{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.5,"endTime":12.72,"body":"Growing software,"},{"speaker":"Matt Wolach","startTime":10.5,"endTime":12.72,"body":"sometimes we have all kinds of"},{"speaker":"Matt Wolach","startTime":12.72,"endTime":15.18,"body":"decisions to make sure we do"},{"speaker":"Matt Wolach","startTime":12.72,"endTime":15.18,"body":"this. Should we do that? Where"},{"speaker":"Matt Wolach","startTime":15.18,"endTime":17.7,"body":"do we do this? How do we do"},{"speaker":"Matt Wolach","startTime":15.18,"endTime":17.7,"body":"this? What should we build next?"},{"speaker":"Matt Wolach","startTime":17.7,"endTime":20.7,"body":"How should we market these"},{"speaker":"Matt Wolach","startTime":17.7,"endTime":20.7,"body":"decisions get us very frustrated"},{"speaker":"Matt Wolach","startTime":20.7,"endTime":24.03,"body":"and flustered and we oftentimes"},{"speaker":"Matt Wolach","startTime":20.7,"endTime":24.03,"body":"make the wrong decision. What if"},{"speaker":"Matt Wolach","startTime":24.03,"endTime":26.61,"body":"we were able to make the right"},{"speaker":"Matt Wolach","startTime":24.03,"endTime":26.61,"body":"decision each time something"},{"speaker":"Matt Wolach","startTime":26.61,"endTime":28.83,"body":"that helped us get the right"},{"speaker":"Matt Wolach","startTime":26.61,"endTime":28.83,"body":"product out something that"},{"speaker":"Matt Wolach","startTime":28.83,"endTime":31.98,"body":"helped us sell that product even"},{"speaker":"Matt Wolach","startTime":28.83,"endTime":31.98,"body":"better, Jon Darbyshire stopped"},{"speaker":"Matt Wolach","startTime":31.98,"endTime":35.76,"body":"it. And he's from SmartSuite"},{"speaker":"Matt Wolach","startTime":31.98,"endTime":35.76,"body":"Great tool. And he shared his"},{"speaker":"Matt Wolach","startTime":35.76,"endTime":38.82,"body":"mantra called Follow the"},{"speaker":"Matt Wolach","startTime":35.76,"endTime":38.82,"body":"customer. And he shared exactly"},{"speaker":"Matt Wolach","startTime":38.82,"endTime":41.64,"body":"how they've been able to grow"},{"speaker":"Matt Wolach","startTime":38.82,"endTime":41.64,"body":"quickly because of what they've"},{"speaker":"Matt Wolach","startTime":41.64,"endTime":44.97,"body":"done following what their market"},{"speaker":"Matt Wolach","startTime":41.64,"endTime":44.97,"body":"needs and what they look for. He"},{"speaker":"Matt Wolach","startTime":44.97,"endTime":48.21,"body":"walks through his process of how"},{"speaker":"Matt Wolach","startTime":44.97,"endTime":48.21,"body":"he understands exactly what the"},{"speaker":"Matt Wolach","startTime":48.21,"endTime":50.82,"body":"market needs exactly what they"},{"speaker":"Matt Wolach","startTime":48.21,"endTime":50.82,"body":"will love and what's going to"},{"speaker":"Matt Wolach","startTime":50.82,"endTime":52.92,"body":"sell. So check this episode out,"},{"speaker":"Matt Wolach","startTime":50.82,"endTime":52.92,"body":"I think you're gonna get a lot"},{"speaker":"Matt Wolach","startTime":52.95,"endTime":53.37,"body":"out of it."},{"speaker":"Intro/ Outro","startTime":53.94,"endTime":57.18,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":53.94,"endTime":57.18,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":57.18,"endTime":60.3,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":57.18,"endTime":60.3,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":60.3,"endTime":64.26,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":60.3,"endTime":64.26,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":64.26,"endTime":69.12,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":64.26,"endTime":69.12,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":69.15,"endTime":69.6,"body":"Wolach."},{"speaker":"Matt Wolach","startTime":70.02,"endTime":72.63,"body":"and welcome to"},{"speaker":"Matt Wolach","startTime":70.02,"endTime":72.63,"body":"Scale Your SaaS very happy to"},{"speaker":"Matt Wolach","startTime":72.63,"endTime":75.54,"body":"have you here. Thank you very"},{"speaker":"Matt Wolach","startTime":72.63,"endTime":75.54,"body":"much. I am really excited for"},{"speaker":"Matt Wolach","startTime":75.54,"endTime":78.27,"body":"today's show. I've got John"},{"speaker":"Matt Wolach","startTime":75.54,"endTime":78.27,"body":"darbishire. With me, John, how"},{"speaker":"Matt Wolach","startTime":78.27,"endTime":78.81,"body":"you doing?"},{"speaker":"Jon Darbyshire","startTime":79.11,"endTime":81.0,"body":"I'm doing great,"},{"speaker":"Jon Darbyshire","startTime":79.11,"endTime":81.0,"body":"man. It's pleasure to be here."},{"speaker":"Matt Wolach","startTime":81.0,"endTime":82.95,"body":"And it's a pleasure"},{"speaker":"Matt Wolach","startTime":81.0,"endTime":82.95,"body":"to have you Jon. Now, let me"},{"speaker":"Matt Wolach","startTime":82.95,"endTime":85.29,"body":"make sure everybody out there."},{"speaker":"Matt Wolach","startTime":82.95,"endTime":85.29,"body":"If this is your first time here,"},{"speaker":"Matt Wolach","startTime":85.29,"endTime":88.62,"body":"we are here to help you Scale"},{"speaker":"Matt Wolach","startTime":85.29,"endTime":88.62,"body":"Your SaaS so you can learn how"},{"speaker":"Matt Wolach","startTime":88.62,"endTime":91.74,"body":"to grow your company and get"},{"speaker":"Matt Wolach","startTime":88.62,"endTime":91.74,"body":"that amazing exit you're looking"},{"speaker":"Matt Wolach","startTime":91.74,"endTime":94.98,"body":"for. And Jon's gonna help us do"},{"speaker":"Matt Wolach","startTime":91.74,"endTime":94.98,"body":"that sharing his story as well."},{"speaker":"Matt Wolach","startTime":95.1,"endTime":97.86,"body":"If you're new, definitely"},{"speaker":"Matt Wolach","startTime":95.1,"endTime":97.86,"body":"subscribe to the show, hit that"},{"speaker":"Matt Wolach","startTime":97.86,"endTime":100.05,"body":"subscribe button. That way,"},{"speaker":"Matt Wolach","startTime":97.86,"endTime":100.05,"body":"you're gonna get notified of all"},{"speaker":"Matt Wolach","startTime":100.05,"endTime":103.5,"body":"our future shows where we have"},{"speaker":"Matt Wolach","startTime":100.05,"endTime":103.5,"body":"other awesome guests like John"},{"speaker":"Matt Wolach","startTime":103.59,"endTime":106.65,"body":"sharing their story and helping"},{"speaker":"Matt Wolach","startTime":103.59,"endTime":106.65,"body":"you out John, let me make sure"},{"speaker":"Matt Wolach","startTime":106.65,"endTime":110.19,"body":"everybody knows who you are. So"},{"speaker":"Matt Wolach","startTime":106.65,"endTime":110.19,"body":"Jon, he's the co founder and CEO"},{"speaker":"Matt Wolach","startTime":110.19,"endTime":113.49,"body":"at smart, sweet smart suite"},{"speaker":"Matt Wolach","startTime":110.19,"endTime":113.49,"body":"helps coordinate people and work"},{"speaker":"Matt Wolach","startTime":113.49,"endTime":116.49,"body":"across all levels of an"},{"speaker":"Matt Wolach","startTime":113.49,"endTime":116.49,"body":"organization to ensure that team"},{"speaker":"Matt Wolach","startTime":116.49,"endTime":119.7,"body":"members have the information"},{"speaker":"Matt Wolach","startTime":116.49,"endTime":119.7,"body":"they need to accomplish the work"},{"speaker":"Matt Wolach","startTime":119.73,"endTime":122.97,"body":"that matters most Jon has been"},{"speaker":"Matt Wolach","startTime":119.73,"endTime":122.97,"body":"dedicated to automating every"},{"speaker":"Matt Wolach","startTime":122.97,"endTime":127.83,"body":"day essential business tasks to"},{"speaker":"Matt Wolach","startTime":122.97,"endTime":127.83,"body":"create smarter, more efficient"},{"speaker":"Matt Wolach","startTime":127.83,"endTime":131.64,"body":"organizations, no matter what"},{"speaker":"Matt Wolach","startTime":127.83,"endTime":131.64,"body":"the industry, this guy knows his"},{"speaker":"Matt Wolach","startTime":131.64,"endTime":134.67,"body":"stuff. Absolutely. You're going"},{"speaker":"Matt Wolach","startTime":131.64,"endTime":134.67,"body":"to enjoy this. Jon, thanks for"},{"speaker":"Matt Wolach","startTime":134.67,"endTime":135.15,"body":"being here."},{"speaker":"Jon Darbyshire","startTime":135.18,"endTime":136.65,"body":"Oh, it's a"},{"speaker":"Jon Darbyshire","startTime":135.18,"endTime":136.65,"body":"pleasure looking forward to"},{"speaker":"Jon Darbyshire","startTime":136.65,"endTime":137.94,"body":"digging into this conversation."},{"speaker":"Matt Wolach","startTime":137.97,"endTime":140.34,"body":"Likewise. So tell"},{"speaker":"Matt Wolach","startTime":137.97,"endTime":140.34,"body":"me what's been going on with you"},{"speaker":"Matt Wolach","startTime":140.34,"endTime":141.42,"body":"lately? And what's coming up?"},{"speaker":"Jon Darbyshire","startTime":141.45,"endTime":144.51,"body":"Yeah, you know,"},{"speaker":"Jon Darbyshire","startTime":141.45,"endTime":144.51,"body":"we're, I'm passionate about all"},{"speaker":"Jon Darbyshire","startTime":144.51,"endTime":147.39,"body":"things, no code. So smartsuite"},{"speaker":"Jon Darbyshire","startTime":144.51,"endTime":147.39,"body":"is in the no code space. So"},{"speaker":"Jon Darbyshire","startTime":147.39,"endTime":150.3,"body":"we're we I spend most of my time"},{"speaker":"Jon Darbyshire","startTime":147.39,"endTime":150.3,"body":"each day interacting with"},{"speaker":"Jon Darbyshire","startTime":150.3,"endTime":152.91,"body":"customers and partners, just"},{"speaker":"Jon Darbyshire","startTime":150.3,"endTime":152.91,"body":"understanding the types of"},{"speaker":"Jon Darbyshire","startTime":152.91,"endTime":156.15,"body":"business processes they have in"},{"speaker":"Jon Darbyshire","startTime":152.91,"endTime":156.15,"body":"their organization, and the ways"},{"speaker":"Jon Darbyshire","startTime":156.15,"endTime":159.27,"body":"that smartsuite can help support"},{"speaker":"Jon Darbyshire","startTime":156.15,"endTime":159.27,"body":"them both currently, but more so"},{"speaker":"Jon Darbyshire","startTime":159.27,"endTime":162.57,"body":"in the future. So I'm interested"},{"speaker":"Jon Darbyshire","startTime":159.27,"endTime":162.57,"body":"in understanding what features"},{"speaker":"Jon Darbyshire","startTime":162.57,"endTime":165.15,"body":"and functionality that we need"},{"speaker":"Jon Darbyshire","startTime":162.57,"endTime":165.15,"body":"to add that will help better"},{"speaker":"Jon Darbyshire","startTime":165.15,"endTime":167.55,"body":"serve our customer base that's"},{"speaker":"Jon Darbyshire","startTime":165.15,"endTime":167.55,"body":"there. And we do that in quite a"},{"speaker":"Jon Darbyshire","startTime":167.55,"endTime":170.76,"body":"number of ways. But the most"},{"speaker":"Jon Darbyshire","startTime":167.55,"endTime":170.76,"body":"effective way is to have direct"},{"speaker":"Jon Darbyshire","startTime":170.76,"endTime":174.0,"body":"conversations like we're doing"},{"speaker":"Jon Darbyshire","startTime":170.76,"endTime":174.0,"body":"now, mainly over video. So we"},{"speaker":"Jon Darbyshire","startTime":174.0,"endTime":177.21,"body":"can record those we use AI to"},{"speaker":"Jon Darbyshire","startTime":174.0,"endTime":177.21,"body":"kind of transcribe the"},{"speaker":"Jon Darbyshire","startTime":177.21,"endTime":180.3,"body":"information that we heard, just"},{"speaker":"Jon Darbyshire","startTime":177.21,"endTime":180.3,"body":"makes the whole process very"},{"speaker":"Jon Darbyshire","startTime":180.3,"endTime":183.99,"body":"easy. And then I have the"},{"speaker":"Jon Darbyshire","startTime":180.3,"endTime":183.99,"body":"ability to very quickly go back"},{"speaker":"Jon Darbyshire","startTime":183.99,"endTime":187.77,"body":"through conversations that we've"},{"speaker":"Jon Darbyshire","startTime":183.99,"endTime":187.77,"body":"had and kind of pull out topics"},{"speaker":"Jon Darbyshire","startTime":187.77,"endTime":190.38,"body":"across maybe five or six"},{"speaker":"Jon Darbyshire","startTime":187.77,"endTime":190.38,"body":"different conversations to kind"},{"speaker":"Jon Darbyshire","startTime":190.38,"endTime":192.15,"body":"of see themes that we're saying."