{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.74,"endTime":13.11,"body":"You know, I bet"},{"speaker":"Matt Wolach","startTime":10.74,"endTime":13.11,"body":"you're wondering how do you take"},{"speaker":"Matt Wolach","startTime":13.11,"endTime":16.98,"body":"a side project and turn it into"},{"speaker":"Matt Wolach","startTime":13.11,"endTime":16.98,"body":"a multimillion dollar company?"},{"speaker":"Matt Wolach","startTime":17.04,"endTime":20.52,"body":"Well, that's exactly what"},{"speaker":"Matt Wolach","startTime":17.04,"endTime":20.52,"body":"Dataedo did. And Chase summers,"},{"speaker":"Matt Wolach","startTime":20.55,"endTime":24.06,"body":"he came on the podcast to share"},{"speaker":"Matt Wolach","startTime":20.55,"endTime":24.06,"body":"that story and talk about what"},{"speaker":"Matt Wolach","startTime":24.06,"endTime":26.43,"body":"they did exactly. Now, he wasn't"},{"speaker":"Matt Wolach","startTime":24.06,"endTime":26.43,"body":"the founder, but he was the"},{"speaker":"Matt Wolach","startTime":26.43,"endTime":29.82,"body":"first sales hire. And he was the"},{"speaker":"Matt Wolach","startTime":26.43,"endTime":29.82,"body":"one who actually really made"},{"speaker":"Matt Wolach","startTime":29.82,"endTime":33.27,"body":"that growth start to take off,"},{"speaker":"Matt Wolach","startTime":29.82,"endTime":33.27,"body":"it's been exponential. Since he"},{"speaker":"Matt Wolach","startTime":33.27,"endTime":35.25,"body":"started, he walked through"},{"speaker":"Matt Wolach","startTime":33.27,"endTime":35.25,"body":"exactly how they were able to"},{"speaker":"Matt Wolach","startTime":35.25,"endTime":39.03,"body":"get their ACV, their annual"},{"speaker":"Matt Wolach","startTime":35.25,"endTime":39.03,"body":"contract value up their average"},{"speaker":"Matt Wolach","startTime":39.03,"endTime":44.04,"body":"price, their average revenue per"},{"speaker":"Matt Wolach","startTime":39.03,"endTime":44.04,"body":"customer went from $300 to"},{"speaker":"Matt Wolach","startTime":44.07,"endTime":48.12,"body":"$10,000. I bet that's a increase"},{"speaker":"Matt Wolach","startTime":44.07,"endTime":48.12,"body":"that you might like to see, he"},{"speaker":"Matt Wolach","startTime":48.12,"endTime":51.03,"body":"walked through a lot of very"},{"speaker":"Matt Wolach","startTime":48.12,"endTime":51.03,"body":"interesting things about how his"},{"speaker":"Matt Wolach","startTime":51.03,"endTime":53.76,"body":"role has changed from being"},{"speaker":"Matt Wolach","startTime":51.03,"endTime":53.76,"body":"sales rep to director to now"},{"speaker":"Matt Wolach","startTime":53.76,"endTime":56.52,"body":"running the entire customer side"},{"speaker":"Matt Wolach","startTime":53.76,"endTime":56.52,"body":"of the operation. And I think"},{"speaker":"Matt Wolach","startTime":56.52,"endTime":59.37,"body":"it's a lot of good perspective"},{"speaker":"Matt Wolach","startTime":56.52,"endTime":59.37,"body":"and experience that you can get"},{"speaker":"Matt Wolach","startTime":59.37,"endTime":61.47,"body":"a lot out of, so definitely"},{"speaker":"Matt Wolach","startTime":59.37,"endTime":61.47,"body":"check this episode out."},{"speaker":"Intro/ Outro","startTime":62.07,"endTime":65.31,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":62.07,"endTime":65.31,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":65.31,"endTime":68.43,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":65.31,"endTime":68.43,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":68.43,"endTime":72.42,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":68.43,"endTime":72.42,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":72.42,"endTime":77.25,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":72.42,"endTime":77.25,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":77.28,"endTime":77.76,"body":"Wolach."},{"speaker":"Matt Wolach","startTime":78.21,"endTime":80.97,"body":"Welcome to Scale"},{"speaker":"Matt Wolach","startTime":78.21,"endTime":80.97,"body":"Your SaaS. Super excited to have"},{"speaker":"Matt Wolach","startTime":80.97,"endTime":83.43,"body":"you here. Thank you very much"},{"speaker":"Matt Wolach","startTime":80.97,"endTime":83.43,"body":"for coming. Thanks for watching."},{"speaker":"Matt Wolach","startTime":83.43,"endTime":85.56,"body":"If you're on YouTube, thanks for"},{"speaker":"Matt Wolach","startTime":83.43,"endTime":85.56,"body":"listening. If you're out on a"},{"speaker":"Matt Wolach","startTime":85.56,"endTime":90.33,"body":"podcast network, we are here to"},{"speaker":"Matt Wolach","startTime":85.56,"endTime":90.33,"body":"focus on growing your company so"},{"speaker":"Matt Wolach","startTime":90.33,"endTime":92.82,"body":"you can get more leads, you can"},{"speaker":"Matt Wolach","startTime":90.33,"endTime":92.82,"body":"close more deals, and you can"},{"speaker":"Matt Wolach","startTime":92.82,"endTime":96.81,"body":"scale your team achieving that"},{"speaker":"Matt Wolach","startTime":92.82,"endTime":96.81,"body":"big exit you're hoping for. And"},{"speaker":"Matt Wolach","startTime":96.81,"endTime":100.53,"body":"I'm really delighted to have a"},{"speaker":"Matt Wolach","startTime":96.81,"endTime":100.53,"body":"friend of mine here with me. I'd"},{"speaker":"Matt Wolach","startTime":100.53,"endTime":102.57,"body":"like you to meet Chase Summers."},{"speaker":"Matt Wolach","startTime":100.53,"endTime":102.57,"body":"Chase, how're you doing?"},{"speaker":"Chase Summers","startTime":103.47,"endTime":105.57,"body":"I'm good. How are"},{"speaker":"Chase Summers","startTime":103.47,"endTime":105.57,"body":"you doing really well."},{"speaker":"Matt Wolach","startTime":105.0,"endTime":108.12,"body":"So Chase and I met"},{"speaker":"Matt Wolach","startTime":105.0,"endTime":108.12,"body":"two and a half three years ago,"},{"speaker":"Chase Summers","startTime":105.57,"endTime":113.09,"body":"So originally"},{"speaker":"Chase Summers","startTime":105.57,"endTime":113.09,"body":"Dataeto was created in Poland by"},{"speaker":"Chase Summers","startTime":108.12,"endTime":111.06,"body":"somewhere in there, I don't know"},{"speaker":"Chase Summers","startTime":108.12,"endTime":111.06,"body":"it's been a while we actually"},{"speaker":"Chase Summers","startTime":111.06,"endTime":113.73,"body":"connected on LinkedIn. And I"},{"speaker":"Chase Summers","startTime":111.06,"endTime":113.73,"body":"think he'll he'll be able to"},{"speaker":"Chase Summers","startTime":113.254,"endTime":121.919,"body":"a group of developers who"},{"speaker":"Chase Summers","startTime":113.254,"endTime":121.919,"body":"initially created as a side"},{"speaker":"Chase Summers","startTime":113.73,"endTime":115.86,"body":"tell some of his story coming"},{"speaker":"Chase Summers","startTime":113.73,"endTime":115.86,"body":"up. So I don't want to step on"},{"speaker":"Chase Summers","startTime":115.86,"endTime":119.31,"body":"any toes. But let me make sure"},{"speaker":"Chase Summers","startTime":115.86,"endTime":119.31,"body":"that everybody knows who you are"},{"speaker":"Chase Summers","startTime":119.31,"endTime":122.07,"body":"Chase because you've got a lot"},{"speaker":"Chase Summers","startTime":119.31,"endTime":122.07,"body":"of awesome background. So Chase,"},{"speaker":"Chase Summers","startTime":122.083,"endTime":131.893,"body":"project. So a data at that point"},{"speaker":"Chase Summers","startTime":122.083,"endTime":131.893,"body":"data dictionary to document"},{"speaker":"Chase Summers","startTime":122.1,"endTime":125.25,"body":"he's the Director of Customer"},{"speaker":"Chase Summers","startTime":122.1,"endTime":125.25,"body":"operations at Dataedo did he was"},{"speaker":"Chase Summers","startTime":125.25,"endTime":130.14,"body":"a lightweight data cataloging"},{"speaker":"Chase Summers","startTime":125.25,"endTime":130.14,"body":"tool is built to serve a single"},{"speaker":"Chase Summers","startTime":130.14,"endTime":133.53,"body":"source of truth about your data,"},{"speaker":"Chase Summers","startTime":130.14,"endTime":133.53,"body":"they're solving a lot of really"},{"speaker":"Chase Summers","startTime":132.056,"endTime":141.866,"body":"their databases, and to use"},{"speaker":"Chase Summers","startTime":132.056,"endTime":141.866,"body":"internally to help themselves as"},{"speaker":"Chase Summers","startTime":133.53,"endTime":136.86,"body":"amazing problems. And the growth"},{"speaker":"Chase Summers","startTime":133.53,"endTime":136.86,"body":"that they've had recently has"},{"speaker":"Chase Summers","startTime":136.86,"endTime":140.04,"body":"been phenomenal. Much of it,"},{"speaker":"Chase Summers","startTime":136.86,"endTime":140.04,"body":"thanks to chase, and we're gonna"},{"speaker":"Chase Summers","startTime":140.04,"endTime":143.19,"body":"get dive into that a little bit."},{"speaker":"Chase Summers","startTime":140.04,"endTime":143.19,"body":"But Chase has gone from a sales"},{"speaker":"Chase Summers","startTime":142.03,"endTime":151.513,"body":"they navigated their business."},{"speaker":"Chase Summers","startTime":142.03,"endTime":151.513,"body":"And so over the years, they"},{"speaker":"Chase Summers","startTime":143.19,"endTime":148.11,"body":"rep to head of sales to director"},{"speaker":"Chase Summers","startTime":143.19,"endTime":148.11,"body":"and he's now running everything"},{"speaker":"Chase Summers","startTime":148.11,"endTime":151.23,"body":"about the customer operations"},{"speaker":"Chase Summers","startTime":148.11,"endTime":151.23,"body":"over there at the company. And"},{"speaker":"Chase Summers","startTime":151.23,"endTime":154.77,"body":"so he has seen the growth and"},{"speaker":"Chase Summers","startTime":151.23,"endTime":154.77,"body":"the process around growth from"},{"speaker":"Chase Summers","startTime":151.676,"endTime":162.304,"body":"slowly started to roll data, you"},{"speaker":"Chase Summers","startTime":151.676,"endTime":162.304,"body":"know, out to the broader market."},{"speaker":"Chase Summers","startTime":154.77,"endTime":157.65,"body":"all angles. And he's been"},{"speaker":"Chase Summers","startTime":154.77,"endTime":157.65,"body":"involved with it along many"},{"speaker":"Chase Summers","startTime":157.65,"endTime":160.17,"body":"steps. So we're gonna kind of"},{"speaker":"Chase Summers","startTime":157.65,"endTime":160.17,"body":"talk to him about his journey"},{"speaker":"Chase Summers","startTime":160.17,"endTime":163.14,"body":"and what has happened and a lot"},{"speaker":"Chase Summers","startTime":160.17,"endTime":163.14,"body":"about what has changed for him"},{"speaker":"Chase Summers","startTime":162.467,"endTime":172.931,"body":"So they initially put it off as"},{"speaker":"Chase Summers","startTime":162.467,"endTime":172.931,"body":"a self service software. So come"},{"speaker":"Chase Summers","startTime":163.14,"endTime":165.09,"body":"over that time. But once again,"},{"speaker":"Chase Summers","startTime":163.14,"endTime":165.09,"body":"Chase, thanks for coming on the"},{"speaker":"Chase Summers","startTime":165.0,"endTime":167.52,"body":"Yeah, it's"},{"speaker":"Chase Summers","startTime":165.0,"endTime":167.52,"body":"awesome to be here. Man. I know,"},{"speaker":"Chase Summers","startTime":165.09,"endTime":165.51,"body":"show."