{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.53,"endTime":12.952,"body":"You know, it's so"},{"speaker":"Matt Wolach","startTime":10.53,"endTime":12.952,"body":"important to know how to grow"},{"speaker":"Matt Wolach","startTime":13.004,"endTime":16.044,"body":"your software company. But not"},{"speaker":"Matt Wolach","startTime":13.004,"endTime":16.044,"body":"many people tell you exactly"},{"speaker":"Matt Wolach","startTime":16.096,"endTime":18.879,"body":"what to do or how to do it."},{"speaker":"Matt Wolach","startTime":16.096,"endTime":18.879,"body":"Fortunately, I had Sharekh"},{"speaker":"Matt Wolach","startTime":18.931,"endTime":22.281,"body":"Shaikh on the program. He's from"},{"speaker":"Matt Wolach","startTime":18.931,"endTime":22.281,"body":"CleverX. And they have been able"},{"speaker":"Matt Wolach","startTime":22.333,"endTime":25.013,"body":"to start and scale really"},{"speaker":"Matt Wolach","startTime":22.333,"endTime":25.013,"body":"quickly. In fact, in their"},{"speaker":"Matt Wolach","startTime":25.064,"endTime":27.796,"body":"second year, they grew 5.5"},{"speaker":"Matt Wolach","startTime":25.064,"endTime":27.796,"body":"times. Okay, so huge, huge"},{"speaker":"Matt Wolach","startTime":27.848,"endTime":31.095,"body":"percentage growth, because they"},{"speaker":"Matt Wolach","startTime":27.848,"endTime":31.095,"body":"were able to do specific things"},{"speaker":"Matt Wolach","startTime":31.146,"endTime":34.187,"body":"that had been proven by others"},{"speaker":"Matt Wolach","startTime":31.146,"endTime":34.187,"body":"to work time and time again,"},{"speaker":"Matt Wolach","startTime":34.239,"endTime":37.177,"body":"he's a second time founder. So"},{"speaker":"Matt Wolach","startTime":34.239,"endTime":37.177,"body":"he knows what worked, what"},{"speaker":"Matt Wolach","startTime":37.228,"endTime":40.372,"body":"didn't work last time. And he"},{"speaker":"Matt Wolach","startTime":37.228,"endTime":40.372,"body":"applied all that he shares what"},{"speaker":"Matt Wolach","startTime":40.424,"endTime":43.722,"body":"he did here. So if you're trying"},{"speaker":"Matt Wolach","startTime":40.424,"endTime":43.722,"body":"to grow your company, if you're"},{"speaker":"Matt Wolach","startTime":43.774,"endTime":46.969,"body":"wanting to make sure that you"},{"speaker":"Matt Wolach","startTime":43.774,"endTime":46.969,"body":"can scale, definitely check this"},{"speaker":"Matt Wolach","startTime":47.021,"endTime":47.64,"body":"episode out."},{"speaker":"Intro/ Outro","startTime":48.27,"endTime":51.231,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":48.27,"endTime":51.231,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":51.298,"endTime":55.202,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":51.298,"endTime":55.202,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":55.269,"endTime":59.375,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":55.269,"endTime":59.375,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":59.442,"endTime":64.019,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":59.442,"endTime":64.019,"body":"times. Here's your host, Matt Wallach."},{"speaker":"Matt Wolach","startTime":64.019,"endTime":66.475,"body":"Welcome to Scale"},{"speaker":"Matt Wolach","startTime":64.019,"endTime":66.475,"body":"Your SaaS super glad to have you"},{"speaker":"Matt Wolach","startTime":66.525,"endTime":69.433,"body":"here. Thank you very much for"},{"speaker":"Matt Wolach","startTime":66.525,"endTime":69.433,"body":"coming. I am Matt, I am your"},{"speaker":"Matt Wolach","startTime":69.483,"endTime":72.441,"body":"host. And we are here to help"},{"speaker":"Matt Wolach","startTime":69.483,"endTime":72.441,"body":"you scale your SaaS. So let's"},{"speaker":"Matt Wolach","startTime":72.491,"endTime":75.549,"body":"find new leads. Let's grow some,"},{"speaker":"Matt Wolach","startTime":72.491,"endTime":75.549,"body":"some clients, let's make our"},{"speaker":"Matt Wolach","startTime":75.599,"endTime":78.507,"body":"clients better, let's make"},{"speaker":"Matt Wolach","startTime":75.599,"endTime":78.507,"body":"ourselves better. And let's get"},{"speaker":"Matt Wolach","startTime":78.557,"endTime":81.515,"body":"our company to scale to that"},{"speaker":"Matt Wolach","startTime":78.557,"endTime":81.515,"body":"point where you can reach your"},{"speaker":"Matt Wolach","startTime":81.565,"endTime":84.624,"body":"dreams. Super excited to have"},{"speaker":"Matt Wolach","startTime":81.565,"endTime":84.624,"body":"you here. And as you know, this"},{"speaker":"Matt Wolach","startTime":84.674,"endTime":87.932,"body":"is a show that we put out weekly"},{"speaker":"Matt Wolach","startTime":84.674,"endTime":87.932,"body":"information about how you can do"},{"speaker":"Matt Wolach","startTime":87.983,"endTime":90.69,"body":"these things. And we have"},{"speaker":"Matt Wolach","startTime":87.983,"endTime":90.69,"body":"amazing guests and I'm super"},{"speaker":"Matt Wolach","startTime":90.74,"endTime":93.798,"body":"excited about our guest today."},{"speaker":"Matt Wolach","startTime":90.74,"endTime":93.798,"body":"But before we do that, I asked"},{"speaker":"Matt Wolach","startTime":93.848,"endTime":96.756,"body":"you guys for reviews. And I'm so"},{"speaker":"Matt Wolach","startTime":93.848,"endTime":96.756,"body":"grateful to have you guys"},{"speaker":"Matt Wolach","startTime":96.806,"endTime":99.714,"body":"listening to the show and"},{"speaker":"Matt Wolach","startTime":96.806,"endTime":99.714,"body":"soaking up this information. And"},{"speaker":"Matt Wolach","startTime":99.764,"endTime":102.923,"body":"I thought hey, why don't we just"},{"speaker":"Matt Wolach","startTime":99.764,"endTime":102.923,"body":"read a review this review came"},{"speaker":"Matt Wolach","startTime":102.973,"endTime":105.83,"body":"in recently, I wanted to make"},{"speaker":"Matt Wolach","startTime":102.973,"endTime":105.83,"body":"sure that you guys heard it"},{"speaker":"Matt Wolach","startTime":105.881,"endTime":109.089,"body":"because it really made the team"},{"speaker":"Matt Wolach","startTime":105.881,"endTime":109.089,"body":"over here feel really good. It's"},{"speaker":"Matt Wolach","startTime":109.139,"endTime":112.398,"body":"from envel Lascaux oh seven it's"},{"speaker":"Matt Wolach","startTime":109.139,"endTime":112.398,"body":"five stars. A must listen cannot"},{"speaker":"Matt Wolach","startTime":112.448,"endTime":115.506,"body":"thank Matt enough for putting"},{"speaker":"Matt Wolach","startTime":112.448,"endTime":115.506,"body":"out such an incredible podcast,"},{"speaker":"Matt Wolach","startTime":115.556,"endTime":118.163,"body":"engaging conversations,"},{"speaker":"Matt Wolach","startTime":115.556,"endTime":118.163,"body":"actionable tips and insights"},{"speaker":"Matt Wolach","startTime":118.214,"endTime":121.272,"body":"into the SAS industry abound."},{"speaker":"Matt Wolach","startTime":118.214,"endTime":121.272,"body":"Super cool. Thank you very much"},{"speaker":"Matt Wolach","startTime":121.322,"endTime":124.38,"body":"for that review. And if you feel"},{"speaker":"Matt Wolach","startTime":121.322,"endTime":124.38,"body":"like you want to review, I'd"},{"speaker":"Matt Wolach","startTime":124.43,"endTime":127.589,"body":"really appreciate it. It helps"},{"speaker":"Matt Wolach","startTime":124.43,"endTime":127.589,"body":"our show and it helps me and the"},{"speaker":"Matt Wolach","startTime":127.639,"endTime":130.747,"body":"team feel great. Go ahead, just"},{"speaker":"Matt Wolach","startTime":127.639,"endTime":130.747,"body":"drop a review. You can do that"},{"speaker":"Matt Wolach","startTime":130.797,"endTime":133.855,"body":"anywhere you listen to the show."},{"speaker":"Matt Wolach","startTime":130.797,"endTime":133.855,"body":"Today is something I've been"},{"speaker":"Matt Wolach","startTime":133.905,"endTime":136.813,"body":"looking forward to I am really"},{"speaker":"Matt Wolach","startTime":133.905,"endTime":136.813,"body":"excited. I have a fantastic"},{"speaker":"Matt Wolach","startTime":136.863,"endTime":140.022,"body":"guest you guys are all going to"},{"speaker":"Matt Wolach","startTime":136.863,"endTime":140.022,"body":"love Sharekh Shaikh is with me."},{"speaker":"Matt Wolach","startTime":140.072,"endTime":142.88,"body":"He is the founder of CleverX."},{"speaker":"Matt Wolach","startTime":140.072,"endTime":142.88,"body":"Sharekh, how're you doing?"},{"speaker":"Sharekh Shaikh","startTime":143.07,"endTime":144.84,"body":"I'm doing great,"},{"speaker":"Sharekh Shaikh","startTime":143.07,"endTime":144.84,"body":"man. How are things with you?"},{"speaker":"Matt Wolach","startTime":145.56,"endTime":148.295,"body":"Good, good. Things"},{"speaker":"Matt Wolach","startTime":145.56,"endTime":148.295,"body":"are good. Stay in busy. Let me"},{"speaker":"Matt Wolach","startTime":148.351,"endTime":151.477,"body":"let me make sure I tell"},{"speaker":"Matt Wolach","startTime":148.351,"endTime":151.477,"body":"everybody about your Sharekh. So"},{"speaker":"Matt Wolach","startTime":151.533,"endTime":154.771,"body":"Sharekh. Like I mentioned he is"},{"speaker":"Matt Wolach","startTime":151.533,"endTime":154.771,"body":"the founder at CleverX and"},{"speaker":"Matt Wolach","startTime":154.826,"endTime":158.232,"body":"CleverX powers market research"},{"speaker":"Matt Wolach","startTime":154.826,"endTime":158.232,"body":"teams by giving them access to"},{"speaker":"Matt Wolach","startTime":158.288,"endTime":161.916,"body":"the tools and most hard to reach"},{"speaker":"Matt Wolach","startTime":158.288,"endTime":161.916,"body":"business audiences and an all in"},{"speaker":"Matt Wolach","startTime":161.972,"endTime":165.601,"body":"one platform. So world's world's"},{"speaker":"Matt Wolach","startTime":161.972,"endTime":165.601,"body":"leading research teams, they use"},{"speaker":"Matt Wolach","startTime":165.657,"endTime":168.504,"body":"clever acts to get access to"},{"speaker":"Matt Wolach","startTime":165.657,"endTime":168.504,"body":"hard to reach business"},{"speaker":"Matt Wolach","startTime":168.56,"endTime":171.797,"body":"audiences. And it gives them"},{"speaker":"Matt Wolach","startTime":168.56,"endTime":171.797,"body":"amazing research tools all in"},{"speaker":"Matt Wolach","startTime":171.853,"endTime":175.314,"body":"one single place. It's really"},{"speaker":"Matt Wolach","startTime":171.853,"endTime":175.314,"body":"really cool. Really glad to have"},{"speaker":"Matt Wolach","startTime":175.37,"endTime":178.887,"body":"him here to share his story once"},{"speaker":"Matt Wolach","startTime":175.37,"endTime":178.887,"body":"again, Shark thanks for coming"},{"speaker":"Matt Wolach","startTime":178.943,"endTime":180.06,"body":"on the show. Yeah, I"},{"speaker":"Sharekh Shaikh","startTime":180.09,"endTime":181.71,"body":"appreciate it,"},{"speaker":"Sharekh Shaikh","startTime":180.09,"endTime":181.71,"body":"man. Thanks for having me."