{"version":"1.0.0","segments":[{"startTime":1.48,"endTime":4.46,"body":"welcome to the Arguing Agile Podcast,"},{"startTime":1.48,"endTime":4.46,"body":"where Enterprise Business Agility"},{"startTime":4.5,"endTime":7.63,"body":"Coach Om Patel and Product Manager"},{"startTime":4.5,"endTime":7.63,"body":"Brian Orlando argue about product"},{"startTime":7.65,"endTime":10.899,"body":"management, leadership, and business"},{"startTime":7.65,"endTime":10.899,"body":"agility, so you don't have to."},{"startTime":11.877,"endTime":15.557,"body":"So we had a session recently about"},{"startTime":11.877,"endTime":15.557,"body":"strategy, about how to construct"},{"startTime":15.557,"endTime":18.278,"body":"the strategy, and we walked"},{"startTime":15.557,"endTime":18.278,"body":"through several companies very"},{"startTime":18.278,"endTime":19.808,"body":"famous and successful companies."},{"startTime":19.958,"endTime":24.018,"body":"And I wanted to have a follow up to"},{"startTime":19.958,"endTime":24.018,"body":"that podcast, very quick follow up."},{"startTime":24.018,"endTime":27.128,"body":"I want to have a couple of follow ups"},{"startTime":24.018,"endTime":27.128,"body":"actually, if you listen to that podcast."},{"startTime":27.198,"endTime":27.448,"body":"Right."},{"startTime":27.758,"endTime":32.188,"body":"But one of the followups I wanted to"},{"startTime":27.758,"endTime":32.188,"body":"have is what do companies do instead of"},{"startTime":32.188,"endTime":37.478,"body":"having and running successful strategies"},{"startTime":32.188,"endTime":37.478,"body":"and how you can spot when companies"},{"startTime":37.478,"endTime":40.757,"body":"are, I don't know, I'll stop short of"},{"startTime":37.478,"endTime":40.757,"body":"saying misbehaving, but when companies"},{"startTime":40.757,"endTime":45.337,"body":"are kind of going haywire, when their"},{"startTime":40.757,"endTime":45.337,"body":"strategy facade kind of goes off the rails"},{"startTime":45.677,"endTime":47.647,"body":"when they're operating sub optimally."},{"startTime":47.727,"endTime":48.237,"body":"Yes."},{"startTime":48.307,"endTime":48.627,"body":"Yeah."},{"startTime":48.777,"endTime":51.607,"body":"This is a, yeah, this is a, it's going"},{"startTime":48.777,"endTime":51.607,"body":"to be a good one because I think we're"},{"startTime":51.607,"endTime":56.587,"body":"going to delve into some of the, like"},{"startTime":51.607,"endTime":56.587,"body":"the anti patterns, I guess is the word"},{"startTime":56.657,"endTime":58.367,"body":"and people will be able to relate."},{"startTime":58.517,"endTime":62.347,"body":"Actual companies whether you work"},{"startTime":58.517,"endTime":62.347,"body":"in there or not to some or maybe"},{"startTime":62.467,"endTime":65.787,"body":"some or a few or more of these"},{"startTime":62.467,"endTime":65.787,"body":"things That we're going to cover"},{"startTime":65.787,"endTime":67.947,"body":"probably about a dozen or so roughly."},{"startTime":68.097,"endTime":69.397,"body":"So yeah, let's get started"},{"startTime":69.547,"endTime":70.627,"body":"wasting no time."},{"startTime":70.627,"endTime":75.807,"body":"Let's start in category one the goal"},{"startTime":70.627,"endTime":75.807,"body":"mirage Confusing aspirations for"},{"startTime":75.817,"endTime":77.917,"body":"action inside of the gold mirage."},{"startTime":78.067,"endTime":80.947,"body":"I don't know that we're exploring"},{"startTime":78.067,"endTime":80.947,"body":"alternate titles for this podcast."},{"startTime":80.947,"endTime":84.697,"body":"I think like I couldn't, I"},{"startTime":80.947,"endTime":84.697,"body":"couldn't discard the gold mirage."},{"startTime":84.727,"endTime":85.347,"body":"So good."},{"startTime":85.597,"endTime":87.617,"body":"Like it makes this a great"},{"startTime":85.597,"endTime":87.617,"body":"thumbnail, by the way."},{"startTime":87.797,"endTime":91.407,"body":"when we finally get to the middle of"},{"startTime":87.797,"endTime":91.407,"body":"the desert where we've been walking"},{"startTime":91.407,"endTime":92.777,"body":"for days, we get to the mirage."},{"startTime":93.122,"endTime":93.992,"body":"And what's there."},{"startTime":94.142,"endTime":95.372,"body":"Do you ever get to the Mirage?"},{"startTime":95.372,"endTime":96.092,"body":"Oh, you can."},{"startTime":96.212,"endTime":99.622,"body":"It's not that oasis that you can"},{"startTime":96.212,"endTime":99.622,"body":"actually feel in touch Right at the end."},{"startTime":99.622,"endTime":100.639,"body":"You get to the mage at the end."},{"startTime":100.642,"endTime":101.062,"body":"That's right."},{"startTime":101.112,"endTime":104.562,"body":"And I feel many, many people have"},{"startTime":101.112,"endTime":104.562,"body":"gotten to the mirage of, I'm just"},{"startTime":104.562,"endTime":106.092,"body":"gonna set financial goals for you."},{"startTime":106.242,"endTime":109.782,"body":"And then however you meet them, that's not"},{"startTime":106.242,"endTime":109.782,"body":"my problem, but I set the goals for you."},{"startTime":109.782,"endTime":114.062,"body":"So like we've seen, I think everybody"},{"startTime":109.782,"endTime":114.062,"body":"listening to this knows like, Oh, you"},{"startTime":114.062,"endTime":116.082,"body":"need to grow 15 percent year over year."},{"startTime":116.282,"endTime":120.602,"body":"You need to increase revenue for this"},{"startTime":116.282,"endTime":120.602,"body":"product line by 10 percent year over year."},{"startTime":120.752,"endTime":124.252,"body":"No, no, ignoring the Deming"},{"startTime":120.752,"endTime":124.252,"body":"podcast that we did, where very"},{"startTime":124.252,"endTime":127.582,"body":"clearly Deming was like, by what"},{"startTime":124.252,"endTime":127.582,"body":"method are you going to do this?"},{"startTime":127.772,"endTime":131.037,"body":"Like, Oh, I need to increase the bottom"},{"startTime":127.772,"endTime":131.037,"body":"line revenue of this product line."},{"startTime":131.237,"endTime":132.247,"body":"by 10 percent cool."},{"startTime":132.387,"endTime":137.297,"body":"I'll just figure out how many people"},{"startTime":132.387,"endTime":137.297,"body":"just fire right before the quarter closes"},{"startTime":137.567,"endTime":140.617,"body":"And then i'll just fire them immediate"},{"startTime":137.567,"endTime":140.617,"body":"boost to the bottom line Forget that"},{"startTime":140.617,"endTime":144.487,"body":"we're going to take the next two years to"},{"startTime":140.617,"endTime":144.487,"body":"rebuild that talent pool But it'll make"},{"startTime":144.487,"endTime":145.897,"body":"our it'll make these numbers look good"},{"startTime":146.047,"endTime":149.517,"body":"this setting a arbitrary financial"},{"startTime":146.047,"endTime":149.517,"body":"goal without any kind of plan or"},{"startTime":149.517,"endTime":153.947,"body":"planning attached to it It sounds"},{"startTime":149.517,"endTime":153.947,"body":"ludicrous to say it out loud But it's"},{"startTime":153.947,"endTime":157.797,"body":"amazing how often it happens exactly"},{"startTime":153.947,"endTime":157.797,"body":"I call this Cutting the branch of the"},{"startTime":157.797,"endTime":159.877,"body":"tree that you're sitting on, right?"},{"startTime":160.157,"endTime":161.757,"body":"With the saw toward the trunk."},{"startTime":161.777,"endTime":163.977,"body":"You're sitting on it,"},{"startTime":161.777,"endTime":163.977,"body":"you're cutting away at it."},{"startTime":164.127,"endTime":164.947,"body":"Yeah, good luck."},{"startTime":165.027,"endTime":167.627,"body":"The goal mirage is actually real, right?"},{"startTime":167.627,"endTime":171.327,"body":"Because if you look at the companies,"},{"startTime":167.627,"endTime":171.327,"body":"pick a duration, a year, two years, three"},{"startTime":171.327,"endTime":175.357,"body":"years, and figure out companies that"},{"startTime":171.327,"endTime":175.357,"body":"have gone under and really kind of lift"},{"startTime":175.357,"endTime":176.977,"body":"the hood and see what happened there."},{"startTime":177.017,"endTime":177.257,"body":"Yeah."},{"startTime":177.347,"endTime":181.017,"body":"And you'll find this is probably"},{"startTime":177.347,"endTime":181.017,"body":"very prevalent out there."},{"startTime":181.167,"endTime":185.487,"body":"confusing aspirations for action is kind"},{"startTime":181.167,"endTime":185.487,"body":"of like the grouping that we had here."},{"startTime":185.487,"endTime":186.482,"body":"Arbitrary targets."},{"startTime":186.482,"endTime":190.462,"body":"We're going to grow this market by 15%."},{"startTime":190.612,"endTime":191.452,"body":"Why that market?"},{"startTime":191.452,"endTime":192.222,"body":"Why 15%?"},{"startTime":192.462,"endTime":193.722,"body":"but more importantly, how?"},{"startTime":193.872,"endTime":194.882,"body":"How are we going to grow that market?"},{"startTime":194.882,"endTime":195.592,"body":"Just go do it."},{"startTime":195.722,"endTime":196.342,"body":"Make it happen."},{"startTime":196.452,"endTime":197.392,"body":"How are we going to grow that market?"},{"startTime":197.392,"endTime":202.102,"body":"I go back in time when I was  working"},{"startTime":197.392,"endTime":202.102,"body":"at a company that served logistics."},{"startTime":202.252,"endTime":206.622,"body":"So, we want to grow the number of"},{"startTime":202.252,"endTime":206.622,"body":"truck drivers that use our mobile app."},{"startTime":206.822,"endTime":209.852,"body":"We want to increase the number of"},{"startTime":206.822,"endTime":209.852,"body":"transactions year over year by eight"},{"startTime":209.852,"endTime":211.302,"body":"percent eight percent is pretty good."},{"startTime":211.312,"endTime":214.852,"body":"It's pretty reasonable number It's"},{"startTime":211.312,"endTime":214.852,"body":"not fifteen percent thirty percent"},{"startTime":214.962,"endTime":219.042,"body":"just a wild number like that Seven"},{"startTime":214.962,"endTime":219.042,"body":"eight percent is within reason right?"},{"startTime":219.352,"endTime":221.712,"body":"Well, how do you increase the"},{"startTime":219.352,"endTime":221.712,"body":"number of transactions that well?"},{"startTime":221.712,"endTime":227.322,"body":"You need your drivers to be using your"},{"startTime":221.712,"endTime":227.322,"body":"app more If you don't add users, meaning"},{"startTime":227.342,"endTime":231.002,"body":"adding companies, meaning new sales, if"},{"startTime":227.342,"endTime":231.002,"body":"you don't have new sales, how are you"},{"startTime":231.002,"endTime":236.532,"body":"going to get your existing customers to"},{"startTime":231.002,"endTime":236.532,"body":"deliver more truckloads of cargo places?"},{"startTime":236.682,"endTime":239.662,"body":"That just means they need to drive"},{"startTime":236.682,"endTime":239.662,"body":"more places like that faster."},{"startTime":239.672,"endTime":240.962,"body":"that's not naturally going to happen."},{"startTime":240.992,"endTime":245.542,"body":"No, it's not that's automatically a"},{"startTime":240.992,"endTime":245.542,"body":"constraint that's going to bite you and"},{"startTime":245.542,"endTime":250.082,"body":"you know that up front So in that case we"},{"startTime":245.542,"endTime":250.082,"body":"would look for horizontal places that we"},{"startTime":250.082,"endTime":254.822,"body":"could move if we can't be where the driver"},{"startTime":250.082,"endTime":254.822,"body":"is dropping off their cargo and we can't"},{"startTime":254.832,"endTime":258.882,"body":"take transaction value out of that What"},{"startTime":254.832,"endTime":258.882,"body":"other value can we give to the driver?"},{"startTime":259.032,"endTime":262.922,"body":"You know, can we get in line with their"},{"startTime":259.032,"endTime":262.922,"body":"like their fuel purchasing can we get"},{"startTime":262.932,"endTime":266.762,"body":"in line with figuring out how to help"},{"startTime":262.932,"endTime":266.762,"body":"them figure out their the the driving"},{"startTime":266.762,"endTime":270.592,"body":"plan when to rest where to go Can we"},{"startTime":266.762,"endTime":270.592,"body":"figure out how to get them the services"},{"startTime":270.592,"endTime":273.112,"body":"they need because drivers have to"},{"startTime":270.592,"endTime":273.112,"body":"stop places They have to buy showers."},{"startTime":273.402,"endTime":278.032,"body":"They have to buy food can we Help them"},{"startTime":273.402,"endTime":278.032,"body":"map that kind of stuff out  and then we're"},{"startTime":278.032,"endTime":282.292,"body":"making the individual user, the driver"},{"startTime":278.032,"endTime":282.292,"body":"in this case, more efficient, a little"},{"startTime":282.292,"endTime":285.932,"body":"more efficient planning, more efficient"},{"startTime":282.292,"endTime":285.932,"body":"communication back with their home office."},{"startTime":285.932,"endTime":290.152,"body":"we're basically creating a new type of"},{"startTime":285.932,"endTime":290.152,"body":"transaction inside the mobile app to be"},{"startTime":290.152,"endTime":292.822,"body":"able to handle this new growth line item."},{"startTime":293.062,"endTime":295.632,"body":"Now I bring that up"},{"startTime":293.062,"endTime":295.632,"body":"because I want to say cool."},{"startTime":295.632,"endTime":297.942,"body":"We can hit that new seven,"},{"startTime":295.632,"endTime":297.942,"body":"8 percent growth number."},{"startTime":297.942,"endTime":301.022,"body":"We probably can even blow that growth"},{"startTime":297.942,"endTime":301.022,"body":"number out of the water, but the team"},{"startTime":301.042,"endTime":304.612,"body":"that maintains the app they're still doing"},{"startTime":301.042,"endTime":304.612,"body":"a hundred percent of the transactions"},{"startTime":304.612,"endTime":305.742,"body":"they did in the previous year."},{"startTime":305.992,"endTime":307.132,"body":"So that team is still."},{"startTime":307.407,"endTime":312.007,"body":"Potentially super stressed about the"},{"startTime":307.407,"endTime":312.007,"body":"work that they are keeping it running"},{"startTime":312.097,"endTime":315.087,"body":"without even any major upgrades"},{"startTime":312.097,"endTime":315.087,"body":"or moving into new businesses."},{"startTime":315.237,"endTime":317.717,"body":"So are you saying I want."},{"startTime":317.867,"endTime":321.157,"body":"It's 15 percent more transactions"},{"startTime":317.867,"endTime":321.157,"body":"in the app year over year."},{"startTime":321.307,"endTime":321.737,"body":"Cool."},{"startTime":321.887,"endTime":324.857,"body":"How much money are you willing"},{"startTime":321.887,"endTime":324.857,"body":"to spend to get that 15%?"},{"startTime":325.077,"endTime":327.557,"body":"Because you might need to hire"},{"startTime":325.077,"endTime":327.557,"body":"a couple more developers, hire"},{"startTime":327.557,"endTime":330.537,"body":"another product manager, put them on"},{"startTime":327.557,"endTime":330.537,"body":"their own team, and then have them"},{"startTime":330.537,"endTime":332.647,"body":"dedicated just to that new growth."},{"startTime":332.807,"endTime":333.077,"body":"Yep."},{"startTime":333.377,"endTime":335.497,"body":"You've got to invest in what"},{"startTime":333.377,"endTime":335.497,"body":"you're saying in order to get the"},{"startTime":335.497,"endTime":336.437,"body":"growth that you're looking for."},{"startTime":336.438,"endTime":337.627,"body":"Absolutely."},{"startTime":337.627,"endTime":338.817,"body":"Yes."},{"startTime":338.817,"endTime":342.647,"body":"And again, this is another area"},{"startTime":338.817,"endTime":342.647,"body":"where you see, you see a gap."},{"startTime":342.877,"endTime":347.167,"body":"Between the willingness to"},{"startTime":342.877,"endTime":347.167,"body":"invest versus setting these goals"},{"startTime":347.457,"endTime":352.207,"body":"Well, investment often is looked upon as a"},{"startTime":347.457,"endTime":352.207,"body":"negative because while we've got to we're"},{"startTime":352.227,"endTime":353.987,"body":"putting up money here up front, right?"},{"startTime":353.997,"endTime":355.907,"body":"But growth sounds good, right?"},{"startTime":356.207,"endTime":357.767,"body":"It doesn't just happen, though, right?"},{"startTime":357.957,"endTime":359.487,"body":"The case that I just outlined."},{"startTime":359.637,"endTime":363.287,"body":"in that company, the original"},{"startTime":359.637,"endTime":363.287,"body":"transactions that I was talking"},{"startTime":363.287,"endTime":367.157,"body":"about are drivers dropping off their"},{"startTime":363.287,"endTime":367.157,"body":"cargo, they get paperwork signed,"},{"startTime":367.317,"endTime":370.097,"body":"all that goes in the mobile app and"},{"startTime":367.317,"endTime":370.097,"body":"it gets processed in the mobile app."},{"startTime":370.097,"endTime":372.297,"body":"And the driver gets paid,"},{"startTime":370.097,"endTime":372.297,"body":"the company gets paid."},{"startTime":372.297,"endTime":373.097,"body":"Everyone's happy."},{"startTime":373.247,"endTime":375.857,"body":"What I'm talking about now is like,"},{"startTime":373.247,"endTime":375.857,"body":"what additional little services"},{"startTime":375.857,"endTime":376.847,"body":"can we offer to the driver?"