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Speaker 1: Welcome to the mentor. I'm Ike Boris. Well, we've got

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Speaker 1: Alex so I guess that's sure for Alexandra. Yes, yeah,

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Speaker 1: but Alex is that rain correct? And we've got Matteo

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Speaker 1: French as Geddi Wow.

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Speaker 2: Yeah yeah.

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Speaker 1: And you guys are the co founders of a sleep

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Speaker 1: YEP and we're gonna talk about it. What is in

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Speaker 1: a moment. But you've come all the way from the

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Speaker 1: United States. Uh which part of the United States we

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Speaker 1: be from?

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Speaker 2: We're busy in Miami, but we fly with you from

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Speaker 2: New York where we spend a lot of time. Our

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Speaker 2: headquarters is in New York.

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Speaker 1: And what am I getting Spanish? What's your accent?

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Speaker 2: Italian?

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Speaker 1: Italian? Sorry? Yeah, that's actually a big mistake. Wow. Uh.

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Speaker 3: I like Spanish, so I'm good Spanish, sucas I'm Mexican.

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Speaker 1: So so your he speaks Spanish, he's Italian, actual Italian

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Speaker 1: from Italy.

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Speaker 2: Yeah. There. I left Italy when I was twenty eighth

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Speaker 2: something like that.

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Speaker 1: And I noticed only that you were a lawyer, Is

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Speaker 1: that right?

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Speaker 2: Yeah? Unfortunately, yeah, I too.

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Speaker 1: But what's interesting you worked at Alan Overy YEP and

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Speaker 1: I saw in the brief and we used to use

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Speaker 1: Alan Overy in London all the time. They're one of

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Speaker 1: the huge law factories in the United Kingdom, like actual

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Speaker 1: law factory. It gets so big.

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Speaker 2: Yeah. Yeah, there are four and alan Over is one

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Speaker 2: of the four, and then thresh Fields. I worked there too,

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Speaker 2: and then there are other other twos the other two.

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Speaker 2: So it was in finance.

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Speaker 1: You're in finance, so we used to use them for

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Speaker 1: structured financial deals too. But you're a bit younger than me.

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Speaker 1: I was doing this thirty eight years ago when I

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Speaker 1: was briefing Alan Overy from Australia and I used to

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Speaker 1: go there and meet them, but we did a lot

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Speaker 1: of structure finance stuff and I want to find a

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Speaker 1: little bit about how that helps you in doing what

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Speaker 1: you're doing. This is program is about introducing to the

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Speaker 1: business community business people who are successful. I want to

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Speaker 1: know what your mission is. You know, why did you

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Speaker 1: start this thing in the first place, and then what

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Speaker 1: a mean the road bumps, roadblocks, roadbumps that you've had

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Speaker 1: to deal with and what's your future look like. So

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Speaker 1: let's just start off with Alex. You're what part of

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Speaker 1: the co foundering pie do you fit into.

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Speaker 3: Yeah, so when we started ten years ago, Matteo and

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Speaker 3: then our other co founder, Max is our Coto, so

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Speaker 3: he's the tech brains behind all of this. They had

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Speaker 3: come together and you know, based on Matteo's problem and

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Speaker 3: probably tell you more about that and sort of his

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Speaker 3: insight around the lack of technology to solve sleep problems,

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Speaker 3: they created a first prototype of our very very first

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Speaker 3: product and they were like, okay, well we have this

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Speaker 3: and we need someone to sell it. And that's my background,

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Speaker 3: Comm's brand PR And obviously this was ten years ago.

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Speaker 3: I was young. I was like twenty four years old,

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Speaker 3: and I was naive enough to think, Okay, I'll figure

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Speaker 3: it out, even though I've never actually done this, And

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Speaker 3: I did it because I loved the mission and you know,

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Speaker 3: like how they were thinking about the power of technology

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Speaker 3: to improve sleep and they said, do you want to

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Speaker 3: be that person who's going to figure out how to

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Speaker 3: commercialize this product and help us position it in the market.

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Speaker 3: And I said yes, and here we are idents. What

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Speaker 3: was your background, Alex then it was so at the time,

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Speaker 3: I was working in New York at a fintech company,

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Speaker 3: but it was everything that I had done had been

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Speaker 3: in the space sort of like communications brand. Yeah, that's

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Speaker 3: what I went to school for. That's what I always

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Speaker 3: loved to do.

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Speaker 1: Yeah, but it's always very interesting because when you put

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Speaker 1: a thing like this together. We'll go back to the

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Speaker 1: original mission in the moment, but when you put some

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Speaker 1: of these together, you've got to have people who specialize

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Speaker 1: in the various parts. Someone's got to cut, someone's got

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Speaker 1: to sew, and someone's got to oversee. Yes, And I

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Speaker 1: don't know what roles you in that example that you play,

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Speaker 1: but often people setting up businesses try to do it

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Speaker 1: all on their own and they don't have a co

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Speaker 1: founder and they struggle because they're either not good at

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Speaker 1: any of those things or good at only one of

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Speaker 1: those things and struggle on the other two. In relation

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Speaker 1: to what you guys are doing, how hard does it

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Speaker 1: materio to find and how did you find your co founders?

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Speaker 2: Yeah, it's pretty hard because you need to look at

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Speaker 2: this in two dimensions. One, you need to find the

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Speaker 2: right people for the job. Right, So what you're saying, Okay,

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Speaker 2: do we have someone who can sell the product, do

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Speaker 2: we have someone who can build the product, And do

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Speaker 2: we have someone who can lead the company? So that

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Speaker 2: is complexity number one. Then complexity Number two is a company,

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Speaker 2: it will take you ten fifteen years to go public,

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Speaker 2: So it's almost like a marriage where then you need

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Speaker 2: to coexist with these people for ten fifteen years. And

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Speaker 2: it's not easy to find people that you really get

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Speaker 2: along even because there will be a lot of challenges, noise,

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Speaker 2: it will be a stressful ride, and so you really

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Speaker 2: need to enjoy these people and trust them.

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Speaker 1: How do you But how did you find Alex for example?

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Speaker 1: Like did you come across her and some other business

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Speaker 1: relationship or like would you just put an ad out

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Speaker 1: on LinkedIn?

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Speaker 2: Yeah?

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Speaker 1: No.

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Speaker 2: In our case, we are a very unique case because

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Speaker 2: we are also a couple, and so we were a

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Speaker 2: couple before eight sleep, and so usually you never want

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Speaker 2: to work with your partner, but in our case, we

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Speaker 2: were an exception because during our weekends we were always

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Speaker 2: building stuff. So we were doing hackat ons at the

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Speaker 2: two of us every weekend. We were building a new

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Speaker 2: tech product just for fun, and so.

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Speaker 1: We were sort of sleep just generally out.

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Speaker 2: Right generally, and so actually before eight sleep, we started

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Speaker 2: working on this other project, which was a three D

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Speaker 2: printing jewelry solution, so you could three D print any jewelry,

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Speaker 2: and that is when we started involving Max now is

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Speaker 2: the CTO. And so as a group, we started working

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Speaker 2: together during the weekends, well before eight Sleep, and then

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Speaker 2: we came up with the idea of eight Sleep And

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Speaker 2: at that point we already knew each other and say, okay,

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Speaker 2: why don't we do this together. To a certain degree,

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Speaker 2: we were naive. We didn't know, Okay, this will be

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Speaker 2: a ten to fifteen years journey, will be this complicated

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Speaker 2: blah blah blah. But it worked out for us.

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Speaker 1: So that's interesting. So I want to go back to

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Speaker 1: that that the three of you working on lots of

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Speaker 1: different things, and in terms of being able to select, well,

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Speaker 1: you actually partners, like in terms of life partners whatever

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Speaker 1: the world is. Before you started hacking into things or

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Speaker 1: did you.

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Speaker 2: We were not married, but yeah, we were already living together.

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Speaker 1: Yeah yeah, and then weekends come up and.

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Speaker 2: Weekends you say, what do we do this weekend? Okay,

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Speaker 2: let's build a thing.

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Speaker 1: So which one of you is the the driver of that?

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Speaker 2: Lways about the int is definitely always Matt and ninety

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Speaker 2: percent of the times I have the idea, but she's there.

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Speaker 2: She's the perfect partner to develop the idea.

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Speaker 1: So you catch she.

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Speaker 3: Shows yes, yes, and I'll be the Yeah. I was

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Speaker 3: the executor. So he'll say, okay, we needed a website.

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Speaker 3: I would do the website. I would design, I would

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Speaker 3: think about, you know, what was this product, how do

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Speaker 3: we position it, et cetera. And it was for fun.

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Speaker 3: It really was just fun, and especially because at the time,

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Speaker 3: this was thirteen years ago or fourteen years ago, and

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Speaker 3: we were in New York, and New York was going

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Speaker 3: through the sort of renaissance of what everyone just we're

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Speaker 3: labeling as the New York Alley, like the tech alleys

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Speaker 3: or there were Silicon Valley, and they were trying to

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Speaker 3: make New York tech a thing. And so there were

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Speaker 3: a lot of events. There were a lot of just

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Speaker 3: like topics in the media about technology being built in

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Speaker 3: New York where we were based. So we also started

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Speaker 3: going to a lot of these events, and we were

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Speaker 3: starting to get curious about Hey, like, we're not in

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Speaker 3: that space. That's not what we do for our jobs.

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Speaker 3: But this is very interesting and it's very appealing to

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Speaker 3: entrepreneurial people. So let's go and just see So that

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Speaker 3: a joke, we would go yes.

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Speaker 2: By job, we had another company the other Yeah, but

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Speaker 2: it was more traditional. I was in solar right, so

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Speaker 2: I was developing large utivity scales, so a lot of

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Speaker 2: plans and selling them to private technity fund So it's

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Speaker 2: still kind of close to finance with a bit of entrepreneurship,

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Speaker 2: but nothing connected to siliconbiny.

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Speaker 1: Ich episode was. And all the other little ventures that

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Speaker 1: you had before, I'd say were more like sawd hustles.

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Speaker 1: They were yeah, because you had something and alse to

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Speaker 1: pay the bills, because that's always very important. So in

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Speaker 1: terms of the community that you were hanging out in,

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Speaker 1: so the two of you would be at home and

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Speaker 1: you'd be challenging whatever this idea, what about that idea?

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Speaker 1: And probably half got thrown out and the US been

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Speaker 1: more than half, and we always end up with just

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Speaker 1: one good idea. Well, for those people who listening, how

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Speaker 1: how do you deal with the frustrations of not having

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Speaker 1: a solution that works? In other words, keep pivoting, throwing

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Speaker 1: ideas out, starting all over again. How long did that

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Speaker 1: go on for before we come up with sleep and

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Speaker 1: a half yea, And how do you deal with the frustration?

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Speaker 2: Like what for us it was the top I mean

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Speaker 2: of building the thing during a weekend. So there were

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Speaker 2: very short term programs. And then with three D printing,

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Speaker 2: we started three D printing some of these jewelies. But

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Speaker 2: then there were some challenges on the engineering side, and

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Speaker 2: that is when we started involving Max, so we needed

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Speaker 2: more software. But this was just again a side project

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Speaker 2: until a sleep clicked, right when I really started thinking

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Speaker 2: about sleep while on mask is taking me to Mars

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Speaker 2: and I still spend a third of my life on

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Speaker 2: a piece of dumb foam while there is no technology.

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Speaker 2: And so what we did at that point, because it

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Speaker 2: was still a side project, also a sleep And so

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Speaker 2: Max built the first prototype in his garage in a

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Speaker 2: couple of days, and then we had the pajama party

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Speaker 2: in San Francisco. We invited friends and they tried the product, right,

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Speaker 2: they simulated to going to sleep, and before the end

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Speaker 2: of the night, a friend comes to me and he

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Speaker 2: gives me a twenty five K check and says, can

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Speaker 2: I be the first investor in this venture? And said,

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Speaker 2: but look, man, we don't even have an LLC, we

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Speaker 2: don't even have a company. There's no bank account.

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Speaker 1: Also being the limited part, Yeah yeah.

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Speaker 2: Yeah, So we didn't incorporate a company. We didn't have

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Speaker 2: a bank account. It was just our usual side project idea,

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Speaker 2: just an idea and for fun and for fun, yes, but.

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Speaker 1: More curiosity or fun curiosity.

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Speaker 2: Yes. I like to be things. I like to explore.

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Speaker 2: I love to see how customers respond. And this was

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Speaker 2: a perfect timing for me because I just sold, or

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Speaker 2: I was selling at the time, my previous company. So

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Speaker 2: I was becoming free. And so I spoke with Max

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Speaker 2: and we say, should we try the thing? And we say, yeah, okay,

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Speaker 2: so let's open the bank account and incorporate. And we

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Speaker 2: did it the following day and we cash in the

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Speaker 2: check and that is history.

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Speaker 1: But was it because you couldn't sleep? I mean, did

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Speaker 1: you have a sleep problem? Or is it or did

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Speaker 1: you just understand this is a rising tide of the

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Speaker 1: whole longevity story. I mean.

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Speaker 2: Exactly, it was not a hot topic yet. So when

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Speaker 2: I was a teenager, I used to be an athlete,

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Speaker 2: and so I have always been in performance and recovery.

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Speaker 2: And then I started working. I was working really hard.

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Speaker 2: I'm obsessed with efficiency, and so I started wondering, why

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Speaker 2: do I have to sleep eight hours? Can I compress

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Speaker 2: my sleep? And even if I sleep poly sic hours,

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Speaker 2: there's still a lot of time. What else can I

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Speaker 2: get out of that? And so that is when I

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Speaker 2: started becoming really obsessed about the topic for efficiency purposes

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Speaker 2: and my daily performance. And at that point, with Max

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Speaker 2: and Alexander, we started thinking, Okay, what technology can enhance

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Speaker 2: my sleep? And the first product was just tracking your

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Speaker 2: sleep and that was what we launched at the beginning,

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Speaker 2: and we saw the eight thousand units in pre orders.

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Speaker 1: But I mean the Metris itself or tracking through.

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Speaker 2: It was a cover that you could install onto any mattress,

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Speaker 2: but it was only tracking your sleep. It was not

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Speaker 2: improving your sleep actively through heating and cooling, measuring water.

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Speaker 2: We were measuring sleep stages at times, leapt heart rate,

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Speaker 2: and respiration and this kind of metrics right, so very

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Speaker 2: similar to available. But the interesting thing is I was

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Speaker 2: going to customers and said, oh, do you want to

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Speaker 2: try this, and they say, yeah, okay, this is interesting,

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Speaker 2: but do you have anything that heats or cools? Like

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Speaker 2: literally ninety nine percent of the people was talking to Oh,

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Speaker 2: this is cool, but do you have anything that heats

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Speaker 2: of And so I started looking into clinical studies and

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Speaker 2: I started noticing there was a lot of literature proving

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Speaker 2: that the best way to improve your sleep is by

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Speaker 2: changing your body temperature at night. And so we sold

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Speaker 2: these eight thousand units. We had to build them, and

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Speaker 2: I had to move to China, and.

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Speaker 1: We moved to China.

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Speaker 2: Yeah, so there is actually the story that you were like, So,

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Speaker 2: manufacturing is not happening, right, thanks are very slow. We

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Speaker 2: have a bunch of issues. And so I go to Alexandra,

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Speaker 2: by then we were married, and I say, look, manufacturing

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Speaker 2: is not happening. And she says, okay, So what I say,

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Speaker 2: I'm going to China to fix it. And she says

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Speaker 2: when do you go? And say, I fly out tomorrow,

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Speaker 2: and she said when do you come back once I

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Speaker 2: fix it? I came back three months later.

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Speaker 1: How do you handle that?

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Speaker 3: I mean, how do you do when you're married this

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Speaker 3: start company? Right? It's like I think that's one of

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Speaker 3: the advantages that we have found of doing this together

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Speaker 3: for ten years is that we understand exactly when he

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Speaker 3: has to do what I have to do, long nights,

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Speaker 3: trips to China for three months.

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Speaker 1: It is what it is so in jesical founding apart

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Speaker 1: from Max, but in terms of co funding between YouTube

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Speaker 1: Tolerance is a big factor. Being able to tolerate absence

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Speaker 1: from each other, being able to tolerate frustration between each other.

