{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.47,"endTime":12.39,"body":"One of the toughest"},{"speaker":"Matt Wolach","startTime":10.47,"endTime":12.39,"body":"parts about building a new"},{"speaker":"Matt Wolach","startTime":12.39,"endTime":16.8,"body":"company is staying away from all"},{"speaker":"Matt Wolach","startTime":12.39,"endTime":16.8,"body":"of the distractions of other"},{"speaker":"Matt Wolach","startTime":16.8,"endTime":20.22,"body":"bright shiny new capabilities"},{"speaker":"Matt Wolach","startTime":16.8,"endTime":20.22,"body":"you could offer other things you"},{"speaker":"Matt Wolach","startTime":20.22,"endTime":22.38,"body":"could provide when you've"},{"speaker":"Matt Wolach","startTime":20.22,"endTime":22.38,"body":"already come up with the idea"},{"speaker":"Matt Wolach","startTime":22.38,"endTime":24.87,"body":"that this is what we need to do."},{"speaker":"Matt Wolach","startTime":22.38,"endTime":24.87,"body":"And I've been guilty of it"},{"speaker":"Matt Wolach","startTime":24.87,"endTime":27.75,"body":"myself of saying, Oh, we had"},{"speaker":"Matt Wolach","startTime":24.87,"endTime":27.75,"body":"this or what if we did this and"},{"speaker":"Matt Wolach","startTime":27.78,"endTime":30.18,"body":"it just takes you away from what"},{"speaker":"Matt Wolach","startTime":27.78,"endTime":30.18,"body":"you're trying to do. It makes it"},{"speaker":"Matt Wolach","startTime":30.18,"endTime":34.14,"body":"so that your focus is off and"},{"speaker":"Matt Wolach","startTime":30.18,"endTime":34.14,"body":"that's what we talked about"},{"speaker":"Matt Wolach","startTime":34.14,"endTime":38.19,"body":"today. I had Sanjay Ghare on and"},{"speaker":"Matt Wolach","startTime":34.14,"endTime":38.19,"body":"Sanjay with Vervotech amazing"},{"speaker":"Matt Wolach","startTime":38.22,"endTime":41.52,"body":"level of focus he figured out"},{"speaker":"Matt Wolach","startTime":38.22,"endTime":41.52,"body":"how to make sure they were a to"},{"speaker":"Matt Wolach","startTime":41.52,"endTime":45.12,"body":"only focus right at their exact"},{"speaker":"Matt Wolach","startTime":41.52,"endTime":45.12,"body":"goal at their exact mission."},{"speaker":"Matt Wolach","startTime":45.12,"endTime":47.61,"body":"They didn't stray they didn't do"},{"speaker":"Matt Wolach","startTime":45.12,"endTime":47.61,"body":"all this other stuff. So"},{"speaker":"Matt Wolach","startTime":47.61,"endTime":50.1,"body":"definitely check this out"},{"speaker":"Matt Wolach","startTime":47.61,"endTime":50.1,"body":"because he shares how they were"},{"speaker":"Matt Wolach","startTime":50.1,"endTime":52.89,"body":"able to accomplish this,"},{"speaker":"Matt Wolach","startTime":50.1,"endTime":52.89,"body":"including the mistakes he'd made"},{"speaker":"Matt Wolach","startTime":52.89,"endTime":56.04,"body":"previously with other jobs other"},{"speaker":"Matt Wolach","startTime":52.89,"endTime":56.04,"body":"companies before he started"},{"speaker":"Matt Wolach","startTime":56.04,"endTime":59.49,"body":"Vervotech I think if you want to"},{"speaker":"Matt Wolach","startTime":56.04,"endTime":59.49,"body":"make sure that you understand"},{"speaker":"Matt Wolach","startTime":59.49,"endTime":63.9,"body":"how to nail an industry How to"},{"speaker":"Matt Wolach","startTime":59.49,"endTime":63.9,"body":"Win how to get an exit, finding"},{"speaker":"Matt Wolach","startTime":63.9,"endTime":67.14,"body":"a niche and focusing on solving"},{"speaker":"Matt Wolach","startTime":63.9,"endTime":67.14,"body":"their problems within that niche"},{"speaker":"Matt Wolach","startTime":67.14,"endTime":70.26,"body":"is critical. Sanjay does that"},{"speaker":"Matt Wolach","startTime":67.14,"endTime":70.26,"body":"beautifully. Enjoy."},{"speaker":"Intro/ Outro","startTime":70.92,"endTime":74.16,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":70.92,"endTime":74.16,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":74.16,"endTime":77.25,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":74.16,"endTime":77.25,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":77.25,"endTime":81.21,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":77.25,"endTime":81.21,"body":"exits brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":81.21,"endTime":86.07,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":81.21,"endTime":86.07,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":86.1,"endTime":86.58,"body":"Wolach,"},{"speaker":"Matt Wolach","startTime":87.09,"endTime":90.09,"body":"and welcome to"},{"speaker":"Matt Wolach","startTime":87.09,"endTime":90.09,"body":"Scale Your SaaS very happy"},{"speaker":"Matt Wolach","startTime":90.09,"endTime":92.97,"body":"you're here. I'm Matt Wolach."},{"speaker":"Matt Wolach","startTime":90.09,"endTime":92.97,"body":"I'm your host. By the way, make"},{"speaker":"Matt Wolach","startTime":92.97,"endTime":95.46,"body":"sure that you're subscribed to"},{"speaker":"Matt Wolach","startTime":92.97,"endTime":95.46,"body":"this show. We're gonna give you"},{"speaker":"Matt Wolach","startTime":95.49,"endTime":98.88,"body":"all kinds of amazing leaders and"},{"speaker":"Matt Wolach","startTime":95.49,"endTime":98.88,"body":"innovators and people who have"},{"speaker":"Matt Wolach","startTime":99.03,"endTime":102.42,"body":"done some great things to scale"},{"speaker":"Matt Wolach","startTime":99.03,"endTime":102.42,"body":"their Sass so that you can learn"},{"speaker":"Matt Wolach","startTime":102.42,"endTime":105.15,"body":"how to scale your SaaS. So"},{"speaker":"Matt Wolach","startTime":102.42,"endTime":105.15,"body":"definitely hit that subscribe"},{"speaker":"Matt Wolach","startTime":105.15,"endTime":108.33,"body":"button, you'll get notified of"},{"speaker":"Matt Wolach","startTime":105.15,"endTime":108.33,"body":"all the new shows. And on"},{"speaker":"Matt Wolach","startTime":108.33,"endTime":112.17,"body":"today's show. I'm really excited"},{"speaker":"Matt Wolach","startTime":108.33,"endTime":112.17,"body":"to be talking to Sanjay Gauri"},{"speaker":"Matt Wolach","startTime":112.32,"endTime":113.52,"body":"Sanjay, welcome."},{"speaker":"Sanjay Ghare","startTime":114.54,"endTime":116.4,"body":"Thank you. Thank"},{"speaker":"Sanjay Ghare","startTime":114.54,"endTime":116.4,"body":"you for having me, Matt."},{"speaker":"Matt Wolach","startTime":117.27,"endTime":118.98,"body":"Absolutely. I'm"},{"speaker":"Matt Wolach","startTime":117.27,"endTime":118.98,"body":"really glad to have you here."},{"speaker":"Matt Wolach","startTime":118.98,"endTime":122.16,"body":"Let me make sure everybody knows"},{"speaker":"Matt Wolach","startTime":118.98,"endTime":122.16,"body":"who you are Sanjay Sanjay. He's"},{"speaker":"Matt Wolach","startTime":122.16,"endTime":125.91,"body":"the CEO at vervoe tech. He comes"},{"speaker":"Matt Wolach","startTime":122.16,"endTime":125.91,"body":"from an engineering background."},{"speaker":"Matt Wolach","startTime":125.91,"endTime":129.72,"body":"But as an industry veteran and"},{"speaker":"Matt Wolach","startTime":125.91,"endTime":129.72,"body":"influencer Sanjay leads and"},{"speaker":"Matt Wolach","startTime":129.72,"endTime":133.17,"body":"drives Vervotech's vision of"},{"speaker":"Matt Wolach","startTime":129.72,"endTime":133.17,"body":"organizing the world's"},{"speaker":"Matt Wolach","startTime":133.17,"endTime":136.59,"body":"accommodation data. Sanjay has"},{"speaker":"Matt Wolach","startTime":133.17,"endTime":136.59,"body":"also founded a technology"},{"speaker":"Matt Wolach","startTime":136.59,"endTime":139.89,"body":"service company called Tech"},{"speaker":"Matt Wolach","startTime":136.59,"endTime":139.89,"body":"Spain. Now, VervoTech is a"},{"speaker":"Matt Wolach","startTime":139.89,"endTime":143.4,"body":"travel technology company that"},{"speaker":"Matt Wolach","startTime":139.89,"endTime":143.4,"body":"leverages the power of AI to"},{"speaker":"Matt Wolach","startTime":143.4,"endTime":148.11,"body":"power 1000 Plus travel companies"},{"speaker":"Matt Wolach","startTime":143.4,"endTime":148.11,"body":"around the globe. I'm really"},{"speaker":"Matt Wolach","startTime":148.11,"endTime":150.66,"body":"excited to hear how they're"},{"speaker":"Matt Wolach","startTime":148.11,"endTime":150.66,"body":"doing that. Once again, Sanjay,"},{"speaker":"Matt Wolach","startTime":150.66,"endTime":152.4,"body":"thanks so much for coming on the"},{"speaker":"Matt Wolach","startTime":150.66,"endTime":152.4,"body":"show."},{"speaker":"Sanjay Ghare","startTime":153.03,"endTime":154.77,"body":"Thank you for"},{"speaker":"Sanjay Ghare","startTime":153.03,"endTime":154.77,"body":"having me, mate. Thank you."},{"speaker":"Matt Wolach","startTime":155.73,"endTime":158.7,"body":"Absolutely. So tell"},{"speaker":"Matt Wolach","startTime":155.73,"endTime":158.7,"body":"me what's going on with you"},{"speaker":"Matt Wolach","startTime":158.7,"endTime":159.96,"body":"lately? And what's coming up?"},{"speaker":"Sanjay Ghare","startTime":159.0,"endTime":165.72,"body":"Yeah, so, you"},{"speaker":"Sanjay Ghare","startTime":159.0,"endTime":165.72,"body":"know, last month, Matt, whatever"},{"speaker":"Sanjay Ghare","startTime":165.72,"endTime":170.31,"body":"they got acquired, by"},{"speaker":"Sanjay Ghare","startTime":165.72,"endTime":170.31,"body":"constellation software, through"},{"speaker":"Sanjay Ghare","startTime":170.4,"endTime":175.5,"body":"its portfolio, Juniper group."