บทถอดความฉบับเต็มของ AI Engineering Tools for MEP Engineers to Multiply Output 10x Using Endra with Niklas Lindgren

from the journey we're currently on. 02:11.053 --> 02:12.975 [SPEAKER_01]: We were fully bootstrapped. 02:14.000 --> 02:18.683 [SPEAKER_00]: about to go bankrupt, I can't even count how many times. 02:18.923 --> 02:22.906 [SPEAKER_00]: But we scale it from nothing to quite substantial size. 02:23.847 --> 02:34.314 [SPEAKER_00]: Open up an office in New York, get into the U.S., been working across the globe really on, on real estate assets, installing security systems, designing us and installing security systems. 02:34.794 --> 02:42.079 [SPEAKER_00]: We scale it as a sad for eight years, sold it to private equity in 2022, stayed there for a year and a half before starting 02:43.880 --> 02:46.541 [SPEAKER_00]: So that's my segue into this industry. 02:47.182 --> 02:49.683 [SPEAKER_00]: We were very happy on the sign. 02:49.723 --> 02:51.324 [SPEAKER_00]: We were doing very complex projects. 02:51.804 --> 02:57.667 [SPEAKER_00]: And so we had a sign team, if fully working at Revit and in the Autodesk Suite. 02:57.727 --> 03:03.650 [SPEAKER_00]: So that is my segue into the design world and the engineering part of this industry. 03:04.111 --> 03:08.773 [SPEAKER_00]: And that is sort of how I ended up in choosing to work with them for now. 03:09.094 --> 03:34.562 [SPEAKER_01]: that's crazy because I mean you're you're in school to have you in school what makes you decide that this is what you want to do and build it from scratch like you didn't go find a company you built it was the impetus apart from being a terrible lawyer I would never I would I so I kind of understood that I I'm never going to be that good lawyer and I didn't really enjoy going to law school neither did I'm 03:38.041 --> 04:05.435 [SPEAKER_00]: So it was by accident someone I knew someone who knew someone and then sort of we we started to to bite our way into that industry and that where we started was very different from where we ended up as well and it grew very organically over time and and as we started working on our largest skill projects with large customers we did pivots along the way so we kind of iterated over our way are we going there. 04:05.636 --> 04:08.137 [SPEAKER_01]: Well, it sounds like a good construction company story, right? 04:08.217 --> 04:15.701 [SPEAKER_01]: And interestingly, like when you think about security and large-scale security deployments, are those, and you said design builds. 04:15.721 --> 04:17.201 [SPEAKER_01]: So those are early projects. 04:17.381 --> 04:19.903 [SPEAKER_01]: You're in the earliest phases of the project doing that, right? 04:20.563 --> 04:21.023 [SPEAKER_01]: Exactly. 04:21.083 --> 04:29.527 [SPEAKER_00]: We were involved with our customers like even before, like at the time, they basically planned the plot. 04:29.587 --> 04:31.448 [SPEAKER_00]: That is sort of program management level. 04:31.828 --> 04:52.916 [SPEAKER_00]: So very early, usually, and as I said, we were working with some quite few, but very, very large customers, many hyper-skillers, many of these, like the largest companies in the warehouse and the logistics industry, and large government clients, United Nations, UNIMIT, and we probably have worked with them. 04:53.276 --> 05:05.639 [SPEAKER_00]: So we have we we we were doing some projects across the globe but quite a few customers that we followed and made sure that they're a real estate assets were we're safe and sort of functioned the same way. 05:06.220 --> 05:06.560 [SPEAKER_01]: Awesome. 05:06.760 --> 05:12.181 [SPEAKER_01]: So you exit and it sounds like you and Anton hadn't had enough fun yet. 05:12.841 --> 05:15.362 [SPEAKER_01]: So where did you go next? 05:15.422 --> 05:17.963 [SPEAKER_01]: Like what's that next chapter look like? 05:17.983 --> 05:20.544 [SPEAKER_00]: That next chapter looked like I was 05:22.376 --> 05:31.983 [SPEAKER_00]: Or if we actually go back, we tried to hire someone called Gustav a couple years earlier as sort of a sitio role to our last venture. 05:32.844 --> 05:37.647 [SPEAKER_00]: He was then working at a startup that got acquired by Goldman Sachs. 05:37.687 --> 05:43.411 [SPEAKER_00]: He was an entrepreneur and he made the wise choice of going into banking. 05:43.551 --> 05:44.092 [SPEAKER_00]: He wanted to 05:44.532 --> 05:47.713 [SPEAKER_00]: make some money, I think, and not the bootstrap startup world. 05:48.213 --> 05:57.576 [SPEAKER_00]: So he was going into, he was going to Goldman Sachs and working on the autonomous trading team and building autonomous trading systems for Goldman. 05:58.277 --> 06:02.498 [SPEAKER_00]: So he said, no, the first time we asked him back to join our last venture. 06:02.518 --> 06:04.979 [SPEAKER_00]: And then once we did this venture, I had launched with him. 06:05.439 --> 06:10.261 [SPEAKER_00]: And I basically showed him what a, sort of, what a three-year-day modeling rabbit looks like. 06:14.542 --> 06:32.878 [SPEAKER_00]: look like and how they are built and sort of how these two workflows are very disconnected and show them one millions of engineers across the globe are working on how their tools actually look like and what platforms they're working on and what the technical landscape in this industry looks like. 06:33.398 --> 06:40.684 [SPEAKER_00]: and he was sort of very excited about our vision of getting into this piss and creating something very different. 06:41.224 --> 06:45.948 [SPEAKER_00]: And he said, but I will join as a co-founder for if we're getting a fourth one. 06:46.328 --> 06:48.670 [SPEAKER_00]: And that guy's name is, is David. 06:49.451 --> 07:01.217 [SPEAKER_00]: David was also working together with Gustav in Goldman, and he had been on the algorithm trading team, basically building the algorithm that Goldman Sachs used to trade autonomously. 07:02.618 --> 07:14.103 [SPEAKER_00]: He quit Goldman, and I'm not exactly sure what the year was, I think, was in 2012, to go build an AI company, and he ended up building his own LLM, which is

