{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.53,"endTime":13.5,"body":"Understanding how"},{"speaker":"Matt Wolach","startTime":10.53,"endTime":13.5,"body":"to get your company moving"},{"speaker":"Matt Wolach","startTime":13.5,"endTime":16.44,"body":"forward, especially from a"},{"speaker":"Matt Wolach","startTime":13.5,"endTime":16.44,"body":"development perspective, from a"},{"speaker":"Matt Wolach","startTime":16.44,"endTime":20.85,"body":"product perspective can be very"},{"speaker":"Matt Wolach","startTime":16.44,"endTime":20.85,"body":"difficult, especially if you are"},{"speaker":"Matt Wolach","startTime":20.85,"endTime":23.67,"body":"a non technical founder. How do"},{"speaker":"Matt Wolach","startTime":20.85,"endTime":23.67,"body":"you measure your dev team? How"},{"speaker":"Matt Wolach","startTime":23.67,"endTime":25.23,"body":"do you make sure they're doing"},{"speaker":"Matt Wolach","startTime":23.67,"endTime":25.23,"body":"the right things? How do you"},{"speaker":"Matt Wolach","startTime":25.23,"endTime":28.56,"body":"understand what needs to happen?"},{"speaker":"Matt Wolach","startTime":25.23,"endTime":28.56,"body":"And when? And is it even going"},{"speaker":"Matt Wolach","startTime":28.56,"endTime":30.9,"body":"the right way? Are you on the"},{"speaker":"Matt Wolach","startTime":28.56,"endTime":30.9,"body":"right path? Well, Phil out of"},{"speaker":"Matt Wolach","startTime":30.9,"endTime":33.69,"body":"this came in, and he shared all"},{"speaker":"Matt Wolach","startTime":30.9,"endTime":33.69,"body":"of these things with you. So you"},{"speaker":"Matt Wolach","startTime":33.69,"endTime":36.39,"body":"can understand how to make sure"},{"speaker":"Matt Wolach","startTime":33.69,"endTime":36.39,"body":"that things are moving forward"},{"speaker":"Matt Wolach","startTime":36.39,"endTime":38.49,"body":"the right way, how to make sure"},{"speaker":"Matt Wolach","startTime":36.39,"endTime":38.49,"body":"you're building a better product"},{"speaker":"Matt Wolach","startTime":38.49,"endTime":41.64,"body":"than your competitors, and how"},{"speaker":"Matt Wolach","startTime":38.49,"endTime":41.64,"body":"to make sure that your company"},{"speaker":"Matt Wolach","startTime":41.64,"endTime":45.0,"body":"moves forward successfully. So"},{"speaker":"Matt Wolach","startTime":41.64,"endTime":45.0,"body":"definitely check this out."},{"speaker":"Matt Wolach","startTime":45.0,"endTime":47.25,"body":"There's a lot of great stuff in"},{"speaker":"Matt Wolach","startTime":45.0,"endTime":47.25,"body":"here. A lot of good tidbits of"},{"speaker":"Matt Wolach","startTime":47.25,"endTime":50.22,"body":"wisdom he's got great experience"},{"speaker":"Matt Wolach","startTime":47.25,"endTime":50.22,"body":"is really going to help you."},{"speaker":"Intro/ Outro","startTime":50.85,"endTime":54.09,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":50.85,"endTime":54.09,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":54.09,"endTime":57.18,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":54.09,"endTime":57.18,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":57.18,"endTime":61.14,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":57.18,"endTime":61.14,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":61.14,"endTime":66.03,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":61.14,"endTime":66.03,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":66.03,"endTime":66.51,"body":"Wolach."},{"speaker":"Matt Wolach","startTime":67.02,"endTime":70.02,"body":"Welcome to Scale"},{"speaker":"Matt Wolach","startTime":67.02,"endTime":70.02,"body":"Your SaaS. Really excited to"},{"speaker":"Matt Wolach","startTime":70.02,"endTime":72.12,"body":"have you here. Thank you very"},{"speaker":"Matt Wolach","startTime":70.02,"endTime":72.12,"body":"much for coming. Thanks for"},{"speaker":"Matt Wolach","startTime":72.12,"endTime":75.63,"body":"listening. I am Matt Wolach. And"},{"speaker":"Matt Wolach","startTime":72.12,"endTime":75.63,"body":"my goal is to help you scale"},{"speaker":"Matt Wolach","startTime":75.63,"endTime":78.09,"body":"your SaaS we're gonna help you"},{"speaker":"Matt Wolach","startTime":75.63,"endTime":78.09,"body":"grow your company through more"},{"speaker":"Matt Wolach","startTime":78.09,"endTime":81.36,"body":"leads through knowing how to"},{"speaker":"Matt Wolach","startTime":78.09,"endTime":81.36,"body":"close those leads and scaling"},{"speaker":"Matt Wolach","startTime":81.36,"endTime":84.45,"body":"your team so you get an amazing"},{"speaker":"Matt Wolach","startTime":81.36,"endTime":84.45,"body":"exit. If you're not subscribed"},{"speaker":"Matt Wolach","startTime":84.45,"endTime":86.49,"body":"yet, make sure you're"},{"speaker":"Matt Wolach","startTime":84.45,"endTime":86.49,"body":"subscribed. Hit that button"},{"speaker":"Matt Wolach","startTime":86.49,"endTime":88.98,"body":"right there. That way you're"},{"speaker":"Matt Wolach","startTime":86.49,"endTime":88.98,"body":"gonna hear about all the cool"},{"speaker":"Matt Wolach","startTime":88.98,"endTime":90.99,"body":"tips that we have coming forward"},{"speaker":"Matt Wolach","startTime":88.98,"endTime":90.99,"body":"in the next few weeks."},{"speaker":"Matt Wolach","startTime":91.2,"endTime":93.39,"body":"Definitely make sure you are a"},{"speaker":"Matt Wolach","startTime":91.2,"endTime":93.39,"body":"subscriber. We have some great"},{"speaker":"Matt Wolach","startTime":93.39,"endTime":95.79,"body":"subscribers who are looking to"},{"speaker":"Matt Wolach","startTime":93.39,"endTime":95.79,"body":"grow their company. Make sure"},{"speaker":"Matt Wolach","startTime":95.79,"endTime":98.58,"body":"you join them. And today is a"},{"speaker":"Matt Wolach","startTime":95.79,"endTime":98.58,"body":"great episode. I'm really"},{"speaker":"Matt Wolach","startTime":98.58,"endTime":101.25,"body":"excited for today learning about"},{"speaker":"Matt Wolach","startTime":98.58,"endTime":101.25,"body":"what we're going to learn from"},{"speaker":"Matt Wolach","startTime":101.25,"endTime":103.65,"body":"Phil Alvis. Phil, welcome to the"},{"speaker":"Matt Wolach","startTime":101.25,"endTime":103.65,"body":"show."},{"speaker":"Phil Alves","startTime":103.71,"endTime":104.88,"body":"Hey, thanks for"},{"speaker":"Phil Alves","startTime":103.71,"endTime":104.88,"body":"having me."},{"speaker":"Matt Wolach","startTime":104.94,"endTime":106.98,"body":"Absolutely. I'm so"},{"speaker":"Matt Wolach","startTime":104.94,"endTime":106.98,"body":"glad to have you here. Let me"},{"speaker":"Matt Wolach","startTime":106.98,"endTime":109.38,"body":"make sure everybody knows who"},{"speaker":"Matt Wolach","startTime":106.98,"endTime":109.38,"body":"you are, Phil. So Phil, he's the"},{"speaker":"Matt Wolach","startTime":109.38,"endTime":113.85,"body":"founder at DevStats, and also"},{"speaker":"Matt Wolach","startTime":109.38,"endTime":113.85,"body":"DevSquad, he led the build of"},{"speaker":"Matt Wolach","startTime":113.85,"endTime":117.06,"body":"over 100 SaaS products for"},{"speaker":"Matt Wolach","startTime":113.85,"endTime":117.06,"body":"bootstrap founders and VC funded"},{"speaker":"Matt Wolach","startTime":117.06,"endTime":120.03,"body":"startups alike, leading multiple"},{"speaker":"Matt Wolach","startTime":117.06,"endTime":120.03,"body":"clients to multimillion dollar"},{"speaker":"Matt Wolach","startTime":120.03,"endTime":124.29,"body":"exits along the way. Now, he has"},{"speaker":"Matt Wolach","startTime":120.03,"endTime":124.29,"body":"DevStats, and I'm excited to"},{"speaker":"Matt Wolach","startTime":124.29,"endTime":128.37,"body":"join him and learn all about"},{"speaker":"Matt Wolach","startTime":124.29,"endTime":128.37,"body":"what dev stats does, because it"},{"speaker":"Matt Wolach","startTime":128.37,"endTime":131.46,"body":"gives you x ray vision into your"},{"speaker":"Matt Wolach","startTime":128.37,"endTime":131.46,"body":"development team's performance."},{"speaker":"Matt Wolach","startTime":131.55,"endTime":134.76,"body":"So you can build our tight"},{"speaker":"Matt Wolach","startTime":131.55,"endTime":134.76,"body":"timely, high value projects to"},{"speaker":"Matt Wolach","startTime":134.76,"endTime":137.25,"body":"satisfied stakeholders. Once"},{"speaker":"Matt Wolach","startTime":134.76,"endTime":137.25,"body":"again, Phil, thanks for coming"},{"speaker":"Matt Wolach","startTime":137.25,"endTime":137.79,"body":"on the show."},{"speaker":"Phil Alves","startTime":137.82,"endTime":139.62,"body":"Yeah, no problem."},{"speaker":"Phil Alves","startTime":137.82,"endTime":139.62,"body":"Great to be here."},{"speaker":"Matt Wolach","startTime":139.74,"endTime":141.78,"body":"It's super great to"},{"speaker":"Matt Wolach","startTime":139.74,"endTime":141.78,"body":"have you. So tell me what's been"},{"speaker":"Matt Wolach","startTime":141.78,"endTime":143.85,"body":"going on with you lately? And"},{"speaker":"Matt Wolach","startTime":141.78,"endTime":143.85,"body":"what's coming up?"