{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":0.0,"endTime":13.53,"body":"I know we fall into"},{"speaker":"Matt Wolach","startTime":0.0,"endTime":13.53,"body":"such a trap of when we're"},{"speaker":"Matt Wolach","startTime":13.56,"endTime":16.8,"body":"working with closing a deal, we"},{"speaker":"Matt Wolach","startTime":13.56,"endTime":16.8,"body":"want to just email them email,"},{"speaker":"Matt Wolach","startTime":16.8,"endTime":20.55,"body":"that email, email, and it"},{"speaker":"Matt Wolach","startTime":16.8,"endTime":20.55,"body":"becomes so easy so that us and"},{"speaker":"Matt Wolach","startTime":20.55,"endTime":23.73,"body":"even our teams are just kind of"},{"speaker":"Matt Wolach","startTime":20.55,"endTime":23.73,"body":"pounding emails. And eventually"},{"speaker":"Matt Wolach","startTime":23.73,"endTime":26.25,"body":"they stop working and people"},{"speaker":"Matt Wolach","startTime":23.73,"endTime":26.25,"body":"don't care and they start"},{"speaker":"Matt Wolach","startTime":26.25,"endTime":28.8,"body":"deleting emails. And that's why"},{"speaker":"Matt Wolach","startTime":26.25,"endTime":28.8,"body":"we're not closing deals that we"},{"speaker":"Matt Wolach","startTime":28.8,"endTime":31.68,"body":"should Well, I talked to Arian"},{"speaker":"Matt Wolach","startTime":28.8,"endTime":31.68,"body":"Radmand. He's from IgnitePOST."},{"speaker":"Matt Wolach","startTime":31.68,"endTime":35.43,"body":"And he has found a really unique"},{"speaker":"Matt Wolach","startTime":31.68,"endTime":35.43,"body":"way to kind of separate and"},{"speaker":"Matt Wolach","startTime":35.43,"endTime":38.67,"body":"differentiate from the group"},{"speaker":"Matt Wolach","startTime":35.43,"endTime":38.67,"body":"that's just pounding with emails"},{"speaker":"Matt Wolach","startTime":38.67,"endTime":41.64,"body":"trying to get deals closed. And"},{"speaker":"Matt Wolach","startTime":38.67,"endTime":41.64,"body":"what he does ignite post, they"},{"speaker":"Matt Wolach","startTime":41.64,"endTime":45.24,"body":"send personalized letters, but"},{"speaker":"Matt Wolach","startTime":41.64,"endTime":45.24,"body":"they do it at scale, because"},{"speaker":"Matt Wolach","startTime":45.24,"endTime":48.0,"body":"they have robots that write it"},{"speaker":"Matt Wolach","startTime":45.24,"endTime":48.0,"body":"out with an actual pen. So it's"},{"speaker":"Matt Wolach","startTime":48.0,"endTime":50.46,"body":"not perfect, it doesn't look"},{"speaker":"Matt Wolach","startTime":48.0,"endTime":50.46,"body":"like a perfect font that a"},{"speaker":"Matt Wolach","startTime":50.46,"endTime":53.61,"body":"printer printed, it looks like a"},{"speaker":"Matt Wolach","startTime":50.46,"endTime":53.61,"body":"real handwritten letter. And"},{"speaker":"Matt Wolach","startTime":53.61,"endTime":56.19,"body":"what they're doing is you can"},{"speaker":"Matt Wolach","startTime":53.61,"endTime":56.19,"body":"put in what you want it to do,"},{"speaker":"Matt Wolach","startTime":56.19,"endTime":59.58,"body":"and it'll send out mail it all"},{"speaker":"Matt Wolach","startTime":56.19,"endTime":59.58,"body":"out for you so that people feel"},{"speaker":"Matt Wolach","startTime":59.58,"endTime":63.15,"body":"like they're getting that"},{"speaker":"Matt Wolach","startTime":59.58,"endTime":63.15,"body":"amazing personal touch. And it's"},{"speaker":"Matt Wolach","startTime":63.15,"endTime":65.55,"body":"really differentiating people"},{"speaker":"Matt Wolach","startTime":63.15,"endTime":65.55,"body":"are using it are differentiating"},{"speaker":"Matt Wolach","startTime":65.55,"endTime":69.42,"body":"in a big way. He calls it"},{"speaker":"Matt Wolach","startTime":65.55,"endTime":69.42,"body":"moments of surprise and delight,"},{"speaker":"Matt Wolach","startTime":69.42,"endTime":71.76,"body":"which I love. And I think you're"},{"speaker":"Matt Wolach","startTime":69.42,"endTime":71.76,"body":"really going to like this, there"},{"speaker":"Matt Wolach","startTime":71.76,"endTime":74.49,"body":"are ways that you can"},{"speaker":"Matt Wolach","startTime":71.76,"endTime":74.49,"body":"differentiate in your marketing"},{"speaker":"Matt Wolach","startTime":74.52,"endTime":77.46,"body":"you may not have thought of yet"},{"speaker":"Matt Wolach","startTime":74.52,"endTime":77.46,"body":"and Adrienne's got some great"},{"speaker":"Matt Wolach","startTime":77.46,"endTime":79.98,"body":"ideas for you definitely check"},{"speaker":"Matt Wolach","startTime":77.46,"endTime":79.98,"body":"this out if you want to close"},{"speaker":"Matt Wolach","startTime":79.98,"endTime":80.52,"body":"more deals."},{"speaker":"Intro/ Outro","startTime":81.36,"endTime":84.6,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":81.36,"endTime":84.6,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":84.6,"endTime":87.72,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":84.6,"endTime":87.72,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":87.72,"endTime":91.68,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":87.72,"endTime":91.68,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":91.68,"endTime":96.57,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":91.68,"endTime":96.57,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":96.57,"endTime":97.11,"body":"Wallach."},{"speaker":"Arian Radmand","startTime":97.44,"endTime":99.12,"body":"I'm doing"},{"speaker":"Arian Radmand","startTime":97.44,"endTime":99.12,"body":"awesome. This is great. Thanks"},{"speaker":"Matt Wolach","startTime":97.44,"endTime":100.02,"body":"And welcome to"},{"speaker":"Matt Wolach","startTime":97.44,"endTime":100.02,"body":"Scale Your SaaS Thank you very"},{"speaker":"Matt Wolach","startTime":99.12,"endTime":99.9,"body":"so much for having me."},{"speaker":"Matt Wolach","startTime":100.02,"endTime":102.51,"body":"much for being here. Really glad"},{"speaker":"Matt Wolach","startTime":100.02,"endTime":102.51,"body":"you're here. Thanks for coming"},{"speaker":"Matt Wolach","startTime":102.51,"endTime":105.36,"body":"in. Listen, and we're here to"},{"speaker":"Matt Wolach","startTime":102.51,"endTime":105.36,"body":"help you scale your SaaS exactly"},{"speaker":"Matt Wolach","startTime":105.36,"endTime":107.76,"body":"what the show is called so that"},{"speaker":"Matt Wolach","startTime":105.36,"endTime":107.76,"body":"you can learn how to sell more."},{"speaker":"Matt Wolach","startTime":107.91,"endTime":110.4,"body":"You can learn how to close more"},{"speaker":"Matt Wolach","startTime":107.91,"endTime":110.4,"body":"deals, grow your company and all"},{"speaker":"Matt Wolach","startTime":110.4,"endTime":113.79,"body":"the fun things that come from"},{"speaker":"Matt Wolach","startTime":110.4,"endTime":113.79,"body":"that. And I am elated to have"},{"speaker":"Matt Wolach","startTime":113.79,"endTime":117.39,"body":"one of my own clients with us"},{"speaker":"Matt Wolach","startTime":113.79,"endTime":117.39,"body":"today. Arian Radmand. Arian,"},{"speaker":"Matt Wolach","startTime":117.39,"endTime":118.02,"body":"how're you doing?"},{"speaker":"Matt Wolach","startTime":122.13,"endTime":123.81,"body":"Absolutely. I"},{"speaker":"Matt Wolach","startTime":122.13,"endTime":123.81,"body":"really appreciate you being"},{"speaker":"Matt Wolach","startTime":123.81,"endTime":126.18,"body":"here. Let me make sure everybody"},{"speaker":"Matt Wolach","startTime":123.81,"endTime":126.18,"body":"knows who you are Ariane. So"},{"speaker":"Matt Wolach","startTime":126.18,"endTime":129.9,"body":"Arian is the CEO and president"},{"speaker":"Matt Wolach","startTime":126.18,"endTime":129.9,"body":"at IgnitePOST. And IgnitePOST is"},{"speaker":"Matt Wolach","startTime":129.9,"endTime":132.87,"body":"a service that helps brands"},{"speaker":"Matt Wolach","startTime":129.9,"endTime":132.87,"body":"create magic moments for their"},{"speaker":"Matt Wolach","startTime":132.87,"endTime":135.84,"body":"customers, their real pen and"},{"speaker":"Matt Wolach","startTime":132.87,"endTime":135.84,"body":"ink handwritten notes cut"},{"speaker":"Matt Wolach","startTime":135.84,"endTime":139.11,"body":"through the digital noise to"},{"speaker":"Matt Wolach","startTime":135.84,"endTime":139.11,"body":"surprise and delight customers"},{"speaker":"Matt Wolach","startTime":139.14,"endTime":142.68,"body":"exactly where they are in their"},{"speaker":"Matt Wolach","startTime":139.14,"endTime":142.68,"body":"shopping journeys. They do some"},{"speaker":"Matt Wolach","startTime":142.68,"endTime":145.47,"body":"incredible stuff. I can't wait"},{"speaker":"Matt Wolach","startTime":142.68,"endTime":145.47,"body":"for you to hear about it. He's"},{"speaker":"Matt Wolach","startTime":145.47,"endTime":149.46,"body":"also the former co-founder and"},{"speaker":"Matt Wolach","startTime":145.47,"endTime":149.46,"body":"CTO at coach up Aryan knows his"},{"speaker":"Matt Wolach","startTime":149.46,"endTime":152.04,"body":"stuff when it comes to growing a"},{"speaker":"Matt Wolach","startTime":149.46,"endTime":152.04,"body":"business. So Arian, I'm so glad"},{"speaker":"Matt Wolach","startTime":152.04,"endTime":153.51,"body":"to have you here. Thanks for"},{"speaker":"Matt Wolach","startTime":152.04,"endTime":153.51,"body":"coming on the show."},{"speaker":"Arian Radmand","startTime":153.9,"endTime":155.88,"body":"Oh, thank you."},{"speaker":"Arian Radmand","startTime":153.9,"endTime":155.88,"body":"I'm excited to dive into this."},{"speaker":"Arian Radmand","startTime":155.88,"endTime":158.13,"body":"I'm sure there's a lot of good"},{"speaker":"Arian Radmand","startTime":155.88,"endTime":158.13,"body":"stuff to get through."},{"speaker":"Matt Wolach","startTime":159.33,"endTime":161.7,"body":"Oh, for sure. For"},{"speaker":"Matt Wolach","startTime":159.33,"endTime":161.7,"body":"sure. So tell me what's been"},{"speaker":"Matt Wolach","startTime":161.7,"endTime":163.44,"body":"going on with you lately? And"},{"speaker":"Matt Wolach","startTime":161.7,"endTime":163.44,"body":"what's coming up?"},{"speaker":"Arian Radmand","startTime":164.4,"endTime":166.89,"body":"Oh, wow. So do"},{"speaker":"Arian Radmand","startTime":164.4,"endTime":166.89,"body":"you want to know on the personal"},{"speaker":"Arian Radmand","startTime":166.89,"endTime":169.29,"body":"side, professional side"},{"speaker":"Arian Radmand","startTime":166.89,"endTime":169.29,"body":"anywhere, it doesn't matter?"},{"speaker":"Matt Wolach","startTime":170.04,"endTime":171.87,"body":"Either, either."},{"speaker":"Matt Wolach","startTime":170.04,"endTime":171.87,"body":"Whatever you feel like."},{"speaker":"Arian Radmand","startTime":172.47,"endTime":174.93,"body":"Well, on on the"},{"speaker":"Arian Radmand","startTime":172.47,"endTime":174.93,"body":"personal side, super excited."},{"speaker":"Arian Radmand","startTime":174.93,"endTime":177.6,"body":"I'm getting married later on"},{"speaker":"Arian Radmand","startTime":174.93,"endTime":177.6,"body":"this year. So getting married in"},{"speaker":"Arian Radmand","startTime":177.6,"endTime":180.78,"body":"a couple of months here. So I'm"},{"speaker":"Arian Radmand","startTime":177.6,"endTime":180.78,"body":"in the throes of wedding"},{"speaker":"Arian Radmand","startTime":180.78,"endTime":184.14,"body":"planning. So you know how, how"},{"speaker":"Arian Radmand","startTime":180.78,"endTime":184.14,"body":"that is. So a little bit crazy."},{"speaker":"Matt Wolach","startTime":185.52,"endTime":187.05,"body":"If it's a couple of"},{"speaker":"Matt Wolach","startTime":185.52,"endTime":187.05,"body":"months away, it's definitely"},{"speaker":"Matt Wolach","startTime":187.05,"endTime":187.74,"body":"crazy time."},{"speaker":"Arian Radmand","startTime":188.22,"endTime":191.46,"body":"Yeah, I'm super"},{"speaker":"Arian Radmand","startTime":188.22,"endTime":191.46,"body":"excited. So I've got that going"},{"speaker":"Arian Radmand","startTime":191.46,"endTime":195.33,"body":"on. And then with the business"},{"speaker":"Arian Radmand","startTime":191.46,"endTime":195.33,"body":"with Ignite post Q4 is typically"},{"speaker":"Arian Radmand","startTime":195.33,"endTime":198.36,"body":"our busiest. So right now"},{"speaker":"Arian Radmand","startTime":195.33,"endTime":198.36,"body":"there's a lot of prep going on,"},{"speaker":"Arian Radmand","startTime":198.57,"endTime":202.86,"body":"in terms of getting ready for"},{"speaker":"Arian Radmand","startTime":198.57,"endTime":202.86,"body":"Q4. So you know, we've got Black"},{"speaker":"Arian Radmand","startTime":202.86,"endTime":205.17,"body":"Friday, Cyber Monday coming up."