{"version":"1.0.0","segments":[{"speaker":"Michael Cirillo","startTime":0.0,"endTime":2.04,"body":"You know, one"},{"speaker":"Michael Cirillo","startTime":0.0,"endTime":2.04,"body":"of the things I love about doing"},{"speaker":"Michael Cirillo","startTime":2.04,"endTime":4.08,"body":"this podcast with the two of you"},{"speaker":"Kyle Mountsier","startTime":10.51,"endTime":12.07,"body":"This is Auto"},{"speaker":"Kyle Mountsier","startTime":10.51,"endTime":12.07,"body":"Collabs"},{"speaker":"Paul Daly","startTime":12.07,"endTime":13.81,"body":"just one thing, just"},{"speaker":"Michael Cirillo","startTime":13.84,"endTime":16.42,"body":"just this one"},{"speaker":"Michael Cirillo","startTime":13.84,"endTime":16.42,"body":"thing in this moment. It's that"},{"speaker":"Michael Cirillo","startTime":16.42,"endTime":20.38,"body":"you, you are introducing me. I"},{"speaker":"Michael Cirillo","startTime":16.42,"endTime":20.38,"body":"thought I knew people. And now I"},{"speaker":"Michael Cirillo","startTime":20.71,"endTime":23.62,"body":"am having so much fun realizing"},{"speaker":"Michael Cirillo","startTime":20.71,"endTime":23.62,"body":"how many people I don't know and"},{"speaker":"Michael Cirillo","startTime":23.62,"endTime":28.42,"body":"how big this this industry is,"},{"speaker":"Michael Cirillo","startTime":23.62,"endTime":28.42,"body":"of course, you know, I'm super"},{"speaker":"Michael Cirillo","startTime":28.42,"endTime":32.56,"body":"excited to sit down and chat"},{"speaker":"Michael Cirillo","startTime":28.42,"endTime":32.56,"body":"with Ilana Shabtay from"},{"speaker":"Michael Cirillo","startTime":32.59,"endTime":37.6,"body":"AutoLeadStar. She's our guest"},{"speaker":"Michael Cirillo","startTime":32.59,"endTime":37.6,"body":"today. Hey, did I get him? Yeah,"},{"speaker":"Michael Cirillo","startTime":37.6,"endTime":38.5,"body":"can I get the name right?"},{"speaker":"Kyle Mountsier","startTime":38.53,"endTime":39.52,"body":"You dad is"},{"speaker":"Michael Cirillo","startTime":41.02,"endTime":42.25,"body":"getting"},{"speaker":"Michael Cirillo","startTime":41.02,"endTime":42.25,"body":"people's name? Yeah, I"},{"speaker":"Kyle Mountsier","startTime":42.25,"endTime":44.74,"body":"think we just"},{"speaker":"Kyle Mountsier","startTime":42.25,"endTime":44.74,"body":"just dispelled a myth for like"},{"speaker":"Kyle Mountsier","startTime":44.74,"endTime":48.43,"body":"half of the auto industry that"},{"speaker":"Kyle Mountsier","startTime":44.74,"endTime":48.43,"body":"she has an I and an L to start"},{"speaker":"Kyle Mountsier","startTime":48.43,"endTime":53.77,"body":"her name. So it looks like two"},{"speaker":"Kyle Mountsier","startTime":48.43,"endTime":53.77,"body":"eyes. I get Alana. Jana. It's"},{"speaker":"Kyle Mountsier","startTime":53.77,"endTime":57.7,"body":"Ilana. So that's, that's the"},{"speaker":"Kyle Mountsier","startTime":53.77,"endTime":57.7,"body":"start. I've known a lot of for a"},{"speaker":"Kyle Mountsier","startTime":57.7,"endTime":60.73,"body":"couple years now have really"},{"speaker":"Kyle Mountsier","startTime":57.7,"endTime":60.73,"body":"enjoyed getting to know her, you"},{"speaker":"Kyle Mountsier","startTime":60.73,"endTime":64.24,"body":"know, she hosts her own podcast"},{"speaker":"Kyle Mountsier","startTime":60.73,"endTime":64.24,"body":"and just has