},{"speaker":"Sanjay Ghare","startTime":170.4,"endTime":175.5,"body":"Constellation is the world's"},{"speaker":"Sanjay Ghare","startTime":175.53,"endTime":179.25,"body":"eighth most valuable software"},{"speaker":"Sanjay Ghare","startTime":175.53,"endTime":179.25,"body":"company listed publicly in turn"},{"speaker":"Sanjay Ghare","startTime":179.25,"endTime":182.37,"body":"to stock search. So being"},{"speaker":"Sanjay Ghare","startTime":179.25,"endTime":182.37,"body":"honest, you know, last few"},{"speaker":"Sanjay Ghare","startTime":182.37,"endTime":185.52,"body":"months, I was really busy in the"},{"speaker":"Sanjay Ghare","startTime":182.37,"endTime":185.52,"body":"due diligence on all the"},{"speaker":"Sanjay Ghare","startTime":185.52,"endTime":190.11,"body":"process, you know, majorly in"},{"speaker":"Sanjay Ghare","startTime":185.52,"endTime":190.11,"body":"addition to day to day business"},{"speaker":"Sanjay Ghare","startTime":190.11,"endTime":194.88,"body":"things, and I think you know,"},{"speaker":"Sanjay Ghare","startTime":190.11,"endTime":194.88,"body":"next few months is, while you"},{"speaker":"Sanjay Ghare","startTime":194.88,"endTime":197.64,"body":"know, we are finishing the"},{"speaker":"Sanjay Ghare","startTime":194.88,"endTime":197.64,"body":"integration, and we have 100 day"},{"speaker":"Sanjay Ghare","startTime":197.64,"endTime":202.14,"body":"plan to, you know, do some of"},{"speaker":"Sanjay Ghare","startTime":197.64,"endTime":202.14,"body":"the things I'm you know, really"},{"speaker":"Sanjay Ghare","startTime":202.14,"endTime":206.46,"body":"focused on kind of bringing the"},{"speaker":"Sanjay Ghare","startTime":202.14,"endTime":206.46,"body":"momentum and be more aggressive"},{"speaker":"Sanjay Ghare","startTime":206.46,"endTime":210.27,"body":"in our growth than ever before."},{"speaker":"Sanjay Ghare","startTime":206.46,"endTime":210.27,"body":"So that's pretty much you know,"},{"speaker":"Sanjay Ghare","startTime":210.27,"endTime":211.41,"body":"what's going on right now."},{"speaker":"Matt Wolach","startTime":212.31,"endTime":213.57,"body":"Well,"},{"speaker":"Matt Wolach","startTime":212.31,"endTime":213.57,"body":"congratulations on the"},{"speaker":"Matt Wolach","startTime":213.57,"endTime":217.95,"body":"acquisition. Thank you. Thanks,"},{"speaker":"Matt Wolach","startTime":213.57,"endTime":217.95,"body":"Matt. That's fantastic. And I"},{"speaker":"Matt Wolach","startTime":217.95,"endTime":221.04,"body":"think that that's something that"},{"speaker":"Matt Wolach","startTime":217.95,"endTime":221.04,"body":"a lot of people are really"},{"speaker":"Matt Wolach","startTime":221.07,"endTime":223.83,"body":"interested in doing. Of course,"},{"speaker":"Matt Wolach","startTime":221.07,"endTime":223.83,"body":"if you found a software company,"},{"speaker":"Matt Wolach","startTime":223.83,"endTime":226.23,"body":"most of the time, the goal is to"},{"speaker":"Matt Wolach","startTime":223.83,"endTime":226.23,"body":"have an exit most of the time,"},{"speaker":"Matt Wolach","startTime":226.23,"endTime":228.75,"body":"the goal is to get to that"},{"speaker":"Matt Wolach","startTime":226.23,"endTime":228.75,"body":"point. So I want to kind of"},{"speaker":"Matt Wolach","startTime":228.75,"endTime":231.78,"body":"follow your path on how you were"},{"speaker":"Matt Wolach","startTime":228.75,"endTime":231.78,"body":"able to do that. But let's go"},{"speaker":"Matt Wolach","startTime":231.78,"endTime":236.43,"body":"back, how did Viva tech come to"},{"speaker":"Matt Wolach","startTime":231.78,"endTime":236.43,"body":"be? What did it start? Where did"},{"speaker":"Matt Wolach","startTime":236.43,"endTime":239.04,"body":"that idea come from? Yeah,"},{"speaker":"Sanjay Ghare","startTime":239.07,"endTime":241.77,"body":"so you know, Matt,"},{"speaker":"Sanjay Ghare","startTime":239.07,"endTime":241.77,"body":"I had been working in the travel"},{"speaker":"Sanjay Ghare","startTime":241.77,"endTime":246.24,"body":"technology for more than, you"},{"speaker":"Sanjay Ghare","startTime":241.77,"endTime":246.24,"body":"know, 15 years now, I have"},{"speaker":"Sanjay Ghare","startTime":246.24,"endTime":249.72,"body":"worked for multiple, you know,"},{"speaker":"Sanjay Ghare","startTime":246.24,"endTime":249.72,"body":"products. And we have solved"},{"speaker":"Sanjay Ghare","startTime":249.72,"endTime":253.74,"body":"multiple problems through"},{"speaker":"Sanjay Ghare","startTime":249.72,"endTime":253.74,"body":"different kinds of products. And"},{"speaker":"Sanjay Ghare","startTime":253.74,"endTime":258.21,"body":"one thing I have realized is in"},{"speaker":"Sanjay Ghare","startTime":253.74,"endTime":258.21,"body":"the travel ecosystem, when"},{"speaker":"Sanjay Ghare","startTime":258.24,"endTime":261.69,"body":"everyone is trying to do"},{"speaker":"Sanjay Ghare","startTime":258.24,"endTime":261.69,"body":"everything, things are not sold"},{"speaker":"Sanjay Ghare","startTime":261.69,"endTime":264.84,"body":"at a perfection. And that's when"},{"speaker":"Sanjay Ghare","startTime":261.69,"endTime":264.84,"body":"we thought about this problem"},{"speaker":"Sanjay Ghare","startTime":264.84,"endTime":270.48,"body":"that which is about hotel"},{"speaker":"Sanjay Ghare","startTime":264.84,"endTime":270.48,"body":"standardization, Hotel mappi. So"},{"speaker":"Sanjay Ghare","startTime":270.48,"endTime":274.38,"body":"everyone who is selling the"},{"speaker":"Sanjay Ghare","startTime":270.48,"endTime":274.38,"body":"hotels to, you know, travelers"},{"speaker":"Sanjay Ghare","startTime":274.38,"endTime":277.98,"body":"or guest online, they need to"},{"speaker":"Sanjay Ghare","startTime":274.38,"endTime":277.98,"body":"connect to multiple suppliers."},{"speaker":"Sanjay Ghare","startTime":278.52,"endTime":282.54,"body":"And when when we look at the"},{"speaker":"Sanjay Ghare","startTime":278.52,"endTime":282.54,"body":"options or solutions available,"},{"speaker":"Sanjay Ghare","startTime":283.35,"endTime":285.9,"body":"there are very no lot of options"},{"speaker":"Sanjay Ghare","startTime":283.35,"endTime":285.9,"body":"in the market. But there are"},{"speaker":"Sanjay Ghare","startTime":285.9,"endTime":290.16,"body":"just one company who had been"},{"speaker":"Sanjay Ghare","startTime":285.9,"endTime":290.16,"body":"doing this for quite some time."},{"speaker":"Sanjay Ghare","startTime":290.79,"endTime":294.75,"body":"And with the latest technology"},{"speaker":"Sanjay Ghare","startTime":290.79,"endTime":294.75,"body":"and the AI and all these things,"},{"speaker":"Sanjay Ghare","startTime":294.75,"endTime":300.78,"body":"you know, evolve. We saw an"},{"speaker":"Sanjay Ghare","startTime":294.75,"endTime":300.78,"body":"opportunity of doing things You"},{"speaker":"Sanjay Ghare","startTime":300.78,"endTime":305.04,"body":"know, leveraging AI in an"},{"speaker":"Sanjay Ghare","startTime":300.78,"endTime":305.04,"body":"efficient way, and having an"},{"speaker":"Sanjay Ghare","startTime":305.04,"endTime":309.33,"body":"option for everyone, given the"},{"speaker":"Sanjay Ghare","startTime":305.04,"endTime":309.33,"body":"size of travel industry. So"},{"speaker":"Sanjay Ghare","startTime":309.6,"endTime":313.41,"body":"that's what our idea was very"},{"speaker":"Sanjay Ghare","startTime":309.6,"endTime":313.41,"body":"simple, we will solve a very"},{"speaker":"Sanjay Ghare","startTime":313.41,"endTime":317.1,"body":"small and just one problem, but"},{"speaker":"Sanjay Ghare","startTime":313.41,"endTime":317.1,"body":"be the best in that instead of"},{"speaker":"Sanjay Ghare","startTime":317.13,"endTime":320.31,"body":"trying to do lots of things. So"},{"speaker":"Sanjay Ghare","startTime":317.13,"endTime":320.31,"body":"that's where we started with low"},{"speaker":"Sanjay Ghare","startTime":320.31,"endTime":324.21,"body":"tech with a single line of"},{"speaker":"Sanjay Ghare","startTime":320.31,"endTime":324.21,"body":"vision that we will organize the"},{"speaker":"Sanjay Ghare","startTime":324.21,"endTime":327.96,"body":"world's recommendation data will"},{"speaker":"Sanjay Ghare","startTime":324.21,"endTime":327.96,"body":"not do anything more than that."},{"speaker":"Sanjay Ghare","startTime":328.05,"endTime":331.17,"body":"And we had been very focused"},{"speaker":"Sanjay Ghare","startTime":328.05,"endTime":331.17,"body":"around it for last five years."},{"speaker":"Matt Wolach","startTime":332.4,"endTime":334.41,"body":"Well, congrats, I"},{"speaker":"Matt Wolach","startTime":332.4,"endTime":334.41,"body":"think that that's so important"},{"speaker":"Matt Wolach","startTime":334.41,"endTime":338.01,"body":"is to figure out what is that"},{"speaker":"Matt Wolach","startTime":334.41,"endTime":338.01,"body":"niche that needs an answer that"},{"speaker":"Matt Wolach","startTime":338.01,"endTime":341.04,"body":"needs a solution? And, and how"},{"speaker":"Matt Wolach","startTime":338.01,"endTime":341.04,"body":"can we help people within that"},{"speaker":"Matt Wolach","startTime":341.04,"endTime":344.13,"body":"niche? And I think it's amazing"},{"speaker":"Matt Wolach","startTime":341.04,"endTime":344.13,"body":"that you guys did that? Because"},{"speaker":"Matt Wolach","startTime":344.13,"endTime":348.36,"body":"it probably, it probably was"},{"speaker":"Matt Wolach","startTime":344.13,"endTime":348.36,"body":"enticing to look outside of that"},{"speaker":"Matt Wolach","startTime":348.36,"endTime":351.45,"body":"niche and look at other things"},{"speaker":"Matt Wolach","startTime":348.36,"endTime":351.45,"body":"and say, Oh, maybe we could do"},{"speaker":"Matt Wolach","startTime":351.45,"endTime":354.78,"body":"that, too. And maybe we could do"},{"speaker":"Matt Wolach","startTime":351.45,"endTime":354.78,"body":"that. How did you remain focused"},{"speaker":"Matt Wolach","startTime":354.78,"endTime":356.64,"body":"on solving that singular issue?"