The GoTo CEO changed his mind in public

Years ago, when he was chief financial officer of Dun & Bradstreet, Rich Veldran got into an argument with a new head of HR. She wanted to hire from anywhere. He told her it would never work.

"People have to be in the office," he remembers saying. "I was like the old stodgy."

He now runs a company where, by his own count, 60 percent of employees sit outside the United States, and he has not changed his mind so much as abandoned the old one entirely. "I cannot overstate how easy and shocking it was to operate in a remote setting," he told the CEO.com Podcast.

Veldran has been chief executive of GoTo since January 2024, when he moved up from CFO. The Boston company was formerly known as LogMeIn. He arrived in 2020, hired as CFO by Francisco Partners as the firm and Elliott Management's Evergreen Coast Capital were taking the company private in a deal that valued it at roughly $4.3 billion and closed that August. It was the second take-private of his career. He had done the same at Dun & Bradstreet, where he spent 15 years, the last eight as CFO and where he ran the take-private process himself, before a stint at Boston Consulting Group that he expected to be the quiet end of things. Then the pandemic started, and the phone rang.

The timing was almost too neat. GoTo sells the tools a company needs to work without an office: cloud phone systems, contact center software, meetings, remote IT support. Veldran spent his first year selling them to a world that had just discovered it needed them, without meeting a single colleague in person.

Private equity tends to replace the C-suite, and the executives who came in with him were scattered across the country. He kept waiting for it to break. It didn't. What he noticed instead was how much of a normal office day is spent walking to meetings, waiting for people to show up, and talking in hallways. Useful, some of it. Expensive, all of it. GoTo's own numbers, he says, show the company got more productive.

The talent argument followed. GoTo's engineers are in Budapest, Germany, and India. Customer service and finance operations run out of Guatemala. "If you try to isolate your hiring to one specific location or even a handful, you're going to sub-optimize," he said. He spends more time now flying to those offices than he did during the pandemic, because being in a room together still matters. It just does not need to happen every day.

The company itself is a collection of things bought and stitched together. LogMeIn was founded in 2003, starting in Budapest with one product for reaching your work computer from home. Over time, it acquired the pieces of a full remote-work stack, including Jive Communications, the Orem, Utah cloud phone company it agreed to buy in February 2018 for $342 million in cash. The deal closed that April. "Jive was a relatively small company back when we bought it," Veldran said. "It's now about a $400-million product line." That business became the core of GoTo Connect.

Not everything fit. LogMeIn announced in December 2021 that it would spin out LastPass, the password manager, a separation that was completed in 2024. The trick with acquisitions, he said, is integrating them fast enough that the product feels like one thing while keeping the spark you bought them for. "It's an art and a science."

AI is now most of the conversation. Two and a half years before the interview, GoTo was barely experimenting with it. By the time he sat down with CEO.com, more than a third of the company's resources were pointed at it. He is skeptical of features that demo well and do nothing. In GoTo's phone products, AI writes call summaries, reads sentiment, and drafts replies. A human still hits send. "You don't want the machine to make every decision totally," he said.

He also expects AI to break the pricing model. Remote support has always been sold by the seat. If a customer needs fewer agents, the seats disappear. GoTo now plans three years out, partly to figure out what to charge for instead.

The company has been busy this year. It launched a partner network for IT resellers in March and GoTo Connect CX Complete in May, an AI-powered customer experience platform for small and midsize businesses that pairs automation for routine work with people for the rest.

Veldran, who was 58 at the time of the interview, reads history. He was working through Ron Chernow's Washington biography then, and he listens to audiobooks while he runs, which he admits does not make him faster. He has read something like 20 Stephen King novels.

Every CEO.com Podcast ends with the same question: who gave you a chance? Veldran named Sara Mathew, the Dun & Bradstreet CFO who later became its CEO. He worked for her on and off for a decade, as chief strategy officer, as treasurer, in whatever job she handed him next. "She set the bar unbelievably high, was literally the hardest boss to work for," he said. "But I learned so much under Sara."

He does not think he has ever properly thanked her. What he does instead is keep a count. Twelve people who worked for him have gone on to become CFOs of public or private companies. He considers that half the job.

"One is to drive the business and make it great," he said. "The other is to develop people so that their careers are great."

00:00:00 Introduction to Rich Veldran
00:00:41 Rich's Career Journey
00:01:07 Joining GoTo During the Pandemic
00:03:17 Merging Companies and Brands
00:03:29 History and Growth of LogMeIn
00:06:10 Balancing Innovation and Integration
00:08:46 The Future of AI in Business
00:10:32 Public vs Private Company Management
00:12:08 The Evolving SaaS Pricing Model
00:14:04 A Day in the Life of a CEO
00:16:10 Embracing Remote and Hybrid Work
00:18:25 Global Talent Pool Benefits
00:19:47 Reading Recommendations
00:21:07 Leadership Style and Development
00:24:38 Outlook for 2025
00:26:44 The Mentor Who Made a Difference

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We<00:03:52.524> still<00:03:52.732> have<00:03:53.069> it,<00:03:53.373> actually,<00:03:54.190> and<00:03:54.271> there's<00:03:54.415> still<00:03:54.607> a<00:03:54.655> lot<00:03:54.767> of<00:03:54.831> customers<00:03:55.376> on<00:03:55.552> it.

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But<00:03:58.501> what<00:03:58.741> the<00:03:58.837> company<00:03:59.302> realized<00:03:59.783> at<00:03:59.863> the<00:03:59.959> time,<00:04:00.264> this<00:04:00.456> is<00:04:00.584> all<00:04:00.664> before<00:04:00.985> I<00:04:01.017> got<00:04:01.177> here,<00:04:01.805> was<00:04:02.211> that<00:04:02.616> there<00:04:02.713> are<00:04:02.794> so<00:04:03.167> many<00:04:03.346> services<00:04:04.400> that<00:04:05.373> companies<00:04:05.941> can<00:04:06.184> use<00:04:06.751> to<00:04:06.849> do<00:04:07.092> things<00:04:07.481> like<00:04:07.708> remote<00:04:07.854> work,<00:04:08.698> that<00:04:08.990> there's<00:04:10.076> some<00:04:10.319> best-in-breed<00:04:12.833> products<00:04:13.304> out<00:04:13.401> there<00:04:13.806> that<00:04:14.293> if<00:04:14.374> you<00:04:14.455> could<00:04:14.617> acquire<00:04:15.347> those<00:04:15.671> and<00:04:15.834> bring<00:04:15.996> them<00:04:16.158> together,<00:04:16.466> you<00:04:16.628> can<00:04:16.742> have<00:04:16.888> a<00:04:16.969> seamless<00:04:17.699> set<00:04:17.909> of<00:04:17.941> all.

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So<00:04:18.907> that's<00:04:19.133> really<00:04:19.471> the<00:04:19.858> journey<00:04:20.115> that<00:04:20.196> the<00:04:20.260> company's<00:04:20.824> been<00:04:21.066> on.

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We<00:04:21.565> did<00:04:21.791> buy<00:04:21.968> Jive.

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Jive<00:04:23.015> was<00:04:23.160> a<00:04:23.337> relatively<00:04:23.982> small<00:04:24.304> company<00:04:25.834> back<00:04:26.720> in<00:04:27.060> Bought<00:04:27.348> it.

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Uh,<00:04:28.134> it's<00:04:28.375> now<00:04:28.616> about<00:04:28.840> a<00:04:28.856> $400<00:04:29.498> million<00:04:30.060> product<00:04:30.541> line.

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It's<00:04:31.808> a<00:04:31.824> really<00:04:32.129> great<00:04:32.386> product.

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That's<00:04:33.589> all<00:04:33.734> the<00:04:33.814> cloud<00:04:34.151> telephony,<00:04:35.258> um,<00:04:35.835> that<00:04:36.060> is,<00:04:36.381> uh,<00:04:36.702> contact<00:04:37.199> center,<00:04:38.242> those<00:04:38.402> kind—<00:04:39.188> really,<00:04:39.429> really<00:04:39.606> terrific.

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It's<00:04:40.408> been<00:04:40.504> a<00:04:40.568> high-growth<00:04:41.611> product.

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So<00:04:42.237> that's<00:04:42.413> been<00:04:42.734> very<00:04:42.894> nice.

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Uh,<00:04:44.403> we<00:04:44.563> also<00:04:44.980> acquired<00:04:46.520> a<00:04:46.584> company<00:04:46.745> called<00:04:46.986> LastPass<00:04:48.173> years<00:04:48.349> ago.

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LastPass<00:04:49.809> is<00:04:49.857> a<00:04:49.873> password<00:04:50.355> manager.

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We<00:04:51.718> actually,<00:04:52.665> at<00:04:53.066> after<00:04:53.307> the<00:04:53.404> privatization,<00:04:54.111> about<00:04:54.304> a<00:04:54.593> year<00:04:54.689> after<00:04:54.930> I<00:04:55.011> got<00:04:55.236> here,<00:04:55.734> we<00:04:55.894> carved<00:04:56.376> that<00:04:56.682> out<00:04:57.566> separately,<00:04:58.048> company.

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Um,<00:05:00.056> we,<00:05:00.217> we<00:05:00.635> felt<00:05:00.795> that<00:05:00.940> that<00:05:01.036> was<00:05:01.482> a—<00:05:01.502> that<00:05:01.599> was<00:05:01.840> better<00:05:02.225> off.

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Uh,<00:05:03.286> that<00:05:03.382> was<00:05:03.511> a<00:05:03.607> little<00:05:03.929> bit<00:05:04.170> different<00:05:04.491> of<00:05:04.571> a<00:05:04.652> use<00:05:04.893> case,<00:05:05.600> uh,<00:05:05.761> one<00:05:06.002> that<00:05:06.114> didn't<00:05:06.660> lend<00:05:06.885> itself<00:05:07.448> quite<00:05:07.689> as<00:05:07.866> much<00:05:08.187> to<00:05:08.283> sort<00:05:08.524> of<00:05:09.055> enterprise<00:05:09.489> sale.

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So,<00:05:12.188> and<00:05:12.236> then<00:05:12.365> on<00:05:12.445> the<00:05:12.606> remote<00:05:12.927> support<00:05:13.409> side,<00:05:14.277> uh,<00:05:14.614> that's—<00:05:15.498> that<00:05:15.659> was<00:05:15.820> more<00:05:16.045> homegrown.

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Uh,<00:05:17.651> really,<00:05:18.069> again,<00:05:18.471> when<00:05:18.953> We're<00:05:19.178> one<00:05:19.274> of<00:05:19.338> the<00:05:19.515> leaders<00:05:21.105> in<00:05:21.266> remote<00:05:21.539> support<00:05:22.310> through<00:05:22.872> a<00:05:23.033> product<00:05:23.290> called<00:05:23.691> Rescue.

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Lots<00:05:25.153> of<00:05:25.281> companies,<00:05:25.602> in<00:05:25.699> fact,<00:05:26.406> I've<00:05:26.968> been<00:05:27.080> a<00:05:27.144> customer<00:05:27.690> of<00:05:27.803> it<00:05:27.947> many<00:05:28.188> a<00:05:28.204> time<00:05:28.574> where<00:05:28.734> I've<00:05:28.895> had<00:05:28.991> to<00:05:29.136> call<00:05:29.377> technology<00:05:29.955> companies<00:05:30.373> to<00:05:31.867> fix<00:05:32.043> something<00:05:32.429> in<00:05:32.525> my<00:05:32.670> home<00:05:32.862> computer<00:05:33.312> and<00:05:33.392> they<00:05:33.553> get<00:05:33.665> in<00:05:33.794> there<00:05:34.212> with<00:05:34.308> our<00:05:34.517> tool,<00:05:35.400> they<00:05:35.497> take<00:05:35.721> over<00:05:35.882> control<00:05:36.601> of<00:05:36.621> your<00:05:37.328> computer<00:05:38.243> and<00:05:38.307> fix<00:05:38.436> it,<00:05:38.693> which<00:05:38.950> is<00:05:39.512> terrific.

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So<00:05:40.540> it's<00:05:40.941> been<00:05:41.182> really<00:05:41.439> interesting.

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Then<00:05:41.985> the<00:05:42.082> key<00:05:42.403> is,<00:05:43.046> you<00:05:43.126> know,<00:05:43.752> when<00:05:43.833> you<00:05:43.993> bring<00:05:44.234> these<00:05:44.475> in<00:05:44.571> to<00:05:44.716> try<00:05:44.989> to<00:05:45.198> integrate<00:05:45.760> them<00:05:46.017> as<00:05:46.162> quickly<00:05:46.643> as<00:05:46.724> you<00:05:46.820> can.

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Without<00:05:49.437> losing<00:05:50.387> that<00:05:50.709> entrepreneurial<00:05:51.272> spirit.

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So<00:05:52.801> it's<00:05:52.898> a<00:05:52.978> balance<00:05:54.041> and<00:05:54.282> I've<00:05:54.572> lived<00:05:54.830> that<00:05:55.312> world<00:05:55.892> throughout.

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How<00:05:57.302> do<00:05:57.367> you<00:05:57.610> balance<00:05:58.047> an<00:05:58.824> acquisition,<00:05:59.812> making<00:06:00.039> sure<00:06:00.201> that<00:06:00.282> you<00:06:00.330> can<00:06:00.525> integrate<00:06:01.027> it<00:06:01.108> so<00:06:01.334> everything's<00:06:01.674> seamless,<00:06:02.387> but<00:06:02.452> at<00:06:02.484> the<00:06:02.565> same<00:06:02.792> time,<00:06:02.970> don't<00:06:03.197> lose<00:06:03.375> that<00:06:03.601> spark<00:06:03.958> of<00:06:04.039> innovation<00:06:04.751> that<00:06:05.237> was<00:06:05.399> one<00:06:05.496> of<00:06:05.561> the<00:06:05.610> reasons<00:06:06.107> you<00:06:06.127> bought<00:06:06.191> it<00:06:06.798> in<00:06:06.818> the<00:06:06.838> first<00:06:07.242> place.

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It's<00:06:08.389> an<00:06:08.470> art<00:06:08.712> and<00:06:08.793> a<00:06:08.809> science.

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Yeah.

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And<00:06:10.965> some<00:06:11.208> of<00:06:11.240> this<00:06:11.759> technology<00:06:12.196> is<00:06:12.342> actually<00:06:12.569> really<00:06:12.747> complicated.

