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Brian Chesky
Co-Founder, Chief Executive Officer, Head of Community & Chairman of the Board, Airbnb Inc

Intel ❤️ Apple, Brian Chesky Joins, WNDR Leaks, Trial Reporting

📅 May 08, 2026 TBPN 154 MIN 695 SEGMENTS · 5 SPEAKERS
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What Brian Chesky said

Written from the verified transcript and checked against it. Every figure links to the moment it was said.

Brian Chesky said Airbnb's growth accelerated for the first time since the pandemic, with revenue up 18% in the latest quarter versus 10% last year, driven by a small team called Project Hawaii that focused on conversion rate and the guest journey. He noted 60% of Airbnb's code is now written by AI, and AI has reduced customer service ticket costs by 10%, with 40% of contacts resolved by AI. He expressed concern that designers might sit out AI, calling it the biggest opportunity for creative people in his lifetime, and said if he were starting Airbnb today, he would be vibe coding. He sees Airbnb's biggest growth in going beyond its core business, including hotels (half of which are independents), services, and stays longer than 30 days. He believes marketing requires new tactics, as standard approaches become stale, and cited the Barbie Malibu Dreamhouse as an example of high-ROI marketing.

Key takeaways

  1. Airbnb revenue grew 18% in the latest quarter, up from 10% last year, the first acceleration since the pandemic.
  2. 60% of Airbnb's code is now written by AI, and AI resolves 40% of customer service contacts, cutting ticket costs by 10%.
  3. Chesky said if he were starting Airbnb today, he would be vibe coding and using Claude Code.
  4. Airbnb's core business could double to $200 billion in gross bookings, with hotels, services, and long-term stays as growth areas.
  5. Chesky said the Barbie Malibu Dreamhouse was the most popular marketing Airbnb has ever done, with better ROI than any ad.

Numbers and commitments

FigureWhat it refers toTypeAt
18% Airbnb revenue growth in the latest quarter metric 1:58:48
10% Airbnb revenue growth last year metric 1:58:48
60% Share of Airbnb code written by AI metric 1:59:19
10% Reduction in cost per customer service ticket metric 1:58:48
40% Share of customer contacts resolved by AI metric 1:59:19
$200 billion Potential future gross booking value for Airbnb core business guidance 2:28:20
8 or 9 Number of hotel stays for every Airbnb stay metric 1:38:08
30 days Length of stays in the long-term living market other 2:28:20

Chapters

  1. 0:00Business acceleration and Project Hawaii
  2. 2:19:56Advice for entrepreneurs and designers
  3. 2:25:41Marketing tactics and distribution
  4. 2:28:20Growth beyond core business
  5. 2:32:50Blimp partnership idea

