Scott Voigt can see you struggling

Scott Voigt has a test he runs on executives. Name the 10 customers you upset the most yesterday. Upset so badly that if you had watched it happen, you would have called them personally to apologize.

Most executives can't, and Voigt knows what it feels like to be one of the 10. He once chased a support ticket around the globe four or five times, handed from one of his telecom company's call centers to the next and the next and the next. The CEO of that company, he says, would never have tolerated it if he could have seen it.

"Knowing you have a problem, you know it at a low brainstem level," he told us. "Seeing it helps you take action on that. Measuring it tells you which ones you should take action on first."

FullStory, the company Voigt co-founded in 2014, exists to do the seeing and the measuring. The Atlanta company captures every click, mouse movement, and keystroke of a digital visit, structures the data, and serves it back to more than 3,000 customers in banking, travel, retail, and software.

In March, the Technology Association of Georgia announced Voigt as the newest inductee into the Technology Hall of Fame of Georgia, an award PwC has sponsored since its inception in 1993, with the induction ceremony held at TAG's Georgia Technology Summit in April.

The founding story starts a decade earlier. In 2004, Voigt and his two eventual co-founders were running a startup out of Georgia Tech when Google acquired it. His partners stayed and built out Google's engineering office in Atlanta. Voigt went to Silverpop, the Atlanta marketing software company later acquired by IBM, where he led marketing. Around 2012, the three quit their day jobs, pulled some Google colleagues along, and went looking for a problem.

The one they found: companies were spending heavily on marketing and sales technology to drive visitors to their websites, then going blind the moment those visitors arrived. Web analytics at the time, the paradigm Voigt credits Omniture's Josh James with establishing, required a product manager to decide in advance which moments in a customer journey mattered, then have an engineer instrument each one by hand. Add to cart. Checkout. A tick mark in a database, a chart. What you got was whatever the product manager guessed was important, and nothing else, and you paid engineers to build it. The FullStory bet was to capture everything in a privacy-friendly way and figure out what mattered afterward.

The first feature to fall out of that decision was high-fidelity session replay. A play button on every visit. "It turns out the world was just so pleased to have someone finally turn the lights on," Voigt said.

A person can review about one session every few minutes. "AI can watch all the sessions all the time, summarize those, find anomalies, summarize the summaries of the anomaly," Voigt said. In June, FullStory announced three products built on that idea: FullStory MCP, which feeds behavioral data into the AI tools employees already use, StoryAI Agents, which proactively find and prioritize user experience problems, and Workflow Intelligence, which gives leaders visibility into internal processes.

AI is also one of the company's internal strategic imperatives, and FullStory measures every organization on it. The company runs what Voigt calls a culture of demos. Teams show each other how they're using AI to get more done, and the accounting team recently demoed tools it built itself to close the books faster. "We think it's like an Iron Man super suit for everybody that works at FullStory," Voigt said.

He keeps up the same way every morning, starting his day with reads that include The Neuron, a daily AI newsletter. At night he reads sci-fi on a Kindle, which he says has destroyed his ability to remember titles and authors. "Good sci-fi has provocative conceits in them that unlock the idea of future worlds."

Ask him about remote work, and he doesn't pretend to have an answer. Before COVID, Fullstory had 400 people in a converted Kroger in Atlanta. Then everyone scattered, and today only about 100 of the company's roughly 450 employees are in the city. "We're struggling with it, if I'm honest," he said. "I miss having everybody together."

The dispersal helps with hiring, since FullStory can recruit strong candidates who refuse the return-to-office mandates spreading elsewhere. But the company just held its mid-year meetup, a few days in an Atlanta hotel with every employee in one place, and watching everyone dissipate afterward left him with a hangover. "If I were starting a company tomorrow, everybody would be together."

What holds the culture together in the meantime is saying the same things over and over. The early watchwords were empathy, clarity, and bionics. After COVID, those evolved into values built around winning. A longtime colleague gave him the principle behind both: "Repetition doesn't spoil the prayer."

Voigt was born in Atlanta, went to Georgia Tech, and never considered building anywhere else. When FullStory was getting started, MailChimp gave the founders free office space and consulting work to pay the bills. Today, FullStory sublets space to a startup trying to find its footing. "But the real story is Atlanta," Voigt said in TAG's announcement of his Hall of Fame induction, crediting an ecosystem that values pragmatism over hype and long-term building over shortcuts.

We end every conversation with the same question: who gave you a chance?

For Voigt, it was Bill Nussey, his CEO at Silverpop. "I was a young and green executive that probably thought I was much greater than I actually was," Voigt said. "No, that's just true. I thought I was greater than I actually was, not even thought." Nussey promoted him anyway, let him make mistakes, and coached him through them. "It would've been very easy for him to say, 'You're junior. We're going to bring in somebody with more experience over you.' I've been guilty of doing that as a leader before, so I'm very thankful for the chance he let me have and the patience he had with me to make some mistakes on his time."

00:00:00 Introduction
00:00:17 What is FullStory?
00:01:15 Founding FullStory
00:04:09 Product Evolution
00:05:49 AI Integration
00:09:52 Company Culture
00:14:17 Atlanta Tech Scene
00:16:37 Scott's Daily Routine
00:18:16 Reading Recommendations
00:20:14 Understanding Customers
00:22:40 Macroeconomic Environment
00:23:58 Who Gave Scott a Chance?

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That<00:03:41.440> button.<00:03:41.840> Same<00:03:42.239> process.<00:03:42.879> And<00:03:43.040> what<00:03:43.280> you<00:03:43.519> ended<00:03:43.760> up<00:03:43.920> with<00:03:44.560> was<00:03:44.959> really<00:03:45.440> biased<00:03:46.159> information.

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Basically,<00:03:47.280> what<00:03:47.519> the<00:03:47.760> product<00:03:48.080> manager<00:03:48.560> thought<00:03:48.799> was<00:03:49.120> important<00:03:49.680> and<00:03:49.920> it<00:03:50.080> was<00:03:50.239> incomplete.

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Oh,<00:03:51.384> but<00:03:51.648> at<00:03:51.912> least<00:03:52.176> it<00:03:52.440> was<00:03:52.704> also<00:03:52.968> expensive<00:03:53.232> because<00:03:53.496> you<00:03:53.760> had<00:03:54.024> to<00:03:54.288> go<00:03:54.552> get<00:03:54.816> an<00:03:55.080> engineer<00:03:55.344> to<00:03:55.608> wire<00:03:55.872> that<00:03:56.136> stuff<00:03:56.400> together.

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Smart<00:03:57.519> group<00:03:57.760> of<00:03:58.080> Google<00:03:58.400> people,<00:03:58.720> which<00:03:58.959> I<00:03:59.280> don't<00:03:59.599> count<00:03:59.840> as<00:04:00.159> myself,<00:04:00.959> looked<00:04:01.200> at<00:04:01.360> that<00:04:01.599> problem<00:04:01.840> and<00:04:02.080> said,<00:04:02.239> "What<00:04:02.560> if<00:04:02.720> we<00:04:02.879> could<00:04:03.120> just<00:04:03.680> collect<00:04:04.080> all<00:04:04.239> of<00:04:04.400> the<00:04:04.640> data?"

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Like<00:04:05.330> really,<00:04:05.701> when<00:04:06.072> it<00:04:06.443> comes<00:04:06.814> to<00:04:07.185> a<00:04:07.556> visit,<00:04:07.927> capture<00:04:08.298> every<00:04:08.669> click<00:04:09.040> and<00:04:09.410> mouse<00:04:09.781> move<00:04:10.152> and<00:04:10.523> keystroke<00:04:10.894> in<00:04:11.265> a<00:04:11.636> privacy-friendly<00:04:12.007> way,<00:04:12.378> image,<00:04:12.749> and<00:04:13.120> if

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we<00:04:13.439> could<00:04:13.599> make<00:04:13.760> sense<00:04:14.080> of<00:04:14.239> all<00:04:14.480> that<00:04:14.720> data,<00:04:15.519> that<00:04:15.760> would<00:04:15.920> be<00:04:16.079> something<00:04:16.400> new<00:04:16.720> and<00:04:16.959> novel<00:04:17.359> and<00:04:17.680> valuable.

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And<00:04:18.320> and<00:04:18.639> that's<00:04:18.880> what<00:04:19.040> we<00:04:19.199> did<00:04:19.359> in<00:04:19.600> 2014.<00:04:20.560> And<00:04:20.880> so<00:04:21.600> we<00:04:21.840> launched<00:04:22.240> that<00:04:23.360> um<00:04:23.520> to<00:04:23.759> the<00:04:23.919> mid-market<00:04:24.639> really<00:04:25.520> trying<00:04:25.759> to<00:04:26.000> go<00:04:26.320> to

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market<00:04:27.040> similar<00:04:27.440> with<00:04:27.680> like<00:04:28.000> what<00:04:28.320> Qualtrics<00:04:29.040> was<00:04:29.120> doing.

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You<00:04:29.440> know,<00:04:29.600> you<00:04:29.759> get<00:04:29.919> a<00:04:30.080> lot<00:04:30.160> of<00:04:30.320> customers<00:04:30.880> and<00:04:31.040> then<00:04:31.280> you<00:04:31.440> move<00:04:31.680> towards<00:04:32.080> the<00:04:32.320> enterprise<00:04:32.720> over<00:04:33.040> time<00:04:33.840> and<00:04:34.160> and<00:04:34.479> that's<00:04:34.800> that's<00:04:35.120> the<00:04:35.360> journey<00:04:35.600> we've<00:04:35.840> been<00:04:36.000> on<00:04:36.160> and<00:04:36.320> it's

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it's<00:04:36.725> been<00:04:36.971> a<00:04:37.218> good<00:04:37.464> one.<00:04:37.710> <00:04:37.956> How<00:04:38.203> has<00:04:38.449> the<00:04:38.695> product<00:04:38.941> evolved<00:04:39.188> since<00:04:39.434> the<00:04:39.680> founding?

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<00:04:40.720> Well,<00:04:41.040> um<00:04:41.360> so<00:04:41.680> the<00:04:42.000> the<00:04:42.320> essence<00:04:42.640> of<00:04:42.960> the<00:04:43.280> product<00:04:43.600> was<00:04:43.920> always<00:04:44.240> about<00:04:44.560> this<00:04:44.880> this<00:04:45.200> concept<00:04:45.520> of<00:04:45.840> data<00:04:46.160> capture.

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We<00:04:46.960> call<00:04:47.120> that<00:04:47.520> full<00:04:47.840> capture.<00:04:48.800> The<00:04:48.960> the<00:04:49.440> first<00:04:49.840> feature,<00:04:50.479> if<00:04:50.720> you<00:04:50.800> will,<00:04:51.040> that<00:04:51.280> fell<00:04:51.520> out<00:04:51.680> of<00:04:51.840> that<00:04:52.080> was<00:04:52.479> high-fidelity<00:04:53.360> session<00:04:53.840> replay.