},{"startTime":376.847,"endTime":380.987,"body":"that is barely in the same, I understand"},{"startTime":376.847,"endTime":380.987,"body":"it's in the same market of logistics."},{"startTime":381.187,"endTime":385.207,"body":"broad market of logistics, but if you"},{"startTime":381.187,"endTime":385.207,"body":"really break down the market of logistics"},{"startTime":385.207,"endTime":392.267,"body":"to say, you know logistics services"},{"startTime":385.207,"endTime":392.267,"body":"logistics fuel logistics Load planning"},{"startTime":392.277,"endTime":395.857,"body":"and stuff like that That market segments"},{"startTime":392.277,"endTime":395.857,"body":"into several different markets and you"},{"startTime":395.857,"endTime":399.447,"body":"really have to ask yourself as a company"},{"startTime":395.857,"endTime":399.447,"body":"is like are we Trying to break into a"},{"startTime":399.447,"endTime":403.567,"body":"completely unrelated market and we don't"},{"startTime":399.447,"endTime":403.567,"body":"have any expertise in house None of our"},{"startTime":403.567,"endTime":406.827,"body":"sales people, none of our business people,"},{"startTime":403.567,"endTime":406.827,"body":"none of our product people have any"},{"startTime":406.827,"endTime":411.237,"body":"expertise about when drivers buy showers"},{"startTime":406.827,"endTime":411.237,"body":"and how much money they spend on it."},{"startTime":411.427,"endTime":413.507,"body":"and we expect that we're going"},{"startTime":411.427,"endTime":413.507,"body":"to break into that market."},{"startTime":413.657,"endTime":416.247,"body":"Like we own the place,"},{"startTime":413.657,"endTime":416.247,"body":"but we have no skill."},{"startTime":416.387,"endTime":419.167,"body":"So if you're not looking to"},{"startTime":416.387,"endTime":419.167,"body":"segment the market yourself."},{"startTime":419.317,"endTime":422.597,"body":"You're looking to get into"},{"startTime":419.317,"endTime":422.597,"body":"different, You're looking to get"},{"startTime":422.597,"endTime":424.047,"body":"into different market verticals."},{"startTime":424.207,"endTime":425.327,"body":"Maybe they're adjacent to you."},{"startTime":425.667,"endTime":426.097,"body":"Cool."},{"startTime":426.247,"endTime":426.657,"body":"But you're good."},{"startTime":426.667,"endTime":429.687,"body":"You think you're going to do that"},{"startTime":426.667,"endTime":429.687,"body":"with the same team and maintain"},{"startTime":429.687,"endTime":430.957,"body":"all your existing products?"},{"startTime":431.067,"endTime":434.207,"body":"It's not like you're freeing the team"},{"startTime":431.067,"endTime":434.207,"body":"up of their current responsibilities."},{"startTime":434.357,"endTime":436.737,"body":"That that's where I have a big"},{"startTime":434.357,"endTime":436.737,"body":"issue with this one is you're"},{"startTime":436.737,"endTime":437.867,"body":"going to set a financial goal."},{"startTime":438.017,"endTime":440.997,"body":"You're not going to give the team any"},{"startTime":438.017,"endTime":440.997,"body":"new resources and you're going to expect"},{"startTime":440.997,"endTime":443.437,"body":"them to still be accountable to a hundred"},{"startTime":440.997,"endTime":443.437,"body":"percent of everything they've been"},{"startTime":443.437,"endTime":444.787,"body":"dragging around the last couple of years."},{"startTime":444.947,"endTime":448.297,"body":"at a minimum, before setting this"},{"startTime":444.947,"endTime":448.297,"body":"target, as arbitrary as it may"},{"startTime":448.297,"endTime":452.067,"body":"seem, maybe do some research, go"},{"startTime":448.297,"endTime":452.067,"body":"figure out the stuff you don't know."},{"startTime":452.217,"endTime":457.617,"body":"You get some data on how often drivers"},{"startTime":452.217,"endTime":457.617,"body":"stop for showers, where do they stop?"},{"startTime":457.947,"endTime":458.227,"body":"Right."},{"startTime":458.227,"endTime":461.697,"body":"Cause they probably have their favorite"},{"startTime":458.227,"endTime":461.697,"body":"places and then you can do the analysis"},{"startTime":461.727,"endTime":463.997,"body":"based on actual data that you gather."},{"startTime":464.147,"endTime":468.967,"body":"And then come to that kind of a strategy"},{"startTime":464.147,"endTime":468.967,"body":"or a goal, I guess, in this case of, you"},{"startTime":468.967,"endTime":473.517,"body":"know we're going to grow by X percent"},{"startTime":468.967,"endTime":473.517,"body":"or whatever that goal is, but it's an"},{"startTime":473.517,"endTime":475.967,"body":"informed goal at that point, right?"},{"startTime":476.007,"endTime":478.627,"body":"It's not just simply"},{"startTime":476.007,"endTime":478.627,"body":"put it out of thin air."},{"startTime":478.677,"endTime":480.627,"body":"We've been talking a"},{"startTime":478.677,"endTime":480.627,"body":"lot about growth, right?"},{"startTime":480.747,"endTime":484.237,"body":"So I want to talk about growth"},{"startTime":480.747,"endTime":484.237,"body":"for a second, , I tangentially."},{"startTime":484.387,"endTime":485.457,"body":"can talk about growth."},{"startTime":485.517,"endTime":488.827,"body":"So I'm not going to say too long on"},{"startTime":485.517,"endTime":488.827,"body":"this topic, but growth because we want"},{"startTime":488.827,"endTime":491.817,"body":"to grow, like I think about this for"},{"startTime":488.827,"endTime":491.817,"body":"all the private equity firms that I've"},{"startTime":491.817,"endTime":495.107,"body":"been involved with, their idea is like,"},{"startTime":491.817,"endTime":495.107,"body":"Oh, we're going to grow the company."},{"startTime":495.217,"endTime":497.847,"body":"a company that I was with was"},{"startTime":495.217,"endTime":497.847,"body":"acquired by private equity."},{"startTime":498.567,"endTime":502.337,"body":"After they owned the company for two"},{"startTime":498.567,"endTime":502.337,"body":"years ish, something like two years,"},{"startTime":502.667,"endTime":506.287,"body":"they bought our closest competitor"},{"startTime":502.667,"endTime":506.287,"body":"and merge the companies together."},{"startTime":506.437,"endTime":510.557,"body":"Because their idea was we've cornered"},{"startTime":506.437,"endTime":510.557,"body":"the market in this business segment"},{"startTime":510.617,"endTime":514.077,"body":"because we bought the top one and two"},{"startTime":510.617,"endTime":514.077,"body":"players and we merged them together."},{"startTime":514.277,"endTime":515.597,"body":"So now we own all the market."},{"startTime":515.607,"endTime":516.577,"body":"we own the home market."},{"startTime":516.577,"endTime":520.817,"body":"It's very VC, private equity"},{"startTime":516.577,"endTime":520.817,"body":"type of thinking of like, we own"},{"startTime":520.817,"endTime":523.627,"body":"everything so we can set the price"},{"startTime":520.817,"endTime":523.627,"body":"and we'll be in monopoly, right?"},{"startTime":523.777,"endTime":525.717,"body":"But really, like their plan."},{"startTime":525.867,"endTime":529.517,"body":"Is just growth for the sake of growth"},{"startTime":525.867,"endTime":529.517,"body":"they want to grow to be the biggest"},{"startTime":529.517,"endTime":532.597,"body":"player so they attract more attention"},{"startTime":529.517,"endTime":532.597,"body":"So more people want to work with them"},{"startTime":532.607,"endTime":535.727,"body":"because they're big and because they're"},{"startTime":532.607,"endTime":535.727,"body":"big more people want to work with them."},{"startTime":535.737,"endTime":537.617,"body":"They'll continue to grow"},{"startTime":535.737,"endTime":537.617,"body":"because they're big."},{"startTime":537.767,"endTime":541.517,"body":"I realize how ridiculous it sounds,"},{"startTime":537.767,"endTime":541.517,"body":"but that really is their plan."},{"startTime":541.527,"endTime":544.907,"body":"we saw a lot of that during the"},{"startTime":541.527,"endTime":544.907,"body":"heyday of the internet, right?"},{"startTime":544.907,"endTime":549.067,"body":"Before the bubble burst, we saw a"},{"startTime":544.907,"endTime":549.067,"body":"lot of companies start very small,"},{"startTime":549.107,"endTime":551.687,"body":"but then immediately just singularly."},{"startTime":551.837,"endTime":554.387,"body":"laser focus on growing."},{"startTime":554.537,"endTime":558.047,"body":"And I understand why they were doing it"},{"startTime":554.537,"endTime":558.047,"body":"at the time because they just wanted to"},{"startTime":558.047,"endTime":561.487,"body":"go IPO and they have to have a certain"},{"startTime":558.047,"endTime":561.487,"body":"threshold that they want to meet."},{"startTime":561.637,"endTime":565.447,"body":"But that was then right but then you"},{"startTime":561.637,"endTime":565.447,"body":"would think that after the bubble"},{"startTime":565.447,"endTime":569.802,"body":"burst We would learn from that and"},{"startTime":565.447,"endTime":569.802,"body":"people would grow because there's some"},{"startTime":569.802,"endTime":574.722,"body":"rationale to how they grow controlled"},{"startTime":569.802,"endTime":574.722,"body":"growth, perhaps right or strategic"},{"startTime":574.742,"endTime":577.102,"body":"growth and sadly, that's not happened."},{"startTime":577.202,"endTime":579.472,"body":"We're still seeing well"},{"startTime":577.202,"endTime":579.472,"body":"on the whole, right?"},{"startTime":579.622,"endTime":583.162,"body":"What we're seeing is people"},{"startTime":579.622,"endTime":583.162,"body":"pursuing Growth like it's the holy"},{"startTime":583.162,"endTime":585.682,"body":"grail and that is not worked out."},{"startTime":585.682,"endTime":589.692,"body":"Well for a lot of people you know, a lot"},{"startTime":585.682,"endTime":589.692,"body":"of companies They're suffering because"},{"startTime":589.692,"endTime":591.482,"body":"they just simply say we want to grow."},{"startTime":591.512,"endTime":592.662,"body":"Well, why do you want to grow?"},{"startTime":592.922,"endTime":593.282,"body":"Right?"},{"startTime":593.432,"endTime":596.482,"body":"We want to be the biggest player Why"},{"startTime":593.432,"endTime":596.482,"body":"do you want to be the biggest player?"},{"startTime":596.592,"endTime":597.352,"body":"Right, right."},{"startTime":597.582,"endTime":600.732,"body":"Can you actually sustain"},{"startTime":597.582,"endTime":600.732,"body":"yourself as a biggest player?"},{"startTime":600.732,"endTime":603.372,"body":"Do you have everything that"},{"startTime":600.732,"endTime":603.372,"body":"it takes to be up there."},{"startTime":603.402,"endTime":606.582,"body":"If you're doing five why's like"},{"startTime":603.402,"endTime":606.582,"body":"it's it's like it's It makes you"},{"startTime":606.592,"endTime":610.462,"body":"seem like you're the unhinged person"},{"startTime":606.592,"endTime":610.462,"body":"in the room doing a five wise."},{"startTime":610.552,"endTime":615.762,"body":"It sounds like you're not the team player,"},{"startTime":610.552,"endTime":615.762,"body":"but really, you're really just asking"},{"startTime":615.762,"endTime":618.372,"body":"a very clear, like why, what growth?"},{"startTime":618.552,"endTime":622.442,"body":"Because like, let's, let's,"},{"startTime":618.552,"endTime":622.442,"body":"let's figure out where this goes."},{"startTime":622.442,"endTime":624.842,"body":"Growth because like we're"},{"startTime":622.442,"endTime":624.842,"body":"acquiring all these companies"},{"startTime":624.992,"endTime":625.082,"body":"Mm-Hmm."},{"startTime":625.232,"endTime":625.892,"body":"customers."},{"startTime":626.042,"endTime":627.392,"body":"They might be in different marketing."},{"startTime":627.392,"endTime":632.207,"body":"Like we might acquire a, a Brian"},{"startTime":627.392,"endTime":632.207,"body":"and Om's driver shower business."},{"startTime":632.357,"endTime":635.747,"body":"What does that have to do with Brian"},{"startTime":632.357,"endTime":635.747,"body":"and Om's software development company?"},{"startTime":635.867,"endTime":640.397,"body":"Software development company or Brian"},{"startTime":635.867,"endTime":640.397,"body":"and Om's truck bill plan paying business"},{"startTime":640.547,"endTime":643.787,"body":"only because the truck driver is the"},{"startTime":640.547,"endTime":643.787,"body":"main player in both of these categories,"},{"startTime":643.787,"endTime":646.127,"body":"but the needs of truck drivers."},{"startTime":646.277,"endTime":649.927,"body":"That needs showers versus the"},{"startTime":646.277,"endTime":649.927,"body":"needs for truck drivers that"},{"startTime":649.937,"endTime":651.057,"body":"have to get their bills paid."},{"startTime":651.207,"endTime":654.617,"body":"That, those, they might"},{"startTime":651.207,"endTime":654.617,"body":"have very few related needs."},{"startTime":654.837,"endTime":656.177,"body":"And we may not understand them."},{"startTime":656.267,"endTime":658.717,"body":"I was gonna say, we might be"},{"startTime":656.267,"endTime":658.717,"body":"the bill pay people might be"},{"startTime":658.717,"endTime":660.177,"body":"really bad at understanding."},{"startTime":660.492,"endTime":662.562,"body":"The shower people's needs."},{"startTime":662.582,"endTime":663.212,"body":"Exactly."},{"startTime":663.362,"endTime":663.632,"body":"Yeah."},{"startTime":663.882,"endTime":666.892,"body":"I think we're seeing this in"},{"startTime":663.882,"endTime":666.892,"body":"a lot of cases where companies"},{"startTime":666.902,"endTime":668.562,"body":"grew by acquisition, right?"},{"startTime":668.592,"endTime":674.022,"body":"That strategy of growth has led to this"},{"startTime":668.592,"endTime":674.022,"body":"kind of phenomenon where companies grow."},{"startTime":674.232,"endTime":677.352,"body":"They think they're going to grow because"},{"startTime":674.232,"endTime":677.352,"body":"they're buying a market or they're"},{"startTime":677.352,"endTime":679.652,"body":"buying customer bases or whatever it is."},{"startTime":679.922,"endTime":680.172,"body":"And."},{"startTime":680.467,"endTime":686.417,"body":"What they're ignoring is the real cost"},{"startTime":680.467,"endTime":686.417,"body":"that they have to bear in assimilating"},{"startTime":686.517,"endTime":688.377,"body":"a company that they acquire, right?"},{"startTime":688.477,"endTime":693.197,"body":"And then this is beyond all the technology"},{"startTime":688.477,"endTime":693.197,"body":"and the back office stuff and things like"},{"startTime":693.197,"endTime":694.967,"body":"that, that you're actually consolidating."},{"startTime":695.117,"endTime":696.887,"body":"this is outside of even that."},{"startTime":696.897,"endTime":698.197,"body":"It's about strategy."},{"startTime":698.197,"endTime":701.067,"body":"It's about having the"},{"startTime":698.197,"endTime":701.067,"body":"right people collectively."},{"startTime":701.067,"endTime":703.267,"body":"Now, how many people are you going"},{"startTime":701.067,"endTime":703.267,"body":"to keep from the other company?"},{"startTime":703.267,"endTime":704.647,"body":"Because you can't just fire everybody."},{"startTime":704.647,"endTime":706.147,"body":"You don't have the domain knowledge."},{"startTime":706.417,"endTime":707.497,"body":"Oh, I mean, you can."},{"startTime":707.647,"endTime":708.227,"body":"I've seen it."},{"startTime":708.227,"endTime":710.367,"body":"I've seen it too, short term, right?"},{"startTime":710.557,"endTime":712.047,"body":"So yeah, yeah, definitely."},{"startTime":712.117,"endTime":714.927,"body":"Like, so there's two other"},{"startTime":712.117,"endTime":714.927,"body":"points in this goal mirage"},{"startTime":714.967,"endTime":716.217,"body":"category that I want to stay on."},{"startTime":716.477,"endTime":721.137,"body":"Before we get out of here, which is"},{"startTime":716.477,"endTime":721.137,"body":"mistaking Certain things for strategy."},{"startTime":721.337,"endTime":724.137,"body":"Let's start with mistaking"},{"startTime":721.337,"endTime":724.137,"body":"a vision for strategy."},{"startTime":724.287,"endTime":727.877,"body":"So our vision is that we're going"},{"startTime":724.287,"endTime":727.877,"body":"to be the number one trucking app."},{"startTime":727.937,"endTime":730.287,"body":"You know, the number one app"},{"startTime":727.937,"endTime":730.287,"body":"that all truck drivers love."},{"startTime":730.287,"endTime":734.357,"body":"That's a real squishy vision, first of"},{"startTime":730.287,"endTime":734.357,"body":"all, but confusing that for strategy."},{"startTime":734.507,"endTime":737.227,"body":"You know, so now I've got people"},{"startTime":734.507,"endTime":737.227,"body":"throughout the company that are"},{"startTime":737.227,"endTime":742.307,"body":"engaged in all kinds of potentially"},{"startTime":737.227,"endTime":742.307,"body":"counterproductive Strategies because"},{"startTime":742.307,"endTime":745.427,"body":"they think that they're operating"},{"startTime":742.307,"endTime":745.427,"body":"on the best intent of the company."},{"startTime":745.437,"endTime":748.647,"body":"They're operating in the"},{"startTime":745.437,"endTime":748.647,"body":"best Intent for the company."},{"startTime":748.837,"endTime":752.277,"body":"Yeah on behalf of the company basically"},{"startTime":748.837,"endTime":752.277,"body":"by doing a bunch of different initiatives"},{"startTime":752.277,"endTime":756.097,"body":"But what you really have what really"},{"startTime":752.277,"endTime":756.097,"body":"happens is We're all over the map of"},{"startTime":756.177,"endTime":757.407,"body":"what we're actually trying to solve."