The war on truth

Keith Nealon saw the fake-review problem coming while it was still theoretical.

Generative AI, he told the CEO.com Podcast, "could certainly represent an existential threat, because now you can have this explosion of fake content generated by bots. And what is key for consumers is trust in reviews." He called the risk a war on truth. He also noted, approvingly, that the Federal Trade Commission was raising the cost of manipulating reviews.

It raised them a good deal further. In August 2024, the FTC announced a final rule banning the sale and purchase of fake reviews, prohibiting undisclosed insider reviews, and barring companies from suppressing negative ones. The agency named AI-generated fake reviews as a target and gave itself the power to seek civil penalties against knowing violators, which is what changes behavior. The rule took effect on October 21, 2024.

Nealon ran a company that exists only because strangers will believe other strangers. That is not a marketing claim. It is the mechanism.

Bazaarvoice started in 2005 because its co-founder, Brett Hurt, could not decide which stroller to buy. He asked around, got contradictory advice, and noticed that Amazon was the only place where consumers were reviewing anything. Hurt had built a business in web analytics, and by Nealon's account, he installed reviews on a client's product page and watched what happened. Conversion, in Nealon's words, "went through the charts, through the roof."

The reason is older than e-commerce. "When consumers read reviews, the human psychology is that consumers just trust other consumers more than they trust brands," Nealon said. He is careful to add that this is not the fault of brands. It is just how people are.

Everything the company does follows from protecting that instinct. Its authenticity work splits into two jobs, and Nealon distinguishes them precisely. One is verifying that a review came from a real person. The other is moderating the real ones, catching profanity and catching content attached to the wrong product. His example was a review of children's Tylenol landing on the adult product page, which in a regulated category is not a rounding error.

Nobody knows anything

The man protecting all that trust spent his childhood being told he was not worth much.

Nealon was born in Ireland in the 1970s, which is audible about four words into any conversation with him. He describes the economics of the period without nostalgia. "In the US the phrase is there's folks that are blue collar or white collar. I would argue there's also no collar. And so we were actually, life started out in the no collar environment." The answer to most of what he asked for as a kid was no, because there was no money. He was also bullied, and he traces his drive straight back to it: "an incredible fire and willpower to really want to supercharge where I was going and never be bullied again."

His mother and his aunts and uncles noticed he was good at math and constantly told him he would be successful, which he calls a lot of pressure for a little kid. It worked anyway.

He built a systems integration company in Ireland in the late 1990s, rode the dotcom wave, and briefly concluded that being a CEO was easy. Then the wave broke, 9/11 followed, and a business with no recurring revenue and everything riding on projects went down with it. "I realized as a young kid you thought you knew everything, you actually knew nothing."

He sold the company. He corrects himself and says he gave it away. Two brothers bought it and asked whether he would come to the United States to help with the assets they were buying: data centers. Data centers had been hammered too, but they had the one thing his old business lacked, and the phrase stopped him cold. "When I heard that phrase, recurring revenue, I fell in love."

That has been the whole career since: data centers, cloud, software, several tours through marketing technology. Before Bazaarvoice, he was chairman and CEO of Vyze, a point-of-sale financing platform that Mastercard acquired in April 2019. He took over Bazaarvoice on January 1, 2020, two years after Marlin Equity Partners took the company private in a deal valued at about $521 million that closed on February 1, 2018. By the time of this conversation the company had close to 13,000 brand clients and a headcount approaching 1,500. Nealon says the path there involved "good luck, bad luck, timing, good bosses, bad bosses, failures, successes, therapy, meditation," which is a more honest list than most people in his seat will give.

The thing he refuses to do is let anyone believe the job is magic. He heard a coach describe working with six to 10 Fortune 500 CEOs a year, all of whom say the same sentence: if my employees knew who I really was, the game would be up. Nealon found that reassuring. "For 99% of us, we're just regular humans. And I try to normalize that actually, versus creating this notion that the CEO is superhuman, because I want everybody to believe that they can rise as far up the organization as possible to being CEO."

A company that sells authenticity is an awkward place to run a myth about yourself.

That view shapes how he staffs. He quotes Carnegie on an organization being nothing more than the collective capacity of its people to create value, and takes it literally enough to tell hiring managers that being able to do the job is not the same as being the right hire. On his own executive team, he screens for character first and sorts candidates into two piles. A reactive executive takes the plan and hits every number, which he says is exactly what a large public company that dislikes risk wants. A creative executive "takes your plan and improves on it, is a risk-taker, and produces a result greater than you even expected." At Bazaarvoice he hired the second kind. At that scale, he defines his job as guiding the company rather than running it.

On the office question, he had a framework and no answer. He argues that coaching, connection, collaboration, and creativity all degrade over video, and that the honest verdict is that remote work is feasible but not optimal. Rather than mandate three days, he pushed the decision down to managers, role by role. "I haven't discovered what that is. There's no blueprint yet." Years later, nobody else has published one either.

Gabriel and Darren

Every episode of the CEO.com Podcast ends on the same question, built on the idea that the chances one gives matter as much as the chances one takes.

Nealon named Gabriel first, one of the brothers who bought his failed Irish company. Gabe bought the business, brought him to America, and then handed him half of US sales on the strength of nothing but belief. Nealon calls him uber successful and uber humble and says the humility taught him as much as the job did.

Then a recruiter named Darren. Nealon was up for a chief revenue officer role at his first SaaS company against candidates who had built businesses worth hundreds of millions and managed several hundred people. He had done neither. "I had no earthly reason to be in the mix, but he saw something in me and insisted to that CEO and their investors talk to me and think about me just as a candidate."

He got it. "I think everything after that has fallen into place because of my tenure there."

00:00:00 Introducing Keith Nealon And Bazaarvoice
00:02:09 The Origin Story Of Bazaarvoice
00:03:52 Keith's Journey From Ireland To The US
00:10:58 Understanding Self-Leadership And Motivation
00:12:01 Imposter Syndrome Among Top CEOs
00:18:39 Building Culture And Hiring Great People
00:23:45 Navigating Hybrid Work After The Pandemic
00:27:43 Artificial Intelligence's Impact On Bazaarvoice
00:33:04 Giving Chances: The People Who Helped Keith

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What's<00:03:52.863> the<00:03:52.992> root<00:03:53.105> of<00:03:53.234> your<00:03:53.331> story,<00:03:53.718> Keith?

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How<00:03:54.396> did<00:03:54.541> you<00:03:54.590> get<00:03:54.719> started<00:03:55.171> in<00:03:55.494> this,<00:03:56.867> in<00:03:56.964> this<00:03:57.271> world?

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Oh,<00:03:59.790> that's<00:04:01.082> a<00:04:01.098> long<00:04:01.405> one.

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Like,<00:04:04.413> like<00:04:04.914> all<00:04:05.156> of<00:04:05.253> these<00:04:05.479> life<00:04:05.737> stories,<00:04:06.270> right?

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They<00:04:06.609> begin<00:04:06.948> in<00:04:07.480> the<00:04:07.577> formative<00:04:08.207> years.

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I<00:04:09.982> was<00:04:10.144> actually<00:04:10.483> born<00:04:10.951> in<00:04:11.193> Ireland<00:04:11.677> in<00:04:11.774> the<00:04:11.871> '70s.

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Which<00:04:13.752> is<00:04:13.964> actually<00:04:14.455> a<00:04:14.471> fairly—.

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By<00:04:14.879> the<00:04:14.961> way,<00:04:15.124> Keith,<00:04:15.451> I<00:04:15.533> can<00:04:15.762> tell,<00:04:16.333> I<00:04:16.432> can<00:04:16.595> tell<00:04:16.775> that<00:04:16.922> you<00:04:17.003> were<00:04:17.167> born<00:04:17.412> in<00:04:17.494> Ireland.

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I<00:04:19.341> love<00:04:19.586> it.

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You<00:04:20.649> can<00:04:20.796> hear<00:04:20.975> the<00:04:21.057> brogue.

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I<00:04:22.201> can<00:04:22.365> hear<00:04:22.610> it.

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Well,<00:04:25.196> that<00:04:25.437> time<00:04:25.760> back<00:04:26.018> in<00:04:26.147> Ireland,<00:04:26.405> that<00:04:26.550> was<00:04:26.663> a<00:04:26.728> fairly<00:04:27.195> grim<00:04:27.518> time<00:04:27.840> economically.

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And,<00:04:29.630> you<00:04:29.888> know,<00:04:30.179> in<00:04:30.275> the<00:04:30.421> US,<00:04:33.345> the<00:04:33.426> phrase<00:04:33.865> is<00:04:34.076> there's<00:04:35.214> folks<00:04:35.540> that<00:04:35.637> are<00:04:35.962> blue<00:04:36.206> collar<00:04:36.613> or<00:04:36.840> white<00:04:37.084> collar.

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I<00:04:38.807> would<00:04:38.954> argue<00:04:39.214> there's<00:04:39.442> also<00:04:39.702> no<00:04:40.027> collar.

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And<00:04:40.833> so<00:04:41.388> we<00:04:41.632> were<00:04:41.861> actually,<00:04:43.084> I<00:04:43.247> started<00:04:43.655> out<00:04:43.835> in<00:04:43.916> the<00:04:43.998> no<00:04:44.242> collar<00:04:45.140> environment.

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And<00:04:49.428> so<00:04:49.751> I<00:04:49.896> ultimately<00:04:50.316> started<00:04:50.945> there<00:04:51.203> and<00:04:51.364> just,<00:04:52.332> I<00:04:52.397> remember<00:04:52.833> that<00:04:52.994> just<00:04:53.204> not<00:04:53.446> feeling<00:04:53.849> great,<00:04:54.494> you<00:04:54.527> know,<00:04:55.543> having<00:04:55.785> limited<00:04:56.124> means,<00:04:56.753> the<00:04:56.850> answer<00:04:57.092> to<00:04:57.237> most<00:04:57.511> of<00:04:57.640> my<00:04:57.818> childhood<00:04:58.366> asks<00:04:58.786> were<00:04:58.947> no<00:04:59.431> because<00:04:59.673> we<00:04:59.754> didn't<00:04:59.915> have<00:05:00.157> the<00:05:00.238> money.

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And<00:05:01.916> so<00:05:02.174> that<00:05:02.416> just<00:05:02.577> sort<00:05:02.819> of<00:05:02.900> gave<00:05:03.223> me<00:05:05.465> the<00:05:05.562> drive<00:05:06.192> early<00:05:06.514> on<00:05:06.677> to<00:05:06.762> say,<00:05:07.017> right,<00:05:07.272> this<00:05:07.527> isn't<00:05:07.782> fun.

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So<00:05:09.141> I'm<00:05:09.285> gonna<00:05:09.526> have<00:05:09.687> to<00:05:09.831> push<00:05:10.088> my<00:05:10.249> way<00:05:10.474> out<00:05:10.650> of<00:05:10.731> this<00:05:10.956> environment,<00:05:12.337> which<00:05:12.562> ultimately<00:05:13.076> meant,<00:05:13.766> obviously<00:05:14.826> just<00:05:15.051> a<00:05:15.131> lot<00:05:15.324> of<00:05:15.372> hard<00:05:15.613> work<00:05:15.870> in<00:05:15.967> school<00:05:16.593> and<00:05:16.673> then<00:05:16.850> a<00:05:16.914> lot<00:05:17.139> of<00:05:17.460> hard<00:05:17.717> work<00:05:18.584> post-school<00:05:19.966> to<00:05:20.191> ultimately<00:05:20.753> get<00:05:20.929> to<00:05:21.090> a<00:05:21.170> place<00:05:21.652> where<00:05:24.398> success<00:05:24.977> started<00:05:25.346> to<00:05:25.426> materialize.

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But,<00:05:26.615> you<00:05:26.647> know,<00:05:27.016> as<00:05:28.157> it's<00:05:28.382> 90%<00:05:28.638> perspiration<00:05:30.405> with<00:05:30.550> these<00:05:30.807> things<00:05:31.433> and<00:05:33.119> I<00:05:33.360> ultimately<00:05:35.625> built<00:05:35.882> a<00:05:35.946> business<00:05:36.428> in<00:05:36.653> Ireland<00:05:37.714> in<00:05:37.875> the<00:05:37.956> late<00:05:38.197> '90s<00:05:38.906> that<00:05:39.083> we<00:05:39.244> were,<00:05:39.792> we<00:05:39.889> were<00:05:40.034> riding<00:05:40.436> the<00:05:40.533> dot-com<00:05:41.161> wave<00:05:43.175> and<00:05:43.352> that<00:05:43.513> was<00:05:43.674> going<00:05:43.980> great<00:05:44.319> while<00:05:44.560> there<00:05:44.705> was<00:05:44.899> a<00:05:44.963> wave<00:05:45.285> to<00:05:45.366> ride,<00:05:45.752> but<00:05:45.849> then<00:05:46.026> it<00:05:46.220> crashed<00:05:47.370> and<00:05:47.532> that<00:05:47.694> wasn't<00:05:48.018> so<00:05:48.261> great.

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And<00:05:49.720> at<00:05:49.817> the<00:05:49.963> time<00:05:50.287> we<00:05:50.368> were<00:05:50.547> riding<00:05:50.952> high,<00:05:51.276> I<00:05:51.746> thought,<00:05:52.151> wow,<00:05:53.059> this<00:05:53.221> CEO<00:05:53.950> thing<00:05:54.128> is<00:05:54.273> easy,<00:05:54.836> right?

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But<00:05:56.446> then<00:05:56.655> when<00:05:56.752> we<00:05:56.832> had<00:05:56.993> the<00:05:57.090> dot-com<00:05:57.637> crash<00:05:58.056> and<00:05:58.217> 9/11<00:05:59.730> and<00:05:59.811> we<00:05:59.972> were<00:06:00.068> a<00:06:00.084> systems<00:06:00.615> integration<00:06:01.195> company,<00:06:02.016> so<00:06:02.145> we<00:06:02.241> were<00:06:02.402> project-based<00:06:03.288> in<00:06:03.352> our<00:06:03.594> revenue<00:06:06.202> When<00:06:06.315> the<00:06:06.445> business<00:06:06.931> crashed,<00:06:07.353> I<00:06:07.498> realized,<00:06:08.325> hmm,<00:06:08.795> you,<00:06:09.200> you<00:06:09.362> as<00:06:09.476> a<00:06:09.686> young<00:06:10.918> kid,<00:06:11.388> you<00:06:11.485> thought<00:06:11.793> you<00:06:11.825> knew<00:06:12.036> everything,<00:06:12.376> you<00:06:12.603> actually<00:06:12.798> knew<00:06:12.960> nothing.

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And<00:06:15.333> so<00:06:16.056> I<00:06:16.233> sold<00:06:17.005> the<00:06:17.101> business,<00:06:17.583> or<00:06:17.663> I<00:06:17.744> should<00:06:18.129> more<00:06:18.306> say<00:06:18.547> I<00:06:18.708> gave<00:06:18.965> it<00:06:19.045> away.

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I<00:06:20.234> was<00:06:20.379> lucky<00:06:20.540> enough<00:06:20.877> to<00:06:21.038> find<00:06:21.375> a<00:06:21.440> couple<00:06:21.825> of<00:06:23.111> brothers<00:06:23.529> at<00:06:23.673> the<00:06:23.770> time<00:06:24.011> that<00:06:24.091> were<00:06:24.220> successful<00:06:24.805> entrepreneurs.

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They<00:06:25.944> bought<00:06:26.270> the<00:06:26.367> business<00:06:27.328> and<00:06:27.409> they<00:06:27.588> asked<00:06:27.897> me,<00:06:28.564> would<00:06:28.792> I<00:06:28.890> help<00:06:29.199> them<00:06:30.464> in<00:06:30.608> the<00:06:30.689> States<00:06:31.973> to<00:06:32.551> build<00:06:33.257> a<00:06:33.979> business,<00:06:34.477> or<00:06:34.717> they<00:06:34.798> were<00:06:34.958> acquiring<00:06:35.359> businesses<00:06:35.841> in<00:06:36.001> the<00:06:36.146> US.

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And<00:06:37.847> I<00:06:38.008> was<00:06:38.473> kind<00:06:38.634> of<00:06:38.666> like<00:06:38.875> internally,<00:06:39.452> are<00:06:39.597> you<00:06:39.757> kidding?

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I<00:06:40.399> would<00:06:40.576> love<00:06:40.801> to.

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I<00:06:41.699> played<00:06:41.956> it<00:06:42.085> cool<00:06:42.438> in<00:06:42.518> the<00:06:42.598> negotiation,<00:06:43.385> but<00:06:43.545> I<00:06:43.626> had<00:06:43.850> always<00:06:44.252> wanted<00:06:44.508> to<00:06:44.653> move<00:06:44.829> to<00:06:44.990> the<00:06:45.070> US<00:06:45.696> again,<00:06:46.033> being<00:06:47.221> of<00:06:47.381> no<00:06:47.638> color.

