David Karnstedt thinks your next customer will be an agent

Someone sent David Karnstedt a Wall Street Journal article over the weekend. He clicked the link on his phone. Instead of the article, he got the homepage of the Journal's app.

"The article was gone," he said.

Karnstedt is the CEO of Branch, and broken links are his business. The company's deep links carry a user through to the thing they actually clicked, even through an app install. Its measurement products tell marketers which channels drive results and which just look like they do. Branch has been at this for 12 years. Karnstedt took over in May 2024, a marketing technology veteran with more than 25 years of experience and senior roles at Overture, Yahoo, Efficient Frontier, and Adobe.

On the CEO.com Podcast, he told a story about his own company that explains the moment better than any forecast. Branch recently rewrote its entire interface and the architecture underneath it. The team scoped the project at 12 months. It shipped in six.

"Our designers are telling us they can do in a day what previously took two weeks," he said.

The same tools cut Branch's support ticket volume roughly in half. Karnstedt draws a narrow conclusion from all this, narrower than most CEOs would. Not fewer people. The same people, aimed better. "I don't view AI as replacing employees. I view it as helping us deploy people into roles where they can create more impact."

Where he does make a prediction, it's a big one. "I think we're moving toward a world where personal AI agents will interface with brands on our behalf," he said. "If that sounds far away, I don't think it is. I think it's coming much faster than people realize." His evidence is recent history. Ten years ago, nobody predicted social platforms would become primary channels for product discovery. Then they did.

He is already spending R&D money on the ugly side of that future. Branch sells fraud prevention products today, catching things like invalid app installs, and Karnstedt expects the problem to grow as agents multiply. Even Branch's own modest ad budget attracts meaningful click fraud. Cut 5% or 10% of fraudulent traffic, he said, and the performance gains are substantial.

For a man whose company just compressed a year into six months, Karnstedt talks like someone with time. Branch last raised in February 2022, $300 million at a $4 billion valuation led by NEA, the same firm that later introduced him to the CEO job. He has no interest in raising again unless he chooses to. "The era of free capital is over. The days of growth at all costs are gone." On privacy, the posture is the same. "If there's a privacy line, we intentionally stay well behind it."

The company runs about 300 people across India, Dubai, and a dozen other places. "Sometimes it feels like I'm running a 7-Eleven because we're always open." Last week he flew the entire product and engineering organization into Mountain View to plan the 2026 roadmap in one room, with whiteboards, because some work still refuses to happen over Zoom.

Asked what makes a great leader, he did not reach for a framework. He reached for a person. Jeff Weiner, who worked alongside him at Yahoo before running LinkedIn, held every meeting to the same three or four priorities. Never more.

"Everyone knew exactly what mattered. If people were executing against those priorities, leadership's job was simply to remove obstacles."

Every CEO.com interview ends with the same question, about the chances one gives and the chances one takes. Karnstedt went back to Yahoo. Several businesses were being folded into one organization, thousands of employees, billions in revenue, the press watching, and someone handed him the job.

"Being trusted with something that large fundamentally changed the trajectory of my career," he said. It led to his first CEO role, then Adobe, then Branch.

Somebody gave him the link. It carried him all the way through.

00:00:00 Introduction and Overview of Branch
00:00:49 David's Background and Role at Branch
00:01:10 Impact of AI on Marketing
00:02:20 Future of AI and Personal Agents
00:03:34 Social Media in the Age of AI
00:04:40 Employee Empowerment and Efficiency with AI
00:05:34 Building Company Culture Post-COVID
00:07:06 A Day in the Life of a CEO
00:07:49 Reading and Podcast Recommendations
00:09:02 Funding and Financial Strategy
00:10:05 Macroeconomic Environment and Business Strategy
00:11:08 Privacy and Security in Marketing
00:12:37 Best Paid Marketing Channels
00:14:10 Growth of TikTok and Influencer Marketing
00:14:47 Qualities of a Great Leader
00:15:56 Reflecting on Career Opportunities and Mentorship
00:16:51 Conclusion and Thanksgiving Wishes

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Yeah,<00:03:16.560> I<00:03:16.720> I<00:03:16.840> do,<00:03:17.480> if<00:03:17.640> not<00:03:17.840> multiple<00:03:18.239> ones.

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Yeah.<00:03:19.560> That<00:03:19.840> that<00:03:20.000> are<00:03:20.080> helping<00:03:20.440> us<00:03:20.959> uh<00:03:21.480> decipher<00:03:21.920> large<00:03:22.239> data,<00:03:22.760> find<00:03:23.120> things<00:03:23.360> that<00:03:23.440> we're<00:03:23.560> looking<00:03:23.840> for,<00:03:24.040> brand<00:03:24.320> discovery.

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I<00:03:25.440> think<00:03:25.680> it's<00:03:25.840> something<00:03:26.239> that<00:03:26.560> agencies<00:03:26.959> do<00:03:27.160> right<00:03:27.360> now.

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If<00:03:27.640> you<00:03:27.720> look<00:03:27.920> at<00:03:28.440> platforms<00:03:29.800> uh<00:03:29.880> like<00:03:30.200> TikTok<00:03:31.400> and<00:03:31.680> Instagram,<00:03:32.680> they're<00:03:32.840> becoming<00:03:33.400> ways<00:03:33.800> in<00:03:33.920> which<00:03:34.120> we<00:03:34.239> can<00:03:34.400> discover<00:03:34.880> new<00:03:35.080> brands.

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And<00:03:36.440> and<00:03:36.600> you<00:03:36.680> know,<00:03:37.000> a<00:03:37.080> decade<00:03:37.519> or<00:03:37.600> so<00:03:37.840> ago,<00:03:38.160> those<00:03:38.440> were<00:03:38.600> not<00:03:38.840> even<00:03:39.040> on<00:03:39.120> the<00:03:39.239> radar.

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So,<00:03:39.760> things<00:03:40.000> are<00:03:40.080> changing<00:03:40.400> quite<00:03:40.640> quite<00:03:41.000> a<00:03:41.040> bit.<00:03:42.120> Well,<00:03:42.239> it's<00:03:42.320> interesting<00:03:42.760> you<00:03:42.959> you<00:03:43.040> bring<00:03:43.239> up<00:03:43.360> like<00:03:43.519> these<00:03:43.680> social<00:03:44.000> media<00:03:44.239> platforms<00:03:44.800> and<00:03:44.920> you're<00:03:45.040> right,<00:03:45.239> like

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TikTok<00:03:45.840> has<00:03:45.959> become<00:03:46.239> like<00:03:46.400> a<00:03:46.480> huge<00:03:46.880> driver,<00:03:47.480> particularly<00:03:47.959> TikTok<00:03:48.440> Shop<00:03:48.840> and<00:03:48.959> all<00:03:49.080> of<00:03:49.200> that<00:03:49.320> type<00:03:49.519> of<00:03:49.600> stuff<00:03:50.360> of<00:03:51.560> uh<00:03:51.720> you<00:03:51.840> know,<00:03:52.040> getting<00:03:52.600> new<00:03:52.840> brands<00:03:53.240> launched<00:03:53.840> and

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driving<00:03:54.560> sales<00:03:55.040> and<00:03:55.160> revenue<00:03:55.520> for<00:03:55.680> companies.

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But<00:03:56.800> what<00:03:56.920> do<00:03:57.000> you<00:03:57.120> think<00:03:57.520> social<00:03:57.880> media<00:03:58.160> looks<00:03:58.360> like<00:03:58.560> in<00:03:58.680> the<00:03:58.800> age<00:03:59.000> of<00:03:59.160> AI?

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Like<00:04:00.200> do<00:04:00.320> we<00:04:00.440> have<00:04:00.600> an<00:04:00.760> agent<00:04:01.080> that's<00:04:01.240> doing<00:04:01.480> our<00:04:01.640> social<00:04:02.000> media<00:04:02.600> at<00:04:02.760> some<00:04:02.920> point?

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Like<00:04:03.600> like<00:04:04.080> like<00:04:04.280> I<00:04:04.360> go<00:04:04.520> on<00:04:04.680> LinkedIn<00:04:05.080> right<00:04:05.240> now<00:04:05.480> and<00:04:05.600> I'm<00:04:05.720> like<00:04:05.920> I<00:04:05.960> don't<00:04:06.200> think<00:04:06.440> anybody<00:04:07.240> actually<00:04:07.560> wrote<00:04:07.840> any<00:04:08.000> of<00:04:08.080> this.

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Yeah,<00:04:08.884> I<00:04:09.169> think<00:04:09.453> this<00:04:09.738> is<00:04:10.022> all<00:04:10.307> just<00:04:10.591> like<00:04:10.876> ChatGPT<00:04:11.160> stuff.

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Hey<00:04:12.040> Clint,<00:04:12.400> when<00:04:12.520> you<00:04:12.600> start<00:04:12.880> you<00:04:13.000> look<00:04:13.160> at<00:04:13.320> content,<00:04:13.880> but<00:04:14.000> then<00:04:14.120> you<00:04:14.240> actually<00:04:14.480> look<00:04:14.640> at<00:04:14.760> some<00:04:14.920> of<00:04:15.000> the<00:04:15.120> pictures,<00:04:15.720> too.