},{"speaker":"Arian Radmand","startTime":202.86,"endTime":205.17,"body":"So we've got some things in the"},{"speaker":"Arian Radmand","startTime":205.17,"endTime":207.84,"body":"work there some some prep going"},{"speaker":"Arian Radmand","startTime":205.17,"endTime":207.84,"body":"on there. And then obviously,"},{"speaker":"Arian Radmand","startTime":207.84,"endTime":210.75,"body":"around the holidays with, you"},{"speaker":"Arian Radmand","startTime":207.84,"endTime":210.75,"body":"know, Christmas cards and"},{"speaker":"Arian Radmand","startTime":210.75,"endTime":214.71,"body":"Thanksgiving and everything that"},{"speaker":"Arian Radmand","startTime":210.75,"endTime":214.71,"body":"gets super busy. So right now"},{"speaker":"Arian Radmand","startTime":214.71,"endTime":218.22,"body":"I'd say you know, kind of end of"},{"speaker":"Arian Radmand","startTime":214.71,"endTime":218.22,"body":"summer is a lot of prep work. So"},{"speaker":"Arian Radmand","startTime":218.22,"endTime":224.19,"body":"a lot of a lot of stuff going"},{"speaker":"Arian Radmand","startTime":218.22,"endTime":224.19,"body":"on. On in that realm, I'd say. I"},{"speaker":"Arian Radmand","startTime":224.19,"endTime":226.02,"body":"would imagine for sure. Yeah,"},{"speaker":"Arian Radmand","startTime":224.19,"endTime":226.02,"body":"definitely. Now that you"},{"speaker":"Arian Radmand","startTime":226.02,"endTime":228.63,"body":"mentioned, and I bet it's a huge"},{"speaker":"Arian Radmand","startTime":226.02,"endTime":228.63,"body":"time for you. I want to go back,"},{"speaker":"Arian Radmand","startTime":228.63,"endTime":231.72,"body":"though. So how did this whole"},{"speaker":"Arian Radmand","startTime":228.63,"endTime":231.72,"body":"idea for Ignite posts come"},{"speaker":"Arian Radmand","startTime":231.72,"endTime":236.25,"body":"about? Yeah, so the whole idea"},{"speaker":"Arian Radmand","startTime":231.72,"endTime":236.25,"body":"with Ignite post is really to"},{"speaker":"Arian Radmand","startTime":236.28,"endTime":239.01,"body":"help brands develop"},{"speaker":"Arian Radmand","startTime":236.28,"endTime":239.01,"body":"relationships with their"},{"speaker":"Arian Radmand","startTime":239.01,"endTime":243.57,"body":"customers at scale. And"},{"speaker":"Arian Radmand","startTime":239.01,"endTime":243.57,"body":"actually, the kind of concept"},{"speaker":"Arian Radmand","startTime":243.57,"endTime":247.08,"body":"came more moreso when I was at"},{"speaker":"Arian Radmand","startTime":243.57,"endTime":247.08,"body":"my previous business at"},{"speaker":"Arian Radmand","startTime":247.08,"endTime":249.81,"body":"Coachella, essentially what we"},{"speaker":"Arian Radmand","startTime":247.08,"endTime":249.81,"body":"were doing, we were connecting"},{"speaker":"Arian Radmand","startTime":249.81,"endTime":252.84,"body":"athletes and private coaches in"},{"speaker":"Arian Radmand","startTime":249.81,"endTime":252.84,"body":"about 30 different sports all"},{"speaker":"Arian Radmand","startTime":252.84,"endTime":255.96,"body":"across the nation. But from"},{"speaker":"Arian Radmand","startTime":252.84,"endTime":255.96,"body":"doing that, what I really what I"},{"speaker":"Arian Radmand","startTime":255.96,"endTime":259.98,"body":"realized is that the athlete and"},{"speaker":"Arian Radmand","startTime":255.96,"endTime":259.98,"body":"coach pairs that really"},{"speaker":"Arian Radmand","startTime":259.98,"endTime":262.92,"body":"performed the best and did the"},{"speaker":"Arian Radmand","startTime":259.98,"endTime":262.92,"body":"best, there was a reason and it"},{"speaker":"Arian Radmand","startTime":262.92,"endTime":265.41,"body":"was because they developed this"},{"speaker":"Arian Radmand","startTime":262.92,"endTime":265.41,"body":"really strong bond and this"},{"speaker":"Arian Radmand","startTime":265.41,"endTime":267.78,"body":"really strong relationship over"},{"speaker":"Arian Radmand","startTime":265.41,"endTime":267.78,"body":"the course of their training."},{"speaker":"Arian Radmand","startTime":268.23,"endTime":271.65,"body":"And so what I wanted to do is I"},{"speaker":"Arian Radmand","startTime":268.23,"endTime":271.65,"body":"kind of wanted to replicate that"},{"speaker":"Arian Radmand","startTime":271.8,"endTime":276.9,"body":"aspect of the relationship"},{"speaker":"Arian Radmand","startTime":271.8,"endTime":276.9,"body":"building, but give brands a way"},{"speaker":"Arian Radmand","startTime":276.9,"endTime":279.9,"body":"to do this at scale. And I"},{"speaker":"Arian Radmand","startTime":276.9,"endTime":279.9,"body":"really noticed that there were"},{"speaker":"Arian Radmand","startTime":279.93,"endTime":283.5,"body":"there were two major trends"},{"speaker":"Arian Radmand","startTime":279.93,"endTime":283.5,"body":"happening, which was the whole"},{"speaker":"Arian Radmand","startTime":283.5,"endTime":286.41,"body":"idea of why I thought it was so"},{"speaker":"Arian Radmand","startTime":283.5,"endTime":286.41,"body":"important. And the two major"},{"speaker":"Arian Radmand","startTime":286.41,"endTime":291.0,"body":"trends were number one digital"},{"speaker":"Arian Radmand","startTime":286.41,"endTime":291.0,"body":"saturation. Right now everybody"},{"speaker":"Arian Radmand","startTime":291.0,"endTime":294.09,"body":"is crushed in the sea of what I"},{"speaker":"Arian Radmand","startTime":291.0,"endTime":294.09,"body":"like to call digital noise."},{"speaker":"Arian Radmand","startTime":294.36,"endTime":297.54,"body":"Whether that is you know, an"},{"speaker":"Arian Radmand","startTime":294.36,"endTime":297.54,"body":"email inbox that just is"},{"speaker":"Arian Radmand","startTime":297.54,"endTime":300.0,"body":"exploding on a daily basis"},{"speaker":"Arian Radmand","startTime":297.54,"endTime":300.0,"body":"whether"},{"speaker":"Arian Radmand","startTime":300.0,"endTime":303.78,"body":"It's you know, digital ads that"},{"speaker":"Arian Radmand","startTime":300.0,"endTime":303.78,"body":"get pushed our way on literally"},{"speaker":"Arian Radmand","startTime":303.78,"endTime":307.44,"body":"every device and screen that we"},{"speaker":"Arian Radmand","startTime":303.78,"endTime":307.44,"body":"own SMS messages, you know, you"},{"speaker":"Arian Radmand","startTime":307.44,"endTime":310.47,"body":"name it notifications, and I"},{"speaker":"Arian Radmand","startTime":307.44,"endTime":310.47,"body":"didn't see that trend is"},{"speaker":"Arian Radmand","startTime":311.43,"endTime":313.62,"body":"declining, if anything, it was"},{"speaker":"Arian Radmand","startTime":311.43,"endTime":313.62,"body":"going to get worse, right,"},{"speaker":"Arian Radmand","startTime":313.62,"endTime":315.96,"body":"there's going to be more of all"},{"speaker":"Arian Radmand","startTime":313.62,"endTime":315.96,"body":"of those things. So that was"},{"speaker":"Arian Radmand","startTime":315.96,"endTime":319.44,"body":"number one. And then the second"},{"speaker":"Arian Radmand","startTime":315.96,"endTime":319.44,"body":"thing I saw is that brands were"},{"speaker":"Arian Radmand","startTime":319.44,"endTime":323.82,"body":"actually losing the ability and"},{"speaker":"Arian Radmand","startTime":319.44,"endTime":323.82,"body":"the credibility to connect with"},{"speaker":"Arian Radmand","startTime":323.82,"endTime":326.37,"body":"their customers in a way that"},{"speaker":"Arian Radmand","startTime":323.82,"endTime":326.37,"body":"they can get their message"},{"speaker":"Arian Radmand","startTime":326.37,"endTime":329.85,"body":"across that their customer would"},{"speaker":"Arian Radmand","startTime":326.37,"endTime":329.85,"body":"actually believe and trust them,"},{"speaker":"Arian Radmand","startTime":329.88,"endTime":332.73,"body":"right? The first thing that you"},{"speaker":"Arian Radmand","startTime":329.88,"endTime":332.73,"body":"do, if you hear of any new"},{"speaker":"Arian Radmand","startTime":332.73,"endTime":335.34,"body":"brand, or any new product or"},{"speaker":"Arian Radmand","startTime":332.73,"endTime":335.34,"body":"anything that you're thinking of"},{"speaker":"Arian Radmand","startTime":335.34,"endTime":337.95,"body":"using, what do you do, you go"},{"speaker":"Arian Radmand","startTime":335.34,"endTime":337.95,"body":"and you read reviews, or you see"},{"speaker":"Arian Radmand","startTime":337.95,"endTime":340.83,"body":"what everybody else is saying,"},{"speaker":"Arian Radmand","startTime":337.95,"endTime":340.83,"body":"but not what the actual flip"},{"speaker":"Arian Radmand","startTime":340.83,"endTime":344.97,"body":"brand is saying. So that means"},{"speaker":"Arian Radmand","startTime":340.83,"endTime":344.97,"body":"that the two big major problems"},{"speaker":"Arian Radmand","startTime":344.97,"endTime":348.21,"body":"out there were one, being able"},{"speaker":"Arian Radmand","startTime":344.97,"endTime":348.21,"body":"to actually reach your customer"},{"speaker":"Arian Radmand","startTime":348.21,"endTime":350.4,"body":"and cutting through the noise."},{"speaker":"Arian Radmand","startTime":348.21,"endTime":350.4,"body":"And then when you actually reach"},{"speaker":"Arian Radmand","startTime":350.4,"endTime":350.76,"body":"them,"},{"speaker":"Arian Radmand","startTime":352.08,"endTime":354.18,"body":"having touchpoints that will"},{"speaker":"Arian Radmand","startTime":352.08,"endTime":354.18,"body":"actually develop the"},{"speaker":"Arian Radmand","startTime":354.18,"endTime":357.0,"body":"relationships so that they trust"},{"speaker":"Arian Radmand","startTime":354.18,"endTime":357.0,"body":"what you're saying, so that when"},{"speaker":"Arian Radmand","startTime":357.0,"endTime":360.0,"body":"they decide to come back and"},{"speaker":"Arian Radmand","startTime":357.0,"endTime":360.0,"body":"purchase, again, they purchase"},{"speaker":"Arian Radmand","startTime":360.0,"endTime":362.97,"body":"from you, and they don't just go"},{"speaker":"Arian Radmand","startTime":360.0,"endTime":362.97,"body":"somewhere else. So you know, I"},{"speaker":"Arian Radmand","startTime":362.97,"endTime":366.45,"body":"guess that's a long winded way"},{"speaker":"Arian Radmand","startTime":362.97,"endTime":366.45,"body":"of of kind of the journey of how"},{"speaker":"Arian Radmand","startTime":366.45,"endTime":369.0,"body":"I got to where we are. And so"},{"speaker":"Arian Radmand","startTime":366.45,"endTime":369.0,"body":"with Ignite post, that's"},{"speaker":"Arian Radmand","startTime":369.0,"endTime":372.45,"body":"essentially what we aim to do."},{"speaker":"Arian Radmand","startTime":369.0,"endTime":372.45,"body":"We aim to help brands develop a"},{"speaker":"Arian Radmand","startTime":372.45,"endTime":375.6,"body":"relationship, a deeper"},{"speaker":"Arian Radmand","startTime":372.45,"endTime":375.6,"body":"relationship. And the way the"},{"speaker":"Arian Radmand","startTime":375.6,"endTime":378.93,"body":"product works is really aimed at"},{"speaker":"Arian Radmand","startTime":375.6,"endTime":378.93,"body":"solving those two major"},{"speaker":"Arian Radmand","startTime":378.93,"endTime":382.41,"body":"problems, those two major trends"},{"speaker":"Arian Radmand","startTime":378.93,"endTime":382.41,"body":"that we saw. So that's what we"},{"speaker":"Arian Radmand","startTime":382.41,"endTime":386.91,"body":"built. And the way that we went"},{"speaker":"Arian Radmand","startTime":382.41,"endTime":386.91,"body":"about it is we've done we are"},{"speaker":"Arian Radmand","startTime":386.97,"endTime":390.81,"body":"our platform is part hardware"},{"speaker":"Arian Radmand","startTime":386.97,"endTime":390.81,"body":"and part software. So the"},{"speaker":"Arian Radmand","startTime":390.81,"endTime":394.62,"body":"software is designed to"},{"speaker":"Arian Radmand","startTime":390.81,"endTime":394.62,"body":"integrate into marketing"},{"speaker":"Arian Radmand","startTime":394.62,"endTime":399.21,"body":"automation platforms, e commerce"},{"speaker":"Arian Radmand","startTime":394.62,"endTime":399.21,"body":"platforms to meet our customers"},{"speaker":"Arian Radmand","startTime":399.21,"endTime":402.51,"body":"exactly where they are. So they"},{"speaker":"Arian Radmand","startTime":399.21,"endTime":402.51,"body":"don't have to go learn a whole"},{"speaker":"Arian Radmand","startTime":402.51,"endTime":406.32,"body":"new tool. So it's really"},{"speaker":"Arian Radmand","startTime":402.51,"endTime":406.32,"body":"designed to integrate into the"},{"speaker":"Arian Radmand","startTime":406.32,"endTime":409.65,"body":"platforms that they already use."