{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.47,"endTime":13.77,"body":"Something that's"},{"speaker":"Matt Wolach","startTime":10.47,"endTime":13.77,"body":"absolutely critical in sales is"},{"speaker":"Matt Wolach","startTime":13.77,"endTime":17.76,"body":"trust, the buyer has to believe"},{"speaker":"Matt Wolach","startTime":13.77,"endTime":17.76,"body":"that you and your product aren't"},{"speaker":"Matt Wolach","startTime":17.76,"endTime":20.97,"body":"going to solve their problem"},{"speaker":"Matt Wolach","startTime":17.76,"endTime":20.97,"body":"they have to trust you. And if"},{"speaker":"Matt Wolach","startTime":20.97,"endTime":23.7,"body":"you don't have that, even if you"},{"speaker":"Matt Wolach","startTime":20.97,"endTime":23.7,"body":"have a great product, even if"},{"speaker":"Matt Wolach","startTime":23.7,"endTime":26.25,"body":"you have great marketing,"},{"speaker":"Matt Wolach","startTime":23.7,"endTime":26.25,"body":"they're probably not going to"},{"speaker":"Matt Wolach","startTime":26.25,"endTime":29.82,"body":"ever sign up. Fortunately, Liam"},{"speaker":"Matt Wolach","startTime":26.25,"endTime":29.82,"body":"Patterson came in and he shared"},{"speaker":"Matt Wolach","startTime":29.82,"endTime":33.36,"body":"exactly what he and the Bidnamic"},{"speaker":"Matt Wolach","startTime":29.82,"endTime":33.36,"body":"team have done to create an"},{"speaker":"Matt Wolach","startTime":33.36,"endTime":36.9,"body":"incredible amount of trust to"},{"speaker":"Matt Wolach","startTime":33.36,"endTime":36.9,"body":"get buyers feeling like they"},{"speaker":"Matt Wolach","startTime":36.96,"endTime":40.62,"body":"absolutely will get their"},{"speaker":"Matt Wolach","startTime":36.96,"endTime":40.62,"body":"problem solved with the dynamic."},{"speaker":"Matt Wolach","startTime":40.89,"endTime":43.53,"body":"Check this out, he walked us"},{"speaker":"Matt Wolach","startTime":40.89,"endTime":43.53,"body":"through precisely what they did"},{"speaker":"Matt Wolach","startTime":43.53,"endTime":48.36,"body":"from day one, to earn the trust,"},{"speaker":"Matt Wolach","startTime":43.53,"endTime":48.36,"body":"and to deliver that trust and"},{"speaker":"Matt Wolach","startTime":48.36,"endTime":50.31,"body":"make sure that everybody knows"},{"speaker":"Matt Wolach","startTime":48.36,"endTime":50.31,"body":"that they can solve their"},{"speaker":"Matt Wolach","startTime":50.31,"endTime":52.41,"body":"problem. So check it out. You're"},{"speaker":"Matt Wolach","startTime":50.31,"endTime":52.41,"body":"gonna love this one."},{"speaker":"Intro/ Outro","startTime":53.04,"endTime":56.28,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":53.04,"endTime":56.28,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":56.28,"endTime":59.4,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":56.28,"endTime":59.4,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":59.4,"endTime":63.36,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":59.4,"endTime":63.36,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":63.36,"endTime":68.22,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":63.36,"endTime":68.22,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":68.25,"endTime":68.7,"body":"Wolach."},{"speaker":"Matt Wolach","startTime":69.18,"endTime":72.06,"body":"And welcome, super"},{"speaker":"Matt Wolach","startTime":69.18,"endTime":72.06,"body":"excited to have you here. Thank"},{"speaker":"Matt Wolach","startTime":72.06,"endTime":74.16,"body":"you very much for coming. If"},{"speaker":"Matt Wolach","startTime":72.06,"endTime":74.16,"body":"you're watching, thanks for"},{"speaker":"Matt Wolach","startTime":74.16,"endTime":77.13,"body":"watching. If you are listening,"},{"speaker":"Matt Wolach","startTime":74.16,"endTime":77.13,"body":"thank you for listening. This is"},{"speaker":"Matt Wolach","startTime":77.13,"endTime":80.94,"body":"Scale Your SaaS and our goal is"},{"speaker":"Matt Wolach","startTime":77.13,"endTime":80.94,"body":"to help you do exactly that. So"},{"speaker":"Matt Wolach","startTime":80.94,"endTime":83.79,"body":"you can understand exactly how"},{"speaker":"Matt Wolach","startTime":80.94,"endTime":83.79,"body":"you can get the right"},{"speaker":"Matt Wolach","startTime":83.82,"endTime":87.96,"body":"understanding of growing through"},{"speaker":"Matt Wolach","startTime":83.82,"endTime":87.96,"body":"marketing, lead generation"},{"speaker":"Matt Wolach","startTime":87.96,"endTime":91.92,"body":"closing deals, scaling your"},{"speaker":"Matt Wolach","startTime":87.96,"endTime":91.92,"body":"team, whatever it is, we want to"},{"speaker":"Matt Wolach","startTime":91.92,"endTime":95.58,"body":"help you grow your company. And"},{"speaker":"Matt Wolach","startTime":91.92,"endTime":95.58,"body":"I'm really excited. I want to"},{"speaker":"Matt Wolach","startTime":95.58,"endTime":97.59,"body":"share this story. I can't wait"},{"speaker":"Matt Wolach","startTime":95.58,"endTime":97.59,"body":"for you guys to hear this one."},{"speaker":"Matt Wolach","startTime":97.74,"endTime":100.65,"body":"I've got Liam Patterson with me"},{"speaker":"Matt Wolach","startTime":97.74,"endTime":100.65,"body":"today. Liam, how you doing?"},{"speaker":"Liam Patterson","startTime":100.68,"endTime":102.15,"body":"Yeah, it's doing"},{"speaker":"Liam Patterson","startTime":100.68,"endTime":102.15,"body":"great. Thanks. Thanks for having"},{"speaker":"Liam Patterson","startTime":102.15,"endTime":102.3,"body":"me."},{"speaker":"Matt Wolach","startTime":102.36,"endTime":104.55,"body":"Absolutely. So"},{"speaker":"Matt Wolach","startTime":102.36,"endTime":104.55,"body":"Liam, let me make sure everybody"},{"speaker":"Matt Wolach","startTime":104.55,"endTime":107.46,"body":"knows who you are. Liam is the"},{"speaker":"Matt Wolach","startTime":104.55,"endTime":107.46,"body":"founder and CEO of Bidnamic."},{"speaker":"Matt Wolach","startTime":107.49,"endTime":110.58,"body":"He's an entrepreneur and growth"},{"speaker":"Matt Wolach","startTime":107.49,"endTime":110.58,"body":"hacker with a deep experience in"},{"speaker":"Matt Wolach","startTime":110.61,"endTime":113.37,"body":"E commerce and digital"},{"speaker":"Matt Wolach","startTime":110.61,"endTime":113.37,"body":"marketing. Be dynamic is a"},{"speaker":"Matt Wolach","startTime":113.37,"endTime":116.52,"body":"marketing technology platform"},{"speaker":"Matt Wolach","startTime":113.37,"endTime":116.52,"body":"that helps retailers unlock the"},{"speaker":"Matt Wolach","startTime":116.52,"endTime":119.76,"body":"full potential of Google"},{"speaker":"Matt Wolach","startTime":116.52,"endTime":119.76,"body":"Shopping. What it does, it helps"},{"speaker":"Matt Wolach","startTime":119.76,"endTime":122.94,"body":"retailers to outrank"},{"speaker":"Matt Wolach","startTime":119.76,"endTime":122.94,"body":"competitors, increasing revenue"},{"speaker":"Matt Wolach","startTime":122.94,"endTime":125.61,"body":"and market share, and really"},{"speaker":"Matt Wolach","startTime":122.94,"endTime":125.61,"body":"what it does, in short, it gives"},{"speaker":"Matt Wolach","startTime":125.61,"endTime":129.33,"body":"you an unfair advantage on"},{"speaker":"Matt Wolach","startTime":125.61,"endTime":129.33,"body":"Google Shopping. So anybody in"},{"speaker":"Matt Wolach","startTime":129.33,"endTime":132.06,"body":"the Ecomm world, this is what"},{"speaker":"Matt Wolach","startTime":129.33,"endTime":132.06,"body":"you need in order to be able to"},{"speaker":"Matt Wolach","startTime":132.06,"endTime":135.45,"body":"get those sales up. Once again,"},{"speaker":"Matt Wolach","startTime":132.06,"endTime":135.45,"body":"Liam, thanks so much for coming"},{"speaker":"Matt Wolach","startTime":135.45,"endTime":136.86,"body":"on the show. Absolute pleasure."},{"speaker":"Matt Wolach","startTime":135.45,"endTime":136.86,"body":"Thanks"},{"speaker":"Liam Patterson","startTime":136.86,"endTime":138.45,"body":"for having me."},{"speaker":"Liam Patterson","startTime":136.86,"endTime":138.45,"body":"For sure. So,"},{"speaker":"Matt Wolach","startTime":138.54,"endTime":140.16,"body":"you know, kick us"},{"speaker":"Matt Wolach","startTime":138.54,"endTime":140.16,"body":"off. Tell me what have you been"},{"speaker":"Matt Wolach","startTime":140.16,"endTime":142.68,"body":"up to lately? And what's coming"},{"speaker":"Matt Wolach","startTime":140.16,"endTime":142.68,"body":"up for you? Yeah, absolutely."},{"speaker":"Liam Patterson","startTime":142.68,"endTime":145.62,"body":"So we've really"},{"speaker":"Liam Patterson","startTime":142.68,"endTime":145.62,"body":"been scaling up big Namic. The"},{"speaker":"Liam Patterson","startTime":145.62,"endTime":148.89,"body":"core business, as you mentioned,"},{"speaker":"Liam Patterson","startTime":145.62,"endTime":148.89,"body":"there were Google Shopping"},{"speaker":"Liam Patterson","startTime":148.89,"endTime":151.68,"body":"specialists, we work with"},{"speaker":"Liam Patterson","startTime":148.89,"endTime":151.68,"body":"hundreds of E commerce"},{"speaker":"Liam Patterson","startTime":151.68,"endTime":155.55,"body":"retailers, direct to consumer"},{"speaker":"Liam Patterson","startTime":151.68,"endTime":155.55,"body":"businesses and brands. And yeah,"},{"speaker":"Liam Patterson","startTime":155.55,"endTime":158.1,"body":"we're just really helping them"},{"speaker":"Liam Patterson","startTime":155.55,"endTime":158.1,"body":"get more, get more exposure, get"},{"speaker":"Liam Patterson","startTime":158.1,"endTime":161.61,"body":"more growth on Google Shopping."},{"speaker":"Liam Patterson","startTime":158.1,"endTime":161.61,"body":"In terms of our business, what"},{"speaker":"Liam Patterson","startTime":161.61,"endTime":165.6,"body":"we've been doing is about about"},{"speaker":"Liam Patterson","startTime":161.61,"endTime":165.6,"body":"nine or 10 months ago, we took"},{"speaker":"Liam Patterson","startTime":165.6,"endTime":168.9,"body":"our first investment round. So"},{"speaker":"Liam Patterson","startTime":165.6,"endTime":168.9,"body":"our first kind of VC round,"},{"speaker":"Liam Patterson","startTime":168.9,"endTime":173.25,"body":"which was 4 million pounds, $5"},{"speaker":"Liam Patterson","startTime":168.9,"endTime":173.25,"body":"million US dollars. And we've"},{"speaker":"Liam Patterson","startTime":173.25,"endTime":176.58,"body":"been putting that to work. And"},{"speaker":"Liam Patterson","startTime":173.25,"endTime":176.58,"body":"we're putting it to work in r\u0026d."},{"speaker":"Liam Patterson","startTime":176.61,"endTime":179.16,"body":"So we've got a really exciting"},{"speaker":"Liam Patterson","startTime":176.61,"endTime":179.16,"body":"new product that we're just"},{"speaker":"Liam Patterson","startTime":179.16,"endTime":182.79,"body":"launching, and also into winter"},{"speaker":"Liam Patterson","startTime":179.16,"endTime":182.79,"body":"growth as well. So we've pretty"},{"speaker":"Liam Patterson","startTime":182.79,"endTime":185.61,"body":"much doubled the team, we've"},{"speaker":"Liam Patterson","startTime":182.79,"endTime":185.61,"body":"opened an office in Austin,"},{"speaker":"Liam Patterson","startTime":185.61,"endTime":190.38,"body":"Texas, so in your side of the"},{"speaker":"Liam Patterson","startTime":185.61,"endTime":190.38,"body":"world, now got a team of around"},{"speaker":"Liam Patterson","startTime":190.38,"endTime":195.03,"body":"28 out there, and and just"},{"speaker":"Liam Patterson","startTime":190.38,"endTime":195.03,"body":"really investing in research and"},{"speaker":"Liam Patterson","startTime":195.03,"endTime":198.9,"body":"innovation for new products as"},{"speaker":"Liam Patterson","startTime":195.03,"endTime":198.9,"body":"well. So it's been a really"},{"speaker":"Liam Patterson","startTime":198.9,"endTime":201.51,"body":"exciting time for for scaling up"},{"speaker":"Liam Patterson","startTime":198.9,"endTime":201.51,"body":"the business and the brand as"},{"speaker":"Liam Patterson","startTime":201.51,"endTime":202.2,"body":"well. Oh, that's"},{"speaker":"Matt Wolach","startTime":202.2,"endTime":204.3,"body":"so cool. I love"},{"speaker":"Matt Wolach","startTime":202.2,"endTime":204.3,"body":"that phase. That's such a fun"},{"speaker":"Matt Wolach","startTime":204.3,"endTime":206.55,"body":"time to be in a company and"},{"speaker":"Matt Wolach","startTime":204.3,"endTime":206.55,"body":"really see that scale start to"},{"speaker":"Matt Wolach","startTime":206.55,"endTime":209.73,"body":"happen. But I want to actually"},{"speaker":"Matt Wolach","startTime":206.55,"endTime":209.73,"body":"go back a bit when it when it"},{"speaker":"Matt Wolach","startTime":209.73,"endTime":213.0,"body":"all came to be what motivated"},{"speaker":"Matt Wolach","startTime":209.73,"endTime":213.0,"body":"you to start bid Namic. Where"},{"speaker":"Matt Wolach","startTime":213.0,"endTime":215.04,"body":"did the idea come from? And how"},{"speaker":"Matt Wolach","startTime":213.0,"endTime":215.04,"body":"did that all come to be?"