Questions asked in this interview

12
  1. 1:57:55We'll bring him in to the TV room right now. Brian, how are you doing?
  2. 2:01:14So what do you have to communicate to the team that is receiving information from this new quasi team?
  3. 2:04:40Like, is that a helpful exercise?
  4. 2:08:00The stock has not been beaten down during the SaaS apocalypse but have you had to process those with investors, have you had to walk people through Airbnb's strengths again?
  5. 2:12:02I can imagine like people researching like places to go with LLMs could ultimately drive some of that and then ultimately reinforce each other. But what do you think?
  6. 2:15:21... of money get a bunch of customers it's really easy to make money and it's more risk on in consumer like what do you think needs to happen or is it just the intelligence isn't quite there and maybe the next model is the one that unlocks it?
  7. 2:21:31On that note, how are you talking to or how would you talk to designers or RISD students about applying non-technical skill sets or non-AI disciplines, non-computer science backgrounds to consumer?
  8. 2:24:56Is there a new playbook that needs to be rolled out for anyone who has something that's great, but they need to get in the hands of consumers broadly?
  9. 2:27:56Is the biggest opportunity to just continue to make the best product in the category, ride the continued growth of it, or do you think there's another STR size market for Airbnb?
  10. 2:30:06Do billboards in San Francisco work on you?
  11. 2:30:32... I'm wondering is your thesis on marketing that these things go in cycles and yes we might be out of the influencer marketing meta right now but it's going to come back in 5, 10 years who knows or is it rise and fall and then never again?
  12. 2:30:56What do you think you guys are?
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You're watching TVPN.
Today's Friday, May 8th, 2026. We are live from the TVPN, the temple of technology, the fortress of finance, the capital of capital.
Jordy has some new buttons.
I got some new buttons.
And that's why we had to be off for a couple days.
Yes. Deep engineering work. The great lock-in continues.
The great locking. No, we will go into a review of the last few days, but first we'll give you a review of the next three hours because we have Josh Reeves from Gusto coming on, Jonathan Eman from Sweet Green, Z from Reef Factor, and then Brian Chesky from Airbnb coming into the TVPN Ultradome. We're very excited. Lighter schedule. It's Friday.
Friday. We're having fun. We're going to be hanging out here on the stream telling you about the American economic roller coaster. You've heard this story before, just nonstop.
Okay, so the American economic... be back. We miss you guys.
It's good to be back. Yeah, we got a bunch of stuff going on. So a whole bunch of economic news over the last couple days. Stock market is absolutely ripping. We should be in white suits. Intel's up 20% today, almost. And there's this split between the AI economy and the real economy, the American economy. And there's a whole bunch of different things that you need to puzzle together to get a picture of what's going on. And then I'm discovering that there are K shapes within the K shapes. Even in the real economy, there's a divide between different companies. And so, I wanted to walk through that. So, let's start with the Intel news. It's up almost 20% today on the news that they will be making chips for Apple. There's a report in the Wall Street Journal about this. They've reached a preliminary chip agreement. It's not completely locked in, but there's a whole bunch of extra context here that we've been tracking for the last 6 months, 12 months as some of this was expected. The revitalization of Intel was something that a lot of folks were clamoring for. Ben Thompson, myself, a lot of folks, Leopold Ashen Brener, we're all hoping for something and plans are starting to come together. So, the talks have been described as intensive. Intensive talks between the two companies have been ongoing for more than a year. Apple's been talking to Intel. Interesting. Of course, Intel and Apple have been long-term partners for what, all the 90s, 2000s up until the Apple Silicon program where they started going direct to TSMC. Can they get them back? It seems like potentially in some form factors, but we're going to dig into it. So, they have hammered out a former deal in recent months. And it's still unclear which exact Apple products Intel would make chips for and manufacture them, both its own designs. So, Intel has two main businesses. It's both a design shop and a manufacturer. They have a fab and a design unit. And in its foundry unit, both businesses have been underperforming for years before Lip-Bu Tan came in as the new CEO and was vowing to revitalize them. And so last summer the Trump administration struck a deal to convert nearly $9 billion in federal grants into Intel stock, giving the US 10% at $21 a share. It's now at $125 a share. So, White House has got to be feeling pretty good.
Yeah, huge. I mean, I'm pretty sure Jensen has made over a billion dollars on the $5 billion investment. I mean, just today if it's up 20% and he must have seen a big growth in that position since then. So, just today probably a one or two billion dollar print. And so the reporting here in the journal says that the Trump administration was actually key in bringing Apple to the table putting pressure on sort of both sides to say hey let's think about the future of American manufacturing resiliency reducing Taiwanese dependence on a foreign supply chain and giving Intel a real shot at underwriting the next big fab that they want to build.
Nvidia got in at $23 a share with their $5 billion investments. So up around a 5x.
Not bad. That's not bad at all.
The guy really needed it.
He paid for Grok with that. That's pretty sick.
Oh yeah, he just paid for Grok perfectly.
That's why he wired before they actually... Yeah. He's like, I'm up. I got gains. I need to offset these. So Commerce Secretary Howard Lutnik has met repeatedly over the last year with high-ranking Apple officials including CEO Tim Cook as well as SpaceX chief Elon Musk, Nvidia chief Jensen Huang, to try and convince them to get into business with Intel. There was a discussion about should Nvidia dual source the Grace CPUs from Intel. SpaceX and Elon's been with Samsung for a lot of Tesla chips, but there's been discussion there. There was that rumor about GlobalFoundries and Elon's always been in and around the fab world and he's obviously going a lot deeper with the long-term Terra Fab project. So, Commerce Secretary Howard Lutnik was trying to convince them to get into business with Intel. Some of the people familiar with matter said with the Apple deal, Intel has now signed partnerships with all three. So over the last decade, Intel fell badly behind rivals. This is from the Wall Street Journal, such as TSMC and Samsung Electronics after a series of technical mishaps, leadership changes, and failed attempts at consolidation, led outside foundry customers to pull or curb their businesses. When Intel hired Tan in March of 2025, wow, just a year ago, I guess a year and two months, to replace ousted chief executive Pat Gelsinger, President Trump raised concerns that Tan's close ties with China would compromise him and called for his ouster. It was a very, very dramatic moment, but Tan won Trump over with a charm offensive. I like that. And the government announced its 10% investment in Intel shortly after. Following the investment, Intel's shares price rose sharply on Friday morning. It rose 7.5% to an all-time high of nearly $118 per share. It's up more now. Tan has been reshaping Intel's top leadership ranks in recent months, including hiring former TSMC executive Jen Low, a move that prompted a lawsuit from TSMC. So, they're not friends anymore. Intel CEO has also ousted his head of product and hired new executives to lead the company's data center processor and client computing units as well as newly formed custom silicon business. He's also invested heavily in Intel's most advanced manufacturing process known as 14A and that is the node that Intel is hoping that all of the potential customers will jump together and say, 'Hey, we're going to buy from this. If you make it, if you build it, we will come.' President Trump personally advocated for Intel to Cook in a meeting, which is funny because it sounds like he's advocating for Intel just to cook generally, but no, he's advocating for Intel to Tim Cook in a meeting at the White House, according to people familiar with the matter. Trump said, 'I like Intel' in January. He said that the government had made tens of billions of dollars from Intel deal and that the government's backing of the company had attracted important partners to Intel. 'As soon as we went in, Apple went in, Nvidia went in, a lot of smart people went in.' Trump said. Nvidia, the world's largest chip firm, invested five billion in Intel in September and the two companies announced partnership under which Intel would build custom data center CPUs, the processing brains for most computer systems, for Nvidia. And last month, Elon, of course, announced the Terra Fab project. And so Apple relies on TSMC to make chips for iPhones, iPads, Macs, and other devices and is under pressure to find additional chip suppliers. There's also chip shortages, so it could be good to dual source independent of the geopolitical discussion. On Apple's last two earnings conference calls, Cook blamed a lack of availability of advanced chips for Apple's inability to meet customer demands for iPhones. The constraints are expected to continue in the current quarter, affecting several Mac models. Cook said, quote, 'We think looking forward that the Mac Mini and the Mac Studio may take several months to reach supply-demand balance.' And after the earnings call, Apple raised the Mac Mini starting price. And so TSMC's manufacturing capabilities far surpass those of Samsung and Intel. Makers of other kinds of chips for memory and storage, for example, are more competitive with one another, giving Apple multiple sources of supply, although of course they are memory constrained. Apple's been long been TSMC's top customer, but skyrocketing demand for its manufacturing capacity from Nvidia and other designers of AI chips means Apple no longer has as much leverage to secure the supplies that it needs. Starting in 2006, Apple used Intel-designed CPUs as its main processor of its personal computers, but switched to its own custom CPUs based on ARM design in 2020. That's the dawn of Apple Silicon. And so there's been an incredible economic and financial performance concentrated in just a handful of trillion-dollar tech companies. Intel's starting to join and starting to perform like that. There's a few memory stocks. I saw one report that referred to it as the MAG 10 and they'd added a few other AI names to that group, but there's just a few companies that are driving the vast majority of returns in the stock market. There's a couple slides that we can pull up that show the scope of what they're calling the... it is now a bubble. Everyone...