},{"speaker":"Arian Radmand","startTime":406.32,"endTime":409.65,"body":"And then on the other side, our"},{"speaker":"Arian Radmand","startTime":409.65,"endTime":413.67,"body":"hardware, so we have a fleet of"},{"speaker":"Arian Radmand","startTime":409.65,"endTime":413.67,"body":"robots that will hold real big"},{"speaker":"Arian Radmand","startTime":413.85,"endTime":417.12,"body":"ballpoint pens and will write"},{"speaker":"Arian Radmand","startTime":413.85,"endTime":417.12,"body":"out real handwritten notes and"},{"speaker":"Arian Radmand","startTime":417.12,"endTime":420.39,"body":"an actual handwriting style. And"},{"speaker":"Arian Radmand","startTime":417.12,"endTime":420.39,"body":"the combination of the two"},{"speaker":"Arian Radmand","startTime":420.66,"endTime":425.79,"body":"allows any brand to create a"},{"speaker":"Arian Radmand","startTime":420.66,"endTime":425.79,"body":"very perfectly timed and crafted"},{"speaker":"Arian Radmand","startTime":425.82,"endTime":430.17,"body":"moment that really drives users"},{"speaker":"Arian Radmand","startTime":425.82,"endTime":430.17,"body":"to action. And so that was the"},{"speaker":"Arian Radmand","startTime":430.17,"endTime":432.99,"body":"whole, the whole idea was kind"},{"speaker":"Arian Radmand","startTime":430.17,"endTime":432.99,"body":"of putting those two together."},{"speaker":"Arian Radmand","startTime":433.14,"endTime":434.94,"body":"And that's really where the"},{"speaker":"Arian Radmand","startTime":433.14,"endTime":434.94,"body":"power comes from."},{"speaker":"Matt Wolach","startTime":436.32,"endTime":438.84,"body":"I love it. It's so"},{"speaker":"Matt Wolach","startTime":436.32,"endTime":438.84,"body":"wild for me to think of these"},{"speaker":"Matt Wolach","startTime":438.84,"endTime":442.5,"body":"robots writing out letters. And"},{"speaker":"Matt Wolach","startTime":438.84,"endTime":442.5,"body":"the fact that it's with a real"},{"speaker":"Matt Wolach","startTime":442.5,"endTime":445.77,"body":"pen means it's not perfect,"},{"speaker":"Matt Wolach","startTime":442.5,"endTime":445.77,"body":"because I think we've all seen"},{"speaker":"Matt Wolach","startTime":445.77,"endTime":449.4,"body":"it where we order these cards,"},{"speaker":"Matt Wolach","startTime":445.77,"endTime":449.4,"body":"and we get it in a certain font"},{"speaker":"Matt Wolach","startTime":449.4,"endTime":451.98,"body":"that looks like handwriting, but"},{"speaker":"Matt Wolach","startTime":449.4,"endTime":451.98,"body":"it's printed out perfect. And"},{"speaker":"Matt Wolach","startTime":451.98,"endTime":456.0,"body":"there's no mistakes and there's"},{"speaker":"Matt Wolach","startTime":451.98,"endTime":456.0,"body":"nothing. And so, you know, it's"},{"speaker":"Matt Wolach","startTime":456.0,"endTime":459.84,"body":"not really handwritten, but"},{"speaker":"Matt Wolach","startTime":456.0,"endTime":459.84,"body":"these look legitimately"},{"speaker":"Matt Wolach","startTime":459.84,"endTime":463.35,"body":"handwritten. So you're, you're"},{"speaker":"Matt Wolach","startTime":459.84,"endTime":463.35,"body":"literally personalizing at"},{"speaker":"Matt Wolach","startTime":463.35,"endTime":466.26,"body":"scale, right? Oh, wow, look at"},{"speaker":"Matt Wolach","startTime":463.35,"endTime":466.26,"body":"that. For those of you who are"},{"speaker":"Matt Wolach","startTime":466.26,"endTime":468.42,"body":"seeing the video, you can see"},{"speaker":"Matt Wolach","startTime":466.26,"endTime":468.42,"body":"them all right there. It looks"},{"speaker":"Matt Wolach","startTime":468.42,"endTime":471.99,"body":"like a real handwritten letter."},{"speaker":"Matt Wolach","startTime":468.42,"endTime":471.99,"body":"You're personalizing at scale."},{"speaker":"Matt Wolach","startTime":471.99,"endTime":476.28,"body":"And I think that's a big thing."},{"speaker":"Matt Wolach","startTime":471.99,"endTime":476.28,"body":"You're, you're you're impacting."},{"speaker":"Matt Wolach","startTime":476.28,"endTime":478.08,"body":"Yeah, look at that. That's"},{"speaker":"Matt Wolach","startTime":476.28,"endTime":478.08,"body":"insane. That's amazing. I love"},{"speaker":"Matt Wolach","startTime":478.08,"endTime":480.48,"body":"that you brought some visual"},{"speaker":"Matt Wolach","startTime":478.08,"endTime":480.48,"body":"aids, that's perfect. Yeah, if"},{"speaker":"Matt Wolach","startTime":480.48,"endTime":483.69,"body":"you're listening on the podcast"},{"speaker":"Matt Wolach","startTime":480.48,"endTime":483.69,"body":"right now, go look at this on"},{"speaker":"Matt Wolach","startTime":483.69,"endTime":486.27,"body":"YouTube, and you'll see it"},{"speaker":"Matt Wolach","startTime":483.69,"endTime":486.27,"body":"there. And he's got the the"},{"speaker":"Matt Wolach","startTime":486.3,"endTime":489.57,"body":"writing there on the card. It's"},{"speaker":"Matt Wolach","startTime":486.3,"endTime":489.57,"body":"really cool. I mean,"},{"speaker":"Matt Wolach","startTime":489.57,"endTime":493.5,"body":"personalization, it's a great"},{"speaker":"Matt Wolach","startTime":489.57,"endTime":493.5,"body":"way to, like you said, get"},{"speaker":"Matt Wolach","startTime":493.5,"endTime":497.97,"body":"buyers to kind of believe in you"},{"speaker":"Matt Wolach","startTime":493.5,"endTime":497.97,"body":"and trust you. And it shows that"},{"speaker":"Matt Wolach","startTime":497.97,"endTime":502.53,"body":"you care about them. It's not"},{"speaker":"Matt Wolach","startTime":497.97,"endTime":502.53,"body":"just some mass blast thing. And"},{"speaker":"Matt Wolach","startTime":502.53,"endTime":505.14,"body":"I think that that's really"},{"speaker":"Matt Wolach","startTime":502.53,"endTime":505.14,"body":"special. I'm sure that people"},{"speaker":"Matt Wolach","startTime":505.14,"endTime":507.69,"body":"using ignite posts are seeing"},{"speaker":"Matt Wolach","startTime":505.14,"endTime":507.69,"body":"benefits of that, right?"},{"speaker":"Matt Wolach","startTime":508.47,"endTime":511.47,"body":"Absolutely. Absolutely. Yeah."},{"speaker":"Matt Wolach","startTime":508.47,"endTime":511.47,"body":"And it's interesting, too. So"},{"speaker":"Matt Wolach","startTime":511.5,"endTime":514.14,"body":"when you say personalization,"},{"speaker":"Matt Wolach","startTime":511.5,"endTime":514.14,"body":"there's so many different"},{"speaker":"Matt Wolach","startTime":514.14,"endTime":516.66,"body":"layers, like an onion, you can"},{"speaker":"Matt Wolach","startTime":514.14,"endTime":516.66,"body":"pull back the different layers"},{"speaker":"Matt Wolach","startTime":516.66,"endTime":517.77,"body":"of personalization."},{"speaker":"Arian Radmand","startTime":518.82,"endTime":521.07,"body":"And to your point"},{"speaker":"Arian Radmand","startTime":518.82,"endTime":521.07,"body":"to Yeah, we actually, when we"},{"speaker":"Arian Radmand","startTime":521.07,"endTime":523.71,"body":"talk with customers, we actually"},{"speaker":"Arian Radmand","startTime":521.07,"endTime":523.71,"body":"don't even call our solution"},{"speaker":"Arian Radmand","startTime":523.71,"endTime":526.68,"body":"direct mail, because it is so"},{"speaker":"Arian Radmand","startTime":523.71,"endTime":526.68,"body":"different. And a lot of times,"},{"speaker":"Arian Radmand","startTime":526.71,"endTime":530.16,"body":"if you say, Oh, we're a direct"},{"speaker":"Arian Radmand","startTime":526.71,"endTime":530.16,"body":"mail service, people do think of"},{"speaker":"Arian Radmand","startTime":530.16,"endTime":533.94,"body":"that kind of mass marketing,"},{"speaker":"Arian Radmand","startTime":530.16,"endTime":533.94,"body":"mass mail. And they do a lot of"},{"speaker":"Arian Radmand","startTime":533.94,"endTime":536.37,"body":"what you mentioned, right?"},{"speaker":"Arian Radmand","startTime":533.94,"endTime":536.37,"body":"Having these fonts that kind of"},{"speaker":"Arian Radmand","startTime":536.37,"endTime":539.13,"body":"look handwritten, but you can"},{"speaker":"Arian Radmand","startTime":536.37,"endTime":539.13,"body":"really tell this just came out"},{"speaker":"Arian Radmand","startTime":539.13,"endTime":541.47,"body":"of a printer, you're not fooling"},{"speaker":"Arian Radmand","startTime":539.13,"endTime":541.47,"body":"anybody, if anything, you're"},{"speaker":"Arian Radmand","startTime":541.47,"endTime":542.55,"body":"insulting me. So."},{"speaker":"Arian Radmand","startTime":543.57,"endTime":547.05,"body":"So, you know, we purposely don't"},{"speaker":"Arian Radmand","startTime":543.57,"endTime":547.05,"body":"even call this solution direct"},{"speaker":"Arian Radmand","startTime":547.05,"endTime":550.2,"body":"mail just because it's so"},{"speaker":"Arian Radmand","startTime":547.05,"endTime":550.2,"body":"differentiated. And then the"},{"speaker":"Arian Radmand","startTime":550.2,"endTime":553.41,"body":"results are different as well."},{"speaker":"Arian Radmand","startTime":550.2,"endTime":553.41,"body":"So you know, when we compare"},{"speaker":"Arian Radmand","startTime":553.41,"endTime":556.29,"body":"ourselves to, you know, if we"},{"speaker":"Arian Radmand","startTime":553.41,"endTime":556.29,"body":"work with a company that has"},{"speaker":"Arian Radmand","startTime":556.29,"endTime":560.19,"body":"done direct mail, before in the"},{"speaker":"Arian Radmand","startTime":556.29,"endTime":560.19,"body":"past, our barometer, so we"},{"speaker":"Arian Radmand","startTime":560.19,"endTime":564.93,"body":"typically perform about 10 times"},{"speaker":"Arian Radmand","startTime":560.19,"endTime":564.93,"body":"better than direct mail. So just"},{"speaker":"Arian Radmand","startTime":564.93,"endTime":570.0,"body":"to kind of give you an idea of"},{"speaker":"Arian Radmand","startTime":564.93,"endTime":570.0,"body":"where where we fall. So those"},{"speaker":"Arian Radmand","startTime":570.0,"endTime":572.82,"body":"are just some some kind of quick"},{"speaker":"Arian Radmand","startTime":570.0,"endTime":572.82,"body":"stats. But yeah, I'm happy to"},{"speaker":"Arian Radmand","startTime":572.82,"endTime":573.42,"body":"dive in more."},{"speaker":"Matt Wolach","startTime":574.47,"endTime":576.69,"body":"I love that. I"},{"speaker":"Matt Wolach","startTime":574.47,"endTime":576.69,"body":"mean, 10 times better. I think"},{"speaker":"Matt Wolach","startTime":576.69,"endTime":579.51,"body":"that that's echoed if you were"},{"speaker":"Matt Wolach","startTime":576.69,"endTime":579.51,"body":"to look at say you're doing an"},{"speaker":"Matt Wolach","startTime":579.51,"endTime":582.69,"body":"email campaign, right? If you"},{"speaker":"Matt Wolach","startTime":579.51,"endTime":582.69,"body":"were just to do a mass blast,"},{"speaker":"Matt Wolach","startTime":582.72,"endTime":586.11,"body":"email campaign and spray and"},{"speaker":"Matt Wolach","startTime":582.72,"endTime":586.11,"body":"pray and hope you're probably"},{"speaker":"Matt Wolach","startTime":586.11,"endTime":590.61,"body":"going to have results that are"},{"speaker":"Matt Wolach","startTime":586.11,"endTime":590.61,"body":"1/10 as strong as if you"},{"speaker":"Matt Wolach","startTime":590.61,"endTime":592.38,"body":"actually went and looked at"},{"speaker":"Matt Wolach","startTime":590.61,"endTime":592.38,"body":"somebody did some"},{"speaker":"Matt Wolach","startTime":592.38,"endTime":595.5,"body":"personalization showed them that"},{"speaker":"Matt Wolach","startTime":592.38,"endTime":595.5,"body":"you care about them and really"},{"speaker":"Matt Wolach","startTime":595.5,"endTime":599.67,"body":"aimed at one person that is much"},{"speaker":"Matt Wolach","startTime":595.5,"endTime":599.67,"body":"stronger. Same thing here this"},{"speaker":"Matt Wolach","startTime":599.67,"endTime":599.97,"body":"field"},{"speaker":"Arian Radmand","startTime":600.0,"endTime":603.21,"body":"was very personal"},{"speaker":"Arian Radmand","startTime":600.0,"endTime":603.21,"body":"people get it, they see, hey,"},{"speaker":"Arian Radmand","startTime":603.21,"endTime":606.09,"body":"this this, this person cares"},{"speaker":"Arian Radmand","startTime":603.21,"endTime":606.09,"body":"about me I didn't even realize"},{"speaker":"Arian Radmand","startTime":606.09,"endTime":609.72,"body":"it. I'm not just one of several"},{"speaker":"Arian Radmand","startTime":606.09,"endTime":609.72,"body":"1000. And I think that's exactly"},{"speaker":"Arian Radmand","startTime":609.72,"endTime":613.5,"body":"pretty big. And it's, it's a way"},{"speaker":"Arian Radmand","startTime":609.72,"endTime":613.5,"body":"to differentiate, right? Totally"},{"speaker":"Arian Radmand","startTime":613.5,"endTime":615.99,"body":"weighted to differentiate. And,"},{"speaker":"Arian Radmand","startTime":613.5,"endTime":615.99,"body":"you know, keep in mind when we"},{"speaker":"Arian Radmand","startTime":615.99,"endTime":619.05,"body":"talk about personalization."},{"speaker":"Arian Radmand","startTime":615.99,"endTime":619.05,"body":"Nowadays, everybody views"},{"speaker":"Arian Radmand","startTime":619.05,"endTime":622.35,"body":"themselves as a VIP, right?"