{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.47,"endTime":13.53,"body":"Prospecting is"},{"speaker":"Matt Wolach","startTime":10.47,"endTime":13.53,"body":"fundamental to having a growing"},{"speaker":"Matt Wolach","startTime":13.53,"endTime":15.78,"body":"business. You've got to be able"},{"speaker":"Matt Wolach","startTime":13.53,"endTime":15.78,"body":"to get out there and drive"},{"speaker":"Matt Wolach","startTime":15.78,"endTime":18.75,"body":"leads, but how do you do it? And"},{"speaker":"Matt Wolach","startTime":15.78,"endTime":18.75,"body":"what's the most efficient way to"},{"speaker":"Matt Wolach","startTime":18.75,"endTime":21.21,"body":"do it? And should we just mass"},{"speaker":"Matt Wolach","startTime":18.75,"endTime":21.21,"body":"blast? Should we actually take"},{"speaker":"Matt Wolach","startTime":21.21,"endTime":24.21,"body":"time and focus on each one with"},{"speaker":"Matt Wolach","startTime":21.21,"endTime":24.21,"body":"psalms here was on came in to"},{"speaker":"Matt Wolach","startTime":24.21,"endTime":28.38,"body":"share exactly how to make sure"},{"speaker":"Matt Wolach","startTime":24.21,"endTime":28.38,"body":"we're doing prospecting the"},{"speaker":"Matt Wolach","startTime":28.38,"endTime":31.44,"body":"right way and the mistakes that"},{"speaker":"Matt Wolach","startTime":28.38,"endTime":31.44,"body":"a lot of people are making, it's"},{"speaker":"Matt Wolach","startTime":31.44,"endTime":34.41,"body":"costing them, it's costing them"},{"speaker":"Matt Wolach","startTime":31.44,"endTime":34.41,"body":"opportunities, it's costing them"},{"speaker":"Matt Wolach","startTime":34.41,"endTime":37.29,"body":"revenue, and it's not good. So"},{"speaker":"Matt Wolach","startTime":34.41,"endTime":37.29,"body":"definitely check this out so you"},{"speaker":"Matt Wolach","startTime":37.29,"endTime":39.96,"body":"understand the best way to"},{"speaker":"Matt Wolach","startTime":37.29,"endTime":39.96,"body":"handle your prospecting."},{"speaker":"Intro/ Outro","startTime":40.44,"endTime":43.68,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":40.44,"endTime":43.68,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":43.68,"endTime":46.8,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":43.68,"endTime":46.8,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":46.8,"endTime":50.76,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":46.8,"endTime":50.76,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":50.76,"endTime":55.62,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":50.76,"endTime":55.62,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":55.65,"endTime":56.1,"body":"Wolach."},{"speaker":"Matt Wolach","startTime":56.6,"endTime":59.48,"body":"Hey, welcome"},{"speaker":"Matt Wolach","startTime":56.6,"endTime":59.48,"body":"welcome to Scale Your SaaS"},{"speaker":"Matt Wolach","startTime":59.48,"endTime":61.79,"body":"really excited to have you here."},{"speaker":"Matt Wolach","startTime":59.48,"endTime":61.79,"body":"Thank you so much for joining"},{"speaker":"Matt Wolach","startTime":61.79,"endTime":64.4,"body":"us. If you've been here for a"},{"speaker":"Matt Wolach","startTime":61.79,"endTime":64.4,"body":"while you know the deal. We are"},{"speaker":"Matt Wolach","startTime":64.4,"endTime":67.04,"body":"here to scale your SaaS we're"},{"speaker":"Matt Wolach","startTime":64.4,"endTime":67.04,"body":"here to help you understand how"},{"speaker":"Matt Wolach","startTime":67.04,"endTime":70.55,"body":"to grow through more leads,"},{"speaker":"Matt Wolach","startTime":67.04,"endTime":70.55,"body":"great leads people who want to"},{"speaker":"Matt Wolach","startTime":70.55,"endTime":72.92,"body":"talk to you, and then how do we"},{"speaker":"Matt Wolach","startTime":70.55,"endTime":72.92,"body":"close them? How do we make sure"},{"speaker":"Matt Wolach","startTime":72.92,"endTime":76.4,"body":"that those people are ready to"},{"speaker":"Matt Wolach","startTime":72.92,"endTime":76.4,"body":"sign up? So if you are not a"},{"speaker":"Matt Wolach","startTime":76.43,"endTime":79.01,"body":"regular person here, if you're"},{"speaker":"Matt Wolach","startTime":76.43,"endTime":79.01,"body":"not a subscriber, definitely"},{"speaker":"Matt Wolach","startTime":79.01,"endTime":81.59,"body":"subscribe right now, you're not"},{"speaker":"Matt Wolach","startTime":79.01,"endTime":81.59,"body":"gonna want to miss out on any of"},{"speaker":"Matt Wolach","startTime":81.59,"endTime":84.14,"body":"the awesome conversations we're"},{"speaker":"Matt Wolach","startTime":81.59,"endTime":84.14,"body":"going to have coming up and"},{"speaker":"Matt Wolach","startTime":84.14,"endTime":86.27,"body":"today's conversation is"},{"speaker":"Matt Wolach","startTime":84.14,"endTime":86.27,"body":"something I'm really looking"},{"speaker":"Matt Wolach","startTime":86.27,"endTime":89.63,"body":"forward to. I've got Wissam"},{"speaker":"Matt Wolach","startTime":86.27,"endTime":89.63,"body":"Tabbara is with me. He's from"},{"speaker":"Matt Wolach","startTime":89.66,"endTime":90.98,"body":"Truebase with some how're you"},{"speaker":"Matt Wolach","startTime":89.66,"endTime":90.98,"body":"doing?"},{"speaker":"Wissam Tabbara","startTime":91.01,"endTime":92.33,"body":"I'm doing great."},{"speaker":"Wissam Tabbara","startTime":91.01,"endTime":92.33,"body":"How are you?"},{"speaker":"Matt Wolach","startTime":92.36,"endTime":94.34,"body":"I'm doing really"},{"speaker":"Matt Wolach","startTime":92.36,"endTime":94.34,"body":"well as well. It's been a fun"},{"speaker":"Matt Wolach","startTime":94.34,"endTime":96.92,"body":"day so far and a great week. And"},{"speaker":"Matt Wolach","startTime":94.34,"endTime":96.92,"body":"I'm really I've been looking"},{"speaker":"Matt Wolach","startTime":96.92,"endTime":99.02,"body":"forward to this. So thank you"},{"speaker":"Matt Wolach","startTime":96.92,"endTime":99.02,"body":"for coming on the show."},{"speaker":"Unknown","startTime":99.05,"endTime":101.06,"body":"Of course happy to be"},{"speaker":"Unknown","startTime":99.05,"endTime":101.06,"body":"here. I've been looking forward"},{"speaker":"Unknown","startTime":101.06,"endTime":101.69,"body":"to it as well."},{"speaker":"Matt Wolach","startTime":101.72,"endTime":103.52,"body":"Good, good. Well,"},{"speaker":"Matt Wolach","startTime":101.72,"endTime":103.52,"body":"let me make sure everybody knows"},{"speaker":"Matt Wolach","startTime":103.52,"endTime":106.49,"body":"who you are. So Wissam is the"},{"speaker":"Matt Wolach","startTime":103.52,"endTime":106.49,"body":"founder and CEO at Truebase with"},{"speaker":"Matt Wolach","startTime":106.49,"endTime":109.55,"body":"over 20 years of experience as"},{"speaker":"Matt Wolach","startTime":106.49,"endTime":109.55,"body":"an entrepreneur he has founded"},{"speaker":"Matt Wolach","startTime":109.55,"endTime":112.37,"body":"for startups, including true"},{"speaker":"Matt Wolach","startTime":109.55,"endTime":112.37,"body":"bass, and throughout his career,"},{"speaker":"Matt Wolach","startTime":112.37,"endTime":115.4,"body":"he has helped start several new"},{"speaker":"Matt Wolach","startTime":112.37,"endTime":115.4,"body":"companies and lead them to"},{"speaker":"Matt Wolach","startTime":115.4,"endTime":120.32,"body":"success. Truebase, it simplifies"},{"speaker":"Matt Wolach","startTime":115.4,"endTime":120.32,"body":"and automates prospecting to"},{"speaker":"Matt Wolach","startTime":120.32,"endTime":122.75,"body":"stick to it, what it does, it"},{"speaker":"Matt Wolach","startTime":120.32,"endTime":122.75,"body":"quickly discovers potential"},{"speaker":"Matt Wolach","startTime":122.75,"endTime":126.35,"body":"customers with high conversion"},{"speaker":"Matt Wolach","startTime":122.75,"endTime":126.35,"body":"likelihood. So you can prospect"},{"speaker":"Matt Wolach","startTime":126.35,"endTime":129.65,"body":"less than sell more. And really"},{"speaker":"Matt Wolach","startTime":126.35,"endTime":129.65,"body":"unlike other platforms, searches"},{"speaker":"Matt Wolach","startTime":129.65,"endTime":133.37,"body":"include many sources like"},{"speaker":"Matt Wolach","startTime":129.65,"endTime":133.37,"body":"websites, not just profiles of"},{"speaker":"Matt Wolach","startTime":133.37,"endTime":136.61,"body":"the people. So it really gives"},{"speaker":"Matt Wolach","startTime":133.37,"endTime":136.61,"body":"you a great bit of information."