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Like<00:06:13.865> cloud<00:06:14.367> telephony<00:06:14.934> is<00:06:15.177> no<00:06:15.809> picnic.

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That's<00:06:16.554> actually<00:06:16.732> a<00:06:16.781> really<00:06:16.943> difficult,<00:06:17.105> um,<00:06:19.202> And<00:06:19.266> there's<00:06:19.379> not<00:06:19.491> a<00:06:19.523> lot<00:06:19.828> of<00:06:20.085> dev<00:06:20.325> shops<00:06:20.726> that<00:06:20.887> do<00:06:21.127> telephony,<00:06:22.010> right?

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Like,<00:06:22.715> or<00:06:23.213> even<00:06:23.373> a<00:06:23.389> lot<00:06:23.630> of<00:06:23.694> developers<00:06:24.368> do<00:06:24.576> that.

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Like<00:06:24.961> once<00:06:25.122> you<00:06:25.202> focus<00:06:25.603> on<00:06:25.699> that,<00:06:26.325> which<00:06:26.501> is<00:06:26.726> really<00:06:27.063> interesting<00:06:27.688> and<00:06:27.769> that<00:06:27.881> must<00:06:28.170> feel<00:06:28.314> like<00:06:28.490> a<00:06:28.731> little<00:06:28.908> bit<00:06:29.052> of<00:06:29.148> a<00:06:29.228> moat,<00:06:29.774> right?

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I<00:06:30.111> don't<00:06:30.271> know<00:06:30.416> how<00:06:30.512> that's<00:06:30.897> changing<00:06:31.234> with<00:06:31.458> AI.

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Maybe<00:06:32.180> you<00:06:32.276> could<00:06:32.421> tell<00:06:32.613> us<00:06:32.758> how<00:06:32.902> you're<00:06:33.062> looking<00:06:33.335> at<00:06:33.463> AI<00:06:33.736> and<00:06:33.881> stuff,<00:06:34.827> but<00:06:34.923> telephony<00:06:35.389> is<00:06:35.549> a<00:06:35.565> whole<00:06:35.790> different<00:06:36.046> ballgame.

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That's<00:06:37.105> a<00:06:37.169> complicated<00:06:37.731> thing.

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Yeah.

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And<00:06:39.559> you<00:06:39.800> do<00:06:39.976> need<00:06:40.698> more<00:06:41.164> expertise<00:06:41.982> in<00:06:42.142> that<00:06:42.383> than<00:06:42.559> in<00:06:42.720> some,<00:06:43.409> you<00:06:43.490> know,<00:06:43.570> SaaS-type<00:06:44.244> technologies,<00:06:44.933> right?

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There<00:06:45.816> are<00:06:45.976> regulatory<00:06:46.778> concerns,<00:06:47.677> right?

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There<00:06:49.345> are<00:06:49.923> use<00:06:50.163> cases<00:06:50.484> that<00:06:50.709> you<00:06:50.821> need<00:06:51.046> to<00:06:51.126> be<00:06:51.351> expert<00:06:51.848> in<00:06:52.714> so<00:06:52.811> that<00:06:53.083> people<00:06:53.677> could<00:06:53.757> have<00:06:53.837> set<00:06:54.158> up<00:06:54.415> contact<00:06:54.800> centers,<00:06:56.404> for<00:06:56.725> example,<00:06:57.848> that<00:06:57.944> fill<00:06:58.185> all<00:06:58.329> their<00:06:58.426> customer<00:06:58.746> needs.

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That's<00:07:00.174> where<00:07:00.415> AI's<00:07:00.896> really<00:07:01.153> playing<00:07:02.116> a<00:07:02.452> role<00:07:02.693> for<00:07:03.158> us.

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So<00:07:03.303> one<00:07:03.415> of<00:07:03.543> the<00:07:03.575> things<00:07:03.960> we've<00:07:04.185> been<00:07:04.346> able<00:07:04.823> to<00:07:04.843> do<00:07:05.870> is<00:07:06.287> take<00:07:06.511> a<00:07:06.527> lot,<00:07:07.313> and<00:07:07.410> we<00:07:07.634> are,<00:07:07.891> by<00:07:08.035> the<00:07:08.116> way,<00:07:08.436> our<00:07:08.533> philosophy<00:07:09.030> towards<00:07:09.560> AI,<00:07:12.160> table<00:07:12.466> stakes<00:07:13.352> in<00:07:13.432> a<00:07:13.496> future<00:07:13.835> world,<00:07:14.141> right?

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So<00:07:14.559> we're<00:07:14.881> investing<00:07:15.509> pretty<00:07:15.687> heavily<00:07:16.089> in<00:07:16.170> it.

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But<00:07:17.377> what<00:07:17.764> we<00:07:17.861> try<00:07:18.183> to<00:07:18.344> do<00:07:18.811> is<00:07:19.535> make<00:07:19.777> it<00:07:19.809> about<00:07:20.357> practice.

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We<00:07:20.824> call<00:07:21.110> it<00:07:21.130> practice.

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So<00:07:22.115> make<00:07:22.309> it<00:07:22.357> around<00:07:23.003> things<00:07:23.181> that<00:07:23.278> are<00:07:23.569> actually<00:07:23.908> going<00:07:23.989> to<00:07:24.070> make<00:07:24.473> a<00:07:24.490> difference<00:07:24.877> to<00:07:25.023> the<00:07:25.055> customer<00:07:25.846> versus<00:07:26.105> some<00:07:26.509> kind<00:07:26.816> of<00:07:26.961> shiny<00:07:27.381> new<00:07:27.413> toy<00:07:27.946> that<00:07:28.415> just<00:07:28.657> looks<00:07:28.900> good<00:07:29.077> but<00:07:29.158> doesn't<00:07:29.465> do<00:07:29.562> anything.

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And<00:07:30.291> because<00:07:30.939> there's<00:07:31.165> some<00:07:31.344> kind<00:07:33.190> of<00:07:34.324> vaporware<00:07:34.988> out<00:07:35.231> there,<00:07:35.539> which<00:07:36.122> looks<00:07:36.365> good<00:07:36.608> but<00:07:36.689> doesn't<00:07:36.964> really<00:07:37.175> do<00:07:37.272> much.

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If<00:07:38.199> you<00:07:38.298> think<00:07:38.463> about<00:07:38.711> what<00:07:38.860> we're<00:07:39.042> doing,<00:07:39.389> say,<00:07:39.604> in<00:07:39.637> the<00:07:39.786> cloud<00:07:40.033> telephony<00:07:40.430> world,<00:07:43.001> our<00:07:43.243> AI<00:07:43.808> will<00:07:44.132> automate<00:07:44.551> lots<00:07:44.810> of<00:07:44.939> routine<00:07:45.343> tasks<00:07:45.763> that<00:07:45.989> otherwise<00:07:47.055> a<00:07:47.200> representative<00:07:47.862> needed<00:07:48.105> to<00:07:48.250> do.

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So<00:07:48.718> it'll<00:07:49.623> do<00:07:49.704> call<00:07:50.124> summaries<00:07:50.673> for<00:07:51.298> you,<00:07:51.318> sentiment<00:07:51.819> analysis,<00:07:52.529> so<00:07:52.609> you<00:07:52.706> can<00:07:52.884> sense,<00:07:53.271> hey,<00:07:54.562> where<00:07:54.723> was<00:07:54.885> that?

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Was<00:07:55.256> that<00:07:55.369> customer<00:07:56.079> angry?

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Were<00:07:56.498> they<00:07:56.708> happy?

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Rather<00:07:58.633> than<00:07:59.182> human<00:07:59.748> having<00:08:00.007> to<00:08:00.169> take<00:08:00.411> all<00:08:00.573> of<00:08:00.654> that,<00:08:01.381> the<00:08:01.462> sentiment<00:08:01.963> analysis<00:08:02.513> done<00:08:02.674> through<00:08:04.214> In<00:08:04.522> many<00:08:04.846> cases,<00:08:05.478> it'll<00:08:05.899> craft<00:08:06.288> the<00:08:06.385> message<00:08:08.232> back<00:08:08.475> to<00:08:08.572> a<00:08:08.653> customer.

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But<00:08:10.257> there's<00:08:10.435> always<00:08:10.613> still<00:08:10.921> a<00:08:11.067> human<00:08:11.472> element<00:08:11.877> of<00:08:11.974> it.

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You<00:08:12.298> don't<00:08:12.460> want<00:08:12.590> the<00:08:12.654> machines<00:08:13.055> to<00:08:13.200> entirely<00:08:13.666> take<00:08:13.971> over.

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Yeah.

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What<00:08:15.915> we<00:08:16.076> try<00:08:16.317> to<00:08:16.397> do<00:08:16.734> is<00:08:17.040> allow<00:08:17.538> it<00:08:19.032> to<00:08:19.128> help<00:08:19.995> the<00:08:20.076> representative<00:08:22.004> take<00:08:22.180> a<00:08:22.325> lot<00:08:22.470> of<00:08:22.566> work<00:08:22.807> out<00:08:22.872> of<00:08:22.904> the<00:08:23.000> system,<00:08:23.386> but<00:08:23.692> ultimately<00:08:24.094> have<00:08:24.191> the<00:08:24.271> final<00:08:24.834> call<00:08:25.301> on,<00:08:25.622> hey,<00:08:25.783> do<00:08:25.864> you<00:08:25.976> send<00:08:26.105> it?

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So<00:08:28.679> it's<00:08:28.840> been<00:08:28.936> great<00:08:29.177> for<00:08:29.242> us.

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We've<00:08:29.724> been<00:08:30.276> We've<00:08:30.372> been<00:08:30.452> pretty<00:08:30.596> happy.

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How<00:08:32.199> are<00:08:32.279> you<00:08:32.375> thinking<00:08:32.599> about<00:08:32.920> AI<00:08:33.160> in<00:08:33.240> the<00:08:33.272> future?

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I<00:08:33.657> know<00:08:33.753> like<00:08:34.122> everybody's<00:08:34.618> grappling<00:08:35.003> with<00:08:35.163> that<00:08:35.324> question<00:08:35.804> and<00:08:35.965> there's<00:08:36.141> probably<00:08:36.461> not,<00:08:37.920> if<00:08:38.304> somebody<00:08:38.561> knew<00:08:38.721> the<00:08:38.929> answer<00:08:39.057> to<00:08:39.170> that,<00:08:39.410> they'd<00:08:39.586> be<00:08:39.666> a<00:08:39.811> trillionaire,<00:08:40.387> right?

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But<00:08:40.788> like,<00:08:41.573> where<00:08:41.669> are<00:08:41.830> we,<00:08:42.070> what<00:08:42.230> are<00:08:42.310> we<00:08:42.455> looking<00:08:42.775> at,<00:08:43.096> do<00:08:43.160> you<00:08:43.256> think?

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And<00:08:43.673> how<00:08:43.849> are<00:08:43.977> you<00:08:44.073> preparing<00:08:44.554> for<00:08:44.666> it<00:08:44.778> over<00:08:44.939> the<00:08:44.971> next<00:08:45.275> 5,<00:08:45.499> 10<00:08:45.676> years?

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Yeah,<00:08:46.557> no,<00:08:46.717> it's<00:08:46.878> interesting<00:08:47.230> because<00:08:47.439> if<00:08:47.583> I<00:08:47.743> go<00:08:47.999> back<00:08:49.362> 2<00:08:49.538> and<00:08:49.666> a<00:08:49.682> half<00:08:49.986> years<00:08:50.179> ago,<00:08:50.788> we<00:08:50.948> didn't,<00:08:51.829> we<00:08:52.006> were<00:08:52.390> just<00:08:53.352> doing<00:08:54.249> very<00:08:54.570> little<00:08:54.810> like<00:08:55.115> dabbling<00:08:57.854> AI.

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Uh,<00:08:58.226> now<00:08:58.887> well<00:08:59.129> over<00:08:59.435> a<00:08:59.452> third<00:09:00.242> of<00:09:00.484> our<00:09:01.145> borrowing<00:09:01.549> resources<00:09:02.984> are—<00:09:03.307> is<00:09:03.404> dedicated<00:09:04.497> to<00:09:04.517> AI.

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It's,<00:09:06.394> it's<00:09:06.880> for<00:09:06.944> a<00:09:06.960> number<00:09:07.203> of<00:09:07.268> reasons.

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One<00:09:08.675> of<00:09:08.740> them<00:09:08.902> is<00:09:09.387> for<00:09:09.533> the—<00:09:10.115> to<00:09:10.180> make<00:09:10.342> the<00:09:10.423> products<00:09:10.843> better,<00:09:11.086> as<00:09:11.248> we<00:09:11.329> just<00:09:11.490> talked<00:09:11.749> about.

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And,<00:09:12.526> you<00:09:12.639> know,<00:09:12.704> we<00:09:12.769> have<00:09:12.866> the<00:09:12.947> same<00:09:13.108> kind<00:09:13.335> of<00:09:13.400> thing,<00:09:14.325> support<00:09:14.634> products,<00:09:14.975> right?

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Work<00:09:17.265> that's<00:09:17.736> taken<00:09:19.116> done<00:09:21.130> through<00:09:21.227> AI.

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So<00:09:22.277> one<00:09:22.437> of<00:09:22.517> it's<00:09:22.614> for<00:09:22.838> that,<00:09:23.479> right?

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To<00:09:23.656> be<00:09:23.800> competitive<00:09:24.393> in<00:09:24.457> the<00:09:24.922> workplace<00:09:25.515> and<00:09:25.900> to<00:09:25.932> make<00:09:25.980> good<00:09:26.381> product.

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But<00:09:26.765> the<00:09:26.926> other<00:09:27.807> is<00:09:28.288> internal,<00:09:29.587> which<00:09:29.747> again,<00:09:30.052> most,<00:09:30.308> I<00:09:30.853> think<00:09:30.933> companies<00:09:31.206> who<00:09:31.270> are<00:09:31.350> gonna<00:09:31.510> do<00:09:31.671> it<00:09:31.815> right<00:09:32.071> are<00:09:32.296> looking<00:09:32.617> at<00:09:32.649> it<00:09:32.857> for<00:09:33.033> both<00:09:33.819> reasons.

