{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":0.0,"endTime":14.31,"body":"So what is RevOps"},{"speaker":"Matt Wolach","startTime":0.0,"endTime":14.31,"body":"revenue operations? What is it?"},{"speaker":"Matt Wolach","startTime":14.34,"endTime":16.98,"body":"When do you need it? How should"},{"speaker":"Matt Wolach","startTime":14.34,"endTime":16.98,"body":"you use it? How should you"},{"speaker":"Matt Wolach","startTime":16.98,"endTime":20.07,"body":"employ it once you have it and"},{"speaker":"Matt Wolach","startTime":16.98,"endTime":20.07,"body":"what can it actually do for you?"},{"speaker":"Matt Wolach","startTime":20.1,"endTime":23.55,"body":"Lots of questions that I know"},{"speaker":"Matt Wolach","startTime":20.1,"endTime":23.55,"body":"many people ask once you start"},{"speaker":"Matt Wolach","startTime":23.55,"endTime":26.01,"body":"getting things working within"},{"speaker":"Matt Wolach","startTime":23.55,"endTime":26.01,"body":"your business once you start"},{"speaker":"Matt Wolach","startTime":26.01,"endTime":28.47,"body":"getting leads, once you start"},{"speaker":"Matt Wolach","startTime":26.01,"endTime":28.47,"body":"getting some things to be"},{"speaker":"Matt Wolach","startTime":28.47,"endTime":32.73,"body":"closed, well Taff love he came"},{"speaker":"Matt Wolach","startTime":28.47,"endTime":32.73,"body":"on, he shared all of the good"},{"speaker":"Matt Wolach","startTime":32.73,"endTime":35.58,"body":"information about rev ops keys"},{"speaker":"Matt Wolach","startTime":32.73,"endTime":35.58,"body":"with iceberg Reb ops, and he"},{"speaker":"Matt Wolach","startTime":35.58,"endTime":38.1,"body":"explained exactly what you need"},{"speaker":"Matt Wolach","startTime":35.58,"endTime":38.1,"body":"to look for when you need to"},{"speaker":"Matt Wolach","startTime":38.1,"endTime":41.16,"body":"start really thinking of having"},{"speaker":"Matt Wolach","startTime":38.1,"endTime":41.16,"body":"a Reb ops person help you with"},{"speaker":"Matt Wolach","startTime":41.16,"endTime":43.32,"body":"this and how to make sure you"},{"speaker":"Matt Wolach","startTime":41.16,"endTime":43.32,"body":"implement it the right way."},{"speaker":"Matt Wolach","startTime":43.32,"endTime":45.96,"body":"Check this episode out. If you"},{"speaker":"Matt Wolach","startTime":43.32,"endTime":45.96,"body":"start to get some traction,"},{"speaker":"Matt Wolach","startTime":45.96,"endTime":48.75,"body":"start to get some things"},{"speaker":"Matt Wolach","startTime":45.96,"endTime":48.75,"body":"working, you're absolutely going"},{"speaker":"Matt Wolach","startTime":48.75,"endTime":49.95,"body":"to get value out of this."},{"speaker":"Intro/ Outro","startTime":50.73,"endTime":53.97,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":50.73,"endTime":53.97,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":53.97,"endTime":57.09,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":53.97,"endTime":57.09,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":57.09,"endTime":61.05,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":57.09,"endTime":61.05,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":61.05,"endTime":65.91,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":61.05,"endTime":65.91,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":65.94,"endTime":66.39,"body":"Wolach,"},{"speaker":"Matt Wolach","startTime":66.9,"endTime":69.39,"body":"and welcome to"},{"speaker":"Matt Wolach","startTime":66.9,"endTime":69.39,"body":"Scale Your SaaS. We're excited"},{"speaker":"Matt Wolach","startTime":69.39,"endTime":71.64,"body":"to have you here. Thank you very"},{"speaker":"Matt Wolach","startTime":69.39,"endTime":71.64,"body":"much for being here. My name is"},{"speaker":"Matt Wolach","startTime":71.64,"endTime":75.75,"body":"Matt and I am your host our goal"},{"speaker":"Matt Wolach","startTime":71.64,"endTime":75.75,"body":"today is to help you grow your"},{"speaker":"Matt Wolach","startTime":75.75,"endTime":78.57,"body":"business. Let's find the new"},{"speaker":"Matt Wolach","startTime":75.75,"endTime":78.57,"body":"lead let's close and deal with"},{"speaker":"Matt Wolach","startTime":78.57,"endTime":83.01,"body":"make sure you get where you got"},{"speaker":"Matt Wolach","startTime":78.57,"endTime":83.01,"body":"to get really elated today to"},{"speaker":"Matt Wolach","startTime":83.01,"endTime":85.44,"body":"have cash flow with you doing"},{"speaker":"Taft Love","startTime":86.1,"endTime":88.11,"body":"Hey man, I'm well"},{"speaker":"Taft Love","startTime":86.1,"endTime":88.11,"body":"thanks for having me man."},{"speaker":"Taft Love","startTime":91.98,"endTime":92.46,"body":"Conversation"},{"speaker":"Matt Wolach","startTime":97.56,"endTime":100.08,"body":"with an agency"},{"speaker":"Matt Wolach","startTime":97.56,"endTime":100.08,"body":"built for growing staff"},{"speaker":"Matt Wolach","startTime":100.08,"endTime":103.53,"body":"companies and scaling their"},{"speaker":"Matt Wolach","startTime":100.08,"endTime":103.53,"body":"operation systems and processes,"},{"speaker":"Matt Wolach","startTime":104.16,"endTime":106.98,"body":"understand how busy fast"},{"speaker":"Matt Wolach","startTime":104.16,"endTime":106.98,"body":"founders are. That's why he's"},{"speaker":"Matt Wolach","startTime":106.98,"endTime":110.25,"body":"built iceberg puts the burden of"},{"speaker":"Matt Wolach","startTime":106.98,"endTime":110.25,"body":"designing and managing a revenue"},{"speaker":"Matt Wolach","startTime":110.25,"endTime":116.97,"body":"tech staff place to focus on"},{"speaker":"Matt Wolach","startTime":110.25,"endTime":116.97,"body":"what really matters, the advisor"},{"speaker":"Matt Wolach","startTime":116.97,"endTime":120.72,"body":"sales and marketing operations"},{"speaker":"Matt Wolach","startTime":116.97,"endTime":120.72,"body":"at scale Venture Partners, as it"},{"speaker":"Matt Wolach","startTime":120.72,"endTime":123.57,"body":"goes to market advisory revenue"},{"speaker":"Matt Wolach","startTime":120.72,"endTime":123.57,"body":"operations, tap advises"},{"speaker":"Matt Wolach","startTime":123.6,"endTime":126.48,"body":"companies on key strategic"},{"speaker":"Matt Wolach","startTime":123.6,"endTime":126.48,"body":"decisions related to their"},{"speaker":"Matt Wolach","startTime":127.38,"endTime":132.96,"body":"operations, marketing"},{"speaker":"Matt Wolach","startTime":127.38,"endTime":132.96,"body":"operations, and more. So he when"},{"speaker":"Matt Wolach","startTime":132.96,"endTime":136.32,"body":"it comes to growth, I'm super"},{"speaker":"Matt Wolach","startTime":132.96,"endTime":136.32,"body":"glad to be here. Thanks so much"},{"speaker":"Matt Wolach","startTime":136.32,"endTime":137.16,"body":"for coming on the show."},{"speaker":"Taft Love","startTime":137.64,"endTime":139.38,"body":"Hey, yeah, thanks for"},{"speaker":"Taft Love","startTime":137.64,"endTime":139.38,"body":"having me. This is awesome."},{"speaker":"Matt Wolach","startTime":141.0,"endTime":144.24,"body":"I'm glad. Well tell"},{"speaker":"Matt Wolach","startTime":141.0,"endTime":144.24,"body":"us what are you up to lately,"},{"speaker":"Matt Wolach","startTime":144.24,"endTime":145.44,"body":"and what's coming up for you?"},{"speaker":"Taft Love","startTime":146.34,"endTime":148.38,"body":"You know, it's"},{"speaker":"Taft Love","startTime":146.34,"endTime":148.38,"body":"interesting, I left this out of"},{"speaker":"Taft Love","startTime":148.38,"endTime":153.0,"body":"the bio, but I'm actually living"},{"speaker":"Taft Love","startTime":148.38,"endTime":153.0,"body":"two lives right now. So I"},{"speaker":"Taft Love","startTime":153.0,"endTime":157.14,"body":"founded iceberg. I've spent five"},{"speaker":"Taft Love","startTime":153.0,"endTime":157.14,"body":"plus years growing it. Last"},{"speaker":"Taft Love","startTime":157.14,"endTime":159.78,"body":"year, I hired a CEO to take it"},{"speaker":"Taft Love","startTime":157.14,"endTime":159.78,"body":"over for me, because it turns"},{"speaker":"Taft Love","startTime":159.78,"endTime":162.96,"body":"out, I suck at being a CEO, I'm"},{"speaker":"Taft Love","startTime":159.78,"endTime":162.96,"body":"actually not good at that job."