{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":2.46,"endTime":5.07,"body":"Hey there, welcome"},{"speaker":"Matt Wolach","startTime":2.46,"endTime":5.07,"body":"to SaaS-Story in the Making. I"},{"speaker":"Matt Wolach","startTime":5.07,"endTime":7.98,"body":"am Matt, I'm your host, I'm"},{"speaker":"Matt Wolach","startTime":5.07,"endTime":7.98,"body":"really excited that you're here."},{"speaker":"Matt Wolach","startTime":7.98,"endTime":10.74,"body":"Thank you very much for coming."},{"speaker":"Matt Wolach","startTime":7.98,"endTime":10.74,"body":"We are here to help you"},{"speaker":"Matt Wolach","startTime":10.74,"endTime":13.98,"body":"accelerate your business. We"},{"speaker":"Matt Wolach","startTime":10.74,"endTime":13.98,"body":"want to help your software"},{"speaker":"Matt Wolach","startTime":13.98,"endTime":16.86,"body":"company grow and scale and get"},{"speaker":"Matt Wolach","startTime":13.98,"endTime":16.86,"body":"to all those amazing goals and"},{"speaker":"Matt Wolach","startTime":16.86,"endTime":19.02,"body":"dreams that you've always wished"},{"speaker":"Matt Wolach","startTime":16.86,"endTime":19.02,"body":"for. So that's what we're here"},{"speaker":"Matt Wolach","startTime":19.02,"endTime":21.42,"body":"to do. If you've never been"},{"speaker":"Matt Wolach","startTime":19.02,"endTime":21.42,"body":"here, definitely subscribe to"},{"speaker":"Matt Wolach","startTime":21.42,"endTime":23.34,"body":"the show, hit that subscribe"},{"speaker":"Matt Wolach","startTime":21.42,"endTime":23.34,"body":"button. That way you're going to"},{"speaker":"Matt Wolach","startTime":23.34,"endTime":26.67,"body":"get all the updates on when we"},{"speaker":"Matt Wolach","startTime":23.34,"endTime":26.67,"body":"have new, amazing leaders and"},{"speaker":"Matt Wolach","startTime":26.67,"endTime":28.83,"body":"innovators for you. They're"},{"speaker":"Matt Wolach","startTime":26.67,"endTime":28.83,"body":"going to share all their best"},{"speaker":"Matt Wolach","startTime":28.83,"endTime":33.84,"body":"tips and wisdom. Just like our"},{"speaker":"Matt Wolach","startTime":28.83,"endTime":33.84,"body":"leader today. I am super, super"},{"speaker":"Matt Wolach","startTime":33.84,"endTime":36.87,"body":"glad to be joined by Robin"},{"speaker":"Matt Wolach","startTime":33.84,"endTime":36.87,"body":"Singhvi Robin, how you doing?"},{"speaker":"Matt Wolach","startTime":37.83,"endTime":40.14,"body":"Hey, Matt, I'm good. How are"},{"speaker":"Matt Wolach","startTime":37.83,"endTime":40.14,"body":"you? Thanks for having me."},{"speaker":"Matt Wolach","startTime":40.77,"endTime":44.52,"body":"Absolutely. Thank you very much"},{"speaker":"Matt Wolach","startTime":40.77,"endTime":44.52,"body":"for coming. Let me let me share"},{"speaker":"Matt Wolach","startTime":44.52,"endTime":47.22,"body":"a little bit about who you are"},{"speaker":"Matt Wolach","startTime":44.52,"endTime":47.22,"body":"Robin, so everybody knows. So"},{"speaker":"Matt Wolach","startTime":47.22,"endTime":50.19,"body":"Robin is the CEO and co founder"},{"speaker":"Matt Wolach","startTime":47.22,"endTime":50.19,"body":"at Smart Q and smart Q helps"},{"speaker":"Matt Wolach","startTime":50.19,"endTime":53.76,"body":"sales teams build a library of"},{"speaker":"Matt Wolach","startTime":50.19,"endTime":53.76,"body":"personalized product demos for"},{"speaker":"Matt Wolach","startTime":53.76,"endTime":57.39,"body":"any buyer persona, and deliver"},{"speaker":"Matt Wolach","startTime":53.76,"endTime":57.39,"body":"demos that are contextual, that"},{"speaker":"Matt Wolach","startTime":57.39,"endTime":60.42,"body":"help them close deals faster. As"},{"speaker":"Matt Wolach","startTime":57.39,"endTime":60.42,"body":"you guys know, if you've"},{"speaker":"Matt Wolach","startTime":60.42,"endTime":63.03,"body":"followed me for any length of"},{"speaker":"Matt Wolach","startTime":60.42,"endTime":63.03,"body":"time, you know, I love demos and"},{"speaker":"Matt Wolach","startTime":63.03,"endTime":66.27,"body":"the sales process around demos."},{"speaker":"Matt Wolach","startTime":63.03,"endTime":66.27,"body":"So I'm super excited to talk to"},{"speaker":"Matt Wolach","startTime":66.27,"endTime":69.39,"body":"Robin and learn about his"},{"speaker":"Matt Wolach","startTime":66.27,"endTime":69.39,"body":"insights there. Robin has spent"},{"speaker":"Matt Wolach","startTime":69.39,"endTime":74.13,"body":"over a decade in the b2b SaaS"},{"speaker":"Matt Wolach","startTime":69.39,"endTime":74.13,"body":"space. He's done it as a sales"},{"speaker":"Matt Wolach","startTime":74.13,"endTime":76.71,"body":"and Solutioning leader playing"},{"speaker":"Matt Wolach","startTime":74.13,"endTime":76.71,"body":"the quarterback between sales"},{"speaker":"Matt Wolach","startTime":76.71,"endTime":79.65,"body":"and product teams to develop and"},{"speaker":"Matt Wolach","startTime":76.71,"endTime":79.65,"body":"execute the best solutions for"},{"speaker":"Matt Wolach","startTime":79.65,"endTime":83.58,"body":"customers and key stakeholders."},{"speaker":"Matt Wolach","startTime":79.65,"endTime":83.58,"body":"So he absolutely knows his stuff"},{"speaker":"Matt Wolach","startTime":83.58,"endTime":86.16,"body":"in this area. Once again, Robin,"},{"speaker":"Matt Wolach","startTime":83.58,"endTime":86.16,"body":"thanks for coming on the show."},{"speaker":"Matt Wolach","startTime":87.06,"endTime":91.35,"body":"I'm glad to be here, Matt. Oh,"},{"speaker":"Matt Wolach","startTime":87.06,"endTime":91.35,"body":"I'm super glad to have you here."},{"speaker":"Matt Wolach","startTime":91.35,"endTime":93.9,"body":"So tell me a little bit about"},{"speaker":"Matt Wolach","startTime":91.35,"endTime":93.9,"body":"what you've been doing lately."},{"speaker":"Matt Wolach","startTime":93.9,"endTime":95.61,"body":"It's smart. Q And what's coming"},{"speaker":"Matt Wolach","startTime":93.9,"endTime":95.61,"body":"up for you guys?"},{"speaker":"Robin Singhvi","startTime":96.66,"endTime":99.33,"body":"Oh, yeah. So lots"},{"speaker":"Robin Singhvi","startTime":96.66,"endTime":99.33,"body":"of things happening in smart Q"},{"speaker":"Robin Singhvi","startTime":99.33,"endTime":102.87,"body":"Right. So we're growing really"},{"speaker":"Robin Singhvi","startTime":99.33,"endTime":102.87,"body":"fast, both from a customer"},{"speaker":"Robin Singhvi","startTime":102.87,"endTime":106.74,"body":"standpoint, and from an employee"},{"speaker":"Robin Singhvi","startTime":102.87,"endTime":106.74,"body":"standpoint. You know, we"},{"speaker":"Robin Singhvi","startTime":106.74,"endTime":110.79,"body":"launched smart Q officially to"},{"speaker":"Robin Singhvi","startTime":106.74,"endTime":110.79,"body":"the general public in September,"},{"speaker":"Robin Singhvi","startTime":111.21,"endTime":114.48,"body":"this past September, and we"},{"speaker":"Robin Singhvi","startTime":111.21,"endTime":114.48,"body":"launched our Product Hunt. And"},{"speaker":"Robin Singhvi","startTime":114.48,"endTime":117.72,"body":"we were really pumped and"},{"speaker":"Robin Singhvi","startTime":114.48,"endTime":117.72,"body":"humbled to actually be product"},{"speaker":"Robin Singhvi","startTime":117.72,"endTime":121.68,"body":"of the day, which was congrats."},{"speaker":"Robin Singhvi","startTime":117.72,"endTime":121.68,"body":"Thank you. Yeah, which was kind"},{"speaker":"Robin Singhvi","startTime":121.68,"endTime":126.0,"body":"of, you know, a bucket list item"},{"speaker":"Robin Singhvi","startTime":121.68,"endTime":126.0,"body":"for me since 2014. When I joined"},{"speaker":"Robin Singhvi","startTime":126.0,"endTime":128.82,"body":"Product Hunt, I was one of those"},{"speaker":"Robin Singhvi","startTime":126.0,"endTime":128.82,"body":"geeks who like joined earlier"},{"speaker":"Robin Singhvi","startTime":128.82,"endTime":131.7,"body":"Leon and used to look at product"},{"speaker":"Robin Singhvi","startTime":128.82,"endTime":131.7,"body":"and be like, Man, it would be"},{"speaker":"Robin Singhvi","startTime":131.7,"endTime":136.47,"body":"cool to one day be working at a"},{"speaker":"Robin Singhvi","startTime":131.7,"endTime":136.47,"body":"company that you know, lists on"},{"speaker":"Robin Singhvi","startTime":136.47,"endTime":140.1,"body":"Product Hunt. And you know, what"},{"speaker":"Robin Singhvi","startTime":136.47,"endTime":140.1,"body":"do you know, right? Dreams do"},{"speaker":"Robin Singhvi","startTime":140.1,"endTime":142.95,"body":"come true. Didn't I didn't just"},{"speaker":"Robin Singhvi","startTime":140.1,"endTime":142.95,"body":"work at a company. But I was"},{"speaker":"Robin Singhvi","startTime":142.95,"endTime":145.98,"body":"founder of a company that listed"},{"speaker":"Robin Singhvi","startTime":142.95,"endTime":145.98,"body":"on Product Hunt. And we hit"},{"speaker":"Robin Singhvi","startTime":145.98,"endTime":149.34,"body":"product of the product of the"},{"speaker":"Robin Singhvi","startTime":145.98,"endTime":149.34,"body":"day. So So yeah, you know, it"},{"speaker":"Robin Singhvi","startTime":149.34,"endTime":150.18,"body":"was it was great."},{"speaker":"Robin Singhvi","startTime":151.23,"endTime":154.35,"body":"But you know, from a business"},{"speaker":"Robin Singhvi","startTime":151.23,"endTime":154.35,"body":"standpoint, we signed on a bunch"},{"speaker":"Robin Singhvi","startTime":154.35,"endTime":158.49,"body":"of new clients since our launch,"},{"speaker":"Robin Singhvi","startTime":154.35,"endTime":158.49,"body":"and are reading some amazing"},{"speaker":"Robin Singhvi","startTime":158.49,"endTime":161.61,"body":"stuff for even from a product"},{"speaker":"Robin Singhvi","startTime":158.49,"endTime":161.61,"body":"perspective next year. So we're"},{"speaker":"Robin Singhvi","startTime":161.61,"endTime":165.93,"body":"building out functionality to"},{"speaker":"Robin Singhvi","startTime":161.61,"endTime":165.93,"body":"focus on making a sales reps"},{"speaker":"Robin Singhvi","startTime":165.93,"endTime":168.72,"body":"life easier, right, more"},{"speaker":"Robin Singhvi","startTime":165.93,"endTime":168.72,"body":"efficient. And of course, the"},{"speaker":"Robin Singhvi","startTime":168.72,"endTime":173.49,"body":"eventual goal of any sales tech"},{"speaker":"Robin Singhvi","startTime":168.72,"endTime":173.49,"body":"solution needs to be to help"},{"speaker":"Robin Singhvi","startTime":173.7,"endTime":176.91,"body":"sales teams close deals faster,"},{"speaker":"Robin Singhvi","startTime":173.7,"endTime":176.91,"body":"right, without a steep learning"},{"speaker":"Robin Singhvi","startTime":176.91,"endTime":181.35,"body":"curve. And ideally, by fitting"},{"speaker":"Robin Singhvi","startTime":176.91,"endTime":181.35,"body":"into a sales team's existing"},{"speaker":"Robin Singhvi","startTime":181.35,"endTime":185.49,"body":"workflow, as opposed to forcing"},{"speaker":"Robin Singhvi","startTime":181.35,"endTime":185.49,"body":"them to relearn things or you"},{"speaker":"Robin Singhvi","startTime":185.49,"endTime":189.48,"body":"know, throwing new tools at them"},{"speaker":"Robin Singhvi","startTime":185.49,"endTime":189.48,"body":"that they need to sort of adopt,"},{"speaker":"Robin Singhvi","startTime":189.48,"endTime":193.14,"body":"and then hope that it will help"},{"speaker":"Robin Singhvi","startTime":189.48,"endTime":193.14,"body":"them sort of, you know, sell"},{"speaker":"Robin Singhvi","startTime":193.14,"endTime":197.85,"body":"better. I love it. And first of"},{"speaker":"Robin Singhvi","startTime":193.14,"endTime":197.85,"body":"all, it was a very cool thing to"},{"speaker":"Robin Singhvi","startTime":197.85,"endTime":201.12,"body":"have that dream eight years ago,"},{"speaker":"Robin Singhvi","startTime":197.85,"endTime":201.12,"body":"and to see that and to say, Hey,"},{"speaker":"Robin Singhvi","startTime":201.12,"endTime":205.02,"body":"this is something I want. And"},{"speaker":"Robin Singhvi","startTime":201.12,"endTime":205.02,"body":"then to go out and manifest it"},{"speaker":"Robin Singhvi","startTime":205.02,"endTime":208.17,"body":"and make it happen and take the"},{"speaker":"Robin Singhvi","startTime":205.02,"endTime":208.17,"body":"steps. What were some of those"},{"speaker":"Robin Singhvi","startTime":208.17,"endTime":211.38,"body":"steps that you took to say,"},{"speaker":"Robin Singhvi","startTime":208.17,"endTime":211.38,"body":"Okay, if that's what I want, how"},{"speaker":"Robin Singhvi","startTime":211.38,"endTime":215.22,"body":"can I not just hope and cross my"},{"speaker":"Robin Singhvi","startTime":211.38,"endTime":215.22,"body":"fingers and think that that's"},{"speaker":"Robin Singhvi","startTime":215.22,"endTime":219.33,"body":"going to work? What can I do to"},{"speaker":"Robin Singhvi","startTime":215.22,"endTime":219.33,"body":"actually live that dream? What"},{"speaker":"Robin Singhvi","startTime":219.33,"endTime":225.0,"body":"did you do? Yeah. So you know,"},{"speaker":"Robin Singhvi","startTime":219.33,"endTime":225.0,"body":"the funny part is that a lot of"},{"speaker":"Robin Singhvi","startTime":225.0,"endTime":228.21,"body":"people reached out to me after"},{"speaker":"Robin Singhvi","startTime":225.0,"endTime":228.21,"body":"we launched, it had product with"},{"speaker":"Robin Singhvi","startTime":228.21,"endTime":230.7,"body":"the danger like, oh, man, can"},{"speaker":"Robin Singhvi","startTime":228.21,"endTime":230.7,"body":"you connect us to your marketing"},{"speaker":"Robin Singhvi","startTime":230.7,"endTime":233.31,"body":"team? And I was like, well,"},{"speaker":"Robin Singhvi","startTime":230.7,"endTime":233.31,"body":"you're looking at it."