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Speaker 1: And I guess sometimes you would have had periods where

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Speaker 1: he thought, what the fuck, like, you know, where are

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Speaker 1: we going with this? You know, is this going to

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Speaker 1: be something for us? Is this a thing? How do

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Speaker 1: you deal with that? I mean, I don't know how

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Speaker 1: you deal with that? Do you sort of sit down

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Speaker 1: and talk it through, like is there a process? Is

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Speaker 1: someone there the one prepared to be the most vulnerable,

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Speaker 1: or is someone in charge? How does that all work?

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Speaker 3: I think, what it's interesting And this is true also

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Speaker 3: in our relationship with Max, right, I think that the

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Speaker 3: core of our relationship as co founders is there's like

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Speaker 3: a real friendship and respect for each other. And I

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Speaker 3: think even if we were not founding this company together,

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Speaker 3: we would be friends, right. And so when you have

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Speaker 3: that relationship, then on the business side, there's always someone

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Speaker 3: who was probably going through a tougher moment. And so

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Speaker 3: what I have I've noticed in the last ten years

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Speaker 3: is that then the other person is there to sort

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Speaker 3: of catch you. And so when someone's maybe kind of

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Speaker 3: feeling like, hey, is it time to give up is

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Speaker 3: this thing working or having doubts the other person's there

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Speaker 3: to be like, no, no, no, remember what we're here for.

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Speaker 3: Remember you know, keep your eyes on the price. Let's

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Speaker 3: keep going. And I think if you find that dynamic,

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Speaker 3: it's super helpful because if everyone's down at the same

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Speaker 3: time and no one is there to challenge each other

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Speaker 3: and push, then you'll give up. Which is the reason

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Speaker 3: why most startups fail is founders give up. And so

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Speaker 3: I think for us, that's where it has worked, is

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Speaker 3: we're there to say, hey, I know what you're feeling,

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Speaker 3: but let's think about this in a different way. Let's

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Speaker 3: keep the eye on the price. Let's keep going, look

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Speaker 3: at the positives, because even in the last ten years,

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Speaker 3: even once you find the idea that you want to

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Speaker 3: work on, there's so many ups and downs and so

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Speaker 3: many moments of doubt, and so many moments when someone

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Speaker 3: is just feeling like, hey, this is it for me

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Speaker 3: or this is it for the company.

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Speaker 1: And I guess your Mattia was saying though that his research,

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Speaker 1: which he probably just tumbled upon or even fumbled upon,

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Speaker 1: heat and cooling, which is sort of the basis of

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Speaker 1: your product, sort of the basic product I'm not. I

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Speaker 1: don't want to undersell it. When he came in to

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Speaker 1: talk to the other two of you, how do you

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Speaker 1: accept that or challenge that? Do you sort of say, well,

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Speaker 1: that sounds like bullshit? Or is that a surveyor two

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Speaker 1: or ten? How do you how do you challenge that?

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Speaker 1: What do you say? He's obviously convinced, has conviction around it,

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Speaker 1: believes it, because I could just tell by the enthusiasm

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Speaker 1: he just gave to me. Is there someone who challenges

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Speaker 1: Do you play different roles? Just want to say, oh,

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Speaker 1: come on, let's do let's just fix this up. Or

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Speaker 1: do you go to say, let's go to the market

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Speaker 1: and test a thousand people? What do you do?

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Speaker 3: Yeah, I know we definitely challenge it. And I think

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Speaker 3: it's evolved in the last ten years because at the beginning,

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Speaker 3: you're three people in a room and you make these decisions.

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Speaker 3: Now you're an organization with different executives that think about

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Speaker 3: different perspectives. So the way we do it now is

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Speaker 3: very different. There was research, and it happens all the

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Speaker 3: time until it comes up with ideas all the time.

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Speaker 3: Our most recent product has an ability to control it

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Speaker 3: without the phone. You tap on the side of it,

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Speaker 3: and you're basically giving it commands and through haptic feedback,

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Speaker 3: you understand if it took the commands, so it can

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Speaker 3: mention the temperature all just on the cover, So basically

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Speaker 3: on your side of your bed, you just tap and

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Speaker 3: it cools down, it warms up. You never have to

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Speaker 3: take out your phone. And he came up with this idea,

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Speaker 3: and initially, in all honesty, I was like, this is crazy,

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Speaker 3: Like this sounds just ridiculous. And I tell him all

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Speaker 3: the time every night when we use this control which we.

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Speaker 2: Can make people are liking it.

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Speaker 3: Yeah, And you know, so there's always that side where

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Speaker 3: someone needs to be a bit of a skeptic and

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Speaker 3: where your hat of the role that you have in

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Speaker 3: the organization. In my case, even ten years later, I

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Speaker 3: still oversee driving revenue, positioning the company selling the product.

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Speaker 3: So I have to think about that and so I think, Okay,

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Speaker 3: does it make sense for us to develop it, does

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Speaker 3: it make sense for us to spend this money? How

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Speaker 3: is this going to be messaged? How are people going

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Speaker 3: to perceive it? And so I challenge his idea from

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Speaker 3: that side, and then you know, we have those conversations

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Speaker 3: and then we feel like, Okay, this fits, let's go ahead.

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Speaker 1: I had it. But Alexander, how do you do that

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Speaker 1: in the beginning, for example, without sort of looking like

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Speaker 1: you don't believe in him? Yeah, so come on, you

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Speaker 1: don't believe in me? Why you challenge me? Like, how

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Speaker 1: do you sort of tyitrate that? To make sure it's

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Speaker 1: on one hand you're supporting the idea, but on the

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Speaker 1: other hand you are giving it the appropriate amount of

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Speaker 1: cynicism and skepticism that it needs to have to be tested.

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Speaker 3: I think you have to entertain the ideas. I do

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Speaker 3: think that a lot of times. This is something where

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Speaker 3: we balance each other really well, because Mateau comes up

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Speaker 3: with like the craziest ideas and I'm more of like

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Speaker 3: a realist, and so it's good, right, It's a good balance.

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Speaker 3: But I always entertain his ideas, no matter how crazy

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Speaker 3: they sound. I'll be like, Okay, let me think about

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Speaker 3: that a little bit more. And at the beginning, what

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Speaker 3: we used to do, and he mentioned it, is we

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Speaker 3: were talking to a lot of people. We had this

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Speaker 3: when we started the company. We decided, you know, we

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Speaker 3: got this twenty five thousand dollars check. We're like, let's

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Speaker 3: make this a thing. We moved Mato and I from

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Speaker 3: New York to San Francisco, and we got this apartment

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Speaker 3: in San Francisco and that was our office. That's also

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Speaker 3: where we were living. And they were like, okay, like

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Speaker 3: we're going to make this thing very Silicon Valley story.

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Speaker 3: And we used to invite anyone that we knew to

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Speaker 3: come into this office and try this prototype that Max

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Speaker 3: had put together and talk to us about their sleep,

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Speaker 3: just anybody ran, anybody we knew, like any friends of friends,

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Speaker 3: you know. It was just like anyone that we knew

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Speaker 3: in the city, and we would bring them in and

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Speaker 3: we would sit in this bedroom. We would have them

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Speaker 3: try it, but we would also ask them questions about.

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Speaker 1: Their sleep, and you're recording it.

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Speaker 3: No, we're just sitting there just you know, you start

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Speaker 3: absorbing the information and maybe every day we would meet

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Speaker 3: three to five different people, and you know, at the

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Speaker 3: end of the day, I mean, you know, at the beginning,

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Speaker 3: you're spending so many hours together as co founders. So

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Speaker 3: we would have dinner together and we'd just talk through

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Speaker 3: what we learned. What are patterns, And that's how you

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Speaker 3: start finding the problems people have and you start matching

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Speaker 3: your ideas returned the solutions to the problems, and so

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Speaker 3: I do think that that's the very basic playbook, whereas

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Speaker 3: you can entertain the idea just as the group of

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Speaker 3: people that are building it, but you need to understand

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Speaker 3: if there's someone out there in the world who has

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Speaker 3: a problem and they're willing to hey for solving that problem,

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Speaker 3: and your product is going to be that solution.

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Speaker 1: So what is the problem that you solved? Because is

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Speaker 1: it to get eight hours sleep? Is it to get

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Speaker 1: did you sort of work out an optimum? Is it

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Speaker 1: some people say seven? I hear humans say seven. I

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Speaker 1: him you know a tsa between seven and eight, you

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Speaker 1: know oversleep as well, and six or five which you

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Speaker 1: were talking about earlier, probably is underdoing it.

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Speaker 3: You know.

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Speaker 1: It's funny when I was when I was working in

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Speaker 1: a law firm in Australia as a long time ago,

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Speaker 1: but those days, you were considered uncool. If you slept

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Speaker 1: a lot, it was you were considered And we had

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Speaker 1: clients like this, very well known ones in Australia who

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Speaker 1: would say, big business guys would say that they do

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Speaker 1: four hours sleep at night. And I was so impressed

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Speaker 1: with that. I think, what the hell how did I

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Speaker 1: do that? And I started sort of training my body

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Speaker 1: to do the same sort of stuff, even doing stupid

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Speaker 1: things like sleeping on the floor of my office.

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Speaker 2: We all went through that. Yeah, I went through it.

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Speaker 1: It's like a thing.

436
00:20:04,119 --> 00:20:07,719
Speaker 2: Yeah, yeah, like sometimes my second day of work, I

437
00:20:07,760 --> 00:20:10,080
Speaker 2: didn't go to sleep. There was a deal that we

438
00:20:10,080 --> 00:20:14,200
Speaker 2: were closing, and so I went to the office at

439
00:20:14,280 --> 00:20:17,119
Speaker 2: nine am and I left at seven pm of the

440
00:20:17,160 --> 00:20:20,480
Speaker 2: following day. But my boss gave me thirty five minutes

441
00:20:20,520 --> 00:20:23,760
Speaker 2: to go home and shower, and they say, can can

442
00:20:23,800 --> 00:20:25,800
Speaker 2: I get a bit more time? And he said no,

443
00:20:25,880 --> 00:20:27,840
Speaker 2: because otherwise you will fall asleep. So I want you

444
00:20:27,920 --> 00:20:29,040
Speaker 2: back here in thirty minutes.

445
00:20:29,480 --> 00:20:31,719
Speaker 1: Yeah, And that was the thing. It was like your

446
00:20:31,800 --> 00:20:34,439
Speaker 1: tough guy because you know, like he hasn't slept and

447
00:20:34,800 --> 00:20:37,359
Speaker 1: he or you know, because I was a partner with

448
00:20:37,400 --> 00:20:39,159
Speaker 1: him and I used to sleep on the floor just

449
00:20:39,200 --> 00:20:41,520
Speaker 1: to prove to all the young guys that I was

450
00:20:41,520 --> 00:20:43,840
Speaker 1: better than them, you know, like a and now we

451
00:20:43,960 --> 00:20:47,240
Speaker 1: it's a big, a complete reverse, you know. So what

452
00:20:47,440 --> 00:20:49,320
Speaker 1: is the problem you're trying to solve. You're trying to

453
00:20:49,359 --> 00:20:53,520
Speaker 1: get us, help us sleep seven hours? You what is

454
00:20:53,520 --> 00:20:55,440
Speaker 1: it you're actually trying to get us to do with

455
00:20:55,760 --> 00:20:56,600
Speaker 1: eight sleep.

456
00:20:57,359 --> 00:20:59,399
Speaker 2: Well, let's start from what we do, and then we

457
00:20:59,480 --> 00:21:01,680
Speaker 2: try to do and then I'll go back to your point.

458
00:21:01,720 --> 00:21:03,440
Speaker 2: What we do is we give you up to thirty

459
00:21:03,480 --> 00:21:06,000
Speaker 2: percent better sleep. So I think there is no human

460
00:21:06,040 --> 00:21:08,400
Speaker 2: being on earth who doesn't want thirty percent better.

461
00:21:08,200 --> 00:21:12,280
Speaker 1: Sleep, better meaning better quality, better quality, deeper sleep. Is

462
00:21:12,720 --> 00:21:13,879
Speaker 1: what do you mean by that?

463
00:21:13,920 --> 00:21:16,199
Speaker 2: Then, well, it's a couple of different things, right, There

464
00:21:16,200 --> 00:21:18,639
Speaker 2: are different sleep stages. So we give you more deep sleep,

465
00:21:18,720 --> 00:21:21,159
Speaker 2: we give you more rem we give you less interruptions,

466
00:21:21,240 --> 00:21:24,639
Speaker 2: and you fall asleep faster. Everything is different based on

467
00:21:24,680 --> 00:21:27,239
Speaker 2: different human beings. That is why I say up to

468
00:21:27,280 --> 00:21:30,159
Speaker 2: thirty percent. We have seen people getting thirty percent, we

469
00:21:30,200 --> 00:21:33,359
Speaker 2: see other people getting twelve percent. We see some people

470
00:21:33,400 --> 00:21:35,640
Speaker 2: getting more deep, other they get more ram So it's

471
00:21:35,720 --> 00:21:40,600
Speaker 2: very personal. But overall I would say that almost ninety

472
00:21:40,720 --> 00:21:43,480
Speaker 2: ninety five percent of our customers they get better sleep

473
00:21:43,520 --> 00:21:46,400
Speaker 2: to different degrees, and that is what we do today.

474
00:21:47,000 --> 00:21:50,879
Speaker 2: Then I think what happened in history is if you

475
00:21:51,000 --> 00:21:53,680
Speaker 2: remove the pod, which is our technology, we substantially keep

476
00:21:53,680 --> 00:21:56,040
Speaker 2: sleeping in the same way that we were sleeping two

477
00:21:56,080 --> 00:21:58,520
Speaker 2: thousand years ago, but instead of sleeping on a piece

478
00:21:58,560 --> 00:22:01,199
Speaker 2: of rock. We sleep on a piece of phone, and

479
00:22:01,240 --> 00:22:05,280
Speaker 2: so our sleep is very inefficient. But society and your

480
00:22:05,280 --> 00:22:07,600
Speaker 2: life is way more complicated because now you have a

481
00:22:07,600 --> 00:22:09,639
Speaker 2: lot of stress at work, you have your phone, No,

482
00:22:09,760 --> 00:22:12,800
Speaker 2: you're they're very active, and then you pretend to go

483
00:22:12,880 --> 00:22:15,919
Speaker 2: to bed, fall asleep and wake have fully refreshed. That

484
00:22:15,960 --> 00:22:19,600
Speaker 2: doesn't really work, and so what they sleep. We are

485
00:22:19,600 --> 00:22:21,640
Speaker 2: trying to do is to make you sleep more efficient.

486
00:22:21,760 --> 00:22:24,000
Speaker 2: We call it sleep fitness, and so we will help

487
00:22:24,040 --> 00:22:27,000
Speaker 2: you to fall asleep faster, get the higher quality of sleep.

488
00:22:27,240 --> 00:22:30,320
Speaker 2: And by giving you giving you more quality, you will

489
00:22:30,359 --> 00:22:32,600
Speaker 2: be able to sleep less and get the same amount

490
00:22:32,600 --> 00:22:36,280
Speaker 2: of rest. Right what changes when you and I we

491
00:22:36,280 --> 00:22:37,800
Speaker 2: were in a law firm or not, there was this

492
00:22:37,920 --> 00:22:40,000
Speaker 2: concept of okay, you're a tough guy, you don't need

493
00:22:40,040 --> 00:22:43,520
Speaker 2: to sleep. You can keep going. The point is nowadays

494
00:22:44,200 --> 00:22:47,199
Speaker 2: sleep deprivation is then you smoking. And so if I

495
00:22:47,240 --> 00:22:49,879
Speaker 2: go to my team or many people in the in

496
00:22:49,960 --> 00:22:53,080
Speaker 2: the young generations, you just tell them that you work only,

497
00:22:53,320 --> 00:22:55,960
Speaker 2: that you sleep only four hours per night, it looks

498
00:22:56,040 --> 00:22:58,800
Speaker 2: like you're not taking care of yourself. It literally looks

499
00:22:58,840 --> 00:23:01,240
Speaker 2: like you're smoking. You are drinking a lot, and you

500
00:23:01,280 --> 00:23:03,919
Speaker 2: don't even sleep. You're really terrible at taking care of

501
00:23:03,960 --> 00:23:06,920
Speaker 2: your longevity and your own life. And so all this

502
00:23:07,119 --> 00:23:09,480
Speaker 2: movement is playing in our favor, and that is why

503
00:23:09,520 --> 00:23:12,360
Speaker 2: there are so many people globally. They buy our product everywhere.