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I<00:04:17.000> saw<00:04:17.200> a<00:04:17.239> colleague<00:04:17.680> of<00:04:17.760> mine,<00:04:18.000> I'm<00:04:18.120> like<00:04:18.280> that<00:04:18.440> must<00:04:18.640> be<00:04:18.760> like<00:04:18.880> a<00:04:18.959> high<00:04:19.079> school<00:04:19.400> yearbook<00:04:19.840> photo<00:04:20.160> cuz<00:04:20.320> that<00:04:20.519> isn't<00:04:21.519> what<00:04:21.640> this<00:04:21.799> person<00:04:22.080> looks<00:04:22.320> like<00:04:22.480> today.

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So,<00:04:24.960> yeah,<00:04:25.200> I<00:04:25.240> don't<00:04:25.400> I<00:04:25.640> think<00:04:25.880> it's<00:04:26.080> it's<00:04:26.280> changing<00:04:27.360> pretty<00:04:27.640> dramatically<00:04:28.320> right<00:04:28.480> in<00:04:28.560> front<00:04:28.720> of<00:04:28.800> our<00:04:28.880> very<00:04:29.240> eyes.

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It's<00:04:30.360> wild.<00:04:30.960> And<00:04:31.080> then<00:04:31.320> like<00:04:31.560> what<00:04:31.680> do<00:04:31.760> you<00:04:31.880> do<00:04:32.120> at<00:04:32.240> that<00:04:32.480> point?

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I<00:04:32.840> don't<00:04:32.960> know.<00:04:33.160> It's<00:04:33.560> it's<00:04:33.800> really<00:04:34.040> interesting.<00:04:34.880> So,<00:04:35.000> how<00:04:35.120> many<00:04:35.240> employees<00:04:35.560> do<00:04:35.600> you<00:04:35.680> guys<00:04:35.840> have?

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Uh<00:04:36.720> we're<00:04:36.840> about<00:04:37.040> 300<00:04:37.400> people.<00:04:38.480> So,<00:04:38.560> that<00:04:38.680> that's<00:04:38.960> a<00:04:39.000> sizeable<00:04:39.600> company.

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Do<00:04:40.080> you<00:04:40.240> do<00:04:40.360> you<00:04:40.520> see<00:04:40.840> it<00:04:41.000> as<00:04:41.280> like<00:04:42.400> um<00:04:43.320> making<00:04:43.760> you<00:04:43.919> better<00:04:44.560> and<00:04:44.720> more<00:04:44.919> efficient<00:04:45.400> to<00:04:45.480> the<00:04:45.600> point<00:04:45.880> where<00:04:46.160> you<00:04:46.320> won't<00:04:46.560> need<00:04:46.760> as<00:04:46.880> many<00:04:47.040> people<00:04:47.280> in<00:04:47.360> the<00:04:47.400> future?

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Do<00:04:47.840> you<00:04:47.960> see<00:04:48.240> it<00:04:48.360> as<00:04:48.560> just<00:04:48.800> like<00:04:49.000> hey<00:04:49.160> that<00:04:49.360> 300<00:04:49.720> people<00:04:50.000> now<00:04:50.240> can<00:04:50.400> do<00:04:51.160> 10<00:04:51.400> times<00:04:51.720> the<00:04:51.840> work?

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Or<00:04:52.520> how<00:04:52.640> are<00:04:52.720> you<00:04:52.840> thinking<00:04:53.200> about<00:04:53.400> the<00:04:53.480> culture<00:04:53.919> of<00:04:54.040> all<00:04:54.240> of<00:04:54.320> this?

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And<00:04:54.640> how<00:04:54.800> how<00:04:54.960> do<00:04:55.040> you<00:04:55.120> think<00:04:55.280> your<00:04:55.400> employees<00:04:55.840> are<00:04:55.960> feeling<00:04:56.200> about<00:04:56.400> all<00:04:56.480> of<00:04:56.560> it?

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Yeah,<00:04:56.960> I<00:04:57.040> think<00:04:57.520> our<00:04:57.640> employees<00:04:58.120> are<00:04:58.240> feeling<00:04:58.600> pretty<00:04:58.880> empowered<00:04:59.760> because<00:05:00.080> they<00:05:00.200> can<00:05:00.520> do<00:05:00.720> more<00:05:02.160> with<00:05:02.400> technology<00:05:03.000> than<00:05:03.120> we<00:05:03.240> could<00:05:03.440> before.

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And<00:05:04.320> that's<00:05:04.520> not<00:05:04.720> just<00:05:05.080> prod<00:05:05.520> and<00:05:05.720> engineering,<00:05:06.360> that's<00:05:06.600> also<00:05:07.600> ways<00:05:07.960> in<00:05:08.080> which<00:05:08.320> we<00:05:08.440> can<00:05:08.680> use<00:05:08.960> agents<00:05:09.480> to<00:05:10.120> cut<00:05:10.360> down<00:05:10.600> our<00:05:10.720> support<00:05:11.160> ticket<00:05:11.440> requests<00:05:11.919> by<00:05:12.080> 50%,<00:05:12.880> which

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is<00:05:13.160> a<00:05:13.200> real<00:05:13.440> stat<00:05:13.800> for<00:05:14.000> us.<00:05:14.960> In<00:05:15.120> a<00:05:15.200> way<00:05:15.400> that<00:05:15.720> our<00:05:15.840> employees<00:05:16.360> can<00:05:16.520> focus<00:05:16.919> on<00:05:17.080> higher<00:05:17.360> level<00:05:17.640> activities,<00:05:19.520> that's<00:05:19.880> pretty<00:05:20.160> empowering.

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So,<00:05:21.560> I<00:05:21.680> think<00:05:21.919> we'll<00:05:22.160> thoughtfully<00:05:22.880> continue<00:05:23.520> to<00:05:23.919> add<00:05:24.240> employees.

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So,<00:05:25.840> I<00:05:25.880> don't<00:05:26.040> think<00:05:26.200> this<00:05:26.360> is<00:05:26.560> in<00:05:26.720> any<00:05:26.880> way<00:05:27.040> a<00:05:27.120> replacement<00:05:28.240> for<00:05:28.440> employees.

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I<00:05:29.200> think<00:05:29.400> it's<00:05:29.520> just<00:05:29.680> a<00:05:29.760> way<00:05:30.120> to<00:05:30.280> more<00:05:30.440> thoughtfully<00:05:30.960> put<00:05:31.160> people<00:05:31.480> in<00:05:31.600> roles<00:05:31.880> where<00:05:32.000> they<00:05:32.080> can<00:05:32.200> make<00:05:32.360> a<00:05:32.400> bigger<00:05:32.640> impact.

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And<00:05:34.320> how<00:05:34.440> do<00:05:34.520> you<00:05:34.640> think<00:05:34.800> about<00:05:35.040> culture?<00:05:35.560> How<00:05:35.720> have<00:05:35.880> you<00:05:35.960> thought<00:05:36.160> about<00:05:36.480> like,<00:05:36.919> for<00:05:37.040> example,<00:05:37.800> the<00:05:37.960> work<00:05:38.240> from<00:05:38.440> home,<00:05:38.960> the<00:05:39.080> hybrid,<00:05:39.800> or<00:05:40.000> everybody<00:05:40.360> at<00:05:40.440> the<00:05:40.600> office?

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Like<00:05:41.760> how<00:05:41.880> do<00:05:41.960> you<00:05:42.080> build<00:05:42.280> a<00:05:42.360> culture,<00:05:43.200> you<00:05:43.320> know,<00:05:43.520> in<00:05:43.600> the<00:05:43.720> post-COVID<00:05:44.320> world?

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You<00:05:45.200> know,<00:05:45.360> that's<00:05:45.640> that's<00:05:45.960> that's<00:05:46.160> something<00:05:46.480> we're<00:05:46.640> all<00:05:46.800> trying<00:05:47.040> to<00:05:47.120> figure<00:05:47.480> out<00:05:47.800> and<00:05:47.920> I<00:05:47.960> think<00:05:48.720> what<00:05:48.880> we've<00:05:49.080> sort<00:05:49.320> of<00:05:49.400> landed<00:05:49.800> on<00:05:50.000> which<00:05:50.200> seems<00:05:50.440> to<00:05:50.520> be<00:05:50.640> working

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well<00:05:51.320> for<00:05:51.600> us<00:05:52.120> is<00:05:52.560> finding<00:05:53.080> those<00:05:53.400> times<00:05:53.880> where<00:05:54.040> you<00:05:54.240> just<00:05:54.560> need<00:05:54.760> to<00:05:54.840> get<00:05:55.040> together<00:05:55.520> as<00:05:55.680> a<00:05:55.720> team.

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Uh<00:05:57.160> I<00:05:57.280> will<00:05:57.440> tell<00:05:57.640> you<00:05:57.760> like<00:05:57.960> we<00:05:58.080> had<00:05:58.280> our<00:05:58.360> whole<00:05:58.720> product<00:05:59.440> and<00:05:59.880> uh<00:06:00.040> engineering<00:06:00.480> development<00:06:00.960> team<00:06:01.280> in<00:06:01.560> all<00:06:01.680> last<00:06:02.000> week<00:06:02.200> here<00:06:02.360> in<00:06:02.440> our<00:06:02.520> Mountain<00:06:02.800> View<00:06:02.960> offices<00:06:04.240> and<00:06:04.440> that

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was<00:06:04.760> really<00:06:05.320> to<00:06:05.480> figure<00:06:05.960> out<00:06:06.200> prioritize<00:06:07.240> our<00:06:07.360> lineup<00:06:07.840> for<00:06:08.000> our<00:06:08.120> 2026<00:06:08.960> product<00:06:09.240> roadmap.