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So<00:09:35.101> for<00:09:35.262> example,<00:09:36.063> in<00:09:36.143> our<00:09:36.303> own<00:09:36.544> customer<00:09:37.025> service,<00:09:38.067> we<00:09:38.163> now<00:09:38.468> use<00:09:38.708> AI<00:09:38.981> solutions<00:09:40.071> to<00:09:40.103> help<00:09:40.311> take<00:09:40.503> some<00:09:40.728> of<00:09:40.792> the<00:09:40.872> work<00:09:41.113> out<00:09:41.193> of<00:09:41.914> the<00:09:42.010> thing<00:09:42.171> for<00:09:42.331> our<00:09:42.716> own<00:09:43.517> service<00:09:44.014> rep.<00:09:45.200> That's<00:09:45.601> extremely<00:09:47.220> helpful.

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On<00:09:48.263> the<00:09:48.423> R&D<00:09:48.921> side.

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It<00:09:50.397> just<00:09:50.654> takes,<00:09:50.975> you<00:09:51.007> know,<00:09:51.874> you'll<00:09:52.099> use<00:09:52.275> some<00:09:52.532> of<00:09:52.660> it<00:09:52.757> for<00:09:52.901> programming,<00:09:53.399> not<00:09:53.543> entirely.

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Again,<00:09:54.442> you<00:09:54.506> don't<00:09:54.602> want<00:09:54.747> the<00:09:54.779> machines<00:09:55.405> building<00:09:55.726> the<00:09:55.886> world,<00:09:56.673> but<00:09:56.785> it<00:09:56.914> helps<00:09:57.877> to<00:09:58.679> facilitate<00:09:59.337> getting<00:09:59.722> work<00:09:59.770> done<00:10:00.043> quicker.

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And<00:10:01.167> I<00:10:01.263> think<00:10:01.504> that'll<00:10:01.809> become<00:10:02.066> an<00:10:02.114> increasingly<00:10:03.911> big<00:10:04.072> part<00:10:04.858> of<00:10:04.955> the<00:10:05.099> way<00:10:05.276> we—<00:10:05.356> if<00:10:06.223> I<00:10:06.319> think<00:10:06.495> about<00:10:06.945> every<00:10:07.282> function,<00:10:08.389> say<00:10:09.031> finance,<00:10:10.717> prior<00:10:11.118> world,<00:10:11.856> there's<00:10:11.984> a<00:10:12.017> lot<00:10:12.177> of<00:10:12.338> stuff<00:10:12.594> that's<00:10:12.819> done<00:10:12.980> by<00:10:13.204> rote,<00:10:13.606> right?

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Lots<00:10:14.039> of<00:10:14.168> things<00:10:14.489> that,<00:10:15.131> um,<00:10:15.388> that<00:10:15.789> you<00:10:15.950> could<00:10:16.271> use<00:10:16.897> AI<00:10:17.780> to,<00:10:18.519> to<00:10:18.599> get<00:10:19.081> an<00:10:19.145> answer<00:10:19.466> faster<00:10:20.028> with<00:10:20.189> fewer<00:10:20.526> resources.

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So<00:10:21.955> it's<00:10:22.517> gonna<00:10:22.693> be<00:10:22.774> a<00:10:22.934> big<00:10:23.175> part<00:10:23.432> of<00:10:23.978> the<00:10:24.122> way<00:10:24.363> we<00:10:24.459> think<00:10:24.781> about<00:10:24.925> our<00:10:25.648> cost<00:10:25.856> structure,<00:10:26.772> our<00:10:26.884> profitability,<00:10:28.056> how<00:10:28.297> we<00:10:28.393> get<00:10:28.875> done<00:10:29.357> faster,<00:10:29.790> speed<00:10:30.320> to<00:10:30.384> market,<00:10:31.203> right?

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Mm-hmm.

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Accelerate<00:10:32.488> that.

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It's<00:10:33.114> great.

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How<00:10:34.735> do<00:10:34.800> you<00:10:34.912> think<00:10:35.217> about,<00:10:36.325> because<00:10:36.726> you've<00:10:36.967> had,<00:10:37.224> you've<00:10:37.449> been<00:10:37.625> public,<00:10:38.091> you've<00:10:38.187> been<00:10:38.412> private,<00:10:38.814> you've<00:10:38.910> been<00:10:39.456> you<00:10:39.536> know,<00:10:39.873> putting<00:10:40.274> people,<00:10:41.059> uh,<00:10:41.316> not<00:10:41.476> people,<00:10:41.797> but<00:10:42.118> companies<00:10:42.519> together,<00:10:43.000> like<00:10:43.160> we<00:10:43.240> talked<00:10:43.481> about<00:10:43.802> previously,<00:10:44.988> like,<00:10:45.165> how<00:10:45.389> do<00:10:45.550> you<00:10:46.047> think<00:10:46.287> about<00:10:46.784> financing<00:10:47.554> the<00:10:47.650> company<00:10:48.372> and<00:10:48.532> public<00:10:48.997> versus<00:10:49.398> private?

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Ah,<00:10:50.441> yeah.

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No,<00:10:50.922> it's<00:10:51.082> a,<00:10:51.403> it's<00:10:51.499> a<00:10:51.579> diff—<00:10:51.756> you<00:10:51.820> know,<00:10:51.916> it's<00:10:52.140> funny<00:10:52.381> because<00:10:52.622> if<00:10:52.942> you<00:10:53.022> think<00:10:53.183> about<00:10:53.343> my<00:10:53.488> whole<00:10:53.664> career<00:10:54.370> prior<00:10:54.610> to<00:10:54.706> this<00:10:54.947> is<00:10:55.508> been<00:10:55.652> in<00:10:55.733> the,<00:10:55.909> in<00:10:55.989> the<00:10:56.454> public<00:10:56.791> arena.

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Um,<00:10:58.475> I<00:10:58.555> would<00:10:58.715> say<00:10:59.180> it's,<00:11:00.143> it's<00:11:00.335> not,<00:11:00.864> uh,<00:11:00.960> it's<00:11:01.121> not<00:11:01.345> as<00:11:01.586> different<00:11:02.003> as<00:11:02.468> one<00:11:02.644> might<00:11:02.869> imagine.

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Um,<00:11:04.408> there's<00:11:04.633> obviously<00:11:04.809> a<00:11:04.889> little<00:11:05.050> bit<00:11:05.210> more<00:11:05.370> depth.

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Private,<00:11:07.072> a<00:11:07.120> little<00:11:07.281> more<00:11:07.457> levered<00:11:08.405> up.

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But<00:11:08.742> the<00:11:08.822> reality<00:11:09.368> is<00:11:10.010> you<00:11:10.171> manage<00:11:10.733> your<00:11:10.990> business<00:11:12.017> to<00:11:12.595> make<00:11:12.756> sure<00:11:12.852> you<00:11:12.997> can<00:11:13.157> invest<00:11:13.559> in<00:11:13.623> the<00:11:13.655> future,<00:11:14.024> make<00:11:14.522> sure<00:11:14.651> you<00:11:14.683> can<00:11:14.843> invest<00:11:15.084> in<00:11:15.116> the<00:11:15.261> right<00:11:15.486> innovation,<00:11:16.433> but<00:11:16.513> make<00:11:16.610> sure<00:11:16.915> you<00:11:17.011> can<00:11:17.557> service<00:11:17.798> your<00:11:17.894> debt<00:11:18.617> and<00:11:19.179> do<00:11:19.339> all<00:11:19.484> those<00:11:19.644> things<00:11:19.885> that<00:11:19.981> you<00:11:20.014> need<00:11:20.142> to<00:11:20.463> do.

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So<00:11:20.784> cash<00:11:21.186> flow<00:11:21.410> matters,<00:11:21.908> right?

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So<00:11:22.936> as<00:11:23.032> a<00:11:23.530> SaaS<00:11:24.156> technology<00:11:24.863> business,<00:11:26.629> the<00:11:26.709> best<00:11:26.966> businesses,<00:11:27.448> if<00:11:27.544> you're<00:11:27.689> thinking<00:11:27.849> about<00:11:28.010> trying<00:11:28.251> to<00:11:28.331> manage<00:11:28.652> cash<00:11:28.829> flow,<00:11:29.375> you<00:11:30.242> do<00:11:30.418> create<00:11:30.739> a<00:11:30.820> lot<00:11:30.996> of<00:11:31.606> a<00:11:31.622> lot<00:11:31.766> of<00:11:31.846> margin.

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Generally,<00:11:33.881> SaaS<00:11:34.250> products,<00:11:34.971> they're<00:11:35.035> going<00:11:35.147> to<00:11:35.179> have<00:11:35.307> very<00:11:35.532> low<00:11:35.692> cost<00:11:35.964> of<00:11:36.012> goods.

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They're<00:11:36.974> going<00:11:37.102> to<00:11:37.214> have—<00:11:37.567> so<00:11:38.256> what<00:11:38.416> you're<00:11:38.769> spending<00:11:39.217> on<00:11:39.474> is<00:11:39.874> R&D,<00:11:40.836> right?

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You're<00:11:41.413> spending<00:11:42.502> something,<00:11:43.544> but<00:11:43.640> you<00:11:43.800> want<00:11:44.024> your<00:11:44.665> cost<00:11:45.018> of<00:11:45.242> goods<00:11:45.435> so<00:11:47.165> that<00:11:47.406> allows<00:11:48.111> you<00:11:48.928> to<00:11:49.312> service<00:11:49.633> the<00:11:49.729> debt<00:11:50.434> and<00:11:50.674> still<00:11:50.931> invest.

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So<00:11:52.469> for<00:11:52.677> us,<00:11:53.479> it's<00:11:53.911> a<00:11:53.975> big<00:11:54.136> part<00:11:54.312> of<00:11:54.360> the<00:11:54.440> way<00:11:55.081> I<00:11:55.257> think<00:11:55.434> about<00:11:55.818> my<00:11:55.962> mandate,<00:11:56.219> right?

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I<00:11:56.747> have<00:11:57.100> to<00:11:57.180> create<00:11:57.420> value,<00:11:58.122> I<00:11:58.142> have<00:11:58.255> to<00:11:58.319> do<00:11:58.352> that<00:11:58.400> through<00:11:58.562> investment,<00:11:59.191> but<00:11:59.272> I<00:11:59.353> also<00:11:59.579> have<00:11:59.659> to<00:11:59.837> do<00:11:59.982> that<00:12:00.160> through<00:12:00.870> being<00:12:00.983> smart<00:12:01.467> about<00:12:01.613> how<00:12:03.049> we<00:12:03.130> allocate<00:12:03.630> resources<00:12:04.986> around.

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Yeah,<00:12:08.047> that's<00:12:08.290> interesting.

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Like<00:12:09.083> I<00:12:09.180> wanted<00:12:09.763> to<00:12:09.973> ask<00:12:10.151> you<00:12:10.297> actually<00:12:10.540> about<00:12:10.783> the<00:12:10.863> SaaS<00:12:11.268> model,<00:12:11.754> which<00:12:11.948> is<00:12:12.077> going<00:12:12.336> through<00:12:12.498> a<00:12:12.644> bit<00:12:12.806> of<00:12:12.919> a<00:12:13.048> change.

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And<00:12:15.449> obviously<00:12:15.933> AI<00:12:16.337> is<00:12:16.838> probably<00:12:17.484> pushing<00:12:17.904> some<00:12:18.130> of<00:12:18.275> that<00:12:18.453> change,<00:12:19.002> right?

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And<00:12:19.583> to<00:12:19.745> figure<00:12:20.052> out<00:12:20.229> kind<00:12:20.391> of<00:12:20.455> the<00:12:20.633> best<00:12:20.956> model,<00:12:21.748> do<00:12:21.780> you<00:12:21.828> have<00:12:21.990> like<00:12:22.151> your<00:12:22.264> normal<00:12:22.652> SaaS<00:12:23.137> model,<00:12:23.363> which<00:12:23.556> is<00:12:23.686> the<00:12:23.974> subscription<00:12:24.869> model?

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And<00:12:25.853> now<00:12:26.094> you're,<00:12:26.318> a<00:12:26.334> lot<00:12:26.639> of<00:12:26.672> SaaS<00:12:26.896> companies<00:12:27.314> are<00:12:27.442> going<00:12:27.699> to<00:12:27.860> consumption<00:12:29.305> model.

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How<00:12:30.108> have<00:12:30.348> you<00:12:30.509> been<00:12:30.686> thinking<00:12:30.926> about<00:12:31.151> those<00:12:31.392> two<00:12:31.537> things?

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Yeah.

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And<00:12:32.596> we<00:12:32.741> are<00:12:32.917> thinking<00:12:33.239> about<00:12:33.495> that<00:12:33.640> because<00:12:34.025> if<00:12:34.122> you<00:12:34.202> think<00:12:34.507> about,<00:12:35.181> I'll<00:12:35.310> give<00:12:35.422> you<00:12:35.470> an<00:12:35.551> example<00:12:36.289> of<00:12:36.450> one<00:12:36.546> of<00:12:36.610> the<00:12:36.691> paradigm<00:12:37.236> changes.

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So<00:12:38.280> if<00:12:38.360> you<00:12:38.457> think<00:12:38.633> about,<00:12:38.938> say,<00:12:39.260> remote<00:12:39.581> support,<00:12:40.062> for<00:12:40.223> example,<00:12:40.705> right?

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Historically,<00:12:42.214> you<00:12:42.631> might<00:12:42.856> charge<00:12:43.338> by<00:12:43.370> number<00:12:44.060> of<00:12:44.157> seats<00:12:44.799> servicing.

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Well,<00:12:46.003> in<00:12:46.083> an<00:12:46.388> AI<00:12:47.031> world,<00:12:48.315> you<00:12:48.412> may<00:12:48.508> not<00:12:48.813> require<00:12:49.311> as<00:12:49.407> many<00:12:49.792> service<00:12:50.274> seats.

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Right?

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So<00:12:51.766> you'll<00:12:51.927> need<00:12:52.039> a<00:12:52.344> different<00:12:52.744> type<00:12:54.331> of<00:12:54.428> pricing<00:12:54.748> model.

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So<00:12:55.950> consumption<00:12:56.672> is<00:12:56.976> an<00:12:57.217> alternative<00:12:58.099> and<00:12:58.179> there<00:12:58.259> are<00:12:58.339> other<00:12:58.515> ways<00:12:58.708> to<00:12:58.772> do<00:12:58.852> it.