504
00:23:12,520 --> 00:23:14,800
Speaker 1: Yeah, I was doing your website. It is amazing the

505
00:23:14,880 --> 00:23:16,840
Speaker 1: number of countries or a number of regions you are

506
00:23:16,960 --> 00:23:19,240
Speaker 1: in around the world. It looks like you've had sort

507
00:23:19,240 --> 00:23:23,280
Speaker 1: of exponential growth over the last few years. We'll talk

508
00:23:23,320 --> 00:23:24,800
Speaker 1: about that in the moment. I want to go to

509
00:23:24,800 --> 00:23:26,040
Speaker 1: the break. I want to come back from the break.

510
00:23:26,280 --> 00:23:30,919
Speaker 1: Let's talk about the product itself, yep, and the current

511
00:23:31,080 --> 00:23:34,080
Speaker 1: iterations of the product and how many iterations you have had.

512
00:23:34,560 --> 00:23:37,560
Speaker 1: And I want to know, are you a technology business

513
00:23:38,160 --> 00:23:40,800
Speaker 1: or are you a sleep business? And so we go

514
00:23:40,840 --> 00:23:49,520
Speaker 1: to the break, comes straight back. I'm back from the break,

515
00:23:49,520 --> 00:23:53,000
Speaker 1: and I'm here with Alexander and Mateo, and they are

516
00:23:53,040 --> 00:23:55,840
Speaker 1: the co founders, along with Max, who's not here. He's

517
00:23:56,080 --> 00:23:59,640
Speaker 1: probably working on the technology somewhere. And were still San Francisco.

518
00:23:59,640 --> 00:24:00,159
Speaker 1: Where are now?

519
00:24:00,280 --> 00:24:00,680
Speaker 2: New York?

520
00:24:00,720 --> 00:24:04,159
Speaker 1: New York. He's so, You're not not in the valley anymore,

521
00:24:04,280 --> 00:24:05,280
Speaker 1: not in skin anymore.

522
00:24:05,280 --> 00:24:07,600
Speaker 2: Now we're laughed. After a year and a half, so

523
00:24:07,840 --> 00:24:09,520
Speaker 2: we were in San Francisco for a year and a

524
00:24:09,520 --> 00:24:10,760
Speaker 2: half and then back to New York.

525
00:24:10,920 --> 00:24:14,919
Speaker 1: And and I want to know something well first and

526
00:24:15,320 --> 00:24:18,080
Speaker 1: first and almost I want to know about the product itself,

527
00:24:18,119 --> 00:24:22,640
Speaker 1: the actual physical product. How does it work. I mean,

528
00:24:22,680 --> 00:24:25,360
Speaker 1: obviously not going to hear by secrets, but I've got one.

529
00:24:26,160 --> 00:24:29,560
Speaker 1: And and I've got some pitches that I'm going to

530
00:24:29,560 --> 00:24:32,600
Speaker 1: put up on our pages showing me putting it together

531
00:24:32,760 --> 00:24:35,679
Speaker 1: and onto the bed and all that sort of stuff,

532
00:24:35,960 --> 00:24:38,280
Speaker 1: and put it on one of those. I've got it

533
00:24:38,280 --> 00:24:40,600
Speaker 1: on my mattress. And by the way, my mattress brand new.

534
00:24:41,160 --> 00:24:43,120
Speaker 1: And I'll give a shout out to the Coolo Boys,

535
00:24:43,119 --> 00:24:44,800
Speaker 1: the Colo Boys. I've got one of their mattresses. They

536
00:24:44,800 --> 00:24:46,920
Speaker 1: are a next podcast guest, so I have to buy

537
00:24:46,960 --> 00:24:51,080
Speaker 1: their buy their products. And and and I've been listening

538
00:24:51,119 --> 00:24:53,119
Speaker 1: to Peter at and I've been listening to Andrew Whoman.

539
00:24:53,160 --> 00:24:56,360
Speaker 1: Everybody's raving about your products. So I'm really excited about it.

540
00:24:56,480 --> 00:25:00,119
Speaker 1: I'm the world's shittiest sleeper at my age. I'm six out.

541
00:25:00,119 --> 00:25:02,120
Speaker 1: It should be sleeping better by now, but i still

542
00:25:02,160 --> 00:25:04,200
Speaker 1: wake up once or twice a night. So I'm really

543
00:25:04,200 --> 00:25:06,879
Speaker 1: looking forward to getting a better quality sleep. Again, I'm

544
00:25:06,920 --> 00:25:10,040
Speaker 1: better a fair amount of hours seven hours, but I

545
00:25:10,119 --> 00:25:12,119
Speaker 1: don't have I don't know if I'm getting into the

546
00:25:12,160 --> 00:25:16,000
Speaker 1: deep sleep. I'm concerned about neurodegenerative diseases as a result

547
00:25:16,040 --> 00:25:20,840
Speaker 1: of not having enough of glial cells clearing whatever is

548
00:25:20,840 --> 00:25:24,480
Speaker 1: accumulating in my brain during the day, and that's a

549
00:25:24,560 --> 00:25:26,520
Speaker 1: big deal for me. I get very concerned about that.

550
00:25:26,560 --> 00:25:31,639
Speaker 1: In terms of longevity, I'm talking about qualitative lifestyle. Qualitative longevity.

551
00:25:33,720 --> 00:25:36,400
Speaker 1: Tell me about your pro physically, what are we talking

552
00:25:36,400 --> 00:25:39,280
Speaker 1: about here. It's not very thick, it's about it's about

553
00:25:39,920 --> 00:25:42,520
Speaker 1: in your in American terms, it's probably about an inch

554
00:25:42,520 --> 00:25:43,240
Speaker 1: and a bit thick.

555
00:25:45,440 --> 00:25:46,720
Speaker 2: It's probably less than a centime.

556
00:25:47,080 --> 00:25:50,480
Speaker 1: It's relatively heavy relative but it sits on the bed,

557
00:25:50,520 --> 00:25:53,080
Speaker 1: so it doesn't matter relatively heavy. It's heavy than I expected.

558
00:25:53,080 --> 00:25:55,439
Speaker 1: It's got an umbilical call but something looks like an

559
00:25:55,520 --> 00:25:57,800
Speaker 1: umbilical cord to me. So it's a big sort of

560
00:25:58,000 --> 00:26:01,119
Speaker 1: cord that goes at the back of the bed and underneath,

561
00:26:01,160 --> 00:26:05,359
Speaker 1: and I've got it attached to a box they call

562
00:26:05,440 --> 00:26:07,080
Speaker 1: the hub. And it looks like like an air condition

563
00:26:07,240 --> 00:26:09,200
Speaker 1: or something or something. It looks like some sort of

564
00:26:09,240 --> 00:26:13,240
Speaker 1: air conditioner type thing. It's actually quite sleep looking quite nice.

565
00:26:13,240 --> 00:26:16,120
Speaker 1: Look it looks nice and that then in turn connects

566
00:26:16,200 --> 00:26:19,560
Speaker 1: to the power and you put water into the into

567
00:26:19,640 --> 00:26:21,840
Speaker 1: the sort of a thing you put water into into

568
00:26:21,920 --> 00:26:24,800
Speaker 1: the hub. So tell me about your pride. What are

569
00:26:24,800 --> 00:26:25,320
Speaker 1: we talking about?

570
00:26:25,960 --> 00:26:28,920
Speaker 2: So is a mattress cover that you can install onto

571
00:26:28,960 --> 00:26:31,240
Speaker 2: any mattress and it will improve your sleep. There is

572
00:26:32,080 --> 00:26:35,520
Speaker 2: the ten seconds speech and it is a mattress covert

573
00:26:35,560 --> 00:26:38,520
Speaker 2: that doesn't change the feeling of your mattress. So whatever

574
00:26:38,640 --> 00:26:40,560
Speaker 2: you like, it will not change. If you like, you're confidence.

575
00:26:40,560 --> 00:26:43,200
Speaker 1: I slept the last time, I don't feel anything different

576
00:26:43,240 --> 00:26:45,480
Speaker 1: in terms of how the mattress was feeling before.

577
00:26:45,640 --> 00:26:48,600
Speaker 2: And inside this technology, inside this cover, there are two

578
00:26:48,800 --> 00:26:51,440
Speaker 2: key things. One there are sensors and they are able

579
00:26:51,520 --> 00:26:53,720
Speaker 2: to track everything about your sleep and your health. So

580
00:26:53,840 --> 00:26:57,399
Speaker 2: we track your time SLAP, your sleep quality, deep and

581
00:26:57,680 --> 00:27:00,080
Speaker 2: RAM and so on, so everything about your sleep, and

582
00:27:00,160 --> 00:27:02,720
Speaker 2: then with everything about your heart rate, your HRV, heart

583
00:27:02,760 --> 00:27:04,440
Speaker 2: treate variability, and your respiration.

584
00:27:04,600 --> 00:27:06,720
Speaker 1: So I don't really wear a wearable.

585
00:27:06,480 --> 00:27:09,480
Speaker 2: Exactly, so it replaces any wearable. You don't have to

586
00:27:09,560 --> 00:27:10,560
Speaker 2: wear anything, just go.

587
00:27:10,640 --> 00:27:13,080
Speaker 1: To bed perfect. Yeah, because I don't like the wearables.

588
00:27:13,240 --> 00:27:14,480
Speaker 1: I don't want to go to bed with a or

589
00:27:14,560 --> 00:27:17,840
Speaker 1: ring or you know, any other wearable because I'll just

590
00:27:17,960 --> 00:27:20,760
Speaker 1: you feel quite annoyed, just the feeling of it.

591
00:27:20,760 --> 00:27:24,399
Speaker 2: I don't like it. Correct then, based on these biometrics,

592
00:27:24,600 --> 00:27:27,000
Speaker 2: we do chew things in real time. The first one

593
00:27:27,280 --> 00:27:29,520
Speaker 2: is we change the temperature of your bed, so each

594
00:27:29,600 --> 00:27:31,680
Speaker 2: side of the bed will have a different temperature. So

595
00:27:31,720 --> 00:27:33,560
Speaker 2: if you sleep with a partner, you like it cold

596
00:27:33,880 --> 00:27:37,800
Speaker 2: and your partner likes it warm. That is completely How.

597
00:27:37,760 --> 00:27:39,680
Speaker 1: Do we work that part out? How do I work

598
00:27:39,720 --> 00:27:42,840
Speaker 1: out if I because I get hot and that actually

599
00:27:42,840 --> 00:27:45,440
Speaker 1: wakes me up every night at about one or two o'clock.

600
00:27:45,720 --> 00:27:48,000
Speaker 1: I'm really hot, even in the middle of winter. Yep,

601
00:27:48,119 --> 00:27:50,120
Speaker 1: I have to throw the dinner off and then after

602
00:27:50,160 --> 00:27:53,120
Speaker 1: about twenty thirty minutes to get cold again. But how

603
00:27:53,160 --> 00:27:55,359
Speaker 1: does it? How do I does it? Ask me what

604
00:27:55,440 --> 00:27:56,159
Speaker 1: temperature likes?

605
00:27:56,560 --> 00:27:58,760
Speaker 2: So during the installation, you go through a quid and

606
00:27:58,880 --> 00:28:01,040
Speaker 2: so you answer a couple of diferent questions so you

607
00:28:01,080 --> 00:28:03,920
Speaker 2: will share, Okay, I tend to feel hot like a

608
00:28:04,040 --> 00:28:06,679
Speaker 2: colder blah blah blah. And we set the baseline right,

609
00:28:06,840 --> 00:28:09,919
Speaker 2: and then we use artificial intelligence and our core feature

610
00:28:09,960 --> 00:28:12,639
Speaker 2: that is called autopilot. And so every night we're going

611
00:28:12,680 --> 00:28:15,760
Speaker 2: to adjust the temperature for you fifty hundred times per

612
00:28:15,920 --> 00:28:18,960
Speaker 2: night in real time based on your biometrics. So it

613
00:28:19,000 --> 00:28:21,159
Speaker 2: could change based on when you're in deep sleep you

614
00:28:21,240 --> 00:28:23,359
Speaker 2: get a different temperature from when you are in remp

615
00:28:23,920 --> 00:28:25,800
Speaker 2: or maybe there is a heat wave and so the

616
00:28:26,600 --> 00:28:28,879
Speaker 2: temperature in your bedroom is different than usual and we

617
00:28:28,920 --> 00:28:32,880
Speaker 2: will adjust it. Or maybe you had alcohol that night

618
00:28:33,040 --> 00:28:35,760
Speaker 2: and this changes your body temperature, we will adjust temperature

619
00:28:35,840 --> 00:28:38,400
Speaker 2: for you as well. And the same thing, so this

620
00:28:38,680 --> 00:28:42,040
Speaker 2: personalization will happen also for your partner.

621
00:28:42,240 --> 00:28:43,960
Speaker 1: So the thing is going to brain in it. Basically

622
00:28:44,440 --> 00:28:47,800
Speaker 1: there's a brain in side, yeah, a brain some way.

623
00:28:47,760 --> 00:28:50,720
Speaker 2: Correct, there's an eye brain that knows everything. We also

624
00:28:51,360 --> 00:28:55,280
Speaker 2: can capture data from your Apple Watch or your Apple Health,

625
00:28:55,400 --> 00:28:57,480
Speaker 2: so we know what time you train during the day.

626
00:28:57,680 --> 00:28:59,920
Speaker 2: So we try to collect as much information as possible

627
00:29:00,000 --> 00:29:02,320
Speaker 2: about your body that night, and based on that we

628
00:29:02,320 --> 00:29:05,080
Speaker 2: will adjust temperature for you and your partner. And this

629
00:29:05,280 --> 00:29:08,520
Speaker 2: is one thing. Then in May we release the pod

630
00:29:08,600 --> 00:29:11,520
Speaker 2: for Ultra that does another thing, and so we are

631
00:29:11,640 --> 00:29:15,160
Speaker 2: able to mitigate your snoring. And so there is this

632
00:29:15,280 --> 00:29:18,080
Speaker 2: other layer that goes underneath the mattress. It's a sort

633
00:29:18,120 --> 00:29:20,800
Speaker 2: of base, very thin. It disappears, you can install it

634
00:29:21,240 --> 00:29:24,400
Speaker 2: in any matterress. It disappears inside the bad frame. And

635
00:29:24,560 --> 00:29:27,080
Speaker 2: whenever you're snoring, we are going to raise your head

636
00:29:27,320 --> 00:29:30,000
Speaker 2: and you will We will mitigate your snoring. So if

637
00:29:30,040 --> 00:29:32,080
Speaker 2: you have lights snoring, it will go away. If you

638
00:29:32,200 --> 00:29:35,320
Speaker 2: have mile or heavy you will mitigate twenty twenty five percent.

639
00:29:36,240 --> 00:29:38,520
Speaker 2: This also helps a lot of people with sleep happenia,

640
00:29:38,560 --> 00:29:41,440
Speaker 2: which is another major disease that can impact your longevity.

641
00:29:41,920 --> 00:29:45,160
Speaker 2: And so we fix these two things snoring and temperature,

642
00:29:45,400 --> 00:29:47,040
Speaker 2: and that is how we give you better sleep.

643
00:29:47,320 --> 00:29:51,840
Speaker 1: So the II that sits in your software or your system,

644
00:29:53,680 --> 00:29:56,280
Speaker 1: I presume what you're saying is over time it will

645
00:29:56,360 --> 00:29:59,680
Speaker 1: optimize the temperature. I don't snow, so I don't need

646
00:29:59,760 --> 00:30:05,120
Speaker 1: the ultra but not yet. But it optimizes the temperature

647
00:30:05,160 --> 00:30:09,320
Speaker 1: for me based on what it learns about me. Does

648
00:30:09,360 --> 00:30:14,760
Speaker 1: it give me a relativity relative to say, a cohort

649
00:30:14,800 --> 00:30:17,040
Speaker 1: of people at my age, does it sort of say, oh,

650
00:30:17,160 --> 00:30:19,480
Speaker 1: by the way, Mark, compare to everyone else your age

651
00:30:19,520 --> 00:30:24,440
Speaker 1: that we've we've got information on. You're in a at

652
00:30:24,440 --> 00:30:27,640
Speaker 1: the bottom twenty five percent in terms of temperatures instead

653
00:30:27,640 --> 00:30:29,240
Speaker 1: of give me a relativity. Does it tell me anything

654
00:30:29,280 --> 00:30:30,720
Speaker 1: about myself relative everybody else?

