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# Sitecore CEO Eric Stine: AI, answer engines, and why clarity is currency
- URL: https://www.ceo.com/episodes/sitecore-ceo-eric-stine-on-ai-answer-engines-and-why-clarity-is-currency/
- Published: 2026-04-03T19:23:00.000Z
- Updated: 2026-08-24T19:30:21.000Z
- Description: Sitecore's CEO on answer engines, the end of the seat license, and why AI is the reset enterprise software needed.
- Author: Clint Betts

# Eric Stine thinks search is over

Eric Stine got into enterprise software after leaving politics. He worked in Washington during the impeachment and trial of a president, grew cynical, and left. A man he met in Dupont Circle hired him anyway. Stine had no background in technology. He knew government, knew how it bought, and was willing to listen.

That was 25 years ago. Today he runs Sitecore, the digital experience platform behind how major brands reach, engage, and serve their audiences. [Sitecore named him CEO in May 2025](https://www.sitecore.com/company/newsroom/press-releases/2025/05/sitecore-appoints-eric-stine-as-chief-executive-officer?ref=ceo.com) after a run as chief operating officer during which revenues for its XM Cloud platform doubled in a year. Before that: [CEO of Elemica, chief commercial officer at Skillsoft, chief revenue officer at Qualtrics, and executive roles at SAP, Ciber, and Blackboard](https://www.sitecore.com/company/leadership?ref=ceo.com). He also co-produces Broadway musicals. The Outsiders, which he co-produced, won the 2024 Tony for Best Musical.

Sitecore turns 25 on April 26\. His twins turn 10 the same day.

The company was founded to help brands tell their story on a new thing called the internet, and Stine spends most of his time now on the newest version of that problem. For two decades, the internet worked because somebody indexed it. Google built the roadmap. Companies paid for shortcuts. Stine believes that era is over.

"We no longer have to click multiple links to get the answer," he said on the podcast. "We can now move beyond keyword searching and paid placement and allow somebody else to do the research, the comparative analysis, the third-party authentication."

People ask questions in natural language now, in ChatGPT, in Claude, in Perplexity, even in the Google search bar. They do not want information. They want the answer. So Stine asks every company the same thing he asks before agreeing to produce a show: Does it know why it is being made now? Does it know who it is for?

"Do you know what question you're the answer to? Are they the questions you want to be the answer to?"

Most companies fail this test because they lack specificity, he says. They grow, they want to be more to more people, and the message blurs. "Clarity is currency in today's market."

He is spending real money on the thesis. In June, [Sitecore acquired Scrunch](https://www.sitecore.com/company/newsroom/press-releases/2026/06/sitecore-acquires-scrunch-to-help-brands-influence-discovery--and-buying-decisions?ref=ceo.com), a platform that shows brands how they appear in AI-generated answers across ChatGPT, Gemini, and Perplexity, then feeds those findings back into the content itself. [Bloomberg put the deal at roughly $225 million](https://www.techtarget.com/searchcustomerexperience/news/366643973/Sitecore-acquires-Scrunch-for-answer-engine-optimization?ref=ceo.com); Sitecore declined to confirm. He also killed seat-based pricing when he took the job. Sitecore now [prices on content interactions](https://www.techtarget.com/searchcontentmanagement/news/366641614/Sitecore-CEO-Marketing-content-experience-AI-prime-focus?ref=ceo.com), whether a human or a machine retrieves the content.

None of this makes him a doomer about software. He has heard the talk of a SaaS apocalypse, and he answers it with a number. [A Bain & Company brief](https://www.bain.com/insights/where-have-all-the-sales-reps-gone/?ref=ceo.com) found that for almost a decade you could forecast a software company's growth by how fast it hired sales reps. Then the trend snapped. Between mid-2023 and mid-2025, sales hiring across the industry fell to 2 percent or less, in stretches negative. Stine's reading: the industry had built enough sales capacity for every product on the market, and headcount growth was over.

"The great opportunity of AI is just like SaaS back in 2011, 2012, 2013," he said. "It is the refresh and the reset that enterprise software needed."

His argument rests on edge cases. Nobody wants to vibe-code a supply chain system or a digital marketing platform when decades of expertise on the hard parts is already built into existing software. He learned that the details matter from thousands of pages of budget bills in Washington. He kept it.

Ask Stine how he became CEO and he gives you a list of people. The man in Dupont Circle. A boss who coached him in ways he calls psychologically painful and forced him to face his insecurities as a leader. Steve Peck, who ran his business unit 24 years ago and sat him down at a coffee bar in Baltimore after a brutal negotiation with Johns Hopkins and told him everything he would need to know to lead, whether he wanted to hear it or not.

And a woman he worked for who said the same sentence to every employee she met: "Thank you for everything you're doing." Stine thought the line was generic. Then he watched people light up when she said it. So he stole it.

"People work best not just when they feel a sense of accomplishment or pride in what they're doing, but when the thing they are great at is seen and valued by the people around them."

The theater habit started during the pandemic, between jobs, because of idle hands. He was a frustrated musical theater kid from New York whose parents couldn't really afford the great book musicals of the seventies, and he got to see them anyway. Now he helps sell a Tony winner week to week in digital media, hitting a ticket number to pay the cast and repay investors. He points out that this makes him his own customer.

Asked to predict where AI goes from here, he refused. Whatever answer he gave would probably be wrong, he said, and if someone gets it right, give them the $10 trillion.

"That would be like asking someone to accurately predict the future of commercial flight in 1915."

He did offer one piece of evidence for what survives. Live musical theater began thousands of years ago with people sitting around on rocks. It is still here.

```chapters
00:00:00 Introduction to Sitecore and Eric Stine
00:01:45 The 25-Year History of Sitecore
00:04:52 How AI Transforms the Customer Experience
00:09:04 Predicting the Future of AI Technology
00:12:37 Eric Stine's Journey to Becoming CEO
00:16:31 Producing Tony Award-Winning Musical Theater
00:18:56 Why Clarity is Currency in Marketing
00:23:51 Navigating the Modern Macroeconomic Environment
00:27:09 Leadership Lessons from Washington DC
```

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It's—.

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Yeah.

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I<00:03:31.512> was<00:03:31.672> gonna<00:03:31.768> say<00:03:31.896> it's<00:03:32.105> still<00:03:32.313> kind<00:03:32.490> of<00:03:32.618> revolutionary,<00:03:33.195> but<00:03:33.275> this<00:03:33.499> idea<00:03:33.756> of<00:03:33.900> like,<00:03:34.461> hey,<00:03:34.798> you<00:03:34.942> don't<00:03:35.102> have<00:03:35.343> to,<00:03:35.760> like,<00:03:36.064> we<00:03:36.225> can<00:03:36.561> build<00:03:36.866> this<00:03:36.978> site<00:03:37.283> for<00:03:37.523> you<00:03:37.747> 25<00:03:38.164> years<00:03:38.421> ago<00:03:38.870> is<00:03:39.831> remarkable.

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We<00:03:41.114> are<00:03:41.611> one<00:03:41.835> of<00:03:42.011> the<00:03:42.316> founders<00:03:42.813> of<00:03:42.893> the<00:03:43.037> category.

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We<00:03:43.935> have<00:03:44.256> been<00:03:44.560> a<00:03:44.656> category<00:03:45.362> leader<00:03:45.714> since<00:03:46.420> the<00:03:46.885> inception<00:03:48.905> What<00:03:49.082> I<00:03:49.226> love<00:03:49.466> about<00:03:49.932> Sitecore<00:03:50.669> is<00:03:50.990> that<00:03:51.134> as<00:03:51.247> a<00:03:51.391> company,<00:03:51.952> as<00:03:52.048> a<00:03:52.177> culture,<00:03:52.898> as<00:03:53.139> people,<00:03:53.877> we<00:03:54.037> always<00:03:54.358> believe<00:03:54.919> that<00:03:55.160> we<00:03:55.384> can<00:03:55.625> make<00:03:56.042> tomorrow<00:03:56.587> better<00:03:56.844> than<00:03:57.004> yesterday.

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And<00:03:57.982> so<00:03:58.608> in<00:03:58.752> moments<00:03:59.185> of<00:03:59.329> disruption,<00:04:00.131> in<00:04:00.228> moments<00:04:00.757> of<00:04:01.078> confusion,<00:04:02.136> in<00:04:02.216> moments<00:04:02.697> where<00:04:02.938> everything<00:04:03.403> feels<00:04:03.820> like<00:04:04.060> it's<00:04:04.221> a<00:04:04.301> little<00:04:04.542> bit<00:04:04.782> up<00:04:05.103> for<00:04:05.327> grabs,<00:04:06.145> we're<00:04:06.530> able<00:04:06.931> to<00:04:07.428> see<00:04:07.974> through<00:04:08.695> what<00:04:08.872> can<00:04:09.096> often<00:04:09.497> feel<00:04:09.914> like<00:04:11.502> chaos<00:04:12.159> or<00:04:12.240> noise.

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And<00:04:13.603> we<00:04:13.828> let<00:04:14.068> that<00:04:14.325> mission<00:04:14.806> recenter<00:04:15.512> us.

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How<00:04:16.251> do<00:04:16.411> we<00:04:16.636> use<00:04:17.037> this<00:04:17.278> moment?

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How<00:04:17.871> do<00:04:18.016> we<00:04:18.160> use<00:04:18.337> this<00:04:18.497> technology?

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How<00:04:19.781> do<00:04:19.877> we<00:04:20.021> see<00:04:20.342> through<00:04:20.583> this<00:04:20.824> disruption<00:04:21.770> and<00:04:21.931> remember<00:04:22.589> that<00:04:23.215> our<00:04:23.536> audience<00:04:24.049> is<00:04:24.274> the<00:04:24.418> consumer?

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The<00:04:25.477> consumer<00:04:25.958> is<00:04:26.183> looking<00:04:26.504> for<00:04:26.600> an<00:04:26.985> answer.

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That<00:04:28.028> answer<00:04:28.590> is<00:04:29.152> your<00:04:29.408> company,<00:04:29.970> your<00:04:30.275> brand,<00:04:30.692> your<00:04:30.997> product,<00:04:31.639> your<00:04:31.815> service.

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How<00:04:32.698> do<00:04:32.858> we<00:04:33.019> help<00:04:33.356> you<00:04:33.420> shorten<00:04:34.046> the<00:04:34.142> distance<00:04:34.768> between<00:04:35.105> that<00:04:35.345> content<00:04:36.212> and<00:04:36.533> the<00:04:36.693> customer<00:04:37.255> you're<00:04:37.415> trying<00:04:37.752> to<00:04:37.897> serve?

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And<00:04:38.715> when<00:04:38.860> I<00:04:38.876> was<00:04:39.036> looking<00:04:39.293> at<00:04:39.341> your<00:04:39.582> site<00:04:39.999> earlier,<00:04:41.122> And<00:04:41.267> I<00:04:41.283> want<00:04:41.427> to<00:04:41.508> get<00:04:41.668> to,<00:04:42.070> you<00:04:42.102> know,<00:04:42.310> you<00:04:42.471> becoming<00:04:42.824> CEO<00:04:43.675> and<00:04:43.772> that<00:04:43.996> whole<00:04:44.157> journey.

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But<00:04:45.056> when<00:04:45.201> I<00:04:45.217> was<00:04:45.377> looking<00:04:45.602> at<00:04:45.698> your<00:04:45.939> site<00:04:46.180> earlier,<00:04:46.903> you<00:04:46.999> guys<00:04:47.143> have<00:04:47.384> really<00:04:47.705> gone<00:04:47.930> all<00:04:48.171> in<00:04:48.267> on<00:04:48.412> AI<00:04:49.616> and<00:04:49.793> it<00:04:49.873> seems<00:04:50.162> like<00:04:50.339> you're<00:04:50.499> a<00:04:50.596> leader<00:04:51.238> in<00:04:51.559> that<00:04:51.736> space.

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Tell<00:04:52.217> me<00:04:52.442> how<00:04:53.309> AI<00:04:53.550> has<00:04:53.727> transformed<00:04:54.369> the<00:04:54.529> company.

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I<00:04:55.236> always<00:04:55.364> like<00:04:55.573> to<00:04:55.637> start<00:04:55.894> from<00:04:56.039> the<00:04:56.199> outside<00:04:56.520> in.

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AI<00:04:57.243> has<00:04:57.404> transformed<00:04:58.367> the<00:04:58.463> company<00:04:58.865> because<00:04:59.170> AI<00:04:59.491> has<00:04:59.668> transformed<00:05:00.551> the<00:05:00.615> market.

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AI<00:05:01.578> has<00:05:01.755> transformed<00:05:02.879> the<00:05:02.959> customer.

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AI<00:05:03.907> has<00:05:04.083> transformed<00:05:04.886> the<00:05:05.287> consumer.

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You<00:05:06.154> know,<00:05:06.652> I<00:05:06.812> like<00:05:06.972> to<00:05:07.117> tell<00:05:07.293> my<00:05:07.453> kids<00:05:07.774> that<00:05:07.934> the<00:05:08.014> importance<00:05:08.575> of<00:05:08.656> a<00:05:08.720> growth<00:05:09.056> mindset<00:05:09.762> is<00:05:09.922> the<00:05:10.002> fact<00:05:10.323> that<00:05:10.435> I<00:05:10.643> work<00:05:11.365> in<00:05:11.685> an<00:05:11.765> industry.

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I<00:05:12.439> sell<00:05:12.743> a<00:05:12.807> thing<00:05:13.609> that<00:05:13.785> didn't<00:05:14.090> exist<00:05:14.507> for<00:05:14.651> the<00:05:14.747> entire<00:05:15.212> first<00:05:15.629> half<00:05:15.949> of<00:05:16.110> my<00:05:16.270> life.

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I<00:05:16.911> couldn't<00:05:17.296> aspire<00:05:17.953> to<00:05:18.274> be<00:05:18.674> this<00:05:19.075> when<00:05:19.300> I<00:05:19.540> was<00:05:20.021> their<00:05:20.422> age,<00:05:20.662> because<00:05:21.143> this<00:05:21.464> was<00:05:21.656> not<00:05:22.345> a<00:05:22.602> thing<00:05:23.708> at<00:05:23.868> all.

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When<00:05:25.231> we<00:05:25.471> all<00:05:25.728> first<00:05:26.529> learned<00:05:27.074> the<00:05:27.395> internet,<00:05:28.132> somebody<00:05:28.517> went<00:05:28.757> out<00:05:29.158> and<00:05:29.655> indexed<00:05:30.280> it.

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Lots<00:05:30.857> of<00:05:31.082> companies<00:05:31.659> did.

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Google<00:05:32.941> dominated<00:05:33.663> that<00:05:33.903> space<00:05:34.464> first<00:05:34.785> by<00:05:35.169> indexing<00:05:35.747> the<00:05:35.987> internet<00:05:36.933> and<00:05:37.029> then<00:05:37.253> helping<00:05:37.750> create<00:05:38.151> the<00:05:38.183> first<00:05:38.472> roadmap<00:05:39.258> for<00:05:39.435> it.

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Search,<00:05:40.157> the<00:05:40.302> search<00:05:40.639> engine,<00:05:40.960> the<00:05:41.056> search<00:05:41.442> bar.

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And<00:05:42.325> then<00:05:43.513> a<00:05:43.545> whole<00:05:43.689> bunch<00:05:44.010> of<00:05:44.155> companies<00:05:44.652> came<00:05:44.893> along<00:05:45.310> and<00:05:45.455> gave<00:05:45.680> you<00:05:45.921> detours<00:05:46.579> and<00:05:46.723> shortcuts<00:05:47.622> by<00:05:48.345> paying<00:05:48.746> for<00:05:48.906> placement<00:05:49.565> or<00:05:49.645> showing<00:05:50.255> how<00:05:50.913> their<00:05:51.395> brand,<00:05:51.876> their<00:05:52.037> product,<00:05:52.518> their<00:05:52.823> offering<00:05:54.220> fit<00:05:54.605> into<00:05:54.910> the<00:05:55.007> thing<00:05:55.312> that<00:05:55.472> you<00:05:55.568> were<00:05:55.649> searching<00:05:56.114> for.