},{"speaker":"Matt Wolach","startTime":193.05,"endTime":195.93,"body":"I love it. So a"},{"speaker":"Matt Wolach","startTime":193.05,"endTime":195.93,"body":"couple of things to hit on that."},{"speaker":"Matt Wolach","startTime":195.93,"endTime":198.81,"body":"So first, you mentioned no code."},{"speaker":"Matt Wolach","startTime":195.93,"endTime":198.81,"body":"Do you have a tech background"},{"speaker":"Matt Wolach","startTime":198.81,"endTime":199.44,"body":"yourself?"},{"speaker":"Jon Darbyshire","startTime":199.92,"endTime":201.81,"body":"Yeah, I've been"},{"speaker":"Jon Darbyshire","startTime":199.92,"endTime":201.81,"body":"in the no code space for about"},{"speaker":"Jon Darbyshire","startTime":201.81,"endTime":202.71,"body":"25 years"},{"speaker":"Matt Wolach","startTime":202.74,"endTime":204.33,"body":"I built allow, you"},{"speaker":"Matt Wolach","startTime":202.74,"endTime":204.33,"body":"know,"},{"speaker":"Jon Darbyshire","startTime":204.42,"endTime":206.4,"body":"the first"},{"speaker":"Jon Darbyshire","startTime":204.42,"endTime":206.4,"body":"company that I did, Archer"},{"speaker":"Jon Darbyshire","startTime":206.4,"endTime":211.17,"body":"Technologies was one of the"},{"speaker":"Jon Darbyshire","startTime":206.4,"endTime":211.17,"body":"first one of the very first"},{"speaker":"Jon Darbyshire","startTime":211.2,"endTime":214.68,"body":"traditional second generation no"},{"speaker":"Jon Darbyshire","startTime":211.2,"endTime":214.68,"body":"code platforms, Marc Benioff"},{"speaker":"Jon Darbyshire","startTime":214.68,"endTime":218.07,"body":"started Salesforce Ed. Within"},{"speaker":"Jon Darbyshire","startTime":214.68,"endTime":218.07,"body":"about two months of us starting"},{"speaker":"Jon Darbyshire","startTime":218.1,"endTime":222.45,"body":"Archer, Archer today was just"},{"speaker":"Jon Darbyshire","startTime":218.1,"endTime":222.45,"body":"sold again and a couple of"},{"speaker":"Jon Darbyshire","startTime":222.45,"endTime":226.62,"body":"months ago, for 1.4 billion they"},{"speaker":"Jon Darbyshire","startTime":222.45,"endTime":226.62,"body":"own kind of the governance Risk"},{"speaker":"Jon Darbyshire","startTime":226.62,"endTime":229.47,"body":"and Compliance space, which is"},{"speaker":"Jon Darbyshire","startTime":226.62,"endTime":229.47,"body":"helping organizations really"},{"speaker":"Jon Darbyshire","startTime":229.47,"endTime":233.28,"body":"manage risk inside of the"},{"speaker":"Jon Darbyshire","startTime":229.47,"endTime":233.28,"body":"business. That was an"},{"speaker":"Jon Darbyshire","startTime":233.28,"endTime":237.03,"body":"interesting story with that"},{"speaker":"Jon Darbyshire","startTime":233.28,"endTime":237.03,"body":"company in that we targeted the"},{"speaker":"Jon Darbyshire","startTime":237.03,"endTime":239.88,"body":"top 30 financial services"},{"speaker":"Jon Darbyshire","startTime":237.03,"endTime":239.88,"body":"companies in the US as our first"},{"speaker":"Jon Darbyshire","startTime":239.88,"endTime":243.36,"body":"customers and sold into groups"},{"speaker":"Jon Darbyshire","startTime":239.88,"endTime":243.36,"body":"of 10. And after three years, we"},{"speaker":"Jon Darbyshire","startTime":243.36,"endTime":247.77,"body":"had 29 of the top 30 Before we"},{"speaker":"Jon Darbyshire","startTime":243.36,"endTime":247.77,"body":"went out to any other industry"},{"speaker":"Jon Darbyshire","startTime":247.77,"endTime":251.01,"body":"that was there. So that was my"},{"speaker":"Jon Darbyshire","startTime":247.77,"endTime":251.01,"body":"first entree into no code with"},{"speaker":"Jon Darbyshire","startTime":251.01,"endTime":254.46,"body":"large enterprise customers. And"},{"speaker":"Jon Darbyshire","startTime":251.01,"endTime":254.46,"body":"it's kind of taken lots of"},{"speaker":"Jon Darbyshire","startTime":254.46,"endTime":258.87,"body":"different different paths in"},{"speaker":"Jon Darbyshire","startTime":254.46,"endTime":258.87,"body":"that journey over the last 1012"},{"speaker":"Jon Darbyshire","startTime":258.87,"endTime":259.41,"body":"years."},{"speaker":"Matt Wolach","startTime":259.859,"endTime":262.229,"body":"Very, very cool."},{"speaker":"Matt Wolach","startTime":259.859,"endTime":262.229,"body":"Yeah, it's definitely a hot"},{"speaker":"Matt Wolach","startTime":262.229,"endTime":264.839,"body":"button topic. You also mentioned"},{"speaker":"Matt Wolach","startTime":262.229,"endTime":264.839,"body":"that you like having a lot of"},{"speaker":"Matt Wolach","startTime":264.839,"endTime":268.649,"body":"conversations and conversations"},{"speaker":"Matt Wolach","startTime":264.839,"endTime":268.649,"body":"with your market. How did you"},{"speaker":"Matt Wolach","startTime":268.649,"endTime":270.449,"body":"learn that? That's important?"},{"speaker":"Jon Darbyshire","startTime":271.23,"endTime":272.88,"body":"Yeah, actually,"},{"speaker":"Jon Darbyshire","startTime":271.23,"endTime":272.88,"body":"I learned that in my days at"},{"speaker":"Jon Darbyshire","startTime":272.88,"endTime":276.0,"body":"Archer when things were pretty"},{"speaker":"Jon Darbyshire","startTime":272.88,"endTime":276.0,"body":"lean. And I didn't know anything"},{"speaker":"Jon Darbyshire","startTime":276.0,"endTime":278.58,"body":"else to do other than talk with"},{"speaker":"Jon Darbyshire","startTime":276.0,"endTime":278.58,"body":"customers, right? When those"},{"speaker":"Jon Darbyshire","startTime":278.58,"endTime":281.82,"body":"early days that were there, and"},{"speaker":"Jon Darbyshire","startTime":278.58,"endTime":281.82,"body":"I came up with this mantra of"},{"speaker":"Jon Darbyshire","startTime":281.82,"endTime":285.15,"body":"follow the customer. And I've"},{"speaker":"Jon Darbyshire","startTime":281.82,"endTime":285.15,"body":"kind of done that throughout my"},{"speaker":"Jon Darbyshire","startTime":285.15,"endTime":289.68,"body":"career ever since and that no"},{"speaker":"Jon Darbyshire","startTime":285.15,"endTime":289.68,"body":"matter what I had in my, in my"},{"speaker":"Jon Darbyshire","startTime":289.68,"endTime":292.02,"body":"business strategy about what I"},{"speaker":"Jon Darbyshire","startTime":289.68,"endTime":292.02,"body":"thought the product that"},{"speaker":"Jon Darbyshire","startTime":292.02,"endTime":294.57,"body":"companies should do when I talk"},{"speaker":"Jon Darbyshire","startTime":292.02,"endTime":294.57,"body":"with customers, and if that's"},{"speaker":"Jon Darbyshire","startTime":294.57,"endTime":297.09,"body":"different from the needs that"},{"speaker":"Jon Darbyshire","startTime":294.57,"endTime":297.09,"body":"they have. I've learned that"},{"speaker":"Jon Darbyshire","startTime":297.12,"endTime":300.3,"body":"that's the time to pivot and to"},{"speaker":"Jon Darbyshire","startTime":297.12,"endTime":300.3,"body":"make sure that I'm solving Those"},{"speaker":"Jon Darbyshire","startTime":300.3,"endTime":302.76,"body":"problems for that group of"},{"speaker":"Jon Darbyshire","startTime":300.3,"endTime":302.76,"body":"customers that I'm working with."},{"speaker":"Jon Darbyshire","startTime":303.12,"endTime":305.64,"body":"And that's certainly really"},{"speaker":"Jon Darbyshire","startTime":303.12,"endTime":305.64,"body":"well, and that it gets brought"},{"speaker":"Jon Darbyshire","startTime":305.64,"endTime":307.98,"body":"me into new markets with new"},{"speaker":"Jon Darbyshire","startTime":305.64,"endTime":307.98,"body":"things that I haven't thought"},{"speaker":"Jon Darbyshire","startTime":307.98,"endTime":311.4,"body":"about maybe in that initial"},{"speaker":"Jon Darbyshire","startTime":307.98,"endTime":311.4,"body":"strategy that was there. But it"},{"speaker":"Jon Darbyshire","startTime":311.4,"endTime":315.54,"body":"also helped the customers become"},{"speaker":"Jon Darbyshire","startTime":311.4,"endTime":315.54,"body":"very sticky. At smart orient"},{"speaker":"Jon Darbyshire","startTime":315.57,"endTime":320.31,"body":"Archer, the first 10 years of"},{"speaker":"Jon Darbyshire","startTime":315.57,"endTime":320.31,"body":"that company, we had a 97.6%"},{"speaker":"Jon Darbyshire","startTime":320.34,"endTime":323.61,"body":"renewal rate, right across, I"},{"speaker":"Jon Darbyshire","startTime":320.34,"endTime":323.61,"body":"can't tell you how many hundreds"},{"speaker":"Jon Darbyshire","startTime":323.61,"endTime":326.85,"body":"and hundreds of renewals and our"},{"speaker":"Jon Darbyshire","startTime":323.61,"endTime":326.85,"body":"base price point was about"},{"speaker":"Jon Darbyshire","startTime":326.85,"endTime":330.09,"body":"350,000 give you an ID. So those"},{"speaker":"Jon Darbyshire","startTime":326.85,"endTime":330.09,"body":"are, these aren't small"},{"speaker":"Jon Darbyshire","startTime":330.12,"endTime":333.9,"body":"accounts. These are big ones"},{"speaker":"Jon Darbyshire","startTime":330.12,"endTime":333.9,"body":"across that. So I found that,"},{"speaker":"Jon Darbyshire","startTime":333.93,"endTime":337.02,"body":"you know, follow the customer"},{"speaker":"Jon Darbyshire","startTime":333.93,"endTime":337.02,"body":"had a direct correlation to us"},{"speaker":"Jon Darbyshire","startTime":337.02,"endTime":340.86,"body":"back to how happy they were in"},{"speaker":"Jon Darbyshire","startTime":337.02,"endTime":340.86,"body":"the renewals that we have."},{"speaker":"Matt Wolach","startTime":341.97,"endTime":344.1,"body":"That's amazing. I"},{"speaker":"Matt Wolach","startTime":341.97,"endTime":344.1,"body":"love that. So how did the whole"},{"speaker":"Matt Wolach","startTime":344.1,"endTime":345.54,"body":"idea of smartsuite come about?"