David Callahan

David Callahan, co-CEO of Ultra Sign Up, joins Evan and Danny to talk about how he and his partner Jay stumbled into acquiring the platform in 2020, closing the deal at separate picnic tables with masks on while the entire industry was shut down. He breaks down why vibe-coded competitors can build the facade of a registration platform but can't replicate twelve million annual visitors, and why the marketplace dynamic makes distribution the only moat that actually matters. The conversation gets into customer loyalty versus what David calls sustained gratitude, and why he thinks loyalty should flow from businesses toward customers, not the other way around. It closes with the story of the Hornet Hustle, a six-week school running challenge where his kids have racked up over 300 miles in a season, and what happened to the school culture when other kids started watching them show up before sunrise every day.