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That's<00:05:57.238> all<00:05:57.415> shifting<00:05:57.960> again.

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We're<00:05:58.843> no<00:05:58.956> longer<00:05:59.582> interested<00:06:00.288> in<00:06:00.609> who<00:06:00.770> provides<00:06:01.348> this<00:06:01.669> thing.

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We<00:06:02.230> want<00:06:02.471> to<00:06:02.568> know<00:06:03.178> who's<00:06:03.354> the<00:06:03.515> best,<00:06:03.980> who's<00:06:04.237> the<00:06:04.333> most<00:06:04.863> secure,<00:06:05.666> Who<00:06:05.987> doesn't<00:06:06.485> just<00:06:06.951> have<00:06:07.449> the<00:06:07.545> safest<00:06:08.091> car<00:06:08.557> for<00:06:08.653> my<00:06:08.814> family,<00:06:09.536> but<00:06:09.777> who<00:06:10.002> provides<00:06:10.805> the<00:06:11.287> best<00:06:11.849> luxury<00:06:12.588> 3-row<00:06:13.615> SUV<00:06:14.595> that<00:06:15.221> runs<00:06:15.639> at<00:06:15.800> least<00:06:16.121> in<00:06:16.281> part<00:06:16.667> on<00:06:16.763> electrical<00:06:17.791> power?

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We<00:06:18.706> no<00:06:18.851> longer<00:06:19.236> have<00:06:19.429> to<00:06:19.574> click<00:06:19.895> multiple<00:06:20.441> links<00:06:20.778> to<00:06:20.923> get<00:06:21.099> the<00:06:21.244> answer<00:06:21.822> to<00:06:21.983> that<00:06:22.464> question.

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We<00:06:23.444> now<00:06:24.151> can<00:06:24.392> move<00:06:24.793> beyond<00:06:25.339> keyword<00:06:26.062> searching<00:06:26.704> and<00:06:26.865> paid<00:06:27.186> placement<00:06:28.069> and<00:06:28.150> allow<00:06:28.407> somebody<00:06:28.888> else<00:06:29.129> to<00:06:29.290> do<00:06:29.451> the<00:06:29.595> research,<00:06:30.478> the<00:06:30.639> comparative<00:06:31.362> analysis.

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The<00:06:32.983> third-party<00:06:33.848> authentication,<00:06:35.291> all<00:06:35.467> of<00:06:35.612> that<00:06:35.788> is<00:06:35.948> now<00:06:36.189> shifting<00:06:37.215> into<00:06:37.535> a<00:06:37.695> world<00:06:38.112> that<00:06:38.417> isn't<00:06:38.753> just<00:06:39.154> being<00:06:39.619> roadmapped<00:06:40.340> by<00:06:40.533> machines,<00:06:41.479> it's<00:06:41.639> being<00:06:41.959> read<00:06:42.505> and<00:06:42.761> written<00:06:43.162> for<00:06:43.787> machines,<00:06:44.685> which<00:06:44.925> gives<00:06:45.486> the<00:06:45.566> consumer,<00:06:46.352> the<00:06:46.448> customer,<00:06:47.314> ultimately<00:06:47.891> the<00:06:48.051> brand,<00:06:48.917> an<00:06:48.997> immense<00:06:49.494> amount<00:06:49.959> of<00:06:50.119> power.

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Because<00:06:51.337> if<00:06:51.481> you<00:06:51.802> understand<00:06:52.459> the<00:06:52.620> context<00:06:53.421> surrounding<00:06:53.966> your<00:06:54.142> content,<00:06:54.639> if<00:06:55.088> you<00:06:55.248> understand<00:06:55.810> the<00:06:56.050> context<00:06:56.707> surrounding<00:06:58.070> not<00:06:58.455> what<00:06:58.615> somebody's<00:06:59.112> typing<00:06:59.529> into<00:06:59.833> a<00:06:59.849> search<00:07:00.314> bar,<00:07:00.635> but<00:07:00.795> the<00:07:00.939> question<00:07:01.420> that<00:07:01.580> they're<00:07:01.741> asking<00:07:02.478> and<00:07:02.574> the<00:07:02.638> follow-up<00:07:03.199> questions<00:07:03.744> that<00:07:03.905> they're<00:07:04.081> asking,<00:07:04.386> It<00:07:04.803> gives<00:07:05.204> brands<00:07:05.926> an<00:07:06.006> immense<00:07:06.889> amount<00:07:08.156> of<00:07:09.921> control<00:07:11.044> over<00:07:11.221> how<00:07:11.622> they<00:07:11.798> are<00:07:11.943> perceived<00:07:12.585> and<00:07:12.729> how<00:07:13.050> they<00:07:13.226> are<00:07:13.387> considered<00:07:14.414> if<00:07:14.590> they<00:07:14.815> understand<00:07:15.697> the<00:07:15.793> context<00:07:16.419> in<00:07:16.515> which<00:07:16.756> their<00:07:16.917> content<00:07:17.783> lives.

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And<00:07:18.280> because<00:07:18.681> we<00:07:18.826> have<00:07:19.067> the<00:07:19.179> ability<00:07:20.045> to<00:07:20.206> contextualize<00:07:21.088> that<00:07:21.313> content<00:07:22.211> from<00:07:22.452> creation<00:07:23.415> through<00:07:24.377> publication,<00:07:25.436> through<00:07:26.126> optimization,<00:07:27.185> we<00:07:27.490> have<00:07:27.907> the<00:07:28.052> ability<00:07:28.549> to<00:07:28.774> help<00:07:29.110> these<00:07:29.351> brands<00:07:29.736> control<00:07:30.153> how<00:07:30.314> their<00:07:30.410> story<00:07:30.811> is<00:07:30.956> being<00:07:31.260> told,<00:07:31.597> no<00:07:31.742> matter<00:07:32.079> where<00:07:32.319> consideration<00:07:33.940> I<00:07:34.004> think<00:07:34.181> the<00:07:34.325> beauty<00:07:34.630> of<00:07:34.710> what<00:07:34.871> you've<00:07:35.047> built<00:07:35.352> here<00:07:35.834> is<00:07:36.475> the<00:07:36.652> institutional<00:07:37.310> knowledge<00:07:38.160> and<00:07:38.321> the<00:07:38.401> companies<00:07:38.818> you've<00:07:38.963> worked<00:07:39.284> for<00:07:39.396> and<00:07:39.540> what<00:07:39.701> works<00:07:40.022> and<00:07:40.102> what<00:07:40.262> doesn't<00:07:40.648> work<00:07:41.289> and<00:07:41.450> building<00:07:41.707> the<00:07:41.851> product<00:07:42.204> around<00:07:42.653> that<00:07:43.071> and<00:07:43.151> not<00:07:43.392> so<00:07:43.632> general.

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Is<00:07:44.435> that,<00:07:44.691> is<00:07:44.820> that<00:07:44.916> an<00:07:45.060> accurate<00:07:45.317> statement?

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That's<00:07:46.120> true.

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I<00:07:46.842> would<00:07:46.922> tell<00:07:47.163> you<00:07:47.307> that<00:07:47.419> it's<00:07:47.644> 25<00:07:48.366> years<00:07:48.687> of<00:07:48.831> best<00:07:49.072> practices<00:07:49.794> and<00:07:49.907> it's<00:07:50.115> 25<00:07:50.757> years<00:07:51.078> of<00:07:51.239> data<00:07:51.656> about<00:07:52.282> content<00:07:52.923> and<00:07:53.020> high-performing<00:07:53.726> content<00:07:54.223> and<00:07:54.320> 25<00:07:54.929> years<00:07:55.202> of<00:07:55.282> data<00:07:55.507> about<00:07:55.828> customers<00:07:56.390> and<00:07:56.470> not<00:07:56.630> customers<00:07:57.192> generically,<00:07:58.074> your<00:07:58.460> customers.

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Who<00:07:59.583> is<00:07:59.743> your<00:08:00.064> ideal<00:08:00.482> customer?

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How<00:08:01.605> does<00:08:01.765> that<00:08:02.006> break<00:08:02.247> down<00:08:02.568> across<00:08:03.145> markets?

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Across<00:08:04.751> segments,<00:08:05.538> across<00:08:06.406> industries<00:08:07.000> or<00:08:07.145> demographic<00:08:07.932> groups?

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Do<00:08:08.655> you<00:08:08.687> know<00:08:09.057> who's<00:08:09.314> engaging<00:08:09.956> with<00:08:10.117> you?

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Because<00:08:10.599> we<00:08:10.679> now<00:08:11.001> have<00:08:11.242> the<00:08:11.322> technological<00:08:12.205> power<00:08:12.784> for<00:08:12.993> you<00:08:13.234> to<00:08:13.410> deliver<00:08:13.892> a<00:08:13.973> personalized<00:08:14.696> experience<00:08:15.322> to<00:08:15.435> the<00:08:15.579> audience<00:08:16.061> of<00:08:16.302> one.

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And<00:08:17.089> so<00:08:17.812> as<00:08:18.053> consideration<00:08:18.953> and<00:08:19.098> decision-making<00:08:20.078> move<00:08:20.704> into<00:08:21.363> channels<00:08:22.006> that<00:08:22.102> are<00:08:22.246> being<00:08:22.552> brokered<00:08:22.969> by<00:08:23.291> machines,<00:08:24.239> ultimately<00:08:24.737> that<00:08:24.913> experience<00:08:25.540> still<00:08:25.861> lands<00:08:26.247> with<00:08:26.359> a<00:08:26.424> human<00:08:26.825> being<00:08:27.211> who<00:08:27.371> will<00:08:27.484> expect<00:08:28.094> you<00:08:28.191> to<00:08:28.351> know.

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All<00:08:29.235> the<00:08:29.396> research<00:08:29.878> I've<00:08:30.038> done<00:08:30.279> to<00:08:30.440> date<00:08:30.922> And<00:08:31.082> they<00:08:31.306> will<00:08:31.547> land<00:08:32.108> as<00:08:32.268> a<00:08:32.525> highly<00:08:33.150> considered,<00:08:33.871> high-intent<00:08:34.849> purchaser.

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And<00:08:35.971> you<00:08:36.132> now<00:08:36.372> have<00:08:36.628> in<00:08:36.757> your<00:08:36.917> hands<00:08:37.254> the<00:08:37.334> information<00:08:37.975> you<00:08:38.135> need<00:08:39.001> to<00:08:39.177> land<00:08:39.498> them<00:08:39.658> exactly<00:08:40.139> where<00:08:40.299> they<00:08:40.396> need<00:08:40.684> to<00:08:40.844> land<00:08:41.181> and<00:08:41.325> provide<00:08:41.726> them<00:08:41.822> with<00:08:41.966> exactly<00:08:42.463> the<00:08:42.624> information<00:08:43.265> that<00:08:43.425> they<00:08:43.586> need<00:08:44.227> to<00:08:44.371> convert<00:08:44.708> them<00:08:44.932> into<00:08:45.189> a<00:08:45.269> paying<00:08:45.589> customer,<00:08:46.375> to<00:08:46.535> grow<00:08:46.792> the<00:08:46.872> size<00:08:47.256> of<00:08:47.353> their<00:08:47.481> market<00:08:47.914> basket,<00:08:48.475> to<00:08:48.651> increase<00:08:49.116> the<00:08:49.212> frequency<00:08:49.837> of<00:08:50.478> their<00:08:50.639> purchase.

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We<00:08:51.681> have<00:08:52.338> a<00:08:52.546> quarter<00:08:53.140> of<00:08:53.268> a<00:08:53.300> century<00:08:54.005> of<00:08:54.101> intelligence<00:08:55.031> built<00:08:55.352> up<00:08:55.849> around<00:08:56.329> your<00:08:56.554> customer<00:08:57.211> and<00:08:57.307> around<00:08:57.756> your<00:08:57.916> content<00:08:58.798> to<00:08:58.894> help<00:08:59.199> you<00:08:59.231> shorten<00:08:59.680> the<00:08:59.776> distance<00:09:00.257> between<00:09:00.658> the<00:09:00.722> story<00:09:01.139> that<00:09:01.363> you're<00:09:01.459> telling<00:09:02.181> and<00:09:02.261> the<00:09:02.421> outcome<00:09:02.710> you're<00:09:02.886> expecting<00:09:03.383> it<00:09:03.463> to<00:09:03.623> produce.

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So<00:09:04.409> give<00:09:04.585> me<00:09:04.729> a<00:09:04.745> sense<00:09:05.307> for,<00:09:05.948> well,<00:09:06.252> I<00:09:06.509> want<00:09:06.637> to<00:09:06.669> get<00:09:06.829> to<00:09:07.214> how<00:09:07.375> you<00:09:07.471> became<00:09:08.128> CEO<00:09:08.753> and<00:09:09.074> your<00:09:09.699> journey<00:09:10.036> and<00:09:10.100> all<00:09:10.196> of<00:09:10.340> this,<00:09:10.981> but<00:09:11.334> staying<00:09:11.703> on<00:09:11.863> AI<00:09:12.264> just<00:09:12.440> real<00:09:12.601> quick,<00:09:12.905> what's<00:09:13.082> the<00:09:13.162> future<00:09:13.498> of<00:09:13.578> this<00:09:13.803> thing?

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And<00:09:14.108> I<00:09:14.140> know<00:09:14.284> that<00:09:14.508> that's<00:09:14.829> the<00:09:15.246> $10<00:09:15.550> trillion<00:09:16.288> question<00:09:16.849> that<00:09:17.089> every<00:09:17.330> company<00:09:17.714> and<00:09:17.875> every<00:09:18.131> leader<00:09:18.436> is<00:09:18.596> asking,<00:09:19.013> but<00:09:19.638> just<00:09:19.799> from<00:09:19.975> your<00:09:20.119> experience<00:09:20.616> being<00:09:20.776> on<00:09:20.857> the<00:09:20.937> front<00:09:21.177> lines<00:09:21.482> of<00:09:21.514> this<00:09:21.818> and<00:09:22.043> in<00:09:22.139> one<00:09:22.235> of<00:09:22.299> the<00:09:22.379> most<00:09:22.620> important<00:09:23.005> categories<00:09:23.822> of<00:09:23.967> how<00:09:24.063> do<00:09:24.207> you<00:09:24.383> tell<00:09:24.608> your<00:09:24.720> story<00:09:25.281> in<00:09:25.425> this<00:09:25.586> environment,<00:09:26.387> what<00:09:26.483> do<00:09:26.708> you<00:09:26.868> think?

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Where<00:09:27.670> do<00:09:27.814> you<00:09:27.910> think<00:09:28.135> we're<00:09:28.215> headed?

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I<00:09:29.258> love<00:09:29.578> that<00:09:29.755> question.

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I'm<00:09:30.622> going<00:09:30.734> to<00:09:30.798> tell<00:09:31.103> you<00:09:31.264> right<00:09:31.520> now,<00:09:32.002> whatever<00:09:32.564> answer<00:09:32.885> I<00:09:33.045> give<00:09:33.286> you<00:09:33.623> is<00:09:33.831> more<00:09:34.008> than<00:09:34.104> likely<00:09:34.490> to<00:09:34.570> be<00:09:34.875> wrong.

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So<00:09:35.356> if<00:09:35.469> somebody<00:09:35.998> gives<00:09:36.239> you<00:09:36.335> an<00:09:36.560> answer<00:09:36.961> and<00:09:37.057> it<00:09:37.138> turns<00:09:37.443> out<00:09:37.603> to<00:09:37.699> be<00:09:37.860> right,<00:09:38.438> you<00:09:38.518> should<00:09:38.903> give<00:09:39.144> them<00:09:39.304> that<00:09:39.545> $10<00:09:39.705> trillion<00:09:40.588> because<00:09:40.909> it<00:09:40.989> would<00:09:41.150> be<00:09:41.310> an<00:09:41.615> absolute<00:09:42.177> miracle.

