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# Optimizely CEO Alex Atzberger: Leadership, AI, and $400M growth
- URL: https://www.ceo.com/episodes/optimizely-ceo-alex-atzberger/
- Published: 2025-02-20T11:00:07.000Z
- Updated: 2026-08-28T04:08:16.000Z
- Description: Optimizely's CEO on 14 years with Bill McDermott, why he still talks to a customer a day, and what a private equity roll-up teaches you about speed.
- Author: Clint Betts

# Alex Atzberger wants you to kill the snake

There is a snake in the building. You have two options.

"You can either call a meeting to discuss why the snake is in the building, and maybe you form a steering committee to discuss the snake," Alex Atzberger told the CEO.com Podcast. "There's an alternative. The alternative is you just kill the damn snake."

Optimizely picked the second option and made it doctrine. Employees who act without asking get called snake killers. The company celebrates them by name.

The story is a good one. It is also the shortest available summary of how Atzberger thinks. Almost everything he has done at Optimizely is an attack on some form of delay. He wants customer emails answered inside four hours. He wants marketing teams off 100 disconnected applications and onto one. He hands his leadership team a book about a general who put 8,000 people on a single daily call in Iraq. Ask him what technology is for, and he will tell you it is for removing the steps between wanting something and having it.

Whether that instinct scales is the open question of his tenure.

## The chance, and what it bought

Atzberger came out of undergrad during the dot-com boom, joined a startup, moved into strategy consulting, and landed at SAP. He [holds an MBA from Harvard Business School](https://www.optimizely.com/optimizers/alex-atzberger?ref=ceo.com) and spent close to 14 years working for Bill McDermott, who ran SAP and now runs ServiceNow.

The way in was an accident of scheduling. It was a Fourth of July weekend. Atzberger's family was out of the country, and he was the only person at a desk. McDermott had just been named to SAP's board and needed help with a pitch.

"He said, hey, you have some time?" The next week McDermott called from a car in Germany. "Alex, by the way, the pitch we worked on, it went amazing. From now on, I want you to work on all my pitches."

That became a strategy team, then chief of staff to the CEO's office, then Ariba, then Hybris and SAP's customer experience portfolio. Atzberger names McDermott when asked who gave him a chance, which is the question that closes every CEO.com Podcast.

What he took from McDermott was mostly about tempo. "You better send a note after you have a customer meeting right away. It needs to come within the next two, four hours." He offers this as a general law. "There's some very simple things you can do in life to be more successful. Number one, show up. Showing up is half of the game. The other part is just get back quickly to people."

He also took an attitude. "Optimism is a free stimulus that you can tap into." And a piece of advice he has since [quoted in his own writing](https://www.optimizely.com/insights/blog/why-i-joined-episerver-and-why-i-would-join-again-today-just-faster?ref=ceo.com): that the main thing is the main thing.

## From $100 million to $400 million, and how

Eventually he wanted to run something himself. "I really want to be a CEO of a standalone company, and I want to prove that I can actually scale a business."

The company he chose was Episerver, a Swedish content management vendor. Insight Partners had bought it in 2018 for [$1.16 billion](https://www.optimizely.com/company/press/episerver-completes-acquisition-of-optimizely?ref=ceo.com) and needed a CEO. [Atzberger's appointment was announced in December 2019](https://www.optimizely.com/company/press/episerver-hires-sap-veteran-alex-atzberger-as-ceo?ref=ceo.com). In October 2020, Episerver acquired Optimizely, the San Francisco experimentation company, and then took its name.

"When I joined the company, it was a $100 million business," he said. "We just passed $400 million."

Both numbers are Optimizely's own. The $400 million figure is annual recurring revenue and dates to [May 2024](https://www.optimizely.com/company/press/tech-exec-of-the-year?ref=ceo.com), when the company reported four straight quarters of double-digit growth and said 52 percent of ARR came from customers buying more than one product. The company has not published an updated figure since. It is private, so there is no filing to check it against.

The gap between the two numbers is also not organic. Optimizely made five acquisitions in five years. The name on the door came from a company that had [raised more than $200 million](https://techcrunch.com/2019/06/18/optimizely-raises-50m-series-d-round-for-its-experimentation-platform/?ref=ceo.com) in venture funding, plus a $55 million bank credit line, and that [sold to Episerver for an undisclosed sum](https://techcrunch.com/2020/09/03/episerver-acquires-optimizely/?ref=ceo.com) in a mix of cash and stock. The price has never been made public. Atzberger inherited a brand built by a well-funded startup and attached it to a private equity roll-up.

He is candid that this was the strategy. "We made obviously acquisitions along the way. We obviously expanded the portfolio, but it was all around this vision." The vision is the same anti-friction idea. HR has Workday. Sales has Salesforce. Marketing has roughly 15,000 vendors and no center. "If you go to a website, it sounds like the other company. Everything kind of sounds the same. It's very difficult to distinguish."

Optimizely One, launched in October 2023, is the answer: planning, content management, publishing, experimentation, and personalization in one system. Customers include Salesforce, American Express, Standard Chartered Bank, and GE Healthcare. Roughly half the revenue is American and half European.

The obvious risk of a roll-up is that it produces a quilt and calls it a platform, and the integration debt shows up years later. Outside evaluators have so far sided with Atzberger. In May 2026, the consulting firm SoftServe [named Optimizely one of its four core strategic platforms](https://www.prnewswire.com/news-releases/softserve-selects-optimizely-as-exclusive-dxp-partner-302766230.html?ref=ceo.com), alongside SAP, Salesforce, and ServiceNow, after rebuilding its own website on it in 60 days. In August 2026, Forrester [named Optimizely a Leader and a Customer Favorite](https://www.optimizely.com/company/press/forrester-eos-wave-2026?ref=ceo.com) in its Experience Optimization Solutions Wave.

One more thing sits underneath all of it. Insight Partners has owned this business since 2018, and private equity firms buy companies in order to sell them. Consolidation is a strategy, and it is also a story that makes a company easier to sell, and both can be true at once. The venture research firm Contrary reported that Optimizely went through a [$1.1 billion debt refinancing](https://research.contrary.com/company/optimizely?ref=ceo.com) in December 2024, led by Golub Capital. That is the machinery under the growth number, and it does not appear in any keynote.

## The part AI does not get

Atzberger is unsentimental about the first wave of generative tools. Some of it, he said, was "a little bit gimmicky." What he cares about now is agents that run chains of tasks inside a workflow.

The example he reaches for is mundane on purpose. A customer manages an entire content calendar in the platform. The project shifts, and 100 tasks need the same edit. An agent does it once instead of a person doing it 100 times.

The sharper claim is where he draws the line. "The creative part, I think human beings will want to maintain this for a while. But I do think that the benefits around the workflow are going to be far more significant."

Every vendor in martech says a version of this. The reason to take it seriously here is that Atzberger applies it to himself. "I write all my own LinkedIn posts. I believe authenticity is very important." He also uses LinkedIn as an internal channel, because a post there sometimes reaches more of his own employees than a company email does.

Optimizely's agents run on Google Gemini, with the option to bring in another model. Atzberger's stated priority is that customers keep control over what the system does and how. On adoption, he is patient in a way vendors usually are not. "The adoption is always lagging a little bit to the hype in the marketplace, but it will catch up. It's just a matter of time."

His most concrete example is website translation, which used to cost enterprises tens of thousands of dollars. "Now we are talking about hundreds of dollars, and we are talking about it being immediately there."

In June 2026, Optimizely [rebuilt its brand](https://www.prnewswire.com/news-releases/optimizely-unveils-new-brand-identity-rooted-in-a-simple-belief-marketers-should-be-free-to-grow-302806297.html?ref=ceo.com) around the same argument, with Atzberger saying AI should absorb the mundane parts of marketing so people can spend time on curiosity, creativity, and compassion. The company launched it alongside its own commissioned survey of 2,003 B2B marketing leaders, which found 64 percent worried that mass AI adoption was producing a sea of sameness and 25 percent admitting they regularly publish work they know is off-brand because volume pressure beats getting it right. Those numbers are marketing for a product that promises to fix the problem they describe. They are also, if accurate, a fair account of what has happened to the job.

## Twenty cups of green tea

Here is the tension in the pitch, and Atzberger walks straight into it.

He sells software whose promise, in his own words, is "having a second Clint or a second Alex in the company." Then he describes his own week. He is up at 5 a.m. He goes to the office five days a week and says so without hedging. He speaks to one customer every day and has done so his entire career. He writes his own posts. He drinks something like 20 cups of green tea, getting through it.

"I'm not a big fan of playing office," he said, meaning he does not want to be there for its own sake. But he is there.

He runs the company on 12-week cycles matched to quarters, with a fixed weekly cadence underneath and everything else left open for whatever happens. For tools, he uses Optimizely itself and Clari for revenue forecasting, and he is emphatic about not asking anyone to send him a deck. His team builds internal reports and AI tools so he can pull the numbers himself.

The second Alex is a product for customers. The first one still gets up at five.

## What he reads, and where the snake came from

Two books circulate through Optimizely's leadership. The first is Stanley McChrystal's *Team of Teams*, which McChrystal has keynoted an Optimizely event to discuss. Atzberger reads it as a book about information speed, and he maps it directly onto his product argument that marketing teams should not be running 15 tools that cannot talk to each other. The second is Frank Slootman's *Amp It Up*, which he gave his leadership team. "Every point in the book is something you can underline."

The snake came from an acquisition. Atzberger did not name the company on the podcast, describing it as roughly 120 people with a charismatic founder who is now president of the business. The details match Welcome, the content marketing platform formerly known as NewsCred, which Optimizely acquired in 2021\. Its co-founder Shafqat Islam became Optimizely's CMO and was [promoted to president in August 2024](https://www.optimizely.com/company/press/shafqat-islam-president?ref=ceo.com), overseeing product, engineering, and marketing.

Atzberger's take on why it worked isn't about the software. "The culture that we brought in with this company was fantastic. And I felt like we could benefit a lot from that culture." When he wrote about Episerver three months into the job, the thing he singled out was the absence of ego.

His argument for why a company this size should be able to move is as much a warning as a boast. "As somebody who's been in large companies, my view is that agility is the benefit of smaller companies. If you can't move faster as a smaller company, that would be shocking."

Optimizely is no longer small. That's what the snake story is defending against.

On the economy, he is brief. "If it rains, bring an umbrella." When some sectors slow, he moves toward the ones spending. The company made its platform HIPAA-ready to chase healthcare budgets and found traction there. He does not think the market is the constraint. "There's plenty of opportunity for a company our size to find growth and keep expanding."

Then he adds the caveat that most of his answers eventually land on. "The only thing that I can predict about the future is that it's continued to be unpredictable."

```chapters
00:00:00 Introduction and Career Background
00:02:14 Growth and Vision of Optimizely
00:03:01 Overview of Optimizely's Product
00:04:00 Leadership Lessons from Bill McDermott
00:06:44 Impact of AI on Marketing
00:10:29 Building Confidence in AI Solutions
00:13:00 Typical Day as a CEO
00:15:29 Building and Leading Company Culture
00:17:53 Recommended Books
00:19:44 Essential Tools and Apps
00:21:15 Managing the Economy and Future Outlook
00:24:34 Reflecting on Opportunities and Mentorship
```

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And<00:02:24.024> can<00:02:24.200> we<00:02:24.345> bring<00:02:24.601> together<00:02:25.627> solutions<00:02:26.765> in<00:02:26.845> the<00:02:26.941> marketing<00:02:27.486> technology<00:02:28.048> space<00:02:28.993> that<00:02:29.105> really<00:02:29.330> become<00:02:29.586> a<00:02:29.731> platform<00:02:30.276> for<00:02:30.388> marketing<00:02:30.917> teams?

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You<00:02:31.670> know,<00:02:31.814> just<00:02:32.135> like<00:02:32.440> HR<00:02:32.856> has<00:02:33.081> like<00:02:33.257> a<00:02:33.337> Workday<00:02:34.059> or<00:02:34.091> sales<00:02:34.523> has<00:02:34.700> like<00:02:34.876> a<00:02:34.940> Salesforce,<00:02:35.693> can<00:02:36.222> we<00:02:36.447> become<00:02:37.184> that<00:02:37.505> platform,<00:02:38.627> that<00:02:38.931> operating<00:02:39.444> system<00:02:39.909> for<00:02:40.086> our<00:02:40.150> marketing<00:02:40.695> team?

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Where<00:02:41.352> you<00:02:41.497> create<00:02:41.994> content,<00:02:42.636> where<00:02:42.716> you<00:02:42.796> actually<00:02:43.101> publish<00:02:43.454> this<00:02:43.663> content<00:02:44.000> across<00:02:44.257> different<00:02:44.562> channels<00:02:45.524> and<00:02:45.669> continues<00:02:46.086> to<00:02:46.231> optimize<00:02:47.193> the<00:02:47.530> digital<00:02:47.916> experience.

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And<00:02:48.654> that's<00:02:48.895> what<00:02:49.055> we<00:02:49.280> built<00:02:50.580> with<00:02:50.804> Optimizely,<00:02:51.542> and<00:02:51.863> that<00:02:52.120> has<00:02:52.265> driven<00:02:52.521> the<00:02:52.650> growth.

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Yeah,<00:02:54.174> tell<00:02:54.351> us<00:02:54.495> about<00:02:55.298> Optimizely,<00:02:55.956> like<00:02:56.260> what<00:02:56.373> the<00:02:56.517> product<00:02:56.983> is,<00:02:57.464> why<00:02:57.641> people<00:02:58.138> should<00:02:58.507> use<00:02:58.844> it,<00:02:59.085> and<00:02:59.310> kind<00:02:59.486> of<00:02:59.727> where<00:03:00.048> your<00:03:00.208> focus<00:03:00.609> is.

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Yeah,<00:03:02.214> so<00:03:02.455> the<00:03:03.257> product<00:03:04.140> supports<00:03:04.605> the<00:03:04.686> entire<00:03:05.488> lifecycle,<00:03:06.563> a<00:03:06.691> content<00:03:07.028> lifecycle<00:03:08.152> of<00:03:08.248> a<00:03:08.376> company<00:03:08.857> when<00:03:08.953> they<00:03:09.097> create<00:03:09.513> a<00:03:09.593> campaign,<00:03:10.555> they<00:03:10.635> plan<00:03:10.955> a<00:03:11.035> campaign,<00:03:11.980> they<00:03:12.077> build<00:03:12.301> the<00:03:12.461> content<00:03:13.198> for<00:03:13.438> a<00:03:13.518> campaign.

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This<00:03:14.239> might<00:03:14.480> be<00:03:15.184> physical<00:03:15.585> asset,<00:03:15.985> digital<00:03:16.386> assets,<00:03:16.979> et<00:03:17.059> cetera.

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And<00:03:18.004> then<00:03:18.148> they<00:03:18.244> publish<00:03:18.645> them.

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So<00:03:19.029> we<00:03:19.190> are<00:03:19.270> full<00:03:19.670> content<00:03:20.007> management<00:03:20.968> system<00:03:21.609> and<00:03:21.689> platform.