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I<00:06:48.826> remember<00:06:49.243> watching<00:06:49.725> on<00:06:49.885> black<00:06:50.142> and<00:06:50.206> white<00:06:50.447> televisions<00:06:51.330> in<00:06:51.410> the<00:06:51.491> '70s<00:06:52.277> shows<00:06:52.791> like<00:06:53.080> The<00:06:53.160> Streets<00:06:53.497> of<00:06:53.561> San<00:06:53.754> Francisco,<00:06:54.460> which<00:06:54.620> will<00:06:54.845> age<00:06:55.086> me,<00:06:55.327> right?

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And<00:06:55.744> Hawaii<00:06:56.145> Five-O<00:06:56.787> and<00:06:56.948> things<00:06:57.221> like<00:06:57.349> that,<00:06:57.654> thinking<00:06:58.410> It<00:06:58.491> seems<00:06:58.862> so<00:06:59.201> wonderful<00:06:59.782> and<00:06:59.928> amazing<00:07:00.493> and<00:07:00.719> opulent<00:07:01.219> in<00:07:01.300> the<00:07:01.445> US.

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So<00:07:03.302> I<00:07:03.382> was<00:07:03.560> super<00:07:03.948> excited<00:07:04.513> to<00:07:04.593> get<00:07:04.755> the<00:07:04.916> opportunity<00:07:05.966> to<00:07:06.127> join<00:07:06.450> forces<00:07:06.950> with<00:07:07.080> them.

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And<00:07:09.120> they<00:07:09.281> were<00:07:09.522> building,<00:07:12.558> they<00:07:12.639> were<00:07:12.815> buying<00:07:13.201> assets<00:07:13.924> which<00:07:14.165> basically<00:07:14.583> were<00:07:14.824> data<00:07:15.065> centers<00:07:15.772> because<00:07:16.430> data<00:07:16.720> centers<00:07:17.075> went<00:07:17.300> through<00:07:17.478> a<00:07:17.559> tough<00:07:17.801> time<00:07:18.123> as<00:07:18.269> well.

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But<00:07:18.769> the<00:07:18.914> beauty<00:07:19.253> of<00:07:19.334> data<00:07:19.656> centers<00:07:20.221> was<00:07:20.867> in<00:07:21.012> that<00:07:21.189> timeframe<00:07:21.899> is<00:07:21.996> they<00:07:22.157> had<00:07:22.400> strong<00:07:22.884> recurring<00:07:23.448> revenue.

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And<00:07:24.757> when<00:07:24.854> I<00:07:24.935> heard<00:07:25.177> that<00:07:25.403> phrase<00:07:25.806> recurring<00:07:26.226> revenue,<00:07:26.710> I<00:07:26.871> fell<00:07:27.194> in<00:07:27.356> love<00:07:27.824> because<00:07:28.082> the<00:07:28.227> reason<00:07:28.566> my<00:07:28.808> business<00:07:29.276> crashed<00:07:30.342> was<00:07:30.503> we<00:07:30.648> were<00:07:30.745> project-based.

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We<00:07:31.794> didn't<00:07:32.182> have<00:07:32.343> recurring<00:07:32.827> revenue<00:07:33.328> that<00:07:33.554> just<00:07:34.297> the<00:07:34.395> momentum<00:07:34.945> of<00:07:35.107> more<00:07:35.269> and<00:07:35.350> more<00:07:35.592> recurring<00:07:36.078> revenue<00:07:36.547> builds<00:07:36.887> up<00:07:37.065> each<00:07:37.276> year<00:07:37.454> and<00:07:37.518> you<00:07:37.599> have<00:07:37.713> a<00:07:37.794> stable<00:07:38.263> base<00:07:38.587> of<00:07:38.668> revenue<00:07:39.137> from<00:07:39.315> which<00:07:39.558> to<00:07:39.639> predict<00:07:40.027> your<00:07:40.124> costs.

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So<00:07:43.969> we,<00:07:44.436> I<00:07:44.533> became<00:07:44.856> fascinated<00:07:45.485> with<00:07:45.646> that<00:07:46.210> and<00:07:46.452> for<00:07:46.581> the<00:07:46.646> last<00:07:47.033> 20<00:07:47.356> years<00:07:47.743> from<00:07:48.001> that<00:07:48.162> time,<00:07:48.630> I've<00:07:48.888> been<00:07:49.049> in<00:07:49.872> essentially<00:07:50.404> the<00:07:50.485> recurring<00:07:51.049> revenue<00:07:51.549> business.

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Which<00:07:52.789> is<00:07:52.965> really<00:07:54.413> originally<00:07:54.896> data<00:07:55.153> centers<00:07:55.764> and<00:07:55.925> then<00:07:56.247> cloud<00:07:56.665> technology<00:07:57.389> software<00:07:58.675> in<00:07:58.820> a<00:07:58.981> range<00:07:59.399> of<00:07:59.480> different<00:07:59.882> industries.

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But<00:08:01.338> most,<00:08:02.390> most<00:08:02.698> commonly<00:08:03.280> the,<00:08:04.639> the<00:08:04.736> most<00:08:04.979> frequent<00:08:05.465> tours<00:08:05.804> of<00:08:05.934> duty<00:08:06.274> in<00:08:06.355> terms<00:08:06.533> of<00:08:06.662> industry<00:08:07.148> I've<00:08:07.228> been<00:08:07.406> in<00:08:07.552> is<00:08:07.649> the<00:08:07.746> marketing<00:08:08.216> technology<00:08:08.798> space,<00:08:09.757> which<00:08:10.001> Bazaarvoice<00:08:10.716> is<00:08:10.878> in<00:08:11.528> servicing<00:08:12.032> the<00:08:12.194> B2C<00:08:12.747> community<00:08:13.478> or<00:08:13.559> the<00:08:13.641> B2B<00:08:13.982> community.

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And<00:08:17.916> And,<00:08:18.012> you<00:08:18.109> know,<00:08:18.413> it's<00:08:18.574> just<00:08:18.815> been<00:08:19.200> over<00:08:19.376> those<00:08:19.553> 20<00:08:19.842> years,<00:08:20.098> it's<00:08:20.259> been<00:08:20.435> a<00:08:20.500> combination<00:08:21.222> of<00:08:21.446> hard<00:08:21.767> work,<00:08:22.746> good<00:08:22.987> luck,<00:08:23.532> bad<00:08:23.773> luck,<00:08:24.591> timing,<00:08:25.715> good<00:08:25.875> bosses,<00:08:26.517> bad<00:08:26.838> bosses,<00:08:27.400> failures,<00:08:27.817> successes,<00:08:29.630> therapy,<00:08:30.127> meditation.

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All<00:08:31.395> of<00:08:31.475> these<00:08:31.732> things<00:08:32.213> are,<00:08:32.438> you<00:08:32.518> know,<00:08:33.016> stirred<00:08:33.417> into<00:08:33.658> the<00:08:33.738> pot<00:08:34.219> to,<00:08:35.343> to<00:08:35.487> become<00:08:36.289> whoever<00:08:36.610> this<00:08:36.787> individual<00:08:37.348> is<00:08:37.509> today.

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Do<00:08:38.776> you<00:08:38.857> remember<00:08:39.130> the<00:08:39.210> moment<00:08:39.531> you<00:08:39.659> were<00:08:39.739> like,<00:08:39.980> hey,<00:08:40.173> I'm<00:08:40.301> going<00:08:40.397> to<00:08:40.542> buckle<00:08:40.863> down<00:08:42.066> and<00:08:42.146> I<00:08:42.243> am<00:08:42.387> going<00:08:42.724> to<00:08:43.366> make<00:08:43.703> something<00:08:44.473> out<00:08:44.569> of<00:08:44.650> my<00:08:44.874> life?

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Do<00:08:45.455> you<00:08:45.505> remember<00:08:45.785> like<00:08:45.950> that,<00:08:46.347> like,<00:08:46.528> like<00:08:46.760> that<00:08:46.842> key<00:08:47.172> moment,<00:08:47.519> or<00:08:47.602> was<00:08:47.767> it<00:08:47.849> gradual?

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I<00:08:50.609> think<00:08:50.915> it<00:08:50.979> was<00:08:51.156> gradual.

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The,<00:08:52.265> um,<00:08:53.229> there<00:08:53.309> was<00:08:53.422> a<00:08:53.486> couple<00:08:53.871> of<00:08:54.032> things<00:08:54.530> really<00:08:54.996> that,<00:08:55.494> um,<00:08:56.635> sort<00:08:56.796> of<00:08:56.925> get<00:08:57.166> to<00:08:57.326> the<00:08:57.423> root<00:08:57.664> of<00:08:57.728> the<00:08:57.824> question<00:08:58.194> you're<00:08:58.371> asking.

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There<00:08:58.869> wasn't<00:08:59.190> like<00:08:59.593> an<00:08:59.690> epiphany,<00:09:01.049> but,<00:09:01.600> um,<00:09:03.154> while,<00:09:03.866> um,<00:09:06.132> you<00:09:06.229> know,<00:09:06.326> for<00:09:06.552> me,<00:09:07.103> those<00:09:07.346> early<00:09:07.685> days,<00:09:08.414> you<00:09:08.656> know,<00:09:10.517> being,<00:09:10.921> being<00:09:11.164> poor<00:09:11.407> is<00:09:11.568> kind<00:09:11.746> of<00:09:12.186> more<00:09:12.347> of<00:09:12.379> a<00:09:12.443> state<00:09:12.748> of<00:09:12.844> mind,<00:09:13.229> I<00:09:13.246> guess,<00:09:13.567> than<00:09:13.663> anything<00:09:14.112> else.

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I<00:09:14.353> mean,<00:09:14.449> it's<00:09:14.610> factually<00:09:15.075> true,<00:09:15.332> but<00:09:15.397> it's<00:09:15.461> a<00:09:15.573> state<00:09:15.814> of<00:09:15.846> mind.

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One<00:09:17.034> of<00:09:17.098> the<00:09:17.243> challenges<00:09:17.820> was<00:09:18.125> I,<00:09:18.703> I<00:09:18.784> went<00:09:18.960> through<00:09:19.105> a<00:09:19.169> lot<00:09:19.329> of<00:09:19.426> bullying<00:09:20.774> and<00:09:21.914> I<00:09:21.994> just<00:09:22.235> remember<00:09:22.700> that<00:09:22.861> that<00:09:23.037> created,<00:09:23.615> it's<00:09:24.161> on<00:09:24.305> the<00:09:24.482> unhealthy<00:09:24.964> side<00:09:25.285> initially<00:09:25.830> until<00:09:26.151> you<00:09:26.505> master<00:09:27.050> the<00:09:28.030> negative<00:09:28.415> byproduct<00:09:29.057> of<00:09:29.217> it.

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But<00:09:29.442> I<00:09:29.522> remember<00:09:29.956> that<00:09:30.261> creating<00:09:30.807> in<00:09:30.903> me<00:09:32.187> an<00:09:32.332> incredible<00:09:32.974> fire<00:09:33.471> and<00:09:33.632> willpower<00:09:34.418> to,<00:09:35.799> to<00:09:35.959> really<00:09:36.200> want<00:09:36.473> to<00:09:36.601> like<00:09:36.842> supercharge<00:09:37.725> where<00:09:37.805> I<00:09:37.966> was<00:09:38.062> going<00:09:38.367> and<00:09:38.528> never<00:09:38.849> be<00:09:38.993> bullied<00:09:39.314> again.

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So<00:09:41.495> that<00:09:41.751> sort<00:09:41.976> of<00:09:42.056> fed<00:09:42.441> into<00:09:42.777> that<00:09:43.194> early<00:09:43.723> drive.

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But<00:09:45.727> I<00:09:45.823> also<00:09:46.208> had<00:09:47.025> encouragement<00:09:47.907> from<00:09:48.628> my<00:09:48.724> mother<00:09:49.269> and<00:09:49.494> members<00:09:49.911> of<00:09:50.071> my<00:09:50.215> extended<00:09:50.712> family,<00:09:51.193> uncles<00:09:51.514> and<00:09:51.658> aunts<00:09:52.059> who,<00:09:52.940> who<00:09:53.021> saw<00:09:53.277> I<00:09:53.421> had<00:09:53.582> a,<00:09:53.998> I<00:09:54.079> guess,<00:09:54.319> a<00:09:54.399> gift<00:09:54.960> early<00:09:55.345> on<00:09:55.441> in<00:09:55.601> math.

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And<00:09:56.868> they<00:09:56.964> just<00:09:57.429> kept<00:09:57.621> saying<00:09:58.391> like,<00:09:58.872> you're,<00:10:00.090> you're<00:10:00.234> gonna<00:10:00.491> be<00:10:00.635> great.

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You're<00:10:01.132> gonna<00:10:01.308> be<00:10:01.452> successful.

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You're<00:10:02.398> gonna<00:10:02.655> do<00:10:02.799> great<00:10:03.136> things,<00:10:04.001> which<00:10:04.113> is<00:10:04.322> actually<00:10:04.482> a<00:10:04.498> lot<00:10:04.674> of<00:10:04.739> pressure<00:10:05.219> for<00:10:05.380> a<00:10:05.460> little<00:10:05.781> kid.

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But<00:10:06.892> at<00:10:06.973> the<00:10:07.054> same<00:10:07.328> time,<00:10:07.620> it<00:10:07.959> created<00:10:08.509> this<00:10:08.622> sort<00:10:08.849> of<00:10:08.930> indelible<00:10:11.356> imprint<00:10:11.841> in<00:10:11.922> my<00:10:12.164> brain<00:10:12.569> that<00:10:12.714> I<00:10:12.876> like,<00:10:13.539> I<00:10:13.620> can't<00:10:13.927> let<00:10:14.089> them<00:10:14.251> down,<00:10:14.979> right?

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So<00:10:15.642> I've<00:10:15.723> gotta,<00:10:16.630> I'm<00:10:16.775> gonna<00:10:17.828> make<00:10:17.990> sure<00:10:18.233> I'm<00:10:18.395> never<00:10:18.719> bullied<00:10:19.043> again.

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I'm<00:10:19.609> gonna<00:10:19.836> be<00:10:19.933> in<00:10:20.160> charge<00:10:20.662> and<00:10:20.808> I<00:10:20.905> can't<00:10:21.229> let,<00:10:21.634> you<00:10:21.699> know,<00:10:21.941> people<00:10:22.265> that<00:10:22.427> thought<00:10:22.605> I<00:10:22.622> was<00:10:22.767> gonna<00:10:22.945> be<00:10:23.091> successful<00:10:23.739> down.

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And<00:10:24.763> I<00:10:24.844> feel<00:10:25.072> like<00:10:25.332> it<00:10:25.413> just,<00:10:25.803> as<00:10:25.965> I<00:10:26.793> grew<00:10:27.768> and<00:10:28.011> matured,<00:10:28.580> it<00:10:28.726> just<00:10:28.969> sort<00:10:29.148> of<00:10:29.229> steamrolled<00:10:29.960> and<00:10:30.122> got<00:10:30.512> the<00:10:30.610> momentum<00:10:31.113> inside<00:10:31.600> me<00:10:31.746> built<00:10:32.071> up<00:10:32.234> more<00:10:32.558> and<00:10:32.640> more.

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So<00:10:34.471> I<00:10:34.631> would<00:10:34.792> say<00:10:35.049> it<00:10:35.209> was<00:10:35.450> gradual,<00:10:36.189> originally<00:10:36.735> for<00:10:36.895> possibly<00:10:37.441> unhealthy<00:10:38.003> reasons,<00:10:38.501> but<00:10:38.999> eventually<00:10:39.545> for<00:10:39.769> healthy<00:10:40.107> reasons<00:10:40.733> as<00:10:40.829> I<00:10:41.471> really<00:10:41.792> saw<00:10:42.114> the<00:10:42.274> impact<00:10:42.820> of<00:10:43.783> being<00:10:43.864> in<00:10:43.944> a<00:10:44.121> leadership<00:10:44.667> role<00:10:45.469> and<00:10:46.288> how<00:10:46.465> the<00:10:46.609> light<00:10:46.931> comes<00:10:47.316> on<00:10:47.477> when<00:10:47.573> you're<00:10:47.814> coaching<00:10:48.215> people<00:10:48.617> and<00:10:48.761> you<00:10:48.857> watch<00:10:49.162> them<00:10:49.419> shine<00:10:49.740> and<00:10:49.885> be<00:10:49.981> successful.

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But<00:10:51.009> I<00:10:52.053> would<00:10:52.149> say<00:10:52.197> that's<00:10:52.550> more<00:10:52.791> sort<00:10:53.032> of<00:10:53.369> some<00:10:53.658> of<00:10:53.771> the<00:10:53.915> elements<00:10:54.413> of<00:10:54.557> what<00:10:54.718> got<00:10:54.943> me<00:10:55.601> to<00:10:55.762> a<00:10:55.826> place<00:10:56.163> where<00:10:56.308> I<00:10:56.725> wanted<00:10:56.966> to<00:10:57.110> do<00:10:57.351> this.