655
00:30:31,040 --> 00:30:33,960
Speaker 2: Yeah, impe for temperature. So we tell you when you're

656
00:30:34,000 --> 00:30:37,960
Speaker 2: trying sleep quality whatever exactly. Yeah, you have a section

657
00:30:38,120 --> 00:30:40,320
Speaker 2: with old metrics and you have your own metrics, and

658
00:30:40,480 --> 00:30:44,400
Speaker 2: then we have inside where we surf ace patterns, trends

659
00:30:44,480 --> 00:30:46,480
Speaker 2: and how you compare to similar cohorts.

660
00:30:46,760 --> 00:30:53,560
Speaker 1: And why is Maybe you could tell me why sleeping restfully?

661
00:30:54,680 --> 00:30:58,560
Speaker 1: Maybe that's a good word for six or seven hours,

662
00:30:58,600 --> 00:31:02,760
Speaker 1: whatever the period is, Why is it so important to me?

663
00:31:03,040 --> 00:31:10,080
Speaker 2: For a longevity psych oversimplified, is when your body cleans

664
00:31:10,160 --> 00:31:13,560
Speaker 2: up itself, right, and so you do certain activities during

665
00:31:13,600 --> 00:31:16,280
Speaker 2: the days. There are physical activities and mental activities. Then

666
00:31:17,160 --> 00:31:20,800
Speaker 2: during the deep phase is when the body repairs itself

667
00:31:21,080 --> 00:31:24,040
Speaker 2: from a physical standpoint. Then in the rem phase is

668
00:31:24,120 --> 00:31:27,080
Speaker 2: when your brain cleans up all the information that you

669
00:31:27,160 --> 00:31:30,800
Speaker 2: collected during the day and reorganize this information. And so

670
00:31:30,880 --> 00:31:33,479
Speaker 2: if you start cutting one of these two, you are

671
00:31:33,520 --> 00:31:37,360
Speaker 2: going to penalize your longevity and your own body or

672
00:31:37,520 --> 00:31:40,480
Speaker 2: your own mind and memory. That is why sleep is

673
00:31:40,560 --> 00:31:43,960
Speaker 2: so important. So when you think of health and longevity,

674
00:31:44,000 --> 00:31:46,160
Speaker 2: there are three pillars. So there is sleep, there is

675
00:31:46,240 --> 00:31:50,000
Speaker 2: fitness and nutrition, but the reality is the foundation is sleep.

676
00:31:50,080 --> 00:31:52,920
Speaker 2: Because if you start sleeping two hours per night, you

677
00:31:52,960 --> 00:31:56,160
Speaker 2: will start craving junk food and you will be enable

678
00:31:56,240 --> 00:31:59,280
Speaker 2: to train or train properly. And so there are three

679
00:31:59,360 --> 00:32:03,200
Speaker 2: legs that build the concept of health and longevity. But really,

680
00:32:03,240 --> 00:32:04,800
Speaker 2: if you miss the sleep, but the other two are

681
00:32:04,840 --> 00:32:05,480
Speaker 2: not going to happen.

682
00:32:05,920 --> 00:32:08,600
Speaker 1: So in other words, if I'm really good at training,

683
00:32:08,960 --> 00:32:11,840
Speaker 1: and if I'm really good at food or nutrition, if

684
00:32:11,880 --> 00:32:14,000
Speaker 1: I don't sleep, you.

685
00:32:14,000 --> 00:32:17,120
Speaker 2: Will get injured. So you will lose performance. You will

686
00:32:17,160 --> 00:32:22,400
Speaker 2: lose mental performance, and probably you will you will need

687
00:32:22,520 --> 00:32:26,440
Speaker 2: junk food and you will crave sugar and carbs to

688
00:32:26,600 --> 00:32:28,800
Speaker 2: compensate for the lack of energy that comes from the

689
00:32:28,880 --> 00:32:29,400
Speaker 2: lack of sleep.

690
00:32:29,480 --> 00:32:31,680
Speaker 3: Yeah, and even if you ate well, you wouldn't metabolize those.

691
00:32:31,760 --> 00:32:34,040
Speaker 3: It's the same way because you know your cortisol have spiked,

692
00:32:34,120 --> 00:32:36,480
Speaker 3: like your glucose levels will look different. And so it

693
00:32:36,640 --> 00:32:39,920
Speaker 3: really is the foundational leg of everything is sleep.

694
00:32:40,240 --> 00:32:43,600
Speaker 1: So can we just maybe go through no, no, no,

695
00:32:44,000 --> 00:32:47,880
Speaker 1: you're not neither one of you proposing to be doctors

696
00:32:48,160 --> 00:32:51,000
Speaker 1: or you know, medical giving medical advice, et cetera. But

697
00:32:51,720 --> 00:32:53,800
Speaker 1: maybe I could just sort of dip in a little

698
00:32:53,800 --> 00:32:57,160
Speaker 1: bit into some of the tech, I mean, the biotech

699
00:32:57,280 --> 00:33:00,239
Speaker 1: or the biomedical tech in relation to how our how

700
00:33:00,320 --> 00:33:02,760
Speaker 1: we go when it is sleeping. Maybe just take me through.

701
00:33:04,000 --> 00:33:06,920
Speaker 1: Is it better for me to get a better nine

702
00:33:07,000 --> 00:33:11,480
Speaker 1: pm early early sleep and sleep let's call it seven

703
00:33:11,520 --> 00:33:15,240
Speaker 1: hours and they wake up before am? Or is it

704
00:33:15,320 --> 00:33:18,080
Speaker 1: better for me to go to sleep at twelve am

705
00:33:18,280 --> 00:33:21,560
Speaker 1: and wake up at seven am? I mean, because what's

706
00:33:21,560 --> 00:33:21,840
Speaker 1: the deal?

707
00:33:22,480 --> 00:33:22,600
Speaker 3: Ye?

708
00:33:23,040 --> 00:33:25,440
Speaker 2: So, first of all, we all have a circadian cycle,

709
00:33:26,120 --> 00:33:28,680
Speaker 2: and so your body temperature already changes during the night.

710
00:33:29,480 --> 00:33:33,160
Speaker 2: This is very important because this is how you understand

711
00:33:33,280 --> 00:33:36,160
Speaker 2: how eight sleep works and why eight sleep works. We

712
00:33:36,240 --> 00:33:39,120
Speaker 2: are not reinventing the wheel. Your body temperature is already

713
00:33:39,240 --> 00:33:42,000
Speaker 2: changing during the night. What a sleep does is it

714
00:33:42,280 --> 00:33:47,040
Speaker 2: enhances this body function to do it faster and more properly.

715
00:33:47,880 --> 00:33:50,840
Speaker 2: And so the circadian cycle is when you start feeling sleepy,

716
00:33:51,760 --> 00:33:53,760
Speaker 2: and at that point, as soon as you fall asleep,

717
00:33:53,800 --> 00:33:55,880
Speaker 2: you need a colder temperature. In the first part of

718
00:33:55,960 --> 00:33:58,040
Speaker 2: the night, you tend to have more deep sleep than RAM.

719
00:33:58,200 --> 00:33:59,840
Speaker 2: In the second part of the night you tend to

720
00:33:59,880 --> 00:34:01,760
Speaker 2: have more RAM than deep sleep.

721
00:34:01,800 --> 00:34:03,440
Speaker 1: What's the difference between RAM and deep sleep.

722
00:34:03,840 --> 00:34:07,520
Speaker 2: Oversimplified that deep sleep is when there is the physical

723
00:34:07,840 --> 00:34:10,279
Speaker 2: part of the body recovering, and RAM is when you

724
00:34:10,480 --> 00:34:13,400
Speaker 2: dream and there is the mental part recovering. And so

725
00:34:13,680 --> 00:34:15,680
Speaker 2: what your body does is in the first part of

726
00:34:15,760 --> 00:34:18,040
Speaker 2: the night is focus more on the physical part, and

727
00:34:18,120 --> 00:34:20,560
Speaker 2: so the body wants to make sure that your physical

728
00:34:20,680 --> 00:34:24,359
Speaker 2: body recovers. Once that has been done or partially done,

729
00:34:24,600 --> 00:34:26,799
Speaker 2: is when it starts focusing on your brain and your

730
00:34:26,880 --> 00:34:27,879
Speaker 2: memory and all the rest.

731
00:34:28,000 --> 00:34:30,200
Speaker 1: So you can just go back matter. You're saying that,

732
00:34:30,600 --> 00:34:34,640
Speaker 1: then the first part you need a certain temperature correct

733
00:34:34,719 --> 00:34:37,719
Speaker 1: for the deep sleep. So I go let's say I

734
00:34:37,800 --> 00:34:40,080
Speaker 1: put my head on the pillow. Do I go on

735
00:34:40,160 --> 00:34:41,640
Speaker 1: the deep sleep pretty much straight away?

736
00:34:41,719 --> 00:34:42,000
Speaker 2: Or is it?

737
00:34:42,040 --> 00:34:42,879
Speaker 1: What's the time?

738
00:34:43,440 --> 00:34:47,319
Speaker 2: Usually it varies, it's very different. But again you tend

739
00:34:47,360 --> 00:34:49,759
Speaker 2: to fall asleep. You get into light sleep, and then

740
00:34:50,000 --> 00:34:52,719
Speaker 2: usually you get into deep and then there is RAM.

741
00:34:53,280 --> 00:34:56,840
Speaker 2: Remember that your sleep goes into nineteen minute cycles. So

742
00:34:56,960 --> 00:34:59,520
Speaker 2: everything works in nineteen minute cycles, and you have light

743
00:34:59,640 --> 00:35:02,799
Speaker 2: deep RAM in each of these cycles. But the percentage

744
00:35:02,800 --> 00:35:05,160
Speaker 2: of deep and RAM changes during the night. In the

745
00:35:05,200 --> 00:35:07,080
Speaker 2: first part of the night, there is more deep than

746
00:35:07,200 --> 00:35:09,879
Speaker 2: RAM in this ninety minute cycle. In the second part

747
00:35:09,960 --> 00:35:12,440
Speaker 2: there is more ram right, And the reason is because

748
00:35:12,480 --> 00:35:15,120
Speaker 2: the body first that gives priority to the physical part

749
00:35:15,239 --> 00:35:17,279
Speaker 2: in the second. In the second part of the night,

750
00:35:17,440 --> 00:35:20,279
Speaker 2: once the physical part of the body has recover it

751
00:35:20,360 --> 00:35:24,239
Speaker 2: tends to give no higher priority to your brain. But

752
00:35:24,360 --> 00:35:26,400
Speaker 2: you need different temperatures, and I tell you why. So

753
00:35:26,480 --> 00:35:28,839
Speaker 2: in deep sleep you need a very cold temperature, as

754
00:35:28,880 --> 00:35:31,640
Speaker 2: cold as possible. Obviously you need to balance that with

755
00:35:31,800 --> 00:35:32,799
Speaker 2: comfort because.

756
00:35:32,560 --> 00:35:35,399
Speaker 1: When you say as cold as possible, what I could

757
00:35:35,400 --> 00:35:38,480
Speaker 1: say zero like some stupid I could say it's zero celsia,

758
00:35:38,480 --> 00:35:39,280
Speaker 1: I mean celsius.

759
00:35:39,880 --> 00:35:43,160
Speaker 3: It's relative. So it's as cold as you can tolerate. Yeah,

760
00:35:43,320 --> 00:35:45,080
Speaker 3: that's why it's one of the key things of what

761
00:35:45,160 --> 00:35:46,960
Speaker 3: we built with the product is that when you really

762
00:35:47,000 --> 00:35:49,839
Speaker 3: start looking into everything we read nowadays in the media,

763
00:35:49,880 --> 00:35:52,040
Speaker 3: where they'll tell you keep your bed bedroom met a

764
00:35:52,120 --> 00:35:55,239
Speaker 3: certain cold temperature, it's not the same for everyone. And

765
00:35:55,320 --> 00:35:57,480
Speaker 3: so that's what we do with the pod and with

766
00:35:57,560 --> 00:36:00,360
Speaker 3: the sort of autopalot is fined relative to what you

767
00:36:00,480 --> 00:36:03,040
Speaker 3: feel comfortable when you first get in bed. How much

768
00:36:03,160 --> 00:36:05,279
Speaker 3: lower can we go once you fall asleep in order

769
00:36:05,400 --> 00:36:07,160
Speaker 3: to ease you into deep sleep and keep you in

770
00:36:07,200 --> 00:36:09,520
Speaker 3: deep sleep longer and then doing the same for that

771
00:36:09,640 --> 00:36:12,000
Speaker 3: rum phase. But it is entirely relative.

772
00:36:12,160 --> 00:36:14,720
Speaker 1: So does that mean then I shouldn't have a sooner

773
00:36:14,760 --> 00:36:15,520
Speaker 1: before I get a bit.

774
00:36:16,120 --> 00:36:19,239
Speaker 2: No, Actually, sauna and even an ice bath, So any

775
00:36:19,360 --> 00:36:24,120
Speaker 2: sort of temperature changing your body will actually help you

776
00:36:25,200 --> 00:36:28,480
Speaker 2: to relax. And the key thing is how you end.

777
00:36:28,640 --> 00:36:33,560
Speaker 2: So usually personally I end with the warm part because

778
00:36:33,880 --> 00:36:37,840
Speaker 2: you want the body temperature to be the same almost

779
00:36:37,920 --> 00:36:40,160
Speaker 2: every night, so your body knows that it's time to

780
00:36:40,239 --> 00:36:43,040
Speaker 2: go to bed, and so I do an ice bath. Sorry,

781
00:36:43,040 --> 00:36:45,000
Speaker 2: I do a sauna and an ice bath, a saua

782
00:36:45,080 --> 00:36:47,960
Speaker 2: and a quick eyes bath, and then I let my

783
00:36:48,040 --> 00:36:50,200
Speaker 2: body rest for thirty minutes and then I can go.

784
00:36:50,280 --> 00:36:52,640
Speaker 1: To sleep, just like you're cooking a steak, you know.

785
00:36:53,400 --> 00:36:53,600
Speaker 2: Rest.

786
00:36:54,200 --> 00:36:57,279
Speaker 1: Yeah, then you got a sleep, so bit of sort

787
00:36:57,280 --> 00:36:59,160
Speaker 1: of cool down a bit, or you go back to

788
00:36:59,200 --> 00:37:02,600
Speaker 1: a normal body. You're not overheated from your your sauna,

789
00:37:02,719 --> 00:37:05,080
Speaker 1: and you're not freezing coal from the ice bath exactly,

790
00:37:05,120 --> 00:37:08,000
Speaker 1: so you get yourself back to your normal body temperature.

791
00:37:08,760 --> 00:37:13,200
Speaker 1: What about things like dressing for bed, like I mean,

792
00:37:13,440 --> 00:37:18,000
Speaker 1: should we wear like in the middle of winter? For example,

793
00:37:18,440 --> 00:37:20,520
Speaker 1: a lot of people go to bed with long long

794
00:37:20,560 --> 00:37:24,319
Speaker 1: pajamas on, like or should should were going to be naked?