},{"speaker":"Matt Wolach","startTime":136.61,"endTime":139.58,"body":"And somebody in the sales side"},{"speaker":"Matt Wolach","startTime":136.61,"endTime":139.58,"body":"like me loves that. So really"},{"speaker":"Matt Wolach","startTime":139.58,"endTime":142.07,"body":"excited to talk with you about"},{"speaker":"Matt Wolach","startTime":139.58,"endTime":142.07,"body":"what you're doing there at true"},{"speaker":"Matt Wolach","startTime":142.07,"endTime":144.02,"body":"bass. So thanks for coming on"},{"speaker":"Matt Wolach","startTime":142.07,"endTime":144.02,"body":"the show once again, with some"},{"speaker":"Matt Wolach","startTime":144.08,"endTime":146.6,"body":"of course. So tell me what's"},{"speaker":"Matt Wolach","startTime":144.08,"endTime":146.6,"body":"going on with you lately? And"},{"speaker":"Matt Wolach","startTime":146.6,"endTime":147.32,"body":"what's coming up?"},{"speaker":"Wissam Tabbara","startTime":147.359,"endTime":150.509,"body":"Yeah, well, you"},{"speaker":"Wissam Tabbara","startTime":147.359,"endTime":150.509,"body":"know, busy with true bass, you"},{"speaker":"Wissam Tabbara","startTime":150.509,"endTime":154.919,"body":"know, as an entrepreneur as"},{"speaker":"Wissam Tabbara","startTime":150.509,"endTime":154.919,"body":"like, you know, you spend time"},{"speaker":"Wissam Tabbara","startTime":155.399,"endTime":158.939,"body":"exploring new businesses, new"},{"speaker":"Wissam Tabbara","startTime":155.399,"endTime":158.939,"body":"ideas, new trends, and, you"},{"speaker":"Wissam Tabbara","startTime":158.939,"endTime":162.509,"body":"know, it sometimes means that,"},{"speaker":"Wissam Tabbara","startTime":158.939,"endTime":162.509,"body":"you know, you're like knocking"},{"speaker":"Wissam Tabbara","startTime":162.509,"endTime":165.479,"body":"on people's doors and trying to"},{"speaker":"Wissam Tabbara","startTime":162.509,"endTime":165.479,"body":"get their attention, but every"},{"speaker":"Wissam Tabbara","startTime":165.479,"endTime":168.599,"body":"now and then I heard about it"},{"speaker":"Wissam Tabbara","startTime":165.479,"endTime":168.599,"body":"before and here it is happening"},{"speaker":"Wissam Tabbara","startTime":168.599,"endTime":174.179,"body":"to us where people are knocking"},{"speaker":"Wissam Tabbara","startTime":168.599,"endTime":174.179,"body":"on your door. 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It takes four"},{"speaker":"Wissam Tabbara","startTime":417.51,"endTime":421.53,"body":"months to hire and ramp up an"},{"speaker":"Wissam Tabbara","startTime":421.53,"endTime":425.04,"body":"SDR because it's an entry level"},{"speaker":"Wissam Tabbara","startTime":421.53,"endTime":425.04,"body":"position, they lost a limb with"},{"speaker":"Wissam Tabbara","startTime":425.04,"endTime":427.26,"body":"more than a year on the job,"},{"speaker":"Wissam Tabbara","startTime":425.04,"endTime":427.26,"body":"right? So if you think of the"},{"speaker":"Wissam Tabbara","startTime":427.26,"endTime":430.62,"body":"units of economics here as like,"},{"speaker":"Wissam Tabbara","startTime":427.26,"endTime":430.62,"body":"it's not great, right? If you're"},{"speaker":"Wissam Tabbara","startTime":430.62,"endTime":433.14,"body":"a business, and what do you do,"},{"speaker":"Wissam Tabbara","startTime":430.62,"endTime":433.14,"body":"you end up hiring more, right?"},{"speaker":"Wissam Tabbara","startTime":433.14,"endTime":437.37,"body":"And when you do hire more, you"},{"speaker":"Wissam Tabbara","startTime":433.14,"endTime":437.37,"body":"under basically, it's very hard"},{"speaker":"Wissam Tabbara","startTime":437.37,"endTime":441.42,"body":"to translate your ICP have them"},{"speaker":"Wissam Tabbara","startTime":437.37,"endTime":441.42,"body":"do the process? Well, and it"},{"speaker":"Wissam Tabbara","startTime":441.42,"endTime":445.74,"body":"turns out a lot to be like the"},{"speaker":"Wissam Tabbara","startTime":441.42,"endTime":445.74,"body":"quantity game or a number game,"},{"speaker":"Wissam Tabbara","startTime":445.74,"endTime":449.25,"body":"it's a spray and pray it's one"},{"speaker":"Wissam Tabbara","startTime":445.74,"endTime":449.25,"body":"size fit all and you get 1%"},{"speaker":"Wissam Tabbara","startTime":449.25,"endTime":453.33,"body":"response rate, right? And that's"},{"speaker":"Wissam Tabbara","startTime":449.25,"endTime":453.33,"body":"the top of the funnel problem."},{"speaker":"Wissam Tabbara","startTime":453.36,"endTime":456.48,"body":"But it carries on, right?"},{"speaker":"Wissam Tabbara","startTime":453.36,"endTime":456.48,"body":"Because now well, you're bugging"},{"speaker":"Wissam Tabbara","startTime":456.51,"endTime":459.27,"body":"demos that are not super"},{"speaker":"Wissam Tabbara","startTime":456.51,"endTime":459.27,"body":"valuable, you know, they're"},{"speaker":"Wissam Tabbara","startTime":459.27,"endTime":462.42,"body":"dragging you sometimes in longer"},{"speaker":"Wissam Tabbara","startTime":459.27,"endTime":462.42,"body":"conversation, you're nurturing"},{"speaker":"Wissam Tabbara","startTime":462.42,"endTime":464.97,"body":"those leads that you're getting,"},{"speaker":"Wissam Tabbara","startTime":462.42,"endTime":464.97,"body":"but are they really good leads"},{"speaker":"Wissam Tabbara","startTime":464.97,"endTime":468.3,"body":"or not? Right? Sure. And, and it"},{"speaker":"Wissam Tabbara","startTime":464.97,"endTime":468.3,"body":"gets a little bit challenging"},{"speaker":"Wissam Tabbara","startTime":468.3,"endTime":472.11,"body":"and how to do this, right? So if"},{"speaker":"Wissam Tabbara","startTime":468.3,"endTime":472.11,"body":"you want to do your work, right,"},{"speaker":"Wissam Tabbara","startTime":472.17,"endTime":475.38,"body":"right, there are technically"},{"speaker":"Wissam Tabbara","startTime":472.17,"endTime":475.38,"body":"like seven steps in prospecting."