},{"speaker":"Liam Patterson","startTime":215.07,"endTime":216.66,"body":"Yes, it's"},{"speaker":"Liam Patterson","startTime":215.07,"endTime":216.66,"body":"actually quite a funny story,"},{"speaker":"Liam Patterson","startTime":216.66,"endTime":219.54,"body":"really. So I guess we we scratch"},{"speaker":"Liam Patterson","startTime":216.66,"endTime":219.54,"body":"our own itch. I think it's a bit"},{"speaker":"Liam Patterson","startTime":219.54,"endTime":222.81,"body":"of a saying this side of the"},{"speaker":"Liam Patterson","startTime":219.54,"endTime":222.81,"body":"pond, certainly. And we so we"},{"speaker":"Liam Patterson","startTime":222.81,"endTime":225.45,"body":"built our own e commerce"},{"speaker":"Liam Patterson","startTime":222.81,"endTime":225.45,"body":"marketplace. So it was a print"},{"speaker":"Liam Patterson","startTime":225.45,"endTime":228.42,"body":"on demand business. So we didn't"},{"speaker":"Liam Patterson","startTime":225.45,"endTime":228.42,"body":"have physical warehouses and"},{"speaker":"Liam Patterson","startTime":228.42,"endTime":231.66,"body":"physical stock. Instead, we have"},{"speaker":"Liam Patterson","startTime":228.42,"endTime":231.66,"body":"files that had 1000s of artists,"},{"speaker":"Liam Patterson","startTime":231.69,"endTime":235.29,"body":"illustrators, graphic designers"},{"speaker":"Liam Patterson","startTime":231.69,"endTime":235.29,"body":"uploading imagery, and"},{"speaker":"Liam Patterson","startTime":235.29,"endTime":238.29,"body":"merchandising digitally onto"},{"speaker":"Liam Patterson","startTime":235.29,"endTime":238.29,"body":"products like phone cases,"},{"speaker":"Liam Patterson","startTime":238.32,"endTime":242.91,"body":"tablets, T shirts, mugs,"},{"speaker":"Liam Patterson","startTime":238.32,"endTime":242.91,"body":"hoodies, all kinds of products,"},{"speaker":"Liam Patterson","startTime":243.03,"endTime":247.32,"body":"which would then be printed or"},{"speaker":"Liam Patterson","startTime":243.03,"endTime":247.32,"body":"produced on demand, and printed"},{"speaker":"Liam Patterson","startTime":247.32,"endTime":250.92,"body":"locally and shipped locally. So"},{"speaker":"Liam Patterson","startTime":247.32,"endTime":250.92,"body":"we had, you know, printers, all"},{"speaker":"Liam Patterson","startTime":250.92,"endTime":253.86,"body":"right, and suppliers all around"},{"speaker":"Liam Patterson","startTime":250.92,"endTime":253.86,"body":"the world, which meant that we"},{"speaker":"Liam Patterson","startTime":253.86,"endTime":257.52,"body":"could ship a product really"},{"speaker":"Liam Patterson","startTime":253.86,"endTime":257.52,"body":"quickly to a customer. And our"},{"speaker":"Liam Patterson","startTime":257.52,"endTime":260.52,"body":"proposition to the 1000s of"},{"speaker":"Liam Patterson","startTime":257.52,"endTime":260.52,"body":"artists and designers and"},{"speaker":"Liam Patterson","startTime":260.52,"endTime":263.79,"body":"creatives that worked with us"},{"speaker":"Liam Patterson","startTime":260.52,"endTime":263.79,"body":"was really getting them exposure"},{"speaker":"Liam Patterson","startTime":263.82,"endTime":265.83,"body":"so they could upload that"},{"speaker":"Liam Patterson","startTime":263.82,"endTime":265.83,"body":"design, we created the"},{"speaker":"Liam Patterson","startTime":265.83,"endTime":268.92,"body":"technology that would make it"},{"speaker":"Liam Patterson","startTime":265.83,"endTime":268.92,"body":"appear like it was wrapped in"},{"speaker":"Liam Patterson","startTime":268.92,"endTime":271.98,"body":"our hype, you know, really"},{"speaker":"Liam Patterson","startTime":268.92,"endTime":271.98,"body":"realistic end products of a mug"},{"speaker":"Liam Patterson","startTime":271.98,"endTime":275.1,"body":"or a t shirt, all the folds and"},{"speaker":"Liam Patterson","startTime":271.98,"endTime":275.1,"body":"distortions. And then we push it"},{"speaker":"Liam Patterson","startTime":275.1,"endTime":278.52,"body":"out to marketing. And the"},{"speaker":"Liam Patterson","startTime":275.1,"endTime":278.52,"body":"unhealthy channel that really"},{"speaker":"Liam Patterson","startTime":278.52,"endTime":282.3,"body":"grew that business was Google"},{"speaker":"Liam Patterson","startTime":278.52,"endTime":282.3,"body":"Shopping. And we went a bit too"},{"speaker":"Liam Patterson","startTime":282.3,"endTime":284.82,"body":"deep into that channel. So for"},{"speaker":"Liam Patterson","startTime":282.3,"endTime":284.82,"body":"anyone who's not familiar with"},{"speaker":"Liam Patterson","startTime":284.82,"endTime":287.61,"body":"Google Shopping, it's basically"},{"speaker":"Liam Patterson","startTime":284.82,"endTime":287.61,"body":"whenever you go to Google,"},{"speaker":"Liam Patterson","startTime":287.7,"endTime":290.58,"body":"you're looking for an E commerce"},{"speaker":"Liam Patterson","startTime":287.7,"endTime":290.58,"body":"product or a physical product"},{"speaker":"Liam Patterson","startTime":290.58,"endTime":293.91,"body":"online, and you'll see like a"},{"speaker":"Liam Patterson","startTime":290.58,"endTime":293.91,"body":"carousel of adverts. So they're"},{"speaker":"Liam Patterson","startTime":293.91,"endTime":296.34,"body":"little thumbnail images, it's"},{"speaker":"Liam Patterson","startTime":293.91,"endTime":296.34,"body":"got the price. It's got the"},{"speaker":"Liam Patterson","startTime":296.34,"endTime":299.79,"body":"suppliers, or the retailer's"},{"speaker":"Liam Patterson","startTime":296.34,"endTime":299.79,"body":"name on it, and effective it's"},{"speaker":"Liam Patterson","startTime":299.79,"endTime":302.25,"body":"free. to show up on that"},{"speaker":"Liam Patterson","startTime":299.79,"endTime":302.25,"body":"channel, but as soon as someone"},{"speaker":"Liam Patterson","startTime":302.25,"endTime":304.68,"body":"clicks on it, that's when the"},{"speaker":"Liam Patterson","startTime":302.25,"endTime":304.68,"body":"cost comes in. And that was a"},{"speaker":"Liam Patterson","startTime":304.68,"endTime":307.95,"body":"big challenge, because we were"},{"speaker":"Liam Patterson","startTime":304.68,"endTime":307.95,"body":"effectively on the receiving end"},{"speaker":"Liam Patterson","startTime":307.95,"endTime":311.61,"body":"of a fire hose of designs, some"},{"speaker":"Liam Patterson","startTime":307.95,"endTime":311.61,"body":"absolutely incredible, some"},{"speaker":"Liam Patterson","startTime":311.64,"endTime":314.67,"body":"absolutely, you know, terrible"},{"speaker":"Liam Patterson","startTime":311.64,"endTime":314.67,"body":"and probably never sell. And we"},{"speaker":"Liam Patterson","startTime":314.67,"endTime":317.64,"body":"were betting our own money, you"},{"speaker":"Liam Patterson","startTime":314.67,"endTime":317.64,"body":"know, we were putting in 10s of"},{"speaker":"Liam Patterson","startTime":317.64,"endTime":321.27,"body":"1000s of dollars, in some cases,"},{"speaker":"Liam Patterson","startTime":317.64,"endTime":321.27,"body":"an hour, some cases a day, on"},{"speaker":"Liam Patterson","startTime":321.27,"endTime":324.81,"body":"different regions. So we had, we"},{"speaker":"Liam Patterson","startTime":321.27,"endTime":324.81,"body":"had so many products that it was"},{"speaker":"Liam Patterson","startTime":324.81,"endTime":328.41,"body":"really a challenge, and one that"},{"speaker":"Liam Patterson","startTime":324.81,"endTime":328.41,"body":"we kind of leaned into, because"},{"speaker":"Liam Patterson","startTime":328.41,"endTime":332.25,"body":"we had to because it became such"},{"speaker":"Liam Patterson","startTime":328.41,"endTime":332.25,"body":"a dominant channel for us. And"},{"speaker":"Liam Patterson","startTime":332.28,"endTime":336.66,"body":"we ended up myself and my co"},{"speaker":"Liam Patterson","startTime":332.28,"endTime":336.66,"body":"founder has a PhD in MAFFS."},{"speaker":"Liam Patterson","startTime":336.81,"endTime":340.53,"body":"Very, very smart team and the"},{"speaker":"Liam Patterson","startTime":336.81,"endTime":340.53,"body":"engineers around us, we've"},{"speaker":"Liam Patterson","startTime":340.53,"endTime":342.81,"body":"always had that software"},{"speaker":"Liam Patterson","startTime":340.53,"endTime":342.81,"body":"approach rather than a"},{"speaker":"Liam Patterson","startTime":342.81,"endTime":345.03,"body":"traditional ecommerce approach."},{"speaker":"Liam Patterson","startTime":342.81,"endTime":345.03,"body":"You know, we didn't have any"},{"speaker":"Liam Patterson","startTime":345.21,"endTime":347.7,"body":"warehousing, we didn't have any"},{"speaker":"Liam Patterson","startTime":345.21,"endTime":347.7,"body":"of that side of it. We're always"},{"speaker":"Liam Patterson","startTime":347.7,"endTime":350.61,"body":"on the demand generation piece,"},{"speaker":"Liam Patterson","startTime":347.7,"endTime":350.61,"body":"whether that was demand"},{"speaker":"Liam Patterson","startTime":350.61,"endTime":353.22,"body":"generation of artists and"},{"speaker":"Liam Patterson","startTime":350.61,"endTime":353.22,"body":"illustrators, or is demand"},{"speaker":"Liam Patterson","startTime":353.22,"endTime":356.73,"body":"generation of selling their"},{"speaker":"Liam Patterson","startTime":353.22,"endTime":356.73,"body":"products. And we built our own e"},{"speaker":"Liam Patterson","startTime":356.73,"endTime":359.94,"body":"commerce technology to do that."},{"speaker":"Liam Patterson","startTime":356.73,"endTime":359.94,"body":"So first of all, we trialed"},{"speaker":"Liam Patterson","startTime":359.94,"endTime":362.55,"body":"everything on the market. There"},{"speaker":"Liam Patterson","startTime":359.94,"endTime":362.55,"body":"was some great stuff out there."},{"speaker":"Liam Patterson","startTime":363.0,"endTime":365.43,"body":"But it always has a few"},{"speaker":"Liam Patterson","startTime":363.0,"endTime":365.43,"body":"limitations that were"},{"speaker":"Liam Patterson","startTime":365.43,"endTime":368.61,"body":"frustrating or didn't quite work"},{"speaker":"Liam Patterson","startTime":365.43,"endTime":368.61,"body":"with such a big catalog of"},{"speaker":"Liam Patterson","startTime":368.61,"endTime":371.22,"body":"products and our use case. So we"},{"speaker":"Liam Patterson","startTime":368.61,"endTime":371.22,"body":"started developing our own"},{"speaker":"Liam Patterson","startTime":371.22,"endTime":374.52,"body":"technology. And it was really,"},{"speaker":"Liam Patterson","startTime":371.22,"endTime":374.52,"body":"you know, we're going back back"},{"speaker":"Liam Patterson","startTime":374.52,"endTime":377.55,"body":"maybe five, six years now. And"},{"speaker":"Liam Patterson","startTime":374.52,"endTime":377.55,"body":"our own investors that we had"},{"speaker":"Liam Patterson","startTime":377.55,"endTime":380.01,"body":"some angel investors in the"},{"speaker":"Liam Patterson","startTime":377.55,"endTime":380.01,"body":"business, some pretty big names."},{"speaker":"Liam Patterson","startTime":380.01,"endTime":383.52,"body":"So Marissa Mayer, the co founder"},{"speaker":"Liam Patterson","startTime":380.01,"endTime":383.52,"body":"of booking.com. And Chris"},{"speaker":"Liam Patterson","startTime":383.52,"endTime":387.0,"body":"forest, who was on the board of"},{"speaker":"Liam Patterson","startTime":383.52,"endTime":387.0,"body":"net a porter. They both kind of"},{"speaker":"Liam Patterson","startTime":387.0,"endTime":389.52,"body":"said, Look, can we use this"},{"speaker":"Liam Patterson","startTime":387.0,"endTime":389.52,"body":"technology on our portfolio of"},{"speaker":"Liam Patterson","startTime":389.52,"endTime":392.61,"body":"brands and investments that"},{"speaker":"Liam Patterson","startTime":389.52,"endTime":392.61,"body":"we've made? And we're really"},{"speaker":"Liam Patterson","startTime":392.61,"endTime":396.27,"body":"kind of no way and it's not, you"},{"speaker":"Liam Patterson","startTime":392.61,"endTime":396.27,"body":"know, we've never done client"},{"speaker":"Liam Patterson","startTime":396.27,"endTime":399.33,"body":"side servicing. We've never"},{"speaker":"Liam Patterson","startTime":396.27,"endTime":399.33,"body":"built even a software business."