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Like<00:06:10.520> you're<00:06:10.640> not<00:06:10.800> going<00:06:10.920> to<00:06:11.000> do<00:06:11.200> that<00:06:11.440> via<00:06:11.680> Zoom.<00:06:13.000> Uh<00:06:13.240> it<00:06:13.440> you're<00:06:13.720> you're<00:06:13.920> not<00:06:14.160> able<00:06:14.360> to<00:06:14.440> whiteboard<00:06:15.000> in<00:06:15.040> the<00:06:15.120> same<00:06:15.440> way<00:06:15.600> or<00:06:15.800> interact<00:06:16.240> the<00:06:16.320> same<00:06:16.640> way.

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Uh<00:06:17.680> and<00:06:17.800> I've<00:06:17.919> got<00:06:18.080> a<00:06:18.120> leadership<00:06:18.600> team<00:06:18.919> my<00:06:19.040> leadership<00:06:19.440> team<00:06:19.680> coming<00:06:19.960> in<00:06:20.040> in<00:06:20.120> a<00:06:20.160> couple<00:06:20.440> weeks.

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Same<00:06:21.000> sort<00:06:21.200> of<00:06:21.320> thing.<00:06:22.000> You<00:06:22.080> got<00:06:22.200> to<00:06:22.280> pick<00:06:22.520> your<00:06:22.640> spots<00:06:23.120> to<00:06:23.240> get<00:06:23.400> together<00:06:24.400> and<00:06:24.520> you<00:06:24.640> also<00:06:24.880> have<00:06:25.000> to<00:06:25.120> find<00:06:25.440> your<00:06:25.600> connection<00:06:26.120> points<00:06:26.480> for<00:06:26.600> your<00:06:26.720> remote<00:06:27.080> employees,<00:06:27.640> too.

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Whether<00:06:28.760> that<00:06:29.080> be,<00:06:29.760> you<00:06:29.840> know,<00:06:30.000> things<00:06:30.480> that<00:06:30.640> you<00:06:30.760> can<00:06:30.919> do<00:06:31.120> as<00:06:31.280> a<00:06:31.320> company.

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Uh<00:06:32.880> uh<00:06:33.080> when<00:06:33.240> we<00:06:33.360> hit<00:06:33.520> our<00:06:33.600> 12-year<00:06:34.080> anniversary,<00:06:34.720> we<00:06:34.840> sent<00:06:35.160> out<00:06:35.520> uh<00:06:36.040> a<00:06:36.120> bunch<00:06:36.560> of<00:06:36.919> um<00:06:37.440> coupons<00:06:38.000> for<00:06:38.120> our<00:06:38.240> current<00:06:38.560> customers.

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We<00:06:39.360> have<00:06:39.480> a<00:06:39.520> bunch<00:06:39.720> of<00:06:39.760> QSR<00:06:40.280> customers,<00:06:41.280> bunch<00:06:41.480> of<00:06:41.520> people<00:06:41.800> like<00:06:41.960> that<00:06:42.240> that<00:06:42.400> they<00:06:42.520> could<00:06:42.680> go<00:06:42.840> out<00:06:43.000> and<00:06:43.080> then<00:06:43.240> have<00:06:43.960> uh<00:06:44.160> lunch<00:06:44.480> or<00:06:44.560> dinner<00:06:44.919> on<00:06:45.120> our<00:06:45.280> dime<00:06:46.080> supporting<00:06:46.560> our

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customers.<00:06:47.280> So,<00:06:47.680> we're<00:06:47.800> looking<00:06:48.080> for<00:06:48.240> unique<00:06:48.600> ways<00:06:48.840> to<00:06:48.960> try<00:06:49.160> and<00:06:49.320> find<00:06:50.240> uh<00:06:50.400> a<00:06:50.480> way<00:06:50.680> to<00:06:51.080> connect<00:06:51.400> a<00:06:51.480> company.

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And<00:06:52.400> I<00:06:52.440> think<00:06:52.640> the<00:06:52.760> other<00:06:52.960> thing,<00:06:53.200> too,<00:06:53.400> is<00:06:53.560> you<00:06:53.680> create<00:06:54.040> culture<00:06:54.640> from<00:06:54.960> leadership.

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So,<00:06:56.240> we're<00:06:56.320> also<00:06:56.600> trying<00:06:56.919> to<00:06:57.080> find<00:06:57.320> those<00:06:57.720> core<00:06:58.040> anchor<00:06:58.320> tenants<00:06:58.720> where<00:06:58.840> we<00:06:58.919> can<00:06:59.000> get<00:06:59.160> people<00:06:59.440> together<00:07:00.040> and<00:07:00.640> and<00:07:00.760> hopefully<00:07:01.120> inspire<00:07:01.600> them<00:07:01.840> with<00:07:01.960> the<00:07:02.040> direction<00:07:02.400> we're

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going<00:07:02.760> as<00:07:02.880> a<00:07:02.919> company.<00:07:04.160> What<00:07:04.360> does<00:07:04.480> a<00:07:04.520> typical<00:07:04.960> day<00:07:05.160> look<00:07:05.360> like<00:07:05.560> for<00:07:05.680> you?

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Yeah.<00:07:07.280> Uh<00:07:07.480> I<00:07:07.600> you<00:07:07.680> know,<00:07:07.880> part<00:07:08.120> of<00:07:08.200> the<00:07:08.280> reason<00:07:08.560> I<00:07:08.640> love<00:07:08.840> what<00:07:09.000> I<00:07:09.040> do<00:07:09.360> is<00:07:09.520> there<00:07:09.640> isn't<00:07:09.919> a<00:07:09.960> typical<00:07:10.360> day,<00:07:10.880> uh<00:07:11.120> which<00:07:11.320> is<00:07:11.440> what<00:07:11.560> I<00:07:11.640> really<00:07:11.919> like.

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Uh<00:07:13.040> we've<00:07:13.240> got<00:07:13.919> uh<00:07:14.000> businesses<00:07:14.720> all<00:07:15.040> over<00:07:15.200> the<00:07:15.320> world.

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So,<00:07:17.160> uh<00:07:17.280> I<00:07:17.440> feel<00:07:17.680> like<00:07:17.919> I'm<00:07:18.080> kind<00:07:18.240> of<00:07:18.320> like<00:07:18.440> the<00:07:18.520> 7-Eleven<00:07:19.160> these<00:07:19.360> days.

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I'm<00:07:19.800> always<00:07:20.120> open.<00:07:21.000> Uh<00:07:21.400> so,<00:07:21.760> we've<00:07:22.000> got<00:07:22.280> folks<00:07:22.800> in<00:07:23.200> India.

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We've<00:07:23.800> got<00:07:24.000> folks<00:07:24.280> in<00:07:24.400> Dubai.<00:07:25.520> So,<00:07:25.760> for<00:07:25.919> me,<00:07:26.400> it<00:07:26.640> it's<00:07:26.880> really<00:07:27.720> trying<00:07:28.040> to<00:07:28.120> figure<00:07:28.480> out<00:07:28.720> how<00:07:28.840> I'm<00:07:28.919> going<00:07:29.040> to<00:07:29.120> allocate<00:07:29.560> my<00:07:29.720> time<00:07:30.120> that<00:07:30.400> day.

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Always<00:07:32.000> with<00:07:32.120> a<00:07:32.200> focus<00:07:32.600> first<00:07:32.960> on<00:07:33.080> customers<00:07:34.440> uh<00:07:34.680> cuz<00:07:34.800> I<00:07:34.840> think<00:07:34.960> it's<00:07:35.200> easy<00:07:35.800> in<00:07:36.000> a<00:07:36.080> role<00:07:36.400> like<00:07:36.600> the<00:07:36.680> CEO<00:07:37.280> to<00:07:37.440> get<00:07:37.600> lost<00:07:38.000> and<00:07:38.120> get<00:07:38.400> separated<00:07:39.040> or<00:07:39.160> further<00:07:39.520> away<00:07:39.760> from

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customers.<00:07:41.160> So,<00:07:41.360> for<00:07:41.520> me,<00:07:41.680> it's<00:07:41.840> always<00:07:42.080> starting<00:07:42.320> with<00:07:42.480> customer<00:07:42.880> impact<00:07:43.320> activities<00:07:43.920> and<00:07:44.040> then<00:07:44.160> kind<00:07:44.360> of<00:07:44.440> taking<00:07:44.720> it<00:07:44.800> from<00:07:44.960> there.

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Right.<00:07:46.720> Uh<00:07:47.320> what<00:07:47.440> do<00:07:47.520> you<00:07:47.680> read?

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What<00:07:48.440> reading<00:07:48.720> recommendations<00:07:49.360> would<00:07:49.520> you<00:07:49.600> have<00:07:49.760> for<00:07:49.920> us?