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And<00:04:54.748> so<00:04:55.096> for<00:04:55.443> every<00:04:55.791> visit<00:04:56.139> in<00:04:56.487> a<00:04:56.835> privacy-friendly<00:04:57.183> way,<00:04:57.530> you<00:04:57.878> can<00:04:58.226> hit<00:04:58.574> play<00:04:58.922> and<00:04:59.270> see<00:04:59.617> what<00:04:59.965> your<00:05:00.313> users<00:05:00.661> were<00:05:01.009> doing<00:05:01.357> as<00:05:01.704> they<00:05:02.052> navigated<00:05:02.400> across

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the<00:05:02.880> product.<00:05:03.280> And<00:05:03.440> it<00:05:03.600> turns<00:05:03.759> out<00:05:03.919> the<00:05:04.160> world<00:05:04.560> was<00:05:04.800> just<00:05:05.280> so<00:05:05.600> pleased<00:05:06.320> to<00:05:06.639> have<00:05:06.800> someone<00:05:07.199> finally<00:05:07.600> turn<00:05:07.840> the<00:05:08.000> lights<00:05:08.240> on.

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And<00:05:09.300> so<00:05:09.640> product<00:05:09.980> at<00:05:10.320> the<00:05:10.660> the<00:05:11.000> inception<00:05:11.340> of<00:05:11.680> FullStory<00:05:12.020> was<00:05:12.360> a<00:05:12.700> big<00:05:13.040> play<00:05:13.380> button<00:05:13.720> basically<00:05:14.060> that<00:05:14.400> would<00:05:14.740> let<00:05:15.080> you<00:05:15.420> as<00:05:15.760> a<00:05:16.100> product<00:05:16.440> manager,<00:05:16.780> UX<00:05:17.120> professional

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or<00:05:17.759> a<00:05:17.919> support<00:05:18.240> person<00:05:18.960> see<00:05:19.280> where<00:05:19.520> your<00:05:19.759> customers<00:05:20.160> were<00:05:20.400> getting<00:05:20.639> confused<00:05:20.960> and<00:05:21.199> then<00:05:21.680> chime<00:05:21.919> in<00:05:22.160> to<00:05:22.320> help<00:05:22.720> them<00:05:22.960> in<00:05:23.199> in<00:05:23.600> that<00:05:23.759> journey.

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Of<00:05:24.960> course<00:05:25.280> over<00:05:25.520> over<00:05:25.759> time<00:05:26.080> what<00:05:26.240> we<00:05:26.400> wanted<00:05:26.560> to<00:05:26.720> do<00:05:26.880> is<00:05:27.039> take<00:05:27.280> that<00:05:27.759> that<00:05:28.160> full<00:05:28.560> capture<00:05:29.440> uh<00:05:29.680> stack<00:05:30.080> of<00:05:30.240> of<00:05:30.960> data<00:05:31.600> and<00:05:31.840> make<00:05:32.080> that<00:05:32.320> more<00:05:32.720> available<00:05:33.199> to

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customers.<00:05:33.919> And<00:05:34.080> so<00:05:34.240> we<00:05:34.400> started<00:05:34.639> adding<00:05:35.039> engineering<00:05:35.680> features<00:05:36.080> to<00:05:36.320> help<00:05:36.479> engineers<00:05:37.039> debug<00:05:37.600> problems.

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Connective<00:05:39.280> tissue<00:05:39.919> into<00:05:40.560> other<00:05:40.960> products<00:05:41.360> like<00:05:41.680> support<00:05:42.080> ticketing<00:05:42.560> systems<00:05:42.960> or<00:05:43.360> Jira<00:05:43.840> or<00:05:44.240> Slack<00:05:44.720> so<00:05:44.880> you<00:05:45.039> could<00:05:45.199> get<00:05:45.280> the<00:05:45.520> data<00:05:45.680> to<00:05:45.840> move<00:05:46.000> around.

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Product<00:05:47.039> analytics<00:05:47.919> fell<00:05:48.240> out<00:05:48.400> of<00:05:48.560> that.

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So<00:05:49.231> if<00:05:49.503> you<00:05:49.774> wanted<00:05:50.046> to<00:05:50.317> have<00:05:50.589> a<00:05:50.860> comprehensive<00:05:51.131> set<00:05:51.403> of<00:05:51.674> data<00:05:51.946> in<00:05:52.217> order<00:05:52.489> to<00:05:52.760> do<00:05:53.031> charts<00:05:53.303> and<00:05:53.574> graphs<00:05:53.846> and<00:05:54.117> funnels<00:05:54.389> and<00:05:54.660> all<00:05:54.931> that<00:05:55.203> good<00:05:55.474> stuff,<00:05:55.746> FullStory<00:05:56.017> was<00:05:56.289> a<00:05:56.560> great

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place<00:05:56.880> for<00:05:57.120> that.<00:05:57.759> And<00:05:57.919> then<00:05:58.400> of<00:05:58.639> course<00:05:59.039> as<00:05:59.199> as<00:05:59.520> we<00:05:59.680> step<00:05:59.840> into<00:06:00.080> this<00:06:00.320> new<00:06:00.479> world<00:06:01.199> uh<00:06:01.440> most<00:06:01.680> recently<00:06:02.160> we<00:06:02.400> are<00:06:02.560> spending<00:06:02.880> a<00:06:03.199> lot<00:06:03.360> of<00:06:03.520> time<00:06:04.400> thinking<00:06:04.880> about

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AI<00:06:05.600> and<00:06:05.840> how<00:06:06.080> that<00:06:06.240> can<00:06:06.400> unlock<00:06:06.800> value<00:06:07.120> for<00:06:07.360> our<00:06:07.600> existing<00:06:08.080> customers<00:06:08.880> and<00:06:09.759> um<00:06:10.080> you<00:06:10.319> know<00:06:10.639> and<00:06:11.039> improve<00:06:11.600> experience<00:06:12.560> for<00:06:12.960> their<00:06:13.280> visitors.

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<00:06:14.311> Yeah.<00:06:14.542> Give<00:06:14.772> me<00:06:15.003> a<00:06:15.234> sense<00:06:15.465> for<00:06:15.695> how<00:06:15.926> you're<00:06:16.157> thinking<00:06:16.388> about<00:06:16.618> AI,<00:06:16.849> how<00:06:17.080> you're<00:06:17.311> integrating<00:06:17.542> it<00:06:17.772> both<00:06:18.003> internally<00:06:18.234> and<00:06:18.465> in<00:06:18.695> the<00:06:18.926> product<00:06:19.157> and<00:06:19.388> where<00:06:19.618> do<00:06:19.849> you<00:06:20.080> think

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it's<00:06:20.480> going?<00:06:20.720> <00:06:20.960> Well,<00:06:21.200> yeah,<00:06:21.440> there's<00:06:21.680> a<00:06:21.920> there's<00:06:22.160> a<00:06:22.400> lot<00:06:22.640> to<00:06:22.880> unpack<00:06:23.120> there.

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So<00:06:23.520> let<00:06:23.759> let's<00:06:24.160> start<00:06:24.400> with<00:06:24.960> as<00:06:25.280> a<00:06:25.520> business<00:06:26.240> we<00:06:26.400> we<00:06:26.880> have<00:06:27.039> what<00:06:27.199> we<00:06:27.440> call<00:06:27.600> strategic<00:06:28.160> imperatives.

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These<00:06:28.880> are<00:06:29.039> kind<00:06:29.199> of<00:06:29.280> OKRs<00:06:30.639> and<00:06:30.960> one<00:06:31.120> of<00:06:31.199> ours<00:06:31.440> is<00:06:31.600> AI<00:06:32.319> both<00:06:32.720> internally<00:06:33.440> as<00:06:33.680> a<00:06:33.840> business.

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How<00:06:34.400> are<00:06:34.560> we<00:06:34.720> going<00:06:34.800> to<00:06:34.960> operate<00:06:35.360> by<00:06:35.600> embracing<00:06:36.160> AI<00:06:36.880> and<00:06:37.120> then<00:06:37.280> AI<00:06:37.680> for<00:06:37.840> our<00:06:38.080> customers?

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How<00:06:38.720> are<00:06:38.880> we<00:06:39.120> going<00:06:39.280> to<00:06:39.360> take<00:06:39.680> AI<00:06:40.800> to<00:06:41.840> benefit<00:06:42.800> them<00:06:43.280> in<00:06:43.680> their<00:06:44.240> goal<00:06:44.560> of<00:06:44.720> giving<00:06:44.960> a<00:06:45.199> perfect<00:06:45.680> digital<00:06:46.080> experience<00:06:46.560> to

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to<00:06:47.120> their<00:06:47.360> visitors?<00:06:48.000> And<00:06:48.400> so<00:06:48.560> let's<00:06:48.800> let's<00:06:49.120> start<00:06:49.280> with<00:06:49.440> the<00:06:49.600> latter<00:06:50.000> piece<00:06:50.240> of<00:06:50.400> that.

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I<00:06:51.360> talked<00:06:51.600> about<00:06:51.840> session<00:06:52.240> replay<00:06:52.720> earlier<00:06:53.520> and<00:06:53.919> the<00:06:54.319> idea<00:06:54.639> that<00:06:54.880> a<00:06:55.199> human<00:06:55.520> can<00:06:55.759> go<00:06:55.919> in<00:06:56.080> and<00:06:56.319> hit<00:06:56.560> play<00:06:57.199> and<00:06:57.520> watch<00:06:57.680> what<00:06:57.919> a<00:06:58.080> visitor<00:06:58.400> is<00:06:58.639> doing<00:06:58.800> and<00:06:59.039> make<00:06:59.199> some

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notes<00:06:59.599> on<00:06:59.759> that.<00:07:00.000> They<00:07:00.160> can<00:07:00.319> probably<00:07:00.479> accomplish<00:07:01.360> one<00:07:01.680> session<00:07:02.080> replay<00:07:02.560> every<00:07:03.360> few<00:07:03.680> minutes.