},{"speaker":"Liam Patterson","startTime":399.33,"endTime":402.27,"body":"We've done ecommerce tech for"},{"speaker":"Liam Patterson","startTime":399.33,"endTime":402.27,"body":"our own use case. And"},{"speaker":"Liam Patterson","startTime":402.27,"endTime":404.55,"body":"eventually, we gave in and we"},{"speaker":"Liam Patterson","startTime":402.27,"endTime":404.55,"body":"said, Okay, well, we'll we'll"},{"speaker":"Liam Patterson","startTime":404.55,"endTime":408.36,"body":"try it pretty pretty. With low"},{"speaker":"Liam Patterson","startTime":404.55,"endTime":408.36,"body":"expectations being it probably"},{"speaker":"Liam Patterson","startTime":408.36,"endTime":410.91,"body":"wouldn't really move the dial"},{"speaker":"Liam Patterson","startTime":408.36,"endTime":410.91,"body":"thing we were very unique use"},{"speaker":"Liam Patterson","startTime":410.91,"endTime":414.06,"body":"case in E commerce with so many"},{"speaker":"Liam Patterson","startTime":410.91,"endTime":414.06,"body":"products and so much demand from"},{"speaker":"Liam Patterson","startTime":414.24,"endTime":418.05,"body":"from Google search. And we just"},{"speaker":"Liam Patterson","startTime":414.24,"endTime":418.05,"body":"saw this hike this rockets that"},{"speaker":"Liam Patterson","startTime":418.08,"endTime":421.05,"body":"you know, of acceleration for"},{"speaker":"Liam Patterson","startTime":418.08,"endTime":421.05,"body":"the brands we worked with stitch"},{"speaker":"Liam Patterson","startTime":421.05,"endTime":424.47,"body":"and story was our first client"},{"speaker":"Liam Patterson","startTime":421.05,"endTime":424.47,"body":"still a client today, and many"},{"speaker":"Liam Patterson","startTime":424.47,"endTime":427.77,"body":"other brands as well. And that"},{"speaker":"Liam Patterson","startTime":424.47,"endTime":427.77,"body":"was about four or five years ago"},{"speaker":"Liam Patterson","startTime":427.77,"endTime":431.49,"body":"now. And fast forward, you know,"},{"speaker":"Liam Patterson","startTime":427.77,"endTime":431.49,"body":"four years, we've continued"},{"speaker":"Liam Patterson","startTime":431.49,"endTime":433.35,"body":"investing in that product"},{"speaker":"Liam Patterson","startTime":431.49,"endTime":433.35,"body":"actually became the core"},{"speaker":"Liam Patterson","startTime":433.35,"endTime":437.1,"body":"business about about nine months"},{"speaker":"Liam Patterson","startTime":433.35,"endTime":437.1,"body":"later, we made that switch of,"},{"speaker":"Liam Patterson","startTime":437.64,"endTime":440.94,"body":"of turning off that, that"},{"speaker":"Liam Patterson","startTime":437.64,"endTime":440.94,"body":"ecommerce business and instead"},{"speaker":"Liam Patterson","startTime":440.97,"endTime":444.57,"body":"putting all our focus into the"},{"speaker":"Liam Patterson","startTime":440.97,"endTime":444.57,"body":"SAS business, which was there,"},{"speaker":"Liam Patterson","startTime":444.72,"endTime":448.68,"body":"the marketing technology for"},{"speaker":"Liam Patterson","startTime":444.72,"endTime":448.68,"body":"Google Shopping, and and today,"},{"speaker":"Liam Patterson","startTime":448.68,"endTime":452.1,"body":"we're working with over 200"},{"speaker":"Liam Patterson","startTime":448.68,"endTime":452.1,"body":"ecommerce brands all around the"},{"speaker":"Liam Patterson","startTime":452.1,"endTime":455.49,"body":"world, some some really big"},{"speaker":"Liam Patterson","startTime":452.1,"endTime":455.49,"body":"names and recognizable brands,"},{"speaker":"Liam Patterson","startTime":455.58,"endTime":458.7,"body":"as well as you know, startups"},{"speaker":"Liam Patterson","startTime":455.58,"endTime":458.7,"body":"and scale ups that just had"},{"speaker":"Liam Patterson","startTime":458.7,"endTime":460.89,"body":"their first rounds of"},{"speaker":"Liam Patterson","startTime":458.7,"endTime":460.89,"body":"investment. And we're looking to"},{"speaker":"Liam Patterson","startTime":460.89,"endTime":463.77,"body":"grow smarter and grow more"},{"speaker":"Liam Patterson","startTime":460.89,"endTime":463.77,"body":"efficient. So yeah, that's I"},{"speaker":"Liam Patterson","startTime":463.77,"endTime":467.31,"body":"guess we yeah, we scratch our"},{"speaker":"Liam Patterson","startTime":463.77,"endTime":467.31,"body":"own itch. And yeah, created"},{"speaker":"Liam Patterson","startTime":467.31,"endTime":469.83,"body":"something just for ourselves"},{"speaker":"Liam Patterson","startTime":467.31,"endTime":469.83,"body":"then actually had a broader"},{"speaker":"Liam Patterson","startTime":469.83,"endTime":472.8,"body":"appeal or more of a mass appeal"},{"speaker":"Liam Patterson","startTime":469.83,"endTime":472.8,"body":"than we expected."},{"speaker":"Matt Wolach","startTime":473.52,"endTime":475.8,"body":"That's so awesome."},{"speaker":"Matt Wolach","startTime":473.52,"endTime":475.8,"body":"I love those stories where you"},{"speaker":"Matt Wolach","startTime":475.8,"endTime":478.35,"body":"were just solving a need, and it"},{"speaker":"Matt Wolach","startTime":475.8,"endTime":478.35,"body":"was your own need, you had a"},{"speaker":"Matt Wolach","startTime":478.35,"endTime":482.16,"body":"problem, you went out and solved"},{"speaker":"Matt Wolach","startTime":478.35,"endTime":482.16,"body":"it in a great way that you"},{"speaker":"Matt Wolach","startTime":482.16,"endTime":484.41,"body":"realize other people could solve"},{"speaker":"Matt Wolach","startTime":482.16,"endTime":484.41,"body":"this as well, I think that's so"},{"speaker":"Matt Wolach","startTime":484.41,"endTime":487.35,"body":"fantastic. I actually have been"},{"speaker":"Matt Wolach","startTime":484.41,"endTime":487.35,"body":"a part of a system that did the"},{"speaker":"Matt Wolach","startTime":487.35,"endTime":490.74,"body":"exact same thing. That's how we"},{"speaker":"Matt Wolach","startTime":487.35,"endTime":490.74,"body":"started. But I want to ask you,"},{"speaker":"Matt Wolach","startTime":490.74,"endTime":494.31,"body":"so in those early days, once you"},{"speaker":"Matt Wolach","startTime":490.74,"endTime":494.31,"body":"got it started, once you"},{"speaker":"Matt Wolach","startTime":494.31,"endTime":497.25,"body":"realize, okay, we're going to"},{"speaker":"Matt Wolach","startTime":494.31,"endTime":497.25,"body":"market this to others. How did"},{"speaker":"Matt Wolach","startTime":497.25,"endTime":501.96,"body":"you do it? Like how, how did you"},{"speaker":"Matt Wolach","startTime":497.25,"endTime":501.96,"body":"get past the the worry that"},{"speaker":"Matt Wolach","startTime":501.96,"endTime":505.53,"body":"maybe a buyer might have that"},{"speaker":"Matt Wolach","startTime":501.96,"endTime":505.53,"body":"you're brand new? How did you"},{"speaker":"Matt Wolach","startTime":505.53,"endTime":507.84,"body":"convince somebody and get them"},{"speaker":"Matt Wolach","startTime":505.53,"endTime":507.84,"body":"to trust that it's going to work"},{"speaker":"Matt Wolach","startTime":507.84,"endTime":508.29,"body":"for them?"},{"speaker":"Liam Patterson","startTime":508.8,"endTime":510.66,"body":"Yeah, I'd say"},{"speaker":"Liam Patterson","startTime":508.8,"endTime":510.66,"body":"I'd say we're really naive when"},{"speaker":"Liam Patterson","startTime":510.66,"endTime":513.63,"body":"we set out, you know, we just"},{"speaker":"Liam Patterson","startTime":510.66,"endTime":513.63,"body":"had this technology, it was kind"},{"speaker":"Liam Patterson","startTime":513.63,"endTime":517.38,"body":"of by accident. So you know, the"},{"speaker":"Liam Patterson","startTime":513.63,"endTime":517.38,"body":"first say, eight clients, we're"},{"speaker":"Liam Patterson","startTime":517.38,"endTime":520.65,"body":"referrals. So we start from,"},{"speaker":"Liam Patterson","startTime":517.38,"endTime":520.65,"body":"from our own angel investors,"},{"speaker":"Liam Patterson","startTime":521.43,"endTime":523.95,"body":"almost by accident, you know, we"},{"speaker":"Liam Patterson","startTime":521.43,"endTime":523.95,"body":"didn't intend to do this before,"},{"speaker":"Liam Patterson","startTime":523.95,"endTime":526.41,"body":"right? We'll just, you know,"},{"speaker":"Liam Patterson","startTime":523.95,"endTime":526.41,"body":"help them out. And you know, and"},{"speaker":"Liam Patterson","startTime":526.41,"endTime":528.81,"body":"do this. And then so we started"},{"speaker":"Liam Patterson","startTime":526.41,"endTime":528.81,"body":"to get our first ones get big"},{"speaker":"Liam Patterson","startTime":528.81,"endTime":531.54,"body":"success from them. They were"},{"speaker":"Liam Patterson","startTime":528.81,"endTime":531.54,"body":"connected to people, they have"},{"speaker":"Liam Patterson","startTime":531.54,"endTime":534.87,"body":"their own, you know, angel"},{"speaker":"Liam Patterson","startTime":531.54,"endTime":534.87,"body":"investors in their business. And"},{"speaker":"Liam Patterson","startTime":534.87,"endTime":537.84,"body":"they were kind of in the London"},{"speaker":"Liam Patterson","startTime":534.87,"endTime":537.84,"body":"tech scene. And that that kind"},{"speaker":"Liam Patterson","startTime":537.84,"endTime":540.51,"body":"of led to more and more so I'd"},{"speaker":"Liam Patterson","startTime":537.84,"endTime":540.51,"body":"say probably the first six or"},{"speaker":"Liam Patterson","startTime":540.51,"endTime":543.87,"body":"seven customers where we're"},{"speaker":"Liam Patterson","startTime":540.51,"endTime":543.87,"body":"referrals from those from those"},{"speaker":"Liam Patterson","startTime":543.87,"endTime":547.29,"body":"first initial ones or from our,"},{"speaker":"Liam Patterson","startTime":543.87,"endTime":547.29,"body":"our investors, our angel"},{"speaker":"Liam Patterson","startTime":547.29,"endTime":551.31,"body":"investors as well. So that's"},{"speaker":"Liam Patterson","startTime":547.29,"endTime":551.31,"body":"kind of the very beginning. And"},{"speaker":"Liam Patterson","startTime":551.31,"endTime":554.28,"body":"then I think the almost a growth"},{"speaker":"Liam Patterson","startTime":551.31,"endTime":554.28,"body":"hack, or there wasn't even"},{"speaker":"Liam Patterson","startTime":554.28,"endTime":557.34,"body":"intentional growth hack was"},{"speaker":"Liam Patterson","startTime":554.28,"endTime":557.34,"body":"just, we just lean in with our"},{"speaker":"Liam Patterson","startTime":557.34,"endTime":559.92,"body":"customers. So, you know, from"},{"speaker":"Liam Patterson","startTime":557.34,"endTime":559.92,"body":"day one, we'd be totally"},{"speaker":"Liam Patterson","startTime":559.92,"endTime":562.56,"body":"transparent about the case"},{"speaker":"Liam Patterson","startTime":559.92,"endTime":562.56,"body":"studies. You know, a lot of"},{"speaker":"Liam Patterson","startTime":562.56,"endTime":565.59,"body":"brands, a lot of people in our"},{"speaker":"Liam Patterson","startTime":562.56,"endTime":565.59,"body":"space, say we work with an"},{"speaker":"Liam Patterson","startTime":565.59,"endTime":568.98,"body":"online retailer who sells"},{"speaker":"Liam Patterson","startTime":565.59,"endTime":568.98,"body":"fashion, you know, like there's"},{"speaker":"Liam Patterson","startTime":568.98,"endTime":571.38,"body":"no detail there. There's no"},{"speaker":"Liam Patterson","startTime":568.98,"endTime":571.38,"body":"description that was always a"},{"speaker":"Liam Patterson","startTime":571.38,"endTime":574.35,"body":"bit of a bugbear for me as when"},{"speaker":"Liam Patterson","startTime":571.38,"endTime":574.35,"body":"I was running my ecommerce"},{"speaker":"Liam Patterson","startTime":574.35,"endTime":577.29,"body":"businesses, which was like, why"},{"speaker":"Liam Patterson","startTime":574.35,"endTime":577.29,"body":"not be transparent? Why not tell"},{"speaker":"Liam Patterson","startTime":577.29,"endTime":580.17,"body":"us that? You know, and I'm still"},{"speaker":"Liam Patterson","startTime":577.29,"endTime":580.17,"body":"not sure why people do that."