},{"speaker":"Matt Wolach","startTime":182.43,"endTime":185.4,"body":"Absolutely. So tell"},{"speaker":"Matt Wolach","startTime":182.43,"endTime":185.4,"body":"me what's been up with what"},{"speaker":"Matt Wolach","startTime":185.4,"endTime":187.26,"body":"you're doing lately? And what do"},{"speaker":"Matt Wolach","startTime":185.4,"endTime":187.26,"body":"you have coming up in the"},{"speaker":"Matt Wolach","startTime":187.26,"endTime":187.71,"body":"future?"},{"speaker":"Sharekh Shaikh","startTime":187.889,"endTime":190.559,"body":"Yeah, you know,"},{"speaker":"Sharekh Shaikh","startTime":187.889,"endTime":190.559,"body":"it's been a fantastic journey."},{"speaker":"Sharekh Shaikh","startTime":190.559,"endTime":193.379,"body":"It's almost two years for us,"},{"speaker":"Sharekh Shaikh","startTime":190.559,"endTime":193.379,"body":"for the first time we launched"},{"speaker":"Sharekh Shaikh","startTime":193.379,"endTime":198.569,"body":"the platform and being"},{"speaker":"Sharekh Shaikh","startTime":193.379,"endTime":198.569,"body":"constantly iterating on the"},{"speaker":"Sharekh Shaikh","startTime":198.569,"endTime":202.109,"body":"product based on the user"},{"speaker":"Sharekh Shaikh","startTime":198.569,"endTime":202.109,"body":"feedback that you get. So I"},{"speaker":"Sharekh Shaikh","startTime":202.109,"endTime":206.309,"body":"think we've found a place where"},{"speaker":"Sharekh Shaikh","startTime":202.109,"endTime":206.309,"body":"you know, 1000s of users are"},{"speaker":"Sharekh Shaikh","startTime":206.639,"endTime":210.509,"body":"have registered on the platform."},{"speaker":"Sharekh Shaikh","startTime":206.639,"endTime":210.509,"body":"Our customers are really excited"},{"speaker":"Sharekh Shaikh","startTime":210.509,"endTime":214.139,"body":"about what we've built, because"},{"speaker":"Sharekh Shaikh","startTime":210.509,"endTime":214.139,"body":"it changes the way they've been"},{"speaker":"Sharekh Shaikh","startTime":214.139,"endTime":218.999,"body":"doing these things for the last"},{"speaker":"Sharekh Shaikh","startTime":214.139,"endTime":218.999,"body":"20 years completely. So a lot of"},{"speaker":"Sharekh Shaikh","startTime":219.029,"endTime":221.789,"body":"new updates or new, you know,"},{"speaker":"Sharekh Shaikh","startTime":219.029,"endTime":221.789,"body":"product features that are going"},{"speaker":"Sharekh Shaikh","startTime":221.789,"endTime":225.149,"body":"to be launched in March. And"},{"speaker":"Sharekh Shaikh","startTime":221.789,"endTime":225.149,"body":"hopefully we keep building the"},{"speaker":"Sharekh Shaikh","startTime":225.149,"endTime":229.679,"body":"stuff that users care about. And"},{"speaker":"Sharekh Shaikh","startTime":225.149,"endTime":229.679,"body":"you want to make the life as"},{"speaker":"Sharekh Shaikh","startTime":229.679,"endTime":230.909,"body":"easy as possible. Yeah."},{"speaker":"Matt Wolach","startTime":231.99,"endTime":235.02,"body":"I love that. And"},{"speaker":"Matt Wolach","startTime":231.99,"endTime":235.02,"body":"you mentioned, you're changing"},{"speaker":"Matt Wolach","startTime":235.02,"endTime":238.14,"body":"things that they've been doing"},{"speaker":"Matt Wolach","startTime":235.02,"endTime":238.14,"body":"for quite a while I've had"},{"speaker":"Matt Wolach","startTime":238.14,"endTime":240.87,"body":"software companies where we've"},{"speaker":"Matt Wolach","startTime":238.14,"endTime":240.87,"body":"done that. And it's been a"},{"speaker":"Matt Wolach","startTime":240.87,"endTime":244.38,"body":"little bit of a struggle to get"},{"speaker":"Matt Wolach","startTime":240.87,"endTime":244.38,"body":"them to change their ways. Of"},{"speaker":"Matt Wolach","startTime":244.38,"endTime":247.08,"body":"course, it's almost always when"},{"speaker":"Matt Wolach","startTime":244.38,"endTime":247.08,"body":"a software does it. It's a"},{"speaker":"Matt Wolach","startTime":247.08,"endTime":249.96,"body":"better way, it's a better"},{"speaker":"Matt Wolach","startTime":247.08,"endTime":249.96,"body":"process. But sometimes people"},{"speaker":"Matt Wolach","startTime":249.96,"endTime":253.29,"body":"kind of get ingrained into what"},{"speaker":"Matt Wolach","startTime":249.96,"endTime":253.29,"body":"they're used to. Did you"},{"speaker":"Matt Wolach","startTime":253.29,"endTime":256.44,"body":"encounter that and what did you"},{"speaker":"Matt Wolach","startTime":253.29,"endTime":256.44,"body":"do to overcome it? If so, yeah,"},{"speaker":"Sharekh Shaikh","startTime":257.16,"endTime":258.66,"body":"you know, give"},{"speaker":"Sharekh Shaikh","startTime":257.16,"endTime":258.66,"body":"you a bit of a context, right."},{"speaker":"Sharekh Shaikh","startTime":258.66,"endTime":262.53,"body":"So before starting off clever X,"},{"speaker":"Sharekh Shaikh","startTime":258.66,"endTime":262.53,"body":"I spent enough amount of time,"},{"speaker":"Sharekh Shaikh","startTime":263.07,"endTime":267.12,"body":"you know, between technology and"},{"speaker":"Sharekh Shaikh","startTime":263.07,"endTime":267.12,"body":"market research. So I used to"},{"speaker":"Sharekh Shaikh","startTime":267.12,"endTime":270.09,"body":"work for Gartner research, which"},{"speaker":"Sharekh Shaikh","startTime":267.12,"endTime":270.09,"body":"is one of the biggest and"},{"speaker":"Sharekh Shaikh","startTime":270.15,"endTime":274.65,"body":"leading technology research"},{"speaker":"Sharekh Shaikh","startTime":270.15,"endTime":274.65,"body":"companies in the world. And even"},{"speaker":"Sharekh Shaikh","startTime":274.65,"endTime":278.88,"body":"working for such a large massive"},{"speaker":"Sharekh Shaikh","startTime":274.65,"endTime":278.88,"body":"organization in the space. When"},{"speaker":"Sharekh Shaikh","startTime":278.88,"endTime":283.05,"body":"it came to product research or"},{"speaker":"Sharekh Shaikh","startTime":278.88,"endTime":283.05,"body":"market research. We used to"},{"speaker":"Sharekh Shaikh","startTime":283.05,"endTime":286.89,"body":"struggle a lot. The reason is,"},{"speaker":"Sharekh Shaikh","startTime":283.05,"endTime":286.89,"body":"the industry is structured in"},{"speaker":"Sharekh Shaikh","startTime":286.89,"endTime":291.87,"body":"such a way that there's a lot of"},{"speaker":"Sharekh Shaikh","startTime":286.89,"endTime":291.87,"body":"fraudulent data, almost 40% of"},{"speaker":"Sharekh Shaikh","startTime":291.87,"endTime":296.13,"body":"research outcomes of fraud in"},{"speaker":"Sharekh Shaikh","startTime":291.87,"endTime":296.13,"body":"b2b research. And that's that's"},{"speaker":"Sharekh Shaikh","startTime":296.13,"endTime":301.56,"body":"not me saying it's like industry"},{"speaker":"Sharekh Shaikh","startTime":296.13,"endTime":301.56,"body":"norm and And it's accepted as a"},{"speaker":"Sharekh Shaikh","startTime":301.56,"endTime":305.01,"body":"status quo, which is, which is"},{"speaker":"Sharekh Shaikh","startTime":301.56,"endTime":305.01,"body":"really, you know, not not the"},{"speaker":"Sharekh Shaikh","startTime":305.01,"endTime":308.31,"body":"best, you know, number to look"},{"speaker":"Sharekh Shaikh","startTime":305.01,"endTime":308.31,"body":"at when, when an industry is"},{"speaker":"Sharekh Shaikh","startTime":308.31,"endTime":312.45,"body":"trying to grow. And to change"},{"speaker":"Sharekh Shaikh","startTime":308.31,"endTime":312.45,"body":"that specific thing, you know, I"},{"speaker":"Sharekh Shaikh","startTime":312.45,"endTime":314.34,"body":"realized that a couple of things"},{"speaker":"Sharekh Shaikh","startTime":312.45,"endTime":314.34,"body":"that the industry needs to"},{"speaker":"Sharekh Shaikh","startTime":314.34,"endTime":319.26,"body":"change from ground up. So that"},{"speaker":"Sharekh Shaikh","startTime":314.34,"endTime":319.26,"body":"40% becomes 0% fraud in terms of"},{"speaker":"Sharekh Shaikh","startTime":319.26,"endTime":323.85,"body":"research. And you build clever X"},{"speaker":"Sharekh Shaikh","startTime":319.26,"endTime":323.85,"body":"based on that premise. So we"},{"speaker":"Sharekh Shaikh","startTime":323.85,"endTime":326.85,"body":"want help all the market"},{"speaker":"Sharekh Shaikh","startTime":323.85,"endTime":326.85,"body":"researchers and product"},{"speaker":"Sharekh Shaikh","startTime":326.85,"endTime":330.66,"body":"researchers to have a single"},{"speaker":"Sharekh Shaikh","startTime":326.85,"endTime":330.66,"body":"place where they can bring their"},{"speaker":"Sharekh Shaikh","startTime":330.66,"endTime":334.98,"body":"favorite tools to conduct online"},{"speaker":"Sharekh Shaikh","startTime":330.66,"endTime":334.98,"body":"surveys, do you know product"},{"speaker":"Sharekh Shaikh","startTime":334.98,"endTime":339.39,"body":"interviews, or even do like, you"},{"speaker":"Sharekh Shaikh","startTime":334.98,"endTime":339.39,"body":"know, projects with these"},{"speaker":"Sharekh Shaikh","startTime":339.42,"endTime":342.03,"body":"amazing people that are out"},{"speaker":"Sharekh Shaikh","startTime":339.42,"endTime":342.03,"body":"there. So you have the audience"},{"speaker":"Sharekh