},{"speaker":"Jon Darbyshire","startTime":346.26,"endTime":349.44,"body":"Yeah, you know,"},{"speaker":"Jon Darbyshire","startTime":346.26,"endTime":349.44,"body":"I sold Archer in 2010, and"},{"speaker":"Jon Darbyshire","startTime":349.44,"endTime":354.27,"body":"thought I had officially retired"},{"speaker":"Jon Darbyshire","startTime":349.44,"endTime":354.27,"body":"forever. And started a family"},{"speaker":"Jon Darbyshire","startTime":354.27,"endTime":357.81,"body":"foundation and started investing"},{"speaker":"Jon Darbyshire","startTime":354.27,"endTime":357.81,"body":"in startups. I've invested in"},{"speaker":"Jon Darbyshire","startTime":357.81,"endTime":360.45,"body":"about 400, startups kind of"},{"speaker":"Jon Darbyshire","startTime":357.81,"endTime":360.45,"body":"through that journey, had the"},{"speaker":"Jon Darbyshire","startTime":360.45,"endTime":364.29,"body":"chance to just meet and interact"},{"speaker":"Jon Darbyshire","startTime":360.45,"endTime":364.29,"body":"with lots of founders. And some"},{"speaker":"Jon Darbyshire","startTime":364.29,"endTime":367.29,"body":"common themes kind of came up"},{"speaker":"Jon Darbyshire","startTime":364.29,"endTime":367.29,"body":"after years of doing that. The"},{"speaker":"Jon Darbyshire","startTime":367.29,"endTime":370.8,"body":"first one was, they would get a"},{"speaker":"Jon Darbyshire","startTime":367.29,"endTime":370.8,"body":"lot of questions around what"},{"speaker":"Jon Darbyshire","startTime":370.8,"endTime":372.87,"body":"types of products should they"},{"speaker":"Jon Darbyshire","startTime":370.8,"endTime":372.87,"body":"have in their own business to"},{"speaker":"Jon Darbyshire","startTime":372.87,"endTime":376.68,"body":"help them manage and run their"},{"speaker":"Jon Darbyshire","startTime":372.87,"endTime":376.68,"body":"business? And with those"},{"speaker":"Jon Darbyshire","startTime":376.68,"endTime":379.17,"body":"products that were selected, be"},{"speaker":"Jon Darbyshire","startTime":376.68,"endTime":379.17,"body":"able to scale with him as the"},{"speaker":"Jon Darbyshire","startTime":379.17,"endTime":382.2,"body":"business scaled over time was"},{"speaker":"Jon Darbyshire","startTime":379.17,"endTime":382.2,"body":"kind of the next question. So I"},{"speaker":"Jon Darbyshire","startTime":382.2,"endTime":385.2,"body":"kept coming back to I wanted to"},{"speaker":"Jon Darbyshire","startTime":382.2,"endTime":385.2,"body":"build a platform that could help"},{"speaker":"Jon Darbyshire","startTime":385.2,"endTime":388.68,"body":"manage any business process in"},{"speaker":"Jon Darbyshire","startTime":385.2,"endTime":388.68,"body":"an organization that came with"},{"speaker":"Jon Darbyshire","startTime":388.68,"endTime":391.02,"body":"templates. In the case of"},{"speaker":"Jon Darbyshire","startTime":388.68,"endTime":391.02,"body":"smartsuite, we have 200"},{"speaker":"Jon Darbyshire","startTime":391.02,"endTime":394.29,"body":"templates that cover 35"},{"speaker":"Jon Darbyshire","startTime":391.02,"endTime":394.29,"body":"different categories of business"},{"speaker":"Jon Darbyshire","startTime":394.29,"endTime":396.81,"body":"processes. So if somebody"},{"speaker":"Jon Darbyshire","startTime":394.29,"endTime":396.81,"body":"doesn't know how to manage"},{"speaker":"Jon Darbyshire","startTime":396.96,"endTime":400.2,"body":"sales, or marketing, or HR, or"},{"speaker":"Jon Darbyshire","startTime":396.96,"endTime":400.2,"body":"what a best in class process"},{"speaker":"Jon Darbyshire","startTime":400.2,"endTime":403.35,"body":"looks like, that template, lets"},{"speaker":"Jon Darbyshire","startTime":400.2,"endTime":403.35,"body":"them know that just in seconds,"},{"speaker":"Jon Darbyshire","startTime":403.35,"endTime":407.13,"body":"they can download that and see"},{"speaker":"Jon Darbyshire","startTime":403.35,"endTime":407.13,"body":"that information. So the idea"},{"speaker":"Jon Darbyshire","startTime":407.13,"endTime":410.97,"body":"behind smartsuite was to work"},{"speaker":"Jon Darbyshire","startTime":407.13,"endTime":410.97,"body":"with companies from to users up"},{"speaker":"Jon Darbyshire","startTime":410.97,"endTime":414.21,"body":"to the fortune 100, to help"},{"speaker":"Jon Darbyshire","startTime":410.97,"endTime":414.21,"body":"manage any type of process"},{"speaker":"Jon Darbyshire","startTime":414.24,"endTime":417.54,"body":"inside of that organization in a"},{"speaker":"Jon Darbyshire","startTime":414.24,"endTime":417.54,"body":"way that allows the infant the"},{"speaker":"Jon Darbyshire","startTime":417.54,"endTime":420.6,"body":"data to be connected, so that"},{"speaker":"Jon Darbyshire","startTime":417.54,"endTime":420.6,"body":"you don't duplicate the data,"},{"speaker":"Jon Darbyshire","startTime":420.63,"endTime":423.78,"body":"you just have one place to log"},{"speaker":"Jon Darbyshire","startTime":420.63,"endTime":423.78,"body":"in, your employees don't have"},{"speaker":"Jon Darbyshire","startTime":423.78,"endTime":426.48,"body":"five different products that"},{"speaker":"Jon Darbyshire","startTime":423.78,"endTime":426.48,"body":"they work with each day, you"},{"speaker":"Jon Darbyshire","startTime":426.48,"endTime":428.46,"body":"could have one core product"},{"speaker":"Jon Darbyshire","startTime":426.48,"endTime":428.46,"body":"typically."},{"speaker":"Matt Wolach","startTime":429.81,"endTime":432.18,"body":"So I really love"},{"speaker":"Matt Wolach","startTime":429.81,"endTime":432.18,"body":"this idea. I think it's"},{"speaker":"Matt Wolach","startTime":432.18,"endTime":435.63,"body":"something super important. But"},{"speaker":"Matt Wolach","startTime":432.18,"endTime":435.63,"body":"my guess is and I don't know for"},{"speaker":"Matt Wolach","startTime":435.63,"endTime":437.37,"body":"sure, because we didn't talk"},{"speaker":"Matt Wolach","startTime":435.63,"endTime":437.37,"body":"about this beforehand. But my"},{"speaker":"Matt Wolach","startTime":437.37,"endTime":440.49,"body":"guess is that that would have"},{"speaker":"Matt Wolach","startTime":437.37,"endTime":440.49,"body":"been really hard to get your"},{"speaker":"Matt Wolach","startTime":440.49,"endTime":443.61,"body":"market to understand exactly"},{"speaker":"Matt Wolach","startTime":440.49,"endTime":443.61,"body":"what that does for them. When"},{"speaker":"Matt Wolach","startTime":443.61,"endTime":446.4,"body":"you say like automation and"},{"speaker":"Matt Wolach","startTime":443.61,"endTime":446.4,"body":"process is kind of like big,"},{"speaker":"Matt Wolach","startTime":446.82,"endTime":450.78,"body":"like open ended words? And did"},{"speaker":"Matt Wolach","startTime":446.82,"endTime":450.78,"body":"was it hard to convince them or"},{"speaker":"Matt Wolach","startTime":450.81,"endTime":453.66,"body":"get them to understand exactly"},{"speaker":"Matt Wolach","startTime":450.81,"endTime":453.66,"body":"how the product can help them?"},{"speaker":"Jon Darbyshire","startTime":454.41,"endTime":458.88,"body":"Yeah, so I think"},{"speaker":"Jon Darbyshire","startTime":454.41,"endTime":458.88,"body":"for us, the biggest marketing"},{"speaker":"Jon Darbyshire","startTime":458.88,"endTime":461.7,"body":"effort that we put forth is"},{"speaker":"Jon Darbyshire","startTime":458.88,"endTime":461.7,"body":"around education. And what we"},{"speaker":"Jon Darbyshire","startTime":461.7,"endTime":464.91,"body":"found is the best way to educate"},{"speaker":"Jon Darbyshire","startTime":461.7,"endTime":464.91,"body":"is through video. And that"},{"speaker":"Jon Darbyshire","startTime":464.91,"endTime":469.2,"body":"people can sense in the first,"},{"speaker":"Jon Darbyshire","startTime":464.91,"endTime":469.2,"body":"you know, 30 to 60 seconds, what"},{"speaker":"Jon Darbyshire","startTime":469.2,"endTime":471.93,"body":"the product does, and begin to"},{"speaker":"Jon Darbyshire","startTime":469.2,"endTime":471.93,"body":"kind of make up their own mind,"},{"speaker":"Jon Darbyshire","startTime":471.93,"endTime":473.91,"body":"if it's something that would be"},{"speaker":"Jon Darbyshire","startTime":471.93,"endTime":473.91,"body":"a value to them in their"},{"speaker":"Jon Darbyshire","startTime":473.91,"endTime":477.12,"body":"organization, because business"},{"speaker":"Jon Darbyshire","startTime":473.91,"endTime":477.12,"body":"process Atomy automation is a"},{"speaker":"Jon Darbyshire","startTime":477.12,"endTime":480.63,"body":"mouthful. Not everybody"},{"speaker":"Jon Darbyshire","startTime":477.12,"endTime":480.63,"body":"understands that I come from a"},{"speaker":"Jon Darbyshire","startTime":480.63,"endTime":483.3,"body":"consulting background early in"},{"speaker":"Jon Darbyshire","startTime":480.63,"endTime":483.3,"body":"my career at Ernst and Young. So"},{"speaker":"Jon Darbyshire","startTime":483.48,"endTime":486.33,"body":"that's just kind of baked into"},{"speaker":"Jon Darbyshire","startTime":483.48,"endTime":486.33,"body":"who I am as a person"},{"speaker":"Jon Darbyshire","startTime":486.54,"endTime":489.21,"body":"understanding that that piece,"},{"speaker":"Jon Darbyshire","startTime":486.54,"endTime":489.21,"body":"but not everybody understands"},{"speaker":"Jon Darbyshire","startTime":489.21,"endTime":494.46,"body":"that. So once organizations"},{"speaker":"Jon Darbyshire","startTime":489.21,"endTime":494.46,"body":"begin to realize that they can"},{"speaker":"Jon Darbyshire","startTime":494.46,"endTime":497.61,"body":"have their sales, their"},{"speaker":"Jon Darbyshire","startTime":494.46,"endTime":497.61,"body":"marketing their it their product"},{"speaker":"Jon Darbyshire","startTime":497.76,"endTime":500.58,"body":"processes in one place and"},{"speaker":"Jon Darbyshire","startTime":497.76,"endTime":500.58,"body":"connected, they start to get"},{"speaker":"Jon Darbyshire","startTime":500.58,"endTime":503.88,"body":"excited when they see okay, now"},{"speaker":"Jon Darbyshire","startTime":500.58,"endTime":503.88,"body":"that the data is there, how can"},{"speaker":"Jon Darbyshire","startTime":503.88,"endTime":507.9,"body":"I pull data analytics, you know,"},{"speaker":"Jon Darbyshire","startTime":503.88,"endTime":507.9,"body":"charts and dashboards on top of"},{"speaker":"Jon Darbyshire","startTime":507.9,"endTime":510.69,"body":"that, to really understand"},{"speaker":"Jon Darbyshire","startTime":507.9,"endTime":510.69,"body":"what's happening inside of the"},{"speaker":"Jon Darbyshire","startTime":510.69,"endTime":513.36,"body":"business and make sure that I've"},{"speaker":"Jon Darbyshire","startTime":510.69,"endTime":513.36,"body":"got my people focused on the"},{"speaker":"Jon Darbyshire","startTime":513.36,"endTime":514.8,"body":"right things that are that."},{"speaker":"Matt Wolach","startTime":516.179,"endTime":519.089,"body":"A lot of so your"},{"speaker":"Matt Wolach","startTime":516.179,"endTime":519.089,"body":"market super competitive."},{"speaker":"Matt Wolach","startTime":519.089,"endTime":521.339,"body":"There's other companies doing"},{"speaker":"Matt Wolach","startTime":519.089,"endTime":521.339,"body":"this as well. What are you guys"},{"speaker":"Matt Wolach","startTime":521.339,"endTime":523.499,"body":"doing right now to separate"},{"speaker":"Matt Wolach","startTime":521.339,"endTime":523.499,"body":"yourselves from those"},{"speaker":"Matt Wolach","startTime":523.499,"endTime":524.279,"body":"competitors?"},{"speaker":"Jon Darbyshire","startTime":525.06,"endTime":527.28,"body":"Yeah, I think"},{"speaker":"Jon Darbyshire","startTime":525.06,"endTime":527.28,"body":"part of that goes back to my"},{"speaker":"Jon Darbyshire","startTime":527.28,"endTime":530.91,"body":"early days at Archer when we"},{"speaker":"Jon Darbyshire","startTime":527.28,"endTime":530.91,"body":"worked with large enterprise"},{"speaker":"Jon Darbyshire","startTime":531.15,"endTime":534.36,"body":"organization. So we understand"},{"speaker":"Jon Darbyshire","startTime":531.15,"endTime":534.36,"body":"that governance and security are"},{"speaker":"Jon Darbyshire","startTime":534.36,"endTime":538.11,"body":"very important in a product,"},{"speaker":"Jon Darbyshire","startTime":534.36,"endTime":538.11,"body":"meaning that as I grow as a"},{"speaker":"Jon Darbyshire","startTime":538.11,"endTime":541.11,"body":"company, not everybody should"},{"speaker":"Jon Darbyshire","startTime":538.11,"endTime":541.11,"body":"see all the information that's"},{"speaker":"Jon Darbyshire","startTime":541.11,"endTime":543.9,"body":"inside of even a particular"},{"speaker":"Jon Darbyshire","startTime":541.11,"endTime":543.9,"body":"process. So I need to be able to"},{"speaker":"Jon Darbyshire","startTime":543.9,"endTime":546.78,"body":"access control that which we"},{"speaker":"Jon Darbyshire","startTime":543.9,"endTime":546.78,"body":"call permissions at different"},{"speaker":"Jon Darbyshire","startTime":546.78,"endTime":549.06,"body":"levels to different users at"},{"speaker":"Jon Darbyshire","startTime":546.78,"endTime":549.06,"body":"different times that are"},{"speaker":"Jon Darbyshire","startTime":549.06,"endTime":551.91,"body":"involved in that workflow. Then"},{"speaker":"Jon Darbyshire","startTime":549.06,"endTime":551.91,"body":"there's certain pieces of"},{"speaker":"Jon Darbyshire","startTime":551.91,"endTime":553.86,"body":"information that they shouldn't"},{"speaker":"Jon Darbyshire","startTime":551.91,"endTime":553.86,"body":"see at all. Maybe if you're in"},{"speaker":"Jon Darbyshire","startTime":553.86,"endTime":559.29,"body":"an HR process, and you're"},{"speaker":"Jon Darbyshire","startTime":553.86,"endTime":559.29,"body":"letting employees look at some"},{"speaker":"Jon Darbyshire","startTime":559.29,"endTime":561.18,"body":"of the information that's there,"},{"speaker":"Jon Darbyshire","startTime":559.29,"endTime":561.18,"body":"but you don't want them to see"},{"speaker":"Jon Darbyshire","startTime":561.18,"endTime":564.09,"body":"the compensation for everybody."