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# Susan Odle, CEO of StorMagic: Why humanity matters in leadership
- URL: https://www.ceo.com/episodes/susan-odle-ceo-of-stormagic-why-humanity-matters-in-leadership/
- Published: 2026-05-18T20:13:47.000Z
- Updated: 2026-08-24T19:17:31.000Z
- Description: The StorMagic CEO on edge infrastructure, remote culture, and why kindness and ambition are not opposites.
- Author: Clint Betts

# Susan Odle runs the company that keeps the lights on

A city in Germany, with about 10,000 residents, runs its infrastructure on StorMagic software. So does the retailer that still needs to sell a Zippo lighter when the network goes down, and the warehouse that still needs to ship. StorMagic sells something unfashionable in enterprise software: nothing happening. Systems that stay up in places where the cloud can't be trusted to reach.

"The edge is not the data center," Susan Odle said on the CEO.com Podcast. Odle became [CEO of StorMagic](https://stormagic.com/company/news/stormagic-appoints-susan-odle-as-chief-executive-officer-to-accelerate-next-phase-of-innovation-and-growth/?ref=ceo.com) in April 2025, eight months after joining as [chief growth officer](https://stormagic.com/company/news/stormagic-appoints-susan-odle-as-chief-growth-officer/?ref=ceo.com). The company is 20 years old. "We're definitely not an overnight success story," she said. 

Its customers are retail stores, warehouses, manufacturing sites, and utilities, many in locations without reliable broadband or 5G. "Customers shouldn't have to wake up at 2:00 a.m. worrying about whether their systems are down. Their IT teams should be able to sleep and focus on the business."

After two decades of selling reliability, the company got handed its moment by someone else's chaos. Broadcom bought VMware, prices and licensing shifted, and businesses running virtualized infrastructure at the edge started looking for the exit. StorMagic launched SvHCI, a full-stack alternative, in June 2024\. The company says its qualified pipeline grew 600%. Odle's promotion followed.

The bet has since produced numbers. StorMagic reported [36% growth in annual recurring revenue](https://www.prnewswire.com/news-releases/stormagic-marks-20-years-of-edge-innovation-as-demand-grows-for-virtualization-alternatives-302741307.html?ref=ceo.com) for the fiscal year that ended in March 2026\. In July, the company announced that Sheetz is [replacing VMware across more than 830 stores](https://stormagic.com/company/news/sheetz-chooses-stormagic-svhci-to-replace-vmware-across-830-retail-stores/?ref=ceo.com) with SvHCI, migrating roughly 200 stores a month remotely on the Dell servers already in each location. Sheetz was already a customer, running StorMagic storage underneath VMware. Now the VMware layer is coming out.

Odle had run companies before. Founder and CEO of 8020CS. COO of BDO Lixar, where she led a pandemic-era turnaround to hit earnout targets that a global pandemic did not soften. VP of operations at GFI Software and Youi.TV. The Software Report put her on its [Top 50 Women Leaders in SaaS list in 2020](https://theaisoftwarereport.com/the-top-50-women-leaders-in-saas-of-2020/?ref=ceo.com), and she wrote a book on change management called "Successful Change."

Her mornings are analog. Meditation first, every day, non-negotiable. Then she writes in a physical notepad the conversations she cannot let slip. Before she shreds her old notes, she reads back through the stack looking for patterns she missed.

StorMagic closed its offices during COVID and never reopened them. The company is fully remote, with employees in 11 countries, and Odle treats that as a design problem rather than a perk. Anyone in the company can book time with her. Anonymous channels exist for hard questions. There are deliberate in-person meetups, including one in the UK recently and one in Canada. 

"Ignoring culture is a management strategy whether people realize it or not," she said.

Her leadership philosophy comes down to a claim that still counts as contrarian in some rooms: kindness and ambition are not opposites. She points to Jim Collins and Level 5 leadership. "You can be kind and still be highly driven," she said. "There's this stereotype that leaders have to be aggressive, ruthless, and constantly operating from an 'eat or be eaten' mentality. I don't believe that at all." 

She has worked inside cutthroat cultures, mostly private equity-backed, and won't go back. She also thinks the market is settling the argument for her. COVID changed people. Gen Z has no patience for the 1990s playbook.

On AI, she is a skeptic of the framing, not the technology. ChatGPT convinced consumers that AI is one thing. It is many things, she argues, and operational AI in particular depends entirely on whether a company's underlying data can be trusted, which at most companies it cannot. "Unless you're a massive AI company, it's almost impossible to keep up with the pace of change," she said. StorMagic is deciding what to build and what to partner on. Carefully.

Tariffs don't hit a software company directly. They hit the servers her software runs on, so customers are stretching hardware fleets from five years to seven instead of refreshing. StorMagic runs on virtually any x86 server, which turns that caution into a sales pitch: modernize the software, keep the metal. Odle has since named hardware scarcity and rising equipment costs, alongside the Broadcom acquisition, as the two conditions pushing customers toward alternatives.

Every CEO.com Podcast conversation ends with the same question, built on the belief that the chances one gives matter as much as the chances one takes. Odle named Jan Kaminski, CEO of FastLane Technologies, her third job in tech. Kaminski gave her the channel sales team, her first real management job in the industry. Bookings went from $1 million to $10 million in 18 months. [Quest Software acquired FastLane](https://www.sec.gov/Archives/edgar/data/1088033/000119312504041892/d10k.htm?ref=ceo.com) in September 2000, in a deal [reported at roughly $100 million](https://www.lexpert.ca/big-deals/quest-software-acquires-fastlane-technologies/344138?ref=ceo.com).