795
00:37:24,400 --> 00:37:27,440
Speaker 3: Like ideally know naked is better definitely if you're comfortable yet,

796
00:37:27,440 --> 00:37:30,359
Speaker 3: because your body will do the job right. And it's

797
00:37:30,400 --> 00:37:32,160
Speaker 3: one of the things that if you ever go to bed,

798
00:37:32,200 --> 00:37:35,360
Speaker 3: for instance, with socks, you know, your body regulates temperature

799
00:37:35,400 --> 00:37:38,719
Speaker 3: through extremities pulps in your hands, your feet, your head,

800
00:37:38,880 --> 00:37:41,120
Speaker 3: and so if you cover those, then it's going to

801
00:37:41,160 --> 00:37:43,839
Speaker 3: struggle to just as it goes through those fluctuations during

802
00:37:43,880 --> 00:37:46,279
Speaker 3: the night, it can't release the body heat and so

803
00:37:46,320 --> 00:37:48,040
Speaker 3: you're probably gonna feel really hot in the middle the night,

804
00:37:48,080 --> 00:37:49,680
Speaker 3: you're gonna wake up, you're gonna take it off, or

805
00:37:49,719 --> 00:37:51,320
Speaker 3: you know, the typical thing we can all relate to

806
00:37:51,320 --> 00:37:53,320
Speaker 3: where you stick your foot out of the covers is

807
00:37:53,360 --> 00:37:55,920
Speaker 3: because your body is looking for that way to just

808
00:37:56,040 --> 00:38:00,200
Speaker 3: release the body heat. So it's like natural fiber is

809
00:38:00,360 --> 00:38:04,319
Speaker 3: just thinner pajamas. Naked, if you want to, it's definitely better.

810
00:38:04,800 --> 00:38:07,800
Speaker 2: An important thing to highlight is also that when we

811
00:38:07,960 --> 00:38:10,400
Speaker 2: say there we are just the temperature for you, you

812
00:38:10,600 --> 00:38:13,560
Speaker 2: need different temperature every night because maybe you had a

813
00:38:13,640 --> 00:38:16,120
Speaker 2: couple of cocktails, yeah, a couple of drinks. Maybe you

814
00:38:16,200 --> 00:38:19,520
Speaker 2: had to heavymail. Maybe you train and you went to

815
00:38:19,760 --> 00:38:23,200
Speaker 2: play ten is very late in the evening, and now

816
00:38:23,280 --> 00:38:27,200
Speaker 2: your body temperature is higher and your heart rate is accelerated.

817
00:38:27,480 --> 00:38:29,880
Speaker 2: And so our system and our AI takes all these

818
00:38:29,960 --> 00:38:33,879
Speaker 2: factors into consideration and it adjusts the temperature every single night.

819
00:38:34,080 --> 00:38:36,640
Speaker 1: So yeah, so in other words, it's optimizing you based

820
00:38:36,680 --> 00:38:39,600
Speaker 1: on how you got into bed, your state once you

821
00:38:39,640 --> 00:38:42,400
Speaker 1: get into bed. So these senses must be pretty I

822
00:38:42,480 --> 00:38:46,120
Speaker 1: mean they were like every couple of meters, every couple

823
00:38:46,160 --> 00:38:49,600
Speaker 1: of so square half meters or quarter met I mean

824
00:38:50,800 --> 00:38:56,040
Speaker 1: the sensor program is obviously all over the bed. So

825
00:38:56,120 --> 00:38:58,560
Speaker 1: in other words, it gets me everywhere, like it knows

826
00:38:58,600 --> 00:39:00,920
Speaker 1: everything I'm doing sort of thing. Yeah, I mean it

827
00:39:01,000 --> 00:39:01,840
Speaker 1: sounds very interesting.

828
00:39:03,440 --> 00:39:06,799
Speaker 2: The interesting thing is with our sensors, we reach if.

829
00:39:06,719 --> 00:39:08,440
Speaker 1: I have sex in bed, like like, is it going

830
00:39:08,520 --> 00:39:11,040
Speaker 1: to send something like that and send a message back

831
00:39:11,080 --> 00:39:11,640
Speaker 1: to HUMTI.

832
00:39:12,040 --> 00:39:14,799
Speaker 2: We don't send you a message back and potentially could

833
00:39:14,840 --> 00:39:17,480
Speaker 2: detect it, but we don't serve as that. Okay, yeah,

834
00:39:18,280 --> 00:39:20,959
Speaker 2: But the interesting thing is we have reached a point

835
00:39:21,040 --> 00:39:23,719
Speaker 2: where we run a clinical study and we compare ourselves

836
00:39:23,760 --> 00:39:26,560
Speaker 2: to a medical grade device like an EKG, and we

837
00:39:26,920 --> 00:39:30,840
Speaker 2: in HRD detection, we have nineteen nine percent accuracy compared

838
00:39:30,840 --> 00:39:32,880
Speaker 2: to a medical grade device, and in HRV we are

839
00:39:32,920 --> 00:39:35,920
Speaker 2: at ninety five. And it's notoring we are at ninety five.

840
00:39:36,120 --> 00:39:38,080
Speaker 1: The reason I answer because you know a lot of

841
00:39:38,160 --> 00:39:41,160
Speaker 1: devices aren't that accurate. I mean, like if I could

842
00:39:41,200 --> 00:39:43,320
Speaker 1: just get a really basic one, like so running machine,

843
00:39:43,640 --> 00:39:45,359
Speaker 1: you know this, if you almost you put your handle

844
00:39:45,440 --> 00:39:47,520
Speaker 1: there and this tells you what your heart rate is.

845
00:39:48,080 --> 00:39:50,960
Speaker 1: And then if you check on wearables, there's no even

846
00:39:50,960 --> 00:39:53,759
Speaker 1: the wearables can be in accurate too, but like there's no, no,

847
00:39:54,160 --> 00:39:57,239
Speaker 1: nearly no relationship between the things. So in terms of

848
00:39:57,719 --> 00:40:00,120
Speaker 1: what your you guys do, you must have multiple all

849
00:40:00,200 --> 00:40:03,799
Speaker 1: senses every way so that it's always going to get

850
00:40:03,800 --> 00:40:04,359
Speaker 1: me all the time.

851
00:40:04,520 --> 00:40:06,920
Speaker 2: Yeah, we have a lot of space right compare available,

852
00:40:07,000 --> 00:40:09,319
Speaker 2: That is our advantage, and then we stream the raw

853
00:40:09,400 --> 00:40:11,439
Speaker 2: data to the cloud and we're on the machine learning

854
00:40:11,520 --> 00:40:15,279
Speaker 2: in the cloud. But the incredible thing is you go

855
00:40:15,360 --> 00:40:16,880
Speaker 2: to bed as you did for the rest of your

856
00:40:16,920 --> 00:40:19,439
Speaker 2: life and this bad now is a medical great device. Okay,

857
00:40:19,480 --> 00:40:22,600
Speaker 2: we don't have FDA approval yet, which is the equivalent

858
00:40:22,680 --> 00:40:23,439
Speaker 2: in the US office.

859
00:40:23,440 --> 00:40:25,479
Speaker 1: It's not diagnostic though, so you don't need.

860
00:40:25,360 --> 00:40:26,160
Speaker 3: It's not yet.

861
00:40:26,560 --> 00:40:28,600
Speaker 2: It's not yet. But the interesting thing is in the

862
00:40:28,680 --> 00:40:33,560
Speaker 2: back end we already see cardiovascolar diseases and we ceasly papania.

863
00:40:33,600 --> 00:40:36,760
Speaker 2: So we see we see a fibrillation with cicely papnia,

864
00:40:36,920 --> 00:40:39,520
Speaker 2: but we cannot tell you because we are not an

865
00:40:39,600 --> 00:40:41,920
Speaker 2: FDA approved and so we are not allowed to do me.

866
00:40:42,000 --> 00:40:44,600
Speaker 1: Can you nudge me about something?

867
00:40:44,920 --> 00:40:47,440
Speaker 2: We're working on that so within the boundaries of what

868
00:40:47,600 --> 00:40:50,680
Speaker 2: you can do without being FDA approved, can we nudge

869
00:40:50,680 --> 00:40:52,840
Speaker 2: you to talk to a doctor? Because it becomes a

870
00:40:52,920 --> 00:40:55,239
Speaker 2: moral problem at a certain point. Obviously we don't know

871
00:40:55,320 --> 00:40:55,600
Speaker 2: who is.

872
00:40:55,760 --> 00:40:58,480
Speaker 1: What's the moral dilemma for you? Yeah, for us, for you,

873
00:40:59,440 --> 00:41:00,880
Speaker 1: you know, some think it might be you should be

874
00:41:00,960 --> 00:41:01,600
Speaker 1: chelling you something.

875
00:41:01,680 --> 00:41:04,080
Speaker 2: Yeah, And again we don't know who is who. So

876
00:41:04,200 --> 00:41:06,200
Speaker 2: it's not that we know the identity of the person.

877
00:41:07,000 --> 00:41:11,280
Speaker 2: NUM number zero, one, five, a whatever is a code.

878
00:41:11,360 --> 00:41:13,200
Speaker 2: But there is this code and this code has a

879
00:41:13,280 --> 00:41:16,200
Speaker 2: rhythmia and every night his heart rate drops below a

880
00:41:16,239 --> 00:41:19,560
Speaker 2: certain threshold and there is a cardiolasco at risk. Yeah.

881
00:41:19,880 --> 00:41:22,879
Speaker 3: Wow, We've had actual users who sleep on the pod

882
00:41:23,080 --> 00:41:25,800
Speaker 3: that come to their own conclusions with the data. So

883
00:41:25,880 --> 00:41:27,880
Speaker 3: one of the beauties of not being a wearable is

884
00:41:27,920 --> 00:41:30,880
Speaker 3: that people just go to bed and it's there regardless

885
00:41:30,880 --> 00:41:33,200
Speaker 3: whether you touch it or feel it or not. It

886
00:41:33,320 --> 00:41:36,319
Speaker 3: is tracking you. And so people have seen that, maybe

887
00:41:36,320 --> 00:41:38,240
Speaker 3: they've been using the pod for two or three years.

888
00:41:38,400 --> 00:41:40,960
Speaker 3: They see their trends. They know what their heart rate

889
00:41:41,000 --> 00:41:43,440
Speaker 3: at rest should look like, they know what their respiratory

890
00:41:43,560 --> 00:41:46,520
Speaker 3: rate should look like, and when something is off them,

891
00:41:46,760 --> 00:41:49,319
Speaker 3: they themselves checking it on the eight sleep app. They

892
00:41:49,400 --> 00:41:52,200
Speaker 3: realize that something is not right. We had someone who

893
00:41:52,239 --> 00:41:54,799
Speaker 3: wrote to Mateo on Twitter and private DM and said, hey,

894
00:41:54,960 --> 00:41:58,040
Speaker 3: I saw this on my data. I thought this was

895
00:41:58,080 --> 00:41:59,719
Speaker 3: weird because I was also not feeling well, went to

896
00:41:59,760 --> 00:42:02,160
Speaker 3: the hospital, ended up having a heart intervention.

897
00:42:02,520 --> 00:42:02,719
Speaker 1: Wow.

898
00:42:02,960 --> 00:42:05,759
Speaker 3: And this was like a healthy forty year old guy

899
00:42:06,000 --> 00:42:09,240
Speaker 3: who just because of having that tracking of so many years,

900
00:42:09,640 --> 00:42:12,399
Speaker 3: seeing a difference in his trend prompt him to see

901
00:42:12,440 --> 00:42:12,839
Speaker 3: his life.

902
00:42:13,000 --> 00:42:17,239
Speaker 1: So, and do you have a not a program, but

903
00:42:17,280 --> 00:42:19,279
Speaker 1: do you like send emails out to people or some

904
00:42:19,360 --> 00:42:21,720
Speaker 1: sort of correspond to them. However, it is just general

905
00:42:21,760 --> 00:42:25,439
Speaker 1: stuff saying look, you know some research by Peter Ortior

906
00:42:25,440 --> 00:42:28,520
Speaker 1: whoever it is, Andrew Human have said that you know

907
00:42:29,560 --> 00:42:33,040
Speaker 1: a heart rate of twenty two in the middle of

908
00:42:33,080 --> 00:42:37,480
Speaker 1: the night is probably not healthy, and a healthy optimum

909
00:42:37,480 --> 00:42:40,960
Speaker 1: is somewhere between forty and sixty whatever. And so that

910
00:42:41,040 --> 00:42:43,719
Speaker 1: people sort of when they look at their data, they say, wait, man,

911
00:42:44,040 --> 00:42:47,280
Speaker 1: I am twenty two without you without you actually saying

912
00:42:47,800 --> 00:42:50,759
Speaker 1: sort of going to that particular individual, do you do

913
00:42:50,920 --> 00:42:53,640
Speaker 1: that sort of supply education.

914
00:42:54,080 --> 00:42:56,200
Speaker 2: We're working on that right now, and we are also

915
00:42:56,320 --> 00:42:59,520
Speaker 2: calling this some of these abnormalities. So we are trying

916
00:42:59,520 --> 00:43:02,360
Speaker 2: to find the language that is compliant with FDA, and

917
00:43:02,480 --> 00:43:05,279
Speaker 2: so we want to surface look like these abnormalities. This

918
00:43:05,480 --> 00:43:11,040
Speaker 2: is what the medicine says, take a look and eventually

919
00:43:11,080 --> 00:43:11,760
Speaker 2: talk to a doctor.

920
00:43:11,920 --> 00:43:14,520
Speaker 1: Yeah, that's great because it's funny. Now I'm thinking of

921
00:43:16,360 --> 00:43:18,960
Speaker 1: my one I want to I'm not actually very curious

922
00:43:19,040 --> 00:43:21,440
Speaker 1: as to all this stuff because I haven't got a

923
00:43:21,480 --> 00:43:23,040
Speaker 1: clue what my heart right does in the middle of

924
00:43:23,040 --> 00:43:25,000
Speaker 1: the night. I have got a clue.

925
00:43:25,560 --> 00:43:28,480
Speaker 2: And there is also a curve of recovery right, So

926
00:43:29,120 --> 00:43:32,799
Speaker 2: this is something that the behavior of heart, your heart

927
00:43:32,920 --> 00:43:35,440
Speaker 2: rate and I and your HIV is indicative of how

928
00:43:35,520 --> 00:43:38,359
Speaker 2: much you're recovering that night and how you will feel

929
00:43:38,400 --> 00:43:40,719
Speaker 2: in the morning. So by looking at the curve, we

930
00:43:40,840 --> 00:43:43,280
Speaker 2: can know how you will feel in the morning. Another

931
00:43:43,360 --> 00:43:45,879
Speaker 2: thing that is really interesting is we have really high

932
00:43:46,000 --> 00:43:49,439
Speaker 2: accuracy at predicting you're getting sick. Even for this, there's

933
00:43:49,480 --> 00:43:52,320
Speaker 2: plenty of medical evidence, right, So based on your respiration

934
00:43:52,440 --> 00:43:54,640
Speaker 2: and particularly on the behavior of your heart rate, you

935
00:43:55,000 --> 00:43:58,240
Speaker 2: can predict three four days in advance that you're getting

936
00:43:58,320 --> 00:44:01,920
Speaker 2: sick and you will get fever because usually something starts

937
00:44:02,040 --> 00:44:04,160
Speaker 2: changing in your body. Your heart will start going up

938
00:44:04,280 --> 00:44:06,520
Speaker 2: and your REACHERVI goes down. And if you see it

939
00:44:06,600 --> 00:44:09,320
Speaker 2: for X days in a row, you have eighty percent

940
00:44:09,640 --> 00:44:13,319
Speaker 2: accuracy of predicting fever or just getting sick.

941
00:44:13,719 --> 00:44:17,120
Speaker 1: So I see that men aliston to human anyway, then

942
00:44:17,200 --> 00:44:20,799
Speaker 1: I see that he uses one and he swears why And.

943
00:44:20,920 --> 00:44:24,080
Speaker 2: He's part of our scientific advisory board. So Peter Atilla,

944
00:44:24,520 --> 00:44:27,120
Speaker 2: Andrew Euberman and Matthew Walker, they are part of our

945
00:44:27,360 --> 00:44:30,000
Speaker 2: advisory board and so we work with them on a

946
00:44:30,080 --> 00:44:32,000
Speaker 2: lot of this clinical and.

947
00:44:32,080 --> 00:44:36,400
Speaker 1: Do they help you develop more technology or more or

948
00:44:36,840 --> 00:44:40,600
Speaker 1: technology sorry off the back of the technology, better communication

949
00:44:40,760 --> 00:44:42,880
Speaker 1: in terms of metrics back to the user.

