{"version":"1.0.0","segments":[{"speaker":"Joe Keeley","startTime":10.62,"endTime":14.46,"body":"You know, I think we"},{"speaker":"Joe Keeley","startTime":10.62,"endTime":14.46,"body":"need product folks to be, you"},{"speaker":"Joe Keeley","startTime":14.46,"endTime":18.48,"body":"know, completely geeked out in a"},{"speaker":"Joe Keeley","startTime":14.46,"endTime":18.48,"body":"good way about what our product"},{"speaker":"Joe Keeley","startTime":18.48,"endTime":23.76,"body":"is. But we also need to have"},{"speaker":"Joe Keeley","startTime":18.48,"endTime":23.76,"body":"team members that are balancing"},{"speaker":"Joe Keeley","startTime":23.76,"endTime":27.27,"body":"all these other plates from"},{"speaker":"Joe Keeley","startTime":23.76,"endTime":27.27,"body":"sales, marketing, product"},{"speaker":"Joe Keeley","startTime":27.39,"endTime":30.45,"body":"engineering, fundraising,"},{"speaker":"Joe Keeley","startTime":27.39,"endTime":30.45,"body":"finance, HR, etc."},{"speaker":"Unknown","startTime":33.33,"endTime":37.02,"body":"Welcome to Scale Your"},{"speaker":"Unknown","startTime":33.33,"endTime":37.02,"body":"SaaS, the podcast that gives you"},{"speaker":"Unknown","startTime":37.02,"endTime":40.44,"body":"proven techniques and formulas"},{"speaker":"Unknown","startTime":37.02,"endTime":40.44,"body":"for boosting your revenue and"},{"speaker":"Unknown","startTime":40.44,"endTime":43.92,"body":"achieving your dream exit"},{"speaker":"Unknown","startTime":40.44,"endTime":43.92,"body":"brought to you by a guy who's"},{"speaker":"Unknown","startTime":43.92,"endTime":49.02,"body":"done just that multiple times."},{"speaker":"Unknown","startTime":43.92,"endTime":49.02,"body":"Here's your host, Matt Wolach,"},{"speaker":"Matt Wolach","startTime":49.59,"endTime":52.83,"body":"and welcome to the"},{"speaker":"Matt Wolach","startTime":49.59,"endTime":52.83,"body":"show. Very, very awesome to have"},{"speaker":"Matt Wolach","startTime":52.83,"endTime":54.69,"body":"you here. Thank you very much"},{"speaker":"Matt Wolach","startTime":52.83,"endTime":54.69,"body":"for joining us. Thanks for"},{"speaker":"Matt Wolach","startTime":54.69,"endTime":57.0,"body":"watching. If you're watching on"},{"speaker":"Matt Wolach","startTime":54.69,"endTime":57.0,"body":"YouTube, thanks for listening."},{"speaker":"Matt Wolach","startTime":57.0,"endTime":60.6,"body":"If you're on the podcast, this"},{"speaker":"Matt Wolach","startTime":57.0,"endTime":60.6,"body":"is gonna be a fun episode. I am"},{"speaker":"Matt Wolach","startTime":60.6,"endTime":63.84,"body":"really excited to chat with Joe"},{"speaker":"Matt Wolach","startTime":60.6,"endTime":63.84,"body":"Keeley. Joe, how you doing?"},{"speaker":"Joe Keeley","startTime":64.26,"endTime":65.88,"body":"Great. Thanks."},{"speaker":"Joe Keeley","startTime":64.26,"endTime":65.88,"body":"Thanks for having me."},{"speaker":"Matt Wolach","startTime":66.74,"endTime":68.9,"body":"Absolutely. Let me"},{"speaker":"Matt Wolach","startTime":66.74,"endTime":68.9,"body":"make sure everybody knows who"},{"speaker":"Matt Wolach","startTime":68.9,"endTime":73.22,"body":"you are Joe. So Joe, he's the co"},{"speaker":"Matt Wolach","startTime":68.9,"endTime":73.22,"body":"founder and CEO of JustiFi and"},{"speaker":"Matt Wolach","startTime":73.22,"endTime":77.42,"body":"JustiFi exists to accelerate the"},{"speaker":"Matt Wolach","startTime":73.22,"endTime":77.42,"body":"potential of vertical SaaS"},{"speaker":"Matt Wolach","startTime":77.42,"endTime":80.81,"body":"platforms by bringing optimized"},{"speaker":"Matt Wolach","startTime":77.42,"endTime":80.81,"body":"embedded payments and beyond"},{"speaker":"Matt Wolach","startTime":80.81,"endTime":85.01,"body":"payments FinTech solutions to"},{"speaker":"Matt Wolach","startTime":80.81,"endTime":85.01,"body":"bear resulting in increased"},{"speaker":"Matt Wolach","startTime":85.01,"endTime":88.79,"body":"value for the platform of three"},{"speaker":"Matt Wolach","startTime":85.01,"endTime":88.79,"body":"to five times with remarkably"},{"speaker":"Matt Wolach","startTime":88.88,"endTime":91.88,"body":"lower cost of ownership. It's"},{"speaker":"Matt Wolach","startTime":88.88,"endTime":91.88,"body":"really cool what these guys are"},{"speaker":"Matt Wolach","startTime":91.88,"endTime":94.61,"body":"doing over justify. Prior to"},{"speaker":"Matt Wolach","startTime":91.88,"endTime":94.61,"body":"that Joe founded and grew"},{"speaker":"Matt Wolach","startTime":94.61,"endTime":98.48,"body":"college nanny sitters and"},{"speaker":"Matt Wolach","startTime":94.61,"endTime":98.48,"body":"tutors, also known as CNST. It's"},{"speaker":"Matt Wolach","startTime":98.48,"endTime":101.75,"body":"the nation's largest in home"},{"speaker":"Matt Wolach","startTime":98.48,"endTime":101.75,"body":"child care and tutoring company,"},{"speaker":"Matt Wolach","startTime":101.93,"endTime":105.35,"body":"he led CST to over 200"},{"speaker":"Matt Wolach","startTime":101.93,"endTime":105.35,"body":"franchises in the USA and United"},{"speaker":"Matt Wolach","startTime":105.35,"endTime":110.06,"body":"Kingdom, a milestone less than"},{"speaker":"Matt Wolach","startTime":105.35,"endTime":110.06,"body":"5% of franchisors achieved and"},{"speaker":"Matt Wolach","startTime":110.06,"endTime":115.46,"body":"over 13,000 employees. That's"},{"speaker":"Matt Wolach","startTime":110.06,"endTime":115.46,"body":"quite the story, I'm sure. And I"},{"speaker":"Matt Wolach","startTime":115.46,"endTime":117.95,"body":"can tell you, my kids are a"},{"speaker":"Matt Wolach","startTime":115.46,"endTime":117.95,"body":"little bit older now. But we"},{"speaker":"Matt Wolach","startTime":117.95,"endTime":121.67,"body":"definitely could have used you"},{"speaker":"Matt Wolach","startTime":117.95,"endTime":121.67,"body":"back in the day. But Joe, thanks"},{"speaker":"Matt Wolach","startTime":121.67,"endTime":122.99,"body":"so much for coming on the show."},{"speaker":"Joe Keeley","startTime":123.35,"endTime":125.51,"body":"My pleasure. My"},{"speaker":"Joe Keeley","startTime":123.35,"endTime":125.51,"body":"pleasure. Thanks for having me."},{"speaker":"Joe Keeley","startTime":126.2,"endTime":126.74,"body":"For sure."},{"speaker":"Matt Wolach","startTime":126.77,"endTime":128.87,"body":"So tell me, what"},{"speaker":"Matt Wolach","startTime":126.77,"endTime":128.87,"body":"have you been up to lately? And"},{"speaker":"Matt Wolach","startTime":128.87,"endTime":129.71,"body":"what's coming up for you?"},{"speaker":"Joe Keeley","startTime":130.94,"endTime":135.62,"body":"Well, you know, I'm,"},{"speaker":"Joe Keeley","startTime":130.94,"endTime":135.62,"body":"we're trying to make FinTech"},{"speaker":"Joe Keeley","startTime":135.62,"endTime":139.82,"body":"possible over it JustiFi, which"},{"speaker":"Joe Keeley","startTime":135.62,"endTime":139.82,"body":"is, of course, it's interesting."},{"speaker":"Joe Keeley","startTime":139.82,"endTime":143.6,"body":"There's, you talked about it"},{"speaker":"Joe Keeley","startTime":139.82,"endTime":143.6,"body":"every time I hear the stark"},{"speaker":"Joe Keeley","startTime":143.6,"endTime":146.87,"body":"contrast, I don't know if some"},{"speaker":"Joe Keeley","startTime":143.6,"endTime":146.87,"body":"of the listeners feel the same"},{"speaker":"Joe Keeley","startTime":146.87,"endTime":151.04,"body":"way. 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And then he"},{"speaker":"Joe Keeley","startTime":187.28,"endTime":190.97,"body":"said, You know, every company"},{"speaker":"Joe Keeley","startTime":187.28,"endTime":190.97,"body":"paraphrase, will soon be a"},{"speaker":"Joe Keeley","startTime":190.97,"endTime":194.21,"body":"FinTech company. 