a perspective on"},{"speaker":"Kyle Mountsier","startTime":64.24,"endTime":69.82,"body":"the industry. That is that is"},{"speaker":"Kyle Mountsier","startTime":64.24,"endTime":69.82,"body":"well, well received, and is an"},{"speaker":"Kyle Mountsier","startTime":69.82,"endTime":75.28,"body":"expert marketer and understands"},{"speaker":"Kyle Mountsier","startTime":69.82,"endTime":75.28,"body":"the auto ecosystem. Very, very"},{"speaker":"Kyle Mountsier","startTime":75.28,"endTime":78.64,"body":"well. So yeah, I'm excited to"},{"speaker":"Kyle Mountsier","startTime":75.28,"endTime":78.64,"body":"kind of hang out with her and"},{"speaker":"Kyle Mountsier","startTime":78.64,"endTime":81.46,"body":"chat and see what's what's going"},{"speaker":"Kyle Mountsier","startTime":78.64,"endTime":81.46,"body":"on in her world right now,"},{"speaker":"Kyle Mountsier","startTime":81.46,"endTime":83.53,"body":"because she's always got a"},{"speaker":"Kyle Mountsier","startTime":81.46,"endTime":83.53,"body":"unique perspective."},{"speaker":"Paul Daly","startTime":84.31,"endTime":85.96,"body":"And I don't think I"},{"speaker":"Paul Daly","startTime":84.31,"endTime":85.96,"body":"have anything to add to this"},{"speaker":"Paul Daly","startTime":85.96,"endTime":88.99,"body":"intro. So we hope you enjoy this"},{"speaker":"Paul Daly","startTime":85.96,"endTime":88.99,"body":"interview with Ilana Shabtay."},{"speaker":"Kyle Mountsier","startTime":98.05,"endTime":99.76,"body":"All right, we"},{"speaker":"Kyle Mountsier","startTime":98.05,"endTime":99.76,"body":"are hanging out with Ilana"},{"speaker":"Kyle Mountsier","startTime":99.79,"endTime":104.47,"body":"Shabtay. And I think I got the"},{"speaker":"Kyle Mountsier","startTime":99.79,"endTime":104.47,"body":"accent on the A correctly. But"},{"speaker":"Kyle Mountsier","startTime":104.92,"endTime":108.55,"body":"yeah, of AutoLeadStar. Thanks so"},{"speaker":"Kyle Mountsier","startTime":104.92,"endTime":108.55,"body":"much for joining us, Ilana."},{"speaker":"Ilana Shabtay","startTime":109.03,"endTime":111.13,"body":"Thanks. It's good"},{"speaker":"Ilana Shabtay","startTime":109.03,"endTime":111.13,"body":"to be here. Thanks for having"},{"speaker":"Ilana Shabtay","startTime":111.13,"endTime":111.4,"body":"me."},{"speaker":"Kyle Mountsier","startTime":111.55,"endTime":113.59,"body":"Yeah,"},{"speaker":"Kyle Mountsier","startTime":111.55,"endTime":113.59,"body":"definitely. Well, I want to get"},{"speaker":"Kyle Mountsier","startTime":113.59,"endTime":119.5,"body":"into a little bit because a lot"},{"speaker":"Kyle Mountsier","startTime":113.59,"endTime":119.5,"body":"of people if you follow Ilana on"},{"speaker":"Kyle Mountsier","startTime":119.53,"endTime":123.76,"body":"on social media at all, my one"},{"speaker":"Kyle Mountsier","startTime":119.53,"endTime":123.76,"body":"of the most interesting things"},{"speaker":"Kyle Mountsier","startTime":123.76,"endTime":127.99,"body":"that you get is a perspective"},{"speaker":"Kyle Mountsier","startTime":123.76,"endTime":127.99,"body":"into a world not so much"},{"speaker":"Kyle Mountsier","startTime":128.02,"endTime":132.88,"body":"American. Because you are"},{"speaker":"Kyle Mountsier","startTime":128.02,"endTime":132.88,"body":"actually primarily in Israel,"},{"speaker":"Kyle Mountsier","startTime":132.91,"endTime":133.42,"body":"right?"