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AI<00:07:05.199> can<00:07:05.520> watch<00:07:06.319> all<00:07:06.560> the<00:07:06.800> sessions<00:07:07.759> all<00:07:08.080> the<00:07:08.319> time,<00:07:09.199> summarize<00:07:09.919> those,<00:07:11.039> find<00:07:11.520> anomalies,<00:07:12.400> summarize<00:07:12.880> the

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summaries<00:07:13.599> of<00:07:13.759> the<00:07:13.919> anomaly.<00:07:14.560> And<00:07:14.720> so<00:07:14.880> it's<00:07:15.199> really<00:07:15.440> just<00:07:15.680> changing<00:07:16.160> the<00:07:16.560> scalability<00:07:17.759> with<00:07:18.080> which<00:07:18.479> teams<00:07:18.960> can<00:07:19.360> understand<00:07:20.560> what<00:07:20.880> their<00:07:21.120> visitors

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are<00:07:21.759> doing.<00:07:22.000> And<00:07:22.160> so<00:07:22.319> we're<00:07:22.560> putting<00:07:22.880> a<00:07:23.199> ton<00:07:23.440> of<00:07:23.680> time<00:07:24.800> into<00:07:25.520> just<00:07:25.840> taking<00:07:26.160> that<00:07:26.400> full<00:07:26.720> capture<00:07:27.120> data<00:07:27.599> and<00:07:27.840> AI-ing<00:07:28.720> it<00:07:29.120> to<00:07:29.360> just<00:07:29.680> pluck

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the<00:07:30.240> insights<00:07:30.800> out<00:07:30.960> for<00:07:31.199> our<00:07:31.440> customers<00:07:31.919> and<00:07:32.160> then<00:07:32.800> make<00:07:33.039> that<00:07:33.280> data<00:07:34.000> activate<00:07:34.479> that<00:07:34.720> data<00:07:35.199> wherever<00:07:35.919> it<00:07:36.160> can<00:07:36.319> be<00:07:36.479> better.

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Change<00:07:37.199> the<00:07:37.440> experience<00:07:37.919> on<00:07:38.160> the<00:07:38.319> page,<00:07:39.120> pass<00:07:39.440> it<00:07:39.599> into<00:07:39.840> a<00:07:40.080> support<00:07:40.400> ticketing<00:07:40.960> system<00:07:41.360> so<00:07:41.680> it<00:07:41.919> can<00:07:42.080> respond<00:07:42.639> faster.

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It<00:07:43.919> it's<00:07:44.080> it's<00:07:44.400> a<00:07:44.560> wide<00:07:44.800> world<00:07:45.039> right<00:07:45.280> now.

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And<00:07:46.240> of<00:07:46.479> course,<00:07:47.759> we're<00:07:48.000> a<00:07:48.240> software<00:07:48.560> as<00:07:48.720> a<00:07:48.960> service<00:07:49.199> tool.

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When<00:07:49.875> you<00:07:50.150> log<00:07:50.426> into<00:07:50.702> FullStory,<00:07:50.977> I<00:07:51.253> talked<00:07:51.529> about<00:07:51.804> product<00:07:52.080> analytics.

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Product<00:07:52.960> analytics<00:07:53.599> is,<00:07:54.879> you<00:07:55.039> know,<00:07:55.120> it's<00:07:55.440> a<00:07:55.599> tool<00:07:55.840> for<00:07:56.080> people<00:07:56.319> that<00:07:56.639> have<00:07:56.720> an<00:07:56.960> analytic<00:07:57.520> mind.

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They<00:07:58.160> come<00:07:58.240> in<00:07:58.479> and<00:07:58.639> they<00:07:58.879> think<00:07:59.039> about<00:07:59.280> X<00:07:59.680> and<00:08:00.000> Y<00:08:00.400> and<00:08:00.800> cohorts<00:08:01.360> and<00:08:01.520> all<00:08:01.680> of<00:08:01.840> those<00:08:02.000> things.

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Um,<00:08:03.199> AI<00:08:04.080> makes<00:08:04.400> that<00:08:04.800> much<00:08:05.280> easier.

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And<00:08:06.080> so<00:08:06.319> how<00:08:06.560> do<00:08:06.720> we<00:08:06.960> take<00:08:07.520> that<00:08:07.840> user<00:08:08.400> experience<00:08:08.879> that<00:08:09.199> our<00:08:09.520> customers<00:08:10.000> have<00:08:10.479> and<00:08:10.879> AI-ify<00:08:11.599> that<00:08:11.759> in<00:08:11.919> a<00:08:12.080> way<00:08:12.160> where<00:08:12.400> they<00:08:12.560> can<00:08:12.720> just<00:08:12.960> ask<00:08:13.360> questions<00:08:13.840> and

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they<00:08:14.319> can<00:08:14.479> get<00:08:14.639> answers<00:08:15.039> and<00:08:15.280> they<00:08:15.440> don't<00:08:15.599> have<00:08:15.759> to<00:08:16.479> do<00:08:16.720> all<00:08:16.960> the<00:08:17.199> work<00:08:17.440> of<00:08:17.759> analytics<00:08:18.319> which<00:08:18.479> has<00:08:18.639> been<00:08:18.800> a<00:08:18.960> pretty<00:08:19.039> heavy<00:08:19.360> lift<00:08:19.599> in<00:08:19.759> the<00:08:19.919> past.

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Internally<00:08:20.875> at<00:08:21.350> FullStory,<00:08:21.826> every<00:08:22.301> single<00:08:22.776> organization<00:08:23.251> is<00:08:23.727> thinking<00:08:24.202> about<00:08:24.677> AI<00:08:25.152> and<00:08:25.628> we<00:08:26.103> measure<00:08:26.578> it<00:08:27.053> and<00:08:27.529> we<00:08:28.004> we<00:08:28.479> have

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something<00:08:29.077> at<00:08:29.515> FullStory<00:08:29.953> we<00:08:30.391> call<00:08:30.828> a<00:08:31.266> culture<00:08:31.704> of<00:08:32.142> demos<00:08:32.580> where<00:08:33.018> teams<00:08:33.456> like<00:08:33.894> to<00:08:34.332> demonstrate<00:08:34.770> how<00:08:35.207> they're<00:08:35.645> using<00:08:36.083> AI<00:08:36.521> to<00:08:36.959> increase

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their<00:08:37.763> their<00:08:38.087> throughput.<00:08:38.410> Basically,<00:08:38.733> we<00:08:39.057> think<00:08:39.380> it's<00:08:39.703> just<00:08:40.027> a<00:08:40.350> it's<00:08:40.673> like<00:08:40.997> an<00:08:41.320> Iron<00:08:41.643> Man<00:08:41.967> supersuit<00:08:42.290> for<00:08:42.613> everybody<00:08:42.937> that<00:08:43.260> works<00:08:43.583> at<00:08:43.907> at<00:08:44.230> FullStory<00:08:44.553> to<00:08:44.877> do<00:08:45.200> things

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faster.<00:08:46.720> So,<00:08:46.959> we<00:08:47.120> saw<00:08:47.200> a<00:08:47.360> demo<00:08:47.680> recently<00:08:48.160> of<00:08:48.720> our<00:08:49.120> accounting<00:08:49.600> team<00:08:49.920> and<00:08:50.240> how<00:08:50.560> they're<00:08:51.040> using<00:08:51.519> AI<00:08:52.320> building<00:08:52.720> their<00:08:52.959> own<00:08:53.200> tools<00:08:54.000> to

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close<00:08:54.640> the<00:08:54.800> books<00:08:55.120> faster<00:08:55.519> because<00:08:55.839> they<00:08:56.080> can<00:08:56.240> go<00:08:56.480> check<00:08:56.800> accounting<00:08:57.200> rules<00:08:57.519> and<00:08:57.760> do<00:08:58.000> all<00:08:58.240> sorts<00:08:58.480> of<00:08:58.560> fun<00:08:58.959> accounting<00:08:59.360> things.

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That's<00:09:00.080> happening<00:09:00.320> in<00:09:00.480> HR,<00:09:01.040> that's<00:09:01.200> happening<00:09:01.440> in<00:09:01.600> accounting,<00:09:02.080> it's<00:09:02.240> happening<00:09:02.480> in<00:09:02.720> FP&A,<00:09:03.760> sales.

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It<00:09:04.720> it's<00:09:04.959> it's<00:09:05.360> something<00:09:05.600> where<00:09:06.080> everybody<00:09:06.640> is<00:09:06.880> expected<00:09:07.360> to<00:09:07.600> embrace<00:09:08.000> it.

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<00:09:09.000> And<00:09:09.200> you<00:09:09.400> don't<00:09:09.600> get<00:09:09.800> the<00:09:10.000> sense<00:09:10.200> that<00:09:10.400> it's<00:09:10.600> fluff,<00:09:10.800> right?

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Like<00:09:11.600> I<00:09:11.760> mean<00:09:12.399> we're<00:09:12.720> starting<00:09:12.959> to<00:09:13.120> get<00:09:13.200> to<00:09:13.360> the<00:09:13.519> point<00:09:13.600> of<00:09:13.760> AI<00:09:14.160> where<00:09:14.399> people<00:09:14.560> are<00:09:14.720> like<00:09:14.880> oh<00:09:15.120> it's<00:09:15.360> maybe<00:09:15.519> it's<00:09:15.680> plateaued.

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Maybe<00:09:17.200> it's<00:09:17.519> not<00:09:17.760> helping<00:09:18.640> as<00:09:18.959> much<00:09:19.120> as<00:09:19.600> you<00:09:19.680> know<00:09:19.839> these<00:09:20.080> these<00:09:20.399> major<00:09:20.640> AI<00:09:21.040> companies<00:09:21.279> are<00:09:21.519> saying.

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Um<00:09:22.080> but<00:09:22.240> but<00:09:22.640> real<00:09:22.959> world<00:09:23.200> experience<00:09:23.680> it's<00:09:23.920> helping<00:09:24.160> you<00:09:24.320> guys.

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<00:09:25.270> It's<00:09:25.660> it's<00:09:26.050> definitely<00:09:26.440> been<00:09:26.830> it<00:09:27.220> very<00:09:27.610> very<00:09:28.000> helpful.

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I<00:09:28.800> can't<00:09:29.120> So<00:09:29.360> you<00:09:29.600> asked<00:09:29.839> me<00:09:30.240> where<00:09:30.399> are<00:09:30.560> we<00:09:30.720> going<00:09:30.959> from<00:09:31.120> here?

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I'm<00:09:32.480> I<00:09:32.959> tend<00:09:33.360> to<00:09:33.680> believe<00:09:34.399> that<00:09:35.519> that<00:09:36.080> things<00:09:36.320> are<00:09:36.640> going<00:09:36.800> to<00:09:37.120> continue<00:09:37.519> to<00:09:37.760> progress.

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I<00:09:38.560> I<00:09:38.959> don't<00:09:39.200> see<00:09:39.600> I<00:09:39.839> mean<00:09:40.240> I'm<00:09:40.480> not<00:09:40.560> a<00:09:40.880> a<00:09:41.120> super<00:09:41.440> technologist<00:09:42.080> but<00:09:42.240> I<00:09:42.320> think<00:09:42.480> trend<00:09:42.800> lines<00:09:43.120> would<00:09:43.360> point<00:09:43.600> to<00:09:44.320> if<00:09:44.560> it<00:09:45.360> uh<00:09:45.600> can<00:09:45.839> be<00:09:46.000> done<00:09:46.320> it

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will<00:09:46.720> be<00:09:46.880> done.<00:09:47.279> It's<00:09:47.519> just<00:09:47.600> a<00:09:47.839> matter<00:09:48.000> of<00:09:48.160> what<00:09:48.399> timeline<00:09:48.880> that's<00:09:49.200> going<00:09:49.279> to<00:09:49.360> be<00:09:49.519> true.

