The WealthTech Podcast Transcript

Host: Mark Wickersham

Guest: Charles Anselm, CEO & Co-Founder at Osyte

00:00:29.570 --> 00:00:35.209

Mark Wickersham: Alright, Charles, welcome to The WealthTech Podcast. I am happy to have you on the show.

00:00:35.490 --> 00:00:44.510

Mark Wickersham: You are the CEO and co-founder of Osyte. Osyte is an AI-enabled multi-investment and liquidity management platform.

00:00:44.580 --> 00:00:58.410

Mark Wickersham: There's a couple things that really interest me about that. One is obviously your founder's journey, but the fact that, you know, AI is certainly a hot topic, and it's kind of revolutionizing all phases of wealth management, including the front office.

 00:00:58.540 --> 00:01:02.620

Mark Wickersham: But also, the ability to kind of better manage

 00:01:02.650 --> 00:01:14.119

Mark Wickersham: multi-asset class portfolios, which really have been a struggle, particularly for family offices, but for outsourced CIOs and other multi-asset class LPs.

00:01:14.120 --> 00:01:23.380

Mark Wickersham: The ability to just effectively manage, kind of, around the process, and be able to meet compliance, and to be able to have the proper…

00:01:23.600 --> 00:01:30.409

Mark Wickersham: liquidity needs, and even be able to have that transparency has been a… been a struggle. …

00:01:30.650 --> 00:01:36.509

Mark Wickersham: Can you just give a brief introduction of yourself and a little bit about Osyte?

00:01:37.920 --> 00:01:51.990

Charles Anselm | Osyte [O-Sight]: Yeah, absolutely. Well, first of all, it's exciting to talk to you, Mark, so thank you for having me on the podcast. I'm an allocator myself. I was a head of portfolio management, I was a senior portfolio manager at Russell Investments and other OCIO teams.

00:01:52.050 --> 00:02:11.609

Charles Anselm | Osyte [O-Sight]: where I work with these large allocators, endowments, foundations, who are allocating capital to pretty much anything under the sun. Public markets, private markets, liquid securities, illiquid securities, even derivatives, right? And the thing that I really found, as part of my experience working with these large allocators.

00:02:11.610 --> 00:02:33.169

Charles Anselm | Osyte [O-Sight]: is that the investment decision-making process is very siloed. You know, you may have an asset class team, my asset class team, the data is sitting in different silos, and so, you know, what may look great at a manager level or an asset class level does not really translate into the total portfolio risk and return objectives that the ultimate, you know, client asset owner would like to have.

00:02:33.170 --> 00:02:44.160

Charles Anselm | Osyte [O-Sight]: That was the core takeaway for me, so… and that was one of the… one of the leading causes, you know, that we thought, okay, we're not the only investor who was struggling with this, you know, and that was one of the founding reasons for the site.

00:02:45.770 --> 00:03:02.430

Charles Anselm | Osyte [O-Sight]: I'm gonna give you a couple of quick updates in terms of what Osyte really is, right? Some of the details as well. Osyte is a… even the name Osyte is a wordplay on oversight, right? Investment oversight in these complex multi-asset portfolios, is what we do.

00:03:02.430 --> 00:03:19.299

Charles Anselm | Osyte [O-Sight]: for these large LPs, like you mentioned, right? Multifamily offices, outsourced CIOs. We are an end-to-end portfolio management platform. We're not the right fit for everybody, but we are definitely the right fit for these large allocators who are managing billion-dollar-plus in capital across multiple pools of asset classes and asset types.

00:03:20.520 --> 00:03:41.070

Mark Wickersham: Great. Can you tell me a little bit about your founder's journey? Obviously, you talked a little bit about this gap that you've seen in the market, you were experiencing directly, but really, what caused you to say, hey, there's really something here, and I'm gonna make the leap? And then also, talk to me a little bit about how your journeys

00:03:41.080 --> 00:03:45.870

Mark Wickersham: Gone, you know, in terms of what you thought was gonna happen versus how it's played out.

00:03:46.110 --> 00:04:01.340

Charles Anselm | Osyte [O-Sight]: Yeah. So prior to founding Osyte, I was the head of portfolio management at an outsourced CIO shop, right? We were managing $5 billion in AUM across 21 different endowments and foundations, and we were a team of 7 people.

00:04:01.340 --> 00:04:13.730

Charles Anselm | Osyte [O-Sight]: And every single month, we would spend 75% of our time simply trying to gather data from, like, dozens of sources, right? Custodian banks, all data aggregators, hedge funds, you know, private equity funds.

00:04:13.730 --> 00:04:27.989

Charles Anselm | Osyte [O-Sight]: Before we can really understand, get a good picture idea of, like, what's our asset allocation to these managers, and what is the risk profile across the total portfolio, before we can, you know, what is the client's cash needs that's coming up, you know, every single month.

00:04:27.990 --> 00:04:37.550

Charles Anselm | Osyte [O-Sight]: Before we can make any real investment decisions, right? So it was… you know, it was a very risky and cumbersome and, in many ways, an error-prone process, right?

00:04:37.550 --> 00:04:53.779

Charles Anselm | Osyte [O-Sight]: And that was the… that was a very frustrating job as well. And, you know, so… and one of the things that I took away from that, that was kind of what the light bulb went out for me, right? Like, okay, I'm not the only investor who's struggling with this, right? There are thousands or tens of thousands of allocators like me.

00:04:53.780 --> 00:04:58.269

Charles Anselm | Osyte [O-Sight]: who was struggling with these very same challenges. And that was also the time when

00:04:58.270 --> 00:05:21.870

Charles Anselm | Osyte [O-Sight]: The market forces were also changing significantly, where allocations were being made, significantly moving money from one place to another, and in most cases, it turned out to be public markets to private markets, right? And that creates a lot of liquidity management challenges for the total portfolio level for these LPs. And so… so that was the core reason why we founded Osyte and said, okay.

00:05:21.870 --> 00:05:26.239

Charles Anselm | Osyte [O-Sight]: We're going to go and solve this problem around data, and what we saw was this

00:05:26.240 --> 00:05:50.710

Charles Anselm | Osyte [O-Sight]: missing infrastructure layer for multi-asset investors. How can they make decisions in a smart way, in a holistic way, across the total portfolio, across asset classes, and with the unified data and investment workflow management system, right? That was a solution that we set out to set up to solve, and happy to say, you know, we started right around the middle of COVID,

00:05:50.710 --> 00:05:54.170

Charles Anselm | Osyte [O-Sight]: In, like, early… late 2020 and early 2020.

00:05:54.170 --> 00:05:56.040

Mark Wickersham: It basically turned out to be a good time, right?

00:05:56.040 --> 00:06:15.250

Charles Anselm | Osyte [O-Sight]: We don't have a good time, you know, we had, you know, I have two kids, you know, my older one is in high school, but my younger one, you know, is still in middle school, I'm sorry, in elementary school, but he was in kindergarten at the time, right? You know, I'm sure people who have kids, young kids especially, remember the time, you know, when your kindergartner is sitting on a Zoom call all day.