},{"speaker":"Robin Singhvi","startTime":235.2,"endTime":240.33,"body":"Love it? Because? Because yeah,"},{"speaker":"Robin Singhvi","startTime":235.2,"endTime":240.33,"body":"it was it was it was me a couple"},{"speaker":"Robin Singhvi","startTime":240.33,"endTime":243.69,"body":"of folks in my dev team or my"},{"speaker":"Robin Singhvi","startTime":240.33,"endTime":243.69,"body":"engineering team and a couple of"},{"speaker":"Robin Singhvi","startTime":243.69,"endTime":247.05,"body":"interns. And we're like,"},{"speaker":"Robin Singhvi","startTime":243.69,"endTime":247.05,"body":"Alright, man, we got to make"},{"speaker":"Robin Singhvi","startTime":247.05,"endTime":251.28,"body":"this happen. Right. And it"},{"speaker":"Robin Singhvi","startTime":247.05,"endTime":251.28,"body":"always helps when, when you're"},{"speaker":"Robin Singhvi","startTime":251.28,"endTime":254.4,"body":"surrounded by like minded folks"},{"speaker":"Robin Singhvi","startTime":251.28,"endTime":254.4,"body":"who are like, very excited by"},{"speaker":"Robin Singhvi","startTime":254.4,"endTime":258.03,"body":"that common goal. So everyone"},{"speaker":"Robin Singhvi","startTime":254.4,"endTime":258.03,"body":"was like product. Oh, my God,"},{"speaker":"Robin Singhvi","startTime":258.03,"endTime":261.21,"body":"that would be cool, right? Even"},{"speaker":"Robin Singhvi","startTime":258.03,"endTime":261.21,"body":"even the interns are like, Oh my"},{"speaker":"Robin Singhvi","startTime":261.21,"endTime":264.42,"body":"God, if I can put on my resume"},{"speaker":"Robin Singhvi","startTime":261.21,"endTime":264.42,"body":"that I worked at this company,"},{"speaker":"Robin Singhvi","startTime":264.42,"endTime":267.63,"body":"and we hit product product of"},{"speaker":"Robin Singhvi","startTime":264.42,"endTime":267.63,"body":"the day, you know, that would"},{"speaker":"Robin Singhvi","startTime":267.63,"endTime":272.34,"body":"just be you know, huge bragging"},{"speaker":"Robin Singhvi","startTime":267.63,"endTime":272.34,"body":"rights, right? For sure. So"},{"speaker":"Robin Singhvi","startTime":272.34,"endTime":275.25,"body":"anyways, like having that common"},{"speaker":"Robin Singhvi","startTime":272.34,"endTime":275.25,"body":"goal that everyone was working"},{"speaker":"Robin Singhvi","startTime":275.25,"endTime":278.73,"body":"towards was was very, very, very"},{"speaker":"Robin Singhvi","startTime":275.25,"endTime":278.73,"body":"important. And then of course,"},{"speaker":"Robin Singhvi","startTime":278.73,"endTime":281.94,"body":"we did a lot of tactical stuff"},{"speaker":"Robin Singhvi","startTime":278.73,"endTime":281.94,"body":"like, you know, put together a"},{"speaker":"Robin Singhvi","startTime":281.94,"endTime":286.44,"body":"template, you know, listed down"},{"speaker":"Robin Singhvi","startTime":281.94,"endTime":286.44,"body":"down to the last detail of like,"},{"speaker":"Robin Singhvi","startTime":286.56,"endTime":291.66,"body":"which channel which individual"},{"speaker":"Robin Singhvi","startTime":286.56,"endTime":291.66,"body":"and who is the owner of reaching"},{"speaker":"Robin Singhvi","startTime":291.66,"endTime":294.96,"body":"out and ensuring that this"},{"speaker":"Robin Singhvi","startTime":291.66,"endTime":294.96,"body":"individual is aware is made"},{"speaker":"Robin Singhvi","startTime":294.96,"endTime":298.68,"body":"aware that we're launching and"},{"speaker":"Robin Singhvi","startTime":294.96,"endTime":298.68,"body":"the things that they need to do,"},{"speaker":"Robin Singhvi","startTime":298.92,"endTime":299.4,"body":"right"},{"speaker":"Robin Singhvi","startTime":300.0,"endTime":302.31,"body":"What are going to be your email"},{"speaker":"Robin Singhvi","startTime":300.0,"endTime":302.31,"body":"templates? What are going to be"},{"speaker":"Robin Singhvi","startTime":302.31,"endTime":305.34,"body":"your watsapp? Templates? What"},{"speaker":"Robin Singhvi","startTime":302.31,"endTime":305.34,"body":"are going to be our LinkedIn"},{"speaker":"Robin Singhvi","startTime":305.55,"endTime":309.33,"body":"messages and LinkedIn posts? And"},{"speaker":"Robin Singhvi","startTime":305.55,"endTime":309.33,"body":"how are we going to time all of"},{"speaker":"Robin Singhvi","startTime":309.33,"endTime":312.99,"body":"that? So So we tried to, like,"},{"speaker":"Robin Singhvi","startTime":309.33,"endTime":312.99,"body":"you know, really, really"},{"speaker":"Robin Singhvi","startTime":312.99,"endTime":316.47,"body":"brainstorm and make sure that we"},{"speaker":"Robin Singhvi","startTime":312.99,"endTime":316.47,"body":"have all of our ducks in a row,"},{"speaker":"Robin Singhvi","startTime":316.56,"endTime":320.64,"body":"especially because we don't"},{"speaker":"Robin Singhvi","startTime":316.56,"endTime":320.64,"body":"have, you know, a big team"},{"speaker":"Robin Singhvi","startTime":320.67,"endTime":323.61,"body":"that's like, that's, that's"},{"speaker":"Robin Singhvi","startTime":320.67,"endTime":323.61,"body":"there to go and execute. It's"},{"speaker":"Robin Singhvi","startTime":323.61,"endTime":328.44,"body":"just us. Right? And then I think"},{"speaker":"Robin Singhvi","startTime":323.61,"endTime":328.44,"body":"the other key thing that really"},{"speaker":"Robin Singhvi","startTime":328.44,"endTime":334.17,"body":"helped was community. Right."},{"speaker":"Robin Singhvi","startTime":328.44,"endTime":334.17,"body":"And, you know, prior to"},{"speaker":"Robin Singhvi","startTime":334.17,"endTime":336.78,"body":"launching, you know, when I"},{"speaker":"Robin Singhvi","startTime":334.17,"endTime":336.78,"body":"started smart Q, I actually had"},{"speaker":"Robin Singhvi","startTime":336.78,"endTime":339.15,"body":"a very small community that I"},{"speaker":"Robin Singhvi","startTime":336.78,"endTime":339.15,"body":"used to send a monthly"},{"speaker":"Robin Singhvi","startTime":339.15,"endTime":341.76,"body":"newsletter out to be like, Hey,"},{"speaker":"Robin Singhvi","startTime":339.15,"endTime":341.76,"body":"I got guys, I've started this, I"},{"speaker":"Robin Singhvi","startTime":341.76,"endTime":345.12,"body":"have no idea what I'm doing. But"},{"speaker":"Robin Singhvi","startTime":341.76,"endTime":345.12,"body":"what I'm sharing it with you"},{"speaker":"Robin Singhvi","startTime":345.12,"endTime":349.26,"body":"guys, so so you can sort of help"},{"speaker":"Robin Singhvi","startTime":345.12,"endTime":349.26,"body":"help me along. Right. And so"},{"speaker":"Robin Singhvi","startTime":349.35,"endTime":353.19,"body":"that community, by the time we"},{"speaker":"Robin Singhvi","startTime":349.35,"endTime":353.19,"body":"launched on on product con, grew"},{"speaker":"Robin Singhvi","startTime":353.19,"endTime":357.6,"body":"to about a few 100 people. And"},{"speaker":"Robin Singhvi","startTime":353.19,"endTime":357.6,"body":"they were they were amazing,"},{"speaker":"Robin Singhvi","startTime":357.63,"endTime":362.22,"body":"right? I mean, my expectations"},{"speaker":"Robin Singhvi","startTime":357.63,"endTime":362.22,"body":"for were like, Okay, I'll send"},{"speaker":"Robin Singhvi","startTime":362.22,"endTime":365.37,"body":"those out. And perhaps a small"},{"speaker":"Robin Singhvi","startTime":362.22,"endTime":365.37,"body":"percentage of those folks will"},{"speaker":"Robin Singhvi","startTime":365.37,"endTime":369.24,"body":"go up, go out to smart Product"},{"speaker":"Robin Singhvi","startTime":365.37,"endTime":369.24,"body":"Hunt, and you know, leave a"},{"speaker":"Robin Singhvi","startTime":369.24,"endTime":373.05,"body":"vote, leave a comment. And"},{"speaker":"Robin Singhvi","startTime":369.24,"endTime":373.05,"body":"that's that. But I was I was"},{"speaker":"Robin Singhvi","startTime":373.08,"endTime":378.42,"body":"blown away by by the way, the"},{"speaker":"Robin Singhvi","startTime":373.08,"endTime":378.42,"body":"community rallied around me,"},{"speaker":"Robin Singhvi","startTime":378.48,"endTime":381.51,"body":"right? It's not just that, okay,"},{"speaker":"Robin Singhvi","startTime":378.48,"endTime":381.51,"body":"we'll do this, like the tactical"},{"speaker":"Robin Singhvi","startTime":381.51,"endTime":384.36,"body":"items. But hey, you know what,"},{"speaker":"Robin Singhvi","startTime":381.51,"endTime":384.36,"body":"I'm also going to post it or I'm"},{"speaker":"Robin Singhvi","startTime":384.36,"endTime":388.38,"body":"going to send this note out to"},{"speaker":"Robin Singhvi","startTime":384.36,"endTime":388.38,"body":"my groups in my communities, so"},{"speaker":"Robin Singhvi","startTime":388.38,"endTime":391.11,"body":"that they come in and support"},{"speaker":"Robin Singhvi","startTime":388.38,"endTime":391.11,"body":"you as well. And not just like,"},{"speaker":"Robin Singhvi","startTime":391.11,"endTime":393.21,"body":"here's a former and and then"},{"speaker":"Robin Singhvi","startTime":391.11,"endTime":393.21,"body":"good luck, right? They're like,"},{"speaker":"Robin Singhvi","startTime":393.21,"endTime":396.15,"body":"hey, you know, I know, this"},{"speaker":"Robin Singhvi","startTime":393.21,"endTime":396.15,"body":"really cool founder, they're"},{"speaker":"Robin Singhvi","startTime":396.15,"endTime":398.4,"body":"trying to do some really cool"},{"speaker":"Robin Singhvi","startTime":396.15,"endTime":398.4,"body":"things. I think I think they"},{"speaker":"Robin Singhvi","startTime":398.4,"endTime":401.76,"body":"deserve support. And you know,"},{"speaker":"Robin Singhvi","startTime":398.4,"endTime":401.76,"body":"being a solo founder, small"},{"speaker":"Robin Singhvi","startTime":401.76,"endTime":404.97,"body":"team, it'd be awesome. If like"},{"speaker":"Robin Singhvi","startTime":401.76,"endTime":404.97,"body":"we can, we can rally and get"},{"speaker":"Robin Singhvi","startTime":404.97,"endTime":409.32,"body":"them to the top. And yeah, just"},{"speaker":"Robin Singhvi","startTime":404.97,"endTime":409.32,"body":"the way it played out over those"},{"speaker":"Robin Singhvi","startTime":409.32,"endTime":413.73,"body":"24 hours was just was amazing."},{"speaker":"Robin Singhvi","startTime":409.32,"endTime":413.73,"body":"And truly humbling, right that?"},{"speaker":"Robin Singhvi","startTime":413.97,"endTime":416.64,"body":"Yeah, like, you know, the"},{"speaker":"Robin Singhvi","startTime":413.97,"endTime":416.64,"body":"community really has your back."},{"speaker":"Robin Singhvi","startTime":417.0,"endTime":421.02,"body":"So I want to say, while the"},{"speaker":"Robin Singhvi","startTime":417.0,"endTime":421.02,"body":"tactical stuff helped a lot, I"},{"speaker":"Robin Singhvi","startTime":421.02,"endTime":423.9,"body":"think it was at the end of the"},{"speaker":"Robin Singhvi","startTime":421.02,"endTime":423.9,"body":"day, the the larger tribe or"},{"speaker":"Robin Singhvi","startTime":423.9,"endTime":427.41,"body":"community that that really"},{"speaker":"Robin Singhvi","startTime":423.9,"endTime":427.41,"body":"helped us, you know, reads that"},{"speaker":"Robin Singhvi","startTime":427.41,"endTime":428.97,"body":"product of the day milestone."},{"speaker":"Matt Wolach","startTime":429.869,"endTime":432.389,"body":"That's so cool."