Brendan Noud built LearnUpon on customers, not capital

Brendan Noud and Des Anderson left an established learning management system provider in 2012 and started LearnUpon at a kitchen table. Noud had spent eight years there on the sales side, Anderson 12 on the technical side, and from the front of the sales process Noud could see demand his employer had no interest in meeting.

"We could see there was a pent-up demand for a cloud SaaS solution that was easy to use and quick to set up," Noud said on the CEO.com podcast. "Our previous employer had an on-premise solution, and we just felt cloud was the future. So we decided to leave and start around the kitchen table as a two-person startup."

Noud lives in Kildare, about an hour south of Dublin. He and Anderson went through the NDRC accelerator at the start, a cohort of about 14 companies. The funding was roughly $20,000.

"Honestly, the real value was the network," Noud said. "When you're starting a business for the first time, having great mentors and other founders around you is hugely valuable. We got great advice early on, especially around focusing on a specific ICP. And there's something motivating about being surrounded by other founders who are living on beans and toast and working around the clock trying to build traction."

In 2013 they raised a little over half a million dollars, friends-and-family money matched by Enterprise Ireland. For the next seven years, that was it. The business funded itself by adding customers.

Around 20 or 30 customers in, the motion started to feel repeatable. Leads came in every week, the close rate was high, and the feedback was good even though the founders knew the platform wasn't where they wanted it yet. In 2014, LearnUpon won its first enterprise deal, a quick-service restaurant chain in the U.S.

"They had procurement teams, legal teams, all of that," Noud said. "And we won that deal against much larger incumbents. That was a huge moment where we thought, okay, this is real. We can compete here."

By 2020 the company had grown annual recurring revenue by more than 50 percent year over year for 12 consecutive quarters, and it took its first institutional money, a $56 million minority investment from Summit Partners. Today LearnUpon serves more than 25 million learners, handles more than a billion requests a month, and employs over 300 people across Dublin, Philadelphia, and Salt Lake City.

Philadelphia opened in 2016, after years of Irish employees working night shifts to cover U.S. customers. Salt Lake City came about three years ago, and LearnUpon relocated a few Dublin employees there first to hire and embed the culture before building out the local team.

That culture is written down. Years ago, Noud and Anderson created a culture code, inspired in part by HubSpot's, after Noud heard Dharmesh Shah speak about it. The pillars are act like an owner, deliver quality, lead with curiosity, and put the customer at the center of everything. One of the company's earliest hires recently celebrated 12 years at LearnUpon. Several others have passed a decade.

"We also talk a lot about everyone being guardians of the culture," Noud said. "It's not just the responsibility of leadership. Everybody owns it. And culture evolves. The culture at 20 people is very different from the culture at 300 people. So you have to continually work on it."

The past year has been the busiest in the company's history. In November 2025 LearnUpon acquired Courseau, a Berlin-founded AI course authoring startup. In March it launched Create+, which turns PDFs, videos, and documents into structured courses in minutes. In July it announced its Agentic Learning Platform, which automates administrative workflows while keeping oversight with the humans running them.

"We're very conscious of making sure there's still a human in the loop because our customers are cautious too," Noud said. "They don't want AI just running off and making every decision autonomously. But for repetitive admin-heavy tasks, it's an incredible opportunity."

The company's biggest focus now is personalized learning at scale. "That's been something people in learning and development have talked about forever as this kind of holy grail, but historically it was very difficult to truly achieve," Noud said. "Now, with AI, we can get much closer to delivering the right learning to the right person at exactly the right time."

When the conversation turned to AI in education more broadly, Noud reached for the calculator. Schools banned it, then accepted it as a tool, as long as students understood the theory underneath. "I think AI is very similar," he said. "Skills like creativity, critical thinking, and communication are probably going to become even more important."

Every CEO.com conversation ends with the same question: who gave you a chance?

Noud named Michael Atwire, his first manager at KPMG Consulting, where he started as a graduate consultant. "At that stage in your career, you often expect to spend your days photocopying or reading manuals," Noud said. "But my manager, Michael Atwire, immediately brought me out on-site into real client meetings. This was during the height of the Y2K era back in 1999. He exposed me to boardroom meetings, strategy work, and client engagement right from day one. That experience shaped the rest of my career. I learned a tremendous amount from him, and I'm very grateful he took a chance on me so early."

00:00:00 Introduction and Background
00:00:26 Founding LearnUpon
00:01:18 Initial Focus and Evolution
00:02:00 Funding and Tech Scene in Ireland
00:04:27 Realizing Success
00:05:42 Impact of AI on Learning Management
00:07:17 AI in General Education
00:08:48 A Day in the Life of a CEO
00:10:18 Reading Recommendations
00:11:00 Company Culture
00:12:23 Becoming a Global Company
00:13:49 Macroeconomic Environment
00:15:19 Learning from Failures
00:17:06 Future Roadmap
00:18:57 Final Question: Who Gave You a Chance?

WEBVTT

00:00:00.000 --> 00:00:02.400
Brandon,<00:00:00.560> thank<00:00:00.720> you<00:00:00.800> so<00:00:00.920> much<00:00:01.120> for<00:00:01.240> coming<00:00:01.640> on<00:00:01.800> the<00:00:01.920> show.

00:00:02.400 --> 00:00:05.640
You<00:00:02.560> are<00:00:02.680> the<00:00:02.840> co-founder<00:00:03.520> and<00:00:03.680> CEO<00:00:04.400> of<00:00:04.640> LearnUpon.

00:00:05.640 --> 00:00:14.760
It's<00:00:05.800> a<00:00:05.880> cloud-based<00:00:06.640> learning<00:00:07.000> management<00:00:07.520> system<00:00:08.680> that<00:00:08.920> helps<00:00:09.280> organizations<00:00:10.000> deliver,<00:00:10.600> manage,<00:00:11.120> and<00:00:11.360> measure<00:00:12.520> learning<00:00:13.040> for<00:00:13.200> employees,<00:00:13.960> customers,

00:00:14.760 --> 00:00:17.120
and<00:00:14.920> partners.<00:00:16.280> How<00:00:16.400> did<00:00:16.600> you<00:00:16.720> get<00:00:16.880> here?

00:00:17.120 --> 00:00:23.360
What<00:00:17.320> were<00:00:17.440> you<00:00:17.520> doing<00:00:17.760> prior<00:00:18.160> to<00:00:18.280> this?<00:00:18.840> What<00:00:19.280> what<00:00:19.960> kind<00:00:20.160> of<00:00:20.280> motivated<00:00:20.920> you<00:00:21.000> to<00:00:21.120> co-found<00:00:21.600> this<00:00:21.760> company<00:00:22.200> and<00:00:22.320> how<00:00:22.400> did<00:00:22.560> you<00:00:22.600> become<00:00:22.880> CEO?

00:00:23.360 --> 00:00:26.400
Let's<00:00:23.600> start<00:00:23.840> there.<00:00:24.280> That's<00:00:24.480> a<00:00:24.520> small<00:00:24.840> question,<00:00:25.280> right?

00:00:26.400 --> 00:00:29.480
Yeah,<00:00:26.720> thanks<00:00:27.560> thanks<00:00:27.840> James<00:00:28.160> for<00:00:28.280> having<00:00:28.680> me<00:00:28.720> on<00:00:28.800> the<00:00:28.880> show.

00:00:29.480 --> 00:00:38.480
Great<00:00:29.720> to<00:00:29.800> talk<00:00:29.960> to<00:00:30.040> you<00:00:30.120> today.<00:00:31.240> Yes,<00:00:32.560> myself<00:00:32.880> and<00:00:32.960> my<00:00:33.040> co-founder<00:00:33.480> Dez,<00:00:33.800> we<00:00:33.920> started<00:00:34.280> LearnUpon<00:00:34.800> in<00:00:34.920> 2012,<00:00:35.720> but<00:00:35.880> we<00:00:36.000> were<00:00:36.120> working<00:00:36.480> in<00:00:36.560> the<00:00:36.640> space<00:00:37.000> previously<00:00:38.320> with

00:00:38.480 --> 00:00:42.600
one<00:00:38.640> of<00:00:38.720> the<00:00:38.880> existing<00:00:39.760> LMS<00:00:40.320> providers.

00:00:42.600 --> 00:00:50.760
I<00:00:42.720> was<00:00:42.880> with<00:00:43.000> them<00:00:43.120> eight<00:00:43.280> years,<00:00:43.680> Dez<00:00:43.960> was<00:00:44.080> 12.<00:00:44.520> So,<00:00:45.200> we<00:00:45.280> had<00:00:45.360> a<00:00:45.400> lot<00:00:45.560> of<00:00:45.640> experience<00:00:46.320> and<00:00:46.640> Dez<00:00:46.880> was<00:00:47.000> on<00:00:47.120> the<00:00:47.200> technical<00:00:47.640> side<00:00:48.080> and<00:00:48.400> I<00:00:48.560> was<00:00:48.760> on<00:00:48.880> the<00:00:48.960> sales<00:00:50.200> side.

00:00:50.760 --> 00:00:57.920
And<00:00:51.440> I<00:00:51.480> think<00:00:51.600> when<00:00:51.720> you're<00:00:51.920> particularly<00:00:52.360> at<00:00:52.440> the<00:00:52.520> front<00:00:52.840> end<00:00:53.000> of<00:00:53.080> sales,<00:00:53.680> we<00:00:53.800> could<00:00:53.960> see<00:00:54.160> there<00:00:54.280> was<00:00:54.600> a<00:00:54.720> pent-up<00:00:55.200> demand<00:00:55.640> for<00:00:55.960> like<00:00:56.160> a<00:00:56.200> cloud<00:00:56.640> SaaS<00:00:56.920> solution<00:00:57.440> that<00:00:57.600> was

00:00:57.920 --> 00:01:06.480
easy<00:00:58.160> to<00:00:58.280> use<00:00:58.520> and<00:00:58.640> quick<00:00:58.840> to<00:00:58.920> set<00:00:59.160> up.<00:01:00.560> Um,<00:01:00.640> and<00:01:01.240> yeah,<00:01:01.480> we<00:01:01.880> we<00:01:02.000> kind<00:01:02.280> of<00:01:02.400> our<00:01:02.720> our<00:01:02.800> previous<00:01:03.280> employer<00:01:03.600> was<00:01:03.760> an<00:01:03.880> on-prem<00:01:04.320> solution<00:01:04.879> and<00:01:05.160> we<00:01:05.280> just<00:01:05.480> kind<00:01:05.640> of<00:01:05.720> felt<00:01:06.160> cloud

00:01:06.480 --> 00:01:15.560
was<00:01:06.600> the<00:01:06.680> way<00:01:06.840> to<00:01:06.960> go.<00:01:07.760> So,<00:01:08.440> yeah,<00:01:08.600> we<00:01:08.760> decided<00:01:09.160> to<00:01:09.240> leave<00:01:09.560> and<00:01:11.520> start<00:01:11.800> around<00:01:12.000> the<00:01:12.080> kitchen<00:01:12.400> table<00:01:12.760> with<00:01:12.880> a<00:01:12.920> two-person<00:01:13.360> startup<00:01:13.920> and<00:01:14.720> it's

00:01:15.560 --> 00:01:24.440
13<00:01:16.000> years<00:01:16.240> in.<00:01:16.360> It's<00:01:16.480> been<00:01:16.640> a<00:01:16.720> fun<00:01:16.920> journey.<00:01:18.240> Yeah,<00:01:18.400> we<00:01:19.440> when<00:01:19.560> we<00:01:19.680> started<00:01:20.160> we<00:01:20.240> focused<00:01:20.680> on<00:01:21.240> professional<00:01:21.640> training<00:01:21.920> companies<00:01:22.400> as<00:01:22.520> a<00:01:22.600> kind<00:01:22.760> of<00:01:22.840> a<00:01:22.880> core<00:01:23.880> ICP

00:01:24.440 --> 00:01:26.560
to<00:01:24.560> sell<00:01:24.800> into<00:01:25.120> and<00:01:25.200> we<00:01:25.280> got<00:01:25.480> good<00:01:25.640> traction<00:01:26.040> there.

00:01:26.560 --> 00:01:32.200
Um,<00:01:27.080> particularly<00:01:27.520> with<00:01:28.920> a<00:01:28.960> portal<00:01:29.360> feature<00:01:29.680> on<00:01:29.760> LearnUpon<00:01:30.200> that<00:01:30.280> was<00:01:30.400> really<00:01:30.600> powerful<00:01:31.360> for<00:01:31.520> that<00:01:31.720> market.

00:01:32.200 --> 00:01:38.280
It<00:01:32.280> allowed<00:01:32.680> them<00:01:33.000> to<00:01:33.160> create<00:01:33.480> branded<00:01:33.960> portals<00:01:34.480> in<00:01:34.640> 60<00:01:35.000> seconds<00:01:35.520> and<00:01:36.120> license<00:01:36.520> their<00:01:36.680> content<00:01:37.240> and<00:01:37.360> sell<00:01:37.520> their<00:01:37.640> courses.

00:01:38.280 --> 00:01:42.240
And<00:01:38.920> we've<00:01:39.240> evolved<00:01:39.680> from<00:01:39.840> there<00:01:40.240> to<00:01:40.440> move<00:01:40.680> into<00:01:40.880> the<00:01:40.960> corporate<00:01:41.320> space.

00:01:42.240 --> 00:01:46.720
And<00:01:43.200> as<00:01:43.280> you<00:01:43.360> mentioned<00:01:43.640> at<00:01:43.720> the<00:01:43.800> start,<00:01:44.160> today<00:01:44.480> we<00:01:44.960> we<00:01:45.080> focus<00:01:45.360> on<00:01:45.440> multi-audience<00:01:46.120> training.

00:01:46.720 --> 00:01:51.280
So,<00:01:47.040> internal<00:01:47.480> employee<00:01:47.840> training,<00:01:48.480> customer<00:01:48.880> training,<00:01:49.360> partner,<00:01:50.600> resellers.