},{"speaker":"Arian Radmand","startTime":619.05,"endTime":622.35,"body":"Everyone wants to be treated"},{"speaker":"Arian Radmand","startTime":622.38,"endTime":624.75,"body":"like a VIP, everyone thinks"},{"speaker":"Arian Radmand","startTime":622.38,"endTime":624.75,"body":"they're, you know, that they're"},{"speaker":"Arian Radmand","startTime":624.75,"endTime":628.92,"body":"special, and they deserve to be"},{"speaker":"Arian Radmand","startTime":624.75,"endTime":628.92,"body":"treated as such. And so a lot of"},{"speaker":"Arian Radmand","startTime":628.92,"endTime":631.98,"body":"the things we do when we work"},{"speaker":"Arian Radmand","startTime":628.92,"endTime":631.98,"body":"with brands is figuring out how"},{"speaker":"Arian Radmand","startTime":631.98,"endTime":635.49,"body":"do we inject those points within"},{"speaker":"Arian Radmand","startTime":631.98,"endTime":635.49,"body":"the customer journey, to give"},{"speaker":"Arian Radmand","startTime":635.49,"endTime":638.61,"body":"people that feeling, right,"},{"speaker":"Arian Radmand","startTime":635.49,"endTime":638.61,"body":"there's a very easy way to make"},{"speaker":"Arian Radmand","startTime":638.61,"endTime":641.49,"body":"somebody to stand out from the"},{"speaker":"Arian Radmand","startTime":638.61,"endTime":641.49,"body":"rest of the brands, because"},{"speaker":"Arian Radmand","startTime":641.49,"endTime":645.81,"body":"nobody's doing it. And to make"},{"speaker":"Arian Radmand","startTime":641.49,"endTime":645.81,"body":"your customers feel like a VIP,"},{"speaker":"Arian Radmand","startTime":646.02,"endTime":649.08,"body":"that leaves a lasting impression"},{"speaker":"Arian Radmand","startTime":646.02,"endTime":649.08,"body":"so that you can turn you know, a"},{"speaker":"Arian Radmand","startTime":649.08,"endTime":652.89,"body":"first time customer into a"},{"speaker":"Arian Radmand","startTime":649.08,"endTime":652.89,"body":"raving fan that comes back again"},{"speaker":"Arian Radmand","startTime":652.89,"endTime":656.4,"body":"and again, and even refers you"},{"speaker":"Arian Radmand","startTime":652.89,"endTime":656.4,"body":"right? So, you know, a lot of"},{"speaker":"Arian Radmand","startTime":656.4,"endTime":660.75,"body":"the work that we do with brands"},{"speaker":"Arian Radmand","startTime":656.4,"endTime":660.75,"body":"is really examining the customer"},{"speaker":"Arian Radmand","startTime":660.75,"endTime":664.14,"body":"journey, and figuring out where"},{"speaker":"Arian Radmand","startTime":660.75,"endTime":664.14,"body":"are these points that we can"},{"speaker":"Arian Radmand","startTime":664.14,"endTime":666.93,"body":"inject some of these these"},{"speaker":"Arian Radmand","startTime":664.14,"endTime":666.93,"body":"personalization. But really, how"},{"speaker":"Arian Radmand","startTime":666.93,"endTime":668.01,"body":"do we inject some"},{"speaker":"Arian Radmand","startTime":669.18,"endTime":672.72,"body":"some points that really hit home"},{"speaker":"Arian Radmand","startTime":669.18,"endTime":672.72,"body":"with people. And the way we"},{"speaker":"Arian Radmand","startTime":672.72,"endTime":677.1,"body":"actually do that, as is actually"},{"speaker":"Arian Radmand","startTime":672.72,"endTime":677.1,"body":"using a lot of human psychology"},{"speaker":"Arian Radmand","startTime":677.13,"endTime":679.44,"body":"and some like putting a little"},{"speaker":"Arian Radmand","startTime":677.13,"endTime":679.44,"body":"bit of science behind it as"},{"speaker":"Arian Radmand","startTime":679.44,"endTime":682.11,"body":"well. So there's a few"},{"speaker":"Arian Radmand","startTime":679.44,"endTime":682.11,"body":"principles that we like to"},{"speaker":"Arian Radmand","startTime":682.11,"endTime":684.93,"body":"follow when we're examining the"},{"speaker":"Arian Radmand","startTime":682.11,"endTime":684.93,"body":"customer journey and giving our"},{"speaker":"Arian Radmand","startTime":684.93,"endTime":687.66,"body":"advice as to where we should,"},{"speaker":"Arian Radmand","startTime":684.93,"endTime":687.66,"body":"you know, put these touch points"},{"speaker":"Arian Radmand","startTime":687.66,"endTime":691.77,"body":"in. So one of the things along"},{"speaker":"Arian Radmand","startTime":687.66,"endTime":691.77,"body":"the sides of personalization"},{"speaker":"Arian Radmand","startTime":691.77,"endTime":695.46,"body":"that you you kind of asked about"},{"speaker":"Arian Radmand","startTime":691.77,"endTime":695.46,"body":"is, when you say there's"},{"speaker":"Arian Radmand","startTime":695.46,"endTime":698.19,"body":"actually a lot of data out there"},{"speaker":"Arian Radmand","startTime":695.46,"endTime":698.19,"body":"that shows that as a brand, if"},{"speaker":"Arian Radmand","startTime":698.19,"endTime":702.39,"body":"you can connect your customer"},{"speaker":"Arian Radmand","startTime":698.19,"endTime":702.39,"body":"with the artisan behind your"},{"speaker":"Arian Radmand","startTime":702.39,"endTime":706.53,"body":"service or your product, that it"},{"speaker":"Arian Radmand","startTime":702.39,"endTime":706.53,"body":"creates that kind of emotional"},{"speaker":"Arian Radmand","startTime":706.53,"endTime":710.76,"body":"connection and bond that gets"},{"speaker":"Arian Radmand","startTime":706.53,"endTime":710.76,"body":"people to come back again and"},{"speaker":"Arian Radmand","startTime":710.76,"endTime":713.85,"body":"again, right. And this is this"},{"speaker":"Arian Radmand","startTime":710.76,"endTime":713.85,"body":"is kind of how humans have"},{"speaker":"Arian Radmand","startTime":713.85,"endTime":717.45,"body":"evolved over time, right? In the"},{"speaker":"Arian Radmand","startTime":713.85,"endTime":717.45,"body":"past, what happened is, if you"},{"speaker":"Arian Radmand","startTime":717.45,"endTime":720.87,"body":"wanted to go and buy, you know,"},{"speaker":"Arian Radmand","startTime":717.45,"endTime":720.87,"body":"a chair table, you actually went"},{"speaker":"Arian Radmand","startTime":720.99,"endTime":724.2,"body":"and talked to the artisan and"},{"speaker":"Arian Radmand","startTime":720.99,"endTime":724.2,"body":"said, I want to I want to buy a"},{"speaker":"Arian Radmand","startTime":724.2,"endTime":727.74,"body":"chair table, and you actually"},{"speaker":"Arian Radmand","startTime":724.2,"endTime":727.74,"body":"talk to the person that made the"},{"speaker":"Arian Radmand","startTime":727.74,"endTime":731.25,"body":"thing that you're going to buy."},{"speaker":"Arian Radmand","startTime":727.74,"endTime":731.25,"body":"Now fast forward in the age of"},{"speaker":"Arian Radmand","startTime":731.25,"endTime":734.16,"body":"you know, Amazon, you can go and"},{"speaker":"Arian Radmand","startTime":731.25,"endTime":734.16,"body":"buy, you know, a blender or"},{"speaker":"Arian Radmand","startTime":734.16,"endTime":738.24,"body":"anything, I never even interact"},{"speaker":"Arian Radmand","startTime":734.16,"endTime":738.24,"body":"with a human being right you go,"},{"speaker":"Arian Radmand","startTime":738.24,"endTime":740.61,"body":"you can search, you can buy"},{"speaker":"Arian Radmand","startTime":738.24,"endTime":740.61,"body":"something, and it will get"},{"speaker":"Arian Radmand","startTime":740.61,"endTime":746.04,"body":"delivered. And you have no idea"},{"speaker":"Arian Radmand","startTime":740.61,"endTime":746.04,"body":"of the effort or who went into"},{"speaker":"Arian Radmand","startTime":746.04,"endTime":749.61,"body":"actually making that product. So"},{"speaker":"Arian Radmand","startTime":746.04,"endTime":749.61,"body":"one of the things that we do,"},{"speaker":"Arian Radmand","startTime":749.61,"endTime":752.7,"body":"one of the most effective things"},{"speaker":"Arian Radmand","startTime":749.61,"endTime":752.7,"body":"that we do with brands is figure"},{"speaker":"Arian Radmand","startTime":752.7,"endTime":755.28,"body":"out points along the customer"},{"speaker":"Arian Radmand","startTime":752.7,"endTime":755.28,"body":"journey where we can actually"},{"speaker":"Arian Radmand","startTime":755.28,"endTime":759.54,"body":"connect them with the people"},{"speaker":"Arian Radmand","startTime":755.28,"endTime":759.54,"body":"behind the company that actually"},{"speaker":"Arian Radmand","startTime":759.54,"endTime":764.01,"body":"are performing the service or"},{"speaker":"Arian Radmand","startTime":759.54,"endTime":764.01,"body":"making the product. And what we"},{"speaker":"Arian Radmand","startTime":764.01,"endTime":767.58,"body":"found is that that humanizes the"},{"speaker":"Arian Radmand","startTime":764.01,"endTime":767.58,"body":"brand a little bit more. And as"},{"speaker":"Arian Radmand","startTime":767.58,"endTime":771.78,"body":"people we want to buy from other"},{"speaker":"Arian Radmand","startTime":767.58,"endTime":771.78,"body":"people, right. And so if you can"},{"speaker":"Arian Radmand","startTime":771.78,"endTime":774.57,"body":"do that, and this is a very"},{"speaker":"Arian Radmand","startTime":771.78,"endTime":774.57,"body":"simple, easy way to do this at"},{"speaker":"Arian Radmand","startTime":774.57,"endTime":778.59,"body":"scale is to simply have a note"},{"speaker":"Arian Radmand","startTime":774.57,"endTime":778.59,"body":"come from whoever the artisan"},{"speaker":"Arian Radmand","startTime":778.59,"endTime":783.3,"body":"was at the brand that was went"},{"speaker":"Arian Radmand","startTime":778.59,"endTime":783.3,"body":"into actually making the product"},{"speaker":"Arian Radmand","startTime":783.3,"endTime":786.42,"body":"or packing the product or"},{"speaker":"Arian Radmand","startTime":783.3,"endTime":786.42,"body":"whatever you want. It's a very"},{"speaker":"Arian Radmand","startTime":786.42,"endTime":790.38,"body":"simple, easy way to scale"},{"speaker":"Arian Radmand","startTime":786.42,"endTime":790.38,"body":"connect your brand, humanize the"},{"speaker":"Arian Radmand","startTime":790.38,"endTime":793.83,"body":"brand, with the with your"},{"speaker":"Arian Radmand","startTime":790.38,"endTime":793.83,"body":"customer. And then the customer"},{"speaker":"Arian Radmand","startTime":793.86,"endTime":796.59,"body":"becomes a customer for life"},{"speaker":"Arian Radmand","startTime":793.86,"endTime":796.59,"body":"because they feel they feel that"},{"speaker":"Arian Radmand","startTime":796.59,"endTime":800.22,"body":"bond. They feel that connection."},{"speaker":"Arian Radmand","startTime":796.59,"endTime":800.22,"body":"So but to your point, it all"},{"speaker":"Arian Radmand","startTime":800.22,"endTime":803.28,"body":"starts with this this idea of"},{"speaker":"Arian Radmand","startTime":800.22,"endTime":803.28,"body":"personalization and how do we go"},{"speaker":"Arian Radmand","startTime":803.28,"endTime":807.15,"body":"deep? And how do we really give"},{"speaker":"Arian Radmand","startTime":803.28,"endTime":807.15,"body":"someone that unique VIP"},{"speaker":"Arian Radmand","startTime":807.15,"endTime":808.44,"body":"personalized experience."},{"speaker":"Intro/ Outro","startTime":809.61,"endTime":810.66,"body":"We'll be right"},{"speaker":"Intro/ Outro","startTime":809.61,"endTime":810.66,"body":"back."},{"speaker":"Unknown","startTime":812.4,"endTime":814.65,"body":"Scale Your SaaS is"},{"speaker":"Unknown","startTime":812.4,"endTime":814.65,"body":"supported by Torowave."