Shaikh","startTime":342.03,"endTime":345.09,"body":"and the tools come in one place,"},{"speaker":"Sharekh Shaikh","startTime":342.03,"endTime":345.09,"body":"and you go from there in terms"},{"speaker":"Sharekh Shaikh","startTime":345.09,"endTime":348.03,"body":"of solving those problems around"},{"speaker":"Sharekh Shaikh","startTime":345.09,"endTime":348.03,"body":"or getting the research insights"},{"speaker":"Sharekh Shaikh","startTime":348.03,"endTime":353.52,"body":"that you're looking for. But to"},{"speaker":"Sharekh Shaikh","startTime":348.03,"endTime":353.52,"body":"to point out, I think what I've"},{"speaker":"Sharekh Shaikh","startTime":353.52,"endTime":358.2,"body":"realized is the way traditional"},{"speaker":"Sharekh Shaikh","startTime":353.52,"endTime":358.2,"body":"research has been done hasn't"},{"speaker":"Sharekh Shaikh","startTime":358.2,"endTime":360.54,"body":"changed for the last two"},{"speaker":"Sharekh Shaikh","startTime":358.2,"endTime":360.54,"body":"decades. Because yeah, it was"},{"speaker":"Sharekh Shaikh","startTime":360.54,"endTime":364.29,"body":"easy. There not a lot of tech"},{"speaker":"Sharekh Shaikh","startTime":360.54,"endTime":364.29,"body":"people in that industry. So the"},{"speaker":"Sharekh Shaikh","startTime":364.29,"endTime":368.25,"body":"innovation was never taught so"},{"speaker":"Sharekh Shaikh","startTime":364.29,"endTime":368.25,"body":"profoundly to change things from"},{"speaker":"Sharekh Shaikh","startTime":368.25,"endTime":370.59,"body":"ground up. And it's a difficult"},{"speaker":"Sharekh Shaikh","startTime":368.25,"endTime":370.59,"body":"problem to solve, right? People"},{"speaker":"Sharekh Shaikh","startTime":370.59,"endTime":373.83,"body":"don't want to solve difficult"},{"speaker":"Sharekh Shaikh","startTime":370.59,"endTime":373.83,"body":"problems. So someone has to take"},{"speaker":"Sharekh Shaikh","startTime":373.83,"endTime":376.35,"body":"a lead. And we are trying to do"},{"speaker":"Sharekh Shaikh","startTime":373.83,"endTime":376.35,"body":"that right now with this piece."},{"speaker":"Sharekh Shaikh","startTime":376.35,"endTime":379.68,"body":"But we're very excited because"},{"speaker":"Sharekh Shaikh","startTime":376.35,"endTime":379.68,"body":"companies like you know,"},{"speaker":"Sharekh Shaikh","startTime":379.68,"endTime":383.88,"body":"Microsoft, Gartner research is"},{"speaker":"Sharekh Shaikh","startTime":379.68,"endTime":383.88,"body":"being powered through clever x"},{"speaker":"Sharekh Shaikh","startTime":383.88,"endTime":386.31,"body":"these days. So which is which is"},{"speaker":"Sharekh Shaikh","startTime":383.88,"endTime":386.31,"body":"really exciting to see. Yeah."},{"speaker":"Matt Wolach","startTime":387.09,"endTime":389.49,"body":"Very cool. That's"},{"speaker":"Matt Wolach","startTime":387.09,"endTime":389.49,"body":"Those are some big feather in"},{"speaker":"Matt Wolach","startTime":389.49,"endTime":392.73,"body":"your cap for sure. How did you"},{"speaker":"Matt Wolach","startTime":389.49,"endTime":392.73,"body":"come up with the idea? I know"},{"speaker":"Matt Wolach","startTime":392.73,"endTime":396.09,"body":"that this was needed? Yeah. How"},{"speaker":"Matt Wolach","startTime":392.73,"endTime":396.09,"body":"did you guys say, Oh, yes, this"},{"speaker":"Matt Wolach","startTime":396.09,"endTime":397.92,"body":"is this is what I should do."},{"speaker":"Matt Wolach","startTime":396.09,"endTime":397.92,"body":"Yeah."},{"speaker":"Sharekh Shaikh","startTime":398.52,"endTime":401.7,"body":"So when I when I"},{"speaker":"Sharekh Shaikh","startTime":398.52,"endTime":401.7,"body":"worked for God. Now, you know, I"},{"speaker":"Sharekh Shaikh","startTime":401.7,"endTime":406.47,"body":"personally struggle with this"},{"speaker":"Sharekh Shaikh","startTime":401.7,"endTime":406.47,"body":"problem a lot. And Gartner"},{"speaker":"Sharekh Shaikh","startTime":406.5,"endTime":409.11,"body":"overall, as Gartner spends"},{"speaker":"Sharekh Shaikh","startTime":406.5,"endTime":409.11,"body":"millions of dollars on research"},{"speaker":"Sharekh Shaikh","startTime":409.14,"endTime":415.44,"body":"every year, the only way if you"},{"speaker":"Sharekh Shaikh","startTime":409.14,"endTime":415.44,"body":"imagine like you being on"},{"speaker":"Sharekh Shaikh","startTime":415.44,"endTime":418.65,"body":"LinkedIn, I'm sure you get like"},{"speaker":"Sharekh Shaikh","startTime":415.44,"endTime":418.65,"body":"a lot of requests from people"},{"speaker":"Sharekh Shaikh","startTime":418.65,"endTime":421.35,"body":"saying like, Hey, man, do you"},{"speaker":"Sharekh Shaikh","startTime":418.65,"endTime":421.35,"body":"want to participate in the"},{"speaker":"Sharekh Shaikh","startTime":421.35,"endTime":426.63,"body":"survey, I'm gonna pay you $100"},{"speaker":"Sharekh Shaikh","startTime":421.35,"endTime":426.63,"body":"for it. And people, even if"},{"speaker":"Sharekh Shaikh","startTime":426.63,"endTime":429.27,"body":"they're interested or serious"},{"speaker":"Sharekh Shaikh","startTime":426.63,"endTime":429.27,"body":"about participating in an online"},{"speaker":"Sharekh Shaikh","startTime":429.27,"endTime":432.72,"body":"survey, it's very difficult for"},{"speaker":"Sharekh Shaikh","startTime":429.27,"endTime":432.72,"body":"you to trust the other person on"},{"speaker":"Sharekh Shaikh","startTime":432.72,"endTime":437.25,"body":"the other side of that message."},{"speaker":"Sharekh Shaikh","startTime":432.72,"endTime":437.25,"body":"Either you have to take the step"},{"speaker":"Sharekh Shaikh","startTime":437.25,"endTime":441.93,"body":"of participating in that survey"},{"speaker":"Sharekh Shaikh","startTime":437.25,"endTime":441.93,"body":"and waiting for them to pay you"},{"speaker":"Sharekh Shaikh","startTime":441.93,"endTime":446.34,"body":"those $100. Or they have to pay"},{"speaker":"Sharekh Shaikh","startTime":441.93,"endTime":446.34,"body":"you in advance to make sure that"},{"speaker":"Sharekh Shaikh","startTime":446.34,"endTime":448.5,"body":"you trust them, and you're going"},{"speaker":"Sharekh Shaikh","startTime":446.34,"endTime":448.5,"body":"to participate in the service."},{"speaker":"Sharekh Shaikh","startTime":448.5,"endTime":451.11,"body":"So there's a lot of issues"},{"speaker":"Sharekh Shaikh","startTime":448.5,"endTime":451.11,"body":"around monetization mechanism,"},{"speaker":"Sharekh Shaikh","startTime":451.53,"endTime":455.91,"body":"and having trust with each other"},{"speaker":"Sharekh Shaikh","startTime":451.53,"endTime":455.91,"body":"on a platform like LinkedIn, so"},{"speaker":"Sharekh Shaikh","startTime":455.91,"endTime":460.74,"body":"the market exist, right, that we"},{"speaker":"Sharekh Shaikh","startTime":455.91,"endTime":460.74,"body":"realized, you know, long time"},{"speaker":"Sharekh Shaikh","startTime":460.74,"endTime":465.12,"body":"ago, overall, if you look at the"},{"speaker":"Sharekh Shaikh","startTime":460.74,"endTime":465.12,"body":"US, as a market, close to $15"},{"speaker":"Sharekh Shaikh","startTime":465.12,"endTime":469.02,"body":"billion is spent on product"},{"speaker":"Sharekh Shaikh","startTime":465.12,"endTime":469.02,"body":"research and market research in"},{"speaker":"Sharekh Shaikh","startTime":469.02,"endTime":472.89,"body":"the US alone, the overall"},{"speaker":"Sharekh Shaikh","startTime":469.02,"endTime":472.89,"body":"industry, globally for market"},{"speaker":"Sharekh Shaikh","startTime":472.89,"endTime":477.33,"body":"research is close to $70"},{"speaker":"Sharekh Shaikh","startTime":472.89,"endTime":477.33,"body":"billion. And just doing these"},{"speaker":"Sharekh Shaikh","startTime":477.33,"endTime":480.75,"body":"things, like a service based"},{"speaker":"Sharekh Shaikh","startTime":477.33,"endTime":480.75,"body":"organization where people are"},{"speaker":"Sharekh Shaikh","startTime":480.75,"endTime":483.75,"body":"reaching out to each other,"},{"speaker":"Sharekh Shaikh","startTime":480.75,"endTime":483.75,"body":"using channels like LinkedIn, I"},{"speaker":"Sharekh Shaikh","startTime":483.75,"endTime":487.86,"body":"believe is not the best way to"},{"speaker":"Sharekh Shaikh","startTime":483.75,"endTime":487.86,"body":"go about it. I think there has"},{"speaker":"Sharekh Shaikh","startTime":487.86,"endTime":490.68,"body":"to be a platform that exists"},{"speaker":"Sharekh Shaikh","startTime":487.86,"endTime":490.68,"body":"where all these audiences come"},{"speaker":"Sharekh Shaikh","startTime":490.68,"endTime":493.98,"body":"together, they can interact, and"},{"speaker":"Sharekh Shaikh","startTime":490.68,"endTime":493.98,"body":"collaborate on research projects"},{"speaker":"Sharekh Shaikh","startTime":493.98,"endTime":496.65,"body":"with each other in a trusted"},{"speaker":"Sharekh Shaikh","startTime":493.98,"endTime":496.65,"body":"way. And that's what clever X is"},{"speaker":"Sharekh Shaikh","startTime":496.65,"endTime":499.86,"body":"doing. You're giving them this"},{"speaker":"Sharekh Shaikh","startTime":496.65,"endTime":499.86,"body":"mechanism of trust, to work with"},{"speaker":"Sharekh Shaikh","startTime":499.86,"endTime":503.13,"body":"each other on research projects,"},{"speaker":"Sharekh Shaikh","startTime":499.86,"endTime":503.13,"body":"and go from there and help out"},{"speaker":"Sharekh Shaikh","startTime":503.13,"endTime":506.4,"body":"each other. And at the same time"},{"speaker":"Sharekh Shaikh","startTime":503.13,"endTime":506.4,"body":"you make money for spending the"},{"speaker":"Sharekh Shaikh","startTime":506.4,"endTime":508.8,"body":"time on that research project"},{"speaker":"Sharekh Shaikh","startTime":506.4,"endTime":508.8,"body":"with the customer."},{"speaker":"Matt Wolach","startTime":509.94,"endTime":511.5,"body":"I think that's"},{"speaker":"Matt Wolach","startTime":509.94,"endTime":511.5,"body":"really interesting. And just"},{"speaker":"Matt Wolach","startTime":511.5,"endTime":514.62,"body":"hearing that that number, you"},{"speaker":"Matt Wolach","startTime":511.5,"endTime":514.62,"body":"said earlier that 40% is fraud."