"Jan saw something in me and rearranged the chessboard because he believed in my potential," she said. "That changed everything for me."

```chapters
00:00:00 Introduction and Background
00:00:32 Joining StoreMagic
00:01:08 StoreMagic's Edge Solutions
00:02:41 Democratizing Business
00:03:23 StoreMagic's Stability and Reliability
00:04:09 Transition from CGO to CEO
00:06:05 Daily Routine and Meditation
00:07:43 Importance of Notepads
00:08:41 Company Culture and Remote Work
00:10:33 Management Strategy and Culture
00:12:41 Reading Recommendations
00:14:19 Changing Management Paradigms
00:15:03 AI and Operational Data
00:17:45 AI Implementation Strategy
00:18:24 Market and Economic Impact
00:21:00 Leadership Qualities
00:23:16 Reflecting on Opportunities Given
00:25:00 Closing Remarks and Future Topics
```

```vtt
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Or,<00:03:09.480> you<00:03:09.560> know,<00:03:09.720> if<00:03:09.920> I'm<00:03:10.760> a<00:03:10.800> distributor<00:03:11.600> of<00:03:12.680> fine<00:03:13.040> food<00:03:13.320> products,<00:03:13.800> I<00:03:13.880> need<00:03:14.120> to<00:03:14.239> make<00:03:14.480> sure<00:03:14.920> that<00:03:15.640> that<00:03:15.880> order<00:03:16.080> is<00:03:16.200> going

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to<00:03:16.400> go<00:03:16.600> out<00:03:16.760> in<00:03:16.920> time.<00:03:17.840> The<00:03:17.920> supply<00:03:18.320> chain<00:03:18.800> must<00:03:19.160> flow.

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We've<00:03:20.360> got<00:03:21.480> a<00:03:21.600> city<00:03:21.959> in<00:03:22.120> Germany<00:03:23.000> of<00:03:23.200> 10,000<00:03:23.800> people<00:03:24.280> that<00:03:24.440> runs<00:03:24.680> the<00:03:24.760> entire<00:03:25.000> infrastructure<00:03:26.560> on<00:03:26.760> our<00:03:26.880> technology<00:03:27.640> and<00:03:27.760> our<00:03:27.880> storage<00:03:28.280> solutions.

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So<00:03:28.959> they,<00:03:29.320> you<00:03:29.360> know,<00:03:29.480> we<00:03:29.600> protect<00:03:29.959> their<00:03:30.080> data,<00:03:30.320> we<00:03:30.440> make<00:03:30.600> sure<00:03:30.760> it's<00:03:30.880> available.

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Um,<00:03:32.560> and<00:03:32.720> that's<00:03:33.040> about,<00:03:33.840> you<00:03:33.959> know,<00:03:34.400> making<00:03:34.680> sure<00:03:34.840> the<00:03:34.959> lights<00:03:35.239> are<00:03:35.400> on<00:03:35.600> when<00:03:35.760> your<00:03:35.880> kids<00:03:36.160> come<00:03:36.320> home<00:03:36.519> and<00:03:36.640> you're<00:03:36.760> having<00:03:37.040> supper.

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So,<00:03:38.480> you<00:03:38.560> know,<00:03:38.640> we've<00:03:38.760> been<00:03:38.920> around<00:03:39.239> a<00:03:39.280> long<00:03:39.519> time<00:03:39.760> because<00:03:39.959> our<00:03:40.080> tech<00:03:40.360> is<00:03:40.440> stable.

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It<00:03:40.920> just<00:03:41.120> runs,<00:03:41.440> it<00:03:41.519> just<00:03:41.800> works.<00:03:42.880> And<00:03:43.080> what<00:03:43.200> we<00:03:43.320> do<00:03:43.600> is,<00:03:43.840> is<00:03:44.000> very<00:03:44.360> small<00:03:45.080> in,<00:03:45.239> in<00:03:45.360> terms<00:03:45.680> of<00:03:45.760> its<00:03:46.000> breadth,<00:03:46.480> but<00:03:46.640> we're,<00:03:46.959> it,<00:03:47.200> we're<00:03:47.360> very<00:03:47.800> good<00:03:48.040> at<00:03:48.239> it,<00:03:48.560> and<00:03:48.840> that's

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where<00:03:49.280> we<00:03:49.440> intend<00:03:49.760> to<00:03:49.840> stay,<00:03:50.080> and<00:03:50.200> it's,<00:03:50.400> it's<00:03:50.519> just<00:03:50.680> very<00:03:50.880> simply,<00:03:52.080> if<00:03:52.280> you<00:03:52.400> put<00:03:52.560> our<00:03:52.680> storage<00:03:53.040> solutions<00:03:53.600> in<00:03:53.760> or<00:03:53.880> a<00:03:53.920> hyper-converged<00:03:54.680> solution,<00:03:55.840> um,<00:03:56.640> it<00:03:56.800> will<00:03:57.080> run.

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You<00:03:58.200> don't<00:03:58.440> have<00:03:58.600> to<00:03:58.720> think<00:03:58.920> about<00:03:59.160> whether<00:03:59.320> you're<00:03:59.440> going<00:03:59.600> to<00:03:59.680> have<00:03:59.800> to<00:03:59.880> fly<00:04:00.120> back<00:04:00.760> and<00:04:01.200> turn<00:04:01.440> something<00:04:01.760> back<00:04:02.080> on<00:04:02.280> at<00:04:02.400> 2:00<00:04:02.920> in<00:04:03.000> the<00:04:03.080> morning.

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Your<00:04:03.680> IT,<00:04:04.440> IT<00:04:05.120> staff<00:04:05.440> can,<00:04:05.880> can<00:04:06.040> sleep.

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Focus<00:04:07.560> on<00:04:07.680> your<00:04:07.760> business,<00:04:08.120> let<00:04:08.280> us<00:04:08.400> focus<00:04:08.720> on<00:04:08.840> your<00:04:08.959> infrastructure.

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You<00:04:09.840> mentioned,<00:04:11.040> uh,<00:04:11.120> you<00:04:11.360> joined<00:04:11.760> in<00:04:11.840> 2024<00:04:12.760> as<00:04:12.959> the<00:04:13.080> Chief<00:04:13.440> Growth<00:04:13.800> Officer.

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You're<00:04:14.688> now<00:04:15.056> the<00:04:15.424> CEO.<00:04:15.792> <00:04:16.160> Yeah.

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Give<00:04:17.400> me<00:04:17.519> a<00:04:17.560> sense<00:04:17.840> for<00:04:18.000> how<00:04:18.400> like<00:04:18.680> your<00:04:18.799> day-to-day<00:04:19.359> changed<00:04:19.959> between<00:04:20.280> those<00:04:20.519> two<00:04:20.680> roles.

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Yeah.<00:04:22.000> Well,<00:04:22.280> as<00:04:22.480> Chief<00:04:22.760> Growth<00:04:23.080> Officer,<00:04:24.760> it,<00:04:24.960> it's<00:04:25.120> interesting.

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I,<00:04:26.360> I've<00:04:26.560> been<00:04:26.760> a<00:04:26.800> COO<00:04:27.480> in<00:04:27.600> a<00:04:27.640> past<00:04:28.080> life<00:04:28.320> as<00:04:28.520> well.

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So,<00:04:29.640> that<00:04:29.800> there's<00:04:29.960> a<00:04:30.040> lot<00:04:30.280> of<00:04:30.400> overlap<00:04:30.960> between<00:04:31.520> a<00:04:31.600> CEO,<00:04:32.400> a<00:04:32.480> COO,<00:04:33.440> and<00:04:33.560> a<00:04:33.600> CGO<00:04:34.919> because<00:04:35.200> it's<00:04:35.360> not,<00:04:35.760> it's<00:04:35.919> not<00:04:36.080> a<00:04:36.160> siloed<00:04:36.919> job.

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There<00:04:38.440> has<00:04:38.760> to<00:04:38.880> be<00:04:39.040> alignment<00:04:39.800> between<00:04:40.400> marketing,<00:04:41.360> product,<00:04:42.240> sales,<00:04:43.800> finance,<00:04:44.520> and<00:04:44.680> how<00:04:44.880> do<00:04:45.040> you<00:04:45.320> bring<00:04:45.640> all<00:04:45.800> of<00:04:45.919> that<00:04:46.160> together

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around<00:04:48.240> multiple<00:04:49.040> strategic<00:04:49.640> initiatives<00:04:51.000> that<00:04:51.160> can<00:04:51.280> drive<00:04:51.640> growth,<00:04:52.120> long-term<00:04:52.680> sustainable<00:04:53.200> growth<00:04:53.560> for,<00:04:54.640> for<00:04:54.720> the<00:04:54.800> business.

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So,<00:04:55.800> in<00:04:55.919> effect,<00:04:56.720> um,<00:04:57.400> you<00:04:57.520> know,<00:04:57.640> obviously<00:04:58.040> I<00:04:58.120> have<00:04:58.320> more<00:04:58.480> of<00:04:58.560> a<00:04:58.600> direct<00:04:58.919> mandate<00:04:59.360> now<00:04:59.640> as<00:04:59.800> well<00:04:59.960> as<00:05:00.160> as<00:05:00.320> far<00:05:00.440> as<00:05:00.560> product<00:05:00.919> and<00:05:01.000> engineering<00:05:01.480> goes<00:05:01.800> and<00:05:02.000> where<00:05:02.360> the<00:05:02.480> direction

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our<00:05:03.000> product<00:05:03.360> is<00:05:03.480> taking.<00:05:04.640> But,<00:05:04.720> the<00:05:04.800> mandate<00:05:05.240> is<00:05:05.400> really<00:05:05.919> the<00:05:06.040> same,<00:05:07.280> uh,<00:05:07.600> with<00:05:08.800> obviously<00:05:09.240> significantly<00:05:09.919> more<00:05:10.120> accountability<00:05:10.800> to<00:05:10.919> the

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board.<00:05:12.320> And,<00:05:12.600> uh,<00:05:12.760> and<00:05:12.880> that's<00:05:13.080> going<00:05:13.320> very<00:05:13.600> well,<00:05:13.880> you<00:05:13.960> know,<00:05:14.120> I<00:05:14.200> think<00:05:14.840> when<00:05:15.000> you<00:05:15.040> think<00:05:15.240> about<00:05:15.480> your<00:05:15.600> constituents,<00:05:17.560> it's<00:05:17.760> everybody<00:05:18.240> from<00:05:18.480> your<00:05:18.640> front-line<00:05:19.280> workers

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all<00:05:21.000> the<00:05:21.080> way<00:05:21.240> to<00:05:21.360> the<00:05:21.440> board,<00:05:22.120> right?<00:05:23.120> Uh,<00:05:23.280> Mhm.

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It<00:05:23.720> is<00:05:23.880> about<00:05:24.240> buying.<00:05:24.880> You<00:05:25.080> have<00:05:25.400> to,<00:05:27.120> you<00:05:27.440> have<00:05:27.600> to<00:05:27.720> do<00:05:27.919> enough<00:05:28.320> work<00:05:28.680> to<00:05:28.840> look<00:05:29.160> at<00:05:29.960> these,<00:05:30.560> the,<00:05:30.760> the<00:05:30.919> big<00:05:31.240> decisions<00:05:31.880> you're

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making<00:05:32.440> for<00:05:32.560> the<00:05:32.680> business<00:05:34.120> and<00:05:34.760> do<00:05:34.960> enough<00:05:35.360> homework<00:05:36.000> and<00:05:36.120> have<00:05:36.240> enough<00:05:36.600> of<00:05:36.720> a<00:05:36.800> case<00:05:37.160> behind<00:05:37.720> it<00:05:38.960> that<00:05:39.080> the<00:05:39.200> narrative<00:05:39.760> carries<00:05:40.440> from

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the<00:05:40.760> front-line<00:05:41.280> people<00:05:41.760> that<00:05:41.960> are,<00:05:42.840> uh,<00:05:43.040> doing<00:05:43.320> whatever<00:05:43.680> it<00:05:43.800> might<00:05:43.960> be<00:05:44.120> in<00:05:44.240> their<00:05:44.400> role<00:05:44.919> up<00:05:45.080> to<00:05:45.200> the<00:05:45.320> board<00:05:45.800> who's<00:05:46.000> going<00:05:46.240> to<00:05:46.320> be<00:05:46.520> supportive<00:05:47.200> of<00:05:47.360> that<00:05:47.680> decision<00:05:48.240> to<00:05:48.400> move

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in<00:05:48.760> a<00:05:48.800> certain<00:05:49.160> direction.<00:05:49.760> So,<00:05:50.840> I<00:05:51.040> think,<00:05:51.480> um,<00:05:51.840> it's<00:05:52.000> an<00:05:52.120> expanded<00:05:52.760> responsibility,<00:05:53.640> but<00:05:53.800> at<00:05:54.080> the<00:05:54.200> end<00:05:54.360> of<00:05:54.440> the<00:05:54.520> day<00:05:54.760> the<00:05:54.880> mission<00:05:55.240> is<00:05:55.360> the<00:05:55.440> same.

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It's<00:05:56.040> like<00:05:56.200> it's<00:05:56.320> alignment<00:05:56.840> across<00:05:57.200> functions<00:05:58.640> for<00:05:58.720> growth<00:05:59.160> and<00:05:59.280> long-term<00:05:59.720> value<00:06:00.080> of<00:06:00.200> the<00:06:00.280> business.

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Give<00:06:01.040> me<00:06:01.160> a<00:06:01.200> sense<00:06:01.800> or<00:06:02.000> give<00:06:02.240> us<00:06:02.440> a<00:06:02.480> sense,<00:06:03.400> uh,<00:06:03.480> on<00:06:03.680> what<00:06:03.800> a<00:06:03.880> typical<00:06:04.280> day<00:06:04.480> looks<00:06:04.760> like<00:06:04.960> for<00:06:05.120> you.

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Uh,<00:06:06.760> for<00:06:07.040> Oh,<00:06:07.200> sure.<00:06:08.480> I<00:06:08.560> meditate<00:06:09.280> when<00:06:09.440> I<00:06:09.520> wake<00:06:09.760> up<00:06:09.960> first<00:06:10.200> thing<00:06:10.360> in<00:06:10.400> the<00:06:10.480> morning.