},{"speaker":"Phil Alves","startTime":143.88,"endTime":147.12,"body":"Yeah, so the weather"},{"speaker":"Phil Alves","startTime":143.88,"endTime":147.12,"body":"is great here in Utah. So I just"},{"speaker":"Phil Alves","startTime":147.15,"endTime":150.27,"body":"am flying a lot. When I'm not"},{"speaker":"Phil Alves","startTime":147.15,"endTime":150.27,"body":"running my business. I'm a pilot"},{"speaker":"Phil Alves","startTime":150.27,"endTime":153.06,"body":"just for fun. So I have that's"},{"speaker":"Phil Alves","startTime":150.27,"endTime":153.06,"body":"what I have been doing lately,"},{"speaker":"Phil Alves","startTime":153.09,"endTime":156.12,"body":"on top of working on building my"},{"speaker":"Phil Alves","startTime":153.09,"endTime":156.12,"body":"my companies."},{"speaker":"Matt Wolach","startTime":157.26,"endTime":159.51,"body":"That's awesome. I'm"},{"speaker":"Matt Wolach","startTime":157.26,"endTime":159.51,"body":"super jealous. I've always"},{"speaker":"Matt Wolach","startTime":159.51,"endTime":163.32,"body":"wanted to be a pilot. And this"},{"speaker":"Matt Wolach","startTime":159.51,"endTime":163.32,"body":"is two guests in a row who have"},{"speaker":"Matt Wolach","startTime":163.35,"endTime":166.92,"body":"who have a private pilot's"},{"speaker":"Matt Wolach","startTime":163.35,"endTime":166.92,"body":"license. And so I think it's a"},{"speaker":"Matt Wolach","startTime":166.92,"endTime":169.47,"body":"sign for me that I need to go"},{"speaker":"Matt Wolach","startTime":166.92,"endTime":169.47,"body":"out and get my pilot's license."},{"speaker":"Matt Wolach","startTime":169.47,"endTime":171.96,"body":"I've always been an aviation"},{"speaker":"Matt Wolach","startTime":169.47,"endTime":171.96,"body":"enthusiast, I think I need to do"},{"speaker":"Matt Wolach","startTime":171.96,"endTime":174.99,"body":"it Sure. is fun. Good for you."},{"speaker":"Matt Wolach","startTime":171.96,"endTime":174.99,"body":"That's super cool. So tell me"},{"speaker":"Matt Wolach","startTime":175.02,"endTime":178.32,"body":"what gave you the idea to start"},{"speaker":"Matt Wolach","startTime":175.02,"endTime":178.32,"body":"dev stats, how did that come to"},{"speaker":"Matt Wolach","startTime":178.32,"endTime":178.56,"body":"be?"},{"speaker":"Phil Alves","startTime":178.59,"endTime":181.41,"body":"So for the longest"},{"speaker":"Phil Alves","startTime":178.59,"endTime":181.41,"body":"time, I always have this goal of"},{"speaker":"Phil Alves","startTime":181.41,"endTime":184.17,"body":"building high performing"},{"speaker":"Phil Alves","startTime":181.41,"endTime":184.17,"body":"development teams. And that's"},{"speaker":"Phil Alves","startTime":184.2,"endTime":188.04,"body":"what my consulting firm was"},{"speaker":"Phil Alves","startTime":184.2,"endTime":188.04,"body":"about was about helping people"},{"speaker":"Phil Alves","startTime":188.07,"endTime":191.07,"body":"build their products and give"},{"speaker":"Phil Alves","startTime":188.07,"endTime":191.07,"body":"them a development team that's"},{"speaker":"Phil Alves","startTime":191.07,"endTime":193.65,"body":"actually high performing. And"},{"speaker":"Phil Alves","startTime":191.07,"endTime":193.65,"body":"that can deliver a lot of value."},{"speaker":"Phil Alves","startTime":193.71,"endTime":197.22,"body":"And so that's been a topic that"},{"speaker":"Phil Alves","startTime":193.71,"endTime":197.22,"body":"I always study, because I want"},{"speaker":"Phil Alves","startTime":197.22,"endTime":201.33,"body":"to make sure my team deliver the"},{"speaker":"Phil Alves","startTime":197.22,"endTime":201.33,"body":"most. And I actually, there was"},{"speaker":"Phil Alves","startTime":201.33,"endTime":204.15,"body":"some research that was made by"},{"speaker":"Phil Alves","startTime":201.33,"endTime":204.15,"body":"Google, Google is sponsored"},{"speaker":"Phil Alves","startTime":204.6,"endTime":207.93,"body":"research called data matrix. And"},{"speaker":"Phil Alves","startTime":204.6,"endTime":207.93,"body":"then from there, a couple of"},{"speaker":"Phil Alves","startTime":207.93,"endTime":210.99,"body":"software's probably start to be"},{"speaker":"Phil Alves","startTime":207.93,"endTime":210.99,"body":"built to try to solve that"},{"speaker":"Phil Alves","startTime":210.99,"endTime":213.99,"body":"problem to help companies"},{"speaker":"Phil Alves","startTime":210.99,"endTime":213.99,"body":"measure what matters. So you're"},{"speaker":"Phil Alves","startTime":213.99,"endTime":217.29,"body":"using one software, and the"},{"speaker":"Phil Alves","startTime":213.99,"endTime":217.29,"body":"software was pretty good. And"},{"speaker":"Phil Alves","startTime":217.29,"endTime":221.13,"body":"they got sold in the company"},{"speaker":"Phil Alves","startTime":217.29,"endTime":221.13,"body":"that bought the software made it"},{"speaker":"Phil Alves","startTime":221.13,"endTime":224.7,"body":"pretty bad. And so I was like,"},{"speaker":"Phil Alves","startTime":221.13,"endTime":224.7,"body":"forget it, I'm just gonna do my"},{"speaker":"Phil Alves","startTime":224.7,"endTime":228.75,"body":"own and have a lot of experience"},{"speaker":"Phil Alves","startTime":224.7,"endTime":228.75,"body":"in that field. So that's kind of"},{"speaker":"Phil Alves","startTime":228.75,"endTime":229.98,"body":"like how it started."},{"speaker":"Matt Wolach","startTime":230.35,"endTime":232.36,"body":"That's so cool. I"},{"speaker":"Matt Wolach","startTime":230.35,"endTime":232.36,"body":"find that necessity is the"},{"speaker":"Matt Wolach","startTime":232.36,"endTime":234.46,"body":"mother of invention all the"},{"speaker":"Matt Wolach","startTime":232.36,"endTime":234.46,"body":"time. But that's really cool"},{"speaker":"Matt Wolach","startTime":234.46,"endTime":237.64,"body":"that you did that. And when you"},{"speaker":"Matt Wolach","startTime":234.46,"endTime":237.64,"body":"get started on something like"},{"speaker":"Matt Wolach","startTime":237.64,"endTime":240.34,"body":"that, was that you know, going"},{"speaker":"Matt Wolach","startTime":237.64,"endTime":240.34,"body":"from doing development for"},{"speaker":"Matt Wolach","startTime":240.34,"endTime":242.92,"body":"others to now doing it for"},{"speaker":"Matt Wolach","startTime":240.34,"endTime":242.92,"body":"yourself? Were there any changes"},{"speaker":"Matt Wolach","startTime":242.92,"endTime":244.15,"body":"that you had to adjust to?"},{"speaker":"Phil Alves","startTime":244.18,"endTime":246.85,"body":"Yeah, for sure. Now,"},{"speaker":"Phil Alves","startTime":244.18,"endTime":246.85,"body":"I have to think about the big"},{"speaker":"Phil Alves","startTime":246.85,"endTime":250.81,"body":"picture of the of the whole"},{"speaker":"Phil Alves","startTime":246.85,"endTime":250.81,"body":"business, right. And now I'm"},{"speaker":"Phil Alves","startTime":250.81,"endTime":253.36,"body":"kind of like in my own customer"},{"speaker":"Phil Alves","startTime":250.81,"endTime":253.36,"body":"shoes and tried to get the"},{"speaker":"Phil Alves","startTime":253.36,"endTime":255.67,"body":"product to market quicker. So"},{"speaker":"Phil Alves","startTime":253.36,"endTime":255.67,"body":"there's definitely some"},{"speaker":"Phil Alves","startTime":255.67,"endTime":260.29,"body":"adjustment, but I had a SaaS"},{"speaker":"Phil Alves","startTime":255.67,"endTime":260.29,"body":"product before that I sold, and"},{"speaker":"Phil Alves","startTime":260.29,"endTime":263.2,"body":"I had just been this space for a"},{"speaker":"Phil Alves","startTime":260.29,"endTime":263.2,"body":"long time. So even though it's"},{"speaker":"Phil Alves","startTime":263.2,"endTime":266.32,"body":"kind of different, I really like"},{"speaker":"Phil Alves","startTime":263.2,"endTime":266.32,"body":"it too, because my consulting"},{"speaker":"Phil Alves","startTime":266.32,"endTime":270.73,"body":"firm got big. And it was more"},{"speaker":"Phil Alves","startTime":266.32,"endTime":270.73,"body":"like in the vision and strategy"},{"speaker":"Phil Alves","startTime":270.76,"endTime":274.99,"body":"part. And this allowed me to go"},{"speaker":"Phil Alves","startTime":270.76,"endTime":274.99,"body":"back to the doing because the"},{"speaker":"Phil Alves","startTime":274.99,"endTime":277.84,"body":"team would have squad is only"},{"speaker":"Phil Alves","startTime":274.99,"endTime":277.84,"body":"like six people that do my"},{"speaker":"Phil Alves","startTime":277.84,"endTime":282.4,"body":"consulting firms. 100 plus, so a"},{"speaker":"Phil Alves","startTime":277.84,"endTime":282.4,"body":"super fun to go back to like the"},{"speaker":"Phil Alves","startTime":282.4,"endTime":286.51,"body":"zero to one stage and actually"},{"speaker":"Phil Alves","startTime":282.4,"endTime":286.51,"body":"get my hands dirty."