00:01:51.280 --> 00:01:53.560
And<00:01:52.000> yeah,<00:01:52.200> it's<00:01:52.600> it's<00:01:52.840> it's<00:01:53.000> been<00:01:53.160> going<00:01:53.360> good.

00:01:53.560 --> 00:02:00.200
So,<00:01:53.680> that's<00:01:54.480> I<00:01:54.560> guess<00:01:55.120> wanting<00:01:55.480> to<00:01:55.600> address<00:01:56.040> some<00:01:56.200> of<00:01:56.240> the<00:01:56.320> frustrations<00:01:56.960> in<00:01:57.040> the<00:01:57.080> market<00:01:57.480> was<00:01:57.640> the<00:01:57.720> real<00:01:57.920> driver<00:01:58.360> to<00:01:58.720> to<00:01:58.800> give<00:01:58.960> it<00:01:59.040> a<00:01:59.080> go.

00:02:00.200 --> 00:02:03.320
And<00:02:00.480> how<00:02:00.560> did<00:02:00.760> you<00:02:01.080> think<00:02:01.320> about<00:02:02.080> funding<00:02:02.600> the<00:02:02.680> company?

00:02:03.320 --> 00:02:06.280
Like<00:02:03.840> and<00:02:03.960> did<00:02:04.120> you<00:02:04.560> you're<00:02:04.800> from<00:02:05.040> Ireland,<00:02:05.720> Dublin?

00:02:06.280 --> 00:02:09.840
Do<00:02:06.360> you<00:02:06.440> live<00:02:06.560> in<00:02:06.640> Dublin?<00:02:07.440> Uh<00:02:07.920> Kildare,<00:02:08.399> which<00:02:08.560> is<00:02:08.640> about<00:02:08.840> an<00:02:08.960> hour<00:02:09.119> south<00:02:09.399> of<00:02:09.440> Dublin.

00:02:09.840 --> 00:02:12.800
Yeah.<00:02:09.920> Okay.<00:02:10.679> Um<00:02:11.360> and<00:02:11.520> you<00:02:11.600> founded<00:02:12.000> it<00:02:12.120> there.

00:02:12.800 --> 00:02:18.040
To<00:02:12.920> give<00:02:13.080> us<00:02:13.200> a<00:02:13.240> sense<00:02:13.480> for<00:02:13.600> like<00:02:13.840> what<00:02:14.160> the<00:02:14.760> tech<00:02:15.040> scene<00:02:15.280> is<00:02:15.400> like<00:02:15.640> there,<00:02:15.959> what<00:02:16.160> the<00:02:16.280> funding<00:02:16.680> environment<00:02:17.280> is<00:02:17.440> like<00:02:17.680> there.

00:02:18.040 --> 00:02:24.560
Actually<00:02:18.360> and<00:02:18.680> by<00:02:18.800> the<00:02:18.920> way,<00:02:19.480> I<00:02:19.560> know<00:02:19.720> a<00:02:19.800> little<00:02:20.040> bit<00:02:20.160> about<00:02:20.480> this<00:02:21.320> and<00:02:21.520> I<00:02:21.600> know<00:02:21.800> that<00:02:22.040> Ireland<00:02:22.400> has<00:02:22.600> a<00:02:22.680> strong<00:02:23.120> tech<00:02:23.360> community,<00:02:24.080> actually.

00:02:24.560 --> 00:02:27.160
Yeah.<00:02:25.040> Um<00:02:25.760> and<00:02:26.120> and<00:02:26.320> it's<00:02:26.520> pretty<00:02:26.720> impressive.

00:02:27.160 --> 00:02:29.800
I<00:02:27.200> don't<00:02:27.360> know<00:02:27.440> that<00:02:27.560> people<00:02:27.840> know<00:02:28.000> that.<00:02:28.200> But<00:02:28.320> give<00:02:28.480> us<00:02:28.600> a<00:02:28.640> sense<00:02:28.959> for<00:02:29.160> it.

00:02:29.800 --> 00:02:32.959
Yeah,<00:02:30.160> it's<00:02:30.440> like<00:02:30.720> it's<00:02:31.120> there's<00:02:31.280> a<00:02:31.520> strong<00:02:32.120> tech<00:02:32.400> ecosystem.

00:02:32.959 --> 00:02:41.040
So<00:02:33.160> a<00:02:33.240> lot<00:02:33.720> of<00:02:34.600> the<00:02:34.800> US<00:02:35.920> multinationals,<00:02:36.800> the<00:02:36.880> large<00:02:37.160> SaaS<00:02:37.920> tech<00:02:38.120> companies<00:02:39.200> have<00:02:39.400> their<00:02:39.560> EMEA<00:02:40.040> HQ<00:02:40.520> in<00:02:40.640> Ireland.

00:02:41.040 --> 00:02:46.120
So<00:02:41.560> Meta,<00:02:42.160> Google<00:02:43.000> and<00:02:43.280> right<00:02:43.480> through<00:02:43.600> to<00:02:43.680> your<00:02:44.000> Zendesks<00:02:44.760> and<00:02:45.080> New<00:02:45.240> Relics.

00:02:46.120 --> 00:02:53.320
And<00:02:46.440> I<00:02:46.480> think<00:02:46.720> off<00:02:46.959> the<00:02:47.080> back<00:02:47.360> of<00:02:47.440> that,<00:02:48.320> you<00:02:48.400> have<00:02:48.520> a<00:02:48.600> lot<00:02:48.800> of<00:02:48.880> people<00:02:49.240> leave<00:02:49.600> to<00:02:49.720> do<00:02:50.200> startups<00:02:50.959> and<00:02:51.160> there's<00:02:51.360> good<00:02:51.560> accelerator<00:02:52.080> programs.

00:02:53.320 --> 00:03:00.880
Myself<00:02:53.760> and<00:02:53.880> Des<00:02:54.200> went<00:02:54.520> on<00:02:54.680> the<00:02:54.880> NDRC<00:02:56.080> um<00:02:56.160> accelerator<00:02:56.840> program<00:02:57.720> right<00:02:57.959> at<00:02:58.080> the<00:02:58.160> start<00:02:59.160> and<00:02:59.239> there<00:02:59.320> was<00:02:59.640> 14<00:03:00.080> other<00:03:00.239> companies.

00:03:00.880 --> 00:03:03.560
They<00:03:01.000> kind<00:03:01.200> of<00:03:01.320> take<00:03:01.600> intakes<00:03:02.239> every<00:03:02.519> 6<00:03:02.760> months.

00:03:03.560 --> 00:03:09.959
And<00:03:04.200> not<00:03:04.480> much<00:03:04.720> funding,<00:03:05.160> about<00:03:05.440> 15,000<00:03:07.480> euros,<00:03:07.959> so<00:03:08.080> maybe<00:03:08.239> $20,000.

00:03:09.959 --> 00:03:14.080
But<00:03:10.200> it<00:03:10.320> was<00:03:10.480> more<00:03:10.800> actually,<00:03:11.440> I<00:03:11.519> suppose<00:03:11.760> the<00:03:11.880> network<00:03:12.400> when<00:03:12.519> you're<00:03:12.640> starting<00:03:13.040> a<00:03:13.080> business<00:03:13.440> for<00:03:13.519> the<00:03:13.600> first<00:03:13.840> time.

00:03:14.080 --> 00:03:21.120
There<00:03:14.160> was<00:03:14.280> great<00:03:14.560> mentors.<00:03:15.560> We<00:03:15.760> got<00:03:16.040> lots<00:03:16.320> of<00:03:16.400> great<00:03:16.640> advice<00:03:17.120> in<00:03:17.200> the<00:03:17.320> early<00:03:17.480> days,<00:03:17.760> particularly<00:03:18.200> around<00:03:18.560> focusing<00:03:19.160> on<00:03:19.280> a<00:03:19.320> particular<00:03:20.040> ICP.

00:03:21.120 --> 00:03:28.680
And<00:03:21.480> and<00:03:21.560> then<00:03:21.720> you<00:03:21.800> have<00:03:21.959> that<00:03:22.120> support<00:03:22.519> structure<00:03:23.040> of<00:03:23.239> other<00:03:23.440> founders<00:03:23.959> who<00:03:24.160> are<00:03:25.239> living<00:03:25.560> on<00:03:25.680> beans<00:03:25.959> and<00:03:26.080> toast<00:03:26.519> and<00:03:27.239> you<00:03:27.320> know,<00:03:27.480> working<00:03:27.760> around<00:03:28.000> the<00:03:28.080> clock<00:03:28.360> to<00:03:28.440> try

00:03:28.680 --> 00:03:36.040
and<00:03:28.800> get<00:03:29.000> some<00:03:29.160> early<00:03:29.360> traction.<00:03:30.800> And<00:03:30.920> I<00:03:30.959> think<00:03:31.160> it's<00:03:31.480> it's<00:03:31.640> much<00:03:31.880> easier<00:03:32.200> to<00:03:32.360> do<00:03:32.560> that<00:03:33.440> in<00:03:33.600> an<00:03:33.680> accelerator<00:03:34.560> maybe<00:03:34.800> than<00:03:35.000> on<00:03:35.160> your<00:03:35.360> own.

00:03:36.040 --> 00:03:41.560
Um<00:03:36.400> so<00:03:36.519> that<00:03:36.880> that<00:03:37.120> was<00:03:37.320> it<00:03:37.880> our<00:03:38.000> startup<00:03:38.320> and<00:03:39.120> we<00:03:39.427> [snorts]<00:03:39.600> also<00:03:39.840> here<00:03:40.000> in<00:03:40.080> Ireland<00:03:40.360> have<00:03:40.519> Enterprise<00:03:40.959> Ireland.

00:03:41.560 --> 00:03:47.000
It's<00:03:41.800> a<00:03:42.160> government<00:03:43.360> body<00:03:43.720> that<00:03:43.880> helps<00:03:44.400> support<00:03:44.840> indigenous<00:03:45.560> scaling<00:03:46.000> companies.

00:03:47.000 --> 00:03:50.360
And<00:03:47.519> they<00:03:47.720> supported<00:03:48.280> us<00:03:48.440> from<00:03:48.720> a<00:03:48.760> funding<00:03:49.120> perspective<00:03:49.720> in<00:03:49.800> the<00:03:49.920> early<00:03:50.040> days.

00:03:50.360 --> 00:03:53.560
They<00:03:50.440> do<00:03:50.640> a<00:03:50.720> a<00:03:50.800> match<00:03:51.120> funding<00:03:52.000> along<00:03:52.320> with<00:03:52.520> some<00:03:52.640> friends<00:03:52.960> and<00:03:53.080> family.

00:03:53.560 --> 00:03:57.000
So,<00:03:53.720> we<00:03:53.840> did<00:03:54.000> some<00:03:54.200> early<00:03:54.520> seed<00:03:54.840> rounds<00:03:55.720> um<00:03:55.800> that<00:03:55.960> we<00:03:56.080> raised.

00:03:57.000 --> 00:04:05.040
Um<00:03:57.640> that<00:03:57.880> kind<00:03:58.160> of<00:03:58.640> in<00:03:58.920> 2013<00:04:00.000> um<00:04:00.240> we<00:04:00.360> raised<00:04:00.680> them<00:04:00.960> a<00:04:01.000> little<00:04:01.240> over<00:04:01.400> half<00:04:01.640> a<00:04:01.680> million<00:04:02.680> um<00:04:03.320> to<00:04:03.760> to<00:04:04.120> get<00:04:04.360> started.

00:04:05.040 --> 00:04:08.560
And<00:04:05.800> uh<00:04:06.080> from<00:04:06.240> there<00:04:06.720> it<00:04:06.760> was<00:04:06.920> all<00:04:07.080> about<00:04:07.360> getting<00:04:07.640> customers.

00:04:08.560 --> 00:04:12.520
Um<00:04:08.880> we<00:04:09.080> were<00:04:09.360> mostly<00:04:09.880> like<00:04:10.600> largely<00:04:10.920> bootstrapped<00:04:11.520> after<00:04:11.800> that.

00:04:12.520 --> 00:04:16.400
Um<00:04:12.800> we<00:04:12.920> funded<00:04:13.280> the<00:04:13.320> business<00:04:13.720> by<00:04:14.120> getting<00:04:14.400> more<00:04:14.560> and<00:04:14.640> more<00:04:14.800> customers<00:04:15.240> on<00:04:15.320> the<00:04:15.400> platform.

00:04:16.400 --> 00:04:21.680
Um<00:04:17.160> and<00:04:17.720> yeah,<00:04:17.959> we<00:04:18.079> got<00:04:18.239> good<00:04:18.400> traction<00:04:18.799> up<00:04:18.959> until<00:04:19.320> a<00:04:19.560> a<00:04:19.600> few<00:04:19.799> years<00:04:20.079> ago<00:04:20.440> in<00:04:20.600> 2020.

00:04:21.680 --> 00:04:27.640
We<00:04:21.799> did<00:04:21.959> our<00:04:22.360> series<00:04:22.800> A<00:04:22.919> round<00:04:23.200> with<00:04:23.320> Summit<00:04:23.600> Partners,<00:04:24.040> which<00:04:24.240> was<00:04:24.360> the<00:04:24.440> first<00:04:24.680> time<00:04:24.840> we<00:04:24.919> took<00:04:25.120> professional<00:04:25.640> money<00:04:25.919> into<00:04:26.120> the<00:04:26.200> business.

00:04:27.640 --> 00:04:30.919
At<00:04:27.760> what<00:04:27.919> point<00:04:28.120> did<00:04:28.280> you<00:04:28.360> realize<00:04:28.720> you<00:04:28.840> had<00:04:29.080> something<00:04:29.440> that<00:04:29.640> and<00:04:29.800> that<00:04:29.919> it<00:04:29.960> was<00:04:30.120> going<00:04:30.320> to<00:04:30.440> work?

00:04:30.919 --> 00:04:36.320
And<00:04:31.200> obviously<00:04:31.560> as<00:04:31.640> an<00:04:31.760> entrepreneur<00:04:32.600> in<00:04:32.720> a<00:04:32.800> founder,<00:04:33.640> it<00:04:33.800> almost<00:04:34.160> feels<00:04:34.320> like<00:04:34.480> it's<00:04:34.600> never.