},{"speaker":"Jon Darbyshire","startTime":561.18,"endTime":564.09,"body":"So that particular field can be"},{"speaker":"Jon Darbyshire","startTime":564.09,"endTime":567.39,"body":"hidden. It's there. So it's the"},{"speaker":"Jon Darbyshire","startTime":564.09,"endTime":567.39,"body":"little subtle things like that,"},{"speaker":"Jon Darbyshire","startTime":567.39,"endTime":571.44,"body":"that help organizations really"},{"speaker":"Jon Darbyshire","startTime":567.39,"endTime":571.44,"body":"build the type of process that"},{"speaker":"Jon Darbyshire","startTime":571.44,"endTime":574.74,"body":"is specific to what they need."},{"speaker":"Jon Darbyshire","startTime":571.44,"endTime":574.74,"body":"That's there. And then the big"},{"speaker":"Jon Darbyshire","startTime":574.74,"endTime":577.92,"body":"piece that we've added that's"},{"speaker":"Jon Darbyshire","startTime":574.74,"endTime":577.92,"body":"different about smartsuite is we"},{"speaker":"Jon Darbyshire","startTime":577.92,"endTime":580.44,"body":"spent a large amount of time at"},{"speaker":"Jon Darbyshire","startTime":577.92,"endTime":580.44,"body":"the very beginning of the"},{"speaker":"Jon Darbyshire","startTime":580.44,"endTime":584.34,"body":"company to focus on the user"},{"speaker":"Jon Darbyshire","startTime":580.44,"endTime":584.34,"body":"interface. And we directed that"},{"speaker":"Jon Darbyshire","startTime":584.34,"endTime":587.25,"body":"at millennials and Gen Zers. Who"},{"speaker":"Jon Darbyshire","startTime":584.34,"endTime":587.25,"body":"are the people that we feel do"},{"speaker":"Jon Darbyshire","startTime":587.25,"endTime":590.31,"body":"work in most organizations. And"},{"speaker":"Jon Darbyshire","startTime":587.25,"endTime":590.31,"body":"what we learned from that"},{"speaker":"Jon Darbyshire","startTime":590.31,"endTime":593.58,"body":"exercise is that those two"},{"speaker":"Jon Darbyshire","startTime":590.31,"endTime":593.58,"body":"generations are very different"},{"speaker":"Jon Darbyshire","startTime":593.58,"endTime":596.82,"body":"than the generations before them"},{"speaker":"Jon Darbyshire","startTime":593.58,"endTime":596.82,"body":"on how they want to work, how"},{"speaker":"Jon Darbyshire","startTime":596.82,"endTime":599.37,"body":"they want to view work on a"},{"speaker":"Jon Darbyshire","startTime":596.82,"endTime":599.37,"body":"screen how collaborative they"},{"speaker":"Jon Darbyshire","startTime":599.37,"endTime":602.34,"body":"want to be. how they want to see"},{"speaker":"Jon Darbyshire","startTime":599.37,"endTime":602.34,"body":"what other co workers are"},{"speaker":"Jon Darbyshire","startTime":602.34,"endTime":605.7,"body":"working on and be able to"},{"speaker":"Jon Darbyshire","startTime":602.34,"endTime":605.7,"body":"comment on that at times. So all"},{"speaker":"Jon Darbyshire","startTime":605.7,"endTime":609.72,"body":"those things kind of came"},{"speaker":"Jon Darbyshire","startTime":605.7,"endTime":609.72,"body":"together in our UI. And you'll"},{"speaker":"Jon Darbyshire","startTime":609.72,"endTime":612.06,"body":"see what smartsuite Compared to"},{"speaker":"Jon Darbyshire","startTime":609.72,"endTime":612.06,"body":"a lot of products, it's more"},{"speaker":"Jon Darbyshire","startTime":612.06,"endTime":615.9,"body":"visual, there's more vivid"},{"speaker":"Jon Darbyshire","startTime":612.06,"endTime":615.9,"body":"colors, it's meant to help keep"},{"speaker":"Jon Darbyshire","startTime":615.9,"endTime":619.77,"body":"their attention as they're"},{"speaker":"Jon Darbyshire","startTime":615.9,"endTime":619.77,"body":"working. It also allows them to"},{"speaker":"Jon Darbyshire","startTime":619.77,"endTime":623.16,"body":"work both from their mobile and"},{"speaker":"Jon Darbyshire","startTime":619.77,"endTime":623.16,"body":"from their computer, from their"},{"speaker":"Jon Darbyshire","startTime":623.16,"endTime":626.55,"body":"tablet all at the same time, we"},{"speaker":"Jon Darbyshire","startTime":623.16,"endTime":626.55,"body":"found many of the millennials"},{"speaker":"Jon Darbyshire","startTime":626.55,"endTime":629.49,"body":"that we spoke with, as they were"},{"speaker":"Jon Darbyshire","startTime":626.55,"endTime":629.49,"body":"talking to us, and I would even"},{"speaker":"Jon Darbyshire","startTime":629.67,"endTime":631.95,"body":"talk with him about interfaces,"},{"speaker":"Jon Darbyshire","startTime":629.67,"endTime":631.95,"body":"I'd see they would be on their"},{"speaker":"Jon Darbyshire","startTime":631.95,"endTime":634.65,"body":"mobile phone. And at first, I"},{"speaker":"Jon Darbyshire","startTime":631.95,"endTime":634.65,"body":"would get annoyed, I'm like,"},{"speaker":"Jon Darbyshire","startTime":634.68,"endTime":637.05,"body":"What are you doing, like we're"},{"speaker":"Jon Darbyshire","startTime":634.68,"endTime":637.05,"body":"having a conversation. And then"},{"speaker":"Jon Darbyshire","startTime":637.05,"endTime":640.02,"body":"I realize now they're looking at"},{"speaker":"Jon Darbyshire","startTime":637.05,"endTime":640.02,"body":"the product on the mobile, at"},{"speaker":"Jon Darbyshire","startTime":640.02,"endTime":642.84,"body":"the same time that we're having"},{"speaker":"Jon Darbyshire","startTime":640.02,"endTime":642.84,"body":"the conversation on the screen."},{"speaker":"Jon Darbyshire","startTime":643.02,"endTime":646.8,"body":"And that's just normal for them."},{"speaker":"Jon Darbyshire","startTime":643.02,"endTime":646.8,"body":"So we tried to build in, you"},{"speaker":"Jon Darbyshire","startTime":646.8,"endTime":650.73,"body":"know, take all of that input and"},{"speaker":"Jon Darbyshire","startTime":646.8,"endTime":650.73,"body":"build that into the core UI. So"},{"speaker":"Jon Darbyshire","startTime":650.73,"endTime":652.92,"body":"that we can help keep"},{"speaker":"Jon Darbyshire","startTime":650.73,"endTime":652.92,"body":"millennials and Gen Z ears"},{"speaker":"Jon Darbyshire","startTime":652.92,"endTime":657.3,"body":"engaged and motivated and build"},{"speaker":"Jon Darbyshire","startTime":652.92,"endTime":657.3,"body":"more of a collaborative culture"},{"speaker":"Jon Darbyshire","startTime":657.57,"endTime":658.86,"body":"inside the organization."},{"speaker":"Matt Wolach","startTime":659.62,"endTime":662.29,"body":"I mean, another"},{"speaker":"Matt Wolach","startTime":659.62,"endTime":662.29,"body":"perfect example of you following"},{"speaker":"Matt Wolach","startTime":662.29,"endTime":665.47,"body":"your your mantra of follow the"},{"speaker":"Matt Wolach","startTime":662.29,"endTime":665.47,"body":"customer right there. I mean,"},{"speaker":"Matt Wolach","startTime":665.74,"endTime":670.0,"body":"the fact that you looked at who"},{"speaker":"Matt Wolach","startTime":665.74,"endTime":670.0,"body":"was the the actual end users,"},{"speaker":"Matt Wolach","startTime":670.0,"endTime":672.46,"body":"you talked to them, you sat"},{"speaker":"Matt Wolach","startTime":670.0,"endTime":672.46,"body":"down, you saw the interaction"},{"speaker":"Matt Wolach","startTime":672.46,"endTime":675.31,"body":"that they had with the product,"},{"speaker":"Matt Wolach","startTime":672.46,"endTime":675.31,"body":"I think that's, that's so smart."},{"speaker":"Matt Wolach","startTime":675.31,"endTime":678.7,"body":"And for everybody out there,"},{"speaker":"Matt Wolach","startTime":675.31,"endTime":678.7,"body":"this is so critical to make sure"},{"speaker":"Matt Wolach","startTime":678.7,"endTime":682.6,"body":"that you are addressing your"},{"speaker":"Matt Wolach","startTime":678.7,"endTime":682.6,"body":"market and learning from your"},{"speaker":"Matt Wolach","startTime":682.6,"endTime":686.14,"body":"market, understanding what they"},{"speaker":"Matt Wolach","startTime":682.6,"endTime":686.14,"body":"need, so you can build into the"},{"speaker":"Matt Wolach","startTime":686.14,"endTime":688.66,"body":"product, exactly what's going to"},{"speaker":"Matt Wolach","startTime":686.14,"endTime":688.66,"body":"fit for them. That sounds like"},{"speaker":"Matt Wolach","startTime":688.66,"endTime":689.86,"body":"you guys did that really well,"},{"speaker":"Matt Wolach","startTime":688.66,"endTime":689.86,"body":"Jon."},{"speaker":"Jon Darbyshire","startTime":690.7,"endTime":693.61,"body":"that's the My"},{"speaker":"Jon Darbyshire","startTime":690.7,"endTime":693.61,"body":"favorite part of every day is I"},{"speaker":"Jon Darbyshire","startTime":693.61,"endTime":695.92,"body":"spent a couple of hours just"},{"speaker":"Jon Darbyshire","startTime":693.61,"endTime":695.92,"body":"meeting with, with customers and"},{"speaker":"Jon Darbyshire","startTime":695.92,"endTime":699.67,"body":"partners to do just that. And"},{"speaker":"Jon Darbyshire","startTime":695.92,"endTime":699.67,"body":"one of the favorite things that"},{"speaker":"Jon Darbyshire","startTime":699.67,"endTime":702.76,"body":"I like to do is use a video,"},{"speaker":"Jon Darbyshire","startTime":699.67,"endTime":702.76,"body":"like we're kind of using now in"},{"speaker":"Jon Darbyshire","startTime":702.76,"endTime":706.15,"body":"our discussion, where I can demo"},{"speaker":"Jon Darbyshire","startTime":702.76,"endTime":706.15,"body":"the product and show them"},{"speaker":"Jon Darbyshire","startTime":706.15,"endTime":709.12,"body":"things. But they're not just"},{"speaker":"Jon Darbyshire","startTime":706.15,"endTime":709.12,"body":"looking at the product, I can"},{"speaker":"Jon Darbyshire","startTime":709.12,"endTime":711.37,"body":"see their facial expressions,"},{"speaker":"Jon Darbyshire","startTime":709.12,"endTime":711.37,"body":"because not everybody"},{"speaker":"Jon Darbyshire","startTime":711.37,"endTime":716.14,"body":"communicates great back to be as"},{"speaker":"Jon Darbyshire","startTime":711.37,"endTime":716.14,"body":"the CEO with what they like and"},{"speaker":"Jon Darbyshire","startTime":716.14,"endTime":718.84,"body":"don't like in a product. But I"},{"speaker":"Jon Darbyshire","startTime":716.14,"endTime":718.84,"body":"can tell from those visual cues"},{"speaker":"Jon Darbyshire","startTime":718.84,"endTime":723.19,"body":"at times that I nailed it, or we"},{"speaker":"Jon Darbyshire","startTime":718.84,"endTime":723.19,"body":"did not nail it at all, like we"},{"speaker":"Jon Darbyshire","startTime":723.19,"endTime":726.01,"body":"need to keep working even though"},{"speaker":"Jon Darbyshire","startTime":723.19,"endTime":726.01,"body":"they didn't say that it just"},{"speaker":"Jon Darbyshire","startTime":726.01,"endTime":728.74,"body":"didn't resonate. And I could see"},{"speaker":"Jon Darbyshire","startTime":726.01,"endTime":728.74,"body":"from that expression is there."