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I<00:10:58.620> wanna<00:10:58.813> ask<00:10:59.054> you<00:10:59.134> about<00:11:00.001> leadership<00:11:00.564> and<00:11:00.644> how<00:11:00.805> you<00:11:00.901> do<00:11:01.046> that<00:11:01.222> within<00:11:01.447> your<00:11:01.608> company,<00:11:02.829> but<00:11:04.178> maybe<00:11:04.435> following<00:11:04.821> kind<00:11:04.998> of<00:11:05.078> along<00:11:05.480> those<00:11:05.865> lines<00:11:06.444> and<00:11:06.588> what<00:11:06.749> you<00:11:06.829> were<00:11:06.925> just<00:11:07.086> talking<00:11:07.423> about,<00:11:08.371> how<00:11:08.516> do<00:11:08.596> you<00:11:08.693> think<00:11:08.869> about<00:11:09.159> self-leadership<00:11:10.299> and<00:11:10.444> self-motivation<00:11:11.970> and<00:11:12.452> how<00:11:12.773> you<00:11:13.898> lead<00:11:14.155> yourself?

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Like,<00:11:15.681> I've<00:11:16.067> told<00:11:16.259> this<00:11:16.629> story<00:11:16.966> a<00:11:17.111> lot<00:11:17.384> to<00:11:17.593> the<00:11:17.689> people<00:11:17.994> who<00:11:18.026> are<00:11:18.155> listening.

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I<00:11:19.842> was<00:11:20.019> at<00:11:20.099> an<00:11:20.195> event<00:11:20.420> with<00:11:20.581> Reed<00:11:20.741> Hastings.

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He<00:11:21.304> actually<00:11:21.529> just<00:11:21.625> spoke<00:11:21.962> at<00:11:22.268> an<00:11:22.428> event<00:11:22.750> at<00:11:22.830> ours<00:11:23.312> recently,<00:11:24.436> and<00:11:24.549> he<00:11:24.613> said,<00:11:25.866> who's<00:11:26.107> the<00:11:26.139> Netflix<00:11:27.070> co-founder,<00:11:27.648> former<00:11:27.953> CEO,<00:11:28.531> current<00:11:28.836> chairman.

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And<00:11:30.378> he<00:11:30.554> said,<00:11:31.116> if<00:11:31.261> you<00:11:31.486> can't<00:11:32.866> lead<00:11:33.123> yourself,<00:11:33.894> how<00:11:34.151> could<00:11:34.312> you<00:11:34.392> possibly<00:11:34.938> lead<00:11:35.098> others?

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And<00:11:36.222> that<00:11:36.463> has<00:11:36.559> stuck<00:11:36.945> with<00:11:37.185> me.

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Like,<00:11:37.924> I<00:11:38.004> think<00:11:38.229> about<00:11:38.390> like<00:11:38.711> once<00:11:38.968> a<00:11:39.112> week,<00:11:39.514> I'm<00:11:39.562> like,<00:11:39.690> yeah,<00:11:39.754> that<00:11:40.011> makes<00:11:40.252> sense.

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Um,<00:11:41.858> what<00:11:41.954> do<00:11:42.083> you<00:11:42.179> think<00:11:42.420> about<00:11:42.661> that?

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And<00:11:42.966> how<00:11:43.303> are<00:11:43.463> you—<00:11:43.688> how<00:11:43.784> do<00:11:43.849> you<00:11:44.009> think<00:11:44.170> about<00:11:44.362> self-leadership?

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Yeah,<00:11:46.594> it's—<00:11:46.899> I<00:11:47.076> couldn't<00:11:47.301> agree<00:11:47.477> with<00:11:47.734> it<00:11:47.879> more.

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Um,<00:11:48.987> and<00:11:49.067> it's<00:11:49.276> something<00:11:49.629> that<00:11:49.950> I<00:11:50.046> think<00:11:51.250> it's<00:11:51.347> a<00:11:51.411> sign<00:11:51.732> of<00:11:51.796> great<00:11:52.037> wisdom<00:11:52.535> from,<00:11:53.017> from<00:11:53.338> Reed.

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Um,<00:11:54.527> and<00:11:54.625> not<00:11:54.805> surprisingly,<00:11:55.359> he's<00:11:55.457> an<00:11:55.506> incredibly<00:11:56.012> successful<00:11:56.664> guy.

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But<00:11:58.132> I<00:11:58.279> think<00:11:58.442> it<00:11:58.540> takes<00:11:58.849> years<00:11:59.192> to<00:11:59.339> come<00:11:59.518> to<00:11:59.665> that<00:11:59.844> realization.

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So<00:12:02.147> what<00:12:02.308> I<00:12:02.389> would<00:12:02.566> say<00:12:02.872> is,<00:12:02.969> you<00:12:03.034> know,<00:12:03.275> based<00:12:03.582> on<00:12:03.678> my<00:12:03.840> formative<00:12:04.404> years,<00:12:04.791> you<00:12:04.823> know,<00:12:06.016> and<00:12:06.112> again,<00:12:06.419> back<00:12:06.580> to<00:12:06.725> the<00:12:06.822> bullying,<00:12:07.386> you<00:12:07.547> kind<00:12:07.789> of,<00:12:08.869> you<00:12:08.949> end<00:12:09.127> up<00:12:09.224> in<00:12:09.304> a<00:12:09.450> place<00:12:09.756> where<00:12:09.837> you<00:12:09.950> think<00:12:10.321> I'm<00:12:10.483> not<00:12:10.741> good<00:12:10.903> enough,<00:12:11.629> right?

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Or<00:12:12.597> there's<00:12:12.824> something<00:12:13.146> wrong<00:12:13.405> with<00:12:13.566> me.

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And<00:12:17.386> later<00:12:17.632> in<00:12:17.779> life<00:12:17.976> that<00:12:18.123> can<00:12:18.287> manifest<00:12:18.796> itself<00:12:19.418> as<00:12:19.615> imposter<00:12:20.189> syndrome.

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But<00:12:22.500> what<00:12:22.661> was<00:12:22.806> comforting<00:12:23.305> to<00:12:23.466> me<00:12:23.933> actually<00:12:24.174> was<00:12:24.335> at<00:12:24.416> a<00:12:24.432> Forrester<00:12:25.076> Summit<00:12:25.462> once,<00:12:26.026> and<00:12:26.283> there<00:12:26.525> was<00:12:27.088> a<00:12:27.410> coach<00:12:27.732> there<00:12:27.877> who<00:12:27.990> said<00:12:28.215> every<00:12:28.521> year<00:12:28.762> he<00:12:28.939> works<00:12:29.261> with<00:12:30.324> 6<00:12:30.614> to<00:12:30.710> 10<00:12:30.952> of<00:12:31.049> the<00:12:31.179> top<00:12:31.438> Fortune<00:12:31.925> 500<00:12:32.590> CEOs.

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And<00:12:36.530> he<00:12:36.628> said<00:12:36.871> they<00:12:36.968> say<00:12:37.179> the<00:12:37.260> same<00:12:37.519> thing<00:12:37.763> every<00:12:38.071> year.

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If<00:12:39.044> my<00:12:39.936> employees<00:12:40.586> knew<00:12:40.830> who<00:12:40.992> I<00:12:41.090> really<00:12:41.399> was,<00:12:41.740> the<00:12:41.821> game<00:12:42.146> would<00:12:42.309> be<00:12:42.536> up,<00:12:43.446> meaning<00:12:43.869> I'm<00:12:44.015> just<00:12:44.275> a<00:12:44.340> regular<00:12:44.812> person,<00:12:45.787> but<00:12:45.949> I<00:12:46.047> have<00:12:46.806> the<00:12:46.886> helm<00:12:47.303> with<00:12:47.511> 100,000<00:12:48.328> people.

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I'm,<00:12:50.411> you<00:12:50.507> know,<00:12:50.748> in<00:12:50.972> theory,<00:12:51.469> folks<00:12:51.789> might<00:12:52.014> think<00:12:52.286> I'm<00:12:52.494> superhuman<00:12:53.167> or<00:12:53.247> something,<00:12:53.712> but<00:12:53.824> I'm<00:12:54.113> really<00:12:54.369> just<00:12:54.577> a<00:12:54.593> regular<00:12:54.994> person.

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So<00:12:56.340> hearing<00:12:56.677> that<00:12:56.837> was<00:12:56.997> very<00:12:57.221> helpful<00:12:57.638> to<00:12:57.734> me<00:12:58.023> because<00:12:59.256> many<00:12:59.497> of<00:12:59.577> the<00:12:59.705> best<00:13:00.586> CEOs<00:13:01.067> I<00:13:01.099> know<00:13:01.388> have<00:13:01.564> imposter<00:13:02.061> syndrome.

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But<00:13:03.246> that<00:13:03.375> can<00:13:03.551> kind<00:13:03.807> of<00:13:03.887> mean<00:13:04.208> you're<00:13:04.448> down<00:13:04.849> on<00:13:04.929> yourself<00:13:05.794> and<00:13:05.986> that's<00:13:07.332> not<00:13:07.493> a<00:13:07.557> good<00:13:07.733> place<00:13:07.973> to<00:13:08.118> be.

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So<00:13:09.255> you<00:13:09.335> really<00:13:09.976> do<00:13:10.233> need<00:13:10.617> to<00:13:10.858> be<00:13:11.178> good<00:13:11.338> to<00:13:11.483> yourself.

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Life<00:13:12.396> is<00:13:12.540> tough<00:13:12.797> enough.

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And<00:13:15.986> I<00:13:16.051> remember<00:13:16.531> working<00:13:16.948> with<00:13:17.093> a<00:13:17.189> coach<00:13:17.573> who<00:13:17.686> said,<00:13:17.974> look,<00:13:18.231> you<00:13:18.311> know,<00:13:18.471> part<00:13:18.856> of<00:13:19.016> the<00:13:19.096> challenge<00:13:19.673> here<00:13:20.379> is<00:13:20.555> when<00:13:20.699> you<00:13:20.796> have<00:13:21.052> these<00:13:21.357> formative<00:13:21.773> experiences<00:13:22.879> and<00:13:23.120> most<00:13:23.441> people<00:13:23.745> have<00:13:24.066> negative<00:13:24.483> self-talk,<00:13:26.310> is<00:13:26.406> that<00:13:27.047> because<00:13:27.608> things<00:13:27.929> weren't<00:13:28.250> okay<00:13:28.875> when<00:13:29.035> you<00:13:29.131> were<00:13:29.292> younger,<00:13:30.718> as<00:13:30.879> you<00:13:30.975> imagine<00:13:31.456> the<00:13:31.600> future,<00:13:33.540> you,<00:13:33.924> you<00:13:34.181> just<00:13:34.566> project<00:13:35.143> that<00:13:35.367> things<00:13:35.768> won't<00:13:36.105> be<00:13:36.329> okay<00:13:37.131> and<00:13:37.227> therefore<00:13:37.627> start<00:13:38.028> worrying<00:13:38.445> about<00:13:38.750> them<00:13:38.990> and<00:13:39.070> stressing.

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And<00:13:40.497> the<00:13:40.577> phrase<00:13:40.978> that<00:13:41.074> he<00:13:41.234> gave<00:13:41.555> me<00:13:41.715> was,<00:13:41.955> he<00:13:42.051> said,<00:13:42.420> I<00:13:42.500> have—<00:13:43.221> just<00:13:43.558> repeat<00:13:43.943> this<00:13:44.119> to<00:13:44.263> yourself.

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I<00:13:44.824> have<00:13:44.985> nothing<00:13:45.321> to<00:13:45.545> worry<00:13:45.802> about<00:13:46.283> except<00:13:46.748> what<00:13:46.924> I'm<00:13:47.148> worrying<00:13:47.485> myself<00:13:47.982> about.

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And<00:13:49.633> when<00:13:49.713> you<00:13:49.745> think<00:13:50.049> about<00:13:50.386> that,<00:13:50.610> that's<00:13:51.011> true.

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We're<00:13:51.957> inside<00:13:52.437> our<00:13:52.598> own<00:13:52.854> heads.

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And<00:13:54.152> in<00:13:54.297> reality,<00:13:54.761> if<00:13:54.841> you<00:13:54.938> look<00:13:55.114> at<00:13:55.242> the<00:13:55.402> arc<00:13:55.595> of<00:13:55.739> my<00:13:55.963> life<00:13:56.316> or<00:13:56.364> most<00:13:56.621> people's<00:13:57.085> lives,<00:13:57.422> things<00:13:57.807> ultimately<00:13:58.368> work<00:13:58.688> out<00:13:58.848> for<00:13:59.009> you.

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So<00:13:59.586> why<00:13:59.810> do<00:13:59.906> we<00:14:00.131> worry?

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And<00:14:01.333> so<00:14:01.509> that<00:14:01.814> removal<00:14:02.374> of<00:14:02.535> worry<00:14:02.871> really<00:14:03.208> freed<00:14:03.593> the<00:14:03.721> mind.

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But<00:14:04.458> it's<00:14:04.634> part<00:14:04.971> of<00:14:05.099> that<00:14:05.292> self-leadership,<00:14:06.221> right,<00:14:06.494> is<00:14:06.638> being<00:14:06.862> able<00:14:07.103> to<00:14:07.199> figure<00:14:07.583> out<00:14:07.760> these<00:14:08.080> tools.

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To<00:14:09.271> get<00:14:09.384> a<00:14:09.514> handle<00:14:09.853> on<00:14:09.934> yourself.

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And<00:14:11.859> so<00:14:12.523> your<00:14:12.684> greatest<00:14:13.153> responsibility<00:14:14.221> is<00:14:14.464> to<00:14:14.626> your<00:14:15.014> own<00:14:15.192> wellness<00:14:16.729> because<00:14:17.376> when<00:14:17.602> you're<00:14:17.910> not<00:14:18.006> just<00:14:18.668> hopefully,<00:14:19.135> you<00:14:19.168> know,<00:14:19.329> CEOs,<00:14:19.877> they<00:14:19.958> need<00:14:20.184> to<00:14:20.281> be<00:14:20.377> smart,<00:14:21.636> but<00:14:21.797> they<00:14:21.974> more<00:14:22.087> importantly,<00:14:22.523> they<00:14:22.620> need<00:14:22.862> smart<00:14:23.184> people.

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But<00:14:24.233> of<00:14:24.313> course,<00:14:24.571> they're<00:14:24.717> smart.

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But<00:14:26.307> if<00:14:26.452> they're<00:14:26.565> not<00:14:27.017> well<00:14:27.759> and<00:14:27.905> in<00:14:28.082> control<00:14:28.647> of<00:14:28.728> their<00:14:28.889> own<00:14:29.195> wellness<00:14:30.809> and<00:14:30.906> their<00:14:31.067> own<00:14:31.793> kind<00:14:32.035> of,<00:14:34.133> you<00:14:34.230> know,<00:14:34.375> both<00:14:34.682> mentally,<00:14:35.150> physically<00:14:35.515> and<00:14:35.615> emotionally,<00:14:36.842> you<00:14:37.003> can't<00:14:37.388> be<00:14:37.484> an<00:14:37.644> inspiring<00:14:38.446> leader<00:14:39.232> and<00:14:39.312> you<00:14:39.344> need<00:14:39.649> to<00:14:39.729> be<00:14:39.970> for<00:14:40.194> people<00:14:40.531> to<00:14:40.676> follow<00:14:40.996> you.

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And<00:14:41.975> so<00:14:42.360> I<00:14:42.520> couldn't<00:14:42.777> agree<00:14:43.033> more<00:14:43.434> in<00:14:43.579> that<00:14:43.803> notion<00:14:44.220> of<00:14:44.316> self-leadership<00:14:45.183> and<00:14:45.648> learning<00:14:46.065> the<00:14:46.161> tools<00:14:46.626> and<00:14:46.770> mastering<00:14:47.572> the<00:14:47.652> self<00:14:48.727> so<00:14:49.048> that<00:14:49.256> you<00:14:49.433> can<00:14:50.876> lead<00:14:51.181> others.

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It's<00:14:52.159> incredibly<00:14:54.068> right<00:14:54.309> on<00:14:54.389> the<00:14:54.485> money<00:14:55.287> and<00:14:55.848> true.

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And<00:14:56.570> it's<00:14:56.891> been<00:14:57.051> my<00:14:57.196> experience<00:14:57.709> as<00:14:57.853> well.

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As<00:14:59.136> somebody<00:14:59.537> who<00:15:00.179> double<00:15:00.403> majored<00:15:00.740> in<00:15:00.820> math<00:15:01.141> and<00:15:01.205> computer<00:15:01.526> science,<00:15:02.248> as<00:15:02.569> you<00:15:02.601> mentioned<00:15:02.889> before,<00:15:03.290> like<00:15:03.483> in<00:15:03.563> your<00:15:03.707> childhood,<00:15:04.172> you<00:15:04.253> were<00:15:04.349> known<00:15:04.605> as<00:15:04.750> like,<00:15:04.990> hey,<00:15:05.857> I'm<00:15:06.691> someone<00:15:06.963> who's<00:15:07.156> really<00:15:07.380> good<00:15:07.477> at<00:15:07.557> math.

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This<00:15:08.215> is<00:15:08.279> going<00:15:08.391> to<00:15:08.439> be<00:15:08.535> an<00:15:08.599> incredible—<00:15:09.385> this<00:15:09.562> is<00:15:09.642> your<00:15:09.722> kind<00:15:09.899> of<00:15:09.963> your<00:15:10.204> ticket<00:15:11.407> in<00:15:11.551> the<00:15:11.711> world,<00:15:12.690> your<00:15:12.914> excellence<00:15:13.331> in<00:15:13.412> math.