},{"speaker":"Wissam Tabbara","startTime":475.41,"endTime":478.89,"body":"And as you know, like you can"},{"speaker":"Wissam Tabbara","startTime":475.41,"endTime":478.89,"body":"use you today, the state is like"},{"speaker":"Wissam Tabbara","startTime":478.89,"endTime":481.74,"body":"UK, you can use a prospecting"},{"speaker":"Wissam Tabbara","startTime":478.89,"endTime":481.74,"body":"database, you discovered"},{"speaker":"Wissam Tabbara","startTime":481.74,"endTime":484.98,"body":"companies, you want to kind of"},{"speaker":"Wissam Tabbara","startTime":481.74,"endTime":484.98,"body":"see how well they match your"},{"speaker":"Wissam Tabbara","startTime":484.98,"endTime":488.73,"body":"ICP, right? And you hop on their"},{"speaker":"Wissam Tabbara","startTime":484.98,"endTime":488.73,"body":"website, you continue the"},{"speaker":"Wissam Tabbara","startTime":488.73,"endTime":492.39,"body":"research there, which is usually"},{"speaker":"Wissam Tabbara","startTime":488.73,"endTime":492.39,"body":"also super time consuming, or it"},{"speaker":"Wissam Tabbara","startTime":492.39,"endTime":495.87,"body":"could be and then you go back to"},{"speaker":"Wissam Tabbara","startTime":492.39,"endTime":495.87,"body":"the prospecting database. And"},{"speaker":"Wissam Tabbara","startTime":495.87,"endTime":498.36,"body":"now you're trying to figure out"},{"speaker":"Wissam Tabbara","startTime":495.87,"endTime":498.36,"body":"who are the people I can't"},{"speaker":"Wissam Tabbara","startTime":498.36,"endTime":501.96,"body":"contact within this company. And"},{"speaker":"Wissam Tabbara","startTime":498.36,"endTime":501.96,"body":"now you spend more time you"},{"speaker":"Wissam Tabbara","startTime":501.96,"endTime":504.78,"body":"know, discovering their email,"},{"speaker":"Wissam Tabbara","startTime":501.96,"endTime":504.78,"body":"if you want to do your work,"},{"speaker":"Wissam Tabbara","startTime":504.78,"endTime":507.96,"body":"right, you have to debounce the"},{"speaker":"Wissam Tabbara","startTime":504.78,"endTime":507.96,"body":"email, I will not trust any"},{"speaker":"Wissam Tabbara","startTime":507.96,"endTime":510.45,"body":"email that's being generated"},{"speaker":"Wissam Tabbara","startTime":507.96,"endTime":510.45,"body":"unless it's debounce, at least"},{"speaker":"Wissam Tabbara","startTime":510.45,"endTime":514.89,"body":"few other places to protect your"},{"speaker":"Wissam Tabbara","startTime":510.45,"endTime":514.89,"body":"sender reputation, then the real"},{"speaker":"Wissam Tabbara","startTime":514.89,"endTime":518.25,"body":"time the real work start, which"},{"speaker":"Wissam Tabbara","startTime":514.89,"endTime":518.25,"body":"is hyper personalized the"},{"speaker":"Wissam Tabbara","startTime":518.25,"endTime":521.46,"body":"message, then put them in an in"},{"speaker":"Wissam Tabbara","startTime":518.25,"endTime":521.46,"body":"a prospecting outreach, that"},{"speaker":"Wissam Tabbara","startTime":521.46,"endTime":524.4,"body":"takes a lot of time that takes"},{"speaker":"Wissam Tabbara","startTime":521.46,"endTime":524.4,"body":"around seven minutes per lead,"},{"speaker":"Wissam Tabbara","startTime":524.43,"endTime":525.75,"body":"if you really want to do it."},{"speaker":"Wissam Tabbara","startTime":524.43,"endTime":525.75,"body":"Right."},{"speaker":"Matt Wolach","startTime":525.81,"endTime":528.48,"body":"And if you go fast,"},{"speaker":"Matt Wolach","startTime":525.81,"endTime":528.48,"body":"that's I mean, that's, that'd be"},{"speaker":"Matt Wolach","startTime":528.48,"endTime":529.41,"body":"quick or fast."},{"speaker":"Wissam Tabbara","startTime":529.56,"endTime":532.32,"body":"Exactly. So this"},{"speaker":"Wissam Tabbara","startTime":529.56,"endTime":532.32,"body":"is very, very time consuming"},{"speaker":"Wissam Tabbara","startTime":532.32,"endTime":535.71,"body":"process when done, right. But"},{"speaker":"Wissam Tabbara","startTime":532.32,"endTime":535.71,"body":"also, when done, right, the"},{"speaker":"Wissam Tabbara","startTime":535.74,"endTime":539.55,"body":"response rate go from 1% to you"},{"speaker":"Wissam Tabbara","startTime":535.74,"endTime":539.55,"body":"know, and double digit right"},{"speaker":"Wissam Tabbara","startTime":539.55,"endTime":542.04,"body":"away, if you're really able to"},{"speaker":"Wissam Tabbara","startTime":539.55,"endTime":542.04,"body":"do it, as expected."},{"speaker":"Matt Wolach","startTime":542.07,"endTime":544.5,"body":"Very cool. So what"},{"speaker":"Matt Wolach","startTime":542.07,"endTime":544.5,"body":"are some of the most successful"},{"speaker":"Matt Wolach","startTime":544.5,"endTime":547.47,"body":"factors of someone who's doing"},{"speaker":"Matt Wolach","startTime":544.5,"endTime":547.47,"body":"well in prospecting?"},{"speaker":"Wissam Tabbara","startTime":547.5,"endTime":550.8,"body":"So it's really"},{"speaker":"Wissam Tabbara","startTime":547.5,"endTime":550.8,"body":"like it's kind of fine tuning"},{"speaker":"Wissam Tabbara","startTime":550.8,"endTime":554.85,"body":"those seven steps that I"},{"speaker":"Wissam Tabbara","startTime":550.8,"endTime":554.85,"body":"described, right? So if you kind"},{"speaker":"Wissam Tabbara","startTime":554.85,"endTime":557.34,"body":"of want to start there and work"},{"speaker":"Wissam Tabbara","startTime":554.85,"endTime":557.34,"body":"backwards to be like, do you"},{"speaker":"Wissam Tabbara","startTime":557.34,"endTime":560.43,"body":"have your ICP well defined,"},{"speaker":"Wissam Tabbara","startTime":557.34,"endTime":560.43,"body":"right? Most people think of"},{"speaker":"Wissam Tabbara","startTime":560.43,"endTime":564.72,"body":"their ICP of like, three, five"},{"speaker":"Wissam Tabbara","startTime":560.43,"endTime":564.72,"body":"filters, right? Here's the"},{"speaker":"Wissam Tabbara","startTime":564.75,"endTime":567.69,"body":"company size, here's the"},{"speaker":"Wissam Tabbara","startTime":564.75,"endTime":567.69,"body":"industry and that's, you know,"},{"speaker":"Wissam Tabbara","startTime":567.72,"endTime":570.6,"body":"maybe they have one or two"},{"speaker":"Wissam Tabbara","startTime":567.72,"endTime":570.6,"body":"things for technology they use"},{"speaker":"Wissam Tabbara","startTime":570.6,"endTime":575.61,"body":"or revenue or that kind of"},{"speaker":"Wissam Tabbara","startTime":570.6,"endTime":575.61,"body":"thing. But in reality, you know,"},{"speaker":"Wissam Tabbara","startTime":575.64,"endTime":579.15,"body":"rarely you have one ICP, right?"},{"speaker":"Wissam Tabbara","startTime":575.64,"endTime":579.15,"body":"Even if you're a small company,"},{"speaker":"Wissam Tabbara","startTime":579.18,"endTime":585.45,"body":"so, and that that varies quite a"},{"speaker":"Wissam Tabbara","startTime":579.18,"endTime":585.45,"body":"bit. Right? And so to be able"},{"speaker":"Wissam Tabbara","startTime":585.45,"endTime":587.76,"body":"to, and it's a moving target,"},{"speaker":"Wissam Tabbara","startTime":585.45,"endTime":587.76,"body":"right, because you're running"},{"speaker":"Wissam Tabbara","startTime":587.76,"endTime":592.44,"body":"campaigns and your ICP is also"},{"speaker":"Wissam Tabbara","startTime":587.76,"endTime":592.44,"body":"continuously growing, right? So"},{"speaker":"Wissam Tabbara","startTime":592.44,"endTime":595.98,"body":"how can you really define that"},{"speaker":"Wissam Tabbara","startTime":592.44,"endTime":595.98,"body":"at scale? That's actually you"},{"speaker":"Wissam Tabbara","startTime":595.98,"endTime":599.55,"body":"know, sometimes a big part of"},{"speaker":"Wissam Tabbara","startTime":595.98,"endTime":599.55,"body":"the battle and now how can you"},{"speaker":"Wissam Tabbara","startTime":599.58,"endTime":603.27,"body":"efficient Literally match people"},{"speaker":"Wissam Tabbara","startTime":599.58,"endTime":603.27,"body":"to your ICP and personalize from"},{"speaker":"Wissam Tabbara","startTime":603.27,"endTime":606.39,"body":"there. And that's also another"},{"speaker":"Wissam Tabbara","startTime":603.27,"endTime":606.39,"body":"part of the battle. The other"},{"speaker":"Wissam Tabbara","startTime":606.39,"endTime":609.39,"body":"part is like if you really think"},{"speaker":"Wissam Tabbara","startTime":606.39,"endTime":609.39,"body":"no matter what product you're"},{"speaker":"Wissam Tabbara","startTime":609.39,"endTime":612.15,"body":"selling at one point of time,"},{"speaker":"Wissam Tabbara","startTime":609.39,"endTime":612.15,"body":"especially when it comes to cold"},{"speaker":"Wissam Tabbara","startTime":612.15,"endTime":615.72,"body":"outreach, like it's in the"},{"speaker":"Wissam Tabbara","startTime":612.15,"endTime":615.72,"body":"single digit of people that are"},{"speaker":"Wissam Tabbara","startTime":615.72,"endTime":618.96,"body":"ready to buy your product right"},{"speaker":"Wissam Tabbara","startTime":615.72,"endTime":618.96,"body":"now. So most people are going"},{"speaker":"Wissam Tabbara","startTime":618.96,"endTime":622.77,"body":"and looking for the magic wand,"},{"speaker":"Wissam Tabbara","startTime":618.96,"endTime":622.77,"body":"right? The intent data, who's"},{"speaker":"Wissam Tabbara","startTime":622.77,"endTime":626.61,"body":"gonna sell me the magic wand,"},{"speaker":"Wissam Tabbara","startTime":622.77,"endTime":626.61,"body":"and then I'm able to really"},{"speaker":"Wissam Tabbara","startTime":626.61,"endTime":630.57,"body":"pinpoint to those customers and"},{"speaker":"Wissam Tabbara","startTime":626.61,"endTime":630.57,"body":"they're ready to buy tomorrow."