Neil Patel

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Alexandra Zatarain is on a mission to help others optimize their sleep for their best lives using new software and hardware technology. His startup, Eight Sleep, has attracted funding from top-tier investors like Jesse Robbins, Kris Bryant, Anthony Pompliano, and Sophia Amoruso.

In this episode, you will learn:

  • Sleep fitness
  • The advantage of remote-first team building
  • Fundraising
  • Building new categories


For a winning deck, take a look at the pitch deck template created by Silicon Valley legend, Peter Thiel (see it here) that I recently covered. Thiel was the first angel investor in Facebook with a $500K check that turned into more than $1 billion in cash.

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The Ultimate Guide To Pitch Decks

Moreover, I also provided a commentary on a pitch deck from an Uber competitor that has raised over $400 million (see it here).

Remember to unlock for free the pitch deck template that is being used by founders around the world to raise millions below.

About Alexandra Zatarain:

Alexandra is the co-founder and VP of Brand and Marketing at Eight Sleep, the world’s first sleep fitness company. Eight Sleep designs tech-enabled products, content, and services that make people sleep fit.

In 2017, Alexandra was named by Forbes to the 30 Under 30 list of young professionals making an impact in the Consumer Technology industry. The same year, she was a speaker at the Forbes Under 30 Summit on the topic of longevity, sleep, and technology.

Prior to Eight Sleep, Alexandra applied her marketing experience at various startups, academic institutions, and Wall Street organizations. She was raised in Tijuana, Mexico, and now lives in New York City. She holds a B.S. in Communication Science from Tecnologico de Monterrey.

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Connect with Alexandra Zatarain:

Read the Full Transcription of the Interview:

Alejandro Cremades: Alrighty hello everyone and welcome to the deal maker show I am thrilled you know with the guests that we have today. We’re gonna be talking about building scaling going to market. Product market fit brand positioning you know revenue being a category builder. You know all the challenges that come you know with that the ups and downs you name it so without furtherdo. Let’s welcome our guest today Alexandra Zatarain welcome to the show.

Alexandra Zatarain: Yeah, thank you for having me I’m excited to be here.

Alejandro Cremades: So originally born in Mexico in Tijuana so give us a little of a life through a little of a walk through memory lane. How was life growing up there? yeah.

Alexandra Zatarain: It was great I really always remember my childhood with amazing memories. I was very lucky to grow up in a household that had a father who was an entrepreneur who came from sinanoa in Mexico built his own life with very little education. Ah, mother who was a professional. She was ah a doctor and having that sort of balance of just you know parents that have to go out there and build their businesses every day and that’s a lot of where I learned to be the person I am today. And Ijuana was such a great place contrary to what many people may believe it was a great place to grow up in the 90 s or maybe I was just very privileged to grow up in a great environment while I was there and I got the exposure of being so close to american culture as well. So a lot of my dreams professionally were all with. Geared stewards one day coming over to the United States

Alejandro Cremades: Yeah, because I mean when you are talking about sinaloa a tijuana obviously is tough not to think about you know the lack of security the craziness with what’s happening with a cartel so I mean did you did you experience any type of you know. I don’t know uncertainty around that how was how was like growing how was like growing up with with that type of environment first.

Alexandra Zatarain: Yes I think everyone who grows up in places like this your life is touched in some way or another and sometimes it’s the small things like you just learn to grow up where you have to or you want to know right? who are your friends where they’re coming from what are their parents do for a living and you know like just little things like that that. For us seemed so normal growing up but you realized that they’re not and they shouldn’t be and we shouldn’t normalize them. But you know how you build your homes how you protect your properties and all of these things. Um, thankfully it was never anything that hit us in a major way. Ah, but it is. Certainly something a promates through society and everyone can feel it especially as time has gone By. It has become worse.

Alejandro Cremades: Yeah, no I hear you now having your dad an entrepreneur. You know you have it. You have it in you. So How was like growing up also being able to. Experience You know him? you know they’re embracing the struggles the abs the down. So How how was it for you to to be able to see that.