},{"speaker":"Liam Patterson","startTime":580.17,"endTime":582.48,"body":"Maybe it's fear that that you"},{"speaker":"Liam Patterson","startTime":580.17,"endTime":582.48,"body":"know, people are going to steal"},{"speaker":"Liam Patterson","startTime":582.48,"endTime":585.12,"body":"their customers from them or I"},{"speaker":"Liam Patterson","startTime":582.48,"endTime":585.12,"body":"don't know why but I think we"},{"speaker":"Liam Patterson","startTime":585.12,"endTime":587.49,"body":"just learnt anyway, it's like,"},{"speaker":"Liam Patterson","startTime":585.12,"endTime":587.49,"body":"right, well, we've got great"},{"speaker":"Liam Patterson","startTime":587.49,"endTime":590.37,"body":"success. We've got happy"},{"speaker":"Liam Patterson","startTime":587.49,"endTime":590.37,"body":"customers. Let's just lead with"},{"speaker":"Liam Patterson","startTime":590.37,"endTime":593.28,"body":"that. So we just lead with case"},{"speaker":"Liam Patterson","startTime":590.37,"endTime":593.28,"body":"study. So And today we've got"},{"speaker":"Liam Patterson","startTime":593.28,"endTime":597.81,"body":"over over 50 case studies, all"},{"speaker":"Liam Patterson","startTime":593.28,"endTime":597.81,"body":"of the URL or with the the"},{"speaker":"Liam Patterson","startTime":597.81,"endTime":601.53,"body":"business name all of their"},{"speaker":"Liam Patterson","startTime":597.81,"endTime":601.53,"body":"month. per month or year on year"},{"speaker":"Liam Patterson","startTime":601.53,"endTime":604.2,"body":"or, you know, quarter over"},{"speaker":"Liam Patterson","startTime":601.53,"endTime":604.2,"body":"quarter, whatever that time"},{"speaker":"Liam Patterson","startTime":604.2,"endTime":606.6,"body":"period is that that that"},{"speaker":"Liam Patterson","startTime":604.2,"endTime":606.6,"body":"improvement has been achieved,"},{"speaker":"Liam Patterson","startTime":606.72,"endTime":609.51,"body":"what the exact metrics are, of"},{"speaker":"Liam Patterson","startTime":606.72,"endTime":609.51,"body":"course, we can't talk in terms"},{"speaker":"Liam Patterson","startTime":609.51,"endTime":613.35,"body":"of pounds and pence or dollars"},{"speaker":"Liam Patterson","startTime":609.51,"endTime":613.35,"body":"and cents. But what we can do is"},{"speaker":"Liam Patterson","startTime":613.35,"endTime":616.68,"body":"show percentage growth of"},{"speaker":"Liam Patterson","startTime":613.35,"endTime":616.68,"body":"revenue of reduction of costs."},{"speaker":"Liam Patterson","startTime":616.89,"endTime":620.28,"body":"And also we get quotes from"},{"speaker":"Liam Patterson","startTime":616.89,"endTime":620.28,"body":"their, their ecommerce managers"},{"speaker":"Liam Patterson","startTime":620.28,"endTime":623.82,"body":"or the people we're directly"},{"speaker":"Liam Patterson","startTime":620.28,"endTime":623.82,"body":"liaising with, and their name"},{"speaker":"Liam Patterson","startTime":623.82,"endTime":627.33,"body":"and their quote on there. So"},{"speaker":"Liam Patterson","startTime":623.82,"endTime":627.33,"body":"it's like 100%, transparency."},{"speaker":"Liam Patterson","startTime":627.66,"endTime":630.42,"body":"And but even taking it a step"},{"speaker":"Liam Patterson","startTime":627.66,"endTime":630.42,"body":"further is, you know, when we go"},{"speaker":"Liam Patterson","startTime":630.42,"endTime":633.75,"body":"to events and trade shows, which"},{"speaker":"Liam Patterson","startTime":630.42,"endTime":633.75,"body":"are a pretty important part of"},{"speaker":"Liam Patterson","startTime":633.75,"endTime":636.69,"body":"our of our go to market,"},{"speaker":"Liam Patterson","startTime":633.75,"endTime":636.69,"body":"particularly in the US, we were"},{"speaker":"Liam Patterson","startTime":636.69,"endTime":639.72,"body":"very present a lot of the big E"},{"speaker":"Liam Patterson","startTime":636.69,"endTime":639.72,"body":"commerce, trade shows and events"},{"speaker":"Liam Patterson","startTime":639.72,"endTime":644.52,"body":"like shoptalk and etail, West"},{"speaker":"Liam Patterson","startTime":639.72,"endTime":644.52,"body":"and others, Chicago, in Chicago,"},{"speaker":"Liam Patterson","startTime":644.52,"endTime":648.57,"body":"RX, IRC and so on. 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And, you know, part of it's"},{"speaker":"Liam Patterson","startTime":648.57,"endTime":651.09,"body":"just the fun, you know, we've"},{"speaker":"Liam Patterson","startTime":651.09,"endTime":654.21,"body":"tried to put on panels with our"},{"speaker":"Liam Patterson","startTime":651.09,"endTime":654.21,"body":"clients, and just let them do"},{"speaker":"Liam Patterson","startTime":654.21,"endTime":657.12,"body":"their do the talking and do the"},{"speaker":"Liam Patterson","startTime":654.21,"endTime":657.12,"body":"selling because, again, I just"},{"speaker":"Liam Patterson","startTime":657.15,"endTime":660.48,"body":"maybe it's naivety, but putting"},{"speaker":"Liam Patterson","startTime":657.15,"endTime":660.48,"body":"having been in the shoes of a"},{"speaker":"Liam Patterson","startTime":660.48,"endTime":663.39,"body":"buyer who's making that"},{"speaker":"Liam Patterson","startTime":660.48,"endTime":663.39,"body":"purchase, it's like, it's just"},{"speaker":"Liam Patterson","startTime":663.39,"endTime":665.91,"body":"inundated with people telling"},{"speaker":"Liam Patterson","startTime":663.39,"endTime":665.91,"body":"you, you know, we can help you,"},{"speaker":"Liam Patterson","startTime":665.91,"endTime":668.73,"body":"we can help you. 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And"},{"speaker":"Matt Wolach","startTime":691.59,"endTime":695.25,"body":"it's so important, because as"},{"speaker":"Matt Wolach","startTime":695.25,"endTime":698.37,"body":"much as you can identify a"},{"speaker":"Matt Wolach","startTime":695.25,"endTime":698.37,"body":"problem as much as you can"},{"speaker":"Matt Wolach","startTime":698.37,"endTime":701.58,"body":"convince the buyer that they"},{"speaker":"Matt Wolach","startTime":698.37,"endTime":701.58,"body":"have a problem, they need to"},{"speaker":"Matt Wolach","startTime":701.58,"endTime":704.46,"body":"trust that you can solve it,"},{"speaker":"Matt Wolach","startTime":701.58,"endTime":704.46,"body":"they need to trust that your"},{"speaker":"Matt Wolach","startTime":704.46,"endTime":709.35,"body":"system is going to be the answer"},{"speaker":"Matt Wolach","startTime":704.46,"endTime":709.35,"body":"and the fact that you understand"},{"speaker":"Matt Wolach","startTime":709.35,"endTime":712.29,"body":"that so well. Liam is just"},{"speaker":"Matt Wolach","startTime":709.35,"endTime":712.29,"body":"beautiful, because you're now"},{"speaker":"Matt Wolach","startTime":712.29,"endTime":715.2,"body":"putting these stories front and"},{"speaker":"Matt Wolach","startTime":712.29,"endTime":715.2,"body":"center. And and you're"},{"speaker":"Matt Wolach","startTime":715.2,"endTime":720.81,"body":"absolutely right, the old way of"},{"speaker":"Matt Wolach","startTime":715.2,"endTime":720.81,"body":"doing things was you can't show"},{"speaker":"Matt Wolach","startTime":720.81,"endTime":723.12,"body":"who your customers are, you"},{"speaker":"Matt Wolach","startTime":720.81,"endTime":723.12,"body":"can't, you can't put your"},{"speaker":"Matt Wolach","startTime":723.12,"endTime":726.57,"body":"customer list out there. And I"},{"speaker":"Matt Wolach","startTime":723.12,"endTime":726.57,"body":"was taught that in my early"},{"speaker":"Matt Wolach","startTime":726.57,"endTime":730.47,"body":"days, like you can never don't"},{"speaker":"Matt Wolach","startTime":726.57,"endTime":730.47,"body":"do that. But actually, guess"},{"speaker":"Matt Wolach","startTime":730.47,"endTime":734.22,"body":"what your competitors, they're"},{"speaker":"Matt Wolach","startTime":730.47,"endTime":734.22,"body":"not going to work hard enough to"},{"speaker":"Matt Wolach","startTime":734.22,"endTime":736.14,"body":"go find those and go through"},{"speaker":"Matt Wolach","startTime":734.22,"endTime":736.14,"body":"everybody. And even if they do,"},{"speaker":"Matt Wolach","startTime":736.14,"endTime":738.69,"body":"if you have such great results,"},{"speaker":"Matt Wolach","startTime":736.14,"endTime":738.69,"body":"they're not going to want to"},{"speaker":"Matt Wolach","startTime":738.69,"endTime":741.72,"body":"leave. So your clients aren't"},{"speaker":"Matt Wolach","startTime":738.69,"endTime":741.72,"body":"gonna want to leave anyway. So"},{"speaker":"Matt Wolach","startTime":741.72,"endTime":744.69,"body":"don't even worry about it."},{"speaker":"Matt Wolach","startTime":741.72,"endTime":744.69,"body":"Because you're literally I was"},{"speaker":"Matt Wolach","startTime":744.69,"endTime":747.75,"body":"told like, don't make sure that"},{"speaker":"Matt Wolach","startTime":744.69,"endTime":747.75,"body":"you don't post anything about"},{"speaker":"Matt Wolach","startTime":747.75,"endTime":750.51,"body":"who are our customers are"},{"speaker":"Matt Wolach","startTime":747.75,"endTime":750.51,"body":"because want anybody to steal"},{"speaker":"Matt Wolach","startTime":750.51,"endTime":753.66,"body":"them. But it's actually the"},{"speaker":"Matt Wolach","startTime":750.51,"endTime":753.66,"body":"opposite that works. When you"},{"speaker":"Matt Wolach","startTime":753.66,"endTime":756.84,"body":"put it out there and put these"},{"speaker":"Matt Wolach","startTime":753.66,"endTime":756.84,"body":"stories of success, you get so"},{"speaker":"Matt Wolach","startTime":756.84,"endTime":760.68,"body":"many more customers. And for"},{"speaker":"Matt Wolach","startTime":756.84,"endTime":760.68,"body":"those of you who know me and"},{"speaker":"Matt Wolach","startTime":760.68,"endTime":764.19,"body":"follow me, you go to Matt"},{"speaker":"Matt Wolach","startTime":760.68,"endTime":764.19,"body":"wolach.com/reviews. And you see"},{"speaker":"Matt Wolach","startTime":764.58,"endTime":769.32,"body":"tons of reviews and"},{"speaker":"Matt Wolach","startTime":764.58,"endTime":769.32,"body":"testimonials. Like just like"},{"speaker":"Matt Wolach","startTime":769.32,"endTime":772.83,"body":"Liam said, he said, 50, we"},{"speaker":"Matt Wolach","startTime":769.32,"endTime":772.83,"body":"probably got 50 some in there, I"},{"speaker":"Matt Wolach","startTime":772.83,"endTime":775.32,"body":"don't know somewhere around"},{"speaker":"Matt Wolach","startTime":772.83,"endTime":775.32,"body":"there. And it's exactly right."},{"speaker":"Matt Wolach","startTime":775.35,"endTime":779.64,"body":"The more you put up there, the"},{"speaker":"Matt Wolach","startTime":775.35,"endTime":779.64,"body":"more you show, this works, and"},{"speaker":"Matt Wolach","startTime":779.64,"endTime":783.87,"body":"that you can prove it and that"},{"speaker":"Matt Wolach","startTime":779.64,"endTime":783.87,"body":"you have a lot of variety in"},{"speaker":"Matt Wolach","startTime":783.87,"endTime":786.72,"body":"terms of the size of companies"},{"speaker":"Matt Wolach","startTime":783.87,"endTime":786.72,"body":"location, what they're doing"},{"speaker":"Matt Wolach","startTime":786.72,"endTime":789.3,"body":"their industry, somebody's going"},{"speaker":"Matt Wolach","startTime":786.72,"endTime":789.3,"body":"to find something that's"},{"speaker":"Matt Wolach","startTime":789.3,"endTime":791.85,"body":"relevant to them, and that"},{"speaker":"Matt Wolach","startTime":789.3,"endTime":791.85,"body":"they're going to be able to"},{"speaker":"Matt Wolach","startTime":791.85,"endTime":796.2,"body":"connect with. And I love. I love"},{"speaker":"Matt Wolach","startTime":791.85,"endTime":796.2,"body":"what you said about and when you"},{"speaker":"Matt Wolach","startTime":796.2,"endTime":799.02,"body":"go to a conference, and you get"},{"speaker":"Matt Wolach","startTime":796.2,"endTime":799.02,"body":"them up on stage, and they're"},{"speaker":"Matt Wolach","startTime":799.02,"endTime":802.53,"body":"actually sharing how much they"},{"speaker":"Matt Wolach","startTime":799.02,"endTime":802.53,"body":"love you and how much they love"},{"speaker":"Matt Wolach","startTime":802.53,"endTime":806.52,"body":"the product. Like what better"},{"speaker":"Matt Wolach","startTime":802.53,"endTime":806.52,"body":"what better sales method could"},{"speaker":"Matt Wolach","startTime":806.52,"endTime":809.55,"body":"you have than a third party"},{"speaker":"Matt Wolach","startTime":806.52,"endTime":809.55,"body":"testimonial like that? We I"},{"speaker":"Matt Wolach","startTime":809.55,"endTime":811.98,"body":"haven't ever been on a panel"},{"speaker":"Matt Wolach","startTime":809.55,"endTime":811.98,"body":"with a prospect or with a"},{"speaker":"Matt Wolach","startTime":811.98,"endTime":816.06,"body":"client. That's amazing. But I"},{"speaker":"Matt Wolach","startTime":811.98,"endTime":816.06,"body":"have had clients at a conference"},{"speaker":"Matt Wolach","startTime":816.09,"endTime":819.54,"body":"at a trade show booth where"},{"speaker":"Matt Wolach","startTime":816.09,"endTime":819.54,"body":"they're kind of just there and"},{"speaker":"Matt Wolach","startTime":819.54,"endTime":821.28,"body":"somebody else is looking at it."