The companies go into Ukraine. And then you said mostly not so much Europe, but focus of America. Oh, yeah, there was a statistic in my head. So something like 80% of the outsourcing revenue is is



serving US companies. Okay. Yeah. So US companies are very important to Ukraine or these companies, early stage companies, are they more corporations? Who are they? Yeah, I think they're



big corporations, their startups. I'll tell you which companies were interested in.



We're interested in startups. They're on the verge of scaling. So they can see on the horizon that they need to hire a lot of engineers and they're worried they're not going to be able to do it in Silicon Valley, because there's just so much talent to go around. And it's very expensive here. Okay. So with that expense, how much cheaper is it in Ukraine to hire engineers there versus the us you know, it depends on which language you're talking about, but I



would say the correct language, right? Well, just Yo yo yo program. Yeah, sorry. Yeah. I'd say the pecking order in terms of cost.



So Ukraine and build a ruse will be about the same level Russia is going to be a little bit more expensive really and but I really yes it is inexpensive compared to Silicon Valley but if someone is only interested in cost, how much it costs if they don't hear anything else if that's all that matters to them. We don't want that kind of customer. Okay, because they typically make a lot of mistakes. They're focused on the wrong things that I'd like to tell you. What is interesting about working with Ukrainian programmers? Yeah. So in in Asia and a lot of Asian countries. I hear complaints from people that they hear Yes, then and the yes yes. doesn't necessarily mean yes, the way we say right, I hear you. I hear you.



Yes, yes, we're speaking and I hear you. Okay. Yes. Yes.



So experiences way too many times. Okay. I said, I've heard



cases in which someone says, I'd like this done in two weeks, I'd like these features. And then two weeks go by. And it's as if that first conversation ever took place. Yeah. Okay. Now



Ukraine, Russia, that part of the world, very different. Okay. Very different. So you could ask them to finish that project with those features in two weeks, and you get a response impossible, or I don't think that's a good idea.



You get pushback. Yeah, but it's actually constructive pushback. So it's, it's a little bit jarring coming from our culture where the customer is always right. Yeah. To have to have somebody telling you know, I don't think that's a good idea or That's impossible. Yeah, but the



thing is the very next day they'll there'll be some significant process done already. Okay. Yeah so it's it's a it's a circuitous path, you know No, no no and you actually get to where you want to go. Okay. Yeah so little kind of tell me just go back to about the workflow of working with Ukraine program or development team there if you're a start up here or someone that as you'd mentioned, you know, is on a growth projector want to scale but may not be able to hire the engineers here. So yeah, say I'm a start up here. I have no contacts to Ukraine. What's the whole process? What does it look like?



Okay, so it depends on what kind of company you are and whether you've already worked with teams abroad, never worked with teams abroad. My first startup PhD from Stanford think I know everything but I don't



very good description though. And just such people just came over that Yeah,






So I in in that case, I would recommend that someone on the team is in this time zone who understands both cultures. So that could be someone like me or more ideally, it would be a say Ukrainian or a Russian program or project manager who has 10 years experience working in US



reporting to US companies and managing teams abroad. Okay, so quite a few benefits. First of all, yes, it's going to be less expensive because the bulk of the team is in Kiev to you're going to communicate in your own time zone. Yeah, and yes, there is an overlap of time zones 123 hours. Yeah, but I can tell you



I, I call someone and say Ukraine or Lithuania, wherever it is, and they're tired when I'm at the top of my game, or vice versa. And we can never both be at the top of our games.



It's very difficult. So it's nice to have someone in this time zone you can speak to and someone who understands their point of view and knows how to deliver your message in the right context. Okay. Yeah, that's key. So that person is translating both language and cultural and, and kind of that point of view. And that's actually more important than than just that language translation. Exactly. I couldn't agree more. Okay. Yeah. But tell me about the onboarding process. So I'm a startup I come to you I say I want an Ukrainian development team and you're going to be the middle person or your you'll introduce the middle person Well, I'll continue to be involved because I want the relationship to be a successful one so I'll never completely give up some kind of involvement okay. And the unit city brand is really important to us we we want only success stories in Silicon Valley so



he's appear



And so depending on on your experience love if you have no experience managing teams abroad I think would be better to



have a few local so save myself than a project manager based in wherever San Jose or San Francisco moda who's going to interface with you and manage the team abroad and you'd be signing a contract with US company



What else could I tell you if if you are a company



that has a lot of resources wants to hire a lot of engineers over time and you want flexibility. We could even create a turnkey solution where you eventually own a subsidiary in Ukraine. So we can we can create a solution across the whole spectrum of possibilities. And what's great about unit city is that we have so many resources we can pull them down. If you're scaling fast. We have code



School with nearly 1000 students, a data science school 50 startups. So and we, we know all these teams we've seen them perform over time. So it's it's not as if we're giving you some people that we that we haven't properly checked out and vetted.






that concludes part one of this interview. To find out more information, please visit Silicon Valley success is calm. And in part two, we're going to continue to talk about more of unit city the resources and startups from Ukraine coming to Silicon Valley and vice versa.