07:15.624 --> 07:32.846 [SPEAKER_00]: Yeah, he can speak about what he did there, but he released it as an open source and it's it's called Nebrat and then right and he spent some time doing that then we approached him and he very fast got decided as well decided to join us co-founder and that was a founding team back in 2024 07:34.027 --> 07:40.294 [SPEAKER_00]: So yeah, that's the, that's a sort of next chapter that we've met as you recruit to really, really good technical talent. 07:40.354 --> 07:45.759 [SPEAKER_00]: So we come from the industry understand what the industry looks like, been an industry for all our careers. 07:46.420 --> 07:52.966 [SPEAKER_00]: And they can bring the world-class engineering parts of this to make sure that we can actually put this off. 07:53.127 --> 07:53.747 [SPEAKER_00]: And also, 07:54.648 --> 08:00.329 [SPEAKER_00]: attract other talent to join, which is to be honest, a very crucial thing for us. 08:00.989 --> 08:05.910 [SPEAKER_00]: We're trying to recruit the best engineering talent across the market. 08:05.950 --> 08:18.432 [SPEAKER_00]: We operate it and that's a much harder task than I ever thought it would, but it's it's a very hard task and they both just the two of them are attracting talent to us. 08:18.572 --> 08:22.913 [SPEAKER_00]: So, very sort of happy that we were taking on that decision too to have them join. 08:23.165 --> 08:23.465 [SPEAKER_01]: Yeah. 08:23.545 --> 08:29.991 [SPEAKER_01]: And it's an undervalued portion in our industry and in most industries. 08:30.612 --> 08:31.313 [SPEAKER_01]: It just so happens. 08:31.333 --> 08:40.101 [SPEAKER_01]: There's a lot of companies that have the same ideas at the same time and the differentiator on who wins and why isn't always that you had the right idea. 08:40.181 --> 08:45.826 [SPEAKER_01]: It's that you had the best team that's pushed in the right direction that's guided and viewed in the right direction. 08:45.927 --> 08:46.127 [SPEAKER_01]: So. 08:46.715 --> 08:47.876 [SPEAKER_01]: So you have this problem. 08:47.996 --> 08:49.057 [SPEAKER_01]: You were working in rev it. 08:49.077 --> 08:50.958 [SPEAKER_01]: You're working in all these disparate systems. 08:51.178 --> 08:54.601 [SPEAKER_01]: But ultimately, what was the problem? 08:54.641 --> 08:58.144 [SPEAKER_01]: Like, what did you want this crack team of forward to solve? 08:58.164 --> 09:00.165 [SPEAKER_01]: What did you think could be different? 09:00.726 --> 09:05.790 [SPEAKER_00]: So from the very beginning, speed was the first thing that we went into. 09:05.850 --> 09:06.550 [SPEAKER_00]: I wanted to tap. 09:06.590 --> 09:11.314 [SPEAKER_00]: We wanted to speed up the workflows for our customers and sort of have them do more with less. 09:11.734 --> 09:15.297 [SPEAKER_00]: Most apply one engineer to work as five or 10 or whatever, the numbers. 09:16.203 --> 09:40.516 [SPEAKER_00]: There was the very foundational idea of what we did at the time and that we could generate the designs so engineers could work on different type of versions of a model and work on different type of, they can iterate much more using our technology and over time that sort of hasn't shifted, that's still sort of one of the very core reasons why our customers are working with us. 09:41.016 --> 09:53.830 [SPEAKER_00]: but it's also sort of now we want engineering firms in engineering organizations, emitting engineering organizations across the globe to be able to store their knowledge system of record and compound that knowledge over time. 09:54.110 --> 09:56.693 [SPEAKER_00]: That's a very important mission for us. 09:59.356 --> 10:04.999 [SPEAKER_00]: As I said, store their knowledge, prioritize that to their customers and make sure that they get better over time. 10:05.019 --> 10:16.185 [SPEAKER_00]: That's one of the varying part of the Norse ours that we're that we're having so speed for engineering workflows we connect to the 3D modeling together with all the engineering workflows which could be. 10:16.765 --> 10:24.890 [SPEAKER_00]: if you're speaking with for electrical engineering that could be kidlessizing, that could be equipment-sizing, load calculations, multi-strop calculations. 10:24.930 --> 10:34.597 [SPEAKER_00]: We connect this in almost like an omniverse like environment where we connect all the physics related to the design together with the 3D modeling, and 10:35.537 --> 10:52.025 [SPEAKER_00]: all the way down to the manufacturer level where we're going to understand the constraints and understand what the manufacturer actually can support and not support and how to optimize this this assign end to end from the 3D model down to the manufacturer. 10:52.305 --> 11:01.029 [SPEAKER_00]: So we connect the physical world and the real world together with the modelings and that is like at the core what we are what we are doing now. 11:01.321 --> 11:08.106 [SPEAKER_01]: Yeah, I think people listening kind of got it because ultimately, I usually have construction on the show, trades, GCs. 11:08.546 --> 11:11.489 [SPEAKER_01]: So when you were saying engineers, I wanted to be clear. 11:11.709 --> 11:13.110 [SPEAKER_01]: These are not software engineers. 11:13.150 --> 11:28.501 [SPEAKER_01]: These are true engineers, MP, consultant engineers that engineer and draw the buildings in the systems and make sure they fulfill the specs of the owner for the architect and owner for that job. 11:31.619 --> 11:35.783 [SPEAKER_01]: You're not replacing the tools, but you're creating this new set of tools in Endra. 11:35.843 --> 11:37.545 [SPEAKER_01]: So I don't think you said that, but it's Endra. 11:37.845 --> 11:44.551 [SPEAKER_01]: So if anybody's interested it's Endra.ai, you're creating the platform for this to do those workflows for them. 11:44.832 --> 11:45.332 [SPEAKER_00]: Exactly. 11:45.512 --> 11:50.878 [SPEAKER_00]: Like you can if you if you have like a 40 story building and you're an electrical engineer. 11:51.670 --> 12:10.384

