Ajoy Krishnamoorthy wanted to stay in the product

Ajoy Krishnamoorthy was three months into his first job as a chief executive when he sat down with the CEO.com Podcast in the summer of 2024. He would hold the job for a little over two years. In April 2026, Cin7, the Denver inventory software company he ran, announced that Sheldon Cummings would replace him, effective April 20. The release said Krishnamoorthy was stepping down after a period of product investment, global expansion and customer growth, and quoted him calling the run one of the most rewarding of his career. He has not said what comes next.

That is worth knowing going in, because the conversation is a record of a particular idea about the job, made by someone who had just started it. Krishnamoorthy is a product person. He said so repeatedly. He had spent 15 of his first 18 months at Cin7 as its first chief product officer before the company promoted him in February 2024, and the question he was working out in real time was how much of that person a CEO gets to keep.

His answer, at three months, was most of it.

"As a CEO, I obviously have to let go of my CPO thing as well. I am still a product guy at heart, so I think about products a lot. There is not a week that goes by without me playing in the product; that's super important to me."

He met with a customer at least once a week and said a week without one felt wrong. He had set a goal of meeting every employee in the company and was about 90 percent there, keeping notes in OneNote on what each person told him so he could bring it up later. He took sales calls. He got on support escalations. When asked what a leader needs, the third thing he named was that no task is too small or too big, and he said he screens job candidates for the same thing. "Just because you're a CEO doesn't mean you're not doing a sales call, you're not getting on a support conversation, and you're dealing with customer escalation."

Then he described the counterargument, which came from a mentor. "It's important that you, as a CEO, stop thinking about today a lot. Start thinking about tomorrow and the future. You don't want to be always running; what's next? What's next? What's next? You have to think about the future. What are we doing in two or three years?" He said he was blocking time for that. He also said, more than once, that he had not figured it out.

Where the product instinct came from

Krishnamoorthy spent about 10 years at Microsoft, the first half on .NET and Visual Studio, the developer tools used to build software like Cin7. He wrote half a dozen technical books in that period and now advises against buying them, since the technology has moved on. The books are the point, though. He wanted to make clear how deep he went. The second half of the Microsoft run was business and strategy, working with partners on programs at global scale, and he got there because one manager decided a technical person could do it.

"If that manager looked at me and said, no, you're a technical guy; I don't think you can do this job of interacting with partners and defining programs that are on a massive global scale, my path would've been completely different."

After Microsoft, he spent roughly eight years at Acumatica, a cloud ERP company, leaving as executive vice president of product and chief strategy officer. He calls Microsoft his second graduate school and Acumatica his trade school. Somewhere in there, he also got an MBA at Ohio State, where a professor taught him what he calls the numbers behind the stories. He describes himself now as a product guy who is sales-driven and numbers-focused, which is another way of saying he does not want to build things because they are cool.

That is the frame he put on artificial intelligence. Two months into the CEO job, Cin7 bought Inventoro, a company founded in 2020 that does AI sales forecasting and replenishment. Krishnamoorthy's complaint about the industry is that everything gets called AI. His standard is that a use case comes first, and the technology second, and he described the inventory business as data-rich and insights-poor. A seller does not need every metric. A driver does not need the coolant temperature on the dashboard. "What is that important insight you need to know at the time with the context and the intent?" That, he said, was the thesis behind the acquisition.

What the customers told him

Cin7 sells to anyone who moves physical product: a jewelry maker who started in a garage and now sells on Shopify and Etsy, a wholesaler shipping to hospitals and hotels, an apparel manufacturer doing made-to-order. In 2024, the company said it had more than 8,000 customers in over 100 countries. Rubicon Technology Partners, the private equity firm that bought in during 2019, closed a $500 million continuation fund that November to extend its ownership of the company, with CVC Secondary Partners leading and BlackRock, Ares, Goldman Sachs and Schroders participating. Cin7 said at the time of Krishnamoorthy's appointment that annual recurring revenue had grown more than five times since Rubicon's investment.

The macro picture in mid-2024 was slower. Buying cycles had lengthened once the pandemic e-commerce surge faded, and it was an election year. Krishnamoorthy said Cin7 had modeled for all of it. But what he actually wanted to talk about was the gap between the news and the people using his software.

"I would say 95 percent plus of those customers, none of them tells me that the business is going to shrink this year, the business is going to be slowing down next year. They come out and tell me, I think we're going to double our business by the end of the year; we're going to have three times growth next year. You wouldn't believe there are some customer conversations that I walk out thinking I'm ready to punch the wall. I'm like, come on, show it to me. Give me, I'm ready."

He said watching a customer come in at under a million in revenue and grow to $50 million or $100 million was the best part of the job.

Ten percent

The principle he said he holds closest is that it is 10 percent what happens and 90 percent how you react. The week before the interview, he had been handling an escalation and said he had to talk himself out of running around. "What happened is what happened; now, what do we do?" He said he only really gets stressed when he could have done something differently and did not, and that things outside his control rarely get to him.

The rest of what he said about staying level was ordinary in the way that tends to be true. His kids kept him honest because, from the time they were five, he answered "how was work" with the actual answer, including the conflicts he could not solve, over his wife's objections. He works from Seattle and travels to Cin7's offices as often as he can because he found remote work during the pandemic hard. He reads several books at a time and, if pressed, recommends Crucial Conversations, Shoe Dog, and Bob Iger's memoir, the last of which he likes more than he likes Iger.

CEO.com ends every conversation by asking who gave the guest a chance, on the theory that the chances one gives are just as important as the chances one takes. Krishnamoorthy named the Microsoft manager and the Ohio State professor. He said the thing about those moments is that they do not register when they happen.

"At that point in time, you don't realize it; that's the beauty of all of this. When that happens, you go like, yeah, cool, thank you so much, thanks for taking the time, and you walk away. But then you look back from 5, 10, 15 years, and you go like, my gosh, that was a fork in the road, and they helped you take the right path."

00:00:00 Introduction and Welcome
00:00:32 Ajoy's Journey to Becoming CEO
00:03:02 Overview of Cin7 and Its Customers
00:04:53 A Typical Day in the Life of a CEO
00:07:08 How Ajoy Prioritizes His Day
00:09:43 Reading Recommendations and Staying Informed
00:13:00 Integrating AI into Cin7
00:15:22 Necessary Traits for Successful Leadership
00:16:42 Lessons Learned Throughout Ajoy's Career
00:18:23 Essential Tools and Apps for Productivity
00:19:51 Staying Grounded and Mental Health
00:22:04 Thoughts on the Macroeconomic Environment
00:25:33 The Importance of Giving and Receiving Chances

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I've<00:03:06.797> been<00:03:07.021> here<00:03:07.118> for<00:03:07.262> about<00:03:07.454> 18<00:03:07.823> months.

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15<00:03:09.187> of<00:03:09.283> those<00:03:09.507> 18<00:03:09.828> months,<00:03:10.085> I<00:03:10.149> was<00:03:10.309> the<00:03:10.405> Chief<00:03:10.630> Product<00:03:11.031> Officer<00:03:11.448> looking<00:03:11.704> at<00:03:11.785> our<00:03:12.009> product<00:03:12.314> offering.

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And<00:03:13.278> then<00:03:13.439> recently<00:03:13.955> took<00:03:14.165> on<00:03:14.278> as<00:03:14.439> a<00:03:14.504> CEO.

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So,<00:03:17.247> it's<00:03:17.344> a<00:03:17.473> cloud-based<00:03:18.038> inventory<00:03:18.554> management<00:03:19.103> software<00:03:19.926> company.

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Tell<00:03:22.473> us<00:03:22.619> like<00:03:23.105> use<00:03:23.348> cases.

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Who<00:03:23.866> are<00:03:23.931> your<00:03:24.093> customers?

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How<00:03:24.838> do<00:03:24.968> you<00:03:25.130> get<00:03:25.308> customers?

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Yep.

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So,<00:03:27.177> our<00:03:27.418> customers<00:03:27.900> are<00:03:27.980> essentially<00:03:28.639> anybody<00:03:29.041> that<00:03:29.185> sells<00:03:29.443> product,<00:03:30.166> right?

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So,<00:03:30.584> if<00:03:30.712> you<00:03:30.793> have,<00:03:31.371> you<00:03:31.451> know,<00:03:31.516> if<00:03:31.612> you've<00:03:31.693> gone<00:03:31.918> to<00:03:31.998> Amazon<00:03:32.817> and<00:03:32.962> ordered,<00:03:33.316> you<00:03:33.476> know,<00:03:33.685> who<00:03:33.782> doesn't<00:03:34.103> these<00:03:34.264> days,<00:03:34.457> right?

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Everybody.

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Yeah.

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So,<00:03:37.991> those<00:03:38.236> product<00:03:38.546> sellers<00:03:38.954> are<00:03:39.035> essentially<00:03:39.460> looking<00:03:39.803> at<00:03:39.950> ways<00:03:40.194> to<00:03:40.358> keep<00:03:40.602> track<00:03:40.913> of<00:03:41.453> How<00:03:41.549> many<00:03:41.838> orders<00:03:42.160> are<00:03:42.256> they<00:03:42.352> selling<00:03:43.204> and<00:03:43.702> in<00:03:43.862> what<00:03:44.087> timeframe?

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What<00:03:44.987> do<00:03:45.067> we<00:03:45.212> need<00:03:45.388> to<00:03:45.469> get<00:03:45.709> done<00:03:45.934> to<00:03:46.015> ship<00:03:46.272> it<00:03:46.834> in<00:03:46.914> a<00:03:46.995> timely<00:03:47.316> manner?

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Do<00:03:48.424> I<00:03:48.504> have<00:03:48.681> enough<00:03:48.922> stock?

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What's<00:03:49.886> my<00:03:50.095> holiday<00:03:50.368> going<00:03:50.480> to<00:03:50.528> look<00:03:50.576> like?

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Do<00:03:51.251> I<00:03:51.331> need<00:03:51.556> to<00:03:51.637> get<00:03:52.135> replenishment<00:03:52.777> done<00:03:53.034> so<00:03:53.163> I<00:03:53.259> have<00:03:53.420> enough<00:03:53.596> stock<00:03:53.966> to<00:03:54.062> go<00:03:54.158> sell<00:03:54.528> that?

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All<00:03:55.668> the<00:03:55.765> way<00:03:55.974> down<00:03:56.311> to<00:03:56.552> companies<00:03:57.034> that<00:03:57.194> actually<00:03:57.451> sell<00:03:57.821> online<00:03:58.463> and<00:03:58.640> in<00:03:58.720> a<00:03:58.801> retail<00:03:59.202> store<00:03:59.684> with<00:03:59.845> the<00:03:59.989> point-of-sale<00:04:00.567> systems,<00:04:01.853> companies<00:04:02.270> that<00:04:02.415> sell<00:04:02.720> primarily<00:04:03.298> to<00:04:03.378> wholesalers,<00:04:04.326> right?

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We<00:04:04.953> have<00:04:05.081> a<00:04:05.145> lot<00:04:05.322> of<00:04:05.451> customers<00:04:05.868> that<00:04:06.125> sell<00:04:06.720> to<00:04:07.100> big<00:04:07.300> retail<00:04:07.660> outlets<00:04:08.460> and<00:04:08.960> hospitals<00:04:09.600> and<00:04:10.240> hotels<00:04:10.800> and<00:04:10.920> so<00:04:11.080> on.

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So<00:04:11.580> a<00:04:11.620> lot<00:04:11.720> of<00:04:11.840> the<00:04:11.980> B2B<00:04:12.480> is<00:04:12.720> what<00:04:12.900> it's<00:04:13.060> called.

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And<00:04:14.580> then<00:04:14.740> also<00:04:14.940> manufacturers,<00:04:15.800> companies<00:04:16.120> that<00:04:16.380> produce<00:04:16.780> their<00:04:17.000> goods,<00:04:17.340> produce<00:04:17.660> as<00:04:17.900> in<00:04:18.080> they<00:04:18.160> could<00:04:18.340> just<00:04:18.540> be<00:04:18.740> doing<00:04:19.160> simple<00:04:19.480> assembly<00:04:19.980> and<00:04:20.680> then<00:04:20.840> ship<00:04:20.980> it.

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For<00:04:21.240> example,<00:04:22.280> customer<00:04:22.440> can<00:04:22.680> buy<00:04:22.920> 1,000<00:04:23.280> shampoos<00:04:23.700> and<00:04:23.900> 1,000<00:04:24.240> conditioners<00:04:24.780> and<00:04:24.960> create<00:04:25.300> a<00:04:25.560> bundle<00:04:25.740> that's<00:04:26.120> like<00:04:26.340> 2<00:04:26.520> shampoo,<00:04:26.900> 2<00:04:27.060> conditioner<00:04:27.380> bundle.

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So<00:04:28.420> that's<00:04:28.700> assembly,<00:04:29.500> right?

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And<00:04:30.480> the<00:04:31.020> customers<00:04:31.500> that<00:04:31.820> do<00:04:32.060> full-on<00:04:32.380> manufacturing,<00:04:33.120> they<00:04:33.240> either<00:04:33.540> do<00:04:33.880> made-to-stock<00:04:34.640> or<00:04:34.840> made-to-order.

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Whether<00:04:36.468> they're<00:04:36.694> producing<00:04:37.825> cosmetics<00:04:38.713> or<00:04:39.520> apparel<00:04:40.732> or<00:04:40.829> furniture.

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All<00:04:42.201> of<00:04:42.347> those<00:04:42.589> customers,<00:04:44.043> all<00:04:44.156> of<00:04:44.220> those<00:04:44.350> industries<00:04:45.511> rely<00:04:45.915> on<00:04:45.995> a<00:04:46.012> system<00:04:46.479> like<00:04:46.657> Syn7,<00:04:47.593> which<00:04:47.916> offers<00:04:48.238> that<00:04:48.416> kind<00:04:48.561> of<00:04:48.642> a<00:04:48.658> 360<00:04:49.368> view,<00:04:49.707> if<00:04:49.852> you<00:04:49.933> will.

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What<00:04:50.917> does<00:04:51.062> a<00:04:51.143> typical<00:04:51.546> day<00:04:51.707> look<00:04:51.885> like<00:04:52.127> for<00:04:52.208> you?

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Well,<00:04:54.185> it<00:04:54.266> has<00:04:54.411> changed<00:04:54.912> over<00:04:55.155> the<00:04:55.235> years.

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So<00:04:55.866> the<00:04:55.946> reason<00:04:56.302> now<00:04:56.528> that<00:04:56.835> I've<00:04:56.997> got<00:04:57.239> older<00:04:57.498> kids—<00:04:58.225> before,<00:04:58.629> my<00:04:58.774> life<00:04:59.017> was<00:04:59.114> centered<00:04:59.502> around<00:04:59.744> the<00:04:59.825> family<00:05:00.245> and<00:05:00.326> my<00:05:00.487> kids<00:05:00.730> and<00:05:00.891> whatnot.

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So<00:05:01.522> now<00:05:02.160> you<00:05:02.380> know,<00:05:02.440> I'm<00:05:02.600> an<00:05:02.780> empty<00:05:03.020> nester,<00:05:03.380> so<00:05:03.640> it's<00:05:03.800> a<00:05:04.180> little<00:05:04.340> different<00:05:04.720> schedule.

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Again,<00:05:06.960> I<00:05:07.460> would<00:05:07.540> start<00:05:07.820> by<00:05:08.020> saying,<00:05:08.200> I'm<00:05:08.300> sure<00:05:08.420> you've<00:05:08.580> heard<00:05:08.700> others<00:05:08.960> say<00:05:09.100> this<00:05:09.340> as<00:05:09.580> well.

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I<00:05:09.900> mean,<00:05:09.901> there's<00:05:10.040> no<00:05:10.220> typical<00:05:10.620> day,<00:05:11.400> and<00:05:11.960> that's<00:05:12.240> true.

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And<00:05:12.640> we<00:05:12.720> are<00:05:12.820> such<00:05:12.980> a<00:05:13.140> global<00:05:13.380> organization.

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You<00:05:14.320> know,<00:05:14.740> we<00:05:14.741> have,<00:05:14.920> you<00:05:14.940> know,<00:05:16.040> employees<00:05:16.041> in<00:05:16.280> 6—<00:05:16.860> our<00:05:16.861> offices<00:05:17.140> in<00:05:17.380> 6<00:05:17.600> countries,<00:05:18.040> employees<00:05:18.440> in<00:05:18.960> 8<00:05:19.320> or<00:05:19.460> so<00:05:19.680> countries.

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So<00:05:20.720> there's<00:05:20.800> always<00:05:21.120> a<00:05:21.340> little<00:05:21.460> bit<00:05:21.680> of<00:05:21.840> a,<00:05:22.140> you<00:05:22.180> know,<00:05:22.540> a<00:05:22.541> dynamic<00:05:22.920> nature<00:05:23.260> to<00:05:23.460> the<00:05:23.560> day<00:05:23.860> because<00:05:24.080> sometimes<00:05:24.480> you<00:05:24.680> start<00:05:24.940> pretty<00:05:25.200> early<00:05:25.500> with,<00:05:25.760> you<00:05:26.100> know,<00:05:26.180> talking<00:05:26.420> to<00:05:26.660> folks<00:05:26.800> from,<00:05:27.200> you<00:05:27.720> know,<00:05:27.820> other<00:05:28.080> regions,<00:05:28.560> and<00:05:28.760> then<00:05:28.920> you<00:05:29.040> end<00:05:29.360> the<00:05:29.580> late-night<00:05:29.900> calls<00:05:30.280> with,<00:05:30.600> you<00:05:30.960> know,<00:05:31.080> folks<00:05:31.380> in,<00:05:32.206> in<00:05:33.041> New<00:05:33.201> Zealand<00:05:33.907> and<00:05:34.309> Dubai<00:05:34.710> and<00:05:34.790> Sri<00:05:34.951> Lanka<00:05:35.256> and<00:05:35.352> India.