},{"speaker":"Matt Wolach","startTime":429.869,"endTime":432.389,"body":"What a great story that Robin"},{"speaker":"Matt Wolach","startTime":432.389,"endTime":435.839,"body":"and some things I can pull out"},{"speaker":"Matt Wolach","startTime":432.389,"endTime":435.839,"body":"of there. First of all, a lot of"},{"speaker":"Matt Wolach","startTime":435.839,"endTime":438.209,"body":"times when we're wanting to"},{"speaker":"Matt Wolach","startTime":435.839,"endTime":438.209,"body":"start a business, a lot of"},{"speaker":"Matt Wolach","startTime":438.209,"endTime":441.419,"body":"people get scared about it and"},{"speaker":"Matt Wolach","startTime":438.209,"endTime":441.419,"body":"think that their friends or"},{"speaker":"Matt Wolach","startTime":441.419,"endTime":443.609,"body":"their colleagues will kind of"},{"speaker":"Matt Wolach","startTime":441.419,"endTime":443.609,"body":"look down on them or laugh"},{"speaker":"Matt Wolach","startTime":443.609,"endTime":447.509,"body":"behind their lap, back and"},{"speaker":"Matt Wolach","startTime":443.609,"endTime":447.509,"body":"snicker at them and and look at"},{"speaker":"Matt Wolach","startTime":447.509,"endTime":450.749,"body":"how much your community"},{"speaker":"Matt Wolach","startTime":447.509,"endTime":450.749,"body":"supported you and your friends"},{"speaker":"Matt Wolach","startTime":450.749,"endTime":453.809,"body":"and other people. I think that a"},{"speaker":"Matt Wolach","startTime":450.749,"endTime":453.809,"body":"lot of people are worried I can"},{"speaker":"Matt Wolach","startTime":453.809,"endTime":457.589,"body":"speak from my own, you know, my"},{"speaker":"Matt Wolach","startTime":453.809,"endTime":457.589,"body":"own past of, oh, no, if I do"},{"speaker":"Matt Wolach","startTime":457.589,"endTime":461.549,"body":"this, what will everybody think"},{"speaker":"Matt Wolach","startTime":457.589,"endTime":461.549,"body":"of me. But actually, after doing"},{"speaker":"Matt Wolach","startTime":461.549,"endTime":465.059,"body":"it, I have found so much support"},{"speaker":"Matt Wolach","startTime":461.549,"endTime":465.059,"body":"from those around me and so much"},{"speaker":"Matt Wolach","startTime":465.059,"endTime":467.879,"body":"care and help and guidance that"},{"speaker":"Matt Wolach","startTime":465.059,"endTime":467.879,"body":"it's been so powerful. And"},{"speaker":"Matt Wolach","startTime":467.939,"endTime":470.039,"body":"sounds like you found the same"},{"speaker":"Matt Wolach","startTime":467.939,"endTime":470.039,"body":"thing. I think that's just truly"},{"speaker":"Matt Wolach","startTime":470.039,"endTime":472.109,"body":"amazing. So if you're out there"},{"speaker":"Matt Wolach","startTime":470.039,"endTime":472.109,"body":"thinking like maybe I should"},{"speaker":"Matt Wolach","startTime":472.109,"endTime":475.559,"body":"start I don't know, I'm worried."},{"speaker":"Matt Wolach","startTime":472.109,"endTime":475.559,"body":"Definitely take that step and"},{"speaker":"Matt Wolach","startTime":475.559,"endTime":478.079,"body":"get after, as you can tell from"},{"speaker":"Matt Wolach","startTime":475.559,"endTime":478.079,"body":"Robins experience. It's, it's"},{"speaker":"Matt Wolach","startTime":478.079,"endTime":481.829,"body":"definitely very cool to have"},{"speaker":"Matt Wolach","startTime":478.079,"endTime":481.829,"body":"your community, your your people"},{"speaker":"Matt Wolach","startTime":481.859,"endTime":484.889,"body":"kind of rally around you. And"},{"speaker":"Matt Wolach","startTime":481.859,"endTime":484.889,"body":"the other thing that I want to"},{"speaker":"Matt Wolach","startTime":484.889,"endTime":488.399,"body":"really highlight for everybody"},{"speaker":"Matt Wolach","startTime":484.889,"endTime":488.399,"body":"out there listening, Robin had a"},{"speaker":"Matt Wolach","startTime":488.399,"endTime":492.329,"body":"goal. And he didn't just say,"},{"speaker":"Matt Wolach","startTime":488.399,"endTime":492.329,"body":"Okay, well, hopefully this will"},{"speaker":"Matt Wolach","startTime":492.329,"endTime":494.849,"body":"happen. We'll put it on the"},{"speaker":"Matt Wolach","startTime":492.329,"endTime":494.849,"body":"Product Hunt. And maybe I'll do"},{"speaker":"Matt Wolach","startTime":494.849,"endTime":497.669,"body":"a couple things in here. And oh,"},{"speaker":"Matt Wolach","startTime":494.849,"endTime":497.669,"body":"yeah, I forgot I probably should"},{"speaker":"Matt Wolach","startTime":497.669,"endTime":500.849,"body":"do that. Or, Oh, if I get around"},{"speaker":"Matt Wolach","startTime":497.669,"endTime":500.849,"body":"to it, I'll do this. No, no, he"},{"speaker":"Matt Wolach","startTime":500.849,"endTime":503.639,"body":"had a process. He said, Okay,"},{"speaker":"Matt Wolach","startTime":500.849,"endTime":503.639,"body":"here's exactly how we're going"},{"speaker":"Matt Wolach","startTime":503.639,"endTime":506.039,"body":"to do. He said he lined out"},{"speaker":"Matt Wolach","startTime":503.639,"endTime":506.039,"body":"exactly what's going to happen,"},{"speaker":"Matt Wolach","startTime":506.039,"endTime":508.799,"body":"who's responsible, who's going"},{"speaker":"Matt Wolach","startTime":506.039,"endTime":508.799,"body":"to make it happen, and they"},{"speaker":"Matt Wolach","startTime":508.859,"endTime":511.979,"body":"stuck to the process. And if"},{"speaker":"Matt Wolach","startTime":508.859,"endTime":511.979,"body":"you're going to do anything,"},{"speaker":"Matt Wolach","startTime":512.189,"endTime":515.549,"body":"whether you're looking to sell"},{"speaker":"Matt Wolach","startTime":512.189,"endTime":515.549,"body":"whether you're looking to build"},{"speaker":"Matt Wolach","startTime":515.549,"endTime":518.399,"body":"a product, whether you're"},{"speaker":"Matt Wolach","startTime":515.549,"endTime":518.399,"body":"looking to market, you need a"},{"speaker":"Matt Wolach","startTime":518.399,"endTime":521.999,"body":"process around it, and Robin"},{"speaker":"Matt Wolach","startTime":518.399,"endTime":521.999,"body":"design the process implemented"},{"speaker":"Matt Wolach","startTime":521.999,"endTime":526.169,"body":"process executed it. And that is"},{"speaker":"Matt Wolach","startTime":521.999,"endTime":526.169,"body":"why they got that that's why"},{"speaker":"Matt Wolach","startTime":526.169,"endTime":528.959,"body":"they got number one on Product"},{"speaker":"Matt Wolach","startTime":526.169,"endTime":528.959,"body":"Hunt because of the process. So"},{"speaker":"Matt Wolach","startTime":528.959,"endTime":532.709,"body":"Robin, kudos to you for making"},{"speaker":"Matt Wolach","startTime":528.959,"endTime":532.709,"body":"sure that you stuck to your"},{"speaker":"Matt Wolach","startTime":532.709,"endTime":536.789,"body":"system and got what you set as a"},{"speaker":"Matt Wolach","startTime":532.709,"endTime":536.789,"body":"goal."},{"speaker":"Robin Singhvi","startTime":537.48,"endTime":539.28,"body":"Thanks, man."},{"speaker":"Robin Singhvi","startTime":537.48,"endTime":539.28,"body":"Yeah, yeah, absolutely."},{"speaker":"Robin Singhvi","startTime":539.31,"endTime":543.51,"body":"framework was was critical to to"},{"speaker":"Robin Singhvi","startTime":539.31,"endTime":543.51,"body":"be number one."},{"speaker":"Matt Wolach","startTime":544.17,"endTime":546.93,"body":"Super cool. So"},{"speaker":"Matt Wolach","startTime":544.17,"endTime":546.93,"body":"let's actually go back to before"},{"speaker":"Matt Wolach","startTime":546.93,"endTime":551.04,"body":"that, too, when you had the idea"},{"speaker":"Matt Wolach","startTime":546.93,"endTime":551.04,"body":"to Smart Start to start smart."},{"speaker":"Matt Wolach","startTime":551.04,"endTime":554.91,"body":"Q. What exactly was it that told"},{"speaker":"Matt Wolach","startTime":551.04,"endTime":554.91,"body":"you Okay, I think there's"},{"speaker":"Matt Wolach","startTime":554.91,"endTime":555.54,"body":"something here."},{"speaker":"Robin Singhvi","startTime":557.49,"endTime":560.88,"body":"Okay, so there"},{"speaker":"Robin Singhvi","startTime":557.49,"endTime":560.88,"body":"were two sort of pivotal"},{"speaker":"Robin Singhvi","startTime":560.88,"endTime":565.68,"body":"moments, right, that that"},{"speaker":"Robin Singhvi","startTime":560.88,"endTime":565.68,"body":"culminated in SmartKey. First"},{"speaker":"Robin Singhvi","startTime":565.68,"endTime":569.79,"body":"is, you know, like we discussed"},{"speaker":"Robin Singhvi","startTime":565.68,"endTime":569.79,"body":"that I spent a lot of years in"},{"speaker":"Robin Singhvi","startTime":569.79,"endTime":575.07,"body":"sales enablement solutions"},{"speaker":"Robin Singhvi","startTime":569.79,"endTime":575.07,"body":"consulting, and one of the KPIs"},{"speaker":"Robin Singhvi","startTime":575.07,"endTime":580.44,"body":"for my team was enabling, and"},{"speaker":"Robin Singhvi","startTime":575.07,"endTime":580.44,"body":"readying sales teams with"},{"speaker":"Robin Singhvi","startTime":580.44,"endTime":585.09,"body":"collaterals, trainings, demos,"},{"speaker":"Robin Singhvi","startTime":580.44,"endTime":585.09,"body":"whatever assets they needed to"},{"speaker":"Robin Singhvi","startTime":585.09,"endTime":588.33,"body":"succeed in, showcasing our"},{"speaker":"Robin Singhvi","startTime":585.09,"endTime":588.33,"body":"product in the best way"},{"speaker":"Robin Singhvi","startTime":588.33,"endTime":593.61,"body":"possible. Right. And my team and"},{"speaker":"Robin Singhvi","startTime":588.33,"endTime":593.61,"body":"I, we tried a number of"},{"speaker":"Robin Singhvi","startTime":593.61,"endTime":596.1,"body":"different tools, frameworks,"},{"speaker":"Robin Singhvi","startTime":593.61,"endTime":596.1,"body":"training sessions and a ton of"},{"speaker":"Robin Singhvi","startTime":596.1,"endTime":600.27,"body":"other approaches to get our"},{"speaker":"Robin Singhvi","startTime":596.1,"endTime":600.27,"body":"sales teams ramped up with mixed"},{"speaker":"Robin Singhvi","startTime":600.27,"endTime":603.12,"body":"results, to be honest, right."},{"speaker":"Robin Singhvi","startTime":600.27,"endTime":603.12,"body":"And during one of these"},{"speaker":"Robin Singhvi","startTime":603.12,"endTime":606.75,"body":"sessions, I remember very"},{"speaker":"Robin Singhvi","startTime":603.12,"endTime":606.75,"body":"clearly one of my reps came up"},{"speaker":"Robin Singhvi","startTime":606.75,"endTime":610.5,"body":"to me and she said, hey, you"},{"speaker":"Robin Singhvi","startTime":606.75,"endTime":610.5,"body":"know, Robin, all these tools and"},{"speaker":"Robin Singhvi","startTime":610.5,"endTime":614.28,"body":"trainings that you're that"},{"speaker":"Robin Singhvi","startTime":610.5,"endTime":614.28,"body":"you're executing are really"},{"speaker":"Robin Singhvi","startTime":614.28,"endTime":618.27,"body":"forcing me to change my existing"},{"speaker":"Robin Singhvi","startTime":614.28,"endTime":618.27,"body":"workflow with no guarantees of"},{"speaker":"Robin Singhvi","startTime":618.27,"endTime":622.47,"body":"success. But but you know, that"},{"speaker":"Robin Singhvi","startTime":618.27,"endTime":622.47,"body":"that US sales folks live and die"},{"speaker":"Robin Singhvi","startTime":622.47,"endTime":627.12,"body":"by the quarter. Right? So tell"},{"speaker":"Robin Singhvi","startTime":622.47,"endTime":627.12,"body":"me why you think the group would"},{"speaker":"Robin Singhvi","startTime":627.21,"endTime":632.58,"body":"actually adopt these, if it"},{"speaker":"Robin Singhvi","startTime":627.21,"endTime":632.58,"body":"doesn't help me now. Right. And"},{"speaker":"Robin Singhvi","startTime":632.58,"endTime":635.58,"body":"for me, that was that was a big"},{"speaker":"Robin Singhvi","startTime":632.58,"endTime":635.58,"body":"aha moment, right? The fact that"},{"speaker":"Robin Singhvi","startTime":635.58,"endTime":640.86,"body":"we're forcing our reps to change"},{"speaker":"Robin Singhvi","startTime":635.58,"endTime":640.86,"body":"their way of working with, you"},{"speaker":"Robin Singhvi","startTime":640.86,"endTime":644.67,"body":"know, this, this promise that"},{"speaker":"Robin Singhvi","startTime":640.86,"endTime":644.67,"body":"something magical will happen"},{"speaker":"Robin Singhvi","startTime":644.67,"endTime":647.97,"body":"two or three quarters down the"},{"speaker":"Robin Singhvi","startTime":644.67,"endTime":647.97,"body":"line, and not really trying to"},{"speaker":"Robin Singhvi","startTime":647.97,"endTime":650.34,"body":"work within their existing"},{"speaker":"Robin Singhvi","startTime":647.97,"endTime":650.34,"body":"workflows, right, I thought that"},{"speaker":"Robin Singhvi","startTime":650.34,"endTime":654.36,"body":"was that was a, that was a deep"},{"speaker":"Robin Singhvi","startTime":650.34,"endTime":654.36,"body":"insight that I that I got,"},{"speaker":"Robin Singhvi","startTime":654.36,"endTime":659.67,"body":"right, and the second was the"},{"speaker":"Robin Singhvi","startTime":654.36,"endTime":659.67,"body":"pandemic, with the pandemic and"},{"speaker":"Robin Singhvi","startTime":659.67,"endTime":663.27,"body":"remote work. Now, virtual"},{"speaker":"Robin Singhvi","startTime":659.67,"endTime":663.27,"body":"selling was absolutely"},{"speaker":"Robin Singhvi","startTime":663.27,"endTime":667.44,"body":"mainstream, right? Everyone"},{"speaker":"Robin Singhvi","startTime":663.27,"endTime":667.44,"body":"needed to do it had to do it."