},{"speaker":"Jon Darbyshire","startTime":728.74,"endTime":732.64,"body":"So I think that video and having"},{"speaker":"Jon Darbyshire","startTime":728.74,"endTime":732.64,"body":"the ability to look back at"},{"speaker":"Jon Darbyshire","startTime":732.64,"endTime":735.49,"body":"those videos at certain points"},{"speaker":"Jon Darbyshire","startTime":732.64,"endTime":735.49,"body":"at times as you're demoing"},{"speaker":"Jon Darbyshire","startTime":735.76,"endTime":739.96,"body":"certain screens in your product"},{"speaker":"Jon Darbyshire","startTime":735.76,"endTime":739.96,"body":"are super important. And I hope"},{"speaker":"Jon Darbyshire","startTime":739.96,"endTime":743.62,"body":"that we can get to a position in"},{"speaker":"Jon Darbyshire","startTime":739.96,"endTime":743.62,"body":"AI, where I can take those"},{"speaker":"Jon Darbyshire","startTime":743.62,"endTime":747.22,"body":"recordings. And I could document"},{"speaker":"Jon Darbyshire","startTime":743.62,"endTime":747.22,"body":"the sentiment from the facial"},{"speaker":"Jon Darbyshire","startTime":747.22,"endTime":750.73,"body":"expressions that are being shown"},{"speaker":"Jon Darbyshire","startTime":747.22,"endTime":750.73,"body":"at the same level of is I could"},{"speaker":"Jon Darbyshire","startTime":750.73,"endTime":752.8,"body":"do from the words that they're"},{"speaker":"Jon Darbyshire","startTime":750.73,"endTime":752.8,"body":"actually speaking."},{"speaker":"Matt Wolach","startTime":753.76,"endTime":755.44,"body":"Yeah, that's a"},{"speaker":"Matt Wolach","startTime":753.76,"endTime":755.44,"body":"that's a good point. That would"},{"speaker":"Matt Wolach","startTime":755.44,"endTime":757.75,"body":"be pretty slick, if it can help"},{"speaker":"Matt Wolach","startTime":755.44,"endTime":757.75,"body":"us figure some of that out. And"},{"speaker":"Matt Wolach","startTime":757.99,"endTime":761.17,"body":"I do recommend a lot of people"},{"speaker":"Matt Wolach","startTime":757.99,"endTime":761.17,"body":"who follow the show know that I"},{"speaker":"Matt Wolach","startTime":761.17,"endTime":764.71,"body":"recommend recording your demos,"},{"speaker":"Matt Wolach","startTime":761.17,"endTime":764.71,"body":"you can go back and kind of see"},{"speaker":"Matt Wolach","startTime":764.71,"endTime":767.23,"body":"hey, what what happened here?"},{"speaker":"Matt Wolach","startTime":764.71,"endTime":767.23,"body":"How did this interaction go? How"},{"speaker":"Matt Wolach","startTime":767.23,"endTime":770.83,"body":"did that go? And especially if"},{"speaker":"Matt Wolach","startTime":767.23,"endTime":770.83,"body":"things don't go well, you can"},{"speaker":"Matt Wolach","startTime":770.83,"endTime":773.86,"body":"kind of go back and find what"},{"speaker":"Matt Wolach","startTime":770.83,"endTime":773.86,"body":"did I say? What did I do that?"},{"speaker":"Matt Wolach","startTime":774.25,"endTime":778.54,"body":"Maybe lost them. And having that"},{"speaker":"Matt Wolach","startTime":774.25,"endTime":778.54,"body":"recording is very critical to be"},{"speaker":"Matt Wolach","startTime":778.54,"endTime":780.25,"body":"able to do that. So I'm glad you"},{"speaker":"Matt Wolach","startTime":778.54,"endTime":780.25,"body":"guys are doing that."},{"speaker":"Jon Darbyshire","startTime":780.88,"endTime":783.25,"body":"You know,"},{"speaker":"Jon Darbyshire","startTime":780.88,"endTime":783.25,"body":"there's products that that add"},{"speaker":"Jon Darbyshire","startTime":783.25,"endTime":786.25,"body":"the AI on top of those"},{"speaker":"Jon Darbyshire","startTime":783.25,"endTime":786.25,"body":"recordings that just make things"},{"speaker":"Jon Darbyshire","startTime":786.25,"endTime":789.43,"body":"so easy. And we just started"},{"speaker":"Jon Darbyshire","startTime":786.25,"endTime":789.43,"body":"this maybe six months ago. But"},{"speaker":"Jon Darbyshire","startTime":789.85,"endTime":793.09,"body":"at the you know, we just when we"},{"speaker":"Jon Darbyshire","startTime":789.85,"endTime":793.09,"body":"log into a meeting, we just log"},{"speaker":"Jon Darbyshire","startTime":793.09,"endTime":796.21,"body":"in with our recording software"},{"speaker":"Jon Darbyshire","startTime":793.09,"endTime":796.21,"body":"that has AI as well, it records"},{"speaker":"Jon Darbyshire","startTime":796.21,"endTime":799.24,"body":"the entire meeting transcribes"},{"speaker":"Jon Darbyshire","startTime":796.21,"endTime":799.24,"body":"it, but then it summarizes it"},{"speaker":"Jon Darbyshire","startTime":799.24,"endTime":801.52,"body":"automatically for you, it tells"},{"speaker":"Jon Darbyshire","startTime":799.24,"endTime":801.52,"body":"you who was in attendance."},{"speaker":"Jon Darbyshire","startTime":801.61,"endTime":803.77,"body":"Here's a summary of everything"},{"speaker":"Jon Darbyshire","startTime":801.61,"endTime":803.77,"body":"that was talked about, here's"},{"speaker":"Jon Darbyshire","startTime":803.77,"endTime":807.13,"body":"the action items that came out"},{"speaker":"Jon Darbyshire","startTime":803.77,"endTime":807.13,"body":"of it. And I've been amazed at"},{"speaker":"Jon Darbyshire","startTime":807.13,"endTime":811.33,"body":"how good it is. And it also then"},{"speaker":"Jon Darbyshire","startTime":807.13,"endTime":811.33,"body":"allows us to search back through"},{"speaker":"Jon Darbyshire","startTime":811.93,"endTime":815.44,"body":"conversations with large groups"},{"speaker":"Jon Darbyshire","startTime":811.93,"endTime":815.44,"body":"of people looking for key topics"},{"speaker":"Jon Darbyshire","startTime":815.44,"endTime":818.44,"body":"just to see like, what am I"},{"speaker":"Jon Darbyshire","startTime":815.44,"endTime":818.44,"body":"talking about over the last two"},{"speaker":"Jon Darbyshire","startTime":818.44,"endTime":821.71,"body":"weeks? Like are there any themes"},{"speaker":"Jon Darbyshire","startTime":818.44,"endTime":821.71,"body":"that are popping up across these"},{"speaker":"Jon Darbyshire","startTime":821.71,"endTime":824.92,"body":"hundreds of discussions that"},{"speaker":"Jon Darbyshire","startTime":821.71,"endTime":824.92,"body":"we've had with our company back"},{"speaker":"Jon Darbyshire","startTime":824.92,"endTime":826.24,"body":"with customers and partners?"},{"speaker":"Matt Wolach","startTime":827.08,"endTime":829.06,"body":"Yeah, it's pretty"},{"speaker":"Matt Wolach","startTime":827.08,"endTime":829.06,"body":"cool. Some of the technology we"},{"speaker":"Matt Wolach","startTime":829.06,"endTime":833.2,"body":"have at our fingertips right now"},{"speaker":"Matt Wolach","startTime":829.06,"endTime":833.2,"body":"is quite amazing. For sure, for"},{"speaker":"Matt Wolach","startTime":833.2,"endTime":837.01,"body":"sure. So tell me you guys have"},{"speaker":"Matt Wolach","startTime":833.2,"endTime":837.01,"body":"seen some good success. What"},{"speaker":"Matt Wolach","startTime":837.01,"endTime":839.68,"body":"were some of the things you guys"},{"speaker":"Matt Wolach","startTime":837.01,"endTime":839.68,"body":"did early on, it helped you get"},{"speaker":"Matt Wolach","startTime":839.68,"endTime":842.2,"body":"to this point that helped you"},{"speaker":"Matt Wolach","startTime":839.68,"endTime":842.2,"body":"grow and and take that next"},{"speaker":"Matt Wolach","startTime":842.2,"endTime":842.47,"body":"step?"},{"speaker":"Jon Darbyshire","startTime":843.1,"endTime":846.49,"body":"Yeah, probably"},{"speaker":"Jon Darbyshire","startTime":843.1,"endTime":846.49,"body":"the best thing that we did was,"},{"speaker":"Jon Darbyshire","startTime":846.55,"endTime":848.68,"body":"you know, this, the overall"},{"speaker":"Jon Darbyshire","startTime":846.55,"endTime":848.68,"body":"space that we're in, like you"},{"speaker":"Jon Darbyshire","startTime":848.68,"endTime":850.69,"body":"kind of said is a little"},{"speaker":"Jon Darbyshire","startTime":848.68,"endTime":850.69,"body":"crowded, there's a quite a"},{"speaker":"Jon Darbyshire","startTime":850.69,"endTime":853.12,"body":"number of players that are in"},{"speaker":"Jon Darbyshire","startTime":850.69,"endTime":853.12,"body":"that space. When you talk about"},{"speaker":"Jon Darbyshire","startTime":853.12,"endTime":855.91,"body":"business process automation, we"},{"speaker":"Jon Darbyshire","startTime":853.12,"endTime":855.91,"body":"had to find a way to set"},{"speaker":"Jon Darbyshire","startTime":855.91,"endTime":858.52,"body":"ourselves apart. So people"},{"speaker":"Jon Darbyshire","startTime":855.91,"endTime":858.52,"body":"really understood what we did."},{"speaker":"Jon Darbyshire","startTime":858.91,"endTime":863.17,"body":"And what we did at first was we"},{"speaker":"Jon Darbyshire","startTime":858.91,"endTime":863.17,"body":"found the biggest influencers on"},{"speaker":"Jon Darbyshire","startTime":863.17,"endTime":866.38,"body":"YouTube for our top three"},{"speaker":"Jon Darbyshire","startTime":863.17,"endTime":866.38,"body":"competitors. And we wanted to go"},{"speaker":"Jon Darbyshire","startTime":866.38,"endTime":868.72,"body":"after we reached out to each of"},{"speaker":"Jon Darbyshire","startTime":866.38,"endTime":868.72,"body":"them. And we said, hey, we're a"},{"speaker":"Jon Darbyshire","startTime":868.72,"endTime":871.42,"body":"new product in the category. We"},{"speaker":"Jon Darbyshire","startTime":868.72,"endTime":871.42,"body":"know you're an expert on this"},{"speaker":"Jon Darbyshire","startTime":871.42,"endTime":873.76,"body":"other product that's there, and"},{"speaker":"Jon Darbyshire","startTime":871.42,"endTime":873.76,"body":"you're producing a lot of"},{"speaker":"Jon Darbyshire","startTime":873.76,"endTime":878.11,"body":"content around that. We'd like"},{"speaker":"Jon Darbyshire","startTime":873.76,"endTime":878.11,"body":"for you to you know, start a"},{"speaker":"Jon Darbyshire","startTime":878.11,"endTime":881.74,"body":"free trial of our product and"},{"speaker":"Jon Darbyshire","startTime":878.11,"endTime":881.74,"body":"then share your your thoughts"},{"speaker":"Jon Darbyshire","startTime":881.77,"endTime":884.11,"body":"good or bad back to your"},{"speaker":"Jon Darbyshire","startTime":881.77,"endTime":884.11,"body":"audience on how we compare"},{"speaker":"Jon Darbyshire","startTime":884.11,"endTime":886.27,"body":"against the product that you"},{"speaker":"Jon Darbyshire","startTime":884.11,"endTime":886.27,"body":"were there. Behind the Scenes"},{"speaker":"Jon Darbyshire","startTime":886.27,"endTime":888.28,"body":"what we were hoping what"},{"speaker":"Jon Darbyshire","startTime":886.27,"endTime":888.28,"body":"happened was that we would grab"},{"speaker":"Jon Darbyshire","startTime":888.28,"endTime":890.62,"body":"their attention enough that they"},{"speaker":"Jon Darbyshire","startTime":888.28,"endTime":890.62,"body":"asked more questions and said"},{"speaker":"Jon Darbyshire","startTime":890.68,"endTime":893.41,"body":"we'd like to start working with"},{"speaker":"Jon Darbyshire","startTime":890.68,"endTime":893.41,"body":"you. And that's what happened"},{"speaker":"Jon Darbyshire","startTime":893.41,"endTime":896.59,"body":"with the first three influencers"},{"speaker":"Jon Darbyshire","startTime":893.41,"endTime":896.59,"body":"across the first three"},{"speaker":"Jon Darbyshire","startTime":897.46,"endTime":901.21,"body":"competitor that we went after."