},{"speaker":"Matt Wolach","startTime":514.62,"endTime":517.56,"body":"It's crazy. And it's just,"},{"speaker":"Matt Wolach","startTime":514.62,"endTime":517.56,"body":"you're right, it just creates"},{"speaker":"Matt Wolach","startTime":517.56,"endTime":521.01,"body":"this lack of trust out there. I"},{"speaker":"Matt Wolach","startTime":517.56,"endTime":521.01,"body":"think that that's, that's pretty"},{"speaker":"Matt Wolach","startTime":521.01,"endTime":524.19,"body":"scary. So are you are you"},{"speaker":"Matt Wolach","startTime":521.01,"endTime":524.19,"body":"educating your market? Are you"},{"speaker":"Matt Wolach","startTime":524.19,"endTime":526.62,"body":"kind of trying to share with"},{"speaker":"Matt Wolach","startTime":524.19,"endTime":526.62,"body":"them, Hey, watch out for bad"},{"speaker":"Matt Wolach","startTime":526.62,"endTime":528.54,"body":"stuff, make sure you get good"},{"speaker":"Matt Wolach","startTime":526.62,"endTime":528.54,"body":"stuff? Is that how you're doing"},{"speaker":"Matt Wolach","startTime":528.54,"endTime":528.75,"body":"it?"},{"speaker":"Sharekh Shaikh","startTime":528.81,"endTime":530.67,"body":"Yeah, we're"},{"speaker":"Sharekh Shaikh","startTime":528.81,"endTime":530.67,"body":"definitely trying to educate the"},{"speaker":"Sharekh Shaikh","startTime":530.67,"endTime":534.75,"body":"market. But I think the customer"},{"speaker":"Sharekh Shaikh","startTime":530.67,"endTime":534.75,"body":"already knows that. So if you"},{"speaker":"Sharekh Shaikh","startTime":534.75,"endTime":540.33,"body":"look at SMR, which is a standard"},{"speaker":"Sharekh Shaikh","startTime":534.75,"endTime":540.33,"body":"or organization considered to be"},{"speaker":"Sharekh Shaikh","startTime":540.36,"endTime":543.39,"body":"one of the leading like"},{"speaker":"Sharekh Shaikh","startTime":540.36,"endTime":543.39,"body":"organization of community of"},{"speaker":"Sharekh Shaikh","startTime":543.39,"endTime":546.45,"body":"researchers in the world, it's a"},{"speaker":"Sharekh Shaikh","startTime":543.39,"endTime":546.45,"body":"number coming from them as well."},{"speaker":"Sharekh Shaikh","startTime":546.99,"endTime":550.02,"body":"So customers already know this"},{"speaker":"Sharekh Shaikh","startTime":546.99,"endTime":550.02,"body":"problem exist. They also"},{"speaker":"Sharekh Shaikh","startTime":550.02,"endTime":552.42,"body":"understand why it exists."},{"speaker":"Sharekh Shaikh","startTime":550.02,"endTime":552.42,"body":"Because there are a lot of panel"},{"speaker":"Sharekh Shaikh","startTime":552.42,"endTime":557.01,"body":"providers who come into the"},{"speaker":"Sharekh Shaikh","startTime":552.42,"endTime":557.01,"body":"value chain of research project."},{"speaker":"Sharekh Shaikh","startTime":557.04,"endTime":560.94,"body":"That's what the panel provider,"},{"speaker":"Sharekh Shaikh","startTime":557.04,"endTime":560.94,"body":"panel, research panel providers,"},{"speaker":"Sharekh Shaikh","startTime":560.94,"endTime":566.64,"body":"someone who has, you know, the"},{"speaker":"Sharekh Shaikh","startTime":560.94,"endTime":566.64,"body":"claim to have millions of people"},{"speaker":"Sharekh Shaikh","startTime":566.64,"endTime":569.16,"body":"in the panels who are going to"},{"speaker":"Sharekh Shaikh","startTime":566.64,"endTime":569.16,"body":"participate in research"},{"speaker":"Sharekh Shaikh","startTime":569.16,"endTime":574.8,"body":"projects, where it goes wrong or"},{"speaker":"Sharekh Shaikh","startTime":569.16,"endTime":574.8,"body":"becomes unreliable is I pay"},{"speaker":"Sharekh Shaikh","startTime":574.8,"endTime":578.7,"body":"$50,000 for a research project"},{"speaker":"Sharekh Shaikh","startTime":574.8,"endTime":578.7,"body":"to conduct online surveys with"},{"speaker":"Sharekh Shaikh","startTime":579.33,"endTime":583.53,"body":"hundreds of CXOs let's say,"},{"speaker":"Sharekh Shaikh","startTime":579.33,"endTime":583.53,"body":"right, then I pay that money"},{"speaker":"Sharekh Shaikh","startTime":583.53,"endTime":587.13,"body":"again, to research outcomes, but"},{"speaker":"Sharekh Shaikh","startTime":583.53,"endTime":587.13,"body":"as a customer, I'm completely"},{"speaker":"Sharekh Shaikh","startTime":587.16,"endTime":590.88,"body":"unaware of the respondents who"},{"speaker":"Sharekh Shaikh","startTime":587.16,"endTime":590.88,"body":"have taken up the research. A"},{"speaker":"Sharekh Shaikh","startTime":590.88,"endTime":594.96,"body":"lot of people don't know this,"},{"speaker":"Sharekh Shaikh","startTime":590.88,"endTime":594.96,"body":"that this is how research as an"},{"speaker":"Sharekh Shaikh","startTime":594.96,"endTime":597.6,"body":"industry operates that that's"},{"speaker":"Sharekh Shaikh","startTime":594.96,"endTime":597.6,"body":"the status quo. And that's a"},{"speaker":"Sharekh Shaikh","startTime":597.6,"endTime":599.88,"body":"pretty low bar in my view,"},{"speaker":"Sharekh Shaikh","startTime":597.6,"endTime":599.88,"body":"because you're spending so much"},{"speaker":"Sharekh Shaikh","startTime":599.88,"endTime":603.84,"body":"money Need, you have the right"},{"speaker":"Sharekh Shaikh","startTime":599.88,"endTime":603.84,"body":"to know who your respondents"},{"speaker":"Sharekh Shaikh","startTime":603.84,"endTime":606.9,"body":"are, but panel providers,"},{"speaker":"Sharekh Shaikh","startTime":603.84,"endTime":606.9,"body":"unreliable panel providers, I"},{"speaker":"Sharekh Shaikh","startTime":606.9,"endTime":612.48,"body":"should say, take a take a stance"},{"speaker":"Sharekh Shaikh","startTime":606.9,"endTime":612.48,"body":"that, you know, affects privacy"},{"speaker":"Sharekh Shaikh","startTime":612.48,"endTime":615.9,"body":"laws or GDPR for these"},{"speaker":"Sharekh Shaikh","startTime":612.48,"endTime":615.9,"body":"respondents, but we haven't seen"},{"speaker":"Sharekh Shaikh","startTime":615.9,"endTime":618.99,"body":"that, like users are okay to"},{"speaker":"Sharekh Shaikh","startTime":615.9,"endTime":618.99,"body":"directly interact with customers"},{"speaker":"Sharekh Shaikh","startTime":618.99,"endTime":622.74,"body":"as respondents, since they're"},{"speaker":"Sharekh Shaikh","startTime":618.99,"endTime":622.74,"body":"participating in these projects,"},{"speaker":"Sharekh Shaikh","startTime":622.89,"endTime":625.05,"body":"and that's what leverage is"},{"speaker":"Sharekh Shaikh","startTime":622.89,"endTime":625.05,"body":"doing. We're making it 100%"},{"speaker":"Sharekh Shaikh","startTime":625.05,"endTime":628.44,"body":"transparent to our customers, I"},{"speaker":"Sharekh Shaikh","startTime":625.05,"endTime":628.44,"body":"guess. That's the reason we grew"},{"speaker":"Sharekh Shaikh","startTime":628.44,"endTime":633.24,"body":"like 5x 5.5x In the last one"},{"speaker":"Sharekh Shaikh","startTime":628.44,"endTime":633.24,"body":"year alone, because customers"},{"speaker":"Sharekh Shaikh","startTime":633.24,"endTime":636.06,"body":"who care about that transparency"},{"speaker":"Sharekh Shaikh","startTime":633.24,"endTime":636.06,"body":"of the respondent and the"},{"speaker":"Sharekh Shaikh","startTime":636.06,"endTime":639.6,"body":"reliability of those insights,"},{"speaker":"Sharekh Shaikh","startTime":636.06,"endTime":639.6,"body":"want to know who the respondents"},{"speaker":"Sharekh Shaikh","startTime":639.6,"endTime":642.24,"body":"are, when I'm spending 1000s of"},{"speaker":"Sharekh Shaikh","startTime":639.6,"endTime":642.24,"body":"dollars I shouldn't know about"},{"speaker":"Sharekh Shaikh","startTime":642.24,"endTime":646.83,"body":"it keeps a good percentage of"},{"speaker":"Sharekh Shaikh","startTime":642.24,"endTime":646.83,"body":"it. So I think the problem lies"},{"speaker":"Sharekh Shaikh","startTime":646.83,"endTime":650.22,"body":"in the old ways of doing things."},{"speaker":"Sharekh Shaikh","startTime":646.83,"endTime":650.22,"body":"It can only be solved through a"},{"speaker":"Sharekh Shaikh","startTime":650.22,"endTime":653.79,"body":"platform driven model, I"},{"speaker":"Sharekh Shaikh","startTime":650.22,"endTime":653.79,"body":"believe. And that's where we're"},{"speaker":"Sharekh Shaikh","startTime":653.79,"endTime":655.68,"body":"heading as a as a startup. Yeah."},{"speaker":"Matt Wolach","startTime":656.58,"endTime":658.8,"body":"Super cool. I love"},{"speaker":"Matt Wolach","startTime":656.58,"endTime":658.8,"body":"it. You guys are chat tackling"},{"speaker":"Matt Wolach","startTime":658.8,"endTime":661.2,"body":"this head on? I think it's"},{"speaker":"Matt Wolach","startTime":658.8,"endTime":661.2,"body":"amazing. I want to go back to"},{"speaker":"Matt Wolach","startTime":661.2,"endTime":664.47,"body":"some of the early days. What"},{"speaker":"Matt Wolach","startTime":661.2,"endTime":664.47,"body":"were some of the things you did"},{"speaker":"Matt Wolach","startTime":664.5,"endTime":667.56,"body":"early that that helps your"},{"speaker":"Matt Wolach","startTime":664.5,"endTime":667.56,"body":"company get going? Sometimes"},{"speaker":"Matt Wolach","startTime":667.56,"endTime":670.17,"body":"people have that challenge right"},{"speaker":"Matt Wolach","startTime":667.56,"endTime":670.17,"body":"away of, you know, where do we"},{"speaker":"Matt Wolach","startTime":670.17,"endTime":672.45,"body":"find our first customers? How do"},{"speaker":"Matt Wolach","startTime":670.17,"endTime":672.45,"body":"we how do we get this thing"},{"speaker":"Matt Wolach","startTime":672.45,"endTime":675.36,"body":"rolling? What did you guys do"},{"speaker":"Matt Wolach","startTime":672.45,"endTime":675.36,"body":"that helps you become"},{"speaker":"Matt Wolach","startTime":675.36,"endTime":675.96,"body":"successful?"