},{"speaker":"Ilana Shabtay","startTime":133.78,"endTime":134.47,"body":"Yeah."},{"speaker":"Kyle Mountsier","startTime":136.11,"endTime":138.81,"body":"So So tell us a"},{"speaker":"Kyle Mountsier","startTime":136.11,"endTime":138.81,"body":"little bit about and what I want"},{"speaker":"Kyle Mountsier","startTime":138.81,"endTime":144.66,"body":"to start with is how, like being"},{"speaker":"Kyle Mountsier","startTime":138.81,"endTime":144.66,"body":"in Israel, and and having to"},{"speaker":"Kyle Mountsier","startTime":144.66,"endTime":149.4,"body":"relate to American and US"},{"speaker":"Kyle Mountsier","startTime":144.66,"endTime":149.4,"body":"dealers, primarily, like how"},{"speaker":"Kyle Mountsier","startTime":149.4,"endTime":152.55,"body":"that dynamic works, and how"},{"speaker":"Kyle Mountsier","startTime":149.4,"endTime":152.55,"body":"learning about like, what"},{"speaker":"Kyle Mountsier","startTime":152.55,"endTime":156.36,"body":"happens in the rest of the world"},{"speaker":"Kyle Mountsier","startTime":152.55,"endTime":156.36,"body":"and tech teams there can, like,"},{"speaker":"Kyle Mountsier","startTime":156.72,"endTime":160.17,"body":"still allows you to stay"},{"speaker":"Kyle Mountsier","startTime":156.72,"endTime":160.17,"body":"connected to the American dealer"},{"speaker":"Kyle Mountsier","startTime":160.17,"endTime":162.15,"body":"network and everything that"},{"speaker":"Kyle Mountsier","startTime":160.17,"endTime":162.15,"body":"comes with that?"},{"speaker":"Ilana Shabtay","startTime":162.96,"endTime":164.7,"body":"Oh, that's a"},{"speaker":"Ilana Shabtay","startTime":162.96,"endTime":164.7,"body":"great question. It's a little"},{"speaker":"Ilana Shabtay","startTime":164.7,"endTime":168.12,"body":"different. For me, I grew up in"},{"speaker":"Ilana Shabtay","startTime":164.7,"endTime":168.12,"body":"the States, and I know what it's"},{"speaker":"Ilana Shabtay","startTime":168.12,"endTime":170.67,"body":"like to go to a dealership on a"},{"speaker":"Ilana Shabtay","startTime":168.12,"endTime":170.67,"body":"Sunday with your family if"},{"speaker":"Ilana Shabtay","startTime":170.67,"endTime":173.79,"body":"they're open on Sundays. But"},{"speaker":"Ilana Shabtay","startTime":170.67,"endTime":173.79,"body":"what's really interesting is we"},{"speaker":"Ilana Shabtay","startTime":173.79,"endTime":177.78,"body":"have this power r\u0026d team in"},{"speaker":"Ilana Shabtay","startTime":173.79,"endTime":177.78,"body":"Israel. And they're sitting in"},{"speaker":"Ilana Shabtay","startTime":177.78,"endTime":181.29,"body":"their building this like top"},{"speaker":"Ilana Shabtay","startTime":177.78,"endTime":181.29,"body":"tier tech for automotive, and"},{"speaker":"Ilana Shabtay","startTime":181.29,"endTime":184.41,"body":"they've never stepped into a"},{"speaker":"Ilana Shabtay","startTime":181.29,"endTime":184.41,"body":"dealer, right, because it's like"},{"speaker":"Ilana Shabtay","startTime":184.41,"endTime":187.65,"body":"such a different type of"},{"speaker":"Ilana Shabtay","startTime":184.41,"endTime":187.65,"body":"industry in Israel. So when we"},{"speaker":"Ilana Shabtay","startTime":187.65,"endTime":193.89,"body":"first pivoted to automotive,"},{"speaker":"Ilana Shabtay","startTime":187.65,"endTime":193.89,"body":"which was around 