},{"speaker":"Taft Love","startTime":163.32,"endTime":169.08,"body":"And in the meantime, I actually"},{"speaker":"Taft Love","startTime":163.32,"endTime":169.08,"body":"was a VP of Sales for a company"},{"speaker":"Taft Love","startTime":169.08,"endTime":171.09,"body":"called docs. And some of the"},{"speaker":"Taft Love","startTime":169.08,"endTime":171.09,"body":"founders out there may have"},{"speaker":"Taft Love","startTime":171.09,"endTime":174.12,"body":"heard of it that was acquired by"},{"speaker":"Taft Love","startTime":171.09,"endTime":174.12,"body":"Dropbox. And now I'm running a"},{"speaker":"Taft Love","startTime":174.12,"endTime":179.01,"body":"few sales teams for Dropbox. And"},{"speaker":"Taft Love","startTime":174.12,"endTime":179.01,"body":"so really, in this interesting"},{"speaker":"Taft Love","startTime":179.01,"endTime":183.48,"body":"place, where I'm straddling two"},{"speaker":"Taft Love","startTime":179.01,"endTime":183.48,"body":"worlds and get to help companies"},{"speaker":"Taft Love","startTime":183.48,"endTime":187.2,"body":"build their sales and marketing"},{"speaker":"Taft Love","startTime":183.48,"endTime":187.2,"body":"operations, while running sales"},{"speaker":"Taft Love","startTime":187.2,"endTime":192.42,"body":"programs at a big company. A lot"},{"speaker":"Taft Love","startTime":187.2,"endTime":192.42,"body":"of"},{"speaker":"Matt Wolach","startTime":198.48,"endTime":205.62,"body":"the company will"},{"speaker":"Matt Wolach","startTime":198.48,"endTime":205.62,"body":"want to take over that CEO role."},{"speaker":"Taft Love","startTime":205.71,"endTime":208.02,"body":"A few things, there"},{"speaker":"Taft Love","startTime":205.71,"endTime":208.02,"body":"are some habits that I think"},{"speaker":"Taft Love","startTime":208.02,"endTime":214.29,"body":"make you made me really good"},{"speaker":"Taft Love","startTime":208.02,"endTime":214.29,"body":"early on, and a pretty poor CEO"},{"speaker":"Taft Love","startTime":214.29,"endTime":218.55,"body":"later as we hit a couple"},{"speaker":"Taft Love","startTime":214.29,"endTime":218.55,"body":"million, a few million in, in"},{"speaker":"Taft Love","startTime":218.55,"endTime":221.64,"body":"revenue. And I think this would"},{"speaker":"Taft Love","startTime":218.55,"endTime":221.64,"body":"have been true if I were a SASS"},{"speaker":"Taft Love","startTime":221.64,"endTime":224.94,"body":"company, we're services even"},{"speaker":"Taft Love","startTime":221.64,"endTime":224.94,"body":"though it's recurring. What I"},{"speaker":"Taft Love","startTime":224.94,"endTime":229.74,"body":"found out is that the bias to"},{"speaker":"Taft Love","startTime":224.94,"endTime":229.74,"body":"action is really valuable. When"},{"speaker":"Taft Love","startTime":229.74,"endTime":232.41,"body":"you're when you're nascent. When"},{"speaker":"Taft Love","startTime":229.74,"endTime":232.41,"body":"you're just figuring things out,"},{"speaker":"Taft Love","startTime":232.44,"endTime":237.03,"body":"we're trying lots of things and"},{"speaker":"Taft Love","startTime":232.44,"endTime":237.03,"body":"as we grew, and there's now a"},{"speaker":"Taft Love","startTime":237.03,"endTime":240.12,"body":"lot more value and being a bit"},{"speaker":"Taft Love","startTime":237.03,"endTime":240.12,"body":"slower and a bit more thoughtful"},{"speaker":"Taft Love","startTime":240.12,"endTime":243.48,"body":"and planning. And I'm still"},{"speaker":"Taft Love","startTime":240.12,"endTime":243.48,"body":"moving at 100 miles an hour, it"},{"speaker":"Taft Love","startTime":243.48,"endTime":246.45,"body":"was actually helpful for me to"},{"speaker":"Taft Love","startTime":243.48,"endTime":246.45,"body":"bring in somebody who had that"},{"speaker":"Taft Love","startTime":246.45,"endTime":249.42,"body":"sort of next level skill set,"},{"speaker":"Taft Love","startTime":246.45,"endTime":249.42,"body":"which is Hey guys, let's let's"},{"speaker":"Taft Love","startTime":249.42,"endTime":252.21,"body":"press pause, let's think about"},{"speaker":"Taft Love","startTime":249.42,"endTime":252.21,"body":"what we're doing for the next"},{"speaker":"Taft Love","startTime":252.21,"endTime":255.3,"body":"six months, the next year and"},{"speaker":"Taft Love","startTime":252.21,"endTime":255.3,"body":"decide whether all of these"},{"speaker":"Taft Love","startTime":255.3,"endTime":258.81,"body":"little ideas you're having Taff"},{"speaker":"Taft Love","startTime":255.3,"endTime":258.81,"body":"are aligned with this broader"},{"speaker":"Taft Love","startTime":258.81,"endTime":261.78,"body":"vision that we've agreed upon."},{"speaker":"Taft Love","startTime":258.81,"endTime":261.78,"body":"And so having somebody come help"},{"speaker":"Taft Love","startTime":261.78,"endTime":266.34,"body":"me exercise that discipline has"},{"speaker":"Taft Love","startTime":261.78,"endTime":266.34,"body":"been just just world changing."},{"speaker":"Matt Wolach","startTime":266.58,"endTime":270.75,"body":"Cool. I love that"},{"speaker":"Matt Wolach","startTime":266.58,"endTime":270.75,"body":"thought that you put it that way"},{"speaker":"Matt Wolach","startTime":270.75,"endTime":274.17,"body":"is that really there's different"},{"speaker":"Matt Wolach","startTime":270.75,"endTime":274.17,"body":"ways that we need to behave or"},{"speaker":"Matt Wolach","startTime":274.17,"endTime":277.17,"body":"different ways to ask different"},{"speaker":"Matt Wolach","startTime":274.17,"endTime":277.17,"body":"tasks in the early days versus"},{"speaker":"Matt Wolach","startTime":277.17,"endTime":280.08,"body":"once you start getting rolling."},{"speaker":"Matt Wolach","startTime":277.17,"endTime":280.08,"body":"And I've often asked that"},{"speaker":"Matt Wolach","startTime":280.08,"endTime":284.22,"body":"question to the mentors and even"},{"speaker":"Matt Wolach","startTime":280.08,"endTime":284.22,"body":"on Twitter, you know, which is"},{"speaker":"Matt Wolach","startTime":284.22,"endTime":289.47,"body":"better. There's not a perfect"},{"speaker":"Matt Wolach","startTime":284.22,"endTime":289.47,"body":"answer. It's more of what's"},{"speaker":"Matt Wolach","startTime":289.47,"endTime":292.53,"body":"better at that thing within your"},{"speaker":"Matt Wolach","startTime":289.47,"endTime":292.53,"body":"growth cycle, right?"},{"speaker":"Taft Love","startTime":292.74,"endTime":294.81,"body":"Yeah, that's"},{"speaker":"Taft Love","startTime":292.74,"endTime":294.81,"body":"absolutely right. And some of"},{"speaker":"Taft Love","startTime":294.81,"endTime":298.17,"body":"the irony here is one of our"},{"speaker":"Taft Love","startTime":294.81,"endTime":298.17,"body":"values is that we're bias to"},{"speaker":"Taft Love","startTime":298.17,"endTime":303.09,"body":"action because we were primarily"},{"speaker":"Taft Love","startTime":298.17,"endTime":303.09,"body":"with small companies, we help"},{"speaker":"Taft Love","startTime":303.12,"endTime":306.99,"body":"companies get from zero to one"},{"speaker":"Taft Love","startTime":303.12,"endTime":306.99,"body":"effectively in terms of building"},{"speaker":"Taft Love","startTime":306.99,"endTime":310.26,"body":"an Operations Program. And so"},{"speaker":"Taft Love","startTime":306.99,"endTime":310.26,"body":"the companies we work for are"},{"speaker":"Taft Love","startTime":310.26,"endTime":313.08,"body":"where we were a couple years"},{"speaker":"Taft Love","startTime":310.26,"endTime":313.08,"body":"ago, they're at 1,000,002"},{"speaker":"Taft Love","startTime":313.08,"endTime":316.2,"body":"million, 3 million in revenue,"},{"speaker":"Taft Love","startTime":313.08,"endTime":316.2,"body":"sometimes as big as 10 or 15"},{"speaker":"Taft Love","startTime":316.2,"endTime":318.78,"body":"million, but most of them are on"},{"speaker":"Taft Love","startTime":316.2,"endTime":318.78,"body":"the on the smaller side of that"},{"speaker":"Taft Love","startTime":318.78,"endTime":322.83,"body":"scale. And so they hire us to"},{"speaker":"Taft Love","startTime":318.78,"endTime":322.83,"body":"come move quickly. And yeah,"},{"speaker":"Taft Love","startTime":322.86,"endTime":326.13,"body":"fast is better than perfect in"},{"speaker":"Taft Love","startTime":322.86,"endTime":326.13,"body":"those in those scenarios. But as"},{"speaker":"Taft Love","startTime":326.13,"endTime":329.37,"body":"you grow that that balance"},{"speaker":"Taft Love","startTime":326.13,"endTime":329.37,"body":"starts to shift, and I think"},{"speaker":"Taft Love","startTime":329.37,"endTime":332.16,"body":"perfect is almost always the"},{"speaker":"Taft Love","startTime":329.37,"endTime":332.16,"body":"enemy of good. So I think"},{"speaker":"Taft Love","startTime":332.16,"endTime":338.1,"body":"perfect is is not the ideal, but"},{"speaker":"Taft Love","startTime":332.16,"endTime":338.1,"body":"certainly, certainly the speed"},{"speaker":"Taft Love","startTime":338.1,"endTime":344.85,"body":"with which we act is is"},{"speaker":"Taft Love","startTime":338.1,"endTime":344.85,"body":"changing. It was a gap I was"},{"speaker":"Taft Love","startTime":344.85,"endTime":349.44,"body":"feeling so if you've heard of"},{"speaker":"Taft Love","startTime":344.85,"endTime":349.44,"body":"the company panda doc I was I"},{"speaker":"Taft Love","startTime":349.62,"endTime":351.66,"body":"that was early in my