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And<00:09:50.240> so<00:09:50.880> I<00:09:51.120> think<00:09:51.200> the<00:09:51.440> tools<00:09:51.760> are<00:09:52.000> going<00:09:52.080> to<00:09:52.240> continue<00:09:52.640> to<00:09:52.959> get<00:09:53.200> better<00:09:53.839> and<00:09:54.160> smarter<00:09:54.640> and<00:09:55.040> connect<00:09:55.279> with<00:09:55.519> each<00:09:55.760> other<00:09:56.000> to<00:09:56.240> get<00:09:56.399> better<00:09:56.800> and<00:09:57.120> smarter.

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And<00:09:58.320> um<00:09:58.640> we're<00:09:58.880> going<00:09:59.040> to<00:09:59.440> we<00:09:59.680> want<00:09:59.760> to<00:09:59.920> be<00:10:00.000> at<00:10:00.160> the<00:10:00.320> forefront<00:10:00.800> of<00:10:01.040> that<00:10:01.279> as<00:10:01.519> it<00:10:01.760> pertains<00:10:02.160> to<00:10:02.880> digital<00:10:03.600> experience<00:10:04.160> both<00:10:04.399> for<00:10:04.640> employees<00:10:05.200> as<00:10:05.519> they're<00:10:05.839> trying

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to<00:10:06.320> understand<00:10:07.040> where<00:10:07.360> they<00:10:07.519> could<00:10:07.680> be<00:10:07.920> more<00:10:08.080> efficient<00:10:08.800> and<00:10:09.120> visitors<00:10:09.600> as<00:10:09.839> they're<00:10:10.080> trying<00:10:10.240> to<00:10:10.399> have<00:10:10.560> better<00:10:10.880> experiences<00:10:11.839> um<00:10:12.160> in<00:10:12.399> in<00:10:12.720> their<00:10:12.880> day-to-day.

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<00:10:14.035> Yeah.<00:10:14.230> Yeah.<00:10:14.426> That<00:10:14.622> that<00:10:14.817> makes<00:10:15.013> a<00:10:15.209> lot<00:10:15.404> of<00:10:15.600> sense.

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How<00:10:16.399> do<00:10:16.480> you<00:10:16.640> think<00:10:16.720> about<00:10:16.959> building<00:10:17.200> the<00:10:17.440> culture<00:10:18.000> of<00:10:18.160> your<00:10:18.399> of<00:10:18.640> your<00:10:18.880> company<00:10:19.120> and<00:10:19.360> how<00:10:19.519> has<00:10:19.680> that<00:10:19.839> evolved<00:10:20.240> since<00:10:20.480> the<00:10:20.640> founding<00:10:21.040> as<00:10:21.279> you've<00:10:21.519> gotten<00:10:21.760> bigger<00:10:22.079> and<00:10:22.399> gotten

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more<00:10:22.924> employees?<00:10:23.209> <00:10:23.493> It's<00:10:23.778> it<00:10:24.062> has<00:10:24.347> certainly<00:10:24.631> been<00:10:24.916> an<00:10:25.200> evolution.

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So<00:10:26.526> in<00:10:26.891> the<00:10:27.257> earliest<00:10:27.623> days<00:10:27.988> of<00:10:28.354> of<00:10:28.719> FullStory,<00:10:29.085> we<00:10:29.451> had<00:10:29.816> these<00:10:30.182> things<00:10:30.548> we<00:10:30.913> called<00:10:31.279> watchwords.

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They<00:10:32.240> were<00:10:32.480> three<00:10:32.800> simple<00:10:33.200> things<00:10:33.440> that<00:10:33.839> everybody<00:10:34.240> could<00:10:34.480> rally<00:10:34.880> around<00:10:35.600> and<00:10:36.079> um<00:10:36.560> it<00:10:36.800> was<00:10:37.040> empathy.

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Empathy<00:10:38.211> is<00:10:38.662> super<00:10:39.113> important<00:10:39.564> as<00:10:40.015> we<00:10:40.465> interact<00:10:40.916> with<00:10:41.367> each<00:10:41.818> other<00:10:42.269> within<00:10:42.720> teams.

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Empathy<00:10:43.760> is<00:10:44.000> important<00:10:44.320> for<00:10:44.560> our<00:10:44.800> customers<00:10:45.200> when<00:10:45.519> we're<00:10:45.760> interacting<00:10:46.160> with<00:10:46.399> them<00:10:46.720> and<00:10:46.959> for<00:10:47.120> our<00:10:47.440> customers<00:10:47.839> when<00:10:48.079> they're<00:10:48.320> engaging<00:10:48.720> with<00:10:49.040> their<00:10:49.600> customers<00:10:50.000> and

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visitors.<00:10:50.720> How<00:10:50.880> are<00:10:50.959> they<00:10:51.200> empathizing?<00:10:51.839> Um,<00:10:52.160> we<00:10:52.399> talked<00:10:52.640> a<00:10:52.800> lot<00:10:53.040> about<00:10:53.360> clarity,<00:10:54.000> like<00:10:54.480> communicating<00:10:55.279> clarity<00:10:55.760> is<00:10:56.000> really<00:10:56.240> important.

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And<00:10:56.959> we<00:10:57.120> had<00:10:57.279> this<00:10:57.440> idea<00:10:57.680> of<00:10:57.839> bionics,<00:10:58.560> which<00:10:58.880> actually<00:10:59.200> plays<00:10:59.519> pretty<00:10:59.760> well<00:10:59.920> in<00:11:00.160> the<00:11:00.320> AI<00:11:00.720> world<00:11:00.959> today.

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I<00:11:01.519> talked<00:11:01.760> about<00:11:01.920> the<00:11:02.079> Iron<00:11:02.399> Man<00:11:02.720> supersuit.<00:11:03.279> That<00:11:03.519> really<00:11:03.680> is<00:11:03.839> the<00:11:04.079> essence<00:11:04.320> of<00:11:04.480> what<00:11:04.720> bionics<00:11:05.279> is<00:11:05.440> about<00:11:05.680> is<00:11:06.160> keep<00:11:06.480> that<00:11:06.800> human<00:11:07.120> touch<00:11:07.680> and<00:11:07.920> then<00:11:08.240> scale<00:11:08.560> it<00:11:08.800> out.

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So<00:11:09.839> those<00:11:10.160> three<00:11:10.399> watchwords<00:11:11.040> have<00:11:11.360> served<00:11:11.680> us<00:11:12.000> very<00:11:12.320> well<00:11:12.640> for,<00:11:13.120> you<00:11:13.279> know,<00:11:13.360> a<00:11:13.600> long<00:11:13.839> stand<00:11:14.079> of<00:11:14.240> the<00:11:14.399> company.

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But<00:11:15.600> we<00:11:15.920> found<00:11:16.240> ourselves<00:11:16.560> in<00:11:16.800> a<00:11:17.040> moment<00:11:17.680> kind<00:11:17.920> of<00:11:18.160> post-COVID<00:11:19.279> where<00:11:20.079> everybody<00:11:20.640> went<00:11:20.959> remote.

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It<00:11:22.399> was<00:11:22.640> harder<00:11:22.959> to<00:11:23.200> just<00:11:23.440> have<00:11:23.600> those<00:11:23.839> three<00:11:24.079> watchwords.

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And<00:11:24.880> so<00:11:25.040> we've<00:11:25.360> evolved<00:11:26.000> into<00:11:27.360> um<00:11:27.600> talking<00:11:28.000> about<00:11:28.640> winning.

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We<00:11:29.360> talk<00:11:29.519> about<00:11:29.839> winning<00:11:30.240> a<00:11:30.480> lot<00:11:30.720> because<00:11:30.959> they're<00:11:31.200> winners<00:11:31.519> and<00:11:31.760> losers.

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And<00:11:32.419> we<00:11:32.678> we<00:11:32.937> play<00:11:33.196> to<00:11:33.455> win.<00:11:33.714> If<00:11:33.973> you<00:11:34.232> work<00:11:34.491> at<00:11:34.750> FullStory,<00:11:35.010> you're<00:11:35.269> going<00:11:35.528> to<00:11:35.787> work<00:11:36.046> hard<00:11:36.305> and<00:11:36.564> and<00:11:36.823> you<00:11:37.082> care<00:11:37.341> about<00:11:37.600> winning.

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And<00:11:38.449> so<00:11:38.898> these<00:11:39.347> winning<00:11:39.795> ways<00:11:40.244> are<00:11:40.693> a<00:11:41.142> set<00:11:41.591> of<00:11:42.040> values<00:11:42.488> that<00:11:42.937> really<00:11:43.386> just<00:11:43.835> articulate<00:11:44.284> the<00:11:44.733> culture<00:11:45.181> that<00:11:45.630> we<00:11:46.079> have

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always<00:11:46.720> had<00:11:47.120> and<00:11:47.440> wanted<00:11:47.760> to<00:11:47.920> be<00:11:48.160> true.

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But<00:11:49.203> one<00:11:49.526> of<00:11:49.849> the<00:11:50.172> one<00:11:50.495> of<00:11:50.818> the<00:11:51.141> most<00:11:51.464> one<00:11:51.787> of<00:11:52.110> the<00:11:52.433> most<00:11:52.756> important<00:11:53.080> things<00:11:53.403> best<00:11:53.726> pieces<00:11:54.049> of<00:11:54.372> advice<00:11:54.695> I<00:11:55.018> ever<00:11:55.341> received<00:11:55.664> was<00:11:55.987> uh<00:11:56.310> from<00:11:56.633> a<00:11:56.956> colleague<00:11:57.279> that

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I<00:11:57.680> worked<00:11:57.839> with<00:11:58.079> for<00:11:58.240> a<00:11:58.399> long<00:11:58.560> time<00:11:59.200> and<00:11:59.440> she<00:11:59.680> loved<00:11:59.920> to<00:12:00.079> say,<00:12:00.399> "Repetition<00:12:00.880> doesn't<00:12:01.200> spoil<00:12:01.519> the<00:12:01.760> prayer."

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And<00:12:02.720> so<00:12:03.600> culture<00:12:04.079> is<00:12:04.320> both<00:12:04.640> the<00:12:04.880> way<00:12:05.040> that<00:12:05.279> you<00:12:05.519> show<00:12:05.760> up<00:12:06.000> and<00:12:06.320> act.