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That<00:09:43.140> would<00:09:43.317> be<00:09:43.477> like<00:09:43.942> asking<00:09:44.440> me<00:09:44.520> to<00:09:44.825> accurately<00:09:45.467> predict<00:09:46.045> the<00:09:46.366> future<00:09:47.088> of<00:09:47.249> commercial<00:09:47.810> flight<00:09:48.452> in<00:09:48.532> the<00:09:48.773> year<00:09:48.934> 1915.

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Like,<00:09:50.394> it's<00:09:50.699> just<00:09:51.341> not<00:09:51.967> realistically<00:09:52.866> possible.

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Here's<00:09:54.150> what<00:09:54.310> we<00:09:54.471> know.

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Always<00:09:55.977> use<00:09:56.378> technology<00:09:57.515> to<00:09:57.739> change<00:09:58.236> human<00:09:58.556> behavior<00:09:59.277> and<00:09:59.437> to<00:09:59.598> enrich<00:10:00.078> the<00:10:00.222> human<00:10:00.559> experience.

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I<00:10:01.600> tell<00:10:01.856> you<00:10:02.065> this<00:10:02.321> as<00:10:02.465> somebody<00:10:02.946> who<00:10:03.042> produces<00:10:03.667> live<00:10:03.987> musical<00:10:04.468> theater,<00:10:05.205> the<00:10:05.349> continuation<00:10:06.342> of<00:10:06.486> a<00:10:06.502> tradition<00:10:07.047> that<00:10:07.207> began<00:10:07.752> thousands<00:10:08.393> of<00:10:08.649> years<00:10:08.953> ago<00:10:09.210> when<00:10:09.434> people<00:10:09.690> sat<00:10:09.947> around<00:10:10.555> on<00:10:10.732> rocks.

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People<00:10:11.789> still<00:10:12.157> want<00:10:12.334> a<00:10:12.414> compelling<00:10:12.958> story.

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They<00:10:13.936> will<00:10:14.160> want<00:10:14.336> a<00:10:14.400> compelling<00:10:14.913> story<00:10:15.313> about<00:10:16.082> your<00:10:16.339> brand,<00:10:16.819> whether<00:10:17.220> Coke<00:10:17.540> is<00:10:17.764> it<00:10:18.037> or<00:10:18.261> Mikey<00:10:18.726> likes<00:10:19.126> it.

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Like,<00:10:19.687> we<00:10:20.087> all<00:10:20.344> remember<00:10:21.049> great<00:10:21.385> brand<00:10:21.705> stories<00:10:22.186> because<00:10:22.506> they<00:10:22.747> resonate<00:10:23.371> with<00:10:23.548> us<00:10:24.012> on<00:10:24.172> an<00:10:24.285> emotional,<00:10:25.294> on<00:10:25.406> a<00:10:25.550> deeply<00:10:26.015> personal<00:10:26.207> level.

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What<00:10:27.458> AI<00:10:27.859> will<00:10:28.020> change<00:10:28.517> are<00:10:28.598> the<00:10:28.678> surfaces<00:10:29.480> upon<00:10:29.865> which<00:10:30.106> information<00:10:31.005> appears.

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It<00:10:31.968> will<00:10:32.192> change<00:10:32.593> how<00:10:32.834> that<00:10:33.011> information<00:10:33.653> is<00:10:33.877> brokered<00:10:34.375> for<00:10:34.696> you,<00:10:35.322> and<00:10:35.482> it<00:10:35.643> will<00:10:35.803> take<00:10:36.156> a<00:10:36.220> ton<00:10:36.686> of<00:10:37.103> friction<00:10:37.969> out<00:10:38.226> of<00:10:38.387> the<00:10:38.531> work.

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What<00:10:39.093> software<00:10:39.574> has<00:10:39.751> been<00:10:40.056> great<00:10:40.778> at<00:10:41.259> has<00:10:41.500> been<00:10:41.741> removing<00:10:42.302> friction<00:10:43.121> between<00:10:43.442> the<00:10:43.586> company<00:10:44.148> and<00:10:44.260> its<00:10:44.485> customers.

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And<00:10:45.271> this,<00:10:45.512> I<00:10:45.688> think,<00:10:45.993> is<00:10:46.090> just<00:10:46.475> the<00:10:46.507> next<00:10:46.972> iteration<00:10:47.839> of<00:10:47.935> that.

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And<00:10:48.497> so<00:10:48.882> any<00:10:49.139> answer<00:10:49.444> I<00:10:49.604> would<00:10:49.781> give<00:10:50.005> you<00:10:50.102> would<00:10:50.262> be<00:10:50.487> predicated<00:10:51.145> on<00:10:51.225> the<00:10:51.305> fact<00:10:51.706> that<00:10:51.931> new<00:10:52.108> industries<00:10:52.669> will<00:10:52.765> spring<00:10:53.295> up.

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Friction<00:10:54.113> will<00:10:54.337> go<00:10:54.674> down<00:10:55.716> and<00:10:55.876> the<00:10:55.956> behavior<00:10:56.517> of<00:10:56.613> the<00:10:56.694> market<00:10:57.158> will<00:10:57.319> change<00:10:58.120> because<00:10:58.425> a<00:10:58.505> lot<00:10:58.697> of<00:10:58.826> the<00:10:58.922> work<00:10:59.178> is<00:10:59.323> now<00:10:59.563> being<00:10:59.803> shifted<00:11:00.365> to<00:11:00.926> machines.

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And<00:11:01.807> that's<00:11:02.144> a<00:11:02.208> continuation<00:11:03.026> of<00:11:03.170> a<00:11:03.250> tradition<00:11:03.875> that<00:11:04.051> began<00:11:04.853> dozens<00:11:05.590> of<00:11:05.719> years<00:11:06.312> ago.

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So<00:11:07.257> another<00:11:07.578> thing<00:11:07.738> I<00:11:07.819> think<00:11:08.059> about<00:11:08.524> is<00:11:09.005> this<00:11:09.181> idea<00:11:09.422> of<00:11:09.566> authenticity.

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When<00:11:10.447> you<00:11:10.608> can<00:11:10.704> generate<00:11:11.265> a<00:11:11.345> model<00:11:12.371> to<00:11:12.531> wear<00:11:12.868> your<00:11:13.333> hoodie<00:11:13.830> that<00:11:13.974> you're<00:11:14.086> selling,<00:11:14.631> that's<00:11:14.792> hotter<00:11:15.112> than<00:11:15.273> any<00:11:15.577> human<00:11:15.834> being<00:11:16.058> on<00:11:16.154> earth,<00:11:16.491> or,<00:11:16.779> you<00:11:16.860> know,<00:11:17.036> whatever.

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And<00:11:18.094> you<00:11:18.222> can't<00:11:18.398> tell<00:11:18.495> the<00:11:18.639> difference<00:11:19.344> as<00:11:19.505> a<00:11:19.585> buyer<00:11:19.777> or<00:11:20.066> any<00:11:20.242> of<00:11:20.338> this<00:11:20.482> type<00:11:20.659> of<00:11:20.739> stuff.

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How<00:11:21.508> often<00:11:21.829> are<00:11:21.989> you<00:11:22.085> guys<00:11:22.326> thinking<00:11:22.662> about<00:11:23.047> authenticity<00:11:24.314> and<00:11:24.490> staying<00:11:24.891> authentic?

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Authentic<00:11:25.676> to<00:11:25.772> the<00:11:25.917> brand<00:11:26.494> and<00:11:26.878> how<00:11:26.975> do<00:11:27.055> you<00:11:27.199> think<00:11:27.520> AI<00:11:28.433> hurts<00:11:28.738> that,<00:11:29.058> helps<00:11:29.379> that?

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What<00:11:30.100> role<00:11:30.405> does<00:11:30.645> AI<00:11:30.886> play<00:11:31.062> in<00:11:31.223> that?

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So<00:11:32.248> I<00:11:32.345> actually<00:11:32.665> think<00:11:33.050> AI<00:11:33.306> plays<00:11:33.563> a<00:11:33.627> huge<00:11:34.172> role<00:11:34.413> in<00:11:34.493> that.

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We<00:11:35.070> think<00:11:35.406> about<00:11:35.855> and<00:11:36.032> talk<00:11:36.352> about<00:11:37.058> authenticity<00:11:37.731> every<00:11:37.955> day.

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So<00:11:38.725> I'll<00:11:38.853> talk<00:11:39.077> about<00:11:39.238> another<00:11:39.719> great<00:11:39.959> company,<00:11:40.584> company<00:11:40.905> that<00:11:40.985> I<00:11:41.225> love.

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I<00:11:41.963> love<00:11:42.283> great<00:11:42.604> brands<00:11:43.149> because<00:11:43.405> we<00:11:43.566> get<00:11:43.710> emotionally<00:11:44.207> attached<00:11:45.008> to<00:11:45.169> them.

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I<00:11:45.730> love<00:11:45.954> Netflix<00:11:46.772> because<00:11:47.413> on<00:11:47.509> a<00:11:47.573> Saturday<00:11:48.054> afternoon<00:11:48.679> at<00:11:49.000> 5<00:11:49.337> o'clock,<00:11:50.122> I<00:11:50.138> want<00:11:50.282> to<00:11:50.459> lay<00:11:50.683> on<00:11:50.779> my<00:11:50.940> couch<00:11:51.501> and<00:11:51.725> be<00:11:51.885> entertained,<00:11:52.703> preferably<00:11:53.264> with<00:11:53.408> a<00:11:53.424> bag<00:11:53.681> of<00:11:53.825> tortilla<00:11:54.242> chips<00:11:54.530> sitting<00:11:54.851> right<00:11:55.027> next<00:11:55.348> to<00:11:55.412> me,<00:11:55.572> if<00:11:55.669> not<00:11:55.973> actually<00:11:56.534> on<00:11:56.630> my<00:11:56.791> chest.

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I<00:11:57.513> just<00:11:57.737> want<00:11:57.882> to<00:11:57.914> sit<00:11:58.219> there.

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Netflix<00:11:59.424> understood<00:12:00.066> their<00:12:00.227> mission<00:12:00.885> was<00:12:01.207> not<00:12:01.849> effectively<00:12:03.038> shipping<00:12:03.551> CDs<00:12:04.322> to<00:12:04.563> you<00:12:04.804> or<00:12:04.981> getting<00:12:05.366> rid<00:12:05.543> of<00:12:05.704> Blockbuster's<00:12:06.812> rewind<00:12:07.310> fee.

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Netflix's<00:12:08.771> mission<00:12:09.382> was<00:12:09.623> the<00:12:09.703> shortest<00:12:10.361> distance<00:12:11.245> between<00:12:11.727> me<00:12:11.951> on<00:12:12.032> the<00:12:12.112> couch<00:12:12.449> at<00:12:12.594> 5<00:12:12.787> o'clock<00:12:13.172> on<00:12:13.317> a<00:12:13.349> Saturday<00:12:13.879> afternoon<00:12:14.778> and<00:12:14.923> watching<00:12:15.501> exactly<00:12:16.143> the<00:12:16.224> movie<00:12:16.609> I<00:12:16.786> wanted<00:12:17.187> to<00:12:17.412> watch<00:12:17.749> with<00:12:17.926> no<00:12:18.312> delay<00:12:18.777> whatsoever.

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Who<00:12:19.982> we<00:12:20.223> are<00:12:20.464> authentically<00:12:21.202> as<00:12:21.347> a<00:12:21.427> brand<00:12:21.989> is<00:12:22.166> we<00:12:22.327> help<00:12:22.632> marketers<00:12:23.194> reach<00:12:23.692> engage,<00:12:24.414> and<00:12:24.559> serve<00:12:25.057> their<00:12:25.362> audience.

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And<00:12:26.405> we<00:12:26.566> will<00:12:26.807> use<00:12:27.465> whatever<00:12:27.850> technology<00:12:28.589> and<00:12:28.733> whatever<00:12:29.151> medium,<00:12:29.633> be<00:12:29.793> it<00:12:29.938> services,<00:12:30.516> software,<00:12:31.158> artificial<00:12:31.720> intelligence.

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We<00:12:33.004> exist<00:12:33.486> to<00:12:33.630> help<00:12:33.871> companies<00:12:34.289> tell<00:12:34.530> their<00:12:34.610> story<00:12:35.172> to<00:12:35.332> the<00:12:35.493> audience<00:12:35.959> they<00:12:36.039> want<00:12:36.617> to<00:12:36.761> reach.

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As<00:12:37.500> you<00:12:37.660> think<00:12:37.837> about<00:12:38.447> your<00:12:38.768> journey,<00:12:39.330> how<00:12:39.427> did<00:12:39.587> you<00:12:39.732> become<00:12:40.165> CEO?

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Wow.

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I<00:12:41.578> became<00:12:42.397> CEO<00:12:43.344> because<00:12:43.826> I<00:12:44.003> became<00:12:44.661> cynical<00:12:45.367> about<00:12:45.688> politics<00:12:46.491> in<00:12:46.571> the<00:12:46.668> '90s<00:12:47.294> when<00:12:47.439> I<00:12:47.535> worked<00:12:47.856> in<00:12:48.017> Washington<00:12:48.819> during<00:12:49.622> the<00:12:50.168> impeachment<00:12:50.826> and<00:12:50.907> the<00:12:51.051> trial<00:12:51.533> of<00:12:51.629> a<00:12:51.774> president.

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I<00:12:53.219> became<00:12:54.118> CEO<00:12:55.161> because<00:12:56.445> a<00:12:56.606> guy<00:12:56.927> I<00:12:56.943> met<00:12:57.409> in<00:12:57.569> DuPont<00:12:58.035> Circle<00:12:58.532> was<00:12:58.757> willing<00:12:59.094> to<00:12:59.239> hire<00:12:59.640> somebody<00:13:00.138> who<00:13:00.363> had<00:13:01.165> no<00:13:01.342> background<00:13:02.129> in<00:13:02.369> the<00:13:02.706> technology<00:13:03.365> industry,<00:13:04.055> but<00:13:04.472> knew<00:13:04.697> government<00:13:05.275> and<00:13:05.436> knew<00:13:05.580> how<00:13:05.676> they<00:13:05.917> bought<00:13:06.479> and<00:13:06.624> was<00:13:06.720> smart<00:13:07.346> and<00:13:07.442> was<00:13:07.683> willing<00:13:08.004> to<00:13:08.165> listen.

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I<00:13:08.887> became<00:13:09.289> CEO<00:13:09.931> because<00:13:10.268> a<00:13:10.332> couple<00:13:10.653> of<00:13:10.734> years<00:13:11.039> later,<00:13:11.600> another<00:13:11.938> guy<00:13:12.194> saw<00:13:12.580> what<00:13:12.724> I<00:13:12.804> was<00:13:12.981> capable<00:13:13.479> of<00:13:13.623> doing<00:13:14.169> and<00:13:14.731> coached<00:13:15.213> me<00:13:15.710> sometimes<00:13:16.433> in<00:13:16.593> ways<00:13:16.914> that<00:13:17.075> were<00:13:17.219> psychologically<00:13:18.279> painful.

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And<00:13:19.322> forced<00:13:19.707> me<00:13:19.803> to<00:13:19.947> face<00:13:20.364> my<00:13:20.604> own<00:13:21.101> insecurities<00:13:22.272> as<00:13:22.688> a<00:13:22.849> leader<00:13:23.490> and<00:13:23.634> taught<00:13:23.955> me<00:13:24.115> how<00:13:24.211> to<00:13:24.452> lead<00:13:24.837> people.

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I<00:13:25.494> became<00:13:25.975> CEO<00:13:26.776> because<00:13:27.161> a<00:13:27.321> woman<00:13:27.578> I<00:13:27.818> worked<00:13:28.139> for<00:13:28.540> was<00:13:28.764> smart<00:13:29.101> enough<00:13:29.405> to<00:13:29.502> say<00:13:29.742> to<00:13:29.902> every<00:13:30.239> employee<00:13:30.704> she<00:13:31.345> interacted<00:13:32.050> with,<00:13:32.419> thank<00:13:32.708> you<00:13:32.868> for<00:13:33.173> everything<00:13:33.669> that<00:13:33.894> you<00:13:34.070> are<00:13:34.247> doing.

