{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.44,"endTime":12.72,"body":"Of course, if we're"},{"speaker":"Matt Wolach","startTime":10.44,"endTime":12.72,"body":"going to scale a SaaS, we need"},{"speaker":"Matt Wolach","startTime":12.72,"endTime":17.19,"body":"to have awesome customers and"},{"speaker":"Matt Wolach","startTime":12.72,"endTime":17.19,"body":"awesome customer adoption to the"},{"speaker":"Matt Wolach","startTime":17.19,"endTime":20.49,"body":"product. How do we get people to"},{"speaker":"Matt Wolach","startTime":17.19,"endTime":20.49,"body":"adopt once they start using it?"},{"speaker":"Matt Wolach","startTime":20.52,"endTime":23.19,"body":"And how do we keep them happy?"},{"speaker":"Matt Wolach","startTime":20.52,"endTime":23.19,"body":"And how do we keep them around"},{"speaker":"Matt Wolach","startTime":23.19,"endTime":25.92,"body":"for a long time making sure the"},{"speaker":"Matt Wolach","startTime":23.19,"endTime":25.92,"body":"renewal rates amazing, the"},{"speaker":"Matt Wolach","startTime":25.92,"endTime":28.86,"body":"retention rates awesome and"},{"speaker":"Matt Wolach","startTime":25.92,"endTime":28.86,"body":"churn is very low, lots of"},{"speaker":"Matt Wolach","startTime":28.86,"endTime":32.13,"body":"things that we need to figure"},{"speaker":"Matt Wolach","startTime":28.86,"endTime":32.13,"body":"out. Fortunately, Luke Diaz from"},{"speaker":"Matt Wolach","startTime":32.13,"endTime":34.92,"body":"DBT ventures came in, he has an"},{"speaker":"Matt Wolach","startTime":32.13,"endTime":34.92,"body":"amazing customer success"},{"speaker":"Matt Wolach","startTime":34.92,"endTime":37.11,"body":"background, he's encountered all"},{"speaker":"Matt Wolach","startTime":34.92,"endTime":37.11,"body":"these problems before and he"},{"speaker":"Matt Wolach","startTime":37.11,"endTime":40.08,"body":"knows exactly how to solve them."},{"speaker":"Matt Wolach","startTime":37.11,"endTime":40.08,"body":"And now what he does is he also"},{"speaker":"Matt Wolach","startTime":40.08,"endTime":43.23,"body":"now helps invest in other"},{"speaker":"Matt Wolach","startTime":40.08,"endTime":43.23,"body":"startups to help them grow. So I"},{"speaker":"Matt Wolach","startTime":43.23,"endTime":45.54,"body":"even asked him about what he's"},{"speaker":"Matt Wolach","startTime":43.23,"endTime":45.54,"body":"looking for what types of"},{"speaker":"Matt Wolach","startTime":45.54,"endTime":47.97,"body":"companies he's looking forward"},{"speaker":"Matt Wolach","startTime":45.54,"endTime":47.97,"body":"to now also, how can you make"},{"speaker":"Matt Wolach","startTime":47.97,"endTime":50.82,"body":"sure your company looks amazing"},{"speaker":"Matt Wolach","startTime":47.97,"endTime":50.82,"body":"to an investor. So if you're an"},{"speaker":"Matt Wolach","startTime":50.82,"endTime":53.76,"body":"early stage startup, and you"},{"speaker":"Matt Wolach","startTime":50.82,"endTime":53.76,"body":"want to get in keep awesome"},{"speaker":"Matt Wolach","startTime":53.76,"endTime":56.37,"body":"customers, and you want to know"},{"speaker":"Matt Wolach","startTime":53.76,"endTime":56.37,"body":"how to build your company, so"},{"speaker":"Matt Wolach","startTime":56.37,"endTime":59.22,"body":"that people want to fund it?"},{"speaker":"Matt Wolach","startTime":56.37,"endTime":59.22,"body":"This is the episode for you"},{"speaker":"Matt Wolach","startTime":59.25,"endTime":59.85,"body":"check it out."},{"speaker":"Intro/ Outro","startTime":60.93,"endTime":64.17,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":60.93,"endTime":64.17,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":64.17,"endTime":67.29,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":64.17,"endTime":67.29,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":67.29,"endTime":71.25,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":67.29,"endTime":71.25,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":71.25,"endTime":76.11,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":71.25,"endTime":76.11,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":76.14,"endTime":76.62,"body":"Wolach,"},{"speaker":"Matt Wolach","startTime":77.16,"endTime":79.8,"body":"and welcome to"},{"speaker":"Matt Wolach","startTime":77.16,"endTime":79.8,"body":"Scale Your SaaS Thank you very"},{"speaker":"Matt Wolach","startTime":79.8,"endTime":82.32,"body":"much for being here. By the way,"},{"speaker":"Matt Wolach","startTime":79.8,"endTime":82.32,"body":"our goal is to help you do"},{"speaker":"Matt Wolach","startTime":82.32,"endTime":85.44,"body":"exactly that. scale your SaaS by"},{"speaker":"Matt Wolach","startTime":82.32,"endTime":85.44,"body":"generating a whole bunch of"},{"speaker":"Matt Wolach","startTime":85.44,"endTime":88.14,"body":"leads, closing a lot of deals"},{"speaker":"Matt Wolach","startTime":85.44,"endTime":88.14,"body":"and understanding how to put the"},{"speaker":"Matt Wolach","startTime":88.14,"endTime":91.56,"body":"right processes in place so you"},{"speaker":"Matt Wolach","startTime":88.14,"endTime":91.56,"body":"can grow your company. And"},{"speaker":"Matt Wolach","startTime":91.56,"endTime":94.11,"body":"that's what we're here to do. So"},{"speaker":"Matt Wolach","startTime":91.56,"endTime":94.11,"body":"make sure if you're new,"},{"speaker":"Matt Wolach","startTime":94.11,"endTime":96.72,"body":"subscribe to the channel, hit"},{"speaker":"Matt Wolach","startTime":94.11,"endTime":96.72,"body":"that subscribe button. That way,"},{"speaker":"Matt Wolach","startTime":96.72,"endTime":98.97,"body":"you're gonna get all of the"},{"speaker":"Matt Wolach","startTime":96.72,"endTime":98.97,"body":"episodes, you're gonna be"},{"speaker":"Matt Wolach","startTime":98.97,"endTime":102.81,"body":"notified when we have amazing,"},{"speaker":"Matt Wolach","startTime":98.97,"endTime":102.81,"body":"awesome guests helping you"},{"speaker":"Matt Wolach","startTime":102.81,"endTime":106.32,"body":"understand how to better scale"},{"speaker":"Matt Wolach","startTime":102.81,"endTime":106.32,"body":"your SaaS guests like who I have"},{"speaker":"Matt Wolach","startTime":106.32,"endTime":109.05,"body":"with us today. Luke Diaz, Luke,"},{"speaker":"Matt Wolach","startTime":106.32,"endTime":109.05,"body":"how you doing?"},{"speaker":"Luke Diaz","startTime":109.08,"endTime":110.97,"body":"Doing well, huge fan"},{"speaker":"Luke Diaz","startTime":109.08,"endTime":110.97,"body":"of the show. Thanks for having"},{"speaker":"Luke Diaz","startTime":110.97,"endTime":111.09,"body":"me."},{"speaker":"Matt Wolach","startTime":111.0,"endTime":113.4,"body":"Absolutely. So glad"},{"speaker":"Matt Wolach","startTime":111.0,"endTime":113.4,"body":"to have you. Thank you so much"},{"speaker":"Matt Wolach","startTime":113.4,"endTime":115.23,"body":"for coming on. Let me make sure"},{"speaker":"Matt Wolach","startTime":113.4,"endTime":115.23,"body":"everybody knows who you are"},{"speaker":"Matt Wolach","startTime":115.23,"endTime":119.22,"body":"Luke. So Luke, he's the founder"},{"speaker":"Matt Wolach","startTime":115.23,"endTime":119.22,"body":"at DBT ventures. DBT stands for"},{"speaker":"Matt Wolach","startTime":119.22,"endTime":122.61,"body":"do big things. And what he does"},{"speaker":"Matt Wolach","startTime":119.22,"endTime":122.61,"body":"he advises and invests in"},{"speaker":"Matt Wolach","startTime":122.61,"endTime":125.34,"body":"startups with a focus on"},{"speaker":"Matt Wolach","startTime":122.61,"endTime":125.34,"body":"supporting underrepresented"},{"speaker":"Matt Wolach","startTime":125.34,"endTime":128.67,"body":"founders building amazing"},{"speaker":"Matt Wolach","startTime":125.34,"endTime":128.67,"body":"software and consumer consumer"},{"speaker":"Matt Wolach","startTime":128.67,"endTime":131.61,"body":"products. Luke's passion is"},{"speaker":"Matt Wolach","startTime":128.67,"endTime":131.61,"body":"building and leading high"},{"speaker":"Matt Wolach","startTime":131.61,"endTime":136.26,"body":"performance customer success."},{"speaker":"Matt Wolach","startTime":131.61,"endTime":136.26,"body":"orgs CSM Am sa support to drive"},{"speaker":"Matt Wolach","startTime":136.26,"endTime":139.53,"body":"three outcomes, accelerate"},{"speaker":"Matt Wolach","startTime":136.26,"endTime":139.53,"body":"product adoption, drive"},{"speaker":"Matt Wolach","startTime":139.53,"endTime":143.31,"body":"quantifiable business impact for"},{"speaker":"Matt Wolach","startTime":139.53,"endTime":143.31,"body":"customers, and achieve best in"},{"speaker":"Matt Wolach","startTime":143.31,"endTime":148.17,"body":"class gross and net retention."},{"speaker":"Matt Wolach","startTime":143.31,"endTime":148.17,"body":"He is very skilled, very strong"},{"speaker":"Matt Wolach","startTime":148.17,"endTime":150.75,"body":"in what he does. And I'm so glad"},{"speaker":"Matt Wolach","startTime":148.17,"endTime":150.75,"body":"to have him here. Once again,"},{"speaker":"Matt Wolach","startTime":150.75,"endTime":151.89,"body":"Luke, thanks for coming on the"},{"speaker":"Matt Wolach","startTime":150.75,"endTime":151.89,"body":"show."