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That's<00:12:07.279> and<00:12:07.519> you<00:12:07.760> repeat<00:12:08.160> those<00:12:08.560> traditions<00:12:09.200> and<00:12:09.519> patterns<00:12:09.920> and<00:12:10.240> rituals<00:12:10.800> and<00:12:11.040> they're<00:12:11.279> what<00:12:11.440> you<00:12:11.680> say<00:12:12.240> and<00:12:12.480> so<00:12:12.720> we<00:12:13.040> say<00:12:13.279> these<00:12:13.600> things<00:12:13.920> a<00:12:14.240> lot<00:12:14.480> so<00:12:14.800> people<00:12:15.120> can

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know<00:12:15.760> this<00:12:15.920> is<00:12:16.079> really<00:12:16.399> what<00:12:16.800> what<00:12:17.200> we<00:12:17.440> care<00:12:17.680> about.

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Yeah.<00:12:19.200> And<00:12:19.839> uh<00:12:20.240> maintaining<00:12:20.720> that<00:12:21.040> as<00:12:21.200> you<00:12:21.440> grow,<00:12:21.839> has<00:12:22.000> that<00:12:22.240> been<00:12:22.480> difficult?<00:12:22.959> Has<00:12:23.120> that<00:12:23.360> been<00:12:23.680> I<00:12:23.920> mean,<00:12:24.000> what<00:12:24.160> have<00:12:24.240> the<00:12:24.560> and<00:12:24.800> how<00:12:24.880> do<00:12:24.959> you<00:12:25.120> how<00:12:25.279> have<00:12:25.440> you<00:12:25.519> thought<00:12:25.680> about

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like<00:12:26.959> uh<00:12:27.120> work<00:12:27.360> from<00:12:27.600> home,<00:12:28.079> hybrid,<00:12:29.040> and<00:12:29.279> everybody<00:12:29.600> in<00:12:29.839> person,<00:12:30.320> that<00:12:30.480> whole<00:12:30.720> debate<00:12:30.959> that's<00:12:31.279> happening<00:12:32.160> is<00:12:32.399> still<00:12:32.639> happening<00:12:32.959> here.<00:12:33.279> So<00:12:33.600> we<00:12:33.839> were<00:12:34.320> we

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were<00:12:36.160> maybe<00:12:36.480> the<00:12:36.800> perfect<00:12:37.600> bad<00:12:38.079> vintage<00:12:38.720> of<00:12:38.959> of<00:12:39.519> company<00:12:39.920> and<00:12:40.160> that<00:12:40.399> we<00:12:40.639> were<00:12:40.800> born<00:12:41.680> 2014,<00:12:42.720> we're

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an<00:12:43.292> Atlanta-based<00:12:43.624> company.<00:12:43.957> We<00:12:44.290> had<00:12:44.622> 400<00:12:44.955> people<00:12:45.287> running<00:12:45.620> around<00:12:45.953> the<00:12:46.285> office<00:12:46.618> of<00:12:46.951> Atlanta.<00:12:47.283> It<00:12:47.616> was<00:12:47.948> vibrant<00:12:48.281> and<00:12:48.614> it<00:12:48.946> was<00:12:49.279> great.

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We<00:12:49.680> were<00:12:49.760> in<00:12:49.920> an<00:12:50.079> old<00:12:50.320> grocery<00:12:50.800> store.<00:12:51.120> It<00:12:51.279> was<00:12:51.360> a<00:12:51.519> Kroger<00:12:52.000> that<00:12:52.160> we<00:12:52.320> took<00:12:52.480> over.

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It<00:12:52.959> was<00:12:53.360> cool.<00:12:54.240> Co-<00:12:55.120> we<00:12:55.440> started<00:12:55.839> to<00:12:56.000> just<00:12:56.160> say<00:12:56.399> you<00:12:56.560> could<00:12:56.639> work<00:12:56.800> wherever<00:12:57.120> you<00:12:57.200> want<00:12:57.360> to<00:12:57.519> and<00:12:57.760> people<00:12:58.079> scattered.

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And<00:12:58.971> so<00:12:59.223> now<00:12:59.474> we<00:12:59.726> have<00:12:59.977> probably<00:13:00.229> a<00:13:00.480> hundred<00:13:00.731> people<00:13:00.983> in<00:13:01.234> Atlanta<00:13:01.486> and<00:13:01.737> I'm<00:13:01.989> in<00:13:02.240> the<00:13:02.491> office<00:13:02.743> here<00:13:02.994> today<00:13:03.246> and<00:13:03.497> there<00:13:03.749> are<00:13:04.000> not<00:13:04.251> that<00:13:04.503> many<00:13:04.754> people<00:13:05.006> because<00:13:05.257> it<00:13:05.509> didn't<00:13:05.760> seem

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empathetic<00:13:06.720> to<00:13:06.880> say,<00:13:07.120> "People<00:13:07.279> in<00:13:07.440> Atlanta,<00:13:07.839> you've<00:13:08.079> got<00:13:08.240> to<00:13:08.320> be<00:13:08.480> here,"<00:13:08.880> but<00:13:09.120> if<00:13:09.279> you're<00:13:09.839> living<00:13:10.079> in<00:13:10.320> Montana,<00:13:10.880> you<00:13:11.040> don't<00:13:11.200> have<00:13:11.279> to<00:13:11.440> go<00:13:11.519> to<00:13:11.680> an<00:13:11.839> office.

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And<00:13:13.120> so<00:13:13.519> we're<00:13:13.839> struggling<00:13:14.160> with<00:13:14.320> it.

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If<00:13:14.800> I'm<00:13:14.959> if<00:13:15.200> I'm<00:13:15.440> honest,<00:13:16.000> I<00:13:16.720> miss<00:13:17.839> having<00:13:18.240> everybody<00:13:18.800> together.

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Um,<00:13:19.760> it<00:13:20.000> is<00:13:20.160> an<00:13:20.399> advantage<00:13:20.880> for<00:13:21.120> us<00:13:21.440> in<00:13:21.839> hiring<00:13:22.320> right<00:13:22.560> now<00:13:22.800> because<00:13:23.040> there<00:13:23.200> are<00:13:23.279> a<00:13:23.360> lot<00:13:23.440> of<00:13:23.600> companies<00:13:23.839> that<00:13:24.079> are<00:13:24.320> saying,<00:13:24.560> "Back<00:13:24.720> to<00:13:24.880> work."

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We<00:13:25.279> need<00:13:25.360> to<00:13:25.519> do<00:13:25.600> it<00:13:26.160> and<00:13:26.320> there<00:13:26.480> are<00:13:26.560> other<00:13:26.959> and<00:13:27.200> and<00:13:27.519> we<00:13:27.760> can<00:13:28.160> hire<00:13:28.480> really<00:13:28.800> really<00:13:29.040> good<00:13:29.200> talent<00:13:29.600> that<00:13:29.760> says,<00:13:29.920> "I<00:13:30.160> really<00:13:30.320> want<00:13:30.399> to<00:13:30.560> work<00:13:30.800> remote."

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I<00:13:31.920> do<00:13:32.160> wonder<00:13:32.800> over<00:13:33.200> time<00:13:34.000> how<00:13:34.320> that's<00:13:34.560> going<00:13:34.639> to<00:13:34.720> play<00:13:34.880> out<00:13:35.040> in<00:13:35.279> terms<00:13:35.440> of<00:13:35.680> culture<00:13:36.560> connection.

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Last<00:13:37.680> week<00:13:38.000> we<00:13:38.240> just<00:13:38.480> had<00:13:38.720> or<00:13:38.959> week<00:13:39.200> before<00:13:39.440> last<00:13:39.839> we<00:13:40.000> had<00:13:40.240> what<00:13:40.480> we<00:13:40.639> call<00:13:40.800> our<00:13:40.959> midyear<00:13:41.600> meetup.

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Everybody<00:13:42.880> gets<00:13:43.040> on<00:13:43.200> a<00:13:43.360> plane.<00:13:43.839> Everybody<00:13:44.240> comes<00:13:44.480> to<00:13:44.720> Atlanta.

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We're<00:13:45.680> in<00:13:45.839> a<00:13:46.000> hotel<00:13:46.399> for<00:13:46.800> two,<00:13:47.200> three<00:13:47.440> days<00:13:47.839> just<00:13:48.160> bonding.

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And<00:13:49.279> it<00:13:49.519> was<00:13:49.760> so<00:13:50.160> energizing.<00:13:51.120> Everybody<00:13:51.680> just<00:13:52.320> they<00:13:52.560> felt<00:13:52.880> it.

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And<00:13:53.839> to<00:13:54.079> have<00:13:54.240> everybody<00:13:54.560> then<00:13:54.800> go<00:13:55.040> dissipate.<00:13:55.680> I<00:13:55.920> just<00:13:56.399> I've<00:13:56.639> got<00:13:56.800> this<00:13:57.120> hangover<00:13:57.839> of<00:13:58.079> thinking,<00:13:58.480> "Man,<00:13:58.720> if<00:13:58.959> we<00:13:59.040> could<00:13:59.199> just<00:13:59.360> get<00:13:59.519> everybody<00:13:59.920> back<00:14:00.160> together<00:14:00.480> again."

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But<00:14:02.320> we've<00:14:02.560> got<00:14:02.800> 400<00:14:03.199> people,<00:14:03.600> 450<00:14:04.320> people,<00:14:05.040> and<00:14:05.519> only<00:14:05.839> 100<00:14:06.079> in<00:14:06.320> Atlanta.

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So,<00:14:06.880> it's<00:14:07.040> not<00:14:07.199> going<00:14:07.279> to<00:14:07.360> be<00:14:07.600> that<00:14:07.760> wouldn't<00:14:08.000> be<00:14:08.079> an<00:14:08.320> easy<00:14:08.560> thing<00:14:08.639> to<00:14:08.880> do.

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So,<00:14:09.440> I<00:14:09.600> don't<00:14:09.760> have<00:14:09.839> the<00:14:10.000> solve<00:14:10.320> for<00:14:10.480> it<00:14:10.639> yet.<00:14:10.800> If<00:14:11.040> you<00:14:11.199> if<00:14:11.440> you<00:14:11.600> figure<00:14:11.839> that<00:14:12.000> out,<00:14:12.240> send<00:14:12.399> me<00:14:12.480> an<00:14:12.639> email.

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I<00:14:13.680> don't<00:14:14.079> I<00:14:14.399> don't<00:14:14.480> think<00:14:14.639> anybody<00:14:14.959> has<00:14:15.120> the<00:14:15.360> solve<00:14:15.600> for<00:14:15.680> it<00:14:15.839> to<00:14:16.000> be<00:14:16.079> to<00:14:16.320> be<00:14:16.480> honest<00:14:16.639> with<00:14:16.800> you.

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I<00:14:17.199> think<00:14:17.279> it's<00:14:18.000> uh<00:14:18.160> ever<00:14:18.399> since<00:14:18.720> COVID<00:14:19.120> people<00:14:19.279> are<00:14:19.440> still<00:14:19.600> trying<00:14:19.760> to<00:14:19.839> figure<00:14:20.000> it<00:14:20.160> out.