},{"speaker":"Wissam Tabbara","startTime":630.63,"endTime":633.69,"body":"All right, I know reality,"},{"speaker":"Wissam Tabbara","startTime":630.63,"endTime":633.69,"body":"especially in the b2b space, you"},{"speaker":"Wissam Tabbara","startTime":633.69,"endTime":637.29,"body":"know, 7% of the people are ready"},{"speaker":"Wissam Tabbara","startTime":633.69,"endTime":637.29,"body":"to buy your product right now,"},{"speaker":"Wissam Tabbara","startTime":637.47,"endTime":641.04,"body":"you might have caught them on"},{"speaker":"Wissam Tabbara","startTime":637.47,"endTime":641.04,"body":"time, you might have not. But"},{"speaker":"Wissam Tabbara","startTime":641.04,"endTime":644.01,"body":"that does not mean you can start"},{"speaker":"Wissam Tabbara","startTime":641.04,"endTime":644.01,"body":"building the relationship over"},{"speaker":"Wissam Tabbara","startTime":644.01,"endTime":647.82,"body":"time, right? So when the time"},{"speaker":"Wissam Tabbara","startTime":644.01,"endTime":647.82,"body":"comes, right, you are top of"},{"speaker":"Wissam Tabbara","startTime":647.82,"endTime":651.78,"body":"mind, okay? For your product to"},{"speaker":"Wissam Tabbara","startTime":647.82,"endTime":651.78,"body":"buy that real estate in their,"},{"speaker":"Wissam Tabbara","startTime":651.99,"endTime":656.04,"body":"their target customer mind, and"},{"speaker":"Wissam Tabbara","startTime":651.99,"endTime":656.04,"body":"to really stay in that place and"},{"speaker":"Wissam Tabbara","startTime":656.04,"endTime":659.28,"body":"their mind top of mind, if"},{"speaker":"Wissam Tabbara","startTime":656.04,"endTime":659.28,"body":"they're targeting problem X or"},{"speaker":"Wissam Tabbara","startTime":659.28,"endTime":662.52,"body":"Y, that also takes an effort,"},{"speaker":"Wissam Tabbara","startTime":659.28,"endTime":662.52,"body":"you have to take a long term"},{"speaker":"Wissam Tabbara","startTime":662.52,"endTime":663.39,"body":"approach to do that."},{"speaker":"Matt Wolach","startTime":663.45,"endTime":666.51,"body":"I totally agree."},{"speaker":"Matt Wolach","startTime":663.45,"endTime":666.51,"body":"And I love the way you're you're"},{"speaker":"Matt Wolach","startTime":666.51,"endTime":668.37,"body":"putting it because I think it's"},{"speaker":"Matt Wolach","startTime":666.51,"endTime":668.37,"body":"so important for people to"},{"speaker":"Matt Wolach","startTime":668.37,"endTime":672.06,"body":"really understand this. I want"},{"speaker":"Matt Wolach","startTime":668.37,"endTime":672.06,"body":"to talk about your background,"},{"speaker":"Matt Wolach","startTime":672.09,"endTime":675.9,"body":"you started several companies,"},{"speaker":"Matt Wolach","startTime":672.09,"endTime":675.9,"body":"have you been able to learn"},{"speaker":"Matt Wolach","startTime":675.96,"endTime":679.62,"body":"something new at each one? I"},{"speaker":"Matt Wolach","startTime":675.96,"endTime":679.62,"body":"mean, it was was there"},{"speaker":"Matt Wolach","startTime":679.65,"endTime":681.54,"body":"obviously, when you start a"},{"speaker":"Matt Wolach","startTime":679.65,"endTime":681.54,"body":"company you learn but the next"},{"speaker":"Matt Wolach","startTime":681.54,"endTime":684.33,"body":"one, you might have an idea?"},{"speaker":"Matt Wolach","startTime":681.54,"endTime":684.33,"body":"Were you able to acquire some"},{"speaker":"Matt Wolach","startTime":684.36,"endTime":685.65,"body":"new knowledge each time?"},{"speaker":"Wissam Tabbara","startTime":685.71,"endTime":687.87,"body":"Yeah, great"},{"speaker":"Wissam Tabbara","startTime":685.71,"endTime":687.87,"body":"question. Matt. I will tell you"},{"speaker":"Wissam Tabbara","startTime":687.87,"endTime":690.75,"body":"one thing is like you always"},{"speaker":"Wissam Tabbara","startTime":687.87,"endTime":690.75,"body":"think that you did and you can"},{"speaker":"Wissam Tabbara","startTime":690.75,"endTime":693.63,"body":"next time is going to be easier."},{"speaker":"Wissam Tabbara","startTime":690.75,"endTime":693.63,"body":"But the reality that's not"},{"speaker":"Wissam Tabbara","startTime":693.63,"endTime":696.45,"body":"necessarily true. Now, you"},{"speaker":"Wissam Tabbara","startTime":693.63,"endTime":696.45,"body":"always learning from your"},{"speaker":"Wissam Tabbara","startTime":696.45,"endTime":698.97,"body":"mistake. And I will say one"},{"speaker":"Wissam Tabbara","startTime":696.45,"endTime":698.97,"body":"thing, instead of asking what"},{"speaker":"Wissam Tabbara","startTime":698.97,"endTime":701.61,"body":"have I learned? What have you"},{"speaker":"Wissam Tabbara","startTime":698.97,"endTime":701.61,"body":"learned what to do in a specific"},{"speaker":"Wissam Tabbara","startTime":701.61,"endTime":704.85,"body":"style? The more important"},{"speaker":"Wissam Tabbara","startTime":701.61,"endTime":704.85,"body":"question is, I've learned what"},{"speaker":"Wissam Tabbara","startTime":704.85,"endTime":709.62,"body":"to not do. Right. And sometimes,"},{"speaker":"Wissam Tabbara","startTime":704.85,"endTime":709.62,"body":"as you know, this is this is"},{"speaker":"Wissam Tabbara","startTime":709.62,"endTime":713.49,"body":"more valuable of a lesson, each"},{"speaker":"Wissam Tabbara","startTime":709.62,"endTime":713.49,"body":"startup is a different beast"},{"speaker":"Wissam Tabbara","startTime":713.52,"endTime":717.48,"body":"that always comes even if you"},{"speaker":"Wissam Tabbara","startTime":713.52,"endTime":717.48,"body":"are within the same domain or"},{"speaker":"Wissam Tabbara","startTime":717.48,"endTime":720.15,"body":"industry, there's a lot of"},{"speaker":"Wissam Tabbara","startTime":717.48,"endTime":720.15,"body":"moving parts, technology is"},{"speaker":"Wissam Tabbara","startTime":720.15,"endTime":725.28,"body":"moving customers moving people,"},{"speaker":"Wissam Tabbara","startTime":720.15,"endTime":725.28,"body":"the way people buy software are"},{"speaker":"Wissam Tabbara","startTime":725.31,"endTime":730.08,"body":"changing over time, there's"},{"speaker":"Wissam Tabbara","startTime":725.31,"endTime":730.08,"body":"always new ways to take product"},{"speaker":"Wissam Tabbara","startTime":730.08,"endTime":733.92,"body":"to market. So you have to stay,"},{"speaker":"Wissam Tabbara","startTime":730.08,"endTime":733.92,"body":"you know, on top of that, so"},{"speaker":"Wissam Tabbara","startTime":733.95,"endTime":737.46,"body":"what usually previous startup"},{"speaker":"Wissam Tabbara","startTime":733.95,"endTime":737.46,"body":"experiences gives you those are"},{"speaker":"Wissam Tabbara","startTime":737.46,"endTime":740.49,"body":"the super valuable thing are,"},{"speaker":"Wissam Tabbara","startTime":737.46,"endTime":740.49,"body":"you know, great network"},{"speaker":"Wissam Tabbara","startTime":740.52,"endTime":745.95,"body":"investors, you know, employees,"},{"speaker":"Wissam Tabbara","startTime":740.52,"endTime":745.95,"body":"partners, people you can go to"},{"speaker":"Wissam Tabbara","startTime":745.98,"endTime":748.65,"body":"right away, and they will return"},{"speaker":"Wissam Tabbara","startTime":745.98,"endTime":748.65,"body":"your call super valuable."