[SPEAKER_00]: like we help you to not place each and every socket or receptacle inside that model and we help you circuit everything, make sure to produce your load calculations and sort of create all your documentation package that you need for submittal and we help you with, 12:11.064 --> 12:13.967 [SPEAKER_00]: whatever percentage, but we help you get there so much faster. 12:14.627 --> 12:17.690 [SPEAKER_00]: And that is the core of what we are doing. 12:17.990 --> 12:22.013 [SPEAKER_00]: We're connecting all the parts as I said related to. 12:22.033 --> 12:31.261 [SPEAKER_00]: We're creating and populating the 3D models, but we're also creating all the documentation packages, like single line diagrams, load calculations, and so forth. 12:31.341 --> 12:33.543 [SPEAKER_00]: So that is the core of what Andrew is doing. 12:33.563 --> 12:37.386 [SPEAKER_00]: And that is why it has such a big impact on our customers' workflow, 12:40.248 --> 12:41.248 [SPEAKER_00]: working to do it. 12:41.288 --> 12:45.069 [SPEAKER_00]: We have to produce and we help them produce this much faster. 12:45.229 --> 12:49.470 [SPEAKER_00]: So as I said, you can start multiplying engineers and create better products. 12:49.590 --> 12:54.371 [SPEAKER_00]: Ultimately, it's not about sort of to sort of cut out the engineers. 12:54.511 --> 12:56.612 [SPEAKER_00]: We are building this fully for human in the loop. 12:56.672 --> 13:00.613 [SPEAKER_00]: The human in the engineers always in control of what what he or she is doing. 13:01.893 --> 13:11.599 [SPEAKER_00]: what we are doing is that we're just helping them split up, remove, mungetitius tasks, and shift that value upstream to their customers. 13:11.619 --> 13:18.904 [SPEAKER_00]: So they can, for example, they can start evaluating for three, three, four different manufacturers for one building. 13:18.944 --> 13:28.751 [SPEAKER_00]: They can see what a SEMA system would have in terms of bit of quantities or for cost impact for this building, or they can look what are needed this system or a Schneider system. 13:29.211 --> 13:34.553 [SPEAKER_00]: would, would men in terms of, is there quantities or, or money, or, or investments far. 13:34.934 --> 13:38.055 [SPEAKER_00]: So those are the type of things that you can, you can, you can, you can do with this. 13:38.075 --> 13:44.598 [SPEAKER_00]: So you can start, and that's why this is a very powerful type of, um, technology and, and wide-makes house. 13:44.921 --> 14:07.445 [SPEAKER_01]: Yeah, well, I mean, listen, the cycles to getting from owner to architect to engineer and back and then getting the construction project project in the ground is something we need to speed up right there is too much time spent on the manual tasks of it and not enough time spent on means and methods not enough time spent on. 14:07.925 --> 14:34.522 [SPEAKER_01]: Hey, you know, are there other opportunities here to do things differently downstream to provide a better product but a faster product or a safer product or a more long term valuable product there's so many other opportunities to bring into the process so the speed of the mundane like it's funny because it has become part of the job right like what do you do well I'm an engineer and I do rev it and it's like well. 14:35.443 --> 14:36.423 [SPEAKER_01]: No offense to rev it. 14:36.463 --> 14:38.384 [SPEAKER_01]: That's not actually what your job supposed to be. 14:38.424 --> 14:48.467 [SPEAKER_01]: Your job is supposed to be engineer some sort of system for a project that creates the outcome in the design intent of the owner to deliver. 14:49.027 --> 14:49.968 [SPEAKER_00]: Yeah, definitely. 14:50.008 --> 14:54.649 [SPEAKER_00]: And it compounds us well because you have multiple work streams ensign your project, right? 14:54.689 --> 15:00.891 [SPEAKER_00]: You have, as I said, you have your engineer work streams, which in many cases is done by like a completely different thing versus the mobility. 15:00.931 --> 15:01.011 [SPEAKER_00]: And 15:01.469 --> 15:10.456 [SPEAKER_00]: So, once you combine these two, there's a lot of layers of complexity and just layers of, like, it creates more meetings. 15:10.836 --> 15:15.940 [SPEAKER_00]: Just to have this two different workbook, that creates, like, overhead, which then is being charged on the party. 15:15.960 --> 15:22.805 [SPEAKER_00]: So, it's, we're trying to sort of be the workplace for where Emmettian engineers over time will spend, 15:23.565 --> 15:24.626 [SPEAKER_00]: a lot of time inside. 15:24.946 --> 15:27.567 [SPEAKER_00]: And then we integrate, we integrate natively through it. 15:27.687 --> 15:32.909 [SPEAKER_00]: We integrate natively to the order that's hard, the order that we think makes sense. 15:33.289 --> 15:34.510 [SPEAKER_00]: And we integrate really it. 15:34.890 --> 15:36.871 [SPEAKER_00]: So we integrate as a certain on native level. 15:37.551 --> 15:39.832 [SPEAKER_00]: And that is part of our strategy to be agnostic. 15:40.072 --> 15:42.654 [SPEAKER_00]: From Android, you could export IFC files for them for a model. 15:42.854 --> 15:44.935 [SPEAKER_00]: We're not sort of a closed environment. 15:45.075 --> 15:48.776 [SPEAKER_00]: Although we have built, we have built around 2D format, we have built 15:52.418 --> 16:04.987 [SPEAKER_00]: whatever is possible to get inside IFC or inside inside, inside, inside, I've read it, but we need to get NIT to be SSAT to to to read it and we support our users to export IFCs so they can open them wherever they want. 16:05.688 --> 16:16.016 [SPEAKER_00]: And it's part of our sort of strategy is a bit very open, where we can be open, and we want our users to not sort of feel that they being locked in inside, I'm dry. 16:16.816 --> 16:20.039 [SPEAKER_01]: Yeah, and I think that's what attracted me to when I talk to you guys first, 16:22.497 --> 16:23.919 [SPEAKER_01]: You're not usurping anything. 16:23.939 --> 16:30.868 [SPEAKER_01]: You're actually building something