},{"startTime":757.647,"endTime":760.847,"body":"So one division is trying to solve these"},{"startTime":757.647,"endTime":760.847,"body":"things that they think is important."},{"startTime":760.847,"endTime":763.147,"body":"And another division says, well,"},{"startTime":760.847,"endTime":763.147,"body":"those things aren't important at all."},{"startTime":763.157,"endTime":765.917,"body":"So now we're all running in"},{"startTime":763.157,"endTime":765.917,"body":"different directions with scissors."},{"startTime":765.917,"endTime":766.617,"body":"That's what I'm saying."},{"startTime":766.767,"endTime":769.117,"body":"Well, you can't really pursue a vision."},{"startTime":769.407,"endTime":772.167,"body":"You can, you can pursue strategies"},{"startTime":769.407,"endTime":772.167,"body":"that fulfill the vision."},{"startTime":772.387,"endTime":774.527,"body":"So as I tell you let's conquer Everest."},{"startTime":774.677,"endTime":776.567,"body":"We're going to go do a"},{"startTime":774.677,"endTime":776.567,"body":"podcast on top of Everest."},{"startTime":776.577,"endTime":777.387,"body":"So that's my vision."},{"startTime":777.417,"endTime":781.087,"body":"And I'm going to go find like Edward"},{"startTime":777.417,"endTime":781.087,"body":"Everest and conquer that individual."},{"startTime":781.097,"endTime":782.317,"body":"Like I don't like this."},{"startTime":782.377,"endTime":782.647,"body":"Yeah."},{"startTime":782.647,"endTime":782.977,"body":"Yeah."},{"startTime":782.977,"endTime":784.807,"body":"It's like everyone's"},{"startTime":782.977,"endTime":784.807,"body":"interpreting it at their own."},{"startTime":785.157,"endTime":785.827,"body":"Exactly."},{"startTime":785.917,"endTime":786.427,"body":"Exactly."},{"startTime":786.427,"endTime":787.357,"body":"We just say Edwards."},{"startTime":787.357,"endTime":789.617,"body":"There'll be those people that say,"},{"startTime":787.357,"endTime":789.617,"body":"what about Edward Scissorhands?"},{"startTime":789.837,"endTime":793.357,"body":"Strategy is how you"},{"startTime":789.837,"endTime":793.357,"body":"fulfill the vision, right?"},{"startTime":793.557,"endTime":797.687,"body":"So if I wanted to conquer Everest,"},{"startTime":793.557,"endTime":797.687,"body":"the statement, we're going to do that."},{"startTime":797.857,"endTime":798.697,"body":"May be the vision."},{"startTime":798.747,"endTime":799.847,"body":"But that's not a strategy."},{"startTime":800.182,"endTime":801.052,"body":"How am I gonna do that?"},{"startTime":801.282,"endTime":806.132,"body":"Am I gonna do 5, 000 feet per day"},{"startTime":801.282,"endTime":806.132,"body":"and even that's not linear, right?"},{"startTime":806.132,"endTime":808.722,"body":"So initially I might do"},{"startTime":806.132,"endTime":808.722,"body":"10 and then I might do 3."},{"startTime":809.002,"endTime":812.812,"body":"Yeah, and then take into account the bad"},{"startTime":809.002,"endTime":812.812,"body":"weather up there Where's my base camp?"},{"startTime":812.962,"endTime":814.452,"body":"where's my the first Right."},{"startTime":814.492,"endTime":815.652,"body":"Place where I'm going to stop."},{"startTime":815.802,"endTime":818.832,"body":"Those are strategic decisions,"},{"startTime":815.802,"endTime":818.832,"body":"how you follow those."},{"startTime":819.132,"endTime":820.562,"body":"And for me, it's pretty clear."},{"startTime":820.572,"endTime":824.162,"body":"Vision is not a strategy, but"},{"startTime":820.572,"endTime":824.162,"body":"it's, but still right today, we"},{"startTime":824.162,"endTime":828.592,"body":"do see companies that befuddle"},{"startTime":824.162,"endTime":828.592,"body":"both of those and fall foul of it."},{"startTime":828.592,"endTime":828.922,"body":"That's right."},{"startTime":829.122,"endTime":830.192,"body":"I think of vision statements."},{"startTime":830.342,"endTime":834.462,"body":"It's they're very broad so you can"},{"startTime":830.342,"endTime":834.462,"body":"fit potentially anything into that"},{"startTime":834.612,"endTime":837.372,"body":"vision statement and those things"},{"startTime":834.612,"endTime":837.372,"body":"are not measurable So there's like"},{"startTime":837.382,"endTime":838.622,"body":"there's a bunch of stuff missing"},{"startTime":838.882,"endTime":840.142,"body":"what does a good strategy look like?"},{"startTime":840.142,"endTime":844.072,"body":"Well, you have the kernel of the good"},{"startTime":840.142,"endTime":844.072,"body":"strategy as, as prescribed by the richer"},{"startTime":844.072,"endTime":845.872,"body":"ult, good strategy, bad strategy book."},{"startTime":845.922,"endTime":846.552,"body":"Let's go with that."},{"startTime":846.552,"endTime":848.722,"body":"Like I said, in the strategy"},{"startTime":846.552,"endTime":848.722,"body":"podcast that we have with"},{"startTime":848.722,"endTime":850.532,"body":"Nisha, have to have a diagnosis."},{"startTime":850.682,"endTime":853.142,"body":"You have to have a guiding policy"},{"startTime":850.682,"endTime":853.142,"body":"that tells you how you're going to"},{"startTime":853.142,"endTime":854.802,"body":"deal with it, generally high level."},{"startTime":854.902,"endTime":857.982,"body":"the diagnosis is a problem in the"},{"startTime":854.902,"endTime":857.982,"body":"market that you see, or the opportunity"},{"startTime":858.022,"endTime":861.812,"body":"that you see the guiding policy tells"},{"startTime":858.022,"endTime":861.812,"body":"you how generally you're going to"},{"startTime":861.812,"endTime":866.192,"body":"deal with it and the set of cohesive"},{"startTime":861.812,"endTime":866.192,"body":"actions are the more lower level"},{"startTime":866.192,"endTime":868.202,"body":"plans that you're going to take"},{"startTime":868.492,"endTime":873.442,"body":"in the Nisha podcast, one of the things"},{"startTime":868.492,"endTime":873.442,"body":"she commented was if you skip constructing"},{"startTime":873.442,"endTime":875.432,"body":"a strategy and You go from the."},{"startTime":875.582,"endTime":880.492,"body":"diagnosis directly straight to actions"},{"startTime":875.582,"endTime":880.492,"body":"and you skip the guiding policy because"},{"startTime":880.492,"endTime":884.252,"body":"the guiding policy has to be vetted"},{"startTime":880.492,"endTime":884.252,"body":"to make sure it's the right guiding"},{"startTime":884.252,"endTime":888.032,"body":"policy hey because like I go back to"},{"startTime":884.252,"endTime":888.032,"body":"this example all the time because I"},{"startTime":888.032,"endTime":891.582,"body":"love this example congratulations Ohm"},{"startTime":888.032,"endTime":891.582,"body":"we checked your temperature we did"},{"startTime":891.582,"endTime":894.337,"body":"whatever we looked in the back of your"},{"startTime":891.582,"endTime":894.337,"body":"throat you got strep throat I think"},{"startTime":894.337,"endTime":897.717,"body":"the guiding policy is keep it elevated,"},{"startTime":894.337,"endTime":897.717,"body":"take two Motrin and wait a minute."},{"startTime":898.007,"endTime":898.747,"body":"Are you sure about that?"},{"startTime":898.747,"endTime":899.387,"body":"Guiding policy?"},{"startTime":899.387,"endTime":901.307,"body":"Like, that sounds like it was AI driven."},{"startTime":901.307,"endTime":905.617,"body":"We probably should do an MVP and test say,"},{"startTime":901.307,"endTime":905.617,"body":"well, I got an elevated doc, I sat here"},{"startTime":905.617,"endTime":906.987,"body":"all day and this is stupid I don't know."},{"startTime":906.987,"endTime":907.827,"body":"I feel the same."},{"startTime":908.017,"endTime":909.037,"body":"Still got a temperature."},{"startTime":909.187,"endTime":909.947,"body":"I might die."},{"startTime":909.987,"endTime":910.977,"body":"You probably should do something."},{"startTime":910.987,"endTime":912.755,"body":"I'm like, maybe we need to"},{"startTime":910.987,"endTime":912.755,"body":"switch our guiding policy."},{"startTime":912.755,"endTime":914.157,"body":"Do another MVP."},{"startTime":914.167,"endTime":917.537,"body":"Here's some antibiotics here's some of"},{"startTime":914.167,"endTime":917.537,"body":"the things, you know the, the Attributing"},{"startTime":917.547,"endTime":921.327,"body":"goals where you should have strategies"},{"startTime":917.547,"endTime":921.327,"body":"like the goals are down here at set"},{"startTime":921.327,"endTime":925.467,"body":"a cohesive actions, you know So even"},{"startTime":921.327,"endTime":925.467,"body":"in the podcast with niches, he's like"},{"startTime":925.467,"endTime":930.687,"body":"when you skip the guiding policy and"},{"startTime":925.467,"endTime":930.687,"body":"you're up here You're I'm sorry up here."},{"startTime":930.897,"endTime":931.297,"body":"I'm up here."},{"startTime":931.297,"endTime":931.867,"body":"I'm on the table."},{"startTime":931.867,"endTime":935.927,"body":"But when you're up here talking about"},{"startTime":931.867,"endTime":935.927,"body":"the problem in the market you're"},{"startTime":935.927,"endTime":939.277,"body":"observing And then you immediately"},{"startTime":935.927,"endTime":939.277,"body":"jumped down to cohesive actions."},{"startTime":939.427,"endTime":941.757,"body":"She's like, you sound insane."},{"startTime":941.767,"endTime":943.277,"body":"I believe that was exactly what she says."},{"startTime":943.287,"endTime":944.477,"body":"You sound insane."},{"startTime":944.647,"endTime":947.967,"body":"this is the category we're talking about"},{"startTime":944.647,"endTime":947.967,"body":"now is you're mistaking your goals."},{"startTime":948.117,"endTime":950.967,"body":"I think when we accomplish"},{"startTime":948.117,"endTime":950.967,"body":"this, we've met our strategy."},{"startTime":951.007,"endTime":952.397,"body":"We'll solve world hunger."},{"startTime":952.447,"endTime":954.727,"body":"Yeah, boy, you sound crazy."},{"startTime":955.077,"endTime":957.587,"body":"Cause there's a layer  that"},{"startTime":955.077,"endTime":957.587,"body":"you didn't talk about."},{"startTime":957.637,"endTime":958.527,"body":"And when you skip that."},{"startTime":958.587,"endTime":963.987,"body":"Yeah, not only do you sound crazy, but no,"},{"startTime":958.587,"endTime":963.987,"body":"that layer really serves as a checkpoint."},{"startTime":964.267,"endTime":969.537,"body":"So you could say, well, this is, this is"},{"startTime":964.267,"endTime":969.537,"body":"how we're going to go about our goals."},{"startTime":969.857,"endTime":971.567,"body":"Are those goals achievable?"},{"startTime":971.597,"endTime":972.817,"body":"Are they realistic?"},{"startTime":972.877,"endTime":974.207,"body":"Are they completely wacky?"},{"startTime":974.257,"endTime":979.277,"body":"If that middle layer really does provide"},{"startTime":974.257,"endTime":979.277,"body":"the opportunity to see if that's going"},{"startTime":979.277,"endTime":984.082,"body":"to, Help you or not and maybe select"},{"startTime":979.277,"endTime":984.082,"body":"even further so do some more fine tuning"},{"startTime":984.082,"endTime":987.782,"body":"of those right without that Yeah, I"},{"startTime":984.082,"endTime":987.782,"body":"mean you're out in left field really"},{"startTime":987.932,"endTime":991.412,"body":"well,  that concludes the first part"},{"startTime":987.932,"endTime":991.412,"body":"of this podcast Let's let's put a bow"},{"startTime":991.412,"endTime":995.032,"body":"on the first part of this podcast about"},{"startTime":991.412,"endTime":995.032,"body":"the goal mirage like what what people"},{"startTime":995.032,"endTime":1000.312,"body":"do When they confuse aspirations for"},{"startTime":995.032,"endTime":1000.312,"body":"action with regard to strategies, growth"},{"startTime":1000.372,"endTime":1002.472,"body":"dictates mandates, stuff like that."},{"startTime":1002.622,"endTime":1006.432,"body":"and I want to get into the second"},{"startTime":1002.622,"endTime":1006.432,"body":"part of like, you have a strategy."},{"startTime":1006.582,"endTime":1008.292,"body":"They're just all ineffective."},{"startTime":1008.452,"endTime":1014.652,"body":"the first one is like, we're relying"},{"startTime":1008.452,"endTime":1014.652,"body":"too heavily on frameworks and analysis"},{"startTime":1014.652,"endTime":1016.392,"body":"techniques, like SWOT and stuff like that."},{"startTime":1016.432,"endTime":1017.162,"body":"I was at a workplace."},{"startTime":1017.312,"endTime":1020.152,"body":"Long time ago that did SWOT every year."},{"startTime":1020.242,"endTime":1022.792,"body":"we would list out all the"},{"startTime":1020.242,"endTime":1022.792,"body":"weaknesses and all the opportunities"},{"startTime":1022.792,"endTime":1023.592,"body":"in the market and whatnot."},{"startTime":1023.592,"endTime":1025.922,"body":"And we send all this stuff up to"},{"startTime":1023.592,"endTime":1025.922,"body":"the leadership and they say, Oh"},{"startTime":1025.922,"endTime":1029.002,"body":"yeah, we'd have a big review, a"},{"startTime":1025.922,"endTime":1029.002,"body":"departmental review with them."},{"startTime":1029.002,"endTime":1030.462,"body":"And they say, yeah, these are, we agree."},{"startTime":1030.462,"endTime":1031.572,"body":"These are really great suggestions."},{"startTime":1031.802,"endTime":1032.242,"body":"And then."},{"startTime":1032.392,"endTime":1035.832,"body":"No action, no action at all and"},{"startTime":1032.392,"endTime":1035.832,"body":"then, then it, well, a whole another"},{"startTime":1035.832,"endTime":1039.532,"body":"year came, came through and the more"},{"startTime":1035.832,"endTime":1039.532,"body":"senior team members who have been"},{"startTime":1039.532,"endTime":1043.602,"body":"there longer, kind of started taking"},{"startTime":1039.532,"endTime":1043.602,"body":"the process a little less seriously."},{"startTime":1043.662,"endTime":1044.472,"body":"Pay lip service."},{"startTime":1044.622,"endTime":1048.722,"body":"Got dinged for it to be like, Brian, you"},{"startTime":1044.622,"endTime":1048.722,"body":"seem a little cynical about this process."},{"startTime":1048.752,"endTime":1050.062,"body":"I don't think you're a team player."},{"startTime":1050.112,"endTime":1052.572,"body":"I think you need to commit, you"},{"startTime":1050.112,"endTime":1052.572,"body":"need to commit fully, commit and"},{"startTime":1052.572,"endTime":1054.182,"body":"disagree on commit and disagree."},{"startTime":1054.522,"endTime":1055.422,"body":"I'm like, I don't know."},{"startTime":1055.432,"endTime":1059.062,"body":"But I see no action from all this work"},{"startTime":1055.432,"endTime":1059.062,"body":"that we're doing real market analysis"},{"startTime":1059.062,"endTime":1060.602,"body":"here and we're seeing no action."},{"startTime":1060.752,"endTime":1063.742,"body":"So I've seen two different"},{"startTime":1060.752,"endTime":1063.742,"body":"ways this goes down, right?"},{"startTime":1063.782,"endTime":1066.002,"body":"One is when you get help from outside."},{"startTime":1066.152,"endTime":1067.632,"body":"Use the word help lightly here."},{"startTime":1067.952,"endTime":1072.132,"body":"So consulting company has called"},{"startTime":1067.952,"endTime":1072.132,"body":"in to help you and two by twos"},{"startTime":1072.132,"endTime":1073.212,"body":"are their favorites, right?"},{"startTime":1073.212,"endTime":1074.452,"body":"The little BCG matrix."},{"startTime":1074.602,"endTime":1075.432,"body":"So they do that."},{"startTime":1075.502,"endTime":1078.422,"body":"And then the new tool they"},{"startTime":1075.502,"endTime":1078.422,"body":"have now is Venn diagrams."},{"startTime":1078.572,"endTime":1079.762,"body":"You know, they start with."},{"startTime":1080.017,"endTime":1083.767,"body":"Two circles and add a third one and"},{"startTime":1080.017,"endTime":1083.767,"body":"then maybe add four more over time."},{"startTime":1083.817,"endTime":1085.427,"body":"So they should throw AI in on that."},{"startTime":1085.437,"endTime":1085.877,"body":"They should."},{"startTime":1085.877,"endTime":1086.387,"body":"That'll help."},{"startTime":1086.437,"endTime":1090.447,"body":"So they will come in and they will"},{"startTime":1086.437,"endTime":1090.447,"body":"do your SWOT analysis among others."},{"startTime":1090.447,"endTime":1091.157,"body":"Just one tool."},{"startTime":1091.157,"endTime":1092.467,"body":"There are many other tools, right?"},{"startTime":1092.617,"endTime":1094.547,"body":"It doesn't position your company."},{"startTime":1094.757,"endTime":1098.657,"body":"To be successful with those things"},{"startTime":1094.757,"endTime":1098.657,"body":"because they're not owned by the company."},{"startTime":1098.657,"endTime":1101.597,"body":"They're simply in a deck"},{"startTime":1098.657,"endTime":1101.597,"body":"somewhere or a powerpoint."},{"startTime":1101.927,"endTime":1105.207,"body":"The other way i've seen this happen"},{"startTime":1101.927,"endTime":1105.207,"body":"is close to what you just said"},{"startTime":1105.467,"endTime":1108.107,"body":"You bring people together from"},{"startTime":1105.467,"endTime":1108.107,"body":"different parts of the company and"},{"startTime":1108.107,"endTime":1110.807,"body":"you do this rara And people go away."