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So<00:05:35.753> there's<00:05:35.978> lots<00:05:36.234> of<00:05:36.860> variability.

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For<00:05:38.176> me,<00:05:39.107> the<00:05:39.203> foundational<00:05:39.829> thing<00:05:40.006> is,<00:05:40.231> I,<00:05:40.471> you<00:05:40.503> know,<00:05:40.648> we'll<00:05:40.808> probably<00:05:41.113> talk<00:05:41.370> more<00:05:41.514> about<00:05:41.771> this,<00:05:42.253> you<00:05:42.590> know,<00:05:42.814> as<00:05:42.911> a<00:05:42.975> CEO,<00:05:43.777> you<00:05:43.874> know,<00:05:44.002> I<00:05:44.163> obviously<00:05:44.564> have<00:05:44.740> to<00:05:44.885> let<00:05:45.061> go<00:05:45.222> of<00:05:45.366> my<00:05:45.462> CPO<00:05:46.024> thing<00:05:46.249> as<00:05:46.425> well.

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I<00:05:46.666> still<00:05:46.971> am<00:05:47.083> a<00:05:47.452> product<00:05:47.773> guy<00:05:47.950> at<00:05:48.094> heart.

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So<00:05:48.656> I<00:05:48.752> think<00:05:48.993> about<00:05:49.234> product<00:05:49.635> a<00:05:49.715> lot.

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There<00:05:50.614> is<00:05:50.694> not<00:05:50.903> a<00:05:50.999> week<00:05:51.240> goes<00:05:51.481> by<00:05:51.705> without<00:05:52.042> me<00:05:52.283> playing<00:05:52.604> in<00:05:52.684> the<00:05:52.845> product.

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That's<00:05:53.407> super<00:05:53.727> important<00:05:54.129> to<00:05:54.209> me.

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And<00:05:55.509> so<00:05:56.359> my<00:05:56.536> day<00:05:56.777> typically<00:05:57.242> consists<00:05:57.724> of,<00:05:57.900> you<00:05:57.964> know,<00:05:58.622> lots<00:05:58.863> of<00:05:59.008> meetings.

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And<00:06:00.533> most<00:06:00.806> of<00:06:00.870> them,<00:06:01.014> I'll<00:06:01.223> tell<00:06:01.271> you,<00:06:01.352> we're<00:06:01.512> super,<00:06:01.914> super<00:06:02.235> good<00:06:02.395> at<00:06:02.540> this.

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I<00:06:02.877> don't<00:06:03.118> go<00:06:03.214> to<00:06:03.358> meetings<00:06:03.663> just<00:06:03.840> to<00:06:04.001> be<00:06:04.161> there<00:06:04.386> and<00:06:04.482> listen.

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If<00:06:05.429> I<00:06:05.510> had<00:06:05.686> to<00:06:05.766> learn<00:06:05.991> something<00:06:06.328> and<00:06:06.489> listen,<00:06:06.874> yes,<00:06:07.051> that's<00:06:07.292> great.

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But<00:06:08.159> if<00:06:08.319> I<00:06:08.415> don't<00:06:08.624> have<00:06:08.736> anything<00:06:09.058> to<00:06:09.138> contribute<00:06:09.844> or<00:06:10.021> to<00:06:10.181> take<00:06:10.406> away,<00:06:10.807> I<00:06:10.920> typically<00:06:11.466> do<00:06:11.610> not<00:06:11.851> show<00:06:12.028> up<00:06:12.188> to<00:06:12.268> those<00:06:12.493> meetings.

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And<00:06:12.911> that's<00:06:13.135> something<00:06:13.408> that<00:06:13.553> we're<00:06:13.729> trying<00:06:14.034> to<00:06:14.179> get<00:06:14.339> everybody<00:06:14.821> to<00:06:14.917> feel<00:06:15.158> comfortable<00:06:15.624> about.

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So<00:06:16.603> a<00:06:16.667> lot<00:06:16.860> of<00:06:16.924> our<00:06:17.085> meetings<00:06:17.406> are<00:06:17.486> very<00:06:17.871> productive.

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There<00:06:19.156> are<00:06:19.252> meetings<00:06:19.637> that<00:06:19.798> we<00:06:19.958> run,<00:06:20.376> and<00:06:20.552> in<00:06:20.681> fact,<00:06:21.018> my<00:06:21.259> COO<00:06:21.804> has<00:06:21.981> actually<00:06:22.286> done<00:06:22.398> a<00:06:22.527> great<00:06:22.784> job,<00:06:23.330> where<00:06:23.570> there<00:06:23.667> are<00:06:23.827> meetings<00:06:24.132> that<00:06:24.309> we<00:06:24.453> run<00:06:24.630> that<00:06:24.855> we<00:06:25.080> we<00:06:25.144> tag<00:06:25.353> them<00:06:25.449> as<00:06:25.674> inform<00:06:26.172> only.

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We're<00:06:27.184> not<00:06:27.361> expecting<00:06:27.763> you<00:06:27.843> to<00:06:27.987> come<00:06:28.164> and<00:06:28.245> participate.

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No,<00:06:29.273> we<00:06:29.353> want<00:06:29.530> to<00:06:29.594> inform<00:06:30.012> you<00:06:30.156> of<00:06:30.253> some<00:06:30.526> topics.

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It's<00:06:31.056> super<00:06:31.377> important<00:06:31.699> for<00:06:31.859> all<00:06:31.956> of<00:06:32.100> you<00:06:32.197> to<00:06:32.406> hear,<00:06:32.502> whether<00:06:32.727> it's<00:06:32.823> 5<00:06:33.064> people<00:06:33.852> or,<00:06:34.173> you<00:06:34.205> know,<00:06:34.655> 500<00:06:35.073> people.

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We<00:06:35.539> just<00:06:35.715> do<00:06:35.860> this<00:06:36.037> very<00:06:36.213> specifically.

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But<00:06:37.788> other<00:06:37.965> meetings,<00:06:38.431> we<00:06:38.527> expect<00:06:38.929> people<00:06:39.250> to<00:06:39.395> collaborate<00:06:40.198> and<00:06:40.310> solve<00:06:40.776> whatever<00:06:41.162> we're<00:06:41.339> trying<00:06:41.580> to<00:06:41.660> solve<00:06:41.981> for.

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So<00:06:42.768> a<00:06:42.785> lot<00:06:43.026> of<00:06:43.106> meetings,<00:06:43.572> it<00:06:43.989> varies<00:06:44.648> depending<00:06:45.018> on<00:06:45.114> the<00:06:45.178> audience.

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I've<00:06:45.741> got<00:06:45.917> meetings<00:06:46.223> with<00:06:46.383> my<00:06:46.560> team<00:06:46.721> members,<00:06:47.187> my<00:06:47.347> leadership<00:06:47.829> team.

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I<00:06:48.729> tend<00:06:48.970> to<00:06:49.066> meet<00:06:49.356> with<00:06:49.468> the<00:06:49.677> customer<00:06:50.175> on<00:06:50.320> an<00:06:50.561> average<00:06:50.978> once<00:06:51.284> a<00:06:51.380> week.

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Some<00:06:52.247> weeks<00:06:52.487> it's<00:06:52.663> more<00:06:52.920> than<00:06:53.128> that.

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So,<00:06:53.850> you<00:06:53.930> know,<00:06:54.042> if<00:06:54.170> I<00:06:54.331> don't<00:06:54.587> go<00:06:54.972> talk<00:06:55.213> to<00:06:55.309> a<00:06:55.389> customer<00:06:55.806> in<00:06:55.886> a<00:06:56.030> week,<00:06:56.271> that's<00:06:56.495> usually<00:06:56.848> a<00:06:56.976> pretty<00:06:57.297> odd<00:06:57.473> week<00:06:57.714> for<00:06:57.874> me.

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And<00:06:59.237> that's<00:06:59.477> super<00:06:59.782> important,<00:07:00.279> right?

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You<00:07:00.615> know,<00:07:00.760> we<00:07:00.920> cannot<00:07:01.241> be<00:07:01.401> living<00:07:01.642> in<00:07:01.738> a<00:07:01.802> vacuum,<00:07:02.203> engaging<00:07:02.604> with<00:07:02.828> customers,<00:07:03.245> understanding<00:07:03.934> how<00:07:04.046> they're<00:07:04.207> using<00:07:04.447> the<00:07:04.608> product,<00:07:04.992> what<00:07:05.153> the<00:07:05.249> pain<00:07:05.553> point,<00:07:06.435> all<00:07:06.612> that<00:07:06.756> is<00:07:06.804> super,<00:07:07.173> super<00:07:07.493> important.

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And<00:07:09.033> so<00:07:09.257> how<00:07:09.401> do<00:07:09.481> you<00:07:09.562> decide<00:07:10.684> where<00:07:10.860> to<00:07:10.940> spend<00:07:11.245> your<00:07:11.405> time<00:07:11.806> each<00:07:12.063> day?

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Was<00:07:13.746> it<00:07:13.810> like<00:07:13.971> you<00:07:14.131> get<00:07:14.227> into<00:07:14.468> the<00:07:14.628> office<00:07:15.189> and<00:07:15.269> you've<00:07:15.349> got<00:07:15.526> all<00:07:15.654> these<00:07:15.894> meetings,<00:07:16.552> but<00:07:16.696> like<00:07:17.337> as<00:07:17.434> CEO,<00:07:17.834> there's<00:07:17.995> so<00:07:18.139> many<00:07:18.396> things<00:07:18.556> that<00:07:18.652> are<00:07:18.796> thrown<00:07:19.037> at<00:07:19.117> you,<00:07:19.213> so<00:07:19.438> many<00:07:19.662> things<00:07:19.855> you<00:07:19.983> can<00:07:20.159> work<00:07:20.416> on.

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Like,<00:07:20.800> how<00:07:20.881> do<00:07:21.025> you—<00:07:21.330> I<00:07:21.450> guess<00:07:21.550> what<00:07:21.710> I'm<00:07:21.830> asking<00:07:22.010> is<00:07:22.290> like,<00:07:22.390> how<00:07:22.410> do<00:07:22.510> you<00:07:22.650> prioritize<00:07:23.450> your<00:07:24.150> day?

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Yeah.

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I<00:07:26.050> mean,<00:07:26.170> there's<00:07:26.410> no<00:07:27.250> great<00:07:28.130> answer.

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I'm<00:07:28.870> not<00:07:29.050> here<00:07:29.190> to<00:07:29.270> tell<00:07:29.410> you<00:07:29.510> that<00:07:29.610> I<00:07:29.770> figured<00:07:29.910> it<00:07:30.130> out.

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Okay?

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And<00:07:32.451> I'm<00:07:33.050> naturally,<00:07:33.690> I'm<00:07:33.770> super<00:07:34.110> organized<00:07:34.510> with<00:07:34.830> things<00:07:35.070> that<00:07:35.210> I<00:07:35.370> care<00:07:35.590> about.

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Okay?

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And<00:07:37.050> I<00:07:37.270> say<00:07:37.350> it<00:07:37.530> that<00:07:37.730> way<00:07:37.870> because<00:07:38.070> I'm<00:07:38.310> also<00:07:38.590> super<00:07:39.270> unorganized<00:07:39.770> about<00:07:40.030> things<00:07:40.230> that<00:07:40.390> I<00:07:40.450> actually<00:07:40.650> couldn't<00:07:40.910> care<00:07:41.190> less.

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And,<00:07:42.770> you<00:07:42.771> know,<00:07:42.772> if<00:07:42.930> you<00:07:42.970> talk<00:07:43.070> to<00:07:43.190> my<00:07:43.310> wife<00:07:43.470> and<00:07:43.670> kids,<00:07:43.790> they'll<00:07:43.990> tell<00:07:44.190> you,<00:07:44.730> they'll<00:07:44.870> have<00:07:44.970> a<00:07:45.070> list<00:07:45.270> ready.

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But<00:07:47.030> the<00:07:47.190> things<00:07:47.370> that<00:07:47.490> I<00:07:47.610> care<00:07:47.830> about,<00:07:48.410> I<00:07:48.490> innately<00:07:49.050> are<00:07:49.670> super<00:07:49.930> organized.

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Simple<00:07:50.551> things.

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Like,<00:07:51.090> you<00:07:51.130> know,<00:07:51.230> people<00:07:51.310> always<00:07:51.330> say,<00:07:51.350> "Man,<00:07:51.370> you<00:07:51.390> seem<00:07:51.410> to<00:07:51.430> be<00:07:51.450> work—"<00:07:53.904> I<00:07:54.708> actually<00:07:55.109> don't,<00:07:55.816> but<00:07:55.913> I'm<00:07:56.154> very<00:07:56.411> responsive.

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That's<00:07:57.423> something<00:07:57.680> that<00:07:57.985> I<00:07:58.082> carry<00:07:58.483> pretty<00:07:59.544> seriously.

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So<00:08:00.877> responding<00:08:01.455> to<00:08:01.616> things,<00:08:01.937> when<00:08:02.403> people<00:08:02.725> reach<00:08:02.966> out<00:08:03.142> to<00:08:03.223> me,<00:08:03.528> I<00:08:03.624> take<00:08:03.849> it<00:08:03.930> super<00:08:04.203> seriously.

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And<00:08:04.765> if<00:08:04.974> I<00:08:04.990> have<00:08:05.135> a<00:08:05.151> response,<00:08:06.179> if<00:08:06.275> I<00:08:06.372> see<00:08:06.693> it,<00:08:06.902> I<00:08:06.982> have<00:08:07.159> no<00:08:07.577> reason<00:08:07.946> to<00:08:08.043> put<00:08:08.203> it<00:08:08.268> on<00:08:08.428> hold.

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I<00:08:08.846> just,<00:08:09.392> whether<00:08:09.585> it's<00:08:09.810> text,<00:08:10.131> whether<00:08:11.015> it's<00:08:11.256> Slack,<00:08:11.802> whether<00:08:11.995> it's<00:08:12.204> email,<00:08:13.087> if<00:08:13.248> I<00:08:13.264> have<00:08:13.425> time<00:08:13.762> and<00:08:13.843> I'm<00:08:13.987> looking<00:08:14.292> at<00:08:14.453> it<00:08:14.630> and<00:08:15.256> Clint<00:08:15.449> sent<00:08:15.674> me<00:08:15.754> a<00:08:15.770> note<00:08:15.979> saying,<00:08:16.220> "Ajay,<00:08:16.477> can<00:08:16.558> you<00:08:16.702> be<00:08:16.863> on<00:08:16.959> this<00:08:17.120> podcast?"<00:08:17.602> If<00:08:17.698> I<00:08:17.827> have<00:08:17.988> an<00:08:18.068> answer,<00:08:18.341> I'll<00:08:18.470> say,<00:08:18.630> "Yes,<00:08:18.887> I<00:08:19.048> am."<00:08:19.353> Or<00:08:19.450> I'm<00:08:19.691> like,<00:08:20.012> 'Klint,<00:08:20.252> I<00:08:20.396> cannot<00:08:20.653> commit<00:08:20.957> to<00:08:21.053> it.

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I'll<00:08:21.358> tell<00:08:21.518> you<00:08:21.614> in<00:08:21.694> a<00:08:21.775> week.'<00:08:22.512> So<00:08:22.880> I<00:08:22.896> think<00:08:23.121> that<00:08:23.281> helps<00:08:23.602> me<00:08:23.778> stay<00:08:24.098> on<00:08:24.259> top<00:08:24.563> of<00:08:24.723> things.

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That's<00:08:25.140> number<00:08:25.445> 1.

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Number<00:08:26.582> 2,<00:08:26.903> I'm<00:08:27.063> a<00:08:27.143> practitioner,<00:08:27.784> not<00:08:27.961> a<00:08:28.089> preacher,<00:08:28.746> right?

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So<00:08:29.227> for<00:08:29.387> me,<00:08:29.707> that's<00:08:29.948> super<00:08:30.332> important<00:08:30.717> to<00:08:30.765> be<00:08:30.909> able<00:08:31.150> to<00:08:31.246> know<00:08:31.615> the<00:08:31.775> things.

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So<00:08:32.192> I<00:08:32.416> tend<00:08:32.656> to<00:08:32.833> learn.

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And<00:08:33.810> it's<00:08:34.051> a<00:08:34.115> super,<00:08:34.660> you<00:08:34.692> know,<00:08:34.836> it's<00:08:35.236> a<00:08:35.461> crazy<00:08:35.797> thing<00:08:36.022> to<00:08:36.214> strike<00:08:36.599> a<00:08:36.679> balance<00:08:37.144> because<00:08:37.384> you<00:08:37.416> don't<00:08:37.560> want<00:08:37.688> to<00:08:37.801> get<00:08:37.897> into<00:08:38.201> a<00:08:38.217> micromanaging<00:08:38.939> situation.