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That's<00:06:11.120> my<00:06:11.200> number<00:06:11.480> one.<00:06:12.160> Uh,<00:06:13.240> you<00:06:13.280> know,<00:06:13.440> being<00:06:13.640> a<00:06:13.720> CEO<00:06:14.560> or<00:06:14.760> being<00:06:15.000> in<00:06:15.080> the<00:06:15.160> C-suite<00:06:15.680> at<00:06:15.800> all,<00:06:16.000> but<00:06:16.120> certainly<00:06:16.440> being<00:06:16.600> a<00:06:16.680> CEO,<00:06:17.080> it's<00:06:17.200> a<00:06:17.240> demanding<00:06:17.680> job.

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It's<00:06:18.080> 24/7.<00:06:19.160> You<00:06:19.280> never<00:06:19.480> know<00:06:19.560> what's<00:06:19.720> going<00:06:19.840> to<00:06:19.919> get<00:06:20.040> thrown<00:06:20.280> at<00:06:20.440> you<00:06:20.600> in,<00:06:20.840> in<00:06:21.000> a<00:06:21.040> given<00:06:21.320> minute.

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So,<00:06:22.640> I<00:06:22.720> think<00:06:23.160> whether<00:06:23.520> you<00:06:23.640> choose,<00:06:23.960> people<00:06:24.200> choose<00:06:24.440> to<00:06:24.560> meditate<00:06:25.040> or<00:06:25.120> they<00:06:25.280> have,<00:06:25.600> you<00:06:25.680> know,<00:06:26.160> I<00:06:26.240> have<00:06:26.400> never<00:06:26.640> been<00:06:26.800> a<00:06:26.840> 5:00<00:06:27.200> a.m.

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get<00:06:27.680> up<00:06:27.880> and<00:06:28.120> work<00:06:28.400> out<00:06:28.640> kind<00:06:28.800> of<00:06:28.880> person.<00:06:29.280> Some,<00:06:29.680> for<00:06:29.840> some<00:06:30.040> people<00:06:30.360> that's<00:06:30.720> the<00:06:30.840> thing<00:06:31.000> that<00:06:31.160> they<00:06:31.280> like<00:06:31.480> to<00:06:31.600> do.

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But,<00:06:32.640> I<00:06:32.720> find<00:06:33.000> meditation<00:06:33.640> is<00:06:33.760> incredibly<00:06:34.480> grounding<00:06:35.280> for<00:06:35.440> the<00:06:35.520> day<00:06:35.720> and<00:06:35.840> it<00:06:35.960> just,<00:06:36.360> it<00:06:36.480> just<00:06:36.960> puts<00:06:37.240> you<00:06:37.400> in<00:06:37.520> a,<00:06:37.800> in<00:06:37.880> a<00:06:37.960> nice<00:06:38.320> mindset<00:06:38.919> to<00:06:39.040> kind<00:06:39.240> of<00:06:39.320> absorb<00:06:39.880> what<00:06:40.960> or

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not<00:06:41.440> absorb<00:06:42.240> and<00:06:42.440> take,<00:06:42.720> you<00:06:42.800> know,<00:06:42.919> take<00:06:43.200> in<00:06:43.360> what's<00:06:43.560> coming<00:06:43.880> at<00:06:44.160> you,<00:06:44.280> but<00:06:44.440> not<00:06:44.600> react<00:06:45.160> to<00:06:45.280> it.

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So,<00:06:45.600> that's<00:06:45.760> number<00:06:45.960> one.<00:06:47.800> I<00:06:47.919> like<00:06:48.120> to<00:06:48.240> get<00:06:48.400> a<00:06:48.440> coffee.

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I<00:06:49.120> fast.<00:06:50.080> I,<00:06:50.360> I<00:06:50.440> have<00:06:50.640> a<00:06:50.960> routine<00:06:51.400> of<00:06:51.520> fasting<00:06:51.960> until<00:06:52.200> about<00:06:52.480> noon.

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Uh,<00:06:53.800> that<00:06:53.960> works<00:06:54.240> really<00:06:54.480> well<00:06:54.720> for<00:06:54.919> me<00:06:55.120> and<00:06:55.240> a<00:06:55.440> coffee<00:06:55.840> helps,<00:06:56.560> uh,<00:06:56.680> mitigate<00:06:57.040> your<00:06:57.160> hunger<00:06:57.560> response.

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So,<00:06:58.320> it's<00:06:58.480> just<00:06:58.680> a<00:06:58.720> nice<00:06:59.600> healthy<00:06:59.919> reset.

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So,<00:07:00.400> you<00:07:00.440> end<00:07:00.560> up<00:07:00.640> with<00:07:00.760> like<00:07:00.880> a<00:07:00.919> 16-hour<00:07:01.600> fast.<00:07:02.840> If<00:07:02.919> you<00:07:03.040> eat,<00:07:03.320> stop<00:07:03.600> eating<00:07:03.800> at<00:07:03.919> 7:00,<00:07:04.800> have<00:07:04.960> a<00:07:05.000> coffee<00:07:05.320> in<00:07:05.400> the<00:07:05.480> morning,<00:07:05.880> eat<00:07:06.000> around<00:07:06.280> noon.

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So,<00:07:07.080> I<00:07:07.160> find<00:07:07.440> that<00:07:07.720> works<00:07:08.040> really<00:07:08.320> well<00:07:08.520> for<00:07:08.800> me.

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And<00:07:09.720> then<00:07:09.840> from<00:07:10.000> a,<00:07:10.120> from<00:07:10.320> a<00:07:10.400> business<00:07:10.760> perspective,<00:07:11.320> I<00:07:11.400> definitely,<00:07:12.320> uh,<00:07:12.400> I<00:07:12.480> have<00:07:12.560> a<00:07:12.600> notepad.

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I'm<00:07:13.400> old<00:07:13.600> school<00:07:14.520> on<00:07:14.760> my,<00:07:15.160> my<00:07:15.360> desk<00:07:15.800> and<00:07:15.960> I,<00:07:16.200> what<00:07:16.560> must<00:07:17.640> I<00:07:17.760> address<00:07:18.240> today?

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And<00:07:19.040> that's<00:07:19.240> a<00:07:19.320> combination<00:07:20.000> of<00:07:20.840> conversations<00:07:21.600> that<00:07:21.720> I<00:07:21.760> need<00:07:21.960> to<00:07:22.080> have<00:07:22.440> with<00:07:23.360> people<00:07:23.680> that<00:07:23.840> might<00:07:24.000> be<00:07:24.080> external<00:07:24.800> as<00:07:24.960> well<00:07:25.120> as<00:07:25.240> internal.

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And<00:07:26.440> then<00:07:26.560> things<00:07:26.880> that<00:07:27.040> must<00:07:27.480> get<00:07:27.680> done.<00:07:28.560> And,<00:07:28.919> and<00:07:29.160> so,<00:07:29.640> I<00:07:29.760> make<00:07:30.040> sure<00:07:30.320> that<00:07:30.640> that,<00:07:30.960> that<00:07:31.240> is<00:07:31.400> front<00:07:31.720> and<00:07:31.880> center.

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And<00:07:33.040> if<00:07:33.160> it<00:07:33.280> gets<00:07:33.480> derailed<00:07:33.960> because<00:07:34.240> something<00:07:34.520> comes<00:07:34.720> up,<00:07:34.840> it<00:07:34.880> gets<00:07:35.040> derailed,<00:07:35.480> but<00:07:35.600> I<00:07:35.640> think<00:07:35.919> those,<00:07:36.280> those<00:07:36.560> short<00:07:37.040> items<00:07:37.480> that<00:07:37.600> you<00:07:37.680> need<00:07:37.919> to<00:07:38.480> make<00:07:38.680> sure<00:07:38.919> you<00:07:39.040> hit.

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Uh,<00:07:40.280> that's<00:07:40.480> how<00:07:40.600> the<00:07:40.680> day<00:07:40.840> gets<00:07:41.080> going<00:07:41.400> and<00:07:41.480> then<00:07:41.600> you<00:07:41.680> take<00:07:41.920> it<00:07:42.000> from<00:07:42.160> there.

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I<00:07:43.680> love<00:07:43.880> that<00:07:44.000> you're<00:07:44.160> old<00:07:44.320> school.<00:07:44.520> I'm<00:07:44.640> the<00:07:44.760> same.<00:07:45.280> I<00:07:45.400> have<00:07:45.640> my<00:07:45.800> notepad<00:07:46.360> right<00:07:46.600> here.

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Like<00:07:47.293> That's<00:07:47.667> it.<00:07:48.040> <00:07:48.413> We've<00:07:48.787> kind<00:07:49.160> of<00:07:49.533> over<00:07:49.907> complicated,<00:07:50.280> uh,<00:07:50.653> so<00:07:51.027> many<00:07:51.400> things.

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Like<00:07:52.240> you<00:07:52.360> need<00:07:52.640> all<00:07:52.840> of<00:07:52.960> this<00:07:53.200> technology<00:07:53.840> and<00:07:53.920> all<00:07:54.000> these<00:07:54.200> things.

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Like<00:07:54.600> the<00:07:54.720> notepad<00:07:55.280> still<00:07:55.600> is<00:07:55.800> a<00:07:55.920> pretty<00:07:56.240> beautiful,<00:07:57.600> uh,<00:07:58.040> piece<00:07:58.320> of<00:07:58.440> equipment.

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I<00:07:59.600> think<00:07:59.840> it<00:07:59.960> is<00:08:00.240> and<00:08:00.320> when<00:08:00.440> you<00:08:00.560> go<00:08:00.640> back<00:08:01.120> and<00:08:01.240> you<00:08:01.480> and<00:08:01.600> you<00:08:01.720> kind<00:08:01.920> of,<00:08:02.280> you<00:08:02.400> know,<00:08:02.840> reflect<00:08:03.360> on<00:08:04.040> the<00:08:04.160> last<00:08:04.520> week<00:08:04.760> or<00:08:04.840> whatever<00:08:05.160> it<00:08:05.240> might<00:08:05.400> be.

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Like<00:08:05.723> literally<00:08:05.925> I've<00:08:06.128> got<00:08:06.330> a<00:08:06.533> stack<00:08:06.735> of<00:08:06.938> This<00:08:07.141> is<00:08:07.343> my,<00:08:07.546> my<00:08:07.748> [clears<00:08:07.951> throat]<00:08:08.154> notes<00:08:08.356> from<00:08:08.559> my,<00:08:08.761> a<00:08:08.964> number<00:08:09.166> of,<00:08:09.369> a<00:08:09.572> days<00:08:09.774> like<00:08:09.977> a<00:08:10.179> week<00:08:10.382> and<00:08:10.585> a<00:08:10.787> half<00:08:10.990> and<00:08:11.192> I'll<00:08:11.395> go<00:08:11.597> back<00:08:11.800> and

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scan<00:08:12.200> them<00:08:12.360> before<00:08:12.680> I<00:08:12.720> shred<00:08:13.040> them.<00:08:13.720> And<00:08:13.880> just<00:08:14.080> to<00:08:14.160> see<00:08:14.280> if<00:08:14.440> I<00:08:14.520> missed<00:08:14.800> any<00:08:15.000> themes,<00:08:15.640> right?

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Now,<00:08:16.280> some<00:08:16.480> of<00:08:16.560> the<00:08:16.640> technologies<00:08:17.280> that<00:08:17.400> are<00:08:17.480> really<00:08:17.720> good,<00:08:18.200> OneNote,<00:08:18.720> Microsoft<00:08:19.200> OneNote,<00:08:19.560> OneNote<00:08:19.919> I<00:08:19.960> think<00:08:20.120> is<00:08:20.240> fantastic.

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Yeah,<00:08:21.919> OneNote<00:08:22.280> is<00:08:23.400> great.

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<00:08:23.884> It's<00:08:24.167> great,<00:08:24.451> right?<00:08:24.735> You<00:08:25.018> So<00:08:25.302> we<00:08:25.585> use<00:08:25.869> that<00:08:26.153> quite<00:08:26.436> a<00:08:26.720> bit.

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We<00:08:27.200> keep,<00:08:27.800> like<00:08:28.000> I<00:08:28.120> keep<00:08:28.480> for<00:08:28.680> my<00:08:29.520> ELT<00:08:30.000> meetings<00:08:30.600> and,<00:08:31.240> um,<00:08:31.880> I'll<00:08:32.039> keep<00:08:32.280> like<00:08:32.440> an<00:08:32.560> agenda.

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What's<00:08:33.479> our<00:08:33.599> agenda<00:08:33.919> every<00:08:34.080> week<00:08:34.280> and<00:08:34.360> we<00:08:34.479> can<00:08:34.599> go<00:08:34.719> back<00:08:35.000> and<00:08:35.120> refer<00:08:35.440> to<00:08:35.599> it<00:08:35.719> and<00:08:35.800> how<00:08:35.919> to<00:08:36.039> have<00:08:36.760> people<00:08:37.080> brainstorming.

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So<00:08:38.029> I<00:08:38.339> think<00:08:38.649> OneNote's<00:08:38.960> excellent,<00:08:39.270> but<00:08:39.580> yeah,<00:08:39.890> <00:08:40.200> school.

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Yeah,<00:08:41.879> same,<00:08:42.159> same.<00:08:42.439> I<00:08:42.720> love<00:08:43.000> that.<00:08:43.280> <00:08:43.560> Yeah.

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Uh,<00:08:44.120> how<00:08:44.240> do<00:08:44.360> you<00:08:44.400> think<00:08:44.560> about<00:08:44.800> culture<00:08:45.480> and<00:08:45.800> developing<00:08:46.520> that<00:08:46.720> culture<00:08:47.320> and<00:08:47.520> maintaining<00:08:48.200> it<00:08:48.600> and,<00:08:49.760> uh,<00:08:49.880> I<00:08:49.960> don't<00:08:50.120> know<00:08:50.280> if<00:08:50.520> you're<00:08:50.680> like<00:08:51.800> all<00:08:52.040> hybrid,

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if<00:08:52.880> it's<00:08:53.040> all<00:08:53.200> in<00:08:53.320> office,<00:08:54.000> if<00:08:54.200> it's<00:08:54.720> work<00:08:54.960> from<00:08:55.120> home.