},{"speaker":"Chase Summers","startTime":167.58,"endTime":170.37,"body":"we've had a lot of conversations"},{"speaker":"Chase Summers","startTime":167.58,"endTime":170.37,"body":"over the years. And you know,"},{"speaker":"Chase Summers","startTime":170.37,"endTime":173.01,"body":"you've been a big part of my"},{"speaker":"Chase Summers","startTime":170.37,"endTime":173.01,"body":"growth. And it's been cool to"},{"speaker":"Chase Summers","startTime":173.01,"endTime":175.53,"body":"have you along the ride and"},{"speaker":"Chase Summers","startTime":173.01,"endTime":175.53,"body":"getting to see what we've been"},{"speaker":"Chase Summers","startTime":173.094,"endTime":181.923,"body":"in trial the tool by and if"},{"speaker":"Chase Summers","startTime":173.094,"endTime":181.923,"body":"you'd like it, if you have"},{"speaker":"Chase Summers","startTime":175.53,"endTime":178.23,"body":"building. But also, you know, my"},{"speaker":"Chase Summers","startTime":175.53,"endTime":178.23,"body":"personal growth and how it's"},{"speaker":"Chase Summers","startTime":178.23,"endTime":275.94,"body":"been here with the Well, thank"},{"speaker":"Chase Summers","startTime":178.23,"endTime":275.94,"body":"you very much."},{"speaker":"Chase Summers","startTime":182.087,"endTime":191.897,"body":"questions, I had a little bit of"},{"speaker":"Chase Summers","startTime":182.087,"endTime":191.897,"body":"a support team, nothing too"},{"speaker":"Chase Summers","startTime":192.06,"endTime":202.034,"body":"crazy. They did that for six,"},{"speaker":"Chase Summers","startTime":192.06,"endTime":202.034,"body":"seven years. And then I came in"},{"speaker":"Chase Summers","startTime":202.197,"endTime":211.68,"body":"just over three years ago. It"},{"speaker":"Chase Summers","startTime":202.197,"endTime":211.68,"body":"was the first sales hire and"},{"speaker":"Chase Summers","startTime":211.844,"endTime":221.817,"body":"really started to say, Okay,"},{"speaker":"Chase Summers","startTime":211.844,"endTime":221.817,"body":"there's a lot of potential here,"},{"speaker":"Chase Summers","startTime":221.981,"endTime":231.954,"body":"what can we do to scale it out."},{"speaker":"Chase Summers","startTime":221.981,"endTime":231.954,"body":"And so since then, we've been"},{"speaker":"Chase Summers","startTime":232.118,"endTime":242.254,"body":"able to go much more towards the"},{"speaker":"Chase Summers","startTime":232.118,"endTime":242.254,"body":"mid level market. We've taken"},{"speaker":"Chase Summers","startTime":242.418,"endTime":252.391,"body":"our average sale from around"},{"speaker":"Chase Summers","startTime":242.418,"endTime":252.391,"body":"$300 to now sit around 10,000 So"},{"speaker":"Chase Summers","startTime":252.555,"endTime":261.384,"body":"quite the change and different"},{"speaker":"Chase Summers","startTime":252.555,"endTime":261.384,"body":"customer base different"},{"speaker":"Chase Summers","startTime":261.547,"endTime":272.011,"body":"processes, end to end, but it's"},{"speaker":"Chase Summers","startTime":261.547,"endTime":272.011,"body":"been an awesome ride. I know our"},{"speaker":"Chase Summers","startTime":272.175,"endTime":281.985,"body":"CEO and founder killed her get"},{"speaker":"Chase Summers","startTime":272.175,"endTime":281.985,"body":"her caught and often those of"},{"speaker":"Chase Summers","startTime":282.148,"endTime":291.958,"body":"you on LinkedIn. He does all the"},{"speaker":"Chase Summers","startTime":282.148,"endTime":291.958,"body":"data cartoons. You may have"},{"speaker":"Chase Summers","startTime":292.122,"endTime":299.97,"body":"already seen him, but he's set a"},{"speaker":"Chase Summers","startTime":292.122,"endTime":299.97,"body":"fantastic time."},{"speaker":"Chase Summers","startTime":300.0,"endTime":303.15,"body":"nation for someone like me to"},{"speaker":"Chase Summers","startTime":300.0,"endTime":303.15,"body":"step into and and take the reins"},{"speaker":"Chase Summers","startTime":303.15,"endTime":305.97,"body":"as we've grown into a more"},{"speaker":"Chase Summers","startTime":303.15,"endTime":305.97,"body":"robust organization."},{"speaker":"Matt Wolach","startTime":307.47,"endTime":309.63,"body":"I love it What a"},{"speaker":"Matt Wolach","startTime":307.47,"endTime":309.63,"body":"story that's been. And by the"},{"speaker":"Matt Wolach","startTime":309.63,"endTime":311.82,"body":"way, Piotr, if you don't follow"},{"speaker":"Matt Wolach","startTime":309.63,"endTime":311.82,"body":"him, definitely go follow him."},{"speaker":"Matt Wolach","startTime":311.82,"endTime":314.28,"body":"For everybody out there. He puts"},{"speaker":"Matt Wolach","startTime":311.82,"endTime":314.28,"body":"a lot of fun stuff out on on"},{"speaker":"Matt Wolach","startTime":314.28,"endTime":320.19,"body":"LinkedIn. But what incredible"},{"speaker":"Matt Wolach","startTime":314.28,"endTime":320.19,"body":"results, he went from $300,"},{"speaker":"Matt Wolach","startTime":320.19,"endTime":324.42,"body":"average sale to $10,000. And I"},{"speaker":"Matt Wolach","startTime":320.19,"endTime":324.42,"body":"know there's a lot of people out"},{"speaker":"Matt Wolach","startTime":324.42,"endTime":327.81,"body":"there who want to grow their"},{"speaker":"Matt Wolach","startTime":324.42,"endTime":327.81,"body":"average deal size, what we call"},{"speaker":"Matt Wolach","startTime":327.81,"endTime":332.46,"body":"wallet share, or ACV. Some"},{"speaker":"Matt Wolach","startTime":327.81,"endTime":332.46,"body":"people call it or ARPA, lots of"},{"speaker":"Matt Wolach","startTime":332.46,"endTime":336.87,"body":"different names for it. What did"},{"speaker":"Matt Wolach","startTime":332.46,"endTime":336.87,"body":"you guys do chase to grow that"},{"speaker":"Matt Wolach","startTime":336.87,"endTime":340.62,"body":"average deal size? I mean, that"},{"speaker":"Matt Wolach","startTime":336.87,"endTime":340.62,"body":"is such a jump, but I know that"},{"speaker":"Matt Wolach","startTime":341.01,"endTime":344.52,"body":"it wasn't overnight. But what"},{"speaker":"Matt Wolach","startTime":341.01,"endTime":344.52,"body":"were some of the steps you took,"},{"speaker":"Chase Summers","startTime":344.94,"endTime":347.88,"body":"the first thing"},{"speaker":"Chase Summers","startTime":344.94,"endTime":347.88,"body":"was it was incremental. Um, one"},{"speaker":"Chase Summers","startTime":347.88,"endTime":350.01,"body":"thing that I have to say before"},{"speaker":"Chase Summers","startTime":347.88,"endTime":350.01,"body":"going into what we've done to"},{"speaker":"Chase Summers","startTime":350.01,"endTime":353.01,"body":"scale out the sell side, the"},{"speaker":"Chase Summers","startTime":350.01,"endTime":353.01,"body":"customer side is you just have a"},{"speaker":"Chase Summers","startTime":353.01,"endTime":356.85,"body":"fantastic product team who is"},{"speaker":"Chase Summers","startTime":353.01,"endTime":356.85,"body":"very diligent with the way that"},{"speaker":"Chase Summers","startTime":356.85,"endTime":359.07,"body":"they create the product, very"},{"speaker":"Chase Summers","startTime":356.85,"endTime":359.07,"body":"intentional with creating the"},{"speaker":"Chase Summers","startTime":359.07,"endTime":362.61,"body":"product in a way that it allows"},{"speaker":"Chase Summers","startTime":359.07,"endTime":362.61,"body":"my team to then carry out, you"},{"speaker":"Chase Summers","startTime":362.61,"endTime":366.21,"body":"know, our vision, a few things"},{"speaker":"Chase Summers","startTime":362.61,"endTime":366.21,"body":"that we've done to navigate that"},{"speaker":"Chase Summers","startTime":366.21,"endTime":369.39,"body":"is we've gotten really close to"},{"speaker":"Chase Summers","startTime":366.21,"endTime":369.39,"body":"our customers. So we listen to a"},{"speaker":"Chase Summers","startTime":369.39,"endTime":371.88,"body":"lot of the feedback that they"},{"speaker":"Chase Summers","startTime":369.39,"endTime":371.88,"body":"have, we're constantly through"},{"speaker":"Chase Summers","startTime":371.88,"endTime":376.14,"body":"customer success, really getting"},{"speaker":"Chase Summers","startTime":371.88,"endTime":376.14,"body":"to meet within and and have an"},{"speaker":"Chase Summers","startTime":376.14,"endTime":379.5,"body":"inside look at what they're"},{"speaker":"Chase Summers","startTime":376.14,"endTime":379.5,"body":"doing, what they're willing to"},{"speaker":"Chase Summers","startTime":379.5,"endTime":382.41,"body":"spend, what they have problems"},{"speaker":"Chase Summers","startTime":379.5,"endTime":382.41,"body":"with outside what we currently"},{"speaker":"Chase Summers","startTime":382.41,"endTime":386.19,"body":"do. So we can grow that way from"},{"speaker":"Chase Summers","startTime":382.41,"endTime":386.19,"body":"an internal sales process. One"},{"speaker":"Chase Summers","startTime":386.19,"endTime":388.41,"body":"of the biggest things that I"},{"speaker":"Chase Summers","startTime":386.19,"endTime":388.41,"body":"think helped us get to this"},{"speaker":"Chase Summers","startTime":388.41,"endTime":391.74,"body":"point was, when I came in as the"},{"speaker":"Chase Summers","startTime":388.41,"endTime":391.74,"body":"first sales hire, I spent the"},{"speaker":"Chase Summers","startTime":391.74,"endTime":396.06,"body":"first almost two years doing"},{"speaker":"Chase Summers","startTime":391.74,"endTime":396.06,"body":"full cycle by myself, which was"},{"speaker":"Chase Summers","startTime":397.41,"endTime":400.53,"body":"crazy, to say the least. But I"},{"speaker":"Chase Summers","startTime":397.41,"endTime":400.53,"body":"think it really gave me a vision"},{"speaker":"Chase Summers","startTime":400.53,"endTime":404.13,"body":"for the potential for Dave Ito."