The company that learned to focus

Adam Famularo spent his first six months as CEO of WorkFusion doing almost nothing but talking to customers. He had taken the job in September 2021, fresh off selling erwin Inc., the data governance company he co-founded and ran until Quest Software acquired it. WorkFusion had industry-leading document intelligence technology born out of MIT and no clear idea of who it was for.

"We were across industry, we were across use cases," Famularo said on the CEO.com Podcast. "Being a smaller company, you can't do everything, and you really need to laser-focus the company."

The customer roadshow gave him the answer. The banks getting the most out of WorkFusion's AI weren't treating it as software. They were treating it as part of the team, so Famularo decided to sell it that way. WorkFusion built digital workers, AI employees with names, faces, and specific jobs in sanctions screening, know your customer, and anti-money laundering compliance. "These are hiring a worker that's been trained for the last three, four, five years," he said. The models keep improving through human-in-the-loop feedback, and through a network that lets the digital worker at one bank pass model improvements to her counterpart at another without any customer data changing hands.

The digital workers launched on February 2, 2022. On February 24, Russia invaded Ukraine, and 65% of WorkFusion's personnel were in Belarus and Ukraine.

"Everything went on hold, everything else stopped," Famularo said. "We literally became travel agents for getting people out of Belarus and Ukraine and into safer countries. And taking care of their families, their pets, their friends. Literally, anybody that they were associated with."

It took a couple of months to get people safe. Then he rebuilt the engineering organization from scratch, starting with Hyderabad, where he had built teams at three previous companies and knew exactly which leaders to hire first. That office went from zero to 100 people in 90 days. Ireland followed, seeded by a leader his head of engineering vouched for, with help from the Irish government and from Belarusian engineers who relocated there.

The war also created demand. Sanctions activity exploded, and there was suddenly far more compliance work than there were people to do it. Then ChatGPT arrived and handed the strategy a second tailwind. WorkFusion's customers were already running AI in production, which meant compliance executives could stand in front of their boards and say so while everyone else was still scheduling task forces. Famularo calls it right time, right place, plus a lot of listening to customers.

Focus is the thing he had to learn the hard way. At CA Technologies, where he rose from telesales to become the youngest general manager in company history, he championed a revolutionary approach to packaging applications for the cloud in 2010. He moved fast with a small team and got outmaneuvered by other general managers defending the technology they already owned. He lost those internal battles, left the big-company world for good, and took Clayton Christensen's HBS teaching with him: disrupt yourself, because someone else is already trying to.

CA gave him something else on the way out. When the company divested assets, Famularo partnered with a private equity firm that trusted him enough to fund the purchase. He built erwin around those assets and returned the entire fund. Asked who gave him a chance, he pointed to the CEO and COO who sponsored him to attend Harvard Business School, and to that firm. He now does the same for others. When his CMO retired, he promoted his head of marketing into the role, and he mentors the founders of the nearly ten startups in his angel portfolio.

The conversation on the CEO.com Podcast caught Famularo in the middle of all this, with the pivot made and the market coming to him. The rest has since played out. WorkFusion raised $45 million in September 2025, led by Georgian, a round Famularo invested in himself, on the strength of a client base that had grown to include Raymond James, Deutsche Bank, and Standard Bank. Less than five months later, UiPath acquired the company for approximately $190 million to expand its portfolio of agentic AI solutions for banking and financial services. "Joining UiPath is a moment of validation for the years our team has poured into creating something bold, different, and deeply needed in financial crime compliance," Famularo said in the announcement.

He stayed on as CEO of WorkFusion, now a UiPath company.

00:00:00 Introducing WorkFusion and Digital Workers
00:03:35 The No-Code WorkAI Platform
00:05:22 Building and Training Digital Workers
00:06:59 Focusing Product Development on Financial Crime
00:08:02 A Typical Day as CEO
00:10:31 Navigating Hybrid Work and Office Culture
00:12:33 Lessons on Authentic Leadership
00:14:02 Defining Culture at WorkFusion
00:17:02 Leaders Adam Admires
00:19:42 A Career Failure and Its Lessons
00:21:22 Macro Events and Leading Through Crisis
00:24:49 Building Offices in India and Ireland
00:26:34 Giving and Receiving Career Chances

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Yeah,<00:03:58.956> I<00:03:59.117> imagine<00:03:59.520> that's<00:03:59.746> kind<00:03:59.923> of<00:03:59.987> how<00:04:00.149> you<00:04:00.181> scale<00:04:01.196> and<00:04:02.260> as<00:04:02.421> a<00:04:02.501> company<00:04:02.904> is<00:04:03.049> like<00:04:03.549> right<00:04:03.726> now<00:04:03.920> you're<00:04:04.177> laser-focused<00:04:05.160> and<00:04:05.305> entirely<00:04:05.724> focused<00:04:06.433> on<00:04:06.594> the<00:04:06.691> financial<00:04:07.126> industry,<00:04:08.528> but<00:04:08.850> the<00:04:08.947> technology<00:04:09.769> that<00:04:09.978> you've<00:04:10.236> built<00:04:10.542> here,<00:04:11.122> I<00:04:11.267> imagine,<00:04:11.751> and<00:04:11.847> just<00:04:12.008> like<00:04:12.186> you<00:04:12.250> just<00:04:12.460> said,<00:04:12.638> that<00:04:12.735> is<00:04:12.896> already<00:04:13.366> doing,<00:04:14.353> can<00:04:14.434> be<00:04:14.596> used<00:04:14.854> in<00:04:14.984> any<00:04:15.243> industry.

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That's<00:04:17.039> exactly<00:04:17.573> right.

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So<00:04:18.868> we<00:04:19.029> have<00:04:19.288> some<00:04:19.450> customers<00:04:20.016> ready<00:04:20.259> today<00:04:20.745> in<00:04:20.842> insurance<00:04:21.555> and<00:04:21.784> healthcare<00:04:22.436> that<00:04:22.681> use<00:04:22.926> our<00:04:23.024> software<00:04:23.513> already.

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They<00:04:24.475> built<00:04:24.802> all<00:04:24.965> their<00:04:25.014> own<00:04:25.063> custom<00:04:25.193> digital<00:04:25.324> workers,<00:04:27.542> And<00:04:27.782> for,<00:04:28.103> for<00:04:28.232> my<00:04:28.585> part,<00:04:28.825> my<00:04:28.970> job<00:04:29.162> is<00:04:29.306> to<00:04:29.387> productize,<00:04:30.012> right?

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My<00:04:30.494> job<00:04:30.830> is<00:04:31.055> to<00:04:31.232> be<00:04:31.392> able<00:04:31.536> to<00:04:31.617> make<00:04:31.793> it<00:04:32.018> easier<00:04:32.274> for<00:04:32.419> customers<00:04:32.852> to<00:04:32.996> adopt<00:04:33.381> our<00:04:33.542> technology,<00:04:34.841> to<00:04:35.001> reduce<00:04:35.483> the<00:04:35.627> time<00:04:36.044> to<00:04:36.189> value,<00:04:36.670> right?

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So<00:04:37.392> that's<00:04:38.435> where<00:04:38.547> I'm<00:04:38.771> coming<00:04:39.076> from,<00:04:39.269> and<00:04:39.349> that's<00:04:39.493> why<00:04:39.718> we<00:04:39.878> built<00:04:40.119> our<00:04:40.360> out-of-the-box<00:04:40.937> digital<00:04:41.322> workers.

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But<00:04:42.525> any<00:04:42.702> specific<00:04:43.263> customer<00:04:43.745> can<00:04:43.985> build<00:04:44.450> anything<00:04:44.787> that<00:04:44.948> they<00:04:45.172> desire<00:04:46.295> using<00:04:47.819> our<00:04:48.060> IDP<00:04:48.541> technology<00:04:49.744> with<00:04:50.226> our<00:04:50.546> AI<00:04:50.883> machine<00:04:51.268> learning<00:04:51.589> algorithms.

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So<00:04:52.584> in<00:04:52.712> essence,<00:04:53.193> anything<00:04:54.012> any<00:04:54.236> job<00:04:54.636> form<00:04:55.133> that<00:04:55.293> has<00:04:55.518> to<00:04:55.614> do<00:04:55.758> with<00:04:55.998> reading<00:04:56.255> and<00:04:56.335> deciphering<00:04:56.976> any<00:04:57.136> kind<00:04:57.393> of<00:04:57.521> document<00:04:58.722> and<00:04:58.819> then<00:04:59.059> putting<00:04:59.379> some<00:04:59.604> kind<00:04:59.876> of,<00:05:00.100> uh,<00:05:00.405> an<00:05:00.581> AI<00:05:00.902> algorithm<00:05:01.398> on<00:05:01.543> top<00:05:01.799> of<00:05:01.943> it<00:05:02.087> that<00:05:02.168> can<00:05:02.344> then<00:05:02.568> perform<00:05:02.985> the<00:05:03.129> work<00:05:03.385> on<00:05:03.530> behalf<00:05:03.882> of<00:05:04.010> humans.

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What<00:05:05.773> all<00:05:05.869> goes<00:05:06.189> into<00:05:06.574> building<00:05:07.215> one<00:05:07.327> of<00:05:07.455> your<00:05:07.632> AI<00:05:08.016> workers?

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I<00:05:09.154> see<00:05:09.314> you<00:05:09.378> have<00:05:09.538> like<00:05:09.795> Evelyn<00:05:10.340> and<00:05:10.436> Tara<00:05:10.900> and<00:05:11.077> Kendrick.

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Like,<00:05:12.342> uh,<00:05:12.839> they<00:05:12.903> have<00:05:13.080> names<00:05:13.480> and<00:05:13.544> it's<00:05:14.041> incredible,<00:05:14.826> and<00:05:14.922> they<00:05:15.147> each<00:05:15.307> have<00:05:15.483> their<00:05:15.707> own<00:05:15.884> like<00:05:16.108> very<00:05:16.380> specific,<00:05:17.951> um,<00:05:18.431> role<00:05:18.864> in<00:05:18.992> what<00:05:19.168> they<00:05:19.329> do.

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What<00:05:19.809> all<00:05:19.970> goes<00:05:20.210> into<00:05:20.530> building<00:05:20.931> them?

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So<00:05:22.614> the<00:05:22.774> biggest<00:05:23.031> component<00:05:23.881> is<00:05:24.137> the<00:05:24.377> machine<00:05:24.762> learning<00:05:25.083> algorithm<00:05:25.660> that<00:05:25.884> we<00:05:25.980> need<00:05:26.141> to<00:05:26.285> train<00:05:26.622> to<00:05:26.782> do<00:05:26.942> the<00:05:27.087> work.

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For<00:05:28.289> us,<00:05:28.946> the<00:05:29.090> ones<00:05:29.267> that<00:05:29.427> are<00:05:29.507> packaged<00:05:30.132> up,<00:05:30.629> these<00:05:30.870> are,<00:05:31.190> are<00:05:31.335> like<00:05:31.575> hiring<00:05:31.976> a<00:05:32.056> worker<00:05:32.376> that's<00:05:32.617> been<00:05:32.713> trained<00:05:33.114> for<00:05:33.258> the<00:05:33.354> last<00:05:33.659> 3,<00:05:33.996> 4,<00:05:34.380> 5<00:05:34.701> years.

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So<00:05:36.144> those<00:05:36.400> are<00:05:36.544> trained<00:05:37.186> algorithms<00:05:37.763> that<00:05:38.003> we<00:05:38.147> were<00:05:38.404> able<00:05:38.644> to<00:05:38.805> take<00:05:39.109> from<00:05:39.269> our<00:05:39.446> customers<00:05:39.911> that<00:05:40.007> we<00:05:40.167> have<00:05:40.343> today,<00:05:40.969> compile<00:05:41.434> them<00:05:41.674> together<00:05:42.171> as<00:05:42.411> best<00:05:42.636> practices,<00:05:43.213> and<00:05:43.357> then<00:05:43.453> bring<00:05:43.694> it<00:05:43.838> out<00:05:43.998> to<00:05:44.095> the<00:05:44.175> marketplace.

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We<00:05:45.842> also<00:05:46.002> have<00:05:46.050> something<00:05:46.419> called<00:05:46.643> human-in-the-loop<00:05:47.445> technology<00:05:48.262> that<00:05:48.503> ties<00:05:48.984> in<00:05:49.144> with<00:05:49.304> the<00:05:49.384> humans<00:05:49.769> in<00:05:49.849> the<00:05:49.929> workforce<00:05:50.667> and<00:05:50.747> continues<00:05:51.228> to<00:05:51.388> improve<00:05:51.869> that<00:05:52.029> machine<00:05:52.430> learning<00:05:52.751> model<00:05:53.216> on<00:05:53.328> an<00:05:53.473> ongoing<00:05:53.954> basis.

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Then<00:05:55.383> on<00:05:55.463> the<00:05:55.544> side,<00:05:56.041> we've<00:05:56.266> built<00:05:56.443> this<00:05:56.667> great<00:05:57.149> WorkFusion<00:05:57.791> network,<00:05:58.530> which<00:05:58.754> allows<00:05:59.332> Tara,<00:05:59.798> for<00:05:59.975> example,<00:06:00.408> that<00:06:00.536> might<00:06:00.697> be<00:06:00.842> working<00:06:01.179> in<00:06:01.259> one<00:06:01.500> bank<00:06:02.126> to<00:06:02.527> talk<00:06:02.800> to<00:06:02.945> Tara<00:06:03.266> that's<00:06:03.490> working<00:06:03.812> at<00:06:03.844> another<00:06:04.229> bank<00:06:04.791> and<00:06:04.951> also<00:06:05.272> improve<00:06:05.899> model<00:06:06.236> to<00:06:06.380> model<00:06:06.782> improvements,<00:06:07.905> uh,<00:06:08.002> from<00:06:08.242> one<00:06:08.403> bank<00:06:08.708> to<00:06:08.869> the<00:06:08.901> next.

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So<00:06:10.394> we<00:06:10.474> have<00:06:10.634> this—.

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Fascinating.

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So<00:06:11.373> they<00:06:11.774> communi—<00:06:12.256> they<00:06:12.416> can<00:06:12.641> communicate<00:06:13.219> with<00:06:13.396> each<00:06:13.621> other,<00:06:14.648> um,<00:06:15.611> through<00:06:15.772> that<00:06:15.964> network.

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Uh,<00:06:17.939> and<00:06:18.196> they,<00:06:18.437> they<00:06:18.597> kind<00:06:18.758> of<00:06:18.854> know<00:06:19.159> everything<00:06:19.561> that<00:06:19.705> the<00:06:19.801> other<00:06:19.962> person<00:06:20.909> can<00:06:21.086> tell<00:06:21.391> them<00:06:21.567> and<00:06:21.648> what<00:06:21.792> the<00:06:21.872> other<00:06:22.033> person<00:06:22.290> can<00:06:22.450> do.

