{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.35,"endTime":11.88,"body":"You know, we all"},{"speaker":"Matt Wolach","startTime":10.35,"endTime":11.88,"body":"love the idea of marketing"},{"speaker":"Matt Wolach","startTime":11.88,"endTime":14.49,"body":"automation, something that can"},{"speaker":"Matt Wolach","startTime":11.88,"endTime":14.49,"body":"actually do things in the"},{"speaker":"Matt Wolach","startTime":14.49,"endTime":16.92,"body":"background while we're focused"},{"speaker":"Matt Wolach","startTime":14.49,"endTime":16.92,"body":"on other stuff. It's pretty"},{"speaker":"Matt Wolach","startTime":16.92,"endTime":19.95,"body":"powerful. It's pretty amazing."},{"speaker":"Matt Wolach","startTime":16.92,"endTime":19.95,"body":"But what happens if we don't set"},{"speaker":"Matt Wolach","startTime":19.95,"endTime":21.63,"body":"it up? Right? What happens if we"},{"speaker":"Matt Wolach","startTime":19.95,"endTime":21.63,"body":"don't have enough"},{"speaker":"Matt Wolach","startTime":21.63,"endTime":24.63,"body":"personalization or what if that"},{"speaker":"Matt Wolach","startTime":21.63,"endTime":24.63,"body":"automation gets wrong and it"},{"speaker":"Matt Wolach","startTime":24.63,"endTime":27.12,"body":"just keeps running in the"},{"speaker":"Matt Wolach","startTime":24.63,"endTime":27.12,"body":"background the wrong way with"},{"speaker":"Matt Wolach","startTime":27.12,"endTime":30.24,"body":"the wrong messaging to the wrong"},{"speaker":"Matt Wolach","startTime":27.12,"endTime":30.24,"body":"people, that's bad. Fortunately,"},{"speaker":"Matt Wolach","startTime":30.24,"endTime":33.09,"body":"Shay Howe he's with"},{"speaker":"Matt Wolach","startTime":30.24,"endTime":33.09,"body":"ActiveCampaign, they are the"},{"speaker":"Matt Wolach","startTime":33.09,"endTime":36.54,"body":"leaders in automation, he came"},{"speaker":"Matt Wolach","startTime":33.09,"endTime":36.54,"body":"in to share all of his best tips"},{"speaker":"Matt Wolach","startTime":36.54,"endTime":38.67,"body":"about how to set up your"},{"speaker":"Matt Wolach","startTime":36.54,"endTime":38.67,"body":"marketing, how to set up the"},{"speaker":"Matt Wolach","startTime":38.67,"endTime":40.44,"body":"automation, how to make sure"},{"speaker":"Matt Wolach","startTime":38.67,"endTime":40.44,"body":"it's personalized, how to make"},{"speaker":"Matt Wolach","startTime":40.44,"endTime":43.65,"body":"sure it doesn't go off the rails"},{"speaker":"Matt Wolach","startTime":40.44,"endTime":43.65,"body":"a bit and go to the wrong people"},{"speaker":"Matt Wolach","startTime":43.65,"endTime":46.47,"body":"with the wrong message. He gives"},{"speaker":"Matt Wolach","startTime":43.65,"endTime":46.47,"body":"some great insight and tips"},{"speaker":"Matt Wolach","startTime":46.47,"endTime":49.14,"body":"here. And this is a really"},{"speaker":"Matt Wolach","startTime":46.47,"endTime":49.14,"body":"important episode if you're"},{"speaker":"Matt Wolach","startTime":49.14,"endTime":49.83,"body":"looking to scale."},{"speaker":"Intro/ Outro","startTime":50.79,"endTime":54.03,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":50.79,"endTime":54.03,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":54.03,"endTime":57.15,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":54.03,"endTime":57.15,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":57.15,"endTime":61.11,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":57.15,"endTime":61.11,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":61.11,"endTime":65.97,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":61.11,"endTime":65.97,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":66.0,"endTime":66.45,"body":"Wolach,"},{"speaker":"Matt Wolach","startTime":66.87,"endTime":69.24,"body":"and welcome to"},{"speaker":"Matt Wolach","startTime":66.87,"endTime":69.24,"body":"Scale Your SaaS Thank you very"},{"speaker":"Matt Wolach","startTime":69.24,"endTime":72.78,"body":"much for being here. I am Matt,"},{"speaker":"Matt Wolach","startTime":69.24,"endTime":72.78,"body":"I am your host. And I am here to"},{"speaker":"Matt Wolach","startTime":72.78,"endTime":75.45,"body":"make sure you are scaling your"},{"speaker":"Matt Wolach","startTime":72.78,"endTime":75.45,"body":"SaaS just like the show is"},{"speaker":"Matt Wolach","startTime":75.45,"endTime":78.24,"body":"called. So we're gonna teach you"},{"speaker":"Matt Wolach","startTime":75.45,"endTime":78.24,"body":"how to grow your leads, grow"},{"speaker":"Matt Wolach","startTime":78.24,"endTime":82.68,"body":"your customer base XL at sales,"},{"speaker":"Matt Wolach","startTime":78.24,"endTime":82.68,"body":"and get an awesome team to help"},{"speaker":"Matt Wolach","startTime":82.68,"endTime":86.34,"body":"you do it. And somebody who"},{"speaker":"Matt Wolach","startTime":82.68,"endTime":86.34,"body":"knows about a lot of those"},{"speaker":"Matt Wolach","startTime":86.34,"endTime":89.34,"body":"things very well is with us"},{"speaker":"Matt Wolach","startTime":86.34,"endTime":89.34,"body":"today. Shay how che how're you"},{"speaker":"Matt Wolach","startTime":89.34,"endTime":89.73,"body":"doing?"},{"speaker":"Shay Howe","startTime":90.06,"endTime":92.19,"body":"I'm doing well. Matt,"},{"speaker":"Shay Howe","startTime":90.06,"endTime":92.19,"body":"thank you for having me. Excited"},{"speaker":"Shay Howe","startTime":92.19,"endTime":92.64,"body":"to be here."},{"speaker":"Matt Wolach","startTime":92.73,"endTime":94.92,"body":"I'm super excited"},{"speaker":"Matt Wolach","startTime":92.73,"endTime":94.92,"body":"to have you here. Let me make"},{"speaker":"Matt Wolach","startTime":94.92,"endTime":97.65,"body":"sure everybody knows who you are"},{"speaker":"Matt Wolach","startTime":94.92,"endTime":97.65,"body":"Shay. So Shayis the Chief"},{"speaker":"Matt Wolach","startTime":97.65,"endTime":100.74,"body":"Marketing Officer at"},{"speaker":"Matt Wolach","startTime":97.65,"endTime":100.74,"body":"ActiveCampaign a product that I"},{"speaker":"Matt Wolach","startTime":100.74,"endTime":104.13,"body":"use myself and love. Shay is a"},{"speaker":"Matt Wolach","startTime":100.74,"endTime":104.13,"body":"product leader with a design and"},{"speaker":"Matt Wolach","startTime":104.13,"endTime":107.16,"body":"engineering background. He leads"},{"speaker":"Matt Wolach","startTime":104.13,"endTime":107.16,"body":"the marketing customer"},{"speaker":"Matt Wolach","startTime":107.16,"endTime":110.82,"body":"activation, partnership platform"},{"speaker":"Matt Wolach","startTime":107.16,"endTime":110.82,"body":"strategy and ActiveCampaign"},{"speaker":"Matt Wolach","startTime":110.82,"endTime":114.18,"body":"postmark teams lots going on"},{"speaker":"Matt Wolach","startTime":110.82,"endTime":114.18,"body":"where to a lot of hats. And"},{"speaker":"Matt Wolach","startTime":114.3,"endTime":117.09,"body":"earlier before we started, he"},{"speaker":"Matt Wolach","startTime":114.3,"endTime":117.09,"body":"mentioned that his role seems to"},{"speaker":"Matt Wolach","startTime":117.09,"endTime":120.21,"body":"change every six to 12 months,"},{"speaker":"Matt Wolach","startTime":117.09,"endTime":120.21,"body":"which that's kind of how things"},{"speaker":"Matt Wolach","startTime":120.21,"endTime":123.6,"body":"go in. In early growth stage"},{"speaker":"Matt Wolach","startTime":120.21,"endTime":123.6,"body":"companies. I love that. 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They do a lot of"},{"speaker":"Matt Wolach","startTime":142.62,"endTime":146.67,"body":"stuff. So I'm super glad to have"},{"speaker":"Matt Wolach","startTime":146.67,"endTime":148.29,"body":"him here. Shay thanks for coming"},{"speaker":"Matt Wolach","startTime":146.67,"endTime":148.29,"body":"on the show."},{"speaker":"Shay Howe","startTime":148.89,"endTime":151.02,"body":"Yeah, thank you for"},{"speaker":"Shay Howe","startTime":148.89,"endTime":151.02,"body":"having me. I'm excited. This"},{"speaker":"Shay Howe","startTime":151.02,"endTime":151.5,"body":"should be fun."},{"speaker":"Matt Wolach","startTime":151.74,"endTime":153.81,"body":"I'm excited as"},{"speaker":"Matt Wolach","startTime":151.74,"endTime":153.81,"body":"well. So tell me what's going on"},{"speaker":"Matt Wolach","startTime":153.81,"endTime":155.22,"body":"with you lately. And what's"},{"speaker":"Matt Wolach","startTime":153.81,"endTime":155.22,"body":"coming up?"},{"speaker":"Shay Howe","startTime":156.12,"endTime":159.72,"body":"Oh, as you kind of"},{"speaker":"Shay Howe","startTime":156.12,"endTime":159.72,"body":"alluded to, there's no shortage"},{"speaker":"Shay Howe","startTime":159.72,"endTime":163.77,"body":"of exciting things happening."},{"speaker":"Shay Howe","startTime":159.72,"endTime":163.77,"body":"And we can take that question in"},{"speaker":"Shay Howe","startTime":163.77,"endTime":167.07,"body":"a dozen different directions."},{"speaker":"Shay Howe","startTime":163.77,"endTime":167.07,"body":"For me when I think about what"},{"speaker":"Shay Howe","startTime":167.07,"endTime":169.53,"body":"we're up to in what's going on,"},{"speaker":"Shay Howe","startTime":167.07,"endTime":169.53,"body":"obviously, to kind of come back"},{"speaker":"Shay Howe","startTime":169.53,"endTime":172.32,"body":"to our product at the campaign's"},{"speaker":"Shay Howe","startTime":169.53,"endTime":172.32,"body":"that very product, lead"},{"speaker":"Shay Howe","startTime":172.32,"endTime":175.08,"body":"organization and business. We're"},{"speaker":"Shay Howe","startTime":172.32,"endTime":175.08,"body":"always trying to stay close to"},{"speaker":"Shay Howe","startTime":175.08,"endTime":178.74,"body":"our customers connect with them."},{"speaker":"Shay Howe","startTime":175.08,"endTime":178.74,"body":"So, so much feeds and stems out"},{"speaker":"Shay Howe","startTime":178.74,"endTime":181.62,"body":"of that even the go to market"},{"speaker":"Shay Howe","startTime":178.74,"endTime":181.62,"body":"motions come back to and for us."},{"speaker":"Shay Howe","startTime":181.92,"endTime":183.48,"body":"We've been doing a lot on the"},{"speaker":"Shay Howe","startTime":181.92,"endTime":183.48,"body":"product front, I'd say in the"},{"speaker":"Shay Howe","startTime":183.48,"endTime":187.8,"body":"last 12 months, if you will, as"},{"speaker":"Shay Howe","startTime":183.48,"endTime":187.8,"body":"is I think largely most folks"},{"speaker":"Shay Howe","startTime":187.8,"endTime":191.55,"body":"have oriented, digging deeper"},{"speaker":"Shay Howe","startTime":187.8,"endTime":191.55,"body":"into some of the AI capabilities"},{"speaker":"Shay Howe","startTime":191.55,"endTime":194.82,"body":"and functionality. It's not"},{"speaker":"Shay Howe","startTime":191.55,"endTime":194.82,"body":"something that's new for us."},{"speaker":"Shay Howe","startTime":194.82,"endTime":198.57,"body":"We've had forms of predictive"},{"speaker":"Shay Howe","startTime":194.82,"endTime":198.57,"body":"content predictive sending when"},{"speaker":"Shay Howe","startTime":198.57,"endTime":201.99,"body":"probability in the platform but"},{"speaker":"Shay Howe","startTime":198.57,"endTime":201.99,"body":"taking that idea of generative"},{"speaker":"Shay Howe","startTime":201.99,"endTime":205.38,"body":"AI a little deeper. 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And we will"},{"speaker":"Shay Howe","startTime":262.26,"endTime":266.01,"body":"build the automation for you. So"},{"speaker":"Shay Howe","startTime":266.43,"endTime":268.71,"body":"don't wild thing we're doing"},{"speaker":"Shay Howe","startTime":266.43,"endTime":268.71,"body":"around that."