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# Reltio CEO Manish Sood: Problem-solving in tech
- URL: https://www.ceo.com/episodes/reltio-ceo-manish-sood/
- Published: 2024-02-27T11:00:02.000Z
- Updated: 2026-08-30T20:49:01.000Z
- Description: The Reltio founder on the layer cake of innovation, remote-first culture, and who gave him a chance.
- Author: Clint Betts

# Manish Sood's 15-year bet

In 2011, Manish Sood pitched a large financial institution on unifying its client data in the cloud. The answer, as he recalled on the CEO.com Podcast: "Never in our lifetime are we ever going to put our client data in the public cloud, in a SaaS solution. We have this problem; we do need to unify it across multiple silos of information that we have within our enterprise, but we will never do it in the cloud."

He built the company anyway. Sood started Reltio that year with his own savings and three people he had worked with before. There was no institutional money until the Series A, which closed across late December 2014 and January 2015\. By then Reltio had customers, revenue, and, at its size, a profit.

In March 2026, [SAP agreed to acquire Reltio](https://news.sap.com/2026/03/sap-to-acquire-reltio/?ref=ceo.com). Terms were not disclosed. The deal folds Sood's company into SAP Business Data Cloud, which SAP calls integral to its AI strategy, so the world's largest enterprises can do what banks swore off: trust their core data to a cloud platform.

On the CEO.com Podcast, Sood traced the founding to three things he saw in 2011\. Data silos were multiplying inside every enterprise. Cloud and big data infrastructure had arrived as a new layer to build on. And every business wanted to move faster than its systems allowed. "Data silos became a real impediment, and that's where we saw the opportunity to bring data together, the core data that your business runs on," he said.

The SaaS commitment was total from day zero. When the young company needed an email system, Sood refused to buy a server. "If we want to be a SaaS company, then we have to live and breathe SaaS," he said. "Other than the laptops that we issue to every employee, we will not have a server anywhere in the office." Nothing under a desk, nothing in a closet. Because everything ran in the cloud, the team could work from anywhere, and because Reltio's enterprise customers were global, it ran a follow-the-sun operation from India to Europe to the United States almost from the start. When COVID closed offices in 2020, the company's work did not change.

The company is now remote-first and hybrid, with offices used to bring teams together on a cadence rather than every day. "Those days are gone," Sood said.

The money arrived long after the model was proven. In November 2021, Reltio [raised $120 million led by Brighton Park Capital](https://www.reltio.com/resources/press-releases/reltio-poised-to-accelerate-growth-with-120-million-investment/?ref=ceo.com) at a valuation of approximately $1.7 billion, bringing total funding to $237 million. In [a letter published that day](https://www.reltio.com/resources/blog/a-big-day-for-us-a-great-day-for-our-clients/?ref=ceo.com), Sood called the milestone surreal and traced it to a mission "bootstrapped with my own savings." He signed it as CTO and founder, alongside then-CEO Chris Hylen, an outside executive who ran the company for a stretch before Sood returned to the top job. Annual recurring revenue has since passed $160 million, according to [his Forbes Technology Council profile](https://councils.forbes.com/profile/Manish-Sood-Chief-Executive-Officer-Founder-Chairman-Board-Reltio-Inc/172ae541-524b-4e3f-991e-9c144deb9976?ref=ceo.com).

Sood describes technology as a "layer cake of innovation." Reltio never had to invent disk drives or networking. It solved one problem, data unification, while everything beneath it improved. AI is the newest layer, and his development teams have seen roughly a 15% productivity boost from building with it. But he is more interested in what unified data does for AI than the reverse. "Some of the data that we assemble and unify from different silos becomes the starting point for AI/ML algorithms to be deployed on top of," he said on the CEO.com Podcast. He made the same argument in [the acquisition announcement](https://www.reltio.com/resources/press-releases/reltio-sap-announcement/?ref=ceo.com): "Enterprise AI needs trusted context that is open and interoperable across the heterogeneous IT landscapes our customers run."

Reltio runs on five values: customer first, better together, simplify and share, own it, and always better than yesterday. Asked what keeps him motivated after more than a decade, Sood pointed to the tinkerer in him. "There is always a new, bigger, better challenge to go after."

Every conversation on the CEO.com Podcast ends with the same question, because the chances one gives are just as important as the chances one takes. Asked who gave him a chance, Sood did not name a single person. He credited everyone he worked for, then everyone who enrolled in the Reltio mission: the people he works with every day, the customers, the partners, the shareholders, "giving us every signal, every opportunity to go after the market opportunity that is in front of us." That, he said, "is the type of thing that I am extremely encouraged by and thankful for."

```chapters
00:00:11 How Manish Became Founder of Reltio
00:02:58 Early Days, Team, and First Funding
00:05:00 How Technology Has Evolved Since 2011
00:09:38 AI's Productivity Boost for Teams
00:11:21 Prioritizing the Product Roadmap
00:15:04 Staying Motivated as a Founder
00:16:17 Remote Work and Hybrid Culture
00:20:44 Maintaining Culture Across Distributed Teams
00:24:19 Reltio's Five Core Values
00:29:05 Macroeconomic and Geopolitical Uncertainty
00:32:00 Closing Thoughts and Where to Learn More
```

```vtt
WEBVTT

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You<00:04:15.578> know,<00:04:15.706> most<00:04:16.026> of<00:04:16.186> it—<00:04:16.908> when<00:04:17.068> I<00:04:17.084> say<00:04:17.244> capital,<00:04:17.741> I'm<00:04:17.885> talking<00:04:18.270> about<00:04:18.462> institutional<00:04:19.071> capital.

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There<00:04:20.144> were<00:04:20.224> some<00:04:20.529> friends<00:04:20.833> and<00:04:21.010> family<00:04:21.410> type<00:04:21.715> of<00:04:22.131> capital<00:04:22.596> that<00:04:22.756> we<00:04:22.933> raised.

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I<00:04:23.493> put<00:04:23.670> in<00:04:23.750> some<00:04:23.974> of<00:04:24.134> my<00:04:24.375> own<00:04:24.615> money<00:04:25.400> into<00:04:26.778> the<00:04:27.435> starting<00:04:27.980> point<00:04:28.541> of<00:04:28.621> the<00:04:28.781> company.

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But<00:04:30.223> 2014<00:04:31.666> was<00:04:31.826> the<00:04:31.906> first<00:04:32.290> time<00:04:32.947> when<00:04:33.172> we<00:04:33.989> raised<00:04:34.550> institutional<00:04:36.796> Capital.

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And<00:04:37.813> that<00:04:38.039> was<00:04:38.216> our<00:04:38.555> Series<00:04:39.023> A<00:04:39.184> round<00:04:39.442> of<00:04:39.588> financing.

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That<00:04:40.475> was<00:04:41.121> late<00:04:41.363> 20—<00:04:42.315> December<00:04:42.718> of<00:04:42.750> 2014<00:04:44.009> and<00:04:44.170> January<00:04:44.590> of<00:04:44.912> 2015<00:04:46.037> timeframe.

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By<00:04:47.307> that<00:04:47.548> timeframe,<00:04:48.046> we<00:04:48.352> already<00:04:48.754> had<00:04:48.930> a<00:04:48.946> few<00:04:49.413> customers.

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We<00:04:50.297> were<00:04:50.457> generating<00:04:51.004> revenue.

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We<00:04:52.450> were<00:04:52.868> in<00:04:53.109> fact<00:04:53.915> generating<00:04:54.415> a<00:04:54.480> profit<00:04:55.756> at<00:04:55.788> our<00:04:55.869> small<00:04:56.272> size<00:04:56.740> and<00:04:56.837> scale<00:04:57.629> by<00:04:57.790> that<00:04:58.032> timeframe.

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How<00:05:00.253> did—<00:05:01.124> how<00:05:01.301> has<00:05:01.462> technology<00:05:02.171> evolved<00:05:02.509> since<00:05:02.751> 2011?

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Like,<00:05:03.782> I<00:05:03.815> mean,<00:05:04.040> you<00:05:04.266> obviously<00:05:04.604> saw<00:05:04.927> like,<00:05:05.120> hey,<00:05:05.168> here's<00:05:05.281> where<00:05:05.329> things<00:05:05.410> are<00:05:05.442> going<00:05:05.507> at<00:05:05.539> that<00:05:07.540> At<00:05:07.620> that<00:05:07.701> point,<00:05:07.815> like<00:05:08.057> moving<00:05:08.381> to<00:05:08.478> the<00:05:08.624> cloud,<00:05:09.109> if<00:05:09.255> I<00:05:09.287> remember<00:05:09.676> right,<00:05:09.838> was<00:05:09.999> kind<00:05:10.080> of<00:05:10.161> like<00:05:10.323> the<00:05:10.485> big<00:05:10.728> thing.

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That<00:05:11.375> and<00:05:11.537> what<00:05:11.682> you<00:05:11.780> just<00:05:11.925> described<00:05:12.427> around<00:05:12.734> like<00:05:12.896> data<00:05:13.074> management<00:05:13.705> and<00:05:13.786> how<00:05:13.883> do<00:05:14.029> we<00:05:14.757> get<00:05:14.854> out<00:05:14.952> of<00:05:15.016> these<00:05:15.243> data<00:05:15.437> silos<00:05:16.068> and<00:05:16.149> get<00:05:16.295> all<00:05:16.360> of<00:05:16.456> our<00:05:17.342> data<00:05:17.663> kind<00:05:17.857> of<00:05:18.002> in<00:05:18.146> one<00:05:18.324> place<00:05:18.790> and<00:05:18.887> easy<00:05:19.128> to<00:05:19.209> manage,<00:05:19.853> right?

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Now<00:05:22.670> the<00:05:22.751> thing<00:05:23.008> is<00:05:23.217> obviously<00:05:23.620> artificial<00:05:24.119> intelligence,<00:05:25.954> and<00:05:26.067> it's<00:05:26.180> not<00:05:26.276> like<00:05:26.438> that's<00:05:26.616> a<00:05:26.632> new<00:05:27.003> thing,<00:05:27.262> but<00:05:27.358> these<00:05:27.568> large<00:05:27.891> language<00:05:28.231> models<00:05:28.618> have<00:05:28.715> put<00:05:28.893> it<00:05:28.973> into<00:05:29.183> the<00:05:29.280> zeitgeist<00:05:30.169> where<00:05:31.299> everyone's<00:05:31.703> talking<00:05:32.042> about<00:05:32.268> it<00:05:32.300> now.

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So<00:05:34.045> how<00:05:34.369> do<00:05:34.401> you—<00:05:34.870> I<00:05:34.887> mean,<00:05:35.097> how<00:05:35.210> has<00:05:35.421> the<00:05:35.502> technology<00:05:36.003> landscape<00:05:36.570> changed<00:05:37.055> in<00:05:37.201> just<00:05:37.525> a<00:05:37.687> little<00:05:38.010> over<00:05:38.188> a<00:05:38.269> decade<00:05:39.305> with<00:05:39.467> you<00:05:39.629> being<00:05:39.807> on<00:05:39.888> the<00:05:39.969> front<00:05:40.195> lines<00:05:40.471> of<00:05:40.535> that?

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Well,<00:05:42.730> um,<00:05:44.042> you<00:05:44.187> know,<00:05:44.285> Clint,<00:05:44.463> the<00:05:44.527> amazing<00:05:44.932> thing<00:05:45.240> is<00:05:45.418> that<00:05:45.661> the<00:05:45.806> technology<00:05:46.373> landscape—<00:05:46.972> first<00:05:48.170> of<00:05:48.332> all,<00:05:48.494> the<00:05:48.655> rate<00:05:48.914> and<00:05:49.141> pace<00:05:49.772> of<00:05:49.934> evolution<00:05:50.582> has<00:05:50.760> been<00:05:50.890> tremendous.

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Um,<00:05:52.538> in<00:05:52.699> fact,<00:05:53.087> every<00:05:53.346> 6<00:05:53.814> months<00:05:54.154> we<00:05:54.250> see<00:05:55.268> new<00:05:55.446> innovation<00:05:55.915> coming<00:05:56.173> to<00:05:56.319> life.

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Uh,<00:05:57.385> every,<00:05:58.032> you<00:05:58.112> know,<00:05:58.435> every<00:05:58.678> time<00:05:58.920> we<00:05:59.702> turn<00:05:59.878> our<00:06:00.023> heads,<00:06:00.744> there's<00:06:00.936> something<00:06:01.224> new<00:06:01.449> on<00:06:01.529> the<00:06:01.625> horizon<00:06:02.266> that's<00:06:02.442> available<00:06:02.987> to<00:06:03.147> us.

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But<00:06:04.189> at<00:06:04.269> the<00:06:04.333> same<00:06:04.750> time,<00:06:05.230> I<00:06:05.326> think<00:06:05.615> some<00:06:05.775> of<00:06:05.807> the<00:06:05.951> fundamental<00:06:06.448> secular<00:06:07.217> trends<00:06:07.698> haven't<00:06:08.034> really<00:06:08.339> changed,<00:06:09.380> you<00:06:09.413> know.

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So<00:06:09.877> for<00:06:10.021> example,<00:06:12.024> there<00:06:12.121> is<00:06:12.153> some<00:06:12.441> durability<00:06:13.082> to<00:06:13.226> the<00:06:13.483> type<00:06:13.787> of<00:06:13.947> things<00:06:14.268> that<00:06:14.444> we<00:06:14.749> bet<00:06:14.989> on<00:06:15.870> in<00:06:16.367> 2011.

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For<00:06:17.425> example,<00:06:19.235> on<00:06:19.812> day<00:06:20.052> zero<00:06:20.998> of<00:06:21.094> starting<00:06:21.639> Relatio,<00:06:22.200> we<00:06:22.280> said<00:06:22.680> that<00:06:23.097> we<00:06:23.241> are<00:06:23.337> going<00:06:23.642> to<00:06:23.818> be<00:06:24.443> a<00:06:24.475> software<00:06:25.084> as<00:06:25.180> a<00:06:25.244> service<00:06:27.183> product<00:06:28.225> that<00:06:29.186> will<00:06:29.491> run<00:06:29.891> on<00:06:30.067> public<00:06:30.468> cloud<00:06:30.869> infrastructure.

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We<00:06:32.631> will<00:06:32.952> not<00:06:33.176> do<00:06:33.272> anything<00:06:33.737> on-prem.

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We<00:06:34.634> will<00:06:34.795> not<00:06:35.099> go<00:06:35.275> into<00:06:35.580> a<00:06:35.676> customer's<00:06:37.358> environment.

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We<00:06:38.480> will<00:06:38.640> run<00:06:38.865> this<00:06:39.041> as<00:06:39.121> a<00:06:39.201> software<00:06:39.586> as<00:06:39.666> a<00:06:39.698> service<00:06:40.067> capability<00:06:41.669> and<00:06:42.486> build<00:06:42.807> it<00:06:43.111> on<00:06:43.191> public<00:06:43.720> cloud<00:06:43.992> infrastructure.

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So<00:06:44.730> that<00:06:46.092> direction,<00:06:46.957> you<00:06:47.053> know,<00:06:47.213> was<00:06:47.774> an<00:06:48.015> early<00:06:48.415> bet<00:06:48.656> that<00:06:48.816> we<00:06:49.040> made.