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A<00:13:34.872> sentence<00:13:35.657> that<00:13:35.818> I<00:13:35.978> once<00:13:36.379> thought<00:13:36.699> was<00:13:36.956> massively<00:13:37.677> generic<00:13:38.399> that<00:13:38.623> made<00:13:38.879> people<00:13:39.264> feel<00:13:40.082> seen<00:13:40.963> and<00:13:41.188> heard<00:13:42.086> and<00:13:42.310> valued.

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And<00:13:43.272> so<00:13:44.266> I<00:13:44.330> stole<00:13:44.811> it.

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I<00:13:45.436> became<00:13:45.869> CEO<00:13:47.054> because<00:13:48.320> somebody<00:13:48.817> I<00:13:48.977> met<00:13:49.458> 15<00:13:50.099> years<00:13:50.483> ago<00:13:51.381> saw<00:13:52.166> my<00:13:52.502> willingness<00:13:53.223> to<00:13:53.640> do<00:13:54.025> just<00:13:54.409> about<00:13:54.826> anything<00:13:55.371> to<00:13:55.611> realize<00:13:56.044> a<00:13:56.172> company's<00:13:56.733> true<00:13:57.133> authentic<00:13:57.694> mission<00:13:58.495> and<00:13:58.736> asked<00:13:58.992> me<00:13:59.136> to<00:13:59.296> take<00:13:59.633> this<00:13:59.937> journey<00:14:00.674> and<00:14:00.771> knew<00:14:01.235> that<00:14:01.460> I<00:14:01.620> would<00:14:01.780> do<00:14:02.101> everything<00:14:02.581> possible<00:14:03.078> in<00:14:03.238> my<00:14:03.463> power<00:14:04.184> to<00:14:04.680> put<00:14:05.001> the<00:14:05.081> focus<00:14:05.562> back<00:14:05.946> on<00:14:05.978> our<00:14:06.187> customers<00:14:07.068> and<00:14:07.244> the<00:14:07.324> story<00:14:07.805> that<00:14:07.965> they<00:14:08.190> were<00:14:08.286> telling,<00:14:09.087> our<00:14:09.327> partners<00:14:10.032> and<00:14:10.112> the<00:14:10.193> scale<00:14:10.689> that<00:14:10.850> they<00:14:11.010> give<00:14:11.234> us<00:14:11.410> in<00:14:11.490> the<00:14:11.555> market.

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And<00:14:12.532> build<00:14:12.789> a<00:14:12.933> leadership<00:14:13.479> team<00:14:13.816> of<00:14:13.976> people<00:14:14.377> that<00:14:14.538> would<00:14:14.762> create<00:14:15.163> a<00:14:15.260> culture<00:14:16.062> built<00:14:16.382> around<00:14:17.265> taking<00:14:17.730> ownership<00:14:18.468> and<00:14:18.612> getting<00:14:18.949> things<00:14:19.350> done,<00:14:19.896> staying<00:14:20.297> focused<00:14:20.938> on<00:14:21.115> the<00:14:21.195> main<00:14:21.580> thing<00:14:22.318> and<00:14:22.398> making<00:14:22.799> every<00:14:23.104> experience<00:14:23.826> matter.

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I'm<00:14:24.484> here<00:14:25.125> because<00:14:25.831> thousands<00:14:26.505> of<00:14:26.713> people<00:14:27.532> in<00:14:27.772> ways<00:14:28.237> large<00:14:28.574> and<00:14:28.735> small<00:14:29.617> said<00:14:29.938> no<00:14:30.195> to<00:14:30.275> me<00:14:30.499> about<00:14:30.804> the<00:14:30.900> wrong<00:14:31.285> things<00:14:31.703> and<00:14:31.863> yes<00:14:32.184> to<00:14:32.328> me<00:14:32.521> about<00:14:32.809> the<00:14:32.970> right<00:14:33.291> things.

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And<00:14:33.852> because<00:14:34.590> like<00:14:34.831> Dick<00:14:35.071> Van<00:14:35.312> Dyke<00:14:35.633> at<00:14:35.713> the<00:14:35.793> beginning<00:14:36.178> of<00:14:36.274> that<00:14:36.499> old<00:14:36.756> sitcom,<00:14:37.413> I<00:14:37.702> tripped<00:14:38.039> over<00:14:38.601> enough<00:14:39.146> ottomans<00:14:39.884> to<00:14:40.044> figure<00:14:40.429> out<00:14:40.541> how<00:14:40.621> to<00:14:40.702> not<00:14:41.006> trip<00:14:41.311> over<00:14:41.503> them<00:14:42.033> the<00:14:42.065> next<00:14:42.450> time.

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That's<00:14:43.636> how<00:14:43.813> I<00:14:43.973> got<00:14:44.214> here.

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That<00:14:44.695> might<00:14:44.855> be<00:14:45.016> the<00:14:45.096> most<00:14:45.657> interesting,<00:14:46.218> fascinating<00:14:46.844> answer<00:14:47.117> that<00:14:47.325> I've<00:14:47.662> ever<00:14:47.902> received<00:14:48.784> to<00:14:48.881> that<00:14:49.105> question.

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Uh,<00:14:50.549> tell<00:14:50.661> me<00:14:50.853> about<00:14:51.110> like<00:14:51.350> the<00:14:51.575> thank<00:14:51.816> you<00:14:51.912> for<00:14:52.056> everything<00:14:52.457> you're<00:14:52.633> doing<00:14:53.034> part.

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That<00:14:53.419> seemed<00:14:53.612> to<00:14:53.692> really<00:14:53.981> resonate<00:14:54.382> with<00:14:54.542> you.

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It<00:14:55.039> did.

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It,<00:14:55.841> it,<00:14:56.066> it,<00:14:56.306> it<00:14:56.466> really<00:14:56.787> resonated<00:14:57.445> with<00:14:57.669> me.

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It<00:14:58.150> really<00:14:58.471> resonated<00:14:59.032> with<00:14:59.129> me<00:14:59.273> a<00:14:59.289> lot,<00:15:00.011> actually.

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I<00:15:00.893> worked<00:15:01.214> for<00:15:01.374> a<00:15:01.518> woman<00:15:02.080> who<00:15:02.272> knew<00:15:03.363> instinctively<00:15:04.646> how<00:15:04.902> to<00:15:05.127> put<00:15:05.383> the<00:15:05.480> spotlight<00:15:06.426> directly<00:15:07.067> on<00:15:07.228> somebody<00:15:07.709> else's<00:15:08.334> strength.

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And<00:15:09.233> let<00:15:09.538> them<00:15:09.875> shine<00:15:10.501> at<00:15:10.678> the<00:15:10.758> thing<00:15:11.160> they<00:15:11.320> were<00:15:11.545> doing.

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And<00:15:12.348> as<00:15:12.524> a<00:15:12.669> leader,<00:15:13.086> what<00:15:13.263> I<00:15:13.488> learned<00:15:13.809> from<00:15:14.050> that<00:15:14.596> is<00:15:15.254> people<00:15:15.720> work<00:15:16.298> best<00:15:16.924> when<00:15:17.020> they<00:15:17.261> don't<00:15:17.566> just<00:15:17.984> feel<00:15:18.305> a<00:15:18.321> sense<00:15:18.770> of<00:15:18.867> accomplishment<00:15:19.830> or<00:15:19.910> pride<00:15:20.456> in<00:15:20.553> what<00:15:20.777> they're<00:15:20.954> doing,<00:15:21.677> but<00:15:21.837> when<00:15:22.078> the<00:15:22.158> thing<00:15:22.560> that<00:15:22.785> they<00:15:22.945> are<00:15:23.186> great<00:15:23.748> at<00:15:24.310> is<00:15:24.551> seen<00:15:24.888> and<00:15:25.049> valued<00:15:25.610> by<00:15:25.851> the<00:15:25.996> people<00:15:26.333> around<00:15:26.718> them.

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And<00:15:27.441> she<00:15:27.698> was<00:15:27.939> uniquely<00:15:29.063> good<00:15:29.464> at<00:15:29.689> shining<00:15:30.106> the<00:15:30.203> spotlight<00:15:31.375> on<00:15:31.535> things<00:15:31.857> that<00:15:31.953> people<00:15:32.354> did<00:15:32.659> well<00:15:32.997> and<00:15:33.221> were<00:15:33.382> proud<00:15:33.799> of<00:15:33.944> doing.

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Well,<00:15:35.244> and<00:15:35.389> I<00:15:35.550> really<00:15:35.871> embraced<00:15:36.368> that<00:15:37.011> and<00:15:37.155> adopted<00:15:38.119> that<00:15:38.536> because<00:15:38.857> you<00:15:39.082> can<00:15:39.259> see<00:15:39.660> firsthand<00:15:40.543> the<00:15:41.105> light<00:15:42.053> go<00:15:42.294> on<00:15:42.647> in<00:15:42.791> people's<00:15:43.835> eyes<00:15:44.461> when<00:15:44.959> they<00:15:45.200> take<00:15:45.585> the<00:15:45.682> stage<00:15:46.549> and<00:15:47.271> they<00:15:47.368> do<00:15:47.528> something<00:15:48.395> great.

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It<00:15:48.957> kind<00:15:49.150> of<00:15:49.214> comes<00:15:49.439> down<00:15:49.600> to<00:15:49.680> empathy,<00:15:50.033> something<00:15:50.370> that<00:15:50.483> we<00:15:50.579> talk<00:15:50.820> a<00:15:50.836> lot<00:15:50.965> about,<00:15:51.141> and<00:15:51.205> a<00:15:51.222> lot<00:15:51.446> of<00:15:51.543> guests<00:15:51.864> on<00:15:51.944> the<00:15:52.024> CEO.com<00:15:52.747> podcast<00:15:53.951> talk<00:15:54.353> about<00:15:54.577> a<00:15:54.594> lot<00:15:54.979> is<00:15:55.156> the<00:15:55.461> role<00:15:55.862> that<00:15:56.039> empathy<00:15:56.520> plays<00:15:57.002> in<00:15:57.163> leadership.

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What<00:15:58.287> role<00:15:58.544> do<00:15:58.672> you<00:15:58.784> think<00:15:59.009> it<00:15:59.074> plays?

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I<00:15:59.796> look,<00:16:00.053> I<00:16:00.133> think<00:16:00.374> more<00:16:00.599> than<00:16:00.679> anything<00:16:01.161> else,<00:16:01.498> empathy<00:16:01.964> builds<00:16:02.542> trust.

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In<00:16:03.409> order<00:16:03.570> for<00:16:03.747> people<00:16:03.987> to<00:16:04.132> trust<00:16:04.469> you,<00:16:04.614> they<00:16:04.726> need<00:16:04.951> to<00:16:05.112> feel<00:16:05.353> seen.

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They<00:16:05.931> need<00:16:06.156> to<00:16:06.316> know<00:16:06.637> that<00:16:06.878> you<00:16:07.103> understand<00:16:08.244> how<00:16:08.468> hard<00:16:08.709> they're<00:16:08.806> working,<00:16:09.288> the<00:16:09.368> challenges<00:16:10.010> they<00:16:10.235> face,<00:16:10.813> what<00:16:11.038> they're<00:16:11.440> good<00:16:11.681> at.

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And<00:16:12.725> I<00:16:12.901> think<00:16:13.287> that<00:16:13.528> empathy<00:16:14.009> is<00:16:14.122> a<00:16:14.250> very,<00:16:14.507> very<00:16:14.893> useful<00:16:15.391> tool<00:16:15.953> to<00:16:16.579> bonding<00:16:17.141> people<00:16:17.623> towards<00:16:18.426> culture,<00:16:19.245> because<00:16:19.551> I<00:16:19.647> think<00:16:19.872> that<00:16:19.968> people<00:16:20.354> want<00:16:20.498> to<00:16:20.594> work<00:16:20.787> at<00:16:20.851> places<00:16:21.398> where<00:16:21.494> they<00:16:21.654> feel<00:16:21.960> understood,<00:16:22.618> where<00:16:22.698> they<00:16:22.859> feel<00:16:23.100> safe,<00:16:23.807> and<00:16:23.983> know<00:16:24.545> that<00:16:25.332> we<00:16:25.445> know<00:16:25.830> that<00:16:26.055> they<00:16:26.232> are<00:16:26.392> bringing<00:16:26.874> their<00:16:27.099> best<00:16:27.420> possible<00:16:27.918> self<00:16:28.304> to<00:16:28.400> work.

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Every<00:16:29.186> day<00:16:30.147> and<00:16:30.259> are<00:16:30.404> valued<00:16:31.269> for<00:16:31.365> that.

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Tell<00:16:31.846> me<00:16:32.006> about<00:16:32.326> the<00:16:32.422> musical<00:16:32.967> theater<00:16:33.544> stuff.

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That<00:16:34.120> sounds<00:16:34.809> like<00:16:35.210> that<00:16:35.386> might<00:16:35.546> be<00:16:35.675> the<00:16:35.723> most<00:16:35.947> interesting<00:16:36.395> thing<00:16:36.876> that<00:16:37.052> you've<00:16:37.597> done.

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This<00:16:38.558> is<00:16:38.895> incredible.

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I<00:16:40.657> didn't<00:16:40.849> know<00:16:40.897> about<00:16:41.138> that.

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It<00:16:41.458> started<00:16:41.762> during<00:16:42.003> the<00:16:42.099> pandemic.

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I<00:16:43.220> had<00:16:44.326> recently<00:16:44.983> helped<00:16:45.784> a<00:16:45.944> company<00:16:46.585> go<00:16:46.745> public.

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I<00:16:47.610> had<00:16:48.748> some<00:16:49.228> months<00:16:49.709> in<00:16:49.933> between<00:16:51.071> roles<00:16:52.176> and<00:16:53.137> I<00:16:53.314> am<00:16:53.474> somebody<00:16:53.874> for<00:16:54.115> whom<00:16:54.419> the<00:16:54.499> sentence<00:16:55.076> idle<00:16:55.380> hands<00:16:55.733> are<00:16:55.797> the<00:16:55.893> devil's<00:16:56.277> playground<00:16:56.838> were<00:16:56.998> probably<00:16:57.783> written.

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And<00:16:58.440> so<00:16:58.761> I<00:16:58.921> needed<00:16:59.626> to<00:16:59.722> do<00:16:59.899> something.

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And<00:17:01.407> I<00:17:01.712> ended<00:17:02.033> up<00:17:02.370> interviewing<00:17:02.851> to<00:17:02.995> sit<00:17:03.396> on<00:17:03.573> the<00:17:03.717> leadership<00:17:04.134> council<00:17:04.840> of<00:17:04.952> a<00:17:05.017> charitable<00:17:05.498> organization<00:17:06.220> called<00:17:06.461> Broadway<00:17:06.862> Cares/Equity<00:17:07.487> Fights<00:17:07.824> AIDS.

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I<00:17:08.530> was<00:17:08.851> a<00:17:08.947> frustrated<00:17:09.653> musical<00:17:10.070> theater<00:17:10.375> actor<00:17:10.632> from<00:17:10.856> childhood,<00:17:11.915> did<00:17:12.092> not<00:17:12.380> have<00:17:12.557> the<00:17:12.701> talent<00:17:13.423> or<00:17:13.600> the<00:17:13.760> courage<00:17:14.386> to<00:17:14.482> pursue<00:17:14.947> it<00:17:15.028> as<00:17:15.204> a<00:17:15.364> career,<00:17:16.070> but<00:17:16.552> I<00:17:16.632> have<00:17:16.808> a<00:17:16.889> great<00:17:17.129> passion<00:17:17.771> for<00:17:18.076> it.