uniquely of its own that's complimentary to no matter which way you want to go. 16:31.949 --> 16:39.799 [SPEAKER_01]: And the other part was I want you to touch on that knowledge capture because I think that's the step change of like 16:40.840 --> 16:46.684 [SPEAKER_01]: So many gendered design things that have pontificated is what I will say that they're going to do these things. 16:47.625 --> 16:53.049 [SPEAKER_01]: It's really based off a historical and, you know, we're just going to we're just going to route it where it routes or we're just going to do what it does. 16:53.569 --> 16:56.131 [SPEAKER_01]: You're talking about more than that. 16:56.251 --> 16:59.854 [SPEAKER_01]: So what what does more than that look like more than that look like. 16:59.874 --> 17:06.598 [SPEAKER_00]: I have to be a bit careful what I say here because at the time when this after that when this podcast is released that we are doing our 17:07.911 --> 17:17.737 [SPEAKER_00]: large launch for our first product, for a electrical product, September 40s in Vegas, and would rent it out like a full venue to do this. 17:18.198 --> 17:23.781 [SPEAKER_00]: So, and that is where we are going to produce or present some of the core concepts of this. 17:24.402 --> 17:29.425 [SPEAKER_00]: But on a high level, where we want to get, so I'll tell you sort of where this comes from. 17:29.485 --> 17:30.706 [SPEAKER_00]: And it comes from a place where 17:31.166 --> 17:50.197 [SPEAKER_00]: our customers want to start prioritizing their internal knowledge, so they have currently they have word documents, excelsiates, power points that are unstructured and they want to have a bid to take all of this bank of information. 17:50.937 --> 17:59.363 [SPEAKER_00]: and make sure to distribute this across the organization to make sure that they can perform excellent across the whole enterprise. 17:59.403 --> 18:01.904 [SPEAKER_00]: And we are only working with firms that are currently. 18:01.944 --> 18:04.366 [SPEAKER_00]: We only work with firms that are quite big. 18:04.406 --> 18:06.668 [SPEAKER_00]: So this is like a key thing for them to figure out. 18:06.888 --> 18:09.870 [SPEAKER_00]: And there will be a product in Andra where this is possible. 18:09.950 --> 18:18.916 [SPEAKER_00]: For the first time ever to start taking all of this knowledge, build products around that, and then offer to your customers. 18:19.436 --> 18:31.484 [SPEAKER_00]: So but happy to to revisit that later this year because it's a very strategic product that we're we're building and it's it's going to be released September Fortes and Vegas. 18:31.887 --> 18:33.789 [SPEAKER_01]: Well, I love to be the teaser. 18:33.889 --> 18:35.370 [SPEAKER_01]: I love to be the place people come first. 18:35.410 --> 18:36.251 [SPEAKER_01]: So that was perfect. 18:36.291 --> 18:40.594 [SPEAKER_01]: He gave him a little teaser of what's coming in September. 18:40.674 --> 18:46.619 [SPEAKER_01]: So for any of you headed out there around that time, which I think quite a few of you will, it might be worth taking a look. 18:46.639 --> 18:50.102 [SPEAKER_01]: But I want to touch on that too, right before I had a desk university. 18:50.543 --> 18:52.044 [SPEAKER_01]: I wanted to touch on something you said in there. 18:52.644 --> 19:00.071 [SPEAKER_01]: This is not just something that you've got two three engineering firms that are trying this out or going there. 19:00.631 --> 19:02.412 [SPEAKER_01]: you are at a whole new level. 19:02.512 --> 19:04.534 [SPEAKER_01]: And so I want you to talk a little bit about that because you mentioned it. 19:04.574 --> 19:09.017 [SPEAKER_01]: This is not for currently the small engineering firms. 19:09.057 --> 19:11.218 [SPEAKER_01]: You are your clients are big. 19:12.219 --> 19:17.822 [SPEAKER_00]: Yeah, we work with the largest players in the globe or on the globe. 19:18.262 --> 19:20.224 [SPEAKER_00]: I can't really say which ones. 19:20.244 --> 19:26.688 [SPEAKER_01]: That's okay with the general terms of size and why that's why is that your target? 19:26.888 --> 19:41.720 [SPEAKER_00]: have some that it has been publicly announced and those are likes of the Tetra Tech Company, Rumble, Bureau Happel, and many others, but we're sort of not publicly announced. 19:41.740 --> 19:48.226 [SPEAKER_00]: We are ready for our customers to announce because this is a key part of their strategy. 19:49.367 --> 19:53.911 [SPEAKER_00]: So we help them do their AI transformation. 19:54.711 --> 20:04.400 [SPEAKER_00]: how we do that is sort of a very strategic sort of that that we're taking that we want to be part of how they make this transformation work. 20:04.420 --> 20:07.743 [SPEAKER_00]: So one of the customers are sort of approaching us. 20:08.003 --> 20:14.388 [SPEAKER_00]: It's not about it's not in the sense of them buying a tool or buying some piece of software. 20:14.408 --> 20:15.569 [SPEAKER_00]: This is like a package. 20:16.619 --> 20:23.305 [SPEAKER_00]: have product, have people coming with the product to make this transformation happen. 20:23.325 --> 20:36.516 [SPEAKER_00]: And as I said, currently we work in the enterprise part of the market currently moving down to to smaller organizations and having conversations with firms that are 20:39.378 --> 20:46.619 [SPEAKER_00]: We haven't done that previously, but we are doing it now and by its time this episode goes long, we will definitely be in that sense. 20:46.739 --> 20:50.360 [SPEAKER_00]: So it's been actually been a bandwidth type of problem for us. 20:50.840 --> 20:53.701 [SPEAKER_00]: We're having so much inbound that we can't manage it. 20:54.021 --> 20:58.782 [SPEAKER_00]: We have started to focus in three core units, so we've been active in Europe, UK, and US. 20:59.222 --> 21:04.663 [SPEAKER_00]: And we haven't had bandwidth enough to make sure to serve everyone or make sure to, um, 21:05.423 --> 21:07.384 [SPEAKER_00]: To onboard and do this with everyone. 21:07.444 -->