},{"speaker":"Jon Darbyshire","startTime":897.46,"endTime":901.21,"body":"So now Those three are some of"},{"speaker":"Jon Darbyshire","startTime":901.21,"endTime":904.3,"body":"our biggest partners, they"},{"speaker":"Jon Darbyshire","startTime":901.21,"endTime":904.3,"body":"produce content weekly, we now"},{"speaker":"Jon Darbyshire","startTime":904.3,"endTime":907.69,"body":"have over 300 videos that have"},{"speaker":"Jon Darbyshire","startTime":904.3,"endTime":907.69,"body":"been created on our product. But"},{"speaker":"Jon Darbyshire","startTime":907.69,"endTime":910.27,"body":"it then goes back out into their"},{"speaker":"Jon Darbyshire","startTime":907.69,"endTime":910.27,"body":"channels at the same time that"},{"speaker":"Jon Darbyshire","startTime":910.27,"endTime":913.84,"body":"we promote on our channels. And"},{"speaker":"Jon Darbyshire","startTime":910.27,"endTime":913.84,"body":"I would say that, excuse me,"},{"speaker":"Jon Darbyshire","startTime":913.99,"endTime":918.88,"body":"about 65 to 70% of the lead"},{"speaker":"Jon Darbyshire","startTime":913.99,"endTime":918.88,"body":"volume that comes into our"},{"speaker":"Jon Darbyshire","startTime":918.88,"endTime":922.03,"body":"website to start a free trial"},{"speaker":"Jon Darbyshire","startTime":918.88,"endTime":922.03,"body":"with us is because of video"},{"speaker":"Jon Darbyshire","startTime":922.03,"endTime":924.94,"body":"content that people have seen,"},{"speaker":"Jon Darbyshire","startTime":922.03,"endTime":924.94,"body":"and that, again, is because of"},{"speaker":"Jon Darbyshire","startTime":924.94,"endTime":928.0,"body":"our focus on people that"},{"speaker":"Jon Darbyshire","startTime":924.94,"endTime":928.0,"body":"actually get work done, which is"},{"speaker":"Jon Darbyshire","startTime":928.0,"endTime":931.96,"body":"millennials and Gen Zers. tend"},{"speaker":"Jon Darbyshire","startTime":928.0,"endTime":931.96,"body":"to consume video more so than a"},{"speaker":"Jon Darbyshire","startTime":931.96,"endTime":934.96,"body":"lot of the print type media that"},{"speaker":"Jon Darbyshire","startTime":931.96,"endTime":934.96,"body":"we've done in the past, like"},{"speaker":"Jon Darbyshire","startTime":934.96,"endTime":938.47,"body":"cold, cold emails, blogs, those"},{"speaker":"Jon Darbyshire","startTime":934.96,"endTime":938.47,"body":"types of things."},{"speaker":"Matt Wolach","startTime":939.4,"endTime":941.56,"body":"I love it. It's"},{"speaker":"Matt Wolach","startTime":939.4,"endTime":941.56,"body":"such a smart play that not a lot"},{"speaker":"Matt Wolach","startTime":941.56,"endTime":945.52,"body":"of people do. So you found these"},{"speaker":"Matt Wolach","startTime":941.56,"endTime":945.52,"body":"people on YouTube, essentially,"},{"speaker":"Matt Wolach","startTime":945.52,"endTime":948.85,"body":"right, who are already talking"},{"speaker":"Matt Wolach","startTime":945.52,"endTime":948.85,"body":"about products in the space and"},{"speaker":"Matt Wolach","startTime":949.09,"endTime":950.95,"body":"basically convinced them to talk"},{"speaker":"Matt Wolach","startTime":949.09,"endTime":950.95,"body":"about yours."},{"speaker":"Jon Darbyshire","startTime":951.52,"endTime":954.4,"body":"We did and then"},{"speaker":"Jon Darbyshire","startTime":951.52,"endTime":954.4,"body":"we did a couple of things. So"},{"speaker":"Jon Darbyshire","startTime":954.4,"endTime":957.37,"body":"the first was, we didn't pay him"},{"speaker":"Jon Darbyshire","startTime":954.4,"endTime":957.37,"body":"anything, we just said, Hey,"},{"speaker":"Jon Darbyshire","startTime":957.37,"endTime":960.61,"body":"would you just you know, try us"},{"speaker":"Jon Darbyshire","startTime":957.37,"endTime":960.61,"body":"out and just share your thoughts"},{"speaker":"Jon Darbyshire","startTime":960.61,"endTime":963.67,"body":"back good or bad. And two of"},{"speaker":"Jon Darbyshire","startTime":960.61,"endTime":963.67,"body":"them came out and said, Hey,"},{"speaker":"Jon Darbyshire","startTime":963.67,"endTime":965.62,"body":"this product is better than the"},{"speaker":"Jon Darbyshire","startTime":963.67,"endTime":965.62,"body":"other product that we're"},{"speaker":"Jon Darbyshire","startTime":965.62,"endTime":968.65,"body":"promoting right now. They still"},{"speaker":"Jon Darbyshire","startTime":965.62,"endTime":968.65,"body":"promote the other those other"},{"speaker":"Jon Darbyshire","startTime":968.65,"endTime":972.76,"body":"products, but now we're kind of"},{"speaker":"Jon Darbyshire","startTime":968.65,"endTime":972.76,"body":"in their toolkit of, of, of"},{"speaker":"Jon Darbyshire","startTime":973.12,"endTime":975.58,"body":"products that they, you know,"},{"speaker":"Jon Darbyshire","startTime":973.12,"endTime":975.58,"body":"talk about each week. So as a"},{"speaker":"Jon Darbyshire","startTime":975.58,"endTime":977.86,"body":"new feature comes out, they'll"},{"speaker":"Jon Darbyshire","startTime":975.58,"endTime":977.86,"body":"promote those new features and"},{"speaker":"Jon Darbyshire","startTime":977.86,"endTime":981.55,"body":"talk back to their audience,"},{"speaker":"Jon Darbyshire","startTime":977.86,"endTime":981.55,"body":"that many of those also have"},{"speaker":"Jon Darbyshire","startTime":981.55,"endTime":984.34,"body":"consulting organizations that"},{"speaker":"Jon Darbyshire","startTime":981.55,"endTime":984.34,"body":"are kind of a part of that. So"},{"speaker":"Jon Darbyshire","startTime":984.46,"endTime":987.28,"body":"they provide consulting services"},{"speaker":"Jon Darbyshire","startTime":984.46,"endTime":987.28,"body":"around the products that they"},{"speaker":"Jon Darbyshire","startTime":987.28,"endTime":990.52,"body":"support, and kind of in that"},{"speaker":"Jon Darbyshire","startTime":987.28,"endTime":990.52,"body":"ecosystem as well. And the"},{"speaker":"Jon Darbyshire","startTime":990.52,"endTime":993.13,"body":"second thing that we did is we"},{"speaker":"Jon Darbyshire","startTime":990.52,"endTime":993.13,"body":"reached out to some and said,"},{"speaker":"Jon Darbyshire","startTime":993.34,"endTime":997.48,"body":"Hey, we would like to have"},{"speaker":"Jon Darbyshire","startTime":993.34,"endTime":997.48,"body":"regular content every week about"},{"speaker":"Jon Darbyshire","startTime":997.48,"endTime":1001.98,"body":"these types of topics, would you"},{"speaker":"Jon Darbyshire","startTime":997.48,"endTime":1001.98,"body":"be interested in having a"},{"speaker":"Jon Darbyshire","startTime":1001.98,"endTime":1004.77,"body":"relationship with us where we"},{"speaker":"Jon Darbyshire","startTime":1001.98,"endTime":1004.77,"body":"paid you to generate content as"},{"speaker":"Jon Darbyshire","startTime":1004.77,"endTime":1008.28,"body":"well. So we get both, we get the"},{"speaker":"Jon Darbyshire","startTime":1004.77,"endTime":1008.28,"body":"free? And then we also do some"},{"speaker":"Jon Darbyshire","startTime":1008.28,"endTime":1009.51,"body":"of the paid video content."},{"speaker":"Matt Wolach","startTime":1010.23,"endTime":1014.13,"body":"Super smart setup."},{"speaker":"Matt Wolach","startTime":1010.23,"endTime":1014.13,"body":"I love it. So looking at the"},{"speaker":"Matt Wolach","startTime":1014.13,"endTime":1016.53,"body":"other side of the coin, what"},{"speaker":"Matt Wolach","startTime":1014.13,"endTime":1016.53,"body":"were some of the things you guys"},{"speaker":"Matt Wolach","startTime":1016.53,"endTime":1019.35,"body":"did that you're like, Oh, I wish"},{"speaker":"Matt Wolach","startTime":1016.53,"endTime":1019.35,"body":"we didn't do that. That was that"},{"speaker":"Matt Wolach","startTime":1019.35,"endTime":1020.55,"body":"was a pretty tough time."},{"speaker":"Jon Darbyshire","startTime":1021.57,"endTime":1026.49,"body":"Yeah, you know,"},{"speaker":"Jon Darbyshire","startTime":1021.57,"endTime":1026.49,"body":"we we focus mainly, well, how we"},{"speaker":"Jon Darbyshire","startTime":1026.49,"endTime":1028.83,"body":"were reaching customers was two"},{"speaker":"Jon Darbyshire","startTime":1026.49,"endTime":1028.83,"body":"ways through the videos and"},{"speaker":"Jon Darbyshire","startTime":1028.83,"endTime":1032.34,"body":"through word of mouth. No"},{"speaker":"Jon Darbyshire","startTime":1028.83,"endTime":1032.34,"body":"marketing until this day, we"},{"speaker":"Jon Darbyshire","startTime":1032.34,"endTime":1034.41,"body":"don't have a marketing"},{"speaker":"Jon Darbyshire","startTime":1032.34,"endTime":1034.41,"body":"department, it's hard to believe"},{"speaker":"Jon Darbyshire","startTime":1035.04,"endTime":1038.91,"body":"everything happens through those"},{"speaker":"Jon Darbyshire","startTime":1035.04,"endTime":1038.91,"body":"channels and, and some social"},{"speaker":"Jon Darbyshire","startTime":1038.91,"endTime":1042.0,"body":"media awareness that we do"},{"speaker":"Jon Darbyshire","startTime":1038.91,"endTime":1042.0,"body":"that's there, I wish we would"},{"speaker":"Jon Darbyshire","startTime":1042.0,"endTime":1046.89,"body":"have started doing more social"},{"speaker":"Jon Darbyshire","startTime":1042.0,"endTime":1046.89,"body":"media awareness sooner, we've"},{"speaker":"Jon Darbyshire","startTime":1046.89,"endTime":1052.2,"body":"just found. It's just such a big"},{"speaker":"Jon Darbyshire","startTime":1046.89,"endTime":1052.2,"body":"market. And such an easy way to"},{"speaker":"Jon Darbyshire","startTime":1052.2,"endTime":1056.55,"body":"tap into, I give you an example."},{"speaker":"Jon Darbyshire","startTime":1052.2,"endTime":1056.55,"body":"We're I just started a 30 day"},{"speaker":"Jon Darbyshire","startTime":1056.55,"endTime":1060.81,"body":"blog series. And I think I'm on"},{"speaker":"Jon Darbyshire","startTime":1056.55,"endTime":1060.81,"body":"day seven, where I'm talking"},{"speaker":"Jon Darbyshire","startTime":1060.81,"endTime":1063.42,"body":"about all things, no code, and"},{"speaker":"Jon Darbyshire","startTime":1060.81,"endTime":1063.42,"body":"just educating people around"},{"speaker":"Jon Darbyshire","startTime":1063.42,"endTime":1065.76,"body":"what no code means and the"},{"speaker":"Jon Darbyshire","startTime":1063.42,"endTime":1065.76,"body":"players that are in the space"},{"speaker":"Jon Darbyshire","startTime":1065.76,"endTime":1069.87,"body":"that's there. In the first six"},{"speaker":"Jon Darbyshire","startTime":1065.76,"endTime":1069.87,"body":"blogs that we did, we had, I"},{"speaker":"Jon Darbyshire","startTime":1069.87,"endTime":1075.48,"body":"think, as of today, like 83,000"},{"speaker":"Jon Darbyshire","startTime":1069.87,"endTime":1075.48,"body":"impressions, those are free. Any"},{"speaker":"Jon Darbyshire","startTime":1075.48,"endTime":1078.75,"body":"of that, that's just on"},{"speaker":"Jon Darbyshire","startTime":1075.48,"endTime":1078.75,"body":"LinkedIn. That's not any of the"},{"speaker":"Jon Darbyshire","startTime":1078.75,"endTime":1081.21,"body":"other channels where we're"},{"speaker":"Jon Darbyshire","startTime":1078.75,"endTime":1081.21,"body":"cutting the content up. Now"},{"speaker":"Jon Darbyshire","startTime":1081.21,"endTime":1084.36,"body":"internally and pacing that back"},{"speaker":"Jon Darbyshire","startTime":1081.21,"endTime":1084.36,"body":"back out, I'm just finding that"},{"speaker":"Jon Darbyshire","startTime":1084.36,"endTime":1089.13,"body":"that is so effective to reach"},{"speaker":"Jon Darbyshire","startTime":1084.36,"endTime":1089.13,"body":"the audience that we have, for"},{"speaker":"Jon Darbyshire","startTime":1089.13,"endTime":1092.73,"body":"us specifically without needing"},{"speaker":"Jon Darbyshire","startTime":1089.13,"endTime":1092.73,"body":"to do paid ads, in that case, to"},{"speaker":"Jon Darbyshire","startTime":1092.73,"endTime":1095.1,"body":"go after those same people. And"},{"speaker":"Jon Darbyshire","startTime":1092.73,"endTime":1095.1,"body":"then we'll follow that up with"},{"speaker":"Jon Darbyshire","startTime":1095.1,"endTime":1098.7,"body":"them, once we kind of get them"},{"speaker":"Jon Darbyshire","startTime":1095.1,"endTime":1098.7,"body":"kind of in our ecosystem will"},{"speaker":"Jon Darbyshire","startTime":1098.7,"endTime":1100.89,"body":"have different ways that will"},{"speaker":"Jon Darbyshire","startTime":1098.7,"endTime":1100.89,"body":"follow up. But it's been a great"},{"speaker":"Jon Darbyshire","startTime":1100.89,"endTime":1104.37,"body":"way just to bring people into"},{"speaker":"Jon Darbyshire","startTime":1100.89,"endTime":1104.37,"body":"the ecosystem, and not just"},{"speaker":"Jon Darbyshire","startTime":1104.37,"endTime":1108.57,"body":"customers, partners and"},{"speaker":"Jon Darbyshire","startTime":1104.37,"endTime":1108.57,"body":"integration partners, as well."