},{"speaker":"Sharekh Shaikh","startTime":676.08,"endTime":678.75,"body":"Yeah, so this is"},{"speaker":"Sharekh Shaikh","startTime":676.08,"endTime":678.75,"body":"my second startup. Before this,"},{"speaker":"Sharekh Shaikh","startTime":678.75,"endTime":681.78,"body":"I had expert network. So I"},{"speaker":"Sharekh Shaikh","startTime":678.75,"endTime":681.78,"body":"understood this industry pretty"},{"speaker":"Sharekh Shaikh","startTime":681.78,"endTime":684.84,"body":"well. So I've spent two years in"},{"speaker":"Sharekh Shaikh","startTime":681.78,"endTime":684.84,"body":"this industry, one thing I would"},{"speaker":"Sharekh Shaikh","startTime":684.87,"endTime":690.33,"body":"highly recommend to any new"},{"speaker":"Sharekh Shaikh","startTime":684.87,"endTime":690.33,"body":"founder is taking the time to"},{"speaker":"Sharekh Shaikh","startTime":690.36,"endTime":694.86,"body":"understand the problem, it's"},{"speaker":"Sharekh Shaikh","startTime":690.36,"endTime":694.86,"body":"always very easy to you know, if"},{"speaker":"Sharekh Shaikh","startTime":694.86,"endTime":698.55,"body":"you have a hammer, like Paul"},{"speaker":"Sharekh Shaikh","startTime":694.86,"endTime":698.55,"body":"Graham's is, you know, from YC,"},{"speaker":"Sharekh Shaikh","startTime":698.55,"endTime":701.31,"body":"you're gonna always look for a"},{"speaker":"Sharekh Shaikh","startTime":698.55,"endTime":701.31,"body":"Neil, don't do that, you know,"},{"speaker":"Sharekh Shaikh","startTime":701.31,"endTime":705.54,"body":"go ahead. And it's such a, you"},{"speaker":"Sharekh Shaikh","startTime":701.31,"endTime":705.54,"body":"know, cliche advice, but it is"},{"speaker":"Sharekh Shaikh","startTime":705.54,"endTime":709.14,"body":"the most important advice for"},{"speaker":"Sharekh Shaikh","startTime":705.54,"endTime":709.14,"body":"anyone starting off early on is"},{"speaker":"Sharekh Shaikh","startTime":710.16,"endTime":714.21,"body":"talking to as many people as you"},{"speaker":"Sharekh Shaikh","startTime":710.16,"endTime":714.21,"body":"want, as you should do figure"},{"speaker":"Sharekh Shaikh","startTime":714.21,"endTime":718.44,"body":"out the problem first, and then"},{"speaker":"Sharekh Shaikh","startTime":714.21,"endTime":718.44,"body":"you touch a single line of code."},{"speaker":"Sharekh Shaikh","startTime":718.68,"endTime":721.71,"body":"To solve that problem. A lot of"},{"speaker":"Sharekh Shaikh","startTime":718.68,"endTime":721.71,"body":"people just jump into like"},{"speaker":"Sharekh Shaikh","startTime":721.71,"endTime":725.25,"body":"writing, you know, code and"},{"speaker":"Sharekh Shaikh","startTime":721.71,"endTime":725.25,"body":"building a solution right? Off"},{"speaker":"Sharekh Shaikh","startTime":725.25,"endTime":729.72,"body":"the gate, I think that's not a"},{"speaker":"Sharekh Shaikh","startTime":725.25,"endTime":729.72,"body":"great way to start a company, it"},{"speaker":"Sharekh Shaikh","startTime":729.72,"endTime":732.93,"body":"should be a problem where people"},{"speaker":"Sharekh Shaikh","startTime":729.72,"endTime":732.93,"body":"care about care enough about,"},{"speaker":"Sharekh Shaikh","startTime":733.14,"endTime":736.29,"body":"right, that problem to pay you"},{"speaker":"Sharekh Shaikh","startTime":733.14,"endTime":736.29,"body":"the money that you expect them"},{"speaker":"Sharekh Shaikh","startTime":736.29,"endTime":740.31,"body":"to pay. And it makes their life"},{"speaker":"Sharekh Shaikh","startTime":736.29,"endTime":740.31,"body":"better, right, it either saves"},{"speaker":"Sharekh Shaikh","startTime":740.31,"endTime":743.67,"body":"them time, or it makes them look"},{"speaker":"Sharekh Shaikh","startTime":740.31,"endTime":743.67,"body":"better in front of their"},{"speaker":"Sharekh Shaikh","startTime":743.67,"endTime":747.81,"body":"colleagues or it either you"},{"speaker":"Sharekh Shaikh","startTime":743.67,"endTime":747.81,"body":"receive the money. So in either"},{"speaker":"Sharekh Shaikh","startTime":747.81,"endTime":751.44,"body":"of those cases, that problem has"},{"speaker":"Sharekh Shaikh","startTime":747.81,"endTime":751.44,"body":"to be big enough, hairy enough"},{"speaker":"Sharekh Shaikh","startTime":751.65,"endTime":755.46,"body":"for the customer to really love"},{"speaker":"Sharekh Shaikh","startTime":751.65,"endTime":755.46,"body":"your product and keep using it"},{"speaker":"Sharekh Shaikh","startTime":755.46,"endTime":758.76,"body":"every month. I think you can"},{"speaker":"Sharekh Shaikh","startTime":755.46,"endTime":758.76,"body":"only do that, once you"},{"speaker":"Sharekh Shaikh","startTime":758.76,"endTime":762.72,"body":"understand how deep the problem"},{"speaker":"Sharekh Shaikh","startTime":758.76,"endTime":762.72,"body":"is. And then going ahead and"},{"speaker":"Sharekh Shaikh","startTime":762.72,"endTime":766.44,"body":"tackling it, you know, after"},{"speaker":"Sharekh Shaikh","startTime":762.72,"endTime":766.44,"body":"understanding things."},{"speaker":"Matt Wolach","startTime":768.57,"endTime":770.61,"body":"Yeah, I totally"},{"speaker":"Matt Wolach","startTime":768.57,"endTime":770.61,"body":"agree. It's, it's amazing to me"},{"speaker":"Matt Wolach","startTime":770.61,"endTime":773.22,"body":"how many people take an"},{"speaker":"Matt Wolach","startTime":770.61,"endTime":773.22,"body":"undertaking like starting a"},{"speaker":"Matt Wolach","startTime":773.22,"endTime":776.34,"body":"software company and wanting it"},{"speaker":"Matt Wolach","startTime":773.22,"endTime":776.34,"body":"to become big, but don't go out"},{"speaker":"Matt Wolach","startTime":776.34,"endTime":778.71,"body":"and do the work of learning the"},{"speaker":"Matt Wolach","startTime":776.34,"endTime":778.71,"body":"market and really talking,"},{"speaker":"Matt Wolach","startTime":778.71,"endTime":781.5,"body":"having those conversations and"},{"speaker":"Matt Wolach","startTime":778.71,"endTime":781.5,"body":"just getting to know where,"},{"speaker":"Matt Wolach","startTime":781.77,"endTime":783.9,"body":"where are people feeling the"},{"speaker":"Matt Wolach","startTime":781.77,"endTime":783.9,"body":"most pain? What are they"},{"speaker":"Matt Wolach","startTime":783.9,"endTime":786.87,"body":"struggling with? And, you know,"},{"speaker":"Matt Wolach","startTime":783.9,"endTime":786.87,"body":"what keeps them up at night?"},{"speaker":"Matt Wolach","startTime":786.87,"endTime":788.52,"body":"What are they so worried about?"},{"speaker":"Matt Wolach","startTime":786.87,"endTime":788.52,"body":"And then also, what are they"},{"speaker":"Matt Wolach","startTime":788.52,"endTime":790.44,"body":"trying to accomplish? What are"},{"speaker":"Matt Wolach","startTime":788.52,"endTime":790.44,"body":"they what are they trying to get"},{"speaker":"Matt Wolach","startTime":790.44,"endTime":794.4,"body":"to and really, I found those who"},{"speaker":"Matt Wolach","startTime":790.44,"endTime":794.4,"body":"go through that work and work to"},{"speaker":"Matt Wolach","startTime":794.4,"endTime":797.67,"body":"understand that actually, are"},{"speaker":"Matt Wolach","startTime":794.4,"endTime":797.67,"body":"the ones who get success and get"},{"speaker":"Matt Wolach","startTime":797.67,"endTime":801.48,"body":"success the quickest. So there's"},{"speaker":"Matt Wolach","startTime":797.67,"endTime":801.48,"body":"definitely not a step that you"},{"speaker":"Matt Wolach","startTime":801.48,"endTime":803.91,"body":"want to skip. And it's great"},{"speaker":"Matt Wolach","startTime":801.48,"endTime":803.91,"body":"that you had that background"},{"speaker":"Matt Wolach","startTime":803.91,"endTime":806.07,"body":"that you already kind of had"},{"speaker":"Matt Wolach","startTime":803.91,"endTime":806.07,"body":"some insight into the industry."},{"speaker":"Sharekh Shaikh","startTime":806.43,"endTime":807.99,"body":"Yeah,"},{"speaker":"Sharekh Shaikh","startTime":806.43,"endTime":807.99,"body":"absolutely. I think that's"},{"speaker":"Sharekh Shaikh","startTime":807.99,"endTime":811.14,"body":"that's the first step anyone"},{"speaker":"Sharekh Shaikh","startTime":807.99,"endTime":811.14,"body":"should take. And if you"},{"speaker":"Sharekh Shaikh","startTime":811.14,"endTime":814.44,"body":"personally, like if you if you"},{"speaker":"Sharekh Shaikh","startTime":811.14,"endTime":814.44,"body":"can convince yourself that this"},{"speaker":"Sharekh Shaikh","startTime":814.44,"endTime":818.61,"body":"problem is like really that bad"},{"speaker":"Sharekh Shaikh","startTime":814.44,"endTime":818.61,"body":"enough for anyone to use it, you"},{"speaker":"Sharekh Shaikh","startTime":818.61,"endTime":822.66,"body":"should pursue something else."},{"speaker":"Sharekh Shaikh","startTime":818.61,"endTime":822.66,"body":"But it's a it's a phase of"},{"speaker":"Sharekh Shaikh","startTime":822.9,"endTime":828.21,"body":"experimenting things around"},{"speaker":"Sharekh Shaikh","startTime":822.9,"endTime":828.21,"body":"problems, not solutions. But I"},{"speaker":"Sharekh Shaikh","startTime":828.21,"endTime":831.27,"body":"think that that would be the"},{"speaker":"Sharekh Shaikh","startTime":828.21,"endTime":831.27,"body":"right way to put it. For most of"},{"speaker":"Sharekh Shaikh","startTime":831.27,"endTime":833.58,"body":"the new founders. Yeah. Yeah, I"},{"speaker":"Matt Wolach","startTime":833.58,"endTime":836.25,"body":"love that. I think"},{"speaker":"Matt Wolach","startTime":833.58,"endTime":836.25,"body":"that's super cool. So you said"},{"speaker":"Matt Wolach","startTime":836.25,"endTime":839.73,"body":"earlier that I mean, that's"},{"speaker":"Matt Wolach","startTime":836.25,"endTime":839.73,"body":"amazing. 5.5x growth last year."},{"speaker":"Matt Wolach","startTime":839.73,"endTime":843.0,"body":"That's phenomenal. Congrats on"},{"speaker":"Matt Wolach","startTime":839.73,"endTime":843.0,"body":"that. What do you think led to"},{"speaker":"Matt Wolach","startTime":843.0,"endTime":846.06,"body":"that? What were you guys doing"},{"speaker":"Matt Wolach","startTime":843.0,"endTime":846.06,"body":"to achieve that level of growth?"