21:10.965 [SPEAKER_00]: So it's been a massive massive interest across the globe really. 21:10.985 --> 21:29.351 [SPEAKER_00]: I think our Yeah, I'm not sure if I should disclose the data, but but we I think are the Q4 like weight Instead it was something like hundreds from from 130 or 140 countries and crossing access to to And so it's been a global big global demand for for getting access to this 21:29.871 --> 21:31.233 [SPEAKER_00]: We are still building this. 21:31.894 --> 21:36.139 [SPEAKER_00]: As I said, we're releasing our first product September Fortit. 21:36.739 --> 21:39.082 [SPEAKER_00]: We're trying to tackle that. 21:39.142 --> 21:43.787 [SPEAKER_00]: The man was also building a killer product. 21:44.829 --> 21:46.811 [SPEAKER_00]: That's what we're doing right now. 21:47.107 --> 22:01.609 [SPEAKER_01]: Yeah, it's a unique method given that you can see the impact of the large organization, but it also goes to the founding group right you have two and two to from to highly technical to highly industry that would make sense that then you're. 22:02.230 --> 22:16.895 [SPEAKER_01]: I would call it the product is split up a little bit between it's a strategy and a set of tools to grow a business and a technology platform to really speed up the process and it that makes sense why there's the four of you coming together. 22:16.935 --> 22:31.560 [SPEAKER_01]: I also I think why you're getting so much traction right now is anybody can build a tool, but it's really about how do you transform the business model to take advantage of any given tool and if a large engineering organization can take 22:32.280 --> 22:33.441 [SPEAKER_01]: advantage of the tool. 22:34.302 --> 22:37.985 [SPEAKER_01]: Naturally, it will make its way to smaller and smaller. 22:38.245 --> 22:42.728 [SPEAKER_01]: Big bet on your side, though, because going big, we all know on this side is the harder thing, right? 22:42.748 --> 22:45.310 [SPEAKER_01]: It's easier for me to go small and get a few. 22:45.410 --> 22:57.080 [SPEAKER_01]: So, you know, kudos to you for having the, I would say the stomach, maybe it's from your days of being a bootstrapper and knowing, you know, not knowing where lunch is coming from, that you guys were able to get to this point. 22:57.780 --> 23:08.785 [SPEAKER_00]: Yeah, Jeff, you know, it's like, I wouldn't really get excited about this if it wasn't a big best, like in, like, foundationally from, from, from, from doing this. 23:08.945 --> 23:21.710 [SPEAKER_00]: And I am at a point, I think, currently in my career where I don't want to sort of, I don't work to get, like, a small outcome of, as they work to do something big and transformational for this. 23:22.151 --> 23:22.311 [SPEAKER_00]: And, 23:23.532 --> 23:46.352 [SPEAKER_00]: That is why we are doing this and everyone working at Andra shares that vision and then are joining us to To do the same thing because as again back to what I said like we're we're probably like our Engineering profile internally like developer profile that we are hiring for is probably very different from them from the general Is the software company. 23:46.392 --> 23:49.374 [SPEAKER_00]: We are hiring from like pictures from Princeton 23:50.335 --> 24:04.966 [SPEAKER_00]: form our app, people from Apple, apply the tuition, you name it and sort of where we're trying to be like a stellar stellar tune to try to pull this off fun and it's not possible to recruit that type of 24:06.338 --> 24:13.768 [SPEAKER_00]: that type of caliber of people if you're going for a 300 million dollar exit to order that. 24:13.888 --> 24:16.252 [SPEAKER_00]: I guess it's simply just not possible. 24:17.173 --> 24:20.878 [SPEAKER_00]: And so the whole sort of mission that we are having 24:21.759 --> 24:26.940 [SPEAKER_00]: at Andreys is much larger than to sort of go build another tool. 24:26.960 --> 24:31.741 [SPEAKER_00]: We're trying to transform how engineering is done globally. 24:32.321 --> 24:36.102 [SPEAKER_00]: And we want to do the workplace where engineers go to do this work. 24:36.822 --> 24:44.664 [SPEAKER_00]: That's a very important mission and target that we're, that we're, um, every day trying to, um, to get close to. 24:44.824 --> 25:06.966 [SPEAKER_01]: Yeah, it's something people can get behind and that's a key to having a vision to not just create something but to solve a big problem or to transform how an industry delivers and it's a critical part of the construction industry that engineering gets overlooked sometimes I think by the mass people just because you know it is in the background it is a 25:07.947 --> 25:14.830 [SPEAKER_01]: You know, quietly known is not the most outgoing folks in the world, but I think it's great to have a company culture that way, right? 25:14.890 --> 25:18.731 [SPEAKER_01]: Like if everybody's pulling in the same direction, you can get somewhere. 25:19.171 --> 25:25.153 [SPEAKER_01]: And on that note, you've been, you do have an announcement you can make while you're here because of the timing. 25:25.474 --> 25:32.056 [SPEAKER_01]: So you've gotten the eyeballs, not just, you've got some new eyeballs that I think are really interesting. 25:32.076 --> 25:34.637 [SPEAKER_01]: And I think it's a signal for our industry right now. 25:37.847 --> 25:43.572 [SPEAKER_00]: I think you're speaking about our series and I'll spend that will probably rely on when this goes out. 25:45.057 --> 25:54.045 [SPEAKER_00]: Um, yeah, so we have raised, we raised our, so our funding sort of journey started a year or something like that, I think. 25:54.686 --> 26:06.256 [SPEAKER_00]: Uh, yeah, almost exactly a year ago where we raised a prison round of a 4 million that we're is in December of last year, like 7 months after we risked a 20 million dollar 26:11.861 --> 26:16.584 [SPEAKER_00]: which is a $15 million series around probably I'm not sure about stats. 26:16.804 --> 26:21.528 [SPEAKER_00]: I haven't looked into it, but I think it's one of

