Adelle Archer is the founder of Eterneva, which celebrates remarkable lives by making diamonds from Ashes. Eterneva was featured on Shark Tank, in which Mark Cuban joined other incredible angels and VCs as an investor. This episode focuses in the end of life space.You can follow Adelle on Twitter @adellearcher. You can also follow your host, Mike, on Twitter @mikegelb and for episode annoucements, you can follow @consumervc.A couple books that inspired Adelle are Never Split The Difference by Chris Voss and Extreme Ownership by Jocko Willink and Leif Babin. A book that inspired her personally is The Power of Now by Eckhart Tolle.In this episode you will learn -How she started Eterneva? How consumer attitudes and cultural traditions around death changed over time and what opportunity did she see in this market? What is it about the work she's doing is disruptive? How is she changing the deathcare space? Where does she envision Eterneva being in five years?How does she market such a sensitive topic? What's been the most surprising and unexpected insight / learning she's had in building Eterneva so far? What is experience innovation? In the very beginning she bootstrapped to $1 million. What was your launch strategy and how was she able to find product-market fit? How did she think about her target demographic? Fundraising strategy?What led her to going on Shark Tank? What was her strategy for Shark Tank? How did she think about value add when it comes to investors, were there particular investors she was targeting?How she is thinking about growth today? Has she been able to expand into different demographics? How is she thinking about channel diversity & distribution? How is she thinking about customer acquisition today?Is she focused on top line growth or profitability? What are some ways or strategies that she implements in order to get a pulse on your customer? How does she constantly monitor the customers' preferences and needs? How has she approached COVID and what is her focus during this pandemic? What’s one piece of advice that she has for founders who are fundraising?Full transcriptMike Gelb 0:00 Hello and welcome to the consumer VC. I am your host Mike Gelb, and on this show we talk about the role of venture capital and consumer facing startups. Our guest today is Adele Archer, founder of a turnover, which celebrates remarkable lives by making diamonds from ashes. A turnover was featured on Shark Tank in which Mark Cuban joined other incredible angels and VCs as an investor, Adele story and why she chose to found a company in the end of life space, I think it's just fascinating. To be honest, it's not a space that really came to mind before meeting Adele. So lots of learnings and takeaways from mine. So without further ado, here's Adele. Thank you so much for joining me today. How are you?Adelle Archer 0:49 I'm good. How are you? I'mMike Gelb 0:51 Tell me a little bit about how you started your innovative venture.Adelle Archer 0:58 We celebrate remarkable people and pets when they pass away by making diamonds from ashes or hair. And now as you can imagine, that's probably not something that you would ever expect getting into a 10 year old Adele and say, What do you want to be when you grow up? But you know, I think it just more than anything, you know, when you look back on your life, sometimes there there is a common thread that connects at all. And so, you know, for me, I have my MBA and entrepreneurship, you know, knew I was going to be starting my own company and I worked in tech for a couple of years. And originally the company that I was working on was a lab grown diamond company. Just thought that was really interesting technology. And as we were starting this company, though, I had a really close friend and my business mentor actually get diagnosed with pancreatic cancer, and she passed away. So total, like personal side of my life was trying to figure out how to honor Tracy and you know, just I think when you