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But<00:08:40.189> at<00:08:40.269> the<00:08:40.301> same<00:08:40.669> time,<00:08:40.830> you<00:08:40.910> don't<00:08:41.006> want<00:08:41.134> to<00:08:41.166> be<00:08:41.407> too<00:08:41.647> disconnected<00:08:42.272> from<00:08:42.448> what's<00:08:42.689> going<00:08:42.993> on<00:08:43.073> in<00:08:43.169> the<00:08:43.250> business.

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So<00:08:44.452> for<00:08:44.596> me,<00:08:44.772> the<00:08:44.916> prioritization,<00:08:45.637> there's<00:08:45.814> no<00:08:45.974> magic<00:08:46.311> formula.

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It's<00:08:47.080> about<00:08:47.400> like<00:08:47.577> things<00:08:47.881> that<00:08:48.121> matters<00:08:48.602> to<00:08:48.763> you,<00:08:48.939> things<00:08:49.163> that<00:08:49.323> you<00:08:49.500> think<00:08:49.660> is<00:08:49.740> going<00:08:49.884> to<00:08:49.981> drive<00:08:50.878> impact<00:08:51.423> to<00:08:51.504> the<00:08:51.664> business,<00:08:52.145> to<00:08:52.289> the<00:08:52.386> customers,<00:08:52.931> to<00:08:53.011> the<00:08:53.107> partners,<00:08:54.230> I<00:08:54.390> try<00:08:54.647> to<00:08:54.791> prioritize<00:08:55.433> them<00:08:56.058> over<00:08:56.234> anything<00:08:56.635> else.

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And<00:08:57.758> naturally,<00:08:58.319> the<00:08:58.480> day<00:08:58.704> gets<00:08:58.880> organized<00:08:59.346> like<00:08:59.522> that.

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My<00:08:59.987> EA<00:09:00.099> does<00:09:00.324> a<00:09:00.388> great<00:09:00.564> job<00:09:00.821> of<00:09:00.949> making<00:09:01.206> sure<00:09:01.446> those<00:09:01.767> meetings<00:09:02.088> are<00:09:02.232> prioritized<00:09:02.874> over<00:09:03.034> other<00:09:03.291> conversations.

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And<00:09:04.654> then<00:09:04.814> same<00:09:05.055> thing<00:09:05.231> in<00:09:05.375> terms<00:09:05.616> of<00:09:05.776> me<00:09:05.937> spending<00:09:06.482> time.

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One<00:09:07.364> of<00:09:07.396> the<00:09:07.540> things<00:09:07.717> I'm<00:09:07.925> also<00:09:08.246> learning,<00:09:08.807> Clint,<00:09:09.144> this<00:09:09.208> is<00:09:09.368> my<00:09:09.625> first<00:09:09.898> time<00:09:10.042> as<00:09:10.186> a<00:09:10.202> CEO<00:09:10.748> and<00:09:10.828> I'm<00:09:10.988> 3<00:09:11.149> months<00:09:11.469> in.

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So<00:09:11.950> I'm<00:09:12.111> not<00:09:12.207> here<00:09:12.431> to<00:09:12.512> say<00:09:12.736> I<00:09:12.752> figured<00:09:13.057> it<00:09:13.137> all<00:09:13.378> out.

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One<00:09:14.356> of<00:09:14.420> the<00:09:14.757> things<00:09:14.997> one<00:09:15.094> of<00:09:15.158> my<00:09:15.302> mentors<00:09:15.639> recently<00:09:16.040> told<00:09:16.280> me<00:09:16.441> is,<00:09:17.082> It's<00:09:17.227> important<00:09:17.788> that<00:09:18.045> you,<00:09:18.205> as<00:09:18.863> a<00:09:18.927> CEO,<00:09:20.147> stop<00:09:20.548> thinking<00:09:20.852> about<00:09:21.157> today<00:09:22.441> a<00:09:22.537> lot.

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Start<00:09:23.355> thinking<00:09:23.660> about<00:09:23.901> tomorrow<00:09:24.366> and<00:09:24.462> the<00:09:24.542> future,<00:09:25.489> right?

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You<00:09:26.002> don't<00:09:26.163> want<00:09:26.291> to<00:09:26.371> be<00:09:26.532> always<00:09:27.029> running,<00:09:27.655> what's<00:09:28.393> next,<00:09:28.634> what's<00:09:28.874> next,<00:09:29.179> what's<00:09:29.356> next?

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You<00:09:30.061> got<00:09:30.238> to<00:09:30.302> think<00:09:30.463> about<00:09:30.783> what's<00:09:30.960> the<00:09:31.104> future?

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What<00:09:31.906> are<00:09:32.003> we<00:09:32.179> in<00:09:32.324> 2,<00:09:32.484> 3<00:09:32.709> years?

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Where<00:09:33.062> are<00:09:33.094> we<00:09:33.206> going<00:09:33.366> to<00:09:33.447> be<00:09:34.570> from<00:09:34.810> an<00:09:34.891> industry<00:09:35.356> standpoint,<00:09:35.853> from<00:09:36.014> a<00:09:36.094> customer<00:09:36.495> standpoint?

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So<00:09:37.457> I<00:09:37.618> tend<00:09:37.859> to<00:09:38.420> block<00:09:38.805> out<00:09:38.966> and<00:09:39.062> spend<00:09:39.319> some<00:09:39.543> time<00:09:40.008> reading<00:09:40.265> about<00:09:40.490> stuff<00:09:40.907> that's<00:09:41.067> happening<00:09:41.452> in<00:09:41.484> the<00:09:41.565> industry<00:09:42.046> and<00:09:42.126> so<00:09:42.431> on.

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What<00:09:43.954> reading<00:09:44.194> recommendations<00:09:44.836> would<00:09:44.980> you<00:09:45.060> have<00:09:45.317> for<00:09:45.397> us?

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Is<00:09:45.717> there—<00:09:46.022> I<00:09:46.038> mean,<00:09:46.198> aside<00:09:46.519> from<00:09:46.679> your<00:09:46.839> books,<00:09:47.160> and<00:09:47.320> we'll<00:09:47.593> put<00:09:47.657> those<00:09:47.817> in<00:09:47.865> the<00:09:47.962> links<00:09:48.426> before,<00:09:49.324> but<00:09:49.548> what<00:09:49.725> reading<00:09:49.965> recommendations<00:09:50.687> would<00:09:50.831> you<00:09:50.911> have<00:09:51.168> for<00:09:51.312> us?

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What<00:09:52.001> does<00:09:52.193> a<00:09:52.290> typical<00:09:52.915> reading<00:09:53.796> week,<00:09:54.374> month,<00:09:54.935> look—<00:09:55.416> day<00:09:56.057> look<00:09:56.217> like<00:09:56.457> for<00:09:56.538> you?

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Yeah,<00:09:57.660> I<00:09:57.676> know<00:09:57.820> my<00:09:57.980> books<00:09:58.221> are<00:09:58.301> pretty<00:09:58.541> dated.

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I<00:09:58.958> don't<00:09:59.118> think<00:09:59.263> anybody<00:09:59.583> should<00:09:59.808> be<00:09:59.904> buying<00:10:00.289> it.

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So<00:10:00.561> if<00:10:00.770> you<00:10:00.850> really<00:10:01.106> want<00:10:01.411> it,<00:10:01.507> please<00:10:01.812> go<00:10:01.972> for<00:10:02.164> it.

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But<00:10:02.453> I<00:10:02.549> don't,<00:10:02.773> I<00:10:02.805> don't<00:10:03.014> think<00:10:03.190> the<00:10:03.350> technology<00:10:03.831> has<00:10:03.992> changed<00:10:04.232> so<00:10:04.473> much<00:10:05.434> since,<00:10:06.172> since<00:10:06.396> those<00:10:06.637> came<00:10:06.861> out.

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It's<00:10:07.919> a<00:10:07.983> mix<00:10:08.320> of<00:10:08.480> things,<00:10:08.945> right?

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I<00:10:09.442> don't<00:10:09.650> have<00:10:09.763> any<00:10:09.923> specific<00:10:10.708> podcasts<00:10:11.189> that<00:10:11.285> I<00:10:11.382> follow<00:10:11.927> or<00:10:12.167> newsletter<00:10:12.648> that<00:10:12.792> I<00:10:12.969> read<00:10:13.674> vigorously.

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There<00:10:14.235> are<00:10:14.315> a<00:10:14.331> few<00:10:14.540> view.

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But<00:10:15.357> it's<00:10:15.533> not<00:10:16.110> something<00:10:16.495> that<00:10:16.575> I<00:10:16.655> go<00:10:16.815> back<00:10:17.135> and<00:10:17.296> watch<00:10:17.616> and<00:10:17.696> listen<00:10:18.097> and<00:10:18.257> read.

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You<00:10:19.715> know,<00:10:19.924> from<00:10:21.126> one<00:10:21.286> of<00:10:21.318> the<00:10:21.446> things<00:10:21.622> that<00:10:21.686> I<00:10:21.879> actually<00:10:22.119> said,<00:10:22.424> maybe<00:10:22.680> I<00:10:22.728> don't<00:10:22.904> know<00:10:23.049> if<00:10:23.161> it's<00:10:23.305> super<00:10:23.545> common<00:10:23.866> now<00:10:24.170> these<00:10:24.347> days,<00:10:24.587> but<00:10:24.827> the<00:10:24.907> social<00:10:25.468> media,<00:10:25.869> actually,<00:10:26.093> there's<00:10:26.334> so<00:10:26.526> much<00:10:26.830> good<00:10:27.071> thing<00:10:27.295> to<00:10:27.391> learn<00:10:27.568> about.

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Like,<00:10:28.433> I<00:10:28.577> follow<00:10:28.898> a<00:10:28.978> lot<00:10:29.138> of<00:10:29.170> folks<00:10:30.099> on<00:10:30.196> Twitter,<00:10:31.141> and<00:10:31.317> there's<00:10:31.702> so<00:10:32.022> many<00:10:32.279> things<00:10:32.455> that's<00:10:32.679> going<00:10:32.920> on<00:10:33.000> that<00:10:33.224> keep<00:10:33.465> me<00:10:33.705> up<00:10:33.865> to<00:10:33.961> date<00:10:34.186> with<00:10:34.362> what's<00:10:34.586> happening<00:10:35.003> in<00:10:35.227> latest<00:10:35.500> and<00:10:35.628> greatest.

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In<00:10:36.750> our<00:10:36.990> business,<00:10:37.391> like<00:10:37.551> our<00:10:37.727> customers,<00:10:38.432> I<00:10:38.528> told<00:10:38.689> you<00:10:38.753> about<00:10:38.865> this,<00:10:39.041> Clint,<00:10:39.233> like<00:10:39.554> the<00:10:39.746> industry<00:10:40.227> is<00:10:40.788> far<00:10:41.110> and<00:10:41.254> wide.

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We<00:10:42.041> have<00:10:42.202> customers<00:10:42.684> in<00:10:43.165> fashion<00:10:43.503> and<00:10:43.583> apparel.

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We<00:10:44.049> have<00:10:44.209> customers<00:10:44.627> in<00:10:44.788> beauty<00:10:45.029> and<00:10:45.173> cosmetics.

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We<00:10:45.800> have<00:10:45.944> customers<00:10:46.394> in<00:10:46.715> food<00:10:47.823> and<00:10:48.241> beverage.

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So,<00:10:49.430> I<00:10:49.542> follow<00:10:49.847> some<00:10:50.024> of<00:10:50.152> those<00:10:50.409> clients'<00:10:50.811> accounts<00:10:51.293> too<00:10:51.759> and<00:10:51.871> influencers<00:10:52.578> in<00:10:52.658> those<00:10:52.899> areas<00:10:53.782> to<00:10:54.007> understand<00:10:54.650> what<00:10:54.762> is<00:10:54.907> happening<00:10:55.308> there.

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What<00:10:55.613> are<00:10:55.645> some<00:10:55.870> of<00:10:55.919> the<00:10:56.015> key<00:10:56.368> innovations<00:10:56.914> that's<00:10:57.155> going<00:10:57.460> on?

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Just<00:10:58.199> to<00:10:58.408> have<00:10:58.617> that<00:10:58.986> understanding<00:11:00.046> top<00:11:00.368> of<00:11:00.448> mind.

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I<00:11:01.637> read<00:11:02.054> books.

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I<00:11:02.456> actually<00:11:02.761> never<00:11:03.082> read<00:11:03.323> one<00:11:03.500> book.

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I<00:11:03.901> read<00:11:04.222> many<00:11:04.544> books.

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I,<00:11:06.214> you<00:11:06.246> know,<00:11:06.375> it's<00:11:06.503> because<00:11:06.857> I,<00:11:07.194> maybe<00:11:07.419> it's<00:11:07.676> to<00:11:07.708> do<00:11:07.820> with<00:11:08.077> my<00:11:08.238> attention<00:11:08.639> span.

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So<00:11:09.426> I<00:11:09.602> usually<00:11:09.923> got<00:11:10.083> a<00:11:10.163> couple<00:11:10.403> of<00:11:10.484> books<00:11:10.708> that<00:11:10.820> I'm<00:11:10.948> reading,<00:11:11.349> you<00:11:11.605> know,<00:11:11.830> at<00:11:11.926> the<00:11:12.006> same<00:11:12.326> time.

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Right<00:11:13.272> at<00:11:13.368> the<00:11:13.448> moment,<00:11:13.849> I'm<00:11:13.993> actually<00:11:14.249> reading<00:11:14.586> something<00:11:15.291> very<00:11:15.531> finance-oriented,<00:11:16.733> largely<00:11:17.134> because<00:11:17.518> my<00:11:17.695> kids<00:11:17.935> have<00:11:18.079> been<00:11:18.400> super,<00:11:19.441> you<00:11:19.874> know,<00:11:20.419> influencing<00:11:20.900> me<00:11:21.060> super<00:11:21.461> much,<00:11:21.717> you<00:11:21.877> know,<00:11:21.957> very<00:11:22.166> much<00:11:22.406> on<00:11:22.502> that<00:11:22.743> direction.

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So<00:11:23.592> I'm<00:11:23.784> reading<00:11:24.025> this<00:11:24.185> book<00:11:24.345> called<00:11:26.204> Caesar's<00:11:26.669> Palace<00:11:27.069> Coup.

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This<00:11:27.887> is<00:11:28.031> about<00:11:28.752> the<00:11:28.832> big<00:11:29.072> takeover<00:11:29.537> that<00:11:29.681> happened<00:11:29.954> between<00:11:30.434> the<00:11:31.011> Caesar's<00:11:31.380> management<00:11:31.877> and<00:11:31.957> Apollo.

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I'm<00:11:32.582> just<00:11:32.934> 2nd<00:11:33.303> chapter<00:11:33.639> in.

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It's<00:11:33.944> fascinating<00:11:34.537> stuff.

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On<00:11:35.258> the<00:11:35.386> leveraged<00:11:35.787> buyout<00:11:36.124> and<00:11:36.220> so<00:11:36.509> on.

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And<00:11:37.487> I'm<00:11:37.711> also<00:11:38.128> getting<00:11:38.368> through<00:11:38.609> a<00:11:38.689> book<00:11:38.913> called<00:11:39.234> "More<00:11:39.410> Money<00:11:39.651> Than<00:11:39.811> God."<00:11:40.950> Super<00:11:41.414> fascinating<00:11:41.976> to<00:11:42.056> understand<00:11:42.521> about<00:11:43.338> the<00:11:43.563> inner<00:11:43.819> workings<00:11:44.236> of<00:11:44.445> all<00:11:44.605> that.

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So<00:11:45.342> that's<00:11:45.567> what<00:11:45.615> I'm<00:11:45.823> reading.

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I<00:11:46.881> wouldn't<00:11:47.122> recommend<00:11:47.427> that<00:11:47.603> to<00:11:47.731> anybody.

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And<00:11:49.831> Izzy<00:11:49.992> was<00:11:50.216> asking<00:11:50.473> me<00:11:50.553> as<00:11:50.713> we<00:11:50.761> were<00:11:50.809> preparing,<00:11:51.274> we<00:11:51.306> were<00:11:51.354> talking<00:11:51.611> about<00:11:51.835> the<00:11:51.996> books,<00:11:52.701> that<00:11:52.813> a<00:11:52.878> couple<00:11:53.102> of<00:11:53.134> the<00:11:53.278> books<00:11:53.439> that<00:11:53.583> I<00:11:53.759> really<00:11:54.000> recommend<00:11:54.481> to<00:11:54.561> people<00:11:54.882> when<00:11:55.042> they<00:11:55.122> come<00:11:55.347> in<00:11:55.443> and<00:11:55.539> say,<00:11:55.747> "Hey,<00:11:55.924> what<00:11:56.068> would<00:11:56.228> you<00:11:56.324> recommend?"<00:11:57.206> One<00:11:57.351> of<00:11:57.383> them<00:11:57.543> is<00:11:57.767> a<00:11:57.832> book<00:11:57.992> called<00:11:58.232> "Crucial<00:11:58.633> Conversations."<00:11:59.771> I<00:11:59.868> don't<00:12:00.092> know<00:12:00.188> if<00:12:00.333> you<00:12:00.381> have<00:12:00.573> heard<00:12:00.733> about<00:12:00.974> it,<00:12:01.134> read<00:12:01.359> it.