},{"startTime":1110.807,"endTime":1113.787,"body":"Everybody's nodding up and down at"},{"startTime":1110.807,"endTime":1113.787,"body":"the end of the day at the end of the"},{"startTime":1113.787,"endTime":1117.057,"body":"session or whatever But then they go"},{"startTime":1113.787,"endTime":1117.057,"body":"about doing their own thing because they"},{"startTime":1117.057,"endTime":1122.057,"body":"have their own vested interests that"},{"startTime":1117.057,"endTime":1122.057,"body":"they're pursuing So they have their own"},{"startTime":1122.057,"endTime":1126.357,"body":"Strategy if you want right that they're"},{"startTime":1122.057,"endTime":1126.357,"body":"following for their own little unit."},{"startTime":1126.437,"endTime":1129.757,"body":"Yeah, well, it could be a business"},{"startTime":1126.437,"endTime":1129.757,"body":"domain could be a sub domain, but"},{"startTime":1129.767,"endTime":1133.777,"body":"they're not really doing anything"},{"startTime":1129.767,"endTime":1133.777,"body":"that contributes to the bigger, right."},{"startTime":1134.057,"endTime":1134.857,"body":"You know, org strategy."},{"startTime":1135.087,"endTime":1137.057,"body":"I've seen people take"},{"startTime":1135.087,"endTime":1137.057,"body":"what you're describing."},{"startTime":1137.057,"endTime":1140.057,"body":"I've seen people take this away as"},{"startTime":1137.057,"endTime":1140.057,"body":"their own little initiative of like,"},{"startTime":1140.057,"endTime":1141.597,"body":"well, my department or we're going to."},{"startTime":1141.687,"endTime":1143.177,"body":"Where sometimes it's cross departmental."},{"startTime":1143.177,"endTime":1146.557,"body":"We're going to assemble this"},{"startTime":1143.177,"endTime":1146.557,"body":"like quick reaction team."},{"startTime":1146.597,"endTime":1147.627,"body":"They'll come up with names like that."},{"startTime":1147.627,"endTime":1150.727,"body":"Like rapid reaction team"},{"startTime":1147.627,"endTime":1150.727,"body":"to deal with this thing."},{"startTime":1150.727,"endTime":1154.197,"body":"And then They'll spin that team up"},{"startTime":1150.727,"endTime":1154.197,"body":"and the team will borrow people."},{"startTime":1154.227,"endTime":1155.667,"body":"Well, let's be honest with"},{"startTime":1154.227,"endTime":1155.667,"body":"these seven companies."},{"startTime":1155.957,"endTime":1156.707,"body":"They'll borrow resources."},{"startTime":1156.917,"endTime":1159.597,"body":"They'll borrow people from different"},{"startTime":1156.917,"endTime":1159.597,"body":"departments and they'll people like"},{"startTime":1159.827,"endTime":1162.457,"body":"stop working their day jobs for a"},{"startTime":1159.827,"endTime":1162.457,"body":"period of a couple of weeks or whatever"},{"startTime":1162.457,"endTime":1166.242,"body":"and do something special, but then"},{"startTime":1162.457,"endTime":1166.242,"body":"it all like, It all kind of slowly"},{"startTime":1166.242,"endTime":1170.482,"body":"collapses over time is the rack teams"},{"startTime":1166.242,"endTime":1170.482,"body":"Effectively go back right the rapid"},{"startTime":1170.482,"endTime":1174.322,"body":"action team or whatever, you know"},{"startTime":1170.482,"endTime":1174.322,"body":"I like my favorite is the strategic"},{"startTime":1174.322,"endTime":1176.542,"body":"high intensity teams Go abbreviate."},{"startTime":1176.542,"endTime":1177.072,"body":"Thanks."},{"startTime":1177.132,"endTime":1180.982,"body":"Yeah, so I mean look we've seen"},{"startTime":1177.132,"endTime":1180.982,"body":"this before many many times."},{"startTime":1181.232,"endTime":1182.802,"body":"There's no coherent focus."},{"startTime":1182.852,"endTime":1183.542,"body":"That's what I like to say."},{"startTime":1183.542,"endTime":1186.972,"body":"It's not taking the company forward"},{"startTime":1183.542,"endTime":1186.972,"body":"anywhere, but everybody feels good"},{"startTime":1186.972,"endTime":1189.802,"body":"that they're doing the right thing,"},{"startTime":1186.972,"endTime":1189.802,"body":"except they're not actually doing it."},{"startTime":1189.812,"endTime":1190.792,"body":"They're just discussing it."},{"startTime":1190.882,"endTime":1193.832,"body":"So if you have, if your company has"},{"startTime":1190.882,"endTime":1193.832,"body":"strategies and they're written down"},{"startTime":1193.832,"endTime":1197.402,"body":"somewhere and they're tracked in one"},{"startTime":1193.832,"endTime":1197.402,"body":"place and everyone's looking at them, the."},{"startTime":1197.617,"endTime":1203.337,"body":"Formation of a special team to go try"},{"startTime":1197.617,"endTime":1203.337,"body":"something or go launch an MVP something"},{"startTime":1203.337,"endTime":1205.317,"body":"or go explore some market or something."},{"startTime":1205.467,"endTime":1208.447,"body":"That will fall under the set"},{"startTime":1205.467,"endTime":1208.447,"body":"of coherent actions and the"},{"startTime":1208.447,"endTime":1210.467,"body":"guiding policy for a strategy."},{"startTime":1210.617,"endTime":1212.167,"body":"So there is a way to do this."},{"startTime":1212.237,"endTime":1215.117,"body":"But the takeaways, , what"},{"startTime":1212.237,"endTime":1215.117,"body":"you're measuring, the coherent,"},{"startTime":1215.177,"endTime":1216.317,"body":"coherent actions from."},{"startTime":1216.467,"endTime":1217.607,"body":"You'll be watching those."},{"startTime":1217.897,"endTime":1221.227,"body":"Like it is not just a bunch of people"},{"startTime":1217.897,"endTime":1221.227,"body":"spinning up things that are like"},{"startTime":1221.227,"endTime":1224.707,"body":"departmental to their own or like, oh,"},{"startTime":1221.227,"endTime":1224.707,"body":"I'm manager and I heard the company"},{"startTime":1224.707,"endTime":1225.692,"body":"has this problem, so I'm gonna."},{"startTime":1225.842,"endTime":1230.722,"body":"Do something under my budget to try"},{"startTime":1225.842,"endTime":1230.722,"body":"to hail Mary and maybe people love me."},{"startTime":1230.722,"endTime":1234.162,"body":"It's a company level strategy"},{"startTime":1230.722,"endTime":1234.162,"body":"or business unit level."},{"startTime":1234.162,"endTime":1235.512,"body":"If you're a big company"},{"startTime":1234.162,"endTime":1235.512,"body":"or whatever, it doesn't."},{"startTime":1235.857,"endTime":1236.667,"body":"You know, it scales."},{"startTime":1236.817,"endTime":1240.087,"body":"Budget is one aspect that you just"},{"startTime":1236.817,"endTime":1240.087,"body":"highlighted that really gets in the way"},{"startTime":1240.087,"endTime":1243.687,"body":"here because in order to do the work,"},{"startTime":1240.087,"endTime":1243.687,"body":"you have to spend the time and effort"},{"startTime":1243.727,"endTime":1248.577,"body":"and nobody wants to sacrifice their own"},{"startTime":1243.727,"endTime":1248.577,"body":"budget to do this for the common good."},{"startTime":1248.667,"endTime":1251.917,"body":"Oh no, I'd rather spend that"},{"startTime":1248.667,"endTime":1251.917,"body":"money on my little area."},{"startTime":1252.057,"endTime":1255.597,"body":"You make a good point  individual"},{"startTime":1252.057,"endTime":1255.597,"body":"budget may not be able to because"},{"startTime":1255.707,"endTime":1260.397,"body":"the budgeting process was done nine"},{"startTime":1255.707,"endTime":1260.397,"body":"months ago in a room away from on an"},{"startTime":1260.397,"endTime":1263.757,"body":"off site with all the smart people"},{"startTime":1260.397,"endTime":1263.757,"body":"and you weren't even included."},{"startTime":1264.057,"endTime":1266.727,"body":"So like you, like you can't"},{"startTime":1264.057,"endTime":1266.727,"body":"even question that process."},{"startTime":1266.937,"endTime":1271.057,"body":"There's no pool or body or whatever"},{"startTime":1266.937,"endTime":1271.057,"body":"to go back to to say, Hey, we"},{"startTime":1271.057,"endTime":1271.977,"body":"want to launch a new strategy."},{"startTime":1272.007,"endTime":1273.107,"body":"I need a little more money."},{"startTime":1273.137,"endTime":1277.507,"body":"Like you got to wait that the strategy"},{"startTime":1273.137,"endTime":1277.507,"body":"panel doesn't convene for another."},{"startTime":1277.657,"endTime":1278.947,"body":"Three months, right?"},{"startTime":1278.947,"endTime":1280.637,"body":"You're a congressman and get"},{"startTime":1278.947,"endTime":1280.637,"body":"your business case together."},{"startTime":1280.897,"endTime":1281.977,"body":"I don't want to do all that."},{"startTime":1281.977,"endTime":1284.107,"body":"I'm ready to respond"},{"startTime":1281.977,"endTime":1284.107,"body":"to this challenge now."},{"startTime":1284.257,"endTime":1286.497,"body":"I'm ready to gather evidence"},{"startTime":1284.257,"endTime":1286.497,"body":"so I can ask for money."},{"startTime":1286.647,"endTime":1289.997,"body":"But I need some money to do that"},{"startTime":1286.647,"endTime":1289.997,"body":"with but all you've given me is a"},{"startTime":1289.997,"endTime":1295.047,"body":"budget from 9 10 11 months ago That"},{"startTime":1289.997,"endTime":1295.047,"body":"says just do normal business, right?"},{"startTime":1295.197,"endTime":1299.597,"body":"I can't work with anybody to my left"},{"startTime":1295.197,"endTime":1299.597,"body":"or right because You know, they don't"},{"startTime":1299.597,"endTime":1303.057,"body":"want to work with me because their"},{"startTime":1299.597,"endTime":1303.057,"body":"budget is for them and they'd rather"},{"startTime":1303.057,"endTime":1305.057,"body":"work on their own teams with that money."},{"startTime":1305.267,"endTime":1309.327,"body":"So immediately you have these"},{"startTime":1305.267,"endTime":1309.327,"body":"Really constricting silos taking"},{"startTime":1309.327,"endTime":1311.247,"body":"place in the form of budgets."},{"startTime":1311.397,"endTime":1312.767,"body":"So what is the solution here?"},{"startTime":1312.857,"endTime":1313.217,"body":"Right?"},{"startTime":1313.297,"endTime":1314.207,"body":"Let's talk about that."},{"startTime":1314.217,"endTime":1316.267,"body":"What is the solution"},{"startTime":1314.217,"endTime":1316.267,"body":"here in order to do this?"},{"startTime":1316.417,"endTime":1320.047,"body":"across the aisle, to use a cliche there,"},{"startTime":1316.417,"endTime":1320.047,"body":"but I mean, if you really want to, if"},{"startTime":1320.047,"endTime":1324.227,"body":"you really want to talk radical, like"},{"startTime":1320.047,"endTime":1324.227,"body":"burn everything down solution, it's"},{"startTime":1324.247,"endTime":1326.017,"body":"don't do yearly financial planning."},{"startTime":1326.077,"endTime":1329.837,"body":"that is the answer, but you know,"},{"startTime":1326.077,"endTime":1329.837,"body":"people that are doing annual budgets"},{"startTime":1330.187,"endTime":1333.767,"body":"aren't going to just in one fell"},{"startTime":1330.187,"endTime":1333.767,"body":"swoop swap over to that model."},{"startTime":1333.767,"endTime":1334.067,"body":"Right."},{"startTime":1334.217,"endTime":1340.057,"body":"So in the interim, maybe intentionally set"},{"startTime":1334.217,"endTime":1340.057,"body":"aside a pool of money that can be used."},{"startTime":1341.132,"endTime":1345.282,"body":"Purpose where people's time could be,"},{"startTime":1341.132,"endTime":1345.282,"body":"you know ascribed to that budget instead."},{"startTime":1345.332,"endTime":1348.082,"body":"there are two things that I want"},{"startTime":1345.332,"endTime":1348.082,"body":"to finish this category out."},{"startTime":1348.232,"endTime":1352.752,"body":"People that are working in a"},{"startTime":1348.232,"endTime":1352.752,"body":"feature factory, so they exclusively"},{"startTime":1352.762,"endTime":1354.262,"body":"focus on product features."},{"startTime":1354.262,"endTime":1356.202,"body":"They never talk about"},{"startTime":1354.262,"endTime":1356.202,"body":"customer pain points."},{"startTime":1356.442,"endTime":1360.832,"body":"They never talk about reducing"},{"startTime":1356.442,"endTime":1360.832,"body":"churn or the user onboarding"},{"startTime":1360.832,"endTime":1362.362,"body":"experience or things like that."},{"startTime":1362.382,"endTime":1363.112,"body":"They talk about."},{"startTime":1363.282,"endTime":1364.802,"body":"I need PDF in the application."},{"startTime":1365.052,"endTime":1369.152,"body":"I need 20 percent faster load"},{"startTime":1365.052,"endTime":1369.152,"body":"time of these screens or whatever."},{"startTime":1369.192,"endTime":1371.022,"body":"They're talking purely features."},{"startTime":1371.222,"endTime":1375.862,"body":"The other category I want to talk about"},{"startTime":1371.222,"endTime":1375.862,"body":"is the company that has this emphasis"},{"startTime":1375.872,"endTime":1378.752,"body":"on doing all the planning upfront."},{"startTime":1378.862,"endTime":1381.952,"body":"we have to get all the requirements"},{"startTime":1378.862,"endTime":1381.952,"body":"and we have to do it all, all up front."},{"startTime":1382.052,"endTime":1383.182,"body":"We have to do that all up front."},{"startTime":1383.332,"endTime":1387.002,"body":"Before engaging the developers, because"},{"startTime":1383.332,"endTime":1387.002,"body":"the developers are the most expensive"},{"startTime":1387.022,"endTime":1391.882,"body":"people in house and we can't waste our"},{"startTime":1387.022,"endTime":1391.882,"body":"time going to meetings and talking about"},{"startTime":1391.882,"endTime":1393.432,"body":"what requirements and vetting them out."},{"startTime":1393.442,"endTime":1397.222,"body":"That's why we hire BAs and project"},{"startTime":1393.442,"endTime":1397.222,"body":"managers and people like that."},{"startTime":1397.222,"endTime":1397.472,"body":"Right."},{"startTime":1397.582,"endTime":1397.922,"body":"Yep."},{"startTime":1398.212,"endTime":1401.617,"body":"So these two things are kind of"},{"startTime":1398.212,"endTime":1401.617,"body":"overlap, like the feature factory."},{"startTime":1401.767,"endTime":1406.097,"body":"you could not be stuck on this"},{"startTime":1401.767,"endTime":1406.097,"body":"planning forecasting, you know"},{"startTime":1406.137,"endTime":1409.397,"body":"velocity all the time trap that"},{"startTime":1406.137,"endTime":1409.397,"body":"I just said, like this focus on"},{"startTime":1409.397,"endTime":1411.477,"body":"planning, you could get past that."},{"startTime":1411.627,"endTime":1414.367,"body":"And you still might not get out"},{"startTime":1411.627,"endTime":1414.367,"body":"of the feature factory mentality."},{"startTime":1414.517,"endTime":1416.887,"body":"But yeah, I feel if you're in"},{"startTime":1414.517,"endTime":1416.887,"body":"the first one, you're definitely"},{"startTime":1416.887,"endTime":1417.747,"body":"in the feature factory."},{"startTime":1417.897,"endTime":1419.357,"body":"Yeah, absolutely agree with that."},{"startTime":1419.637,"endTime":1424.467,"body":"I think that this is gold because so"},{"startTime":1419.637,"endTime":1424.467,"body":"many companies are in this, quicksand?"},{"startTime":1424.667,"endTime":1428.767,"body":"I guess they can't get out of it"},{"startTime":1424.667,"endTime":1428.767,"body":"feature factory we have to so there's"},{"startTime":1428.807,"endTime":1430.027,"body":"two different categories here."},{"startTime":1430.257,"endTime":1433.067,"body":"Yeah, that's like initially"},{"startTime":1430.257,"endTime":1433.067,"body":"I think of two categories."},{"startTime":1433.097,"endTime":1436.567,"body":"but I feel like the company that"},{"startTime":1433.097,"endTime":1436.567,"body":"over emphasizes on planning will"},{"startTime":1436.567,"endTime":1437.677,"body":"always be a feature factory."},{"startTime":1437.687,"endTime":1437.997,"body":"Correct."},{"startTime":1438.017,"endTime":1439.837,"body":"But the feature factory might not."},{"startTime":1439.987,"endTime":1442.417,"body":"Always be the one that"},{"startTime":1439.987,"endTime":1442.417,"body":"overemphasizes planning."},{"startTime":1442.707,"endTime":1446.757,"body":"They just might not know how"},{"startTime":1442.707,"endTime":1446.757,"body":"to transition to outcomes."},{"startTime":1446.807,"endTime":1451.107,"body":"And they may be just simply they also"},{"startTime":1446.807,"endTime":1451.107,"body":"ran because the competitors have these"},{"startTime":1451.107,"endTime":1452.417,"body":"features, they have to have them right."},{"startTime":1452.567,"endTime":1456.087,"body":"And then in the rush to kind of"},{"startTime":1452.567,"endTime":1456.087,"body":"leapfrog them, they just simply focused"},{"startTime":1456.087,"endTime":1457.667,"body":"on features, get these out there."},{"startTime":1457.927,"endTime":1458.777,"body":"It's no validation."},{"startTime":1458.777,"endTime":1462.187,"body":"If the user actually needs those or"},{"startTime":1458.777,"endTime":1462.187,"body":"not, there's no validation on how"},{"startTime":1462.197,"endTime":1464.067,"body":"the customer you know, is using them."},{"startTime":1464.067,"endTime":1467.267,"body":"That that's the quickest way to escape"},{"startTime":1464.067,"endTime":1467.267,"body":"the feature factory, add another column to"},{"startTime":1467.267,"endTime":1473.067,"body":"your board post done through development,"},{"startTime":1467.267,"endTime":1473.067,"body":"post deployment, follow up, measure usage."