},{"speaker":"Chase Summers","startTime":400.53,"endTime":404.13,"body":"And, you know, really being able"},{"speaker":"Chase Summers","startTime":404.13,"endTime":407.43,"body":"to take us to that mid level or"},{"speaker":"Chase Summers","startTime":404.13,"endTime":407.43,"body":"enterprise market, depending on"},{"speaker":"Chase Summers","startTime":407.43,"endTime":410.61,"body":"how you look at it. So as I was"},{"speaker":"Chase Summers","startTime":407.43,"endTime":410.61,"body":"able to do that I was noticing"},{"speaker":"Chase Summers","startTime":410.61,"endTime":414.81,"body":"trends of some of these"},{"speaker":"Chase Summers","startTime":410.61,"endTime":414.81,"body":"decisions are too easy. So as we"},{"speaker":"Chase Summers","startTime":414.81,"endTime":418.02,"body":"develop the product, as we were"},{"speaker":"Chase Summers","startTime":414.81,"endTime":418.02,"body":"closing deals I was seeing, you"},{"speaker":"Chase Summers","startTime":418.02,"endTime":421.53,"body":"don't always want it to be a no"},{"speaker":"Chase Summers","startTime":418.02,"endTime":421.53,"body":"brainer. You want there needs to"},{"speaker":"Chase Summers","startTime":421.53,"endTime":423.81,"body":"be a healthy amount of fall off,"},{"speaker":"Chase Summers","startTime":421.53,"endTime":423.81,"body":"or else you're too cheap, or"},{"speaker":"Chase Summers","startTime":423.81,"endTime":427.59,"body":"you're over providing value. And"},{"speaker":"Chase Summers","startTime":423.81,"endTime":427.59,"body":"so what we learned was there was"},{"speaker":"Chase Summers","startTime":427.59,"endTime":431.7,"body":"a lot of wiggle room in the"},{"speaker":"Chase Summers","startTime":427.59,"endTime":431.7,"body":"market, when it came to deciding"},{"speaker":"Chase Summers","startTime":431.7,"endTime":434.91,"body":"how to increase prices or"},{"speaker":"Chase Summers","startTime":431.7,"endTime":434.91,"body":"increase our market change our"},{"speaker":"Chase Summers","startTime":434.91,"endTime":438.51,"body":"market. We also looked at"},{"speaker":"Chase Summers","startTime":434.91,"endTime":438.51,"body":"competitors. So we understood"},{"speaker":"Chase Summers","startTime":438.51,"endTime":441.84,"body":"there was a big gap in the"},{"speaker":"Chase Summers","startTime":438.51,"endTime":441.84,"body":"market. If we were $300. We had"},{"speaker":"Chase Summers","startTime":441.84,"endTime":444.87,"body":"some competitors who were around"},{"speaker":"Chase Summers","startTime":441.84,"endTime":444.87,"body":"their same prices, significantly"},{"speaker":"Chase Summers","startTime":444.87,"endTime":448.17,"body":"less functionality. And then the"},{"speaker":"Chase Summers","startTime":444.87,"endTime":448.17,"body":"next level of competitors were"},{"speaker":"Chase Summers","startTime":448.23,"endTime":452.49,"body":"over $100,000. So obviously,"},{"speaker":"Chase Summers","startTime":448.23,"endTime":452.49,"body":"there's a lot of wiggle room"},{"speaker":"Chase Summers","startTime":452.49,"endTime":452.73,"body":"there."},{"speaker":"Matt Wolach","startTime":454.709,"endTime":456.899,"body":"Yeah, so it sounds"},{"speaker":"Matt Wolach","startTime":454.709,"endTime":456.899,"body":"like you identified that there"},{"speaker":"Matt Wolach","startTime":456.899,"endTime":460.829,"body":"was a gap for that kind of mid"},{"speaker":"Matt Wolach","startTime":456.899,"endTime":460.829,"body":"market. Right? I'm and I say all"},{"speaker":"Matt Wolach","startTime":460.829,"endTime":463.769,"body":"this, I think many of you know,"},{"speaker":"Matt Wolach","startTime":460.829,"endTime":463.769,"body":"Chase is a client of mine. So"},{"speaker":"Matt Wolach","startTime":463.769,"endTime":466.289,"body":"I've kind of been part of the"},{"speaker":"Matt Wolach","startTime":463.769,"endTime":466.289,"body":"journey and watch them do all"},{"speaker":"Matt Wolach","startTime":466.289,"endTime":469.079,"body":"this as it's been happening. But"},{"speaker":"Matt Wolach","startTime":466.289,"endTime":469.079,"body":"there was a gap there in the"},{"speaker":"Matt Wolach","startTime":469.079,"endTime":471.119,"body":"middle, like you had the low"},{"speaker":"Matt Wolach","startTime":469.079,"endTime":471.119,"body":"end, you had the really high"},{"speaker":"Matt Wolach","startTime":471.119,"endTime":473.309,"body":"end. But you guys saw that"},{"speaker":"Matt Wolach","startTime":471.119,"endTime":473.309,"body":"opportunity."},{"speaker":"Chase Summers","startTime":473.82,"endTime":475.5,"body":"Yeah, I think you"},{"speaker":"Chase Summers","startTime":473.82,"endTime":475.5,"body":"have to take advantage of it."},{"speaker":"Chase Summers","startTime":476.22,"endTime":479.13,"body":"Again, it was very incremental."},{"speaker":"Chase Summers","startTime":476.22,"endTime":479.13,"body":"So it was trial and error, we"},{"speaker":"Chase Summers","startTime":479.13,"endTime":482.61,"body":"would play around with even the"},{"speaker":"Chase Summers","startTime":479.13,"endTime":482.61,"body":"way that we would price things,"},{"speaker":"Chase Summers","startTime":482.61,"endTime":486.87,"body":"whether it was by user unlimited"},{"speaker":"Chase Summers","startTime":482.61,"endTime":486.87,"body":"users. And what we found was,"},{"speaker":"Chase Summers","startTime":487.41,"endTime":490.53,"body":"the fewer decisions you have to"},{"speaker":"Chase Summers","startTime":487.41,"endTime":490.53,"body":"make a customer make, the"},{"speaker":"Chase Summers","startTime":490.53,"endTime":493.11,"body":"better, they're going to follow"},{"speaker":"Chase Summers","startTime":490.53,"endTime":493.11,"body":"the whole process. And so we"},{"speaker":"Chase Summers","startTime":493.11,"endTime":496.2,"body":"found with our market who is a"},{"speaker":"Chase Summers","startTime":493.11,"endTime":496.2,"body":"very technical market, and"},{"speaker":"Chase Summers","startTime":496.2,"endTime":499.74,"body":"typically competitors in this"},{"speaker":"Chase Summers","startTime":496.2,"endTime":499.74,"body":"space, are either very private"},{"speaker":"Chase Summers","startTime":499.74,"endTime":501.99,"body":"with their pricing. So they"},{"speaker":"Chase Summers","startTime":499.74,"endTime":501.99,"body":"don't show it on the website."},{"speaker":"Chase Summers","startTime":501.99,"endTime":504.78,"body":"They don't tell anything about"},{"speaker":"Chase Summers","startTime":501.99,"endTime":504.78,"body":"it. Or they go the opposite"},{"speaker":"Chase Summers","startTime":504.78,"endTime":507.87,"body":"route was making it so complex."},{"speaker":"Chase Summers","startTime":504.78,"endTime":507.87,"body":"So what we did is we first made"},{"speaker":"Chase Summers","startTime":507.96,"endTime":510.75,"body":"incredibly transparent pricing,"},{"speaker":"Chase Summers","startTime":507.96,"endTime":510.75,"body":"we said, Here's what we've got,"},{"speaker":"Chase Summers","startTime":510.78,"endTime":514.29,"body":"if you like it, come get it. And"},{"speaker":"Chase Summers","startTime":510.78,"endTime":514.29,"body":"it was easier for people to make"},{"speaker":"Chase Summers","startTime":514.29,"endTime":517.65,"body":"that analysis, do comparisons,"},{"speaker":"Chase Summers","startTime":514.29,"endTime":517.65,"body":"and then tap with that way."},{"speaker":"Chase Summers","startTime":518.19,"endTime":521.04,"body":"Also, you didn't have to jump"},{"speaker":"Chase Summers","startTime":518.19,"endTime":521.04,"body":"through hoops to understand what"},{"speaker":"Chase Summers","startTime":521.04,"endTime":524.79,"body":"we provide. And again, we"},{"speaker":"Chase Summers","startTime":521.04,"endTime":524.79,"body":"simplified it over time. So we"},{"speaker":"Chase Summers","startTime":524.82,"endTime":528.0,"body":"gave a set price that was very"},{"speaker":"Chase Summers","startTime":524.82,"endTime":528.0,"body":"visible for them and understand"},{"speaker":"Chase Summers","startTime":528.0,"endTime":531.03,"body":"without variable costs. Because"},{"speaker":"Chase Summers","startTime":528.0,"endTime":531.03,"body":"with a lot of customers in that"},{"speaker":"Chase Summers","startTime":531.03,"endTime":533.19,"body":"mid level market, they're"},{"speaker":"Chase Summers","startTime":531.03,"endTime":533.19,"body":"thinking about their budget,"},{"speaker":"Chase Summers","startTime":533.22,"endTime":535.68,"body":"they're thinking where they can"},{"speaker":"Chase Summers","startTime":533.22,"endTime":535.68,"body":"squeeze things in. And if their"},{"speaker":"Chase Summers","startTime":535.68,"endTime":538.8,"body":"price is changing from year to"},{"speaker":"Chase Summers","startTime":535.68,"endTime":538.8,"body":"year, it's a little bit"},{"speaker":"Chase Summers","startTime":538.83,"endTime":541.92,"body":"worrisome to them. And so we"},{"speaker":"Chase Summers","startTime":538.83,"endTime":541.92,"body":"gave them a grandfathered price."},{"speaker":"Chase Summers","startTime":542.07,"endTime":544.83,"body":"That was a set price, there's no"},{"speaker":"Chase Summers","startTime":542.07,"endTime":544.83,"body":"variable for support, there's no"},{"speaker":"Chase Summers","startTime":544.83,"endTime":548.64,"body":"variable for the amount that you"},{"speaker":"Chase Summers","startTime":544.83,"endTime":548.64,"body":"use, the product is solely based"},{"speaker":"Chase Summers","startTime":548.64,"endTime":552.12,"body":"on name user. And we found a lot"},{"speaker":"Chase Summers","startTime":548.64,"endTime":552.12,"body":"of success by doing that."},{"speaker":"Matt Wolach","startTime":553.71,"endTime":555.33,"body":"That's phenomenal."},{"speaker":"Matt Wolach","startTime":553.71,"endTime":555.33,"body":"I know that's something that a"},{"speaker":"Matt Wolach","startTime":555.33,"endTime":558.18,"body":"lot of people are trying to do."},{"speaker":"Matt Wolach","startTime":555.33,"endTime":558.18,"body":"I also liked that you said that"},{"speaker":"Matt Wolach","startTime":558.18,"endTime":561.78,"body":"you were the one doing all of"},{"speaker":"Matt Wolach","startTime":558.18,"endTime":561.78,"body":"this, you were the one driving"},{"speaker":"Matt Wolach","startTime":561.78,"endTime":563.94,"body":"leads you were the one following"},{"speaker":"Matt Wolach","startTime":561.78,"endTime":563.94,"body":"up with these leads you were the"},{"speaker":"Matt Wolach","startTime":563.94,"endTime":566.31,"body":"one talking to them in the early"},{"speaker":"Matt Wolach","startTime":563.94,"endTime":566.31,"body":"schedule and pushing them"},{"speaker":"Matt Wolach","startTime":566.31,"endTime":569.73,"body":"through you were the one closing"},{"speaker":"Matt Wolach","startTime":566.31,"endTime":569.73,"body":"them and following up lots of"},{"speaker":"Matt Wolach","startTime":569.76,"endTime":574.29,"body":"lots of pieces of the process"},{"speaker":"Matt Wolach","startTime":569.76,"endTime":574.29,"body":"that you were a part of. But I"},{"speaker":"Matt Wolach","startTime":574.29,"endTime":576.96,"body":"love that you said that it gave"},{"speaker":"Matt Wolach","startTime":574.29,"endTime":576.96,"body":"you a chance to learn it all and"},{"speaker":"Matt Wolach","startTime":576.96,"endTime":578.73,"body":"really have a good understanding"},{"speaker":"Matt Wolach","startTime":576.96,"endTime":578.73,"body":"of it. Right?"