950
00:44:43,640 --> 00:44:47,080
Speaker 2: Absolutely, yeah, because obviously the part we have a clinical

951
00:44:47,160 --> 00:44:48,719
Speaker 2: team and we have an R and D team, so

952
00:44:48,800 --> 00:44:51,040
Speaker 2: we have our knowledge. He nows but it's also good

953
00:44:51,120 --> 00:44:53,360
Speaker 2: to talk to people like for example, Peter right with

954
00:44:53,520 --> 00:44:55,680
Speaker 2: a doctor and he has a practice and saying, okay,

955
00:44:55,760 --> 00:44:57,319
Speaker 2: what do you see in the practice. This is why

956
00:44:57,360 --> 00:44:59,960
Speaker 2: we are saying, do you have any recommendation? And maybe

957
00:45:00,120 --> 00:45:02,800
Speaker 2: we run clinical studies together. I mean we run the

958
00:45:02,840 --> 00:45:05,279
Speaker 2: clinical study, but he give us some insights and look

959
00:45:05,360 --> 00:45:08,480
Speaker 2: at these, look at that, maybe even some patience exactly.

960
00:45:08,520 --> 00:45:11,839
Speaker 2: And also his patients use are what product as well.

961
00:45:12,080 --> 00:45:14,360
Speaker 1: That's pretty exciting. So when you're running a business like

962
00:45:14,440 --> 00:45:18,520
Speaker 1: your business, how important is it to get like these

963
00:45:18,560 --> 00:45:23,160
Speaker 1: guys are headliners? Okay, they're big headlines a tear and

964
00:45:25,480 --> 00:45:28,960
Speaker 1: you know Whoman and Matt Walker was Mat Walker.

965
00:45:29,320 --> 00:45:31,200
Speaker 2: Guys who the big book?

966
00:45:32,239 --> 00:45:35,800
Speaker 1: Ah, yeah, I've heard him being interviewed. Yes, And it

967
00:45:35,840 --> 00:45:37,680
Speaker 1: seems like there was a bit of a when I

968
00:45:37,800 --> 00:45:40,279
Speaker 1: listened to him and Peter Tree together and actually there

969
00:45:40,320 --> 00:45:41,920
Speaker 1: was like a bit of a battle. But Peter Tree

970
00:45:42,000 --> 00:45:44,759
Speaker 1: thinks exercises the answer to longevity, like you thinks it

971
00:45:44,800 --> 00:45:48,840
Speaker 1: solves everything. But Walker was talking about sleep being the answer.

972
00:45:49,400 --> 00:45:52,439
Speaker 1: And it was actually quite a good dynamic because they're

973
00:45:52,560 --> 00:45:54,880
Speaker 1: obviously both really important and by the way, if you

974
00:45:54,920 --> 00:45:57,160
Speaker 1: can't sleep, you end up dying anyway. So if you

975
00:45:57,280 --> 00:45:59,799
Speaker 1: yet don't excise, you don't necessarily die. You might over

976
00:46:00,320 --> 00:46:02,600
Speaker 1: a bit quicker than you would ordinarily, but definitely if

977
00:46:02,600 --> 00:46:04,960
Speaker 1: you don't sleep, you're dead or don't get the rider

978
00:46:05,040 --> 00:46:06,040
Speaker 1: man right off sleep.

979
00:46:06,520 --> 00:46:09,680
Speaker 2: How important is no you die from You die from

980
00:46:09,760 --> 00:46:13,560
Speaker 2: sleep their privation sooner than from starvation. Yeah.

981
00:46:14,080 --> 00:46:16,279
Speaker 1: Yeah, and it has been known as to be a

982
00:46:16,360 --> 00:46:20,239
Speaker 1: torture all through history. How important in terms of your

983
00:46:20,280 --> 00:46:24,399
Speaker 1: business is it to get these big headline endorsements because

984
00:46:25,440 --> 00:46:29,680
Speaker 1: you know, like people saying this thing works. How important?

985
00:46:29,719 --> 00:46:31,400
Speaker 1: How beneficial has that been to your business?

986
00:46:31,520 --> 00:46:33,440
Speaker 3: Yeah, it's pretty big. It is a big part of

987
00:46:33,520 --> 00:46:36,920
Speaker 3: our strategy and how we communicate the product because for us,

988
00:46:37,080 --> 00:46:39,600
Speaker 3: we built a new category. When we started the company

989
00:46:39,680 --> 00:46:41,640
Speaker 3: ten years ago, no one was going to the internet

990
00:46:41,719 --> 00:46:44,480
Speaker 3: search for sleep technology. There was no Apple Watch, there

991
00:46:44,600 --> 00:46:46,799
Speaker 3: was no Whoop or none of these companies that also

992
00:46:46,840 --> 00:46:49,080
Speaker 3: talk about sleep and recovery. So it was like a

993
00:46:49,320 --> 00:46:52,239
Speaker 3: very nascent topic to do anything around tracking things for

994
00:46:52,360 --> 00:46:55,600
Speaker 3: your sleep. So you can imagine how long it took

995
00:46:55,719 --> 00:46:59,200
Speaker 3: for just just to build the awareness on people that

996
00:46:59,440 --> 00:47:02,160
Speaker 3: something like that existed and that it could be beneficial

997
00:47:02,239 --> 00:47:03,840
Speaker 3: for your sleep. So now when you look at it

998
00:47:03,920 --> 00:47:07,240
Speaker 3: ten years later, we've build a category. People know about

999
00:47:07,239 --> 00:47:09,759
Speaker 3: sleep fitness, they invest in technology for sleep, and so

1000
00:47:10,760 --> 00:47:12,880
Speaker 3: it is still important for us to bring on board

1001
00:47:13,000 --> 00:47:16,560
Speaker 3: the voices of those that are trusted and they've earned

1002
00:47:16,600 --> 00:47:18,640
Speaker 3: their trust. That's also important for us. So we work

1003
00:47:18,680 --> 00:47:21,120
Speaker 3: with individuals that have earned their trust. It's actually not easy.

1004
00:47:21,160 --> 00:47:22,799
Speaker 3: You don't go there and pay them to say these

1005
00:47:22,840 --> 00:47:25,600
Speaker 3: things about your product. It takes years for them to

1006
00:47:25,760 --> 00:47:28,279
Speaker 3: just you know, use it to they vett it. They

1007
00:47:28,480 --> 00:47:30,440
Speaker 3: for them, their name carries a lot of weight and

1008
00:47:30,600 --> 00:47:33,520
Speaker 3: so it has made a big difference in two dimensions.

1009
00:47:33,560 --> 00:47:36,000
Speaker 3: Of course, the awareness people know them, they see their

1010
00:47:36,080 --> 00:47:38,279
Speaker 3: faces associated to aid sleep, they trust us more and

1011
00:47:38,360 --> 00:47:40,680
Speaker 3: they give us their money and they keep us in business,

1012
00:47:40,719 --> 00:47:43,040
Speaker 3: which is great. But then also what Matil was referring to,

1013
00:47:43,080 --> 00:47:45,680
Speaker 3: which is they are a key component of connecting us

1014
00:47:45,760 --> 00:47:48,800
Speaker 3: to the research that they're seeing what they're seeing in

1015
00:47:48,840 --> 00:47:52,279
Speaker 3: their practice, and there's products that then we can develop together.

1016
00:47:52,280 --> 00:47:54,360
Speaker 3: There's features we can develop together. So it helps a

1017
00:47:54,400 --> 00:47:57,160
Speaker 3: business in those two key ways. And is.

1018
00:47:59,000 --> 00:48:01,600
Speaker 1: Picking on another big name is ze or Musk involved

1019
00:48:01,680 --> 00:48:03,279
Speaker 1: you guys? Is he somehow I've got a he's he

1020
00:48:03,280 --> 00:48:06,720
Speaker 1: got an ad sleep he's not involved in the company,

1021
00:48:06,840 --> 00:48:09,200
Speaker 1: but he uses the product. Then I use the product.

1022
00:48:09,719 --> 00:48:11,960
Speaker 2: Yeah, and this is public that that's why I can

1023
00:48:12,040 --> 00:48:16,000
Speaker 2: share it. And he raved about the product publicly seeing

1024
00:48:16,040 --> 00:48:18,040
Speaker 2: Mark Vackenberg, he did it publicly.

1025
00:48:18,200 --> 00:48:20,640
Speaker 1: So it's another So they're going to wrestle between that's

1026
00:48:20,840 --> 00:48:21,560
Speaker 1: going to each other.

1027
00:48:21,880 --> 00:48:25,839
Speaker 2: Yeah, they're trying to get the any inch of an

1028
00:48:26,000 --> 00:48:27,440
Speaker 2: extreme performance.

1029
00:48:27,680 --> 00:48:30,080
Speaker 1: Because they're they're they're both because I know one of

1030
00:48:30,120 --> 00:48:34,120
Speaker 1: my friends Alex Volkanowski is who's UFC champion, uh has

1031
00:48:34,200 --> 00:48:37,560
Speaker 1: been training Zuckerberg, has trained Zuckerberg, and Musk has got

1032
00:48:37,600 --> 00:48:40,080
Speaker 1: somebody else can But there's a bit of a weight

1033
00:48:40,120 --> 00:48:42,560
Speaker 1: difference between the two. But your your point is very

1034
00:48:42,560 --> 00:48:46,520
Speaker 1: important because like these individuals, everything is about one percent.

1035
00:48:47,120 --> 00:48:49,560
Speaker 1: The one percent is even when it comes to if

1036
00:48:49,600 --> 00:48:51,760
Speaker 1: they wrestle each other or if they do wrestle somebody,

1037
00:48:52,600 --> 00:48:56,600
Speaker 1: it's about getting the best coach, b having the right

1038
00:48:56,640 --> 00:49:01,040
Speaker 1: of man, nutrition, exercising the right way, and probably sleeping

1039
00:49:01,120 --> 00:49:02,799
Speaker 1: the right And.

1040
00:49:02,840 --> 00:49:05,720
Speaker 2: Then we have hundreds of athletes, right Formula one drivers,

1041
00:49:06,320 --> 00:49:09,520
Speaker 2: Louis Hamilton, George Russell, charce La Clerk, all of them

1042
00:49:09,560 --> 00:49:12,440
Speaker 2: they sleep on our products. Sixty seventy percent of Formala

1043
00:49:12,480 --> 00:49:16,680
Speaker 2: one drivers sleep on our product, NBA players, tennis players,

1044
00:49:16,719 --> 00:49:19,520
Speaker 2: a lot of the top ten. Also, Taylor Fritz is

1045
00:49:19,560 --> 00:49:22,360
Speaker 2: one of our athletes and he won the gold medal

1046
00:49:23,080 --> 00:49:26,800
Speaker 2: this year the Olympics and he's in the bronze the

1047
00:49:26,880 --> 00:49:30,080
Speaker 2: bronze medal and yeah, so almost.

1048
00:49:29,960 --> 00:49:33,520
Speaker 3: Quickly, yeah, making sure he doesn't get.

1049
00:49:36,000 --> 00:49:39,799
Speaker 2: Is who won the gold and Alcarra's second. But yeah,

1050
00:49:39,840 --> 00:49:44,279
Speaker 2: so athletes and CEOs, I would say eighty percent of

1051
00:49:44,480 --> 00:49:47,440
Speaker 2: CEOs in Silicon Ballet, all of them they sleep on

1052
00:49:47,520 --> 00:49:48,040
Speaker 2: our product.

1053
00:49:48,360 --> 00:49:51,000
Speaker 1: So why you guys hear austrain now because this is

1054
00:49:51,080 --> 00:49:54,160
Speaker 1: fantastic to get some like yourselves with such an important

1055
00:49:54,200 --> 00:49:58,120
Speaker 1: product with such a global reach on a shoes. But

1056
00:49:58,239 --> 00:49:59,719
Speaker 1: he guys doing hero astrain at the moment.

1057
00:50:00,239 --> 00:50:02,440
Speaker 3: So we've been selling our products in Australia for a

1058
00:50:02,480 --> 00:50:06,279
Speaker 3: bit and it's actually a pretty fast growing market for us.

1059
00:50:06,480 --> 00:50:08,640
Speaker 3: I think it seems to align with just the general

1060
00:50:08,719 --> 00:50:12,359
Speaker 3: interest in Australian people who love to stay healthy, who

1061
00:50:12,400 --> 00:50:15,680
Speaker 3: want to be fit. We're seeing tremendous growth here and

1062
00:50:16,640 --> 00:50:19,440
Speaker 3: we thought, well, why not visit and just see how

1063
00:50:19,560 --> 00:50:23,319
Speaker 3: people are living sleep, fitness and wellness and understand more

1064
00:50:23,360 --> 00:50:26,719
Speaker 3: about our customers here and we've been loving it. I

1065
00:50:26,760 --> 00:50:29,160
Speaker 3: think it's it's been a pleasant surprise to just see

1066
00:50:29,239 --> 00:50:33,120
Speaker 3: like how people are embracing wellness here in a way

1067
00:50:33,320 --> 00:50:35,640
Speaker 3: that is different from how we do it in the US.

1068
00:50:35,840 --> 00:50:39,160
Speaker 3: But it seems to be very much around outdoors and

1069
00:50:39,320 --> 00:50:43,239
Speaker 3: fun and social and that's why I think Gates Sleep

1070
00:50:43,320 --> 00:50:44,880
Speaker 3: is resonating. So we want to we want to keep

1071
00:50:44,880 --> 00:50:47,080
Speaker 3: investing in the market. We want to keep bringing our

1072
00:50:47,120 --> 00:50:49,359
Speaker 3: products here beyond the pod, So there's other products we're

1073
00:50:49,360 --> 00:50:50,800
Speaker 3: working on that I think we're going to be bringing

1074
00:50:50,840 --> 00:50:51,319
Speaker 3: on here too.

1075
00:50:51,640 --> 00:50:57,360
Speaker 1: It's interesting because this whole you know, living longer and

1076
00:50:57,520 --> 00:51:02,360
Speaker 1: living better has been embraced in Australia. I mean I

1077
00:51:02,520 --> 00:51:05,200
Speaker 1: was at a function more recently where we're able to

1078
00:51:05,280 --> 00:51:09,239
Speaker 1: get It's called Soon's Hearts and Minds Conference. It's the

1079
00:51:09,280 --> 00:51:12,400
Speaker 1: biggest conference in Australia for investors where everybody gets an

1080
00:51:12,440 --> 00:51:15,320
Speaker 1: opportunity to get up and pitch the stock the listed

1081
00:51:15,480 --> 00:51:19,920
Speaker 1: the public listed stock that they recommend. It's like a

1082
00:51:20,000 --> 00:51:22,400
Speaker 1: really big deal happens once a year and they were

1083
00:51:22,440 --> 00:51:24,960
Speaker 1: able to bring out Peter a tier for that and

1084
00:51:26,080 --> 00:51:30,680
Speaker 1: it actually increased I got an invitation it actually increased

1085
00:51:30,680 --> 00:51:33,640
Speaker 1: the numbers of attendance by a huge amount just because

1086
00:51:33,680 --> 00:51:35,440
Speaker 1: Peter a teer was there. These are all people who

1087
00:51:35,520 --> 00:51:39,040
Speaker 1: are you know, they're making money, they've sort of probably

1088
00:51:39,239 --> 00:51:43,440
Speaker 1: forty plus a lot of males, I guess, but they

1089
00:51:43,480 --> 00:51:46,200
Speaker 1: are performance orientated. That these are the people who would

1090
00:51:46,239 --> 00:51:48,359
Speaker 1: have been sleeping four hours a night in the old

1091
00:51:48,440 --> 00:51:51,080
Speaker 1: days on the floor now trying to get eight hour

1092
00:51:51,120 --> 00:51:53,400
Speaker 1: sleep so they can perform better, and they'd lead teams,

1093
00:51:53,440 --> 00:51:55,880
Speaker 1: et cetera. And the tea was on that and that

1094
00:51:56,040 --> 00:51:58,400
Speaker 1: was held in this I think it was October November

1095
00:51:58,480 --> 00:52:05,880
Speaker 1: last year. And Australians are embracing big time longevity. Longevity

1096
00:52:05,960 --> 00:52:08,840
Speaker 1: not so much in living longer, but living better or

1097
00:52:08,920 --> 00:52:11,520
Speaker 1: living optimization aither.

