{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.5,"endTime":12.45,"body":"You know, in doing"},{"speaker":"Matt Wolach","startTime":10.5,"endTime":12.45,"body":"this show, I'm very fortunate I"},{"speaker":"Matt Wolach","startTime":12.45,"endTime":16.77,"body":"meet a lot of great and smart"},{"speaker":"Matt Wolach","startTime":12.45,"endTime":16.77,"body":"leaders from software. And"},{"speaker":"Matt Wolach","startTime":16.8,"endTime":18.27,"body":"they're building their"},{"speaker":"Matt Wolach","startTime":16.8,"endTime":18.27,"body":"businesses and doing it in"},{"speaker":"Matt Wolach","startTime":18.27,"endTime":20.22,"body":"different ways. And I love"},{"speaker":"Matt Wolach","startTime":18.27,"endTime":20.22,"body":"hearing all these different"},{"speaker":"Matt Wolach","startTime":20.22,"endTime":22.8,"body":"approaches and how they're doing"},{"speaker":"Matt Wolach","startTime":20.22,"endTime":22.8,"body":"and how they became successful."},{"speaker":"Matt Wolach","startTime":22.8,"endTime":25.86,"body":"And James Weir is awesome. He's"},{"speaker":"Matt Wolach","startTime":22.8,"endTime":25.86,"body":"super smart about what he's"},{"speaker":"Matt Wolach","startTime":25.86,"endTime":28.56,"body":"done. He spent a year"},{"speaker":"Matt Wolach","startTime":25.86,"endTime":28.56,"body":"researching the problem that he"},{"speaker":"Matt Wolach","startTime":28.56,"endTime":31.44,"body":"thought people needed to solve"},{"speaker":"Matt Wolach","startTime":28.56,"endTime":31.44,"body":"to make sure that it wasn't just"},{"speaker":"Matt Wolach","startTime":31.44,"endTime":33.78,"body":"his problem that other people"},{"speaker":"Matt Wolach","startTime":31.44,"endTime":33.78,"body":"had the problem. He talked with"},{"speaker":"Matt Wolach","startTime":33.81,"endTime":36.81,"body":"all kinds of perfect customers,"},{"speaker":"Matt Wolach","startTime":33.81,"endTime":36.81,"body":"he did that effort and then"},{"speaker":"Matt Wolach","startTime":36.81,"endTime":40.11,"body":"build the product to what they"},{"speaker":"Matt Wolach","startTime":36.81,"endTime":40.11,"body":"said. And afterwards, as he's"},{"speaker":"Matt Wolach","startTime":40.11,"endTime":43.59,"body":"made decisions, he's always done"},{"speaker":"Matt Wolach","startTime":40.11,"endTime":43.59,"body":"it looking at his own decision"},{"speaker":"Matt Wolach","startTime":43.59,"endTime":46.47,"body":"making process to make sure that"},{"speaker":"Matt Wolach","startTime":43.59,"endTime":46.47,"body":"he's not making emotional"},{"speaker":"Matt Wolach","startTime":46.47,"endTime":49.14,"body":"decisions or just making snap"},{"speaker":"Matt Wolach","startTime":46.47,"endTime":49.14,"body":"decisions. He wants to make sure"},{"speaker":"Matt Wolach","startTime":49.14,"endTime":52.14,"body":"that the decisions he's making"},{"speaker":"Matt Wolach","startTime":49.14,"endTime":52.14,"body":"are smart decisions each time"},{"speaker":"Matt Wolach","startTime":52.14,"endTime":54.09,"body":"and he explains his process"},{"speaker":"Matt Wolach","startTime":52.14,"endTime":54.09,"body":"here. I think it's really"},{"speaker":"Matt Wolach","startTime":54.09,"endTime":57.18,"body":"interesting. I think you can get"},{"speaker":"Matt Wolach","startTime":54.09,"endTime":57.18,"body":"a lot out of it. So enjoy this"},{"speaker":"Matt Wolach","startTime":57.18,"endTime":57.39,"body":"one."},{"speaker":"Intro/ Outro","startTime":58.41,"endTime":61.65,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":58.41,"endTime":61.65,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":61.65,"endTime":64.77,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":61.65,"endTime":64.77,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":64.77,"endTime":68.7,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":64.77,"endTime":68.7,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":68.7,"endTime":73.59,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":68.7,"endTime":73.59,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":73.62,"endTime":74.07,"body":"Wolach,"},{"speaker":"Matt Wolach","startTime":74.4,"endTime":76.56,"body":"and welcome to"},{"speaker":"Matt Wolach","startTime":74.4,"endTime":76.56,"body":"Scale Your SaaS Thank you very"},{"speaker":"Matt Wolach","startTime":76.56,"endTime":79.2,"body":"much for being here. Thank you"},{"speaker":"Matt Wolach","startTime":76.56,"endTime":79.2,"body":"for listening on the podcast"},{"speaker":"Matt Wolach","startTime":79.2,"endTime":81.93,"body":"network or watching on YouTube."},{"speaker":"Matt Wolach","startTime":79.2,"endTime":81.93,"body":"Really appreciate you being"},{"speaker":"Matt Wolach","startTime":81.93,"endTime":84.06,"body":"here. Definitely make sure"},{"speaker":"Matt Wolach","startTime":81.93,"endTime":84.06,"body":"you're subscribed to the show."},{"speaker":"Matt Wolach","startTime":84.06,"endTime":87.03,"body":"You do not want to miss any of"},{"speaker":"Matt Wolach","startTime":84.06,"endTime":87.03,"body":"the amazing people, we have"},{"speaker":"Matt Wolach","startTime":87.03,"endTime":89.49,"body":"coming up lots of leaders who"},{"speaker":"Matt Wolach","startTime":87.03,"endTime":89.49,"body":"have done great things with"},{"speaker":"Matt Wolach","startTime":89.49,"endTime":92.61,"body":"their companies who are going to"},{"speaker":"Matt Wolach","startTime":89.49,"endTime":92.61,"body":"share their story with you. So"},{"speaker":"Matt Wolach","startTime":92.61,"endTime":96.0,"body":"you can learn how to scale your"},{"speaker":"Matt Wolach","startTime":92.61,"endTime":96.0,"body":"SaaS. And today we have one of"},{"speaker":"Matt Wolach","startTime":96.0,"endTime":99.09,"body":"those such leaders. I am so"},{"speaker":"Matt Wolach","startTime":96.0,"endTime":99.09,"body":"excited to be joined by James."},{"speaker":"Matt Wolach","startTime":99.33,"endTime":100.32,"body":"James, How you doing?"},{"speaker":"James Weir","startTime":100.77,"endTime":102.39,"body":"Great, man, how are"},{"speaker":"James Weir","startTime":100.77,"endTime":102.39,"body":"you?"},{"speaker":"Matt Wolach","startTime":102.84,"endTime":105.72,"body":"I'm doing really"},{"speaker":"Matt Wolach","startTime":102.84,"endTime":105.72,"body":"well also, and really, really"},{"speaker":"Matt Wolach","startTime":105.72,"endTime":107.58,"body":"glad you're here. Thank you so"},{"speaker":"Matt Wolach","startTime":105.72,"endTime":107.58,"body":"much. I want to make sure"},{"speaker":"Matt Wolach","startTime":107.58,"endTime":110.55,"body":"everybody knows. I want to make"},{"speaker":"Matt Wolach","startTime":107.58,"endTime":110.55,"body":"sure if Thank you Good. I'm glad"},{"speaker":"Matt Wolach","startTime":110.55,"endTime":113.07,"body":"I want people to understand who"},{"speaker":"Matt Wolach","startTime":110.55,"endTime":113.07,"body":"you are because you got a great"},{"speaker":"Matt Wolach","startTime":113.07,"endTime":117.6,"body":"story. So James is the founder"},{"speaker":"Matt Wolach","startTime":113.07,"endTime":117.6,"body":"and CEO at NDA. Okay. And ndaOK"},{"speaker":"Matt Wolach","startTime":117.6,"endTime":120.18,"body":"is transforming the way"},{"speaker":"Matt Wolach","startTime":117.6,"endTime":120.18,"body":"investment banks and private"},{"speaker":"Matt Wolach","startTime":120.18,"endTime":123.93,"body":"equity investors process NDAs"},{"speaker":"Matt Wolach","startTime":120.18,"endTime":123.93,"body":"the solution was built from the"},{"speaker":"Matt Wolach","startTime":123.93,"endTime":126.87,"body":"ground up to serve the unique"},{"speaker":"Matt Wolach","startTime":123.93,"endTime":126.87,"body":"needs of deal teams, and they"},{"speaker":"Matt Wolach","startTime":126.87,"endTime":129.9,"body":"really know NDAs and the issues"},{"speaker":"Matt Wolach","startTime":126.87,"endTime":129.9,"body":"that matter to their clients."},{"speaker":"Matt Wolach","startTime":129.9,"endTime":133.05,"body":"And really James's strengths are"},{"speaker":"Matt Wolach","startTime":129.9,"endTime":133.05,"body":"building high performance teams"},{"speaker":"Matt Wolach","startTime":133.05,"endTime":136.35,"body":"managing risk and finding"},{"speaker":"Matt Wolach","startTime":133.05,"endTime":136.35,"body":"creative solutions to problems."