#123 - Harry Zhang and Kevin Hale

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.***Topics00:00 - Intro00:31 - Harry's intro00:41 - What did Lob have when they applied to YC?2:01 - Documentation as an API company3:16 - Where did the insight to create Lob come from?4:26 - Lob's first version and first customer7:26 - Closing their first big customer then signing others12:31 - 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 - Pricing19:46 - Creating a product roadmap21:26 - Tradeoffs when building product22:21 - Competing for top engineers as an API company24:31 - Options vs RSUs28:01 - Sales mistakes32:21 - Building out features for enterprise clients34:16 - Why did Lob choose to not vertically integrate?39:31 - How has Harry had to change as a founder over the life of Lob?