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We<00:03:22.746> have<00:03:22.874> all<00:03:23.034> the<00:03:23.195> workflows<00:03:23.835> around<00:03:24.092> the<00:03:24.172> content.

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And<00:03:25.373> then<00:03:25.758> Optimizely<00:03:26.399> has<00:03:26.639> a<00:03:26.671> very,<00:03:27.280> very<00:03:27.456> strong<00:03:27.856> foothold<00:03:28.641> in<00:03:28.898> testing<00:03:29.699> and<00:03:29.843> experimentation<00:03:30.980> as<00:03:31.125> well<00:03:31.237> as<00:03:31.381> in<00:03:31.461> personalization.

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So<00:03:32.967> then<00:03:33.127> we<00:03:33.223> help<00:03:33.624> companies<00:03:34.168> personalize<00:03:35.130> the<00:03:35.162> digital<00:03:35.530> experience<00:03:36.251> that<00:03:36.347> they<00:03:36.507> provide<00:03:37.148> to<00:03:38.109> their<00:03:38.270> customers<00:03:38.830> through<00:03:39.055> our<00:03:39.151> platform.

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And<00:03:40.577> that<00:03:41.073> entire<00:03:41.554> lifecycle<00:03:42.115> that<00:03:42.275> I'm<00:03:42.355> just<00:03:42.547> describing<00:03:43.236> from<00:03:43.477> planning<00:03:44.118> to<00:03:44.278> publishing<00:03:44.903> to<00:03:44.983> optimization,<00:03:46.200> we<00:03:46.345> call<00:03:46.601> that<00:03:46.921> Optimizely<00:03:47.626> One,<00:03:48.267> the<00:03:48.428> operating<00:03:48.924> system<00:03:49.309> for<00:03:49.421> marketing.

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Yeah,<00:03:50.270> that's<00:03:50.991> incredible.

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Yeah.

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Yeah.

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So<00:03:52.593> I<00:03:52.754> actually<00:03:52.946> know<00:03:53.330> Bill<00:03:53.507> McDermott<00:03:54.051> a<00:03:54.116> little<00:03:54.292> bit.

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He<00:03:55.974> acquired<00:03:56.679> Qualtrics,<00:03:57.801> which<00:03:57.977> is<00:03:58.057> a<00:03:58.538> Utah<00:03:58.938> company,<00:03:59.643> and<00:04:00.044> he<00:04:00.124> actually<00:04:00.316> spoke<00:04:00.717> at<00:04:00.845> one<00:04:01.005> of<00:04:01.037> my<00:04:01.262> events<00:04:03.104> right<00:04:03.329> after<00:04:03.585> he<00:04:03.745> acquired<00:04:04.370> Qualtrics.

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And<00:04:05.267> so<00:04:05.508> that<00:04:05.652> was<00:04:05.812> when<00:04:05.924> he<00:04:05.956> was<00:04:06.132> at<00:04:06.325> SAP.

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And<00:04:06.950> then<00:04:07.270> we've<00:04:07.494> also<00:04:07.735> had<00:04:07.895> him<00:04:08.857> working<00:04:09.097> with<00:04:09.273> us<00:04:09.594> through<00:04:09.738> ServiceNow.

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Fascinating<00:04:11.117> individual.

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What<00:04:11.903> have<00:04:12.063> you—<00:04:12.239> what<00:04:12.352> did<00:04:12.480> you<00:04:12.704> learn<00:04:12.897> about<00:04:13.201> leadership<00:04:13.746> from<00:04:13.907> him?

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Oh,<00:04:15.285> my<00:04:15.446> goodness.

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How<00:04:16.071> long<00:04:16.247> is<00:04:16.327> your<00:04:16.424> show?

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Yeah,<00:04:17.850> because<00:04:18.716> it<00:04:18.957> will<00:04:19.309> take<00:04:19.550> some<00:04:19.710> time.

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You<00:04:20.031> know,<00:04:20.175> look,<00:04:20.480> I<00:04:20.496> was<00:04:21.698> quite<00:04:22.083> a<00:04:22.163> young<00:04:22.323> man<00:04:22.564> when<00:04:22.660> I<00:04:22.804> first<00:04:23.622> met<00:04:23.910> him<00:04:24.023> and<00:04:24.167> he<00:04:24.263> was<00:04:24.375> running<00:04:25.001> sales<00:04:25.466> for<00:04:25.706> SAP<00:04:26.107> globally.

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And,<00:04:27.934> you<00:04:27.966> know,<00:04:28.496> Bill<00:04:28.656> is<00:04:28.816> one<00:04:28.912> of<00:04:29.057> these<00:04:29.233> very<00:04:29.473> unique<00:04:29.794> individuals<00:04:30.580> who<00:04:30.660> has<00:04:30.836> an<00:04:30.916> incredible,<00:04:31.638> incredible<00:04:33.401> positive<00:04:33.866> attitude<00:04:34.363> and<00:04:34.443> optimism.

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So<00:04:35.229> the<00:04:35.325> first<00:04:35.566> thing<00:04:35.710> I<00:04:35.726> learned<00:04:36.046> from<00:04:36.207> him<00:04:36.383> is<00:04:36.527> that<00:04:36.832> optimism<00:04:37.425> is<00:04:37.570> a<00:04:37.586> free<00:04:37.890> stimulus.

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That<00:04:39.575> you<00:04:39.655> can<00:04:40.201> tap<00:04:40.522> into.

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And<00:04:41.020> then<00:04:41.886> obviously<00:04:42.224> it's<00:04:42.448> all<00:04:42.545> about<00:04:42.850> people<00:04:43.492> and<00:04:43.652> leadership<00:04:44.230> and<00:04:44.375> relationships.

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And<00:04:45.418> when<00:04:45.595> you<00:04:45.916> work<00:04:46.157> with<00:04:46.317> Bill<00:04:46.558> closely,<00:04:47.104> you<00:04:47.200> see<00:04:48.067> how<00:04:48.179> he<00:04:48.388> builds<00:04:48.725> relationships.

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I<00:04:49.688> bet<00:04:50.009> if<00:04:50.234> Bill<00:04:50.346> saw<00:04:50.635> you<00:04:50.796> today<00:04:51.053> on<00:04:51.133> the<00:04:51.229> street,<00:04:51.615> he<00:04:51.695> would<00:04:51.839> say<00:04:52.016> Clint<00:04:52.337> to<00:04:52.498> you,<00:04:53.204> would<00:04:53.300> know<00:04:53.461> you<00:04:53.557> by<00:04:53.718> name,<00:04:54.665> and<00:04:54.745> would<00:04:54.906> say<00:04:55.034> hi<00:04:55.227> to<00:04:55.371> you.

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And<00:04:55.548> he<00:04:55.692> has<00:04:55.853> this<00:04:56.029> incredible<00:04:56.591> gift<00:04:57.137> of<00:04:57.875> remembering<00:04:58.357> names,<00:04:58.999> people's<00:04:59.384> stories,<00:05:00.042> et<00:05:00.123> cetera.

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And<00:05:01.471> that's<00:05:01.889> really,<00:05:02.194> really<00:05:02.370> powerful<00:05:02.932> when<00:05:03.077> you<00:05:03.173> build<00:05:03.414> relationships<00:05:04.297> because<00:05:04.842> ultimately<00:05:05.982> We,<00:05:06.623> if<00:05:06.703> it's<00:05:06.896> ServiceNow,<00:05:07.489> if<00:05:07.585> it's<00:05:07.713> SAP,<00:05:08.210> if<00:05:08.451> it's<00:05:08.627> Optimizely,<00:05:09.733> we<00:05:09.829> sell<00:05:10.086> software.

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We<00:05:10.855> try<00:05:11.031> to<00:05:11.176> help<00:05:11.432> companies<00:05:12.009> run<00:05:12.314> better.

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We<00:05:12.795> try<00:05:13.099> to<00:05:13.195> help<00:05:13.500> them<00:05:14.382> grow<00:05:14.814> revenue,<00:05:15.760> become<00:05:16.065> more<00:05:16.225> efficient,<00:05:16.946> all<00:05:17.107> of<00:05:17.203> those<00:05:17.508> things.

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But<00:05:18.309> ultimately,<00:05:18.726> there<00:05:18.790> are<00:05:18.870> people<00:05:19.207> that<00:05:19.383> make<00:05:19.607> the<00:05:19.704> decisions<00:05:20.569> what<00:05:21.291> solutions<00:05:21.772> to<00:05:21.916> use.

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And<00:05:23.038> when<00:05:23.118> you<00:05:23.214> build<00:05:23.439> those<00:05:23.615> sort<00:05:23.855> of<00:05:24.000> relationships,<00:05:24.753> it<00:05:24.817> becomes<00:05:25.282> very,<00:05:25.458> very<00:05:25.763> possible,<00:05:26.372> very,<00:05:26.741> very<00:05:27.462> powerful.

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And,<00:05:29.290> you<00:05:29.322> know,<00:05:30.829> I,<00:05:31.053> I<00:05:31.871> text<00:05:32.191> Bill<00:05:32.816> all<00:05:32.896> the<00:05:32.993> time,<00:05:33.313> etc.

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And<00:05:33.874> we,<00:05:34.435> you<00:05:34.516> know,<00:05:34.980> he<00:05:35.061> gets<00:05:35.317> back<00:05:35.493> to<00:05:35.622> me.

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He's<00:05:35.878> one<00:05:35.974> of<00:05:36.119> the<00:05:36.199> busiest<00:05:36.583> people<00:05:36.824> on<00:05:36.904> the<00:05:37.000> planet.

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And<00:05:37.978> And<00:05:39.006> that<00:05:39.166> makes<00:05:39.407> a<00:05:39.471> difference.

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Yeah,<00:05:40.836> that's<00:05:41.012> what<00:05:41.093> blows<00:05:41.349> me<00:05:41.558> away<00:05:42.136> by—<00:05:42.457> and<00:05:42.602> obviously,<00:05:42.907> you<00:05:42.939> know<00:05:42.987> him<00:05:43.163> way<00:05:43.356> better<00:05:43.581> than<00:05:43.741> I<00:05:43.806> do,<00:05:43.902> but<00:05:44.127> what<00:05:44.223> blows<00:05:44.528> me<00:05:44.608> away<00:05:44.785> is<00:05:45.668> when<00:05:45.812> you<00:05:45.908> do<00:05:46.069> reach<00:05:46.294> out<00:05:46.406> to<00:05:46.454> him,<00:05:46.551> he<00:05:46.631> gets<00:05:46.872> back<00:05:47.177> to<00:05:47.273> you.

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It's<00:05:49.263> so—.

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And<00:05:49.986> quite<00:05:50.307> quickly.

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I<00:05:50.724> don't<00:05:50.917> even<00:05:51.013> understand<00:05:51.511> how<00:05:51.575> he<00:05:51.623> does<00:05:51.912> that.

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Yeah,<00:05:53.212> but<00:05:53.694> one<00:05:53.855> of<00:05:53.935> the<00:05:54.079> things—<00:05:54.641> I<00:05:54.818> was<00:05:55.042> a<00:05:55.058> chief<00:05:55.315> of<00:05:55.379> staff<00:05:55.701> for<00:05:55.877> a<00:05:55.925> while.

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One<00:05:56.407> of<00:05:56.503> the<00:05:56.583> things<00:05:56.905> is<00:05:57.001> about<00:05:57.290> how<00:05:57.466> fast<00:05:57.932> you<00:05:58.991> come<00:05:59.152> back<00:05:59.393> to<00:05:59.473> people.

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I<00:06:00.837> mean,<00:06:01.319> some<00:06:01.544> people<00:06:01.785> have<00:06:01.961> meetings<00:06:02.924> and<00:06:03.004> don't<00:06:03.229> follow<00:06:03.470> up<00:06:03.647> after<00:06:03.952> the<00:06:04.032> meeting<00:06:04.289> for<00:06:04.449> days.

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You<00:06:05.188> know,<00:06:07.678> when<00:06:07.823> you<00:06:07.904> work<00:06:08.163> with<00:06:08.324> someone<00:06:08.567> like<00:06:08.793> Bill,<00:06:09.117> when<00:06:09.214> you<00:06:09.294> work<00:06:09.537> at<00:06:09.682> Optimizely,<00:06:10.329> you<00:06:10.410> know,<00:06:11.073> you<00:06:11.153> better<00:06:11.396> send<00:06:11.655> a<00:06:11.703> note<00:06:12.188> after<00:06:12.382> you<00:06:12.447> have<00:06:12.544> a<00:06:12.673> customer<00:06:13.029> meeting<00:06:13.482> right<00:06:13.724> away.

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You<00:06:14.241> know,<00:06:14.387> it<00:06:14.468> needs<00:06:14.662> to<00:06:14.775> come<00:06:14.840> within<00:06:15.034> the<00:06:15.131> next<00:06:15.422> 2,<00:06:15.600> 4<00:06:15.924> hours.

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If<00:06:16.491> you<00:06:16.653> don't,<00:06:17.203> you<00:06:17.284> know,<00:06:17.931> and<00:06:18.012> I<00:06:18.029> think<00:06:18.207> that<00:06:18.352> there's<00:06:18.692> so<00:06:18.854> much<00:06:19.146> in<00:06:19.307> life<00:06:19.566> is<00:06:19.664> about<00:06:19.971> that,<00:06:20.214> Clint.

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It's<00:06:20.683> just<00:06:20.942> the<00:06:21.023> responsiveness.

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I<00:06:22.532> mean,<00:06:22.693> there's<00:06:22.854> some<00:06:23.015> very<00:06:23.433> simple<00:06:23.900> things<00:06:24.126> you<00:06:24.158> can<00:06:24.367> do<00:06:24.464> in<00:06:24.609> life<00:06:24.867> to<00:06:24.963> be<00:06:25.092> more<00:06:25.205> successful.

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You<00:06:26.412> know,<00:06:26.573> number<00:06:26.863> one,<00:06:27.024> show<00:06:27.346> up.

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You<00:06:27.846> know,<00:06:28.087> I<00:06:28.103> mean,<00:06:28.554> showing<00:06:28.892> up<00:06:29.037> is<00:06:29.134> half<00:06:29.359> of<00:06:29.456> the<00:06:29.601> game.

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The<00:06:30.325> other<00:06:30.486> part<00:06:30.760> is<00:06:30.889> just<00:06:31.050> get<00:06:31.227> back<00:06:31.694> quickly<00:06:31.954> to<00:06:32.124> people.

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Don't<00:06:33.399> wait.

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To<00:06:34.273> get<00:06:34.434> back<00:06:34.659> to<00:06:34.739> somebody.

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And,<00:06:35.639> you<00:06:35.720> know,<00:06:35.864> responding<00:06:36.443> quickly<00:06:38.774> tells<00:06:39.015> the<00:06:39.160> other<00:06:39.337> person<00:06:39.659> they're<00:06:39.819> valuable<00:06:40.302> to<00:06:40.527> you,<00:06:41.347> and<00:06:41.427> that<00:06:41.652> immediately<00:06:42.006> makes<00:06:42.247> a<00:06:42.360> big,<00:06:42.472> big<00:06:42.633> difference.