},{"speaker":"Matt Wolach","startTime":136.35,"endTime":139.17,"body":"So he's got a lot to share with"},{"speaker":"Matt Wolach","startTime":136.35,"endTime":139.17,"body":"us. And I can't wait. James,"},{"speaker":"Matt Wolach","startTime":139.17,"endTime":140.43,"body":"thanks again for coming on the"},{"speaker":"Matt Wolach","startTime":139.17,"endTime":140.43,"body":"show."},{"speaker":"James Weir","startTime":140.82,"endTime":143.07,"body":"Well, that was a"},{"speaker":"James Weir","startTime":140.82,"endTime":143.07,"body":"great intro. I don't know if I"},{"speaker":"James Weir","startTime":143.07,"endTime":145.83,"body":"can add anything to it. We might"},{"speaker":"James Weir","startTime":143.07,"endTime":145.83,"body":"as well just kind of wrap up"},{"speaker":"James Weir","startTime":145.83,"endTime":148.83,"body":"here. Because it's probably"},{"speaker":"James Weir","startTime":145.83,"endTime":148.83,"body":"going to be all downhill. That"},{"speaker":"James Weir","startTime":148.83,"endTime":149.67,"body":"was great. Thank you."},{"speaker":"Matt Wolach","startTime":150.48,"endTime":152.7,"body":"You're welcome."},{"speaker":"Matt Wolach","startTime":150.48,"endTime":152.7,"body":"You're welcome. But tell me"},{"speaker":"Matt Wolach","startTime":152.7,"endTime":155.07,"body":"what's going on with you lately?"},{"speaker":"Matt Wolach","startTime":152.7,"endTime":155.07,"body":"And what's coming up?"},{"speaker":"James Weir","startTime":155.22,"endTime":159.3,"body":"Yeah, so, ndaOK. We"},{"speaker":"James Weir","startTime":155.22,"endTime":159.3,"body":"launched two and a half years"},{"speaker":"James Weir","startTime":159.3,"endTime":163.5,"body":"ago. But we just we keep"},{"speaker":"James Weir","startTime":159.3,"endTime":163.5,"body":"growing, we keep expanding."},{"speaker":"James Weir","startTime":165.0,"endTime":168.81,"body":"In the last few months, we just"},{"speaker":"James Weir","startTime":165.0,"endTime":168.81,"body":"released our latest update,"},{"speaker":"James Weir","startTime":168.81,"endTime":175.44,"body":"which incorporates opening eyes"},{"speaker":"James Weir","startTime":168.81,"endTime":175.44,"body":"GPT, for AI into our AI review"},{"speaker":"James Weir","startTime":175.44,"endTime":180.27,"body":"and redlining process. And so"},{"speaker":"James Weir","startTime":175.44,"endTime":180.27,"body":"we're rolling that out to new"},{"speaker":"James Weir","startTime":180.27,"endTime":184.53,"body":"customers every week. And it's"},{"speaker":"James Weir","startTime":180.27,"endTime":184.53,"body":"been it's been great. It's been"},{"speaker":"James Weir","startTime":184.53,"endTime":187.35,"body":"great to see just how that's"},{"speaker":"James Weir","startTime":184.53,"endTime":187.35,"body":"been, you know, what it's done"},{"speaker":"James Weir","startTime":187.35,"endTime":190.59,"body":"to our process internally, and"},{"speaker":"James Weir","startTime":187.35,"endTime":190.59,"body":"what we've been able to offer"},{"speaker":"James Weir","startTime":190.59,"endTime":191.97,"body":"our customers as a result."},{"speaker":"Matt Wolach","startTime":192.93,"endTime":195.21,"body":"Very cool. I love"},{"speaker":"Matt Wolach","startTime":192.93,"endTime":195.21,"body":"that. How did you come up with"},{"speaker":"Matt Wolach","startTime":195.21,"endTime":195.81,"body":"this whole thing?"},{"speaker":"James Weir","startTime":196.59,"endTime":199.98,"body":"You know, I, it was"},{"speaker":"James Weir","startTime":196.59,"endTime":199.98,"body":"something that I never, I'm"},{"speaker":"James Weir","startTime":199.98,"endTime":205.53,"body":"probably the the most reluctant"},{"speaker":"James Weir","startTime":199.98,"endTime":205.53,"body":"founder in history, I had no"},{"speaker":"James Weir","startTime":205.53,"endTime":209.73,"body":"plans of ever launching a"},{"speaker":"James Weir","startTime":205.53,"endTime":209.73,"body":"company, and no interest in it,"},{"speaker":"James Weir","startTime":209.73,"endTime":216.42,"body":"really. But I practice law in"},{"speaker":"James Weir","startTime":209.73,"endTime":216.42,"body":"New York for 11 years before my"},{"speaker":"James Weir","startTime":216.42,"endTime":220.83,"body":"family, we moved to Austin,"},{"speaker":"James Weir","startTime":216.42,"endTime":220.83,"body":"Texas. And I decided I just"},{"speaker":"James Weir","startTime":220.83,"endTime":224.13,"body":"didn't want to practice law"},{"speaker":"James Weir","startTime":220.83,"endTime":224.13,"body":"anymore. And so I started to"},{"speaker":"James Weir","startTime":224.13,"endTime":228.69,"body":"explore other things and ended"},{"speaker":"James Weir","startTime":224.13,"endTime":228.69,"body":"up as the CEO of a tech company"},{"speaker":"James Weir","startTime":228.69,"endTime":232.14,"body":"that was using artificial"},{"speaker":"James Weir","startTime":228.69,"endTime":232.14,"body":"intelligence, great company that"},{"speaker":"James Weir","startTime":232.14,"endTime":235.56,"body":"was using AI to identify and"},{"speaker":"James Weir","startTime":232.14,"endTime":235.56,"body":"categorize household hazardous"},{"speaker":"James Weir","startTime":235.56,"endTime":240.45,"body":"waste, to divert it into more"},{"speaker":"James Weir","startTime":235.56,"endTime":240.45,"body":"effective and efficient waste"},{"speaker":"James Weir","startTime":240.45,"endTime":246.12,"body":"streams. And from there, you"},{"speaker":"James Weir","startTime":240.45,"endTime":246.12,"body":"help build that company. But"},{"speaker":"James Weir","startTime":246.12,"endTime":249.9,"body":"then there was an opportunity to"},{"speaker":"James Weir","startTime":246.12,"endTime":249.9,"body":"move into the CFO role at a"},{"speaker":"James Weir","startTime":249.9,"endTime":253.71,"body":"software company, where we were"},{"speaker":"James Weir","startTime":249.9,"endTime":253.71,"body":"building enterprise software,"},{"speaker":"James Weir","startTime":253.71,"endTime":256.83,"body":"and I had to deal with two or"},{"speaker":"James Weir","startTime":253.71,"endTime":256.83,"body":"three nondisclosure agreements a"},{"speaker":"James Weir","startTime":256.83,"endTime":260.97,"body":"week. And I did that for two and"},{"speaker":"James Weir","startTime":256.83,"endTime":260.97,"body":"a half years and just thought"},{"speaker":"James Weir","startTime":261.0,"endTime":264.0,"body":"there's got to be a better way"},{"speaker":"James Weir","startTime":261.0,"endTime":264.0,"body":"to do this. This is insane."},{"speaker":"James Weir","startTime":264.0,"endTime":267.93,"body":"These agreements are just, you"},{"speaker":"James Weir","startTime":264.0,"endTime":267.93,"body":"know, very standardized nuisance"},{"speaker":"James Weir","startTime":267.93,"endTime":270.75,"body":"C agreements that are really"},{"speaker":"James Weir","startTime":267.93,"endTime":270.75,"body":"just a threshold kind of"},{"speaker":"James Weir","startTime":270.78,"endTime":276.42,"body":"gatekeeper function for deals."},{"speaker":"James Weir","startTime":270.78,"endTime":276.42,"body":"There's got to be a way that we"},{"speaker":"James Weir","startTime":276.42,"endTime":280.47,"body":"can simplify that review,"},{"speaker":"James Weir","startTime":276.42,"endTime":280.47,"body":"automate that process for"},{"speaker":"James Weir","startTime":280.47,"endTime":283.86,"body":"companies so it isn't nearly as"},{"speaker":"James Weir","startTime":280.47,"endTime":283.86,"body":"painful. Because I had"},{"speaker":"James Weir","startTime":283.86,"endTime":287.1,"body":"experienced that pain firsthand"},{"speaker":"James Weir","startTime":283.86,"endTime":287.1,"body":"for like I said, two and a half"},{"speaker":"James Weir","startTime":287.1,"endTime":292.71,"body":"years. And so it was an idea"},{"speaker":"James Weir","startTime":287.1,"endTime":292.71,"body":"that I just couldn't shake. And"},{"speaker":"James Weir","startTime":292.71,"endTime":296.52,"body":"so I reached out to the AI"},{"speaker":"James Weir","startTime":292.71,"endTime":296.52,"body":"advisor of that first company"},{"speaker":"James Weir","startTime":296.91,"endTime":300.84,"body":"that I worked with in Austin. I"},{"speaker":"James Weir","startTime":296.91,"endTime":300.84,"body":"hadn't spoken to him in a