},{"speaker":"Sharekh Shaikh","startTime":846.21,"endTime":849.87,"body":"Yeah, I think we"},{"speaker":"Sharekh Shaikh","startTime":846.21,"endTime":849.87,"body":"were, we were really obsessed in"},{"speaker":"Sharekh Shaikh","startTime":849.87,"endTime":852.45,"body":"terms of like talking to our"},{"speaker":"Sharekh Shaikh","startTime":849.87,"endTime":852.45,"body":"users. He's spoken to hundreds"},{"speaker":"Sharekh Shaikh","startTime":852.45,"endTime":855.45,"body":"of people who use our platform"},{"speaker":"Sharekh Shaikh","startTime":852.45,"endTime":855.45,"body":"on both the sides, people who"},{"speaker":"Sharekh Shaikh","startTime":855.72,"endTime":858.45,"body":"participate in research, as well"},{"speaker":"Sharekh Shaikh","startTime":855.72,"endTime":858.45,"body":"as people who are trying to"},{"speaker":"Sharekh Shaikh","startTime":858.45,"endTime":862.95,"body":"conduct research. And talking to"},{"speaker":"Sharekh Shaikh","startTime":858.45,"endTime":862.95,"body":"them lead us to understand,"},{"speaker":"Sharekh Shaikh","startTime":862.95,"endTime":865.95,"body":"okay, this problem is more"},{"speaker":"Sharekh Shaikh","startTime":862.95,"endTime":865.95,"body":"important to a particular user."},{"speaker":"Sharekh Shaikh","startTime":866.19,"endTime":871.23,"body":"And we need to fix that. I think"},{"speaker":"Sharekh Shaikh","startTime":866.19,"endTime":871.23,"body":"that has given us the"},{"speaker":"Sharekh Shaikh","startTime":871.23,"endTime":874.35,"body":"opportunity to evolve the"},{"speaker":"Sharekh Shaikh","startTime":871.23,"endTime":874.35,"body":"product as we go along, rather"},{"speaker":"Sharekh Shaikh","startTime":874.35,"endTime":877.5,"body":"than emotionally getting really"},{"speaker":"Sharekh Shaikh","startTime":874.35,"endTime":877.5,"body":"connected to like, Oh, this is"},{"speaker":"Sharekh Shaikh","startTime":877.5,"endTime":880.35,"body":"the only way to solve the"},{"speaker":"Sharekh Shaikh","startTime":877.5,"endTime":880.35,"body":"problem. So we asked our"},{"speaker":"Sharekh Shaikh","startTime":880.35,"endTime":884.46,"body":"customer, what do they care"},{"speaker":"Sharekh Shaikh","startTime":880.35,"endTime":884.46,"body":"about? The one caveat here would"},{"speaker":"Sharekh Shaikh","startTime":884.46,"endTime":889.17,"body":"be not to ask them for a"},{"speaker":"Sharekh Shaikh","startTime":884.46,"endTime":889.17,"body":"solution because, you know, the"},{"speaker":"Sharekh Shaikh","startTime":889.17,"endTime":894.81,"body":"old saying is like, if you ask"},{"speaker":"Sharekh Shaikh","startTime":889.17,"endTime":894.81,"body":"people what you needed, people"},{"speaker":"Sharekh Shaikh","startTime":894.81,"endTime":897.45,"body":"would say we always wanted"},{"speaker":"Sharekh Shaikh","startTime":894.81,"endTime":897.45,"body":"faster horses, right? Like you"},{"speaker":"Sharekh Shaikh","startTime":897.45,"endTime":899.97,"body":"don't want a car so they're not"},{"speaker":"Sharekh Shaikh","startTime":897.45,"endTime":899.97,"body":"looking for a solution that way."},{"speaker":"Sharekh Shaikh","startTime":900.72,"endTime":904.26,"body":"So just focusing on the problems"},{"speaker":"Sharekh Shaikh","startTime":900.72,"endTime":904.26,"body":"their daily, you know, routine"},{"speaker":"Sharekh Shaikh","startTime":904.26,"endTime":910.86,"body":"or or workflows that at work is"},{"speaker":"Sharekh Shaikh","startTime":904.26,"endTime":910.86,"body":"the way to figure out a solution"},{"speaker":"Sharekh Shaikh","startTime":910.86,"endTime":914.52,"body":"for them. And then you put a"},{"speaker":"Sharekh Shaikh","startTime":910.86,"endTime":914.52,"body":"solution out there and test it"},{"speaker":"Sharekh Shaikh","startTime":914.52,"endTime":918.54,"body":"out as fast as possible. I guess"},{"speaker":"Sharekh Shaikh","startTime":914.52,"endTime":918.54,"body":"those are the things that worked"},{"speaker":"Sharekh Shaikh","startTime":918.57,"endTime":921.96,"body":"out really well for us, once a"},{"speaker":"Sharekh Shaikh","startTime":918.57,"endTime":921.96,"body":"customer is happy referral"},{"speaker":"Sharekh Shaikh","startTime":921.96,"endTime":925.26,"body":"programs worked really well for"},{"speaker":"Sharekh Shaikh","startTime":921.96,"endTime":925.26,"body":"us. So it's your job as a"},{"speaker":"Sharekh Shaikh","startTime":925.26,"endTime":927.75,"body":"founder to make sure that they"},{"speaker":"Sharekh Shaikh","startTime":925.26,"endTime":927.75,"body":"are really excited and happy"},{"speaker":"Sharekh Shaikh","startTime":927.75,"endTime":931.47,"body":"about your product. And they're"},{"speaker":"Sharekh Shaikh","startTime":927.75,"endTime":931.47,"body":"getting the value that they you"},{"speaker":"Sharekh Shaikh","startTime":931.47,"endTime":934.14,"body":"know, spend the money for. Once"},{"speaker":"Sharekh Shaikh","startTime":931.47,"endTime":934.14,"body":"you figure that out, I guess,"},{"speaker":"Sharekh Shaikh","startTime":934.14,"endTime":937.08,"body":"you know, it becomes easier for"},{"speaker":"Sharekh Shaikh","startTime":934.14,"endTime":937.08,"body":"customers to refer to their"},{"speaker":"Sharekh Shaikh","startTime":937.08,"endTime":940.53,"body":"friends and peers in the"},{"speaker":"Sharekh Shaikh","startTime":937.08,"endTime":940.53,"body":"industry, which is what probably"},{"speaker":"Sharekh Shaikh","startTime":940.53,"endTime":943.95,"body":"was the biggest reason for us to"},{"speaker":"Sharekh Shaikh","startTime":940.53,"endTime":943.95,"body":"grow as a company because we"},{"speaker":"Sharekh Shaikh","startTime":943.95,"endTime":946.35,"body":"haven't spent a single dollar on"},{"speaker":"Sharekh Shaikh","startTime":943.95,"endTime":946.35,"body":"marketing in the last one year."},{"speaker":"Sharekh Shaikh","startTime":946.59,"endTime":950.52,"body":"And that is a testament to that,"},{"speaker":"Sharekh Shaikh","startTime":946.59,"endTime":950.52,"body":"you know, people people care"},{"speaker":"Sharekh Shaikh","startTime":950.52,"endTime":951.57,"body":"about what people building,"},{"speaker":"Matt Wolach","startTime":952.71,"endTime":955.29,"body":"no dollar spent in"},{"speaker":"Matt Wolach","startTime":952.71,"endTime":955.29,"body":"marketing, that's pretty"},{"speaker":"Matt Wolach","startTime":955.29,"endTime":957.81,"body":"phenomenal. Like, it's amazing."},{"speaker":"Sharekh Shaikh","startTime":957.87,"endTime":961.44,"body":"It's not a good"},{"speaker":"Sharekh Shaikh","startTime":957.87,"endTime":961.44,"body":"thing. But we weren't sure that"},{"speaker":"Sharekh Shaikh","startTime":962.19,"endTime":966.9,"body":"I mean, to look at it in a"},{"speaker":"Sharekh Shaikh","startTime":962.19,"endTime":966.9,"body":"different way, is finding"},{"speaker":"Sharekh Shaikh","startTime":966.9,"endTime":970.23,"body":"product market fit was like the"},{"speaker":"Sharekh Shaikh","startTime":966.9,"endTime":970.23,"body":"singular goal we had last year."},{"speaker":"Sharekh Shaikh","startTime":971.43,"endTime":976.02,"body":"And the only way to figure that"},{"speaker":"Sharekh Shaikh","startTime":971.43,"endTime":976.02,"body":"out is by not buying a customer"},{"speaker":"Sharekh Shaikh","startTime":976.05,"endTime":978.45,"body":"marketing is essentially in a"},{"speaker":"Sharekh Shaikh","startTime":976.05,"endTime":978.45,"body":"way, like at least the first"},{"speaker":"Sharekh Shaikh","startTime":978.45,"endTime":981.96,"body":"transaction is being bought out"},{"speaker":"Sharekh Shaikh","startTime":978.45,"endTime":981.96,"body":"by, you know, asking a lot of"},{"speaker":"Sharekh Shaikh","startTime":981.96,"endTime":986.22,"body":"people to use your product. But"},{"speaker":"Sharekh Shaikh","startTime":981.96,"endTime":986.22,"body":"I think our singular goal last"},{"speaker":"Sharekh Shaikh","startTime":986.22,"endTime":990.45,"body":"year was to make sure that we're"},{"speaker":"Sharekh Shaikh","startTime":986.22,"endTime":990.45,"body":"not influencing any decisions."},{"speaker":"Sharekh Shaikh","startTime":990.45,"endTime":994.02,"body":"And people genuinely are using"},{"speaker":"Sharekh Shaikh","startTime":990.45,"endTime":994.02,"body":"the product every week or every"},{"speaker":"Sharekh Shaikh","startTime":994.02,"endTime":998.58,"body":"month. Because it's solving a"},{"speaker":"Sharekh Shaikh","startTime":994.02,"endTime":998.58,"body":"specific pain point for them."},{"speaker":"Matt Wolach","startTime":1000.08,"endTime":1002.69,"body":"Gotcha. So you"},{"speaker":"Matt Wolach","startTime":1000.08,"endTime":1002.69,"body":"spend time with your customers"},{"speaker":"Matt Wolach","startTime":1002.69,"endTime":1005.9,"body":"to really understand what was"},{"speaker":"Matt Wolach","startTime":1002.69,"endTime":1005.9,"body":"good was bad to learn it and"},{"speaker":"Matt Wolach","startTime":1005.9,"endTime":1009.2,"body":"make sure that product got"},{"speaker":"Matt Wolach","startTime":1005.9,"endTime":1009.2,"body":"better and then help them send"},{"speaker":"Matt Wolach","startTime":1009.2,"endTime":1011.24,"body":"it out and refer others. Is that"},{"speaker":"Matt Wolach","startTime":1009.2,"endTime":1011.24,"body":"how you did it?"},{"speaker":"Sharekh Shaikh","startTime":1011.33,"endTime":1012.92,"body":"Yeah,"},{"speaker":"Sharekh Shaikh","startTime":1011.33,"endTime":1012.92,"body":"absolutely. I think that's"},{"speaker":"Sharekh Shaikh","startTime":1012.92,"endTime":1015.47,"body":"that's the right way to? That"},{"speaker":"Sharekh Shaikh","startTime":1012.92,"endTime":1015.47,"body":"would be a good way to put it."},{"speaker":"Sharekh Shaikh","startTime":1015.47,"endTime":1015.71,"body":"Yeah."},{"speaker":"Matt Wolach","startTime":1016.55,"endTime":1018.83,"body":"Love it. You did"},{"speaker":"Matt Wolach","startTime":1016.55,"endTime":1018.83,"body":"some really good stuff. But if"},{"speaker":"Matt Wolach","startTime":1018.83,"endTime":1021.71,"body":"you had to look back, what would"},{"speaker":"Matt Wolach","startTime":1018.83,"endTime":1021.71,"body":"be some things that you would do"},{"speaker":"Matt Wolach","startTime":1021.71,"endTime":1024.11,"body":"differently? If you're like, oh,"},{"speaker":"Matt Wolach","startTime":1021.71,"endTime":1024.11,"body":"man, I wish we didn't do that."