And I think of things in like almost like you always either want to get momentum or keep momentum if you have it. And it just feels like you guys are, I kind of use analogy of like almost being in outer space.

And there's, I mean, sometimes there is friction, so there's headwinds, but most times when you get like a killer like you, you get out of the gravity well, and now you can kind of control your own destiny. And you guys just keep like exploding these little momentum bombs, and then that just starts to compound and compound and compound. And I just, I don't know, I thought that was, it was one of the cooler activation campaigns. And the other thing is like people also have to realize, cause I love this kind of stuff, but there has to be some

dotted line at worst to business impact and the way that you are like, now I know YOTPO does email, whether I knew it or before or not, now I know it does it and like, that's interesting. And so like there's this beautiful awareness play that's going on, but there's also this brand restoration play, but there's also this quacky weird out of the box. don't know. Absolutely no notes. thought that you guys just really crushed this campaign, the walk away right off the SMS campaign and now

Eli Weiss (41:52.11)
Correct. Yeah. And most people don't.

Rabah (42:13.933)
You have injected humor. Hit me. Yeah.

Eli Weiss (42:15.182)
But let's also not forget, let's also not forget, well two things. First of all, thank you, this is team effort. I had a small part in this. Number two, let's not forget like Tomer, who's not been a very public figure getting on a podcast with Sean and Taylor to get absolutely yelled at about pricing. Like this is a, right? This is like, this is

Rabah (42:32.881)
I

I thought that was a horrible idea and it totally landed. I was so nervous. I was like, no, no, cut it, cut it. It landed.

Eli Weiss (42:38.254)
We felt the same way, but this show's like, well, this is Robin just shooting. This was not planned at all. There was zero planning here. And there's nobody in the world that I trust to get on a podcast with Taylor, Holliday, and Sean from Ridge other than Tomer. Tomer's like, this person didn't need prep. This person didn't need anything. He's

Rabah (42:58.405)
That's the lion's den.

Eli Weiss (43:02.998)
I'm being authentic. Like I'm going to tell the actual story as to why we were so expensive and out of touch and how that's changed. I don't need

Rabah (43:10.907)
I mean, so they say crisis management is kind of like threefold. One, you acknowledge the problem. You say, hey, what's going on? Two, you say, OK, cool, these are the people that are responsible. So I acknowledge a problem. I take responsibility. And then the third phase is, how are we going to fix it? And I think you guys are almost on the back end of that third phase of where it's like, I don't know. To be fair,

Eli Weiss (43:36.846)
I don't know that we're there yet. I think you should ask some hard hitting questions just so people don't feel like you're being too soft on us.

Rabah (43:42.971)
For you guys, I don't know. For me, unless you've been in B2B SaaS pricing packaging, it's so hard, It's so hard. Everybody's going to bitch. And the challenge with B2B SaaS versus D2C is no matter how big your D2C brand gets, whether it's a million dollars or a hundred million or 500 million a year, everybody sees the world through price.

Whereas B2B SaaS sees the world through value. So when I get offered opportunities, I never say no because of price. It's always, oh, I don't know if I can ROI that. Where everybody's like, $10 ,000 a month. I don't care how much ROI I'm going to get. That's $10 ,000 a month coming out of my bank account. No. And so it's a really hard thing there. Where I do think it's interesting is I think there's utilities and accelerants.

And I think what you guys are, you guys are utility. so utilities get a little bit more, it's harder to compete because everybody's in that realm. Like everybody wants to be in an electric company or whatever, like ESP, an SMS provider, all these things. But the, need it. You know what I mean? Like you need an e -commerce platform, Shopify. You need an ESP. You need an SMS where Fermat is an accelerant where

Eli Weiss (44:50.318)
Correct.

Rabah (45:10.115)
people don't need us, but we can make your company weigh more money by putting you, getting you out of a moped and into a Ferrari. And so there's nothing good or bad about it. It's just two different frameworks of I will pay utilities way more money because I would not exist if I didn't have electricity to my house versus accelerants. have to really frame things in a way that

really we're just gonna make that money printer go brr and that it's it's challenging or there's challenges on both sides

Eli Weiss (45:40.962)
You

I, yeah, no, I agree with you a hundred percent. The hot take I'll give, I'll give you today is the more challenging thing about B2B SaaS is how insufferable some of the people are in terms of like how they don't play the same way. Like I've been in econ my whole life and there are sharky people in econ, but they, the competition in SaaS is so insane to me. Like, like the level of sharkiness and the level of chaos and the threatening and the extortion and the crazy talk is

Rabah (46:06.629)
Dude.