},{"speaker":"Matt Wolach","startTime":286.54,"endTime":289.09,"body":"Yeah, that's very"},{"speaker":"Matt Wolach","startTime":286.54,"endTime":289.09,"body":"true at that stage. Let me ask"},{"speaker":"Matt Wolach","startTime":289.09,"endTime":293.02,"body":"you, how did you find your first"},{"speaker":"Matt Wolach","startTime":289.09,"endTime":293.02,"body":"initial customers for DevOps?"},{"speaker":"Matt Wolach","startTime":293.02,"endTime":295.3,"body":"That's how you know I know it"},{"speaker":"Matt Wolach","startTime":293.02,"endTime":295.3,"body":"when you go back to zero. It's"},{"speaker":"Matt Wolach","startTime":295.3,"endTime":297.73,"body":"like okay, what do we do now?"},{"speaker":"Matt Wolach","startTime":295.3,"endTime":297.73,"body":"What did you guys do in those"},{"speaker":"Matt Wolach","startTime":297.73,"endTime":299.8,"body":"early days to convince people"},{"speaker":"Matt Wolach","startTime":297.73,"endTime":299.8,"body":"that hey, this is a platform you"},{"speaker":"Phil Alves","startTime":299.0,"endTime":304.61,"body":"Yeah. So we did call"},{"speaker":"Phil Alves","startTime":299.0,"endTime":304.61,"body":"call rich, just cold email to"},{"speaker":"Phil Alves","startTime":299.8,"endTime":299.98,"body":"should use?"},{"speaker":"Phil Alves","startTime":304.61,"endTime":308.21,"body":"the people that I believe could"},{"speaker":"Phil Alves","startTime":304.61,"endTime":308.21,"body":"could benefit from the products"},{"speaker":"Phil Alves","startTime":308.21,"endTime":311.87,"body":"and the emails and tried to set"},{"speaker":"Phil Alves","startTime":308.21,"endTime":311.87,"body":"demos and, and try to get them"},{"speaker":"Phil Alves","startTime":311.87,"endTime":315.11,"body":"on board. And I think I really"},{"speaker":"Phil Alves","startTime":311.87,"endTime":315.11,"body":"liked their strategy, because"},{"speaker":"Phil Alves","startTime":315.11,"endTime":318.08,"body":"then you also get to test their"},{"speaker":"Phil Alves","startTime":315.11,"endTime":318.08,"body":"messaging, like, what is the"},{"speaker":"Phil Alves","startTime":318.08,"endTime":320.72,"body":"problem that people are trying"},{"speaker":"Phil Alves","startTime":318.08,"endTime":320.72,"body":"to solve what it's going to make"},{"speaker":"Phil Alves","startTime":320.72,"endTime":323.0,"body":"someone answer my email, because"},{"speaker":"Phil Alves","startTime":320.72,"endTime":323.0,"body":"there's just so much"},{"speaker":"Phil Alves","startTime":323.0,"endTime":325.82,"body":"competition, and it's the"},{"speaker":"Phil Alves","startTime":323.0,"endTime":325.82,"body":"cheapest way to try to get some"},{"speaker":"Phil Alves","startTime":325.82,"endTime":328.76,"body":"traction. Like, I think long"},{"speaker":"Phil Alves","startTime":325.82,"endTime":328.76,"body":"term, there's other strategies"},{"speaker":"Phil Alves","startTime":328.76,"endTime":330.56,"body":"that you can do it. But that's"},{"speaker":"Phil Alves","startTime":328.76,"endTime":330.56,"body":"how I did it for my other"},{"speaker":"Phil Alves","startTime":330.56,"endTime":333.02,"body":"business, like I started with"},{"speaker":"Phil Alves","startTime":330.56,"endTime":333.02,"body":"code. And that's what I did"},{"speaker":"Phil Alves","startTime":333.02,"endTime":336.44,"body":"here, too. I start with code."},{"speaker":"Phil Alves","startTime":333.02,"endTime":336.44,"body":"And then I was able to get some"},{"speaker":"Phil Alves","startTime":336.47,"endTime":339.65,"body":"customers. And, of course, I"},{"speaker":"Phil Alves","startTime":336.47,"endTime":339.65,"body":"also had some customers from a"},{"speaker":"Phil Alves","startTime":339.65,"endTime":341.87,"body":"consulting firm, but I didn't"},{"speaker":"Phil Alves","startTime":339.65,"endTime":341.87,"body":"want to start there, because"},{"speaker":"Phil Alves","startTime":341.87,"endTime":345.5,"body":"they're big public companies."},{"speaker":"Phil Alves","startTime":341.87,"endTime":345.5,"body":"And I need the smaller, smaller"},{"speaker":"Phil Alves","startTime":345.5,"endTime":347.57,"body":"companies using this product at"},{"speaker":"Phil Alves","startTime":345.5,"endTime":347.57,"body":"the beginning."},{"speaker":"Matt Wolach","startTime":347.6,"endTime":349.61,"body":"Yeah, that makes"},{"speaker":"Matt Wolach","startTime":347.6,"endTime":349.61,"body":"sense. How did you identify your"},{"speaker":"Matt Wolach","startTime":349.61,"endTime":353.21,"body":"ICP your ideal customers? How"},{"speaker":"Matt Wolach","startTime":349.61,"endTime":353.21,"body":"did you realize that smaller"},{"speaker":"Matt Wolach","startTime":353.21,"endTime":355.64,"body":"would be better for the product?"},{"speaker":"Matt Wolach","startTime":353.21,"endTime":355.64,"body":"Or where did that come from?"},{"speaker":"Phil Alves","startTime":355.67,"endTime":358.19,"body":"Yeah, so what"},{"speaker":"Phil Alves","startTime":355.67,"endTime":358.19,"body":"happens, the bigger the company"},{"speaker":"Phil Alves","startTime":358.19,"endTime":363.74,"body":"is, the more like regulations"},{"speaker":"Phil Alves","startTime":358.19,"endTime":363.74,"body":"there is. So for example, we"},{"speaker":"Phil Alves","startTime":363.74,"endTime":366.77,"body":"didn't have a sock shoe"},{"speaker":"Phil Alves","startTime":363.74,"endTime":366.77,"body":"certification. And that takes"},{"speaker":"Phil Alves","startTime":366.77,"endTime":370.76,"body":"six months to a year to get it"},{"speaker":"Phil Alves","startTime":366.77,"endTime":370.76,"body":"expensive. And it's expensive."},{"speaker":"Phil Alves","startTime":370.94,"endTime":376.13,"body":"So I figure, I, if I go to these"},{"speaker":"Phil Alves","startTime":370.94,"endTime":376.13,"body":"teams that are like 15 to 50,"},{"speaker":"Phil Alves","startTime":376.13,"endTime":378.59,"body":"developers, they're going to be"},{"speaker":"Phil Alves","startTime":376.13,"endTime":378.59,"body":"big enough. They can they can"},{"speaker":"Phil Alves","startTime":378.59,"endTime":381.5,"body":"get beneficiate from the"},{"speaker":"Phil Alves","startTime":378.59,"endTime":381.5,"body":"software, but they're not going"},{"speaker":"Phil Alves","startTime":381.5,"endTime":385.04,"body":"to have so much bureaucracy. So"},{"speaker":"Phil Alves","startTime":381.5,"endTime":385.04,"body":"that was just my guess, like I"},{"speaker":"Phil Alves","startTime":385.04,"endTime":385.88,"body":"was I had a"},{"speaker":"Phil Alves","startTime":387.29,"endTime":391.07,"body":"hypothesis, and they test the"},{"speaker":"Phil Alves","startTime":387.29,"endTime":391.07,"body":"hypothesis. Especially after"},{"speaker":"Phil Alves","startTime":391.07,"endTime":394.28,"body":"like, I start first, actually, I"},{"speaker":"Phil Alves","startTime":391.07,"endTime":394.28,"body":"went over the bigger guys, and"},{"speaker":"Phil Alves","startTime":394.28,"endTime":396.92,"body":"they go, this is awesome. We're"},{"speaker":"Phil Alves","startTime":394.28,"endTime":396.92,"body":"just talking to them like,"},{"speaker":"Phil Alves","startTime":397.1,"endTime":398.84,"body":"great. Should I shouldn't know"},{"speaker":"Phil Alves","startTime":397.1,"endTime":398.84,"body":"better."},{"speaker":"Phil Alves","startTime":400.73,"endTime":404.72,"body":"So yeah, so that's how I gotta"},{"speaker":"Phil Alves","startTime":400.73,"endTime":404.72,"body":"like, we went first to the lower"},{"speaker":"Phil Alves","startTime":404.72,"endTime":407.75,"body":"market, which is less"},{"speaker":"Phil Alves","startTime":404.72,"endTime":407.75,"body":"bureaucracy, and I'm talking to"},{"speaker":"Phil Alves","startTime":407.75,"endTime":411.59,"body":"decision makers. I love that I"},{"speaker":"Phil Alves","startTime":407.75,"endTime":411.59,"body":"appreciate going after the"},{"speaker":"Phil Alves","startTime":411.59,"endTime":414.47,"body":"smaller market as well, myself."