},{"speaker":"Luke Diaz","startTime":151.92,"endTime":154.11,"body":"Really appreciate it."},{"speaker":"Luke Diaz","startTime":151.92,"endTime":154.11,"body":"Excited to chat with you."},{"speaker":"Matt Wolach","startTime":154.14,"endTime":156.3,"body":"Yeah, likewise. So"},{"speaker":"Matt Wolach","startTime":154.14,"endTime":156.3,"body":"tell me what's been going on"},{"speaker":"Matt Wolach","startTime":156.3,"endTime":157.5,"body":"with you. And what do you have"},{"speaker":"Matt Wolach","startTime":156.3,"endTime":157.5,"body":"coming up?"},{"speaker":"Luke Diaz","startTime":157.86,"endTime":161.01,"body":"Yes. So as you"},{"speaker":"Luke Diaz","startTime":157.86,"endTime":161.01,"body":"mentioned, DBT ventures invests"},{"speaker":"Luke Diaz","startTime":161.4,"endTime":166.17,"body":"globally and software and"},{"speaker":"Luke Diaz","startTime":161.4,"endTime":166.17,"body":"consumer products. And we're"},{"speaker":"Luke Diaz","startTime":166.17,"endTime":171.0,"body":"really looking for underdogs. We"},{"speaker":"Luke Diaz","startTime":166.17,"endTime":171.0,"body":"found out that if you look at,"},{"speaker":"Luke Diaz","startTime":171.0,"endTime":175.17,"body":"say, female founders, for"},{"speaker":"Luke Diaz","startTime":171.0,"endTime":175.17,"body":"example, about 20% of female"},{"speaker":"Luke Diaz","startTime":175.17,"endTime":178.62,"body":"founders start companies of all"},{"speaker":"Luke Diaz","startTime":175.17,"endTime":178.62,"body":"the founders out there about 20%"},{"speaker":"Luke Diaz","startTime":178.62,"endTime":183.42,"body":"of female. And I was shocked to"},{"speaker":"Luke Diaz","startTime":178.62,"endTime":183.42,"body":"read that they only receive"},{"speaker":"Luke Diaz","startTime":183.42,"endTime":187.5,"body":"about 2% of the venture capital"},{"speaker":"Luke Diaz","startTime":183.42,"endTime":187.5,"body":"funding out there. So another"},{"speaker":"Luke Diaz","startTime":187.5,"endTime":190.74,"body":"way to think about that is if"},{"speaker":"Luke Diaz","startTime":187.5,"endTime":190.74,"body":"females received 10 times as"},{"speaker":"Luke Diaz","startTime":190.74,"endTime":195.03,"body":"much funding as they currently"},{"speaker":"Luke Diaz","startTime":190.74,"endTime":195.03,"body":"do, they would still be roughly"},{"speaker":"Luke Diaz","startTime":195.03,"endTime":199.62,"body":"underfunded, which is shocking"},{"speaker":"Luke Diaz","startTime":195.03,"endTime":199.62,"body":"to me. So sadly, a similar trend"},{"speaker":"Luke Diaz","startTime":199.62,"endTime":203.94,"body":"applies to people of color, and"},{"speaker":"Luke Diaz","startTime":199.62,"endTime":203.94,"body":"like typically non white"},{"speaker":"Luke Diaz","startTime":203.94,"endTime":207.03,"body":"background. So we're really"},{"speaker":"Luke Diaz","startTime":203.94,"endTime":207.03,"body":"looking for underdogs, people"},{"speaker":"Luke Diaz","startTime":207.03,"endTime":212.64,"body":"that may have missed the VC,"},{"speaker":"Luke Diaz","startTime":207.03,"endTime":212.64,"body":"access to that network, and"},{"speaker":"Luke Diaz","startTime":212.64,"endTime":215.22,"body":"trying to back founders who are"},{"speaker":"Luke Diaz","startTime":212.64,"endTime":215.22,"body":"underdogs, and hungry."},{"speaker":"Matt Wolach","startTime":215.31,"endTime":217.56,"body":"Wow, what a cool"},{"speaker":"Matt Wolach","startTime":215.31,"endTime":217.56,"body":"mission. And what made you want"},{"speaker":"Matt Wolach","startTime":217.56,"endTime":219.06,"body":"to start this? Where did this"},{"speaker":"Matt Wolach","startTime":217.56,"endTime":219.06,"body":"all come from?"},{"speaker":"Luke Diaz","startTime":219.09,"endTime":221.46,"body":"you know, it happened"},{"speaker":"Luke Diaz","startTime":219.09,"endTime":221.46,"body":"somewhat organically, as you"},{"speaker":"Luke Diaz","startTime":221.46,"endTime":224.4,"body":"mentioned, my backgrounds in"},{"speaker":"Luke Diaz","startTime":221.46,"endTime":224.4,"body":"customer success. So I've built"},{"speaker":"Luke Diaz","startTime":224.61,"endTime":227.58,"body":"Customer Success teams five"},{"speaker":"Luke Diaz","startTime":224.61,"endTime":227.58,"body":"times, three times from the"},{"speaker":"Luke Diaz","startTime":227.58,"endTime":231.84,"body":"ground up and twice coming in to"},{"speaker":"Luke Diaz","startTime":227.58,"endTime":231.84,"body":"an existing team. And folks"},{"speaker":"Luke Diaz","startTime":231.84,"endTime":234.3,"body":"started reaching out to me and"},{"speaker":"Luke Diaz","startTime":231.84,"endTime":234.3,"body":"said, Hey, would love if we"},{"speaker":"Luke Diaz","startTime":234.3,"endTime":237.36,"body":"could get your thoughts we just"},{"speaker":"Luke Diaz","startTime":234.3,"endTime":237.36,"body":"started, you know, we we just"},{"speaker":"Luke Diaz","startTime":237.36,"endTime":240.12,"body":"hit half a million in revenue,"},{"speaker":"Luke Diaz","startTime":237.36,"endTime":240.12,"body":"start to think about customer"},{"speaker":"Luke Diaz","startTime":240.12,"endTime":242.76,"body":"success. Would you mind being an"},{"speaker":"Luke Diaz","startTime":240.12,"endTime":242.76,"body":"advisor, we'll you know, we'll"},{"speaker":"Luke Diaz","startTime":242.76,"endTime":246.09,"body":"give you some equity or whatever"},{"speaker":"Luke Diaz","startTime":242.76,"endTime":246.09,"body":"to make it worth your time. And"},{"speaker":"Luke Diaz","startTime":246.99,"endTime":250.14,"body":"so a handful of companies"},{"speaker":"Luke Diaz","startTime":246.99,"endTime":250.14,"body":"started doing that. And I just"},{"speaker":"Luke Diaz","startTime":250.14,"endTime":252.75,"body":"would advise them on hey, here's"},{"speaker":"Luke Diaz","startTime":250.14,"endTime":252.75,"body":"some things to think about here."},{"speaker":"Luke Diaz","startTime":252.96,"endTime":256.14,"body":"Here's the mistakes I've made."},{"speaker":"Luke Diaz","startTime":252.96,"endTime":256.14,"body":"Maybe they'll be useful to you."},{"speaker":"Luke Diaz","startTime":257.46,"endTime":259.62,"body":"And then when you're working"},{"speaker":"Luke Diaz","startTime":257.46,"endTime":259.62,"body":"closely with founders,"},{"speaker":"Luke Diaz","startTime":260.43,"endTime":263.85,"body":"fundraising comes up naturally."},{"speaker":"Luke Diaz","startTime":260.43,"endTime":263.85,"body":"So I had the opportunity to"},{"speaker":"Luke Diaz","startTime":263.85,"endTime":269.55,"body":"invest in a few seed early a"},{"speaker":"Luke Diaz","startTime":263.85,"endTime":269.55,"body":"rounds. And yeah, so it kind of"},{"speaker":"Luke Diaz","startTime":269.61,"endTime":272.58,"body":"it kind of was like grassroots"},{"speaker":"Luke Diaz","startTime":269.61,"endTime":272.58,"body":"just trying to help people and"},{"speaker":"Luke Diaz","startTime":272.58,"endTime":276.15,"body":"add some value, as they're"},{"speaker":"Luke Diaz","startTime":272.58,"endTime":276.15,"body":"building their dream of a"},{"speaker":"Luke Diaz","startTime":276.15,"endTime":277.29,"body":"scalable SaaS company."},{"speaker":"Matt Wolach","startTime":277.23,"endTime":280.14,"body":"Very cool. I love"},{"speaker":"Matt Wolach","startTime":277.23,"endTime":280.14,"body":"it. Okay, so what are some of"},{"speaker":"Matt Wolach","startTime":280.14,"endTime":283.05,"body":"the most exciting trends that"},{"speaker":"Matt Wolach","startTime":280.14,"endTime":283.05,"body":"you're seeing within tech and"},{"speaker":"Matt Wolach","startTime":283.05,"endTime":285.87,"body":"within SaaS today? What are they"},{"speaker":"Matt Wolach","startTime":283.05,"endTime":285.87,"body":"doing? What are how is the"},{"speaker":"Matt Wolach","startTime":285.87,"endTime":287.25,"body":"industry changing? Because of"},{"speaker":"Matt Wolach","startTime":285.87,"endTime":287.25,"body":"that?"},{"speaker":"Luke Diaz","startTime":287.28,"endTime":290.19,"body":"I think one of the"},{"speaker":"Luke Diaz","startTime":287.28,"endTime":290.19,"body":"things to keep an eye on is"},{"speaker":"Luke Diaz","startTime":290.25,"endTime":295.11,"body":"we're all familiar with, with AI"},{"speaker":"Luke Diaz","startTime":290.25,"endTime":295.11,"body":"and more, more recently, large"},{"speaker":"Luke Diaz","startTime":295.11,"endTime":297.78,"body":"language models, and they're"},{"speaker":"Luke Diaz","startTime":295.11,"endTime":297.78,"body":"just becoming cheaper and"},{"speaker":"Luke Diaz","startTime":297.78,"endTime":301.32,"body":"cheaper. So one of the themes"},{"speaker":"Luke Diaz","startTime":297.78,"endTime":301.32,"body":"I'm really looking closely at is"},{"speaker":"Luke Diaz","startTime":301.32,"endTime":305.91,"body":"the commoditization of, of MLMs."