00:04:36.320 --> 00:04:40.440
Uh<00:04:36.720> you<00:04:36.840> know,<00:04:37.000> you<00:04:37.160> never<00:04:37.440> got<00:04:37.600> there.<00:04:37.720> But<00:04:37.840> at<00:04:37.919> what<00:04:38.080> point<00:04:38.240> you're<00:04:38.320> just<00:04:38.440> like,<00:04:38.560> "Hey,<00:04:38.680> we've<00:04:38.840> got<00:04:39.080> a<00:04:39.160> we've<00:04:39.320> got<00:04:39.480> a<00:04:39.640> business<00:04:40.080> here.

00:04:40.440 --> 00:04:48.840
This<00:04:40.600> is<00:04:40.680> going<00:04:40.800> to<00:04:40.880> work."<00:04:42.080> Yeah,<00:04:42.360> I<00:04:42.440> think<00:04:42.800> like<00:04:43.000> when<00:04:43.120> we<00:04:43.560> started<00:04:44.120> to<00:04:44.200> get<00:04:45.200> probably<00:04:45.640> like<00:04:46.000> hitting<00:04:46.400> 20-30<00:04:47.120> customers,<00:04:47.720> but<00:04:47.919> more<00:04:48.160> repeatable.

00:04:48.840 --> 00:04:54.480
Like<00:04:49.720> we<00:04:49.919> had<00:04:50.040> leads<00:04:50.400> coming<00:04:50.720> in<00:04:51.120> every<00:04:51.360> week<00:04:51.880> and<00:04:52.160> we<00:04:52.280> were<00:04:52.520> we<00:04:52.640> had<00:04:52.720> a<00:04:52.760> really<00:04:53.080> high<00:04:53.280> close<00:04:53.640> rate.

00:04:54.480 --> 00:04:58.320
And<00:04:54.680> the<00:04:54.760> feedback<00:04:55.240> we<00:04:55.320> were<00:04:55.440> getting<00:04:55.680> from<00:04:55.840> those<00:04:56.040> early<00:04:56.280> customers<00:04:57.200> um<00:04:57.520> was<00:04:57.960> was<00:04:58.040> really<00:04:58.200> good.

00:04:58.320 --> 00:05:02.240
Even<00:04:58.480> though<00:04:58.600> we<00:04:58.680> knew<00:04:58.960> the<00:04:59.120> platform<00:04:59.520> was<00:04:59.680> nowhere<00:05:00.040> near<00:05:00.680> what<00:05:00.840> we<00:05:00.960> wanted<00:05:01.280> it<00:05:01.400> to<00:05:01.440> be.

00:05:02.240 --> 00:05:07.600
Um<00:05:02.360> we<00:05:02.480> were<00:05:02.600> still<00:05:02.800> getting<00:05:03.080> lots<00:05:03.320> of<00:05:03.400> positive<00:05:03.800> feedback<00:05:04.320> and<00:05:04.400> we<00:05:04.480> kind<00:05:04.720> of<00:05:04.800> felt,<00:05:05.520> "Okay,<00:05:06.000> there's<00:05:06.320> definitely<00:05:06.720> something<00:05:07.160> here."

00:05:07.600 --> 00:05:12.440
And<00:05:07.760> I<00:05:07.800> think<00:05:08.440> um<00:05:08.560> along<00:05:08.840> that<00:05:09.000> journey<00:05:09.440> in<00:05:09.680> 2014,<00:05:10.400> we<00:05:10.480> closed<00:05:10.720> our<00:05:10.800> first<00:05:11.040> enterprise<00:05:11.480> customer.

00:05:12.440 --> 00:05:20.720
Um<00:05:13.320> a<00:05:13.520> a<00:05:13.560> quick<00:05:13.840> service<00:05:14.160> chain<00:05:14.520> in<00:05:14.600> the<00:05:14.720> US<00:05:15.240> actually<00:05:16.120> um<00:05:16.640> and<00:05:17.320> I<00:05:17.400> guess<00:05:17.640> for<00:05:17.760> us<00:05:17.919> they<00:05:18.040> were<00:05:18.240> like<00:05:18.440> a<00:05:18.480> real<00:05:18.760> business<00:05:19.280> with<00:05:20.000> teams<00:05:20.560> and

00:05:20.720 --> 00:05:23.600
legal<00:05:21.040> teams.<00:05:21.240> I'm<00:05:21.320> like,<00:05:21.720> "Okay,<00:05:22.240> we're<00:05:22.440> we're<00:05:22.600> in<00:05:22.720> the<00:05:22.760> bigger<00:05:23.040> leagues<00:05:23.400> now."

00:05:23.600 --> 00:05:31.800
And<00:05:23.680> when<00:05:23.800> we<00:05:23.919> won<00:05:24.120> that<00:05:24.440> against,<00:05:25.080> you<00:05:25.160> know,<00:05:25.640> much<00:05:25.880> larger<00:05:27.040> uh<00:05:27.320> incumbents<00:05:28.200> um<00:05:28.360> to<00:05:28.520> win<00:05:28.760> that<00:05:29.080> business,<00:05:29.760> I<00:05:29.840> think<00:05:30.040> again<00:05:30.360> it<00:05:30.680> pointed<00:05:31.120> that,<00:05:31.280> "Okay,<00:05:31.600> there's

00:05:31.800 --> 00:05:36.040
definitely<00:05:32.160> something<00:05:32.560> here<00:05:33.240> and<00:05:33.760> and<00:05:33.840> we<00:05:33.919> just<00:05:34.120> need<00:05:34.280> to<00:05:34.360> really<00:05:34.560> go<00:05:34.760> for<00:05:34.919> this."

00:05:36.040 --> 00:05:40.320
Yeah.<00:05:37.000> Uh<00:05:37.360> and<00:05:37.640> how<00:05:37.880> is<00:05:38.120> AI<00:05:38.480> changing<00:05:38.960> all<00:05:39.160> of<00:05:39.240> this<00:05:39.440> now?

00:05:40.320 --> 00:05:43.160
Cuz<00:05:40.400> I'm<00:05:40.520> sure<00:05:40.720> you're<00:05:40.880> thinking<00:05:41.120> about<00:05:41.320> that<00:05:41.440> a<00:05:41.520> lot.<00:05:42.000> Yeah,<00:05:42.480> absolutely.

00:05:43.160 --> 00:05:49.880
I<00:05:43.200> think<00:05:43.360> it<00:05:43.480> it's<00:05:43.840> really<00:05:44.080> exciting<00:05:44.560> like<00:05:44.720> in<00:05:44.840> our<00:05:44.960> space<00:05:45.360> and<00:05:45.520> L&D<00:05:46.120> in<00:05:46.200> particular,<00:05:47.160> there's<00:05:47.400> lots<00:05:47.720> of<00:05:47.800> opportunities<00:05:48.360> around<00:05:48.600> content<00:05:48.960> development.

00:05:49.880 --> 00:05:52.320
Uh<00:05:50.360> Um<00:05:50.400> and<00:05:50.680> so<00:05:50.880> we're<00:05:51.120> we're<00:05:51.320> looking<00:05:51.560> at<00:05:51.680> that.

00:05:52.320 --> 00:05:58.960
But<00:05:52.520> in<00:05:52.640> general,<00:05:52.960> trying<00:05:53.160> to<00:05:53.320> automate<00:05:53.800> a<00:05:53.880> lot<00:05:54.440> of<00:05:55.040> the<00:05:55.240> admin<00:05:55.640> tasks<00:05:56.160> around<00:05:57.000> delivering<00:05:57.480> learning<00:05:57.840> at<00:05:57.960> scale.

00:05:58.960 --> 00:06:07.440
Uh<00:05:59.040> particularly<00:05:59.520> around<00:06:00.480> um<00:06:00.800> we're<00:06:00.920> we're<00:06:01.320> looking<00:06:01.560> to<00:06:01.640> build<00:06:01.920> personalized<00:06:02.440> learning<00:06:02.760> journeys<00:06:03.280> driven<00:06:03.600> off<00:06:03.800> AI<00:06:04.360> based<00:06:04.680> on<00:06:05.480> um<00:06:06.080> what<00:06:06.240> people<00:06:06.480> are<00:06:06.600> interested<00:06:07.200> in,

00:06:07.440 --> 00:06:09.520
based<00:06:07.720> on<00:06:07.840> skills<00:06:08.200> gaps,<00:06:08.800> and<00:06:08.920> things<00:06:09.120> like<00:06:09.240> that.

00:06:09.520 --> 00:06:18.720
So<00:06:10.440> um<00:06:10.720> our<00:06:10.960> aim<00:06:11.120> is<00:06:11.240> to<00:06:11.320> put<00:06:11.520> time<00:06:11.800> back<00:06:12.360> in<00:06:12.520> the<00:06:12.800> in<00:06:12.960> the<00:06:13.040> hands<00:06:13.360> of<00:06:13.480> our<00:06:14.040> uh<00:06:14.880> administrators<00:06:15.680> and<00:06:15.800> instructors<00:06:16.360> so<00:06:16.440> that<00:06:16.560> they<00:06:16.680> can<00:06:16.840> focus<00:06:17.200> on<00:06:17.280> more<00:06:17.680> strategic

00:06:18.720 --> 00:06:22.200
um<00:06:19.560> areas.<00:06:20.160> And<00:06:20.280> also<00:06:20.560> actually<00:06:20.800> look<00:06:20.960> at<00:06:21.000> the<00:06:21.120> impact<00:06:21.520> of<00:06:21.600> the<00:06:21.680> learning.

00:06:22.200 --> 00:06:26.800
And<00:06:22.400> and<00:06:22.560> we<00:06:22.720> feel<00:06:22.960> again<00:06:23.280> AI<00:06:23.640> will<00:06:23.840> offer<00:06:24.120> a<00:06:24.200> great<00:06:24.480> opportunity<00:06:25.080> to<00:06:25.240> look<00:06:25.400> at<00:06:25.480> the<00:06:25.560> business<00:06:25.919> impact.

00:06:26.800 --> 00:06:35.320
So<00:06:27.080> when<00:06:27.280> people<00:06:27.560> actually<00:06:28.320> complete<00:06:28.960> training,<00:06:29.880> you<00:06:30.000> know,<00:06:30.160> what<00:06:30.400> does<00:06:30.520> that<00:06:30.760> do<00:06:31.000> in<00:06:31.120> terms<00:06:31.360> of<00:06:31.480> maybe<00:06:31.960> reduce<00:06:32.320> support<00:06:32.760> tickets,<00:06:33.360> you<00:06:33.480> know,<00:06:34.040> better<00:06:34.320> retention,

00:06:35.320 --> 00:06:41.919
and<00:06:35.480> trying<00:06:35.760> to<00:06:35.960> actually<00:06:36.280> serve<00:06:36.640> those<00:06:37.440> um<00:06:37.560> insights<00:06:38.120> back<00:06:38.640> to<00:06:39.040> to<00:06:39.280> our<00:06:39.560> customers<00:06:40.720> um<00:06:40.840> so<00:06:40.960> that<00:06:41.120> they<00:06:41.240> can<00:06:41.400> act<00:06:41.640> on<00:06:41.760> them.

00:06:41.919 --> 00:06:44.880
So<00:06:42.520> it's<00:06:42.840> uh<00:06:43.240> yeah,<00:06:43.440> it's<00:06:43.640> moving<00:06:43.880> very<00:06:44.080> fast.

00:06:44.880 --> 00:06:50.960
Um<00:06:45.240> I<00:06:45.320> think<00:06:45.560> it's<00:06:45.720> really<00:06:45.919> important<00:06:46.440> to<00:06:47.320> um<00:06:47.480> take<00:06:47.680> a<00:06:47.720> responsible<00:06:48.240> approach<00:06:48.680> to<00:06:48.840> it,<00:06:49.320> um<00:06:49.400> which<00:06:49.600> we're<00:06:49.840> we're<00:06:49.960> very<00:06:50.200> conscious<00:06:50.640> of.

00:06:50.960 --> 00:06:57.400
And<00:06:51.600> and<00:06:51.720> making<00:06:52.000> sure<00:06:52.280> that<00:06:52.520> like<00:06:52.840> it's<00:06:53.160> um<00:06:53.720> I<00:06:53.800> guess<00:06:54.640> uh<00:06:55.160> you<00:06:55.280> know,<00:06:55.440> there's<00:06:55.720> a<00:06:56.120> a<00:06:56.200> human<00:06:56.880> in<00:06:57.000> the<00:06:57.120> loop.

00:06:57.400 --> 00:07:03.000
And<00:06:58.240> from<00:06:58.360> that<00:06:58.520> perspective<00:06:58.880> as<00:06:58.960> well,<00:06:59.080> cuz<00:06:59.160> we<00:06:59.280> see<00:06:59.440> with<00:06:59.560> our<00:06:59.680> customers,<00:07:00.240> I<00:07:00.280> think<00:07:00.480> there's<00:07:00.680> definitely,<00:07:01.800> you<00:07:01.824> [snorts]<00:07:01.880> know,<00:07:02.040> a<00:07:02.080> caution<00:07:02.520> there.

00:07:03.000 --> 00:07:07.160
That<00:07:03.480> we<00:07:03.560> just<00:07:03.720> don't<00:07:03.840> want<00:07:04.000> to<00:07:04.080> let<00:07:04.919> AI<00:07:05.320> run<00:07:05.560> off<00:07:05.760> and<00:07:05.840> do<00:07:06.000> all<00:07:06.360> do<00:07:06.520> everything<00:07:06.800> itself.

00:07:07.160 --> 00:07:15.720
I<00:07:07.200> think<00:07:07.400> you<00:07:07.480> need<00:07:07.840> some<00:07:08.000> oversight<00:07:08.480> as<00:07:08.600> well.<00:07:08.880> So<00:07:09.520> it's<00:07:09.800> uh<00:07:10.000> but<00:07:10.240> for<00:07:10.760> for<00:07:10.919> those<00:07:11.320> kind<00:07:11.600> of<00:07:11.800> admin<00:07:13.000> time-consuming<00:07:13.680> tasks<00:07:14.200> that<00:07:14.320> can<00:07:14.440> be<00:07:14.600> automated,<00:07:15.360> it's

00:07:15.720 --> 00:07:18.280
it's<00:07:15.880> a<00:07:15.960> super<00:07:16.280> opportunity.<00:07:17.800> Yeah.