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It<00:17:27.238> was<00:17:27.704> through<00:17:28.363> volunteering<00:17:29.712> to<00:17:29.808> sit<00:17:30.033> on<00:17:30.113> the<00:17:30.193> leadership<00:17:30.611> council<00:17:31.494> that<00:17:32.057> I<00:17:32.217> met<00:17:32.779> the<00:17:32.924> woman<00:17:33.245> and<00:17:33.406> ultimately<00:17:33.887> her<00:17:34.064> producing<00:17:34.530> partner<00:17:34.947> who<00:17:35.172> would<00:17:35.269> become<00:17:35.831> my<00:17:35.991> co-producers.

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I<00:17:37.421> learned<00:17:37.903> the<00:17:38.063> business<00:17:39.188> through<00:17:39.444> them.

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And<00:17:40.970> I<00:17:41.195> love<00:17:41.436> it<00:17:41.677> because<00:17:42.400> I<00:17:42.576> get<00:17:42.801> to<00:17:43.058> use<00:17:43.524> digital<00:17:43.925> marketing<00:17:44.584> to<00:17:44.745> tell<00:17:44.985> a<00:17:45.002> story<00:17:45.692> about<00:17:46.335> teenagers<00:17:47.379> in<00:17:47.555> the<00:17:47.635> middle<00:17:48.262> of<00:17:48.744> a<00:17:48.920> class<00:17:49.386> warfare.

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And<00:17:49.932> they<00:17:50.045> inherited<00:17:50.607> it<00:17:50.687> in<00:17:50.864> Oklahoma<00:17:51.635> in<00:17:51.811> the<00:17:51.892> '60s.

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And<00:17:52.695> The<00:17:52.919> Outsiders<00:17:53.642> was<00:17:53.883> fortunate<00:17:54.269> enough<00:17:54.862> to<00:17:55.007> win<00:17:55.103> the<00:17:55.183> Tony<00:17:55.504> Award<00:17:55.905> for<00:17:56.129> Best<00:17:56.370> Musical<00:17:56.771> in<00:17:56.851> 2024.

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I've<00:18:14.975> gotten<00:18:15.152> to<00:18:15.312> work<00:18:15.553> with<00:18:15.793> great,<00:18:16.419> great<00:18:16.820> people<00:18:17.381> and<00:18:17.478> tell<00:18:17.798> great<00:18:18.183> stories.

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And<00:18:19.146> I<00:18:19.402> love<00:18:19.723> the<00:18:19.803> fact<00:18:20.188> that<00:18:20.284> I<00:18:20.509> have<00:18:20.766> to<00:18:20.910> do<00:18:21.231> what<00:18:21.407> my<00:18:21.567> customers<00:18:22.289> do,<00:18:22.690> which<00:18:22.995> is<00:18:23.396> Every<00:18:23.733> week<00:18:24.118> in<00:18:24.279> digital<00:18:24.632> media,<00:18:25.562> we<00:18:25.674> need<00:18:25.979> to<00:18:26.076> sell<00:18:26.397> a<00:18:26.461> certain<00:18:26.798> number<00:18:27.103> of<00:18:27.263> tickets<00:18:27.744> for<00:18:27.825> a<00:18:27.841> certain<00:18:28.306> number<00:18:28.771> of<00:18:28.948> dollars<00:18:29.429> to<00:18:29.590> a<00:18:29.670> certain<00:18:30.135> number<00:18:30.392> of<00:18:30.536> people<00:18:31.595> in<00:18:31.836> order<00:18:32.157> to<00:18:32.783> pay<00:18:33.023> our<00:18:33.120> cast,<00:18:34.066> pay<00:18:34.227> our<00:18:34.403> company,<00:18:35.286> repay<00:18:35.992> our<00:18:36.168> investors,<00:18:37.051> and<00:18:37.211> turn<00:18:37.468> a<00:18:37.532> profit.

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And<00:18:38.495> so<00:18:38.719> I<00:18:38.816> know<00:18:39.217> firsthand<00:18:40.404> how<00:18:40.661> challenging<00:18:41.303> it<00:18:41.527> is<00:18:42.105> to<00:18:42.265> use<00:18:42.586> digital<00:18:43.052> content<00:18:43.854> in<00:18:43.950> a<00:18:44.416> variety<00:18:45.138> of<00:18:45.539> media<00:18:46.341> to<00:18:46.838> satisfy<00:18:48.106> both<00:18:48.299> a<00:18:48.363> financial<00:18:48.924> budget<00:18:49.390> that<00:18:49.550> limits<00:18:49.871> you<00:18:50.048> on<00:18:50.513> one<00:18:50.754> end<00:18:51.155> and<00:18:51.556> a<00:18:51.636> financial<00:18:52.278> result<00:18:52.839> that<00:18:53.080> you<00:18:53.176> have<00:18:53.481> to<00:18:53.578> deliver<00:18:54.203> on<00:18:54.620> the<00:18:54.765> other.

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What<00:18:56.178> do<00:18:56.387> most<00:18:56.628> people<00:18:56.949> get<00:18:57.254> wrong,<00:18:57.591> or<00:18:57.977> most<00:18:58.314> companies<00:18:58.780> get<00:18:59.020> wrong<00:18:59.422> about<00:18:59.743> telling<00:19:00.064> their<00:19:00.177> story?

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A<00:19:01.124> lack<00:19:01.445> of<00:19:01.526> specificity.

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I<00:19:02.650> would<00:19:02.810> tell<00:19:02.987> you<00:19:03.212> that<00:19:03.372> the<00:19:03.517> thing<00:19:04.175> that<00:19:04.561> most<00:19:04.882> companies<00:19:05.380> get<00:19:05.605> wrong<00:19:05.797> about<00:19:06.103> anything,<00:19:06.584> and<00:19:06.665> not<00:19:06.906> just<00:19:07.066> telling<00:19:07.452> their<00:19:07.548> story,<00:19:08.030> is<00:19:08.174> a<00:19:08.206> lack<00:19:08.511> of<00:19:08.592> focus<00:19:08.993> and<00:19:09.138> a<00:19:09.154> lack<00:19:09.411> of<00:19:09.475> specificity.

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And<00:19:10.824> I<00:19:10.920> think<00:19:11.161> the<00:19:11.242> more<00:19:11.418> specific<00:19:12.109> you<00:19:12.350> are<00:19:12.526> and<00:19:12.607> the<00:19:12.751> better<00:19:12.992> contextualized<00:19:13.972> your<00:19:14.132> content<00:19:14.759> is—<00:19:15.240> I<00:19:15.337> ask<00:19:15.562> the<00:19:15.642> same<00:19:16.043> questions<00:19:16.621> before<00:19:17.007> I<00:19:17.087> agree<00:19:17.344> to<00:19:17.489> produce<00:19:17.906> a<00:19:17.970> show.

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I<00:19:18.452> ask<00:19:18.709> myself<00:19:19.175> the<00:19:19.335> questions,<00:19:20.171> does<00:19:20.331> it<00:19:20.460> know<00:19:20.636> why<00:19:20.877> it's<00:19:21.038> being<00:19:21.359> made<00:19:21.600> now?

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Does<00:19:22.403> it<00:19:22.547> know<00:19:22.788> who<00:19:22.965> it's<00:19:23.125> being<00:19:23.430> made<00:19:23.768> for?

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And<00:19:24.330> does<00:19:24.570> it<00:19:24.651> know<00:19:24.811> how<00:19:25.373> to<00:19:25.534> reach<00:19:25.855> that<00:19:26.096> person?

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Does<00:19:26.722> it<00:19:26.818> know<00:19:27.043> what<00:19:27.220> the<00:19:27.300> message<00:19:28.007> is?

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It's<00:19:28.809> really<00:19:29.227> important<00:19:29.773> to<00:19:29.949> be<00:19:30.110> specific<00:19:30.913> that<00:19:31.073> you<00:19:31.298> understand<00:19:32.037> what<00:19:32.262> does<00:19:32.422> my<00:19:32.599> company<00:19:33.241> really<00:19:33.626> do?

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Who<00:19:34.429> does<00:19:34.622> my<00:19:34.766> company<00:19:35.248> do<00:19:35.425> it<00:19:35.585> for?

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And<00:19:36.597> where<00:19:36.998> is<00:19:37.175> that<00:19:37.416> person?

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How<00:19:38.219> do<00:19:38.443> I<00:19:38.620> reach<00:19:38.941> them?

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I<00:19:40.306> position<00:19:40.772> that<00:19:40.932> slightly<00:19:41.350> differently.

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Now,<00:19:42.859> what<00:19:43.019> I<00:19:43.035> say<00:19:43.357> to<00:19:43.437> companies<00:19:44.015> is,<00:19:44.641> do<00:19:44.866> you<00:19:44.978> know<00:19:45.364> what<00:19:45.588> question<00:19:46.150> you're<00:19:46.327> the<00:19:46.568> answer<00:19:47.274> to?

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Because<00:19:48.077> now<00:19:48.654> we<00:19:48.814> are<00:19:49.039> interacting<00:19:49.776> in<00:19:49.857> natural<00:19:50.402> language<00:19:50.979> in<00:19:51.123> ChatGPT,<00:19:52.406> in<00:19:52.566> Claude,<00:19:53.224> in<00:19:53.384> Perplexity,<00:19:54.651> even<00:19:55.052> in<00:19:55.292> the<00:19:55.453> Google<00:19:55.725> search<00:19:56.415> bar.

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People<00:19:57.217> no<00:19:57.409> longer<00:19:57.794> want<00:19:58.115> information.

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They<00:19:58.981> want<00:19:59.141> the<00:19:59.542> answer,<00:20:00.183> or<00:20:00.520> they<00:20:00.744> expect<00:20:01.402> that<00:20:01.562> they<00:20:01.723> will<00:20:01.883> be<00:20:02.059> able<00:20:02.284> to<00:20:02.428> get<00:20:02.749> more<00:20:03.150> and<00:20:03.246> more<00:20:03.567> information<00:20:04.609> before<00:20:04.930> they<00:20:05.234> ever<00:20:05.491> interact<00:20:06.068> with<00:20:06.229> you.

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And<00:20:06.854> so<00:20:07.094> I<00:20:07.239> always<00:20:07.495> start<00:20:07.896> with,<00:20:08.457> do<00:20:08.762> you<00:20:08.858> know<00:20:09.163> what<00:20:09.403> questions<00:20:09.965> you're<00:20:10.077> the<00:20:10.301> answer<00:20:10.702> to?

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Are<00:20:11.360> they<00:20:11.568> the<00:20:11.664> questions<00:20:12.210> you<00:20:12.450> want<00:20:12.771> to<00:20:12.947> be<00:20:13.108> the<00:20:13.268> answer<00:20:13.669> to?

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Will<00:20:14.487> you<00:20:14.791> reach<00:20:15.192> the<00:20:15.369> different<00:20:15.818> audiences<00:20:16.395> that<00:20:16.539> you're<00:20:16.700> trying<00:20:17.100> to<00:20:17.261> reach<00:20:17.662> if<00:20:17.758> you<00:20:18.143> are<00:20:18.319> properly<00:20:18.880> the<00:20:19.041> answer?

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To<00:20:19.778> that<00:20:20.067> question,<00:20:20.884> specificity,<00:20:21.926> focus,<00:20:22.567> prioritization,<00:20:23.529> the<00:20:23.753> details<00:20:24.555> always<00:20:24.972> matter.

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Isn't<00:20:25.452> it<00:20:25.597> interesting<00:20:26.158> how<00:20:26.751> simple<00:20:27.280> that<00:20:27.456> sounds<00:20:28.097> and<00:20:28.242> how<00:20:28.562> hard<00:20:28.819> that<00:20:29.043> is<00:20:29.219> to<00:20:29.364> do?

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Just<00:20:30.117> speaking<00:20:30.646> like<00:20:30.886> from<00:20:31.127> like,<00:20:31.367> I<00:20:31.447> mean,<00:20:31.608> I've<00:20:31.704> done<00:20:31.864> hundreds<00:20:32.345> of<00:20:32.425> interviews,<00:20:33.451> uh,<00:20:34.092> you<00:20:34.124> know,<00:20:34.813> for<00:20:34.926> the<00:20:34.990> past<00:20:35.631> decade.

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And<00:20:36.737> it<00:20:36.897> actually<00:20:37.378> is<00:20:37.619> quite<00:20:38.115> rare<00:20:38.933> to<00:20:39.302> find<00:20:39.959> someone<00:20:40.343> who<00:20:40.520> can<00:20:40.904> simply<00:20:41.482> and<00:20:41.786> easily<00:20:43.100> explain<00:20:43.645> what<00:20:43.822> their<00:20:44.030> company<00:20:44.367> does.

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And<00:20:45.088> by<00:20:45.232> the<00:20:45.312> way,<00:20:45.553> like<00:20:45.793> really<00:20:45.970> successful<00:20:46.451> companies.

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Aren't<00:20:47.316> even<00:20:47.492> that<00:20:47.653> good<00:20:47.813> at<00:20:47.909> it,<00:20:48.294> which<00:20:48.454> is<00:20:48.598> really<00:20:48.759> interesting.

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I<00:20:49.496> think<00:20:49.961> it<00:20:50.057> can<00:20:50.378> become<00:20:50.922> easy,<00:20:51.259> particularly<00:20:51.900> over<00:20:52.141> time<00:20:52.541> and<00:20:52.686> particularly<00:20:53.327> as<00:20:53.423> your<00:20:53.727> audience<00:20:54.224> grows,<00:20:55.170> to<00:20:55.330> be<00:20:55.571> tempted<00:20:56.372> to<00:20:56.949> be,<00:20:57.670> if<00:20:57.815> not<00:20:58.071> everything<00:20:58.728> to<00:20:59.033> everyone,<00:21:00.059> more<00:21:00.620> to<00:21:00.764> more<00:21:01.261> people.

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And<00:21:02.142> I<00:21:02.639> think<00:21:02.880> that<00:21:03.184> you<00:21:03.216> sometimes<00:21:04.322> lose<00:21:05.059> specificity<00:21:06.406> when<00:21:06.967> you<00:21:07.111> do<00:21:07.287> that.

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Audiences<00:21:08.313> are<00:21:08.345> made<00:21:08.874> up<00:21:09.195> of<00:21:09.595> cohorts<00:21:10.172> and<00:21:10.333> cohorts<00:21:10.910> are<00:21:10.990> made<00:21:11.278> up<00:21:11.519> of<00:21:11.936> individuals,<00:21:12.817> and<00:21:12.897> you<00:21:13.042> have<00:21:13.282> to<00:21:13.378> understand<00:21:14.019> what's<00:21:14.260> going<00:21:14.564> to<00:21:14.725> resonate.

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With<00:21:15.542> them,<00:21:15.959> if<00:21:16.103> you're<00:21:16.247> going<00:21:16.568> to<00:21:16.664> speak<00:21:17.049> to<00:21:17.161> them<00:21:17.385> as<00:21:17.610> clearly<00:21:18.042> as<00:21:18.187> possible,<00:21:19.052> clarity<00:21:19.565> is<00:21:19.709> currency<00:21:20.270> in<00:21:20.350> today's<00:21:20.751> market.

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If<00:21:21.616> people<00:21:22.017> understand<00:21:22.594> specifically<00:21:23.315> what<00:21:23.540> you<00:21:23.780> are<00:21:24.277> and<00:21:24.501> who<00:21:24.742> you're<00:21:24.838> for,<00:21:25.800> you're<00:21:26.040> more<00:21:26.345> likely<00:21:26.761> to<00:21:26.906> resonate<00:21:27.467> with<00:21:27.627> the<00:21:27.787> ones<00:21:28.524> that<00:21:28.685> are<00:21:28.765> a<00:21:28.845> good<00:21:29.069> fit<00:21:29.726> for<00:21:29.887> that.

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And<00:21:30.351> I<00:21:30.368> guess<00:21:30.528> the<00:21:30.672> question<00:21:31.169> then<00:21:31.329> becomes,<00:21:32.195> what<00:21:32.371> type<00:21:32.611> of<00:21:32.756> content<00:21:33.397> is<00:21:33.493> performing<00:21:34.134> best<00:21:34.439> right<00:21:34.615> now?