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Give<00:08:55.640> us<00:08:55.800> a<00:08:55.960> sense<00:08:56.120> for<00:08:56.280> how<00:08:56.440> you<00:08:56.600> thought<00:08:56.760> about<00:08:56.920> all<00:08:57.080> that.<00:08:57.240> <00:08:57.400> Yeah,<00:08:57.560> there's<00:08:57.720> a<00:08:57.880> couple<00:08:58.040> of<00:08:58.200> things<00:08:58.360> there.

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We<00:08:59.640> are<00:08:59.760> 100%<00:09:00.880> remote.<00:09:01.960> So<00:09:02.200> during<00:09:02.480> COVID<00:09:02.920> we<00:09:03.040> made<00:09:03.200> the<00:09:03.280> decision<00:09:03.720> to<00:09:03.800> get<00:09:03.960> rid<00:09:04.120> of<00:09:04.280> our<00:09:04.440> offices<00:09:05.000> and<00:09:05.080> it<00:09:05.200> has<00:09:05.400> not<00:09:05.640> slowed<00:09:05.880> us<00:09:06.000> down<00:09:06.200> at<00:09:06.320> all.

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And<00:09:07.200> I<00:09:07.280> was<00:09:07.440> actually<00:09:07.760> remote<00:09:08.200> for<00:09:08.360> the<00:09:08.480> last<00:09:08.720> 3<00:09:08.920> years<00:09:09.160> before<00:09:09.480> that.

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So<00:09:10.200> it<00:09:10.280> wasn't<00:09:10.640> a,<00:09:10.920> a<00:09:10.960> shift<00:09:11.280> for<00:09:11.400> me,<00:09:12.040> uh,<00:09:12.120> in<00:09:12.240> that<00:09:12.440> regard.

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Culture<00:09:13.960> is<00:09:14.160> everything.<00:09:15.120> I<00:09:15.280> truly<00:09:15.880> believe,<00:09:16.760> uh,<00:09:16.920> just<00:09:17.200> from<00:09:17.400> experience<00:09:18.040> and<00:09:18.160> just<00:09:18.400> this,<00:09:18.640> it's<00:09:18.839> how<00:09:19.040> I'm<00:09:19.200> wired.

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You<00:09:20.080> can<00:09:20.200> have<00:09:20.320> the<00:09:20.400> best<00:09:20.760> plan<00:09:21.480> in<00:09:21.640> the<00:09:21.760> world.

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If<00:09:23.440> you<00:09:23.560> don't<00:09:23.720> have<00:09:23.880> a<00:09:23.920> culture<00:09:24.440> where<00:09:24.600> people<00:09:24.960> feel<00:09:25.320> valued<00:09:26.200> and<00:09:27.480> the,<00:09:27.800> you<00:09:27.920> know,<00:09:28.400> I've,<00:09:28.680> in<00:09:28.920> my<00:09:29.160> mind<00:09:30.200> a<00:09:30.280> company<00:09:30.720> is<00:09:30.960> flat.

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Some<00:09:32.960> of<00:09:33.040> us<00:09:33.200> just<00:09:33.440> have<00:09:33.600> more<00:09:34.160> accountability<00:09:34.920> than<00:09:35.080> others.

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But<00:09:36.640> we<00:09:36.760> have<00:09:36.920> a<00:09:37.000> culture<00:09:37.520> that<00:09:37.920> everybody's<00:09:38.600> door<00:09:38.880> is<00:09:39.040> open.

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You<00:09:40.320> know,<00:09:40.400> anybody<00:09:40.880> can<00:09:41.040> book<00:09:41.320> 15<00:09:41.720> minutes<00:09:42.040> with<00:09:42.200> me<00:09:42.600> and,<00:09:43.360> and,<00:09:44.160> um,<00:09:45.160> and<00:09:45.280> we<00:09:45.400> have<00:09:45.760> we<00:09:45.880> have<00:09:46.080> tools<00:09:46.480> that<00:09:46.600> allow<00:09:46.800> people<00:09:47.080> to<00:09:47.160> ask<00:09:47.400> questions<00:09:47.840> anonymously.

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So,<00:09:49.360> I<00:09:49.440> lead<00:09:49.840> with<00:09:50.000> a<00:09:50.040> culture<00:09:50.520> of<00:09:50.720> appropriate<00:09:51.400> transparency.

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Everybody<00:09:52.600> can't<00:09:52.920> know<00:09:53.200> everything.<00:09:54.680> But,<00:09:54.920> I<00:09:55.000> think<00:09:55.240> culture<00:09:55.760> is<00:09:56.440> the<00:09:56.520> culture<00:09:57.760> Well,<00:09:58.000> if<00:09:58.160> you<00:09:58.240> don't<00:09:58.440> define<00:09:58.960> the<00:09:59.040> culture<00:09:59.480> and<00:09:59.640> guide<00:09:59.880> the<00:09:59.960> culture,<00:10:00.400> the

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culture<00:10:00.840> will<00:10:00.960> define<00:10:01.360> itself.<00:10:02.680> And<00:10:02.840> that's<00:10:03.040> very<00:10:03.360> hard<00:10:03.720> to<00:10:03.800> get<00:10:04.000> back,<00:10:04.520> right?

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If<00:10:05.040> you<00:10:05.160> don't<00:10:05.680> make<00:10:05.880> an<00:10:06.000> effort<00:10:06.280> to<00:10:06.360> define<00:10:06.800> it<00:10:06.920> intentionally,<00:10:08.400> it<00:10:08.600> will<00:10:08.720> creep<00:10:09.000> away<00:10:09.280> from<00:10:09.520> you<00:10:09.760> and<00:10:09.840> then<00:10:10.000> good<00:10:10.160> luck<00:10:10.760> in<00:10:11.120> being<00:10:11.400> able<00:10:11.600> to<00:10:11.720> tether<00:10:12.000> that<00:10:12.240> back<00:10:12.480> in.

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So,<00:10:13.320> I<00:10:13.520> really<00:10:13.800> do<00:10:13.920> believe<00:10:14.360> that<00:10:14.720> success<00:10:15.400> is<00:10:15.680> 50%<00:10:17.200> the<00:10:17.280> plan<00:10:17.720> and<00:10:17.800> the<00:10:17.880> tactics<00:10:18.520> and<00:10:18.640> the<00:10:18.760> execution<00:10:19.520> and<00:10:19.640> it's<00:10:19.800> 50%<00:10:20.440> the<00:10:20.520> people.

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And<00:10:21.680> so,<00:10:21.800> you<00:10:21.920> can't<00:10:22.280> separate<00:10:22.760> culture<00:10:23.360> from<00:10:23.520> the<00:10:23.600> people.

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Yeah,<00:10:24.440> and<00:10:24.600> when<00:10:24.720> you<00:10:24.840> let<00:10:25.000> it<00:10:25.120> go,<00:10:25.400> it<00:10:25.600> never<00:10:25.960> just<00:10:26.520> defines<00:10:27.040> itself<00:10:27.400> the<00:10:27.520> way<00:10:27.680> you<00:10:27.760> would<00:10:27.920> want<00:10:28.120> it<00:10:28.240> to.

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<00:10:28.980> Absolutely<00:10:29.440> not.<00:10:29.900> Absolutely<00:10:30.360> not.

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<00:10:31.123> It'll<00:10:31.326> define<00:10:31.529> itself,<00:10:31.731> but<00:10:31.934> it<00:10:32.137> doesn't<00:10:32.340> define<00:10:32.543> itself<00:10:32.746> the<00:10:32.949> way<00:10:33.151> you<00:10:33.354> want<00:10:33.557> it<00:10:33.760> to.

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<00:10:34.219> No,<00:10:34.558> it's<00:10:34.897> a<00:10:35.237> management<00:10:35.576> strategy.<00:10:35.915> Like<00:10:36.254> it<00:10:36.593> People<00:10:36.932> that<00:10:37.271> choose<00:10:37.610> to<00:10:37.950> ignore<00:10:38.289> culture<00:10:38.628> and<00:10:38.967> don't<00:10:39.306> nurture<00:10:39.645> it<00:10:39.984> and,<00:10:40.323> and<00:10:40.663> don't<00:10:41.002> understand<00:10:41.341> the<00:10:41.680> importance

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of<00:10:42.360> culture,<00:10:43.000> I<00:10:43.080> think,<00:10:43.920> um,<00:10:44.600> I<00:10:44.680> think<00:10:44.880> they're<00:10:45.000> really<00:10:45.240> doing<00:10:45.520> a<00:10:45.560> disservice<00:10:46.120> to<00:10:46.240> their<00:10:46.480> even<00:10:46.960> their<00:10:47.080> own<00:10:47.200> personal<00:10:47.680> mission.

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Yeah.<00:10:50.520> Yeah.<00:10:51.400> Yeah,<00:10:51.680> I<00:10:51.800> agree<00:10:52.040> with<00:10:52.160> that.

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Have<00:10:52.520> you<00:10:52.640> thought<00:10:53.080> through?<00:10:53.440> It<00:10:53.520> sounds<00:10:53.720> like<00:10:53.839> you<00:10:53.960> use<00:10:54.120> Microsoft<00:10:54.640> a<00:10:54.680> little<00:10:54.880> bit.

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Uh,<00:10:55.440> we<00:10:55.600> use<00:10:55.839> Google.<00:10:56.480> Same,<00:10:56.839> same<00:10:57.160> types<00:10:57.400> of<00:10:57.480> concepts<00:10:57.960> though.

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Uh,<00:10:58.880> have<00:10:59.040> you<00:10:59.120> figured<00:10:59.480> out<00:10:59.600> like<00:10:59.760> the<00:10:59.880> tech<00:11:00.120> stack<00:11:00.400> that<00:11:00.560> works<00:11:00.880> for<00:11:01.040> all<00:11:01.240> remote?

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I<00:11:01.800> know<00:11:01.960> that<00:11:02.120> that's<00:11:02.360> like<00:11:02.520> a<00:11:02.600> big<00:11:03.400> thing<00:11:03.720> that<00:11:03.920> like<00:11:04.120> we're<00:11:04.280> all<00:11:04.440> like<00:11:04.680> living<00:11:05.000> on<00:11:05.200> Zoom<00:11:05.839> and<00:11:06.040> Slack<00:11:06.720> and,<00:11:07.520> you<00:11:07.560> know,<00:11:07.720> our<00:11:07.880> various<00:11:08.320> things.

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Like,<00:11:09.000> um,<00:11:09.240> how<00:11:09.480> have<00:11:09.760> you<00:11:10.800> gotten<00:11:11.200> people<00:11:11.520> out<00:11:11.800> of,<00:11:12.360> you<00:11:12.480> know,<00:11:12.640> having<00:11:12.960> to<00:11:13.040> look<00:11:13.200> at<00:11:13.320> screens<00:11:13.720> all<00:11:13.839> day<00:11:14.400> or,<00:11:14.760> you<00:11:14.839> know,<00:11:15.000> like<00:11:15.200> how<00:11:15.280> have<00:11:15.440> you<00:11:15.520> thought<00:11:15.640> about<00:11:15.839> that,<00:11:16.120> I<00:11:16.200> guess?

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Yeah,<00:11:16.920> so<00:11:17.320> we're<00:11:17.720> a<00:11:17.760> little<00:11:17.920> bit<00:11:18.080> Google,<00:11:18.480> we're<00:11:18.600> a<00:11:18.640> little<00:11:18.800> bit<00:11:18.960> Microsoft.

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We're<00:11:19.600> not<00:11:19.760> just<00:11:19.960> Microsoft<00:11:20.640> and,<00:11:20.920> you<00:11:21.000> know,<00:11:21.160> there's,<00:11:22.080> um,<00:11:22.800> different<00:11:23.120> functions<00:11:23.920> have<00:11:24.120> a<00:11:24.200> better<00:11:24.400> fit<00:11:24.640> for<00:11:24.800> one<00:11:25.000> versus<00:11:25.360> the<00:11:25.480> other<00:11:25.760> and<00:11:25.880> we<00:11:26.000> haven't<00:11:26.360> just<00:11:26.640> forced<00:11:27.000> everybody

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into<00:11:28.080> into<00:11:28.320> one<00:11:28.520> area.<00:11:28.880> So,<00:11:29.040> that's<00:11:29.320> worked<00:11:29.560> well.

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Um,<00:11:31.360> you<00:11:31.440> know,<00:11:31.600> when<00:11:31.760> you're<00:11:32.200> when<00:11:32.360> you've<00:11:32.560> been<00:11:32.800> remote<00:11:33.160> this<00:11:33.400> long,<00:11:33.920> you<00:11:34.040> have<00:11:34.160> to<00:11:34.280> hire<00:11:34.560> people<00:11:35.000> that<00:11:35.600> you<00:11:35.680> got<00:11:35.800> to<00:11:35.880> be<00:11:36.320> you<00:11:36.400> got<00:11:36.520> to<00:11:36.600> be<00:11:36.640> careful<00:11:36.960> with<00:11:37.080> who<00:11:37.440> you<00:11:37.600> hire

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as<00:11:38.420> well,<00:11:38.720> right?<00:11:39.020> Because<00:11:39.320> we<00:11:39.620> are<00:11:39.920> a<00:11:40.220> remote-first<00:11:40.520> company.

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And<00:11:41.974> so<00:11:42.269> the<00:11:42.563> strain<00:11:42.857> that<00:11:43.151> we're<00:11:43.446> on,<00:11:43.740> it's<00:11:44.034> never<00:11:44.329> the<00:11:44.623> same<00:11:44.917> as<00:11:45.211> in-person,<00:11:45.506> for<00:11:45.800> sure.

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Um,<00:11:47.480> but<00:11:47.680> but<00:11:47.840> it's<00:11:48.000> very<00:11:48.360> natural<00:11:48.920> for<00:11:49.080> our<00:11:49.200> organization.