couple"},{"speaker":"James Weir","startTime":300.84,"endTime":305.4,"body":"of years. And I just said, Look,"},{"speaker":"James Weir","startTime":300.84,"endTime":305.4,"body":"you know, I have this idea, can"},{"speaker":"James Weir","startTime":305.4,"endTime":309.21,"body":"artificial intelligence do this"},{"speaker":"James Weir","startTime":305.4,"endTime":309.21,"body":"type of work? Can it review a"},{"speaker":"James Weir","startTime":309.21,"endTime":314.85,"body":"contract and mark it up,"},{"speaker":"James Weir","startTime":309.21,"endTime":314.85,"body":"certainly for a simple NDA. And"},{"speaker":"James Weir","startTime":314.85,"endTime":318.24,"body":"I was half hope, hoping that"},{"speaker":"James Weir","startTime":314.85,"endTime":318.24,"body":"this guy, his name is Russell"},{"speaker":"James Weir","startTime":318.27,"endTime":325.44,"body":"fold Smith, he's one of the"},{"speaker":"James Weir","startTime":318.27,"endTime":325.44,"body":"preeminent AI advisors. And he"},{"speaker":"James Weir","startTime":325.44,"endTime":329.85,"body":"was the the first employee of"},{"speaker":"James Weir","startTime":325.44,"endTime":329.85,"body":"Wolfram Alpha. So if that means"},{"speaker":"James Weir","startTime":329.88,"endTime":332.46,"body":"something to your listeners that"},{"speaker":"James Weir","startTime":329.88,"endTime":332.46,"body":"that should tell you all you"},{"speaker":"James Weir","startTime":332.46,"endTime":338.28,"body":"need to know. And I was half"},{"speaker":"James Weir","startTime":332.46,"endTime":338.28,"body":"hoping he was gonna say no AI,"},{"speaker":"James Weir","startTime":338.34,"endTime":341.94,"body":"you know, as great as it is,"},{"speaker":"James Weir","startTime":338.34,"endTime":341.94,"body":"he's not sophisticated enough to"},{"speaker":"James Weir","startTime":341.94,"endTime":346.92,"body":"read a contract, or certainly"},{"speaker":"James Weir","startTime":341.94,"endTime":346.92,"body":"redline it. And I was hoping he"},{"speaker":"James Weir","startTime":346.92,"endTime":349.56,"body":"was gonna say that, so I could"},{"speaker":"James Weir","startTime":346.92,"endTime":349.56,"body":"kind of drop the idea and move"},{"speaker":"James Weir","startTime":349.56,"endTime":354.36,"body":"on with the rest of my life. But"},{"speaker":"James Weir","startTime":349.56,"endTime":354.36,"body":"instead, he said, Yes, that's"},{"speaker":"James Weir","startTime":354.36,"endTime":358.44,"body":"exactly. And more. So not only"},{"speaker":"James Weir","startTime":354.36,"endTime":358.44,"body":"can it do that, but it's a"},{"speaker":"James Weir","startTime":358.47,"endTime":362.67,"body":"that's exactly the sort of"},{"speaker":"James Weir","startTime":358.47,"endTime":362.67,"body":"routine nuisance II type work"},{"speaker":"James Weir","startTime":362.94,"endTime":368.04,"body":"that AI should be doing instead"},{"speaker":"James Weir","startTime":362.94,"endTime":368.04,"body":"of people. And he said, You know"},{"speaker":"James Weir","startTime":368.04,"endTime":371.13,"body":"what, I want to help you get it"},{"speaker":"James Weir","startTime":368.04,"endTime":371.13,"body":"off the ground. And so at that"},{"speaker":"James Weir","startTime":371.13,"endTime":374.88,"body":"point, I just, yeah, I really"},{"speaker":"James Weir","startTime":371.13,"endTime":374.88,"body":"didn't have a choice, he seen a"},{"speaker":"James Weir","startTime":374.88,"endTime":377.37,"body":"million of these things. And if"},{"speaker":"James Weir","startTime":374.88,"endTime":377.37,"body":"he thought it was a good idea,"},{"speaker":"James Weir","startTime":377.37,"endTime":381.39,"body":"then then I kind of had to do"},{"speaker":"James Weir","startTime":377.37,"endTime":381.39,"body":"it. So that's how we got"},{"speaker":"James Weir","startTime":381.39,"endTime":385.89,"body":"started. That was back in late"},{"speaker":"James Weir","startTime":381.39,"endTime":385.89,"body":"2019. And then we really just"},{"speaker":"James Weir","startTime":386.76,"endTime":391.38,"body":"spent about a year really"},{"speaker":"James Weir","startTime":386.76,"endTime":391.38,"body":"researching and, you know,"},{"speaker":"James Weir","startTime":392.16,"endTime":395.79,"body":"kicking the tires on the idea,"},{"speaker":"James Weir","startTime":392.16,"endTime":395.79,"body":"you know, it's one thing that,"},{"speaker":"James Weir","startTime":395.79,"endTime":398.46,"body":"you know, for me to have a"},{"speaker":"James Weir","startTime":395.79,"endTime":398.46,"body":"problem that I want to solve,"},{"speaker":"James Weir","startTime":398.49,"endTime":401.46,"body":"but does anybody else have that"},{"speaker":"James Weir","startTime":398.49,"endTime":401.46,"body":"problem? You know, is it just me"},{"speaker":"James Weir","startTime":401.46,"endTime":404.73,"body":"being frustrated with dealing"},{"speaker":"James Weir","startTime":401.46,"endTime":404.73,"body":"with the same thing over and"},{"speaker":"James Weir","startTime":404.73,"endTime":408.42,"body":"over again? And, you know, and"},{"speaker":"James Weir","startTime":404.73,"endTime":408.42,"body":"that's just something that I"},{"speaker":"James Weir","startTime":408.42,"endTime":411.87,"body":"have to deal with? Or is this a"},{"speaker":"James Weir","startTime":408.42,"endTime":411.87,"body":"problem that other companies"},{"speaker":"James Weir","startTime":412.14,"endTime":415.53,"body":"were experiencing? And that's"},{"speaker":"James Weir","startTime":412.14,"endTime":415.53,"body":"ultimately that's what we found"},{"speaker":"James Weir","startTime":415.53,"endTime":420.72,"body":"that I wasn't alone. NDAs pose a"},{"speaker":"James Weir","startTime":415.53,"endTime":420.72,"body":"huge problems, posed huge"},{"speaker":"James Weir","startTime":420.72,"endTime":424.59,"body":"problems for basically, you"},{"speaker":"James Weir","startTime":420.72,"endTime":424.59,"body":"know, any company, right. You"},{"speaker":"James Weir","startTime":424.59,"endTime":427.8,"body":"know, even if you're a b2c"},{"speaker":"James Weir","startTime":424.59,"endTime":427.8,"body":"company, at some point, you're"},{"speaker":"James Weir","startTime":427.8,"endTime":430.26,"body":"signing a nondisclosure"},{"speaker":"James Weir","startTime":427.8,"endTime":430.26,"body":"agreement, right? It's either"},{"speaker":"James Weir","startTime":430.26,"endTime":436.77,"body":"with a supplier or a partner,"},{"speaker":"James Weir","startTime":430.26,"endTime":436.77,"body":"somebody. And so after learning,"},{"speaker":"James Weir","startTime":436.8,"endTime":441.15,"body":"you know, that validating that,"},{"speaker":"James Weir","startTime":436.8,"endTime":441.15,"body":"okay, this was a need that"},{"speaker":"James Weir","startTime":441.15,"endTime":444.72,"body":"people had, and validating."},{"speaker":"James Weir","startTime":441.15,"endTime":444.72,"body":"Well, here are our ideas on how"},{"speaker":"James Weir","startTime":444.72,"endTime":447.6,"body":"we can solve that and people"},{"speaker":"James Weir","startTime":444.72,"endTime":447.6,"body":"getting excited about that."},{"speaker":"James Weir","startTime":448.17,"endTime":452.43,"body":"That's when we really dug in and"},{"speaker":"James Weir","startTime":448.17,"endTime":452.43,"body":"started building the product."},{"speaker":"James Weir","startTime":452.43,"endTime":456.06,"body":"And then we launched in early"},{"speaker":"James Weir","startTime":452.43,"endTime":456.06,"body":"2021."},{"speaker":"Matt Wolach","startTime":457.14,"endTime":459.51,"body":"Very cool. 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And of"},{"speaker":"James Weir","startTime":557.88,"endTime":560.22,"body":"course now, that's all I do and"},{"speaker":"James Weir","startTime":557.88,"endTime":560.22,"body":"think about."},{"speaker":"Matt Wolach","startTime":562.11,"endTime":564.72,"body":"That is cruel"},{"speaker":"Matt Wolach","startTime":562.11,"endTime":564.72,"body":"irony. That's for sure. You"},{"speaker":"Matt Wolach","startTime":564.72,"endTime":566.91,"body":"know, a lot of our listeners,"},{"speaker":"Matt Wolach","startTime":564.72,"endTime":566.91,"body":"they're part of new startups,"},{"speaker":"Matt Wolach","startTime":567.18,"endTime":570.9,"body":"just like you and I want to"},{"speaker":"Matt Wolach","startTime":567.18,"endTime":570.9,"body":"understand, okay, you've got the"},{"speaker":"Matt Wolach","startTime":570.9,"endTime":573.75,"body":"idea. 