Why Justin Beck thinks every campus needs AI

A university financial aid office recently discovered that 60 percent of the questions coming in weren't about financial aid. They were about housing and enrollment. The students weren't lost. The system was.

Justin Beck told that story on the CEO.com podcast. He runs Gravyty, which sells AI-powered engagement tools to universities, private K-12 schools, and nonprofits, and his diagnosis of higher education is simple: the student experience is scattered across systems that don't talk to each other.

"Higher education institutions today have a collection of core systems: student information systems, CRMs, support platforms, learning management systems, and more," he said on the CEO.com podcast. "The challenge is that all of these systems tend to create silos across the student experience."

Beck has spent 25 years watching those systems get built. Apple and Blackboard during the early rise of online learning. Kaltura. Salesforce. Instructure, the Salt Lake City company that put the learning management system in the cloud. Then Xplor Technologies, where he was Chief Commercial Officer. Gravyty named him CEO in August 2025, after its merger with Ivy.ai and Ocelot, two early builders of AI virtual assistants for campuses, and its acquisition of Athlete Network. K1 Investment Management, the private equity firm behind all three companies, assembled the pieces. The combined company serves more than 2,700 education and nonprofit organizations, and Gravyty, Ivy.ai, and Ocelot each earned a spot on the 2025 Inc. 5000 list of America's fastest-growing private companies.

Beck's job is to make three companies act like one.

The case for AI in campus administration is arithmetic. "If you're getting 30,000 inquiries over a two-week enrollment period, you can't realistically scale staffing fast enough to handle that demand," Beck said. The knowledge-base approach ran into a different problem. Beck has a college-aged kid and has watched how that generation looks for answers. "They don't want to click through six pages trying to find an answer. They're already talking to the university, so they expect the university to know who they are and provide the answer immediately."

He is wary of the grander claims, though. He was in the industry when MOOCs were supposed to replace the campus. "What was missing was the human connection," he said. "Students still wanted community, mentorship, and interaction." His bet is narrower than the hype: AI belongs in higher education where it clears administrative friction so the human parts of college can happen, not where it substitutes for them.

Fundraising is where that bet gets tested. Public funding is shrinking. International enrollment, long a reliable revenue source, is harder to count on. Advancement offices know their top 150 or 200 donors extremely well. It's the thousands, sometimes hundreds of thousands, of other alumni, parents, and supporters they can't see. AI can read engagement data and surface the graduate who might give, Beck said. The institution still has to build the relationship. "It's not that different from sales prospecting."

Then NIL arrived and created fundraisers who never asked to be fundraisers.

Athlete Network, the Overland Park, Kansas company Gravyty acquired, was built to keep athletic departments connected with former athletes. Name, image, and likeness rules changed the job. "Overnight, athletic departments and coaches found themselves needing to become fundraisers," Beck said. A coach doesn't need the $1 million donor. He needs the everyday supporters willing to give $500 or $1,500 to a collective, and a tool his department can deploy without a large IT organization, because athletic departments generally don't have one. Beck calls it one of the fastest-growing parts of the business.

Gravyty itself is mostly remote, with offices in Seattle and Israel. Beck brings teams together quarterly and runs the company on three principles: clarity and focus, empathy and human connection, and curiosity over judgment. He borrowed the last one from Ted Lasso.

He thinks the industry is at a familiar inflection point. Learning management systems started as departmental experiments before universities adopted them wholesale. "I think we're entering that phase with AI," he said. Eighteen months ago, the experiments were academic, focused on content creation and tutoring. Now the questions are institutional.

Every CEO.com interview ends the same way: who gave you a chance? Beck named Brett Frazier, who at Blackboard handed a restless 27-year-old a new sales team to lead, then a regional vice president role. The two are still friends.

"He challenged me harder than anyone else ever has," Beck said. "Most importantly, he taught me to stay curious."

00:00:00 Introduction and Background of Gravyty
00:00:22 Formation and Evolution of Gravyty
00:00:55 Justin's Career Journey
00:01:44 Justin's Experience in EdTech
00:02:05 Gravyty's Role in Higher Education
00:02:27 Integration with LMS and CRM Systems
00:03:11 Breaking Down Silos in Education
00:03:53 Future of Higher Education
00:04:25 Value of Campus Connections
00:05:07 Administrative Challenges in Education
00:05:33 Traditional Methods vs. AI Solutions
00:06:49 Impact of Government Funding Cuts
00:07:13 Enhancing Donor Engagement
00:08:17 AI in Fundraising and Advancement
00:09:46 NIL Deals and Athletic Departments
00:11:10 Role of University Presidents
00:13:46 Day in the Life of a CEO
00:16:51 Funding and Private Equity
00:19:49 Future of AI in Education
00:21:49 Book Recommendation: "The Score That Matters"
00:23:23 Building Company Culture
00:25:34 Macroeconomic Environment and Education
00:27:06 Importance of Trade and Vocational Programs
00:27:19 Reflecting on Career Opportunities
00:27:49 Conclusion and Farewell

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So<00:03:40.840> what<00:03:40.959> we're<00:03:41.040> really<00:03:41.320> trying<00:03:41.560> to<00:03:41.680> help<00:03:42.800> those<00:03:43.040> human<00:03:43.360> connections<00:03:43.959> and<00:03:44.080> letting<00:03:44.400> AI<00:03:44.760> be<00:03:44.920> at<00:03:45.040> the<00:03:45.160> center<00:03:45.480> of<00:03:45.600> it<00:03:45.720> help<00:03:45.920> with<00:03:46.040> that<00:03:46.239> scaling<00:03:46.720> opportunity.

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Yes,<00:03:48.440> so<00:03:48.560> give<00:03:48.680> me<00:03:48.800> a<00:03:48.840> sense<00:03:49.080> for<00:03:49.239> what<00:03:49.400> the<00:03:49.519> future<00:03:49.840> of<00:03:49.920> higher<00:03:50.200> education<00:03:50.760> is.

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I<00:03:51.200> mean,<00:03:51.400> what<00:03:51.519> is<00:03:51.720> the<00:03:51.840> future<00:03:52.160> of<00:03:52.280> education<00:03:52.920> even?

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Oh<00:03:54.080> my<00:03:54.200> gosh,<00:03:54.640> like<00:03:54.840> that's<00:03:55.080> like<00:03:55.320> a<00:03:55.400> loaded<00:03:55.800> question.

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We'll<00:03:56.280> be<00:03:56.400> here<00:03:56.520> for<00:03:56.640> 3<00:03:56.840> hours,<00:03:57.120> but<00:03:57.880> um<00:03:58.360> I<00:03:58.480> do<00:03:58.720> think<00:03:59.600> um<00:04:00.040> institutions<00:04:00.960> today<00:04:01.560> are<00:04:01.800> really<00:04:02.120> really<00:04:02.400> recognizing<00:04:03.120> that<00:04:03.320> like<00:04:03.600> the<00:04:03.760> value<00:04:04.760> that

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they're<00:04:05.200> able<00:04:05.480> to<00:04:05.640> provide<00:04:06.360> to<00:04:06.680> to<00:04:06.920> students<00:04:08.080> uh<00:04:08.160> is<00:04:08.640> the<00:04:08.800> packaging<00:04:09.520> of<00:04:09.640> a<00:04:09.720> variety<00:04:10.320> of<00:04:10.400> experience.

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Not<00:04:11.160> only<00:04:11.360> from<00:04:11.560> like<00:04:11.760> the<00:04:11.880> content<00:04:12.440> they<00:04:12.520> get<00:04:12.680> delivered,<00:04:13.440> the<00:04:13.920> professorial<00:04:14.680> connections<00:04:15.440> they<00:04:15.600> build,<00:04:15.880> the<00:04:15.959> relationships<00:04:16.760> they<00:04:16.920> build,<00:04:17.440> whether<00:04:17.720> in<00:04:17.840> an<00:04:18.040> online

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or<00:04:18.799> campus<00:04:19.320> experience.<00:04:20.720> Um<00:04:20.959> that's<00:04:21.280> that's<00:04:21.560> the<00:04:21.640> value<00:04:21.880> because<00:04:22.120> you<00:04:22.200> know<00:04:22.360> I<00:04:22.720> I<00:04:23.040> actually<00:04:23.320> had<00:04:23.480> some<00:04:23.640> some<00:04:24.000> some<00:04:24.120> notes<00:04:24.400> for<00:04:24.520> us<00:04:24.600> to<00:04:24.640> talk<00:04:24.840> about<00:04:25.080> today.

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Let's<00:04:25.400> rewind<00:04:25.880> and<00:04:26.000> think<00:04:26.160> about<00:04:26.440> what<00:04:26.680> MOOCs<00:04:27.080> were<00:04:27.160> supposed<00:04:27.520> to<00:04:27.600> do<00:04:28.120> a<00:04:28.240> handful<00:04:28.600> of<00:04:28.720> years<00:04:28.880> ago.

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That<00:04:29.160> was<00:04:29.320> one<00:04:29.440> of<00:04:29.480> the<00:04:29.600> big<00:04:29.880> buzz<00:04:30.680> of<00:04:30.840> like<00:04:31.000> hey<00:04:31.160> everything's<00:04:31.520> going<00:04:31.680> to<00:04:31.720> move<00:04:31.880> to<00:04:31.919> these<00:04:32.120> massively<00:04:32.680> open<00:04:33.000> online<00:04:33.880> connections.

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But<00:04:34.680> what<00:04:34.840> was<00:04:35.000> missing<00:04:35.880> was<00:04:36.080> the<00:04:36.200> campus<00:04:36.560> connection,<00:04:37.200> the<00:04:37.320> teacher<00:04:37.640> connection,<00:04:38.120> the<00:04:38.240> peer<00:04:38.680> connection<00:04:39.240> you<00:04:39.360> were<00:04:39.520> having<00:04:40.280> with<00:04:40.680> with<00:04:40.919> with<00:04:41.360> the<00:04:41.480> students<00:04:42.760> uh

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other<00:04:43.120> students<00:04:43.480> in<00:04:43.560> your<00:04:43.680> class.<00:04:44.320> So<00:04:44.440> I<00:04:44.480> see<00:04:45.480> uh<00:04:45.760> our<00:04:46.080> institutions<00:04:46.560> of<00:04:46.640> higher<00:04:46.800> education<00:04:47.240> continuing<00:04:47.760> to<00:04:47.880> foster<00:04:48.360> that<00:04:48.600> like<00:04:48.840> high<00:04:49.080> value<00:04:49.640> for<00:04:49.800> the<00:04:49.960> ROI<00:04:50.560> they're

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seeing,<00:04:51.240> which<00:04:51.400> is<00:04:51.480> going<00:04:51.640> to<00:04:51.800> drive<00:04:52.280> to<00:04:52.440> job<00:04:52.800> outcomes.

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Where<00:04:53.840> we<00:04:53.960> get<00:04:54.120> to<00:04:54.200> step<00:04:54.480> in<00:04:54.600> and<00:04:54.720> help<00:04:55.240> is<00:04:55.480> on<00:04:55.640> the<00:04:55.760> administrative<00:04:56.560> side<00:04:56.800> of<00:04:56.919> things.

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Helping<00:04:57.640> remove<00:04:57.960> complexity,<00:04:59.000> helping<00:04:59.400> remove<00:05:00.520> um<00:05:01.000> people<00:05:01.280> that<00:05:01.360> get<00:05:01.560> stuck<00:05:02.320> in<00:05:02.480> certain<00:05:02.919> workflows.

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Like<00:05:03.600> if<00:05:03.720> you're<00:05:03.880> trying<00:05:04.240> to<00:05:04.680> you<00:05:04.760> know<00:05:04.880> I<00:05:05.000> we<00:05:05.240> we<00:05:05.400> were<00:05:05.480> with<00:05:05.640> a<00:05:05.720> customer<00:05:06.560> uh<00:05:06.800> late<00:05:07.000> last<00:05:07.280> week<00:05:07.440> and<00:05:07.520> they<00:05:07.600> were<00:05:07.720> saying<00:05:07.919> hey<00:05:08.080> I'm<00:05:08.200> a<00:05:08.280> financial<00:05:08.760> aid<00:05:08.960> office<00:05:09.600> and<00:05:09.760> 60%

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of<00:05:10.480> my<00:05:10.560> questions<00:05:11.040> are<00:05:11.120> about<00:05:11.400> housing<00:05:11.880> and<00:05:12.840> uh<00:05:13.080> enrollment.

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I<00:05:14.120> don't<00:05:14.280> have<00:05:14.440> those<00:05:14.600> questions.<00:05:14.919> I<00:05:15.000> got<00:05:15.120> to<00:05:15.200> get<00:05:15.400> them<00:05:15.600> over.

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But<00:05:15.919> how<00:05:16.040> do<00:05:16.160> they<00:05:16.360> ensure<00:05:17.200> that<00:05:17.360> their<00:05:17.520> students<00:05:17.960> stay<00:05:18.120> along<00:05:18.480> that<00:05:18.680> journey?

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What<00:05:20.320> have<00:05:20.440> you<00:05:20.600> noticed<00:05:21.080> about<00:05:21.480> how<00:05:22.000> higher<00:05:22.880> higher<00:05:23.200> education<00:05:23.720> institutions<00:05:24.160> or<00:05:24.280> really<00:05:24.480> just<00:05:24.680> any<00:05:24.840> educational<00:05:25.440> institution<00:05:25.880> because<00:05:26.040> I<00:05:26.080> know<00:05:26.240> you're<00:05:26.360> not

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just<00:05:26.760> higher<00:05:26.960> education?<00:05:27.840> Sure.<00:05:28.320> Um<00:05:28.840> how<00:05:29.040> were<00:05:29.240> how<00:05:29.440> were<00:05:29.560> they<00:05:29.760> previously<00:05:30.280> doing<00:05:30.560> this<00:05:30.720> without<00:05:31.080> you?

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I<00:05:31.360> imagine<00:05:31.840> it's<00:05:32.000> pretty<00:05:32.240> archaic.<00:05:33.520> Yeah,<00:05:33.919> it's<00:05:34.320> uh<00:05:34.480> they<00:05:34.680> they<00:05:34.880> have<00:05:35.000> been<00:05:35.200> trying<00:05:35.640> in<00:05:35.800> a<00:05:35.840> variety<00:05:36.400> of<00:05:36.560> ways<00:05:36.840> and<00:05:36.919> I<00:05:37.000> think<00:05:37.160> it's<00:05:37.360> one<00:05:37.520> of<00:05:37.640> two<00:05:37.760> ways.

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One,<00:05:38.480> they've<00:05:38.640> tried<00:05:38.960> the<00:05:39.880> uh<00:05:40.360> staffing<00:05:41.000> model.