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At<00:15:14.615> what<00:15:14.759> point<00:15:14.919> did<00:15:15.080> you<00:15:15.160> realize<00:15:15.481> like<00:15:15.593> nobody<00:15:15.978> knows<00:15:16.363> anything?

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And<00:15:17.518> that<00:15:17.662> was<00:15:17.823> kind<00:15:17.983> of<00:15:18.063> like,<00:15:18.545> like<00:15:18.769> kind<00:15:18.930> of<00:15:18.962> just<00:15:19.106> along<00:15:19.427> the<00:15:19.491> same<00:15:19.780> lines<00:15:20.068> that<00:15:20.149> you<00:15:20.229> were<00:15:20.309> just<00:15:20.469> saying,<00:15:20.790> like<00:15:20.951> nobody<00:15:21.207> knows<00:15:21.512> anything.

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So<00:15:21.977> you<00:15:22.218> can<00:15:22.346> kind<00:15:22.475> of<00:15:22.779> also<00:15:23.196> do<00:15:23.501> anything<00:15:24.480> given<00:15:24.720> that<00:15:24.865> that's<00:15:25.121> true.

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And<00:15:26.629> I<00:15:26.645> remember<00:15:27.046> like,<00:15:27.383> not<00:15:27.752> to<00:15:27.848> keep<00:15:28.008> bringing<00:15:28.249> up<00:15:28.410> like<00:15:28.714> these<00:15:29.115> tech<00:15:29.308> CEOs<00:15:29.709> or<00:15:29.837> whatever,<00:15:30.158> but<00:15:30.880> as<00:15:31.136> you<00:15:31.217> were<00:15:31.297> talking,<00:15:31.618> I<00:15:31.666> was<00:15:31.762> like,<00:15:32.035> I<00:15:32.147> was<00:15:32.323> thinking<00:15:32.500> about<00:15:32.724> like<00:15:32.917> a<00:15:33.141> story<00:15:33.446> of<00:15:33.478> Steve<00:15:33.783> Jobs<00:15:34.248> where<00:15:34.344> he's<00:15:34.521> like,<00:15:34.729> he<00:15:34.762> just<00:15:34.970> looked<00:15:35.163> around<00:15:35.467> like<00:15:35.788> everything<00:15:36.189> that<00:15:36.237> had<00:15:36.350> been<00:15:36.590> built.

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He's<00:15:37.880> like,<00:15:38.122> these<00:15:38.299> people<00:15:38.686> were<00:15:38.782> no<00:15:39.185> smarter<00:15:39.991> or<00:15:40.232> dumber<00:15:40.619> than<00:15:40.796> me.

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Why<00:15:41.215> don't<00:15:41.425> I<00:15:41.521> just<00:15:41.683> build<00:15:41.924> things<00:15:42.246> too?

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You<00:15:42.649> know,<00:15:42.891> like,<00:15:43.535> at<00:15:43.616> what<00:15:43.777> point<00:15:44.019> were<00:15:44.180> you<00:15:44.325> like,<00:15:44.969> yeah,<00:15:45.791> I<00:15:45.840> got<00:15:46.027> this?

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Um,<00:15:49.470> it's<00:15:52.089> a<00:15:52.122> good<00:15:52.364> question.

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Um,<00:15:55.016> I<00:15:55.113> think<00:15:55.340> it<00:15:55.437> takes—<00:15:56.553> again,<00:15:56.876> it's<00:15:57.054> a<00:15:57.135> journey,<00:15:57.604> right?

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I<00:15:57.862> don't<00:15:58.170> know<00:15:58.267> if<00:15:58.428> it's<00:15:58.606> a<00:15:58.720> moment<00:15:59.059> in<00:15:59.156> time,<00:15:59.867> more<00:16:00.045> of<00:16:00.207> a<00:16:00.352> journey,<00:16:01.564> um,<00:16:02.227> that<00:16:03.648> Ultimately,<00:16:06.840> you're<00:16:07.002> mastering<00:16:07.667> the<00:16:07.764> self<00:16:08.948> over<00:16:09.191> many<00:16:09.515> years.

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And<00:16:11.542> then<00:16:12.531> you<00:16:12.677> kind<00:16:12.937> of<00:16:13.018> get<00:16:13.180> a<00:16:13.310> sense,<00:16:13.746> I<00:16:13.826> mean,<00:16:15.748> what<00:16:15.845> was<00:16:15.990> really<00:16:16.232> helpful<00:16:16.652> to<00:16:16.814> me<00:16:17.460> is<00:16:18.186> there's<00:16:18.671> a<00:16:18.687> network<00:16:19.462> called<00:16:19.866> YPO,<00:16:20.528> which<00:16:20.770> is,<00:16:21.077> it's<00:16:21.658> a<00:16:21.739> global<00:16:22.481> CEOs<00:16:23.191> and<00:16:23.595> great<00:16:23.933> network.

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Yeah,<00:16:25.273> it's<00:16:25.531> phenomenal.

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And<00:16:26.902> they,<00:16:28.015> you<00:16:28.048> know,<00:16:28.419> if<00:16:28.516> you<00:16:28.822> roll<00:16:29.145> it<00:16:29.242> up,<00:16:29.645> the<00:16:29.871> YPO<00:16:30.306> CEO<00:16:30.790> network<00:16:31.339> runs<00:16:31.664> 15<00:16:32.157> to<00:16:32.259> 20%<00:16:32.531> of<00:16:32.565> the<00:16:32.599> GDP,<00:16:32.718> according<00:16:32.939> to<00:16:35.280> YPO.

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And<00:16:35.959> I<00:16:36.202> believe<00:16:36.460> that<00:16:36.622> it's<00:16:36.784> a<00:16:36.849> huge<00:16:37.253> network,<00:16:38.385> but<00:16:38.531> you'll<00:16:38.709> find<00:16:39.178> that<00:16:41.524> many<00:16:41.847> of<00:16:41.944> those,<00:16:42.349> many<00:16:42.527> of<00:16:42.591> the<00:16:42.672> CEOs<00:16:43.157> in<00:16:43.255> talking<00:16:43.562> with<00:16:43.739> them,<00:16:43.901> either<00:16:44.853> great<00:16:45.160> folks<00:16:45.967> could<00:16:46.128> have<00:16:46.290> imposter<00:16:46.806> syndrome,<00:16:47.742> regular<00:16:48.243> people<00:16:50.083> who<00:16:50.680> smart<00:16:51.068> people<00:16:51.633> but<00:16:52.504> have<00:16:52.650> had<00:16:53.150> access<00:16:53.650> to<00:16:54.684> good<00:16:54.926> fortune<00:16:55.749> or<00:16:56.137> great<00:16:56.460> coaches<00:16:57.267> or<00:16:58.074> whatever.

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But<00:16:58.897> like<00:16:59.220> the<00:16:59.785> experience,<00:17:00.350> the<00:17:00.431> starting<00:17:00.996> points<00:17:01.319> may<00:17:01.480> be<00:17:01.610> different,<00:17:01.970> but<00:17:02.216> the<00:17:02.298> experiences<00:17:02.675> are<00:17:02.741> quite<00:17:02.872> common.

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And<00:17:03.364> there's<00:17:03.528> something<00:17:03.692> comforting<00:17:04.168> in<00:17:04.250> that,<00:17:04.430> you<00:17:04.463> know,<00:17:06.842> there<00:17:07.003> is<00:17:07.165> no<00:17:07.423> superhuman<00:17:08.860> person<00:17:10.458> as<00:17:10.571> a<00:17:10.636> CEO.

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Of<00:17:11.281> course,<00:17:11.750> you<00:17:11.782> know,<00:17:12.395> there's<00:17:12.638> certain<00:17:12.960> folks<00:17:13.380> like<00:17:14.930> Steve<00:17:15.317> Jobs<00:17:15.802> or<00:17:15.899> maybe<00:17:16.514> pre-Twitter<00:17:17.096> Elon<00:17:17.566> Musk<00:17:18.617> or<00:17:20.397> Reed,<00:17:21.060> you<00:17:21.158> know,<00:17:21.530> who,<00:17:22.727> you<00:17:22.759> know,<00:17:23.633> folks<00:17:23.957> will<00:17:24.118> attribute<00:17:24.685> the<00:17:24.782> X<00:17:25.023> factor<00:17:25.489> and<00:17:25.843> maybe<00:17:26.149> they<00:17:26.310> do,<00:17:26.631> right?

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Because<00:17:27.194> they've<00:17:27.419> done<00:17:27.677> amazing<00:17:28.239> things.

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I<00:17:28.722> wouldn't<00:17:28.963> take<00:17:29.188> that<00:17:29.349> away<00:17:29.526> from<00:17:29.687> anyone.

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But<00:17:31.054> for<00:17:31.199> 99%<00:17:32.260> of<00:17:32.340> us,<00:17:34.937> We're<00:17:35.419> just<00:17:35.741> regular<00:17:36.158> humans<00:17:36.705> and<00:17:36.865> I<00:17:36.962> try<00:17:37.187> and<00:17:37.283> normalize<00:17:38.006> that<00:17:38.231> actually<00:17:39.533> versus<00:17:40.497> creating<00:17:41.943> this<00:17:42.248> notion<00:17:42.666> that<00:17:42.971> the<00:17:44.000> CEO<00:17:44.663> is<00:17:44.824> a,<00:17:47.590> is<00:17:47.671> superhuman<00:17:49.126> because<00:17:49.433> I<00:17:49.514> want<00:17:50.080> everybody<00:17:50.566> to<00:17:50.663> believe<00:17:51.002> that<00:17:51.148> they<00:17:51.293> can<00:17:51.536> rise<00:17:51.875> as<00:17:52.021> far<00:17:52.280> up<00:17:52.425> the<00:17:52.603> organization<00:17:53.266> as<00:17:53.380> possible<00:17:53.883> to<00:17:53.980> being<00:17:54.305> CEO.

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Maybe<00:17:55.846> they<00:17:56.009> can't,<00:17:56.495> but<00:17:56.901> to<00:17:57.063> believe<00:17:57.534> that<00:17:57.713> you<00:17:57.875> can,<00:17:58.183> you<00:17:58.281> will<00:17:58.524> go<00:17:58.751> further.

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Than<00:17:59.986> if<00:18:00.131> you<00:18:00.533> look<00:18:00.726> on<00:18:00.952> like<00:18:01.209> the<00:18:01.419> corner<00:18:01.741> office<00:18:02.159> as<00:18:02.320> something<00:18:02.884> never<00:18:03.190> to<00:18:03.286> be<00:18:03.431> attainable.

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So<00:18:05.685> I<00:18:05.782> think<00:18:05.959> it's<00:18:06.184> been<00:18:06.345> more<00:18:06.587> of<00:18:06.748> a<00:18:06.828> journey<00:18:07.311> than<00:18:07.472> a<00:18:07.488> moment<00:18:07.891> of<00:18:07.955> just<00:18:08.197> realizing<00:18:08.905> that<00:18:08.986> I'm<00:18:09.165> not<00:18:09.475> that<00:18:09.736> different<00:18:10.225> to<00:18:10.372> many<00:18:10.698> others<00:18:11.677> and<00:18:11.775> I<00:18:11.922> don't<00:18:12.166> need<00:18:12.346> to<00:18:12.427> be<00:18:12.590> superhuman<00:18:13.569> in<00:18:13.716> order<00:18:13.977> to<00:18:14.058> do<00:18:14.303> this.

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That<00:18:15.804> plus<00:18:16.125> then<00:18:16.350> obviously<00:18:18.359> just<00:18:18.600> a<00:18:18.680> lifetime<00:18:19.258> of<00:18:19.419> good<00:18:19.644> experiences.

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I've<00:18:20.528> always<00:18:20.785> been<00:18:20.946> very<00:18:21.187> mindful<00:18:21.813> of<00:18:22.472> what<00:18:22.697> I've<00:18:22.810> seen<00:18:23.195> done<00:18:23.517> well<00:18:24.320> and<00:18:24.481> what<00:18:24.690> greatness<00:18:25.281> looks<00:18:25.527> like<00:18:25.774> in<00:18:25.856> each<00:18:26.102> role<00:18:26.365> and<00:18:26.447> what<00:18:26.628> I've<00:18:26.759> seen<00:18:27.187> done<00:18:27.515> badly<00:18:27.877> so<00:18:27.942> as<00:18:28.008> not<00:18:28.074> to<00:18:28.501> repeat<00:18:28.731> or<00:18:28.780> mimic<00:18:28.928> that.

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As<00:18:31.928> part<00:18:32.171> of<00:18:32.236> the<00:18:32.349> toolbox<00:18:32.981> of<00:18:33.143> experiences<00:18:34.260> as<00:18:34.421> you<00:18:34.519> go<00:18:34.745> forward,<00:18:35.101> expand<00:18:35.555> your<00:18:35.636> responsibility,<00:18:36.445> and<00:18:36.542> lead<00:18:36.785> larger<00:18:37.173> and<00:18:37.254> larger<00:18:37.594> companies.

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How<00:18:39.801> do<00:18:39.849> you<00:18:40.010> think<00:18:40.171> about<00:18:40.574> leadership<00:18:41.218> within<00:18:42.185> your<00:18:42.426> company<00:18:43.795> and<00:18:44.359> how,<00:18:44.858> like,<00:18:45.100> you<00:18:45.245> create<00:18:45.438> a<00:18:45.502> culture?

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How,<00:18:46.968> like—<00:18:47.338> and<00:18:47.419> you<00:18:47.515> touched<00:18:47.821> on<00:18:47.918> it<00:18:48.063> a<00:18:48.079> little<00:18:48.240> bit<00:18:48.450> there,<00:18:48.708> like,<00:18:49.514> um,<00:18:50.402> you<00:18:50.482> know,<00:18:50.563> making<00:18:50.886> other<00:18:51.063> people<00:18:51.386> believe<00:18:52.031> that<00:18:52.193> they<00:18:52.338> can<00:18:52.499> also,<00:18:53.064> you<00:18:53.145> know,<00:18:53.322> rise<00:18:53.645> all<00:18:53.725> the<00:18:53.806> way<00:18:53.903> to<00:18:53.984> the<00:18:54.113> ranks<00:18:54.371> of<00:18:54.451> CEO.

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But<00:18:56.210> as<00:18:56.291> you<00:18:56.388> think<00:18:56.549> about,<00:18:56.710> like,<00:18:56.872> the<00:18:57.033> day-to-day,<00:18:57.662> like,<00:18:57.840> there<00:18:58.001> are<00:18:58.050> some<00:18:58.232> KPIs,<00:18:58.681> there<00:18:58.830> are<00:18:58.930> some<00:18:59.163> things<00:18:59.395> you<00:18:59.462> have<00:18:59.578> to<00:18:59.728> hit<00:18:59.994> here.

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It<00:19:01.155> is<00:19:01.268> a<00:19:01.414> business,<00:19:02.210> right?

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We<00:19:02.632> are<00:19:02.778> like<00:19:02.956> trying<00:19:03.281> to<00:19:04.011> make<00:19:04.254> money<00:19:04.725> and,<00:19:04.984> you<00:19:05.082> know,<00:19:05.455> create<00:19:05.698> value<00:19:06.202> and<00:19:06.266> all<00:19:06.364> that<00:19:06.510> type<00:19:06.623> of<00:19:06.688> stuff<00:19:06.997> and<00:19:07.078> serve<00:19:07.337> clients.

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How<00:19:08.522> do<00:19:08.586> you<00:19:08.683> think<00:19:08.926> about<00:19:09.410> leadership<00:19:09.959> from<00:19:10.120> like,<00:19:10.944> you<00:19:11.025> got<00:19:11.138> to<00:19:11.251> get<00:19:11.574> all<00:19:11.671> that<00:19:11.832> stuff<00:19:12.074> done,<00:19:12.397> plus<00:19:12.866> like<00:19:13.043> you've<00:19:13.189> got<00:19:13.350> to<00:19:14.077> make<00:19:14.319> them<00:19:14.577> feel<00:19:14.981> like<00:19:16.677> it's<00:19:16.822> possible<00:19:18.224> and<00:19:19.026> they<00:19:19.124> can<00:19:19.288> do<00:19:19.452> anything?

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Yeah,<00:19:22.978> I<00:19:22.994> mean,<00:19:23.290> there's<00:19:23.553> a<00:19:23.635> lot<00:19:23.882> in<00:19:24.030> that<00:19:25.016> for<00:19:25.115> sure.

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So<00:19:27.034> for<00:19:27.179> me,<00:19:28.079> it<00:19:28.240> just<00:19:28.465> starts<00:19:28.867> firstly<00:19:29.253> with<00:19:29.671> kind<00:19:29.863> of<00:19:29.944> a<00:19:30.088> cultural<00:19:30.667> view<00:19:30.892> of<00:19:31.053> people,<00:19:31.616> right?