2016, we"},{"speaker":"Ilana Shabtay","startTime":193.89,"endTime":196.95,"body":"actually sent our developers we"},{"speaker":"Ilana Shabtay","startTime":193.89,"endTime":196.95,"body":"have, we would send them to the"},{"speaker":"Ilana Shabtay","startTime":196.95,"endTime":199.5,"body":"states, we sent them to NADA we"},{"speaker":"Ilana Shabtay","startTime":196.95,"endTime":199.5,"body":"send them to Digital Dealer,"},{"speaker":"Ilana Shabtay","startTime":199.5,"endTime":201.33,"body":"we'd send them to whatever we"},{"speaker":"Ilana Shabtay","startTime":199.5,"endTime":201.33,"body":"can send them when it comes to"},{"speaker":"Ilana Shabtay","startTime":201.36,"endTime":204.09,"body":"industry conferences, but we"},{"speaker":"Ilana Shabtay","startTime":201.36,"endTime":204.09,"body":"would also actually send them to"},{"speaker":"Ilana Shabtay","startTime":204.09,"endTime":207.0,"body":"dealerships and be like, walk in"},{"speaker":"Ilana Shabtay","startTime":204.09,"endTime":207.0,"body":"and see what happens. Once we"},{"speaker":"Ilana Shabtay","startTime":207.0,"endTime":209.07,"body":"started getting clients, we"},{"speaker":"Ilana Shabtay","startTime":207.0,"endTime":209.07,"body":"would bring them more to, you"},{"speaker":"Ilana Shabtay","startTime":209.07,"endTime":211.47,"body":"know, our top tier clients, have"},{"speaker":"Ilana Shabtay","startTime":209.07,"endTime":211.47,"body":"them sit down, sit in on"},{"speaker":"Ilana Shabtay","startTime":211.47,"endTime":215.37,"body":"meetings to understand. But"},{"speaker":"Ilana Shabtay","startTime":211.47,"endTime":215.37,"body":"without that perspective, I"},{"speaker":"Ilana Shabtay","startTime":215.37,"endTime":218.85,"body":"think, you know, it's really"},{"speaker":"Ilana Shabtay","startTime":215.37,"endTime":218.85,"body":"hard to bring a product to"},{"speaker":"Ilana Shabtay","startTime":218.85,"endTime":221.13,"body":"market when you don't fully"},{"speaker":"Ilana Shabtay","startTime":218.85,"endTime":221.13,"body":"understand the market, even if"},{"speaker":"Ilana Shabtay","startTime":221.13,"endTime":224.07,"body":"you're behind the scenes in"},{"speaker":"Ilana Shabtay","startTime":221.13,"endTime":224.07,"body":"tech. So it's really interesting"},{"speaker":"Ilana Shabtay","startTime":224.1,"endTime":225.96,"body":"that you asked that question"},{"speaker":"Ilana Shabtay","startTime":224.1,"endTime":225.96,"body":"because I don't know if"},{"speaker":"Ilana Shabtay","startTime":225.96,"endTime":229.26,"body":"necessarily other dev teams that"},{"speaker":"Ilana Shabtay","startTime":225.96,"endTime":229.26,"body":"are building things in Israel"},{"speaker":"Ilana Shabtay","startTime":229.26,"endTime":232.08,"body":"for you know, different"},{"speaker":"Ilana Shabtay","startTime":229.26,"endTime":232.08,"body":"industries are necessarily doing"},{"speaker":"Ilana Shabtay","startTime":232.08,"endTime":235.02,"body":"that we put a huge emphasis on"},{"speaker":"Ilana Shabtay","startTime":232.08,"endTime":235.02,"body":"that at AutoLeadStar, and it"},{"speaker":"Ilana Shabtay","startTime":235.02,"endTime":239.22,"body":"really helped, especially with"},{"speaker":"Ilana Shabtay","startTime":235.02,"endTime":239.22,"body":"our director of products, they"},{"speaker":"Ilana Shabtay","startTime":239.22,"endTime":242.07,"body":"all