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But<00:12:59.621> yeah,<00:12:59.958> any—<00:13:00.599> because<00:13:02.507> you<00:13:02.539> have<00:13:02.667> to<00:13:02.828> think<00:13:03.004> about,<00:13:04.206> you<00:13:04.286> know,<00:13:04.591> all<00:13:04.767> aspects<00:13:05.184> of<00:13:05.328> what<00:13:05.473> AI<00:13:05.793> will<00:13:05.889> bring<00:13:06.050> to<00:13:06.210> the<00:13:06.354> world.

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One<00:13:07.172> of<00:13:07.236> them<00:13:07.412> is<00:13:07.509> it<00:13:07.605> might<00:13:07.813> change<00:13:08.054> pricing<00:13:08.374> models<00:13:09.288> because<00:13:10.602> the<00:13:10.699> consumption<00:13:11.644> patterns<00:13:12.606> change.

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By<00:13:14.450> example,<00:13:15.251> I<00:13:15.283> might<00:13:15.444> have<00:13:15.524> fewer<00:13:16.133> agents<00:13:16.614> required.

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But<00:13:17.753> they<00:13:17.849> may<00:13:18.058> be<00:13:18.218> used,<00:13:18.620> but<00:13:18.796> what's<00:13:19.182> who,<00:13:19.519> the<00:13:19.663> people<00:13:19.840> who<00:13:19.920> are<00:13:20.081> there<00:13:20.787> might<00:13:20.964> need<00:13:21.157> more<00:13:21.285> sophisticated<00:13:22.714> capability.

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So<00:13:23.758> I<00:13:23.838> can<00:13:24.095> charge<00:13:24.416> more<00:13:24.576> for<00:13:24.737> those<00:13:24.978> more<00:13:25.074> sophisticated<00:13:25.861> capabilities.

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Um,<00:13:27.627> and<00:13:27.707> maybe<00:13:28.510> fewer<00:13:28.751> seats.

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Um,<00:13:30.099> but<00:13:30.196> yeah,<00:13:30.517> it's<00:13:30.677> a,<00:13:30.758> it's<00:13:30.838> a<00:13:30.918> big,<00:13:31.175> it's<00:13:31.320> a<00:13:31.384> big<00:13:31.544> part<00:13:31.737> of<00:13:32.363> the<00:13:32.444> entire<00:13:32.925> strategic<00:13:33.407> plan.

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And<00:13:33.648> you<00:13:33.712> have<00:13:33.873> to<00:13:33.953> think<00:13:34.049> about<00:13:34.290> where<00:13:34.451> the<00:13:34.595> world's<00:13:34.852> going.

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So<00:13:35.976> we're<00:13:36.136> planning,<00:13:36.698> we're<00:13:36.923> planning<00:13:37.324> for<00:13:37.485> 3<00:13:37.662> years<00:13:37.967> out<00:13:38.224> now<00:13:38.464> so<00:13:39.203> that<00:13:39.412> we<00:13:39.492> can<00:13:39.653> evolve<00:13:40.214> our<00:13:40.696> business<00:13:40.985> strategy.

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Yeah.

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The<00:13:43.104> old<00:13:45.016> Bretzky.

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Yeah,<00:13:46.406> for<00:13:46.632> sure.

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Yeah,<00:13:47.860> that's,<00:13:48.328> uh,<00:13:48.748> the,<00:13:49.071> the<00:13:49.233> consumption<00:13:49.879> versus,<00:13:50.751> uh,<00:13:51.107> subscription.

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And<00:13:52.141> like<00:13:52.302> you<00:13:52.367> said,<00:13:52.545> there's,<00:13:52.787> there's<00:13:52.949> a<00:13:53.013> couple<00:13:53.288> other<00:13:53.498> models<00:13:53.821> that<00:13:53.982> people<00:13:54.160> are<00:13:54.290> thinking<00:13:54.563> through.

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Is<00:13:55.367> really<00:13:55.608> fascinating.

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And<00:13:56.637> this,<00:13:56.878> it's,<00:13:57.376> it<00:13:57.409> seems<00:13:57.682> to<00:13:57.778> be<00:13:57.859> changing<00:13:58.325> the<00:13:58.357> SaaS<00:13:58.823> world<00:14:00.174> a<00:14:00.270> little<00:14:00.512> bit.

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And<00:14:00.897> it's,<00:14:01.155> I<00:14:01.235> know<00:14:01.396> that<00:14:01.621> that's<00:14:01.878> a<00:14:01.959> hot<00:14:02.200> topic.

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What<00:14:03.207> does<00:14:03.288> a<00:14:03.304> typical<00:14:03.774> day<00:14:03.936> look<00:14:04.114> like<00:14:04.357> for<00:14:04.519> you<00:14:04.697> as<00:14:04.843> CEO?

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And<00:14:05.653> how<00:14:05.831> is<00:14:05.977> that<00:14:06.139> different<00:14:06.625> from<00:14:07.111> when<00:14:07.257> you<00:14:07.354> were<00:14:07.435> CFO?

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Sure.

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Yeah,<00:14:09.379> I<00:14:09.460> would<00:14:09.622> say<00:14:10.189> that,<00:14:10.351> you<00:14:10.432> know,<00:14:10.594> if<00:14:10.740> I<00:14:10.821> think<00:14:10.983> about<00:14:12.228> Any<00:14:12.389> given<00:14:12.631> day<00:14:12.969> obviously<00:14:13.274> will<00:14:13.371> bring<00:14:14.079> its<00:14:14.320> own<00:14:15.141> challenges<00:14:15.704> and<00:14:15.785> things<00:14:16.268> that<00:14:16.686> are<00:14:16.895> going<00:14:17.217> on.

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But<00:14:18.022> I<00:14:18.038> would<00:14:18.199> say<00:14:18.440> that<00:14:19.245> if<00:14:19.567> what<00:14:19.711> I<00:14:19.808> try<00:14:20.130> to<00:14:20.420> do<00:14:20.839> is<00:14:23.031> make<00:14:23.176> sure<00:14:23.369> that<00:14:23.515> I<00:14:23.531> spend<00:14:23.918> some<00:14:24.079> time<00:14:24.401> in<00:14:24.562> at<00:14:24.643> least<00:14:25.223> in<00:14:25.433> 3<00:14:25.610> specific<00:14:26.239> arenas,<00:14:27.786> every<00:14:28.012> part<00:14:28.431> of<00:14:28.480> every—<00:14:28.624> so<00:14:29.075> that<00:14:29.863> specific<00:14:30.426> meetings<00:14:30.828> will<00:14:30.925> change,<00:14:31.407> for<00:14:31.552> example,<00:14:32.453> but<00:14:32.598> I<00:14:32.775> like<00:14:33.016> to<00:14:33.080> make<00:14:33.257> sure<00:14:33.498> that<00:14:33.611> I'm<00:14:33.804> touching<00:14:34.206> on<00:14:34.303> operations<00:14:35.027> in<00:14:35.107> some<00:14:35.413> way.

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So<00:14:36.394> business<00:14:36.780> operating<00:14:37.263> reviews,<00:14:38.551> calls<00:14:38.794> with<00:14:38.956> customers.

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So<00:14:39.701> something<00:14:40.187> around<00:14:40.495> the<00:14:40.997> near-term,<00:14:41.953> here's<00:14:42.132> what's<00:14:42.310> going<00:14:42.537> on<00:14:43.007> right<00:14:43.185> now.

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I<00:14:45.164> do<00:14:45.647> like<00:14:45.872> to<00:14:45.953> make<00:14:46.066> sure<00:14:46.355> that<00:14:46.452> I<00:14:46.516> have<00:14:46.613> some<00:14:46.935> time<00:14:47.176> that's<00:14:47.402> dedicated<00:14:47.740> to<00:14:47.965> the<00:14:48.126> longer<00:14:48.303> term.

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So,<00:14:49.752> you<00:14:49.784> know,<00:14:50.074> working<00:14:50.315> with<00:14:50.460> the<00:14:50.557> innovation<00:14:51.040> team,<00:14:51.555> thinking<00:14:52.005> about<00:14:52.231> strategy,<00:14:53.890> thinking<00:14:54.050> about<00:14:54.131> multi-year<00:14:54.485> plans.

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So<00:14:55.467> some<00:14:55.838> time<00:14:56.047> dedicated<00:14:56.783> to<00:14:56.803> that.

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And<00:14:57.769> then<00:14:57.882> the<00:14:58.107> third<00:14:58.494> thing<00:14:58.929> I<00:14:59.057> always<00:15:00.506> make<00:15:00.603> sure<00:15:00.764> I<00:15:00.844> touch<00:15:01.166> on<00:15:01.971> is<00:15:02.052> the<00:15:02.197> team.

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So<00:15:02.841> in<00:15:02.873> some<00:15:03.243> way,<00:15:03.836> one-on-ones,<00:15:05.054> uh,<00:15:05.358> skip-level<00:15:06.015> meetings,<00:15:06.464> which<00:15:06.672> is<00:15:06.800> actually<00:15:07.698> best<00:15:08.018> ways<00:15:08.258> you<00:15:08.563> can<00:15:09.524> get<00:15:09.669> pulse<00:15:09.925> on<00:15:10.005> the<00:15:10.165> ground,<00:15:10.406> particularly<00:15:10.967> in<00:15:11.047> a<00:15:11.063> remote<00:15:11.607> hybrid<00:15:12.088> world.

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Again,<00:15:12.905> sell<00:15:13.130> remote<00:15:13.338> solutions,<00:15:14.492> we<00:15:14.732> operate<00:15:15.389> in<00:15:15.533> a<00:15:15.614> hybrid<00:15:16.431> world.

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Come<00:15:17.633> in<00:15:18.418> remote,<00:15:19.395> uh,<00:15:19.796> 60%<00:15:20.293> of<00:15:20.453> my<00:15:20.597> employee<00:15:21.462> base<00:15:21.655> is<00:15:21.799> actually<00:15:22.103> outside<00:15:22.440> the<00:15:22.504> US,<00:15:23.545> um,<00:15:23.722> so<00:15:23.962> we're,<00:15:24.202> we're<00:15:24.363> a<00:15:24.443> pretty<00:15:24.924> global<00:15:25.709> dispersed<00:15:26.350> organization.

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Taking<00:15:27.808> that<00:15:27.904> time,<00:15:28.994> uh,<00:15:29.042> to<00:15:29.090> spend<00:15:29.555> time<00:15:29.875> with<00:15:30.180> the<00:15:30.292> team,<00:15:31.415> real<00:15:32.217> one-on-one<00:15:33.019> group<00:15:33.196> setting,<00:15:34.159> it's<00:15:34.640> extremely—<00:15:36.228> so<00:15:36.292> I<00:15:36.373> touch<00:15:36.613> on<00:15:36.710> each<00:15:36.854> of<00:15:36.886> those<00:15:37.592> to<00:15:37.769> some<00:15:38.057> degree<00:15:38.394> every<00:15:38.635> day.

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Um,<00:15:40.079> and,<00:15:40.239> you<00:15:40.336> know,<00:15:40.721> got<00:15:40.833> to<00:15:40.881> be<00:15:40.961> flexible<00:15:41.443> because<00:15:42.085> things<00:15:42.325> come<00:15:42.486> up.

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Yeah,<00:15:44.716> yeah.

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I<00:15:45.277> would<00:15:45.390> imagine<00:15:45.775> like<00:15:45.999> this<00:15:46.240> whole<00:15:46.882> hybrid<00:15:47.604> remote,<00:15:48.406> everybody<00:15:48.807> back<00:15:49.048> to<00:15:49.208> office<00:15:49.545> has<00:15:49.706> been<00:15:49.866> an<00:15:50.011> interesting,<00:15:51.053> you<00:15:51.086> know,<00:15:51.310> thing<00:15:51.615> for<00:15:51.695> you<00:15:51.872> as<00:15:52.016> a<00:15:52.112> leader,<00:15:52.417> particularly<00:15:52.995> coming<00:15:53.316> in<00:15:53.460> there<00:15:54.198> starting<00:15:54.439> with<00:15:54.599> COVID<00:15:55.000> where<00:15:55.161> everybody<00:15:55.546> had<00:15:55.706> to<00:15:55.883> be<00:15:56.043> remote,<00:15:56.669> and<00:15:56.765> now<00:15:56.846> like<00:15:57.150> figuring<00:15:57.568> out,<00:15:57.728> do<00:15:57.824> we<00:15:57.969> go<00:15:58.065> back<00:15:58.290> to<00:15:58.514> office?

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And<00:15:59.156> obviously<00:15:59.654> what<00:15:59.895> your<00:16:00.120> product<00:16:00.618> is<00:16:00.778> like<00:16:01.019> very<00:16:01.324> much<00:16:01.742> for<00:16:02.144> people<00:16:02.850> who<00:16:03.011> have<00:16:03.669> various<00:16:04.135> offices<00:16:04.794> or<00:16:04.874> remote<00:16:05.581> and<00:16:05.757> things<00:16:05.982> like<00:16:06.143> that.

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How<00:16:06.769> have<00:16:06.962> you<00:16:07.058> thought<00:16:07.363> about<00:16:07.620> it<00:16:07.749> as<00:16:07.861> a<00:16:07.925> company?

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Yeah,<00:16:09.323> no,<00:16:09.435> it's<00:16:09.612> really<00:16:10.013> interesting.

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We've<00:16:10.656> leaned<00:16:11.122> into<00:16:12.085> it.

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I<00:16:13.065> would<00:16:13.161> say<00:16:13.531> I've<00:16:14.318> had<00:16:14.735> a<00:16:16.117> personal<00:16:16.518> change<00:16:16.984> over<00:16:17.177> the<00:16:17.305> years.

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So<00:16:18.269> if<00:16:18.365> I<00:16:18.445> think<00:16:18.686> of<00:16:18.718> myself<00:16:19.554> 10<00:16:19.730> years<00:16:19.891> ago,<00:16:20.357> right?