00:07:18.280 --> 00:07:24.120
Yeah,<00:07:18.640> AI<00:07:18.919> is<00:07:19.040> such<00:07:19.240> a<00:07:19.280> fascinating<00:07:20.760> uh<00:07:21.360> challenge<00:07:21.840> for<00:07:22.000> every<00:07:22.600> industry<00:07:23.040> and<00:07:23.120> every<00:07:23.320> business.

00:07:24.120 --> 00:07:31.080
And<00:07:24.240> I<00:07:24.280> know<00:07:24.440> you're<00:07:24.600> more<00:07:24.840> on<00:07:24.960> like<00:07:25.120> the<00:07:25.200> corporate<00:07:25.880> and<00:07:26.280> and<00:07:26.480> business<00:07:26.880> side,<00:07:27.200> but<00:07:27.480> do<00:07:27.640> do<00:07:27.800> you<00:07:27.919> think<00:07:28.160> at<00:07:28.240> all<00:07:28.360> about<00:07:28.640> how<00:07:28.880> AI<00:07:29.160> might<00:07:29.400> be<00:07:29.560> just<00:07:29.800> be<00:07:29.919> changing<00:07:30.480> education

00:07:31.080 --> 00:07:34.160
in<00:07:31.200> general?<00:07:32.800> Yeah,<00:07:33.240> I<00:07:33.280> think<00:07:33.480> it's<00:07:33.640> really<00:07:33.840> interesting.

00:07:34.160 --> 00:07:38.840
Like<00:07:34.280> even<00:07:34.480> from<00:07:34.640> just<00:07:35.120> from<00:07:35.400> a<00:07:36.040> you<00:07:36.160> know,<00:07:36.320> school<00:07:36.919> perspective,<00:07:37.720> university.

00:07:38.840 --> 00:07:46.240
I<00:07:39.040> I<00:07:39.320> I<00:07:39.400> was<00:07:39.520> talking<00:07:39.720> to<00:07:39.800> someone<00:07:40.040> recently<00:07:40.360> and<00:07:40.480> kind<00:07:40.640> of<00:07:40.720> referring<00:07:41.040> them<00:07:41.280> to<00:07:41.520> when<00:07:42.280> I<00:07:42.600> myself<00:07:42.960> here<00:07:43.200> but<00:07:43.440> when<00:07:43.720> when<00:07:43.880> I<00:07:43.960> was<00:07:44.120> going<00:07:44.360> to<00:07:44.480> school,<00:07:45.520> um<00:07:45.880> the<00:07:45.960> big<00:07:46.120> thing

00:07:46.240 --> 00:07:48.400
was<00:07:46.360> whether<00:07:46.560> you<00:07:46.640> could<00:07:46.760> have<00:07:46.880> a<00:07:46.920> calculator<00:07:47.680> in<00:07:47.800> class.

00:07:48.400 --> 00:07:55.480
You<00:07:48.600> know,<00:07:48.720> that<00:07:48.880> was<00:07:49.320> you<00:07:49.400> know,<00:07:49.560> they<00:07:49.640> were<00:07:49.840> banned<00:07:50.320> and<00:07:50.480> you<00:07:50.560> couldn't<00:07:50.840> have<00:07:51.040> it<00:07:51.320> cuz<00:07:51.440> you<00:07:51.560> weren't<00:07:51.800> going<00:07:51.960> to<00:07:52.080> learn<00:07:52.440> and<00:07:52.880> and<00:07:53.000> then<00:07:53.160> as<00:07:53.280> you<00:07:53.360> moved<00:07:53.880> into<00:07:55.160> um<00:07:55.240> into

00:07:55.480 --> 00:08:01.040
higher<00:07:55.840> edge<00:07:56.120> like<00:07:56.280> it's<00:07:56.400> like,<00:07:56.560> "Okay,<00:07:56.840> of<00:07:56.960> course<00:07:57.200> you<00:07:57.280> can<00:07:57.480> use<00:07:57.680> a<00:07:57.720> calculator<00:07:58.280> as<00:07:58.640> long<00:07:58.800> as<00:07:58.880> you<00:07:58.960> understand<00:07:59.400> the<00:07:59.480> theory<00:07:59.920> and<00:08:00.280> what<00:08:00.440> you're<00:08:00.520> trying<00:08:00.720> to<00:08:00.800> do,<00:08:00.920> the

00:08:01.040 --> 00:08:09.320
calculator<00:08:01.760> is<00:08:01.920> a<00:08:02.000> tool<00:08:02.280> to<00:08:02.360> help."<00:08:03.160> And<00:08:03.600> I<00:08:03.720> think<00:08:03.960> from<00:08:04.520> an<00:08:04.680> AI<00:08:04.920> perspective,<00:08:05.520> it's<00:08:05.720> similar<00:08:06.160> like<00:08:06.600> there<00:08:06.680> was<00:08:06.760> obviously<00:08:07.000> people<00:08:07.240> talking<00:08:07.520> about<00:08:08.280> AI<00:08:08.600> doing<00:08:08.920> people's

00:08:09.320 --> 00:08:14.680
homework<00:08:09.673> and<00:08:10.027> assignments<00:08:10.380> and<00:08:10.733> and<00:08:11.087> are<00:08:11.440> they<00:08:11.793> actually<00:08:12.147> learning<00:08:12.500> um<00:08:12.853> as<00:08:13.207> a<00:08:13.560> result?

00:08:14.680 --> 00:08:22.000
Uh<00:08:14.760> and<00:08:14.880> I<00:08:14.919> think<00:08:15.080> it's<00:08:15.200> getting<00:08:15.440> that<00:08:15.600> balance<00:08:15.960> right.<00:08:16.240> I<00:08:16.280> think<00:08:16.520> the<00:08:16.600> skills<00:08:17.200> around<00:08:17.840> creativity,<00:08:19.360> critical<00:08:19.840> thinking,<00:08:20.400> communications,<00:08:21.320> I<00:08:21.400> think<00:08:21.600> they're<00:08:21.760> going

00:08:22.000 --> 00:08:29.480
to<00:08:22.080> be<00:08:22.400> more<00:08:22.680> important<00:08:23.160> than<00:08:23.280> ever<00:08:24.000> and<00:08:24.360> and<00:08:24.480> then<00:08:24.919> with<00:08:25.120> those<00:08:25.480> being<00:08:25.640> able<00:08:25.760> to<00:08:25.840> use<00:08:26.320> like<00:08:26.560> develop<00:08:26.880> those<00:08:27.080> skills<00:08:27.600> and<00:08:27.720> those<00:08:27.880> social<00:08:28.240> skills,<00:08:28.840> I<00:08:28.880> think<00:08:29.080> are<00:08:29.160> really

00:08:29.480 --> 00:08:38.640
important<00:08:30.080> from<00:08:30.320> an<00:08:30.560> education<00:08:31.040> perspective<00:08:32.080> and<00:08:32.240> then<00:08:32.400> being<00:08:32.520> able<00:08:32.719> to<00:08:32.800> leverage<00:08:33.479> um<00:08:33.760> tools<00:08:34.320> like<00:08:34.599> off<00:08:34.760> the<00:08:34.840> back<00:08:35.080> of<00:08:35.200> AI<00:08:35.640> whether<00:08:35.919> it's<00:08:36.599> ChatGPT<00:08:37.320> or<00:08:37.440> whatever<00:08:38.159> to

00:08:38.640 --> 00:08:41.880
cuz<00:08:38.760> I<00:08:38.840> think<00:08:39.080> the<00:08:39.200> reality<00:08:39.479> is<00:08:39.560> that's<00:08:39.760> where<00:08:39.880> people<00:08:40.120> are<00:08:40.159> going<00:08:40.280> to<00:08:40.360> get<00:08:40.479> their<00:08:40.599> information.

00:08:41.880 --> 00:08:48.640
Yeah.<00:08:42.440> Yeah,<00:08:42.800> for<00:08:43.000> sure.<00:08:43.680> Um<00:08:44.600> and<00:08:44.880> give<00:08:45.040> us<00:08:45.160> a<00:08:45.200> sense<00:08:45.440> for<00:08:45.560> what<00:08:45.720> a<00:08:45.760> typical<00:08:46.160> day<00:08:46.360> looks<00:08:46.600> like<00:08:46.800> for<00:08:46.960> you<00:08:47.360> as<00:08:47.560> CEO.

00:08:48.640 --> 00:08:56.960
Yeah,<00:08:49.080> it's<00:08:49.760> uh<00:08:49.800> I<00:08:49.839> suppose<00:08:50.120> I<00:08:50.200> start<00:08:50.720> start<00:08:51.000> early,<00:08:51.160> two<00:08:51.320> small<00:08:52.160> kids,<00:08:52.880> uh<00:08:52.960> a<00:08:53.000> six-year-old<00:08:53.320> and<00:08:53.400> a<00:08:53.440> four-year-old,<00:08:54.040> so<00:08:54.760> they're<00:08:55.000> up<00:08:55.160> early<00:08:55.440> and<00:08:55.560> they<00:08:55.640> have<00:08:55.800> me<00:08:55.920> up<00:08:56.080> early

00:08:56.960 --> 00:09:05.600
um<00:08:57.040> and<00:08:57.480> I<00:08:57.560> tend<00:08:57.839> to<00:08:58.040> just<00:08:58.320> check<00:08:58.600> Slack<00:08:58.920> and<00:08:59.080> email<00:08:59.600> early<00:08:59.839> just<00:09:00.080> to<00:09:00.320> see<00:09:00.520> what's<00:09:00.920> coming<00:09:01.240> overnight<00:09:02.640> um<00:09:02.760> and<00:09:02.920> then<00:09:03.320> help<00:09:03.560> get<00:09:03.720> the<00:09:03.800> kids<00:09:04.080> out<00:09:04.200> to<00:09:04.320> school<00:09:04.880> and<00:09:05.440> then

00:09:05.600 --> 00:09:10.080
I<00:09:05.640> come<00:09:05.800> into<00:09:05.960> the<00:09:06.080> office.<00:09:06.839> Um<00:09:07.560> we're<00:09:07.720> a<00:09:07.760> bit<00:09:07.960> we're<00:09:08.120> hybrid<00:09:08.520> so<00:09:08.640> about<00:09:08.839> three<00:09:09.040> days<00:09:09.240> a<00:09:09.320> week.

00:09:10.080 --> 00:09:13.200
Um<00:09:10.480> and<00:09:10.600> I<00:09:10.680> tend<00:09:10.920> then<00:09:11.080> to<00:09:11.200> have<00:09:11.760> meetings,<00:09:12.440> you<00:09:12.560> know,<00:09:12.640> throughout<00:09:12.880> the<00:09:12.960> day.

00:09:13.200 --> 00:09:20.080
What<00:09:13.440> I've<00:09:14.080> I've<00:09:14.200> been<00:09:14.360> focused<00:09:14.800> on<00:09:15.040> more<00:09:15.240> recently<00:09:15.600> is<00:09:15.680> trying<00:09:15.880> to<00:09:15.960> block<00:09:16.240> out<00:09:16.400> some<00:09:16.560> time<00:09:16.960> for<00:09:17.240> for<00:09:17.520> kind<00:09:17.760> of<00:09:17.839> strategic<00:09:18.480> thinking<00:09:18.920> and<00:09:19.040> just<00:09:19.160> thinking<00:09:19.440> about<00:09:19.880> like

00:09:20.080 --> 00:09:27.160
what<00:09:20.240> we're<00:09:20.400> working<00:09:20.680> on<00:09:20.800> in<00:09:20.880> the<00:09:20.920> business<00:09:22.120> uh<00:09:22.200> because<00:09:22.480> otherwise<00:09:22.839> I<00:09:22.880> think<00:09:23.040> your<00:09:23.160> day<00:09:23.360> can<00:09:23.480> just<00:09:23.640> get<00:09:24.600> you<00:09:24.839> know,<00:09:24.960> fill<00:09:25.200> up<00:09:25.320> with<00:09:25.440> back-to-back<00:09:26.000> meetings<00:09:26.520> and<00:09:27.080> and

00:09:27.160 --> 00:09:30.520
it's<00:09:27.280> hard<00:09:27.480> to<00:09:27.560> actually<00:09:28.160> get<00:09:28.400> get<00:09:28.560> some<00:09:28.960> real<00:09:29.200> work<00:09:29.400> done.

00:09:30.520 --> 00:09:34.160
Um<00:09:30.720> so<00:09:31.200> yeah,<00:09:31.960> uh<00:09:32.280> and<00:09:32.400> it's<00:09:32.520> busy<00:09:32.760> in<00:09:32.800> the<00:09:32.920> afternoons<00:09:33.320> for<00:09:33.440> me.

00:09:34.160 --> 00:09:39.320
Um<00:09:34.360> most<00:09:34.600> of<00:09:34.680> our<00:09:34.800> customers<00:09:35.280> are<00:09:35.400> in<00:09:35.480> the<00:09:35.600> US<00:09:36.640> and<00:09:37.080> we<00:09:37.200> have<00:09:37.360> our<00:09:37.480> teams<00:09:37.920> in<00:09:38.120> Philadelphia<00:09:38.680> and<00:09:38.800> Salt<00:09:39.040> Lake.

00:09:39.320 --> 00:09:48.120
So<00:09:40.280> from<00:09:40.480> early<00:09:40.720> afternoon<00:09:41.240> for<00:09:41.360> me<00:09:41.800> right<00:09:42.080> through<00:09:42.320> to<00:09:42.440> the<00:09:42.680> to<00:09:42.840> the<00:09:43.000> evening,<00:09:43.440> I'm<00:09:43.600> pretty<00:09:43.840> busy<00:09:44.280> with<00:09:44.560> as<00:09:44.800> the<00:09:45.080> as<00:09:45.240> the<00:09:45.320> US<00:09:45.640> team<00:09:46.000> and<00:09:46.280> and<00:09:46.400> our<00:09:46.480> customers<00:09:47.000> come<00:09:47.160> online.