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Like<00:05:41.680> hey<00:05:41.840> let's<00:05:42.080> see<00:05:42.160> if<00:05:42.280> we<00:05:42.400> can<00:05:42.520> just<00:05:42.720> hire<00:05:43.160> some<00:05:43.360> more<00:05:43.600> people<00:05:44.040> to<00:05:44.160> handle<00:05:44.440> this.

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But<00:05:44.760> when<00:05:44.880> you<00:05:45.000> have<00:05:46.240> 30,000<00:05:47.040> inquiries<00:05:47.680> during<00:05:48.040> a<00:05:48.080> two-week<00:05:48.600> time<00:05:48.880> period<00:05:49.440> during<00:05:50.000> the<00:05:50.240> the<00:05:50.440> the<00:05:50.600> core<00:05:50.920> recruiting<00:05:51.480> or<00:05:51.600> right<00:05:51.800> before<00:05:52.200> your<00:05:52.360> financial<00:05:52.920> aids

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do.<00:05:53.640> You<00:05:53.760> just<00:05:54.200> you<00:05:54.920> you<00:05:55.120> couldn't<00:05:55.400> staff<00:05:55.720> up<00:05:56.080> to<00:05:56.200> something<00:05:56.640> that<00:05:56.880> large<00:05:57.080> or<00:05:57.200> during<00:05:57.480> that<00:05:57.800> open<00:05:58.120> enrollment<00:05:58.640> period.

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So,<00:05:59.800> they<00:06:00.200> they<00:06:00.360> they<00:06:00.600> struggled<00:06:01.240> with<00:06:01.360> those<00:06:01.560> type<00:06:01.720> of<00:06:01.800> things.

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Um<00:06:02.920> they've<00:06:03.080> tried<00:06:03.800> knowledge<00:06:04.240> bases<00:06:04.800> or<00:06:05.000> just<00:06:05.280> web<00:06:05.560> properties,<00:06:06.200> but<00:06:06.400> you<00:06:06.480> know,<00:06:06.640> one<00:06:06.800> of<00:06:06.880> the<00:06:06.960> things<00:06:07.400> I<00:06:07.720> see<00:06:08.000> with<00:06:08.160> like<00:06:08.360> my<00:06:08.480> kids'<00:06:08.760> generation,<00:06:09.280> I<00:06:09.320> have<00:06:09.440> a<00:06:09.480> college

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sophomore<00:06:10.240> college<00:06:10.560> student,<00:06:11.120> is<00:06:11.720> they<00:06:11.840> don't<00:06:12.000> really<00:06:12.160> want<00:06:12.320> to<00:06:12.360> search<00:06:12.840> for<00:06:13.000> too<00:06:13.120> terribly<00:06:13.480> much.

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It<00:06:14.040> might<00:06:14.200> have<00:06:14.280> been<00:06:14.440> delivered<00:06:14.920> in<00:06:15.120> an<00:06:15.240> email<00:06:15.640> or<00:06:15.760> it<00:06:15.840> might<00:06:16.000> be<00:06:16.120> sitting<00:06:16.680> on<00:06:16.840> a<00:06:16.880> web<00:06:17.120> page<00:06:17.400> out<00:06:17.560> there.

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They<00:06:18.120> want<00:06:18.640> a<00:06:18.760> super<00:06:19.120> quick<00:06:19.400> answer<00:06:19.880> that<00:06:20.040> they<00:06:20.160> can<00:06:20.360> ask<00:06:21.000> a<00:06:21.080> virtual<00:06:21.440> assistant<00:06:21.960> or<00:06:22.080> someone<00:06:22.440> super<00:06:22.680> quick,<00:06:23.200> and<00:06:23.360> they<00:06:23.480> don't<00:06:24.240> um<00:06:25.160> honestly<00:06:25.600> have<00:06:25.840> much<00:06:26.200> uh

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you<00:06:26.560> know,<00:06:26.640> this<00:06:26.760> sounds<00:06:26.919> terrible.<00:06:27.160> I'm<00:06:27.240> bashing<00:06:27.640> the<00:06:27.760> generation<00:06:28.200> that's<00:06:28.360> in<00:06:28.440> college<00:06:28.680> right<00:06:28.800> now,<00:06:28.919> but<00:06:29.040> they<00:06:29.120> don't<00:06:29.280> have<00:06:29.680> they<00:06:29.800> don't<00:06:29.960> have<00:06:30.080> like<00:06:30.760> uh<00:06:30.919> the<00:06:31.080> patience

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to<00:06:31.919> say,<00:06:32.520> "Hey,<00:06:32.760> I<00:06:32.840> actually<00:06:33.120> need<00:06:33.320> to<00:06:33.400> go<00:06:33.760> explore<00:06:34.240> this<00:06:34.480> elsewhere."

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Like,<00:06:35.320> "I'm<00:06:35.440> talking<00:06:35.760> to<00:06:35.840> my<00:06:35.919> university<00:06:36.360> right<00:06:36.560> now.<00:06:36.680> They<00:06:36.800> should<00:06:37.000> know<00:06:37.200> all<00:06:37.360> things<00:06:37.680> about<00:06:38.000> me,<00:06:38.080> and<00:06:38.200> I<00:06:38.240> should<00:06:38.440> be<00:06:38.520> able<00:06:38.680> to<00:06:38.760> provide<00:06:39.520> those<00:06:39.760> answers."

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So,<00:06:40.640> I<00:06:40.680> think<00:06:40.880> it's<00:06:41.000> been<00:06:41.760> um<00:06:42.280> through<00:06:42.480> scrappy<00:06:43.160> activities<00:06:44.000> as<00:06:44.320> well<00:06:44.840> as,<00:06:45.080> you<00:06:45.160> know,<00:06:45.280> trying<00:06:45.840> to<00:06:45.919> think<00:06:46.160> about<00:06:46.440> this<00:06:46.680> from<00:06:46.960> a<00:06:47.200> from<00:06:47.360> a<00:06:47.440> human<00:06:47.720> scaling<00:06:48.120> perspective.

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And<00:06:49.760> like<00:06:49.960> you<00:06:50.040> mentioned,<00:06:50.400> it<00:06:50.480> does<00:06:50.680> seem<00:06:50.919> like<00:06:51.160> government<00:06:51.640> funding<00:06:51.960> is<00:06:52.080> going<00:06:52.360> away<00:06:52.960> or<00:06:53.160> not<00:06:53.480> completely<00:06:53.919> going<00:06:54.160> away,<00:06:54.440> but<00:06:55.040> certainly<00:06:55.440> cuts<00:06:55.800> are<00:06:55.880> being<00:06:56.160> made

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there.<00:06:57.320> Um<00:06:57.919> you<00:06:58.080> know,<00:06:58.240> in<00:06:58.360> a<00:06:58.400> variety<00:06:58.840> of<00:06:58.919> states,<00:06:59.240> it's<00:06:59.360> happening<00:06:59.720> in<00:06:59.840> the<00:06:59.919> state<00:07:00.160> of<00:07:00.240> Utah<00:07:00.680> where<00:07:00.840> you<00:07:00.960> mentioned<00:07:01.240> it<00:07:01.560> that<00:07:01.680> I'm<00:07:01.800> from<00:07:02.160> where<00:07:02.280> our<00:07:02.320> instructor's<00:07:02.800> from.

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Um<00:07:03.840> and<00:07:03.960> so,<00:07:04.120> I<00:07:04.200> imagine<00:07:04.600> it's<00:07:04.720> happening<00:07:05.080> in<00:07:05.160> all<00:07:05.320> 50<00:07:05.680> states,<00:07:06.640> which<00:07:06.840> makes<00:07:07.160> donor<00:07:07.600> engagement<00:07:08.200> even<00:07:08.440> more<00:07:08.680> important.

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So,<00:07:09.200> how<00:07:09.400> are<00:07:09.520> you<00:07:10.480> uh<00:07:10.680> providing<00:07:11.200> that<00:07:11.400> donor<00:07:11.760> engagement,<00:07:12.360> and<00:07:12.480> what<00:07:12.640> does<00:07:12.760> that<00:07:13.000> look<00:07:13.160> like?

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Yeah,<00:07:14.040> I<00:07:14.120> think<00:07:14.360> there's<00:07:14.560> a<00:07:14.640> couple<00:07:15.120> pressures<00:07:15.640> on<00:07:15.840> the<00:07:16.040> our<00:07:16.120> our<00:07:16.160> our<00:07:16.240> our<00:07:16.280> good<00:07:16.480> higher<00:07:16.640> education<00:07:17.480> and<00:07:17.919> partners<00:07:18.320> of<00:07:18.560> not<00:07:18.720> only<00:07:18.919> just<00:07:19.200> the<00:07:19.320> state<00:07:19.680> funding,<00:07:20.120> places

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like<00:07:20.520> Wisconsin<00:07:21.120> and<00:07:21.240> Georgia<00:07:21.520> and<00:07:21.600> other<00:07:21.720> places<00:07:22.000> are<00:07:22.080> cutting<00:07:22.320> back<00:07:22.840> higher<00:07:22.919> education<00:07:23.240> funding,<00:07:23.760> but<00:07:23.880> they're<00:07:24.040> also<00:07:24.720> having<00:07:24.919> a<00:07:24.960> hard<00:07:25.120> time<00:07:25.240> attracting<00:07:25.720> international

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students<00:07:26.919> like<00:07:27.120> they<00:07:27.480> have<00:07:27.960> have<00:07:28.200> historically<00:07:28.960> as<00:07:29.200> well.

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So,<00:07:29.720> that's<00:07:30.240> been<00:07:30.440> a<00:07:30.760> you<00:07:30.840> know,<00:07:30.960> a<00:07:31.040> high<00:07:32.160> uh<00:07:32.360> ROI<00:07:33.080> return<00:07:33.720> to<00:07:33.840> the<00:07:33.960> university.

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So,<00:07:34.680> they're<00:07:34.960> getting<00:07:35.160> pressured<00:07:35.600> on<00:07:35.720> a<00:07:35.760> couple<00:07:36.320> different<00:07:36.600> perspectives.

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So,<00:07:37.320> what<00:07:37.440> does<00:07:37.560> that<00:07:37.680> mean?<00:07:38.160> It<00:07:38.280> means<00:07:38.520> your<00:07:39.120> domestic<00:07:40.040> face-to-face<00:07:40.680> and<00:07:40.800> online<00:07:41.200> students,<00:07:42.160> your<00:07:42.400> retention<00:07:43.080> requirement<00:07:43.720> to<00:07:43.800> keep<00:07:44.040> them<00:07:44.320> here<00:07:44.840> becomes<00:07:45.520> that

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much<00:07:45.920> more<00:07:46.080> important.<00:07:46.560> So,<00:07:47.080> when<00:07:47.240> you<00:07:47.360> think<00:07:47.600> about<00:07:48.520> you<00:07:48.640> know,<00:07:48.800> in<00:07:48.960> our<00:07:49.080> even<00:07:49.320> our<00:07:49.440> consumer<00:07:50.040> lives,<00:07:50.440> the<00:07:50.560> brands<00:07:51.280> and<00:07:51.440> the<00:07:51.560> places<00:07:52.080> we<00:07:52.320> we<00:07:52.560> we<00:07:52.760> interface<00:07:53.240> with,<00:07:53.880> you

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you<00:07:54.760> tend<00:07:55.000> to<00:07:55.080> gravitate<00:07:55.600> towards<00:07:55.840> those<00:07:56.000> places<00:07:56.360> that<00:07:56.520> make<00:07:56.720> you<00:07:56.800> feel<00:07:57.000> connected,<00:07:57.800> like<00:07:58.000> you're<00:07:58.080> part<00:07:58.280> of<00:07:58.400> a<00:07:58.440> community,<00:07:59.400> and<00:07:59.520> that<00:07:59.720> you're<00:07:59.840> getting<00:08:00.080> the<00:08:00.160> proper

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service<00:08:00.880> for<00:08:01.040> the<00:08:01.160> value<00:08:01.920> that<00:08:02.280> you're<00:08:02.480> you're<00:08:02.640> trying<00:08:02.920> to<00:08:03.000> put<00:08:03.240> in<00:08:03.320> place.

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So,<00:08:04.480> you<00:08:04.560> know,<00:08:04.680> what<00:08:04.880> we're<00:08:05.000> trying<00:08:05.400> to<00:08:05.480> do<00:08:05.680> is<00:08:05.800> help<00:08:06.040> universities<00:08:06.640> shift<00:08:06.920> towards<00:08:07.200> that<00:08:07.400> like<00:08:07.600> service<00:08:08.160> mindset<00:08:09.120> where<00:08:09.880> you're<00:08:10.040> really<00:08:10.800> how<00:08:10.960> making<00:08:11.280> sure<00:08:11.520> students

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who<00:08:11.960> don't<00:08:12.160> get<00:08:12.320> lost<00:08:12.680> on<00:08:12.800> their<00:08:12.919> journey,<00:08:13.240> they<00:08:13.360> get<00:08:13.560> the<00:08:13.680> service<00:08:14.120> at<00:08:14.240> the<00:08:14.320> time<00:08:14.600> and<00:08:14.680> the<00:08:14.800> place<00:08:15.080> that<00:08:15.200> they<00:08:15.360> ultimately<00:08:15.880> need.

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And<00:08:17.120> you<00:08:17.200> asked<00:08:17.360> the<00:08:17.480> question<00:08:18.040> about<00:08:18.600> the<00:08:18.880> alumni<00:08:19.480> side<00:08:19.760> of<00:08:19.880> things.

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Well,<00:08:21.600> what<00:08:21.800> we<00:08:21.960> found<00:08:22.480> is<00:08:22.640> that<00:08:23.320> fundraising<00:08:24.200> and<00:08:24.400> advancement,<00:08:25.080> we<00:08:25.160> call<00:08:25.280> them<00:08:25.360> advancement<00:08:25.840> shops.

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They<00:08:26.640> think<00:08:26.880> of<00:08:27.000> themselves<00:08:27.520> as<00:08:27.680> a,<00:08:28.080> you<00:08:28.160> know,<00:08:28.400> a<00:08:28.600> shop<00:08:29.000> if<00:08:29.160> you<00:08:29.280> will.

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Those<00:08:29.840> advancement<00:08:30.320> shops<00:08:30.880> really<00:08:31.240> know<00:08:31.520> their<00:08:31.720> top<00:08:32.320> 150<00:08:33.080> or<00:08:33.200> 200<00:08:33.680> donors.