},{"speaker":"Matt Wolach","startTime":817.23,"endTime":819.3,"body":"Lots of software"},{"speaker":"Matt Wolach","startTime":817.23,"endTime":819.3,"body":"leaders I talked to are looking"},{"speaker":"Matt Wolach","startTime":819.3,"endTime":822.72,"body":"to scale their SaaS and I keep"},{"speaker":"Matt Wolach","startTime":819.3,"endTime":822.72,"body":"hearing over and over about one"},{"speaker":"Matt Wolach","startTime":822.72,"endTime":826.05,"body":"major struggle getting ghosted"},{"speaker":"Matt Wolach","startTime":822.72,"endTime":826.05,"body":"by buyers after the demo. How"},{"speaker":"Matt Wolach","startTime":826.05,"endTime":829.02,"body":"frustrating is it when you have"},{"speaker":"Matt Wolach","startTime":826.05,"endTime":829.02,"body":"a great demo? You're feeling"},{"speaker":"Matt Wolach","startTime":829.02,"endTime":832.86,"body":"good they like it. It seems like"},{"speaker":"Matt Wolach","startTime":829.02,"endTime":832.86,"body":"a done deal. And then crickets"},{"speaker":"Matt Wolach","startTime":832.89,"endTime":835.95,"body":"nothing reach out they're not"},{"speaker":"Matt Wolach","startTime":832.89,"endTime":835.95,"body":"responding to you at all. And"},{"speaker":"Matt Wolach","startTime":835.95,"endTime":838.98,"body":"when these software companies"},{"speaker":"Matt Wolach","startTime":835.95,"endTime":838.98,"body":"they asked me to dive in, I"},{"speaker":"Matt Wolach","startTime":838.98,"endTime":842.49,"body":"noticed that the sellers are"},{"speaker":"Matt Wolach","startTime":838.98,"endTime":842.49,"body":"following up the wrong way or"},{"speaker":"Matt Wolach","startTime":842.49,"endTime":845.22,"body":"actually I should say with the"},{"speaker":"Matt Wolach","startTime":842.49,"endTime":845.22,"body":"wrong medium. What they're doing"},{"speaker":"Matt Wolach","startTime":845.22,"endTime":848.4,"body":"is they're hammering emails over"},{"speaker":"Matt Wolach","startTime":845.22,"endTime":848.4,"body":"and over again. I got a"},{"speaker":"Matt Wolach","startTime":848.4,"endTime":851.52,"body":"newsflash for you email"},{"speaker":"Matt Wolach","startTime":848.4,"endTime":851.52,"body":"effectiveness is dwindling down"},{"speaker":"Matt Wolach","startTime":851.52,"endTime":854.7,"body":"and down every year. So why beat"},{"speaker":"Matt Wolach","startTime":851.52,"endTime":854.7,"body":"your head against the wall"},{"speaker":"Matt Wolach","startTime":854.7,"endTime":859.02,"body":"losing all kinds of business"},{"speaker":"Matt Wolach","startTime":854.7,"endTime":859.02,"body":"start texting mixing texts along"},{"speaker":"Matt Wolach","startTime":859.02,"endTime":862.65,"body":"with emails and calls and watch"},{"speaker":"Matt Wolach","startTime":859.02,"endTime":862.65,"body":"your conversion rates go up in"},{"speaker":"Matt Wolach","startTime":862.65,"endTime":866.58,"body":"fact conversion rates go up by"},{"speaker":"Matt Wolach","startTime":862.65,"endTime":866.58,"body":"about 50% When you use texting"},{"speaker":"Matt Wolach","startTime":866.58,"endTime":869.79,"body":"as part of the follow up people"},{"speaker":"Matt Wolach","startTime":866.58,"endTime":869.79,"body":"are used to it and did you know"},{"speaker":"Matt Wolach","startTime":869.82,"endTime":876.87,"body":"though response rate on texts is"},{"speaker":"Matt Wolach","startTime":869.82,"endTime":876.87,"body":"98% 98%. So why throw emails"},{"speaker":"Matt Wolach","startTime":876.87,"endTime":879.54,"body":"into a black hole knowing that"},{"speaker":"Matt Wolach","startTime":876.87,"endTime":879.54,"body":"they're never gonna get returned"},{"speaker":"Matt Wolach","startTime":879.57,"endTime":882.51,"body":"text buyers and get results but"},{"speaker":"Matt Wolach","startTime":879.57,"endTime":882.51,"body":"don't use your own phone all"},{"speaker":"Matt Wolach","startTime":882.51,"endTime":885.69,"body":"kinds of security and compliance"},{"speaker":"Matt Wolach","startTime":882.51,"endTime":885.69,"body":"issues if you do also none of"},{"speaker":"Matt Wolach","startTime":885.69,"endTime":888.33,"body":"that data is with your company."},{"speaker":"Matt Wolach","startTime":885.69,"endTime":888.33,"body":"That's not good. Instead use"},{"speaker":"Matt Wolach","startTime":888.33,"endTime":891.78,"body":"this system Toro wave Toro wave"},{"speaker":"Matt Wolach","startTime":888.33,"endTime":891.78,"body":"is designed for sales. It makes"},{"speaker":"Matt Wolach","startTime":891.78,"endTime":894.9,"body":"texting with buyers super simple"},{"speaker":"Matt Wolach","startTime":891.78,"endTime":894.9,"body":"and fast and it helps drive more"},{"speaker":"Matt Wolach","startTime":894.9,"endTime":898.5,"body":"deals deals that you've been"},{"speaker":"Matt Wolach","startTime":894.9,"endTime":898.5,"body":"losing until now for being a"},{"speaker":"Matt Wolach","startTime":898.5,"endTime":899.97,"body":"listener you get 50 per"},{"speaker":"Matt Wolach","startTime":900.0,"endTime":903.63,"body":"send off your first month of"},{"speaker":"Matt Wolach","startTime":900.0,"endTime":903.63,"body":"using Torowave 50% off, just go"},{"speaker":"Matt Wolach","startTime":903.63,"endTime":910.77,"body":"to Toro wave.com/scale It's t o"},{"speaker":"Matt Wolach","startTime":903.63,"endTime":910.77,"body":"r o wav.com/scale get signed up"},{"speaker":"Matt Wolach","startTime":910.77,"endTime":915.27,"body":"and start winning more deals"},{"speaker":"Matt Wolach","startTime":910.77,"endTime":915.27,"body":"like Tracy who closed $170,000"},{"speaker":"Matt Wolach","startTime":915.3,"endTime":920.01,"body":"In three days after starting"},{"speaker":"Matt Wolach","startTime":915.3,"endTime":920.01,"body":"again go to Torowave.com/scale"},{"speaker":"Matt Wolach","startTime":920.04,"endTime":922.86,"body":"Catch up and win by texting with"},{"speaker":"Matt Wolach","startTime":920.04,"endTime":922.86,"body":"Torowave."},{"speaker":"Matt Wolach","startTime":927.78,"endTime":931.38,"body":"And we're back. I love that, I"},{"speaker":"Matt Wolach","startTime":927.78,"endTime":931.38,"body":"totally believe in that. And"},{"speaker":"Matt Wolach","startTime":931.38,"endTime":935.61,"body":"that's something we talk about a"},{"speaker":"Matt Wolach","startTime":931.38,"endTime":935.61,"body":"lot is how do we remove the"},{"speaker":"Matt Wolach","startTime":935.61,"endTime":939.51,"body":"feeling of this as this"},{"speaker":"Matt Wolach","startTime":935.61,"endTime":939.51,"body":"corporate a amorphous brand that"},{"speaker":"Matt Wolach","startTime":939.51,"endTime":942.75,"body":"people can't really connect"},{"speaker":"Matt Wolach","startTime":939.51,"endTime":942.75,"body":"with, to there are people here"},{"speaker":"Matt Wolach","startTime":942.75,"endTime":945.78,"body":"and you can connect with those"},{"speaker":"Matt Wolach","startTime":942.75,"endTime":945.78,"body":"people. And you're right, when"},{"speaker":"Matt Wolach","startTime":945.78,"endTime":950.31,"body":"you feel connected to them, the"},{"speaker":"Matt Wolach","startTime":945.78,"endTime":950.31,"body":"buying is much stronger, much"},{"speaker":"Matt Wolach","startTime":950.31,"endTime":954.12,"body":"more often much higher. i One"},{"speaker":"Matt Wolach","startTime":950.31,"endTime":954.12,"body":"example I think of is when I was"},{"speaker":"Matt Wolach","startTime":954.12,"endTime":957.6,"body":"in college, we lived in an"},{"speaker":"Matt Wolach","startTime":954.12,"endTime":957.6,"body":"apartment. And there was one"},{"speaker":"Matt Wolach","startTime":957.6,"endTime":961.11,"body":"shop that was right downstairs"},{"speaker":"Matt Wolach","startTime":957.6,"endTime":961.11,"body":"that was a little more"},{"speaker":"Matt Wolach","startTime":961.11,"endTime":963.6,"body":"expensive. It was like, like a"},{"speaker":"Matt Wolach","startTime":961.11,"endTime":963.6,"body":"convenience store like drinks"},{"speaker":"Matt Wolach","startTime":963.6,"endTime":967.41,"body":"and whatnot. Yeah, a little more"},{"speaker":"Matt Wolach","startTime":963.6,"endTime":967.41,"body":"expensive. But then there was"},{"speaker":"Matt Wolach","startTime":967.41,"endTime":970.41,"body":"another one up just a block"},{"speaker":"Matt Wolach","startTime":967.41,"endTime":970.41,"body":"away. Not far, that was much"},{"speaker":"Matt Wolach","startTime":970.41,"endTime":973.47,"body":"cheaper. But my buddy, my"},{"speaker":"Matt Wolach","startTime":970.41,"endTime":973.47,"body":"roommate would always go to the"},{"speaker":"Matt Wolach","startTime":973.47,"endTime":976.17,"body":"more expensive one because he"},{"speaker":"Matt Wolach","startTime":973.47,"endTime":976.17,"body":"had a connection with the owner"},{"speaker":"Matt Wolach","startTime":976.17,"endTime":979.02,"body":"of the shop. And he totally just"},{"speaker":"Matt Wolach","startTime":976.17,"endTime":979.02,"body":"like taking care of him. And,"},{"speaker":"Matt Wolach","startTime":979.26,"endTime":982.89,"body":"and so it was so funny, even in"},{"speaker":"Matt Wolach","startTime":979.26,"endTime":982.89,"body":"college, when you're poor, and"},{"speaker":"Matt Wolach","startTime":982.89,"endTime":985.77,"body":"you have no money, he was"},{"speaker":"Matt Wolach","startTime":982.89,"endTime":985.77,"body":"willing to spend extra money"},{"speaker":"Matt Wolach","startTime":985.8,"endTime":989.46,"body":"just because of that personal"},{"speaker":"Matt Wolach","startTime":985.8,"endTime":989.46,"body":"connection. And it, it really"},{"speaker":"Matt Wolach","startTime":989.46,"endTime":992.37,"body":"resonated with me. And when you"},{"speaker":"Matt Wolach","startTime":989.46,"endTime":992.37,"body":"talk about it, it's so true. And"},{"speaker":"Matt Wolach","startTime":992.52,"endTime":995.22,"body":"you know, we talk about it with"},{"speaker":"Matt Wolach","startTime":992.52,"endTime":995.22,"body":"our members and our clients."},{"speaker":"Matt Wolach","startTime":995.25,"endTime":999.93,"body":"How, how do we tell that company"},{"speaker":"Matt Wolach","startTime":995.25,"endTime":999.93,"body":"founding histories, we can"},{"speaker":"Matt Wolach","startTime":999.93,"endTime":1003.26,"body":"connect people to the founder to"},{"speaker":"Matt Wolach","startTime":999.93,"endTime":1003.26,"body":"the people at the organization,"},{"speaker":"Matt Wolach","startTime":1003.47,"endTime":1006.14,"body":"as opposed to just hoping that"},{"speaker":"Matt Wolach","startTime":1003.47,"endTime":1006.14,"body":"they like a brand? That's,"},{"speaker":"Matt Wolach","startTime":1006.23,"endTime":1008.72,"body":"that's a very difficult thing to"},{"speaker":"Matt Wolach","startTime":1006.23,"endTime":1008.72,"body":"do to get them to like a brand."},{"speaker":"Matt Wolach","startTime":1008.72,"endTime":1011.93,"body":"Give them like the people there"},{"speaker":"Matt Wolach","startTime":1008.72,"endTime":1011.93,"body":"is much, much easier. I'm glad"},{"speaker":"Matt Wolach","startTime":1011.93,"endTime":1014.12,"body":"you guys are doing that sounds"},{"speaker":"Matt Wolach","startTime":1011.93,"endTime":1014.12,"body":"like that's really, really"},{"speaker":"Matt Wolach","startTime":1014.12,"endTime":1017.84,"body":"working. Totally, it definitely"},{"speaker":"Matt Wolach","startTime":1014.12,"endTime":1017.84,"body":"working. And you know, it's"},{"speaker":"Matt Wolach","startTime":1017.84,"endTime":1020.63,"body":"interesting, too, because a lot"},{"speaker":"Matt Wolach","startTime":1017.84,"endTime":1020.63,"body":"of the recommendations that we"},{"speaker":"Matt Wolach","startTime":1020.63,"endTime":1023.6,"body":"give brands when we work with"},{"speaker":"Matt Wolach","startTime":1020.63,"endTime":1023.6,"body":"them really stemmed from just"},{"speaker":"Matt Wolach","startTime":1024.02,"endTime":1027.56,"body":"how human behavior, right? How"},{"speaker":"Matt Wolach","startTime":1024.02,"endTime":1027.56,"body":"do humans behave. And that's"},{"speaker":"Matt Wolach","startTime":1027.56,"endTime":1031.16,"body":"really where we start, and then"},{"speaker":"Matt Wolach","startTime":1027.56,"endTime":1031.16,"body":"everything else flows from that."},{"speaker":"Matt Wolach","startTime":1031.19,"endTime":1035.42,"body":"So it's interesting, because"},{"speaker":"Matt Wolach","startTime":1031.19,"endTime":1035.42,"body":"people forget, you know, this"},{"speaker":"Matt Wolach","startTime":1035.42,"endTime":1038.69,"body":"thing called the internet has"},{"speaker":"Matt Wolach","startTime":1035.42,"endTime":1038.69,"body":"only been around screens right"},{"speaker":"Matt Wolach","startTime":1038.72,"endTime":1042.17,"body":"have only been around for a"},{"speaker":"Matt Wolach","startTime":1038.72,"endTime":1042.17,"body":"couple decades here. But humans"},{"speaker":"Matt Wolach","startTime":1042.17,"endTime":1045.8,"body":"have been around for millennia."},{"speaker":"Matt Wolach","startTime":1042.17,"endTime":1045.8,"body":"And so as humans, we have not"},{"speaker":"Matt Wolach","startTime":1045.83,"endTime":1051.02,"body":"evolved to, you know, operate on"},{"speaker":"Matt Wolach","startTime":1045.83,"endTime":1051.02,"body":"online and everything. We are"},{"speaker":"Matt Wolach","startTime":1051.11,"endTime":1054.77,"body":"social creatures and beings that"},{"speaker":"Matt Wolach","startTime":1051.11,"endTime":1054.77,"body":"learn about our environment by"},{"speaker":"Matt Wolach","startTime":1055.01,"endTime":1058.13,"body":"actually interacting and"},{"speaker":"Matt Wolach","startTime":1055.01,"endTime":1058.13,"body":"experiencing it and touching it,"},{"speaker":"Matt Wolach","startTime":1058.13,"endTime":1060.95,"body":"you know, tact tactile feedback."},{"speaker":"Matt Wolach","startTime":1058.13,"endTime":1060.95,"body":"And so that's one of the things"},{"speaker":"Matt Wolach","startTime":1060.95,"endTime":1065.18,"body":"that we also talk with our"},{"speaker":"Matt Wolach","startTime":1060.95,"endTime":1065.18,"body":"customers about a lot is listen,"},{"speaker":"Matt Wolach","startTime":1065.45,"endTime":1068.9,"body":"this is just how humans have"},{"speaker":"Matt Wolach","startTime":1065.45,"endTime":1068.9,"body":"evolved, right? If you put"},{"speaker":"Matt Wolach","startTime":1068.9,"endTime":1073.28,"body":"something in the hands of a"},{"speaker":"Matt Wolach","startTime":1068.9,"endTime":1073.28,"body":"person, it's going to mean more"},{"speaker":"Matt Wolach","startTime":1073.28,"endTime":1077.33,"body":"to them. Because the, you know,"},{"speaker":"Matt Wolach","startTime":1073.28,"endTime":1077.33,"body":"our reptilian brain kicks in."