The concentration.
Yeah. The concentration. Yeah. We went through... we had three sort of beautiful weeks where pretty much everyone started saying there's no way it's a bubble. Look at the revenue growth. There's no way it's a bubble. But now...
People... Steve over at Bloomberg, we can pull this chart up since you mentioned it.
Which one is this? This is the concentration.
Sure. In the market you can see the AI Big 10. So Mag 7 plus AMD, Broadcom and one other... who is that? Micron. Now make up 40% of the market. Railroads for reference during 1835 to 1910 were 63% of the market. And he comps it to Japan, the Nifty 50, tech and telecom throughout various periods of time. And yeah, it's an interesting dynamic. And so I was reading this post by or this piece by Greg Ip in the Wall Street Journal and he was trying to disentangle what's happening in the overall American economy from the AI economy. Where is the growth coming from? He sort of backed the envelope. He said the AI economy grew 31% while the non-AI economy just 0.1%. And he cites a few economic statistics that are recent. Personal consumption, the biggest component of GDP, grew a relatively muted 1.6%. Investment fell in housing, business structures. I think we're spending more on data centers than housing now or office buildings, I guess. I think it eclipsed office buildings and factories and transportation equipment like trucks and aircrafts. Meanwhile, investment soared 43% in tech equipment, obviously that's chips and GPUs. 23% in software, surprising...
Had a pretty meaningful bounce back, certainly on the revenue side.
Datadog, Atlassian. Yeah, there's been some acceleration. It really was extremely widespread where you had... I mean you had like DoorDash and companies with strong network effects where the software was not their moat. They still had to go and answer to the market and some of them got in and out of that in a week or a month and some of them it took a quarter or two to show that there's resiliency. Some of them are still beaten down. But overall, you know, software is still doing very well. And so on the flip side, there's another headline that hit the journal yesterday. US adds 115,000 jobs in April with solid hiring across sectors. Retail, transportation, warehousing and healthcare all showed strong growth and led to expectation-beating jobs growth. And so, this is the weird dynamic that, you know, you're seeing all of this growth in the AI economy and yet, the overall employment is still chugging along. We can pull up the chart from the Wall Street Journal, but the US job market blew past expectations in April, buoyed by gains in industries including retail, transportation, warehousing, healthcare. Not completely unexpected given that those are not particularly AI-targeted areas whereas you might see, you know, the layoffs in the tech community but that doesn't... it's just not enough because the US employs over 100 million people and so a layoff of 4,000 people at some tech company just doesn't really move the needle when you're talking...
Breaking news from Gabe in the chat. Texas Roadhouse is up... what? Why? He says 20%. I'm seeing 15%. Either way.
Why is it up so high?
He says you're not bullish enough on Texas Roadhouse. I have never been.
Maybe they beat... Yeah, everyone says this is a Kuriyaku filter. It really is.
It's crazy how viral that meme format has gone.
I thought that was just like a thing that I sent to you because I'd be dying laughing about.
Yeah. No, no, no. It's quite popular. Broken containment fully. So the American economy added 115,000 jobs in April. This was down from a net gain of 185,000 jobs in March. But it was much better than what expectations were for April. Analysts polled by the Wall Street Journal were expecting 55,000 jobs and the real number came in more than twice that which is like it just breaks the narrative a lot. And it's this... there's this disconnect between like the AI economy and the real economy. I was talking to Sager about this. It's like that in some ways it's like AI is... Nvidia earnings is holding up the global economy and it's holding up the global stock market. It's not actually holding up the economy. If you view the economy as all of the different jobs and activities that happen, even if there isn't incredible growth there, there's actually a surprising amount of strength and resiliency. So, the unemployment rate...
I'm waiting to hit the gong until we see what the revisions come in at.
We haven't seen any revisions from March this time. I don't know. Maybe it comes like over six months later.
Yeah. But that's why I wanted to have Josh from Gusto on today because I think that Gusto has data on hiring that is very different from what the labor department... what's going on at the labor department. It's just a completely different dynamic. And you can look at like what's actually going on in small businesses. We've talked to folks at Stripe about this and there are a lot of other data sources, ADP payrolls and stuff. There's plenty of like pretty standardized formats for reporting and while there might be revisions to some government stats, it feels like there's plenty of places to get data and it's all pointing in the same direction, which is not... Oh, yeah. They delivered twice as many jobs as were projected and it was actually down. No one's really suggesting that. So the April report coming in after strong job gains in March shows how the labor market is holding up better this year than last. While healthcare is still leading the way in job gains, other sectors now appear to be picking up. Businesses are seeing conditions stabilizing and they have weathered the tariffs. So many are hiring. It's looking somewhat better than it did last year. In the first four months of the year, monthly payrolls have averaged 76,000 up from an average of 42,000 during the same period last year. Still the US has shed jobs over the past six months and many companies are reluctant to bring on new workers and mass companies grappling with changes in everything from trade to immigration to tax policy have for the most part held off on large-scale hiring and firing. It does seem like the chaos of the tariffs and all of the early... like that creates a lot of business uncertainty that settles eventually and then you get back to okay there were a bunch of changes but at least we know that there aren't wild changes coming in the future at least that are expected. So Diane Swonk, chief economist at KPMG says it's still a high anxiety job market. Those who have a job are clearly clinging on while those who are looking for a job are feeling frozen out. And so I was digging into you know where is there strength within the real economy once you go outside of AI what is going on and there were two recent earnings reports that were sort of disconnected but showed a little bit of the picture of what's going on. So it was Whirlpool and Six Flags both had very different reports. So Whirlpool, you probably know from refrigeration and washing machines, dryers, that type of appliance. They've been making appliances for over 100 years. And they've also been paying a dividend since the 1950s consistently. They've never suspended their dividend. Even through all the great recession, the dot-com crash, every year they've been able to pay that dividend. They just cut their dividend. Which is a really, really big deal for this company since it's a dividend stock. The stock traded down on the news and the stock is down 80% over the past five years. And they're in some financial trouble like they have a lot of debt and they have a lot of competition but you could play that as like okay that like the real economy is like completely chugging to a halt. At the same time, you had Six Flags, which should be the thing that is the most discretionary. Like, do you go to the roller coaster theme park or not? And Six Flags just reported higher first quarter revenue. They're growing and they're growing attendance and customer spending. And so, now Six Flags, it's not exactly a juggernaut of business. It's only worth 2.3 billion. And the stock is down over the past two years, about 50%. But the business is growing and you wouldn't expect that during a time of like deep economic weakness and so there's something odd going on there where as you think of refrigeration as extremely necessary roller coasters as the ultimate like you don't... you can definitely skip it if you are cash-strapped but the actual dynamics of the market are very different. And so Whirlpool sells big-ticket necessities, these refrigerators. But they are deferrable. So you can put off getting a new refrigerator. You can repair an old refrigerator if money is tight. But your kids are only really roller coaster age for a limited time. And Whirlpool also faces brutal global competition and existing home sales are down 3% month-over-month. And so all of that drives fewer appliance upgrades and they are not necessarily a beneficiary of all the international competition that they face from LG and Samsung and other international players and so I've sort of...