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So<00:19:32.403> there's<00:19:33.464> a<00:19:33.528> great<00:19:33.770> Andrew<00:19:34.107> Carnegie<00:19:34.670> quote<00:19:35.137> that<00:19:36.531> he<00:19:36.629> says,<00:19:37.245> an<00:19:37.488> organization<00:19:38.234> is<00:19:38.380> nothing<00:19:38.721> more<00:19:38.948> than<00:19:39.110> the<00:19:39.207> collective<00:19:39.710> capacity<00:19:40.488> of<00:19:40.602> its<00:19:40.748> people<00:19:41.153> to<00:19:41.299> create<00:19:41.721> value.

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Might<00:19:43.773> sound<00:19:44.145> obvious,<00:19:44.484> but<00:19:44.743> if<00:19:44.872> you<00:19:44.953> take<00:19:45.195> that<00:19:45.438> to<00:19:45.519> heart,<00:19:45.939> to<00:19:46.020> me<00:19:46.246> what<00:19:46.359> that<00:19:46.585> says<00:19:46.909> is<00:19:47.070> right.

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So<00:19:48.347> people<00:19:48.687> create<00:19:49.091> value.

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Therefore,<00:19:51.014> the<00:19:51.111> best<00:19:51.435> people<00:19:51.920> will<00:19:52.081> create<00:19:52.485> the<00:19:52.566> most<00:19:52.889> value.

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And<00:19:54.152> I<00:19:54.410> am,<00:19:55.040> you<00:19:55.217> know,<00:19:55.298> so<00:19:55.605> I<00:19:55.637> instill<00:19:56.089> in<00:19:56.186> our<00:19:56.332> hiring<00:19:56.735> managers<00:19:57.462> to<00:19:57.623> really<00:19:57.882> not<00:19:58.124> sacrifice<00:19:58.915> for<00:19:59.077> quality.

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Just<00:19:59.739> because<00:20:00.126> someone<00:20:00.385> can<00:20:00.611> do<00:20:00.772> the<00:20:00.869> job<00:20:01.273> doesn't<00:20:01.580> mean<00:20:01.757> they're<00:20:01.919> the<00:20:02.064> right<00:20:02.210> hire.

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And<00:20:03.697> so<00:20:04.246> it's<00:20:04.343> incumbent<00:20:04.828> on<00:20:04.990> us<00:20:05.151> to<00:20:05.297> try<00:20:05.475> and<00:20:05.620> find<00:20:05.879> the<00:20:06.024> best<00:20:06.283> people<00:20:06.687> possible.

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If<00:20:08.847> you<00:20:08.879> start<00:20:09.267> with<00:20:09.412> that<00:20:09.654> as<00:20:09.751> the<00:20:09.912> root,<00:20:10.299> all<00:20:10.477> these<00:20:10.783> KPIs<00:20:11.526> and<00:20:11.671> all<00:20:11.768> the<00:20:11.945> things<00:20:12.235> you<00:20:12.316> want<00:20:12.478> to<00:20:12.574> do<00:20:13.300> get<00:20:13.688> easier,<00:20:14.252> right?

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Because<00:20:14.672> you<00:20:14.817> have<00:20:14.995> the<00:20:15.075> right<00:20:15.317> people.

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But<00:20:16.447> beyond<00:20:16.850> that,<00:20:17.092> then<00:20:17.480> there's<00:20:19.878> the,<00:20:21.266> they<00:20:21.427> can't,<00:20:21.605> we<00:20:21.734> can't<00:20:21.992> just<00:20:22.234> be,<00:20:23.768> I<00:20:23.832> think<00:20:24.010> Reid<00:20:24.268> said<00:20:24.494> this,<00:20:24.736> brilliant<00:20:25.204> assholes,<00:20:26.092> right?

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We<00:20:26.899> have<00:20:27.158> to<00:20:27.303> be<00:20:28.449> great<00:20:29.078> members<00:20:29.514> of<00:20:29.724> teams,<00:20:30.369> right?

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And<00:20:30.885> so<00:20:33.611> the<00:20:33.773> most,<00:20:34.402> I<00:20:34.499> think,<00:20:34.886> competitive<00:20:35.531> weapon<00:20:35.854> a<00:20:35.934> company<00:20:36.354> has<00:20:36.677> is<00:20:36.757> having<00:20:37.064> great<00:20:37.403> teams.

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I'm<00:20:38.032> trying<00:20:38.209> to<00:20:38.241> remember<00:20:38.500> that<00:20:38.693> Patrick<00:20:39.097> Lencioni<00:20:39.742> quote.

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He<00:20:40.081> says,<00:20:40.613> not<00:20:40.791> finance,<00:20:41.275> not<00:20:41.372> strategy,<00:20:41.920> not<00:20:42.146> technology.

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It<00:20:43.534> is<00:20:43.695> teamwork<00:20:44.244> that<00:20:44.341> remains<00:20:44.841> the<00:20:44.986> ultimate<00:20:45.389> competitive<00:20:45.970> advantage,<00:20:46.745> both<00:20:47.003> because<00:20:47.261> it's<00:20:47.390> so<00:20:47.632> powerful<00:20:48.213> and<00:20:48.336> so<00:20:48.653> rare.

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So<00:20:50.473> focusing<00:20:51.037> on<00:20:51.198> hiring<00:20:51.537> the<00:20:51.618> best<00:20:51.860> people,<00:20:52.569> creating<00:20:52.973> a<00:20:53.053> culture<00:20:53.473> of<00:20:53.618> teamwork<00:20:54.360> and<00:20:54.521> putting<00:20:54.843> that<00:20:54.989> in<00:20:55.069> your<00:20:55.247> values.

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We<00:20:56.639> have<00:20:56.785> a<00:20:56.850> value<00:20:57.190> called<00:20:57.433> Stronger<00:20:57.983> Together,<00:20:58.404> which<00:20:58.582> is<00:20:58.793> all<00:20:58.971> about<00:20:59.295> teamwork,<00:21:00.574> is<00:21:00.736> really<00:21:00.995> important.

00:21:03.085 --> 00:21:05.579
But<00:21:03.182> then,<00:21:04.413> so<00:21:04.558> that's<00:21:04.785> sort<00:21:04.947> of<00:21:05.028> some<00:21:05.222> of<00:21:05.287> the<00:21:05.368> foundation.

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Then<00:21:06.847> as<00:21:07.089> you,<00:21:11.286> as<00:21:11.366> you<00:21:11.931> realize,<00:21:13.239> you<00:21:13.319> know,<00:21:13.561> the,<00:21:14.594> obviously<00:21:14.933> the<00:21:15.079> role<00:21:15.337> of<00:21:15.482> CEO<00:21:15.903> changes<00:21:16.385> depending<00:21:16.818> on<00:21:16.901> the<00:21:17.034> scale<00:21:17.417> of<00:21:17.500> the<00:21:17.633> company.

00:21:18.132 --> 00:21:21.644
But<00:21:18.228> as<00:21:18.356> you<00:21:18.388> said,<00:21:18.773> you<00:21:18.869> know,<00:21:19.078> we're<00:21:19.575> kind<00:21:19.736> of<00:21:19.880> almost<00:21:20.137> 1,500<00:21:20.955> employees<00:21:21.500> now.

00:21:22.462 --> 00:21:29.728
At<00:21:22.558> 1,500<00:21:23.264> employees<00:21:23.842> or<00:21:23.906> even<00:21:24.130> at<00:21:24.211> 1,000,<00:21:26.552> your<00:21:26.777> job<00:21:27.033> is<00:21:27.274> to<00:21:27.434> guide<00:21:27.980> the<00:21:28.060> company,<00:21:28.718> not<00:21:29.022> run<00:21:29.279> the<00:21:29.359> company.

00:21:30.626 --> 00:21:31.781
Yes,<00:21:30.867> you're<00:21:30.979> responsible.

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You're<00:21:32.166> the,<00:21:32.631> you<00:21:32.663> know,<00:21:33.513> ultimate<00:21:33.850> throat<00:21:34.171> to<00:21:34.315> choke,<00:21:35.454> back<00:21:35.711> to<00:21:35.855> Pat,<00:21:36.096> if<00:21:36.176> you<00:21:36.320> will.

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But<00:21:38.662> your<00:21:38.903> job<00:21:39.207> is<00:21:39.320> to<00:21:39.464> guide<00:21:39.801> the<00:21:39.929> company<00:21:40.346> and<00:21:40.491> lead<00:21:40.667> it<00:21:40.811> forward<00:21:41.228> and<00:21:41.453> look<00:21:41.629> out<00:21:42.094> into<00:21:42.271> the<00:21:42.351> future.

00:21:43.538 --> 00:21:46.409
Your<00:21:43.698> executive<00:21:44.276> team<00:21:44.597> are<00:21:44.677> the<00:21:44.757> ones<00:21:44.982> that<00:21:45.062> are<00:21:45.302> really<00:21:45.623> running<00:21:45.960> the<00:21:46.040> company.

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And<00:21:47.153> so<00:21:47.574> the<00:21:47.671> next<00:21:47.979> thing<00:21:48.222> for<00:21:48.351> me<00:21:48.546> is<00:21:48.773> really<00:21:50.166> very<00:21:50.960> thinking<00:21:51.446> very<00:21:51.883> thoughtfully<00:21:52.693> about<00:21:53.066> who<00:21:53.309> we<00:21:53.552> hire<00:21:54.135> on<00:21:54.216> the<00:21:54.362> executive<00:21:54.864> team.

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Part<00:21:56.880> of<00:21:56.961> it<00:21:57.107> is<00:21:57.333> obviously<00:21:58.223> looking<00:21:58.482> for<00:21:58.806> the<00:21:58.887> right<00:21:59.146> skills,<00:21:59.923> but<00:22:00.263> more<00:22:00.505> than<00:22:00.667> that,<00:22:00.926> I'm<00:22:01.072> assessing<00:22:01.622> for<00:22:01.800> character<00:22:02.690> and<00:22:02.933> DNA.

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So,<00:22:05.037> you<00:22:05.134> know,<00:22:05.410> passion,<00:22:06.006> drive,<00:22:07.055> teamwork.

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I'm<00:22:08.733> looking<00:22:09.072> for<00:22:09.475> high<00:22:09.943> impact,<00:22:10.831> low<00:22:11.154> ego,<00:22:11.573> low<00:22:11.815> politics.

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Kind<00:22:13.439> of<00:22:13.696> personas.

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And<00:22:15.259> I'm<00:22:15.452> also<00:22:15.790> looking<00:22:16.176> for<00:22:16.660> creative<00:22:17.255> execs<00:22:18.045> versus<00:22:18.447> reactive<00:22:19.011> execs.

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And<00:22:19.816> what<00:22:19.961> I<00:22:19.993> mean<00:22:20.380> by<00:22:20.541> that<00:22:20.847> is<00:22:21.749> a<00:22:21.813> reactive<00:22:22.248> exec,<00:22:23.198> again,<00:22:23.423> if<00:22:23.504> it's<00:22:23.600> a<00:22:23.665> large<00:22:24.003> public<00:22:24.325> company<00:22:24.905> that<00:22:25.114> doesn't<00:22:25.372> like<00:22:25.694> risk,<00:22:26.982> you<00:22:27.127> want<00:22:27.288> a<00:22:27.368> reactive<00:22:27.803> exec.

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You<00:22:28.415> can<00:22:28.576> hand<00:22:28.914> them<00:22:29.075> a<00:22:29.155> plan<00:22:29.799> and<00:22:29.960> without<00:22:30.508> fail,<00:22:30.846> they<00:22:31.007> will<00:22:31.249> execute<00:22:31.732> that<00:22:31.973> plan<00:22:32.295> and<00:22:32.537> miss<00:22:32.859> no<00:22:33.100> KPI.

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Nothing<00:22:34.791> wrong<00:22:35.016> with<00:22:35.177> that.

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But<00:22:37.351> in<00:22:37.512> a<00:22:37.673> high-growth<00:22:38.252> company,<00:22:38.896> I<00:22:38.912> think<00:22:40.088> a<00:22:40.345> creative<00:22:40.844> exec<00:22:41.295> is<00:22:41.376> even<00:22:41.557> better.

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That's<00:22:41.786> someone<00:22:41.967> that<00:22:42.131> takes<00:22:42.213> your<00:22:42.263> plan<00:22:42.460> and<00:22:42.509> improves<00:22:42.722> on<00:22:42.805> it.

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Is<00:22:45.022> a<00:22:45.167> risk<00:22:45.407> taker<00:22:45.825> and<00:22:46.547> produces<00:22:47.092> a<00:22:47.173> result<00:22:47.574> greater<00:22:47.911> than<00:22:48.055> you<00:22:48.216> even<00:22:48.457> expected.

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And<00:22:50.302> I<00:22:50.383> look<00:22:50.623> for<00:22:50.784> those<00:22:51.346> given<00:22:51.602> our<00:22:51.779> stage<00:22:52.244> and<00:22:52.341> our<00:22:52.549> evolution<00:22:53.191> more<00:22:53.368> than<00:22:53.528> anything<00:22:53.930> else.

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So<00:22:55.438> when<00:22:55.599> you've<00:22:55.775> got<00:22:56.241> like<00:22:56.658> that<00:22:56.899> focus<00:22:57.444> on<00:22:57.605> hiring<00:22:57.926> great<00:22:58.183> people,<00:22:59.226> values<00:22:59.643> around<00:23:00.028> teamwork,<00:23:01.393> and<00:23:01.537> you're<00:23:02.019> looking<00:23:02.259> for<00:23:02.388> those<00:23:02.596> creative<00:23:03.158> execs<00:23:03.720> that<00:23:03.816> are<00:23:04.025> high<00:23:04.442> impact,<00:23:05.004> low<00:23:05.245> politics,<00:23:05.886> low<00:23:06.063> ego,<00:23:07.957> a<00:23:07.973> lot<00:23:08.198> more<00:23:08.454> things<00:23:08.920> fall<00:23:09.177> into<00:23:09.417> place<00:23:09.819> more<00:23:10.043> easily<00:23:11.168> when<00:23:11.345> you<00:23:11.587> create<00:23:12.134> hopefully<00:23:12.553> an<00:23:12.650> inspiring<00:23:13.358> vision<00:23:13.761> that<00:23:13.906> everyone<00:23:14.228> wants<00:23:14.485> to<00:23:14.630> follow,<00:23:15.516> we<00:23:15.612> can<00:23:15.854> now<00:23:16.096> go<00:23:16.337> hit<00:23:16.579> it<00:23:16.804> because<00:23:17.126> we<00:23:17.207> have<00:23:17.464> all<00:23:17.625> of<00:23:17.690> those<00:23:18.028> things<00:23:18.269> in<00:23:18.495> place.

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And<00:23:19.461> yes,<00:23:19.719> there<00:23:19.799> are<00:23:19.960> things<00:23:20.202> that<00:23:20.299> can<00:23:20.444> get<00:23:20.686> in<00:23:20.783> the<00:23:20.912> way<00:23:21.170> like<00:23:21.412> the<00:23:21.493> macroeconomic<00:23:22.461> environment<00:23:22.913> and<00:23:23.172> things<00:23:23.414> like<00:23:23.656> that.

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But<00:23:24.479> the<00:23:24.640> journey<00:23:25.028> is<00:23:25.205> much<00:23:25.447> more<00:23:25.673> fun<00:23:26.174> and<00:23:26.254> you're<00:23:26.416> more<00:23:26.642> likely<00:23:27.126> to<00:23:27.207> have<00:23:27.400> success<00:23:28.740> when<00:23:28.901> you<00:23:28.998> have,<00:23:29.256> as<00:23:29.418> I<00:23:29.483> say,<00:23:29.711> inspiring<00:23:30.460> vision,<00:23:30.932> great<00:23:31.258> people<00:23:31.600> and<00:23:31.746> a<00:23:31.779> great<00:23:32.088> culture.

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How<00:23:34.622> have<00:23:34.847> you,<00:23:35.589> like,<00:23:35.766> let's<00:23:35.976> put<00:23:36.137> that<00:23:36.556> what<00:23:36.701> you<00:23:36.782> just<00:23:36.992> said,<00:23:37.185> which<00:23:37.362> is<00:23:37.846> so<00:23:38.088> brilliant<00:23:38.571> and<00:23:39.055> fascinating,<00:23:39.506> you<00:23:39.555> said<00:23:39.716> a<00:23:39.764> lot<00:23:41.449> really<00:23:41.850> aha<00:23:42.187> things<00:23:42.572> that<00:23:42.668> I<00:23:42.748> hope<00:23:42.973> people<00:23:43.294> who<00:23:43.470> are<00:23:43.615> watching<00:23:43.968> or<00:23:44.048> listening<00:23:44.353> like<00:23:44.513> took<00:23:44.674> some<00:23:44.818> notes<00:23:45.075> on.