},{"speaker":"Sanjay Ghare","startTime":357.51,"endTime":359.55,"body":"Yeah, I think, you"},{"speaker":"Sanjay Ghare","startTime":357.51,"endTime":359.55,"body":"know, I would say experience,"},{"speaker":"Sanjay Ghare","startTime":359.55,"endTime":365.7,"body":"because in the previous roles"},{"speaker":"Sanjay Ghare","startTime":359.55,"endTime":365.7,"body":"where I worked upon, we had, you"},{"speaker":"Sanjay Ghare","startTime":365.7,"endTime":369.42,"body":"know, I would say, got into this"},{"speaker":"Sanjay Ghare","startTime":365.7,"endTime":369.42,"body":"trap. When we build something,"},{"speaker":"Sanjay Ghare","startTime":369.42,"endTime":371.97,"body":"we have some happy customers,"},{"speaker":"Sanjay Ghare","startTime":369.42,"endTime":371.97,"body":"they ask for something else. And"},{"speaker":"Sanjay Ghare","startTime":371.97,"endTime":375.24,"body":"with, Okay, why don't we do"},{"speaker":"Sanjay Ghare","startTime":371.97,"endTime":375.24,"body":"this. And we ended up building"},{"speaker":"Sanjay Ghare","startTime":375.24,"endTime":380.16,"body":"12 to 13 products. And after"},{"speaker":"Sanjay Ghare","startTime":375.24,"endTime":380.16,"body":"1012 years doing that, and we"},{"speaker":"Sanjay Ghare","startTime":380.16,"endTime":382.65,"body":"looked at, Okay, number of"},{"speaker":"Sanjay Ghare","startTime":380.16,"endTime":382.65,"body":"customers we are serving are"},{"speaker":"Sanjay Ghare","startTime":382.65,"endTime":388.11,"body":"probably 50 or 60, globally. So,"},{"speaker":"Sanjay Ghare","startTime":382.65,"endTime":388.11,"body":"you know, it sounds as as an as"},{"speaker":"Sanjay Ghare","startTime":388.11,"endTime":391.98,"body":"a technologist, myself, I know"},{"speaker":"Sanjay Ghare","startTime":388.11,"endTime":391.98,"body":"this trap, that, you know,"},{"speaker":"Sanjay Ghare","startTime":392.67,"endTime":396.15,"body":"getting into a trap of building"},{"speaker":"Sanjay Ghare","startTime":392.67,"endTime":396.15,"body":"more and more things really"},{"speaker":"Sanjay Ghare","startTime":396.39,"endTime":399.81,"body":"keeps you away from being the"},{"speaker":"Sanjay Ghare","startTime":396.39,"endTime":399.81,"body":"best at something. So because"},{"speaker":"Sanjay Ghare","startTime":399.81,"endTime":402.99,"body":"this was an experience in the"},{"speaker":"Sanjay Ghare","startTime":399.81,"endTime":402.99,"body":"past, we were very clear about"},{"speaker":"Sanjay Ghare","startTime":402.99,"endTime":407.4,"body":"this, that we will remain"},{"speaker":"Sanjay Ghare","startTime":402.99,"endTime":407.4,"body":"focused on just one thing at a"},{"speaker":"Sanjay Ghare","startTime":407.4,"endTime":409.11,"body":"time. We had number one in that."},{"speaker":"Matt Wolach","startTime":409.89,"endTime":412.71,"body":"I think that's"},{"speaker":"Matt Wolach","startTime":409.89,"endTime":412.71,"body":"fantastic. I'm so glad. And"},{"speaker":"Matt Wolach","startTime":412.71,"endTime":415.83,"body":"sometimes it does take that"},{"speaker":"Matt Wolach","startTime":412.71,"endTime":415.83,"body":"experience of trying it a"},{"speaker":"Matt Wolach","startTime":415.83,"endTime":419.1,"body":"different way in order to be"},{"speaker":"Matt Wolach","startTime":415.83,"endTime":419.1,"body":"able to get to the right answer"},{"speaker":"Matt Wolach","startTime":419.1,"endTime":422.58,"body":"and get to the right solution of"},{"speaker":"Matt Wolach","startTime":419.1,"endTime":422.58,"body":"let's stay within our niche. I"},{"speaker":"Matt Wolach","startTime":422.58,"endTime":425.61,"body":"think that's fantastic kudos on"},{"speaker":"Matt Wolach","startTime":422.58,"endTime":425.61,"body":"that. And I know that Vivatech"},{"speaker":"Matt Wolach","startTime":425.61,"endTime":429.78,"body":"really specializes in, in AI"},{"speaker":"Matt Wolach","startTime":425.61,"endTime":429.78,"body":"driven solutions, like you said"},{"speaker":"Matt Wolach","startTime":429.78,"endTime":434.82,"body":"it does this for for a lot of"},{"speaker":"Matt Wolach","startTime":429.78,"endTime":434.82,"body":"businesses. Can you explain how"},{"speaker":"Matt Wolach","startTime":434.82,"endTime":437.1,"body":"the technology is"},{"speaker":"Matt Wolach","startTime":434.82,"endTime":437.1,"body":"revolutionizing the way travel"},{"speaker":"Matt Wolach","startTime":437.1,"endTime":439.95,"body":"businesses operate? Yeah,"},{"speaker":"Matt Wolach","startTime":437.1,"endTime":439.95,"body":"absolutely."},{"speaker":"Sanjay Ghare","startTime":440.01,"endTime":443.64,"body":"Okay. So if you"},{"speaker":"Sanjay Ghare","startTime":440.01,"endTime":443.64,"body":"look at travel industry, you"},{"speaker":"Sanjay Ghare","startTime":443.64,"endTime":446.52,"body":"know, people know the big"},{"speaker":"Sanjay Ghare","startTime":443.64,"endTime":446.52,"body":"players like Expedia"},{"speaker":"Sanjay Ghare","startTime":446.55,"endTime":450.36,"body":"booking.com, you know, Agoda all"},{"speaker":"Sanjay Ghare","startTime":446.55,"endTime":450.36,"body":"these big players, but the"},{"speaker":"Sanjay Ghare","startTime":450.36,"endTime":455.79,"body":"reality is, these big players"},{"speaker":"Sanjay Ghare","startTime":450.36,"endTime":455.79,"body":"are not contributing even 10% of"},{"speaker":"Sanjay Ghare","startTime":455.79,"endTime":459.87,"body":"the total travel industry. There"},{"speaker":"Sanjay Ghare","startTime":455.79,"endTime":459.87,"body":"are 300,000 more travel"},{"speaker":"Sanjay Ghare","startTime":459.87,"endTime":465.96,"body":"businesses, who are distributing"},{"speaker":"Sanjay Ghare","startTime":459.87,"endTime":465.96,"body":"a significant part of that, to"},{"speaker":"Sanjay Ghare","startTime":465.96,"endTime":468.72,"body":"you know, the customers, you"},{"speaker":"Sanjay Ghare","startTime":465.96,"endTime":468.72,"body":"know, the kind of reach they"},{"speaker":"Sanjay Ghare","startTime":468.72,"endTime":473.01,"body":"have into different regions of"},{"speaker":"Sanjay Ghare","startTime":468.72,"endTime":473.01,"body":"the globe. And all these 300,000"},{"speaker":"Sanjay Ghare","startTime":473.01,"endTime":476.61,"body":"travel agencies, they try to get"},{"speaker":"Sanjay Ghare","startTime":473.01,"endTime":476.61,"body":"the best rates for their"},{"speaker":"Sanjay Ghare","startTime":476.61,"endTime":480.69,"body":"customers wherever you know it"},{"speaker":"Sanjay Ghare","startTime":476.61,"endTime":480.69,"body":"is coming from. And every other"},{"speaker":"Sanjay Ghare","startTime":480.69,"endTime":484.05,"body":"day, new suppliers will pop in"},{"speaker":"Sanjay Ghare","startTime":480.69,"endTime":484.05,"body":"and start supplying something"},{"speaker":"Sanjay Ghare","startTime":484.05,"endTime":488.73,"body":"which is better than others,"},{"speaker":"Sanjay Ghare","startTime":484.05,"endTime":488.73,"body":"maybe only for few hotels. So we"},{"speaker":"Sanjay Ghare","startTime":488.73,"endTime":494.79,"body":"provide an ability, that where a"},{"speaker":"Sanjay Ghare","startTime":488.73,"endTime":494.79,"body":"travel agency can start sourcing"},{"speaker":"Sanjay Ghare","startTime":494.79,"endTime":499.05,"body":"from any of the you know, travel"},{"speaker":"Sanjay Ghare","startTime":494.79,"endTime":499.05,"body":"suppliers popping into the"},{"speaker":"Sanjay Ghare","startTime":499.05,"endTime":504.09,"body":"industry by mapping the content"},{"speaker":"Sanjay Ghare","startTime":499.05,"endTime":504.09,"body":"within 24 to 48 hours. That is"},{"speaker":"Sanjay Ghare","startTime":504.09,"endTime":508.41,"body":"the speed of mapping content,"},{"speaker":"Sanjay Ghare","startTime":504.09,"endTime":508.41,"body":"which used to be months if new"},{"speaker":"Sanjay Ghare","startTime":508.41,"endTime":512.73,"body":"suppliers come into existence."},{"speaker":"Sanjay Ghare","startTime":508.41,"endTime":512.73,"body":"The inventory will take months"},{"speaker":"Sanjay Ghare","startTime":512.73,"endTime":517.08,"body":"to map for the first time."},{"speaker":"Sanjay Ghare","startTime":512.73,"endTime":517.08,"body":"Through an automation leveraging"},{"speaker":"Sanjay Ghare","startTime":517.08,"endTime":521.58,"body":"AI and ML models, we have"},{"speaker":"Sanjay Ghare","startTime":517.08,"endTime":521.58,"body":"brought that down to 24 to 48"},{"speaker":"Sanjay Ghare","startTime":521.58,"endTime":526.98,"body":"hours based on the inventory"},{"speaker":"Sanjay Ghare","startTime":521.58,"endTime":526.98,"body":"size. So the friction, the speed"},{"speaker":"Sanjay Ghare","startTime":527.22,"endTime":530.64,"body":"of going into the market has"},{"speaker":"Sanjay Ghare","startTime":527.22,"endTime":530.64,"body":"changed very significantly,"},{"speaker":"Sanjay Ghare","startTime":530.64,"endTime":534.24,"body":"which is helping the industry to"},{"speaker":"Sanjay Ghare","startTime":530.64,"endTime":534.24,"body":"move forward in a faster way."