Alexandra Zatarain: We saw it in a very very ah, big way because at some point my dad actually lost his business He had a company for many years probably over 30 years and at some point the company was just not doing well and he had to shut that down. And obviously that hits your family right? that that it makes you consider what are your options and can you still go to the good schools and can you still pay for your home and what I learned is that at the end of the day entrepreneurship comes with a lot of risk but it also gives you the ability to build your own path. And seeing that firsthand and seeing my parents not giving up um, was a big thing.

Alejandro Cremades: So your father was an entrepreneur too. So I guess you know you were able to really experience the ups and downs. You know the struggle the building something from the grown up. So how was that for you first.

Alexandra Zatarain: Yeah, what I learned really seeing my dad go through his own journey and the good times and also the bad times because at some point he had to shut down his business. Um was that entrepreneurship gives you the opportunity to in a way control your own destiny right? You build your own path but it also comes with a lot of risk. And when I was seeing him growing up I never thought that I would become an entrepreneur not something that I aspire to so something I really considered um but I did like the fact that you know he he really had to work really hard. He had to build his own Path. He could figure things out. Um and a mom had to do the same and so. I Think that’s what you learn when you grow up in a household where you have parents that are business owners.

Alejandro Cremades: So I guess say did you at that point you know when you were experiencing that you know where you like I want to be an entrepreneur one day. Yeah.

Alexandra Zatarain: I Never thought about it. Not even once.

Alejandro Cremades: That’s incredible and now I know that the for you coming to New York was quite a quite a career shift quite a life changing experience too. You know I’m sure it was shocking because you know New York is New York I’m sure that a little bit different from what you were. You know, used to in Tijuana. So why. How was how was that change like how was like arriving you know in the land of opportunity.

Alexandra Zatarain: I absolutely loved living in New York and lived there for around 10 years and when I was growing up I always wanted to move to to New York it was I think a place that many of us see in movies and and Tv shows and for me it. It was very appealing to see that level of energy and to to be in. Feel at the center of the world. So when I had the chance to move there after college. Um it. It was just obviously I I took the opportunity and it was very intentional, right? I if I wanted to make it up and I had to find a job. My parents couldn’t just support my move and pay my rent for months on end. So I applied to. So many jobs and you know I was still in college and it’s very hard to get interviews because I was in school in Mexico and I I just really wanted to get a job because I wanted to move there and at least kick things off and I knew that eventually I could build my career towards where I wanted to. But. Um, it. It is I think like many people when you’re young you you have to make it happen and scrap things together to get where you want to go.

Alejandro Cremades: Absolutely now for you when when you you know took on your studies. It was.. It’s very interesting because you studied politics business Communications. So. It’s like a very interesting intersection of all like the different things that are very useful when building a business. So. Why did you study those 3 things why combining them. You know as part of your you know, ah degrees.

Alexandra Zatarain: Um, it probably goes back to what I wanted to originally do so you were asking me whether I wanted to be an entrepreneur I never thought about really become an entrepreneur but I was really passionate About. Communications Crisis Communications politics and all sort of communications related to politics So when I went to school I went to get a degree in international communications but I did compliment that with with many courses and even summers that I did at other universities um with courses around politics and business. Because that’s what I wanted to to do originally? um then business sort of came through out of nowhere and the opportunity to be a founder in a tech company came a bit out of nowhere but that was originally where my path was going and to your point it became really valuable to what I do today.

Alejandro Cremades: So you what once you graduated, you actually took um a few roles at Pr firms. So what have you learned about storytelling. Why is it so important.

Alexandra Zatarain: It is such a critical tool and it starts with one thing and I’ve actually been reading a book by a friend the book’s coming up in in June Paulina menova she wrote this book called hidden genius and she has an entire chapter on storytelling and how. People of great success use storytelling as a tool for their own achievements and it starts from the stories that you tell to yourself so when you learn that sort of art and science of storytelling. You can also shape the stories you’re telling yourself every single day. Whether your days are going well or they’re going badly. It can really motivate you and propel you forward if you know how to use storytelling to put yourself in the right mindset and then second to that. How do you use storytelling especially as an entrepreneur to sell your vision. And you need to sell your vision to yourself every day you need to motivate yourself to keep working on what you’re working on right because days are going to be tough but you also need to sell them to hire great employees to bring on investors and you’re constantly selling that vision. So that’s where the storytelling comes in and and that’s something we’ve learned at 8 sleep that we have both done badly and also learned how to do well it takes time. Not everyone has the ability to distill the story of the why and the long-term vision of their company in a very concise way when you’re just starting out.

