{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.62,"endTime":12.54,"body":"Running a software"},{"speaker":"Matt Wolach","startTime":10.62,"endTime":12.54,"body":"company. There's so many"},{"speaker":"Matt Wolach","startTime":12.54,"endTime":14.88,"body":"different things that can be"},{"speaker":"Matt Wolach","startTime":12.54,"endTime":14.88,"body":"thrown at you in so many"},{"speaker":"Matt Wolach","startTime":14.88,"endTime":16.95,"body":"different challenges. You have"},{"speaker":"Matt Wolach","startTime":14.88,"endTime":16.95,"body":"to face hurdles you have to"},{"speaker":"Matt Wolach","startTime":16.95,"endTime":19.89,"body":"overcome. It's so frustrating"},{"speaker":"Matt Wolach","startTime":16.95,"endTime":19.89,"body":"sometimes. And a lot of times we"},{"speaker":"Matt Wolach","startTime":19.89,"endTime":23.1,"body":"don't know how to get over some"},{"speaker":"Matt Wolach","startTime":19.89,"endTime":23.1,"body":"of those hurdles or how to face"},{"speaker":"Matt Wolach","startTime":23.1,"endTime":26.52,"body":"those challenges and what to do."},{"speaker":"Matt Wolach","startTime":23.1,"endTime":26.52,"body":"Well, Luca, he's the CEO of"},{"speaker":"Matt Wolach","startTime":26.55,"endTime":29.01,"body":"Jurny. And he started this thing"},{"speaker":"Matt Wolach","startTime":26.55,"endTime":29.01,"body":"and they had some definite"},{"speaker":"Matt Wolach","startTime":29.01,"endTime":32.19,"body":"challenges early and he shares"},{"speaker":"Matt Wolach","startTime":29.01,"endTime":32.19,"body":"exactly what they went through"},{"speaker":"Matt Wolach","startTime":32.31,"endTime":35.4,"body":"and how they overcame it. I"},{"speaker":"Matt Wolach","startTime":32.31,"endTime":35.4,"body":"think a lot of this is going to"},{"speaker":"Matt Wolach","startTime":35.4,"endTime":38.73,"body":"apply to many of you out there."},{"speaker":"Matt Wolach","startTime":35.4,"endTime":38.73,"body":"So if you're facing some of"},{"speaker":"Matt Wolach","startTime":38.73,"endTime":42.63,"body":"these same startup challenges"},{"speaker":"Matt Wolach","startTime":38.73,"endTime":42.63,"body":"that everybody's facing, Luca"},{"speaker":"Matt Wolach","startTime":42.63,"endTime":46.41,"body":"walks you through exactly what"},{"speaker":"Matt Wolach","startTime":42.63,"endTime":46.41,"body":"they did to gain success. So"},{"speaker":"Matt Wolach","startTime":46.41,"endTime":47.16,"body":"check this out."},{"speaker":"Intro/ Outro","startTime":48.12,"endTime":51.36,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":48.12,"endTime":51.36,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":51.36,"endTime":54.48,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":51.36,"endTime":54.48,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":54.48,"endTime":58.41,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":54.48,"endTime":58.41,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":58.41,"endTime":63.3,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":58.41,"endTime":63.3,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":63.33,"endTime":63.78,"body":"Wolach."},{"speaker":"Matt Wolach","startTime":64.379,"endTime":66.749,"body":"Hello, and welcome"},{"speaker":"Matt Wolach","startTime":64.379,"endTime":66.749,"body":"to Scale Your SaaS. Thank you"},{"speaker":"Matt Wolach","startTime":66.749,"endTime":70.169,"body":"very much for joining us. I am"},{"speaker":"Matt Wolach","startTime":66.749,"endTime":70.169,"body":"Matt, I am your host and I am"},{"speaker":"Matt Wolach","startTime":70.169,"endTime":72.929,"body":"delighted that you are here. By"},{"speaker":"Matt Wolach","startTime":70.169,"endTime":72.929,"body":"the way, if this is your first"},{"speaker":"Matt Wolach","startTime":72.929,"endTime":76.409,"body":"time here, what we do is we help"},{"speaker":"Matt Wolach","startTime":72.929,"endTime":76.409,"body":"you understand how to do exactly"},{"speaker":"Matt Wolach","startTime":76.409,"endTime":79.829,"body":"that how to scale yourself"},{"speaker":"Matt Wolach","startTime":76.409,"endTime":79.829,"body":"through great lead generation"},{"speaker":"Matt Wolach","startTime":79.859,"endTime":83.729,"body":"awesome ways of closing deals,"},{"speaker":"Matt Wolach","startTime":79.859,"endTime":83.729,"body":"and incredible opportunities to"},{"speaker":"Matt Wolach","startTime":83.729,"endTime":86.759,"body":"scale your team. If you want any"},{"speaker":"Matt Wolach","startTime":83.729,"endTime":86.759,"body":"of those things, definitely hit"},{"speaker":"Matt Wolach","startTime":86.759,"endTime":89.489,"body":"the subscribe button right now"},{"speaker":"Matt Wolach","startTime":86.759,"endTime":89.489,"body":"that way you'll be notified of"},{"speaker":"Matt Wolach","startTime":89.489,"endTime":93.269,"body":"any new episodes and you'll be"},{"speaker":"Matt Wolach","startTime":89.489,"endTime":93.269,"body":"able to level up with us and one"},{"speaker":"Matt Wolach","startTime":93.269,"endTime":95.939,"body":"of the amazing guests that we"},{"speaker":"Matt Wolach","startTime":93.269,"endTime":95.939,"body":"have for you today are the"},{"speaker":"Matt Wolach","startTime":95.939,"endTime":98.819,"body":"amazing guests that's going to"},{"speaker":"Matt Wolach","startTime":95.939,"endTime":98.819,"body":"be one of them along our entire"},{"speaker":"Matt Wolach","startTime":98.819,"endTime":102.509,"body":"season is Luca Zambello, Luca is"},{"speaker":"Matt Wolach","startTime":98.819,"endTime":102.509,"body":"with me and this guy is a"},{"speaker":"Matt Wolach","startTime":102.509,"endTime":104.579,"body":"rockstar, Luca, how're you doing"},{"speaker":"Matt Wolach","startTime":102.509,"endTime":104.579,"body":"today?"},{"speaker":"Luca Zambello","startTime":105.06,"endTime":106.8,"body":"I'm great. Thank"},{"speaker":"Luca Zambello","startTime":105.06,"endTime":106.8,"body":"you for having me."},{"speaker":"Matt Wolach","startTime":108.0,"endTime":109.83,"body":"Absolutely, thank"},{"speaker":"Matt Wolach","startTime":108.0,"endTime":109.83,"body":"you for being here. Let me make"},{"speaker":"Matt Wolach","startTime":109.83,"endTime":113.04,"body":"sure everybody knows who you are"},{"speaker":"Matt Wolach","startTime":109.83,"endTime":113.04,"body":"Luca. So Luca, he's the CEO and"},{"speaker":"Matt Wolach","startTime":113.04,"endTime":116.28,"body":"co founder of Jurny and as a"},{"speaker":"Matt Wolach","startTime":113.04,"endTime":116.28,"body":"leader in the SaaS space,"},{"speaker":"Matt Wolach","startTime":116.28,"endTime":120.3,"body":"particularly in transforming the"},{"speaker":"Matt Wolach","startTime":116.28,"endTime":120.3,"body":"hospitality industry through AI."},{"speaker":"Matt Wolach","startTime":120.45,"endTime":123.6,"body":"Luca has been featured in"},{"speaker":"Matt Wolach","startTime":120.45,"endTime":123.6,"body":"Forbes, entrepreneur, Bloomberg"},{"speaker":"Matt Wolach","startTime":123.69,"endTime":127.05,"body":"and other major industry"},{"speaker":"Matt Wolach","startTime":123.69,"endTime":127.05,"body":"publications journey. This thing"},{"speaker":"Matt Wolach","startTime":127.05,"endTime":129.63,"body":"is a cutting edge technology"},{"speaker":"Matt Wolach","startTime":127.05,"endTime":129.63,"body":"company dedicated to"},{"speaker":"Matt Wolach","startTime":129.63,"endTime":133.11,"body":"revolutionising the hospitality"},{"speaker":"Matt Wolach","startTime":129.63,"endTime":133.11,"body":"industry. By making AI"},{"speaker":"Matt Wolach","startTime":133.26,"endTime":137.34,"body":"automation and other complex"},{"speaker":"Matt Wolach","startTime":133.26,"endTime":137.34,"body":"technologies easily accessible"},{"speaker":"Matt Wolach","startTime":137.34,"endTime":140.25,"body":"and manageable. This company"},{"speaker":"Matt Wolach","startTime":137.34,"endTime":140.25,"body":"journey, it was born out of the"},{"speaker":"Matt Wolach","startTime":140.25,"endTime":142.95,"body":"desire to create a powerful,"},{"speaker":"Matt Wolach","startTime":140.25,"endTime":142.95,"body":"easy to use tool that would"},{"speaker":"Matt Wolach","startTime":142.95,"endTime":146.49,"body":"address the challenges faced by"},{"speaker":"Matt Wolach","startTime":142.95,"endTime":146.49,"body":"hospitality businesses from"},{"speaker":"Matt Wolach","startTime":146.49,"endTime":150.39,"body":"small single Airbnb management"},{"speaker":"Matt Wolach","startTime":146.49,"endTime":150.39,"body":"companies, boutique hotels, to"},{"speaker":"Matt Wolach","startTime":150.39,"endTime":154.02,"body":"large scale vacation rental"},{"speaker":"Matt Wolach","startTime":150.39,"endTime":154.02,"body":"companies. So when it comes to"},{"speaker":"Matt Wolach","startTime":154.02,"endTime":156.93,"body":"tech, when it comes to growing a"},{"speaker":"Matt Wolach","startTime":154.02,"endTime":156.93,"body":"company and how to help,"},{"speaker":"Matt Wolach","startTime":156.93,"endTime":160.41,"body":"especially his industry, the"},{"speaker":"Matt Wolach","startTime":156.93,"endTime":160.41,"body":"hospitality industry, Luca knows"},{"speaker":"Matt Wolach","startTime":160.41,"endTime":162.84,"body":"his stuff. And I'm delighted"},{"speaker":"Matt Wolach","startTime":160.41,"endTime":162.84,"body":"that he's here. So Luca, thank"},{"speaker":"Matt Wolach","startTime":162.84,"endTime":164.37,"body":"you so much for coming on the"},{"speaker":"Matt Wolach","startTime":162.84,"endTime":164.37,"body":"show."},{"speaker":"Luca Zambello","startTime":164.76,"endTime":166.68,"body":"Yeah, thank you"},{"speaker":"Luca Zambello","startTime":164.76,"endTime":166.68,"body":"for having me. And thanks for"},{"speaker":"Luca Zambello","startTime":166.68,"endTime":167.52,"body":"the great intro."