00:06:15.250 --> 00:06:16.190

Mark Wickersham: Right, right.

00:06:16.190 --> 00:06:31.130

Charles Anselm | Osyte [O-Sight]: That was a very nightmarish scenario, right? So that's when we really started Osyte. So my co-founder, Selllappa Gopalaswamy, and I came together in the end of 2020, and we raised a small friends and family round in 2021, early 2021, and that's when we hired,

00:06:31.190 --> 00:06:35.239

Charles Anselm | Osyte [O-Sight]: Hired a first developer, you kind of start building the platform, right?

00:06:35.240 --> 00:07:00.110

Charles Anselm | Osyte [O-Sight]: One of the key things that many people miss about our industry is that minimum viable product, like people talk about in the Silicon Valley terminology, right, does not work, right? Because we are working with these large allocators, you know, somebody could put a $10 million, a $100 million trade on day one, and things have to work correctly from a regulatory standpoint, from a cybersecurity standpoint.

00:07:00.110 --> 00:07:24.039

Charles Anselm | Osyte [O-Sight]: So there's a lot of constraints that we have to… there are a lot of hurdles and thresholds that we have to kind of meet, right? And it took us about two years of, like, really thorough product development, thinking through, like, what are the core problems, and how can we solve those problems with the technology that was available to us, right, at the time. And so it took us about a couple of years to kind of get the platform to that initial high-quality threshold, so we had to get our

00:07:24.210 --> 00:07:38.059

Charles Anselm | Osyte [O-Sight]: Some listeners may be familiar with this idea of, like, SOC 2 Type 2 compliance. A lot of the SaaS platforms out there, right, they require that type of cybersecurity and audit controls, right? So, we had to get all those cybersecurity controls and audit controls

00:07:38.060 --> 00:07:46.099

Charles Anselm | Osyte [O-Sight]: done before we can even sign our first proof-of-concept client, right? So, in late 2023 is when we signed our first

00:07:46.100 --> 00:07:55.900

Charles Anselm | Osyte [O-Sight]: Phenomenal client, you know, a large multifamily office in New York. They have, like, 30-plus billion in AUM, and working with the hundreds of families on the East Coast.

00:07:55.900 --> 00:08:13.529

Charles Anselm | Osyte [O-Sight]: They were our first client, and still a client today, and so in the last, like, year and a half, two years, you know, we've also onboarded and, you know, working with other larger, you know, multifamily offices, as well as outsourced CIOs. You know, some of the large names that you may… that you know of in the industry, you know, are our clients today, so….

00:08:14.540 --> 00:08:17.810

Mark Wickersham: Yeah, that's interesting. I think given that you're, …

00:08:18.470 --> 00:08:33.759

Mark Wickersham: the sensitivity of the data that you have, the fact that it's a trading application, that means you're really, you know, no-fault tolerance type of thing, it needs to work. Like, your MVP is really high, let's put it that way. I think a lot of times.

00:08:34.850 --> 00:08:40.540

Mark Wickersham: firms or product teams will kind of abuse MVP, because it's an excuse to kind of

00:08:40.640 --> 00:08:59.360

Mark Wickersham: ship something quick, and believe me, I'm all for an iterative approach, but, you know, MVP is the minimum viable product that somebody will actually pay you for that product. That means it needs to eat a certain value threshold, not just a certain deliverable threshold, because you want to ship something sometimes, so I think,

00:08:59.360 --> 00:09:04.729

Mark Wickersham: I'm still a big believer in lean and MVP, but I think sometimes it gets a little abused.

00:09:04.920 --> 00:09:22.259

Charles Anselm | Osyte [O-Sight]: And one of the key differences between what we do and, say, other tech, you know, platforms, even in the same ecosystem of industry, right, is, you know, we bring a significant amount of domain knowledge in terms of multi-asset investment allocation, right? So we have tried to build that domain knowledge into our product.

00:09:22.260 --> 00:09:26.370

Charles Anselm | Osyte [O-Sight]: And helping our clients, you know, scale their investment functions.

00:09:26.370 --> 00:09:41.130

Charles Anselm | Osyte [O-Sight]: in a credible way, right? So, I think that is an important facet of what we do. And, you know, we work with other platforms, but… but in many cases, you know, there are reporting platforms, there are, like, data platforms.

00:09:41.130 --> 00:10:06.100

Charles Anselm | Osyte [O-Sight]: But they don't do what we do, right? So we, you know, we have built an interoperable solution that, you know, where we partner with reporting platforms, we partner with data platforms to get all the data, but then our job is to kind of help be the command and control center for these allocators, large allocators, you know, who are allocating capital across not just hundreds of managers, but across hundreds of clients, right? So it's a compounding problem, right? Yeah, right.

00:10:06.100 --> 00:10:07.369

Charles Anselm | Osyte [O-Sight]: But, yeah, so….

00:10:07.370 --> 00:10:19.900

Mark Wickersham: I think that's a good point. I think you kind of mentioned, too, that, you know, and family offices in particular have been allocating more and more capital to private markets, you know, the endowment, the multi-asset class.

00:10:19.990 --> 00:10:32.610

Mark Wickersham: investment model has been in favor with family offices for decades, but that shift has shifted over time to more private markets, which has certainly caused liquidity problems for

 00:10:32.620 --> 00:10:45.180

Mark Wickersham: for families, the ability just to be able to understand their liquidity. Can you talk a little bit about that, and how you're able to kind of provide greater transparency and greater analysis on

00:10:45.180 --> 00:10:54.180

Mark Wickersham: a multi-asset class portfolio of liquidity, especially when you have, you know, capital call type of investments. How do you do that, and how does that work?

00:10:54.330 --> 00:11:00.300

Charles Anselm | Osyte [O-Sight]: Yeah, yeah, that's a good question. I think liquidity is a core function at any allocator, right? And…

00:11:00.300 --> 00:11:25.210

Charles Anselm | Osyte [O-Sight]: the more, different… the more varied types of investments that you have in your portfolio, for example, liquid securities like ETFs and mutual funds, most folks have it. You know, they're still a core part of most portfolios, but they… today, they may only make up about 40 or 50% of the… of the portfolio. The other half of the portfolio is around semi-liquid securities. Could be a hedge fund that has these very complex liquidity profiles. Like, for example, it could be an Investigate

00:11:25.210 --> 00:11:31.189

Charles Anselm | Osyte [O-Sight]: There could be audit holdbacks, there could be soft lockups, hard lockups, and these different managers may have these different.

00:11:31.190 --> 00:11:33.770

Mark Wickersham: Liquidity gates based on full moon schedules, yeah.

00:11:33.770 --> 00:11:50.139

Charles Anselm | Osyte [O-Sight]: Exactly, right? So these very, you know, interval funds are a very common thing that a lot of clients allocating today, and these interval funds may have these underlying investments, could be a private equity fund, but it's put in an interval fund wrapper that has these, like, you know, periodic liquidity, right?