},{"speaker":"Robin Singhvi","startTime":667.44,"endTime":670.44,"body":"That was for the longest part,"},{"speaker":"Robin Singhvi","startTime":667.44,"endTime":670.44,"body":"the only way you could do it."},{"speaker":"Robin Singhvi","startTime":670.86,"endTime":675.87,"body":"The problem was that now instead"},{"speaker":"Robin Singhvi","startTime":670.86,"endTime":675.87,"body":"of being able to build a"},{"speaker":"Robin Singhvi","startTime":675.87,"endTime":681.09,"body":"rapport, use your charisma to"},{"speaker":"Robin Singhvi","startTime":675.87,"endTime":681.09,"body":"move a deal along, the rep only"},{"speaker":"Robin Singhvi","startTime":681.09,"endTime":686.01,"body":"had a cold, impersonal, perhaps"},{"speaker":"Robin Singhvi","startTime":681.09,"endTime":686.01,"body":"30 minute zoom call to convince"},{"speaker":"Robin Singhvi","startTime":686.01,"endTime":689.55,"body":"the buyer that their product or"},{"speaker":"Robin Singhvi","startTime":686.01,"endTime":689.55,"body":"solution was the best solution"},{"speaker":"Robin Singhvi","startTime":689.94,"endTime":694.89,"body":"right now, to me, like those two"},{"speaker":"Robin Singhvi","startTime":689.94,"endTime":694.89,"body":"things are the perfect storm for"},{"speaker":"Robin Singhvi","startTime":694.92,"endTime":698.13,"body":"for me to try and solve that"},{"speaker":"Robin Singhvi","startTime":694.92,"endTime":698.13,"body":"problem. And the conviction I"},{"speaker":"Robin Singhvi","startTime":698.13,"endTime":705.15,"body":"had was, can we build something"},{"speaker":"Robin Singhvi","startTime":698.13,"endTime":705.15,"body":"that allows my sales teams to"},{"speaker":"Robin Singhvi","startTime":705.15,"endTime":708.9,"body":"deliver product demos that are"},{"speaker":"Robin Singhvi","startTime":705.15,"endTime":708.9,"body":"personalized to the buyers pain"},{"speaker":"Robin Singhvi","startTime":708.9,"endTime":711.96,"body":"point, especially because you"},{"speaker":"Robin Singhvi","startTime":708.9,"endTime":711.96,"body":"have a very limited attention"},{"speaker":"Robin Singhvi","startTime":711.96,"endTime":717.87,"body":"span now, right? And would work"},{"speaker":"Robin Singhvi","startTime":711.96,"endTime":717.87,"body":"with the reps is existing"},{"speaker":"Robin Singhvi","startTime":717.87,"endTime":721.29,"body":"workflow, so that you know we"},{"speaker":"Robin Singhvi","startTime":717.87,"endTime":721.29,"body":"have higher adoption and"},{"speaker":"Robin Singhvi","startTime":721.32,"endTime":724.62,"body":"actually see tangible impact on"},{"speaker":"Robin Singhvi","startTime":721.32,"endTime":724.62,"body":"deal conversions. And you know,"},{"speaker":"Robin Singhvi","startTime":724.62,"endTime":728.79,"body":"so SmartKey was born. And the"},{"speaker":"Robin Singhvi","startTime":724.62,"endTime":728.79,"body":"rest is history. As they say,"},{"speaker":"Matt Wolach","startTime":729.63,"endTime":731.94,"body":"I love it. I love"},{"speaker":"Matt Wolach","startTime":729.63,"endTime":731.94,"body":"it, seeing a problem and going"},{"speaker":"Matt Wolach","startTime":731.94,"endTime":733.77,"body":"out and solving the problem."},{"speaker":"Matt Wolach","startTime":731.94,"endTime":733.77,"body":"That's what we do here at"},{"speaker":"Matt Wolach","startTime":733.77,"endTime":736.5,"body":"software is fantastic job on"},{"speaker":"Matt Wolach","startTime":733.77,"endTime":736.5,"body":"that's really cool. And I I want"},{"speaker":"Matt Wolach","startTime":736.5,"endTime":738.75,"body":"to kind of get your take because"},{"speaker":"Matt Wolach","startTime":736.5,"endTime":738.75,"body":"you know, something I'm very"},{"speaker":"Matt Wolach","startTime":738.75,"endTime":742.35,"body":"passionate about sales demos,"},{"speaker":"Matt Wolach","startTime":738.75,"endTime":742.35,"body":"can absolutely move a deal"},{"speaker":"Matt Wolach","startTime":742.35,"endTime":744.93,"body":"forward actually get the deal"},{"speaker":"Matt Wolach","startTime":742.35,"endTime":744.93,"body":"done. But a lot of sales teams,"},{"speaker":"Matt Wolach","startTime":744.93,"endTime":748.11,"body":"they're not doing it. Well,"},{"speaker":"Matt Wolach","startTime":744.93,"endTime":748.11,"body":"they're doing it poorly. And"},{"speaker":"Matt Wolach","startTime":748.32,"endTime":750.87,"body":"it's kind of sad out there. So"},{"speaker":"Matt Wolach","startTime":748.32,"endTime":750.87,"body":"what are some of the ways that"},{"speaker":"Matt Wolach","startTime":751.14,"endTime":754.02,"body":"that sales teams can get really"},{"speaker":"Matt Wolach","startTime":751.14,"endTime":754.02,"body":"good at doing better demos?"},{"speaker":"Robin Singhvi","startTime":755.94,"endTime":761.28,"body":"So, okay, so So,"},{"speaker":"Robin Singhvi","startTime":755.94,"endTime":761.28,"body":"so think of, you know, a good"},{"speaker":"Robin Singhvi","startTime":761.31,"endTime":764.49,"body":"and of course, in my book, a"},{"speaker":"Robin Singhvi","startTime":761.31,"endTime":764.49,"body":"good demo is a personalized or"},{"speaker":"Robin Singhvi","startTime":764.49,"endTime":769.5,"body":"contextual sales demo, right? Is"},{"speaker":"Robin Singhvi","startTime":764.49,"endTime":769.5,"body":"kind of like a very tailored"},{"speaker":"Robin Singhvi","startTime":769.5,"endTime":774.0,"body":"gameplan that that perhaps a"},{"speaker":"Robin Singhvi","startTime":769.5,"endTime":774.0,"body":"culture team has, if you take a"},{"speaker":"Robin Singhvi","startTime":774.0,"endTime":777.66,"body":"sports analogy, right, so just"},{"speaker":"Robin Singhvi","startTime":774.0,"endTime":777.66,"body":"like a football coach will"},{"speaker":"Robin Singhvi","startTime":777.87,"endTime":781.29,"body":"tailor their strategy to the"},{"speaker":"Robin Singhvi","startTime":777.87,"endTime":781.29,"body":"strengths and weaknesses of"},{"speaker":"Robin Singhvi","startTime":781.74,"endTime":786.42,"body":"their opponents, you as a rep"},{"speaker":"Robin Singhvi","startTime":781.74,"endTime":786.42,"body":"want to tailor your demo to the"},{"speaker":"Robin Singhvi","startTime":786.42,"endTime":790.2,"body":"specific needs and interests of"},{"speaker":"Robin Singhvi","startTime":786.42,"endTime":790.2,"body":"your potential customers, right."},{"speaker":"Robin Singhvi","startTime":790.35,"endTime":793.95,"body":"And what that means to me is"},{"speaker":"Robin Singhvi","startTime":790.35,"endTime":793.95,"body":"that, you know, you have to do"},{"speaker":"Robin Singhvi","startTime":793.95,"endTime":797.52,"body":"your homework, do do great"},{"speaker":"Robin Singhvi","startTime":793.95,"endTime":797.52,"body":"discovery, research their"},{"speaker":"Robin Singhvi","startTime":797.52,"endTime":801.63,"body":"business, the industry, the"},{"speaker":"Robin Singhvi","startTime":797.52,"endTime":801.63,"body":"challenge is beforehand. Right?"},{"speaker":"Robin Singhvi","startTime":802.44,"endTime":808.05,"body":"And And finally, I think, I"},{"speaker":"Robin Singhvi","startTime":802.44,"endTime":808.05,"body":"think, if you continue on the"},{"speaker":"Robin Singhvi","startTime":808.05,"endTime":811.26,"body":"sports analogy, right? In game,"},{"speaker":"Robin Singhvi","startTime":808.05,"endTime":811.26,"body":"right, it's like you have to"},{"speaker":"Robin Singhvi","startTime":811.26,"endTime":815.1,"body":"adapt, right? As to the"},{"speaker":"Robin Singhvi","startTime":811.26,"endTime":815.1,"body":"situation, you have to adapt and"},{"speaker":"Robin Singhvi","startTime":815.1,"endTime":819.63,"body":"pivot your demo based on, you"},{"speaker":"Robin Singhvi","startTime":815.1,"endTime":819.63,"body":"know, your customers reaction"},{"speaker":"Robin Singhvi","startTime":819.63,"endTime":824.19,"body":"and feedback. So I think for me,"},{"speaker":"Robin Singhvi","startTime":819.63,"endTime":824.19,"body":"doing the work is obvious,"},{"speaker":"Robin Singhvi","startTime":824.19,"endTime":826.83,"body":"right? You have to put in the"},{"speaker":"Robin Singhvi","startTime":824.19,"endTime":826.83,"body":"work really know, your, your"},{"speaker":"Robin Singhvi","startTime":826.83,"endTime":830.13,"body":"prospect, your buyer, what their"},{"speaker":"Robin Singhvi","startTime":826.83,"endTime":830.13,"body":"pain points are, what their"},{"speaker":"Robin Singhvi","startTime":830.13,"endTime":834.0,"body":"needs are, what they're"},{"speaker":"Robin Singhvi","startTime":830.13,"endTime":834.0,"body":"currently using stuff that's"},{"speaker":"Robin Singhvi","startTime":834.0,"endTime":837.21,"body":"available out there on the"},{"speaker":"Robin Singhvi","startTime":834.0,"endTime":837.21,"body":"internet, there's no excuse for"},{"speaker":"Robin Singhvi","startTime":837.21,"endTime":839.91,"body":"you to get on the call and be"},{"speaker":"Robin Singhvi","startTime":837.21,"endTime":839.91,"body":"like, oh, please tell me about"},{"speaker":"Robin Singhvi","startTime":839.91,"endTime":843.99,"body":"your team size. But like, No,"},{"speaker":"Robin Singhvi","startTime":839.91,"endTime":843.99,"body":"you should know that right? And"},{"speaker":"Robin Singhvi","startTime":843.99,"endTime":847.65,"body":"then, and then once you've done"},{"speaker":"Robin Singhvi","startTime":843.99,"endTime":847.65,"body":"that good discovery, then it's"},{"speaker":"Robin Singhvi","startTime":847.65,"endTime":850.44,"body":"like, okay, you know, I have a"},{"speaker":"Robin Singhvi","startTime":847.65,"endTime":850.44,"body":"30 minute call with you in"},{"speaker":"Robin Singhvi","startTime":850.44,"endTime":852.93,"body":"person or virtual doesn't"},{"speaker":"Robin Singhvi","startTime":850.44,"endTime":852.93,"body":"matter, right? I know your"},{"speaker":"Robin Singhvi","startTime":852.93,"endTime":858.15,"body":"problem. And I'm going to take"},{"speaker":"Robin Singhvi","startTime":852.93,"endTime":858.15,"body":"you right there with my product,"},{"speaker":"Robin Singhvi","startTime":858.3,"endTime":861.06,"body":"right? This is your problem."},{"speaker":"Robin Singhvi","startTime":858.3,"endTime":861.06,"body":"This is how I solve it. Right?"},{"speaker":"Robin Singhvi","startTime":861.06,"endTime":865.77,"body":"So the 8020 rule really, right?"},{"speaker":"Robin Singhvi","startTime":861.06,"endTime":865.77,"body":"They, most prospects don't"},{"speaker":"Robin Singhvi","startTime":865.77,"endTime":869.01,"body":"really care about, you know, the"},{"speaker":"Robin Singhvi","startTime":865.77,"endTime":869.01,"body":"5000 great features that you"},{"speaker":"Robin Singhvi","startTime":869.01,"endTime":872.31,"body":"have, they're like, Man, I"},{"speaker":"Robin Singhvi","startTime":869.01,"endTime":872.31,"body":"struggle with this. If you can"},{"speaker":"Robin Singhvi","startTime":872.46,"endTime":875.37,"body":"help me solve for this, then you"},{"speaker":"Robin Singhvi","startTime":872.46,"endTime":875.37,"body":"know, perhaps I'll get a"},{"speaker":"Robin Singhvi","startTime":875.37,"endTime":878.94,"body":"promotion perhaps I'll get I'll"},{"speaker":"Robin Singhvi","startTime":875.37,"endTime":878.94,"body":"make more commission, perhaps my"},{"speaker":"Robin Singhvi","startTime":878.97,"endTime":881.55,"body":"you know, boss will pat me on"},{"speaker":"Robin Singhvi","startTime":878.97,"endTime":881.55,"body":"the back. Like it's, it's very"},{"speaker":"Robin Singhvi","startTime":881.55,"endTime":887.04,"body":"emotional. And you have to"},{"speaker":"Robin Singhvi","startTime":881.55,"endTime":887.04,"body":"understand and sort of delve"},{"speaker":"Robin Singhvi","startTime":887.04,"endTime":890.46,"body":"deeper into that emotion and"},{"speaker":"Robin Singhvi","startTime":887.04,"endTime":890.46,"body":"then and then, you know,"},{"speaker":"Robin Singhvi","startTime":890.49,"endTime":893.1,"body":"empathize with it. But yes, I"},{"speaker":"Robin Singhvi","startTime":890.49,"endTime":893.1,"body":"get it. Like I get what you're"},{"speaker":"Robin Singhvi","startTime":893.1,"endTime":897.09,"body":"trying to do as a person. And"},{"speaker":"Robin Singhvi","startTime":893.1,"endTime":897.09,"body":"this is how the product that I'm"},{"speaker":"Robin Singhvi","startTime":897.12,"endTime":900.27,"body":"bringing to you will help you"},{"speaker":"Robin Singhvi","startTime":897.12,"endTime":900.27,"body":"solve it. But yeah, that That's"},{"speaker":"Robin Singhvi","startTime":900.27,"endTime":903.09,"body":"that. Those are some of the"},{"speaker":"Robin Singhvi","startTime":900.27,"endTime":903.09,"body":"things that I kind of tried to"},{"speaker":"Robin Singhvi","startTime":903.09,"endTime":905.82,"body":"live by. And you know, I"},{"speaker":"Robin Singhvi","startTime":903.09,"endTime":905.82,"body":"continually try to evolve as"},{"speaker":"Robin Singhvi","startTime":905.82,"endTime":908.55,"body":"well, like when I'm giving my"},{"speaker":"Robin Singhvi","startTime":905.82,"endTime":908.55,"body":"demos like, I'll go and listen"},{"speaker":"Robin Singhvi","startTime":908.55,"endTime":911.34,"body":"back. And I'm like, Oh my God,"},{"speaker":"Robin Singhvi","startTime":908.55,"endTime":911.34,"body":"that's awful. Right? Just didn't"},{"speaker":"Robin Singhvi","startTime":911.34,"endTime":915.27,"body":"follow my own advice. So that"},{"speaker":"Robin Singhvi","startTime":911.34,"endTime":915.27,"body":"happens, for sure. So just"},{"speaker":"Robin Singhvi","startTime":915.27,"endTime":918.39,"body":"because I'm giving advice"},{"speaker":"Robin Singhvi","startTime":915.27,"endTime":918.39,"body":"doesn't mean, you know, I always"},{"speaker":"Robin Singhvi","startTime":918.39,"endTime":918.93,"body":"get it, right."