},{"speaker":"Matt Wolach","startTime":168.48,"endTime":170.16,"body":"Yeah, you're"},{"speaker":"Matt Wolach","startTime":168.48,"endTime":170.16,"body":"welcome. It's awesome to be able"},{"speaker":"Matt Wolach","startTime":170.16,"endTime":173.19,"body":"to talk to you so. So tell me,"},{"speaker":"Matt Wolach","startTime":170.16,"endTime":173.19,"body":"what have you been up to lately?"},{"speaker":"Matt Wolach","startTime":173.19,"endTime":174.51,"body":"And what's coming up for you?"},{"speaker":"Luca Zambello","startTime":175.77,"endTime":179.88,"body":"Yeah. A lot. I"},{"speaker":"Luca Zambello","startTime":175.77,"endTime":179.88,"body":"think like whenever you have a"},{"speaker":"Luca Zambello","startTime":179.88,"endTime":182.88,"body":"start up, there's like so many"},{"speaker":"Luca Zambello","startTime":179.88,"endTime":182.88,"body":"things to do. Like, you always"},{"speaker":"Luca Zambello","startTime":182.88,"endTime":185.76,"body":"have those goals that you want"},{"speaker":"Luca Zambello","startTime":182.88,"endTime":185.76,"body":"to achieve. But then there's"},{"speaker":"Luca Zambello","startTime":185.79,"endTime":190.5,"body":"always new targets and new"},{"speaker":"Luca Zambello","startTime":185.79,"endTime":190.5,"body":"things that you have to do. The"},{"speaker":"Luca Zambello","startTime":190.5,"endTime":197.25,"body":"grind never stops. In my head,"},{"speaker":"Luca Zambello","startTime":190.5,"endTime":197.25,"body":"and maybe many other"},{"speaker":"Luca Zambello","startTime":197.64,"endTime":200.52,"body":"entrepreneurs that you think you"},{"speaker":"Luca Zambello","startTime":197.64,"endTime":200.52,"body":"have a you're going to arrive to"},{"speaker":"Luca Zambello","startTime":200.52,"endTime":205.5,"body":"a stage in, which is like little"},{"speaker":"Luca Zambello","startTime":200.52,"endTime":205.5,"body":"less of a grind. But I don't"},{"speaker":"Luca Zambello","startTime":205.5,"endTime":210.42,"body":"know as it happened to me yet."},{"speaker":"Luca Zambello","startTime":205.5,"endTime":210.42,"body":"So I'm curious to see if I ever"},{"speaker":"Luca Zambello","startTime":210.42,"endTime":213.9,"body":"get to that point. And I have a"},{"speaker":"Luca Zambello","startTime":210.42,"endTime":213.9,"body":"feeling they want."},{"speaker":"Matt Wolach","startTime":216.48,"endTime":218.73,"body":"It's funny, the"},{"speaker":"Matt Wolach","startTime":216.48,"endTime":218.73,"body":"journey and one of the things"},{"speaker":"Matt Wolach","startTime":218.73,"endTime":222.48,"body":"that I always laugh about with"},{"speaker":"Matt Wolach","startTime":218.73,"endTime":222.48,"body":"my startups is every day it's"},{"speaker":"Matt Wolach","startTime":222.48,"endTime":225.39,"body":"such a roller coaster, and"},{"speaker":"Matt Wolach","startTime":222.48,"endTime":225.39,"body":"something good happens and you"},{"speaker":"Matt Wolach","startTime":225.39,"endTime":228.57,"body":"think, Oh, we're gonna be super"},{"speaker":"Matt Wolach","startTime":225.39,"endTime":228.57,"body":"rich, and then something bad"},{"speaker":"Matt Wolach","startTime":228.57,"endTime":231.12,"body":"happens. You're like, let's shut"},{"speaker":"Matt Wolach","startTime":228.57,"endTime":231.12,"body":"it down. It is not going to"},{"speaker":"Matt Wolach","startTime":231.12,"endTime":235.17,"body":"work. And it's just such a"},{"speaker":"Matt Wolach","startTime":231.12,"endTime":235.17,"body":"switch of mindset. It's crazy,"},{"speaker":"Luca Zambello","startTime":235.0,"endTime":239.2,"body":"1,000% That's"},{"speaker":"Luca Zambello","startTime":235.0,"endTime":239.2,"body":"actually my wife says says that,"},{"speaker":"Luca Zambello","startTime":235.17,"endTime":235.68,"body":"isn't it?"},{"speaker":"Luca Zambello","startTime":239.2,"endTime":242.68,"body":"like, feels like one day we're"},{"speaker":"Luca Zambello","startTime":239.2,"endTime":242.68,"body":"gonna be billionaires and now"},{"speaker":"Luca Zambello","startTime":242.68,"endTime":244.06,"body":"today we're gonna be almost"},{"speaker":"Luca Zambello","startTime":242.68,"endTime":244.06,"body":"billionaries."},{"speaker":"Matt Wolach","startTime":247.54,"endTime":250.42,"body":"exactly, but that's"},{"speaker":"Matt Wolach","startTime":247.54,"endTime":250.42,"body":"part of the fun."},{"speaker":"Luca Zambello","startTime":250.45,"endTime":252.13,"body":"It's  gonna"},{"speaker":"Luca Zambello","startTime":250.45,"endTime":252.13,"body":"happen within the same day,"},{"speaker":"Luca Zambello","startTime":252.16,"endTime":254.35,"body":"dude. Like that's the that's the"},{"speaker":"Luca Zambello","startTime":252.16,"endTime":254.35,"body":"funny thing."},{"speaker":"Matt Wolach","startTime":255.61,"endTime":258.46,"body":"So true, so true."},{"speaker":"Matt Wolach","startTime":255.61,"endTime":258.46,"body":"But so I want to ask you what"},{"speaker":"Matt Wolach","startTime":258.46,"endTime":260.2,"body":"inspired you to start Jurny?"},{"speaker":"Lead Feeder","startTime":261.44,"endTime":266.18,"body":"We'll be right"},{"speaker":"Lead Feeder","startTime":261.44,"endTime":266.18,"body":"back. Game Changer in lead"},{"speaker":"Lead Feeder","startTime":266.18,"endTime":268.85,"body":"generation lead feeder. One"},{"speaker":"Lead Feeder","startTime":266.18,"endTime":268.85,"body":"thing that's super frustrating"},{"speaker":"Lead Feeder","startTime":268.85,"endTime":271.43,"body":"when I work with clients is"},{"speaker":"Lead Feeder","startTime":268.85,"endTime":271.43,"body":"driving traffic to their"},{"speaker":"Lead Feeder","startTime":271.43,"endTime":274.22,"body":"website, but then not knowing"},{"speaker":"Lead Feeder","startTime":271.43,"endTime":274.22,"body":"who those visitors are. You"},{"speaker":"Lead Feeder","startTime":274.22,"endTime":276.71,"body":"can't tell who these companies"},{"speaker":"Lead Feeder","startTime":274.22,"endTime":276.71,"body":"are. But guess what, there is a"},{"speaker":"Lead Feeder","startTime":276.71,"endTime":280.58,"body":"tool and it's changing the game"},{"speaker":"Lead Feeder","startTime":276.71,"endTime":280.58,"body":"and supercharging your lead gen."},{"speaker":"Lead Feeder","startTime":280.58,"endTime":283.13,"body":"It's called Lead feeder. Now"},{"speaker":"Lead Feeder","startTime":280.58,"endTime":283.13,"body":"imagine having the power to"},{"speaker":"Lead Feeder","startTime":283.13,"endTime":286.7,"body":"identify companies visiting your"},{"speaker":"Lead Feeder","startTime":283.13,"endTime":286.7,"body":"website, track their behavior in"},{"speaker":"Lead Feeder","startTime":286.7,"endTime":290.18,"body":"real time and seamlessly"},{"speaker":"Lead Feeder","startTime":286.7,"endTime":290.18,"body":"integrated all with your CRM"},{"speaker":"Lead Feeder","startTime":290.21,"endTime":293.36,"body":"leaders, not just a tool. This"},{"speaker":"Lead Feeder","startTime":290.21,"endTime":293.36,"body":"thing is your secret weapon for"},{"speaker":"Lead Feeder","startTime":293.36,"endTime":296.18,"body":"efficient and targeted lead"},{"speaker":"Lead Feeder","startTime":293.36,"endTime":296.18,"body":"engagement and what sets lead"},{"speaker":"Lead Feeder","startTime":296.18,"endTime":299.24,"body":"feeder apart. It's the ability"},{"speaker":"Lead Feeder","startTime":296.18,"endTime":299.24,"body":"to provide detailed insights"},{"speaker":"Lead Feeder","startTime":299.24,"endTime":301.52,"body":"into visitor bids. If you're"},{"speaker":"Lead Feeder","startTime":299.24,"endTime":301.52,"body":"helping your sales team"},{"speaker":"Lead Feeder","startTime":301.52,"endTime":305.0,"body":"prioritize efforts and close"},{"speaker":"Lead Feeder","startTime":301.52,"endTime":305.0,"body":"deals faster since got"},{"speaker":"Lead Feeder","startTime":305.0,"endTime":308.84,"body":"customizable notifications, lead"},{"speaker":"Lead Feeder","startTime":305.0,"endTime":308.84,"body":"scoring GDPR compliance, it's"},{"speaker":"Lead Feeder","startTime":308.84,"endTime":311.3,"body":"loaded lead feeder is really"},{"speaker":"Lead Feeder","startTime":308.84,"endTime":311.3,"body":"changing the game. If you're"},{"speaker":"Lead Feeder","startTime":311.3,"endTime":314.36,"body":"ready to revolutionize your"},{"speaker":"Lead Feeder","startTime":311.3,"endTime":314.36,"body":"approach to leads and deals head"},{"speaker":"Lead Feeder","startTime":314.36,"endTime":317.42,"body":"over to lead feeder.com for your"},{"speaker":"Lead Feeder","startTime":314.36,"endTime":317.42,"body":"free demo today, that's"},{"speaker":"Lead Feeder","startTime":317.45,"endTime":324.65,"body":"LEADFEEDER.com. Don't miss out"},{"speaker":"Lead Feeder","startTime":317.45,"endTime":324.65,"body":"on the future of successful lead"},{"speaker":"Lead Feeder","startTime":324.68,"endTime":326.18,"body":"generation with lead feeder."},{"speaker":"Matt Wolach","startTime":331.73,"endTime":332.96,"body":"And we're back"},{"speaker":"Luca Zambello","startTime":333.14,"endTime":336.8,"body":"i Well, let me"},{"speaker":"Luca Zambello","startTime":333.14,"endTime":336.8,"body":"give you a little bit of"},{"speaker":"Luca Zambello","startTime":336.8,"endTime":340.61,"body":"background about myself like so."