00:09:48.120 --> 00:09:50.960
And<00:09:48.680> I<00:09:48.920> I<00:09:49.000> get<00:09:49.200> home<00:09:49.440> around<00:09:50.080> 7:00<00:09:50.400> p.m.

00:09:50.960 --> 00:09:58.680
and<00:09:51.280> spend<00:09:51.560> some<00:09:51.680> time<00:09:52.560> with<00:09:52.720> the<00:09:52.800> kids<00:09:53.080> before<00:09:53.320> they<00:09:53.400> go<00:09:53.560> to<00:09:53.680> bed<00:09:54.240> and<00:09:54.800> and<00:09:54.920> then<00:09:55.160> I<00:09:55.760> I<00:09:55.840> try<00:09:56.040> to<00:09:56.400> do<00:09:56.600> a<00:09:56.680> few<00:09:56.880> hours<00:09:57.280> kind<00:09:57.520> of<00:09:57.560> later<00:09:57.800> in<00:09:57.880> the<00:09:58.000> evening.

00:09:58.680 --> 00:10:01.760
So<00:09:59.440> that's<00:10:00.240> a<00:10:00.280> typical<00:10:00.720> day.

00:10:01.760 --> 00:10:07.720
Try<00:10:02.030> to<00:10:02.301> fit<00:10:02.571> some<00:10:02.842> exercise<00:10:03.112> in<00:10:03.383> when<00:10:03.653> I<00:10:03.924> can.<00:10:04.194> We're<00:10:04.465> we're<00:10:04.735> doing<00:10:05.006> a<00:10:05.276> step<00:10:05.547> challenge<00:10:05.817> in<00:10:06.088> in<00:10:06.358> LearnUpon<00:10:06.629> in<00:10:06.899> this<00:10:07.170> this<00:10:07.440> month.

00:10:07.720 --> 00:10:10.467
So<00:10:08.120> I'm<00:10:08.320> I'm<00:10:08.400> trying<00:10:08.640> to<00:10:08.720> not<00:10:08.880> let<00:10:09.080> my<00:10:09.240> team<00:10:09.480> down<00:10:09.680> too<00:10:09.840> much.

00:10:10.467 --> 00:10:13.000
[laughter]

00:10:13.000 --> 00:10:18.360
Give<00:10:13.520> us<00:10:13.640> a<00:10:13.680> sense<00:10:13.920> for<00:10:14.040> what<00:10:14.200> you<00:10:14.400> read<00:10:15.200> and<00:10:15.880> what<00:10:16.120> reading<00:10:16.360> recommendations<00:10:17.000> would<00:10:17.160> you<00:10:17.240> have<00:10:17.400> for<00:10:17.600> us?

00:10:18.360 --> 00:10:25.040
Yeah,<00:10:18.760> I<00:10:18.840> suppose<00:10:19.000> on<00:10:19.080> the<00:10:19.160> business<00:10:19.560> side<00:10:20.760> I<00:10:20.840> love<00:10:21.200> books<00:10:21.480> around<00:10:21.720> scaling<00:10:22.320> and<00:10:22.480> just<00:10:22.640> trying<00:10:22.840> to<00:10:22.920> learn<00:10:23.200> about<00:10:23.440> how<00:10:23.560> to<00:10:23.680> build<00:10:23.840> a<00:10:23.880> great<00:10:24.120> culture<00:10:24.480> and<00:10:24.640> scale.

00:10:25.040 --> 00:10:30.560
So<00:10:25.360> Scaling<00:10:25.800> Up<00:10:26.040> has<00:10:26.200> been<00:10:26.560> a<00:10:26.640> book<00:10:26.840> I've<00:10:26.960> gone<00:10:27.080> back<00:10:27.320> to<00:10:27.400> a<00:10:27.440> couple<00:10:27.720> of<00:10:27.800> times<00:10:28.360> and<00:10:29.280> Good<00:10:29.520> to<00:10:29.600> Great.

00:10:30.560 --> 00:10:38.960
Outside<00:10:31.360> of<00:10:31.440> that,<00:10:31.680> I<00:10:31.720> love<00:10:31.920> sports.<00:10:32.640> So<00:10:33.160> sports<00:10:34.200> autobiographies<00:10:35.280> and<00:10:36.840> related<00:10:37.720> those<00:10:37.960> kind<00:10:38.080> of<00:10:38.160> books<00:10:38.480> are<00:10:38.800> when

00:10:38.960 --> 00:10:41.680
I<00:10:39.280> when<00:10:39.400> I<00:10:39.440> want<00:10:39.560> to<00:10:39.640> kind<00:10:39.720> of<00:10:39.800> get<00:10:39.920> away<00:10:40.080> from<00:10:40.200> the<00:10:40.280> business<00:10:40.600> side,<00:10:40.920> I<00:10:40.960> enjoy<00:10:41.320> that.

00:10:41.680 --> 00:10:48.440
So<00:10:42.120> currently<00:10:42.560> reading<00:10:44.000> an<00:10:44.120> autobiography<00:10:44.680> by<00:10:45.080> an<00:10:45.240> Irish<00:10:45.480> tennis<00:10:45.760> player,<00:10:46.320> Conor<00:10:46.600> Niland,<00:10:47.000> which<00:10:47.200> is<00:10:47.680> which<00:10:47.880> is<00:10:47.960> exciting.

00:10:48.440 --> 00:10:51.960
So<00:10:49.280> enjoying<00:10:49.640> that<00:10:49.839> at<00:10:49.920> the<00:10:50.000> moment.

00:10:51.960 --> 00:10:58.560
That's<00:10:52.200> incredible.<00:10:52.760> That's<00:10:53.000> very<00:10:53.280> cool.<00:10:53.960> How<00:10:54.080> do<00:10:54.160> you<00:10:54.240> think<00:10:54.400> about<00:10:54.640> culture<00:10:55.320> and<00:10:55.640> as<00:10:55.800> you've<00:10:56.000> scaled<00:10:56.520> and<00:10:56.640> grown<00:10:57.080> and<00:10:57.160> the<00:10:57.240> team<00:10:57.520> has<00:10:57.640> grown<00:10:57.880> and<00:10:57.960> all<00:10:58.080> that<00:10:58.280> stuff,

00:10:58.560 --> 00:11:06.800
how<00:10:58.720> have<00:10:58.880> you<00:10:59.000> maintained<00:10:59.560> it?<00:11:00.600> It's<00:11:00.839> something<00:11:01.200> we've<00:11:01.320> been<00:11:01.760> I<00:11:01.800> think<00:11:01.960> very<00:11:02.200> intentional<00:11:02.800> with<00:11:03.520> myself<00:11:04.000> and<00:11:04.120> Dez<00:11:04.720> from<00:11:05.000> from<00:11:05.240> early<00:11:05.480> days<00:11:05.839> and<00:11:06.120> we've<00:11:06.480> we've<00:11:06.640> done

00:11:06.800 --> 00:11:10.200
a<00:11:06.977> great<00:11:07.153> job<00:11:07.330> I<00:11:07.507> think<00:11:07.683> in<00:11:07.860> in<00:11:08.037> LearnUpon<00:11:08.213> we<00:11:08.390> have<00:11:08.567> a<00:11:08.743> strong<00:11:08.920> culture.

00:11:10.200 --> 00:11:16.800
Great<00:11:10.476> retention<00:11:10.752> in<00:11:11.029> the<00:11:11.305> team.<00:11:11.581> Our<00:11:11.857> our<00:11:12.133> early<00:11:12.410> hires,<00:11:12.686> Shane,<00:11:12.962> our<00:11:13.238> first<00:11:13.514> hire,<00:11:13.790> is<00:11:14.067> now<00:11:14.343> 12<00:11:14.619> years<00:11:14.895> with<00:11:15.171> LearnUpon<00:11:15.448> just<00:11:15.724> last<00:11:16.000> month.

00:11:16.800 --> 00:11:20.880
And<00:11:17.320> we<00:11:17.440> have<00:11:17.520> several<00:11:17.839> people<00:11:18.120> who<00:11:18.200> are<00:11:18.320> now<00:11:18.640> like<00:11:18.920> 10<00:11:19.160> plus<00:11:19.400> years<00:11:19.720> with<00:11:19.839> the<00:11:19.920> business.

00:11:20.880 --> 00:11:24.880
And<00:11:21.480> in<00:11:21.640> terms<00:11:21.839> of<00:11:21.920> that,<00:11:22.120> we've<00:11:22.280> had<00:11:22.400> a<00:11:22.480> culture<00:11:22.839> code<00:11:23.160> in<00:11:23.280> place<00:11:23.720> for<00:11:23.839> many<00:11:24.120> years.

00:11:24.880 --> 00:11:28.920
We<00:11:25.080> borrowed<00:11:25.480> the<00:11:25.640> idea<00:11:25.960> from<00:11:26.160> HubSpot,<00:11:26.720> who<00:11:27.120> myself<00:11:27.400> and<00:11:27.480> Dez<00:11:27.640> are<00:11:27.720> big<00:11:27.920> fans<00:11:28.200> of.

00:11:28.920 --> 00:11:36.560
And<00:11:29.600> I<00:11:29.680> remember<00:11:29.960> seeing<00:11:30.320> Dharmesh<00:11:30.920> talk<00:11:31.160> through<00:11:31.280> their<00:11:31.480> culture<00:11:31.839> code<00:11:32.320> after<00:11:32.720> an<00:11:32.840> event<00:11:33.200> several<00:11:33.480> years<00:11:33.720> ago<00:11:33.960> when<00:11:35.000> we<00:11:35.160> said<00:11:35.400> we<00:11:35.480> should<00:11:35.640> do<00:11:35.800> something<00:11:36.120> similar<00:11:36.400> for

00:11:36.560 --> 00:11:44.840
LearnUpon.<00:11:37.080> So,<00:11:37.920> with<00:11:38.080> our<00:11:38.240> culture<00:11:38.600> codes,<00:11:39.040> it's<00:11:39.360> embedded<00:11:39.840> right<00:11:40.000> across<00:11:40.320> the<00:11:40.400> business<00:11:41.040> and<00:11:41.360> and<00:11:41.480> our<00:11:41.600> core<00:11:41.880> pillars<00:11:42.240> and<00:11:42.360> that<00:11:42.600> like<00:11:42.880> around<00:11:43.840> a<00:11:43.920> click<00:11:44.160> and<00:11:44.280> order,

00:11:44.840 --> 00:11:50.480
deliver<00:11:45.160> quality,<00:11:46.640> lead<00:11:47.000> with<00:11:47.120> curiosity,<00:11:47.920> and<00:11:48.200> put<00:11:48.360> the<00:11:48.400> customers<00:11:48.880> at<00:11:48.960> the<00:11:49.040> heart<00:11:49.240> of<00:11:49.320> everything<00:11:49.600> we<00:11:49.720> do.

00:11:50.480 --> 00:11:58.400
And<00:11:50.880> and<00:11:51.000> we<00:11:51.080> really<00:11:51.320> try<00:11:51.440> to<00:11:51.560> reinforce<00:11:52.120> that<00:11:52.640> day-to-day<00:11:53.120> across<00:11:53.440> the<00:11:53.520> business<00:11:54.040> and<00:11:54.320> and<00:11:54.480> and<00:11:54.640> highlight<00:11:56.200> great<00:11:56.440> examples<00:11:56.920> of<00:11:57.000> that.

00:11:58.400 --> 00:12:02.480
And<00:11:59.080> and<00:11:59.240> we<00:11:59.360> talk<00:11:59.560> about<00:12:00.240> the<00:12:00.600> the<00:12:00.680> wider<00:12:00.960> team<00:12:01.240> being<00:12:01.440> guardians<00:12:01.960> of<00:12:02.040> the<00:12:02.120> culture.

00:12:02.480 --> 00:12:05.240
It's<00:12:02.640> not<00:12:02.840> just<00:12:03.080> on<00:12:03.400> myself<00:12:03.840> or<00:12:03.920> Dez<00:12:04.320> or<00:12:04.440> the<00:12:04.520> leadership<00:12:04.920> team.

00:12:05.240 --> 00:12:09.480
Everybody<00:12:05.680> owns<00:12:06.000> the<00:12:06.080> culture<00:12:06.680> in<00:12:06.800> LearnUpon<00:12:07.320> and<00:12:07.840> we<00:12:07.960> all<00:12:08.160> have<00:12:08.320> to<00:12:08.440> work<00:12:08.800> to<00:12:08.960> to<00:12:09.080> build<00:12:09.360> it.

00:12:09.480 --> 00:12:16.720
And<00:12:09.680> and<00:12:09.800> it<00:12:09.880> evolves<00:12:10.280> over<00:12:10.480> time.<00:12:10.880> I<00:12:10.920> think<00:12:11.120> it's<00:12:12.040> uh<00:12:12.640> you<00:12:12.720> know,<00:12:12.840> it's<00:12:13.000> it's<00:12:13.240> different<00:12:13.800> from<00:12:14.120> when<00:12:14.240> we<00:12:14.360> were<00:12:14.520> 20-30<00:12:15.160> person<00:12:15.480> company<00:12:15.880> to<00:12:15.960> where<00:12:16.120> we<00:12:16.240> are<00:12:16.360> today<00:12:16.600> with

00:12:16.720 --> 00:12:23.280
300<00:12:17.120> people.<00:12:18.280> Um<00:12:18.440> but<00:12:19.080> uh<00:12:19.160> yeah,<00:12:19.480> kind<00:12:19.680> of<00:12:19.760> constantly<00:12:20.200> focusing<00:12:20.680> on<00:12:20.800> it<00:12:21.320> is<00:12:21.480> really<00:12:21.720> important.