Dude.

Eli Weiss (46:12.844)
Something like I've been in CX my whole life. This is new to me. Like some of my close friends, some of the people that were whining and dining me before I joined the UP Po and then all of a sudden it's like arch enemies and we're both, we're both slinging sass. Like this is not that deep. And I think that everyone here needs a vacation, some pills, some more jogging. I don't know what it is, but that's like my, my biggest tea hot take slash whatever for this year is I was blown away as to

Rabah (46:29.883)
Yeah.

Eli Weiss (46:42.702)
chaotic people are about a couple of thousand dollars like Like what like what? Why?

Rabah (46:47.579)
Welcome to the jungle, brother. It is it is absolutely there's definitely some really wonderful humans, but there is definitely there's definitely there's there is a lot of I mean, and honestly, to be fair, you get that with higher economic stakes. This is it just is what it is where people are fighting and like very rarely does a DTC brand raise money.

Eli Weiss (46:55.372)
That's for

Eli Weiss (47:06.754)
That's fair. That's fair.

Rabah (47:15.419)
Almost every successful SaaS company has raised money. And then that means, OK, cool. I just gave you guys $20 million. What the fuck are you doing? Like, go kill. But I totally agree. There's a lot of out of bounds stuff that I don't agree with. But I do like the, I like being in the big leagues. like the, but the knives are sharp. The knives are sharp. And when they come from the weird areas, those are the places I don't like. Yeah, those are the things I don't like.

Eli Weiss (47:22.19)
Correct. Correct. You know what I will say though?

Eli Weiss (47:29.079)
Yeah.

Eli Weiss (47:34.346)
The high stakes. Yeah. I will say. Weird areas. I think I will say like shout out to like the post -ripped guys. That's like, you know, they're like, I'm like, GG. Like this is a good game. Like you steal from us. We steal from you. Like this is a sport. This is this, this is a sport. It's like you win one round, we win the next. And we're both on the same mission to make this like, I saw them

Rabah (47:55.419)
exactly right. Exactly right.

I love that.

Eli Weiss (48:03.808)
at the lead and my friend Mike and I see and I see Beller and it's like hugs these guys are legends and I've been on their side and now I'm playing for a different team you think the NBA people are are fucking shooting each other in the back of the room like it's just a game I mean

Rabah (48:08.109)
A mic is the best.

Rabah (48:18.915)
No, Yeah, that's what I love. Whereas as long as I love healthy competition, as long as it's like above board, no ad hominem bullshit, no like weird stuff, like we're just going company to company and blasting. Actually, I actually enjoy it. But the weird negative stuff, not super into. And honestly, I think for the most part, you can operate B2B SaaS with

Eli Weiss (48:33.795)
Yes.

Rabah (48:45.587)
a quasi abundance mentality. It doesn't need to be this scarcity mentality. When I bump into people with scarcity mentality, I'm like, not for me. Again, no judgment. You can run your company or your wife, however you want, but I want to surround myself with people like you. I know, we brought it in good. I brought the sneakers out and I got you all fired up. The passion came out. Let's go. Okay, let's wrap it up. I like to end

Eli Weiss (48:53.134)
Kinda icky.

Eli Weiss (49:01.71)
lot of hot takes,

Eli Weiss (49:08.11)
You gotta give the people something to listen to.

Rabah (49:15.405)
one question for every podcast. What is your function of excellence? What do you think excellence is a function

Eli Weiss (49:23.95)
I think excellence is a function of deeply understanding the problem you're trying to solve. think most people don't take enough time to try to understand what they're solving and just run to a solution before understanding the

Rabah (49:35.973)
That's gorgeous. One of my favorite quotes was from Jack Dorsey when he was at like peak Twitter. And he would talk about how he had to, he went through that like kind of yoga phase or whatever. He just basically wasn't answering calls and stuff like that. He's like, dude, I just need to get out of it because what was happening was I was coming to the first solution, not the best solution. Yeah.