},{"speaker":"Luca Zambello","startTime":336.8,"endTime":340.61,"body":"I'm originally born and raised"},{"speaker":"Luca Zambello","startTime":340.61,"endTime":348.2,"body":"in Italy, I moved to LA almost"},{"speaker":"Luca Zambello","startTime":340.61,"endTime":348.2,"body":"15 years ago now. And I didn't"},{"speaker":"Luca Zambello","startTime":348.2,"endTime":351.44,"body":"move from there. Basically. I"},{"speaker":"Luca Zambello","startTime":348.2,"endTime":351.44,"body":"arrived there and I stayed"},{"speaker":"Luca Zambello","startTime":351.44,"endTime":356.06,"body":"there. Really the reason for me"},{"speaker":"Luca Zambello","startTime":351.44,"endTime":356.06,"body":"going there was because I wanted"},{"speaker":"Luca Zambello","startTime":356.06,"endTime":358.64,"body":"to become an entrepreneur. I"},{"speaker":"Luca Zambello","startTime":356.06,"endTime":358.64,"body":"went there to study but but I"},{"speaker":"Luca Zambello","startTime":358.64,"endTime":363.77,"body":"was always attracted by the tech"},{"speaker":"Luca Zambello","startTime":358.64,"endTime":363.77,"body":"space and how sometimes young"},{"speaker":"Luca Zambello","startTime":363.77,"endTime":367.73,"body":"kids with great ideas got"},{"speaker":"Luca Zambello","startTime":363.77,"endTime":367.73,"body":"massive funding, and they were"},{"speaker":"Luca Zambello","startTime":367.73,"endTime":373.76,"body":"able to build amazing disruptive"},{"speaker":"Luca Zambello","startTime":367.73,"endTime":373.76,"body":"technologies and businesses. And"},{"speaker":"Luca Zambello","startTime":373.76,"endTime":378.23,"body":"so that's that's really what I"},{"speaker":"Luca Zambello","startTime":373.76,"endTime":378.23,"body":"wanted to to chase. I didn't"},{"speaker":"Luca Zambello","startTime":378.23,"endTime":381.05,"body":"start really in the tech space,"},{"speaker":"Luca Zambello","startTime":378.23,"endTime":381.05,"body":"but I always had an eye for"},{"speaker":"Luca Zambello","startTime":381.05,"endTime":387.29,"body":"that. I stumble into the short"},{"speaker":"Luca Zambello","startTime":381.05,"endTime":387.29,"body":"term rental industry Airbnb"},{"speaker":"Luca Zambello","startTime":387.29,"endTime":391.43,"body":"industry very, very early on"},{"speaker":"Luca Zambello","startTime":387.29,"endTime":391.43,"body":"Airbnb wasn't really yeah to"},{"speaker":"Luca Zambello","startTime":391.43,"endTime":396.14,"body":"thing. My first business was"},{"speaker":"Luca Zambello","startTime":391.43,"endTime":396.14,"body":"literally I built a landing page"},{"speaker":"Luca Zambello","startTime":396.14,"endTime":400.76,"body":"for luxury villas for for short"},{"speaker":"Luca Zambello","startTime":396.14,"endTime":400.76,"body":"term rentals, or to rent for"},{"speaker":"Luca Zambello","startTime":402.89,"endTime":408.56,"body":"vacation rentals, production"},{"speaker":"Luca Zambello","startTime":402.89,"endTime":408.56,"body":"companies, and end events. And"},{"speaker":"Luca Zambello","startTime":408.56,"endTime":410.96,"body":"the reason why I did that is"},{"speaker":"Luca Zambello","startTime":408.56,"endTime":410.96,"body":"because I stumbled into an"},{"speaker":"Luca Zambello","startTime":410.96,"endTime":415.28,"body":"opportunity in which I realized"},{"speaker":"Luca Zambello","startTime":410.96,"endTime":415.28,"body":"that short term rental was done"},{"speaker":"Luca Zambello","startTime":415.28,"endTime":420.2,"body":"through brokers before in the"},{"speaker":"Luca Zambello","startTime":415.28,"endTime":420.2,"body":"luxury space. And and I said,"},{"speaker":"Luca Zambello","startTime":420.5,"endTime":424.55,"body":"and I was myself looking for"},{"speaker":"Luca Zambello","startTime":420.5,"endTime":424.55,"body":"someone else for luxury villas"},{"speaker":"Luca Zambello","startTime":424.55,"endTime":427.13,"body":"to rent online, I couldn't find"},{"speaker":"Luca Zambello","startTime":424.55,"endTime":427.13,"body":"anything. I'm like, this is a"},{"speaker":"Luca Zambello","startTime":427.13,"endTime":430.88,"body":"great opportunity. Let me let me"},{"speaker":"Luca Zambello","startTime":427.13,"endTime":430.88,"body":"try to build a small database"},{"speaker":"Luca Zambello","startTime":430.88,"endTime":433.43,"body":"and launch a landing page and"},{"speaker":"Luca Zambello","startTime":430.88,"endTime":433.43,"body":"see what happens and pay for"},{"speaker":"Luca Zambello","startTime":433.43,"endTime":436.85,"body":"some ads. And that landing page"},{"speaker":"Luca Zambello","startTime":433.43,"endTime":436.85,"body":"did $1.2 million in revenue in"},{"speaker":"Luca Zambello","startTime":436.85,"endTime":440.87,"body":"year one. Wow, very short with"},{"speaker":"Luca Zambello","startTime":436.85,"endTime":440.87,"body":"business because it literally"},{"speaker":"Luca Zambello","startTime":440.87,"endTime":446.42,"body":"lasted like 50 months. And then"},{"speaker":"Luca Zambello","startTime":440.87,"endTime":446.42,"body":"it became from very profitable"},{"speaker":"Luca Zambello","startTime":446.42,"endTime":451.28,"body":"to unprofitable to run to run"},{"speaker":"Luca Zambello","startTime":446.42,"endTime":451.28,"body":"ads, because everyone jumped on"},{"speaker":"Luca Zambello","startTime":451.28,"endTime":455.33,"body":"the market and market exploded,"},{"speaker":"Luca Zambello","startTime":451.28,"endTime":455.33,"body":"Airbnb became huge VRBO"},{"speaker":"Luca Zambello","startTime":455.42,"endTime":459.08,"body":"aesthetics are skyrocketing."},{"speaker":"Luca Zambello","startTime":455.42,"endTime":459.08,"body":"Owners are becoming smarter and"},{"speaker":"Luca Zambello","startTime":459.08,"endTime":463.19,"body":"listing the properties online."},{"speaker":"Luca Zambello","startTime":459.08,"endTime":463.19,"body":"Then you had like competence and"},{"speaker":"Luca Zambello","startTime":463.19,"endTime":466.67,"body":"luxury retreats and onefinestay"},{"speaker":"Luca Zambello","startTime":463.19,"endTime":466.67,"body":"come into play. Like everything"},{"speaker":"Luca Zambello","startTime":466.67,"endTime":470.93,"body":"literally within like 24 months,"},{"speaker":"Luca Zambello","startTime":466.67,"endTime":470.93,"body":"like the market environment,"},{"speaker":"Luca Zambello","startTime":471.17,"endTime":476.21,"body":"completely change, which showed"},{"speaker":"Luca Zambello","startTime":471.17,"endTime":476.21,"body":"me that the market in us is very"},{"speaker":"Luca Zambello","startTime":476.21,"endTime":479.18,"body":"different than the European"},{"speaker":"Luca Zambello","startTime":476.21,"endTime":479.18,"body":"market, but how quickly it can"},{"speaker":"Luca Zambello","startTime":479.18,"endTime":482.57,"body":"move right? definitely helped"},{"speaker":"Luca Zambello","startTime":479.18,"endTime":482.57,"body":"prepare him that and I"},{"speaker":"Luca Zambello","startTime":482.57,"endTime":485.27,"body":"understood that that sometimes"},{"speaker":"Luca Zambello","startTime":482.57,"endTime":485.27,"body":"raising money, that's the"},{"speaker":"Luca Zambello","startTime":485.27,"endTime":488.06,"body":"importance of raising money is"},{"speaker":"Luca Zambello","startTime":485.27,"endTime":488.06,"body":"so you can move quicker than"},{"speaker":"Luca Zambello","startTime":488.06,"endTime":492.62,"body":"other people and get market"},{"speaker":"Luca Zambello","startTime":488.06,"endTime":492.62,"body":"advantage but long story short."},{"speaker":"Luca Zambello","startTime":494.18,"endTime":499.22,"body":"From there, I stayed in the"},{"speaker":"Luca Zambello","startTime":494.18,"endTime":499.22,"body":"business. I grew and scale"},{"speaker":"Luca Zambello","startTime":499.25,"endTime":503.03,"body":"management company in the short"},{"speaker":"Luca Zambello","startTime":499.25,"endTime":503.03,"body":"term rental space up to 300"},{"speaker":"Luca Zambello","startTime":503.24,"endTime":507.29,"body":"units. And I was really going"},{"speaker":"Luca Zambello","startTime":503.24,"endTime":507.29,"body":"after the race, raise venture"},{"speaker":"Luca Zambello","startTime":507.29,"endTime":510.5,"body":"money for for that and I was"},{"speaker":"Luca Zambello","startTime":507.29,"endTime":510.5,"body":"going after a race I don't know"},{"speaker":"Luca Zambello","startTime":510.5,"endTime":516.11,"body":"if you've ever heard company"},{"speaker":"Luca Zambello","startTime":510.5,"endTime":516.11,"body":"like lyric sander. Bokassa all"},{"speaker":"Luca Zambello","startTime":516.11,"endTime":519.83,"body":"this company really tried to do"},{"speaker":"Luca Zambello","startTime":516.11,"endTime":519.83,"body":"fast scale venture back"},{"speaker":"Luca Zambello","startTime":519.86,"endTime":523.43,"body":"businesses within this industry."},{"speaker":"Luca Zambello","startTime":519.86,"endTime":523.43,"body":"But they all fail in one way or"},{"speaker":"Luca Zambello","startTime":523.43,"endTime":526.58,"body":"not, even if some companies"},{"speaker":"Luca Zambello","startTime":523.43,"endTime":526.58,"body":"still exist and became distant"},{"speaker":"Luca Zambello","startTime":526.58,"endTime":529.91,"body":"size, but they didn't really"},{"speaker":"Luca Zambello","startTime":526.58,"endTime":529.91,"body":"make it happen. And one of the"},{"speaker":"Luca Zambello","startTime":529.91,"endTime":533.93,"body":"reason is because the nature of"},{"speaker":"Luca Zambello","startTime":529.91,"endTime":533.93,"body":"the business is extremely"},{"speaker":"Luca Zambello","startTime":533.93,"endTime":538.4,"body":"fragmented. So we inherited"},{"speaker":"Luca Zambello","startTime":533.93,"endTime":538.4,"body":"technology from hotels, which is"},{"speaker":"Luca Zambello","startTime":539.96,"endTime":543.98,"body":"I wouldn't say existing but"},{"speaker":"Luca Zambello","startTime":539.96,"endTime":543.98,"body":"exist, but it's extremely"},{"speaker":"Luca Zambello","startTime":543.98,"endTime":552.02,"body":"fragmented. And then at the same"},{"speaker":"Luca Zambello","startTime":543.98,"endTime":552.02,"body":"time, we inherited at the same"},{"speaker":"Luca Zambello","startTime":552.02,"endTime":555.11,"body":"time, like hotels have"},{"speaker":"Luca Zambello","startTime":552.02,"endTime":555.11,"body":"centralized operations before"},{"speaker":"Luca Zambello","startTime":555.11,"endTime":557.96,"body":"from rentals are extremely"},{"speaker":"Luca Zambello","startTime":555.11,"endTime":557.96,"body":"fragmented. So you now have a"},{"speaker":"Luca