sales"},{"speaker":"Taft Love","startTime":349.62,"endTime":351.66,"body":"career, I was an account"},{"speaker":"Taft Love","startTime":351.66,"endTime":354.84,"body":"executive there and eventually"},{"speaker":"Taft Love","startTime":351.66,"endTime":354.84,"body":"took over the the operations"},{"speaker":"Taft Love","startTime":354.84,"endTime":359.58,"body":"function as well as some of the"},{"speaker":"Taft Love","startTime":354.84,"endTime":359.58,"body":"sales teams. And I had some"},{"speaker":"Taft Love","startTime":359.58,"endTime":362.28,"body":"consultants come in to help us"},{"speaker":"Taft Love","startTime":359.58,"endTime":362.28,"body":"and it seemed like every"},{"speaker":"Taft Love","startTime":362.28,"endTime":366.36,"body":"consultant was focused on US"},{"speaker":"Taft Love","startTime":362.28,"endTime":366.36,"body":"system. So we'd have a"},{"speaker":"Taft Love","startTime":366.36,"endTime":368.76,"body":"Salesforce team come in and help"},{"speaker":"Taft Love","startTime":366.36,"endTime":368.76,"body":"us and it would break things in"},{"speaker":"Taft Love","startTime":368.76,"endTime":371.07,"body":"our HubSpot, and then we'd have"},{"speaker":"Taft Love","startTime":368.76,"endTime":371.07,"body":"a HubSpot team come in and help"},{"speaker":"Taft Love","startTime":371.07,"endTime":375.12,"body":"us and it would break things and"},{"speaker":"Taft Love","startTime":371.07,"endTime":375.12,"body":"outreach. And nobody, these"},{"speaker":"Taft Love","startTime":375.12,"endTime":378.66,"body":"siloed operations firms were"},{"speaker":"Taft Love","startTime":375.12,"endTime":378.66,"body":"really good at their little"},{"speaker":"Taft Love","startTime":378.66,"endTime":381.3,"body":"corner of operations, and"},{"speaker":"Taft Love","startTime":378.66,"endTime":381.3,"body":"everything else tended to break."},{"speaker":"Taft Love","startTime":381.66,"endTime":387.3,"body":"So I actually started just"},{"speaker":"Taft Love","startTime":381.66,"endTime":387.3,"body":"helping companies on nights and"},{"speaker":"Taft Love","startTime":387.3,"endTime":391.17,"body":"weekends before I had a kid and"},{"speaker":"Taft Love","startTime":387.3,"endTime":391.17,"body":"a wife and could work early"},{"speaker":"Taft Love","startTime":391.17,"endTime":393.66,"body":"mornings, I was on the west"},{"speaker":"Taft Love","startTime":391.17,"endTime":393.66,"body":"coast. So I'd work with East"},{"speaker":"Taft Love","startTime":393.66,"endTime":396.0,"body":"Coast companies, I'd get up"},{"speaker":"Taft Love","startTime":393.66,"endTime":396.0,"body":"early and help them and work on"},{"speaker":"Taft Love","startTime":396.0,"endTime":400.86,"body":"weekends. And I essentially was"},{"speaker":"Taft Love","startTime":396.0,"endTime":400.86,"body":"was trying to help people"},{"speaker":"Taft Love","startTime":401.4,"endTime":404.85,"body":"connect before the word rev ops"},{"speaker":"Taft Love","startTime":401.4,"endTime":404.85,"body":"was really a thing, these"},{"speaker":"Taft Love","startTime":404.85,"endTime":408.06,"body":"various functions in the sense"},{"speaker":"Taft Love","startTime":404.85,"endTime":408.06,"body":"that like, let's talk about how"},{"speaker":"Taft Love","startTime":408.09,"endTime":411.66,"body":"the sales teams project affects"},{"speaker":"Taft Love","startTime":408.09,"endTime":411.66,"body":"everyone up and down funnel from"},{"speaker":"Taft Love","startTime":411.66,"endTime":416.13,"body":"the sales team before we go"},{"speaker":"Taft Love","startTime":411.66,"endTime":416.13,"body":"build things. And so that was"},{"speaker":"Taft Love","startTime":416.13,"endTime":419.04,"body":"the need that inspired me. And"},{"speaker":"Taft Love","startTime":416.13,"endTime":419.04,"body":"really what carries us through"},{"speaker":"Taft Love","startTime":419.04,"endTime":423.24,"body":"today is this idea that we sort"},{"speaker":"Taft Love","startTime":419.04,"endTime":423.24,"body":"of bridge sales, marketing and"},{"speaker":"Taft Love","startTime":423.24,"endTime":424.95,"body":"customer success operations."},{"speaker":"Matt Wolach","startTime":426.99,"endTime":428.73,"body":"Know that there's"},{"speaker":"Matt Wolach","startTime":426.99,"endTime":428.73,"body":"some people wondering out there,"},{"speaker":"Matt Wolach","startTime":428.73,"endTime":433.92,"body":"what is robot? Explain? What"},{"speaker":"Matt Wolach","startTime":428.73,"endTime":433.92,"body":"exactly is revenue operations?"},{"speaker":"Matt Wolach","startTime":433.92,"endTime":434.34,"body":"Robot?"},{"speaker":"Taft Love","startTime":434.76,"endTime":437.64,"body":"Yeah, 100%. You know,"},{"speaker":"Taft Love","startTime":434.76,"endTime":437.64,"body":"what's funny is, it's not"},{"speaker":"Taft Love","startTime":437.64,"endTime":442.23,"body":"exactly what we do. I named the"},{"speaker":"Taft Love","startTime":437.64,"endTime":442.23,"body":"company back when people were"},{"speaker":"Taft Love","startTime":442.23,"endTime":444.93,"body":"still figuring out what the hell"},{"speaker":"Taft Love","startTime":442.23,"endTime":444.93,"body":"Reb ops meant. So if you got in"},{"speaker":"Taft Love","startTime":444.93,"endTime":448.08,"body":"a time machine and went back"},{"speaker":"Taft Love","startTime":444.93,"endTime":448.08,"body":"five years, and you heard people"},{"speaker":"Taft Love","startTime":448.08,"endTime":450.54,"body":"talking about Reb, ops, you"},{"speaker":"Taft Love","startTime":448.08,"endTime":450.54,"body":"would say, oh, it's sales and"},{"speaker":"Taft Love","startTime":450.54,"endTime":455.79,"body":"marketing systems. And that's"},{"speaker":"Taft Love","startTime":450.54,"endTime":455.79,"body":"rev ops. And that's more what we"},{"speaker":"Taft Love","startTime":455.79,"endTime":460.83,"body":"do at iceberg and what today's"},{"speaker":"Taft Love","startTime":455.79,"endTime":460.83,"body":"definition of DevOps is, now, it"},{"speaker":"Taft Love","startTime":460.83,"endTime":466.47,"body":"is a much broader function that"},{"speaker":"Taft Love","startTime":460.83,"endTime":466.47,"body":"in my mind, kind of has three"},{"speaker":"Taft Love","startTime":466.47,"endTime":471.45,"body":"pillars, IT systems strategy,"},{"speaker":"Taft Love","startTime":466.47,"endTime":471.45,"body":"and enablement. And, of course,"},{"speaker":"Taft Love","startTime":471.48,"endTime":478.02,"body":"each of those pillars is its own"},{"speaker":"Taft Love","startTime":471.48,"endTime":478.02,"body":"big discipline. And so another"},{"speaker":"Taft Love","startTime":478.02,"endTime":482.19,"body":"another sort of core key element"},{"speaker":"Taft Love","startTime":478.02,"endTime":482.19,"body":"of, of Reb. Ops is the idea that"},{"speaker":"Taft Love","startTime":482.4,"endTime":488.97,"body":"Reb Ops is not, is not rolling"},{"speaker":"Taft Love","startTime":482.4,"endTime":488.97,"body":"into any of its client orcs. So"},{"speaker":"Taft Love","startTime":489.06,"endTime":492.06,"body":"it sort of gets rid of silos,"},{"speaker":"Taft Love","startTime":489.06,"endTime":492.06,"body":"and it gets rid of conflicts of"},{"speaker":"Taft Love","startTime":492.06,"endTime":494.94,"body":"interest in the sense that the"},{"speaker":"Taft Love","startTime":492.06,"endTime":494.94,"body":"VP of sales, running sales"},{"speaker":"Taft Love","startTime":494.94,"endTime":498.18,"body":"operations or running"},{"speaker":"Taft Love","startTime":494.94,"endTime":498.18,"body":"operations, creates some pretty"},{"speaker":"Taft Love","startTime":498.18,"endTime":502.23,"body":"serious conflicts of interests"},{"speaker":"Taft Love","startTime":498.18,"endTime":502.23,"body":"and and create some questionable"},{"speaker":"Taft Love","startTime":502.23,"endTime":507.3,"body":"data for the the, the sale of"},{"speaker":"Taft Love","startTime":502.23,"endTime":507.3,"body":"the company's leaders to"},{"speaker":"Taft Love","startTime":507.3,"endTime":510.72,"body":"actually steer the ship. You"},{"speaker":"Taft Love","startTime":507.3,"endTime":510.72,"body":"can't really trust your compass"},{"speaker":"Taft Love","startTime":510.72,"endTime":515.16,"body":"at that point. And so Reb Ops is"},{"speaker":"Taft Love","startTime":510.72,"endTime":515.16,"body":"an answer to the silos, the"},{"speaker":"Taft Love","startTime":515.16,"endTime":519.12,"body":"conflict of interest, and then"},{"speaker":"Taft Love","startTime":515.16,"endTime":519.12,"body":"this just explosion of tools"},{"speaker":"Taft Love","startTime":519.39,"endTime":522.75,"body":"that now span lots of different"},{"speaker":"Taft Love","startTime":519.39,"endTime":522.75,"body":"parts of the org, you know,"},{"speaker":"Taft Love","startTime":522.75,"endTime":525.78,"body":"outreach, there are three, four"},{"speaker":"Taft Love","startTime":522.75,"endTime":525.78,"body":"or five teams that use outreach"},{"speaker":"Taft Love","startTime":525.78,"endTime":529.23,"body":"at one company. So the idea that"},{"speaker":"Taft Love","startTime":525.78,"endTime":529.23,"body":"sales ops owns outreach is"},{"speaker":"Taft Love","startTime":529.23,"endTime":532.98,"body":"another huge conflict of"},{"speaker":"Taft Love","startTime":529.23,"endTime":532.98,"body":"interest that Reb Ops is sort of"},{"speaker":"Taft Love","startTime":532.98,"endTime":538.17,"body":"the answer to so it's, it's just"},{"speaker":"Taft Love","startTime":532.98,"endTime":538.17,"body":"the newest version of operations"},{"speaker":"Taft Love","startTime":538.2,"endTime":539.28,"body":"without the silos."