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Oh<00:12:01.695> yeah.

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Really<00:12:02.256> fascinating<00:12:02.818> book.

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I<00:12:03.122> actually<00:12:03.443> use<00:12:03.555> it<00:12:03.683> as<00:12:03.779> a<00:12:03.796> reference<00:12:04.260> manual.

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I've<00:12:05.303> bought<00:12:05.543> probably,<00:12:06.426> you<00:12:06.522> know,<00:12:06.746> 10<00:12:06.971> copies<00:12:07.548> and<00:12:07.709> I've<00:12:07.949> given<00:12:08.206> it<00:12:08.334> to<00:12:08.431> friends<00:12:09.393> and<00:12:09.634> family.

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Maybe<00:12:10.259> there's<00:12:10.484> a<00:12:10.516> subtle<00:12:10.837> message<00:12:11.238> there.

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But<00:12:13.307> it's<00:12:13.547> such<00:12:13.740> an<00:12:13.820> important<00:12:14.365> book.

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You<00:12:14.847> know,<00:12:15.087> constantly<00:12:15.729> reminds<00:12:16.130> me<00:12:16.274> of<00:12:16.322> a<00:12:16.370> lot<00:12:16.531> of<00:12:16.563> stuff<00:12:16.932> in<00:12:17.076> terms<00:12:17.333> of<00:12:17.413> how<00:12:17.654> we<00:12:17.814> think<00:12:17.974> about<00:12:18.199> conversations<00:12:19.017> and<00:12:19.097> the<00:12:19.177> perspectives<00:12:19.883> you<00:12:19.915> need<00:12:20.140> to<00:12:20.284> have.

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So<00:12:21.182> that's<00:12:21.375> the<00:12:21.503> one<00:12:21.664> good<00:12:21.888> book.

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And<00:12:22.289> then<00:12:22.466> the<00:12:22.690> other<00:12:23.332> couple<00:12:23.589> that<00:12:23.733> I<00:12:23.893> usually<00:12:24.294> refer<00:12:24.631> to<00:12:24.775> people<00:12:25.032> is<00:12:25.176> one<00:12:25.337> is<00:12:25.433> Shoe<00:12:25.674> Dog.

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This<00:12:26.556> is<00:12:26.716> Phil<00:12:26.877> Knight's<00:12:27.262> book,<00:12:27.438> you<00:12:27.534> know,<00:12:27.679> Nike's<00:12:28.160> founder.

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Really<00:12:29.283> fascinating<00:12:29.989> book.

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There's<00:12:30.470> so<00:12:30.630> much<00:12:30.887> in<00:12:30.919> it.

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Anybody<00:12:31.448> and<00:12:31.528> everybody<00:12:31.929> can<00:12:32.154> learn<00:12:32.330> from<00:12:32.555> it.

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And<00:12:33.165> then<00:12:33.229> the<00:12:33.438> third<00:12:33.679> book<00:12:33.920> is,<00:12:34.722> you<00:12:34.754> know,<00:12:34.979> Bob<00:12:35.284> Iger.

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I'm<00:12:35.622> not<00:12:35.766> a<00:12:35.862> big<00:12:36.023> fan<00:12:36.248> of<00:12:36.344> him,<00:12:36.505> but<00:12:36.729> the<00:12:36.826> book,<00:12:37.629> The<00:12:37.773> Ride<00:12:37.950> of<00:12:38.046> a<00:12:38.110> Lifetime,<00:12:39.234> really<00:12:39.475> fascinating<00:12:40.117> book.

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There's<00:12:40.519> a<00:12:40.679> couple<00:12:40.936> of<00:12:41.145> good<00:12:41.257> examples<00:12:41.884> of<00:12:42.446> leadership<00:12:42.959> transition<00:12:44.051> and<00:12:44.196> trying<00:12:44.469> to<00:12:44.597> get<00:12:44.838> people<00:12:45.175> to<00:12:45.336> do<00:12:45.561> what<00:12:45.737> you<00:12:45.898> want<00:12:46.042> to<00:12:46.123> do<00:12:46.540> without<00:12:47.006> overly<00:12:47.584> coming<00:12:47.969> on<00:12:48.001> top<00:12:48.370> of<00:12:48.467> and<00:12:48.563> say,<00:12:49.189> I<00:12:49.270> am<00:12:49.430> the<00:12:49.510> CEO,<00:12:50.056> you<00:12:50.313> will<00:12:50.554> do<00:12:50.795> this,<00:12:51.100> right?

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And<00:12:51.807> how<00:12:51.935> do<00:12:52.063> you<00:12:52.401> change<00:12:52.722> that<00:12:52.882> mindset,<00:12:53.444> get<00:12:53.685> people<00:12:53.942> to<00:12:54.151> buy<00:12:54.392> into<00:12:54.633> your<00:12:54.745> idea<00:12:55.146> so<00:12:55.371> they<00:12:55.451> can<00:12:55.628> execute<00:12:56.094> with<00:12:56.190> a<00:12:56.254> lot<00:12:56.415> of<00:12:56.575> passion?

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So<00:12:57.057> there<00:12:57.105> are<00:12:57.137> lots<00:12:57.378> of<00:12:57.523> good<00:12:57.699> takeaways<00:12:58.502> from<00:12:58.743> books<00:12:58.968> like<00:12:59.145> that.

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How<00:13:00.286> are<00:13:00.414> you<00:13:00.575> thinking<00:13:00.832> about<00:13:01.137> artificial<00:13:01.555> intelligence<00:13:02.438> and<00:13:02.583> how<00:13:02.695> are<00:13:02.904> you<00:13:03.001> integrating<00:13:03.482> that<00:13:03.643> into<00:13:03.788> your<00:13:03.948> company?

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I'm<00:13:04.511> sure<00:13:04.687> that<00:13:04.832> that's<00:13:05.475> kind<00:13:05.571> of<00:13:05.651> been<00:13:05.748> a<00:13:05.892> big<00:13:06.310> topic<00:13:06.936> for<00:13:07.033> your<00:13:07.258> company<00:13:07.820> and<00:13:07.981> for<00:13:08.061> your<00:13:08.222> customers,<00:13:09.507> investors,<00:13:10.471> clients.

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I<00:13:10.888> mean,<00:13:11.194> literally<00:13:11.515> everyone<00:13:11.836> in<00:13:11.917> the<00:13:12.077> world<00:13:13.507> over<00:13:13.620> the<00:13:13.748> past,<00:13:14.166> you<00:13:14.246> know,<00:13:14.407> 2<00:13:14.551> to<00:13:14.648> 3<00:13:14.953> years<00:13:15.371> and<00:13:15.451> even<00:13:15.676> beyond<00:13:16.013> that.

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How<00:13:16.800> are<00:13:16.961> you<00:13:17.057> thinking<00:13:17.379> about<00:13:17.620> it?

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Absolutely.

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So<00:13:18.985> there<00:13:19.130> is<00:13:19.226> so<00:13:19.467> much<00:13:19.692> hype<00:13:19.933> about<00:13:20.174> AI,<00:13:20.592> Clint,<00:13:20.833> right?

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Everybody<00:13:21.716> talks<00:13:21.973> about<00:13:22.279> it.

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And<00:13:22.584> I<00:13:22.680> think<00:13:23.869> to<00:13:23.949> some<00:13:24.126> extent,<00:13:24.512> I<00:13:24.608> think<00:13:24.753> there's<00:13:24.929> some,<00:13:25.572> a<00:13:26.359> lot<00:13:26.535> of<00:13:26.680> companies,<00:13:27.435> especially<00:13:27.901> technology<00:13:28.447> companies,<00:13:28.864> are<00:13:29.025> being<00:13:29.763> a<00:13:29.812> little<00:13:30.069> too<00:13:31.434> crazy<00:13:31.851> about<00:13:32.220> calling<00:13:32.542> everything<00:13:32.959> AI,<00:13:33.826> right?

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So<00:13:34.967> the<00:13:35.047> way<00:13:35.208> we<00:13:35.432> think<00:13:35.593> about<00:13:35.914> this<00:13:36.107> is,<00:13:36.251> in<00:13:36.332> fact,<00:13:36.573> we<00:13:36.637> are<00:13:36.669> gonna<00:13:37.038> publish<00:13:37.552> a<00:13:37.681> paper<00:13:38.002> on<00:13:38.098> this<00:13:38.339> and<00:13:38.435> I'm<00:13:38.580> gonna<00:13:38.741> cover<00:13:39.046> this<00:13:39.287> in<00:13:39.527> one<00:13:39.640> of<00:13:39.704> the<00:13:39.784> keynotes<00:13:40.250> that<00:13:40.298> I'm<00:13:40.427> doing<00:13:40.668> in<00:13:40.748> a<00:13:40.828> month<00:13:41.053> or<00:13:41.133> so.

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We<00:13:42.258> think<00:13:42.434> about<00:13:42.691> this<00:13:42.836> and<00:13:42.916> we<00:13:43.061> call<00:13:43.237> it<00:13:43.462> AI<00:13:43.719> with<00:13:43.880> purpose,<00:13:44.747> right?

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It's<00:13:45.550> not<00:13:45.791> just<00:13:46.690> technology<00:13:47.252> for<00:13:47.364> the<00:13:47.429> sake<00:13:48.071> of<00:13:48.216> technology.

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It's<00:13:48.826> actually<00:13:49.099> not<00:13:49.324> that<00:13:49.436> exciting.

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Like,<00:13:50.207> I<00:13:50.303> get<00:13:50.480> carried<00:13:50.769> away<00:13:50.865> with<00:13:51.090> tech<00:13:51.331> too.

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No,<00:13:51.749> I<00:13:51.765> mean,<00:13:51.990> of<00:13:52.150> course,<00:13:53.033> guilty<00:13:53.289> as<00:13:53.434> charged.

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But<00:13:54.460> when<00:13:54.556> you<00:13:54.716> think<00:13:54.957> about<00:13:55.598> taking<00:13:56.144> AI<00:13:56.801> and<00:13:57.442> putting<00:13:57.683> it<00:13:57.763> into<00:13:58.068> action,<00:13:58.886> we<00:13:59.046> are<00:13:59.190> thinking<00:13:59.447> about<00:13:59.768> what<00:13:59.928> does<00:14:00.185> it<00:14:00.393> mean<00:14:00.650> for<00:14:00.794> our<00:14:00.970> customers?

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What<00:14:02.077> are<00:14:02.173> those<00:14:02.414> killer<00:14:02.734> use<00:14:02.975> cases<00:14:03.536> that<00:14:03.696> actually<00:14:04.161> benefits<00:14:04.626> from<00:14:04.883> AI<00:14:05.236> or<00:14:05.316> even<00:14:05.540> machine<00:14:05.941> learning<00:14:06.807> that<00:14:06.968> we<00:14:07.064> can<00:14:07.224> derive<00:14:07.609> value<00:14:08.026> to<00:14:08.106> our<00:14:08.267> customers?

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So,<00:14:09.694> you<00:14:09.726> know,<00:14:09.854> one<00:14:09.966> of<00:14:10.031> the<00:14:10.175> things<00:14:10.351> we<00:14:10.512> talked<00:14:10.816> about,<00:14:11.233> it's<00:14:11.474> true<00:14:11.698> for<00:14:11.875> the<00:14:11.955> supply<00:14:12.276> chain<00:14:12.500> industry<00:14:12.917> and<00:14:13.013> it's<00:14:13.222> true<00:14:13.382> for<00:14:13.622> us.

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I<00:14:14.745> use<00:14:14.986> this<00:14:15.162> term<00:14:15.467> called<00:14:15.707> we<00:14:15.803> are<00:14:15.948> data<00:14:16.284> rich,<00:14:16.525> insights<00:14:17.006> poor.

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Okay,<00:14:18.513> data<00:14:18.834> is<00:14:19.011> good.

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But<00:14:20.053> data<00:14:20.277> alone<00:14:20.614> doesn't<00:14:20.934> cut<00:14:21.095> it.

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It's<00:14:21.399> so<00:14:21.559> much<00:14:22.072> noise.

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Like,<00:14:22.778> how<00:14:22.874> do<00:14:23.082> I<00:14:23.178> get<00:14:23.355> the<00:14:23.467> signal<00:14:23.900> that<00:14:24.044> I<00:14:24.140> need<00:14:24.365> to<00:14:24.461> know?

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It's<00:14:25.246> like,<00:14:25.407> think<00:14:25.567> about<00:14:25.807> this.

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When<00:14:26.048> you're<00:14:26.144> driving<00:14:26.529> in<00:14:26.609> a<00:14:26.705> car,<00:14:27.426> if<00:14:27.651> the<00:14:27.811> dashboard<00:14:28.372> showed<00:14:28.773> every<00:14:29.254> metric<00:14:29.735> that<00:14:29.895> you<00:14:29.991> can<00:14:30.152> possibly<00:14:30.632> get<00:14:30.857> from<00:14:31.017> the<00:14:31.113> car,<00:14:31.835> oh,<00:14:31.979> your<00:14:32.396> cooling<00:14:32.636> fluid<00:14:33.037> is<00:14:33.197> this,<00:14:33.438> your<00:14:33.662> car<00:14:33.839> temperature<00:14:34.335> is<00:14:34.416> this,<00:14:34.704> your<00:14:34.880> gas<00:14:35.682> tank<00:14:35.938> is<00:14:36.083> this,<00:14:36.323> your<00:14:36.804> tire<00:14:37.269> inflation<00:14:37.702> is<00:14:37.846> this,<00:14:38.391> you'll<00:14:38.632> be<00:14:38.712> like<00:14:38.952> super<00:14:39.529> distracted.

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The<00:14:40.715> main<00:14:41.036> thing<00:14:41.132> you<00:14:41.276> want<00:14:41.421> to<00:14:41.453> know<00:14:41.773> is<00:14:41.918> like,<00:14:42.110> hey,<00:14:42.318> how<00:14:42.399> fast<00:14:42.735> am<00:14:42.831> I<00:14:42.976> going,<00:14:43.457> right?

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That's<00:14:43.841> a<00:14:43.937> key<00:14:44.162> insight<00:14:44.563> that<00:14:44.739> you're<00:14:44.899> super,<00:14:45.380> super<00:14:45.637> important.

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When<00:14:46.631> you<00:14:46.727> come<00:14:46.903> to<00:14:46.983> a<00:14:47.063> point,<00:14:47.368> you<00:14:47.528> park<00:14:47.785> the<00:14:47.929> car,<00:14:48.089> you<00:14:48.169> want<00:14:48.346> to<00:14:48.410> know<00:14:48.506> that<00:14:48.666> the<00:14:48.810> car<00:14:49.003> is<00:14:49.227> parked<00:14:49.548> or<00:14:49.628> you<00:14:49.772> actually<00:14:50.109> brake.

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What<00:14:50.926> is<00:14:51.151> that<00:14:51.696> important<00:14:52.193> insight<00:14:52.657> you<00:14:52.754> need<00:14:52.914> to<00:14:53.074> know<00:14:53.459> at<00:14:53.571> the<00:14:53.699> time<00:14:54.116> with<00:14:54.276> the<00:14:54.421> context<00:14:54.917> and<00:14:54.998> the<00:14:55.094> intent?

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So<00:14:56.200> that's<00:14:56.440> the<00:14:56.600> challenge<00:14:57.001> we're<00:14:57.161> trying<00:14:57.402> to<00:14:57.626> tackle.

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And<00:14:58.187> that's<00:14:58.428> why<00:14:58.588> we<00:14:58.748> actually,<00:14:59.229> you<00:14:59.486> know,<00:14:59.582> mentioned<00:14:59.886> this<00:15:00.127> at<00:15:00.207> the<00:15:00.351> beginning,<00:15:01.089> we<00:15:01.233> acquired<00:15:01.633> a<00:15:01.714> company<00:15:02.050> called<00:15:02.291> Inventoro.

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And<00:15:03.493> that's<00:15:03.958> one<00:15:04.070> of<00:15:04.134> the,<00:15:04.294> you<00:15:04.775> know,<00:15:05.256> the<00:15:05.416> thesis<00:15:05.881> behind<00:15:06.202> that<00:15:06.282> acquisition<00:15:06.859> is<00:15:06.939> exactly<00:15:07.580> this.

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Let's<00:15:08.526> look<00:15:08.702> at<00:15:08.846> use<00:15:09.103> cases<00:15:09.488> that<00:15:09.648> matter<00:15:09.968> for<00:15:10.129> our<00:15:10.225> customers<00:15:10.866> and<00:15:10.946> let's<00:15:11.187> figure<00:15:11.411> out<00:15:11.571> if<00:15:11.603> there<00:15:11.764> is<00:15:11.908> a<00:15:11.988> technology<00:15:12.533> or<00:15:12.629> a<00:15:12.693> solution<00:15:13.110> or<00:15:13.335> AI<00:15:14.136> that<00:15:14.313> can<00:15:14.457> help<00:15:14.714> us<00:15:14.874> with<00:15:15.034> that.