Zambello","startTime":558.71,"endTime":562.1,"body":"closed environment, the"},{"speaker":"Luca Zambello","startTime":558.71,"endTime":562.1,"body":"fragmented business. And so"},{"speaker":"Luca Zambello","startTime":562.13,"endTime":566.42,"body":"that's the number one reason why"},{"speaker":"Luca Zambello","startTime":562.13,"endTime":566.42,"body":"all these businesses fail. And"},{"speaker":"Luca Zambello","startTime":566.42,"endTime":569.3,"body":"then, from there, I realized"},{"speaker":"Luca Zambello","startTime":566.42,"endTime":569.3,"body":"that there was an opportunity to"},{"speaker":"Luca Zambello","startTime":569.3,"endTime":572.39,"body":"start building technology. So"},{"speaker":"Luca Zambello","startTime":569.3,"endTime":572.39,"body":"because I couldn't find that"},{"speaker":"Luca Zambello","startTime":572.39,"endTime":574.67,"body":"technology for myself and"},{"speaker":"Luca Zambello","startTime":572.39,"endTime":574.67,"body":"realize that that was going to"},{"speaker":"Luca Zambello","startTime":574.67,"endTime":577.22,"body":"be a roadblock for the entire"},{"speaker":"Luca Zambello","startTime":574.67,"endTime":577.22,"body":"industry. We tried to fix that"},{"speaker":"Luca Zambello","startTime":577.22,"endTime":581.3,"body":"problem myself first. And then"},{"speaker":"Luca Zambello","startTime":577.22,"endTime":581.3,"body":"we basically became from a"},{"speaker":"Luca Zambello","startTime":581.3,"endTime":584.66,"body":"management company to a software"},{"speaker":"Luca Zambello","startTime":581.3,"endTime":584.66,"body":"company, started building"},{"speaker":"Luca Zambello","startTime":584.66,"endTime":587.63,"body":"software for ourselves, but"},{"speaker":"Luca Zambello","startTime":584.66,"endTime":587.63,"body":"eventually and then eventually"},{"speaker":"Luca Zambello","startTime":587.63,"endTime":590.42,"body":"decided to start selling"},{"speaker":"Luca Zambello","startTime":587.63,"endTime":590.42,"body":"throughout the conference."},{"speaker":"Matt Wolach","startTime":591.17,"endTime":593.57,"body":"I love it. I think"},{"speaker":"Matt Wolach","startTime":591.17,"endTime":593.57,"body":"that's always the best way you"},{"speaker":"Matt Wolach","startTime":593.57,"endTime":597.89,"body":"saw the problem. You experienced"},{"speaker":"Matt Wolach","startTime":593.57,"endTime":597.89,"body":"the pain yourself. And now you"},{"speaker":"Matt Wolach","startTime":597.89,"endTime":600.53,"body":"realize, hey, we need a"},{"speaker":"Matt Wolach","startTime":597.89,"endTime":600.53,"body":"solution. There's nothing else"},{"speaker":"Matt Wolach","startTime":600.53,"endTime":603.44,"body":"out there, let's build it. But"},{"speaker":"Matt Wolach","startTime":600.53,"endTime":603.44,"body":"then that also gives you such a"},{"speaker":"Matt Wolach","startTime":603.44,"endTime":606.38,"body":"powerful message to others, when"},{"speaker":"Matt Wolach","startTime":603.44,"endTime":606.38,"body":"you're talking to them and"},{"speaker":"Matt Wolach","startTime":606.38,"endTime":609.65,"body":"you're selling the product, you"},{"speaker":"Matt Wolach","startTime":606.38,"endTime":609.65,"body":"can tell them, hey, we've been"},{"speaker":"Matt Wolach","startTime":609.68,"endTime":612.14,"body":"in your shoes, we've gone"},{"speaker":"Matt Wolach","startTime":609.68,"endTime":612.14,"body":"through these challenges, we"},{"speaker":"Matt Wolach","startTime":612.14,"endTime":615.83,"body":"know what it's like. And that's"},{"speaker":"Matt Wolach","startTime":612.14,"endTime":615.83,"body":"why this whole thing exists. So"},{"speaker":"Matt Wolach","startTime":616.01,"endTime":619.82,"body":"you're able to share kind of the"},{"speaker":"Matt Wolach","startTime":616.01,"endTime":619.82,"body":"journey of journey, I love it."},{"speaker":"Matt Wolach","startTime":620.72,"endTime":625.28,"body":"And help them understand why you"},{"speaker":"Matt Wolach","startTime":620.72,"endTime":625.28,"body":"are the best one to be able to"},{"speaker":"Matt Wolach","startTime":625.28,"endTime":626.0,"body":"help them right."},{"speaker":"Luca Zambello","startTime":626.63,"endTime":629.81,"body":"absolutely. I"},{"speaker":"Luca Zambello","startTime":626.63,"endTime":629.81,"body":"think it's such a key thing. And"},{"speaker":"Luca Zambello","startTime":629.81,"endTime":634.58,"body":"sometimes often, oftentimes, you"},{"speaker":"Luca Zambello","startTime":629.81,"endTime":634.58,"body":"see, people are trying to sell"},{"speaker":"Luca Zambello","startTime":634.58,"endTime":636.98,"body":"software's in a space, but they"},{"speaker":"Luca Zambello","startTime":634.58,"endTime":636.98,"body":"have, they don't have"},{"speaker":"Luca Zambello","startTime":636.98,"endTime":641.81,"body":"experience, about the space."},{"speaker":"Luca Zambello","startTime":636.98,"endTime":641.81,"body":"And, and it's an it's an issue,"},{"speaker":"Luca Zambello","startTime":641.84,"endTime":644.93,"body":"because you don't know the"},{"speaker":"Luca Zambello","startTime":641.84,"endTime":644.93,"body":"nuances of what it means to run"},{"speaker":"Luca Zambello","startTime":644.93,"endTime":649.01,"body":"that business, and what the pain"},{"speaker":"Luca Zambello","startTime":644.93,"endTime":649.01,"body":"points are, because you, you"},{"speaker":"Luca Zambello","startTime":649.01,"endTime":651.53,"body":"only know them if you really"},{"speaker":"Luca Zambello","startTime":649.01,"endTime":651.53,"body":"leave them because you can just"},{"speaker":"Luca Zambello","startTime":651.53,"endTime":654.32,"body":"talk as much as you can with"},{"speaker":"Luca Zambello","startTime":651.53,"endTime":654.32,"body":"your customers. But sometimes"},{"speaker":"Luca Zambello","startTime":654.32,"endTime":656.99,"body":"you want or everything until"},{"speaker":"Luca Zambello","startTime":654.32,"endTime":656.99,"body":"you've done it yourself."},{"speaker":"Luca Zambello","startTime":657.71,"endTime":658.43,"body":"Absolutely."},{"speaker":"Matt Wolach","startTime":658.58,"endTime":661.1,"body":"Yeah, I totally"},{"speaker":"Matt Wolach","startTime":658.58,"endTime":661.1,"body":"agree. Totally agree. Okay, so"},{"speaker":"Matt Wolach","startTime":661.1,"endTime":664.25,"body":"you launched it, that's great."},{"speaker":"Matt Wolach","startTime":661.1,"endTime":664.25,"body":"But there's probably some some"},{"speaker":"Matt Wolach","startTime":664.25,"endTime":667.34,"body":"difficulty getting going. So"},{"speaker":"Matt Wolach","startTime":664.25,"endTime":667.34,"body":"what were some of the initial"},{"speaker":"Matt Wolach","startTime":667.34,"endTime":671.03,"body":"challenges? How did you? How did"},{"speaker":"Matt Wolach","startTime":667.34,"endTime":671.03,"body":"you gain traction in the early"},{"speaker":"Matt Wolach","startTime":671.03,"endTime":671.48,"body":"days,"},{"speaker":"Luca Zambello","startTime":672.62,"endTime":680.18,"body":"a lot of"},{"speaker":"Luca Zambello","startTime":672.62,"endTime":680.18,"body":"challenges. It's it's been"},{"speaker":"Luca Zambello","startTime":680.18,"endTime":685.85,"body":"everything but easy. Because A,"},{"speaker":"Luca Zambello","startTime":680.18,"endTime":685.85,"body":"I never build a software"},{"speaker":"Luca Zambello","startTime":685.85,"endTime":692.09,"body":"company. I mean, I have good I'm"},{"speaker":"Luca Zambello","startTime":685.85,"endTime":692.09,"body":"very connected in we're good"},{"speaker":"Luca Zambello","startTime":692.09,"endTime":697.01,"body":"developers, like, basically, a"},{"speaker":"Luca Zambello","startTime":692.09,"endTime":697.01,"body":"one of the partners is our CTO."},{"speaker":"Luca Zambello","startTime":697.01,"endTime":700.76,"body":"So like, from a tech, technical"},{"speaker":"Luca Zambello","startTime":697.01,"endTime":700.76,"body":"standpoint, we're prepared but"},{"speaker":"Luca Zambello","startTime":700.76,"endTime":703.28,"body":"nobody's ever built SaaS"},{"speaker":"Luca Zambello","startTime":700.76,"endTime":703.28,"body":"companies we've, we've"},{"speaker":"Luca Zambello","startTime":703.28,"endTime":709.01,"body":"experienced in software, but in"},{"speaker":"Luca Zambello","startTime":703.28,"endTime":709.01,"body":"nine SaaS, and if you don't have"},{"speaker":"Luca Zambello","startTime":709.01,"endTime":713.03,"body":"experience in SaaS, it's a, it's"},{"speaker":"Luca Zambello","startTime":709.01,"endTime":713.03,"body":"so it can be an issue. In the"},{"speaker":"Luca Zambello","startTime":713.03,"endTime":715.13,"body":"beginning, because you're still"},{"speaker":"Luca Zambello","startTime":713.03,"endTime":715.13,"body":"learning you have to learn"},{"speaker":"Luca Zambello","startTime":715.13,"endTime":718.73,"body":"quickly. Part of the biggest"},{"speaker":"Luca Zambello","startTime":715.13,"endTime":718.73,"body":"challenge for us was like"},{"speaker":"Luca Zambello","startTime":718.73,"endTime":721.79,"body":"pivoting from a management"},{"speaker":"Luca Zambello","startTime":718.73,"endTime":721.79,"body":"company to a software company."},{"speaker":"Luca Zambello","startTime":722.03,"endTime":724.55,"body":"So maintaining the same theme."},{"speaker":"Luca Zambello","startTime":722.03,"endTime":724.55,"body":"So a lot of people were not"},{"speaker":"Luca Zambello","startTime":724.55,"endTime":728.12,"body":"prepared to do this, we didn't"},{"speaker":"Luca Zambello","startTime":724.55,"endTime":728.12,"body":"hire right away that people that"},{"speaker":"Luca Zambello","startTime":728.21,"endTime":732.74,"body":"were prepared for to run a SaaS"},{"speaker":"Luca Zambello","startTime":728.21,"endTime":732.74,"body":"company, and we didn't have"},{"speaker":"Luca Zambello","startTime":732.74,"endTime":735.29,"body":"experienced our stuff. So that"},{"speaker":"Luca Zambello","startTime":732.74,"endTime":735.29,"body":"was like challenge number one."