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Yeah,<00:06:44.711> yeah,<00:06:45.291> yeah.

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I<00:06:45.693> completely<00:06:46.321> agree<00:06:46.547> with<00:06:46.724> that.

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How,<00:06:47.851> um,<00:06:48.657> I<00:06:48.689> mean,<00:06:49.220> AI<00:06:49.478> obviously<00:06:50.026> is<00:06:50.203> changing<00:06:50.766> every<00:06:51.089> industry<00:06:51.976> in<00:06:52.073> a<00:06:52.445> massive,<00:06:52.930> massive<00:06:53.189> way,<00:06:53.350> and<00:06:53.415> it'll<00:06:53.738> change<00:06:53.981> humanity<00:06:54.546> over<00:06:54.724> the<00:06:54.773> next,<00:06:55.775> you<00:06:55.856> know,<00:06:56.082> 10,<00:06:56.325> 15<00:06:56.745> years.

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But<00:06:58.119> in<00:06:58.200> particular,<00:06:58.750> it<00:06:58.782> seems<00:06:59.008> like<00:06:59.170> marketing<00:06:59.655> may<00:06:59.817> have<00:06:59.962> been<00:07:00.124> like<00:07:00.302> one<00:07:00.399> of<00:07:00.464> the<00:07:00.560> first<00:07:01.013> areas<00:07:01.350> where<00:07:01.535> it<00:07:01.831> really<00:07:02.262> figured<00:07:02.566> out<00:07:03.047> a<00:07:03.063> niche<00:07:03.768> and<00:07:03.864> a<00:07:04.249> role<00:07:04.570> to<00:07:04.666> play.

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How<00:07:05.628> are<00:07:05.772> you<00:07:05.948> thinking<00:07:06.269> about<00:07:06.654> AI?

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How<00:07:07.215> are<00:07:07.375> you<00:07:07.551> using<00:07:07.936> it<00:07:08.032> inside<00:07:08.337> of<00:07:08.433> Optimizely?

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And<00:07:09.859> how<00:07:10.036> should<00:07:10.260> people<00:07:10.533> think<00:07:10.821> about<00:07:11.142> it<00:07:11.783> as<00:07:11.959> they<00:07:12.600> kind<00:07:12.937> of<00:07:13.065> use<00:07:13.322> it<00:07:13.402> in<00:07:13.482> a<00:07:13.546> marketing,<00:07:14.347> as<00:07:14.428> a<00:07:14.460> marketing<00:07:14.828> tool?

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Yeah,<00:07:16.608> so<00:07:17.024> the<00:07:17.153> way<00:07:17.329> we<00:07:17.489> think<00:07:17.746> about<00:07:18.130> it<00:07:18.355> is,<00:07:18.852> you<00:07:18.948> know,<00:07:18.996> I<00:07:19.092> think<00:07:19.252> the<00:07:19.397> first<00:07:19.653> phase<00:07:19.910> of<00:07:20.054> AI<00:07:20.374> was<00:07:20.599> really<00:07:20.839> helping<00:07:21.240> you<00:07:21.336> with<00:07:21.977> very,<00:07:22.763> you<00:07:22.843> know,<00:07:22.891> menial<00:07:23.404> tasks,<00:07:24.125> helping<00:07:24.462> you<00:07:24.622> to<00:07:24.782> get<00:07:25.504> good<00:07:25.648> drafts<00:07:26.225> a<00:07:26.289> little<00:07:26.385> bit<00:07:26.546> faster.

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You<00:07:27.491> know,<00:07:27.604> some<00:07:27.828> of<00:07:27.924> it<00:07:28.052> was<00:07:28.165> a<00:07:28.229> little<00:07:28.357> bit<00:07:28.533> gimmicky,<00:07:29.190> you<00:07:29.287> know,<00:07:30.378> and<00:07:30.490> so<00:07:30.619> on.

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But<00:07:31.020> what<00:07:31.117> I<00:07:31.197> see<00:07:31.518> where<00:07:31.679> companies<00:07:32.241> really<00:07:32.546> adopt<00:07:33.108> AI<00:07:33.928> is<00:07:34.072> really<00:07:34.249> to<00:07:34.345> say<00:07:34.570> like,<00:07:34.811> what<00:07:35.197> are<00:07:35.678> the<00:07:35.935> tasks<00:07:36.642> or<00:07:36.723> chains<00:07:37.124> of<00:07:37.301> tasks<00:07:37.783> that<00:07:37.943> can<00:07:38.104> actually<00:07:38.425> do<00:07:38.650> for<00:07:38.907> us?

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Yeah.

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And,<00:07:41.300> you<00:07:41.493> know,<00:07:41.638> when<00:07:41.734> you<00:07:41.863> think<00:07:42.039> about<00:07:42.264> a<00:07:42.280> system<00:07:42.682> like<00:07:42.907> Optimizely,<00:07:43.629> we<00:07:43.726> have<00:07:43.870> companies<00:07:44.272> like<00:07:44.465> Salesforce,<00:07:45.155> for<00:07:45.236> instance,<00:07:45.959> or<00:07:46.697> Standard<00:07:47.083> Chartered<00:07:47.501> Bank,<00:07:48.207> or,<00:07:49.653> you<00:07:49.749> know,<00:07:49.910> GE<00:07:50.135> Healthcare,<00:07:50.585> some<00:07:50.697> of<00:07:50.858> the<00:07:51.034> world's<00:07:51.340> largest<00:07:51.677> companies<00:07:52.159> who<00:07:52.303> use<00:07:52.544> our<00:07:52.641> platform<00:07:53.283> to<00:07:53.412> manage<00:07:53.765> their<00:07:53.829> entire<00:07:54.472> content<00:07:54.889> calendar.

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All<00:07:56.013> things<00:07:56.334> that<00:07:56.494> they're<00:07:56.638> working<00:07:57.039> on.

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So<00:07:58.017> imagine<00:07:58.578> you<00:07:58.723> have<00:07:58.915> something<00:07:59.284> you<00:07:59.380> work<00:07:59.685> on<00:07:59.941> and<00:08:00.086> you<00:08:00.182> want<00:08:00.422> to<00:08:00.583> make<00:08:00.904> a<00:08:00.920> shift<00:08:01.545> to<00:08:01.689> your<00:08:01.866> project<00:08:02.683> and<00:08:02.748> you<00:08:02.892> want<00:08:03.068> to<00:08:03.373> have<00:08:03.870> 100<00:08:04.335> different<00:08:04.672> tasks<00:08:05.794> be<00:08:05.939> changed<00:08:06.355> in<00:08:06.452> the<00:08:06.532> same<00:08:06.917> way.

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Yeah.

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You<00:08:08.745> know,<00:08:08.921> an<00:08:09.146> agent<00:08:09.627> in<00:08:09.787> AI<00:08:10.268> will<00:08:10.364> be<00:08:10.589> able<00:08:10.765> to<00:08:10.909> do<00:08:11.086> this<00:08:11.310> for<00:08:11.631> you<00:08:12.128> versus<00:08:12.529> you<00:08:12.769> going<00:08:13.170> through<00:08:13.331> 100<00:08:13.796> different<00:08:14.052> steps<00:08:14.614> and<00:08:14.710> adjusting<00:08:15.255> them.

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Yeah.

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And<00:08:16.842> so<00:08:17.323> we<00:08:17.500> see<00:08:17.821> that<00:08:17.981> there's<00:08:18.221> a<00:08:18.526> big<00:08:18.702> potential<00:08:19.729> with,<00:08:20.065> you<00:08:20.146> know,<00:08:20.370> the<00:08:20.627> agentic<00:08:21.172> architecture<00:08:21.765> that<00:08:21.990> we<00:08:22.134> have<00:08:22.310> to<00:08:22.455> actually<00:08:23.096> in<00:08:23.209> the<00:08:23.353> workflow<00:08:24.462> to<00:08:24.542> make<00:08:24.783> things<00:08:25.184> go<00:08:25.361> faster<00:08:26.164> and<00:08:26.244> actually<00:08:26.630> help<00:08:26.887> people<00:08:27.208> take<00:08:27.465> some<00:08:27.674> of<00:08:27.834> these<00:08:28.011> steps.

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And<00:08:29.039> I<00:08:29.055> think<00:08:29.296> that's<00:08:29.537> a<00:08:29.617> big<00:08:29.858> difference<00:08:30.179> between<00:08:30.501> generative<00:08:31.528> and<00:08:32.332> agents<00:08:32.733> that<00:08:32.829> are<00:08:32.910> coming<00:08:33.311> in<00:08:34.179> is<00:08:34.516> it's,<00:08:35.062> you<00:08:35.094> know,<00:08:35.239> the<00:08:35.319> creative<00:08:35.881> part.

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I<00:08:37.246> think<00:08:37.407> human<00:08:37.728> beings<00:08:38.130> will<00:08:39.318> want<00:08:39.479> to<00:08:39.559> maintain<00:08:39.977> this<00:08:40.137> for<00:08:40.314> a<00:08:40.378> while<00:08:40.956> to<00:08:41.101> be<00:08:41.261> creative<00:08:41.743> and<00:08:41.824> it<00:08:41.904> can<00:08:42.048> help<00:08:42.305> in<00:08:42.386> the<00:08:42.466> creative<00:08:43.494> part.

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But<00:08:44.715> I<00:08:44.859> do<00:08:45.036> think<00:08:45.277> that<00:08:45.421> the<00:08:45.582> benefits<00:08:46.224> around<00:08:46.481> the<00:08:46.626> workflow<00:08:47.188> are<00:08:47.268> going<00:08:47.381> to<00:08:47.445> be<00:08:47.589> far<00:08:48.312> more<00:08:48.425> significant.

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And<00:08:49.677> that's<00:08:49.933> where<00:08:50.174> our<00:08:50.334> customers<00:08:50.896> have<00:08:51.056> the<00:08:51.136> most<00:08:51.457> interest<00:08:52.002> on.

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And<00:08:53.927> the<00:08:54.328> interesting<00:08:55.050> part<00:08:55.322> is<00:08:55.707> what<00:08:55.852> we<00:08:55.948> try<00:08:56.189> to<00:08:56.333> do<00:08:56.429> with<00:08:56.574> an<00:08:56.670> Optimized<00:08:57.295> is<00:08:57.889> it's<00:08:58.097> all<00:08:58.274> based<00:08:58.578> on<00:08:58.675> your<00:08:58.835> brand.

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It's<00:08:59.701> all<00:08:59.878> based<00:09:00.503> on<00:09:00.664> the<00:09:00.760> data<00:09:01.241> we<00:09:01.401> have<00:09:01.963> around<00:09:02.909> the<00:09:03.005> projects<00:09:03.470> that<00:09:03.631> you<00:09:03.663> have<00:09:03.759> run<00:09:03.984> in<00:09:04.048> the<00:09:04.192> past.

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So<00:09:05.251> in<00:09:05.571> many<00:09:05.876> ways,<00:09:06.133> it<00:09:06.277> actually<00:09:06.919> keeps<00:09:07.657> it<00:09:07.737> very<00:09:08.041> consistent<00:09:08.940> and<00:09:09.341> understands<00:09:09.806> your<00:09:09.902> context<00:09:10.479> of<00:09:10.624> the<00:09:10.704> work.

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But<00:09:11.730> at<00:09:11.827> the<00:09:11.907> same<00:09:12.212> time,<00:09:13.030> you<00:09:13.174> can<00:09:13.334> actually<00:09:13.655> tell<00:09:13.912> it,<00:09:14.217> like<00:09:14.473> when<00:09:14.634> we<00:09:14.810> run<00:09:14.970> a<00:09:15.035> campaign,<00:09:15.676> we<00:09:15.901> always<00:09:16.157> create<00:09:16.462> the<00:09:16.558> same<00:09:16.863> 5<00:09:17.280> assets.

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Yeah.

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And<00:09:18.825> then<00:09:18.922> the<00:09:19.149> agent<00:09:19.490> can<00:09:19.652> actually<00:09:19.896> do<00:09:20.058> this<00:09:20.220> for<00:09:20.529> you,<00:09:20.788> which<00:09:20.951> is<00:09:21.048> very<00:09:21.259> powerful.

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How<00:09:23.368> hard<00:09:23.563> is<00:09:23.709> it<00:09:23.855> currently<00:09:24.277> to<00:09:24.423> build<00:09:24.683> an<00:09:24.764> agent?

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Yeah,<00:09:27.405> we<00:09:27.647> currently,<00:09:28.456> we<00:09:28.699> built<00:09:29.006> the<00:09:29.330> agent<00:09:31.756> concept<00:09:32.241> for<00:09:32.484> you,<00:09:32.646> but<00:09:32.808> you<00:09:32.969> actually<00:09:33.212> start<00:09:33.471> to<00:09:33.552> define<00:09:33.956> it.

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So<00:09:34.506> you<00:09:34.668> would<00:09:34.830> go<00:09:34.943> into<00:09:35.089> our<00:09:35.250> system<00:09:35.639> and<00:09:35.719> you<00:09:35.817> would<00:09:35.962> say,<00:09:36.750> you<00:09:36.814> know,<00:09:37.171> in<00:09:37.495> our<00:09:37.755> context<00:09:38.338> as<00:09:38.484> a<00:09:38.565> company,<00:09:39.619> these<00:09:39.927> are<00:09:40.024> the<00:09:40.105> steps<00:09:40.510> that<00:09:40.656> we<00:09:40.754> would<00:09:40.916> most<00:09:41.224> typically<00:09:41.726> do<00:09:42.050> when<00:09:42.196> we<00:09:42.294> do<00:09:42.439> an<00:09:42.520> activity.

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So<00:09:44.147> then<00:09:44.390> the<00:09:44.616> agent<00:09:45.262> learns<00:09:45.569> from<00:09:45.698> that<00:09:45.908> activity<00:09:47.136> and<00:09:47.281> then<00:09:47.846> ultimately<00:09:49.462> drives<00:09:49.801> it.

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We<00:09:50.027> have<00:09:50.124> a<00:09:50.205> very<00:09:50.383> strong<00:09:50.754> partnership<00:09:51.110> with<00:09:51.336> Google.

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We<00:09:52.208> use<00:09:52.386> Google<00:09:52.709> Gemini<00:09:53.032> in<00:09:53.176> our<00:09:53.353> platform.

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You<00:09:54.157> can<00:09:54.301> also<00:09:54.542> bring<00:09:54.800> in<00:09:54.880> your<00:09:55.105> own<00:09:55.909> LLM.