},{"startTime":1473.217,"endTime":1475.167,"body":"And now  you're ready to attack."},{"startTime":1475.327,"endTime":1478.257,"body":"Without that data, you are not"},{"startTime":1475.327,"endTime":1478.257,"body":"ready to attack this problem."},{"startTime":1478.437,"endTime":1480.197,"body":"you're going to be the"},{"startTime":1478.437,"endTime":1480.197,"body":"problem in this environment."},{"startTime":1480.207,"endTime":1480.547,"body":"Right."},{"startTime":1480.597,"endTime":1483.037,"body":"Because worst case is"},{"startTime":1480.597,"endTime":1483.037,"body":"your customers see bloat."},{"startTime":1483.187,"endTime":1485.597,"body":"Maybe they don't use the features"},{"startTime":1483.187,"endTime":1485.597,"body":"you're pushing out at them."},{"startTime":1485.637,"endTime":1487.057,"body":"You don't even know if"},{"startTime":1485.637,"endTime":1487.057,"body":"you're not measuring."},{"startTime":1487.057,"endTime":1490.737,"body":"So yeah, that's a valid point The other"},{"startTime":1487.057,"endTime":1490.737,"body":"one that we keep talking about the"},{"startTime":1490.777,"endTime":1494.697,"body":"people that are just simply planning"},{"startTime":1490.777,"endTime":1494.697,"body":"and forecasting all the time I feel like"},{"startTime":1494.917,"endTime":1498.677,"body":"Larger companies really fall foul of this"},{"startTime":1494.917,"endTime":1498.677,"body":"more often than smaller companies do."},{"startTime":1498.827,"endTime":1500.927,"body":"And that's because these"},{"startTime":1498.827,"endTime":1500.927,"body":"things become a ritual."},{"startTime":1500.987,"endTime":1503.497,"body":"You have to have the planning,"},{"startTime":1500.987,"endTime":1503.497,"body":"the annual budgeting."},{"startTime":1503.507,"endTime":1504.697,"body":"You have to have all of these things."},{"startTime":1504.697,"endTime":1505.927,"body":"You have to have your forecasts."},{"startTime":1506.077,"endTime":1510.457,"body":"And so even if they're, quote unquote,"},{"startTime":1506.077,"endTime":1510.457,"body":"doing agile, they still need to know."},{"startTime":1510.607,"endTime":1511.887,"body":"what does that Gantt chart look like?"},{"startTime":1511.897,"endTime":1513.247,"body":"When's this release going to happen?"},{"startTime":1513.257,"endTime":1514.127,"body":"We need to know that."},{"startTime":1514.277,"endTime":1517.717,"body":"And the focus there is just because"},{"startTime":1514.277,"endTime":1517.717,"body":"it's a comfort factor, right?"},{"startTime":1517.737,"endTime":1519.547,"body":"This release is going"},{"startTime":1517.737,"endTime":1519.547,"body":"to happen in October."},{"startTime":1519.797,"endTime":1523.047,"body":"So we won't fall foul of the November"},{"startTime":1519.797,"endTime":1523.047,"body":"holidays or December or whatever."},{"startTime":1523.307,"endTime":1525.037,"body":"How is that critical to me?"},{"startTime":1525.127,"endTime":1529.717,"body":"I don't understand, but part of it is"},{"startTime":1525.127,"endTime":1529.717,"body":"because they've always done it that way."},{"startTime":1529.867,"endTime":1532.837,"body":"So bad habits die hard and"},{"startTime":1529.867,"endTime":1532.837,"body":"they have to have that, right?"},{"startTime":1532.847,"endTime":1536.977,"body":"They have to have those plans and forecast"},{"startTime":1532.847,"endTime":1536.977,"body":"and it's hard to let go from there."},{"startTime":1537.277,"endTime":1541.287,"body":"over emphasis on planning, it's"},{"startTime":1537.277,"endTime":1541.287,"body":"probably a podcast all of its own."},{"startTime":1541.447,"endTime":1543.737,"body":"And it probably does deserve"},{"startTime":1541.447,"endTime":1543.737,"body":"to be its own podcast."},{"startTime":1543.787,"endTime":1545.007,"body":"I might not show up that day."},{"startTime":1545.007,"endTime":1547.847,"body":"Cause I don't know if I want to have"},{"startTime":1545.007,"endTime":1547.847,"body":"that podcast talking about like,"},{"startTime":1547.847,"endTime":1551.317,"body":"because as a product manager, it's"},{"startTime":1547.847,"endTime":1551.317,"body":"sort of the antithesis of where I"},{"startTime":1551.317,"endTime":1552.877,"body":"make all my money during the day."},{"startTime":1552.927,"endTime":1557.467,"body":"I want to show adoption and usage of"},{"startTime":1552.927,"endTime":1557.467,"body":"the features that we're working on."},{"startTime":1557.617,"endTime":1559.177,"body":"And ultimately that's the ROI."},{"startTime":1559.207,"endTime":1559.497,"body":"Right."},{"startTime":1559.697,"endTime":1559.907,"body":"Right."},{"startTime":1560.057,"endTime":1564.537,"body":"Yeah, Aside from the fact that companies"},{"startTime":1560.057,"endTime":1564.537,"body":"are just kind of natively bad, just"},{"startTime":1564.537,"endTime":1566.547,"body":"objectively bad at that ignoring that."},{"startTime":1566.697,"endTime":1571.447,"body":"There's also a culture aspect of,"},{"startTime":1566.697,"endTime":1571.447,"body":"am I willing as a product manager"},{"startTime":1571.477,"endTime":1575.487,"body":"to say, I put this feature out and"},{"startTime":1571.477,"endTime":1575.487,"body":"it did not get adoption and I missed"},{"startTime":1575.567,"endTime":1577.917,"body":"on this one, I made a bad choice."},{"startTime":1578.067,"endTime":1578.977,"body":"Am I willing to do that?"},{"startTime":1578.987,"endTime":1582.467,"body":"Or do I go out and look for"},{"startTime":1578.987,"endTime":1582.467,"body":"edge cases and stuff to hide my"},{"startTime":1582.467,"endTime":1584.337,"body":"decision and try to disguise it?"},{"startTime":1584.637,"endTime":1589.187,"body":"I've been with a lot of people,"},{"startTime":1584.637,"endTime":1589.187,"body":"salespeople, VPs, executives,"},{"startTime":1589.237,"endTime":1591.237,"body":"managers that asked for features."},{"startTime":1591.557,"endTime":1592.067,"body":"And then."},{"startTime":1592.217,"endTime":1595.297,"body":"When the feature got delivered and"},{"startTime":1592.217,"endTime":1595.297,"body":"nobody used it, they were nowhere"},{"startTime":1595.317,"endTime":1598.337,"body":"to be found when I was sat in the"},{"startTime":1595.317,"endTime":1598.337,"body":"chair, like sit down, kid, we're"},{"startTime":1598.337,"endTime":1600.237,"body":"gonna have a stern talking to you."},{"startTime":1600.387,"endTime":1602.297,"body":"And it was me by myself."},{"startTime":1602.557,"endTime":1605.477,"body":"At that point, calling like we"},{"startTime":1602.557,"endTime":1605.477,"body":"were all misbehaving together."},{"startTime":1605.687,"endTime":1608.327,"body":"And I'm the only one that got sent"},{"startTime":1605.687,"endTime":1608.327,"body":"to the principal's office at that"},{"startTime":1608.337,"endTime":1612.287,"body":"exactly those people will if they're"},{"startTime":1608.337,"endTime":1612.287,"body":"around even right what they will do is"},{"startTime":1612.287,"endTime":1614.017,"body":"they will simply Play the blame game."},{"startTime":1614.297,"endTime":1615.887,"body":"So they'll say it wasn't built right."},{"startTime":1615.897,"endTime":1618.177,"body":"That's why the customer's"},{"startTime":1615.897,"endTime":1618.177,"body":"not using it, right?"},{"startTime":1618.477,"endTime":1622.997,"body":"Not easy enough to use anything, but"},{"startTime":1618.477,"endTime":1622.997,"body":"they didn't validate the need right,"},{"startTime":1623.097,"endTime":1627.547,"body":"right or the other one They got"},{"startTime":1623.097,"endTime":1627.547,"body":"blindsided because that need morphed"},{"startTime":1627.697,"endTime":1632.652,"body":"and your competitors served those needs"},{"startTime":1627.697,"endTime":1632.652,"body":"better, but you ignored The customer"},{"startTime":1632.652,"endTime":1637.052,"body":"behavior you ignored their desires"},{"startTime":1632.652,"endTime":1637.052,"body":"wants wishes or how about this one?"},{"startTime":1637.052,"endTime":1639.652,"body":"we blame it on we missed that requirement."},{"startTime":1639.722,"endTime":1641.202,"body":"We didn't it was a ba's fault."},{"startTime":1641.212,"endTime":1644.312,"body":"Yeah, exactly Ultimately, it is a"},{"startTime":1641.212,"endTime":1644.312,"body":"blame game at that point They are"},{"startTime":1644.492,"endTime":1647.162,"body":"but that's what i'm saying There's"},{"startTime":1644.492,"endTime":1647.162,"body":"so much to dig into it with the like,"},{"startTime":1647.412,"endTime":1650.402,"body":"when your company has this problem"},{"startTime":1647.412,"endTime":1650.402,"body":"that we already separated the two, we"},{"startTime":1650.402,"endTime":1651.972,"body":"said, well, you're a feature factory."},{"startTime":1652.082,"endTime":1653.822,"body":"Well, there's reasons"},{"startTime":1652.082,"endTime":1653.822,"body":"you're a feature factory."},{"startTime":1653.972,"endTime":1658.602,"body":"And we set, we already separated that"},{"startTime":1653.972,"endTime":1658.602,"body":"one from the, well, your company is"},{"startTime":1658.722,"endTime":1662.772,"body":"overemphasizing planning and forecasting"},{"startTime":1658.722,"endTime":1662.772,"body":"and they want to know when everything's"},{"startTime":1662.772,"endTime":1666.482,"body":"going to be done and they want to know"},{"startTime":1662.772,"endTime":1666.482,"body":"the hours of your developers The line"},{"startTime":1666.482,"endTime":1670.682,"body":"items of every single hour that they"},{"startTime":1666.482,"endTime":1670.682,"body":"turn like that's a different problem than"},{"startTime":1670.682,"endTime":1674.622,"body":"being in a feature factory I feel you"},{"startTime":1670.682,"endTime":1674.622,"body":"can be in a feature factory and still"},{"startTime":1674.772,"endTime":1678.412,"body":"not have this problem Would you have"},{"startTime":1674.772,"endTime":1678.412,"body":"this problem you have a lot of like you"},{"startTime":1678.432,"endTime":1680.202,"body":"probably have the blame game going on"},{"startTime":1680.452,"endTime":1683.572,"body":"if we say like what percentage"},{"startTime":1680.452,"endTime":1683.572,"body":"of companies are feature factory"},{"startTime":1683.572,"endTime":1687.342,"body":"versus outcome based, like let's"},{"startTime":1683.572,"endTime":1687.342,"body":"just, let's just, I'm just random"},{"startTime":1687.342,"endTime":1689.912,"body":"number out of the air, random"},{"startTime":1687.342,"endTime":1689.912,"body":"number out of the air, I'm saying"},{"startTime":1690.062,"endTime":1692.112,"body":"80 20, random number out of the air."},{"startTime":1692.152,"endTime":1693.722,"body":"80 percent are feature factory based."},{"startTime":1693.812,"endTime":1697.962,"body":"Out of that 80 percent that are feature"},{"startTime":1693.812,"endTime":1697.962,"body":"factory based, how many have this problem"},{"startTime":1697.962,"endTime":1699.95,"body":"where everything's got to be planned?"},{"startTime":1699.95,"endTime":1701.512,"body":"Like 50 50?"},{"startTime":1701.842,"endTime":1703.142,"body":"Like we're talking about a 50 50."},{"startTime":1703.292,"endTime":1706.612,"body":"If we go with the 80 20,"},{"startTime":1703.292,"endTime":1706.612,"body":"it's another 80 20, I feel."},{"startTime":1706.712,"endTime":1710.962,"body":"I was going to go 50 50, because"},{"startTime":1706.712,"endTime":1710.962,"body":"even at 50 50, that means 40"},{"startTime":1710.962,"endTime":1715.232,"body":"percent of the companies out there"},{"startTime":1710.962,"endTime":1715.232,"body":"are overly obsessed with planning."},{"startTime":1715.382,"endTime":1719.862,"body":"Forecasting to a point where like that is"},{"startTime":1715.382,"endTime":1719.862,"body":"the main like they don't care about what"},{"startTime":1719.862,"endTime":1723.432,"body":"their customers want They want to know"},{"startTime":1719.862,"endTime":1723.432,"body":"how long things are gonna take how much"},{"startTime":1723.432,"endTime":1724.792,"body":"is gonna cost how much is gonna cost?"},{"startTime":1724.942,"endTime":1728.452,"body":"That's myopic thinking and I think"},{"startTime":1724.942,"endTime":1728.452,"body":"that's more prevalent than you think"},{"startTime":1728.602,"endTime":1732.962,"body":"unfortunately Yeah, I'd be, I'd be again,"},{"startTime":1728.602,"endTime":1732.962,"body":"if we ever did a podcast on this topic,"},{"startTime":1733.042,"endTime":1737.412,"body":"specifically on this topic, I would,"},{"startTime":1733.042,"endTime":1737.412,"body":"before we did the podcast, I would go"},{"startTime":1737.412,"endTime":1740.332,"body":"and try to dig up some of these numbers"},{"startTime":1737.412,"endTime":1740.332,"body":"if they're, if they are out there."},{"startTime":1740.352,"endTime":1743.972,"body":"I mean, I have no idea if I can,"},{"startTime":1740.352,"endTime":1743.972,"body":"I know where you find PMI probably"},{"startTime":1743.972,"endTime":1745.322,"body":"does surveys and stuff like that."},{"startTime":1745.332,"endTime":1747.892,"body":"I mean, this probably surveys out"},{"startTime":1745.332,"endTime":1747.892,"body":"there for this anecdotal stuff."},{"startTime":1748.102,"endTime":1748.442,"body":"Yeah."},{"startTime":1748.592,"endTime":1748.842,"body":"Yeah."},{"startTime":1748.992,"endTime":1749.312,"body":"Okay."},{"startTime":1749.342,"endTime":1752.702,"body":"Well that, I mean, that's the"},{"startTime":1749.342,"endTime":1752.702,"body":"ineffective strategic planning."},{"startTime":1752.852,"endTime":1754.472,"body":"Type of category now."},{"startTime":1754.622,"endTime":1758.252,"body":"Now let's move into another category"},{"startTime":1754.622,"endTime":1758.252,"body":"that I like to call the narrow,"},{"startTime":1758.252,"endTime":1761.282,"body":"narrow slash misguided focus category."},{"startTime":1761.432,"endTime":1767.062,"body":"So let, let's talk about  the"},{"startTime":1761.432,"endTime":1767.062,"body":"intentional misuse of statistics."},{"startTime":1767.162,"endTime":1770.742,"body":"Weaponizing statistics, I told on a"},{"startTime":1767.162,"endTime":1770.742,"body":"podcast before I told you the story"},{"startTime":1770.972,"endTime":1775.582,"body":"of the developer manager who owned the"},{"startTime":1770.972,"endTime":1775.582,"body":"system where all the stats were kept"},{"startTime":1775.802,"endTime":1778.892,"body":"and he wouldn't let anybody into the."},{"startTime":1779.042,"endTime":1781.962,"body":"System where all the stats were, he would"},{"startTime":1779.042,"endTime":1781.962,"body":"just give you the stat you're looking"},{"startTime":1781.962,"endTime":1785.342,"body":"for because he would go throughout"},{"startTime":1781.962,"endTime":1785.342,"body":"outliers and make the development"},{"startTime":1785.342,"endTime":1787.122,"body":"department pick the data he's sharing."},{"startTime":1787.212,"endTime":1790.622,"body":"So the decisions, like the"},{"startTime":1787.212,"endTime":1790.622,"body":"decisions are based off of numbers"},{"startTime":1790.922,"endTime":1795.762,"body":"and  there's a quantitative and a"},{"startTime":1790.922,"endTime":1795.762,"body":"qualitative aspect to every decision."},{"startTime":1795.912,"endTime":1800.472,"body":"And this is heavily emphasizing the"},{"startTime":1795.912,"endTime":1800.472,"body":"quantitative aspect and deemphasizing"},{"startTime":1800.502,"endTime":1803.652,"body":"the qualitative aspect, which at"},{"startTime":1800.502,"endTime":1803.652,"body":"that point, why bother having experts"},{"startTime":1803.662,"endTime":1806.012,"body":"in the house at all if you're not"},{"startTime":1803.662,"endTime":1806.012,"body":"going to trust their expertise."},{"startTime":1806.192,"endTime":1809.392,"body":"So this, this is, this also goes"},{"startTime":1806.192,"endTime":1809.392,"body":"back to the podcast that we had with"},{"startTime":1809.392,"endTime":1811.272,"body":"Alex about evidence versus intuition."},{"startTime":1811.282,"endTime":1814.952,"body":"the intuition is your qualitative"},{"startTime":1811.282,"endTime":1814.952,"body":"analysis and the evidence is"},{"startTime":1814.952,"endTime":1816.372,"body":"your quantitative analysis."},{"startTime":1816.552,"endTime":1818.412,"body":"you need to look at the"},{"startTime":1816.552,"endTime":1818.412,"body":"two of those things."},{"startTime":1818.562,"endTime":1818.962,"body":"together."},{"startTime":1819.032,"endTime":1819.562,"body":"Exactly."},{"startTime":1819.582,"endTime":1820.772,"body":"that's the key right there."},{"startTime":1820.812,"endTime":1823.712,"body":"We're not saying you sacrifice"},{"startTime":1820.812,"endTime":1823.712,"body":"one for the other, right?"},{"startTime":1823.762,"endTime":1825.032,"body":"Because they both have merit."},{"startTime":1825.062,"endTime":1826.202,"body":"They both have their place."},{"startTime":1826.352,"endTime":1828.732,"body":"So what would be an example of that?"},{"startTime":1828.882,"endTime":1833.362,"body":"You know, maybe you are the premier"},{"startTime":1828.882,"endTime":1833.362,"body":"player in your space, right?"},{"startTime":1833.402,"endTime":1835.532,"body":"And customers are using your product."