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And<00:16:21.481> I<00:16:21.642> had,<00:16:22.139> I<00:16:22.766> still<00:16:22.878> remember<00:16:23.183> a<00:16:23.248> conversation<00:16:23.842> I<00:16:23.874> had<00:16:24.051> literally<00:16:24.308> about<00:16:24.452> 10<00:16:24.613> years<00:16:24.806> ago<00:16:25.030> with<00:16:25.576> I<00:16:25.657> was<00:16:25.705> CFO<00:16:26.154> at<00:16:26.235> the<00:16:26.315> time,<00:16:27.118> Bradstreet.

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Uh,<00:16:28.226> we<00:16:28.306> had<00:16:28.370> a<00:16:28.483> new<00:16:28.643> head<00:16:28.788> of<00:16:28.884> HR<00:16:29.767> who<00:16:29.928> wanted<00:16:30.249> to<00:16:30.329> hire<00:16:30.634> from<00:16:30.971> everywhere.

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Hey,<00:16:32.015> we<00:16:32.175> get<00:16:32.352> the<00:16:32.400> best<00:16:32.513> talent<00:16:33.380> remotely.

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And<00:16:34.744> I<00:16:34.825> was<00:16:34.969> like,<00:16:35.130> that'll<00:16:35.387> never<00:16:35.611> work.

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They<00:16:37.233> got—<00:16:37.538> people<00:16:38.598> have<00:16:38.823> to<00:16:39.160> be<00:16:39.320> in<00:16:39.385> the<00:16:39.545> office,<00:16:40.107> you<00:16:40.139> know.

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You<00:16:40.701> know,<00:16:40.765> I<00:16:40.846> was<00:16:40.990> like<00:16:41.167> the<00:16:41.327> old<00:16:41.504> stodgy,<00:16:42.997> uh,<00:16:43.158> and<00:16:43.206> I'm<00:16:43.270> not—<00:16:43.639> I<00:16:43.736> tend<00:16:43.977> to<00:16:44.041> not<00:16:44.442> be<00:16:44.763> old<00:16:44.924> and<00:16:45.020> stodgy,<00:16:45.422> but<00:16:45.582> in<00:16:45.646> that<00:16:45.823> particular<00:16:46.321> instance<00:16:46.803> I<00:16:46.931> was.

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Um,<00:16:48.697> and,<00:16:49.099> uh,<00:16:49.612> so<00:16:49.837> we<00:16:49.917> did<00:16:50.142> a<00:16:50.158> little<00:16:50.415> bit<00:16:50.560> but<00:16:50.640> not<00:16:51.747> Um,<00:16:51.987> when<00:16:52.148> I<00:16:52.244> came<00:16:52.564> here,<00:16:53.911> the—<00:16:54.424> again,<00:16:56.187> so<00:16:56.572> it<00:16:56.957> required<00:16:58.400> to<00:16:59.041> actually<00:16:59.698> operate<00:17:00.564> and<00:17:00.660> to—<00:17:01.221> and<00:17:01.638> again,<00:17:02.183> as<00:17:02.327> a<00:17:02.407> company<00:17:02.664> goes<00:17:02.888> private,<00:17:03.289> generally<00:17:04.844> C-suite<00:17:05.389> is<00:17:05.549> changed.

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So<00:17:06.367> the<00:17:06.511> people<00:17:06.816> that<00:17:06.896> were<00:17:06.992> coming<00:17:07.377> in,<00:17:08.179> uh,<00:17:08.275> were<00:17:08.499> all<00:17:09.156> from<00:17:09.317> all<00:17:09.477> over<00:17:09.621> the<00:17:09.717> place.

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Um,<00:17:11.641> and<00:17:11.785> I<00:17:11.866> will<00:17:11.962> tell<00:17:12.266> you,<00:17:12.603> it<00:17:12.844> worked<00:17:13.645> so<00:17:14.126> tremendously<00:17:15.553> well<00:17:15.809> and<00:17:15.954> seamlessly<00:17:17.413> that<00:17:17.798> I<00:17:17.814> was<00:17:17.974> an<00:17:18.054> instant.

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It<00:17:19.274> was,<00:17:19.418> it<00:17:19.498> was,<00:17:19.883> it<00:17:19.980> was—<00:17:20.605> I<00:17:20.686> cannot<00:17:21.889> overstate<00:17:22.611> how<00:17:23.573> easy,<00:17:24.696> shocking<00:17:25.996> it<00:17:26.156> was<00:17:26.477> to<00:17:26.782> operate<00:17:27.745> in<00:17:27.841> a<00:17:27.905> remote<00:17:28.258> setting.

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Um,<00:17:29.349> because<00:17:29.590> there<00:17:29.750> are<00:17:29.911> advantages,<00:17:30.568> right?

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Yes,<00:17:31.772> you<00:17:31.916> could<00:17:32.076> all<00:17:32.173> be<00:17:32.333> in<00:17:32.413> the<00:17:32.975> office<00:17:33.216> together,<00:17:33.937> and<00:17:34.018> there's<00:17:34.178> that<00:17:34.290> sort<00:17:34.659> of<00:17:34.756> like<00:17:35.141> you<00:17:35.285> run<00:17:35.462> into<00:17:35.638> someone<00:17:35.927> in<00:17:36.007> the<00:17:36.087> hallway<00:17:36.665> and<00:17:37.291> good<00:17:37.451> things<00:17:37.692> happen.

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But<00:17:38.751> here<00:17:39.376> you<00:17:39.456> take<00:17:39.697> so<00:17:40.114> much<00:17:40.515> wasted<00:17:40.916> time<00:17:42.023> out<00:17:42.136> of<00:17:42.280> the<00:17:42.424> day.

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You<00:17:43.805> know,<00:17:44.190> going<00:17:44.431> to<00:17:44.527> meetings,<00:17:45.008> waiting<00:17:45.249> for<00:17:45.393> people<00:17:45.602> to<00:17:45.666> show<00:17:45.971> up,<00:17:46.918> those<00:17:47.159> kinds<00:17:47.416> of<00:17:47.496> things<00:17:48.138> just<00:17:48.443> eat<00:17:48.539> a<00:17:48.619> lot<00:17:48.764> of<00:17:48.860> time.

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These,<00:17:49.903> you<00:17:49.984> know,<00:17:50.626> the<00:17:51.091> chit-chat<00:17:51.444> in<00:17:51.508> the<00:17:51.589> hallway,<00:17:52.455> it's<00:17:52.712> useful,<00:17:53.113> but<00:17:53.178> it<00:17:53.274> also<00:17:53.836> eats<00:17:53.996> a<00:17:54.012> lot<00:17:54.221> of<00:17:54.253> time.

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Here,<00:17:55.537> I<00:17:55.601> find<00:17:55.842> we're<00:17:56.066> much<00:17:56.195> more<00:17:56.307> productive.

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And,<00:17:58.329> you<00:17:58.410> know,<00:17:59.357> everything<00:17:59.694> we've<00:17:59.918> looked<00:18:00.111> at<00:18:00.207> says<00:18:00.480> we've<00:18:01.022> been<00:18:01.042> more<00:18:01.138> productive<00:18:02.181> over,<00:18:03.401> through<00:18:04.091> being<00:18:04.653> remote.

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And<00:18:05.167> again,<00:18:05.391> we<00:18:05.536> have<00:18:05.712> the<00:18:05.792> tools<00:18:06.354> and<00:18:06.434> we<00:18:06.515> know<00:18:06.579> how<00:18:06.675> to<00:18:06.755> use<00:18:06.996> them.

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So<00:18:07.301> that<00:18:07.462> actually<00:18:07.702> helps<00:18:07.959> us<00:18:08.120> quite<00:18:08.376> a<00:18:08.425> lot.

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But<00:18:09.527> we<00:18:09.624> have<00:18:09.769> everything<00:18:10.156> that<00:18:10.334> we<00:18:10.495> need<00:18:10.980> because—<00:18:13.627> I<00:18:13.643> think<00:18:13.805> it's<00:18:14.047> been<00:18:14.192> great.

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And<00:18:14.515> I<00:18:14.531> can<00:18:14.676> understand<00:18:15.015> companies,<00:18:15.500> by<00:18:15.580> the<00:18:15.726> way,<00:18:15.839> that<00:18:16.387> want<00:18:17.114> to<00:18:17.760> go<00:18:17.921> the<00:18:18.164> other<00:18:18.795> way,<00:18:18.990> but<00:18:19.119> for<00:18:19.362> us,<00:18:19.702> we're<00:18:20.091> leaning<00:18:20.415> into<00:18:20.674> it.

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It's<00:18:21.468> a<00:18:21.484> great<00:18:21.792> model.

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We're<00:18:23.411> very<00:18:23.654> happy.

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Yeah.

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Yeah.

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That—<00:18:26.671> and<00:18:27.089> what<00:18:27.233> was<00:18:27.410> the<00:18:27.555> idea<00:18:27.812> around,<00:18:28.053> like<00:18:28.214> you<00:18:28.294> said,<00:18:28.471> 60%<00:18:29.242> of<00:18:29.435> the<00:18:29.563> people<00:18:29.820> are<00:18:30.286> outside<00:18:30.624> the<00:18:30.768> country?

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Like,<00:18:32.150> I<00:18:32.214> mean,<00:18:32.552> when<00:18:32.696> you<00:18:32.793> can<00:18:33.098> open<00:18:33.419> up<00:18:33.532> your<00:18:33.677> talent<00:18:34.078> pool<00:18:34.400> to<00:18:34.560> the<00:18:34.850> world,<00:18:35.567> it's<00:18:35.784> pretty<00:18:36.052> interesting,<00:18:36.552> right?

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It's<00:18:37.407> literally<00:18:37.729> amazing.

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So<00:18:38.211> if<00:18:38.371> I<00:18:38.468> think<00:18:38.693> about—<00:18:38.950> because<00:18:39.416> there<00:18:39.592> is<00:18:39.753> tremendous<00:18:40.637> talent<00:18:41.279> all<00:18:41.376> over<00:18:41.681> the<00:18:41.745> world,<00:18:41.922> but<00:18:42.549> if<00:18:42.709> you<00:18:42.806> try<00:18:43.208> to<00:18:45.039> isolate<00:18:45.537> your<00:18:45.762> hiring<00:18:46.341> to<00:18:46.646> one<00:18:46.904> specific<00:18:47.903> location<00:18:49.080> or<00:18:49.161> even<00:18:49.386> a<00:18:49.402> handful,<00:18:49.725> that's,<00:18:50.434> you<00:18:50.466> know,<00:18:50.692> it's<00:18:50.772> gonna—<00:18:51.014> you're<00:18:51.095> gonna<00:18:51.256> sub-optimize,<00:18:51.901> right?

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So<00:18:52.852> for<00:18:53.013> us,<00:18:53.870> we<00:18:54.015> have<00:18:54.210> tremendous<00:18:55.181> resources<00:18:55.845> in<00:18:56.072> R&D<00:18:57.141> in<00:18:57.692> Budapest,<00:18:58.226> Germany,<00:19:00.283> India.

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We<00:19:01.676> have<00:19:02.405> wonderful<00:19:02.875> customer<00:19:03.280> service<00:19:04.622> financial<00:19:05.087> operations<00:19:05.760> in<00:19:05.824> Guatemala.

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So<00:19:07.186> we,<00:19:07.427> you<00:19:07.523> know,<00:19:07.731> we,<00:19:08.052> we<00:19:08.212> are,<00:19:08.452> we<00:19:08.548> are<00:19:08.628> truly<00:19:09.029> global,<00:19:10.167> uh,<00:19:10.856> and<00:19:11.112> it<00:19:11.256> works<00:19:11.673> very,<00:19:11.994> very<00:19:12.378> well.

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And<00:19:12.795> then<00:19:12.939> for<00:19:13.035> me,<00:19:13.420> one<00:19:13.532> of<00:19:13.596> the<00:19:13.997> things<00:19:14.221> that<00:19:14.333> I'm<00:19:14.878> trying<00:19:15.134> to<00:19:15.263> do<00:19:15.439> as<00:19:15.471> CEO<00:19:16.000> is<00:19:16.320> to<00:19:16.801> spend<00:19:17.266> more<00:19:17.426> time<00:19:18.003> going<00:19:18.323> out<00:19:18.403> to<00:19:18.548> the<00:19:18.628> various<00:19:18.948> locations,<00:19:19.814> you<00:19:19.846> know,<00:19:20.086> just<00:19:20.246> to,<00:19:20.407> to<00:19:20.807> meet<00:19:21.112> with<00:19:21.272> the<00:19:21.368> team.

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During<00:19:23.996> COVID<00:19:24.333> there<00:19:24.413> was<00:19:24.637> less<00:19:24.909> of<00:19:25.534> that.

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Um,<00:19:26.560> last<00:19:26.880> few<00:19:27.281> years,<00:19:28.996> um,<00:19:29.300> to<00:19:29.460> ramp<00:19:29.701> that<00:19:29.861> up<00:19:30.583> because<00:19:30.824> there<00:19:30.984> is<00:19:31.145> still<00:19:31.546> something.

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But<00:19:33.377> you<00:19:33.409> don't<00:19:33.553> need<00:19:33.666> to<00:19:33.730> do<00:19:33.875> it<00:19:33.939> every<00:19:34.115> minute<00:19:34.372> of<00:19:34.404> every<00:19:34.677> day.

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You<00:19:35.480> actually<00:19:35.865> need<00:19:36.026> to<00:19:36.122> do<00:19:36.187> it<00:19:36.668> in<00:19:36.700> a<00:19:36.765> way<00:19:36.845> that's<00:19:37.471> effective,<00:19:39.237> going<00:19:39.494> out<00:19:39.574> to<00:19:39.735> locations,<00:19:40.682> spending<00:19:41.019> some<00:19:41.260> time<00:19:41.565> with<00:19:41.662> folks,<00:19:42.224> but<00:19:42.304> then<00:19:42.400> having<00:19:42.689> regular<00:19:43.026> meetings,<00:19:44.054> um,<00:19:44.455> you<00:19:44.488> know,<00:19:44.793> that<00:19:44.889> are<00:19:45.017> virtual.

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That<00:19:45.917> works<00:19:46.157> well.

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What<00:19:47.635> do<00:19:47.747> you<00:19:47.843> read?

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What<00:19:48.630> reading<00:19:48.871> recommendations<00:19:49.529> would<00:19:49.674> you<00:19:49.754> have<00:19:49.866> for<00:19:50.171> us?