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And<00:06:50.498> now<00:06:50.723> we<00:06:50.803> are<00:06:50.963> seeing<00:06:51.524> that<00:06:52.822> You<00:06:52.886> know,<00:06:53.287> one<00:06:53.399> of<00:06:53.463> the<00:06:53.608> first<00:06:53.864> customers<00:06:54.345> that<00:06:54.506> I<00:06:54.586> went<00:06:54.843> and<00:06:54.987> talked<00:06:55.243> to,<00:06:55.612> potential<00:06:55.949> customers<00:06:56.350> that<00:06:56.446> I<00:06:56.510> went<00:06:56.751> and<00:06:56.927> talked<00:06:57.168> to<00:06:57.537> in<00:06:57.633> 2011,<00:06:59.798> right<00:07:00.038> out<00:07:00.215> of<00:07:00.279> the<00:07:00.439> gate<00:07:00.840> was<00:07:01.161> a<00:07:01.241> large<00:07:01.562> financial<00:07:02.043> institution.

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And<00:07:02.989> the<00:07:03.021> response<00:07:03.486> that<00:07:03.646> I<00:07:03.727> got<00:07:04.047> from<00:07:04.368> them<00:07:04.673> was,<00:07:05.811> never<00:07:06.116> in<00:07:06.196> our<00:07:06.357> lifetime<00:07:06.934> are<00:07:07.078> we<00:07:07.239> ever<00:07:07.479> going<00:07:07.656> to<00:07:07.976> put<00:07:08.794> our<00:07:09.099> client<00:07:09.564> data<00:07:10.526> in<00:07:10.815> public<00:07:11.264> cloud<00:07:12.050> in<00:07:12.322> a<00:07:12.386> SaaS<00:07:13.284> solution.

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We<00:07:15.032> have<00:07:15.273> this<00:07:15.433> problem.

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We<00:07:16.395> do<00:07:16.556> need<00:07:16.796> to<00:07:16.941> unify<00:07:17.422> it<00:07:17.534> across<00:07:17.983> multiple<00:07:18.320> silos.

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Of<00:07:19.428> information<00:07:20.008> that<00:07:20.169> we<00:07:20.314> have<00:07:20.717> within<00:07:20.894> our<00:07:20.974> enterprise,<00:07:21.780> but<00:07:21.941> we<00:07:22.021> will<00:07:22.182> never<00:07:22.666> do<00:07:22.827> it<00:07:23.068> in<00:07:23.149> the<00:07:23.310> cloud.

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Those<00:07:25.227> organizations<00:07:26.194> are<00:07:26.371> now<00:07:27.112> embracing<00:07:27.740> the<00:07:27.950> cloud,<00:07:28.449> right?

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So<00:07:29.190> think<00:07:29.367> about<00:07:29.753> it<00:07:30.076> this<00:07:30.317> way,<00:07:30.543> that<00:07:30.961> we<00:07:31.106> made<00:07:31.300> an<00:07:31.445> early<00:07:31.831> bet<00:07:32.491> that<00:07:32.878> is<00:07:32.975> still<00:07:33.683> continuing<00:07:34.344> to<00:07:34.569> be<00:07:34.972> a<00:07:35.149> durable<00:07:35.632> bet<00:07:35.938> for<00:07:36.260> us<00:07:37.050> versus<00:07:37.972> the<00:07:38.199> evolution<00:07:38.701> that<00:07:38.862> is<00:07:39.008> taking<00:07:39.332> place<00:07:39.591> in<00:07:39.753> parallel<00:07:40.497> is<00:07:40.724> the<00:07:40.967> type<00:07:42.407> of—<00:07:44.026> I<00:07:44.188> call<00:07:44.366> it<00:07:44.512> the<00:07:44.674> layer<00:07:45.013> cake<00:07:45.192> of<00:07:45.337> innovation.

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Where<00:07:47.375> we<00:07:47.536> don't<00:07:47.761> have<00:07:48.001> to<00:07:48.178> invent<00:07:48.804> everything<00:07:49.783> possible<00:07:50.810> all<00:07:50.986> the<00:07:51.131> way<00:07:51.307> from,<00:07:53.057> you<00:07:53.153> know,<00:07:53.378> disk<00:07:53.634> drives<00:07:54.276> to<00:07:55.095> solid-state<00:07:55.721> drives<00:07:56.202> to<00:07:56.443> networking<00:07:56.924> technology.

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No,<00:07:58.288> we<00:07:58.385> don't<00:07:58.593> have<00:07:58.850> to<00:07:58.930> do<00:07:59.091> that.

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We<00:07:59.396> have<00:07:59.492> to<00:07:59.572> focus<00:07:59.973> on<00:08:00.054> the<00:08:00.134> problem<00:08:00.535> that<00:08:00.696> we<00:08:00.856> solve<00:08:01.963> while<00:08:02.381> leveraging<00:08:02.942> the<00:08:03.087> layer<00:08:03.344> cake<00:08:03.584> of<00:08:03.681> innovation<00:08:04.226> that<00:08:04.371> sits<00:08:04.852> below<00:08:05.510> us.

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And<00:08:06.553> that's<00:08:06.858> where<00:08:07.275> the<00:08:07.580> AI/ML<00:08:08.704> evolution<00:08:09.988> is<00:08:10.469> extremely<00:08:11.191> relevant<00:08:11.994> because<00:08:12.796> that<00:08:13.197> unleashes<00:08:14.240> yet<00:08:14.481> another<00:08:14.979> building<00:08:15.380> block<00:08:16.183> that<00:08:16.360> we<00:08:16.570> can<00:08:16.747> leverage<00:08:17.311> to<00:08:17.391> solve<00:08:17.890> the<00:08:18.035> problem<00:08:18.744> of<00:08:18.905> data<00:08:19.098> silos.

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And<00:08:20.531> that's<00:08:20.773> how<00:08:20.934> we<00:08:21.014> are,<00:08:21.497> you<00:08:21.578> know,<00:08:21.819> looking<00:08:22.206> at<00:08:23.027> the<00:08:23.349> capabilities<00:08:24.074> that<00:08:24.219> we<00:08:24.316> bring<00:08:24.621> to<00:08:24.718> life.

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How<00:08:25.266> much<00:08:25.758> can<00:08:25.939> we<00:08:26.185> leverage<00:08:26.743> AI<00:08:27.087> and<00:08:27.235> ML<00:08:28.137> as<00:08:28.236> a<00:08:28.318> capability?

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You<00:08:30.614> know,<00:08:30.678> for<00:08:30.903> example,<00:08:31.708> think<00:08:31.933> about<00:08:32.335> it<00:08:32.657> as<00:08:34.603> built<00:08:34.924> with<00:08:35.150> AI.

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So<00:08:36.275> anything<00:08:36.613> and<00:08:36.694> everything<00:08:37.096> that<00:08:37.257> we<00:08:37.417> do,<00:08:37.900> we<00:08:38.045> are<00:08:38.206> leveraging<00:08:38.624> AI<00:08:39.026> for<00:08:39.187> it,<00:08:41.405> built<00:08:43.617> in<00:08:43.938> AI,<00:08:44.579> which<00:08:44.820> is,<00:08:45.477> you<00:08:45.573> know,<00:08:46.022> any<00:08:46.198> capability<00:08:46.823> that<00:08:46.984> we<00:08:47.240> build,<00:08:48.122> we<00:08:48.282> are<00:08:48.907> building<00:08:49.725> it<00:08:51.088> with<00:08:51.328> the<00:08:51.552> AI/ML<00:08:52.594> as<00:08:52.771> the<00:08:53.332> way<00:08:53.492> to<00:08:53.588> solve<00:08:53.957> that<00:08:54.213> problem.

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Not<00:08:56.121> just<00:08:56.233> the<00:08:56.378> developer<00:08:57.003> toolset<00:08:57.420> that<00:08:57.660> we<00:08:57.740> are<00:08:57.900> leveraging,<00:08:58.381> but<00:08:58.542> even<00:08:58.766> the<00:08:58.862> features<00:08:59.183> that<00:08:59.407> we<00:08:59.471> are<00:08:59.584> building<00:09:00.049> are<00:09:00.225> AI/ML<00:09:00.802> features.

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And<00:09:02.646> since<00:09:02.950> we<00:09:03.030> are<00:09:03.110> talking<00:09:03.447> about<00:09:03.832> data,<00:09:05.194> we<00:09:05.339> are<00:09:05.419> also<00:09:05.820> building<00:09:06.236> for<00:09:06.781> AI<00:09:07.262> because<00:09:08.000> some<00:09:08.240> of<00:09:08.384> the<00:09:08.561> data<00:09:08.946> that<00:09:09.122> we<00:09:09.298> assemble<00:09:10.228> and<00:09:10.404> unify<00:09:11.206> from<00:09:11.446> different<00:09:11.783> silos<00:09:12.568> becomes<00:09:13.129> the<00:09:13.788> starting<00:09:14.493> point<00:09:14.878> for<00:09:15.840> AI/ML<00:09:17.042> algorithms<00:09:17.619> to<00:09:17.779> be<00:09:18.260> deployed<00:09:18.741> on<00:09:18.901> top<00:09:19.222> of.

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So<00:09:20.184> providing<00:09:20.745> that<00:09:20.905> feed<00:09:21.626> directly<00:09:22.251> into<00:09:23.069> those<00:09:23.373> algorithms<00:09:24.127> so<00:09:24.271> that<00:09:24.496> they<00:09:24.656> can<00:09:24.816> have<00:09:24.976> the<00:09:25.073> rich<00:09:25.233> set<00:09:25.473> of<00:09:25.569> information<00:09:26.339> that<00:09:26.579> we<00:09:26.756> are<00:09:27.076> able<00:09:27.301> to<00:09:27.477> bring<00:09:27.637> together<00:09:28.823> as<00:09:29.160> the<00:09:29.385> trusted<00:09:30.042> starting<00:09:30.603> point<00:09:31.228> for<00:09:31.725> data<00:09:32.286> inside<00:09:32.590> an<00:09:32.751> organization<00:09:34.033> is<00:09:34.129> the<00:09:34.306> way<00:09:34.450> we<00:09:34.610> are<00:09:34.690> embracing<00:09:35.251> these<00:09:35.556> new<00:09:35.716> technologies<00:09:36.309> and<00:09:36.454> capabilities.

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Has<00:09:38.201> it<00:09:38.297> allowed<00:09:38.602> you<00:09:38.682> to<00:09:38.762> go<00:09:39.018> much<00:09:39.339> faster<00:09:39.820> as<00:09:39.980> a<00:09:40.044> company?

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And<00:09:41.188> develop<00:09:41.692> faster<00:09:42.635> and<00:09:43.626> with<00:09:43.870> less.

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It<00:09:45.267> should,<00:09:45.722> like<00:09:45.836> it<00:09:45.982> should<00:09:46.161> for<00:09:46.307> companies<00:09:46.648> like<00:09:46.860> yours,<00:09:47.650> at<00:09:47.682> least<00:09:47.863> that's<00:09:48.077> the<00:09:48.176> promise<00:09:48.653> of<00:09:48.751> it,<00:09:49.064> let<00:09:49.245> you<00:09:49.327> go<00:09:49.491> faster<00:09:50.314> with<00:09:50.560> less.

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Each<00:09:53.121> one<00:09:53.365> of<00:09:53.447> these<00:09:53.674> innovations<00:09:54.569> is<00:09:54.894> a<00:09:54.992> way<00:09:55.236> to<00:09:55.334> shorten<00:09:55.724> that<00:09:55.870> cycle<00:09:57.090> and<00:09:57.188> do<00:09:57.351> more<00:09:57.741> with<00:09:58.001> less.

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So<00:09:59.906> if<00:10:00.051> I<00:10:00.132> look<00:10:00.309> at<00:10:00.487> it<00:10:00.568> from<00:10:00.794> a<00:10:00.939> productivity<00:10:01.537> standpoint,<00:10:02.974> building<00:10:03.442> with<00:10:03.846> AI<00:10:05.154> has<00:10:05.558> been<00:10:05.962> a<00:10:06.107> productivity<00:10:06.995> boost<00:10:07.480> for<00:10:07.883> us.

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Our<00:10:08.592> teams.

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And,<00:10:10.596> you<00:10:10.692> know,<00:10:11.237> the<00:10:11.461> industry<00:10:11.942> averages<00:10:12.439> vary,<00:10:13.561> you<00:10:13.657> know,<00:10:14.186> a<00:10:14.523> lot,<00:10:14.843> but<00:10:15.324> we<00:10:15.484> are<00:10:16.286> at<00:10:16.430> least<00:10:16.623> seeing,<00:10:18.033> you<00:10:18.065> know,<00:10:18.530> roughly<00:10:18.931> about<00:10:19.187> a<00:10:19.251> 15%<00:10:20.117> boost<00:10:20.550> in<00:10:20.774> productivity<00:10:21.880> for<00:10:22.281> our<00:10:22.521> teams<00:10:23.082> as<00:10:23.194> they're<00:10:23.419> going<00:10:23.659> through<00:10:23.820> the<00:10:23.900> development<00:10:24.381> cycle.

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And<00:10:25.423> I<00:10:25.503> think<00:10:25.823> over<00:10:25.984> a<00:10:26.064> period<00:10:26.304> of<00:10:26.464> time,<00:10:27.506> we<00:10:27.586> are<00:10:27.667> going<00:10:27.907> to<00:10:28.067> continue<00:10:28.548> to<00:10:28.628> see<00:10:29.895> a<00:10:30.151> faster<00:10:30.584> rate<00:10:31.097> of<00:10:31.337> evolution<00:10:32.075> along<00:10:32.459> those<00:10:32.716> lines<00:10:33.116> where<00:10:33.437> it<00:10:33.597> just<00:10:33.758> becomes<00:10:34.094> a<00:10:34.239> productivity-enhancing<00:10:36.034> capability<00:10:36.803> for<00:10:37.108> our<00:10:37.204> developers<00:10:37.765> to<00:10:37.989> work<00:10:38.230> with.

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And<00:10:38.967> not<00:10:39.127> just<00:10:39.288> developers,<00:10:40.570> just<00:10:40.795> think<00:10:40.987> about<00:10:41.388> the<00:10:41.756> areas<00:10:42.109> of<00:10:42.333> our<00:10:42.574> business.

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You<00:10:44.273> know,<00:10:44.722> we<00:10:44.818> are<00:10:44.962> running<00:10:45.219> a<00:10:45.299> business<00:10:46.645> that<00:10:46.886> is<00:10:47.944> of<00:10:48.104> decent<00:10:48.425> size<00:10:48.761> and<00:10:48.889> scale<00:10:50.268> where<00:10:51.134> even<00:10:51.615> our<00:10:51.871> ability<00:10:52.416> to<00:10:52.656> do<00:10:52.833> things<00:10:53.217> in<00:10:53.314> a<00:10:53.378> shorter<00:10:53.795> timeframe<00:10:55.301> is<00:10:55.862> going<00:10:56.039> to<00:10:56.119> be<00:10:56.359> impacted<00:10:56.920> by<00:10:57.145> these<00:10:57.465> AI/ML<00:10:57.898> type<00:10:58.299> of<00:10:58.443> capabilities.

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And<00:10:59.325> we<00:10:59.485> are<00:10:59.629> leveraging<00:11:00.126> it<00:11:00.367> in<00:11:00.527> those<00:11:01.168> business<00:11:01.553> processes<00:11:02.370> as<00:11:02.595> well.

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When<00:11:03.894> you<00:11:04.039> think<00:11:04.199> about<00:11:04.359> your<00:11:04.600> product<00:11:05.483> and<00:11:05.820> product<00:11:06.381> roadmap,<00:11:07.890> you're<00:11:08.066> probably<00:11:08.612> like<00:11:09.093> any<00:11:09.270> CEO<00:11:09.976> where<00:11:10.136> you're<00:11:10.329> like<00:11:10.617> thinking<00:11:10.874> about<00:11:11.099> your<00:11:11.259> company<00:11:12.174> 6<00:11:12.703> months,<00:11:13.281> a<00:11:13.361> year<00:11:13.602> from<00:11:13.843> now<00:11:14.228> while<00:11:14.404> you're<00:11:14.565> building<00:11:14.966> the<00:11:15.126> current<00:11:15.431> product<00:11:15.848> that<00:11:15.993> you<00:11:16.089> thought<00:11:16.266> about,<00:11:17.212> or<00:11:17.293> the<00:11:17.373> current,<00:11:17.854> you<00:11:17.934> know,<00:11:18.095> thing<00:11:18.480> to<00:11:18.560> add<00:11:18.737> to<00:11:18.817> the<00:11:18.897> product<00:11:19.475> 6<00:11:19.780> months<00:11:19.956> ago.