},{"speaker":"Wissam Tabbara","startTime":748.68,"endTime":751.32,"body":"Another thing depending on your"},{"speaker":"Wissam Tabbara","startTime":748.68,"endTime":751.32,"body":"success might give you a lot"},{"speaker":"Wissam Tabbara","startTime":751.32,"endTime":755.01,"body":"more financial cushion for you"},{"speaker":"Wissam Tabbara","startTime":751.32,"endTime":755.01,"body":"to you know, bat more, right."},{"speaker":"Wissam Tabbara","startTime":755.04,"endTime":758.43,"body":"And that's sometimes that's"},{"speaker":"Wissam Tabbara","startTime":755.04,"endTime":758.43,"body":"everything. And the rest is like"},{"speaker":"Wissam Tabbara","startTime":758.46,"endTime":762.84,"body":"all kind of really able to run"},{"speaker":"Wissam Tabbara","startTime":758.46,"endTime":762.84,"body":"inside the house a little bit"},{"speaker":"Wissam Tabbara","startTime":762.84,"endTime":765.66,"body":"better, right? Like, how can you"},{"speaker":"Wissam Tabbara","startTime":762.84,"endTime":765.66,"body":"build the company? What are the"},{"speaker":"Wissam Tabbara","startTime":765.66,"endTime":768.33,"body":"things that matters? What are"},{"speaker":"Wissam Tabbara","startTime":765.66,"endTime":768.33,"body":"you think you should not ignore?"},{"speaker":"Wissam Tabbara","startTime":768.39,"endTime":772.83,"body":"And I always think, like, one of"},{"speaker":"Wissam Tabbara","startTime":768.39,"endTime":772.83,"body":"the most common mistakes is"},{"speaker":"Wissam Tabbara","startTime":772.83,"endTime":776.91,"body":"where people they almost start"},{"speaker":"Wissam Tabbara","startTime":772.83,"endTime":776.91,"body":"with, with a solution, right?"},{"speaker":"Wissam Tabbara","startTime":777.06,"endTime":779.37,"body":"And they're looking for a"},{"speaker":"Wissam Tabbara","startTime":777.06,"endTime":779.37,"body":"problem. And usually it's like,"},{"speaker":"Wissam Tabbara","startTime":779.37,"endTime":783.15,"body":"Hey, here's a technology, what's"},{"speaker":"Wissam Tabbara","startTime":779.37,"endTime":783.15,"body":"new, let's go see how we can fit"},{"speaker":"Wissam Tabbara","startTime":783.15,"endTime":786.39,"body":"something to it. And they really"},{"speaker":"Wissam Tabbara","startTime":783.15,"endTime":786.39,"body":"like they put the blinders on."},{"speaker":"Wissam Tabbara","startTime":786.39,"endTime":789.6,"body":"They're very focused product"},{"speaker":"Wissam Tabbara","startTime":786.39,"endTime":789.6,"body":"product product, which is great."},{"speaker":"Wissam Tabbara","startTime":789.63,"endTime":793.2,"body":"But in reality, there's amazing"},{"speaker":"Wissam Tabbara","startTime":789.63,"endTime":793.2,"body":"products that have been built"},{"speaker":"Wissam Tabbara","startTime":793.2,"endTime":795.66,"body":"over time that they've never"},{"speaker":"Wissam Tabbara","startTime":793.2,"endTime":795.66,"body":"seen the light and they would"},{"speaker":"Wissam Tabbara","startTime":795.66,"endTime":799.62,"body":"never take into market. Right?"},{"speaker":"Wissam Tabbara","startTime":795.66,"endTime":799.62,"body":"And if anecdotally if I'm gonna"},{"speaker":"Wissam Tabbara","startTime":799.62,"endTime":803.61,"body":"think about what is the number"},{"speaker":"Wissam Tabbara","startTime":799.62,"endTime":803.61,"body":"one failure of a startup is"},{"speaker":"Wissam Tabbara","startTime":803.61,"endTime":807.12,"body":"because they didn't build the"},{"speaker":"Wissam Tabbara","startTime":803.61,"endTime":807.12,"body":"right culture. And I will not"},{"speaker":"Wissam Tabbara","startTime":807.12,"endTime":810.84,"body":"put go to market or team or"},{"speaker":"Wissam Tabbara","startTime":807.12,"endTime":810.84,"body":"product or all of that is right"},{"speaker":"Wissam Tabbara","startTime":810.84,"endTime":814.14,"body":"culture and means a lot of"},{"speaker":"Wissam Tabbara","startTime":810.84,"endTime":814.14,"body":"things. So I will draw an"},{"speaker":"Wissam Tabbara","startTime":814.14,"endTime":817.65,"body":"analogy to Amazon, Amazon, like"},{"speaker":"Wissam Tabbara","startTime":814.14,"endTime":817.65,"body":"they're still, you know, they"},{"speaker":"Wissam Tabbara","startTime":817.68,"endTime":820.8,"body":"you know, about the 14"},{"speaker":"Wissam Tabbara","startTime":817.68,"endTime":820.8,"body":"principles that they put in"},{"speaker":"Wissam Tabbara","startTime":820.8,"endTime":824.97,"body":"place, it's really an amazing"},{"speaker":"Wissam Tabbara","startTime":820.8,"endTime":824.97,"body":"operating system to produce"},{"speaker":"Wissam Tabbara","startTime":825.0,"endTime":829.08,"body":"other products to quickly"},{"speaker":"Wissam Tabbara","startTime":825.0,"endTime":829.08,"body":"validate to quickly communicate,"},{"speaker":"Wissam Tabbara","startTime":829.11,"endTime":832.68,"body":"right? And that sometimes it"},{"speaker":"Wissam Tabbara","startTime":829.11,"endTime":832.68,"body":"feels like, Hey, I'm startup,"},{"speaker":"Wissam Tabbara","startTime":832.68,"endTime":836.49,"body":"I'm supposed to move fast and"},{"speaker":"Wissam Tabbara","startTime":832.68,"endTime":836.49,"body":"not think about bureaucracy, and"},{"speaker":"Wissam Tabbara","startTime":836.49,"endTime":839.22,"body":"like all these HR stuff, if"},{"speaker":"Wissam Tabbara","startTime":836.49,"endTime":839.22,"body":"you're thinking about it, that"},{"speaker":"Wissam Tabbara","startTime":839.22,"endTime":842.61,"body":"enterprise do, and I'm not"},{"speaker":"Wissam Tabbara","startTime":839.22,"endTime":842.61,"body":"saying go write a book about it,"},{"speaker":"Wissam Tabbara","startTime":842.64,"endTime":846.21,"body":"but kind of just really taking a"},{"speaker":"Wissam Tabbara","startTime":842.64,"endTime":846.21,"body":"step back and thinking about"},{"speaker":"Wissam Tabbara","startTime":846.21,"endTime":850.32,"body":"what are the values that you"},{"speaker":"Wissam Tabbara","startTime":846.21,"endTime":850.32,"body":"really prescribe to and build"},{"speaker":"Wissam Tabbara","startTime":850.32,"endTime":852.84,"body":"the whole company, because"},{"speaker":"Wissam Tabbara","startTime":850.32,"endTime":852.84,"body":"that's going to impact what it's"},{"speaker":"Wissam Tabbara","startTime":852.84,"endTime":855.93,"body":"going to impact what feature you"},{"speaker":"Wissam Tabbara","startTime":852.84,"endTime":855.93,"body":"go build, who's gonna hire next"},{"speaker":"Wissam Tabbara","startTime":855.96,"endTime":859.29,"body":"and a lot more, and it makes a"},{"speaker":"Wissam Tabbara","startTime":855.96,"endTime":859.29,"body":"lot of decision easier. So if"},{"speaker":"Wissam Tabbara","startTime":859.29,"endTime":862.89,"body":"you, for example, like prescribe"},{"speaker":"Wissam Tabbara","startTime":859.29,"endTime":862.89,"body":"to be like, you know, to we are"},{"speaker":"Wissam Tabbara","startTime":862.89,"endTime":866.7,"body":"a one team, we are data driven,"},{"speaker":"Wissam Tabbara","startTime":862.89,"endTime":866.7,"body":"we have to talk to customers"},{"speaker":"Wissam Tabbara","startTime":866.7,"endTime":871.62,"body":"first, right? As cliche of"},{"speaker":"Wissam Tabbara","startTime":866.7,"endTime":871.62,"body":"basically values that they are,"},{"speaker":"Wissam Tabbara","startTime":871.65,"endTime":874.71,"body":"if you're really able to put"},{"speaker":"Wissam Tabbara","startTime":871.65,"endTime":874.71,"body":"them in use, you can