},{"speaker":"Luca Zambello","startTime":736.61,"endTime":741.29,"body":"Challenge number two was that"},{"speaker":"Luca Zambello","startTime":736.61,"endTime":741.29,"body":"the software was built for"},{"speaker":"Luca Zambello","startTime":741.29,"endTime":746.48,"body":"ourselves and our people. So"},{"speaker":"Luca Zambello","startTime":741.29,"endTime":746.48,"body":"while we thought that was great"},{"speaker":"Luca Zambello","startTime":746.57,"endTime":752.27,"body":"for us, which was I was clunky"},{"speaker":"Luca Zambello","startTime":746.57,"endTime":752.27,"body":"and not and not intuitive at"},{"speaker":"Luca Zambello","startTime":752.27,"endTime":759.8,"body":"all. And so that comes the UI UX"},{"speaker":"Luca Zambello","startTime":752.27,"endTime":759.8,"body":"experience that you need to"},{"speaker":"Luca Zambello","startTime":759.8,"endTime":764.18,"body":"have, especially on SaaS"},{"speaker":"Luca Zambello","startTime":759.8,"endTime":764.18,"body":"product, right. And so like, we"},{"speaker":"Luca Zambello","startTime":764.18,"endTime":767.15,"body":"had to learn all of that very,"},{"speaker":"Luca Zambello","startTime":764.18,"endTime":767.15,"body":"very, very fast, because while"},{"speaker":"Luca Zambello","startTime":767.15,"endTime":775.19,"body":"we were pivoting the business,"},{"speaker":"Luca Zambello","startTime":767.15,"endTime":775.19,"body":"the economy flip completely. And"},{"speaker":"Luca Zambello","startTime":775.19,"endTime":780.41,"body":"so finding it wasn't as easy as"},{"speaker":"Luca Zambello","startTime":775.19,"endTime":780.41,"body":"fun to find. And in the end of"},{"speaker":"Luca Zambello","startTime":780.41,"endTime":783.38,"body":"the day, your business with"},{"speaker":"Luca Zambello","startTime":780.41,"endTime":783.38,"body":"baggage, but what he wants to"},{"speaker":"Luca Zambello","startTime":783.38,"endTime":786.74,"body":"fund businesses with baggage,"},{"speaker":"Luca Zambello","startTime":783.38,"endTime":786.74,"body":"even though you're you're"},{"speaker":"Luca Zambello","startTime":786.74,"endTime":788.87,"body":"building something that is"},{"speaker":"Luca Zambello","startTime":786.74,"endTime":788.87,"body":"really the future of the"},{"speaker":"Luca Zambello","startTime":788.87,"endTime":792.53,"body":"industry, you're going to find"},{"speaker":"Luca Zambello","startTime":788.87,"endTime":792.53,"body":"challenges and so that it was"},{"speaker":"Luca Zambello","startTime":792.53,"endTime":797.54,"body":"very challenging. We had, we got"},{"speaker":"Luca Zambello","startTime":792.53,"endTime":797.54,"body":"out of sight, and we were able"},{"speaker":"Luca Zambello","startTime":797.54,"endTime":802.43,"body":"to we actually got insane amount"},{"speaker":"Luca Zambello","startTime":797.54,"endTime":802.43,"body":"of traction from the geiko. But"},{"speaker":"Luca Zambello","startTime":802.43,"endTime":805.61,"body":"we had issues because of we"},{"speaker":"Luca Zambello","startTime":802.43,"endTime":805.61,"body":"didn't have experience running"},{"speaker":"Luca Zambello","startTime":805.61,"endTime":808.28,"body":"the software companies for the"},{"speaker":"Luca Zambello","startTime":805.61,"endTime":808.28,"body":"reason that listed below which"},{"speaker":"Luca Zambello","startTime":808.73,"endTime":813.65,"body":"before which is what cause"},{"speaker":"Luca Zambello","startTime":808.73,"endTime":813.65,"body":"having quite a bit of churn in"},{"speaker":"Luca Zambello","startTime":813.65,"endTime":816.56,"body":"the beginning, which was an"},{"speaker":"Luca Zambello","startTime":813.65,"endTime":816.56,"body":"issue, because if we if we"},{"speaker":"Luca Zambello","startTime":816.56,"endTime":819.02,"body":"weren't prepared, we knew what"},{"speaker":"Luca Zambello","startTime":816.56,"endTime":819.02,"body":"we were doing from day one, we"},{"speaker":"Luca Zambello","startTime":819.02,"endTime":825.65,"body":"would have been massive from the"},{"speaker":"Luca Zambello","startTime":819.02,"endTime":825.65,"body":"get go. Because what we're doing"},{"speaker":"Luca Zambello","startTime":825.68,"endTime":829.07,"body":"is really fixing a massive"},{"speaker":"Luca Zambello","startTime":825.68,"endTime":829.07,"body":"issue, which is the positive the"},{"speaker":"Luca Zambello","startTime":829.07,"endTime":833.18,"body":"positive side of this. We've now"},{"speaker":"Luca Zambello","startTime":829.07,"endTime":833.18,"body":"are on the other side of"},{"speaker":"Luca Zambello","startTime":833.18,"endTime":838.04,"body":"unfixed. I say 95% of those"},{"speaker":"Luca Zambello","startTime":833.18,"endTime":838.04,"body":"things. I didn't even figure out"},{"speaker":"Luca Zambello","startTime":838.04,"endTime":843.38,"body":"how to assess company. And so"},{"speaker":"Luca Zambello","startTime":838.04,"endTime":843.38,"body":"we're now on the much more"},{"speaker":"Luca Zambello","startTime":843.38,"endTime":845.84,"body":"aggressive, growing growing"},{"speaker":"Luca Zambello","startTime":843.38,"endTime":845.84,"body":"stage of the company."},{"speaker":"Matt Wolach","startTime":847.4,"endTime":849.41,"body":"That's fantastic."},{"speaker":"Matt Wolach","startTime":847.4,"endTime":849.41,"body":"Good job on fixing that. And"},{"speaker":"Matt Wolach","startTime":849.41,"endTime":852.23,"body":"kudos on some initial traction."},{"speaker":"Matt Wolach","startTime":849.41,"endTime":852.23,"body":"But that churn is frustrating. I"},{"speaker":"Matt Wolach","startTime":852.23,"endTime":855.89,"body":"totally understand that. What"},{"speaker":"Matt Wolach","startTime":852.23,"endTime":855.89,"body":"did you guys do to to turn the"},{"speaker":"Matt Wolach","startTime":855.89,"endTime":859.4,"body":"tide on that and fix that that"},{"speaker":"Matt Wolach","startTime":855.89,"endTime":859.4,"body":"churn issue? How did you change"},{"speaker":"Matt Wolach","startTime":859.4,"endTime":859.64,"body":"that?"},{"speaker":"Luca Zambello","startTime":860.3,"endTime":864.8,"body":"Yeah, it's"},{"speaker":"Luca Zambello","startTime":860.3,"endTime":864.8,"body":"interesting. It's one of the"},{"speaker":"Luca Zambello","startTime":864.8,"endTime":867.26,"body":"problems coming from being a"},{"speaker":"Luca Zambello","startTime":864.8,"endTime":867.26,"body":"management company is that you"},{"speaker":"Luca Zambello","startTime":867.26,"endTime":875.3,"body":"are a fixer, but in a different"},{"speaker":"Luca Zambello","startTime":867.26,"endTime":875.3,"body":"way you kind of have to your job"},{"speaker":"Luca Zambello","startTime":875.3,"endTime":879.41,"body":"is to find workarounds. Well, if"},{"speaker":"Luca Zambello","startTime":875.3,"endTime":879.41,"body":"you're running a software"},{"speaker":"Luca Zambello","startTime":879.41,"endTime":882.26,"body":"company, you have to do the"},{"speaker":"Luca Zambello","startTime":879.41,"endTime":882.26,"body":"exact opposite. You have to be"},{"speaker":"Luca Zambello","startTime":882.26,"endTime":888.2,"body":"proactive. Or, or if you've, if"},{"speaker":"Luca Zambello","startTime":882.26,"endTime":888.2,"body":"you are acting on something"},{"speaker":"Luca Zambello","startTime":888.2,"endTime":893.27,"body":"specific, you have to figure out"},{"speaker":"Luca Zambello","startTime":888.2,"endTime":893.27,"body":"how to fix it from from, from"},{"speaker":"Luca Zambello","startTime":893.27,"endTime":896.36,"body":"its source. Where's the problem"},{"speaker":"Luca Zambello","startTime":893.27,"endTime":896.36,"body":"coming from? How can we fix it"},{"speaker":"Luca Zambello","startTime":896.48,"endTime":899.66,"body":"with the software? Well, we were"},{"speaker":"Luca Zambello","startTime":896.48,"endTime":899.66,"body":"used to be a management company"},{"speaker":"Luca Zambello","startTime":899.66,"endTime":902.87,"body":"that we were or given a software"},{"speaker":"Luca Zambello","startTime":899.66,"endTime":902.87,"body":"and we had no very much no say"},{"speaker":"Luca Zambello","startTime":902.87,"endTime":906.41,"body":"on it, or if we had a say they"},{"speaker":"Luca Zambello","startTime":902.87,"endTime":906.41,"body":"will take years for them to do"},{"speaker":"Luca Zambello","startTime":906.41,"endTime":910.61,"body":"something so that that mindset"},{"speaker":"Luca Zambello","startTime":906.41,"endTime":910.61,"body":"had to shift. And then the"},{"speaker":"Luca Zambello","startTime":910.61,"endTime":913.76,"body":"second biggest piece for us was"},{"speaker":"Luca Zambello","startTime":910.61,"endTime":913.76,"body":"like creating ownership, like,"},{"speaker":"Luca Zambello","startTime":914.57,"endTime":919.67,"body":"customer success, I think was a"},{"speaker":"Luca Zambello","startTime":914.57,"endTime":919.67,"body":"key component for us. We had a"},{"speaker":"Luca Zambello","startTime":919.67,"endTime":924.41,"body":"customer successful wasn't set"},{"speaker":"Luca Zambello","startTime":919.67,"endTime":924.41,"body":"up correctly. And so really, for"},{"speaker":"Luca Zambello","startTime":924.41,"endTime":928.7,"body":"us to create a much larger team,"},{"speaker":"Luca Zambello","startTime":924.41,"endTime":928.7,"body":"like kinda like, remove"},{"speaker":"Luca Zambello","startTime":928.7,"endTime":932.09,"body":"resources elsewhere, just focus"},{"speaker":"Luca Zambello","startTime":928.7,"endTime":932.09,"body":"in on on the customer success,"},{"speaker":"Luca Zambello","startTime":932.12,"endTime":936.2,"body":"Dan was for us key because the"},{"speaker":"Luca Zambello","startTime":932.12,"endTime":936.2,"body":"product sells itself. So we"},{"speaker":"Luca Zambello","startTime":936.2,"endTime":940.52,"body":"really need to focus on, on on"},{"speaker":"Luca