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But<00:23:46.214> let's<00:23:48.107> put<00:23:48.219> it<00:23:48.299> into<00:23:48.444> practice<00:23:48.845> a<00:23:48.909> little<00:23:49.069> bit<00:23:49.471> around<00:23:50.850> like<00:23:51.155> work<00:23:51.332> from<00:23:51.492> home<00:23:52.455> versus<00:23:53.000> like,<00:23:53.337> like<00:23:53.562> when<00:23:53.722> you,<00:23:53.818> when<00:23:53.963> you,<00:23:54.219> when<00:23:54.444> you,<00:23:56.048> when<00:23:56.160> the<00:23:56.289> pandemic<00:23:56.786> hit<00:23:57.989> for<00:23:58.471> Bizarre<00:23:58.856> Voice<00:24:00.059> and<00:24:00.476> everybody<00:24:00.781> had<00:24:00.877> to<00:24:01.022> work<00:24:01.182> from<00:24:01.358> home<00:24:01.695> or<00:24:02.000> do<00:24:02.145> whatever<00:24:02.465> had<00:24:02.883> to<00:24:03.027> happen,<00:24:03.669> right?

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And<00:24:04.487> now<00:24:04.792> we're<00:24:05.032> kind<00:24:05.225> of<00:24:05.353> past<00:24:05.770> that.

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There's<00:24:06.958> some<00:24:07.055> people<00:24:07.264> who<00:24:07.296> say<00:24:07.456> we're<00:24:07.553> not,<00:24:07.778> but<00:24:07.922> like,<00:24:08.115> you<00:24:08.195> know,<00:24:08.404> the<00:24:08.581> pandemic's<00:24:09.207> over<00:24:09.689> for<00:24:09.770> the<00:24:09.802> most<00:24:10.027> part.

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Um,<00:24:11.697> and<00:24:12.838> now<00:24:13.063> we<00:24:13.143> have<00:24:13.320> this<00:24:13.480> decision<00:24:13.882> to<00:24:13.962> make.

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Leaders<00:24:14.589> have<00:24:14.749> this<00:24:14.878> decision<00:24:15.199> to<00:24:15.247> make.

00:24:15.713 --> 00:24:29.656
Leaders<00:24:15.970> of<00:24:16.050> companies<00:24:16.452> and<00:24:16.532> CEOs<00:24:16.918> of<00:24:16.998> companies<00:24:17.207> like<00:24:17.400> yourself<00:24:18.283> have<00:24:18.379> this<00:24:18.540> decision<00:24:18.926> to<00:24:19.006> make<00:24:19.343> to,<00:24:20.612> um,<00:24:21.335> either<00:24:22.395> bring<00:24:22.508> them<00:24:22.701> all<00:24:22.813> back<00:24:23.054> to<00:24:23.199> the<00:24:23.343> office<00:24:23.921> like<00:24:24.339> it<00:24:24.484> was<00:24:24.725> before,<00:24:25.592> do<00:24:25.769> a<00:24:25.833> hybrid<00:24:26.395> version,<00:24:26.893> or<00:24:27.038> an<00:24:27.118> entirely<00:24:28.483> work-from-anywhere<00:24:29.367> version.

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How<00:24:30.266> have<00:24:30.491> you<00:24:30.588> managed<00:24:31.070> that?

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Where<00:24:31.455> have<00:24:31.616> you<00:24:31.873> landed<00:24:32.258> on<00:24:32.419> that?

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And<00:24:32.901> what<00:24:32.997> was<00:24:33.142> your<00:24:33.318> thinking<00:24:33.704> behind<00:24:33.977> it?

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Sure.

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Yeah,<00:24:36.596> it's<00:24:36.741> ironic.

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We<00:24:37.694> had<00:24:38.421> a<00:24:38.744> 2-hour<00:24:39.551> all<00:24:39.794> hands<00:24:40.198> today<00:24:40.618> and<00:24:40.714> I<00:24:40.876> spoke<00:24:41.361> specifically<00:24:42.217> to<00:24:42.378> this.

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It<00:24:43.347> was<00:24:43.832> really<00:24:44.074> about<00:24:44.268> our<00:24:44.478> culture,<00:24:44.979> but<00:24:45.124> within<00:24:45.270> our<00:24:45.464> culture,<00:24:46.516> the<00:24:46.597> question<00:24:47.002> about<00:24:47.973> kind<00:24:48.216> of<00:24:48.540> the<00:24:48.686> work<00:24:48.929> environment<00:24:49.511> came<00:24:49.819> up.

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So,<00:24:51.554> you<00:24:51.586> know,<00:24:51.894> in<00:24:52.039> the<00:24:52.201> technology<00:24:52.945> industry,<00:24:54.222> firstly,<00:24:54.707> we<00:24:54.869> were<00:24:55.031> fortunate<00:24:55.758> in<00:24:55.936> that<00:24:57.941> it's<00:24:59.235> much<00:24:59.477> easier<00:24:59.817> for<00:25:00.059> tech<00:25:00.270> companies,<00:25:00.787> right,<00:25:01.013> to<00:25:01.110> have<00:25:01.353> remote<00:25:01.692> employees.

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We<00:25:02.808> don't<00:25:03.035> need<00:25:03.132> to<00:25:03.212> be<00:25:03.358> on<00:25:03.455> a<00:25:03.520> factory<00:25:03.730> floor<00:25:03.811> line<00:25:03.859> per<00:25:03.892> se,<00:25:03.940> right?

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We're<00:25:06.263> writing<00:25:06.650> code<00:25:06.988> and<00:25:07.133> we're<00:25:08.533> selling<00:25:09.000> that<00:25:09.226> software.

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We<00:25:10.369> don't,<00:25:10.916> we're<00:25:11.093> knowledge<00:25:11.480> workers<00:25:11.834> essentially.

00:25:12.397 --> 00:25:14.732
So<00:25:12.542> we<00:25:12.623> don't<00:25:12.848> need<00:25:13.025> to<00:25:13.122> be<00:25:13.267> on<00:25:13.428> a<00:25:13.444> factory<00:25:13.846> floor,<00:25:14.217> for<00:25:14.313> example.

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So<00:25:15.666> it<00:25:15.715> was<00:25:15.763> much<00:25:16.072> easier<00:25:16.478> for<00:25:16.722> us<00:25:16.966> to<00:25:17.307> be<00:25:17.616> able<00:25:19.582> to<00:25:19.728> work<00:25:19.972> from<00:25:20.070> home<00:25:20.476> and<00:25:20.622> work<00:25:20.817> remotely.

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But,<00:25:24.698> you<00:25:24.730> know,<00:25:24.891> the<00:25:24.972> thing<00:25:25.197> we<00:25:25.278> were<00:25:25.374> talking<00:25:25.761> about<00:25:26.019> today<00:25:26.421> was<00:25:28.177> there's<00:25:28.998> 4<00:25:29.240> C's<00:25:30.367> for<00:25:30.528> scaling<00:25:31.012> employee<00:25:31.430> success<00:25:32.220> and<00:25:32.300> those<00:25:32.510> 4<00:25:32.706> C's<00:25:33.115> are<00:25:33.933> coaching,<00:25:34.986> connections,<00:25:35.964> collaboration,<00:25:37.069> and<00:25:37.230> creativity.

00:25:38.913 --> 00:25:51.958
And<00:25:39.185> so<00:25:39.970> the<00:25:40.050> notion<00:25:40.515> of<00:25:40.836> coaching,<00:25:41.333> right,<00:25:41.557> is<00:25:41.717> not<00:25:41.894> just<00:25:42.599> a<00:25:42.631> manager<00:25:43.160> to<00:25:43.256> coach<00:25:43.576> you,<00:25:43.817> but,<00:25:44.602> you<00:25:44.634> know,<00:25:44.794> if<00:25:44.859> you're<00:25:45.003> a<00:25:45.019> new<00:25:45.259> employee<00:25:45.836> or<00:25:45.964> you<00:25:46.061> have<00:25:46.301> a<00:25:46.365> new<00:25:46.541> role<00:25:47.022> interacting<00:25:47.583> with<00:25:47.824> peers<00:25:48.465> that<00:25:48.609> have<00:25:48.865> the<00:25:48.945> same<00:25:49.330> role<00:25:49.506> or<00:25:49.683> similar<00:25:50.147> role,<00:25:51.029> you're<00:25:51.173> going<00:25:51.382> to<00:25:51.430> get<00:25:51.654> coaching.

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You're<00:25:52.471> going<00:25:52.568> to<00:25:52.632> learn<00:25:52.952> best<00:25:53.193> practices.

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You're<00:25:53.818> going<00:25:53.946> to<00:25:54.010> see<00:25:54.234> them<00:25:54.411> do<00:25:54.715> things<00:25:55.036> that<00:25:55.180> you're<00:25:55.244> going<00:25:55.340> to<00:25:55.420> pick<00:25:55.661> up<00:25:55.821> real<00:25:55.997> quickly<00:25:56.398> by<00:25:56.478> just<00:25:56.735> observing<00:25:57.344> them<00:25:57.760> because<00:25:57.985> they're<00:25:58.145> next<00:25:58.401> to<00:25:58.546> you.

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When<00:26:00.004> you're<00:26:00.164> in<00:26:00.325> meetings<00:26:00.725> that<00:26:00.885> are<00:26:01.030> cross-functional,<00:26:01.927> you<00:26:02.007> know,<00:26:02.071> if<00:26:02.232> you're<00:26:02.488> on<00:26:02.568> a<00:26:02.648> Zoom<00:26:03.033> call,<00:26:03.274> that's<00:26:03.530> great.

00:26:03.834 --> 00:26:08.705
You,<00:26:04.171> you<00:26:04.508> talk<00:26:04.732> to<00:26:04.876> everybody,<00:26:05.373> that<00:26:05.597> you<00:26:05.693> say<00:26:05.853> your<00:26:06.094> things,<00:26:06.574> whatever's<00:26:06.895> got<00:26:06.975> to<00:26:07.055> get<00:26:07.215> done,<00:26:07.455> and<00:26:07.536> then<00:26:07.680> you<00:26:07.776> move<00:26:08.000> on<00:26:08.080> to<00:26:08.176> the<00:26:08.257> next<00:26:08.497> call.

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But<00:26:10.179> within<00:26:10.499> an<00:26:10.724> in-person<00:26:11.301> meeting,<00:26:11.605> you're<00:26:11.781> building<00:26:12.566> human<00:26:12.967> connections,<00:26:13.704> and<00:26:13.784> then<00:26:13.944> somebody<00:26:14.264> might<00:26:14.521> say<00:26:14.761> something<00:26:15.146> interesting<00:26:15.706> that<00:26:15.851> you<00:26:15.931> want<00:26:16.155> to<00:26:16.187> just<00:26:16.411> chat<00:26:16.652> with<00:26:16.748> them<00:26:16.908> after<00:26:17.228> the<00:26:17.292> meeting<00:26:17.533> because<00:26:17.773> you're<00:26:17.869> both<00:26:18.190> right<00:26:18.430> there.

00:26:19.135 --> 00:26:20.401
You<00:26:19.215> don't<00:26:19.391> do<00:26:19.551> that<00:26:19.792> on<00:26:19.888> a<00:26:19.952> Zoom<00:26:20.256> call.

00:26:20.449 --> 00:26:25.447
So<00:26:20.513> you're<00:26:20.753> building<00:26:21.073> more<00:26:21.378> connections,<00:26:23.380> uh,<00:26:23.557> with<00:26:23.717> those,<00:26:24.278> you<00:26:24.422> know,<00:26:24.534> those<00:26:24.758> things<00:26:25.063> together.

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You're<00:26:25.784> obviously<00:26:26.280> increasing<00:26:26.905> the<00:26:26.985> collaboration<00:26:27.866> across<00:26:28.347> the<00:26:28.443> company,<00:26:28.860> uh,<00:26:29.308> especially<00:26:29.965> on<00:26:30.205> cross-functional<00:26:31.247> projects,<00:26:31.727> which<00:26:31.872> are<00:26:31.952> usually<00:26:32.448> the<00:26:32.593> ones<00:26:32.993> that<00:26:33.153> drive<00:26:33.490> the<00:26:33.650> real<00:26:33.954> value.

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And<00:26:35.478> all<00:26:35.735> of<00:26:35.815> that<00:26:35.992> enhances<00:26:36.602> creativity.

00:26:37.582 --> 00:26:43.042
So,<00:26:38.931> you<00:26:38.963> know,<00:26:39.268> what<00:26:39.493> we<00:26:39.670> proved<00:26:40.216> in<00:26:40.312> COVID<00:26:40.858> is,<00:26:41.179> is<00:26:41.276> it<00:26:41.436> feasible<00:26:42.239> to<00:26:42.384> work<00:26:42.625> remotely?

00:26:43.428 --> 00:26:44.006
Absolutely.

00:26:44.970 --> 00:26:50.719
But<00:26:45.291> you're<00:26:45.500> not<00:26:45.757> getting<00:26:46.014> the<00:26:46.094> same<00:26:46.479> coaching<00:26:46.977> connection<00:26:47.315> and<00:26:47.620> collaboration<00:26:48.407> which<00:26:48.583> unleashes<00:26:49.210> creativity<00:26:50.270> remotely.

00:26:51.217 --> 00:26:52.277
So<00:26:51.394> is<00:26:51.490> it<00:26:51.699> feasible?

00:26:52.438 --> 00:26:52.631
Yes.

00:26:52.904 --> 00:26:53.530
Is<00:26:53.000> it<00:26:53.144> optimal?

00:26:53.739 --> 00:26:53.947
No.

00:26:54.702 --> 00:27:12.249
So<00:26:54.927> what<00:26:55.088> we're<00:26:55.248> trying<00:26:55.505> to<00:26:55.650> do<00:26:55.875> is<00:26:55.923> say,<00:26:56.244> like,<00:26:56.533> rather<00:26:56.919> than<00:26:57.015> just<00:26:57.272> a<00:26:57.336> mandate<00:26:57.802> of<00:26:57.963> everybody<00:26:58.380> back<00:26:58.557> to<00:26:58.685> the<00:26:58.846> office<00:26:59.167> for<00:26:59.328> 3<00:26:59.585> years<00:26:59.842> or<00:26:59.970> for<00:27:00.066> 3<00:27:00.307> days<00:27:00.564> a<00:27:00.629> week<00:27:00.886> or<00:27:00.950> something,<00:27:02.619> What's<00:27:02.940> right<00:27:04.561> based<00:27:04.866> on<00:27:04.979> employee<00:27:05.589> tenure,<00:27:06.247> like<00:27:06.648> new<00:27:06.808> employees<00:27:07.450> should<00:27:07.611> just<00:27:07.852> be<00:27:08.028> in<00:27:08.173> the<00:27:08.333> office<00:27:08.654> to<00:27:08.879> ramp<00:27:09.216> fast<00:27:09.633> and<00:27:09.778> get<00:27:10.002> all<00:27:10.179> the<00:27:10.259> right<00:27:10.564> coaching,<00:27:11.062> connection,<00:27:11.479> and<00:27:11.607> collaboration.

00:27:12.907 --> 00:27:14.496
If<00:27:12.972> you<00:27:13.068> change<00:27:13.469> role,<00:27:13.951> makes<00:27:14.223> sense.

00:27:15.138 --> 00:27:20.194
But<00:27:15.235> then<00:27:15.459> on<00:27:15.556> a<00:27:15.636> role-by-role<00:27:16.358> basis,<00:27:16.904> what<00:27:17.145> makes<00:27:17.433> sense<00:27:17.722> to<00:27:17.883> be<00:27:18.268> 1<00:27:18.445> day,<00:27:18.766> 2<00:27:18.990> days,<00:27:19.311> 3<00:27:19.488> days<00:27:19.809> a<00:27:19.889> week?

00:27:20.290 --> 00:27:26.967
And<00:27:20.435> I've<00:27:20.708> literally<00:27:21.157> asked<00:27:21.414> our<00:27:22.200> leaders<00:27:22.618> and<00:27:22.762> management<00:27:23.260> team<00:27:23.500> to<00:27:23.645> figure<00:27:24.046> that<00:27:24.287> out<00:27:24.544> with<00:27:24.704> employees<00:27:25.346> to<00:27:25.426> get<00:27:25.651> to<00:27:25.828> an<00:27:26.052> optimal<00:27:26.389> environment.

00:27:27.434 --> 00:27:28.932
I<00:27:27.498> haven't<00:27:27.820> discovered<00:27:28.320> what<00:27:28.561> that<00:27:28.787> is.

00:27:29.125 --> 00:27:30.268
There's<00:27:29.366> no<00:27:29.592> blueprint<00:27:30.075> yet.

00:27:30.317 --> 00:27:31.670
We're<00:27:30.478> in<00:27:30.558> the<00:27:30.590> middle<00:27:30.880> of<00:27:30.961> that<00:27:31.122> exercise.

00:27:32.265 --> 00:27:39.948
But<00:27:32.410> if<00:27:32.571> you,<00:27:33.554> through<00:27:33.795> your<00:27:34.037> conversations<00:27:34.762> with<00:27:34.842> CEOs,<00:27:35.390> have<00:27:35.486> figured<00:27:35.889> that<00:27:36.115> answer<00:27:36.292> out,<00:27:36.538> the<00:27:36.686> magic<00:27:37.030> bullet<00:27:37.341> answer,<00:27:38.341> we'll<00:27:38.571> pay<00:27:38.833> handsomely<00:27:39.325> to<00:27:39.423> know<00:27:39.571> what<00:27:39.735> it<00:27:39.833> is.

00:27:43.005 --> 00:27:43.686
I<00:27:43.086> haven't.