},{"speaker":"Matt Wolach","startTime":1077.54,"endTime":1080.15,"body":"And when you get tactile"},{"speaker":"Matt Wolach","startTime":1077.54,"endTime":1080.15,"body":"feedback on something, and you"},{"speaker":"Matt Wolach","startTime":1080.15,"endTime":1083.42,"body":"actually can hold something"},{"speaker":"Matt Wolach","startTime":1080.15,"endTime":1083.42,"body":"physically, it actually connects"},{"speaker":"Matt Wolach","startTime":1083.42,"endTime":1087.17,"body":"with you subconsciously, more,"},{"speaker":"Matt Wolach","startTime":1083.42,"endTime":1087.17,"body":"so it strengthens that bond"},{"speaker":"Matt Wolach","startTime":1087.17,"endTime":1092.3,"body":"between whomever sent you this"},{"speaker":"Matt Wolach","startTime":1087.17,"endTime":1092.3,"body":"thing. And, and the actual"},{"speaker":"Matt Wolach","startTime":1092.3,"endTime":1096.14,"body":"recipient. So, you know, a lot"},{"speaker":"Matt Wolach","startTime":1092.3,"endTime":1096.14,"body":"of the stuff that we do starts"},{"speaker":"Matt Wolach","startTime":1096.14,"endTime":1098.96,"body":"from human psychology and kind"},{"speaker":"Matt Wolach","startTime":1096.14,"endTime":1098.96,"body":"of looking at, well, what is"},{"speaker":"Matt Wolach","startTime":1098.96,"endTime":1101.75,"body":"human behavior? And how do we"},{"speaker":"Matt Wolach","startTime":1098.96,"endTime":1101.75,"body":"leverage some of those things,"},{"speaker":"Matt Wolach","startTime":1101.75,"endTime":1104.12,"body":"because those are just things"},{"speaker":"Matt Wolach","startTime":1101.75,"endTime":1104.12,"body":"that are innate as humans that"},{"speaker":"Matt Wolach","startTime":1104.33,"endTime":1107.27,"body":"we can't turn off, because"},{"speaker":"Matt Wolach","startTime":1104.33,"endTime":1107.27,"body":"that's how we have evolved over"},{"speaker":"Matt Wolach","startTime":1107.27,"endTime":1111.5,"body":"time. So a lot of a lot of the"},{"speaker":"Matt Wolach","startTime":1107.27,"endTime":1111.5,"body":"techniques that we use, and even"},{"speaker":"Matt Wolach","startTime":1111.5,"endTime":1114.17,"body":"kind of some of the other"},{"speaker":"Matt Wolach","startTime":1111.5,"endTime":1114.17,"body":"examples that I gave them really"},{"speaker":"Matt Wolach","startTime":1114.17,"endTime":1117.86,"body":"stem from that of all right, as"},{"speaker":"Matt Wolach","startTime":1114.17,"endTime":1117.86,"body":"a human, we're already hardwired"},{"speaker":"Matt Wolach","startTime":1117.86,"endTime":1121.01,"body":"to really value things that get"},{"speaker":"Matt Wolach","startTime":1117.86,"endTime":1121.01,"body":"sent to me. So how do we, you"},{"speaker":"Matt Wolach","startTime":1121.01,"endTime":1124.37,"body":"know, super personalize those"},{"speaker":"Matt Wolach","startTime":1121.01,"endTime":1124.37,"body":"things? And how do we position"},{"speaker":"Matt Wolach","startTime":1124.37,"endTime":1128.42,"body":"it and time it so that that"},{"speaker":"Matt Wolach","startTime":1124.37,"endTime":1128.42,"body":"moment really becomes something"},{"speaker":"Matt Wolach","startTime":1128.42,"endTime":1131.48,"body":"that's super impactful, because"},{"speaker":"Matt Wolach","startTime":1128.42,"endTime":1131.48,"body":"as a human, we can't shut off"},{"speaker":"Matt Wolach","startTime":1131.48,"endTime":1134.45,"body":"that area of our brain and kind"},{"speaker":"Matt Wolach","startTime":1131.48,"endTime":1134.45,"body":"of ignore it and have it not be"},{"speaker":"Matt Wolach","startTime":1134.45,"endTime":1137.9,"body":"impactful. So if you're a little"},{"speaker":"Matt Wolach","startTime":1134.45,"endTime":1137.9,"body":"bit thoughtful with your timing"},{"speaker":"Matt Wolach","startTime":1137.9,"endTime":1142.01,"body":"and what you're sending, it's,"},{"speaker":"Matt Wolach","startTime":1137.9,"endTime":1142.01,"body":"it's very valuable for Brandon"},{"speaker":"Matt Wolach","startTime":1142.01,"endTime":1142.67,"body":"for business."},{"speaker":"Matt Wolach","startTime":1144.02,"endTime":1147.23,"body":"I love it. I totally agree. We"},{"speaker":"Matt Wolach","startTime":1144.02,"endTime":1147.23,"body":"sometimes we forget about that"},{"speaker":"Matt Wolach","startTime":1147.23,"endTime":1149.69,"body":"human side of it. But that's"},{"speaker":"Matt Wolach","startTime":1147.23,"endTime":1149.69,"body":"what buying and selling is. It's"},{"speaker":"Matt Wolach","startTime":1149.69,"endTime":1153.5,"body":"all about that human"},{"speaker":"Matt Wolach","startTime":1149.69,"endTime":1153.5,"body":"interaction. I want to know if"},{"speaker":"Matt Wolach","startTime":1153.5,"endTime":1156.38,"body":"this is I'm loving this"},{"speaker":"Matt Wolach","startTime":1153.5,"endTime":1156.38,"body":"conversation. But I want to"},{"speaker":"Matt Wolach","startTime":1156.38,"endTime":1159.17,"body":"know, I mean, you did a great"},{"speaker":"Matt Wolach","startTime":1156.38,"endTime":1159.17,"body":"job of getting this company off"},{"speaker":"Matt Wolach","startTime":1159.17,"endTime":1163.25,"body":"the ground, taking it forward"},{"speaker":"Matt Wolach","startTime":1159.17,"endTime":1163.25,"body":"serving a lot of people becoming"},{"speaker":"Matt Wolach","startTime":1163.25,"endTime":1166.61,"body":"successful. What were some of"},{"speaker":"Matt Wolach","startTime":1163.25,"endTime":1166.61,"body":"the early things that you did"},{"speaker":"Matt Wolach","startTime":1166.61,"endTime":1170.27,"body":"Ariane that really helped you"},{"speaker":"Matt Wolach","startTime":1166.61,"endTime":1170.27,"body":"guys kind of get going and get"},{"speaker":"Matt Wolach","startTime":1170.27,"endTime":1170.96,"body":"some momentum?"},{"speaker":"Arian Radmand","startTime":1172.07,"endTime":1174.89,"body":"Yeah, talking"},{"speaker":"Arian Radmand","startTime":1172.07,"endTime":1174.89,"body":"with customers, for sure. That's"},{"speaker":"Arian Radmand","startTime":1174.89,"endTime":1177.23,"body":"something that I feel is"},{"speaker":"Arian Radmand","startTime":1174.89,"endTime":1177.23,"body":"understated and everybody says"},{"speaker":"Arian Radmand","startTime":1177.23,"endTime":1177.68,"body":"it but"},{"speaker":"Arian Radmand","startTime":1178.85,"endTime":1182.12,"body":"it actually making making a"},{"speaker":"Arian Radmand","startTime":1178.85,"endTime":1182.12,"body":"point to talk with, especially"},{"speaker":"Arian Radmand","startTime":1182.12,"endTime":1184.7,"body":"when you're early and you only"},{"speaker":"Arian Radmand","startTime":1182.12,"endTime":1184.7,"body":"don't have that many customers"},{"speaker":"Arian Radmand","startTime":1184.94,"endTime":1187.94,"body":"really developing a good"},{"speaker":"Arian Radmand","startTime":1184.94,"endTime":1187.94,"body":"relationship with them and"},{"speaker":"Arian Radmand","startTime":1187.94,"endTime":1190.37,"body":"really getting as much"},{"speaker":"Arian Radmand","startTime":1187.94,"endTime":1190.37,"body":"information out of them as as"},{"speaker":"Arian Radmand","startTime":1190.37,"endTime":1193.85,"body":"possible is something that's"},{"speaker":"Arian Radmand","startTime":1190.37,"endTime":1193.85,"body":"super critical. So that's"},{"speaker":"Arian Radmand","startTime":1193.85,"endTime":1196.58,"body":"something that that I would do"},{"speaker":"Arian Radmand","startTime":1193.85,"endTime":1196.58,"body":"for sure. And even like to this"},{"speaker":"Arian Radmand","startTime":1196.58,"endTime":1200.0,"body":"day, I still have that kind of"},{"speaker":"Arian Radmand","startTime":1196.58,"endTime":1200.0,"body":"built into my routine or even"},{"speaker":"Arian Radmand","startTime":1200.0,"endTime":1202.31,"body":"On my way home every now and"},{"speaker":"Arian Radmand","startTime":1200.0,"endTime":1202.31,"body":"then I'll just pick up the phone"},{"speaker":"Arian Radmand","startTime":1202.31,"endTime":1205.64,"body":"and call a couple of customers"},{"speaker":"Arian Radmand","startTime":1202.31,"endTime":1205.64,"body":"with no other reason other than"},{"speaker":"Arian Radmand","startTime":1205.64,"endTime":1208.76,"body":"to just kind of check in and see"},{"speaker":"Arian Radmand","startTime":1205.64,"endTime":1208.76,"body":"how things are going. But I"},{"speaker":"Arian Radmand","startTime":1208.76,"endTime":1212.09,"body":"can't under like, understate the"},{"speaker":"Arian Radmand","startTime":1208.76,"endTime":1212.09,"body":"value of just talking with"},{"speaker":"Arian Radmand","startTime":1212.09,"endTime":1215.75,"body":"customers and just not even not"},{"speaker":"Arian Radmand","startTime":1212.09,"endTime":1215.75,"body":"even probing and kind of looking"},{"speaker":"Arian Radmand","startTime":1215.75,"endTime":1218.18,"body":"for more business just in"},{"speaker":"Arian Radmand","startTime":1215.75,"endTime":1218.18,"body":"general trying to understand"},{"speaker":"Arian Radmand","startTime":1218.42,"endTime":1221.48,"body":"what are you doing, what's"},{"speaker":"Arian Radmand","startTime":1218.42,"endTime":1221.48,"body":"working, what's not working, and"},{"speaker":"Arian Radmand","startTime":1221.48,"endTime":1224.18,"body":"just kind of telling me more,"},{"speaker":"Arian Radmand","startTime":1221.48,"endTime":1224.18,"body":"and just uncovering and kind of"},{"speaker":"Arian Radmand","startTime":1224.18,"endTime":1227.09,"body":"peeling back the different"},{"speaker":"Arian Radmand","startTime":1224.18,"endTime":1227.09,"body":"things they're doing. And from"},{"speaker":"Arian Radmand","startTime":1227.09,"endTime":1229.82,"body":"that, taking some of the"},{"speaker":"Arian Radmand","startTime":1227.09,"endTime":1229.82,"body":"learnings that you find from"},{"speaker":"Arian Radmand","startTime":1229.82,"endTime":1233.0,"body":"talking with customers, and"},{"speaker":"Arian Radmand","startTime":1229.82,"endTime":1233.0,"body":"then, you know, putting it into"},{"speaker":"Arian Radmand","startTime":1233.0,"endTime":1236.51,"body":"your product, or using that as"},{"speaker":"Arian Radmand","startTime":1233.0,"endTime":1236.51,"body":"data points when you are making"},{"speaker":"Arian Radmand","startTime":1236.51,"endTime":1239.6,"body":"decisions as to what to build"},{"speaker":"Arian Radmand","startTime":1236.51,"endTime":1239.6,"body":"and how to build is super"},{"speaker":"Arian Radmand","startTime":1239.6,"endTime":1240.08,"body":"important."},{"speaker":"Arian Radmand","startTime":1241.34,"endTime":1244.52,"body":"Like, I'll give you like, One"},{"speaker":"Arian Radmand","startTime":1241.34,"endTime":1244.52,"body":"great example is a lot of the"},{"speaker":"Arian Radmand","startTime":1244.52,"endTime":1247.52,"body":"things that we actually built"},{"speaker":"Arian Radmand","startTime":1244.52,"endTime":1247.52,"body":"with Ignite post in our software"},{"speaker":"Arian Radmand","startTime":1247.76,"endTime":1251.99,"body":"has very little to do with the"},{"speaker":"Arian Radmand","startTime":1247.76,"endTime":1251.99,"body":"actual, with with our actual"},{"speaker":"Arian Radmand","startTime":1251.99,"endTime":1254.9,"body":"technology. So one of the things"},{"speaker":"Arian Radmand","startTime":1251.99,"endTime":1254.9,"body":"that we did is we found that a"},{"speaker":"Arian Radmand","startTime":1254.9,"endTime":1258.35,"body":"lot of the people we were"},{"speaker":"Arian Radmand","startTime":1254.9,"endTime":1258.35,"body":"talking to were marketing folks,"},{"speaker":"Arian Radmand","startTime":1258.47,"endTime":1260.93,"body":"and they weren't like software"},{"speaker":"Arian Radmand","startTime":1258.47,"endTime":1260.93,"body":"engineers, they weren't"},{"speaker":"Arian Radmand","startTime":1260.93,"endTime":1263.9,"body":"developers, my backgrounds in"},{"speaker":"Arian Radmand","startTime":1260.93,"endTime":1263.9,"body":"software engineering. So a lot"},{"speaker":"Arian Radmand","startTime":1263.9,"endTime":1266.45,"body":"of the integrations and"},{"speaker":"Arian Radmand","startTime":1263.9,"endTime":1266.45,"body":"everything that we built, were,"},{"speaker":"Arian Radmand","startTime":1266.81,"endTime":1269.81,"body":"were designed to be kind of more"},{"speaker":"Arian Radmand","startTime":1266.81,"endTime":1269.81,"body":"deep integrations that work"},{"speaker":"Arian Radmand","startTime":1269.81,"endTime":1272.99,"body":"really, really well. But a lot"},{"speaker":"Arian Radmand","startTime":1269.81,"endTime":1272.99,"body":"of times were a little bit too"},{"speaker":"Arian Radmand","startTime":1272.99,"endTime":1275.57,"body":"technical for the people that"},{"speaker":"Arian Radmand","startTime":1272.99,"endTime":1275.57,"body":"were actually using the product."