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Yeah,<00:06:23.638> what's<00:06:24.039> really<00:06:24.296> important<00:06:24.633> is<00:06:24.761> that<00:06:25.419> we<00:06:25.579> don't<00:06:25.820> share<00:06:26.382> any<00:06:26.767> unique<00:06:27.280> customer<00:06:27.906> data<00:06:29.110> from<00:06:29.414> one<00:06:29.591> bank<00:06:29.832> to<00:06:29.992> another.

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But<00:06:30.778> what<00:06:30.955> we<00:06:31.115> can<00:06:31.420> do<00:06:31.533> is<00:06:31.741> we<00:06:31.837> can<00:06:32.479> share<00:06:32.945> model<00:06:33.362> improvements.

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And<00:06:35.047> that<00:06:35.368> makes<00:06:35.624> a<00:06:35.769> big<00:06:35.993> difference<00:06:36.395> for<00:06:36.651> Evelyn's<00:06:37.357> and<00:06:37.454> Tara's<00:06:37.999> learning<00:06:38.817> and<00:06:38.898> their<00:06:39.058> ability<00:06:39.411> to<00:06:39.540> learn<00:06:39.780> faster<00:06:40.663> from<00:06:40.887> bank<00:06:41.144> to<00:06:41.289> bank.

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And<00:06:42.171> our<00:06:42.267> banks,<00:06:42.749> we<00:06:43.134> usually<00:06:43.712> have<00:06:43.936> them<00:06:44.113> sign<00:06:44.418> up<00:06:44.594> for<00:06:44.706> it.

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They<00:06:44.979> opt<00:06:45.316> into<00:06:45.637> that<00:06:45.958> program.

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And<00:06:46.841> if<00:06:46.937> they<00:06:47.081> decide<00:06:47.386> not<00:06:47.563> to<00:06:47.707> opt<00:06:47.964> in<00:06:48.108> for<00:06:48.188> that<00:06:48.285> program,<00:06:48.766> we<00:06:48.846> just<00:06:49.071> do<00:06:49.231> new<00:06:49.408> releases<00:06:50.194> at<00:06:50.772> But<00:06:50.884> like,<00:06:51.093> we<00:06:51.173> have<00:06:51.318> one<00:06:51.478> coming<00:06:51.800> up<00:06:51.896> at<00:06:51.976> the<00:06:52.137> end<00:06:52.233> of<00:06:52.297> March<00:06:52.940> where<00:06:53.164> we'll<00:06:53.341> be<00:06:53.485> updating<00:06:53.967> Tara<00:06:54.465> and<00:06:54.690> Evelyn<00:06:55.027> and<00:06:55.107> then<00:06:55.268> providing<00:06:55.814> a<00:06:55.830> new<00:06:56.135> machine<00:06:56.472> learning<00:06:56.665> model<00:06:57.355> that<00:06:57.676> companies<00:06:58.078> can<00:06:58.238> adopt.

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How<00:07:00.004> do<00:07:00.085> you<00:07:00.229> decide,<00:07:01.209> given<00:07:01.610> like<00:07:03.039> the,<00:07:03.778> you<00:07:03.874> know,<00:07:04.083> vast<00:07:04.500> array<00:07:04.821> of<00:07:04.982> things<00:07:05.287> that<00:07:05.448> AI<00:07:05.785> can<00:07:06.026> do<00:07:06.732> and<00:07:06.829> the<00:07:06.909> technology<00:07:07.551> that<00:07:07.696> you're<00:07:07.856> dealing<00:07:08.193> with<00:07:08.450> and<00:07:08.916> the<00:07:09.157> use<00:07:09.462> cases<00:07:09.943> that<00:07:10.184> I<00:07:10.281> bet<00:07:10.425> you<00:07:10.522> get<00:07:10.666> approached<00:07:11.084> on<00:07:11.180> every<00:07:11.389> day,<00:07:12.111> how<00:07:12.207> do<00:07:12.272> you<00:07:12.320> decide<00:07:12.609> where<00:07:12.753> to<00:07:12.834> focus<00:07:13.637> your<00:07:13.733> product<00:07:14.215> team<00:07:14.760> and<00:07:14.857> your<00:07:15.017> product<00:07:15.322> development?

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I<00:07:16.864> would<00:07:17.025> tell<00:07:17.330> you,<00:07:17.571> Clint,<00:07:17.812> that<00:07:17.908> was<00:07:18.004> the<00:07:18.133> hardest<00:07:18.390> thing<00:07:18.534> to<00:07:18.631> do<00:07:18.791> at<00:07:18.872> the<00:07:18.952> beginning<00:07:20.237> because<00:07:20.622> we<00:07:20.863> were<00:07:21.185> everywhere.

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We<00:07:22.550> were<00:07:22.662> across<00:07:23.112> industry,<00:07:23.931> we<00:07:24.092> were<00:07:24.236> across<00:07:24.638> use<00:07:24.895> cases,<00:07:25.842> and,<00:07:26.260> you<00:07:26.340> know,<00:07:26.806> being<00:07:27.079> a<00:07:27.143> smaller<00:07:27.930> company,<00:07:28.734> you<00:07:28.830> can't<00:07:29.183> do<00:07:29.376> everything<00:07:29.954> and<00:07:30.099> you<00:07:30.195> really<00:07:30.436> need<00:07:30.597> to<00:07:30.741> laser<00:07:31.079> focus<00:07:31.480> the<00:07:31.625> company.

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And<00:07:32.604> that's<00:07:32.829> what<00:07:32.926> we<00:07:33.086> did.

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So<00:07:33.488> by<00:07:33.648> focusing<00:07:34.435> just<00:07:34.998> on<00:07:35.271> financial<00:07:35.801> crimes,<00:07:36.684> focusing<00:07:37.102> on<00:07:37.262> sanctions<00:07:37.728> screening<00:07:38.370> and<00:07:38.467> KYC<00:07:39.334> and<00:07:39.655> really<00:07:39.832> stopping<00:07:40.314> the<00:07:40.458> bad<00:07:40.699> actors<00:07:41.101> out<00:07:41.278> there,<00:07:42.322> That<00:07:42.626> wound<00:07:42.883> up<00:07:43.044> being<00:07:43.284> the<00:07:43.364> core<00:07:43.669> pivot<00:07:44.006> for<00:07:44.086> the<00:07:44.167> company<00:07:44.568> that<00:07:44.792> we<00:07:44.889> can<00:07:45.193> all<00:07:45.370> rally<00:07:45.755> around<00:07:46.156> as<00:07:46.252> an<00:07:46.332> organization<00:07:47.456> and<00:07:47.616> keep<00:07:47.937> that<00:07:48.161> business<00:07:48.498> focused.

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From<00:07:49.686> the<00:07:49.782> rest<00:07:50.167> of<00:07:50.247> the<00:07:50.343> business,<00:07:50.825> that's<00:07:51.146> where<00:07:51.370> our<00:07:51.547> partnerships<00:07:52.172> come<00:07:52.349> in<00:07:52.429> place,<00:07:52.991> right?

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It's<00:07:53.777> easier<00:07:54.194> for<00:07:54.418> us<00:07:54.595> to<00:07:54.739> set<00:07:54.932> up<00:07:55.076> partners<00:07:55.734> in<00:07:56.023> other<00:07:56.183> industries<00:07:57.017> so<00:07:57.098> that<00:07:57.242> they<00:07:57.467> can<00:07:57.563> go<00:07:57.788> after<00:07:58.108> those<00:07:58.365> industries<00:07:59.151> still<00:07:59.488> leveraging<00:08:00.130> our<00:08:00.371> technology<00:08:01.092> set.

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What<00:08:02.921> does<00:08:03.098> a<00:08:03.162> typical<00:08:03.563> day<00:08:03.804> look<00:08:03.980> like<00:08:04.221> for<00:08:04.365> you?

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A<00:08:06.852> typical<00:08:07.253> day<00:08:07.349> for<00:08:07.510> me?

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When<00:08:09.065> I'm<00:08:09.498> in<00:08:09.674> the<00:08:09.899> US<00:08:10.636> and<00:08:10.684> I'm<00:08:10.877> in<00:08:11.358> my<00:08:11.598> home<00:08:11.903> area,<00:08:12.560> which<00:08:12.784> is<00:08:13.201> New<00:08:13.361> York,<00:08:14.147> I<00:08:14.628> usually<00:08:15.509> wake<00:08:15.750> up<00:08:16.070> fairly<00:08:16.792> early,<00:08:16.968> somewhere<00:08:17.369> between<00:08:17.673> 5:30<00:08:18.331> and<00:08:18.411> 6:00.

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I'll<00:08:20.110> get<00:08:20.270> a<00:08:20.318> little<00:08:20.511> bit<00:08:20.639> of<00:08:20.735> exercise<00:08:21.360> in<00:08:21.537> before<00:08:22.258> I<00:08:22.322> start<00:08:22.643> my<00:08:22.819> routine,<00:08:23.380> helping<00:08:24.647> out<00:08:25.047> with<00:08:25.224> getting<00:08:25.464> the<00:08:25.528> kids<00:08:25.785> to<00:08:25.929> school.

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And<00:08:26.811> then<00:08:26.923> I'll<00:08:27.211> usually<00:08:27.628> be<00:08:27.788> on<00:08:27.885> a<00:08:27.949> train<00:08:28.414> to<00:08:28.830> the<00:08:28.927> city<00:08:29.456> by,<00:08:30.033> you<00:08:30.097> know,<00:08:30.193> 7:15,<00:08:31.059> 7:20<00:08:31.636> or<00:08:31.716> so.

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Then<00:08:33.255> I'll<00:08:34.056> spend<00:08:34.441> a<00:08:34.521> working<00:08:34.842> day<00:08:35.339> in<00:08:35.467> the<00:08:35.547> city,<00:08:35.868> which<00:08:36.028> will<00:08:36.204> probably<00:08:36.525> include<00:08:37.471> a<00:08:37.631> breakfast<00:08:38.048> meeting<00:08:38.272> with<00:08:38.384> a<00:08:38.513> customer,<00:08:39.090> a<00:08:39.330> bunch<00:08:39.571> of<00:08:39.651> meetings<00:08:40.020> in<00:08:40.052> between<00:08:40.517> a<00:08:40.613> lunch<00:08:40.917> meeting<00:08:41.158> with<00:08:41.254> somebody<00:08:41.719> else<00:08:42.040> and<00:08:42.200> then<00:08:42.841> a<00:08:43.018> whole<00:08:43.258> bunch<00:08:43.435> of<00:08:43.579> other<00:08:44.220> meetings,<00:08:44.685> internal,<00:08:45.407> external.

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And<00:08:47.267> then<00:08:48.613> try<00:08:48.966> not<00:08:49.335> to<00:08:49.495> do<00:08:49.656> dinners<00:08:49.976> when<00:08:50.072> I'm<00:08:50.233> home.

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Every<00:08:51.291> now<00:08:51.451> and<00:08:51.531> then<00:08:51.644> I'll<00:08:51.836> do<00:08:51.980> a<00:08:52.077> dinner<00:08:52.317> meeting,<00:08:52.878> but<00:08:52.990> I'll<00:08:53.199> usually<00:08:53.520> try<00:08:53.760> to<00:08:53.840> get<00:08:53.985> home<00:08:54.161> for<00:08:54.241> dinner<00:08:54.482> with<00:08:54.626> the<00:08:54.706> family<00:08:55.059> to<00:08:55.203> have<00:08:55.379> a<00:08:55.444> little<00:08:55.700> bit<00:08:55.828> of<00:08:55.925> balance<00:08:57.127> and<00:08:57.255> then<00:08:57.432> start<00:08:57.752> over<00:08:57.993> the<00:08:58.025> next<00:08:58.330> day.

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When<00:08:59.356> I<00:08:59.436> travel,<00:08:59.853> and<00:08:59.949> I<00:09:00.013> do<00:09:00.173> a<00:09:00.189> lot<00:09:00.430> of<00:09:00.478> travel,<00:09:00.895> especially<00:09:01.536> travel<00:09:01.873> abroad,<00:09:02.963> that's<00:09:03.204> usually<00:09:03.540> when<00:09:03.637> I'll<00:09:03.861> do—<00:09:04.182> I'll<00:09:04.647> also<00:09:04.887> work<00:09:05.128> in<00:09:05.288> like<00:09:05.384> dinner<00:09:05.689> meetings<00:09:06.026> a<00:09:06.106> heck<00:09:06.250> of<00:09:06.346> a<00:09:06.378> lot<00:09:06.587> more.

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I'll<00:09:07.244> use<00:09:07.693> even<00:09:07.853> more<00:09:08.190> of<00:09:08.415> my<00:09:08.591> working<00:09:10.728> time.

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That's<00:09:11.403> a<00:09:11.500> day<00:09:11.660> in<00:09:11.805> the<00:09:11.886> life.

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What<00:09:13.011> had<00:09:13.253> you<00:09:14.057> come<00:09:14.234> back<00:09:14.491> and<00:09:14.555> do<00:09:14.716> it<00:09:14.797> again?

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I<00:09:15.215> mean,<00:09:15.360> you<00:09:15.440> had<00:09:15.585> a<00:09:15.601> very<00:09:15.858> successful<00:09:16.791> exit,<00:09:17.273> it<00:09:17.354> sounds<00:09:17.692> like,<00:09:19.374> with<00:09:19.617> your<00:09:19.714> previous<00:09:20.183> company,<00:09:20.604> Irwin.

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What<00:09:21.833> had<00:09:21.995> you<00:09:23.175> come<00:09:23.353> back<00:09:23.677> and<00:09:23.839> do<00:09:23.984> it<00:09:24.065> all<00:09:24.243> over<00:09:24.470> again?

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So<00:09:25.818> for<00:09:26.286> me,<00:09:27.189> this<00:09:27.367> is<00:09:27.448> what<00:09:27.593> I<00:09:27.674> truly<00:09:28.158> love<00:09:28.497> doing<00:09:29.045> is<00:09:29.304> building<00:09:29.868> businesses.

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In<00:09:31.724> between<00:09:32.370> and<00:09:33.096> actually<00:09:33.338> some<00:09:33.580> of<00:09:33.661> the<00:09:33.741> same<00:09:34.064> time<00:09:34.242> of<00:09:34.403> even<00:09:34.629> Irwin<00:09:34.920> and<00:09:35.034> before,<00:09:35.855> I<00:09:36.003> also<00:09:36.824> am<00:09:37.169> an<00:09:37.267> angel<00:09:37.743> investor<00:09:38.219> in<00:09:38.318> startups.