},{"speaker":"Matt Wolach","startTime":542.58,"endTime":544.89,"body":"If somebody says,"},{"speaker":"Matt Wolach","startTime":542.58,"endTime":544.89,"body":"Okay, well, we need this, what"},{"speaker":"Matt Wolach","startTime":544.89,"endTime":547.41,"body":"would you say are the pros and"},{"speaker":"Matt Wolach","startTime":544.89,"endTime":547.41,"body":"cons of we're gonna hire"},{"speaker":"Matt Wolach","startTime":547.41,"endTime":551.04,"body":"somebody in house to kind of"},{"speaker":"Matt Wolach","startTime":547.41,"endTime":551.04,"body":"make that happen? We're gonna go"},{"speaker":"Matt Wolach","startTime":551.04,"endTime":553.71,"body":"with an agency, somebody who"},{"speaker":"Matt Wolach","startTime":551.04,"endTime":553.71,"body":"does this for a lot of people."},{"speaker":"Taft Love","startTime":554.73,"endTime":557.58,"body":"So this is a really,"},{"speaker":"Taft Love","startTime":554.73,"endTime":557.58,"body":"this is a really important"},{"speaker":"Taft Love","startTime":557.58,"endTime":561.15,"body":"question to ask yourself and,"},{"speaker":"Taft Love","startTime":557.58,"endTime":561.15,"body":"and almost every company we"},{"speaker":"Taft Love","startTime":561.15,"endTime":564.36,"body":"talked to it, iceberg will"},{"speaker":"Taft Love","startTime":561.15,"endTime":564.36,"body":"submit a form, and we'll call"},{"speaker":"Taft Love","startTime":564.36,"endTime":566.46,"body":"them and the first thing they'll"},{"speaker":"Taft Love","startTime":564.36,"endTime":566.46,"body":"say is, look, we're hiring this"},{"speaker":"Taft Love","startTime":566.46,"endTime":570.48,"body":"role. But you know, maybe you"},{"speaker":"Taft Love","startTime":566.46,"endTime":570.48,"body":"can help us for a couple months,"},{"speaker":"Taft Love","startTime":570.48,"endTime":574.14,"body":"and often we stay with them. Our"},{"speaker":"Taft Love","startTime":570.48,"endTime":574.14,"body":"average is 14 months right now."},{"speaker":"Taft Love","startTime":574.59,"endTime":578.7,"body":"And so what happens is these"},{"speaker":"Taft Love","startTime":574.59,"endTime":578.7,"body":"smaller companies figure out"},{"speaker":"Taft Love","startTime":578.7,"endTime":584.34,"body":"that qualified for DevOps is"},{"speaker":"Taft Love","startTime":578.7,"endTime":584.34,"body":"really expensive at that size. I"},{"speaker":"Taft Love","startTime":584.34,"endTime":587.85,"body":"talked to a CEO the other day"},{"speaker":"Taft Love","startTime":584.34,"endTime":587.85,"body":"who said, I'm spending a million"},{"speaker":"Taft Love","startTime":587.85,"endTime":590.88,"body":"dollars on a Reb ops team, and"},{"speaker":"Taft Love","startTime":587.85,"endTime":590.88,"body":"I'm actually a year and I'm"},{"speaker":"Taft Love","startTime":590.88,"endTime":595.14,"body":"actually not sure they have the"},{"speaker":"Taft Love","startTime":590.88,"endTime":595.14,"body":"level of qualification we need"},{"speaker":"Taft Love","startTime":595.47,"endTime":602.22,"body":"and so cost is huge. If you"},{"speaker":"Taft Love","startTime":595.47,"endTime":602.22,"body":"don't have the if you don't have"},{"speaker":"Taft Love","startTime":602.22,"endTime":604.92,"body":"the resources to actually"},{"speaker":"Taft Love","startTime":602.22,"endTime":604.92,"body":"develop people, you have to hire"},{"speaker":"Taft Love","startTime":604.92,"endTime":607.86,"body":"senior people and most companies"},{"speaker":"Taft Love","startTime":604.92,"endTime":607.86,"body":"don't, you know, smaller"},{"speaker":"Taft Love","startTime":607.86,"endTime":612.6,"body":"companies especially don't have"},{"speaker":"Taft Love","startTime":607.86,"endTime":612.6,"body":"don't have Reb ops in house now,"},{"speaker":"Taft Love","startTime":612.63,"endTime":616.38,"body":"as you grow that switches, so"},{"speaker":"Taft Love","startTime":612.63,"endTime":616.38,"body":"once you get your series B and"},{"speaker":"Taft Love","startTime":616.38,"endTime":619.47,"body":"C, and you can afford a Reb ops"},{"speaker":"Taft Love","startTime":616.38,"endTime":619.47,"body":"team, as soon as you can"},{"speaker":"Taft Love","startTime":619.47,"endTime":621.51,"body":"actually afford them and keep"},{"speaker":"Taft Love","startTime":619.47,"endTime":621.51,"body":"them busy, you should hire them"},{"speaker":"Taft Love","startTime":621.51,"endTime":625.5,"body":"in house. So I built iceberg to"},{"speaker":"Taft Love","startTime":621.51,"endTime":625.5,"body":"be a bridge, not a forever"},{"speaker":"Taft Love","startTime":625.5,"endTime":629.43,"body":"solution. And again, we don't"},{"speaker":"Taft Love","startTime":625.5,"endTime":629.43,"body":"really do Reb ops in the true"},{"speaker":"Taft Love","startTime":629.43,"endTime":633.54,"body":"sense of the world. So. So Reb"},{"speaker":"Taft Love","startTime":629.43,"endTime":633.54,"body":"Ops is something that's that's"},{"speaker":"Taft Love","startTime":633.54,"endTime":636.21,"body":"much bigger than any like"},{"speaker":"Taft Love","startTime":633.54,"endTime":636.21,"body":"systems implementer can do for"},{"speaker":"Taft Love","startTime":636.21,"endTime":640.47,"body":"you. And so as soon as you're"},{"speaker":"Taft Love","startTime":636.21,"endTime":640.47,"body":"able to hire it, the pros"},{"speaker":"Taft Love","startTime":640.5,"endTime":643.68,"body":"definitely outweigh the cons for"},{"speaker":"Taft Love","startTime":640.5,"endTime":643.68,"body":"owning it internally developing"},{"speaker":"Taft Love","startTime":643.68,"endTime":647.43,"body":"that institutional knowledge,"},{"speaker":"Taft Love","startTime":643.68,"endTime":647.43,"body":"keeping it not having the risk"},{"speaker":"Taft Love","startTime":647.43,"endTime":651.12,"body":"that is that comes with a vendor"},{"speaker":"Taft Love","startTime":647.43,"endTime":651.12,"body":"once you're sort of out of that,"},{"speaker":"Taft Love","startTime":651.33,"endTime":652.26,"body":"that growth stage."},{"speaker":"Matt Wolach","startTime":653.13,"endTime":654.93,"body":"So what are some of"},{"speaker":"Matt Wolach","startTime":653.13,"endTime":654.93,"body":"the challenges that if a"},{"speaker":"Matt Wolach","startTime":654.93,"endTime":657.36,"body":"business says, Okay, we want to"},{"speaker":"Matt Wolach","startTime":654.93,"endTime":657.36,"body":"implement this one in front of"},{"speaker":"Matt Wolach","startTime":657.36,"endTime":661.02,"body":"the talent? Is there that? What"},{"speaker":"Matt Wolach","startTime":657.36,"endTime":661.02,"body":"are some of the mistakes that"},{"speaker":"Matt Wolach","startTime":661.02,"endTime":662.67,"body":"they might make? Yeah, so"},{"speaker":"Taft Love","startTime":662.88,"endTime":666.81,"body":"a lot of the"},{"speaker":"Taft Love","startTime":662.88,"endTime":666.81,"body":"challenges are just nothing"},{"speaker":"Taft Love","startTime":666.81,"endTime":670.5,"body":"works. And I mean, that if you"},{"speaker":"Taft Love","startTime":666.81,"endTime":670.5,"body":"talk to sales leaders, and"},{"speaker":"Taft Love","startTime":670.5,"endTime":672.9,"body":"they'll say, like, I don't, I"},{"speaker":"Taft Love","startTime":670.5,"endTime":672.9,"body":"don't even have the data, I need"},{"speaker":"Taft Love","startTime":672.9,"endTime":677.58,"body":"to make decisions, and we don't"},{"speaker":"Taft Love","startTime":672.9,"endTime":677.58,"body":"really have process. And so the"},{"speaker":"Taft Love","startTime":677.58,"endTime":680.76,"body":"first time you hire rep ops,"},{"speaker":"Taft Love","startTime":677.58,"endTime":680.76,"body":"it's usually to address this"},{"speaker":"Taft Love","startTime":680.76,"endTime":684.87,"body":"wild west thing where, you know,"},{"speaker":"Taft Love","startTime":680.76,"endTime":684.87,"body":"I know marketing is creating"},{"speaker":"Taft Love","startTime":684.87,"endTime":688.26,"body":"leads, I