Quick correction. Six Flags or new information. Six Flags has been up since around... around November it sort of bottomed. Travis, I remember I was thinking of this because one, they have the ticker FUN, which is fantastic. The stock has not been having fun. But Travis Kelce and a group put in 200 million.
That's right.
The stock traded down pretty substantially.
Yeah, I remember that.
After the investment, but it's basically recovered to where it was and...
Well, it's still down over the past like five years. Like two years ago, it was like a $5 billion company.
Yeah. Down big. But what's interesting is that at this time of like economic uncertainty and all these questions about hiring, questions about economic resilience, they are increasing revenues, increasing attendance, increasing customer spend. And that's what's driving the stock today. And so there's this... I was looking at these two companies and I was like they sort of fit into this barbell thesis of the AI future which I've been seeing pop up more and more. And the two examples that I always give are one the Ellison family is both like long slop and long anti-slop. They have a ton of infrastructure investments in AI through Oracle. And then they own legacy media like Batman, Superman through Warner Brothers. And then Josh Kushner is doing a similar thing with OpenAI and the San Francisco Giants. Like two completely opposite ends of the spectrum. And so you can think of roller coasters as potentially like anti-slop because you can't vibe code Space Mountain. But it's interesting to sort of like dig into the weeds of what's going on in the global economy and the American economy and seeing like where the unsuspecting winners are. Ryan Peterson shared a post from the or chart from the Financial Times that perfectly illustrates our possible futures. This is so funny that this is in the Financial Times, but they fully embraced what happens in the human extinction, tech singularity, and the end of scarcity tax singularity. In the bull case, real GDP per capita goes north of a million dollars. And in the human extinction scenario, it goes to zero, of course. But the AI-boosted growth path is a steady trend upwards. And that is the goal that I think everyone should be working for. Potentially the end of scarcity outcome as well. But it is fascinating and I think this chart that Ryan shares is sort of why there's anxiety in the market because there's this... like you know the whole like you're not prepared if it's not a bubble concept but there's a dual anxiety where like if AI gets too good there's mass unemployment everyone's worried about that. But if AI is a bubble and it collapses, you go into a recession and everyone loses their job and like you're in a similar scenario of like economic anxiety for both the... not necessarily the true doomers. I mean obviously they face a similar opinion but even if you're just like in the it's overheated camp there's real risk to the stability and I think that's where a lot of the bubble concerns come from. Although we're certainly not seeing very many signs of the bubble. I mean, obviously the valuations are high, but so are the revenue growth charts. So, we can go through some of the folks that are arguing.
Are you more of a back of the envelope guy or a napkin math guy?
Oh, that's interesting. I have a napkin here from Wonderco from the event I brought in.
Oh, would you look at that little souvenir?
I like a napkin. I like a napkin. Actually, now that I'm thinking about it, napkin math is insane. It's extremely hard to write on a napkin. It's way easier to write on the back of an envelope. You get a big envelope. You can get an envelope that's eight and a half by... it's effectively...
An envelope is sophisticated. An envelope is kind of a core business utility, right? Napkins can be used for anything.
If you're in napkin math, you got to pivot.
I will say I'm much more of a napkin math guy. I can't... I mean just... spiritually and the phrase that I pull but... if I can't get excited about an opportunity based on what can fit on a napkin then I'm never going to get excited about it. Right. There's usually like...
So you think a napkin is definitionally smaller? It's a less amount.
Totally. It's a lesser vehicle than an envelope.
Yeah. Because a big envelope you could do a full spreadsheet on. You could totally write out comps. Totally and have multiple cells.
No. So in practice I'm a napkin math guy, but if something was really serious, I would probably trade...
Pull out the envelope.
Yeah, we've been doing too much napkin math around here. It's time to pull out the big guns. Let's get out the envelope.
Speaking of envelopes, so this morning I was telling Tyler... Yeah. I'm incredibly overwhelmed with Slacks, emails, you know, DMs on every platform, LinkedIn DMs, Instagram DMs, X DMs, all the different messaging apps. And I was thinking, how cool would it be if there was a service where you connected all your inboxes to and then every day they would print out all of the different messages and then bring them to you...
And you could put... like a box.
Yeah. You could put a box outside of your house and they would just put them in there and then at a specific time, you know, maybe in a roughly like 2-hour window, you could go out and grab all the printed out messages and sort of...
Sort of like leaf through them, decide what you need to respond to. You would potentially because you're only getting messages once a day, you would probably be a lot more intentional about what you wrote back and forth, right? And I think that could be...
Sort of the opposite of Earth Class Mail, those virtual mailboxes, because they'll take your physical mail...
But I want everything. I want everything in this box. I want to put a box outside of my house and people put...
And I think there's something there.
Yeah. Trump... I mean, Trump literally does this.
He does that, right?
He gets emails out and then he'll write with a big marker his response and then his assistant will scan it and then email it back.
Yeah. More on... C Fry says a napkin is more available than an envelope. Very true. Often the best business meetings were not scheduled as a business meeting.
So there aren't envelopes around. There's...
There's no envelopes around but there's plenty of napkins. Also I mean you're saying napkins are smaller, but if you're at a restaurant and you have like a fabric napkin and you want... those can be pretty big. So you're... but I feel like it's bad form to be at a restaurant like you're not supposed to ruin the napkins or do you carry a pen that has washable ink?
You have the crayons for the kids, right? People are...
The chat is saying they don't ask you. The chat is saying I could call my service the United States Post.
That's a good name.
Thank you, Alex. That's a great name.
That's sort of like the San Francisco Artificial Intelligence company or something like that or the Browser Company of New York. It would be inspired by that. Yeah. I think that even with the crayons... crayon closed-fisted grip right on the table.
On the tablecloth. Okay. I feel like if you're given crayons, you are expected to maintain that the child uses the crayons only on the children's menu, which is typically made out of paper, very disposable. If you see the child using the crayons on a cloth napkin, you are expected as a patron to intervene.
Jackson says digitize this service and call it email.
There we go.
We got to establish the mailbox first.
We got an idea.
But then we can go there. But I like where you're going.
I got an idea. Well, there's some other posts about the markets. Justin Spitler says them. Be careful buying semis here. Obviously, the market's very, very overheated.
Travis, let's play this video.
Oh, this is Travis Pastrana.
Yes. That's amazing. Nitro Circus. We mentioned many times on the show.
Is he drinking a Red Bull? What a great... Yeah. No parachute.
No. Oh, no parachute.
Yeah. So, he jumps out of the plane. No parachute. Drinking a Red Bull.
And then he connects. He's got to do some tricks first.
He's really taking his time here. The tension is building. And so he connects with someone who wraps him up. And then do they pull the parachute connect to each other or do they...
They strap him to them?
Oh. Oh, okay. There is a strap because it seems sort of crazy just to bear hug and hope for the best.
You're bearing... it's Red Bull. Anything could happen.
I would expect him to be delivered a full parachute, his own parachute that he then dons and... but he made it. Wow. Well, that's what it's like investing in semiconductors right now, I guess. Anyway, how was your last two days, Tyler? What did you get up to?
It was sick. I was at the... I went to the trial.
You went to the trial...
Opening on Elon trial.
Okay. Walk me through it. You left the studio on Tuesday.
Yes. Right before this. The chat is still going. They said if Gary Tan gets a hold of this service, he's going to call it Gmail.
Gmail is good.
Something there.
Gmail. If he vibe codes a full Gmail replacement, anything's possible. So you leave the office at two after we wrap the show on Tuesday.
You went straight to the airport.
I did.
Okay. And then what time did you go to bed because you woke up really early, right?
Yeah. So I got to the trial. So it's in Oakland. I got to the courthouse at I think like something around like 5:30.
5:30.
Yeah. Because you got to get in line. So basically, you know, it's a public... because it's like a federal case. There has to be some room for the public. But there's only like I think the number is somewhere like 20 or 30 because I think it's closer to 20 because I think part of the 30 is reserved just for media.
Okay. And when you got there at 5:30, were there already people standing in line?
Yeah. So there were I think there were like three or four people there already.
Okay. Early bird getting the worm. That's...