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But<00:09:56.953> the<00:09:56.986> most<00:09:57.291> important<00:09:57.612> part<00:09:57.853> is<00:09:57.934> that<00:09:58.078> it<00:09:58.175> actually<00:09:58.496> knows<00:09:59.605> what<00:09:59.718> are<00:09:59.846> you<00:10:00.007> working<00:10:00.345> in<00:10:00.811> and<00:10:00.988> that<00:10:01.213> you<00:10:01.373> as<00:10:01.470> a<00:10:01.550> company<00:10:01.872> keep<00:10:02.117> control<00:10:02.998> over<00:10:03.259> what<00:10:03.488> actually<00:10:03.749> is<00:10:03.912> being<00:10:04.222> done<00:10:04.483> and<00:10:04.565> how<00:10:04.809> it's<00:10:05.054> done.

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And<00:10:05.854> that's<00:10:06.033> what<00:10:06.180> I<00:10:06.278> see<00:10:06.506> with<00:10:06.669> enterprises.

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The<00:10:09.285> adoption<00:10:10.377> is<00:10:10.675> always<00:10:11.552> lacking<00:10:11.937> a<00:10:12.017> little<00:10:12.193> bit<00:10:12.338> to<00:10:12.434> the<00:10:12.578> hype<00:10:12.915> in<00:10:12.995> the<00:10:13.059> marketplace,<00:10:14.262> but<00:10:14.358> it<00:10:14.438> will<00:10:14.599> catch<00:10:14.903> up.

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It's<00:10:15.385> just<00:10:15.561> a<00:10:15.625> matter<00:10:15.882> of<00:10:15.978> time.

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It<00:10:16.828> will<00:10:17.004> catch<00:10:17.309> up,<00:10:17.566> but<00:10:17.710> there's<00:10:17.950> hype,<00:10:18.351> obviously.

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But<00:10:19.474> I<00:10:19.490> think<00:10:19.714> what<00:10:19.875> companies<00:10:20.853> need<00:10:21.190> in<00:10:21.318> order<00:10:21.495> to<00:10:21.655> really<00:10:21.879> feel<00:10:22.056> comfortable<00:10:23.162> is<00:10:23.323> that<00:10:23.419> they<00:10:23.499> need<00:10:23.740> to<00:10:23.884> have<00:10:24.205> the<00:10:24.285> sense<00:10:24.766> of<00:10:25.664> both<00:10:25.905> control<00:10:26.626> and<00:10:26.771> definition<00:10:27.604> of<00:10:27.669> how<00:10:27.893> the<00:10:28.054> AI<00:10:28.310> is<00:10:28.454> being<00:10:28.615> used.

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Yeah.

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How<00:10:30.475> do<00:10:30.619> you,<00:10:31.277> how<00:10:31.357> do<00:10:31.501> you<00:10:31.742> as<00:10:31.983> a,<00:10:32.464> you<00:10:32.496> know,<00:10:32.656> selling<00:10:33.121> this<00:10:33.281> software,<00:10:33.682> selling,<00:10:34.324> you<00:10:34.404> know,<00:10:34.709> agents<00:10:35.126> and<00:10:35.687> really<00:10:35.911> kind<00:10:36.088> of<00:10:36.152> helping<00:10:36.489> people<00:10:36.729> understand<00:10:38.077> how<00:10:38.334> AI<00:10:38.880> is<00:10:38.976> going<00:10:39.152> to<00:10:39.217> be<00:10:39.457> a<00:10:39.602> very<00:10:39.843> important<00:10:40.180> part<00:10:40.340> of<00:10:40.404> their<00:10:40.565> workflow<00:10:40.998> moving<00:10:41.384> forward.

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How<00:10:42.363> do<00:10:42.443> you<00:10:42.652> get<00:10:42.828> them<00:10:42.989> to<00:10:43.133> have<00:10:43.454> that<00:10:43.695> confidence?

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That<00:10:44.353> does<00:10:44.594> seem<00:10:44.755> like<00:10:44.931> a<00:10:45.076> big<00:10:45.381> piece<00:10:45.718> of<00:10:45.878> AI<00:10:46.360> here<00:10:46.601> is<00:10:46.745> like,<00:10:47.548> how<00:10:47.869> am<00:10:48.030> I<00:10:48.190> confident<00:10:48.688> that<00:10:48.912> what<00:10:49.073> I'm<00:10:49.474> using<00:10:50.373> is<00:10:50.598> actually<00:10:50.855> going<00:10:50.951> to<00:10:51.079> produce<00:10:51.417> the<00:10:51.561> results?

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Yeah,<00:10:53.407> and<00:10:53.568> I<00:10:53.584> think<00:10:53.808> that's<00:10:54.402> a<00:10:54.467> big<00:10:54.691> part.

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I<00:10:54.964> mean,<00:10:55.093> like,<00:10:55.349> look,<00:10:55.574> I<00:10:55.735> believe<00:10:56.008> in<00:10:56.136> authentic<00:10:56.618> communication.

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For<00:10:57.420> instance,<00:10:57.822> I<00:10:57.918> write<00:10:58.143> all<00:10:58.255> my<00:10:58.480> own<00:10:58.640> LinkedIn<00:10:59.042> posts<00:10:59.523> and<00:10:59.603> other<00:10:59.844> things,<00:11:00.085> and<00:11:00.181> I<00:11:00.326> believe<00:11:00.791> authenticity<00:11:01.466> is<00:11:01.610> very<00:11:01.835> important.

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And<00:11:03.135> I<00:11:03.215> think<00:11:03.440> that's<00:11:03.697> one<00:11:03.873> of<00:11:04.018> the<00:11:04.098> things<00:11:04.499> where<00:11:05.366> AI<00:11:07.002> is<00:11:07.211> challenged<00:11:07.628> by<00:11:07.933> to<00:11:08.029> be<00:11:08.189> really<00:11:08.911> that<00:11:09.071> authentic<00:11:09.857> in<00:11:09.954> terms<00:11:10.194> of<00:11:10.258> the<00:11:10.355> brand<00:11:10.756> voice.

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I<00:11:11.798> think<00:11:12.039> that<00:11:12.600> the<00:11:12.680> interesting<00:11:13.145> part<00:11:13.386> where<00:11:13.498> it<00:11:13.643> will<00:11:13.803> come<00:11:14.188> in<00:11:14.364> is<00:11:15.311> ultimately<00:11:15.792> what<00:11:15.952> are<00:11:15.984> the<00:11:16.129> business<00:11:16.482> results<00:11:17.011> and<00:11:17.091> the<00:11:17.171> business<00:11:17.556> value<00:11:17.829> that<00:11:17.989> it<00:11:18.134> can<00:11:18.294> create.

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Yeah.

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So<00:11:19.722> because<00:11:20.379> technology,<00:11:21.502> be<00:11:21.743> it,<00:11:22.465> you<00:11:22.545> know,<00:11:23.026> the<00:11:23.106> internet,<00:11:23.587> be<00:11:23.684> it<00:11:23.812> mobile,<00:11:24.309> be<00:11:24.470> it<00:11:24.534> now<00:11:24.774> AI,<00:11:25.656> you<00:11:25.689> know,<00:11:25.817> it<00:11:25.913> does<00:11:26.154> come<00:11:26.378> and<00:11:26.539> go<00:11:26.875> and<00:11:27.020> it<00:11:27.260> continues<00:11:27.677> to<00:11:27.854> evolve,<00:11:28.640> but<00:11:29.121> it's<00:11:29.346> always<00:11:29.682> in<00:11:30.340> service<00:11:30.966> of<00:11:31.062> something<00:11:31.447> we<00:11:31.607> want<00:11:31.832> to<00:11:31.928> achieve<00:11:32.489> as<00:11:32.570> human<00:11:32.890> beings.

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And<00:11:33.934> so<00:11:34.094> when<00:11:34.239> I<00:11:34.335> run<00:11:34.496> a<00:11:34.640> company,<00:11:36.166> you<00:11:36.198> know,<00:11:36.327> and<00:11:36.407> I<00:11:36.423> look<00:11:36.664> at<00:11:36.744> my<00:11:36.841> marketing,<00:11:38.013> there<00:11:38.254> are<00:11:38.351> certain<00:11:38.511> things<00:11:39.475> that<00:11:39.619> I<00:11:39.716> want<00:11:39.876> to<00:11:40.021> have<00:11:40.198> happen<00:11:40.519> faster.

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There<00:11:41.547> are<00:11:41.627> other<00:11:41.723> things<00:11:42.109> I<00:11:42.205> want<00:11:42.446> to<00:11:42.510> do<00:11:42.848> more<00:11:43.008> cost-effectively.

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One<00:11:44.695> of<00:11:44.919> our<00:11:45.176> biggest<00:11:45.482> challenges<00:11:45.963> that<00:11:46.285> all<00:11:46.397> of<00:11:46.526> our<00:11:46.702> customers<00:11:47.248> have<00:11:47.570> is<00:11:48.373> they<00:11:49.015> lack<00:11:49.272> resources<00:11:49.995> to<00:11:50.075> do<00:11:50.236> certain<00:11:50.637> things.

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You<00:11:51.215> know,<00:11:51.424> we<00:11:51.585> are<00:11:51.617> one<00:11:51.778> of<00:11:51.922> the<00:11:52.002> largest<00:11:52.484> platforms,<00:11:53.062> not<00:11:53.271> if<00:11:53.368> the<00:11:53.528> largest<00:11:53.930> platform<00:11:54.331> for<00:11:54.412> experimentation<00:11:55.150> and<00:11:55.279> testing.

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A<00:11:56.419> lot<00:11:56.564> of<00:11:56.660> companies<00:11:57.062> want<00:11:57.174> to<00:11:57.479> run<00:11:57.704> more<00:11:57.945> tests,<00:11:58.507> want<00:11:58.652> to<00:11:58.748> do<00:11:58.909> more<00:11:59.069> testing.

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But<00:12:00.033> they<00:12:00.178> lack<00:12:00.418> the<00:12:00.515> resources<00:12:01.238> to<00:12:01.302> actually<00:12:01.704> do<00:12:01.880> it.

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And<00:12:02.764> so<00:12:03.166> AI<00:12:03.632> obviously<00:12:03.985> solves<00:12:05.093> and<00:12:05.238> can<00:12:05.479> solve<00:12:05.897> that<00:12:06.845> issue.

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And<00:12:07.985> having<00:12:09.013> a<00:12:09.029> second<00:12:09.495> Clint<00:12:09.833> or<00:12:09.913> a<00:12:09.993> second<00:12:10.540> Alex<00:12:10.797> in<00:12:10.957> the<00:12:11.038> company<00:12:11.471> can<00:12:12.162> be<00:12:12.323> really<00:12:12.644> helpful<00:12:13.849> for<00:12:14.010> companies<00:12:14.492> to<00:12:14.636> scale.

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And<00:12:16.194> it<00:12:16.243> doesn't<00:12:16.532> mean<00:12:16.660> that<00:12:16.821> they<00:12:16.901> replace<00:12:17.447> Clint<00:12:17.769> or<00:12:17.865> Alex,<00:12:18.508> but<00:12:18.668> it<00:12:18.813> means<00:12:19.134> like,<00:12:19.311> hey,<00:12:19.536> it<00:12:19.632> actually<00:12:19.922> allows<00:12:20.195> me<00:12:20.275> to<00:12:20.436> do<00:12:20.580> more.

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And<00:12:21.624> I<00:12:21.705> think<00:12:21.881> that's<00:12:22.106> what<00:12:22.219> I<00:12:22.347> find<00:12:22.604> in<00:12:22.637> many<00:12:22.926> companies.

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They<00:12:23.729> have<00:12:23.906> such<00:12:24.211> a<00:12:24.372> long<00:12:24.757> to-do<00:12:25.078> list<00:12:25.319> of<00:12:25.496> what<00:12:25.737> they<00:12:25.801> actually<00:12:26.219> want<00:12:26.444> to<00:12:26.540> do.

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A<00:12:27.825> very<00:12:28.066> simple<00:12:28.452> example<00:12:28.949> of<00:12:29.094> what<00:12:29.271> we<00:12:29.367> saw<00:12:29.672> a<00:12:29.817> lot<00:12:29.977> of<00:12:30.074> adoption<00:12:30.555> in,<00:12:31.262> you<00:12:31.358> know,<00:12:31.583> we<00:12:31.744> are<00:12:31.824> on<00:12:31.905> a<00:12:32.001> lot<00:12:32.162> of<00:12:32.242> websites,<00:12:32.868> we<00:12:32.900> have<00:12:32.981> a<00:12:33.045> lot<00:12:33.189> of<00:12:33.511> help<00:12:33.751> companies<00:12:34.089> with<00:12:34.394> their<00:12:34.924> digital<00:12:35.598> presence.

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One<00:12:36.980> of<00:12:37.060> the<00:12:37.204> biggest<00:12:37.461> topics<00:12:38.088> is<00:12:38.409> translations<00:12:39.148> of<00:12:39.244> the<00:12:39.453> websites.

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You<00:12:40.609> know,<00:12:40.995> now<00:12:41.316> it's<00:12:41.637> a<00:12:41.653> simple<00:12:42.183> use<00:12:42.360> case,<00:12:42.826> but<00:12:42.986> this<00:12:43.227> costs<00:12:43.484> companies<00:12:44.271> tens<00:12:44.512> of<00:12:44.608> thousands<00:12:45.010> of<00:12:45.106> dollars<00:12:45.492> to<00:12:45.636> do.

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Now<00:12:46.696> we<00:12:46.841> are<00:12:46.921> talking<00:12:47.242> about<00:12:47.403> hundreds<00:12:47.885> of<00:12:47.981> dollars<00:12:48.463> and<00:12:48.543> we<00:12:48.688> are<00:12:48.784> talking<00:12:49.201> about<00:12:49.523> it<00:12:49.667> being<00:12:49.972> immediately<00:12:50.390> there.

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That's<00:12:51.819> a<00:12:51.916> huge<00:12:52.622> value<00:12:52.895> driver<00:12:53.361> for<00:12:53.522> something<00:12:53.843> that<00:12:54.068> is<00:12:54.228> otherwise<00:12:54.662> not<00:12:54.806> very<00:12:55.047> differentiating.

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But<00:12:56.316> it's<00:12:56.493> necessary.

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And<00:12:57.618> that's<00:12:57.843> a<00:12:57.923> great<00:12:58.164> example<00:12:58.582> of<00:12:58.678> applying<00:12:59.128> AI.

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Yeah.

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Yeah.

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That,<00:13:02.583> that<00:13:02.824> is<00:13:04.286> the<00:13:04.431> way<00:13:04.913> AI<00:13:05.250> is<00:13:05.395> going<00:13:05.523> to<00:13:05.571> be<00:13:05.732> integrated<00:13:06.134> into<00:13:06.295> workflows<00:13:06.857> and<00:13:06.953> into<00:13:07.178> companies<00:13:07.596> is<00:13:07.741> fascinating,<00:13:08.383> both<00:13:08.865> internally.

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It<00:13:10.392> does<00:13:10.569> seem<00:13:10.778> like<00:13:10.890> a<00:13:11.035> lot<00:13:11.211> of<00:13:11.292> it<00:13:11.452> is<00:13:11.677> internal.