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It<00:14:20.603> it<00:14:20.887> is<00:14:21.170> interesting<00:14:21.453> how<00:14:21.737> many<00:14:22.020> companies<00:14:22.303> are<00:14:22.587> now<00:14:22.870> demanding<00:14:23.153> uh<00:14:23.437> employees<00:14:23.720> come<00:14:24.003> back<00:14:24.287> to<00:14:24.570> the<00:14:24.853> office<00:14:25.137> at<00:14:25.420> least<00:14:25.703> 3<00:14:25.987> to<00:14:26.270> 4<00:14:26.553> days<00:14:26.837> a<00:14:27.120> week.

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I<00:14:27.519> I<00:14:27.680> have<00:14:27.839> found<00:14:28.000> that<00:14:28.320> interesting<00:14:28.959> and<00:14:29.440> um<00:14:29.600> obviously<00:14:29.920> the<00:14:30.160> government<00:14:30.399> has<00:14:30.639> done<00:14:30.800> that<00:14:31.440> uh<00:14:31.680> recently<00:14:32.160> like<00:14:32.560> all<00:14:32.959> uh<00:14:33.120> federal<00:14:33.440> employees<00:14:33.839> have<00:14:34.000> to<00:14:34.160> come<00:14:34.240> back.

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But<00:14:35.120> who<00:14:35.440> knows?<00:14:35.839> Like<00:14:36.079> I<00:14:36.240> have<00:14:36.399> no<00:14:36.560> idea.

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I<00:14:37.120> don't<00:14:37.279> think<00:14:37.360> anybody<00:14:37.680> knows.<00:14:38.240> I<00:14:38.480> just<00:14:38.639> think<00:14:38.800> there's<00:14:39.120> going<00:14:39.199> to<00:14:39.279> be<00:14:39.440> this<00:14:39.600> weird<00:14:39.920> vintage<00:14:40.320> of<00:14:40.560> companies<00:14:40.959> like<00:14:41.199> us<00:14:41.440> that<00:14:42.240> we're<00:14:42.480> kind<00:14:42.639> of<00:14:42.720> stuck<00:14:42.880> in<00:14:43.040> the<00:14:43.199> middle

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of<00:14:43.760> it.<00:14:44.240> Um,<00:14:44.880> if<00:14:45.120> I<00:14:45.279> were<00:14:45.519> starting<00:14:45.760> a<00:14:46.000> company<00:14:46.399> tomorrow,<00:14:47.440> everybody<00:14:47.839> be<00:14:48.000> together.

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Tell<00:14:48.959> me<00:14:49.120> about<00:14:49.279> Atlanta.<00:14:50.160> Like<00:14:50.399> why<00:14:50.639> is<00:14:50.880> Atlanta<00:14:51.920> uh<00:14:52.720> where<00:14:53.040> you<00:14:53.279> decided<00:14:53.519> to<00:14:53.760> build<00:14:53.920> this?

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What<00:14:54.639> is<00:14:54.800> the<00:14:54.959> tech<00:14:55.279> community<00:14:55.680> like?<00:14:56.000> Atlanta<00:14:56.399> obviously<00:14:57.440> great<00:14:57.839> great<00:14:57.920> great<00:14:58.639> American<00:14:59.120> city.

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You've<00:14:59.600> got<00:14:59.680> the<00:14:59.839> Atlanta<00:15:00.240> Braves,<00:15:01.040> Coca-Cola,<00:15:01.920> got<00:15:02.240> we<00:15:02.399> got<00:15:02.560> all<00:15:02.720> kinds<00:15:02.959> of<00:15:03.040> great<00:15:03.199> stuff<00:15:03.440> here.

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You've<00:15:04.320> got<00:15:04.480> the<00:15:04.720> Falcons,<00:15:05.519> the<00:15:06.079> Hawks.

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I<00:15:06.707> mean<00:15:06.853> I<00:15:07.000> don't<00:15:07.146> know.<00:15:07.293> I'm<00:15:07.440> sure<00:15:07.586> you<00:15:07.733> have<00:15:07.880> an<00:15:08.026> NHL<00:15:08.173> team,<00:15:08.319> but<00:15:08.466> I<00:15:08.613> don't<00:15:08.759> know<00:15:08.906> what<00:15:09.052> it<00:15:09.199> is.

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I<00:15:09.920> don't<00:15:10.000> think<00:15:10.079> we<00:15:10.160> do.<00:15:10.399> Oh,<00:15:10.560> you<00:15:10.639> don't<00:15:10.720> have<00:15:10.800> it?<00:15:10.959> Okay.<00:15:11.279> We<00:15:11.440> did.

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We<00:15:11.839> did.<00:15:12.000> We've<00:15:12.240> had<00:15:12.399> two<00:15:12.800> and<00:15:13.040> we've<00:15:13.199> lost<00:15:13.519> them<00:15:13.760> twice<00:15:14.079> now.

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So,<00:15:14.880> maybe<00:15:15.040> not<00:15:15.199> a<00:15:15.440> hockey<00:15:15.680> town.<00:15:16.320> But<00:15:16.480> you<00:15:16.639> got<00:15:16.959> It's<00:15:17.120> a<00:15:17.279> great<00:15:17.519> sports<00:15:17.920> town.

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It's<00:15:18.480> a<00:15:18.720> great<00:15:18.959> city.<00:15:19.600> Uh<00:15:19.839> how<00:15:20.079> is<00:15:20.240> it<00:15:20.399> for<00:15:20.560> tech?

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It's<00:15:21.440> great<00:15:21.680> for<00:15:22.079> I<00:15:22.240> mean,<00:15:22.720> it's<00:15:23.040> great.

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Uh<00:15:23.760> so,<00:15:24.160> why<00:15:24.560> why<00:15:24.880> are<00:15:25.040> we<00:15:25.199> here?

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Well,<00:15:26.000> I<00:15:26.240> was<00:15:26.320> kind<00:15:26.480> of<00:15:26.560> born<00:15:26.800> here<00:15:27.040> and<00:15:27.279> so<00:15:27.519> it<00:15:27.680> it's<00:15:28.000> home.

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Uh<00:15:28.720> but<00:15:28.880> I<00:15:29.120> went<00:15:29.279> to<00:15:29.680> Georgia<00:15:30.079> Tech,<00:15:30.560> which<00:15:30.800> is<00:15:31.120> one<00:15:31.360> of<00:15:31.440> the<00:15:31.600> top<00:15:31.920> five<00:15:32.240> public<00:15:32.639> institutions<00:15:33.519> in<00:15:33.839> in<00:15:34.560> America<00:15:35.040> today.

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Many<00:15:36.378> of<00:15:36.676> the<00:15:36.975> people,<00:15:37.274> I<00:15:37.573> think<00:15:37.871> all<00:15:38.170> of<00:15:38.469> the<00:15:38.768> founders<00:15:39.066> at<00:15:39.365> FullStory<00:15:39.664> went<00:15:39.963> to<00:15:40.261> Georgia<00:15:40.560> Tech.

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engineers,<00:15:56.160> some<00:15:56.399> of<00:15:56.560> which<00:15:56.800> decided<00:15:57.199> to<00:15:57.360> stay<00:15:57.519> around<00:15:57.759> town<00:15:58.000> and<00:15:58.240> build<00:15:58.480> really<00:15:58.720> good<00:15:58.959> companies.

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Mailchimp<00:16:23.097> is<00:16:23.474> a<00:16:23.851> great<00:16:24.229> example<00:16:24.606> of<00:16:24.983> uh<00:16:25.360> a<00:16:25.737> tech<00:16:26.114> company<00:16:26.491> that's<00:16:26.869> an<00:16:27.246> Atlanta-based<00:16:27.623> tech<00:16:28.000> company.

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When<00:16:36.145> when<00:16:36.451> we<00:16:36.757> were<00:16:37.063> starting<00:16:37.369> FullStory,<00:16:37.675> the<00:16:37.981> very<00:16:38.287> kind<00:16:38.592> folks<00:16:38.898> at<00:16:39.204> Mailchimp<00:16:39.510> said,<00:16:39.816> "Hey,<00:16:40.122> here's<00:16:40.428> here's<00:16:40.734> an<00:16:41.040> office.

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Okay.<00:17:12.799> So<00:17:13.280> let's<00:17:13.600> let's<00:17:14.000> start<00:17:14.160> with<00:17:14.640> um<00:17:15.120> every<00:17:15.439> company<00:17:15.839> has<00:17:16.240> cycles<00:17:16.880> and<00:17:17.039> your<00:17:17.280> typical<00:17:17.600> day<00:17:17.839> is<00:17:18.079> a<00:17:18.240> function<00:17:18.480> of<00:17:18.720> the<00:17:18.959> cycle<00:17:19.360> that<00:17:19.600> you<00:17:19.839> are<00:17:20.000> in.

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There's<00:17:22.400> a<00:17:22.559> board<00:17:22.720> meeting<00:17:22.959> on<00:17:23.120> the<00:17:23.280> horizon.<00:17:23.600> So<00:17:23.839> that<00:17:24.079> kind<00:17:24.240> of<00:17:24.319> wonks<00:17:24.720> things<00:17:24.959> up.

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Typical<00:17:31.440> day<00:17:32.000> when<00:17:32.240> you're<00:17:32.400> a<00:17:32.559> 10-person<00:17:33.120> startup<00:17:33.600> looks<00:17:33.840> way<00:17:34.160> different<00:17:34.480> than<00:17:34.880> typical<00:17:35.520> day<00:17:36.160> for<00:17:36.400> for<00:17:36.720> me.

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Now<00:17:37.520> I<00:17:37.760> will<00:17:38.000> say<00:17:38.080> that<00:17:38.320> there's<00:17:38.640> some<00:17:38.799> patterns<00:17:39.360> that<00:17:39.679> I<00:17:39.919> have<00:17:40.320> I<00:17:40.640> have<00:17:40.880> leaned<00:17:41.280> into<00:17:41.679> that<00:17:42.000> kind<00:17:42.240> of<00:17:42.480> structure<00:17:43.120> some<00:17:43.440> things<00:17:43.840> around<00:17:44.240> my<00:17:44.559> day.

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It's<00:19:18.720> uh<00:19:18.880> helps<00:19:19.200> me<00:19:19.360> go<00:19:19.440> to<00:19:19.600> bed<00:19:19.760> every<00:19:20.000> night.

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idea<00:19:38.400> of<00:19:38.799> future<00:19:39.200> worlds.<00:19:39.760> And<00:19:40.240> um<00:19:40.799> so<00:19:41.039> I<00:19:41.200> don't<00:19:41.280> know.

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I'm<00:19:41.679> I<00:19:42.000> I'm<00:19:42.320> always<00:19:42.640> reading<00:19:42.960> some<00:19:43.200> kind<00:19:43.360> of<00:19:43.440> goofy<00:19:44.400> um<00:19:44.720> sci-fi<00:19:45.200> thing.