},{"speaker":"Matt Wolach","startTime":920.039,"endTime":922.259,"body":"Oh, no, absolutely."},{"speaker":"Matt Wolach","startTime":920.039,"endTime":922.259,"body":"So I coach people on giving"},{"speaker":"Matt Wolach","startTime":922.259,"endTime":925.979,"body":"demos, I've given 1000s and"},{"speaker":"Matt Wolach","startTime":922.259,"endTime":925.979,"body":"1000s of demos myself. And even"},{"speaker":"Matt Wolach","startTime":925.979,"endTime":930.149,"body":"last week, I had a amazing demo"},{"speaker":"Matt Wolach","startTime":925.979,"endTime":930.149,"body":"that I delivered really well"},{"speaker":"Matt Wolach","startTime":930.179,"endTime":933.959,"body":"closed on the spot, they were"},{"speaker":"Matt Wolach","startTime":930.179,"endTime":933.959,"body":"super excited. And then the next"},{"speaker":"Matt Wolach","startTime":933.959,"endTime":937.319,"body":"day, I missed so many things,"},{"speaker":"Matt Wolach","startTime":933.959,"endTime":937.319,"body":"and I was so upset with myself."},{"speaker":"Matt Wolach","startTime":937.319,"endTime":939.959,"body":"So it happened, you're not going"},{"speaker":"Matt Wolach","startTime":937.319,"endTime":939.959,"body":"to be perfect. But a couple"},{"speaker":"Matt Wolach","startTime":939.959,"endTime":943.919,"body":"things I want to point out there"},{"speaker":"Matt Wolach","startTime":939.959,"endTime":943.919,"body":"is you talked about making sure"},{"speaker":"Matt Wolach","startTime":943.919,"endTime":947.939,"body":"that you connect and tailor to"},{"speaker":"Matt Wolach","startTime":943.919,"endTime":947.939,"body":"the demo to them, and what"},{"speaker":"Matt Wolach","startTime":947.939,"endTime":951.629,"body":"they're all about and their"},{"speaker":"Matt Wolach","startTime":947.939,"endTime":951.629,"body":"needs and their pain. And in our"},{"speaker":"Matt Wolach","startTime":951.659,"endTime":954.539,"body":"process, we call it the perfect"},{"speaker":"Matt Wolach","startTime":951.659,"endTime":954.539,"body":"deal process. Many of you guys"},{"speaker":"Matt Wolach","startTime":954.539,"endTime":958.289,"body":"out there know that you follow"},{"speaker":"Matt Wolach","startTime":954.539,"endTime":958.289,"body":"it. That a is what he's talking"},{"speaker":"Matt Wolach","startTime":958.289,"endTime":960.989,"body":"about right here, the A stands"},{"speaker":"Matt Wolach","startTime":958.289,"endTime":960.989,"body":"for associate, you need to"},{"speaker":"Matt Wolach","startTime":960.989,"endTime":965.609,"body":"associate your solution to their"},{"speaker":"Matt Wolach","startTime":960.989,"endTime":965.609,"body":"challenges, their goals, their"},{"speaker":"Matt Wolach","startTime":965.609,"endTime":967.979,"body":"pain, you need to make sure that"},{"speaker":"Matt Wolach","startTime":965.609,"endTime":967.979,"body":"you connect it. And I actually"},{"speaker":"Matt Wolach","startTime":967.979,"endTime":971.249,"body":"had a client coaching session"},{"speaker":"Matt Wolach","startTime":967.979,"endTime":971.249,"body":"earlier earlier this week, where"},{"speaker":"Matt Wolach","startTime":971.279,"endTime":975.299,"body":"my clients in their demo, we're"},{"speaker":"Matt Wolach","startTime":971.279,"endTime":975.299,"body":"trying to show everything in the"},{"speaker":"Matt Wolach","startTime":975.299,"endTime":979.259,"body":"product, and even saying, Oh,"},{"speaker":"Matt Wolach","startTime":975.299,"endTime":979.259,"body":"no, you you may not, you know,"},{"speaker":"Matt Wolach","startTime":979.259,"endTime":982.019,"body":"may not do this, but just in"},{"speaker":"Matt Wolach","startTime":979.259,"endTime":982.019,"body":"case at some point randomly in"},{"speaker":"Matt Wolach","startTime":982.019,"endTime":984.719,"body":"the future, this ever happens."},{"speaker":"Matt Wolach","startTime":982.019,"endTime":984.719,"body":"Like they're not, that's not"},{"speaker":"Matt Wolach","startTime":984.719,"endTime":987.149,"body":"what they're thinking about"},{"speaker":"Matt Wolach","startTime":984.719,"endTime":987.149,"body":"right now. They don't care about"},{"speaker":"Matt Wolach","startTime":987.149,"endTime":989.249,"body":"that. And if you go into that"},{"speaker":"Matt Wolach","startTime":987.149,"endTime":989.249,"body":"they're gonna get bored, or they"},{"speaker":"Matt Wolach","startTime":989.429,"endTime":992.879,"body":"think that your product is not"},{"speaker":"Matt Wolach","startTime":989.429,"endTime":992.879,"body":"for them. Absolutely take the"},{"speaker":"Matt Wolach","startTime":992.879,"endTime":996.059,"body":"pieces of the product that are"},{"speaker":"Matt Wolach","startTime":992.879,"endTime":996.059,"body":"for them that they care about"},{"speaker":"Matt Wolach","startTime":996.059,"endTime":1000.289,"body":"that they are going to need. And"},{"speaker":"Matt Wolach","startTime":996.059,"endTime":1000.289,"body":"that's what you talk about."},{"speaker":"Matt Wolach","startTime":1000.289,"endTime":1002.689,"body":"Don't go into all the other,"},{"speaker":"Matt Wolach","startTime":1000.289,"endTime":1002.689,"body":"like Robin said, 1000s of other"},{"speaker":"Matt Wolach","startTime":1002.689,"endTime":1004.999,"body":"things that your product can do."},{"speaker":"Matt Wolach","startTime":1002.689,"endTime":1004.999,"body":"Because it's, it's really going"},{"speaker":"Matt Wolach","startTime":1004.999,"endTime":1008.329,"body":"to be detrimental for the call."},{"speaker":"Matt Wolach","startTime":1004.999,"endTime":1008.329,"body":"And for your sale overall. I"},{"speaker":"Matt Wolach","startTime":1008.329,"endTime":1010.129,"body":"completely agree with you,"},{"speaker":"Matt Wolach","startTime":1008.329,"endTime":1010.129,"body":"Robin."},{"speaker":"Robin Singhvi","startTime":1011.03,"endTime":1014.18,"body":"Yeah. And Matt,"},{"speaker":"Robin Singhvi","startTime":1011.03,"endTime":1014.18,"body":"you know, in full transparency,"},{"speaker":"Robin Singhvi","startTime":1014.39,"endTime":1018.23,"body":"a lot of my frameworks and"},{"speaker":"Robin Singhvi","startTime":1014.39,"endTime":1018.23,"body":"fundamentals, were informed by"},{"speaker":"Robin Singhvi","startTime":1018.23,"endTime":1020.78,"body":"some of your LinkedIn posts and"},{"speaker":"Robin Singhvi","startTime":1018.23,"endTime":1020.78,"body":"your newsletters, stuff like"},{"speaker":"Robin Singhvi","startTime":1020.78,"endTime":1021.41,"body":"that. So thank you."},{"speaker":"Matt Wolach","startTime":1022.01,"endTime":1023.54,"body":"Yeah, you're"},{"speaker":"Matt Wolach","startTime":1022.01,"endTime":1023.54,"body":"welcome. That's awesome. I'm"},{"speaker":"Matt Wolach","startTime":1023.69,"endTime":1025.97,"body":"glad to see it helping you and"},{"speaker":"Matt Wolach","startTime":1023.69,"endTime":1025.97,"body":"seeing you thrive. That's"},{"speaker":"Matt Wolach","startTime":1025.97,"endTime":1028.49,"body":"fantastic. Tell me a little bit,"},{"speaker":"Matt Wolach","startTime":1025.97,"endTime":1028.49,"body":"I know that you're a solo"},{"speaker":"Matt Wolach","startTime":1028.49,"endTime":1030.98,"body":"founder, I want to share with"},{"speaker":"Matt Wolach","startTime":1028.49,"endTime":1030.98,"body":"some of the audience because"},{"speaker":"Matt Wolach","startTime":1030.98,"endTime":1033.44,"body":"they're, they're trying to build"},{"speaker":"Matt Wolach","startTime":1030.98,"endTime":1033.44,"body":"their company. And what are some"},{"speaker":"Matt Wolach","startTime":1033.44,"endTime":1038.3,"body":"of the best things about being a"},{"speaker":"Matt Wolach","startTime":1033.44,"endTime":1038.3,"body":"solo founder? I mean,"},{"speaker":"Robin Singhvi","startTime":1038.54,"endTime":1040.58,"body":"obviously, the"},{"speaker":"Robin Singhvi","startTime":1038.54,"endTime":1040.58,"body":"first thing is, you get to be"},{"speaker":"Robin Singhvi","startTime":1040.58,"endTime":1044.3,"body":"the boss of you, right? Which is"},{"speaker":"Robin Singhvi","startTime":1040.58,"endTime":1044.3,"body":"pretty cool. No, no, no more"},{"speaker":"Robin Singhvi","startTime":1044.3,"endTime":1049.25,"body":"answering to a boss or dealing"},{"speaker":"Robin Singhvi","startTime":1044.3,"endTime":1049.25,"body":"with office politics is just you"},{"speaker":"Robin Singhvi","startTime":1049.25,"endTime":1054.8,"body":"your ideas, your vision. So big"},{"speaker":"Robin Singhvi","startTime":1049.25,"endTime":1054.8,"body":"plus, in my book, obviously, for"},{"speaker":"Robin Singhvi","startTime":1054.8,"endTime":1057.53,"body":"sure. And also, of course, you"},{"speaker":"Robin Singhvi","startTime":1054.8,"endTime":1057.53,"body":"get to make all the decisions."},{"speaker":"Robin Singhvi","startTime":1057.56,"endTime":1060.62,"body":"Of course, this can be making"},{"speaker":"Robin Singhvi","startTime":1057.56,"endTime":1060.62,"body":"all the decisions can be a"},{"speaker":"Robin Singhvi","startTime":1060.62,"endTime":1064.61,"body":"blessing and a curse. But it's"},{"speaker":"Robin Singhvi","startTime":1060.62,"endTime":1064.61,"body":"definitely a freedom that you"},{"speaker":"Robin Singhvi","startTime":1064.61,"endTime":1068.48,"body":"don't have, right when working"},{"speaker":"Robin Singhvi","startTime":1064.61,"endTime":1068.48,"body":"for someone else. Being a solo"},{"speaker":"Robin Singhvi","startTime":1068.48,"endTime":1071.06,"body":"founder, you know, you get to"},{"speaker":"Robin Singhvi","startTime":1068.48,"endTime":1071.06,"body":"choose your own path, make"},{"speaker":"Robin Singhvi","startTime":1071.06,"endTime":1074.99,"body":"things happen your way. Of"},{"speaker":"Robin Singhvi","startTime":1071.06,"endTime":1074.99,"body":"course, then you also don't have"},{"speaker":"Robin Singhvi","startTime":1074.99,"endTime":1081.74,"body":"anyone else to blame, if things"},{"speaker":"Robin Singhvi","startTime":1074.99,"endTime":1081.74,"body":"go south. But so so those are, I"},{"speaker":"Robin Singhvi","startTime":1081.74,"endTime":1085.49,"body":"think some of the great things."