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Like,<00:13:12.866> how<00:13:12.963> do<00:13:13.043> you<00:13:13.429> become<00:13:13.766> more<00:13:13.927> efficient<00:13:14.489> as<00:13:14.650> a<00:13:14.714> company?

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And<00:13:15.293> then,<00:13:15.534> you<00:13:15.630> know,<00:13:15.871> it's<00:13:16.096> soon<00:13:16.353> it'll<00:13:16.498> be<00:13:16.739> even<00:13:16.900> like<00:13:17.141> externally<00:13:18.265> in<00:13:18.426> the<00:13:18.571> products<00:13:19.069> and,<00:13:19.213> you<00:13:19.294> know,<00:13:19.374> all<00:13:19.454> of<00:13:19.631> those<00:13:19.872> types<00:13:20.049> of<00:13:20.113> things,<00:13:20.338> which<00:13:20.434> you're<00:13:20.563> already<00:13:20.836> doing<00:13:21.141> through<00:13:21.302> Optimizely.

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Uh,<00:13:22.637> what<00:13:22.751> does<00:13:22.865> the<00:13:22.962> typical<00:13:23.286> day<00:13:23.449> look<00:13:23.676> like<00:13:23.935> for<00:13:24.081> you<00:13:24.341> as<00:13:24.438> CEO?

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Well,<00:13:26.714> my<00:13:26.746> typical<00:13:27.148> day,<00:13:27.405> you<00:13:27.502> know,<00:13:28.048> uh,<00:13:28.305> it's<00:13:28.450> an<00:13:28.530> interesting<00:13:28.916> word<00:13:29.173> to<00:13:29.414> use<00:13:29.575> the<00:13:29.672> word<00:13:29.832> typical,<00:13:30.620> you<00:13:30.700> know,<00:13:31.022> because,<00:13:31.504> uh,<00:13:32.372> I<00:13:32.388> think<00:13:33.417> the,<00:13:33.513> the,<00:13:33.754> the<00:13:33.915> fun<00:13:34.156> part<00:13:34.478> is<00:13:34.558> that<00:13:34.719> it's<00:13:34.863> obviously<00:13:35.137> not<00:13:35.378> so,<00:13:36.575> so<00:13:36.737> typical,<00:13:37.141> but<00:13:37.238> there<00:13:37.383> are<00:13:37.464> certain<00:13:37.852> consistent<00:13:38.338> parts,<00:13:38.661> obviously.

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You<00:13:39.098> know,<00:13:39.308> I,<00:13:39.793> I<00:13:39.874> have<00:13:39.987> a<00:13:40.052> very<00:13:40.294> simple<00:13:40.941> mantra.

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I<00:13:41.491> want<00:13:41.588> to<00:13:41.685> speak<00:13:41.993> to<00:13:42.073> one<00:13:42.300> customer<00:13:42.639> a<00:13:42.720> day.

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Uh,<00:13:43.772> I've<00:13:44.014> done<00:13:44.176> this<00:13:44.321> in<00:13:44.354> my<00:13:44.402> entire<00:13:44.710> career<00:13:45.132> where<00:13:45.294> I<00:13:45.310> said<00:13:45.537> like,<00:13:45.732> look,<00:13:45.960> I<00:13:46.041> need<00:13:46.203> to<00:13:46.301> speak<00:13:46.528> to<00:13:46.674> a<00:13:46.755> customer<00:13:47.096> a<00:13:47.177> day.

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It's<00:13:48.644> the<00:13:48.885> part<00:13:49.206> where<00:13:49.350> I<00:13:49.366> get<00:13:49.591> the<00:13:49.623> most<00:13:50.008> energy<00:13:50.410> from,<00:13:51.436> is<00:13:51.597> from<00:13:51.773> the<00:13:51.918> conversations.

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I'm<00:13:52.816> not<00:13:53.282> a<00:13:53.298> big<00:13:53.458> fan<00:13:53.699> of<00:13:53.876> playing<00:13:54.245> office,<00:13:54.967> you<00:13:54.999> know,<00:13:55.304> and<00:13:55.464> being<00:13:55.769> in<00:13:55.865> the<00:13:56.010> office<00:13:56.828> to<00:13:57.695> just<00:13:57.951> do<00:13:58.112> that.

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I<00:13:58.577> want<00:13:58.673> to<00:13:58.754> be<00:13:58.978> out<00:13:59.155> there.

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I<00:13:59.781> think<00:13:59.957> it's<00:14:00.102> important<00:14:00.583> that<00:14:00.743> you<00:14:00.824> connect<00:14:01.161> to<00:14:02.123> your<00:14:02.268> customers,<00:14:02.846> your<00:14:03.006> partners,<00:14:03.648> etc.

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And<00:14:04.514> I<00:14:04.675> also<00:14:04.916> take<00:14:05.156> a<00:14:05.236> lot<00:14:05.429> of<00:14:06.360> joy<00:14:06.681> out<00:14:06.793> of<00:14:06.937> being<00:14:07.178> with<00:14:07.403> colleagues<00:14:07.964> and<00:14:08.783> the<00:14:08.943> team<00:14:09.906> as<00:14:10.066> we<00:14:10.211> actually<00:14:10.596> learn<00:14:10.789> together<00:14:11.414> and<00:14:11.575> actually<00:14:11.816> move<00:14:11.912> the<00:14:12.056> company<00:14:12.393> together.

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I'm<00:14:12.810> a<00:14:12.875> big<00:14:13.196> in-office<00:14:13.597> person.

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I<00:14:14.094> like<00:14:14.399> the<00:14:14.543> office<00:14:14.800> a<00:14:14.864> lot.

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You<00:14:15.362> know,<00:14:16.003> so<00:14:16.147> I<00:14:16.244> go<00:14:16.484> to<00:14:16.628> the<00:14:16.789> office<00:14:17.045> 5<00:14:17.286> days<00:14:17.542> a<00:14:17.671> week.

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That's<00:14:18.633> my<00:14:18.873> attitude.

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The<00:14:19.595> world<00:14:19.835> has<00:14:19.932> changed.

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A<00:14:20.557> lot<00:14:20.669> of<00:14:20.733> people<00:14:21.295> don't<00:14:21.535> do<00:14:21.679> that<00:14:21.840> anymore,<00:14:22.160> but<00:14:22.257> that's<00:14:22.481> okay,<00:14:22.962> you<00:14:22.994> know,<00:14:23.299> but<00:14:24.101> I<00:14:24.245> do,<00:14:24.886> I<00:14:24.982> do,<00:14:26.265> I<00:14:26.345> like<00:14:26.586> that<00:14:26.810> connectivity<00:14:27.468> with<00:14:27.708> people<00:14:28.670> and<00:14:28.815> actually<00:14:29.857> work<00:14:30.097> with<00:14:30.194> them<00:14:31.140> together.

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You<00:14:32.535> know,<00:14:32.599> I<00:14:32.695> start<00:14:33.000> my<00:14:33.096> day<00:14:33.625> at<00:14:33.721> 5<00:14:33.962> in<00:14:34.042> the<00:14:34.122> morning,<00:14:34.763> you<00:14:34.860> know,<00:14:35.068> with<00:14:35.164> a<00:14:35.245> cup<00:14:35.469> of<00:14:35.565> green<00:14:35.886> tea.

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I<00:14:36.287> probably<00:14:36.768> have,<00:14:37.233> you<00:14:37.265> know,<00:14:37.409> 20<00:14:37.730> cups<00:14:37.970> of<00:14:38.115> green<00:14:38.371> teas<00:14:38.676> during<00:14:38.852> the<00:14:38.932> day.

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That<00:14:39.814> gives<00:14:40.055> me<00:14:40.151> my<00:14:40.376> fire<00:14:40.696> and<00:14:40.937> my<00:14:41.177> energy<00:14:41.722> during<00:14:41.899> the<00:14:42.059> day.

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And<00:14:43.423> you<00:14:43.520> know,<00:14:43.729> I,<00:14:45.098> I,<00:14:45.904> you<00:14:45.936> know,<00:14:46.081> try<00:14:46.403> to<00:14:46.564> really<00:14:47.208> think<00:14:47.466> through,<00:14:49.447> you<00:14:49.479> know,<00:14:49.624> with<00:14:49.785> my<00:14:50.091> team<00:14:50.429> on<00:14:50.671> kind<00:14:50.848> of<00:14:50.977> like<00:14:51.154> a<00:14:51.235> 12-week<00:14:51.879> basis,<00:14:52.958> you<00:14:53.038> know,<00:14:53.327> what<00:14:53.488> are<00:14:53.568> the<00:14:53.729> things<00:14:53.986> that<00:14:54.147> we<00:14:54.243> need<00:14:54.388> to<00:14:54.548> accomplish?

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You<00:14:55.207> know,<00:14:55.352> a<00:14:55.496> quarter<00:14:55.818> has<00:14:55.995> 12<00:14:56.300> weeks.

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Yeah.

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Every<00:14:57.923> week<00:14:58.148> has<00:14:58.324> a<00:14:58.389> certain<00:14:58.790> cadence<00:14:59.272> to<00:14:59.433> it.

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There's<00:15:00.349> some<00:15:00.638> things<00:15:00.879> that<00:15:00.976> are<00:15:01.056> standard<00:15:01.522> operating<00:15:02.020> procedure<00:15:02.406> in<00:15:02.503> our<00:15:02.748> company<00:15:03.724> about<00:15:03.952> how<00:15:04.148> we<00:15:04.294> run<00:15:04.522> the<00:15:04.620> business,<00:15:05.352> you<00:15:05.434> know,<00:15:05.580> what<00:15:05.678> happens<00:15:06.085> every<00:15:06.329> week.

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And<00:15:07.208> then<00:15:07.533> other<00:15:07.713> things<00:15:08.103> obviously<00:15:08.429> completely<00:15:10.893> completely<00:15:11.360> unpredictable<00:15:12.181> depending<00:15:12.664> on<00:15:12.808> what<00:15:12.889> happens<00:15:13.227> in<00:15:13.291> the<00:15:13.388> world.

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And<00:15:14.354> in<00:15:14.418> the<00:15:14.515> last<00:15:14.821> couple<00:15:15.062> of<00:15:15.223> years,<00:15:15.465> Clint<00:15:15.706> has<00:15:15.867> just<00:15:15.964> shown<00:15:16.286> that,<00:15:16.688> you<00:15:16.769> know,<00:15:16.833> I<00:15:16.994> think<00:15:17.719> being<00:15:17.896> adaptive<00:15:18.701> and,<00:15:19.087> you<00:15:19.280> know,<00:15:19.425> being<00:15:19.731> able<00:15:19.908> to<00:15:20.053> adapt<00:15:20.440> to<00:15:20.488> different<00:15:20.793> scenarios<00:15:21.420> has<00:15:21.758> become<00:15:22.465> absolutely<00:15:22.803> essential.

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How<00:15:24.571> do<00:15:24.636> you<00:15:24.796> think<00:15:24.989> about<00:15:25.279> building<00:15:25.600> culture<00:15:26.404> and<00:15:26.581> leading<00:15:26.902> the<00:15:27.063> culture<00:15:27.465> within<00:15:27.771> your<00:15:27.931> company?

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No,<00:15:29.908> for<00:15:30.053> me,<00:15:30.778> the<00:15:30.858> culture<00:15:31.969> is<00:15:32.130> completely<00:15:32.613> ever-evolving.

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It<00:15:33.740> depends<00:15:34.078> a<00:15:34.223> lot<00:15:34.626> on<00:15:35.914> our<00:15:36.091> actions<00:15:36.896> and<00:15:37.137> what<00:15:37.363> we<00:15:37.459> reemphasize<00:15:38.345> in<00:15:38.425> terms<00:15:38.506> of<00:15:38.538> stories<00:15:38.683> as<00:15:38.715> a<00:15:38.731> company<00:15:38.989> that<00:15:39.150> we<00:15:39.246> tell.

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I<00:15:41.968> give<00:15:42.081> you<00:15:42.225> a<00:15:42.241> simple<00:15:42.691> example,<00:15:43.349> Clint.

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We<00:15:43.912> acquired<00:15:44.329> a<00:15:44.458> company<00:15:44.875> 3<00:15:45.180> years<00:15:45.373> ago,<00:15:46.963> a<00:15:47.043> company<00:15:47.525> that<00:15:47.670> had<00:15:47.846> 120<00:15:48.489> people<00:15:48.794> or<00:15:48.826> so.

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The<00:15:49.693> founder,<00:15:50.576> very<00:15:50.881> charismatic<00:15:51.765> person.

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He's<00:15:52.520> still<00:15:52.809> with<00:15:52.889> the<00:15:52.985> company.

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He's<00:15:53.547> now<00:15:53.628> the<00:15:53.772> president<00:15:54.270> of<00:15:54.415> the<00:15:54.511> business.

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Fantastic<00:15:57.562> individual.

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But<00:15:58.831> the<00:15:58.927> culture<00:15:59.393> that<00:15:59.570> we<00:15:59.730> brought<00:15:59.987> in<00:16:00.116> with<00:16:00.212> this<00:16:00.437> company<00:16:00.758> was<00:16:01.320> fantastic.

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And<00:16:02.043> I<00:16:02.204> felt<00:16:02.461> like,<00:16:02.669> you<00:16:02.702> know,<00:16:02.926> we<00:16:03.087> can<00:16:03.264> benefit<00:16:03.729> a<00:16:03.745> lot<00:16:03.970> from<00:16:04.147> that<00:16:04.308> culture.

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And<00:16:05.416> so<00:16:05.592> we<00:16:05.673> really<00:16:05.914> brought<00:16:06.235> these<00:16:06.460> cultures<00:16:06.877> together.

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And<00:16:08.323> But<00:16:08.419> they<00:16:08.547> come<00:16:08.869> to<00:16:09.029> life<00:16:09.366> with<00:16:09.527> sometimes<00:16:10.731> very<00:16:10.988> simple<00:16:11.599> stories<00:16:12.161> that<00:16:12.257> people<00:16:12.562> can<00:16:12.739> get.

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One<00:16:13.365> of<00:16:13.461> them<00:16:13.702> was<00:16:14.730> a<00:16:14.987> story<00:16:15.469> that<00:16:15.694> actually<00:16:17.139> came<00:16:17.299> from<00:16:17.412> another<00:16:17.717> company<00:16:18.199> altogether,<00:16:18.697> but<00:16:19.226> that<00:16:19.323> they<00:16:19.483> kind<00:16:19.708> of<00:16:19.981> took<00:16:20.206> in<00:16:20.351> as<00:16:20.511> part<00:16:20.752> of<00:16:20.848> their<00:16:21.009> culture.

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And<00:16:21.426> it<00:16:21.475> was<00:16:21.587> about<00:16:21.812> a<00:16:21.828> snake.

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You<00:16:22.952> see<00:16:23.177> a<00:16:23.257> snake<00:16:23.739> in<00:16:23.884> the<00:16:23.980> building,<00:16:24.622> Clint.

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Now,<00:16:25.570> what<00:16:25.746> do<00:16:25.811> you<00:16:25.987> do?

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You<00:16:26.373> have<00:16:26.549> two<00:16:26.774> options.