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Well,<00:21:35.352> first<00:21:35.673> it<00:21:35.737> needs<00:21:35.977> to<00:21:36.121> be<00:21:36.218> found.

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The<00:21:36.779> content<00:21:37.259> that<00:21:37.420> is<00:21:37.564> performing<00:21:38.061> the<00:21:38.221> best<00:21:38.622> is<00:21:38.782> the<00:21:38.862> content<00:21:39.583> that<00:21:39.968> is<00:21:40.609> contextualized<00:21:41.907> well<00:21:42.148> enough<00:21:42.629> and<00:21:42.789> authenticated<00:21:43.751> well<00:21:43.991> enough.

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To<00:21:44.632> show<00:21:45.017> up<00:21:45.274> in<00:21:45.354> the<00:21:45.578> answer<00:21:46.139> engines.

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Again,<00:21:47.518> specificity<00:21:48.945> really,<00:21:49.346> really<00:21:49.619> matters.

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The<00:21:50.244> content<00:21:50.789> that<00:21:51.030> performs<00:21:51.751> is<00:21:51.847> the<00:21:51.992> content<00:21:52.473> that<00:21:52.569> can<00:21:52.729> be<00:21:53.034> easily<00:21:53.451> read<00:21:53.691> by<00:21:53.932> machines<00:21:54.894> and<00:21:55.134> found<00:21:55.519> in<00:21:55.599> the<00:21:55.840> answer<00:21:56.096> to<00:21:56.257> specific<00:21:56.898> questions,<00:21:57.844> preferably<00:21:58.598> if<00:21:58.742> it<00:21:58.822> is<00:21:58.983> authenticated<00:21:59.784> by<00:22:00.025> third<00:22:00.265> parties.

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Once<00:22:01.067> it<00:22:01.211> is<00:22:01.548> encountered<00:22:02.173> by<00:22:02.286> a<00:22:02.430> human,<00:22:03.135> it's<00:22:03.376> content<00:22:03.857> that<00:22:04.017> feels<00:22:04.338> personal<00:22:04.819> to<00:22:04.931> the<00:22:05.140> audience.

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Did<00:22:06.118> you<00:22:06.422> use<00:22:06.839> what<00:22:06.983> I<00:22:07.144> told<00:22:07.545> you<00:22:07.721> I<00:22:07.865> was<00:22:08.106> looking<00:22:08.507> for<00:22:09.084> to<00:22:09.244> deliver<00:22:09.725> to<00:22:09.870> me<00:22:10.206> the<00:22:10.286> specific<00:22:11.008> information<00:22:11.633> I<00:22:11.730> was<00:22:11.954> looking<00:22:12.291> for?

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Without<00:22:13.173> me<00:22:13.317> having<00:22:13.638> to<00:22:13.734> click<00:22:13.990> around<00:22:14.375> and<00:22:14.472> search<00:22:15.193> for<00:22:15.498> it.

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Speed,<00:22:16.380> specificity,<00:22:17.342> clarity<00:22:18.288> help<00:22:18.529> you<00:22:18.705> reach<00:22:19.026> those<00:22:19.250> targeted<00:22:19.667> audiences.

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And<00:22:20.613> are<00:22:20.709> there<00:22:20.870> specific<00:22:21.431> strategies<00:22:22.249> now?

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Because<00:22:22.778> I<00:22:22.794> know<00:22:22.954> that<00:22:23.179> a<00:22:23.259> lot<00:22:23.500> of<00:22:24.381> companies<00:22:24.782> are<00:22:24.863> popping<00:22:25.263> up<00:22:25.440> or<00:22:25.520> services<00:22:26.097> or<00:22:26.226> things<00:22:26.402> like<00:22:26.562> that<00:22:26.803> to<00:22:26.947> try<00:22:27.124> to<00:22:27.268> get<00:22:28.086> your<00:22:28.390> brand<00:22:28.952> inside<00:22:29.304> of<00:22:29.369> these<00:22:29.689> LLM<00:22:30.170> models.

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So<00:22:30.892> inside<00:22:31.309> of<00:22:31.373> ChatGPT<00:22:32.335> or<00:22:32.479> inside<00:22:32.752> of<00:22:32.896> Claude<00:22:33.233> and<00:22:33.377> things<00:22:33.538> like<00:22:33.682> that.

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Is<00:22:34.243> that,<00:22:34.404> is<00:22:34.484> that<00:22:34.660> kind<00:22:34.805> of<00:22:34.837> what<00:22:34.901> you're<00:22:35.045> saying<00:22:35.302> too?

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Or<00:22:35.606> is<00:22:35.767> that<00:22:35.879> something<00:22:36.184> that<00:22:36.328> you<00:22:36.424> guys<00:22:36.665> are<00:22:36.729> focusing<00:22:37.210> on<00:22:37.306> too?

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Is<00:22:37.611> like,<00:22:37.771> how<00:22:37.867> do<00:22:37.948> you<00:22:38.172> get<00:22:38.413> your<00:22:38.653> message<00:22:39.150> inside<00:22:39.487> of<00:22:39.615> these<00:22:39.776> models?

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Clear,<00:22:40.337> compelling<00:22:40.834> content<00:22:41.539> that<00:22:41.700> is<00:22:41.892> specific<00:22:42.598> and<00:22:42.822> well<00:22:43.079> contextualized.

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These<00:22:44.667> machines<00:22:45.310> will,<00:22:45.743> if<00:22:45.872> you<00:22:46.032> have<00:22:46.145> a<00:22:46.209> gap,<00:22:46.836> they're<00:22:46.948> not<00:22:47.173> going<00:22:47.317> to<00:22:47.398> connect<00:22:47.976> the<00:22:48.121> dots<00:22:49.084> for<00:22:49.277> you.

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So<00:22:50.530> context<00:22:51.333> really,<00:22:51.670> really<00:22:52.393> matters.

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Are<00:22:53.196> you<00:22:53.357> properly<00:22:53.919> contextualizing<00:22:54.883> the<00:22:55.028> content<00:22:55.526> for<00:22:55.606> the<00:22:55.686> questions<00:22:56.168> that<00:22:56.329> are<00:22:56.409> being<00:22:56.714> asked<00:22:57.051> and<00:22:57.132> the<00:22:57.276> audience<00:22:57.694> that's<00:22:57.935> being<00:22:59.364> reached?

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And<00:23:00.103> then<00:23:00.328> once<00:23:00.585> that<00:23:00.810> audience<00:23:01.228> lands<00:23:01.613> with<00:23:01.726> you,<00:23:02.111> are<00:23:02.272> you<00:23:02.416> providing<00:23:02.914> them<00:23:03.075> with<00:23:03.171> a<00:23:03.236> personalized<00:23:04.023> experience<00:23:04.762> that<00:23:04.938> aligns<00:23:05.468> to<00:23:05.565> the<00:23:05.725> things<00:23:06.031> they<00:23:06.111> already<00:23:06.368> told<00:23:06.673> you<00:23:07.171> they<00:23:07.332> wanted<00:23:07.974> or<00:23:08.279> were<00:23:08.440> looking<00:23:08.697> for?

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What<00:23:09.211> do<00:23:09.339> you<00:23:09.500> read?

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And<00:23:10.287> what<00:23:10.527> reading<00:23:10.784> recommendations<00:23:11.426> would<00:23:11.586> you<00:23:11.667> have<00:23:11.891> for<00:23:12.052> us?

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God.

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I<00:23:13.817> read<00:23:13.977> all<00:23:14.074> the<00:23:14.170> time.

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I<00:23:15.357> read<00:23:15.534> the<00:23:15.598> Wall<00:23:15.758> Street<00:23:16.063> Journal.

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I<00:23:16.545> read<00:23:16.946> the<00:23:17.026> New<00:23:17.106> York<00:23:17.363> Times.

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I<00:23:18.807> read<00:23:19.353> Morning<00:23:19.930> Brew<00:23:20.428> and<00:23:20.636> Short<00:23:20.957> Squeeze.

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I<00:23:21.760> read<00:23:21.920> just<00:23:22.097> about<00:23:22.418> everything<00:23:23.124> that<00:23:23.541> Bain<00:23:24.102> or<00:23:24.263> BCG<00:23:24.905> or<00:23:25.001> McKinsey<00:23:25.627> put<00:23:25.851> out<00:23:26.108> publicly.

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I<00:23:27.456> read<00:23:28.258> lots<00:23:28.692> of<00:23:28.836> mystery<00:23:29.654> novels.

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I'm<00:23:31.066> reading<00:23:31.628> The<00:23:31.724> Hollow<00:23:32.029> Man<00:23:32.286> by<00:23:32.511> John<00:23:32.767> Dickson<00:23:33.088> Carr<00:23:33.393> right<00:23:33.570> now,<00:23:33.730> the<00:23:33.810> original<00:23:34.211> locked<00:23:34.613> room<00:23:35.335> mystery.

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I've<00:23:36.602> been<00:23:37.084> reading<00:23:38.143> Katie<00:23:38.464> Couric's<00:23:39.010> autobiography,<00:23:40.230> Being<00:23:40.535> There,<00:23:40.696> because<00:23:41.113> it's<00:23:41.354> a<00:23:41.434> little<00:23:41.659> bit<00:23:41.755> trashy<00:23:42.237> and<00:23:42.317> a<00:23:42.381> whole<00:23:42.574> lot<00:23:42.734> of<00:23:42.799> fun.

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And<00:23:43.425> I<00:23:43.585> love<00:23:43.762> morning<00:23:44.083> television<00:23:44.645> and<00:23:44.789> that's<00:23:45.046> a<00:23:45.191> world<00:23:45.512> that's<00:23:46.090> completely<00:23:46.652> foreign<00:23:47.053> to<00:23:47.149> me.

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I'll<00:23:47.840> read<00:23:48.642> honestly<00:23:48.979> anything<00:23:49.301> that's<00:23:49.541> a<00:23:49.622> good<00:23:49.862> and<00:23:50.007> compelling<00:23:50.729> story.

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Give<00:23:51.564> me<00:23:51.725> a<00:23:51.789> sense<00:23:52.110> for<00:23:52.351> how<00:23:52.656> you're<00:23:52.832> thinking<00:23:53.234> about<00:23:53.715> the<00:23:53.812> macroeconomic<00:23:54.855> environment<00:23:55.481> and<00:23:55.786> if<00:23:55.947> anything's<00:23:56.348> changed,<00:23:56.557> because<00:23:57.071> you're<00:23:57.167> seeing<00:23:58.194> a<00:23:58.211> lot<00:23:58.371> of<00:23:58.435> public<00:23:58.692> tech<00:23:58.933> companies<00:23:59.495> being,<00:24:00.603> you<00:24:00.699> know,<00:24:00.779> their<00:24:00.940> valuations<00:24:01.807> and<00:24:01.967> their<00:24:02.128> stock<00:24:02.385> prices<00:24:02.786> going<00:24:03.027> down<00:24:03.589> and<00:24:03.894> the<00:24:03.990> SaaS<00:24:04.750> apocalypse<00:24:05.349> as<00:24:05.446> it's<00:24:05.657> being<00:24:05.997> described<00:24:06.499> and<00:24:06.645> things<00:24:06.823> like<00:24:06.969> that.

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How<00:24:07.309> are<00:24:07.519> you<00:24:07.617> thinking<00:24:08.005> about<00:24:08.329> it<00:24:08.750> for<00:24:08.896> the<00:24:08.929> rest<00:24:09.058> of<00:24:09.155> the<00:24:09.204> year?

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And<00:24:09.463> obviously<00:24:09.787> we<00:24:09.820> have<00:24:09.965> a<00:24:10.111> war<00:24:10.289> going<00:24:10.678> on,<00:24:10.775> we<00:24:10.856> got<00:24:11.018> tariffs.

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I<00:24:11.520> mean,<00:24:11.796> we're<00:24:11.925> not<00:24:11.990> even<00:24:12.217> talking<00:24:12.411> about<00:24:12.525> the<00:24:12.622> geopolitical<00:24:13.189> stuff,<00:24:13.594> but<00:24:14.257> it<00:24:14.337> does<00:24:14.515> seem<00:24:14.725> like<00:24:14.968> AI<00:24:15.388> is<00:24:15.953> directly<00:24:17.230> hitting<00:24:17.553> tech<00:24:17.747> stocks.

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So<00:24:20.151> I'm<00:24:20.296> not<00:24:20.604> a<00:24:20.684> believer<00:24:21.105> in<00:24:21.186> toxic<00:24:21.736> optimism,<00:24:22.318> but<00:24:22.480> I<00:24:22.561> do<00:24:22.803> believe<00:24:23.677> often<00:24:24.243> that<00:24:24.809> our<00:24:24.971> best<00:24:25.214> days<00:24:25.537> are<00:24:25.715> always<00:24:26.427> in<00:24:26.588> front<00:24:26.783> of<00:24:26.912> us.

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I<00:24:27.494> believe<00:24:27.818> in<00:24:27.963> market<00:24:28.287> cycles<00:24:28.934> and<00:24:29.031> I<00:24:29.188> believe<00:24:29.728> that<00:24:30.256> Whether<00:24:30.737> it<00:24:31.058> is,<00:24:31.940> you<00:24:32.036> know,<00:24:32.357> TV<00:24:32.758> disrupting<00:24:33.560> film<00:24:34.121> or<00:24:34.266> the<00:24:34.442> internet<00:24:34.843> disrupting<00:24:35.404> television<00:24:36.126> or<00:24:36.206> streaming<00:24:36.928> disrupting<00:24:37.553> broadcast,<00:24:38.227> I<00:24:38.371> do<00:24:38.532> believe<00:24:38.997> all<00:24:39.173> of<00:24:39.334> this<00:24:39.574> is<00:24:39.815> part<00:24:40.280> of<00:24:40.601> a<00:24:40.857> continuum.

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And<00:24:41.884> I<00:24:41.980> do<00:24:42.221> believe<00:24:42.541> that<00:24:42.702> some<00:24:42.958> of<00:24:43.103> it<00:24:43.327> is<00:24:43.488> very,<00:24:43.728> very<00:24:43.969> healthy<00:24:44.306> and<00:24:44.466> very,<00:24:44.706> very<00:24:44.803> necessary.

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There<00:24:45.893> was<00:24:46.070> recently<00:24:46.551> a<00:24:46.567> report<00:24:47.096> written<00:24:47.337> by<00:24:47.449> a<00:24:47.577> guy<00:24:47.674> named<00:24:47.914> Greg<00:24:48.155> Callahan<00:24:48.780> over<00:24:48.957> at<00:24:49.101> Bain<00:24:49.758> that<00:24:49.903> talks<00:24:50.240> about<00:24:50.544> the<00:24:50.641> fact<00:24:51.026> that<00:24:51.202> for<00:24:51.603> roughly<00:24:52.020> a<00:24:52.148> decade,<00:24:53.030> you<00:24:53.207> could<00:24:53.431> track<00:24:54.410> an<00:24:54.554> enterprise<00:24:54.827> software<00:24:55.356> company's<00:24:55.917> growth<00:24:56.655> by<00:24:56.815> the<00:24:56.895> speed<00:24:57.361> with<00:24:57.537> which<00:24:57.778> it<00:24:57.922> was<00:24:58.082> hiring<00:24:58.644> salespeople.

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Because<00:25:00.585> for<00:25:01.211> roughly<00:25:01.628> a<00:25:01.693> decade,<00:25:02.431> as<00:25:02.527> an<00:25:02.816> industry,<00:25:03.474> enterprise<00:25:03.956> software<00:25:04.822> added<00:25:05.801> year-over-year<00:25:06.427> growth<00:25:06.764> was<00:25:06.989> anywhere<00:25:07.390> from<00:25:07.583> 11<00:25:07.968> to<00:25:08.129> 14%<00:25:08.851> at<00:25:09.092> the<00:25:09.236> low<00:25:09.413> end<00:25:09.653> to<00:25:09.814> 20<00:25:10.135> to<00:25:10.279> 23%<00:25:11.082> at<00:25:11.900> the<00:25:12.045> high<00:25:12.302> end.