the larger series of lists in it is a technology. 26:22.588 --> 26:28.132 [SPEAKER_00]: And it's done by Anderson Horowitz, which is a Silicon Valley best fund. 26:28.470 --> 26:39.522 [SPEAKER_00]: sort of traditionally not in the industry, but traditionally I'm not sure if there are sort of they're not super sector focused in my opinion at least. 26:39.542 --> 26:41.424 [SPEAKER_00]: They're trying to figure out where they have 26:44.848 --> 27:00.642 [SPEAKER_00]: But so we have just reached our 50 million dollars, here's the round, which is which means that we brist 74 million last 12 months, something like that, to go make sure that we build this mission and make sure that we can deliver on this. 27:01.223 --> 27:02.905 [SPEAKER_00]: That is the announcement. 27:03.545 --> 27:08.209 [SPEAKER_00]: There has been so much questions around this in the industry, like there has been sort of 27:09.210 --> 27:31.595 [SPEAKER_00]: So much focus towards that, and I found like Anderson Harvey, which is arguably the largest fund on the planet It goes into to sort of this space and if there's I guess so many questions like why do they choose them in engineering and why did they choose like what did they get one is this bit but goes back to sort of 27:32.675 --> 27:51.187 [SPEAKER_00]: both, obviously, the total market dynamics, but much more so traction, it's one, sort of what our customers are saying, like how they think about the product, and the founding team, and also sort of the vision of this company. 27:51.227 --> 27:55.850 [SPEAKER_00]: They know that also the founding team are not looking to do something. 27:56.971 --> 28:01.492 [SPEAKER_00]: just scared to 10, 20 million ARR and sell to all the desk as fast as we can. 28:01.512 --> 28:10.935 [SPEAKER_00]: But we're trying to do something much more sort of transformational in this industry and I think many are aren't treated by that. 28:10.975 --> 28:14.296 [SPEAKER_00]: We had the largest funds, the other larger funds. 28:15.096 --> 28:16.817 [SPEAKER_00]: in the global on the globe to choose from. 28:16.897 --> 28:18.659 [SPEAKER_00]: We have terms just from many of them. 28:18.839 --> 28:29.867 [SPEAKER_00]: This and we we choose and there's some because they have been incredible at backing the stable companies vertical integrated companies and they're, you know, 28:30.688 --> 28:49.355 [SPEAKER_00]: I don't know the speaker about their portfolio, but they're investors in spisex where labs open AI are being the Instagram meta-unit that they've probably been there in the singing so it's obviously exciting but it doesn't really weirdly change much. 28:49.835 --> 28:54.477 [SPEAKER_00]: We're just doing exactly what we were doing before and we're doing it. 28:55.117 --> 28:55.478 [SPEAKER_00]: faster. 28:55.779 --> 29:00.689 [SPEAKER_00]: I would say that's the sort of key difference. 29:01.090 --> 29:02.633 [SPEAKER_00]: My joe hasn't changed much. 29:03.360 --> 29:04.501 [SPEAKER_01]: That's the interesting thing. 29:04.561 --> 29:14.207 [SPEAKER_01]: So, Andreessen Horowitz recently released an article about every building you've ever been in was designed by software built in, was it 1997? 29:15.108 --> 29:25.675 [SPEAKER_01]: And I think that may be showing why they were looking for companies like you to really get the traction and change the industry, because the industry is at inflection point. 29:26.016 --> 29:30.619 [SPEAKER_01]: But it's interesting because as I've watched the funds that are there in construction tech, 29:31.179 --> 29:40.909 [SPEAKER_01]: They have been smaller, they have been focused in niche in the market, a lot of them come from the market, or are backed by construction companies themselves or engineering companies. 29:40.929 --> 29:42.150 [SPEAKER_01]: You know, we see this a lot. 29:42.771 --> 29:53.582 [SPEAKER_01]: So this is a unique one to see them stepping in and say, no, we we're betting on the bigger ones to deliver longer term and not just do that. 29:53.602 --> 29:53.842 [SPEAKER_01]: And we've 29:54.743 --> 29:55.223 [SPEAKER_01]: It's funny. 29:55.384 --> 29:57.005 [SPEAKER_01]: You mentioned that audit S acquisition. 29:57.025 --> 30:00.367 [SPEAKER_01]: There's lots of acquisitions out there, and there is a trepidation. 30:00.427 --> 30:07.653 [SPEAKER_01]: In fact, I've spoken with people who do software selection, and that's one of their questions is what's your exit path? 30:07.693 --> 30:09.434 [SPEAKER_01]: When are you looking to be acquired? 30:10.135 --> 30:19.442 [SPEAKER_01]: And that's a signal to me that there's a fear of acquisition at points, because you get involved in something, and then ultimately when it's acquired, it becomes something different. 30:20.762 --> 30:22.043 [SPEAKER_01]: I think that's a unique signal. 30:22.303 --> 30:24.525 [SPEAKER_01]: I can understand and respect if someone wants to do that. 30:24.745 --> 30:26.346 [SPEAKER_00]: Like, I did that in my last venture. 30:26.566 --> 30:29.688 [SPEAKER_00]: So I mean, it's, but it's not the company we're building now. 30:30.108 --> 30:47.000 [SPEAKER_00]: We're trying to, as I said, build like the place where I'm at engineers go to work and build this sort of infrastructure where firms are building their organizations on and scaling, scaling on, like, scope down to the engineering parts of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the, of the 30:47.300 --> 31:07.600 [SPEAKER_00]: And that is a huge opportunity, and it's a huge market, it's a huge mission to go bills and very, very complex on many, many dimensions, and so we got job to do definitely for many years, but the mission is sort of still the North Star, and 31:08.260 --> 31:11.063 [SPEAKER_00]: And that's why we're chatting and missing