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You<00:07:50.640> know,<00:07:50.880> I'm<00:07:51.160> I'm<00:07:51.320> pretty<00:07:51.560> traditional.<00:07:52.080> I<00:07:52.240> I<00:07:52.360> read<00:07:52.600> everything<00:07:53.000> from<00:07:53.280> The<00:07:53.360> Information,<00:07:54.040> Wall<00:07:54.240> Street<00:07:54.480> Journal.

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Uh<00:07:56.200> I'll<00:07:56.440> I'll<00:07:56.640> use<00:07:56.920> Google<00:07:57.280> as<00:07:57.480> a<00:07:57.560> as<00:07:57.800> a<00:07:57.880> filtering<00:07:58.440> source.

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Uh<00:07:59.520> one<00:07:59.720> of<00:07:59.800> my<00:08:00.000> tricks<00:08:01.040> is<00:08:01.240> I<00:08:01.320> also<00:08:01.680> set<00:08:02.360> uh<00:08:02.520> my<00:08:02.720> stock<00:08:03.120> portfolio<00:08:04.360> for<00:08:04.520> our<00:08:04.600> largest<00:08:05.040> customers<00:08:05.960> so<00:08:06.160> I<00:08:06.240> can<00:08:06.400> follow<00:08:06.840> any<00:08:07.040> news<00:08:07.280> breaking<00:08:07.760> or

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any<00:08:08.040> impacts<00:08:08.480> to<00:08:08.560> their<00:08:08.720> business.<00:08:10.120> Um<00:08:10.720> so,<00:08:10.920> I'm<00:08:11.120> kind<00:08:11.280> of<00:08:11.400> all<00:08:11.880> all<00:08:12.200> over<00:08:12.600> all<00:08:12.800> over<00:08:12.960> the<00:08:13.080> map<00:08:13.400> and<00:08:13.600> and<00:08:13.720> I'm<00:08:13.800> also<00:08:14.080> I'm<00:08:14.160> a<00:08:14.640> a<00:08:14.680> pretty<00:08:14.919> big<00:08:15.120> podcast<00:08:15.720> guy,<00:08:15.880> too.

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Yeah.<00:08:17.960> Yeah,<00:08:18.160> what<00:08:18.360> podcast<00:08:18.760> do<00:08:18.840> you<00:08:18.919> like?

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Well,<00:08:19.680> it's<00:08:19.840> funny.<00:08:20.240> I'm<00:08:20.440> on<00:08:20.600> this<00:08:20.800> kick<00:08:21.040> now.

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Uh<00:08:21.760> I<00:08:21.840> came<00:08:22.120> back<00:08:22.400> to<00:08:22.600> it.<00:08:23.360> Uh<00:08:23.640> this<00:08:24.000> health<00:08:24.280> and<00:08:24.440> wellness<00:08:25.120> is<00:08:25.280> a<00:08:25.320> big<00:08:25.520> thing.

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Yeah.<00:08:26.520> So,<00:08:26.680> there's<00:08:26.840> a<00:08:26.880> couple<00:08:27.200> local<00:08:27.560> Stanford<00:08:28.000> professors,<00:08:28.880> uh<00:08:28.919> Dr.

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Peter<00:08:29.520> Attia<00:08:30.000> and<00:08:30.200> John<00:08:30.480> Huberman.<00:08:31.440> Oh,<00:08:31.600> yeah.

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And<00:08:32.039> I<00:08:32.120> follow<00:08:32.440> both<00:08:32.760> of<00:08:32.840> those<00:08:33.120> guys.<00:08:33.840> Uh<00:08:34.360> you<00:08:34.440> know,<00:08:34.560> according<00:08:34.919> to<00:08:35.000> them,<00:08:35.280> if<00:08:35.440> I<00:08:35.560> do<00:08:35.760> it<00:08:35.919> right,<00:08:36.159> I'm<00:08:36.240> going<00:08:36.360> to<00:08:36.440> live<00:08:36.640> to<00:08:36.760> be<00:08:36.880> 120,<00:08:37.640> but<00:08:37.840> we'll<00:08:38.080> we'll<00:08:38.240> see<00:08:38.400> about

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that,<00:08:38.960> Clint.<00:08:40.075> [laughter]<00:08:41.200> No,<00:08:41.440> yeah,<00:08:41.640> those<00:08:41.880> are<00:08:41.919> good.

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Those<00:08:42.200> guys<00:08:42.360> are<00:08:42.440> great.<00:08:42.960> Attia's<00:08:43.440> book<00:08:43.719> was<00:08:44.000> was<00:08:44.320> really<00:08:44.600> cool,<00:08:44.960> too,<00:08:45.240> actually.

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Um<00:08:46.480> that<00:08:46.600> was<00:08:46.720> a<00:08:46.760> great<00:08:47.000> book.<00:08:47.600> Uh<00:08:47.839> tell<00:08:48.040> me<00:08:48.160> what<00:08:48.280> you<00:08:48.400> think<00:08:48.600> about<00:08:49.320> um<00:08:49.600> how<00:08:49.720> have<00:08:49.880> you<00:08:49.960> thought<00:08:50.120> about<00:08:50.280> like<00:08:50.520> funding<00:08:50.920> the<00:08:51.040> business?

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Like<00:08:51.880> give<00:08:52.080> give<00:08:52.280> us<00:08:52.440> a<00:08:52.480> sense<00:08:52.800> for<00:08:52.960> like<00:08:53.720> how<00:08:53.839> long<00:08:54.080> the<00:08:54.160> business<00:08:54.480> has<00:08:54.600> been<00:08:54.720> around,<00:08:55.560> how<00:08:55.760> it<00:08:55.880> was<00:08:56.080> funded,<00:08:57.080> and<00:08:57.720> kind<00:08:58.000> of<00:08:58.360> what<00:08:58.600> what<00:08:58.760> its<00:08:58.920> prospects<00:08:59.440> are<00:08:59.720> you

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like<00:08:59.960> kind<00:09:00.120> of<00:09:00.200> moving<00:09:00.480> forward?<00:09:02.000> Yeah,<00:09:02.240> I<00:09:02.320> think<00:09:02.600> um<00:09:03.400> for<00:09:03.560> us,<00:09:03.760> the<00:09:03.880> way<00:09:04.240> we<00:09:04.440> feel<00:09:04.760> about<00:09:05.080> funding,<00:09:05.400> well,<00:09:05.520> a<00:09:05.560> couple<00:09:05.839> things<00:09:06.240> is<00:09:06.520> is<00:09:06.720> one,<00:09:06.960> the<00:09:07.080> days<00:09:07.480> of<00:09:07.600> free<00:09:07.760> capital

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are<00:09:08.240> gone.<00:09:09.560> So,<00:09:09.760> are<00:09:09.839> the<00:09:09.960> days<00:09:10.240> of<00:09:10.320> growing<00:09:10.600> at<00:09:10.680> all<00:09:10.800> costs.

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And<00:09:12.200> I<00:09:12.240> think<00:09:13.360> companies<00:09:13.720> have<00:09:13.839> either<00:09:14.040> adapted<00:09:14.520> to<00:09:14.600> that<00:09:14.920> or<00:09:15.040> they're<00:09:15.160> in<00:09:15.240> real<00:09:15.400> trouble.

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And<00:09:16.320> and<00:09:16.480> there's<00:09:16.680> some<00:09:16.920> that<00:09:17.080> are<00:09:17.160> on<00:09:17.280> both<00:09:17.480> sides<00:09:17.800> of<00:09:17.839> that.

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You<00:09:18.600> know,<00:09:18.920> our<00:09:19.160> goal<00:09:19.440> is<00:09:19.600> profitable<00:09:20.160> growth.

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Um<00:09:21.760> so,<00:09:22.120> that<00:09:22.520> if<00:09:22.680> we<00:09:22.800> do<00:09:22.960> have<00:09:23.080> to<00:09:23.200> raise<00:09:23.440> capital<00:09:23.800> in<00:09:23.839> the<00:09:23.960> future,<00:09:24.280> that's<00:09:24.520> our<00:09:24.680> choice.

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Not<00:09:26.240> anybody<00:09:26.560> else's.<00:09:27.520> And<00:09:27.600> I<00:09:27.640> think<00:09:27.839> for<00:09:27.960> me,<00:09:28.160> that's<00:09:28.920> really<00:09:29.320> important<00:09:29.800> is<00:09:29.920> to<00:09:29.960> control<00:09:30.320> your<00:09:30.440> own<00:09:30.640> optionality.

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We've<00:09:32.600> been<00:09:32.720> around<00:09:33.080> for<00:09:33.200> 12<00:09:33.520> years<00:09:33.760> right<00:09:33.960> now.

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Uh<00:09:35.040> we're<00:09:35.200> growing.<00:09:35.680> We're<00:09:35.880> able<00:09:36.040> to<00:09:36.160> reinvest<00:09:36.720> in<00:09:36.800> the<00:09:36.839> business.

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So,<00:09:37.440> we're<00:09:37.560> just<00:09:37.760> trying<00:09:37.960> to<00:09:38.000> be<00:09:38.120> really<00:09:38.400> smart<00:09:39.240> about<00:09:39.480> where<00:09:39.600> we<00:09:39.720> make<00:09:40.000> those<00:09:40.240> investments,<00:09:41.560> whether<00:09:41.800> it<00:09:41.880> be<00:09:41.960> in<00:09:42.080> people,<00:09:42.520> product,<00:09:43.000> or<00:09:43.080> technology.