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However,<00:11:50.680> we<00:11:50.840> do<00:11:51.040> make<00:11:51.240> a<00:11:51.280> point<00:11:51.760> of<00:11:52.000> regional<00:11:52.360> meetups.

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So<00:11:53.120> I<00:11:53.200> just<00:11:53.480> went<00:11:53.680> to<00:11:53.760> one<00:11:53.920> in<00:11:54.000> the<00:11:54.080> UK.<00:11:54.720> So<00:11:54.880> we<00:11:55.000> have,<00:11:55.880> you<00:11:55.920> know,<00:11:56.040> we<00:11:56.120> have<00:11:56.320> our<00:11:56.480> largest<00:11:57.040> constituent<00:11:57.680> of<00:11:57.760> employees<00:11:58.240> are<00:11:58.320> in<00:11:58.400> the<00:11:58.480> UK.

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So<00:11:59.160> we<00:11:59.640> we<00:11:59.720> had<00:11:59.840> a<00:11:59.920> gathering<00:12:00.480> and<00:12:00.560> it<00:12:00.680> was<00:12:00.800> fantastic,<00:12:01.480> you<00:12:01.560> know,<00:12:02.000> and,<00:12:02.400> uh,<00:12:02.880> actually<00:12:03.280> I'm<00:12:03.400> in<00:12:03.520> Ottawa,<00:12:03.880> Canada<00:12:04.520> and<00:12:04.680> we're<00:12:04.840> having<00:12:05.200> our,<00:12:05.760> uh,<00:12:06.160> Canadian<00:12:06.760> contingent<00:12:07.360> meet

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on<00:12:07.760> Thursday.<00:12:08.320> So<00:12:08.560> we<00:12:08.680> do<00:12:08.880> make<00:12:09.080> a<00:12:09.160> point<00:12:10.200> of,<00:12:10.760> uh,<00:12:10.880> getting<00:12:11.520> having<00:12:11.800> gatherings<00:12:12.320> happen<00:12:12.600> as<00:12:12.760> often<00:12:13.080> as<00:12:13.240> we<00:12:13.360> can<00:12:13.720> so<00:12:13.840> that<00:12:14.000> there<00:12:14.160> is<00:12:14.320> actually<00:12:14.600> human,<00:12:15.160> uh,<00:12:15.200> human<00:12:15.400> contact.

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What<00:12:16.080> do<00:12:16.160> you<00:12:16.360> read<00:12:17.160> and<00:12:17.400> what<00:12:17.600> reading<00:12:17.880> recommendations<00:12:18.480> would<00:12:18.600> you<00:12:18.680> have<00:12:18.880> for<00:12:19.040> us?

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Uh,<00:12:21.200> I<00:12:21.280> read<00:12:21.480> a<00:12:21.560> lot.<00:12:22.280> I<00:12:22.400> think<00:12:22.640> in<00:12:22.760> a<00:12:22.840> business,<00:12:23.920> in,<00:12:24.400> I<00:12:24.480> should<00:12:24.680> say<00:12:24.840> I<00:12:24.920> read<00:12:25.120> a<00:12:25.160> lot.

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I<00:12:25.480> don't<00:12:25.680> necessarily<00:12:26.240> read<00:12:26.760> business<00:12:27.120> books.

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I'm<00:12:27.520> not<00:12:27.680> going<00:12:27.800> to<00:12:27.880> be<00:12:27.960> one<00:12:28.080> of<00:12:28.160> those<00:12:28.320> people<00:12:28.560> that<00:12:28.680> says<00:12:28.840> I<00:12:28.920> read<00:12:29.040> a<00:12:29.080> business<00:12:29.400> book<00:12:29.600> every<00:12:29.800> single<00:12:30.120> week.

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Yeah,<00:12:31.720> no.<00:12:32.240> I'm<00:12:32.400> glad.<00:12:33.160> Good.

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Yeah.<00:12:34.040> Thank<00:12:34.080> you.<00:12:34.400> Thank<00:12:34.600> you<00:12:34.720> for<00:12:35.000> letting<00:12:35.240> me<00:12:35.360> off<00:12:35.520> the<00:12:36.400> Yeah,<00:12:36.720> I'm<00:12:36.920> glad<00:12:37.200> you<00:12:37.280> don't.

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Yeah,<00:12:38.280> I<00:12:38.400> agree<00:12:38.800> I<00:12:38.920> agree<00:12:39.240> with<00:12:39.400> you.<00:12:39.480> I<00:12:39.520> don't<00:12:39.680> read<00:12:39.839> a<00:12:39.880> lot<00:12:40.040> of<00:12:40.120> business<00:12:40.440> books,<00:12:40.680> either.

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Yeah,<00:12:41.480> so<00:12:42.040> but<00:12:42.200> I<00:12:42.280> will<00:12:42.480> say,<00:12:43.520> um,<00:12:44.160> Good<00:12:44.360> to<00:12:44.480> Great<00:12:45.520> is<00:12:45.760> I<00:12:45.839> think<00:12:46.080> mandatory<00:12:46.760> reading<00:12:47.240> for<00:12:47.760> everyone<00:12:48.280> in<00:12:48.400> business<00:12:48.920> because<00:12:49.280> I

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think<00:12:49.600> it's<00:12:51.160> and<00:12:51.280> it's<00:12:51.400> not<00:12:51.560> even<00:12:51.760> the<00:12:51.880> technical<00:12:52.440> stuff<00:12:52.800> that<00:12:52.960> I<00:12:53.000> like<00:12:53.240> in<00:12:53.360> that<00:12:53.520> book<00:12:53.760> as<00:12:53.880> much<00:12:54.160> as<00:12:54.280> it<00:12:54.440> is,<00:12:55.640> you<00:12:55.720> know,<00:12:55.839> the<00:12:55.960> level<00:12:56.240> five<00:12:56.520> leadership<00:12:57.240> and<00:12:57.520> and

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talking<00:12:58.280> about,<00:13:00.000> uh,<00:13:00.520> humility<00:13:01.920> and,<00:13:03.640> um,<00:13:05.600> resilience<00:13:06.600> and

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like<00:13:08.280> I<00:13:08.560> I<00:13:08.760> believe<00:13:10.360> you<00:13:10.560> can<00:13:10.760> be<00:13:10.920> a<00:13:11.000> kind<00:13:11.440> human<00:13:11.960> and<00:13:12.160> be<00:13:12.320> a<00:13:12.400> type<00:13:12.800> A<00:13:13.280> driven<00:13:13.640> business<00:13:14.040> person<00:13:14.440> at<00:13:14.600> the<00:13:14.680> same<00:13:14.960> time.

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Those<00:13:15.480> two<00:13:15.600> things<00:13:15.880> are<00:13:15.960> not<00:13:16.200> mutually<00:13:16.680> exclusive.<00:13:18.360> And<00:13:18.520> I<00:13:18.560> think<00:13:18.760> Jim<00:13:18.920> Collins<00:13:19.320> does<00:13:19.440> a<00:13:19.520> good<00:13:19.720> job<00:13:20.120> at<00:13:20.280> it,<00:13:20.600> you<00:13:20.720> know,<00:13:20.839> talking<00:13:21.280> about<00:13:21.560> that<00:13:21.720> in<00:13:21.839> a<00:13:21.920> leadership,<00:13:22.880> um,<00:13:23.520> context.

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If<00:13:24.200> you<00:13:24.320> have<00:13:24.560> a<00:13:24.640> humility<00:13:26.480> then<00:13:26.880> you,<00:13:27.720> um,<00:13:28.200> you<00:13:28.400> tend<00:13:28.640> to<00:13:28.720> have<00:13:28.960> more<00:13:29.280> empathy.

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If<00:13:30.960> you're<00:13:31.120> humble,<00:13:31.760> you're<00:13:32.080> you're<00:13:32.280> probably<00:13:32.880> going<00:13:33.000> to<00:13:33.080> be<00:13:33.240> inclined<00:13:33.800> to<00:13:33.880> be<00:13:34.000> a<00:13:34.040> little<00:13:34.240> bit<00:13:34.360> more<00:13:34.560> empathetic<00:13:36.120> to<00:13:36.200> your<00:13:36.360> staff<00:13:36.760> and<00:13:36.880> to<00:13:37.000> your<00:13:37.160> customers.

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So,<00:13:38.640> you<00:13:38.760> know,<00:13:38.880> I'm<00:13:39.120> I'm<00:13:39.240> not<00:13:39.400> naive.

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There<00:13:40.560> There<00:13:40.720> are<00:13:40.840> cultures<00:13:41.560> in<00:13:41.720> business<00:13:42.800> that<00:13:42.960> are<00:13:43.040> very<00:13:43.320> openly,<00:13:44.880> um,<00:13:45.640> you<00:13:45.760> know,<00:13:45.960> if<00:13:46.120> you're<00:13:46.240> not<00:13:46.720> if<00:13:46.880> you're<00:13:47.000> in<00:13:47.040> the<00:13:47.120> bottom<00:13:47.440> third<00:13:47.680> of<00:13:47.800> performers,<00:13:48.320> you're

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gone,<00:13:48.840> right?<00:13:49.200> But<00:13:49.360> everybody<00:13:49.960> everybody<00:13:50.520> knows<00:13:50.880> it.

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And<00:13:51.800> so,<00:13:51.960> if<00:13:52.120> you<00:13:52.240> choose<00:13:52.560> to<00:13:52.640> go<00:13:52.800> and<00:13:52.920> work<00:13:53.160> in<00:13:53.280> that<00:13:53.520> company,<00:13:54.000> then<00:13:54.400> you're<00:13:54.560> choosing<00:13:54.960> to<00:13:55.040> be<00:13:55.160> a<00:13:55.240> part<00:13:55.520> of<00:13:55.600> that<00:13:55.800> culture,<00:13:56.240> and<00:13:56.360> that's<00:13:56.640> fine.

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I<00:13:57.880> would<00:13:58.080> never<00:13:58.320> choose<00:13:58.840> Well,<00:13:59.000> I<00:13:59.120> have.<00:13:59.480> So,<00:13:59.640> I've<00:13:59.800> worked<00:14:00.000> for<00:14:00.160> PE<00:14:00.520> firms<00:14:01.400> where<00:14:01.520> that<00:14:01.760> has<00:14:02.000> been<00:14:02.120> the<00:14:02.200> culture.

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I<00:14:03.200> would<00:14:03.360> not<00:14:03.600> choose<00:14:04.040> to<00:14:04.160> be<00:14:04.280> a<00:14:04.320> part<00:14:04.600> of<00:14:04.720> a<00:14:04.760> culture<00:14:05.160> like<00:14:05.320> that<00:14:05.480> again.

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But<00:14:06.040> as<00:14:06.160> long<00:14:06.400> as<00:14:06.480> it's<00:14:06.640> transparent,<00:14:08.240> then<00:14:08.520> then<00:14:08.760> so<00:14:09.000> be<00:14:09.240> it.

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The<00:14:09.680> old<00:14:09.920> Jack<00:14:10.280> Welch<00:14:10.800> form<00:14:11.160> of<00:14:11.320> management.

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Yeah.<00:14:12.680> Yeah.<00:14:13.120> And,<00:14:13.400> you<00:14:13.480> know,<00:14:13.560> fire<00:14:13.800> the<00:14:14.000> bottom<00:14:14.360> 10%<00:14:15.000> every<00:14:15.280> year.

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And<00:14:16.080> like<00:14:16.320> that,<00:14:16.600> I<00:14:16.640> think<00:14:16.840> that<00:14:17.040> worked<00:14:17.520> previously.

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I<00:14:18.229> don't<00:14:18.418> know<00:14:18.607> that<00:14:18.796> that<00:14:18.985> makes<00:14:19.175> any<00:14:19.364> sense.<00:14:19.553> I<00:14:19.742> think<00:14:19.931> it's<00:14:20.120> changing.

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I<00:14:20.720> think<00:14:21.080> I<00:14:21.120> think<00:14:21.360> COVID,<00:14:22.880> um,<00:14:23.600> I<00:14:23.680> think<00:14:23.960> COVID<00:14:24.480> changed,<00:14:25.760> uh,<00:14:26.280> things.

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I<00:14:26.720> think<00:14:26.920> people's<00:14:27.800> outlook<00:14:28.240> on<00:14:28.360> the<00:14:28.480> world.

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And<00:14:29.000> I<00:14:29.080> think<00:14:29.720> I<00:14:29.800> think<00:14:30.000> Gen<00:14:30.240> Z<00:14:30.640> as<00:14:30.839> well<00:14:31.160> coming<00:14:31.520> up,<00:14:32.280> they<00:14:32.360> have<00:14:32.520> no<00:14:32.640> time<00:14:33.360> for<00:14:33.520> that.

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And<00:14:34.200> so,<00:14:34.600> again,<00:14:34.960> from<00:14:35.120> a<00:14:35.200> leadership<00:14:35.640> point<00:14:35.880> of<00:14:35.960> view,<00:14:36.880> you<00:14:36.960> can't<00:14:37.280> stay,<00:14:38.520> uh,<00:14:38.720> in<00:14:38.880> the<00:14:38.960> paradigm<00:14:39.520> of<00:14:39.640> management<00:14:40.520> from<00:14:40.720> the<00:14:40.800> '90s<00:14:42.400> or

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even<00:14:42.839> the<00:14:42.960> two<00:14:43.360> even<00:14:43.560> the<00:14:43.680> 2000s<00:14:44.520> and<00:14:44.640> think<00:14:44.800> it's<00:14:44.960> going<00:14:45.080> to<00:14:45.200> work<00:14:46.240> in<00:14:46.400> a<00:14:46.480> post-COVID,<00:14:48.440> uh,<00:14:49.240> you<00:14:49.360> know,<00:14:49.960> 20-year-olds<00:14:50.640> graduating

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with<00:14:51.400> $100,000<00:14:52.360> worth<00:14:52.520> of<00:14:52.600> debt<00:14:52.839> that<00:14:52.920> they<00:14:53.000> can't<00:14:53.240> get<00:14:53.360> a<00:14:53.440> job,<00:14:53.880> and<00:14:53.960> you're<00:14:54.080> going<00:14:54.200> to<00:14:54.280> treat<00:14:54.520> them<00:14:54.720> the<00:14:54.800> same<00:14:55.080> way.