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But I definitely want to"},{"speaker":"Matt Wolach","startTime":268.1,"endTime":271.22,"body":"know and you did mention it how"},{"speaker":"Matt Wolach","startTime":271.22,"endTime":275.12,"body":"did you go from building a"},{"speaker":"Matt Wolach","startTime":271.22,"endTime":275.12,"body":"platform for tutors and nannies"},{"speaker":"Matt Wolach","startTime":275.12,"endTime":278.51,"body":"and all that to a fin tech"},{"speaker":"Matt Wolach","startTime":275.12,"endTime":278.51,"body":"company? What was that whole"},{"speaker":"Matt Wolach","startTime":278.51,"endTime":279.38,"body":"like thing like"},{"speaker":"Joe Keeley","startTime":280.31,"endTime":284.99,"body":"well you know it's"},{"speaker":"Joe Keeley","startTime":280.31,"endTime":284.99,"body":"it's a bit bumpy but had a had a"},{"speaker":"Joe Keeley","startTime":285.02,"endTime":290.0,"body":"15 year overnight success as I"},{"speaker":"Joe Keeley","startTime":285.02,"endTime":290.0,"body":"like to call it grew a company"},{"speaker":"Joe Keeley","startTime":290.0,"endTime":294.89,"body":"the old fashioned way, you know,"},{"speaker":"Joe Keeley","startTime":290.0,"endTime":294.89,"body":"didn't have remarkable the high"},{"speaker":"Joe Keeley","startTime":294.89,"endTime":298.46,"body":"or very much any outside"},{"speaker":"Joe Keeley","startTime":294.89,"endTime":298.46,"body":"professional investment and just"},{"speaker":"Joe Keeley","startTime":298.49,"endTime":302.09,"body":"started that company in it. As I"},{"speaker":"Joe Keeley","startTime":298.49,"endTime":302.09,"body":"was a, I was a hockey player in"},{"speaker":"Joe Keeley","startTime":302.09,"endTime":306.08,"body":"college, I went to the"},{"speaker":"Joe Keeley","startTime":302.09,"endTime":306.08,"body":"University to There you go,"},{"speaker":"Joe Keeley","startTime":306.11,"endTime":312.56,"body":"well, they were very common. And"},{"speaker":"Joe Keeley","startTime":306.11,"endTime":312.56,"body":"I answered an ad, in perhaps"},{"speaker":"Joe Keeley","startTime":312.56,"endTime":314.99,"body":"that's only placed in a couple"},{"speaker":"Joe Keeley","startTime":312.56,"endTime":314.99,"body":"places in the country, you know,"},{"speaker":"Joe Keeley","startTime":315.02,"endTime":318.11,"body":"Minnesota is one of them. That's"},{"speaker":"Joe Keeley","startTime":315.02,"endTime":318.11,"body":"where I went to university. And"},{"speaker":"Joe Keeley","startTime":318.11,"endTime":320.66,"body":"it said, looking for a hockey"},{"speaker":"Joe Keeley","startTime":318.11,"endTime":320.66,"body":"player to watch our two boys."},{"speaker":"Joe Keeley","startTime":321.2,"endTime":324.56,"body":"So, so I answered the ad and"},{"speaker":"Joe Keeley","startTime":321.2,"endTime":324.56,"body":"said, I need a summer job and,"},{"speaker":"Joe Keeley","startTime":324.71,"endTime":327.98,"body":"and then ended up being these"},{"speaker":"Joe Keeley","startTime":324.71,"endTime":327.98,"body":"two boys, their big brother,"},{"speaker":"Joe Keeley","startTime":327.98,"endTime":331.76,"body":"their nanny, if you will, we"},{"speaker":"Joe Keeley","startTime":327.98,"endTime":331.76,"body":"like to call that a manny. 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Of course, it was,"},{"speaker":"Joe Keeley","startTime":350.96,"endTime":354.26,"body":"you know, changed our family's"},{"speaker":"Joe Keeley","startTime":350.96,"endTime":354.26,"body":"life, but but also just it"},{"speaker":"Joe Keeley","startTime":354.26,"endTime":358.25,"body":"taught me a lot of skills that"},{"speaker":"Joe Keeley","startTime":354.26,"endTime":358.25,"body":"are transferable, you know,"},{"speaker":"Joe Keeley","startTime":358.28,"endTime":361.07,"body":"building teams, building"},{"speaker":"Joe Keeley","startTime":358.28,"endTime":361.07,"body":"organizations, solving,"},{"speaker":"Joe Keeley","startTime":361.67,"endTime":365.6,"body":"problems, achieving product"},{"speaker":"Joe Keeley","startTime":361.67,"endTime":365.6,"body":"market fit, all the things that,"},{"speaker":"Joe Keeley","startTime":365.93,"endTime":369.98,"body":"frankly, are independent of"},{"speaker":"Joe Keeley","startTime":365.93,"endTime":369.98,"body":"whatever the business that"},{"speaker":"Joe Keeley","startTime":369.98,"endTime":374.81,"body":"you're actually in is, you know,"},{"speaker":"Joe Keeley","startTime":369.98,"endTime":374.81,"body":"I think we need product folks to"},{"speaker":"Joe Keeley","startTime":374.81,"endTime":379.07,"body":"be, you know, completely geeked"},{"speaker":"Joe Keeley","startTime":374.81,"endTime":379.07,"body":"out in a good way about what our"},{"speaker":"Joe Keeley","startTime":379.07,"endTime":384.74,"body":"product is. But we also need to"},{"speaker":"Joe Keeley","startTime":379.07,"endTime":384.74,"body":"have team members that are that"},{"speaker":"Joe Keeley","startTime":384.74,"endTime":388.94,"body":"are balancing all these other"},{"speaker":"Joe Keeley","startTime":384.74,"endTime":388.94,"body":"plates from sales, marketing,"},{"speaker":"Joe Keeley","startTime":389.54,"endTime":393.62,"body":"product engineering,"},{"speaker":"Joe Keeley","startTime":389.54,"endTime":393.62,"body":"fundraising, finance, HR, etc."},{"speaker":"Joe Keeley","startTime":393.62,"endTime":396.74,"body":"So that's really what what I do"},{"speaker":"Joe Keeley","startTime":393.62,"endTime":396.74,"body":"so as I took a sabbatical, I"},{"speaker":"Joe Keeley","startTime":396.74,"endTime":401.69,"body":"took about a year and a half off"},{"speaker":"Joe Keeley","startTime":396.74,"endTime":401.69,"body":"after I fully exited college"},{"speaker":"Joe Keeley","startTime":401.69,"endTime":405.29,"body":"nannies and that sort of"},{"speaker":"Joe Keeley","startTime":401.69,"endTime":405.29,"body":"intersected with the onset of"},{"speaker":"Joe Keeley","startTime":405.29,"endTime":410.24,"body":"the pandemic. 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So this time when we"},{"speaker":"Joe Keeley","startTime":467.18,"endTime":471.26,"body":"built justify, I partnered with"},{"speaker":"Joe Keeley","startTime":471.26,"endTime":474.77,"body":"some folks that have solved a"},{"speaker":"Joe Keeley","startTime":471.26,"endTime":474.77,"body":"very, very real problem, which"},{"speaker":"Joe Keeley","startTime":474.77,"endTime":479.24,"body":"is how do you take your embedded"},{"speaker":"Joe Keeley","startTime":474.77,"endTime":479.24,"body":"finance your FinTech aspirations"},{"speaker":"Joe Keeley","startTime":479.27,"endTime":482.03,"body":"and bring them to life? My"},{"speaker":"Joe Keeley","startTime":479.27,"endTime":482.03,"body":"partners started a company"},{"speaker":"Joe Keeley","startTime":482.03,"endTime":488.15,"body":"called sports engine. Sports"},{"speaker":"Joe Keeley","startTime":482.03,"endTime":488.15,"body":"engine is a youth sports"},{"speaker":"Joe Keeley","startTime":488.15,"endTime":493.97,"body":"vertical SaaS platform that"},{"speaker":"Joe Keeley","startTime":488.15,"endTime":493.97,"body":"solves solves problems for"},{"speaker":"Joe Keeley","startTime":494.03,"endTime":497.27,"body":"registration and just the"},{"speaker":"Joe Keeley","startTime":494.03,"endTime":497.27,"body":"workflows for a tee ball"},{"speaker":"Joe Keeley","startTime":497.27,"endTime":500.6,"body":"organization, hockey"},{"speaker":"Joe Keeley","startTime":497.27,"endTime":500.6,"body":"organization, so many parents"},{"speaker":"Joe Keeley","startTime":500.6,"endTime":504.59,"body":"like oh, I've used it for my"},{"speaker":"Joe Keeley","startTime":500.6,"endTime":504.59,"body":"kids. Exactly. Well, sports"},{"speaker":"Joe Keeley","startTime":504.59,"endTime":509.09,"body":"engine is a FinTech Trojan horse"},{"speaker":"Joe Keeley","startTime":504.59,"endTime":509.09,"body":"hiding in plain sight. They make"},{"speaker":"Joe Keeley","startTime":509.15,"endTime":513.59,"body":"most of their money, monetizing"},{"speaker":"Joe Keeley","startTime":509.15,"endTime":513.59,"body":"payments, insurance, lending"},{"speaker":"Joe Keeley","startTime":513.62,"endTime":516.44,"body":"other financial products. So"},{"speaker":"Joe Keeley","startTime":513.62,"endTime":516.44,"body":"there was some technology and"},{"speaker":"Joe Keeley","startTime":516.44,"endTime":521.57,"body":"know how that my partners had"},{"speaker":"Joe Keeley","startTime":516.44,"endTime":521.57,"body":"built in, they exited that"},{"speaker":"Joe Keeley","startTime":521.57,"endTime":524.63,"body":"company. And so we got together"},{"speaker":"Joe Keeley","startTime":521.57,"endTime":524.63,"body":"and I merged what I was looking"},{"speaker":"Joe Keeley","startTime":524.63,"endTime":528.62,"body":"to do, and the problem didn't"},{"speaker":"Joe Keeley","startTime":524.63,"endTime":528.62,"body":"know how that they had. And"},{"speaker":"Joe Keeley","startTime":528.74,"endTime":532.91,"body":"that's how justify came to be so"},{"speaker":"Joe Keeley","startTime":528.74,"endTime":532.91,"body":"we exist to accelerate the"},{"speaker":"Joe Keeley","startTime":532.91,"endTime":536.09,"body":"potential and specifically the"},{"speaker":"Joe Keeley","startTime":532.91,"endTime":536.09,"body":"FinTech potential of other"},{"speaker":"Joe Keeley","startTime":536.09,"endTime":538.67,"body":"software companies and, and"},{"speaker":"Joe Keeley","startTime":536.09,"endTime":538.67,"body":"we're having a blast doing it."