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So,<00:09:46.880> give<00:09:47.040> me<00:09:47.160> a<00:09:47.200> sense<00:09:47.480> for<00:09:47.640> kind<00:09:47.800> of<00:09:47.880> like<00:09:48.040> the<00:09:48.160> macroeconomic<00:09:49.160> environment<00:09:49.680> and<00:09:49.760> how<00:09:49.880> are<00:09:49.960> you<00:09:50.080> thinking<00:09:50.320> about<00:09:50.520> it<00:09:50.640> for<00:09:50.760> 2026?

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Obviously,<00:09:51.720> 2025<00:09:52.280> a<00:09:52.320> little<00:09:52.480> bit<00:09:52.640> volatile,<00:09:53.560> particularly<00:09:53.920> the<00:09:54.000> first<00:09:54.280> half<00:09:54.440> of<00:09:54.520> the<00:09:54.600> year<00:09:54.840> with<00:09:55.000> tariffs<00:09:55.400> and<00:09:55.520> things<00:09:55.720> like<00:09:55.840> that.

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I<00:09:56.040> don't<00:09:56.160> know<00:09:56.240> if<00:09:56.280> that<00:09:56.440> affected<00:09:56.840> you<00:09:57.880> all<00:09:58.000> that<00:09:58.200> much,<00:09:58.480> but<00:09:59.040> give<00:09:59.200> me<00:09:59.320> a<00:09:59.440> sense<00:09:59.720> for<00:09:59.960> how<00:10:00.120> you<00:10:00.320> think<00:10:00.520> about<00:10:01.240> going<00:10:01.520> into<00:10:01.720> 2026,<00:10:02.440> where<00:10:02.640> we<00:10:02.840> are<00:10:03.360> from<00:10:03.520> a<00:10:03.600> macroeconomic

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perspective.<00:10:05.360> Yeah,<00:10:05.600> I<00:10:05.720> think,<00:10:06.080> you<00:10:06.200> know,<00:10:06.720> uncertainty<00:10:07.480> is<00:10:07.640> not<00:10:07.920> good<00:10:08.160> for<00:10:08.320> any<00:10:08.520> business<00:10:09.200> and<00:10:09.600> and<00:10:09.880> no<00:10:10.040> one's<00:10:10.280> immune<00:10:10.600> from<00:10:10.760> that,<00:10:10.960> including<00:10:11.360> us.

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And<00:10:12.585> the<00:10:12.890> way<00:10:13.195> it<00:10:13.500> would<00:10:13.805> show<00:10:14.110> up<00:10:14.415> in<00:10:14.720> our<00:10:15.025> business<00:10:15.330> is<00:10:15.635> if<00:10:15.940> somebody<00:10:16.245> was<00:10:16.550> going<00:10:16.855> to<00:10:17.160> make<00:10:17.465> a<00:10:17.770> regular<00:10:18.075> large<00:10:18.380> multi-year<00:10:18.685> commitment,<00:10:18.990> maybe<00:10:19.295> they<00:10:19.600> drag

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their<00:10:20.040> feet<00:10:20.320> a<00:10:20.360> little<00:10:20.600> bit,<00:10:20.840> maybe<00:10:21.080> they<00:10:21.200> get<00:10:21.360> procurement<00:10:22.000> involved<00:10:22.760> in<00:10:22.880> a<00:10:22.920> way<00:10:23.120> that<00:10:23.280> they<00:10:23.400> hadn't<00:10:23.720> before,<00:10:24.160> so<00:10:24.280> it<00:10:24.360> just<00:10:24.560> slows<00:10:24.920> things<00:10:25.280> down.

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So,<00:10:26.800> that's<00:10:27.040> the<00:10:27.160> way<00:10:27.840> uncertainty<00:10:28.520> shows<00:10:28.840> up<00:10:29.000> for<00:10:29.200> us.

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I<00:10:30.240> think<00:10:30.560> really<00:10:30.960> what's<00:10:31.200> happening<00:10:31.640> in<00:10:31.760> this<00:10:31.960> environment<00:10:32.520> in<00:10:32.600> the<00:10:32.680> economy<00:10:33.160> where<00:10:33.320> it<00:10:33.440> is<00:10:33.560> still<00:10:33.920> a<00:10:34.000> bit<00:10:34.360> uncertain,<00:10:35.680> is<00:10:36.440> you<00:10:36.560> got<00:10:36.840> to<00:10:36.960> focus<00:10:37.320> on<00:10:37.440> delivering<00:10:37.880> value

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for<00:10:38.400> customers,<00:10:39.160> so<00:10:39.320> it's<00:10:39.520> less<00:10:39.800> of<00:10:39.920> a<00:10:39.960> pricing<00:10:40.400> discussion<00:10:41.480> and<00:10:41.600> it's<00:10:41.760> more<00:10:41.960> about<00:10:42.160> the<00:10:42.280> value<00:10:42.680> that<00:10:42.839> you<00:10:42.960> deliver<00:10:43.960> versus<00:10:44.600> what<00:10:44.800> the<00:10:44.880> contract<00:10:45.440> size<00:10:45.760> is.

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So,<00:10:46.000> if<00:10:46.120> I<00:10:46.480> if<00:10:46.600> I<00:10:46.680> can<00:10:46.800> show<00:10:47.040> you<00:10:47.200> that<00:10:47.400> I'm<00:10:47.520> going<00:10:47.640> to<00:10:47.720> make<00:10:47.960> you<00:10:48.120> two,<00:10:48.360> three,<00:10:48.640> four<00:10:49.040> x<00:10:49.240> the<00:10:49.360> money<00:10:50.200> for<00:10:50.360> your<00:10:50.480> investment,<00:10:51.280> that's<00:10:51.440> a<00:10:51.520> much<00:10:51.839> better<00:10:52.280> conversation<00:10:53.160> than,

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"Hey,<00:10:53.839> it's<00:10:54.000> going<00:10:54.120> to<00:10:54.200> cost<00:10:54.480> you<00:10:54.560> 500k<00:10:55.800> to<00:10:55.920> do<00:10:56.040> business<00:10:56.400> with<00:10:56.560> Branch."

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Yeah.<00:10:58.480> Yeah.<00:10:59.680> That's<00:10:59.920> a<00:10:59.960> great<00:11:00.200> way<00:11:00.280> to<00:11:00.360> look<00:11:00.520> at<00:11:00.640> it,<00:11:00.760> actually.

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What<00:11:01.720> do<00:11:01.800> you<00:11:01.880> think<00:11:02.160> I'm<00:11:02.320> sure<00:11:02.440> you<00:11:02.520> think<00:11:02.640> about<00:11:02.800> this<00:11:02.920> all<00:11:03.000> the<00:11:03.080> time,<00:11:03.240> but<00:11:03.400> the<00:11:03.480> changes<00:11:03.920> in<00:11:04.040> privacy<00:11:04.640> and<00:11:04.760> how<00:11:04.920> that<00:11:05.080> affects<00:11:05.400> marketing<00:11:05.920> and<00:11:06.040> how<00:11:06.160> do<00:11:06.280> you<00:11:06.400> think

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about<00:11:07.560> privacy<00:11:08.080> and<00:11:08.200> how<00:11:08.280> does<00:11:08.440> Branch<00:11:08.839> deal<00:11:09.000> with<00:11:09.160> all<00:11:09.320> of<00:11:09.400> that?

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Yeah,<00:11:10.120> I<00:11:10.160> know.<00:11:10.400> I<00:11:10.520> mean,<00:11:10.800> it<00:11:11.160> is<00:11:11.400> front<00:11:11.680> and<00:11:11.839> center,<00:11:12.160> Clint,<00:11:12.400> for<00:11:12.560> everything<00:11:13.000> that<00:11:13.160> we<00:11:13.320> do,<00:11:14.240> cuz<00:11:14.880> and<00:11:15.120> especially<00:11:15.600> being<00:11:15.800> a<00:11:15.839> global<00:11:16.240> business,<00:11:17.360> like<00:11:17.520> it's<00:11:17.680> not

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just<00:11:18.360> in<00:11:18.480> this<00:11:18.720> market<00:11:19.080> that<00:11:19.240> we<00:11:19.360> have<00:11:19.480> to<00:11:19.560> be<00:11:19.680> mindful<00:11:20.200> of.

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We<00:11:20.440> have<00:11:20.560> to<00:11:20.680> be<00:11:20.800> mindful<00:11:21.280> of<00:11:21.400> Europe,<00:11:22.200> Middle<00:11:22.600> East,<00:11:22.920> you<00:11:23.040> name<00:11:23.360> it.

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So,<00:11:24.320> it's<00:11:24.520> front<00:11:24.720> and<00:11:24.839> center<00:11:25.120> for<00:11:25.320> everything<00:11:25.800> that<00:11:26.000> we<00:11:26.160> do.