},{"speaker":"Luke Diaz","startTime":301.32,"endTime":305.91,"body":"As they continue to proliferate"},{"speaker":"Luke Diaz","startTime":306.6,"endTime":311.28,"body":"all different parts of the"},{"speaker":"Luke Diaz","startTime":306.6,"endTime":311.28,"body":"software ecosystem.The fact that"},{"speaker":"Luke Diaz","startTime":311.28,"endTime":313.62,"body":"they're getting cheaper as"},{"speaker":"Luke Diaz","startTime":311.28,"endTime":313.62,"body":"technology tends to be"},{"speaker":"Luke Diaz","startTime":313.62,"endTime":318.27,"body":"deflationary is really exciting"},{"speaker":"Luke Diaz","startTime":313.62,"endTime":318.27,"body":"for founders who can build in"},{"speaker":"Luke Diaz","startTime":318.27,"endTime":322.2,"body":"that ecosystem, and keep their"},{"speaker":"Luke Diaz","startTime":318.27,"endTime":322.2,"body":"costs down while they're trying"},{"speaker":"Luke Diaz","startTime":322.2,"endTime":327.93,"body":"to build apps, or tooling to"},{"speaker":"Luke Diaz","startTime":322.2,"endTime":327.93,"body":"serve this massively growing"},{"speaker":"Luke Diaz","startTime":327.93,"endTime":331.26,"body":"space. So that gets that trend"},{"speaker":"Luke Diaz","startTime":327.93,"endTime":331.26,"body":"is really exciting. And I think"},{"speaker":"Luke Diaz","startTime":331.26,"endTime":333.96,"body":"it's meaningful for new market"},{"speaker":"Luke Diaz","startTime":331.26,"endTime":333.96,"body":"entrants."},{"speaker":"Matt Wolach","startTime":333.69,"endTime":336.6,"body":"Yeah, I would agree"},{"speaker":"Matt Wolach","startTime":333.69,"endTime":336.6,"body":"with that. Totally. There's a"},{"speaker":"Matt Wolach","startTime":336.6,"endTime":339.3,"body":"lot of exciting things happen in"},{"speaker":"Matt Wolach","startTime":336.6,"endTime":339.3,"body":"there. And it's crazy, it seems"},{"speaker":"Matt Wolach","startTime":339.3,"endTime":342.42,"body":"like every other day, there's"},{"speaker":"Matt Wolach","startTime":339.3,"endTime":342.42,"body":"some new piece of technology or"},{"speaker":"Matt Wolach","startTime":342.42,"endTime":345.42,"body":"growth that's happening there."},{"speaker":"Matt Wolach","startTime":342.42,"endTime":345.42,"body":"It's just wild to see. And it's"},{"speaker":"Matt Wolach","startTime":345.42,"endTime":348.99,"body":"so cool that so many awesome"},{"speaker":"Matt Wolach","startTime":345.42,"endTime":348.99,"body":"smart leaders are taking"},{"speaker":"Matt Wolach","startTime":348.99,"endTime":352.5,"body":"advantage of it and finding new"},{"speaker":"Matt Wolach","startTime":348.99,"endTime":352.5,"body":"creative ways to innovate in"},{"speaker":"Matt Wolach","startTime":352.5,"endTime":353.22,"body":"that pretty amazing."},{"speaker":"Luke Diaz","startTime":352.86,"endTime":356.25,"body":"It really is, we just"},{"speaker":"Luke Diaz","startTime":352.86,"endTime":356.25,"body":"wrote a check to a company"},{"speaker":"Luke Diaz","startTime":356.25,"endTime":360.57,"body":"called True foundry, that is"},{"speaker":"Luke Diaz","startTime":356.25,"endTime":360.57,"body":"making basically a software that"},{"speaker":"Luke Diaz","startTime":360.57,"endTime":364.29,"body":"allows you to manage, deploy,"},{"speaker":"Luke Diaz","startTime":360.57,"endTime":364.29,"body":"and fine tune large language"},{"speaker":"Luke Diaz","startTime":364.29,"endTime":369.24,"body":"models across all across"},{"speaker":"Luke Diaz","startTime":364.29,"endTime":369.24,"body":"different MLMs. And across"},{"speaker":"Luke Diaz","startTime":369.24,"endTime":372.78,"body":"cloud. So there's this, there's"},{"speaker":"Luke Diaz","startTime":369.24,"endTime":372.78,"body":"this really interesting space"},{"speaker":"Luke Diaz","startTime":372.78,"endTime":376.08,"body":"where it's kind of like the"},{"speaker":"Luke Diaz","startTime":372.78,"endTime":376.08,"body":"shovels to the gold miners, if"},{"speaker":"Luke Diaz","startTime":376.08,"endTime":380.13,"body":"you will, there, they're really"},{"speaker":"Luke Diaz","startTime":376.08,"endTime":380.13,"body":"making management of MLM 's at"},{"speaker":"Luke Diaz","startTime":380.13,"endTime":384.33,"body":"scale much easier. And cross"},{"speaker":"Luke Diaz","startTime":380.13,"endTime":384.33,"body":"cloud, which I think will be a"},{"speaker":"Luke Diaz","startTime":384.39,"endTime":389.79,"body":"growing need, as developers want"},{"speaker":"Luke Diaz","startTime":384.39,"endTime":389.79,"body":"the best model for the best use"},{"speaker":"Luke Diaz","startTime":389.79,"endTime":392.85,"body":"case. So you won't be confined"},{"speaker":"Luke Diaz","startTime":389.79,"endTime":392.85,"body":"to one, you can imagine a suite"},{"speaker":"Luke Diaz","startTime":392.85,"endTime":396.3,"body":"of 20 MLMs, across three"},{"speaker":"Luke Diaz","startTime":392.85,"endTime":396.3,"body":"different clouds. So I think"},{"speaker":"Luke Diaz","startTime":396.3,"endTime":400.68,"body":"there's a lot of value in that"},{"speaker":"Luke Diaz","startTime":396.3,"endTime":400.68,"body":"layer. To, for founders to think"},{"speaker":"Luke Diaz","startTime":400.68,"endTime":401.34,"body":"about as well."},{"speaker":"Matt Wolach","startTime":401.37,"endTime":404.34,"body":"Yeah, I would agree"},{"speaker":"Matt Wolach","startTime":401.37,"endTime":404.34,"body":"with that. I want to touch on"},{"speaker":"Matt Wolach","startTime":404.34,"endTime":407.25,"body":"your have some awesome"},{"speaker":"Matt Wolach","startTime":404.34,"endTime":407.25,"body":"experience in customer success,"},{"speaker":"Matt Wolach","startTime":407.25,"endTime":410.61,"body":"as I mentioned earlier. So if"},{"speaker":"Matt Wolach","startTime":407.25,"endTime":410.61,"body":"you're a software leader, and"},{"speaker":"Matt Wolach","startTime":410.61,"endTime":413.7,"body":"you're you're starting to"},{"speaker":"Matt Wolach","startTime":410.61,"endTime":413.7,"body":"generate some interest or"},{"speaker":"Matt Wolach","startTime":413.7,"endTime":416.94,"body":"getting people into your system,"},{"speaker":"Matt Wolach","startTime":413.7,"endTime":416.94,"body":"how can a leader How can"},{"speaker":"Matt Wolach","startTime":416.94,"endTime":420.9,"body":"somebody make sure that those"},{"speaker":"Matt Wolach","startTime":416.94,"endTime":420.9,"body":"early customers adopt and start"},{"speaker":"Matt Wolach","startTime":420.9,"endTime":422.07,"body":"using the product?"},{"speaker":"Luke Diaz","startTime":422.13,"endTime":424.47,"body":"That's a great"},{"speaker":"Luke Diaz","startTime":422.13,"endTime":424.47,"body":"question, I think back to some"},{"speaker":"Luke Diaz","startTime":424.47,"endTime":426.78,"body":"of the best advice I've gotten"},{"speaker":"Luke Diaz","startTime":424.47,"endTime":426.78,"body":"on that topic that's really"},{"speaker":"Luke Diaz","startTime":426.78,"endTime":431.4,"body":"informed my approach basically"},{"speaker":"Luke Diaz","startTime":426.78,"endTime":431.4,"body":"came from from Y Combinator. And"},{"speaker":"Luke Diaz","startTime":431.43,"endTime":436.98,"body":"there's this concept of doing"},{"speaker":"Luke Diaz","startTime":431.43,"endTime":436.98,"body":"the unscalable things that allow"},{"speaker":"Luke Diaz","startTime":436.98,"endTime":442.53,"body":"you to figure out what you need"},{"speaker":"Luke Diaz","startTime":436.98,"endTime":442.53,"body":"to scale. So that's something"},{"speaker":"Luke Diaz","startTime":442.53,"endTime":446.67,"body":"I'll just throw out there. From"},{"speaker":"Luke Diaz","startTime":442.53,"endTime":446.67,"body":"Paul Graham, were one of the"},{"speaker":"Luke Diaz","startTime":446.67,"endTime":449.37,"body":"software advantages when you're"},{"speaker":"Luke Diaz","startTime":446.67,"endTime":449.37,"body":"a startup is you can do these"},{"speaker":"Luke Diaz","startTime":449.4,"endTime":454.62,"body":"unnatural, one off unscalable"},{"speaker":"Luke Diaz","startTime":449.4,"endTime":454.62,"body":"things to get your customer to"},{"speaker":"Luke Diaz","startTime":454.62,"endTime":458.97,"body":"value. And most of the startups"},{"speaker":"Luke Diaz","startTime":454.62,"endTime":458.97,"body":"I work with are doing this, it"},{"speaker":"Luke Diaz","startTime":458.97,"endTime":463.5,"body":"might be hopping on a plane to"},{"speaker":"Luke Diaz","startTime":458.97,"endTime":463.5,"body":"help them deploy the product. It"},{"speaker":"Luke Diaz","startTime":463.5,"endTime":469.44,"body":"might be spending two hours"},{"speaker":"Luke Diaz","startTime":463.5,"endTime":469.44,"body":"educating a new team on how this"},{"speaker":"Luke Diaz","startTime":469.44,"endTime":473.01,"body":"workflow impacts their tech"},{"speaker":"Luke Diaz","startTime":469.44,"endTime":473.01,"body":"stack, or maybe their their API"},{"speaker":"Luke Diaz","startTime":473.01,"endTime":476.64,"body":"workflow. So don't think scale"},{"speaker":"Luke Diaz","startTime":473.01,"endTime":476.64,"body":"too soon be confident to do"},{"speaker":"Luke Diaz","startTime":476.64,"endTime":479.73,"body":"those unscalable unnatural"},{"speaker":"Luke Diaz","startTime":476.64,"endTime":479.73,"body":"things to get them to value"},{"speaker":"Luke Diaz","startTime":479.73,"endTime":482.37,"body":"because then once you figure"},{"speaker":"Luke Diaz","startTime":479.73,"endTime":482.37,"body":"that out, you can figure out"},{"speaker":"Luke Diaz","startTime":482.37,"endTime":485.85,"body":"ways to use technology to"},{"speaker":"Luke Diaz","startTime":482.37,"endTime":485.85,"body":"actually scale that deliverable"},{"speaker":"Luke Diaz","startTime":486.12,"endTime":489.54,"body":"to hundreds of customers instead"},{"speaker":"Luke Diaz","startTime":486.12,"endTime":489.54,"body":"of dozens. So that's one thing"},{"speaker":"Luke Diaz","startTime":489.54,"endTime":491.37,"body":"that I try and anchor on early"},{"speaker":"Luke Diaz","startTime":489.54,"endTime":491.37,"body":"on."