},{"speaker":"Joe Keeley","startTime":538.82,"endTime":541.94,"body":"And also, from an"},{"speaker":"Joe Keeley","startTime":538.82,"endTime":541.94,"body":"entrepreneurship perspective,"},{"speaker":"Joe Keeley","startTime":542.15,"endTime":544.91,"body":"this sort of business, like many"},{"speaker":"Joe Keeley","startTime":542.15,"endTime":544.91,"body":"software companies, like many"},{"speaker":"Joe Keeley","startTime":544.91,"endTime":550.25,"body":"FinTech companies, requires, you"},{"speaker":"Joe Keeley","startTime":544.91,"endTime":550.25,"body":"know, very, very real capital"},{"speaker":"Joe Keeley","startTime":550.28,"endTime":554.48,"body":"that that that isn't sitting"},{"speaker":"Joe Keeley","startTime":550.28,"endTime":554.48,"body":"around under the cushions. So"},{"speaker":"Joe Keeley","startTime":554.66,"endTime":557.93,"body":"you know, we've raised 13 and a"},{"speaker":"Joe Keeley","startTime":554.66,"endTime":557.93,"body":"half million dollars to date for"},{"speaker":"Joe Keeley","startTime":557.96,"endTime":563.78,"body":"some sort of very well known"},{"speaker":"Joe Keeley","startTime":557.96,"endTime":563.78,"body":"investors. We have a very strong"},{"speaker":"Joe Keeley","startTime":563.78,"endTime":566.66,"body":"team and you know, dozens and"},{"speaker":"Joe Keeley","startTime":563.78,"endTime":566.66,"body":"dozens of customers so we're"},{"speaker":"Joe Keeley","startTime":566.66,"endTime":571.79,"body":"well on our way and I'm enjoying"},{"speaker":"Joe Keeley","startTime":566.66,"endTime":571.79,"body":"these very similar but different"},{"speaker":"Joe Keeley","startTime":572.54,"endTime":574.91,"body":"second half of my"},{"speaker":"Joe Keeley","startTime":572.54,"endTime":574.91,"body":"entrepreneurial journey."},{"speaker":"Matt Wolach","startTime":575.88,"endTime":578.28,"body":"I love it. First of"},{"speaker":"Matt Wolach","startTime":575.88,"endTime":578.28,"body":"all, I've never seen an ad"},{"speaker":"Matt Wolach","startTime":578.28,"endTime":581.16,"body":"looking for a hockey player to"},{"speaker":"Matt Wolach","startTime":578.28,"endTime":581.16,"body":"watch some kids but I guess that"},{"speaker":"Matt Wolach","startTime":581.16,"endTime":585.12,"body":"they wanted you to kind of share"},{"speaker":"Matt Wolach","startTime":581.16,"endTime":585.12,"body":"your skills with the boys so"},{"speaker":"Matt Wolach","startTime":585.12,"endTime":587.04,"body":"that they could grow Have you"},{"speaker":"Matt Wolach","startTime":585.12,"endTime":587.04,"body":"kept up with them? Are they"},{"speaker":"Matt Wolach","startTime":587.04,"endTime":587.67,"body":"doing well?"},{"speaker":"Joe Keeley","startTime":588.12,"endTime":592.32,"body":"I had I have and"},{"speaker":"Joe Keeley","startTime":588.12,"endTime":592.32,"body":"they you know they're they had a"},{"speaker":"Joe Keeley","startTime":592.32,"endTime":596.46,"body":"successful you know, everything"},{"speaker":"Joe Keeley","startTime":592.32,"endTime":596.46,"body":"was okay. We got them to their"},{"speaker":"Joe Keeley","startTime":596.52,"endTime":599.64,"body":"activities and their hockey on"},{"speaker":"Joe Keeley","startTime":596.52,"endTime":599.64,"body":"time. I kept them fed relatively"},{"speaker":"Joe Keeley","startTime":599.64,"endTime":603.69,"body":"safe. If I played chef show for"},{"speaker":"Joe Keeley","startTime":599.64,"endTime":603.69,"body":"a referee, Coach all of those"},{"speaker":"Joe Keeley","startTime":603.69,"endTime":608.46,"body":"things, and you know, the first"},{"speaker":"Joe Keeley","startTime":603.69,"endTime":608.46,"body":"the first day I showed up, the"},{"speaker":"Joe Keeley","startTime":608.46,"endTime":610.89,"body":"nine year olds introduced to"},{"speaker":"Joe Keeley","startTime":608.46,"endTime":610.89,"body":"say, you know, I'm Joe, I play"},{"speaker":"Joe Keeley","startTime":610.89,"endTime":615.48,"body":"hockey at XYZ University of St."},{"speaker":"Joe Keeley","startTime":610.89,"endTime":615.48,"body":"Thomas. And he's, oh, that's"},{"speaker":"Joe Keeley","startTime":615.48,"endTime":618.21,"body":"cool. And he said, I'm gonna"},{"speaker":"Joe Keeley","startTime":615.48,"endTime":618.21,"body":"play hockey at Harvard. I said,"},{"speaker":"Joe Keeley","startTime":618.24,"endTime":624.0,"body":"Oh, heard of it. I guess we've"},{"speaker":"Joe Keeley","startTime":618.24,"endTime":624.0,"body":"got to get to work. So they went"},{"speaker":"Joe Keeley","startTime":624.0,"endTime":626.88,"body":"on, they had a great high school"},{"speaker":"Joe Keeley","startTime":624.0,"endTime":626.88,"body":"hockey career, great young man,"},{"speaker":"Joe Keeley","startTime":626.91,"endTime":629.73,"body":"they both played hockey at"},{"speaker":"Joe Keeley","startTime":626.91,"endTime":629.73,"body":"Harvard, played a little pro,"},{"speaker":"Joe Keeley","startTime":629.73,"endTime":632.79,"body":"and now they're off in the"},{"speaker":"Joe Keeley","startTime":629.73,"endTime":632.79,"body":"business world, doing great"},{"speaker":"Joe Keeley","startTime":632.79,"endTime":635.73,"body":"things. So it was a"},{"speaker":"Joe Keeley","startTime":632.79,"endTime":635.73,"body":"transformative ad that I"},{"speaker":"Joe Keeley","startTime":635.73,"endTime":636.27,"body":"answered."},{"speaker":"Matt Wolach","startTime":637.38,"endTime":639.3,"body":"Well, I liked them"},{"speaker":"Matt Wolach","startTime":637.38,"endTime":639.3,"body":"a little more. Before I heard"},{"speaker":"Matt Wolach","startTime":639.3,"endTime":643.71,"body":"that I went to Cornell Harvard"},{"speaker":"Matt Wolach","startTime":639.3,"endTime":643.71,"body":"was our rival. And yes, so not"},{"speaker":"Matt Wolach","startTime":643.71,"endTime":645.78,"body":"so not so happy anymore. But no,"},{"speaker":"Matt Wolach","startTime":643.71,"endTime":645.78,"body":"that's good. That's awesome."},{"speaker":"Matt Wolach","startTime":645.78,"endTime":648.3,"body":"Good job getting them. I'm sure"},{"speaker":"Matt Wolach","startTime":645.78,"endTime":648.3,"body":"it was all of your skills that"},{"speaker":"Matt Wolach","startTime":648.3,"endTime":651.09,"body":"you gave them that got in there."},{"speaker":"Matt Wolach","startTime":648.3,"endTime":651.09,"body":"So well done is ultimately very"},{"speaker":"Matt Wolach","startTime":651.54,"endTime":655.89,"body":"easy. Let's talk about this. You"},{"speaker":"Matt Wolach","startTime":651.54,"endTime":655.89,"body":"know, where should founders"},{"speaker":"Matt Wolach","startTime":655.89,"endTime":659.4,"body":"start when considering adding a"},{"speaker":"Matt Wolach","startTime":655.89,"endTime":659.4,"body":"FinTech layer to their platform?"},{"speaker":"Matt Wolach","startTime":659.4,"endTime":660.09,"body":"How's that all go?"},{"speaker":"Joe Keeley","startTime":660.66,"endTime":663.24,"body":"Yeah, you know, I"},{"speaker":"Joe Keeley","startTime":660.66,"endTime":663.24,"body":"think it's, the first thing we"},{"speaker":"Joe Keeley","startTime":663.24,"endTime":666.9,"body":"need to do, I think, is take a"},{"speaker":"Joe Keeley","startTime":663.24,"endTime":666.9,"body":"step back, you know, and say,"},{"speaker":"Joe Keeley","startTime":666.9,"endTime":669.84,"body":"like, what is it? What is it?"