Alejandro Cremades: So when you were you know, actually doing these different jobs and you were at this same. You know some of those fintech companies too eventually the opportunity of 8 sleep. You know, comes knocking so how did this happen. How did you meet the cofounders. How do you become a cofounder. And how do you guys think about also bringing this to life because you even had to leave your job move to San Francisco so that’s quite a you know taking the leap of faith there. Especially if this was your first day company.

Alexandra Zatarain: Yeah, it was definitely a huge risk and I think at the time honestly I was maybe just more naive and I think sometimes being naive placed to your advantage because the more you know the the more risk avers you become the opportunity came around because. Mata who’s actually my co-founder but also my husband he’s our Ceo at 8 sleep. We’ve been together for like 12 years now and we had been while we were living in New York starting to embed ourselves into the like nascent tech ecosystem at the time if you think about like 16013 all those years. New York was booming there was a startup alley. Everyone wanted to build startups and kind of recreate the success of Silicon Valley in New York city so outside of our jobs and he had been an entrepreneur a couple times before. So. Outside of his time building his company and then me having my regular 9 to 5 Job we would go to all these events and meet all these people and try to understand what is happening in tech what is tech. How do you build the startup we had absolutely no idea so we had been experimenting with a few ideas for some years we would do things on the weekends. The 2 of us together with. Very bare bones capabilities that we had to like build a website and you know try to come up with ideas of products and at some point in that journey. We met Massimo who’s our co-founder and our chief technology officer and.

Alexandra Zatarain: We started to try to convince max to build some things with us and he’s a great guy. We got along right? and that’s where the journey as founders started and getting to know each other and working together and then it was around 2014 when Matteo started looking into sleep. What he realized is he started struggling with his sleep. He has ah a condition called restless-like syndrome and um, that was hurting his ability to get good sleep. But at the same time he was thinking well how can I optimize my time of sleep and it was just this sort of inside where he realized that there were no products in the market that could help him. Optimize his sleep both to sleep better and eventually be able to sleep less and get just enough quality sleep that we all need every night and that’s where it started. It was that that moment for him and that realization he started talking to some friends. Um, he comes from a background where he grew up as an athlete in italy and so he went to some friends who were athletes that were doing that professionally. How do you manage your sleep had manage your recovery and he’s really realized there was an opportunity that there were people out there who were already kind of optimizing it. But there was not a lot of knowledge. There was not a lot of products that could help. And that’s how it came around. He actually started building the prototype with masssimo initially max is an engineer and so they created this prototype and then at at some point they told me well do you want to help us like put together a little presentation. We want to show this to some friends at a dinner see what they think and that kicked it off is the the famous.

Alexandra Zatarain: Ah, pajama party that we talk about as the inception story for an day’s sleep. They hosted a pajama party at massma’s house in San Francisco and a friend of theirs said well this looks like it has some opportunity in the market. It’s promising I’ll give you a check I think it was like $25000 you know the Silicon Valley story where people and angel investors just for some reason feel compelled to support entrepreneurs and that’s what got them thinking? Oh okay, maybe maybe we should actually do this full time and see where it goes and that was the beginning of 2014 and eventually they decided to ask me if I wanted to more formally join them leave my job in New York move to San Francisco and get it done and and that’s what happened.

Alejandro Cremades: That’s incredible Now What ended up being the business model of aid sleep for the people that are listening to get it. How do you guys make money.