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Right.

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How<00:11:21.769> do<00:11:21.850> you<00:11:21.946> decide<00:11:22.812> what's<00:11:23.053> the<00:11:23.133> most<00:11:23.454> important<00:11:24.834> to<00:11:25.059> add<00:11:25.621> and<00:11:25.861> how<00:11:26.054> do<00:11:26.182> you<00:11:26.519> decide<00:11:26.984> like<00:11:27.241> how<00:11:27.402> to<00:11:27.883> really,<00:11:28.509> and<00:11:28.685> how<00:11:28.782> do<00:11:28.846> you<00:11:28.926> manage<00:11:29.327> that<00:11:29.488> product<00:11:30.113> roadmap<00:11:30.515> maybe?

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Yeah,<00:11:32.535> so,<00:11:33.257> you<00:11:33.337> know,<00:11:34.122> part<00:11:34.315> of<00:11:34.459> it<00:11:34.603> is,<00:11:35.084> uh,<00:11:35.742> first<00:11:35.998> of<00:11:36.207> all,<00:11:36.463> I<00:11:36.544> would<00:11:36.688> say<00:11:37.730> that<00:11:37.890> the<00:11:38.131> best<00:11:38.772> way<00:11:39.029> to<00:11:39.189> understand<00:11:39.750> the<00:11:39.830> prioritization<00:11:40.857> of<00:11:41.017> that<00:11:41.514> is<00:11:41.835> by<00:11:42.059> having<00:11:42.476> a<00:11:42.556> constant<00:11:43.037> dialogue<00:11:43.598> with<00:11:43.775> your<00:11:43.919> customers.

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Because,<00:11:46.164> um,<00:11:46.725> you<00:11:46.885> know,<00:11:47.046> there<00:11:47.190> is<00:11:47.270> a<00:11:47.286> certain<00:11:47.767> path<00:11:48.408> that<00:11:48.649> we<00:11:48.889> can<00:11:49.354> cover<00:11:49.932> because<00:11:50.397> we<00:11:51.599> are<00:11:51.920> acting<00:11:52.481> as<00:11:52.577> the<00:11:52.673> subject<00:11:53.058> matter<00:11:53.363> experts,<00:11:54.084> we<00:11:54.245> are<00:11:54.485> acting<00:11:55.046> as<00:11:55.367> the<00:11:55.543> thought<00:11:56.345> leaders<00:11:56.746> in<00:11:56.826> the<00:11:56.922> space,<00:11:57.612> and<00:11:57.788> we<00:11:57.932> are<00:11:58.029> defining<00:11:59.055> and<00:12:00.339> industry-leading<00:12:01.399> or<00:12:01.560> game-changing<00:12:02.765> type<00:12:03.022> of<00:12:03.167> capability<00:12:03.890> that<00:12:04.050> is<00:12:04.131> going<00:12:04.371> to<00:12:04.436> solve<00:12:04.853> the<00:12:04.998> problem<00:12:05.962> that<00:12:06.074> has<00:12:06.219> existed<00:12:06.701> for<00:12:06.862> a<00:12:06.942> long<00:12:07.263> time<00:12:07.906> in<00:12:08.002> a<00:12:08.066> new<00:12:08.388> and<00:12:08.629> innovative<00:12:09.111> manner.

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But<00:12:11.022> how<00:12:11.344> to<00:12:11.520> round<00:12:11.906> out<00:12:12.147> the<00:12:12.468> edges<00:12:12.725> of<00:12:12.902> that<00:12:13.689> and<00:12:13.850> make<00:12:14.091> sure<00:12:14.348> that<00:12:14.557> it<00:12:14.974> becomes<00:12:15.874> something<00:12:16.340> that<00:12:16.581> customers<00:12:17.063> can<00:12:17.368> easily<00:12:17.786> adopt<00:12:18.268> and<00:12:18.493> work<00:12:18.814> with<00:12:19.537> has<00:12:19.730> to<00:12:19.874> be<00:12:20.019> informed<00:12:20.581> by<00:12:21.320> what<00:12:21.497> the<00:12:21.866> customers<00:12:22.911> want<00:12:23.168> to<00:12:23.312> do<00:12:23.553> with<00:12:23.730> it<00:12:24.212> and<00:12:24.678> how<00:12:25.079> easily<00:12:25.658> they<00:12:25.738> can<00:12:25.899> embrace<00:12:26.381> it.

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So<00:12:26.943> that's<00:12:27.264> why<00:12:27.424> the<00:12:27.810> constant<00:12:28.308> dialogue<00:12:29.030> is<00:12:29.255> extremely<00:12:29.753> valuable<00:12:30.475> with<00:12:30.620> those<00:12:30.861> customers<00:12:31.583> as<00:12:31.679> well<00:12:31.824> as<00:12:32.001> partners,<00:12:33.189> because<00:12:33.911> those<00:12:34.232> are<00:12:34.313> the<00:12:34.409> constituents<00:12:34.971> that<00:12:35.196> are<00:12:35.372> informing<00:12:36.657> what<00:12:36.994> matters<00:12:37.685> most<00:12:38.263> and<00:12:38.423> what<00:12:38.584> should<00:12:38.905> get<00:12:39.146> prioritized<00:12:39.788> higher.

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There<00:12:40.912> is,<00:12:41.378> you<00:12:41.410> know,<00:12:41.554> never<00:12:41.795> a<00:12:41.940> dearth<00:12:42.197> of<00:12:42.357> things<00:12:42.903> or<00:12:43.224> ideas<00:12:43.642> to<00:12:43.866> work<00:12:44.188> on,<00:12:44.990> but<00:12:45.568> which<00:12:45.809> ones<00:12:46.291> do<00:12:46.355> you<00:12:46.516> bring<00:12:46.692> to<00:12:46.853> life<00:12:47.254> first,<00:12:47.640> second,<00:12:47.977> and<00:12:48.250> third?

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That<00:12:48.940> sequence<00:12:49.663> is<00:12:49.759> extremely<00:12:50.112> important.

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What<00:12:52.312> does<00:12:52.472> a<00:12:52.536> typical<00:12:52.937> day<00:12:53.049> look<00:12:53.273> like<00:12:53.450> for<00:12:53.578> you?

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Yeah,<00:12:54.475> just,<00:12:55.036> I<00:12:55.180> guess<00:12:55.292> this<00:12:55.517> is<00:12:56.222> a<00:12:56.238> similar<00:12:56.639> question,<00:12:56.959> but<00:12:57.103> specific<00:12:57.680> to<00:12:57.840> you.

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How<00:12:58.866> do<00:12:58.898> you<00:12:58.962> decide<00:12:59.347> where<00:12:59.443> to<00:12:59.539> spend<00:12:59.828> your<00:13:00.004> time?

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So,<00:13:03.529> you<00:13:03.593> know,<00:13:03.690> when<00:13:04.010> I<00:13:04.170> think<00:13:04.475> about<00:13:05.693> a<00:13:05.837> typical<00:13:06.318> day,<00:13:06.798> you<00:13:06.975> know,<00:13:07.279> regardless<00:13:07.760> of<00:13:08.321> how<00:13:08.497> early<00:13:08.738> we<00:13:08.818> start<00:13:09.138> in<00:13:09.202> the<00:13:09.298> morning<00:13:09.779> and<00:13:09.859> those<00:13:10.084> kinds<00:13:10.436> of<00:13:10.644> things,<00:13:12.407> the<00:13:12.567> way<00:13:12.904> I<00:13:13.144> divide<00:13:13.545> my<00:13:13.705> time<00:13:14.250> is<00:13:14.907> it's<00:13:15.003> a<00:13:15.067> combination<00:13:15.708> of<00:13:16.093> go-to-market<00:13:16.830> and<00:13:17.055> product.

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And,<00:13:18.819> you<00:13:18.931> know,<00:13:19.059> thinking<00:13:19.396> about<00:13:19.717> the<00:13:19.797> stakeholders<00:13:21.001> that<00:13:21.161> we<00:13:21.257> serve.

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So<00:13:22.364> for<00:13:22.589> example,<00:13:23.166> customers<00:13:23.728> and<00:13:23.969> partners<00:13:24.610> inform<00:13:25.172> a<00:13:25.236> lot<00:13:25.429> of<00:13:25.653> what<00:13:25.814> we<00:13:26.038> need<00:13:26.215> to<00:13:26.359> do<00:13:26.536> from<00:13:26.776> a<00:13:27.418> go-to-market<00:13:28.525> as<00:13:28.621> well<00:13:28.846> as<00:13:29.006> from<00:13:29.889> a,<00:13:30.209> you<00:13:30.306> know,<00:13:30.546> product<00:13:30.883> development<00:13:31.429> standpoint.

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So<00:13:33.178> that<00:13:33.418> dialogue,<00:13:33.932> spending<00:13:34.381> time<00:13:34.637> with<00:13:34.798> them<00:13:35.295> is<00:13:35.424> extremely<00:13:35.985> important.

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Making<00:13:36.803> sure<00:13:37.044> that<00:13:37.204> there<00:13:37.365> is<00:13:38.007> time<00:13:38.392> allocated<00:13:38.969> for<00:13:39.194> that<00:13:39.916> is<00:13:40.654> extremely<00:13:41.456> valuable.

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And<00:13:42.675> then,<00:13:43.862> you<00:13:43.943> know,<00:13:44.103> the<00:13:44.408> other<00:13:44.889> part<00:13:45.066> of<00:13:45.162> the<00:13:45.242> stakeholder<00:13:45.868> equation<00:13:46.814> is<00:13:48.436> employees<00:13:49.079> and<00:13:49.159> the<00:13:49.239> shareholders<00:13:50.524> that<00:13:50.749> we<00:13:50.845> have?

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What<00:13:51.712> are<00:13:51.745> the<00:13:51.889> business<00:13:52.275> outcomes<00:13:52.628> that<00:13:52.772> we<00:13:52.869> are<00:13:53.013> driving<00:13:53.479> to?

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Are<00:13:54.539> we<00:13:55.165> getting<00:13:55.663> to<00:13:55.808> those<00:13:56.065> business<00:13:56.531> outcomes?

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If<00:13:57.494> not,<00:13:57.831> then<00:13:58.618> what<00:13:58.779> is<00:13:58.956> the<00:13:59.421> fine-tuning<00:14:00.305> that<00:14:00.481> we<00:14:00.642> have<00:14:00.883> to<00:14:01.028> do<00:14:01.284> in<00:14:01.429> order<00:14:01.686> to<00:14:01.847> hit<00:14:02.168> those<00:14:02.569> or<00:14:02.794> beat<00:14:03.051> those<00:14:03.774> goals<00:14:05.059> becomes,<00:14:05.605> you<00:14:05.637> know,<00:14:05.781> the<00:14:05.846> other<00:14:06.103> half<00:14:06.360> of<00:14:06.504> the<00:14:06.568> equation.

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And,<00:14:08.094> you<00:14:08.126> know,<00:14:08.271> in<00:14:08.367> a<00:14:08.431> certain<00:14:08.833> way,<00:14:09.636> you<00:14:09.732> know,<00:14:09.861> there<00:14:09.973> is<00:14:10.278> no<00:14:11.403> well-defined<00:14:12.623> sort<00:14:12.993> of<00:14:13.330> like<00:14:13.812> 50%<00:14:14.132> is<00:14:14.373> dedicated<00:14:15.094> here<00:14:15.415> and<00:14:15.575> 30%<00:14:16.056> is<00:14:16.296> dedicated<00:14:16.857> here.

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No,<00:14:17.899> that's<00:14:18.140> not<00:14:18.284> the<00:14:18.380> case.

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You<00:14:19.406> have<00:14:19.583> to<00:14:19.807> modulate<00:14:20.304> because<00:14:20.929> not<00:14:21.330> all<00:14:21.571> things<00:14:22.132> in<00:14:22.452> a<00:14:22.548> business<00:14:23.254> move<00:14:23.590> at<00:14:23.815> the<00:14:23.847> same<00:14:24.232> rate<00:14:24.552> and<00:14:24.793> pace.

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So<00:14:26.059> how<00:14:26.300> do<00:14:26.380> you<00:14:26.476> make<00:14:26.700> sure<00:14:27.598> that<00:14:28.656> a<00:14:28.720> certain<00:14:29.185> area<00:14:29.586> which<00:14:29.746> is<00:14:30.003> lagging<00:14:30.404> behind<00:14:30.804> versus<00:14:31.269> leading<00:14:32.151> needs<00:14:32.424> a<00:14:32.552> little<00:14:32.808> bit<00:14:33.049> more<00:14:33.273> time<00:14:33.690> and<00:14:33.770> attention<00:14:34.908> so<00:14:35.053> that<00:14:35.213> you<00:14:35.357> can<00:14:35.534> pull<00:14:35.678> it<00:14:35.838> up<00:14:36.175> to<00:14:36.319> the<00:14:36.351> same<00:14:36.720> level?

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So<00:14:37.698> that's,<00:14:38.179> that's<00:14:38.419> how<00:14:38.660> I<00:14:38.804> look<00:14:38.996> at<00:14:39.141> my<00:14:39.445> time<00:14:39.686> allocation.

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And<00:14:40.984> if<00:14:41.128> there<00:14:41.369> are<00:14:41.561> certain<00:14:41.930> areas,<00:14:42.347> whether<00:14:42.603> it<00:14:42.748> is<00:14:42.908> go-to-market<00:14:43.725> or<00:14:43.870> product<00:14:44.431> or<00:14:45.220> you<00:14:45.301> know,<00:14:45.543> innovation<00:14:46.449> where<00:14:46.691> we<00:14:46.934> might<00:14:47.338> be<00:14:48.777> sort<00:14:48.954> of<00:14:49.601> experiencing<00:14:50.345> a<00:14:50.409> state<00:14:50.959> of<00:14:51.541> slightly<00:14:52.333> lagging<00:14:52.754> behind,<00:14:53.804> then<00:14:54.112> I<00:14:54.208> need<00:14:54.451> to<00:14:54.500> go<00:14:54.678> dedicate<00:14:55.179> my<00:14:55.422> time<00:14:55.973> there<00:14:56.312> a<00:14:56.393> little<00:14:56.701> bit<00:14:56.879> more.

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How<00:14:59.145> do<00:14:59.291> you,<00:15:01.092> how<00:15:01.206> do<00:15:01.271> you<00:15:01.352> stay<00:15:01.531> motivated<00:15:02.311> after<00:15:02.636> doing<00:15:02.879> this<00:15:03.058> for<00:15:03.221> more<00:15:03.464> than<00:15:03.627> a<00:15:03.708> decade?

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Like,<00:15:05.154> what<00:15:05.333> keeps<00:15:05.723> you<00:15:05.902> going<00:15:06.373> personally?

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I<00:15:09.446> think<00:15:09.609> it's<00:15:09.918> the<00:15:10.503> passion<00:15:11.154> for<00:15:11.300> solving<00:15:12.438> a<00:15:12.536> problem.

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And<00:15:13.495> always,<00:15:14.064> you<00:15:14.145> know,<00:15:14.389> at<00:15:14.552> heart,<00:15:14.666> I<00:15:14.698> am<00:15:16.533> an<00:15:16.918> entrepreneur.