},{"speaker":"Chase Summers","startTime":579.24,"endTime":581.19,"body":"A lot of"},{"speaker":"Chase Summers","startTime":579.24,"endTime":581.19,"body":"failures, too, right? I made a"},{"speaker":"Chase Summers","startTime":581.19,"endTime":584.43,"body":"ton of mistakes as I was kind of"},{"speaker":"Chase Summers","startTime":581.19,"endTime":584.43,"body":"building this out. And I had a"},{"speaker":"Chase Summers","startTime":584.43,"endTime":587.46,"body":"fantastic team internally to"},{"speaker":"Chase Summers","startTime":584.43,"endTime":587.46,"body":"lean on who, you know, helped me"},{"speaker":"Chase Summers","startTime":587.46,"endTime":589.56,"body":"with resources, definitely"},{"speaker":"Chase Summers","startTime":587.46,"endTime":589.56,"body":"because we provided very"},{"speaker":"Chase Summers","startTime":589.56,"endTime":593.01,"body":"technical software. And to be"},{"speaker":"Chase Summers","startTime":589.56,"endTime":593.01,"body":"honest, I didn't have a"},{"speaker":"Chase Summers","startTime":593.01,"endTime":595.5,"body":"technical background. So I had"},{"speaker":"Chase Summers","startTime":593.01,"endTime":595.5,"body":"no idea what I was doing to the"},{"speaker":"Chase Summers","startTime":595.5,"endTime":597.78,"body":"sales process. I understood what"},{"speaker":"Chase Summers","startTime":595.5,"endTime":597.78,"body":"we can do there. But you know, I"},{"speaker":"Chase Summers","startTime":597.78,"endTime":600.45,"body":"had a great group of what you"},{"speaker":"Chase Summers","startTime":597.78,"endTime":600.45,"body":"could call sales in 10 years to"},{"speaker":"Chase Summers","startTime":600.45,"endTime":603.42,"body":"come in and teach me to, that I"},{"speaker":"Chase Summers","startTime":600.45,"endTime":603.42,"body":"can leverage in meetings with"},{"speaker":"Chase Summers","startTime":603.42,"endTime":606.15,"body":"customers and make me sound way"},{"speaker":"Chase Summers","startTime":603.42,"endTime":606.15,"body":"smarter than I actually was. So"},{"speaker":"Chase Summers","startTime":606.48,"endTime":609.69,"body":"what is an awesome team backing"},{"speaker":"Chase Summers","startTime":606.48,"endTime":609.69,"body":"me there. But yeah, as far as"},{"speaker":"Chase Summers","startTime":609.69,"endTime":613.56,"body":"getting my hands dirty with the"},{"speaker":"Chase Summers","startTime":609.69,"endTime":613.56,"body":"tool, and with the customers and"},{"speaker":"Chase Summers","startTime":613.56,"endTime":617.67,"body":"full sales cycle, it was a lot"},{"speaker":"Chase Summers","startTime":613.56,"endTime":617.67,"body":"of failing. And it was awesome"},{"speaker":"Chase Summers","startTime":617.67,"endTime":619.56,"body":"that I was able to do that,"},{"speaker":"Chase Summers","startTime":617.67,"endTime":619.56,"body":"because I could kind of put the"},{"speaker":"Chase Summers","startTime":619.56,"endTime":622.5,"body":"puzzle pieces together and build"},{"speaker":"Chase Summers","startTime":619.56,"endTime":622.5,"body":"up that vision. So again, for"},{"speaker":"Chase Summers","startTime":622.5,"endTime":625.89,"body":"those two years, I was able to"},{"speaker":"Chase Summers","startTime":622.5,"endTime":625.89,"body":"understand what discovery"},{"speaker":"Chase Summers","startTime":625.89,"endTime":629.73,"body":"questions didn't work, what"},{"speaker":"Chase Summers","startTime":625.89,"endTime":629.73,"body":"point in a demo, people zoned"},{"speaker":"Chase Summers","startTime":629.73,"endTime":632.91,"body":"out and didn't want to hear from"},{"speaker":"Chase Summers","startTime":629.73,"endTime":632.91,"body":"you. When we initially or when I"},{"speaker":"Chase Summers","startTime":632.91,"endTime":636.3,"body":"joined, did you we obviously"},{"speaker":"Chase Summers","startTime":632.91,"endTime":636.3,"body":"didn't have a demo process. So"},{"speaker":"Chase Summers","startTime":636.33,"endTime":639.66,"body":"there wasn't anything there. So"},{"speaker":"Chase Summers","startTime":636.33,"endTime":639.66,"body":"going from a self service"},{"speaker":"Chase Summers","startTime":639.66,"endTime":642.99,"body":"software, where people,"},{"speaker":"Chase Summers","startTime":639.66,"endTime":642.99,"body":"especially technical customers"},{"speaker":"Chase Summers","startTime":642.99,"endTime":645.48,"body":"don't really like to talk to"},{"speaker":"Chase Summers","startTime":642.99,"endTime":645.48,"body":"people to begin with, we had to"},{"speaker":"Chase Summers","startTime":645.48,"endTime":649.95,"body":"learn how to tailor our demo or"},{"speaker":"Chase Summers","startTime":645.48,"endTime":649.95,"body":"discovery, even how we approach"},{"speaker":"Chase Summers","startTime":649.98,"endTime":655.29,"body":"procurement to our customers,"},{"speaker":"Chase Summers","startTime":649.98,"endTime":655.29,"body":"because technical audiences or"},{"speaker":"Chase Summers","startTime":655.29,"endTime":659.55,"body":"technical customers aren't the"},{"speaker":"Chase Summers","startTime":655.29,"endTime":659.55,"body":"best internal selling. So even"},{"speaker":"Chase Summers","startTime":659.55,"endTime":662.04,"body":"though we had to develop our"},{"speaker":"Chase Summers","startTime":659.55,"endTime":662.04,"body":"sales materials, our"},{"speaker":"Chase Summers","startTime":662.04,"endTime":665.19,"body":"communication, having an email"},{"speaker":"Chase Summers","startTime":662.04,"endTime":665.19,"body":"so they could have something to"},{"speaker":"Chase Summers","startTime":665.34,"endTime":669.36,"body":"hand off to their boss and their"},{"speaker":"Chase Summers","startTime":665.34,"endTime":669.36,"body":"manager, we really had to take a"},{"speaker":"Chase Summers","startTime":669.36,"endTime":671.79,"body":"lot of things into account. And"},{"speaker":"Chase Summers","startTime":669.36,"endTime":671.79,"body":"I was very fortunate to be in a"},{"speaker":"Chase Summers","startTime":671.79,"endTime":675.0,"body":"position that I could build all"},{"speaker":"Chase Summers","startTime":671.79,"endTime":675.0,"body":"of that out at least a"},{"speaker":"Chase Summers","startTime":675.0,"endTime":677.82,"body":"foundation. And when I was ready"},{"speaker":"Chase Summers","startTime":675.0,"endTime":677.82,"body":"to hire people, they can step in"},{"speaker":"Chase Summers","startTime":677.82,"endTime":681.81,"body":"and take it to the moon. And"},{"speaker":"Chase Summers","startTime":677.82,"endTime":681.81,"body":"I've had a lot of success with"},{"speaker":"Chase Summers","startTime":681.9,"endTime":683.1,"body":"the people that are hired so"},{"speaker":"Chase Summers","startTime":681.9,"endTime":683.1,"body":"far."},{"speaker":"Matt Wolach","startTime":684.75,"endTime":686.88,"body":"I love that. And by"},{"speaker":"Matt Wolach","startTime":684.75,"endTime":686.88,"body":"the way, everybody out there"},{"speaker":"Matt Wolach","startTime":686.88,"endTime":689.85,"body":"chases super badass, he's a"},{"speaker":"Matt Wolach","startTime":686.88,"endTime":689.85,"body":"badass, he's saying everybody"},{"speaker":"Matt Wolach","startTime":689.85,"endTime":693.3,"body":"else had a big effort, he chases"},{"speaker":"Matt Wolach","startTime":689.85,"endTime":693.3,"body":"awesome, trust me, he's so good."},{"speaker":"Matt Wolach","startTime":693.36,"endTime":695.85,"body":"Yes, there's an awesome team"},{"speaker":"Matt Wolach","startTime":693.36,"endTime":695.85,"body":"there. And everybody's good. But"},{"speaker":"Matt Wolach","startTime":696.12,"endTime":698.79,"body":"really, he's he's done a lot of"},{"speaker":"Matt Wolach","startTime":696.12,"endTime":698.79,"body":"great work. But I do want to"},{"speaker":"Matt Wolach","startTime":698.79,"endTime":701.01,"body":"talk about that, since you just"},{"speaker":"Matt Wolach","startTime":698.79,"endTime":701.01,"body":"kind of alluded to that you were"},{"speaker":"Matt Wolach","startTime":701.01,"endTime":703.65,"body":"the sales rep. But then you"},{"speaker":"Matt Wolach","startTime":701.01,"endTime":703.65,"body":"started to hire a team. And so"},{"speaker":"Matt Wolach","startTime":703.65,"endTime":707.34,"body":"now you became head of sales,"},{"speaker":"Matt Wolach","startTime":703.65,"endTime":707.34,"body":"and then director of customer"},{"speaker":"Matt Wolach","startTime":707.34,"endTime":713.31,"body":"operations. So how has your day"},{"speaker":"Matt Wolach","startTime":707.34,"endTime":713.31,"body":"to day changed during this time,"},{"speaker":"Matt Wolach","startTime":713.31,"endTime":716.22,"body":"all these different transitions,"},{"speaker":"Matt Wolach","startTime":713.31,"endTime":716.22,"body":"what has changed for you?"},{"speaker":"Chase Summers","startTime":717.51,"endTime":719.97,"body":"Everything, the"},{"speaker":"Chase Summers","startTime":717.51,"endTime":719.97,"body":"way that I have to make"},{"speaker":"Chase Summers","startTime":719.97,"endTime":723.69,"body":"decisions, the way that my"},{"speaker":"Chase Summers","startTime":719.97,"endTime":723.69,"body":"thought process works, one of"},{"speaker":"Chase Summers","startTime":723.69,"endTime":726.06,"body":"the biggest things that that I'm"},{"speaker":"Chase Summers","startTime":723.69,"endTime":726.06,"body":"happy that I was able to be a"},{"speaker":"Chase Summers","startTime":726.06,"endTime":729.6,"body":"part of this, I my mentality of"},{"speaker":"Chase Summers","startTime":726.06,"endTime":729.6,"body":"management is I'll never ask"},{"speaker":"Chase Summers","startTime":729.6,"endTime":732.72,"body":"someone to do something that I"},{"speaker":"Chase Summers","startTime":729.6,"endTime":732.72,"body":"want to do. And so having those"},{"speaker":"Chase Summers","startTime":732.72,"endTime":735.18,"body":"core years where I just really"},{"speaker":"Chase Summers","startTime":732.72,"endTime":735.18,"body":"was able to do everything with"},{"speaker":"Chase Summers","startTime":735.18,"endTime":738.69,"body":"ego. Now, as I hire people, I"},{"speaker":"Chase Summers","startTime":735.18,"endTime":738.69,"body":"know how to coach them, how to"},{"speaker":"Chase Summers","startTime":738.69,"endTime":743.61,"body":"mentor them, how to tell them"},{"speaker":"Chase Summers","startTime":738.69,"endTime":743.61,"body":"watch out for pitfalls. And so"},{"speaker":"Chase Summers","startTime":743.7,"endTime":746.91,"body":"my day to day did go very"},{"speaker":"Chase Summers","startTime":743.7,"endTime":746.91,"body":"quickly from boots on the"},{"speaker":"Chase Summers","startTime":746.91,"endTime":750.33,"body":"ground, doing things and hiring"},{"speaker":"Chase Summers","startTime":746.91,"endTime":750.33,"body":"people training them, teaching"},{"speaker":"Chase Summers","startTime":750.33,"endTime":753.21,"body":"them. And then in those moments,"},{"speaker":"Chase Summers","startTime":750.33,"endTime":753.21,"body":"I turned into the sales"},{"speaker":"Chase Summers","startTime":753.21,"endTime":756.09,"body":"engineer, right, so I was in the"},{"speaker":"Chase Summers","startTime":753.21,"endTime":756.09,"body":"meetings with them, helping"},{"speaker":"Chase Summers","startTime":756.09,"endTime":759.33,"body":"guide them. And, you know, as"},{"speaker":"Chase Summers","startTime":756.09,"endTime":759.33,"body":"that transition occurred, I had"},{"speaker":"Chase Summers","startTime":759.33,"endTime":763.23,"body":"to grow management skills, and I"},{"speaker":"Chase Summers","startTime":759.33,"endTime":763.23,"body":"had to be mentored. And, you"},{"speaker":"Chase Summers","startTime":763.23,"endTime":765.42,"body":"know, fortunately not I have"},{"speaker":"Chase Summers","startTime":763.23,"endTime":765.42,"body":"people like you have an"},{"speaker":"Chase Summers","startTime":765.42,"endTime":769.5,"body":"incredible HR mentor of mine who"},{"speaker":"Chase Summers","startTime":765.42,"endTime":769.5,"body":"really guided me through that"},{"speaker":"Chase Summers","startTime":769.5,"endTime":773.13,"body":"transition from player to coach"},{"speaker":"Chase Summers","startTime":769.5,"endTime":773.13,"body":"and