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It's<00:19:56.240> all<00:19:56.400> just<00:19:56.559> like<00:19:56.799> one<00:19:57.360> continuing<00:19:58.000> experience.

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Yeah.<00:19:58.960> That's<00:19:59.120> right.<00:19:59.360> Actually,<00:19:59.840> for<00:20:00.000> what<00:20:00.160> it's<00:20:00.320> worth,<00:20:00.640> this<00:20:00.960> very<00:20:01.200> moment,<00:20:01.600> I'm<00:20:01.840> not<00:20:02.080> reading<00:20:02.400> sci-fi.

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It's<00:20:06.559> It's<00:20:06.960> pretty<00:20:07.280> interesting.<00:20:07.679> It's<00:20:08.480> five,<00:20:09.280> six<00:20:10.000> short<00:20:11.360> stories<00:20:12.000> by<00:20:12.320> famous<00:20:12.799> Russian<00:20:13.280> authors<00:20:14.320> with

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someone<00:20:15.200> then<00:20:15.760> explaining<00:20:16.320> why<00:20:16.559> they're<00:20:16.880> good<00:20:17.280> and<00:20:17.600> and<00:20:17.840> it's<00:20:18.080> like<00:20:18.160> a<00:20:18.400> writing<00:20:18.720> workshop<00:20:19.200> in<00:20:19.440> a<00:20:19.600> book.

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And<00:20:20.559> I<00:20:20.799> won't<00:20:21.039> remember<00:20:21.280> the<00:20:21.440> name<00:20:21.600> of<00:20:21.679> it.

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Something<00:20:22.160> to<00:20:22.320> do<00:20:22.480> with<00:20:22.559> the<00:20:22.720> rain<00:20:23.039> maybe.<00:20:23.600> Yeah,<00:20:23.919> that's<00:20:24.400> that's<00:20:24.720> cool.

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The<00:20:25.280> Russians<00:20:25.600> are<00:20:25.679> the<00:20:25.840> best.<00:20:26.000> Like<00:20:26.080> Dostoevsky<00:20:27.280> and<00:20:27.600> That's<00:20:27.760> right.

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FullStory.<00:20:28.293> I<00:20:28.587> had<00:20:28.880> never<00:20:29.173> read<00:20:29.467> it<00:20:29.760> before.

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It's<00:20:30.240> pretty<00:20:30.400> good.<00:20:30.720> Yeah.<00:20:30.960> Yeah,<00:20:31.280> they're<00:20:31.520> incredible.<00:20:32.080> Um,<00:20:32.480> what<00:20:32.720> what<00:20:32.960> do<00:20:33.120> companies<00:20:33.520> miss<00:20:34.320> about<00:20:34.880> knowing<00:20:35.280> their<00:20:35.600> customer?

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It's<00:20:38.720> like<00:20:39.039> here's<00:20:39.360> everything<00:20:39.679> that<00:20:40.000> you're<00:20:40.960> uh<00:20:41.200> about<00:20:41.520> your<00:20:41.760> customer.

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What<00:20:42.400> what<00:20:42.640> do<00:20:42.799> companies<00:20:43.440> miss?<00:20:43.919> What<00:20:44.080> should<00:20:44.240> they<00:20:44.400> be<00:20:44.640> thinking<00:20:44.880> about?

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Well,<00:20:45.760> I<00:20:46.080> I<00:20:46.400> live<00:20:46.559> in<00:20:46.799> the<00:20:46.960> digital<00:20:47.440> realm<00:20:47.840> for<00:20:48.000> the<00:20:48.159> most<00:20:48.320> part.

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It's<00:20:48.960> really<00:20:49.600> it's<00:20:50.000> easy<00:20:50.320> to<00:20:50.640> empathize<00:20:51.280> with<00:20:51.520> your<00:20:51.840> customer.

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Relatively<00:20:53.200> easy<00:20:53.520> to<00:20:53.760> empathize<00:20:54.240> with<00:20:54.480> your<00:20:54.720> customer<00:20:55.520> if<00:20:56.000> you're<00:20:56.240> a<00:20:56.480> supermarket<00:20:56.960> and<00:20:57.200> you're<00:20:57.360> the<00:20:57.600> CEO<00:20:57.919> of<00:20:58.000> the<00:20:58.159> supermarket<00:20:58.640> and<00:20:58.799> you<00:20:58.960> can<00:20:59.039> wander<00:20:59.360> up<00:20:59.520> and<00:20:59.679> down

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behind<00:21:21.520> that.<00:21:22.080> Uh<00:21:22.400> we<00:21:22.640> talked<00:21:22.880> about<00:21:23.120> session<00:21:23.520> replay.

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I<00:22:18.000> um<00:22:18.720> I<00:22:19.039> think<00:22:19.120> I<00:22:19.280> went<00:22:19.440> around<00:22:19.679> the<00:22:19.840> globe<00:22:20.159> four<00:22:20.400> or<00:22:20.640> five<00:22:20.960> times<00:22:21.360> once<00:22:21.600> with<00:22:21.840> my<00:22:22.080> telecom<00:22:22.640> company<00:22:23.120> trying<00:22:23.360> to<00:22:24.400> uh<00:22:24.559> just<00:22:25.280> checking<00:22:25.600> in

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on<00:22:26.080> every<00:22:26.400> call<00:22:26.720> center<00:22:27.039> as<00:22:27.280> they<00:22:27.440> tried<00:22:27.679> to<00:22:28.080> solve<00:22:28.400> my<00:22:28.640> problem<00:22:28.880> and<00:22:29.039> then<00:22:29.200> pass<00:22:29.440> me<00:22:29.600> to<00:22:29.760> the<00:22:29.919> next<00:22:30.000> one<00:22:30.159> and<00:22:30.400> the<00:22:30.480> next<00:22:30.640> one<00:22:30.720> and<00:22:30.960> the<00:22:31.120> next<00:22:31.200> one<00:22:31.760> and<00:22:32.960> were<00:22:33.280> I<00:22:33.440> the<00:22:33.600> the

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And<00:22:39.931> so<00:22:40.261> knowing<00:22:40.592> you<00:22:40.922> have<00:22:41.253> a<00:22:41.584> problem,<00:22:41.914> you<00:22:42.245> know<00:22:42.575> it<00:22:42.906> at<00:22:43.237> a<00:22:43.567> low<00:22:43.898> brain<00:22:44.228> stem<00:22:44.559> level.

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Seeing<00:22:45.280> it<00:22:45.760> helps<00:22:46.000> you<00:22:46.240> take<00:22:46.400> action<00:22:46.720> on<00:22:46.880> that.

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Measuring<00:22:48.000> it<00:22:48.400> takes<00:22:48.640> you<00:22:48.799> which<00:22:48.960> ones<00:22:49.200> you<00:22:49.440> should<00:22:49.600> take<00:22:49.760> action<00:22:50.000> on<00:22:50.240> first.

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Give<00:22:51.120> me<00:22:51.200> a<00:22:51.360> sense<00:22:51.520> for<00:22:51.760> how<00:22:52.000> you're<00:22:52.240> feeling<00:22:52.400> about<00:22:52.559> the<00:22:52.720> macroeconomic<00:22:53.520> environment<00:22:54.000> both<00:22:54.240> for<00:22:54.400> the<00:22:54.559> company<00:22:54.799> but<00:22:54.960> also<00:22:55.200> with<00:22:55.360> your<00:22:55.520> customers<00:22:55.919> how<00:22:56.080> they're<00:22:56.240> feeling.

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Obviously<00:22:56.720> a<00:22:56.880> lot<00:22:56.960> of<00:22:57.120> uncertainty<00:22:58.000> first<00:22:58.240> half<00:22:58.480> of<00:22:58.559> this<00:22:58.799> year<00:22:59.120> with<00:22:59.360> tariffs<00:22:59.840> and<00:23:00.080> everything<00:23:00.320> like<00:23:00.480> that<00:23:00.640> and<00:23:00.880> there<00:23:01.039> was<00:23:01.200> uncertainty<00:23:01.600> even<00:23:01.840> before<00:23:02.080> that.

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How<00:23:09.840> how<00:23:10.159> how<00:23:10.320> are<00:23:10.480> things<00:23:10.799> looking<00:23:10.960> for<00:23:11.120> you?<00:23:11.520> You<00:23:11.600> know<00:23:11.840> I<00:23:12.080> feel<00:23:12.640> I'm<00:23:13.120> feel<00:23:13.600> pretty<00:23:14.000> good<00:23:14.320> at<00:23:14.559> the<00:23:14.640> moment<00:23:14.880> right<00:23:15.039> now.

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I<00:23:15.558> mean<00:23:15.917> we<00:23:16.275> look<00:23:16.633> at<00:23:16.991> pipeline<00:23:17.350> and<00:23:17.708> all<00:23:18.066> the<00:23:18.424> things<00:23:18.783> that<00:23:19.141> we<00:23:19.499> can<00:23:19.857> predict<00:23:20.216> and<00:23:20.574> so<00:23:20.932> in<00:23:21.290> in<00:23:21.649> FullStory's<00:23:22.007> little<00:23:22.365> world<00:23:22.723> with<00:23:23.082> our<00:23:23.440> customers

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the<00:23:24.559> products<00:23:24.960> that<00:23:25.200> we're<00:23:25.520> creating<00:23:25.919> and<00:23:26.240> going<00:23:26.480> back<00:23:26.720> and<00:23:27.120> selling<00:23:27.440> them<00:23:27.760> what<00:23:27.919> we're<00:23:28.159> hearing<00:23:28.559> in<00:23:28.799> terms<00:23:29.039> of<00:23:29.919> um<00:23:30.080> where<00:23:30.320> we<00:23:30.559> can<00:23:30.640> be<00:23:30.799> helpful.

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I<00:23:31.679> I<00:23:31.840> think<00:23:32.000> AI<00:23:32.400> is<00:23:32.559> a<00:23:32.799> big<00:23:32.960> unlock.

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I<00:23:33.679> think<00:23:33.760> that's<00:23:34.000> helping<00:23:34.320> people<00:23:34.720> spend<00:23:35.440> budget<00:23:36.080> to<00:23:36.320> to<00:23:36.880> try<00:23:37.039> to<00:23:37.600> um<00:23:38.240> take<00:23:38.559> advantage<00:23:39.039> of<00:23:39.200> that<00:23:39.440> and<00:23:39.679> just<00:23:40.159> just<00:23:40.480> be<00:23:40.720> better<00:23:40.960> companies<00:23:41.280> with<00:23:41.520> AI.

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And<00:23:42.080> so<00:23:42.240> we<00:23:42.480> plan<00:23:42.720> to<00:23:42.880> play<00:23:43.039> with<00:23:43.280> that.<00:23:44.240> Look,<00:23:44.480> Clint,<00:23:44.799> I'm<00:23:44.960> I'm<00:23:45.280> not<00:23:45.440> an<00:23:45.600> economist,<00:23:46.080> so<00:23:46.320> I<00:23:46.480> can't<00:23:46.720> tell<00:23:46.880> you<00:23:47.039> about<00:23:47.280> the<00:23:47.520> macro.