00:11:50.140 --> 00:12:13.060

Charles Anselm | Osyte [O-Sight]: for the allocator, then they need to figure out not just, like, what to buy or what to sell, but they also have to figure out when to buy and when to sell. So, that's a very core thing that we do for our clients, right? We help them manage the liquidity terms profile of these different managers, right, around what I would call semi-liquid securities. It could be an SMA, it could be a hedge fund. But then.

00:12:13.060 --> 00:12:21.609

Charles Anselm | Osyte [O-Sight]: On the private market side, you know, you asked, right, how does a capital call schedule work, right? There are two things, right? Most folks know this, right?

00:12:21.690 --> 00:12:27.010

Charles Anselm | Osyte [O-Sight]: When you… when you commit capital to a… to a private market investment, right, you're not giving them

00:12:27.110 --> 00:12:49.550

Charles Anselm | Osyte [O-Sight]: you know, money on day one, right? They're going to draw down over several years, right? So what that means is that the allocator then has to plan how they are going to invest that cash today. They're not going to sit in the… put everything in cash and not earn the market return, right? So what we have done is we have built these investment algorithm models where we can help the allocators figure out

00:12:49.550 --> 00:12:52.510

Charles Anselm | Osyte [O-Sight]: Where can they invest that capital today?

 00:12:52.510 --> 00:13:17.350

Charles Anselm | Osyte [O-Sight]: Right? In the public market sphere, across the other parts of their portfolio, from in terms of, like, a proxy risk and return allocation, and then we also have these automated workflows to get capital call data from the various GPs, so when that capital call comes in, we can help the LP team actually manage the capital call, being able to say, okay, I have, like, 100 clients that I'm working with, and now I got, like, 10 capital calls coming up

00:13:17.350 --> 00:13:42.089

Charles Anselm | Osyte [O-Sight]: next week, and five of my clients don't have enough cash in their cash account to meet that capital call, right? So now we need to go and raise the money from these particular client portfolios, right, from the other… from the public market investments. And that's what we do in a very automated fashion from an end-to-end, right? So we get the capital call, inform the LP, saying, okay, you have a capital call here, and oh, by the way, you don't have cash in the cash account, now you can go and, you know.

00:13:42.090 --> 00:13:49.460

Charles Anselm | Osyte [O-Sight]: get cash from other parts of your portfolio, right? That's one capital call workflow, right? That's like, you've already made a commitment.

00:13:49.460 --> 00:14:13.809

Charles Anselm | Osyte [O-Sight]: And you're getting these capital calls, and how do you invest that cash smartly in the interim until you get the capital call? And when you do get the capital call, how can you automatically go and get the money from the… from the place where you put the portfolio… put the money in the public market investments, right? And then we make that available right away, right? So just-in-time liquidity, right? So that's one core workflow that we help with from a liquidity standpoint.

00:14:13.810 --> 00:14:21.909

Charles Anselm | Osyte [O-Sight]: for these LPs. The other important thing is, like, how do you plan for the next, like, 3 or 4 years, right, from a pacing standpoint? So.

00:14:22.020 --> 00:14:36.110

Charles Anselm | Osyte [O-Sight]: We also, help these LPs kind of forecast out, okay, for different asset classes, different strategies, could be for private equity or venture capital, buyout fund, it could be, you know, private real estate or private debt, right? So we help them forecast out what are these

00:14:36.120 --> 00:14:54.009

Charles Anselm | Osyte [O-Sight]: cash flow that you should be expecting from a capital calls and distributions, the typical J-curve, right, that everybody's familiar with, right? But, so, we help them figure it out on a manager-by-manager basis, or a strategy-by-asset class basis, and then the key thing is, a lot of systems probably do that as well, but the key thing is.

00:14:54.010 --> 00:15:17.480

Charles Anselm | Osyte [O-Sight]: you take that information and then marry that with the rest of the portfolio, right? Because guess what? On the rest of the portfolio, you're going to have, like, client cash flows, inflows and outflows coming in, the public markets are going to also be moving, right? So, you know, we need to kind of figure out, okay, here's the cash flow that I expect to have over the next, like, 4 or 5 years, but then how do I think about that in the context of the rest of the portfolio?

00:15:17.480 --> 00:15:20.950

Charles Anselm | Osyte [O-Sight]: how do I plan my allocation between public and private markets?

00:15:20.950 --> 00:15:28.460

Charles Anselm | Osyte [O-Sight]: Over the next several quarters, right? So that's a very key component that's missing today, and that's what we, you know, we try to help our clients with.

00:15:28.460 --> 00:15:44.129

Mark Wickersham: I mean, you talk about these scenarios, and they're complicated on an individual LP basis, but then the problem, as you noted, too, is that it's times by, you know, can be hundreds, you know, that scenario, and the person that needs the money isn't necessarily the person that has the cash, and…

00:15:44.130 --> 00:15:52.849

Mark Wickersham: you know, on and on it goes. What are some of the other challenges and pain points that you see with managing these multi-asset class?

00:15:53.060 --> 00:15:57.469

Mark Wickersham: Portfolios that have both public and private investments.

00:15:58.030 --> 00:16:03.340

Charles Anselm | Osyte [O-Sight]: Yeah, I think the other significant pain point is really on the front office side, right? When, you know.

00:16:04.530 --> 00:16:11.030

Charles Anselm | Osyte [O-Sight]: LPs today don't have a very good visibility or transparency at the total portfolio risks, right?

00:16:11.110 --> 00:16:22.290

Charles Anselm | Osyte [O-Sight]: these public markets don't operate in their own, you know, economic environment, right? They are influenced by the same forces, economic forces, right? Interest rates, you know, tariffs, whatever it may be, right?

00:16:22.290 --> 00:16:45.410

Charles Anselm | Osyte [O-Sight]: But there is not enough transparency into the underlying investments of these GP funds, right? So that's one of the key problems that we are trying to solve. Again, we don't have an answer for everything, right? Today, you know, we are solving the problem for, like, liquidity, NAV, performance, but then next step is, like, how can we get better understanding of what the underlying portfolio holding companies are doing?

00:16:45.410 --> 00:16:55.090

Charles Anselm | Osyte [O-Sight]: And how does that relate, again, at the total portfolio level, right? So how can we figure out what are the beta exposures, what are the currency exposures, what are the regional exposures, right? Sector exposures?

00:16:55.090 --> 00:16:59.590

Charles Anselm | Osyte [O-Sight]: Because then, private markets, private equity is… is equity. It's public equity.

00:16:59.590 --> 00:17:00.990

Mark Wickersham: Right, you get a lot of overlap.

00:17:00.990 --> 00:17:08.939

Charles Anselm | Osyte [O-Sight]: It's the same thing, right? So, that's another core thing that we're trying to help our LPs figure out at the total portfolio level from a risk management standpoint.