},{"speaker":"Matt Wolach","startTime":535.26,"endTime":537.77,"body":"We'll be right"},{"speaker":"Matt Wolach","startTime":535.26,"endTime":537.77,"body":"back. Scale Your SaaS is"},{"speaker":"Matt Wolach","startTime":537.835,"endTime":541.891,"body":"supported by Torowave. Lots of"},{"speaker":"Matt Wolach","startTime":537.835,"endTime":541.891,"body":"software leaders I talked to who"},{"speaker":"Matt Wolach","startTime":541.955,"endTime":546.011,"body":"are looking to scale their SAS"},{"speaker":"Matt Wolach","startTime":541.955,"endTime":546.011,"body":"and I keep hearing over and over"},{"speaker":"Matt Wolach","startTime":546.076,"endTime":549.938,"body":"about one major struggle getting"},{"speaker":"Matt Wolach","startTime":546.076,"endTime":549.938,"body":"ghosted by buyers after the"},{"speaker":"Matt Wolach","startTime":550.003,"endTime":553.801,"body":"demo. How frustrating is when"},{"speaker":"Matt Wolach","startTime":550.003,"endTime":553.801,"body":"you have a great demo. You're"},{"speaker":"Matt Wolach","startTime":553.866,"endTime":557.857,"body":"feeling good they like it. It"},{"speaker":"Matt Wolach","startTime":553.866,"endTime":557.857,"body":"seems like a done deal. And then"},{"speaker":"Matt Wolach","startTime":557.922,"endTime":561.72,"body":"crickets nothing reach out"},{"speaker":"Matt Wolach","startTime":557.922,"endTime":561.72,"body":"they're not responding to you at"},{"speaker":"Matt Wolach","startTime":561.785,"endTime":565.648,"body":"all. And when these software"},{"speaker":"Matt Wolach","startTime":561.785,"endTime":565.648,"body":"companies they asked me to dive"},{"speaker":"Matt Wolach","startTime":565.712,"endTime":569.704,"body":"in, I noticed that the sellers"},{"speaker":"Matt Wolach","startTime":565.712,"endTime":569.704,"body":"are following up the wrong way."},{"speaker":"Matt Wolach","startTime":569.768,"endTime":573.631,"body":"Or actually I should say with"},{"speaker":"Matt Wolach","startTime":569.768,"endTime":573.631,"body":"the wrong medium. What they're"},{"speaker":"Matt Wolach","startTime":573.695,"endTime":577.301,"body":"doing is they're hammering"},{"speaker":"Matt Wolach","startTime":573.695,"endTime":577.301,"body":"emails over and over again. I"},{"speaker":"Matt Wolach","startTime":577.365,"endTime":581.357,"body":"got a newsflash for you. Email"},{"speaker":"Matt Wolach","startTime":577.365,"endTime":581.357,"body":"effectiveness is dwindling down"},{"speaker":"Matt Wolach","startTime":581.421,"endTime":585.22,"body":"and down every year. So why beat"},{"speaker":"Matt Wolach","startTime":581.421,"endTime":585.22,"body":"your head against the wall"},{"speaker":"Matt Wolach","startTime":585.284,"endTime":588.954,"body":"losing all kinds of business,"},{"speaker":"Matt Wolach","startTime":585.284,"endTime":588.954,"body":"start texting mixing texts,"},{"speaker":"Matt Wolach","startTime":589.018,"endTime":593.01,"body":"along with emails and calls and"},{"speaker":"Matt Wolach","startTime":589.018,"endTime":593.01,"body":"watch your conversion rates go"},{"speaker":"Matt Wolach","startTime":593.074,"endTime":596.937,"body":"up. In fact conversion rates go"},{"speaker":"Matt Wolach","startTime":593.074,"endTime":596.937,"body":"up by about 50% When you use"},{"speaker":"Matt Wolach","startTime":597.001,"endTime":600.993,"body":"texting as part of the follow up"},{"speaker":"Matt Wolach","startTime":597.001,"endTime":600.993,"body":"people are used to it and did"},{"speaker":"Matt Wolach","startTime":601.057,"endTime":604.985,"body":"you know though response rate on"},{"speaker":"Matt Wolach","startTime":601.057,"endTime":604.985,"body":"text is 98% 98% So why throw"},{"speaker":"Matt Wolach","startTime":605.049,"endTime":609.169,"body":"emails into a black hole knowing"},{"speaker":"Matt Wolach","startTime":605.049,"endTime":609.169,"body":"that they're never going to get"},{"speaker":"Matt Wolach","startTime":609.234,"endTime":613.032,"body":"returned tax buyers and get"},{"speaker":"Matt Wolach","startTime":609.234,"endTime":613.032,"body":"results, but don't use your own"},{"speaker":"Matt Wolach","startTime":613.097,"endTime":617.217,"body":"phone all kinds of security and"},{"speaker":"Matt Wolach","startTime":613.097,"endTime":617.217,"body":"compliance issues if you do also"},{"speaker":"Matt Wolach","startTime":617.281,"endTime":620.887,"body":"none of that data is with your"},{"speaker":"Matt Wolach","startTime":617.281,"endTime":620.887,"body":"company. That's not good."},{"speaker":"Matt Wolach","startTime":620.951,"endTime":624.814,"body":"Instead use this system Toro"},{"speaker":"Matt Wolach","startTime":620.951,"endTime":624.814,"body":"wave. Toro wave is designed for"},{"speaker":"Matt Wolach","startTime":624.879,"endTime":628.613,"body":"sales, it makes texting with"},{"speaker":"Matt Wolach","startTime":624.879,"endTime":628.613,"body":"buyers super simple and fast."},{"speaker":"Matt Wolach","startTime":628.677,"endTime":632.54,"body":"And it helps drive more deals,"},{"speaker":"Matt Wolach","startTime":628.677,"endTime":632.54,"body":"deals that you've been losing"},{"speaker":"Matt Wolach","startTime":632.604,"endTime":636.725,"body":"until now for being a listener,"},{"speaker":"Matt Wolach","startTime":632.604,"endTime":636.725,"body":"you get 50% off your first month"},{"speaker":"Matt Wolach","startTime":636.789,"endTime":640.716,"body":"of using Torowave 50% off just"},{"speaker":"Matt Wolach","startTime":636.789,"endTime":640.716,"body":"go to Toro wave.com/scale It's"},{"speaker":"Matt Wolach","startTime":640.781,"endTime":644.708,"body":"torowave.com/scale get signed up"},{"speaker":"Matt Wolach","startTime":640.781,"endTime":644.708,"body":"and start winning more deals"},{"speaker":"Matt Wolach","startTime":644.772,"endTime":648.571,"body":"like Tracy who closed $170,000"},{"speaker":"Matt Wolach","startTime":644.772,"endTime":648.571,"body":"In three days after starting"},{"speaker":"Matt Wolach","startTime":648.635,"endTime":652.756,"body":"again, go to Torowave.com/scale"},{"speaker":"Matt Wolach","startTime":648.635,"endTime":652.756,"body":"Catch up and win by texting with"},{"speaker":"Matt Wolach","startTime":652.82,"endTime":653.4,"body":"poor win."},{"speaker":"Matt Wolach","startTime":653.4,"endTime":656.857,"body":"And we're back. Very cool."},{"speaker":"Matt Wolach","startTime":653.4,"endTime":656.857,"body":"That's amazing that you guys are"},{"speaker":"Matt Wolach","startTime":656.916,"endTime":660.08,"body":"able to speed it up so much. And"},{"speaker":"Matt Wolach","startTime":656.916,"endTime":660.08,"body":"I'm sure the space is"},{"speaker":"Matt Wolach","startTime":660.139,"endTime":663.596,"body":"competitive. How do you stay"},{"speaker":"Matt Wolach","startTime":660.139,"endTime":663.596,"body":"ahead of these emerging trends"},{"speaker":"Matt Wolach","startTime":663.655,"endTime":667.23,"body":"and technologies and everything"},{"speaker":"Matt Wolach","startTime":663.655,"endTime":667.23,"body":"that seems to keep happening?"},{"speaker":"Sanjay Ghare","startTime":668.16,"endTime":671.7,"body":"Yeah, I think you"},{"speaker":"Sanjay Ghare","startTime":668.16,"endTime":671.7,"body":"know, so two things, we have to"},{"speaker":"Sanjay Ghare","startTime":671.73,"endTime":676.77,"body":"constantly invest in r\u0026d. So we"},{"speaker":"Sanjay Ghare","startTime":671.73,"endTime":676.77,"body":"have being a very small company,"},{"speaker":"Sanjay Ghare","startTime":676.77,"endTime":679.92,"body":"we still have a dedicated r\u0026d"},{"speaker":"Sanjay Ghare","startTime":676.77,"endTime":679.92,"body":"department who is constantly"},{"speaker":"Sanjay Ghare","startTime":679.92,"endTime":683.01,"body":"just looking for the new things,"},{"speaker":"Sanjay Ghare","startTime":679.92,"endTime":683.01,"body":"how do we leverage the new"},{"speaker":"Sanjay Ghare","startTime":683.01,"endTime":685.83,"body":"databases, new, you know,"},{"speaker":"Sanjay Ghare","startTime":683.01,"endTime":685.83,"body":"technologies, which are coming"},{"speaker":"Sanjay Ghare","startTime":685.83,"endTime":689.64,"body":"in to solve the current"},{"speaker":"Sanjay Ghare","startTime":685.83,"endTime":689.64,"body":"problems, we also go and try to"},{"speaker":"Sanjay Ghare","startTime":689.64,"endTime":693.57,"body":"attend a lot of tech events, let"},{"speaker":"Sanjay Ghare","startTime":689.64,"endTime":693.57,"body":"it be web three, or cloud"},{"speaker":"Sanjay Ghare","startTime":693.57,"endTime":697.5,"body":"specific events and try to learn"},{"speaker":"Sanjay Ghare","startTime":693.57,"endTime":697.5,"body":"from the people who maybe in the"},{"speaker":"Sanjay Ghare","startTime":697.5,"endTime":701.28,"body":"other domains, because honestly,"},{"speaker":"Sanjay Ghare","startTime":697.5,"endTime":701.28,"body":"technology in the travel is"},{"speaker":"Sanjay Ghare","startTime":701.28,"endTime":705.18,"body":"slightly behind. If you look at"},{"speaker":"Sanjay Ghare","startTime":701.28,"endTime":705.18,"body":"the other industries, so learn"},{"speaker":"Sanjay Ghare","startTime":705.18,"endTime":708.48,"body":"from the other industries like"},{"speaker":"Sanjay Ghare","startTime":705.18,"endTime":708.48,"body":"oil and gas finance, and try to"},{"speaker":"Sanjay Ghare","startTime":708.48,"endTime":712.08,"body":"apply those technology,"},{"speaker":"Sanjay Ghare","startTime":708.48,"endTime":712.08,"body":"evolution into travel is also"},{"speaker":"Sanjay Ghare","startTime":712.08,"endTime":715.56,"body":"helping us to kind of move"},{"speaker":"Sanjay Ghare","startTime":712.08,"endTime":715.56,"body":"forward and fine to kind of come"},{"speaker":"Sanjay Ghare","startTime":715.56,"endTime":716.67,"body":"up with the new things."