},{"speaker":"Robin Singhvi","startTime":1081.74,"endTime":1085.49,"body":"But, you know, I have to caveat"},{"speaker":"Robin Singhvi","startTime":1085.49,"endTime":1089.21,"body":"and say that, you know, it's not"},{"speaker":"Robin Singhvi","startTime":1085.49,"endTime":1089.21,"body":"always easy, right? Being a solo"},{"speaker":"Robin Singhvi","startTime":1089.21,"endTime":1093.41,"body":"founder, especially can be"},{"speaker":"Robin Singhvi","startTime":1089.21,"endTime":1093.41,"body":"extremely tough. You're the CEO,"},{"speaker":"Robin Singhvi","startTime":1093.41,"endTime":1096.29,"body":"you're the CFO, you're the CMO,"},{"speaker":"Robin Singhvi","startTime":1093.41,"endTime":1096.29,"body":"you're the HR person, and you're"},{"speaker":"Robin Singhvi","startTime":1096.29,"endTime":1099.53,"body":"also the guy or girl who does"},{"speaker":"Robin Singhvi","startTime":1096.29,"endTime":1099.53,"body":"all the grunt work, right. It's"},{"speaker":"Robin Singhvi","startTime":1099.53,"endTime":1105.56,"body":"just, it's a lot of work can get"},{"speaker":"Robin Singhvi","startTime":1099.53,"endTime":1105.56,"body":"pretty lonely at times. I think"},{"speaker":"Robin Singhvi","startTime":1105.56,"endTime":1110.24,"body":"and that's why I think it's"},{"speaker":"Robin Singhvi","startTime":1105.56,"endTime":1110.24,"body":"important to what I realized"},{"speaker":"Robin Singhvi","startTime":1110.24,"endTime":1112.55,"body":"over the, over the past year or"},{"speaker":"Robin Singhvi","startTime":1110.24,"endTime":1112.55,"body":"so is that it's that's very"},{"speaker":"Robin Singhvi","startTime":1112.55,"endTime":1115.4,"body":"important to have a strong"},{"speaker":"Robin Singhvi","startTime":1112.55,"endTime":1115.4,"body":"support system, right? Friends,"},{"speaker":"Robin Singhvi","startTime":1115.4,"endTime":1119.42,"body":"family, mentors, advisors,"},{"speaker":"Robin Singhvi","startTime":1115.4,"endTime":1119.42,"body":"whatever, you know, to help you"},{"speaker":"Robin Singhvi","startTime":1119.42,"endTime":1123.08,"body":"through the ups and downs. But,"},{"speaker":"Robin Singhvi","startTime":1119.42,"endTime":1123.08,"body":"but having said all of that, you"},{"speaker":"Robin Singhvi","startTime":1123.08,"endTime":1129.56,"body":"know, it's been a wild ride for"},{"speaker":"Robin Singhvi","startTime":1123.08,"endTime":1129.56,"body":"me. And it's come with his own"},{"speaker":"Robin Singhvi","startTime":1129.56,"endTime":1132.74,"body":"challenges and rewards. But, you"},{"speaker":"Robin Singhvi","startTime":1129.56,"endTime":1132.74,"body":"know, if you're up for the"},{"speaker":"Robin Singhvi","startTime":1132.74,"endTime":1136.55,"body":"challenge, and you know, have"},{"speaker":"Robin Singhvi","startTime":1132.74,"endTime":1136.55,"body":"the drive and determination to"},{"speaker":"Robin Singhvi","startTime":1136.55,"endTime":1141.02,"body":"make it work, I think it can be"},{"speaker":"Robin Singhvi","startTime":1136.55,"endTime":1141.02,"body":"an extremely rewarding"},{"speaker":"Robin Singhvi","startTime":1141.23,"endTime":1145.55,"body":"experience. Just don't forget to"},{"speaker":"Robin Singhvi","startTime":1141.23,"endTime":1145.55,"body":"take breaks, and have some fun"},{"speaker":"Robin Singhvi","startTime":1145.55,"endTime":1149.0,"body":"along the way. Right? We tend to"},{"speaker":"Robin Singhvi","startTime":1145.55,"endTime":1149.0,"body":"forget that a lot though. Things"},{"speaker":"Robin Singhvi","startTime":1149.0,"endTime":1150.68,"body":"are great when you're in Yeah,"},{"speaker":"Matt Wolach","startTime":1151.19,"endTime":1153.14,"body":"yeah, definitely"},{"speaker":"Matt Wolach","startTime":1151.19,"endTime":1153.14,"body":"make sure you take some breaks"},{"speaker":"Matt Wolach","startTime":1153.14,"endTime":1156.89,"body":"and step away and, and you're"},{"speaker":"Matt Wolach","startTime":1153.14,"endTime":1156.89,"body":"right, it's it's you are serving"},{"speaker":"Matt Wolach","startTime":1156.92,"endTime":1159.8,"body":"all those roles and wearing many"},{"speaker":"Matt Wolach","startTime":1156.92,"endTime":1159.8,"body":"hats. And so one of the things I"},{"speaker":"Matt Wolach","startTime":1159.8,"endTime":1162.02,"body":"would add to that because I"},{"speaker":"Matt Wolach","startTime":1159.8,"endTime":1162.02,"body":"agree, you nailed a lot of the"},{"speaker":"Matt Wolach","startTime":1162.02,"endTime":1164.93,"body":"best pieces about solo founder"},{"speaker":"Matt Wolach","startTime":1162.02,"endTime":1164.93,"body":"and some of the some of the"},{"speaker":"Matt Wolach","startTime":1164.93,"endTime":1169.04,"body":"tough pieces, but also you're"},{"speaker":"Matt Wolach","startTime":1164.93,"endTime":1169.04,"body":"doing all those things. So you"},{"speaker":"Matt Wolach","startTime":1169.04,"endTime":1172.52,"body":"have to figure them out, you"},{"speaker":"Matt Wolach","startTime":1169.04,"endTime":1172.52,"body":"have to learn how to do them,"},{"speaker":"Matt Wolach","startTime":1172.52,"endTime":1174.68,"body":"you know, you might learn them"},{"speaker":"Matt Wolach","startTime":1172.52,"endTime":1174.68,"body":"from somebody else that outside"},{"speaker":"Matt Wolach","startTime":1174.68,"endTime":1178.61,"body":"a mentor, a book you read or"},{"speaker":"Matt Wolach","startTime":1174.68,"endTime":1178.61,"body":"whatever, but you have to figure"},{"speaker":"Matt Wolach","startTime":1178.61,"endTime":1182.36,"body":"it out and you have to learn it"},{"speaker":"Matt Wolach","startTime":1178.61,"endTime":1182.36,"body":"which means you will grow as a"},{"speaker":"Matt Wolach","startTime":1182.36,"endTime":1185.24,"body":"person you will get so much"},{"speaker":"Matt Wolach","startTime":1182.36,"endTime":1185.24,"body":"better at a lot of different"},{"speaker":"Matt Wolach","startTime":1185.27,"endTime":1189.83,"body":"areas of business that it's it's"},{"speaker":"Matt Wolach","startTime":1185.27,"endTime":1189.83,"body":"incredible. You know, I I have a"},{"speaker":"Matt Wolach","startTime":1189.83,"endTime":1193.31,"body":"college degree and I've learned"},{"speaker":"Matt Wolach","startTime":1189.83,"endTime":1193.31,"body":"so much more being a founder and"},{"speaker":"Matt Wolach","startTime":1193.31,"endTime":1196.91,"body":"being an entrepreneur than I did"},{"speaker":"Matt Wolach","startTime":1193.31,"endTime":1196.91,"body":"back there. So it's it's it's"},{"speaker":"Matt Wolach","startTime":1196.91,"endTime":1200.24,"body":"pretty amazing. The amount of of"},{"speaker":"Matt Wolach","startTime":1196.91,"endTime":1200.24,"body":"growth that can have happened."},{"speaker":"Matt Wolach","startTime":1200.24,"endTime":1202.49,"body":"And I know that you've gone"},{"speaker":"Matt Wolach","startTime":1200.24,"endTime":1202.49,"body":"through that yourself. It's"},{"speaker":"Matt Wolach","startTime":1202.49,"endTime":1205.1,"body":"awesome to hear your story. And"},{"speaker":"Matt Wolach","startTime":1202.49,"endTime":1205.1,"body":"then you also went and built a"},{"speaker":"Matt Wolach","startTime":1205.1,"endTime":1208.85,"body":"team. So how did you go out and"},{"speaker":"Matt Wolach","startTime":1205.1,"endTime":1208.85,"body":"build that team? What were some"},{"speaker":"Matt Wolach","startTime":1208.85,"endTime":1210.5,"body":"of the things you did? And what"},{"speaker":"Matt Wolach","startTime":1208.85,"endTime":1210.5,"body":"were some of the lessons you"},{"speaker":"Matt Wolach","startTime":1210.5,"endTime":1211.28,"body":"learned along the way?"},{"speaker":"Robin Singhvi","startTime":1211.849,"endTime":1214.309,"body":"So in addition to"},{"speaker":"Robin Singhvi","startTime":1211.849,"endTime":1214.309,"body":"being a solo founder, Matt, I'm"},{"speaker":"Robin Singhvi","startTime":1214.309,"endTime":1218.989,"body":"also a first time founder. So I"},{"speaker":"Robin Singhvi","startTime":1214.309,"endTime":1218.989,"body":"did a lot of things wrong,"},{"speaker":"Robin Singhvi","startTime":1219.529,"endTime":1223.819,"body":"including how to build a team."},{"speaker":"Robin Singhvi","startTime":1219.529,"endTime":1223.819,"body":"Right. So what I what I did"},{"speaker":"Robin Singhvi","startTime":1223.819,"endTime":1228.649,"body":"realize, though, is that I think"},{"speaker":"Robin Singhvi","startTime":1223.819,"endTime":1228.649,"body":"it's a process that any, it"},{"speaker":"Robin Singhvi","startTime":1228.649,"endTime":1232.939,"body":"obviously takes a long time to"},{"speaker":"Robin Singhvi","startTime":1228.649,"endTime":1232.939,"body":"find the right fit, right. So so"},{"speaker":"Robin Singhvi","startTime":1232.939,"endTime":1237.349,"body":"you have to be open to trying"},{"speaker":"Robin Singhvi","startTime":1232.939,"endTime":1237.349,"body":"out different approaches, and,"},{"speaker":"Robin Singhvi","startTime":1237.379,"endTime":1245.749,"body":"and be open to sort of adapting"},{"speaker":"Robin Singhvi","startTime":1237.379,"endTime":1245.749,"body":"as you go right? For me, my best"},{"speaker":"Robin Singhvi","startTime":1245.749,"endTime":1251.509,"body":"employees, or people in my team"},{"speaker":"Robin Singhvi","startTime":1245.749,"endTime":1251.509,"body":"have come from references,"},{"speaker":"Robin Singhvi","startTime":1251.539,"endTime":1256.699,"body":"right? I've always sort of"},{"speaker":"Robin Singhvi","startTime":1251.539,"endTime":1256.699,"body":"placed them so much higher than"},{"speaker":"Robin Singhvi","startTime":1256.729,"endTime":1262.129,"body":"then sort of cold applications"},{"speaker":"Robin Singhvi","startTime":1256.729,"endTime":1262.129,"body":"and stuff, not to not to dismiss"},{"speaker":"Robin Singhvi","startTime":1262.129,"endTime":1265.069,"body":"them, but but it's just,"},{"speaker":"Robin Singhvi","startTime":1262.129,"endTime":1265.069,"body":"especially as a solo founder,"},{"speaker":"Robin Singhvi","startTime":1265.069,"endTime":1268.249,"body":"when I'm trying to prioritize my"},{"speaker":"Robin Singhvi","startTime":1265.069,"endTime":1268.249,"body":"time and make myself more"},{"speaker":"Robin Singhvi","startTime":1268.249,"endTime":1272.119,"body":"efficient. It's like, okay, as"},{"speaker":"Robin Singhvi","startTime":1268.249,"endTime":1272.119,"body":"soon as it comes from the set of"},{"speaker":"Robin Singhvi","startTime":1272.119,"endTime":1275.839,"body":"people, I automatically know"},{"speaker":"Robin Singhvi","startTime":1272.119,"endTime":1275.839,"body":"that that this candidate perhaps"},{"speaker":"Robin Singhvi","startTime":1275.869,"endTime":1279.379,"body":"checks, X number of boxes, so I"},{"speaker":"Robin Singhvi","startTime":1275.869,"endTime":1279.379,"body":"can really just focus on one or"},{"speaker":"Robin Singhvi","startTime":1279.379,"endTime":1283.249,"body":"two things which I, which I know"},{"speaker":"Robin Singhvi","startTime":1279.379,"endTime":1283.249,"body":"that I need to dive deeper into"},{"speaker":"Robin Singhvi","startTime":1283.249,"endTime":1287.449,"body":"with this person. Right. So that"},{"speaker":"Robin Singhvi","startTime":1283.249,"endTime":1287.449,"body":"was that was I think one thing"},{"speaker":"Robin Singhvi","startTime":1287.449,"endTime":1293.269,"body":"that always let people know,"},{"speaker":"Robin Singhvi","startTime":1287.449,"endTime":1293.269,"body":"that, that you're hiring, that"},{"speaker":"Robin Singhvi","startTime":1293.269,"endTime":1295.639,"body":"you're building a team, this is"},{"speaker":"Robin Singhvi","startTime":1293.269,"endTime":1295.639,"body":"what you're looking for in a"},{"speaker":"Robin Singhvi","startTime":1295.639,"endTime":1300.109,"body":"team, this is your mission"},{"speaker":"Robin Singhvi","startTime":1295.639,"endTime":1300.109,"body":"vision, right? So that they know"},{"speaker":"Robin Singhvi","startTime":1300.109,"endTime":1304.429,"body":"what kind of people to refer to"},{"speaker":"Robin Singhvi","startTime":1300.109,"endTime":1304.429,"body":"you. And then I think as as, as"},{"speaker":"Robin Singhvi","startTime":1304.429,"endTime":1309.889,"body":"I grew my team, what I did not"},{"speaker":"Robin Singhvi","startTime":1304.429,"endTime":1309.889,"body":"do, and recently I've started do"},{"speaker":"Robin Singhvi","startTime":1309.889,"endTime":1313.129,"body":"more is that it shouldn't be,"},{"speaker":"Robin Singhvi","startTime":1309.889,"endTime":1313.129,"body":"shouldn't be afraid of"},{"speaker":"Robin Singhvi","startTime":1313.129,"endTime":1317.839,"body":"delegating. Just because I'm the"},{"speaker":"Robin Singhvi","startTime":1313.129,"endTime":1317.839,"body":"boss doesn't mean that I have to"},{"speaker":"Robin Singhvi","startTime":1317.839,"endTime":1322.729,"body":"do everything myself, right? I"},{"speaker":"Robin Singhvi","startTime":1317.839,"endTime":1322.729,"body":"mean, it's the whole idea is how"},{"speaker":"Robin Singhvi","startTime":1322.729,"endTime":1326.509,"body":"can you free up your time and"},{"speaker":"Robin Singhvi","startTime":1322.729,"endTime":1326.509,"body":"energy to focus on the things"},{"speaker":"Robin Singhvi","startTime":1326.509,"endTime":1330.949,"body":"that either only you can do as a"},{"speaker":"Robin Singhvi","startTime":1326.509,"endTime":1330.949,"body":"founder, or are like the highest"},{"speaker":"Robin Singhvi","startTime":1330.949,"endTime":1334.189,"body":"priority, right, in terms of"},{"speaker":"Robin Singhvi","startTime":1330.949,"endTime":1334.189,"body":"return on investment in terms of"},{"speaker":"Robin Singhvi","startTime":1334.189,"endTime":1338.779,"body":"time and stuff like that. And a"},{"speaker":"Robin Singhvi","startTime":1334.189,"endTime":1338.779,"body":"lot of the times I think in the"},{"speaker":"Robin Singhvi","startTime":1338.809,"endTime":1342.949,"body":"in the flow, you tend to miss"},{"speaker":"Robin Singhvi","startTime":1338.809,"endTime":1342.949,"body":"it, but the team that you're"},{"speaker":"Robin Singhvi","startTime":1342.949,"endTime":1347.569,"body":"building is really there to help"},{"speaker":"Robin Singhvi","startTime":1342.949,"endTime":1347.569,"body":"right there. They're not just"},{"speaker":"Robin Singhvi","startTime":1347.569,"endTime":1350.329,"body":"there to fetch you, your coffee"},{"speaker":"Robin Singhvi","startTime":1347.569,"endTime":1350.329,"body":"or whatever, right? Yeah,"},{"speaker":"Robin Singhvi","startTime":1350.359,"endTime":1353.809,"body":"they're there, to bring in"},{"speaker":"Robin Singhvi","startTime":1350.359,"endTime":1353.809,"body":"different perspectives and"},{"speaker":"Robin Singhvi","startTime":1353.809,"endTime":1357.619,"body":"approaches as a solo founder."