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I'm<00:15:18.537> always<00:15:19.002> looking<00:15:19.258> for<00:15:19.499> innovative<00:15:19.980> ways<00:15:20.301> of<00:15:20.381> solving<00:15:21.487> a<00:15:21.583> problem.

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It<00:15:23.507> doesn't<00:15:23.748> matter<00:15:24.068> if<00:15:24.245> it's<00:15:24.533> a<00:15:24.934> business<00:15:25.351> process<00:15:25.752> type<00:15:26.008> of<00:15:26.169> a<00:15:26.297> problem<00:15:27.179> or,<00:15:27.916> you<00:15:27.948> know,<00:15:28.622> scaling<00:15:29.263> a<00:15:29.359> business<00:15:30.241> type<00:15:30.482> of<00:15:30.578> a<00:15:30.706> problem,<00:15:31.203> because,<00:15:32.069> you<00:15:32.181> know,<00:15:32.390> the<00:15:32.486> type<00:15:32.742> of<00:15:32.887> business,<00:15:33.512> even<00:15:33.688> though<00:15:33.753> it's<00:15:33.929> been<00:15:34.153> the<00:15:34.185> same<00:15:34.554> company,<00:15:35.677> but<00:15:36.398> where<00:15:36.655> we<00:15:36.879> were<00:15:37.520> in,<00:15:37.761> let's<00:15:38.017> say,<00:15:39.044> 2011<00:15:39.717> to<00:15:39.941> 2013<00:15:40.823> type<00:15:41.080> of<00:15:41.224> a<00:15:41.240> time<00:15:41.625> frame<00:15:42.010> versus<00:15:42.427> where<00:15:42.587> we<00:15:42.811> are<00:15:43.052> now<00:15:43.453> and<00:15:43.613> how<00:15:43.773> we<00:15:43.805> need<00:15:44.110> to<00:15:44.254> look<00:15:44.495> at<00:15:44.928> certain<00:15:45.313> dimensions<00:15:45.810> of<00:15:45.954> the<00:15:46.098> business,<00:15:47.140> it's<00:15:47.381> a<00:15:47.718> completely<00:15:48.439> different<00:15:48.824> problem<00:15:49.417> set<00:15:50.443> to<00:15:50.539> solve<00:15:51.068> for.

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And<00:15:52.832> having<00:15:53.650> a<00:15:53.714> new<00:15:53.986> set<00:15:54.227> of<00:15:54.371> challenges<00:15:54.932> to<00:15:55.157> work<00:15:55.413> through<00:15:56.199> is<00:15:56.359> what<00:15:56.616> keeps<00:15:57.017> me<00:15:57.177> motivated.

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You<00:15:58.476> know,<00:15:58.941> maybe,<00:15:59.325> maybe<00:15:59.582> it's<00:15:59.806> the<00:16:00.368> tinkerer<00:16:00.865> in<00:16:01.105> me<00:16:01.346> who<00:16:01.666> wants<00:16:01.907> to<00:16:02.067> keep<00:16:02.308> fiddling<00:16:02.628> with<00:16:03.061> figuring<00:16:03.414> out<00:16:03.654> what's<00:16:03.895> a<00:16:04.055> better<00:16:04.392> way<00:16:04.552> of<00:16:04.632> solving<00:16:05.113> the<00:16:05.194> problem<00:16:06.460> each<00:16:06.556> and<00:16:06.701> every<00:16:07.037> time.

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And<00:16:08.560> that,<00:16:09.041> that<00:16:09.843> gets<00:16:10.068> me<00:16:10.228> out<00:16:10.324> of<00:16:10.468> bed<00:16:10.805> every<00:16:11.046> day<00:16:11.270> because<00:16:11.527> there<00:16:11.751> is<00:16:11.911> always<00:16:12.649> a<00:16:12.665> new,<00:16:13.274> bigger,<00:16:14.241> better<00:16:14.501> challenge<00:16:15.233> to<00:16:15.379> go<00:16:15.542> after.

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How<00:16:17.818> have<00:16:17.997> you—<00:16:18.468> where<00:16:18.566> have<00:16:18.712> you<00:16:18.875> landed<00:16:19.200> on<00:16:19.297> this<00:16:19.606> whole<00:16:19.932> work<00:16:20.175> from<00:16:20.354> home,<00:16:21.212> in-office<00:16:22.657> debate<00:16:23.322> that's<00:16:23.566> kind<00:16:23.809> of—<00:16:24.361> and<00:16:24.621> no,<00:16:24.881> no,<00:16:25.108> really<00:16:25.514> reality<00:16:26.066> that<00:16:26.163> every<00:16:26.406> company<00:16:26.812> is<00:16:27.039> dealing<00:16:27.299> with<00:16:27.543> currently,<00:16:28.678> um,<00:16:29.410> particularly<00:16:30.238> during<00:16:30.726> and<00:16:30.872> post-COVID.

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Where<00:16:32.335> have<00:16:32.497> you<00:16:32.676> landed<00:16:33.001> on<00:16:33.147> that?

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Um,<00:16:35.848> let<00:16:35.945> me<00:16:36.026> give<00:16:36.188> you<00:16:36.334> a<00:16:36.350> little<00:16:36.594> bit<00:16:36.740> of<00:16:36.983> a<00:16:37.307> background<00:16:38.037> on,<00:16:38.442> you<00:16:38.491> know,<00:16:38.702> how<00:16:39.026> we<00:16:39.172> evolved<00:16:39.594> as<00:16:39.756> a<00:16:39.837> company,<00:16:40.323> because<00:16:40.631> that<00:16:40.810> will<00:16:41.230> help<00:16:41.406> explain<00:16:43.093> some<00:16:43.286> of<00:16:43.350> the<00:16:43.495> thought<00:16:43.752> process<00:16:44.234> that<00:16:44.459> we<00:16:44.539> have<00:16:44.732> embraced.

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So<00:16:46.789> when<00:16:46.965> we<00:16:47.544> started<00:16:48.235> in<00:16:48.283> 2011,<00:16:50.725> you<00:16:50.757> know,<00:16:50.886> as<00:16:50.998> I<00:16:51.062> mentioned,<00:16:51.946> day<00:16:52.123> zero<00:16:52.508> orientation<00:16:53.071> for<00:16:53.376> us<00:16:53.553> was<00:16:53.794> that<00:16:53.938> we<00:16:54.019> are<00:16:54.099> going<00:16:54.276> to<00:16:54.420> be<00:16:54.517> SaaS,<00:16:55.304> we<00:16:55.384> are<00:16:55.545> going<00:16:55.722> to<00:16:55.882> be<00:16:56.043> built<00:16:56.284> on<00:16:56.445> public<00:16:56.686> cloud<00:16:57.023> infrastructure.

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The<00:16:59.401> implication<00:17:00.124> of<00:17:00.526> even<00:17:00.703> small<00:17:01.185> decisions,<00:17:02.052> you<00:17:02.084> know,<00:17:02.165> for<00:17:02.374> example,<00:17:03.193> the<00:17:03.273> first<00:17:03.595> time<00:17:03.836> we<00:17:03.916> had<00:17:03.996> to<00:17:04.157> decide<00:17:04.623> on<00:17:05.362> what<00:17:05.603> type<00:17:05.844> of<00:17:05.940> email<00:17:06.390> system<00:17:06.728> should<00:17:06.969> we<00:17:07.129> use,<00:17:07.676> should<00:17:07.916> we<00:17:08.012> use<00:17:08.268> a<00:17:08.413> cloud-only<00:17:09.214> system<00:17:10.015> or<00:17:10.079> should<00:17:10.400> we<00:17:10.496> install<00:17:10.977> a<00:17:10.993> server,<00:17:11.778> put<00:17:11.938> it<00:17:12.082> in<00:17:12.179> somewhere<00:17:12.595> in<00:17:12.723> the<00:17:12.803> office<00:17:13.605> type<00:17:13.797> of<00:17:13.941> a<00:17:14.021> decision.

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We<00:17:15.400> said<00:17:16.024> if<00:17:16.249> we<00:17:16.569> want<00:17:16.890> to<00:17:16.986> be<00:17:17.130> a<00:17:17.146> SaaS<00:17:17.547> company,<00:17:18.653> then<00:17:18.829> we<00:17:18.989> have<00:17:19.294> to<00:17:19.470> live<00:17:19.646> and<00:17:19.870> breathe<00:17:20.111> SaaS.

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Everything<00:17:21.473> that<00:17:21.633> we<00:17:21.874> do<00:17:22.354> has<00:17:22.611> to<00:17:22.755> be<00:17:22.835> SaaS.

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We<00:17:23.797> will<00:17:24.053> never,<00:17:24.421> other<00:17:24.582> than<00:17:24.678> the<00:17:24.822> laptops<00:17:25.543> that<00:17:25.720> we<00:17:26.585> issue<00:17:27.001> to<00:17:27.787> every<00:17:28.364> employee,<00:17:29.726> we<00:17:29.886> will<00:17:30.046> not<00:17:30.447> have<00:17:30.703> a<00:17:30.767> server<00:17:32.049> anywhere<00:17:32.386> in<00:17:32.530> the<00:17:32.610> office.

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Right?

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So<00:17:35.043> nothing<00:17:35.301> under<00:17:35.543> the<00:17:35.704> desk,<00:17:36.188> hidden<00:17:36.430> away<00:17:36.688> as<00:17:36.833> a<00:17:36.897> machine,<00:17:37.703> you<00:17:37.736> know,<00:17:37.816> somebody's<00:17:38.429> taking<00:17:38.687> care<00:17:38.929> of<00:17:39.090> it.

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None<00:17:39.638> of<00:17:39.799> that.

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That<00:17:41.892> started<00:17:42.360> to<00:17:42.522> define<00:17:43.183> a<00:17:43.247> lot<00:17:43.505> of<00:17:43.651> the<00:17:43.812> work<00:17:44.135> culture<00:17:44.860> that<00:17:45.102> we<00:17:45.199> embraced,<00:17:46.941> you<00:17:47.038> know,<00:17:47.199> which<00:17:47.667> sort<00:17:47.909> of<00:17:48.086> led<00:17:48.425> to<00:17:50.022> if<00:17:50.328> everything<00:17:50.829> was<00:17:51.070> in<00:17:51.297> the<00:17:51.377> cloud,<00:17:52.202> we<00:17:52.364> could<00:17:52.606> work<00:17:52.832> from<00:17:53.026> anywhere.

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We<00:17:54.142> could<00:17:54.368> have<00:17:54.692> a<00:17:55.112> distributed<00:17:55.678> team.

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So<00:17:56.810> very<00:17:57.052> early<00:17:57.440> on,<00:17:58.265> we<00:17:58.653> were<00:17:59.154> extremely<00:17:59.801> distributed<00:18:00.545> across<00:18:00.855> different<00:18:01.208> geographies.

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And,<00:18:03.061> you<00:18:03.158> know,<00:18:03.238> the<00:18:03.399> other<00:18:03.706> part<00:18:03.948> that<00:18:04.109> influenced<00:18:04.753> it<00:18:05.076> for<00:18:05.237> us<00:18:05.495> was<00:18:05.978> that<00:18:06.865> we<00:18:07.816> really<00:18:08.557> started<00:18:09.202> by<00:18:09.444> going<00:18:10.073> after<00:18:10.652> large<00:18:11.038> enterprise<00:18:11.681> organizations<00:18:12.565> or<00:18:12.741> businesses,<00:18:14.991> which<00:18:15.232> meant<00:18:15.473> that<00:18:15.778> a<00:18:15.859> lot<00:18:16.035> of<00:18:16.132> these<00:18:16.357> customers<00:18:16.839> that<00:18:17.000> we<00:18:17.160> were<00:18:17.321> talking<00:18:17.723> to<00:18:17.819> and<00:18:18.028> working<00:18:18.365> with<00:18:19.233> were<00:18:19.474> global<00:18:20.136> in<00:18:20.217> nature.

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And<00:18:22.470> because<00:18:22.907> of<00:18:23.053> that,<00:18:23.604> we<00:18:23.783> had<00:18:24.009> to<00:18:24.091> serve<00:18:24.593> them<00:18:24.901> 24/7,<00:18:26.035> which<00:18:26.295> meant<00:18:26.538> that<00:18:26.781> we<00:18:26.943> had<00:18:27.170> to<00:18:27.251> set<00:18:27.445> up<00:18:27.656> our<00:18:27.834> capabilities<00:18:28.807> in<00:18:28.953> a<00:18:29.542> you<00:18:29.639> know,<00:18:29.783> follow<00:18:30.169> the<00:18:30.249> sun<00:18:30.586> type<00:18:30.892> of<00:18:31.004> a<00:18:31.149> model,<00:18:32.915> which<00:18:33.156> meant<00:18:33.397> that<00:18:33.783> we<00:18:33.943> couldn't<00:18:34.120> be<00:18:34.441> limited<00:18:34.923> to<00:18:35.084> one<00:18:35.245> geography.

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So<00:18:36.273> we<00:18:37.236> early<00:18:37.574> on<00:18:37.975> had<00:18:38.152> to<00:18:38.296> take<00:18:38.602> on<00:18:39.180> sort<00:18:39.405> of<00:18:40.047> a<00:18:40.144> footprint<00:18:40.850> which<00:18:41.525> spanned<00:18:42.055> all<00:18:42.232> the<00:18:42.312> way<00:18:42.537> from<00:18:42.794> India<00:18:43.356> to<00:18:43.501> Europe<00:18:44.079> to<00:18:44.545> US.

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That<00:18:45.846> was<00:18:46.007> the<00:18:46.167> only<00:18:46.472> way<00:18:46.569> we<00:18:46.729> could<00:18:46.954> serve<00:18:47.452> a<00:18:47.532> 24/7<00:18:49.203> clientele.

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And<00:18:51.388> by<00:18:51.628> the<00:18:51.789> time<00:18:52.271> we<00:18:52.496> got<00:18:52.817> to<00:18:52.865> COVID,<00:18:54.504> you<00:18:54.536> know,<00:18:55.002> Think<00:18:55.226> about<00:18:55.883> COVID<00:18:56.124> hitting<00:18:56.380> in<00:18:56.461> 2020<00:18:57.952> and<00:18:58.048> suddenly<00:18:59.731> nobody<00:19:00.052> can<00:19:00.276> go<00:19:00.308> to<00:19:00.372> the<00:19:00.437> office<00:19:00.998> or<00:19:01.094> get<00:19:01.254> together,<00:19:01.976> but<00:19:02.521> our<00:19:02.697> work<00:19:02.857> didn't<00:19:03.242> stop<00:19:03.723> because<00:19:04.380> we<00:19:04.541> were<00:19:04.765> running<00:19:05.102> in<00:19:05.182> the<00:19:05.407> cloud.

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Everything<00:19:06.545> that<00:19:06.753> we<00:19:06.849> had<00:19:07.090> as<00:19:07.202> a<00:19:07.250> system<00:19:08.389> was,<00:19:09.735> you<00:19:09.767> know,<00:19:10.056> up<00:19:10.232> and<00:19:10.393> running.

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Everybody<00:19:12.140> had<00:19:12.316> their<00:19:12.781> access<00:19:13.198> to<00:19:13.342> their<00:19:13.583> laptops.

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They<00:19:14.882> could<00:19:15.106> work<00:19:15.347> from<00:19:15.539> anywhere.

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So<00:19:16.565> that<00:19:16.789> was<00:19:16.966> already<00:19:17.351> woven<00:19:17.623> into<00:19:17.848> the<00:19:18.008> culture<00:19:19.114> and<00:19:19.387> it<00:19:19.611> never<00:19:19.932> stopped<00:19:20.637> us<00:19:20.958> from<00:19:21.679> our<00:19:21.936> work<00:19:22.321> or<00:19:22.417> we<00:19:22.577> didn't<00:19:22.802> have<00:19:22.978> to<00:19:23.122> pivot<00:19:23.539> to<00:19:23.619> something<00:19:24.100> different.