},{"speaker":"Joe Keeley","startTime":666.9,"endTime":669.84,"body":"You know, there's so much jargon"},{"speaker":"Joe Keeley","startTime":669.84,"endTime":673.32,"body":"that's thrown around. And, and I"},{"speaker":"Joe Keeley","startTime":669.84,"endTime":673.32,"body":"think what I've found and what's"},{"speaker":"Joe Keeley","startTime":673.32,"endTime":677.46,"body":"been a benefit to me, like"},{"speaker":"Joe Keeley","startTime":673.32,"endTime":677.46,"body":"transferring industries, is just"},{"speaker":"Joe Keeley","startTime":679.29,"endTime":683.52,"body":"straight away, saying, Okay,"},{"speaker":"Joe Keeley","startTime":679.29,"endTime":683.52,"body":"let's just so I'll just say, for"},{"speaker":"Joe Keeley","startTime":683.52,"endTime":686.82,"body":"me, let's, even if it's not the"},{"speaker":"Joe Keeley","startTime":683.52,"endTime":686.82,"body":"case, but I think it's really"},{"speaker":"Joe Keeley","startTime":686.82,"endTime":690.9,"body":"helpful to say, let's explain"},{"speaker":"Joe Keeley","startTime":686.82,"endTime":690.9,"body":"what we're talking about first,"},{"speaker":"Joe Keeley","startTime":690.99,"endTime":695.13,"body":"because I think we all have our"},{"speaker":"Joe Keeley","startTime":690.99,"endTime":695.13,"body":"own imposter syndrome, you know,"},{"speaker":"Joe Keeley","startTime":695.13,"endTime":698.28,"body":"that's going on. And people talk"},{"speaker":"Joe Keeley","startTime":695.13,"endTime":698.28,"body":"about, oh, you got to, you got"},{"speaker":"Joe Keeley","startTime":698.28,"endTime":700.53,"body":"to be a FinTech company like,"},{"speaker":"Joe Keeley","startTime":698.28,"endTime":700.53,"body":"well, what does that actually"},{"speaker":"Joe Keeley","startTime":700.53,"endTime":704.04,"body":"mean? And then how you best to"},{"speaker":"Joe Keeley","startTime":700.53,"endTime":704.04,"body":"do it. So I think if we step"},{"speaker":"Joe Keeley","startTime":704.04,"endTime":707.49,"body":"back and say, you know,"},{"speaker":"Joe Keeley","startTime":704.04,"endTime":707.49,"body":"financial technology or, or"},{"speaker":"Joe Keeley","startTime":707.52,"endTime":710.67,"body":"embedded financial products and"},{"speaker":"Joe Keeley","startTime":707.52,"endTime":710.67,"body":"services, we're talking about"},{"speaker":"Joe Keeley","startTime":710.67,"endTime":714.24,"body":"any sort of product that you"},{"speaker":"Joe Keeley","startTime":710.67,"endTime":714.24,"body":"could put into your software"},{"speaker":"Joe Keeley","startTime":714.33,"endTime":720.0,"body":"that your customers could use,"},{"speaker":"Joe Keeley","startTime":714.33,"endTime":720.0,"body":"and hopefully, you can"},{"speaker":"Joe Keeley","startTime":720.0,"endTime":723.54,"body":"participate in the unit"},{"speaker":"Joe Keeley","startTime":720.0,"endTime":723.54,"body":"economics of that. So the first"},{"speaker":"Joe Keeley","startTime":723.54,"endTime":726.45,"body":"thing you need to do is to"},{"speaker":"Joe Keeley","startTime":723.54,"endTime":726.45,"body":"understand what products or"},{"speaker":"Joe Keeley","startTime":726.45,"endTime":733.41,"body":"services might your customers on"},{"speaker":"Joe Keeley","startTime":726.45,"endTime":733.41,"body":"your SaaS platform benefit from"},{"speaker":"Joe Keeley","startTime":733.41,"endTime":738.09,"body":"having inap. So in sportsmans,"},{"speaker":"Joe Keeley","startTime":733.41,"endTime":738.09,"body":"example, you know, payments are"},{"speaker":"Joe Keeley","startTime":738.09,"endTime":743.4,"body":"the sort of, you know, obvious"},{"speaker":"Joe Keeley","startTime":738.09,"endTime":743.4,"body":"one, you know, in many cases,"},{"speaker":"Joe Keeley","startTime":743.4,"endTime":746.1,"body":"it's sort of a table stakes, if"},{"speaker":"Joe Keeley","startTime":743.4,"endTime":746.1,"body":"you're going to have a software"},{"speaker":"Joe Keeley","startTime":746.1,"endTime":748.68,"body":"platform, being able to have"},{"speaker":"Joe Keeley","startTime":746.1,"endTime":748.68,"body":"your customers collect money is"},{"speaker":"Joe Keeley","startTime":748.68,"endTime":752.16,"body":"there, but there's a massive"},{"speaker":"Joe Keeley","startTime":748.68,"endTime":752.16,"body":"difference between having"},{"speaker":"Joe Keeley","startTime":752.16,"endTime":755.34,"body":"payments and monetizing payments"},{"speaker":"Joe Keeley","startTime":752.16,"endTime":755.34,"body":"and monetizing it in an"},{"speaker":"Joe Keeley","startTime":755.37,"endTime":758.76,"body":"optimized fashion. So that's"},{"speaker":"Joe Keeley","startTime":755.37,"endTime":758.76,"body":"sort of first off. And then"},{"speaker":"Joe Keeley","startTime":758.76,"endTime":761.85,"body":"there's other things like"},{"speaker":"Joe Keeley","startTime":758.76,"endTime":761.85,"body":"embedded insurance, lending,"},{"speaker":"Joe Keeley","startTime":761.94,"endTime":767.58,"body":"card issuing, etc. So just like"},{"speaker":"Joe Keeley","startTime":761.94,"endTime":767.58,"body":"your earlier comment that some"},{"speaker":"Joe Keeley","startTime":767.58,"endTime":771.75,"body":"of the, you know, great"},{"speaker":"Joe Keeley","startTime":767.58,"endTime":771.75,"body":"technology, if we go way back,"},{"speaker":"Joe Keeley","startTime":771.75,"endTime":774.87,"body":"when was reserved to only the"},{"speaker":"Joe Keeley","startTime":771.75,"endTime":774.87,"body":"you know, fortune 500 companies"},{"speaker":"Joe Keeley","startTime":774.87,"endTime":779.73,"body":"that could afford a"},{"speaker":"Joe Keeley","startTime":774.87,"endTime":779.73,"body":"supercomputer today. There's so"},{"speaker":"Joe Keeley","startTime":779.73,"endTime":784.23,"body":"many things that are fingertips"},{"speaker":"Joe Keeley","startTime":779.73,"endTime":784.23,"body":"and I think there's this burden"},{"speaker":"Joe Keeley","startTime":784.23,"endTime":787.83,"body":"of abundance that exists out"},{"speaker":"Joe Keeley","startTime":784.23,"endTime":787.83,"body":"there, because what is the"},{"speaker":"Joe Keeley","startTime":787.83,"endTime":791.1,"body":"actual way, best way to go about"},{"speaker":"Joe Keeley","startTime":787.83,"endTime":791.1,"body":"this and the best way, because"},{"speaker":"Joe Keeley","startTime":791.1,"endTime":795.09,"body":"you can get some pretty dated"},{"speaker":"Joe Keeley","startTime":791.1,"endTime":795.09,"body":"advice. You know, you know, you"},{"speaker":"Joe Keeley","startTime":795.09,"endTime":798.66,"body":"if you have some really seasoned"},{"speaker":"Joe Keeley","startTime":795.09,"endTime":798.66,"body":"experienced investors that said,"},{"speaker":"Joe Keeley","startTime":798.75,"endTime":801.21,"body":"you know, you're a great"},{"speaker":"Joe Keeley","startTime":798.75,"endTime":801.21,"body":"platform, you need to monetize"},{"speaker":"Joe Keeley","startTime":801.21,"endTime":804.33,"body":"payments, you need to be a pay"},{"speaker":"Joe Keeley","startTime":801.21,"endTime":804.33,"body":"factor, a payment facilitator."},{"speaker":"Joe Keeley","startTime":806.73,"endTime":809.82,"body":"You do not need to be a payment"},{"speaker":"Joe Keeley","startTime":806.73,"endTime":809.82,"body":"facilitator. There's only 250"},{"speaker":"Joe Keeley","startTime":809.82,"endTime":813.15,"body":"payment facilitators in the"},{"speaker":"Joe Keeley","startTime":809.82,"endTime":813.15,"body":"United States of America, we are"},{"speaker":"Joe Keeley","startTime":813.15,"endTime":818.16,"body":"one of them. But the cost"},{"speaker":"Joe Keeley","startTime":813.15,"endTime":818.16,"body":"associated to do that is, is"},{"speaker":"Joe Keeley","startTime":818.19,"endTime":821.4,"body":"it's just not it has increased"},{"speaker":"Joe Keeley","startTime":818.19,"endTime":821.4,"body":"with compliance. So, you know,"},{"speaker":"Joe Keeley","startTime":821.4,"endTime":823.8,"body":"there, that's why there's pay"},{"speaker":"Joe Keeley","startTime":821.4,"endTime":823.8,"body":"fax as a service and things like"},{"speaker":"Joe Keeley","startTime":823.8,"endTime":828.93,"body":"that. So the first thing that a"},{"speaker":"Joe Keeley","startTime":823.8,"endTime":828.93,"body":"software platform needs to do to"},{"speaker":"Joe Keeley","startTime":828.93,"endTime":832.86,"body":"unlock and sportsengine learned"},{"speaker":"Joe Keeley","startTime":828.93,"endTime":832.86,"body":"this over decades of roaming"},{"speaker":"Joe Keeley","startTime":832.86,"endTime":835.83,"body":"through the desert switching"},{"speaker":"Joe Keeley","startTime":832.86,"endTime":835.83,"body":"processors and, and going"},{"speaker":"Joe Keeley","startTime":835.83,"endTime":838.23,"body":"through a lot of pain. And"},{"speaker":"Joe Keeley","startTime":835.83,"endTime":838.23,"body":"that's essentially what what"},{"speaker":"Joe Keeley","startTime":838.23,"endTime":841.68,"body":"we're going to market with with"},{"speaker":"Joe Keeley","startTime":838.23,"endTime":841.68,"body":"our infrastructure platform is"},{"speaker":"Joe Keeley","startTime":842.16,"endTime":847.95,"body":"you need to own your customer"},{"speaker":"Joe Keeley","startTime":842.16,"endTime":847.95,"body":"data. You know, and we like to"},{"speaker":"Joe Keeley","startTime":847.95,"endTime":850.98,"body":"throw that around like, oh, data"},{"speaker":"Joe Keeley","startTime":847.95,"endTime":850.98,"body":"is the new oil and you have to,"},{"speaker":"Joe Keeley","startTime":851.25,"endTime":855.18,"body":"but why you need to own your"},{"speaker":"Joe Keeley","startTime":851.25,"endTime":855.18,"body":"customer onboarding data in a"},{"speaker":"Joe Keeley","startTime":855.18,"endTime":861.21,"body":"tokenized way, so that you can"},{"speaker":"Joe Keeley","startTime":855.18,"endTime":861.21,"body":"quickly and easily launch and"},{"speaker":"Joe Keeley","startTime":861.21,"endTime":867.63,"body":"swap between FinTech providers."