did role plays, which I hate"},{"speaker":"Chase Summers","startTime":773.13,"endTime":774.99,"body":"role playing. I think a lot of"},{"speaker":"Chase Summers","startTime":773.13,"endTime":774.99,"body":"people could probably relate to"},{"speaker":"Chase Summers","startTime":774.99,"endTime":777.63,"body":"that. But you know, getting"},{"speaker":"Chase Summers","startTime":774.99,"endTime":777.63,"body":"uncomfortable learning, I"},{"speaker":"Chase Summers","startTime":777.63,"endTime":779.82,"body":"started reading books, which is"},{"speaker":"Chase Summers","startTime":777.63,"endTime":779.82,"body":"something I've never done in my"},{"speaker":"Chase Summers","startTime":779.82,"endTime":781.74,"body":"life. But I understand that"},{"speaker":"Chase Summers","startTime":779.82,"endTime":781.74,"body":"there was a lot of growth that"},{"speaker":"Chase Summers","startTime":781.74,"endTime":784.74,"body":"had to happen there. And one of"},{"speaker":"Chase Summers","startTime":781.74,"endTime":784.74,"body":"the biggest fears that I had in"},{"speaker":"Chase Summers","startTime":784.74,"endTime":788.13,"body":"my transition from player to"},{"speaker":"Chase Summers","startTime":784.74,"endTime":788.13,"body":"coach was I was worried. And"},{"speaker":"Chase Summers","startTime":788.13,"endTime":791.16,"body":"once I got to the coach part, I"},{"speaker":"Chase Summers","startTime":788.13,"endTime":791.16,"body":"wouldn't feel as fulfilled,"},{"speaker":"Chase Summers","startTime":791.16,"endTime":793.83,"body":"right? I'm not closing deals"},{"speaker":"Chase Summers","startTime":791.16,"endTime":793.83,"body":"myself anymore, I'm a little"},{"speaker":"Chase Summers","startTime":793.83,"endTime":799.17,"body":"more hands off meeting customers"},{"speaker":"Chase Summers","startTime":793.83,"endTime":799.17,"body":"as much. But what I found is, is"},{"speaker":"Chase Summers","startTime":799.17,"endTime":802.14,"body":"so much more fulfilling for me,"},{"speaker":"Chase Summers","startTime":799.17,"endTime":802.14,"body":"because now I get to teach"},{"speaker":"Chase Summers","startTime":802.14,"endTime":804.93,"body":"people how to fish, you know,"},{"speaker":"Chase Summers","startTime":802.14,"endTime":804.93,"body":"and then they go do it, and then"},{"speaker":"Chase Summers","startTime":804.93,"endTime":808.92,"body":"they're able to, in my case, I'm"},{"speaker":"Chase Summers","startTime":804.93,"endTime":808.92,"body":"gonna do it better than I think,"},{"speaker":"Chase Summers","startTime":809.16,"endTime":812.16,"body":"you know, our team members can"},{"speaker":"Chase Summers","startTime":809.16,"endTime":812.16,"body":"run demos do it better than I"},{"speaker":"Chase Summers","startTime":812.16,"endTime":814.29,"body":"do, the people who are doing the"},{"speaker":"Chase Summers","startTime":812.16,"endTime":814.29,"body":"outreach and the"},{"speaker":"Chase Summers","startTime":814.29,"endTime":817.8,"body":"personalizations. And some of"},{"speaker":"Chase Summers","startTime":814.29,"endTime":817.8,"body":"the top of the funnel work and"},{"speaker":"Chase Summers","startTime":817.86,"endTime":820.29,"body":"doing it more efficiently and"},{"speaker":"Chase Summers","startTime":817.86,"endTime":820.29,"body":"better than I do the same with"},{"speaker":"Chase Summers","startTime":820.38,"endTime":822.45,"body":"especially sales operations."},{"speaker":"Chase Summers","startTime":820.38,"endTime":822.45,"body":"That's a weakness of mine to"},{"speaker":"Chase Summers","startTime":822.45,"endTime":825.03,"body":"stay organized. So sales"},{"speaker":"Chase Summers","startTime":822.45,"endTime":825.03,"body":"operations definitely doesn't"},{"speaker":"Chase Summers","startTime":825.03,"endTime":828.9,"body":"matter. So being able to play a"},{"speaker":"Chase Summers","startTime":825.03,"endTime":828.9,"body":"role in their careers and"},{"speaker":"Chase Summers","startTime":828.9,"endTime":832.44,"body":"helping them to develop and, and"},{"speaker":"Chase Summers","startTime":828.9,"endTime":832.44,"body":"again, just excel deed on the"},{"speaker":"Chase Summers","startTime":832.44,"endTime":835.44,"body":"way that they have has been"},{"speaker":"Chase Summers","startTime":832.44,"endTime":835.44,"body":"great. And it's a transition"},{"speaker":"Chase Summers","startTime":835.44,"endTime":838.5,"body":"that hasn't been an easy one. I"},{"speaker":"Chase Summers","startTime":835.44,"endTime":838.5,"body":"felt a lot, especially with some"},{"speaker":"Chase Summers","startTime":838.5,"endTime":843.51,"body":"of my first hires. Just, you"},{"speaker":"Chase Summers","startTime":838.5,"endTime":843.51,"body":"know, not understanding how to"},{"speaker":"Chase Summers","startTime":843.72,"endTime":847.59,"body":"transition people in this role."},{"speaker":"Chase Summers","startTime":843.72,"endTime":847.59,"body":"Not sure how to find the right"},{"speaker":"Chase Summers","startTime":847.59,"endTime":850.83,"body":"people, we're not sure. You"},{"speaker":"Chase Summers","startTime":847.59,"endTime":850.83,"body":"know, being too quick to hire"},{"speaker":"Chase Summers","startTime":850.83,"endTime":853.89,"body":"people. We're rushing the hiring"},{"speaker":"Chase Summers","startTime":850.83,"endTime":853.89,"body":"process. And there's a lot of"},{"speaker":"Chase Summers","startTime":853.89,"endTime":856.8,"body":"lessons that were learned and"},{"speaker":"Chase Summers","startTime":853.89,"endTime":856.8,"body":"I'm so much better for it. But"},{"speaker":"Chase Summers","startTime":856.8,"endTime":860.94,"body":"that transition has been a"},{"speaker":"Chase Summers","startTime":856.8,"endTime":860.94,"body":"wonderful growth for sure."},{"speaker":"Matt Wolach","startTime":862.08,"endTime":865.08,"body":"Yeah, I think"},{"speaker":"Matt Wolach","startTime":862.08,"endTime":865.08,"body":"that's just it growth, when I've"},{"speaker":"Matt Wolach","startTime":865.08,"endTime":868.68,"body":"made the same transition going"},{"speaker":"Matt Wolach","startTime":865.08,"endTime":868.68,"body":"from sales rep to manager to"},{"speaker":"Matt Wolach","startTime":868.68,"endTime":871.98,"body":"director to VP and then I was"},{"speaker":"Matt Wolach","startTime":868.68,"endTime":871.98,"body":"president and CEO. And so I've"},{"speaker":"Matt Wolach","startTime":872.01,"endTime":875.85,"body":"got I've done it all. So I'm"},{"speaker":"Matt Wolach","startTime":872.01,"endTime":875.85,"body":"just a bit older than Chase"},{"speaker":"Matt Wolach","startTime":875.85,"endTime":881.19,"body":"about twice as old probably. But"},{"speaker":"Matt Wolach","startTime":875.85,"endTime":881.19,"body":"it's it's it's definitely a"},{"speaker":"Matt Wolach","startTime":881.19,"endTime":885.36,"body":"shift in your day to day and"},{"speaker":"Matt Wolach","startTime":881.19,"endTime":885.36,"body":"it's something that some people"},{"speaker":"Matt Wolach","startTime":885.39,"endTime":888.33,"body":"aren't able to do but the ones"},{"speaker":"Matt Wolach","startTime":885.39,"endTime":888.33,"body":"who are doing it successfully"},{"speaker":"Matt Wolach","startTime":888.33,"endTime":891.36,"body":"the ones who like you said have"},{"speaker":"Matt Wolach","startTime":888.33,"endTime":891.36,"body":"been focused on growth you"},{"speaker":"Matt Wolach","startTime":891.36,"endTime":895.02,"body":"started reading you took on"},{"speaker":"Matt Wolach","startTime":891.36,"endTime":895.02,"body":"mentors you you made sure to put"},{"speaker":"Matt Wolach","startTime":895.02,"endTime":899.37,"body":"in the effort in order to get to"},{"speaker":"Matt Wolach","startTime":895.02,"endTime":899.37,"body":"that level in order to become"},{"speaker":"Matt Wolach","startTime":899.64,"endTime":903.36,"body":"that Next roll whatever it was"},{"speaker":"Matt Wolach","startTime":899.64,"endTime":903.36,"body":"that was needed. And so I"},{"speaker":"Matt Wolach","startTime":903.36,"endTime":907.32,"body":"remember when you started hiring"},{"speaker":"Matt Wolach","startTime":903.36,"endTime":907.32,"body":"people, and you needed to learn"},{"speaker":"Matt Wolach","startTime":907.32,"endTime":910.32,"body":"how to hire, how to train, what"},{"speaker":"Matt Wolach","startTime":907.32,"endTime":910.32,"body":"to tell them, how to take what's"},{"speaker":"Matt Wolach","startTime":910.32,"endTime":912.63,"body":"in your brain and put it in"},{"speaker":"Matt Wolach","startTime":910.32,"endTime":912.63,"body":"there. And there's some"},{"speaker":"Matt Wolach","startTime":912.63,"endTime":915.36,"body":"challenges there. What were some"},{"speaker":"Matt Wolach","startTime":912.63,"endTime":915.36,"body":"of the biggest challenges that"},{"speaker":"Matt Wolach","startTime":915.36,"endTime":916.92,"body":"you faced making that"},{"speaker":"Matt Wolach","startTime":915.36,"endTime":916.92,"body":"transition?"},{"speaker":"Chase Summers","startTime":918.06,"endTime":921.45,"body":"I think one thing"},{"speaker":"Chase Summers","startTime":918.06,"endTime":921.45,"body":"for me is delegation. I love"},{"speaker":"Chase Summers","startTime":921.45,"endTime":925.11,"body":"doing right. I love building but"},{"speaker":"Chase Summers","startTime":921.45,"endTime":925.11,"body":"I also love doing. So making"},{"speaker":"Chase Summers","startTime":925.11,"endTime":928.98,"body":"sure that I delegated"},{"speaker":"Chase Summers","startTime":925.11,"endTime":928.98,"body":"appropriately. And also, my"},{"speaker":"Chase Summers","startTime":929.01,"endTime":933.27,"body":"whole mantra with management is"},{"speaker":"Chase Summers","startTime":929.01,"endTime":933.27,"body":"autonomy without neglect, one of"},{"speaker":"Chase Summers","startTime":933.27,"endTime":936.6,"body":"the biggest things I struggled"},{"speaker":"Chase Summers","startTime":933.27,"endTime":936.6,"body":"with early in my management was,"},{"speaker":"Chase Summers","startTime":937.08,"endTime":940.38,"body":"I would be very good at giving"},{"speaker":"Chase Summers","startTime":937.08,"endTime":940.38,"body":"people autonomy and empowering"},{"speaker":"Chase Summers","startTime":940.38,"endTime":944.28,"body":"people to go and do things. But"},{"speaker":"Chase Summers","startTime":940.38,"endTime":944.28,"body":"I also didn't give them as"},{"speaker":"Chase Summers","startTime":944.28,"endTime":948.06,"body":"direct a feedback as they needed"},{"speaker":"Chase Summers","startTime":944.28,"endTime":948.06,"body":"or so almost like the opposite"},{"speaker":"Chase Summers","startTime":948.06,"endTime":950.28,"body":"of a micromanager, to where I"},{"speaker":"Chase Summers","startTime":948.06,"endTime":950.28,"body":"was almost backing off people"},{"speaker":"Chase Summers","startTime":950.28,"endTime":952.38,"body":"too much. And, you know,"},{"speaker":"Chase Summers","startTime":950.28,"endTime":952.38,"body":"fortunately, I have very"},{"speaker":"Chase Summers","startTime":952.38,"endTime":955.41,"body":"impressionable and very growth"},{"speaker":"Chase