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You<00:14:55.400> can't.<00:14:55.839> So,<00:14:56.760> I<00:14:56.800> think<00:14:57.000> you've<00:14:57.120> got<00:14:57.240> to<00:14:57.320> look<00:14:57.600> at,<00:14:57.960> uh,<00:14:58.200> the<00:14:58.280> market<00:14:58.640> in<00:14:58.760> reality<00:14:59.280> head-on,<00:14:59.880> and<00:15:00.040> you<00:15:00.120> just<00:15:00.360> adapt<00:15:00.720> your<00:15:00.839> business<00:15:01.440> accordingly.

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Yeah.<00:15:03.480> I<00:15:03.520> think<00:15:03.720> that's<00:15:03.960> so<00:15:04.120> brilliant.<00:15:04.560> I<00:15:04.680> I<00:15:04.800> hope<00:15:05.040> everyone<00:15:05.800> took<00:15:06.160> what<00:15:06.280> you<00:15:06.400> just<00:15:06.600> said,<00:15:07.040> uh,<00:15:07.280> to<00:15:07.400> heart<00:15:07.720> because<00:15:08.000> I<00:15:08.040> think<00:15:08.240> you're<00:15:08.360> exactly<00:15:08.920> right.

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Um,<00:15:10.400> give<00:15:10.600> me<00:15:10.760> a<00:15:10.839> sense<00:15:11.120> for<00:15:11.280> how<00:15:11.440> you're<00:15:11.640> thinking<00:15:12.000> about<00:15:12.360> AI.

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And<00:15:14.000> it<00:15:14.080> kind<00:15:14.280> of<00:15:14.360> touches<00:15:14.720> on<00:15:14.800> the<00:15:14.880> conversation<00:15:15.320> we<00:15:15.440> were<00:15:15.520> just<00:15:15.720> having,<00:15:16.200> which<00:15:16.440> is,<00:15:17.200> you<00:15:17.360> know,<00:15:17.600> talent.

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And<00:15:19.120> this<00:15:19.280> is<00:15:19.360> going<00:15:19.480> to<00:15:19.560> be<00:15:19.640> pretty<00:15:19.880> disruptive<00:15:20.440> to<00:15:20.560> jobs<00:15:20.920> and<00:15:21.000> things<00:15:21.200> like<00:15:21.320> that.

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How<00:15:21.960> are<00:15:22.120> you<00:15:22.400> using<00:15:22.920> it?<00:15:23.120> How<00:15:23.280> are<00:15:23.400> you<00:15:23.520> and<00:15:23.680> how<00:15:23.800> are<00:15:23.920> you<00:15:24.080> thinking<00:15:24.440> about<00:15:24.720> it?

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Yeah,<00:15:25.600> so<00:15:26.360> AI<00:15:26.800> is<00:15:27.200> is<00:15:27.840> way<00:15:28.160> more<00:15:28.440> complex<00:15:29.080> than<00:15:29.200> I<00:15:29.320> think<00:15:29.640> most<00:15:30.480> people<00:15:31.000> understand.

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I<00:15:33.286> think<00:15:33.891> because<00:15:34.497> of<00:15:35.103> ChatGPT<00:15:35.709> enabling<00:15:36.314> a<00:15:36.920> consumer-based<00:15:37.526> AI<00:15:38.131> application<00:15:38.737> that<00:15:39.343> anybody<00:15:39.949> can<00:15:40.554> use,<00:15:41.160> I

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think<00:15:41.480> there<00:15:41.600> are<00:15:41.800> too<00:15:42.000> many<00:15:42.200> people<00:15:42.480> that<00:15:42.640> think<00:15:42.880> AI<00:15:43.200> is<00:15:43.360> kind<00:15:43.560> of<00:15:43.720> one<00:15:43.960> thing.

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Um<00:15:45.960> and<00:15:46.120> it's<00:15:46.320> not.<00:15:47.720> So<00:15:48.400> operationally<00:15:49.440> a<00:15:49.520> company<00:15:50.840> if<00:15:50.960> you're<00:15:51.080> going<00:15:51.200> to<00:15:51.280> leverage<00:15:51.560> your<00:15:51.720> operational<00:15:52.400> data<00:15:53.360> to<00:15:54.920> automate

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and<00:15:55.560> improve,<00:15:56.440> then<00:15:56.640> your<00:15:56.760> data<00:15:57.560> at<00:15:57.800> source<00:15:59.080> has<00:15:59.280> to<00:15:59.400> be<00:15:59.560> reliable.

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So<00:16:01.120> that<00:16:01.360> you<00:16:01.440> know,<00:16:01.640> there's<00:16:02.280> you<00:16:02.360> would<00:16:02.480> encourage<00:16:02.920> everybody<00:16:03.320> if<00:16:03.440> you<00:16:03.560> haven't<00:16:03.840> seen<00:16:04.080> it<00:16:04.240> that<00:16:04.480> Gartner's<00:16:04.920> had<00:16:05.080> a<00:16:05.120> data<00:16:05.360> maturity<00:16:05.800> model<00:16:06.120> forever.

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And,<00:16:08.400> um,<00:16:08.920> AI<00:16:09.920> is<00:16:10.120> on<00:16:10.240> the<00:16:10.360> prescriptive<00:16:11.280> end<00:16:12.480> of<00:16:12.640> the<00:16:12.720> maturity<00:16:13.200> model.

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Most<00:16:14.680> companies<00:16:15.320> don't<00:16:15.640> have<00:16:15.920> operational<00:16:16.600> data<00:16:17.120> that<00:16:17.320> they<00:16:17.440> can<00:16:17.600> trust<00:16:18.080> in<00:16:18.160> order<00:16:18.320> to<00:16:18.440> feed<00:16:19.760> into<00:16:20.240> an<00:16:20.360> LLM<00:16:21.240> to<00:16:21.400> create<00:16:21.960> the<00:16:22.320> predictive

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analytics<00:16:23.800> and<00:16:23.880> the<00:16:24.000> prescriptive,<00:16:26.000> uh,<00:16:26.680> agentic<00:16:27.280> stuff.

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If<00:16:28.920> you're<00:16:29.040> not<00:16:29.280> even<00:16:29.520> properly<00:16:30.040> managing<00:16:30.560> and<00:16:30.680> governing<00:16:31.160> your<00:16:31.280> data<00:16:31.520> to<00:16:31.640> begin<00:16:31.960> with.

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So<00:16:32.200> that's<00:16:32.480> in<00:16:32.600> an<00:16:32.720> operational<00:16:33.360> context.<00:16:34.280> That<00:16:34.520> doesn't<00:16:34.880> mean<00:16:35.360> that<00:16:35.600> you<00:16:35.720> can't<00:16:36.040> apply<00:16:36.560> tactical<00:16:37.880> AI<00:16:38.200> tools<00:16:38.920> to<00:16:39.120> specific<00:16:39.800> functions.

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Like,<00:16:41.520> uh,<00:16:41.760> code<00:16:42.120> enhancement<00:16:43.200> stuff<00:16:43.640> in<00:16:43.760> engineering<00:16:44.480> that'll<00:16:44.760> take<00:16:46.160> that'll<00:16:46.560> take<00:16:46.880> an<00:16:47.000> idea<00:16:47.520> and<00:16:47.720> spit<00:16:48.120> out<00:16:48.400> your<00:16:48.839> C<00:16:49.360> C#

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code<00:16:50.680> or<00:16:50.760> whatever<00:16:51.160> your<00:16:51.280> Python<00:16:52.320> and<00:16:52.440> give<00:16:52.600> you<00:16:52.720> a<00:16:52.760> kickstarter,<00:16:53.400> but<00:16:53.560> that<00:16:53.680> has<00:16:53.839> nothing<00:16:54.240> to<00:16:54.360> do<00:16:54.560> with<00:16:54.680> your<00:16:54.839> operational<00:16:56.560> data,<00:16:57.040> right?

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Um<00:16:58.760> or<00:16:59.080> administrative<00:16:59.839> things.<00:17:00.200> Absolutely,<00:17:00.880> there's<00:17:01.120> tactical<00:17:01.640> the<00:17:01.760> ways<00:17:01.960> you<00:17:02.040> can<00:17:02.200> apply<00:17:02.640> AI.

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As<00:17:03.960> a<00:17:04.000> software<00:17:04.600> company,<00:17:06.000> uh<00:17:06.439> we<00:17:06.600> have<00:17:06.800> to<00:17:06.880> be<00:17:07.160> really<00:17:07.560> pragmatic<00:17:08.319> about<00:17:08.959> AI<00:17:09.360> from<00:17:09.560> a<00:17:09.640> product<00:17:10.079> point<00:17:10.319> of<00:17:10.400> view.

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Unless<00:17:11.319> you're<00:17:11.439> an<00:17:11.560> AI<00:17:11.800> company,<00:17:12.480> good<00:17:12.680> luck<00:17:12.880> keeping<00:17:13.240> up.

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With<00:17:15.040> with<00:17:15.400> Yeah,<00:17:15.480> even<00:17:15.760> if<00:17:15.839> you're<00:17:16.000> an<00:17:16.120> AI<00:17:16.360> company,<00:17:16.760> good<00:17:16.959> luck<00:17:17.120> keeping<00:17:17.439> up.

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So,<00:17:20.400> as<00:17:20.560> a<00:17:20.720> So,<00:17:21.240> you<00:17:21.360> know,<00:17:21.720> so<00:17:21.839> we<00:17:21.959> have<00:17:22.079> to<00:17:22.160> make<00:17:22.319> decisions<00:17:22.839> around<00:17:23.199> partnering<00:17:23.760> versus<00:17:24.160> building<00:17:24.600> and<00:17:24.720> those<00:17:24.920> types<00:17:25.199> of<00:17:25.280> considerations.

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So,<00:17:27.520> I<00:17:27.600> just<00:17:28.000> would<00:17:28.160> say,<00:17:28.439> yeah,<00:17:28.720> AI<00:17:29.160> is<00:17:29.600> is<00:17:29.760> not<00:17:30.320> It's<00:17:30.520> It's<00:17:30.840> two<00:17:31.040> little<00:17:31.360> letters<00:17:31.760> that<00:17:31.880> mean<00:17:32.400> an<00:17:32.560> endless<00:17:33.000> amount<00:17:33.360> of<00:17:33.480> things.

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And<00:17:35.040> so,<00:17:35.920> I<00:17:36.040> think<00:17:36.280> it's<00:17:36.920> we<00:17:37.080> are<00:17:37.200> taking<00:17:37.560> our<00:17:37.680> time<00:17:38.120> to<00:17:38.400> think<00:17:38.600> about<00:17:38.840> these<00:17:39.000> things<00:17:39.680> carefully<00:17:40.200> in<00:17:40.440> our<00:17:40.800> context<00:17:42.000> as<00:17:42.240> an<00:17:42.360> infrastructure<00:17:43.080> virtualization

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company.<00:17:45.680> Again,<00:17:46.200> I<00:17:46.280> just<00:17:46.520> want<00:17:46.720> to<00:17:46.920> double-click<00:17:47.680> you<00:17:47.760> just<00:17:47.920> said<00:17:48.120> even<00:17:48.280> though<00:17:48.400> I<00:17:48.440> hate<00:17:48.600> using<00:17:48.840> the<00:17:48.920> phrase<00:17:49.160> double-click.

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Um<00:17:51.440> what<00:17:51.760> you<00:17:51.840> just<00:17:52.000> said<00:17:52.120> there<00:17:52.240> is<00:17:52.320> so<00:17:52.480> important.

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I<00:17:53.000> think<00:17:53.240> so<00:17:53.480> many<00:17:53.680> people<00:17:54.080> and<00:17:54.200> so<00:17:54.320> many<00:17:54.520> companies<00:17:54.920> and<00:17:55.040> so<00:17:55.160> many<00:17:55.360> leaders<00:17:55.640> are<00:17:55.760> rushing<00:17:56.200> too<00:17:56.440> fast<00:17:57.720> to<00:17:58.200> try<00:17:58.400> to<00:17:58.520> implement<00:17:59.000> the<00:17:59.120> latest<00:17:59.680> AI<00:18:00.360> piece<00:18:00.760> of<00:18:00.920> software,<00:18:01.440> the

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you<00:18:09.440> don't<00:18:09.640> have<00:18:09.840> all<00:18:09.960> that<00:18:10.120> stuff<00:18:10.320> squared<00:18:10.560> away<00:18:11.120> and<00:18:11.320> really<00:18:11.600> understand<00:18:12.040> the<00:18:12.160> use<00:18:12.360> case<00:18:12.760> and<00:18:12.880> the<00:18:12.960> long-term<00:18:13.400> viability<00:18:14.040> and<00:18:14.160> all<00:18:14.280> of<00:18:14.360> that<00:18:14.520> type<00:18:14.680> of<00:18:14.760> stuff.

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Like,<00:18:15.760> because<00:18:16.080> like<00:18:16.240> you<00:18:16.320> said,<00:18:17.040> AI<00:18:17.280> is<00:18:17.400> not<00:18:17.600> new.

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And<00:18:20.520> ChatGPT<00:18:21.080> is<00:18:21.160> going<00:18:21.280> to<00:18:21.360> just<00:18:21.520> commercialize<00:18:22.240> this<00:18:22.480> one<00:18:22.840> LLM<00:18:23.440> aspect<00:18:23.880> of<00:18:24.000> it.

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You<00:18:30.120> said<00:18:30.360> you<00:18:30.440> have<00:18:30.840> most<00:18:31.120> of<00:18:31.200> your<00:18:31.320> employee<00:18:31.680> base<00:18:32.040> in<00:18:32.440> United<00:18:32.720> Kingdom.