},{"speaker":"Phil Alves","startTime":411.59,"endTime":414.47,"body":"Now, this wasn't your first"},{"speaker":"Phil Alves","startTime":414.47,"endTime":416.63,"body":"business, you've had other"},{"speaker":"Phil Alves","startTime":414.47,"endTime":416.63,"body":"businesses. Did you feel like"},{"speaker":"Phil Alves","startTime":416.63,"endTime":419.15,"body":"you've learned things in those"},{"speaker":"Phil Alves","startTime":416.63,"endTime":419.15,"body":"previous businesses that you"},{"speaker":"Phil Alves","startTime":419.15,"endTime":422.03,"body":"were able to apply to your"},{"speaker":"Phil Alves","startTime":419.15,"endTime":422.03,"body":"software company? Well, yeah,"},{"speaker":"Phil Alves","startTime":422.03,"endTime":425.18,"body":"for sure. For sure. There's"},{"speaker":"Phil Alves","startTime":422.03,"endTime":425.18,"body":"there's a lot of learning around"},{"speaker":"Phil Alves","startTime":425.18,"endTime":428.78,"body":"strategy around positioning"},{"speaker":"Phil Alves","startTime":425.18,"endTime":428.78,"body":"around managing people managing"},{"speaker":"Phil Alves","startTime":428.78,"endTime":431.96,"body":"expectations, managing money. So"},{"speaker":"Phil Alves","startTime":428.78,"endTime":431.96,"body":"there's, there's a bunch of"},{"speaker":"Phil Alves","startTime":431.96,"endTime":435.56,"body":"learning, that's all translate"},{"speaker":"Phil Alves","startTime":431.96,"endTime":435.56,"body":"into this. Yeah, that makes a"},{"speaker":"Phil Alves","startTime":435.56,"endTime":439.28,"body":"ton of sense. I've seen that as"},{"speaker":"Phil Alves","startTime":435.56,"endTime":439.28,"body":"well. What would you say, people"},{"speaker":"Phil Alves","startTime":439.31,"endTime":442.34,"body":"who are running dev teams, what"},{"speaker":"Phil Alves","startTime":439.31,"endTime":442.34,"body":"are some of those key problems"},{"speaker":"Phil Alves","startTime":442.34,"endTime":445.19,"body":"that they encounter? And what"},{"speaker":"Phil Alves","startTime":442.34,"endTime":445.19,"body":"are the best ways to overcome"},{"speaker":"Phil Alves","startTime":445.19,"endTime":447.77,"body":"them? So I think the biggest"},{"speaker":"Phil Alves","startTime":445.19,"endTime":447.77,"body":"problem when you're running a"},{"speaker":"Phil Alves","startTime":447.77,"endTime":452.96,"body":"dev team, is to like measure the"},{"speaker":"Phil Alves","startTime":447.77,"endTime":452.96,"body":"output of your team and make"},{"speaker":"Phil Alves","startTime":452.96,"endTime":457.43,"body":"sure you get like a big impact"},{"speaker":"Phil Alves","startTime":452.96,"endTime":457.43,"body":"for your team. And how you fix"},{"speaker":"Phil Alves","startTime":457.43,"endTime":461.09,"body":"that. I believe it doesn't start"},{"speaker":"Phil Alves","startTime":457.43,"endTime":461.09,"body":"with buying a product like that"},{"speaker":"Phil Alves","startTime":461.09,"endTime":466.49,"body":"stats doesn't start with doing"},{"speaker":"Phil Alves","startTime":461.09,"endTime":466.49,"body":"the the like dev ops newest"},{"speaker":"Phil Alves","startTime":466.49,"endTime":470.39,"body":"things, you start thinking about"},{"speaker":"Phil Alves","startTime":466.49,"endTime":470.39,"body":"developer experience, what is"},{"speaker":"Phil Alves","startTime":470.39,"endTime":472.94,"body":"the experience our developers"},{"speaker":"Phil Alves","startTime":470.39,"endTime":472.94,"body":"have of your company? What's the"},{"speaker":"Phil Alves","startTime":472.94,"endTime":478.37,"body":"culture, what I like to say, I"},{"speaker":"Phil Alves","startTime":472.94,"endTime":478.37,"body":"want to make my firm like the"},{"speaker":"Phil Alves","startTime":478.37,"endTime":482.75,"body":"Disney for software developers."},{"speaker":"Phil Alves","startTime":478.37,"endTime":482.75,"body":"So in once you start from that"},{"speaker":"Phil Alves","startTime":482.75,"endTime":486.32,"body":"foundation, then it's when you"},{"speaker":"Phil Alves","startTime":482.75,"endTime":486.32,"body":"Okay, let's, let's go think"},{"speaker":"Phil Alves","startTime":486.32,"endTime":489.8,"body":"about other ways that it can"},{"speaker":"Phil Alves","startTime":486.32,"endTime":489.8,"body":"measure performance, then you"},{"speaker":"Phil Alves","startTime":489.8,"endTime":493.46,"body":"can look at things like Laura"},{"speaker":"Phil Alves","startTime":489.8,"endTime":493.46,"body":"metrics, but performance alone,"},{"speaker":"Phil Alves","startTime":493.76,"endTime":497.42,"body":"if you don't, like associated"},{"speaker":"Phil Alves","startTime":493.76,"endTime":497.42,"body":"with OKRs, and we've business"},{"speaker":"Phil Alves","startTime":497.42,"endTime":501.02,"body":"impact doesn't do anything. So"},{"speaker":"Phil Alves","startTime":497.42,"endTime":501.02,"body":"then you have to find a way to"},{"speaker":"Phil Alves","startTime":501.02,"endTime":505.22,"body":"tie all those together. So you"},{"speaker":"Phil Alves","startTime":501.02,"endTime":505.22,"body":"can protect your team and help"},{"speaker":"Phil Alves","startTime":505.22,"endTime":509.24,"body":"her to be more productive, and"},{"speaker":"Phil Alves","startTime":505.22,"endTime":509.24,"body":"be successful. But again, it"},{"speaker":"Phil Alves","startTime":509.24,"endTime":512.03,"body":"starts with that developer"},{"speaker":"Phil Alves","startTime":509.24,"endTime":512.03,"body":"experience. That's the"},{"speaker":"Phil Alves","startTime":512.03,"endTime":515.12,"body":"foundation that I believe anyone"},{"speaker":"Phil Alves","startTime":512.03,"endTime":515.12,"body":"or any development team should"},{"speaker":"Phil Alves","startTime":515.15,"endTime":519.5,"body":"should prioritize in the"},{"speaker":"Phil Alves","startTime":515.15,"endTime":519.5,"body":"experience, from, like the"},{"speaker":"Phil Alves","startTime":519.5,"endTime":522.2,"body":"machines that they work from the"},{"speaker":"Phil Alves","startTime":519.5,"endTime":522.2,"body":"culture, from the technologies"},{"speaker":"Phil Alves","startTime":522.2,"endTime":525.5,"body":"that we use from, like the"},{"speaker":"Phil Alves","startTime":522.2,"endTime":525.5,"body":"culture unquote, code, review,"},{"speaker":"Phil Alves","startTime":525.5,"endTime":529.73,"body":"collaboration, the all those"},{"speaker":"Phil Alves","startTime":525.5,"endTime":529.73,"body":"things are important to create"},{"speaker":"Phil Alves","startTime":529.73,"endTime":532.43,"body":"an amazing experience for the"},{"speaker":"Phil Alves","startTime":529.73,"endTime":532.43,"body":"development team. I think that's"},{"speaker":"Phil Alves","startTime":532.43,"endTime":534.68,"body":"awesome. And taking us that"},{"speaker":"Phil Alves","startTime":532.43,"endTime":534.68,"body":"experience for a development"},{"speaker":"Phil Alves","startTime":534.68,"endTime":537.44,"body":"team is is such a unique"},{"speaker":"Phil Alves","startTime":534.68,"endTime":537.44,"body":"perspective. I don't think a lot"},{"speaker":"Phil Alves","startTime":537.44,"endTime":540.26,"body":"of people think of that. If"},{"speaker":"Phil Alves","startTime":537.44,"endTime":540.26,"body":"somebody starts a software, and"},{"speaker":"Phil Alves","startTime":540.26,"endTime":543.77,"body":"they're not technical. What are"},{"speaker":"Phil Alves","startTime":540.26,"endTime":543.77,"body":"some of the metrics that they"},{"speaker":"Phil Alves","startTime":543.77,"endTime":546.2,"body":"should be looking at around"},{"speaker":"Phil Alves","startTime":543.77,"endTime":546.2,"body":"their development team? What,"},{"speaker":"Phil Alves","startTime":546.38,"endTime":548.54,"body":"what what kind of things are"},{"speaker":"Phil Alves","startTime":546.38,"endTime":548.54,"body":"they able to get out of DEV"},{"speaker":"Phil Alves","startTime":548.54,"endTime":550.55,"body":"stats that's going to help them"},{"speaker":"Phil Alves","startTime":548.54,"endTime":550.55,"body":"they can look at things like"},{"speaker":"Phil Alves","startTime":550.55,"endTime":554.21,"body":"cycle time, which is the time"},{"speaker":"Phil Alves","startTime":550.55,"endTime":554.21,"body":"from when developers started"},{"speaker":"Phil Alves","startTime":554.21,"endTime":559.16,"body":"tasks to someone, the developer"},{"speaker":"Phil Alves","startTime":554.21,"endTime":559.16,"body":"finished the task. They can look"},{"speaker":"Phil Alves","startTime":559.25,"endTime":563.0,"body":"at data of how are the team"},{"speaker":"Phil Alves","startTime":559.25,"endTime":563.0,"body":"planning plan acuris. So like we"},{"speaker":"Phil Alves","startTime":563.0,"endTime":566.63,"body":"say, we did this how much of"},{"speaker":"Phil Alves","startTime":563.0,"endTime":566.63,"body":"what we say we do, we would do?"},{"speaker":"Phil Alves","startTime":566.9,"endTime":569.45,"body":"They can look at collaboration"},{"speaker":"Phil Alves","startTime":566.9,"endTime":569.45,"body":"are the developers doing code"},{"speaker":"Phil Alves","startTime":569.45,"endTime":573.05,"body":"review, how deep is the code"},{"speaker":"Phil Alves","startTime":569.45,"endTime":573.05,"body":"reviews, code review being"},{"speaker":"Phil Alves","startTime":573.05,"endTime":577.1,"body":"happen? The system also going to"},{"speaker":"Phil Alves","startTime":573.05,"endTime":577.1,"body":"let them know if someone is"},{"speaker":"Phil Alves","startTime":577.1,"endTime":580.79,"body":"likely to be overwork or"},{"speaker":"Phil Alves","startTime":577.1,"endTime":580.79,"body":"burnout, like they're working"},{"speaker":"Phil Alves","startTime":580.79,"endTime":585.05,"body":"weekends, they're like getting a"},{"speaker":"Phil Alves","startTime":580.79,"endTime":585.05,"body":"lot or going on a was like too"},{"speaker":"Phil Alves","startTime":585.05,"endTime":586.34,"body":"much work in progress."