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I<00:09:38.679> have<00:09:40.349> just<00:09:40.591> under<00:09:40.833> 10<00:09:41.074> companies<00:09:41.574> that<00:09:41.735> I'm<00:09:42.138> invested<00:09:42.702> in<00:09:42.864> and<00:09:43.009> I<00:09:43.170> help<00:09:43.492> work<00:09:43.750> and<00:09:43.831> build<00:09:44.137> those<00:09:44.395> businesses<00:09:45.201> as<00:09:45.426> well.

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For<00:09:47.441> me,<00:09:47.844> I<00:09:48.021> love<00:09:48.198> to<00:09:48.424> own<00:09:48.569> and<00:09:48.730> operate<00:09:49.133> my<00:09:49.311> own<00:09:49.440> business<00:09:49.874> at<00:09:50.019> the<00:09:50.099> same<00:09:50.437> time.

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So<00:09:51.788> I<00:09:52.030> still<00:09:52.352> have<00:09:53.092> plenty<00:09:53.397> of<00:09:53.478> fuel<00:09:53.784> in<00:09:53.816> the<00:09:53.896> tank<00:09:54.282> for<00:09:54.427> me<00:09:54.620> to<00:09:55.505> charge<00:09:55.907> forward<00:09:56.293> and<00:09:56.454> run<00:09:56.680> full-time.

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So<00:09:58.831> for<00:09:58.962> me,<00:09:59.386> this<00:09:59.549> was<00:09:59.646> the<00:09:59.728> most<00:09:59.972> logical<00:10:00.787> transition<00:10:01.358> for<00:10:01.456> me<00:10:01.537> to<00:10:01.668> get<00:10:01.831> into<00:10:02.075> something.

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And<00:10:03.621> at<00:10:03.767> that<00:10:04.027> point,<00:10:05.652> one<00:10:05.798> of<00:10:05.831> the<00:10:05.977> big<00:10:06.123> success<00:10:06.627> points<00:10:06.806> that<00:10:06.936> we<00:10:07.033> had<00:10:07.277> with<00:10:07.440> Irwin<00:10:07.846> was<00:10:08.073> our<00:10:08.106> ability<00:10:08.561> to<00:10:08.740> automate<00:10:08.967> the<00:10:09.000> gathering<00:10:09.227> collection<00:10:09.357> of<00:10:09.422> data<00:10:11.908> And<00:10:12.325> I<00:10:12.710> loved<00:10:13.304> automation<00:10:14.635> and<00:10:14.812> AI.

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I<00:10:15.935> knew<00:10:16.111> that<00:10:16.272> was<00:10:16.400> the<00:10:16.432> next<00:10:16.737> logical<00:10:17.283> transition.

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And<00:10:18.903> when<00:10:19.047> I<00:10:19.144> saw<00:10:19.465> this<00:10:19.625> technology,<00:10:20.203> this<00:10:20.411> was<00:10:20.524> a<00:10:20.572> little<00:10:20.748> bit<00:10:20.893> sooner<00:10:21.229> than<00:10:21.342> I<00:10:21.374> was<00:10:21.534> planning<00:10:21.775> on<00:10:21.855> coming<00:10:22.112> back<00:10:22.336> in.

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But,<00:10:23.941> you<00:10:23.973> know,<00:10:24.101> when<00:10:24.198> the<00:10:24.342> right<00:10:24.599> thing<00:10:24.775> is<00:10:24.920> right<00:10:25.160> there<00:10:25.321> and<00:10:25.465> you<00:10:25.545> see<00:10:25.866> it,<00:10:26.107> you<00:10:26.364> just<00:10:26.604> know<00:10:26.845> it,<00:10:27.005> Clint.

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And<00:10:27.791> I<00:10:28.048> knew<00:10:28.209> this<00:10:28.433> was<00:10:28.545> the<00:10:28.674> right<00:10:28.914> fit<00:10:29.091> for<00:10:29.235> me<00:10:29.396> at<00:10:29.476> the<00:10:29.556> right<00:10:29.717> time.

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How<00:10:31.482> have<00:10:31.802> you<00:10:32.540> figured<00:10:32.925> out<00:10:33.102> the<00:10:33.262> work<00:10:33.503> from<00:10:33.663> home,<00:10:34.065> hybrid<00:10:34.530> work,<00:10:34.947> everybody<00:10:35.332> in<00:10:35.428> the<00:10:35.589> office?

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That<00:10:37.258> whole<00:10:37.419> debate<00:10:37.821> that's<00:10:37.997> going<00:10:38.319> on<00:10:38.704> everywhere<00:10:39.363> in<00:10:39.444> every<00:10:39.765> company<00:10:40.633> in<00:10:40.793> the<00:10:40.874> world?

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And<00:10:42.175> I<00:10:42.336> wish<00:10:42.577> I<00:10:42.657> could<00:10:42.802> say<00:10:43.203> I've<00:10:43.445> landed<00:10:43.782> it.

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I<00:10:44.859> don't<00:10:45.469> know<00:10:45.614> if<00:10:45.790> anybody<00:10:46.417> really<00:10:46.755> landed<00:10:47.156> it.

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I<00:10:48.281> think<00:10:48.458> it<00:10:48.586> is<00:10:48.763> specific<00:10:49.502> to<00:10:50.032> each<00:10:50.209> company.

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Look,<00:10:52.700> there's<00:10:52.941> an<00:10:53.021> interesting<00:10:53.407> component<00:10:53.905> for<00:10:54.371> me<00:10:54.628> and<00:10:54.708> my<00:10:54.885> organization,<00:10:55.592> which<00:10:55.769> is<00:10:56.074> we<00:10:56.235> service<00:10:56.797> financial<00:10:57.215> services<00:10:57.681> companies.

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For<00:10:59.207> the<00:10:59.288> most<00:10:59.609> part,<00:10:59.946> financial<00:11:00.396> services<00:11:00.798> companies<00:11:01.200> have<00:11:01.457> came<00:11:01.698> back<00:11:01.939> full-time.

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So<00:11:03.463> that's<00:11:03.703> made<00:11:03.944> it<00:11:04.088> a<00:11:04.264> little<00:11:04.489> bit<00:11:04.601> easier<00:11:05.065> to<00:11:05.146> get<00:11:05.306> people<00:11:05.787> in<00:11:05.931> the<00:11:06.091> office<00:11:06.347> because<00:11:06.732> we're<00:11:06.892> always<00:11:07.133> out<00:11:07.533> with<00:11:07.694> our<00:11:07.790> customers.

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So<00:11:09.713> it<00:11:09.809> is<00:11:10.258> driving<00:11:10.834> teams<00:11:11.235> back<00:11:11.491> into<00:11:11.716> the<00:11:11.860> office.

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I'm<00:11:13.559> not<00:11:13.783> a<00:11:13.863> person<00:11:14.136> to<00:11:14.216> mandate<00:11:14.680> it.

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That's<00:11:15.642> not<00:11:16.123> my<00:11:16.347> thing.

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Me<00:11:17.902> as<00:11:18.046> a<00:11:18.126> leader,<00:11:18.430> what<00:11:18.527> I<00:11:18.607> figure<00:11:19.007> is<00:11:19.232> I'll<00:11:19.664> lead<00:11:19.889> by<00:11:20.113> example.

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So<00:11:20.866> I'm<00:11:21.091> here,<00:11:21.555> as<00:11:21.651> you<00:11:21.732> can<00:11:21.812> see,<00:11:22.052> I'm<00:11:22.533> in<00:11:22.677> the<00:11:22.997> office<00:11:23.334> today.

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I'm<00:11:24.616> here<00:11:25.417> at<00:11:25.578> least<00:11:25.898> 4<00:11:26.074> to<00:11:26.138> 5<00:11:26.443> days<00:11:26.683> a<00:11:26.763> week<00:11:26.940> when<00:11:27.052> I'm<00:11:27.244> not<00:11:27.420> traveling.

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So<00:11:29.025> I'm<00:11:29.250> here<00:11:29.491> all<00:11:29.652> the<00:11:29.732> time<00:11:30.005> and<00:11:30.086> I<00:11:30.150> figure<00:11:30.391> if<00:11:30.471> I'm<00:11:30.696> here,<00:11:31.339> that<00:11:31.500> will<00:11:31.741> drive<00:11:32.078> and<00:11:32.223> promote<00:11:32.705> others<00:11:33.042> to<00:11:33.444> come<00:11:33.685> in<00:11:33.830> the<00:11:33.990> office<00:11:34.328> as<00:11:34.488> well.

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And<00:11:35.693> then<00:11:35.934> other<00:11:36.159> like<00:11:36.400> little<00:11:36.657> things<00:11:36.963> that<00:11:37.123> we've<00:11:37.300> done<00:11:37.541> to<00:11:37.702> make<00:11:38.023> it,<00:11:38.409> you<00:11:38.505> know,<00:11:38.971> even<00:11:39.309> more<00:11:39.533> friendly,<00:11:40.016> like<00:11:41.060> our<00:11:41.317> team<00:11:41.558> got<00:11:41.735> into<00:11:42.361> playing<00:11:42.683> darts.

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So<00:11:43.165> we<00:11:43.245> installed<00:11:43.582> a<00:11:43.647> dartboard.

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We<00:11:45.189> set<00:11:45.430> up<00:11:45.575> a<00:11:45.591> nice<00:11:45.960> lounge<00:11:46.378> area<00:11:46.860> where<00:11:47.021> people<00:11:47.326> could<00:11:47.407> feel<00:11:47.519> a<00:11:47.535> little<00:11:47.744> bit<00:11:47.889> more<00:11:48.049> comfortable<00:11:48.467> talking<00:11:48.949> and<00:11:49.094> socializing<00:11:49.913> together.

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We<00:11:51.359> moved<00:11:51.536> to<00:11:51.681> a<00:11:51.905> really<00:11:52.227> cool<00:11:52.709> office<00:11:52.966> space<00:11:53.368> that<00:11:53.609> has<00:11:54.812> a<00:11:54.893> couple<00:11:55.213> thousand<00:11:55.630> square<00:11:56.015> feet<00:11:56.399> of<00:11:56.720> outdoor<00:11:57.137> patio<00:11:57.538> space<00:11:58.018> that<00:11:58.243> overlooks<00:11:58.660> Bryant<00:11:59.060> Park<00:11:59.541> in<00:11:59.686> Times<00:12:00.006> Square.

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So<00:12:02.170> yeah,<00:12:02.347> we<00:12:02.443> made<00:12:02.651> it<00:12:02.747> really<00:12:03.004> appealing<00:12:03.533> for<00:12:03.693> people<00:12:03.934> to<00:12:03.966> kind<00:12:04.270> of<00:12:04.334> come<00:12:04.591> back.

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The<00:12:05.392> building<00:12:05.713> that<00:12:05.857> we're<00:12:06.018> in<00:12:06.050> is<00:12:06.178> also<00:12:06.434> building<00:12:06.755> a<00:12:06.819> huge<00:12:07.011> amenity<00:12:07.476> center,<00:12:07.797> including<00:12:08.214> a<00:12:08.342> gym.

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So<00:12:09.785> all<00:12:09.945> of<00:12:10.041> these,<00:12:10.362> I<00:12:10.666> kind<00:12:10.843> of<00:12:10.907> feel<00:12:11.051> like<00:12:11.227> these<00:12:11.468> little<00:12:11.724> things<00:12:12.189> add<00:12:12.430> up<00:12:12.526> to<00:12:12.670> drive<00:12:13.087> people<00:12:13.359> to<00:12:13.472> come<00:12:13.712> back.

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When<00:12:14.770> I<00:12:14.994> built<00:12:15.251> offices<00:12:15.876> outside<00:12:16.373> of<00:12:16.469> New<00:12:16.597> York,<00:12:16.918> like<00:12:17.175> the<00:12:17.479> office<00:12:17.800> in<00:12:18.120> India,<00:12:18.601> the<00:12:18.778> office<00:12:19.643> in<00:12:20.445> Ireland,<00:12:20.942> and<00:12:21.006> our<00:12:21.166> office<00:12:21.503> in<00:12:21.727> Poland,<00:12:22.705> that<00:12:23.009> also,<00:12:23.490> when<00:12:23.667> you're<00:12:23.971> starting<00:12:24.308> up<00:12:24.532> new<00:12:24.773> offices<00:12:25.190> and<00:12:25.254> setting<00:12:25.590> the<00:12:25.751> expectations<00:12:26.200> expectations<00:12:26.556> towards<00:12:26.784> the<00:12:26.881> beginning<00:12:27.465> of<00:12:27.611> people<00:12:27.935> being<00:12:28.179> in<00:12:28.260> the<00:12:28.406> office<00:12:28.665> still<00:12:28.909> tend<00:12:29.152> to<00:12:29.298> be<00:12:29.412> there<00:12:29.639> more<00:12:29.947> often<00:12:30.515> than<00:12:30.677> not.

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What<00:12:33.344> have<00:12:33.392> you<00:12:33.488> learned<00:12:33.729> about<00:12:33.954> leadership<00:12:34.982> in<00:12:35.079> your<00:12:35.304> career?

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And<00:12:36.300> because<00:12:36.541> a<00:12:36.605> lot<00:12:36.782> of<00:12:36.910> what<00:12:37.007> you<00:12:37.087> just<00:12:37.569> talked<00:12:37.826> about<00:12:38.196> is<00:12:38.356> like<00:12:38.694> leadership<00:12:39.320> and<00:12:39.577> you've<00:12:39.802> mentioned<00:12:40.059> like<00:12:40.300> leading<00:12:40.621> by<00:12:40.846> example.

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And<00:12:42.855> but<00:12:42.951> what<00:12:43.080> have<00:12:43.178> you<00:12:43.343> learned?

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Like<00:12:43.920> what<00:12:44.430> makes<00:12:44.842> a<00:12:44.990> great<00:12:45.666> leader?

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That<00:12:48.338> is<00:12:48.565> a<00:12:48.791> deep,<00:12:49.308> deep<00:12:49.615> question.

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And<00:12:51.700> I<00:12:51.716> would<00:12:51.862> say<00:12:52.120> that<00:12:52.363> every<00:12:52.670> leader<00:12:53.332> is<00:12:53.656> a<00:12:53.882> little<00:12:54.221> different<00:12:54.706> as<00:12:54.932> well.

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You<00:12:56.375> know,<00:12:56.487> it's<00:12:56.728> really<00:12:56.984> based<00:12:57.224> upon<00:12:57.785> the<00:12:57.946> environment<00:12:58.507> that<00:12:58.667> you're<00:12:58.971> in<00:12:59.084> and<00:12:59.388> what<00:12:59.612> you<00:12:59.645> need<00:12:59.869> to<00:13:00.029> be<00:13:00.125> able<00:13:00.286> to<00:13:00.494> bring<00:13:00.831> to<00:13:00.991> the<00:13:01.231> equation.