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But<00:25:12.783> for<00:25:12.944> a<00:25:13.024> decade,<00:25:13.489> we<00:25:13.586> just<00:25:13.810> kept<00:25:14.212> adding<00:25:14.404> sellers<00:25:14.870> and<00:25:15.014> adding<00:25:15.207> sellers<00:25:15.592> and<00:25:15.752> adding<00:25:15.993> sellers.

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And<00:25:16.715> then<00:25:16.876> 3<00:25:17.101> years<00:25:17.293> ago,<00:25:17.422> it<00:25:17.582> stopped.

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It<00:25:18.080> didn't<00:25:18.304> slow<00:25:18.641> down.

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It<00:25:19.588> didn't<00:25:19.957> decelerate.

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It<00:25:20.985> stopped.

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For<00:25:21.916> the<00:25:22.012> past<00:25:22.558> 3<00:25:23.039> years,<00:25:23.617> the<00:25:23.697> number<00:25:24.018> of<00:25:24.259> new<00:25:24.419> salespeople<00:25:25.302> we<00:25:25.382> have<00:25:25.543> hired<00:25:25.928> as<00:25:26.040> an<00:25:26.329> industry<00:25:26.891> is<00:25:27.068> a<00:25:27.148> statistical<00:25:28.063> zero.

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And<00:25:29.235> the<00:25:29.379> reason<00:25:29.861> for<00:25:29.973> that<00:25:30.343> is<00:25:31.467> we<00:25:31.627> have<00:25:31.884> basically<00:25:32.526> provided<00:25:33.153> enough<00:25:33.570> sales<00:25:34.132> capacity<00:25:35.561> for<00:25:36.203> all<00:25:36.540> of<00:25:36.685> the<00:25:36.781> products<00:25:37.343> that<00:25:37.729> have<00:25:37.969> been<00:25:38.371> in<00:25:38.612> market.

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And<00:25:39.495> so<00:25:40.298> the<00:25:40.458> great<00:25:40.940> thing<00:25:41.181> about<00:25:41.662> AI,<00:25:42.080> the<00:25:42.224> opportunity<00:25:43.043> of<00:25:43.364> AI<00:25:43.910> is<00:25:44.087> just<00:25:44.472> like<00:25:44.729> SaaS<00:25:45.291> back<00:25:45.677> in<00:25:46.014> 2011,<00:25:46.736> 2012,<00:25:47.298> 2013,<00:25:48.422> we<00:25:48.583> will<00:25:48.743> have<00:25:48.920> a<00:25:48.984> whole<00:25:49.530> new<00:25:49.851> generation<00:25:50.895> of<00:25:51.232> platforms<00:25:52.758> that<00:25:52.918> are<00:25:53.063> either<00:25:53.480> built<00:25:54.026> on<00:25:54.427> or<00:25:54.684> rebuilt<00:25:55.311> for<00:25:56.113> the<00:25:56.435> AI<00:25:56.707> era,<00:25:57.253> much<00:25:57.655> as<00:25:57.896> we<00:25:57.976> started<00:25:58.458> 6<00:25:58.859> years<00:25:59.116> ago.

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Building<00:26:00.063> Sitecore<00:26:00.770> AI<00:26:01.267> for<00:26:01.412> the<00:26:01.653> AI<00:26:02.166> era.

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And<00:26:03.194> it<00:26:03.419> is<00:26:03.756> the<00:26:03.981> refresh<00:26:04.559> and<00:26:04.639> the<00:26:04.864> reset<00:26:05.361> that<00:26:05.506> I<00:26:05.602> think<00:26:05.843> enterprise<00:26:06.244> software<00:26:07.272> needed.

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It<00:26:07.834> will<00:26:08.155> usher<00:26:08.556> in<00:26:08.733> the<00:26:08.829> next<00:26:09.199> generation<00:26:09.777> of<00:26:09.857> products<00:26:10.355> and<00:26:10.483> the<00:26:10.515> next<00:26:10.804> generation<00:26:11.302> of<00:26:11.398> salespeople<00:26:12.506> and<00:26:12.586> the<00:26:12.666> next<00:26:12.907> generation<00:26:13.453> of<00:26:13.533> great<00:26:13.790> platforms<00:26:14.978> that<00:26:15.155> will<00:26:15.219> optimize<00:26:15.877> how<00:26:16.118> businesses<00:26:16.921> are<00:26:17.066> run<00:26:17.627> and<00:26:17.788> how<00:26:18.430> audiences<00:26:19.249> are<00:26:19.891> reached.

00:26:20.598 --> 00:26:34.007
It<00:26:20.694> is<00:26:21.240> not<00:26:21.577> dissimilar<00:26:22.524> from<00:26:23.022> a<00:26:23.086> macro<00:26:23.584> environment<00:26:24.226> that<00:26:24.451> has<00:26:25.109> included<00:26:26.056> In<00:26:26.152> the<00:26:26.232> past<00:26:26.617> 25<00:26:27.194> years<00:26:27.659> through<00:26:27.835> 2<00:26:28.140> disruptions<00:26:28.877> in<00:26:28.957> the<00:26:29.102> enterprise<00:26:29.518> tech<00:26:29.775> cycle,<00:26:30.464> military<00:26:30.961> conflicts<00:26:31.907> in<00:26:32.003> the<00:26:32.083> Gulf<00:26:32.628> and<00:26:33.189> Eastern<00:26:33.590> Europe.

00:26:34.231 --> 00:27:03.059
And<00:26:34.392> while<00:26:34.568> there's<00:26:35.193> no<00:26:35.434> guarantee<00:26:36.171> that<00:26:36.395> these<00:26:36.652> will<00:26:36.876> play<00:26:37.197> out<00:26:38.014> the<00:26:38.095> same<00:26:38.495> way,<00:26:39.137> from<00:26:39.842> the<00:26:40.002> Gulf<00:26:40.339> War<00:26:40.563> of<00:26:40.643> 1991<00:26:42.262> to<00:26:42.423> the<00:26:42.503> conflicts<00:26:43.080> in<00:26:43.208> the<00:26:43.288> Middle<00:26:43.769> East<00:26:44.170> during<00:26:44.411> the<00:26:44.475> mid<00:26:44.667> to<00:26:44.763> late<00:26:45.068> '90s,<00:26:46.030> to<00:26:46.190> conflicts<00:26:46.671> in<00:26:46.767> Eastern<00:26:47.072> Europe<00:26:47.617> in<00:26:48.354> the<00:26:48.482> mid<00:26:48.675> to<00:26:48.755> late<00:26:48.995> '90s,<00:26:50.021> to<00:26:50.823> the<00:26:50.919> conflicts<00:26:51.544> that<00:26:51.720> played<00:26:52.025> out<00:26:52.586> in<00:26:53.003> the<00:26:53.147> first<00:26:53.468> part<00:26:53.724> of<00:26:53.884> the<00:26:54.045> 2000s,<00:26:55.311> when<00:26:55.407> you've<00:26:55.567> been<00:26:55.712> around<00:26:55.984> as<00:26:56.129> long<00:26:56.305> as<00:26:56.513> I<00:26:56.593> have,<00:26:56.866> and<00:26:56.994> I've<00:26:57.154> been<00:26:57.251> around<00:26:57.571> for<00:26:57.667> a<00:26:57.796> while,<00:26:58.534> these<00:26:58.839> things<00:26:59.160> start<00:26:59.481> to<00:26:59.721> feel<00:26:59.978> like<00:27:00.299> part<00:27:01.326> of<00:27:01.968> a<00:27:02.369> continuum.

00:27:03.428 --> 00:27:07.777
And<00:27:03.589> so<00:27:04.070> I<00:27:04.231> don't<00:27:04.471> mean<00:27:04.712> to<00:27:04.808> be<00:27:04.953> dismissive<00:27:05.739> at<00:27:05.900> all,<00:27:06.221> but<00:27:06.381> I<00:27:06.477> do<00:27:06.638> believe<00:27:07.039> that<00:27:07.200> they<00:27:07.360> are<00:27:07.456> cyclical.

00:27:07.841 --> 00:27:09.462
No,<00:27:08.002> I<00:27:08.082> think,<00:27:08.387> I<00:27:08.403> think<00:27:08.628> that's<00:27:08.788> exactly<00:27:09.189> right.

00:27:09.526 --> 00:27:16.956
My<00:27:09.863> next<00:27:10.136> question<00:27:10.329> was<00:27:10.553> actually<00:27:10.778> going<00:27:10.842> to<00:27:10.906> be<00:27:11.115> around<00:27:11.596> your<00:27:11.773> time<00:27:12.094> in<00:27:12.254> DC<00:27:12.672> and<00:27:12.800> what<00:27:12.961> you<00:27:13.121> learned<00:27:13.378> from<00:27:13.538> that<00:27:13.779> and<00:27:13.859> what<00:27:14.004> you<00:27:14.180> took<00:27:14.822> from<00:27:15.063> that<00:27:15.464> into<00:27:15.849> the<00:27:16.282> CEO<00:27:16.828> role.

00:27:17.711 --> 00:27:18.401
A<00:27:17.791> couple<00:27:18.112> of<00:27:18.176> things.

00:27:18.513 --> 00:27:28.814
One,<00:27:19.139> as<00:27:19.636> heated<00:27:20.278> as<00:27:20.519> things<00:27:20.920> can<00:27:21.161> get,<00:27:21.867> always<00:27:22.220> assume<00:27:22.589> best<00:27:22.846> intentions<00:27:23.488> and<00:27:23.632> always<00:27:23.889> put<00:27:24.113> yourself<00:27:24.996> in<00:27:25.878> the<00:27:25.958> shoes<00:27:26.440> of<00:27:26.696> every<00:27:27.097> other<00:27:27.338> party<00:27:28.060> around<00:27:28.381> the<00:27:28.461> table.

00:27:29.247 --> 00:27:38.054
There<00:27:29.343> are<00:27:29.504> very<00:27:29.809> often<00:27:30.178> not<00:27:30.450> just<00:27:30.627> 2<00:27:30.787> sides,<00:27:31.268> but<00:27:31.493> more,<00:27:31.830> and<00:27:31.974> you'll<00:27:32.151> be<00:27:32.327> able<00:27:32.488> to<00:27:32.568> see<00:27:32.856> all<00:27:33.017> of<00:27:33.113> them<00:27:33.274> clearly<00:27:33.771> if<00:27:33.915> you<00:27:33.995> take<00:27:34.316> the<00:27:34.397> time<00:27:34.798> to<00:27:34.878> understand<00:27:35.985> what<00:27:36.097> somebody<00:27:36.466> else's<00:27:37.204> motivation<00:27:37.910> is.

00:27:38.311 --> 00:27:39.209
The<00:27:38.471> details<00:27:38.952> matter.

00:27:39.594 --> 00:27:40.573
Edge<00:27:39.771> cases<00:27:40.236> matter.

00:27:40.733 --> 00:27:49.588
Part<00:27:41.038> of<00:27:41.118> the<00:27:41.198> reason<00:27:41.487> I'm<00:27:41.599> so<00:27:41.840> optimistic<00:27:42.498> on<00:27:42.594> the<00:27:42.658> future<00:27:43.043> of<00:27:43.123> software,<00:27:43.765> why<00:27:44.006> I<00:27:44.166> believe<00:27:45.000> software<00:27:45.481> needs<00:27:45.850> AI<00:27:46.348> and<00:27:46.572> AI<00:27:46.845> needs<00:27:47.214> software,<00:27:48.016> is<00:27:48.979> edge<00:27:49.155> cases.

00:27:49.717 --> 00:27:51.369
Nobody<00:27:50.118> wants<00:27:50.503> to<00:27:50.679> vibe<00:27:51.000> code.

00:27:52.043 --> 00:28:00.026
Supply<00:27:52.525> chain<00:27:52.766> system<00:27:53.184> or<00:27:53.248> a<00:27:53.328> digital<00:27:53.730> marketing<00:27:54.131> platform<00:27:54.774> when<00:27:54.934> there's<00:27:55.336> 20,<00:27:55.657> 25,<00:27:56.139> 30<00:27:56.541> years<00:27:56.862> of<00:27:57.087> expertise<00:27:58.372> on<00:27:58.629> the<00:27:58.854> edge<00:27:59.030> cases<00:27:59.657> out<00:27:59.898> there.

00:28:00.861 --> 00:28:08.105
And<00:28:01.199> I've<00:28:01.440> learned<00:28:01.841> from<00:28:02.082> the<00:28:02.227> days<00:28:02.644> of<00:28:02.724> 1,000-page<00:28:03.929> budget<00:28:04.572> bills<00:28:05.053> that<00:28:05.519> the<00:28:05.616> details<00:28:06.242> and<00:28:06.322> the<00:28:06.483> edge<00:28:06.660> cases<00:28:07.447> really<00:28:07.639> matter.

00:28:08.250 --> 00:28:14.675
And<00:28:08.410> I<00:28:08.507> actually<00:28:08.989> learned<00:28:09.936> the<00:28:10.033> thing<00:28:10.434> that<00:28:10.900> made<00:28:11.157> me<00:28:11.462> leave<00:28:12.121> is<00:28:12.844> a<00:28:12.924> thing<00:28:13.245> that<00:28:13.422> I<00:28:13.566> don't<00:28:13.888> believe<00:28:14.370> today.

00:28:14.771 --> 00:28:19.859
I<00:28:14.851> was<00:28:15.076> probably<00:28:15.558> more<00:28:15.735> cynical<00:28:16.682> at<00:28:17.245> my<00:28:17.886> than<00:28:18.047> I<00:28:18.143> am<00:28:18.688> in<00:28:19.185> my<00:28:19.346> 30s.

00:28:20.067 --> 00:28:22.120
Cynicism<00:28:20.725> is<00:28:20.949> the<00:28:21.174> easy<00:28:21.815> choice.

00:28:22.296 --> 00:28:24.060
Optimism<00:28:22.889> is<00:28:23.098> the<00:28:23.258> harder<00:28:23.659> choice.

00:28:24.316 --> 00:28:36.711
And<00:28:24.461> I<00:28:24.557> think<00:28:24.894> it's<00:28:25.038> a<00:28:25.054> lifetime<00:28:25.759> of<00:28:25.904> people<00:28:26.224> who<00:28:26.385> created<00:28:26.946> opportunities<00:28:27.844> for<00:28:27.908> me<00:28:28.886> that<00:28:29.031> have<00:28:29.127> allowed<00:28:29.528> me<00:28:29.688> to<00:28:29.929> look<00:28:30.233> for<00:28:30.730> and<00:28:30.891> give<00:28:31.195> the<00:28:31.356> opportunity<00:28:32.414> rather<00:28:32.815> than<00:28:33.456> choose<00:28:34.659> the<00:28:34.963> easy<00:28:35.300> or<00:28:35.396> more<00:28:35.637> cynical<00:28:36.487> choice.

00:28:37.048 --> 00:28:38.619
What<00:28:37.208> were<00:28:37.369> you<00:28:37.449> doing<00:28:38.251> out<00:28:38.491> there?

00:28:39.132 --> 00:28:45.739
You<00:28:39.213> mentioned<00:28:39.565> you<00:28:39.630> were<00:28:39.710> in<00:28:39.854> the<00:28:39.950> Clinton<00:28:40.191> administration,<00:28:40.896> which,<00:28:41.217> which<00:28:41.634> the<00:28:41.874> problems<00:28:42.420> there<00:28:42.532> and<00:28:42.596> the<00:28:42.740> divisiveness,<00:28:43.382> obviously<00:28:43.702> he<00:28:43.783> was<00:28:43.959> impeached,<00:28:44.360> but<00:28:44.424> it<00:28:44.504> seems<00:28:44.761> so<00:28:45.306> quaint<00:28:45.642> now.