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And<00:11:27.240> if<00:11:27.320> there's<00:11:27.560> a<00:11:27.640> line<00:11:28.120> that<00:11:28.400> that<00:11:28.760> draws<00:11:29.200> a<00:11:29.280> line<00:11:29.560> for<00:11:29.680> privacy,<00:11:30.200> we<00:11:30.320> take<00:11:30.640> two<00:11:30.839> steps<00:11:31.200> back<00:11:32.360> [uh]<00:11:32.640> we<00:11:32.760> always<00:11:33.160> want<00:11:33.280> to<00:11:33.400> make<00:11:33.640> sure<00:11:33.800> that<00:11:33.920> we're<00:11:34.040> on<00:11:34.160> the<00:11:34.240> right<00:11:34.480> side

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of<00:11:35.280> [uh]<00:11:35.360> of<00:11:35.440> that<00:11:35.600> equation,<00:11:36.040> that's<00:11:36.200> for<00:11:36.280> sure.<00:11:37.120> Yeah.

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And<00:11:38.360> [uh]<00:11:38.480> are<00:11:38.640> you<00:11:38.840> seeing<00:11:39.520> like<00:11:39.880> more<00:11:40.240> security<00:11:40.840> issues,<00:11:41.440> more<00:11:41.680> so<00:11:41.840> cyber<00:11:42.160> security?<00:11:42.440> Do<00:11:42.480> you<00:11:42.560> think<00:11:42.720> that<00:11:42.880> becomes<00:11:43.200> more<00:11:43.400> and<00:11:43.480> more<00:11:43.800> of<00:11:44.000> a<00:11:45.160> [um]<00:11:45.400> not<00:11:45.600> that<00:11:45.720> it<00:11:45.840> already<00:11:46.080> isn't

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already,<00:11:46.640> but<00:11:46.800> more<00:11:47.000> and<00:11:47.080> more<00:11:47.200> of<00:11:47.320> a<00:11:47.360> focus<00:11:47.760> for<00:11:47.880> companies<00:11:48.400> given,<00:11:48.880> you<00:11:49.000> know,<00:11:49.400> AI<00:11:49.840> is<00:11:50.040> all<00:11:50.320> you<00:11:50.400> know,<00:11:50.520> it<00:11:50.600> can<00:11:50.680> do<00:11:50.760> all<00:11:50.840> these<00:11:51.040> good<00:11:51.200> things,<00:11:51.480> it<00:11:51.560> can<00:11:51.640> also<00:11:51.840> do<00:11:51.920> all

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these<00:11:52.120> bad<00:11:52.360> things.<00:11:52.920> Yeah,<00:11:53.440> it's<00:11:53.760> it's<00:11:53.880> one<00:11:54.040> of<00:11:54.080> the<00:11:54.200> things<00:11:54.520> we<00:11:54.680> see,<00:11:55.280> [uh]<00:11:55.440> Clint,<00:11:55.760> in<00:11:55.840> a<00:11:55.880> major<00:11:56.280> way,<00:11:57.200> [uh]<00:11:57.520> is<00:11:57.920> is<00:11:58.320> the<00:11:58.480> increase<00:11:58.920> of<00:11:59.040> fraud.

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[Uh]<00:12:00.840> and<00:12:01.040> and<00:12:01.200> we're<00:12:01.320> really<00:12:01.800> we've<00:12:02.040> got<00:12:02.360> a<00:12:02.440> fraud<00:12:02.760> product<00:12:03.160> right<00:12:03.360> now<00:12:03.600> that<00:12:03.800> helps<00:12:04.160> identify<00:12:05.720> [uh]<00:12:06.720> unvalidated<00:12:07.440> app<00:12:07.640> installs<00:12:08.240> and

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things<00:12:08.720> like<00:12:08.960> that.<00:12:09.920> [Uh]<00:12:10.080> but<00:12:10.200> we<00:12:10.320> see<00:12:10.440> this<00:12:10.680> product<00:12:11.320> [uh]<00:12:11.560> or<00:12:11.680> we<00:12:11.800> see<00:12:11.920> this<00:12:12.440> [uh]<00:12:12.600> this<00:12:12.760> issue<00:12:13.000> growing<00:12:13.440> in<00:12:13.520> an<00:12:13.640> energetic<00:12:14.200> world.

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So,<00:12:15.760> we're<00:12:15.920> making<00:12:16.200> some<00:12:16.360> bets<00:12:16.600> right<00:12:16.800> now<00:12:17.080> on<00:12:17.360> on<00:12:17.920> [um]<00:12:18.320> R&D<00:12:19.280> to<00:12:19.400> get<00:12:19.520> in<00:12:19.600> front<00:12:19.840> of<00:12:19.920> that.

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So,<00:12:20.600> so<00:12:20.760> that's<00:12:20.960> something<00:12:21.280> that<00:12:21.520> we<00:12:22.120> [uh]<00:12:22.480> we<00:12:22.600> see<00:12:23.320> is<00:12:23.440> both<00:12:23.680> an<00:12:23.760> opportunity<00:12:24.280> to<00:12:24.400> add<00:12:24.560> more<00:12:24.760> value<00:12:25.120> for<00:12:25.280> our<00:12:25.400> customers<00:12:25.960> and<00:12:26.080> opportunity<00:12:26.560> to<00:12:26.640> grow<00:12:26.840> the<00:12:26.920> business.

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[Uh]<00:12:28.960> yeah,<00:12:29.560> I<00:12:29.600> I<00:12:29.760> see<00:12:30.200> I<00:12:30.280> I<00:12:30.320> imagine<00:12:30.680> that's<00:12:30.840> a<00:12:30.920> critical<00:12:31.400> critical<00:12:31.920> need<00:12:32.240> for<00:12:32.360> a<00:12:32.400> lot<00:12:32.640> of<00:12:32.760> your<00:12:33.000> clients<00:12:33.480> and<00:12:33.600> customers,<00:12:34.120> right?

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Is<00:12:35.160> how<00:12:35.240> do<00:12:35.320> you<00:12:35.440> figure<00:12:35.720> that<00:12:35.960> piece<00:12:36.320> out?

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Even<00:12:37.720> for<00:12:37.880> our<00:12:38.040> own<00:12:38.800> [uh]<00:12:39.280> our<00:12:39.440> own<00:12:39.600> advertising<00:12:40.200> efforts,<00:12:40.560> which<00:12:40.720> are<00:12:40.839> modest<00:12:41.400> compared<00:12:41.760> to<00:12:41.839> a<00:12:41.880> lot<00:12:42.120> of<00:12:42.200> our<00:12:42.320> customers,<00:12:43.720> but<00:12:43.839> we've<00:12:44.000> seen<00:12:44.280> a<00:12:44.360> ton<00:12:44.720> of<00:12:44.800> click<00:12:45.080> fraud

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even<00:12:45.600> on<00:12:45.760> our<00:12:45.880> modest<00:12:46.360> spend.<00:12:47.440> And<00:12:47.520> if<00:12:47.640> all<00:12:47.760> of<00:12:47.839> a<00:12:47.880> sudden<00:12:48.200> you<00:12:48.320> see<00:12:48.520> 5<00:12:48.880> 10%<00:12:49.760> of<00:12:49.880> that<00:12:50.120> that's<00:12:50.360> fraudulent<00:12:51.080> or<00:12:51.280> bots,<00:12:52.320> and<00:12:52.440> you<00:12:52.520> can<00:12:52.640> eliminate<00:12:53.240> that,<00:12:53.480> it

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just<00:12:53.880> ups<00:12:54.120> your<00:12:54.240> ability<00:12:54.640> to<00:12:54.760> perform<00:12:55.240> better.

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So,<00:12:55.839> that's<00:12:56.120> that<00:12:56.560> kind<00:12:56.720> of<00:12:56.800> value<00:12:57.160> creation<00:12:57.600> part<00:12:57.880> of<00:12:57.960> this<00:12:58.080> whole<00:12:58.280> equation.

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What<00:12:59.720> is<00:12:59.839> the<00:13:00.000> best<00:13:00.440> paid<00:13:00.880> channel<00:13:01.880> currently?

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Like,<00:13:02.680> what's<00:13:02.880> the<00:13:03.000> best<00:13:03.280> paid<00:13:03.560> marketing<00:13:04.480> like<00:13:04.880> where<00:13:05.080> should<00:13:05.280> your<00:13:05.440> dollars<00:13:05.880> go?

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Well,<00:13:06.600> I<00:13:06.640> think<00:13:06.839> I<00:13:06.920> think<00:13:07.080> it<00:13:07.160> depends,<00:13:07.760> really.<00:13:08.040> It<00:13:08.120> depends<00:13:08.520> on<00:13:08.600> what<00:13:08.720> your<00:13:08.880> business<00:13:09.360> is.

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You<00:13:10.160> know,<00:13:10.280> if<00:13:10.440> you<00:13:10.560> skew<00:13:10.920> younger,<00:13:11.360> you're<00:13:11.480> going<00:13:11.600> to<00:13:11.680> go<00:13:11.839> for<00:13:11.960> the<00:13:12.040> social<00:13:12.400> media<00:13:12.760> channels,<00:13:13.280> for<00:13:13.440> sure.

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[Uh]<00:13:14.600> emerging<00:13:14.960> brands,<00:13:15.600> same<00:13:15.880> sort<00:13:16.120> of<00:13:16.240> thing.