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I got a"},{"speaker":"Matt Wolach","startTime":812.58,"endTime":815.7,"body":"newsflash for you email"},{"speaker":"Matt Wolach","startTime":812.58,"endTime":815.7,"body":"effectiveness is dwindling down"},{"speaker":"Matt Wolach","startTime":815.7,"endTime":818.85,"body":"and down every year so why beat"},{"speaker":"Matt Wolach","startTime":815.7,"endTime":818.85,"body":"your head against the wall"},{"speaker":"Matt Wolach","startTime":818.85,"endTime":823.2,"body":"losing all kinds of business"},{"speaker":"Matt Wolach","startTime":818.85,"endTime":823.2,"body":"start texting mixing texts along"},{"speaker":"Matt Wolach","startTime":823.2,"endTime":826.83,"body":"with emails and calls and watch"},{"speaker":"Matt Wolach","startTime":823.2,"endTime":826.83,"body":"your conversion rates go up in"},{"speaker":"Matt Wolach","startTime":826.83,"endTime":830.73,"body":"fact conversion rates go up by"},{"speaker":"Matt Wolach","startTime":826.83,"endTime":830.73,"body":"about 50% When you use texting"},{"speaker":"Matt Wolach","startTime":830.73,"endTime":833.97,"body":"as part of the follow up people"},{"speaker":"Matt Wolach","startTime":830.73,"endTime":833.97,"body":"are used to it and did you know"},{"speaker":"Matt Wolach","startTime":834.0,"endTime":841.26,"body":"they'll response rate on text is"},{"speaker":"Matt Wolach","startTime":834.0,"endTime":841.26,"body":"98% 98% So why throw emails into"},{"speaker":"Matt Wolach","startTime":841.26,"endTime":843.72,"body":"a black hole knowing that"},{"speaker":"Matt Wolach","startTime":841.26,"endTime":843.72,"body":"they're never gonna get returned"},{"speaker":"Matt Wolach","startTime":843.75,"endTime":846.66,"body":"text buyers and get results but"},{"speaker":"Matt Wolach","startTime":843.75,"endTime":846.66,"body":"don't use your own phone all"},{"speaker":"Matt Wolach","startTime":846.66,"endTime":849.84,"body":"kinds of security and compliance"},{"speaker":"Matt Wolach","startTime":846.66,"endTime":849.84,"body":"issues if you do also none of"},{"speaker":"Matt Wolach","startTime":849.84,"endTime":852.51,"body":"that data is with your company."},{"speaker":"Matt Wolach","startTime":849.84,"endTime":852.51,"body":"That's not good. Instead use"},{"speaker":"Matt Wolach","startTime":852.51,"endTime":855.93,"body":"this system Torowave Toro wave"},{"speaker":"Matt Wolach","startTime":852.51,"endTime":855.93,"body":"is designed for sales. It makes"},{"speaker":"Matt Wolach","startTime":855.93,"endTime":859.08,"body":"texting with buyers super simple"},{"speaker":"Matt Wolach","startTime":855.93,"endTime":859.08,"body":"and fast and it helps drive more"},{"speaker":"Matt Wolach","startTime":859.08,"endTime":862.65,"body":"deals, deals that you've been"},{"speaker":"Matt Wolach","startTime":859.08,"endTime":862.65,"body":"losing until now for being a"},{"speaker":"Matt Wolach","startTime":862.65,"endTime":866.52,"body":"listener. You get 50% off your"},{"speaker":"Matt Wolach","startTime":862.65,"endTime":866.52,"body":"first month of using Toro away"},{"speaker":"Matt Wolach","startTime":866.55,"endTime":871.59,"body":"50% off just go to Toro"},{"speaker":"Matt Wolach","startTime":866.55,"endTime":871.59,"body":"wave.com/scale That's t o r o"},{"speaker":"Matt Wolach","startTime":871.68,"endTime":876.33,"body":"wav.com/scale get signed up and"},{"speaker":"Matt Wolach","startTime":871.68,"endTime":876.33,"body":"start winning more deals like"},{"speaker":"Matt Wolach","startTime":876.33,"endTime":881.64,"body":"Tracy who closed $170,000 In"},{"speaker":"Matt Wolach","startTime":876.33,"endTime":881.64,"body":"three days after starting again"},{"speaker":"Matt Wolach","startTime":881.64,"endTime":886.8,"body":"go to Toro wave.com/scale Catch"},{"speaker":"Matt Wolach","startTime":881.64,"endTime":886.8,"body":"up and win by texting with poor"},{"speaker":"Matt Wolach","startTime":886.8,"endTime":887.04,"body":"win"},{"speaker":"Matt Wolach","startTime":891.93,"endTime":896.16,"body":"and we're back. I love that. And"},{"speaker":"Matt Wolach","startTime":891.93,"endTime":896.16,"body":"so you found your niche and did"},{"speaker":"Matt Wolach","startTime":896.16,"endTime":900.3,"body":"you find that once you niche"},{"speaker":"Matt Wolach","startTime":896.16,"endTime":900.3,"body":"down it was a lot easier to kind"},{"speaker":"Matt Wolach","startTime":900.3,"endTime":903.24,"body":"of focus on that as a lot easier"},{"speaker":"Matt Wolach","startTime":900.3,"endTime":903.24,"body":"to get them to understand, this"},{"speaker":"Matt Wolach","startTime":903.24,"endTime":904.35,"body":"is something that can help you."},{"speaker":"James Weir","startTime":904.77,"endTime":907.83,"body":"Yeah, you know,"},{"speaker":"James Weir","startTime":904.77,"endTime":907.83,"body":"having not, I don't have a sales"},{"speaker":"James Weir","startTime":907.83,"endTime":911.97,"body":"background. And one of the"},{"speaker":"James Weir","startTime":907.83,"endTime":911.97,"body":"things that I knew we were on to"},{"speaker":"James Weir","startTime":911.97,"endTime":916.68,"body":"something, as someone without a"},{"speaker":"James Weir","startTime":911.97,"endTime":916.68,"body":"sales background, when I didn't"},{"speaker":"James Weir","startTime":916.68,"endTime":921.72,"body":"really have to explain the"},{"speaker":"James Weir","startTime":916.68,"endTime":921.72,"body":"problem to people. If I, you"},{"speaker":"James Weir","startTime":921.72,"endTime":925.29,"body":"know, if I met somebody and"},{"speaker":"James Weir","startTime":921.72,"endTime":925.29,"body":"said, you know, hey, NDA, okay,"},{"speaker":"James Weir","startTime":925.29,"endTime":928.77,"body":"we help, you know, we automate"},{"speaker":"James Weir","startTime":925.29,"endTime":928.77,"body":"the processing of non disclosure"},{"speaker":"James Weir","startTime":928.77,"endTime":932.46,"body":"agreements. If, if they didn't,"},{"speaker":"James Weir","startTime":928.77,"endTime":932.46,"body":"you know, if they said, Oh,"},{"speaker":"James Weir","startTime":932.46,"endTime":935.85,"body":"well, you know, how big a market"},{"speaker":"James Weir","startTime":932.46,"endTime":935.85,"body":"is that or what, you know, what,"},{"speaker":"James Weir","startTime":935.88,"endTime":937.65,"body":"what kind of price, you know,"},{"speaker":"James Weir","startTime":935.88,"endTime":937.65,"body":"how was that really a problem"},{"speaker":"James Weir","startTime":937.65,"endTime":941.04,"body":"for people? I knew immediately,"},{"speaker":"James Weir","startTime":937.65,"endTime":941.04,"body":"they weren't our customer. But"},{"speaker":"James Weir","startTime":941.04,"endTime":944.82,"body":"more often than not, all I would"},{"speaker":"James Weir","startTime":941.04,"endTime":944.82,"body":"have to say is, oh, NDA, okay."