},{"speaker":"Matt Wolach","startTime":1024.35,"endTime":1025.76,"body":"Anything you would change?"},{"speaker":"Sharekh Shaikh","startTime":1026.239,"endTime":1029.839,"body":"Yeah, I think"},{"speaker":"Sharekh Shaikh","startTime":1026.239,"endTime":1029.839,"body":"one thing, which I always think"},{"speaker":"Sharekh Shaikh","startTime":1029.839,"endTime":1034.549,"body":"about is, especially for a tech"},{"speaker":"Sharekh Shaikh","startTime":1029.839,"endTime":1034.549,"body":"startup, the most important"},{"speaker":"Sharekh Shaikh","startTime":1034.549,"endTime":1038.329,"body":"thing is not your product, not"},{"speaker":"Sharekh Shaikh","startTime":1034.549,"endTime":1038.329,"body":"the code you've written is"},{"speaker":"Sharekh Shaikh","startTime":1038.329,"endTime":1042.019,"body":"actually the team that you hire."},{"speaker":"Sharekh Shaikh","startTime":1038.329,"endTime":1042.019,"body":"It's basically a bunch of people"},{"speaker":"Sharekh Shaikh","startTime":1042.019,"endTime":1045.079,"body":"doing an experiment on a"},{"speaker":"Sharekh Shaikh","startTime":1042.019,"endTime":1045.079,"body":"particular problem, right? I"},{"speaker":"Sharekh Shaikh","startTime":1045.079,"endTime":1051.229,"body":"think I should have been more. I"},{"speaker":"Sharekh Shaikh","startTime":1045.079,"endTime":1051.229,"body":"should have believed in my gut"},{"speaker":"Sharekh Shaikh","startTime":1051.229,"endTime":1056.029,"body":"more in terms of hiring people."},{"speaker":"Sharekh Shaikh","startTime":1051.229,"endTime":1056.029,"body":"We look at traits, you know,"},{"speaker":"Sharekh Shaikh","startTime":1056.029,"endTime":1059.569,"body":"when when we want to hire"},{"speaker":"Sharekh Shaikh","startTime":1056.029,"endTime":1059.569,"body":"someone, but there's this gut"},{"speaker":"Sharekh Shaikh","startTime":1059.569,"endTime":1061.999,"body":"feeling like you know, this"},{"speaker":"Sharekh Shaikh","startTime":1059.569,"endTime":1061.999,"body":"person's going to be the right"},{"speaker":"Sharekh Shaikh","startTime":1061.999,"endTime":1065.929,"body":"fit for us. Every time I had"},{"speaker":"Sharekh Shaikh","startTime":1061.999,"endTime":1065.929,"body":"like, some percentage of doubt,"},{"speaker":"Sharekh Shaikh","startTime":1065.959,"endTime":1071.389,"body":"even like on paper, these people"},{"speaker":"Sharekh Shaikh","startTime":1065.959,"endTime":1071.389,"body":"were like, amazing. I think that"},{"speaker":"Sharekh Shaikh","startTime":1071.389,"endTime":1074.899,"body":"was not the best hire. I've"},{"speaker":"Sharekh Shaikh","startTime":1071.389,"endTime":1074.899,"body":"realized every time you know,"},{"speaker":"Sharekh Shaikh","startTime":1074.929,"endTime":1079.099,"body":"these people didn't look, you"},{"speaker":"Sharekh Shaikh","startTime":1074.929,"endTime":1079.099,"body":"know, perfect on the paper. But"},{"speaker":"Sharekh Shaikh","startTime":1079.099,"endTime":1081.139,"body":"your gut says like, Yeah, this"},{"speaker":"Sharekh Shaikh","startTime":1079.099,"endTime":1081.139,"body":"is going to be like a great"},{"speaker":"Sharekh Shaikh","startTime":1081.139,"endTime":1084.919,"body":"addition to the team. So I think"},{"speaker":"Sharekh Shaikh","startTime":1081.139,"endTime":1084.919,"body":"it matters a lot. The second"},{"speaker":"Sharekh Shaikh","startTime":1084.919,"endTime":1088.489,"body":"thing is like the culture fit,"},{"speaker":"Sharekh Shaikh","startTime":1084.919,"endTime":1088.489,"body":"every startup is different, even"},{"speaker":"Sharekh Shaikh","startTime":1088.489,"endTime":1090.949,"body":"if they like to exactly similar"},{"speaker":"Sharekh Shaikh","startTime":1088.489,"endTime":1090.949,"body":"startups solving the same"},{"speaker":"Sharekh Shaikh","startTime":1090.949,"endTime":1094.069,"body":"problem. The cultures are very"},{"speaker":"Sharekh Shaikh","startTime":1090.949,"endTime":1094.069,"body":"different within within the"},{"speaker":"Sharekh Shaikh","startTime":1094.069,"endTime":1100.369,"body":"teams. So finding those people"},{"speaker":"Sharekh Shaikh","startTime":1094.069,"endTime":1100.369,"body":"who fit our resonate with the"},{"speaker":"Sharekh Shaikh","startTime":1100.369,"endTime":1105.259,"body":"values of the founder, or the"},{"speaker":"Sharekh Shaikh","startTime":1100.369,"endTime":1105.259,"body":"overall team is one of the most"},{"speaker":"Sharekh Shaikh","startTime":1105.259,"endTime":1107.419,"body":"important things that I think"},{"speaker":"Sharekh Shaikh","startTime":1105.259,"endTime":1107.419,"body":"founders should care about. I"},{"speaker":"Sharekh Shaikh","startTime":1107.419,"endTime":1111.499,"body":"think I should have done that"},{"speaker":"Sharekh Shaikh","startTime":1107.419,"endTime":1111.499,"body":"differently. But you're always"},{"speaker":"Sharekh Shaikh","startTime":1111.499,"endTime":1114.619,"body":"trying to learn new things and"},{"speaker":"Sharekh Shaikh","startTime":1111.499,"endTime":1114.619,"body":"improved, right. So hopefully,"},{"speaker":"Sharekh Shaikh","startTime":1114.619,"endTime":1117.319,"body":"we don't make I don't make those"},{"speaker":"Sharekh Shaikh","startTime":1114.619,"endTime":1117.319,"body":"mistakes in the future. Yeah."},{"speaker":"Matt Wolach","startTime":1118.37,"endTime":1120.77,"body":"That's something I"},{"speaker":"Matt Wolach","startTime":1118.37,"endTime":1120.77,"body":"found as well. Once I started"},{"speaker":"Matt Wolach","startTime":1120.77,"endTime":1124.34,"body":"realizing I can hire for"},{"speaker":"Matt Wolach","startTime":1120.77,"endTime":1124.34,"body":"culture, it really kind of"},{"speaker":"Matt Wolach","startTime":1124.34,"endTime":1127.61,"body":"revolutionized our team and the"},{"speaker":"Matt Wolach","startTime":1124.34,"endTime":1127.61,"body":"team became much more cohesive"},{"speaker":"Matt Wolach","startTime":1127.61,"endTime":1132.29,"body":"bonded and really were much more"},{"speaker":"Matt Wolach","startTime":1127.61,"endTime":1132.29,"body":"effective. It was it was"},{"speaker":"Matt Wolach","startTime":1132.29,"endTime":1138.83,"body":"incredible what happened. And so"},{"speaker":"Matt Wolach","startTime":1132.29,"endTime":1138.83,"body":"it it's, it's amazing that that"},{"speaker":"Matt Wolach","startTime":1138.83,"endTime":1140.78,"body":"is something because I would"},{"speaker":"Matt Wolach","startTime":1138.83,"endTime":1140.78,"body":"have thought, oh, like, you"},{"speaker":"Matt Wolach","startTime":1140.78,"endTime":1142.76,"body":"know, where they go to school?"},{"speaker":"Matt Wolach","startTime":1140.78,"endTime":1142.76,"body":"How smart are they? And what's"},{"speaker":"Matt Wolach","startTime":1142.76,"endTime":1146.72,"body":"their experience? Those are all"},{"speaker":"Matt Wolach","startTime":1142.76,"endTime":1146.72,"body":"nice, but just just just making"},{"speaker":"Matt Wolach","startTime":1146.72,"endTime":1148.7,"body":"sure it fits within your group."},{"speaker":"Matt Wolach","startTime":1146.72,"endTime":1148.7,"body":"And you're right. It's very"},{"speaker":"Matt Wolach","startTime":1148.7,"endTime":1153.2,"body":"different from team to team. But"},{"speaker":"Matt Wolach","startTime":1148.7,"endTime":1153.2,"body":"we've seen that that'd be very"},{"speaker":"Matt Wolach","startTime":1153.2,"endTime":1154.28,"body":"strong for us as well."},{"speaker":"Sharekh Shaikh","startTime":1154.4,"endTime":1157.94,"body":"Yeah. And I"},{"speaker":"Sharekh Shaikh","startTime":1154.4,"endTime":1157.94,"body":"think, to just flesh that out a"},{"speaker":"Sharekh Shaikh","startTime":1157.94,"endTime":1161.51,"body":"little bit more. It's such a"},{"speaker":"Sharekh Shaikh","startTime":1157.94,"endTime":1161.51,"body":"difficult thing to do. Because"},{"speaker":"Sharekh Shaikh","startTime":1161.6,"endTime":1165.41,"body":"there is no science behind it."},{"speaker":"Sharekh Shaikh","startTime":1161.6,"endTime":1165.41,"body":"There are no numbers behind it."},{"speaker":"Sharekh Shaikh","startTime":1165.8,"endTime":1171.74,"body":"It's very much like an art"},{"speaker":"Sharekh Shaikh","startTime":1165.8,"endTime":1171.74,"body":"thing. And I think that's why it"},{"speaker":"Sharekh Shaikh","startTime":1171.74,"endTime":1175.13,"body":"becomes difficult for a founder"},{"speaker":"Sharekh Shaikh","startTime":1171.74,"endTime":1175.13,"body":"to figure that out. Although"},{"speaker":"Sharekh Shaikh","startTime":1175.13,"endTime":1178.34,"body":"this is my second startup, but"},{"speaker":"Sharekh Shaikh","startTime":1175.13,"endTime":1178.34,"body":"you know, it was still something"},{"speaker":"Sharekh Shaikh","startTime":1178.34,"endTime":1179.0,"body":"that I could have done."},{"speaker":"Matt Wolach","startTime":1180.65,"endTime":1183.29,"body":"Yeah, I think I'm"},{"speaker":"Matt Wolach","startTime":1180.65,"endTime":1183.29,"body":"right there with ya. So just as"},{"speaker":"Matt Wolach","startTime":1183.29,"endTime":1185.39,"body":"we wrap up here, what advice"},{"speaker":"Matt Wolach","startTime":1183.29,"endTime":1185.39,"body":"would you have for other"},{"speaker":"Matt Wolach","startTime":1185.39,"endTime":1188.12,"body":"software founders who are"},{"speaker":"Matt Wolach","startTime":1185.39,"endTime":1188.12,"body":"getting started and want to"},{"speaker":"Matt Wolach","startTime":1188.12,"endTime":1189.56,"body":"achieve success like us shark?"