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[Uh]<00:13:17.520> depends<00:13:18.160> on<00:13:18.560> on<00:13:18.800> your<00:13:18.960> vertical.

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[Uh]<00:13:20.455> you<00:13:20.750> might<00:13:21.046> go<00:13:21.341> in<00:13:21.636> a<00:13:21.931> different<00:13:22.227> direction<00:13:22.522> if<00:13:22.817> you're<00:13:23.112> in<00:13:23.408> financial<00:13:23.703> services<00:13:23.998> [uh]<00:13:24.293> than<00:13:24.589> you<00:13:24.884> would<00:13:25.179> if<00:13:25.474> you're<00:13:25.770> a<00:13:26.065> media<00:13:26.360> company.

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So,<00:13:27.120> it<00:13:27.240> really<00:13:27.560> depends.<00:13:29.000> [Uh]<00:13:29.280> but<00:13:29.440> I<00:13:29.480> would<00:13:29.680> also<00:13:30.000> say<00:13:30.240> that<00:13:30.520> TikTok<00:13:31.040> is<00:13:31.240> front<00:13:31.440> and<00:13:31.560> center<00:13:31.840> for<00:13:32.000> everybody<00:13:33.000> and<00:13:33.120> they<00:13:33.200> want<00:13:33.360> to<00:13:33.520> make<00:13:33.760> sure<00:13:34.000> that<00:13:34.160> they're<00:13:34.280> leveraging

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that<00:13:35.280> [uh]<00:13:35.360> platform<00:13:35.920> appropriately.<00:13:37.400> The<00:13:37.560> other<00:13:37.760> thing,<00:13:38.120> Clint,<00:13:38.440> that<00:13:38.600> we<00:13:38.720> see<00:13:38.920> a<00:13:39.000> lot<00:13:39.360> of,<00:13:39.520> too,<00:13:39.720> is<00:13:39.840> people<00:13:40.160> are<00:13:40.240> starting<00:13:40.600> to<00:13:40.720> come<00:13:41.080> to<00:13:41.280> us<00:13:41.480> and<00:13:41.600> saying,<00:13:42.480> "Hey,<00:13:42.680> how

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do<00:13:42.920> you<00:13:43.040> connect<00:13:43.640> with<00:13:43.760> the<00:13:43.920> influencer<00:13:44.880> or<00:13:45.080> content<00:13:45.560> creator<00:13:45.960> community?"

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Because<00:13:47.440> we've<00:13:47.600> seen<00:13:47.840> that<00:13:48.080> become<00:13:48.520> such<00:13:48.800> an<00:13:48.880> important<00:13:49.440> part<00:13:49.880> of<00:13:50.040> marketing<00:13:50.520> now.

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Mhm.<00:13:51.640> [Uh]<00:13:52.120> so<00:13:52.480> so<00:13:53.160> it's<00:13:53.360> early<00:13:53.640> days<00:13:54.000> on<00:13:54.120> that<00:13:54.320> front<00:13:54.560> for<00:13:54.800> us,<00:13:55.080> but<00:13:55.320> but<00:13:55.440> we're<00:13:55.560> starting<00:13:55.960> to<00:13:56.040> get<00:13:56.160> those<00:13:56.400> inquiries<00:13:56.960> on<00:13:57.120> how<00:13:57.240> we<00:13:57.360> can<00:13:57.480> help<00:13:57.680> customers<00:13:58.200> engage<00:13:58.600> there.

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Yeah,<00:14:00.080> I<00:14:00.160> imagine.<00:14:00.760> Yeah,<00:14:00.960> that's<00:14:01.280> a<00:14:01.360> that's<00:14:01.600> a<00:14:02.280> Isn't<00:14:02.600> it<00:14:02.840> amazing<00:14:03.480> the<00:14:03.640> growth<00:14:03.960> of<00:14:04.080> TikTok<00:14:04.560> and<00:14:04.640> how<00:14:04.760> it<00:14:04.840> just<00:14:05.000> kind<00:14:05.160> of<00:14:05.280> blew<00:14:05.600> up<00:14:05.880> and<00:14:05.960> it's<00:14:06.120> now<00:14:06.320> like<00:14:06.520> the<00:14:06.640> most

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important<00:14:08.320> platform.<00:14:09.200> That's<00:14:09.440> right.

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Well,<00:14:10.360> you<00:14:10.440> know,<00:14:10.800> so<00:14:11.000> funny<00:14:11.320> for<00:14:11.480> me.<00:14:11.720> I've<00:14:11.920> got<00:14:12.360> [uh]<00:14:12.720> [uh]<00:14:13.120> a<00:14:13.240> college<00:14:13.720> student<00:14:14.280> [uh]<00:14:14.480> in<00:14:14.640> the<00:14:14.760> household<00:14:15.960> who<00:14:16.120> actually<00:14:16.720> is<00:14:16.880> her<00:14:17.120> own<00:14:17.400> influencer<00:14:18.760> and

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represents<00:14:19.480> a<00:14:19.560> brand<00:14:20.360> and<00:14:20.800> and<00:14:21.400> depending<00:14:21.880> on<00:14:21.960> how<00:14:22.120> much<00:14:22.320> engagement<00:14:23.160> [uh]<00:14:23.400> that<00:14:23.560> she<00:14:23.680> drives,<00:14:24.440> that's<00:14:24.640> how<00:14:24.760> much<00:14:24.960> she<00:14:25.080> makes.

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And<00:14:26.360> this<00:14:26.520> is<00:14:26.680> the<00:14:26.800> new<00:14:26.960> model,<00:14:27.400> right?<00:14:27.720> And<00:14:28.000> and<00:14:28.160> it<00:14:28.320> really<00:14:28.600> is<00:14:28.760> powerful.

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So,<00:14:30.120> I'm<00:14:30.280> excited<00:14:30.680> to<00:14:30.720> have<00:14:30.839> a<00:14:30.880> front<00:14:31.160> row<00:14:31.280> seat<00:14:31.560> and<00:14:31.680> watching<00:14:31.960> her<00:14:32.120> do<00:14:32.280> her<00:14:32.480> thing.

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Yeah,<00:14:33.040> that<00:14:33.200> is<00:14:33.400> fascinating.<00:14:34.200> Yeah,<00:14:34.400> that<00:14:34.640> is<00:14:34.880> fascinating.

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[Uh]<00:14:36.440> what<00:14:36.640> makes<00:14:36.839> a<00:14:36.880> great<00:14:37.120> leader<00:14:37.400> to<00:14:37.560> you?

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Like<00:14:38.360> what<00:14:38.560> when<00:14:38.720> you<00:14:38.839> think<00:14:39.040> of<00:14:39.120> a<00:14:39.200> great<00:14:39.400> leader,<00:14:39.640> maybe<00:14:39.960> like<00:14:40.360> one,<00:14:40.760> like<00:14:41.160> who<00:14:41.480> comes<00:14:41.760> to<00:14:41.839> mind<00:14:42.240> and<00:14:42.400> two,<00:14:42.800> kind<00:14:43.000> of<00:14:43.080> what<00:14:43.360> values<00:14:44.040> or<00:14:44.200> ethics<00:14:45.000> should<00:14:45.200> a<00:14:45.240> great<00:14:45.680> leader

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have?<00:14:47.120> Well,<00:14:47.800> a<00:14:47.839> great<00:14:48.080> leader<00:14:48.280> that<00:14:48.440> comes<00:14:48.760> to<00:14:48.839> mind<00:14:49.200> is<00:14:49.520> is<00:14:49.960> I<00:14:50.040> had<00:14:50.200> the<00:14:50.320> opportunity<00:14:51.400> [uh]<00:14:51.640> when<00:14:51.760> I<00:14:51.839> was<00:14:51.960> at<00:14:52.040> Yahoo<00:14:52.440> to<00:14:52.560> work<00:14:52.760> with<00:14:52.880> Jeff<00:14:53.400> Weiner<00:14:54.640> who

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went<00:14:54.960> on<00:14:55.160> to<00:14:55.280> become<00:14:55.720> the<00:14:55.839> CEO<00:14:56.320> of<00:14:56.440> LinkedIn.

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[Uh]<00:14:58.280> and<00:14:58.520> Jeff<00:14:59.240> was<00:14:59.560> was<00:14:59.839> really<00:15:00.520> [uh]<00:15:00.920> great<00:15:01.440> at<00:15:01.680> setting<00:15:02.160> really<00:15:02.520> clear<00:15:02.800> objectives.

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And<00:15:04.200> it<00:15:04.320> would<00:15:04.440> only<00:15:04.680> be<00:15:04.839> three,<00:15:05.160> maybe<00:15:05.640> four<00:15:06.200> at<00:15:06.520> tops.

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And<00:15:08.400> we<00:15:08.520> would<00:15:08.680> talk<00:15:09.000> about<00:15:09.320> those<00:15:09.560> objectives<00:15:10.600> every<00:15:11.080> public<00:15:11.560> session,<00:15:12.040> every<00:15:12.360> all<00:15:12.520> hands,<00:15:13.440> how<00:15:13.640> are<00:15:13.760> you<00:15:13.800> doing<00:15:14.040> against<00:15:14.400> those.