},{"speaker":"Arian Radmand","startTime":1275.93,"endTime":1279.32,"body":"And so what we found is that we"},{"speaker":"Arian Radmand","startTime":1275.93,"endTime":1279.32,"body":"needed to scale that back a"},{"speaker":"Arian Radmand","startTime":1279.32,"endTime":1281.99,"body":"little bit. So what we, what we"},{"speaker":"Arian Radmand","startTime":1279.32,"endTime":1281.99,"body":"did is we talked to a bunch of"},{"speaker":"Arian Radmand","startTime":1281.99,"endTime":1285.83,"body":"people and found that everybody"},{"speaker":"Arian Radmand","startTime":1281.99,"endTime":1285.83,"body":"who was a marketer, they were"},{"speaker":"Arian Radmand","startTime":1285.83,"endTime":1288.47,"body":"used to the world of emails,"},{"speaker":"Arian Radmand","startTime":1285.83,"endTime":1288.47,"body":"right, they could create and"},{"speaker":"Arian Radmand","startTime":1288.47,"endTime":1291.62,"body":"send emails and trigger emails"},{"speaker":"Arian Radmand","startTime":1288.47,"endTime":1291.62,"body":"whenever they wanted. But to get"},{"speaker":"Arian Radmand","startTime":1291.62,"endTime":1294.14,"body":"them to actually use our"},{"speaker":"Arian Radmand","startTime":1291.62,"endTime":1294.14,"body":"integration or use our API that"},{"speaker":"Arian Radmand","startTime":1294.14,"endTime":1297.59,"body":"was something that was just"},{"speaker":"Arian Radmand","startTime":1294.14,"endTime":1297.59,"body":"unfamiliar with the to them. So"},{"speaker":"Arian Radmand","startTime":1297.59,"endTime":1300.59,"body":"what we did in the product is"},{"speaker":"Arian Radmand","startTime":1297.59,"endTime":1300.59,"body":"actually built away, like we"},{"speaker":"Arian Radmand","startTime":1300.59,"endTime":1303.35,"body":"kind of met them where they"},{"speaker":"Arian Radmand","startTime":1300.59,"endTime":1303.35,"body":"weren't. So we built a way that"},{"speaker":"Arian Radmand","startTime":1303.35,"endTime":1306.68,"body":"as a marketer, they could"},{"speaker":"Arian Radmand","startTime":1303.35,"endTime":1306.68,"body":"trigger our handwritten cards,"},{"speaker":"Arian Radmand","startTime":1306.92,"endTime":1310.49,"body":"simply by triggering emails that"},{"speaker":"Arian Radmand","startTime":1306.92,"endTime":1310.49,"body":"they were already used to doing"},{"speaker":"Arian Radmand","startTime":1310.67,"endTime":1314.6,"body":"whenever they needed card set."},{"speaker":"Arian Radmand","startTime":1310.67,"endTime":1314.6,"body":"And so, you know, to your point,"},{"speaker":"Arian Radmand","startTime":1314.69,"endTime":1317.6,"body":"like some of the early things"},{"speaker":"Arian Radmand","startTime":1314.69,"endTime":1317.6,"body":"that we did that helped us grow,"},{"speaker":"Arian Radmand","startTime":1317.63,"endTime":1320.42,"body":"were just removing friction"},{"speaker":"Arian Radmand","startTime":1317.63,"endTime":1320.42,"body":"points. And sometimes it was"},{"speaker":"Arian Radmand","startTime":1320.42,"endTime":1323.33,"body":"just kind of thinking outside of"},{"speaker":"Arian Radmand","startTime":1320.42,"endTime":1323.33,"body":"the box of okay, well, you don't"},{"speaker":"Arian Radmand","startTime":1323.33,"endTime":1325.73,"body":"know how to use this, this"},{"speaker":"Arian Radmand","startTime":1323.33,"endTime":1325.73,"body":"interface fine. What do you"},{"speaker":"Arian Radmand","startTime":1325.73,"endTime":1328.58,"body":"know, and hear what we'll give"},{"speaker":"Arian Radmand","startTime":1325.73,"endTime":1328.58,"body":"you will make it super easy for"},{"speaker":"Arian Radmand","startTime":1328.58,"endTime":1332.18,"body":"you. So just talking with"},{"speaker":"Arian Radmand","startTime":1328.58,"endTime":1332.18,"body":"customers, understanding what"},{"speaker":"Arian Radmand","startTime":1332.18,"endTime":1334.4,"body":"they're doing, and just be"},{"speaker":"Arian Radmand","startTime":1332.18,"endTime":1334.4,"body":"willing to do things that are"},{"speaker":"Arian Radmand","startTime":1334.43,"endTime":1337.25,"body":"unconventional just to make"},{"speaker":"Arian Radmand","startTime":1334.43,"endTime":1337.25,"body":"things easier for people, I"},{"speaker":"Arian Radmand","startTime":1337.25,"endTime":1339.89,"body":"think was was a huge help"},{"speaker":"Arian Radmand","startTime":1337.25,"endTime":1339.89,"body":"getting started on getting off"},{"speaker":"Arian Radmand","startTime":1339.89,"endTime":1342.74,"body":"the ground. Yeah, I mean, I"},{"speaker":"Arian Radmand","startTime":1339.89,"endTime":1342.74,"body":"think that's amazing. I've"},{"speaker":"Arian Radmand","startTime":1342.74,"endTime":1344.51,"body":"preached, talk to your"},{"speaker":"Arian Radmand","startTime":1342.74,"endTime":1344.51,"body":"customers, talk to your"},{"speaker":"Arian Radmand","startTime":1344.51,"endTime":1346.13,"body":"customers, talk to your"},{"speaker":"Arian Radmand","startTime":1344.51,"endTime":1346.13,"body":"customers. And it sounds like"},{"speaker":"Arian Radmand","startTime":1346.13,"endTime":1348.56,"body":"you guys have learned a lot"},{"speaker":"Arian Radmand","startTime":1346.13,"endTime":1348.56,"body":"about how to improve the"},{"speaker":"Arian Radmand","startTime":1348.56,"endTime":1352.49,"body":"product, and also maybe how to"},{"speaker":"Arian Radmand","startTime":1348.56,"endTime":1352.49,"body":"sell them more. But my guess is"},{"speaker":"Arian Radmand","startTime":1352.64,"endTime":1356.33,"body":"that you've improved your churn"},{"speaker":"Arian Radmand","startTime":1352.64,"endTime":1356.33,"body":"rate and your retention rate,"},{"speaker":"Arian Radmand","startTime":1356.33,"endTime":1359.87,"body":"because these conversations,"},{"speaker":"Arian Radmand","startTime":1356.33,"endTime":1359.87,"body":"people feel like, Oh, I know,"},{"speaker":"Arian Radmand","startTime":1359.87,"endTime":1363.8,"body":"Ari, and he's the CEO, you know,"},{"speaker":"Arian Radmand","startTime":1359.87,"endTime":1363.8,"body":"they feel like they know you and"},{"speaker":"Arian Radmand","startTime":1363.8,"endTime":1366.17,"body":"are more connected. So have you"},{"speaker":"Arian Radmand","startTime":1363.8,"endTime":1366.17,"body":"seen that? Have you done any"},{"speaker":"Arian Radmand","startTime":1366.17,"endTime":1369.62,"body":"studies on that? Or is it just"},{"speaker":"Arian Radmand","startTime":1366.17,"endTime":1369.62,"body":"more anecdotal that you feel"},{"speaker":"Arian Radmand","startTime":1369.62,"endTime":1372.95,"body":"like the churn rate is better is"},{"speaker":"Arian Radmand","startTime":1369.62,"endTime":1372.95,"body":"lower? Because you have that"},{"speaker":"Arian Radmand","startTime":1372.95,"endTime":1376.16,"body":"connection with your customers?"},{"speaker":"Arian Radmand","startTime":1372.95,"endTime":1376.16,"body":"Yeah, so I don't have any data."},{"speaker":"Arian Radmand","startTime":1376.16,"endTime":1379.7,"body":"Anecdotally, I can tell you"},{"speaker":"Arian Radmand","startTime":1376.16,"endTime":1379.7,"body":"that, that seems to be the case,"},{"speaker":"Arian Radmand","startTime":1379.7,"endTime":1381.71,"body":"especially when people will"},{"speaker":"Arian Radmand","startTime":1379.7,"endTime":1381.71,"body":"start to get to know you. And"},{"speaker":"Arian Radmand","startTime":1381.71,"endTime":1385.58,"body":"they start reaching out for some"},{"speaker":"Arian Radmand","startTime":1381.71,"endTime":1385.58,"body":"other suggestions of like, Hey,"},{"speaker":"Arian Radmand","startTime":1385.61,"endTime":1388.34,"body":"I'm thinking about doing things"},{"speaker":"Arian Radmand","startTime":1385.61,"endTime":1388.34,"body":"XY and Z. What are your"},{"speaker":"Arian Radmand","startTime":1388.34,"endTime":1391.52,"body":"thoughts, right? So anecdotally,"},{"speaker":"Arian Radmand","startTime":1388.34,"endTime":1391.52,"body":"when people start just reaching"},{"speaker":"Arian Radmand","startTime":1391.52,"endTime":1394.79,"body":"out and kind of wanting to"},{"speaker":"Arian Radmand","startTime":1391.52,"endTime":1394.79,"body":"engage with you to just riff on"},{"speaker":"Arian Radmand","startTime":1394.79,"endTime":1397.82,"body":"ideas, and just think about what"},{"speaker":"Arian Radmand","startTime":1394.79,"endTime":1397.82,"body":"are some other things we can do,"},{"speaker":"Arian Radmand","startTime":1398.21,"endTime":1400.73,"body":"anecdotally, that that's how I"},{"speaker":"Arian Radmand","startTime":1398.21,"endTime":1400.73,"body":"can tell those things are"},{"speaker":"Arian Radmand","startTime":1400.73,"endTime":1403.67,"body":"working. However, we have"},{"speaker":"Arian Radmand","startTime":1400.73,"endTime":1403.67,"body":"definitely worked with"},{"speaker":"Arian Radmand","startTime":1403.67,"endTime":1407.72,"body":"customers, and help them"},{"speaker":"Arian Radmand","startTime":1403.67,"endTime":1407.72,"body":"increase their retention rates"},{"speaker":"Arian Radmand","startTime":1407.81,"endTime":1410.09,"body":"and reduce their churn rates,"},{"speaker":"Arian Radmand","startTime":1407.81,"endTime":1410.09,"body":"for sure. And that we actually"},{"speaker":"Arian Radmand","startTime":1410.09,"endTime":1415.61,"body":"have a lot of hard data on. So"},{"speaker":"Arian Radmand","startTime":1410.09,"endTime":1415.61,"body":"that's an interesting segment as"},{"speaker":"Arian Radmand","startTime":1415.61,"endTime":1419.18,"body":"well, because our solution is"},{"speaker":"Arian Radmand","startTime":1415.61,"endTime":1419.18,"body":"really a retention solution."},{"speaker":"Arian Radmand","startTime":1419.18,"endTime":1421.85,"body":"That's our bread and butter, a"},{"speaker":"Arian Radmand","startTime":1419.18,"endTime":1421.85,"body":"lot of the brands we work with,"},{"speaker":"Arian Radmand","startTime":1421.97,"endTime":1425.27,"body":"that's exactly what they use"},{"speaker":"Arian Radmand","startTime":1421.97,"endTime":1425.27,"body":"this for is to help reduce churn"},{"speaker":"Arian Radmand","startTime":1425.84,"endTime":1430.52,"body":"to help extend customer LTV, by"},{"speaker":"Arian Radmand","startTime":1425.84,"endTime":1430.52,"body":"developing that relationship."},{"speaker":"Arian Radmand","startTime":1430.52,"endTime":1434.84,"body":"And by injecting those points of"},{"speaker":"Arian Radmand","startTime":1430.52,"endTime":1434.84,"body":"surprise and delight at a time"},{"speaker":"Arian Radmand","startTime":1434.84,"endTime":1437.75,"body":"where it would it would make"},{"speaker":"Arian Radmand","startTime":1434.84,"endTime":1437.75,"body":"sense so that we have a lot of"},{"speaker":"Arian Radmand","startTime":1437.75,"endTime":1441.71,"body":"data on for our own business."},{"speaker":"Arian Radmand","startTime":1437.75,"endTime":1441.71,"body":"It's more anecdotal, but we"},{"speaker":"Arian Radmand","startTime":1441.71,"endTime":1445.01,"body":"definitely are seeing people"},{"speaker":"Arian Radmand","startTime":1441.71,"endTime":1445.01,"body":"come back again and again, and"},{"speaker":"Arian Radmand","startTime":1445.01,"endTime":1447.77,"body":"then also look for other"},{"speaker":"Arian Radmand","startTime":1445.01,"endTime":1447.77,"body":"opportunities. Once they kind of"},{"speaker":"Arian Radmand","startTime":1447.77,"endTime":1451.19,"body":"get their initial experiences"},{"speaker":"Arian Radmand","startTime":1447.77,"endTime":1451.19,"body":"set up. They look for other"},{"speaker":"Arian Radmand","startTime":1451.19,"endTime":1454.91,"body":"opportunities to expand as well."},{"speaker":"Arian Radmand","startTime":1451.19,"endTime":1454.91,"body":"So those are the trends that we"},{"speaker":"Arian Radmand","startTime":1454.91,"endTime":1455.45,"body":"like to see."},{"speaker":"Matt Wolach","startTime":1456.8,"endTime":1459.65,"body":"Fantastic stuff. As"},{"speaker":"Matt Wolach","startTime":1456.8,"endTime":1459.65,"body":"we wrap up here. What advice"},{"speaker":"Matt Wolach","startTime":1459.65,"endTime":1462.92,"body":"would you give to other early"},{"speaker":"Matt Wolach","startTime":1459.65,"endTime":1462.92,"body":"stage software leaders as they"},{"speaker":"Matt Wolach","startTime":1462.92,"endTime":1465.62,"body":"try to, you know, grow their"},{"speaker":"Matt Wolach","startTime":1462.92,"endTime":1465.62,"body":"company and make things happen?"},{"speaker":"Matt Wolach","startTime":1466.19,"endTime":1466.67,"body":"Yeah."},{"speaker":"Arian Radmand","startTime":1467.69,"endTime":1469.46,"body":"There's probably"},{"speaker":"Arian Radmand","startTime":1467.69,"endTime":1469.46,"body":"a bunch of advice, I would say."