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You<00:13:02.770> know,<00:13:03.379> the<00:13:03.619> one<00:13:03.780> thing<00:13:03.940> I<00:13:04.357> learned,<00:13:04.837> you<00:13:04.917> know,<00:13:05.078> very<00:13:05.478> early<00:13:05.783> on<00:13:06.841> when<00:13:06.937> I<00:13:07.241> went<00:13:07.402> to<00:13:07.786> HBS<00:13:08.524> and<00:13:08.620> I<00:13:08.684> had<00:13:09.004> Bill<00:13:09.229> George<00:13:09.581> as<00:13:09.726> a<00:13:09.790> professor<00:13:10.271> for<00:13:10.447> a<00:13:10.687> period<00:13:11.008> of<00:13:11.088> time,<00:13:12.034> he<00:13:12.130> wrote<00:13:12.290> a<00:13:12.354> great<00:13:12.675> book<00:13:12.915> called<00:13:13.171> True<00:13:13.476> North.

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I'm<00:13:14.694> not<00:13:14.999> sure<00:13:15.095> if<00:13:15.239> you've<00:13:15.399> ever<00:13:15.576> read<00:13:15.800> that<00:13:16.040> one,<00:13:16.297> but<00:13:16.858> it's<00:13:17.082> all<00:13:17.194> about<00:13:17.643> every<00:13:17.964> leader<00:13:18.957> is<00:13:19.166> different.

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Every<00:13:19.823> leader<00:13:20.207> will<00:13:20.288> be<00:13:20.320> successful<00:13:20.864> on<00:13:21.025> their<00:13:21.329> own<00:13:21.506> merit,<00:13:21.826> in<00:13:21.890> their<00:13:22.131> own<00:13:22.387> right,<00:13:22.772> by<00:13:23.028> being<00:13:23.349> who<00:13:23.493> they<00:13:23.733> are<00:13:24.070> and<00:13:24.230> bringing<00:13:24.615> out<00:13:25.000> who<00:13:25.112> they<00:13:25.337> are<00:13:25.658> in<00:13:25.818> their<00:13:25.995> style.

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Don't<00:13:27.520> try<00:13:27.841> to<00:13:28.001> be<00:13:28.081> somebody<00:13:28.627> else.

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Like,<00:13:29.671> you<00:13:29.703> know,<00:13:30.232> Jack<00:13:30.569> Welch<00:13:30.874> was<00:13:31.051> a<00:13:31.067> specific<00:13:31.597> leader<00:13:31.854> of<00:13:32.014> time,<00:13:32.335> fit,<00:13:32.801> purpose<00:13:33.298> for<00:13:33.459> that<00:13:33.860> company<00:13:34.181> and<00:13:34.326> organization.

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But<00:13:35.529> if<00:13:35.610> you<00:13:35.706> plugged<00:13:35.963> him<00:13:36.107> into<00:13:36.412> Apple,<00:13:36.990> that<00:13:37.295> wouldn't<00:13:37.536> have<00:13:37.632> worked.

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Apple<00:13:38.515> would've<00:13:38.836> blown<00:13:39.141> up<00:13:39.382> and<00:13:40.136> never<00:13:40.522> been<00:13:40.762> what<00:13:40.907> it<00:13:41.019> is<00:13:41.244> today.

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Steve<00:13:42.287> Jobs<00:13:42.769> was<00:13:43.074> the<00:13:43.170> perfect<00:13:43.491> fit<00:13:43.812> for<00:13:44.197> Apple<00:13:44.695> at<00:13:44.855> that<00:13:45.096> specific<00:13:46.204> point<00:13:46.461> in<00:13:46.541> time.

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So<00:13:47.809> it's,<00:13:48.387> you<00:13:48.483> know,<00:13:48.692> leadership<00:13:49.655> is<00:13:49.751> something,<00:13:50.474> you<00:13:50.570> know,<00:13:51.019> inherently<00:13:51.742> in<00:13:52.143> a<00:13:52.303> person.

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And<00:13:53.768> I<00:13:53.914> do<00:13:54.093> feel<00:13:54.238> like<00:13:54.498> it<00:13:54.660> needs<00:13:54.968> to<00:13:55.130> be,<00:13:55.552> you<00:13:55.649> know,<00:13:55.860> who<00:13:55.941> that<00:13:56.184> person<00:13:56.508> is<00:13:56.832> at<00:13:56.930> that<00:13:57.075> point<00:13:57.351> in<00:13:57.416> time<00:13:58.145> with<00:13:58.389> the<00:13:58.632> right<00:13:58.875> company<00:13:59.361> that's<00:13:59.669> needed<00:14:00.237> at<00:14:00.334> that<00:14:00.415> point<00:14:00.577> in<00:14:00.610> time.

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How<00:14:02.702> do<00:14:02.784> you<00:14:02.931> define<00:14:03.339> culture<00:14:04.009> within<00:14:04.336> WorkFusion?

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Oh,<00:14:06.562> culture.

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Culture<00:14:08.431> is<00:14:08.576> what<00:14:09.204> really<00:14:09.461> defines<00:14:10.106> the<00:14:10.251> company,<00:14:10.830> right?

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It<00:14:11.217> defines<00:14:11.700> kind<00:14:11.877> of<00:14:11.958> who<00:14:12.183> we<00:14:12.360> are<00:14:13.069> and<00:14:13.166> our<00:14:13.488> expectations<00:14:14.615> of<00:14:14.841> how<00:14:14.937> we<00:14:15.098> perform<00:14:15.501> in<00:14:15.550> the<00:14:15.582> marketplace.

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You<00:14:16.996> know,<00:14:17.324> first<00:14:17.784> and<00:14:17.883> foremost,<00:14:18.833> Everything<00:14:19.171> that<00:14:19.300> I've<00:14:19.396> done<00:14:19.879> with<00:14:20.121> Irwin,<00:14:20.362> I<00:14:20.443> kind<00:14:20.684> of<00:14:20.748> carried<00:14:21.151> over<00:14:21.795> also<00:14:22.197> to<00:14:22.455> WorkFusion.

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And<00:14:23.518> I<00:14:23.566> always<00:14:23.743> put<00:14:23.968> customers<00:14:24.693> really<00:14:25.031> at<00:14:25.353> the<00:14:25.449> heart<00:14:25.691> of<00:14:25.820> everything,<00:14:26.480> right?

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So<00:14:27.204> customer<00:14:27.687> first<00:14:28.251> is<00:14:28.412> like<00:14:28.638> my<00:14:28.736> first<00:14:29.690> kind<00:14:29.804> of<00:14:30.014> cultural<00:14:30.758> core<00:14:31.147> value<00:14:32.474> that<00:14:32.862> I<00:14:33.008> drive<00:14:33.526> everybody<00:14:34.060> to<00:14:35.921> outside<00:14:36.811> of<00:14:37.200> customer<00:14:37.555> first,<00:14:37.959> because<00:14:38.687> I'm<00:14:38.832> doing<00:14:39.074> that<00:14:39.252> when<00:14:39.365> I'm<00:14:39.576> building<00:14:39.899> products,<00:14:40.788> when<00:14:41.111> I<00:14:41.273> am<00:14:41.741> looking<00:14:42.000> at<00:14:42.146> how<00:14:42.243> I'm<00:14:42.388> supporting<00:14:42.970> my<00:14:43.115> customers,<00:14:44.101> I'm<00:14:44.247> looking<00:14:44.570> at<00:14:44.910> how<00:14:45.071> I<00:14:45.152> set<00:14:45.459> up<00:14:45.556> my<00:14:45.718> go-to-market.

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Everything<00:14:47.840> is<00:14:47.953> about,<00:14:48.804> you<00:14:48.836> know,<00:14:49.687> keeping<00:14:50.025> them<00:14:50.587> front<00:14:50.908> and<00:14:50.972> center<00:14:51.390> in<00:14:51.550> what<00:14:51.775> you<00:14:51.872> build<00:14:52.129> and<00:14:52.273> how<00:14:52.514> you<00:14:52.755> build<00:14:53.012> it.

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So<00:14:54.457> that,<00:14:54.747> that's<00:14:55.004> number<00:14:55.325> one.

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From,<00:14:55.951> from<00:14:56.192> there,<00:14:57.011> it<00:14:57.156> then<00:14:57.332> goes<00:14:57.718> in<00:14:58.039> on<00:14:58.280> having<00:14:58.842> a<00:14:59.003> nice<00:14:59.404> positive<00:15:00.962> employee<00:15:01.588> set<00:15:02.070> where<00:15:02.632> I<00:15:02.697> set<00:15:02.954> up<00:15:03.050> an<00:15:03.130> environment<00:15:03.837> where,<00:15:04.399> where<00:15:04.785> our<00:15:04.881> employees<00:15:05.363> feel<00:15:05.572> like<00:15:05.748> they<00:15:05.845> can<00:15:06.150> learn<00:15:06.632> and<00:15:06.808> grow.

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They<00:15:08.880> won't<00:15:09.217> be<00:15:09.362> reprimanded<00:15:09.940> for<00:15:10.085> trying<00:15:10.358> new<00:15:10.582> things.

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Like<00:15:11.080> if<00:15:11.209> you<00:15:11.305> try<00:15:11.482> new<00:15:11.626> things,<00:15:11.899> I'm<00:15:12.108> good<00:15:12.285> if<00:15:12.413> you<00:15:12.494> fail,<00:15:12.847> fail<00:15:13.249> fast,<00:15:13.939> learn<00:15:14.196> from<00:15:14.501> it<00:15:14.678> and<00:15:14.823> move<00:15:15.063> on.

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I<00:15:16.300> highly<00:15:16.750> encourage<00:15:17.168> that.

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I'm<00:15:17.794> very<00:15:18.116> big<00:15:18.292> on<00:15:18.437> learning<00:15:18.774> and<00:15:18.919> education,<00:15:19.899> and<00:15:19.995> I<00:15:20.059> truly<00:15:20.525> believe<00:15:20.782> for<00:15:20.927> you<00:15:21.104> to<00:15:21.650> learn,<00:15:22.806> it's<00:15:23.015> not<00:15:23.192> just<00:15:23.594> learning<00:15:23.979> from<00:15:24.541> your<00:15:24.638> successes,<00:15:25.280> but<00:15:25.425> you<00:15:25.521> actually<00:15:25.843> learn<00:15:26.019> more<00:15:26.244> from<00:15:26.421> your<00:15:26.549> failures.

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So<00:15:27.690> I<00:15:28.011> actually<00:15:28.397> do<00:15:28.574> encourage<00:15:29.280> that.

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I<00:15:29.618> encourage<00:15:30.180> people<00:15:30.582> to<00:15:30.726> try<00:15:30.919> new<00:15:31.144> things,<00:15:31.931> drive<00:15:32.349> new<00:15:32.493> change,<00:15:33.714> and<00:15:33.795> be—<00:15:34.116> it's<00:15:34.341> okay<00:15:34.678> to<00:15:34.774> fail.

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I'm<00:15:35.401> not<00:15:35.562> going<00:15:35.658> to<00:15:35.722> fire<00:15:36.108> you<00:15:36.204> for<00:15:36.365> failing.

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Try<00:15:37.409> to<00:15:37.650> push,<00:15:38.614> push<00:15:38.839> us<00:15:39.497> in<00:15:39.578> a<00:15:39.738> better,<00:15:40.060> more<00:15:40.301> positive<00:15:41.345> place<00:15:41.666> in<00:15:41.746> the<00:15:41.843> marketplace.

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From<00:15:44.313> there,<00:15:45.595> innovation<00:15:46.172> is<00:15:46.252> a<00:15:46.316> big<00:15:46.556> part,<00:15:46.877> you<00:15:46.941> know,<00:15:47.117> especially<00:15:47.582> being<00:15:47.742> a<00:15:47.822> technology<00:15:48.335> company.

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I<00:15:48.960> kind<00:15:49.216> of<00:15:49.280> joke,<00:15:50.482> the<00:15:50.642> only<00:15:50.802> thing,<00:15:51.107> the<00:15:51.139> only<00:15:51.347> group<00:15:51.523> that<00:15:51.587> I<00:15:51.604> don't<00:15:51.764> want<00:15:52.004> innovating<00:15:52.421> is<00:15:52.565> finance<00:15:53.126> because<00:15:53.622> I<00:15:53.750> gotta,<00:15:54.151> you<00:15:54.247> know,<00:15:54.407> finance<00:15:54.872> needs<00:15:54.968> to<00:15:55.032> follow<00:15:55.225> the<00:15:55.305> rules<00:15:55.930> and<00:15:56.250> regulations<00:15:56.971> that<00:15:57.131> are<00:15:57.211> there.

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But,<00:15:59.038> you<00:15:59.086> know,<00:15:59.358> outside<00:15:59.711> of<00:15:59.775> finance,<00:16:00.272> I<00:16:00.336> want<00:16:00.576> everybody<00:16:00.993> innovating.

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It's<00:16:01.682> not<00:16:01.938> just<00:16:02.242> my<00:16:02.419> technology<00:16:03.124> group.

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It's<00:16:04.662> my<00:16:04.822> sales<00:16:05.158> team<00:16:05.335> needs<00:16:05.607> to<00:16:05.703> do<00:16:05.863> things<00:16:06.120> differently.

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My<00:16:06.825> marketing<00:16:07.225> team<00:16:07.530> needs<00:16:07.786> to<00:16:07.930> do<00:16:08.123> things<00:16:08.427> differently.

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My<00:16:08.988> support<00:16:09.452> organization.

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I'm<00:16:10.894> always<00:16:11.087> about,<00:16:11.776> driving<00:16:12.289> new<00:16:12.514> innovation<00:16:13.701> into<00:16:13.958> the<00:16:14.038> marketplace.

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And<00:16:16.107> then<00:16:16.268> I<00:16:16.428> bring<00:16:16.540> it<00:16:16.669> all<00:16:16.749> together,<00:16:17.166> right?

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I,<00:16:17.631> I<00:16:17.727> celebrate<00:16:18.273> it,<00:16:18.594> right?

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So,<00:16:19.476> you<00:16:19.556> know,<00:16:19.797> each<00:16:20.038> quarter<00:16:21.096> we<00:16:21.257> get<00:16:21.497> together<00:16:22.444> and<00:16:22.845> yes,<00:16:23.021> I<00:16:23.166> review<00:16:23.647> how<00:16:23.824> we<00:16:23.904> did<00:16:24.128> financially,<00:16:24.930> how<00:16:25.027> we<00:16:25.107> did<00:16:25.283> against<00:16:25.588> the<00:16:25.668> KPIs<00:16:26.374> that<00:16:26.535> we<00:16:26.615> set<00:16:26.888> as<00:16:27.032> a<00:16:27.096> company.