Yeah. Well, because I didn't want to be late obviously because...
Did you talk to people?
A few of them. So...
Were you there before Mike Isaac?
I was there before Mike Isaac. Wow, but he has a media pass.
So yeah, because last time when Mike Isaac came on the show, he said that because each like news...
Yeah. New York Times got one pass and he was splitting it with Cade Metz and so they were sort of going back and forth and I guess he had a media pass that day.
Yeah. So that day he had a media pass. He got there pretty late. He got there like 7:30 or 8.
Okay. So you're there from 5:30. He gets there at 8. What time does the trial actually start?
I think around 8:30.
8:30. Okay.
Yeah. So, basically I'm just posting up for like 3 hours.
Okay.
And then this is Wednesday. So, walk me through like what are you seeing? There's these opening remarks from the judge. They sort of welcome everyone in.
Yeah. Jury comes in. Okay.
So there are basically three main segments. So, basically, I'll say it starts 8:30, ends at I think 2:00 p.m. There's two breaks, two 20-minute breaks.
Okay.
So starts off and we watch like the deposition of Mira. So, this is all live streamed, right? The audio is live.
The audio is live. You're seeing a video.
We're watching the video of her deposition.
Okay.
It's mostly covering the ousting, the timeline of the ousting. And this is where all the text came out that day.
Did they show you the actual text? Were they playing a video? Or were they playing the AI reenactment of the text? Because we have this... someone turned Sam Altman's text to Mira Murati into a 2011-style emo teen teenage heartthrob anthem. Did this make it into the courtroom or no? Let's play this. We have the audio. Can you indicate directionally good or bad?
You anxious.
Good motion graphics too. Whoever made this talented.
What is this? Can you put in text into the show? Play this for an AI skeptic.
Yeah. And see what their reaction is because how do you see this and not want to build... I've seen these before and I've always really enjoyed them. But with most of the AI music tools, I've never found a great way to put in a full script that I've written to get the results. But it does happen.
So the author said his steps to make this. So first he OCR'd the images and turned them into plain text. Images of the actual text messages and then removed the names from the dialogue, pasted into... iterated like 20 to 30 times and then finally thought this one was catchy.
Okay.
Yeah, so I think it's still like this is still... but I think you still have to iterate on... I like this. I like this. Yosh is really having fun with this. Put up a version of this with the Gen Z brain rot slang. 'Yo fam, can you give me a vibe check on am I cooked or not? For real. For real. Satcha and the gang low-key stressing.' Murati. 'Yeah, you're Skiibidi. This isn't a rare L. This is an Ohio-level generational loss. Little bro, who ratioed me?' Sam Altman says Mira Murati. 'Some rando zesty NPC Twitch looks maxing Sigma.' I'm not even going to go further, but Yosh is having fun. Lots of people having fun. What else happened? Did someone actually get on the stand or was it all video?
Yes. So the first like hour...
It's straight up teacher played a movie. It's movie day. Movie day.
The judge actually did get angry because like she was like, 'Oh, the jury's going to get bored.' And like she was like offering them coffee and stuff. So basically, yeah, the first like maybe hour was Mira deposition video and then we go through some of the actual like documents again of the text messages and then Siobhan Zillas is testifying. So she's physically there.
Okay. She was an OpenAI board member 2020 to 2023. Okay.
And she steps down when Elon started xAI.
Yep.
So that was... I have no idea how long that was. That was the majority of the...
During the whole conflict. So perfect person to testify.
Well, no. So she actually left the board before the ousting. So she left in February 2023. The thing is November.
Oh, okay. Interesting. I didn't... the timeline always gets so jumbled up because like there's like 2018 battles between Sam and Greg and Ilya and Elon and then there's the board.
Yeah. Because all throughout this hearing there's like... there's sort of two main moments, right? And we're sort of clicking back and forth between them.
Yeah. Chat wants to know what kind of wombos were being thrown around. Was Lorraine being used? People saying, 'Can you please Lorraine this email?' Siobhan was actually dropping some good lingo. I don't know if I remember anything.
Yeah, it's something like Mike Isaac always talks about like they keep referencing Dota and they keep... everyone on the stand is using a ton of jargon. How jargony was it? Was it like Dwarish Patel podcast level jargon or like actual like researchers like talking to each other jargon or...
I would say it was not very sophisticated especially among the lawyers, right?
Okay. Yeah, Siobhan, she did drop some good lingo. Yeah, it was some referencing some like why she got into AI about, you know, acceleration and all this.
Okay. Okay.
And then after that we watched another like hour-long video of Helen Toner's deposition that was just about the ousting.
Okay.
Yeah, it was very fun. I enjoyed a lot. Like basically, you know, almost everyone like sitting in my section which was basically the public and the media. Like everyone that came as the public were basically also media. They just get the media pass.
So everyone surrounding me is on their laptop like typing basically.
Yeah. Just like taking down what's being said and then I'm just sitting there enjoying it because it's like you know...
It's good stuff.
How would you rate Mike Isaac's like snack and overall food supplies for the day? Did he burn?
I believe he did bring the butt pillow.
It seems like he's not making progress on the food front. I would expect by day seven of this he would have a smorgasbord in front of him. Full Thanksgiving.
I mean honestly like Nathan for You where he brings chili into...
He's got the chili, the chili soup.
You should bring chili soup.
I fasted the whole time. I just kind of... I just...
Why didn't you figure... we have talked about the food situation so many times. How did you not think ahead there?
I just wanted to make it more challenging.
Okay.
Yeah. I was like this is going to be too easy.
Yeah. I believe Ilya is early next week. Maybe Monday or Tuesday.
That'll be interesting. And did you go two days in a row or just one?
I just went one day because Wednesday the people testifying I think were like not going to be as interesting. Oh. But maybe that's a diss. So I apologize.
I think everyone's equally deserving of some attention especially if there's a nice warm bowl of chili being served in the courtroom. Anyway, should we play this Altman AI music experiment from Daniel Green? The Hamilton recreation of the texts. Everyone has enumerated their various techniques.
Ryan says, 'John, you should go to the trial dressed as Ilya.'
Yeah, I do have the costume ready to rock.
It only takes 5 hours to set up.
Get up at 2 a.m., then go stand in line. I think I'd get kicked out immediately. Anyway, let's play this. I want to hear this.
How does a startup founder late stage get fired by a board on a Sunday? Oh, so it's actually like...
So it's not the direct quotes from the text... or maybe it is.
He is now saying they need end of day and I said that doesn't work and we need to start...
This is much more uncanny valley for me. This doesn't sound like a real musical in the same way that the pop punk one sounded pretty accurate. I don't know. Anyway, we can move on to some other news. DeepSeek is raising a monster $7 billion round at $50 billion valuation making it China's largest ever AI raise. But what shocks a Jaws here, Crypto Punk the most is the founder. He's personally contributing 40% of the round himself. Wow. Three billion coming from the founder directly. Owns 90% of the company. Unheard of at this valuation. DeepSeek was founded inside of his hedge fund, one of China's most successful...
Funds. What a beast. He's got to acquire as much compute to push out new DeepSeek models. You know, we saw that chart that showed that Chinese open source models were sort of falling behind a little bit on a different growth curve in terms of performance, but he's certainly betting on getting back in line, having a frontier model within a couple months. Oh, Tess has an interesting idea. If I was running a frontier lab, I would have the model versions countdown.
Ominous, extremely ominous. Be like, 'Yes, we're excited. Version three now and next year version two.' Somebody would do that.
Well, folks over on Amazon are reviewing The Art of War by one star.
Nothing but common sense. How this became a classic is beyond me. So much of it is common sense to the point where it brought out my snarky no kidding reflex. Like if an enemy leaves a door open, you must rush in. Wow, that was deep. Keep your money if you're thinking of buying it.
That's very funny. Leaving a bad review so my enemies don't read it. Yeah, that's the game theory.
Zach Brock says, 'Congrats to Anthropic for defeating Grok in the market and feasting upon the compute of their fallen enemy.'
Yeah. Basically, every time we take a day off the show, something big happens.
Yeah, and that on Wednesday was the xAI or SpaceX Anthropic deal. A lot of people have been predicting that. I was not simply because I thought it was the rational decision for the parties, but I thought that the tension between Elon, who had only a couple months ago been hurling insults at the Anthropic team, I didn't think they would be able to uncover those cultural differences.
Totally. But demand for compute finds a way.
Yeah. I think that you and others had identified the possibility of becoming a neocloud selling the compute.
Last year I was talking about that a lot, all the time. I was like, look, they're incredible at building infrastructure really, really fast, bringing power online. This feels like a very strong use for Elon Inc.