},{"speaker":"Matt Wolach","startTime":491.25,"endTime":493.98,"body":"Yeah, I echo that"},{"speaker":"Matt Wolach","startTime":491.25,"endTime":493.98,"body":"advice as well. That's something"},{"speaker":"Matt Wolach","startTime":493.98,"endTime":497.4,"body":"that I've counseled my clients"},{"speaker":"Matt Wolach","startTime":493.98,"endTime":497.4,"body":"on as well, I think that there's"},{"speaker":"Matt Wolach","startTime":497.4,"endTime":500.85,"body":"so much talk about gotta make"},{"speaker":"Matt Wolach","startTime":497.4,"endTime":500.85,"body":"sure to scale, build for scale,"},{"speaker":"Matt Wolach","startTime":500.85,"endTime":502.8,"body":"get your foundation for scale,"},{"speaker":"Matt Wolach","startTime":500.85,"endTime":502.8,"body":"and all that stuff. And"},{"speaker":"Matt Wolach","startTime":503.1,"endTime":505.5,"body":"obviously, this show is also"},{"speaker":"Matt Wolach","startTime":503.1,"endTime":505.5,"body":"called Scale Your SaaS. And"},{"speaker":"Matt Wolach","startTime":505.5,"endTime":508.29,"body":"that's something everybody wants"},{"speaker":"Matt Wolach","startTime":505.5,"endTime":508.29,"body":"to do. But I think we get too"},{"speaker":"Matt Wolach","startTime":508.29,"endTime":512.91,"body":"hung up on that the early days."},{"speaker":"Matt Wolach","startTime":508.29,"endTime":512.91,"body":"And we start to only do that."},{"speaker":"Matt Wolach","startTime":512.91,"endTime":515.76,"body":"And you're absolutely right. I"},{"speaker":"Matt Wolach","startTime":512.91,"endTime":515.76,"body":"think in the early days, we have"},{"speaker":"Matt Wolach","startTime":515.76,"endTime":520.5,"body":"to figure out what's best for"},{"speaker":"Matt Wolach","startTime":515.76,"endTime":520.5,"body":"the customer for the users. And"},{"speaker":"Matt Wolach","startTime":520.53,"endTime":523.47,"body":"sometimes we have to figure that"},{"speaker":"Matt Wolach","startTime":520.53,"endTime":523.47,"body":"out through things that don't"},{"speaker":"Matt Wolach","startTime":523.47,"endTime":527.19,"body":"scale. And once you I love that"},{"speaker":"Matt Wolach","startTime":523.47,"endTime":527.19,"body":"you talked about how we'll"},{"speaker":"Matt Wolach","startTime":527.19,"endTime":529.59,"body":"figure out how to scale it,"},{"speaker":"Matt Wolach","startTime":527.19,"endTime":529.59,"body":"we'll figure out how to get"},{"speaker":"Matt Wolach","startTime":529.59,"endTime":531.93,"body":"those efficiencies. But right"},{"speaker":"Matt Wolach","startTime":529.59,"endTime":531.93,"body":"now we need to make sure we're"},{"speaker":"Matt Wolach","startTime":531.93,"endTime":535.14,"body":"doing things that don't scale."},{"speaker":"Matt Wolach","startTime":531.93,"endTime":535.14,"body":"It's a great point. Great. So"},{"speaker":"Matt Wolach","startTime":535.17,"endTime":538.47,"body":"what strategies would you use?"},{"speaker":"Matt Wolach","startTime":535.17,"endTime":538.47,"body":"If now we've got them in there"},{"speaker":"Matt Wolach","startTime":538.47,"endTime":541.56,"body":"using the product? What do you"},{"speaker":"Matt Wolach","startTime":538.47,"endTime":541.56,"body":"think that some of the best"},{"speaker":"Matt Wolach","startTime":541.56,"endTime":544.74,"body":"companies are doing that's"},{"speaker":"Matt Wolach","startTime":541.56,"endTime":544.74,"body":"helping customers stay satisfied"},{"speaker":"Matt Wolach","startTime":544.74,"endTime":545.61,"body":"and stay loyal?"},{"speaker":"Luke Diaz","startTime":545.64,"endTime":548.22,"body":"I appreciate that"},{"speaker":"Luke Diaz","startTime":545.64,"endTime":548.22,"body":"question. I kind of think, like"},{"speaker":"Luke Diaz","startTime":548.22,"endTime":552.72,"body":"if you think of cash, like the"},{"speaker":"Luke Diaz","startTime":548.22,"endTime":552.72,"body":"only unforgivable sin in"},{"speaker":"Luke Diaz","startTime":552.72,"endTime":555.87,"body":"business is running out of cash."},{"speaker":"Luke Diaz","startTime":552.72,"endTime":555.87,"body":"If you think of cash as like the"},{"speaker":"Luke Diaz","startTime":555.87,"endTime":559.26,"body":"lifeblood of a company, or a"},{"speaker":"Luke Diaz","startTime":555.87,"endTime":559.26,"body":"startup, I think of customer"},{"speaker":"Luke Diaz","startTime":559.26,"endTime":564.12,"body":"feedback as like the oxygen, if"},{"speaker":"Luke Diaz","startTime":559.26,"endTime":564.12,"body":"you will. So the theme here is"},{"speaker":"Luke Diaz","startTime":564.12,"endTime":568.08,"body":"making it as easy as possible"},{"speaker":"Luke Diaz","startTime":564.12,"endTime":568.08,"body":"for customers to constantly give"},{"speaker":"Luke Diaz","startTime":568.08,"endTime":571.08,"body":"you feedback because, you know,"},{"speaker":"Luke Diaz","startTime":568.08,"endTime":571.08,"body":"founders might not want to hear"},{"speaker":"Luke Diaz","startTime":571.08,"endTime":573.12,"body":"this. But the the a lot of the"},{"speaker":"Luke Diaz","startTime":571.08,"endTime":573.12,"body":"customers, they don't think"},{"speaker":"Luke Diaz","startTime":573.12,"endTime":575.52,"body":"about the software you're"},{"speaker":"Luke Diaz","startTime":573.12,"endTime":575.52,"body":"building all day, they usually"},{"speaker":"Luke Diaz","startTime":575.52,"endTime":578.31,"body":"use it for a point in time, and"},{"speaker":"Luke Diaz","startTime":575.52,"endTime":578.31,"body":"then they're off to the rest of"},{"speaker":"Luke Diaz","startTime":578.31,"endTime":582.48,"body":"their busy day. So when they're"},{"speaker":"Luke Diaz","startTime":578.31,"endTime":582.48,"body":"engaged. That's why I'm a huge"},{"speaker":"Luke Diaz","startTime":582.48,"endTime":588.0,"body":"fan of in product feedback"},{"speaker":"Luke Diaz","startTime":582.48,"endTime":588.0,"body":"tools, a quick email, even"},{"speaker":"Luke Diaz","startTime":588.0,"endTime":591.03,"body":"texting with your early"},{"speaker":"Luke Diaz","startTime":588.0,"endTime":591.03,"body":"customers just make it super"},{"speaker":"Luke Diaz","startTime":591.03,"endTime":594.81,"body":"easy. Remove all those barriers"},{"speaker":"Luke Diaz","startTime":591.03,"endTime":594.81,"body":"so that that feedback loop that"},{"speaker":"Luke Diaz","startTime":594.81,"endTime":599.04,"body":"oxygen is really is really"},{"speaker":"Luke Diaz","startTime":594.81,"endTime":599.04,"body":"flowing. So that's something"},{"speaker":"Luke Diaz","startTime":599.04,"endTime":602.88,"body":"that I find some time gets in"},{"speaker":"Luke Diaz","startTime":599.04,"endTime":602.88,"body":"the way of faster product"},{"speaker":"Luke Diaz","startTime":602.91,"endTime":605.73,"body":"development, is it there's not"},{"speaker":"Luke Diaz","startTime":602.91,"endTime":605.73,"body":"an easy way to share that"},{"speaker":"Luke Diaz","startTime":605.73,"endTime":610.23,"body":"feedback. It's reserved for QBRs"},{"speaker":"Luke Diaz","startTime":605.73,"endTime":610.23,"body":"or like big meetings, but it"},{"speaker":"Luke Diaz","startTime":610.23,"endTime":613.23,"body":"should be iterative and on the"},{"speaker":"Luke Diaz","startTime":610.23,"endTime":613.23,"body":"fly, if, you know, in the ideal"},{"speaker":"Luke Diaz","startTime":613.23,"endTime":616.47,"body":"sense, another thing that's"},{"speaker":"Luke Diaz","startTime":613.23,"endTime":616.47,"body":"really worked well was creating"},{"speaker":"Luke Diaz","startTime":616.47,"endTime":619.17,"body":"these customer advisory boards,"},{"speaker":"Luke Diaz","startTime":616.47,"endTime":619.17,"body":"or I've also heard them called"},{"speaker":"Luke Diaz","startTime":619.17,"endTime":622.14,"body":"customer advisory councils,"},{"speaker":"Luke Diaz","startTime":619.17,"endTime":622.14,"body":"we're talking five to 10 of your"},{"speaker":"Luke Diaz","startTime":622.14,"endTime":626.01,"body":"customers grabbing dinner once"},{"speaker":"Luke Diaz","startTime":622.14,"endTime":626.01,"body":"or twice a year, all together so"},{"speaker":"Luke Diaz","startTime":626.01,"endTime":629.52,"body":"that they can share their shared"},{"speaker":"Luke Diaz","startTime":626.01,"endTime":629.52,"body":"experiences with your product,"},{"speaker":"Luke Diaz","startTime":629.55,"endTime":632.46,"body":"you treat them like VIPs give"},{"speaker":"Luke Diaz","startTime":629.55,"endTime":632.46,"body":"them that, you