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Those<00:08:34.440> families,<00:08:35.440> those<00:08:35.800> folks<00:08:36.479> that<00:08:37.800> continually<00:08:38.560> give<00:08:38.960> or<00:08:39.200> have<00:08:39.440> recently<00:08:39.919> done<00:08:40.159> major<00:08:41.960> uh<00:08:42.320> donations

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to<00:08:43.039> the<00:08:43.120> university,<00:08:43.919> but<00:08:44.080> they're<00:08:44.440> trying<00:08:44.760> to<00:08:44.880> mine<00:08:45.320> these<00:08:45.600> tens<00:08:45.920> of<00:08:46.000> thousands,<00:08:46.440> if<00:08:46.600> not<00:08:46.839> hundreds<00:08:47.280> of<00:08:47.400> thousands<00:08:48.280> of<00:08:48.920> other<00:08:49.240> alumni<00:08:49.760> or<00:08:49.960> other<00:08:50.160> constituents,<00:08:50.800> whether

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they<00:08:51.040> be<00:08:51.160> parents,<00:08:51.960> friends<00:08:52.320> of<00:08:52.440> the<00:08:52.520> institution,<00:08:54.280> football<00:08:54.680> and<00:08:54.760> basketball<00:08:55.640> sports<00:08:57.040> sports<00:08:57.800> sports<00:08:58.760> patrons.

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They're<00:08:59.720> trying<00:08:59.960> to<00:09:00.080> mine<00:09:00.480> those<00:09:00.720> folks<00:09:01.040> to<00:09:01.160> see<00:09:01.360> what<00:09:01.600> jumps<00:09:01.960> out<00:09:02.640> as<00:09:03.000> indicative<00:09:03.720> information<00:09:04.320> that<00:09:04.440> be<00:09:04.560> like<00:09:04.760> they<00:09:04.920> might<00:09:05.160> have<00:09:05.280> a<00:09:05.320> greater<00:09:05.600> propensity<00:09:06.360> to<00:09:06.520> donate.

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So,<00:09:07.160> how<00:09:07.240> do<00:09:07.320> we<00:09:07.440> take<00:09:08.360> and<00:09:08.480> this<00:09:08.640> is<00:09:08.760> where<00:09:08.960> AI<00:09:09.320> can<00:09:09.480> be<00:09:09.600> super<00:09:09.960> helpful<00:09:10.640> is<00:09:10.800> that<00:09:11.120> AI<00:09:11.360> can<00:09:11.480> help<00:09:11.680> you<00:09:11.839> mine<00:09:12.280> through<00:09:12.400> that<00:09:12.600> information,<00:09:13.160> look<00:09:13.360> for<00:09:13.480> like<00:09:13.760> propensity

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models,<00:09:15.080> and<00:09:15.240> then<00:09:15.960> put<00:09:16.200> those<00:09:16.520> families,<00:09:17.040> those<00:09:17.320> donors,<00:09:17.680> those<00:09:17.800> folks<00:09:18.280> into<00:09:18.560> a<00:09:18.640> cultivation<00:09:19.280> process<00:09:19.760> where<00:09:19.880> you<00:09:19.960> can<00:09:20.040> try<00:09:20.200> to<00:09:20.280> get<00:09:20.440> with<00:09:20.560> them<00:09:20.720> face-to-face,<00:09:21.720> start

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reaching<00:09:22.360> out<00:09:22.520> to<00:09:22.640> them<00:09:22.880> with<00:09:23.080> events<00:09:24.000> and<00:09:24.440> areas<00:09:24.960> of<00:09:25.080> interest<00:09:25.440> from<00:09:25.600> the<00:09:25.680> university<00:09:26.520> that<00:09:26.640> would<00:09:26.800> be<00:09:26.920> super<00:09:27.280> helpful<00:09:27.640> to<00:09:27.760> them.

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It's<00:09:28.520> It's<00:09:28.760> not<00:09:29.000> unlike,<00:09:29.560> you<00:09:29.680> know,<00:09:30.080> us<00:09:30.520> that<00:09:30.760> have<00:09:30.960> grown<00:09:31.240> up<00:09:31.440> in<00:09:31.560> the<00:09:31.640> sales<00:09:32.080> world<00:09:32.440> when<00:09:32.560> you're<00:09:32.680> trying<00:09:33.000> to<00:09:33.080> find<00:09:33.400> like<00:09:33.520> what<00:09:33.680> companies<00:09:34.160> and<00:09:34.240> what<00:09:34.360> organizations

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you<00:09:35.360> need<00:09:35.520> to<00:09:35.600> ultimately<00:09:36.160> prospect,<00:09:37.160> there<00:09:37.520> there's<00:09:37.800> a<00:09:37.840> lot<00:09:38.200> going<00:09:38.440> on<00:09:38.560> similarly<00:09:39.520> where<00:09:39.840> alumni<00:09:40.320> departments<00:09:40.880> as<00:09:41.080> well<00:09:41.280> as<00:09:41.400> advancement<00:09:42.000> shops<00:09:42.520> are<00:09:42.640> coming<00:09:42.920> together

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to<00:09:43.400> try<00:09:43.560> to<00:09:43.680> mine<00:09:44.000> that<00:09:44.160> information.<00:09:46.000> Do<00:09:46.040> you<00:09:46.120> make<00:09:46.280> sense<00:09:46.520> for<00:09:46.680> like<00:09:47.440> and<00:09:47.720> this<00:09:47.920> is<00:09:48.040> kind<00:09:48.200> of<00:09:48.280> like<00:09:48.480> education<00:09:49.080> adjacent<00:09:49.600> but<00:09:49.720> I<00:09:49.800> wonder<00:09:50.040> if<00:09:50.160> you<00:09:50.280> can<00:09:50.400> approach<00:09:50.840> to

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like<00:09:51.200> help<00:09:51.480> with<00:09:51.640> like<00:09:51.840> NIL<00:09:52.400> deals?<00:09:53.360> Like<00:09:53.520> as<00:09:53.640> you<00:09:53.720> were<00:09:53.800> saying<00:09:54.120> that<00:09:54.280> immediately<00:09:54.800> like<00:09:55.840> came<00:09:56.080> to<00:09:56.160> mind<00:09:56.520> with<00:09:56.640> the<00:09:56.760> whole<00:09:56.960> sports<00:09:57.360> side<00:09:57.520> of<00:09:57.640> things<00:09:58.000> and<00:09:58.160> like<00:09:58.760> there's

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a<00:09:59.000> lot<00:09:59.200> of<00:09:59.240> people<00:09:59.480> trying<00:09:59.720> to<00:09:59.840> do<00:10:00.040> that<00:10:00.280> but<00:10:00.440> you<00:10:00.880> want<00:10:01.120> somebody<00:10:01.360> who<00:10:01.440> like<00:10:01.920> actually<00:10:02.240> knows<00:10:02.440> what<00:10:02.560> they're<00:10:02.720> doing<00:10:03.160> to<00:10:03.240> be<00:10:03.360> able<00:10:03.480> to<00:10:03.560> do<00:10:03.720> that.

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1000%<00:10:05.280> that's<00:10:05.440> actually<00:10:05.680> one<00:10:05.800> of<00:10:05.880> the<00:10:05.960> fastest<00:10:06.360> growing<00:10:06.720> areas<00:10:07.080> of<00:10:07.200> our<00:10:07.360> business<00:10:07.840> right<00:10:08.040> now.

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We<00:10:09.360> acquired<00:10:09.960> this<00:10:10.200> awesome<00:10:10.760> company<00:10:11.240> out<00:10:11.400> of<00:10:12.360> Overland<00:10:12.720> Park,<00:10:12.920> Kansas<00:10:13.800> about<00:10:14.080> a<00:10:14.120> little<00:10:14.320> bit<00:10:14.480> from<00:10:14.600> my<00:10:14.720> time<00:10:15.000> of<00:10:15.120> joining<00:10:15.960> joining<00:10:16.280> gravity<00:10:16.760> called<00:10:17.000> athlete<00:10:17.360> network

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and<00:10:17.960> their<00:10:18.520> charter<00:10:19.000> was<00:10:19.160> helping<00:10:20.880> helping<00:10:21.880> athletic<00:10:22.400> departments.

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We<00:10:23.080> work<00:10:23.280> with<00:10:24.040> Kansas<00:10:24.920> and<00:10:25.840> Texas<00:10:26.280> Tech<00:10:26.840> and<00:10:27.600> I<00:10:27.720> can<00:10:27.840> go<00:10:27.960> down<00:10:28.120> the<00:10:28.200> list<00:10:28.360> there's<00:10:28.520> like<00:10:28.680> 70<00:10:29.080> major<00:10:29.440> programs<00:10:29.920> that<00:10:30.080> the<00:10:31.000> athlete

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network<00:10:31.560> is<00:10:31.680> working<00:10:31.920> with<00:10:32.280> and<00:10:32.600> their<00:10:32.760> original<00:10:33.520> thesis<00:10:34.000> and<00:10:34.120> effort<00:10:34.440> was<00:10:34.560> around<00:10:35.400> engaging<00:10:35.920> the<00:10:36.280> former<00:10:36.560> athletes,<00:10:37.280> getting<00:10:37.560> keeping<00:10:37.880> them<00:10:38.080> involved<00:10:38.880> with<00:10:39.240> with

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the<00:10:39.640> athletic<00:10:40.120> department<00:10:40.920> with<00:10:41.120> the<00:10:41.200> hope<00:10:41.480> that<00:10:41.640> it<00:10:41.720> would<00:10:41.920> lead<00:10:42.280> to<00:10:42.960> you<00:10:43.080> know<00:10:43.240> not<00:10:43.520> only<00:10:43.800> career<00:10:44.160> opportunities<00:10:44.800> for<00:10:44.960> athletes<00:10:45.480> but<00:10:45.680> also<00:10:46.680> but<00:10:46.839> also<00:10:47.800> fundraising

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opportunities.<00:10:49.240> Those<00:10:49.560> individuals<00:10:50.560> have<00:10:51.240> overnight<00:10:51.960> due<00:10:52.160> to<00:10:52.360> NIL<00:10:52.839> requirements<00:10:54.560> and<00:10:54.760> expectations<00:10:55.760> have<00:10:55.960> had<00:10:56.200> to<00:10:56.280> become<00:10:56.600> fundraisers.

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Coaches<00:10:58.280> have<00:10:58.480> had<00:10:58.680> to<00:10:58.760> become<00:10:59.080> fundraisers<00:10:59.640> so<00:10:59.760> we've<00:10:59.920> seen<00:11:00.080> a<00:11:00.440> big<00:11:00.680> acceleration<00:11:01.480> of<00:11:01.680> taking<00:11:02.040> our<00:11:03.400> giving<00:11:03.680> day<00:11:04.120> and<00:11:04.280> everyday<00:11:04.760> giving<00:11:05.200> forms<00:11:05.920> and

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video<00:11:07.080> stewardship<00:11:07.960> technologies<00:11:08.800> where<00:11:08.920> you<00:11:09.000> have<00:11:09.160> like<00:11:09.360> think<00:11:09.520> about<00:11:09.760> you<00:11:09.839> have<00:11:09.920> a<00:11:10.000> coach<00:11:10.360> sitting<00:11:10.600> on<00:11:10.720> the<00:11:10.800> field<00:11:11.240> at<00:11:11.400> the<00:11:11.880> women's<00:11:12.160> soccer<00:11:12.480> coach<00:11:12.720> on<00:11:12.800> the<00:11:12.839> soccer

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field<00:11:13.360> just<00:11:13.480> saying<00:11:13.680> hey<00:11:13.839> I<00:11:13.880> want<00:11:14.000> to<00:11:14.080> thank<00:11:14.280> everybody<00:11:14.720> got<00:11:14.920> a<00:11:14.960> big<00:11:15.160> game<00:11:15.640> Saturday.

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You<00:11:16.520> know<00:11:16.720> here's<00:11:16.960> a<00:11:17.040> link<00:11:17.280> to<00:11:17.360> donate<00:11:17.800> so<00:11:17.960> we<00:11:18.080> can<00:11:18.200> keep<00:11:18.880> you<00:11:18.960> know<00:11:19.160> Texas<00:11:19.480> Tech<00:11:19.680> Raiders<00:11:20.040> charging<00:11:20.440> ahead.

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You<00:11:21.200> know<00:11:21.680> really<00:11:22.000> hands-on<00:11:22.720> simple<00:11:23.240> to<00:11:23.480> use<00:11:24.200> applications.

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But<00:11:26.600> you<00:11:26.680> know<00:11:26.960> I<00:11:27.720> I'd<00:11:27.839> love<00:11:28.040> your<00:11:28.160> observation<00:11:29.160> of<00:11:29.320> this<00:11:29.520> as<00:11:29.640> well<00:11:29.800> but<00:11:30.000> you<00:11:30.080> know<00:11:30.160> those<00:11:30.440> athletic<00:11:30.800> departments<00:11:31.200> weren't<00:11:31.440> set<00:11:31.800> up<00:11:32.360> to<00:11:32.480> be<00:11:32.600> fundraisers.

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So,<00:11:33.680> they're<00:11:33.880> having<00:11:34.120> to<00:11:34.400> learn<00:11:34.760> this<00:11:34.960> type<00:11:35.160> of<00:11:35.240> stuff<00:11:35.520> overnight.

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Oh,<00:11:37.080> yeah.<00:11:37.600> Yeah,<00:11:37.800> that's<00:11:38.080> not<00:11:38.880> that's<00:11:39.120> a<00:11:39.160> whole<00:11:39.360> new<00:11:39.520> thing<00:11:39.880> particularly<00:11:40.360> for<00:11:40.480> these<00:11:40.720> coaches<00:11:41.560> and<00:11:41.760> these<00:11:42.360> I<00:11:42.400> mean,<00:11:42.600> athletic<00:11:42.920> directors<00:11:43.320> maybe<00:11:43.640> a<00:11:43.680> little<00:11:43.920> bit.

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They<00:11:45.000> kind<00:11:45.200> of<00:11:45.280> had<00:11:45.480> that<00:11:46.240> in<00:11:46.360> their<00:11:46.560> purview<00:11:47.000> and<00:11:47.120> understood<00:11:47.600> it,<00:11:47.760> but<00:11:48.440> even<00:11:48.720> for<00:11:49.000> ADs<00:11:49.520> they<00:11:49.640> have<00:11:49.800> to<00:11:49.920> now<00:11:50.320> like<00:11:50.720> fundraise<00:11:51.280> to<00:11:51.360> try<00:11:51.520> to<00:11:51.600> get<00:11:51.760> players.