Zambello","startTime":936.2,"endTime":940.52,"body":"taking care of customers feeling"},{"speaker":"Luca Zambello","startTime":940.52,"endTime":943.7,"body":"customer service, and, and"},{"speaker":"Luca Zambello","startTime":940.52,"endTime":943.7,"body":"making sure that they know how"},{"speaker":"Luca Zambello","startTime":943.7,"endTime":948.53,"body":"to, because it's okay, if your"},{"speaker":"Luca Zambello","startTime":943.7,"endTime":948.53,"body":"UI UX is not insanely perfect,"},{"speaker":"Luca Zambello","startTime":948.53,"endTime":951.17,"body":"because even communists have"},{"speaker":"Luca Zambello","startTime":948.53,"endTime":951.17,"body":"been around for 10 years,"},{"speaker":"Luca Zambello","startTime":951.17,"endTime":954.08,"body":"there's, there's sometimes"},{"speaker":"Luca Zambello","startTime":951.17,"endTime":954.08,"body":"harder to use, especially if"},{"speaker":"Luca Zambello","startTime":954.08,"endTime":957.02,"body":"they accomplish or offers like"},{"speaker":"Luca Zambello","startTime":954.08,"endTime":957.02,"body":"think about a CRM. So you need"},{"speaker":"Luca Zambello","startTime":957.02,"endTime":962.45,"body":"to train them on how to use the"},{"speaker":"Luca Zambello","startTime":957.02,"endTime":962.45,"body":"software. And eventually start"},{"speaker":"Luca Zambello","startTime":962.45,"endTime":965.45,"body":"working on creating more more"},{"speaker":"Luca Zambello","startTime":962.45,"endTime":965.45,"body":"and more intuitive software"},{"speaker":"Luca Zambello","startTime":965.48,"endTime":969.83,"body":"which become self explainable"},{"speaker":"Luca Zambello","startTime":965.48,"endTime":969.83,"body":"and users can can navigate and"},{"speaker":"Luca Zambello","startTime":969.83,"endTime":972.38,"body":"learn them themselves. So those"},{"speaker":"Luca Zambello","startTime":969.83,"endTime":972.38,"body":"those are kind of the steps that"},{"speaker":"Luca Zambello","startTime":972.38,"endTime":976.07,"body":"we did, but really asset"},{"speaker":"Luca Zambello","startTime":972.38,"endTime":976.07,"body":"customer success. I wish we did"},{"speaker":"Luca Zambello","startTime":976.07,"endTime":981.11,"body":"it before. And the way we set it"},{"speaker":"Luca Zambello","startTime":976.07,"endTime":981.11,"body":"up now because it's it's not"},{"speaker":"Luca Zambello","startTime":981.11,"endTime":983.84,"body":"even close to what it was in the"},{"speaker":"Luca Zambello","startTime":981.11,"endTime":983.84,"body":"beginning."},{"speaker":"Matt Wolach","startTime":984.98,"endTime":987.74,"body":"It's kind of funny"},{"speaker":"Matt Wolach","startTime":984.98,"endTime":987.74,"body":"that evolution your company goes"},{"speaker":"Matt Wolach","startTime":987.74,"endTime":990.5,"body":"through as you learn some of"},{"speaker":"Matt Wolach","startTime":987.74,"endTime":990.5,"body":"these things, isn't it? So I'm"},{"speaker":"Matt Wolach","startTime":990.5,"endTime":992.96,"body":"so glad that you guys figure it"},{"speaker":"Matt Wolach","startTime":990.5,"endTime":992.96,"body":"out exactly what works for you"},{"speaker":"Matt Wolach","startTime":992.96,"endTime":995.39,"body":"guys in your industry. And it"},{"speaker":"Matt Wolach","startTime":992.96,"endTime":995.39,"body":"sounds like getting your"},{"speaker":"Matt Wolach","startTime":995.39,"endTime":998.75,"body":"customers to be raving fans to"},{"speaker":"Matt Wolach","startTime":995.39,"endTime":998.75,"body":"be super excited and happy with"},{"speaker":"Matt Wolach","startTime":998.75,"endTime":1001.03,"body":"what's going on and how you're"},{"speaker":"Matt Wolach","startTime":998.75,"endTime":1001.03,"body":"solving their problems is great."},{"speaker":"Matt Wolach","startTime":1001.3,"endTime":1005.08,"body":"Were those customers then going"},{"speaker":"Matt Wolach","startTime":1001.3,"endTime":1005.08,"body":"out and telling others about it?"},{"speaker":"Matt Wolach","startTime":1005.08,"endTime":1006.46,"body":"Were you getting any referrals?"},{"speaker":"Luca Zambello","startTime":1007.06,"endTime":1010.69,"body":"Yeah, absolutely."},{"speaker":"Luca Zambello","startTime":1007.06,"endTime":1010.69,"body":"That's, that's one of the things"},{"speaker":"Luca Zambello","startTime":1010.69,"endTime":1016.15,"body":"that happened. And when you when"},{"speaker":"Luca Zambello","startTime":1010.69,"endTime":1016.15,"body":"you turn is is double trouble"},{"speaker":"Luca Zambello","startTime":1016.18,"endTime":1020.29,"body":"because they get when they"},{"speaker":"Luca Zambello","startTime":1016.18,"endTime":1020.29,"body":"leave? And and then they also"},{"speaker":"Luca Zambello","startTime":1020.29,"endTime":1024.58,"body":"not talk good about, right?"},{"speaker":"Luca Zambello","startTime":1020.29,"endTime":1024.58,"body":"Yeah, it won't. On the other"},{"speaker":"Luca Zambello","startTime":1024.58,"endTime":1029.17,"body":"hand, if, if, if you have a"},{"speaker":"Luca Zambello","startTime":1024.58,"endTime":1029.17,"body":"raving customer that loves your"},{"speaker":"Luca Zambello","startTime":1029.17,"endTime":1033.1,"body":"product, it's gonna go and tell"},{"speaker":"Luca Zambello","startTime":1029.17,"endTime":1033.1,"body":"our hosts and refer you"},{"speaker":"Luca Zambello","startTime":1033.1,"endTime":1038.65,"body":"business. We actually because of"},{"speaker":"Luca Zambello","startTime":1033.1,"endTime":1038.65,"body":"it was highly requested we we"},{"speaker":"Luca Zambello","startTime":1040.24,"endTime":1044.83,"body":"built a brand ambassador program"},{"speaker":"Luca Zambello","startTime":1040.24,"endTime":1044.83,"body":"which people can can refer us"},{"speaker":"Luca Zambello","startTime":1044.83,"endTime":1048.94,"body":"business and and make"},{"speaker":"Luca Zambello","startTime":1044.83,"endTime":1048.94,"body":"Commission's on it. And that's"},{"speaker":"Luca Zambello","startTime":1048.94,"endTime":1053.11,"body":"actually been pretty successful."},{"speaker":"Luca Zambello","startTime":1048.94,"endTime":1053.11,"body":"Fair, fairly young program, but"},{"speaker":"Luca Zambello","startTime":1053.14,"endTime":1056.41,"body":"But it's getting a lot of"},{"speaker":"Luca Zambello","startTime":1053.14,"endTime":1056.41,"body":"traction. So we're excited."},{"speaker":"Matt Wolach","startTime":1057.37,"endTime":1058.93,"body":"Can you help us"},{"speaker":"Matt Wolach","startTime":1057.37,"endTime":1058.93,"body":"understand that the brand"},{"speaker":"Matt Wolach","startTime":1058.93,"endTime":1061.75,"body":"ambassador program is that like"},{"speaker":"Matt Wolach","startTime":1058.93,"endTime":1061.75,"body":"an affiliate marketing play?"},{"speaker":"Matt Wolach","startTime":1061.75,"endTime":1061.81,"body":"Yeah,"},{"speaker":"Luca Zambello","startTime":1062.05,"endTime":1064.12,"body":"Yeah, it's like"},{"speaker":"Luca Zambello","startTime":1062.05,"endTime":1064.12,"body":"an affiliate marketing. Exactly."},{"speaker":"Luca Zambello","startTime":1065.14,"endTime":1069.49,"body":"And it's an affiliate marketing,"},{"speaker":"Luca Zambello","startTime":1065.14,"endTime":1069.49,"body":"but it also like, it brings"},{"speaker":"Luca Zambello","startTime":1069.7,"endTime":1074.11,"body":"additional advantages to those"},{"speaker":"Luca Zambello","startTime":1069.7,"endTime":1074.11,"body":"users using our product,"},{"speaker":"Luca Zambello","startTime":1075.28,"endTime":1080.23,"body":"including, like early access to"},{"speaker":"Luca Zambello","startTime":1075.28,"endTime":1080.23,"body":"some releases, more heavier say"},{"speaker":"Luca Zambello","startTime":1080.23,"endTime":1083.44,"body":"on future roadmap. That's"},{"speaker":"Luca Zambello","startTime":1080.23,"endTime":1083.44,"body":"another thing we started doing,"},{"speaker":"Luca Zambello","startTime":1083.44,"endTime":1088.27,"body":"like be way more communicative"},{"speaker":"Luca Zambello","startTime":1083.44,"endTime":1088.27,"body":"without with, with the users and"},{"speaker":"Luca Zambello","startTime":1088.3,"endTime":1090.82,"body":"our customers and just making"},{"speaker":"Luca Zambello","startTime":1088.3,"endTime":1090.82,"body":"them feel parts of our"},{"speaker":"Luca Zambello","startTime":1090.82,"endTime":1094.24,"body":"community. Our roadmap now is"},{"speaker":"Luca Zambello","startTime":1090.82,"endTime":1094.24,"body":"being decided by by our"},{"speaker":"Luca Zambello","startTime":1094.24,"endTime":1098.83,"body":"customers on a boat adventure,"},{"speaker":"Luca Zambello","startTime":1094.24,"endTime":1098.83,"body":"they love that. They love that."},{"speaker":"Luca Zambello","startTime":1099.04,"endTime":1103.36,"body":"Absolutely. And then we have"},{"speaker":"Luca Zambello","startTime":1099.04,"endTime":1103.36,"body":"sharing a lot more transparent,"},{"speaker":"Luca Zambello","startTime":1103.39,"endTime":1107.23,"body":"like we were delivered, like"},{"speaker":"Luca Zambello","startTime":1103.39,"endTime":1107.23,"body":"delivering new features, and we"},{"speaker":"Luca Zambello","startTime":1107.23,"endTime":1111.88,"body":"wouldn't even announce them."},{"speaker":"Luca Zambello","startTime":1107.23,"endTime":1111.88,"body":"Like it's like now now there's a"},{"speaker":"Luca Zambello","startTime":1111.88,"endTime":1114.82,"body":"lot more communications like"},{"speaker":"Luca Zambello","startTime":1111.88,"endTime":1114.82,"body":"people feel a lot more engaged,"},{"speaker":"Luca Zambello","startTime":1114.91,"endTime":1118.78,"body":"a lot more hurt hurt, cuz the"},{"speaker":"Luca Zambello","startTime":1114.91,"endTime":1118.78,"body":"end of the day, you can even"},{"speaker":"Luca Zambello","startTime":1118.78,"endTime":1122.8,"body":"have the best software ever. But"},{"speaker":"Luca Zambello","startTime":1118.78,"endTime":1122.8,"body":"if customers don't feel taken"},{"speaker":"Luca Zambello","startTime":1122.8,"endTime":1126.76,"body":"care of, especially on the b2b,"},{"speaker":"Luca Zambello","startTime":1122.8,"endTime":1126.76,"body":"it's it's an issue."