},{"speaker":"Matt Wolach","startTime":269.28,"endTime":271.65,"body":"That is it sounds"},{"speaker":"Matt Wolach","startTime":269.28,"endTime":271.65,"body":"amazing. Yeah,"},{"speaker":"Shay Howe","startTime":272.13,"endTime":274.56,"body":"you should test it"},{"speaker":"Shay Howe","startTime":272.13,"endTime":274.56,"body":"out. Give me some feedback if"},{"speaker":"Shay Howe","startTime":274.56,"endTime":277.77,"body":"you go there and give it a shot."},{"speaker":"Shay Howe","startTime":274.56,"endTime":277.77,"body":"A lot of other things happening"},{"speaker":"Shay Howe","startTime":277.77,"endTime":280.56,"body":"too. 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Has it brought"},{"speaker":"Matt Wolach","startTime":337.74,"endTime":340.74,"body":"you energy to have different"},{"speaker":"Matt Wolach","startTime":337.74,"endTime":340.74,"body":"things going on throughout your"},{"speaker":"Matt Wolach","startTime":340.74,"endTime":341.37,"body":"career there?"},{"speaker":"Shay Howe","startTime":342.03,"endTime":345.66,"body":"Yeah, I consider"},{"speaker":"Shay Howe","startTime":342.03,"endTime":345.66,"body":"myself a bit of a month in a"},{"speaker":"Shay Howe","startTime":345.66,"endTime":348.99,"body":"generalist, right. So we've done"},{"speaker":"Shay Howe","startTime":345.66,"endTime":348.99,"body":"I actually went to school in"},{"speaker":"Shay Howe","startTime":348.99,"endTime":351.54,"body":"Arizona, not far from where from"},{"speaker":"Shay Howe","startTime":348.99,"endTime":351.54,"body":"where you're at, and studied"},{"speaker":"Shay Howe","startTime":351.54,"endTime":355.17,"body":"design. Oh, yeah. 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And that has described"},{"speaker":"Shay Howe","startTime":371.34,"endTime":375.24,"body":"my path, that active campaign to"},{"speaker":"Shay Howe","startTime":375.81,"endTime":378.18,"body":"have led the design team, I've"},{"speaker":"Shay Howe","startTime":375.81,"endTime":378.18,"body":"led engineering, I've led"},{"speaker":"Shay Howe","startTime":378.18,"endTime":380.73,"body":"marketing, I've built up new"},{"speaker":"Shay Howe","startTime":378.18,"endTime":380.73,"body":"teams around partnership"},{"speaker":"Shay Howe","startTime":380.73,"endTime":385.35,"body":"management, Developer Relations,"},{"speaker":"Shay Howe","startTime":380.73,"endTime":385.35,"body":"like corp dev acquire a company,"},{"speaker":"Shay Howe","startTime":385.38,"endTime":388.26,"body":"I've had them sit in my org for"},{"speaker":"Shay Howe","startTime":385.38,"endTime":388.26,"body":"a while to kind of lead and grow"},{"speaker":"Shay Howe","startTime":388.26,"endTime":391.56,"body":"them and integrate them in"},{"speaker":"Shay Howe","startTime":388.26,"endTime":391.56,"body":"Active Campaign. So yeah, every"},{"speaker":"Shay Howe","startTime":391.56,"endTime":394.53,"body":"six months to 12 months feels"},{"speaker":"Shay Howe","startTime":391.56,"endTime":394.53,"body":"like a completely different job."},{"speaker":"Shay Howe","startTime":394.89,"endTime":398.88,"body":"And that really, I believe, puts"},{"speaker":"Shay Howe","startTime":394.89,"endTime":398.88,"body":"me in a state of flow, where"},{"speaker":"Shay Howe","startTime":399.36,"endTime":402.75,"body":"about the time I haven't figured"},{"speaker":"Shay Howe","startTime":399.36,"endTime":402.75,"body":"out, it changes enough to make"},{"speaker":"Shay Howe","startTime":402.75,"endTime":405.72,"body":"it a little more challenging,"},{"speaker":"Shay Howe","startTime":402.75,"endTime":405.72,"body":"and puts me right on the edge of"},{"speaker":"Shay Howe","startTime":405.72,"endTime":408.3,"body":"uncomfort, to where I'm"},{"speaker":"Shay Howe","startTime":405.72,"endTime":408.3,"body":"continually, like just growing"},{"speaker":"Shay Howe","startTime":408.3,"endTime":412.5,"body":"and learning in it. And that,"},{"speaker":"Shay Howe","startTime":408.3,"endTime":412.5,"body":"that suits me. So well, that is"},{"speaker":"Shay Howe","startTime":412.53,"endTime":415.89,"body":"like the state I want to kind of"},{"speaker":"Shay Howe","startTime":412.53,"endTime":415.89,"body":"perpetually live in as"},{"speaker":"Shay Howe","startTime":415.89,"endTime":417.45,"body":"uncomfortable as that actually"},{"speaker":"Shay Howe","startTime":415.89,"endTime":417.45,"body":"may be."},{"speaker":"Matt Wolach","startTime":419.13,"endTime":421.71,"body":"I think that's"},{"speaker":"Matt Wolach","startTime":419.13,"endTime":421.71,"body":"smart. Because that's the only"},{"speaker":"Matt Wolach","startTime":421.71,"endTime":424.71,"body":"way we can grow a similar way we"},{"speaker":"Matt Wolach","startTime":421.71,"endTime":424.71,"body":"can stay, you know, mentally"},{"speaker":"Matt Wolach","startTime":424.71,"endTime":428.43,"body":"energized into what we're doing."},{"speaker":"Matt Wolach","startTime":424.71,"endTime":428.43,"body":"I think you and I are like how,"},{"speaker":"Matt Wolach","startTime":428.43,"endTime":431.61,"body":"after a while, we would kind of"},{"speaker":"Matt Wolach","startTime":428.43,"endTime":431.61,"body":"get stale and get bored with it."},{"speaker":"Matt Wolach","startTime":431.61,"endTime":435.33,"body":"But if you can continue to find"},{"speaker":"Matt Wolach","startTime":431.61,"endTime":435.33,"body":"new challenges and new things to"},{"speaker":"Matt Wolach","startTime":435.33,"endTime":439.56,"body":"think about and focus on, I"},{"speaker":"Matt Wolach","startTime":435.33,"endTime":439.56,"body":"think that that keeps our focus"},{"speaker":"Matt Wolach","startTime":439.56,"endTime":442.77,"body":"up, it keeps our motivation up,"},{"speaker":"Matt Wolach","startTime":439.56,"endTime":442.77,"body":"and it makes us better overall."},{"speaker":"Shay Howe","startTime":443.79,"endTime":446.7,"body":"Also feel like I"},{"speaker":"Shay Howe","startTime":443.79,"endTime":446.7,"body":"haven't been dropped so far into"},{"speaker":"Shay Howe","startTime":446.7,"endTime":450.27,"body":"the deep end, that I'm almost"},{"speaker":"Shay Howe","startTime":446.7,"endTime":450.27,"body":"paralyzed and don't know what to"},{"speaker":"Shay Howe","startTime":450.27,"endTime":456.96,"body":"do, when I have no idea this is"},{"speaker":"Shay Howe","startTime":450.27,"endTime":456.96,"body":"so above far beyond my realm of"},{"speaker":"Shay Howe","startTime":457.26,"endTime":461.4,"body":"skill set. I haven't felt that"},{"speaker":"Shay Howe","startTime":457.26,"endTime":461.4,"body":"either. So it's that state of"},{"speaker":"Shay Howe","startTime":462.27,"endTime":466.23,"body":"this isn't too easy, but it's"},{"speaker":"Shay Howe","startTime":462.27,"endTime":466.23,"body":"not too difficult. And I had the"},{"speaker":"Shay Howe","startTime":466.23,"endTime":469.92,"body":"pleasure of growing with Active"},{"speaker":"Shay Howe","startTime":466.23,"endTime":469.92,"body":"Campaign to write so when I"},{"speaker":"Shay Howe","startTime":469.92,"endTime":473.43,"body":"started, we're little over 100"},{"speaker":"Shay Howe","startTime":469.92,"endTime":473.43,"body":"employees put that in context."},{"speaker":"Shay Howe","startTime":473.43,"endTime":476.37,"body":"Today were north of 800"},{"speaker":"Shay Howe","startTime":473.43,"endTime":476.37,"body":"employees, when I started, we"},{"speaker":"Shay Howe","startTime":476.37,"endTime":480.3,"body":"were somewhere around 25 million"},{"speaker":"Shay Howe","startTime":476.37,"endTime":480.3,"body":"in revenue. Now several 100"},{"speaker":"Shay Howe","startTime":480.3,"endTime":484.68,"body":"million. So that challenge has"},{"speaker":"Shay Howe","startTime":480.3,"endTime":484.68,"body":"also evolved as the organization"},{"speaker":"Shay Howe","startTime":484.68,"endTime":487.92,"body":"has grown. And I think that's a"},{"speaker":"Shay Howe","startTime":484.68,"endTime":487.92,"body":"skill set on its own just to"},{"speaker":"Shay Howe","startTime":487.92,"endTime":491.37,"body":"learn to scale and continually"},{"speaker":"Shay Howe","startTime":487.92,"endTime":491.37,"body":"kind of reinvent yourself within"},{"speaker":"Shay Howe","startTime":491.37,"endTime":493.86,"body":"the business as it continues to"},{"speaker":"Shay Howe","startTime":491.37,"endTime":493.86,"body":"grow. It's out."},{"speaker":"Matt Wolach","startTime":495.18,"endTime":498.57,"body":"So cool. I love it."},{"speaker":"Matt Wolach","startTime":495.18,"endTime":498.57,"body":"You've talked before about owned"},{"speaker":"Matt Wolach","startTime":498.57,"endTime":501.9,"body":"channels, what if you can share"},{"speaker":"Matt Wolach","startTime":498.57,"endTime":501.9,"body":"with our audience does owned"},{"speaker":"Matt Wolach","startTime":501.9,"endTime":503.7,"body":"channels mean and what's the"},{"speaker":"Matt Wolach","startTime":501.9,"endTime":503.7,"body":"value of them?"},{"speaker":"Shay Howe","startTime":504.36,"endTime":508.14,"body":"Yeah, to be an own"},{"speaker":"Shay Howe","startTime":504.36,"endTime":508.14,"body":"channel is one that you own,"},{"speaker":"Shay Howe","startTime":508.17,"endTime":512.67,"body":"that's simply said. But what I"},{"speaker":"Shay Howe","startTime":508.17,"endTime":512.67,"body":"mean by that is it's it's the"},{"speaker":"Shay Howe","startTime":512.7,"endTime":517.08,"body":"channel you control. That can be"},{"speaker":"Shay Howe","startTime":512.7,"endTime":517.08,"body":"your website can be your blog"},{"speaker":"Shay Howe","startTime":517.08,"endTime":519.96,"body":"can be your email or subscriber"},{"speaker":"Shay Howe","startTime":517.08,"endTime":519.96,"body":"list, maybe it's you're sending"},{"speaker":"Shay Howe","startTime":519.96,"endTime":523.23,"body":"messages through SMS, but you"},{"speaker":"Shay Howe","startTime":519.96,"endTime":523.23,"body":"haven't direct access to that,"},{"speaker":"Shay Howe","startTime":523.29,"endTime":527.85,"body":"and you control the end to end"},{"speaker":"Shay Howe","startTime":523.29,"endTime":527.85,"body":"experience of it. That's not"},{"speaker":"Shay Howe","startTime":527.85,"endTime":530.49,"body":"something like social media,"},{"speaker":"Shay Howe","startTime":527.85,"endTime":530.49,"body":"where you're playing in the"},{"speaker":"Shay Howe","startTime":530.49,"endTime":533.67,"body":"realm of a different platform,"},{"speaker":"Shay Howe","startTime":530.49,"endTime":533.67,"body":"and you don't have the control"},{"speaker":"Shay Howe","startTime":533.67,"endTime":536.55,"body":"over, hey, is my message going"},{"speaker":"Shay Howe","startTime":533.67,"endTime":536.55,"body":"to show up next to one of my"},{"speaker":"Shay Howe","startTime":536.55,"endTime":541.71,"body":"competitors is going to show up"},{"speaker":"Shay Howe","startTime":536.55,"endTime":541.71,"body":"next to a meme of some sort"},{"speaker":"Shay Howe","startTime":541.71,"endTime":546.45,"body":"elsewhere. You have more control"},{"speaker":"Shay Howe","startTime":541.71,"endTime":546.45,"body":"over the cost of that too,"},{"speaker":"Shay Howe","startTime":546.45,"endTime":550.68,"body":"right? So paid acquisition might"},{"speaker":"Shay Howe","startTime":546.45,"endTime":550.68,"body":"be a channel where you're"},{"speaker":"Shay Howe","startTime":550.68,"endTime":553.08,"body":"competing with your competitors"},{"speaker":"Shay Howe","startTime":550.68,"endTime":553.08,"body":"on the cost of that. And then"},{"speaker":"Shay Howe","startTime":553.08,"endTime":554.85,"body":"even the platforms running that"},{"speaker":"Shay Howe","startTime":553.08,"endTime":554.85,"body":"just fundamentally might"},{"speaker":"Shay Howe","startTime":554.85,"endTime":557.85,"body":"increase their prices, they"},{"speaker":"Shay Howe","startTime":554.85,"endTime":557.85,"body":"could change an algorithm that"},{"speaker":"Shay Howe","startTime":557.85,"endTime":560.04,"body":"will change your bidding"},{"speaker":"Shay Howe","startTime":557.85,"endTime":560.04,"body":"structure, or even just the"},{"speaker":"Shay Howe","startTime":560.04,"endTime":563.16,"body":"placement of your content. Those"},{"speaker":"Shay Howe","startTime":560.04,"endTime":563.16,"body":"are not own channels. So we"},{"speaker":"Shay Howe","startTime":563.16,"endTime":565.86,"body":"talked a lot about own channels"},{"speaker":"Shay Howe","startTime":563.16,"endTime":565.86,"body":"on the ways where you build that"},{"speaker":"Shay Howe","startTime":565.86,"endTime":569.82,"body":"audience directly in and close"},{"speaker":"Shay Howe","startTime":565.86,"endTime":569.82,"body":"to you in a way where you truly"},{"speaker":"Shay Howe","startTime":569.82,"endTime":571.2,"body":"have that control over."