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You're<00:18:33.360> in<00:18:33.480> Canada.<00:18:34.920> How<00:18:35.200> is<00:18:35.360> like<00:18:35.520> the<00:18:35.680> tariffs<00:18:36.640> or<00:18:37.000> kind<00:18:37.160> of<00:18:37.240> the<00:18:37.360> economic<00:18:37.880> uncertainty<00:18:38.440> of<00:18:38.560> this<00:18:38.760> year<00:18:39.040> affected<00:18:39.560> you,<00:18:40.240> and<00:18:40.400> how<00:18:40.560> are<00:18:40.720> you<00:18:40.840> thinking<00:18:41.160> about

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it<00:18:41.480> moving<00:18:41.800> forward?<00:18:42.520> So,<00:18:42.640> we<00:18:42.760> have<00:18:42.880> employees<00:18:43.360> in<00:18:43.440> 11<00:18:43.760> countries,<00:18:44.760> uh<00:18:44.840> US,<00:18:45.160> Canada,<00:18:45.800> UK,<00:18:46.360> all<00:18:46.520> over,<00:18:47.320> uh<00:18:47.400> all<00:18:47.480> over<00:18:47.680> Europe,<00:18:48.040> and,<00:18:48.400> um,<00:18:48.880> and<00:18:49.040> then,<00:18:49.600> uh

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Right<00:18:57.040> now,<00:18:57.360> there's<00:18:57.640> no<00:18:57.760> implications<00:18:58.480> from<00:18:58.600> a<00:18:58.680> software<00:18:59.200> point<00:18:59.440> of<00:18:59.520> view<00:18:59.720> for<00:19:00.000> us.

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Um,<00:19:01.640> but<00:19:02.720> our<00:19:03.160> tech<00:19:03.560> runs<00:19:03.920> on<00:19:04.080> hardware.

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And<00:19:05.960> so,<00:19:06.280> with<00:19:06.440> the<00:19:06.600> uncertainty<00:19:07.320> around,<00:19:08.440> uh,<00:19:08.560> tariffs<00:19:10.000> and,<00:19:11.120> um,<00:19:11.520> and<00:19:11.720> therefore<00:19:12.320> supply<00:19:12.760> chain<00:19:13.160> and<00:19:13.280> availability,<00:19:14.160> it

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has<00:19:14.560> absolutely<00:19:16.040> had<00:19:16.200> an<00:19:16.320> impact<00:19:16.800> on<00:19:17.360> end<00:19:17.600> customers'<00:19:18.640> decisions.

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So<00:19:19.720> for<00:19:19.920> sure<00:19:21.360> end<00:19:21.840> customers<00:19:22.640> are<00:19:23.800> trying<00:19:24.040> to<00:19:24.120> get<00:19:24.240> more<00:19:24.480> life<00:19:24.760> out<00:19:24.880> of<00:19:24.960> their<00:19:25.160> existing<00:19:26.440> server<00:19:26.840> fleets.

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And<00:19:28.560> so<00:19:28.720> instead<00:19:29.120> of<00:19:29.240> renewing<00:19:29.920> and<00:19:30.080> refreshing<00:19:30.720> in<00:19:30.880> five<00:19:31.240> years<00:19:31.600> they're<00:19:31.720> pushing<00:19:32.080> it<00:19:32.200> out<00:19:32.320> another<00:19:32.840> two<00:19:33.040> years<00:19:34.000> which<00:19:34.280> makes<00:19:34.520> sense<00:19:34.880> because<00:19:35.280> hardware<00:19:35.640> is<00:19:35.760> getting

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more<00:19:36.160> reliable.<00:19:36.680> So<00:19:36.800> why<00:19:37.000> wouldn't<00:19:37.320> you?<00:19:37.440> That's<00:19:37.720> that's<00:19:37.960> like<00:19:38.120> a<00:19:38.160> safe<00:19:38.600> gamble.

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Um,<00:19:40.480> the<00:19:40.600> good<00:19:40.760> news<00:19:41.000> for<00:19:41.120> StorMagic<00:19:41.880> is<00:19:42.040> our<00:19:42.200> technology<00:19:42.880> runs<00:19:43.200> on<00:19:43.360> any<00:19:43.640> x86<00:19:44.320> server.

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So<00:19:45.680> we<00:19:45.880> can<00:19:46.280> help<00:19:46.600> customers<00:19:47.360> whether<00:19:47.640> they're,<00:19:48.400> you<00:19:48.480> know,<00:19:48.720> considering<00:19:49.240> migrating<00:19:49.720> away<00:19:50.000> from<00:19:50.440> VMware<00:19:51.680> or<00:19:53.120> they're<00:19:53.680> you

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know<00:19:53.960> maturing.<00:19:54.520> We<00:19:54.640> have<00:19:54.920> we<00:19:55.040> have<00:19:55.560> prospective<00:19:56.040> customers<00:19:56.560> who<00:19:57.160> are<00:19:57.360> really<00:19:57.640> old<00:19:57.880> school<00:19:58.680> and<00:19:58.800> they<00:19:58.880> don't<00:19:59.040> they<00:19:59.160> haven't<00:19:59.600> had<00:19:59.960> sort<00:20:00.160> of<00:20:00.280> a<00:20:01.000> standard<00:20:01.560> footprint<00:20:02.120> for

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a<00:20:02.560> virtual<00:20:03.160> virtualization<00:20:03.760> strategy.<00:20:04.760> So<00:20:04.880> they're<00:20:05.000> kind<00:20:05.240> of<00:20:05.360> going<00:20:05.680> from<00:20:05.920> standing<00:20:06.400> at<00:20:06.640> home<00:20:06.880> plate<00:20:07.840> to<00:20:08.400> approaching<00:20:08.960> first<00:20:09.280> base.

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Well,<00:20:10.400> we<00:20:10.560> can<00:20:10.800> even<00:20:11.000> in<00:20:11.080> that<00:20:11.360> situation<00:20:12.040> our<00:20:12.160> stuff<00:20:12.480> will<00:20:12.640> run<00:20:13.560> pretty<00:20:14.280> much<00:20:14.480> guaranteed<00:20:15.080> on<00:20:15.440> anything<00:20:15.840> that<00:20:15.960> they<00:20:16.080> have<00:20:16.240> in<00:20:16.360> place.

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So<00:20:16.880> that<00:20:17.280> what<00:20:17.400> that<00:20:17.600> means<00:20:17.920> is<00:20:18.040> that<00:20:18.160> they<00:20:18.320> can<00:20:19.200> mature<00:20:20.320> their<00:20:21.760> technology<00:20:22.400> footprint<00:20:23.240> without<00:20:23.640> having<00:20:23.920> to<00:20:24.040> replace<00:20:24.640> the<00:20:24.760> existing

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fleet.<00:20:26.360> Now<00:20:26.640> if<00:20:26.760> they<00:20:27.120> are<00:20:27.360> going<00:20:27.640> to<00:20:27.720> through<00:20:27.920> a<00:20:27.960> refresh<00:20:28.440> cycle<00:20:28.800> then<00:20:28.960> we<00:20:29.160> we<00:20:29.320> have<00:20:30.400> very<00:20:31.640> tight<00:20:31.920> relationships<00:20:32.520> with<00:20:32.680> multiple<00:20:33.840> hardware

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vendors<00:20:34.880> that<00:20:35.360> they<00:20:35.840> they<00:20:36.000> would<00:20:36.120> be<00:20:36.240> able<00:20:36.400> to<00:20:36.520> order<00:20:36.840> for<00:20:37.000> example<00:20:37.360> HPE<00:20:38.160> or<00:20:38.480> a<00:20:38.600> simply<00:20:38.960> NUC<00:20:39.800> server<00:20:40.680> with<00:20:40.800> our<00:20:40.920> stuff<00:20:41.200> imaged<00:20:41.640> on<00:20:41.800> it.

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So<00:20:42.040> we're<00:20:42.160> very<00:20:42.400> flexible<00:20:42.920> I<00:20:42.960> guess<00:20:43.120> is<00:20:43.240> what<00:20:43.360> I<00:20:43.440> would<00:20:43.600> say.

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Customers<00:20:45.183> can<00:20:45.606> think<00:20:46.029> about<00:20:46.453> maturing<00:20:46.876> their<00:20:47.299> environment<00:20:47.722> to<00:20:48.145> increase<00:20:48.568> uptime<00:20:48.992> and<00:20:49.415> look<00:20:49.838> at<00:20:50.261> StorMagic<00:20:50.684> and<00:20:51.107> they<00:20:51.531> without<00:20:51.954> the<00:20:52.377> dependency<00:20:52.800> of

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having<00:20:53.160> to<00:20:53.240> replace<00:20:53.680> their<00:20:53.800> stuff<00:20:54.240> and<00:20:54.520> maybe<00:20:54.920> having<00:20:55.640> being<00:20:55.880> blindsided<00:20:56.640> by<00:20:57.760> 30%<00:20:58.440> higher<00:20:58.720> cost<00:20:59.080> on<00:20:59.200> delivery<00:20:59.720> because<00:21:00.480> the<00:21:00.600> shipment<00:21:01.160> came

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in<00:21:02.480> after<00:21:02.960> a<00:21:03.040> tariff<00:21:03.960> hit.

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The<00:21:04.640> other<00:21:04.800> thing<00:21:05.000> I<00:21:05.040> would<00:21:05.240> say<00:21:05.720> in<00:21:05.960> general<00:21:07.960> there's<00:21:08.200> a<00:21:08.280> global,<00:21:10.000> um,<00:21:12.480> more<00:21:12.720> conservative

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stance<00:21:14.000> on<00:21:14.160> approving<00:21:15.360> spend<00:21:15.960> just<00:21:16.240> in<00:21:16.360> general.

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And<00:21:18.200> that,<00:21:18.560> you<00:21:18.640> know,<00:21:19.000> to<00:21:19.120> me<00:21:19.240> the<00:21:19.360> tariff<00:21:19.680> thing<00:21:19.880> is<00:21:20.000> just<00:21:20.240> one<00:21:20.440> element<00:21:20.960> of<00:21:21.080> that.

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I<00:21:21.600> think,<00:21:22.240> um,<00:21:23.320> so<00:21:23.480> I<00:21:23.560> think<00:21:23.760> the<00:21:23.840> business<00:21:24.200> case<00:21:24.600> that<00:21:24.760> the<00:21:24.880> requirement<00:21:25.600> for<00:21:25.720> the<00:21:25.840> business<00:21:26.200> case<00:21:26.480> is<00:21:26.600> getting<00:21:26.960> tougher,<00:21:28.080> uh,<00:21:28.480> for<00:21:28.680> everybody.

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Um,<00:21:30.480> and<00:21:30.600> that<00:21:30.760> that's<00:21:30.960> just<00:21:31.160> the<00:21:31.200> state<00:21:31.520> of<00:21:31.640> the,<00:21:32.240> uh,<00:21:32.320> the<00:21:32.400> economy<00:21:32.840> that<00:21:32.960> we're<00:21:33.040> facing<00:21:33.400> right<00:21:33.560> now,<00:21:33.760> so.

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Um,<00:21:34.969> I'm<00:21:35.338> I'm<00:21:35.707> obviously<00:21:36.076> very<00:21:36.445> positive<00:21:36.815> about<00:21:37.184> StorMagic's<00:21:37.553> position<00:21:37.922> because<00:21:38.291> we<00:21:38.660> are<00:21:39.029> we<00:21:39.398> are<00:21:39.767> hardware<00:21:40.136> agnostic<00:21:40.505> and<00:21:40.875> we<00:21:41.244> do<00:21:41.613> give<00:21:41.982> people<00:21:42.351> the<00:21:42.720> option

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to<00:21:43.160> say,<00:21:43.640> you<00:21:43.760> know<00:21:44.640> improve<00:21:45.040> now<00:21:45.240> or<00:21:45.360> improve<00:21:45.720> prove<00:21:45.920> later.

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Um,<00:21:46.992> there's<00:21:47.424> there's<00:21:47.856> options<00:21:48.288> with<00:21:48.720> StorMagic.

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To<00:21:49.400> you<00:21:49.560> makes<00:21:49.880> a<00:21:49.960> great<00:21:50.320> leader.<00:21:50.840> And<00:21:50.920> a<00:21:51.000> team<00:21:51.360> humanness,<00:21:52.000> is<00:21:52.120> that<00:21:52.320> what's<00:21:52.520> the<00:21:52.600> right<00:21:52.760> word?

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That<00:21:54.080> sounds<00:21:54.560> I<00:21:54.640> love<00:21:54.920> it.<00:21:55.640> I'm<00:21:55.800> with<00:21:56.000> you.

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Like<00:21:56.480> it<00:21:56.680> I<00:21:56.720> don't<00:21:56.920> care<00:21:57.160> if<00:21:57.280> it<00:21:57.400> sounds<00:21:57.800> cheesy.<00:21:59.280> You<00:21:59.480> can<00:21:59.600> be<00:21:59.760> kind<00:22:00.360> and<00:22:00.480> you<00:22:00.560> can<00:22:00.680> be<00:22:00.800> driven.

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No,<00:22:02.960> this<00:22:03.160> whole<00:22:03.560> and<00:22:03.720> again,<00:22:04.000> maybe<00:22:04.240> it's<00:22:04.360> 'cause<00:22:04.480> I'm<00:22:04.640> old.

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I'm<00:22:05.400> not<00:22:05.520> old,<00:22:05.800> but<00:22:06.000> because<00:22:06.280> I'm,<00:22:06.560> I'm<00:22:06.720> old<00:22:06.880> school.

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How's<00:22:07.400> that?<00:22:08.480> You<00:22:08.560> know,<00:22:08.760> there's<00:22:09.000> this<00:22:09.200> stereotypical<00:22:10.360> idea<00:22:10.760> of<00:22:10.920> a,<00:22:11.120> of<00:22:11.280> a<00:22:11.480> CEO<00:22:12.040> or<00:22:12.160> a<00:22:12.200> leader,<00:22:13.320> CRO,<00:22:13.800> whatever,<00:22:14.120> whoever<00:22:14.440> it<00:22:14.520> might<00:22:14.720> be.