},{"startTime":1835.682,"endTime":1838.882,"body":"So in terms of adoption, your"},{"startTime":1835.682,"endTime":1838.882,"body":"numbers, the quantitative"},{"startTime":1838.882,"endTime":1840.692,"body":"aspect of it, It's pretty high."},{"startTime":1840.812,"endTime":1843.722,"body":"We had 80 percent of the market"},{"startTime":1840.812,"endTime":1843.722,"body":"share for that specific product."},{"startTime":1843.902,"endTime":1844.432,"body":"Great."},{"startTime":1844.582,"endTime":1847.832,"body":"The qualitative would be,"},{"startTime":1844.582,"endTime":1847.832,"body":"what is the experience like?"},{"startTime":1847.912,"endTime":1850.122,"body":"People may hate it, but"},{"startTime":1847.912,"endTime":1850.122,"body":"they have no other choice."},{"startTime":1850.132,"endTime":1850.402,"body":"Right."},{"startTime":1850.452,"endTime":1852.932,"body":"So knowing that really"},{"startTime":1850.452,"endTime":1852.932,"body":"helps you, I would think."},{"startTime":1853.082,"endTime":1857.412,"body":"But knowing one versus the other,"},{"startTime":1853.082,"endTime":1857.412,"body":"just like in isolation is not enough."},{"startTime":1857.687,"endTime":1857.917,"body":"Yeah."},{"startTime":1858.067,"endTime":1860.537,"body":"Oh, I was going to say"},{"startTime":1858.067,"endTime":1860.537,"body":"it's a easy example."},{"startTime":1860.607,"endTime":1861.927,"body":"All social media right now."},{"startTime":1862.077,"endTime":1864.417,"body":"Let me, let me talk about the"},{"startTime":1862.077,"endTime":1864.417,"body":"algorithm right quick and social media."},{"startTime":1864.477,"endTime":1868.637,"body":"Many times I've thought about"},{"startTime":1864.477,"endTime":1868.637,"body":"a social media aggregator"},{"startTime":1868.747,"endTime":1870.157,"body":"platform , one mobile app."},{"startTime":1870.472,"endTime":1873.552,"body":"That you pay two bucks a month,"},{"startTime":1870.472,"endTime":1873.552,"body":"three bucks a month, real"},{"startTime":1873.552,"endTime":1875.062,"body":"negligible amount of money."},{"startTime":1875.402,"endTime":1879.982,"body":"I'm talking less than four a month"},{"startTime":1875.402,"endTime":1879.982,"body":"total, and it could connect to all"},{"startTime":1879.982,"endTime":1883.582,"body":"the major social media platforms,"},{"startTime":1879.982,"endTime":1883.582,"body":"Facebook, Instagram, Twitter,"},{"startTime":1883.752,"endTime":1888.582,"body":"and, it shows you everything"},{"startTime":1883.752,"endTime":1888.582,"body":"that people on your friends lists"},{"startTime":1888.662,"endTime":1890.342,"body":"are posting and nothing else."},{"startTime":1890.562,"endTime":1895.642,"body":"No ads, no influencer content,"},{"startTime":1890.562,"endTime":1895.642,"body":"just the people that you follow."},{"startTime":1895.792,"endTime":1899.122,"body":"In a timeline, reverse"},{"startTime":1895.792,"endTime":1899.122,"body":"chronological, that is it."},{"startTime":1899.272,"endTime":1900.464,"body":"Dude, I'd sign up for that, seriously."},{"startTime":1900.514,"endTime":1903.766,"body":"And like, maybe if you're looking"},{"startTime":1900.514,"endTime":1903.766,"body":"at a true timeline view, you can"},{"startTime":1903.766,"endTime":1907.473,"body":"go back to wherever you last left"},{"startTime":1903.766,"endTime":1907.473,"body":"off in the app and that will be the"},{"startTime":1907.473,"endTime":1909.094,"body":"marker of where you start next time."},{"startTime":1909.094,"endTime":1910.021,"body":"Catch up from there."},{"startTime":1910.071,"endTime":1912.751,"body":"And maybe you get some control"},{"startTime":1910.071,"endTime":1912.751,"body":"to say, well, do you want"},{"startTime":1912.751,"endTime":1913.821,"body":"to pick up from last time?"},{"startTime":1913.821,"endTime":1916.131,"body":"Or do you want to start with the"},{"startTime":1913.821,"endTime":1916.131,"body":"newest and then reverse scroll?"},{"startTime":1916.381,"endTime":1919.631,"body":"Like I think about stuff like"},{"startTime":1916.381,"endTime":1919.631,"body":"that is like the user experience,"},{"startTime":1919.781,"endTime":1922.551,"body":"the social media companies have"},{"startTime":1919.781,"endTime":1922.551,"body":"basically taken that away from you."},{"startTime":1922.551,"endTime":1924.201,"body":"They say, no, we don't want"},{"startTime":1922.551,"endTime":1924.201,"body":"you to browse like that."},{"startTime":1924.401,"endTime":1927.931,"body":"We want to serve you content because"},{"startTime":1924.401,"endTime":1927.931,"body":"we think that we can keep you in"},{"startTime":1927.931,"endTime":1931.631,"body":"the app that we can control the"},{"startTime":1927.931,"endTime":1931.631,"body":"content that you see, as opposed to"},{"startTime":1931.681,"endTime":1933.421,"body":"What are the people I follow posting?"},{"startTime":1933.421,"endTime":1934.461,"body":"What are my friends posting?"},{"startTime":1934.651,"endTime":1935.071,"body":"Yes."},{"startTime":1935.101,"endTime":1936.151,"body":"And right."},{"startTime":1936.181,"endTime":1940.861,"body":"One of the reasons why they do that is"},{"startTime":1936.181,"endTime":1940.861,"body":"because they want to liberally insert ads"},{"startTime":1940.861,"endTime":1942.971,"body":"in there so they can get money out of it."},{"startTime":1942.981,"endTime":1943.251,"body":"Right."},{"startTime":1943.281,"endTime":1944.521,"body":"I mean, they're there for profit."},{"startTime":1944.531,"endTime":1947.761,"body":"So, yeah, but the point there"},{"startTime":1944.531,"endTime":1947.761,"body":"is like the quantitative data."},{"startTime":1947.911,"endTime":1951.421,"body":"The quantitative data there tells"},{"startTime":1947.911,"endTime":1951.421,"body":"me not to do something like that."},{"startTime":1951.501,"endTime":1951.791,"body":"Right."},{"startTime":1951.791,"endTime":1953.701,"body":"Quantitative data tells me serve me."},{"startTime":1953.701,"endTime":1957.051,"body":"Whatever garbage you engage with that"},{"startTime":1953.701,"endTime":1957.051,"body":"keeps you in the app, regardless of"},{"startTime":1957.051,"endTime":1960.581,"body":"it, like how the effect on mental"},{"startTime":1957.051,"endTime":1960.581,"body":"health or like how questionable the"},{"startTime":1960.591,"endTime":1962.761,"body":"content is like, just serve me that."},{"startTime":1962.761,"endTime":1966.341,"body":"Because that's what I engage in like"},{"startTime":1962.761,"endTime":1966.341,"body":"that's I mean, okay, that's that's"},{"startTime":1966.341,"endTime":1971.551,"body":"quantitative data But is it really good"},{"startTime":1966.341,"endTime":1971.551,"body":"for you or society or anybody really?"},{"startTime":1971.831,"endTime":1975.131,"body":"It's probably not any of the social"},{"startTime":1971.831,"endTime":1975.131,"body":"media companies could have, could"},{"startTime":1975.141,"endTime":1976.451,"body":"have implemented something like this."},{"startTime":1976.491,"endTime":1979.611,"body":"It's not a technical issue., one of"},{"startTime":1976.491,"endTime":1979.611,"body":"the companies did that when they switch"},{"startTime":1979.611,"endTime":1981.571,"body":"over to algorithm, they had a toggle."},{"startTime":1981.721,"endTime":1986.091,"body":"That let you flip from algorithm"},{"startTime":1981.721,"endTime":1986.091,"body":"view to just the people you follow."},{"startTime":1986.241,"endTime":1987.481,"body":"I thought it was Twitter."},{"startTime":1987.631,"endTime":1988.761,"body":"It might've been somebody else."},{"startTime":1988.991,"endTime":1990.441,"body":"And anyway, it doesn't matter."},{"startTime":1990.631,"endTime":1992.611,"body":"The point is they're not going"},{"startTime":1990.631,"endTime":1992.611,"body":"to do that because that's, they"},{"startTime":1992.611,"endTime":1995.201,"body":"don't, that's not what the money"},{"startTime":1992.611,"endTime":1995.201,"body":"is for them because they're making."},{"startTime":1995.351,"endTime":1999.451,"body":"quantitative decisions, not qualitative"},{"startTime":1995.351,"endTime":1999.451,"body":"decisions and need and they are"},{"startTime":1999.451,"endTime":2000.751,"body":"not balancing the both of them."},{"startTime":2000.961,"endTime":2001.861,"body":"I don't care what they say."},{"startTime":2001.861,"endTime":2002.771,"body":"They're not balancing them."},{"startTime":2002.921,"endTime":2005.971,"body":"I have not seen one that can"},{"startTime":2002.921,"endTime":2005.971,"body":"even come close to balance."},{"startTime":2005.971,"endTime":2009.261,"body":"Oh boy, you find all Brian's hot"},{"startTime":2005.971,"endTime":2009.261,"body":"buttons on the podcast tonight."},{"startTime":2009.411,"endTime":2013.321,"body":"Neglecting the external environment,"},{"startTime":2009.411,"endTime":2013.321,"body":"neglecting the, the business"},{"startTime":2013.471,"endTime":2015.601,"body":"environment around your business."},{"startTime":2015.751,"endTime":2018.651,"body":"So some of these categories that"},{"startTime":2015.751,"endTime":2018.651,"body":"we're highlighting today, they're"},{"startTime":2018.711,"endTime":2021.801,"body":"not like In isolation, they"},{"startTime":2018.711,"endTime":2021.801,"body":"interact with other categories."},{"startTime":2021.951,"endTime":2025.091,"body":"So this one, I feel like it really"},{"startTime":2021.951,"endTime":2025.091,"body":"does interact with a company"},{"startTime":2025.111,"endTime":2028.481,"body":"being a feature factory, because"},{"startTime":2025.111,"endTime":2028.481,"body":"you're basically inward focus."},{"startTime":2028.481,"endTime":2032.461,"body":"You're, you're focused on getting"},{"startTime":2028.481,"endTime":2032.461,"body":"stuff out but you're not really paying"},{"startTime":2032.461,"endTime":2034.231,"body":"attention to how it's being received."},{"startTime":2034.381,"endTime":2038.251,"body":"So in this case, yeah, you're"},{"startTime":2034.381,"endTime":2038.251,"body":"ignoring everything outside your"},{"startTime":2038.271,"endTime":2040.631,"body":"own little microcosm, right?"},{"startTime":2040.781,"endTime":2043.221,"body":"And as a result, when the"},{"startTime":2040.781,"endTime":2043.221,"body":"market moves, you miss it."},{"startTime":2043.371,"endTime":2043.561,"body":"Yeah."},{"startTime":2043.621,"endTime":2043.981,"body":"Right."},{"startTime":2044.131,"endTime":2048.501,"body":"And you're still busy stamping out"},{"startTime":2044.131,"endTime":2048.501,"body":"features, but nobody wants them."},{"startTime":2048.651,"endTime":2049.031,"body":"Yeah."},{"startTime":2049.101,"endTime":2050.391,"body":"This is on the Deming podcast."},{"startTime":2050.391,"endTime":2054.071,"body":"This was the we make the best"},{"startTime":2050.391,"endTime":2054.071,"body":"vacuum tubes, the highest quality"},{"startTime":2054.071,"endTime":2055.131,"body":"vacuum tubes in the world."},{"startTime":2055.401,"endTime":2059.271,"body":"And then the whole world moves to"},{"startTime":2055.401,"endTime":2059.271,"body":"transistors within five, seven years."},{"startTime":2059.421,"endTime":2061.636,"body":"And now our whole not just our company."},{"startTime":2061.836,"endTime":2063.786,"body":"All of our competitors, everybody is dead."},{"startTime":2064.096,"endTime":2065.816,"body":"There's no market for vacuum."},{"startTime":2065.936,"endTime":2068.566,"body":"I mean, there, there's a tiny,"},{"startTime":2065.936,"endTime":2068.566,"body":"tiny market for vacuum tubes."},{"startTime":2068.856,"endTime":2071.816,"body":"All the people that are, have"},{"startTime":2068.856,"endTime":2071.816,"body":"like old COBOL programs that,"},{"startTime":2071.826,"endTime":2075.256,"body":"that, that type of market is like,"},{"startTime":2071.826,"endTime":2075.256,"body":"Hey, there's no market for COBOL."},{"startTime":2075.296,"endTime":2076.846,"body":"Oh no, that's not true."},{"startTime":2077.036,"endTime":2080.216,"body":"There's all these people who have"},{"startTime":2077.036,"endTime":2080.216,"body":"this 20 plus year old government"},{"startTime":2080.366,"endTime":2083.956,"body":"systems that are running that it's"},{"startTime":2080.366,"endTime":2083.956,"body":"too expensive to get them out."},{"startTime":2084.056,"endTime":2085.236,"body":"How many of those."},{"startTime":2085.386,"endTime":2088.466,"body":"Like how many hot professional"},{"startTime":2085.386,"endTime":2088.466,"body":"global development jobs are"},{"startTime":2088.466,"endTime":2089.556,"body":"coming straight out of college."},{"startTime":2089.596,"endTime":2090.116,"body":"Exactly."},{"startTime":2090.146,"endTime":2095.576,"body":"I still have a an old preamp and an"},{"startTime":2090.146,"endTime":2095.576,"body":"amplifier that uses vacuum tubes And"},{"startTime":2095.896,"endTime":2099.886,"body":"the original company that made them"},{"startTime":2095.896,"endTime":2099.886,"body":"also made tubes, of course, and they're"},{"startTime":2099.916,"endTime":2104.916,"body":"they've gone So now aftermarket tubes"},{"startTime":2099.916,"endTime":2104.916,"body":"are my only option then subpar quality,"},{"startTime":2104.966,"endTime":2108.776,"body":"but they're cheaper So I stock a few"},{"startTime":2104.966,"endTime":2108.776,"body":"just in case they go out of business."},{"startTime":2108.776,"endTime":2111.896,"body":"And when I can't buy them"},{"startTime":2108.776,"endTime":2111.896,"body":"anymore, I swear my equipment is"},{"startTime":2111.896,"endTime":2113.276,"body":"going to the trash heap, right?"},{"startTime":2113.316,"endTime":2114.036,"body":"Unfortunately."},{"startTime":2114.186,"endTime":2118.396,"body":"So the, ignoring the external environment,"},{"startTime":2114.186,"endTime":2118.396,"body":"the business market around you, like"},{"startTime":2118.416,"endTime":2121.426,"body":"do that at your own peril, because"},{"startTime":2118.416,"endTime":2121.426,"body":"you get to have great processes."},{"startTime":2121.596,"endTime":2124.896,"body":"I feel like with a lot of layoffs"},{"startTime":2121.596,"endTime":2124.896,"body":"as well, the problem with the"},{"startTime":2124.896,"endTime":2128.746,"body":"layoffs, there's so many of them"},{"startTime":2124.896,"endTime":2128.746,"body":"and a lot of them have to do with."},{"startTime":2128.896,"endTime":2131.116,"body":"So I don't know if I want to say a"},{"startTime":2128.896,"endTime":2131.116,"body":"lot of them had to do with greed."},{"startTime":2131.266,"endTime":2135.236,"body":"A lot of them have to do with"},{"startTime":2131.266,"endTime":2135.236,"body":"the company reducing head count."},{"startTime":2135.386,"endTime":2138.216,"body":"Not because they're not profitable"},{"startTime":2135.386,"endTime":2138.216,"body":"just because they're trying to improve"},{"startTime":2138.216,"endTime":2139.896,"body":"their margins That's what it is, right?"},{"startTime":2140.046,"endTime":2143.226,"body":"It has nothing to do with like they're"},{"startTime":2140.046,"endTime":2143.226,"body":"not running a profitable business."},{"startTime":2143.466,"endTime":2146.496,"body":"They're improving their bottom"},{"startTime":2143.466,"endTime":2146.496,"body":"line Yeah, but the idea the idea"},{"startTime":2146.526,"endTime":2149.706,"body":"is They're trying to be more"},{"startTime":2146.526,"endTime":2149.706,"body":"competitive in the market they're in."},{"startTime":2149.856,"endTime":2152.166,"body":"So what I'm saying is watch"},{"startTime":2149.856,"endTime":2152.166,"body":"out for that kind of stuff."},{"startTime":2152.356,"endTime":2154.956,"body":"If you're ignoring the external"},{"startTime":2152.356,"endTime":2154.956,"body":"marketplace, one of the other things"},{"startTime":2154.956,"endTime":2159.176,"body":"you really run the risk of is not"},{"startTime":2154.956,"endTime":2159.176,"body":"seeing when a new entrant in the"},{"startTime":2159.176,"endTime":2162.926,"body":"market or one of your existing"},{"startTime":2159.176,"endTime":2162.926,"body":"competitors is going to overtake you."},{"startTime":2163.216,"endTime":2163.466,"body":"Right."},{"startTime":2163.466,"endTime":2165.476,"body":"Right, because you really"},{"startTime":2163.466,"endTime":2165.476,"body":"have no pulse on that."},{"startTime":2165.516,"endTime":2168.636,"body":"So, if somebody new comes in"},{"startTime":2165.516,"endTime":2168.636,"body":"and they find a better, cheaper,"},{"startTime":2168.646,"endTime":2172.336,"body":"faster way of innovating something,"},{"startTime":2168.646,"endTime":2172.336,"body":"you're not seeing that happen."},{"startTime":2172.336,"endTime":2172.386,"body":"Right."},{"startTime":2172.601,"endTime":2177.291,"body":"You're just going to continue along your"},{"startTime":2172.601,"endTime":2177.291,"body":"merry way, stamping out features and boom."},{"startTime":2177.331,"endTime":2180.971,"body":"this is a complicated one because"},{"startTime":2177.331,"endTime":2180.971,"body":"I like to keep my competitors"},{"startTime":2181.121,"endTime":2182.621,"body":"in the corner of my eye."},{"startTime":2182.771,"endTime":2185.541,"body":"I've been coupled with"},{"startTime":2182.771,"endTime":2185.541,"body":"sales leaders in the past."