00:12:23.280 --> 00:12:27.920
And<00:12:23.400> you<00:12:23.480> mentioned<00:12:23.920> that<00:12:24.120> you're<00:12:24.840> in<00:12:25.080> Philadelphia<00:12:25.800> and<00:12:26.120> in<00:12:26.280> Salt<00:12:26.520> Lake<00:12:26.760> City.

00:12:27.920 --> 00:12:32.200
Uh<00:12:28.000> what<00:12:28.160> was<00:12:28.320> that<00:12:28.520> like?<00:12:28.760> What<00:12:28.880> was<00:12:29.040> it<00:12:29.160> like<00:12:29.320> becoming<00:12:29.800> like<00:12:30.000> a<00:12:30.080> global<00:12:30.560> or<00:12:30.720> an<00:12:30.840> international<00:12:31.520> company?

00:12:32.200 --> 00:12:34.839
And<00:12:32.520> what<00:12:32.680> challenges<00:12:33.200> came<00:12:33.560> with<00:12:33.720> that?

00:12:34.839 --> 00:12:38.120
Yeah,<00:12:35.120> we<00:12:35.360> we<00:12:35.560> set<00:12:35.800> up<00:12:35.960> in<00:12:36.120> Philadelphia<00:12:36.800> in<00:12:37.040> 2016.

00:12:38.120 --> 00:12:43.120
So,<00:12:38.360> prior<00:12:38.680> to<00:12:38.800> that,<00:12:39.120> we<00:12:39.280> were<00:12:40.040> basically<00:12:40.480> doing<00:12:40.720> all<00:12:41.200> all<00:12:41.360> the<00:12:41.440> servicing<00:12:41.960> from<00:12:42.480> from<00:12:42.680> Ireland.

00:12:43.120 --> 00:12:49.520
So,<00:12:43.400> we<00:12:43.520> had<00:12:44.000> our<00:12:44.120> support<00:12:44.560> teams<00:12:44.800> here<00:12:45.000> doing<00:12:45.640> day<00:12:45.880> shifts<00:12:46.240> and<00:12:46.560> and<00:12:46.680> night<00:12:46.920> shifts<00:12:47.360> and<00:12:47.640> it<00:12:47.720> was<00:12:47.839> hard<00:12:48.080> to<00:12:48.120> scale<00:12:48.440> that.

00:12:49.520 --> 00:12:51.960
Um<00:12:49.760> you<00:12:49.880> know,<00:12:49.960> you<00:12:50.080> have<00:12:50.160> people<00:12:50.440> working<00:12:50.760> from<00:12:51.240> 5:00<00:12:51.520> p.m.

00:12:51.960 --> 00:12:59.920
to<00:12:52.200> to<00:12:52.520> midnight,<00:12:53.000> 1:00<00:12:53.160> a.m.<00:12:53.800> So,<00:12:53.960> we<00:12:54.080> knew<00:12:54.320> we<00:12:54.480> had<00:12:54.680> to<00:12:54.760> find<00:12:55.040> a<00:12:55.120> US<00:12:55.480> base<00:12:56.320> and<00:12:56.440> we<00:12:56.560> landed<00:12:56.880> on<00:12:57.000> Philly,<00:12:57.360> which<00:12:57.720> worked<00:12:57.960> out<00:12:58.120> really<00:12:58.400> well<00:12:58.680> initially.

00:12:59.920 --> 00:13:03.920
Um<00:13:00.400> uh<00:13:00.520> and<00:13:00.680> we<00:13:00.800> have<00:13:00.880> a<00:13:00.920> great<00:13:01.160> team<00:13:01.320> there.<00:13:01.880> Um<00:13:02.360> there's<00:13:02.520> a<00:13:02.560> lot<00:13:02.720> of<00:13:02.800> alignment<00:13:03.240> culturally.

00:13:03.920 --> 00:13:08.120
Um<00:13:04.560> they<00:13:04.720> like<00:13:04.960> their<00:13:05.160> their<00:13:05.320> sports<00:13:06.040> and<00:13:06.160> their<00:13:06.320> food<00:13:07.360> like<00:13:07.600> we<00:13:07.760> do.

00:13:08.120 --> 00:13:10.600
And<00:13:08.920> um<00:13:09.000> so<00:13:09.280> so<00:13:09.400> that's<00:13:09.680> worked<00:13:09.960> well.

00:13:10.600 --> 00:13:18.880
We<00:13:11.280> um<00:13:11.440> we<00:13:11.560> spend<00:13:11.839> a<00:13:11.880> lot<00:13:12.040> of<00:13:12.120> time<00:13:12.800> over<00:13:13.040> there<00:13:13.560> and<00:13:13.880> and<00:13:14.040> similarly<00:13:14.400> with<00:13:14.520> Salt<00:13:14.760> Lake,<00:13:14.960> we<00:13:15.320> when<00:13:15.440> we<00:13:15.600> opened<00:13:15.920> up<00:13:16.080> 3<00:13:16.360> years<00:13:16.560> ago<00:13:16.760> in<00:13:16.839> Salt<00:13:17.120> Lake,<00:13:17.800> we<00:13:18.760> uh

00:13:18.880 --> 00:13:27.400
asked<00:13:19.120> a<00:13:19.160> couple<00:13:19.400> of<00:13:19.480> members<00:13:19.760> of<00:13:19.880> our<00:13:19.960> team<00:13:20.200> here<00:13:20.360> in<00:13:20.440> Dublin<00:13:20.839> to<00:13:20.960> relocate<00:13:22.080> um<00:13:22.320> and<00:13:22.480> just<00:13:22.680> to<00:13:22.760> help<00:13:23.480> with<00:13:23.960> hiring,<00:13:24.880> embedding<00:13:25.360> the<00:13:25.440> culture<00:13:26.360> um<00:13:26.480> around<00:13:26.800> the<00:13:26.839> business.

00:13:27.400 --> 00:13:35.120
And<00:13:27.640> and<00:13:27.840> so<00:13:27.920> that's<00:13:28.200> worked<00:13:28.480> out<00:13:28.600> well.<00:13:29.360> And<00:13:29.480> then<00:13:29.800> I<00:13:29.880> I<00:13:30.160> yeah,<00:13:30.400> I<00:13:30.480> think<00:13:31.040> communication<00:13:32.040> and<00:13:32.160> making<00:13:32.400> sure<00:13:32.600> everyone<00:13:32.880> is<00:13:32.960> aligned<00:13:33.360> is<00:13:33.480> really<00:13:33.680> important<00:13:34.600> as<00:13:34.760> you<00:13:35.000> as

00:13:35.120 --> 00:13:37.600
you<00:13:35.240> build<00:13:35.480> up<00:13:36.400> new<00:13:36.640> offices.

00:13:37.600 --> 00:13:43.840
And<00:13:38.240> we've<00:13:38.720> again<00:13:39.160> our<00:13:39.360> Salt<00:13:39.640> Lake<00:13:40.240> team<00:13:40.840> regularly<00:13:41.200> come<00:13:41.440> to<00:13:41.520> Dublin<00:13:42.960> as<00:13:43.160> we<00:13:43.280> go<00:13:43.400> over<00:13:43.560> there.

00:13:43.840 --> 00:13:47.800
So<00:13:44.040> just<00:13:44.600> trying<00:13:44.800> to<00:13:44.880> integrate<00:13:45.440> so<00:13:45.560> that<00:13:45.720> you<00:13:45.800> don't<00:13:46.040> end<00:13:46.200> up<00:13:46.320> with<00:13:46.480> kind<00:13:46.720> of<00:13:47.000> subcultures.

00:13:47.800 --> 00:13:51.720
I<00:13:47.880> think<00:13:48.080> it's<00:13:48.200> important.<00:13:49.640> What<00:13:49.960> about<00:13:50.160> the<00:13:50.280> macroeconomic<00:13:51.200> environment?

00:13:51.720 --> 00:13:54.920
Like<00:13:51.920> where<00:13:52.120> were<00:13:52.240> we<00:13:52.480> at<00:13:52.760> there<00:13:54.040> on<00:13:54.160> a<00:13:54.200> global<00:13:54.560> scale?

00:13:54.920 --> 00:13:57.640
Obviously<00:13:55.280> like<00:13:55.480> the<00:13:55.560> United<00:13:55.840> States<00:13:56.080> has<00:13:56.200> implemented<00:13:56.640> some<00:13:56.800> tariff<00:13:57.160> policies.

00:13:57.640 --> 00:14:00.640
I<00:13:57.680> don't<00:13:57.800> know<00:13:57.880> if<00:13:57.960> that<00:13:58.720> has<00:13:59.320> affected<00:13:59.840> you<00:13:59.960> in<00:14:00.080> any<00:14:00.280> way.

00:14:00.640 --> 00:14:04.600
Like<00:14:00.920> how<00:14:01.040> are<00:14:01.160> you<00:14:01.280> feeling<00:14:01.560> about<00:14:01.760> the<00:14:01.920> overall<00:14:02.600> macroeconomic<00:14:03.640> environment?

00:14:04.600 --> 00:14:11.200
Yeah,<00:14:05.560> thankfully<00:14:05.920> we're<00:14:06.040> not<00:14:06.200> directly<00:14:06.680> impacted<00:14:07.320> by<00:14:07.480> the<00:14:07.600> tariffs,<00:14:08.040> but<00:14:08.320> they<00:14:08.440> do<00:14:08.600> impact<00:14:08.920> some<00:14:09.040> of<00:14:09.120> our<00:14:09.240> customers,<00:14:10.160> particularly<00:14:10.600> in<00:14:10.680> the<00:14:10.760> US.

00:14:11.200 --> 00:14:13.400
So<00:14:11.880> we're<00:14:12.120> we're<00:14:12.320> conscious<00:14:12.800> of<00:14:12.920> that.

00:14:13.400 --> 00:14:20.360
I<00:14:13.480> think<00:14:13.720> like<00:14:13.920> if<00:14:14.360> if<00:14:14.520> there's<00:14:14.800> an<00:14:14.880> impact<00:14:15.240> on<00:14:15.360> our<00:14:15.440> customers,<00:14:16.160> it's<00:14:16.560> you<00:14:16.680> know,<00:14:17.040> potentially<00:14:18.280> trickles<00:14:18.600> down<00:14:18.840> to<00:14:19.000> us.

00:14:20.360 --> 00:14:28.360
We<00:14:20.840> I<00:14:20.880> think<00:14:21.080> there<00:14:21.160> was<00:14:21.280> a<00:14:21.360> lot<00:14:21.760> lot<00:14:21.960> of<00:14:22.040> uncertainty<00:14:22.720> kind<00:14:22.960> of<00:14:23.040> in<00:14:23.200> March,<00:14:23.560> April<00:14:23.840> time,<00:14:24.200> but<00:14:24.720> things<00:14:25.080> seem<00:14:25.320> to<00:14:25.400> be<00:14:25.520> more<00:14:25.680> settled<00:14:26.040> now<00:14:26.400> and<00:14:27.280> from<00:14:27.480> our<00:14:27.600> perspective<00:14:28.080> business

00:14:28.360 --> 00:14:35.839
is<00:14:28.480> very<00:14:28.680> strong.<00:14:29.320> We're<00:14:29.520> excited<00:14:30.040> to<00:14:30.120> be<00:14:30.520> growing<00:14:30.839> a<00:14:30.880> business<00:14:31.280> in<00:14:31.360> the<00:14:31.440> states<00:14:31.920> and<00:14:32.040> creating<00:14:32.440> jobs<00:14:33.280> in<00:14:33.480> in<00:14:33.680> both<00:14:34.160> Philadelphia<00:14:34.760> and<00:14:34.880> Salt<00:14:35.120> Lake.

00:14:35.839 --> 00:14:44.920
And<00:14:36.800> so<00:14:37.040> overall<00:14:37.560> I<00:14:37.640> think<00:14:38.480> companies<00:14:38.920> are<00:14:39.080> investing<00:14:39.760> in<00:14:39.960> in<00:14:40.120> really<00:14:40.400> good<00:14:40.640> solutions<00:14:41.280> that<00:14:41.440> help<00:14:41.880> help<00:14:42.120> them<00:14:42.320> grow<00:14:42.520> their<00:14:42.680> business<00:14:43.120> and<00:14:43.200> deliver<00:14:43.520> results.

00:14:44.920 --> 00:14:49.839
So<00:14:45.680> yeah,<00:14:46.080> there's<00:14:46.920> you<00:14:47.040> never<00:14:47.240> know<00:14:47.400> what<00:14:47.600> the<00:14:47.680> next<00:14:48.000> shock<00:14:48.320> is<00:14:48.480> around<00:14:49.160> the<00:14:49.400> corner.

00:14:49.839 --> 00:14:56.600
We've<00:14:50.880> over<00:14:51.040> the<00:14:51.120> years<00:14:51.400> obviously<00:14:51.640> went<00:14:51.839> through<00:14:51.960> the<00:14:52.080> pandemic,<00:14:52.960> you<00:14:53.080> know,<00:14:54.040> and<00:14:54.240> and<00:14:54.360> various<00:14:54.720> different<00:14:55.080> shocks<00:14:55.320> along<00:14:55.560> the<00:14:55.640> way.

00:14:56.600 --> 00:15:04.200
I<00:14:56.680> think<00:14:56.920> for<00:14:57.080> us<00:14:57.240> it's<00:14:57.400> always<00:14:57.600> about<00:14:57.839> being<00:14:58.280> adaptable,<00:14:59.280> you<00:14:59.400> know,<00:14:59.680> and<00:15:00.040> and<00:15:00.160> being<00:15:00.360> willing<00:15:00.600> to<00:15:00.720> kind<00:15:00.920> of<00:15:02.200> yeah,<00:15:02.400> be<00:15:02.560> resilient<00:15:03.080> and<00:15:03.160> change<00:15:03.560> and<00:15:03.640> we<00:15:03.760> kind<00:15:03.920> of<00:15:04.000> get

00:15:04.200 --> 00:15:11.320
that<00:15:04.400> mindset<00:15:04.800> across<00:15:05.120> the<00:15:05.200> team.<00:15:06.520> When<00:15:06.680> things<00:15:06.880> are<00:15:06.960> going<00:15:07.160> really<00:15:07.360> well,<00:15:07.800> we<00:15:07.880> don't<00:15:08.040> get<00:15:08.160> overly<00:15:08.440> excited,<00:15:09.040> you<00:15:09.120> know,<00:15:09.440> get<00:15:09.760> too<00:15:09.960> far<00:15:10.160> ahead<00:15:10.320> of<00:15:10.400> ourselves<00:15:10.880> and<00:15:10.960> likewise

00:15:11.320 --> 00:15:14.680
if<00:15:11.400> things<00:15:11.600> aren't<00:15:11.760> going<00:15:12.080> exactly<00:15:12.520> to<00:15:12.600> plan,<00:15:13.520> you<00:15:13.680> know,<00:15:13.800> we<00:15:13.880> don't<00:15:14.120> panic.