don't know what sales"},{"speaker":"Taft Love","startTime":684.87,"endTime":688.26,"body":"is really doing with them. And,"},{"speaker":"Taft Love","startTime":688.29,"endTime":690.87,"body":"and the the common thread across"},{"speaker":"Taft Love","startTime":688.29,"endTime":690.87,"body":"all these complaints is"},{"speaker":"Taft Love","startTime":690.87,"endTime":694.41,"body":"visibility. I just can't run my"},{"speaker":"Taft Love","startTime":690.87,"endTime":694.41,"body":"business by field anymore. We're"},{"speaker":"Taft Love","startTime":694.41,"endTime":697.44,"body":"too big for that. But I don't"},{"speaker":"Taft Love","startTime":694.41,"endTime":697.44,"body":"know what's going on in my"},{"speaker":"Taft Love","startTime":697.44,"endTime":702.0,"body":"business. I used to tell"},{"speaker":"Taft Love","startTime":697.44,"endTime":702.0,"body":"founders, hey guys, your VP of"},{"speaker":"Taft Love","startTime":702.0,"endTime":705.9,"body":"marketing, how many leads they"},{"speaker":"Taft Love","startTime":702.0,"endTime":705.9,"body":"created last month? Now go ask"},{"speaker":"Taft Love","startTime":705.9,"endTime":709.53,"body":"your VP of sales, how many leads"},{"speaker":"Taft Love","startTime":705.9,"endTime":709.53,"body":"that got last month? And don't"},{"speaker":"Taft Love","startTime":709.53,"endTime":712.44,"body":"tell them that you just asked"},{"speaker":"Taft Love","startTime":709.53,"endTime":712.44,"body":"the other one. And if that"},{"speaker":"Taft Love","startTime":712.44,"endTime":716.43,"body":"number doesn't match, call me"},{"speaker":"Taft Love","startTime":712.44,"endTime":716.43,"body":"back. And you know, it's kind of"},{"speaker":"Taft Love","startTime":716.43,"endTime":720.36,"body":"a silly thing to say. But it's"},{"speaker":"Taft Love","startTime":716.43,"endTime":720.36,"body":"it's a good proxy for like, Hey,"},{"speaker":"Taft Love","startTime":720.36,"endTime":723.81,"body":"you, you don't have systems in"},{"speaker":"Taft Love","startTime":720.36,"endTime":723.81,"body":"place that are actually going to"},{"speaker":"Taft Love","startTime":723.81,"endTime":726.12,"body":"enable you to get to the next"},{"speaker":"Taft Love","startTime":723.81,"endTime":726.12,"body":"level, make the most of your"},{"speaker":"Taft Love","startTime":726.12,"endTime":730.11,"body":"inbound or build quality"},{"speaker":"Taft Love","startTime":726.12,"endTime":730.11,"body":"outbound pipeline and even know"},{"speaker":"Taft Love","startTime":730.11,"endTime":732.72,"body":"when you have pipeline, have you"},{"speaker":"Taft Love","startTime":730.11,"endTime":732.72,"body":"defined pipeline, those are a"},{"speaker":"Taft Love","startTime":732.72,"endTime":736.41,"body":"lot of the like, questions that"},{"speaker":"Taft Love","startTime":732.72,"endTime":736.41,"body":"people who hire iceberg are"},{"speaker":"Taft Love","startTime":736.41,"endTime":742.8,"body":"thinking about. And then there"},{"speaker":"Taft Love","startTime":736.41,"endTime":742.8,"body":"are as you grow bigger, it's"},{"speaker":"Taft Love","startTime":742.8,"endTime":745.71,"body":"different challenges. There are"},{"speaker":"Taft Love","startTime":742.8,"endTime":745.71,"body":"other firms like your go"},{"speaker":"Taft Love","startTime":745.71,"endTime":749.04,"body":"nibblies out there that are do"},{"speaker":"Taft Love","startTime":745.71,"endTime":749.04,"body":"what we do for small companies,"},{"speaker":"Taft Love","startTime":749.04,"endTime":752.4,"body":"but for much larger companies"},{"speaker":"Taft Love","startTime":749.04,"endTime":752.4,"body":"and a more fenced in project,"},{"speaker":"Taft Love","startTime":752.4,"endTime":754.8,"body":"you know, we're, we're"},{"speaker":"Taft Love","startTime":752.4,"endTime":754.8,"body":"struggling because our reps"},{"speaker":"Taft Love","startTime":754.8,"endTime":759.45,"body":"can't create order forms quickly"},{"speaker":"Taft Love","startTime":754.8,"endTime":759.45,"body":"and easily. And we need the"},{"speaker":"Taft Love","startTime":759.48,"endTime":761.76,"body":"Salesforce to talk to our"},{"speaker":"Taft Love","startTime":759.48,"endTime":761.76,"body":"accounting system. So can"},{"speaker":"Taft Love","startTime":761.76,"endTime":765.42,"body":"somebody spend the next six"},{"speaker":"Taft Love","startTime":761.76,"endTime":765.42,"body":"months making CPQ work perfectly"},{"speaker":"Taft Love","startTime":765.42,"endTime":767.7,"body":"for us? And so there's like"},{"speaker":"Taft Love","startTime":765.42,"endTime":767.7,"body":"another level above us that"},{"speaker":"Taft Love","startTime":767.7,"endTime":771.03,"body":"helps with that. But we're,"},{"speaker":"Taft Love","startTime":767.7,"endTime":771.03,"body":"we're usually focused is yeah,"},{"speaker":"Taft Love","startTime":771.03,"endTime":775.11,"body":"the sort of nascent company"},{"speaker":"Taft Love","startTime":771.03,"endTime":775.11,"body":"scaling problems."},{"speaker":"Matt Wolach","startTime":780.09,"endTime":781.8,"body":"Okay, well, we need"},{"speaker":"Matt Wolach","startTime":780.09,"endTime":781.8,"body":"to do is, I mean, one of the"},{"speaker":"Matt Wolach","startTime":781.8,"endTime":788.85,"body":"things you brought up is the"},{"speaker":"Matt Wolach","startTime":781.8,"endTime":788.85,"body":"thing that I want to get on with"},{"speaker":"Matt Wolach","startTime":788.85,"endTime":792.96,"body":"each other. Dan pine rather, one"},{"speaker":"Matt Wolach","startTime":788.85,"endTime":792.96,"body":"of the reasons."},{"speaker":"Matt Wolach","startTime":801.18,"endTime":804.57,"body":"Don't want that we want people"},{"speaker":"Matt Wolach","startTime":801.18,"endTime":804.57,"body":"working independently. And how"},{"speaker":"Matt Wolach","startTime":804.57,"endTime":808.47,"body":"many different numbers? What's"},{"speaker":"Matt Wolach","startTime":804.57,"endTime":808.47,"body":"the takeaway tell was, so it"},{"speaker":"Matt Wolach","startTime":808.47,"endTime":815.4,"body":"was? Great. Working together? Is"},{"speaker":"Matt Wolach","startTime":808.47,"endTime":815.4,"body":"that the way to do it?"},{"speaker":"Taft Love","startTime":816.87,"endTime":819.87,"body":"Yeah, I think that's"},{"speaker":"Taft Love","startTime":816.87,"endTime":819.87,"body":"a that's a big part of the"},{"speaker":"Taft Love","startTime":819.87,"endTime":824.58,"body":"answer. And and so to sales,"},{"speaker":"Taft Love","startTime":819.87,"endTime":824.58,"body":"marketing, customer success,"},{"speaker":"Taft Love","startTime":824.58,"endTime":827.49,"body":"sort of across your business,"},{"speaker":"Taft Love","startTime":824.58,"endTime":827.49,"body":"when you reach a point where you"},{"speaker":"Taft Love","startTime":827.49,"endTime":834.42,"body":"realize a few things are true, I"},{"speaker":"Taft Love","startTime":827.49,"endTime":834.42,"body":"don't trust my data, or my data"},{"speaker":"Taft Love","startTime":834.42,"endTime":837.15,"body":"is incomplete or whatever your"},{"speaker":"Taft Love","startTime":834.42,"endTime":837.15,"body":"data is untrustworthy for some"},{"speaker":"Taft Love","startTime":837.15,"endTime":843.81,"body":"reason. I don't know the path to"},{"speaker":"Taft Love","startTime":837.15,"endTime":843.81,"body":"fixing that quickly. And I need"},{"speaker":"Taft Love","startTime":843.81,"endTime":846.42,"body":"somebody to own this. Like when"},{"speaker":"Taft Love","startTime":843.81,"endTime":846.42,"body":"those three things are true."