The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

Niklas Östberg is the Founder and CEO of Delivery Hero, a global juggernaut now present in over 70 countries across four continents. In Q4 2024, the company announced GMV of $49BN with $12.8BN in revenue and $750M in EBITDA. They have made an astonishing 35+ acquisitions including $2BN for Glovo. Before launching Delivery Hero, Niklas co-founded Pizza.nu, leading its expansion across Sweden, Poland, Finland, and Austria. In Today’s Episode We Discuss: 04:09 How Skiing Prepared Me For Life As An Entrepreneur 10:12 Losing $200M on Gorillas Investment 17:58 Quick Commerce: Does the Business Model Work? 25:09 How to Master M&A: Lessons from 35 Acquisitions 31:45 Evaluating Acquisitions: The Glovo Example 32:39 Cohort Analysis: Lessons from $49BN in GMV 34:35 Growth Strategies: What Worked? What Did Not Work? 38:27 Competing Against Uber and Doordash 41:40 Is Cash a Weapon in the War for Food Delivery 44:29 Why Are Emerging Markets a Good Investment? 48:21 Why Are European Markets Broken? Are Regulators Killing Europe? 51:57 Quickfire Round: Insights and Reflections

Jake Saper is a General Partner @ Emergence Capital, one of the leading venture firms of the last 20 years. Their many wins include being early investors in Salesforce, Zoom, Veeva and more. In total, the firm has invested $2BN and returned an astonishing $8BN in cash with much more to come.  In Today’s Episode We Discuss: 04:45 The Zoom Investment Story 10:21 Founder, Market, Traction: Rank Them 26:37 Why Market Pull is the Most Important Thing and How to Know 27:23 Are the Best Deals Always Expensive? 28:25 What is the One Framework Emergence Use for Every Investment 29:08 Lessons from the 16x DPI Zoom Fund 30:44 Why Does Every Partner Do Reference Calls on Every Deal? 35:16 We Have Lied to SaaS Founders: The Revenue Rules Changed 37:53 Where Will Value Accrue in a World of AI?  41:37 Three Reasons Why AI Will Not Replace Vertical SaaS 46:38 Who Wins in AI: Startups or Incumbents? 50:09 Why Should Every Company Aim to Be a “Board Discussion” 55:12 Why is Jake Worried About AI’s FTX Moment? 56:00 What Losing Billions on Salesforce Taught Us About Selling 01:00:07 Why Most VC Partnerships are Broken 01:03:07 Grok vs Anthropic vs OpenAI: Buy and Sell? 01:14:25 Quickfire Round: Insights and Reflections

Julian Teixeira is the Chief Revenue Officer at 1Password, where he has grown B2B revenue over 8x and scaled a team of more than 450 in go-to-market. 1Password set the record for the largest raise in Canadian history at the start of 2022 and has raised nearly $1B in capital throughout his time with the company. Prior to 1Password, Julian served as the head of global sales at Lightspeed Commerce, a company he helped scale from startup to IPO and through over 10 acquisitions throughout his decade-long tenure.  In Today’s Episode We Discuss: 04:27 Sales Lessons from Scaling to $1BN in ARR 05:20 How to Create and Master a Sales Playbook 07:53 Lessons on First Sales Hires 09:41 Setting Goals and Targets for Sales Teams 13:22 The Reality of Tech Sales Today 16:19 Evaluating and Managing Sales Reps 19:07 Outbound Prospecting and Pipeline Generation 22:22 Hunter vs. Farmer Sales Models 24:15 Compensation and Specialization in Sales Teams 28:56 Outbound vs Inbound Sales 32:47 Pipeline and Deal Reviews 37:37 Sales Tech Stack and Tools 38:40 Maintaining Sales Morale 44:55 Are Remote Sales Teams Less Effective 46:44 Final Thoughts and Advice This episode is brought to you by: Gong, the revenue AI platform centralising all your revenue workflows in a single unified platform.  [http://gong.io/20-sales] Capchase, helping SaaS companies grow without dilution. Learn more at capchase.com/20vc

Anton Osika is the Co-Founder and CEO @ Lovable, the fastest growing startup in Europe. With Lovable, you can turn your idea into an app in seconds with just a prompt. After just 3 months, the company has scaled to $17.5M in ARR. They are adding $2M in net new revenue every single week. Even better, Lovable has 85% Day 30 retention rate, making it more retentive than ChatGPT.  In Today’s Episode We Discuss: 03:41 How a Side Project Turned into a $200M Company  05:39 Why Talent is 10x More Valuable Than Experience 08:57 How to Use a Waitlist Pre-Launch to 10x Growth 12:29 How to Master a Public Launch: $0 - $1M ARR in a Week 18:02 Why Raise a Large Seed Round 22:22 How Sustainable is Lovable and AI Revenue 25:22 What are Lovable’s Biggest Threats: Incumbents or Open Source 27:00 Raising Series A: Should You Always Take the Money 27:46 How to Compete in the US from Europe  28:25 Is Europe as F****** as the World Thinks 29:02 Building in Europe vs. Silicon Valley 31:20 The Future of Foundation Models: Who Wins 33:47 Grok vs OpenAI vs Anthropic: Buy and Short 41:37 Quickfire Round: Insights and Reflections

Mike Krieger is the Co-Founder of Instagram and now CPO @ Anthropic.  In Today’s Episode with Mike Krieger We Discuss: 03:07 Where Will Value Be Created and Sustained in a World of AI? 04:59 Are Foundation Models Commoditised Today? 08:36 Should Founders Build for the Models of Today or Build for Models of the Future 12:19: Why Will Models Become More Different Than More Similar 16:38: Will Human or Synthetic Data Be More Prominent in the Future  19:28 Model Quality vs. Product UX 23:36 The Competitive Landscape of AI 32:27 Do We Underestimate China's AI Capabilities 33:59 What Did Anthropic Learn from Deepseek 34:07 Is Deepseek a Sustaining and Credible Threat? 37:04 Transitioning from Model Provider to Application Provider 38:26 Where Has Anthropic Chronically Under-Invested 39:08 Why Has Anthropic Been Slow On Consumer Product Development 43:50 What is the Role of a Software Developer in the Future 48:29 Balancing API and Consumer Products 51:09 Is Europe Stronger or Weaker in a World of AI 52:40 Quickfire Round: Insights and Reflections