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Yes,<00:19:25.223> some<00:19:25.400> of<00:19:25.480> the<00:19:25.624> face-to-face<00:19:26.267> interactions,<00:19:27.471> everybody<00:19:27.856> had<00:19:28.033> to<00:19:28.113> get<00:19:28.418> used<00:19:28.675> to<00:19:29.141> doing<00:19:29.398> more<00:19:29.639> of<00:19:29.815> it<00:19:30.040> through<00:19:30.361> what<00:19:30.586> we<00:19:30.682> are<00:19:30.747> doing<00:19:31.084> right<00:19:31.389> now,<00:19:32.673> you<00:19:32.705> know,<00:19:32.850> via<00:19:33.091> Zoom.

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But<00:19:35.323> other<00:19:35.515> than<00:19:35.820> that,<00:19:36.302> there<00:19:36.527> wasn't<00:19:36.880> a<00:19:37.025> big<00:19:37.185> shift<00:19:37.667> for<00:19:37.892> us.

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And<00:19:38.951> the<00:19:39.096> conclusion<00:19:39.513> that<00:19:39.674> we<00:19:39.770> have<00:19:39.979> landed<00:19:40.397> on<00:19:40.862> is<00:19:41.842> that<00:19:42.002> we<00:19:42.163> are<00:19:42.307> going<00:19:42.484> to<00:19:42.644> be<00:19:43.913> a<00:19:44.587> remote-first<00:19:46.000> hybrid<00:19:46.964> type<00:19:47.237> of<00:19:47.445> a<00:19:47.927> company<00:19:48.810> and<00:19:48.987> work<00:19:49.228> culture.

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Where<00:19:51.876> essentially<00:19:52.357> the<00:19:52.501> offices<00:19:52.999> that<00:19:53.159> we<00:19:53.304> have,<00:19:53.881> we<00:19:54.106> use<00:19:54.362> those<00:19:54.667> offices<00:19:55.084> to<00:19:55.245> bring<00:19:55.486> the<00:19:55.646> teams<00:19:55.967> together<00:19:56.368> from<00:19:56.609> time<00:19:56.849> to<00:19:57.010> time<00:19:57.411> on<00:19:57.507> a<00:19:57.651> regular<00:19:58.052> frequency<00:19:58.694> because<00:19:59.095> I<00:19:59.256> think<00:19:59.897> that<00:20:00.202> connection<00:20:00.700> is<00:20:00.732> still<00:20:01.085> needed.

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But<00:20:02.625> we<00:20:02.769> are<00:20:02.866> not<00:20:03.106> going<00:20:03.427> to<00:20:03.668> be<00:20:04.213> going<00:20:04.630> back<00:20:05.015> to<00:20:05.112> the<00:20:05.272> paradigm<00:20:05.930> of<00:20:06.459> everybody<00:20:06.876> has<00:20:07.101> to<00:20:07.197> be<00:20:07.582> in<00:20:07.759> the<00:20:07.983> office<00:20:08.481> every<00:20:08.802> day<00:20:09.508> type<00:20:09.780> of<00:20:09.941> a<00:20:10.005> setup.

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Those<00:20:11.609> days<00:20:11.914> are<00:20:12.010> gone.

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And<00:20:12.636> I<00:20:12.732> think,<00:20:13.053> you<00:20:13.133> know,<00:20:13.198> a<00:20:13.214> lot<00:20:13.438> of<00:20:13.534> companies<00:20:14.000> will<00:20:14.096> sort<00:20:14.337> of<00:20:14.561> weave<00:20:14.962> in<00:20:15.123> and<00:20:15.363> out<00:20:15.556> of<00:20:15.700> that.

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Trying<00:20:17.049> to<00:20:17.386> assess<00:20:17.787> if<00:20:17.948> they<00:20:18.253> can<00:20:18.574> do<00:20:18.751> it.

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But<00:20:19.554> the<00:20:19.698> reality<00:20:20.180> that<00:20:20.357> we<00:20:20.421> have<00:20:20.517> to<00:20:20.758> live<00:20:20.983> with<00:20:21.802> is<00:20:22.043> that<00:20:22.364> it<00:20:22.525> will<00:20:22.766> be<00:20:22.990> a<00:20:23.167> hybrid<00:20:24.355> of<00:20:24.693> the<00:20:24.853> two<00:20:25.078> models<00:20:26.122> where<00:20:27.021> the<00:20:27.246> frequency<00:20:27.984> of<00:20:28.145> bringing<00:20:28.611> people<00:20:28.932> together<00:20:30.217> in<00:20:30.377> a,<00:20:31.260> you<00:20:31.292> know,<00:20:31.517> cadence-driven<00:20:32.401> manner<00:20:33.284> is<00:20:33.444> going<00:20:33.685> to<00:20:33.765> be<00:20:33.926> important.

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But<00:20:34.954> at<00:20:35.050> the<00:20:35.114> same<00:20:35.452> time,<00:20:35.692> the<00:20:35.917> flexibility<00:20:36.800> of<00:20:37.138> being<00:20:37.363> able<00:20:37.539> to<00:20:37.764> work<00:20:37.941> from<00:20:38.198> anywhere<00:20:38.727> where<00:20:38.888> you<00:20:39.209> are<00:20:40.012> is<00:20:40.430> what<00:20:40.590> is<00:20:40.735> going<00:20:40.911> to<00:20:41.072> take<00:20:41.730> sort<00:20:42.019> of<00:20:42.116> precedence<00:20:42.598> over<00:20:42.838> everything<00:20:43.320> else.

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What<00:20:44.539> have<00:20:44.667> you<00:20:44.843> learned,<00:20:45.244> like,<00:20:45.628> the<00:20:45.724> benefits<00:20:46.285> of<00:20:46.365> that<00:20:46.590> are<00:20:46.846> from<00:20:47.086> a<00:20:47.230> cultural<00:20:47.887> perspective,<00:20:48.672> from<00:20:48.849> a<00:20:48.993> hiring<00:20:49.490> perspective?

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I<00:20:50.147> mean,<00:20:50.355> all<00:20:50.435> of<00:20:50.467> a<00:20:50.531> sudden<00:20:51.556> you<00:20:51.717> can<00:20:51.813> hire<00:20:52.133> from<00:20:52.310> anywhere<00:20:52.614> in<00:20:52.758> the<00:20:52.918> world.

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That's,<00:20:53.736> that's<00:20:54.152> kind<00:20:54.296> of<00:20:54.376> like<00:20:54.553> an<00:20:54.617> obvious<00:20:55.402> benefit,<00:20:55.818> right?

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And<00:20:56.059> so<00:20:56.219> to<00:20:56.379> expand<00:20:56.924> your<00:20:57.020> talent<00:20:57.405> pool<00:20:58.302> extensively,<00:20:59.728> it's<00:20:59.904> crazy.

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And<00:21:01.106> then<00:21:01.266> I<00:21:01.410> wonder,<00:21:02.628> what<00:21:02.788> are<00:21:02.852> the<00:21:02.948> downsides<00:21:03.669> to<00:21:03.894> it?

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And<00:21:04.711> how<00:21:04.871> do<00:21:04.935> you<00:21:05.095> define<00:21:05.576> culture<00:21:06.473> and<00:21:06.698> maintain<00:21:07.355> culture?

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I<00:21:08.332> mean,<00:21:08.540> you<00:21:08.636> talked<00:21:08.861> about<00:21:09.037> a<00:21:09.101> little<00:21:09.277> bit,<00:21:09.437> Harry,<00:21:09.678> let's,<00:21:09.918> let's<00:21:10.158> get,<00:21:10.543> um,<00:21:11.184> you<00:21:11.280> know,<00:21:11.440> together<00:21:12.562> frequently<00:21:13.591> and,<00:21:14.089> you<00:21:14.169> know,<00:21:14.265> meet<00:21:14.490> with<00:21:14.651> each<00:21:14.876> other<00:21:15.037> and<00:21:15.117> that<00:21:15.278> connection<00:21:15.679> being<00:21:15.872> important.

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But<00:21:16.820> on<00:21:16.965> a<00:21:16.981> day-to-day<00:21:17.543> basis,<00:21:17.864> how<00:21:18.009> do<00:21:18.089> you<00:21:18.250> maintain<00:21:18.828> the<00:21:18.989> culture?

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Yeah.

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So<00:21:22.668> this,<00:21:23.873> you<00:21:23.954> know,<00:21:24.195> this<00:21:24.355> is<00:21:24.452> not<00:21:24.629> something<00:21:25.014> that<00:21:25.239> happens<00:21:25.721> automatically.

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This<00:21:26.540> has<00:21:26.765> to<00:21:26.862> be<00:21:27.022> very<00:21:27.424> intentional.

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Developing<00:21:30.075> the<00:21:30.300> culture<00:21:30.895> is<00:21:31.039> an<00:21:31.120> extremely<00:21:31.698> important<00:21:32.325> part<00:21:32.790> of<00:21:33.048> this<00:21:33.449> fabric,<00:21:34.799> and<00:21:35.297> you<00:21:35.458> have<00:21:35.763> to<00:21:35.940> invest<00:21:36.502> time<00:21:36.968> in<00:21:37.064> making<00:21:37.386> sure<00:21:37.691> that<00:21:37.868> there<00:21:38.334> is<00:21:38.896> a<00:21:39.474> rhythm<00:21:40.100> and<00:21:40.212> a<00:21:40.357> cadence<00:21:40.983> that<00:21:41.160> you<00:21:41.304> develop<00:21:42.364> for<00:21:42.685> bringing<00:21:43.247> not<00:21:43.408> just<00:21:44.130> people<00:21:44.451> together<00:21:45.174> in<00:21:45.254> the<00:21:45.479> physical<00:21:45.880> sense,<00:21:46.523> but<00:21:46.764> even<00:21:47.342> virtually.

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What<00:21:48.867> is<00:21:49.012> the<00:21:49.108> rhythm<00:21:49.413> for<00:21:49.654> that?

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What<00:21:50.087> are<00:21:50.152> the<00:21:50.232> types<00:21:51.035> of<00:21:51.356> updates<00:21:52.078> and,<00:21:52.399> you<00:21:52.480> know,<00:21:52.881> sharing<00:21:53.427> that<00:21:53.588> you<00:21:53.764> will<00:21:53.989> do<00:21:54.230> with<00:21:54.390> the<00:21:54.567> rest<00:21:54.904> of<00:21:55.033> the<00:21:55.209> team?

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And<00:21:56.414> not<00:21:56.654> just<00:21:56.815> from<00:21:57.040> a<00:21:57.136> top-down<00:21:57.778> perspective,<00:21:58.501> but<00:21:58.662> also<00:21:58.967> from<00:21:59.159> a<00:21:59.224> bottoms-up<00:21:59.866> forum,<00:22:00.653> you<00:22:00.733> know,<00:22:00.829> that<00:22:01.054> you<00:22:01.215> create<00:22:01.712> where<00:22:01.937> you<00:22:02.049> are<00:22:02.178> able<00:22:02.419> to<00:22:02.515> get<00:22:02.756> those<00:22:03.061> ideas<00:22:03.479> back<00:22:03.800> because<00:22:04.362> The<00:22:04.506> water<00:22:04.763> cooler<00:22:05.084> conversations<00:22:05.742> are<00:22:05.871> no<00:22:06.112> longer<00:22:06.352> happening,<00:22:08.215> you<00:22:08.311> know,<00:22:08.439> by<00:22:08.600> happenstance.

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You<00:22:09.884> have<00:22:10.157> to<00:22:10.286> be<00:22:10.446> very<00:22:10.687> intentional<00:22:11.329> with<00:22:11.506> that.

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So<00:22:12.533> that's<00:22:12.790> what<00:22:12.951> we<00:22:13.095> have<00:22:13.256> tried<00:22:13.593> to<00:22:13.737> develop<00:22:14.460> and<00:22:14.877> create<00:22:15.423> the<00:22:15.519> different<00:22:15.985> types<00:22:16.338> of<00:22:16.402> forums<00:22:17.044> that<00:22:17.510> run<00:22:17.992> on<00:22:18.329> a<00:22:18.489> particular<00:22:19.051> cadence.

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And<00:22:20.560> almost<00:22:20.913> on<00:22:21.042> a<00:22:21.138> weekly<00:22:21.539> basis,<00:22:22.166> we<00:22:22.342> have<00:22:22.744> multiple,<00:22:23.610> you<00:22:23.691> know,<00:22:23.948> different<00:22:24.654> forums<00:22:25.152> where<00:22:25.376> we<00:22:25.473> are<00:22:25.553> meeting<00:22:25.954> together,<00:22:26.356> coming<00:22:26.596> together<00:22:27.303> as<00:22:27.463> global<00:22:27.881> teams,<00:22:28.764> because<00:22:29.085> this<00:22:29.245> is<00:22:29.342> not<00:22:29.566> just<00:22:29.872> a<00:22:29.952> phenomenon<00:22:30.674> of,<00:22:31.396> You<00:22:31.493> know,<00:22:32.439> if,<00:22:32.776> if<00:22:32.921> you<00:22:33.081> were<00:22:33.402> in<00:22:33.643> the,<00:22:34.300> let's<00:22:34.541> say,<00:22:35.103> the<00:22:35.263> Bay<00:22:35.568> Area<00:22:35.985> office,<00:22:37.670> what<00:22:37.830> happens<00:22:38.215> to<00:22:38.295> the<00:22:38.456> team<00:22:38.632> that<00:22:38.793> is<00:22:38.825> sitting<00:22:39.114> in<00:22:39.194> the<00:22:39.338> North<00:22:39.515> Carolina<00:22:40.060> office<00:22:40.782> or<00:22:40.943> in<00:22:41.103> the<00:22:41.199> Lisbon<00:22:41.600> office<00:22:42.146> or<00:22:42.322> in<00:22:42.467> the<00:22:42.563> Bangalore<00:22:43.044> office?

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So<00:22:44.392> you<00:22:44.424> still<00:22:44.809> need<00:22:45.210> that<00:22:45.852> fabric<00:22:46.397> to<00:22:46.494> be<00:22:46.734> built<00:22:47.360> and<00:22:47.665> brought<00:22:47.938> together.

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So<00:22:49.462> that's<00:22:49.622> something<00:22:50.328> that<00:22:50.585> we<00:22:50.745> are<00:22:50.906> driving<00:22:51.788> across<00:22:52.189> the<00:22:52.253> organization<00:22:53.152> as<00:22:53.248> a<00:22:53.312> very<00:22:53.553> systematic,<00:22:54.259> methodical<00:22:54.901> thing.

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The<00:22:55.318> other<00:22:55.559> thing,<00:22:56.104> you<00:22:56.136> know,<00:22:56.280> that<00:22:57.244> we<00:22:57.308> have<00:22:57.485> been<00:22:57.646> intentional<00:22:58.288> about<00:22:58.915> is<00:23:00.040> while<00:23:00.682> this<00:23:01.421> hire<00:23:01.903> anywhere<00:23:02.771> gives<00:23:02.964> us<00:23:03.124> a<00:23:03.189> lot<00:23:03.365> of<00:23:03.510> flexibility,<00:23:05.101> but,<00:23:05.824> you<00:23:05.856> know,<00:23:06.000> there<00:23:06.145> is<00:23:06.225> also<00:23:06.498> a<00:23:06.723> burden<00:23:07.109> associated<00:23:07.752> with<00:23:07.928> that<00:23:08.025> because,<00:23:08.491> you<00:23:08.571> know,<00:23:08.651> just<00:23:08.828> think<00:23:08.989> about,<00:23:09.519> for<00:23:09.615> example,<00:23:10.419> if<00:23:10.644> you<00:23:10.804> had<00:23:11.142> an<00:23:11.238> employee<00:23:11.865> in<00:23:12.106> every<00:23:12.508> state,<00:23:13.696> then<00:23:13.954> the<00:23:14.114> payroll<00:23:14.837> burden<00:23:15.785> of<00:23:16.042> that,<00:23:16.669> or<00:23:17.006> in<00:23:17.247> multiple<00:23:17.794> global<00:23:18.195> countries<00:23:19.497> where<00:23:19.802> you<00:23:19.898> would<00:23:20.043> have<00:23:20.139> employees,<00:23:21.007> the<00:23:21.184> payroll<00:23:21.505> burden<00:23:21.826> of<00:23:21.987> that<00:23:22.308> becomes<00:23:23.353> immense.