Alexandra Zatarain: Yeah, so what do we do? We develop technology to help people sleep better and we have hard technology and software technology. So we really are a consumer business. We sell you products you come to our website you can buy our technology and you use it every day. You buy the hardware that you install on any bed so you put our central layer or what we call the pot cover on your mattress and then you pay a membership every year so you have this plan where every year you’re paying $180 a year for all of the intelligence and the services that the product provides. Intelligence is what is actually tracking your sleep and your health how you sleep how long your sleep faces your heart rate at rest respiratory rate heart variability all of these trends that are very valuable to see how your sleep and health is doing over time. But then also managing the temperature through that information in real time to make sure that you’re always at the perfect temperature that you need to get optimal sleep. So it cools down and warms up your side of the bed to whatever you need to sleep at your best.

Alejandro Cremades: So You know one thing that comes to mind here is there’s this book called the Founder’s Dilemma. You know it’s ah it’s a great book and I’ve built a company with with my wife you know in the past and then you know obviously you need separate levels of communication. I would say and you know on that book. If for the people that are listening. You know it goes in one of the chapters on how you really need to have this incredible level of communication because tough love is important when you’re building a company. And in many instances where you’re building a company with like a family member or something like that. You don’t want to really give the actual feedback because what you don’t want to hurt each other’s feelings and I think that at the end of the day that you know creates Ineffectiveness. So How have you guys gone about you know those dynamics too.

Alexandra Zatarain: I think that the way that we do it and the reason why it has been successful is because we are willing to give each other that tough love and that tough feedback primarily because we understand. And not just between mato and I but even with with Massimo right? The relationship with founders whether your family or not is really complicated but we all understand that every time that we’re speaking to each other giving feedback or getting mad with each other or disagreeing comes from a place of. Wanting the best for the business and wanting the best for us as individuals we are helping each other grow and become our best so that we can continue leading the company and that I think you need that level of honesty with each other. You need to be able to talk about that and to. Feel that everyone is in it for the same reasons and towards the same goal and that will maintain that relationship in a healthy state. What I’ve experienced and even when I’ve seen other couples work together in companies or siblings you know or best friends. What I’ve seen is that it can actually be a huge asset. Particularly if you are able to work in that in that transparency in the communication because especially with a couple sometimes no one knows you best in the world on your partner so you can use that to your advantage.

Alexandra Zatarain: Where you know exactly?? What’s the best way to challenge them to give them that feedback to give them that idea to suggest them to adjust because you know them you know which buttons to push and if you’re both with the same intention and we want the same goal. You can use that to push the right buttons and get each of you as individuals to be your best and as a result to your business. We’ll get the best out of you.

Alejandro Cremades: I love that now you know very I mean for me the importance of sleep. It’s a I mean I really take sleep. Seriously I mean I for example I had the last year a concussion you know playing soccer and as a result of that I realized. How sleep would impact the way that I could recover you know faster from from the symptoms that I was dealing with also I had a founder here. We actually published the episode. You know a few weeks ago and he talked about how his co-founder pushed him to sleeping and how that a you know really helped with. Depression with they being more productive you know with the different initiatives that they had because it’s very highly demanding to be the founder of a hypergrowth company that has venture backed. So why is sleep so important.

Alexandra Zatarain: It is the most important pillar of health I think people don’t realize that sleep is the most fundamentally important pillar of health you would die sooner of sleep deprivation than food deprivation that is just how much your system needs it every single day. And it needs it in the proper doses and it’s hard to recover when you haven’t gotten the right amount of sleep or quality of sleep for many days in a row so we forget about it maybe because while we’re doing it. We’re not really conscious and so we don’t realize everything that’s happening in our bodies. But it’s really fundamental and particularly to your point of being a founder of being an entrepreneur or being a high performing individual or someone who wants to be performing at their best sleep is the best tool that you have in your toolkit that you should be deploying and utilizing every day to your advantage. It’s going to give you this. Unlock the superpowers of your brain is how I think about it I would rather get my right amount of sleep instead of trying to squeeze in a workout and a meditation and the journaling and you know all the other things that people try to do nowadays with their routines if you would only have to focus on 1 thing that’s going to get you further. With that brain performance. It’s going to be a good night of sleep.