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You<00:16:27.497> can<00:16:27.657> either<00:16:27.834> call<00:16:28.091> a<00:16:28.219> meeting<00:16:29.038> to<00:16:29.135> discuss<00:16:30.066> why<00:16:30.323> the<00:16:30.419> snake<00:16:30.982> is<00:16:31.126> in<00:16:31.287> the<00:16:31.431> building,<00:16:32.330> and<00:16:32.427> maybe<00:16:32.812> you<00:16:33.037> form<00:16:33.230> a<00:16:33.294> steering<00:16:33.776> committee<00:16:34.241> to<00:16:34.338> discuss<00:16:34.739> the<00:16:34.900> snake.

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And<00:16:35.710> then<00:16:35.874> you<00:16:36.021> make<00:16:36.267> a<00:16:36.283> decision<00:16:36.758> what<00:16:36.922> to<00:16:37.004> do<00:16:37.102> with<00:16:37.250> the<00:16:37.364> snake.

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There's<00:16:38.413> an<00:16:38.462> alternative.

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The<00:16:39.902> alternative<00:16:40.772> is<00:16:40.869> you<00:16:41.014> just<00:16:41.417> kill<00:16:41.674> the<00:16:41.836> damn<00:16:42.077> snake.

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And<00:16:44.011> so<00:16:44.478> we<00:16:44.656> decided<00:16:45.300> that<00:16:45.461> as<00:16:45.558> a<00:16:45.687> culture<00:16:46.025> for<00:16:46.187> the<00:16:46.332> company,<00:16:47.242> we<00:16:47.484> want<00:16:48.114> to<00:16:48.211> just<00:16:48.437> kill<00:16:48.615> the<00:16:48.712> snake.

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So<00:16:49.729> if<00:16:49.810> you<00:16:49.907> see<00:16:50.149> something,<00:16:51.118> do<00:16:51.215> something<00:16:51.668> about<00:16:51.942> it.

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And<00:16:53.622> as<00:16:53.735> somebody<00:16:54.123> who's<00:16:54.430> been<00:16:54.591> in<00:16:54.737> large<00:16:55.060> companies,<00:16:57.702> my<00:16:58.018> view<00:16:58.333> is<00:16:58.748> that<00:16:58.996> agility<00:17:00.976> is<00:17:01.152> the<00:17:01.313> benefit<00:17:01.955> of<00:17:02.051> smaller<00:17:02.437> companies.

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If<00:17:04.058> you<00:17:04.267> can't<00:17:04.604> move<00:17:04.829> faster<00:17:05.648> as<00:17:05.728> a<00:17:05.744> smaller<00:17:06.129> company,<00:17:07.655> that<00:17:08.377> would<00:17:08.538> be<00:17:08.618> shocking.

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So<00:17:09.421> you<00:17:09.565> need<00:17:09.886> to<00:17:09.982> move<00:17:10.223> faster<00:17:11.026> and<00:17:11.106> you<00:17:11.203> need<00:17:11.347> to<00:17:11.492> be<00:17:11.604> able<00:17:11.764> to<00:17:11.909> take<00:17:12.134> actions<00:17:12.615> quicker.

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And<00:17:14.141> there<00:17:14.221> are<00:17:14.317> good<00:17:14.542> reasons<00:17:14.959> why<00:17:15.200> in<00:17:15.345> other<00:17:15.521> companies<00:17:16.147> with,<00:17:16.388> as<00:17:16.485> you<00:17:16.581> scale<00:17:16.966> further,<00:17:17.368> that<00:17:17.512> becomes<00:17:17.913> harder.

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But<00:17:19.374> you<00:17:19.695> need<00:17:20.000> to<00:17:20.161> do<00:17:20.338> this<00:17:20.964> as<00:17:21.285> a<00:17:21.365> company<00:17:21.783> of<00:17:21.927> our<00:17:22.120> size.

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And<00:17:23.227> so<00:17:23.452> for<00:17:23.565> me,<00:17:23.870> those<00:17:24.110> are<00:17:24.191> the<00:17:24.335> kind<00:17:24.512> of<00:17:24.672> traits<00:17:25.138> that<00:17:25.234> we<00:17:25.395> then<00:17:25.636> talk<00:17:26.294> about.

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And<00:17:26.743> if<00:17:26.775> somebody<00:17:27.401> kills<00:17:27.706> the<00:17:27.786> snake,<00:17:28.203> we<00:17:28.284> call<00:17:28.460> him<00:17:28.541> a<00:17:28.605> snake<00:17:28.926> killer<00:17:29.311> or<00:17:29.392> her<00:17:29.568> and<00:17:29.713> say<00:17:29.825> like,<00:17:30.034> oh,<00:17:30.130> that's<00:17:30.355> great,<00:17:31.094> you<00:17:31.174> just<00:17:31.415> did<00:17:31.575> this.

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And<00:17:32.121> we<00:17:32.218> celebrate<00:17:32.715> it.

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And<00:17:33.502> I<00:17:33.582> think<00:17:33.823> that<00:17:34.128> then<00:17:34.305> forms<00:17:34.867> a<00:17:34.947> culture.

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And<00:17:35.589> that's<00:17:35.911> where<00:17:36.071> then<00:17:36.296> stories<00:17:36.778> get<00:17:36.938> told<00:17:37.211> about<00:17:37.613> and<00:17:37.757> people<00:17:38.624> understand<00:17:39.186> that<00:17:39.283> they<00:17:39.523> have<00:17:39.844> the<00:17:39.989> ability<00:17:40.406> to<00:17:40.551> just<00:17:40.728> kill<00:17:40.952> the<00:17:40.985> snake.

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They<00:17:41.450> don't<00:17:41.611> need<00:17:41.771> to<00:17:41.916> call<00:17:42.092> somebody<00:17:42.494> else<00:17:42.735> to<00:17:42.879> tell<00:17:43.056> them<00:17:43.200> about<00:17:43.441> the<00:17:43.538> snake.

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They<00:17:44.340> can<00:17:44.501> just<00:17:44.726> do<00:17:44.838> it.

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So<00:17:45.609> that's<00:17:45.850> for<00:17:45.898> me<00:17:46.091> about<00:17:46.347> culture.

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What<00:17:48.306> do<00:17:48.419> you<00:17:48.579> read<00:17:49.318> and<00:17:49.478> what<00:17:49.703> reading<00:17:49.944> recommendations<00:17:50.586> would<00:17:50.747> you<00:17:50.827> have<00:17:50.988> for<00:17:51.148> us?

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So,<00:17:53.654> one<00:17:53.894> book.

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So,<00:17:54.937> there's<00:17:55.194> a<00:17:55.242> couple<00:17:55.482> of<00:17:55.579> books<00:17:55.883> that<00:17:56.044> we<00:17:56.124> share<00:17:56.365> as<00:17:56.477> a<00:17:56.541> leadership<00:17:57.022> team,<00:17:57.343> and<00:17:57.488> we<00:17:57.568> share<00:17:57.760> them<00:17:57.969> also<00:17:58.162> with<00:17:58.290> the<00:17:58.450> entire<00:17:58.787> company.

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The<00:18:00.632> one<00:18:00.953> book<00:18:01.290> is<00:18:01.418> called<00:18:01.675> Team<00:18:01.932> of<00:18:02.076> Teams<00:18:02.798> by<00:18:02.958> General<00:18:03.295> McChrystal,<00:18:04.162> Stanley<00:18:04.482> McChrystal.

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We<00:18:05.365> just<00:18:05.605> had<00:18:05.750> him<00:18:05.846> also<00:18:06.071> as<00:18:06.167> a<00:18:06.247> keynote<00:18:06.568> speaker<00:18:06.857> at<00:18:06.889> one<00:18:07.049> of<00:18:07.113> our<00:18:07.306> events.

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It<00:18:07.707> was<00:18:07.851> probably<00:18:08.092> one<00:18:08.236> of<00:18:08.317> the<00:18:08.413> best<00:18:08.654> keynotes<00:18:09.600> that<00:18:09.696> I've<00:18:09.905> ever<00:18:10.081> heard.

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And<00:18:11.381> General<00:18:11.621> McChrystal<00:18:13.049> talks<00:18:13.771> about,<00:18:15.552> you<00:18:15.648> know,<00:18:15.777> he<00:18:15.873> describes<00:18:18.039> the<00:18:18.183> battlefield<00:18:18.921> that<00:18:19.081> he<00:18:19.482> inherited<00:18:20.124> when<00:18:20.268> he<00:18:21.632> led<00:18:21.889> the<00:18:22.113> US<00:18:22.450> troops<00:18:22.996> in<00:18:23.092> Iraq.

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And<00:18:24.680> it<00:18:24.761> was<00:18:24.937> basically<00:18:25.242> that<00:18:25.338> the<00:18:25.499> war<00:18:25.723> had<00:18:25.884> changed<00:18:26.333> from<00:18:26.461> being<00:18:27.328> an<00:18:27.408> open<00:18:27.729> field<00:18:28.050> war<00:18:28.226> to<00:18:28.306> a<00:18:28.467> war<00:18:28.611> in<00:18:28.707> the<00:18:28.804> cities<00:18:29.830> where<00:18:29.927> it<00:18:29.991> was<00:18:30.215> very<00:18:30.536> difficult<00:18:31.531> to<00:18:31.659> actually<00:18:32.077> fight<00:18:32.638> the<00:18:32.799> enemy<00:18:33.119> because<00:18:33.424> you<00:18:33.456> never<00:18:33.697> knew<00:18:34.002> where<00:18:34.162> the<00:18:34.226> enemy<00:18:34.628> was.

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And<00:18:35.767> he<00:18:36.007> created<00:18:36.553> this<00:18:36.793> model<00:18:37.291> where<00:18:37.515> he<00:18:37.612> brought<00:18:38.494> teams<00:18:38.895> together<00:18:39.842> and<00:18:39.922> he<00:18:40.082> had<00:18:40.323> a<00:18:40.419> daily<00:18:40.885> call<00:18:41.206> with<00:18:41.526> 8,000<00:18:42.104> people<00:18:42.585> on<00:18:42.666> the<00:18:42.762> line.

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It's<00:18:43.243> an<00:18:43.371> incredible<00:18:43.773> story.

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And<00:18:45.313> that<00:18:45.618> made<00:18:45.794> information<00:18:46.420> move<00:18:46.612> so<00:18:46.773> much<00:18:47.078> faster.

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And<00:18:48.120> for<00:18:48.265> us,<00:18:48.505> this<00:18:48.666> is<00:18:48.762> a<00:18:48.842> really<00:18:49.099> important<00:18:49.645> book<00:18:49.885> because<00:18:50.190> we<00:18:50.286> talk<00:18:50.543> a<00:18:50.671> lot<00:18:50.832> about<00:18:51.072> how<00:18:51.169> marketing<00:18:51.810> teams<00:18:52.596> shouldn't<00:18:52.853> be<00:18:53.013> so<00:18:53.189> siloed,<00:18:53.990> shouldn't<00:18:54.295> be<00:18:54.455> using<00:18:54.775> 15<00:18:55.416> different<00:18:55.673> solutions,<00:18:56.762> but<00:18:56.875> rather<00:18:57.179> one<00:18:57.483> platform<00:18:58.060> to<00:18:58.205> communicate<00:18:58.781> much<00:18:59.086> better.

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So<00:19:00.288> that's<00:19:00.624> one<00:19:00.864> book<00:19:01.265> that<00:19:03.348> we<00:19:03.508> absolutely<00:19:03.909> cherish.

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We<00:19:04.470> think<00:19:04.646> it's<00:19:04.790> amazing<00:19:05.207> about<00:19:05.816> just<00:19:06.216> management<00:19:07.018> and<00:19:07.290> leadership.

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The<00:19:08.540> other<00:19:08.716> one<00:19:08.876> that<00:19:09.021> I<00:19:09.261> personally<00:19:09.742> love<00:19:10.142> and<00:19:10.719> gave<00:19:10.944> to<00:19:11.024> my<00:19:11.200> leadership<00:19:11.504> team<00:19:11.761> this<00:19:11.985> year<00:19:12.161> is<00:19:12.386> Frank<00:19:12.642> Slootman's<00:19:13.347> Amp<00:19:13.539> It<00:19:13.668> Up.

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The<00:19:15.030> CEO<00:19:15.831> of,<00:19:16.103> I<00:19:16.231> think<00:19:16.408> he,<00:19:16.792> you<00:19:16.824> know,<00:19:17.273> earlier<00:19:17.449> this<00:19:17.610> year<00:19:17.770> left<00:19:18.010> Snowflake.

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Et<00:19:19.279> cetera.

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But<00:19:19.745> I<00:19:19.826> thought<00:19:20.131> Amp<00:19:20.308> It<00:19:20.453> Up<00:19:20.550> was<00:19:20.711> just<00:19:20.871> a<00:19:20.888> fantastic<00:19:21.676> book.

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And<00:19:22.947> I<00:19:23.285> talk<00:19:23.510> to<00:19:23.558> my<00:19:23.912> team<00:19:24.089> a<00:19:24.105> lot<00:19:24.266> about<00:19:24.507> how<00:19:24.652> can<00:19:24.877> we<00:19:25.119> amp<00:19:25.296> it<00:19:25.441> up,<00:19:26.004> you<00:19:26.084> know.

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And,<00:19:27.934> you<00:19:27.966> know,<00:19:28.031> I<00:19:28.192> thought,<00:19:29.301> you<00:19:29.334> know,<00:19:29.430> sometimes<00:19:29.800> you<00:19:29.961> read<00:19:30.202> books<00:19:30.427> that<00:19:30.524> just<00:19:30.717> speak<00:19:30.990> to<00:19:31.087> you<00:19:31.247> so<00:19:31.505> much<00:19:32.357> because<00:19:32.759> every<00:19:32.936> point<00:19:33.274> in<00:19:33.338> the<00:19:33.499> book<00:19:33.821> is<00:19:33.901> something<00:19:34.207> you<00:19:34.287> can<00:19:34.448> underline.

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And<00:19:34.979> that's<00:19:35.252> one<00:19:35.349> of<00:19:35.493> them.

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What<00:19:37.661> are<00:19:37.774> like<00:19:38.001> some<00:19:38.180> products,<00:19:38.894> apps,<00:19:39.381> tools<00:19:39.949> that<00:19:40.127> you<00:19:40.355> could<00:19:40.598> not<00:19:41.004> live<00:19:41.247> without<00:19:41.750> that<00:19:41.896> you<00:19:42.075> use<00:19:42.383> every<00:19:42.562> day?