Eli Weiss (49:56.482)
That's a

Rabah (49:57.767)
Yeah, it's a bar. OK, Eli, how can people sign up? How can they follow you? How can they sponsor your newsletter, which was a great buy for us, by the way. We, to full disclosure, did sponsor his newsletter, which is fantastic. And again, see above. If you guys are trying to break through, create quality content. It is truly a superpower. At worst, you'll become a better writer and communicator. At best, it'll unlock doors that it'll give you guys the opportunity. I mean,

a bazillion dollar series gazillion companies CEO founder was reading your second newsletter. like that like that's that's it's insane. And so like it happens slower than you think and then faster than anything. So I would definitely keep hammering. But sorry, I rained on your parade. Plug whatever you want. Get in

Eli Weiss (50:33.465)
Changed my life. Yeah, yeah. Creating content changed my life.

Eli Weiss (50:42.434)
Yeah. No, no. No, it's easy. It's Eli Weiss with an extra S. So Eli, W -E -I -S -S -S .com or Eli Weiss with an extra S on Twitter or just Eli Weiss on LinkedIn. I'm fairly easy to find. Yatpo is Yatpo. So it's Y -O -T -P -O. Yeah.

Rabah (51:01.499)
Let's go, go get you some emails, go annoy him. I have a one of six, I feel so.

Eli Weiss (51:06.226)
Right now. mean, there are hundreds being produced, but like today,

Rabah (51:09.411)
No, but I just feel I was in the six pack. It's like the kids won't remember, but back in the day, you used have a circle with T -Mobile. I was in your circle. I was in your circle. my gosh, my heart. My heart is so full. This, you're just such a, I just get so much energy from it. You just, I always say, I know when I do a really good pod, when I leave with more energy than I had, and I am absolutely fired up and

Eli Weiss (51:16.982)
Yes. Yeah.

Eli Weiss (51:23.436)
I appreciate

Rabah (51:35.777)
The brand stuff that you guys are doing is just absolutely sensational. so all credit to you and your team. I've been just uberly impressed. If you want to see the brand stuff that we're doing, you can go to firmatcommerce .com. You want to do some experimentations. You want to make some more money for your Shopify stores. We do landing pages, custom PDPs, create funnels, not ads. Go to firmatcommerce .com. Book a demo. My boss will love you for it. And then we have a great newsletter that goes out. Yeah? Yeah. Yeah.

Eli Weiss (51:43.384)
Thanks, King.

Eli Weiss (52:00.258)
An insane team. Insane team. Like, team.

Rabah (52:04.953)
I'm pretty happy with the kids on the court. It feels a little bit like the NBA Olympics, the USA team, when you go through the starters and you're like, what's the bench? And nobody's beaten those people. Nobody's beaten those people. So we're super thankful and grateful for my team. Our co -founders are killers. Product's super awesome.

Eli Weiss (52:10.882)
Insane.

Eli Weiss (52:16.33)
see it. No chance.

Rabah (52:26.709)
And then sign up, we have a newsletter that goes out every Monday curated by the indomitable Alexa Kilroy, our director of marketing called the Geometry of Growth. You can sign up right on the website. But that's another one of the books. Eli, thank you so much for all the flexibility on the scheduling and just for such a wonderful, eloquent, and thoughtful podcast, man. You just always, you're just so well -spoken. It felt like I was on the bus ride again. I mean, you're just phenomenal. I

Eli Weiss (52:49.206)
I feel the same way. I appreciate you.

Rabah (52:52.645)
Couldn't get enough of you. So go follow Eli. One of my favorite feeds out there. Go sub to the newsletter. And then if Yatpo fits into your business mix, go check him out. And then also follow the founder. He's also starting to do a lot of really cool content there as well. go check him out. But Eli, thank you so much for the time, brother. Love you. Miss you. I'll be out in New York -ish soon. So I'll ping you when I'm out there. then we'll probably have you come speak or something. We're going to have a bunch of events here in Austin. I'll bring you out. We have an office out here now, again. So we have a new office.

Eli Weiss (53:18.104)
I'm down. Pull me through coach. I love you too and I'll see you hopefully in Austin, if not in New

Rabah (53:22.191)
Yeah, so it'd be amazing, but.

Rabah (53:26.669)
Amazing. Amazing. All right, folks, that's all we got. Another one of the books. Go make sure you smash the Subscribe button. And then this is also on YouTube if you want to see Eli's beautiful yacht post swag and stellar plant setup. then that green kind of goes hard on that chair. It's like that velvet. I fuck with it. All right, folks, I think that's the longest sign off in history. But here it is. We'll see you on the flip. Bye bye.

Eli Weiss (53:41.858)
It's a lot of green. It is a lot of green.

Yeah, yeah, it's a lot of green.