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I<00:23:49.600> I<00:23:50.159> I<00:23:50.559> do<00:23:50.720> have<00:23:50.960> two<00:23:51.280> children<00:23:52.480> um<00:23:52.720> that<00:23:52.960> are<00:23:53.200> coming<00:23:53.360> into<00:23:53.600> the<00:23:53.840> work<00:23:54.080> world<00:23:54.320> soon,<00:23:54.720> a<00:23:54.880> 21-year-old<00:23:55.600> and<00:23:55.840> a<00:23:56.080> 17-year-old,

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and<00:23:57.039> I<00:23:57.280> do<00:23:57.440> worry<00:23:58.080> for<00:23:58.480> them.

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You<00:23:59.643> know,<00:23:59.926> my<00:24:00.209> daughter<00:24:00.491> was<00:24:00.774> a<00:24:01.057> computer<00:24:01.340> science<00:24:01.623> major<00:24:01.906> which<00:24:02.189> was<00:24:02.471> the<00:24:02.754> safest<00:24:03.037> thing<00:24:03.320> you<00:24:03.603> could<00:24:03.886> have<00:24:04.169> and<00:24:04.451> she's<00:24:04.734> asking<00:24:05.017> me<00:24:05.300> now,<00:24:05.583> am<00:24:05.866> I<00:24:06.149> going<00:24:06.431> to<00:24:06.714> have<00:24:06.997> a<00:24:07.280> job

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when<00:24:07.600> I<00:24:07.760> get<00:24:07.840> out?<00:24:08.159> And<00:24:08.480> it's<00:24:09.039> harder<00:24:09.360> for<00:24:09.600> me<00:24:09.760> to<00:24:10.240> say<00:24:10.559> with<00:24:10.799> confidence,<00:24:11.520> absolutely,<00:24:12.159> yes,<00:24:12.480> there<00:24:12.640> going<00:24:12.720> to<00:24:12.799> be<00:24:12.880> a<00:24:13.039> ton.

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So,<00:24:13.840> I<00:24:14.000> think<00:24:14.080> there's<00:24:14.320> uncertainty<00:24:14.880> on<00:24:15.039> the<00:24:15.200> horizon.

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Yeah,<00:24:16.320> definitely.<00:24:16.720> Definitely.<00:24:17.520> Um,<00:24:17.840> finally,<00:24:18.240> we<00:24:18.400> end<00:24:18.640> every<00:24:18.880> interview<00:24:19.120> with<00:24:19.279> the<00:24:19.440> same<00:24:19.600> question,<00:24:20.080> and<00:24:20.320> that<00:24:20.480> is<00:24:20.720> at<00:24:20.880> CEO.com,<00:24:21.679> we<00:24:21.840> believe<00:24:22.080> the<00:24:22.320> chances<00:24:22.720> one

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gives<00:24:24.080> is<00:24:24.320> just<00:24:24.480> as<00:24:24.640> important<00:24:24.880> as<00:24:25.039> the<00:24:25.200> chances<00:24:25.600> one<00:24:25.840> takes.

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Yeah.<00:24:26.720> When<00:24:26.960> you<00:24:27.039> hear<00:24:27.200> that,<00:24:27.440> who<00:24:27.600> gave<00:24:27.760> you<00:24:27.919> a<00:24:28.080> chance<00:24:28.240> to<00:24:28.400> get<00:24:28.480> you<00:24:28.640> to<00:24:28.799> where<00:24:28.960> you<00:24:29.120> are<00:24:29.279> today?

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Well,<00:24:30.159> there<00:24:30.320> have<00:24:30.559> been<00:24:30.880> I<00:24:31.120> mean<00:24:31.919> a<00:24:32.000> a<00:24:32.240> ton.

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Uh<00:24:33.120> the<00:24:33.360> first<00:24:33.520> one<00:24:33.679> that<00:24:33.919> pops<00:24:34.159> into<00:24:34.480> mind<00:24:34.880> is<00:24:35.440> uh<00:24:35.600> I<00:24:35.840> worked<00:24:36.000> for<00:24:36.240> a<00:24:36.559> CEO.

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His<00:24:37.520> name<00:24:37.600> is<00:24:37.760> Bill<00:24:38.080> Nussy.<00:24:38.559> He<00:24:38.720> ran<00:24:38.880> a<00:24:39.039> company<00:24:39.279> called<00:24:39.679> Silverpop.

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And<00:24:41.279> I<00:24:41.600> was<00:24:41.840> a<00:24:42.559> uh<00:24:42.960> young<00:24:43.760> and<00:24:44.880> green<00:24:46.400> executive<00:24:47.279> that<00:24:47.919> probably<00:24:48.320> thought<00:24:48.480> I<00:24:48.720> was<00:24:48.880> much

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greater<00:24:49.520> than<00:24:49.679> I<00:24:49.919> actually<00:24:50.240> was.<00:24:50.640> No,<00:24:50.880> that<00:24:51.200> that's<00:24:51.520> just<00:24:51.760> true.

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I<00:24:52.240> thought<00:24:52.400> I<00:24:52.559> was<00:24:52.720> greater<00:24:52.960> than<00:24:53.120> I<00:24:53.360> actually<00:24:53.600> was.

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Not<00:24:54.080> even<00:24:54.240> thought.<00:24:54.799> And<00:24:55.520> he<00:24:56.240> gave<00:24:56.559> me<00:24:56.960> chance<00:24:57.520> after<00:24:58.000> chance<00:24:59.279> um<00:24:59.679> to<00:25:00.080> lead<00:25:00.880> to<00:25:00.960> to<00:25:01.360> manage.

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He<00:25:01.760> gave<00:25:01.919> me<00:25:02.080> my<00:25:02.240> first<00:25:02.559> management<00:25:03.039> job<00:25:03.760> and<00:25:04.720> I<00:25:04.960> guess<00:25:05.120> I<00:25:05.360> didn't<00:25:05.520> screw<00:25:05.760> it<00:25:05.919> up<00:25:06.080> enough<00:25:06.320> to<00:25:06.559> to<00:25:06.960> promote<00:25:07.279> me<00:25:07.360> and<00:25:07.600> give<00:25:07.760> me<00:25:07.840> a<00:25:08.000> little<00:25:08.159> bit<00:25:08.240> more<00:25:08.480> and<00:25:08.720> a<00:25:08.880> little<00:25:08.960> bit<00:25:09.120> more.

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But<00:25:10.240> but<00:25:10.559> he<00:25:10.799> would<00:25:10.960> let<00:25:11.120> me<00:25:11.360> make<00:25:11.600> mistakes<00:25:12.720> and<00:25:13.039> then<00:25:13.440> coach<00:25:13.919> through<00:25:14.240> the<00:25:14.559> mistakes<00:25:14.960> with<00:25:15.200> me,<00:25:15.520> you<00:25:15.600> know,<00:25:15.919> like<00:25:16.559> what<00:25:16.880> happened<00:25:17.200> here?

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How<00:25:18.159> do<00:25:18.240> we<00:25:18.400> get<00:25:18.559> better<00:25:18.880> with<00:25:19.120> that?<00:25:19.919> And<00:25:20.159> I<00:25:20.480> do<00:25:20.640> think<00:25:20.799> it<00:25:21.039> would<00:25:21.120> have<00:25:21.279> been<00:25:21.440> very<00:25:21.840> easy<00:25:22.159> for<00:25:22.559> him<00:25:23.360> to<00:25:23.600> say,<00:25:24.799> uh,<00:25:25.039> hey,<00:25:25.279> this<00:25:25.440> function<00:25:25.840> isn't<00:25:26.159> doing,

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you<00:25:27.039> know,<00:25:27.200> as<00:25:27.360> well<00:25:27.520> as<00:25:27.679> it<00:25:27.919> is.<00:25:28.159> You're<00:25:28.480> junior.

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We're<00:25:29.033> going<00:25:29.268> to<00:25:29.502> bring<00:25:29.736> in<00:25:29.971> somebody<00:25:30.205> with<00:25:30.440> more<00:25:30.674> experience<00:25:30.908> over<00:25:31.143> you<00:25:31.377> to<00:25:31.611> to<00:25:31.846> do<00:25:32.080> that.

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I've<00:25:32.960> been<00:25:33.039> guilty<00:25:33.440> of<00:25:33.679> doing<00:25:33.840> that<00:25:34.000> as<00:25:34.159> a<00:25:34.320> leader<00:25:34.559> before.

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So,<00:25:35.039> I'm<00:25:35.279> very<00:25:35.679> thankful<00:25:36.159> of<00:25:36.799> Bill's<00:25:38.000> um,<00:25:38.960> you<00:25:39.120> know,<00:25:39.279> the<00:25:39.440> the<00:25:39.600> the<00:25:40.080> chance<00:25:40.400> he<00:25:40.640> let<00:25:40.799> me<00:25:41.039> have<00:25:41.360> and<00:25:41.600> the<00:25:41.840> patience<00:25:42.240> he<00:25:42.480> had<00:25:43.120> with

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me<00:25:43.840> to<00:25:44.000> to<00:25:44.400> kind<00:25:44.559> of<00:25:44.960> make<00:25:45.120> some<00:25:45.360> mistakes<00:25:45.679> on<00:25:45.919> his<00:25:46.159> time.

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Scott,<00:25:47.039> thank<00:25:47.200> you<00:25:47.279> so<00:25:47.520> much<00:25:47.600> for<00:25:47.840> coming<00:25:48.000> on.<00:25:48.240> Congratulations<00:25:48.960> on<00:25:49.120> everything<00:25:49.279> you<00:25:49.440> built.

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Seriously,<00:25:49.999> FullStory<00:25:50.319> is<00:25:50.639> so<00:25:50.959> awesome.<00:25:51.279> Uh,<00:25:51.599> love<00:25:51.919> Atlanta.

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Always<00:25:52.960> love<00:25:53.120> going<00:25:53.279> to<00:25:53.440> a<00:25:53.600> Braves<00:25:53.840> game<00:25:54.000> or<00:25:54.159> two<00:25:54.320> every<00:25:54.480> year.

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It's<00:25:54.799> an<00:25:54.880> incredible<00:25:55.200> experience.<00:25:55.520> Come<00:25:55.600> on.<00:25:55.760> You<00:25:55.919> let<00:25:56.080> me<00:25:56.159> know<00:25:56.320> next<00:25:56.480> time<00:25:56.559> you're<00:25:56.720> in<00:25:56.880> town,<00:25:57.120> Clint.

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Okay.<00:25:58.080> Thanks,<00:25:58.400> brother.

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[Music]

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Shine<00:26:13.679> bright<00:26:14.240> up.<00:26:15.679> Yeah.