},{"speaker":"Joe Keeley","startTime":861.21,"endTime":867.63,"body":"So we help customers get control"},{"speaker":"Joe Keeley","startTime":867.66,"endTime":870.78,"body":"platforms, get control of their"},{"speaker":"Joe Keeley","startTime":867.66,"endTime":870.78,"body":"customer data, and then"},{"speaker":"Joe Keeley","startTime":871.14,"endTime":875.88,"body":"deliberately launch in a non"},{"speaker":"Joe Keeley","startTime":871.14,"endTime":875.88,"body":"disruptive fashion, new products"},{"speaker":"Joe Keeley","startTime":875.88,"endTime":879.33,"body":"and services because you need to"},{"speaker":"Joe Keeley","startTime":875.88,"endTime":879.33,"body":"think about this as a FinTech"},{"speaker":"Joe Keeley","startTime":879.33,"endTime":884.67,"body":"journey. What product today"},{"speaker":"Joe Keeley","startTime":879.33,"endTime":884.67,"body":"might be perfect may not work"},{"speaker":"Joe Keeley","startTime":884.67,"endTime":887.25,"body":"for you five years from now. And"},{"speaker":"Joe Keeley","startTime":884.67,"endTime":887.25,"body":"if you have to go through"},{"speaker":"Joe Keeley","startTime":887.4,"endTime":891.72,"body":"ripping out infrastructure and"},{"speaker":"Joe Keeley","startTime":887.4,"endTime":891.72,"body":"swapping things out. That's why"},{"speaker":"Joe Keeley","startTime":891.78,"endTime":897.33,"body":"many, many platforms have very"},{"speaker":"Joe Keeley","startTime":891.78,"endTime":897.33,"body":"high FinTech aspirations, but"},{"speaker":"Joe Keeley","startTime":897.33,"endTime":903.33,"body":"yet very low You know,"},{"speaker":"Joe Keeley","startTime":897.33,"endTime":903.33,"body":"activation, it's because they're"},{"speaker":"Joe Keeley","startTime":903.33,"endTime":906.12,"body":"busy, they're busy building"},{"speaker":"Joe Keeley","startTime":903.33,"endTime":906.12,"body":"their own software platform,"},{"speaker":"Joe Keeley","startTime":906.12,"endTime":909.87,"body":"getting customers, you know,"},{"speaker":"Joe Keeley","startTime":906.12,"endTime":909.87,"body":"keeping them happy. And that's"},{"speaker":"Joe Keeley","startTime":909.87,"endTime":912.96,"body":"what they should be doing. So"},{"speaker":"Joe Keeley","startTime":909.87,"endTime":912.96,"body":"the first thing is to really"},{"speaker":"Joe Keeley","startTime":912.96,"endTime":916.83,"body":"have a plan, have it at a high"},{"speaker":"Joe Keeley","startTime":912.96,"endTime":916.83,"body":"level that makes make sure that"},{"speaker":"Joe Keeley","startTime":916.92,"endTime":921.75,"body":"one has flexibility. And"},{"speaker":"Joe Keeley","startTime":916.92,"endTime":921.75,"body":"optionality. Because the tools"},{"speaker":"Joe Keeley","startTime":921.75,"endTime":925.59,"body":"that are out there today, if"},{"speaker":"Joe Keeley","startTime":921.75,"endTime":925.59,"body":"executed properly, can really"},{"speaker":"Joe Keeley","startTime":925.59,"endTime":928.23,"body":"help you accelerate that"},{"speaker":"Joe Keeley","startTime":925.59,"endTime":928.23,"body":"potential. It's similar, like,"},{"speaker":"Joe Keeley","startTime":928.59,"endTime":934.77,"body":"you know, you don't need to have"},{"speaker":"Joe Keeley","startTime":928.59,"endTime":934.77,"body":"a closet full of servers to host"},{"speaker":"Joe Keeley","startTime":934.77,"endTime":937.74,"body":"your data anymore. Like that"},{"speaker":"Joe Keeley","startTime":934.77,"endTime":937.74,"body":"would be ridiculous. But there"},{"speaker":"Joe Keeley","startTime":937.74,"endTime":941.7,"body":"was a time where that was the"},{"speaker":"Joe Keeley","startTime":937.74,"endTime":941.7,"body":"only way to do it before AWS and"},{"speaker":"Joe Keeley","startTime":941.7,"endTime":946.17,"body":"as your and other things. So"},{"speaker":"Joe Keeley","startTime":941.7,"endTime":946.17,"body":"that's, that's our view of the"},{"speaker":"Joe Keeley","startTime":946.17,"endTime":946.86,"body":"world anyhow."},{"speaker":"Matt Wolach","startTime":948.03,"endTime":950.25,"body":"I love it. I want"},{"speaker":"Matt Wolach","startTime":948.03,"endTime":950.25,"body":"to ask you, you said you've"},{"speaker":"Matt Wolach","startTime":950.25,"endTime":953.73,"body":"taken on money? Was that a tough"},{"speaker":"Matt Wolach","startTime":950.25,"endTime":953.73,"body":"decision to bring in money? Or"},{"speaker":"Matt Wolach","startTime":953.73,"endTime":955.86,"body":"were you always planning on"},{"speaker":"Matt Wolach","startTime":953.73,"endTime":955.86,"body":"doing that to help you"},{"speaker":"Matt Wolach","startTime":955.86,"endTime":958.53,"body":"accelerate? Well, how did that"},{"speaker":"Matt Wolach","startTime":955.86,"endTime":958.53,"body":"go? I know a lot of our reason I"},{"speaker":"Matt Wolach","startTime":958.53,"endTime":961.5,"body":"asked you a lot of our listeners"},{"speaker":"Matt Wolach","startTime":958.53,"endTime":961.5,"body":"are bootstrapped. And they're"},{"speaker":"Matt Wolach","startTime":961.5,"endTime":964.59,"body":"considering, Hey, should we take"},{"speaker":"Matt Wolach","startTime":961.5,"endTime":964.59,"body":"on money? Should we not? How did"},{"speaker":"Matt Wolach","startTime":964.59,"endTime":964.92,"body":"it go for you?"},{"speaker":"Joe Keeley","startTime":964.949,"endTime":968.369,"body":"Yeah. Well, in this"},{"speaker":"Joe Keeley","startTime":964.949,"endTime":968.369,"body":"instance, it was it was by"},{"speaker":"Joe Keeley","startTime":968.369,"endTime":973.499,"body":"design from the very beginning."},{"speaker":"Joe Keeley","startTime":968.369,"endTime":973.499,"body":"So the some of the founders in"},{"speaker":"Joe Keeley","startTime":973.499,"endTime":977.129,"body":"the core engineering team sports"},{"speaker":"Joe Keeley","startTime":973.499,"endTime":977.129,"body":"engine, we came together, and we"},{"speaker":"Joe Keeley","startTime":977.129,"endTime":982.259,"body":"were incubated inside of a vert,"},{"speaker":"Joe Keeley","startTime":977.129,"endTime":982.259,"body":"a venture capital firm called"},{"speaker":"Joe Keeley","startTime":982.259,"endTime":987.239,"body":"rally ventures. So we were sort"},{"speaker":"Joe Keeley","startTime":982.259,"endTime":987.239,"body":"of a mature seasoned team that"},{"speaker":"Joe Keeley","startTime":987.239,"endTime":990.269,"body":"was brought together, we had"},{"speaker":"Joe Keeley","startTime":987.239,"endTime":990.269,"body":"initial seed funding went out"},{"speaker":"Joe Keeley","startTime":990.269,"endTime":993.809,"body":"for a round. So and, and when"},{"speaker":"Joe Keeley","startTime":990.269,"endTime":993.809,"body":"you this is a very, very big"},{"speaker":"Joe Keeley","startTime":993.809,"endTime":997.589,"body":"aspiration to orchestrate"},{"speaker":"Joe Keeley","startTime":993.809,"endTime":997.589,"body":"embedded finance for software"},{"speaker":"Joe Keeley","startTime":997.589,"endTime":1001.099,"body":"platforms and the bar super"},{"speaker":"Joe Keeley","startTime":997.589,"endTime":1001.099,"body":"high. You know, when I always"},{"speaker":"Joe Keeley","startTime":1001.099,"endTime":1004.429,"body":"talk about when you're talking,"},{"speaker":"Joe Keeley","startTime":1001.099,"endTime":1004.429,"body":"when you're dealing with OPM, or"},{"speaker":"Joe Keeley","startTime":1004.429,"endTime":1007.429,"body":"other