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Ah,<00:19:51.119> yeah,<00:19:51.231> so<00:19:51.520> I'm<00:19:51.616> actually—<00:19:52.660> I'm<00:19:52.756> a—<00:19:52.965> I<00:19:53.222> would<00:19:53.318> say<00:19:53.527> I'm<00:19:53.640> a<00:19:53.784> bit<00:19:53.929> of<00:19:54.025> a<00:19:54.185> voracious<00:19:55.069> reader,<00:19:55.454> both<00:19:56.016> in<00:19:56.048> terms<00:19:56.272> of<00:19:56.513> reading,<00:19:56.753> but<00:19:56.897> also,<00:19:57.538> you<00:19:57.570> know,<00:19:57.955> I<00:19:58.115> run<00:19:58.837> and<00:19:58.917> I<00:19:58.933> listen<00:19:59.189> to<00:19:59.301> audiobooks.

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I<00:19:59.911> don't<00:20:00.119> run<00:20:00.279> very<00:20:00.439> fast,<00:20:00.920> as<00:20:01.000> you<00:20:01.097> can<00:20:01.241> imagine,<00:20:02.122> because<00:20:03.485> I'm<00:20:03.677> listening<00:20:03.902> to<00:20:04.030> audiobooks.

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Um,<00:20:05.969> I,<00:20:06.194> I<00:20:06.290> like<00:20:06.530> history<00:20:06.915> quite<00:20:07.155> a<00:20:07.171> lot.

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Right<00:20:07.492> now<00:20:07.829> I'm<00:20:08.053> reading<00:20:08.438> the<00:20:09.255> Ron<00:20:09.479> Chernow,<00:20:10.217> um,<00:20:10.842> George<00:20:11.018> Washington<00:20:12.124> biography.

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I<00:20:13.262> would<00:20:13.374> say,<00:20:13.663> now<00:20:13.887> I<00:20:13.967> was<00:20:14.128> a<00:20:14.160> big<00:20:14.368> fan<00:20:14.785> of<00:20:14.849> the<00:20:14.929> Chernow<00:20:15.731> Hamilton<00:20:16.468> biography,<00:20:17.093> which<00:20:17.269> was<00:20:17.510> the<00:20:17.654> play<00:20:17.894> was<00:20:18.071> obviously<00:20:19.834> inspired<00:20:20.315> by.

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I<00:20:21.116> read<00:20:21.276> it<00:20:21.421> long<00:20:21.677> before<00:20:22.302> Lin-Manuel<00:20:22.879> Miranda<00:20:23.264> put<00:20:23.376> the<00:20:23.456> play<00:20:23.761> on.

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Um,<00:20:24.750> but,<00:20:25.169> uh,<00:20:25.717> the—<00:20:25.959> so<00:20:26.137> I,<00:20:26.298> I,<00:20:26.620> but<00:20:26.701> I<00:20:26.846> do,<00:20:27.008> I<00:20:27.104> am<00:20:27.201> a<00:20:27.250> student<00:20:27.814> of,<00:20:28.475> of<00:20:28.556> history<00:20:28.879> generally.

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I<00:20:29.830> like<00:20:30.185> American<00:20:30.572> history.

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Just<00:20:31.459> finished<00:20:32.587> a<00:20:32.603> Henry<00:20:33.070> V<00:20:33.215> book,<00:20:33.778> quite<00:20:34.358> good<00:20:34.422> as<00:20:34.664> well.

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Um,<00:20:36.129> and<00:20:36.193> then<00:20:36.290> fiction-wise,<00:20:37.820> do<00:20:37.884> a<00:20:37.964> lot<00:20:38.077> of<00:20:38.142> fiction.

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I<00:20:38.769> happen<00:20:39.027> to—<00:20:39.993> don't<00:20:40.573> read<00:20:40.782> too<00:20:40.959> much<00:20:41.185> into<00:20:41.330> this,<00:20:41.604> but<00:20:41.749> I'm<00:20:42.024> a<00:20:42.169> big<00:20:42.330> Stephen<00:20:42.734> King<00:20:42.847> fan.

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So<00:20:44.510> I<00:20:44.542> do<00:20:44.671> a<00:20:44.736> lot<00:20:44.816> of<00:20:44.929> Stephen<00:20:45.333> King.

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I<00:20:45.882> just<00:20:46.189> think<00:20:46.285> he's<00:20:46.431> a<00:20:46.447> great<00:20:46.689> writer.

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Good.

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Endings<00:20:50.671> aren't<00:20:50.837> always<00:20:51.103> good.

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Well,<00:20:55.678> he's<00:20:55.857> a<00:20:55.938> prolific<00:20:56.425> writer.

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He's<00:20:57.790> probably<00:20:58.846> written<00:20:58.944> 20<00:20:59.188> books.

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There's<00:21:00.227> probably<00:21:01.137> halfway<00:21:01.543> through.

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Amazing.

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Yeah,<00:21:03.301> yeah,<00:21:03.863> he—<00:21:03.959> it's<00:21:04.120> incredible<00:21:04.666> what<00:21:04.988> he's—<00:21:05.229> his<00:21:05.470> output<00:21:05.791> has<00:21:05.968> been.

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Yeah.

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Um,<00:21:07.976> what<00:21:08.137> do<00:21:08.201> you<00:21:08.281> think<00:21:08.603> about,<00:21:09.165> uh,<00:21:09.969> leadership,<00:21:10.708> and<00:21:10.772> how<00:21:10.965> has<00:21:11.125> your<00:21:11.334> leadership<00:21:11.738> style<00:21:12.000> changed?

00:21:12.654 --> 00:21:15.141
What<00:21:12.883> is—<00:21:12.981> how<00:21:13.145> did<00:21:13.538> you,<00:21:13.783> you<00:21:13.816> know,<00:21:14.029> you<00:21:14.110> developed<00:21:14.601> your<00:21:14.700> leadership<00:21:15.043> style?

00:21:15.642 --> 00:21:20.266
Particularly<00:21:16.044> going<00:21:16.349> from<00:21:16.525> CFO<00:21:17.087> to<00:21:17.184> CEO,<00:21:18.147> like<00:21:18.452> what,<00:21:18.998> how<00:21:19.110> do<00:21:19.175> you<00:21:19.319> think<00:21:19.512> about<00:21:19.753> it<00:21:19.817> nowadays?

00:21:21.085 --> 00:21:26.111
Yeah,<00:21:21.567> I,<00:21:21.744> and<00:21:21.824> I,<00:21:22.209> I,<00:21:22.466> I<00:21:22.547> think<00:21:22.932> it's<00:21:24.056> the,<00:21:24.232> the<00:21:24.313> same<00:21:24.939> tenets<00:21:25.501> of<00:21:25.662> what<00:21:25.838> matter.

00:21:26.480 --> 00:21:30.334
I,<00:21:26.641> I<00:21:26.882> think<00:21:28.166> matter<00:21:28.487> regardless<00:21:29.066> of,<00:21:29.290> of<00:21:29.451> the<00:21:29.595> specific<00:21:30.238> role.

00:21:30.607 --> 00:21:33.144
So<00:21:30.896> it's,<00:21:31.137> it's,<00:21:31.297> it's<00:21:31.924> things<00:21:32.164> I've<00:21:32.341> always<00:21:32.662> thought<00:21:32.903> about.

00:21:33.850 --> 00:21:37.463
I<00:21:33.866> think<00:21:34.027> about<00:21:34.188> what<00:21:34.493> really<00:21:34.750> matters<00:21:35.151> to<00:21:35.231> me,<00:21:35.857> um,<00:21:36.419> as,<00:21:36.596> as<00:21:36.741> a<00:21:36.837> leader,<00:21:37.303> right?

00:21:38.362 --> 00:21:39.743
What,<00:21:38.603> what<00:21:38.683> do<00:21:38.764> you,<00:21:38.924> what<00:21:39.005> do<00:21:39.085> you<00:21:39.165> need<00:21:39.406> to<00:21:39.647> do?

00:21:41.669 --> 00:21:45.822
The<00:21:41.749> first,<00:21:42.358> and<00:21:42.615> these<00:21:42.839> may<00:21:42.936> sound<00:21:43.561> obvious,<00:21:44.282> but,<00:21:44.679> uh,<00:21:44.699> but<00:21:44.779> to<00:21:45.100> me,<00:21:45.260> I<00:21:45.405> live<00:21:45.565> by<00:21:45.661> them.

00:21:46.142 --> 00:21:50.728
First<00:21:46.383> is<00:21:46.447> to<00:21:46.543> set<00:21:46.864> the<00:21:46.944> bar<00:21:47.249> high<00:21:47.666> and<00:21:47.810> really<00:21:47.986> never<00:21:48.483> settle,<00:21:49.493> uh,<00:21:49.734> for<00:21:49.798> mediocrity,<00:21:50.536> right?

00:21:50.792 --> 00:21:52.171
You,<00:21:51.033> you<00:21:51.257> have<00:21:51.674> to<00:21:51.754> do<00:21:51.995> that.

00:21:52.732 --> 00:22:02.208
So<00:21:52.796> you've<00:21:53.037> gotta<00:21:53.983> find<00:21:54.239> the<00:21:54.400> right<00:21:54.640> talent,<00:21:55.342> you've<00:21:55.362> got<00:21:55.634> to<00:21:55.746> cultivate<00:21:56.308> that<00:21:56.484> talent,<00:21:56.869> you've<00:21:57.029> got<00:21:57.125> to<00:21:57.157> retain<00:21:57.831> that,<00:21:59.049> uh,<00:21:59.226> and<00:21:59.370> you<00:21:59.418> have<00:21:59.514> to<00:21:59.755> leverage<00:22:00.172> it<00:22:00.717> to,<00:22:01.054> to<00:22:01.134> make<00:22:01.374> it,<00:22:01.775> right?

00:22:02.497 --> 00:22:05.046
The,<00:22:02.978> uh,<00:22:03.138> that<00:22:03.298> is<00:22:03.763> absolutely<00:22:04.164> critically<00:22:04.645> important.

00:22:05.767 --> 00:22:15.269
Um,<00:22:06.281> I'd<00:22:06.409> say<00:22:06.746> the,<00:22:07.210> uh,<00:22:07.627> the,<00:22:07.868> the<00:22:08.189> second<00:22:08.750> thing<00:22:09.215> that<00:22:09.776> to<00:22:09.873> me<00:22:11.077> really<00:22:11.238> matters<00:22:12.041> is<00:22:12.378> it's<00:22:13.085> not<00:22:13.310> about—<00:22:13.888> I'll<00:22:14.129> call<00:22:14.305> it<00:22:14.337> humility,<00:22:15.076> right?

00:22:15.478 --> 00:22:16.393
It's<00:22:15.654> not<00:22:15.895> about<00:22:16.201> you.

00:22:17.277 --> 00:22:20.200
So<00:22:17.967> you<00:22:18.690> could<00:22:18.770> be<00:22:18.851> the<00:22:18.947> CEO,<00:22:19.670> doesn't<00:22:19.895> matter.

00:22:20.617 --> 00:22:22.015
The<00:22:20.698> mission<00:22:21.212> is<00:22:21.613> about<00:22:21.918> you.

00:22:22.079 --> 00:22:23.492
The<00:22:22.143> mission<00:22:22.480> is<00:22:22.577> actually<00:22:22.962> what<00:22:23.123> matters.

00:22:24.151 --> 00:22:24.938
Company<00:22:24.408> is<00:22:24.552> what<00:22:24.649> matters.

00:22:25.034 --> 00:22:31.169
And<00:22:25.114> you<00:22:25.211> have<00:22:25.371> to<00:22:25.612> look<00:22:25.837> for<00:22:25.966> people,<00:22:26.781> at<00:22:26.801> least<00:22:27.122> in<00:22:27.202> my<00:22:27.379> view,<00:22:28.102> who<00:22:28.166> are,<00:22:28.407> and<00:22:28.744> I'll<00:22:28.985> call<00:22:29.226> them<00:22:29.772> relative,<00:22:30.993> right?

00:22:31.234 --> 00:22:37.418
So<00:22:31.314> I<00:22:31.394> try<00:22:31.555> to<00:22:31.635> find<00:22:31.892> talent<00:22:33.225> that<00:22:34.366> is<00:22:34.510> really<00:22:34.767> just<00:22:35.072> not<00:22:35.409> about<00:22:36.116> check<00:22:36.357> every<00:22:36.614> box<00:22:36.936> in<00:22:37.257> there.

00:22:38.462 --> 00:22:39.988
If<00:22:38.607> you<00:22:38.783> do<00:22:38.944> it<00:22:39.105> right,<00:22:39.651> you'll<00:22:39.747> check<00:22:39.924> them.

00:22:40.952 --> 00:22:42.719
That<00:22:41.033> shouldn't<00:22:42.575> be.

00:22:43.603 --> 00:22:52.407
So,<00:22:43.924> and<00:22:43.989> I'd<00:22:44.101> say<00:22:44.246> that<00:22:44.471> the<00:22:44.808> third<00:22:45.194> thing,<00:22:46.238> um,<00:22:46.575> if<00:22:46.720> I<00:22:46.736> had<00:22:46.848> to<00:22:46.961> pick<00:22:47.218> just<00:22:47.411> three,<00:22:47.491> which<00:22:48.021> I<00:22:48.166> will,<00:22:48.889> uh,<00:22:49.371> is<00:22:50.190> I'll<00:22:50.447> say<00:22:50.817> you<00:22:50.994> have<00:22:51.170> to<00:22:51.251> be<00:22:51.395> intellectually<00:22:52.038> curious.

00:22:52.488 --> 00:22:54.544
So,<00:22:52.905> you<00:22:53.082> know,<00:22:53.307> you<00:22:53.404> have<00:22:53.741> to<00:22:53.869> continue<00:22:54.271> to<00:22:54.303> learn.

00:22:54.625 --> 00:22:58.786
I'm<00:22:55.155> 58,<00:22:56.312> still<00:22:56.617> feel<00:22:56.777> like<00:22:56.938> I'm<00:22:57.243> learning<00:22:57.998> something<00:22:58.464> every<00:22:58.721> day.