},{"speaker":"Phil Alves","startTime":587.54,"endTime":590.12,"body":"They just there's a lot of data"},{"speaker":"Phil Alves","startTime":587.54,"endTime":590.12,"body":"points they're going to look at,"},{"speaker":"Phil Alves","startTime":590.3,"endTime":595.13,"body":"to make sure there's not burnout"},{"speaker":"Phil Alves","startTime":590.3,"endTime":595.13,"body":"for those developers. So but at"},{"speaker":"Phil Alves","startTime":595.13,"endTime":597.56,"body":"the end of the day, that's"},{"speaker":"Phil Alves","startTime":595.13,"endTime":597.56,"body":"that's the two that hopefully is"},{"speaker":"Phil Alves","startTime":597.56,"endTime":599.96,"body":"going to help even that not"},{"speaker":"Phil Alves","startTime":597.56,"endTime":599.96,"body":"tangkoko"},{"speaker":"Phil Alves","startTime":600.11,"endTime":604.28,"body":"and communicate in a better way"},{"speaker":"Phil Alves","startTime":600.11,"endTime":604.28,"body":"with the developers. Because"},{"speaker":"Phil Alves","startTime":604.31,"endTime":606.74,"body":"sometimes when you're not"},{"speaker":"Phil Alves","startTime":604.31,"endTime":606.74,"body":"technical, you don't know if"},{"speaker":"Phil Alves","startTime":606.74,"endTime":609.71,"body":"your developers are doing a good"},{"speaker":"Phil Alves","startTime":606.74,"endTime":609.71,"body":"job or not. So like, you go back"},{"speaker":"Phil Alves","startTime":609.71,"endTime":612.08,"body":"to our performance metrics,"},{"speaker":"Phil Alves","startTime":609.71,"endTime":612.08,"body":"which is your daughter metrics,"},{"speaker":"Phil Alves","startTime":612.38,"endTime":617.72,"body":"and you're like, Okay, this is a"},{"speaker":"Phil Alves","startTime":612.38,"endTime":617.72,"body":"benchmark your team against this"},{"speaker":"Phil Alves","startTime":617.75,"endTime":621.41,"body":"industry standards, it was like"},{"speaker":"Phil Alves","startTime":617.75,"endTime":621.41,"body":"a research, believe over 30,000"},{"speaker":"Phil Alves","startTime":621.53,"endTime":624.92,"body":"companies. So you look at that"},{"speaker":"Phil Alves","startTime":621.53,"endTime":624.92,"body":"benchmark. And you say, how is"},{"speaker":"Phil Alves","startTime":624.92,"endTime":627.71,"body":"my team doing out those six of"},{"speaker":"Phil Alves","startTime":624.92,"endTime":627.71,"body":"those benchmarks like how we"},{"speaker":"Phil Alves","startTime":627.71,"endTime":631.94,"body":"were planning, how much how"},{"speaker":"Phil Alves","startTime":627.71,"endTime":631.94,"body":"much? How many bugs we have? How"},{"speaker":"Phil Alves","startTime":632.0,"endTime":634.76,"body":"fast are we moving through"},{"speaker":"Phil Alves","startTime":632.0,"endTime":634.76,"body":"things, and then you can see"},{"speaker":"Phil Alves","startTime":634.76,"endTime":637.85,"body":"here teams are performing or"},{"speaker":"Phil Alves","startTime":634.76,"endTime":637.85,"body":"not. Now, just because your team"},{"speaker":"Phil Alves","startTime":637.85,"endTime":640.19,"body":"is doing super well, it doesn't"},{"speaker":"Phil Alves","startTime":637.85,"endTime":640.19,"body":"mean that they you're creating"},{"speaker":"Phil Alves","startTime":640.19,"endTime":643.55,"body":"things that do the impact, and"},{"speaker":"Phil Alves","startTime":640.19,"endTime":643.55,"body":"that's product management. But"},{"speaker":"Phil Alves","startTime":643.55,"endTime":646.28,"body":"those are two different things."},{"speaker":"Phil Alves","startTime":643.55,"endTime":646.28,"body":"But like, if you can figure like"},{"speaker":"Phil Alves","startTime":646.28,"endTime":649.55,"body":"the engineering part, then you"},{"speaker":"Phil Alves","startTime":646.28,"endTime":649.55,"body":"can go back into Okay, let's get"},{"speaker":"Phil Alves","startTime":649.55,"endTime":652.55,"body":"the product management in the"},{"speaker":"Phil Alves","startTime":649.55,"endTime":652.55,"body":"right direction, too. So hope"},{"speaker":"Phil Alves","startTime":652.55,"endTime":654.59,"body":"that makes sense. It's a long"},{"speaker":"Phil Alves","startTime":652.55,"endTime":654.59,"body":"way to say that there's a lot of"},{"speaker":"Matt Wolach","startTime":655.73,"endTime":657.86,"body":"Yeah, no, no, it's"},{"speaker":"Matt Wolach","startTime":655.73,"endTime":657.86,"body":"great stuff. It definitely makes"},{"speaker":"Matt Wolach","startTime":657.86,"endTime":661.22,"body":"sense to me. I want to ask, you"},{"speaker":"Matt Wolach","startTime":657.86,"endTime":661.22,"body":"know, what are some of the"},{"speaker":"Matt Wolach","startTime":661.22,"endTime":664.19,"body":"traits, you've worked with a lot"},{"speaker":"Matt Wolach","startTime":661.22,"endTime":664.19,"body":"of SaaS companies? What are the"},{"speaker":"Matt Wolach","startTime":664.19,"endTime":667.34,"body":"traits that some of the best"},{"speaker":"Matt Wolach","startTime":664.19,"endTime":667.34,"body":"software companies have? And"},{"speaker":"Matt Wolach","startTime":667.34,"endTime":670.43,"body":"some of the best software"},{"speaker":"Matt Wolach","startTime":667.34,"endTime":670.43,"body":"leaders have? that others don't?"},{"speaker":"Phil Alves","startTime":672.2,"endTime":674.51,"body":"Yeah, so I think"},{"speaker":"Phil Alves","startTime":672.2,"endTime":674.51,"body":"specifically, let's talk about"},{"speaker":"Phil Alves","startTime":674.51,"endTime":679.04,"body":"the best software leaders, I"},{"speaker":"Phil Alves","startTime":674.51,"endTime":679.04,"body":"think they really understand"},{"speaker":"Phil Alves","startTime":679.31,"endTime":683.21,"body":"their industry. And they're very"},{"speaker":"Phil Alves","startTime":679.31,"endTime":683.21,"body":"good at casting their vision of"},{"speaker":"Phil Alves","startTime":683.21,"endTime":687.68,"body":"where they're trying to do what"},{"speaker":"Phil Alves","startTime":683.21,"endTime":687.68,"body":"they're trying to accomplish. So"},{"speaker":"Phil Alves","startTime":687.83,"endTime":690.59,"body":"I believe leaders have to be"},{"speaker":"Phil Alves","startTime":687.83,"endTime":690.59,"body":"visionaries, and they have to be"},{"speaker":"Phil Alves","startTime":690.59,"endTime":695.18,"body":"able to communicate their goals"},{"speaker":"Phil Alves","startTime":690.59,"endTime":695.18,"body":"in a very simplistic way. So"},{"speaker":"Phil Alves","startTime":695.18,"endTime":697.64,"body":"their team understand. And"},{"speaker":"Phil Alves","startTime":695.18,"endTime":697.64,"body":"there's of course, from works,"},{"speaker":"Phil Alves","startTime":697.64,"endTime":702.89,"body":"they can use, like OKRs. But"},{"speaker":"Phil Alves","startTime":697.64,"endTime":702.89,"body":"great leaders, I believe they're"},{"speaker":"Phil Alves","startTime":703.28,"endTime":706.58,"body":"amazing, understand the industry"},{"speaker":"Phil Alves","startTime":703.28,"endTime":706.58,"body":"that they're trying to play"},{"speaker":"Phil Alves","startTime":706.58,"endTime":711.86,"body":"with. There are very good"},{"speaker":"Phil Alves","startTime":706.58,"endTime":711.86,"body":"communicating their vision. And"},{"speaker":"Phil Alves","startTime":711.86,"endTime":717.14,"body":"third, I think, great leaders"},{"speaker":"Phil Alves","startTime":711.86,"endTime":717.14,"body":"prioritize culture, like, first"},{"speaker":"Phil Alves","startTime":717.14,"endTime":720.59,"body":"time intrapreneurs, they care a"},{"speaker":"Phil Alves","startTime":717.14,"endTime":720.59,"body":"lot, a lot of things by now,"},{"speaker":"Phil Alves","startTime":720.59,"endTime":724.4,"body":"usually culture, they're like,"},{"speaker":"Phil Alves","startTime":720.59,"endTime":724.4,"body":"Okay, let's, let's move fast."