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In<00:15:16.157> your<00:15:16.254> opinion,<00:15:16.703> what<00:15:16.815> are<00:15:16.943> the<00:15:17.040> 3<00:15:17.344> most<00:15:18.483> necessary<00:15:19.045> traits<00:15:19.510> for<00:15:19.606> a<00:15:19.766> leader<00:15:20.071> to<00:15:20.232> possess<00:15:21.290> in<00:15:21.451> order<00:15:21.611> to<00:15:21.691> be<00:15:21.788> successful?

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Oh,<00:15:22.814> wow.

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Great,<00:15:23.777> great<00:15:24.001> question.

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One,<00:15:25.204> I<00:15:25.301> think<00:15:25.541> being<00:15:25.718> a<00:15:25.782> good<00:15:26.006> listener,<00:15:27.049> right?

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You<00:15:27.402> know,<00:15:27.610> you<00:15:27.707> want—<00:15:27.947> you<00:15:28.028> don't<00:15:28.172> want<00:15:28.348> to<00:15:28.412> come<00:15:28.573> at,<00:15:28.749> you<00:15:29.231> know,<00:15:29.776> a<00:15:29.792> mindset<00:15:30.273> of<00:15:30.418> like,<00:15:30.995> yeah,<00:15:31.139> I<00:15:31.236> got<00:15:31.476> this<00:15:31.637> figured<00:15:31.877> out,<00:15:32.278> right?

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So<00:15:33.385> I<00:15:33.401> think<00:15:33.546> that's<00:15:33.706> super<00:15:34.027> important.

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Second,<00:15:35.310> you<00:15:35.342> know,<00:15:35.486> for<00:15:35.631> me,<00:15:35.807> like<00:15:35.984> I<00:15:36.032> said<00:15:36.272> earlier,<00:15:36.770> you<00:15:36.834> know,<00:15:38.294> practice<00:15:38.855> what<00:15:39.080> you<00:15:39.240> preach.

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In<00:15:39.737> fact,<00:15:39.994> practice<00:15:40.443> more<00:15:40.620> than<00:15:40.764> you<00:15:40.924> preach.

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Right?

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And<00:15:42.707> that's<00:15:43.269> super<00:15:43.655> important.

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Otherwise,<00:15:44.313> you<00:15:44.393> get<00:15:44.618> super<00:15:45.116> disconnected<00:15:45.743> from<00:15:45.903> what<00:15:46.080> the<00:15:46.160> reality<00:15:46.723> is.

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You<00:15:47.462> don't<00:15:47.671> understand<00:15:48.088> what<00:15:48.249> the<00:15:48.393> customer<00:15:48.811> pain<00:15:49.052> points<00:15:49.438> are.

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I<00:15:50.176> think<00:15:50.321> that's<00:15:50.498> important.

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The<00:15:51.462> third<00:15:51.719> thing<00:15:51.863> that<00:15:52.008> I<00:15:52.104> hold<00:15:52.827> true<00:15:53.068> to<00:15:53.164> my<00:15:53.357> heart,<00:15:53.550> it's<00:15:53.646> kind<00:15:53.791> of<00:15:53.855> related<00:15:54.192> to<00:15:54.257> the<00:15:54.353> practice<00:15:54.755> comment,<00:15:55.092> is<00:15:55.237> like,<00:15:55.478> no<00:15:55.719> task<00:15:56.056> is<00:15:56.265> too<00:15:56.377> small,<00:15:56.907> no<00:15:57.084> task<00:15:57.405> is<00:15:57.486> too<00:15:57.727> big.

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Just<00:15:58.594> because<00:15:58.915> you<00:15:59.012> are<00:15:59.092> a<00:15:59.108> CEO<00:15:59.574> doesn't<00:15:59.831> mean<00:16:00.056> you're<00:16:00.233> not<00:16:00.618> doing<00:16:00.859> a<00:16:00.939> sales<00:16:01.325> call,<00:16:01.662> you're<00:16:01.823> not<00:16:02.064> getting<00:16:02.305> on<00:16:02.401> a<00:16:02.465> support<00:16:02.851> conversation<00:16:03.429> and<00:16:03.510> dealing<00:16:03.815> with<00:16:03.911> the<00:16:03.991> customer<00:16:04.393> escalation.

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And<00:16:05.742> I<00:16:05.903> honestly<00:16:06.240> say<00:16:06.562> that,<00:16:06.722> you<00:16:06.803> know<00:16:06.883> what,<00:16:07.060> that's<00:16:07.269> not<00:16:07.445> just<00:16:08.088> true<00:16:08.313> for<00:16:08.489> leaders.

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In<00:16:09.212> fact,<00:16:09.453> I<00:16:09.597> ask<00:16:09.854> about<00:16:10.095> this<00:16:10.255> type<00:16:10.496> of<00:16:10.576> stuff<00:16:10.833> in<00:16:10.993> interviewing<00:16:11.539> candidates<00:16:12.020> coming<00:16:12.261> into<00:16:12.437> SYN7<00:16:12.903> or<00:16:13.063> any,<00:16:13.448> you<00:16:13.480> know,<00:16:13.641> recruitment<00:16:14.170> I've<00:16:14.347> done.

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Like,<00:16:15.374> what<00:16:15.550> is<00:16:15.791> people's<00:16:16.112> approach<00:16:16.513> towards<00:16:16.914> tasks?

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Like,<00:16:17.733> you<00:16:17.813> don't<00:16:18.022> want<00:16:18.198> to<00:16:18.294> be<00:16:18.439> saying,<00:16:18.680> hey,<00:16:18.840> I<00:16:19.065> will<00:16:19.225> only<00:16:19.562> do<00:16:19.803> these<00:16:20.284> things,<00:16:20.669> I<00:16:20.750> won't<00:16:20.926> do<00:16:20.990> that,<00:16:21.086> that's<00:16:21.391> beneath<00:16:21.712> me.

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Or<00:16:22.370> no,<00:16:22.515> I'm<00:16:22.707> actually<00:16:23.012> scared,<00:16:23.333> I<00:16:23.477> won't<00:16:23.638> go<00:16:23.734> in<00:16:23.975> front<00:16:24.135> of<00:16:24.232> the<00:16:24.376> board<00:16:24.601> and<00:16:24.697> talk<00:16:24.922> about<00:16:25.114> it.

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We<00:16:26.061> don't<00:16:26.286> need<00:16:26.462> to<00:16:26.623> be<00:16:26.927> like—<00:16:27.248> all<00:16:27.425> tasks<00:16:27.810> can<00:16:27.986> be<00:16:28.067> accomplished<00:16:28.548> by<00:16:28.773> us<00:16:28.933> as<00:16:29.094> long<00:16:29.270> as<00:16:29.415> you<00:16:29.447> have<00:16:29.591> the<00:16:29.736> passion<00:16:29.992> and<00:16:30.217> the<00:16:30.313> desire<00:16:30.634> to<00:16:30.795> go<00:16:30.955> do<00:16:31.132> it.

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So<00:16:31.998> those<00:16:32.239> are<00:16:32.319> the<00:16:32.480> three<00:16:32.640> that<00:16:32.784> I<00:16:32.865> would<00:16:32.961> say<00:16:33.523> are,<00:16:33.988> you<00:16:34.068> know,<00:16:34.148> at<00:16:34.309> least<00:16:34.726> the<00:16:34.806> way<00:16:35.047> I<00:16:35.272> think<00:16:35.384> about<00:16:35.609> it<00:16:35.705> from<00:16:36.090> the<00:16:36.234> current<00:16:37.350> place.

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What<00:16:38.544> do<00:16:38.609> you<00:16:38.756> know<00:16:38.936> now<00:16:39.427> that<00:16:39.656> you<00:16:40.081> wish<00:16:40.327> you<00:16:40.474> had<00:16:40.572> known<00:16:40.752> at<00:16:40.817> the<00:16:40.899> beginning<00:16:41.308> of<00:16:41.406> your<00:16:41.553> career?

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How<00:16:44.244> much<00:16:44.408> time<00:16:44.638> you<00:16:44.737> got?

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Well,<00:16:48.373> I<00:16:48.518> think,<00:16:48.679> you<00:16:48.711> know,<00:16:49.340> there<00:16:49.662> are<00:16:49.742> a<00:16:49.823> couple<00:16:50.080> of<00:16:50.241> things,<00:16:50.483> right?

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So<00:16:50.934> one<00:16:51.095> of<00:16:51.127> them<00:16:51.353> is,<00:16:52.963> I<00:16:53.108> always<00:16:53.382> say<00:16:53.607> this<00:16:53.849> and<00:16:53.913> I<00:16:53.994> hold<00:16:54.171> this<00:16:54.332> principle<00:16:54.815> close<00:16:55.057> to<00:16:55.137> my<00:16:55.282> heart.

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And<00:16:55.717> this<00:16:55.878> is<00:16:55.958> something<00:16:56.345> that,<00:16:56.973> you<00:16:57.005> know,<00:16:57.311> I<00:16:57.473> learned<00:16:57.878> along<00:16:58.121> the<00:16:58.267> way,<00:16:58.446> which<00:16:58.689> is<00:16:59.272> it's<00:16:59.807> 10%<00:17:00.050> what<00:17:00.196> happens,<00:17:00.553> 90%<00:17:00.877> how<00:17:01.266> you<00:17:01.380> react<00:17:01.688> to<00:17:01.769> it.

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Okay?

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It's<00:17:03.609> easy<00:17:04.026> to<00:17:04.187> look<00:17:04.411> at,<00:17:04.492> "Oh<00:17:04.588> my<00:17:04.732> gosh,<00:17:04.989> there's<00:17:05.229> a<00:17:05.374> bug<00:17:05.614> in<00:17:05.695> the<00:17:05.855> product,"<00:17:06.336> or<00:17:06.432> "We<00:17:06.577> had<00:17:06.737> a<00:17:06.753> support<00:17:07.219> issue,"<00:17:07.700> or<00:17:08.261> "We<00:17:08.422> lost<00:17:08.758> that<00:17:08.983> deal,"<00:17:09.480> or,<00:17:09.881> you<00:17:09.978> know,<00:17:10.282> whatever,<00:17:11.004> right?

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Stuff<00:17:11.951> happens,<00:17:12.368> guys.

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That's<00:17:13.491> why<00:17:13.571> we<00:17:13.795> are<00:17:13.892> in<00:17:13.972> the<00:17:14.116> job<00:17:14.373> that<00:17:14.517> we<00:17:14.678> are<00:17:14.774> in,<00:17:15.175> right?

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It's<00:17:16.041> 10%<00:17:16.619> what<00:17:16.827> happened,<00:17:17.180> it's<00:17:17.340> 90%<00:17:18.062> of<00:17:18.207> you<00:17:18.367> react.

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And<00:17:19.265> that<00:17:19.442> is<00:17:19.650> super—<00:17:20.051> it's<00:17:20.549> very,<00:17:20.870> very<00:17:21.094> hard.

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In<00:17:21.351> fact,<00:17:21.591> we<00:17:21.736> were<00:17:21.832> dealing<00:17:22.073> with<00:17:22.169> an<00:17:22.297> escalation<00:17:22.778> last<00:17:23.179> week<00:17:23.372> and<00:17:24.399> I<00:17:24.463> was<00:17:24.575> reminding<00:17:25.024> myself,<00:17:25.602> "Ajay,<00:17:25.858> stop.

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You<00:17:26.709> don't<00:17:26.917> need<00:17:27.045> to<00:17:27.190> be<00:17:28.008> in<00:17:28.152> a<00:17:28.489> spin<00:17:28.874> mode."<00:17:29.420> You<00:17:29.532> don't<00:17:29.692> need<00:17:29.772> to<00:17:29.917> go<00:17:30.013> run<00:17:30.174> around<00:17:30.478> crazy.

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You<00:17:30.831> don't<00:17:31.008> need<00:17:31.120> to<00:17:31.200> get—<00:17:31.698> be<00:17:31.858> thoughtful.

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What<00:17:32.949> happened<00:17:33.286> is<00:17:33.382> what<00:17:33.591> happened.

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Now,<00:17:34.184> what<00:17:34.296> do<00:17:34.409> we<00:17:34.505> do?

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I<00:17:35.163> think<00:17:35.323> it's<00:17:35.468> super<00:17:35.885> important.

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I<00:17:36.591> know<00:17:36.751> it<00:17:36.976> probably<00:17:37.313> sounds<00:17:37.778> common<00:17:38.131> sense,<00:17:38.997> but<00:17:39.254> sometimes,<00:17:39.719> you<00:17:39.799> know,<00:17:39.960> that's<00:17:40.200> where<00:17:40.361> we<00:17:40.585> fail.

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We<00:17:41.002> don't<00:17:41.243> think<00:17:41.419> about<00:17:41.724> this<00:17:41.965> way.

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We<00:17:42.206> just<00:17:42.446> get<00:17:42.687> carried<00:17:43.008> away<00:17:43.248> in<00:17:43.329> the<00:17:43.409> moment.

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To<00:17:44.387> me,<00:17:44.596> I<00:17:44.772> think<00:17:45.077> that's<00:17:45.334> one<00:17:45.478> of<00:17:45.510> the<00:17:45.976> key<00:17:46.200> lessons,<00:17:46.681> and<00:17:46.762> that's<00:17:47.002> why,<00:17:47.243> you<00:17:47.323> know,<00:17:47.500> I<00:17:47.644> don't<00:17:47.820> get<00:17:47.981> stressed<00:17:48.446> a<00:17:48.607> lot.

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Not<00:17:49.826> that,<00:17:50.050> you<00:17:50.227> know,<00:17:50.291> I<00:17:50.387> never<00:17:50.692> get<00:17:50.853> stressed,<00:17:51.189> but<00:17:51.334> it<00:17:51.510> takes,<00:17:52.377> you<00:17:52.409> know,<00:17:52.553> things<00:17:52.778> that<00:17:52.858> I<00:17:52.954> don't<00:17:53.082> have<00:17:53.195> control<00:17:53.660> on,<00:17:53.756> it's<00:17:53.981> usually<00:17:54.318> very<00:17:54.542> hard<00:17:54.703> for<00:17:54.815> me<00:17:54.959> to<00:17:55.040> get<00:17:55.184> stressed.

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But<00:17:56.387> I<00:17:56.564> only<00:17:56.788> get<00:17:56.901> stressed<00:17:57.286> when<00:17:57.382> I<00:17:57.446> feel<00:17:57.671> like<00:17:57.911> I<00:17:58.007> could<00:17:58.136> have<00:17:58.248> done<00:17:58.489> something<00:17:58.874> differently<00:17:59.371> and<00:17:59.451> I'm<00:17:59.612> not<00:17:59.932> doing<00:18:00.333> it.

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And<00:18:01.216> this<00:18:01.601> attitude<00:18:02.018> of<00:18:02.178> like,<00:18:02.355> it's<00:18:02.756> 10%<00:18:02.980> what<00:18:03.141> happened,<00:18:03.462> 90%<00:18:03.766> how<00:18:04.183> you<00:18:04.280> react<00:18:04.649> to<00:18:04.745> it,<00:18:05.210> helped<00:18:05.387> me<00:18:05.611> keep<00:18:06.253> things<00:18:06.429> in<00:18:06.590> perspective.

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There's<00:18:07.536> something<00:18:07.873> bigger<00:18:08.194> than<00:18:08.338> what<00:18:08.515> we<00:18:08.579> are<00:18:08.675> doing<00:18:09.461> and<00:18:09.541> it's<00:18:09.718> okay.

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Let's<00:18:10.440> go<00:18:10.680> learn<00:18:10.921> from<00:18:11.145> it.

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Let's<00:18:11.643> react<00:18:11.964> positively,<00:18:12.846> get<00:18:13.022> everybody<00:18:13.407> back<00:18:13.728> on<00:18:13.889> track<00:18:14.354> as<00:18:14.450> soon<00:18:14.626> as<00:18:14.835> possible.

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What<00:18:16.600> are<00:18:16.680> some<00:18:17.097> products,<00:18:17.883> apps,<00:18:18.460> tools,<00:18:20.065> things<00:18:20.289> like<00:18:20.466> that,<00:18:20.690> that<00:18:20.851> you<00:18:21.011> use<00:18:21.268> every<00:18:21.508> single<00:18:21.829> day<00:18:22.070> that<00:18:22.294> you<00:18:22.391> like?

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Couldn't<00:18:23.337> live<00:18:23.497> without?

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Yeah,<00:18:24.779> I<00:18:24.972> mean,<00:18:25.501> I'm<00:18:25.821> a<00:18:25.998> big<00:18:26.222> fan<00:18:26.398> of,<00:18:27.264> you<00:18:27.328> know,<00:18:27.456> like<00:18:27.617> I<00:18:27.665> said,<00:18:27.857> Twitter.

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I<00:18:28.883> read<00:18:29.059> a<00:18:29.188> lot<00:18:30.166> both<00:18:30.470> on<00:18:30.566> the<00:18:30.646> sports<00:18:31.031> front<00:18:31.288> but<00:18:31.432> as<00:18:31.512> well<00:18:31.608> as<00:18:31.833> on<00:18:32.506> the<00:18:32.650> business<00:18:33.195> commercial<00:18:33.692> side<00:18:33.869> of<00:18:34.013> things.

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We<00:18:35.295> use<00:18:35.552> a<00:18:35.616> lot<00:18:35.840> of<00:18:36.001> products<00:18:36.385> from<00:18:36.514> a<00:18:36.578> collaboration<00:18:37.219> perspective.