},{"speaker":"Matt Wolach","startTime":573.06,"endTime":574.83,"body":"Yeah, I love it. I"},{"speaker":"Matt Wolach","startTime":573.06,"endTime":574.83,"body":"think it's super powerful and"},{"speaker":"Matt Wolach","startTime":574.83,"endTime":578.31,"body":"really important. So let's say"},{"speaker":"Matt Wolach","startTime":574.83,"endTime":578.31,"body":"people don't have that built for"},{"speaker":"Matt Wolach","startTime":578.31,"endTime":581.16,"body":"their companies just yet. Maybe"},{"speaker":"Matt Wolach","startTime":578.31,"endTime":581.16,"body":"they're on those those other"},{"speaker":"Matt Wolach","startTime":581.16,"endTime":584.01,"body":"channels like you mentioned"},{"speaker":"Matt Wolach","startTime":581.16,"endTime":584.01,"body":"social and such, what is the"},{"speaker":"Matt Wolach","startTime":584.01,"endTime":588.69,"body":"best way to kind of convert"},{"speaker":"Matt Wolach","startTime":584.01,"endTime":588.69,"body":"their audience from that that? I"},{"speaker":"Matt Wolach","startTime":588.69,"endTime":591.18,"body":"don't know known channel over to"},{"speaker":"Matt Wolach","startTime":588.69,"endTime":591.18,"body":"their own channels."},{"speaker":"Shay Howe","startTime":591.27,"endTime":593.88,"body":"Yeah. Pretty few"},{"speaker":"Shay Howe","startTime":591.27,"endTime":593.88,"body":"different ways to think about"},{"speaker":"Shay Howe","startTime":593.88,"endTime":599.19,"body":"it. I was kind of thinking about"},{"speaker":"Shay Howe","startTime":593.88,"endTime":599.19,"body":"the sense of what if you started"},{"speaker":"Shay Howe","startTime":599.19,"endTime":602.07,"body":"in an unknown On Channel, how"},{"speaker":"Shay Howe","startTime":599.19,"endTime":602.07,"body":"would you get someone over to an"},{"speaker":"Shay Howe","startTime":602.07,"endTime":606.18,"body":"own channel, who isn't born as a"},{"speaker":"Shay Howe","startTime":602.07,"endTime":606.18,"body":"business, you also just go where"},{"speaker":"Shay Howe","startTime":606.18,"endTime":610.86,"body":"your audience is to write, it's,"},{"speaker":"Shay Howe","startTime":606.18,"endTime":610.86,"body":"I don't believe by any stretch,"},{"speaker":"Shay Howe","startTime":610.86,"endTime":613.29,"body":"we have the Field of Dreams over"},{"speaker":"Shay Howe","startTime":610.86,"endTime":613.29,"body":"here that if we build it, they"},{"speaker":"Shay Howe","startTime":613.29,"endTime":616.56,"body":"will come, we gotta go get word"},{"speaker":"Shay Howe","startTime":613.29,"endTime":616.56,"body":"out there, we have to go out and"},{"speaker":"Shay Howe","startTime":616.56,"endTime":620.91,"body":"actually build demand into what"},{"speaker":"Shay Howe","startTime":616.56,"endTime":620.91,"body":"we're doing. So there's a, when"},{"speaker":"Shay Howe","startTime":620.91,"endTime":623.88,"body":"I talk about lunch channels, I"},{"speaker":"Shay Howe","startTime":620.91,"endTime":623.88,"body":"want to be clear that it's not"},{"speaker":"Shay Howe","startTime":624.12,"endTime":627.3,"body":"own channels and own channels"},{"speaker":"Shay Howe","startTime":624.12,"endTime":627.3,"body":"only, we really think about more"},{"speaker":"Shay Howe","startTime":627.3,"endTime":630.39,"body":"of that, that broad sense of it,"},{"speaker":"Shay Howe","startTime":627.3,"endTime":630.39,"body":"and how we get folks over into"},{"speaker":"Shay Howe","startTime":630.39,"endTime":634.68,"body":"some of the so one of the ways"},{"speaker":"Shay Howe","startTime":630.39,"endTime":634.68,"body":"to do that is getting involved"},{"speaker":"Shay Howe","startTime":634.68,"endTime":639.81,"body":"in channels that you don't own"},{"speaker":"Shay Howe","startTime":634.68,"endTime":639.81,"body":"and truly being a value in them."},{"speaker":"Shay Howe","startTime":640.02,"endTime":643.32,"body":"So it's not going in there. And"},{"speaker":"Shay Howe","startTime":640.02,"endTime":643.32,"body":"just being promotional and"},{"speaker":"Shay Howe","startTime":643.32,"endTime":646.26,"body":"sharing, here's what's happening"},{"speaker":"Shay Howe","startTime":643.32,"endTime":646.26,"body":"in the latest and greatest"},{"speaker":"Shay Howe","startTime":646.86,"endTime":649.74,"body":"things, that Active Campaign is"},{"speaker":"Shay Howe","startTime":646.86,"endTime":649.74,"body":"literally going in there and"},{"speaker":"Shay Howe","startTime":650.1,"endTime":653.64,"body":"becoming a part of what may be a"},{"speaker":"Shay Howe","startTime":650.1,"endTime":653.64,"body":"community engaging with them. If"},{"speaker":"Shay Howe","startTime":653.64,"endTime":657.69,"body":"it's social, it's liking or"},{"speaker":"Shay Howe","startTime":653.64,"endTime":657.69,"body":"reshaping their content, leaving"},{"speaker":"Shay Howe","startTime":657.69,"endTime":661.26,"body":"comments on it, actually"},{"speaker":"Shay Howe","startTime":657.69,"endTime":661.26,"body":"becoming an expert with them in"},{"speaker":"Shay Howe","startTime":661.26,"endTime":664.68,"body":"that field, it's one where they"},{"speaker":"Shay Howe","startTime":661.26,"endTime":664.68,"body":"actually start to have some"},{"speaker":"Shay Howe","startTime":664.68,"endTime":667.98,"body":"affinity for you as a brand. And"},{"speaker":"Shay Howe","startTime":664.68,"endTime":667.98,"body":"then done well, you also turn"},{"speaker":"Shay Howe","startTime":667.98,"endTime":670.68,"body":"that person who might be an"},{"speaker":"Shay Howe","startTime":667.98,"endTime":670.68,"body":"influence or a thought leader"},{"speaker":"Shay Howe","startTime":670.68,"endTime":673.2,"body":"into someone who's going to"},{"speaker":"Shay Howe","startTime":670.68,"endTime":673.2,"body":"start to recommend promote you,"},{"speaker":"Shay Howe","startTime":673.2,"endTime":678.69,"body":"etc. So a way where engaging"},{"speaker":"Shay Howe","startTime":673.2,"endTime":678.69,"body":"through unknown channels, and"},{"speaker":"Shay Howe","startTime":679.44,"endTime":682.14,"body":"then providing value to move"},{"speaker":"Shay Howe","startTime":679.44,"endTime":682.14,"body":"them in their own channels. So"},{"speaker":"Shay Howe","startTime":682.56,"endTime":685.98,"body":"it could be sharing, we wrote"},{"speaker":"Shay Howe","startTime":682.56,"endTime":685.98,"body":"this guide on our website, and"},{"speaker":"Shay Howe","startTime":685.98,"endTime":687.99,"body":"it's gonna help you learn how to"},{"speaker":"Shay Howe","startTime":685.98,"endTime":687.99,"body":"build automation in your"},{"speaker":"Shay Howe","startTime":687.99,"endTime":691.74,"body":"business. So drive them over the"},{"speaker":"Shay Howe","startTime":687.99,"endTime":691.74,"body":"website. And what do you think"},{"speaker":"Shay Howe","startTime":691.74,"endTime":696.84,"body":"that's content and gated ish,"},{"speaker":"Shay Howe","startTime":691.74,"endTime":696.84,"body":"where it's, here's this guy, you"},{"speaker":"Shay Howe","startTime":696.84,"endTime":698.97,"body":"want to you want this emailed to"},{"speaker":"Shay Howe","startTime":696.84,"endTime":698.97,"body":"you as a PDF, or you want to"},{"speaker":"Shay Howe","startTime":698.97,"endTime":701.4,"body":"send it to a friend or someone"},{"speaker":"Shay Howe","startTime":698.97,"endTime":701.4,"body":"else your business dropped in"},{"speaker":"Shay Howe","startTime":701.4,"endTime":704.49,"body":"their email or your email will"},{"speaker":"Shay Howe","startTime":701.4,"endTime":704.49,"body":"do that for you. So we're always"},{"speaker":"Shay Howe","startTime":704.49,"endTime":707.4,"body":"giving more than we're actually"},{"speaker":"Shay Howe","startTime":704.49,"endTime":707.4,"body":"capturing in that sense, if that"},{"speaker":"Shay Howe","startTime":707.4,"endTime":713.73,"body":"makes sense. And using that"},{"speaker":"Shay Howe","startTime":707.4,"endTime":713.73,"body":"flywheel basically of finding"},{"speaker":"Shay Howe","startTime":713.73,"endTime":715.83,"body":"folks through different channels"},{"speaker":"Shay Howe","startTime":713.73,"endTime":715.83,"body":"and then giving them good"},{"speaker":"Shay Howe","startTime":715.83,"endTime":719.55,"body":"reasons to come to some of our"},{"speaker":"Shay Howe","startTime":715.83,"endTime":719.55,"body":"own channels. And that that"},{"speaker":"Shay Howe","startTime":719.55,"endTime":722.25,"body":"being we're always being of"},{"speaker":"Shay Howe","startTime":719.55,"endTime":722.25,"body":"value in that process."},{"speaker":"Matt Wolach","startTime":723.27,"endTime":726.99,"body":"We'll be right"},{"speaker":"Matt Wolach","startTime":723.27,"endTime":726.99,"body":"back. Scale Your SaaS is"},{"speaker":"Matt Wolach","startTime":726.99,"endTime":732.57,"body":"supported by ToroWave. Lots of"},{"speaker":"Matt Wolach","startTime":726.99,"endTime":732.57,"body":"software leaders I talked to are"},{"speaker":"Matt Wolach","startTime":732.57,"endTime":735.66,"body":"looking to scale their SaaS and"},{"speaker":"Matt Wolach","startTime":732.57,"endTime":735.66,"body":"I keep hearing over and over"},{"speaker":"Matt Wolach","startTime":735.69,"endTime":739.23,"body":"about one major struggle getting"},{"speaker":"Matt Wolach","startTime":735.69,"endTime":739.23,"body":"ghosted by buyers after the"},{"speaker":"Matt Wolach","startTime":739.23,"endTime":742.29,"body":"demo. How frustrating is it when"},{"speaker":"Matt Wolach","startTime":739.23,"endTime":742.29,"body":"you have a great demo? You're"},{"speaker":"Matt Wolach","startTime":742.29,"endTime":745.62,"body":"feeling good, they like it, it"},{"speaker":"Matt Wolach","startTime":742.29,"endTime":745.62,"body":"seems like a done deal. And then"},{"speaker":"Matt Wolach","startTime":745.62,"endTime":748.98,"body":"crickets, nothing reach out"},{"speaker":"Matt Wolach","startTime":745.62,"endTime":748.98,"body":"they're not responding to you at"},{"speaker":"Matt Wolach","startTime":749.01,"endTime":752.16,"body":"all. And when these software"},{"speaker":"Matt Wolach","startTime":749.01,"endTime":752.16,"body":"companies they asked me to dive"},{"speaker":"Matt Wolach","startTime":752.16,"endTime":756.0,"body":"in, I noticed that the sellers"},{"speaker":"Matt Wolach","startTime":752.16,"endTime":756.0,"body":"are following up the wrong way."