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So<00:19:45.264> I<00:19:45.280> know<00:19:45.507> this<00:19:45.588> sounds<00:19:45.832> cheeky,<00:19:46.400> but<00:19:46.563> I<00:19:46.709> do<00:19:46.887> use<00:19:47.756> our<00:19:47.933> own<00:19:48.174> Optimizely<00:19:48.640> solution<00:19:49.041> every<00:19:49.218> day<00:19:49.379> because<00:19:49.700> I<00:19:49.780> actually,<00:19:50.406> even<00:19:50.647> when<00:19:50.824> we<00:19:50.984> prepared<00:19:51.386> for<00:19:51.498> this<00:19:52.414> podcast,<00:19:53.217> I<00:19:53.313> actually,<00:19:54.116> but<00:19:54.261> my<00:19:54.373> marketing<00:19:54.903> team<00:19:55.144> manages<00:19:55.706> all<00:19:56.027> content<00:19:57.007> in<00:19:57.087> our<00:19:57.248> platform.

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So<00:19:57.954> I<00:19:58.115> use<00:19:58.356> our<00:19:58.533> platform<00:19:58.934> every<00:19:59.095> day<00:19:59.255> and<00:19:59.400> I<00:19:59.480> love<00:19:59.641> it.

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But<00:20:00.942> the<00:20:01.263> other<00:20:01.504> tools<00:20:01.809> that<00:20:01.969> I<00:20:02.130> use,<00:20:02.949> one<00:20:03.335> is<00:20:03.591> I<00:20:03.672> think<00:20:03.832> Clary<00:20:04.635> for<00:20:04.876> revenue<00:20:05.214> management<00:20:06.161> and<00:20:06.322> for<00:20:06.482> forecasting.

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As<00:20:07.783> a<00:20:07.847> software<00:20:08.185> CEO<00:20:09.277> is<00:20:09.453> very<00:20:09.630> important<00:20:10.096> to<00:20:10.240> me<00:20:10.417> because<00:20:10.802> I<00:20:10.963> actually<00:20:11.220> can<00:20:11.381> see<00:20:12.167> where<00:20:12.280> my<00:20:12.489> team<00:20:12.730> is<00:20:12.890> at.

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I<00:20:13.211> can<00:20:13.388> see<00:20:13.549> where<00:20:13.790> the<00:20:14.656> where<00:20:14.817> our<00:20:14.977> opportunities<00:20:15.779> are<00:20:15.875> at.

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That's<00:20:16.341> very,<00:20:16.581> very<00:20:16.838> important.

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And,<00:20:19.084> you<00:20:19.180> know,<00:20:19.565> I<00:20:19.645> tend<00:20:19.805> to<00:20:19.966> be<00:20:20.046> somebody<00:20:20.527> who<00:20:20.688> really<00:20:20.992> wants<00:20:21.249> to,<00:20:21.875> you<00:20:21.907> know,<00:20:22.067> self-serve<00:20:22.869> as<00:20:23.013> much<00:20:23.254> as<00:20:23.334> possible.

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So<00:20:24.377> I<00:20:24.537> don't<00:20:24.922> want<00:20:25.179> to,<00:20:25.580> you<00:20:25.676> know,<00:20:25.821> ping<00:20:26.045> somebody<00:20:26.382> and<00:20:26.462> say<00:20:26.623> like,<00:20:26.847> oh,<00:20:26.927> send<00:20:27.168> me<00:20:27.264> that<00:20:27.505> deck<00:20:27.842> or<00:20:27.906> send<00:20:28.066> me<00:20:28.227> this.

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I<00:20:28.628> do<00:20:28.788> think<00:20:29.029> it's<00:20:29.189> important<00:20:29.558> that<00:20:29.670> you<00:20:29.991> use<00:20:30.312> real-time<00:20:30.777> data.

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And<00:20:32.076> so<00:20:33.023> our<00:20:33.199> team<00:20:33.504> has<00:20:33.744> done<00:20:33.905> a<00:20:34.001> lot<00:20:34.883> at<00:20:34.964> both<00:20:35.365> building<00:20:35.750> internal<00:20:36.231> AI<00:20:36.632> tools,<00:20:37.209> building<00:20:37.530> internal<00:20:37.995> reports,<00:20:38.733> et<00:20:38.829> cetera,<00:20:39.760> that<00:20:39.856> make<00:20:40.080> it<00:20:40.433> much<00:20:40.802> easier<00:20:40.995> for<00:20:41.139> me<00:20:41.300> to<00:20:41.460> scale.

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If<00:20:43.769> you<00:20:43.930> use<00:20:44.106> Teams,<00:20:44.571> if<00:20:44.651> you<00:20:44.684> use<00:20:44.924> Slack,<00:20:45.389> et<00:20:45.469> cetera,<00:20:45.950> those<00:20:46.191> applications<00:20:46.913> obviously<00:20:47.233> become<00:20:48.853> super,<00:20:49.238> super<00:20:49.495> important.

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And<00:20:51.884> for<00:20:51.996> me,<00:20:52.205> it's<00:20:52.750> about<00:20:53.552> there,<00:20:53.873> it's<00:20:54.370> about<00:20:54.675> you<00:20:54.755> need<00:20:54.931> to<00:20:55.011> use<00:20:55.316> all<00:20:55.492> channels<00:20:56.118> to<00:20:56.214> reach<00:20:56.519> people.

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And<00:20:58.122> LinkedIn<00:20:58.523> has<00:20:58.700> become<00:20:58.956> a<00:20:59.021> platform<00:20:59.662> where<00:20:59.887> I<00:20:59.967> find<00:21:00.239> sometimes<00:21:00.769> rather<00:21:01.025> than<00:21:01.442> sending<00:21:01.731> somebody<00:21:01.987> an<00:21:02.132> email,<00:21:03.126> if<00:21:03.206> I<00:21:03.270> put<00:21:03.495> it<00:21:03.575> on<00:21:03.671> LinkedIn,<00:21:04.072> more<00:21:04.233> people<00:21:04.553> see<00:21:04.858> it<00:21:04.938> sometimes<00:21:05.355> in<00:21:05.451> the<00:21:05.580> company<00:21:06.013> than<00:21:06.173> rather<00:21:06.478> than<00:21:06.638> if<00:21:06.734> I<00:21:06.879> tell<00:21:07.119> them<00:21:07.825> through<00:21:07.985> an<00:21:08.065> official<00:21:08.418> email.

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So<00:21:09.429> that's<00:21:09.685> become<00:21:09.942> a<00:21:10.006> big<00:21:10.647> part<00:21:11.594> of<00:21:11.850> my<00:21:12.572> my<00:21:12.732> communication<00:21:13.359> style<00:21:13.680> as<00:21:13.776> well.

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How<00:21:15.318> did<00:21:15.526> you<00:21:16.185> think<00:21:16.522> about<00:21:16.811> 2024<00:21:17.855> and<00:21:17.951> kind<00:21:18.127> of<00:21:18.208> the<00:21:18.497> interesting<00:21:18.995> economy<00:21:19.540> that<00:21:19.637> we<00:21:19.797> were<00:21:20.102> all<00:21:20.504> in<00:21:21.403> with<00:21:21.499> some<00:21:21.724> industries<00:21:22.126> obviously<00:21:22.382> doing<00:21:22.511> really<00:21:22.688> well,<00:21:22.944> some<00:21:23.250> not<00:21:23.635> as<00:21:23.811> well,<00:21:24.390> an<00:21:24.518> election<00:21:25.241> which<00:21:25.722> had<00:21:25.915> some<00:21:26.075> uncertainty.

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Now<00:21:26.782> we're<00:21:26.943> past<00:21:27.344> all<00:21:27.424> of<00:21:27.585> that.

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How<00:21:28.436> did<00:21:28.612> you<00:21:28.677> manage<00:21:29.030> 2024<00:21:29.672> and<00:21:29.817> how<00:21:29.929> are<00:21:30.057> you<00:21:30.154> thinking<00:21:30.395> about<00:21:30.636> 2025?

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Yeah,<00:21:32.883> look,<00:21:33.028> I<00:21:33.124> think<00:21:33.349> in<00:21:33.429> technology,<00:21:34.409> as<00:21:34.569> a<00:21:34.634> technology<00:21:35.196> company,<00:21:36.255> that's—<00:21:36.737> and<00:21:36.817> we<00:21:36.978> serve<00:21:37.444> all<00:21:37.540> sorts<00:21:37.797> of<00:21:37.941> businesses.

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We<00:21:38.600> serve<00:21:38.905> financial<00:21:39.306> services<00:21:39.852> companies<00:21:40.269> like<00:21:40.430> American<00:21:40.767> Express.

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We<00:21:41.458> serve<00:21:41.715> software<00:21:42.100> companies<00:21:42.598> like<00:21:42.839> Salesforce.

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We<00:21:44.668> have<00:21:44.764> a<00:21:44.924> wide,<00:21:45.245> wide<00:21:45.485> portfolio<00:21:45.966> of<00:21:46.127> companies<00:21:46.592> that<00:21:46.768> we<00:21:46.912> work<00:21:47.169> with.

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And<00:21:48.115> we<00:21:48.275> oftentimes<00:21:48.708> see<00:21:49.157> obviously<00:21:49.558> how<00:21:49.815> the<00:21:49.991> economy<00:21:50.456> changes.

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Yeah.

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So<00:21:52.637> is<00:21:52.797> retail<00:21:53.262> going<00:21:53.567> strong<00:21:54.048> or<00:21:54.080> not?

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You<00:21:54.769> know,<00:21:55.908> what<00:21:56.068> are<00:21:56.148> people<00:21:56.533> investing<00:21:57.191> in?

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And<00:21:57.976> it's,<00:21:59.419> I<00:21:59.516> always<00:21:59.756> tell<00:21:59.981> like<00:22:00.317> people,<00:22:00.542> if<00:22:00.654> it<00:22:00.798> rains,<00:22:01.119> bring<00:22:01.343> an<00:22:01.424> umbrella,<00:22:02.001> you<00:22:02.097> know,<00:22:02.241> I<00:22:02.257> mean,<00:22:02.466> like,<00:22:02.819> the<00:22:02.963> world<00:22:03.524> is<00:22:03.604> not<00:22:03.829> always<00:22:04.085> sunny,<00:22:04.711> you<00:22:04.743> know,<00:22:04.903> sometimes<00:22:05.352> you<00:22:05.448> need<00:22:05.609> to,<00:22:06.410> need<00:22:06.571> to<00:22:06.651> adjust,<00:22:07.372> you<00:22:07.453> know,<00:22:07.918> and<00:22:09.136> we,<00:22:09.297> for<00:22:09.377> instance,<00:22:09.778> this<00:22:10.082> year,<00:22:10.403> we<00:22:10.643> have<00:22:12.625> We<00:22:12.705> invested<00:22:13.253> in<00:22:13.333> making<00:22:13.655> our<00:22:13.832> platform<00:22:14.460> HIPAA-ready<00:22:15.201> in<00:22:15.346> order<00:22:15.523> to<00:22:15.604> serve<00:22:15.845> healthcare<00:22:16.248> companies.

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And<00:22:17.439> we've<00:22:17.536> seen<00:22:17.777> some<00:22:17.938> great<00:22:18.244> traction<00:22:18.904> in<00:22:18.985> that<00:22:19.468> vertical<00:22:20.112> in<00:22:20.176> healthcare<00:22:21.078> because<00:22:21.384> that's<00:22:21.610> where<00:22:22.030> money<00:22:22.353> is<00:22:22.531> being<00:22:22.709> spent<00:22:23.324> and<00:22:23.421> where<00:22:23.518> a<00:22:23.566> lot<00:22:23.728> of<00:22:23.825> investment<00:22:24.229> is<00:22:24.375> going<00:22:24.537> in.

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And<00:22:24.876> plus<00:22:25.119> there's<00:22:25.281> a<00:22:25.442> big<00:22:25.685> digital<00:22:26.008> transformation<00:22:26.655> in<00:22:26.801> healthcare<00:22:27.205> happening.

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You<00:22:28.289> know,<00:22:28.434> there<00:22:28.531> might<00:22:28.758> be<00:22:28.903> other<00:22:29.081> sectors<00:22:29.647> where<00:22:29.777> you<00:22:29.809> say<00:22:29.987> like,<00:22:30.278> oh,<00:22:30.601> look,<00:22:30.779> this<00:22:30.941> is<00:22:30.990> not<00:22:31.166> the<00:22:31.263> best<00:22:34.223> industry<00:22:34.641> at<00:22:34.722> this<00:22:34.883> time<00:22:35.205> to<00:22:35.365> invest<00:22:35.752> in.

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So<00:22:36.717> that's<00:22:36.878> kind<00:22:37.055> of<00:22:37.119> like<00:22:37.280> how<00:22:37.521> we<00:22:37.682> manage<00:22:38.165> it.

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And<00:22:38.786> we<00:22:38.882> try<00:22:39.123> to<00:22:39.203> be<00:22:39.363> very<00:22:39.588> specific<00:22:40.245> about<00:22:41.047> which<00:22:41.272> are<00:22:41.512> ideal<00:22:41.929> customers<00:22:42.555> for<00:22:42.635> us<00:22:42.811> to<00:22:42.956> serve<00:22:43.437> because<00:22:43.709> it's<00:22:43.854> a<00:22:43.934> wide<00:22:44.254> market.

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In<00:22:44.816> my<00:22:44.976> view,<00:22:45.281> Clint,<00:22:45.553> is<00:22:45.682> always<00:22:46.002> that<00:22:46.099> the<00:22:46.163> market<00:22:46.516> is<00:22:46.660> not<00:22:46.965> limited.

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The<00:22:47.558> market<00:22:48.007> is<00:22:49.226> massive<00:22:50.012> in<00:22:51.070> its<00:22:51.230> opportunity.

00:22:52.577 --> 00:23:03.354
And,<00:22:53.299> you<00:22:53.331> know,<00:22:53.475> when<00:22:53.620> you<00:22:53.876> participate<00:22:54.614> in<00:22:54.694> the<00:22:54.838> US<00:22:55.143> economy,<00:22:55.656> for<00:22:55.785> instance,<00:22:56.202> which<00:22:56.362> is<00:22:56.442> half<00:22:56.747> of<00:22:56.859> our<00:22:57.003> business,<00:22:57.468> half<00:22:57.629> of<00:22:57.741> our<00:22:57.789> business<00:22:58.126> is<00:22:58.286> Europe,<00:22:58.751> half<00:22:58.912> of<00:22:58.944> our<00:22:59.008> business<00:22:59.329> is<00:22:59.473> the<00:22:59.553> US,<00:23:01.077> you<00:23:01.173> participate<00:23:01.718> in<00:23:01.798> the<00:23:01.830> strongest<00:23:02.376> economy<00:23:02.857> in<00:23:02.937> the<00:23:03.017> world.

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Yeah.

00:23:04.364 --> 00:23:17.000
And<00:23:05.279> Now,<00:23:05.407> of<00:23:05.503> course,<00:23:05.824> the<00:23:05.905> economy<00:23:06.306> might<00:23:06.467> not<00:23:07.510> be<00:23:07.751> doing<00:23:08.056> as<00:23:08.217> well<00:23:08.394> in<00:23:08.474> some<00:23:08.715> sectors<00:23:09.180> as<00:23:09.277> in<00:23:09.421> others,<00:23:09.919> but<00:23:10.063> there's<00:23:10.947> plenty<00:23:11.268> of<00:23:11.364> opportunity<00:23:12.713> for<00:23:12.825> a<00:23:12.889> company<00:23:13.275> our<00:23:13.467> size<00:23:13.997> to<00:23:14.158> find<00:23:14.495> growth<00:23:15.121> and<00:23:15.844> keep<00:23:16.406> expanding.