Summers","startTime":952.38,"endTime":955.41,"body":"minded people on my team. And so"},{"speaker":"Chase Summers","startTime":955.44,"endTime":959.7,"body":"they want that mentorship, they"},{"speaker":"Chase Summers","startTime":955.44,"endTime":959.7,"body":"want the feedback, they want to"},{"speaker":"Chase Summers","startTime":959.7,"endTime":962.19,"body":"be challenged. And I think once"},{"speaker":"Chase Summers","startTime":959.7,"endTime":962.19,"body":"I realized that it took me to a"},{"speaker":"Chase Summers","startTime":962.19,"endTime":965.25,"body":"new level of management where I"},{"speaker":"Chase Summers","startTime":962.19,"endTime":965.25,"body":"can give pen again, there's a"},{"speaker":"Chase Summers","startTime":965.25,"endTime":969.42,"body":"book called Radical candor, that"},{"speaker":"Chase Summers","startTime":965.25,"endTime":969.42,"body":"showed me how you can be an"},{"speaker":"Chase Summers","startTime":969.42,"endTime":973.17,"body":"empathetic person, but still,"},{"speaker":"Chase Summers","startTime":969.42,"endTime":973.17,"body":"like really good leader. And so"},{"speaker":"Chase Summers","startTime":973.17,"endTime":975.9,"body":"that's something that I've"},{"speaker":"Chase Summers","startTime":973.17,"endTime":975.9,"body":"worked on is leading the people"},{"speaker":"Chase Summers","startTime":975.93,"endTime":978.72,"body":"and giving them feedback at the"},{"speaker":"Chase Summers","startTime":975.93,"endTime":978.72,"body":"same time and being empathetic,"},{"speaker":"Chase Summers","startTime":978.72,"endTime":982.2,"body":"but also challenging. And it's"},{"speaker":"Chase Summers","startTime":978.72,"endTime":982.2,"body":"been something that, you know, I"},{"speaker":"Chase Summers","startTime":982.2,"endTime":984.15,"body":"know that my team is better for."},{"speaker":"Matt Wolach","startTime":985.47,"endTime":987.51,"body":"It's super awesome."},{"speaker":"Matt Wolach","startTime":985.47,"endTime":987.51,"body":"And what does that rule that you"},{"speaker":"Matt Wolach","startTime":987.51,"endTime":989.88,"body":"have behind you, for everybody"},{"speaker":"Matt Wolach","startTime":987.51,"endTime":989.88,"body":"who's listening on the podcast,"},{"speaker":"Matt Wolach","startTime":989.88,"endTime":992.16,"body":"he's got this thing behind, it"},{"speaker":"Matt Wolach","startTime":989.88,"endTime":992.16,"body":"says, what is that?"},{"speaker":"Chase Summers","startTime":992.43,"endTime":995.13,"body":"So rule number"},{"speaker":"Chase Summers","startTime":992.43,"endTime":995.13,"body":"six. It's something that I think"},{"speaker":"Chase Summers","startTime":995.13,"endTime":997.92,"body":"I stumbled on on LinkedIn one"},{"speaker":"Chase Summers","startTime":995.13,"endTime":997.92,"body":"day, and it was as I was"},{"speaker":"Chase Summers","startTime":997.92,"endTime":1000.53,"body":"building out my team, and I was"},{"speaker":"Chase Summers","startTime":997.92,"endTime":1000.53,"body":"in this point in my career to"},{"speaker":"Chase Summers","startTime":1000.53,"endTime":1003.29,"body":"where I feel a lot of pressure"},{"speaker":"Chase Summers","startTime":1000.53,"endTime":1003.29,"body":"at all times. And I knew a lot"},{"speaker":"Chase Summers","startTime":1003.29,"endTime":1006.56,"body":"of people who have found success"},{"speaker":"Chase Summers","startTime":1003.29,"endTime":1006.56,"body":"in whatever portion of life"},{"speaker":"Chase Summers","startTime":1006.56,"endTime":1008.99,"body":"you're in, you know, it gets"},{"speaker":"Chase Summers","startTime":1006.56,"endTime":1008.99,"body":"stressful, because you take a"},{"speaker":"Chase Summers","startTime":1008.99,"endTime":1011.69,"body":"lot of prime mover can do. And"},{"speaker":"Chase Summers","startTime":1008.99,"endTime":1011.69,"body":"it was around the time that I"},{"speaker":"Chase Summers","startTime":1011.69,"endTime":1014.09,"body":"was hiring, growing that team"},{"speaker":"Chase Summers","startTime":1011.69,"endTime":1014.09,"body":"and really developing the"},{"speaker":"Chase Summers","startTime":1014.09,"endTime":1019.07,"body":"culture that we have that they"},{"speaker":"Chase Summers","startTime":1014.09,"endTime":1019.07,"body":"do. And I found this to where it"},{"speaker":"Chase Summers","startTime":1019.1,"endTime":1023.06,"body":"rule number six means don't take"},{"speaker":"Chase Summers","startTime":1019.1,"endTime":1023.06,"body":"yourself so damn seriously. And"},{"speaker":"Chase Summers","startTime":1023.06,"endTime":1025.94,"body":"it's something that I remind"},{"speaker":"Chase Summers","startTime":1023.06,"endTime":1025.94,"body":"myself daily are my my teammates"},{"speaker":"Chase Summers","startTime":1025.94,"endTime":1029.78,"body":"up daily. But at the end of the"},{"speaker":"Chase Summers","startTime":1025.94,"endTime":1029.78,"body":"day, we're data cataloging"},{"speaker":"Chase Summers","startTime":1029.78,"endTime":1033.32,"body":"software, we're able to help"},{"speaker":"Chase Summers","startTime":1029.78,"endTime":1033.32,"body":"organizations to manage their"},{"speaker":"Chase Summers","startTime":1033.32,"endTime":1037.19,"body":"data to empower data governance,"},{"speaker":"Chase Summers","startTime":1033.32,"endTime":1037.19,"body":"but we're not like it's not life"},{"speaker":"Chase Summers","startTime":1037.19,"endTime":1039.56,"body":"or death. So don't take it. So"},{"speaker":"Chase Summers","startTime":1037.19,"endTime":1039.56,"body":"seriously, let's have fun along"},{"speaker":"Chase Summers","startTime":1039.56,"endTime":1043.49,"body":"the way. If we lose a deal, it's"},{"speaker":"Chase Summers","startTime":1039.56,"endTime":1043.49,"body":"not the end of the world. And so"},{"speaker":"Chase Summers","startTime":1043.49,"endTime":1046.7,"body":"again, that's something that"},{"speaker":"Chase Summers","startTime":1043.49,"endTime":1046.7,"body":"that resonates with me and I"},{"speaker":"Chase Summers","startTime":1046.7,"endTime":1048.98,"body":"preach to my team is still"},{"speaker":"Chase Summers","startTime":1046.7,"endTime":1048.98,"body":"taking so seriously,"},{"speaker":"Matt Wolach","startTime":1050.42,"endTime":1052.37,"body":"I think it's super"},{"speaker":"Matt Wolach","startTime":1050.42,"endTime":1052.37,"body":"important to remind ourselves of"},{"speaker":"Matt Wolach","startTime":1052.37,"endTime":1055.52,"body":"that, because we do have a lot"},{"speaker":"Matt Wolach","startTime":1052.37,"endTime":1055.52,"body":"of requirements and stresses and"},{"speaker":"Matt Wolach","startTime":1055.52,"endTime":1059.84,"body":"needs. And if we can do that we"},{"speaker":"Matt Wolach","startTime":1055.52,"endTime":1059.84,"body":"operate better. And I, I played"},{"speaker":"Matt Wolach","startTime":1059.84,"endTime":1063.17,"body":"a lot of sports growing up, I"},{"speaker":"Matt Wolach","startTime":1059.84,"endTime":1063.17,"body":"still play golf, and if you"},{"speaker":"Matt Wolach","startTime":1063.17,"endTime":1066.5,"body":"stress out about it, and if you"},{"speaker":"Matt Wolach","startTime":1063.17,"endTime":1066.5,"body":"if you get too tight about it,"},{"speaker":"Matt Wolach","startTime":1066.53,"endTime":1069.68,"body":"you perform worse. And the same"},{"speaker":"Matt Wolach","startTime":1066.53,"endTime":1069.68,"body":"thing happens in business or in"},{"speaker":"Matt Wolach","startTime":1069.68,"endTime":1073.16,"body":"sales, you just don't do as well"},{"speaker":"Matt Wolach","startTime":1069.68,"endTime":1073.16,"body":"when you're under stress. And so"},{"speaker":"Matt Wolach","startTime":1073.16,"endTime":1075.98,"body":"I love the idea of just, you"},{"speaker":"Matt Wolach","startTime":1073.16,"endTime":1075.98,"body":"know, pre take a step back,"},{"speaker":"Matt Wolach","startTime":1075.98,"endTime":1078.11,"body":"don't take yourself seriously,"},{"speaker":"Matt Wolach","startTime":1075.98,"endTime":1078.11,"body":"because it can really help you"},{"speaker":"Matt Wolach","startTime":1078.11,"endTime":1079.85,"body":"perform better. I'm sure it's"},{"speaker":"Matt Wolach","startTime":1078.11,"endTime":1079.85,"body":"helped you and your team."},{"speaker":"Chase Summers","startTime":1080.72,"endTime":1083.06,"body":"That's one thing,"},{"speaker":"Chase Summers","startTime":1080.72,"endTime":1083.06,"body":"you know, as I've built the"},{"speaker":"Chase Summers","startTime":1083.06,"endTime":1086.0,"body":"team, and, you know, again, I've"},{"speaker":"Chase Summers","startTime":1083.06,"endTime":1086.0,"body":"been in the position where I've"},{"speaker":"Chase Summers","startTime":1086.0,"endTime":1088.49,"body":"done a lot of the work that"},{"speaker":"Chase Summers","startTime":1086.0,"endTime":1088.49,"body":"they've done, but now also"},{"speaker":"Chase Summers","startTime":1088.49,"endTime":1091.82,"body":"manage support, manage customer"},{"speaker":"Chase Summers","startTime":1088.49,"endTime":1091.82,"body":"success. So it's especially on"},{"speaker":"Chase Summers","startTime":1091.82,"endTime":1094.64,"body":"sales to where there's a lot of"},{"speaker":"Chase Summers","startTime":1091.82,"endTime":1094.64,"body":"things that that my team members"},{"speaker":"Chase Summers","startTime":1094.64,"endTime":1098.54,"body":"are doing that I've never had"},{"speaker":"Chase Summers","startTime":1094.64,"endTime":1098.54,"body":"the ability to do, or I've never"},{"speaker":"Chase Summers","startTime":1098.57,"endTime":1101.54,"body":"had the time to do it. I've"},{"speaker":"Chase Summers","startTime":1098.57,"endTime":1101.54,"body":"never been in that role. And so"},{"speaker":"Chase Summers","startTime":1101.54,"endTime":1105.02,"body":"this is something that I say to"},{"speaker":"Chase Summers","startTime":1101.54,"endTime":1105.02,"body":"them to have, you know, being"},{"speaker":"Chase Summers","startTime":1105.05,"endTime":1108.2,"body":"able to constantly growing, but"},{"speaker":"Chase Summers","startTime":1105.05,"endTime":1108.2,"body":"doing it in a way to where we're"},{"speaker":"Chase Summers","startTime":1108.2,"endTime":1110.96,"body":"not taking it too seriously."