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I<00:11:52.440> mean,<00:11:52.640> all<00:11:52.720> of<00:11:52.800> a<00:11:52.840> sudden<00:11:53.080> you're<00:11:53.200> bringing<00:11:53.440> like<00:11:53.640> this<00:11:54.320> pro<00:11:54.640> sports<00:11:55.520> level<00:11:55.920> of<00:11:56.040> business<00:11:56.600> into<00:11:57.080> college<00:11:57.760> and<00:11:57.840> it's<00:11:58.120> it's<00:11:58.320> fascinating<00:11:58.800> what<00:11:58.920> it's<00:11:59.080> done.

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Um,<00:12:00.533> I<00:12:00.825> don't<00:12:01.118> know.<00:12:01.410> Like<00:12:01.703> it<00:12:01.995> seems<00:12:02.288> to<00:12:02.580> have<00:12:02.873> been<00:12:03.165> going<00:12:03.458> okay<00:12:03.750> [clears<00:12:04.043> throat]<00:12:04.335> right<00:12:04.627> now,<00:12:04.920> right?

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Like<00:12:05.960> there<00:12:06.160> was<00:12:06.320> always<00:12:06.560> debate<00:12:06.880> like,<00:12:07.040> hey,<00:12:07.200> we<00:12:07.320> should<00:12:07.480> pay<00:12:07.760> these<00:12:07.960> college<00:12:08.280> athletes<00:12:08.680> and<00:12:08.800> all<00:12:08.840> that<00:12:09.360> stuff<00:12:09.640> and<00:12:09.760> then<00:12:09.920> I<00:12:09.960> think<00:12:10.200> I<00:12:10.240> was<00:12:10.440> always<00:12:10.640> on<00:12:10.760> the<00:12:10.840> side<00:12:11.040> of<00:12:11.120> like

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yeah,<00:12:11.480> that<00:12:11.640> makes<00:12:11.960> sense<00:12:13.160> because<00:12:13.480> of<00:12:13.600> how<00:12:13.720> much<00:12:13.920> these<00:12:14.200> these<00:12:14.400> people<00:12:15.720> are<00:12:15.840> profiting<00:12:16.320> like<00:12:16.440> the<00:12:16.520> NCAA<00:12:17.040> and<00:12:17.160> things<00:12:17.320> like<00:12:17.480> that<00:12:17.640> off<00:12:17.840> of<00:12:17.960> it.

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But<00:12:18.911> yeah,<00:12:19.261> this<00:12:19.612> is<00:12:19.962> a<00:12:20.313> whole<00:12:20.664> different<00:12:21.014> skill<00:12:21.365> set<00:12:21.715> than<00:12:22.066> an<00:12:22.416> educational<00:12:22.767> institution<00:12:23.118> is<00:12:23.468> set<00:12:23.819> up<00:12:24.169> to<00:12:24.520> do.

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For<00:12:25.280> sure.<00:12:25.640> Absolutely.<00:12:26.560> Absolutely<00:12:27.120> said<00:12:27.320> yeah,<00:12:27.440> it's<00:12:27.600> it's<00:12:27.800> prompting<00:12:28.800> and<00:12:28.920> what<00:12:29.040> we<00:12:29.160> have<00:12:29.240> found<00:12:29.560> is<00:12:29.720> like<00:12:30.280> those<00:12:31.000> athletic<00:12:31.320> departments<00:12:31.640> didn't<00:12:31.800> have<00:12:31.920> huge

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IT<00:12:32.520> shops.<00:12:33.240> You<00:12:33.320> know,<00:12:33.480> they<00:12:33.560> don't<00:12:33.720> have<00:12:33.960> a<00:12:34.280> CIO<00:12:34.800> sitting<00:12:35.080> there<00:12:35.280> or<00:12:35.320> someone<00:12:35.640> that's<00:12:35.800> running<00:12:35.960> things<00:12:36.120> behind<00:12:36.320> them.

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So,<00:12:36.683> they<00:12:36.926> need<00:12:37.170> like<00:12:37.413> a<00:12:37.656> white<00:12:37.899> flexible<00:12:38.142> things<00:12:38.386> to<00:12:38.629> make<00:12:38.872> things<00:12:39.115> drive<00:12:39.358> because<00:12:39.602> one<00:12:39.845> of<00:12:40.088> their<00:12:40.331> big<00:12:40.574> things<00:12:40.818> is<00:12:41.061> that<00:12:41.304> they're<00:12:41.547> trying<00:12:41.790> to<00:12:42.034> engage<00:12:42.277> the<00:12:42.520> everyday

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donor.<00:12:43.920> You<00:12:44.000> know,<00:12:44.200> it's<00:12:44.440> the<00:12:45.080> casual<00:12:45.600> fan<00:12:46.000> or<00:12:46.160> a<00:12:46.400> diehard<00:12:46.920> fan<00:12:47.320> if<00:12:47.520> you<00:12:47.640> will<00:12:48.760> to<00:12:48.960> become<00:12:49.320> a<00:12:49.400> part<00:12:49.600> of<00:12:49.680> the<00:12:50.080> maybe<00:12:50.280> they're<00:12:50.400> not<00:12:50.600> soliciting<00:12:52.000> $2

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million<00:12:52.600> donations,<00:12:53.240> but<00:12:53.400> they<00:12:53.560> want<00:12:53.800> $1,500<00:12:54.920> from<00:12:55.080> somebody<00:12:55.520> to<00:12:55.640> help<00:12:56.160> as<00:12:56.320> part<00:12:56.520> of<00:12:56.600> their<00:12:56.720> ticket<00:12:57.080> package<00:12:57.560> to<00:12:57.680> help<00:12:58.280> with<00:12:58.440> that<00:12:58.880> NIL<00:12:59.400> collective<00:13:00.120> that<00:13:00.160> they're

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ultimately<00:13:00.839> trying<00:13:01.080> to<00:13:01.160> drive<00:13:01.400> forward.<00:13:01.720> So,<00:13:02.160> well,<00:13:02.400> I<00:13:02.440> think<00:13:02.640> we're<00:13:02.720> going<00:13:02.839> to<00:13:02.920> see<00:13:03.080> this<00:13:03.280> market<00:13:03.640> continue<00:13:04.160> to<00:13:04.360> evolve<00:13:04.880> because<00:13:05.560> there<00:13:05.720> hasn't<00:13:06.080> been<00:13:06.280> a<00:13:06.400> unifying

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force<00:13:07.520> to<00:13:07.680> it<00:13:07.920> and<00:13:08.440> the<00:13:09.000> particularly<00:13:09.480> the<00:13:09.600> power<00:13:09.880> four<00:13:10.200> programs<00:13:10.720> have<00:13:10.880> really<00:13:11.120> had<00:13:11.400> to<00:13:13.240> scrape<00:13:13.640> and<00:13:13.760> claw<00:13:14.440> to<00:13:14.560> get<00:13:14.720> their<00:13:15.000> act<00:13:15.200> together

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pretty<00:13:15.800> darn<00:13:16.000> quick.<00:13:16.880> It's<00:13:17.080> cool.

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You're<00:13:17.400> so<00:13:17.520> I<00:13:17.600> didn't<00:13:17.800> even<00:13:17.960> know<00:13:18.240> that<00:13:18.440> you<00:13:18.560> were<00:13:18.839> you<00:13:19.040> were<00:13:19.800> that<00:13:20.040> you<00:13:21.000> acquired<00:13:21.440> that<00:13:21.600> company<00:13:21.960> and<00:13:22.120> you<00:13:22.200> were<00:13:22.280> engaged<00:13:22.720> in<00:13:22.800> there.

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They<00:13:23.160> need<00:13:23.560> they<00:13:23.720> need<00:13:24.480> that<00:13:24.880> so<00:13:25.200> so<00:13:25.440> bad.

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As<00:13:26.600> we<00:13:26.680> were<00:13:26.760> talking<00:13:27.080> about<00:13:27.280> that<00:13:27.480> and<00:13:27.600> like<00:13:27.880> what<00:13:28.000> it<00:13:28.080> would<00:13:28.200> be<00:13:28.280> like<00:13:28.440> to<00:13:28.520> be<00:13:28.600> an<00:13:28.680> AD<00:13:29.120> or<00:13:29.240> a<00:13:29.280> coach<00:13:29.960> in<00:13:30.280> today's<00:13:30.640> environment,<00:13:32.120> even<00:13:32.440> more<00:13:32.640> so<00:13:32.800> the<00:13:32.920> question<00:13:33.240> is<00:13:33.360> like

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what<00:13:33.720> does<00:13:33.840> it<00:13:33.960> mean<00:13:34.160> to<00:13:34.240> be<00:13:34.400> a<00:13:34.480> university<00:13:35.120> president<00:13:35.800> in<00:13:35.920> today's<00:13:36.480> day<00:13:36.680> and<00:13:36.840> age?

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I<00:13:37.080> mean<00:13:37.200> that<00:13:37.360> is<00:13:37.600> way<00:13:38.000> different<00:13:38.480> than<00:13:39.040> even<00:13:39.360> 10<00:13:39.680> years<00:13:40.000> ago<00:13:40.280> that<00:13:40.680> job.

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How<00:13:41.859> do<00:13:42.117> you<00:13:42.376> empower<00:13:42.635> them<00:13:42.893> and<00:13:43.152> how<00:13:43.411> do<00:13:43.669> you<00:13:43.928> think<00:13:44.187> about<00:13:44.445> what<00:13:44.704> their<00:13:44.963> day-to-day<00:13:45.221> is<00:13:45.480> like?

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Yeah,<00:13:46.360> I<00:13:46.480> think<00:13:46.760> it's<00:13:47.400> gosh,<00:13:47.760> I<00:13:47.840> got<00:13:48.040> to<00:13:48.120> I<00:13:48.200> got<00:13:48.360> to<00:13:48.600> watch<00:13:48.920> my<00:13:49.120> words<00:13:49.600> on<00:13:49.760> some<00:13:49.960> of<00:13:50.040> this<00:13:50.280> because<00:13:51.080> they<00:13:51.760> we<00:13:51.920> have<00:13:52.040> so<00:13:52.240> many<00:13:52.480> great<00:13:53.000> institutional<00:13:53.520> partners<00:13:53.920> we<00:13:54.040> get

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to<00:13:54.280> work<00:13:54.480> with,<00:13:54.640> but<00:13:54.760> I<00:13:54.800> think<00:13:55.040> it<00:13:55.360> it<00:13:55.480> depends<00:13:55.880> on<00:13:56.240> ultimately<00:13:56.720> sometimes<00:13:57.640> you're<00:13:57.880> seeing<00:13:58.320> a<00:13:58.400> whole<00:13:59.360> slew<00:13:59.960> of<00:14:00.160> new<00:14:00.600> university<00:14:01.320> presidents<00:14:02.400> that

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are<00:14:02.680> coming<00:14:02.960> in<00:14:03.120> from<00:14:03.360> the<00:14:03.440> business<00:14:03.840> world.<00:14:04.240> Frankly,<00:14:04.600> they<00:14:04.720> didn't<00:14:04.960> grow<00:14:05.200> up<00:14:05.400> as<00:14:05.520> academic<00:14:06.040> professors<00:14:06.920> and<00:14:07.120> they're<00:14:07.280> coming<00:14:07.640> in<00:14:07.800> for<00:14:07.920> a<00:14:08.000> variety<00:14:08.360> of<00:14:08.480> reasons.

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A,<00:14:09.080> it's<00:14:09.240> the<00:14:09.360> fundraising<00:14:10.360> responsibility<00:14:11.320> that<00:14:11.520> ultimately<00:14:12.080> come<00:14:12.640> with<00:14:12.800> that<00:14:13.000> particular<00:14:13.560> role.

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We<00:14:13.920> have<00:14:14.000> a<00:14:14.040> number<00:14:14.440> of<00:14:14.960> university<00:14:15.400> presidents.

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We<00:14:15.880> have<00:14:16.040> a<00:14:16.480> you<00:14:16.560> know,<00:14:16.720> at<00:14:16.920> a<00:14:17.480> a<00:14:18.160> a<00:14:18.280> fundraiser<00:14:18.920> tool<00:14:19.160> that<00:14:19.320> sits<00:14:19.560> in<00:14:19.680> your<00:14:19.880> inbox<00:14:20.480> and<00:14:20.600> helps<00:14:20.880> you<00:14:21.000> communicate<00:14:21.720> with<00:14:22.560> with<00:14:22.880> with<00:14:23.120> with<00:14:23.360> with<00:14:23.720> a<00:14:23.800> key

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select<00:14:24.520> group<00:14:24.720> of<00:14:24.800> donors.<00:14:25.080> We<00:14:25.160> have<00:14:25.240> a<00:14:25.280> number<00:14:25.680> of<00:14:25.760> university<00:14:26.200> presidents<00:14:26.520> that<00:14:26.600> are<00:14:26.680> using<00:14:26.960> that<00:14:27.320> so<00:14:27.480> they<00:14:27.680> can<00:14:28.320> sort<00:14:28.520> of<00:14:28.600> mindlessly<00:14:29.320> stay<00:14:29.640> in<00:14:29.760> touch<00:14:30.400> with<00:14:30.960> with

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with<00:14:31.520> with<00:14:31.720> with<00:14:31.880> a<00:14:31.920> key<00:14:32.120> group<00:14:32.360> of<00:14:32.480> donors<00:14:32.839> that<00:14:32.960> they're<00:14:33.080> cultivating.

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And<00:14:34.040> I<00:14:34.080> think<00:14:34.320> the<00:14:34.440> other<00:14:34.680> piece<00:14:34.960> we're<00:14:35.080> seeing<00:14:35.400> from<00:14:35.640> these<00:14:36.080> business-oriented<00:14:37.080> university<00:14:37.600> professors<00:14:38.360> is<00:14:38.560> their<00:14:38.839> operational<00:14:39.640> rigor<00:14:40.280> that<00:14:40.440> they're<00:14:40.600> bringing

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to<00:14:41.320> to<00:14:41.520> the<00:14:42.360> to<00:14:42.520> the<00:14:42.680> university<00:14:43.280> today.

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When<00:14:44.080> you<00:14:44.200> think<00:14:44.440> about<00:14:45.160> a<00:14:45.960> large<00:14:46.360> R1<00:14:46.839> or<00:14:46.960> an<00:14:47.040> R2<00:14:48.200> institution,<00:14:49.200> you're<00:14:49.400> running<00:14:49.760> an<00:14:49.880> entire<00:14:50.320> city.

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There's<00:14:51.520> logistics<00:14:52.200> and<00:14:52.320> housing<00:14:52.720> and<00:14:52.839> dining<00:14:53.440> and<00:14:54.680> I'm<00:14:55.080> sure<00:14:55.280> you<00:14:55.520> it<00:14:55.720> is<00:14:55.880> a<00:14:56.000> city<00:14:56.680> and<00:14:57.000> tens<00:14:57.400> of<00:14:57.520> thousands<00:14:58.040> of<00:14:58.160> employees.