},{"speaker":"Matt Wolach","startTime":1128.0,"endTime":1130.28,"body":"I think that's one"},{"speaker":"Matt Wolach","startTime":1128.0,"endTime":1130.28,"body":"of the biggest shifts that I had"},{"speaker":"Matt Wolach","startTime":1130.28,"endTime":1133.82,"body":"to learn with my own products as"},{"speaker":"Matt Wolach","startTime":1130.28,"endTime":1133.82,"body":"well was, I always thought, Oh,"},{"speaker":"Matt Wolach","startTime":1133.82,"endTime":1137.12,"body":"we the most amazing software,"},{"speaker":"Matt Wolach","startTime":1133.82,"endTime":1137.12,"body":"the the best system and the"},{"speaker":"Matt Wolach","startTime":1137.12,"endTime":1140.42,"body":"tools got to do everything. And"},{"speaker":"Matt Wolach","startTime":1137.12,"endTime":1140.42,"body":"actually, I learned that if we"},{"speaker":"Matt Wolach","startTime":1140.42,"endTime":1143.27,"body":"have great marketing, great"},{"speaker":"Matt Wolach","startTime":1140.42,"endTime":1143.27,"body":"sales and great customer"},{"speaker":"Matt Wolach","startTime":1143.27,"endTime":1146.3,"body":"success, we can be very"},{"speaker":"Matt Wolach","startTime":1143.27,"endTime":1146.3,"body":"successful, even if the product"},{"speaker":"Matt Wolach","startTime":1146.3,"endTime":1147.95,"body":"isn't perfect. Are you feeling"},{"speaker":"Matt Wolach","startTime":1146.3,"endTime":1147.95,"body":"the same way?"},{"speaker":"Luca Zambello","startTime":1148.64,"endTime":1152.33,"body":"I couldn't agree"},{"speaker":"Luca Zambello","startTime":1148.64,"endTime":1152.33,"body":"more. I wish I knew that from"},{"speaker":"Luca Zambello","startTime":1152.33,"endTime":1156.14,"body":"when I started, honestly,"},{"speaker":"Luca Zambello","startTime":1152.33,"endTime":1156.14,"body":"exactly. would have saved me a"},{"speaker":"Luca Zambello","startTime":1156.14,"endTime":1156.98,"body":"lot of money."},{"speaker":"Matt Wolach","startTime":1160.55,"endTime":1165.11,"body":"Yeah, I totally"},{"speaker":"Matt Wolach","startTime":1160.55,"endTime":1165.11,"body":"agree. So what steps have you"},{"speaker":"Matt Wolach","startTime":1165.11,"endTime":1167.99,"body":"taken, I want to just make sure"},{"speaker":"Matt Wolach","startTime":1165.11,"endTime":1167.99,"body":"that everybody can kind of grasp"},{"speaker":"Matt Wolach","startTime":1167.99,"endTime":1170.63,"body":"and download from you. What"},{"speaker":"Matt Wolach","startTime":1167.99,"endTime":1170.63,"body":"steps have you taken that of"},{"speaker":"Matt Wolach","startTime":1170.81,"endTime":1174.08,"body":"that you have felt have been so"},{"speaker":"Matt Wolach","startTime":1170.81,"endTime":1174.08,"body":"positive and successful toward"},{"speaker":"Matt Wolach","startTime":1174.08,"endTime":1176.66,"body":"the growth of your company that"},{"speaker":"Matt Wolach","startTime":1174.08,"endTime":1176.66,"body":"you wish you would have done"},{"speaker":"Matt Wolach","startTime":1176.66,"endTime":1179.81,"body":"more of or you wish you would"},{"speaker":"Matt Wolach","startTime":1176.66,"endTime":1179.81,"body":"have learned earlier other than"},{"speaker":"Matt Wolach","startTime":1179.99,"endTime":1180.95,"body":"what we just talked about?"},{"speaker":"Luca Zambello","startTime":1182.0,"endTime":1184.43,"body":"Yeah, I mean,"},{"speaker":"Luca Zambello","startTime":1182.0,"endTime":1184.43,"body":"obviously it goes unsaid exactly"},{"speaker":"Luca Zambello","startTime":1184.43,"endTime":1187.13,"body":"what we talked about. I think"},{"speaker":"Luca Zambello","startTime":1184.43,"endTime":1187.13,"body":"that's that's definitely number"},{"speaker":"Luca Zambello","startTime":1187.13,"endTime":1196.19,"body":"one. Number two is I probably"},{"speaker":"Luca Zambello","startTime":1187.13,"endTime":1196.19,"body":"would have start better"},{"speaker":"Luca Zambello","startTime":1196.19,"endTime":1199.97,"body":"communications with with our"},{"speaker":"Luca Zambello","startTime":1196.19,"endTime":1199.97,"body":"customers even on the roadmap"},{"speaker":"Luca Zambello","startTime":1200.15,"endTime":1205.55,"body":"Oh, and I actually this is, this"},{"speaker":"Luca Zambello","startTime":1200.15,"endTime":1205.55,"body":"is a big one that the ICP ideal"},{"speaker":"Luca Zambello","startTime":1205.55,"endTime":1211.43,"body":"customer profile, I, I didn't"},{"speaker":"Luca Zambello","startTime":1205.55,"endTime":1211.43,"body":"know the importance of it until,"},{"speaker":"Luca Zambello","startTime":1211.85,"endTime":1215.75,"body":"until it cost me money of"},{"speaker":"Luca Zambello","startTime":1211.85,"endTime":1215.75,"body":"knowing the importance of it."},{"speaker":"Luca Zambello","startTime":1216.59,"endTime":1220.46,"body":"But really focusing at first, it"},{"speaker":"Luca Zambello","startTime":1216.59,"endTime":1220.46,"body":"doesn't mean that your product"},{"speaker":"Luca Zambello","startTime":1220.46,"endTime":1225.8,"body":"cannot solve problems for a lot"},{"speaker":"Luca Zambello","startTime":1220.46,"endTime":1225.8,"body":"of people and for our wider"},{"speaker":"Luca Zambello","startTime":1225.8,"endTime":1229.73,"body":"market, but at first, you got to"},{"speaker":"Luca Zambello","startTime":1225.8,"endTime":1229.73,"body":"focus somewhere. Because if you"},{"speaker":"Luca Zambello","startTime":1229.73,"endTime":1233.27,"body":"don't, and you tried to do"},{"speaker":"Luca Zambello","startTime":1229.73,"endTime":1233.27,"body":"everything, you got to do"},{"speaker":"Luca Zambello","startTime":1233.27,"endTime":1238.4,"body":"everything in a very mediocre"},{"speaker":"Luca Zambello","startTime":1233.27,"endTime":1238.4,"body":"way. And that's another thing"},{"speaker":"Luca Zambello","startTime":1238.43,"endTime":1244.04,"body":"that going back to the to the"},{"speaker":"Luca Zambello","startTime":1238.43,"endTime":1244.04,"body":"ICP, is to build specific core"},{"speaker":"Luca Zambello","startTime":1244.04,"endTime":1248.09,"body":"functionalities that are"},{"speaker":"Luca Zambello","startTime":1244.04,"endTime":1248.09,"body":"excellent, they're perfect,"},{"speaker":"Luca Zambello","startTime":1248.36,"endTime":1252.02,"body":"specifically for that ICP and"},{"speaker":"Luca Zambello","startTime":1248.36,"endTime":1252.02,"body":"focus on that and selling that."},{"speaker":"Luca Zambello","startTime":1253.88,"endTime":1257.99,"body":"Because my, the way, I mean, I"},{"speaker":"Luca Zambello","startTime":1253.88,"endTime":1257.99,"body":"just have such long term"},{"speaker":"Luca Zambello","startTime":1257.99,"endTime":1263.18,"body":"visions, and sometimes I I have"},{"speaker":"Luca Zambello","startTime":1257.99,"endTime":1263.18,"body":"issues, looking at what's or the"},{"speaker":"Luca Zambello","startTime":1263.18,"endTime":1267.98,"body":"current problems, right. And so"},{"speaker":"Luca Zambello","startTime":1263.18,"endTime":1267.98,"body":"I focus on the big vision. But"},{"speaker":"Luca Zambello","startTime":1267.98,"endTime":1272.45,"body":"sometimes you have to focus on"},{"speaker":"Luca Zambello","startTime":1267.98,"endTime":1272.45,"body":"on on the smaller as well and"},{"speaker":"Luca Zambello","startTime":1272.48,"endTime":1276.23,"body":"delivering instant instant value"},{"speaker":"Luca Zambello","startTime":1272.48,"endTime":1276.23,"body":"to customers and time to value."},{"speaker":"Luca Zambello","startTime":1276.62,"endTime":1278.72,"body":"That's another thing that I"},{"speaker":"Luca Zambello","startTime":1276.62,"endTime":1278.72,"body":"learned that I wish I knew"},{"speaker":"Luca Zambello","startTime":1278.72,"endTime":1282.23,"body":"earlier, like get them to value"},{"speaker":"Luca Zambello","startTime":1278.72,"endTime":1282.23,"body":"as fast as possible. That's"},{"speaker":"Luca Zambello","startTime":1282.23,"endTime":1283.55,"body":"extremely important."},{"speaker":"Matt Wolach","startTime":1285.23,"endTime":1287.03,"body":"Definitely"},{"speaker":"Matt Wolach","startTime":1285.23,"endTime":1287.03,"body":"important, and I love that you"},{"speaker":"Matt Wolach","startTime":1287.03,"endTime":1290.15,"body":"said ICP, that's literally the"},{"speaker":"Matt Wolach","startTime":1287.03,"endTime":1290.15,"body":"first thing I work on with my"},{"speaker":"Matt Wolach","startTime":1290.15,"endTime":1294.17,"body":"clients is Let's nail who our"},{"speaker":"Matt Wolach","startTime":1290.15,"endTime":1294.17,"body":"ideal customer profile is who"},{"speaker":"Matt Wolach","startTime":1294.17,"endTime":1296.6,"body":"are the personas we're going to"},{"speaker":"Matt Wolach","startTime":1294.17,"endTime":1296.6,"body":"talk to, let's make sure we"},{"speaker":"Matt Wolach","startTime":1296.6,"endTime":1300.5,"body":"fully understand that because it"},{"speaker":"Matt Wolach","startTime":1296.6,"endTime":1300.5,"body":"plays so much into the product"},{"speaker":"Matt Wolach","startTime":1300.5,"endTime":1303.23,"body":"that you build and how you build"},{"speaker":"Matt Wolach","startTime":1300.5,"endTime":1303.23,"body":"it. And the marketing and the"},{"speaker":"Matt Wolach","startTime":1303.23,"endTime":1306.35,"body":"messaging and all the sales"},{"speaker":"Matt Wolach","startTime":1303.23,"endTime":1306.35,"body":"communication. Everything goes"},{"speaker":"Matt Wolach","startTime":1306.35,"endTime":1309.14,"body":"right to that ICP and it's so"},{"speaker":"Matt Wolach","startTime":1306.35,"endTime":1309.14,"body":"critical to have it right away."},{"speaker":"Luca Zambello","startTime":1309.83,"endTime":1312.26,"body":"Everything Yes,"},{"speaker":"Luca Zambello","startTime":1309.83,"endTime":1312.26,"body":"exactly."