},{"startTime":2185.691,"endTime":2188.911,"body":"And sometimes with executives,"},{"startTime":2185.691,"endTime":2188.911,"body":"especially operations people that are"},{"startTime":2189.061,"endTime":2192.841,"body":"used to going from goal one to goal"},{"startTime":2189.061,"endTime":2192.841,"body":"two to goal three, real operators."},{"startTime":2193.171,"endTime":2197.191,"body":"And they want to have parity,"},{"startTime":2193.171,"endTime":2197.191,"body":"feature parity with every"},{"startTime":2197.191,"endTime":2198.191,"body":"single competitor feature."},{"startTime":2198.341,"endTime":2202.991,"body":"So the competitor can't, can't, they"},{"startTime":2198.341,"endTime":2202.991,"body":"can't go wide to out compete us."},{"startTime":2203.141,"endTime":2205.471,"body":"So as wide as a competitor"},{"startTime":2203.141,"endTime":2205.471,"body":"goes, we're there too."},{"startTime":2205.621,"endTime":2209.551,"body":"But how do you know that those features"},{"startTime":2205.621,"endTime":2209.551,"body":"are not their worst features as in"},{"startTime":2209.551,"endTime":2214.321,"body":"terms of adoption, technical debt you"},{"startTime":2209.551,"endTime":2214.321,"body":"know, it's how hard it is to maintain?"},{"startTime":2214.451,"endTime":2219.201,"body":"how do you know it's not like two dudes"},{"startTime":2214.451,"endTime":2219.201,"body":"in India that are peddling in the middle"},{"startTime":2219.201,"endTime":2222.431,"body":"of the night and there's not actually"},{"startTime":2219.201,"endTime":2222.431,"body":"a feature that's working at all?"},{"startTime":2222.541,"endTime":2223.151,"body":"That's right."},{"startTime":2223.151,"endTime":2225.671,"body":"How do you know it's not something"},{"startTime":2223.151,"endTime":2225.671,"body":"you just talked about at a conference?"},{"startTime":2225.681,"endTime":2227.641,"body":"how do you know if there's a demand?"},{"startTime":2227.791,"endTime":2228.981,"body":"By the users for that."},{"startTime":2229.001,"endTime":2229.751,"body":"Is there a need?"},{"startTime":2230.031,"endTime":2230.641,"body":"Do you know that?"},{"startTime":2230.681,"endTime":2233.511,"body":"Have you validated that or are"},{"startTime":2230.681,"endTime":2233.511,"body":"you simply chasing what your"},{"startTime":2233.511,"endTime":2234.741,"body":"competitors are doing, right?"},{"startTime":2234.891,"endTime":2236.241,"body":"That is a fallacy."},{"startTime":2236.271,"endTime":2238.261,"body":"And yes, there are companies that do that."},{"startTime":2238.301,"endTime":2242.951,"body":"Well, it is a strategy like parity"},{"startTime":2238.301,"endTime":2242.951,"body":"with all of our competitor features"},{"speaker":"could be a strategy","startTime":2243.271,"endTime":2245.491,"body":"let's diagnosis."},{"speaker":"could be a strategy","startTime":2245.641,"endTime":2248.841,"body":"Our competitors are outpacing us"},{"speaker":"could be a strategy","startTime":2245.641,"endTime":2248.841,"body":"with new features that are hot on"},{"speaker":"could be a strategy","startTime":2248.841,"endTime":2250.231,"body":"the market and that people love."},{"speaker":"could be a strategy","startTime":2250.381,"endTime":2251.011,"body":"Diagnosis."},{"speaker":"could be a strategy","startTime":2251.161,"endTime":2251.911,"body":"Guiding policy."},{"speaker":"could be a strategy","startTime":2252.071,"endTime":2254.501,"body":"we're gonna spin up a development"},{"speaker":"could be a strategy","startTime":2252.071,"endTime":2254.501,"body":"team to make sure we got feature"},{"speaker":"could be a strategy","startTime":2254.501,"endTime":2258.021,"body":"parity with all the at least MVP"},{"speaker":"could be a strategy","startTime":2254.501,"endTime":2258.021,"body":"level type of feature parity."},{"speaker":"could be a strategy","startTime":2258.021,"endTime":2260.661,"body":"At least like on paper"},{"speaker":"could be a strategy","startTime":2258.021,"endTime":2260.661,"body":"type of feature parity."},{"speaker":"could be a strategy","startTime":2260.681,"endTime":2262.831,"body":"First pass type of feature parity."},{"speaker":"could be a strategy","startTime":2263.021,"endTime":2264.151,"body":"With all the big features."},{"speaker":"could be a strategy","startTime":2264.361,"endTime":2265.216,"body":"Coherent actions."},{"speaker":"could be a strategy","startTime":2265.366,"endTime":2266.846,"body":"We're going to copy this feature."},{"speaker":"could be a strategy","startTime":2266.856,"endTime":2267.796,"body":"We're going to copy that feature."},{"speaker":"could be a strategy","startTime":2267.796,"endTime":2268.176,"body":"We're going to copy it."},{"speaker":"could be a strategy","startTime":2268.346,"endTime":2271.876,"body":"Now we're in this, like we got this"},{"speaker":"could be a strategy","startTime":2268.346,"endTime":2271.876,"body":"strategy that sort of sounds like a"},{"speaker":"could be a strategy","startTime":2271.876,"endTime":2275.406,"body":"feature factory when you say it out"},{"speaker":"could be a strategy","startTime":2271.876,"endTime":2275.406,"body":"loud, but I want to know that those"},{"speaker":"could be a strategy","startTime":2275.416,"endTime":2279.866,"body":"features that I guess the advantage of"},{"speaker":"could be a strategy","startTime":2275.416,"endTime":2279.866,"body":"this, we need parody with our, again,"},{"speaker":"could be a strategy","startTime":2279.976,"endTime":2283.566,"body":"assuming our company is willing to put a"},{"speaker":"could be a strategy","startTime":2279.976,"endTime":2283.566,"body":"bunch of money at this strategy, because"},{"speaker":"could be a strategy","startTime":2283.566,"endTime":2285.116,"body":"that's where this all breaks down."},{"speaker":"could be a strategy","startTime":2285.256,"endTime":2290.786,"body":"It's all breaks down of the, the guiding"},{"speaker":"could be a strategy","startTime":2285.256,"endTime":2290.786,"body":"policy is we need to have feature parity."},{"speaker":"could be a strategy","startTime":2291.166,"endTime":2293.726,"body":"So that we're not outcompeted"},{"speaker":"could be a strategy","startTime":2291.166,"endTime":2293.726,"body":"by any of those customers."},{"speaker":"could be a strategy","startTime":2293.926,"endTime":2298.256,"body":"Now I expect every coherent action"},{"speaker":"could be a strategy","startTime":2293.926,"endTime":2298.256,"body":"that you want to run out as a"},{"speaker":"could be a strategy","startTime":2298.256,"endTime":2301.216,"body":"product manager and implement or"},{"speaker":"could be a strategy","startTime":2298.256,"endTime":2301.216,"body":"development team and implement."},{"speaker":"could be a strategy","startTime":2301.366,"endTime":2305.816,"body":"I want an MVP test that tells me"},{"speaker":"could be a strategy","startTime":2301.366,"endTime":2305.816,"body":"what kind of signal we would get if"},{"speaker":"could be a strategy","startTime":2305.816,"endTime":2307.276,"body":"we were to fully build that feature."},{"speaker":"could be a strategy","startTime":2307.606,"endTime":2312.183,"body":"I want to see those results before"},{"speaker":"could be a strategy","startTime":2307.606,"endTime":2312.183,"body":"I give you a dime to go hire"},{"speaker":"could be a strategy","startTime":2312.183,"endTime":2316.366,"body":"developers and to go spin up teams"},{"speaker":"could be a strategy","startTime":2312.183,"endTime":2316.366,"body":"and to go build those things."},{"speaker":"could be a strategy","startTime":2316.516,"endTime":2317.966,"body":"So as a strategy."},{"speaker":"could be a strategy","startTime":2317.986,"endTime":2319.596,"body":"I like it."},{"speaker":"could be a strategy","startTime":2319.596,"endTime":2323.936,"body":"let's just, put it in the normal format"},{"speaker":"could be a strategy","startTime":2319.596,"endTime":2323.936,"body":"that we've been doing and let's move it"},{"speaker":"could be a strategy","startTime":2323.936,"endTime":2329.836,"body":"forward, but I'm not going to compromise"},{"speaker":"could be a strategy","startTime":2323.936,"endTime":2329.836,"body":"my value of, we need to test every Guiding"},{"speaker":"could be a strategy","startTime":2329.836,"endTime":2333.706,"body":"policy to make sure that I'm not telling"},{"speaker":"could be a strategy","startTime":2329.836,"endTime":2333.706,"body":"you take two motrin and keep it elevated,"},{"speaker":"could be a strategy","startTime":2333.706,"endTime":2335.216,"body":"but I got a respiratory infection."},{"speaker":"could be a strategy","startTime":2335.216,"endTime":2336.346,"body":"What is your problem?"},{"speaker":"could be a strategy","startTime":2336.626,"endTime":2336.996,"body":"Dr."},{"speaker":"could be a strategy","startTime":2336.996,"endTime":2337.376,"body":"Brian?"},{"speaker":"could be a strategy","startTime":2337.386,"endTime":2341.016,"body":"You're trying to catch up with"},{"speaker":"could be a strategy","startTime":2337.386,"endTime":2341.016,"body":"feature wise with your competitor."},{"speaker":"could be a strategy","startTime":2341.076,"endTime":2344.846,"body":"You're assuming the competitor has"},{"speaker":"could be a strategy","startTime":2341.076,"endTime":2344.846,"body":"done the analysis, the needs analysis,"},{"speaker":"could be a strategy","startTime":2344.846,"endTime":2348.716,"body":"and all of that, that these features"},{"speaker":"could be a strategy","startTime":2344.846,"endTime":2348.716,"body":"are actually needed by your customers."},{"speaker":"could be a strategy","startTime":2348.756,"endTime":2349.816,"body":"Let's just go past that."},{"speaker":"could be a strategy","startTime":2350.036,"endTime":2353.246,"body":"If you're chasing all the time, forget"},{"speaker":"could be a strategy","startTime":2350.036,"endTime":2353.246,"body":"about the fact that the budgetary"},{"speaker":"could be a strategy","startTime":2353.246,"endTime":2354.826,"body":"aspect kind of hinders all this."},{"speaker":"could be a strategy","startTime":2354.976,"endTime":2357.376,"body":"You're not going to take"},{"speaker":"could be a strategy","startTime":2354.976,"endTime":2357.376,"body":"a dominant position."},{"speaker":"could be a strategy","startTime":2357.376,"endTime":2359.076,"body":"You're not going to"},{"speaker":"could be a strategy","startTime":2357.376,"endTime":2359.076,"body":"leapfrog your competition."},{"speaker":"could be a strategy","startTime":2359.306,"endTime":2362.686,"body":"Wouldn't you rather do something"},{"speaker":"could be a strategy","startTime":2359.306,"endTime":2362.686,"body":"a little different and go figure"},{"speaker":"could be a strategy","startTime":2362.686,"endTime":2365.196,"body":"out, talk to your customers, go"},{"speaker":"could be a strategy","startTime":2362.686,"endTime":2365.196,"body":"figure out what they need, look at"},{"speaker":"could be a strategy","startTime":2365.196,"endTime":2366.805,"body":"the features your competitors have."},{"speaker":"could be a strategy","startTime":2367.096,"endTime":2368.966,"body":"And then come up with"},{"speaker":"could be a strategy","startTime":2367.096,"endTime":2368.966,"body":"something they don't have."},{"speaker":"could be a strategy","startTime":2369.256,"endTime":2372.456,"body":"So you are now leading"},{"speaker":"could be a strategy","startTime":2369.256,"endTime":2372.456,"body":"as opposed to following."},{"speaker":"could be a strategy","startTime":2372.756,"endTime":2373.006,"body":"Yeah."},{"speaker":"could be a strategy","startTime":2373.036,"endTime":2375.846,"body":"This is the basis of market segmentation."},{"speaker":"could be a strategy","startTime":2375.996,"endTime":2379.136,"body":"So you're looking at what your customers"},{"speaker":"could be a strategy","startTime":2375.996,"endTime":2379.136,"body":"are doing and then inside the market, the"},{"speaker":"could be a strategy","startTime":2379.136,"endTime":2382.246,"body":"broader market of where your customer is"},{"speaker":"could be a strategy","startTime":2379.136,"endTime":2382.246,"body":"doing, you're looking at segments that"},{"speaker":"could be a strategy","startTime":2382.246,"endTime":2384.036,"body":"they are not serving or not serving."},{"speaker":"could be a strategy","startTime":2384.036,"endTime":2385.406,"body":"Well, yeah, exactly."},{"speaker":"could be a strategy","startTime":2385.636,"endTime":2387.706,"body":"Then you're segmenting the"},{"speaker":"could be a strategy","startTime":2385.636,"endTime":2387.706,"body":"market around those things."},{"speaker":"could be a strategy","startTime":2387.716,"endTime":2391.156,"body":"and then suddenly the customer finds"},{"speaker":"could be a strategy","startTime":2387.716,"endTime":2391.156,"body":"they can't compete anymore because"},{"speaker":"could be a strategy","startTime":2391.156,"endTime":2395.866,"body":"you've segmented the market so well"},{"speaker":"could be a strategy","startTime":2391.156,"endTime":2395.866,"body":"for that little tiny niche that"},{"speaker":"could be a strategy","startTime":2396.096,"endTime":2398.936,"body":"they'll have to stop everything they're"},{"speaker":"could be a strategy","startTime":2396.096,"endTime":2398.936,"body":"doing in order to compete with you"},{"speaker":"could be a strategy","startTime":2398.986,"endTime":2400.336,"body":"They do that to fall further behind."},{"speaker":"could be a strategy","startTime":2400.366,"endTime":2404.376,"body":"That's where you want to be There's"},{"speaker":"could be a strategy","startTime":2400.366,"endTime":2404.376,"body":"one other subcategory in this larger."},{"speaker":"could be a strategy","startTime":2404.426,"endTime":2410.246,"body":"Section I've been with a lot of technology"},{"speaker":"could be a strategy","startTime":2404.426,"endTime":2410.246,"body":"Oriented organizations where they"},{"speaker":"could be a strategy","startTime":2410.246,"endTime":2414.936,"body":"think that operational efficiencies"},{"speaker":"could be a 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the"},{"speaker":"could be a strategy","startTime":2439.316,"endTime":2440.486,"body":"time and that's our advantage."},{"speaker":"could be a strategy","startTime":2440.486,"endTime":2441.646,"body":"That's our competitive advantage."},{"speaker":"could be a strategy","startTime":2441.796,"endTime":2443.176,"body":"That's not a competitive advantage."},{"speaker":"could be a strategy","startTime":2443.186,"endTime":2443.496,"body":"No."},{"speaker":"could be a strategy","startTime":2443.586,"endTime":2447.026,"body":"But there are plenty of people out"},{"speaker":"could be a strategy","startTime":2443.586,"endTime":2447.026,"body":"there that, that truly do believe,"},{"speaker":"could be a strategy","startTime":2447.176,"endTime":2449.236,"body":"Oh, we can outwork our competitors."},{"speaker":"could be a strategy","startTime":2449.276,"endTime":2450.736,"body":"that's our strategy for success."},{"speaker":"could be a strategy","startTime":2450.886,"endTime":2454.506,"body":"This was a very prevalent"},{"speaker":"could be a strategy","startTime":2450.886,"endTime":2454.506,"body":"strategy before the whole"},{"speaker":"could be a strategy","startTime":2454.556,"endTime":2456.226,"body":"offshoring model exploded, right?"},{"speaker":"could be a strategy","startTime":2456.376,"endTime":2457.736,"body":"People were buying cheaper talent."},{"speaker":"could be a strategy","startTime":2457.736,"endTime":2461.476,"body":"Onshore to try and do this and what"},{"speaker":"could be a strategy","startTime":2457.736,"endTime":2461.476,"body":"they found is at the end of the day"},{"speaker":"could be a strategy","startTime":2461.546,"endTime":2465.166,"body":"you get what you pay for and then the"},{"speaker":"could be a strategy","startTime":2461.546,"endTime":2465.166,"body":"offshore model hit and now you could"},{"speaker":"could be a strategy","startTime":2465.166,"endTime":2470.186,"body":"get Supposedly the same kind of talent"},{"speaker":"could be a 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strategy","startTime":2514.041,"endTime":2516.581,"body":"Like there's a lot of stuff that"},{"speaker":"could be a strategy","startTime":2514.041,"endTime":2516.581,"body":"you're not paying attention to , I've"},{"speaker":"could be a strategy","startTime":2516.581,"endTime":2520.071,"body":"seen so many development teams driven"},{"speaker":"could be a strategy","startTime":2516.581,"endTime":2520.071,"body":"with this kind of thing Oh, you"},{"speaker":"could be a strategy","startTime":2520.071,"endTime":2522.331,"body":"need to operate with less people."},{"speaker":"could be a strategy","startTime":2522.331,"endTime":2526.161,"body":"And 99 point X, X, X,"},{"speaker":"could be a strategy","startTime":2522.331,"endTime":2526.161,"body":"X, X five, five nines."},{"speaker":"could be a strategy","startTime":2526.311,"endTime":2530.301,"body":"And a lot of things that, oh, no, I know"},{"speaker":"could be a strategy","startTime":2526.311,"endTime":2530.301,"body":"somebody was telling me, oh no, it was"},{"speaker":"could be a strategy","startTime":2530.301,"endTime":2535.081,"body":"Lenar he was telling me like you have the"},{"speaker":"could be a strategy","startTime":2530.301,"endTime":2535.081,"body":"greatest product that takes millions of"},{"speaker":"could be a strategy","startTime":2535.081,"endTime":2539.501,"body":"dollars to scale and to run through AWS"},{"speaker":"could be a strategy","startTime":2535.081,"endTime":2539.501,"body":"and whatever, and you have no customers."