},{"speaker":"Matt Wolach","startTime":756.0,"endTime":758.58,"body":"Or actually, I should say with"},{"speaker":"Matt Wolach","startTime":756.0,"endTime":758.58,"body":"the wrong medium. What they're"},{"speaker":"Matt Wolach","startTime":758.58,"endTime":761.88,"body":"doing is they're hammering"},{"speaker":"Matt Wolach","startTime":758.58,"endTime":761.88,"body":"emails over and over again. I"},{"speaker":"Matt Wolach","startTime":761.88,"endTime":765.18,"body":"got a newsflash for you. Email"},{"speaker":"Matt Wolach","startTime":761.88,"endTime":765.18,"body":"effectiveness is dwindling down"},{"speaker":"Matt Wolach","startTime":765.18,"endTime":768.33,"body":"and down every year. So why beat"},{"speaker":"Matt Wolach","startTime":765.18,"endTime":768.33,"body":"your head against the wall"},{"speaker":"Matt Wolach","startTime":768.33,"endTime":772.02,"body":"losing all kinds of business,"},{"speaker":"Matt Wolach","startTime":768.33,"endTime":772.02,"body":"start texting, mixing texts,"},{"speaker":"Matt Wolach","startTime":772.05,"endTime":775.83,"body":"along with emails and calls and"},{"speaker":"Matt Wolach","startTime":772.05,"endTime":775.83,"body":"watch your conversion rates go"},{"speaker":"Matt Wolach","startTime":775.83,"endTime":779.64,"body":"up. In fact, conversion rates go"},{"speaker":"Matt Wolach","startTime":775.83,"endTime":779.64,"body":"up by about 50%. When you use"},{"speaker":"Matt Wolach","startTime":779.64,"endTime":782.7,"body":"texting as part of the follow"},{"speaker":"Matt Wolach","startTime":779.64,"endTime":782.7,"body":"up, people are used to it and"},{"speaker":"Matt Wolach","startTime":782.7,"endTime":789.69,"body":"did you know they'll response"},{"speaker":"Matt Wolach","startTime":782.7,"endTime":789.69,"body":"rate on text is 98% 98%. So why"},{"speaker":"Matt Wolach","startTime":789.69,"endTime":792.6,"body":"throw emails into a black hole"},{"speaker":"Matt Wolach","startTime":789.69,"endTime":792.6,"body":"knowing that they're never going"},{"speaker":"Matt Wolach","startTime":792.6,"endTime":795.42,"body":"to get returned text buyers and"},{"speaker":"Matt Wolach","startTime":792.6,"endTime":795.42,"body":"get results but don't use your"},{"speaker":"Matt Wolach","startTime":795.42,"endTime":798.48,"body":"own phone all kinds of security"},{"speaker":"Matt Wolach","startTime":795.42,"endTime":798.48,"body":"and compliance issues if you do"},{"speaker":"Matt Wolach","startTime":798.51,"endTime":801.09,"body":"also none of that data is with"},{"speaker":"Matt Wolach","startTime":798.51,"endTime":801.09,"body":"your company. That's not good."},{"speaker":"Matt Wolach","startTime":801.12,"endTime":804.66,"body":"Instead use this system Toro"},{"speaker":"Matt Wolach","startTime":801.12,"endTime":804.66,"body":"wave Toro wave is designed for"},{"speaker":"Matt Wolach","startTime":804.66,"endTime":807.66,"body":"sales, it makes texting with"},{"speaker":"Matt Wolach","startTime":804.66,"endTime":807.66,"body":"buyers super simple and fast."},{"speaker":"Matt Wolach","startTime":807.66,"endTime":811.08,"body":"And it helps drive more deals,"},{"speaker":"Matt Wolach","startTime":807.66,"endTime":811.08,"body":"deals that you've been losing"},{"speaker":"Matt Wolach","startTime":811.11,"endTime":815.07,"body":"until now for being a listener."},{"speaker":"Matt Wolach","startTime":811.11,"endTime":815.07,"body":"You get 50% off your first month"},{"speaker":"Matt Wolach","startTime":815.07,"endTime":819.72,"body":"of using Toro away 50% off just"},{"speaker":"Matt Wolach","startTime":815.07,"endTime":819.72,"body":"go to Toro wave.com/scale That's"},{"speaker":"Matt Wolach","startTime":819.72,"endTime":825.6,"body":"t o r o wav.com/scale get signed"},{"speaker":"Matt Wolach","startTime":819.72,"endTime":825.6,"body":"up and start winning more deals"},{"speaker":"Matt Wolach","startTime":825.6,"endTime":830.76,"body":"like Tracy who closed $170,000"},{"speaker":"Matt Wolach","startTime":825.6,"endTime":830.76,"body":"In three days after starting"},{"speaker":"Matt Wolach","startTime":830.79,"endTime":835.98,"body":"again go to Torowave.com/scale"},{"speaker":"Matt Wolach","startTime":830.79,"endTime":835.98,"body":"Catch up and win by texting with"},{"speaker":"Matt Wolach","startTime":835.98,"endTime":844.02,"body":"poor away. And we're back. I"},{"speaker":"Matt Wolach","startTime":835.98,"endTime":844.02,"body":"think that's a key part of it."},{"speaker":"Matt Wolach","startTime":844.02,"endTime":846.75,"body":"Because a lot of times we think,"},{"speaker":"Matt Wolach","startTime":844.02,"endTime":846.75,"body":"Hey, how can we capture their"},{"speaker":"Matt Wolach","startTime":846.75,"endTime":848.97,"body":"email? How can we get them to"},{"speaker":"Matt Wolach","startTime":846.75,"endTime":848.97,"body":"put their email in let me give"},{"speaker":"Matt Wolach","startTime":848.97,"endTime":852.54,"body":"them but it's really all about"},{"speaker":"Matt Wolach","startTime":848.97,"endTime":852.54,"body":"the value. And especially if"},{"speaker":"Matt Wolach","startTime":852.57,"endTime":856.08,"body":"even if you are able to capture"},{"speaker":"Matt Wolach","startTime":852.57,"endTime":856.08,"body":"the email with something that"},{"speaker":"Matt Wolach","startTime":856.08,"endTime":860.28,"body":"you give them a what I like to"},{"speaker":"Matt Wolach","startTime":856.08,"endTime":860.28,"body":"call a lead magnet or video or"},{"speaker":"Matt Wolach","startTime":860.37,"endTime":864.57,"body":"download or something. If you"},{"speaker":"Matt Wolach","startTime":860.37,"endTime":864.57,"body":"don't give the value back,"},{"speaker":"Matt Wolach","startTime":864.63,"endTime":868.47,"body":"they're never going to progress"},{"speaker":"Matt Wolach","startTime":864.63,"endTime":868.47,"body":"in the funnel and that that that"},{"speaker":"Matt Wolach","startTime":868.47,"endTime":870.96,"body":"gated thing that you give them"},{"speaker":"Matt Wolach","startTime":868.47,"endTime":870.96,"body":"as a very top of funnel thing."},{"speaker":"Matt Wolach","startTime":870.96,"endTime":874.53,"body":"And the whole point is we need"},{"speaker":"Matt Wolach","startTime":870.96,"endTime":874.53,"body":"to give them value. And I love"},{"speaker":"Matt Wolach","startTime":874.53,"endTime":877.92,"body":"that you said we need to give"},{"speaker":"Matt Wolach","startTime":874.53,"endTime":877.92,"body":"them more than we get. Give them"},{"speaker":"Matt Wolach","startTime":877.92,"endTime":879.99,"body":"that value. Make sure that"},{"speaker":"Matt Wolach","startTime":877.92,"endTime":879.99,"body":"whatever they thought they were"},{"speaker":"Matt Wolach","startTime":879.99,"endTime":882.51,"body":"going to be able to solve you're"},{"speaker":"Matt Wolach","startTime":879.99,"endTime":882.51,"body":"able to solve on some level and"},{"speaker":"Matt Wolach","startTime":882.9,"endTime":886.56,"body":"and that's going to make them"},{"speaker":"Matt Wolach","startTime":882.9,"endTime":886.56,"body":"want to progress more that's"},{"speaker":"Matt Wolach","startTime":886.56,"endTime":889.5,"body":"going to make them want to take"},{"speaker":"Matt Wolach","startTime":886.56,"endTime":889.5,"body":"that next step knowing that they"},{"speaker":"Matt Wolach","startTime":889.5,"endTime":892.2,"body":"put themselves out there a"},{"speaker":"Matt Wolach","startTime":889.5,"endTime":892.2,"body":"little bit and you deliver it to"},{"speaker":"Matt Wolach","startTime":892.2,"endTime":894.78,"body":"you You came through. It's going"},{"speaker":"Matt Wolach","startTime":892.2,"endTime":894.78,"body":"to make it easier for them to"},{"speaker":"Matt Wolach","startTime":894.78,"endTime":896.04,"body":"want to come through Right."},{"speaker":"Shay Howe","startTime":896.07,"endTime":899.85,"body":"Absolutely. Think"},{"speaker":"Shay Howe","startTime":896.07,"endTime":899.85,"body":"about the easiest panelist might"},{"speaker":"Shay Howe","startTime":899.85,"endTime":903.57,"body":"be ecommerce, how many times you"},{"speaker":"Shay Howe","startTime":899.85,"endTime":903.57,"body":"add something to your cart to"},{"speaker":"Shay Howe","startTime":903.57,"endTime":906.39,"body":"then only close the window, sit"},{"speaker":"Shay Howe","startTime":903.57,"endTime":906.39,"body":"back for a day and see if they"},{"speaker":"Shay Howe","startTime":906.39,"endTime":910.47,"body":"sent you a coupon. It's probably"},{"speaker":"Shay Howe","startTime":906.39,"endTime":910.47,"body":"not the best way to capture"},{"speaker":"Shay Howe","startTime":910.47,"endTime":912.93,"body":"folks. It works, right? And if"},{"speaker":"Shay Howe","startTime":910.47,"endTime":912.93,"body":"I'm running an E commerce"},{"speaker":"Shay Howe","startTime":912.93,"endTime":916.11,"body":"business, I'm actually doing it."},{"speaker":"Shay Howe","startTime":912.93,"endTime":916.11,"body":"I don't know if that's going to"},{"speaker":"Shay Howe","startTime":916.11,"endTime":920.46,"body":"work in a SaaS business or"},{"speaker":"Shay Howe","startTime":916.11,"endTime":920.46,"body":"technology business. Right? So"},{"speaker":"Shay Howe","startTime":921.27,"endTime":923.19,"body":"you could do things like I'm"},{"speaker":"Shay Howe","startTime":921.27,"endTime":923.19,"body":"gonna run a promotion or offer"},{"speaker":"Shay Howe","startTime":923.19,"endTime":928.83,"body":"discounts. That's it, it could"},{"speaker":"Shay Howe","startTime":923.19,"endTime":928.83,"body":"work in a small sense. But"},{"speaker":"Shay Howe","startTime":928.83,"endTime":931.38,"body":"that's not being a thought"},{"speaker":"Shay Howe","startTime":928.83,"endTime":931.38,"body":"leader. That's not them looking"},{"speaker":"Shay Howe","startTime":931.38,"endTime":935.16,"body":"at you and saying, Hey, I wonder"},{"speaker":"Shay Howe","startTime":931.38,"endTime":935.16,"body":"what Shay or ActiveCampaign"},{"speaker":"Shay Howe","startTime":935.16,"endTime":938.64,"body":"thinks about this. And that's"},{"speaker":"Shay Howe","startTime":935.16,"endTime":938.64,"body":"not them getting every email"},{"speaker":"Shay Howe","startTime":938.64,"endTime":940.83,"body":"from us and saying, I need to"},{"speaker":"Shay Howe","startTime":938.64,"endTime":940.83,"body":"open this because I'm going to"},{"speaker":"Shay Howe","startTime":940.83,"endTime":943.74,"body":"learn something. And that could"},{"speaker":"Shay Howe","startTime":940.83,"endTime":943.74,"body":"fundamentally helped me run and"},{"speaker":"Shay Howe","startTime":943.74,"endTime":948.18,"body":"grow and evolve my business. So"},{"speaker":"Shay Howe","startTime":943.74,"endTime":948.18,"body":"we angle far more on the lens of"},{"speaker":"Shay Howe","startTime":948.96,"endTime":952.56,"body":"that sense of providing value,"},{"speaker":"Shay Howe","startTime":948.96,"endTime":952.56,"body":"but value that is, it's"},{"speaker":"Shay Howe","startTime":952.56,"endTime":956.58,"body":"practical. It's relatable to"},{"speaker":"Shay Howe","startTime":952.56,"endTime":956.58,"body":"you. It's actionable. And we do"},{"speaker":"Shay Howe","startTime":956.58,"endTime":958.92,"body":"that, firstly, through"},{"speaker":"Shay Howe","startTime":956.58,"endTime":958.92,"body":"automation, right, we're paying"},{"speaker":"Shay Howe","startTime":958.92,"endTime":961.62,"body":"attention to what categories of"},{"speaker":"Shay Howe","startTime":958.92,"endTime":961.62,"body":"blog posts are you looking at on"},{"speaker":"Shay Howe","startTime":961.62,"endTime":965.46,"body":"our site? When you click a link"},{"speaker":"Shay Howe","startTime":961.62,"endTime":965.46,"body":"on an email? What is the general"},{"speaker":"Shay Howe","startTime":965.46,"endTime":968.88,"body":"sense of what that email is"},{"speaker":"Shay Howe","startTime":965.46,"endTime":968.88,"body":"about? Or that links about and"},{"speaker":"Shay Howe","startTime":969.21,"endTime":971.79,"body":"kind of always trying to zone in"},{"speaker":"Shay Howe","startTime":969.21,"endTime":971.79,"body":"on to who that person is, so"},{"speaker":"Shay Howe","startTime":971.79,"endTime":973.71,"body":"that we can be more personal to"},{"speaker":"Shay Howe","startTime":971.79,"endTime":973.71,"body":"them?"