Alejandro Cremades: I love it now in this case I mean I I was just really exposed to this and I keep hearing it now you know the importance of sleep growing up. You know I didn’t really hear about it that much you know and especially ten or fifteen years ago it was all about like hey you know hustle as much as you can don’t sleep as much. Now. There’s more consciousness more awareness also for you guys too. You guys have been a category builder right? I think that you guys are paving you know, really this this new path with with this with this stuff that you guys are are doing but I guess how hard is it. To be a category builder because I know that for example, the first years for you guys of growth also were a little bit challenging so walk us through that.

Alexandra Zatarain: Yeah, building your own category is quite challenging particularly for startups because you know your capital in your runway is like what you have against you right? You’re always sort of running against the clock because you only have so much money in the bank. So it building category will take money effort time but it can also be built by having a great product and a little bit of luck in timing and I think that’s where we have benefited over the last that would say like 5 years where exactly with what you’re mentioning the conversation around sleep has changed and it has increased especially for the last like 2 years So if you find yourself in that position then you can take that and leverage it for your business. But unfortunately sometimes it doesn’t work out sometimes you’re really swimming against a current trying to get people to prioritize something or think about something or talk about a topic that they don’t care about right now. The world just doesn’t want to embrace and so it will be really really tough to build your category and that’s a little bit of what happened to us initially the first I would say maybe 3 years of 8 sleep. Um. The the world didn’t care much about sleep. It wasn’t something people were talking about and little by little there were other companies getting into the space. So. There were many more of us than were more advocates. There were more researchers talking about it. There were more athletes.

Alexandra Zatarain: And celebrities starting to talk about their sleep and so you start seeing the media stories you start seeing bestselling books around the topic and that is what really created the momentum around the topic and we were able to also pair that with a moment when we decided to reposition our our brand. That is a big moment for us in terms of the ability to build the category. You also need to be able to come in with a very unique and appealing message. You need to stand out and that is something that we did around 2018 it was the time when we had raced I believe our c or b. And Keith Raboy who was at the time with Kosla ventures and is now at founders fund. Um, he told us he he let that round for us and he told us one day you will have to reposition your brand because right now no one understands your vision and people just think of you as a mattress company and if you stay there. You’re not going to be able to gain success and no one no investor is going to want to give you money and when he told us that and you know I was overseeing marketing and so that fell on me that was my responsibility I didn’t even know what he was talking about I think like many entrepreneurs you learn a lot of what you do by just doing it. Right? It’s not like you go to school and learn everything in a perfect course. So it was a journey even just to understand what do you mean with reposition. Why do I have to do who I have to talk to and that was maybe 1 of the biggest.

Alexandra Zatarain: Unlocks for our business because we paired the momentum of what was happening and just the consumer chatter and people starting to care about sleep with our very unique message that we came through with which is really we are a mission driven Business. We. Measure our success and our ability to help people achieve sleep fitness we created this thing that we call the sleep fitness category and we defined ways in which our products can help you achieve sleep fitness and so when we came in with that message very strongly. We stood out. There was no other company that was talking about sleep or selling you products in sleep. Would appeal to you in that way and that would talk to you in that way about sleep and something that can be measured prioritized and optimized that you can use technology to your advantage. So That’s where we’ve been able to build that category slowly of our own in our own space and over time we’d want to see more companies come into that category with us as well.

Alejandro Cremades: So how much you are alluding to it with a Keith and in and and the and the different rounds that you guys have raised how much capital has the company raised to date and how has it been also going from 1 lifecycle to the next.

Alexandra Zatarain: Over 160,000,000

Alejandro Cremades: You know and and and and especially how those expectations have shifted from one round to the next with investors.