},{"speaker":"Matt Wolach","startTime":717.929,"endTime":720.059,"body":"I love it. So glad"},{"speaker":"Matt Wolach","startTime":717.929,"endTime":720.059,"body":"you're staying on top of it."},{"speaker":"Matt Wolach","startTime":720.749,"endTime":724.259,"body":"Okay, so when you got started, I"},{"speaker":"Matt Wolach","startTime":720.749,"endTime":724.259,"body":"want to kind of go through this"},{"speaker":"Matt Wolach","startTime":724.259,"endTime":727.049,"body":"journey, as we talked about so"},{"speaker":"Matt Wolach","startTime":724.259,"endTime":727.049,"body":"that people can understand how"},{"speaker":"Matt Wolach","startTime":727.049,"endTime":731.249,"body":"they can achieve what you've"},{"speaker":"Matt Wolach","startTime":727.049,"endTime":731.249,"body":"done. So what were some of the"},{"speaker":"Matt Wolach","startTime":731.429,"endTime":734.879,"body":"good decisions that you made in"},{"speaker":"Matt Wolach","startTime":731.429,"endTime":734.879,"body":"the early days after the launch"},{"speaker":"Matt Wolach","startTime":734.879,"endTime":738.389,"body":"that really got you some initial"},{"speaker":"Matt Wolach","startTime":734.879,"endTime":738.389,"body":"traction and got you some"},{"speaker":"Matt Wolach","startTime":738.389,"endTime":740.099,"body":"foothold with some new"},{"speaker":"Matt Wolach","startTime":738.389,"endTime":740.099,"body":"customers?"},{"speaker":"Sanjay Ghare","startTime":740.94,"endTime":743.1,"body":"Yeah, yeah,"},{"speaker":"Sanjay Ghare","startTime":740.94,"endTime":743.1,"body":"that's, you know, amazing"},{"speaker":"Sanjay Ghare","startTime":743.1,"endTime":747.96,"body":"question. And I love that. So we"},{"speaker":"Sanjay Ghare","startTime":743.1,"endTime":747.96,"body":"started back in October 2018,"},{"speaker":"Sanjay Ghare","startTime":747.99,"endTime":751.56,"body":"which is, you know, almost five"},{"speaker":"Sanjay Ghare","startTime":747.99,"endTime":751.56,"body":"years back, when we decided to"},{"speaker":"Sanjay Ghare","startTime":751.56,"endTime":755.88,"body":"do this. And we were very clear"},{"speaker":"Sanjay Ghare","startTime":751.56,"endTime":755.88,"body":"with the vision. And I would"},{"speaker":"Sanjay Ghare","startTime":755.88,"endTime":758.91,"body":"say, when I look at the"},{"speaker":"Sanjay Ghare","startTime":755.88,"endTime":758.91,"body":"decisions we had taken is, first"},{"speaker":"Sanjay Ghare","startTime":758.91,"endTime":762.9,"body":"of all, no matter how great"},{"speaker":"Sanjay Ghare","startTime":758.91,"endTime":762.9,"body":"product you build, but you have"},{"speaker":"Sanjay Ghare","startTime":762.9,"endTime":766.89,"body":"to really present in front of"},{"speaker":"Sanjay Ghare","startTime":762.9,"endTime":766.89,"body":"customers. So, we were very"},{"speaker":"Sanjay Ghare","startTime":766.89,"endTime":772.62,"body":"clear, we have invested from day"},{"speaker":"Sanjay Ghare","startTime":766.89,"endTime":772.62,"body":"one in marketing and marketing"},{"speaker":"Sanjay Ghare","startTime":772.62,"endTime":777.66,"body":"not only website but all kinds"},{"speaker":"Sanjay Ghare","startTime":772.62,"endTime":777.66,"body":"of you know, let it be website"},{"speaker":"Sanjay Ghare","startTime":777.75,"endTime":783.15,"body":"videos, Presley's attending"},{"speaker":"Sanjay Ghare","startTime":777.75,"endTime":783.15,"body":"events, you know, having inside"},{"speaker":"Sanjay Ghare","startTime":783.15,"endTime":785.58,"body":"sales team reaching out to"},{"speaker":"Sanjay Ghare","startTime":783.15,"endTime":785.58,"body":"customers talking about the"},{"speaker":"Sanjay Ghare","startTime":785.58,"endTime":790.5,"body":"products. So, we have invested"},{"speaker":"Sanjay Ghare","startTime":785.58,"endTime":790.5,"body":"in marketing from day one is the"},{"speaker":"Sanjay Ghare","startTime":790.5,"endTime":793.92,"body":"first I would say important"},{"speaker":"Sanjay Ghare","startTime":790.5,"endTime":793.92,"body":"thing, because the great product"},{"speaker":"Sanjay Ghare","startTime":793.92,"endTime":797.19,"body":"is good, but you have to put it"},{"speaker":"Sanjay Ghare","startTime":793.92,"endTime":797.19,"body":"in front of the right people."},{"speaker":"Sanjay Ghare","startTime":797.19,"endTime":801.96,"body":"The second thing which I would"},{"speaker":"Sanjay Ghare","startTime":797.19,"endTime":801.96,"body":"say, you know, happened because"},{"speaker":"Sanjay Ghare","startTime":801.96,"endTime":808.62,"body":"of these situations is we had"},{"speaker":"Sanjay Ghare","startTime":801.96,"endTime":808.62,"body":"been very lean, and very, I"},{"speaker":"Sanjay Ghare","startTime":808.62,"endTime":813.81,"body":"would say cost sensitive before"},{"speaker":"Sanjay Ghare","startTime":808.62,"endTime":813.81,"body":"spending $1 We were clear that"},{"speaker":"Sanjay Ghare","startTime":813.81,"endTime":817.35,"body":"what we are going to get out of"},{"speaker":"Sanjay Ghare","startTime":813.81,"endTime":817.35,"body":"it. And the reason I said it is"},{"speaker":"Sanjay Ghare","startTime":817.35,"endTime":820.53,"body":"very situational, because when"},{"speaker":"Sanjay Ghare","startTime":817.35,"endTime":820.53,"body":"we started we got a good"},{"speaker":"Sanjay Ghare","startTime":820.53,"endTime":824.19,"body":"traction, we were also thinking"},{"speaker":"Sanjay Ghare","startTime":820.53,"endTime":824.19,"body":"about even getting funding, but"},{"speaker":"Sanjay Ghare","startTime":824.19,"endTime":827.04,"body":"that's when the pandemic you"},{"speaker":"Sanjay Ghare","startTime":824.19,"endTime":827.04,"body":"know, came in because of"},{"speaker":"Sanjay Ghare","startTime":827.04,"endTime":830.73,"body":"pandemic we dropped the idea of"},{"speaker":"Sanjay Ghare","startTime":827.04,"endTime":830.73,"body":"going into funding because you"},{"speaker":"Sanjay Ghare","startTime":830.73,"endTime":834.06,"body":"know, everything was kind of"},{"speaker":"Sanjay Ghare","startTime":830.73,"endTime":834.06,"body":"disturbed. But that has helped"},{"speaker":"Sanjay Ghare","startTime":834.06,"endTime":840.18,"body":"us to go back and focus and how"},{"speaker":"Sanjay Ghare","startTime":834.06,"endTime":840.18,"body":"do we kind of remain lean what"},{"speaker":"Sanjay Ghare","startTime":840.18,"endTime":844.11,"body":"we learned in the pandemic has"},{"speaker":"Sanjay Ghare","startTime":840.18,"endTime":844.11,"body":"became our DNA forever even"},{"speaker":"Sanjay Ghare","startTime":844.11,"endTime":848.01,"body":"after acquisition now, our focus"},{"speaker":"Sanjay Ghare","startTime":844.11,"endTime":848.01,"body":"is even spending a single dollar"},{"speaker":"Sanjay Ghare","startTime":848.01,"endTime":852.12,"body":"we always think how this dollar"},{"speaker":"Sanjay Ghare","startTime":848.01,"endTime":852.12,"body":"is going to come back to us. So"},{"speaker":"Sanjay Ghare","startTime":852.12,"endTime":856.59,"body":"I think the second thing is"},{"speaker":"Sanjay Ghare","startTime":852.12,"endTime":856.59,"body":"about very ROI driven when we do"},{"speaker":"Sanjay Ghare","startTime":856.59,"endTime":862.98,"body":"the investment and third thing"},{"speaker":"Sanjay Ghare","startTime":856.59,"endTime":862.98,"body":"is we have accepted the fact is"},{"speaker":"Sanjay Ghare","startTime":862.98,"endTime":866.94,"body":"you cannot solve everything you"},{"speaker":"Sanjay Ghare","startTime":862.98,"endTime":866.94,"body":"cannot have every feature on day"},{"speaker":"Sanjay Ghare","startTime":866.94,"endTime":869.97,"body":"one, you will have things which"},{"speaker":"Sanjay Ghare","startTime":866.94,"endTime":869.97,"body":"are missing but what is"},{"speaker":"Sanjay Ghare","startTime":869.97,"endTime":873.54,"body":"important is having the right"},{"speaker":"Sanjay Ghare","startTime":869.97,"endTime":873.54,"body":"mindset to work with your"},{"speaker":"Sanjay Ghare","startTime":873.54,"endTime":876.99,"body":"customers understand their pain"},{"speaker":"Sanjay Ghare","startTime":873.54,"endTime":876.99,"body":"points, if customer needs a"},{"speaker":"Sanjay Ghare","startTime":876.99,"endTime":880.14,"body":"feature, work with them and tell"},{"speaker":"Sanjay Ghare","startTime":876.99,"endTime":880.14,"body":"them okay, this is going to come"},{"speaker":"Sanjay Ghare","startTime":880.14,"endTime":884.43,"body":"at this point. How can I help"},{"speaker":"Sanjay Ghare","startTime":880.14,"endTime":884.43,"body":"you right now? So from day one,"},{"speaker":"Sanjay Ghare","startTime":884.46,"endTime":888.63,"body":"we had been awarded as best for"},{"speaker":"Sanjay Ghare","startTime":884.46,"endTime":888.63,"body":"customer success. Even recently"},{"speaker":"Sanjay Ghare","startTime":888.63,"endTime":891.3,"body":"we did a customer survey and the"},{"speaker":"Sanjay Ghare","startTime":888.63,"endTime":891.3,"body":"best thing which came up is a"},{"speaker":"Sanjay Ghare","startTime":891.3,"endTime":894.75,"body":"customer success. Because you"},{"speaker":"Sanjay Ghare","startTime":891.3,"endTime":894.75,"body":"know in a global industry when"},{"speaker":"Sanjay Ghare","startTime":894.75,"endTime":899.16,"body":"you really don't you know what"},{"speaker":"Sanjay Ghare","startTime":894.75,"endTime":899.16,"body":"with each other in person and in"},{"speaker":"Sanjay Ghare","startTime":899.16,"endTime":902.58,"body":"the remote work Whether