Yes. But as things evolved, I just didn't see this coming together.
I didn't see this coming together specifically because of the Cursor deal. I thought the Cursor deal was the long-term solution for all that compute and then the compute sort of got sold twice maybe. But of course, there were multiple clusters, multiple Colossus data centers, and plenty of work to be done as SpaceX continues to grow their ambitions of artificial intelligence. Well, we have our next guest, our first guest of the show, Josh Reeves from Gusto in the waiting room. Let's come in. How are you doing?
Josh Reeves 45:56 ↗
Good to see you guys.
Unknown 45:57 ↗
Welcome back to the show. Always great.
Josh Reeves 45:59 ↗
It's good to be here. It's a fun time to talk tech. It's a lot of big moves happening, huh?
Unknown 46:03 ↗
A ton of big moves.
Yeah. Intel.
We've had over the last year, we've had a decade worth of big moves.
Yeah. So, progress.
There was a time when Silicon Valley was a cottage industry. Not anymore.
Yeah. A garage industry and now the largest companies in the world for sure. Well, your business is growing. You're quickly becoming one of the largest businesses in the world and you also power tons and tons of American businesses. Give us the update. How are things going?
Josh Reeves 46:33 ↗
Yeah, excited to be here. I think probably what you're alluding to, we shared a milestone. To me it's all a byproduct of helping customers, helping small businesses. But yeah, we passed actually a few months back a billion dollars of trailing revenue.
Unknown 46:50 ↗
Whoa, did you hear that, John? Trailing. That's not something you see very often. People want to take today's revenue, multiply it by 365 and lead with that. Obviously, talk about is much higher. But yeah, trailing.
Yeah. Talk about that decision.
Josh Reeves 47:09 ↗
Yeah, I think for us, I mean, when we started this company now over a decade ago, you always start with a problem, something you need to go fix, you have to create a solution, actually show it works, but then you have to have a business model where your unit economics, how much it costs you to serve them, how much it costs you to acquire them makes sense. Otherwise, it's kind of like gambling. So, at Gusto, we've been free cash flow positive too for a number of years. We reinvest that money to build more product. But we knew the potential was there to be at this milestone and frankly much, much further. There are 6 million employers in America and two-thirds of them are less than five employees. Small businesses are a huge part of the economy. So yeah, we're excited about this milestone, but much, much more work ahead.
Unknown 47:53 ↗
So cash flow positive, reporting trailing 12-month revenues instead of ARR. These all feel like real strengths to eventually go public around. At the same time,
Monday, you should report ARR. Come back on Monday.
Yeah. But at the same time, it's an incredibly tumultuous time in the public markets. There's winners and new favorites every day. Everyone's talking SaaS apocalypse narratives. How are you thinking about the benefits of being private right now versus a potential future in the public markets?
Josh Reeves 48:25 ↗
Yeah. I mean our focus is on just execution. I would not expect Gusto to be public in the near term. We'll let all the like big folks... sorry, public in the near term. Yeah, correct.
Unknown 48:36 ↗
What are you announcing here?
Josh Reeves 48:38 ↗
I would not expect us to stay. I will leave that all to like the SpaceX and Anthropics and OpenAIs in the world. There's lots of good noise in that. I would say like we're going through this massive paradigm shift in how AI affects not just like our product for example and how we help small business, but also how a company's run, how a company's built. And so that is where I'm spending all of my time. It's an exciting time to be spending focused there. It actually is a net net pretty big tailwind in Gusto, but like absolutely no plans to be public in the near term. Super focused on small businesses and execution and at some point the timing will make sense, but yeah, we haven't had any of that process get started.
Unknown 49:19 ↗
We covered the April jobs report this morning. It surprised a lot of people to the upside. What are you guys seeing in your data? You guys basically have a forward view at least on the... to set the table, the Wall Street Journal had pulled analysts' expectations were at 55,000 new jobs and the number came in at 115,000 after a very strong March as well. And so things are, although there's so much anxiety, so much uncertainty about the future of the American economy, at least over the last few months things have been looking strong, but we've seen revisions before. I think there's a lot of questions about as you dig into that data, what's going on? And so we'd love to know what you're seeing internally.
Josh Reeves 50:10 ↗
Yeah. So, two stats we look at quite a bit. There's the kind of state of new businesses being formed, new employers. Obviously, companies can exist before having an employee. And then there's the state of hiring across the base of customers. I would say on the customer small business hiring front things are more depressed over the last few years and that's continued relative to the last decade if you will. We think there's many parts of that including some of the effect of AI on frankly company growth rates. On the flip side, we are seeing a lot more new businesses being formed and new employers out there and that's showing up in our data, that's showing up in a bunch of third party data. We think that's a really good thing. There's a scenario with what's happening in AI. We call it the happy path where a lot of people decide to take the plunge and become business owners. The non-happy path to me is the Pixar movie Wall-E, which is a future I hope we avoid.
Unknown 51:12 ↗
How have you been thinking about getting to customers and small businesses earlier? Like have you ever explored trying to meet customers before they incorporate, help them with incorporation? Anything that gets you into the system because Gusto I feel like is always one of the first tools but it sometimes happens like a month after you have... I mean one really powerful dynamic is you're paying millions of employees many of whom will go and leave companies like I had a good experience on Gusto how should I pay myself, I'll use Gusto.
Josh Reeves 51:50 ↗
Yeah, I mean first off the biggest way we grow is word of mouth and often it is from not just the employer but the employee also. We'll have people join Gusto and I ask how you heard of us and they're like I was paid through Gusto. So we don't try to recruit from our customers but sometimes it happens and it's a wonderful dynamic where they truly, truly get the value of the product. To answer your question directly, absolutely. We think payroll is one of the best products out there when you're hiring someone. Obviously if you don't pay them they quit. So it's a really important front door for that interaction. But there's a lot of companies that exist as one person, the founder for some period of time. And so we have an offering we call Gusto Solo that's very focused on that. Turns out, the founder still needs to pay themselves. There's specific tax dynamics at play. There's a lot of compliance requirements. We acquired Mose to help with expanding our work around business compliance. So all those kind of headache compliance things that you still have to do as a one-person company, Gusto is going to be increasingly a great, great partner to help with. And then when that business owner decides to hire an employee, obviously we hope they continue their relationship with Gusto. But stay tuned. We're going to be launching some more products in the next several months. Really focused on building that relationship more deeply with employers or even businesses before they become employers.
Unknown 53:04 ↗
Yeah. Do you think the... are you expecting the velocity of new product releases from Gusto to go up an order of magnitude in the next few years or do you see it as a smaller family of products with a higher velocity of new feature creation?
Josh Reeves 53:22 ↗
Yeah, I was like few years, next give me the next few months. It's fun to be accelerating. I think of it as this is the most amazing time to build. People can, smaller teams self-serve, iterate faster, maintain high quality but just literally velocity is increasing dramatically so we apply that to both breadth and depth to answer your question. So within the world of what we do, whether it's 401k, health benefits, payroll, people getting paid when they want, how they want, where they want, faster, we're excited to be doing a lot more work there but absolutely expanding the breadth of the product. It's still way too hard to be a small business owner so you will see a lot more new product launches coming from Gusto in the coming several months. Things that we maybe thought of as like the next two to three years, I now think of as the next 3 to 6 months. And it's really fun to say that and actually then back it up and see it happening.
Unknown 54:10 ↗
Do you... one question that I've been having as we've seen like LLM usage exploding is the shape of LLM spend across a software engineer who fires off a coding agent builds something that's new but it is deterministic code that runs in perpetuity, new features, new designs, new copy versus LLMs that are baked into an existing workstream where every time payroll runs there is a trigger and it is not something that's fired off by an employee. It is... and I don't know if one of those is more agentic or we need a different word for those but can you kind of characterize the shape of those two applications for AI right now?
Josh Reeves 54:59 ↗