},{"speaker":"Matt Wolach","startTime":976.29,"endTime":978.39,"body":"That I think that's"},{"speaker":"Matt Wolach","startTime":976.29,"endTime":978.39,"body":"really critical. How can you be"},{"speaker":"Matt Wolach","startTime":978.54,"endTime":981.51,"body":"personal to them? So when we"},{"speaker":"Matt Wolach","startTime":978.54,"endTime":981.51,"body":"talk about marketing and"},{"speaker":"Matt Wolach","startTime":981.84,"endTime":984.93,"body":"marketing automation? How can"},{"speaker":"Matt Wolach","startTime":981.84,"endTime":984.93,"body":"you create some of that"},{"speaker":"Matt Wolach","startTime":984.93,"endTime":987.75,"body":"personalization within your"},{"speaker":"Matt Wolach","startTime":984.93,"endTime":987.75,"body":"automation? Yeah."},{"speaker":"Shay Howe","startTime":989.13,"endTime":991.29,"body":"There's no shortage"},{"speaker":"Shay Howe","startTime":989.13,"endTime":991.29,"body":"of ways to do this. I could talk"},{"speaker":"Shay Howe","startTime":991.44,"endTime":996.72,"body":"at length about this. One of the"},{"speaker":"Shay Howe","startTime":991.44,"endTime":996.72,"body":"things I think about and that"},{"speaker":"Shay Howe","startTime":996.72,"endTime":1002.45,"body":"is, what data are you collecting"},{"speaker":"Shay Howe","startTime":996.72,"endTime":1002.45,"body":"about your audience? And that"},{"speaker":"Shay Howe","startTime":1002.54,"endTime":1005.75,"body":"data can come from a plethora of"},{"speaker":"Shay Howe","startTime":1002.54,"endTime":1005.75,"body":"different places, could be the"},{"speaker":"Shay Howe","startTime":1005.75,"endTime":1007.73,"body":"data, they just directly tell"},{"speaker":"Shay Howe","startTime":1005.75,"endTime":1007.73,"body":"you. It's a form on your"},{"speaker":"Shay Howe","startTime":1007.73,"endTime":1012.08,"body":"website, where they say, name,"},{"speaker":"Shay Howe","startTime":1007.73,"endTime":1012.08,"body":"email, location, or answer a few"},{"speaker":"Shay Howe","startTime":1012.08,"endTime":1016.37,"body":"questions. It could be data that"},{"speaker":"Shay Howe","startTime":1012.08,"endTime":1016.37,"body":"you enrich for you take that and"},{"speaker":"Shay Howe","startTime":1016.37,"endTime":1019.76,"body":"you go ask other third parties"},{"speaker":"Shay Howe","startTime":1016.37,"endTime":1019.76,"body":"to say, Hey, this is their their"},{"speaker":"Shay Howe","startTime":1019.76,"endTime":1023.24,"body":"website. How many people work"},{"speaker":"Shay Howe","startTime":1019.76,"endTime":1023.24,"body":"there? Where are they located?"},{"speaker":"Shay Howe","startTime":1023.24,"endTime":1027.47,"body":"Right. So it could be enriched."},{"speaker":"Shay Howe","startTime":1023.24,"endTime":1027.47,"body":"also love the behavioral data."},{"speaker":"Shay Howe","startTime":1027.74,"endTime":1031.07,"body":"So what are they browsing and"},{"speaker":"Shay Howe","startTime":1027.74,"endTime":1031.07,"body":"clicking on live site tracking"},{"speaker":"Shay Howe","startTime":1031.07,"endTime":1034.58,"body":"feature Active Campaign to were"},{"speaker":"Shay Howe","startTime":1031.07,"endTime":1034.58,"body":"very similar, maybe Google"},{"speaker":"Shay Howe","startTime":1034.58,"endTime":1037.76,"body":"Analytics, drop a script on your"},{"speaker":"Shay Howe","startTime":1034.58,"endTime":1037.76,"body":"site? And will start to"},{"speaker":"Shay Howe","startTime":1037.76,"endTime":1041.3,"body":"recognize what pages someone's"},{"speaker":"Shay Howe","startTime":1037.76,"endTime":1041.3,"body":"going to are browsing. And"},{"speaker":"Shay Howe","startTime":1041.3,"endTime":1044.81,"body":"that's really cool in the sense."},{"speaker":"Shay Howe","startTime":1041.3,"endTime":1044.81,"body":"We can send someone email, and I"},{"speaker":"Shay Howe","startTime":1044.81,"endTime":1047.0,"body":"don't know if they go to our"},{"speaker":"Shay Howe","startTime":1044.81,"endTime":1047.0,"body":"pricing page, or no, if they"},{"speaker":"Shay Howe","startTime":1047.0,"endTime":1049.1,"body":"click through to start to"},{"speaker":"Shay Howe","startTime":1047.0,"endTime":1049.1,"body":"configure their pricing, and"},{"speaker":"Shay Howe","startTime":1049.1,"endTime":1052.19,"body":"what type of plan should they"},{"speaker":"Shay Howe","startTime":1049.1,"endTime":1052.19,"body":"selected? And then also, don't"},{"speaker":"Shay Howe","startTime":1052.19,"endTime":1055.55,"body":"they convert it or not? Right?"},{"speaker":"Shay Howe","startTime":1052.19,"endTime":1055.55,"body":"So it's one of them? Can you"},{"speaker":"Shay Howe","startTime":1055.55,"endTime":1059.93,"body":"capture enough data and keep it"},{"speaker":"Shay Howe","startTime":1055.55,"endTime":1059.93,"body":"organized into a manner that is"},{"speaker":"Shay Howe","startTime":1060.14,"endTime":1064.1,"body":"unified and actionable, that"},{"speaker":"Shay Howe","startTime":1060.14,"endTime":1064.1,"body":"then you can start to layer in"},{"speaker":"Shay Howe","startTime":1064.1,"endTime":1067.76,"body":"different experiences and things"},{"speaker":"Shay Howe","startTime":1064.1,"endTime":1067.76,"body":"starting to look at things like"},{"speaker":"Shay Howe","startTime":1067.76,"endTime":1072.35,"body":"their vertical, their stage and"},{"speaker":"Shay Howe","startTime":1067.76,"endTime":1072.35,"body":"your customer lifecycle, and"},{"speaker":"Shay Howe","startTime":1072.38,"endTime":1074.96,"body":"items like that like to actually"},{"speaker":"Shay Howe","startTime":1072.38,"endTime":1074.96,"body":"start to build some segmented"},{"speaker":"Shay Howe","startTime":1074.96,"endTime":1078.17,"body":"audiences change up some"},{"speaker":"Shay Howe","startTime":1074.96,"endTime":1078.17,"body":"messaging, to where you're"},{"speaker":"Shay Howe","startTime":1078.17,"endTime":1080.78,"body":"speaking to that person, as if"},{"speaker":"Shay Howe","startTime":1078.17,"endTime":1080.78,"body":"they're your only customer"},{"speaker":"Shay Howe","startTime":1080.81,"endTime":1085.52,"body":"printouts if you have one, or"},{"speaker":"Shay Howe","startTime":1080.81,"endTime":1085.52,"body":"you know, 10,000. That's kind of"},{"speaker":"Shay Howe","startTime":1085.52,"endTime":1088.31,"body":"the the hope and dream behind a"},{"speaker":"Shay Howe","startTime":1085.52,"endTime":1088.31,"body":"lot of where that data come"},{"speaker":"Shay Howe","startTime":1088.31,"endTime":1090.14,"body":"from, and what you can actually"},{"speaker":"Shay Howe","startTime":1088.31,"endTime":1090.14,"body":"begin to do with it."},{"speaker":"Matt Wolach","startTime":1092.9,"endTime":1095.66,"body":"I love it. Super,"},{"speaker":"Matt Wolach","startTime":1092.9,"endTime":1095.66,"body":"super powerful stuff. Now, what"},{"speaker":"Matt Wolach","startTime":1095.66,"endTime":1098.21,"body":"are some common misconceptions"},{"speaker":"Matt Wolach","startTime":1095.66,"endTime":1098.21,"body":"about marketing automation? What"},{"speaker":"Matt Wolach","startTime":1098.21,"endTime":1100.79,"body":"can businesses do to kind of"},{"speaker":"Matt Wolach","startTime":1098.21,"endTime":1100.79,"body":"make the most of this"},{"speaker":"Matt Wolach","startTime":1100.79,"endTime":1101.87,"body":"technology? Yeah,"},{"speaker":"Shay Howe","startTime":1102.14,"endTime":1106.37,"body":"I love this question."},{"speaker":"Shay Howe","startTime":1102.14,"endTime":1106.37,"body":"Because this is something as a"},{"speaker":"Shay Howe","startTime":1106.37,"endTime":1109.4,"body":"marketer, we have to think about"},{"speaker":"Shay Howe","startTime":1106.37,"endTime":1109.4,"body":"Active Campaign, right? And how"},{"speaker":"Shay Howe","startTime":1109.4,"endTime":1112.97,"body":"do we get someone excited and"},{"speaker":"Shay Howe","startTime":1109.4,"endTime":1112.97,"body":"engaged into giving us a shot,"},{"speaker":"Shay Howe","startTime":1114.41,"endTime":1116.66,"body":"there's a couple things we"},{"speaker":"Shay Howe","startTime":1114.41,"endTime":1116.66,"body":"noticed almost immediately, and"},{"speaker":"Shay Howe","startTime":1116.66,"endTime":1119.54,"body":"that is, a lot of folks think"},{"speaker":"Shay Howe","startTime":1116.66,"endTime":1119.54,"body":"about automation. And they"},{"speaker":"Shay Howe","startTime":1119.54,"endTime":1123.5,"body":"think, too difficult. It's going"},{"speaker":"Shay Howe","startTime":1119.54,"endTime":1123.5,"body":"to be really complicated, hard"},{"speaker":"Shay Howe","startTime":1123.5,"endTime":1127.82,"body":"to set up. I I'm running,"},{"speaker":"Shay Howe","startTime":1123.5,"endTime":1127.82,"body":"growing my business, I do not"},{"speaker":"Shay Howe","startTime":1127.82,"endTime":1130.55,"body":"have time for that. I could"},{"speaker":"Shay Howe","startTime":1127.82,"endTime":1130.55,"body":"probably figure it out. But that"},{"speaker":"Shay Howe","startTime":1130.55,"endTime":1136.31,"body":"is not something I have time"},{"speaker":"Shay Howe","startTime":1130.55,"endTime":1136.31,"body":"for. And that's wrong in the"},{"speaker":"Shay Howe","startTime":1136.31,"endTime":1138.89,"body":"sense that it's incredibly"},{"speaker":"Shay Howe","startTime":1136.31,"endTime":1138.89,"body":"approachable. The amount of"},{"speaker":"Shay Howe","startTime":1138.89,"endTime":1142.46,"body":"visual editors drag and drop"},{"speaker":"Shay Howe","startTime":1138.89,"endTime":1142.46,"body":"tools and interfaces, the amount"},{"speaker":"Shay Howe","startTime":1142.46,"endTime":1145.73,"body":"of pre built recipes or"},{"speaker":"Shay Howe","startTime":1142.46,"endTime":1145.73,"body":"templates that we have in our"},{"speaker":"Shay Howe","startTime":1145.73,"endTime":1148.67,"body":"platform allows you to get"},{"speaker":"Shay Howe","startTime":1145.73,"endTime":1148.67,"body":"started quickly. And you can"},{"speaker":"Shay Howe","startTime":1148.67,"endTime":1150.83,"body":"dive in and be automating"},{"speaker":"Shay Howe","startTime":1148.67,"endTime":1150.83,"body":"something literally in the next"},{"speaker":"Shay Howe","startTime":1150.83,"endTime":1153.41,"body":"five minutes. That could"},{"speaker":"Shay Howe","startTime":1150.83,"endTime":1153.41,"body":"eventually start to change part"},{"speaker":"Shay Howe","startTime":1153.41,"endTime":1156.68,"body":"of your business. We get someone"},{"speaker":"Shay Howe","startTime":1153.41,"endTime":1156.68,"body":"understand that the next"},{"speaker":"Shay Howe","startTime":1156.68,"endTime":1161.75,"body":"misconception is, okay, I get"},{"speaker":"Shay Howe","startTime":1156.68,"endTime":1161.75,"body":"that. But what does that cost?"