1098
00:52:11,160 --> 00:52:13,680
Speaker 2: A myology one versus the lifespun right.

1099
00:52:13,760 --> 00:52:16,720
Speaker 1: Yeah, lifespan versus health span or both hopefully.

1100
00:52:16,960 --> 00:52:19,759
Speaker 2: I mean it is less about extending your not the

1101
00:52:19,880 --> 00:52:22,399
Speaker 2: length of your life. Is just more about being healthy

1102
00:52:22,480 --> 00:52:23,279
Speaker 2: until the last dree.

1103
00:52:23,440 --> 00:52:25,120
Speaker 1: Yeah, you know, I have a think all project and

1104
00:52:25,120 --> 00:52:26,960
Speaker 1: one hundred. I put up a post recently and I

1105
00:52:27,080 --> 00:52:29,440
Speaker 1: did a calculation based on the average agent in Australian

1106
00:52:29,480 --> 00:52:32,480
Speaker 1: male that how many Christmases I've got left to go.

1107
00:52:32,520 --> 00:52:33,879
Speaker 1: How many birthdays I got left to go? How many

1108
00:52:33,920 --> 00:52:36,920
Speaker 1: Grand finals have got left to go for my beloved

1109
00:52:37,000 --> 00:52:42,000
Speaker 1: Rugby League GAT team, And I've got twelve? Well that's

1110
00:52:42,040 --> 00:52:43,680
Speaker 1: not very long that I was there.

1111
00:52:43,719 --> 00:52:46,600
Speaker 2: I I will challenge that.

1112
00:52:47,200 --> 00:52:50,800
Speaker 1: I know, I'm manager. That's the statistical Yeah, just the average,

1113
00:52:51,040 --> 00:52:53,160
Speaker 1: Just a statistical call, because the averages raight male is

1114
00:52:53,239 --> 00:52:58,080
Speaker 1: ready one and actually and I and genetically I should

1115
00:52:58,120 --> 00:53:00,640
Speaker 1: live longer than that because both my parents did. But

1116
00:53:01,000 --> 00:53:02,680
Speaker 1: I've just put it out there for people to think

1117
00:53:02,719 --> 00:53:03,080
Speaker 1: about it.

1118
00:53:03,200 --> 00:53:05,719
Speaker 2: Yeah. Yeah, he's a great framework if you started thinking

1119
00:53:05,760 --> 00:53:08,960
Speaker 2: about the number of Christmas and Summer's huddle after based

1120
00:53:09,000 --> 00:53:10,880
Speaker 2: on statistical as.

1121
00:53:10,480 --> 00:53:14,200
Speaker 1: It's not very long. But my point was I'm thinking

1122
00:53:14,200 --> 00:53:16,800
Speaker 1: about it, and don't leave it to my age to

1123
00:53:16,800 --> 00:53:19,359
Speaker 1: start thinking about it. Think about it now. And if

1124
00:53:19,400 --> 00:53:22,280
Speaker 1: you're insteadventy six eight or forty eight, you've got another

1125
00:53:23,239 --> 00:53:26,480
Speaker 1: twenty on top of that. Perhaps, But these things are

1126
00:53:27,200 --> 00:53:30,120
Speaker 1: given to us by somebody as a gift. You've got

1127
00:53:30,160 --> 00:53:32,239
Speaker 1: to make sure you optimize every single one of them

1128
00:53:32,440 --> 00:53:34,120
Speaker 1: and enjoy every single one of them. And part of

1129
00:53:34,200 --> 00:53:37,759
Speaker 1: that is having a good strategy like sleep. Sleep is

1130
00:53:37,840 --> 00:53:41,240
Speaker 1: part of the strategy for me. And I haven't really

1131
00:53:42,000 --> 00:53:44,960
Speaker 1: up until more recently been thinking about and trying to

1132
00:53:45,080 --> 00:53:49,400
Speaker 1: understand eight hours, seven hours, six hours interrupted sleep, not

1133
00:53:49,520 --> 00:53:53,879
Speaker 1: interrupted sleep, write temperatures, and I think most Astralians don't

1134
00:53:53,880 --> 00:53:56,040
Speaker 1: think that way. I think they know they should have

1135
00:53:56,239 --> 00:54:00,640
Speaker 1: seven or eight hours, but they don't know about deep sleep,

1136
00:54:00,800 --> 00:54:05,800
Speaker 1: ram sleep, temperature controls. And okay, let's get into measurement,

1137
00:54:06,800 --> 00:54:09,479
Speaker 1: because if I've got to manage my sleep, I can't

1138
00:54:09,560 --> 00:54:12,720
Speaker 1: manage what I can't measure. No one can. In business.

1139
00:54:13,320 --> 00:54:15,719
Speaker 1: If you can't measure it, you can't manage it. So

1140
00:54:16,160 --> 00:54:18,960
Speaker 1: if the business is right now, I mean I've got businesses,

1141
00:54:19,000 --> 00:54:22,120
Speaker 1: but if the business of Mark Boris is to live

1142
00:54:22,239 --> 00:54:25,920
Speaker 1: longer and better or optimize, then I've got to measure

1143
00:54:25,920 --> 00:54:29,719
Speaker 1: it before I can manage it. And this is a

1144
00:54:29,880 --> 00:54:32,360
Speaker 1: great this is a really important I can go to

1145
00:54:32,360 --> 00:54:34,440
Speaker 1: the gym, measure what weight it's going to do my

1146
00:54:34,520 --> 00:54:36,839
Speaker 1: body weight? Can I jump this high? And all sort

1147
00:54:36,840 --> 00:54:39,279
Speaker 1: of stuff that. That stuff's easy. But sleep is a

1148
00:54:39,360 --> 00:54:42,960
Speaker 1: bit is a bit mysterious. Is that sort of where

1149
00:54:43,040 --> 00:54:47,240
Speaker 1: you guys are at taking the mystery out by putting

1150
00:54:47,320 --> 00:54:48,040
Speaker 1: numbers around it.

1151
00:54:48,320 --> 00:54:50,239
Speaker 2: We're thinking to their mansion. Some one say that we

1152
00:54:50,280 --> 00:54:53,359
Speaker 2: want to measure it everything, but very soon you will

1153
00:54:53,400 --> 00:54:56,680
Speaker 2: get to a point of so what right, So okay,

1154
00:54:56,880 --> 00:54:59,040
Speaker 2: this is my percentage of deep sleep, this is my

1155
00:54:59,120 --> 00:55:01,840
Speaker 2: percentage of and this main sleep quality. It is not

1156
00:55:01,960 --> 00:55:04,800
Speaker 2: good and so what? And so the big difference between

1157
00:55:04,920 --> 00:55:07,080
Speaker 2: us and all the wearables is that then we take

1158
00:55:07,200 --> 00:55:10,080
Speaker 2: action for you and we do things to improve sleep

1159
00:55:10,120 --> 00:55:12,360
Speaker 2: for you. And that is the big difference. And that

1160
00:55:12,520 --> 00:55:15,680
Speaker 2: is also why we don't see wearables as competitors for us,

1161
00:55:15,800 --> 00:55:17,719
Speaker 2: that they are the best thing that could be out

1162
00:55:17,760 --> 00:55:20,440
Speaker 2: there because they are cheaper and they educate customers and

1163
00:55:20,480 --> 00:55:23,279
Speaker 2: then people start thinking, oh wow, my sleep is not good,

1164
00:55:23,640 --> 00:55:25,520
Speaker 2: Now how do I improve it? And that is when

1165
00:55:25,600 --> 00:55:26,360
Speaker 2: it sleep comes in.

1166
00:55:26,960 --> 00:55:31,480
Speaker 1: And that's a really good point, mao. Because someone I'm

1167
00:55:31,560 --> 00:55:34,319
Speaker 1: off a measurement, I'm off wearing wearables and or rings,

1168
00:55:34,360 --> 00:55:36,000
Speaker 1: et cetera. And I get it, and some people are

1169
00:55:36,040 --> 00:55:39,719
Speaker 1: obsessed by that stuff. But for me, one of the

1170
00:55:39,760 --> 00:55:42,279
Speaker 1: things I said to somebody more recently, well, I know

1171
00:55:42,360 --> 00:55:44,480
Speaker 1: if I've had a bad sleep, I don't need a

1172
00:55:44,600 --> 00:55:47,200
Speaker 1: ring to tell me or something else to tell me

1173
00:55:47,280 --> 00:55:48,800
Speaker 1: that I had a shitty sleep last night, or I

1174
00:55:48,920 --> 00:55:52,239
Speaker 1: wake up three times, and you know, and I wake

1175
00:55:52,320 --> 00:55:56,160
Speaker 1: up FELM, pretty crap. What I think what you're saying

1176
00:55:56,440 --> 00:55:58,080
Speaker 1: is that you're doing something about.

1177
00:55:57,880 --> 00:56:02,160
Speaker 2: It, correct, and that the whole number one principal at

1178
00:56:02,239 --> 00:56:05,960
Speaker 2: eight sleep is the data is just the first step.

1179
00:56:06,040 --> 00:56:09,400
Speaker 2: But what a sleep does is we seamlessly improve sleep

1180
00:56:09,520 --> 00:56:11,960
Speaker 2: for you. We do the job for you. It's actually

1181
00:56:12,000 --> 00:56:14,839
Speaker 2: one of our values. We do the job for you. Yeah.

1182
00:56:14,880 --> 00:56:18,000
Speaker 1: So, like it's interesting you said, so what relations to

1183
00:56:18,040 --> 00:56:21,840
Speaker 1: the data? Maybe that's the problem you're solving. You're solving

1184
00:56:21,920 --> 00:56:23,200
Speaker 1: the so what correct?

1185
00:56:23,920 --> 00:56:24,120
Speaker 3: For me?

1186
00:56:24,200 --> 00:56:24,840
Speaker 1: It was a problem?

1187
00:56:25,680 --> 00:56:26,880
Speaker 2: So what I know?

1188
00:56:27,000 --> 00:56:27,799
Speaker 1: I didn't sleep very well.

1189
00:56:27,840 --> 00:56:29,560
Speaker 2: Yeah, I can track all this sleep. But if my

1190
00:56:29,680 --> 00:56:30,840
Speaker 2: sleep is crap, so what?

1191
00:56:31,200 --> 00:56:31,399
Speaker 1: Yeah?

1192
00:56:32,440 --> 00:56:34,120
Speaker 2: And so actually we have what we call a wall

1193
00:56:34,160 --> 00:56:36,240
Speaker 2: of love. So it's a link to a web page

1194
00:56:36,360 --> 00:56:39,520
Speaker 2: whereas there is plenty of people wearing Anora or a

1195
00:56:39,560 --> 00:56:42,080
Speaker 2: Whoop or other wellables that you're important to have, which

1196
00:56:42,120 --> 00:56:44,759
Speaker 2: is important you have, and they past the screenshot of

1197
00:56:45,000 --> 00:56:49,359
Speaker 2: their Aura Whoop and Apple data before and after using

1198
00:56:49,440 --> 00:56:52,600
Speaker 2: our product, and that is the best marketing ever because

1199
00:56:52,640 --> 00:56:55,400
Speaker 2: they had the score of let's say sixty. Then they

1200
00:56:55,440 --> 00:56:57,800
Speaker 2: start using a sleep and the score goes to eighty.

1201
00:56:58,320 --> 00:57:01,680
Speaker 2: Or they travel and they measure their sleep when they're traveling,

1202
00:57:01,719 --> 00:57:04,160
Speaker 2: when they're back home, and when they travel without the pod,

1203
00:57:04,600 --> 00:57:06,520
Speaker 2: they get their fifty five and with the pod they

1204
00:57:06,600 --> 00:57:09,320
Speaker 2: go back to eighty. And this is not our tracking,

1205
00:57:09,719 --> 00:57:11,800
Speaker 2: is a third party device tracking. But that is the

1206
00:57:11,880 --> 00:57:14,520
Speaker 2: best advertising ever because it's not a sleep telling you

1207
00:57:14,640 --> 00:57:17,160
Speaker 2: that we improve your sleep. Is your wearable telling you

1208
00:57:17,320 --> 00:57:18,480
Speaker 2: that you are improving.

1209
00:57:20,000 --> 00:57:23,520
Speaker 1: Someone like me travel a lot easier a period. It

1210
00:57:23,560 --> 00:57:25,160
Speaker 1: can be a period of time in terms of your

1211
00:57:25,360 --> 00:57:29,400
Speaker 1: plans where you can see yourself, say doing a deal

1212
00:57:29,480 --> 00:57:32,320
Speaker 1: with one of the big hotel groups high I'm going

1213
00:57:32,360 --> 00:57:35,760
Speaker 1: to say American one for whatever it is, and where

1214
00:57:35,840 --> 00:57:38,680
Speaker 1: I can go and get They say, Mark, if you

1215
00:57:38,720 --> 00:57:40,600
Speaker 1: come and stay at our hotel for an extra fifty

1216
00:57:40,640 --> 00:57:44,240
Speaker 1: bucks a night or whatever it is, you can use

1217
00:57:44,320 --> 00:57:47,600
Speaker 1: the eight Sleep product on our beds, on their beds.

1218
00:57:48,040 --> 00:57:51,360
Speaker 3: Yeah, yeah, I mean it should be right, and I

1219
00:57:51,400 --> 00:57:53,480
Speaker 3: think it should be these hotel groups that are thinking

1220
00:57:53,480 --> 00:57:55,800
Speaker 3: about it, because you basically paid to go sleep somewhere else.

1221
00:57:55,880 --> 00:57:57,240
Speaker 3: So it is the most important thing.

1222
00:57:57,480 --> 00:57:59,480
Speaker 1: And that's when I sleep the worst. Yes, when I'm

1223
00:57:59,520 --> 00:58:03,600
Speaker 1: in a hotel because it's got a conditioning. I generally speaking,

1224
00:58:03,600 --> 00:58:05,400
Speaker 1: I walk in the room. I've either got turned because

1225
00:58:05,400 --> 00:58:08,480
Speaker 1: I hate condition going at night. If it's freezing cold outside,

1226
00:58:08,480 --> 00:58:11,240
Speaker 1: it's too hot and dry inside. If it's boiling height

1227
00:58:11,280 --> 00:58:13,320
Speaker 1: outside it's freezing colding on the inside, like both which

1228
00:58:13,360 --> 00:58:17,160
Speaker 1: I don't don't enjoy. And and it's sort of like

1229
00:58:17,560 --> 00:58:19,880
Speaker 1: a one size fits also in other words, every room

1230
00:58:20,040 --> 00:58:26,040
Speaker 1: it's got the same temperature. And having an eight sleep mattress.

1231
00:58:26,480 --> 00:58:28,360
Speaker 1: What do you call the pod? Is that we call

1232
00:58:28,480 --> 00:58:30,800
Speaker 1: a pod an a sleep pod, which is basically just

1233
00:58:30,840 --> 00:58:33,960
Speaker 1: a mattress covered with you some tech around it. Not basically,

1234
00:58:34,000 --> 00:58:35,840
Speaker 1: but that's what it is that I don't don't people

1235
00:58:35,880 --> 00:58:40,040
Speaker 1: get confused, but that can actually maintain what I want

1236
00:58:40,480 --> 00:58:42,560
Speaker 1: to do, and I can just turn all the other

1237
00:58:42,600 --> 00:58:45,200
Speaker 1: ship off. And if I knew there was a hotel

1238
00:58:45,240 --> 00:58:48,440
Speaker 1: group that did this specifically in Australia, for example, when

1239
00:58:48,480 --> 00:58:52,840
Speaker 1: I travel interstate every month every week, I would use

1240
00:58:52,920 --> 00:58:53,560
Speaker 1: those hotels.

1241
00:58:54,000 --> 00:58:56,040
Speaker 2: I'll tell you two things you were like, the biggest

1242
00:58:56,080 --> 00:58:59,240
Speaker 2: aha moment for what customers is the first time they travel,

1243
00:58:59,640 --> 00:59:02,200
Speaker 2: because they get so used to it. I'm thinking, yeah,

1244
00:59:02,360 --> 00:59:04,440
Speaker 2: the first time they travel is when they've write us.