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So<00:14:58.920> when<00:14:59.040> you<00:14:59.160> think<00:14:59.360> about<00:15:00.080> the<00:15:00.720> opportunity<00:15:01.400> to<00:15:01.800> reduce<00:15:02.360> redundancy,<00:15:03.520> the<00:15:03.640> opportunity<00:15:04.400> to<00:15:04.560> help<00:15:05.880> improve<00:15:06.200> the<00:15:06.320> fiscal<00:15:07.360> steadiness

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of<00:15:08.400> the<00:15:08.560> organization,<00:15:09.960> I<00:15:10.040> think<00:15:10.280> that<00:15:11.120> is<00:15:11.240> something<00:15:11.520> that<00:15:11.640> has<00:15:11.760> jumped<00:15:12.080> out<00:15:12.200> the<00:15:12.280> page<00:15:12.560> the<00:15:12.640> last<00:15:12.920> 5<00:15:13.160> years<00:15:13.440> being<00:15:13.640> so<00:15:13.800> critical<00:15:14.160> for<00:15:14.320> a<00:15:14.360> university<00:15:14.839> president.

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Give<00:15:16.520> me<00:15:16.640> a<00:15:16.720> sense<00:15:17.040> for<00:15:17.200> what<00:15:17.320> a<00:15:17.400> typical<00:15:17.839> day<00:15:18.040> looks<00:15:18.280> like<00:15:18.480> for<00:15:18.600> you.

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Oh<00:15:19.760> gosh,<00:15:20.880> that<00:15:21.120> depends<00:15:21.680> on<00:15:21.839> the<00:15:21.960> fire<00:15:22.440> at<00:15:22.600> hand,<00:15:22.920> my<00:15:23.080> friend.

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Um,<00:15:24.215> [laughter]<00:15:24.240> but<00:15:24.560> uh<00:15:25.360> I<00:15:25.520> I<00:15:25.560> say<00:15:25.760> that<00:15:25.880> with<00:15:26.000> jest.

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But<00:15:26.760> my<00:15:27.080> my<00:15:27.280> my<00:15:27.520> my<00:15:27.720> my<00:15:27.880> big<00:15:28.120> thing<00:15:28.400> outside<00:15:28.760> of<00:15:28.840> like<00:15:29.000> personal<00:15:29.360> habits<00:15:29.760> of<00:15:29.880> keeping<00:15:30.160> a<00:15:30.200> good<00:15:30.360> workout<00:15:30.760> routine<00:15:31.080> in<00:15:31.200> the<00:15:31.240> morning<00:15:31.600> to<00:15:31.680> try<00:15:31.800> to<00:15:31.920> keep<00:15:32.120> the<00:15:32.200> head<00:15:32.400> space<00:15:32.760> clear

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given<00:15:33.360> the<00:15:33.480> the<00:15:33.920> the<00:15:34.040> fires<00:15:34.440> that<00:15:34.600> will<00:15:34.720> fold<00:15:34.960> into<00:15:35.160> that.

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Most<00:15:35.880> important<00:15:36.240> thing<00:15:36.800> for<00:15:36.960> me<00:15:37.160> is<00:15:37.360> is<00:15:37.560> twofold.

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One,<00:15:38.920> uh<00:15:39.000> touching<00:15:39.320> base<00:15:39.560> with<00:15:39.680> my<00:15:39.800> core<00:15:40.000> leadership<00:15:40.480> team.

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You<00:15:41.040> know,<00:15:41.240> I<00:15:41.320> have<00:15:41.440> like<00:15:41.680> a<00:15:41.760> super<00:15:42.160> talented<00:15:42.640> group<00:15:42.920> of<00:15:43.080> like<00:15:43.320> you<00:15:43.400> know<00:15:43.440> we<00:15:43.520> call<00:15:43.640> it<00:15:43.720> our<00:15:43.800> executive<00:15:44.360> leadership<00:15:44.760> team.

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We<00:15:45.000> stand<00:15:45.360> up<00:15:45.760> every<00:15:46.040> morning,<00:15:46.760> talk<00:15:47.000> about<00:15:47.200> hot<00:15:47.400> button<00:15:47.640> issues<00:15:48.000> of<00:15:48.080> the<00:15:48.200> day,<00:15:48.560> priorities,<00:15:49.880> team<00:15:50.080> members<00:15:50.440> of<00:15:50.560> ours<00:15:50.760> we're<00:15:50.920> worried<00:15:51.200> about<00:15:51.480> that<00:15:51.600> we<00:15:51.720> need<00:15:51.920> collective

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support<00:15:52.920> around.<00:15:53.920> Um,<00:15:54.560> and<00:15:54.720> then<00:15:55.520> I<00:15:55.640> try<00:15:55.880> to<00:15:56.000> spend<00:15:56.320> at<00:15:56.440> least<00:15:56.720> 50%<00:15:57.360> of<00:15:57.400> my<00:15:57.520> day<00:15:57.720> externally<00:15:58.320> focused.

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That<00:15:59.440> could<00:15:59.640> be<00:16:00.000> with<00:16:00.120> customers,<00:16:00.600> prospects,<00:16:01.960> um<00:16:02.560> industry<00:16:03.000> folks<00:16:03.800> uh<00:16:04.040> that<00:16:04.280> that<00:16:04.440> we<00:16:04.560> get<00:16:04.720> through<00:16:04.960> and<00:16:05.600> that's<00:16:05.840> actually<00:16:06.160> one<00:16:06.320> of<00:16:06.360> those<00:16:06.520> things<00:16:06.720> that's<00:16:06.920> harder

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to<00:16:07.480> do<00:16:07.880> when<00:16:08.000> you<00:16:08.120> think<00:16:08.320> about<00:16:08.560> it<00:16:08.640> when<00:16:08.760> you're<00:16:08.880> running<00:16:09.320> the<00:16:09.600> the<00:16:09.680> complexity<00:16:10.200> of<00:16:10.320> a<00:16:10.360> few<00:16:10.560> hundred<00:16:10.960> person<00:16:11.600> organizations.

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So<00:16:12.400> I<00:16:12.440> really<00:16:12.680> try<00:16:12.880> to<00:16:13.000> drive<00:16:13.480> to<00:16:13.640> that.<00:16:14.280> And<00:16:14.400> then<00:16:14.560> outside<00:16:15.040> of<00:16:15.160> that,<00:16:15.960> um<00:16:16.280> spending<00:16:16.600> time<00:16:16.960> with<00:16:17.480> uh<00:16:17.560> with<00:16:17.720> with<00:16:17.880> with<00:16:18.080> with<00:16:18.320> with<00:16:18.440> customers<00:16:18.880> and<00:16:19.360> prospects<00:16:19.920> of<00:16:20.000> our

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organization.<00:16:21.400> I<00:16:21.480> like<00:16:21.720> to<00:16:21.840> get<00:16:22.000> in<00:16:22.080> the<00:16:22.160> weeds<00:16:22.760> of<00:16:22.920> the<00:16:23.000> organization.

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Our<00:16:23.680> frontline<00:16:24.160> CSMs,<00:16:24.640> our<00:16:24.760> sales<00:16:25.080> people,<00:16:26.000> uh<00:16:26.120> our<00:16:26.280> developers<00:16:27.040> that<00:16:27.200> are<00:16:27.280> helping<00:16:27.600> develop<00:16:28.000> code<00:16:28.240> and<00:16:28.360> product.

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Um,<00:16:29.720> that's<00:16:29.960> where<00:16:30.080> you<00:16:30.160> find<00:16:30.440> out<00:16:30.600> like<00:16:31.320> the<00:16:31.400> real<00:16:31.600> stuff<00:16:32.040> that's<00:16:32.200> going<00:16:32.480> on.

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So,<00:16:33.680> uh<00:16:33.839> being<00:16:34.160> incredibly<00:16:34.800> present<00:16:35.320> and<00:16:35.480> available<00:16:36.120> to<00:16:36.880> um<00:16:37.360> the<00:16:37.520> entire<00:16:37.960> organization<00:16:38.640> is<00:16:38.720> something<00:16:39.120> I<00:16:39.600> I<00:16:39.680> kind<00:16:39.880> of<00:16:39.960> have<00:16:40.280> learned<00:16:40.839> and

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tried<00:16:41.160> to<00:16:41.240> carry<00:16:41.560> across<00:16:41.880> my<00:16:42.000> career.<00:16:43.240> How<00:16:43.480> is<00:16:43.640> the<00:16:43.720> business<00:16:44.080> been<00:16:44.240> funded?

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I<00:16:44.600> know<00:16:44.800> that<00:16:45.280> it's<00:16:45.440> kind<00:16:45.560> of<00:16:45.680> like<00:16:45.839> a<00:16:45.920> conglomeration<00:16:46.680> of<00:16:46.800> like<00:16:46.960> various<00:16:47.320> acquisitions<00:16:47.920> and<00:16:48.040> things<00:16:48.240> like<00:16:48.400> that.

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So<00:16:48.760> how<00:16:48.960> is<00:16:49.080> it<00:16:49.200> funded<00:16:49.560> now?<00:16:50.000> How<00:16:50.080> do<00:16:50.200> you<00:16:50.280> think<00:16:50.480> about<00:16:50.720> that?

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Yeah,<00:16:51.839> so<00:16:52.120> it's<00:16:52.360> uh<00:16:52.680> the<00:16:52.880> the<00:16:53.080> organization<00:16:53.720> is<00:16:54.160> backed<00:16:54.600> by<00:16:55.160> K1.

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It's<00:16:55.800> a<00:16:55.839> private<00:16:56.120> equity<00:16:56.480> firm<00:16:57.560> based<00:16:57.839> out<00:16:57.920> of<00:16:58.000> Manhattan<00:16:58.360> Beach,<00:16:58.640> California.

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And<00:16:59.200> they<00:16:59.320> were<00:16:59.760> they've<00:17:00.240> held<00:17:00.839> these<00:17:01.280> entities<00:17:02.200> separately<00:17:02.960> and<00:17:03.080> then<00:17:03.320> as<00:17:03.839> market<00:17:04.280> trends<00:17:04.640> started<00:17:05.040> dictating<00:17:05.600> they<00:17:05.680> were<00:17:05.760> like<00:17:05.959> all<00:17:06.040> these<00:17:06.280> actually<00:17:06.600> fit<00:17:06.959> really

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well<00:17:07.520> together<00:17:07.920> to<00:17:08.040> tell<00:17:08.360> a<00:17:08.839> you<00:17:08.920> know<00:17:09.079> AD<00:17:09.280> life<00:17:09.560> cycle<00:17:10.120> story.

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So,<00:17:11.319> really<00:17:11.640> good<00:17:12.280> uh<00:17:12.360> in<00:17:12.560> in<00:17:12.959> investment<00:17:13.560> partner.

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So,<00:17:14.760> um<00:17:15.000> you<00:17:15.079> know,<00:17:15.360> we're<00:17:15.520> really<00:17:15.800> focused<00:17:16.199> on<00:17:16.360> growth<00:17:16.920> and<00:17:17.319> financial<00:17:17.800> health<00:17:18.120> of<00:17:18.280> the<00:17:18.400> organization<00:17:19.000> today.

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And<00:17:20.040> what<00:17:20.199> I<00:17:20.240> like<00:17:20.680> about<00:17:20.920> the<00:17:21.040> setup,<00:17:21.319> frankly,<00:17:21.640> it<00:17:21.720> gives<00:17:21.920> us<00:17:22.079> like<00:17:22.560> the<00:17:22.680> capital<00:17:23.120> and<00:17:23.240> resources<00:17:23.920> to<00:17:24.000> make,<00:17:24.640> you<00:17:24.680> know,<00:17:25.160> additional<00:17:25.520> acquisitions<00:17:26.120> if<00:17:26.280> they<00:17:26.920> you<00:17:27.000> know,

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that<00:17:27.319> the<00:17:27.439> things<00:17:27.680> that<00:17:27.839> fit<00:17:28.079> in<00:17:28.120> the<00:17:28.199> product<00:17:28.520> portfolio,<00:17:28.960> but<00:17:29.080> also<00:17:29.400> continue<00:17:30.440> the,<00:17:30.960> you<00:17:31.040> know,<00:17:31.160> apparently<00:17:31.720> aggressive<00:17:32.400> road<00:17:32.680> map<00:17:33.200> because<00:17:34.320> AI<00:17:34.760> is<00:17:35.160> different

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today<00:17:36.480> than<00:17:36.680> it<00:17:36.800> was<00:17:37.240> 6<00:17:37.560> months<00:17:37.800> ago.

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Like<00:17:38.280> 6<00:17:38.480> months<00:17:38.680> ago,<00:17:38.840> people<00:17:39.120> weren't<00:17:39.280> talking<00:17:39.680> agentic,<00:17:40.560> and<00:17:40.720> now<00:17:40.880> everything<00:17:41.280> in<00:17:41.360> the<00:17:41.480> world<00:17:41.880> is<00:17:42.520> what<00:17:42.920> and<00:17:43.360> and<00:17:43.880> everyone<00:17:44.240> wants<00:17:44.440> that<00:17:44.600> be<00:17:44.800> agentic<00:17:45.480> at<00:17:45.600> this<00:17:45.760> point

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in<00:17:46.080> time.<00:17:46.240> So,<00:17:46.360> we<00:17:46.480> can<00:17:46.640> just<00:17:46.880> study<00:17:47.320> the<00:17:47.440> pace<00:17:48.200> and<00:17:48.480> keep<00:17:48.760> a<00:17:48.840> keep<00:17:49.080> a<00:17:49.120> heavy<00:17:50.000> gas<00:17:50.280> pedal<00:17:50.560> down<00:17:50.800> on<00:17:50.960> product<00:17:51.320> innovation.

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Uh<00:17:53.760> it<00:17:53.880> might<00:17:54.080> be<00:17:54.160> useful<00:17:54.520> for<00:17:54.680> those<00:17:55.000> CEOs<00:17:55.520> who<00:17:55.640> were<00:17:55.760> like<00:17:56.000> they've<00:17:56.120> never<00:17:56.560> worked<00:17:57.000> for<00:17:57.120> private<00:17:57.480> equity<00:17:57.760> or<00:17:57.880> done<00:17:58.360> run<00:17:58.560> a<00:17:58.600> private<00:17:59.000> equity<00:17:59.920> company<00:18:00.720> just<00:18:00.920> to<00:18:01.000> get

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a<00:18:01.160> sense<00:18:01.440> for<00:18:01.560> that.<00:18:01.880> And<00:18:02.000> I<00:18:02.080> ask<00:18:02.360> this<00:18:02.520> in<00:18:02.600> the<00:18:02.680> context<00:18:03.120> of<00:18:03.240> I<00:18:03.320> just<00:18:03.640> we<00:18:03.760> just<00:18:03.960> did<00:18:04.080> an<00:18:04.160> event<00:18:04.520> here<00:18:04.680> in<00:18:04.800> Utah<00:18:05.280> with<00:18:05.440> Steve<00:18:05.760> Young<00:18:06.080> who's<00:18:06.280> one<00:18:06.400> of<00:18:06.480> the<00:18:06.560> founders<00:18:06.960> of<00:18:07.400> HGGC,

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which<00:18:08.416> is<00:18:08.752> a<00:18:09.088> private<00:18:09.424> equity<00:18:09.760> firm.