people's money, you know,"},{"speaker":"Joe Keeley","startTime":1004.429,"endTime":1007.429,"body":"there isn't mistakes that can be"},{"speaker":"Joe Keeley","startTime":1007.429,"endTime":1012.919,"body":"made with that. So we knew that"},{"speaker":"Joe Keeley","startTime":1007.429,"endTime":1012.919,"body":"we needed a very top rate team,"},{"speaker":"Joe Keeley","startTime":1012.949,"endTime":1019.459,"body":"we needed to build out the"},{"speaker":"Joe Keeley","startTime":1012.949,"endTime":1019.459,"body":"technology that we had used for"},{"speaker":"Joe Keeley","startTime":1019.459,"endTime":1024.679,"body":"the last 10 years, or at least"},{"speaker":"Joe Keeley","startTime":1019.459,"endTime":1024.679,"body":"the know how. So there's just"},{"speaker":"Joe Keeley","startTime":1024.679,"endTime":1028.999,"body":"certain businesses that you"},{"speaker":"Joe Keeley","startTime":1024.679,"endTime":1028.999,"body":"can't get off the ground without"},{"speaker":"Joe Keeley","startTime":1028.999,"endTime":1032.179,"body":"that sort of capital, you know,"},{"speaker":"Joe Keeley","startTime":1028.999,"endTime":1032.179,"body":"others as like my prior company,"},{"speaker":"Joe Keeley","startTime":1032.179,"endTime":1039.109,"body":"you can. But in so that was very"},{"speaker":"Joe Keeley","startTime":1032.179,"endTime":1039.109,"body":"attractive to me, because that"},{"speaker":"Joe Keeley","startTime":1039.109,"endTime":1044.269,"body":"was a different path. And when"},{"speaker":"Joe Keeley","startTime":1039.109,"endTime":1044.269,"body":"loser draw, I'll have two very"},{"speaker":"Joe Keeley","startTime":1044.269,"endTime":1047.239,"body":"different entrepreneurial"},{"speaker":"Joe Keeley","startTime":1044.269,"endTime":1047.239,"body":"experiences that I'll be able to"},{"speaker":"Joe Keeley","startTime":1047.389,"endTime":1050.659,"body":"talk about at some point in the"},{"speaker":"Joe Keeley","startTime":1047.389,"endTime":1050.659,"body":"future. I'd love to hear in"},{"speaker":"Joe Keeley","startTime":1050.659,"endTime":1051.589,"body":"contrast manner."},{"speaker":"Matt Wolach","startTime":1052.1,"endTime":1053.78,"body":"Yeah, I love it,"},{"speaker":"Matt Wolach","startTime":1052.1,"endTime":1053.78,"body":"what a wealth of experience"},{"speaker":"Matt Wolach","startTime":1053.78,"endTime":1056.9,"body":"you've got behind us. Fantastic."},{"speaker":"Matt Wolach","startTime":1053.78,"endTime":1056.9,"body":"So tell me about, you know, this"},{"speaker":"Matt Wolach","startTime":1056.9,"endTime":1059.72,"body":"company, you got kicked off,"},{"speaker":"Matt Wolach","startTime":1056.9,"endTime":1059.72,"body":"you're growing it? What were"},{"speaker":"Matt Wolach","startTime":1059.72,"endTime":1062.93,"body":"some of the best moves you guys"},{"speaker":"Matt Wolach","startTime":1059.72,"endTime":1062.93,"body":"made in the early days to to"},{"speaker":"Matt Wolach","startTime":1062.93,"endTime":1065.3,"body":"help it get going and get"},{"speaker":"Matt Wolach","startTime":1062.93,"endTime":1065.3,"body":"accelerating?"},{"speaker":"Joe Keeley","startTime":1066.05,"endTime":1068.63,"body":"Yeah, I mean, you"},{"speaker":"Joe Keeley","startTime":1066.05,"endTime":1068.63,"body":"hear this over and over and"},{"speaker":"Joe Keeley","startTime":1068.63,"endTime":1073.88,"body":"again, and certainly, capital"},{"speaker":"Joe Keeley","startTime":1068.63,"endTime":1073.88,"body":"helps this, but, you know,"},{"speaker":"Joe Keeley","startTime":1074.06,"endTime":1077.72,"body":"getting that core experienced"},{"speaker":"Joe Keeley","startTime":1074.06,"endTime":1077.72,"body":"team, right. You know, we have"},{"speaker":"Joe Keeley","startTime":1077.72,"endTime":1081.86,"body":"some we had, it was interesting,"},{"speaker":"Joe Keeley","startTime":1077.72,"endTime":1081.86,"body":"because our founding team, and"},{"speaker":"Joe Keeley","startTime":1081.86,"endTime":1087.77,"body":"there's some really, really"},{"speaker":"Joe Keeley","startTime":1081.86,"endTime":1087.77,"body":"tremendous value of having young"},{"speaker":"Joe Keeley","startTime":1087.77,"endTime":1093.68,"body":"new fresh eyes on things. I am"},{"speaker":"Joe Keeley","startTime":1087.77,"endTime":1093.68,"body":"no longer young new. And I don't"},{"speaker":"Joe Keeley","startTime":1093.68,"endTime":1097.88,"body":"have fresh eyes at 42. But we"},{"speaker":"Joe Keeley","startTime":1093.68,"endTime":1097.88,"body":"brought together a very, very"},{"speaker":"Joe Keeley","startTime":1097.88,"endTime":1101.03,"body":"seasoned team of folks that have"},{"speaker":"Joe Keeley","startTime":1097.88,"endTime":1101.03,"body":"had, you know, we have multiple"},{"speaker":"Joe Keeley","startTime":1101.03,"endTime":1104.3,"body":"exits to public companies under"},{"speaker":"Joe Keeley","startTime":1101.03,"endTime":1104.3,"body":"our belt, we have senior"},{"speaker":"Joe Keeley","startTime":1104.3,"endTime":1108.02,"body":"engineers that have built the"},{"speaker":"Joe Keeley","startTime":1104.3,"endTime":1108.02,"body":"things we're building before. So"},{"speaker":"Joe Keeley","startTime":1108.02,"endTime":1111.41,"body":"that that was buy, buy, and we"},{"speaker":"Joe Keeley","startTime":1108.02,"endTime":1111.41,"body":"have, you know, top rate"},{"speaker":"Joe Keeley","startTime":1111.41,"endTime":1115.73,"body":"investors that have great"},{"speaker":"Joe Keeley","startTime":1111.41,"endTime":1115.73,"body":"connections. So but, you know,"},{"speaker":"Joe Keeley","startTime":1115.76,"endTime":1120.11,"body":"we like to, you know, accelerate"},{"speaker":"Joe Keeley","startTime":1115.76,"endTime":1120.11,"body":"potential of software platforms,"},{"speaker":"Joe Keeley","startTime":1120.11,"endTime":1123.08,"body":"but we had great potential when"},{"speaker":"Joe Keeley","startTime":1120.11,"endTime":1123.08,"body":"that too. So with that comes,"},{"speaker":"Joe Keeley","startTime":1123.14,"endTime":1126.2,"body":"you know, great expectations. So"},{"speaker":"Joe Keeley","startTime":1123.14,"endTime":1126.2,"body":"there's none of this is for"},{"speaker":"Joe Keeley","startTime":1126.2,"endTime":1130.55,"body":"free. So, you know, we have to"},{"speaker":"Joe Keeley","startTime":1126.2,"endTime":1130.55,"body":"execute, so I'm keenly aware of"},{"speaker":"Joe Keeley","startTime":1130.55,"endTime":1130.88,"body":"that."},{"speaker":"Matt Wolach","startTime":1131.78,"endTime":1134.12,"body":"For sure. Yeah,"},{"speaker":"Matt Wolach","startTime":1131.78,"endTime":1134.12,"body":"it's a it's definitely a good"},{"speaker":"Matt Wolach","startTime":1134.12,"endTime":1136.91,"body":"focus for you then. So let's"},{"speaker":"Matt Wolach","startTime":1134.12,"endTime":1136.91,"body":"flip it the other way. What were"},{"speaker":"Matt Wolach","startTime":1136.91,"endTime":1139.67,"body":"some of the mistakes you guys"},{"speaker":"Matt Wolach","startTime":1136.91,"endTime":1139.67,"body":"made? You're like, Oh, I wish we"},{"speaker":"Matt Wolach","startTime":1139.7,"endTime":1141.74,"body":"could have done that differently"},{"speaker":"Matt Wolach","startTime":1139.7,"endTime":1141.74,"body":"or avoided that."