talent. 31:11.083 --> 31:13.025 [SPEAKER_00]: Like, keep coming back to that, I hear that. 31:13.085 --> 31:16.188 [SPEAKER_00]: But it's really the sort of, the team we're building here is stellar. 31:16.208 --> 31:19.451 [SPEAKER_00]: And we're building it across Stockholm, London, New York, and San Francisco. 31:19.851 --> 31:21.933 [SPEAKER_00]: It's a really cool company to work out right now. 31:22.213 --> 31:24.996 [SPEAKER_00]: In this exact moment, it's, it's, it's critical. 31:25.552 --> 31:29.253 [SPEAKER_01]: It's a really early stage and a really good time for a changing into your point. 31:29.293 --> 31:34.595 [SPEAKER_01]: Like, I wasn't trying to offend anybody out there building the point solutions, especially given the last 10 years. 31:34.635 --> 31:37.576 [SPEAKER_01]: There was a lot of work flows, a lot of specific things. 31:37.936 --> 31:41.497 [SPEAKER_01]: There wasn't a lot of the technology we know of today available back then. 31:41.897 --> 31:46.279 [SPEAKER_01]: And so you had to stay focused and look for areas of improvement. 31:46.299 --> 31:47.019 [SPEAKER_01]: And those became 31:47.739 --> 31:53.041 [SPEAKER_01]: You know, point solutions that then were acquired and did make sense long term to be a part of a larger platform. 31:53.341 --> 32:02.705 [SPEAKER_01]: There's just a different DNA in a different approach when you're looking at something like what Ender is biting off and doing it is going to take a 32:04.306 --> 32:10.549 [SPEAKER_01]: very powerful, very driven global organization, but also, you know, it takes that investment. 32:10.669 --> 32:15.631 [SPEAKER_01]: Like, you know, a lot of people look at venture capital as, you know, oh, it's the easy money. 32:16.411 --> 32:17.572 [SPEAKER_01]: It's not easy money, man. 32:17.632 --> 32:21.794 [SPEAKER_01]: It comes with, if you use it right, you know, it's an accelerant to where you want to get. 32:22.554 --> 32:32.417 [SPEAKER_01]: So if you had to say beyond, well, you've said it and I really like this, like this is you're trying to create the place where engineers go to work. 32:32.957 --> 32:36.498 [SPEAKER_01]: How does building something where engineers go to work? 32:36.778 --> 32:39.458 [SPEAKER_01]: How does that improve construction? 32:39.478 --> 32:43.640 [SPEAKER_01]: Like, because my folks listening are like, why did you bring an engineering company here? 32:43.680 --> 32:44.720 [SPEAKER_01]: None of us are going to buy it, right? 32:45.340 --> 32:50.563 [SPEAKER_01]: And I'm like, I understand that, but this is going to drive a downstream transformation. 32:50.583 --> 32:53.605 [SPEAKER_01]: So I wonder if you could spend a little time talking about that for them. 32:53.725 --> 32:54.886 [SPEAKER_00]: It's quite as a tell to understand. 32:54.926 --> 32:57.207 [SPEAKER_00]: So let's say you're an electrical contractor in America. 32:57.667 --> 33:09.214 [SPEAKER_00]: You have, if there's been an engineer working sort of on the on the first early thesis of the sign, there is something which probably today is delivered to you in a drawing 33:12.696 --> 33:25.385 [SPEAKER_00]: If we can deliver this downstream in a much more structured format, we can help the all the electrical contractors or the mechanical contractors of the public contractors to sort of generate their more detail design for that. 33:25.765 --> 33:32.029 [SPEAKER_00]: And also, again, I've been in that, as I said, my previous venture was at the time being a contractor. 33:32.049 --> 33:36.953 [SPEAKER_00]: So I know exactly sort of how, how we're like, what is being receded at that stage. 33:37.794 --> 33:52.494 [SPEAKER_00]: and if we can if we can control that sort of ecosystem where we where we where we hand over a much more sort of data-rich design that we can start iterating on different type of solutions and optimize for cost to optimize for performance to optimize for 33:53.075 --> 34:00.122 [SPEAKER_00]: this manufacture, or whatever you'd like to optimize for, we could actually help you as a contractor, help you do that. 34:00.402 --> 34:02.284 [SPEAKER_00]: And this is a future vision. 34:02.304 --> 34:03.405 [SPEAKER_00]: This is not where we are. 34:03.846 --> 34:07.750 [SPEAKER_00]: We are in the post office part of the market, but long term, 34:08.170 --> 34:09.972 [SPEAKER_00]: This is embracing the ecosystem plate. 34:10.292 --> 34:14.537 [SPEAKER_00]: So we want to be able to offer that downstream to the contractors. 34:14.577 --> 34:25.808 [SPEAKER_00]: Have them interface, let's say, with the manufacturers, and they can start optimizing the signs in this physics first and power away. 34:26.509 --> 34:27.730 [SPEAKER_00]: That is sort of how this will affect. 34:28.817 --> 34:31.259 [SPEAKER_00]: the full sort of broader ecosystem in this. 34:31.679 --> 34:37.423 [SPEAKER_00]: And if you're a GC, as it's like, as it's said, you can start evaluating five different cost scenarios. 34:37.984 --> 34:48.151 [SPEAKER_00]: I said it personally that you could evaluate what a similar system for this building would look like and what an end of this system would look like and what a Schneider system would look like for this is actually that could differ millions of dollars. 34:48.772 --> 34:56.398 [SPEAKER_00]: And it's not today possible to have an engineer create five different designs because you simply don't want to pay for it, right? 34:57.038 --> 35:12.929 [SPEAKER_00]: here you can have very little sign you can you can you can do five different versions of it and you can actually send the single line diagram to all of the manufacturers and you can send all the local you can send all the data for manufacturers to to get your price for all the below quantities everything. 35:13.269 --> 35:20.792 [SPEAKER_00]: because Android today models it down to almost cook or not almost, it models everything down to a conductor level inside the electrical module. 35:21.132 --> 35:32.617 [SPEAKER_00]: So it's

very detailed down to a manufacturer level which makes this, as I said, very powerful because it's connecting all parts of the modeling and other engineering parts of the workflow. 35:32.852 --> 35:56.155 [SPEAKER_01]: Yeah, it drives a really powerful piece for GCs looking at that cost and being able to do iterations they couldn't do that are much more detailed and then in all honesty because you come from the design build world you know that if you have those MEPs at the table early in that process not only can they optimize maybe for one project but for a more of a portfolio approach. 35:56.675 --> 36:06.181 [SPEAKER_01]: and look at like how can we optimize across what we're building, you know, as these hyper scalars are building new hyper scalars, they got to manage those facilities over time. 36:06.241 --> 36:12.204 [SPEAKER_01]: So a level of consistency across their portfolio might be a great idea. 36:12.244 --> 36:17.968 [SPEAKER_01]: I can see all sorts of opportunities and we keep saying this and it's come up on show after show. 36:18.928 --> 36:24.335 [SPEAKER_01]: this can get us out of the mundane and into the means and methods and into how are we delivering. 