00:22:59.750 --> 00:23:15.051
Uh,<00:23:00.296> and<00:23:01.276> if<00:23:01.421> you<00:23:01.581> ever<00:23:01.694> stop<00:23:02.063> learning<00:23:02.886> then<00:23:03.145> it's,<00:23:03.633> it's<00:23:03.779> time<00:23:03.957> to<00:23:04.022> hang<00:23:04.250> up<00:23:04.331> the<00:23:04.445> spikes<00:23:05.322> because,<00:23:05.955> uh,<00:23:06.442> when<00:23:06.605> you<00:23:06.864> learn,<00:23:07.352> you<00:23:07.514> bring<00:23:07.904> more<00:23:08.082> of<00:23:08.147> the—<00:23:09.040> you<00:23:09.138> actually<00:23:10.437> break<00:23:10.600> through<00:23:10.729> the<00:23:10.761> thinking,<00:23:11.247> make—<00:23:13.092> so,<00:23:13.351> and,<00:23:13.578> and<00:23:13.821> you<00:23:13.918> better,<00:23:14.307> and<00:23:14.388> you<00:23:14.485> better<00:23:14.711> yourself.

00:23:15.683 --> 00:23:23.789
So<00:23:15.861> those,<00:23:16.168> those,<00:23:16.411> to<00:23:16.589> me,<00:23:16.913> those<00:23:17.237> are<00:23:17.869> the,<00:23:18.128> the<00:23:18.516> things<00:23:18.694> that<00:23:18.856> I<00:23:19.083> live<00:23:19.262> by,<00:23:20.151> that<00:23:20.879> way<00:23:21.040> I<00:23:21.121> think<00:23:21.364> about<00:23:21.832> recruiting,<00:23:23.203> the<00:23:23.223> way<00:23:23.304> I<00:23:23.384> try<00:23:23.562> to<00:23:23.708> be.

00:23:25.629 --> 00:23:27.504
Uh,<00:23:25.874> how<00:23:25.922> do<00:23:26.037> you<00:23:26.216> think<00:23:26.363> about<00:23:26.493> like<00:23:26.852> AI<00:23:27.260> agents?

00:23:29.039 --> 00:23:30.935
And<00:23:29.441> are<00:23:29.762> you<00:23:29.859> developing<00:23:30.437> any<00:23:30.646> of<00:23:30.742> those?

00:23:30.983 --> 00:23:33.651
I<00:23:31.000> mean,<00:23:31.289> that's<00:23:32.028> becoming<00:23:32.430> an<00:23:32.510> interesting<00:23:32.992> topic<00:23:33.410> as<00:23:33.554> well.

00:23:33.699 --> 00:23:33.827
Yeah.

00:23:34.358 --> 00:23:35.177
No,<00:23:34.518> we<00:23:34.663> are<00:23:34.743> for<00:23:34.856> sure.

00:23:36.189 --> 00:23:39.274
Again,<00:23:36.607> there's<00:23:37.314> always<00:23:37.587> a<00:23:37.651> human<00:23:38.294> element,<00:23:39.001> right?

00:23:39.419 --> 00:23:39.515
Yeah.

00:23:39.660 --> 00:23:47.228
AI,<00:23:40.126> if<00:23:40.287> I<00:23:40.367> think<00:23:40.560> about<00:23:40.769> a<00:23:40.785> contact<00:23:41.283> center<00:23:41.556> or<00:23:41.668> if<00:23:41.845> I<00:23:41.909> think<00:23:42.150> about<00:23:43.821> remote<00:23:44.464> IT<00:23:44.721> services,<00:23:45.766> right?

00:23:47.838 --> 00:23:50.891
You<00:23:47.919> can<00:23:48.079> have<00:23:48.561> agents<00:23:48.899> that<00:23:49.140> will<00:23:49.365> do<00:23:50.007> much<00:23:50.264> of<00:23:50.425> the<00:23:50.586> work.

00:23:51.309 --> 00:23:57.861
You're<00:23:51.453> still<00:23:51.646> gonna<00:23:51.935> want<00:23:52.899> a<00:23:52.916> human<00:23:53.382> interaction<00:23:54.923> as<00:23:55.084> part<00:23:55.710> of<00:23:55.806> the<00:23:56.127> entire<00:23:57.091> process,<00:23:57.653> right?

00:23:58.166 --> 00:24:03.031
So<00:23:58.921> you<00:23:59.242> don't<00:23:59.402> want<00:23:59.723> the<00:23:59.756> machine<00:24:00.474> to<00:24:00.494> totally<00:24:01.425> make<00:24:01.666> every<00:24:02.067> decision,<00:24:02.790> right?

00:24:03.528 --> 00:24:07.606
So<00:24:03.753> for<00:24:03.978> us,<00:24:04.411> it's<00:24:04.556> an<00:24:04.796> incredibly<00:24:05.519> important<00:24:05.904> part<00:24:06.562> of<00:24:06.643> what<00:24:06.787> we're<00:24:06.867> trying<00:24:07.188> to<00:24:07.285> build.

00:24:08.489 --> 00:24:11.186
But<00:24:08.553> there's<00:24:08.794> always,<00:24:09.035> you<00:24:09.131> know,<00:24:09.372> we<00:24:09.516> try<00:24:09.773> to<00:24:09.853> have<00:24:10.014> a<00:24:10.094> human<00:24:10.479> element<00:24:10.957> as<00:24:10.977> part<00:24:11.105> of<00:24:11.138> it.

00:24:11.282 --> 00:24:21.027
And<00:24:11.378> one<00:24:11.523> of<00:24:11.555> the<00:24:11.619> things<00:24:11.780> that<00:24:11.924> we<00:24:12.085> do<00:24:12.502> with<00:24:13.690> all<00:24:13.851> of<00:24:13.883> our<00:24:14.172> AI<00:24:14.364> capabilities<00:24:16.259> is<00:24:16.660> it<00:24:16.756> is<00:24:16.917> the<00:24:17.158> user's<00:24:17.720> choice,<00:24:18.201> the<00:24:18.506> company's<00:24:19.004> choice<00:24:19.630> of<00:24:19.951> where<00:24:20.031> they<00:24:20.192> want<00:24:20.368> to<00:24:20.529> turn<00:24:20.770> that<00:24:20.994> on.

00:24:22.736 --> 00:24:23.058
Right?

00:24:23.155 --> 00:24:25.506
It's<00:24:23.332> not<00:24:23.429> sort<00:24:23.719> of<00:24:23.960> thrust<00:24:24.234> down<00:24:25.329> throat.

00:24:25.571 --> 00:24:36.998
Now<00:24:25.732> people<00:24:26.295> are<00:24:26.392> adopting<00:24:26.940> it<00:24:27.165> because<00:24:27.922> it's<00:24:28.083> incredibly<00:24:28.937> helpful,<00:24:30.644> but<00:24:31.030> we<00:24:31.127> still<00:24:31.369> like<00:24:31.546> to<00:24:31.675> make<00:24:31.852> it,<00:24:32.487> I'll<00:24:32.666> call<00:24:32.845> it<00:24:32.992> the<00:24:34.132> user's<00:24:34.686> option<00:24:35.337> on<00:24:35.500> whether<00:24:35.679> they<00:24:35.826> want<00:24:35.989> to<00:24:36.575> enable<00:24:36.917> it.

00:24:38.957 --> 00:24:39.119
Yeah.

00:24:39.523 --> 00:24:39.636
Yeah.

00:24:39.701 --> 00:24:40.363
That<00:24:39.814> makes<00:24:40.137> sense.

00:24:40.832 --> 00:24:42.334
How<00:24:40.912> did<00:24:41.074> you<00:24:41.236> think<00:24:41.478> about<00:24:41.947> this<00:24:42.205> year?

00:24:42.383 --> 00:24:46.584
It<00:24:42.431> was<00:24:42.609> kind<00:24:42.771> of<00:24:42.851> an<00:24:42.932> interesting<00:24:43.805> year<00:24:43.983> from<00:24:44.160> a<00:24:44.225> financial<00:24:44.710> perspective<00:24:45.243> and<00:24:45.356> from<00:24:45.534> a<00:24:45.582> market<00:24:46.067> perspective.

00:24:46.632 --> 00:24:49.594
You<00:24:46.746> had<00:24:47.508> some<00:24:47.749> industries<00:24:48.150> doing<00:24:48.359> really<00:24:48.535> well,<00:24:48.792> some<00:24:49.081> really<00:24:49.321> poor.

00:24:49.819 --> 00:24:54.487
We<00:24:49.899> had<00:24:50.139> high<00:24:50.364> inflation,<00:24:51.102> we<00:24:51.343> had<00:24:51.519> elections,<00:24:52.626> uncertainty,<00:24:53.268> like<00:24:53.573> all<00:24:53.733> of<00:24:53.830> this<00:24:53.990> type<00:24:54.215> of<00:24:54.247> stuff.

00:24:54.953 --> 00:24:59.220
And<00:24:55.049> now<00:24:55.177> we're<00:24:55.498> past<00:24:55.996> a<00:24:56.140> lot<00:24:56.381> of<00:24:56.461> that,<00:24:57.183> at<00:24:57.921> least<00:24:58.145> like<00:24:58.306> the<00:24:58.386> political<00:24:58.819> stuff.

00:24:59.686 --> 00:25:03.151
And<00:24:59.750> we're<00:24:59.910> looking<00:25:00.151> at<00:25:00.247> 2025<00:25:01.932> with<00:25:02.092> a<00:25:02.156> little<00:25:02.333> bit<00:25:02.461> more<00:25:02.670> certainty.

00:25:03.279 --> 00:25:06.264
How<00:25:03.456> are<00:25:03.536> you<00:25:03.697> thinking<00:25:04.114> about<00:25:04.499> 2025<00:25:05.205> versus<00:25:05.542> 2024?

00:25:07.226 --> 00:25:08.718
You<00:25:07.322> know,<00:25:07.371> it's,<00:25:07.708> yeah,<00:25:08.028> it's,<00:25:08.269> it's<00:25:08.413> interesting.

00:25:09.312 --> 00:25:13.531
The,<00:25:10.018> although<00:25:10.210> the<00:25:10.355> context<00:25:11.157> of,<00:25:11.382> hey,<00:25:11.558> what's<00:25:11.719> going<00:25:12.023> on<00:25:12.055> in<00:25:12.184> the<00:25:12.280> world,<00:25:12.986> matters.

00:25:14.107 --> 00:25:20.469
At<00:25:14.188> the<00:25:14.348> end<00:25:14.444> of<00:25:14.508> the<00:25:14.604> day,<00:25:15.101> at<00:25:16.447> least<00:25:16.687> my<00:25:16.928> philosophy<00:25:17.488> tends<00:25:17.825> to<00:25:17.969> be<00:25:18.770> the<00:25:18.915> world<00:25:19.171> will<00:25:19.315> change<00:25:19.588> around<00:25:20.052> you,<00:25:20.277> right?

00:25:20.597 --> 00:25:34.009
You<00:25:20.693> have<00:25:20.853> to<00:25:20.918> stick<00:25:21.478> to<00:25:22.039> your<00:25:22.696> strategy,<00:25:23.818> your<00:25:24.042> philosophy<00:25:24.603> of<00:25:24.683> how<00:25:24.843> you<00:25:25.004> want<00:25:25.084> to<00:25:25.116> drive<00:25:25.721> the<00:25:25.741> business,<00:25:26.686> uh,<00:25:26.942> because<00:25:27.263> it's—<00:25:27.647> you<00:25:27.808> have<00:25:28.064> to<00:25:28.385> build<00:25:28.721> something<00:25:29.186> that's<00:25:29.426> going<00:25:29.666> to<00:25:29.811> last<00:25:30.307> regardless<00:25:30.868> of<00:25:31.173> any<00:25:31.429> economic,<00:25:32.551> political,<00:25:33.208> etc.

00:25:34.794 --> 00:25:40.612
Um,<00:25:35.050> so<00:25:35.900> I<00:25:36.076> will<00:25:36.236> not<00:25:36.701> operate<00:25:38.143> much<00:25:38.399> differently<00:25:39.040> in<00:25:39.120> terms<00:25:39.441> of<00:25:39.922> what<00:25:39.986> I'm<00:25:40.243> focused<00:25:40.580> on.

00:25:41.126 --> 00:25:46.987
We<00:25:41.271> have<00:25:41.367> a<00:25:41.383> strategy,<00:25:42.635> you<00:25:42.732> know,<00:25:42.924> multi-year<00:25:43.326> strategy<00:25:43.775> that<00:25:43.936> we,<00:25:44.723> uh,<00:25:44.964> that<00:25:45.124> we<00:25:45.763> are<00:25:45.783> unrolling<00:25:46.505> for<00:25:46.585> the<00:25:46.666> company.

00:25:47.533 --> 00:25:50.038
We're<00:25:47.709> living<00:25:47.950> that<00:25:48.191> every<00:25:48.432> day,<00:25:49.235> we're<00:25:49.379> driving<00:25:49.652> that<00:25:49.797> every<00:25:49.957> day.

00:25:50.134 --> 00:26:07.356
And<00:25:50.278> yeah,<00:25:50.600> there'll<00:25:50.728> be<00:25:50.824> potholes<00:25:51.322> in<00:25:51.386> the<00:25:51.467> road<00:25:51.820> as<00:25:52.350> economic<00:25:52.767> things<00:25:53.008> happen,<00:25:53.570> or,<00:25:54.277> uh,<00:25:54.598> or,<00:25:54.774> you<00:25:54.871> know,<00:25:55.256> there's,<00:25:55.641> uh,<00:25:55.738> there's,<00:25:56.043> there's<00:25:56.300> political<00:25:57.664> upheaval<00:25:58.146> anywhere,<00:25:59.013> uh,<00:25:59.495> but<00:26:00.073> the<00:26:00.234> core<00:26:00.860> of<00:26:01.020> what<00:26:01.197> we<00:26:01.374> need<00:26:01.663> to<00:26:01.839> do<00:26:02.160> doesn't<00:26:02.546> change<00:26:03.365> regardless<00:26:03.846> of<00:26:03.991> the<00:26:06.697> Yeah,<00:26:06.794> that<00:26:06.970> makes<00:26:07.195> sense.

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Yeah.