},{"speaker":"James Weir","startTime":944.82,"endTime":947.52,"body":"Again, if I met somebody, you"},{"speaker":"James Weir","startTime":944.82,"endTime":947.52,"body":"know, at a conference or"},{"speaker":"James Weir","startTime":947.52,"endTime":951.39,"body":"something, I'd say, Well, you"},{"speaker":"James Weir","startTime":947.52,"endTime":951.39,"body":"know, NDA, okay, we automate the"},{"speaker":"James Weir","startTime":951.39,"endTime":953.97,"body":"processing of non disclosure"},{"speaker":"James Weir","startTime":951.39,"endTime":953.97,"body":"agreements, and people would"},{"speaker":"James Weir","startTime":953.97,"endTime":957.63,"body":"light up. And they would say,"},{"speaker":"James Weir","startTime":953.97,"endTime":957.63,"body":"Oh, that's a problem that I"},{"speaker":"James Weir","startTime":957.63,"endTime":961.29,"body":"have. Can you simplify, you"},{"speaker":"James Weir","startTime":957.63,"endTime":961.29,"body":"know, the NDA review and"},{"speaker":"James Weir","startTime":961.29,"endTime":964.44,"body":"execution process? And, and"},{"speaker":"James Weir","startTime":961.29,"endTime":964.44,"body":"that's, you know, so I didn't"},{"speaker":"James Weir","startTime":964.44,"endTime":967.86,"body":"have to explain like, well, this"},{"speaker":"James Weir","startTime":964.44,"endTime":967.86,"body":"is what we can do for you. They,"},{"speaker":"James Weir","startTime":967.89,"endTime":970.41,"body":"you know, just by virtue of"},{"speaker":"James Weir","startTime":967.89,"endTime":970.41,"body":"saying, well, we fix this"},{"speaker":"James Weir","startTime":970.41,"endTime":974.19,"body":"problem for you, they"},{"speaker":"James Weir","startTime":970.41,"endTime":974.19,"body":"immediately understood like the"},{"speaker":"James Weir","startTime":974.19,"endTime":978.51,"body":"value that we were, we were able"},{"speaker":"James Weir","startTime":974.19,"endTime":978.51,"body":"to deliver for them. I love that"},{"speaker":"James Weir","startTime":978.54,"endTime":980.88,"body":"one of the best advantages of"},{"speaker":"James Weir","startTime":978.54,"endTime":980.88,"body":"finding that niche that"},{"speaker":"James Weir","startTime":980.88,"endTime":983.1,"body":"everybody already gets it and"},{"speaker":"James Weir","startTime":980.88,"endTime":983.1,"body":"just showing them, hey, they're"},{"speaker":"James Weir","startTime":983.1,"endTime":985.26,"body":"really there, you either have"},{"speaker":"James Weir","startTime":983.1,"endTime":985.26,"body":"the problem and you understand"},{"speaker":"James Weir","startTime":985.26,"endTime":989.73,"body":"it, or you don't, in which case,"},{"speaker":"James Weir","startTime":985.26,"endTime":989.73,"body":"I know no amount of you know,"},{"speaker":"James Weir","startTime":989.73,"endTime":992.58,"body":"explaining or convincing is"},{"speaker":"James Weir","startTime":989.73,"endTime":992.58,"body":"going to turn you into a"},{"speaker":"James Weir","startTime":992.58,"endTime":995.85,"body":"customer because you don't have"},{"speaker":"James Weir","startTime":992.58,"endTime":995.85,"body":"the problem. You don't you don't"},{"speaker":"James Weir","startTime":995.85,"endTime":998.43,"body":"need what we're what we're"},{"speaker":"James Weir","startTime":995.85,"endTime":998.43,"body":"selling. Yeah. And I think"},{"speaker":"James Weir","startTime":998.43,"endTime":1001.25,"body":"that's so smart to understand. I"},{"speaker":"James Weir","startTime":998.43,"endTime":1001.25,"body":"mean, if you tried to sell this"},{"speaker":"James Weir","startTime":1001.25,"endTime":1003.35,"body":"to me, I'm like, Well, the last"},{"speaker":"James Weir","startTime":1001.25,"endTime":1003.35,"body":"time I saw an NDA was like,"},{"speaker":"James Weir","startTime":1003.35,"endTime":1006.89,"body":"2020. So yeah. And I would say,"},{"speaker":"James Weir","startTime":1003.35,"endTime":1006.89,"body":"you know, what, that's great."},{"speaker":"James Weir","startTime":1007.04,"endTime":1011.12,"body":"You don't need us. And, you"},{"speaker":"James Weir","startTime":1007.04,"endTime":1011.12,"body":"know, thank goodness, you don't"},{"speaker":"James Weir","startTime":1011.12,"endTime":1014.0,"body":"if, you know, if I if I can"},{"speaker":"James Weir","startTime":1011.12,"endTime":1014.0,"body":"convince the world, we don't"},{"speaker":"James Weir","startTime":1014.0,"endTime":1017.84,"body":"need these agreements anymore."},{"speaker":"James Weir","startTime":1014.0,"endTime":1017.84,"body":"And they're kind of useless. I"},{"speaker":"James Weir","startTime":1017.84,"endTime":1018.44,"body":"would,"},{"speaker":"James Weir","startTime":1019.64,"endTime":1022.79,"body":"I can't, you know, you can't"},{"speaker":"James Weir","startTime":1019.64,"endTime":1022.79,"body":"change people's feelings about"},{"speaker":"James Weir","startTime":1022.79,"endTime":1026.0,"body":"these, or you know, they're"},{"speaker":"James Weir","startTime":1022.79,"endTime":1026.0,"body":"there. It's just fully ingrained"},{"speaker":"James Weir","startTime":1026.0,"endTime":1030.02,"body":"in their process. So if we"},{"speaker":"James Weir","startTime":1026.0,"endTime":1030.02,"body":"can't, you know, eliminate the"},{"speaker":"James Weir","startTime":1030.02,"endTime":1033.53,"body":"problem, how can we just make it"},{"speaker":"James Weir","startTime":1030.02,"endTime":1033.53,"body":"easier and less painful for"},{"speaker":"James Weir","startTime":1033.53,"endTime":1037.85,"body":"them? I love that. And I love"},{"speaker":"James Weir","startTime":1033.53,"endTime":1037.85,"body":"that you didn't, like freak out"},{"speaker":"James Weir","startTime":1037.85,"endTime":1040.1,"body":"that, oh, no, we can't sell to"},{"speaker":"James Weir","startTime":1037.85,"endTime":1040.1,"body":"these people, or these people,"},{"speaker":"James Weir","startTime":1040.1,"endTime":1043.97,"body":"you realized, these are our"},{"speaker":"James Weir","startTime":1040.1,"endTime":1043.97,"body":"perfect fits. And I think too"},{"speaker":"James Weir","startTime":1043.97,"endTime":1046.61,"body":"many times early stage, we just"},{"speaker":"James Weir","startTime":1043.97,"endTime":1046.61,"body":"want all the revenue we can get"},{"speaker":"James Weir","startTime":1046.61,"endTime":1050.18,"body":"we take anybody we can get,"},{"speaker":"James Weir","startTime":1046.61,"endTime":1050.18,"body":"without realizing that one, the"},{"speaker":"James Weir","startTime":1050.18,"endTime":1052.31,"body":"sales process will be a lot"},{"speaker":"James Weir","startTime":1050.18,"endTime":1052.31,"body":"harder, they're not going to"},{"speaker":"James Weir","startTime":1052.31,"endTime":1054.44,"body":"fully get it, you have to, like"},{"speaker":"James Weir","startTime":1052.31,"endTime":1054.44,"body":"you said, explain it more. And"},{"speaker":"James Weir","startTime":1054.44,"endTime":1057.32,"body":"number two, if even if they do"},{"speaker":"James Weir","startTime":1054.44,"endTime":1057.32,"body":"sign up, they're gonna hate the"},{"speaker":"James Weir","startTime":1057.32,"endTime":1059.09,"body":"products not going to help them,"},{"speaker":"James Weir","startTime":1057.32,"endTime":1059.09,"body":"they're going to quit, they're"},{"speaker":"James Weir","startTime":1059.09,"endTime":1060.89,"body":"going to tell people it's"},{"speaker":"James Weir","startTime":1059.09,"endTime":1060.89,"body":"terrible. And now Now you're"},{"speaker":"James Weir","startTime":1060.89,"endTime":1065.03,"body":"worse off. And that's that's a"},{"speaker":"James Weir","startTime":1060.89,"endTime":1065.03,"body":"great point. So early, and we"},{"speaker":"James Weir","startTime":1065.03,"endTime":1068.9,"body":"kind of went through that"},{"speaker":"James Weir","startTime":1065.03,"endTime":1068.9,"body":"process. And the the way I see"},{"speaker":"James Weir","startTime":1068.9,"endTime":1071.96,"body":"it, it's almost like an"},{"speaker":"James Weir","startTime":1068.9,"endTime":1071.96,"body":"hourglass, right? We started"},{"speaker":"James Weir","startTime":1072.26,"endTime":1076.73,"body":"really wide saying, okay, yeah,"},{"speaker":"James Weir","startTime":1072.26,"endTime":1076.73,"body":"basically, everybody's got this"},{"speaker":"James Weir","startTime":1076.73,"endTime":1080.42,"body":"problem, everybody needs to sign"},{"speaker":"James Weir","startTime":1076.73,"endTime":1080.42,"body":"an NDA at some point. So the"},{"speaker":"James Weir","startTime":1080.42,"endTime":1083.63,"body":"world the universe could be, you"},{"speaker":"James Weir","startTime":1080.42,"endTime":1083.63,"body":"know, everybody could be a"},{"speaker":"James Weir","startTime":1083.63,"endTime":1087.74,"body":"customer. And what we found with"},{"speaker":"James Weir","startTime":1083.63,"endTime":1087.74,"body":"a lot of our early customers,"},{"speaker":"James Weir","startTime":1087.74,"endTime":1090.02,"body":"even the people that were"},{"speaker":"James Weir","startTime":1087.74,"endTime":1090.02,"body":"saying, hey, wow, this is a"},{"speaker":"James Weir","startTime":1090.02,"endTime":1093.74,"body":"really, you know, really"},{"speaker":"James Weir","startTime":1090.02,"endTime":1093.74,"body":"difficult problem for us, we"},{"speaker":"James Weir","startTime":1093.74,"endTime":1097.67,"body":"really need help with this."