},{"speaker":"Chase Summers","startTime":1108.2,"endTime":1110.96,"body":"Mental health is something that"},{"speaker":"Chase Summers","startTime":1110.96,"endTime":1114.23,"body":"we really preach a lot in our"},{"speaker":"Chase Summers","startTime":1110.96,"endTime":1114.23,"body":"team. And we really want to"},{"speaker":"Chase Summers","startTime":1114.26,"endTime":1118.4,"body":"maintain a very authentic and"},{"speaker":"Chase Summers","startTime":1114.26,"endTime":1118.4,"body":"genuine environment. And that's"},{"speaker":"Chase Summers","startTime":1118.4,"endTime":1120.98,"body":"a big part of this nothing"},{"speaker":"Chase Summers","startTime":1118.4,"endTime":1120.98,"body":"substitution. So you know,"},{"speaker":"Chase Summers","startTime":1120.98,"endTime":1124.52,"body":"whether it is getting grace and"},{"speaker":"Chase Summers","startTime":1120.98,"endTime":1124.52,"body":"failure is something that I talk"},{"speaker":"Chase Summers","startTime":1124.52,"endTime":1129.2,"body":"about a lot I've seen with my"},{"speaker":"Chase Summers","startTime":1124.52,"endTime":1129.2,"body":"team, responding to failure is,"},{"speaker":"Chase Summers","startTime":1129.59,"endTime":1136.49,"body":"as a leader is such a important"},{"speaker":"Chase Summers","startTime":1129.59,"endTime":1136.49,"body":"thing in such a think, under"},{"speaker":"Chase Summers","startTime":1136.52,"endTime":1139.46,"body":"it's just not realized the"},{"speaker":"Chase Summers","startTime":1136.52,"endTime":1139.46,"body":"impact it can have. Because when"},{"speaker":"Chase Summers","startTime":1139.46,"endTime":1142.79,"body":"my team fails, and they're not"},{"speaker":"Chase Summers","startTime":1139.46,"endTime":1142.79,"body":"recommended their you know,"},{"speaker":"Chase Summers","startTime":1142.79,"endTime":1146.15,"body":"Coach, or empowered based off of"},{"speaker":"Chase Summers","startTime":1142.79,"endTime":1146.15,"body":"that, and we discussed what they"},{"speaker":"Chase Summers","startTime":1146.15,"endTime":1148.22,"body":"learned, and we discuss what"},{"speaker":"Chase Summers","startTime":1146.15,"endTime":1148.22,"body":"they can do better next time."},{"speaker":"Chase Summers","startTime":1148.43,"endTime":1150.8,"body":"They're not in the future scared"},{"speaker":"Chase Summers","startTime":1148.43,"endTime":1150.8,"body":"to come to me and say, Hey, I"},{"speaker":"Chase Summers","startTime":1150.8,"endTime":1154.43,"body":"screwed up. Because the fact of"},{"speaker":"Chase Summers","startTime":1150.8,"endTime":1154.43,"body":"the matter is, I tell them all,"},{"speaker":"Chase Summers","startTime":1154.67,"endTime":1156.77,"body":"every mistake that they can"},{"speaker":"Chase Summers","startTime":1154.67,"endTime":1156.77,"body":"make, I've probably done it and"},{"speaker":"Chase Summers","startTime":1156.77,"endTime":1160.61,"body":"probably worse. And so as long"},{"speaker":"Chase Summers","startTime":1156.77,"endTime":1160.61,"body":"as we're growing from those and"},{"speaker":"Chase Summers","startTime":1160.61,"endTime":1162.53,"body":"realizing what we can take away"},{"speaker":"Chase Summers","startTime":1160.61,"endTime":1162.53,"body":"from it and grow as an"},{"speaker":"Chase Summers","startTime":1162.53,"endTime":1165.29,"body":"organization, that trial and"},{"speaker":"Chase Summers","startTime":1162.53,"endTime":1165.29,"body":"error I think is why we are"},{"speaker":"Chase Summers","startTime":1165.35,"endTime":1168.17,"body":"ahead of our competitors in a"},{"speaker":"Chase Summers","startTime":1165.35,"endTime":1168.17,"body":"lot of ways. It's because we're"},{"speaker":"Chase Summers","startTime":1168.17,"endTime":1171.5,"body":"not scared to test things and"},{"speaker":"Chase Summers","startTime":1168.17,"endTime":1171.5,"body":"figure it out and make mistakes."},{"speaker":"Matt Wolach","startTime":1172.88,"endTime":1175.4,"body":"I think that's"},{"speaker":"Matt Wolach","startTime":1172.88,"endTime":1175.4,"body":"awesome, super strong way to go"},{"speaker":"Matt Wolach","startTime":1175.4,"endTime":1179.84,"body":"through about it. I want to ask,"},{"speaker":"Matt Wolach","startTime":1175.4,"endTime":1179.84,"body":"what do you look for in"},{"speaker":"Matt Wolach","startTime":1179.84,"endTime":1182.33,"body":"salespeople? You've grown this"},{"speaker":"Matt Wolach","startTime":1179.84,"endTime":1182.33,"body":"team, you've done a good job of"},{"speaker":"Matt Wolach","startTime":1182.33,"endTime":1186.11,"body":"getting the right people I know"},{"speaker":"Matt Wolach","startTime":1182.33,"endTime":1186.11,"body":"that there were some challenges"},{"speaker":"Matt Wolach","startTime":1186.11,"endTime":1189.29,"body":"in part of that it wasn't always"},{"speaker":"Matt Wolach","startTime":1186.11,"endTime":1189.29,"body":"perfect. What do you what are"},{"speaker":"Matt Wolach","startTime":1189.29,"endTime":1191.3,"body":"you looking for when you're"},{"speaker":"Matt Wolach","startTime":1189.29,"endTime":1191.3,"body":"trying to grow your team?"},{"speaker":"Chase Summers","startTime":1192.68,"endTime":1194.9,"body":"Number one is"},{"speaker":"Chase Summers","startTime":1192.68,"endTime":1194.9,"body":"authenticity. I want to feel"},{"speaker":"Chase Summers","startTime":1194.9,"endTime":1197.75,"body":"like I'm speaking to a person."},{"speaker":"Chase Summers","startTime":1194.9,"endTime":1197.75,"body":"This translates to sales. I"},{"speaker":"Chase Summers","startTime":1197.75,"endTime":1200.66,"body":"don't I don't want a PR firm in"},{"speaker":"Chase Summers","startTime":1197.75,"endTime":1200.66,"body":"an interview like I want to talk"},{"speaker":"Chase Summers","startTime":1200.66,"endTime":1206.21,"body":"to a person I want to understand"},{"speaker":"Chase Summers","startTime":1200.66,"endTime":1206.21,"body":"like who you are. Secondly, I"},{"speaker":"Chase Summers","startTime":1206.21,"endTime":1210.8,"body":"want people who are going to ask"},{"speaker":"Chase Summers","startTime":1206.21,"endTime":1210.8,"body":"questions, who are going to come"},{"speaker":"Chase Summers","startTime":1210.8,"endTime":1214.61,"body":"in and again, being a very"},{"speaker":"Chase Summers","startTime":1210.8,"endTime":1214.61,"body":"technical software, you have to"},{"speaker":"Chase Summers","startTime":1214.61,"endTime":1216.56,"body":"ask questions. So I need to know"},{"speaker":"Chase Summers","startTime":1214.61,"endTime":1216.56,"body":"that you're going to be"},{"speaker":"Chase Summers","startTime":1216.56,"endTime":1220.49,"body":"comfortable being uncomfortable,"},{"speaker":"Chase Summers","startTime":1216.56,"endTime":1220.49,"body":"and being able to, you know,"},{"speaker":"Chase Summers","startTime":1220.67,"endTime":1222.77,"body":"understand what you don't know,"},{"speaker":"Chase Summers","startTime":1220.67,"endTime":1222.77,"body":"and then communicate it so I can"},{"speaker":"Chase Summers","startTime":1222.77,"endTime":1227.6,"body":"help. And then lastly, is the"},{"speaker":"Chase Summers","startTime":1222.77,"endTime":1227.6,"body":"ability to do uncomfortable. I"},{"speaker":"Chase Summers","startTime":1227.6,"endTime":1232.49,"body":"think that is something in sales"},{"speaker":"Chase Summers","startTime":1227.6,"endTime":1232.49,"body":"that is so powerful is hiring"},{"speaker":"Chase Summers","startTime":1232.49,"endTime":1236.87,"body":"someone who is not scared to do"},{"speaker":"Chase Summers","startTime":1232.49,"endTime":1236.87,"body":"uncomfortable work. And I think"},{"speaker":"Chase Summers","startTime":1236.87,"endTime":1239.96,"body":"that that summarizes whether"},{"speaker":"Chase Summers","startTime":1236.87,"endTime":1239.96,"body":"you're an SDR or an account"},{"speaker":"Chase Summers","startTime":1239.96,"endTime":1242.63,"body":"executive or account manager,"},{"speaker":"Chase Summers","startTime":1239.96,"endTime":1242.63,"body":"There are meanings that are"},{"speaker":"Chase Summers","startTime":1242.66,"endTime":1245.96,"body":"always going to be"},{"speaker":"Chase Summers","startTime":1242.66,"endTime":1245.96,"body":"uncomfortable. And it's just a"},{"speaker":"Chase Summers","startTime":1246.77,"endTime":1248.54,"body":"fact of what we're dealing with."},{"speaker":"Matt Wolach","startTime":1250.88,"endTime":1256.16,"body":"No doubt, no doubt"},{"speaker":"Matt Wolach","startTime":1250.88,"endTime":1256.16,"body":"at all. So if you had to kind of"},{"speaker":"Matt Wolach","startTime":1256.16,"endTime":1259.97,"body":"summarize, and I think your"},{"speaker":"Matt Wolach","startTime":1256.16,"endTime":1259.97,"body":"perspective is fantastic being"},{"speaker":"Matt Wolach","startTime":1260.24,"endTime":1262.91,"body":"the first sales, hire the first"},{"speaker":"Matt Wolach","startTime":1260.24,"endTime":1262.91,"body":"North American hire for your"},{"speaker":"Matt Wolach","startTime":1262.91,"endTime":1267.35,"body":"company, and kind of growing"},{"speaker":"Matt Wolach","startTime":1262.91,"endTime":1267.35,"body":"into a leader, you kind of have"},{"speaker":"Matt Wolach","startTime":1267.35,"endTime":1272.69,"body":"an entrepreneurial mindset and"},{"speaker":"Matt Wolach","startTime":1267.35,"endTime":1272.69,"body":"perspective because of that. And"},{"speaker":"Matt Wolach","startTime":1272.69,"endTime":1276.53,"body":"so I think your perspective can"},{"speaker":"Matt Wolach","startTime":1272.69,"endTime":1276.53,"body":"be viewed from founders because"},{"speaker":"Matt Wolach","startTime":1276.56,"endTime":1279.59,"body":"you're like a founder founders"},{"speaker":"Matt Wolach","startTime":1276.56,"endTime":1279.59,"body":"need to sell, and also sales"},{"speaker":"Matt Wolach","startTime":1279.59,"endTime":1282.5,"body":"reps who want to follow the same"},{"speaker":"Matt Wolach","startTime":1279.59,"endTime":1282.5,"body":"path that that you have gone"},{"speaker":"Matt Wolach","startTime":1282.5,"endTime":1285.59,"body":"through. So what tips would you"},{"speaker":"Matt Wolach","startTime":1282.5,"endTime":1285.59,"body":"give to others who are just kind"},{"speaker":"Matt Wolach","startTime":1285.59,"endTime":1288.11,"body":"of starting their journey and"},{"speaker":"Matt Wolach","startTime":1285.59,"endTime":1288.11,"body":"looking for similar growth"},{"speaker":"Matt Wolach","startTime":1288.11,"endTime":1288.53,"body":"patterns?"},{"speaker":"Chase Summers","startTime":1288.98,"endTime":1291.62,"body":"Yes, a piece of"},{"speaker":"Chase Summers","startTime":1288.98,"endTime":1291.62,"body":"advice that was given to me and"},{"speaker":"Chase Summers","startTime":1291.62,"endTime":1294.83,"body":"I try to pass it along to anyone"},{"speaker":"Chase Summers","startTime":1291.62,"endTime":1294.83,"body":"I can, no matter what point"},{"speaker":"Chase Summers","startTime":1294.83,"endTime":1300.26,"body":"career is learned to be more"},{"speaker":"Chase Summers","startTime":1294.83,"endTime":1300.26,"body":"interested than interesting. I"},{"speaker":"Chase Summers","startTime":1300.26,"endTime":1302.87,"body":"struggled with this early in my"},{"speaker":"Chase Summers","startTime":1300.26,"endTime":1302.87,"body":"career, I wanted to hear"},{"speaker":"Chase Summers","startTime":1302.87,"endTime":1305.45,"body":"somebody fake it till you make"},{"speaker":"Chase Summers","startTime":1302.87,"endTime":1305.45,"body":"it people you have so many"},{"speaker":"Chase Summers","startTime":1305.45,"endTime":1308.75,"body":"people who are young and"},{"speaker":"Chase Summers","startTime":1305.45,"endTime":1308.75,"body":"ambitious. And LinkedIn is a"},{"speaker":"Chase Summers","startTime":1308.75,"endTime":1310.52,"body":"great example, right?"