know, inside"},{"speaker":"Luke Diaz","startTime":632.46,"endTime":635.4,"body":"baseball roadmap, like, here's"},{"speaker":"Luke Diaz","startTime":632.46,"endTime":635.4,"body":"what the product vision is"},{"speaker":"Luke Diaz","startTime":635.4,"endTime":639.03,"body":"looking like. And it's also a"},{"speaker":"Luke Diaz","startTime":635.4,"endTime":639.03,"body":"great forum for feedback. And so"},{"speaker":"Luke Diaz","startTime":639.03,"endTime":643.92,"body":"knock on wood of the hundreds of"},{"speaker":"Luke Diaz","startTime":639.03,"endTime":643.92,"body":"customers, I've had come through"},{"speaker":"Luke Diaz","startTime":643.92,"endTime":647.1,"body":"a customer advisory board or be"},{"speaker":"Luke Diaz","startTime":643.92,"endTime":647.1,"body":"part of it. None of them have"},{"speaker":"Luke Diaz","startTime":647.1,"endTime":650.76,"body":"ever churned. Because they felt"},{"speaker":"Luke Diaz","startTime":647.1,"endTime":650.76,"body":"like part of the core team, that"},{"speaker":"Luke Diaz","startTime":650.76,"endTime":654.72,"body":"true partnership. And again,"},{"speaker":"Luke Diaz","startTime":650.76,"endTime":654.72,"body":"it's an unscalable thing. It's"},{"speaker":"Luke Diaz","startTime":654.72,"endTime":657.36,"body":"harder to do at scale until you"},{"speaker":"Luke Diaz","startTime":654.72,"endTime":657.36,"body":"get into like event planning and"},{"speaker":"Luke Diaz","startTime":657.36,"endTime":661.11,"body":"conferences. But I think anyone"},{"speaker":"Luke Diaz","startTime":657.36,"endTime":661.11,"body":"can schedule a nice dinner and"},{"speaker":"Luke Diaz","startTime":661.11,"endTime":664.8,"body":"have a debrief with your your"},{"speaker":"Luke Diaz","startTime":661.11,"endTime":664.8,"body":"top roster, I think that can be"},{"speaker":"Luke Diaz","startTime":664.8,"endTime":667.38,"body":"really powerful for relationship"},{"speaker":"Luke Diaz","startTime":664.8,"endTime":667.38,"body":"building as well."},{"speaker":"Matt Wolach","startTime":667.47,"endTime":669.84,"body":"Totally agree, I"},{"speaker":"Matt Wolach","startTime":667.47,"endTime":669.84,"body":"think that is super powerful."},{"speaker":"Matt Wolach","startTime":669.84,"endTime":673.92,"body":"And I've done that more"},{"speaker":"Matt Wolach","startTime":669.84,"endTime":673.92,"body":"informally at conferences, like"},{"speaker":"Matt Wolach","startTime":673.92,"endTime":678.51,"body":"you said, at a conference will"},{"speaker":"Matt Wolach","startTime":673.92,"endTime":678.51,"body":"host a dinner of 5-10 customers."},{"speaker":"Matt Wolach","startTime":678.69,"endTime":681.3,"body":"But you know, outside of that if"},{"speaker":"Matt Wolach","startTime":678.69,"endTime":681.3,"body":"you don't have a conference"},{"speaker":"Matt Wolach","startTime":681.3,"endTime":683.7,"body":"where everybody's coming"},{"speaker":"Matt Wolach","startTime":681.3,"endTime":683.7,"body":"together, figure it out, make it"},{"speaker":"Matt Wolach","startTime":683.7,"endTime":687.12,"body":"happen, because you're right,"},{"speaker":"Matt Wolach","startTime":683.7,"endTime":687.12,"body":"it's been so powerful, having"},{"speaker":"Matt Wolach","startTime":687.12,"endTime":690.06,"body":"those conversations and just"},{"speaker":"Matt Wolach","startTime":687.12,"endTime":690.06,"body":"connecting with them on a"},{"speaker":"Matt Wolach","startTime":690.06,"endTime":693.06,"body":"personal level. So from both the"},{"speaker":"Matt Wolach","startTime":690.06,"endTime":693.06,"body":"business side, the personal"},{"speaker":"Matt Wolach","startTime":693.06,"endTime":696.36,"body":"side, it's, it's amazing what"},{"speaker":"Matt Wolach","startTime":693.06,"endTime":696.36,"body":"you can do just having those"},{"speaker":"Matt Wolach","startTime":696.36,"endTime":699.03,"body":"types of relationships with your"},{"speaker":"Matt Wolach","startTime":696.36,"endTime":699.03,"body":"customers. That's fantastic."},{"speaker":"Luke Diaz","startTime":699.06,"endTime":700.17,"body":"Yeah, it gets me"},{"speaker":"Luke Diaz","startTime":699.06,"endTime":700.17,"body":"fired up."},{"speaker":"Matt Wolach","startTime":700.8,"endTime":704.67,"body":"I can see that."},{"speaker":"Matt Wolach","startTime":700.8,"endTime":704.67,"body":"That's awesome. So now that we"},{"speaker":"Matt Wolach","startTime":704.79,"endTime":707.13,"body":"have talked about how do we make"},{"speaker":"Matt Wolach","startTime":704.79,"endTime":707.13,"body":"sure they adopt, how do we make"},{"speaker":"Matt Wolach","startTime":707.13,"endTime":710.52,"body":"sure that they're, they're"},{"speaker":"Matt Wolach","startTime":707.13,"endTime":710.52,"body":"happy? What What about renewals"},{"speaker":"Matt Wolach","startTime":710.55,"endTime":714.87,"body":"as a lot of companies are on"},{"speaker":"Matt Wolach","startTime":710.55,"endTime":714.87,"body":"annual renewal plans? What steps"},{"speaker":"Matt Wolach","startTime":714.9,"endTime":717.93,"body":"are some of your your best"},{"speaker":"Matt Wolach","startTime":714.9,"endTime":717.93,"body":"customers your best clients"},{"speaker":"Matt Wolach","startTime":717.93,"endTime":720.93,"body":"taking to to improve their"},{"speaker":"Matt Wolach","startTime":717.93,"endTime":720.93,"body":"renewal rates?"},{"speaker":"Luke Diaz","startTime":720.96,"endTime":724.11,"body":"That's, that's a"},{"speaker":"Luke Diaz","startTime":720.96,"endTime":724.11,"body":"great question. There's a lot of"},{"speaker":"Luke Diaz","startTime":724.65,"endTime":727.92,"body":"there's some nuance in in how"},{"speaker":"Luke Diaz","startTime":724.65,"endTime":727.92,"body":"I'm going to answer it, because"},{"speaker":"Luke Diaz","startTime":727.95,"endTime":731.46,"body":"I'll kind of invert the question"},{"speaker":"Luke Diaz","startTime":727.95,"endTime":731.46,"body":"and try and answer it from like,"},{"speaker":"Luke Diaz","startTime":731.46,"endTime":734.46,"body":"what are the main drivers of"},{"speaker":"Luke Diaz","startTime":731.46,"endTime":734.46,"body":"churn. So like, what's the"},{"speaker":"Luke Diaz","startTime":734.46,"endTime":737.46,"body":"headwind working against that"},{"speaker":"Luke Diaz","startTime":734.46,"endTime":737.46,"body":"renewal rate, depending on what"},{"speaker":"Luke Diaz","startTime":737.46,"endTime":741.66,"body":"data you look at, and the"},{"speaker":"Luke Diaz","startTime":737.46,"endTime":741.66,"body":"research I've done 30 to 40% of"},{"speaker":"Luke Diaz","startTime":741.66,"endTime":745.8,"body":"churn can be traced back to a"},{"speaker":"Luke Diaz","startTime":741.66,"endTime":745.8,"body":"failed onboarding. So if you're"},{"speaker":"Luke Diaz","startTime":745.8,"endTime":749.76,"body":"looking for and what I mean by"},{"speaker":"Luke Diaz","startTime":745.8,"endTime":749.76,"body":"that is, if they didn't really,"},{"speaker":"Luke Diaz","startTime":749.79,"endTime":753.0,"body":"if they didn't truly get in the"},{"speaker":"Luke Diaz","startTime":749.79,"endTime":753.0,"body":"workflow and adopt the product"},{"speaker":"Luke Diaz","startTime":753.0,"endTime":757.41,"body":"in a repeatable, habitual way,"},{"speaker":"Luke Diaz","startTime":753.0,"endTime":757.41,"body":"human nature tends to revert to"},{"speaker":"Luke Diaz","startTime":757.41,"endTime":759.72,"body":"the mean, and all of a sudden,"},{"speaker":"Luke Diaz","startTime":757.41,"endTime":759.72,"body":"you're coming up, you know,"},{"speaker":"Luke Diaz","startTime":759.72,"endTime":763.47,"body":"you're six, nine months into"},{"speaker":"Luke Diaz","startTime":759.72,"endTime":763.47,"body":"your first year. And usage is"},{"speaker":"Luke Diaz","startTime":763.5,"endTime":766.44,"body":"lackluster value is lackluster,"},{"speaker":"Luke Diaz","startTime":763.5,"endTime":766.44,"body":"and you're kind of setting the"},{"speaker":"Luke Diaz","startTime":766.44,"endTime":769.77,"body":"stage for a churn risk. So if"},{"speaker":"Luke Diaz","startTime":766.44,"endTime":769.77,"body":"you're looking for a great place"},{"speaker":"Luke Diaz","startTime":769.77,"endTime":776.01,"body":"to start, I like to interrogate"},{"speaker":"Luke Diaz","startTime":769.77,"endTime":776.01,"body":"the onboarding process, the"},{"speaker":"Luke Diaz","startTime":776.01,"endTime":781.02,"body":"rigor and the steps that are"},{"speaker":"Luke Diaz","startTime":776.01,"endTime":781.02,"body":"designed by the company to have"},{"speaker":"Luke Diaz","startTime":781.02,"endTime":785.67,"body":"this new customer go through. So"},{"speaker":"Luke Diaz","startTime":781.02,"endTime":785.67,"body":"that's one that's one kind of"},{"speaker":"Luke Diaz","startTime":785.67,"endTime":787.65,"body":"nugget I like to share with"},{"speaker":"Luke Diaz","startTime":785.67,"endTime":787.65,"body":"founders,"},{"speaker":"Luke Diaz","startTime":787.71,"endTime":791.61,"body":"just because it's such an"},{"speaker":"Luke Diaz","startTime":787.71,"endTime":791.61,"body":"outsized driver of churn, based"},{"speaker":"Luke