},{"speaker":"James Weir","startTime":1093.74,"endTime":1097.67,"body":"Well, we could get them signed"},{"speaker":"James Weir","startTime":1097.67,"endTime":1100.52,"body":"up. But if if they only were"},{"speaker":"James Weir","startTime":1097.67,"endTime":1100.52,"body":"dealing with, you know, two or"},{"speaker":"James Weir","startTime":1100.52,"endTime":1105.44,"body":"three NDAs a month? Well, it may"},{"speaker":"James Weir","startTime":1100.52,"endTime":1105.44,"body":"have been painful for them, but"},{"speaker":"James Weir","startTime":1105.56,"endTime":1109.76,"body":"not enough to pay for a"},{"speaker":"James Weir","startTime":1105.56,"endTime":1109.76,"body":"solution. And so we started to"},{"speaker":"James Weir","startTime":1109.76,"endTime":1113.99,"body":"narrow down the field of, you"},{"speaker":"James Weir","startTime":1109.76,"endTime":1113.99,"body":"know, the customer types that we"},{"speaker":"James Weir","startTime":1113.99,"endTime":1117.38,"body":"could address. 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Love it."},{"speaker":"Matt Wolach","startTime":1155.03,"endTime":1157.64,"body":"So you we talked about some of"},{"speaker":"Matt Wolach","startTime":1157.64,"endTime":1160.04,"body":"the good things you did you"},{"speaker":"Matt Wolach","startTime":1157.64,"endTime":1160.04,"body":"niche down was great. What"},{"speaker":"Matt Wolach","startTime":1160.04,"endTime":1162.47,"body":"mistakes do you feel like you"},{"speaker":"Matt Wolach","startTime":1160.04,"endTime":1162.47,"body":"made that you wish you had done"},{"speaker":"Matt Wolach","startTime":1162.47,"endTime":1168.26,"body":"differently? I mean, I've made a"},{"speaker":"Matt Wolach","startTime":1162.47,"endTime":1168.26,"body":"ton of mistakes. We've all made"},{"speaker":"Matt Wolach","startTime":1168.29,"endTime":1168.89,"body":"mistakes."},{"speaker":"James Weir","startTime":1170.24,"endTime":1173.211,"body":"It's hard to say,"},{"speaker":"James Weir","startTime":1170.24,"endTime":1173.211,"body":"you know, I for every mistake"},{"speaker":"James Weir","startTime":1173.275,"endTime":1177.132,"body":"we've made, it's been based on"},{"speaker":"James Weir","startTime":1173.275,"endTime":1177.132,"body":"the best information we've had"},{"speaker":"James Weir","startTime":1177.195,"endTime":1180.799,"body":"at the time, or our our best,"},{"speaker":"James Weir","startTime":1177.195,"endTime":1180.799,"body":"you know, assessment of the"},{"speaker":"James Weir","startTime":1180.862,"endTime":1184.783,"body":"market or the customer or what"},{"speaker":"James Weir","startTime":1180.862,"endTime":1184.783,"body":"the product needs to be in some"},{"speaker":"James Weir","startTime":1184.846,"endTime":1188.64,"body":"of those assumptions and data"},{"speaker":"James Weir","startTime":1184.846,"endTime":1188.64,"body":"that we had were weren't. were"},{"speaker":"James Weir","startTime":1188.703,"endTime":1192.307,"body":"correct. 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And in fact, you know,"},{"speaker":"James Weir","startTime":1207.672,"endTime":1211.466,"body":"if you're getting everything"},{"speaker":"James Weir","startTime":1207.672,"endTime":1211.466,"body":"right all the time, then you're"},{"speaker":"James Weir","startTime":1211.529,"endTime":1214.691,"body":"probably missing some big"},{"speaker":"James Weir","startTime":1211.529,"endTime":1214.691,"body":"opportunity. Because you"},{"speaker":"James Weir","startTime":1214.754,"endTime":1218.801,"body":"haven't, you know, you're you're"},{"speaker":"James Weir","startTime":1214.754,"endTime":1218.801,"body":"not, you're not doing enough to"},{"speaker":"James Weir","startTime":1218.864,"endTime":1222.658,"body":"know where, where the limits"},{"speaker":"James Weir","startTime":1218.864,"endTime":1222.658,"body":"are. I would agree. And I would"},{"speaker":"James Weir","startTime":1222.721,"endTime":1226.325,"body":"also say, if you're getting it"},{"speaker":"James Weir","startTime":1222.721,"endTime":1226.325,"body":"right all the time, you're"},{"speaker":"James Weir","startTime":1226.388,"endTime":1230.245,"body":"probably not hungry to make sure"},{"speaker":"James Weir","startTime":1226.388,"endTime":1230.245,"body":"you're doing everything just"},{"speaker":"James Weir","startTime":1230.308,"endTime":1234.229,"body":"right. Because when you mess up,"},{"speaker":"James Weir","startTime":1230.308,"endTime":1234.229,"body":"you're like, oh, I don't want"},{"speaker":"James Weir","startTime":1234.292,"endTime":1238.023,"body":"that to happen. Again, let me"},{"speaker":"James Weir","startTime":1234.292,"endTime":1238.023,"body":"make sure a double and triple"},{"speaker":"James Weir","startTime":1238.086,"endTime":1241.753,"body":"check this and make sure I"},{"speaker":"James Weir","startTime":1238.086,"endTime":1241.753,"body":"really research this thing. And"},{"speaker":"James Weir","startTime":1241.816,"endTime":1245.104,"body":"it kind of gives you that"},{"speaker":"James Weir","startTime":1241.816,"endTime":1245.104,"body":"motivation to want to make"},{"speaker":"James Weir","startTime":1245.168,"endTime":1248.961,"body":"everything just right, because"},{"speaker":"James Weir","startTime":1245.168,"endTime":1248.961,"body":"you know that if you don't do"},{"speaker":"James Weir","startTime":1249.025,"endTime":1253.008,"body":"that, it's gonna go bad. That's"},{"speaker":"James Weir","startTime":1249.025,"endTime":1253.008,"body":"right. And there's always there"},{"speaker":"James Weir","startTime":1253.071,"endTime":1257.055,"body":"are always ways to improve our"},{"speaker":"James Weir","startTime":1253.071,"endTime":1257.055,"body":"process. And, you know, if we're"},{"speaker":"James Weir","startTime":1257.118,"endTime":1261.165,"body":"not making mistakes, or missing"},{"speaker":"James Weir","startTime":1257.118,"endTime":1261.165,"body":"opportunities, and learning, you"},{"speaker":"James Weir","startTime":1261.228,"endTime":1265.085,"body":"know, about those opportunities"},{"speaker":"James Weir","startTime":1261.228,"endTime":1265.085,"body":"that we're missing, then then"},{"speaker":"James Weir","startTime":1265.149,"endTime":1268.942,"body":"we're not growing, and we're"},{"speaker":"James Weir","startTime":1265.149,"endTime":1268.942,"body":"being a little too cautious. So"},{"speaker":"James Weir","startTime":1269.006,"endTime":1272.863,"body":"there's a balance, you know, I"},{"speaker":"James Weir","startTime":1269.006,"endTime":1272.863,"body":"don't, I don't love the whole,"},{"speaker":"James Weir","startTime":1272.926,"endTime":1276.34,"body":"you know, go fast and break"},{"speaker":"James Weir","startTime":1272.926,"endTime":1276.34,"body":"things. And, you know, the"},{"speaker":"James Weir","startTime":1276.404,"endTime":1279.692,"body":"mentality that a lot of"},{"speaker":"James Weir","startTime":1276.404,"endTime":1279.692,"body":"companies have, I want to be"},{"speaker":"James Weir","startTime":1279.755,"endTime":1283.549,"body":"smart and deliberative. But I"},{"speaker":"James Weir","startTime":1279.755,"endTime":1283.549,"body":"also don't want that to get in"},{"speaker":"James Weir","startTime":1283.612,"endTime":1287.09,"body":"the way of learning and the"},{"speaker":"James Weir","startTime":1283.612,"endTime":1287.09,"body":"growth that we can achieve."