00:23:24.638 --> 00:23:32.172
So<00:23:25.264> there<00:23:25.441> has<00:23:25.682> to<00:23:25.778> be<00:23:25.859> some<00:23:26.325> kind<00:23:26.565> of<00:23:26.662> a<00:23:26.806> balance<00:23:27.449> between<00:23:27.931> those<00:23:28.172> two<00:23:28.317> extremes<00:23:29.039> where<00:23:29.280> you<00:23:29.377> can't<00:23:29.698> go<00:23:29.939> hire<00:23:30.325> a<00:23:30.421> person<00:23:30.983> in<00:23:31.208> each<00:23:31.369> and<00:23:31.465> every<00:23:31.770> country.

00:23:32.252 --> 00:23:35.963
You<00:23:32.333> will<00:23:32.509> be<00:23:32.686> spread<00:23:32.991> across<00:23:33.329> 240+<00:23:34.421> countries<00:23:35.321> in<00:23:35.465> that<00:23:35.706> case.

00:23:36.622 --> 00:23:41.538
So<00:23:36.766> how<00:23:36.927> do<00:23:37.007> you<00:23:37.168> limit<00:23:37.473> it<00:23:37.586> to<00:23:37.714> certain<00:23:38.196> locations,<00:23:38.694> certain<00:23:39.080> geographies<00:23:39.819> where<00:23:40.060> you<00:23:40.285> will<00:23:40.542> build<00:23:40.718> a<00:23:40.847> concentration?

00:23:41.586 --> 00:23:47.032
Because<00:23:42.630> when,<00:23:43.273> you<00:23:43.369> know,<00:23:43.771> for<00:23:43.915> example,<00:23:44.863> uh,<00:23:45.265> next<00:23:45.522> month<00:23:45.747> I'm<00:23:45.988> headed<00:23:46.180> over<00:23:46.469> to<00:23:46.630> India.

00:23:47.674 --> 00:23:57.160
Yes,<00:23:47.915> we<00:23:48.237> have<00:23:48.429> some<00:23:48.976> remote<00:23:49.361> workers<00:23:49.779> there,<00:23:50.100> but<00:23:50.646> our<00:23:52.186> one<00:23:52.651> hub<00:23:53.373> of,<00:23:54.898> you<00:23:54.930> know,<00:23:55.010> where<00:23:55.154> we<00:23:55.235> are<00:23:55.299> bringing<00:23:55.555> the<00:23:55.716> team<00:23:55.876> together<00:23:56.438> is<00:23:56.662> Bangalore.

00:23:57.882 --> 00:24:05.888
So<00:23:58.748> that<00:23:59.005> gives<00:23:59.310> us<00:23:59.486> the<00:23:59.550> ability<00:24:00.048> to<00:24:00.272> hire<00:24:00.673> locally<00:24:01.796> and<00:24:02.053> make<00:24:02.214> sure<00:24:02.615> that<00:24:02.839> when<00:24:03.000> we<00:24:03.096> have<00:24:03.240> to<00:24:03.337> bring<00:24:03.577> them<00:24:03.738> together,<00:24:04.299> it's<00:24:04.684> easy<00:24:05.262> and<00:24:05.406> accessible.

00:24:06.465 --> 00:24:12.177
So<00:24:06.562> it's<00:24:06.786> not<00:24:07.027> something<00:24:07.508> that<00:24:07.989> requires<00:24:08.551> a<00:24:08.615> huge<00:24:08.856> amount<00:24:09.209> of<00:24:09.417> logistics<00:24:10.396> for<00:24:10.540> us<00:24:10.717> to<00:24:11.439> put<00:24:11.615> into<00:24:11.920> place.

00:24:12.706 --> 00:24:18.220
So<00:24:12.867> that,<00:24:13.268> that<00:24:13.525> kind<00:24:13.781> of<00:24:13.926> balance<00:24:14.503> is<00:24:14.648> required<00:24:15.450> between<00:24:16.060> to<00:24:16.176> operate<00:24:16.658> between<00:24:17.007> the<00:24:17.090> two<00:24:17.339> different<00:24:17.672> extremes.

00:24:19.700 --> 00:24:27.945
What<00:24:19.780> are<00:24:19.813> your<00:24:20.055> company's<00:24:20.524> values<00:24:21.187> and<00:24:21.252> how<00:24:21.365> did<00:24:21.575> you<00:24:21.672> come<00:24:21.898> up<00:24:22.060> with<00:24:22.238> them<00:24:22.965> starting<00:24:23.450> the<00:24:23.596> way<00:24:23.774> that<00:24:23.919> you<00:24:24.000> started<00:24:25.212> and<00:24:25.374> being<00:24:25.633> a<00:24:25.649> distributed<00:24:26.263> team<00:24:26.587> from<00:24:27.088> basically<00:24:27.492> the<00:24:27.573> beginning?

00:24:29.734 --> 00:24:40.721
Yeah,<00:24:30.548> so<00:24:30.793> for<00:24:31.591> us,<00:24:32.732> you<00:24:32.765> know,<00:24:32.993> and<00:24:33.384> I<00:24:33.710> think<00:24:33.889> for<00:24:34.215> every<00:24:34.541> company,<00:24:36.234> they<00:24:36.331> have<00:24:36.541> to<00:24:36.637> think<00:24:36.880> about<00:24:37.428> culture<00:24:38.316> first<00:24:38.736> before<00:24:39.365> you<00:24:39.462> go<00:24:39.624> define<00:24:40.092> the<00:24:40.172> strategy.

00:24:41.706 --> 00:24:43.820
And<00:24:42.448> it<00:24:42.529> was<00:24:42.690> the<00:24:42.771> same<00:24:43.078> thing<00:24:43.320> for<00:24:43.724> us.

00:24:44.887 --> 00:24:50.271
Our<00:24:45.704> goal<00:24:46.104> was<00:24:46.505> to,<00:24:46.906> you<00:24:46.986> know,<00:24:47.466> as<00:24:47.691> I<00:24:47.787> mentioned,<00:24:48.332> be<00:24:48.588> a<00:24:48.652> SaaS<00:24:49.870> company.

00:24:50.767 --> 00:24:55.350
So<00:24:51.473> building<00:24:51.937> a<00:24:51.953> SaaS<00:24:52.434> culture,<00:24:52.995> what<00:24:53.219> are<00:24:53.299> the<00:24:53.476> things<00:24:53.700> that<00:24:53.796> are<00:24:53.860> going<00:24:54.117> to<00:24:54.261> be<00:24:54.357> important<00:24:54.918> for<00:24:55.222> that?

00:24:56.023 --> 00:25:01.792
And<00:24:56.120> that's<00:24:56.360> where<00:24:56.520> we<00:24:56.600> came<00:24:56.777> up<00:24:56.985> with,<00:24:57.866> you<00:24:57.898> know,<00:24:58.123> 5<00:24:58.507> core<00:24:58.924> values<00:24:59.869> that<00:25:00.286> inform<00:25:00.767> that<00:25:01.071> culture<00:25:01.488> for<00:25:01.712> us.

00:25:02.449 --> 00:25:16.981
The<00:25:02.593> first<00:25:02.930> one<00:25:03.170> being<00:25:03.475> customer<00:25:03.972> first,<00:25:05.734> you<00:25:05.814> know,<00:25:05.959> which<00:25:06.215> puts<00:25:06.535> the<00:25:07.241> ability<00:25:09.179> to<00:25:09.420> empathize<00:25:10.686> with<00:25:10.847> the<00:25:11.007> customers,<00:25:11.826> their<00:25:12.148> needs,<00:25:12.549> what<00:25:12.710> they're<00:25:13.111> trying<00:25:13.513> to<00:25:13.609> solve<00:25:14.781> at<00:25:15.183> the<00:25:15.279> forefront<00:25:15.841> of<00:25:16.066> everything<00:25:16.483> that<00:25:16.708> we<00:25:16.805> do.

00:25:17.848 --> 00:25:25.958
Better<00:25:18.154> together,<00:25:18.812> and<00:25:18.940> especially<00:25:19.374> because<00:25:19.759> we<00:25:19.856> are<00:25:19.936> a<00:25:20.161> distributed<00:25:20.755> team,<00:25:22.345> globally<00:25:22.827> dispersed,<00:25:24.192> that<00:25:24.497> was<00:25:24.754> something<00:25:25.139> that<00:25:25.300> we<00:25:25.396> wanted<00:25:25.717> to<00:25:25.862> do.

00:25:26.103 --> 00:25:35.320
And<00:25:26.199> not<00:25:26.424> just<00:25:26.681> for<00:25:27.066> that<00:25:27.323> reason,<00:25:27.564> but<00:25:27.869> also<00:25:28.062> for<00:25:28.383> the,<00:25:29.154> you<00:25:29.186> know,<00:25:29.395> as<00:25:29.636> you<00:25:29.716> scale<00:25:30.294> and<00:25:30.599> as<00:25:30.760> you<00:25:30.920> grow,<00:25:31.723> you<00:25:31.804> need<00:25:31.996> to<00:25:32.141> think<00:25:32.382> about<00:25:32.703> the<00:25:32.847> cross-functional<00:25:33.666> synergy<00:25:34.550> that<00:25:34.694> you<00:25:34.726> need<00:25:35.015> to<00:25:35.096> build.

00:25:35.577 --> 00:25:42.357
You<00:25:35.818> need<00:25:36.075> to<00:25:36.236> build<00:25:36.461> strong<00:25:36.878> functional<00:25:37.842> capabilities,<00:25:38.565> but<00:25:38.725> then<00:25:38.886> you<00:25:38.966> need<00:25:39.191> to<00:25:39.288> go<00:25:39.545> across<00:25:39.930> functions<00:25:40.895> and<00:25:41.055> build<00:25:41.232> strong<00:25:41.618> capabilities.

00:25:43.144 --> 00:25:46.679
And<00:25:43.224> then<00:25:43.369> the<00:25:43.465> third<00:25:43.851> one<00:25:44.590> for<00:25:44.896> us<00:25:45.233> is<00:25:45.394> simplify<00:25:46.117> and<00:25:46.197> share.

00:25:47.868 --> 00:25:58.377
And<00:25:48.029> this<00:25:48.206> was<00:25:48.366> important<00:25:48.832> to<00:25:49.073> us<00:25:49.411> because<00:25:50.841> the<00:25:51.098> problem<00:25:51.805> that<00:25:51.982> we<00:25:52.126> were<00:25:52.287> trying<00:25:52.544> to<00:25:52.640> solve<00:25:53.733> was<00:25:53.926> a<00:25:54.054> complex<00:25:54.552> problem<00:25:55.420> of<00:25:55.597> bringing<00:25:55.999> data<00:25:56.240> together<00:25:56.802> from<00:25:57.123> multiple<00:25:57.702> silos.

00:25:59.196 --> 00:26:01.767
And<00:25:59.309> the<00:25:59.389> number<00:25:59.759> of<00:25:59.791> silos<00:26:00.401> keep<00:26:00.658> growing<00:26:01.285> every<00:26:01.606> day.

00:26:02.506 --> 00:26:10.848
How<00:26:02.747> do<00:26:02.828> you<00:26:03.310> in<00:26:03.470> the<00:26:03.872> middle<00:26:04.337> of<00:26:04.513> that<00:26:04.898> complexity,<00:26:05.796> bring<00:26:06.101> something<00:26:06.678> that<00:26:06.855> is<00:26:06.999> simple<00:26:07.961> enough<00:26:08.442> for<00:26:08.667> the<00:26:08.763> customers<00:26:09.341> to<00:26:09.565> use<00:26:10.046> and<00:26:10.351> embrace.

00:26:11.425 --> 00:26:23.229
So<00:26:11.570> that<00:26:11.874> became<00:26:12.307> a<00:26:12.372> thematic<00:26:12.933> thing<00:26:13.238> for<00:26:13.478> us<00:26:13.719> to<00:26:14.376> look<00:26:14.681> at<00:26:15.082> and<00:26:15.178> make<00:26:15.419> sure<00:26:15.739> that<00:26:15.884> we<00:26:15.980> are<00:26:16.060> not<00:26:16.766> complicating<00:26:17.423> the<00:26:17.584> problem<00:26:17.985> for<00:26:18.129> our<00:26:18.305> customers,<00:26:18.851> but<00:26:19.011> we<00:26:19.107> are<00:26:19.187> simplifying<00:26:20.454> and<00:26:20.551> sharing<00:26:21.016> with<00:26:21.192> them<00:26:21.433> how<00:26:21.673> to<00:26:21.818> do<00:26:21.994> it<00:26:22.138> in<00:26:22.235> an<00:26:22.700> easier<00:26:22.956> manner.

00:26:24.303 --> 00:26:37.142
The<00:26:24.400> fourth<00:26:24.785> one<00:26:25.041> for<00:26:25.266> us,<00:26:26.645> which<00:26:26.805> is<00:26:26.885> very<00:26:27.110> important,<00:26:27.832> is<00:26:28.168> this<00:26:28.585> notion<00:26:29.195> of<00:26:29.756> own<00:26:30.013> it,<00:26:31.057> where<00:26:32.004> every<00:26:32.342> person,<00:26:33.209> every<00:26:34.188> individual<00:26:34.991> in<00:26:35.135> the<00:26:35.216> organization<00:26:36.420> is<00:26:36.677> a<00:26:36.821> leader.

00:26:37.881 --> 00:26:44.320
And<00:26:38.106> they,<00:26:38.684> they<00:26:38.844> have<00:26:38.941> certain<00:26:39.406> goals,<00:26:39.968> they<00:26:40.113> have<00:26:40.209> certain,<00:26:41.076> you<00:26:41.157> know,<00:26:41.253> deliverables,<00:26:42.056> and<00:26:42.281> they<00:26:42.521> have<00:26:42.794> to<00:26:42.939> be<00:26:43.035> responsible<00:26:43.661> for<00:26:44.207> it.

00:26:44.850 --> 00:26:54.789
And<00:26:44.946> in<00:26:45.187> fact,<00:26:45.813> you<00:26:45.909> know,<00:26:46.134> the<00:26:46.471> role<00:26:46.712> of<00:26:46.873> a<00:26:46.937> leader<00:26:47.435> is<00:26:47.660> to<00:26:47.836> think<00:26:48.238> beyond<00:26:48.944> what<00:26:49.105> has<00:26:49.362> been<00:26:49.602> assigned<00:26:50.164> to<00:26:50.309> you<00:26:50.421> and<00:26:50.630> think<00:26:51.047> about<00:26:52.075> what<00:26:52.477> else<00:26:52.878> can<00:26:53.055> you<00:26:53.215> be<00:26:53.456> influencing<00:26:54.162> and<00:26:54.339> driving.

00:26:55.303 --> 00:26:59.768
And<00:26:55.463> that's<00:26:55.865> where<00:26:56.266> this<00:26:56.652> own<00:26:56.893> it<00:26:57.455> as<00:26:57.631> a<00:26:57.872> cultural<00:26:58.338> value<00:26:58.675> for<00:26:58.916> us<00:26:59.254> is<00:26:59.398> important.