},{"speaker":"Matt Wolach","startTime":819.54,"endTime":821.28,"body":"They're like, Oh, yeah, we use"},{"speaker":"Matt Wolach","startTime":821.28,"endTime":823.8,"body":"this. It's amazing. You should"},{"speaker":"Matt Wolach","startTime":821.28,"endTime":823.8,"body":"definitely use it. Like that's,"},{"speaker":"Matt Wolach","startTime":823.83,"endTime":826.23,"body":"that's gold. That's the best I"},{"speaker":"Matt Wolach","startTime":823.83,"endTime":826.23,"body":"love that you guys are doing"},{"speaker":"Matt Wolach","startTime":826.23,"endTime":826.56,"body":"that."},{"speaker":"Liam Patterson","startTime":826.71,"endTime":828.51,"body":"Yeah, yeah, I"},{"speaker":"Liam Patterson","startTime":826.71,"endTime":828.51,"body":"think it was almost by accident."},{"speaker":"Liam Patterson","startTime":828.51,"endTime":830.79,"body":"You know, we just got built"},{"speaker":"Liam Patterson","startTime":828.51,"endTime":830.79,"body":"close relationships with with"},{"speaker":"Liam Patterson","startTime":830.79,"endTime":833.1,"body":"our clients and then it was"},{"speaker":"Liam Patterson","startTime":830.79,"endTime":833.1,"body":"like, Oh, great, you're gonna be"},{"speaker":"Liam Patterson","startTime":833.1,"endTime":835.44,"body":"at that place. Let's let's get"},{"speaker":"Liam Patterson","startTime":833.1,"endTime":835.44,"body":"you you know, let's meet up and"},{"speaker":"Liam Patterson","startTime":835.44,"endTime":838.14,"body":"then Oh, actually, like, you"},{"speaker":"Liam Patterson","startTime":835.44,"endTime":838.14,"body":"know, just kind of snowballs"},{"speaker":"Liam Patterson","startTime":838.14,"endTime":840.57,"body":"right? And then you almost"},{"speaker":"Liam Patterson","startTime":838.14,"endTime":840.57,"body":"getting to two benefits, you're"},{"speaker":"Liam Patterson","startTime":840.57,"endTime":843.27,"body":"building on that relationship,"},{"speaker":"Liam Patterson","startTime":840.57,"endTime":843.27,"body":"you're building on that, you"},{"speaker":"Liam Patterson","startTime":843.27,"endTime":845.37,"body":"know, on that compounding of"},{"speaker":"Liam Patterson","startTime":843.27,"endTime":845.37,"body":"that relationship, and you're"},{"speaker":"Liam Patterson","startTime":845.37,"endTime":848.43,"body":"also getting the story out there"},{"speaker":"Liam Patterson","startTime":845.37,"endTime":848.43,"body":"getting the success out there."},{"speaker":"Liam Patterson","startTime":848.64,"endTime":850.62,"body":"And I think the other thing you"},{"speaker":"Liam Patterson","startTime":848.64,"endTime":850.62,"body":"just mentioned now, which is"},{"speaker":"Liam Patterson","startTime":850.65,"endTime":854.58,"body":"again, part of it is once you've"},{"speaker":"Liam Patterson","startTime":850.65,"endTime":854.58,"body":"got this depth of experience in"},{"speaker":"Liam Patterson","startTime":854.58,"endTime":857.28,"body":"different segments so first of"},{"speaker":"Liam Patterson","startTime":854.58,"endTime":857.28,"body":"all, we're fortunate we're so"},{"speaker":"Liam Patterson","startTime":857.28,"endTime":860.1,"body":"vertical that all we do is"},{"speaker":"Liam Patterson","startTime":857.28,"endTime":860.1,"body":"Google Shopping you know Google"},{"speaker":"Liam Patterson","startTime":860.1,"endTime":862.8,"body":"Shopping ads we're not trying to"},{"speaker":"Liam Patterson","startTime":860.1,"endTime":862.8,"body":"do different channels different"},{"speaker":"Liam Patterson","startTime":862.8,"endTime":865.74,"body":"types of ads different you know,"},{"speaker":"Liam Patterson","startTime":862.8,"endTime":865.74,"body":"when we're masters of one"},{"speaker":"Liam Patterson","startTime":865.74,"endTime":869.16,"body":"vertical so I often say that"},{"speaker":"Liam Patterson","startTime":865.74,"endTime":869.16,"body":"creates cut through and it cuts"},{"speaker":"Liam Patterson","startTime":869.19,"endTime":872.4,"body":"creates cut through and our"},{"speaker":"Liam Patterson","startTime":869.19,"endTime":872.4,"body":"messaging and also very visible"},{"speaker":"Liam Patterson","startTime":872.4,"endTime":875.16,"body":"at trade shows because people"},{"speaker":"Liam Patterson","startTime":872.4,"endTime":875.16,"body":"walk past no interest at all or"},{"speaker":"Liam Patterson","startTime":875.16,"endTime":877.11,"body":"they're like, oh, Google"},{"speaker":"Liam Patterson","startTime":875.16,"endTime":877.11,"body":"Shopping like that's been a"},{"speaker":"Liam Patterson","startTime":877.11,"endTime":879.42,"body":"headache for us. That's been"},{"speaker":"Liam Patterson","startTime":877.11,"endTime":879.42,"body":"really annoying, you know, how"},{"speaker":"Liam Patterson","startTime":879.42,"endTime":881.67,"body":"do you guys do it differently?"},{"speaker":"Liam Patterson","startTime":879.42,"endTime":881.67,"body":"Why why do you do it"},{"speaker":"Liam Patterson","startTime":881.67,"endTime":885.39,"body":"differently? You know, it"},{"speaker":"Liam Patterson","startTime":881.67,"endTime":885.39,"body":"creates a conversation so again,"},{"speaker":"Liam Patterson","startTime":885.39,"endTime":888.33,"body":"it kind of a British term"},{"speaker":"Liam Patterson","startTime":885.39,"endTime":888.33,"body":"Marmite is like kind of a spread"},{"speaker":"Liam Patterson","startTime":888.33,"endTime":890.61,"body":"that some people hate it some"},{"speaker":"Liam Patterson","startTime":888.33,"endTime":890.61,"body":"people love and it's that"},{"speaker":"Liam Patterson","startTime":890.61,"endTime":894.06,"body":"relationship it creates cut"},{"speaker":"Liam Patterson","startTime":890.61,"endTime":894.06,"body":"through that. Again, it's either"},{"speaker":"Liam Patterson","startTime":894.06,"endTime":897.0,"body":"relevant or it's not relevant."},{"speaker":"Liam Patterson","startTime":894.06,"endTime":897.0,"body":"Whereas I see so many companies"},{"speaker":"Liam Patterson","startTime":897.0,"endTime":899.67,"body":"in their marketing messages."},{"speaker":"Liam Patterson","startTime":897.0,"endTime":899.67,"body":"They're trying to appeal so"},{"speaker":"Liam Patterson","startTime":899.67,"endTime":902.7,"body":"broad believe that actually they"},{"speaker":"Liam Patterson","startTime":899.67,"endTime":902.7,"body":"don't, it's not clear from the"},{"speaker":"Liam Patterson","startTime":902.85,"endTime":905.91,"body":"browser from the shopper, who,"},{"speaker":"Liam Patterson","startTime":902.85,"endTime":905.91,"body":"you know, what is this actual"},{"speaker":"Liam Patterson","startTime":905.91,"endTime":908.67,"body":"thing about? Is it you know, is"},{"speaker":"Liam Patterson","startTime":905.91,"endTime":908.67,"body":"it something that I need to pay"},{"speaker":"Liam Patterson","startTime":908.67,"endTime":911.85,"body":"attention to that I'm interested"},{"speaker":"Liam Patterson","startTime":908.67,"endTime":911.85,"body":"in? Or is it not? And then that"},{"speaker":"Liam Patterson","startTime":911.85,"endTime":915.48,"body":"segmentation. So within those"},{"speaker":"Liam Patterson","startTime":911.85,"endTime":915.48,"body":"case studies, we've got, you"},{"speaker":"Liam Patterson","startTime":915.48,"endTime":917.82,"body":"know, all the verticals, they"},{"speaker":"Liam Patterson","startTime":915.48,"endTime":917.82,"body":"can go on their case study"},{"speaker":"Liam Patterson","startTime":917.82,"endTime":920.13,"body":"pages, they can see it like this"},{"speaker":"Liam Patterson","startTime":917.82,"endTime":920.13,"body":"see fashion, let me see health"},{"speaker":"Liam Patterson","startTime":920.13,"endTime":923.61,"body":"and beauty, let me see jewelry,"},{"speaker":"Liam Patterson","startTime":920.13,"endTime":923.61,"body":"let me see the location, you"},{"speaker":"Liam Patterson","startTime":923.61,"endTime":927.03,"body":"know, North America, let me say"},{"speaker":"Liam Patterson","startTime":923.61,"endTime":927.03,"body":"Europe, UK, and also like the"},{"speaker":"Liam Patterson","startTime":927.03,"endTime":930.63,"body":"challenge. So typically,"},{"speaker":"Liam Patterson","startTime":927.03,"endTime":930.63,"body":"ecommerce retailers come to us"},{"speaker":"Liam Patterson","startTime":930.63,"endTime":933.69,"body":"with two challenges. And that's"},{"speaker":"Liam Patterson","startTime":930.63,"endTime":933.69,"body":"either about that they're,"},{"speaker":"Liam Patterson","startTime":933.72,"endTime":937.17,"body":"they're happy with the return on"},{"speaker":"Liam Patterson","startTime":933.72,"endTime":937.17,"body":"investment or the profitability"},{"speaker":"Liam Patterson","startTime":937.32,"endTime":940.17,"body":"of the channel, but it's just"},{"speaker":"Liam Patterson","startTime":937.32,"endTime":940.17,"body":"volume, they just don't seem to"},{"speaker":"Liam Patterson","startTime":940.17,"endTime":942.78,"body":"spend any more money on that"},{"speaker":"Liam Patterson","startTime":940.17,"endTime":942.78,"body":"channel, there's a lot of hit a"},{"speaker":"Liam Patterson","startTime":942.81,"endTime":945.84,"body":"glass ceiling or a roof, and"},{"speaker":"Liam Patterson","startTime":942.81,"endTime":945.84,"body":"they just can't, can't put more"},{"speaker":"Liam Patterson","startTime":945.84,"endTime":949.41,"body":"money in efficiently at that"},{"speaker":"Liam Patterson","startTime":945.84,"endTime":949.41,"body":"same level of profitability. So"},{"speaker":"Liam Patterson","startTime":949.41,"endTime":953.13,"body":"when they hit a growth ceiling,"},{"speaker":"Liam Patterson","startTime":949.41,"endTime":953.13,"body":"and we come in, and we lift that"},{"speaker":"Liam Patterson","startTime":953.13,"endTime":955.8,"body":"ceiling, we get more growth for"},{"speaker":"Liam Patterson","startTime":953.13,"endTime":955.8,"body":"them, they're able to put more"},{"speaker":"Liam Patterson","startTime":955.8,"endTime":958.77,"body":"spending at that same return on"},{"speaker":"Liam Patterson","startTime":955.8,"endTime":958.77,"body":"adspend at that same"},{"speaker":"Liam Patterson","startTime":958.77,"endTime":961.5,"body":"profitability that we're getting"},{"speaker":"Liam Patterson","startTime":958.77,"endTime":961.5,"body":"from that channel, or it's a"},{"speaker":"Liam Patterson","startTime":961.5,"endTime":963.99,"body":"profitability channel, that"},{"speaker":"Liam Patterson","startTime":961.5,"endTime":963.99,"body":"actually that challenge isn't"},{"speaker":"Liam Patterson","startTime":963.99,"endTime":966.96,"body":"profitable, when they factor in"},{"speaker":"Liam Patterson","startTime":963.99,"endTime":966.96,"body":"the return rate when they factor"},{"speaker":"Liam Patterson","startTime":966.96,"endTime":970.92,"body":"in, you know, cancellations when"},{"speaker":"Liam Patterson","startTime":966.96,"endTime":970.92,"body":"they factor in chargebacks. And"},{"speaker":"Liam Patterson","startTime":970.92,"endTime":974.55,"body":"payment fees, and postage and"},{"speaker":"Liam Patterson","startTime":970.92,"endTime":974.55,"body":"shipping fees. Actually, it's"},{"speaker":"Liam Patterson","startTime":974.55,"endTime":977.88,"body":"just not profitable. So then we"},{"speaker":"Liam Patterson","startTime":974.55,"endTime":977.88,"body":"come in, and we improve the"},{"speaker":"Liam Patterson","startTime":977.88,"endTime":981.21,"body":"profitability at the same"},{"speaker":"Liam Patterson","startTime":977.88,"endTime":981.21,"body":"volume. And then we then once"},{"speaker":"Liam Patterson","startTime":981.21,"endTime":983.61,"body":"it's profitable, we can move to"},{"speaker":"Liam Patterson","startTime":981.21,"endTime":983.61,"body":"growth. So again, we're able to"},{"speaker":"Liam Patterson","startTime":983.61,"endTime":988.29,"body":"set so those two use cases of of"},{"speaker":"Liam Patterson","startTime":983.61,"endTime":988.29,"body":"growth or profitability, so it"},{"speaker":"Liam Patterson","startTime":988.29,"endTime":990.63,"body":"allows people to really see"},{"speaker":"Liam Patterson","startTime":988.29,"endTime":990.63,"body":"okay, yeah, these guys have done"},{"speaker":"Liam Patterson","startTime":990.63,"endTime":994.05,"body":"it for for brands similar to me,"},{"speaker":"Liam Patterson","startTime":990.63,"endTime":994.05,"body":"which I feel is become a bit of"},{"speaker":"Liam Patterson","startTime":994.05,"endTime":996.42,"body":"a incessantly a bit of a gimmick"},{"speaker":"Liam Patterson","startTime":994.05,"endTime":996.42,"body":"where they'll say, Oh, we've"},{"speaker":"Liam Patterson","startTime":996.42,"endTime":998.49,"body":"worked with people like you that"},{"speaker":"Liam Patterson","startTime":996.42,"endTime":998.49,"body":"are brilliant, who is it, and"},{"speaker":"Liam Patterson","startTime":998.49,"endTime":1000.83,"body":"it's like, someone totally"},{"speaker":"Liam Patterson","startTime":998.49,"endTime":1000.83,"body":"different, or someone who's"},{"speaker":"Liam Patterson","startTime":1000.95,"endTime":1003.38,"body":"they've sold a totally different"},{"speaker":"Liam Patterson","startTime":1000.95,"endTime":1003.38,"body":"problem for. So again, I think"},{"speaker":"Liam Patterson","startTime":1003.38,"endTime":1006.44,"body":"we're quite fortunate that the"},{"speaker":"Liam Patterson","startTime":1003.38,"endTime":1006.44,"body":"scale, we've got to, and"},{"speaker":"Liam Patterson","startTime":1006.47,"endTime":1009.41,"body":"documenting it and getting the"},{"speaker":"Liam Patterson","startTime":1006.47,"endTime":1009.41,"body":"case studies there, again,"},{"speaker":"Liam Patterson","startTime":1009.44,"endTime":1012.32,"body":"because of those close client"},{"speaker":"Liam Patterson","startTime":1009.44,"endTime":1012.32,"body":"relationships has allowed us to"},{"speaker":"Liam Patterson","startTime":1012.32,"endTime":1015.41,"body":"then have that in our arsenal,"},{"speaker":"Liam Patterson","startTime":1012.32,"endTime":1015.41,"body":"to give that credibility and to"},{"speaker":"Liam Patterson","startTime":1015.41,"endTime":1018.23,"body":"give that cut through in the"},{"speaker":"Liam Patterson","startTime":1015.41,"endTime":1018.23,"body":"messaging that we that we have."