},{"speaker":"Matt Wolach","startTime":1288.35,"endTime":1290.54,"body":"I think that's"},{"speaker":"Matt Wolach","startTime":1288.35,"endTime":1290.54,"body":"super smart. What advice would"},{"speaker":"Matt Wolach","startTime":1290.54,"endTime":1293.51,"body":"you have for other early stage"},{"speaker":"Matt Wolach","startTime":1290.54,"endTime":1293.51,"body":"leaders who are seeking to build"},{"speaker":"Matt Wolach","startTime":1293.51,"endTime":1297.23,"body":"a successful business like"},{"speaker":"Matt Wolach","startTime":1293.51,"endTime":1297.23,"body":"you've done? Yeah, honestly, I,"},{"speaker":"Matt Wolach","startTime":1297.5,"endTime":1301.01,"body":"well, I haven't done it enough"},{"speaker":"Matt Wolach","startTime":1297.5,"endTime":1301.01,"body":"different ways to say, well do"},{"speaker":"Matt Wolach","startTime":1301.01,"endTime":1306.38,"body":"this, don't do that. But what I"},{"speaker":"Matt Wolach","startTime":1301.01,"endTime":1306.38,"body":"mentioned about my own journey,"},{"speaker":"Matt Wolach","startTime":1306.8,"endTime":1310.88,"body":"you know, be skeptical about"},{"speaker":"Matt Wolach","startTime":1306.8,"endTime":1310.88,"body":"your own ideas be, you know,"},{"speaker":"Matt Wolach","startTime":1310.91,"endTime":1313.79,"body":"don't don't just think that, oh,"},{"speaker":"Matt Wolach","startTime":1310.91,"endTime":1313.79,"body":"well, I think that's a great"},{"speaker":"Matt Wolach","startTime":1313.79,"endTime":1318.11,"body":"idea, everybody else is going to"},{"speaker":"Matt Wolach","startTime":1313.79,"endTime":1318.11,"body":"agree with me test every idea,"},{"speaker":"Matt Wolach","startTime":1318.11,"endTime":1320.81,"body":"every hypothesis, you have reach"},{"speaker":"Matt Wolach","startTime":1318.11,"endTime":1320.81,"body":"out to as many people as you"},{"speaker":"Matt Wolach","startTime":1320.81,"endTime":1324.98,"body":"can, to talk about the idea"},{"speaker":"Matt Wolach","startTime":1320.81,"endTime":1324.98,"body":"learn, you know, just hear their"},{"speaker":"Matt Wolach","startTime":1324.98,"endTime":1328.64,"body":"perspective on things. You know,"},{"speaker":"Matt Wolach","startTime":1324.98,"endTime":1328.64,"body":"I have friends in other"},{"speaker":"Matt Wolach","startTime":1328.64,"endTime":1333.05,"body":"industries that, you know, maybe"},{"speaker":"Matt Wolach","startTime":1328.64,"endTime":1333.05,"body":"have great ideas for things that"},{"speaker":"Matt Wolach","startTime":1333.05,"endTime":1334.91,"body":"they want to try, but they're"},{"speaker":"Matt Wolach","startTime":1333.05,"endTime":1334.91,"body":"not, you know, they're in"},{"speaker":"Matt Wolach","startTime":1334.91,"endTime":1337.37,"body":"traditional industries where"},{"speaker":"Matt Wolach","startTime":1334.91,"endTime":1337.37,"body":"they don't necessarily, you"},{"speaker":"Matt Wolach","startTime":1337.37,"endTime":1340.73,"body":"know, they don't know the"},{"speaker":"Matt Wolach","startTime":1337.37,"endTime":1340.73,"body":"startup market very well. And"},{"speaker":"Matt Wolach","startTime":1340.73,"endTime":1343.37,"body":"they're, they're afraid to get"},{"speaker":"Matt Wolach","startTime":1340.73,"endTime":1343.37,"body":"started, just because they"},{"speaker":"Matt Wolach","startTime":1343.37,"endTime":1345.65,"body":"don't, you know, they don't want"},{"speaker":"Matt Wolach","startTime":1343.37,"endTime":1345.65,"body":"to share their idea with"},{"speaker":"Matt Wolach","startTime":1345.65,"endTime":1347.84,"body":"someone, they're afraid, you"},{"speaker":"Matt Wolach","startTime":1345.65,"endTime":1347.84,"body":"know, somebody might steal it,"},{"speaker":"Matt Wolach","startTime":1347.84,"endTime":1352.04,"body":"or somebody might, you know, run"},{"speaker":"Matt Wolach","startTime":1347.84,"endTime":1352.04,"body":"a run off with it. And you're"},{"speaker":"Matt Wolach","startTime":1352.04,"endTime":1355.43,"body":"just not going to, you're going"},{"speaker":"Matt Wolach","startTime":1352.04,"endTime":1355.43,"body":"to be the inertia is going to,"},{"speaker":"Matt Wolach","startTime":1355.55,"endTime":1358.94,"body":"you know, is going to kill you"},{"speaker":"Matt Wolach","startTime":1355.55,"endTime":1358.94,"body":"that way. And so you've got to"},{"speaker":"Matt Wolach","startTime":1358.94,"endTime":1363.23,"body":"just move forward and and, you"},{"speaker":"Matt Wolach","startTime":1358.94,"endTime":1363.23,"body":"know, talk to people test your"},{"speaker":"Matt Wolach","startTime":1363.23,"endTime":1368.15,"body":"assumptions. And only then, do"},{"speaker":"Matt Wolach","startTime":1363.23,"endTime":1368.15,"body":"you, you know, will you know"},{"speaker":"Matt Wolach","startTime":1368.15,"endTime":1371.0,"body":"that you actually have something"},{"speaker":"Matt Wolach","startTime":1368.15,"endTime":1371.0,"body":"you want to be you should want"},{"speaker":"Matt Wolach","startTime":1371.0,"endTime":1373.79,"body":"to be challenged, you should"},{"speaker":"Matt Wolach","startTime":1371.0,"endTime":1373.79,"body":"want people to push back on your"},{"speaker":"Matt Wolach","startTime":1373.79,"endTime":1378.2,"body":"ideas and say, you know, I don't"},{"speaker":"Matt Wolach","startTime":1373.79,"endTime":1378.2,"body":"see that. And we have that a few"},{"speaker":"Matt Wolach","startTime":1378.2,"endTime":1383.3,"body":"times. But we also had in the"},{"speaker":"Matt Wolach","startTime":1378.2,"endTime":1383.3,"body":"conversations early on that I"},{"speaker":"Matt Wolach","startTime":1383.3,"endTime":1387.44,"body":"have, overwhelmingly people"},{"speaker":"Matt Wolach","startTime":1383.3,"endTime":1387.44,"body":"said, Oh, wow, that would be"},{"speaker":"Matt Wolach","startTime":1387.44,"endTime":1391.4,"body":"great. I really liked that it"},{"speaker":"Matt Wolach","startTime":1387.44,"endTime":1391.4,"body":"was it was rare for to get"},{"speaker":"Matt Wolach","startTime":1391.4,"endTime":1394.16,"body":"challenged. But I loved getting"},{"speaker":"Matt Wolach","startTime":1391.4,"endTime":1394.16,"body":"challenged, because then I had"},{"speaker":"Matt Wolach","startTime":1394.16,"endTime":1398.69,"body":"to think well, shoot, am I not"},{"speaker":"Matt Wolach","startTime":1394.16,"endTime":1398.69,"body":"explaining it the right way? Or"},{"speaker":"Matt Wolach","startTime":1398.84,"endTime":1402.65,"body":"am I overestimating this market?"},{"speaker":"Matt Wolach","startTime":1398.84,"endTime":1402.65,"body":"Am I only talking to the people"},{"speaker":"Matt Wolach","startTime":1402.65,"endTime":1406.49,"body":"that are agreeing with me? So I"},{"speaker":"Matt Wolach","startTime":1402.65,"endTime":1406.49,"body":"think that that's the really"},{"speaker":"Matt Wolach","startTime":1406.49,"endTime":1409.16,"body":"important thing. Because what's"},{"speaker":"Matt Wolach","startTime":1406.49,"endTime":1409.16,"body":"going to happen if you do that"},{"speaker":"Matt Wolach","startTime":1409.16,"endTime":1412.28,"body":"is you're going to end up in a"},{"speaker":"Matt Wolach","startTime":1409.16,"endTime":1412.28,"body":"situation where you, it's going"},{"speaker":"Matt Wolach","startTime":1412.28,"endTime":1414.62,"body":"to refine the idea, but you're"},{"speaker":"Matt Wolach","startTime":1412.28,"endTime":1414.62,"body":"going to have a product that"},{"speaker":"Matt Wolach","startTime":1414.62,"endTime":1418.46,"body":"people want, rather than saying,"},{"speaker":"Matt Wolach","startTime":1414.62,"endTime":1418.46,"body":"Okay, I'm a brilliant engineer,"},{"speaker":"Matt Wolach","startTime":1418.46,"endTime":1422.6,"body":"as I mentioned before, yeah, I"},{"speaker":"Matt Wolach","startTime":1418.46,"endTime":1422.6,"body":"not made but I mentioned"},{"speaker":"Matt Wolach","startTime":1422.6,"endTime":1425.51,"body":"earlier, brilliant engineers,"},{"speaker":"Matt Wolach","startTime":1422.6,"endTime":1425.51,"body":"they they go out and they say,"},{"speaker":"Matt Wolach","startTime":1425.51,"endTime":1429.29,"body":"Well, I can build this amazing"},{"speaker":"Matt Wolach","startTime":1425.51,"endTime":1429.29,"body":"system. But who needs it? Right?"},{"speaker":"Matt Wolach","startTime":1429.29,"endTime":1433.46,"body":"Who wants that? Are you actually"},{"speaker":"Matt Wolach","startTime":1429.29,"endTime":1433.46,"body":"solving a problem? And I think,"},{"speaker":"Matt Wolach","startTime":1433.61,"endTime":1436.22,"body":"you know, a lot of companies"},{"speaker":"Matt Wolach","startTime":1433.61,"endTime":1436.22,"body":"spend a lot of money going down"},{"speaker":"Matt Wolach","startTime":1436.22,"endTime":1439.7,"body":"blind alleys where they think"},{"speaker":"Matt Wolach","startTime":1436.22,"endTime":1439.7,"body":"they know what the product needs"},{"speaker":"Matt Wolach","startTime":1439.7,"endTime":1442.43,"body":"to be. But they haven't gotten"},{"speaker":"Matt Wolach","startTime":1439.7,"endTime":1442.43,"body":"it in the hands of their users"},{"speaker":"Matt Wolach","startTime":1442.43,"endTime":1445.01,"body":"yet to know, Oh, these are"},{"speaker":"Matt Wolach","startTime":1442.43,"endTime":1445.01,"body":"features that they actually"},{"speaker":"Matt Wolach","startTime":1445.01,"endTime":1447.56,"body":"don't care about. They care"},{"speaker":"Matt Wolach","startTime":1445.01,"endTime":1447.56,"body":"about these things over here."