Diaz","startTime":791.61,"endTime":794.94,"body":"on my research, and the second"},{"speaker":"Luke Diaz","startTime":791.61,"endTime":794.94,"body":"piece that I think of Matt is"},{"speaker":"Luke Diaz","startTime":794.97,"endTime":799.05,"body":"like, customers vote with their"},{"speaker":"Luke Diaz","startTime":794.97,"endTime":799.05,"body":"dollars. So if they do churn,"},{"speaker":"Luke Diaz","startTime":799.86,"endTime":804.36,"body":"the worst thing you can do is"},{"speaker":"Luke Diaz","startTime":799.86,"endTime":804.36,"body":"not learned from that. And it's"},{"speaker":"Luke Diaz","startTime":804.36,"endTime":806.79,"body":"hard, right? Like I've been"},{"speaker":"Luke Diaz","startTime":804.36,"endTime":806.79,"body":"there when a customer cancels,"},{"speaker":"Luke Diaz","startTime":806.79,"endTime":810.84,"body":"like it is heart wrenching. And"},{"speaker":"Luke Diaz","startTime":806.79,"endTime":810.84,"body":"it's a really bad feeling. And"},{"speaker":"Luke Diaz","startTime":810.84,"endTime":814.14,"body":"that bad feeling can sometimes"},{"speaker":"Luke Diaz","startTime":810.84,"endTime":814.14,"body":"lead us to be closed off less"},{"speaker":"Luke Diaz","startTime":814.14,"endTime":817.38,"body":"curious. Try and protect the"},{"speaker":"Luke Diaz","startTime":814.14,"endTime":817.38,"body":"ego, whatever you want to say,"},{"speaker":"Luke Diaz","startTime":817.38,"endTime":823.83,"body":"but it's a great time to listen."},{"speaker":"Luke Diaz","startTime":817.38,"endTime":823.83,"body":"And so if you're in the"},{"speaker":"Luke Diaz","startTime":823.83,"endTime":827.19,"body":"unfortunate scenario, where you"},{"speaker":"Luke Diaz","startTime":823.83,"endTime":827.19,"body":"have lost a customer, having a"},{"speaker":"Luke Diaz","startTime":827.19,"endTime":831.57,"body":"process for how that exit"},{"speaker":"Luke Diaz","startTime":827.19,"endTime":831.57,"body":"interview happens, and the the"},{"speaker":"Luke Diaz","startTime":831.57,"endTime":836.67,"body":"questions that you're asking in"},{"speaker":"Luke Diaz","startTime":831.57,"endTime":836.67,"body":"a in a structured way, will be"},{"speaker":"Luke Diaz","startTime":836.67,"endTime":840.18,"body":"worth their weight in gold, to"},{"speaker":"Luke Diaz","startTime":836.67,"endTime":840.18,"body":"product development teams, as"},{"speaker":"Luke Diaz","startTime":840.18,"endTime":843.93,"body":"your as your company grows, you"},{"speaker":"Luke Diaz","startTime":840.18,"endTime":843.93,"body":"just have this treasure trove of"},{"speaker":"Luke Diaz","startTime":843.93,"endTime":848.04,"body":"learnings, their failures, but"},{"speaker":"Luke Diaz","startTime":843.93,"endTime":848.04,"body":"they're also learnings because,"},{"speaker":"Luke Diaz","startTime":848.28,"endTime":851.73,"body":"hey, we didn't, we didn't renew"},{"speaker":"Luke Diaz","startTime":848.28,"endTime":851.73,"body":"because of XYZ, like you just"},{"speaker":"Luke Diaz","startTime":851.73,"endTime":855.6,"body":"have this arsenal of knowledge"},{"speaker":"Luke Diaz","startTime":851.73,"endTime":855.6,"body":"to inform your go to market"},{"speaker":"Luke Diaz","startTime":855.6,"endTime":860.01,"body":"motion and in your product"},{"speaker":"Luke Diaz","startTime":855.6,"endTime":860.01,"body":"roadmap, frankly. So the lack of"},{"speaker":"Luke Diaz","startTime":860.01,"endTime":864.78,"body":"a churn process or a lack of an"},{"speaker":"Luke Diaz","startTime":860.01,"endTime":864.78,"body":"exit interview process is one of"},{"speaker":"Luke Diaz","startTime":864.78,"endTime":867.45,"body":"the biggest mistakes I see some"},{"speaker":"Luke Diaz","startTime":864.78,"endTime":867.45,"body":"founders make early on."},{"speaker":"Matt Wolach","startTime":868.92,"endTime":873.57,"body":"Yeah, I totally"},{"speaker":"Matt Wolach","startTime":868.92,"endTime":873.57,"body":"agree. It's amazing how many"},{"speaker":"Matt Wolach","startTime":873.57,"endTime":876.93,"body":"companies don't have an exit"},{"speaker":"Matt Wolach","startTime":873.57,"endTime":876.93,"body":"interview process? Because"},{"speaker":"Matt Wolach","startTime":877.14,"endTime":879.51,"body":"you're absolutely right, you can"},{"speaker":"Matt Wolach","startTime":877.14,"endTime":879.51,"body":"learn so much. And in fact, I'm"},{"speaker":"Matt Wolach","startTime":879.51,"endTime":882.87,"body":"a huge advocate of having"},{"speaker":"Matt Wolach","startTime":879.51,"endTime":882.87,"body":"conversations with your"},{"speaker":"Matt Wolach","startTime":882.87,"endTime":886.2,"body":"prospects and customers all"},{"speaker":"Matt Wolach","startTime":882.87,"endTime":886.2,"body":"through the entire customer"},{"speaker":"Matt Wolach","startTime":886.2,"endTime":889.08,"body":"cycle all the way from the very"},{"speaker":"Matt Wolach","startTime":886.2,"endTime":889.08,"body":"beginning, all the way through"},{"speaker":"Matt Wolach","startTime":889.08,"endTime":891.18,"body":"when they're onboarding getting"},{"speaker":"Matt Wolach","startTime":889.08,"endTime":891.18,"body":"started. And as we talked about"},{"speaker":"Matt Wolach","startTime":891.18,"endTime":894.69,"body":"with the with the dinners and"},{"speaker":"Matt Wolach","startTime":891.18,"endTime":894.69,"body":"then at the end, and you can"},{"speaker":"Matt Wolach","startTime":894.69,"endTime":897.99,"body":"just learn so much from those"},{"speaker":"Matt Wolach","startTime":894.69,"endTime":897.99,"body":"conversations and not having"},{"speaker":"Matt Wolach","startTime":897.99,"endTime":901.47,"body":"that exit interview is a killer"},{"speaker":"Matt Wolach","startTime":897.99,"endTime":901.47,"body":"because you're right it does"},{"speaker":"Matt Wolach","startTime":901.47,"endTime":905.58,"body":"advise is on the product it"},{"speaker":"Matt Wolach","startTime":901.47,"endTime":905.58,"body":"advises on how you can work with"},{"speaker":"Matt Wolach","startTime":905.58,"endTime":908.4,"body":"them in the in the go to market"},{"speaker":"Matt Wolach","startTime":905.58,"endTime":908.4,"body":"as well as with them while"},{"speaker":"Matt Wolach","startTime":908.4,"endTime":913.2,"body":"you're having them as a"},{"speaker":"Matt Wolach","startTime":908.4,"endTime":913.2,"body":"customer. And it's just, it's"},{"speaker":"Matt Wolach","startTime":913.2,"endTime":917.91,"body":"super powerful. So that's"},{"speaker":"Matt Wolach","startTime":913.2,"endTime":917.91,"body":"awesome advice for sure. I want"},{"speaker":"Matt Wolach","startTime":917.91,"endTime":922.02,"body":"to I want to switch over to your"},{"speaker":"Matt Wolach","startTime":917.91,"endTime":922.02,"body":"investor brain here, because"},{"speaker":"Matt Wolach","startTime":922.05,"endTime":925.05,"body":"I've got I've got a question"},{"speaker":"Matt Wolach","startTime":922.05,"endTime":925.05,"body":"there and a lot of software"},{"speaker":"Matt Wolach","startTime":925.05,"endTime":927.9,"body":"companies, they're looking for"},{"speaker":"Matt Wolach","startTime":925.05,"endTime":927.9,"body":"funding. But from your"},{"speaker":"Matt Wolach","startTime":927.9,"endTime":931.74,"body":"perspective, what are investors"},{"speaker":"Matt Wolach","startTime":927.9,"endTime":931.74,"body":"like yourself looking for in a"},{"speaker":"Matt Wolach","startTime":931.74,"endTime":934.44,"body":"software company? What looks"},{"speaker":"Matt Wolach","startTime":931.74,"endTime":934.44,"body":"good? And makes you say, Yes,"},{"speaker":"Luke Diaz","startTime":933.24,"endTime":934.98,"body":"That's a great"},{"speaker":"Luke Diaz","startTime":933.24,"endTime":934.98,"body":"question that that I think the"},{"speaker":"Luke Diaz","startTime":934.44,"endTime":934.98,"body":"this is it?"},{"speaker":"Luke Diaz","startTime":934.98,"endTime":937.41,"body":"number one thing that I'm"},{"speaker":"Luke Diaz","startTime":934.98,"endTime":937.41,"body":"looking for when I'm talking to"},{"speaker":"Luke Diaz","startTime":937.41,"endTime":942.81,"body":"a founder is resilience. And"},{"speaker":"Luke Diaz","startTime":937.41,"endTime":942.81,"body":"what I mean by that is, if you"},{"speaker":"Luke Diaz","startTime":942.81,"endTime":947.55,"body":"scratch beneath the surface of"},{"speaker":"Luke Diaz","startTime":942.81,"endTime":947.55,"body":"resilience, there's usually some"},{"speaker":"Luke Diaz","startTime":947.58,"endTime":952.2,"body":"deep emotional need to see their"},{"speaker":"Luke Diaz","startTime":947.58,"endTime":952.2,"body":"vision fulfilled, maybe it's a"},{"speaker":"Luke Diaz","startTime":952.2,"endTime":956.91,"body":"chip on their shoulder, maybe"},{"speaker":"Luke Diaz","startTime":952.2,"endTime":956.91,"body":"it's growing up, kind of hard,"},{"speaker":"Luke Diaz","startTime":956.94,"endTime":959.61,"body":"having a lot of childhood"},{"speaker":"Luke Diaz","startTime":956.94,"endTime":959.61,"body":"struggles and like wanting to"},{"speaker":"Luke Diaz","startTime":959.61,"endTime":963.45,"body":"prove something to the world."