},{"speaker":"Phil Alves","startTime":724.4,"endTime":727.97,"body":"Let's do this. Let's do"},{"speaker":"Phil Alves","startTime":724.4,"endTime":727.97,"body":"marketing by culture, like"},{"speaker":"Phil Alves","startTime":727.97,"endTime":731.09,"body":"people say, eats strategy for"},{"speaker":"Phil Alves","startTime":727.97,"endTime":731.09,"body":"breakfast. So it's the"},{"speaker":"Phil Alves","startTime":731.09,"endTime":735.65,"body":"foundation of everything. You"},{"speaker":"Phil Alves","startTime":731.09,"endTime":735.65,"body":"know, I totally agree. I love"},{"speaker":"Phil Alves","startTime":736.01,"endTime":739.22,"body":"that feedback. And that that"},{"speaker":"Phil Alves","startTime":736.01,"endTime":739.22,"body":"sentiment, because culture is so"},{"speaker":"Phil Alves","startTime":739.22,"endTime":742.37,"body":"critical. And it took me a while"},{"speaker":"Phil Alves","startTime":739.22,"endTime":742.37,"body":"to learn that. You're absolutely"},{"speaker":"Phil Alves","startTime":742.37,"endTime":746.36,"body":"right. Once we found the culture"},{"speaker":"Phil Alves","startTime":742.37,"endTime":746.36,"body":"that worked for us, I mean, it"},{"speaker":"Phil Alves","startTime":746.36,"endTime":749.57,"body":"just became so strong within our"},{"speaker":"Phil Alves","startTime":746.36,"endTime":749.57,"body":"organization, it was something"},{"speaker":"Phil Alves","startTime":749.57,"endTime":752.09,"body":"that we could hire to something"},{"speaker":"Phil Alves","startTime":749.57,"endTime":752.09,"body":"we could train to something that"},{"speaker":"Phil Alves","startTime":752.09,"endTime":755.54,"body":"people just kind of felt, and it"},{"speaker":"Phil Alves","startTime":752.09,"endTime":755.54,"body":"helped them become more"},{"speaker":"Phil Alves","startTime":755.54,"endTime":758.45,"body":"passionate for the business and"},{"speaker":"Phil Alves","startTime":755.54,"endTime":758.45,"body":"what the business was doing. And"},{"speaker":"Phil Alves","startTime":758.48,"endTime":761.93,"body":"you could kind of see that"},{"speaker":"Phil Alves","startTime":758.48,"endTime":761.93,"body":"people felt connected with each"},{"speaker":"Phil Alves","startTime":761.93,"endTime":764.9,"body":"other. Right? Yeah, exactly. And"},{"speaker":"Phil Alves","startTime":761.93,"endTime":764.9,"body":"that's why I say it is the"},{"speaker":"Phil Alves","startTime":764.9,"endTime":770.42,"body":"foundation before you buy tools,"},{"speaker":"Phil Alves","startTime":764.9,"endTime":770.42,"body":"before you make a strategy. It"},{"speaker":"Phil Alves","startTime":770.42,"endTime":773.57,"body":"is just the foundation that you"},{"speaker":"Phil Alves","startTime":770.42,"endTime":773.57,"body":"have to build upon to build a"},{"speaker":"Phil Alves","startTime":773.57,"endTime":776.21,"body":"strong product and a strong"},{"speaker":"Phil Alves","startTime":773.57,"endTime":776.21,"body":"company. Yeah, totally. And I"},{"speaker":"Phil Alves","startTime":776.21,"endTime":779.0,"body":"also love that you were saying"},{"speaker":"Phil Alves","startTime":776.21,"endTime":779.0,"body":"that you've got to know your"},{"speaker":"Phil Alves","startTime":779.0,"endTime":781.85,"body":"customer. And that's something"},{"speaker":"Phil Alves","startTime":779.0,"endTime":781.85,"body":"that I try to teach my clients a"},{"speaker":"Phil Alves","startTime":781.85,"endTime":784.88,"body":"lot is you really have to"},{"speaker":"Phil Alves","startTime":781.85,"endTime":784.88,"body":"understand them and get them and"},{"speaker":"Phil Alves","startTime":784.88,"endTime":787.49,"body":"really know what makes them"},{"speaker":"Phil Alves","startTime":784.88,"endTime":787.49,"body":"tick. What do they care about?"},{"speaker":"Phil Alves","startTime":787.49,"endTime":790.37,"body":"What are they striving for? What"},{"speaker":"Phil Alves","startTime":787.49,"endTime":790.37,"body":"keeps them up at night? And part"},{"speaker":"Phil Alves","startTime":790.37,"endTime":792.8,"body":"of that is having those"},{"speaker":"Phil Alves","startTime":790.37,"endTime":792.8,"body":"conversations and understanding"},{"speaker":"Phil Alves","startTime":792.8,"endTime":795.2,"body":"from them what they see. And"},{"speaker":"Phil Alves","startTime":792.8,"endTime":795.2,"body":"then kind of applying that"},{"speaker":"Phil Alves","startTime":795.2,"endTime":798.32,"body":"across? Right? Yeah, and I get,"},{"speaker":"Phil Alves","startTime":795.2,"endTime":798.32,"body":"I feel like when you're having"},{"speaker":"Phil Alves","startTime":798.32,"endTime":800.99,"body":"those conversations, though, a"},{"speaker":"Phil Alves","startTime":798.32,"endTime":800.99,"body":"mistake they see people do, I'm"},{"speaker":"Phil Alves","startTime":800.99,"endTime":803.81,"body":"not talking to my customers to"},{"speaker":"Phil Alves","startTime":800.99,"endTime":803.81,"body":"understand the solution, I'm"},{"speaker":"Phil Alves","startTime":803.81,"endTime":806.69,"body":"talking to my customer to"},{"speaker":"Phil Alves","startTime":803.81,"endTime":806.69,"body":"understand the problem, it's my"},{"speaker":"Phil Alves","startTime":806.69,"endTime":812.33,"body":"job to make this solution as a"},{"speaker":"Phil Alves","startTime":806.69,"endTime":812.33,"body":"founder, you know, so it's my"},{"speaker":"Phil Alves","startTime":812.33,"endTime":815.48,"body":"job to call the shots to make"},{"speaker":"Phil Alves","startTime":812.33,"endTime":815.48,"body":"the beds to think about the"},{"speaker":"Phil Alves","startTime":815.48,"endTime":819.5,"body":"features or how I'm going to"},{"speaker":"Phil Alves","startTime":815.48,"endTime":819.5,"body":"solve a specific problem. So"},{"speaker":"Phil Alves","startTime":819.5,"endTime":823.46,"body":"that's why I believe there's"},{"speaker":"Phil Alves","startTime":819.5,"endTime":823.46,"body":"always the outliers. But the"},{"speaker":"Phil Alves","startTime":823.46,"endTime":826.73,"body":"people that understand the"},{"speaker":"Phil Alves","startTime":823.46,"endTime":826.73,"body":"industry, themselves have an"},{"speaker":"Phil Alves","startTime":826.73,"endTime":832.49,"body":"advantage, because I can hear"},{"speaker":"Phil Alves","startTime":826.73,"endTime":832.49,"body":"from like, I can speak with 30"},{"speaker":"Phil Alves","startTime":833.48,"endTime":837.44,"body":"engineering managers or review,"},{"speaker":"Phil Alves","startTime":833.48,"endTime":837.44,"body":"VP of engineers or CTO, and they"},{"speaker":"Phil Alves","startTime":837.44,"endTime":840.26,"body":"can get like their problems, and"},{"speaker":"Phil Alves","startTime":837.44,"endTime":840.26,"body":"they're going to have ideas for"},{"speaker":"Phil Alves","startTime":840.26,"endTime":843.05,"body":"solutions. But I cannot build"},{"speaker":"Phil Alves","startTime":840.26,"endTime":843.05,"body":"all those solutions. So it's"},{"speaker":"Phil Alves","startTime":843.44,"endTime":846.29,"body":"like, it's up to me to"},{"speaker":"Phil Alves","startTime":843.44,"endTime":846.29,"body":"understand to digest the"},{"speaker":"Phil Alves","startTime":846.29,"endTime":849.14,"body":"information. And it's up to me"},{"speaker":"Phil Alves","startTime":846.29,"endTime":849.14,"body":"to make the decision of what"},{"speaker":"Phil Alves","startTime":849.14,"endTime":852.26,"body":"we're going to build. I cannot"},{"speaker":"Phil Alves","startTime":849.14,"endTime":852.26,"body":"outsource that to my customers."},{"speaker":"Phil Alves","startTime":852.41,"endTime":856.13,"body":"I cannot build a product by have"},{"speaker":"Phil Alves","startTime":852.41,"endTime":856.13,"body":"a committee of people and we"},{"speaker":"Phil Alves","startTime":856.13,"endTime":859.55,"body":"vote like I don't believe we can"},{"speaker":"Phil Alves","startTime":856.13,"endTime":859.55,"body":"build software by using"},{"speaker":"Phil Alves","startTime":859.55,"endTime":860.18,"body":"democracy."},{"speaker":"Phil Alves","startTime":861.32,"endTime":864.74,"body":"We listen to everybody. And then"},{"speaker":"Phil Alves","startTime":861.32,"endTime":864.74,"body":"you make the decision. Of"},{"speaker":"Phil Alves","startTime":864.74,"endTime":867.02,"body":"course, the more insights that"},{"speaker":"Phil Alves","startTime":864.74,"endTime":867.02,"body":"you have, the better your"},{"speaker":"Phil Alves","startTime":867.02,"endTime":869.78,"body":"decision is going to be. Yeah, I"},{"speaker":"Phil Alves","startTime":867.02,"endTime":869.78,"body":"would agree with that. It's very"},{"speaker":"Phil Alves","startTime":869.78,"endTime":872.75,"body":"tough to have a committee decide"},{"speaker":"Phil Alves","startTime":869.78,"endTime":872.75,"body":"on exactly how to do it because"},{"speaker":"Phil Alves","startTime":872.75,"endTime":875.96,"body":"everybody makes concessions and"},{"speaker":"Phil Alves","startTime":872.75,"endTime":875.96,"body":"it doesn't not it ends up not"},{"speaker":"Phil Alves","startTime":875.96,"endTime":878.36,"body":"being as good as it should be."},{"speaker":"Phil Alves","startTime":875.96,"endTime":878.36,"body":"That's a that's a great point."