},{"speaker":"Chase Summers","startTime":1308.75,"endTime":1310.52,"body":"Everybody's out there telling"},{"speaker":"Chase Summers","startTime":1310.52,"endTime":1313.76,"body":"you how great you are, or"},{"speaker":"Chase Summers","startTime":1310.52,"endTime":1313.76,"body":"whatever. And I think one thing"},{"speaker":"Chase Summers","startTime":1313.76,"endTime":1318.2,"body":"that I grew to master in my"},{"speaker":"Chase Summers","startTime":1313.76,"endTime":1318.2,"body":"career is to be more interested"},{"speaker":"Chase Summers","startTime":1318.2,"endTime":1321.08,"body":"than interesting. And I think"},{"speaker":"Chase Summers","startTime":1318.2,"endTime":1321.08,"body":"that's even Matt, how we met was"},{"speaker":"Chase Summers","startTime":1321.47,"endTime":1325.61,"body":"going to you or people like you"},{"speaker":"Chase Summers","startTime":1321.47,"endTime":1325.61,"body":"and saying, hey, you know,"},{"speaker":"Chase Summers","startTime":1325.79,"endTime":1327.95,"body":"here's where I'm at, in my"},{"speaker":"Chase Summers","startTime":1325.79,"endTime":1327.95,"body":"career. Here's where I'm at, in"},{"speaker":"Chase Summers","startTime":1327.95,"endTime":1331.01,"body":"my, you know, profession in my"},{"speaker":"Chase Summers","startTime":1327.95,"endTime":1331.01,"body":"life, you know, what would you"},{"speaker":"Chase Summers","startTime":1331.01,"endTime":1333.32,"body":"tell yourself in a similar"},{"speaker":"Chase Summers","startTime":1331.01,"endTime":1333.32,"body":"position, or what I used to say,"},{"speaker":"Chase Summers","startTime":1333.32,"endTime":1336.74,"body":"especially when I was around 20"},{"speaker":"Chase Summers","startTime":1333.32,"endTime":1336.74,"body":"to 22, is I would just shoot so"},{"speaker":"Chase Summers","startTime":1336.74,"endTime":1339.95,"body":"many cold LinkedIn messages and"},{"speaker":"Chase Summers","startTime":1336.74,"endTime":1339.95,"body":"say, What would you tell your 22"},{"speaker":"Chase Summers","startTime":1339.95,"endTime":1342.53,"body":"year old self, and I still do"},{"speaker":"Chase Summers","startTime":1339.95,"endTime":1342.53,"body":"this from time to time because"},{"speaker":"Chase Summers","startTime":1342.83,"endTime":1345.32,"body":"I'm constantly growing and"},{"speaker":"Chase Summers","startTime":1342.83,"endTime":1345.32,"body":"constantly learning, and I don't"},{"speaker":"Chase Summers","startTime":1345.32,"endTime":1350.39,"body":"know it all. So I try to stay"},{"speaker":"Chase Summers","startTime":1345.32,"endTime":1350.39,"body":"just constantly interested. And"},{"speaker":"Chase Summers","startTime":1350.42,"endTime":1352.73,"body":"you know, humility is a big"},{"speaker":"Chase Summers","startTime":1350.42,"endTime":1352.73,"body":"thing for me. And I know that I"},{"speaker":"Chase Summers","startTime":1352.73,"endTime":1354.65,"body":"will have it all figured out. I"},{"speaker":"Chase Summers","startTime":1352.73,"endTime":1354.65,"body":"know that I'm constantly"},{"speaker":"Chase Summers","startTime":1354.65,"endTime":1357.65,"body":"learning. And so at the end of"},{"speaker":"Chase Summers","startTime":1354.65,"endTime":1357.65,"body":"the day, remind myself that I'm"},{"speaker":"Chase Summers","startTime":1357.65,"endTime":1361.64,"body":"not the interesting people sold,"},{"speaker":"Chase Summers","startTime":1357.65,"endTime":1361.64,"body":"billion dollar companies and and"},{"speaker":"Chase Summers","startTime":1361.64,"endTime":1364.43,"body":"so much more so than an eight."},{"speaker":"Chase Summers","startTime":1361.64,"endTime":1364.43,"body":"There's always someone you can"},{"speaker":"Chase Summers","startTime":1364.43,"endTime":1368.36,"body":"be learning from. So especially"},{"speaker":"Chase Summers","startTime":1364.43,"endTime":1368.36,"body":"to the people starting out in"},{"speaker":"Chase Summers","startTime":1368.6,"endTime":1371.42,"body":"software, sales, sales, or"},{"speaker":"Chase Summers","startTime":1368.6,"endTime":1371.42,"body":"really any career just learn to"},{"speaker":"Chase Summers","startTime":1371.42,"endTime":1375.05,"body":"be interested and stop thinking"},{"speaker":"Chase Summers","startTime":1371.42,"endTime":1375.05,"body":"you're that interesting, because"},{"speaker":"Chase Summers","startTime":1375.23,"endTime":1376.46,"body":"chances are, you're not"},{"speaker":"Matt Wolach","startTime":1379.16,"endTime":1381.38,"body":"very true. I think"},{"speaker":"Matt Wolach","startTime":1379.16,"endTime":1381.38,"body":"that is a phenomenal mantra. And"},{"speaker":"Matt Wolach","startTime":1381.38,"endTime":1384.41,"body":"it's something I want to be"},{"speaker":"Matt Wolach","startTime":1381.38,"endTime":1384.41,"body":"better at as well. Well, Chase,"},{"speaker":"Matt Wolach","startTime":1384.41,"endTime":1387.65,"body":"this has been great, really"},{"speaker":"Matt Wolach","startTime":1384.41,"endTime":1387.65,"body":"awesome, and of you to come in"},{"speaker":"Matt Wolach","startTime":1387.65,"endTime":1390.2,"body":"and share your story. And I"},{"speaker":"Matt Wolach","startTime":1387.65,"endTime":1390.2,"body":"think it's very powerful. Like I"},{"speaker":"Matt Wolach","startTime":1390.2,"endTime":1393.29,"body":"said, a lot of people can get a"},{"speaker":"Matt Wolach","startTime":1390.2,"endTime":1393.29,"body":"lot out of it. So how can people"},{"speaker":"Matt Wolach","startTime":1393.29,"endTime":1395.09,"body":"learn more about you and data,"},{"speaker":"Matt Wolach","startTime":1393.29,"endTime":1395.09,"body":"you know,"},{"speaker":"Chase Summers","startTime":1395.78,"endTime":1398.57,"body":"so I post a lot"},{"speaker":"Chase Summers","startTime":1395.78,"endTime":1398.57,"body":"on LinkedIn, I've grown to"},{"speaker":"Chase Summers","startTime":1398.57,"endTime":1400.97,"body":"really enjoy kind of sharing my"},{"speaker":"Chase Summers","startTime":1398.57,"endTime":1400.97,"body":"story and things that I've"},{"speaker":"Chase Summers","startTime":1400.97,"endTime":1404.03,"body":"learned and even the stories of"},{"speaker":"Chase Summers","startTime":1400.97,"endTime":1404.03,"body":"others and just things that"},{"speaker":"Chase Summers","startTime":1404.03,"endTime":1406.22,"body":"people have learned throughout"},{"speaker":"Chase Summers","startTime":1404.03,"endTime":1406.22,"body":"the past mentorships a big thing"},{"speaker":"Chase Summers","startTime":1406.22,"endTime":1410.27,"body":"for me, so my LinkedIn is a"},{"speaker":"Chase Summers","startTime":1406.22,"endTime":1410.27,"body":"great way to access me as far as"},{"speaker":"Chase Summers","startTime":1410.27,"endTime":1412.79,"body":"they do on the sterben site."},{"speaker":"Chase Summers","startTime":1410.27,"endTime":1412.79,"body":"Even if you just want to"},{"speaker":"Chase Summers","startTime":1412.79,"endTime":1415.4,"body":"explore, check out the product,"},{"speaker":"Chase Summers","startTime":1412.79,"endTime":1415.4,"body":"learn about our core values of"},{"speaker":"Chase Summers","startTime":1415.4,"endTime":1418.73,"body":"the company. And that's a great"},{"speaker":"Chase Summers","startTime":1415.4,"endTime":1418.73,"body":"place to do it. I'm always open"},{"speaker":"Chase Summers","startTime":1418.73,"endTime":1423.08,"body":"I think I'm very big on having"},{"speaker":"Chase Summers","startTime":1418.73,"endTime":1423.08,"body":"conversations just to meet"},{"speaker":"Chase Summers","startTime":1423.08,"endTime":1425.45,"body":"people to learn about them. I"},{"speaker":"Chase Summers","startTime":1423.08,"endTime":1425.45,"body":"don't think every conversation"},{"speaker":"Chase Summers","startTime":1425.45,"endTime":1429.44,"body":"has to have an agenda. So if"},{"speaker":"Chase Summers","startTime":1425.45,"endTime":1429.44,"body":"anyone wants to grab coffee,"},{"speaker":"Chase Summers","startTime":1429.44,"endTime":1433.1,"body":"virtual coffee catch up, just"},{"speaker":"Chase Summers","startTime":1429.44,"endTime":1433.1,"body":"ask me questions, ask me a"},{"speaker":"Chase Summers","startTime":1433.1,"endTime":1436.43,"body":"mindset or advice on something"},{"speaker":"Chase Summers","startTime":1433.1,"endTime":1436.43,"body":"and vice versa. I just love"},{"speaker":"Chase Summers","startTime":1436.43,"endTime":1439.1,"body":"collaborating and getting to"},{"speaker":"Chase Summers","startTime":1436.43,"endTime":1439.1,"body":"know people. So door's always"},{"speaker":"Chase Summers","startTime":1439.1,"endTime":1439.88,"body":"open for that."},{"speaker":"Matt Wolach","startTime":1439.97,"endTime":1442.25,"body":"That's awesome. And"},{"speaker":"Matt Wolach","startTime":1439.97,"endTime":1442.25,"body":"I know that he is genuine about"},{"speaker":"Matt Wolach","startTime":1442.25,"endTime":1445.16,"body":"that. So definitely reach out."},{"speaker":"Matt Wolach","startTime":1442.25,"endTime":1445.16,"body":"Chase, thank you so much for"},{"speaker":"Matt Wolach","startTime":1445.16,"endTime":1446.48,"body":"coming on the show. Really"},{"speaker":"Matt Wolach","startTime":1445.16,"endTime":1446.48,"body":"appreciate it."},{"speaker":"Chase Summers","startTime":1446.81,"endTime":1447.83,"body":"Absolutely. Thank"},{"speaker":"Chase Summers","startTime":1446.81,"endTime":1447.83,"body":"you so much."},{"speaker":"Matt Wolach","startTime":1448.4,"endTime":1450.2,"body":"You're welcome and"},{"speaker":"Matt Wolach","startTime":1448.4,"endTime":1450.2,"body":"everybody else out there. Thank"},{"speaker":"Matt Wolach","startTime":1450.2,"endTime":1452.21,"body":"you for being here. Thanks for"},{"speaker":"Matt Wolach","startTime":1450.2,"endTime":1452.21,"body":"watching. If you're on YouTube,"},{"speaker":"Matt Wolach","startTime":1452.21,"endTime":1455.12,"body":"thanks for listening on the"},{"speaker":"Matt Wolach","startTime":1452.21,"endTime":1455.12,"body":"network of podcasts. If you want"},{"speaker":"Matt Wolach","startTime":1455.12,"endTime":1458.36,"body":"to make sure you don't miss out"},{"speaker":"Matt Wolach","startTime":1455.12,"endTime":1458.36,"body":"on any other amazing leaders"},{"speaker":"Matt Wolach","startTime":1458.36,"endTime":1461.27,"body":"like Chase coming up, definitely"},{"speaker":"Matt Wolach","startTime":1458.36,"endTime":1461.27,"body":"subscribe to the show. That way,"},{"speaker":"Matt Wolach","startTime":1461.27,"endTime":1463.85,"body":"you're gonna get all of the best"},{"speaker":"Matt Wolach","startTime":1461.27,"endTime":1463.85,"body":"advice and guidance that you can"},{"speaker":"Matt Wolach","startTime":1463.85,"endTime":1467.18,"body":"handle. And you won't want to"},{"speaker":"Matt Wolach","startTime":1463.85,"endTime":1467.18,"body":"miss that. Thank you for coming,"},{"speaker":"Matt Wolach","startTime":1467.27,"endTime":1468.83,"body":"and we will see you next time."},{"speaker":"Matt Wolach","startTime":1467.27,"endTime":1468.83,"body":"Take care."},{"speaker":"Intro/ Outro","startTime":1471.71,"endTime":1474.59,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1471.71,"endTime":1474.59,"body":"listening to Scale Your SaaS for"},{"speaker":"Intro/ Outro","startTime":1474.59,"endTime":1478.07,"body":"more help on finding great leads"},{"speaker":"Intro/ Outro","startTime":1474.59,"endTime":1478.07,"body":"and closing more deals go to"},{"speaker":"Intro/ Outro","startTime":1478.37,"endTime":1479.75,"body":"Mattwolach.com"}]}