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I'm<00:18:38.437> a<00:18:38.501> big<00:18:38.726> fan<00:18:38.966> of<00:18:39.062> OneNote.

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The<00:18:39.623> product<00:18:39.944> has<00:18:40.104> got<00:18:40.281> a<00:18:40.329> lot<00:18:40.505> of,<00:18:40.810> you<00:18:40.890> know,<00:18:41.162> it's<00:18:41.371> not<00:18:41.547> the<00:18:41.707> best,<00:18:42.172> greatest<00:18:42.509> product<00:18:42.894> ever,<00:18:43.150> but<00:18:43.856> I,<00:18:44.192> you<00:18:44.288> know,<00:18:44.753> going<00:18:44.914> back<00:18:45.138> to<00:18:45.202> my<00:18:45.314> comment<00:18:45.651> about<00:18:45.875> I'm<00:18:46.020> organized,<00:18:46.501> I<00:18:46.597> actually<00:18:46.917> have<00:18:47.158> notes<00:18:47.446> for<00:18:47.559> every<00:18:47.799> conversation<00:18:48.440> that<00:18:48.584> I've<00:18:48.809> had.

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It's<00:18:49.466> very<00:18:49.723> cryptic,<00:18:50.140> so<00:18:50.364> people<00:18:50.669> can't<00:18:50.910> probably<00:18:51.166> understand<00:18:51.631> what<00:18:51.727> I'm<00:18:51.888> typing,<00:18:52.289> but<00:18:52.850> I<00:18:53.010> try<00:18:53.315> to<00:18:53.411> take<00:18:53.588> some<00:18:53.812> bullets,<00:18:54.213> not<00:18:54.774> transcribing<00:18:55.416> everything,<00:18:56.217> but<00:18:56.378> what<00:18:56.522> are<00:18:56.618> the<00:18:56.763> key<00:18:56.939> takeaways?

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What<00:18:57.677> are<00:18:57.741> the<00:18:57.885> things<00:18:58.046> that<00:18:58.158> I<00:18:58.222> need<00:18:58.446> to<00:18:58.527> follow<00:18:58.847> up<00:18:59.008> on?

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To<00:18:59.569> the<00:18:59.729> early<00:18:59.986> question,<00:19:00.387> there's<00:19:00.547> so<00:19:00.788> much<00:19:01.108> goes<00:19:01.734> on,<00:19:01.910> like,<00:19:02.471> and<00:19:02.552> the<00:19:02.632> context<00:19:03.033> switching<00:19:03.370> is<00:19:03.514> also<00:19:03.819> super,<00:19:04.155> super<00:19:05.743> obvious<00:19:06.240> and<00:19:06.545> happens<00:19:06.881> a<00:19:06.897> lot<00:19:07.202> during<00:19:07.443> the<00:19:07.603> day,<00:19:08.164> from<00:19:08.389> sales<00:19:08.742> to<00:19:08.886> marketing<00:19:09.351> to<00:19:09.447> engineering<00:19:09.928> to<00:19:10.073> product<00:19:10.425> and<00:19:10.570> this.

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So<00:19:11.371> that<00:19:11.612> keeps<00:19:11.853> me<00:19:12.077> organized.

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And<00:19:12.975> one<00:19:13.135> of<00:19:13.168> the<00:19:13.296> things<00:19:13.456> that<00:19:13.600> I've<00:19:13.713> been<00:19:13.857> working<00:19:14.178> on<00:19:14.322> since<00:19:14.563> I<00:19:14.659> became<00:19:14.980> a<00:19:14.996> CEO<00:19:16.006> is<00:19:16.103> to<00:19:16.247> make<00:19:16.408> sure<00:19:16.584> I<00:19:16.745> meet<00:19:16.906> with<00:19:17.211> every<00:19:17.484> employee<00:19:17.869> in<00:19:17.950> the<00:19:18.094> company.

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So<00:19:18.978> I'm<00:19:19.218> almost<00:19:19.556> 90%<00:19:20.198> way<00:19:20.359> there,<00:19:20.744> right?

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So<00:19:21.724> I<00:19:21.885> keep<00:19:22.752> essentially<00:19:23.170> a<00:19:23.186> note<00:19:23.475> of<00:19:23.828> the<00:19:23.892> employees<00:19:24.374> that<00:19:24.519> I've<00:19:24.615> met<00:19:24.872> in<00:19:25.001> the<00:19:25.081> last<00:19:25.338> 90<00:19:25.659> days.

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And<00:19:26.526> when<00:19:26.623> I<00:19:26.783> meet<00:19:27.008> in<00:19:27.089> the<00:19:27.346> team<00:19:27.603> and<00:19:27.731> I<00:19:27.811> recognize<00:19:28.390> them<00:19:28.566> on<00:19:28.695> stuff<00:19:28.952> that<00:19:29.112> they<00:19:29.257> shared<00:19:29.578> with<00:19:29.755> me,<00:19:30.301> that<00:19:30.783> really<00:19:31.682> makes<00:19:31.923> someone's<00:19:32.325> day.

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And<00:19:32.630> I<00:19:32.726> think<00:19:32.871> it's<00:19:32.967> super<00:19:33.369> good<00:19:33.529> to<00:19:33.610> connect<00:19:33.931> with<00:19:34.091> people<00:19:34.348> at<00:19:34.477> that<00:19:34.638> level.

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So<00:19:35.617> I<00:19:35.714> use<00:19:36.003> OneNote<00:19:36.356> a<00:19:36.420> lot.

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Obviously,<00:19:37.304> all<00:19:37.480> the<00:19:37.625> boring<00:19:37.946> business<00:19:38.348> tools.

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I'm,<00:19:38.830> you<00:19:39.087> know,<00:19:39.135> on<00:19:39.392> Zoom<00:19:39.938> a<00:19:40.034> lot.

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I<00:19:40.596> like,<00:19:40.837> you<00:19:40.902> know,<00:19:40.998> Slack.

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We<00:19:41.383> use<00:19:41.560> Slack.

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For<00:19:42.683> collaboration.

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So<00:19:43.469> we<00:19:43.501> use<00:19:43.710> that<00:19:43.870> a<00:19:43.950> lot.

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So<00:19:44.704> those<00:19:44.929> are<00:19:44.993> some<00:19:45.169> of<00:19:45.233> the<00:19:45.330> common<00:19:45.650> tools.

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How<00:19:47.078> do<00:19:47.158> you<00:19:47.190> stay<00:19:47.479> grounded?

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How<00:19:48.954> do<00:19:49.083> you<00:19:49.564> maintain<00:19:50.222> your<00:19:50.318> mental<00:19:50.687> health?

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Stay<00:19:51.970> grounded.

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Spend<00:19:53.141> time<00:19:53.269> with<00:19:53.413> your<00:19:53.590> kids.

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They'll<00:19:53.991> tell<00:19:54.215> you<00:19:54.600> how<00:19:54.648> stupid<00:19:55.033> you<00:19:55.194> are<00:19:55.274> sometimes,<00:19:55.755> and<00:19:55.851> they're<00:19:55.979> super<00:19:56.380> honest<00:19:56.621> about<00:19:56.974> it<00:19:58.161> too.

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And<00:19:59.684> now<00:20:00.230> I'm<00:20:00.390> fortunate.

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I've<00:20:01.128> got<00:20:01.352> great<00:20:01.481> relationship<00:20:01.898> with<00:20:02.010> my<00:20:02.170> kids<00:20:02.491> and<00:20:02.748> we<00:20:02.892> spend<00:20:03.149> a<00:20:03.197> lot<00:20:03.357> of<00:20:03.486> time<00:20:03.614> talking<00:20:03.855> about<00:20:04.079> business<00:20:04.416> and<00:20:04.496> whatnot,<00:20:05.442> right<00:20:05.619> from<00:20:05.779> when<00:20:05.924> they<00:20:06.020> were<00:20:06.164> very<00:20:06.565> young,<00:20:06.741> when<00:20:06.902> they<00:20:06.982> were<00:20:07.062> like<00:20:07.239> 5<00:20:07.688> and<00:20:07.928> we<00:20:08.025> drive<00:20:08.265> back<00:20:08.490> from<00:20:08.666> school.

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I<00:20:09.067> asked<00:20:09.228> them,<00:20:09.356> how<00:20:09.452> was<00:20:09.548> school<00:20:09.853> today?

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They<00:20:10.190> go,<00:20:10.414> good.

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And<00:20:11.280> I<00:20:11.380> go,<00:20:11.620> "Okay,<00:20:11.800> that's<00:20:12.000> not<00:20:12.180> the<00:20:12.300> response."<00:20:12.740> And<00:20:12.880> then,<00:20:13.060> when<00:20:13.100> they<00:20:13.240> ask<00:20:13.420> me<00:20:13.580> how<00:20:13.720> was<00:20:13.800> work,<00:20:14.200> I<00:20:14.260> can<00:20:14.400> tell<00:20:14.540> them,<00:20:14.700> "Yeah,<00:20:14.840> today<00:20:15.180> it<00:20:15.440> wasn't<00:20:15.660> great.

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I<00:20:16.480> had<00:20:16.660> this<00:20:16.840> conflict.

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I<00:20:17.460> couldn't<00:20:17.620> figure<00:20:17.800> it<00:20:18.020> out."<00:20:18.160> And<00:20:18.340> my<00:20:18.460> wife<00:20:18.660> would<00:20:18.800> be<00:20:18.880> like,<00:20:19.040> "Why<00:20:19.280> are<00:20:19.400> you<00:20:19.460> doing<00:20:19.600> this?"<00:20:19.880> "Well,<00:20:19.980> they<00:20:20.120> asked<00:20:20.260> me<00:20:20.380> a<00:20:20.580> question.

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I<00:20:20.920> want<00:20:20.980> to<00:20:21.080> give<00:20:21.160> them<00:20:21.320> the<00:20:21.460> answer."<00:20:22.580> So,<00:20:22.760> you<00:20:22.800> know,<00:20:23.240> and<00:20:23.480> that<00:20:23.680> extended<00:20:24.100> on<00:20:24.360> that,<00:20:24.540> helped<00:20:24.680> me<00:20:24.900> build<00:20:25.080> a<00:20:25.240> great<00:20:25.440> relationship.

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And<00:20:26.180> they'll<00:20:26.340> tell<00:20:26.560> you,<00:20:26.760> right?

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I<00:20:27.119> mean,<00:20:27.400> it's<00:20:27.540> the<00:20:27.720> honesty<00:20:28.200> that<00:20:28.460> keeps<00:20:28.800> you<00:20:28.980> grounded,<00:20:29.280> in<00:20:29.420> my<00:20:29.580> opinion.

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It's<00:20:31.420> that,<00:20:31.720> and<00:20:31.800> then<00:20:31.920> it's<00:20:32.860> honestly<00:20:33.300> the<00:20:34.260> practitioner<00:20:34.900> mentality<00:20:35.480> that<00:20:35.660> I<00:20:35.780> talked<00:20:36.040> about<00:20:36.400> that<00:20:36.640> helps<00:20:36.920> you<00:20:37.200> understand<00:20:37.760> what<00:20:38.060> you<00:20:38.300> don't<00:20:38.540> know<00:20:38.760> as<00:20:39.040> well.

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When<00:20:39.762> you<00:20:39.923> try<00:20:40.260> to<00:20:40.404> put<00:20:40.629> yourself<00:20:41.142> in<00:20:41.591> a<00:20:41.607> sales<00:20:42.008> conversation,<00:20:42.874> in<00:20:42.970> a<00:20:43.115> product<00:20:43.452> conversation,<00:20:44.157> working<00:20:44.478> with<00:20:44.655> engineers<00:20:45.136> on<00:20:45.232> stuff,<00:20:46.178> you<00:20:46.339> understand<00:20:46.868> how<00:20:47.061> much<00:20:47.285> you<00:20:47.462> need<00:20:47.622> to<00:20:47.847> learn<00:20:48.087> and<00:20:48.248> go<00:20:48.408> forward<00:20:48.825> with.

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So<00:20:49.531> I<00:20:49.627> think<00:20:49.771> that's<00:20:50.012> super<00:20:50.269> important<00:20:50.750> for<00:20:50.894> all<00:20:51.087> of<00:20:51.231> us.

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Doesn't<00:20:51.632> matter<00:20:51.937> what<00:20:52.177> level<00:20:52.418> you<00:20:52.578> are<00:20:52.659> in,<00:20:52.979> what's<00:20:53.220> your<00:20:53.300> title.

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You<00:20:54.022> know,<00:20:54.198> title,<00:20:54.744> I<00:20:54.760> mean,<00:20:54.920> in<00:20:55.000> the<00:20:55.097> long<00:20:55.562> scheme<00:20:55.819> of<00:20:55.963> things,<00:20:56.139> it<00:20:56.203> doesn't<00:20:56.524> matter.

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It's<00:20:57.567> like<00:20:57.727> how<00:20:57.888> much,<00:20:58.209> you<00:20:58.289> know,<00:20:58.610> energy<00:20:59.395> and,<00:21:00.438> you<00:21:00.695> know,<00:21:00.807> support<00:21:01.272> system<00:21:01.657> that<00:21:01.818> you<00:21:01.882> have<00:21:01.978> built<00:21:02.235> along<00:21:02.523> the<00:21:02.604> way.

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From<00:21:03.422> a<00:21:03.438> mental<00:21:03.807> health<00:21:03.983> perspective,<00:21:04.528> like<00:21:04.689> I<00:21:04.705> said,<00:21:04.929> I'm<00:21:05.346> generally<00:21:05.812> a<00:21:05.828> very<00:21:06.213> optimistic<00:21:06.870> person.

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Like,<00:21:07.672> I<00:21:07.913> dream<00:21:08.314> big<00:21:08.491> a<00:21:08.635> lot.

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It's<00:21:10.080> very<00:21:10.321> hard<00:21:10.546> for<00:21:10.690> me<00:21:10.867> to<00:21:10.963> fall<00:21:11.204> asleep<00:21:11.525> because<00:21:11.765> I'm<00:21:11.910> always<00:21:12.327> thinking<00:21:12.584> about<00:21:12.889> 10<00:21:13.114> things<00:21:13.274> that<00:21:13.371> I<00:21:13.435> can<00:21:13.611> go<00:21:13.772> change.

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And<00:21:15.441> I<00:21:15.457> think<00:21:15.618> that's<00:21:15.859> a<00:21:16.083> great<00:21:16.404> motivator,<00:21:17.062> right?

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I<00:21:17.383> think<00:21:17.785> that<00:21:17.961> keeps<00:21:18.330> you,<00:21:18.812> you<00:21:18.892> know,<00:21:19.454> driving<00:21:20.032> all<00:21:20.192> the<00:21:20.273> time.

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And<00:21:21.396> I'm<00:21:21.557> also<00:21:21.798> a<00:21:21.878> people<00:21:22.199> person.

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So,<00:21:23.162> you<00:21:23.226> know,<00:21:23.419> the<00:21:23.563> COVID<00:21:24.430> staying,<00:21:24.847> you<00:21:24.928> know,<00:21:25.072> work<00:21:25.232> from<00:21:25.409> home<00:21:26.131> was<00:21:26.276> a<00:21:26.356> bit<00:21:26.468> of<00:21:26.549> a<00:21:26.597> hard<00:21:26.854> thing<00:21:27.094> for<00:21:27.255> me.

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And<00:21:28.058> we<00:21:28.218> ended<00:21:28.379> up<00:21:28.539> actually<00:21:29.037> traveling<00:21:29.502> a<00:21:29.647> lot<00:21:29.823> during<00:21:30.144> COVID<00:21:30.465> We<00:21:30.529> are<00:21:30.610> one<00:21:30.706> of<00:21:30.770> those<00:21:30.947> families,<00:21:31.910> took<00:21:32.135> all<00:21:32.231> the<00:21:32.311> measures,<00:21:32.777> but<00:21:32.873> we<00:21:33.098> traveled<00:21:33.419> responsibly,<00:21:34.318> did<00:21:34.462> a<00:21:34.542> lot<00:21:34.719> of<00:21:34.944> outdoors.

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You<00:21:35.858> know,<00:21:36.003> camping<00:21:36.420> and<00:21:36.500> stuff.

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And,<00:21:37.351> you<00:21:37.383> know,<00:21:37.511> when<00:21:37.672> obviously<00:21:38.105> it<00:21:38.153> was,<00:21:38.394> uh,<00:21:38.731> it<00:21:38.763> was<00:21:38.956> okay<00:21:39.212> to<00:21:39.373> do.

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So<00:21:40.432> to<00:21:40.512> me,<00:21:40.737> I<00:21:40.817> think<00:21:40.978> spending<00:21:41.379> time<00:21:41.620> with<00:21:41.844> people,<00:21:42.422> and<00:21:42.502> that's<00:21:42.663> why<00:21:42.743> I<00:21:42.904> travel<00:21:43.289> a<00:21:43.449> lot,<00:21:43.786> I<00:21:43.866> go<00:21:44.043> spend<00:21:44.460> time<00:21:44.589> with<00:21:44.749> people.