},{"speaker":"Phil Alves","startTime":878.39,"endTime":881.0,"body":"How do you see the tech industry"},{"speaker":"Phil Alves","startTime":878.39,"endTime":881.0,"body":"evolving over the next five to"},{"speaker":"Phil Alves","startTime":881.0,"endTime":883.85,"body":"10 years or so and and how are"},{"speaker":"Phil Alves","startTime":881.0,"endTime":883.85,"body":"you positioning your company dev"},{"speaker":"Phil Alves","startTime":883.85,"endTime":886.91,"body":"stats to make sure that you're"},{"speaker":"Phil Alves","startTime":883.85,"endTime":886.91,"body":"ready for that future? I see"},{"speaker":"Phil Alves","startTime":886.97,"endTime":891.92,"body":"softer development becoming"},{"speaker":"Phil Alves","startTime":886.97,"endTime":891.92,"body":"easier and easier. Especially"},{"speaker":"Phil Alves","startTime":892.67,"endTime":896.48,"body":"with this AI like there's tools"},{"speaker":"Phil Alves","startTime":892.67,"endTime":896.48,"body":"like GitHub co pilot that we're"},{"speaker":"Phil Alves","startTime":896.48,"endTime":899.69,"body":"using every day that's making"},{"speaker":"Phil Alves","startTime":896.48,"endTime":899.69,"body":"development a lot quicker"},{"speaker":"Phil Alves","startTime":899.69,"endTime":904.19,"body":"Oh, and there's, I think there"},{"speaker":"Phil Alves","startTime":899.69,"endTime":904.19,"body":"was many years where there was a"},{"speaker":"Phil Alves","startTime":904.19,"endTime":907.46,"body":"lot of money. People tend to"},{"speaker":"Phil Alves","startTime":904.19,"endTime":907.46,"body":"over engineer and to"},{"speaker":"Phil Alves","startTime":907.46,"endTime":910.76,"body":"overcomplicate stuff. But now"},{"speaker":"Phil Alves","startTime":907.46,"endTime":910.76,"body":"there's like people are going"},{"speaker":"Phil Alves","startTime":910.76,"endTime":915.11,"body":"back to simplicity to make"},{"speaker":"Phil Alves","startTime":910.76,"endTime":915.11,"body":"things simpler. So I see, in the"},{"speaker":"Phil Alves","startTime":915.11,"endTime":918.05,"body":"next five years software"},{"speaker":"Phil Alves","startTime":915.11,"endTime":918.05,"body":"development becoming even easier"},{"speaker":"Phil Alves","startTime":918.05,"endTime":921.53,"body":"than what it is today, building"},{"speaker":"Phil Alves","startTime":918.05,"endTime":921.53,"body":"a SaaS products 10 years ago was"},{"speaker":"Phil Alves","startTime":921.59,"endTime":924.56,"body":"a lot harder than it is today."},{"speaker":"Phil Alves","startTime":921.59,"endTime":924.56,"body":"And I think five years from now"},{"speaker":"Phil Alves","startTime":924.68,"endTime":928.76,"body":"is going to be even easier than"},{"speaker":"Phil Alves","startTime":924.68,"endTime":928.76,"body":"it is right now. So how you're"},{"speaker":"Phil Alves","startTime":928.76,"endTime":931.31,"body":"preparing, I believe that status"},{"speaker":"Phil Alves","startTime":928.76,"endTime":931.31,"body":"is one of those tools that's"},{"speaker":"Phil Alves","startTime":931.31,"endTime":934.64,"body":"making software development"},{"speaker":"Phil Alves","startTime":931.31,"endTime":934.64,"body":"easier, easy to understand, easy"},{"speaker":"Phil Alves","startTime":934.64,"endTime":937.76,"body":"to communicate your development"},{"speaker":"Phil Alves","startTime":934.64,"endTime":937.76,"body":"teams. And I think it's going to"},{"speaker":"Phil Alves","startTime":937.76,"endTime":942.8,"body":"be more and more down to your"},{"speaker":"Phil Alves","startTime":937.76,"endTime":942.8,"body":"knowledge of our industry. And"},{"speaker":"Phil Alves","startTime":942.86,"endTime":946.4,"body":"not just to like creating"},{"speaker":"Phil Alves","startTime":942.86,"endTime":946.4,"body":"something or writing something"},{"speaker":"Phil Alves","startTime":946.4,"endTime":950.66,"body":"is getting easier and easier to"},{"speaker":"Phil Alves","startTime":946.4,"endTime":950.66,"body":"write products. It's are you an"},{"speaker":"Phil Alves","startTime":950.66,"endTime":953.81,"body":"expert? Do you understand"},{"speaker":"Phil Alves","startTime":950.66,"endTime":953.81,"body":"English very well, it's more"},{"speaker":"Phil Alves","startTime":953.81,"endTime":956.51,"body":"like the thinking is going to be"},{"speaker":"Phil Alves","startTime":953.81,"endTime":956.51,"body":"more and more and more important"},{"speaker":"Phil Alves","startTime":956.6,"endTime":959.69,"body":"to the thinking, because the"},{"speaker":"Phil Alves","startTime":956.6,"endTime":959.69,"body":"creating is going to be easier"},{"speaker":"Phil Alves","startTime":959.69,"endTime":962.96,"body":"and easier. That's how I see it."},{"speaker":"Phil Alves","startTime":959.69,"endTime":962.96,"body":"And I believe big companies like"},{"speaker":"Phil Alves","startTime":962.96,"endTime":967.73,"body":"Salesforce, that are very"},{"speaker":"Phil Alves","startTime":962.96,"endTime":967.73,"body":"horizontal are and for awaken,"},{"speaker":"Phil Alves","startTime":967.73,"endTime":970.82,"body":"because when it makes super easy"},{"speaker":"Phil Alves","startTime":967.73,"endTime":970.82,"body":"to make software, we start to"},{"speaker":"Phil Alves","startTime":970.82,"endTime":975.71,"body":"see CRM for construction CRM for"},{"speaker":"Phil Alves","startTime":970.82,"endTime":975.71,"body":"financial advisors, CRM, Forex,"},{"speaker":"Phil Alves","startTime":975.77,"endTime":978.59,"body":"CRM, Forex, so like, I always"},{"speaker":"Phil Alves","startTime":975.77,"endTime":978.59,"body":"start to see a lot of like,"},{"speaker":"Phil Alves","startTime":978.71,"endTime":981.62,"body":"people really niching down"},{"speaker":"Phil Alves","startTime":978.71,"endTime":981.62,"body":"because they understand that"},{"speaker":"Phil Alves","startTime":981.62,"endTime":984.8,"body":"piece of the market super well."},{"speaker":"Phil Alves","startTime":981.62,"endTime":984.8,"body":"And they can build something for"},{"speaker":"Phil Alves","startTime":984.8,"endTime":988.88,"body":"that piece. And then it's big,"},{"speaker":"Phil Alves","startTime":984.8,"endTime":988.88,"body":"horizontal play becomes harder,"},{"speaker":"Phil Alves","startTime":988.88,"endTime":991.73,"body":"because you don't have all the"},{"speaker":"Phil Alves","startTime":988.88,"endTime":991.73,"body":"knowledge. So that's kind of"},{"speaker":"Phil Alves","startTime":991.73,"endTime":993.02,"body":"like how I see I see."},{"speaker":"Phil Alves","startTime":994.25,"endTime":997.43,"body":"A lot of companies going to be"},{"speaker":"Phil Alves","startTime":994.25,"endTime":997.43,"body":"starting to be successful,"},{"speaker":"Phil Alves","startTime":997.73,"endTime":1001.66,"body":"because how easy it's going to"},{"speaker":"Phil Alves","startTime":997.73,"endTime":1001.66,"body":"become to build products. Yeah,"},{"speaker":"Phil Alves","startTime":1001.66,"endTime":1004.54,"body":"that's so true. And so if that's"},{"speaker":"Phil Alves","startTime":1001.66,"endTime":1004.54,"body":"the case, if it becomes easier,"},{"speaker":"Phil Alves","startTime":1004.54,"endTime":1007.87,"body":"what can SAS founders do to make"},{"speaker":"Phil Alves","startTime":1004.54,"endTime":1007.87,"body":"sure that they build strong"},{"speaker":"Phil Alves","startTime":1007.87,"endTime":1010.84,"body":"products that they kind of stay"},{"speaker":"Phil Alves","startTime":1007.87,"endTime":1010.84,"body":"ahead of their competition, it"},{"speaker":"Phil Alves","startTime":1010.84,"endTime":1014.53,"body":"goes back to they really have to"},{"speaker":"Phil Alves","startTime":1010.84,"endTime":1014.53,"body":"understand their market and to"},{"speaker":"Phil Alves","startTime":1014.71,"endTime":1017.86,"body":"think about the pain point that"},{"speaker":"Phil Alves","startTime":1014.71,"endTime":1017.86,"body":"they're solving, in, like really"},{"speaker":"Phil Alves","startTime":1018.01,"endTime":1022.9,"body":"everything they can to to solve"},{"speaker":"Phil Alves","startTime":1018.01,"endTime":1022.9,"body":"their pain, pain point. That's,"},{"speaker":"Phil Alves","startTime":1022.93,"endTime":1026.35,"body":"that's what founders have to"},{"speaker":"Phil Alves","startTime":1022.93,"endTime":1026.35,"body":"deal with. And also, I think"},{"speaker":"Phil Alves","startTime":1026.35,"endTime":1029.74,"body":"they have to stay focused, not"},{"speaker":"Phil Alves","startTime":1026.35,"endTime":1029.74,"body":"trying to go to any directions."},{"speaker":"Phil Alves","startTime":1030.73,"endTime":1034.06,"body":"You know, so you stay focused,"},{"speaker":"Phil Alves","startTime":1030.73,"endTime":1034.06,"body":"and you stay to where you're"},{"speaker":"Phil Alves","startTime":1034.18,"endTime":1037.24,"body":"doing a good job. And so I think"},{"speaker":"Phil Alves","startTime":1034.18,"endTime":1037.24,"body":"we should do mono, should."},{"speaker":"Matt Wolach","startTime":1038.17,"endTime":1039.25,"body":"We all should?"},{"speaker":"Matt Wolach","startTime":1038.17,"endTime":1039.25,"body":"Yeah."},{"speaker":"Matt Wolach","startTime":1041.28,"endTime":1044.46,"body":"Okay, so somebody's starting"},{"speaker":"Matt Wolach","startTime":1041.28,"endTime":1044.46,"body":"their company, they're setting"},{"speaker":"Matt Wolach","startTime":1044.46,"endTime":1047.61,"body":"off on this journey. You've done"},{"speaker":"Matt Wolach","startTime":1044.46,"endTime":1047.61,"body":"it, you've worked with others."