really"},{"speaker":"Wissam Tabbara","startTime":874.71,"endTime":877.47,"body":"build a better product, and we"},{"speaker":"Wissam Tabbara","startTime":874.71,"endTime":877.47,"body":"can really take product to"},{"speaker":"Wissam Tabbara","startTime":877.47,"endTime":880.92,"body":"markets a lot faster, which is"},{"speaker":"Wissam Tabbara","startTime":877.47,"endTime":880.92,"body":"very important for a startup. I"},{"speaker":"Matt Wolach","startTime":880.92,"endTime":884.31,"body":"totally agree. So I"},{"speaker":"Matt Wolach","startTime":880.92,"endTime":884.31,"body":"love that you said culture there"},{"speaker":"Matt Wolach","startTime":884.31,"endTime":886.83,"body":"because that's what I haven't"},{"speaker":"Matt Wolach","startTime":884.31,"endTime":886.83,"body":"heard in quite a while a lot of"},{"speaker":"Matt Wolach","startTime":886.83,"endTime":889.26,"body":"people really think about if I'm"},{"speaker":"Matt Wolach","startTime":886.83,"endTime":889.26,"body":"getting started, am I going to"},{"speaker":"Matt Wolach","startTime":889.26,"endTime":892.11,"body":"focus on product? Am I going to"},{"speaker":"Matt Wolach","startTime":889.26,"endTime":892.11,"body":"focus on marketing and in fact,"},{"speaker":"Matt Wolach","startTime":892.68,"endTime":895.68,"body":"you know, I've kind of long held"},{"speaker":"Matt Wolach","startTime":892.68,"endTime":895.68,"body":"the contention that too many"},{"speaker":"Matt Wolach","startTime":895.68,"endTime":899.04,"body":"times founders focus too much on"},{"speaker":"Matt Wolach","startTime":895.68,"endTime":899.04,"body":"product and don't start"},{"speaker":"Matt Wolach","startTime":899.04,"endTime":902.16,"body":"marketing early and If don't"},{"speaker":"Matt Wolach","startTime":899.04,"endTime":902.16,"body":"start that, that go to market"},{"speaker":"Matt Wolach","startTime":902.16,"endTime":904.71,"body":"when they should, and they wait"},{"speaker":"Matt Wolach","startTime":902.16,"endTime":904.71,"body":"too long after you've done it"},{"speaker":"Matt Wolach","startTime":904.71,"endTime":907.44,"body":"once, and then it doesn't go"},{"speaker":"Matt Wolach","startTime":904.71,"endTime":907.44,"body":"well, most second time founders"},{"speaker":"Matt Wolach","startTime":907.44,"endTime":910.02,"body":"realize we have to focus on"},{"speaker":"Matt Wolach","startTime":907.44,"endTime":910.02,"body":"marketing. But I do agree"},{"speaker":"Matt Wolach","startTime":910.02,"endTime":913.47,"body":"culture is really important. And"},{"speaker":"Matt Wolach","startTime":910.02,"endTime":913.47,"body":"having that right culture can"},{"speaker":"Matt Wolach","startTime":913.47,"endTime":915.69,"body":"help everything else work well,"},{"speaker":"Matt Wolach","startTime":913.47,"endTime":915.69,"body":"right?"},{"speaker":"Wissam Tabbara","startTime":915.72,"endTime":917.55,"body":"Absolutely."},{"speaker":"Wissam Tabbara","startTime":915.72,"endTime":917.55,"body":"Absolutely. It makes or breaks"},{"speaker":"Wissam Tabbara","startTime":917.55,"endTime":920.31,"body":"the company, in my opinion. And"},{"speaker":"Wissam Tabbara","startTime":917.55,"endTime":920.31,"body":"not only like, it's not a one"},{"speaker":"Wissam Tabbara","startTime":920.31,"endTime":922.71,"body":"hour meeting where you can go"},{"speaker":"Wissam Tabbara","startTime":920.31,"endTime":922.71,"body":"back, okay, I defined the"},{"speaker":"Wissam Tabbara","startTime":922.71,"endTime":926.4,"body":"culture, how can you really"},{"speaker":"Wissam Tabbara","startTime":922.71,"endTime":926.4,"body":"iterate on that culture because"},{"speaker":"Wissam Tabbara","startTime":926.4,"endTime":929.91,"body":"you know, every, it's not the"},{"speaker":"Wissam Tabbara","startTime":926.4,"endTime":929.91,"body":"guy cannot bring like, a culture"},{"speaker":"Wissam Tabbara","startTime":929.91,"endTime":933.42,"body":"from a different company, or"},{"speaker":"Wissam Tabbara","startTime":929.91,"endTime":933.42,"body":"values and try to fit them and"},{"speaker":"Wissam Tabbara","startTime":933.42,"endTime":937.5,"body":"discomfort, so ability to"},{"speaker":"Wissam Tabbara","startTime":933.42,"endTime":937.5,"body":"iterate on them as a team and"},{"speaker":"Wissam Tabbara","startTime":937.5,"endTime":941.55,"body":"really have people believe in it"},{"speaker":"Wissam Tabbara","startTime":937.5,"endTime":941.55,"body":"and really think and operate of"},{"speaker":"Wissam Tabbara","startTime":941.55,"endTime":944.34,"body":"them and constantly refer to"},{"speaker":"Wissam Tabbara","startTime":941.55,"endTime":944.34,"body":"them as their value as the"},{"speaker":"Wissam Tabbara","startTime":944.34,"endTime":947.79,"body":"operating system of the company."},{"speaker":"Wissam Tabbara","startTime":944.34,"endTime":947.79,"body":"That's how you can grow a lot"},{"speaker":"Wissam Tabbara","startTime":947.82,"endTime":950.16,"body":"more smart in a smarter way."},{"speaker":"Matt Wolach","startTime":950.19,"endTime":952.53,"body":"Yeah, absolutely. I"},{"speaker":"Matt Wolach","startTime":950.19,"endTime":952.53,"body":"totally agree with that. What"},{"speaker":"Matt Wolach","startTime":952.53,"endTime":955.23,"body":"advice would you give to new"},{"speaker":"Matt Wolach","startTime":952.53,"endTime":955.23,"body":"software leaders who are"},{"speaker":"Matt Wolach","startTime":955.23,"endTime":957.42,"body":"starting out? You've done it a"},{"speaker":"Matt Wolach","startTime":955.23,"endTime":957.42,"body":"few times? What advice would you"},{"speaker":"Matt Wolach","startTime":957.42,"endTime":959.52,"body":"share for others who are just"},{"speaker":"Matt Wolach","startTime":957.42,"endTime":959.52,"body":"getting going now."},{"speaker":"Wissam Tabbara","startTime":959.55,"endTime":962.43,"body":"So you have to"},{"speaker":"Wissam Tabbara","startTime":959.55,"endTime":962.43,"body":"really be able to work with the"},{"speaker":"Wissam Tabbara","startTime":962.43,"endTime":964.71,"body":"unknown, right? Especially if"},{"speaker":"Wissam Tabbara","startTime":962.43,"endTime":964.71,"body":"you're doing startup of"},{"speaker":"Wissam Tabbara","startTime":964.71,"endTime":967.65,"body":"technology, the unknown, you"},{"speaker":"Wissam Tabbara","startTime":964.71,"endTime":967.65,"body":"have the unknown unknowns,"},{"speaker":"Wissam Tabbara","startTime":967.74,"endTime":970.5,"body":"right. So there is both of"},{"speaker":"Wissam Tabbara","startTime":967.74,"endTime":970.5,"body":"those. So I think setting up the"},{"speaker":"Wissam Tabbara","startTime":970.5,"endTime":973.32,"body":"right culture and the value,"},{"speaker":"Wissam Tabbara","startTime":970.5,"endTime":973.32,"body":"understanding the domain in"},{"speaker":"Wissam Tabbara","startTime":973.32,"endTime":976.32,"body":"general, and the problem you're"},{"speaker":"Wissam Tabbara","startTime":973.32,"endTime":976.32,"body":"trying to solve and be very"},{"speaker":"Wissam Tabbara","startTime":976.32,"endTime":979.71,"body":"flexible to the solution, right."