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I<00:21:45.150> work<00:21:45.327> from<00:21:45.535> Seattle,<00:21:46.514> we<00:21:46.595> have<00:21:46.819> offices,<00:21:47.301> like<00:21:47.413> I<00:21:47.477> said,<00:21:47.654> in<00:21:47.798> many<00:21:47.959> different<00:21:48.264> locations.

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I<00:21:49.323> go<00:21:49.483> spend<00:21:49.836> time<00:21:50.029> with<00:21:50.125> them.

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They—<00:21:50.687> whenever<00:21:51.024> I'm<00:21:51.168> traveling,<00:21:51.650> meeting<00:21:51.955> with<00:21:52.051> my<00:21:52.292> team,<00:21:52.998> the<00:21:53.158> energy<00:21:53.576> that<00:21:53.720> I've<00:21:53.880> derived<00:21:54.137> from<00:21:54.378> it,<00:21:54.538> the<00:21:54.635> meetings<00:21:55.036> that<00:21:55.132> I<00:21:55.148> have<00:21:55.277> with<00:21:55.485> our<00:21:55.662> customers,<00:21:56.625> the<00:21:56.849> positivity<00:21:57.491> that<00:21:57.652> they<00:21:57.748> share,<00:21:58.133> the<00:21:58.791> potential<00:21:59.337> their<00:21:59.513> business<00:21:59.883> has,<00:22:00.155> and<00:22:00.236> how<00:22:00.332> much<00:22:00.637> they<00:22:00.781> derive<00:22:01.038> value<00:22:01.359> from<00:22:01.535> SYN7.

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All<00:22:02.739> of<00:22:02.868> that,<00:22:03.124> that<00:22:03.301> fires<00:22:03.670> me<00:22:03.831> up.

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What<00:22:04.986> are<00:22:05.035> you<00:22:05.195> thinking<00:22:05.372> about<00:22:05.532> the<00:22:05.612> current<00:22:05.998> macroeconomic<00:22:06.880> environment<00:22:07.539> and<00:22:07.603> our<00:22:07.844> current—<00:22:08.245> like,<00:22:08.566> I<00:22:08.598> mean,<00:22:08.807> we're<00:22:08.967> obviously<00:22:09.288> in<00:22:09.320> a<00:22:09.384> political<00:22:09.866> environment<00:22:10.508> as<00:22:10.669> we<00:22:10.829> talk.

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There's<00:22:11.311> actually<00:22:11.632> a<00:22:11.648> first<00:22:12.177> presidential<00:22:13.076> debate<00:22:13.317> tonight.

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Tonight,<00:22:15.404> like,<00:22:15.789> how<00:22:15.901> are<00:22:16.030> you<00:22:16.190> feeling<00:22:16.608> just<00:22:16.704> about<00:22:16.929> state<00:22:17.234> of<00:22:17.266> the<00:22:17.410> world<00:22:18.614> from<00:22:18.790> a<00:22:18.839> macroeconomic<00:22:19.978> perspective?

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Because<00:22:20.701> you<00:22:20.861> have<00:22:21.102> to<00:22:21.246> think<00:22:21.359> about<00:22:21.599> those<00:22:21.760> types<00:22:22.001> of<00:22:22.065> things<00:22:22.306> now<00:22:22.530> as<00:22:22.579> CEO,<00:22:23.349> even<00:22:23.590> beyond<00:22:23.975> just<00:22:24.152> kind<00:22:24.312> of<00:22:24.392> what's<00:22:24.617> happening<00:22:24.954> inside<00:22:25.099> of<00:22:25.195> your<00:22:25.355> company.

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Oh,<00:22:26.158> 100%.

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You<00:22:26.800> know,<00:22:27.105> it's<00:22:27.378> super<00:22:27.779> important<00:22:28.245> because<00:22:28.502> we<00:22:28.630> got<00:22:28.726> to<00:22:28.806> make<00:22:28.983> some<00:22:29.128> responsible<00:22:29.689> decisions.

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About<00:22:30.893> the<00:22:31.037> growth<00:22:31.679> and<00:22:31.775> the<00:22:31.936> people<00:22:32.497> and<00:22:32.642> all<00:22:32.738> that<00:22:32.915> stuff.

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So<00:22:33.380> we<00:22:33.476> are<00:22:33.605> constantly<00:22:34.182> talking<00:22:34.567> about<00:22:34.728> all<00:22:34.824> of<00:22:34.888> those<00:22:35.065> topics.

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There<00:22:36.204> is<00:22:36.348> a<00:22:36.493> bit<00:22:36.605> of,<00:22:36.814> obviously,<00:22:37.215> I<00:22:37.231> mean,<00:22:37.407> you<00:22:37.568> know,<00:22:37.937> how<00:22:38.193> can<00:22:38.354> you<00:22:38.434> not<00:22:38.755> miss<00:22:38.915> this<00:22:39.140> whole<00:22:39.381> big<00:22:39.557> doom<00:22:39.718> and<00:22:39.878> gloom,<00:22:40.600> right?

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Inflation<00:22:41.322> is<00:22:41.483> this,<00:22:41.803> interest<00:22:42.205> rate<00:22:42.445> is<00:22:42.606> that,<00:22:42.846> and<00:22:42.991> all<00:22:43.167> that.

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There<00:22:43.905> is<00:22:44.034> definitely,<00:22:44.916> you<00:22:44.948> know,<00:22:45.638> a<00:22:46.360> shift<00:22:46.874> in<00:22:47.002> the<00:22:47.163> way<00:22:47.499> customers<00:22:48.623> put,<00:22:48.863> like,<00:22:49.024> you<00:22:49.088> know,<00:22:49.184> when<00:22:49.264> we<00:22:49.409> think<00:22:49.521> about<00:22:49.810> Syn7<00:22:50.243> as<00:22:50.388> a<00:22:50.468> business,<00:22:51.430> you<00:22:51.511> know,<00:22:51.591> we've<00:22:52.056> had,<00:22:52.233> we<00:22:52.313> are<00:22:52.393> one<00:22:52.489> of<00:22:52.554> those<00:22:52.714> companies<00:22:53.115> that<00:22:53.276> was<00:22:53.516> fortunate,<00:22:54.158> but<00:22:54.303> we<00:22:54.383> were<00:22:54.479> also<00:22:54.944> positioned,<00:22:55.747> the<00:22:55.843> previous<00:22:56.164> team<00:22:56.324> did<00:22:56.485> a<00:22:56.565> great<00:22:56.725> job<00:22:57.046> of<00:22:57.207> getting<00:22:57.367> the<00:22:57.511> company<00:22:57.913> ready<00:22:58.169> and<00:22:58.250> the<00:22:58.394> team<00:22:59.196> As<00:22:59.373> we<00:22:59.534> came<00:22:59.775> out<00:22:59.871> of<00:22:59.951> the<00:23:00.883> COVID<00:23:01.220> initial<00:23:01.621> phase,<00:23:02.408> there<00:23:02.489> was<00:23:02.601> a<00:23:02.746> big<00:23:03.067> push<00:23:03.388> with<00:23:03.565> retail<00:23:03.934> and<00:23:04.030> commerce.

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I<00:23:04.448> mean,<00:23:05.235> we<00:23:05.379> all<00:23:05.636> went<00:23:05.797> through<00:23:05.957> this<00:23:06.198> transition<00:23:06.744> of<00:23:07.387> ordering<00:23:07.708> everything<00:23:08.109> online,<00:23:08.591> you<00:23:08.623> know,<00:23:08.832> buy<00:23:09.073> online,<00:23:09.410> pick<00:23:09.571> up<00:23:09.731> in<00:23:09.812> store<00:23:10.358> and<00:23:10.534> curbside<00:23:11.016> pickup<00:23:11.434> and,<00:23:11.803> you<00:23:11.867> know,<00:23:12.140> delivery<00:23:12.542> at<00:23:12.686> door,<00:23:13.409> all<00:23:13.586> that<00:23:13.730> fun<00:23:13.907> stuff.

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And<00:23:14.308> that<00:23:14.469> drove<00:23:14.597> a<00:23:14.710> lot<00:23:14.886> of<00:23:15.031> business.

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And<00:23:15.513> we<00:23:15.657> were<00:23:16.251> super,<00:23:16.589> super<00:23:16.878> successful<00:23:18.066> with<00:23:18.227> that.

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And<00:23:19.046> then<00:23:19.287> as<00:23:19.447> we<00:23:19.833> did<00:23:19.993> the<00:23:20.090> transition,<00:23:20.893> it<00:23:20.973> kind<00:23:21.150> of<00:23:21.278> came<00:23:21.615> back<00:23:21.856> to<00:23:22.001> normalcy<00:23:22.643> in<00:23:22.739> 2023.

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That<00:23:24.185> means<00:23:24.345> customers<00:23:24.811> are<00:23:24.907> taking<00:23:25.148> a<00:23:25.213> little<00:23:25.453> bit<00:23:25.614> longer<00:23:25.951> time<00:23:26.176> to<00:23:26.256> make<00:23:26.433> the<00:23:26.513> decision.

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Their<00:23:27.316> buying<00:23:27.573> cycle<00:23:27.975> is<00:23:28.183> different.

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Their<00:23:28.922> buying<00:23:29.243> behavior<00:23:29.725> is<00:23:29.870> different.

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So<00:23:30.769> we've<00:23:30.994> already<00:23:31.234> factored<00:23:31.796> a<00:23:31.877> lot<00:23:32.053> of<00:23:32.134> that<00:23:32.294> into<00:23:32.856> our<00:23:33.161> modeling.

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And<00:23:33.803> in<00:23:33.964> 2024,<00:23:34.927> particularly<00:23:35.489> given<00:23:35.682> it's<00:23:35.827> election<00:23:36.212> year,<00:23:36.790> there<00:23:36.886> is<00:23:37.015> always<00:23:37.368> a<00:23:37.497> bit<00:23:37.609> of<00:23:37.737> uncertainty.

00:23:38.797 --> 00:23:42.217
But<00:23:39.022> what<00:23:39.423> I<00:23:39.504> can<00:23:39.664> tell<00:23:39.777> you,<00:23:39.985> Clint,<00:23:40.178> like<00:23:40.339> I<00:23:40.403> said,<00:23:40.563> I<00:23:40.644> spend<00:23:40.901> a<00:23:40.965> lot<00:23:41.141> of<00:23:41.206> time<00:23:41.447> with<00:23:41.591> our<00:23:41.752> customers.

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Our<00:23:42.956> customers,<00:23:43.438> some<00:23:43.614> of<00:23:43.646> them<00:23:43.791> are<00:23:43.919> like<00:23:44.032> startups.

00:23:44.738 --> 00:23:46.601
These<00:23:44.899> are<00:23:44.979> companies<00:23:45.396> that<00:23:45.669> had<00:23:45.798> a<00:23:45.926> great<00:23:46.119> idea.

00:23:46.986 --> 00:23:51.980
Hey,<00:23:47.211> I've<00:23:47.468> got<00:23:47.693> this<00:23:47.869> phenomenal<00:23:48.672> idea<00:23:48.977> for<00:23:49.395> creating<00:23:49.732> a<00:23:49.796> jewelry<00:23:50.278> and<00:23:50.342> I'm<00:23:50.422> gonna<00:23:50.535> start<00:23:50.904> off<00:23:51.065> doing<00:23:51.257> it<00:23:51.386> from<00:23:51.466> my<00:23:51.562> garage.

00:23:52.445 --> 00:23:53.553
I,<00:23:52.831> you<00:23:52.863> know,<00:23:52.991> have<00:23:53.088> success.

00:23:53.730 --> 00:24:00.212
Now<00:23:53.891> I'm<00:23:54.677> opening<00:23:54.998> up<00:23:55.159> my<00:23:55.255> store,<00:23:55.817> a<00:23:55.833> Shopify<00:23:56.379> store,<00:23:57.198> I'm<00:23:57.358> selling<00:23:57.727> on<00:23:57.887> Amazon,<00:23:58.544> Etsy,<00:23:58.945> Faire,<00:23:59.410> whatever,<00:23:59.987> right?

00:24:00.628 --> 00:24:11.288
And<00:24:00.708> then,<00:24:00.853> we<00:24:00.885> have<00:24:01.093> customers<00:24:01.574> that<00:24:01.654> actually<00:24:01.975> have<00:24:02.135> already<00:24:02.953> found<00:24:03.257> the<00:24:03.353> product-market<00:24:03.995> fit,<00:24:04.636> companies<00:24:05.101> that<00:24:05.197> actually<00:24:05.582> do<00:24:05.774> an<00:24:05.902> amazing<00:24:06.399> startup<00:24:07.601> and<00:24:07.681> then,<00:24:07.906> boom,<00:24:08.162> now<00:24:08.387> they're<00:24:08.483> selling<00:24:08.868> like<00:24:09.044> $5,<00:24:09.365> $10,<00:24:09.605> $15,<00:24:09.990> $20<00:24:10.246> million<00:24:10.727> worth<00:24:10.903> of<00:24:11.048> product.

00:24:11.769 --> 00:24:13.548
And<00:24:11.849> then,<00:24:11.993> we<00:24:12.058> have<00:24:12.170> customers<00:24:12.651> that<00:24:12.779> have<00:24:12.875> accelerated.

00:24:13.693 --> 00:24:14.222
They<00:24:13.773> have<00:24:13.917> scale.

00:24:14.879 --> 00:24:18.502
They're<00:24:15.039> doing<00:24:15.296> $50<00:24:15.552> million,<00:24:15.905> $100<00:24:16.482> million,<00:24:17.059> $200<00:24:17.460> million<00:24:17.860> in<00:24:18.101> revenue.

00:24:19.207 --> 00:24:32.274
The<00:24:19.383> common<00:24:19.928> theme<00:24:20.169> that<00:24:20.265> I<00:24:20.329> hear<00:24:20.585> from<00:24:20.810> all<00:24:20.986> of<00:24:21.130> them,<00:24:21.291> even<00:24:21.611> to<00:24:21.772> date,<00:24:22.012> like<00:24:22.124> I<00:24:22.172> was<00:24:22.269> just<00:24:22.413> talking<00:24:22.669> to<00:24:22.749> a<00:24:22.814> customer<00:24:23.214> last<00:24:23.471> week,<00:24:24.737> Every<00:24:25.138> consistently,<00:24:25.876> I<00:24:25.940> would<00:24:26.036> say<00:24:26.181> like<00:24:26.373> 95%<00:24:26.998> plus<00:24:28.121> of<00:24:28.201> those<00:24:28.361> customers,<00:24:29.468> none<00:24:29.644> of<00:24:29.724> them<00:24:29.885> tells<00:24:30.125> me<00:24:30.366> that<00:24:30.831> the<00:24:30.927> business<00:24:31.248> is<00:24:31.328> going<00:24:31.520> to<00:24:31.633> shrink<00:24:31.889> this<00:24:32.130> year.

00:24:32.932 --> 00:24:34.631
The<00:24:33.012> business<00:24:33.252> is<00:24:33.413> going<00:24:33.525> to<00:24:33.589> be<00:24:33.669> slowing<00:24:34.054> down<00:24:34.295> next<00:24:34.551> year.

00:24:35.096 --> 00:24:38.464
They<00:24:35.321> come<00:24:35.497> out<00:24:35.593> and<00:24:35.770> tell<00:24:35.898> me,<00:24:36.203> I<00:24:36.363> think<00:24:36.459> we're<00:24:36.620> going<00:24:36.780> to<00:24:36.860> double<00:24:37.117> our<00:24:37.325> business<00:24:37.662> by<00:24:37.822> the<00:24:37.983> end<00:24:38.079> of<00:24:38.143> the<00:24:38.287> year.

00:24:38.688 --> 00:24:40.388
We're<00:24:38.784> going<00:24:38.881> to<00:24:38.913> have<00:24:39.105> like<00:24:39.346> 3x<00:24:39.747> growth<00:24:40.051> next<00:24:40.244> year.

00:24:41.110 --> 00:24:45.423
You<00:24:41.190> wouldn't<00:24:41.414> believe<00:24:41.671> there's<00:24:41.911> some<00:24:42.232> customer<00:24:42.633> conversations<00:24:43.355> that<00:24:43.499> I<00:24:43.739> walk<00:24:43.996> out<00:24:44.140> thinking<00:24:44.397> I'm<00:24:44.557> ready<00:24:44.718> to<00:24:44.878> punch<00:24:45.118> the<00:24:45.263> wall.

00:24:45.519 --> 00:24:46.465
I'm<00:24:45.584> like,<00:24:45.680> come<00:24:45.840> on,<00:24:46.000> show<00:24:46.177> it<00:24:46.305> to<00:24:46.385> me.

00:24:46.546 --> 00:24:47.331
Give<00:24:46.642> me—<00:24:46.738> I'm<00:24:47.123> ready.

00:24:47.684 --> 00:24:50.859
It's<00:24:47.828> amazing<00:24:48.342> to<00:24:48.422> see<00:24:48.646> that<00:24:48.871> these<00:24:49.127> are<00:24:49.208> folks<00:24:49.608> with<00:24:49.705> a<00:24:49.913> lot<00:24:50.105> of<00:24:50.234> resiliency.

00:24:51.356 --> 00:24:53.474
Grit,<00:24:52.255> passion<00:24:52.736> to<00:24:52.816> what<00:24:53.057> they<00:24:53.201> do.