Alexandra Zatarain: Yeah, early on when you raise money. It’s all about the promise and the investors are willing to take some risk and to give you capital to test the market and test your hypothesis and see what you can learn and see if you can find product market fit. But as time progresses that is not true anymore. And especially at the stage where we’re at and growth. It’s all about the numbers. It is 100 % about just how your business is performing. What are your unit economics. What is the predictability and scalability of the channels where you’re deploying money but also in our case, there’s the added complexity of innovation. So we’re not just category builders in terms of the brand and and. All of the conversation around sleep. But then we also need to build our own category and literally the products that we build There’s no space in the shelves for it if we were going to a retailer and said oh we make a cover with technology that you put on any bed. They don’t know where to put us right? Is it consumer electronics is it a health device is it betting no one knows. So we’re innovating in that technology. It’s proprietary technology. It has patents right? So there’s all of that r and d complexity. Um, and so that is also part of what investors value of our company. There’s there’s the performance and in what consumers are paying for it and how much money we make out of every unit. But then. But continues innovation that we’re able to make in our hardware and software.

Alejandro Cremades: And also how have you guys thought about the remote working environment.

Alexandra Zatarain: Yeah, so we actually went remote in 2020 like most companies and in this year I’d say probably more towards the end of last year is when we started being a bit more hybrid meaning we have 2 main hubs one in San Francisco one in New York and those hubs are very necessary for us and there’s people in the team that go there almost every day because we built physical products. So it’s easier to keep a remote organization. Maybe you’re primarily software based or you’re doing a lot of things around marketing or operations or finance but we built hardware products too and they’re pretty complex. And so there’s a lot of prototyping. There’s a lot of testing a lot of Qa. Um, and so those hubs exist for that purpose for these teams to get together. There’s also you know the the clinical research part which is a new function that we added to the business last year that’s in-house now and so the team that needs to get together and actually they run clinical tests. With individuals on our product so that we’re able to demonstrate the efficacy of our technology and how it influences your sleep. So we’re a bit of sort of that hybrid right now with always that mentality that is remote first and people. Can live anywhere and that’s allowed us to attract tremendously talented people from all over the world over the last three years

Alejandro Cremades: So what kind of products. Do you guys say have right now in store I mean the one that one that you’re thinking and and and also like right now mean you are alluding to that you have you have created this hardware device.

Alexandra Zatarain: The ones that we’re planning to build next. Yeah.

Alejandro Cremades: Also it keeps a temperature you know of the of how you’re sleeping and all of this stuff. So can you like share with all the people that are listening. What are you currently selling? What is that what is that hardware product.

Alexandra Zatarain: Um, yeah, yeah of course so our signature product is called the pod. So if you go on our you’ll see us talk about the pod and the pod is a technology that you can add to any bed to manage the temperature to perfection. Temperature is the number 1 factor that gets in the way of good night’s sleep and if managed properly. You can also be the number one sleep aid people need to actually drop their temperature their core body temperature by a few degrees in order to fall asleep. That’s just biologically what happens with our bodies. Um, but then it also plays and ah, a really big role in helping us stay asleep and achieve deeper sleep. So what we did with the pot is use that signs that hadn’ already been proven and create a product that will aid you and influence how you fall asleep and and stay asleep. Um, it’s able to do that because it has sensors the sensors are tracking how you’re sleeping when you’re sleeping how you’re breathing your heart rate at rest your recovery with your hrv your sleep faces and using that information in real time to tweak the temperature of your side of the bed to your liking that can be influenced by the temperature in your bedroom the local weather all of these other things is taking into account. All of those metrics. So there’s all of that sort of machine learning in in the backend. There is the experience of the product when you get in bed you’ll actually feel the difference in the temperature and then when you wake up, you’ll be able to see the difference. It made in your sleep because you wake up to a full detailed sleep and health report.

Alejandro Cremades: Have you seen like a the pream post a of someone using aid sleep like what was the impact that they experienced when they started using 8 sleep.

Alexandra Zatarain: Yes, as we’ve seen that so the technology in the pod has been proven to improve sleep quality by up to 32% also give people up to 34% more deep sleep and an increase of around 19% in your recovery measured by your hrv.

Alejandro Cremades: Wow.

Alexandra Zatarain: And that’s because of that micro climate that it’s creating personalized to you so that you never feel too hotter to cold and that’s going to allow you actually fall asleep faster and stay asleep in a deeper state.

Alejandro Cremades: And I know that this varies per person. But what is the ideal time of sleep. You know of of someone.