00:27:43.735 --> 00:27:47.938
Yeah,<00:27:44.141> I<00:27:44.238> think,<00:27:44.790> but<00:27:45.212> the<00:27:45.358> way<00:27:45.520> you've<00:27:46.413> thought<00:27:46.672> through<00:27:46.819> that<00:27:47.484> is<00:27:47.711> fascinating.

00:27:49.392 --> 00:27:55.899
Another<00:27:49.618> quick<00:27:49.795> question<00:27:50.102> on<00:27:50.199> this<00:27:50.764> around<00:27:51.475> leadership<00:27:52.072> and<00:27:52.217> looking<00:27:52.411> to<00:27:52.540> the<00:27:52.621> future<00:27:53.105> and<00:27:53.251> how<00:27:53.348> you<00:27:53.574> orient<00:27:53.897> your<00:27:54.074> team<00:27:54.494> is<00:27:54.639> around<00:27:55.027> artificial<00:27:55.463> intelligence.

00:27:56.643 --> 00:27:58.748
And<00:27:56.788> how<00:27:56.900> that's<00:27:57.190> going<00:27:57.366> to<00:27:57.463> change<00:27:57.832> your<00:27:57.929> company<00:27:58.298> and<00:27:58.395> your<00:27:58.491> business.

00:27:58.812 --> 00:28:05.336
I<00:27:58.893> could<00:27:58.989> see<00:27:59.214> like<00:27:59.841> artificial<00:28:00.644> intelligence,<00:28:01.142> particularly<00:28:01.608> for<00:28:02.010> a<00:28:02.106> company<00:28:02.411> like<00:28:02.588> Bizarre<00:28:02.974> Voice,<00:28:04.099> being<00:28:04.597> super<00:28:04.982> helpful.

00:28:05.400 --> 00:28:07.665
And<00:28:05.480> also<00:28:05.802> like<00:28:05.962> there<00:28:06.123> could<00:28:06.268> be<00:28:06.364> some<00:28:06.589> challenges<00:28:07.167> there,<00:28:07.472> right?

00:28:07.730 --> 00:28:13.497
Like<00:28:08.051> you<00:28:08.099> have<00:28:08.211> an<00:28:08.292> AI<00:28:09.336> that<00:28:09.497> somehow<00:28:10.059> is<00:28:10.364> writing<00:28:10.766> all<00:28:10.862> these<00:28:11.087> negative<00:28:11.505> reviews<00:28:12.067> or<00:28:12.212> like,<00:28:12.469> like,<00:28:12.630> I<00:28:12.710> don't<00:28:12.903> know,<00:28:13.095> I<00:28:13.111> don't<00:28:13.352> know.

00:28:13.593 --> 00:28:18.377
But<00:28:13.738> I<00:28:14.220> imagine<00:28:14.622> there's,<00:28:15.361> there's<00:28:15.570> some<00:28:15.751> upside<00:28:16.593> for<00:28:16.990> Bizarre<00:28:17.254> Voice<00:28:17.502> and<00:28:17.584> there's<00:28:17.815> some<00:28:17.915> downside.

00:28:19.659 --> 00:28:20.909
Mm-hmm.

00:28:21.169 --> 00:28:22.094
Yeah,<00:28:21.753> totally.

00:28:22.980 --> 00:28:28.143
So<00:28:25.513> let's<00:28:25.755> see,<00:28:26.158> where<00:28:26.481> shall<00:28:26.787> we<00:28:26.884> start<00:28:27.287> with<00:28:27.449> that<00:28:27.675> one?

00:28:28.659 --> 00:28:31.772
We've<00:28:29.143> been<00:28:29.611> working<00:28:30.514> with<00:28:30.821> AI<00:28:31.240> for<00:28:31.466> years.

00:28:32.270 --> 00:28:38.029
What's<00:28:32.865> new,<00:28:33.171> which<00:28:33.412> is<00:28:33.477> sort<00:28:33.718> of<00:28:34.281> unleashed<00:28:34.699> upon<00:28:35.005> the<00:28:35.085> world<00:28:35.343> in<00:28:35.439> the<00:28:35.519> last<00:28:35.889> year,<00:28:36.066> is<00:28:36.211> generative<00:28:36.710> AI.

00:28:39.428 --> 00:28:52.449
And<00:28:39.862> so<00:28:40.087> generative<00:28:40.649> AI,<00:28:42.080> yeah,<00:28:42.337> could<00:28:42.498> certainly<00:28:42.964> represent<00:28:43.559> an<00:28:43.768> existential<00:28:44.571> threat<00:28:45.134> because<00:28:46.420> now<00:28:46.741> you<00:28:46.838> can<00:28:47.079> have<00:28:47.464> this<00:28:47.706> explosion<00:28:48.916> of<00:28:49.416> fake<00:28:49.803> content<00:28:50.529> generated<00:28:51.255> by<00:28:51.674> bots,<00:28:52.320> right?

00:28:54.694 --> 00:28:59.258
And<00:28:55.835> what<00:28:55.980> is<00:28:56.156> key<00:28:56.478> for<00:28:56.638> consumers<00:28:57.362> is<00:28:57.587> trust<00:28:58.631> in<00:28:58.792> reviews.

00:29:00.013 --> 00:29:09.172
Now<00:29:00.238> we<00:29:00.334> have<00:29:00.559> led<00:29:00.736> the<00:29:00.816> market<00:29:01.443> for<00:29:01.684> years<00:29:02.729> in<00:29:04.335> authenticity<00:29:05.798> around<00:29:06.119> making<00:29:06.505> sure<00:29:06.762> that<00:29:06.922> reviews<00:29:07.630> are<00:29:08.047> real<00:29:08.449> and<00:29:08.594> authentic.

00:29:09.718 --> 00:29:18.058
And<00:29:09.799> then<00:29:09.959> also<00:29:10.313> moderation,<00:29:11.100> which<00:29:11.277> is<00:29:11.422> even<00:29:11.647> if<00:29:11.727> something<00:29:12.289> is<00:29:12.530> authentic,<00:29:13.912> we<00:29:14.057> have<00:29:14.218> to<00:29:14.298> scan<00:29:14.796> for<00:29:15.182> things<00:29:15.680> like<00:29:16.628> profanity,<00:29:17.512> right?

00:29:18.877 --> 00:29:27.284
Or<00:29:20.096> making<00:29:20.401> sure<00:29:20.738> that<00:29:20.963> a<00:29:21.139> review<00:29:21.765> for<00:29:22.246> a<00:29:22.343> Baby<00:29:22.664> Tylenol<00:29:23.321> is<00:29:23.466> not<00:29:24.091> associated<00:29:24.733> with<00:29:24.974> adult<00:29:25.343> Tylenol<00:29:25.792> in<00:29:25.953> heavily<00:29:26.274> regulated<00:29:26.835> industries.

00:29:27.429 --> 00:29:34.055
So<00:29:27.782> there's<00:29:27.942> a<00:29:27.958> lot<00:29:28.135> of<00:29:28.183> things<00:29:28.424> you<00:29:28.504> have<00:29:28.600> to<00:29:28.745> do<00:29:28.921> to<00:29:29.065> make<00:29:29.242> sure<00:29:29.627> that<00:29:30.301> a<00:29:30.365> review<00:29:30.766> is<00:29:30.862> appropriately<00:29:31.408> matched<00:29:31.729> to<00:29:31.825> the<00:29:31.970> right<00:29:32.194> product,<00:29:32.676> is<00:29:32.836> authentic,<00:29:33.574> et<00:29:33.654> cetera.

00:29:35.323 --> 00:29:41.933
And<00:29:35.564> GenAI<00:29:36.286> could<00:29:36.526> start<00:29:37.024> a<00:29:37.104> kind<00:29:37.345> of<00:29:38.131> a<00:29:38.532> war<00:29:38.933> on<00:29:39.110> truth,<00:29:39.655> if<00:29:39.816> you<00:29:39.912> will,<00:29:40.152> or<00:29:40.297> a<00:29:40.377> crisis<00:29:40.875> of<00:29:41.035> truth<00:29:41.372> and<00:29:41.516> trust.

00:29:42.495 --> 00:29:44.132
So<00:29:43.041> we've<00:29:43.265> led<00:29:43.426> the<00:29:43.522> way<00:29:43.682> for<00:29:43.907> years.

00:29:44.228 --> 00:30:17.248
We<00:29:44.324> continue<00:29:44.886> to<00:29:45.046> invest<00:29:45.592> here<00:29:45.784> to<00:29:45.864> make<00:29:46.153> sure<00:29:46.570> that<00:29:47.868> We<00:29:48.110> are<00:29:48.980> rigorous<00:29:49.544> and<00:29:49.721> ruthless<00:29:50.350> about<00:29:50.672> the<00:29:50.833> authenticity<00:29:51.575> of<00:29:51.671> reviews,<00:29:52.848> and<00:29:53.025> we<00:29:53.186> see<00:29:53.428> it<00:29:53.508> as<00:29:53.605> our<00:29:53.815> job<00:29:54.137> to<00:29:54.234> keep<00:29:54.411> our<00:29:54.556> clients<00:29:54.959> safe,<00:29:56.100> especially<00:29:56.438> in<00:29:56.519> a<00:29:56.600> world<00:29:56.939> where<00:29:57.181> the<00:29:57.326> FTC<00:29:58.149> is<00:29:58.311> now,<00:29:58.779> and<00:29:59.102> rightly<00:29:59.424> so,<00:30:00.635> increasing<00:30:01.377> the<00:30:01.458> fines<00:30:02.330> for<00:30:02.895> brands<00:30:04.605> or<00:30:04.767> retailers<00:30:05.412> that<00:30:05.654> manipulate<00:30:06.848> reviews,<00:30:07.817> either<00:30:08.075> create<00:30:09.269> fake<00:30:09.527> reviews<00:30:10.479> or<00:30:13.318> suppress<00:30:14.033> negative<00:30:14.504> reviews<00:30:15.153> or<00:30:15.576> everything<00:30:16.046> in<00:30:16.144> that<00:30:16.371> world<00:30:16.631> of<00:30:16.696> manipulation.

00:30:18.845 --> 00:30:23.760
So<00:30:20.134> we<00:30:20.295> have<00:30:20.537> strong<00:30:20.924> technology<00:30:21.407> and<00:30:21.504> continue<00:30:21.923> to<00:30:21.987> invest<00:30:22.374> to<00:30:22.471> make<00:30:22.632> sure<00:30:22.938> that<00:30:23.115> doesn't<00:30:23.422> happen.

00:30:24.390 --> 00:30:26.692
That's<00:30:25.372> on<00:30:25.549> the<00:30:25.629> sort<00:30:25.871> of<00:30:26.016> downside.

00:30:26.756 --> 00:30:32.504
The<00:30:26.982> upside<00:30:27.545> obviously<00:30:28.028> is<00:30:28.109> there's<00:30:28.463> tremendous<00:30:29.010> productivity<00:30:29.815> improvements<00:30:31.812> in<00:30:31.908> the<00:30:31.989> solution.

00:30:34.130 --> 00:30:49.105
So,<00:30:34.227> you<00:30:34.259> know,<00:30:34.631> often<00:30:35.618> we<00:30:35.780> get,<00:30:36.993> you<00:30:37.074> know,<00:30:37.219> we<00:30:37.397> use<00:30:37.624> our<00:30:37.867> AI<00:30:38.773> to<00:30:38.918> make<00:30:39.096> sure<00:30:39.436> that<00:30:39.646> we're<00:30:39.759> matching<00:30:40.390> even<00:30:40.779> just<00:30:41.037> images<00:30:42.127> with<00:30:42.272> the<00:30:42.369> right<00:30:42.677> products<00:30:43.406> and,<00:30:43.746> you<00:30:43.843> know,<00:30:43.989> reviews<00:30:44.555> with<00:30:44.701> the<00:30:44.782> right<00:30:45.041> products<00:30:45.527> so<00:30:45.834> that<00:30:47.129> there's<00:30:47.389> no<00:30:47.696> kind<00:30:47.890> of<00:30:48.101> orphaned<00:30:48.587> content.

00:30:49.250 --> 00:30:53.029
Everything<00:30:50.141> is<00:30:50.286> absolutely<00:30:50.867> matched<00:30:51.254> correctly<00:30:51.835> to<00:30:51.981> the<00:30:52.061> right<00:30:52.303> kind<00:30:52.497> of<00:30:52.626> products.

00:30:53.917 --> 00:30:59.225
But<00:30:54.014> we're<00:30:54.159> looking<00:30:54.320> at<00:30:54.498> how<00:30:54.659> do<00:30:54.740> we<00:30:54.837> save<00:30:55.692> our<00:30:58.193> customers'<00:30:58.774> time.

00:30:59.419 --> 00:31:01.171
We<00:30:59.564> have<00:30:59.710> things<00:31:00.051> like<00:31:00.229> Content<00:31:00.798> Coach.

00:31:01.870 --> 00:31:04.582
So<00:31:02.032> if<00:31:02.178> you're<00:31:02.422> a<00:31:02.666> consumer,<00:31:03.380> you're<00:31:03.559> gonna<00:31:03.868> write<00:31:04.111> a<00:31:04.209> review.

00:31:05.004 --> 00:31:07.652
How<00:31:05.167> do<00:31:05.199> you<00:31:05.346> write<00:31:05.589> a<00:31:05.670> review<00:31:06.060> for<00:31:06.304> mayonnaise,<00:31:07.197> for<00:31:07.278> example?

00:31:07.701 --> 00:31:09.294
I<00:31:08.156> Does<00:31:08.332> it<00:31:08.653> taste<00:31:08.957> great?

00:31:09.871 --> 00:31:10.912
Is<00:31:09.951> that<00:31:10.111> a<00:31:10.175> helpful<00:31:10.576> review?

00:31:11.713 --> 00:31:16.344
So<00:31:12.883> our—<00:31:13.123> using<00:31:13.444> our<00:31:13.684> AI,<00:31:14.341> we<00:31:14.421> will<00:31:14.742> give<00:31:14.966> you<00:31:15.142> themes<00:31:15.623> to<00:31:15.767> think<00:31:15.959> about.

00:31:16.488 --> 00:31:22.209
We're<00:31:16.600> not<00:31:16.889> telling<00:31:17.225> you<00:31:17.370> what<00:31:17.610> to<00:31:17.706> write,<00:31:18.026> but<00:31:18.251> for<00:31:18.363> example,<00:31:19.533> maybe<00:31:19.693> you<00:31:19.789> want<00:31:19.917> to<00:31:20.029> talk<00:31:20.270> about<00:31:20.574> taste,<00:31:21.135> smell,<00:31:21.792> texture.

00:31:22.433 --> 00:31:23.442
Those<00:31:22.673> are<00:31:22.753> just<00:31:22.978> categories.

00:31:24.035 --> 00:31:28.330
And<00:31:24.180> as<00:31:24.276> you<00:31:24.420> write<00:31:24.660> a<00:31:24.676> review,<00:31:25.782> it<00:31:26.102> checks<00:31:26.503> off,<00:31:26.679> yeah,<00:31:26.904> you're<00:31:27.080> touching<00:31:27.544> on<00:31:27.641> those<00:31:28.041> things.

00:31:28.602 --> 00:31:31.054
That's<00:31:28.922> a<00:31:28.987> helpful<00:31:29.467> review<00:31:29.948> for<00:31:30.076> somebody<00:31:30.509> else<00:31:30.685> to<00:31:30.845> read.

00:31:31.550 --> 00:31:34.947
You<00:31:31.646> can<00:31:31.871> be<00:31:31.967> negative<00:31:32.768> if<00:31:32.912> you<00:31:33.008> want<00:31:33.409> on<00:31:33.569> taste,<00:31:34.050> smell,<00:31:34.531> texture.

00:31:35.335 --> 00:31:35.885
That's<00:31:35.642> fine.

00:31:36.225 --> 00:31:39.590
We're<00:31:36.370> just<00:31:36.532> giving<00:31:36.775> you<00:31:36.872> categories<00:31:37.438> to<00:31:37.519> comment<00:31:37.843> on<00:31:38.668> or<00:31:38.733> think<00:31:38.976> about<00:31:39.218> apparel.

00:31:39.768 --> 00:31:44.574
One<00:31:39.866> of<00:31:39.946> the<00:31:40.027> biggest<00:31:40.335> challenges<00:31:40.756> that<00:31:40.982> industry<00:31:41.387> has<00:31:41.662> is<00:31:44.056> returns.

00:31:45.188 --> 00:31:55.392
So<00:31:46.028> commenting<00:31:46.562> in<00:31:46.659> your<00:31:46.740> review<00:31:47.289> on<00:31:47.451> how<00:31:47.709> it<00:31:47.855> fits<00:31:48.275> to<00:31:48.421> size<00:31:49.148> as<00:31:49.245> an<00:31:49.390> example,<00:31:49.972> like<00:31:50.134> giving<00:31:50.457> you<00:31:51.492> useful<00:31:51.880> categories<00:31:52.490> on<00:31:52.638> how<00:31:53.215> of<00:31:53.380> commentary<00:31:54.138> to<00:31:54.287> what<00:31:54.452> to<00:31:54.551> put<00:31:54.782> in<00:31:54.864> your<00:31:54.963> review.

