Harry Zhang with Kevin Hale on Building Lob to Automate the Offline World

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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.


The YC podcast is hosted by Craig Cannon.




00:00 – Harry’s intro

00:10 – What did Lob have when they applied to YC?

1:30 – Documentation as an API company

2:45 – Where did the insight to create Lob come from?

3:55 – Lob’s first version and first customer

6:55 – Closing their first big customer then signing others

12:00 – Did Harry always know Lob would be an API company?

13:30 – How long did it take to work up to enterprise customers?

14:00 – Pricing

19:15 – Creating a product roadmap

20:55 – Tradeoffs when building product

21:50 – Competing for top engineers as an API company

24:00 – Options vs RSUs

27:30 – Sales mistakes

31:50 – Building out features for enterprise clients

33:45 – Why did Lob choose to not vertically integrate?

39:00 – How has Harry had to change as a founder over the life of Lob?

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