},{"speaker":"Shay Howe","startTime":1161.75,"endTime":1165.62,"body":"Because that like that's a dream"},{"speaker":"Shay Howe","startTime":1161.75,"endTime":1165.62,"body":"to be good to be true. I it's a"},{"speaker":"Shay Howe","startTime":1165.8,"endTime":1169.76,"body":"it's probably not affordable, if"},{"speaker":"Shay Howe","startTime":1165.8,"endTime":1169.76,"body":"I could actually do that. And"},{"speaker":"Shay Howe","startTime":1169.97,"endTime":1173.81,"body":"our pricing starts at $29 a"},{"speaker":"Shay Howe","startTime":1169.97,"endTime":1173.81,"body":"month. It's not it's not wild,"},{"speaker":"Shay Howe","startTime":1173.84,"endTime":1178.61,"body":"right? It's you may spend more"},{"speaker":"Shay Howe","startTime":1173.84,"endTime":1178.61,"body":"on coffee each month, right? So"},{"speaker":"Shay Howe","startTime":1179.78,"endTime":1183.32,"body":"easy in that sense. And I think"},{"speaker":"Shay Howe","startTime":1179.78,"endTime":1183.32,"body":"you take those two together. A"},{"speaker":"Shay Howe","startTime":1183.32,"endTime":1185.54,"body":"lot of times you'll start to"},{"speaker":"Shay Howe","startTime":1183.32,"endTime":1185.54,"body":"hear, hey, marketing automation"},{"speaker":"Shay Howe","startTime":1185.54,"endTime":1188.03,"body":"is really only for really big"},{"speaker":"Shay Howe","startTime":1185.54,"endTime":1188.03,"body":"businesses. This is for the"},{"speaker":"Shay Howe","startTime":1188.03,"endTime":1192.83,"body":"enterprise grade class and I"},{"speaker":"Shay Howe","startTime":1188.03,"endTime":1192.83,"body":"business isn't there. And I"},{"speaker":"Shay Howe","startTime":1192.83,"endTime":1196.76,"body":"think that's just fundamentally"},{"speaker":"Shay Howe","startTime":1192.83,"endTime":1196.76,"body":"wrong. And since it is"},{"speaker":"Shay Howe","startTime":1196.76,"endTime":1199.97,"body":"approachable, it's intuitive and"},{"speaker":"Shay Howe","startTime":1196.76,"endTime":1199.97,"body":"you could get started at an end"},{"speaker":"Shay Howe","startTime":1200.0,"endTime":1203.06,"body":"To market price that still"},{"speaker":"Shay Howe","startTime":1200.0,"endTime":1203.06,"body":"allows you to have an incredible"},{"speaker":"Shay Howe","startTime":1203.06,"endTime":1206.84,"body":"amount of capabilities and"},{"speaker":"Shay Howe","startTime":1203.06,"endTime":1206.84,"body":"features. The other thing"},{"speaker":"Shay Howe","startTime":1207.83,"endTime":1211.67,"body":"nowadays folks are, you know, in"},{"speaker":"Shay Howe","startTime":1207.83,"endTime":1211.67,"body":"a sense of, it feels too"},{"speaker":"Shay Howe","startTime":1211.67,"endTime":1215.63,"body":"impersonal, that you're just"},{"speaker":"Shay Howe","startTime":1211.67,"endTime":1215.63,"body":"you're building automation. And"},{"speaker":"Shay Howe","startTime":1215.63,"endTime":1219.41,"body":"then someone starts to feel and"},{"speaker":"Shay Howe","startTime":1215.63,"endTime":1219.41,"body":"realize, that's not a person"},{"speaker":"Shay Howe","startTime":1219.41,"endTime":1222.74,"body":"that's a robot, like, oh, no,"},{"speaker":"Shay Howe","startTime":1219.41,"endTime":1222.74,"body":"I'm not talking to someone"},{"speaker":"Shay Howe","startTime":1222.74,"endTime":1227.27,"body":"anymore. And done wrong, that"},{"speaker":"Shay Howe","startTime":1222.74,"endTime":1227.27,"body":"that's true, you can definitely"},{"speaker":"Shay Howe","startTime":1227.27,"endTime":1231.56,"body":"like feel that sense. I think"},{"speaker":"Shay Howe","startTime":1227.27,"endTime":1231.56,"body":"that's twitter saying earlier,"},{"speaker":"Shay Howe","startTime":1231.77,"endTime":1234.47,"body":"where the data comes in to how"},{"speaker":"Shay Howe","startTime":1231.77,"endTime":1234.47,"body":"you start to build up the"},{"speaker":"Shay Howe","startTime":1234.47,"endTime":1238.52,"body":"structure some of that out. You"},{"speaker":"Shay Howe","startTime":1234.47,"endTime":1238.52,"body":"want to build automation and"},{"speaker":"Shay Howe","startTime":1238.52,"endTime":1242.6,"body":"things to where it creates"},{"speaker":"Shay Howe","startTime":1238.52,"endTime":1242.6,"body":"surprise and delight. And you're"},{"speaker":"Shay Howe","startTime":1242.6,"endTime":1245.99,"body":"actually impressed with how"},{"speaker":"Shay Howe","startTime":1242.6,"endTime":1245.99,"body":"close it is to truly"},{"speaker":"Shay Howe","startTime":1245.99,"endTime":1248.96,"body":"understanding who you are. And"},{"speaker":"Shay Howe","startTime":1245.99,"endTime":1248.96,"body":"we talk about all the time, even"},{"speaker":"Shay Howe","startTime":1248.96,"endTime":1252.65,"body":"as a automation based company,"},{"speaker":"Shay Howe","startTime":1248.96,"endTime":1252.65,"body":"don't over automate, either."},{"speaker":"Shay Howe","startTime":1253.13,"endTime":1255.95,"body":"Like still you have to have room"},{"speaker":"Shay Howe","startTime":1253.13,"endTime":1255.95,"body":"for that human touch to where"},{"speaker":"Shay Howe","startTime":1255.95,"endTime":1259.46,"body":"you pick up the phone and call"},{"speaker":"Shay Howe","startTime":1255.95,"endTime":1259.46,"body":"someone or, you know, you send"},{"speaker":"Shay Howe","startTime":1259.46,"endTime":1262.64,"body":"them flowers or a special gift"},{"speaker":"Shay Howe","startTime":1259.46,"endTime":1262.64,"body":"here based off a comment or"},{"speaker":"Shay Howe","startTime":1262.64,"endTime":1265.04,"body":"something they said, you know,"},{"speaker":"Shay Howe","startTime":1262.64,"endTime":1265.04,"body":"you, you want to stay close to"},{"speaker":"Shay Howe","startTime":1265.04,"endTime":1267.56,"body":"your customer. So definitely"},{"speaker":"Shay Howe","startTime":1265.04,"endTime":1267.56,"body":"don't over automate what's going"},{"speaker":"Shay Howe","startTime":1267.56,"endTime":1271.94,"body":"on in there. I think, maybe less"},{"speaker":"Shay Howe","startTime":1267.56,"endTime":1271.94,"body":"of a misconception, but"},{"speaker":"Shay Howe","startTime":1271.94,"endTime":1276.26,"body":"something I see folks do I want"},{"speaker":"Shay Howe","startTime":1271.94,"endTime":1276.26,"body":"to encourage them not to is they"},{"speaker":"Shay Howe","startTime":1276.26,"endTime":1280.4,"body":"set something up and then walk"},{"speaker":"Shay Howe","startTime":1276.26,"endTime":1280.4,"body":"away. And, you know, I got this"},{"speaker":"Shay Howe","startTime":1280.4,"endTime":1283.01,"body":"process automated, it's working,"},{"speaker":"Shay Howe","startTime":1280.4,"endTime":1283.01,"body":"it's delivering the results I"},{"speaker":"Shay Howe","startTime":1283.01,"endTime":1286.07,"body":"want. But they go on and do"},{"speaker":"Shay Howe","startTime":1283.01,"endTime":1286.07,"body":"something else and don't"},{"speaker":"Shay Howe","startTime":1286.07,"endTime":1291.26,"body":"realize, hey, you're building"},{"speaker":"Shay Howe","startTime":1286.07,"endTime":1291.26,"body":"out patterns of data to where"},{"speaker":"Shay Howe","startTime":1291.29,"endTime":1293.96,"body":"maybe you can start to"},{"speaker":"Shay Howe","startTime":1291.29,"endTime":1293.96,"body":"experiment and iterate, optimize"},{"speaker":"Shay Howe","startTime":1293.96,"endTime":1296.27,"body":"that. And there could be"},{"speaker":"Shay Howe","startTime":1293.96,"endTime":1296.27,"body":"something more powerful in"},{"speaker":"Shay Howe","startTime":1296.27,"endTime":1299.45,"body":"there. Or maybe there's"},{"speaker":"Shay Howe","startTime":1296.27,"endTime":1299.45,"body":"something else you could be"},{"speaker":"Shay Howe","startTime":1299.45,"endTime":1302.15,"body":"automating in your business that"},{"speaker":"Shay Howe","startTime":1299.45,"endTime":1302.15,"body":"could go a little further. So"},{"speaker":"Shay Howe","startTime":1302.93,"endTime":1305.81,"body":"that idea of set it up, forget"},{"speaker":"Shay Howe","startTime":1302.93,"endTime":1305.81,"body":"it walk away, I would just"},{"speaker":"Shay Howe","startTime":1305.81,"endTime":1309.35,"body":"encourage folks that there's"},{"speaker":"Shay Howe","startTime":1305.81,"endTime":1309.35,"body":"probably more going on there"},{"speaker":"Shay Howe","startTime":1309.35,"endTime":1312.38,"body":"than you might realize. And you"},{"speaker":"Shay Howe","startTime":1309.35,"endTime":1312.38,"body":"can improve that process, make"},{"speaker":"Shay Howe","startTime":1312.38,"endTime":1315.53,"body":"it a bit more personal through"},{"speaker":"Shay Howe","startTime":1312.38,"endTime":1315.53,"body":"automation, or find ways to"},{"speaker":"Shay Howe","startTime":1315.53,"endTime":1318.05,"body":"layer automation into other"},{"speaker":"Shay Howe","startTime":1315.53,"endTime":1318.05,"body":"workflows or processes in your"},{"speaker":"Shay Howe","startTime":1318.05,"endTime":1318.62,"body":"business."},{"speaker":"Matt Wolach","startTime":1321.05,"endTime":1323.21,"body":"Yeah, I think"},{"speaker":"Matt Wolach","startTime":1321.05,"endTime":1323.21,"body":"that's really, really good"},{"speaker":"Matt Wolach","startTime":1323.21,"endTime":1326.51,"body":"advice. I am guilty of that, by"},{"speaker":"Matt Wolach","startTime":1323.21,"endTime":1326.51,"body":"the way, setting it and"},{"speaker":"Matt Wolach","startTime":1326.51,"endTime":1329.93,"body":"forgetting it, because it is so"},{"speaker":"Matt Wolach","startTime":1326.51,"endTime":1329.93,"body":"easy to do. But you're right,"},{"speaker":"Matt Wolach","startTime":1329.93,"endTime":1332.78,"body":"there's probably some things we"},{"speaker":"Matt Wolach","startTime":1329.93,"endTime":1332.78,"body":"can go back and optimize and"},{"speaker":"Matt Wolach","startTime":1332.78,"endTime":1336.41,"body":"tweak and AB test and make sure"},{"speaker":"Matt Wolach","startTime":1332.78,"endTime":1336.41,"body":"that it's really delivering what"},{"speaker":"Matt Wolach","startTime":1336.41,"endTime":1339.68,"body":"it needs to do. And sometimes"},{"speaker":"Matt Wolach","startTime":1336.41,"endTime":1339.68,"body":"things get outdated. I've gotten"},{"speaker":"Matt Wolach","startTime":1339.98,"endTime":1343.07,"body":"automations from other"},{"speaker":"Matt Wolach","startTime":1339.98,"endTime":1343.07,"body":"businesses where it's like, I"},{"speaker":"Matt Wolach","startTime":1343.07,"endTime":1345.65,"body":"don't know, if you really meant"},{"speaker":"Matt Wolach","startTime":1343.07,"endTime":1345.65,"body":"to send me this. And so we need"},{"speaker":"Matt Wolach","startTime":1345.65,"endTime":1349.34,"body":"to constantly test it, I like to"},{"speaker":"Matt Wolach","startTime":1345.65,"endTime":1349.34,"body":"make sure that my team is, is"},{"speaker":"Matt Wolach","startTime":1349.34,"endTime":1352.88,"body":"putting themselves through the"},{"speaker":"Matt Wolach","startTime":1349.34,"endTime":1352.88,"body":"funnel so that they get those"},{"speaker":"Matt Wolach","startTime":1352.91,"endTime":1355.16,"body":"same emails, get those same"},{"speaker":"Matt Wolach","startTime":1352.91,"endTime":1355.16,"body":"messages, and they can"},{"speaker":"Matt Wolach","startTime":1355.16,"endTime":1358.25,"body":"understand is this still right"},{"speaker":"Matt Wolach","startTime":1355.16,"endTime":1358.25,"body":"at this period. And at this"},{"speaker":"Matt Wolach","startTime":1358.25,"endTime":1361.07,"body":"point, it's funny, sometimes we"},{"speaker":"Matt Wolach","startTime":1358.25,"endTime":1361.07,"body":"find stuff that we're like, ooh,"},{"speaker":"Matt Wolach","startTime":1361.07,"endTime":1363.17,"body":"we need to we need to adjust"},{"speaker":"Matt Wolach","startTime":1361.07,"endTime":1363.17,"body":"that we need to change that"},{"speaker":"Shay Howe","startTime":1363.2,"endTime":1365.66,"body":"I'm giving you an"},{"speaker":"Shay Howe","startTime":1363.2,"endTime":1365.66,"body":"example, where leave some"},{"speaker":"Shay Howe","startTime":1365.66,"endTime":1367.85,"body":"automations running when someone"},{"speaker":"Shay Howe","startTime":1365.66,"endTime":1367.85,"body":"creates a trial and Active"},{"speaker":"Shay Howe","startTime":1367.85,"endTime":1372.14,"body":"Campaign, we send a nurturing to"},{"speaker":"Shay Howe","startTime":1367.85,"endTime":1372.14,"body":"get them become a paid customer."