},{"speaker":"Taft Love","startTime":846.69,"endTime":850.47,"body":"Because data is a good proxy for"},{"speaker":"Taft Love","startTime":846.69,"endTime":850.47,"body":"a lot of other things. If your"},{"speaker":"Taft Love","startTime":850.47,"endTime":853.86,"body":"data is bad, that probably is a"},{"speaker":"Taft Love","startTime":850.47,"endTime":853.86,"body":"good indicator that you're"},{"speaker":"Taft Love","startTime":853.86,"endTime":857.4,"body":"lacking process, that's probably"},{"speaker":"Taft Love","startTime":853.86,"endTime":857.4,"body":"a good indicator that there's an"},{"speaker":"Taft Love","startTime":857.4,"endTime":862.65,"body":"enablement issue. And so yeah,"},{"speaker":"Taft Love","startTime":857.4,"endTime":862.65,"body":"reporting is is sort of a good"},{"speaker":"Taft Love","startTime":862.68,"endTime":866.1,"body":"proxy for how everything else is"},{"speaker":"Taft Love","startTime":862.68,"endTime":866.1,"body":"working. And as soon as you stop"},{"speaker":"Taft Love","startTime":866.1,"endTime":869.01,"body":"trusting it, that's the time to"},{"speaker":"Taft Love","startTime":866.1,"endTime":869.01,"body":"start thinking about having"},{"speaker":"Taft Love","startTime":869.01,"endTime":872.46,"body":"someone own it, whether you call"},{"speaker":"Taft Love","startTime":869.01,"endTime":872.46,"body":"it DevOps or something else"},{"speaker":"Taft Love","startTime":872.52,"endTime":877.53,"body":"having a single throat to choke,"},{"speaker":"Taft Love","startTime":872.52,"endTime":877.53,"body":"with the goal of getting you the"},{"speaker":"Taft Love","startTime":877.53,"endTime":880.92,"body":"data you need to run your"},{"speaker":"Taft Love","startTime":877.53,"endTime":880.92,"body":"business is is like the point at"},{"speaker":"Taft Love","startTime":880.92,"endTime":883.32,"body":"which you know, the point at"},{"speaker":"Taft Love","startTime":880.92,"endTime":883.32,"body":"which you decide that is the"},{"speaker":"Taft Love","startTime":883.32,"endTime":886.65,"body":"case is probably when you should"},{"speaker":"Taft Love","startTime":883.32,"endTime":886.65,"body":"start considering looking into"},{"speaker":"Taft Love","startTime":886.65,"endTime":889.95,"body":"DevOps, either internally or"},{"speaker":"Taft Love","startTime":886.65,"endTime":889.95,"body":"through an agency"},{"speaker":"Matt Wolach","startTime":891.69,"endTime":895.02,"body":"or something that"},{"speaker":"Matt Wolach","startTime":891.69,"endTime":895.02,"body":"metrics in order to optimize"},{"speaker":"Matt Wolach","startTime":895.02,"endTime":896.13,"body":"their revenue operations."},{"speaker":"Taft Love","startTime":896.55,"endTime":899.97,"body":"Yeah, so we generally"},{"speaker":"Taft Love","startTime":896.55,"endTime":899.97,"body":"come in after board meetings."},{"speaker":"Taft Love","startTime":900.0,"endTime":903.99,"body":"Somebody has a rough board"},{"speaker":"Taft Love","startTime":900.0,"endTime":903.99,"body":"meeting where their board"},{"speaker":"Taft Love","startTime":903.99,"endTime":907.17,"body":"doesn't trust the data or"},{"speaker":"Taft Love","startTime":903.99,"endTime":907.17,"body":"they're not confident in it or"},{"speaker":"Taft Love","startTime":907.2,"endTime":909.66,"body":"whatever. It's a bad board"},{"speaker":"Taft Love","startTime":907.2,"endTime":909.66,"body":"meeting. So some of the things"},{"speaker":"Taft Love","startTime":909.66,"endTime":914.67,"body":"we're often brought in to answer"},{"speaker":"Taft Love","startTime":909.66,"endTime":914.67,"body":"are really simple. What is our"},{"speaker":"Taft Love","startTime":914.67,"endTime":918.99,"body":"arr? Right now? What is our"},{"speaker":"Taft Love","startTime":914.67,"endTime":918.99,"body":"annual recurring revenue right"},{"speaker":"Taft Love","startTime":918.99,"endTime":926.43,"body":"this minute? What is our net"},{"speaker":"Taft Love","startTime":918.99,"endTime":926.43,"body":"churn? And then some, some sort"},{"speaker":"Taft Love","startTime":926.43,"endTime":930.0,"body":"of deeper level ones are which"},{"speaker":"Taft Love","startTime":926.43,"endTime":930.0,"body":"of my sales reps aren't working"},{"speaker":"Taft Love","startTime":930.0,"endTime":933.51,"body":"that hard? I don't think they're"},{"speaker":"Taft Love","startTime":930.0,"endTime":933.51,"body":"all working that hard. But I"},{"speaker":"Taft Love","startTime":933.57,"endTime":935.88,"body":"don't actually know the answer"},{"speaker":"Taft Love","startTime":933.57,"endTime":935.88,"body":"to that. How do we tie all these"},{"speaker":"Taft Love","startTime":935.88,"endTime":938.79,"body":"systems together so that we can"},{"speaker":"Taft Love","startTime":935.88,"endTime":938.79,"body":"surface an answer to who isn't?"},{"speaker":"Taft Love","startTime":938.79,"endTime":941.88,"body":"isn't working hard? And does"},{"speaker":"Taft Love","startTime":938.79,"endTime":941.88,"body":"hard work actually correlate?"},{"speaker":"Taft Love","startTime":941.88,"endTime":944.85,"body":"Well, with success on my sales"},{"speaker":"Taft Love","startTime":941.88,"endTime":944.85,"body":"team? I'm not actually sure that"},{"speaker":"Taft Love","startTime":944.85,"endTime":949.38,"body":"it does, but I need some data to"},{"speaker":"Taft Love","startTime":944.85,"endTime":949.38,"body":"work with. Another one is, I"},{"speaker":"Taft Love","startTime":949.38,"endTime":952.89,"body":"think we're spending a ton of"},{"speaker":"Taft Love","startTime":949.38,"endTime":952.89,"body":"money on marketing. Where is it"},{"speaker":"Taft Love","startTime":952.89,"endTime":957.96,"body":"going? I you know, what are the"},{"speaker":"Taft Love","startTime":952.89,"endTime":957.96,"body":"outcomes of the spend? I think I"},{"speaker":"Taft Love","startTime":957.96,"endTime":961.23,"body":"know, but I I'm not confident"},{"speaker":"Taft Love","startTime":957.96,"endTime":961.23,"body":"enough to feel good writing"},{"speaker":"Taft Love","startTime":961.23,"endTime":965.61,"body":"another $25,000 check to some"},{"speaker":"Taft Love","startTime":961.23,"endTime":965.61,"body":"agency next month, to go spend"},{"speaker":"Taft Love","startTime":965.61,"endTime":969.9,"body":"it across five platforms without"},{"speaker":"Taft Love","startTime":965.61,"endTime":969.9,"body":"having a really clear answer to"},{"speaker":"Taft Love","startTime":970.14,"endTime":973.32,"body":"what's my Roelofs? What's my"},{"speaker":"Taft Love","startTime":970.14,"endTime":973.32,"body":"return on adspend? On every"},{"speaker":"Taft Love","startTime":973.32,"endTime":976.89,"body":"dollar of this? Those are some"},{"speaker":"Taft Love","startTime":973.32,"endTime":976.89,"body":"of the data points where you"},{"speaker":"Taft Love","startTime":976.89,"endTime":980.34,"body":"know, running your business"},{"speaker":"Taft Love","startTime":976.89,"endTime":980.34,"body":"becomes more and more impossible"},{"speaker":"Taft Love","startTime":980.34,"endTime":982.29,"body":"if you if you don't have"},{"speaker":"Taft Love","startTime":980.34,"endTime":982.29,"body":"trustworthy data."},{"speaker":"Matt Wolach","startTime":982.35,"endTime":984.99,"body":"Yeah, I totally"},{"speaker":"Matt Wolach","startTime":982.35,"endTime":984.99,"body":"agree. That's something even as"},{"speaker":"Matt Wolach","startTime":985.02,"endTime":988.32,"body":"smaller stages I've seen within"},{"speaker":"Matt Wolach","startTime":985.02,"endTime":988.32,"body":"my companies is, you have to"},{"speaker":"Matt Wolach","startTime":988.32,"endTime":991.59,"body":"understand some of those metrics"},{"speaker":"Matt Wolach","startTime":988.32,"endTime":991.59,"body":"to be able to know are we doing"},{"speaker":"Matt Wolach","startTime":991.59,"endTime":993.45,"body":"the right thing? Are we putting"},{"speaker":"Matt Wolach","startTime":991.59,"endTime":993.45,"body":"our money in the right place, or"},{"speaker":"Matt Wolach","startTime":993.45,"endTime":996.93,"body":"putting our focus in the right"},{"speaker":"Matt Wolach","startTime":993.45,"endTime":996.93,"body":"place? And without the brilliant"},{"speaker":"Matt Wolach","startTime":996.93,"endTime":1000.08,"body":"thought, oh, and I noticed this"},{"speaker":"Matt Wolach","startTime":996.93,"endTime":1000.08,"body":"with my clients, I asked them,"},{"speaker":"Matt Wolach","startTime":1000.08,"endTime":1002.93,"body":"Hey, what are you at this? What"},{"speaker":"Matt Wolach","startTime":1000.08,"endTime":1002.93,"body":"do you make? In many cases, I"},{"speaker":"Matt Wolach","startTime":1002.93,"endTime":1007.7,"body":"have no idea these, these"},{"speaker":"Matt Wolach","startTime":1002.93,"endTime":1007.7,"body":"companies are, you know, small,"},{"speaker":"Matt Wolach","startTime":1007.7,"endTime":1009.8,"body":"sometimes bigger, and"},{"speaker":"Matt Wolach","startTime":1007.7,"endTime":1009.8,"body":"oftentimes, they just have no"},{"speaker":"Matt Wolach","startTime":1009.8,"endTime":1010.37,"body":"clue. Right?"},{"speaker":"Taft Love","startTime":1011.03,"endTime":1015.02,"body":"That's 100%, right."},{"speaker":"Taft Love","startTime":1011.03,"endTime":1015.02,"body":"And before six or eight months"},{"speaker":"Taft Love","startTime":1015.02,"endTime":1018.38,"body":"ago, I think you could sort of"},{"speaker":"Taft Love","startTime":1015.02,"endTime":1018.38,"body":"get away with a lot of that,"},{"speaker":"Taft Love","startTime":1018.38,"endTime":1022.55,"body":"because the money in the bank is"},{"speaker":"Taft Love","startTime":1018.38,"endTime":1022.55,"body":"is not burning down too fast."