00:15:14.680 --> 00:15:18.920
We<00:15:14.760> just<00:15:14.960> look<00:15:15.160> at<00:15:15.280> okay,<00:15:15.560> what<00:15:15.720> can<00:15:15.839> we<00:15:15.960> change<00:15:16.400> and<00:15:16.480> implement<00:15:17.000> and<00:15:17.200> and<00:15:17.320> go<00:15:17.480> again.

00:15:18.920 --> 00:15:27.120
Was<00:15:19.040> there<00:15:19.200> like<00:15:19.360> a<00:15:19.400> moment<00:15:19.880> of<00:15:20.040> failure<00:15:20.960> or<00:15:21.120> where<00:15:21.880> um,<00:15:22.000> you<00:15:22.080> know,<00:15:22.240> things<00:15:22.600> were<00:15:23.280> um,<00:15:23.920> you<00:15:24.000> know,<00:15:24.120> not<00:15:24.360> going<00:15:24.720> well<00:15:25.720> that<00:15:25.880> you<00:15:26.000> now<00:15:26.240> look<00:15:26.480> back<00:15:26.800> on<00:15:27.000> is

00:15:27.120 --> 00:15:31.360
like<00:15:27.280> a<00:15:27.360> huge<00:15:27.960> learning<00:15:28.360> moment<00:15:28.800> and<00:15:28.880> that<00:15:29.000> you<00:15:29.160> learned<00:15:29.520> from<00:15:29.680> that?

00:15:31.360 --> 00:15:35.600
Yeah,<00:15:31.760> I<00:15:31.800> think<00:15:32.000> there's<00:15:32.520> plenty<00:15:32.880> along<00:15:33.120> the<00:15:33.200> way<00:15:33.480> and<00:15:33.560> lots<00:15:33.760> of<00:15:33.840> mistakes<00:15:34.360> made.

00:15:35.600 --> 00:15:42.680
Where<00:15:35.720> to<00:15:35.840> start<00:15:36.160> on<00:15:36.240> this<00:15:36.360> one?<00:15:36.760> I<00:15:36.840> think<00:15:37.000> in<00:15:37.120> the<00:15:37.240> early<00:15:37.440> days<00:15:37.680> one<00:15:37.800> of<00:15:37.840> the<00:15:37.920> things<00:15:38.480> we<00:15:38.680> were<00:15:38.840> because<00:15:39.120> we<00:15:39.240> were<00:15:39.360> largely<00:15:39.760> bootstrapped,<00:15:40.880> um,<00:15:41.360> there<00:15:41.480> was<00:15:41.680> definitely

00:15:42.680 --> 00:15:50.720
times<00:15:43.120> where<00:15:43.600> you'd<00:15:43.840> get<00:15:44.040> requests<00:15:44.520> for<00:15:45.360> custom<00:15:45.840> work<00:15:46.080> to<00:15:46.160> be<00:15:46.280> done<00:15:46.480> in<00:15:46.600> the<00:15:46.680> platform<00:15:47.200> for,<00:15:47.760> you<00:15:47.880> know,<00:15:48.000> potentially<00:15:48.760> big<00:15:48.960> deals<00:15:49.320> for<00:15:49.480> us<00:15:49.640> at<00:15:49.760> the<00:15:49.840> time.

00:15:50.720 --> 00:15:59.960
And<00:15:50.880> I<00:15:50.920> think<00:15:51.280> that<00:15:51.520> temptation<00:15:52.400> whether<00:15:52.720> to<00:15:53.600> um,<00:15:53.920> to<00:15:54.080> do<00:15:54.240> that<00:15:54.480> work<00:15:54.960> to<00:15:55.080> get<00:15:55.320> some<00:15:55.520> cash<00:15:55.800> in<00:15:55.920> the<00:15:56.000> door<00:15:56.520> and<00:15:57.040> and<00:15:57.160> to<00:15:57.240> sign<00:15:57.440> up<00:15:57.640> a,<00:15:58.040> you<00:15:58.120> know,<00:15:58.320> a<00:15:58.400> significant<00:15:58.960> logo.

00:15:59.960 --> 00:16:06.240
We<00:16:00.280> did<00:16:00.480> that<00:16:00.600> a<00:16:00.680> few<00:16:00.920> times<00:16:01.200> and<00:16:01.320> I<00:16:01.360> think<00:16:01.600> in<00:16:01.720> hindsight<00:16:02.160> we<00:16:02.280> probably<00:16:02.640> regretted<00:16:03.160> it,<00:16:03.320> you<00:16:03.440> know,<00:16:03.600> because<00:16:04.040> you're<00:16:04.200> potentially<00:16:04.600> building<00:16:04.960> future<00:16:05.320> technical<00:16:05.760> debt

00:16:06.240 --> 00:16:14.040
and<00:16:07.440> uh,<00:16:07.520> we<00:16:07.680> kind<00:16:07.880> of<00:16:07.960> learned<00:16:08.160> to<00:16:08.200> be<00:16:08.360> very<00:16:08.680> selective<00:16:09.360> in<00:16:09.560> terms<00:16:09.800> of<00:16:09.920> our<00:16:10.040> road<00:16:10.320> map<00:16:10.680> and<00:16:11.160> and<00:16:11.240> making<00:16:11.480> sure<00:16:11.720> that<00:16:11.840> we're<00:16:12.000> building<00:16:12.400> for,<00:16:12.920> you<00:16:13.040> know,<00:16:13.240> a<00:16:13.320> full<00:16:13.600> customer

00:16:14.040 --> 00:16:22.680
base<00:16:14.360> of<00:16:14.480> several<00:16:14.840> thousand<00:16:15.160> customers.<00:16:16.440> Um,<00:16:16.640> so<00:16:16.760> I<00:16:16.800> think<00:16:17.000> that's<00:16:17.240> one<00:16:17.480> thing<00:16:17.760> that,<00:16:18.640> you<00:16:18.840> know,<00:16:19.160> we<00:16:19.400> it<00:16:19.440> took<00:16:19.600> us<00:16:19.680> a<00:16:19.760> while<00:16:20.040> to<00:16:20.120> learn<00:16:20.320> that<00:16:20.480> lesson<00:16:20.840> but<00:16:21.000> we<00:16:21.120> did<00:16:21.320> eventually.

00:16:22.680 --> 00:16:31.120
Um,<00:16:23.040> and<00:16:23.760> uh,<00:16:23.840> yeah,<00:16:24.080> I<00:16:24.160> think<00:16:24.640> um,<00:16:25.040> maybe<00:16:25.280> more<00:16:25.480> recently<00:16:25.960> just<00:16:26.160> as<00:16:26.280> you're<00:16:26.400> scaling<00:16:26.839> up,<00:16:27.200> I<00:16:27.280> think<00:16:28.240> um,<00:16:28.960> being<00:16:29.200> really<00:16:29.440> intentional<00:16:30.000> around<00:16:30.320> hiring<00:16:30.880> and

00:16:31.120 --> 00:16:39.400
making<00:16:31.440> sure<00:16:32.360> that<00:16:32.920> there's<00:16:33.160> a<00:16:33.240> plan<00:16:33.920> and<00:16:34.320> you<00:16:34.400> know,<00:16:34.560> every<00:16:34.800> hire<00:16:35.120> you<00:16:35.280> make<00:16:35.880> there's<00:16:36.160> a<00:16:36.520> I<00:16:36.600> suppose<00:16:36.839> an<00:16:36.960> impact<00:16:37.480> and<00:16:38.000> on<00:16:38.120> the<00:16:38.200> business<00:16:39.280> um,

00:16:39.400 --> 00:16:44.280
is<00:16:39.560> important<00:16:40.040> particularly,<00:16:40.600> you<00:16:40.720> know,<00:16:41.320> as<00:16:41.480> you<00:16:41.560> scale<00:16:42.000> maybe<00:16:42.200> as<00:16:42.280> you<00:16:42.400> raise<00:16:42.680> larger<00:16:43.000> funding<00:16:43.320> rounds.

00:16:44.280 --> 00:16:52.680
Um,<00:16:44.720> I<00:16:44.800> think<00:16:45.120> it's<00:16:45.280> making<00:16:45.600> sure<00:16:46.480> but<00:16:46.920> for<00:16:47.040> myself<00:16:47.520> from<00:16:47.680> a<00:16:47.720> CEO<00:16:48.040> perspective<00:16:48.520> that<00:16:48.720> I<00:16:48.800> don't<00:16:49.080> get<00:16:49.240> too<00:16:49.440> far<00:16:49.640> removed<00:16:50.200> from<00:16:50.640> like<00:16:50.920> the<00:16:51.040> open<00:16:51.320> hires<00:16:51.680> across<00:16:51.960> the<00:16:52.040> business

00:16:52.680 --> 00:16:59.800
um,<00:16:53.440> and<00:16:53.920> you<00:16:54.000> know,<00:16:54.160> what<00:16:54.360> people's<00:16:54.720> roles<00:16:54.960> and<00:16:55.080> responsibilities<00:16:55.839> are<00:16:56.160> is<00:16:56.280> an<00:16:56.400> area<00:16:56.680> that<00:16:56.880> I'm<00:16:57.120> I'm<00:16:57.240> constantly<00:16:57.680> focused<00:16:58.120> on.

00:16:59.800 --> 00:17:01.760
Uh,<00:17:00.600> what's<00:17:00.839> the<00:17:00.880> next<00:17:01.120> 5<00:17:01.320> years<00:17:01.560> like?

00:17:01.760 --> 00:17:05.920
Give<00:17:01.920> us<00:17:02.040> a<00:17:02.120> sense<00:17:02.440> for<00:17:02.600> like<00:17:03.360> uh,<00:17:03.440> your<00:17:03.680> road<00:17:04.000> map<00:17:04.360> and<00:17:04.480> your<00:17:04.600> plan.

00:17:05.920 --> 00:17:12.400
Yeah,<00:17:06.240> well<00:17:06.439> so<00:17:06.839> we're<00:17:07.000> we're<00:17:07.160> very<00:17:07.400> excited<00:17:08.319> um,<00:17:08.959> that<00:17:09.199> the<00:17:09.280> platform<00:17:09.839> is<00:17:10.240> is<00:17:10.439> of<00:17:10.640> a<00:17:10.839> real<00:17:11.280> significant<00:17:11.839> scale<00:17:12.120> today.

00:17:12.400 --> 00:17:15.280
We've<00:17:12.600> over<00:17:12.760> 25<00:17:13.280> million<00:17:13.560> learners<00:17:14.040> on<00:17:14.199> the<00:17:14.280> platform.

00:17:15.280 --> 00:17:18.680
Um,<00:17:15.800> we<00:17:16.040> we<00:17:16.160> handle<00:17:16.439> over<00:17:16.640> a<00:17:16.680> billion<00:17:17.079> requests<00:17:17.600> every<00:17:17.839> month.

00:17:18.680 --> 00:17:22.720
Um,<00:17:19.120> and<00:17:19.560> and<00:17:19.680> like<00:17:19.880> what<00:17:20.040> we're<00:17:20.160> focused<00:17:20.600> on<00:17:20.720> there<00:17:21.000> was<00:17:21.120> personalized<00:17:21.640> learning<00:17:21.920> at<00:17:22.040> scale.

00:17:22.720 --> 00:17:31.200
Um,<00:17:23.439> that's<00:17:23.680> something<00:17:23.959> again<00:17:24.240> leveraging<00:17:24.760> AI<00:17:25.400> and<00:17:26.520> being<00:17:26.800> in<00:17:26.839> the<00:17:26.920> space<00:17:27.280> for<00:17:27.400> over<00:17:27.560> 20<00:17:27.920> years,<00:17:28.640> um,<00:17:29.000> it's<00:17:29.240> something<00:17:29.640> where<00:17:29.920> people<00:17:30.200> have<00:17:30.320> kind<00:17:30.480> of<00:17:30.560> talked<00:17:30.920> about

00:17:31.200 --> 00:17:39.560
personalized<00:17:31.680> learning<00:17:32.080> as<00:17:32.800> as<00:17:33.000> being,<00:17:33.720> um,<00:17:34.200> like<00:17:34.640> a<00:17:34.720> holy<00:17:35.000> grail<00:17:35.280> that<00:17:35.440> people<00:17:35.720> want<00:17:35.880> to<00:17:35.960> do<00:17:36.120> achieve<00:17:36.680> and<00:17:37.000> it's<00:17:37.160> always<00:17:37.400> been<00:17:37.560> difficult<00:17:38.160> up<00:17:38.320> until<00:17:38.560> more<00:17:38.760> recently.