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But<00:16:28.059> my<00:16:28.139> most<00:16:28.476> favorite<00:16:28.941> part<00:16:29.358> is<00:16:29.519> recognizing<00:16:30.160> the<00:16:30.240> core<00:16:30.481> value<00:16:30.882> awards.

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So<00:16:32.005> what<00:16:32.149> I<00:16:32.246> enable<00:16:32.711> is<00:16:33.288> every<00:16:33.609> single<00:16:34.091> individual<00:16:34.572> contributor<00:16:34.973> in<00:16:35.053> the<00:16:35.133> company<00:16:35.534> can<00:16:35.759> recognize<00:16:36.577> another<00:16:36.978> individual<00:16:37.524> contributor<00:16:38.422> for<00:16:38.743> performing<00:16:39.304> towards<00:16:39.689> the<00:16:39.769> core<00:16:39.946> values<00:16:40.491> that<00:16:40.652> we<00:16:40.748> set.

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And<00:16:41.951> it's<00:16:42.111> great.

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So<00:16:42.913> I<00:16:42.994> get<00:16:43.218> to<00:16:43.378> read<00:16:43.619> all<00:16:43.715> these<00:16:43.940> great<00:16:44.132> stories<00:16:44.678> of<00:16:45.143> people<00:16:45.464> recognizing<00:16:46.041> people<00:16:46.442> across<00:16:47.004> departments.

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And<00:16:48.912> then<00:16:49.025> I<00:16:49.153> give<00:16:49.554> a<00:16:49.586> small<00:16:50.436> award<00:16:51.158> out<00:16:51.479> to<00:16:52.297> probably<00:16:52.522> about<00:16:53.003> 8<00:16:53.163> to<00:16:53.259> 10<00:16:53.500> people<00:16:53.901> per<00:16:54.061> quarter<00:16:55.986> for<00:16:56.307> doing<00:16:56.628> what<00:16:56.852> we<00:16:56.949> expect<00:16:57.414> them<00:16:57.654> to<00:16:57.831> do<00:16:58.553> and<00:16:59.194> really<00:16:59.419> showcasing<00:17:00.157> those<00:17:00.381> core<00:17:00.558> values.

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I<00:17:02.338> know<00:17:02.499> this<00:17:02.723> one<00:17:02.884> might<00:17:03.044> be<00:17:03.509> a<00:17:03.589> bit<00:17:03.702> of<00:17:03.782> an<00:17:03.910> odd<00:17:04.087> question<00:17:04.472> given<00:17:04.712> the<00:17:04.793> state<00:17:05.065> of<00:17:05.129> the<00:17:05.354> world,<00:17:06.674> But<00:17:06.836> who's<00:17:07.095> an<00:17:07.176> example<00:17:08.132> of<00:17:08.245> a<00:17:08.472> leader<00:17:09.282> that<00:17:09.590> you<00:17:09.768> admire?

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Oh,<00:17:13.078> boy.

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I've<00:17:13.996> admired<00:17:14.527> so<00:17:14.785> many<00:17:15.010> leaders<00:17:15.429> as<00:17:15.751> I<00:17:15.831> was<00:17:16.379> kind<00:17:16.636> of<00:17:16.878> growing<00:17:17.345> up<00:17:17.522> into<00:17:18.633> this<00:17:18.810> business.

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You<00:17:20.018> know,<00:17:20.356> early<00:17:20.726> on,<00:17:21.467> it<00:17:21.547> probably<00:17:21.853> started<00:17:22.497> as<00:17:22.594> early<00:17:22.819> as<00:17:22.980> my<00:17:23.093> father,<00:17:23.560> watching<00:17:24.043> my<00:17:24.204> father<00:17:24.606> build<00:17:24.864> and<00:17:25.009> develop,<00:17:25.733> you<00:17:25.765> know,<00:17:25.894> small<00:17:26.281> businesses<00:17:27.488> and<00:17:28.213> be<00:17:28.390> able<00:17:28.535> to<00:17:28.631> take<00:17:28.937> away,<00:17:29.436> you<00:17:29.533> know,<00:17:29.742> his<00:17:30.499> ability<00:17:30.966> to<00:17:31.127> do<00:17:31.223> it<00:17:31.352> all<00:17:31.529> with<00:17:31.626> a<00:17:31.900> smile<00:17:32.419> and<00:17:32.582> make<00:17:32.825> people<00:17:33.069> feel<00:17:33.394> good<00:17:33.881> about<00:17:34.693> purchasing<00:17:35.245> from<00:17:35.488> him<00:17:35.570> and<00:17:35.651> working<00:17:35.748> with<00:17:35.797> him.

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And<00:17:37.966> then<00:17:38.126> from<00:17:38.287> there,<00:17:38.527> as<00:17:38.672> I<00:17:38.688> got<00:17:38.913> into<00:17:39.105> the<00:17:39.186> software<00:17:39.651> industry,<00:17:40.518> I<00:17:40.550> had<00:17:40.695> so<00:17:40.919> many<00:17:41.096> great<00:17:41.337> leaders<00:17:41.738> around<00:17:42.059> me.

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I<00:17:42.525> had<00:17:43.183> a<00:17:43.327> brilliant<00:17:44.226> CEO<00:17:45.816> with<00:17:46.554> John<00:17:46.795> Swainson.

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I<00:17:47.902> had<00:17:48.063> a<00:17:48.079> COO<00:17:48.801> named<00:17:48.962> Mike<00:17:49.187> Christiansen.

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I<00:17:50.150> had<00:17:50.310> an<00:17:50.471> amazing<00:17:51.145> CRO<00:17:51.932> named<00:17:52.413> George<00:17:52.734> Fisher.

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Some<00:17:54.404> really<00:17:54.725> talented<00:17:55.528> people<00:17:55.929> that<00:17:56.427> I<00:17:56.491> was<00:17:56.651> able<00:17:57.229> to<00:17:57.454> pick<00:17:57.775> off<00:17:58.257> some<00:17:58.449> of<00:17:58.514> their<00:17:58.754> real<00:17:58.995> positive<00:17:59.621> attributes<00:18:00.600> and<00:18:00.729> hopefully<00:18:01.082> be<00:18:01.243> able<00:18:01.387> to<00:18:01.644> put<00:18:02.222> some<00:18:02.511> of<00:18:02.591> that<00:18:02.848> to<00:18:02.992> work<00:18:03.249> myself.

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And<00:18:04.661> then<00:18:04.773> during<00:18:04.997> my<00:18:05.157> time<00:18:05.798> at<00:18:06.455> HBS,<00:18:07.176> I<00:18:07.416> also<00:18:07.641> was<00:18:07.801> able<00:18:08.218> to<00:18:08.842> learn<00:18:09.003> from<00:18:09.179> some<00:18:09.563> just<00:18:09.756> amazing<00:18:10.301> humans,<00:18:10.765> from<00:18:11.326> John<00:18:11.582> Kotter<00:18:12.303> to<00:18:12.624> Clay<00:18:12.928> Christensen,<00:18:14.531> Marco<00:18:14.947> Iancidi,<00:18:15.652> who<00:18:15.732> I<00:18:16.213> actually<00:18:16.453> was<00:18:16.613> able,<00:18:16.790> lucky<00:18:17.030> enough,<00:18:17.254> to<00:18:17.431> recruit<00:18:17.735> into<00:18:17.911> my<00:18:18.152> board<00:18:18.456> of<00:18:18.552> this<00:18:18.777> company.

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I've<00:18:20.074> got<00:18:20.299> Geoffrey<00:18:20.619> Moore<00:18:20.876> as<00:18:21.020> another<00:18:21.276> great<00:18:21.661> board<00:18:21.917> member.

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I<00:18:22.510> don't<00:18:22.638> know<00:18:22.718> if<00:18:22.862> you<00:18:22.894> know<00:18:23.263> who<00:18:23.359> he<00:18:23.599> is,<00:18:23.696> but<00:18:23.824> he<00:18:23.920> wrote<00:18:24.080> Crossing<00:18:24.465> the<00:18:24.545> Chasm<00:18:25.602> back<00:18:25.859> in<00:18:25.923> the<00:18:26.019> day.

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Yeah,<00:18:27.605> I've<00:18:28.246> been<00:18:28.390> lucky<00:18:28.647> enough<00:18:28.871> to<00:18:28.967> surround<00:18:29.320> myself<00:18:30.089> by<00:18:30.249> great<00:18:30.569> leaders<00:18:31.050> over<00:18:31.515> the<00:18:31.675> years.

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What<00:18:33.068> did<00:18:33.265> you<00:18:33.429> learn?

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You<00:18:34.265> said<00:18:34.527> a<00:18:34.592> name<00:18:34.920> there<00:18:35.231> that's<00:18:35.428> a<00:18:35.493> hero<00:18:35.903> of<00:18:36.067> mine,<00:18:38.080> Clayton<00:18:38.258> Christensen,<00:18:39.003> who<00:18:40.218> is<00:18:40.623> probably<00:18:40.947> most<00:18:41.336> known<00:18:41.579> for<00:18:41.838> writing<00:18:42.389> Innovator's<00:18:42.875> Dilemma,<00:18:43.539> but<00:18:43.879> my<00:18:44.187> favorite<00:18:44.592> book<00:18:44.916> of<00:18:45.062> his<00:18:45.483> is<00:18:45.629> How<00:18:45.807> Will<00:18:45.953> You<00:18:46.050> Measure<00:18:46.358> Your<00:18:46.601> Life?

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What<00:18:47.593> did<00:18:47.818> you<00:18:48.059> learn<00:18:48.558> from<00:18:49.444> Clayton?

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And<00:18:50.892> I<00:18:50.908> mean,<00:18:51.134> now<00:18:51.278> he's<00:18:51.520> now<00:18:51.697> since<00:18:52.099> passed<00:18:52.357> away,<00:18:52.663> unfortunately,<00:18:53.612> but<00:18:53.838> what<00:18:54.224> did<00:18:54.916> you<00:18:55.061> learn<00:18:55.238> from<00:18:55.399> him?

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Oh<00:18:57.201> man.

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He<00:18:58.272> was<00:18:58.387> the<00:18:58.601> one<00:18:58.865> with<00:18:59.277> Innovator's<00:18:59.771> Dilemma,<00:19:00.183> of<00:19:00.265> course,<00:19:00.538> of<00:19:00.570> course,<00:19:01.243> is<00:19:01.467> his<00:19:01.644> golden<00:19:02.045> book.

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But<00:19:03.247> he<00:19:03.391> was<00:19:03.487> the<00:19:03.551> one<00:19:03.648> that<00:19:03.792> really<00:19:03.968> got<00:19:04.289> me<00:19:04.674> on<00:19:04.930> the,<00:19:05.155> the,<00:19:06.197> you<00:19:06.357> have<00:19:06.533> to<00:19:06.677> disrupt<00:19:07.094> yourself.

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You,<00:19:08.441> you<00:19:08.617> can't<00:19:09.018> wait<00:19:09.258> for<00:19:09.403> somebody<00:19:09.884> else<00:19:10.140> to<00:19:10.300> disrupt<00:19:10.862> you<00:19:11.038> in<00:19:11.118> the<00:19:11.198> marketplace,<00:19:12.224> but<00:19:12.368> you<00:19:12.609> always<00:19:12.865> have<00:19:13.090> to<00:19:13.186> be<00:19:13.410> looking<00:19:13.811> at<00:19:13.907> how<00:19:14.292> you<00:19:14.388> can<00:19:14.549> do<00:19:14.789> things<00:19:15.110> better.

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And<00:19:15.831> look,<00:19:16.216> it's<00:19:16.617> ended<00:19:16.857> up<00:19:16.969> in<00:19:17.033> one<00:19:17.178> of<00:19:17.210> my<00:19:17.338> core<00:19:17.579> values<00:19:17.995> that<00:19:18.156> I've<00:19:18.300> carried<00:19:18.572> along<00:19:18.877> with<00:19:19.101> me<00:19:19.278> around<00:19:19.679> innovation<00:19:20.159> everywhere.

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That<00:19:21.843> is<00:19:22.003> core<00:19:22.388> to<00:19:22.869> Clay's<00:19:23.911> teachings.

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That<00:19:26.075> has<00:19:26.931> definitely<00:19:27.237> got<00:19:27.559> me.

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I<00:19:27.898> mean,<00:19:28.188> even<00:19:28.349> when<00:19:28.526> we<00:19:28.671> were<00:19:29.187> successful<00:19:30.057> and<00:19:30.283> we<00:19:30.380> were<00:19:30.541> flying<00:19:31.186> with<00:19:31.363> Irwin,<00:19:32.153> we<00:19:32.314> were<00:19:32.394> still<00:19:32.781> looking<00:19:33.055> at<00:19:33.200> ways<00:19:33.442> that<00:19:33.587> competitors<00:19:34.167> could<00:19:34.328> beat<00:19:34.570> us<00:19:34.812> and<00:19:34.975> fine-tune<00:19:35.934> our<00:19:36.096> business.

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And<00:19:37.641> we're<00:19:37.803> doing<00:19:38.047> this<00:19:38.226> the<00:19:38.324> same<00:19:38.779> thing<00:19:39.120> here<00:19:39.608> and<00:19:39.689> now.

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I<00:19:42.943> have<00:19:43.056> another<00:19:43.347> question<00:19:43.670> for<00:19:43.832> you.

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Is<00:19:44.235> there<00:19:44.397> a<00:19:44.413> moment<00:19:44.882> where<00:19:45.124> you<00:19:45.544> failed<00:19:46.206> or<00:19:46.335> maybe<00:19:46.674> didn't<00:19:47.482> live<00:19:47.660> up<00:19:47.805> to<00:19:48.031> whatever<00:19:48.613> expectation<00:19:49.323> you'd<00:19:49.501> set<00:19:49.743> for<00:19:49.824> yourself<00:19:51.605> in<00:19:51.833> business<00:19:52.319> or<00:19:52.417> in<00:19:52.514> your<00:19:52.725> career<00:19:53.293> as<00:19:53.552> a<00:19:53.715> leader<00:19:54.445> that<00:19:54.688> became<00:19:55.078> like<00:19:55.240> a<00:19:55.337> catalyst<00:19:55.986> to<00:19:56.230> you<00:19:57.558> changing<00:19:58.522> or<00:19:59.261> understanding<00:20:00.128> something<00:20:00.610> different<00:20:01.092> about<00:20:01.895> what<00:20:02.008> it<00:20:02.136> means<00:20:02.377> to<00:20:02.458> be<00:20:02.554> a<00:20:02.698> leader?

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Yeah,<00:20:04.482> as<00:20:04.626> I<00:20:04.883> mentioned<00:20:05.590> earlier,<00:20:06.168> you<00:20:06.249> know,<00:20:06.345> failures<00:20:07.293> need<00:20:07.454> to<00:20:07.614> be<00:20:07.775> part<00:20:07.952> of<00:20:08.016> who<00:20:08.160> you<00:20:08.337> are,<00:20:08.723> right?