Yeah, I mean there'd be a couple cuts on that. Like I think new product development generally more accelerated, dramatically higher velocity with AI. If you have an existing product, existing codebase, there's just by definition more the dynamic of building the train, rebuilding the train, running the train at the same time, accelerating the train, laying the tracks kind of all in parallel. So I think it's more complex on existing product surface area. So that's one cut. I think on the kind of cut around the ongoing interaction dynamic, I guess we've always believed since we're serving small business that what we do, it's mostly compliance centric. It's just better done by technology, right? You think about the potential for human error whether it's from the customer or a guest, we want to have as much of that as possible be codified into software, into a system that can scale, that can do it repeatedly, that can do it in millions and millions of situations. To your point, some of the newer technologies obviously not fully deterministic. So then having the right eval, having the right feedback loops, having the right review and audit process is super, super critical. So as we do all this velocity acceleration, you can imagine there's a lot of focus at Gusto on not just maintaining but actually improving the quality of what we do and the accuracy and the reliability for our customers. And it does feel like it can have a win-win outcome here where the product gets easier to use, it gets even more accurate and reliable and actually we can build and ship it faster.
Unknown 56:24 ↗
Yeah. Do you have a feeling for which bucket is bigger? Because I can imagine LLMs being very useful to scan every PDF and do translation and do things on an ongoing basis baked into the systems that you've built versus augmentation and amplification of engineering efforts and design efforts. Do you have an idea of like in terms of spend which one's bigger or where it goes?
Josh Reeves 56:51 ↗
Yeah, I mean I would say for us most of the ongoing systems and how they run if you're talking about the back end don't generally involve a lot of LLM technology.
Unknown 57:03 ↗
And then those are probably efficient too, right? Because even if you do use an LLM to process a PDF, well, you can pretty efficiently get to some sort of small language model that's tailored and probably pretty cheap.
Josh Reeves 57:18 ↗
Yeah. Yeah. I mean and that's a world where you want accuracy, reliability and it's pretty deterministic. I think like if you look at risk, if you look at things where you have to make more judgment, that's where I think LLMs can actually complement humans quite a bit.
Unknown 57:30 ↗
Yeah, that makes a lot of sense. Jordy, anything else?
Incredible update.
Yeah, congratulations.
The focus, everything is incredible. The intentionality, the humbleness of looking backwards versus forwards. I love it all.
I love it.
Great to catch up, Josh. Well, thank you so much for taking the time to come on the show. We'll talk to you soon.
Josh Reeves 57:50 ↗
Yeah, pleasure. Talk soon.
Unknown 57:51 ↗
Have a good one. Goodbye.
And up next, we have Jonathan Neman from Sweetgreen live with us in the TDN Ultra Dome.
Welcome to the show. How you doing? What did you bring us today? You brought lunch.
Jonathan Neman 58:04 ↗
Brought you lunch.
Unknown 58:06 ↗
Fantastic. What is it? Wait, what are you launching? Give us the updates.
Jonathan Neman 58:09 ↗
So, this week we launched probably our biggest new category in company history. We launched wraps. We've done it in our own way. So we spent about a year designing a custom tortilla with only four ingredients. Most wraps in the market, it's about 22 ingredients full of seed oils, preservatives, etc. So really wanted to...
Unknown 58:28 ↗
Yeah. I had a devastating moment yesterday where I was eating a box of crackers, like the sort of default cracker in my household, and they updated the ingredient list without me realizing because like when I bought them, they were seed oil free. And then some point in the last like two years, they added it. And so I looked down at the ingredients list and I just... I was like, 'No.' I just walked over to the trash and... devastating. All right. Anyways, continue. Four ingredients.
Jonathan Neman 58:59 ↗
Yeah. So, we created a tortilla, four ingredients, and launch wraps this week. So, we launched with four signature wraps. Anything can be customized. The response so far has been awesome. We launched it on Wednesday. We brought you three of them to try if you guys want to give them a taste.
Unknown 59:14 ↗
Fantastic. On air taste.
Jonathan Neman 59:16 ↗
On air taste. Yeah.
Unknown 59:18 ↗
We'll give it a try. Was this customer pull? Was there demand for this? Like how do you measure that? Like now is the right time to launch a new product.
Jonathan Neman 59:28 ↗
Yeah. So, we wanted to reach kind of different customers in different occasions. And one of the things we heard from our guests is they wanted something that was portable. They also wanted food that was healthy but a little bit more cravable. And so, this was one way to get...
Unknown 59:43 ↗
Yeah. There's like a stated versus revealed preference. Just like you want to eat healthy, maybe you want to eat a salad, but sometimes you just need something that feels like a bit more dense.
Jonathan Neman 59:53 ↗
Exactly.
Unknown 59:55 ↗
And how does that feedback actually get to you in practice? Is this like interactions with cashiers and they're taking notes or are you sending out surveys afterwards, polling customers, doing like some in-store marketing that someone's standing there and they're asking people about their experiences.
Jonathan Neman 1:00:12 ↗
Yeah, we do a lot of things in order to get feedback. One is, and let me see which one you got there. Uh, this is the chicken jalapeno ranch with a little dipping sauce on the side. Fantastic. What else we got here? Fantastic. We never get a lunch break. We don't. We don't. This is chicken Caesar. Chicken Caesar. And then you got a Cali Chicken Club. Fantastic. So, a lot of ways, one thing I say all the time is all the restaurants, all the answers are in the restaurant, spending time in the restaurant, actually talking to guests. We also do a lot of traditional things like focus groups, etc. Recently...
Unknown 1:00:47 ↗
Do you ever go undercover?
Jonathan Neman 1:00:48 ↗
I do go undercover a lot.
Unknown 1:00:50 ↗
Like behind the counter?
Jonathan Neman 1:00:51 ↗
Oh, all the time. All the time. I spend about a quarter of my time in restaurants. Talking to customers, talking to team members. I get all my best feedback there. Both how to make the experience better for guests, but also how do you make it easier to run from a team member perspective. We do a lot of social listening from a feedback perspective. And recently, about a year ago, we started working with a company I think you featured here, Listen Labs.
Unknown 1:01:18 ↗
Oh, yeah. We were one of their first customers and it's helped us accelerate our time to feedback by about 10x and about half the price. And so this was actually one of the first... it's been a while since we've had Listen Labs on but basically there's like... what are the core features of the product again? It's social listening but then also like surveying.
Jonathan Neman 1:01:43 ↗
It's surveying, focus groups and insight. So typically when you do a focus group it takes a long time to get it set up and it can take weeks to get that feedback. With Listen Labs we can get a diverse cut of customers by demo, age, psychographic group, geography.
Unknown 1:02:02 ↗
I feel so rude.
Jonathan Neman 1:02:04 ↗
No, come on. And so that's been a really powerful way as well. And then social listening is huge. You know just seeing what people are saying online and then you look at the competitive landscape and where the business need is. We do really well Monday through Thursday, when people are looking to be healthy and then you see it on Friday falls off a little bit and Saturday. So, it's how do we have that cheat meal that you could still feel good about?
Unknown 1:02:30 ↗
Oh, sure. Where in social listening like where is the Sweetgreen community? Where are people actually having conversations that are valuable?
Jonathan Neman 1:02:38 ↗
TikTok and Instagram.
Unknown 1:02:39 ↗
TikTok and Instagram. Not Reddit?
Jonathan Neman 1:02:41 ↗
No, Reddit as well. You'd be surprised how much juicy information...
Unknown 1:02:47 ↗
Yeah. So, social listening, how manual is that versus like scrape TikTok and transcribe everything and roll it up?
Jonathan Neman 1:02:57 ↗
It's not manual at all anymore. So, a lot of software can do it. Yeah.
Unknown 1:03:01 ↗
Huh. There's a lot of companies that are offering this now. We've looked at, we've tested a bunch of that. Sure. Sure. Sure. And is it valuable to find stuff that's not viral but still on TikTok like the TikTok creator or just like person that expresses themselves through TikToks or vertical video to loosely just their friend group like they don't have a following. They're not a professional creator. They're not making any money on it. But like when someone would post a photo on Instagram, they post a front-facing TikTok. Is that as valuable as the big creator that goes viral for some like dunk or stunt or hot take or something?
Jonathan Neman 1:03:39 ↗
You want to find it before it goes viral. You know, like there's this thing going on viral on TikTok right now about this like Chimichurri steak bowl. We like the Jim Bro.
Unknown 1:03:47 ↗
Yeah. Yeah.
Jonathan Neman 1:03:48 ↗
And you know, we should have done something with that, but we should have done it a month ago.
Unknown 1:03:52 ↗
What is there to do with something like that? Like I feel like a lot of times if there's something that's good that's organic that's happening and you step in as the brand or the corporation like you risk like making it uncool and corporate.
Jonathan Neman 1:04:02 ↗
Well for us if it's something we could actually serve like that happened to be something that we can put on our menu.
Unknown 1:04:07 ↗
Oh sure. Okay. So you make a change on your world. You're not trying to go and like create your own content around it. Let them...
Jonathan Neman 1:04:12 ↗