},{"speaker":"Robin Singhvi","startTime":1353.809,"endTime":1357.619,"body":"You know, I've, I definitely a"},{"speaker":"Robin Singhvi","startTime":1357.619,"endTime":1360.919,"body":"lot of the times have have had"},{"speaker":"Robin Singhvi","startTime":1357.619,"endTime":1360.919,"body":"blinders on, right, you develop"},{"speaker":"Robin Singhvi","startTime":1360.919,"endTime":1364.459,"body":"your own way of doing things."},{"speaker":"Robin Singhvi","startTime":1360.919,"endTime":1364.459,"body":"But that doesn't mean it's the"},{"speaker":"Robin Singhvi","startTime":1364.459,"endTime":1367.999,"body":"only way or perhaps it may not"},{"speaker":"Robin Singhvi","startTime":1364.459,"endTime":1367.999,"body":"even be the right way. So having"},{"speaker":"Robin Singhvi","startTime":1367.999,"endTime":1374.269,"body":"these team members and building"},{"speaker":"Robin Singhvi","startTime":1367.999,"endTime":1374.269,"body":"a culture that that that enables"},{"speaker":"Robin Singhvi","startTime":1374.269,"endTime":1379.249,"body":"them to sort of propose new"},{"speaker":"Robin Singhvi","startTime":1374.269,"endTime":1379.249,"body":"ideas and approaches. You know,"},{"speaker":"Robin Singhvi","startTime":1379.249,"endTime":1382.219,"body":"it's like, it's like, you know,"},{"speaker":"Robin Singhvi","startTime":1379.249,"endTime":1382.219,"body":"it's like the Avengers, right?"},{"speaker":"Robin Singhvi","startTime":1382.219,"endTime":1384.559,"body":"It's like having a group of"},{"speaker":"Robin Singhvi","startTime":1382.219,"endTime":1384.559,"body":"superheroes that you're trying"},{"speaker":"Robin Singhvi","startTime":1384.559,"endTime":1388.189,"body":"to get together with different"},{"speaker":"Robin Singhvi","startTime":1384.559,"endTime":1388.189,"body":"superpowers all working towards"},{"speaker":"Robin Singhvi","startTime":1388.189,"endTime":1390.079,"body":"the same goal. How about that?"},{"speaker":"Matt Wolach","startTime":1390.859,"endTime":1392.959,"body":"I like that. I love"},{"speaker":"Matt Wolach","startTime":1390.859,"endTime":1392.959,"body":"that. That's really well said,"},{"speaker":"Matt Wolach","startTime":1392.959,"endTime":1396.619,"body":"and, and I definitely agree with"},{"speaker":"Matt Wolach","startTime":1392.959,"endTime":1396.619,"body":"a lot of what you said is"},{"speaker":"Matt Wolach","startTime":1397.129,"endTime":1400.579,"body":"something that's been told to"},{"speaker":"Matt Wolach","startTime":1397.129,"endTime":1400.579,"body":"me, as, you know, when I was"},{"speaker":"Matt Wolach","startTime":1400.579,"endTime":1403.309,"body":"coming up, and a lot of my"},{"speaker":"Matt Wolach","startTime":1400.579,"endTime":1403.309,"body":"mentors told me, use your"},{"speaker":"Matt Wolach","startTime":1403.309,"endTime":1405.799,"body":"resources, because I would try"},{"speaker":"Matt Wolach","startTime":1403.309,"endTime":1405.799,"body":"to do everything myself. But"},{"speaker":"Matt Wolach","startTime":1406.039,"endTime":1409.159,"body":"user resources is something that"},{"speaker":"Matt Wolach","startTime":1406.039,"endTime":1409.159,"body":"I share with my team as well for"},{"speaker":"Matt Wolach","startTime":1409.159,"endTime":1412.339,"body":"them to use their resources, you"},{"speaker":"Matt Wolach","startTime":1409.159,"endTime":1412.339,"body":"know, with the people who work"},{"speaker":"Matt Wolach","startTime":1412.339,"endTime":1415.099,"body":"for them. And it's really"},{"speaker":"Matt Wolach","startTime":1412.339,"endTime":1415.099,"body":"important to understand that you"},{"speaker":"Matt Wolach","startTime":1415.099,"endTime":1416.959,"body":"don't have to do everything"},{"speaker":"Matt Wolach","startTime":1415.099,"endTime":1416.959,"body":"yourself. In fact, it's better"},{"speaker":"Matt Wolach","startTime":1416.959,"endTime":1419.509,"body":"if somebody else can focus on"},{"speaker":"Matt Wolach","startTime":1416.959,"endTime":1419.509,"body":"that while you focus on other"},{"speaker":"Matt Wolach","startTime":1419.509,"endTime":1422.839,"body":"stuff. And so I think that's"},{"speaker":"Matt Wolach","startTime":1419.509,"endTime":1422.839,"body":"great advice. And as we come to"},{"speaker":"Matt Wolach","startTime":1422.839,"endTime":1426.349,"body":"the end of time in wrapping up,"},{"speaker":"Matt Wolach","startTime":1422.839,"endTime":1426.349,"body":"what piece of advice as a solo"},{"speaker":"Matt Wolach","startTime":1426.349,"endTime":1428.959,"body":"founder, as somebody who went"},{"speaker":"Matt Wolach","startTime":1426.349,"endTime":1428.959,"body":"out there achieved your goal,"},{"speaker":"Matt Wolach","startTime":1428.959,"endTime":1432.139,"body":"but now are still focused on"},{"speaker":"Matt Wolach","startTime":1428.959,"endTime":1432.139,"body":"growing and scaling your"},{"speaker":"Matt Wolach","startTime":1432.139,"endTime":1434.839,"body":"company? What piece of advice do"},{"speaker":"Matt Wolach","startTime":1432.139,"endTime":1434.839,"body":"you have for other software"},{"speaker":"Matt Wolach","startTime":1434.839,"endTime":1436.189,"body":"leaders who are just getting"},{"speaker":"Matt Wolach","startTime":1434.839,"endTime":1436.189,"body":"started?"},{"speaker":"Robin Singhvi","startTime":1438.23,"endTime":1442.58,"body":"So, so these,"},{"speaker":"Robin Singhvi","startTime":1438.23,"endTime":1442.58,"body":"these sort of, you know,"},{"speaker":"Robin Singhvi","startTime":1442.82,"endTime":1446.24,"body":"framework, you know, parts of my"},{"speaker":"Robin Singhvi","startTime":1442.82,"endTime":1446.24,"body":"framework that I've developed"},{"speaker":"Robin Singhvi","startTime":1446.24,"endTime":1448.79,"body":"have evolved over the past two"},{"speaker":"Robin Singhvi","startTime":1446.24,"endTime":1448.79,"body":"years that that I've been"},{"speaker":"Robin Singhvi","startTime":1449.6,"endTime":1452.6,"body":"working and growing and making"},{"speaker":"Robin Singhvi","startTime":1449.6,"endTime":1452.6,"body":"mistakes and learning from those"},{"speaker":"Robin Singhvi","startTime":1452.6,"endTime":1455.9,"body":"mistakes at smart. Q. So I think"},{"speaker":"Robin Singhvi","startTime":1452.6,"endTime":1455.9,"body":"the first thing is that, you"},{"speaker":"Robin Singhvi","startTime":1455.9,"endTime":1461.87,"body":"know, you have to have a clear"},{"speaker":"Robin Singhvi","startTime":1455.9,"endTime":1461.87,"body":"vision and goal, right? What is"},{"speaker":"Robin Singhvi","startTime":1461.87,"endTime":1464.51,"body":"the problem you're solving and"},{"speaker":"Robin Singhvi","startTime":1461.87,"endTime":1464.51,"body":"you know, of course, your"},{"speaker":"Robin Singhvi","startTime":1464.51,"endTime":1469.64,"body":"approach to solving the problem"},{"speaker":"Robin Singhvi","startTime":1464.51,"endTime":1469.64,"body":"might change. Perhaps your your,"},{"speaker":"Robin Singhvi","startTime":1470.33,"endTime":1473.36,"body":"you know, your target audience"},{"speaker":"Robin Singhvi","startTime":1470.33,"endTime":1473.36,"body":"might change the way you've"},{"speaker":"Robin Singhvi","startTime":1473.39,"endTime":1476.09,"body":"architected your product might"},{"speaker":"Robin Singhvi","startTime":1473.39,"endTime":1476.09,"body":"change. But but if you're if you"},{"speaker":"Robin Singhvi","startTime":1476.09,"endTime":1478.76,"body":"know, the problem that you're"},{"speaker":"Robin Singhvi","startTime":1476.09,"endTime":1478.76,"body":"trying to solve, in my case,"},{"speaker":"Robin Singhvi","startTime":1478.76,"endTime":1482.69,"body":"that how do you make sales reps"},{"speaker":"Robin Singhvi","startTime":1478.76,"endTime":1482.69,"body":"as lives more efficient,"},{"speaker":"Robin Singhvi","startTime":1482.69,"endTime":1486.23,"body":"effective and help them close"},{"speaker":"Robin Singhvi","startTime":1482.69,"endTime":1486.23,"body":"deals faster? That always helps"},{"speaker":"Robin Singhvi","startTime":1486.23,"endTime":1489.5,"body":"like having a clear sort of"},{"speaker":"Robin Singhvi","startTime":1486.23,"endTime":1489.5,"body":"Northstar? It always helps you."},{"speaker":"Robin Singhvi","startTime":1490.31,"endTime":1493.64,"body":"You know, make decisions and"},{"speaker":"Robin Singhvi","startTime":1490.31,"endTime":1493.64,"body":"prioritize tasks with that"},{"speaker":"Robin Singhvi","startTime":1493.64,"endTime":1496.91,"body":"Northstar in mind right as you"},{"speaker":"Robin Singhvi","startTime":1493.64,"endTime":1496.91,"body":"move forward. The other thing"},{"speaker":"Robin Singhvi","startTime":1496.91,"endTime":1501.53,"body":"that I've realized and this is"},{"speaker":"Robin Singhvi","startTime":1496.91,"endTime":1501.53,"body":"one thing that I I think I did."},{"speaker":"Robin Singhvi","startTime":1501.74,"endTime":1505.7,"body":"All right, I was talking to my"},{"speaker":"Robin Singhvi","startTime":1501.74,"endTime":1505.7,"body":"target audience, right? Even"},{"speaker":"Robin Singhvi","startTime":1505.7,"endTime":1509.09,"body":"before I wrote a single line of"},{"speaker":"Robin Singhvi","startTime":1505.7,"endTime":1509.09,"body":"code, I was like, you know, I'm"},{"speaker":"Robin Singhvi","startTime":1509.09,"endTime":1513.77,"body":"not going to build anything"},{"speaker":"Robin Singhvi","startTime":1509.09,"endTime":1513.77,"body":"until I go and talk to like 100"},{"speaker":"Robin Singhvi","startTime":1513.77,"endTime":1517.58,"body":"sales leaders, and ask them"},{"speaker":"Robin Singhvi","startTime":1513.77,"endTime":1517.58,"body":"that, hey, you know, what? Is"},{"speaker":"Robin Singhvi","startTime":1517.58,"endTime":1521.48,"body":"this a real problem? How big of"},{"speaker":"Robin Singhvi","startTime":1517.58,"endTime":1521.48,"body":"a problem? Is it? Is it a"},{"speaker":"Robin Singhvi","startTime":1521.51,"endTime":1526.28,"body":"vitamin or a painkiller? Right?"},{"speaker":"Robin Singhvi","startTime":1521.51,"endTime":1526.28,"body":"And if it is a big problem, and"},{"speaker":"Robin Singhvi","startTime":1526.43,"endTime":1529.97,"body":"in a painkiller, would you pay"},{"speaker":"Robin Singhvi","startTime":1526.43,"endTime":1529.97,"body":"for it? Right? So so getting"},{"speaker":"Robin Singhvi","startTime":1530.0,"endTime":1534.68,"body":"getting some validation, for the"},{"speaker":"Robin Singhvi","startTime":1530.0,"endTime":1534.68,"body":"problem that you're trying to"},{"speaker":"Robin Singhvi","startTime":1534.68,"endTime":1540.65,"body":"solve, I think allows you to"},{"speaker":"Robin Singhvi","startTime":1534.68,"endTime":1540.65,"body":"make those mistakes early on,"},{"speaker":"Robin Singhvi","startTime":1540.65,"endTime":1546.62,"body":"when the stakes are a lot lower."},{"speaker":"Robin Singhvi","startTime":1540.65,"endTime":1546.62,"body":"Right? And I think you you, you"},{"speaker":"Robin Singhvi","startTime":1546.62,"endTime":1549.35,"body":"said this, that don't be afraid"},{"speaker":"Robin Singhvi","startTime":1546.62,"endTime":1549.35,"body":"to go out and ask for help."