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You<00:20:09.285> can't<00:20:09.526> run<00:20:09.703> away<00:20:09.928> from<00:20:10.104> them.

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You<00:20:10.522> can't<00:20:10.666> hide<00:20:10.907> from<00:20:11.068> them.

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I've<00:20:12.594> had<00:20:12.835> plenty<00:20:13.156> of<00:20:13.237> small<00:20:13.638> failures.

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I've<00:20:14.667> even<00:20:14.859> had<00:20:15.084> some<00:20:15.245> big<00:20:15.486> ones.

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One<00:20:17.574> that<00:20:18.136> pops<00:20:18.458> to<00:20:18.618> memory<00:20:18.988> was<00:20:19.100> probably<00:20:19.438> during<00:20:19.663> my<00:20:19.823> time<00:20:20.386> at<00:20:20.610> CA<00:20:20.932> Technologies.

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I<00:20:21.719> was<00:20:21.831> a<00:20:21.912> general<00:20:22.233> manager<00:20:22.635> running<00:20:22.859> cloud<00:20:23.181> computing<00:20:23.679> back<00:20:24.000> in<00:20:24.418> in<00:20:24.546> 2010,<00:20:25.606> and<00:20:25.686> we<00:20:25.766> had<00:20:25.927> this<00:20:26.248> really<00:20:26.810> big<00:20:27.131> technology<00:20:27.918> idea<00:20:28.480> that<00:20:28.721> would've<00:20:28.978> been<00:20:29.138> completely<00:20:29.700> revolutionary<00:20:30.439> at<00:20:30.567> the<00:20:30.664> time.

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Um,<00:20:31.707> it<00:20:31.756> was<00:20:31.868> about<00:20:32.093> how<00:20:32.334> you<00:20:32.430> package<00:20:32.815> up<00:20:32.976> applications<00:20:33.634> to<00:20:33.859> run<00:20:34.052> in<00:20:34.116> cloud<00:20:34.437> environments,<00:20:35.015> and<00:20:35.465> nobody<00:20:35.866> was<00:20:36.043> doing<00:20:36.428> it.

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Um,<00:20:37.263> it<00:20:37.488> would've<00:20:37.648> been<00:20:37.793> something<00:20:38.210> that<00:20:38.355> we<00:20:38.451> would've<00:20:38.596> been<00:20:38.692> the<00:20:38.837> first<00:20:39.238> at.

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Um,<00:20:40.603> and<00:20:41.004> what<00:20:41.100> I,<00:20:41.325> I,<00:20:41.502> I<00:20:41.582> took<00:20:41.807> for<00:20:41.968> granted<00:20:42.626> was,<00:20:43.348> you<00:20:43.413> know,<00:20:43.509> the<00:20:43.653> politics<00:20:44.312> that<00:20:44.392> you<00:20:44.617> also<00:20:44.858> have<00:20:45.018> to<00:20:45.099> play<00:20:45.355> when<00:20:45.500> you're<00:20:45.661> at<00:20:45.757> a<00:20:45.821> large<00:20:46.078> company.

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Um,<00:20:47.266> I<00:20:47.363> kind<00:20:47.603> of<00:20:47.684> took<00:20:47.925> this<00:20:48.085> idea<00:20:48.551> with<00:20:48.647> a<00:20:48.711> small<00:20:49.032> group<00:20:49.225> of<00:20:49.354> people<00:20:49.932> formulated<00:20:50.574> the<00:20:50.670> cornerstones<00:20:51.537> of<00:20:51.601> the<00:20:51.633> technology,<00:20:52.178> started<00:20:52.499> marching<00:20:53.061> forward<00:20:53.318> as<00:20:53.462> fast<00:20:53.719> as<00:20:53.848> we<00:20:53.944> could.

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And<00:20:54.811> then<00:20:55.067> I<00:20:55.228> wound<00:20:55.485> up<00:20:55.613> getting<00:20:55.870> knocked<00:20:56.255> off<00:20:56.512> by<00:20:56.672> a<00:20:56.736> couple<00:20:56.993> of<00:20:57.138> other<00:20:57.314> general<00:20:57.635> managers<00:20:58.101> that<00:20:58.261> had<00:20:58.438> their<00:20:58.614> view<00:20:58.839> of<00:20:58.983> how<00:20:59.080> they<00:20:59.304> could<00:20:59.401> do<00:20:59.561> it<00:20:59.705> with<00:20:59.802> the<00:20:59.882> technology<00:21:00.428> that<00:21:00.588> they<00:21:00.652> already<00:21:00.925> had<00:21:01.166> in<00:21:01.310> hand.

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Um,<00:21:02.931> and<00:21:03.028> it<00:21:03.092> wound<00:21:03.317> up<00:21:03.413> being<00:21:03.573> some<00:21:03.734> interesting<00:21:04.135> battles<00:21:04.617> I<00:21:04.761> had<00:21:05.002> within<00:21:05.242> the<00:21:05.339> company,<00:21:05.820> and<00:21:05.900> I,<00:21:06.141> I<00:21:06.221> did<00:21:06.366> not<00:21:06.623> win<00:21:06.783> those<00:21:07.024> battles.

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I,<00:21:07.810> I<00:21:07.891> wound<00:21:08.211> up,<00:21:08.934> uh,<00:21:09.174> losing<00:21:09.495> those<00:21:09.672> battles,<00:21:10.057> and<00:21:10.137> it<00:21:10.234> was<00:21:10.282> one<00:21:10.330> of<00:21:10.394> the<00:21:10.474> reasons<00:21:10.795> why<00:21:10.860> I<00:21:10.956> finally<00:21:11.373> said<00:21:11.694> enough<00:21:12.545> at<00:21:12.705> large<00:21:12.962> companies<00:21:13.524> and,<00:21:14.005> and<00:21:14.085> kind<00:21:14.326> of<00:21:14.358> moved<00:21:14.711> on<00:21:14.968> out<00:21:15.129> of<00:21:15.193> that<00:21:15.434> atmosphere.

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But<00:21:17.512> that<00:21:18.726> was<00:21:18.888> definitely<00:21:19.535> a<00:21:19.600> very<00:21:19.778> memorable<00:21:20.409> loss<00:21:20.668> for<00:21:20.895> me.

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I<00:21:22.189> wonder<00:21:22.432> your<00:21:22.513> thoughts,<00:21:22.918> like<00:21:23.096> there's<00:21:23.743> elections<00:21:24.391> in<00:21:24.536> all<00:21:24.650> sorts<00:21:25.038> of<00:21:25.184> countries<00:21:25.750> currently.

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This<00:21:27.787> year<00:21:28.030> is<00:21:28.191> going<00:21:28.288> to<00:21:28.353> be<00:21:28.515> a<00:21:28.596> big<00:21:29.146> election<00:21:29.566> in<00:21:29.647> the<00:21:29.712> United<00:21:29.987> States,<00:21:30.440> obviously.

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I<00:21:32.380> wonder<00:21:32.801> how<00:21:32.963> much<00:21:33.222> time<00:21:33.513> you're<00:21:33.755> thinking<00:21:34.095> about<00:21:36.005> things<00:21:36.249> that<00:21:36.347> are<00:21:36.428> happening<00:21:36.900> outside<00:21:37.323> of<00:21:37.388> your<00:21:37.550> company.

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It<00:21:37.908> seems<00:21:38.201> like<00:21:38.315> CEOs<00:21:38.770> have<00:21:38.949> to<00:21:39.030> do<00:21:39.112> that<00:21:39.356> more<00:21:39.583> and<00:21:39.665> more,<00:21:40.006> right?

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And<00:21:40.413> thinking<00:21:40.576> about<00:21:40.803> the<00:21:40.868> macroeconomic<00:21:41.795> environment,<00:21:42.708> and<00:21:42.804> just<00:21:43.030> the<00:21:43.191> general<00:21:44.092> society<00:21:45.445> and<00:21:45.606> the<00:21:45.702> way<00:21:45.944> it's<00:21:46.169> changing<00:21:46.684> and<00:21:46.813> the<00:21:46.974> rapid<00:21:47.312> change<00:21:47.650> and<00:21:47.779> all<00:21:47.940> that<00:21:48.101> type<00:21:48.294> of<00:21:48.359> stuff.

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What<00:21:49.035> are<00:21:49.083> your<00:21:49.389> thoughts<00:21:49.792> on<00:21:49.888> that?

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One,<00:21:51.241> you<00:21:51.434> having<00:21:51.740> to<00:21:51.820> think<00:21:52.046> about<00:21:52.303> that<00:21:52.609> more<00:21:53.093> as<00:21:53.495> a<00:21:53.576> leader,<00:21:54.542> and<00:21:54.703> two,<00:21:54.880> just<00:21:55.267> what<00:21:55.428> is<00:21:55.508> your<00:21:55.686> general<00:21:56.153> take<00:21:56.475> on<00:21:56.572> the<00:21:56.716> kind<00:21:56.894> of<00:21:56.974> macroeconomic<00:21:57.860> environment<00:21:58.327> out<00:21:58.504> there?

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It's<00:22:01.963> a<00:22:02.044> very<00:22:02.512> deep<00:22:02.932> question,<00:22:03.417> Clint.

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It's<00:22:04.257> something<00:22:04.628> that<00:22:05.113> I<00:22:05.177> will<00:22:05.274> tell<00:22:05.452> you,<00:22:06.970> my<00:22:07.213> last<00:22:07.471> company,<00:22:08.503> we<00:22:08.647> didn't<00:22:08.888> have<00:22:09.129> to<00:22:09.225> do<00:22:09.450> that<00:22:09.627> as<00:22:09.868> much.

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We,<00:22:10.494> we<00:22:10.591> were<00:22:10.735> kind<00:22:10.928> of<00:22:10.992> just<00:22:11.217> laser<00:22:11.538> focused<00:22:11.940> at,<00:22:12.181> at<00:22:12.358> business<00:22:12.679> at<00:22:12.823> hand.

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I<00:22:14.125> will<00:22:14.285> tell<00:22:14.510> you<00:22:14.590> my<00:22:14.767> first<00:22:15.104> awakening<00:22:15.795> here<00:22:17.160> was<00:22:17.401> I<00:22:17.482> mentioned<00:22:17.803> I,<00:22:17.980> I<00:22:18.060> launched<00:22:18.381> my<00:22:19.008> tech,<00:22:19.249> new<00:22:19.409> technology<00:22:19.971> stack.

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I<00:22:20.550> was<00:22:20.774> literally<00:22:21.096> on<00:22:21.192> board<00:22:21.433> for<00:22:21.819> what,<00:22:21.995> 6<00:22:22.381> months,<00:22:22.718> February<00:22:23.136> 2nd,<00:22:23.842> 2022.

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But<00:22:25.770> we<00:22:25.915> came<00:22:26.091> up<00:22:26.172> with<00:22:26.252> the<00:22:26.396> digital<00:22:26.653> workers<00:22:27.055> and<00:22:27.135> launched<00:22:27.360> them<00:22:27.457> in<00:22:27.537> the<00:22:27.617> marketplace.

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And<00:22:28.565> then<00:22:28.902> I'm<00:22:29.304> sure<00:22:29.609> you<00:22:29.721> know,<00:22:30.011> February<00:22:30.589> 24th,<00:22:31.954> you<00:22:32.099> had<00:22:32.211> a<00:22:32.340> Russia-Ukraine<00:22:33.078> war<00:22:33.303> breakout.

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What<00:22:35.084> that<00:22:35.324> meant<00:22:35.565> for<00:22:35.869> us<00:22:36.366> was<00:22:36.607> that<00:22:36.751> we<00:22:36.831> had<00:22:36.927> 65%<00:22:38.354> of<00:22:38.675> our<00:22:38.851> personnel<00:22:39.412> at<00:22:39.492> that<00:22:39.652> point<00:22:40.534> in<00:22:40.694> Belarus<00:22:41.255> and<00:22:41.320> Ukraine.

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So<00:22:43.660> that<00:22:43.884> was<00:22:44.045> a<00:22:44.285> really<00:22:44.622> big<00:22:44.846> hit.

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And<00:22:45.904> it,<00:22:46.129> it,<00:22:46.465> it<00:22:46.786> drove<00:22:47.171> us<00:22:47.571> into,<00:22:49.110> what<00:22:49.254> I,<00:22:49.511> I<00:22:49.735> started<00:22:50.104> talking<00:22:50.328> about<00:22:50.617> was<00:22:51.098> employee-first<00:22:51.980> mentality,<00:22:52.701> which<00:22:52.861> was<00:22:53.422> everything<00:22:53.679> went<00:22:53.839> on<00:22:53.983> hold,<00:22:54.977> everything<00:22:55.282> else<00:22:55.474> stopped.

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And<00:22:56.067> we<00:22:56.147> were<00:22:56.228> about<00:22:56.644> how<00:22:56.885> do<00:22:56.965> we<00:22:57.109> care<00:22:57.350> for<00:22:57.510> our<00:22:57.686> people,<00:22:58.552> right?

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How<00:22:58.969> do<00:22:59.113> we<00:22:59.273> ensure<00:22:59.690> that<00:22:59.834> we,<00:23:00.155> we<00:23:00.315> get<00:23:00.476> our<00:23:00.636> people<00:23:00.973> to<00:23:01.117> safe<00:23:01.389> environments?

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How<00:23:02.175> do<00:23:02.319> we,<00:23:02.736> we<00:23:02.880> literally<00:23:03.201> became<00:23:03.521> travel<00:23:03.922> agents<00:23:04.323> for<00:23:04.419> getting<00:23:04.724> people<00:23:05.204> out<00:23:05.285> of<00:23:05.381> Belarus<00:23:05.862> in<00:23:05.942> Ukraine<00:23:06.746> and<00:23:06.987> into<00:23:07.212> safer<00:23:07.613> countries<00:23:08.658> and<00:23:08.899> taking<00:23:09.220> care<00:23:09.397> of<00:23:09.541> their<00:23:09.702> families,<00:23:10.264> their<00:23:10.505> pets,<00:23:10.923> their<00:23:12.353> friends,<00:23:12.771> and<00:23:13.076> their<00:23:13.237> friends,<00:23:13.896> literally<00:23:14.281> anybody<00:23:14.683> that<00:23:15.342> they<00:23:15.502> were<00:23:15.567> associated<00:23:16.370> with.

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And<00:23:17.575> that<00:23:17.816> went<00:23:17.913> on<00:23:18.138> for<00:23:18.234> a<00:23:18.314> couple<00:23:18.700> of<00:23:18.861> months<00:23:19.134> until<00:23:19.359> we<00:23:19.439> kind<00:23:19.680> of<00:23:19.744> stabilized<00:23:20.965> the<00:23:21.528> people<00:23:22.010> and<00:23:22.154> the<00:23:22.251> employees.