Alexandra Zatarain: The length of sleep should be around like 7 to 9 hours and that’s based on what we know today about sleep. That’s another thing we talk often about at 8 sleep which is um, we we know a lot based on what has been able to be studied so far about sleep but the reality is that it’s been really hard to run. Really large-scale fully representative studies about how humans sleep. Ah, mainly because of lack of the technology but products like atit sleep and other sort of wearables that are entering the market are going to allow us to actually see that and to understand. What do we really need? How does that differ as we age as we go through you know, even backgrounds and where you live in the world and all of these things. It’s much more probably personalized than we think right now the standards and the recommendations around sleep are are very much black and white. But I think over the next ten years we’ll be able to discover much more.

Alejandro Cremades: So Alexandra let’s say you were to go to sleep tonight you know since we’re talking about sleep. You go to sleep tonight and you wake up in a world where the vision of 8 sleep is fully realized what does that world look like.

Alexandra Zatarain: It is a world where one everyone is getting great sleep every night. So that means we’ll all be happier healthier in better moods and not cranky with each other and not starting fights and fully energized. So even just that is a big plus. But second our full vision is going to enable for people to stay on top of their health while they sleep. Um, what we have envisioned is that the bed is actually going to be turned into a preventative health device when you go to bed it. It will be like going and getting a health checkup and that health checkup can be asked. And depth as you want it to be depending on the night or it can be more superficial today. The pod already tracks your heart rate at rest your heart rate variability your respiratory rate. So if you want it, you could already see trends about what’s happening with your health about how you’re recovering about whether you’re getting sick. Even though it’s not a diagnosis device but data is there. It’s in your app you can already review it and one day it will be able to diagnose for you and it’ll be able to tell you that something may be happening but the next versions of products that is. Already sort of part of our vision. We’ll add even more capabilities of sensors that could be imaging that could be contactless ultrasound and that is our vision is we want to be able to detect when there is something happening in your body that you should be paying attention to whether that is things growing inside that could be Cis that could be tumors.

Alexandra Zatarain: Ah, whether there is you know eventually could there be technology that could tell us that there is cancer. Um the the sky’s limit it all depends on what are the technologies that are already being built that we could bring into that space that is your bed and your bedroom. And people could be able to wake up with peace of mind knowing that if something was developing. They could actually catch it early on Thanks to the hours that they’re sleeping on the pod.

Alejandro Cremades: That’s amazing now. Imagine if I put you to a time machine I put you into a time machine and I’m able to bring you back in time you know back in time maybe to that moment where you know you were working you know in different companies in New York city and and at this point you know like. Maybe you had the opportunity of of sitting down with that younger self and being able to give that younger Alexandra 1 piece of advice before launching a business. What would that be and why given what you know now.

Alexandra Zatarain: I would tell her to spend much more time building a strong network of really smart people that has been undoubtedly the most valuable asset for the company is. The people that you’re able to surround yourself with either to hire or to go for advice um or to bring on as investors. Um, the network is really important and I think especially when we’re young, we don’t realize that it’s not just about your friends that maybe you love to spend time with. But it’s who are the smartest people that you know wherever you go whether you were in high school and college and a course and you know your community or neighbors your different jobs staying in touch with these people being able to understand where are they really smart in which areas where are they the best at in the world pursuing people who are the best in the world at something. And maintaining those relationships over time will become really important for your business and it’s something I didn’t think about at the time.

Alejandro Cremades: I Love that. So for the people that are listening. What is the best way for them to reach out and say hi.

Alexandra Zatarain: On Twitter Twitter is the best place to reach us whether it’s me or my co-founders or even at sleep. And yeah, we’ll always love hearing from people who are in our community whether use our products or not or you’re thinking about them or you just want to chat about sleep and health. We’re always excited to talk about people who are into the space of sort of sleep optimizations and sleep fitness.

Alejandro Cremades: Amazing. Well hey Alexandra thank you so much for being on the deal maker show to aid has been an honor to have you with us.

Alexandra Zatarain: Of course, thank you for the chat.

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