},{"speaker":"Taft Love","startTime":1022.55,"endTime":1027.92,"body":"But as of 2023, the rules of"},{"speaker":"Taft Love","startTime":1022.55,"endTime":1027.92,"body":"physics apply, again, even if"},{"speaker":"Taft Love","startTime":1027.92,"endTime":1032.09,"body":"you took around and have some"},{"speaker":"Taft Love","startTime":1027.92,"endTime":1032.09,"body":"money to spend. And so it is"},{"speaker":"Taft Love","startTime":1032.12,"endTime":1035.69,"body":"even more critical than than it"},{"speaker":"Taft Love","startTime":1032.12,"endTime":1035.69,"body":"has been the last few years to"},{"speaker":"Taft Love","startTime":1035.78,"endTime":1040.4,"body":"have a pretty clear"},{"speaker":"Taft Love","startTime":1035.78,"endTime":1040.4,"body":"understanding of of the return"},{"speaker":"Taft Love","startTime":1040.4,"endTime":1042.26,"body":"on on all of your spend."},{"speaker":"Matt Wolach","startTime":1046.849,"endTime":1048.529,"body":"Your clients are"},{"speaker":"Matt Wolach","startTime":1046.849,"endTime":1048.529,"body":"able to sustain these"},{"speaker":"Matt Wolach","startTime":1048.529,"endTime":1051.019,"body":"improvements that you've made"},{"speaker":"Matt Wolach","startTime":1048.529,"endTime":1051.019,"body":"with the revenue operations."},{"speaker":"Matt Wolach","startTime":1052.369,"endTime":1054.829,"body":"They don't just kind of throw"},{"speaker":"Matt Wolach","startTime":1052.369,"endTime":1054.829,"body":"them in a face."},{"speaker":"Taft Love","startTime":1056.09,"endTime":1060.14,"body":"It's a really good"},{"speaker":"Taft Love","startTime":1056.09,"endTime":1060.14,"body":"question. So first, I want to"},{"speaker":"Taft Love","startTime":1060.14,"endTime":1065.42,"body":"challenge the premise with the"},{"speaker":"Taft Love","startTime":1060.14,"endTime":1065.42,"body":"idea that rev ops and really all"},{"speaker":"Taft Love","startTime":1065.45,"endTime":1068.99,"body":"of operations should be an"},{"speaker":"Taft Love","startTime":1065.45,"endTime":1068.99,"body":"iterative process, there is"},{"speaker":"Taft Love","startTime":1068.99,"endTime":1072.35,"body":"nothing we're going to do today"},{"speaker":"Taft Love","startTime":1068.99,"endTime":1072.35,"body":"that will last through the next"},{"speaker":"Taft Love","startTime":1072.35,"endTime":1074.33,"body":"five years. And we have to"},{"speaker":"Taft Love","startTime":1072.35,"endTime":1074.33,"body":"accept that we have to"},{"speaker":"Taft Love","startTime":1074.33,"endTime":1078.68,"body":"understand it. And we have to"},{"speaker":"Taft Love","startTime":1074.33,"endTime":1078.68,"body":"build for today's problems and"},{"speaker":"Taft Love","startTime":1078.68,"endTime":1082.28,"body":"know that we're going to keep"},{"speaker":"Taft Love","startTime":1078.68,"endTime":1082.28,"body":"adjusting. The trick is to have"},{"speaker":"Taft Love","startTime":1082.28,"endTime":1084.65,"body":"people who can help you think"},{"speaker":"Taft Love","startTime":1082.28,"endTime":1084.65,"body":"around corners and make sure"},{"speaker":"Taft Love","startTime":1084.65,"endTime":1088.22,"body":"that today that the today's"},{"speaker":"Taft Love","startTime":1084.65,"endTime":1088.22,"body":"solution doesn't fail tomorrow."},{"speaker":"Taft Love","startTime":1088.55,"endTime":1092.99,"body":"And so the first is bringing"},{"speaker":"Taft Love","startTime":1088.55,"endTime":1092.99,"body":"people to the table who have the"},{"speaker":"Taft Love","startTime":1092.99,"endTime":1095.45,"body":"answers to the test. There's"},{"speaker":"Taft Love","startTime":1092.99,"endTime":1095.45,"body":"nothing more valuable than"},{"speaker":"Taft Love","startTime":1095.45,"endTime":1098.99,"body":"bringing in somebody who can"},{"speaker":"Taft Love","startTime":1095.45,"endTime":1098.99,"body":"say, Look, I've worked with 50"},{"speaker":"Taft Love","startTime":1098.99,"endTime":1101.96,"body":"companies that look a lot like"},{"speaker":"Taft Love","startTime":1098.99,"endTime":1101.96,"body":"you, I know you're special in"},{"speaker":"Taft Love","startTime":1101.96,"endTime":1105.83,"body":"these key ways. But I've done"},{"speaker":"Taft Love","startTime":1101.96,"endTime":1105.83,"body":"this thing before you're asking"},{"speaker":"Taft Love","startTime":1105.83,"endTime":1108.44,"body":"me what your ARR is, I know"},{"speaker":"Taft Love","startTime":1105.83,"endTime":1108.44,"body":"exactly how to go do that. So"},{"speaker":"Taft Love","startTime":1108.44,"endTime":1111.5,"body":"you need that person at the"},{"speaker":"Taft Love","startTime":1108.44,"endTime":1111.5,"body":"table. Even if you're a"},{"speaker":"Taft Love","startTime":1111.5,"endTime":1114.2,"body":"brilliant engineer who's built"},{"speaker":"Taft Love","startTime":1111.5,"endTime":1114.2,"body":"an amazing product that's"},{"speaker":"Taft Love","startTime":1114.2,"endTime":1117.38,"body":"changing the world. If you don't"},{"speaker":"Taft Love","startTime":1114.2,"endTime":1117.38,"body":"have the answers that test the"},{"speaker":"Taft Love","startTime":1117.38,"endTime":1119.93,"body":"time it takes you to figure it"},{"speaker":"Taft Love","startTime":1117.38,"endTime":1119.93,"body":"out. And sure you could you"},{"speaker":"Taft Love","startTime":1119.93,"endTime":1122.75,"body":"could you could toil and figure"},{"speaker":"Taft Love","startTime":1119.93,"endTime":1122.75,"body":"it out and eventually get it"},{"speaker":"Taft Love","startTime":1122.75,"endTime":1128.48,"body":"right. But that time is so so"},{"speaker":"Taft Love","startTime":1122.75,"endTime":1128.48,"body":"expensive. So So yeah, that's"},{"speaker":"Taft Love","startTime":1128.51,"endTime":1131.78,"body":"that's the first thing is like,"},{"speaker":"Taft Love","startTime":1128.51,"endTime":1131.78,"body":"bring in people and it can be in"},{"speaker":"Taft Love","startTime":1131.78,"endTime":1134.33,"body":"house too. It doesn't have to be"},{"speaker":"Taft Love","startTime":1131.78,"endTime":1134.33,"body":"an agency but bring in someone"},{"speaker":"Taft Love","startTime":1134.51,"endTime":1135.92,"body":"who knows the answers to the"},{"speaker":"Taft Love","startTime":1134.51,"endTime":1135.92,"body":"test."},{"speaker":"Matt Wolach","startTime":1137.36,"endTime":1140.36,"body":"All great piece of"},{"speaker":"Matt Wolach","startTime":1137.36,"endTime":1140.36,"body":"advice for somebody who's"},{"speaker":"Matt Wolach","startTime":1140.36,"endTime":1143.06,"body":"running a company is find"},{"speaker":"Matt Wolach","startTime":1140.36,"endTime":1143.06,"body":"somebody who knows the answers"},{"speaker":"Matt Wolach","startTime":1143.06,"endTime":1145.1,"body":"has already been there, done"},{"speaker":"Matt Wolach","startTime":1143.06,"endTime":1145.1,"body":"that you understand that that's"},{"speaker":"Matt Wolach","startTime":1145.1,"endTime":1147.59,"body":"why a lot of people come to me"},{"speaker":"Matt Wolach","startTime":1145.1,"endTime":1147.59,"body":"that I've been through it and"},{"speaker":"Matt Wolach","startTime":1147.59,"endTime":1149.27,"body":"they say, Hey, Matt, what about"},{"speaker":"Matt Wolach","startTime":1147.59,"endTime":1149.27,"body":"this? How are we going to do"},{"speaker":"Matt Wolach","startTime":1149.27,"endTime":1152.09,"body":"that. And it's cool that I'm"},{"speaker":"Matt Wolach","startTime":1149.27,"endTime":1152.09,"body":"able to share my experience and"},{"speaker":"Matt Wolach","startTime":1152.09,"endTime":1153.89,"body":"experience that I've had with"},{"speaker":"Matt Wolach","startTime":1152.09,"endTime":1153.89,"body":"other clients so that they are"},{"speaker":"Matt Wolach","startTime":1153.89,"endTime":1156.2,"body":"able to get through it. Same"},{"speaker":"Matt Wolach","startTime":1153.89,"endTime":1156.2,"body":"thing when people come to you,"},{"speaker":"Matt Wolach","startTime":1156.2,"endTime":1159.23,"body":"you've been through this many"},{"speaker":"Matt Wolach","startTime":1156.2,"endTime":1159.23,"body":"times. I think that's the key to"},{"speaker":"Matt Wolach","startTime":1159.23,"endTime":1161.54,"body":"business is don't try and figure"},{"speaker":"Matt Wolach","startTime":1159.23,"endTime":1161.54,"body":"everything out on your own, you"},{"speaker":"Matt Wolach","startTime":1161.54,"endTime":1163.49,"body":"may eventually figure it out,"},{"speaker":"Matt Wolach","startTime":1161.54,"endTime":1163.49,"body":"but it's gonna take you a long"},{"speaker":"Matt Wolach","startTime":1163.52,"endTime":1166.25,"body":"time, it probably cost you a lot"},{"speaker":"Matt Wolach","startTime":1163.52,"endTime":1166.25,"body":"of money. Much better this sort"},{"speaker":"Matt Wolach","startTime":1166.25,"endTime":1175.91,"body":"of dance is a test and what"},{"speaker":"Matt Wolach","startTime":1166.25,"endTime":1175.91,"body":"advice would you have for now,"},{"speaker":"Taft Love","startTime":1176.06,"endTime":1179.9,"body":"well, if you're just"},{"speaker":"Taft Love","startTime":1176.06,"endTime":1179.9,"body":"starting