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I'm<00:18:10.320> sure<00:18:10.520> you're<00:18:10.640> aware<00:18:10.920> of.<00:18:12.120> Give<00:18:12.320> us<00:18:12.680> and<00:18:12.800> obviously<00:18:13.120> Steve<00:18:13.320> Young,<00:18:13.800> you<00:18:13.880> know<00:18:13.960> who<00:18:14.080> that<00:18:14.320> is.

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So,<00:18:16.040> give<00:18:16.160> me<00:18:16.280> a<00:18:16.360> sense<00:18:16.680> for<00:18:16.880> like<00:18:17.240> what<00:18:17.400> is<00:18:17.520> it<00:18:17.640> like<00:18:18.000> to<00:18:19.640> put<00:18:19.960> a<00:18:20.040> bunch<00:18:20.400> of<00:18:20.640> private<00:18:20.920> equity<00:18:21.160> companies<00:18:21.600> together<00:18:22.480> and<00:18:22.720> lead<00:18:23.000> that

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and<00:18:23.360> work<00:18:23.680> with<00:18:23.880> private<00:18:24.240> equity<00:18:24.600> owned<00:18:25.000> companies.

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And<00:18:26.480> I<00:18:26.560> think<00:18:28.000> gosh,<00:18:28.280> that's<00:18:28.480> a<00:18:28.640> that's<00:18:28.840> a<00:18:28.920> wonderful<00:18:29.400> wonderful<00:18:29.720> question.

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The<00:18:31.240> positive<00:18:32.440> piece<00:18:32.800> of<00:18:33.040> it<00:18:33.480> is<00:18:33.720> that<00:18:34.400> I<00:18:34.480> you<00:18:34.560> know,<00:18:34.640> and<00:18:34.760> every<00:18:35.000> private<00:18:35.320> equity<00:18:35.600> firm<00:18:35.840> might<00:18:36.040> have<00:18:36.200> a<00:18:36.240> little<00:18:36.520> different<00:18:36.880> model.

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You<00:18:37.480> know,<00:18:37.600> some<00:18:37.800> of<00:18:37.880> the<00:18:38.160> large<00:18:38.560> players<00:18:38.920> on<00:18:39.000> the<00:18:39.120> place<00:18:40.120> are<00:18:40.280> very<00:18:41.280> playbook<00:18:41.960> specific<00:18:42.640> in<00:18:42.760> that<00:18:42.920> they<00:18:43.160> they<00:18:43.440> they<00:18:43.680> here<00:18:44.400> here's<00:18:44.520> how<00:18:44.640> you<00:18:44.760> run<00:18:44.920> your<00:18:45.000> business.

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Let<00:18:45.760> Let<00:18:45.920> us<00:18:46.040> know<00:18:46.160> how<00:18:46.320> it's<00:18:46.440> going<00:18:46.760> and<00:18:46.880> we'll<00:18:47.080> report<00:18:47.520> back<00:18:47.800> on<00:18:47.920> a<00:18:48.320> on<00:18:48.480> a<00:18:48.520> monthly<00:18:48.880> basis.

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Uh<00:18:50.760> you<00:18:50.880> mentioned<00:18:51.160> HGGC<00:18:51.640> and<00:18:51.760> I<00:18:51.840> think<00:18:52.040> K1<00:18:52.640> actually<00:18:53.040> fits<00:18:53.400> this<00:18:53.760> and<00:18:53.960> I<00:18:54.120> I<00:18:54.280> hope<00:18:54.560> their<00:18:54.720> folks<00:18:55.080> are<00:18:55.120> comfortable<00:18:55.440> with<00:18:55.560> me.

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I<00:18:55.920> imagine<00:18:56.240> they<00:18:56.320> would<00:18:56.480> be<00:18:56.600> talking<00:18:56.880> about<00:18:57.120> this<00:18:57.320> way<00:18:57.840> is<00:18:58.000> that<00:18:58.520> they're<00:18:58.680> very<00:18:58.960> consultative<00:19:00.040> and<00:19:00.560> hands-on<00:19:01.200> in<00:19:01.320> the<00:19:01.440> business<00:19:01.920> from<00:19:02.080> the<00:19:02.160> perspective<00:19:02.760> of<00:19:02.920> they<00:19:03.240> they

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bring<00:19:04.400> marketplace<00:19:05.160> expertise.

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This<00:19:06.080> isn't<00:19:06.360> just<00:19:06.600> like<00:19:06.840> a<00:19:07.400> hey,<00:19:07.480> here's<00:19:07.720> your<00:19:07.840> financial<00:19:08.400> game<00:19:08.640> plan,<00:19:08.920> go<00:19:09.080> make<00:19:09.320> it<00:19:09.480> work.

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They<00:19:10.280> have<00:19:11.200> senior<00:19:11.680> marketing<00:19:12.160> leadership<00:19:12.720> on<00:19:12.840> staff,<00:19:13.160> senior<00:19:13.440> sales<00:19:13.800> issues,<00:19:14.120> your<00:19:14.280> product,<00:19:14.960> security,<00:19:16.040> like<00:19:16.440> things<00:19:16.760> that<00:19:16.880> are<00:19:17.000> going<00:19:17.160> to<00:19:17.280> pop<00:19:17.640> up<00:19:17.840> as<00:19:18.000> challenges

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Having<00:19:37.520> worked<00:19:37.800> in<00:19:37.880> a<00:19:37.920> couple<00:19:38.280> private<00:19:38.600> equity<00:19:38.960> in<00:19:39.080> different<00:19:39.440> private<00:19:39.800> equity<00:19:40.160> environments,<00:19:41.640> not<00:19:41.880> all<00:19:42.000> operate<00:19:42.400> that<00:19:42.600> way.

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So<00:19:42.960> I<00:19:43.040> think<00:19:43.240> the<00:19:43.360> ones<00:19:43.600> that<00:19:43.720> tend<00:19:43.880> to<00:19:43.960> be<00:19:44.080> consultative<00:19:44.720> and<00:19:44.840> partner<00:19:45.160> driven<00:19:46.600> are<00:19:47.120> are<00:19:47.200> super<00:19:47.480> strong<00:19:47.800> assets<00:19:48.160> for<00:19:48.280> the<00:19:48.360> business.

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So<00:19:49.800> how<00:19:50.000> are<00:19:50.120> you<00:19:50.240> thinking<00:19:50.560> about<00:19:50.840> AI<00:19:51.560> and<00:19:51.760> where<00:19:51.880> do<00:19:51.960> you<00:19:52.040> think<00:19:52.240> this<00:19:52.400> is<00:19:52.520> all<00:19:52.640> going?

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Cuz<00:19:53.080> like<00:19:53.240> you<00:19:53.320> said<00:19:53.520> 6<00:19:53.720> months<00:19:53.920> ago,<00:19:54.200> nobody<00:19:54.520> was<00:19:54.680> really<00:19:54.880> talking<00:19:55.080> about<00:19:55.280> agents<00:19:55.800> or<00:19:56.000> agentic<00:19:56.520> stuff.

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Oh<00:20:00.160> gosh.<00:20:01.040> I<00:20:01.160> think<00:20:01.560> the<00:20:01.680> big<00:20:01.920> thing<00:20:02.240> is<00:20:02.480> that<00:20:02.680> we're<00:20:04.120> going<00:20:04.280> to<00:20:04.320> be<00:20:04.440> moving<00:20:04.880> from<00:20:05.160> like<00:20:06.080> heavy<00:20:06.480> experimentation<00:20:07.960> to<00:20:08.120> scaled

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impact.<00:20:09.360> Right<00:20:09.600> now,<00:20:10.200> it<00:20:10.520> is<00:20:10.720> that<00:20:12.040> you<00:20:12.120> know,<00:20:12.920> again,<00:20:13.160> my<00:20:13.280> world<00:20:13.640> is<00:20:13.760> higher<00:20:13.960> education<00:20:14.480> and<00:20:14.600> K-12.

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So<00:20:15.280> I<00:20:15.360> tend<00:20:15.600> to<00:20:15.680> think<00:20:15.920> about<00:20:16.120> it<00:20:16.200> in<00:20:16.240> that<00:20:16.440> lens,<00:20:16.680> but<00:20:16.800> obviously<00:20:17.080> you're<00:20:17.200> seeing<00:20:17.440> it<00:20:17.520> on<00:20:17.640> the<00:20:17.720> corporate<00:20:18.160> side<00:20:18.400> as<00:20:18.560> well.

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Um<00:20:20.640> 18<00:20:21.240> months<00:20:21.480> ago<00:20:21.600> you<00:20:21.720> saw<00:20:21.920> a<00:20:21.960> heavy<00:20:22.320> dose<00:20:22.600> of<00:20:22.720> AI<00:20:23.080> hitting<00:20:23.440> the<00:20:24.120> academic<00:20:25.000> side<00:20:25.400> of<00:20:25.520> the<00:20:25.640> institution.

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Students<00:20:26.640> like<00:20:26.800> my<00:20:26.920> kids<00:20:27.240> cheating<00:20:27.520> like<00:20:27.640> crazy<00:20:28.360> to<00:20:28.600> rewrite<00:20:28.960> their<00:20:29.080> papers,<00:20:31.040> filters<00:20:31.800> for<00:20:32.240> scanning<00:20:32.680> papers<00:20:33.120> for<00:20:33.280> such<00:20:33.600> things,<00:20:35.040> content

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creation<00:20:36.080> for<00:20:36.200> questioning,<00:20:36.800> helping<00:20:37.080> teachers<00:20:37.680> and<00:20:37.840> educators<00:20:38.440> create<00:20:38.880> like<00:20:39.040> a<00:20:39.120> more<00:20:39.360> robust<00:20:40.160> uh<00:20:41.200> uh<00:20:41.240> quizzing<00:20:41.720> or<00:20:41.920> testing<00:20:43.160> mechanism.

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And<00:20:44.360> I<00:20:44.440> say<00:20:44.640> all<00:20:44.760> that<00:20:44.920> with<00:20:45.040> jest<00:20:45.360> of<00:20:45.480> course<00:20:45.720> cuz<00:20:45.920> we<00:20:46.360> we<00:20:46.560> we<00:20:46.720> know<00:20:46.920> the<00:20:47.040> kids.

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Like<00:21:10.040> the<00:21:10.120> vast<00:21:10.440> majority<00:21:10.880> of<00:21:11.040> our<00:21:11.840> you<00:21:11.920> know,<00:21:12.000> let's<00:21:12.120> call<00:21:12.280> it<00:21:12.320> space<00:21:12.600> beta,<00:21:12.920> our<00:21:13.080> pipeline<00:21:13.600> right<00:21:13.840> now<00:21:14.360> is<00:21:14.520> universities<00:21:15.240> that<00:21:15.400> are<00:21:15.520> taking<00:21:16.560> these<00:21:17.560> one-off

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departmental<00:21:19.200> projects<00:21:19.760> and<00:21:19.880> saying,<00:21:20.120> "Hey,<00:21:20.280> this<00:21:20.560> is<00:21:20.680> something<00:21:21.000> we<00:21:21.120> can<00:21:21.320> scale<00:21:21.840> up<00:21:22.320> to<00:21:22.440> the<00:21:22.600> institution<00:21:23.440> as<00:21:23.640> a<00:21:23.720> whole."

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I<00:21:24.400> compare<00:21:24.760> it<00:21:24.840> to<00:21:24.960> the<00:21:25.080> early<00:21:25.320> days<00:21:25.600> of<00:21:25.680> the<00:21:25.760> LMS<00:21:26.560> because<00:21:26.840> that<00:21:26.920> was<00:21:27.040> my<00:21:27.160> world<00:21:27.440> where<00:21:27.560> you<00:21:27.680> saw<00:21:27.840> like<00:21:28.080> a<00:21:28.160> business<00:21:28.640> school<00:21:29.320> or<00:21:29.840> an<00:21:30.000> online<00:21:30.360> program<00:21:31.200> test<00:21:31.920> online<00:21:32.680> LMS

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systems<00:21:33.720> and<00:21:33.880> then<00:21:34.040> ultimately<00:21:34.440> the<00:21:34.520> full<00:21:34.720> university<00:21:35.360> adopted<00:21:35.960> it<00:21:36.080> as<00:21:37.080> as<00:21:37.280> the<00:21:37.400> way<00:21:37.600> things<00:21:37.920> are<00:21:37.960> going<00:21:38.120> forward.

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So,<00:21:39.680> I<00:21:39.760> think<00:21:39.960> you'll<00:21:40.080> see<00:21:40.240> more<00:21:40.440> standardization<00:21:41.400> of<00:21:41.520> things<00:21:41.800> at<00:21:41.880> the<00:21:41.960> university<00:21:42.520> level.

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Yeah.<00:21:44.360> Yeah,<00:21:44.600> I<00:21:44.680> think<00:21:44.880> that's<00:21:45.120> right.<00:21:46.000> What<00:21:46.200> do<00:21:46.240> you<00:21:46.360> read?

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What<00:21:47.040> reading<00:21:47.280> recommendations<00:21:47.920> would<00:21:48.040> you<00:21:48.120> have<00:21:48.320> for<00:21:48.480> us?

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Gosh,<00:21:49.920> my<00:21:50.280> so<00:21:50.520> I'm<00:21:50.760> a<00:21:51.520> one<00:21:51.680> of<00:21:51.760> those<00:21:52.520> need<00:21:52.880> constant<00:21:53.440> like<00:21:53.640> motivation<00:21:55.440> and<00:21:55.680> and<00:21:56.400> I<00:21:56.480> get<00:21:56.880> enough<00:21:57.160> business

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during<00:21:57.840> the<00:21:57.960> day<00:21:58.200> so<00:21:58.440> you<00:21:58.600> need<00:21:58.880> some<00:21:59.120> of<00:21:59.200> like<00:21:59.480> the<00:22:00.080> the<00:22:00.160> empowerment.