},{"speaker":"Matt Wolach","startTime":1019.43,"endTime":1021.44,"body":"It's brilliant. And"},{"speaker":"Matt Wolach","startTime":1019.43,"endTime":1021.44,"body":"it's super important. Because"},{"speaker":"Matt Wolach","startTime":1021.44,"endTime":1024.02,"body":"when people are looking at these"},{"speaker":"Matt Wolach","startTime":1021.44,"endTime":1024.02,"body":"testimonials, they want to find"},{"speaker":"Matt Wolach","startTime":1024.02,"endTime":1027.05,"body":"relevance. And I always tell my"},{"speaker":"Matt Wolach","startTime":1024.02,"endTime":1027.05,"body":"clients, hey, if you're trying"},{"speaker":"Matt Wolach","startTime":1027.05,"endTime":1030.41,"body":"to give a testimony, or tell a"},{"speaker":"Matt Wolach","startTime":1027.05,"endTime":1030.41,"body":"story about a relevant prospect"},{"speaker":"Matt Wolach","startTime":1030.41,"endTime":1033.44,"body":"or customer, and you start"},{"speaker":"Matt Wolach","startTime":1030.41,"endTime":1033.44,"body":"talking about, hey, look at how"},{"speaker":"Matt Wolach","startTime":1033.44,"endTime":1036.32,"body":"we helped Coca Cola, and you're"},{"speaker":"Matt Wolach","startTime":1033.44,"endTime":1036.32,"body":"actually telling it to the mom"},{"speaker":"Matt Wolach","startTime":1036.32,"endTime":1039.05,"body":"and pop down the street, they're"},{"speaker":"Matt Wolach","startTime":1036.32,"endTime":1039.05,"body":"not going to feel that's"},{"speaker":"Matt Wolach","startTime":1039.05,"endTime":1041.12,"body":"relevant, like they're gonna"},{"speaker":"Matt Wolach","startTime":1039.05,"endTime":1041.12,"body":"think that you're too big for"},{"speaker":"Matt Wolach","startTime":1041.12,"endTime":1044.24,"body":"them. And likewise, if you're"},{"speaker":"Matt Wolach","startTime":1041.12,"endTime":1044.24,"body":"talking to Coca Cola, and you"},{"speaker":"Matt Wolach","startTime":1044.24,"endTime":1046.85,"body":"start talking about this tiny"},{"speaker":"Matt Wolach","startTime":1044.24,"endTime":1046.85,"body":"little company, mom and pop that"},{"speaker":"Matt Wolach","startTime":1046.85,"endTime":1049.13,"body":"you worked with, they're going"},{"speaker":"Matt Wolach","startTime":1046.85,"endTime":1049.13,"body":"to feel like you're too small"},{"speaker":"Matt Wolach","startTime":1049.13,"endTime":1051.83,"body":"for them. So you've got to make"},{"speaker":"Matt Wolach","startTime":1049.13,"endTime":1051.83,"body":"it relevant. I love how your"},{"speaker":"Matt Wolach","startTime":1051.83,"endTime":1054.47,"body":"website does that. I love how"},{"speaker":"Matt Wolach","startTime":1051.83,"endTime":1054.47,"body":"you guys have identified how you"},{"speaker":"Matt Wolach","startTime":1054.47,"endTime":1056.3,"body":"can make sure that you're"},{"speaker":"Matt Wolach","startTime":1054.47,"endTime":1056.3,"body":"telling the right stories, that"},{"speaker":"Matt Wolach","startTime":1056.3,"endTime":1058.61,"body":"you're you're relaying the right"},{"speaker":"Matt Wolach","startTime":1056.3,"endTime":1058.61,"body":"information. I think that's"},{"speaker":"Matt Wolach","startTime":1058.64,"endTime":1061.61,"body":"fantastic. It sounds like you"},{"speaker":"Matt Wolach","startTime":1058.64,"endTime":1061.61,"body":"guys have done a lot of things."},{"speaker":"Matt Wolach","startTime":1061.64,"endTime":1065.12,"body":"Great. I want to flip it. What"},{"speaker":"Matt Wolach","startTime":1061.64,"endTime":1065.12,"body":"were some of the things you did"},{"speaker":"Matt Wolach","startTime":1065.12,"endTime":1067.52,"body":"early on that you look back,"},{"speaker":"Matt Wolach","startTime":1065.12,"endTime":1067.52,"body":"you're like, Oh, I wish we"},{"speaker":"Matt Wolach","startTime":1067.52,"endTime":1070.07,"body":"didn't make that mistake. I wish"},{"speaker":"Matt Wolach","startTime":1067.52,"endTime":1070.07,"body":"I wish we didn't do that. What"},{"speaker":"Matt Wolach","startTime":1070.07,"endTime":1070.79,"body":"were some of those things?"},{"speaker":"Liam Patterson","startTime":1071.33,"endTime":1073.61,"body":"Yeah,"},{"speaker":"Liam Patterson","startTime":1071.33,"endTime":1073.61,"body":"definitely. So I think we, we"},{"speaker":"Liam Patterson","startTime":1073.61,"endTime":1076.46,"body":"opened up kind of to too many"},{"speaker":"Liam Patterson","startTime":1073.61,"endTime":1076.46,"body":"businesses. So maybe we were,"},{"speaker":"Liam Patterson","startTime":1077.09,"endTime":1080.3,"body":"you know, we didn't kind of the"},{"speaker":"Liam Patterson","startTime":1077.09,"endTime":1080.3,"body":"core ICP. So ideal customer"},{"speaker":"Liam Patterson","startTime":1080.3,"endTime":1082.88,"body":"profile. Like we didn't"},{"speaker":"Liam Patterson","startTime":1080.3,"endTime":1082.88,"body":"understand the things that we"},{"speaker":"Liam Patterson","startTime":1082.88,"endTime":1086.78,"body":"could control and the things we"},{"speaker":"Liam Patterson","startTime":1082.88,"endTime":1086.78,"body":"couldn't control. And now we've"},{"speaker":"Liam Patterson","startTime":1086.78,"endTime":1089.63,"body":"got a level of maturity that"},{"speaker":"Liam Patterson","startTime":1086.78,"endTime":1089.63,"body":"we've identified those. So we'll"},{"speaker":"Liam Patterson","startTime":1090.14,"endTime":1093.23,"body":"get there kind of crystal clear"},{"speaker":"Liam Patterson","startTime":1090.14,"endTime":1093.23,"body":"example, before we would look at"},{"speaker":"Liam Patterson","startTime":1093.23,"endTime":1095.99,"body":"someone say great, they're on"},{"speaker":"Liam Patterson","startTime":1093.23,"endTime":1095.99,"body":"Google Shopping, their"},{"speaker":"Liam Patterson","startTime":1095.99,"endTime":1099.23,"body":"challenges profitability. So"},{"speaker":"Liam Patterson","startTime":1095.99,"endTime":1099.23,"body":"it's not profitable enough for"},{"speaker":"Liam Patterson","startTime":1099.23,"endTime":1102.89,"body":"them in the historic state that"},{"speaker":"Liam Patterson","startTime":1099.23,"endTime":1102.89,"body":"never been profitable enough."},{"speaker":"Liam Patterson","startTime":1103.13,"endTime":1106.37,"body":"And then we would say great with"},{"speaker":"Liam Patterson","startTime":1103.13,"endTime":1106.37,"body":"our technology, we can make that"},{"speaker":"Liam Patterson","startTime":1106.37,"endTime":1110.03,"body":"more profitable, you know. But"},{"speaker":"Liam Patterson","startTime":1106.37,"endTime":1110.03,"body":"actually, what we wouldn't do is"},{"speaker":"Liam Patterson","startTime":1110.03,"endTime":1113.39,"body":"just take a bit more of a deeper"},{"speaker":"Liam Patterson","startTime":1110.03,"endTime":1113.39,"body":"dive and look at what's the real"},{"speaker":"Liam Patterson","startTime":1113.39,"endTime":1118.01,"body":"cause of this is their challenge"},{"speaker":"Liam Patterson","startTime":1113.39,"endTime":1118.01,"body":"here to do with the the way that"},{"speaker":"Liam Patterson","startTime":1118.01,"endTime":1120.92,"body":"their Google Shopping campaigns"},{"speaker":"Liam Patterson","startTime":1118.01,"endTime":1120.92,"body":"have been structured, the way"},{"speaker":"Liam Patterson","startTime":1120.92,"endTime":1124.34,"body":"the bids that have been applied,"},{"speaker":"Liam Patterson","startTime":1120.92,"endTime":1124.34,"body":"you know, are they over bidding"},{"speaker":"Liam Patterson","startTime":1124.34,"endTime":1127.64,"body":"on some clicks and some search"},{"speaker":"Liam Patterson","startTime":1124.34,"endTime":1127.64,"body":"terms on some products? Which is"},{"speaker":"Liam Patterson","startTime":1127.64,"endTime":1131.48,"body":"where our technology can really"},{"speaker":"Liam Patterson","startTime":1127.64,"endTime":1131.48,"body":"come in and add value? Or is it"},{"speaker":"Liam Patterson","startTime":1131.48,"endTime":1133.55,"body":"something different? Is it"},{"speaker":"Liam Patterson","startTime":1131.48,"endTime":1133.55,"body":"something to do with their"},{"speaker":"Liam Patterson","startTime":1133.55,"endTime":1137.12,"body":"website? Is it you know, is"},{"speaker":"Liam Patterson","startTime":1133.55,"endTime":1137.12,"body":"their website just so slow, that"},{"speaker":"Liam Patterson","startTime":1137.15,"endTime":1140.78,"body":"after we've won a click from"},{"speaker":"Liam Patterson","startTime":1137.15,"endTime":1140.78,"body":"from somebody's typed in the"},{"speaker":"Liam Patterson","startTime":1140.78,"endTime":1144.59,"body":"exact product title, you know,"},{"speaker":"Liam Patterson","startTime":1140.78,"endTime":1144.59,"body":"men's Superboost, running shoe"},{"speaker":"Liam Patterson","startTime":1144.59,"endTime":1149.45,"body":"size, 10, black, under $200, it"},{"speaker":"Liam Patterson","startTime":1144.59,"endTime":1149.45,"body":"is the perfect match from the"},{"speaker":"Liam Patterson","startTime":1149.45,"endTime":1152.48,"body":"perfect customer, they've we've"},{"speaker":"Liam Patterson","startTime":1149.45,"endTime":1152.48,"body":"got the click, that's cost the"},{"speaker":"Liam Patterson","startTime":1152.48,"endTime":1155.51,"body":"customer and out that retail is"},{"speaker":"Liam Patterson","startTime":1152.48,"endTime":1155.51,"body":"paid for that click, it's come"},{"speaker":"Liam Patterson","startTime":1155.51,"endTime":1158.63,"body":"through, and then the website is"},{"speaker":"Liam Patterson","startTime":1155.51,"endTime":1158.63,"body":"taking ages to load, you know,"},{"speaker":"Liam Patterson","startTime":1158.66,"endTime":1161.54,"body":"and then because the website"},{"speaker":"Liam Patterson","startTime":1158.66,"endTime":1161.54,"body":"takes so long, because it's a"},{"speaker":"Liam Patterson","startTime":1161.54,"endTime":1165.53,"body":"very slow website, the customers"},{"speaker":"Liam Patterson","startTime":1161.54,"endTime":1165.53,"body":"are bouncing. So we can only"},{"speaker":"Liam Patterson","startTime":1165.53,"endTime":1168.62,"body":"control one part of the funnel."