you're"},{"speaker":"Sanjay Ghare","startTime":899.16,"endTime":902.58,"body":"using software from someone you"},{"speaker":"Sanjay Ghare","startTime":902.58,"endTime":905.76,"body":"prefer that if you have a"},{"speaker":"Sanjay Ghare","startTime":902.58,"endTime":905.76,"body":"problem or if you have feedback,"},{"speaker":"Sanjay Ghare","startTime":905.76,"endTime":909.09,"body":"or if you have a question, how"},{"speaker":"Sanjay Ghare","startTime":905.76,"endTime":909.09,"body":"soon someone is available, how"},{"speaker":"Sanjay Ghare","startTime":909.09,"endTime":911.97,"body":"someone is able to understand"},{"speaker":"Sanjay Ghare","startTime":909.09,"endTime":911.97,"body":"your context and just not"},{"speaker":"Sanjay Ghare","startTime":911.97,"endTime":915.6,"body":"responding in a transactional"},{"speaker":"Sanjay Ghare","startTime":911.97,"endTime":915.6,"body":"way to your ticket. So customer"},{"speaker":"Sanjay Ghare","startTime":915.6,"endTime":919.23,"body":"success has been, again, in"},{"speaker":"Sanjay Ghare","startTime":915.6,"endTime":919.23,"body":"another focus area, I think"},{"speaker":"Sanjay Ghare","startTime":919.23,"endTime":922.5,"body":"these are the things you know, I"},{"speaker":"Sanjay Ghare","startTime":919.23,"endTime":922.5,"body":"will not say these are the"},{"speaker":"Sanjay Ghare","startTime":922.5,"endTime":925.47,"body":"decisions, but these are the"},{"speaker":"Sanjay Ghare","startTime":922.5,"endTime":925.47,"body":"very conscious focus areas,"},{"speaker":"Sanjay Ghare","startTime":925.92,"endTime":929.52,"body":"which we had kept throughout our"},{"speaker":"Sanjay Ghare","startTime":925.92,"endTime":929.52,"body":"journey has been very helpful to"},{"speaker":"Sanjay Ghare","startTime":929.52,"endTime":934.26,"body":"us. Because, you know, as a, as"},{"speaker":"Sanjay Ghare","startTime":929.52,"endTime":934.26,"body":"a product manager, product is"},{"speaker":"Sanjay Ghare","startTime":934.26,"endTime":936.78,"body":"never perfect on day one. And"},{"speaker":"Sanjay Ghare","startTime":934.26,"endTime":936.78,"body":"it's never perfect, actually,"},{"speaker":"Sanjay Ghare","startTime":936.78,"endTime":939.36,"body":"there is always something which"},{"speaker":"Sanjay Ghare","startTime":936.78,"endTime":939.36,"body":"needs to improve. But we are"},{"speaker":"Sanjay Ghare","startTime":939.36,"endTime":944.07,"body":"very keen and very responsive to"},{"speaker":"Sanjay Ghare","startTime":939.36,"endTime":944.07,"body":"our customers and very attentive"},{"speaker":"Sanjay Ghare","startTime":944.07,"endTime":945.09,"body":"to our customers."},{"speaker":"Matt Wolach","startTime":946.17,"endTime":948.51,"body":"That's great. I'm"},{"speaker":"Matt Wolach","startTime":946.17,"endTime":948.51,"body":"so glad to hear that. You talked"},{"speaker":"Matt Wolach","startTime":948.51,"endTime":951.72,"body":"about being lean, and how"},{"speaker":"Matt Wolach","startTime":948.51,"endTime":951.72,"body":"something good came out of the"},{"speaker":"Matt Wolach","startTime":951.72,"endTime":954.9,"body":"pandemic of you learning how to"},{"speaker":"Matt Wolach","startTime":951.72,"endTime":954.9,"body":"be lean, and you've kept that"},{"speaker":"Matt Wolach","startTime":954.9,"endTime":957.45,"body":"I'm, I'm really impressed that"},{"speaker":"Matt Wolach","startTime":954.9,"endTime":957.45,"body":"you've kept that afterwards. So"},{"speaker":"Matt Wolach","startTime":957.81,"endTime":960.69,"body":"I think that that's critical. I"},{"speaker":"Matt Wolach","startTime":957.81,"endTime":960.69,"body":"think so many times, especially"},{"speaker":"Matt Wolach","startTime":960.69,"endTime":963.93,"body":"in the tech world, people are"},{"speaker":"Matt Wolach","startTime":960.69,"endTime":963.93,"body":"just spending and they don't"},{"speaker":"Matt Wolach","startTime":963.93,"endTime":968.4,"body":"realize, if we put this dollar"},{"speaker":"Matt Wolach","startTime":963.93,"endTime":968.4,"body":"in the machine, how many are we"},{"speaker":"Matt Wolach","startTime":968.4,"endTime":971.34,"body":"going to get back? And really"},{"speaker":"Matt Wolach","startTime":968.4,"endTime":971.34,"body":"looking like you said, at each"},{"speaker":"Matt Wolach","startTime":971.34,"endTime":973.41,"body":"dollar, I think is critical."},{"speaker":"Matt Wolach","startTime":971.34,"endTime":973.41,"body":"It's something I learned in my"},{"speaker":"Matt Wolach","startTime":973.41,"endTime":977.07,"body":"early days in startups of, you"},{"speaker":"Matt Wolach","startTime":973.41,"endTime":977.07,"body":"know, hey, what are we going to"},{"speaker":"Matt Wolach","startTime":977.07,"endTime":979.08,"body":"get out of this, if we're going"},{"speaker":"Matt Wolach","startTime":977.07,"endTime":979.08,"body":"to spend this what's going to"},{"speaker":"Matt Wolach","startTime":979.08,"endTime":983.25,"body":"actually happen? I think the"},{"speaker":"Matt Wolach","startTime":979.08,"endTime":983.25,"body":"companies who figured out if"},{"speaker":"Matt Wolach","startTime":983.25,"endTime":985.83,"body":"we're going to spend this we"},{"speaker":"Matt Wolach","startTime":983.25,"endTime":985.83,"body":"will get this are the ones who"},{"speaker":"Matt Wolach","startTime":985.83,"endTime":988.26,"body":"thrive, the ones who just kind"},{"speaker":"Matt Wolach","startTime":985.83,"endTime":988.26,"body":"of willy nilly throw money"},{"speaker":"Matt Wolach","startTime":988.26,"endTime":991.59,"body":"around. They're the ones who"},{"speaker":"Matt Wolach","startTime":988.26,"endTime":991.59,"body":"don't make it. And it's, it's"},{"speaker":"Matt Wolach","startTime":991.59,"endTime":994.74,"body":"very scary. So I really"},{"speaker":"Matt Wolach","startTime":991.59,"endTime":994.74,"body":"appreciated that, that you're"},{"speaker":"Matt Wolach","startTime":994.74,"endTime":997.14,"body":"doing that. I also love the"},{"speaker":"Matt Wolach","startTime":994.74,"endTime":997.14,"body":"customer success angle that"},{"speaker":"Matt Wolach","startTime":997.14,"endTime":1001.13,"body":"you're taking care of your"},{"speaker":"Matt Wolach","startTime":997.14,"endTime":1001.13,"body":"customers? Have you seen your"},{"speaker":"Matt Wolach","startTime":1001.13,"endTime":1004.94,"body":"churn rate be very successful?"},{"speaker":"Matt Wolach","startTime":1001.13,"endTime":1004.94,"body":"Because you're your customer"},{"speaker":"Matt Wolach","startTime":1004.94,"endTime":1009.47,"body":"success focus? And have you seen"},{"speaker":"Matt Wolach","startTime":1004.94,"endTime":1009.47,"body":"your customers love the product?"},{"speaker":"Matt Wolach","startTime":1009.47,"endTime":1012.2,"body":"And love the company more? Stick"},{"speaker":"Matt Wolach","startTime":1009.47,"endTime":1012.2,"body":"around more because of that?"},{"speaker":"Sanjay Ghare","startTime":1013.01,"endTime":1016.04,"body":"Absolutely,"},{"speaker":"Sanjay Ghare","startTime":1013.01,"endTime":1016.04,"body":"absolutely. You know, because we"},{"speaker":"Sanjay Ghare","startTime":1016.04,"endTime":1019.82,"body":"are so connected with customers,"},{"speaker":"Sanjay Ghare","startTime":1016.04,"endTime":1019.82,"body":"you know, we are able to"},{"speaker":"Sanjay Ghare","startTime":1019.85,"endTime":1023.18,"body":"understand their pain points,"},{"speaker":"Sanjay Ghare","startTime":1019.85,"endTime":1023.18,"body":"all their pain points work"},{"speaker":"Sanjay Ghare","startTime":1023.18,"endTime":1026.03,"body":"through give this additional"},{"speaker":"Sanjay Ghare","startTime":1023.18,"endTime":1026.03,"body":"comfort. And this has been one"},{"speaker":"Sanjay Ghare","startTime":1026.03,"endTime":1030.38,"body":"of the most important factor in"},{"speaker":"Sanjay Ghare","startTime":1026.03,"endTime":1030.38,"body":"having John as late as possible."},{"speaker":"Matt Wolach","startTime":1031.7,"endTime":1034.31,"body":"I love it. So those"},{"speaker":"Matt Wolach","startTime":1031.7,"endTime":1034.31,"body":"are some of the good things you"},{"speaker":"Matt Wolach","startTime":1034.31,"endTime":1035.93,"body":"did? What were some of the"},{"speaker":"Matt Wolach","startTime":1034.31,"endTime":1035.93,"body":"mistakes that you made? What"},{"speaker":"Matt Wolach","startTime":1035.93,"endTime":1038.42,"body":"were some decisions that you"},{"speaker":"Matt Wolach","startTime":1035.93,"endTime":1038.42,"body":"wish you could have back?"},{"speaker":"Sanjay Ghare","startTime":1039.619,"endTime":1043.759,"body":"Yeah, that's a"},{"speaker":"Sanjay Ghare","startTime":1039.619,"endTime":1043.759,"body":"good question. So, you know, I"},{"speaker":"Sanjay Ghare","startTime":1043.759,"endTime":1048.019,"body":"think, Matt, because when"},{"speaker":"Sanjay Ghare","startTime":1043.759,"endTime":1048.019,"body":"something reaches to a good"},{"speaker":"Sanjay Ghare","startTime":1048.019,"endTime":1051.079,"body":"stage, probably no, it is really"},{"speaker":"Sanjay Ghare","startTime":1048.019,"endTime":1051.079,"body":"hard to think about the big"},{"speaker":"Sanjay Ghare","startTime":1051.079,"endTime":1055.279,"body":"mistakes. And that's the thing,"},{"speaker":"Sanjay Ghare","startTime":1051.079,"endTime":1055.279,"body":"you know, I'm trying to think."