},{"speaker":"Joe Keeley","startTime":1142.37,"endTime":1145.55,"body":"Yeah, you know, so"},{"speaker":"Joe Keeley","startTime":1142.37,"endTime":1145.55,"body":"it's really interesting,"},{"speaker":"Joe Keeley","startTime":1145.55,"endTime":1148.28,"body":"particularly so one of the"},{"speaker":"Joe Keeley","startTime":1145.55,"endTime":1148.28,"body":"things that our core"},{"speaker":"Joe Keeley","startTime":1148.28,"endTime":1152.39,"body":"infrastructure platform really"},{"speaker":"Joe Keeley","startTime":1148.28,"endTime":1152.39,"body":"addresses the data layer, the"},{"speaker":"Joe Keeley","startTime":1152.39,"endTime":1158.33,"body":"strategy, the orchestration of"},{"speaker":"Joe Keeley","startTime":1152.39,"endTime":1158.33,"body":"making FinTech possible. But one"},{"speaker":"Joe Keeley","startTime":1158.33,"endTime":1163.97,"body":"of our and then we either"},{"speaker":"Joe Keeley","startTime":1158.33,"endTime":1163.97,"body":"partner with those offerings"},{"speaker":"Joe Keeley","startTime":1163.97,"endTime":1169.64,"body":"like insurance and lending, or"},{"speaker":"Joe Keeley","startTime":1163.97,"endTime":1169.64,"body":"we have solutions that we built"},{"speaker":"Joe Keeley","startTime":1169.64,"endTime":1172.85,"body":"an own ourselves so payments is"},{"speaker":"Joe Keeley","startTime":1169.64,"endTime":1172.85,"body":"one of those. Most folks are on"},{"speaker":"Joe Keeley","startTime":1172.85,"endTime":1175.37,"body":"stripe or something they can"},{"speaker":"Joe Keeley","startTime":1172.85,"endTime":1175.37,"body":"continue to be in stripe and use"},{"speaker":"Joe Keeley","startTime":1175.37,"endTime":1178.79,"body":"our infrastructure or they can"},{"speaker":"Joe Keeley","startTime":1175.37,"endTime":1178.79,"body":"move over to justifies payment"},{"speaker":"Joe Keeley","startTime":1178.79,"endTime":1183.05,"body":"solution. We think that's we're"},{"speaker":"Joe Keeley","startTime":1178.79,"endTime":1183.05,"body":"not trying to out stripe stripe,"},{"speaker":"Joe Keeley","startTime":1183.05,"endTime":1187.4,"body":"but we've built this"},{"speaker":"Joe Keeley","startTime":1183.05,"endTime":1187.4,"body":"specifically for platforms, and"},{"speaker":"Joe Keeley","startTime":1187.4,"endTime":1192.2,"body":"in our experience in that and we"},{"speaker":"Joe Keeley","startTime":1187.4,"endTime":1192.2,"body":"thought that, you know, simply"},{"speaker":"Joe Keeley","startTime":1192.2,"endTime":1196.04,"body":"saving money and that people"},{"speaker":"Joe Keeley","startTime":1192.2,"endTime":1196.04,"body":"would be as excited about that."},{"speaker":"Joe Keeley","startTime":1196.04,"endTime":1200.66,"body":"And it's interesting, many are,"},{"speaker":"Joe Keeley","startTime":1196.04,"endTime":1200.66,"body":"but there are some With scar"},{"speaker":"Joe Keeley","startTime":1200.66,"endTime":1206.09,"body":"tissue that has been built up,"},{"speaker":"Joe Keeley","startTime":1200.66,"endTime":1206.09,"body":"over changing infrastructure,"},{"speaker":"Joe Keeley","startTime":1206.12,"endTime":1209.72,"body":"and, you know, it's particularly"},{"speaker":"Joe Keeley","startTime":1206.12,"endTime":1209.72,"body":"in payments, that even if you"},{"speaker":"Joe Keeley","startTime":1209.72,"endTime":1212.51,"body":"put, you know, hundreds of 1000s"},{"speaker":"Joe Keeley","startTime":1209.72,"endTime":1212.51,"body":"of dollars of savings in front"},{"speaker":"Joe Keeley","startTime":1212.51,"endTime":1215.72,"body":"of someone, or in some cases,"},{"speaker":"Joe Keeley","startTime":1212.51,"endTime":1215.72,"body":"millions for larger platforms,"},{"speaker":"Joe Keeley","startTime":1216.05,"endTime":1220.82,"body":"you know, they don't always even"},{"speaker":"Joe Keeley","startTime":1216.05,"endTime":1220.82,"body":"say yes, so I think a mistake we"},{"speaker":"Joe Keeley","startTime":1220.82,"endTime":1225.38,"body":"made is just assuming that that"},{"speaker":"Joe Keeley","startTime":1220.82,"endTime":1225.38,"body":"decision is in a vacuum. And we"},{"speaker":"Joe Keeley","startTime":1225.38,"endTime":1228.92,"body":"know it's not, we know that"},{"speaker":"Joe Keeley","startTime":1225.38,"endTime":1228.92,"body":"everyone has roadmap, everything"},{"speaker":"Joe Keeley","startTime":1228.92,"endTime":1233.27,"body":"is busy. But I think what it"},{"speaker":"Joe Keeley","startTime":1228.92,"endTime":1233.27,"body":"actually has done now is"},{"speaker":"Joe Keeley","startTime":1233.27,"endTime":1241.01,"body":"reaffirm that the aspiration is"},{"speaker":"Joe Keeley","startTime":1233.27,"endTime":1241.01,"body":"high on becoming a fin tech"},{"speaker":"Joe Keeley","startTime":1241.01,"endTime":1243.86,"body":"company, or at least harnessing"},{"speaker":"Joe Keeley","startTime":1241.01,"endTime":1243.86,"body":"or appropriately the value of"},{"speaker":"Joe Keeley","startTime":1243.86,"endTime":1249.2,"body":"it, but actually doing it is can"},{"speaker":"Joe Keeley","startTime":1243.86,"endTime":1249.2,"body":"be really debilitating. It's,"},{"speaker":"Joe Keeley","startTime":1249.44,"endTime":1253.16,"body":"it's complicated, it's"},{"speaker":"Joe Keeley","startTime":1249.44,"endTime":1253.16,"body":"expensive. And every capital"},{"speaker":"Joe Keeley","startTime":1253.16,"endTime":1256.76,"body":"dollar, no matter if it's"},{"speaker":"Joe Keeley","startTime":1253.16,"endTime":1256.76,"body":"invested capital, or internally"},{"speaker":"Joe Keeley","startTime":1256.76,"endTime":1261.14,"body":"generated cash or a loan on your"},{"speaker":"Joe Keeley","startTime":1256.76,"endTime":1261.14,"body":"home, you know, software,"},{"speaker":"Joe Keeley","startTime":1261.47,"endTime":1265.67,"body":"company CEOs, you know, like all"},{"speaker":"Joe Keeley","startTime":1261.47,"endTime":1265.67,"body":"CEOs, we don't have all the"},{"speaker":"Joe Keeley","startTime":1265.67,"endTime":1272.48,"body":"answers. And sometimes, you"},{"speaker":"Joe Keeley","startTime":1265.67,"endTime":1272.48,"body":"know, making the fear of making"},{"speaker":"Joe Keeley","startTime":1272.48,"endTime":1275.03,"body":"the wrong decision, and the"},{"speaker":"Joe Keeley","startTime":1272.48,"endTime":1275.03,"body":"consequences associated with"},{"speaker":"Joe Keeley","startTime":1275.03,"endTime":1279.41,"body":"that is just too big. So that is"},{"speaker":"Joe Keeley","startTime":1275.03,"endTime":1279.41,"body":"actually it's reaffirmed what"},{"speaker":"Joe Keeley","startTime":1279.41,"endTime":1284.75,"body":"we're trying to, to do, which is"},{"speaker":"Joe Keeley","startTime":1279.41,"endTime":1284.75,"body":"make this accessible, to break"},{"speaker":"Joe Keeley","startTime":1284.75,"endTime":1288.17,"body":"down some of the barriers and"},{"speaker":"Joe Keeley","startTime":1284.75,"endTime":1288.17,"body":"when we chose the deliberately"},{"speaker":"Joe Keeley","startTime":1288.17,"endTime":1290.36,"body":"the company named justify,"},{"speaker":"Joe Keeley","startTime":1288.17,"endTime":1290.36,"body":"because we think there's some"},{"speaker":"Joe Keeley","startTime":1290.36,"endTime":1293.12,"body":"things that aren't right out"},{"speaker":"Joe Keeley","startTime":1290.36,"endTime":1293.12,"body":"there. We want to cause some"},{"speaker":"Joe Keeley","startTime":1293.12,"endTime":1297.89,"body":"alarm, we think that the notion"},{"speaker":"Joe Keeley","startTime":1293.12,"endTime":1297.89,"body":"of, you know, what, what"},{"speaker":"Joe Keeley","startTime":1297.95,"endTime":1300.98,"body":"platforms are being charged for"},{"speaker":"Joe Keeley","startTime":1297.95,"endTime":1300.98,"body":"payments is not right, that's"},{"speaker":"Joe Keeley","startTime":1300.98,"endTime":1304.49,"body":"not actually what the cost of a"},{"speaker":"Joe Keeley","startTime":1300.98,"endTime":1304.49,"body":"payment should be. We don't"},{"speaker":"Joe Keeley","startTime":1304.49,"endTime":1309.35,"body":"think that if someone's"},{"speaker":"Joe Keeley","startTime":1304.49,"endTime":1309.35,"body":"processing $100 million, and"},{"speaker":"Joe Keeley","startTime":1309.35,"endTime":1312.95,"body":"it's one rate, that when they"},{"speaker":"Joe Keeley","startTime":1309.35,"endTime":1312.95,"body":"get to a billion, it should be a"},{"speaker":"Joe Keeley","startTime":1312.95,"endTime":1317.03,"body":"lot less, shouldn't just be what"},{"speaker":"Joe Keeley","startTime":1312.95,"endTime":1317.03,"body":"it costs. So these are some of"},{"speaker":"Joe Keeley","startTime":1317.03,"endTime":1319.37,"body":"the things that that have"},{"speaker":"Joe Keeley","startTime":1317.03,"endTime":1319.37,"body":"reaffirmed, but, but"},{"speaker":"Joe Keeley","startTime":1319.37,"endTime":1323.18,"body":"nevertheless, you know, we all"},{"speaker":"Joe Keeley","startTime":1319.37,"endTime":1323.18,"body":"make mistakes each and every"},{"speaker":"Joe Keeley","startTime":1323.18,"endTime":1326.24,"body":"day, we I just reserve the right"},{"speaker":"Joe Keeley","startTime":1323.18,"endTime":1326.24,"body":"to try to be smarter tomorrow,"},{"speaker":"Joe Keeley","startTime":1326.27,"endTime":1327.05,"body":"and I am today."