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And<00:23:22.797> then<00:23:22.958> of<00:23:23.054> course,<00:23:23.376> the<00:23:23.456> customers<00:23:24.725> were<00:23:25.143> immediately<00:23:25.625> stable<00:23:26.107> with<00:23:26.252> the<00:23:26.412> employees<00:23:27.055> being<00:23:27.248> stabilized<00:23:28.437> and<00:23:28.517> then<00:23:28.822> building<00:23:29.160> out<00:23:29.321> centers<00:23:29.803> in<00:23:29.947> other<00:23:30.188> locations<00:23:30.670> like<00:23:30.911> Ireland<00:23:31.329> and<00:23:31.474> India.

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So<00:23:33.014> that<00:23:33.335> macro,<00:23:34.377> you<00:23:34.441> know,<00:23:34.553> environmental<00:23:35.660> issue<00:23:36.141> really<00:23:36.461> impacted<00:23:37.023> us<00:23:38.065> and<00:23:38.209> definitely<00:23:38.546> challenged<00:23:39.251> us<00:23:39.428> as<00:23:39.508> a<00:23:39.588> company<00:23:40.005> and<00:23:40.149> me<00:23:40.310> as<00:23:40.470> a<00:23:40.614> leader<00:23:41.817> to<00:23:42.234> ensure<00:23:42.795> that,<00:23:43.196> you<00:23:43.228> know,<00:23:43.420> we<00:23:43.501> were<00:23:43.533> there<00:23:43.837> to<00:23:43.917> kind<00:23:44.062> of<00:23:44.158> help<00:23:44.463> people<00:23:44.799> first<00:23:45.601> and<00:23:45.745> realize<00:23:46.002> that<00:23:46.146> everything<00:23:46.467> else<00:23:46.627> will<00:23:46.724> come<00:23:47.285> afterwards.

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And<00:23:48.247> everything<00:23:48.552> worked<00:23:48.872> out,<00:23:49.129> thankfully.

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And<00:23:50.171> now<00:23:50.412> we're<00:23:50.732> a<00:23:50.796> stronger<00:23:51.213> business<00:23:51.614> from<00:23:51.855> it.

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We're<00:23:52.159> not<00:23:52.400> in<00:23:52.496> any<00:23:52.656> of<00:23:52.801> those<00:23:53.041> regions.

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And,<00:23:54.725> you<00:23:54.757> know,<00:23:54.901> we<00:23:54.981> have<00:23:55.142> a<00:23:55.222> much<00:23:55.543> more<00:23:55.703> stable<00:23:56.168> environment<00:23:56.729> for<00:23:56.906> our<00:23:57.066> customers<00:23:57.563> to<00:23:57.691> be<00:23:57.756> able<00:23:57.932> to<00:23:58.028> grow<00:23:58.573> with<00:23:58.830> us.

00:24:00.594 --> 00:24:06.577
But<00:24:00.754> those<00:24:01.155> macroeconomic<00:24:02.583> climates,<00:24:03.401> you<00:24:03.433> know,<00:24:03.625> you<00:24:03.706> have<00:24:03.882> the,<00:24:04.764> the<00:24:04.844> conflict<00:24:05.326> between<00:24:05.646> Israel<00:24:05.967> and<00:24:06.112> Hamas.

00:24:06.994 --> 00:24:09.865
You<00:24:07.074> have<00:24:07.170> the<00:24:07.250> elections,<00:24:07.715> as<00:24:07.876> you<00:24:07.956> said,<00:24:08.357> you<00:24:08.437> have<00:24:08.533> the<00:24:08.694> inflation<00:24:09.255> challenges.

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You<00:24:10.346> have<00:24:10.619> all<00:24:10.779> of<00:24:10.859> these<00:24:11.180> other<00:24:11.421> challenges<00:24:11.982> that<00:24:12.206> you<00:24:12.303> as<00:24:12.463> a<00:24:12.479> leader<00:24:13.329> need<00:24:13.506> to<00:24:13.666> spend<00:24:13.987> time<00:24:14.468> knowing,<00:24:15.174> understanding,<00:24:16.248> following.

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I<00:24:17.836> don't<00:24:18.141> cross<00:24:18.398> the<00:24:18.542> line<00:24:18.863> and<00:24:18.959> preach.

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I<00:24:19.921> don't<00:24:20.162> go<00:24:20.403> there.

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I<00:24:21.205> don't<00:24:21.509> try<00:24:21.670> to<00:24:21.766> tell<00:24:21.991> people<00:24:22.247> my<00:24:22.552> thoughts<00:24:22.825> or<00:24:22.905> my<00:24:23.049> feelings.

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I<00:24:24.252> try<00:24:24.493> to<00:24:24.589> stay<00:24:24.894> as<00:24:25.118> neutral<00:24:25.696> as<00:24:25.856> I<00:24:26.000> possibly<00:24:26.562> can<00:24:26.754> across<00:24:27.219> the<00:24:27.300> board.

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I<00:24:28.326> spend<00:24:28.808> most<00:24:29.145> of<00:24:29.290> my<00:24:29.450> time<00:24:29.788> just<00:24:30.093> working<00:24:30.366> through<00:24:30.735> what<00:24:30.912> those<00:24:31.152> impacts<00:24:31.939> are<00:24:32.180> to<00:24:32.276> our<00:24:32.501> business<00:24:33.320> and<00:24:33.465> what,<00:24:33.625> if<00:24:33.737> anything,<00:24:34.123> do<00:24:34.267> I<00:24:34.283> need<00:24:34.524> to<00:24:34.605> do<00:24:34.765> to<00:24:34.845> safeguard<00:24:35.664> against<00:24:36.114> them.

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Always<00:24:38.458> with<00:24:38.619> customer<00:24:39.646> still<00:24:40.128> at<00:24:40.224> first<00:24:40.786> in<00:24:41.011> hand,<00:24:41.252> right?

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Which<00:24:41.589> is<00:24:41.991> what<00:24:42.071> do<00:24:42.215> I<00:24:42.231> need<00:24:42.472> to<00:24:42.633> do<00:24:42.858> to<00:24:43.034> build<00:24:43.339> this<00:24:43.500> environment<00:24:44.062> where<00:24:44.110> my<00:24:44.303> customers<00:24:44.865> will<00:24:45.041> prosper<00:24:45.700> no<00:24:46.005> matter<00:24:46.326> what<00:24:46.486> happens<00:24:46.968> to<00:24:47.209> the<00:24:47.514> business<00:24:47.867> around<00:24:48.188> us?

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What<00:24:49.842> had<00:24:49.955> you<00:24:50.083> choose?

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I'm<00:24:50.645> curious,<00:24:50.982> what<00:24:51.063> had<00:24:51.223> you<00:24:51.368> choose<00:24:51.689> Ireland<00:24:52.251> and<00:24:52.427> India?

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So<00:24:55.138> India<00:24:55.458> was<00:24:55.570> a<00:24:55.698> place<00:24:55.955> that<00:24:56.099> I've<00:24:56.339> built<00:24:56.756> in,<00:24:57.253> uh,<00:24:57.477> 3<00:24:57.717> other<00:24:57.861> companies<00:24:58.518> before.

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So<00:24:59.704> specifically<00:25:00.505> Hyderabad,<00:25:01.162> I<00:25:01.242> know<00:25:01.547> really<00:25:01.803> well.

00:25:02.845 --> 00:25:10.551
Whenever<00:25:03.309> you're<00:25:03.405> gonna<00:25:03.646> build<00:25:04.126> any<00:25:04.351> development<00:25:04.831> center<00:25:05.168> that's<00:25:05.648> outside<00:25:06.353> of<00:25:06.754> your<00:25:07.074> direct<00:25:07.571> purview,<00:25:08.292> it's<00:25:08.436> important<00:25:08.789> about,<00:25:09.334> to<00:25:09.430> me,<00:25:09.654> the<00:25:09.734> leaders<00:25:10.215> first.

00:25:11.000 --> 00:25:21.671
So<00:25:11.401> I<00:25:11.497> always<00:25:11.721> hire<00:25:12.057> the<00:25:12.138> leaders<00:25:12.522> first,<00:25:12.843> like<00:25:13.083> the<00:25:13.243> heads<00:25:13.435> of<00:25:13.564> HR,<00:25:13.980> the<00:25:14.140> heads<00:25:14.381> of<00:25:14.525> engineering,<00:25:15.166> the<00:25:15.326> heads<00:25:15.518> of<00:25:15.647> services,<00:25:16.608> whoever<00:25:16.928> the<00:25:17.089> primary<00:25:17.649> leaders<00:25:18.050> are<00:25:18.210> that<00:25:18.370> are<00:25:18.402> gonna<00:25:18.611> be<00:25:18.787> the<00:25:18.947> day-to-day<00:25:19.652> representation<00:25:20.549> of<00:25:20.774> you<00:25:20.966> in<00:25:21.046> that<00:25:21.335> market.

00:25:22.794 --> 00:25:25.122
And<00:25:22.874> for<00:25:23.019> me<00:25:23.581> in<00:25:23.661> Hyderabad,<00:25:24.400> I<00:25:24.464> had<00:25:24.640> those<00:25:24.881> people.

00:25:25.668 --> 00:25:27.065
So<00:25:26.150> I<00:25:26.246> know<00:25:26.487> who<00:25:26.583> they<00:25:26.808> are.

00:25:27.274 --> 00:25:28.574
They've<00:25:27.514> worked<00:25:27.755> for<00:25:27.819> me<00:25:27.932> in<00:25:28.012> the<00:25:28.092> past.

00:25:28.654 --> 00:25:36.377
I<00:25:28.719> was<00:25:28.879> very<00:25:29.280> easy<00:25:29.842> able<00:25:30.099> to<00:25:30.565> pull<00:25:30.677> them<00:25:31.127> into<00:25:31.320> my<00:25:31.528> company,<00:25:32.251> set<00:25:32.572> them<00:25:32.813> up,<00:25:32.973> give<00:25:33.166> them<00:25:33.375> the<00:25:33.471> resources<00:25:34.017> that<00:25:34.193> they<00:25:34.290> need<00:25:34.579> to<00:25:34.755> build<00:25:35.012> and<00:25:35.141> develop<00:25:35.542> out<00:25:35.783> that<00:25:35.879> business.

00:25:36.762 --> 00:25:40.664
We<00:25:36.907> went<00:25:37.003> from<00:25:37.244> 0<00:25:37.581> to<00:25:37.645> 100<00:25:38.047> people<00:25:38.753> in,<00:25:39.235> in<00:25:39.797> literally<00:25:40.070> 90<00:25:40.375> days.

00:25:41.659 --> 00:25:44.886
And<00:25:41.884> it's<00:25:42.045> a<00:25:42.285> very<00:25:42.542> strong<00:25:43.024> now<00:25:43.265> function<00:25:43.971> of<00:25:44.244> our<00:25:44.469> company.

00:25:46.299 --> 00:25:47.503
Ireland<00:25:46.652> was<00:25:46.797> a<00:25:46.861> new<00:25:47.038> one<00:25:47.182> for<00:25:47.295> me.

00:25:48.001 --> 00:25:50.955
I<00:25:48.226> didn't<00:25:48.483> have<00:25:48.740> a<00:25:48.868> development<00:25:49.366> organization<00:25:50.104> in<00:25:50.329> Ireland<00:25:50.731> before.

00:25:51.373 --> 00:26:00.458
But<00:25:51.774> my<00:25:51.999> head<00:25:52.239> of<00:25:53.203> engineering<00:25:54.085> and<00:25:54.262> product<00:25:54.583> management,<00:25:56.012> he<00:25:56.333> had<00:25:56.589> a<00:25:56.734> really<00:25:56.927> strong<00:25:57.777> leader<00:25:58.098> that<00:25:58.500> worked<00:25:58.740> for<00:25:58.901> him<00:25:59.880> in<00:25:59.960> the<00:26:00.041> past.

00:26:00.923 --> 00:26:03.604
So<00:26:01.469> I<00:26:01.565> was<00:26:01.790> able<00:26:02.047> to<00:26:03.010> meet<00:26:03.251> him.

00:26:04.455 --> 00:26:06.172
I<00:26:04.760> got<00:26:05.017> a<00:26:05.097> build<00:26:05.322> confidence<00:26:05.883> in<00:26:06.044> him.

00:26:06.606 --> 00:26:08.949
And<00:26:06.702> then<00:26:06.863> I<00:26:06.943> said,<00:26:07.168> okay,<00:26:07.569> we're<00:26:07.665> going<00:26:07.810> to<00:26:07.890> go<00:26:08.211> all<00:26:08.371> in<00:26:08.548> with<00:26:08.773> you.

00:26:09.511 --> 00:26:11.758
The<00:26:09.736> Irish<00:26:09.993> government<00:26:10.410> is<00:26:10.635> absolutely<00:26:11.020> fantastic.

00:26:12.561 --> 00:26:14.311
They<00:26:12.802> were<00:26:12.946> able<00:26:13.123> to<00:26:13.203> help<00:26:13.428> me<00:26:13.524> get<00:26:13.685> set<00:26:13.990> up.

00:26:14.487 --> 00:26:18.869
We<00:26:14.567> set<00:26:14.792> up<00:26:14.824> our<00:26:15.193> office<00:26:15.450> there<00:26:16.092> and<00:26:16.173> then<00:26:16.333> we<00:26:16.397> were<00:26:16.494> able<00:26:16.718> to<00:26:16.895> build<00:26:17.360> out<00:26:17.537> our<00:26:17.617> first<00:26:17.938> 30,<00:26:18.259> 40<00:26:18.580> people.

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Specifically<00:26:20.444> around<00:26:20.829> engineering,<00:26:21.616> and<00:26:21.873> they<00:26:22.098> were<00:26:22.420> absolutely<00:26:22.757> terrific.

00:26:23.239 --> 00:26:27.769
We<00:26:23.287> were<00:26:23.400> even<00:26:23.576> able<00:26:23.785> to<00:26:23.881> move<00:26:24.122> some<00:26:24.363> of<00:26:24.508> our<00:26:25.167> Belarusian<00:26:25.809> resources<00:26:26.693> into<00:26:26.998> Ireland<00:26:27.416> as<00:26:27.641> well.

00:26:28.765 --> 00:26:33.585
So<00:26:29.022> that<00:26:29.167> helped<00:26:29.424> kind<00:26:29.601> of<00:26:29.729> the<00:26:29.826> learning<00:26:30.147> curve,<00:26:31.496> get<00:26:31.609> up<00:26:31.753> to<00:26:31.834> speed<00:26:32.219> faster<00:26:32.701> on<00:26:32.733> our<00:26:32.878> technology.