},{"speaker":"Shay Howe","startTime":1372.8,"endTime":1376.34,"body":"And we have a lot of other"},{"speaker":"Shay Howe","startTime":1372.8,"endTime":1376.34,"body":"automations. They're segmented"},{"speaker":"Shay Howe","startTime":1376.34,"endTime":1380.33,"body":"down to type of vertical, you"},{"speaker":"Shay Howe","startTime":1376.34,"endTime":1380.33,"body":"said you were coming from, what"},{"speaker":"Shay Howe","startTime":1380.33,"endTime":1382.82,"body":"product of active campaigns"},{"speaker":"Shay Howe","startTime":1380.33,"endTime":1382.82,"body":"you're interested in. So whether"},{"speaker":"Shay Howe","startTime":1382.82,"endTime":1385.73,"body":"it's, you know, our email"},{"speaker":"Shay Howe","startTime":1382.82,"endTime":1385.73,"body":"marketing, or automation side"},{"speaker":"Shay Howe","startTime":1385.73,"endTime":1390.59,"body":"versus our CRM or other ends."},{"speaker":"Shay Howe","startTime":1385.73,"endTime":1390.59,"body":"And we've recently went back and"},{"speaker":"Shay Howe","startTime":1390.59,"endTime":1392.84,"body":"just started to experiment,"},{"speaker":"Shay Howe","startTime":1390.59,"endTime":1392.84,"body":"change some of those"},{"speaker":"Shay Howe","startTime":1392.84,"endTime":1396.86,"body":"automations. And even just the"},{"speaker":"Shay Howe","startTime":1392.84,"endTime":1396.86,"body":"messaging within them. So this"},{"speaker":"Shay Howe","startTime":1396.86,"endTime":1399.92,"body":"idea of, hey, you created a"},{"speaker":"Shay Howe","startTime":1396.86,"endTime":1399.92,"body":"trial, but you didn't convert."},{"speaker":"Shay Howe","startTime":1399.92,"endTime":1402.92,"body":"So kind of an abandoned cart"},{"speaker":"Shay Howe","startTime":1399.92,"endTime":1402.92,"body":"version of E commerce but in"},{"speaker":"Shay Howe","startTime":1402.92,"endTime":1407.54,"body":"SAS, right. messaging that was"},{"speaker":"Shay Howe","startTime":1402.92,"endTime":1407.54,"body":"like, Hey, are your trials going"},{"speaker":"Shay Howe","startTime":1407.54,"endTime":1410.66,"body":"expire, don't forget to come"},{"speaker":"Shay Howe","startTime":1407.54,"endTime":1410.66,"body":"back, don't free to set up your"},{"speaker":"Shay Howe","startTime":1410.66,"endTime":1415.58,"body":"account that didn't like it"},{"speaker":"Shay Howe","startTime":1410.66,"endTime":1415.58,"body":"didn't have the emotional"},{"speaker":"Shay Howe","startTime":1415.58,"endTime":1418.58,"body":"reaction and draw to come back."},{"speaker":"Shay Howe","startTime":1415.58,"endTime":1418.58,"body":"It's like, yeah, I kick the"},{"speaker":"Shay Howe","startTime":1418.58,"endTime":1421.58,"body":"tires, and I got busy and I"},{"speaker":"Shay Howe","startTime":1418.58,"endTime":1421.58,"body":"don't have time to finish it, it"},{"speaker":"Shay Howe","startTime":1421.58,"endTime":1425.99,"body":"feels like work, right? Where if"},{"speaker":"Shay Howe","startTime":1421.58,"endTime":1425.99,"body":"we just change that language to,"},{"speaker":"Shay Howe","startTime":1427.07,"endTime":1430.28,"body":"you know, if you do one thing,"},{"speaker":"Shay Howe","startTime":1427.07,"endTime":1430.28,"body":"set up your first automation,"},{"speaker":"Shay Howe","startTime":1430.97,"endTime":1433.49,"body":"that makes it way more"},{"speaker":"Shay Howe","startTime":1430.97,"endTime":1433.49,"body":"approachable, it's the sense of,"},{"speaker":"Shay Howe","startTime":1433.73,"endTime":1436.76,"body":"I got time for that I can go"},{"speaker":"Shay Howe","startTime":1433.73,"endTime":1436.76,"body":"build that one automation, I"},{"speaker":"Shay Howe","startTime":1436.76,"endTime":1440.18,"body":"don't have time to import my"},{"speaker":"Shay Howe","startTime":1436.76,"endTime":1440.18,"body":"list and set up all my custom"},{"speaker":"Shay Howe","startTime":1440.18,"endTime":1443.93,"body":"fields and you know, get the"},{"speaker":"Shay Howe","startTime":1440.18,"endTime":1443.93,"body":"integrations tied, but I can go"},{"speaker":"Shay Howe","startTime":1443.93,"endTime":1448.25,"body":"build that one automation. And"},{"speaker":"Shay Howe","startTime":1443.93,"endTime":1448.25,"body":"so that perform better to change"},{"speaker":"Shay Howe","startTime":1448.25,"endTime":1452.33,"body":"that up to then if you do one"},{"speaker":"Shay Howe","startTime":1448.25,"endTime":1452.33,"body":"thing, do this, and here's the"},{"speaker":"Shay Howe","startTime":1452.33,"endTime":1456.47,"body":"123, on how to do it, select a"},{"speaker":"Shay Howe","startTime":1452.33,"endTime":1456.47,"body":"trigger, create an action,"},{"speaker":"Shay Howe","startTime":1456.71,"endTime":1460.37,"body":"activate, things like that, like"},{"speaker":"Shay Howe","startTime":1456.71,"endTime":1460.37,"body":"just small tweaks in the"},{"speaker":"Shay Howe","startTime":1460.37,"endTime":1463.58,"body":"messaging, or even just when"},{"speaker":"Shay Howe","startTime":1460.37,"endTime":1463.58,"body":"those emails are delivered based"},{"speaker":"Shay Howe","startTime":1463.58,"endTime":1466.82,"body":"off actions they're taking, has"},{"speaker":"Shay Howe","startTime":1463.58,"endTime":1466.82,"body":"started to show pretty strong"},{"speaker":"Shay Howe","startTime":1466.82,"endTime":1471.92,"body":"gains in a click through rates,"},{"speaker":"Shay Howe","startTime":1466.82,"endTime":1471.92,"body":"but in app activity and adoption"},{"speaker":"Shay Howe","startTime":1471.92,"endTime":1475.94,"body":"of the product, and then falling"},{"speaker":"Shay Howe","startTime":1471.92,"endTime":1475.94,"body":"down into conversion. So even"},{"speaker":"Shay Howe","startTime":1475.94,"endTime":1479.06,"body":"for ourselves, we're not perfect"},{"speaker":"Shay Howe","startTime":1475.94,"endTime":1479.06,"body":"in that we set this up and went"},{"speaker":"Shay Howe","startTime":1479.06,"endTime":1481.64,"body":"did a bunch other stuff and said"},{"speaker":"Shay Howe","startTime":1479.06,"endTime":1481.64,"body":"Oh, should I go back to that"},{"speaker":"Shay Howe","startTime":1481.64,"endTime":1484.43,"body":"wonderful, you make that better?"},{"speaker":"Shay Howe","startTime":1481.64,"endTime":1484.43,"body":"So we're learning ourselves as"},{"speaker":"Shay Howe","startTime":1484.43,"endTime":1484.7,"body":"well."},{"speaker":"Matt Wolach","startTime":1487.46,"endTime":1489.65,"body":"I love it and what"},{"speaker":"Matt Wolach","startTime":1487.46,"endTime":1489.65,"body":"are you talking about? It's"},{"speaker":"Matt Wolach","startTime":1489.65,"endTime":1492.77,"body":"something that I speak with my"},{"speaker":"Matt Wolach","startTime":1489.65,"endTime":1492.77,"body":"clients about in the trial. One"},{"speaker":"Matt Wolach","startTime":1492.77,"endTime":1495.95,"body":"of the biggest things is getting"},{"speaker":"Matt Wolach","startTime":1492.77,"endTime":1495.95,"body":"them to that first aha moment."},{"speaker":"Matt Wolach","startTime":1496.28,"endTime":1498.8,"body":"And for you guys that Active"},{"speaker":"Matt Wolach","startTime":1496.28,"endTime":1498.8,"body":"Campaign, I'm sure once they run"},{"speaker":"Matt Wolach","startTime":1498.8,"endTime":1501.38,"body":"that automations like wow Look"},{"speaker":"Matt Wolach","startTime":1498.8,"endTime":1501.38,"body":"at everything that just did for"},{"speaker":"Matt Wolach","startTime":1501.38,"endTime":1504.05,"body":"me. That's amazing. That's an"},{"speaker":"Matt Wolach","startTime":1501.38,"endTime":1504.05,"body":"aha moment. And so what I teach"},{"speaker":"Matt Wolach","startTime":1504.05,"endTime":1507.41,"body":"my clients is in your system,"},{"speaker":"Matt Wolach","startTime":1504.05,"endTime":1507.41,"body":"what is that aha moment and then"},{"speaker":"Matt Wolach","startTime":1507.41,"endTime":1511.07,"body":"just in that trial, get them to"},{"speaker":"Matt Wolach","startTime":1507.41,"endTime":1511.07,"body":"do that, because once they do"},{"speaker":"Matt Wolach","startTime":1511.07,"endTime":1513.35,"body":"it, they're much more likely to"},{"speaker":"Matt Wolach","startTime":1511.07,"endTime":1513.35,"body":"stick around and want to keep"},{"speaker":"Matt Wolach","startTime":1513.35,"endTime":1516.71,"body":"doing that. So I love that you"},{"speaker":"Matt Wolach","startTime":1513.35,"endTime":1516.71,"body":"guys figured that out. That's"},{"speaker":"Matt Wolach","startTime":1516.71,"endTime":1519.74,"body":"something we work on with our"},{"speaker":"Matt Wolach","startTime":1516.71,"endTime":1519.74,"body":"clients as well. But it's, it's"},{"speaker":"Matt Wolach","startTime":1519.74,"endTime":1523.25,"body":"it's really critical to capture"},{"speaker":"Matt Wolach","startTime":1519.74,"endTime":1523.25,"body":"them and get that aha moment"},{"speaker":"Matt Wolach","startTime":1523.25,"endTime":1526.16,"body":"early. So I glad, I'm glad you"},{"speaker":"Matt Wolach","startTime":1523.25,"endTime":1526.16,"body":"just focus on that that one"},{"speaker":"Matt Wolach","startTime":1526.16,"endTime":1529.55,"body":"thing. And as we wrap up here,"},{"speaker":"Matt Wolach","startTime":1526.16,"endTime":1529.55,"body":"che, I want to I want to ask"},{"speaker":"Matt Wolach","startTime":1529.55,"endTime":1532.67,"body":"you, what advice would you give"},{"speaker":"Matt Wolach","startTime":1529.55,"endTime":1532.67,"body":"to early stage software leaders"},{"speaker":"Matt Wolach","startTime":1532.67,"endTime":1535.79,"body":"who are wanting to grow and"},{"speaker":"Matt Wolach","startTime":1532.67,"endTime":1535.79,"body":"accelerate using automation?"},{"speaker":"Shay Howe","startTime":1535.82,"endTime":1540.95,"body":"Yeah. cliche,"},{"speaker":"Shay Howe","startTime":1535.82,"endTime":1540.95,"body":"perhaps, but this idea of just"},{"speaker":"Shay Howe","startTime":1541.25,"endTime":1546.38,"body":"stay incredibly close to your"},{"speaker":"Shay Howe","startTime":1541.25,"endTime":1546.38,"body":"customers and follow their lead."