00:28:46.043 --> 00:28:48.015
But<00:28:46.139> it<00:28:46.204> seems<00:28:46.364> like,<00:28:46.524> man,<00:28:46.765> we'd<00:28:46.925> love<00:28:47.069> to<00:28:47.149> go<00:28:47.181> back<00:28:47.390> to<00:28:47.486> the<00:28:47.646> '90s.

00:28:48.512 --> 00:28:52.920
You<00:28:48.624> know,<00:28:48.784> it's<00:28:48.993> funny,<00:28:49.490> I<00:28:49.570> was<00:28:49.730> watching<00:28:50.067> an<00:28:50.195> episode<00:28:50.997> of<00:28:51.493> The<00:28:51.638> Pit<00:28:52.038> last<00:28:52.359> Thursday<00:28:52.696> night.

00:28:53.161 --> 00:28:55.629
Great,<00:28:53.802> great,<00:28:54.058> great<00:28:54.363> show,<00:28:54.844> which<00:28:55.180> I<00:28:55.325> love.

00:28:55.966 --> 00:28:59.717
And<00:28:56.783> Noah<00:28:57.008> Wyle<00:28:57.264> and<00:28:57.425> Katherine<00:28:57.889> Lanassa<00:28:58.290> are<00:28:58.531> terrific<00:28:59.493> in<00:28:59.653> it.

00:29:00.294 --> 00:29:08.934
Um,<00:29:00.695> and<00:29:00.871> there<00:29:01.416> is<00:29:01.737> a<00:29:01.913> guy<00:29:01.993> named<00:29:02.234> Dan<00:29:02.538> Florek<00:29:03.099> who<00:29:03.195> was<00:29:03.356> in<00:29:03.436> the<00:29:03.516> original<00:29:03.997> Law<00:29:04.318> Order,<00:29:04.798> was<00:29:05.039> given<00:29:05.344> the<00:29:05.440> line<00:29:05.921> of<00:29:06.145> a,<00:29:06.321> of<00:29:06.402> an<00:29:06.546> older<00:29:06.786> person<00:29:07.203> who<00:29:07.299> needs<00:29:07.604> to<00:29:07.700> move<00:29:07.924> into<00:29:08.165> assisted<00:29:08.646> living.

00:29:09.447 --> 00:29:15.362
You<00:29:09.592> know,<00:29:09.992> everyone<00:29:10.473> old<00:29:10.714> knows<00:29:11.114> what<00:29:11.275> it's<00:29:11.515> like<00:29:11.772> to<00:29:11.932> be<00:29:12.397> young,<00:29:12.814> but<00:29:13.038> nobody<00:29:13.455> young<00:29:13.775> knows<00:29:14.080> what<00:29:14.240> it's<00:29:14.417> like<00:29:14.737> to<00:29:14.897> be<00:29:15.282> old.

00:29:15.683 --> 00:29:26.551
And<00:29:15.859> so<00:29:16.581> I<00:29:16.725> guess<00:29:17.030> Maybe<00:29:17.367> I've<00:29:17.527> just<00:29:17.784> reached<00:29:18.105> that<00:29:18.330> point<00:29:19.133> in<00:29:20.016> my<00:29:20.112> life<00:29:20.835> where<00:29:21.317> I<00:29:21.461> have<00:29:21.638> more<00:29:21.863> of<00:29:21.975> a<00:29:22.039> sense<00:29:22.425> of<00:29:22.505> how<00:29:22.697> things<00:29:23.083> are<00:29:23.163> going<00:29:23.404> to<00:29:23.565> play<00:29:23.870> out<00:29:24.127> because<00:29:24.448> I've<00:29:24.592> had<00:29:25.010> the<00:29:25.170> opportunity<00:29:26.037> to<00:29:26.150> see<00:29:26.439> it.

00:29:26.696 --> 00:29:29.313
And<00:29:26.840> that's<00:29:27.097> an<00:29:27.177> advantage<00:29:27.755> that<00:29:27.884> I<00:29:27.980> didn't<00:29:28.221> have<00:29:28.847> in<00:29:28.944> my<00:29:29.088> 20s.

00:29:29.746 --> 00:29:37.823
Finally,<00:29:30.148> we<00:29:30.308> end<00:29:30.533> every<00:29:30.710> interview<00:29:31.047> with<00:29:31.175> the<00:29:31.256> same<00:29:31.497> question,<00:29:32.058> and<00:29:32.155> that<00:29:32.540> is<00:29:32.781> at<00:29:32.893> CEO.com,<00:29:33.921> we<00:29:34.082> believe<00:29:34.387> the<00:29:34.483> chances<00:29:34.949> one<00:29:35.206> gives<00:29:35.768> is<00:29:35.912> just<00:29:36.169> as<00:29:36.249> important<00:29:36.570> as<00:29:36.731> the<00:29:36.875> chances<00:29:37.277> one<00:29:37.454> takes.

00:29:38.160 --> 00:29:41.323
When<00:29:38.417> you<00:29:38.642> hear<00:29:38.883> that,<00:29:39.123> who<00:29:39.300> gave<00:29:39.525> you<00:29:39.621> a<00:29:39.701> chance<00:29:40.023> to<00:29:40.103> get<00:29:40.328> you<00:29:40.424> to<00:29:40.488> where<00:29:40.665> you<00:29:40.825> are<00:29:40.986> today?

00:29:41.452 --> 00:29:41.484
Wow.

00:29:44.690 --> 00:29:49.609
I<00:29:44.754> mean,<00:29:44.915> there<00:29:45.011> are<00:29:45.091> so<00:29:45.395> many<00:29:45.700> people,<00:29:46.420> it<00:29:46.517> would<00:29:46.837> really,<00:29:47.382> really<00:29:47.718> be<00:29:47.958> hard<00:29:48.920> to<00:29:49.080> choose.

00:29:49.817 --> 00:29:51.691
I'm<00:29:50.554> going<00:29:50.762> to<00:29:50.826> give<00:29:50.938> you<00:29:51.002> 2<00:29:51.243> answers.

00:29:51.964 --> 00:29:57.138
The<00:29:52.044> first<00:29:52.508> is<00:29:53.101> our<00:29:53.245> chairman,<00:29:53.950> who<00:29:55.087> I<00:29:55.488> just<00:29:55.953> respect<00:29:56.513> the<00:29:56.593> hell<00:29:56.834> out<00:29:57.074> of.

00:29:58.612 --> 00:30:00.775
There<00:29:58.788> is<00:29:58.932> a<00:29:59.013> very,<00:29:59.557> very,<00:29:59.894> very<00:30:00.134> short<00:30:00.599> list.

00:30:00.855 --> 00:30:08.176
And<00:30:01.015> by<00:30:01.095> short<00:30:01.496> list,<00:30:01.816> I<00:30:01.896> mean<00:30:02.201> like<00:30:02.537> 2<00:30:03.002> or<00:30:03.162> 3<00:30:03.418> people<00:30:03.819> who<00:30:03.979> could<00:30:04.139> have<00:30:04.299> called<00:30:04.684> me<00:30:04.924> up<00:30:05.661> and<00:30:05.805> asked<00:30:06.142> me<00:30:06.542> to<00:30:07.744> do<00:30:07.968> this.

00:30:08.384 --> 00:30:12.422
And<00:30:08.529> I<00:30:08.625> would've<00:30:08.865> said<00:30:09.169> yes,<00:30:09.506> just<00:30:09.826> for<00:30:09.922> the<00:30:10.131> opportunity<00:30:10.868> to<00:30:11.108> work<00:30:11.573> with<00:30:11.749> that<00:30:12.053> person.

00:30:12.710 --> 00:30:15.996
He<00:30:13.175> is<00:30:14.136> A<00:30:14.232> true<00:30:14.793> intellectual<00:30:15.418> heavyweight.

00:30:16.076 --> 00:30:19.410
He<00:30:16.396> is<00:30:16.717> the<00:30:16.797> best<00:30:17.118> businessman<00:30:17.839> I<00:30:17.919> have<00:30:18.240> ever<00:30:18.400> met<00:30:18.801> in<00:30:18.881> my<00:30:19.025> life.

00:30:19.827 --> 00:30:29.958
And<00:30:19.987> the<00:30:20.147> opportunity<00:30:21.045> to<00:30:21.446> lead<00:30:21.927> this<00:30:22.231> company,<00:30:22.648> which<00:30:22.873> I<00:30:22.953> feel<00:30:23.209> very<00:30:23.450> privileged<00:30:24.011> to<00:30:24.251> lead<00:30:24.652> and<00:30:24.877> work<00:30:25.117> with<00:30:25.197> these<00:30:25.454> people<00:30:26.335> and<00:30:26.512> learn<00:30:26.880> from<00:30:27.057> him,<00:30:27.922> is<00:30:28.083> absolutely<00:30:28.660> the<00:30:28.804> opportunity<00:30:29.365> of<00:30:29.461> a<00:30:29.477> lifetime.

00:30:30.038 --> 00:30:32.395
And<00:30:30.103> there<00:30:30.199> was<00:30:30.359> just<00:30:30.648> no<00:30:30.968> hesitation<00:30:31.625> in<00:30:31.706> saying<00:30:32.090> yes.

00:30:32.667 --> 00:30:34.287
The<00:30:32.892> other<00:30:33.052> would<00:30:33.148> be<00:30:33.293> a<00:30:33.309> guy<00:30:33.469> named<00:30:33.709> Steve<00:30:34.094> Peck.

00:30:34.431 --> 00:30:39.881
Steve<00:30:35.393> ran<00:30:35.633> the<00:30:35.777> business<00:30:36.178> unit<00:30:36.531> I<00:30:36.659> was<00:30:36.900> in<00:30:37.156> 24<00:30:38.663> years<00:30:39.561> ago.

00:30:40.122 --> 00:30:41.984
He<00:30:40.282> was<00:30:40.507> the<00:30:40.587> first<00:30:40.844> person<00:30:41.246> to<00:30:41.406> promote<00:30:41.888> me.

00:30:42.209 --> 00:30:47.828
He<00:30:42.450> was<00:30:42.610> the<00:30:42.755> first<00:30:43.076> person<00:30:43.557> to<00:30:43.798> offer<00:30:44.087> me<00:30:44.777> a<00:30:44.858> leadership<00:30:45.404> job,<00:30:45.981> but<00:30:46.142> he<00:30:46.367> didn't<00:30:46.864> give<00:30:47.105> it<00:30:47.507> to<00:30:47.667> me.

00:30:48.133 --> 00:31:09.853
He<00:30:48.229> sat<00:30:48.630> me<00:30:48.791> down<00:30:49.577> at<00:30:49.610> a<00:30:49.738> coffee<00:30:50.155> bar<00:30:50.476> in<00:30:50.637> Baltimore,<00:30:51.199> Maryland,<00:30:52.066> after<00:30:52.387> a<00:30:52.563> particularly<00:30:53.286> tough<00:30:53.687> negotiation<00:30:54.971> with<00:30:55.694> Johns<00:30:56.015> Hopkins<00:30:56.400> University<00:30:57.042> and<00:30:57.123> Health<00:30:57.315> System<00:30:58.246> and<00:30:58.407> told<00:30:58.889> me<00:30:59.772> all<00:31:00.028> the<00:31:00.109> things<00:31:00.574> I<00:31:00.671> was<00:31:00.895> going<00:31:01.232> to<00:31:01.329> need<00:31:01.634> to<00:31:01.730> know<00:31:02.196> to<00:31:02.356> be<00:31:02.501> a<00:31:02.741> leader,<00:31:03.159> whether<00:31:03.368> or<00:31:03.496> not<00:31:03.785> I<00:31:03.962> wanted<00:31:04.363> to<00:31:04.523> hear<00:31:04.828> them,<00:31:05.246> and<00:31:05.390> forced<00:31:05.872> me<00:31:05.968> to<00:31:06.113> face<00:31:06.530> them<00:31:06.755> and<00:31:06.915> forced<00:31:07.252> me<00:31:07.397> to<00:31:07.493> choose<00:31:07.975> whether<00:31:08.184> or<00:31:08.296> not<00:31:08.537> I<00:31:08.762> wanted<00:31:09.099> to<00:31:09.339> face<00:31:09.661> them.

00:31:10.142 --> 00:31:12.915
And<00:31:10.286> I<00:31:10.462> did,<00:31:10.783> but<00:31:11.007> like<00:31:11.248> he<00:31:11.408> just<00:31:11.665> didn't<00:31:11.985> keep<00:31:12.226> the<00:31:12.386> gloves<00:31:12.787> on.

00:31:13.091 --> 00:31:15.752
He's<00:31:13.252> like,<00:31:13.444> if<00:31:13.572> this<00:31:13.813> is<00:31:13.973> what<00:31:14.133> you<00:31:14.230> want,<00:31:14.630> here's<00:31:14.935> what<00:31:15.095> you<00:31:15.191> have<00:31:15.512> to<00:31:15.656> do.

00:31:16.057 --> 00:31:22.453
And<00:31:16.297> that<00:31:16.634> level<00:31:17.019> of<00:31:17.339> honesty,<00:31:17.836> that<00:31:18.077> level<00:31:18.317> of<00:31:18.542> candor<00:31:19.503> is<00:31:19.600> something<00:31:20.000> that<00:31:20.161> I<00:31:20.241> have<00:31:20.401> applied<00:31:21.427> over<00:31:21.684> and<00:31:21.828> over<00:31:22.084> again.

00:31:22.549 --> 00:31:29.298
I<00:31:22.726> hope<00:31:23.447> it<00:31:23.591> has<00:31:23.912> done<00:31:24.793> him<00:31:25.050> the<00:31:25.274> credit<00:31:25.691> he<00:31:25.916> did<00:31:26.156> for<00:31:26.284> me<00:31:26.733> and<00:31:26.893> done<00:31:27.118> the<00:31:27.198> service<00:31:27.615> for<00:31:27.759> other<00:31:27.935> people<00:31:28.256> that<00:31:28.400> he<00:31:28.496> did<00:31:29.041> for<00:31:29.138> me.

00:31:29.538 --> 00:31:31.029
Eric,<00:31:29.779> thank<00:31:30.003> you<00:31:30.035> so<00:31:30.180> much<00:31:30.404> for<00:31:30.500> coming<00:31:30.885> on.

00:31:31.702 --> 00:31:36.784
Sitecore<00:31:32.263> is<00:31:32.424> an<00:31:32.504> incredible,<00:31:33.289> incredible<00:31:33.706> product,<00:31:34.107> incredible<00:31:34.588> company,<00:31:35.165> no<00:31:35.373> doubt,<00:31:35.790> thanks<00:31:36.031> to<00:31:36.111> your<00:31:36.335> leadership.

00:31:36.896 --> 00:31:37.393
So<00:31:37.056> thank<00:31:37.249> you.

00:31:37.618 --> 00:31:44.644
I<00:31:37.794> am<00:31:37.938> fortunate<00:31:38.419> to<00:31:38.515> be<00:31:38.595> surrounded<00:31:39.381> by<00:31:39.621> really,<00:31:40.022> really<00:31:40.343> great<00:31:40.599> people<00:31:41.144> and<00:31:41.224> I<00:31:41.321> just<00:31:41.561> feel<00:31:41.609> really<00:31:41.850> really<00:31:42.106> humbled<00:31:42.524> to<00:31:42.668> have<00:31:42.781> the<00:31:42.909> opportunity<00:31:43.391> to<00:31:43.487> serve<00:31:43.809> them<00:31:44.194> every<00:31:44.371> day.

00:31:45.093 --> 00:31:48.883
I<00:31:45.318> really<00:31:45.655> appreciate<00:31:46.217> you<00:31:46.298> giving<00:31:46.538> me<00:31:46.619> the<00:31:46.779> opportunity<00:31:47.438> to<00:31:47.502> tell<00:31:47.646> our<00:31:47.743> story<00:31:48.289> today,<00:31:48.626> Clint.

00:31:49.027 --> 00:31:50.168
Thank<00:31:49.333> you<00:31:49.750> so<00:31:49.927> much.

```