00:17:11.020 --> 00:17:25.270

Mark Wickersham: I think what's interesting, and we've talked about it a couple different times, and I think it's probably even more important, or so foundational, that without it, AI becomes irrelevant or not useful, is data, right? So…

00:17:25.420 --> 00:17:38.899

Mark Wickersham: Talk to me about the importance of data. Talk to me about why having that high-quality data, that transparency is so important to be able to understand your risk and to be able to properly manage your portfolios.

00:17:40.150 --> 00:18:05.030

Charles Anselm | Osyte [O-Sight]: Yeah, as you correctly pointed out, you know, in the investment world, right, data is the fuel that propels the investment engine, right? Without that fuel, your engine's not gonna work, right? So it's going to just stop, right? So I think one of the core things that any tech provider, you know, including Osyte, we need to do is to make sure that the data that we're getting, right, from multiple sources is, one.

00:18:05.030 --> 00:18:08.770

Charles Anselm | Osyte [O-Sight]: validated, you know, it's like, okay, is it the right data or not?

00:18:08.770 --> 00:18:24.879

Charles Anselm | Osyte [O-Sight]: And then, how can we help the LPs, you know, cleanse that data? How do we kind of… how can we identify flags, you know, in terms of what… what are potential errors in that data? You know, especially from a, you know, error reduction standpoint, right? So… so those… we do…

00:18:24.880 --> 00:18:45.219

Charles Anselm | Osyte [O-Sight]: we get data from multiple sources, you know, multiple custodian banks, you know, all data aggregators, reporting platforms, and, you know, it's our job to kind of bring all that together and provide the LPs with a single pane of glass view of, especially around data, right? At the beginning of this call, I mentioned, right, there are different data silos that I saw in my career, right? And we're trying to solve that core problem, right? Instead of, like.

00:18:45.340 --> 00:18:59.789

Charles Anselm | Osyte [O-Sight]: And I'll be having a data silo for, like, public equity, and a data silo for private equity, and a data silo for, like, real estate, right? We're trying to bring everything together, and then looking at it holistically from, like, a true investment book of record, right?

00:18:59.790 --> 00:19:12.440

Charles Anselm | Osyte [O-Sight]: how do you know exactly what you're holding, and what is in those holdings, right? And then what are the risks around that? What are the liquidity needs around that? What are the liquidity terms of these different managers? And then we can help them, you know.

00:19:12.780 --> 00:19:27.920

Charles Anselm | Osyte [O-Sight]: power all these different workflows, or whether it's for, like, portfolio rebalancing, or trade order management, or cash flow management, or capital call management, right? All those things come after you've gotten the really good data set, right? So, yeah.

00:19:28.540 --> 00:19:40.610

Mark Wickersham: Yeah, I mean, so much of that data, too, is, especially on the private side, is all unstructured, right? The ability to take a look at a subscription agreement, be able to understand the terms in the subscription agreement, be able to

00:19:40.880 --> 00:19:52.450

Mark Wickersham: analyze these… these, valuations and capital call statements that have… can have lots of different information in it. K1s, especially the footnotes alone, can have a ton of information in them, right? So…

00:19:52.580 --> 00:19:53.760

Mark Wickersham: …

00:19:54.360 --> 00:20:11.480

Mark Wickersham: How… you talked to me about data silos. Obviously, I think a lot of multi-asset class investment managers are dealing with application silos as well. How does your approach differ, and then what are some of the pain points that you're seeing with that kind of

103

00:20:11.660 --> 00:20:25.429

Mark Wickersham: Where… why does that break down, and how does that break down when you're using all these different applications? And not only… I think these applications could cause that data siloing to a certain point, but you're obviously not being able to get that full view.

104

00:20:25.690 --> 00:20:34.689

Charles Anselm | Osyte [O-Sight]: Yeah, yeah, good question, right? But I think… I'll clarify one thing, you know, you mentioned, you know, K1s, and you mentioned, like, unstructured data extraction, right? Just to be clear.

105

00:20:34.950 --> 00:20:43.140

Charles Anselm | Osyte [O-Sight]: OSI does not do any of that stuff, right? We work with our partners, right? House data aggregator partners, you know, who actually have these, you know, …

106

00:20:43.270 --> 00:20:55.809

Charles Anselm | Osyte [O-Sight]: capabilities to kind of extract the… get the K1s from the different GP portals, or get the nav statements, or get the capital call statements, and they extract that data, and then they pass it on to us, right? It's a very seamless workflow, okay?

107

00:20:55.810 --> 00:20:57.480

Mark Wickersham: That's like an arch or a canoe that.

108

00:20:57.480 --> 00:21:14.559

Charles Anselm | Osyte [O-Sight]: We have integration with Canoe, you know, we partner with Canoe, yeah, other firms like that, right? So, absolutely, yes. But in terms of your other question, right, in terms of… I think you were alluding to the fact that, hey, is it really best-of-breed solution, or is it more of a platform, right?

109

00:21:14.560 --> 00:21:15.000

Mark Wickersham: Yeah.

110

00:21:15.000 --> 00:21:23.460

Charles Anselm | Osyte [O-Sight]: That's really the… that's really the LP's dilemma, right, that everybody's trying to solve for, right? I don't think, …

111

00:21:24.120 --> 00:21:31.710

Charles Anselm | Osyte [O-Sight]: the way I look at the market today, and the way that the investment things are structured, right, I think for these big groups.

112

00:21:31.840 --> 00:21:32.700

Charles Anselm | Osyte [O-Sight]: of…

113

00:21:32.890 --> 00:21:48.469

Charles Anselm | Osyte [O-Sight]: investment functions, if you would. I think a platform is important, but there is no all-in-one platform that does every single, you know, part of the investment function, right? I don't know if… let me elaborate a little bit on more of what I mean by that, right?

114

00:21:48.650 --> 00:22:07.109

Charles Anselm | Osyte [O-Sight]: So, for example, you may need a platform, like Osyte, to do multi-asset portfolio management, okay? Because that multi-asset portfolio management requires several best-of-breed functions, right? We may need one for rebalancing, one for trade order management, one for cash flow management, right?

115

00:22:07.880 --> 00:22:29.520

Charles Anselm | Osyte [O-Sight]: It's a very, very cumbersome job for the LP, even to just go and figure out, like, can we… can I go and buy, like, 5 or 6 different best-of-beat solutions and try and put it together into a multi-asset portfolio management, right? That's a very inefficient use of the LP's time, right? So, I think in that case, right, I think a platform like Osyte would be the ideal solution, right? Multi-asset portfolio management from end to end. However.

116

00:22:29.730 --> 00:22:36.910

Charles Anselm | Osyte [O-Sight]: We don't do reporting, right? Reporting could be someone like Addepar, you know, it could be someone else, right? And in that case, right.