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So,<00:22:00.800> one<00:22:00.920> of<00:22:01.000> my<00:22:01.160> favorite<00:22:01.600> books<00:22:01.960> and<00:22:02.040> I'd<00:22:02.240> love<00:22:02.640> folks<00:22:02.920> to<00:22:02.960> check<00:22:03.160> it<00:22:03.320> out.

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It's<00:22:03.960> a<00:22:04.520> I<00:22:04.760> don't<00:22:04.920> know<00:22:04.960> if<00:22:05.040> you've<00:22:05.200> read<00:22:05.320> it<00:22:05.400> but<00:22:05.520> called<00:22:05.760> The<00:22:05.840> Score<00:22:06.200> That<00:22:06.400> Matters<00:22:07.320> by<00:22:07.480> Ryan<00:22:07.960> Hawk<00:22:08.600> and<00:22:08.760> Brooks<00:22:09.120> Kubb.

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Hawk,<00:22:16.320> the<00:22:16.440> former<00:22:16.760> professional<00:22:17.200> football<00:22:17.520> player<00:22:17.800> who<00:22:17.840> played<00:22:18.000> for<00:22:18.120> the<00:22:18.200> Green<00:22:18.360> Bay<00:22:18.480> Packers,<00:22:19.040> high<00:22:19.200> state<00:22:19.520> grant.

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And<00:22:20.240> Brooks<00:22:20.520> Kubb<00:22:20.800> is<00:22:20.920> actually<00:22:21.160> a<00:22:21.200> high<00:22:21.320> school<00:22:21.520> basketball<00:22:21.880> coach<00:22:22.120> out<00:22:22.240> of<00:22:23.160> Dayton,<00:22:23.440> Ohio<00:22:23.880> not<00:22:24.120> too<00:22:24.240> far<00:22:24.440> from<00:22:24.600> my<00:22:24.680> house<00:22:24.880> here<00:22:25.000> in<00:22:25.080> Cincinnati.

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And<00:22:26.400> the<00:22:26.800> whole<00:22:27.240> premise<00:22:27.840> of<00:22:27.920> the<00:22:28.000> book<00:22:28.440> is<00:22:28.720> it's<00:22:28.920> about<00:22:29.640> building<00:22:30.040> your<00:22:30.280> internal<00:22:30.920> scorecard<00:22:31.880> because<00:22:32.200> we<00:22:32.360> all<00:22:32.640> get<00:22:32.960> external<00:22:33.400> scorecards<00:22:34.120> put

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on<00:22:34.520> us.<00:22:35.200> You<00:22:35.320> know,<00:22:35.480> from<00:22:35.760> your<00:22:35.880> job<00:22:36.200> requirements,<00:22:36.960> what<00:22:37.520> you<00:22:37.640> think<00:22:38.280> people<00:22:38.600> think<00:22:38.960> you<00:22:39.080> ultimately<00:22:39.440> need<00:22:39.560> to<00:22:39.640> do<00:22:39.920> and<00:22:40.640> by<00:22:40.960> really<00:22:41.400> getting<00:22:41.720> firm<00:22:42.040> in<00:22:42.160> what<00:22:42.280> your<00:22:42.480> central

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scorecard<00:22:43.840> of<00:22:43.960> things<00:22:44.280> are<00:22:44.440> about<00:22:44.720> what<00:22:44.840> your<00:22:45.000> core<00:22:45.240> beliefs<00:22:45.600> and<00:22:45.720> values<00:22:47.160> will<00:22:47.320> ultimately<00:22:47.800> drive<00:22:48.160> your<00:22:48.280> daily<00:22:48.560> behaviors<00:22:49.400> that<00:22:49.520> are<00:22:49.560> going<00:22:49.720> to<00:22:50.120> result<00:22:50.520> in<00:22:50.640> you<00:22:50.760> being

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a<00:22:51.000> happier,<00:22:51.480> successful<00:22:52.240> person.<00:22:52.720> So,<00:22:53.120> there's<00:22:53.320> a<00:22:53.400> lot<00:22:53.720> in<00:22:53.800> there<00:22:54.080> about<00:22:54.480> like<00:22:55.240> you<00:22:55.360> know,<00:22:55.600> not<00:22:55.800> focusing<00:22:56.400> on<00:22:56.520> the<00:22:56.680> outcomes,<00:22:57.080> focusing<00:22:57.480> on<00:22:57.560> the<00:22:57.640> process<00:22:58.280> which<00:22:58.480> I<00:22:58.560> think

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your<00:23:06.320> customer<00:23:07.240> and<00:23:07.400> then<00:23:07.920> how<00:23:09.240> freeing<00:23:09.800> yourself<00:23:10.280> of<00:23:10.440> solely<00:23:11.000> worrying<00:23:11.400> about<00:23:11.680> that<00:23:11.840> external<00:23:12.320> scorecard<00:23:13.280> will<00:23:13.400> make<00:23:13.680> you<00:23:14.080> happier<00:23:14.760> better

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in<00:23:15.120> your<00:23:15.240> relationships<00:23:16.400> both<00:23:16.680> in<00:23:16.840> and<00:23:16.960> outside<00:23:17.360> of<00:23:17.480> work.

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So<00:23:18.000> it's<00:23:18.240> a<00:23:18.480> actually<00:23:18.760> have<00:23:18.840> a<00:23:18.880> copy<00:23:19.120> of<00:23:19.200> it<00:23:19.280> sitting<00:23:19.520> right<00:23:19.680> here.

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It's<00:23:20.080> a,<00:23:20.400> it's<00:23:20.560> a<00:23:20.640> fantastic,<00:23:21.680> fantastic<00:23:22.240> read<00:23:22.440> for<00:23:22.560> anybody.

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Yeah,<00:23:23.880> I'm<00:23:23.960> going<00:23:24.080> to<00:23:24.160> check<00:23:24.360> that<00:23:24.520> out.<00:23:24.680> Thank,<00:23:24.960> thanks<00:23:25.200> for<00:23:25.280> the<00:23:25.360> recommend.<00:23:25.640> I<00:23:25.720> haven't<00:23:25.960> read<00:23:26.120> that.<00:23:26.320> That's,<00:23:26.880> yeah,<00:23:27.040> that's<00:23:27.280> awesome.

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I'll<00:23:27.640> definitely<00:23:27.960> check<00:23:28.120> that<00:23:28.320> out.<00:23:28.920> Hey,<00:23:29.680> give<00:23:29.880> me<00:23:30.000> a<00:23:30.040> sense<00:23:30.360> for<00:23:30.640> how<00:23:30.800> you've<00:23:30.960> built<00:23:31.160> your<00:23:31.280> culture<00:23:32.280> and<00:23:32.400> how<00:23:32.480> you<00:23:32.640> think<00:23:32.880> about<00:23:33.160> culture,<00:23:33.840> and<00:23:34.200> are<00:23:34.280> you<00:23:34.400> all<00:23:34.560> in<00:23:34.680> person,

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is<00:23:35.200> it<00:23:35.320> hybrid,<00:23:35.920> is<00:23:36.120> it<00:23:37.440> everybody<00:23:37.880> online,<00:23:38.280> like<00:23:38.480> how<00:23:38.600> have<00:23:38.720> you<00:23:38.840> thought<00:23:38.960> about<00:23:39.200> that?

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Yeah,<00:23:40.200> obviously<00:23:40.560> all<00:23:40.680> the,<00:23:41.200> the<00:23:41.320> various<00:23:41.680> businesses<00:23:42.200> I've<00:23:42.320> worked<00:23:42.600> in<00:23:42.720> have<00:23:42.840> been<00:23:43.600> different<00:23:43.920> setups.<00:23:44.560> You<00:23:44.720> know,<00:23:45.520> in<00:23:45.680> structured<00:23:46.120> days<00:23:46.360> we're<00:23:46.560> pretty<00:23:46.760> hybrid

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with<00:23:47.480> a,<00:23:47.720> with<00:23:47.840> a<00:23:47.880> pretty<00:23:48.440> big<00:23:48.680> group<00:23:48.960> in<00:23:49.080> Utah.

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Current<00:23:50.400> organization<00:23:51.040> today,<00:23:51.360> we<00:23:51.480> have<00:23:51.640> a<00:23:52.000> small<00:23:52.360> office<00:23:52.680> in<00:23:52.800> Israel,<00:23:53.320> small<00:23:53.720> office<00:23:54.080> in<00:23:54.200> Seattle,<00:23:55.080> and<00:23:55.320> then<00:23:56.240> most<00:23:56.600> of<00:23:56.720> our<00:23:56.800> team<00:23:57.000> members<00:23:57.360> are,<00:23:57.680> are,<00:23:57.880> are,<00:23:58.120> are<00:23:58.320> virtual

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at<00:23:58.920> this<00:23:59.120> point<00:23:59.320> in<00:23:59.400> time,<00:23:59.560> but<00:23:59.680> I'm<00:23:59.800> trying<00:24:00.000> to<00:24:00.080> take<00:24:00.400> some<00:24:01.000> poignant<00:24:01.520> quarterly<00:24:02.040> moments<00:24:02.520> to<00:24:02.680> either<00:24:02.920> get<00:24:03.160> teams<00:24:03.440> together<00:24:04.160> or<00:24:04.320> a<00:24:04.400> larger<00:24:04.800> group<00:24:05.080> together<00:24:05.560> for<00:24:05.720> us

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to<00:24:06.080> keep<00:24:06.640> a<00:24:06.760> face-to-face,<00:24:07.600> and<00:24:08.080> I<00:24:08.160> think<00:24:08.400> we<00:24:08.560> all<00:24:08.760> find<00:24:09.360> that<00:24:09.720> those<00:24:10.600> few<00:24:10.760> days<00:24:11.080> together<00:24:11.600> is<00:24:11.760> where<00:24:11.880> you<00:24:12.000> walk<00:24:12.280> out<00:24:12.440> motivated,<00:24:13.640> inspired,<00:24:14.400> connected,

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and<00:24:15.200> it<00:24:15.320> really,<00:24:15.760> it's,<00:24:15.960> it's<00:24:16.160> good<00:24:16.360> for<00:24:16.480> the<00:24:16.600> soul<00:24:17.120> at<00:24:17.280> the<00:24:17.400> end<00:24:17.600> of<00:24:17.680> the<00:24:17.800> day.

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So<00:24:18.240> I've<00:24:18.360> been<00:24:18.840> encouraging<00:24:19.360> peers<00:24:20.240> and<00:24:20.440> even<00:24:20.680> team<00:24:20.880> members<00:24:21.200> of<00:24:21.280> mine<00:24:21.480> to<00:24:21.600> make<00:24:21.760> sure<00:24:22.000> you're<00:24:22.120> being<00:24:22.320> intentional<00:24:23.240> with<00:24:23.440> getting<00:24:23.720> folks<00:24:23.960> together,<00:24:24.400> even<00:24:24.640> if<00:24:24.760> it's<00:24:24.920> for

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snippets<00:24:25.600> of<00:24:25.720> time.<00:24:27.000> But<00:24:27.560> what<00:24:27.720> I<00:24:27.800> think<00:24:28.080> are<00:24:28.240> like<00:24:28.680> the<00:24:28.960> most<00:24:29.280> successful<00:24:30.000> for<00:24:30.160> building<00:24:30.480> that<00:24:31.240> culture<00:24:31.800> is<00:24:32.480> we<00:24:32.600> got<00:24:32.720> to<00:24:32.800> make<00:24:32.920> things<00:24:33.400> simple

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from<00:24:34.280> a<00:24:34.360> clarity<00:24:34.840> and<00:24:35.000> focus,<00:24:35.720> like<00:24:36.680> you<00:24:36.760> know,<00:24:36.840> the<00:24:36.960> things<00:24:37.240> you<00:24:37.360> and<00:24:37.480> I<00:24:37.520> have<00:24:37.640> talked<00:24:37.920> about<00:24:38.160> today<00:24:38.520> have<00:24:38.760> been,<00:24:39.760> we,<00:24:40.000> we<00:24:40.200> couldn't<00:24:40.600> run<00:24:40.920> 25<00:24:41.520> initiatives<00:24:42.160> at

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this<00:24:42.560> business<00:24:43.000> right<00:24:43.160> now,<00:24:43.360> but<00:24:43.520> we've<00:24:43.680> got<00:24:43.800> to<00:24:43.880> be<00:24:44.000> focused<00:24:44.400> on<00:24:45.080> a<00:24:45.200> few<00:24:45.640> very<00:24:46.120> core<00:24:46.560> critical<00:24:46.960> things<00:24:47.320> for<00:24:47.440> our<00:24:47.560> customers<00:24:48.400> and<00:24:48.560> the<00:24:48.640> future<00:24:49.240> spaces<00:24:49.920> of<00:24:50.480> other

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market.<00:24:51.840> I<00:24:51.920> really<00:24:52.200> preach<00:24:53.240> that<00:24:53.600> empathy<00:24:54.040> and<00:24:54.160> people<00:24:54.480> connection<00:24:55.200> is<00:24:55.400> what's<00:24:55.560> ultimately<00:24:55.920> going<00:24:56.080> to<00:24:56.160> make<00:24:57.160> us<00:24:57.520> as<00:24:57.680> individual<00:24:58.160> leaders<00:24:58.600> and<00:24:58.720> the

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organization<00:24:59.600> successful<00:25:00.320> if<00:25:00.440> we're<00:25:00.600> all<00:25:00.760> in<00:25:00.880> at<00:25:01.000> the<00:25:01.120> trenches<00:25:01.640> together.<00:25:02.600> And<00:25:02.800> then,<00:25:03.920> you<00:25:04.000> know,<00:25:04.120> finally,<00:25:04.600> I,<00:25:04.800> I,<00:25:05.320> I'm<00:25:05.480> a<00:25:05.520> total<00:25:06.280> Ted<00:25:06.520> Lasso<00:25:07.320> nerd

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and<00:25:08.480> I<00:25:08.560> love,<00:25:09.080> love,<00:25:09.360> love<00:25:09.600> that<00:25:09.800> show,<00:25:10.800> and<00:25:10.920> I<00:25:11.000> keep<00:25:11.280> re-watching<00:25:11.840> it,<00:25:12.000> but<00:25:12.520> he<00:25:12.680> shares<00:25:13.000> that<00:25:13.200> quote<00:25:13.440> about<00:25:13.680> being<00:25:14.000> curious<00:25:14.560> and<00:25:14.640> not<00:25:14.840> judgmental.<00:25:15.920> I<00:25:16.040> think<00:25:16.320> it's

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an<00:25:17.480> old<00:25:17.800> Walt<00:25:17.920> Whitman<00:25:18.240> quote.<00:25:18.880> I<00:25:18.960> think<00:25:19.160> that<00:25:19.320> is<00:25:19.440> like<00:25:19.640> paramount,<00:25:20.200> how<00:25:20.360> you<00:25:20.520> build<00:25:20.760> like<00:25:20.920> a<00:25:21.000> really<00:25:21.240> good<00:25:21.440> culture<00:25:22.080> inside<00:25:22.440> an<00:25:22.560> organization,<00:25:23.160> not<00:25:23.320> be<00:25:23.400> judgmental<00:25:23.920> of

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one<00:25:24.160> another,<00:25:24.680> just<00:25:24.880> be<00:25:25.040> super<00:25:25.400> curious<00:25:25.720> about<00:25:25.920> this<00:25:26.080> human<00:25:26.320> being<00:25:26.920> as<00:25:27.120> well<00:25:27.320> as<00:25:27.440> the<00:25:27.520> work<00:25:27.760> they're<00:25:27.880> trying<00:25:28.160> to<00:25:28.240> get<00:25:28.320> accomplished.<00:25:28.720> So<00:25:29.080> those<00:25:29.280> three<00:25:29.440> principles,<00:25:29.920> I<00:25:29.960> think

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are<00:25:30.280> what<00:25:30.720> is<00:25:30.840> critical<00:25:31.280> to<00:25:31.880> building<00:25:32.160> great<00:25:32.360> culture<00:25:32.640> inside<00:25:32.960> an<00:25:33.040> organization.