1245
00:59:04,480 --> 00:59:07,320
Speaker 2: They write to customer support and say I didn't realize

1246
00:59:07,720 --> 00:59:10,360
Speaker 2: how great they sleep is until when I travel. The

1247
00:59:10,480 --> 00:59:13,920
Speaker 2: most requested feature is the travel pod because they struggle

1248
00:59:13,960 --> 00:59:14,479
Speaker 2: when they travel.

1249
00:59:14,640 --> 00:59:15,360
Speaker 1: Is there a travel pod?

1250
00:59:16,440 --> 00:59:17,120
Speaker 2: It is not yet.

1251
00:59:17,880 --> 00:59:19,080
Speaker 1: Can you organize?

1252
00:59:19,280 --> 00:59:19,440
Speaker 2: Yeah?

1253
00:59:19,640 --> 00:59:22,360
Speaker 1: For me, I would send it in advance. What would

1254
00:59:22,360 --> 00:59:24,160
Speaker 1: be good if I could buy another one and I

1255
00:59:24,200 --> 00:59:27,200
Speaker 1: could say, listen, I always stay at this hotel in Melbourne.

1256
00:59:27,720 --> 00:59:30,040
Speaker 1: Send it there and I can store for me. Mister

1257
00:59:30,080 --> 00:59:32,080
Speaker 1: Borses is coming. I'm happy to pay for it and

1258
00:59:32,160 --> 00:59:33,800
Speaker 1: put it on his bed. But why not?

1259
00:59:34,160 --> 00:59:34,360
Speaker 2: Yeah?

1260
00:59:34,840 --> 00:59:37,320
Speaker 1: It sounds small bright, but at the end of the day,

1261
00:59:37,480 --> 00:59:38,840
Speaker 1: like it's good for business.

1262
00:59:39,040 --> 00:59:41,240
Speaker 2: Yeah, if you are going there for business and we

1263
00:59:41,360 --> 00:59:45,400
Speaker 2: can give you twenty percent more sharpness, no mental sharpness,

1264
00:59:45,840 --> 00:59:46,360
Speaker 2: you need it.

1265
00:59:46,680 --> 00:59:51,000
Speaker 3: So I have athletes to do that, so yeah, yeah, drivers.

1266
00:59:50,920 --> 00:59:53,200
Speaker 2: We have a team. For some of them, we go

1267
00:59:53,320 --> 00:59:55,280
Speaker 2: and we install it in all the races. For some

1268
00:59:55,400 --> 00:59:57,960
Speaker 2: of our tennis players, for the Grand Slam, we install

1269
00:59:58,040 --> 01:00:01,280
Speaker 2: them the pod. With Taylor Freetz. For the Olympics, we

1270
01:00:01,480 --> 01:00:03,560
Speaker 2: sent one of our guy to install the pods so

1271
01:00:03,720 --> 01:00:05,040
Speaker 2: Taylor could sleep on the parties.

1272
01:00:05,120 --> 01:00:07,760
Speaker 3: Actually had a custom sized pot because the beds in

1273
01:00:07,840 --> 01:00:09,920
Speaker 3: the village were not a size that we make, and

1274
01:00:10,040 --> 01:00:12,400
Speaker 3: so our team made a custom sized pot for him

1275
01:00:12,400 --> 01:00:13,960
Speaker 3: and a few other athletes and they took it into

1276
01:00:13,960 --> 01:00:16,600
Speaker 3: the Olympic village and used it and then you know

1277
01:00:16,680 --> 01:00:17,920
Speaker 3: they win medals and that's amazing.

1278
01:00:18,320 --> 01:00:20,040
Speaker 1: Well maybe it's funny, you know, because I was just

1279
01:00:20,120 --> 01:00:23,880
Speaker 1: thinking about roscial media, thinking how do you develop your business?

1280
01:00:23,920 --> 01:00:25,800
Speaker 1: But I was seeing in Australia as a mob called

1281
01:00:25,880 --> 01:00:28,720
Speaker 1: Koala Mattresses is like the mates of mine sort of

1282
01:00:29,040 --> 01:00:31,480
Speaker 1: set up and they've sold this now private cre own it,

1283
01:00:31,520 --> 01:00:33,640
Speaker 1: but it doesn't matter. But they're really good because like

1284
01:00:33,720 --> 01:00:36,960
Speaker 1: you ream up and you know, email them or go online,

1285
01:00:37,040 --> 01:00:39,000
Speaker 1: you can get the stuff delivered you really quickly. It's

1286
01:00:39,040 --> 01:00:40,920
Speaker 1: in a really easy box, not like a big mattress

1287
01:00:40,960 --> 01:00:42,280
Speaker 1: or a delivery. When you take about the box, it

1288
01:00:42,320 --> 01:00:44,760
Speaker 1: sort of expands, it becomes a mattress. And they're pretty

1289
01:00:44,800 --> 01:00:47,080
Speaker 1: good price. But if you teamed up with something like that,

1290
01:00:47,400 --> 01:00:49,120
Speaker 1: you know, I go by a Cola Mattress and I

1291
01:00:49,200 --> 01:00:51,280
Speaker 1: want to put it in my farm. We're talking about

1292
01:00:51,280 --> 01:00:53,640
Speaker 1: Byron Bay earlier on before we're recording, and I have

1293
01:00:53,720 --> 01:00:56,080
Speaker 1: a farm up there, like a little resort there, and

1294
01:00:57,960 --> 01:01:00,520
Speaker 1: I got all Cooala mattresses every every room, like no

1295
01:01:00,880 --> 01:01:04,040
Speaker 1: mean fifteen rooms whatever we got there, and you know,

1296
01:01:04,120 --> 01:01:07,360
Speaker 1: if I was given an option to put a sleep

1297
01:01:07,400 --> 01:01:10,720
Speaker 1: on there, I would and say to guess, you're going

1298
01:01:10,800 --> 01:01:13,000
Speaker 1: to go to the best sleep of your life. When

1299
01:01:13,040 --> 01:01:15,600
Speaker 1: you wake up in the morning, you're going to feel refreshed,

1300
01:01:15,600 --> 01:01:17,840
Speaker 1: and you're going to enjoy the Byron Bay weather and

1301
01:01:18,920 --> 01:01:21,640
Speaker 1: stand on the grass and you know, get some minerals

1302
01:01:21,680 --> 01:01:23,640
Speaker 1: into your system and you're going to come back from

1303
01:01:23,680 --> 01:01:28,800
Speaker 1: your Byron Bay break like Godzilla. You can take on

1304
01:01:28,880 --> 01:01:32,680
Speaker 1: the world. I mean, I would do that, maybe partnership

1305
01:01:32,760 --> 01:01:36,600
Speaker 1: with some of these mattress providers here in Australia, because

1306
01:01:36,600 --> 01:01:39,640
Speaker 1: I reckon that's fantastic. I mean, like and people, I

1307
01:01:39,720 --> 01:01:41,920
Speaker 1: don't know what it is. Maybe I'm sure you know.

1308
01:01:42,320 --> 01:01:44,920
Speaker 1: Why is it we take for granted our sleep?

1309
01:01:46,400 --> 01:01:49,000
Speaker 2: Why is that? Because I think there is this legacy

1310
01:01:49,080 --> 01:01:50,760
Speaker 2: of what you were saying, right, you and I we

1311
01:01:50,840 --> 01:01:55,800
Speaker 2: grew up with in this environment where sleeping or sleeping

1312
01:01:55,920 --> 01:01:59,080
Speaker 2: too much was weak. Well, instead sleeping very little was

1313
01:01:59,480 --> 01:02:03,000
Speaker 2: strong match well. Instead, this is completely different now, right

1314
01:02:03,120 --> 01:02:05,160
Speaker 2: when we go out with our team, they don't drink

1315
01:02:05,240 --> 01:02:07,560
Speaker 2: at dinner. No one orders a cocktail. We don't. We

1316
01:02:07,640 --> 01:02:10,080
Speaker 2: don't drink either right now there is yeah.

1317
01:02:10,000 --> 01:02:12,240
Speaker 1: Although I'm a whiskey business, which is beig crazy.

1318
01:02:13,200 --> 01:02:15,920
Speaker 2: And so now there is this completely and opposite thing

1319
01:02:15,960 --> 01:02:18,040
Speaker 2: where if you're the sea of a public company you

1320
01:02:18,120 --> 01:02:20,240
Speaker 2: say that you sleep only four hours a night, it

1321
01:02:20,320 --> 01:02:22,400
Speaker 2: looks like you're s CEO is not taking care of

1322
01:02:22,760 --> 01:02:25,600
Speaker 2: himself and might die every any day.

1323
01:02:25,680 --> 01:02:28,280
Speaker 1: Well, the insurance policy just went up on you, exactly right.

1324
01:02:28,480 --> 01:02:30,800
Speaker 2: Well, instead, if you say, look, I don't drink as

1325
01:02:30,840 --> 01:02:32,200
Speaker 2: a CEO, and the imagine you are the sea of

1326
01:02:32,240 --> 01:02:34,560
Speaker 2: a public company, I don't drink. I go to the

1327
01:02:34,640 --> 01:02:36,760
Speaker 2: gym and take care of myself and sleep eight hours

1328
01:02:36,800 --> 01:02:39,640
Speaker 2: every single day, then you look like, Okay, this guy

1329
01:02:39,800 --> 01:02:44,360
Speaker 2: is safe. Yeah, it's a thing. He's the right person,

1330
01:02:44,480 --> 01:02:45,520
Speaker 2: he's in the right mindset.

1331
01:02:46,000 --> 01:02:48,920
Speaker 3: It's a business athlete, right. I think it's so common

1332
01:02:49,040 --> 01:02:52,479
Speaker 3: for athletes that are practicing a sport to talk about

1333
01:02:52,520 --> 01:02:54,720
Speaker 3: these things and they're probably the first ones that started

1334
01:02:54,720 --> 01:02:56,960
Speaker 3: talking about it years ago, and how they invested in

1335
01:02:57,000 --> 01:02:59,280
Speaker 3: all the products that they use and their routines and sleep.

1336
01:02:59,800 --> 01:03:01,520
Speaker 3: But we don't realize that each one of us is

1337
01:03:01,560 --> 01:03:05,320
Speaker 3: an everyday athlete. Obviously, for people running business, it's very

1338
01:03:05,400 --> 01:03:07,040
Speaker 3: clear now and there's a lot of conversation about it,

1339
01:03:07,080 --> 01:03:09,320
Speaker 3: but every single person out there, you're an athlete, and

1340
01:03:09,360 --> 01:03:11,040
Speaker 3: you get one body and you get one life, and

1341
01:03:11,160 --> 01:03:13,600
Speaker 3: so why not treat it like you are an athlete

1342
01:03:13,680 --> 01:03:15,000
Speaker 3: and taking care of it the same way.

1343
01:03:15,240 --> 01:03:17,640
Speaker 1: So that's sort of a little bit away from just

1344
01:03:17,760 --> 01:03:21,640
Speaker 1: being a longevity discussion. It's more about today in a

1345
01:03:21,720 --> 01:03:25,160
Speaker 1: transactional sense. Today you're going to perform a certain way.

1346
01:03:25,440 --> 01:03:28,160
Speaker 2: And Jeff Bezos talks about that, and there was an

1347
01:03:28,200 --> 01:03:30,480
Speaker 2: interview where he says, look, I sleep eight hours every

1348
01:03:30,520 --> 01:03:33,160
Speaker 2: single night because my job is to take the two

1349
01:03:33,960 --> 01:03:36,920
Speaker 2: three ride decision every single day, and so I need

1350
01:03:37,040 --> 01:03:40,800
Speaker 2: to be a peak mental performance and sleep is foundational

1351
01:03:40,880 --> 01:03:41,040
Speaker 2: to that.

1352
01:03:41,960 --> 01:03:45,280
Speaker 1: So in other words, we have business athletes as well

1353
01:03:45,320 --> 01:03:47,440
Speaker 1: as someone who wants to live a long time or

1354
01:03:48,360 --> 01:03:51,840
Speaker 1: optimize that period whilst I am leaving in terms of

1355
01:03:51,880 --> 01:03:52,840
Speaker 1: being able to do as many things.

1356
01:03:53,440 --> 01:03:55,800
Speaker 2: Your favorite athlete who was living every night four hours

1357
01:03:56,360 --> 01:04:03,040
Speaker 2: per night. You wouldn't think any executive at a company

1358
01:04:03,440 --> 01:04:06,120
Speaker 2: is a business athlete. They just use their mind to

1359
01:04:06,280 --> 01:04:07,400
Speaker 2: express their performance.

1360
01:04:07,640 --> 01:04:11,160
Speaker 1: So sleep fitness then is sort of part of your mantra.

1361
01:04:11,600 --> 01:04:15,640
Speaker 2: Yeah, it's all about sleep performance. We improve your sleep performance,

1362
01:04:15,680 --> 01:04:19,640
Speaker 2: so then you can use that performance to achieve whatever

1363
01:04:19,680 --> 01:04:21,800
Speaker 2: you want to achieve in your personal and professional life.

1364
01:04:22,040 --> 01:04:26,440
Speaker 1: Well, I'm totally sold, and I'll bet I've got one anyway.

1365
01:04:26,480 --> 01:04:29,520
Speaker 1: But I'm totally sold, and I look forward to sort

1366
01:04:29,560 --> 01:04:31,440
Speaker 1: of giving you a bit of feedback on this stuff

1367
01:04:31,440 --> 01:04:35,840
Speaker 1: because I have been one of those people who have

1368
01:04:37,160 --> 01:04:39,920
Speaker 1: I understand more recently how important sleep is, but I've

1369
01:04:39,960 --> 01:04:41,800
Speaker 1: been one of those people have taken sleep for granted

1370
01:04:43,280 --> 01:04:46,000
Speaker 1: and therefore, and there's now time for me to be

1371
01:04:46,000 --> 01:04:48,920
Speaker 1: a bit more responsible relative to myself and also all

1372
01:04:48,960 --> 01:04:51,320
Speaker 1: my family and everybody else who relies upon me, my staff,

1373
01:04:51,400 --> 01:04:54,880
Speaker 1: my shaholders everything else. And to some extent I want

1374
01:04:54,920 --> 01:04:56,560
Speaker 1: to sort of share with my audience too, because I

1375
01:04:56,600 --> 01:04:58,960
Speaker 1: feel an obligation to share with my audience because I

1376
01:04:59,000 --> 01:05:03,120
Speaker 1: don't think Australians at are as on board with importance

1377
01:05:03,200 --> 01:05:07,320
Speaker 1: of high quality sleep, perhaps as your audience has been

1378
01:05:07,560 --> 01:05:11,560
Speaker 1: in the part is currently and part of my game

1379
01:05:11,720 --> 01:05:14,920
Speaker 1: is to bring interesting people on, like yourselves, who have

1380
01:05:15,000 --> 01:05:17,600
Speaker 1: got a product that's there to solve a problem. The

1381
01:05:17,680 --> 01:05:20,200
Speaker 1: problem gets solved, and my game is to parlay back

1382
01:05:20,240 --> 01:05:21,960
Speaker 1: out and to the audience and tell them what this

1383
01:05:22,040 --> 01:05:23,560
Speaker 1: is what they should be doing, what they could be doing.

1384
01:05:23,600 --> 01:05:25,240
Speaker 1: I won't see what they should do, what they could do.

1385
01:05:25,880 --> 01:05:30,280
Speaker 1: So Alex and Matato, thanks very much. I really appreciate

1386
01:05:30,320 --> 01:05:33,479
Speaker 1: you coming to the studio today. It's been a really

1387
01:05:34,480 --> 01:05:39,400
Speaker 1: for me, thought provoking discussion about a great business at Sleep,

1388
01:05:40,440 --> 01:05:42,520
Speaker 1: a sleep pod and Age sleep mattress, whatever you want

1389
01:05:42,560 --> 01:05:45,800
Speaker 1: to call it, I really thought provoking conversation. I really

1390
01:05:45,800 --> 01:05:46,320
Speaker 1: appreciate it.

1391
01:05:46,400 --> 01:05:48,120
Speaker 2: Thank you, thank you, thank you.

1392
01:06:00,080 --> 01:06:02,920
Speaker 1: To do, to Do, to Do,