},{"speaker":"Wissam Tabbara","startTime":976.32,"endTime":979.71,"body":"So I'll tell you, like we've"},{"speaker":"Wissam Tabbara","startTime":979.71,"endTime":983.31,"body":"done so far, three pivots, land"},{"speaker":"Wissam Tabbara","startTime":979.71,"endTime":983.31,"body":"where we are today, because"},{"speaker":"Wissam Tabbara","startTime":983.31,"endTime":986.49,"body":"we're flexible solution, but we"},{"speaker":"Wissam Tabbara","startTime":983.31,"endTime":986.49,"body":"really wanted people to be more"},{"speaker":"Wissam Tabbara","startTime":986.49,"endTime":990.15,"body":"productive and discovering new"},{"speaker":"Wissam Tabbara","startTime":986.49,"endTime":990.15,"body":"business, right, we were in the"},{"speaker":"Wissam Tabbara","startTime":990.15,"endTime":993.42,"body":"recruiting space. And even that"},{"speaker":"Wissam Tabbara","startTime":990.15,"endTime":993.42,"body":"we started refining and refining"},{"speaker":"Wissam Tabbara","startTime":993.42,"endTime":996.36,"body":"until we landed, we still as"},{"speaker":"Wissam Tabbara","startTime":993.42,"endTime":996.36,"body":"excited but you know, the"},{"speaker":"Wissam Tabbara","startTime":996.36,"endTime":999.12,"body":"solution change over time,"},{"speaker":"Wissam Tabbara","startTime":996.36,"endTime":999.12,"body":"right. And there's even more"},{"speaker":"Wissam Tabbara","startTime":999.12,"endTime":1001.91,"body":"timing around it, like we were"},{"speaker":"Wissam Tabbara","startTime":999.12,"endTime":1001.91,"body":"doing recruiting, and it was"},{"speaker":"Wissam Tabbara","startTime":1001.91,"endTime":1005.27,"body":"COVID had massive layoffs, you"},{"speaker":"Wissam Tabbara","startTime":1001.91,"endTime":1005.27,"body":"know, there was a lot of stuff,"},{"speaker":"Wissam Tabbara","startTime":1005.27,"endTime":1008.69,"body":"you have to be able to adapt and"},{"speaker":"Wissam Tabbara","startTime":1005.27,"endTime":1008.69,"body":"not, you know, start with one"},{"speaker":"Wissam Tabbara","startTime":1008.69,"endTime":1011.06,"body":"thing and be stuck to it,"},{"speaker":"Wissam Tabbara","startTime":1008.69,"endTime":1011.06,"body":"they're stuck with it. And the"},{"speaker":"Wissam Tabbara","startTime":1011.06,"endTime":1014.66,"body":"other thing is like learning the"},{"speaker":"Wissam Tabbara","startTime":1011.06,"endTime":1014.66,"body":"stage of the company, right? If"},{"speaker":"Wissam Tabbara","startTime":1014.66,"endTime":1017.81,"body":"you're in a pre seed, it's"},{"speaker":"Wissam Tabbara","startTime":1014.66,"endTime":1017.81,"body":"different than your seed round,"},{"speaker":"Wissam Tabbara","startTime":1017.87,"endTime":1021.05,"body":"or series A like The Matrix is"},{"speaker":"Wissam Tabbara","startTime":1017.87,"endTime":1021.05,"body":"different, the mindset is"},{"speaker":"Wissam Tabbara","startTime":1021.05,"endTime":1023.81,"body":"different. What you need to"},{"speaker":"Wissam Tabbara","startTime":1021.05,"endTime":1023.81,"body":"figure out is different in a"},{"speaker":"Wissam Tabbara","startTime":1023.81,"endTime":1026.87,"body":"way, you're always trying to add"},{"speaker":"Wissam Tabbara","startTime":1023.81,"endTime":1026.87,"body":"product market fit. Technically,"},{"speaker":"Wissam Tabbara","startTime":1026.87,"endTime":1029.96,"body":"once you had product market fit,"},{"speaker":"Wissam Tabbara","startTime":1026.87,"endTime":1029.96,"body":"right, you graduated, you're no"},{"speaker":"Wissam Tabbara","startTime":1029.96,"endTime":1033.74,"body":"longer startup. But the idea is"},{"speaker":"Wissam Tabbara","startTime":1029.96,"endTime":1033.74,"body":"on daily, weekly basis, you're"},{"speaker":"Wissam Tabbara","startTime":1033.74,"endTime":1037.01,"body":"approaching Closer, closer to"},{"speaker":"Wissam Tabbara","startTime":1033.74,"endTime":1037.01,"body":"product market fit. Okay? So now"},{"speaker":"Wissam Tabbara","startTime":1037.01,"endTime":1038.69,"body":"if you think you have the"},{"speaker":"Wissam Tabbara","startTime":1037.01,"endTime":1038.69,"body":"product, and you have the"},{"speaker":"Wissam Tabbara","startTime":1038.69,"endTime":1042.23,"body":"market, and you will be like"},{"speaker":"Wissam Tabbara","startTime":1038.69,"endTime":1042.23,"body":"this is my hypothesis of what I"},{"speaker":"Wissam Tabbara","startTime":1042.23,"endTime":1045.56,"body":"think people want, right? Or"},{"speaker":"Wissam Tabbara","startTime":1042.23,"endTime":1045.56,"body":"what I think I can build, and"},{"speaker":"Wissam Tabbara","startTime":1045.56,"endTime":1048.38,"body":"here's what the market I think"},{"speaker":"Wissam Tabbara","startTime":1045.56,"endTime":1048.38,"body":"they need. So what have you done"},{"speaker":"Wissam Tabbara","startTime":1048.38,"endTime":1050.87,"body":"here you have wrote you have"},{"speaker":"Wissam Tabbara","startTime":1048.38,"endTime":1050.87,"body":"like, basically came up with a"},{"speaker":"Wissam Tabbara","startTime":1050.87,"endTime":1055.1,"body":"list of 10s of assumptions you"},{"speaker":"Wissam Tabbara","startTime":1050.87,"endTime":1055.1,"body":"made. And now each assumption,"},{"speaker":"Wissam Tabbara","startTime":1055.13,"endTime":1058.28,"body":"right, you can say, Okay, what?"},{"speaker":"Wissam Tabbara","startTime":1055.13,"endTime":1058.28,"body":"Well, the naive way to think we"},{"speaker":"Wissam Tabbara","startTime":1058.28,"endTime":1062.48,"body":"like, well, I need to go build"},{"speaker":"Wissam Tabbara","startTime":1058.28,"endTime":1062.48,"body":"validate all these assumptions."},{"speaker":"Wissam Tabbara","startTime":1062.51,"endTime":1065.75,"body":"And then I can figure out, do I"},{"speaker":"Wissam Tabbara","startTime":1062.51,"endTime":1065.75,"body":"have a business or not great,"},{"speaker":"Wissam Tabbara","startTime":1065.78,"endTime":1069.29,"body":"great academic exercise and"},{"speaker":"Wissam Tabbara","startTime":1065.78,"endTime":1069.29,"body":"reality, you don't have the time"},{"speaker":"Wissam Tabbara","startTime":1069.29,"endTime":1072.17,"body":"or resources to do that super"},{"speaker":"Wissam Tabbara","startTime":1069.29,"endTime":1072.17,"body":"time consuming, and you will run"},{"speaker":"Wissam Tabbara","startTime":1072.17,"endTime":1075.38,"body":"out of money, the market will"},{"speaker":"Wissam Tabbara","startTime":1072.17,"endTime":1075.38,"body":"move on even before even if"},{"speaker":"Wissam Tabbara","startTime":1075.38,"endTime":1078.83,"body":"you're able to do that. So by"},{"speaker":"Wissam Tabbara","startTime":1075.38,"endTime":1078.83,"body":"thinking about it this way, be"},{"speaker":"Wissam Tabbara","startTime":1078.83,"endTime":1081.26,"body":"like okay, if these are all my"},{"speaker":"Wissam Tabbara","startTime":1078.83,"endTime":1081.26,"body":"assumptions, let me do a"},{"speaker":"Wissam Tabbara","startTime":1081.26,"endTime":1084.5,"body":"prioritization exercise. And you"},{"speaker":"Wissam Tabbara","startTime":1081.26,"endTime":1084.5,"body":"right, each assumption, you say,"},{"speaker":"Wissam Tabbara","startTime":1084.53,"endTime":1088.07,"body":"Well, this one, if I don't have"},{"speaker":"Wissam Tabbara","startTime":1084.53,"endTime":1088.07,"body":"that, right, I have no business,"},{"speaker":"Wissam Tabbara","startTime":1088.07,"endTime":1090.83,"body":"my whole value proposition is"},{"speaker":"Wissam Tabbara","startTime":1088.07,"endTime":1090.83,"body":"different. Like, for example,"},{"speaker":"Wissam Tabbara","startTime":1090.83,"endTime":1093.95,"body":"like one of them will be like, I"},{"speaker":"Wissam Tabbara","startTime":1090.83,"endTime":1093.95,"body":"want to build a website. But"},{"speaker":"Wissam Tabbara","startTime":1093.95,"endTime":1096.5,"body":"that's not a higher risk"},{"speaker":"Wissam Tabbara","startTime":1093.95,"endTime":1096.5,"body":"assumption, because there's a"},{"speaker":"Wissam Tabbara","startTime":1096.5,"endTime":1099.32,"body":"lot of people that's being built"},{"speaker":"Wissam Tabbara","startTime":1096.5,"endTime":1099.32,"body":"every day, by day, can I"},{"speaker":"Wissam Tabbara","startTime":1099.32,"endTime":1102.8,"body":"leverage a specific technology"},{"speaker":"Wissam Tabbara","startTime":1099.32,"endTime":1102.8,"body":"to solve a specific problem?"