},{"speaker":"Robin Singhvi","startTime":1549.65,"endTime":1554.33,"body":"Right? Network, seek out"},{"speaker":"Robin Singhvi","startTime":1549.65,"endTime":1554.33,"body":"mentors. You know, starting a"},{"speaker":"Robin Singhvi","startTime":1554.33,"endTime":1558.05,"body":"business is obviously it's"},{"speaker":"Robin Singhvi","startTime":1554.33,"endTime":1558.05,"body":"lonely, and a lot of the times"},{"speaker":"Robin Singhvi","startTime":1558.14,"endTime":1562.04,"body":"overwhelming experience. So"},{"speaker":"Robin Singhvi","startTime":1558.14,"endTime":1562.04,"body":"always ask for help, whether"},{"speaker":"Robin Singhvi","startTime":1562.07,"endTime":1566.12,"body":"it's from your network, mentor,"},{"speaker":"Robin Singhvi","startTime":1562.07,"endTime":1566.12,"body":"friends, family, it's important"},{"speaker":"Robin Singhvi","startTime":1566.12,"endTime":1571.91,"body":"to have a support system,"},{"speaker":"Robin Singhvi","startTime":1566.12,"endTime":1571.91,"body":"different points of views. And I"},{"speaker":"Robin Singhvi","startTime":1571.91,"endTime":1574.67,"body":"think that you said it right,"},{"speaker":"Robin Singhvi","startTime":1571.91,"endTime":1574.67,"body":"that you don't know everything."},{"speaker":"Robin Singhvi","startTime":1574.94,"endTime":1578.81,"body":"So find people who know that"},{"speaker":"Robin Singhvi","startTime":1574.94,"endTime":1578.81,"body":"specific how to solve that"},{"speaker":"Robin Singhvi","startTime":1578.81,"endTime":1581.66,"body":"specific problem and learn"},{"speaker":"Robin Singhvi","startTime":1578.81,"endTime":1581.66,"body":"faster, don't make those"},{"speaker":"Robin Singhvi","startTime":1581.66,"endTime":1586.28,"body":"mistakes, perhaps, right? It's"},{"speaker":"Robin Singhvi","startTime":1581.66,"endTime":1586.28,"body":"possible to, to like, just just"},{"speaker":"Robin Singhvi","startTime":1586.28,"endTime":1589.28,"body":"hear from them that I made this"},{"speaker":"Robin Singhvi","startTime":1586.28,"endTime":1589.28,"body":"mistake, you shouldn't do X, Y,"},{"speaker":"Robin Singhvi","startTime":1589.28,"endTime":1594.5,"body":"and Z instead of what I do. And"},{"speaker":"Robin Singhvi","startTime":1589.28,"endTime":1594.5,"body":"that, I think, yeah, just just"},{"speaker":"Robin Singhvi","startTime":1594.5,"endTime":1600.68,"body":"kind of stay flexible. Right?"},{"speaker":"Robin Singhvi","startTime":1594.5,"endTime":1600.68,"body":"Especially in software, the, the"},{"speaker":"Robin Singhvi","startTime":1600.71,"endTime":1604.52,"body":"landscape changes constantly,"},{"speaker":"Robin Singhvi","startTime":1600.71,"endTime":1604.52,"body":"right? So it's important to be"},{"speaker":"Robin Singhvi","startTime":1604.58,"endTime":1608.9,"body":"sort of flexible and adapt to"},{"speaker":"Robin Singhvi","startTime":1604.58,"endTime":1608.9,"body":"the situation to the market."},{"speaker":"Robin Singhvi","startTime":1609.17,"endTime":1613.28,"body":"Don't be afraid to pivot, we"},{"speaker":"Robin Singhvi","startTime":1609.17,"endTime":1613.28,"body":"have a couple of times already,"},{"speaker":"Robin Singhvi","startTime":1613.58,"endTime":1619.16,"body":"in our one year journey, right?"},{"speaker":"Robin Singhvi","startTime":1613.58,"endTime":1619.16,"body":"And try new things. Sometimes I"},{"speaker":"Robin Singhvi","startTime":1619.16,"endTime":1623.75,"body":"think, you know, the best"},{"speaker":"Robin Singhvi","startTime":1619.16,"endTime":1623.75,"body":"insights and opportunities when"},{"speaker":"Robin Singhvi","startTime":1623.75,"endTime":1626.99,"body":"you're building a company come"},{"speaker":"Robin Singhvi","startTime":1623.75,"endTime":1626.99,"body":"from just unexpected places,"},{"speaker":"Robin Singhvi","startTime":1627.29,"endTime":1632.9,"body":"right? And so so being like,"},{"speaker":"Robin Singhvi","startTime":1627.29,"endTime":1632.9,"body":"really just open and welcoming"},{"speaker":"Robin Singhvi","startTime":1632.93,"endTime":1637.4,"body":"of different opinions,"},{"speaker":"Robin Singhvi","startTime":1632.93,"endTime":1637.4,"body":"perspectives, ideas, is really"},{"speaker":"Robin Singhvi","startTime":1637.4,"endTime":1639.53,"body":"important. And I'm like, you"},{"speaker":"Robin Singhvi","startTime":1637.4,"endTime":1639.53,"body":"know, don't have an eagle, I"},{"speaker":"Robin Singhvi","startTime":1639.53,"endTime":1641.84,"body":"think that would be my final"},{"speaker":"Robin Singhvi","startTime":1639.53,"endTime":1641.84,"body":"thing. But you know, don't have"},{"speaker":"Robin Singhvi","startTime":1641.84,"endTime":1644.39,"body":"an ego, because there's going to"},{"speaker":"Robin Singhvi","startTime":1641.84,"endTime":1644.39,"body":"be a lot of people, investors,"},{"speaker":"Robin Singhvi","startTime":1644.42,"endTime":1646.67,"body":"prospects, who are gonna be"},{"speaker":"Robin Singhvi","startTime":1644.42,"endTime":1646.67,"body":"like, no, this doesn't work,"},{"speaker":"Robin Singhvi","startTime":1646.67,"endTime":1652.64,"body":"it's bad. You should stop, blah,"},{"speaker":"Robin Singhvi","startTime":1646.67,"endTime":1652.64,"body":"blah, blah. Doesn't like you"},{"speaker":"Robin Singhvi","startTime":1652.64,"endTime":1656.03,"body":"don't have to take it to heart."},{"speaker":"Robin Singhvi","startTime":1652.64,"endTime":1656.03,"body":"You can take whatever feedback"},{"speaker":"Robin Singhvi","startTime":1656.03,"endTime":1660.29,"body":"is objective and relevant. Move"},{"speaker":"Robin Singhvi","startTime":1656.03,"endTime":1660.29,"body":"on with after that. And because"},{"speaker":"Robin Singhvi","startTime":1660.29,"endTime":1662.72,"body":"because you did spend the time"},{"speaker":"Robin Singhvi","startTime":1660.29,"endTime":1662.72,"body":"sort of thinking through the"},{"speaker":"Robin Singhvi","startTime":1662.72,"endTime":1665.6,"body":"problem, realizing that's an"},{"speaker":"Robin Singhvi","startTime":1662.72,"endTime":1665.6,"body":"important problem. It's not for"},{"speaker":"Robin Singhvi","startTime":1665.6,"endTime":1669.53,"body":"everyone, and that's okay."},{"speaker":"Robin Singhvi","startTime":1665.6,"endTime":1669.53,"body":"Right. So So I think those are a"},{"speaker":"Robin Singhvi","startTime":1669.53,"endTime":1672.89,"body":"few of the things that I'm"},{"speaker":"Robin Singhvi","startTime":1669.53,"endTime":1672.89,"body":"trying to live by and implement."},{"speaker":"Robin Singhvi","startTime":1673.76,"endTime":1675.65,"body":"Hopefully, that's helpful for"},{"speaker":"Robin Singhvi","startTime":1673.76,"endTime":1675.65,"body":"folks."},{"speaker":"Matt Wolach","startTime":1676.13,"endTime":1678.32,"body":"Yeah, for sure."},{"speaker":"Matt Wolach","startTime":1676.13,"endTime":1678.32,"body":"That's a lot of great stuff."},{"speaker":"Matt Wolach","startTime":1678.32,"endTime":1681.41,"body":"Absolutely. I agree with so much"},{"speaker":"Matt Wolach","startTime":1678.32,"endTime":1681.41,"body":"that I want to make sure people"},{"speaker":"Matt Wolach","startTime":1681.41,"endTime":1683.72,"body":"can connect with you and learn"},{"speaker":"Matt Wolach","startTime":1681.41,"endTime":1683.72,"body":"more about what you're doing and"},{"speaker":"Matt Wolach","startTime":1683.72,"endTime":1686.09,"body":"smart. Q. So what are the some"},{"speaker":"Matt Wolach","startTime":1683.72,"endTime":1686.09,"body":"of the best ways they can find"},{"speaker":"Matt Wolach","startTime":1686.09,"endTime":1686.27,"body":"you?"},{"speaker":"Robin Singhvi","startTime":1687.71,"endTime":1691.49,"body":"So I'm on I'm on"},{"speaker":"Robin Singhvi","startTime":1687.71,"endTime":1691.49,"body":"all social channels. So wherever"},{"speaker":"Robin Singhvi","startTime":1691.49,"endTime":1694.4,"body":"Matt is, I Am I follow Matt. So"},{"speaker":"Robin Singhvi","startTime":1691.49,"endTime":1694.4,"body":"if you if you look at Matt's"},{"speaker":"Robin Singhvi","startTime":1694.4,"endTime":1699.44,"body":"followers, you'll find me. But"},{"speaker":"Robin Singhvi","startTime":1694.4,"endTime":1699.44,"body":"to be honest, they're like jokes"},{"speaker":"Robin Singhvi","startTime":1699.44,"endTime":1702.8,"body":"apart. On LinkedIn, you'll find"},{"speaker":"Robin Singhvi","startTime":1699.44,"endTime":1702.8,"body":"me first name last name, Robin"},{"speaker":"Robin Singhvi","startTime":1702.8,"endTime":1708.38,"body":"CB. Same on Twitter. We're also"},{"speaker":"Robin Singhvi","startTime":1702.8,"endTime":1708.38,"body":"on YouTube. Now just a fledgling"},{"speaker":"Robin Singhvi","startTime":1708.38,"endTime":1713.42,"body":"little channel. We're starting"},{"speaker":"Robin Singhvi","startTime":1708.38,"endTime":1713.42,"body":"out. So at Get Smart Q is the"},{"speaker":"Robin Singhvi","startTime":1713.42,"endTime":1718.1,"body":"YouTube handle. I also try to"},{"speaker":"Robin Singhvi","startTime":1713.42,"endTime":1718.1,"body":"write from time to time so I"},{"speaker":"Robin Singhvi","startTime":1718.1,"endTime":1722.78,"body":"have a substack newsletter, so"},{"speaker":"Robin Singhvi","startTime":1718.1,"endTime":1722.78,"body":"smart q.substack.com. It's the"},{"speaker":"Robin Singhvi","startTime":1722.78,"endTime":1727.49,"body":"same on medium. And, you know,"},{"speaker":"Robin Singhvi","startTime":1722.78,"endTime":1727.49,"body":"we also have a blog on smart q"},{"speaker":"Robin Singhvi","startTime":1727.49,"endTime":1730.19,"body":"where I write in what's called"},{"speaker":"Robin Singhvi","startTime":1727.49,"endTime":1730.19,"body":"founders corner. So like,"},{"speaker":"Robin Singhvi","startTime":1730.19,"endTime":1733.07,"body":"whenever I have this, this aha"},{"speaker":"Robin Singhvi","startTime":1730.19,"endTime":1733.07,"body":"moment or stream of thought,"},{"speaker":"Robin Singhvi","startTime":1733.07,"endTime":1737.03,"body":"I'll just put it out there and"},{"speaker":"Robin Singhvi","startTime":1733.07,"endTime":1737.03,"body":"then, you know, let people bash"},{"speaker":"Robin Singhvi","startTime":1737.03,"endTime":1738.68,"body":"me up for it. But but that's"},{"speaker":"Robin Singhvi","startTime":1737.03,"endTime":1738.68,"body":"okay."},{"speaker":"Matt Wolach","startTime":1739.58,"endTime":1741.2,"body":"I'm sure it's"},{"speaker":"Matt Wolach","startTime":1739.58,"endTime":1741.2,"body":"great. Nobody's bashing it."},{"speaker":"Matt Wolach","startTime":1741.2,"endTime":1742.97,"body":"That's really cool. I'll go"},{"speaker":"Matt Wolach","startTime":1741.2,"endTime":1742.97,"body":"check all that stuff out. And"},{"speaker":"Matt Wolach","startTime":1742.97,"endTime":1744.89,"body":"we'll make sure to put that into"},{"speaker":"Matt Wolach","startTime":1742.97,"endTime":1744.89,"body":"the show notes. So if you're"},{"speaker":"Matt Wolach","startTime":1744.89,"endTime":1746.9,"body":"listening right now, you can"},{"speaker":"Matt Wolach","startTime":1744.89,"endTime":1746.9,"body":"click and see all that stuff."},{"speaker":"Matt Wolach","startTime":1746.9,"endTime":1749.66,"body":"So, Robin, this has been"},{"speaker":"Matt Wolach","startTime":1746.9,"endTime":1749.66,"body":"awesome. Thank you very much for"},{"speaker":"Matt Wolach","startTime":1749.66,"endTime":1750.56,"body":"coming on the show."},{"speaker":"Robin Singhvi","startTime":1751.19,"endTime":1752.75,"body":"Thank you for"},{"speaker":"Robin Singhvi","startTime":1751.19,"endTime":1752.75,"body":"having me, man. It was a great"},{"speaker":"Robin Singhvi","startTime":1752.75,"endTime":1753.83,"body":"conversation. I enjoyed it."},{"speaker":"Matt Wolach","startTime":1754.67,"endTime":1756.89,"body":"Likewise, and out"},{"speaker":"Matt Wolach","startTime":1754.67,"endTime":1756.89,"body":"there. Thank you for coming."},{"speaker":"Matt Wolach","startTime":1756.89,"endTime":1758.81,"body":"Thanks for listening. Again."},{"speaker":"Matt Wolach","startTime":1756.89,"endTime":1758.81,"body":"Make sure you're subscribed to"},{"speaker":"Matt Wolach","startTime":1758.81,"endTime":1761.6,"body":"the show so you don't miss out"},{"speaker":"Matt Wolach","startTime":1758.81,"endTime":1761.6,"body":"on anybody else who's going to"},{"speaker":"Matt Wolach","startTime":1761.6,"endTime":1764.69,"body":"share amazing stuff like Robin"},{"speaker":"Matt Wolach","startTime":1761.6,"endTime":1764.69,"body":"just did. I look forward to"},{"speaker":"Matt Wolach","startTime":1764.69,"endTime":1766.85,"body":"seeing you all next time. Take"},{"speaker":"Matt Wolach","startTime":1764.69,"endTime":1766.85,"body":"care. Bye bye"}]}