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And<00:15:15.640> if<00:15:15.720> people<00:15:15.960> are<00:15:16.040> focused<00:15:16.400> on<00:15:16.520> those<00:15:16.680> objectives,<00:15:17.960> the<00:15:18.080> job<00:15:18.520> of<00:15:18.600> the<00:15:18.720> CEO,<00:15:19.480> in<00:15:19.880> this<00:15:20.080> case<00:15:20.360> Jeff<00:15:20.720> or<00:15:20.920> me,<00:15:21.680> is<00:15:21.880> to<00:15:21.960> get<00:15:22.120> out<00:15:22.280> of<00:15:22.360> the<00:15:22.440> way<00:15:22.640> and<00:15:22.720> make<00:15:22.880> sure<00:15:23.000> you<00:15:23.120> knock

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out<00:15:23.520> roadblocks.<00:15:24.960> And<00:15:25.080> I<00:15:25.160> think<00:15:25.400> for<00:15:25.560> me<00:15:26.560> clear,<00:15:27.400> focused<00:15:28.720> focus<00:15:29.000> on<00:15:29.120> taking<00:15:29.440> friction<00:15:29.800> out<00:15:29.960> of<00:15:30.000> the<00:15:30.120> system<00:15:31.240> and<00:15:31.360> then<00:15:31.600> of

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course<00:15:32.080> putting<00:15:32.400> the<00:15:32.480> best<00:15:33.840> employees<00:15:34.560> or<00:15:34.680> best<00:15:34.960> players<00:15:35.360> on<00:15:35.480> the<00:15:35.600> field<00:15:36.480> is<00:15:36.680> really<00:15:36.960> kind<00:15:37.160> of<00:15:37.240> that<00:15:37.520> secret<00:15:38.360> [um]<00:15:38.960> [uh]<00:15:39.240> kind<00:15:39.440> of<00:15:40.200> recipe

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for<00:15:40.960> creating<00:15:41.320> a<00:15:41.360> great<00:15:41.600> company.<00:15:42.880> Yeah.

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[Uh]<00:15:44.040> finally<00:15:44.560> we<00:15:44.760> end<00:15:44.960> every<00:15:45.240> interview<00:15:45.560> with<00:15:45.680> the<00:15:45.760> same<00:15:46.000> question<00:15:46.480> and<00:15:46.600> that<00:15:46.800> is<00:15:46.920> at<00:15:47.080> ceo.com<00:15:47.800> we<00:15:47.960> believe<00:15:48.240> the<00:15:48.360> chances<00:15:48.800> one<00:15:49.160> gives<00:15:50.240> is<00:15:50.440> just<00:15:50.720> as<00:15:50.800> important<00:15:51.160> as<00:15:51.240> the

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chances<00:15:51.760> one<00:15:51.920> takes.<00:15:52.840> When<00:15:53.080> you<00:15:53.360> hear<00:15:53.600> that<00:15:53.920> who<00:15:54.080> gave<00:15:54.280> you<00:15:54.400> a<00:15:54.480> chance<00:15:54.800> to<00:15:54.880> get<00:15:55.000> you<00:15:55.120> to<00:15:55.200> where<00:15:55.400> you<00:15:55.560> are<00:15:55.680> today?

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God,<00:15:56.880> you<00:15:56.960> know,<00:15:57.080> it's<00:15:57.280> it's<00:15:57.520> such<00:15:57.800> a<00:15:57.840> tough<00:15:58.200> question.

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It's<00:15:58.960> a<00:15:59.040> good<00:15:59.440> good<00:15:59.640> one<00:15:59.800> to<00:15:59.920> end<00:16:00.200> on<00:16:00.360> because<00:16:01.600> if<00:16:01.760> you<00:16:01.880> think<00:16:02.160> back<00:16:02.560> on<00:16:02.680> your<00:16:02.840> career<00:16:04.080> [uh]<00:16:04.360> every<00:16:04.640> chance<00:16:05.000> you<00:16:05.120> got<00:16:05.440> and<00:16:05.520> every<00:16:05.720> time<00:16:06.320> you<00:16:06.800> were

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put<00:16:07.240> in<00:16:07.320> a<00:16:07.400> situation<00:16:08.080> where<00:16:08.200> you<00:16:08.280> were<00:16:08.440> uncomfortable<00:16:09.320> or<00:16:09.440> questioned<00:16:09.920> whether<00:16:10.120> you<00:16:10.240> could<00:16:10.400> do<00:16:10.560> it<00:16:11.360> [uh]<00:16:11.640> those<00:16:11.920> are<00:16:12.000> the<00:16:12.120> ones<00:16:12.400> that<00:16:12.520> make<00:16:12.760> you<00:16:12.880> who<00:16:13.040> you<00:16:13.160> are<00:16:13.320> today.

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[Uh]<00:16:14.640> if<00:16:14.800> I<00:16:14.840> had<00:16:14.960> to<00:16:15.040> pick<00:16:15.360> one<00:16:15.600> of<00:16:15.680> them,<00:16:16.080> I<00:16:16.200> would<00:16:16.480> say<00:16:17.520> [uh]<00:16:18.160> when<00:16:18.760> we<00:16:18.880> combined<00:16:19.880> [uh]<00:16:20.400> three<00:16:20.800> or<00:16:21.000> four<00:16:21.320> companies<00:16:22.080> at<00:16:22.440> Yahoo<00:16:23.000> into

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one<00:16:24.480> predominately<00:16:25.800> [uh]<00:16:25.880> Overture<00:16:26.440> Yahoo,<00:16:26.880> I<00:16:26.960> got<00:16:27.160> tapped<00:16:27.480> on<00:16:27.560> the<00:16:27.640> shoulder<00:16:28.040> to<00:16:28.160> lead<00:16:28.400> that<00:16:28.600> effort<00:16:30.200> [uh]<00:16:30.320> it<00:16:30.360> was<00:16:30.480> super<00:16:30.760> complex<00:16:31.600> and

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doing<00:16:31.960> it<00:16:32.040> in<00:16:32.280> in<00:16:32.440> the<00:16:32.520> public<00:16:32.880> environment<00:16:33.520> where<00:16:33.640> you've<00:16:33.720> got<00:16:33.920> stockholders,<00:16:35.480> [uh]<00:16:35.560> employees,<00:16:36.120> everybody<00:16:36.560> doing<00:16:36.800> it.

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That<00:16:37.000> was<00:16:37.160> probably<00:16:37.720> the<00:16:37.800> big<00:16:38.080> bet<00:16:38.440> for<00:16:38.600> me<00:16:39.680> [uh]<00:16:40.280> that<00:16:40.839> they<00:16:41.000> made<00:16:41.280> on<00:16:41.440> me<00:16:41.600> to<00:16:41.720> lead<00:16:41.920> that<00:16:42.160> effort<00:16:42.600> and<00:16:42.720> then<00:16:42.880> that<00:16:43.080> subsequently<00:16:44.280> led<00:16:44.480> me<00:16:44.560> to<00:16:44.640> my<00:16:44.760> first<00:16:45.080> CEO

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role<00:16:45.839> which<00:16:46.000> subsequently<00:16:46.520> led<00:16:46.680> me<00:16:46.800> to<00:16:46.920> an<00:16:47.000> executive<00:16:47.440> role<00:16:47.640> at<00:16:47.720> Adobe<00:16:48.160> and<00:16:48.280> onward<00:16:48.640> and<00:16:48.720> onward,<00:16:49.160> but<00:16:49.760> yeah,<00:16:50.120> getting<00:16:50.400> that<00:16:50.640> first<00:16:50.920> break<00:16:51.280> to<00:16:51.360> do<00:16:51.520> something<00:16:52.160> at<00:16:52.400> massive

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scale<00:16:54.000> [uh]<00:16:54.160> thousands<00:16:54.640> of<00:16:54.720> employees,<00:16:55.440> billions<00:16:55.839> of<00:16:55.920> dollars,<00:16:56.440> like<00:16:56.760> for<00:16:56.920> me<00:16:57.120> that<00:16:57.280> was<00:16:57.440> probably<00:16:58.400> an<00:16:58.520> inflection<00:16:59.040> point<00:16:59.240> in<00:16:59.320> my<00:16:59.440> career.

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Yeah,<00:17:00.600> that's<00:17:00.839> huge.<00:17:01.440> David,<00:17:01.800> thank<00:17:02.000> you<00:17:02.080> so<00:17:02.320> much<00:17:02.640> for<00:17:02.760> coming<00:17:03.000> on<00:17:03.080> the<00:17:03.160> show.

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What<00:17:03.600> an<00:17:03.720> honor<00:17:03.920> to<00:17:04.000> have<00:17:04.240> you.<00:17:04.439> Congratulations<00:17:05.199> on<00:17:05.280> everything<00:17:05.600> you're<00:17:05.720> building<00:17:06.280> and<00:17:06.880> hey,<00:17:07.079> happy<00:17:07.360> Thanksgiving<00:17:08.160> too.

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And<00:17:08.880> to<00:17:09.000> you<00:17:09.160> too<00:17:09.360> Clint.<00:17:09.600> Thanks<00:17:09.839> so<00:17:09.920> much.<00:17:10.199> I<00:17:10.280> appreciate<00:17:10.760> it.