117

00:22:37.000 --> 00:22:53.049

Charles Anselm | Osyte [O-Sight]: to… for Addepar to do reporting, they may have to have, like, a bunch of best-of-breed solutions within that, right? So… so I think my recommendation when I talk to LPs, especially, is that you have to think about these platforms as, like, these big chunks

118

00:22:53.150 --> 00:23:06.599

Charles Anselm | Osyte [O-Sight]: And let them do what they do best within those best-of-breed solutions within that, right? So, for example, Osyte does these best-of-breed in terms of multi-asset portfolio management with, like, 5 or 6 different, like, core features.

119

00:23:06.600 --> 00:23:20.770

Charles Anselm | Osyte [O-Sight]: And then Addepar does best of breed what they do from a reporting standpoint, right? Yeah. Then, you have to put those two platforms together, right? So multi-asset portfolio management, and then a reporting platform, right? So we have, you know, we have integrations with Addepar, you know, they're a good partner for us.

120

00:23:20.770 --> 00:23:27.909

Charles Anselm | Osyte [O-Sight]: And we work with that apart. So that's the way that I think about how the industry is evolving, right? So you're finding these best…

121

00:23:28.480 --> 00:23:45.469

Charles Anselm | Osyte [O-Sight]: These core platforms that do these functions in big chunks, and then you… maybe you put, like, two or three chunks together to make that end-to-end, you know, investment function happen across the front, you know, front office, middle office, and back office.

122

00:23:46.120 --> 00:24:04.479

Mark Wickersham: Yeah, I think that's a good point. There's not really a one… all-in-one silver bullet that does it all, or I think there might be, especially front office and back office, the ability to do that, but then, you know, on the flip side of that, do you want 100 different point solutions? You know, do you want an equity rebalancing?

123

00:24:04.480 --> 00:24:12.580

Mark Wickersham: dual, you want to be… the privates are still done on some sort of Excel spreadsheet, and you're all figuring it out at the end.

124

00:24:12.700 --> 00:24:15.599

Mark Wickersham: I think it's also really interesting that

125

00:24:15.720 --> 00:24:24.320

Mark Wickersham: you know, solutions like yours are kind of showing the innovation that's coming to the family office marketplace. The back… there's been a lot of…

126

00:24:24.460 --> 00:24:43.579

Mark Wickersham: technology progress in the back office in terms of data aggregation, multi-asset class reporting. It used to be, back in the day, you had a reporting system for equities, a reporting system for alternatives, you had to pull together a data mart, or Excel, or something like that. That's been solved for a while now, in terms of having multi-asset class.

127

00:24:43.600 --> 00:24:48.410

Charles Anselm | Osyte [O-Sight]: Reporting. Then you also see that the APIs and these other.

128

00:24:48.650 --> 00:24:50.820

Mark Wickersham: Point solutions coming in.

129

00:24:50.850 --> 00:25:06.410

Mark Wickersham: the canoes, the arches, there's a number of different solutions, so Subscribe, Delio, I mean, there's a lot of different… there's a lot of innovation that's happening on alternative investment data aggregation, analysis.

130

00:25:06.410 --> 00:25:19.630

Mark Wickersham: Obviously, AI's unlocking that, and the ability to have APIs to be able to integrate it, which I think is fantastic. And now you're really kind of seeing it finally… there's a chance with these family offices to piece it all together.

131

00:25:19.660 --> 00:25:38.789

Mark Wickersham: Let's talk about AI, in particular AI in investment management, AI in the front office. Mackenzie had a recent white paper showing that AI is going to reshape asset management, the ability to kind of save between 25 and 40, basis points, the ability to be able to…

132

00:25:38.890 --> 00:25:46.760

Mark Wickersham: reverse… what's been happening is a lot of firms are just increasing their tech spend, increasing their tech spend, and not getting a lot of…

133

00:25:46.890 --> 00:25:58.500

Mark Wickersham: I would say innovation out of it, that just being able to kind of keep up with tech debt. How do you see AI kind of impacting the front office, and where do you see that innovation and change taking place in the front office?

134

00:26:01.490 --> 00:26:02.950

Charles Anselm | Osyte [O-Sight]: Today, the way…

135

00:26:04.120 --> 00:26:14.990

Charles Anselm | Osyte [O-Sight]: AI has been implemented at many investment teams is really around, you know, the front of the investment process and the tail end of the investment process. What do I mean by that is.

136

00:26:14.990 --> 00:26:34.660

Charles Anselm | Osyte [O-Sight]: there's a lot of AI around, like, generative AI in particular, right? Helping the advisor, or the consultant, or the family office to kind of really figure out, okay, I got all these documents that I need to deal with, and I got all these, you know, investment, stakeholder engagement that I have to do. How do I help… how can AI help me prepare, take meeting notes, and, you know, and all these other, you know.

137

00:26:34.660 --> 00:26:36.780

Charles Anselm | Osyte [O-Sight]: mostly Gen AI-focused.

138

00:26:36.800 --> 00:26:39.470

Charles Anselm | Osyte [O-Sight]: functions, right? I think that's been solved

139

00:26:39.490 --> 00:27:02.219

Charles Anselm | Osyte [O-Sight]: pretty well, and that's definitely helpful for these allocators, right? But that's on the very, very front end of the process. And also, where we see AI being applied is around the end of the process, where you are reporting back from a performance standpoint, other kinds of reporting standpoint, right? You're reporting back to your client of what you did, right? I think there are also… there's a lot of AI applications that's been solved.

140

00:27:02.220 --> 00:27:11.360

Charles Anselm | Osyte [O-Sight]: But the biggest gap that we see today is, like, the core investment function, right? That's where the gap still is. That's where the AI is really nascent today.

141

00:27:11.360 --> 00:27:20.389

Charles Anselm | Osyte [O-Sight]: So there's a difference between, like, generative AI, you know, which is what, you know, the front office, document management, and unstructured data extraction, and…

142

00:27:20.390 --> 00:27:27.080

Charles Anselm | Osyte [O-Sight]: you know, meeting notes and all these things that are using. They're using generative AI, right? But the… what the middle of the…

143

00:27:27.080 --> 00:27:43.380

Charles Anselm | Osyte [O-Sight]: process, which is the core investment function, right? That actually requires a different type of AI. Again, there are applications for generative AI as well, especially around, like, liquidity terms management, right? Because you may have hundreds of managers, and they have these very complex liquidity terms, right? And I think there, the key thing is.

144

00:27:43.380 --> 00:27:54.120

Charles Anselm | Osyte [O-Sight]: One is privacy, and then the second one is also NDAs, right? A lot of these managers have these NDAs where, like, they don't want to

145

00:27:54.120 --> 00:28:08.029

Charles Anselm | Osyte [O-Sight]: the LP to share that information with, like, a public… publicly facing LLM model, right? So we have to kind of have this way to figure out, like, a private data set, right? How can you use private models

146

00:28:08.030 --> 00:28:30.839

Charles Anselm | Osyte [O-Sight]: to extract these complex liquidity terms, and how do we train that model to provide context around what it means, right? You know, in terms of liquidity terms across the whole portfolio, right? That's a core challenge that we are solving today. And then the next layer of that, I would say, is orchestration, right? You know, we're using, like, AgentKai, for example, right? So AgentKai is really what I'm, like.