},{"speaker":"Shay Howe","startTime":1546.98,"endTime":1550.94,"body":"And having having had the"},{"speaker":"Shay Howe","startTime":1546.98,"endTime":1550.94,"body":"privilege to go build a few"},{"speaker":"Shay Howe","startTime":1550.94,"endTime":1553.49,"body":"different companies and"},{"speaker":"Shay Howe","startTime":1550.94,"endTime":1553.49,"body":"startups, you get into it,"},{"speaker":"Shay Howe","startTime":1553.49,"endTime":1558.05,"body":"because you have an incredibly"},{"speaker":"Shay Howe","startTime":1553.49,"endTime":1558.05,"body":"good idea. But so often, I've"},{"speaker":"Shay Howe","startTime":1558.05,"endTime":1560.39,"body":"had I've been wrong and going"},{"speaker":"Shay Howe","startTime":1558.05,"endTime":1560.39,"body":"out and building something and"},{"speaker":"Shay Howe","startTime":1560.39,"endTime":1565.34,"body":"investing just incredible amount"},{"speaker":"Shay Howe","startTime":1560.39,"endTime":1565.34,"body":"of time, resources money. Where"},{"speaker":"Shay Howe","startTime":1565.34,"endTime":1568.22,"body":"I've drifted from the customer"},{"speaker":"Shay Howe","startTime":1565.34,"endTime":1568.22,"body":"to where it becomes more of my"},{"speaker":"Shay Howe","startTime":1568.22,"endTime":1571.07,"body":"influencer impression versus"},{"speaker":"Shay Howe","startTime":1568.22,"endTime":1571.07,"body":"what the market might want or"},{"speaker":"Shay Howe","startTime":1571.07,"endTime":1575.39,"body":"need. And that disconnect if it"},{"speaker":"Shay Howe","startTime":1571.07,"endTime":1575.39,"body":"gets too wide, can be"},{"speaker":"Shay Howe","startTime":1575.39,"endTime":1579.74,"body":"paralyzing. So they just stay in"},{"speaker":"Shay Howe","startTime":1575.39,"endTime":1579.74,"body":"close to your customers. And in"},{"speaker":"Shay Howe","startTime":1579.74,"endTime":1585.2,"body":"doing that, it's not seeking"},{"speaker":"Shay Howe","startTime":1579.74,"endTime":1585.2,"body":"their advice on what are you"},{"speaker":"Shay Howe","startTime":1585.2,"endTime":1588.14,"body":"looking for? What do you want,"},{"speaker":"Shay Howe","startTime":1585.2,"endTime":1588.14,"body":"it's like, listen to their"},{"speaker":"Shay Howe","startTime":1588.14,"endTime":1591.38,"body":"problem, listen to what they're"},{"speaker":"Shay Howe","startTime":1588.14,"endTime":1591.38,"body":"struggling with, listen to how"},{"speaker":"Shay Howe","startTime":1591.38,"endTime":1595.25,"body":"they're solving some of that"},{"speaker":"Shay Howe","startTime":1591.38,"endTime":1595.25,"body":"today. And then apply the lens"},{"speaker":"Shay Howe","startTime":1595.25,"endTime":1599.57,"body":"of how does technology and the"},{"speaker":"Shay Howe","startTime":1595.25,"endTime":1599.57,"body":"advancements of technology"},{"speaker":"Shay Howe","startTime":1599.78,"endTime":1602.66,"body":"enable us to create a better"},{"speaker":"Shay Howe","startTime":1599.78,"endTime":1602.66,"body":"customer experience for them."},{"speaker":"Shay Howe","startTime":1603.26,"endTime":1606.41,"body":"And if you can marry those two"},{"speaker":"Shay Howe","startTime":1603.26,"endTime":1606.41,"body":"together, you can actually start"},{"speaker":"Shay Howe","startTime":1606.41,"endTime":1608.99,"body":"to find your way through"},{"speaker":"Shay Howe","startTime":1606.41,"endTime":1608.99,"body":"actually building a product"},{"speaker":"Shay Howe","startTime":1608.99,"endTime":1613.1,"body":"where the folks are jumping in"},{"speaker":"Shay Howe","startTime":1608.99,"endTime":1613.1,"body":"to use it faster than you can"},{"speaker":"Shay Howe","startTime":1613.1,"endTime":1616.43,"body":"really start to control and"},{"speaker":"Shay Howe","startTime":1613.1,"endTime":1616.43,"body":"manage. And it's at that rate"},{"speaker":"Shay Howe","startTime":1616.43,"endTime":1619.73,"body":"where build some automation of"},{"speaker":"Shay Howe","startTime":1616.43,"endTime":1619.73,"body":"the business to help get that"},{"speaker":"Shay Howe","startTime":1619.73,"endTime":1623.18,"body":"funnel going faster and faster"},{"speaker":"Shay Howe","startTime":1619.73,"endTime":1623.18,"body":"to where you're nurturing them."},{"speaker":"Shay Howe","startTime":1623.18,"endTime":1625.94,"body":"You're enabling them, you're"},{"speaker":"Shay Howe","startTime":1623.18,"endTime":1625.94,"body":"setting them up for success, and"},{"speaker":"Shay Howe","startTime":1625.94,"endTime":1628.22,"body":"even using automation to help"},{"speaker":"Shay Howe","startTime":1625.94,"endTime":1628.22,"body":"capture and solicit some of"},{"speaker":"Shay Howe","startTime":1628.22,"endTime":1631.13,"body":"their feedback along the way, so"},{"speaker":"Shay Howe","startTime":1628.22,"endTime":1631.13,"body":"that you don't lose that"},{"speaker":"Shay Howe","startTime":1631.13,"endTime":1634.13,"body":"disconnection of what are they"},{"speaker":"Shay Howe","startTime":1631.13,"endTime":1634.13,"body":"actually seeking? And what are"},{"speaker":"Shay Howe","startTime":1634.13,"endTime":1637.97,"body":"the value they're finding in"},{"speaker":"Shay Howe","startTime":1634.13,"endTime":1637.97,"body":"your product. So cliche, as they"},{"speaker":"Shay Howe","startTime":1638.0,"endTime":1640.82,"body":"say, to see the cliche to say"},{"speaker":"Shay Howe","startTime":1638.0,"endTime":1640.82,"body":"stay close to your customers,"},{"speaker":"Shay Howe","startTime":1640.82,"endTime":1645.59,"body":"but it's so incredibly"},{"speaker":"Shay Howe","startTime":1640.82,"endTime":1645.59,"body":"important, honestly. And they"},{"speaker":"Shay Howe","startTime":1645.59,"endTime":1648.2,"body":"want to do it at scale. I think"},{"speaker":"Shay Howe","startTime":1645.59,"endTime":1648.2,"body":"automation can be a perfect tool"},{"speaker":"Shay Howe","startTime":1648.2,"endTime":1648.74,"body":"to help you there."},{"speaker":"Matt Wolach","startTime":1651.47,"endTime":1654.2,"body":"That is absolutely"},{"speaker":"Matt Wolach","startTime":1651.47,"endTime":1654.2,"body":"true. Great advice. Shay. I"},{"speaker":"Matt Wolach","startTime":1654.2,"endTime":1657.14,"body":"really appreciate you coming in"},{"speaker":"Matt Wolach","startTime":1654.2,"endTime":1657.14,"body":"and sharing all this with us."},{"speaker":"Matt Wolach","startTime":1657.14,"endTime":1659.72,"body":"This is really, really cool"},{"speaker":"Matt Wolach","startTime":1657.14,"endTime":1659.72,"body":"stuff. How can our audience"},{"speaker":"Matt Wolach","startTime":1659.72,"endTime":1661.76,"body":"learn more about you and Active"},{"speaker":"Matt Wolach","startTime":1659.72,"endTime":1661.76,"body":"Campaign? Yeah,"},{"speaker":"Shay Howe","startTime":1662.18,"endTime":1666.02,"body":"I didn't give me it's"},{"speaker":"Shay Howe","startTime":1662.18,"endTime":1666.02,"body":"just active campaign.com. Pretty"},{"speaker":"Shay Howe","startTime":1666.02,"endTime":1670.04,"body":"simple, straightforward. We have"},{"speaker":"Shay Howe","startTime":1666.02,"endTime":1670.04,"body":"free trials. So truly our aha"},{"speaker":"Shay Howe","startTime":1670.04,"endTime":1672.77,"body":"moment is building your first"},{"speaker":"Shay Howe","startTime":1670.04,"endTime":1672.77,"body":"automation. So there's something"},{"speaker":"Shay Howe","startTime":1672.77,"endTime":1676.28,"body":"in your business that has felt"},{"speaker":"Shay Howe","startTime":1672.77,"endTime":1676.28,"body":"mundane or you're tired of doing"},{"speaker":"Shay Howe","startTime":1676.31,"endTime":1679.58,"body":"create a trial. And honestly"},{"speaker":"Shay Howe","startTime":1676.31,"endTime":1679.58,"body":"give it give it 510 minutes, see"},{"speaker":"Shay Howe","startTime":1679.58,"endTime":1682.22,"body":"if you can build an automation"},{"speaker":"Shay Howe","startTime":1679.58,"endTime":1682.22,"body":"around that. And we may even"},{"speaker":"Shay Howe","startTime":1682.22,"endTime":1685.25,"body":"have some recipes and templates"},{"speaker":"Shay Howe","startTime":1682.22,"endTime":1685.25,"body":"that will do that for you may"},{"speaker":"Shay Howe","startTime":1685.28,"endTime":1687.71,"body":"actually really be surprised at"},{"speaker":"Shay Howe","startTime":1685.28,"endTime":1687.71,"body":"how easy is to get started"},{"speaker":"Shay Howe","startTime":1687.71,"endTime":1692.06,"body":"there. And then for myself. I'm"},{"speaker":"Shay Howe","startTime":1687.71,"endTime":1692.06,"body":"che how across pretty much all"},{"speaker":"Shay Howe","startTime":1692.06,"endTime":1695.57,"body":"the social networks. So"},{"speaker":"Shay Howe","startTime":1692.06,"endTime":1695.57,"body":"LinkedIn, Twitter and elsewhere."},{"speaker":"Shay Howe","startTime":1695.57,"endTime":1699.5,"body":"So yeah, just search che Howell"},{"speaker":"Shay Howe","startTime":1695.57,"endTime":1699.5,"body":"and I'm happy to connect. Is"},{"speaker":"Shay Howe","startTime":1699.5,"endTime":1702.89,"body":"there any messages? Yeah, please"},{"speaker":"Shay Howe","startTime":1699.5,"endTime":1702.89,"body":"don't hesitate to reach out."},{"speaker":"Matt Wolach","startTime":1706.22,"endTime":1708.23,"body":"Very cool. We'll"},{"speaker":"Matt Wolach","startTime":1706.22,"endTime":1708.23,"body":"put all that into the show"},{"speaker":"Matt Wolach","startTime":1708.23,"endTime":1710.75,"body":"notes. So if you're listening,"},{"speaker":"Matt Wolach","startTime":1708.23,"endTime":1710.75,"body":"go ahead and check that out. But"},{"speaker":"Matt Wolach","startTime":1710.78,"endTime":1712.49,"body":"Shay, thanks so much for coming"},{"speaker":"Matt Wolach","startTime":1710.78,"endTime":1712.49,"body":"on the show."},{"speaker":"Shay Howe","startTime":1712.519,"endTime":1714.411,"body":"Matt. Thank you so"},{"speaker":"Shay Howe","startTime":1712.519,"endTime":1714.411,"body":"much for having me. I appreciate"},{"speaker":"Shay Howe","startTime":1714.448,"endTime":1714.56,"body":"it."},{"speaker":"Matt Wolach","startTime":1717.2,"endTime":1719.45,"body":"Absolutely, and"},{"speaker":"Matt Wolach","startTime":1717.2,"endTime":1719.45,"body":"everybody else out there. Thank"},{"speaker":"Matt Wolach","startTime":1719.45,"endTime":1721.52,"body":"you for being here to again,"},{"speaker":"Matt Wolach","startTime":1719.45,"endTime":1721.52,"body":"make sure you're subscribed to"},{"speaker":"Matt Wolach","startTime":1721.52,"endTime":1724.37,"body":"the show. Hit that subscribe"},{"speaker":"Matt Wolach","startTime":1721.52,"endTime":1724.37,"body":"button now so you don't miss any"},{"speaker":"Matt Wolach","startTime":1724.4,"endTime":1727.19,"body":"other amazing leaders like Shay"},{"speaker":"Matt Wolach","startTime":1724.4,"endTime":1727.19,"body":"sharing all their wisdom with"},{"speaker":"Matt Wolach","startTime":1727.19,"endTime":1730.28,"body":"you. Hit that and then we will"},{"speaker":"Matt Wolach","startTime":1727.19,"endTime":1730.28,"body":"see you next time. Take care."},{"speaker":"Matt Wolach","startTime":1730.31,"endTime":1730.73,"body":"Bye bye."},{"speaker":"Intro/ Outro","startTime":1732.65,"endTime":1735.295,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1732.65,"endTime":1735.295,"body":"listening to Scale Your SaaS."},{"speaker":"Intro/ Outro","startTime":1735.362,"endTime":1739.529,"body":"For more help on finding great"},{"speaker":"Intro/ Outro","startTime":1735.362,"endTime":1739.529,"body":"leads and closing more deals. Go"},{"speaker":"Intro/ Outro","startTime":1739.595,"endTime":1740.72,"body":"to Mattwolach.com"}]}