00:26:34.870 --> 00:26:43.015
Finally,<00:26:35.288> we<00:26:35.834> end<00:26:35.995> every<00:26:36.236> interview<00:26:37.055> with<00:26:37.199> the<00:26:37.296> same<00:26:37.601> question,<00:26:38.019> and<00:26:38.163> that<00:26:38.324> is<00:26:38.485> at<00:26:38.565> CEO.com,<00:26:39.465> we<00:26:39.609> believe<00:26:39.850> the<00:26:39.947> chances<00:26:40.412> one<00:26:40.589> gives<00:26:41.007> is<00:26:41.135> just<00:26:41.312> as<00:26:41.408> important<00:26:41.778> as<00:26:41.874> the<00:26:41.955> chances<00:26:42.356> one<00:26:42.517> takes.

00:26:43.545 --> 00:26:47.190
And<00:26:43.625> I<00:26:43.722> wonder<00:26:44.043> when<00:26:44.268> you<00:26:44.445> hear<00:26:44.750> that,<00:26:45.071> who<00:26:45.232> gave<00:26:45.489> you<00:26:45.650> a<00:26:45.730> chance<00:26:46.051> to<00:26:46.132> get<00:26:46.292> you<00:26:46.388> to<00:26:46.517> where<00:26:46.677> you<00:26:46.853> are<00:26:47.014> today.

00:26:48.121 --> 00:26:49.982
Oh,<00:26:48.843> I<00:26:48.939> couldn't<00:26:49.180> agree<00:26:49.420> more<00:26:49.597> to<00:26:49.741> that.

00:26:50.607 --> 00:26:52.757
I<00:26:51.265> love<00:26:51.730> giving<00:26:51.971> chances<00:26:52.324> to<00:26:52.532> others.

00:26:53.094 --> 00:26:55.998
And<00:26:53.190> that's,<00:26:53.816> that's<00:26:53.976> one<00:26:54.169> of<00:26:54.393> my<00:26:54.875> proudest<00:26:55.436> moments.

00:26:56.463 --> 00:27:09.425
You<00:26:56.575> know,<00:26:57.105> I<00:26:57.265> had<00:26:57.441> my,<00:26:57.842> my<00:26:58.003> CMO<00:26:59.286> retired<00:26:59.912> from<00:27:00.088> here<00:27:01.115> and<00:27:01.516> I<00:27:01.532> was<00:27:01.677> able<00:27:01.853> to<00:27:02.013> promote<00:27:03.361> head<00:27:03.521> of<00:27:03.618> marketing<00:27:04.324> to<00:27:04.436> be<00:27:04.580> the<00:27:04.676> next<00:27:05.045> CMO<00:27:05.559> and<00:27:05.864> be<00:27:06.168> able<00:27:06.329> to<00:27:06.810> watch<00:27:06.987> her<00:27:07.291> learn<00:27:07.468> and<00:27:07.628> grow<00:27:08.029> into,<00:27:08.751> into<00:27:08.992> that<00:27:09.297> role.

00:27:09.874 --> 00:27:12.585
Did<00:27:10.019> the<00:27:10.371> same<00:27:10.740> thing<00:27:10.901> with<00:27:11.142> our<00:27:11.478> new<00:27:11.703> head<00:27:11.863> of<00:27:11.944> support.

00:27:13.564 --> 00:27:18.620
That's<00:27:14.030> a<00:27:14.126> big<00:27:14.431> part<00:27:15.233> of<00:27:15.490> who<00:27:15.635> I<00:27:15.731> am<00:27:15.875> as<00:27:15.988> a<00:27:16.052> person<00:27:16.517> is<00:27:16.934> developing<00:27:17.496> others<00:27:17.897> around<00:27:18.363> us.

00:27:19.486 --> 00:27:25.858
For<00:27:19.647> me,<00:27:19.968> I<00:27:20.208> had<00:27:20.545> multiple<00:27:22.214> opportunities<00:27:23.450> of<00:27:23.675> learning<00:27:24.060> and<00:27:24.237> growth<00:27:24.959> along<00:27:25.360> my<00:27:25.585> journey.

00:27:25.922 --> 00:27:30.784
My<00:27:26.467> first<00:27:26.869> one<00:27:26.949> was<00:27:27.190> probably<00:27:27.751> when<00:27:27.832> I<00:27:27.928> took<00:27:28.233> over,<00:27:28.971> you<00:27:29.003> know,<00:27:29.115> my<00:27:29.212> first<00:27:29.613> large<00:27:29.918> selling<00:27:30.399> function.

00:27:31.170 --> 00:27:32.791
So<00:27:31.523> I<00:27:31.683> grew<00:27:31.940> up<00:27:32.261> in<00:27:32.341> the<00:27:32.421> sales.

00:27:32.919 --> 00:27:40.254
I<00:27:33.160> started<00:27:33.529> as<00:27:33.689> a<00:27:33.866> telesalesperson<00:27:35.776> and<00:27:36.016> grew<00:27:36.337> up<00:27:36.674> in<00:27:36.915> multiple<00:27:37.316> sales<00:27:37.637> roles<00:27:37.878> until<00:27:38.103> I<00:27:38.199> finally<00:27:38.584> got<00:27:38.825> this<00:27:39.226> this<00:27:39.403> big<00:27:39.627> VP<00:27:40.109> role.

00:27:40.527 --> 00:27:44.958
That<00:27:40.816> was<00:27:41.008> my<00:27:41.153> first<00:27:41.972> big<00:27:42.293> move<00:27:43.481> into<00:27:43.722> leadership<00:27:44.235> and<00:27:44.380> management.

00:27:45.568 --> 00:27:51.556
And<00:27:45.648> then<00:27:45.825> from<00:27:46.066> there,<00:27:46.531> my<00:27:46.868> second<00:27:47.350> big<00:27:47.591> leap<00:27:48.153> was<00:27:48.394> when<00:27:48.554> my<00:27:48.650> CEO<00:27:49.261> and<00:27:49.357> COO<00:27:49.935> sponsored<00:27:50.400> me<00:27:50.481> to<00:27:50.625> go<00:27:50.722> back<00:27:50.962> to<00:27:51.123> HBS.

00:27:51.669 --> 00:27:53.563
You<00:27:51.749> heard<00:27:51.910> me<00:27:52.006> talk<00:27:52.263> about<00:27:52.632> my<00:27:52.728> experience<00:27:53.435> there.

00:27:54.173 --> 00:27:59.664
And<00:27:54.334> when<00:27:54.430> I<00:27:54.494> came<00:27:54.735> back<00:27:55.040> from<00:27:55.217> HBS,<00:27:56.180> they<00:27:56.325> had<00:27:56.806> the<00:27:56.887> confidence<00:27:57.400> in<00:27:57.545> me<00:27:57.625> to<00:27:57.770> give<00:27:57.930> me<00:27:58.027> my<00:27:58.187> first<00:27:58.508> general<00:27:58.894> manager's<00:27:59.536> role.

00:28:00.338 --> 00:28:02.056
And<00:28:00.676> that,<00:28:00.916> that<00:28:01.077> was<00:28:01.254> a<00:28:01.382> big<00:28:01.559> deal<00:28:01.800> for<00:28:01.944> me.

00:28:02.105 --> 00:28:05.171
I<00:28:02.201> was<00:28:02.361> at<00:28:02.506> that<00:28:02.618> point<00:28:02.907> the<00:28:03.309> youngest<00:28:03.710> GM<00:28:04.127> in<00:28:04.288> CA's<00:28:04.754> history.

00:28:06.197 --> 00:28:12.190
And<00:28:06.357> I<00:28:06.373> was<00:28:06.533> able<00:28:06.694> to<00:28:06.838> turn<00:28:07.078> around<00:28:07.415> this,<00:28:07.655> this,<00:28:07.960> this<00:28:08.136> big<00:28:08.440> business<00:28:08.841> unit,<00:28:09.097> which<00:28:09.578> that<00:28:09.674> was<00:28:09.818> my<00:28:09.963> first,<00:28:10.459> you<00:28:10.523> know,<00:28:10.700> big<00:28:10.860> success<00:28:11.501> as<00:28:11.725> a<00:28:11.805> GM.

00:28:13.007 --> 00:28:27.381
And<00:28:13.087> then<00:28:13.328> from<00:28:13.504> there,<00:28:14.449> um,<00:28:14.946> when<00:28:15.507> I,<00:28:15.828> I<00:28:15.908> saw<00:28:16.388> that,<00:28:16.933> um,<00:28:17.510> CA<00:28:17.831> was<00:28:17.991> trying<00:28:18.151> to<00:28:18.231> divest<00:28:18.632> some<00:28:18.872> business<00:28:19.257> assets<00:28:20.218> and<00:28:20.459> I<00:28:20.619> partnered<00:28:21.019> up<00:28:21.100> with<00:28:21.212> a<00:28:21.276> private<00:28:21.660> equity<00:28:21.997> firm,<00:28:22.942> um,<00:28:23.199> and<00:28:23.343> they<00:28:23.519> believed<00:28:23.904> in<00:28:23.952> me<00:28:24.080> to<00:28:24.176> go<00:28:24.385> out<00:28:24.561> there<00:28:24.801> and<00:28:24.945> actually<00:28:25.282> put<00:28:25.458> the<00:28:25.586> money<00:28:25.827> out<00:28:26.067> there<00:28:26.243> to<00:28:26.404> buy<00:28:26.644> those<00:28:26.948> assets.

00:28:27.846 --> 00:28:31.211
And<00:28:27.990> then,<00:28:28.230> uh,<00:28:28.407> I<00:28:28.551> joined<00:28:28.952> full-time<00:28:29.464> as<00:28:29.609> the<00:28:29.689> founder<00:28:30.346> slash<00:28:30.746> CEO.

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And<00:28:32.574> we<00:28:32.735> built<00:28:32.960> this<00:28:33.120> into<00:28:33.297> a<00:28:33.361> very<00:28:33.682> large<00:28:34.003> data<00:28:34.243> governance<00:28:34.580> software<00:28:34.982> company<00:28:35.367> that<00:28:35.479> you<00:28:35.607> referenced<00:28:36.041> earlier<00:28:36.490> called,<00:28:36.907> called<00:28:37.244> Erwin.

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That<00:28:38.432> all<00:28:38.576> started<00:28:38.913> with,<00:28:39.154> with<00:28:39.250> a<00:28:39.379> vision<00:28:39.635> that<00:28:39.796> I<00:28:39.860> had<00:28:40.213> for,<00:28:40.759> for<00:28:40.839> this<00:28:41.064> business.

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And<00:28:42.604> they<00:28:42.765> gave<00:28:43.006> me<00:28:43.086> the<00:28:43.310> opportunity<00:28:43.808> to<00:28:43.888> go<00:28:44.113> out<00:28:44.354> there<00:28:44.546> and,<00:28:44.835> and<00:28:45.011> be<00:28:45.236> a<00:28:45.268> CEO<00:28:46.456> and,<00:28:46.937> and<00:28:47.098> make<00:28:47.258> something.

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And<00:28:47.724> I<00:28:47.820> did,<00:28:48.141> thankfully,<00:28:48.622> and<00:28:49.088> returned<00:28:49.425> the<00:28:49.505> whole<00:28:49.730> fund<00:28:50.147> to<00:28:50.307> the<00:28:50.387> private<00:28:50.708> equity<00:28:50.965> firm.

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And,<00:28:52.393> and<00:28:52.795> everything's<00:28:53.196> been<00:28:53.517> written<00:28:53.918> thereafter.

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So,<00:28:54.977> it's<00:28:55.426> a,<00:28:55.828> it's<00:28:55.988> a,<00:28:56.084> it's<00:28:56.823> a<00:28:56.887> great<00:28:57.272> question<00:28:57.914> and<00:28:58.010> it's<00:28:58.331> a<00:28:58.460> core<00:28:58.877> attribute<00:28:59.294> to<00:28:59.439> kind<00:28:59.616> of<00:28:59.680> who<00:28:59.840> I<00:29:00.017> am<00:29:00.322> now<00:29:00.675> is<00:29:01.382> it's<00:29:01.478> about<00:29:01.783> giving<00:29:02.024> back<00:29:02.281> to<00:29:02.490> others.

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It's<00:29:02.972> whether<00:29:03.710> people<00:29:04.031> that<00:29:04.497> I've<00:29:04.674> invested<00:29:05.139> in<00:29:05.236> their<00:29:05.396> firms<00:29:05.798> and<00:29:05.910> now<00:29:05.974> I'm<00:29:06.183> helping<00:29:06.424> groom<00:29:07.002> them<00:29:07.243> as<00:29:07.339> CEOs,<00:29:08.592> or<00:29:08.993> other<00:29:09.170> people<00:29:09.427> around<00:29:09.812> me<00:29:09.973> that<00:29:10.133> work<00:29:10.358> for<00:29:10.454> me<00:29:10.599> that<00:29:10.775> hopefully<00:29:11.498> I'm<00:29:12.140> putting<00:29:12.365> them<00:29:12.461> in<00:29:12.558> a<00:29:12.622> better<00:29:12.927> place<00:29:13.345> for<00:29:14.131> whatever's<00:29:14.709> next<00:29:14.934> for<00:29:15.031> them<00:29:15.272> in<00:29:15.352> their<00:29:15.577> career.

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That's<00:29:17.118> incredible.

00:29:17.825 --> 00:29:20.859
Adam,<00:29:18.162> thank<00:29:18.403> you<00:29:18.579> so<00:29:18.965> much<00:29:19.446> for<00:29:19.591> taking<00:29:19.912> the<00:29:20.008> time<00:29:20.249> to<00:29:20.394> talk<00:29:20.651> to<00:29:20.731> us.

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Seriously,<00:29:21.373> this<00:29:21.518> has<00:29:21.678> been<00:29:21.919> fantastic.

00:29:23.204 --> 00:29:24.007
You<00:29:23.380> got<00:29:23.621> it,<00:29:23.766> Clint.

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It<00:29:24.344> was<00:29:24.665> a<00:29:24.745> pleasure<00:29:25.066> getting<00:29:25.612> to<00:29:25.709> know<00:29:26.014> you<00:29:26.190> and<00:29:26.657> And<00:29:26.916> I'm<00:29:27.385> looking<00:29:27.563> forward<00:29:27.870> to<00:29:27.967> hearing<00:29:28.209> the<00:29:28.290> podcast<00:29:29.001> and<00:29:29.324> hopefully<00:29:29.599> spending<00:29:29.906> some<00:29:30.068> time<00:29:30.311> with<00:29:30.456> you<00:29:30.553> again<00:29:30.795> soon.

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Hope<00:29:31.943> so<00:29:32.169> too.

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Thank<00:29:32.638> you<00:29:32.671> so<00:29:32.832> much,<00:29:33.059> Adam.