},{"speaker":"Matt Wolach","startTime":1047.64,"endTime":1050.28,"body":"Phil, what advice do you have"},{"speaker":"Matt Wolach","startTime":1047.64,"endTime":1050.28,"body":"for software leaders who are"},{"speaker":"Matt Wolach","startTime":1050.28,"endTime":1051.03,"body":"starting out?"},{"speaker":"Phil Alves","startTime":1051.51,"endTime":1054.57,"body":"I would say, keep it"},{"speaker":"Phil Alves","startTime":1051.51,"endTime":1054.57,"body":"simple. Don't look at big"},{"speaker":"Phil Alves","startTime":1054.57,"endTime":1058.35,"body":"companies are doing today and"},{"speaker":"Phil Alves","startTime":1054.57,"endTime":1058.35,"body":"try to copy them. That's a huge"},{"speaker":"Phil Alves","startTime":1058.35,"endTime":1062.19,"body":"mistake, that I see people doing"},{"speaker":"Phil Alves","startTime":1058.35,"endTime":1062.19,"body":"okay, hey, Netflix, use this"},{"speaker":"Phil Alves","startTime":1062.19,"endTime":1065.61,"body":"thing called micro service."},{"speaker":"Phil Alves","startTime":1062.19,"endTime":1065.61,"body":"Let's use it. But if you go look"},{"speaker":"Phil Alves","startTime":1065.61,"endTime":1069.84,"body":"at Netflix, they never use micro"},{"speaker":"Phil Alves","startTime":1065.61,"endTime":1069.84,"body":"service from day one. Actually,"},{"speaker":"Phil Alves","startTime":1069.84,"endTime":1074.58,"body":"just recently, Amazon was like"},{"speaker":"Phil Alves","startTime":1069.84,"endTime":1074.58,"body":"AWS, like, hey, there are this"},{"speaker":"Phil Alves","startTime":1074.58,"endTime":1076.98,"body":"piece of our software like I"},{"speaker":"Phil Alves","startTime":1074.58,"endTime":1076.98,"body":"think is their video piece."},{"speaker":"Phil Alves","startTime":1077.13,"endTime":1080.01,"body":"They'll use micro service we"},{"speaker":"Phil Alves","startTime":1077.13,"endTime":1080.01,"body":"overcomplicated stuff in your"},{"speaker":"Phil Alves","startTime":1080.01,"endTime":1083.13,"body":"going back to the basics. We are"},{"speaker":"Phil Alves","startTime":1080.01,"endTime":1083.13,"body":"going back to a monolithic"},{"speaker":"Phil Alves","startTime":1083.25,"endTime":1086.73,"body":"approach to build software. I"},{"speaker":"Phil Alves","startTime":1083.25,"endTime":1086.73,"body":"feel like as a new SAS holder"},{"speaker":"Phil Alves","startTime":1086.73,"endTime":1089.91,"body":"have to be careful not to"},{"speaker":"Phil Alves","startTime":1086.73,"endTime":1089.91,"body":"overcomplicate not over"},{"speaker":"Phil Alves","startTime":1089.91,"endTime":1094.68,"body":"engineer, and not to have hypes"},{"speaker":"Phil Alves","startTime":1089.91,"endTime":1094.68,"body":"to like as you're choosing your"},{"speaker":"Phil Alves","startTime":1094.68,"endTime":1097.8,"body":"tech stack, you don't need the"},{"speaker":"Phil Alves","startTime":1094.68,"endTime":1097.8,"body":"newest thing because they keep"},{"speaker":"Phil Alves","startTime":1097.8,"endTime":1100.59,"body":"change. You need the things"},{"speaker":"Phil Alves","startTime":1097.8,"endTime":1100.59,"body":"that's the most stable, that's"},{"speaker":"Phil Alves","startTime":1100.59,"endTime":1103.05,"body":"gonna allow you to keep doing"},{"speaker":"Phil Alves","startTime":1100.59,"endTime":1103.05,"body":"well. And the thing that has"},{"speaker":"Phil Alves","startTime":1103.05,"endTime":1106.8,"body":"been doing well for the last few"},{"speaker":"Phil Alves","startTime":1103.05,"endTime":1106.8,"body":"years. So those are like, few of"},{"speaker":"Phil Alves","startTime":1106.8,"endTime":1109.29,"body":"my volunteers for people that"},{"speaker":"Phil Alves","startTime":1106.8,"endTime":1109.29,"body":"are starting right now. I love"},{"speaker":"Phil Alves","startTime":1109.29,"endTime":1111.9,"body":"it. Those are great pointers."},{"speaker":"Phil Alves","startTime":1109.29,"endTime":1111.9,"body":"For sure. This has been a lot of"},{"speaker":"Phil Alves","startTime":1111.9,"endTime":1114.69,"body":"fun. Phil, how can our audience"},{"speaker":"Phil Alves","startTime":1111.9,"endTime":1114.69,"body":"learn more about you and Dev"},{"speaker":"Phil Alves","startTime":1114.69,"endTime":1116.85,"body":"stats? Well, they have stats,"},{"speaker":"Phil Alves","startTime":1114.69,"endTime":1116.85,"body":"they can just go to"},{"speaker":"Phil Alves","startTime":1116.88,"endTime":1121.35,"body":"Devstats.com. And about me, I"},{"speaker":"Phil Alves","startTime":1116.88,"endTime":1121.35,"body":"have my own site, it's few"},{"speaker":"Phil Alves","startTime":1121.83,"endTime":1126.09,"body":"hours.com philalves.com. From"},{"speaker":"Phil Alves","startTime":1121.83,"endTime":1126.09,"body":"there, you can sign up to my"},{"speaker":"Phil Alves","startTime":1126.09,"endTime":1130.29,"body":"newsletter. There's a link to my"},{"speaker":"Phil Alves","startTime":1126.09,"endTime":1130.29,"body":"podcast, SaaS or just stories."},{"speaker":"Phil Alves","startTime":1130.29,"endTime":1131.19,"body":"So it's everything in there."},{"speaker":"Matt Wolach","startTime":1131.22,"endTime":1133.08,"body":"Okay, perfect. And"},{"speaker":"Matt Wolach","startTime":1131.22,"endTime":1133.08,"body":"we'll put all that into the show"},{"speaker":"Matt Wolach","startTime":1133.08,"endTime":1135.21,"body":"notes are in the description so"},{"speaker":"Matt Wolach","startTime":1133.08,"endTime":1135.21,"body":"that if you're watching or"},{"speaker":"Matt Wolach","startTime":1135.21,"endTime":1137.61,"body":"listening, you'll be able to get"},{"speaker":"Matt Wolach","startTime":1135.21,"endTime":1137.61,"body":"that and see that Phil, this has"},{"speaker":"Matt Wolach","startTime":1137.61,"endTime":1139.74,"body":"been a lot of fun. Thanks so"},{"speaker":"Matt Wolach","startTime":1137.61,"endTime":1139.74,"body":"much for coming on the show and"},{"speaker":"Matt Wolach","startTime":1139.74,"endTime":1141.87,"body":"sharing your wisdom go, no"},{"speaker":"Matt Wolach","startTime":1139.74,"endTime":1141.87,"body":"problem. That was great. Thank"},{"speaker":"Matt Wolach","startTime":1141.87,"endTime":1144.24,"body":"you. Yeah, absolutely. And"},{"speaker":"Matt Wolach","startTime":1141.87,"endTime":1144.24,"body":"everybody out there. Thank you"},{"speaker":"Matt Wolach","startTime":1144.24,"endTime":1147.06,"body":"for joining us really appreciate"},{"speaker":"Matt Wolach","startTime":1144.24,"endTime":1147.06,"body":"you being here. Please make sure"},{"speaker":"Matt Wolach","startTime":1147.06,"endTime":1150.15,"body":"you subscribe. We've got some"},{"speaker":"Matt Wolach","startTime":1147.06,"endTime":1150.15,"body":"great interviews coming up some"},{"speaker":"Matt Wolach","startTime":1150.15,"endTime":1153.03,"body":"great leaders like Phil who are"},{"speaker":"Matt Wolach","startTime":1150.15,"endTime":1153.03,"body":"going to come on and share their"},{"speaker":"Matt Wolach","startTime":1153.03,"endTime":1155.67,"body":"expertise. So hit that subscribe"},{"speaker":"Matt Wolach","startTime":1153.03,"endTime":1155.67,"body":"button. Also, we're looking for"},{"speaker":"Matt Wolach","startTime":1155.67,"endTime":1158.13,"body":"reviews. If you feel like this"},{"speaker":"Matt Wolach","startTime":1155.67,"endTime":1158.13,"body":"is something that's helpful for"},{"speaker":"Matt Wolach","startTime":1158.13,"endTime":1160.98,"body":"you. Please leave us a review on"},{"speaker":"Matt Wolach","startTime":1158.13,"endTime":1160.98,"body":"the podcast service that you're"},{"speaker":"Matt Wolach","startTime":1160.98,"endTime":1164.04,"body":"using. That way that'll tell us"},{"speaker":"Matt Wolach","startTime":1160.98,"endTime":1164.04,"body":"this is good and we can start"},{"speaker":"Matt Wolach","startTime":1164.67,"endTime":1167.82,"body":"you know, keep going in the same"},{"speaker":"Matt Wolach","startTime":1164.67,"endTime":1167.82,"body":"direction. And it helps other"},{"speaker":"Matt Wolach","startTime":1167.82,"endTime":1171.03,"body":"people see it as well. So thank"},{"speaker":"Matt Wolach","startTime":1167.82,"endTime":1171.03,"body":"you for being here. Take care."},{"speaker":"Matt Wolach","startTime":1171.06,"endTime":1172.2,"body":"We'll see you next time. Bye"},{"speaker":"Matt Wolach","startTime":1171.06,"endTime":1172.2,"body":"bye."},{"speaker":"Intro/ Outro","startTime":1174.76,"endTime":1177.64,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1174.76,"endTime":1177.64,"body":"listening to Scale Your SaaS for"},{"speaker":"Intro/ Outro","startTime":1177.64,"endTime":1181.12,"body":"more help on finding great leads"},{"speaker":"Intro/ Outro","startTime":1177.64,"endTime":1181.12,"body":"and closing more deals. Go to"},{"speaker":"Intro/ Outro","startTime":1181.36,"endTime":1182.95,"body":"Mattwolach.com"}]}