},{"speaker":"Sanjay Ghare","startTime":1055.849,"endTime":1060.649,"body":"So, you know, I will not say"},{"speaker":"Sanjay Ghare","startTime":1055.849,"endTime":1060.649,"body":"mistakes as such. But but in"},{"speaker":"Sanjay Ghare","startTime":1060.649,"endTime":1066.319,"body":"journey, because in my previous,"},{"speaker":"Sanjay Ghare","startTime":1060.649,"endTime":1066.319,"body":"you know, previous roles where I"},{"speaker":"Sanjay Ghare","startTime":1066.319,"endTime":1069.829,"body":"was very focused on the product"},{"speaker":"Sanjay Ghare","startTime":1066.319,"endTime":1069.829,"body":"and a lot of products, I was"},{"speaker":"Sanjay Ghare","startTime":1069.829,"endTime":1072.649,"body":"very clear about we were missing"},{"speaker":"Sanjay Ghare","startTime":1069.829,"endTime":1072.649,"body":"on marketing, we were missing on"},{"speaker":"Sanjay Ghare","startTime":1072.649,"endTime":1077.749,"body":"sales. So I was very focused"},{"speaker":"Sanjay Ghare","startTime":1072.649,"endTime":1077.749,"body":"here. r\u0026d and a constant"},{"speaker":"Sanjay Ghare","startTime":1077.749,"endTime":1081.559,"body":"evolution on technology, I would"},{"speaker":"Sanjay Ghare","startTime":1077.749,"endTime":1081.559,"body":"say we started little late in"},{"speaker":"Sanjay Ghare","startTime":1081.559,"endTime":1085.219,"body":"the vertex journey. It should"},{"speaker":"Sanjay Ghare","startTime":1081.559,"endTime":1085.219,"body":"have been, you know, there from"},{"speaker":"Sanjay Ghare","startTime":1085.309,"endTime":1089.059,"body":"day one, I think two or three"},{"speaker":"Sanjay Ghare","startTime":1085.309,"endTime":1089.059,"body":"years down the line, the you"},{"speaker":"Sanjay Ghare","startTime":1089.059,"endTime":1092.839,"body":"know, apprenticeship journey, we"},{"speaker":"Sanjay Ghare","startTime":1089.059,"endTime":1092.839,"body":"realized that we had to go back"},{"speaker":"Sanjay Ghare","startTime":1092.839,"endTime":1098.089,"body":"to r\u0026d. So if I have to restart"},{"speaker":"Sanjay Ghare","startTime":1092.839,"endTime":1098.089,"body":"all my journey Vertec, I would"},{"speaker":"Sanjay Ghare","startTime":1098.089,"endTime":1101.659,"body":"make sure that the investment in"},{"speaker":"Sanjay Ghare","startTime":1098.089,"endTime":1101.659,"body":"the r\u0026d and the new trends and"},{"speaker":"Sanjay Ghare","startTime":1101.659,"endTime":1106.549,"body":"the technology will be slightly"},{"speaker":"Sanjay Ghare","startTime":1101.659,"endTime":1106.549,"body":"more from the day one, which we"},{"speaker":"Sanjay Ghare","startTime":1106.849,"endTime":1109.429,"body":"eventually did after two and a"},{"speaker":"Sanjay Ghare","startTime":1106.849,"endTime":1109.429,"body":"half years."},{"speaker":"Matt Wolach","startTime":1110.78,"endTime":1113.54,"body":"Got it? Got it. So"},{"speaker":"Matt Wolach","startTime":1110.78,"endTime":1113.54,"body":"how do you see your company"},{"speaker":"Matt Wolach","startTime":1113.54,"endTime":1115.76,"body":"evolving and growing over the"},{"speaker":"Matt Wolach","startTime":1113.54,"endTime":1115.76,"body":"next five years?"},{"speaker":"Sanjay Ghare","startTime":1116.75,"endTime":1120.23,"body":"That's a beautiful"},{"speaker":"Sanjay Ghare","startTime":1116.75,"endTime":1120.23,"body":"question. So, you know, in last"},{"speaker":"Sanjay Ghare","startTime":1120.23,"endTime":1126.11,"body":"five years, Matt, we have kind"},{"speaker":"Sanjay Ghare","startTime":1120.23,"endTime":1126.11,"body":"of, you know, put ourselves in"},{"speaker":"Sanjay Ghare","startTime":1126.11,"endTime":1128.99,"body":"front of everyone's travel"},{"speaker":"Sanjay Ghare","startTime":1126.11,"endTime":1128.99,"body":"ecosystem now knows us as an"},{"speaker":"Sanjay Ghare","startTime":1128.99,"endTime":1132.83,"body":"option. You know, we are there,"},{"speaker":"Sanjay Ghare","startTime":1128.99,"endTime":1132.83,"body":"everyone knows us. We know"},{"speaker":"Sanjay Ghare","startTime":1132.83,"endTime":1137.24,"body":"people can use us in next five"},{"speaker":"Sanjay Ghare","startTime":1132.83,"endTime":1137.24,"body":"years, I want to change this"},{"speaker":"Sanjay Ghare","startTime":1137.24,"endTime":1141.68,"body":"perception from you know, being"},{"speaker":"Sanjay Ghare","startTime":1137.24,"endTime":1141.68,"body":"an option to the number one"},{"speaker":"Sanjay Ghare","startTime":1141.68,"endTime":1144.92,"body":"option. Okay? So if today"},{"speaker":"Sanjay Ghare","startTime":1141.68,"endTime":1144.92,"body":"someone is going for a"},{"speaker":"Sanjay Ghare","startTime":1144.92,"endTime":1148.7,"body":"smartphone, I think iPhone is"},{"speaker":"Sanjay Ghare","startTime":1144.92,"endTime":1148.7,"body":"the number one choice, it's very"},{"speaker":"Sanjay Ghare","startTime":1148.7,"endTime":1151.01,"body":"clear, there is no doubt about"},{"speaker":"Sanjay Ghare","startTime":1148.7,"endTime":1151.01,"body":"it, no one is going to argue"},{"speaker":"Sanjay Ghare","startTime":1151.01,"endTime":1156.59,"body":"about it. We just want to be"},{"speaker":"Sanjay Ghare","startTime":1151.01,"endTime":1156.59,"body":"that iPhone of the mapping"},{"speaker":"Sanjay Ghare","startTime":1156.59,"endTime":1160.46,"body":"industry, that we become the"},{"speaker":"Sanjay Ghare","startTime":1156.59,"endTime":1160.46,"body":"number one preferred choice."},{"speaker":"Sanjay Ghare","startTime":1160.97,"endTime":1166.55,"body":"People buy it or not, for"},{"speaker":"Sanjay Ghare","startTime":1160.97,"endTime":1166.55,"body":"reasons, like you know, cost or"},{"speaker":"Sanjay Ghare","startTime":1166.55,"endTime":1170.99,"body":"any other is fine. But we want"},{"speaker":"Sanjay Ghare","startTime":1166.55,"endTime":1170.99,"body":"to make sure that everyone"},{"speaker":"Sanjay Ghare","startTime":1171.56,"endTime":1175.67,"body":"agrees and feel we are the"},{"speaker":"Sanjay Ghare","startTime":1171.56,"endTime":1175.67,"body":"number one choice for customers."},{"speaker":"Sanjay Ghare","startTime":1175.67,"endTime":1178.19,"body":"So we want you to take our"},{"speaker":"Sanjay Ghare","startTime":1175.67,"endTime":1178.19,"body":"product to the level we want to"},{"speaker":"Sanjay Ghare","startTime":1178.19,"endTime":1181.67,"body":"take our customer success to a"},{"speaker":"Sanjay Ghare","startTime":1178.19,"endTime":1181.67,"body":"level where we become a"},{"speaker":"Sanjay Ghare","startTime":1181.67,"endTime":1184.88,"body":"preferred option than just being"},{"speaker":"Sanjay Ghare","startTime":1181.67,"endTime":1184.88,"body":"an option."},{"speaker":"Matt Wolach","startTime":1186.08,"endTime":1189.11,"body":"I love that. And"},{"speaker":"Matt Wolach","startTime":1186.08,"endTime":1189.11,"body":"so, as a leader, are you making"},{"speaker":"Matt Wolach","startTime":1189.11,"endTime":1192.17,"body":"sure the whole team sees that"},{"speaker":"Matt Wolach","startTime":1189.11,"endTime":1192.17,"body":"vision and how do you make sure"},{"speaker":"Matt Wolach","startTime":1192.17,"endTime":1193.58,"body":"everybody's on the same page?"},{"speaker":"Sanjay Ghare","startTime":1194.419,"endTime":1197.629,"body":"Yeah, so you know,"},{"speaker":"Sanjay Ghare","startTime":1194.419,"endTime":1197.629,"body":"I think that's that's the beauty"},{"speaker":"Sanjay Ghare","startTime":1198.589,"endTime":1202.789,"body":"being us. startup and being a"},{"speaker":"Sanjay Ghare","startTime":1198.589,"endTime":1202.789,"body":"SaaS company and we are small"},{"speaker":"Sanjay Ghare","startTime":1202.789,"endTime":1206.149,"body":"team, really, really everyone is"},{"speaker":"Sanjay Ghare","startTime":1202.789,"endTime":1206.149,"body":"a leader here. That means, you"},{"speaker":"Sanjay Ghare","startTime":1206.149,"endTime":1210.439,"body":"know, what happens is, annually"},{"speaker":"Sanjay Ghare","startTime":1206.149,"endTime":1210.439,"body":"every year when we start, we"},{"speaker":"Sanjay Ghare","startTime":1210.439,"endTime":1213.589,"body":"actually start with our"},{"speaker":"Sanjay Ghare","startTime":1210.439,"endTime":1213.589,"body":"financial goals. And then we"},{"speaker":"Sanjay Ghare","startTime":1213.589,"endTime":1217.399,"body":"start with our product goals."},{"speaker":"Sanjay Ghare","startTime":1213.589,"endTime":1217.399,"body":"And then when we do and annual"},{"speaker":"Sanjay Ghare","startTime":1217.399,"endTime":1221.569,"body":"OpSite, with the entire company,"},{"speaker":"Sanjay Ghare","startTime":1217.399,"endTime":1221.569,"body":"everyone in the company, even"},{"speaker":"Sanjay Ghare","startTime":1221.569,"endTime":1225.829,"body":"the intern will come on stage"},{"speaker":"Sanjay Ghare","startTime":1221.569,"endTime":1225.829,"body":"and talk about what he or she is"},{"speaker":"Sanjay Ghare","startTime":1225.829,"endTime":1229.159,"body":"going to achieve in next one"},{"speaker":"Sanjay Ghare","startTime":1225.829,"endTime":1229.159,"body":"year. So really, really, all of"},{"speaker":"Sanjay Ghare","startTime":1229.159,"endTime":1232.939,"body":"our things are very transparent,"},{"speaker":"Sanjay Ghare","startTime":1229.159,"endTime":1232.939,"body":"where the goals and what"},{"speaker":"Sanjay Ghare","startTime":1232.939,"endTime":1236.899,"body":"everyone is going to do is"},{"speaker":"Sanjay Ghare","startTime":1232.939,"endTime":1236.899,"body":"decided by them in the overall"},{"speaker":"Sanjay Ghare","startTime":1236.899,"endTime":1241.639,"body":"ecosystem and overall goals. So"},{"speaker":"Sanjay Ghare","startTime":1236.899,"endTime":1241.639,"body":"we have such meetings quarterly"},{"speaker":"Sanjay Ghare","startTime":1241.639,"endTime":1244.849,"body":"review, to check the status"},{"speaker":"Sanjay Ghare","startTime":1241.639,"endTime":1244.849,"body":"against things. Whereas we have"},{"speaker":"Sanjay Ghare","startTime":1244.849,"endTime":1247.819,"body":"monthly all hands meeting where"},{"speaker":"Sanjay Ghare","startTime":1244.849,"endTime":1247.819,"body":"we talk about the same numbers."