},{"speaker":"Matt Wolach","startTime":1313.85,"endTime":1316.43,"body":"Awesome. I'm glad"},{"speaker":"Matt Wolach","startTime":1313.85,"endTime":1316.43,"body":"you agree. Okay, so, Luca, this"},{"speaker":"Matt Wolach","startTime":1316.43,"endTime":1319.46,"body":"is great stuff. So as we wrap"},{"speaker":"Matt Wolach","startTime":1316.43,"endTime":1319.46,"body":"up, what advice would you share"},{"speaker":"Matt Wolach","startTime":1319.46,"endTime":1321.89,"body":"with other software founders who"},{"speaker":"Matt Wolach","startTime":1319.46,"endTime":1321.89,"body":"are in their early days, they're"},{"speaker":"Matt Wolach","startTime":1321.89,"endTime":1324.14,"body":"getting started and they want to"},{"speaker":"Matt Wolach","startTime":1321.89,"endTime":1324.14,"body":"create the type of success"},{"speaker":"Matt Wolach","startTime":1324.14,"endTime":1324.65,"body":"you've had."},{"speaker":"Luca Zambello","startTime":1326.75,"endTime":1338.93,"body":"I say be very"},{"speaker":"Luca Zambello","startTime":1326.75,"endTime":1338.93,"body":"honest to yourself on what is"},{"speaker":"Luca Zambello","startTime":1338.93,"endTime":1343.19,"body":"going to take to do it"},{"speaker":"Luca Zambello","startTime":1338.93,"endTime":1343.19,"body":"intrapreneurs are extremely"},{"speaker":"Luca Zambello","startTime":1343.19,"endTime":1347.24,"body":"optimistic, usually. Because"},{"speaker":"Luca Zambello","startTime":1343.19,"endTime":1347.24,"body":"otherwise, if you don't have a"},{"speaker":"Luca Zambello","startTime":1347.24,"endTime":1349.55,"body":"little bit than vision or you're"},{"speaker":"Luca Zambello","startTime":1347.24,"endTime":1349.55,"body":"not going to be an entrepreneur"},{"speaker":"Matt Wolach","startTime":1349.0,"endTime":1351.67,"body":"no doubt"},{"speaker":"Luca Zambello","startTime":1352.6,"endTime":1355.6,"body":"You have to be"},{"speaker":"Luca Zambello","startTime":1352.6,"endTime":1355.6,"body":"optimistic because otherwise if"},{"speaker":"Luca Zambello","startTime":1355.6,"endTime":1358.18,"body":"you're too realistic, you're"},{"speaker":"Luca Zambello","startTime":1355.6,"endTime":1358.18,"body":"gonna be like this is too hard."},{"speaker":"Luca Zambello","startTime":1358.24,"endTime":1368.23,"body":"There's no way I'm gonna do"},{"speaker":"Luca Zambello","startTime":1358.24,"endTime":1368.23,"body":"this. But if I could from the"},{"speaker":"Luca Zambello","startTime":1368.23,"endTime":1371.71,"body":"beginning with investors and"},{"speaker":"Luca Zambello","startTime":1368.23,"endTime":1371.71,"body":"everybody I would tell people it"},{"speaker":"Luca Zambello","startTime":1371.71,"endTime":1378.49,"body":"is hard and I I'd rather wait to"},{"speaker":"Luca Zambello","startTime":1371.71,"endTime":1378.49,"body":"raise money or to get people on"},{"speaker":"Luca Zambello","startTime":1378.49,"endTime":1381.61,"body":"board but they need to know"},{"speaker":"Luca Zambello","startTime":1378.49,"endTime":1381.61,"body":"exactly what they're getting"},{"speaker":"Luca Zambello","startTime":1381.61,"endTime":1384.34,"body":"into. And they need to know"},{"speaker":"Luca Zambello","startTime":1381.61,"endTime":1384.34,"body":"exactly how long is going to"},{"speaker":"Luca Zambello","startTime":1384.34,"endTime":1389.32,"body":"take because if you're too"},{"speaker":"Luca Zambello","startTime":1384.34,"endTime":1389.32,"body":"optimistic and people are"},{"speaker":"Luca Zambello","startTime":1389.32,"endTime":1393.88,"body":"investing based on of what"},{"speaker":"Luca Zambello","startTime":1389.32,"endTime":1393.88,"body":"you're telling them or investing"},{"speaker":"Luca Zambello","startTime":1393.88,"endTime":1396.49,"body":"in could be investors but it"},{"speaker":"Luca Zambello","startTime":1393.88,"endTime":1396.49,"body":"could be like people that you"},{"speaker":"Luca Zambello","startTime":1396.49,"endTime":1401.44,"body":"hire or anybody or customers"},{"speaker":"Luca Zambello","startTime":1396.49,"endTime":1401.44,"body":"then you just naturally speaking"},{"speaker":"Luca Zambello","startTime":1401.44,"endTime":1406.09,"body":"going to let people down and you"},{"speaker":"Luca Zambello","startTime":1401.44,"endTime":1406.09,"body":"might lose credibility. Luckily"},{"speaker":"Luca Zambello","startTime":1406.09,"endTime":1409.99,"body":"that wasn't my case but but I"},{"speaker":"Luca Zambello","startTime":1406.09,"endTime":1409.99,"body":"can see that being a very"},{"speaker":"Luca Zambello","startTime":1410.02,"endTime":1414.7,"body":"dangerous thing so be very"},{"speaker":"Luca Zambello","startTime":1410.02,"endTime":1414.7,"body":"realistic and a and be very"},{"speaker":"Luca Zambello","startTime":1414.7,"endTime":1419.35,"body":"focused laser focused on solving"},{"speaker":"Luca Zambello","startTime":1414.7,"endTime":1419.35,"body":"one specific problem at first to"},{"speaker":"Luca Zambello","startTime":1419.38,"endTime":1424.45,"body":"one specific ICP. I think that's"},{"speaker":"Luca Zambello","startTime":1419.38,"endTime":1424.45,"body":"that's very important."},{"speaker":"Matt Wolach","startTime":1424.72,"endTime":1427.42,"body":"Great stuff. Luca"},{"speaker":"Matt Wolach","startTime":1424.72,"endTime":1427.42,"body":"This is so awesome. And I really"},{"speaker":"Matt Wolach","startTime":1427.42,"endTime":1431.89,"body":"appreciate you coming in and"},{"speaker":"Matt Wolach","startTime":1427.42,"endTime":1431.89,"body":"sharing all of this with us. I"},{"speaker":"Matt Wolach","startTime":1431.89,"endTime":1434.98,"body":"want to make sure people can"},{"speaker":"Matt Wolach","startTime":1431.89,"endTime":1434.98,"body":"learn more about you as well as"},{"speaker":"Matt Wolach","startTime":1435.01,"endTime":1436.6,"body":"Jurny where best can they find"},{"speaker":"Matt Wolach","startTime":1435.01,"endTime":1436.6,"body":"you?"},{"speaker":"Luca Zambello","startTime":1437.8,"endTime":1442.09,"body":"Yeah, I think"},{"speaker":"Luca Zambello","startTime":1437.8,"endTime":1442.09,"body":"obviously our website Jurny.com"},{"speaker":"Luca Zambello","startTime":1442.09,"endTime":1444.85,"body":"And subscribe to our newsletter"},{"speaker":"Luca Zambello","startTime":1442.09,"endTime":1444.85,"body":"they are going to get definitely"},{"speaker":"Luca Zambello","startTime":1444.85,"endTime":1450.43,"body":"a lot of updates and they can"},{"speaker":"Luca Zambello","startTime":1444.85,"endTime":1450.43,"body":"reach my I'm very active on"},{"speaker":"Luca Zambello","startTime":1450.43,"endTime":1455.74,"body":"LinkedIn. So definitely come"},{"speaker":"Luca Zambello","startTime":1450.43,"endTime":1455.74,"body":"find me on on LinkedIn at Luca"},{"speaker":"Luca Zambello","startTime":1455.74,"endTime":1456.4,"body":"Zambello."},{"speaker":"Matt Wolach","startTime":1459.1,"endTime":1461.17,"body":"Okay, perfect."},{"speaker":"Matt Wolach","startTime":1459.1,"endTime":1461.17,"body":"We'll put all that into the show"},{"speaker":"Matt Wolach","startTime":1461.17,"endTime":1463.66,"body":"notes. Make sure that everybody"},{"speaker":"Matt Wolach","startTime":1461.17,"endTime":1463.66,"body":"can get there easily. So if"},{"speaker":"Matt Wolach","startTime":1463.66,"endTime":1465.64,"body":"you're listening right now, if"},{"speaker":"Matt Wolach","startTime":1463.66,"endTime":1465.64,"body":"you're watching go check that"},{"speaker":"Matt Wolach","startTime":1465.64,"endTime":1468.28,"body":"out. You'll be able to find"},{"speaker":"Matt Wolach","startTime":1465.64,"endTime":1468.28,"body":"Luca, this guy is awesome. He's"},{"speaker":"Matt Wolach","startTime":1468.28,"endTime":1470.59,"body":"doing great stuff running his"},{"speaker":"Matt Wolach","startTime":1468.28,"endTime":1470.59,"body":"company journey getting it to"},{"speaker":"Matt Wolach","startTime":1470.59,"endTime":1473.59,"body":"where it has to be, Luka thanks"},{"speaker":"Matt Wolach","startTime":1470.59,"endTime":1473.59,"body":"so much for coming on the show."},{"speaker":"Luca Zambello","startTime":1474.01,"endTime":1476.35,"body":"Yeah, thank you"},{"speaker":"Luca Zambello","startTime":1474.01,"endTime":1476.35,"body":"for having me. It was fun, fun"},{"speaker":"Luca Zambello","startTime":1476.35,"endTime":1478.12,"body":"questions and fun conversation."},{"speaker":"Matt Wolach","startTime":1479.17,"endTime":1481.51,"body":"Yeah, I super"},{"speaker":"Matt Wolach","startTime":1479.17,"endTime":1481.51,"body":"enjoyed it myself and everybody"},{"speaker":"Matt Wolach","startTime":1481.51,"endTime":1484.0,"body":"out there. Thanks for being"},{"speaker":"Matt Wolach","startTime":1481.51,"endTime":1484.0,"body":"here. By the way, make sure that"},{"speaker":"Matt Wolach","startTime":1484.0,"endTime":1487.03,"body":"you are subscribe so you don't"},{"speaker":"Matt Wolach","startTime":1484.0,"endTime":1487.03,"body":"miss out on any other amazing"},{"speaker":"Matt Wolach","startTime":1487.06,"endTime":1490.21,"body":"innovators like Luca coming on"},{"speaker":"Matt Wolach","startTime":1487.06,"endTime":1490.21,"body":"in the next few weeks. Thank you"},{"speaker":"Matt Wolach","startTime":1490.21,"endTime":1492.25,"body":"for being here. We'll see you"},{"speaker":"Matt Wolach","startTime":1490.21,"endTime":1492.25,"body":"next time. Take care."},{"speaker":"Intro/ Outro","startTime":1496.45,"endTime":1499.33,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1496.45,"endTime":1499.33,"body":"listening to Scale Your SaaS for"},{"speaker":"Intro/ Outro","startTime":1499.33,"endTime":1502.81,"body":"more help on finding great leads"},{"speaker":"Intro/ Outro","startTime":1499.33,"endTime":1502.81,"body":"and closing more deals go to"},{"speaker":"Intro/ Outro","startTime":1503.02,"endTime":1504.49,"body":"Mattwolach.com"}]}