},{"speaker":"Arian Radmand","startTime":1469.46,"endTime":1473.45,"body":"So one of the things that I have"},{"speaker":"Arian Radmand","startTime":1469.46,"endTime":1473.45,"body":"found super useful is putting"},{"speaker":"Arian Radmand","startTime":1473.45,"endTime":1478.16,"body":"together a mentoring counsel in"},{"speaker":"Arian Radmand","startTime":1473.45,"endTime":1478.16,"body":"areas that you know, I'm"},{"speaker":"Arian Radmand","startTime":1478.16,"endTime":1481.22,"body":"deficient in. So you know, you"},{"speaker":"Arian Radmand","startTime":1478.16,"endTime":1481.22,"body":"can't be an expert in"},{"speaker":"Arian Radmand","startTime":1481.22,"endTime":1484.43,"body":"everything. And so one of the"},{"speaker":"Arian Radmand","startTime":1481.22,"endTime":1484.43,"body":"biggest pieces of advice I would"},{"speaker":"Arian Radmand","startTime":1484.43,"endTime":1488.36,"body":"have is figure out what are the"},{"speaker":"Arian Radmand","startTime":1484.43,"endTime":1488.36,"body":"main pieces of of your business"},{"speaker":"Arian Radmand","startTime":1488.39,"endTime":1491.99,"body":"that are going to be important"},{"speaker":"Arian Radmand","startTime":1488.39,"endTime":1491.99,"body":"or critical to your success, and"},{"speaker":"Arian Radmand","startTime":1491.99,"endTime":1495.08,"body":"then go and look for the best"},{"speaker":"Arian Radmand","startTime":1491.99,"endTime":1495.08,"body":"people that you can possibly"},{"speaker":"Arian Radmand","startTime":1495.08,"endTime":1499.1,"body":"find to mentor you and give you"},{"speaker":"Arian Radmand","startTime":1495.08,"endTime":1499.1,"body":"counsel in those areas. So that"},{"speaker":"Arian Radmand","startTime":1499.1,"endTime":1499.97,"body":"was one thing that"},{"speaker":"Arian Radmand","startTime":1500.329,"endTime":1502.549,"body":"I did early on that was a"},{"speaker":"Arian Radmand","startTime":1500.329,"endTime":1502.549,"body":"learning actually from my"},{"speaker":"Arian Radmand","startTime":1502.549,"endTime":1505.759,"body":"previous business that I carried"},{"speaker":"Arian Radmand","startTime":1502.549,"endTime":1505.759,"body":"into this one is to make sure"},{"speaker":"Arian Radmand","startTime":1505.759,"endTime":1509.959,"body":"that for all of those kind of"},{"speaker":"Arian Radmand","startTime":1505.759,"endTime":1509.959,"body":"critical areas, I have somebody"},{"speaker":"Arian Radmand","startTime":1509.989,"endTime":1513.289,"body":"that I can literally just pick"},{"speaker":"Arian Radmand","startTime":1509.989,"endTime":1513.289,"body":"up the phone and call and talk"},{"speaker":"Arian Radmand","startTime":1513.289,"endTime":1517.489,"body":"through, that knows a lot more"},{"speaker":"Arian Radmand","startTime":1513.289,"endTime":1517.489,"body":"than I do. And then I guess, to"},{"speaker":"Arian Radmand","startTime":1517.489,"endTime":1522.229,"body":"piggyback on that point to the"},{"speaker":"Arian Radmand","startTime":1517.489,"endTime":1522.229,"body":"other thing is being able to"},{"speaker":"Arian Radmand","startTime":1522.259,"endTime":1526.999,"body":"figure out how to delegate and"},{"speaker":"Arian Radmand","startTime":1522.259,"endTime":1526.999,"body":"shift responsibilities as you"},{"speaker":"Arian Radmand","startTime":1526.999,"endTime":1530.599,"body":"grow the business, to your team"},{"speaker":"Arian Radmand","startTime":1526.999,"endTime":1530.599,"body":"members. And so having a team,"},{"speaker":"Arian Radmand","startTime":1530.719,"endTime":1535.639,"body":"being able to know what team to"},{"speaker":"Arian Radmand","startTime":1530.719,"endTime":1535.639,"body":"put around you, and trusting to"},{"speaker":"Arian Radmand","startTime":1535.759,"endTime":1538.939,"body":"shift responsibilities to them"},{"speaker":"Arian Radmand","startTime":1535.759,"endTime":1538.939,"body":"is also critical to grow, like"},{"speaker":"Arian Radmand","startTime":1538.969,"endTime":1542.029,"body":"our team here is amazing."},{"speaker":"Arian Radmand","startTime":1538.969,"endTime":1542.029,"body":"Everyone at the company, in"},{"speaker":"Arian Radmand","startTime":1542.029,"endTime":1545.809,"body":"their role is much better at the"},{"speaker":"Arian Radmand","startTime":1542.029,"endTime":1545.809,"body":"role than I was, but you have to"},{"speaker":"Arian Radmand","startTime":1545.809,"endTime":1548.689,"body":"start by by doing it all"},{"speaker":"Arian Radmand","startTime":1545.809,"endTime":1548.689,"body":"yourself, because you don't know"},{"speaker":"Arian Radmand","startTime":1548.809,"endTime":1551.209,"body":"what roles you need. You don't"},{"speaker":"Arian Radmand","startTime":1548.809,"endTime":1551.209,"body":"know, you know who to hire"},{"speaker":"Arian Radmand","startTime":1551.209,"endTime":1553.729,"body":"unless you actually start doing"},{"speaker":"Arian Radmand","startTime":1551.209,"endTime":1553.729,"body":"it yourself first. So you've got"},{"speaker":"Arian Radmand","startTime":1553.729,"endTime":1558.289,"body":"to start there. But then you"},{"speaker":"Arian Radmand","startTime":1553.729,"endTime":1558.289,"body":"know, as as quickly as, as you"},{"speaker":"Arian Radmand","startTime":1558.289,"endTime":1561.379,"body":"possibly can, getting people the"},{"speaker":"Arian Radmand","startTime":1558.289,"endTime":1561.379,"body":"right people in the right place"},{"speaker":"Arian Radmand","startTime":1561.439,"endTime":1565.159,"body":"that know a lot more than you do"},{"speaker":"Arian Radmand","startTime":1561.439,"endTime":1565.159,"body":"about those specific rules."},{"speaker":"Arian Radmand","startTime":1565.369,"endTime":1568.789,"body":"Super important. So like that's,"},{"speaker":"Arian Radmand","startTime":1565.369,"endTime":1568.789,"body":"that's my whole concept is, how"},{"speaker":"Arian Radmand","startTime":1568.789,"endTime":1572.989,"body":"do I go and put better people"},{"speaker":"Arian Radmand","startTime":1568.789,"endTime":1572.989,"body":"than me in the roles that and"},{"speaker":"Arian Radmand","startTime":1572.989,"endTime":1574.279,"body":"then set them up for success?"},{"speaker":"Matt Wolach","startTime":1575.35,"endTime":1577.39,"body":"I love it. Super"},{"speaker":"Matt Wolach","startTime":1575.35,"endTime":1577.39,"body":"great advice. That's an awesome"},{"speaker":"Matt Wolach","startTime":1577.39,"endTime":1579.7,"body":"way to scale is to figure it out"},{"speaker":"Matt Wolach","startTime":1577.39,"endTime":1579.7,"body":"yourself and then put somebody"},{"speaker":"Matt Wolach","startTime":1579.7,"endTime":1582.7,"body":"in place who's better than that."},{"speaker":"Matt Wolach","startTime":1579.7,"endTime":1582.7,"body":"And wow, now you've got a team"},{"speaker":"Matt Wolach","startTime":1582.7,"endTime":1585.37,"body":"of experts who is absolutely"},{"speaker":"Matt Wolach","startTime":1582.7,"endTime":1585.37,"body":"crushing it, and it's a great"},{"speaker":"Matt Wolach","startTime":1585.37,"endTime":1588.91,"body":"way to grow. And also, everybody"},{"speaker":"Matt Wolach","startTime":1585.37,"endTime":1588.91,"body":"out there, you heard him say"},{"speaker":"Matt Wolach","startTime":1588.91,"endTime":1591.85,"body":"basically just go find Matt and"},{"speaker":"Matt Wolach","startTime":1588.91,"endTime":1591.85,"body":"help him. Have him help you"},{"speaker":"Matt Wolach","startTime":1591.85,"endTime":1594.88,"body":"Exactly. Right. Right. That's"},{"speaker":"Matt Wolach","startTime":1591.85,"endTime":1594.88,"body":"what he said. Okay, cool. Yeah."},{"speaker":"Matt Wolach","startTime":1595.66,"endTime":1597.76,"body":"Verbatim. Well, this is great."},{"speaker":"Matt Wolach","startTime":1595.66,"endTime":1597.76,"body":"This is great. All right. And"},{"speaker":"Matt Wolach","startTime":1597.76,"endTime":1599.74,"body":"I've learned a lot. I really"},{"speaker":"Matt Wolach","startTime":1597.76,"endTime":1599.74,"body":"appreciate you coming on."},{"speaker":"Matt Wolach","startTime":1599.77,"endTime":1602.23,"body":"Obviously, I think we have a"},{"speaker":"Matt Wolach","startTime":1599.77,"endTime":1602.23,"body":"great relationship already. But"},{"speaker":"Matt Wolach","startTime":1602.23,"endTime":1604.42,"body":"it was fun to hear your story"},{"speaker":"Matt Wolach","startTime":1602.23,"endTime":1604.42,"body":"and and share it with our"},{"speaker":"Matt Wolach","startTime":1604.42,"endTime":1607.12,"body":"audience. How can our audience"},{"speaker":"Matt Wolach","startTime":1604.42,"endTime":1607.12,"body":"learn more about you and ignite"},{"speaker":"Matt Wolach","startTime":1607.12,"endTime":1607.54,"body":"post?"},{"speaker":"Arian Radmand","startTime":1607.96,"endTime":1609.88,"body":"Yeah, well, so"},{"speaker":"Arian Radmand","startTime":1607.96,"endTime":1609.88,"body":"the easiest way, one of the"},{"speaker":"Arian Radmand","startTime":1609.88,"endTime":1612.4,"body":"coolest things is I would"},{"speaker":"Arian Radmand","startTime":1609.88,"endTime":1612.4,"body":"actually say visit"},{"speaker":"Arian Radmand","startTime":1612.82,"endTime":1615.76,"body":"ignitepost.com. And you can have"},{"speaker":"Arian Radmand","startTime":1612.82,"endTime":1615.76,"body":"one of our robots write you out"},{"speaker":"Arian Radmand","startTime":1615.76,"endTime":1619.3,"body":"a sample and mail it to your"},{"speaker":"Arian Radmand","startTime":1615.76,"endTime":1619.3,"body":"house. So if you visit ignite"},{"speaker":"Arian Radmand","startTime":1619.33,"endTime":1622.45,"body":"post.com, you'll see there's a"},{"speaker":"Arian Radmand","startTime":1619.33,"endTime":1622.45,"body":"button that says get a sample,"},{"speaker":"Arian Radmand","startTime":1622.66,"endTime":1626.02,"body":"click on it. Fill out your info,"},{"speaker":"Arian Radmand","startTime":1622.66,"endTime":1626.02,"body":"and one of our robots will write"},{"speaker":"Arian Radmand","startTime":1626.02,"endTime":1629.29,"body":"and mail your samples. That's"},{"speaker":"Arian Radmand","startTime":1626.02,"endTime":1629.29,"body":"the easiest way to get in touch"},{"speaker":"Arian Radmand","startTime":1629.29,"endTime":1631.15,"body":"with us and to see what we're"},{"speaker":"Arian Radmand","startTime":1629.29,"endTime":1631.15,"body":"all about."},{"speaker":"Matt Wolach","startTime":1632.17,"endTime":1634.21,"body":"That's super cool."},{"speaker":"Matt Wolach","startTime":1632.17,"endTime":1634.21,"body":"I definitely recommend that it's"},{"speaker":"Matt Wolach","startTime":1634.21,"endTime":1636.7,"body":"some really slick stuff that"},{"speaker":"Matt Wolach","startTime":1634.21,"endTime":1636.7,"body":"they're doing over there, Arian."},{"speaker":"Matt Wolach","startTime":1636.88,"endTime":1639.04,"body":"This has been great. Thanks so"},{"speaker":"Matt Wolach","startTime":1636.88,"endTime":1639.04,"body":"much for coming on the show."},{"speaker":"Matt Wolach","startTime":1639.52,"endTime":1642.04,"body":"Hey, Matt, thanks so much for"},{"speaker":"Matt Wolach","startTime":1639.52,"endTime":1642.04,"body":"having me. This was awesome. I"},{"speaker":"Matt Wolach","startTime":1642.04,"endTime":1643.18,"body":"was always love chatting with"},{"speaker":"Matt Wolach","startTime":1642.04,"endTime":1643.18,"body":"you."},{"speaker":"Matt Wolach","startTime":1644.23,"endTime":1646.81,"body":"Likewise, everybody out there"},{"speaker":"Matt Wolach","startTime":1644.23,"endTime":1646.81,"body":"thanks for being here. By the"},{"speaker":"Matt Wolach","startTime":1646.81,"endTime":1649.18,"body":"way, we are looking for reviews."},{"speaker":"Matt Wolach","startTime":1646.81,"endTime":1649.18,"body":"If you think this show is"},{"speaker":"Matt Wolach","startTime":1649.18,"endTime":1652.21,"body":"helpful for you. Please give us"},{"speaker":"Matt Wolach","startTime":1649.18,"endTime":1652.21,"body":"a review on Apple or Spotify."},{"speaker":"Matt Wolach","startTime":1652.36,"endTime":1654.64,"body":"That's really helpful for us let"},{"speaker":"Matt Wolach","startTime":1652.36,"endTime":1654.64,"body":"us know what we can do to"},{"speaker":"Matt Wolach","startTime":1654.64,"endTime":1657.4,"body":"improve but also shows other"},{"speaker":"Matt Wolach","startTime":1654.64,"endTime":1657.4,"body":"people that this is a great show"},{"speaker":"Matt Wolach","startTime":1657.4,"endTime":1660.1,"body":"that's going to help them Scale"},{"speaker":"Matt Wolach","startTime":1657.4,"endTime":1660.1,"body":"their SaaS. So thank you very"},{"speaker":"Matt Wolach","startTime":1660.1,"endTime":1662.47,"body":"much for coming, and we will see"},{"speaker":"Matt Wolach","startTime":1660.1,"endTime":1662.47,"body":"you next time. Take care."},{"speaker":"Intro/ Outro","startTime":1665.96,"endTime":1668.84,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1665.96,"endTime":1668.84,"body":"listening to Scale Your SaaS for"},{"speaker":"Intro/ Outro","startTime":1668.84,"endTime":1672.32,"body":"more help on finding great leads"},{"speaker":"Intro/ Outro","startTime":1668.84,"endTime":1672.32,"body":"and closing more deals. Go to"},{"speaker":"Intro/ Outro","startTime":1672.53,"endTime":1674.0,"body":"Mattwolach.com"}]}