},{"speaker":"Sanjay Ghare","startTime":1248.149,"endTime":1253.489,"body":"And we have seen KPIs, it is"},{"speaker":"Sanjay Ghare","startTime":1248.149,"endTime":1253.489,"body":"about accuracy of the mappings,"},{"speaker":"Sanjay Ghare","startTime":1253.519,"endTime":1256.579,"body":"it is about the percentage of"},{"speaker":"Sanjay Ghare","startTime":1253.519,"endTime":1256.579,"body":"the mappings, it is about the"},{"speaker":"Sanjay Ghare","startTime":1256.579,"endTime":1260.059,"body":"revenue, we have grown this, you"},{"speaker":"Sanjay Ghare","startTime":1256.579,"endTime":1260.059,"body":"know, this month, month on"},{"speaker":"Sanjay Ghare","startTime":1260.059,"endTime":1265.039,"body":"month, we only talk about those"},{"speaker":"Sanjay Ghare","startTime":1260.059,"endTime":1265.039,"body":"KPIs in all, all the groups very"},{"speaker":"Sanjay Ghare","startTime":1265.039,"endTime":1268.129,"body":"openly so everyone is aligned"},{"speaker":"Sanjay Ghare","startTime":1265.039,"endTime":1268.129,"body":"towards the same thing."},{"speaker":"Matt Wolach","startTime":1269.66,"endTime":1271.67,"body":"I love that I think"},{"speaker":"Matt Wolach","startTime":1269.66,"endTime":1271.67,"body":"it's so smart to be able to do"},{"speaker":"Matt Wolach","startTime":1271.67,"endTime":1274.73,"body":"that and get everybody focused"},{"speaker":"Matt Wolach","startTime":1271.67,"endTime":1274.73,"body":"towards the same goal. So this"},{"speaker":"Matt Wolach","startTime":1274.73,"endTime":1277.07,"body":"has been a lot of fun learning"},{"speaker":"Matt Wolach","startTime":1274.73,"endTime":1277.07,"body":"about how you guys have done"},{"speaker":"Matt Wolach","startTime":1277.07,"endTime":1281.0,"body":"this, Sanjay, what other advice"},{"speaker":"Matt Wolach","startTime":1277.07,"endTime":1281.0,"body":"would you give to early stage"},{"speaker":"Matt Wolach","startTime":1281.0,"endTime":1283.52,"body":"and new SAS founders who are"},{"speaker":"Matt Wolach","startTime":1281.0,"endTime":1283.52,"body":"getting started and want to"},{"speaker":"Matt Wolach","startTime":1283.52,"endTime":1284.99,"body":"follow your path to get to an"},{"speaker":"Matt Wolach","startTime":1283.52,"endTime":1284.99,"body":"exit?"},{"speaker":"Sanjay Ghare","startTime":1285.77,"endTime":1289.31,"body":"Yeah, I think you"},{"speaker":"Sanjay Ghare","startTime":1285.77,"endTime":1289.31,"body":"know, so I would say no Getting"},{"speaker":"Sanjay Ghare","startTime":1289.31,"endTime":1294.89,"body":"started is the most important."},{"speaker":"Sanjay Ghare","startTime":1289.31,"endTime":1294.89,"body":"So if you aspired of doing"},{"speaker":"Sanjay Ghare","startTime":1294.89,"endTime":1298.43,"body":"something, the only thing which"},{"speaker":"Sanjay Ghare","startTime":1294.89,"endTime":1298.43,"body":"is stopping you is you know,"},{"speaker":"Sanjay Ghare","startTime":1298.52,"endTime":1304.13,"body":"just not doing it. So I would"},{"speaker":"Sanjay Ghare","startTime":1298.52,"endTime":1304.13,"body":"say just start doing it. On the"},{"speaker":"Sanjay Ghare","startTime":1304.13,"endTime":1307.85,"body":"way you will find a way out. I"},{"speaker":"Sanjay Ghare","startTime":1304.13,"endTime":1307.85,"body":"think the only thing which you"},{"speaker":"Sanjay Ghare","startTime":1307.85,"endTime":1311.78,"body":"require for building a"},{"speaker":"Sanjay Ghare","startTime":1307.85,"endTime":1311.78,"body":"successful company is making"},{"speaker":"Sanjay Ghare","startTime":1311.78,"endTime":1315.05,"body":"sure you have the right leaders"},{"speaker":"Sanjay Ghare","startTime":1311.78,"endTime":1315.05,"body":"or right co founders and you"},{"speaker":"Sanjay Ghare","startTime":1315.05,"endTime":1319.49,"body":"build the right team. Ideas can"},{"speaker":"Sanjay Ghare","startTime":1315.05,"endTime":1319.49,"body":"be tweaked ideas can be changed."},{"speaker":"Sanjay Ghare","startTime":1320.45,"endTime":1323.84,"body":"You know, but you know, right."},{"speaker":"Sanjay Ghare","startTime":1320.45,"endTime":1323.84,"body":"If you have a right team, don't"},{"speaker":"Sanjay Ghare","startTime":1323.84,"endTime":1326.9,"body":"wait. Just get started. Things"},{"speaker":"Sanjay Ghare","startTime":1323.84,"endTime":1326.9,"body":"will follow."},{"speaker":"Matt Wolach","startTime":1328.28,"endTime":1330.95,"body":"I love it. Well,"},{"speaker":"Matt Wolach","startTime":1328.28,"endTime":1330.95,"body":"Sanjay, this has been really"},{"speaker":"Matt Wolach","startTime":1330.95,"endTime":1333.53,"body":"awesome learning about you. How"},{"speaker":"Matt Wolach","startTime":1330.95,"endTime":1333.53,"body":"can our audience learn more"},{"speaker":"Matt Wolach","startTime":1333.53,"endTime":1334.82,"body":"about you and Viva tech?"},{"speaker":"Sanjay Ghare","startTime":1336.41,"endTime":1339.5,"body":"Be I think you"},{"speaker":"Sanjay Ghare","startTime":1336.41,"endTime":1339.5,"body":"know, me and even overtake both"},{"speaker":"Sanjay Ghare","startTime":1339.5,"endTime":1342.65,"body":"are very active on LinkedIn. So"},{"speaker":"Sanjay Ghare","startTime":1339.5,"endTime":1342.65,"body":"if you can follow or take on"},{"speaker":"Sanjay Ghare","startTime":1342.65,"endTime":1346.19,"body":"LinkedIn, as well as follow me"},{"speaker":"Sanjay Ghare","startTime":1342.65,"endTime":1346.19,"body":"on LinkedIn, that's the best"},{"speaker":"Sanjay Ghare","startTime":1346.19,"endTime":1349.64,"body":"place to be connected and, you"},{"speaker":"Sanjay Ghare","startTime":1346.19,"endTime":1349.64,"body":"know, be updated."},{"speaker":"Matt Wolach","startTime":1350.84,"endTime":1353.27,"body":"Okay, perfect."},{"speaker":"Matt Wolach","startTime":1350.84,"endTime":1353.27,"body":"We'll make sure we put that into"},{"speaker":"Matt Wolach","startTime":1353.27,"endTime":1355.64,"body":"the show notes. And as well as"},{"speaker":"Matt Wolach","startTime":1353.27,"endTime":1355.64,"body":"in the description if you're"},{"speaker":"Matt Wolach","startTime":1355.64,"endTime":1358.58,"body":"watching on YouTube, but Sanjay,"},{"speaker":"Matt Wolach","startTime":1355.64,"endTime":1358.58,"body":"thank you so much for coming on"},{"speaker":"Matt Wolach","startTime":1358.58,"endTime":1360.38,"body":"the show and sharing all this."},{"speaker":"Matt Wolach","startTime":1358.58,"endTime":1360.38,"body":"This has been great."},{"speaker":"Sanjay Ghare","startTime":1361.25,"endTime":1363.32,"body":"It was lovely,"},{"speaker":"Sanjay Ghare","startTime":1361.25,"endTime":1363.32,"body":"man. Lovely talking to you."},{"speaker":"Sanjay Ghare","startTime":1363.35,"endTime":1364.88,"body":"Thank you for having me. Thanks"},{"speaker":"Sanjay Ghare","startTime":1363.35,"endTime":1364.88,"body":"a lot."},{"speaker":"Matt Wolach","startTime":1365.449,"endTime":1367.189,"body":"You're welcome. It"},{"speaker":"Matt Wolach","startTime":1365.449,"endTime":1367.189,"body":"was lovely having you here as"},{"speaker":"Matt Wolach","startTime":1367.189,"endTime":1369.439,"body":"well and everybody else out"},{"speaker":"Matt Wolach","startTime":1367.189,"endTime":1369.439,"body":"there watching and listening."},{"speaker":"Matt Wolach","startTime":1369.439,"endTime":1372.019,"body":"Thank you for being here to once"},{"speaker":"Matt Wolach","startTime":1369.439,"endTime":1372.019,"body":"again, make sure you're"},{"speaker":"Matt Wolach","startTime":1372.019,"endTime":1374.569,"body":"subscribed to the channel and we"},{"speaker":"Matt Wolach","startTime":1372.019,"endTime":1374.569,"body":"are looking for reviews. If you"},{"speaker":"Matt Wolach","startTime":1374.569,"endTime":1377.179,"body":"think this is helpful. And all"},{"speaker":"Matt Wolach","startTime":1374.569,"endTime":1377.179,"body":"these episodes and these"},{"speaker":"Matt Wolach","startTime":1377.269,"endTime":1380.149,"body":"interviews are good, please"},{"speaker":"Matt Wolach","startTime":1377.269,"endTime":1380.149,"body":"review us and put that out there"},{"speaker":"Matt Wolach","startTime":1380.149,"endTime":1382.459,"body":"that shows other people that"},{"speaker":"Matt Wolach","startTime":1380.149,"endTime":1382.459,"body":"this is something that can help"},{"speaker":"Matt Wolach","startTime":1382.459,"endTime":1385.909,"body":"them as well. Once again, thank"},{"speaker":"Matt Wolach","startTime":1382.459,"endTime":1385.909,"body":"you very much for coming, and"},{"speaker":"Matt Wolach","startTime":1385.909,"endTime":1387.649,"body":"we'll see you next time. Take"},{"speaker":"Matt Wolach","startTime":1385.909,"endTime":1387.649,"body":"care, and"},{"speaker":"Intro/ Outro","startTime":1390.32,"endTime":1392.965,"body":"thanks for"},{"speaker":"Intro/ Outro","startTime":1390.32,"endTime":1392.965,"body":"listening to Scale Your SaaS."},{"speaker":"Intro/ Outro","startTime":1393.032,"endTime":1397.199,"body":"For more help on finding great"},{"speaker":"Intro/ Outro","startTime":1393.032,"endTime":1397.199,"body":"leads and closing more deals. Go"},{"speaker":"Intro/ Outro","startTime":1397.265,"endTime":1398.39,"body":"to Mattwolach.com"}]}