147

00:28:31.030 --> 00:28:54.090

Charles Anselm | Osyte [O-Sight]: Gen AI is about, like, data and data extraction. Agent AI is about actually getting things done, right? If I have to do a rebalancing or a trade order management, I have to do, like, 5 different steps, okay? I need an investment algorithm model, I need all this data from these different sources, and I need to have APIs across this, right? So what the Agent AI's job is to orchestrate all those

148

00:28:54.100 --> 00:29:07.040

Charles Anselm | Osyte [O-Sight]: coordinating functions, right? And that, I think, is the next evolution of how AI can impact, you know, especially the investment… the core investment process, right, at these, at these allocators.

149

00:29:07.240 --> 00:29:13.990

Mark Wickersham: So this, genetic AI is going to be executing these predetermined workflows, like that capital call workflow, for example.

150

00:29:13.990 --> 00:29:28.330

Charles Anselm | Osyte [O-Sight]: Exactly, man, yeah, so you already have those automation, you know, functions, algorithms, right? You know, we already have it. Now we… now the next step would be, like, how do we string those together from… how do you orchestrate that? How do you orchestrate those actions using Agent DKI

151

00:29:28.330 --> 00:29:40.469

Charles Anselm | Osyte [O-Sight]: to… for the system to kind of automatically do it, right? But then it's going to take some level of trust to get, like, to the AI, you know, so… so we… so I think it's… it has to be an evolution, so…

152

00:29:40.470 --> 00:29:52.229

Charles Anselm | Osyte [O-Sight]: You have the… you build these agentic AI frameworks, and then you have… you still have some human in the loop, kind of making sure that the system is doing things correctly. Over time, as the agentic AI builds trust.

153

00:29:52.240 --> 00:30:05.379

Charles Anselm | Osyte [O-Sight]: then the human can hand over that job function to the AI. So, that's the way that, at least, we are envisioning from our product roadmap standpoint, and that's the way that we are envisioning how we think the industry is going to

154

00:30:05.550 --> 00:30:13.370

Charles Anselm | Osyte [O-Sight]: gonna evolve. Are we going to be right? Are we going to be wrong? I don't know. It may take another couple of years to kind of prove it out, so….

155

00:30:13.910 --> 00:30:22.270

Mark Wickersham: Well, I think Agentic AI is that co-pilot, right, that is really enabling these teams to be, you know, so much more productive.

156

00:30:22.500 --> 00:30:29.779

Mark Wickersham: Executing these tasks, semi-autonomously. That human in the loop is still very important today.

157

00:30:29.920 --> 00:30:41.769

Mark Wickersham: Where, looking out, do you see, like, when it comes to decision making, do you see that the human element's always going to be involved, or do you see a certain component of

158

00:30:41.880 --> 00:30:50.549

Mark Wickersham: actual decision-making being, moved to the, you know, the AI and AI taking over decision-making?

159

00:30:52.010 --> 00:31:05.430

Charles Anselm | Osyte [O-Sight]: I think that day is not that far, and I think there are two key categories, right? There are systematic investment decisions, and there are qualitative investment decisions that require, like, a significant amount of trade-offs, right?

160

00:31:05.430 --> 00:31:21.369

Charles Anselm | Osyte [O-Sight]: So I think systematic investment decisions is where I think agentic AI and other types of automation and technology tools can make a big, big, big impact. And a lot of these allocators, right, multifamily offices, family offices, and also CIOs, they're spending a significant amount of time

161

00:31:21.370 --> 00:31:38.380

Charles Anselm | Osyte [O-Sight]: and energy and resources and money on these systematic investment functions, right? And that's where the… you alluded to the McKinsey report, right? That's where I think technology can actually be a significant benefit, where you can actually reduce the cost of that systematic functions dramatically, right?

162

00:31:38.380 --> 00:31:51.560

Charles Anselm | Osyte [O-Sight]: But, on the other hand, there are, like, some core investment officers, CIO functions, like, portfolio manager functions, right, that requires significant trade-offs, right, and judgment, right? Those functions are, like.

163

00:31:51.860 --> 00:31:54.999

Charles Anselm | Osyte [O-Sight]: I think it's pretty far off. I never say never, but….

164

00:31:55.000 --> 00:31:55.510

Mark Wickersham: Yeah.

165

00:31:55.510 --> 00:32:05.979

Charles Anselm | Osyte [O-Sight]: It is a… those are, like, way, way, way off, right? So I don't think there's any CIO out there who's worried about, like, oh, yeah, I gonna take my job? I don't think so. Not anytime soon. Yeah.

166

00:32:05.980 --> 00:32:12.339

Mark Wickersham: Probably, probably not. … Let's, … what other tech trends are you seeing in the industry?

167

00:32:13.300 --> 00:32:19.849

Charles Anselm | Osyte [O-Sight]: … I think… A lot of the tech trends that we are seeing is really around

168

00:32:20.140 --> 00:32:33.910

Charles Anselm | Osyte [O-Sight]: workflow automation, one of the things that I also worry about, like, okay, AI is doing everything. What are humans, we as humans gonna do? What is gonna give us purpose, right? So I don't know the answer to that question, but that's something that, you know, I've been… I think about a lot.

169

00:32:33.910 --> 00:32:56.149

Charles Anselm | Osyte [O-Sight]: And, you know, in fact, I was talking, having a conversation with one of our investors yesterday, you know, breakfast, and you know, he's a former… he's an entrepreneur, you know, he's had… built multiple companies, and he's sold multiple companies. Even he was saying the same thing. You know, his latest company was… is, AI, for, semiconductor manufacturing, right? So they're automating a lot of these things. You know, he was like, oh, there's a lot of

170

00:32:56.210 --> 00:33:06.790

Charles Anselm | Osyte [O-Sight]: commonalities between what they're doing, what they're doing, and what Osyte is doing around automating, you know, functions for investments, right? But I think we were still wondering, like.

171

00:33:06.910 --> 00:33:23.980

Charles Anselm | Osyte [O-Sight]: we don't know what we don't know when it comes to these technology trends, right? How they're going to transpire, and what impact they're going to have at a broad societal level. I have no idea, but I think there's something that we all entrepreneurs and, you know, industry practitioners have to keep in mind, right? How can we… how can we…

172

00:33:23.980 --> 00:33:39.540

Charles Anselm | Osyte [O-Sight]: build the next generation of investors without, you know, without really cutting them off, you know, at their knees, right? You know, giving them a training ground, right? So that's something that, you know, we have to think about, you know, really, really hard, and figure out a way to…

173

00:33:39.560 --> 00:33:53.499

Charles Anselm | Osyte [O-Sight]: make that, make that, make that, you know, the store, right? The school, you know, how do you, how do you kind of build that school? How do you make that process, you know, not be short-circuited by technology, so….