},{"speaker":"Liam Patterson","startTime":1165.53,"endTime":1168.62,"body":"But actually, there's another"},{"speaker":"Liam Patterson","startTime":1168.62,"endTime":1171.44,"body":"part, which is their website,"},{"speaker":"Liam Patterson","startTime":1168.62,"endTime":1171.44,"body":"which is meaning we're losing,"},{"speaker":"Liam Patterson","startTime":1171.47,"endTime":1173.78,"body":"you know, we're losing"},{"speaker":"Liam Patterson","startTime":1171.47,"endTime":1173.78,"body":"delivering on our on what we've"},{"speaker":"Liam Patterson","startTime":1173.78,"endTime":1176.75,"body":"said we want to do, because"},{"speaker":"Liam Patterson","startTime":1173.78,"endTime":1176.75,"body":"actually, there's another more"},{"speaker":"Liam Patterson","startTime":1176.75,"endTime":1180.35,"body":"fundamental issue that really,"},{"speaker":"Liam Patterson","startTime":1176.75,"endTime":1180.35,"body":"if we'd known that we should"},{"speaker":"Liam Patterson","startTime":1180.35,"endTime":1183.71,"body":"have said, go and fix your site"},{"speaker":"Liam Patterson","startTime":1180.35,"endTime":1183.71,"body":"speed going fix your bounce rate"},{"speaker":"Liam Patterson","startTime":1183.71,"endTime":1186.98,"body":"of your website, and then come"},{"speaker":"Liam Patterson","startTime":1183.71,"endTime":1186.98,"body":"back to us and then we can solve"},{"speaker":"Liam Patterson","startTime":1186.98,"endTime":1189.62,"body":"this problem and really build on"},{"speaker":"Liam Patterson","startTime":1186.98,"endTime":1189.62,"body":"that because actually, there's"},{"speaker":"Liam Patterson","startTime":1189.62,"endTime":1192.32,"body":"another problem that's more"},{"speaker":"Liam Patterson","startTime":1189.62,"endTime":1192.32,"body":"pressing. So I think that was"},{"speaker":"Liam Patterson","startTime":1192.32,"endTime":1194.51,"body":"one of those one of those"},{"speaker":"Liam Patterson","startTime":1192.32,"endTime":1194.51,"body":"learnings. So it was there's"},{"speaker":"Liam Patterson","startTime":1194.51,"endTime":1197.36,"body":"some things that are in our"},{"speaker":"Liam Patterson","startTime":1194.51,"endTime":1197.36,"body":"control. And there's some things"},{"speaker":"Liam Patterson","startTime":1197.36,"endTime":1200.9,"body":"which are out of our control in"},{"speaker":"Liam Patterson","startTime":1197.36,"endTime":1200.9,"body":"the scope of that product and"},{"speaker":"Liam Patterson","startTime":1200.9,"endTime":1204.02,"body":"Google Shopping. So I think"},{"speaker":"Liam Patterson","startTime":1200.9,"endTime":1204.02,"body":"that's definitely been one of"},{"speaker":"Liam Patterson","startTime":1204.02,"endTime":1208.4,"body":"the learnings is, you know, what"},{"speaker":"Liam Patterson","startTime":1204.02,"endTime":1208.4,"body":"being very clear about where is"},{"speaker":"Liam Patterson","startTime":1208.4,"endTime":1211.19,"body":"their pain and actually doing a"},{"speaker":"Liam Patterson","startTime":1208.4,"endTime":1211.19,"body":"bit more upfront, taking a bit"},{"speaker":"Liam Patterson","startTime":1211.19,"endTime":1214.16,"body":"more investment in the sale to"},{"speaker":"Liam Patterson","startTime":1211.19,"endTime":1214.16,"body":"make sure that we do those"},{"speaker":"Liam Patterson","startTime":1214.16,"endTime":1216.59,"body":"checks, you know, we do"},{"speaker":"Liam Patterson","startTime":1214.16,"endTime":1216.59,"body":"effectively in mot nickel, we"},{"speaker":"Liam Patterson","startTime":1216.59,"endTime":1219.68,"body":"call it in the UK, effectively"},{"speaker":"Liam Patterson","startTime":1216.59,"endTime":1219.68,"body":"checking over like a check over"},{"speaker":"Liam Patterson","startTime":1219.68,"endTime":1223.22,"body":"a car and automobile, check that"},{"speaker":"Liam Patterson","startTime":1219.68,"endTime":1223.22,"body":"everything's sorted. And that's"},{"speaker":"Liam Patterson","startTime":1223.22,"endTime":1226.22,"body":"now what we do up front before,"},{"speaker":"Liam Patterson","startTime":1223.22,"endTime":1226.22,"body":"you know, before winning a"},{"speaker":"Liam Patterson","startTime":1226.22,"endTime":1230.03,"body":"client, we actually do this,"},{"speaker":"Liam Patterson","startTime":1226.22,"endTime":1230.03,"body":"this big check on their, on"},{"speaker":"Liam Patterson","startTime":1230.03,"endTime":1232.94,"body":"their their store, and we spot"},{"speaker":"Liam Patterson","startTime":1230.03,"endTime":1232.94,"body":"is there opportunities is it"},{"speaker":"Liam Patterson","startTime":1232.94,"endTime":1235.01,"body":"going to be challenging to"},{"speaker":"Liam Patterson","startTime":1232.94,"endTime":1235.01,"body":"actually work with them and"},{"speaker":"Liam Patterson","startTime":1235.01,"endTime":1237.8,"body":"deliver on what what we're"},{"speaker":"Liam Patterson","startTime":1235.01,"endTime":1237.8,"body":"setting out to do, you know, and"},{"speaker":"Liam Patterson","startTime":1237.8,"endTime":1240.68,"body":"setting out to do with them. So"},{"speaker":"Liam Patterson","startTime":1237.8,"endTime":1240.68,"body":"that's now what we what we do up"},{"speaker":"Liam Patterson","startTime":1240.68,"endTime":1243.95,"body":"front is really invest upfront"},{"speaker":"Liam Patterson","startTime":1240.68,"endTime":1243.95,"body":"in that sales process, so that"},{"speaker":"Liam Patterson","startTime":1243.95,"endTime":1247.04,"body":"we can avoid doing that. Whereas"},{"speaker":"Liam Patterson","startTime":1243.95,"endTime":1247.04,"body":"before, in the early days of the"},{"speaker":"Liam Patterson","startTime":1247.04,"endTime":1250.67,"body":"business, we would get excited,"},{"speaker":"Liam Patterson","startTime":1247.04,"endTime":1250.67,"body":"everything that great, we start"},{"speaker":"Liam Patterson","startTime":1250.67,"endTime":1254.24,"body":"working with them, the weeks and"},{"speaker":"Liam Patterson","startTime":1250.67,"endTime":1254.24,"body":"months would start to go by and"},{"speaker":"Liam Patterson","startTime":1254.24,"endTime":1257.06,"body":"we'd we'd have a small"},{"speaker":"Liam Patterson","startTime":1254.24,"endTime":1257.06,"body":"improvement, we'd make some some"},{"speaker":"Liam Patterson","startTime":1257.06,"endTime":1260.03,"body":"gains. But actually, that was"},{"speaker":"Liam Patterson","startTime":1257.06,"endTime":1260.03,"body":"only the gains we can make here"},{"speaker":"Liam Patterson","startTime":1260.03,"endTime":1262.73,"body":"because it was a bigger problem"},{"speaker":"Liam Patterson","startTime":1260.03,"endTime":1262.73,"body":"that we weren't aware of and"},{"speaker":"Liam Patterson","startTime":1262.73,"endTime":1265.49,"body":"that the client wasn't aware of."},{"speaker":"Liam Patterson","startTime":1262.73,"endTime":1265.49,"body":"And it was out of our scope,"},{"speaker":"Liam Patterson","startTime":1265.49,"endTime":1268.52,"body":"because website design, for"},{"speaker":"Liam Patterson","startTime":1265.49,"endTime":1268.52,"body":"example, and paid speed."},{"speaker":"Matt Wolach","startTime":1269.9,"endTime":1271.34,"body":"Well, it makes"},{"speaker":"Matt Wolach","startTime":1269.9,"endTime":1271.34,"body":"sense. And this is something"},{"speaker":"Matt Wolach","startTime":1271.34,"endTime":1273.38,"body":"that I'm a big believer in is"},{"speaker":"Matt Wolach","startTime":1271.34,"endTime":1273.38,"body":"make sure your work with the"},{"speaker":"Matt Wolach","startTime":1273.38,"endTime":1276.44,"body":"right customers, you said it"},{"speaker":"Matt Wolach","startTime":1273.38,"endTime":1276.44,"body":"before the ICP is critical that"},{"speaker":"Matt Wolach","startTime":1276.44,"endTime":1279.02,"body":"make sure you hit that and it"},{"speaker":"Matt Wolach","startTime":1276.44,"endTime":1279.02,"body":"looks like you guys are doing"},{"speaker":"Matt Wolach","startTime":1279.02,"endTime":1282.98,"body":"some deeper work up front to"},{"speaker":"Matt Wolach","startTime":1279.02,"endTime":1282.98,"body":"understand if they are actually"},{"speaker":"Matt Wolach","startTime":1282.98,"endTime":1285.17,"body":"a fit for you. That's something"},{"speaker":"Matt Wolach","startTime":1282.98,"endTime":1285.17,"body":"I advocate as well, for those of"},{"speaker":"Matt Wolach","startTime":1285.17,"endTime":1287.99,"body":"you who've listened to the show"},{"speaker":"Matt Wolach","startTime":1285.17,"endTime":1287.99,"body":"a long time, you know, we we"},{"speaker":"Matt Wolach","startTime":1287.99,"endTime":1291.77,"body":"call that process discovery and"},{"speaker":"Matt Wolach","startTime":1287.99,"endTime":1291.77,"body":"discovery can be as deep as"},{"speaker":"Matt Wolach","startTime":1291.77,"endTime":1294.17,"body":"going to their site. If you're"},{"speaker":"Matt Wolach","startTime":1291.77,"endTime":1294.17,"body":"working with ecommerce"},{"speaker":"Matt Wolach","startTime":1294.17,"endTime":1296.0,"body":"understanding, what are they"},{"speaker":"Matt Wolach","startTime":1294.17,"endTime":1296.0,"body":"doing? And will it work? And"},{"speaker":"Matt Wolach","startTime":1296.0,"endTime":1298.25,"body":"will our system actually help"},{"speaker":"Matt Wolach","startTime":1296.0,"endTime":1298.25,"body":"them? I'm glad you guys are"},{"speaker":"Matt Wolach","startTime":1298.25,"endTime":1300.95,"body":"doing that Liam and sadly, we're"},{"speaker":"Matt Wolach","startTime":1298.25,"endTime":1300.95,"body":"getting close to the end of our"},{"speaker":"Matt Wolach","startTime":1300.95,"endTime":1304.76,"body":"time here. I want to know, what"},{"speaker":"Matt Wolach","startTime":1300.95,"endTime":1304.76,"body":"advice would you have for new"},{"speaker":"Matt Wolach","startTime":1304.76,"endTime":1307.4,"body":"software founders who are"},{"speaker":"Matt Wolach","startTime":1304.76,"endTime":1307.4,"body":"starting out they've got a great"},{"speaker":"Matt Wolach","startTime":1307.4,"endTime":1310.07,"body":"product, but they want to"},{"speaker":"Matt Wolach","startTime":1307.4,"endTime":1310.07,"body":"understand how can we get to a"},{"speaker":"Matt Wolach","startTime":1310.07,"endTime":1311.96,"body":"point where Liam and Ben Namic"},{"speaker":"Matt Wolach","startTime":1310.07,"endTime":1311.96,"body":"have made?"},{"speaker":"Liam Patterson","startTime":1312.86,"endTime":1316.04,"body":"Yes, I'd say"},{"speaker":"Liam Patterson","startTime":1312.86,"endTime":1316.04,"body":"it's all about all about going"},{"speaker":"Liam Patterson","startTime":1316.04,"endTime":1318.86,"body":"out there being constantly aware"},{"speaker":"Liam Patterson","startTime":1316.04,"endTime":1318.86,"body":"of the feedback, you're getting"},{"speaker":"Liam Patterson","startTime":1319.07,"endTime":1322.1,"body":"listening and trying to adapt as"},{"speaker":"Liam Patterson","startTime":1319.07,"endTime":1322.1,"body":"well. So see what what"},{"speaker":"Liam Patterson","startTime":1322.1,"endTime":1324.59,"body":"challenges are the customers"},{"speaker":"Liam Patterson","startTime":1322.1,"endTime":1324.59,"body":"having? And is that something"},{"speaker":"Liam Patterson","startTime":1324.59,"endTime":1327.92,"body":"you can solve or not solve? So I"},{"speaker":"Liam Patterson","startTime":1324.59,"endTime":1327.92,"body":"guess one of the learnings was,"},{"speaker":"Liam Patterson","startTime":1327.98,"endTime":1330.17,"body":"you know, originally, we were"},{"speaker":"Liam Patterson","startTime":1327.98,"endTime":1330.17,"body":"selling to customers who"},{"speaker":"Liam Patterson","startTime":1330.17,"endTime":1332.63,"body":"weren't, in our ICP, they"},{"speaker":"Liam Patterson","startTime":1330.17,"endTime":1332.63,"body":"weren't our ideal customer"},{"speaker":"Liam Patterson","startTime":1332.63,"endTime":1335.18,"body":"profile, because for example,"},{"speaker":"Liam Patterson","startTime":1332.63,"endTime":1335.18,"body":"their page load was just too"},{"speaker":"Liam Patterson","startTime":1335.18,"endTime":1338.18,"body":"slow. And we should have known"},{"speaker":"Liam Patterson","startTime":1335.18,"endTime":1338.18,"body":"that upfront, or we, you know,"},{"speaker":"Liam Patterson","startTime":1338.18,"endTime":1341.84,"body":"we could have done more work to"},{"speaker":"Liam Patterson","startTime":1338.18,"endTime":1341.84,"body":"solve that. And then we were"},{"speaker":"Liam Patterson","startTime":1341.87,"endTime":1345.53,"body":"turning away customers who had"},{"speaker":"Liam Patterson","startTime":1341.87,"endTime":1345.53,"body":"to slow websites, we couldn't"},{"speaker":"Liam Patterson","startTime":1345.53,"endTime":1347.87,"body":"work with them. And obviously,"},{"speaker":"Liam Patterson","startTime":1345.53,"endTime":1347.87,"body":"that's really frustrating for a"},{"speaker":"Liam Patterson","startTime":1347.87,"endTime":1350.87,"body":"sales team for a business for"},{"speaker":"Liam Patterson","startTime":1347.87,"endTime":1350.87,"body":"marketing. We've had someone"},{"speaker":"Liam Patterson","startTime":1350.87,"endTime":1353.66,"body":"that looks like a perfect fit."