},{"speaker":"Luke Diaz","startTime":959.61,"endTime":963.45,"body":"Maybe it's just outright"},{"speaker":"Luke Diaz","startTime":963.54,"endTime":966.27,"body":"frustration and rage with the"},{"speaker":"Luke Diaz","startTime":963.54,"endTime":966.27,"body":"status quo."},{"speaker":"Luke Diaz","startTime":967.53,"endTime":971.25,"body":"Or what Frank Slootman calls"},{"speaker":"Luke Diaz","startTime":967.53,"endTime":971.25,"body":"like a malcontent posture, like"},{"speaker":"Luke Diaz","startTime":971.31,"endTime":975.27,"body":"they're just pissed that the"},{"speaker":"Luke Diaz","startTime":971.31,"endTime":975.27,"body":"world works this way. I look for"},{"speaker":"Luke Diaz","startTime":975.27,"endTime":980.01,"body":"that, like, resilient chip on"},{"speaker":"Luke Diaz","startTime":975.27,"endTime":980.01,"body":"the shoulder. Because that tells"},{"speaker":"Luke Diaz","startTime":980.01,"endTime":982.98,"body":"me that when they do hit"},{"speaker":"Luke Diaz","startTime":980.01,"endTime":982.98,"body":"obstacles or setbacks, or"},{"speaker":"Luke Diaz","startTime":983.25,"endTime":986.91,"body":"something goes sideways, they"},{"speaker":"Luke Diaz","startTime":983.25,"endTime":986.91,"body":"can reach down they have a"},{"speaker":"Luke Diaz","startTime":986.91,"endTime":990.96,"body":"really deep well to draw from,"},{"speaker":"Luke Diaz","startTime":986.91,"endTime":990.96,"body":"to respond to that challenge"},{"speaker":"Luke Diaz","startTime":990.99,"endTime":996.45,"body":"creatively. All in. So that's"},{"speaker":"Luke Diaz","startTime":990.99,"endTime":996.45,"body":"the number one thing I look for."},{"speaker":"Luke Diaz","startTime":998.04,"endTime":1002.57,"body":"The product is really secondary,"},{"speaker":"Luke Diaz","startTime":998.04,"endTime":1002.57,"body":"because I believe in backing"},{"speaker":"Luke Diaz","startTime":1002.57,"endTime":1006.35,"body":"great founders, I find like I"},{"speaker":"Luke Diaz","startTime":1002.57,"endTime":1006.35,"body":"make a decision based on the"},{"speaker":"Luke Diaz","startTime":1006.35,"endTime":1011.15,"body":"founder. And then I rationalize"},{"speaker":"Luke Diaz","startTime":1006.35,"endTime":1011.15,"body":"based on the product, traction"},{"speaker":"Luke Diaz","startTime":1011.15,"endTime":1014.9,"body":"and things that I learned after"},{"speaker":"Luke Diaz","startTime":1011.15,"endTime":1014.9,"body":"that. So double down on invest,"},{"speaker":"Luke Diaz","startTime":1014.93,"endTime":1017.03,"body":"like kind of that founder"},{"speaker":"Luke Diaz","startTime":1014.93,"endTime":1017.03,"body":"psychology, if you will."},{"speaker":"Matt Wolach","startTime":1017.12,"endTime":1019.7,"body":"Yeah, that's great"},{"speaker":"Matt Wolach","startTime":1017.12,"endTime":1019.7,"body":"advice. And I love the chip on"},{"speaker":"Matt Wolach","startTime":1019.7,"endTime":1023.12,"body":"the shoulder thing. I've talked"},{"speaker":"Matt Wolach","startTime":1019.7,"endTime":1023.12,"body":"with lots of investors and"},{"speaker":"Matt Wolach","startTime":1023.12,"endTime":1025.46,"body":"people in funding, and I have"},{"speaker":"Matt Wolach","startTime":1023.12,"endTime":1025.46,"body":"not heard that one yet. But it"},{"speaker":"Matt Wolach","startTime":1025.46,"endTime":1027.8,"body":"makes a whole ton of sense."},{"speaker":"Matt Wolach","startTime":1025.46,"endTime":1027.8,"body":"Because there's so much more"},{"speaker":"Matt Wolach","startTime":1027.8,"endTime":1030.74,"body":"motivation. When you feel like"},{"speaker":"Matt Wolach","startTime":1027.8,"endTime":1030.74,"body":"you've been slighted when you"},{"speaker":"Matt Wolach","startTime":1030.74,"endTime":1034.19,"body":"feel like people have kind of"},{"speaker":"Matt Wolach","startTime":1030.74,"endTime":1034.19,"body":"left you behind. And I'm a big"},{"speaker":"Matt Wolach","startTime":1034.19,"endTime":1037.91,"body":"sports guy. And in football, I"},{"speaker":"Matt Wolach","startTime":1034.19,"endTime":1037.91,"body":"love football players who have"},{"speaker":"Matt Wolach","startTime":1037.91,"endTime":1040.37,"body":"that chip on their shoulder felt"},{"speaker":"Matt Wolach","startTime":1037.91,"endTime":1040.37,"body":"like they were disrespected,"},{"speaker":"Matt Wolach","startTime":1040.37,"endTime":1042.02,"body":"they go out and prove"},{"speaker":"Matt Wolach","startTime":1040.37,"endTime":1042.02,"body":"themselves, they work hard. And"},{"speaker":"Matt Wolach","startTime":1042.02,"endTime":1045.2,"body":"they they make things happen."},{"speaker":"Matt Wolach","startTime":1042.02,"endTime":1045.2,"body":"And so I think the same thing"},{"speaker":"Matt Wolach","startTime":1045.2,"endTime":1048.17,"body":"applies over here in startups."},{"speaker":"Matt Wolach","startTime":1045.2,"endTime":1048.17,"body":"And I think that's, that's,"},{"speaker":"Matt Wolach","startTime":1048.2,"endTime":1051.35,"body":"that's a lot of fun to think"},{"speaker":"Matt Wolach","startTime":1048.2,"endTime":1051.35,"body":"about that way. So what I want"},{"speaker":"Matt Wolach","startTime":1051.35,"endTime":1055.49,"body":"to ask is, what advice would you"},{"speaker":"Matt Wolach","startTime":1051.35,"endTime":1055.49,"body":"have for startups, early stage"},{"speaker":"Matt Wolach","startTime":1055.49,"endTime":1057.59,"body":"companies, they're seeking"},{"speaker":"Matt Wolach","startTime":1055.49,"endTime":1057.59,"body":"investment, they're wanting to"},{"speaker":"Matt Wolach","startTime":1057.59,"endTime":1060.92,"body":"grow? They want to improve their"},{"speaker":"Matt Wolach","startTime":1057.59,"endTime":1060.92,"body":"organization? What advice would"},{"speaker":"Matt Wolach","startTime":1060.92,"endTime":1061.7,"body":"you share with them, Luke?"},{"speaker":"Luke Diaz","startTime":1061.61,"endTime":1064.7,"body":"I would say two"},{"speaker":"Luke Diaz","startTime":1061.61,"endTime":1064.7,"body":"things. Number one, don't be"},{"speaker":"Luke Diaz","startTime":1064.7,"endTime":1068.39,"body":"afraid to try unconventional"},{"speaker":"Luke Diaz","startTime":1064.7,"endTime":1068.39,"body":"methods. I think we've gotten a"},{"speaker":"Luke Diaz","startTime":1068.39,"endTime":1074.36,"body":"little stuck in like, X number"},{"speaker":"Luke Diaz","startTime":1068.39,"endTime":1074.36,"body":"of slides in a deck. And I feel"},{"speaker":"Luke Diaz","startTime":1074.36,"endTime":1077.48,"body":"like there's some constraints"},{"speaker":"Luke Diaz","startTime":1074.36,"endTime":1077.48,"body":"that have evolved. So what I"},{"speaker":"Luke Diaz","startTime":1077.48,"endTime":1081.41,"body":"mean by trying unconventional"},{"speaker":"Luke Diaz","startTime":1077.48,"endTime":1081.41,"body":"methods, my friend Darwish in"},{"speaker":"Luke Diaz","startTime":1081.44,"endTime":1086.75,"body":"2017 raised almost a million"},{"speaker":"Luke Diaz","startTime":1081.44,"endTime":1086.75,"body":"dollars by sending a very well"},{"speaker":"Luke Diaz","startTime":1086.75,"endTime":1093.89,"body":"crafted email to his network, no"},{"speaker":"Luke Diaz","startTime":1086.75,"endTime":1093.89,"body":"pitch deck, just about 800 words"},{"speaker":"Luke Diaz","startTime":1093.89,"endTime":1097.28,"body":"of what they're building and"},{"speaker":"Luke Diaz","startTime":1093.89,"endTime":1097.28,"body":"exactly what they're requesting,"},{"speaker":"Luke Diaz","startTime":1097.76,"endTime":1102.65,"body":"and why they need that money. So"},{"speaker":"Luke Diaz","startTime":1097.76,"endTime":1102.65,"body":"that's unconventional, right?"},{"speaker":"Luke Diaz","startTime":1102.65,"endTime":1108.35,"body":"And, and that's something that I"},{"speaker":"Luke Diaz","startTime":1102.65,"endTime":1108.35,"body":"wish more founders did, and kind"},{"speaker":"Luke Diaz","startTime":1108.35,"endTime":1112.34,"body":"of tried to try new channels."},{"speaker":"Luke Diaz","startTime":1108.35,"endTime":1112.34,"body":"And and just don't be afraid to"},{"speaker":"Luke Diaz","startTime":1112.34,"endTime":1113.18,"body":"put it out there."