00:26:08.400 --> 00:26:13.075
Sometimes<00:26:08.722> we<00:26:08.802> get<00:26:08.946> a<00:26:08.963> little<00:26:09.123> bit<00:26:09.284> too<00:26:09.445> focused<00:26:09.910> on<00:26:10.955> outside<00:26:11.372> stuff<00:26:11.678> when<00:26:11.774> you<00:26:11.854> really<00:26:12.031> just<00:26:12.240> got<00:26:12.320> to<00:26:12.417> focus<00:26:12.738> on<00:26:12.818> the<00:26:12.899> fun.

00:26:13.124 --> 00:26:14.827
You<00:26:13.156> have<00:26:13.300> to<00:26:13.381> focus<00:26:13.686> on<00:26:13.766> what<00:26:13.863> you<00:26:13.943> can<00:26:14.104> control,<00:26:14.586> right?

00:26:14.923 --> 00:26:16.323
So<00:26:15.052> at<00:26:15.148> the<00:26:15.228> end<00:26:15.373> of<00:26:15.405> the<00:26:15.550> day,<00:26:15.791> that's<00:26:16.032> the<00:26:16.113> thing.

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Yeah.

00:26:16.743 --> 00:26:17.907
You<00:26:16.824> have<00:26:16.986> to<00:26:17.099> adapt,<00:26:17.730> right?

00:26:17.972 --> 00:26:26.476
Because<00:26:18.215> if<00:26:19.347> there<00:26:20.010> are<00:26:20.301> things<00:26:20.559> that<00:26:21.206> do<00:26:21.546> impact,<00:26:23.146> huge<00:26:23.454> inflation,<00:26:24.117> whatever<00:26:24.424> those<00:26:24.602> things,<00:26:25.006> you<00:26:25.151> have<00:26:25.248> to<00:26:25.297> adapt<00:26:25.588> and<00:26:25.717> deal<00:26:25.895> with<00:26:26.278> that,<00:26:26.298> right?

00:26:26.928 --> 00:26:33.869
But<00:26:27.025> at<00:26:27.090> the<00:26:27.186> end<00:26:27.348> of<00:26:27.380> the<00:26:27.509> day,<00:26:29.851> focusing<00:26:30.335> on<00:26:30.480> what<00:26:30.658> you<00:26:31.126> really<00:26:31.465> can<00:26:31.707> control<00:26:32.837> is<00:26:33.256> everything.

00:26:33.982 --> 00:26:43.049
It's<00:26:34.707> one<00:26:35.190> of<00:26:35.352> the<00:26:35.384> things<00:26:35.497> that<00:26:35.674> we<00:26:35.771> always<00:26:36.012> talk<00:26:36.254> about,<00:26:36.786> and<00:26:36.866> that<00:26:37.350> you<00:26:37.398> got<00:26:37.560> to<00:26:37.688> almost<00:26:38.011> sift<00:26:38.398> through<00:26:38.559> the<00:26:38.591> noise<00:26:39.445> and<00:26:39.767> get<00:26:39.929> to<00:26:40.589> what<00:26:40.815> you<00:26:40.880> can<00:26:41.940> focus<00:26:42.856> in<00:26:43.000> on.

00:26:44.671 --> 00:26:52.107
Finally,<00:26:45.073> we<00:26:45.234> end<00:26:45.475> every<00:26:45.651> interview<00:26:45.941> with<00:26:46.037> the<00:26:46.117> same<00:26:46.374> question,<00:26:47.081> and<00:26:47.178> that<00:26:47.419> is<00:26:47.660> at<00:26:47.740> CEO.com,<00:26:48.543> we<00:26:48.704> believe<00:26:48.929> the<00:26:49.025> chances<00:26:49.491> one<00:26:49.748> gives<00:26:50.246> is<00:26:50.375> just<00:26:50.536> as<00:26:50.617> important<00:26:50.892> as<00:26:51.038> the<00:26:51.119> chances<00:26:51.524> one<00:26:51.686> takes.

00:26:52.738 --> 00:26:55.395
When<00:26:52.884> you<00:26:53.062> hear<00:26:53.305> that,<00:26:53.532> who<00:26:53.629> gave<00:26:53.856> you<00:26:53.969> a<00:26:54.034> chance<00:26:54.293> to<00:26:54.423> get<00:26:54.585> you<00:26:54.682> to<00:26:54.747> where<00:26:54.909> you<00:26:55.071> are<00:26:55.168> today?

00:26:56.762 --> 00:26:57.441
So<00:26:56.849> I<00:26:56.866> do<00:26:56.936> have<00:26:57.040> somebody.

00:26:58.568 --> 00:27:06.975
Uh,<00:26:58.680> so,<00:26:59.309> uh,<00:26:59.711> now<00:26:59.856> you<00:26:59.937> won't<00:27:00.114> know<00:27:00.259> this<00:27:00.420> person,<00:27:00.758> but,<00:27:01.386> uh,<00:27:01.950> when<00:27:02.111> I<00:27:02.304> originally<00:27:03.174> joined<00:27:03.899> Dun<00:27:04.140> Bradstreet,<00:27:05.090> um,<00:27:05.827> this<00:27:05.847> is<00:27:05.992> long<00:27:06.218> before<00:27:06.475> I<00:27:06.492> was<00:27:06.588> CFO.

00:27:07.120 --> 00:27:15.349
I<00:27:07.281> came<00:27:07.410> on<00:27:08.329> North<00:27:08.555> America<00:27:08.846> CFO,<00:27:09.862> um,<00:27:10.492> but<00:27:10.830> at<00:27:11.137> the,<00:27:11.460> the<00:27:11.637> CFO<00:27:12.186> at<00:27:12.267> the<00:27:12.428> time,<00:27:13.477> um,<00:27:13.961> was<00:27:14.058> a<00:27:14.122> woman<00:27:14.300> by<00:27:14.461> the<00:27:14.526> name<00:27:14.784> of<00:27:15.091> Sarah.

00:27:16.381 --> 00:27:35.999
She<00:27:16.494> was<00:27:16.575> CFO<00:27:16.882> then,<00:27:17.107> she<00:27:17.139> became<00:27:17.509> CEO,<00:27:18.554> and<00:27:19.117> ultimately,<00:27:21.691> um,<00:27:22.350> she—<00:27:22.897> I<00:27:22.977> worked<00:27:23.074> for<00:27:23.218> her<00:27:23.701> on<00:27:23.862> and<00:27:23.942> off<00:27:24.264> for<00:27:25.009> about<00:27:25.250> a<00:27:25.475> decade<00:27:26.037> in<00:27:26.776> a<00:27:26.824> variety<00:27:27.242> of<00:27:27.323> roles—<00:27:28.287> Chief<00:27:28.512> Strategy<00:27:29.010> Officer,<00:27:30.359> Treasurer,<00:27:31.902> let<00:27:32.063> a,<00:27:33.348> uh,<00:27:33.975> Operations<00:27:34.457> Reengineering<00:27:34.955> Group,<00:27:35.517> all<00:27:35.598> these<00:27:35.710> different<00:27:35.919> things.

00:27:36.706 --> 00:27:40.273
And<00:27:36.787> she<00:27:37.670> set<00:27:38.024> the<00:27:38.169> bar<00:27:39.213> unbelievably<00:27:40.016> high.

00:27:41.061 --> 00:27:47.376
That<00:27:41.221> was<00:27:41.382> the—<00:27:41.784> was<00:27:41.945> the—<00:27:42.507> was<00:27:42.973> literally<00:27:43.535> the<00:27:43.873> hardest<00:27:44.740> boss,<00:27:45.504> uh,<00:27:45.524> to<00:27:45.544> work<00:27:46.186> for<00:27:46.363> because<00:27:46.588> she<00:27:46.685> was<00:27:46.845> quite<00:27:47.022> demanding.

00:27:47.954 --> 00:27:57.461
But<00:27:48.050> I<00:27:48.291> learned<00:27:49.095> so<00:27:49.336> much<00:27:50.284> under<00:27:50.926> Sarah,<00:27:51.729> she<00:27:51.890> challenged<00:27:52.275> you,<00:27:52.628> and<00:27:52.869> you<00:27:52.950> know,<00:27:53.190> you're<00:27:53.351> either<00:27:53.512> going<00:27:53.608> to<00:27:53.672> live<00:27:54.234> or<00:27:54.314> die,<00:27:54.860> right,<00:27:55.197> under<00:27:55.856> that<00:27:56.723> very<00:27:57.028> high<00:27:57.349> bar.

00:27:58.088 --> 00:28:01.090
But<00:27:58.232> it<00:27:58.409> made<00:27:59.276> all<00:27:59.533> the<00:27:59.677> difference<00:28:00.576> in<00:28:00.657> who<00:28:00.882> I<00:28:00.978> am.

00:28:02.584 --> 00:28:03.402
It<00:28:02.808> absolutely<00:28:03.338> did.

00:28:03.643 --> 00:28:11.254
So<00:28:04.189> that's<00:28:04.430> someone<00:28:04.735> who<00:28:05.056> I<00:28:05.618> probably<00:28:05.795> never<00:28:06.036> actually<00:28:06.469> give<00:28:06.903> her<00:28:06.967> enough<00:28:07.160> credit<00:28:07.384> or<00:28:07.497> thanked<00:28:07.866> her,<00:28:09.006> but<00:28:09.889> that's<00:28:10.275> something<00:28:10.612> I<00:28:10.772> think<00:28:10.933> about.

00:28:12.298 --> 00:28:16.071
It<00:28:12.763> was<00:28:12.844> a<00:28:12.860> hard<00:28:13.727> experience,<00:28:14.690> but<00:28:14.787> an<00:28:14.931> incredible<00:28:15.830> experience.

00:28:16.504 --> 00:28:16.681
So<00:28:16.585> much.

00:28:17.515 --> 00:28:18.494
And<00:28:17.580> that's<00:28:17.740> what<00:28:17.820> I<00:28:17.836> try<00:28:17.997> to<00:28:18.061> bring<00:28:18.238> to<00:28:18.302> other<00:28:18.382> people.

00:28:18.671 --> 00:28:25.074
So<00:28:19.040> one<00:28:19.201> of<00:28:19.265> the<00:28:19.361> things<00:28:19.586> that<00:28:19.682> I<00:28:19.843> try<00:28:20.019> to<00:28:20.083> do<00:28:21.271> is<00:28:21.431> I<00:28:21.528> actually<00:28:21.768> spend<00:28:22.571> a<00:28:22.715> lot<00:28:22.892> of<00:28:22.972> time<00:28:23.277> thinking<00:28:23.550> about<00:28:23.710> developing<00:28:24.416> other<00:28:24.465> people,<00:28:24.978> right?

00:28:25.155 --> 00:28:31.414
If<00:28:25.283> there's<00:28:25.444> two<00:28:25.604> things<00:28:25.781> you<00:28:25.861> can<00:28:26.005> do,<00:28:26.326> right,<00:28:27.064> I<00:28:27.225> think<00:28:27.401> in<00:28:27.690> any<00:28:28.172> leadership<00:28:28.685> role,<00:28:29.456> one<00:28:29.648> is<00:28:30.194> drive<00:28:30.451> the<00:28:30.579> business,<00:28:30.900> make<00:28:31.077> it<00:28:31.157> great.

00:28:31.959 --> 00:28:34.527
The<00:28:32.104> other<00:28:32.264> is<00:28:32.681> develop<00:28:33.083> people<00:28:33.484> so<00:28:33.628> that<00:28:33.725> their<00:28:33.949> careers<00:28:34.367> are<00:28:34.431> great.

00:28:35.233 --> 00:28:49.413
Uh,<00:28:35.811> and<00:28:35.955> I've<00:28:36.132> had—<00:28:36.517> keep<00:28:36.918> track<00:28:37.175> of<00:28:37.255> it—<00:28:37.416> I've<00:28:37.496> had<00:28:37.801> 12,<00:28:38.860> uh,<00:28:39.326> now<00:28:40.208> CFOs,<00:28:41.284> either<00:28:41.428> public<00:28:42.070> or<00:28:42.150> private,<00:28:42.712> companies,<00:28:42.984> CFOs<00:28:43.658> who<00:28:43.754> work<00:28:43.994> for<00:28:44.090> me<00:28:44.155> in,<00:28:44.780> in<00:28:45.116> real<00:28:45.389> roles<00:28:45.742> where<00:28:46.383> feel<00:28:46.463> like<00:28:47.281> I<00:28:47.297> made<00:28:47.617> it,<00:28:48.884> much<00:28:49.044> as<00:28:49.204> Sarah<00:28:49.301> did.

00:28:50.311 --> 00:28:52.731
So<00:28:51.369> yeah,<00:28:51.994> keep<00:28:52.234> giving<00:28:52.427> it<00:28:52.491> back.

00:28:53.517 --> 00:28:54.431
Yeah,<00:28:53.837> that's<00:28:54.014> incredible.

00:28:55.120 --> 00:28:55.954
Rich,<00:28:55.360> thank<00:28:55.521> you<00:28:55.553> so<00:28:55.761> much.

00:28:56.018 --> 00:29:01.917
Congratulations<00:28:56.883> on<00:28:56.980> an<00:28:57.076> incredible<00:28:57.605> year,<00:28:57.781> incredible<00:28:58.246> first<00:28:58.583> year<00:28:58.967> as<00:28:59.064> CEO<00:28:59.529> of<00:28:59.689> GoTo,<00:29:00.346> and<00:29:00.651> I'm<00:29:00.811> sure<00:29:00.987> there's<00:29:01.148> many<00:29:01.388> more<00:29:01.548> to<00:29:01.629> come.

00:29:02.494 --> 00:29:03.552
Really<00:29:02.655> appreciate<00:29:03.039> you<00:29:03.071> coming<00:29:03.296> on<00:29:03.376> the<00:29:03.456> show.

00:29:04.033 --> 00:29:04.450
No,<00:29:04.194> thanks,<00:29:04.338> Flint.

00:29:04.498 --> 00:29:05.123
This<00:29:04.659> was<00:29:04.755> really<00:29:04.915> fun.

00:29:05.236 --> 00:29:07.977
I,<00:29:05.492> I<00:29:05.540> enjoyed<00:29:05.861> it<00:29:05.941> quite<00:29:06.117> a<00:29:06.133> lot,<00:29:06.438> so<00:29:06.678> I<00:29:06.839> appreciate<00:29:07.480> you<00:29:07.560> taking<00:29:07.881> the<00:29:07.913> time.