Harry Zhang is the cofounder of Lob. Lob makes it possible for enterprises to programmatically send physical mail. They were in the Summer 2013 batch of YC.

Kevin Hale is a Partner at YC.

Harry is on Twitter @harryzhang and Kevin is @ilikevests.

The YC podcast is hosted by Craig Cannon.

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Topics

00:00 - Intro

00:31 - Harry's intro

00:41 - What did Lob have when they applied to YC?

2:01 - Documentation as an API company

3:16 - Where did the insight to create Lob come from?

4:26 - Lob's first version and first customer

7:26 - Closing their first big customer then signing others

12:31 - Did Harry always know Lob would be an API company?

14:01 - How long did it take to work up to enterprise customers?

15:31 - Pricing

19:46 - Creating a product roadmap

21:26 - Tradeoffs when building product

22:21 - Competing for top engineers as an API company

24:31 - Options vs RSUs

28:01 - Sales mistakes

32:21 - Building out features for enterprise clients

34:16 - Why did Lob choose to not vertically integrate?

39:31 - How has Harry had to change as a founder over the life of Lob?