},{"speaker":"Jon Darbyshire","startTime":1109.11,"endTime":1112.32,"body":"I've started reaching out to us"},{"speaker":"Jon Darbyshire","startTime":1109.11,"endTime":1112.32,"body":"saying, Hey, we would love to"},{"speaker":"Jon Darbyshire","startTime":1112.32,"endTime":1114.66,"body":"integrate with your product,"},{"speaker":"Jon Darbyshire","startTime":1112.32,"endTime":1114.66,"body":"here's what we could do and the"},{"speaker":"Jon Darbyshire","startTime":1114.66,"endTime":1117.33,"body":"joint value that we could have"},{"speaker":"Jon Darbyshire","startTime":1114.66,"endTime":1117.33,"body":"for our joint customers that are"},{"speaker":"Jon Darbyshire","startTime":1117.33,"endTime":1120.66,"body":"there. And that just expands our"},{"speaker":"Jon Darbyshire","startTime":1117.33,"endTime":1120.66,"body":"network and our partners network"},{"speaker":"Jon Darbyshire","startTime":1120.66,"endTime":1123.63,"body":"at the same time. So we find a"},{"speaker":"Jon Darbyshire","startTime":1120.66,"endTime":1123.63,"body":"lot of value in that as well."},{"speaker":"Matt Wolach","startTime":1124.59,"endTime":1127.47,"body":"We love that. It's"},{"speaker":"Matt Wolach","startTime":1124.59,"endTime":1127.47,"body":"fantastic. So if you think about"},{"speaker":"Matt Wolach","startTime":1127.47,"endTime":1129.54,"body":"your company, looking ahead,"},{"speaker":"Matt Wolach","startTime":1127.47,"endTime":1129.54,"body":"what are some of the areas of"},{"speaker":"Matt Wolach","startTime":1129.54,"endTime":1132.06,"body":"innovation and growth that"},{"speaker":"Matt Wolach","startTime":1129.54,"endTime":1132.06,"body":"you're envisioning for"},{"speaker":"Matt Wolach","startTime":1132.06,"endTime":1133.26,"body":"smartsuite in the coming years?"},{"speaker":"Jon Darbyshire","startTime":1133.98,"endTime":1136.02,"body":"Yeah, I can tell"},{"speaker":"Jon Darbyshire","startTime":1133.98,"endTime":1136.02,"body":"you everybody's talking about"},{"speaker":"Jon Darbyshire","startTime":1136.02,"endTime":1140.13,"body":"this. But AI has just exploded"},{"speaker":"Jon Darbyshire","startTime":1136.02,"endTime":1140.13,"body":"within our customer base in a"},{"speaker":"Jon Darbyshire","startTime":1140.13,"endTime":1143.52,"body":"couple of different ways. The"},{"speaker":"Jon Darbyshire","startTime":1140.13,"endTime":1143.52,"body":"primary aspect is around content"},{"speaker":"Jon Darbyshire","startTime":1143.52,"endTime":1146.01,"body":"creation. So thank you, if"},{"speaker":"Jon Darbyshire","startTime":1143.52,"endTime":1146.01,"body":"you're a marketing agency, and"},{"speaker":"Jon Darbyshire","startTime":1146.01,"endTime":1148.95,"body":"you're using our product to"},{"speaker":"Jon Darbyshire","startTime":1146.01,"endTime":1148.95,"body":"manage the creation of content"},{"speaker":"Jon Darbyshire","startTime":1148.95,"endTime":1152.19,"body":"around marketing and interaction"},{"speaker":"Jon Darbyshire","startTime":1148.95,"endTime":1152.19,"body":"with your customers, you'd go in"},{"speaker":"Jon Darbyshire","startTime":1152.19,"endTime":1155.58,"body":"and write the blogs inside of"},{"speaker":"Jon Darbyshire","startTime":1152.19,"endTime":1155.58,"body":"our or their articles inside of"},{"speaker":"Jon Darbyshire","startTime":1155.58,"endTime":1158.61,"body":"our product, you know that you"},{"speaker":"Jon Darbyshire","startTime":1155.58,"endTime":1158.61,"body":"share with your customers? Well"},{"speaker":"Jon Darbyshire","startTime":1158.61,"endTime":1161.64,"body":"now we built AI into that to"},{"speaker":"Jon Darbyshire","startTime":1158.61,"endTime":1161.64,"body":"make it super easy. So now you"},{"speaker":"Jon Darbyshire","startTime":1161.64,"endTime":1165.18,"body":"can use AI to help do that based"},{"speaker":"Jon Darbyshire","startTime":1161.64,"endTime":1165.18,"body":"on keywords or longtail keywords"},{"speaker":"Jon Darbyshire","startTime":1165.18,"endTime":1169.17,"body":"and audience and tone and you"},{"speaker":"Jon Darbyshire","startTime":1165.18,"endTime":1169.17,"body":"know even the language, maybe I"},{"speaker":"Jon Darbyshire","startTime":1169.17,"endTime":1171.36,"body":"want this in four different"},{"speaker":"Jon Darbyshire","startTime":1169.17,"endTime":1171.36,"body":"languages that are a little"},{"speaker":"Jon Darbyshire","startTime":1171.36,"endTime":1175.65,"body":"different when I send it out. So"},{"speaker":"Jon Darbyshire","startTime":1171.36,"endTime":1175.65,"body":"our customers have went just"},{"speaker":"Jon Darbyshire","startTime":1175.68,"endTime":1180.66,"body":"crazy with understanding how to"},{"speaker":"Jon Darbyshire","startTime":1175.68,"endTime":1180.66,"body":"use chat. GBT type prompts"},{"speaker":"Jon Darbyshire","startTime":1180.69,"endTime":1183.33,"body":"inside of a product like"},{"speaker":"Jon Darbyshire","startTime":1180.69,"endTime":1183.33,"body":"smartsuite to generate content"},{"speaker":"Jon Darbyshire","startTime":1184.2,"endTime":1187.71,"body":"across every aspect. So we have"},{"speaker":"Jon Darbyshire","startTime":1184.2,"endTime":1187.71,"body":"product managers and product"},{"speaker":"Jon Darbyshire","startTime":1187.71,"endTime":1190.65,"body":"teams that are writing"},{"speaker":"Jon Darbyshire","startTime":1187.71,"endTime":1190.65,"body":"requirements for new features. A"},{"speaker":"Jon Darbyshire","startTime":1190.65,"endTime":1192.93,"body":"lot of the time those features"},{"speaker":"Jon Darbyshire","startTime":1190.65,"endTime":1192.93,"body":"have been created and other"},{"speaker":"Jon Darbyshire","startTime":1192.93,"endTime":1195.93,"body":"products and ChatGPT could help"},{"speaker":"Jon Darbyshire","startTime":1192.93,"endTime":1195.93,"body":"you do the research help you"},{"speaker":"Jon Darbyshire","startTime":1195.93,"endTime":1198.81,"body":"actually write the initial spec"},{"speaker":"Jon Darbyshire","startTime":1195.93,"endTime":1198.81,"body":"can even come up with a list of"},{"speaker":"Jon Darbyshire","startTime":1198.81,"endTime":1202.14,"body":"action items to Start with to"},{"speaker":"Jon Darbyshire","startTime":1198.81,"endTime":1202.14,"body":"start the planning process."},{"speaker":"Jon Darbyshire","startTime":1202.14,"endTime":1205.38,"body":"That's there. Some cases that"},{"speaker":"Jon Darbyshire","startTime":1202.14,"endTime":1205.38,"body":"could take days, Chet GPT could"},{"speaker":"Jon Darbyshire","startTime":1205.38,"endTime":1208.83,"body":"help you do that sometimes in 10"},{"speaker":"Jon Darbyshire","startTime":1205.38,"endTime":1208.83,"body":"minutes, like it's a tremendous"},{"speaker":"Jon Darbyshire","startTime":1209.16,"endTime":1212.49,"body":"time savings. The second part"},{"speaker":"Jon Darbyshire","startTime":1209.16,"endTime":1212.49,"body":"that we're seeing is people that"},{"speaker":"Jon Darbyshire","startTime":1212.49,"endTime":1215.52,"body":"have data and smartsuite are"},{"speaker":"Jon Darbyshire","startTime":1212.49,"endTime":1215.52,"body":"saying now, can you help me"},{"speaker":"Jon Darbyshire","startTime":1215.55,"endTime":1218.58,"body":"understand what I'm seeing in"},{"speaker":"Jon Darbyshire","startTime":1215.55,"endTime":1218.58,"body":"this data, so maybe I have 1000"},{"speaker":"Jon Darbyshire","startTime":1218.58,"endTime":1223.14,"body":"records on the sales side. And I"},{"speaker":"Jon Darbyshire","startTime":1218.58,"endTime":1223.14,"body":"just have all kinds of different"},{"speaker":"Jon Darbyshire","startTime":1223.14,"endTime":1226.77,"body":"accounts all over the world,"},{"speaker":"Jon Darbyshire","startTime":1223.14,"endTime":1226.77,"body":"different sizes of companies,"},{"speaker":"Jon Darbyshire","startTime":1226.77,"endTime":1229.08,"body":"and it made me say, Hey, I just"},{"speaker":"Jon Darbyshire","startTime":1226.77,"endTime":1229.08,"body":"want to break this up and look"},{"speaker":"Jon Darbyshire","startTime":1229.08,"endTime":1231.63,"body":"at the cohorts. And help me"},{"speaker":"Jon Darbyshire","startTime":1229.08,"endTime":1231.63,"body":"understand where my most"},{"speaker":"Jon Darbyshire","startTime":1231.63,"endTime":1234.48,"body":"profitable customers are coming"},{"speaker":"Jon Darbyshire","startTime":1231.63,"endTime":1234.48,"body":"from. Maybe it shows you the"},{"speaker":"Jon Darbyshire","startTime":1234.48,"endTime":1237.75,"body":"list. Now, you could say, Okay,"},{"speaker":"Jon Darbyshire","startTime":1234.48,"endTime":1237.75,"body":"what's the most effective way to"},{"speaker":"Jon Darbyshire","startTime":1237.75,"endTime":1241.53,"body":"market to this particular"},{"speaker":"Jon Darbyshire","startTime":1237.75,"endTime":1241.53,"body":"segment of people? Maybe that"},{"speaker":"Jon Darbyshire","startTime":1241.53,"endTime":1243.45,"body":"I'm going after? If you have"},{"speaker":"Jon Darbyshire","startTime":1241.53,"endTime":1243.45,"body":"other data on the marketing"},{"speaker":"Jon Darbyshire","startTime":1243.45,"endTime":1245.67,"body":"side, you could do the same"},{"speaker":"Jon Darbyshire","startTime":1243.45,"endTime":1245.67,"body":"thing? Like, where am I seeing"},{"speaker":"Jon Darbyshire","startTime":1245.85,"endTime":1249.72,"body":"the biggest bang for the buck on"},{"speaker":"Jon Darbyshire","startTime":1245.85,"endTime":1249.72,"body":"my marketing spend right now, so"},{"speaker":"Jon Darbyshire","startTime":1249.72,"endTime":1252.66,"body":"maybe I want to put the pedal"},{"speaker":"Jon Darbyshire","startTime":1249.72,"endTime":1252.66,"body":"down on that. But hold back and"},{"speaker":"Jon Darbyshire","startTime":1252.66,"endTime":1256.29,"body":"another area that's there. So"},{"speaker":"Jon Darbyshire","startTime":1252.66,"endTime":1256.29,"body":"two ways content creation, and"},{"speaker":"Jon Darbyshire","startTime":1256.29,"endTime":1259.89,"body":"then data analytics. As far as"},{"speaker":"Jon Darbyshire","startTime":1256.29,"endTime":1259.89,"body":"AI?"