out right now, I in"},{"speaker":"Taft Love","startTime":1179.9,"endTime":1183.08,"body":"some ways in view, I think I"},{"speaker":"Taft Love","startTime":1179.9,"endTime":1183.08,"body":"think you're starting out at a"},{"speaker":"Taft Love","startTime":1183.08,"endTime":1186.8,"body":"time when it's really hard to be"},{"speaker":"Taft Love","startTime":1183.08,"endTime":1186.8,"body":"successful and you've probably"},{"speaker":"Taft Love","startTime":1186.8,"endTime":1189.05,"body":"gotten funding or hopefully"},{"speaker":"Taft Love","startTime":1186.8,"endTime":1189.05,"body":"you've you've got enough"},{"speaker":"Taft Love","startTime":1189.05,"endTime":1193.58,"body":"traction that you're gonna make"},{"speaker":"Taft Love","startTime":1189.05,"endTime":1193.58,"body":"it and so envious of the people"},{"speaker":"Taft Love","startTime":1193.58,"endTime":1197.6,"body":"who are getting their start now,"},{"speaker":"Taft Love","startTime":1193.58,"endTime":1197.6,"body":"which sounds crazy, but my"},{"speaker":"Taft Love","startTime":1197.6,"endTime":1202.94,"body":"advice would be first keep it"},{"speaker":"Taft Love","startTime":1197.6,"endTime":1202.94,"body":"simple. I don't know how many"},{"speaker":"Taft Love","startTime":1202.94,"endTime":1205.94,"body":"times I am gonna come at this"},{"speaker":"Taft Love","startTime":1202.94,"endTime":1205.94,"body":"from an operational point of"},{"speaker":"Taft Love","startTime":1205.94,"endTime":1211.19,"body":"view. Don't try to don't"},{"speaker":"Taft Love","startTime":1205.94,"endTime":1211.19,"body":"operationalize everything early."},{"speaker":"Taft Love","startTime":1211.22,"endTime":1214.76,"body":"Not everything has to scale."},{"speaker":"Taft Love","startTime":1211.22,"endTime":1214.76,"body":"It's okay to keep things simple."},{"speaker":"Taft Love","startTime":1215.27,"endTime":1222.62,"body":"And beyond that, whether it's"},{"speaker":"Taft Love","startTime":1215.27,"endTime":1222.62,"body":"again in house or agency, and"},{"speaker":"Taft Love","startTime":1222.65,"endTime":1226.61,"body":"across operations, and sales and"},{"speaker":"Taft Love","startTime":1222.65,"endTime":1226.61,"body":"marketing, bring in the experts"},{"speaker":"Taft Love","startTime":1226.64,"endTime":1230.75,"body":"you can afford. And focus,"},{"speaker":"Taft Love","startTime":1226.64,"endTime":1230.75,"body":"especially if you're a software"},{"speaker":"Taft Love","startTime":1230.75,"endTime":1234.38,"body":"founder on giving yourself the"},{"speaker":"Taft Love","startTime":1230.75,"endTime":1234.38,"body":"time back to talk to customers"},{"speaker":"Taft Love","startTime":1234.38,"endTime":1238.49,"body":"and understand the market. Don't"},{"speaker":"Taft Love","startTime":1234.38,"endTime":1238.49,"body":"spend your days toiling in"},{"speaker":"Taft Love","startTime":1238.49,"endTime":1241.82,"body":"systems trying to figure out how"},{"speaker":"Taft Love","startTime":1238.49,"endTime":1241.82,"body":"all these things should connect."},{"speaker":"Taft Love","startTime":1242.03,"endTime":1244.58,"body":"Even if you're an engineer, and"},{"speaker":"Taft Love","startTime":1242.03,"endTime":1244.58,"body":"it's fun to solve problems."},{"speaker":"Taft Love","startTime":1244.7,"endTime":1247.64,"body":"Every minute you're spending"},{"speaker":"Taft Love","startTime":1244.7,"endTime":1247.64,"body":"doing that stuff or building a"},{"speaker":"Taft Love","startTime":1247.64,"endTime":1250.67,"body":"playbook for your teams forget"},{"speaker":"Taft Love","startTime":1247.64,"endTime":1250.67,"body":"operations for a minute doing"},{"speaker":"Taft Love","startTime":1250.67,"endTime":1252.77,"body":"things a sales leader should be"},{"speaker":"Taft Love","startTime":1250.67,"endTime":1252.77,"body":"doing or a marketing leader"},{"speaker":"Taft Love","startTime":1252.77,"endTime":1255.38,"body":"should be doing. Every minute"},{"speaker":"Taft Love","startTime":1252.77,"endTime":1255.38,"body":"you're spending doing those"},{"speaker":"Taft Love","startTime":1255.38,"endTime":1257.93,"body":"things isn't you're not out"},{"speaker":"Taft Love","startTime":1255.38,"endTime":1257.93,"body":"talking to customers,"},{"speaker":"Taft Love","startTime":1257.93,"endTime":1260.12,"body":"understanding what they need,"},{"speaker":"Taft Love","startTime":1257.93,"endTime":1260.12,"body":"figuring out how to get your"},{"speaker":"Taft Love","startTime":1260.12,"endTime":1264.2,"body":"business to the next level. So"},{"speaker":"Taft Love","startTime":1260.12,"endTime":1264.2,"body":"operations aside, bring in"},{"speaker":"Taft Love","startTime":1264.2,"endTime":1268.28,"body":"experts, just as you said, who"},{"speaker":"Taft Love","startTime":1264.2,"endTime":1268.28,"body":"know the answers and give"},{"speaker":"Taft Love","startTime":1268.28,"endTime":1271.1,"body":"yourself the time back to go"},{"speaker":"Taft Love","startTime":1268.28,"endTime":1271.1,"body":"build a great business not to"},{"speaker":"Taft Love","startTime":1271.1,"endTime":1271.52,"body":"work in it."},{"speaker":"Matt Wolach","startTime":1276.89,"endTime":1278.66,"body":"And I want to make"},{"speaker":"Matt Wolach","startTime":1276.89,"endTime":1278.66,"body":"sure that people get to know a"},{"speaker":"Matt Wolach","startTime":1278.66,"endTime":1281.57,"body":"little bit more about you and I"},{"speaker":"Matt Wolach","startTime":1278.66,"endTime":1281.57,"body":"heard what's the best way for"},{"speaker":"Matt Wolach","startTime":1281.57,"endTime":1282.44,"body":"them to learn about you and"},{"speaker":"Taft Love","startTime":1283.67,"endTime":1287.03,"body":"well, iceberg ops.com"},{"speaker":"Taft Love","startTime":1283.67,"endTime":1287.03,"body":"Go check out our website."},{"speaker":"Taft Love","startTime":1287.48,"endTime":1291.11,"body":"There's a lot of information on"},{"speaker":"Taft Love","startTime":1287.48,"endTime":1291.11,"body":"us and how we work my LinkedIn"},{"speaker":"Taft Love","startTime":1291.11,"endTime":1294.71,"body":"is there and write me I try to"},{"speaker":"Taft Love","startTime":1291.11,"endTime":1294.71,"body":"respond to everybody that"},{"speaker":"Taft Love","startTime":1294.71,"endTime":1297.68,"body":"reaches out to me happy to I'm"},{"speaker":"Taft Love","startTime":1294.71,"endTime":1297.68,"body":"always happy to give somebody"},{"speaker":"Taft Love","startTime":1297.68,"endTime":1299.63,"body":"half an hour and talk through a"},{"speaker":"Taft Love","startTime":1297.68,"endTime":1299.63,"body":"problem you're having you don't"},{"speaker":"Taft Love","startTime":1299.63,"endTime":1303.65,"body":"have to you don't have to pay us"},{"speaker":"Taft Love","startTime":1299.63,"endTime":1303.65,"body":"to just like get an answer to to"},{"speaker":"Taft Love","startTime":1303.65,"endTime":1306.2,"body":"a quick question you have. I"},{"speaker":"Taft Love","startTime":1303.65,"endTime":1306.2,"body":"love talking to founders out"},{"speaker":"Taft Love","startTime":1306.2,"endTime":1308.36,"body":"there so so reach out to me"},{"speaker":"Taft Love","startTime":1306.2,"endTime":1308.36,"body":"directly if you'd like"},{"speaker":"Matt Wolach","startTime":1309.92,"endTime":1314.27,"body":"the show notes. So"},{"speaker":"Matt Wolach","startTime":1309.92,"endTime":1314.27,"body":"much for coming on and sharing"},{"speaker":"Matt Wolach","startTime":1314.27,"endTime":1314.87,"body":"all your wisdom."},{"speaker":"Taft Love","startTime":1315.29,"endTime":1317.3,"body":"Yeah, man. Thanks so"},{"speaker":"Taft Love","startTime":1315.29,"endTime":1317.3,"body":"much, man. I appreciate it."},{"speaker":"Matt Wolach","startTime":1320.69,"endTime":1322.55,"body":"You don't want to"},{"speaker":"Matt Wolach","startTime":1320.69,"endTime":1322.55,"body":"miss on any other upcoming"},{"speaker":"Matt Wolach","startTime":1322.55,"endTime":1331.4,"body":"leaders like we're looking for"},{"speaker":"Matt Wolach","startTime":1322.55,"endTime":1331.4,"body":"reviews. Definitely give a"},{"speaker":"Matt Wolach","startTime":1331.46,"endTime":1334.43,"body":"review that would really help us"},{"speaker":"Matt Wolach","startTime":1331.46,"endTime":1334.43,"body":"performance."},{"speaker":"Intro/ Outro","startTime":1338.86,"endTime":1341.74,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1338.86,"endTime":1341.74,"body":"listening to Scale Your SaaS for"},{"speaker":"Intro/ Outro","startTime":1341.74,"endTime":1345.22,"body":"more help on finding great leads"},{"speaker":"Intro/ Outro","startTime":1341.74,"endTime":1345.22,"body":"and closing more deals go to"},{"speaker":"Intro/ Outro","startTime":1345.22,"endTime":1346.9,"body":"Matt and wallach.com"}]}