174

00:33:53.500 --> 00:34:01.060

Mark Wickersham: I do get worried about those more entry-level jobs. Kids coming out of college today are having, obviously, a tougher time in the job market.

175

00:34:01.410 --> 00:34:17.069

Mark Wickersham: coders in particular, but there's all sorts of… it's rippling through all sorts of industries, and if you're not able to kind of get that, hey, I got, you know, one to five years of experience, and the tasks that you used to do to be able to gain that experience in those jobs, and that those…

176

00:34:17.070 --> 00:34:28.249

Mark Wickersham: those tasks all get automated, then, you know, you're only left with senior people. What's gonna happen as people come into the workforce is certainly concerning. I think, obviously.

177

00:34:28.620 --> 00:34:37.789

Mark Wickersham: firms need to… and individuals need to be really adept at AI and prompt management, and know those. I do worry…

178

00:34:37.860 --> 00:34:44.940

Mark Wickersham: society impact. I mean, I don't think… how social media went, like… like, I don't think, like…

179

00:34:44.969 --> 00:35:01.160

Mark Wickersham: that wasn't a great roadmap. I don't think there's been as much negative impact on social media as there has been on positive. I do think there's greater hope for AI. I mean, you're looking at something that's, like, literally like electricity or the steam engine that could revolutionize work.

180

00:35:01.160 --> 00:35:06.090

Mark Wickersham: In society, as long as it has the proper guardrails, I mean, it's definitely…

181

00:35:06.250 --> 00:35:09.669

Mark Wickersham: Like you said, the future's a bit unknown on that, though.

182

00:35:10.590 --> 00:35:23.279

Mark Wickersham: I… we've already touched on the best of breed versus comprehensive. I really think your thoughts are really interesting on that, in terms of… it's not like an all-or-one, but maybe kind of taking a look at these big chunks?

183

00:35:23.280 --> 00:35:34.430

Mark Wickersham: Right? Of being able to have pla… you're still gonna be in a multi-platform environment, but is you're looking at more platforms versus applications, can you talk to me a little bit about that?

184

00:35:34.660 --> 00:35:52.200

Charles Anselm | Osyte [O-Sight]: Yeah, yeah, I think the core is, you know, as an allocator, I have to decide, okay, what are the big chunks, what are the big, important levers in my business, right? One is portfolio management, you know, the actual investment decision-making engine. That's a big.

185

00:35:52.200 --> 00:35:52.670

Mark Wickersham: jump.

186

00:35:52.670 --> 00:35:53.410

Charles Anselm | Osyte [O-Sight]: business.

187

00:35:53.410 --> 00:36:16.690

Charles Anselm | Osyte [O-Sight]: The other chunk of my business, like, okay, in the front end, right, how do I go and acquire clients, right? And that's another big chunk of my business. And then the back end is, like, how do I engage with my… with the clients that I have, and how do I report back to them in terms of what I did for them? What value did I add for them? I would say that those, like, three big pillars, right? So for each of those pillars, you know, it is totally okay to kind of find the best… the best platform for that pillar.

188

00:36:16.750 --> 00:36:26.280

Charles Anselm | Osyte [O-Sight]: Right? So, find the best platform for that marketing pillar, find the best platform for that portfolio management pillar, and find the best platform for that performance reporting pillar, okay?

189

00:36:26.280 --> 00:36:38.040

Charles Anselm | Osyte [O-Sight]: But then you have to make sure that those three pillars are actually interoperable. You know, they're API-driven, you know, they can connect with each other, that it's not your job as the allocator to go and put those three things together, right?

190

00:36:38.040 --> 00:36:53.989

Charles Anselm | Osyte [O-Sight]: the ecosystem of vendors, we have to do a better job of having that integration up front, so that we can provide the whole solution to the LP, right? So, I think that's been our foundational philosophy as well.

191

00:36:53.990 --> 00:37:16.940

Charles Anselm | Osyte [O-Sight]: from day one, you know, we are very agnostic to who we connect. We will connect with anybody, we'll get data from anybody, and we'll give data to anybody, right? If an LP says, hey, you need to give all the investment data, you know, that came out of the OSI platform to Addepar for performance reporting, absolutely, we'll give it. So, I think that is… I think that is the key thing that I would recommend that allocators keep in mind, is like.

192

00:37:17.050 --> 00:37:34.259

Charles Anselm | Osyte [O-Sight]: Identify the pillars, and for each pillar, find the best platform, and then make sure that those three platforms… those platforms work together. You don't have to go and… within each pillar, you don't have to go and find… don't try to go and find the best of breed solutions within each pillar, right? That's extremely cumbersome… now we're with, like, 15 different 20… 20 different….

193

00:37:34.370 --> 00:37:35.550

Mark Wickersham: Yeah, yeah, real science.

194

00:37:35.550 --> 00:37:37.399

Charles Anselm | Osyte [O-Sight]: That becomes a nightmare, yeah.

195

00:37:37.400 --> 00:37:50.889

Mark Wickersham: Yeah, I think that makes sense, and then… but there's still… you're a platform play, but you're still recognizing that you need to be able to plug into your LP's tech stack, that your LP has these other core functions that you don't do, you don't want to do.

196

00:37:50.890 --> 00:38:01.429

Charles Anselm | Osyte [O-Sight]: It's not part of your bailiwack, but you still need to have that interoperability. I think that's a great take, Charles. I think this is really one of the better explanations I've heard around.

197

00:38:01.510 --> 00:38:08.769

Mark Wickersham: best of breed versus comprehensive. It's not like this giant monolith versus a hundred different point solutions. There is this kind of…

198

00:38:08.990 --> 00:38:27.879

Mark Wickersham: You can have these systems that are doing multiple functions, platforms, you say, pillars, that need to interconnect. I think that's great. I also love the passion that you bring. The people on the audio podcast may not see, like, the hands moving around in the description of that, so if you're listening, go check out the YouTube video of it, because it.

199

00:38:27.880 --> 00:38:47.820

Charles Anselm | Osyte [O-Sight]: I used to live in Italy, you know, I love telling these stories, right? I used to live in Italy, like, a long time ago, so this was back in the late 90s. I have a lot of friends in Italy, you know. This was in southern Italy, around Naples area, right? And Italians are very animated people, and that's why I think picked it up, you know. I talk with my hands, just like most Italian… most of my Italian friends, you know.

200

00:38:47.820 --> 00:38:58.889

Mark Wickersham: I love it. I love Italy, too. I love the Italians. I had a chance to… my nephew was stationed in the Navy in Naples, and had a chance to go out there.

201

00:38:58.890 --> 00:39:01.719

Charles Anselm | Osyte [O-Sight]: I was doing nothing apart from the naval state, yeah, naval state.

202

00:39:01.720 --> 00:39:11.479

Mark Wickersham: Ugh, love it, love it. And that pizza, like, you really… it doesn't, like, seem… it must be something in the water in Naples, it doesn't seem to transfer.