36:24.355 --> 36:29.462 [SPEAKER_01]: So not only can you now, can you GC sit there and say, hey, these are some of the choices you have. 36:30.343 --> 36:36.010 [SPEAKER_01]: They can bring the trades in and say, okay, we have these opportunities, but then also 36:36.871 --> 36:54.034 [SPEAKER_01]: Here's the speed at which we can do this if we make these decisions and by the way, here's the sort of buying power we can get if we standardize you know we've seen this on little things just like hangers and standardizing on a single set of hangers can save you all sorts of money can also help you with supply chain right we have this. 36:54.735 --> 37:08.958 [SPEAKER_01]: this supply chain issue and supply chain disruptions that have happened over time, Ender would provide a platform that at some point could handle those supply chain disruptions in a way that doesn't cause workstoppage. 37:09.398 --> 37:15.360 [SPEAKER_00]: Definitely, and we've even more like Ender's today, you know, modeling the metal and the cables and like optimized it for that. 37:15.380 --> 37:20.841 [SPEAKER_00]: So it's like it's as I said, it's a physics-based type of approach and you can get down to the 37:25.122 --> 37:26.243 [SPEAKER_00]: strategy that we're having. 37:26.503 --> 37:47.598 [SPEAKER_00]: We just had, actually, today this morning, we got one of the largest justices in America, funneling a project through us to one of our partners in Boston and making sure that they can sort of, they will get the job if they use and we are working with the engineering firm in that case. 37:48.159 --> 37:50.120 [SPEAKER_00]: And so, editor is being used as a 37:54.483 --> 37:58.765 [SPEAKER_00]: because the GSS is one faster turnaround times, then I want to wait months if they don't need to. 37:59.445 --> 38:10.629 [SPEAKER_00]: Same goes, by the way, for owners, if they can like increase the speed to market and just you know, have the designs made faster, they will take every chance they can in order to do so. 38:11.029 --> 38:18.252 [SPEAKER_00]: And our physicists that are engineering consultancies will be able to charge incredibly much more if they can deliver faster. 38:18.672 --> 38:30.342 [SPEAKER_00]: We've spoken with one of the largest, I really say donors in America, and they've said that they would be open to double their emission engineering fees if they can shrink the design time that it's with half. 38:30.802 --> 38:44.414 [SPEAKER_00]: So it makes sense because if they have like four or four historic building in Manhattan, waiting for their tenants to come in into that building, they lose a lot of money if there's like if there's no tenants in the building for, let's say, three or four months. 38:44.854 --> 38:52.302 [SPEAKER_00]: So I see that over time, I think there's a kid driver for why this wouldn't make a lot of sounds. 38:52.502 --> 39:05.537 [SPEAKER_01]: Yeah, I mean, we heard that during the supply chain disruptions, like I would pay double for a guarantee that all of the material I order shows up when I want, because half the material or three quarters of the material is showing up, my as well, none of it may have showed up, because I can't get what I can't get done done. 39:06.224 --> 39:09.026 [SPEAKER_01]: And you're right, this is an opportunity to time as money. 39:09.947 --> 39:21.316 [SPEAKER_01]: And that was something interesting along the way, is to learn that an owner who can't turn on the hyper-scaler can't have their manufacturing facility producing what they want to produce. 39:21.336 --> 39:23.858 [SPEAKER_01]: They're losing dollars every day, and it's worth them. 39:23.958 --> 39:26.280 [SPEAKER_01]: I mean, millions of dollars in some respects. 39:26.760 --> 39:28.462 [SPEAKER_01]: And so that speed is important to them. 39:28.542 --> 39:30.924 [SPEAKER_01]: So I can see that being a differentiator. 39:32.945 --> 39:35.067 [SPEAKER_01]: they have fiscal responsibility. 39:35.087 --> 39:42.172 [SPEAKER_01]: So to get the speed without sacrificing the efficiency, without sacrificing the quality of the building. 39:42.572 --> 39:44.193 [SPEAKER_01]: Well, now you're now you're talking about. 39:44.233 --> 39:46.615 [SPEAKER_00]: Now you might as well just pull that mic out and drop it. 39:46.635 --> 39:52.879 [SPEAKER_01]: Because if we get there, then Nicholas, you'll be on the show saying mission accomplished. 39:52.999 --> 39:53.219 [SPEAKER_01]: So 39:54.220 --> 39:54.941 [SPEAKER_01]: Do you be a favor? 39:55.201 --> 40:08.898 [SPEAKER_01]: Let everybody know where they can find you man because I think people are going to be reaching out and looking and just wanting to follow you from our world and I know I've got some engineer buddies out there that are probably going to be one of those inbound so tell everybody we're going to find out more about what you guys are up to. 40:09.198 --> 40:24.147 [SPEAKER_00]: Yeah, they can either go on our websites and draw dot AI that's yeah and the RA dot AI, or they can connect whom they're linked in, or that's Nicholas Lindgren, Nicholas for the kit, or follow me on X, and I think over the best ways to reach out. 40:24.527 --> 40:26.608 [SPEAKER_01]: You know it, we'll put it in the show notes for you. 40:26.988 --> 40:31.691 [SPEAKER_01]: I've been waiting to get you on and I'm excited that we that you took the time to sit down. 40:31.711 --> 40:34.853 [SPEAKER_01]: So thanks for being a guest today, Nicholas, and here we're in us. 40:35.594 --> 40:43.088 [SPEAKER_01]: fired up, Jeff, this was Scritz, thank you, and thank you for tuning in the day to geek out for our interview with Nicholas Lingerin. 40:43.188 --> 40:48.338 [SPEAKER_01]: To read all our new stories, learn more about our guests and listen to show, visit thecontechcrew.com. 40:48.778 --> 40:50.562 [SPEAKER_01]: This is the content crew signing out. 40:50.682 --> 40:54.249 [SPEAKER_01]: Until next time, enjoy the ride, and geek out!