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Where<00:22:16.720> it's<00:22:16.840> just<00:22:17.040> this<00:22:17.160> aggressive,<00:22:18.120> aggressive<00:22:18.680> nature<00:22:19.280> and<00:22:19.400> it's<00:22:19.600> all<00:22:19.840> about,<00:22:21.040> you<00:22:21.120> know,<00:22:21.280> eat<00:22:21.480> or<00:22:21.600> be<00:22:21.840> eaten,<00:22:22.280> kill<00:22:22.680> or<00:22:22.800> get<00:22:23.000> killed,<00:22:23.640> right?

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And<00:22:24.960> it<00:22:25.040> does<00:22:25.240> not<00:22:25.440> have<00:22:25.640> to<00:22:25.760> be<00:22:26.040> that<00:22:26.320> way.

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You,<00:22:27.040> you<00:22:27.200> can<00:22:27.360> be<00:22:27.560> absolutely<00:22:28.200> performative<00:22:29.880> but<00:22:30.080> also<00:22:30.480> be,<00:22:30.880> be<00:22:31.000> human<00:22:31.880> and,<00:22:32.960> and<00:22:33.120> listen.

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Listen<00:22:34.000> to<00:22:34.120> your<00:22:34.240> people.<00:22:35.200> You<00:22:35.320> know,<00:22:35.600> I<00:22:35.760> think<00:22:36.920> if<00:22:37.080> you,<00:22:37.320> if<00:22:37.480> you<00:22:37.600> gain<00:22:37.960> the<00:22:38.080> collective<00:22:38.720> feedback,<00:22:39.360> then<00:22:39.560> you<00:22:39.640> can<00:22:39.760> make<00:22:39.960> a<00:22:40.000> better<00:22:40.200> decision<00:22:41.040> because<00:22:41.360> you've<00:22:41.520> got<00:22:41.840> input

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from<00:22:43.560> people<00:22:43.920> who<00:22:44.080> have<00:22:44.200> a<00:22:44.240> different<00:22:44.520> perspective<00:22:45.000> of<00:22:45.160> the<00:22:45.280> world.

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Like<00:22:45.800> definitely<00:22:46.240> there<00:22:46.360> are<00:22:46.440> people<00:22:46.720> who<00:22:46.800> won't<00:22:47.080> say<00:22:47.280> things<00:22:47.600> to<00:22:47.720> me<00:22:47.920> because<00:22:49.200> they<00:22:49.280> think<00:22:49.480> they<00:22:49.600> shouldn't,<00:22:50.120> even<00:22:50.360> though<00:22:50.560> I<00:22:50.640> say,<00:22:51.080> you<00:22:51.200> safe<00:22:51.480> space,<00:22:52.240> go<00:22:52.400> ahead<00:22:52.640> and

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talk,<00:22:53.160> but<00:22:53.280> they<00:22:53.440> won't.<00:22:54.800> So,<00:22:54.960> I<00:22:55.040> think,<00:22:55.440> I<00:22:55.520> think<00:22:55.800> it's<00:22:55.960> important<00:22:56.520> to,<00:22:57.080> um,<00:22:57.480> as<00:22:57.640> much<00:22:57.800> as<00:22:57.920> you<00:22:58.000> can<00:22:58.440> be<00:22:58.600> human<00:22:59.960> and,<00:23:00.880> uh,

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that,<00:23:01.280> that<00:23:01.440> doesn't<00:23:01.760> mean<00:23:02.080> that<00:23:02.280> you<00:23:02.400> should<00:23:02.640> be,<00:23:03.320> um,<00:23:03.480> downplaying<00:23:04.160> your<00:23:04.680> authority<00:23:05.320> to<00:23:05.480> make<00:23:05.640> the<00:23:05.760> final<00:23:06.120> decision.

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Um,<00:23:09.240> but<00:23:09.520> you<00:23:09.600> know,<00:23:09.720> life<00:23:10.000> is<00:23:10.120> short.

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People<00:23:11.040> spend<00:23:11.280> most<00:23:11.480> of<00:23:11.560> their<00:23:11.680> days<00:23:12.000> at<00:23:12.120> work<00:23:12.520> and<00:23:12.760> let's<00:23:13.000> make<00:23:13.200> it,<00:23:13.520> let's<00:23:13.640> try<00:23:13.760> to<00:23:13.840> make<00:23:14.040> it<00:23:14.120> a<00:23:14.160> pleasant<00:23:14.520> experience.

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For<00:23:16.920> sure.<00:23:17.680> Finally,<00:23:18.120> we<00:23:18.360> end<00:23:18.560> every<00:23:18.840> interview<00:23:19.120> with<00:23:19.240> the<00:23:19.320> same<00:23:19.560> question<00:23:20.320> and<00:23:20.480> that<00:23:20.720> is<00:23:20.840> that<00:23:21.040> ceo.com<00:23:21.920> we<00:23:22.040> believe<00:23:22.320> the<00:23:22.440> chances<00:23:22.880> one<00:23:23.160> gives<00:23:24.280> is<00:23:24.520> just<00:23:24.800> as

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important<00:23:25.240> as<00:23:25.360> the<00:23:25.440> chances<00:23:25.880> one<00:23:26.080> takes.<00:23:27.120> When<00:23:27.360> you<00:23:27.600> hear<00:23:27.880> that,<00:23:28.160> who<00:23:28.320> gave<00:23:28.560> you<00:23:28.680> a<00:23:28.760> chance<00:23:29.080> to<00:23:29.160> get<00:23:29.320> you<00:23:29.440> to<00:23:29.520> where<00:23:29.680> you<00:23:29.840> are<00:23:30.000> today?

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Jan<00:23:31.960> Kaminski.<00:23:33.280> Um,<00:23:33.920> so<00:23:34.120> he<00:23:34.360> was<00:23:34.680> CEO<00:23:35.640> at<00:23:36.320> a<00:23:36.360> company<00:23:36.680> called<00:23:36.960> FastLane<00:23:37.560> Technologies.

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And<00:23:39.800> we<00:23:40.120> and<00:23:40.320> other<00:23:40.600> kind<00:23:40.840> of<00:23:40.960> nerdy<00:23:41.280> product,<00:23:41.880> we<00:23:42.080> had<00:23:42.600> a<00:23:43.320> virtual<00:23:44.240> active<00:23:44.600> directory<00:23:45.120> solution<00:23:45.600> that<00:23:45.760> ran<00:23:45.960> on<00:23:46.040> top<00:23:46.280> of<00:23:46.400> Windows<00:23:46.760> NT.

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So<00:23:47.240> it<00:23:47.360> made<00:23:47.600> Windows<00:23:47.920> NT<00:23:48.200> function<00:23:48.720> like<00:23:48.920> active<00:23:49.200> directory.

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And<00:23:50.680> we<00:23:50.800> were<00:23:50.960> in,<00:23:51.160> it<00:23:51.280> was<00:23:51.520> us<00:23:51.840> and<00:23:52.000> one<00:23:52.160> other<00:23:52.320> company<00:23:52.800> and<00:23:53.080> we<00:23:53.200> were<00:23:53.440> growing<00:23:53.840> our<00:23:53.960> business<00:23:55.200> as<00:23:55.280> fast<00:23:55.520> as<00:23:55.640> we<00:23:55.760> could<00:23:56.040> to<00:23:56.280> get<00:23:56.480> acquired<00:23:56.840> by<00:23:56.960> Microsoft.

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That<00:23:57.720> was<00:23:57.840> the<00:23:57.920> goal.<00:23:58.880> And<00:23:59.920> that<00:24:00.080> was<00:24:00.280> my<00:24:00.480> third<00:24:01.440> job<00:24:01.840> in<00:24:02.000> tech.

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And<00:24:03.640> I<00:24:03.720> had<00:24:04.280> managed<00:24:04.880> a<00:24:04.960> tiny,<00:24:05.600> tiny<00:24:06.000> sales<00:24:06.400> team,<00:24:06.840> channel<00:24:07.160> sales<00:24:07.480> team<00:24:07.800> at<00:24:07.920> a<00:24:08.000> previous<00:24:08.440> company.

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And<00:24:09.840> I<00:24:09.920> did<00:24:10.120> a<00:24:10.160> lateral<00:24:10.680> move<00:24:11.000> over<00:24:11.240> to<00:24:11.360> FastLane<00:24:12.240> and,<00:24:12.960> um,<00:24:13.960> Jan,<00:24:14.840> I<00:24:14.920> guess<00:24:15.160> he,<00:24:15.400> he<00:24:15.440> appreciated<00:24:16.080> my,<00:24:16.440> my<00:24:17.000> approach<00:24:17.680> and

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my<00:24:17.960> work<00:24:18.240> ethic.<00:24:19.400> And<00:24:19.640> he<00:24:19.760> gave<00:24:20.000> me<00:24:20.080> my<00:24:20.240> first<00:24:20.520> managerial<00:24:21.120> position<00:24:21.840> in<00:24:22.040> my<00:24:22.160> tech<00:24:22.440> career<00:24:22.920> to<00:24:23.120> take<00:24:23.360> over<00:24:23.680> the,<00:24:24.080> the<00:24:24.160> channel<00:24:24.520> team<00:24:24.800> at<00:24:24.920> FastLane.

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And<00:24:26.360> I<00:24:26.440> grew<00:24:26.680> that<00:24:27.000> from<00:24:27.560> a<00:24:27.600> million,<00:24:28.840> a<00:24:29.080> million<00:24:29.400> dollars<00:24:29.800> in<00:24:29.920> bookings<00:24:30.680> to<00:24:31.480> 10<00:24:31.720> million<00:24:32.240> in<00:24:32.400> 18<00:24:32.760> months.

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And<00:24:35.960> then<00:24:36.160> we<00:24:36.280> were<00:24:36.400> acquired<00:24:36.760> by<00:24:36.880> Quest<00:24:37.160> Software.

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So<00:24:37.920> that<00:24:38.000> was<00:24:38.120> my<00:24:38.240> first<00:24:38.600> M&A<00:24:39.000> experience.<00:24:41.200> And<00:24:41.920> you<00:24:42.000> know,<00:24:42.720> onward<00:24:43.200> we<00:24:43.320> go<00:24:43.520> from<00:24:43.720> there.

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So<00:24:44.120> definitely<00:24:44.640> Jan<00:24:44.960> Kaminski<00:24:45.920> saw<00:24:46.320> something<00:24:46.920> in,<00:24:48.040> in<00:24:48.240> me<00:24:48.480> at<00:24:48.600> that<00:24:48.840> time<00:24:49.320> and<00:24:49.560> disrupted,<00:24:51.320> disrupted<00:24:52.040> the

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um,<00:24:53.360> the<00:24:53.440> chess<00:24:53.760> pieces<00:24:54.160> I<00:24:54.240> would<00:24:54.400> say.

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Uh,<00:24:55.760> because<00:24:56.000> he<00:24:56.080> believed<00:24:56.520> in<00:24:56.680> my,<00:24:57.320> my<00:24:57.480> talent<00:24:58.080> and<00:24:58.480> 100%<00:24:59.400> yeah.

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That's<00:25:00.920> incredible.<00:25:01.400> Susan,<00:25:01.800> thank<00:25:02.040> you<00:25:02.120> so<00:25:02.240> much.

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I'm<00:25:02.760> so<00:25:02.960> impressed<00:25:03.320> with<00:25:03.440> you.<00:25:03.560> Let's<00:25:03.720> have<00:25:03.880> you<00:25:03.960> back<00:25:04.200> on<00:25:04.360> for<00:25:04.520> sure.

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I'd<00:25:05.600> love<00:25:05.760> to<00:25:05.840> go<00:25:05.960> deep<00:25:06.200> even<00:25:06.400> on<00:25:06.600> like<00:25:07.120> the<00:25:07.360> differences<00:25:07.880> between<00:25:08.160> chief<00:25:08.440> growth<00:25:08.760> officer<00:25:09.280> and<00:25:09.440> chief<00:25:09.640> marketing<00:25:10.120> officer<00:25:10.560> and<00:25:10.680> how<00:25:10.800> more,<00:25:11.480> more<00:25:11.680> companies<00:25:12.080> are<00:25:12.200> really

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kind<00:25:12.680> of<00:25:12.800> going<00:25:13.120> more<00:25:13.360> into<00:25:13.600> that<00:25:13.800> growth<00:25:14.160> phase,<00:25:14.440> which<00:25:14.600> I<00:25:14.640> think<00:25:14.840> is,<00:25:15.400> is<00:25:15.640> really<00:25:15.920> great<00:25:16.400> and<00:25:16.520> interesting.

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Um,<00:25:18.080> not<00:25:18.280> that<00:25:18.600> CMO,<00:25:19.800> that's<00:25:20.000> still,<00:25:20.240> I<00:25:20.320> think,<00:25:20.560> a<00:25:20.600> valid<00:25:20.960> title<00:25:21.240> as<00:25:21.360> well,<00:25:21.560> but<00:25:21.760> I'd<00:25:21.880> love<00:25:22.040> to<00:25:22.120> talk<00:25:22.320> to<00:25:22.360> you<00:25:22.440> more<00:25:22.560> about<00:25:22.800> that.

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Absolutely.<00:25:24.000> But<00:25:24.200> thank<00:25:24.480> you,<00:25:24.640> thank<00:25:25.000> you<00:25:25.080> so<00:25:25.280> much<00:25:25.560> for<00:25:25.680> coming<00:25:26.000> on,<00:25:26.400> Susan.

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What<00:25:27.600> a<00:25:27.640> pleasure<00:25:28.320> and<00:25:28.720> let's<00:25:28.880> have<00:25:29.000> you<00:25:29.080> back<00:25:29.280> on<00:25:29.480> seriously.

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I'd<00:25:30.160> love<00:25:30.360> to.<00:25:30.840> I'd<00:25:30.960> love<00:25:31.120> to.<00:25:31.480> It<00:25:31.520> was<00:25:31.640> a<00:25:31.680> great<00:25:31.800> conversation,<00:25:32.360> anytime<00:25:32.720> Clint.

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Thank<00:25:33.200> you.

```