We would create the content and then actually serve it. So we put a video out this week on it to see what happens. And if the reaction is good, we'll actually put that on the menu. We have all the ingredients. It's an effective bowl without lettuce or any grains. It's just steak, cucumber, tomato, onion, feta cheese. Great.
Unknown 1:04:33 ↗
I've seen random videos of focus groups. Do they really do a one-way mirror or two-way mirror, whatever that is, where like they can't see you, but you can see them. Is that a thing? Have you ever been in one of those?
Jonathan Neman 1:04:45 ↗
When I do them, I actually like to sit in.
Unknown 1:04:48 ↗
Okay. So, just sitting in a conference room.
Jonathan Neman 1:04:49 ↗
Just sitting in a conference room. When we tested wraps, we brought in customers every day for a week, different groups of customers and just tasted them. Tasted them a few different ways really to understand, you know, how important was the sauce on the side? How important was it to get cut? Like little details. Like for example, we decided the wrap was best when you had it mixed first and cut.
Unknown 1:05:11 ↗
It sounds like such a stupid little detail, but it has huge operational implications.
Jonathan Neman 1:05:16 ↗
You mean mix the ingredients mixed? Yeah.
Unknown 1:05:18 ↗
Yeah. Because that's my least favorite part about any wrap or burrito is you get in there and it's all like spaced out. So you have like avocado bunched over here, all the chicken over here, and then like rice or whatever. And it's like you want to be having the full blend with every bite.
Jonathan Neman 1:05:34 ↗
That's exactly right. So it sounds like such a small minor detail, but it's huge operational implications. We also had to figure out how to make this work in our infinite kitchens. You know, over 10% of our fleet and growing is powered by the infinite kitchen. How do you make this work in that operation as well?
Unknown 1:05:51 ↗
How are you thinking about other verticals like prepackaged in other grocery stores or consumer packaged goods or like product line extensions outside of the retail stores.
Jonathan Neman 1:06:06 ↗
We're really focused on our retail stores and the experience. We don't, so much of what we do is based off of the scratch cooking we do in our restaurant. So, we're really afraid of extending that out into retail.
Unknown 1:06:16 ↗
You want to get into like salad dressing at the grocery store.
Jonathan Neman 1:06:19 ↗
CPG is something we will eventually get.
Unknown 1:06:21 ↗
Okay. You will.
Jonathan Neman 1:06:22 ↗
Yeah. We think CPG like, dressing being an obvious category, right now really focused on the core business, but eventually that's definitely a category.
Unknown 1:06:30 ↗
My immediate reaction to this is it's incredible. We'll add it to our reoccurring lunch orders. It reminds me of Chipotle in like 2005 to 2010. Like some of the best vintages. Like seriously, back then it was... I yearn for that time when you could just go into any Chipotle and eat something that actually felt... that tasted like fresh and clean and a small number of ingredients and they had such an extreme commitment to that and somewhere along the way I just stopped going because it didn't feel like that anymore. But that's my review. To me, the best food, the best prepared food product that was widely available in history was that 2005 to 2010 era Chipotle.
Jonathan Neman 1:07:29 ↗
It's funny, that was kind of the inspiration for Sweetgreen in a lot of ways. I was in college, 2005, seeing Chipotle take off, eating Chipotle all the time, and the idea was to create just kind of a healthier, fresher version of that. And the one you ate, the chicken jalapeno ranch, is effectively a burrito. Some of the other ones are more... have lettuce in them. That one is rice, avocado, chicken, corn.
Unknown 1:07:51 ↗
Saved you a half.
Jonathan Neman 1:07:52 ↗
Yeah. So, and I brought you guys more as well.
Unknown 1:07:54 ↗
Amazing.
Jonathan Neman 1:07:55 ↗
And the other thing about the wraps is they start at 11 bucks. So, we were also, given where the consumer is today. Really trying to create something that can meet their needs today, can be something that you can eat every day. So, the chicken Caesar in some markets is all the way down to $10.45 and no wrap is above 15 bucks.
Unknown 1:08:13 ↗
Yeah. Let's talk about that because we have consumer sentiment right over... I think there was some reporting over the last couple days. It's like as bad as it's been in like a really long time. Stock market at all-time highs like insane disconnect there. Jobs report today came in better than expected but ultimately consumers aren't feeling great. Part of I guess part of the approach there is introducing products like this that are high calorie or not high... I don't know if you describe them as high calorie but maybe higher calorie and great value. But what else are you doing across the business?
Jonathan Neman 1:08:53 ↗
I think the key is around the experience. You know in restaurants fundamentals wins championships. So it's really about delivering a consistent experience around quality and hospitality and that gives you the opportunity to layer in the menu innovation. So right now, we've been very focused on innovation for a while and right now we're really just trying to dial in the basics. It's what you talked about Chipotle. It's like what made you love it wasn't all the new stuff that they're now doing. It's just being really excellent at the basics.
Unknown 1:09:20 ↗
Consistent.
Jonathan Neman 1:09:20 ↗
It's consistent. It's making sure the quality is there. You're not out of stock on things. You're staffed at peak. People are smiling, friendly, and warm. It's all of those little things which create... the system behind that is highly complex. But it's all of that that really creates.
Unknown 1:09:36 ↗
Yeah. So, put another way, Sweetgreen started as... my view is like it has the DNA of a technology company and maybe that drove you guys at some point to focus too much on the things that ultimately don't always drive that consistency. Does that feel like somewhat?
Jonathan Neman 1:09:56 ↗
Yeah, I'd say the, early on in the 2010s, the technology side of the business from a consumer perspective was a competitive advantage. We were the first ones to have digital ordering, delivery, mobile payment, all that stuff. It's pretty much been commoditized for the most part. All restaurants have it. You know, I think our digital experience is better than most, but at the end of the day, you can order online anywhere. We do have a technology infrastructure that allows us to scale. So if you look at our G&A, it's been flattened down for five years. So as we continue to scale, a lot of the tools we've put in place and now with how we're leveraging AI, we can continue to scale without adding headcount. And our data and reporting and all the tools we have to manage our kitchens are really incredible. Like we have tools that are predictive ordering for how we order food. Predictive apps that guide our teams as they make the hot food and the cold food because what's different about Sweetgreen is we pretty much make everything in the store every single day. But to your point at the end of the day it's about...
Unknown 1:11:02 ↗
But you can't start spending maybe you're spending half your time on innovation half your time on the basics.
Jonathan Neman 1:11:09 ↗
It's yeah it's probably even more so on the basics right now. It's on delivering on a great consumer experience. Someone asked me the other day about how we build our brand. And we do a lot of stuff, culture, social media, events, all great, but the way we build our brand at the heart of it is just creating an experience that people love. It's an environment, a store that looks beautiful, clean. It's that team member that goes out of their way and is friendly. It's a culture of saying yes when someone wants something that's a little bit weird. Just figuring out how to say yes to that customer.
Unknown 1:11:43 ↗
No, there's nothing worse as a customer if you're in a fast casual experience and you can see everything that's in the store. You can see all the ingredients and then you ask for something and they say, well, that's not available. And it's like, well, you're just making a call on the fly, not to combine those things in the way that I... put the pizza in the deep fryer. I know you have both.
Jonathan Neman 1:12:04 ↗
So, our team knows it's a culture of saying yes. Figure out a way to say yes. Take care of the guest. And I remind our team all the time, our number one marketing channel is word of mouth. 80% of people find out about Sweetgreen through a friend, family. They walk by a store, they had a good experience, and they come back. Our critical metric that we use in tracking like the health of how we're doing is what we call our comeback rate. So, of customers that come in, what percentage come back within 30 days? And we can now track that across analog and digital customers. And we've kind of gotten the whole organization aligned around, from the people making the menu, people running our loyalty and CRM and most importantly the people in the restaurants. Your number one job is delivering a great experience where that guest comes back because that's what drives that lifetime value.
Unknown 1:12:58 ↗
Where was the first store?
Jonathan Neman 1:12:59 ↗
First store was in DC in Georgetown.

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APA

Chesky, B. (2026, May 8). Intel ❤️ Apple, Brian Chesky Joins, WNDR Leaks, Trial Reporting [Interview transcript]. TBPN. CEOInterviews.AI. https://ceointerviews.ai/interview/898883/

MLA

Brian Chesky. "Intel ❤️ Apple, Brian Chesky Joins, WNDR Leaks, Trial Reporting." TBPN, 8 May. 2026. Transcript, CEOInterviews.AI, https://ceointerviews.ai/interview/898883/.

BibTeX
@misc{chesky2026_898883,
  author       = {Brian Chesky},
  title        = {Intel ❤️ Apple, Brian Chesky Joins, WNDR Leaks, Trial Reporting},
  howpublished = {Interview transcript, TBPN. CEOInterviews.AI},
  year         = {2026},
  month        = {may},
  url          = {https://ceointerviews.ai/interview/898883/},
  note         = {Speaker-attributed transcript with timestamps}
}