},{"speaker":"Liam Patterson","startTime":1350.87,"endTime":1353.66,"body":"And then we're not working with"},{"speaker":"Liam Patterson","startTime":1353.66,"endTime":1356.36,"body":"them. But actually this these"},{"speaker":"Liam Patterson","startTime":1353.66,"endTime":1356.36,"body":"challenges, these things that"},{"speaker":"Liam Patterson","startTime":1356.36,"endTime":1359.18,"body":"can be really painful, not"},{"speaker":"Liam Patterson","startTime":1356.36,"endTime":1359.18,"body":"winning that business can also"},{"speaker":"Liam Patterson","startTime":1359.18,"endTime":1361.73,"body":"inspire new products. So we've"},{"speaker":"Liam Patterson","startTime":1359.18,"endTime":1361.73,"body":"now got a new product, which"},{"speaker":"Liam Patterson","startTime":1361.73,"endTime":1364.46,"body":"we're just bringing to market,"},{"speaker":"Liam Patterson","startTime":1361.73,"endTime":1364.46,"body":"which is a landing page product."},{"speaker":"Liam Patterson","startTime":1364.46,"endTime":1367.25,"body":"So it's built just for Google"},{"speaker":"Liam Patterson","startTime":1364.46,"endTime":1367.25,"body":"Shopping. So it's effectively a"},{"speaker":"Liam Patterson","startTime":1367.25,"endTime":1371.6,"body":"headless landing page, just only"},{"speaker":"Liam Patterson","startTime":1367.25,"endTime":1371.6,"body":"accessible from clicking on a"},{"speaker":"Liam Patterson","startTime":1371.6,"endTime":1374.63,"body":"Google Shopping ad. So you click"},{"speaker":"Liam Patterson","startTime":1371.6,"endTime":1374.63,"body":"on the ad, it loads a unique"},{"speaker":"Liam Patterson","startTime":1374.66,"endTime":1377.63,"body":"headless page, which has all"},{"speaker":"Liam Patterson","startTime":1374.66,"endTime":1377.63,"body":"their product information, their"},{"speaker":"Liam Patterson","startTime":1377.66,"endTime":1380.75,"body":"images, descriptions, their"},{"speaker":"Liam Patterson","startTime":1377.66,"endTime":1380.75,"body":"price, their checkout button"},{"speaker":"Liam Patterson","startTime":1380.75,"endTime":1384.41,"body":"integrated into Shopify, for"},{"speaker":"Liam Patterson","startTime":1380.75,"endTime":1384.41,"body":"Shopify stores, so people can"},{"speaker":"Liam Patterson","startTime":1384.41,"endTime":1386.99,"body":"transact through that. But it"},{"speaker":"Liam Patterson","startTime":1384.41,"endTime":1386.99,"body":"loads instantly, it loads in"},{"speaker":"Liam Patterson","startTime":1386.99,"endTime":1390.71,"body":"under a second. And it scores"},{"speaker":"Liam Patterson","startTime":1386.99,"endTime":1390.71,"body":"100 out of 100, on their Google"},{"speaker":"Liam Patterson","startTime":1390.71,"endTime":1394.85,"body":"PageSpeed in there for PageSpeed"},{"speaker":"Liam Patterson","startTime":1390.71,"endTime":1394.85,"body":"Insights for mobile and for"},{"speaker":"Liam Patterson","startTime":1394.85,"endTime":1398.3,"body":"desktop. So again, we've seen"},{"speaker":"Liam Patterson","startTime":1394.85,"endTime":1398.3,"body":"this segment that before we"},{"speaker":"Liam Patterson","startTime":1398.3,"endTime":1401.21,"body":"were, we couldn't sell too, and"},{"speaker":"Liam Patterson","startTime":1398.3,"endTime":1401.21,"body":"we were falling over with. And"},{"speaker":"Liam Patterson","startTime":1401.21,"endTime":1403.76,"body":"we've now through having the"},{"speaker":"Liam Patterson","startTime":1401.21,"endTime":1403.76,"body":"engineering resources and the"},{"speaker":"Liam Patterson","startTime":1403.76,"endTime":1407.81,"body":"investment, we've now made that"},{"speaker":"Liam Patterson","startTime":1403.76,"endTime":1407.81,"body":"USP where now we can we can"},{"speaker":"Liam Patterson","startTime":1407.81,"endTime":1411.05,"body":"solve that secondary problem for"},{"speaker":"Liam Patterson","startTime":1407.81,"endTime":1411.05,"body":"customers. And now we've got a"},{"speaker":"Liam Patterson","startTime":1411.05,"endTime":1414.17,"body":"really great advantage where we"},{"speaker":"Liam Patterson","startTime":1411.05,"endTime":1414.17,"body":"can create this optimum"},{"speaker":"Liam Patterson","startTime":1414.2,"endTime":1417.08,"body":"experience for shoppers clicking"},{"speaker":"Liam Patterson","startTime":1414.2,"endTime":1417.08,"body":"through from from Google"},{"speaker":"Liam Patterson","startTime":1417.08,"endTime":1420.44,"body":"Shopping ads and having a custom"},{"speaker":"Liam Patterson","startTime":1417.08,"endTime":1420.44,"body":"journey just built for that to"},{"speaker":"Liam Patterson","startTime":1420.59,"endTime":1423.35,"body":"that shopping journey of Google"},{"speaker":"Liam Patterson","startTime":1420.59,"endTime":1423.35,"body":"Shopping. So I would say you"},{"speaker":"Liam Patterson","startTime":1423.35,"endTime":1426.14,"body":"know, look for those challenges."},{"speaker":"Liam Patterson","startTime":1423.35,"endTime":1426.14,"body":"And then potentially they can"},{"speaker":"Liam Patterson","startTime":1426.14,"endTime":1428.84,"body":"become your opportunities and"},{"speaker":"Liam Patterson","startTime":1426.14,"endTime":1428.84,"body":"future as the business scales"},{"speaker":"Liam Patterson","startTime":1428.84,"endTime":1429.14,"body":"up."},{"speaker":"Matt Wolach","startTime":1429.95,"endTime":1432.02,"body":"Amazing advice. And"},{"speaker":"Matt Wolach","startTime":1429.95,"endTime":1432.02,"body":"as you were telling the story"},{"speaker":"Matt Wolach","startTime":1432.02,"endTime":1434.24,"body":"about how there are certain"},{"speaker":"Matt Wolach","startTime":1432.02,"endTime":1434.24,"body":"people you can't work with,"},{"speaker":"Matt Wolach","startTime":1434.24,"endTime":1436.07,"body":"because of that problem. I'm"},{"speaker":"Matt Wolach","startTime":1434.24,"endTime":1436.07,"body":"like, Well, if only that you"},{"speaker":"Matt Wolach","startTime":1436.07,"endTime":1438.29,"body":"guys could solve that, whether"},{"speaker":"Matt Wolach","startTime":1436.07,"endTime":1438.29,"body":"it's through you build some"},{"speaker":"Matt Wolach","startTime":1438.29,"endTime":1441.2,"body":"product yourself, or you partner"},{"speaker":"Matt Wolach","startTime":1438.29,"endTime":1441.2,"body":"with somebody to do it. And"},{"speaker":"Matt Wolach","startTime":1441.2,"endTime":1443.72,"body":"you've already worked on that."},{"speaker":"Matt Wolach","startTime":1441.2,"endTime":1443.72,"body":"So you're way ahead of me, Liam,"},{"speaker":"Matt Wolach","startTime":1443.72,"endTime":1446.36,"body":"I'm so glad to hear that. And"},{"speaker":"Matt Wolach","startTime":1443.72,"endTime":1446.36,"body":"this has been super awesome."},{"speaker":"Matt Wolach","startTime":1446.36,"endTime":1448.49,"body":"Really excited to hear about"},{"speaker":"Matt Wolach","startTime":1446.36,"endTime":1448.49,"body":"your story. You guys have done a"},{"speaker":"Matt Wolach","startTime":1448.49,"endTime":1451.67,"body":"great job. Congrats to you and"},{"speaker":"Matt Wolach","startTime":1448.49,"endTime":1451.67,"body":"what you've done. I want to make"},{"speaker":"Matt Wolach","startTime":1451.67,"endTime":1453.62,"body":"sure everybody can learn more"},{"speaker":"Matt Wolach","startTime":1451.67,"endTime":1453.62,"body":"about what you're doing and"},{"speaker":"Matt Wolach","startTime":1453.62,"endTime":1456.92,"body":"dynamic. So what's the best way"},{"speaker":"Matt Wolach","startTime":1453.62,"endTime":1456.92,"body":"for them to learn about the"},{"speaker":"Matt Wolach","startTime":1456.92,"endTime":1457.85,"body":"dynamic and yourself?"},{"speaker":"Liam Patterson","startTime":1458.24,"endTime":1460.64,"body":"Yes, it'd be to"},{"speaker":"Liam Patterson","startTime":1458.24,"endTime":1460.64,"body":"head over to bit namic.com"},{"speaker":"Liam Patterson","startTime":1461.18,"endTime":1466.25,"body":"bidnamic.com We've got the whole"},{"speaker":"Liam Patterson","startTime":1461.18,"endTime":1466.25,"body":"whole website there. We've got"},{"speaker":"Liam Patterson","startTime":1466.25,"endTime":1469.04,"body":"all those case studies we talked"},{"speaker":"Liam Patterson","startTime":1466.25,"endTime":1469.04,"body":"about as well, all around Google"},{"speaker":"Liam Patterson","startTime":1469.04,"endTime":1472.58,"body":"Shopping. And they can also book"},{"speaker":"Liam Patterson","startTime":1469.04,"endTime":1472.58,"body":"a book a demo book, that free"},{"speaker":"Liam Patterson","startTime":1472.58,"endTime":1475.58,"body":"discovery call where we can we"},{"speaker":"Liam Patterson","startTime":1472.58,"endTime":1475.58,"body":"can understand their business,"},{"speaker":"Liam Patterson","startTime":1475.58,"endTime":1478.4,"body":"we can do all that upfront"},{"speaker":"Liam Patterson","startTime":1475.58,"endTime":1478.4,"body":"analysis. If they're active on"},{"speaker":"Liam Patterson","startTime":1478.4,"endTime":1481.16,"body":"Google Shopping, if the channel"},{"speaker":"Liam Patterson","startTime":1478.4,"endTime":1481.16,"body":"that they're having challenges"},{"speaker":"Liam Patterson","startTime":1481.16,"endTime":1484.37,"body":"with such as around growth or"},{"speaker":"Liam Patterson","startTime":1481.16,"endTime":1484.37,"body":"around profitability, then we"},{"speaker":"Liam Patterson","startTime":1484.37,"endTime":1486.89,"body":"can assess if we can if we can"},{"speaker":"Liam Patterson","startTime":1484.37,"endTime":1486.89,"body":"help the business. And then in"},{"speaker":"Liam Patterson","startTime":1486.89,"endTime":1489.56,"body":"terms of myself, personally, I'm"},{"speaker":"Liam Patterson","startTime":1486.89,"endTime":1489.56,"body":"Juan I'm very active on"},{"speaker":"Liam Patterson","startTime":1489.56,"endTime":1493.58,"body":"LinkedIn. They can find me there"},{"speaker":"Liam Patterson","startTime":1489.56,"endTime":1493.58,"body":"Liam Patterson bit Namic See,"},{"speaker":"Liam Patterson","startTime":1493.58,"endTime":1494.27,"body":"I've been namak"},{"speaker":"Matt Wolach","startTime":1495.41,"endTime":1498.17,"body":"perfect. We'll put"},{"speaker":"Matt Wolach","startTime":1495.41,"endTime":1498.17,"body":"all that into the show notes and"},{"speaker":"Matt Wolach","startTime":1498.2,"endTime":1500.66,"body":"make sure you guys head over"},{"speaker":"Matt Wolach","startTime":1498.2,"endTime":1500.66,"body":"there for sure. Liam, this has"},{"speaker":"Matt Wolach","startTime":1500.66,"endTime":1502.25,"body":"been awesome. Thanks for coming"},{"speaker":"Matt Wolach","startTime":1500.66,"endTime":1502.25,"body":"on the show."},{"speaker":"Liam Patterson","startTime":1502.58,"endTime":1503.57,"body":"It's been a real"},{"speaker":"Liam Patterson","startTime":1502.58,"endTime":1503.57,"body":"pleasure. Thanks"},{"speaker":"Matt Wolach","startTime":1503.57,"endTime":1506.24,"body":"for having me. For"},{"speaker":"Matt Wolach","startTime":1503.57,"endTime":1506.24,"body":"sure, and everybody else, thanks"},{"speaker":"Matt Wolach","startTime":1506.24,"endTime":1509.54,"body":"for being out there. Make sure"},{"speaker":"Matt Wolach","startTime":1506.24,"endTime":1509.54,"body":"that you are subscribed to the"},{"speaker":"Matt Wolach","startTime":1509.54,"endTime":1511.82,"body":"channel. This was awesome this"},{"speaker":"Matt Wolach","startTime":1509.54,"endTime":1511.82,"body":"time with Liam here and you"},{"speaker":"Matt Wolach","startTime":1511.82,"endTime":1514.76,"body":"don't want to miss this or any"},{"speaker":"Matt Wolach","startTime":1511.82,"endTime":1514.76,"body":"others that are coming up. So"},{"speaker":"Matt Wolach","startTime":1514.76,"endTime":1516.95,"body":"definitely hit that subscribe"},{"speaker":"Matt Wolach","startTime":1514.76,"endTime":1516.95,"body":"button. You'll be good to go."},{"speaker":"Matt Wolach","startTime":1517.37,"endTime":1519.38,"body":"And I hope that we helped you"},{"speaker":"Matt Wolach","startTime":1517.37,"endTime":1519.38,"body":"scale your Sass today. Thanks"},{"speaker":"Matt Wolach","startTime":1519.38,"endTime":1521.09,"body":"for being here. We'll see you"},{"speaker":"Matt Wolach","startTime":1519.38,"endTime":1521.09,"body":"next time. Take care."},{"speaker":"Intro/ Outro","startTime":1524.03,"endTime":1526.61,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1524.03,"endTime":1526.61,"body":"listening to Scale Your SaaS."},{"speaker":"Intro/ Outro","startTime":1526.64,"endTime":1530.24,"body":"For more help on finding great"},{"speaker":"Intro/ Outro","startTime":1526.64,"endTime":1530.24,"body":"leads and closing more deals. Go"},{"speaker":"Intro/ Outro","startTime":1530.24,"endTime":1531.53,"body":"to Mattwolach.com"}]}