203

00:39:11.480 --> 00:39:24.430

Charles Anselm | Osyte [O-Sight]: It's the soil, Vesuvia soil, right? The tomato has to come from that volcanic soil, right? San Marcano tomato, pure di latte, from that water buffalo, you know, that's in the Naples area, yes, that's how it came.

204

00:39:24.430 --> 00:39:41.279

Mark Wickersham: I love it. Well, I like to end the podcast on a personal note with 3 questions that have nothing to do with WealthTech, and we're already into it, so that's great. You also had a chance to travel with your family in an RV in New Zealand. Can you talk to me a little bit about that experience, and what was the best part of it?

205

00:39:41.540 --> 00:39:43.459

Charles Anselm | Osyte [O-Sight]: Yeah, yeah, that was… that was one of the…

206

00:39:43.540 --> 00:40:02.079

Charles Anselm | Osyte [O-Sight]: I think that was a… that was right around the time when my wife was going through some very significant health challenges, and she was able to kind of overcome that, and so we… this was more of a celebration of life that, you know, kind of really brought our family together. We'd entered an RV, and we traveled across North Island, South Island for, like, almost 2 months.

207

00:40:02.080 --> 00:40:10.760

Charles Anselm | Osyte [O-Sight]: I would say the best experience of that was when we went to Able Tasman National Park in the South Island of New Zealand.

208

00:40:10.760 --> 00:40:14.500

Charles Anselm | Osyte [O-Sight]: And so there, you know, we got to experience this really unique,

209

00:40:14.500 --> 00:40:30.810

Charles Anselm | Osyte [O-Sight]: Maori culture, which is the native Polynesian people in New Zealand. So when we were there, you know, we were doing kayaking and all the other kind of touristy stuff, and that was great, but then there was this group of young men, young Maori men, who were having their voice for the summer camp.

210

00:40:30.810 --> 00:40:39.990

Charles Anselm | Osyte [O-Sight]: And so, when we were there, they were like, oh, you know, would you like to participate in this, in this native ceremony called the Hakka? Hakka is a… is kind of a war dance.

211

00:40:39.990 --> 00:40:42.009

Mark Wickersham: You see it in the rugby.

212

00:40:42.690 --> 00:40:43.870

Charles Anselm | Osyte [O-Sight]: Yeah, so… Yeah.

213

00:40:44.130 --> 00:40:57.880

Charles Anselm | Osyte [O-Sight]: And so what they did was… so they actually performed a haka for our family, you know, they were training for that haka, so they actually did a performance haka for us on the beach, and that was, like, one of the most magical experiences of that entire trip, so it was phenomenal.

214

00:40:58.410 --> 00:41:09.369

Mark Wickersham: Yeah, I've seen, if people are listening to the… what is it, the New Zealand Black Leafs, which I think is one of the greatest sports franchise, like the Yankees, when it talks about winning percentage of rugby.

215

00:41:09.400 --> 00:41:12.599

Charles Anselm | Osyte [O-Sight]: The Kiwi all blocks, yeah.

216

00:41:12.600 --> 00:41:13.360

Mark Wickersham: They're all blacks.

217

00:41:13.360 --> 00:41:24.380

Charles Anselm | Osyte [O-Sight]: If you haven't seen it, you can actually go to YouTube and you can find, like, search for, like, Kiwi All Blacks, All Blacks Rugby, and you will… at the beginning of every game, the entire team will perform a hawker, you know.

218

00:41:24.790 --> 00:41:30.479

Charles Anselm | Osyte [O-Sight]: That's more of the war style of Hakka, not the welcoming style of Hakka.

219

00:41:30.480 --> 00:41:31.810

Mark Wickersham: Okay, there's two different ones, that's good.

220

00:41:31.810 --> 00:41:32.300

Charles Anselm | Osyte [O-Sight]: Yeah, yeah, yeah.

221

00:41:32.300 --> 00:41:35.739

Mark Wickersham: You don't want to give them doing that to your family, giving a warhawkeye, right?

222

00:41:37.570 --> 00:41:52.180

Mark Wickersham: That's awesome. So you had a chance to immigrate from the U.S. I don't know exactly… did you go to Italy first? You came from India. Could you describe your journey of coming to the U.S. and what you first remember?

223

00:41:52.180 --> 00:42:10.280

Charles Anselm | Osyte [O-Sight]: Yeah, yeah, I mean, I came, you know, in my late, you know, late teens, early 20s, yeah. But, so, I actually came directly from Chennai, India. I've never been on a plane, you know, before I left my hometown. And yeah, I came to Iowa, and one of the biggest, biggest things for me was, like, the… I'm like.

224

00:42:10.570 --> 00:42:34.910

Charles Anselm | Osyte [O-Sight]: everything was so big, and so clean, and so well put together, and so organized, you know? I came from this land of chaos, and then there was, like, this, like, land of, like, serenity, right? So, that was an amazing experience, and also how cold things were. So Chennai is on the equator, so there is no variation in climate at all, right? The sun rises at 6.30 a.m. in the morning, and the sun sets at 6.30 p.m. in the evening.

225

00:42:34.960 --> 00:42:41.149

Charles Anselm | Osyte [O-Sight]: Every single day, every day of the year. But not in Iowa, though, so….

226

00:42:41.150 --> 00:42:41.980

Mark Wickersham: It's a little cold in the winter.

227

00:42:41.980 --> 00:42:53.510

Charles Anselm | Osyte [O-Sight]: most coldest weather I've ever seen in my life, you know, and at one point, I believe it was negative 65 degrees, including wind chill, so it was just un….

228

00:42:53.510 --> 00:42:55.950

Mark Wickersham: Comes right down from Canada, right into the Plains, right?

229

00:42:55.950 --> 00:43:04.250

Charles Anselm | Osyte [O-Sight]: Exactly. That's, that's cool. That was my first experiences, you know, of America, you know, coming to America, so….

230

00:43:04.730 --> 00:43:14.120

Mark Wickersham: I think it's one of those things, like, you know, if, like, oil freezes, like, should you live there? Like, if you have to plug in your engine block, that's probably your clue that maybe.

231

00:43:14.120 --> 00:43:31.939

Charles Anselm | Osyte [O-Sight]: But I do have to say, some of the most amazing people are Iowans, you know. What an amazing state, you know, what a… I still have some very good friends in Iowa, you know, one of my best friends, Sean Montgomery from Iowa, who went to school with me. Yeah. Hey, Sean, if you're listening, hello.

232

00:43:31.940 --> 00:43:44.570

Mark Wickersham: Sean. Hey, Charles, I love, thank you for sharing your personal story, as well as your great insights. I love your passion, I love what you're doing at Osyte, and thanks for being on the podcast.

233

00:43:44.960 --> 00:43:49.720

Charles Anselm | Osyte [O-Sight]: Mark, it was a pleasure talking to you, and again, I appreciate very much having me on this podcast.