00:17:39.560 --> 00:17:47.040
I<00:17:39.640> think<00:17:39.840> you<00:17:39.920> saw<00:17:40.160> more<00:17:40.440> cohort-based<00:17:41.240> learning,<00:17:41.640> whereas<00:17:41.880> now<00:17:42.120> we<00:17:42.240> can<00:17:42.400> actually<00:17:42.720> get<00:17:42.880> down<00:17:43.120> to<00:17:43.240> the<00:17:43.360> individual<00:17:44.440> and<00:17:44.800> make<00:17:44.960> sure<00:17:45.120> and<00:17:45.240> provide<00:17:45.840> the<00:17:45.960> right<00:17:46.200> learning,

00:17:47.040 --> 00:17:53.800
um,<00:17:47.160> to<00:17:47.240> the<00:17:47.320> right<00:17:47.520> people<00:17:47.760> at<00:17:47.840> the<00:17:47.920> right<00:17:48.120> time.<00:17:49.000> So,<00:17:49.160> we're<00:17:49.360> building<00:17:49.720> out<00:17:49.840> solutions<00:17:50.440> that<00:17:50.600> new<00:17:50.760> skills<00:17:51.120> product<00:17:51.640> that<00:17:51.800> we're<00:17:51.920> launching,<00:17:52.760> um,<00:17:52.960> later<00:17:53.200> this<00:17:53.440> year,

00:17:53.800 --> 00:18:01.960
which<00:17:54.040> we're<00:17:54.120> excited<00:17:54.640> about.<00:17:55.360> I<00:17:55.440> think<00:17:55.680> that<00:17:55.880> will<00:17:55.960> be<00:17:56.120> really<00:17:56.400> important<00:17:57.000> in<00:17:57.120> a<00:17:57.160> world<00:17:57.520> that's<00:17:57.720> moving<00:17:58.000> so<00:17:58.160> fast<00:17:58.720> for<00:17:58.920> organizations<00:17:59.880> to<00:17:59.960> be<00:18:00.080> able<00:18:00.240> to<00:18:00.360> see,<00:18:01.400> um,<00:18:01.840> the

00:18:01.960 --> 00:18:10.160
skills<00:18:02.480> and<00:18:02.600> ability<00:18:02.920> they<00:18:03.080> have<00:18:03.320> across,<00:18:04.160> um,<00:18:04.560> their<00:18:04.720> teams<00:18:05.280> and<00:18:05.440> also<00:18:05.680> from<00:18:05.960> a<00:18:06.360> mobility<00:18:07.200> and<00:18:07.960> again<00:18:08.240> being<00:18:08.360> able<00:18:08.520> to<00:18:08.640> move<00:18:08.880> fast,<00:18:09.520> be<00:18:09.640> able<00:18:09.840> to<00:18:09.960> move

00:18:10.160 --> 00:18:13.160
people<00:18:10.480> into<00:18:10.640> different<00:18:10.960> roles<00:18:11.360> and<00:18:11.560> and<00:18:11.720> upskill<00:18:12.160> and<00:18:12.280> reskill.

00:18:13.160 --> 00:18:21.280
So,<00:18:13.600> we're<00:18:13.800> excited<00:18:14.320> with<00:18:14.480> that<00:18:15.000> combining,<00:18:15.600> um,<00:18:16.120> a<00:18:16.200> really<00:18:16.440> strong<00:18:16.720> platform<00:18:17.240> around<00:18:17.520> delivering,<00:18:19.240> um,<00:18:19.600> with<00:18:19.840> with<00:18:20.120> with<00:18:20.280> that<00:18:20.440> skill<00:18:20.760> solution<00:18:21.160> is

00:18:21.280 --> 00:18:29.760
something<00:18:21.600> we're<00:18:21.720> excited<00:18:22.120> about.<00:18:22.800> I<00:18:22.840> think<00:18:23.000> the<00:18:23.120> other<00:18:23.360> area<00:18:23.680> is<00:18:23.760> around<00:18:24.040> customer<00:18:24.440> education,<00:18:25.360> um,<00:18:25.760> and<00:18:26.000> we<00:18:27.200> uh<00:18:27.280> we<00:18:27.480> we<00:18:27.640> see<00:18:28.080> a<00:18:28.440> really<00:18:28.680> big<00:18:28.880> opportunity<00:18:29.360> there

00:18:29.760 --> 00:18:37.560
for<00:18:30.120> for<00:18:30.280> customers<00:18:31.000> to<00:18:32.080> uh<00:18:32.160> for<00:18:32.320> our<00:18:32.400> customers<00:18:32.840> to<00:18:32.960> train<00:18:33.200> their<00:18:33.360> customers<00:18:33.800> on<00:18:33.880> their<00:18:33.960> products<00:18:34.280> and<00:18:34.400> services<00:18:34.920> and<00:18:35.120> and<00:18:35.240> do<00:18:35.400> that<00:18:35.600> right<00:18:35.760> across<00:18:36.080> the<00:18:36.200> life<00:18:36.400> cycle.

00:18:37.560 --> 00:18:46.000
Um,<00:18:37.800> and<00:18:38.400> uh<00:18:38.480> we<00:18:38.640> integrate<00:18:39.120> with<00:18:39.280> HubSpot<00:18:39.840> and<00:18:39.960> Salesforce<00:18:40.880> and<00:18:41.440> our<00:18:41.600> customers<00:18:42.480> can<00:18:42.680> really<00:18:42.920> start<00:18:43.160> to<00:18:43.240> see<00:18:43.400> the<00:18:43.600> impact<00:18:44.160> of<00:18:44.840> uh<00:18:45.400> drip<00:18:45.640> feeding

00:18:46.000 --> 00:18:53.080
out<00:18:46.240> learning,<00:18:46.960> uh<00:18:47.040> around<00:18:47.360> our<00:18:47.440> products<00:18:47.760> and<00:18:47.880> services<00:18:48.360> at<00:18:48.480> the<00:18:48.600> right<00:18:48.840> time,<00:18:49.520> um,<00:18:49.800> right<00:18:50.040> from<00:18:50.200> prospect<00:18:51.120> through<00:18:51.400> to<00:18:51.840> to<00:18:51.960> customer<00:18:52.480> and<00:18:52.600> advocate.

00:18:53.080 --> 00:18:57.720
So,<00:18:53.720> they're<00:18:53.920> the<00:18:54.040> big<00:18:54.400> focus<00:18:54.760> areas<00:18:55.120> for<00:18:55.280> us<00:18:55.640> at<00:18:55.800> the<00:18:55.880> moment.

00:18:57.720 --> 00:19:05.640
Finally,<00:18:58.080> we<00:18:58.280> end<00:18:58.480> every<00:18:58.720> interview<00:18:59.000> with<00:18:59.080> the<00:18:59.200> same<00:18:59.440> question<00:19:00.000> and<00:19:00.160> that<00:19:00.400> is<00:19:00.640> at<00:19:00.840> ceo.com<00:19:01.800> we<00:19:01.920> believe<00:19:02.200> the<00:19:02.320> chances<00:19:02.760> one<00:19:03.040> gives<00:19:04.200> is<00:19:04.360> just<00:19:04.640> important<00:19:05.000> as<00:19:05.080> the<00:19:05.200> chances

00:19:05.640 --> 00:19:10.880
one<00:19:05.800> takes.<00:19:06.880> When<00:19:07.120> you<00:19:07.280> hear<00:19:07.520> that,<00:19:07.720> who<00:19:07.880> gave<00:19:08.080> you<00:19:08.200> a<00:19:08.240> chance<00:19:08.560> to<00:19:08.680> get<00:19:08.800> you<00:19:08.880> to<00:19:08.960> where<00:19:09.160> you<00:19:09.320> are<00:19:09.440> today?

00:19:10.880 --> 00:19:19.080
Uh<00:19:11.200> I<00:19:11.320> would<00:19:11.480> say<00:19:11.680> maybe<00:19:11.960> my<00:19:12.160> first<00:19:12.560> manager<00:19:13.080> and<00:19:13.200> my<00:19:13.560> I<00:19:13.760> I<00:19:13.880> joined<00:19:14.760> KPMG<00:19:15.280> Consulting<00:19:15.880> as<00:19:16.040> a<00:19:16.240> a<00:19:16.320> graduate<00:19:17.040> consultant<00:19:17.760> out<00:19:17.880> of<00:19:17.960> college.

00:19:19.080 --> 00:19:27.480
Very<00:19:19.880> raw<00:19:20.320> and<00:19:20.440> inexperienced<00:19:21.360> and<00:19:22.160> I<00:19:22.200> think<00:19:22.400> in<00:19:22.480> those<00:19:22.680> graduate<00:19:23.120> roles<00:19:23.360> sometimes<00:19:24.320> you<00:19:24.440> can<00:19:24.560> spend<00:19:24.800> your<00:19:24.920> day<00:19:25.200> maybe,<00:19:25.960> you<00:19:26.080> know,<00:19:26.240> photocopying<00:19:27.240> and

00:19:27.480 --> 00:19:30.320
maybe<00:19:27.720> just<00:19:27.880> reading<00:19:28.160> manuals<00:19:28.640> and<00:19:28.720> things.<00:19:29.400> I<00:19:29.560> I<00:19:29.640> was<00:19:29.800> very<00:19:30.000> lucky.

00:19:30.320 --> 00:19:38.000
Michael<00:19:30.640> O'Dwyer<00:19:31.160> was<00:19:31.440> my<00:19:31.680> my<00:19:31.840> first<00:19:32.120> manager<00:19:32.520> and<00:19:32.680> the<00:19:32.760> first<00:19:33.120> day<00:19:33.240> in<00:19:33.360> the<00:19:33.880> in<00:19:34.000> the<00:19:34.080> job<00:19:34.720> he<00:19:34.920> came<00:19:35.160> in<00:19:35.320> and<00:19:35.440> brought<00:19:35.680> me<00:19:35.800> out<00:19:35.960> on<00:19:36.080> site<00:19:36.480> into<00:19:36.680> client<00:19:36.960> meetings.

00:19:38.000 --> 00:19:44.760
Again,<00:19:38.320> I<00:19:38.520> I<00:19:38.680> age<00:19:38.920> myself<00:19:39.280> here.<00:19:39.520> It<00:19:39.640> was<00:19:39.800> at<00:19:40.000> the<00:19:40.040> height<00:19:40.320> of<00:19:40.400> the<00:19:40.640> the<00:19:40.760> Y2K<00:19:42.280> um,<00:19:42.800> back<00:19:43.000> in<00:19:43.240> in<00:19:43.440> 1999.

00:19:44.760 --> 00:19:52.880
Um,<00:19:44.880> but<00:19:45.000> the<00:19:45.080> experience<00:19:45.680> there<00:19:46.000> to<00:19:46.080> be<00:19:46.160> actually<00:19:46.640> in<00:19:46.920> in<00:19:47.080> boardroom<00:19:47.560> meetings<00:19:48.560> and<00:19:48.760> getting<00:19:49.080> to<00:19:49.200> see<00:19:49.920> the<00:19:50.040> value<00:19:50.640> that<00:19:51.160> um,<00:19:51.840> KPMG<00:19:52.360> were<00:19:52.480> bringing<00:19:52.800> to

00:19:52.880 --> 00:19:58.120
their<00:19:53.040> clients<00:19:53.400> and<00:19:53.520> how<00:19:53.600> to<00:19:53.720> just<00:19:53.920> think<00:19:54.160> about<00:19:54.440> running<00:19:54.680> those<00:19:55.000> projects<00:19:55.560> and<00:19:56.400> uh,<00:19:56.480> and<00:19:56.600> building<00:19:56.880> those<00:19:57.040> strategies.

00:19:58.120 --> 00:20:02.800
I<00:19:58.360> I<00:19:58.440> think<00:19:58.640> I<00:19:58.680> definitely<00:19:59.000> got<00:19:59.160> experience<00:20:00.200> um,<00:20:00.560> that<00:20:00.800> stood<00:20:01.200> me<00:20:01.400> right<00:20:01.640> throughout<00:20:01.880> my<00:20:02.040> career.

00:20:02.800 --> 00:20:05.800
Um,<00:20:03.040> and<00:20:03.840> yeah,<00:20:04.440> uh,<00:20:04.520> I<00:20:04.760> I<00:20:04.840> learned<00:20:05.080> a<00:20:05.120> lot<00:20:05.360> from<00:20:05.480> Michael.

00:20:05.800 --> 00:20:09.920
I<00:20:06.000> I<00:20:06.080> appreciate<00:20:06.640> him<00:20:07.280> taking<00:20:07.560> me<00:20:07.680> out<00:20:07.880> on<00:20:08.000> the<00:20:08.080> road<00:20:08.320> with<00:20:08.440> him<00:20:08.560> and<00:20:08.640> bringing<00:20:08.840> me<00:20:08.960> into<00:20:09.200> meetings.

00:20:09.920 --> 00:20:14.960
Uh,<00:20:10.440> uh,<00:20:10.760> right<00:20:11.040> from<00:20:11.280> right<00:20:11.480> from<00:20:11.600> day<00:20:11.760> one<00:20:12.440> uh,<00:20:12.640> in<00:20:12.760> my<00:20:12.960> in<00:20:13.080> my<00:20:13.160> first<00:20:13.440> job.

00:20:14.960 --> 00:20:17.560
Brendan,<00:20:15.240> thank<00:20:15.440> you<00:20:15.520> so<00:20:15.720> much<00:20:16.200> for<00:20:16.400> coming<00:20:16.680> on<00:20:16.760> the<00:20:16.840> show.

00:20:17.560 --> 00:20:21.440
Uh,<00:20:17.680> what<00:20:17.840> an<00:20:17.920> incredible<00:20:18.400> company<00:20:18.800> you've<00:20:19.000> built.<00:20:19.400> Let's<00:20:19.600> keep<00:20:19.800> in<00:20:19.880> touch<00:20:20.320> and<00:20:20.440> have<00:20:20.600> you<00:20:20.680> back<00:20:21.000> on.

00:20:21.440 --> 00:20:23.880
It<00:20:21.520> means<00:20:21.760> a<00:20:21.800> lot<00:20:21.920> to<00:20:22.000> have<00:20:22.120> you.<00:20:22.200> Thank<00:20:22.400> you<00:20:22.480> so<00:20:22.560> much.<00:20:23.360> Thanks,<00:20:23.600> Len.

00:20:23.880 --> 00:20:28.720
Appreciate<00:20:24.760> the<00:20:24.840> time<00:20:25.200> and<00:20:25.680> uh,<00:20:25.720> great<00:20:26.280> to<00:20:26.320> be<00:20:26.400> on<00:20:26.480> your<00:20:26.560> show<00:20:26.720> today.