00:24:53.762 --> 00:24:55.013
And<00:24:54.083> that's<00:24:54.420> what<00:24:54.645> drives<00:24:54.965> me.

00:24:55.062 --> 00:24:57.516
Like<00:24:55.222> to<00:24:55.286> your<00:24:55.382> question<00:24:55.687> about<00:24:55.928> like,<00:24:56.088> how<00:24:56.120> do<00:24:56.249> you<00:24:56.345> keep<00:24:56.585> motivating<00:24:57.067> yourself?

00:24:58.029 --> 00:24:59.745
I<00:24:58.093> mean,<00:24:58.350> our<00:24:58.590> platform<00:24:59.152> enables<00:24:59.617> that.

00:25:00.194 --> 00:25:06.209
We<00:25:00.275> have<00:25:00.435> customers<00:25:00.836> that<00:25:01.061> come<00:25:01.301> in<00:25:01.462> at<00:25:01.558> a<00:25:01.782> really<00:25:02.344> young<00:25:02.600> stage<00:25:03.162> to<00:25:03.258> Synth7<00:25:03.803> at<00:25:03.964> $2<00:25:04.124> million,<00:25:04.766> less<00:25:04.926> than<00:25:05.087> a<00:25:05.167> million<00:25:05.407> dollars<00:25:05.664> in<00:25:05.808> revenue.

00:25:06.771 --> 00:25:09.915
And<00:25:06.835> then,<00:25:06.931> they<00:25:07.092> grow<00:25:07.332> up<00:25:07.493> to<00:25:07.573> become<00:25:07.878> a<00:25:08.038> brand,<00:25:08.375> $50,<00:25:08.696> $60,<00:25:09.145> $100<00:25:09.578> million.

00:25:10.380 --> 00:25:12.128
Seeing<00:25:10.845> that,<00:25:11.022> it's<00:25:11.262> phenomenal.

00:25:12.545 --> 00:25:17.855
There<00:25:12.690> is<00:25:12.802> no<00:25:13.412> other<00:25:14.133> happiness<00:25:14.550> in<00:25:14.695> life<00:25:14.951> than<00:25:15.192> watching<00:25:15.834> our<00:25:15.994> customers<00:25:16.475> succeed<00:25:17.021> using<00:25:17.277> our<00:25:17.422> platform.

00:25:17.919 --> 00:25:20.980
The<00:25:17.999> fact<00:25:18.304> that<00:25:18.400> knowing<00:25:19.042> we<00:25:19.186> played<00:25:19.458> a<00:25:19.522> small<00:25:19.923> role<00:25:20.243> in<00:25:20.404> their<00:25:20.484> success.

00:25:21.349 --> 00:25:22.663
I<00:25:21.381> think<00:25:21.525> that's<00:25:21.830> like<00:25:22.471> great.

00:25:22.743 --> 00:25:32.630
So<00:25:23.032> back<00:25:23.208> to<00:25:23.288> the<00:25:23.368> macro<00:25:23.753> climate,<00:25:24.153> yes,<00:25:24.794> there<00:25:24.906> is<00:25:25.051> macro<00:25:25.387> slowness,<00:25:25.932> there<00:25:26.028> is<00:25:26.108> some<00:25:26.333> doom<00:25:26.509> and<00:25:26.653> gloom,<00:25:27.438> but<00:25:27.534> in<00:25:27.679> reality,<00:25:28.255> there's<00:25:28.432> a<00:25:28.576> lot<00:25:28.832> of<00:25:28.977> positivity,<00:25:29.698> there's<00:25:29.890> a<00:25:29.938> lot<00:25:30.098> of<00:25:30.323> optimism,<00:25:31.300> and<00:25:31.380> that's<00:25:31.621> what<00:25:31.845> we<00:25:31.877> are<00:25:31.957> driving<00:25:32.342> towards.

00:25:33.447 --> 00:25:33.896
I<00:25:33.527> love<00:25:33.768> that.

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Finally,<00:25:34.986> we<00:25:35.210> end<00:25:35.306> every<00:25:35.530> interview<00:25:35.755> with<00:25:35.867> the<00:25:35.947> same<00:25:36.171> question,<00:25:36.588> and<00:25:36.732> that<00:25:36.892> is<00:25:36.989> at<00:25:37.069> CEO.com,<00:25:37.854> we<00:25:37.950> believe<00:25:38.190> the<00:25:38.271> chances<00:25:38.735> one<00:25:38.976> gives<00:25:39.456> is<00:25:39.552> just<00:25:39.793> as<00:25:39.873> important<00:25:40.354> as<00:25:40.498> the<00:25:40.578> chances<00:25:40.995> one<00:25:41.235> takes.

00:25:42.437 --> 00:25:45.273
When<00:25:42.517> you<00:25:42.741> hear<00:25:42.934> that,<00:25:43.222> who<00:25:43.398> gave<00:25:43.623> you<00:25:43.735> a<00:25:43.799> chance<00:25:44.216> to<00:25:44.344> get<00:25:44.504> you<00:25:44.600> to<00:25:44.680> where<00:25:44.840> you<00:25:45.001> are<00:25:45.161> today?

00:25:45.706 --> 00:25:45.947
Yeah.

00:25:46.830 --> 00:25:51.278
Actually,<00:25:48.034> I<00:25:48.291> got<00:25:48.677> a<00:25:49.174> chance,<00:25:49.463> you<00:25:49.656> know,<00:25:49.720> I<00:25:49.897> got<00:25:50.074> given<00:25:50.298> chance<00:25:50.555> from<00:25:50.700> many<00:25:50.941> people.

00:25:51.487 --> 00:25:53.943
Like,<00:25:51.663> you<00:25:51.743> know,<00:25:52.048> I<00:25:52.129> talked<00:25:52.321> about<00:25:52.546> my<00:25:52.707> career<00:25:53.494> progression.

00:25:54.698 --> 00:25:58.584
You<00:25:55.292> know,<00:25:55.420> I<00:25:55.517> was<00:25:55.677> a<00:25:55.758> technical<00:25:56.159> guy<00:25:56.544> or<00:25:56.641> actually<00:25:57.042> in<00:25:57.122> more<00:25:57.299> of<00:25:57.379> a<00:25:57.524> technical<00:25:57.925> product<00:25:58.311> role.

00:25:59.049 --> 00:26:01.618
And<00:25:59.129> I<00:25:59.210> shifted<00:25:59.611> into<00:26:00.109> more<00:26:00.430> of<00:26:00.494> the<00:26:00.575> business<00:26:00.976> and<00:26:01.072> strategy.

00:26:02.260 --> 00:26:08.378
So<00:26:04.187> the<00:26:04.348> leader,<00:26:04.669> the<00:26:04.749> manager<00:26:05.215> that<00:26:05.375> took<00:26:05.552> a<00:26:05.632> chance<00:26:06.034> there,<00:26:06.676> that<00:26:06.981> opened<00:26:07.302> up<00:26:07.463> the<00:26:07.623> opportunities<00:26:08.121> for<00:26:08.266> me.

00:26:08.507 --> 00:26:10.722
I<00:26:08.667> wouldn't<00:26:08.844> be<00:26:08.988> here<00:26:09.229> today<00:26:09.807> without<00:26:10.273> that<00:26:10.610> bet.

00:26:11.317 --> 00:26:13.920
If<00:26:11.493> that<00:26:11.750> manager<00:26:12.200> looked<00:26:12.393> at<00:26:12.538> me<00:26:12.618> and<00:26:12.763> go<00:26:12.843> like,<00:26:13.036> "No,<00:26:13.180> you're<00:26:13.341> a<00:26:13.422> technical<00:26:13.887> guy.

00:26:14.305 --> 00:26:23.544
I<00:26:14.337> don't<00:26:14.530> think<00:26:14.627> you<00:26:14.771> can<00:26:14.948> do<00:26:15.109> this<00:26:15.269> job<00:26:15.591> of<00:26:15.735> interacting<00:26:16.217> with<00:26:16.378> partners,<00:26:16.796> defining<00:26:17.262> programs<00:26:17.680> that<00:26:17.824> are<00:26:17.905> like<00:26:18.146> massive<00:26:18.965> global<00:26:19.351> scale,"<00:26:21.054> my<00:26:21.520> path<00:26:21.761> would<00:26:21.825> have<00:26:21.922> been<00:26:22.098> completely<00:26:22.645> different,<00:26:23.287> right?

00:26:23.930 --> 00:26:29.666
The<00:26:24.412> appreciation<00:26:25.296> and<00:26:25.376> the<00:26:25.457> understanding<00:26:26.115> that<00:26:26.260> I<00:26:26.501> built<00:26:26.838> in<00:26:26.919> that<00:26:27.176> role<00:26:28.027> made<00:26:28.188> a<00:26:28.268> huge<00:26:28.767> difference<00:26:29.152> to<00:26:29.249> what<00:26:29.409> I<00:26:29.570> am.

00:26:29.747 --> 00:26:30.406
So,<00:26:29.891> that's<00:26:30.277> one.

00:26:30.855 --> 00:26:34.680
Second<00:26:31.402> is<00:26:31.562> like<00:26:31.739> when<00:26:31.884> I<00:26:31.980> got<00:26:32.221> my<00:26:32.382> MBA,<00:26:32.944> you<00:26:33.041> know,<00:26:33.185> I<00:26:33.266> went<00:26:33.426> to<00:26:33.587> The<00:26:33.812> Ohio<00:26:34.069> State<00:26:34.326> University.

00:26:34.744 --> 00:26:35.804
I'm<00:26:34.889> a<00:26:35.033> big<00:26:35.258> Buckeye<00:26:35.596> fan.

00:26:35.981 --> 00:26:38.421
O-H<00:26:36.399> for<00:26:36.640> any<00:26:37.362> Bakai<00:26:37.683> fans<00:26:37.988> out<00:26:38.084> there.

00:26:38.870 --> 00:26:49.728
And<00:26:39.672> that<00:26:39.944> journey,<00:26:40.410> like<00:26:40.634> I<00:26:40.650> had<00:26:41.051> several<00:26:41.452> professors,<00:26:42.575> one<00:26:42.719> of<00:26:42.751> them<00:26:42.896> particularly,<00:26:43.521> you<00:26:43.858> know,<00:26:44.724> and<00:26:45.782> he<00:26:46.087> helped<00:26:46.328> me<00:26:46.504> understand<00:26:47.466> the<00:26:47.563> numbers<00:26:48.108> behind<00:26:48.493> the<00:26:48.573> stories,<00:26:49.471> right?

00:26:50.177 --> 00:26:54.106
And<00:26:50.738> I<00:26:50.979> love<00:26:51.235> telling<00:26:51.476> stories,<00:26:51.957> but<00:26:52.117> the<00:26:52.198> numbers<00:26:52.599> are<00:26:52.679> super<00:26:53.016> important<00:26:53.641> too,<00:26:53.882> right?

00:26:54.507 --> 00:27:00.489
And<00:26:54.587> that's<00:26:54.844> where<00:26:55.309> I<00:26:55.469> think<00:26:55.630> honestly<00:26:55.967> today,<00:26:56.207> I<00:26:56.432> think<00:26:56.592> of<00:26:56.672> myself<00:26:57.025> as<00:26:57.153> a<00:26:57.250> product<00:26:57.570> guy,<00:26:57.731> but<00:26:57.875> I'm<00:26:57.987> a<00:26:58.052> very<00:26:58.292> sales-driven,<00:26:59.254> numbers-focused<00:27:00.040> product<00:27:00.297> guy.

00:27:01.003 --> 00:27:06.375
You<00:27:01.035> know,<00:27:01.099> I<00:27:01.243> want<00:27:01.371> to<00:27:01.404> make<00:27:01.564> sure<00:27:01.740> we<00:27:01.821> build<00:27:02.045> a<00:27:02.141> product<00:27:02.462> that<00:27:02.622> customers<00:27:03.168> will<00:27:03.264> appreciate<00:27:03.745> and<00:27:03.825> understand,<00:27:04.371> not<00:27:04.547> something<00:27:04.948> we<00:27:05.028> just<00:27:05.269> build<00:27:05.429> because<00:27:05.750> it's<00:27:05.910> fancy<00:27:06.231> and<00:27:06.279> cool.

00:27:06.440 --> 00:27:06.632
Cool.

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So<00:27:07.434> those<00:27:07.690> are<00:27:07.835> two<00:27:07.979> examples<00:27:08.540> where<00:27:08.637> somebody<00:27:09.438> didn't<00:27:09.743> have<00:27:09.920> to—<00:27:10.240> they<00:27:10.337> didn't<00:27:10.529> have<00:27:10.705> to<00:27:10.802> take<00:27:10.978> a<00:27:11.122> bet,<00:27:11.363> they<00:27:11.443> didn't<00:27:11.684> have<00:27:11.844> to<00:27:12.004> spend<00:27:12.245> the<00:27:12.389> extra<00:27:12.710> hours<00:27:12.967> and<00:27:13.159> time,<00:27:13.768> and<00:27:13.929> they<00:27:14.073> did.

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And<00:27:14.570> that's,<00:27:14.971> uh,<00:27:15.276> you<00:27:15.308> know,<00:27:16.254> at<00:27:16.559> that<00:27:16.735> point<00:27:16.992> in<00:27:17.056> time<00:27:17.281> you<00:27:17.361> don't<00:27:17.601> realize<00:27:18.018> it.

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That's<00:27:18.419> the<00:27:18.499> beauty<00:27:18.820> of<00:27:18.964> all<00:27:19.061> of<00:27:19.157> this.

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Like,<00:27:19.686> when<00:27:19.846> that<00:27:19.991> happens,<00:27:20.328> you<00:27:20.408> go<00:27:20.504> like,<00:27:20.745> yeah,<00:27:20.985> cool,<00:27:21.210> thank<00:27:21.322> you<00:27:21.402> so<00:27:21.562> much,<00:27:21.867> you<00:27:21.947> know,<00:27:22.412> thanks<00:27:22.509> for<00:27:22.669> taking<00:27:22.894> the<00:27:22.990> time,<00:27:23.166> and<00:27:23.246> you<00:27:23.310> walk<00:27:23.551> away.

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But<00:27:24.385> then<00:27:24.497> you<00:27:24.593> look<00:27:24.834> back<00:27:25.059> from<00:27:25.299> 5,<00:27:25.636> 10,<00:27:25.860> 15<00:27:26.261> years<00:27:26.438> and<00:27:26.582> you<00:27:26.662> go<00:27:26.758> like,<00:27:27.400> my<00:27:27.640> gosh,<00:27:28.106> that<00:27:28.683> was<00:27:28.843> a<00:27:28.907> fork<00:27:29.389> in<00:27:29.485> the<00:27:29.629> road<00:27:30.126> and<00:27:30.287> they<00:27:30.447> helped<00:27:30.704> you<00:27:30.848> take<00:27:31.088> the,<00:27:31.393> you<00:27:31.425> know,<00:27:31.634> the<00:27:31.714> right<00:27:31.970> path.

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And,<00:27:33.077> and<00:27:33.237> you<00:27:33.398> are<00:27:33.574> where<00:27:33.799> you<00:27:33.959> are<00:27:34.119> as<00:27:34.232> a<00:27:34.360> destination<00:27:34.937> because<00:27:35.258> of<00:27:35.338> those<00:27:35.499> smaller<00:27:35.900> investments<00:27:36.381> that<00:27:36.525> somebody<00:27:36.862> made<00:27:37.183> with<00:27:37.407> you.

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Joy,<00:27:38.866> what<00:27:38.963> a<00:27:39.027> pleasure<00:27:39.652> to<00:27:39.748> talk<00:27:40.005> to<00:27:40.133> you.

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Uh,<00:27:40.871> congratulations<00:27:41.513> on<00:27:41.673> everything<00:27:41.994> you're<00:27:42.138> doing.

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Um,<00:27:43.469> seriously,<00:27:43.902> I'm<00:27:44.303> blown<00:27:44.479> away<00:27:44.720> by<00:27:44.944> it,<00:27:45.105> and,<00:27:45.281> uh,<00:27:45.987> you're<00:27:46.051> an<00:27:46.083> incredible<00:27:46.548> leader.

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Thank<00:27:46.965> you<00:27:46.997> for<00:27:47.125> spending<00:27:47.446> the<00:27:47.526> time<00:27:47.639> with<00:27:47.847> us.

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Absolutely.

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Well,<00:27:48.793> thanks<00:27:48.954> for<00:27:49.050> having<00:27:49.290> me.

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Great<00:27:49.675> questions,<00:27:50.173> I<00:27:50.317> loved<00:27:50.573> it.

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Now<00:27:51.135> I<00:27:51.215> want<00:27:51.343> to<00:27:51.375> go<00:27:51.520> listen<00:27:51.776> to<00:27:51.856> some<00:27:52.033> of<00:27:52.161> your<00:27:52.321> other<00:27:52.819> CEO<00:27:53.220> interviews<00:27:53.701> to<00:27:53.797> see<00:27:53.941> what<00:27:54.102> they<00:27:54.198> said.

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Perfect,<00:27:55.529> I<00:27:55.545> love<00:27:55.785> it.

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Okay,<00:27:56.331> thank<00:27:56.523> you<00:27:56.603> so<00:27:56.828> much.

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All<00:27:57.101> right,<00:27:57.614> take<00:27:57.710> care.

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Bye.