},{"speaker":"Matt Wolach","startTime":1260.73,"endTime":1263.82,"body":"I love that genius"},{"speaker":"Matt Wolach","startTime":1260.73,"endTime":1263.82,"body":"stuff. What advice would you"},{"speaker":"Matt Wolach","startTime":1263.82,"endTime":1267.24,"body":"have for other early stage"},{"speaker":"Matt Wolach","startTime":1263.82,"endTime":1267.24,"body":"software leaders who are looking"},{"speaker":"Matt Wolach","startTime":1267.24,"endTime":1269.79,"body":"to grow and scale and get to a"},{"speaker":"Matt Wolach","startTime":1267.24,"endTime":1269.79,"body":"good level?"},{"speaker":"Jon Darbyshire","startTime":1270.66,"endTime":1272.55,"body":"Yeah, that's"},{"speaker":"Jon Darbyshire","startTime":1270.66,"endTime":1272.55,"body":"kind of a, I think we could"},{"speaker":"Jon Darbyshire","startTime":1272.55,"endTime":1276.33,"body":"spend a day on that particular"},{"speaker":"Jon Darbyshire","startTime":1272.55,"endTime":1276.33,"body":"topic. But I probably go back to"},{"speaker":"Jon Darbyshire","startTime":1276.33,"endTime":1279.33,"body":"what I said first, which is, you"},{"speaker":"Jon Darbyshire","startTime":1276.33,"endTime":1279.33,"body":"know, follow the customer. You"},{"speaker":"Jon Darbyshire","startTime":1279.33,"endTime":1282.24,"body":"know, my first customer had"},{"speaker":"Jon Darbyshire","startTime":1279.33,"endTime":1282.24,"body":"Archer, you know, I was the CEO"},{"speaker":"Jon Darbyshire","startTime":1282.24,"endTime":1285.51,"body":"of a company and I went to their"},{"speaker":"Jon Darbyshire","startTime":1282.24,"endTime":1285.51,"body":"location for about two months"},{"speaker":"Jon Darbyshire","startTime":1285.51,"endTime":1288.21,"body":"and work with him every day to"},{"speaker":"Jon Darbyshire","startTime":1285.51,"endTime":1288.21,"body":"see how just to see how they"},{"speaker":"Jon Darbyshire","startTime":1288.21,"endTime":1290.61,"body":"were going to use our product."},{"speaker":"Jon Darbyshire","startTime":1288.21,"endTime":1290.61,"body":"They put me in a closet with two"},{"speaker":"Jon Darbyshire","startTime":1290.61,"endTime":1293.49,"body":"interns. And I'm not joking, it"},{"speaker":"Jon Darbyshire","startTime":1290.61,"endTime":1293.49,"body":"was a closet, they turned into a"},{"speaker":"Jon Darbyshire","startTime":1293.49,"endTime":1296.13,"body":"little office. And I'll never"},{"speaker":"Jon Darbyshire","startTime":1293.49,"endTime":1296.13,"body":"forget the interns looking at me"},{"speaker":"Jon Darbyshire","startTime":1296.13,"endTime":1300.36,"body":"saying, now tell me what you do."},{"speaker":"Jon Darbyshire","startTime":1296.13,"endTime":1300.36,"body":"Again, I'm like, I'm the CEO of"},{"speaker":"Jon Darbyshire","startTime":1300.36,"endTime":1305.49,"body":"this company. But what I learned"},{"speaker":"Jon Darbyshire","startTime":1300.36,"endTime":1305.49,"body":"from Paul, was that I gained so"},{"speaker":"Jon Darbyshire","startTime":1305.49,"endTime":1308.82,"body":"much information, being with the"},{"speaker":"Jon Darbyshire","startTime":1305.49,"endTime":1308.82,"body":"customer for a period of time,"},{"speaker":"Jon Darbyshire","startTime":1309.09,"endTime":1313.02,"body":"that allowed me to go back and"},{"speaker":"Jon Darbyshire","startTime":1309.09,"endTime":1313.02,"body":"say, This is exactly what we're"},{"speaker":"Jon Darbyshire","startTime":1313.02,"endTime":1316.08,"body":"building and why like, I'm not,"},{"speaker":"Jon Darbyshire","startTime":1313.02,"endTime":1316.08,"body":"this isn't something I just"},{"speaker":"Jon Darbyshire","startTime":1316.08,"endTime":1318.99,"body":"thought of that we need to test"},{"speaker":"Jon Darbyshire","startTime":1316.08,"endTime":1318.99,"body":"out. I've been there, I"},{"speaker":"Jon Darbyshire","startTime":1319.02,"endTime":1322.29,"body":"understand what they need. I've"},{"speaker":"Jon Darbyshire","startTime":1319.02,"endTime":1322.29,"body":"seen it firsthand, I know what"},{"speaker":"Jon Darbyshire","startTime":1322.29,"endTime":1325.47,"body":"to build. So I encourage every"},{"speaker":"Jon Darbyshire","startTime":1322.29,"endTime":1325.47,"body":"entrepreneur to find those early"},{"speaker":"Jon Darbyshire","startTime":1325.47,"endTime":1328.05,"body":"customers. And it doesn't mean"},{"speaker":"Jon Darbyshire","startTime":1325.47,"endTime":1328.05,"body":"you have to be on site with him"},{"speaker":"Jon Darbyshire","startTime":1328.05,"endTime":1330.39,"body":"for two months. You know, in"},{"speaker":"Jon Darbyshire","startTime":1328.05,"endTime":1330.39,"body":"today's world, you don't do that"},{"speaker":"Jon Darbyshire","startTime":1330.39,"endTime":1333.12,"body":"as much, but you need to be"},{"speaker":"Jon Darbyshire","startTime":1330.39,"endTime":1333.12,"body":"connected with them as"},{"speaker":"Jon Darbyshire","startTime":1333.12,"endTime":1335.46,"body":"frequently as you can through"},{"speaker":"Jon Darbyshire","startTime":1333.12,"endTime":1335.46,"body":"through video."},{"speaker":"Matt Wolach","startTime":1336.3,"endTime":1338.561,"body":"I love it. Well,"},{"speaker":"Matt Wolach","startTime":1336.3,"endTime":1338.561,"body":"Jon, this has been great. I"},{"speaker":"Matt Wolach","startTime":1338.613,"endTime":1341.286,"body":"really appreciate you coming in"},{"speaker":"Matt Wolach","startTime":1338.613,"endTime":1341.286,"body":"and sharing all this"},{"speaker":"Matt Wolach","startTime":1341.338,"endTime":1344.473,"body":"information. I love your your"},{"speaker":"Matt Wolach","startTime":1341.338,"endTime":1344.473,"body":"follow the customer mantra. How"},{"speaker":"Matt Wolach","startTime":1344.525,"endTime":1347.25,"body":"can our audience learn more"},{"speaker":"Matt Wolach","startTime":1344.525,"endTime":1347.25,"body":"about you and SmartSuite?"},{"speaker":"Jon Darbyshire","startTime":1347.79,"endTime":1349.985,"body":"Yeah, we'd love"},{"speaker":"Jon Darbyshire","startTime":1347.79,"endTime":1349.985,"body":"for you to come to our website,"},{"speaker":"Jon Darbyshire","startTime":1350.032,"endTime":1352.835,"body":"SmartSuite.com, we have a free"},{"speaker":"Jon Darbyshire","startTime":1350.032,"endTime":1352.835,"body":"14 day trial. So you can just"},{"speaker":"Jon Darbyshire","startTime":1352.882,"endTime":1355.545,"body":"click go through the process,"},{"speaker":"Jon Darbyshire","startTime":1352.882,"endTime":1355.545,"body":"we'll ask you what areas of"},{"speaker":"Jon Darbyshire","startTime":1355.592,"endTime":1358.441,"body":"interest that you might have,"},{"speaker":"Jon Darbyshire","startTime":1355.592,"endTime":1358.441,"body":"meaning what types of processes"},{"speaker":"Jon Darbyshire","startTime":1358.488,"endTime":1361.058,"body":"we could help you with. And then"},{"speaker":"Jon Darbyshire","startTime":1358.488,"endTime":1361.058,"body":"we'll load some sample"},{"speaker":"Jon Darbyshire","startTime":1361.104,"endTime":1364.001,"body":"processes. So you can just click"},{"speaker":"Jon Darbyshire","startTime":1361.104,"endTime":1364.001,"body":"and start playing like there,"},{"speaker":"Jon Darbyshire","startTime":1364.048,"endTime":1366.664,"body":"you don't have to build"},{"speaker":"Jon Darbyshire","startTime":1364.048,"endTime":1366.664,"body":"anything, it's just right there."},{"speaker":"Jon Darbyshire","startTime":1366.711,"endTime":1369.607,"body":"After two weeks, if you're if"},{"speaker":"Jon Darbyshire","startTime":1366.711,"endTime":1369.607,"body":"you're not ready, that you would"},{"speaker":"Jon Darbyshire","startTime":1369.654,"endTime":1372.364,"body":"want to purchase the product"},{"speaker":"Jon Darbyshire","startTime":1369.654,"endTime":1372.364,"body":"that that automatically moves"},{"speaker":"Jon Darbyshire","startTime":1372.41,"endTime":1375.12,"body":"you to our free plan. So it's"},{"speaker":"Jon Darbyshire","startTime":1372.41,"endTime":1375.12,"body":"just free forever. Until you"},{"speaker":"Jon Darbyshire","startTime":1375.167,"endTime":1377.923,"body":"determine that maybe you find"},{"speaker":"Jon Darbyshire","startTime":1375.167,"endTime":1377.923,"body":"value, then you can move into"},{"speaker":"Jon Darbyshire","startTime":1377.97,"endTime":1380.867,"body":"one of our paid plans. If you"},{"speaker":"Jon Darbyshire","startTime":1377.97,"endTime":1380.867,"body":"wanted to talk with me directly."},{"speaker":"Jon Darbyshire","startTime":1380.913,"endTime":1383.623,"body":"Probably LinkedIn is probably"},{"speaker":"Jon Darbyshire","startTime":1380.913,"endTime":1383.623,"body":"the easiest way if you would"},{"speaker":"Jon Darbyshire","startTime":1383.67,"endTime":1386.52,"body":"just send me you know, connect"},{"speaker":"Jon Darbyshire","startTime":1383.67,"endTime":1386.52,"body":"with me and then send me a DM."},{"speaker":"Matt Wolach","startTime":1387.72,"endTime":1389.55,"body":"Okay, perfect. And"},{"speaker":"Matt Wolach","startTime":1387.72,"endTime":1389.55,"body":"we'll put all that into the show"},{"speaker":"Matt Wolach","startTime":1389.55,"endTime":1391.74,"body":"notes. So if you're watching or"},{"speaker":"Matt Wolach","startTime":1389.55,"endTime":1391.74,"body":"listen, and you'll be able to"},{"speaker":"Matt Wolach","startTime":1391.74,"endTime":1394.5,"body":"see that there. But Jon, this is"},{"speaker":"Matt Wolach","startTime":1391.74,"endTime":1394.5,"body":"awesome. Thanks so much for"},{"speaker":"Matt Wolach","startTime":1394.5,"endTime":1395.04,"body":"coming in."},{"speaker":"Jon Darbyshire","startTime":1395.58,"endTime":1396.96,"body":"Yeah, it's been"},{"speaker":"Jon Darbyshire","startTime":1395.58,"endTime":1396.96,"body":"a pleasure. Thanks, man."},{"speaker":"Matt Wolach","startTime":1398.01,"endTime":1399.793,"body":"Absolutely. And"},{"speaker":"Matt Wolach","startTime":1398.01,"endTime":1399.793,"body":"thank you guys out there for"},{"speaker":"Matt Wolach","startTime":1399.833,"endTime":1402.225,"body":"watching. I really appreciate"},{"speaker":"Matt Wolach","startTime":1399.833,"endTime":1402.225,"body":"it. Hope you enjoy this. Hope"},{"speaker":"Matt Wolach","startTime":1402.265,"endTime":1404.575,"body":"you got a lot of value out of"},{"speaker":"Matt Wolach","startTime":1402.265,"endTime":1404.575,"body":"it. Again, make sure you're"},{"speaker":"Matt Wolach","startTime":1404.616,"endTime":1407.169,"body":"subscribed to the show so you do"},{"speaker":"Matt Wolach","startTime":1404.616,"endTime":1407.169,"body":"not miss anything that we have"},{"speaker":"Matt Wolach","startTime":1407.21,"endTime":1409.56,"body":"coming up. That's it for this"},{"speaker":"Matt Wolach","startTime":1407.21,"endTime":1409.56,"body":"time, and we'll see you next"},{"speaker":"Matt Wolach","startTime":1409.601,"endTime":1410.25,"body":"time. Take care."},{"speaker":"Intro/ Outro","startTime":1413.07,"endTime":1415.65,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1413.07,"endTime":1415.65,"body":"listening to Scale Your SaaS."},{"speaker":"Intro/ Outro","startTime":1415.71,"endTime":1419.31,"body":"For more help on finding great"},{"speaker":"Intro/ Outro","startTime":1415.71,"endTime":1419.31,"body":"leads and closing more deals. Go"},{"speaker":"Intro/ Outro","startTime":1419.31,"endTime":1421.14,"body":"to Mattwolach.com"}]}