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How<00:25:34.480> are<00:25:34.600> you<00:25:34.680> feeling<00:25:34.920> about<00:25:35.120> the<00:25:35.320> kind<00:25:35.520> of<00:25:35.600> macroeconomic<00:25:36.560> environment?

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Obviously<00:25:37.480> a<00:25:37.560> lot<00:25:37.720> of<00:25:37.840> uncertainty<00:25:38.280> the<00:25:38.360> first<00:25:38.640> half<00:25:38.800> of<00:25:38.840> the<00:25:38.960> year<00:25:39.280> with<00:25:39.440> tariffs.<00:25:39.880> I<00:25:39.920> don't<00:25:40.040> know<00:25:40.080> if<00:25:40.160> that<00:25:40.280> affected<00:25:40.680> you<00:25:40.800> at<00:25:40.880> all.

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There's<00:25:42.560> some<00:25:42.920> uncertainty<00:25:43.360> actually<00:25:43.600> that<00:25:43.720> would<00:25:43.840> have<00:25:43.960> affected<00:25:44.320> you<00:25:44.440> in<00:25:44.520> terms<00:25:44.760> of<00:25:44.880> like<00:25:45.040> pulling<00:25:45.320> some<00:25:45.440> university<00:25:45.880> funding,<00:25:46.200> things<00:25:46.400> like<00:25:46.520> that,<00:25:47.120> but<00:25:47.280> how<00:25:47.360> are

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you<00:25:47.600> feeling<00:25:47.840> about<00:25:48.080> it<00:25:48.200> going<00:25:48.520> into<00:25:48.920> 2026?<00:25:50.280> Yeah,<00:25:50.560> I<00:25:50.640> think<00:25:50.880> we're,<00:25:51.120> we're,<00:25:51.360> we're<00:25:51.560> more<00:25:51.920> bullish,<00:25:52.400> not<00:25:52.600> from<00:25:52.760> the<00:25:52.840> perspective<00:25:53.320> we're<00:25:53.440> expecting<00:25:53.880> this<00:25:54.080> a<00:25:54.160> huge<00:25:54.600> rebound

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but<00:25:55.520> that<00:25:55.640> things<00:25:55.880> have<00:25:56.000> stabilized,<00:25:56.960> like<00:25:57.440> a<00:25:57.520> lot<00:25:57.720> of<00:25:57.800> the<00:25:57.880> Department<00:25:58.360> of<00:25:58.480> Education<00:26:00.320> changes<00:26:01.160> have<00:26:01.560> settled<00:26:01.840> down.<00:26:02.080> We've<00:26:02.280> seen,<00:26:02.720> we're<00:26:02.840> seeing<00:26:03.080> a<00:26:03.160> cycle<00:26:03.920> right

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now<00:26:04.400> around<00:26:04.640> student<00:26:05.000> loans<00:26:06.080> and<00:26:07.000> things<00:26:07.280> that<00:26:07.400> were<00:26:07.560> concerning<00:26:08.440> the,<00:26:08.720> the<00:26:08.840> industry<00:26:09.680> as<00:26:09.920> a<00:26:10.000> whole.<00:26:11.320> You<00:26:11.400> know,<00:26:11.840> a<00:26:11.920> lot<00:26:12.240> of

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our<00:26:12.400> customers<00:26:12.840> are<00:26:12.960> sharing<00:26:14.240> that<00:26:14.360> frankly<00:26:14.640> things<00:26:14.880> are<00:26:15.040> settling.<00:26:15.880> They<00:26:16.040> do<00:26:16.160> not<00:26:16.360> love<00:26:16.640> where<00:26:16.760> their<00:26:16.920> budgets<00:26:17.320> are<00:26:17.480> right<00:26:17.680> now,<00:26:18.200> but<00:26:18.320> they're<00:26:18.480> settling,<00:26:18.960> and<00:26:19.080> they're

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not<00:26:19.480> in<00:26:20.280> expecting<00:26:21.160> further<00:26:22.120> impact.<00:26:22.880> You<00:26:22.960> know,<00:26:23.120> the,<00:26:23.680> the,<00:26:24.480> the<00:26:25.040> some<00:26:25.200> of<00:26:25.280> the<00:26:25.360> macro<00:26:25.720> things<00:26:26.120> that,<00:26:26.360> that,<00:26:26.520> that<00:26:26.680> pop<00:26:26.920> out,<00:26:27.040> claim<00:26:27.280> is

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that<00:26:27.560> you,<00:26:27.760> you've<00:26:27.960> seen<00:26:28.160> this<00:26:28.320> like<00:26:28.480> rotation<00:26:29.000> back<00:26:29.240> towards<00:26:29.520> like<00:26:29.680> trade<00:26:30.000> and<00:26:30.080> vocational<00:26:30.680> programs<00:26:33.120> as<00:26:33.880> almost<00:26:34.240> as<00:26:34.360> a<00:26:34.440> response<00:26:34.960> to<00:26:35.120> AI<00:26:35.520> and

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some<00:26:35.920> of<00:26:36.000> the<00:26:36.280> real<00:26:36.840> big<00:26:37.080> push<00:26:37.320> of<00:26:37.400> the<00:26:37.480> last<00:26:37.760> 10<00:26:37.920> years<00:26:38.120> to<00:26:38.200> get<00:26:38.360> people<00:26:38.560> to<00:26:38.640> higher<00:26:38.880> education<00:26:39.480> that,<00:26:40.000> you<00:26:40.080> know,<00:26:40.200> I<00:26:40.240> know<00:26:40.480> in<00:26:40.600> my<00:26:40.760> neck<00:26:41.000> of<00:26:41.040> the<00:26:41.160> woods<00:26:41.400> in<00:26:41.480> the<00:26:41.560> Midwest

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many<00:26:42.437> of<00:26:42.834> these<00:26:43.231> two-year<00:26:43.628> degree<00:26:44.025> programs<00:26:44.422> are<00:26:44.818> up<00:26:45.215> 20,<00:26:45.612> 30%<00:26:46.009> as<00:26:46.406> people<00:26:46.803> are<00:26:47.200> exploring

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more<00:26:50.000> traditional<00:26:50.520> career<00:26:50.800> paths,<00:26:51.240> and<00:26:51.440> it's<00:26:51.640> wonderful<00:26:52.080> to<00:26:52.200> see,<00:26:52.440> 'cause<00:26:52.600> the<00:26:52.720> economy<00:26:53.400> needs<00:26:53.880> this<00:26:54.120> right<00:26:54.320> now.

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And<00:26:55.520> you<00:26:55.600> know,<00:26:55.920> heck,<00:26:56.120> some<00:26:56.320> of<00:26:56.360> these<00:26:57.160> plumbers<00:26:57.560> and<00:26:57.680> tradesmen<00:26:58.120> are<00:26:58.200> going<00:26:58.320> to<00:26:58.400> be<00:26:58.440> making<00:26:58.760> more<00:26:58.960> than<00:26:59.120> some<00:26:59.280> of<00:26:59.360> the<00:26:59.480> AI<00:26:59.800> engineers<00:27:00.480> that<00:27:00.680> are<00:27:00.760> floating<00:27:01.080> around<00:27:01.440> out

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there.<00:27:01.800> So,<00:27:02.240> it's<00:27:02.400> a<00:27:02.480> good<00:27:02.680> balance<00:27:03.400> for,<00:27:03.720> for,<00:27:03.960> for,<00:27:04.200> for,<00:27:04.440> for<00:27:04.600> the<00:27:04.720> economy<00:27:05.160> at<00:27:05.280> this<00:27:05.440> point.

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Done.<00:27:06.560> Yeah,<00:27:06.800> I<00:27:06.880> totally<00:27:07.240> agree.

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Finally,<00:27:08.360> we<00:27:08.600> end<00:27:08.760> every<00:27:09.000> interview<00:27:09.320> with<00:27:09.400> the<00:27:09.480> same<00:27:09.720> question,<00:27:10.200> and<00:27:10.320> that<00:27:10.520> is<00:27:10.640> at<00:27:10.760> ceo.com<00:27:11.520> we<00:27:11.640> believe<00:27:11.920> the<00:27:12.040> chances<00:27:12.480> one<00:27:12.760> gives<00:27:13.360> is<00:27:13.560> just<00:27:13.800> as<00:27:13.880> important<00:27:14.240> as<00:27:14.320> the<00:27:14.440> chances

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one<00:27:15.040> takes.<00:27:16.000> When<00:27:16.240> you<00:27:16.400> hear<00:27:16.600> that,<00:27:16.840> who<00:27:17.000> gave<00:27:17.200> you<00:27:17.320> a<00:27:17.400> chance<00:27:17.720> to<00:27:17.800> get<00:27:17.920> you<00:27:18.000> to<00:27:18.080> where<00:27:18.280> you<00:27:18.400> are<00:27:18.520> today?

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Oh,<00:27:19.440> gosh.<00:27:20.000> Uh,<00:27:20.480> so,<00:27:20.680> when<00:27:20.880> I<00:27:20.920> was<00:27:21.120> a<00:27:21.240> 27-year-old,<00:27:22.720> impatient,<00:27:24.200> wanted<00:27:24.520> my<00:27:24.680> career<00:27:25.000> to<00:27:25.120> advance<00:27:25.560> so<00:27:25.800> fast<00:27:26.360> and<00:27:26.440> was<00:27:26.680> fighting<00:27:27.200> at

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Blackboard<00:27:27.840> to<00:27:27.920> be<00:27:28.080> promoted.<00:27:29.120> Uh,<00:27:29.200> a<00:27:29.320> guy<00:27:29.480> named<00:27:29.680> Brett<00:27:29.960> Frazier,<00:27:31.200> uh,<00:27:31.280> who's,<00:27:31.560> who's<00:27:31.840> a<00:27:32.400> long-term<00:27:32.960> career<00:27:33.360> edtech<00:27:33.920> exact<00:27:34.400> as<00:27:34.600> well.

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Uh,<00:27:36.280> he,<00:27:36.480> he<00:27:36.680> gave<00:27:36.840> me<00:27:36.920> a<00:27:36.960> chance<00:27:37.360> to<00:27:37.520> lead<00:27:37.720> a<00:27:37.760> greenfield<00:27:38.320> sales<00:27:38.600> team<00:27:38.880> and<00:27:38.960> then<00:27:39.080> promoted<00:27:39.520> me<00:27:39.600> and<00:27:39.760> our<00:27:39.920> VP<00:27:40.760> and<00:27:41.360> rode<00:27:41.840> me<00:27:42.040> harder<00:27:42.480> than<00:27:42.720> anyone<00:27:43.640> in

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my<00:27:43.960> life.<00:27:44.440> I'm<00:27:44.600> just<00:27:44.840> demanding<00:27:45.400> preparation<00:27:46.600> and<00:27:46.720> executive<00:27:47.240> presence<00:27:48.240> and<00:27:48.800> curiosity.

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He<00:27:49.760> really<00:27:50.040> built<00:27:50.320> the<00:27:50.440> curiosity<00:27:51.120> bug<00:27:51.480> into<00:27:51.720> me<00:27:51.840> from<00:27:52.080> like<00:27:52.240> a<00:27:52.320> sales<00:27:52.720> and<00:27:52.840> go-to-market<00:27:53.440> perspective,<00:27:54.040> and<00:27:54.600> uh,<00:27:54.960> him<00:27:55.080> and<00:27:55.200> I<00:27:55.280> stayed<00:27:55.520> good<00:27:55.680> friends<00:27:55.920> to<00:27:56.000> this<00:27:56.160> day,<00:27:56.280> and

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I<00:27:56.440> thank<00:27:56.680> him<00:27:56.840> every<00:27:57.000> day<00:27:57.200> for<00:27:57.360> the<00:27:57.440> career<00:27:57.760> journey<00:27:58.080> he<00:27:58.200> kicked<00:27:58.480> off<00:27:58.680> for<00:27:58.840> me.

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That's<00:28:00.120> awesome.<00:28:00.400> Justin,<00:28:00.720> thank<00:28:00.880> you<00:28:00.960> so<00:28:01.080> much<00:28:01.280> for<00:28:01.360> coming<00:28:01.640> on.

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Congrats<00:28:02.400> on<00:28:02.480> everything.<00:28:03.480> It's<00:28:03.600> an<00:28:03.680> incredible<00:28:04.040> company.

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It's<00:28:04.400> a<00:28:04.440> very<00:28:04.640> needed<00:28:04.960> company<00:28:05.480> that,<00:28:05.760> that<00:28:05.920> you're<00:28:06.040> building,<00:28:06.480> and<00:28:06.560> let's<00:28:06.720> have<00:28:06.880> you<00:28:06.960> back<00:28:07.240> on<00:28:07.360> in<00:28:07.480> the<00:28:07.600> year<00:28:07.800> and<00:28:07.920> see<00:28:08.000> how<00:28:08.120> you're<00:28:08.240> doing.

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Uh,<00:28:09.280> Clint,<00:28:09.600> I<00:28:09.640> appreciate<00:28:10.080> this.<00:28:10.240> I<00:28:10.280> hope<00:28:10.440> you<00:28:10.560> and<00:28:10.680> everybody<00:28:10.960> have<00:28:11.040> a<00:28:11.080> great<00:28:11.240> day.

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Thank<00:28:11.800> you.