},{"speaker":"could be a strategy","startTime":2539.651,"endTime":2540.481,"body":"this is this category."},{"speaker":"could be a strategy","startTime":2540.751,"endTime":2542.361,"body":"It's exactly this category."},{"speaker":"could be a strategy","startTime":2542.421,"endTime":2546.571,"body":"So when you're doing this, it's not"},{"speaker":"could be a strategy","startTime":2542.421,"endTime":2546.571,"body":"just that, well, two things, right?"},{"speaker":"could be a 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not"},{"speaker":"could be a strategy","startTime":2559.736,"endTime":2562.626,"body":"innovating because you're not"},{"speaker":"could be a strategy","startTime":2562.626,"endTime":2564.356,"body":"spending to innovate here, right?"},{"speaker":"could be a strategy","startTime":2564.686,"endTime":2568.426,"body":"People that you hire are just doing"},{"speaker":"could be a strategy","startTime":2564.686,"endTime":2568.426,"body":"what they're supposed to be doing."},{"speaker":"could be a strategy","startTime":2568.446,"endTime":2569.316,"body":"They're not innovating."},{"speaker":"could be a strategy","startTime":2569.466,"endTime":2571.496,"body":"And if you're not innovating,"},{"speaker":"could be a strategy","startTime":2569.466,"endTime":2571.496,"body":"you're missing out."},{"speaker":"could be a strategy","startTime":2571.646,"endTime":2574.236,"body":"Right, you're figuring you're not"},{"speaker":"could be a strategy","startTime":2571.646,"endTime":2574.236,"body":"figuring out what the customer needs"},{"speaker":"could be a strategy","startTime":2574.236,"endTime":2575.686,"body":"are really you're just too busy."},{"speaker":"could be a strategy","startTime":2575.686,"endTime":2577.616,"body":"Just peddling it all"},{"speaker":"could be a strategy","startTime":2575.686,"endTime":2577.616,"body":"the time That's right."},{"speaker":"could be a strategy","startTime":2577.656,"endTime":2581.486,"body":"And then that isn't gonna get"},{"speaker":"could be a strategy","startTime":2577.656,"endTime":2581.486,"body":"you anywhere in the long run."},{"speaker":"could be a strategy","startTime":2581.486,"endTime":2587.106,"body":"Yes, right Yes, the best you can hope"},{"speaker":"could be a strategy","startTime":2581.486,"endTime":2587.106,"body":"for is that somebody who is out there is"},{"speaker":"could be a strategy","startTime":2587.106,"endTime":2592.516,"body":"gonna acquire you probably temporarily"},{"speaker":"could be a strategy","startTime":2587.106,"endTime":2592.516,"body":"so they can flip that organization"},{"speaker":"could be a strategy","startTime":2592.516,"endTime":2596.516,"body":"like a holding company would buy you"},{"speaker":"could be a strategy","startTime":2592.516,"endTime":2596.516,"body":"hold you for a bit and then so yeah,"},{"speaker":"could be a strategy","startTime":2596.516,"endTime":2598.346,"body":"I definitely, this is a legit thing."},{"speaker":"could be a strategy","startTime":2598.346,"endTime":2602.276,"body":"I've worked for a company like this where"},{"speaker":"could be a strategy","startTime":2598.346,"endTime":2602.276,"body":"there was really no time talking about"},{"speaker":"could be a strategy","startTime":2602.426,"endTime":2604.236,"body":"customer pain points and things like that."},{"speaker":"could be a strategy","startTime":2604.246,"endTime":2605.486,"body":"It was just, we know what they want."},{"speaker":"could be a strategy","startTime":2605.496,"endTime":2608.926,"body":"We're going to build the features they"},{"speaker":"could be a strategy","startTime":2605.496,"endTime":2608.926,"body":"want and they will come and they don't"},{"speaker":"could be a strategy","startTime":2608.926,"endTime":2613.376,"body":"come because by the time you get those"},{"speaker":"could be a strategy","startTime":2608.926,"endTime":2613.376,"body":"out, and this is relatively short, a few"},{"speaker":"could be a strategy","startTime":2613.376,"endTime":2616.671,"body":"months, not years, by the time you get"},{"speaker":"could be a strategy","startTime":2613.376,"endTime":2616.671,"body":"those out to the market, you're done."},{"speaker":"could be a strategy","startTime":2616.961,"endTime":2621.671,"body":"Their needs have moved, the market has"},{"speaker":"could be a strategy","startTime":2616.961,"endTime":2621.671,"body":"moved, new things have come about, right?"},{"speaker":"could be a strategy","startTime":2621.821,"endTime":2625.551,"body":"So yeah, I mean, way back when"},{"speaker":"could be a strategy","startTime":2621.821,"endTime":2625.551,"body":"I first started in this, it was"},{"speaker":"could be a strategy","startTime":2625.551,"endTime":2629.421,"body":"with a large photo film company"},{"speaker":"could be a strategy","startTime":2625.551,"endTime":2629.421,"body":"basically a household name, right?"},{"speaker":"could be a strategy","startTime":2629.541,"endTime":2631.401,"body":"And they sat on their laurels."},{"speaker":"could be a strategy","startTime":2631.681,"endTime":2635.621,"body":"When digital cameras came about and they"},{"speaker":"could be a strategy","startTime":2631.681,"endTime":2635.621,"body":"were small in the old days, they didn't"},{"speaker":"could be a strategy","startTime":2635.631,"endTime":2637.381,"body":"hold much storage and stuff like that."},{"speaker":"could be a 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it catches you very like unaware."},{"speaker":"could be a strategy","startTime":2649.531,"endTime":2652.371,"body":"And it hits you upside"},{"speaker":"could be a strategy","startTime":2649.531,"endTime":2652.371,"body":"the head really fast."},{"speaker":"could be a strategy","startTime":2652.521,"endTime":2655.241,"body":"the thing I worry about in this"},{"speaker":"could be a strategy","startTime":2652.521,"endTime":2655.241,"body":"category is all these development"},{"speaker":"could be a strategy","startTime":2655.241,"endTime":2658.641,"body":"teams, like they're doing a great"},{"speaker":"could be a strategy","startTime":2655.241,"endTime":2658.641,"body":"job one day and you know, getting,"},{"speaker":"could be a strategy","startTime":2658.651,"endTime":2662.111,"body":"getting their bonuses and performance"},{"speaker":"could be a strategy","startTime":2658.651,"endTime":2662.111,"body":"reviews and whatnot, and the next day,"},{"speaker":"could be a 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say"},{"speaker":"could be a strategy","startTime":2676.931,"endTime":2680.181,"body":"like, well, it is your fault because"},{"speaker":"could be a strategy","startTime":2676.931,"endTime":2680.181,"body":"you, you always should have been in front"},{"speaker":"could be a strategy","startTime":2680.181,"endTime":2681.551,"body":"of those customers in the first place."},{"speaker":"could be a strategy","startTime":2681.811,"endTime":2685.781,"body":"You never should have allowed the"},{"speaker":"could be a strategy","startTime":2681.811,"endTime":2685.781,"body":"the, you never should have taken the"},{"speaker":"could be a strategy","startTime":2685.791,"endTime":2688.311,"body":"backseat to all these proxy people."},{"speaker":"could be a strategy","startTime":2688.461,"endTime":2691.951,"body":"Salespeople and whatever,"},{"speaker":"could be a strategy","startTime":2688.461,"endTime":2691.951,"body":"customer people, whatever."},{"speaker":"could be a strategy","startTime":2691.951,"endTime":2694.061,"body":"I don't know, customer success,"},{"speaker":"could be a strategy","startTime":2691.951,"endTime":2694.061,"body":"people product operations."},{"speaker":"could be a strategy","startTime":2694.061,"endTime":2694.551,"body":"I'm just, sorry."},{"speaker":"could be a strategy","startTime":2694.551,"endTime":2697.481,"body":"I'm trying to get everyone mad at us"},{"speaker":"could be a strategy","startTime":2694.551,"endTime":2697.481,"body":"in the last 30 seconds of the podcast."},{"speaker":"could be a strategy","startTime":2697.671,"endTime":2700.111,"body":"Like you should never allow all these"},{"speaker":"could be a strategy","startTime":2697.671,"endTime":2700.111,"body":"people to get in between you, the"},{"speaker":"could be a strategy","startTime":2700.111,"endTime":2701.441,"body":"development team and the customer."},{"speaker":"could be a strategy","startTime":2701.591,"endTime":2703.681,"body":"there's some legitimacy to that."},{"speaker":"could be a strategy","startTime":2703.731,"endTime":2706.791,"body":"I mean, it's, a little overly harsh"},{"speaker":"could be a strategy","startTime":2703.731,"endTime":2706.791,"body":"because in larger organizations,"},{"speaker":"could be a strategy","startTime":2706.791,"endTime":2710.106,"body":"you only have so much that"},{"speaker":"could be a strategy","startTime":2706.791,"endTime":2710.106,"body":"you can do with the customer."},{"speaker":"could be a strategy","startTime":2710.256,"endTime":2712.576,"body":"There's only so much you can push back"},{"speaker":"could be a strategy","startTime":2710.256,"endTime":2712.576,"body":"for they're just like, you know what?"},{"speaker":"could be a strategy","startTime":2712.676,"endTime":2718.186,"body":"You're basically Sisyphus in these"},{"speaker":"could be a strategy","startTime":2712.676,"endTime":2718.186,"body":"large companies pushing a rock uphill."},{"speaker":"could be a strategy","startTime":2718.316,"endTime":2720.636,"body":"most of the people that are"},{"speaker":"could be a strategy","startTime":2718.316,"endTime":2720.636,"body":"listening to this probably don't"},{"speaker":"could be a strategy","startTime":2720.636,"endTime":2723.476,"body":"have a seat at the table to say,"},{"speaker":"could be a strategy","startTime":2720.636,"endTime":2723.476,"body":"this is what we should be doing."},{"speaker":"could be a strategy","startTime":2723.536,"endTime":2727.601,"body":"But I mean, why I want to have this"},{"speaker":"could be a strategy","startTime":2723.536,"endTime":2727.601,"body":"podcast was we did a podcast with"},{"speaker":"could be a strategy","startTime":2727.601,"endTime":2730.916,"body":"Nisha on strategy where we talked"},{"speaker":"could be a strategy","startTime":2727.601,"endTime":2730.916,"body":"about how to construct a strategy."},{"speaker":"could be a strategy","startTime":2731.066,"endTime":2733.926,"body":"And then we went through a"},{"speaker":"could be a strategy","startTime":2731.066,"endTime":2733.926,"body":"bunch of examples of strategies."},{"speaker":"could be a strategy","startTime":2734.076,"endTime":2736.366,"body":"And if you're listening to this podcast."},{"speaker":"could be a strategy","startTime":2736.516,"endTime":2739.466,"body":"And you've identified some of"},{"speaker":"could be a strategy","startTime":2736.516,"endTime":2739.466,"body":"the things that we talked about"},{"speaker":"could be a strategy","startTime":2739.466,"endTime":2740.936,"body":"that says, Oh, that's my company."},{"speaker":"could be a strategy","startTime":2740.936,"endTime":2742.946,"body":"I see myself in what you're talking about."},{"speaker":"could be a strategy","startTime":2743.016,"endTime":2744.456,"body":"I hear myself and what"},{"speaker":"could be a strategy","startTime":2743.016,"endTime":2744.456,"body":"you're talking about."},{"speaker":"could be a strategy","startTime":2744.655,"endTime":2750.056,"body":"either, or like if you're hearing that"},{"speaker":"could be a strategy","startTime":2744.655,"endTime":2750.056,"body":"here, please go look up   episode 179"},{"speaker":"could be a strategy","startTime":2750.086,"endTime":2752.035,"body":"was the Strategy Podcast with Nisha."},{"speaker":"could be a strategy","startTime":2752.185,"endTime":2754.875,"body":"I encourage you, if you're listening"},{"speaker":"could be a strategy","startTime":2752.185,"endTime":2754.875,"body":"to this one and hearing these problems,"},{"speaker":"could be a strategy","startTime":2754.875,"endTime":2758.445,"body":"go listen to that podcast where we"},{"speaker":"could be a strategy","startTime":2754.875,"endTime":2758.445,"body":"actually give you the framework."},{"speaker":"could be a strategy","startTime":2758.635,"endTime":2763.475,"body":"Maybe you are in a position where"},{"speaker":"could be a strategy","startTime":2758.635,"endTime":2763.475,"body":"the leadership goes offsite and comes"},{"speaker":"could be a strategy","startTime":2763.475,"endTime":2766.175,"body":"up with a bunch of strategies and"},{"speaker":"could be a strategy","startTime":2763.475,"endTime":2766.175,"body":"comes back and says, Hey kid, like"},{"speaker":"could be a strategy","startTime":2766.175,"endTime":2767.896,"body":"this is like, get off your butt."},{"speaker":"could be a strategy","startTime":2767.906,"endTime":2769.756,"body":"Cause this is what we"},{"speaker":"could be a strategy","startTime":2767.906,"endTime":2769.756,"body":"got for you this year."},{"speaker":"could be a strategy","startTime":2769.766,"endTime":2772.826,"body":"And they give you your stress you know,"},{"speaker":"could be a strategy","startTime":2769.766,"endTime":2772.826,"body":"you can't push back on some of these."},{"speaker":"could be a strategy","startTime":2772.976,"endTime":2777.296,"body":"But I also gave some advice of"},{"speaker":"could be a strategy","startTime":2772.976,"endTime":2777.296,"body":"what to do in that situation"},{"speaker":"could be a strategy","startTime":2777.346,"endTime":2779.226,"body":"So go listen to that one."},{"speaker":"could be a strategy","startTime":2779.556,"endTime":2784.036,"body":"It's got a lot of real tactical"},{"speaker":"could be a strategy","startTime":2779.556,"endTime":2784.036,"body":"advice on how often to do this stuff,"},{"speaker":"could be a strategy","startTime":2784.226,"endTime":2786.736,"body":"what you can do when you're kind"},{"speaker":"could be a strategy","startTime":2784.226,"endTime":2786.736,"body":"of sidelined, what you can do when"},{"speaker":"could be a strategy","startTime":2786.736,"endTime":2788.436,"body":"you are in a large organization."},{"speaker":"could be a strategy","startTime":2788.456,"endTime":2790.976,"body":"You got to piece together the"},{"speaker":"could be a strategy","startTime":2788.456,"endTime":2790.976,"body":"strategy because it maybe they've"},{"speaker":"could be a strategy","startTime":2790.986,"endTime":2791.916,"body":"got one of these other problems."},{"speaker":"could be a strategy","startTime":2792.066,"endTime":2794.136,"body":"Plan focus or feature focus"},{"speaker":"could be a strategy","startTime":2792.066,"endTime":2794.136,"body":"or something like that."},{"speaker":"could be a strategy","startTime":2794.466,"endTime":2795.606,"body":"So go listen to that pockets."},{"speaker":"could be a strategy","startTime":2795.616,"endTime":2797.626,"body":"It's the companion to this one."},{"speaker":"could be a strategy","startTime":2797.776,"endTime":2801.136,"body":"But we really want to record this"},{"speaker":"could be a strategy","startTime":2797.776,"endTime":2801.136,"body":"one from the perspective of these"},{"speaker":"could be a strategy","startTime":2801.216,"endTime":2804.706,"body":"are potential things companies"},{"speaker":"could be a strategy","startTime":2801.216,"endTime":2804.706,"body":"do instead of having successfully"},{"speaker":"could be a strategy","startTime":2804.706,"endTime":2806.426,"body":"drawn up and executed strategies."},{"speaker":"could be a strategy","startTime":2806.576,"endTime":2806.916,"body":"Yeah."},{"speaker":"could be a strategy","startTime":2806.916,"endTime":2811.156,"body":"If you're copying things, you might"},{"speaker":"could be a strategy","startTime":2806.916,"endTime":2811.156,"body":"as well copy down arguing agile and"},{"speaker":"could be a strategy","startTime":2811.156,"endTime":2813.466,"body":"subscribe to it and like our podcasts."},{"speaker":"could be a strategy","startTime":2813.506,"endTime":2815.906,"body":"and if you know someone,"},{"speaker":"could be a strategy","startTime":2813.506,"endTime":2815.906,"body":"if you know another product"},{"speaker":"could be a strategy","startTime":2815.946,"endTime":2817.576,"body":"manager or development team."},{"speaker":"could be a strategy","startTime":2817.726,"endTime":2821.586,"body":"Or other business leaders that are having"},{"speaker":"could be a strategy","startTime":2817.726,"endTime":2821.586,"body":"issues with strategies, send them this"},{"speaker":"could be a strategy","startTime":2821.616,"endTime":2823.956,"body":"podcast and send them podcast 179 as well."},{"speaker":"could be a strategy","startTime":2824.096,"endTime":2824.836,"body":"Exactly."},{"speaker":"could be a strategy","startTime":2825.086,"endTime":2825.336,"body":"Yeah."},{"speaker":"could be a strategy","startTime":2825.336,"endTime":2830.265,"body":"And let us know in the comments below what"},{"speaker":"could be a strategy","startTime":2825.336,"endTime":2830.265,"body":"you think of this one, the 179 podcast."},{"speaker":"could be a strategy","startTime":2830.266,"endTime":2832.966,"body":"And also what else you'd"},{"speaker":"could be a strategy","startTime":2830.266,"endTime":2832.966,"body":"like us to talk about."},{"speaker":"could be a strategy","startTime":2833.116,"endTime":2834.606,"body":"We're always here to listen to you."}]}