00:27:00.442 --> 00:27:08.232
And<00:27:00.539> the<00:27:00.667> last<00:27:01.085> one,<00:27:01.326> which<00:27:01.550> is,<00:27:01.952> you<00:27:01.984> know,<00:27:02.129> going<00:27:02.450> back<00:27:02.787> to<00:27:03.189> sort<00:27:03.430> of<00:27:03.574> the<00:27:03.655> software<00:27:04.442> roots,<00:27:05.726> is<00:27:06.610> always<00:27:07.172> better<00:27:07.493> than<00:27:07.670> yesterday.

00:27:09.597 --> 00:27:12.135
Think<00:27:09.822> about<00:27:10.095> the<00:27:10.400> constant<00:27:10.946> cycle<00:27:11.460> of<00:27:11.621> innovation.

00:27:12.970 --> 00:27:18.319
If<00:27:13.131> we<00:27:13.291> sit<00:27:14.030> static<00:27:14.801> for<00:27:14.898> 6<00:27:15.379> months,<00:27:17.050> we<00:27:17.130> are<00:27:17.227> going<00:27:17.403> to<00:27:17.532> be<00:27:17.692> left<00:27:17.949> behind.

00:27:19.539 --> 00:27:28.048
So<00:27:19.877> everything<00:27:20.342> that<00:27:20.503> we<00:27:20.680> do<00:27:21.388> How<00:27:21.566> do<00:27:21.711> we<00:27:21.808> make<00:27:21.970> sure<00:27:22.358> that<00:27:22.455> we<00:27:22.536> are<00:27:22.762> constantly<00:27:23.506> looking<00:27:23.975> for<00:27:25.429> the<00:27:25.607> way<00:27:25.850> to<00:27:26.011> improve<00:27:26.658> that<00:27:27.692> every<00:27:27.951> day?

00:27:29.830 --> 00:27:32.316
On<00:27:29.926> that<00:27:30.169> one,<00:27:30.411> that<00:27:30.572> last<00:27:30.895> one,<00:27:31.073> how—<00:27:31.460> what<00:27:31.557> do<00:27:31.622> you<00:27:31.944> read?

00:27:32.364 --> 00:27:36.449
How<00:27:32.526> do<00:27:32.671> you<00:27:32.929> continually<00:27:33.656> educate<00:27:34.059> yourself<00:27:34.850> and<00:27:34.947> stay<00:27:35.286> up<00:27:35.415> to<00:27:35.512> date<00:27:35.674> on<00:27:35.771> everything<00:27:36.142> happening?

00:27:37.090 --> 00:27:42.048
Given<00:27:37.283> that,<00:27:37.605> I<00:27:37.669> mean,<00:27:38.072> every<00:27:38.249> 6<00:27:38.555> months<00:27:39.150> the<00:27:39.456> entire<00:27:39.939> world<00:27:40.197> is<00:27:40.342> different<00:27:40.841> from<00:27:41.002> a<00:27:41.066> technology<00:27:41.549> perspective.

00:27:42.531 --> 00:27:46.749
So<00:27:43.143> how<00:27:43.304> do<00:27:43.400> you<00:27:43.626> continually,<00:27:44.608> on<00:27:44.704> a<00:27:44.849> daily<00:27:45.171> basis,<00:27:45.896> keep<00:27:46.137> up<00:27:46.282> with<00:27:46.443> all<00:27:46.524> of<00:27:46.620> that?

00:27:48.068 --> 00:27:52.300
Well,<00:27:48.181> so,<00:27:48.728> you<00:27:48.808> know,<00:27:49.532> again,<00:27:50.337> technology<00:27:50.884> is<00:27:50.981> a<00:27:51.061> passion<00:27:51.866> for<00:27:52.027> me.

00:27:52.526 --> 00:28:01.144
So,<00:27:53.137> you<00:27:53.234> know,<00:27:53.314> keeping<00:27:54.022> up<00:27:54.183> to<00:27:54.264> date<00:27:54.827> is<00:27:54.923> sort<00:27:55.165> of<00:27:57.079> a<00:27:57.175> normal<00:27:57.657> part<00:27:58.203> of<00:27:59.569> my<00:27:59.971> everyday<00:28:00.389> thought<00:28:00.710> process.

00:28:02.172 --> 00:28:15.996
So<00:28:02.397> reading<00:28:03.586> any<00:28:04.148> new<00:28:04.325> developments<00:28:05.048> in<00:28:05.193> those<00:28:05.434> areas<00:28:06.174> or<00:28:06.336> the<00:28:06.562> areas<00:28:06.965> of<00:28:07.126> interest<00:28:08.352> that<00:28:08.498> I<00:28:08.740> have<00:28:09.143> is<00:28:09.256> extremely,<00:28:11.337> you<00:28:11.418> know,<00:28:12.950> rewarding<00:28:13.918> as<00:28:14.080> an<00:28:14.160> exercise<00:28:15.274> that<00:28:15.435> I<00:28:15.535> go<00:28:15.801> through.

00:28:16.522 --> 00:28:17.579
On<00:28:16.602> an<00:28:16.746> ongoing<00:28:17.163> basis.

00:28:18.188 --> 00:28:29.469
But<00:28:18.669> on<00:28:18.781> top<00:28:19.086> of<00:28:19.230> that,<00:28:20.127> I<00:28:20.287> think<00:28:20.512> also,<00:28:21.089> you<00:28:21.185> know,<00:28:21.409> looking<00:28:21.714> for<00:28:21.890> things<00:28:22.130> that<00:28:22.355> are<00:28:23.733> not<00:28:23.973> so<00:28:24.213> familiar<00:28:24.694> to<00:28:24.790> me<00:28:25.479> and<00:28:25.960> trying<00:28:26.377> to<00:28:26.521> understand<00:28:27.418> and<00:28:27.739> learn<00:28:28.043> some<00:28:28.299> of<00:28:28.460> those<00:28:29.004> things.

00:28:29.966 --> 00:28:44.998
Because<00:28:30.527> a<00:28:30.607> lot<00:28:30.783> of<00:28:30.943> times<00:28:31.264> when<00:28:31.408> you<00:28:31.664> go<00:28:31.985> across<00:28:32.690> those<00:28:33.411> areas,<00:28:34.709> you<00:28:34.805> find<00:28:35.334> out<00:28:35.494> that<00:28:35.590> there<00:28:35.751> are<00:28:35.831> certain<00:28:36.247> patterns<00:28:37.113> of<00:28:37.257> similarity<00:28:38.234> to<00:28:38.394> the<00:28:38.795> type<00:28:39.116> of<00:28:39.196> things<00:28:39.500> that<00:28:39.660> you're<00:28:39.901> working<00:28:40.462> on<00:28:40.558> that<00:28:40.702> can<00:28:41.119> be<00:28:41.375> informed<00:28:42.144> or<00:28:42.320> applied<00:28:43.282> in<00:28:43.506> those<00:28:43.763> particular<00:28:44.244> areas<00:28:44.725> as<00:28:44.886> well.

00:28:45.623 --> 00:29:03.906
So<00:28:45.768> that's,<00:28:46.233> that's<00:28:46.473> how<00:28:46.794> I<00:28:47.035> look<00:28:47.291> for,<00:28:47.836> you<00:28:47.933> know,<00:28:48.574> some<00:28:48.831> sort<00:28:49.071> of<00:28:49.216> pattern<00:28:49.761> recognition<00:28:50.402> where,<00:28:51.204> uh,<00:28:51.701> you<00:28:51.798> know,<00:28:52.022> if<00:28:52.183> there<00:28:52.327> is<00:28:52.664> something<00:28:52.984> that<00:28:53.145> I<00:28:53.225> don't<00:28:53.610> know<00:28:53.850> about,<00:28:54.572> uh,<00:28:54.748> that's<00:28:54.973> something<00:28:55.310> that<00:28:55.470> I<00:28:55.550> can<00:28:55.791> go<00:28:56.031> learn<00:28:56.753> because<00:28:57.154> there<00:28:57.379> might<00:28:57.619> be<00:28:57.715> some<00:28:58.036> valuable<00:28:58.902> things<00:28:59.223> that<00:28:59.463> I<00:28:59.640> can<00:28:59.880> pick<00:29:00.105> up<00:29:00.361> and<00:29:00.522> learn<00:29:01.388> and<00:29:01.709> apply<00:29:02.109> to<00:29:02.510> my<00:29:02.767> day-to-day<00:29:03.633> work.

00:29:05.333 --> 00:29:19.970
What<00:29:05.445> are<00:29:05.477> your<00:29:05.654> thoughts<00:29:05.910> on<00:29:06.039> the<00:29:06.135> current<00:29:06.616> macroeconomic<00:29:08.139> environment<00:29:09.247> kind<00:29:09.361> of<00:29:09.441> the<00:29:09.571> state<00:29:10.541> the<00:29:10.946> economy<00:29:12.158> is<00:29:12.336> in,<00:29:13.048> both<00:29:13.161> in<00:29:13.210> the<00:29:13.291> United<00:29:13.549> States<00:29:13.873> and<00:29:13.954> globally,<00:29:15.167> and<00:29:15.312> really<00:29:15.490> just<00:29:15.652> like<00:29:15.797> the<00:29:15.878> state<00:29:16.121> of<00:29:16.153> the<00:29:16.282> world,<00:29:16.768> all<00:29:16.865> the<00:29:16.945> political<00:29:17.350> unrest,<00:29:17.981> wars<00:29:18.304> going<00:29:18.482> on,<00:29:18.789> elections,<00:29:19.436> things<00:29:19.614> like<00:29:19.857> that.

00:29:20.730 --> 00:29:27.977
How<00:29:20.811> much<00:29:21.135> time—<00:29:21.410> it's<00:29:21.571> interesting,<00:29:22.202> I<00:29:22.283> say<00:29:22.445> this<00:29:22.671> a<00:29:22.687> lot<00:29:22.930> on<00:29:23.011> this<00:29:23.173> show,<00:29:23.561> but<00:29:23.674> it<00:29:23.755> seems<00:29:23.998> like<00:29:24.143> CEOs<00:29:24.531> have<00:29:24.629> to<00:29:24.774> think<00:29:24.887> about<00:29:25.195> this<00:29:25.826> far<00:29:26.003> more<00:29:26.246> than<00:29:26.408> they<00:29:26.553> used<00:29:26.731> to<00:29:26.780> have<00:29:26.958> to<00:29:26.990> do<00:29:27.136> it<00:29:27.281> 20<00:29:27.524> years<00:29:27.702> ago.

00:29:28.429 --> 00:29:30.304
How<00:29:28.510> much<00:29:28.672> time<00:29:28.785> are<00:29:28.849> you<00:29:28.995> spending<00:29:29.383> thinking<00:29:29.625> about<00:29:29.868> that<00:29:30.046> stuff?

00:29:32.373 --> 00:29:45.125
I<00:29:32.389> think<00:29:33.424> all<00:29:33.602> the<00:29:33.682> CEOs<00:29:34.798> or<00:29:35.299> every<00:29:35.703> business<00:29:36.107> professional<00:29:36.996> over<00:29:37.158> the<00:29:37.303> last<00:29:37.840> 4<00:29:38.099> years<00:29:38.358> has<00:29:38.600> become<00:29:39.167> extremely<00:29:39.896> adept<00:29:41.741> at<00:29:42.632> handling<00:29:43.214> things<00:29:43.619> that<00:29:43.781> we<00:29:43.943> don't<00:29:44.251> know<00:29:44.429> anything<00:29:44.914> about.

00:29:46.941 --> 00:29:48.947
Every<00:29:47.281> day<00:29:47.443> new<00:29:47.750> things<00:29:47.928> are<00:29:48.090> thrown<00:29:48.721> at<00:29:48.818> us.

00:29:49.708 --> 00:30:11.476
But,<00:29:50.436> you<00:29:50.517> know,<00:29:50.662> just<00:29:51.164> sort<00:29:51.342> of<00:29:51.488> taking<00:29:51.892> stock<00:29:52.280> of<00:29:52.378> where<00:29:52.620> we<00:29:52.928> are,<00:29:53.267> if<00:29:53.591> I<00:29:53.737> look<00:29:54.076> back,<00:29:57.371> beginning<00:29:57.712> of<00:29:57.890> 2023,<00:29:59.901> we<00:30:00.566> saw,<00:30:02.334> you<00:30:02.432> know,<00:30:02.805> a<00:30:03.048> lot<00:30:03.372> of<00:30:04.427> slowdown<00:30:05.101> in<00:30:05.326> terms<00:30:05.711> of<00:30:06.033> our<00:30:06.852> enterprise<00:30:07.574> buyers,<00:30:08.377> you<00:30:08.473> know,<00:30:08.618> how<00:30:08.859> they<00:30:09.019> were<00:30:09.180> reacting<00:30:09.662> to<00:30:09.758> the<00:30:09.870> market<00:30:10.224> conditions<00:30:10.722> and<00:30:10.786> situations.

00:30:12.376 --> 00:30:22.412
And<00:30:12.873> everybody<00:30:13.355> was<00:30:13.596> trying<00:30:13.997> to<00:30:14.865> optimize<00:30:15.828> their<00:30:16.727> P&L<00:30:17.289> statements<00:30:18.719> and<00:30:19.056> everybody<00:30:19.441> was<00:30:19.602> looking<00:30:19.939> at<00:30:20.164> cost<00:30:20.485> cutting<00:30:20.822> as<00:30:21.047> the<00:30:21.143> first<00:30:21.497> step<00:30:21.786> to<00:30:21.930> go<00:30:22.171> through.

00:30:23.215 --> 00:30:28.450
And<00:30:23.552> a<00:30:23.697> lot<00:30:23.938> of<00:30:24.098> that<00:30:24.500> happened<00:30:25.222> over<00:30:25.399> the<00:30:25.543> course<00:30:25.881> of<00:30:25.961> the<00:30:26.105> last<00:30:26.443> 12<00:30:26.748> to<00:30:26.989> 18<00:30:27.326> month<00:30:27.486> timeframe.

00:30:29.799 --> 00:30:48.879
As<00:30:29.959> I<00:30:30.120> look<00:30:30.313> ahead,<00:30:31.984> I<00:30:32.064> think,<00:30:32.950> you<00:30:33.030> know,<00:30:33.255> with<00:30:33.433> the<00:30:33.674> interest<00:30:34.157> rates<00:30:34.559> being<00:30:34.801> where<00:30:35.026> they<00:30:35.203> are,<00:30:36.234> it's<00:30:36.427> a<00:30:36.636> great<00:30:37.055> tool<00:30:37.377> that<00:30:37.602> provides<00:30:38.729> our<00:30:39.292> economy,<00:30:39.791> especially<00:30:40.258> the<00:30:40.419> US<00:30:40.693> economy,<00:30:41.224> a<00:30:41.305> lot<00:30:41.466> of<00:30:41.546> flexibility<00:30:42.209> to,<00:30:42.677> you<00:30:42.709> know,<00:30:43.097> either<00:30:43.339> go<00:30:43.727> up<00:30:44.211> or<00:30:44.389> down<00:30:45.035> because<00:30:45.293> we<00:30:45.423> are<00:30:45.455> no<00:30:45.681> longer<00:30:46.731> at<00:30:46.892> the<00:30:46.973> 0%<00:30:47.958> interest<00:30:48.669> rates.