},{"speaker":"Luke Diaz","startTime":1114.23,"endTime":1117.92,"body":"The second piece of advice that"},{"speaker":"Luke Diaz","startTime":1114.23,"endTime":1117.92,"body":"I found is more broadly"},{"speaker":"Luke Diaz","startTime":1117.92,"endTime":1123.92,"body":"applicable is to think funnel,"},{"speaker":"Luke Diaz","startTime":1117.92,"endTime":1123.92,"body":"not fundraising. And so this"},{"speaker":"Luke Diaz","startTime":1123.92,"endTime":1127.82,"body":"might, you know, your you have"},{"speaker":"Luke Diaz","startTime":1123.92,"endTime":1127.82,"body":"an amazing sales background in"},{"speaker":"Luke Diaz","startTime":1127.82,"endTime":1131.0,"body":"building go to market orgs. And"},{"speaker":"Luke Diaz","startTime":1127.82,"endTime":1131.0,"body":"as a founder, you know, that a"},{"speaker":"Luke Diaz","startTime":1131.0,"endTime":1135.08,"body":"lot of people are gonna say no,"},{"speaker":"Luke Diaz","startTime":1131.0,"endTime":1135.08,"body":"but if you invite them into your"},{"speaker":"Luke Diaz","startTime":1135.11,"endTime":1138.5,"body":"circle, and you can keep them"},{"speaker":"Luke Diaz","startTime":1135.11,"endTime":1138.5,"body":"updated on a monthly or"},{"speaker":"Luke Diaz","startTime":1138.5,"endTime":1143.06,"body":"quarterly basis, I found that a"},{"speaker":"Luke Diaz","startTime":1138.5,"endTime":1143.06,"body":"lot of those checks, even checks"},{"speaker":"Luke Diaz","startTime":1143.06,"endTime":1146.33,"body":"that I've written, I was"},{"speaker":"Luke Diaz","startTime":1143.06,"endTime":1146.33,"body":"initially a no, but then I, you"},{"speaker":"Luke Diaz","startTime":1146.33,"endTime":1149.12,"body":"know, you're you're building a"},{"speaker":"Luke Diaz","startTime":1146.33,"endTime":1149.12,"body":"funnel of fundraising, you're"},{"speaker":"Luke Diaz","startTime":1149.12,"endTime":1152.99,"body":"not just going for a yes and a"},{"speaker":"Luke Diaz","startTime":1149.12,"endTime":1152.99,"body":"check. So thinking funnel over"},{"speaker":"Luke Diaz","startTime":1152.99,"endTime":1156.05,"body":"fundraising, and taking that"},{"speaker":"Luke Diaz","startTime":1152.99,"endTime":1156.05,"body":"longer term approach of like,"},{"speaker":"Luke Diaz","startTime":1156.2,"endTime":1159.41,"body":"Hey, how can I really add value"},{"speaker":"Luke Diaz","startTime":1156.2,"endTime":1159.41,"body":"to these potential investors"},{"speaker":"Luke Diaz","startTime":1159.41,"endTime":1162.14,"body":"over the course of a year, not"},{"speaker":"Luke Diaz","startTime":1159.41,"endTime":1162.14,"body":"just trying to nail it on the"},{"speaker":"Luke Diaz","startTime":1162.14,"endTime":1165.83,"body":"first pitch when there might be"},{"speaker":"Luke Diaz","startTime":1162.14,"endTime":1165.83,"body":"a lot of unknowns? So that's"},{"speaker":"Luke Diaz","startTime":1165.83,"endTime":1169.04,"body":"something that I feel is like a,"},{"speaker":"Luke Diaz","startTime":1165.83,"endTime":1169.04,"body":"an approach that's, it really"},{"speaker":"Luke Diaz","startTime":1169.04,"endTime":1172.7,"body":"works well for me, and could"},{"speaker":"Luke Diaz","startTime":1169.04,"endTime":1172.7,"body":"give founders some leverage, as"},{"speaker":"Luke Diaz","startTime":1172.7,"endTime":1175.82,"body":"they almost think of it as like,"},{"speaker":"Luke Diaz","startTime":1172.7,"endTime":1175.82,"body":"the full funnel marketing and"},{"speaker":"Luke Diaz","startTime":1176.69,"endTime":1179.84,"body":"no, doesn't mean no, you know,"},{"speaker":"Luke Diaz","startTime":1176.69,"endTime":1179.84,"body":"three, six months from now,"},{"speaker":"Luke Diaz","startTime":1179.84,"endTime":1180.59,"body":"things could change."},{"speaker":"Matt Wolach","startTime":1180.65,"endTime":1183.53,"body":"Totally true. And"},{"speaker":"Matt Wolach","startTime":1180.65,"endTime":1183.53,"body":"whether that's with an investor,"},{"speaker":"Matt Wolach","startTime":1183.53,"endTime":1186.98,"body":"whether that's with a prospect"},{"speaker":"Matt Wolach","startTime":1183.53,"endTime":1186.98,"body":"that you're working, I have many"},{"speaker":"Matt Wolach","startTime":1186.98,"endTime":1189.41,"body":"of my clients who have taken my"},{"speaker":"Matt Wolach","startTime":1186.98,"endTime":1189.41,"body":"advice, and I say, Hey, don't"},{"speaker":"Matt Wolach","startTime":1189.41,"endTime":1193.04,"body":"give up until you hear no, and"},{"speaker":"Matt Wolach","startTime":1189.41,"endTime":1193.04,"body":"they are shocked that they get a"},{"speaker":"Matt Wolach","startTime":1193.04,"endTime":1197.03,"body":"deal on like the 21st"},{"speaker":"Matt Wolach","startTime":1193.04,"endTime":1197.03,"body":"touchpoint. And it's crazy how"},{"speaker":"Matt Wolach","startTime":1197.03,"endTime":1200.06,"body":"often that happens. But the same"},{"speaker":"Matt Wolach","startTime":1197.03,"endTime":1200.06,"body":"thing with investing in I've"},{"speaker":"Matt Wolach","startTime":1200.06,"endTime":1203.06,"body":"seen that I've seen that happen"},{"speaker":"Matt Wolach","startTime":1200.06,"endTime":1203.06,"body":"in my startups as well. I think"},{"speaker":"Matt Wolach","startTime":1203.06,"endTime":1205.97,"body":"that that's fantastic advice. In"},{"speaker":"Matt Wolach","startTime":1203.06,"endTime":1205.97,"body":"fact, all of this has been"},{"speaker":"Matt Wolach","startTime":1205.97,"endTime":1209.21,"body":"amazing advice. Luke, I really"},{"speaker":"Matt Wolach","startTime":1205.97,"endTime":1209.21,"body":"appreciate you coming in sharing"},{"speaker":"Matt Wolach","startTime":1209.21,"endTime":1211.58,"body":"your experience sharing your"},{"speaker":"Matt Wolach","startTime":1209.21,"endTime":1211.58,"body":"expertise with us and our"},{"speaker":"Matt Wolach","startTime":1211.58,"endTime":1214.13,"body":"audience. I want to make sure"},{"speaker":"Matt Wolach","startTime":1211.58,"endTime":1214.13,"body":"everybody can learn more about"},{"speaker":"Matt Wolach","startTime":1214.13,"endTime":1216.77,"body":"you and DBT ventures. So what's"},{"speaker":"Matt Wolach","startTime":1214.13,"endTime":1216.77,"body":"the best way for them to do"},{"speaker":"Matt Wolach","startTime":1216.77,"endTime":1217.07,"body":"that?"},{"speaker":"Luke Diaz","startTime":1217.16,"endTime":1221.69,"body":"I'd say most of what"},{"speaker":"Luke Diaz","startTime":1217.16,"endTime":1221.69,"body":"I share is through LinkedIn, or"},{"speaker":"Luke Diaz","startTime":1221.69,"endTime":1226.16,"body":"email. So the best resources,"},{"speaker":"Luke Diaz","startTime":1221.69,"endTime":1226.16,"body":"LinkedIn, so just Luke R Diaz."},{"speaker":"Luke Diaz","startTime":1227.06,"endTime":1230.84,"body":"My email is just"},{"speaker":"Luke Diaz","startTime":1227.06,"endTime":1230.84,"body":"Luke@DBTventures.com. And you"},{"speaker":"Luke Diaz","startTime":1230.84,"endTime":1233.75,"body":"can find a lot of founder tools,"},{"speaker":"Luke Diaz","startTime":1230.84,"endTime":1233.75,"body":"book summaries, all sorts of"},{"speaker":"Luke Diaz","startTime":1233.75,"endTime":1236.99,"body":"learning and engagement material"},{"speaker":"Luke Diaz","startTime":1233.75,"endTime":1236.99,"body":"at DBTventures.com."},{"speaker":"Matt Wolach","startTime":1237.47,"endTime":1239.96,"body":"Love it. We'll post"},{"speaker":"Matt Wolach","startTime":1237.47,"endTime":1239.96,"body":"all that into the description."},{"speaker":"Matt Wolach","startTime":1239.96,"endTime":1242.51,"body":"So if you're listening and go"},{"speaker":"Matt Wolach","startTime":1239.96,"endTime":1242.51,"body":"grab that right now go check it"},{"speaker":"Matt Wolach","startTime":1242.51,"endTime":1245.99,"body":"out. He is Luke Diaz, DBT"},{"speaker":"Matt Wolach","startTime":1242.51,"endTime":1245.99,"body":"ventures.com. Luke, thanks so"},{"speaker":"Matt Wolach","startTime":1245.99,"endTime":1247.1,"body":"much for coming on the show."},{"speaker":"Luke Diaz","startTime":1247.16,"endTime":1248.69,"body":"Love the work you're"},{"speaker":"Luke Diaz","startTime":1247.16,"endTime":1248.69,"body":"doing, Matt. Thanks for having"},{"speaker":"Luke Diaz","startTime":1248.69,"endTime":1248.87,"body":"me."},{"speaker":"Matt Wolach","startTime":1248.87,"endTime":1250.58,"body":"You're welcome. And"},{"speaker":"Matt Wolach","startTime":1248.87,"endTime":1250.58,"body":"thank you and everybody out"},{"speaker":"Matt Wolach","startTime":1250.58,"endTime":1252.29,"body":"there. Thanks for being here."},{"speaker":"Matt Wolach","startTime":1250.58,"endTime":1252.29,"body":"Once again, make sure you're"},{"speaker":"Matt Wolach","startTime":1252.29,"endTime":1254.99,"body":"subscribed to the channel. You"},{"speaker":"Matt Wolach","startTime":1252.29,"endTime":1254.99,"body":"do not want to miss any of the"},{"speaker":"Matt Wolach","startTime":1254.99,"endTime":1258.14,"body":"upcoming guests. We have amazing"},{"speaker":"Matt Wolach","startTime":1254.99,"endTime":1258.14,"body":"people like Luke sharing their"},{"speaker":"Matt Wolach","startTime":1258.14,"endTime":1260.99,"body":"story and their experience with"},{"speaker":"Matt Wolach","startTime":1258.14,"endTime":1260.99,"body":"you so you can scale your sass."},{"speaker":"Matt Wolach","startTime":1261.11,"endTime":1263.24,"body":"Thanks very much for being here"},{"speaker":"Matt Wolach","startTime":1261.11,"endTime":1263.24,"body":"and we will see you next time."},{"speaker":"Matt Wolach","startTime":1263.24,"endTime":1263.78,"body":"Take care."},{"speaker":"Intro/ Outro","startTime":1266.0,"endTime":1268.55,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1266.0,"endTime":1268.55,"body":"listening to Scale Your SaaS."},{"speaker":"Intro/ Outro","startTime":1268.61,"endTime":1272.21,"body":"For more help on finding great"},{"speaker":"Intro/ Outro","startTime":1268.61,"endTime":1272.21,"body":"leads and closing more deals. Go"},{"speaker":"Intro/ Outro","startTime":1272.21,"endTime":1273.53,"body":"to Mattwolach.com"}]}