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The<00:23:17.610> other<00:23:17.787> thing<00:23:17.947> that<00:23:18.188> we<00:23:18.413> did<00:23:18.911> this<00:23:19.778> year,<00:23:20.500> but<00:23:20.661> also<00:23:20.837> '23,<00:23:21.480> but<00:23:21.720> especially<00:23:22.186> this<00:23:22.427> year,<00:23:23.262> is<00:23:23.326> just<00:23:23.551> to<00:23:23.647> be<00:23:23.888> very,<00:23:24.209> very<00:23:24.450> specific<00:23:24.948> about<00:23:25.157> how<00:23:25.414> we<00:23:25.719> add<00:23:25.911> value<00:23:26.377> to<00:23:26.521> our<00:23:26.698> customers<00:23:27.645> and<00:23:28.368> really<00:23:28.609> think<00:23:28.801> about<00:23:29.026> the<00:23:29.123> return<00:23:29.588> of<00:23:29.669> investment.

00:23:30.712 --> 00:23:35.591
And<00:23:31.033> look,<00:23:31.274> we<00:23:31.370> are<00:23:31.418> in<00:23:31.515> a<00:23:31.531> space<00:23:31.996> where<00:23:32.156> there's<00:23:32.381> about<00:23:32.622> 15,000<00:23:33.826> different<00:23:34.163> vendors<00:23:34.949> for<00:23:35.061> martech.

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It's<00:23:35.848> a<00:23:35.992> very<00:23:36.249> complicated<00:23:36.891> space.

00:23:37.533 --> 00:23:39.956
If<00:23:37.677> you<00:23:37.773> go<00:23:37.934> to<00:23:38.030> a<00:23:38.094> website,<00:23:38.656> it<00:23:38.736> sounds<00:23:39.041> like<00:23:39.218> the<00:23:39.362> other<00:23:39.539> company.

00:23:40.566 --> 00:23:41.994
Everything<00:23:40.903> kind<00:23:41.128> of<00:23:41.208> sounds<00:23:41.545> the<00:23:41.641> same.

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It's<00:23:42.588> very<00:23:42.829> difficult<00:23:43.294> to<00:23:43.374> distinguish.

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Our<00:23:44.835> distinction<00:23:45.413> is<00:23:45.541> that<00:23:45.702> we<00:23:45.798> said<00:23:46.199> we<00:23:46.424> bring<00:23:46.761> one<00:23:47.001> platform<00:23:47.483> together<00:23:47.884> to<00:23:48.125> do<00:23:48.221> multiple<00:23:48.767> things<00:23:50.275> for<00:23:50.372> the<00:23:50.468> marketing<00:23:51.014> team<00:23:51.896> because<00:23:52.281> we<00:23:52.458> believe<00:23:52.939> it's<00:23:53.116> not<00:23:53.341> efficient<00:23:53.758> for<00:23:53.902> companies<00:23:54.544> to<00:23:54.705> have<00:23:55.106> 100<00:23:55.908> different<00:23:56.374> apps<00:23:57.096> to<00:23:57.176> have<00:23:57.498> all<00:23:57.594> these<00:23:57.980> apps<00:23:58.317> integrated<00:23:58.959> with<00:23:59.136> each<00:23:59.425> other<00:24:00.084> somehow.

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We<00:24:00.967> think<00:24:01.208> it's<00:24:01.368> much<00:24:01.674> more<00:24:01.931> powerful<00:24:02.477> to<00:24:02.557> actually<00:24:02.814> drive<00:24:03.199> a<00:24:03.280> high<00:24:03.617> return<00:24:03.954> of<00:24:04.099> investment.

00:24:05.143 --> 00:24:13.896
So<00:24:05.223> for<00:24:05.384> us,<00:24:05.801> talking<00:24:06.187> to<00:24:06.267> the<00:24:06.347> right<00:24:06.604> customer,<00:24:07.231> tying<00:24:07.568> it<00:24:07.696> to<00:24:07.793> an<00:24:08.275> ironclad<00:24:08.917> business<00:24:09.399> case,<00:24:10.282> and<00:24:10.363> then<00:24:10.523> delivering<00:24:11.085> on<00:24:11.166> the<00:24:11.262> value,<00:24:11.872> that's<00:24:12.129> really<00:24:12.354> what<00:24:12.531> we<00:24:12.611> focused<00:24:13.013> on<00:24:13.109> in<00:24:13.237> '24.

00:24:14.442 --> 00:24:18.618
And,<00:24:15.004> you<00:24:15.036> know,<00:24:15.502> I<00:24:15.647> think<00:24:15.888> there's<00:24:16.128> a<00:24:16.209> lot<00:24:16.385> of<00:24:16.466> bullishness<00:24:17.028> about<00:24:17.253> '25<00:24:17.895> now<00:24:17.992> in<00:24:18.072> the<00:24:18.152> market.

00:24:19.341 --> 00:24:21.814
And,<00:24:20.304> you<00:24:20.336> know,<00:24:20.497> we<00:24:20.642> will<00:24:20.738> see<00:24:20.963> how<00:24:21.123> that<00:24:21.284> unfolds.

00:24:22.071 --> 00:24:30.344
I<00:24:22.167> think<00:24:22.392> the<00:24:22.473> only<00:24:22.729> thing<00:24:22.890> that<00:24:23.612> I<00:24:23.692> can<00:24:23.853> predict<00:24:24.189> about<00:24:24.478> the<00:24:24.510> future<00:24:24.910> is<00:24:25.055> that<00:24:25.199> it's<00:24:25.375> continued<00:24:25.776> to<00:24:25.856> be<00:24:26.016> unpredictable,<00:24:27.443> uh,<00:24:27.619> because<00:24:28.004> that's<00:24:28.260> typically<00:24:28.901> what,<00:24:29.687> what<00:24:29.847> happens.

00:24:30.488 --> 00:24:32.716
But<00:24:30.664> that's<00:24:30.969> where<00:24:31.145> I<00:24:31.290> think<00:24:31.466> you<00:24:31.530> need<00:24:31.706> to<00:24:31.802> be<00:24:31.947> just<00:24:32.187> adaptable.

00:24:33.453 --> 00:24:33.614
Yeah.

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Yeah.

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Yeah.

00:24:35.216 --> 00:24:36.114
I<00:24:35.232> think<00:24:35.409> you're<00:24:35.537> exactly<00:24:35.890> right.

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Finally,<00:24:36.915> we<00:24:37.156> end<00:24:37.316> every<00:24:37.541> interview<00:24:37.781> with<00:24:37.877> the<00:24:37.973> same<00:24:38.198> question,<00:24:38.839> and<00:24:38.903> that<00:24:39.079> is<00:24:39.175> at<00:24:39.304> CEO.com,<00:24:40.041> we<00:24:40.201> believe<00:24:40.426> the<00:24:40.522> chances<00:24:40.922> one<00:24:41.163> gives<00:24:41.644> is<00:24:41.724> just<00:24:41.900> as<00:24:41.964> important<00:24:42.269> as<00:24:42.349> the<00:24:42.445> chances<00:24:42.830> one<00:24:42.990> takes.

00:24:44.048 --> 00:24:46.773
When<00:24:44.208> you<00:24:44.433> hear<00:24:44.609> that,<00:24:44.849> who<00:24:45.010> gave<00:24:45.234> you<00:24:45.330> a<00:24:45.410> chance<00:24:45.715> to<00:24:45.795> get<00:24:45.955> you<00:24:46.051> to<00:24:46.132> where<00:24:46.276> you<00:24:46.436> are<00:24:46.532> today?

00:24:47.799 --> 00:24:49.674
Oh,<00:24:48.135> then<00:24:48.456> I<00:24:48.536> would<00:24:48.680> go<00:24:48.840> back<00:24:49.017> where<00:24:49.161> we<00:24:49.257> started.

00:24:49.802 --> 00:24:51.453
I<00:24:49.898> do<00:24:50.042> need<00:24:50.219> to<00:24:50.299> say<00:24:50.539> Bill<00:24:50.635> McDermott<00:24:51.245> to<00:24:51.277> that.

00:24:52.063 --> 00:24:54.038
You<00:24:52.143> know,<00:24:52.384> it's<00:24:52.769> a—<00:24:52.866> I<00:24:53.010> tell<00:24:53.187> you<00:24:53.283> a<00:24:53.492> quick<00:24:53.685> story.

00:24:54.231 --> 00:24:56.013
It<00:24:54.375> was<00:24:54.536> during<00:24:54.728> a<00:24:54.793> Fourth<00:24:55.050> of<00:24:55.178> July<00:24:55.515> weekend.

00:24:56.704 --> 00:25:05.842
I<00:24:56.864> was<00:24:57.346> in<00:24:57.443> an<00:24:57.603> office<00:24:58.390> and<00:24:59.370> actually<00:24:59.691> Bill<00:24:59.996> walked<00:25:00.317> in<00:25:01.040> and<00:25:01.441> he<00:25:01.522> was<00:25:01.682> just<00:25:01.859> promoted<00:25:02.325> to<00:25:02.421> be<00:25:02.566> a<00:25:02.662> board<00:25:02.983> member<00:25:03.208> at<00:25:03.385> SAP<00:25:03.867> and<00:25:04.011> he<00:25:04.107> needed<00:25:04.413> somebody<00:25:04.830> to<00:25:04.975> help<00:25:05.216> him<00:25:05.312> with<00:25:05.456> his<00:25:05.697> pitch.

00:25:06.581 --> 00:25:11.350
He<00:25:06.677> walked<00:25:06.982> over<00:25:07.159> to<00:25:07.255> my<00:25:07.480> desk<00:25:07.801> because<00:25:08.058> I<00:25:08.106> was<00:25:08.267> the<00:25:08.363> only<00:25:08.524> one<00:25:08.684> in<00:25:08.765> the<00:25:08.925> office<00:25:09.327> and<00:25:09.471> he<00:25:09.504> said<00:25:09.728> like,<00:25:09.905> hey,<00:25:10.531> you<00:25:10.596> have<00:25:10.692> some<00:25:10.933> time?

00:25:11.896 --> 00:25:13.133
And<00:25:11.945> it<00:25:11.977> was<00:25:12.121> the<00:25:12.202> Fourth<00:25:12.459> of<00:25:12.539> July<00:25:12.860> weekend.

00:25:13.181 --> 00:25:13.984
I<00:25:13.262> was<00:25:13.422> by<00:25:13.502> myself.

00:25:14.048 --> 00:25:15.992
My<00:25:14.145> family<00:25:14.466> was<00:25:14.627> not<00:25:14.787> in<00:25:14.868> the<00:25:14.948> US,<00:25:15.349> et<00:25:15.430> cetera.

00:25:16.393 --> 00:25:17.453
So<00:25:16.538> I<00:25:16.634> said<00:25:16.811> like,<00:25:17.036> yeah,<00:25:17.277> sure.

00:25:17.517 --> 00:25:18.449
So<00:25:17.662> I<00:25:17.758> help<00:25:17.999> him<00:25:18.144> out.

00:25:18.943 --> 00:25:20.202
Then<00:25:19.492> he<00:25:19.589> gives<00:25:19.831> the<00:25:19.992> pitch.

00:25:20.476 --> 00:25:23.962
He<00:25:20.622> calls<00:25:20.880> me<00:25:21.025> the<00:25:21.057> next<00:25:21.509> week<00:25:21.751> from<00:25:21.929> a<00:25:22.010> car<00:25:22.332> in<00:25:22.478> Germany<00:25:22.897> and<00:25:23.043> says,<00:25:23.381> hey,<00:25:23.688> Alex.

00:25:24.108 --> 00:25:24.947
And<00:25:24.188> I<00:25:24.285> said,<00:25:24.592> hey,<00:25:24.818> Bill.

00:25:25.383 --> 00:25:28.433
He's<00:25:25.560> like,<00:25:25.786> Alex,<00:25:26.125> by<00:25:26.270> the<00:25:26.303> way,<00:25:26.448> the<00:25:26.593> pitch<00:25:26.787> we<00:25:26.916> worked<00:25:27.319> on,<00:25:27.820> it<00:25:27.900> went<00:25:28.062> amazing.

00:25:28.611 --> 00:25:30.743
From<00:25:28.773> now<00:25:29.015> on,<00:25:29.176> I<00:25:29.273> want<00:25:29.516> you<00:25:29.596> to<00:25:29.742> work<00:25:29.920> on<00:25:30.065> all<00:25:30.097> my<00:25:30.323> pitches.

00:25:32.084 --> 00:25:33.215
And<00:25:32.165> that's<00:25:32.343> kind<00:25:32.504> of<00:25:32.585> how<00:25:32.746> I<00:25:32.843> started.

00:25:34.162 --> 00:25:40.019
Somebody<00:25:34.565> took<00:25:34.743> a<00:25:34.807> shot<00:25:35.114> on<00:25:35.211> me,<00:25:35.840> gave<00:25:36.098> me<00:25:36.195> a<00:25:36.324> chance,<00:25:36.969> and<00:25:38.438> then<00:25:38.583> I<00:25:38.760> built<00:25:39.018> a<00:25:39.067> strategy<00:25:39.712> team.

00:25:41.407 --> 00:25:43.848
Then<00:25:41.973> we<00:25:42.878> took<00:25:43.056> the<00:25:43.202> journey<00:25:43.509> further.

00:25:43.929 --> 00:25:45.563
So<00:25:44.253> you<00:25:44.350> need<00:25:44.560> to<00:25:44.641> have<00:25:44.819> that<00:25:44.980> lucky<00:25:45.288> break.

00:25:45.627 --> 00:25:46.889
And<00:25:45.676> I'm<00:25:45.935> very<00:25:46.274> thankful<00:25:46.743> for<00:25:46.824> that.

00:25:47.166 --> 00:25:48.215
That's<00:25:47.667> incredible.

00:25:48.377 --> 00:25:50.571
Alex,<00:25:48.715> thank<00:25:48.957> you<00:25:49.038> so<00:25:49.280> much<00:25:49.764> for<00:25:49.910> coming<00:25:50.168> on<00:25:50.248> the<00:25:50.329> show.

00:25:50.652 --> 00:25:52.217
Congratulations,<00:25:51.459> everything<00:25:51.765> you're<00:25:51.846> working<00:25:52.104> on.

00:25:52.282 --> 00:25:54.266
And<00:25:52.911> yeah,<00:25:53.072> really<00:25:53.298> appreciate<00:25:54.202> it.

00:25:54.428 --> 00:25:55.267
Thank<00:25:54.605> you<00:25:54.686> so<00:25:54.831> much,<00:25:55.089> Clint.

00:25:55.315 --> 00:25:56.445
I<00:25:55.477> appreciate<00:25:56.380> it.

```