00:31:56.620 --> 00:31:59.560
We're<00:31:56.717> also<00:31:57.204> using<00:31:57.529> that<00:31:57.708> to<00:31:57.789> help<00:31:58.049> our<00:31:58.423> customers<00:31:58.926> save<00:31:59.316> time.

00:31:59.674 --> 00:32:12.296
So<00:31:59.885> when<00:31:59.982> I<00:32:00.063> talked<00:32:00.372> about<00:32:00.956> using<00:32:01.293> the<00:32:01.437> voice<00:32:01.710> of<00:32:01.854> the<00:32:01.935> customer,<00:32:03.282> you<00:32:03.314> know,<00:32:03.539> capturing<00:32:04.164> that<00:32:04.340> sentiment<00:32:04.918> of<00:32:05.062> customers<00:32:05.704> when<00:32:05.848> you're<00:32:06.008> creating<00:32:06.506> social<00:32:06.987> posts<00:32:07.468> versus<00:32:07.949> for<00:32:08.109> a<00:32:08.126> lot<00:32:08.366> of<00:32:08.430> social<00:32:08.831> media<00:32:09.088> managers<00:32:09.473> just<00:32:09.810> trying<00:32:10.034> to<00:32:10.114> think<00:32:10.419> of<00:32:10.980> what<00:32:11.141> will<00:32:11.301> I<00:32:11.333> say<00:32:11.702> about<00:32:11.943> an<00:32:12.039> image?

00:32:12.360 --> 00:32:14.765
Well,<00:32:12.584> consumers<00:32:13.162> are<00:32:13.242> telling<00:32:13.563> you<00:32:14.204> what<00:32:14.429> to<00:32:14.509> say.

00:32:14.862 --> 00:32:20.812
So<00:32:15.070> it's<00:32:15.182> extracting<00:32:15.872> a<00:32:15.888> lot<00:32:16.129> of<00:32:16.161> that<00:32:16.353> feedback<00:32:16.866> and<00:32:17.011> just<00:32:17.556> helping<00:32:18.037> auto-post<00:32:19.272> some<00:32:19.497> of<00:32:19.561> the<00:32:19.657> language<00:32:20.074> of<00:32:20.219> the<00:32:20.363> consumer.

00:32:21.085 --> 00:32:29.248
And<00:32:21.181> there's,<00:32:21.486> there's<00:32:21.662> a<00:32:21.742> ton<00:32:22.063> of<00:32:22.143> different<00:32:22.704> ways<00:32:23.186> that<00:32:23.972> AI<00:32:24.372> and<00:32:24.469> ML<00:32:24.934> can<00:32:25.046> improve<00:32:25.495> the<00:32:25.656> efficacy<00:32:26.217> of<00:32:26.393> products,<00:32:27.757> of<00:32:27.901> the<00:32:27.997> feedback<00:32:28.478> for<00:32:28.639> customers.

00:32:29.986 --> 00:32:47.086
Or<00:32:30.066> even<00:32:30.307> just<00:32:30.484> extracting<00:32:31.110> the<00:32:31.206> voice<00:32:31.447> of<00:32:31.528> the<00:32:31.608> customer<00:32:32.234> at<00:32:32.346> scale<00:32:33.535> to<00:32:33.695> deliver<00:32:34.337> the<00:32:34.418> true<00:32:34.675> sentiment<00:32:35.365> from<00:32:35.606> customers<00:32:36.650> in<00:32:36.746> a<00:32:36.907> concise<00:32:37.549> way<00:32:37.950> that<00:32:38.095> a<00:32:38.175> brand<00:32:38.657> can<00:32:38.833> feed<00:32:39.235> that,<00:32:39.636> take<00:32:39.861> that<00:32:40.038> feedback<00:32:40.583> and<00:32:40.760> deliver<00:32:41.162> it<00:32:41.306> to<00:32:41.418> their<00:32:41.643> R&D<00:32:42.189> org<00:32:42.928> to<00:32:43.088> improve<00:32:43.650> their<00:32:43.875> products<00:32:44.919> for<00:32:45.095> the<00:32:45.176> betterment<00:32:45.722> of<00:32:45.882> the<00:32:45.979> consumer<00:32:46.524> experience.

00:32:47.183 --> 00:32:50.394
There's,<00:32:47.809> I<00:32:47.841> see<00:32:48.066> more<00:32:48.387> good<00:32:48.949> than<00:32:49.190> bad,<00:32:49.575> but<00:32:49.736> you're,<00:32:50.057> you're<00:32:50.217> right.

00:32:50.474 --> 00:32:54.376
There's<00:32:50.667> some<00:32:50.876> challenges<00:32:51.357> as<00:32:51.502> well<00:32:51.679> that<00:32:51.823> we<00:32:51.903> just<00:32:52.080> have<00:32:52.257> to<00:32:52.385> watch<00:32:52.562> out<00:32:52.787> for<00:32:52.883> and<00:32:52.963> make<00:32:53.108> sure<00:32:53.236> we're<00:32:53.316> protecting<00:32:53.862> our<00:32:54.007> clients.

00:32:55.604 --> 00:32:57.873
Yeah,<00:32:55.787> that's<00:32:55.969> a—<00:32:56.184> it's<00:32:56.300> a<00:32:56.366> fascinating<00:32:57.177> new<00:32:57.343> world.

00:32:59.495 --> 00:33:04.084
Um,<00:32:59.592> Keith,<00:32:59.833> I<00:32:59.914> can't<00:33:00.107> thank<00:33:00.300> you<00:33:00.332> enough<00:33:00.622> for<00:33:00.719> coming<00:33:00.960> on,<00:33:01.266> talking<00:33:01.588> to<00:33:01.701> us<00:33:01.830> today,<00:33:02.474> um,<00:33:02.909> spending<00:33:03.279> some<00:33:03.375> time<00:33:03.681> with<00:33:03.858> us.

00:33:04.664 --> 00:33:11.481
We<00:33:04.825> end<00:33:04.969> every<00:33:05.147> interview<00:33:05.452> the<00:33:05.485> same<00:33:05.774> way<00:33:05.855> at<00:33:05.952> CEO.com,<00:33:06.757> and<00:33:06.837> that<00:33:07.063> is<00:33:07.224> we<00:33:07.401> believe,<00:33:08.190> um,<00:33:08.528> the<00:33:08.689> chances<00:33:09.092> one<00:33:09.335> gives<00:33:09.641> is<00:33:09.722> just<00:33:09.867> as<00:33:09.980> important<00:33:10.367> as<00:33:10.448> the<00:33:10.545> chances<00:33:10.932> one<00:33:11.093> takes.

00:33:12.142 --> 00:33:18.161
I<00:33:12.223> wonder<00:33:12.643> when<00:33:13.030> you<00:33:13.272> hear<00:33:13.611> that<00:33:13.933> if<00:33:14.014> there's<00:33:14.240> someone<00:33:14.401> who<00:33:14.498> comes<00:33:14.724> to<00:33:14.805> mind<00:33:15.128> who<00:33:15.289> gave<00:33:15.628> you<00:33:15.854> a<00:33:15.951> chance<00:33:16.919> to<00:33:17.064> get<00:33:17.306> you<00:33:17.403> to<00:33:17.484> where<00:33:17.709> you<00:33:17.871> are<00:33:17.968> today.

00:33:20.808 --> 00:33:25.842
Yeah,<00:33:21.562> well,<00:33:21.972> there's<00:33:22.218> probably<00:33:22.727> several,<00:33:23.366> but<00:33:23.530> a<00:33:23.612> couple<00:33:24.022> of<00:33:24.170> them<00:33:24.816> that<00:33:24.976> come<00:33:25.153> to<00:33:25.297> mind.

00:33:26.997 --> 00:33:32.257
I<00:33:27.045> mentioned<00:33:27.398> the<00:33:27.558> two<00:33:27.719> brothers<00:33:28.200> I<00:33:28.296> sold<00:33:28.681> my<00:33:28.841> business<00:33:29.242> to<00:33:29.787> and<00:33:31.102> it<00:33:31.230> was<00:33:31.407> a<00:33:31.471> small<00:33:31.888> business.

00:33:32.449 --> 00:33:42.936
It<00:33:32.754> hadn't<00:33:33.010> been<00:33:33.235> successful,<00:33:34.053> but<00:33:35.576> the<00:33:36.121> entrepreneur<00:33:36.699> that<00:33:36.843> I<00:33:36.939> saw,<00:33:37.083> his<00:33:37.340> name<00:33:37.564> was<00:33:37.661> Gabe<00:33:38.366> Gabriel,<00:33:39.344> Gabe<00:33:39.585> for<00:33:39.745> short,<00:33:40.852> obviously<00:33:41.910> saw<00:33:42.231> something<00:33:42.648> in<00:33:42.792> me.

00:33:43.033 --> 00:33:51.179
So<00:33:43.113> where<00:33:43.209> he<00:33:43.369> said,<00:33:43.594> not<00:33:43.818> only<00:33:43.979> am<00:33:44.059> I<00:33:44.091> gonna<00:33:44.316> buy<00:33:44.540> this<00:33:44.716> business,<00:33:45.342> not<00:33:45.502> only<00:33:45.614> am<00:33:45.759> I<00:33:45.839> gonna<00:33:46.063> bring<00:33:46.304> you<00:33:46.400> to<00:33:46.560> the<00:33:46.705> US,<00:33:47.843> but<00:33:47.908> I'm<00:33:47.988> gonna<00:33:48.308> trust<00:33:48.789> you<00:33:49.030> to<00:33:49.206> run<00:33:49.527> half<00:33:49.992> the<00:33:50.153> US<00:33:50.746> sales.

00:33:53.298 --> 00:33:54.181
Because<00:33:53.603> I<00:33:53.699> believe<00:33:54.004> in<00:33:54.036> you.

00:33:54.887 --> 00:34:03.767
And<00:33:55.530> he<00:33:56.011> was<00:33:56.204> uber<00:33:56.525> successful<00:33:57.376> and<00:33:57.553> uber<00:33:58.018> humble<00:33:58.516> individual,<00:33:59.399> which<00:33:59.560> taught<00:33:59.801> me<00:33:59.961> a<00:33:59.977> lot<00:34:00.202> as<00:34:00.347> well<00:34:00.523> about<00:34:01.406> retaining<00:34:01.952> that<00:34:02.049> humility<00:34:02.595> despite<00:34:03.012> his<00:34:03.173> success.

00:34:04.537 --> 00:34:07.941
And<00:34:04.682> that<00:34:04.923> really<00:34:05.180> got<00:34:05.421> me<00:34:05.501> started<00:34:05.983> in<00:34:06.127> the<00:34:06.207> US<00:34:06.689> and<00:34:06.785> on<00:34:06.946> this<00:34:07.171> current<00:34:07.508> career.

00:34:08.311 --> 00:34:30.201
And<00:34:08.391> then<00:34:08.552> there<00:34:08.632> was<00:34:08.792> another<00:34:09.194> person<00:34:09.515> that<00:34:09.595> was<00:34:09.820> actually<00:34:10.077> a<00:34:10.222> recruiter<00:34:10.800> called<00:34:11.201> Darren,<00:34:12.550> who,<00:34:13.112> when<00:34:13.288> I<00:34:13.369> was<00:34:13.529> going<00:34:13.915> for<00:34:14.075> a<00:34:14.091> job<00:34:14.412> in<00:34:14.493> my<00:34:14.653> first<00:34:15.119> SaaS<00:34:15.376> company,<00:34:17.386> I<00:34:17.467> had<00:34:17.711> no<00:34:18.052> earthly<00:34:18.522> right<00:34:18.911> to<00:34:19.009> be<00:34:19.171> amongst<00:34:19.820> the<00:34:19.966> competition<00:34:21.345> that<00:34:21.523> he<00:34:21.848> is<00:34:21.945> a<00:34:22.091> good<00:34:22.334> recruiter,<00:34:22.821> a<00:34:22.967> headhunter,<00:34:23.632> put<00:34:23.875> in<00:34:24.021> front<00:34:25.316> of<00:34:26.950> the<00:34:27.095> hiring<00:34:27.904> team<00:34:29.295> at<00:34:29.440> this<00:34:29.554> SaaS<00:34:29.861> company.

00:34:30.330 --> 00:34:41.237
I<00:34:30.427> would,<00:34:31.300> I,<00:34:31.624> you<00:34:31.656> know,<00:34:33.258> these<00:34:33.662> were<00:34:34.309> phenomenal<00:34:34.973> sales<00:34:35.523> leaders<00:34:35.928> who'd<00:34:36.495> grown<00:34:36.818> businesses<00:34:37.385> to<00:34:37.466> hundreds<00:34:37.951> of<00:34:38.032> millions<00:34:38.453> of<00:34:38.518> dollars<00:34:39.004> and<00:34:39.635> run<00:34:39.894> teams<00:34:40.315> of<00:34:40.477> several<00:34:40.849> hundred.

00:34:41.658 --> 00:34:42.176
I<00:34:41.820> had<00:34:41.998> not.

00:34:42.806 --> 00:34:53.715
So<00:34:42.918> I<00:34:42.967> had<00:34:43.079> no<00:34:43.304> earthly<00:34:43.770> reason<00:34:44.172> to<00:34:44.268> be<00:34:44.509> in<00:34:44.670> the<00:34:44.798> mix,<00:34:45.714> but<00:34:45.858> he<00:34:46.035> saw<00:34:46.292> something<00:34:46.822> in<00:34:46.919> me<00:34:47.304> and<00:34:47.401> insisted<00:34:47.963> to<00:34:48.108> that<00:34:48.301> CEO<00:34:48.831> and<00:34:48.911> their<00:34:49.007> investors<00:34:49.730> they<00:34:50.518> talk<00:34:50.775> to<00:34:50.919> me<00:34:51.417> and<00:34:51.642> think<00:34:51.883> about<00:34:52.462> me<00:34:52.767> just<00:34:53.008> as<00:34:53.120> a<00:34:53.249> candidate.

00:34:55.129 --> 00:35:03.965
Somehow<00:34:55.675> I<00:34:55.771> nailed<00:34:56.157> those<00:34:56.462> interviews,<00:34:57.201> got<00:34:57.442> the<00:34:57.523> job<00:34:57.860> as<00:34:58.069> the<00:34:58.101> CRO,<00:34:59.049> and<00:34:59.193> I<00:34:59.290> think<00:34:59.595> everything<00:35:01.041> after<00:35:01.298> that<00:35:01.523> has<00:35:01.700> fallen<00:35:02.085> into<00:35:02.342> place<00:35:02.744> because<00:35:03.082> of<00:35:03.226> my<00:35:03.387> tenure<00:35:03.853> there.

00:35:04.688 --> 00:35:09.299
So<00:35:04.833> I'd<00:35:04.977> say,<00:35:05.379> oh,<00:35:05.556> Gabriel<00:35:06.118> and<00:35:06.198> Darren,<00:35:06.664> quite<00:35:06.937> a<00:35:07.066> bit<00:35:07.243> of<00:35:07.323> thanks<00:35:07.869> for<00:35:08.110> how<00:35:08.207> I've<00:35:08.432> ended<00:35:08.673> up<00:35:08.849> where<00:35:09.010> I<00:35:09.074> have.

00:35:10.409 --> 00:35:11.216
It's<00:35:10.796> incredible.

00:35:11.926 --> 00:35:13.266
Keith,<00:35:12.491> thank<00:35:12.668> you<00:35:12.749> so<00:35:12.991> much.

00:35:13.524 --> 00:35:14.573
Really<00:35:13.766> appreciate<00:35:14.412> it.

00:35:14.751 --> 00:35:16.881
And<00:35:15.057> we'll<00:35:15.154> catch<00:35:15.396> you<00:35:16.123> down<00:35:16.365> the<00:35:16.510> line.

00:35:17.677 --> 00:35:22.232
And<00:35:18.279> it's<00:35:18.426> incredible<00:35:18.816> what<00:35:18.979> you're<00:35:19.076> doing,<00:35:19.548> what<00:35:19.711> you've<00:35:19.971> done<00:35:20.199> so<00:35:20.378> far,<00:35:20.784> and<00:35:20.866> what<00:35:21.419> you're<00:35:21.581> continuing<00:35:22.086> to<00:35:22.118> do.

00:35:22.313 --> 00:35:23.436
Thank<00:35:22.476> you<00:35:22.557> so<00:35:22.671> much<00:35:22.899> for<00:35:23.062> joining<00:35:23.306> us.

00:35:24.140 --> 00:35:24.938
My<00:35:24.319> pleasure,<00:35:24.726> Clint.

00:35:24.987 --> 00:35:25.737
Good<00:35:25.215> to<00:35:25.313> be<00:35:25.476> with<00:35:25.639> you.

00:35:25.802 --> 00:35:26.323
Thanks<00:35:26.128> a<00:35:26.144> lot.

00:35:26.600 --> 00:35:27.203
Take<00:35:26.763> care<00:35:26.877> of<00:35:26.910> yourself.

00:35:27.448 --> 00:35:27.741
See<00:35:27.660> ya.

00:35:27.904 --> 00:35:28.246
You<00:35:27.985> too.