00:30:50.571 --> 00:31:05.905
So<00:30:51.107> it's<00:30:51.514> a<00:30:51.611> good<00:30:52.001> lever<00:30:52.277> to<00:30:52.505> have<00:30:52.976> access<00:30:53.480> to,<00:30:54.683> which<00:30:54.927> gives<00:30:55.170> me<00:30:55.284> a<00:30:55.349> little<00:30:55.593> bit<00:30:55.755> of<00:30:55.918> comfort<00:30:56.324> about<00:30:56.893> how<00:30:58.346> the<00:30:58.523> Fed<00:30:59.004> will<00:30:59.245> react<00:30:59.791> to<00:30:59.951> the<00:31:00.384> economic<00:31:01.556> uncertainty<00:31:02.294> and<00:31:02.535> how<00:31:02.695> they<00:31:02.775> will<00:31:03.016> use<00:31:03.241> that<00:31:03.498> as<00:31:03.594> a<00:31:03.738> tool<00:31:04.621> to<00:31:04.701> navigate<00:31:05.488> through<00:31:05.825> it.

00:31:06.627 --> 00:31:15.421
But<00:31:07.012> at<00:31:07.092> the<00:31:07.173> same<00:31:07.590> time,<00:31:08.296> you<00:31:08.392> know,<00:31:08.954> with<00:31:10.077> the<00:31:10.222> election<00:31:10.703> year<00:31:10.864> coming<00:31:11.184> up,<00:31:11.297> and<00:31:11.441> not<00:31:11.602> just<00:31:12.003> in<00:31:12.083> the<00:31:12.163> US,<00:31:12.565> but<00:31:12.869> also,<00:31:13.752> you<00:31:13.832> know,<00:31:13.913> if<00:31:13.993> you<00:31:14.089> look<00:31:14.250> at<00:31:14.426> other<00:31:14.651> parts<00:31:14.892> of<00:31:14.956> the<00:31:15.116> world—.

00:31:15.453 --> 00:31:17.941
Oh<00:31:15.549> yeah,<00:31:15.774> this<00:31:15.951> is—<00:31:16.015> yeah,<00:31:16.256> it's<00:31:16.962> like<00:31:17.170> 30<00:31:17.459> going<00:31:17.764> on.

00:31:18.021 --> 00:31:19.674
Yeah,<00:31:18.326> yeah,<00:31:19.449> right.

00:31:20.332 --> 00:31:28.867
There's<00:31:20.524> a<00:31:20.653> lot<00:31:20.974> of<00:31:21.150> uncertainty,<00:31:22.498> um,<00:31:23.092> in<00:31:23.220> the<00:31:23.317> geopolitical,<00:31:24.504> uh,<00:31:25.082> type<00:31:25.338> of<00:31:25.499> turmoil<00:31:26.044> that's<00:31:26.285> going<00:31:26.670> on,<00:31:27.792> add<00:31:28.113> that<00:31:28.370> to<00:31:28.514> the<00:31:28.578> mix.

00:31:29.877 --> 00:31:49.315
And<00:31:30.599> my<00:31:31.176> read<00:31:31.481> on<00:31:31.657> 2024<00:31:33.005> is<00:31:33.582> that<00:31:34.464> it's<00:31:34.689> going<00:31:34.945> to<00:31:35.025> be<00:31:35.266> more<00:31:36.132> of<00:31:36.308> the<00:31:36.389> same<00:31:37.736> as<00:31:37.896> we<00:31:37.992> saw<00:31:38.393> last<00:31:38.778> year,<00:31:39.420> where<00:31:39.676> it'll<00:31:40.142> be,<00:31:40.639> you<00:31:40.783> know,<00:31:40.831> sort<00:31:41.120> of<00:31:41.826> uncertainty<00:31:42.563> surrounding<00:31:43.349> us,<00:31:44.071> no<00:31:44.247> clear<00:31:44.632> visibility<00:31:45.194> to<00:31:45.370> whether<00:31:45.611> it's<00:31:45.771> going<00:31:46.236> up<00:31:46.477> or<00:31:46.653> down<00:31:47.535> from<00:31:47.840> positive<00:31:48.337> or<00:31:48.433> negative<00:31:48.963> trends.

00:31:50.085 --> 00:31:54.159
And<00:31:50.246> we<00:31:50.342> will<00:31:50.566> sort<00:31:50.807> of<00:31:50.903> have<00:31:51.128> to<00:31:51.224> continue<00:31:51.625> to<00:31:51.849> grapple<00:31:52.266> through<00:31:52.587> that<00:31:53.533> uncertainty.

00:31:54.496 --> 00:31:57.733
For<00:31:54.818> another<00:31:55.720> 12<00:31:56.123> to<00:31:56.284> 18<00:31:56.686> month<00:31:56.847> timeframe.

00:31:58.297 --> 00:32:00.245
So<00:31:58.442> that's,<00:31:58.780> that's<00:31:59.102> my<00:31:59.344> read<00:31:59.891> on<00:32:00.068> it.

00:32:00.455 --> 00:32:08.869
And,<00:32:01.743> you<00:32:01.840> know,<00:32:02.323> without<00:32:02.806> any<00:32:03.128> kind<00:32:03.450> of<00:32:04.143> a<00:32:04.163> clear<00:32:04.357> signal<00:32:05.623> in<00:32:05.785> terms<00:32:06.272> of<00:32:06.597> are<00:32:06.694> we<00:32:06.921> out<00:32:07.246> of<00:32:07.408> it<00:32:07.652> or<00:32:07.830> are<00:32:08.057> we<00:32:08.139> still<00:32:08.642> in<00:32:08.804> it?

00:32:10.517 --> 00:32:13.666
I<00:32:10.854> can't<00:32:11.095> thank<00:32:11.256> you<00:32:11.401> enough<00:32:11.738> again,<00:32:12.220> Manish,<00:32:12.541> for<00:32:12.702> coming<00:32:12.943> on<00:32:13.248> the<00:32:13.329> show.

00:32:15.273 --> 00:32:16.429
I<00:32:15.337> want<00:32:15.417> to<00:32:15.449> be<00:32:15.578> respectful<00:32:15.980> of<00:32:16.076> your<00:32:16.221> time.

00:32:16.494 --> 00:32:19.739
So<00:32:16.703> we<00:32:16.799> ask<00:32:17.120> every<00:32:17.763> guest<00:32:18.390> this<00:32:18.631> question<00:32:19.048> to<00:32:19.209> end<00:32:19.370> the<00:32:19.450> interview.

00:32:20.260 --> 00:32:24.731
Because<00:32:20.535> at<00:32:20.616> CEO.com,<00:32:21.426> we<00:32:21.572> believe<00:32:21.750> the<00:32:21.912> chances<00:32:22.317> one<00:32:22.544> gives<00:32:22.819> are<00:32:22.884> just<00:32:23.014> as<00:32:23.208> important<00:32:23.532> as<00:32:23.678> the<00:32:23.759> chances<00:32:24.164> one<00:32:24.326> takes.

00:32:25.314 --> 00:32:29.105
And<00:32:25.460> I<00:32:25.622> wonder<00:32:25.881> when<00:32:26.043> you<00:32:26.205> hear<00:32:26.513> that,<00:32:26.999> who<00:32:27.161> gave<00:32:27.420> you<00:32:27.582> a<00:32:27.647> chance<00:32:27.987> to<00:32:28.084> get<00:32:28.230> you<00:32:28.327> to<00:32:28.457> where<00:32:28.635> you<00:32:28.797> are<00:32:28.878> today?

00:32:32.319 --> 00:32:52.039
I<00:32:32.400> think<00:32:32.577> the<00:32:32.803> big,<00:32:34.029> you<00:32:34.110> know,<00:32:35.336> set<00:32:35.627> of<00:32:36.934> influence<00:32:37.805> are<00:32:38.225> people<00:32:38.628> who<00:32:38.789> gave<00:32:39.031> me<00:32:39.338> a<00:32:39.354> chance,<00:32:41.129> not<00:32:41.274> just<00:32:41.420> through<00:32:41.614> my<00:32:41.840> career,<00:32:42.326> where<00:32:43.233> everybody,<00:32:44.107> you<00:32:44.204> know,<00:32:44.674> who<00:32:45.402> I<00:32:45.645> worked<00:32:45.985> for<00:32:47.647> gave<00:32:47.824> me<00:32:47.968> the<00:32:48.000> encouragement,<00:32:49.106> encouragement<00:32:49.811> to<00:32:49.988> go<00:32:50.292> after<00:32:50.629> the<00:32:50.709> next<00:32:51.110> bigger,<00:32:51.510> better<00:32:51.895> thing.

00:32:52.296 --> 00:33:13.071
But<00:32:52.617> also<00:32:53.338> in<00:32:53.498> this<00:32:53.819> journey<00:32:55.502> at<00:32:55.742> Reltio,<00:32:56.544> you<00:32:56.624> know,<00:32:56.784> having<00:32:57.041> started<00:32:57.361> the<00:32:57.506> company<00:32:57.906> in<00:32:57.939> 2011,<00:32:58.948> all<00:32:59.205> the<00:32:59.365> people<00:33:00.407> that<00:33:00.792> enrolled<00:33:01.433> on<00:33:01.674> the<00:33:01.834> mission<00:33:02.395> and<00:33:02.491> the<00:33:02.651> vision<00:33:02.972> that<00:33:03.196> we<00:33:03.357> have<00:33:03.693> for<00:33:03.998> Reltio<00:33:05.216> to<00:33:05.457> bring<00:33:06.082> all<00:33:06.258> the<00:33:06.322> information<00:33:06.980> together<00:33:07.701> as<00:33:07.941> a<00:33:07.957> single,<00:33:08.486> unified,<00:33:09.384> interoperable,<00:33:10.426> reusable<00:33:11.211> asset<00:33:12.029> for<00:33:12.189> every<00:33:12.510> business.

00:33:14.341 --> 00:33:39.887
You<00:33:14.421> know,<00:33:14.743> all<00:33:15.146> the<00:33:15.242> people<00:33:15.483> that<00:33:15.741> are<00:33:15.773> participating<00:33:16.368> in<00:33:16.529> that,<00:33:17.253> not<00:33:17.414> just<00:33:19.506> the<00:33:19.667> people<00:33:19.924> that<00:33:20.069> I<00:33:20.310> work<00:33:20.697> with<00:33:21.018> every<00:33:21.356> day,<00:33:21.678> but<00:33:21.839> the<00:33:21.984> customers,<00:33:22.620> the<00:33:22.700> partners,<00:33:23.521> and<00:33:23.779> the<00:33:24.487> shareholders<00:33:25.936> who<00:33:27.224> are<00:33:27.804> giving<00:33:28.110> us<00:33:28.512> every<00:33:28.705> signal,<00:33:29.237> every<00:33:29.559> opportunity<00:33:30.219> to<00:33:30.364> go<00:33:30.525> after<00:33:30.798> the<00:33:30.927> market<00:33:31.330> opportunity<00:33:31.974> that<00:33:32.086> is<00:33:32.408> in<00:33:32.472> front<00:33:32.714> of<00:33:32.939> us<00:33:33.823> is<00:33:34.000> the<00:33:34.563> type<00:33:35.126> of<00:33:35.207> thing<00:33:35.448> that<00:33:35.834> I<00:33:35.866> am<00:33:36.252> extremely<00:33:36.799> encouraged<00:33:37.378> by<00:33:37.941> and<00:33:39.147> thankful<00:33:39.710> for.

00:33:41.347 --> 00:33:45.945
Finally,<00:33:42.004> how<00:33:42.228> could<00:33:42.404> people<00:33:42.869> get<00:33:43.189> and<00:33:43.670> learn<00:33:43.830> more<00:33:44.007> about<00:33:44.247> RELTO,<00:33:44.968> get<00:33:45.128> in<00:33:45.208> touch<00:33:45.465> with<00:33:45.833> you?

00:33:46.089 --> 00:33:54.324
I<00:33:46.105> don't<00:33:46.314> know<00:33:46.346> that<00:33:46.394> you<00:33:46.490> want<00:33:46.570> to<00:33:46.650> give<00:33:46.746> out<00:33:46.874> your<00:33:46.955> phone<00:33:47.147> number<00:33:47.419> or<00:33:47.547> email,<00:33:47.916> like,<00:33:48.236> but<00:33:48.797> how<00:33:48.909> do<00:33:49.053> people,<00:33:49.438> like,<00:33:49.614> if<00:33:49.758> they,<00:33:50.031> they've<00:33:50.239> watched<00:33:50.415> this<00:33:50.655> interview<00:33:50.976> and<00:33:51.056> said,<00:33:51.232> hey,<00:33:51.376> I<00:33:51.457> want<00:33:51.585> to<00:33:51.617> learn<00:33:51.777> more<00:33:52.001> about<00:33:52.322> RELTO<00:33:52.642> and<00:33:52.738> Manish,<00:33:53.139> how,<00:33:53.764> what<00:33:53.924> should<00:33:54.020> they<00:33:54.180> do?

00:33:55.686 --> 00:34:02.239
Uh,<00:33:56.183> relto.com,<00:33:57.609> uh,<00:33:58.105> is<00:33:58.250> the<00:33:58.346> best<00:33:58.586> place<00:33:58.907> to<00:33:59.371> reach<00:33:59.692> out<00:33:59.948> to<00:34:00.509> RELTO<00:34:01.134> as<00:34:01.230> an<00:34:01.374> organization.

00:34:02.976 --> 00:34:05.924
Uh,<00:34:03.136> you<00:34:03.232> can<00:34:03.393> connect<00:34:03.713> me,<00:34:04.178> connect<00:34:04.578> with<00:34:04.818> me<00:34:05.219> on<00:34:05.395> LinkedIn.

00:34:06.340 --> 00:34:09.849
Uh,<00:34:06.661> uh,<00:34:07.077> you<00:34:07.158> know,<00:34:07.638> I<00:34:07.782> would<00:34:07.943> welcome<00:34:08.423> any<00:34:08.664> opportunity<00:34:09.160> to<00:34:09.320> engage.

00:34:10.507 --> 00:34:17.906
And<00:34:10.908> especially<00:34:11.486> if<00:34:11.791> you<00:34:11.951> are,<00:34:12.369> you<00:34:12.449> know,<00:34:12.834> if<00:34:12.930> you're<00:34:13.091> trying<00:34:13.396> to<00:34:13.428> solve<00:34:14.455> a<00:34:14.535> data<00:34:14.840> unification<00:34:15.498> problem,<00:34:16.220> then<00:34:16.365> you<00:34:16.525> know<00:34:16.943> where<00:34:17.103> to<00:34:17.248> look<00:34:17.408> for<00:34:17.649> us.

00:34:18.532 --> 00:34:30.007
And<00:34:18.804> if<00:34:19.109> anybody's<00:34:19.591> interested<00:34:20.377> in,<00:34:21.758> you<00:34:21.854> know,<00:34:21.934> sharing<00:34:22.319> thoughts<00:34:22.865> or<00:34:23.427> asking<00:34:23.667> questions<00:34:24.149> about<00:34:24.630> my<00:34:25.048> entrepreneurial<00:34:25.850> journey,<00:34:26.251> I'm<00:34:26.492> happy<00:34:26.733> to<00:34:26.813> share<00:34:27.134> those,<00:34:28.659> you<00:34:28.755> know,<00:34:28.964> experiences<00:34:29.686> as<00:34:29.879> well.

00:34:30.360 --> 00:34:32.559
So<00:34:30.906> LinkedIn<00:34:31.291> and<00:34:31.692> Relto.com.

00:34:33.377 --> 00:34:33.730
Perfect.

00:34:33.859 --> 00:34:35.897
Thank<00:34:34.100> you<00:34:34.180> so<00:34:34.437> much<00:34:34.998> for<00:34:35.143> coming<00:34:35.464> on<00:34:35.560> today's<00:34:35.801> show.

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Thank<00:34:37.475> you<00:34:37.557> so<00:34:37.721> much<00:34:37.967> for<00:34:38.130> having<00:34:38.523> me<00:34:38.605> on<00:34:38.687> the<00:34:38.785> show.

```