},{"speaker":"Matt Wolach","startTime":1447.8,"endTime":1449.45,"body":"And we need to build that first."},{"speaker":"Matt Wolach","startTime":1450.89,"endTime":1453.17,"body":"I agree. I think you're super"},{"speaker":"Matt Wolach","startTime":1450.89,"endTime":1453.17,"body":"smart with how you approach"},{"speaker":"Matt Wolach","startTime":1453.17,"endTime":1456.53,"body":"this, it seems like you do a"},{"speaker":"Matt Wolach","startTime":1453.17,"endTime":1456.53,"body":"great job of double checking,"},{"speaker":"Matt Wolach","startTime":1456.53,"endTime":1460.16,"body":"researching and then going back"},{"speaker":"Matt Wolach","startTime":1456.53,"endTime":1460.16,"body":"and making sure that you're not"},{"speaker":"Matt Wolach","startTime":1460.16,"endTime":1463.04,"body":"just thinking of it one way,"},{"speaker":"Matt Wolach","startTime":1460.16,"endTime":1463.04,"body":"because I think as leaders, we"},{"speaker":"Matt Wolach","startTime":1463.04,"endTime":1464.9,"body":"make a lot of emotional"},{"speaker":"Matt Wolach","startTime":1463.04,"endTime":1464.9,"body":"decisions, whether we like to"},{"speaker":"Matt Wolach","startTime":1464.9,"endTime":1467.39,"body":"think so or not. I like to think"},{"speaker":"Matt Wolach","startTime":1464.9,"endTime":1467.39,"body":"I'm not. But I look back, I'm"},{"speaker":"Matt Wolach","startTime":1467.39,"endTime":1470.72,"body":"like, Yeah, that was an"},{"speaker":"Matt Wolach","startTime":1467.39,"endTime":1470.72,"body":"emotional decision. And I love"},{"speaker":"Matt Wolach","startTime":1470.72,"endTime":1475.79,"body":"that you're kind of checking"},{"speaker":"Matt Wolach","startTime":1470.72,"endTime":1475.79,"body":"yourself. So I hope I mean, you"},{"speaker":"Matt Wolach","startTime":1475.79,"endTime":1477.98,"body":"know, it's one thing to say,"},{"speaker":"Matt Wolach","startTime":1475.79,"endTime":1477.98,"body":"hopefully, I'm living up to"},{"speaker":"Matt Wolach","startTime":1477.98,"endTime":1481.7,"body":"that. But yeah, thank you."},{"speaker":"Matt Wolach","startTime":1477.98,"endTime":1481.7,"body":"Sounds like you are. Well, this"},{"speaker":"Matt Wolach","startTime":1481.7,"endTime":1484.22,"body":"has been great. How can our"},{"speaker":"Matt Wolach","startTime":1481.7,"endTime":1484.22,"body":"audience learn more about you"},{"speaker":"Matt Wolach","startTime":1484.22,"endTime":1490.58,"body":"and NDA? Okay. Yeah, so real"},{"speaker":"Matt Wolach","startTime":1484.22,"endTime":1490.58,"body":"simple. www dot NDAA. Okay, just"},{"speaker":"Matt Wolach","startTime":1490.58,"endTime":1497.33,"body":"the letters in da okay.com. And,"},{"speaker":"Matt Wolach","startTime":1490.58,"endTime":1497.33,"body":"you know, we we've primarily"},{"speaker":"Matt Wolach","startTime":1497.33,"endTime":1499.28,"body":"targeted, private"},{"speaker":"James Weir","startTime":1500.0,"endTime":1503.21,"body":"equity firms and"},{"speaker":"James Weir","startTime":1500.0,"endTime":1503.21,"body":"investment banks, but we're, you"},{"speaker":"James Weir","startTime":1503.21,"endTime":1507.17,"body":"know, if you have to deal with"},{"speaker":"James Weir","startTime":1503.21,"endTime":1507.17,"body":"NDAs, you know, we've seen all"},{"speaker":"James Weir","startTime":1507.17,"endTime":1511.1,"body":"of those scenarios, we help, you"},{"speaker":"James Weir","startTime":1507.17,"endTime":1511.1,"body":"know, we have a very flexible"},{"speaker":"James Weir","startTime":1511.13,"endTime":1514.19,"body":"solution where, you know, we can"},{"speaker":"James Weir","startTime":1511.13,"endTime":1514.19,"body":"either just provide the review"},{"speaker":"James Weir","startTime":1514.19,"endTime":1517.97,"body":"in the redlining, or we can"},{"speaker":"James Weir","startTime":1514.19,"endTime":1517.97,"body":"handle the end to end process,"},{"speaker":"James Weir","startTime":1517.97,"endTime":1521.3,"body":"everything from the review the"},{"speaker":"James Weir","startTime":1517.97,"endTime":1521.3,"body":"red lining to the negotiations"},{"speaker":"James Weir","startTime":1521.3,"endTime":1524.18,"body":"and the executions, also, that"},{"speaker":"James Weir","startTime":1521.3,"endTime":1524.18,"body":"we can make it as simple as"},{"speaker":"James Weir","startTime":1524.24,"endTime":1527.99,"body":"uploading a NDA and waiting to"},{"speaker":"James Weir","startTime":1524.24,"endTime":1527.99,"body":"get a notification that the"},{"speaker":"James Weir","startTime":1527.99,"endTime":1529.22,"body":"whole process is done."},{"speaker":"James Weir","startTime":1530.6,"endTime":1535.2,"body":"And we're also fast and cost"},{"speaker":"James Weir","startTime":1530.6,"endTime":1535.2,"body":"effective. So those are, those"},{"speaker":"James Weir","startTime":1535.278,"endTime":1539.488,"body":"are two added bonuses, but"},{"speaker":"James Weir","startTime":1535.278,"endTime":1539.488,"body":"NDAok.com. You can, you can"},{"speaker":"James Weir","startTime":1539.566,"endTime":1544.01,"body":"shoot an email to info at"},{"speaker":"James Weir","startTime":1539.566,"endTime":1544.01,"body":"ndaOK.com. And if you reference"},{"speaker":"James Weir","startTime":1544.088,"endTime":1546.35,"body":"this, that'll get that'll get"},{"speaker":"Matt Wolach","startTime":1547.4,"endTime":1549.384,"body":"brought to my"},{"speaker":"Matt Wolach","startTime":1547.4,"endTime":1549.384,"body":"attention and happy to have a"},{"speaker":"Matt Wolach","startTime":1549.43,"endTime":1551.876,"body":"conversation with anyone"},{"speaker":"Matt Wolach","startTime":1549.43,"endTime":1551.876,"body":"interested in learning more."},{"speaker":"Matt Wolach","startTime":1551.923,"endTime":1554.507,"body":"Okay, perfect. We'll put all"},{"speaker":"Matt Wolach","startTime":1551.923,"endTime":1554.507,"body":"that into the show notes as"},{"speaker":"Matt Wolach","startTime":1554.553,"endTime":1557.415,"body":"well. So if you're listening,"},{"speaker":"Matt Wolach","startTime":1554.553,"endTime":1557.415,"body":"you can grab it right there. But"},{"speaker":"Matt Wolach","startTime":1557.461,"endTime":1560.6,"body":"he's James, where James, thank"},{"speaker":"Matt Wolach","startTime":1557.461,"endTime":1560.6,"body":"you very much for coming on the show."},{"speaker":"James Weir","startTime":1560.6,"endTime":1562.82,"body":"Yeah, Matt, really"},{"speaker":"James Weir","startTime":1560.6,"endTime":1562.82,"body":"appreciate it. Thanks very much."},{"speaker":"James Weir","startTime":1562.864,"endTime":1564.65,"body":"Absolutely. And everybody else"},{"speaker":"James Weir","startTime":1562.864,"endTime":1564.65,"body":"out there."},{"speaker":"Matt Wolach","startTime":1564.65,"endTime":1566.535,"body":"Thanks for being"},{"speaker":"Matt Wolach","startTime":1564.65,"endTime":1566.535,"body":"here. Really appreciate you"},{"speaker":"Matt Wolach","startTime":1566.578,"endTime":1568.978,"body":"doing that and listening and"},{"speaker":"Matt Wolach","startTime":1566.578,"endTime":1568.978,"body":"soaking up everything we're"},{"speaker":"Matt Wolach","startTime":1569.021,"endTime":1571.378,"body":"giving you make sure you're"},{"speaker":"Matt Wolach","startTime":1569.021,"endTime":1571.378,"body":"subscribed to the show. You"},{"speaker":"Matt Wolach","startTime":1571.421,"endTime":1574.078,"body":"don't want to miss out any other"},{"speaker":"Matt Wolach","startTime":1571.421,"endTime":1574.078,"body":"amazing leaders like James so"},{"speaker":"Matt Wolach","startTime":1574.121,"endTime":1576.778,"body":"hit that subscribe button, and"},{"speaker":"Matt Wolach","startTime":1574.121,"endTime":1576.778,"body":"then we will see you next time."},{"speaker":"Matt Wolach","startTime":1576.821,"endTime":1577.25,"body":"Take care."},{"speaker":"Intro/ Outro","startTime":1580.22,"endTime":1582.865,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1580.22,"endTime":1582.865,"body":"listening to Scale Your SaaS."},{"speaker":"Intro/ Outro","startTime":1582.932,"endTime":1587.099,"body":"For more help on finding great"},{"speaker":"Intro/ Outro","startTime":1582.932,"endTime":1587.099,"body":"leads and closing more deals. Go"},{"speaker":"Intro/ Outro","startTime":1587.165,"endTime":1588.29,"body":"to Mattwolach.com"}]}