},{"speaker":"Matt Wolach","startTime":1327.92,"endTime":1329.87,"body":"I love it. Yeah, we"},{"speaker":"Matt Wolach","startTime":1327.92,"endTime":1329.87,"body":"got to continue to learn from"},{"speaker":"Matt Wolach","startTime":1329.87,"endTime":1331.91,"body":"them. And that's some of the"},{"speaker":"Matt Wolach","startTime":1329.87,"endTime":1331.91,"body":"best parts about going through"},{"speaker":"Matt Wolach","startTime":1331.91,"endTime":1334.4,"body":"these experiences. And like you"},{"speaker":"Matt Wolach","startTime":1331.91,"endTime":1334.4,"body":"said, you have a wealth of"},{"speaker":"Matt Wolach","startTime":1334.4,"endTime":1336.62,"body":"experience, too. They're"},{"speaker":"Matt Wolach","startTime":1334.4,"endTime":1336.62,"body":"completely different with your"},{"speaker":"Matt Wolach","startTime":1336.62,"endTime":1340.76,"body":"last two gigs. And it's, it's"},{"speaker":"Matt Wolach","startTime":1336.62,"endTime":1340.76,"body":"amazing what we can apply to"},{"speaker":"Matt Wolach","startTime":1340.76,"endTime":1344.33,"body":"learn from so, you know, as we"},{"speaker":"Matt Wolach","startTime":1340.76,"endTime":1344.33,"body":"wrap up, what would you say to"},{"speaker":"Matt Wolach","startTime":1344.36,"endTime":1346.91,"body":"other software founders who are"},{"speaker":"Matt Wolach","startTime":1344.36,"endTime":1346.91,"body":"kind of just getting started and"},{"speaker":"Matt Wolach","startTime":1347.09,"endTime":1350.27,"body":"really looking for those those"},{"speaker":"Matt Wolach","startTime":1347.09,"endTime":1350.27,"body":"methods for getting going?"},{"speaker":"Joe Keeley","startTime":1351.11,"endTime":1353.84,"body":"Yeah, I mean, we'd"},{"speaker":"Joe Keeley","startTime":1351.11,"endTime":1353.84,"body":"be happy to talk to anybody and"},{"speaker":"Joe Keeley","startTime":1353.84,"endTime":1356.45,"body":"give our experience, you know,"},{"speaker":"Joe Keeley","startTime":1353.84,"endTime":1356.45,"body":"regardless of a commercial"},{"speaker":"Joe Keeley","startTime":1356.45,"endTime":1359.72,"body":"relationship, but happens"},{"speaker":"Joe Keeley","startTime":1356.45,"endTime":1359.72,"body":"because we just love talking to"},{"speaker":"Joe Keeley","startTime":1359.72,"endTime":1361.91,"body":"other software companies, and"},{"speaker":"Joe Keeley","startTime":1359.72,"endTime":1361.91,"body":"what are you building? And how"},{"speaker":"Joe Keeley","startTime":1361.91,"endTime":1368.21,"body":"do you do it? I would say that,"},{"speaker":"Joe Keeley","startTime":1361.91,"endTime":1368.21,"body":"you know, there's, there's two"},{"speaker":"Joe Keeley","startTime":1368.21,"endTime":1373.1,"body":"times two, good times to plant a"},{"speaker":"Joe Keeley","startTime":1368.21,"endTime":1373.1,"body":"tree, as the fable says, one is"},{"speaker":"Joe Keeley","startTime":1373.1,"endTime":1378.71,"body":"10 years ago, and the other one"},{"speaker":"Joe Keeley","startTime":1373.1,"endTime":1378.71,"body":"is today. So the notion that,"},{"speaker":"Joe Keeley","startTime":1378.71,"endTime":1383.96,"body":"well, once I get to blank, then"},{"speaker":"Joe Keeley","startTime":1378.71,"endTime":1383.96,"body":"it'll be the right time to"},{"speaker":"Joe Keeley","startTime":1384.2,"endTime":1387.89,"body":"better monetize payments or"},{"speaker":"Joe Keeley","startTime":1384.2,"endTime":1387.89,"body":"launched insurance. But what"},{"speaker":"Joe Keeley","startTime":1387.89,"endTime":1393.44,"body":"ends up happening is, as you"},{"speaker":"Joe Keeley","startTime":1387.89,"endTime":1393.44,"body":"kick the can down the road, the"},{"speaker":"Joe Keeley","startTime":1393.44,"endTime":1397.1,"body":"hill decline just gets bigger"},{"speaker":"Joe Keeley","startTime":1393.44,"endTime":1397.1,"body":"and bigger and bigger. So my"},{"speaker":"Joe Keeley","startTime":1397.1,"endTime":1401.69,"body":"advice would be, you know, these"},{"speaker":"Joe Keeley","startTime":1397.1,"endTime":1401.69,"body":"tools are available today. Just"},{"speaker":"Joe Keeley","startTime":1401.69,"endTime":1406.97,"body":"like, you know, spinning up"},{"speaker":"Joe Keeley","startTime":1401.69,"endTime":1406.97,"body":"servers is a lot easier today"},{"speaker":"Joe Keeley","startTime":1406.97,"endTime":1409.7,"body":"than it was one year ago, five"},{"speaker":"Joe Keeley","startTime":1406.97,"endTime":1409.7,"body":"years ago, and certainly 10"},{"speaker":"Joe Keeley","startTime":1409.7,"endTime":1413.66,"body":"years ago. I think one would be"},{"speaker":"Joe Keeley","startTime":1409.7,"endTime":1413.66,"body":"surprised that it's not quite"},{"speaker":"Joe Keeley","startTime":1413.69,"endTime":1419.78,"body":"the mountain to climb that it"},{"speaker":"Joe Keeley","startTime":1413.69,"endTime":1419.78,"body":"once was, so to consider"},{"speaker":"Joe Keeley","startTime":1419.96,"endTime":1425.27,"body":"starting on their journey,"},{"speaker":"Joe Keeley","startTime":1419.96,"endTime":1425.27,"body":"because every incremental dollar"},{"speaker":"Joe Keeley","startTime":1425.27,"endTime":1427.73,"body":"or basis point that you can"},{"speaker":"Joe Keeley","startTime":1425.27,"endTime":1427.73,"body":"generate inside of your"},{"speaker":"Joe Keeley","startTime":1427.73,"endTime":1432.59,"body":"platform, from this strategy is"},{"speaker":"Joe Keeley","startTime":1427.73,"endTime":1432.59,"body":"one less that you need to go"},{"speaker":"Joe Keeley","startTime":1432.59,"endTime":1433.7,"body":"find somewhere else."},{"speaker":"Matt Wolach","startTime":1435.26,"endTime":1437.24,"body":"Totally agree."},{"speaker":"Matt Wolach","startTime":1435.26,"endTime":1437.24,"body":"That's awesome advice."},{"speaker":"Matt Wolach","startTime":1437.24,"endTime":1440.87,"body":"Absolutely. So Joe, this has"},{"speaker":"Matt Wolach","startTime":1437.24,"endTime":1440.87,"body":"been great. Thanks so much for"},{"speaker":"Matt Wolach","startTime":1440.87,"endTime":1443.09,"body":"coming on. Where can people"},{"speaker":"Matt Wolach","startTime":1440.87,"endTime":1443.09,"body":"learn more about you and"},{"speaker":"Matt Wolach","startTime":1443.09,"endTime":1443.63,"body":"justify?"},{"speaker":"Joe Keeley","startTime":1444.44,"endTime":1451.31,"body":"Thanks for asking."},{"speaker":"Joe Keeley","startTime":1444.44,"endTime":1451.31,"body":"We're at justifi.ai"},{"speaker":"Matt Wolach","startTime":1455.18,"endTime":1456.92,"body":"Very cool. We'll"},{"speaker":"Matt Wolach","startTime":1455.18,"endTime":1456.92,"body":"put that in the show notes as"},{"speaker":"Matt Wolach","startTime":1456.92,"endTime":1459.14,"body":"well. So anybody listening, you"},{"speaker":"Matt Wolach","startTime":1456.92,"endTime":1459.14,"body":"can go there. Click that link."},{"speaker":"Matt Wolach","startTime":1459.14,"endTime":1462.32,"body":"You're good to go. Awesome. Joe,"},{"speaker":"Matt Wolach","startTime":1459.14,"endTime":1462.32,"body":"thanks for coming on the show."},{"speaker":"Matt Wolach","startTime":1462.8,"endTime":1465.83,"body":"My pleasure. Thanks for having"},{"speaker":"Matt Wolach","startTime":1462.8,"endTime":1465.83,"body":"me, man. Absolutely. Everybody"},{"speaker":"Matt Wolach","startTime":1465.83,"endTime":1468.56,"body":"else out there. Thank you really"},{"speaker":"Matt Wolach","startTime":1465.83,"endTime":1468.56,"body":"appreciate you being here. Make"},{"speaker":"Matt Wolach","startTime":1468.56,"endTime":1470.45,"body":"sure you're subscribed to the"},{"speaker":"Matt Wolach","startTime":1468.56,"endTime":1470.45,"body":"show. That way you won't miss"},{"speaker":"Matt Wolach","startTime":1470.45,"endTime":1473.03,"body":"any other awesome leaders coming"},{"speaker":"Matt Wolach","startTime":1470.45,"endTime":1473.03,"body":"in and sharing their story like"},{"speaker":"Matt Wolach","startTime":1473.03,"endTime":1475.52,"body":"Joe has just done, hit that"},{"speaker":"Matt Wolach","startTime":1473.03,"endTime":1475.52,"body":"subscribe button, you'll be good"},{"speaker":"Matt Wolach","startTime":1475.52,"endTime":1477.74,"body":"to go. And I'll see you next"},{"speaker":"Matt Wolach","startTime":1475.52,"endTime":1477.74,"body":"time. Take care."},{"speaker":"Unknown","startTime":1480.56,"endTime":1484.1,"body":"Thanks for listening to"},{"speaker":"Unknown","startTime":1480.56,"endTime":1484.1,"body":"Scale Your SaaS for more help on"},{"speaker":"Unknown","startTime":1484.1,"endTime":1488.6,"body":"finding great leads and closing"},{"speaker":"Unknown","startTime":1484.1,"endTime":1488.6,"body":"more deals. Go to Mattwolach.com"}]}