},{"speaker":"Sharekh Shaikh","startTime":1190.04,"endTime":1193.91,"body":"I think I would"},{"speaker":"Sharekh Shaikh","startTime":1190.04,"endTime":1193.91,"body":"say three things which are"},{"speaker":"Sharekh Shaikh","startTime":1193.91,"endTime":1198.89,"body":"really, really important. One"},{"speaker":"Sharekh Shaikh","startTime":1193.91,"endTime":1198.89,"body":"being be obsessive about the"},{"speaker":"Sharekh Shaikh","startTime":1198.89,"endTime":1203.48,"body":"problem that you solve. When"},{"speaker":"Sharekh Shaikh","startTime":1198.89,"endTime":1203.48,"body":"it's a long journey, do not look"},{"speaker":"Sharekh Shaikh","startTime":1203.48,"endTime":1208.85,"body":"at, you know, short term, you"},{"speaker":"Sharekh Shaikh","startTime":1203.48,"endTime":1208.85,"body":"know, wins that this is just"},{"speaker":"Sharekh Shaikh","startTime":1208.85,"endTime":1211.22,"body":"going to be like a year or two"},{"speaker":"Sharekh Shaikh","startTime":1208.85,"endTime":1211.22,"body":"years project, it's a long term"},{"speaker":"Sharekh Shaikh","startTime":1211.22,"endTime":1214.55,"body":"journey, think of it like, it's"},{"speaker":"Sharekh Shaikh","startTime":1211.22,"endTime":1214.55,"body":"going to be a 10 year journey,"},{"speaker":"Sharekh Shaikh","startTime":1214.61,"endTime":1217.07,"body":"and you're going to, you have to"},{"speaker":"Sharekh Shaikh","startTime":1214.61,"endTime":1217.07,"body":"be obsessive enough about that"},{"speaker":"Sharekh Shaikh","startTime":1217.07,"endTime":1223.43,"body":"problem. To go through those 10"},{"speaker":"Sharekh Shaikh","startTime":1217.07,"endTime":1223.43,"body":"years, you know, and the second"},{"speaker":"Sharekh Shaikh","startTime":1223.43,"endTime":1227.36,"body":"thing is finding the problem"},{"speaker":"Sharekh Shaikh","startTime":1223.43,"endTime":1227.36,"body":"that you care about enough. And"},{"speaker":"Sharekh Shaikh","startTime":1227.36,"endTime":1230.48,"body":"the customer or the market also"},{"speaker":"Sharekh Shaikh","startTime":1227.36,"endTime":1230.48,"body":"cares about enough. That should"},{"speaker":"Sharekh Shaikh","startTime":1230.48,"endTime":1234.83,"body":"be the second thing. The third"},{"speaker":"Sharekh Shaikh","startTime":1230.48,"endTime":1234.83,"body":"thing would be, which, which I"},{"speaker":"Sharekh Shaikh","startTime":1234.83,"endTime":1238.91,"body":"believe a lot of people don't"},{"speaker":"Sharekh Shaikh","startTime":1234.83,"endTime":1238.91,"body":"talk about is building that"},{"speaker":"Sharekh Shaikh","startTime":1238.91,"endTime":1244.79,"body":"muscle memory, muscle, in your"},{"speaker":"Sharekh Shaikh","startTime":1238.91,"endTime":1244.79,"body":"mind around managing your"},{"speaker":"Sharekh Shaikh","startTime":1244.79,"endTime":1249.2,"body":"emotions really well. I think if"},{"speaker":"Sharekh Shaikh","startTime":1244.79,"endTime":1249.2,"body":"you can do that, and it can only"},{"speaker":"Sharekh Shaikh","startTime":1249.2,"endTime":1252.08,"body":"be done with practice, and go"},{"speaker":"Sharekh Shaikh","startTime":1249.2,"endTime":1252.08,"body":"through those motions of being a"},{"speaker":"Sharekh Shaikh","startTime":1252.08,"endTime":1256.79,"body":"founder. I think things will be"},{"speaker":"Sharekh Shaikh","startTime":1252.08,"endTime":1256.79,"body":"much more easier for for new"},{"speaker":"Sharekh Shaikh","startTime":1256.79,"endTime":1259.88,"body":"founders, I think these three"},{"speaker":"Sharekh Shaikh","startTime":1256.79,"endTime":1259.88,"body":"things would be really valuable"},{"speaker":"Sharekh Shaikh","startTime":1259.88,"endTime":1262.46,"body":"for anyone to look at. I'm sure"},{"speaker":"Sharekh Shaikh","startTime":1259.88,"endTime":1262.46,"body":"there are multiple other things."},{"speaker":"Sharekh Shaikh","startTime":1262.46,"endTime":1265.67,"body":"But personally, those three"},{"speaker":"Sharekh Shaikh","startTime":1262.46,"endTime":1265.67,"body":"things have helped me a lot, you"},{"speaker":"Sharekh Shaikh","startTime":1265.67,"endTime":1269.33,"body":"know, to grow the team, you"},{"speaker":"Sharekh Shaikh","startTime":1265.67,"endTime":1269.33,"body":"know, talk to customers better"},{"speaker":"Sharekh Shaikh","startTime":1269.36,"endTime":1271.7,"body":"build a product, which which"},{"speaker":"Sharekh Shaikh","startTime":1269.36,"endTime":1271.7,"body":"makes sense for the market?"},{"speaker":"Sharekh Shaikh","startTime":1271.7,"endTime":1271.97,"body":"Yeah."},{"speaker":"Matt Wolach","startTime":1272.96,"endTime":1274.94,"body":"Yeah, I think those"},{"speaker":"Matt Wolach","startTime":1272.96,"endTime":1274.94,"body":"are three fantastic things. And"},{"speaker":"Matt Wolach","startTime":1274.94,"endTime":1276.98,"body":"if you can nail those, you're"},{"speaker":"Matt Wolach","startTime":1274.94,"endTime":1276.98,"body":"gonna have a very successful"},{"speaker":"Matt Wolach","startTime":1276.98,"endTime":1280.1,"body":"company. And while this has been"},{"speaker":"Matt Wolach","startTime":1276.98,"endTime":1280.1,"body":"it's gone, it's flown by for me,"},{"speaker":"Matt Wolach","startTime":1280.1,"endTime":1282.8,"body":"because it's been such great"},{"speaker":"Matt Wolach","startTime":1280.1,"endTime":1282.8,"body":"information. I really appreciate"},{"speaker":"Matt Wolach","startTime":1282.8,"endTime":1286.13,"body":"you coming in and sharing chart."},{"speaker":"Matt Wolach","startTime":1282.8,"endTime":1286.13,"body":"How can people learn more about"},{"speaker":"Matt Wolach","startTime":1286.13,"endTime":1287.21,"body":"you and clever acts?"},{"speaker":"Sharekh Shaikh","startTime":1287.63,"endTime":1290.78,"body":"Yeah, I think"},{"speaker":"Sharekh Shaikh","startTime":1287.63,"endTime":1290.78,"body":"the best thing for people will"},{"speaker":"Sharekh Shaikh","startTime":1290.78,"endTime":1294.95,"body":"be done. Do not take my word"},{"speaker":"Sharekh Shaikh","startTime":1290.78,"endTime":1294.95,"body":"with a pinch of salt, but sign"},{"speaker":"Sharekh Shaikh","startTime":1294.95,"endTime":1297.95,"body":"up on the platform, that will be"},{"speaker":"Sharekh Shaikh","startTime":1294.95,"endTime":1297.95,"body":"the best thing and share your"},{"speaker":"Sharekh Shaikh","startTime":1297.95,"endTime":1302.09,"body":"feedback with us. I'm also on"},{"speaker":"Sharekh Shaikh","startTime":1297.95,"endTime":1302.09,"body":"Twitter and on LinkedIn and"},{"speaker":"Sharekh Shaikh","startTime":1302.09,"endTime":1304.88,"body":"active so you can reach out or"},{"speaker":"Sharekh Shaikh","startTime":1302.09,"endTime":1304.88,"body":"connect with me there. If you"},{"speaker":"Sharekh Shaikh","startTime":1304.88,"endTime":1307.34,"body":"have any questions around this"},{"speaker":"Sharekh Shaikh","startTime":1304.88,"endTime":1307.34,"body":"space. I'm happy to answer it"},{"speaker":"Sharekh Shaikh","startTime":1307.34,"endTime":1311.09,"body":"for anyone. I hope this"},{"speaker":"Sharekh Shaikh","startTime":1307.34,"endTime":1311.09,"body":"conversation was helpful to some"},{"speaker":"Sharekh Shaikh","startTime":1311.09,"endTime":1314.78,"body":"people while they think about"},{"speaker":"Sharekh Shaikh","startTime":1311.09,"endTime":1314.78,"body":"their entrepreneurial journey."},{"speaker":"Matt Wolach","startTime":1315.83,"endTime":1317.75,"body":"Yeah, I agree. I"},{"speaker":"Matt Wolach","startTime":1315.83,"endTime":1317.75,"body":"hope it was as well. We'll put"},{"speaker":"Matt Wolach","startTime":1317.75,"endTime":1320.24,"body":"all those links into the show"},{"speaker":"Matt Wolach","startTime":1317.75,"endTime":1320.24,"body":"notes so that if you're"},{"speaker":"Matt Wolach","startTime":1320.24,"endTime":1322.94,"body":"listening or watching, you can"},{"speaker":"Matt Wolach","startTime":1320.24,"endTime":1322.94,"body":"see all that shark this has been"},{"speaker":"Matt Wolach","startTime":1322.94,"endTime":1325.49,"body":"great. Thank you so much for"},{"speaker":"Matt Wolach","startTime":1322.94,"endTime":1325.49,"body":"coming on and sharing all this."},{"speaker":"Sharekh Shaikh","startTime":1325.58,"endTime":1327.2,"body":"Yeah, I know. I"},{"speaker":"Sharekh Shaikh","startTime":1325.58,"endTime":1327.2,"body":"appreciate it, man. And thank"},{"speaker":"Sharekh Shaikh","startTime":1327.2,"endTime":1329.06,"body":"you so much for having me over."},{"speaker":"Sharekh Shaikh","startTime":1327.2,"endTime":1329.06,"body":"Yeah."},{"speaker":"Matt Wolach","startTime":1330.35,"endTime":1332.45,"body":"Absolutely. And"},{"speaker":"Matt Wolach","startTime":1330.35,"endTime":1332.45,"body":"thank you for coming. Thanks for"},{"speaker":"Matt Wolach","startTime":1332.45,"endTime":1334.82,"body":"watching. Thanks for listening,"},{"speaker":"Matt Wolach","startTime":1332.45,"endTime":1334.82,"body":"everybody out there. Really"},{"speaker":"Matt Wolach","startTime":1334.82,"endTime":1337.37,"body":"appreciate it. Like I mentioned"},{"speaker":"Matt Wolach","startTime":1334.82,"endTime":1337.37,"body":"before, if you want to review"},{"speaker":"Matt Wolach","startTime":1337.37,"endTime":1339.35,"body":"the show, we will be very"},{"speaker":"Matt Wolach","startTime":1337.37,"endTime":1339.35,"body":"grateful to that to you for"},{"speaker":"Matt Wolach","startTime":1339.35,"endTime":1342.05,"body":"doing that. Please go ahead and"},{"speaker":"Matt Wolach","startTime":1339.35,"endTime":1342.05,"body":"do that. And that will help us"},{"speaker":"Matt Wolach","startTime":1342.38,"endTime":1344.9,"body":"understand that we're taking"},{"speaker":"Matt Wolach","startTime":1342.38,"endTime":1344.9,"body":"good care of you. Thank you very"},{"speaker":"Matt Wolach","startTime":1344.9,"endTime":1347.96,"body":"much for coming, and we'll see"},{"speaker":"Matt Wolach","startTime":1344.9,"endTime":1347.96,"body":"you next time. Take care. Bye"},{"speaker":"Matt Wolach","startTime":1347.96,"endTime":1348.26,"body":"bye."},{"speaker":"Intro/ Outro","startTime":1351.56,"endTime":1354.417,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1351.56,"endTime":1354.417,"body":"listening to Scale Your SaaS for"},{"speaker":"Intro/ Outro","startTime":1354.483,"endTime":1359.6,"body":"more help on finding great leads"},{"speaker":"Intro/ Outro","startTime":1354.483,"endTime":1359.6,"body":"and closing more deals. Go to Mattwolach.com"}]}