},{"speaker":"Wissam Tabbara","startTime":1102.83,"endTime":1105.29,"body":"That's a high risk assumption?"},{"speaker":"Wissam Tabbara","startTime":1102.83,"endTime":1105.29,"body":"If you don't have that, right?"},{"speaker":"Wissam Tabbara","startTime":1105.32,"endTime":1108.2,"body":"You cannot make it happen? Or do"},{"speaker":"Wissam Tabbara","startTime":1105.32,"endTime":1108.2,"body":"people will people want to buy"},{"speaker":"Wissam Tabbara","startTime":1108.2,"endTime":1111.62,"body":"your specific problem? Or do"},{"speaker":"Wissam Tabbara","startTime":1108.2,"endTime":1111.62,"body":"they even have that specific"},{"speaker":"Wissam Tabbara","startTime":1111.62,"endTime":1114.38,"body":"problem? So if you take that,"},{"speaker":"Wissam Tabbara","startTime":1111.62,"endTime":1114.38,"body":"like exercise and write all"},{"speaker":"Wissam Tabbara","startTime":1114.38,"endTime":1117.32,"body":"these assumptions, and mark them"},{"speaker":"Wissam Tabbara","startTime":1114.38,"endTime":1117.32,"body":"are this high risk assumption,"},{"speaker":"Wissam Tabbara","startTime":1117.32,"endTime":1120.32,"body":"or this is low risk assumption,"},{"speaker":"Wissam Tabbara","startTime":1117.32,"endTime":1120.32,"body":"the next part of the exercise"},{"speaker":"Wissam Tabbara","startTime":1120.35,"endTime":1123.05,"body":"will be like, well, what's the"},{"speaker":"Wissam Tabbara","startTime":1120.35,"endTime":1123.05,"body":"effort to validate this"},{"speaker":"Wissam Tabbara","startTime":1123.08,"endTime":1125.78,"body":"assumption? Is it low? Or is it"},{"speaker":"Wissam Tabbara","startTime":1123.08,"endTime":1125.78,"body":"high? So now you have like, kind"},{"speaker":"Wissam Tabbara","startTime":1125.78,"endTime":1128.81,"body":"of think of a spreadsheet, you"},{"speaker":"Wissam Tabbara","startTime":1125.78,"endTime":1128.81,"body":"have the high and low of risk"},{"speaker":"Wissam Tabbara","startTime":1128.81,"endTime":1132.62,"body":"assumption a high low and effort"},{"speaker":"Wissam Tabbara","startTime":1128.81,"endTime":1132.62,"body":"and now you're always always"},{"speaker":"Wissam Tabbara","startTime":1132.65,"endTime":1136.07,"body":"refining and revisiting those,"},{"speaker":"Wissam Tabbara","startTime":1132.65,"endTime":1136.07,"body":"and where do you start with"},{"speaker":"Wissam Tabbara","startTime":1136.1,"endTime":1139.19,"body":"what's the most yield is the"},{"speaker":"Wissam Tabbara","startTime":1136.1,"endTime":1139.19,"body":"lowest effort with the highest"},{"speaker":"Wissam Tabbara","startTime":1139.19,"endTime":1141.8,"body":"risk assumption and the more"},{"speaker":"Wissam Tabbara","startTime":1139.19,"endTime":1141.8,"body":"you're approaching there, the"},{"speaker":"Wissam Tabbara","startTime":1141.8,"endTime":1145.76,"body":"more you're validating more the"},{"speaker":"Wissam Tabbara","startTime":1141.8,"endTime":1145.76,"body":"whole value proposition and"},{"speaker":"Wissam Tabbara","startTime":1145.76,"endTime":1151.04,"body":"you're able to refine, right"},{"speaker":"Wissam Tabbara","startTime":1145.76,"endTime":1151.04,"body":"pivot, adjust on high level,"},{"speaker":"Wissam Tabbara","startTime":1151.13,"endTime":1154.1,"body":"alright? Which and every time"},{"speaker":"Wissam Tabbara","startTime":1151.13,"endTime":1154.1,"body":"you adjust, you come up with a"},{"speaker":"Wissam Tabbara","startTime":1154.1,"endTime":1157.94,"body":"higher list. Higher, sorry, a"},{"speaker":"Wissam Tabbara","startTime":1154.1,"endTime":1157.94,"body":"longer list of assumptions that"},{"speaker":"Wissam Tabbara","startTime":1157.94,"endTime":1160.7,"body":"you have that you also have to"},{"speaker":"Wissam Tabbara","startTime":1157.94,"endTime":1160.7,"body":"continue this exercise on and"},{"speaker":"Wissam Tabbara","startTime":1160.7,"endTime":1164.36,"body":"on. That's how you kind of like"},{"speaker":"Wissam Tabbara","startTime":1160.7,"endTime":1164.36,"body":"start making covering more"},{"speaker":"Wissam Tabbara","startTime":1164.36,"endTime":1167.9,"body":"ground at the early stage so you"},{"speaker":"Wissam Tabbara","startTime":1164.36,"endTime":1167.9,"body":"can approach your product market"},{"speaker":"Wissam Tabbara","startTime":1167.9,"endTime":1170.18,"body":"fit and have more conviction in"},{"speaker":"Wissam Tabbara","startTime":1167.9,"endTime":1170.18,"body":"what you're building."},{"speaker":"Matt Wolach","startTime":1170.81,"endTime":1172.82,"body":"Excellent advice. I"},{"speaker":"Matt Wolach","startTime":1170.81,"endTime":1172.82,"body":"hope people take it I want to"},{"speaker":"Matt Wolach","startTime":1172.82,"endTime":1175.94,"body":"make sure that our audience is"},{"speaker":"Matt Wolach","startTime":1172.82,"endTime":1175.94,"body":"able to learn more about what"},{"speaker":"Matt Wolach","startTime":1175.94,"endTime":1178.73,"body":"you're doing and true bass. How"},{"speaker":"Matt Wolach","startTime":1175.94,"endTime":1178.73,"body":"can they get in touch with you"},{"speaker":"Matt Wolach","startTime":1178.73,"endTime":1179.99,"body":"or learn about true bass?"},{"speaker":"Wissam Tabbara","startTime":1180.02,"endTime":1182.81,"body":"Yeah, LinkedIn"},{"speaker":"Wissam Tabbara","startTime":1180.02,"endTime":1182.81,"body":"is a great place with some to"},{"speaker":"Wissam Tabbara","startTime":1182.81,"endTime":1185.69,"body":"borrow one word. I'm always"},{"speaker":"Wissam Tabbara","startTime":1182.81,"endTime":1185.69,"body":"happy to answer your question"},{"speaker":"Wissam Tabbara","startTime":1185.69,"endTime":1190.13,"body":"there. Also email with some a"},{"speaker":"Wissam Tabbara","startTime":1185.69,"endTime":1190.13,"body":"true bass.io I'm always love to"},{"speaker":"Wissam Tabbara","startTime":1190.13,"endTime":1195.14,"body":"hear from others. Great Minds."},{"speaker":"Wissam Tabbara","startTime":1190.13,"endTime":1195.14,"body":"Great, like minded ideas. Yeah,"},{"speaker":"Matt Wolach","startTime":1195.14,"endTime":1197.63,"body":"perfect. Well, this"},{"speaker":"Matt Wolach","startTime":1195.14,"endTime":1197.63,"body":"has been a lot of fun. I really"},{"speaker":"Matt Wolach","startTime":1197.63,"endTime":1199.73,"body":"appreciate you coming on the"},{"speaker":"Matt Wolach","startTime":1197.63,"endTime":1199.73,"body":"show, Wissam. Thank you, of"},{"speaker":"Matt Wolach","startTime":1199.73,"endTime":1202.19,"body":"course. Matt's been fun."},{"speaker":"Matt Wolach","startTime":1199.73,"endTime":1202.19,"body":"Absolutely. And thank you for"},{"speaker":"Matt Wolach","startTime":1202.19,"endTime":1204.05,"body":"listening for everybody out"},{"speaker":"Matt Wolach","startTime":1202.19,"endTime":1204.05,"body":"there. Make sure you're"},{"speaker":"Matt Wolach","startTime":1204.05,"endTime":1206.84,"body":"subscribed to the show. You will"},{"speaker":"Matt Wolach","startTime":1204.05,"endTime":1206.84,"body":"not miss out once you subscribe."},{"speaker":"Matt Wolach","startTime":1206.84,"endTime":1209.06,"body":"I can't wait to see you next"},{"speaker":"Matt Wolach","startTime":1206.84,"endTime":1209.06,"body":"time. Take care. Bye bye."},{"speaker":"Intro/ Outro","startTime":1211.94,"endTime":1214.49,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1211.94,"endTime":1214.49,"body":"listening to Scale Your SaaS."},{"speaker":"Intro/ Outro","startTime":1214.55,"endTime":1218.15,"body":"For more help on finding great"},{"speaker":"Intro/ Outro","startTime":1214.55,"endTime":1218.15,"body":"leads and closing more deals. Go"},{"speaker":"Intro/ Outro","startTime":1218.15,"endTime":1219.98,"body":"to Mattwolach.com"}]}