circle through the states at"},{"speaker":"Ilana Shabtay","startTime":239.22,"endTime":242.07,"body":"least twice a year to make sure"},{"speaker":"Ilana Shabtay","startTime":242.07,"endTime":244.92,"body":"that they're on top of the"},{"speaker":"Ilana Shabtay","startTime":242.07,"endTime":244.92,"body":"market. For me, again, it's a"},{"speaker":"Ilana Shabtay","startTime":244.92,"endTime":247.59,"body":"bit different because I grew up"},{"speaker":"Ilana Shabtay","startTime":244.92,"endTime":247.59,"body":"there. So I understand kind of"},{"speaker":"Ilana Shabtay","startTime":247.59,"endTime":252.3,"body":"both sides. But it's really nice"},{"speaker":"Ilana Shabtay","startTime":247.59,"endTime":252.3,"body":"to be part of a team that's"},{"speaker":"Ilana Shabtay","startTime":252.3,"endTime":255.54,"body":"global. And that's working"},{"speaker":"Ilana Shabtay","startTime":252.3,"endTime":255.54,"body":"through that and understands you"},{"speaker":"Ilana Shabtay","startTime":255.54,"endTime":258.54,"body":"know, what it's like to have an"},{"speaker":"Ilana Shabtay","startTime":255.54,"endTime":258.54,"body":"r\u0026d team that's seven hours"},{"speaker":"Ilana Shabtay","startTime":258.54,"endTime":262.08,"body":"ahead of the US. What's it what"},{"speaker":"Ilana Shabtay","startTime":258.54,"endTime":262.08,"body":"it's like when a support ticket"},{"speaker":"Ilana Shabtay","startTime":262.08,"endTime":266.01,"body":"comes in, and you need that"},{"speaker":"Ilana Shabtay","startTime":262.08,"endTime":266.01,"body":"support at midnight here and we"},{"speaker":"Ilana Shabtay","startTime":266.01,"endTime":268.17,"body":"work it out. It's really"},{"speaker":"Ilana Shabtay","startTime":266.01,"endTime":268.17,"body":"interesting."},{"speaker":"Kyle Mountsier","startTime":268.53,"endTime":270.99,"body":"That's really"},{"speaker":"Kyle Mountsier","startTime":268.53,"endTime":270.99,"body":"interesting, actually. Well, one"},{"speaker":"Kyle Mountsier","startTime":271.02,"endTime":280.08,"body":"is this idea of, for me, the the"},{"speaker":"Kyle Mountsier","startTime":271.02,"endTime":280.08,"body":"majority of automotive there are"},{"speaker":"Kyle Mountsier","startTime":280.08,"endTime":284.7,"body":"two people in tech that are"},{"speaker":"Kyle Mountsier","startTime":280.08,"endTime":284.7,"body":"closest to the dealer, and"},{"speaker":"Kyle Mountsier","startTime":284.7,"endTime":288.57,"body":"that's the sales staff and the"},{"speaker":"Kyle Mountsier","startTime":284.7,"endTime":288.57,"body":"account specialists right that"},{"speaker":"Kyle Mountsier","startTime":288.57,"endTime":291.75,"body":"those people are always the"},{"speaker":"Kyle Mountsier","startTime":288.57,"endTime":291.75,"body":"closest to the dealer. And one"},{"speaker":"Kyle Mountsier","startTime":291.75,"endTime":294.12,"body":"of the things that coming from"},{"speaker":"Kyle Mountsier","startTime":291.75,"endTime":294.12,"body":"the dealership side that I"},{"speaker":"Kyle Mountsier","startTime":294.12,"endTime":298.32,"body":"always struggled with was"},{"speaker":"Kyle Mountsier","startTime":294.12,"endTime":298.32,"body":"relating my like product or"},{"speaker":"Kyle Mountsier","startTime":298.32,"endTime":303.0,"body":"development or ID Add needs"},{"speaker":"Kyle Mountsier","startTime":298.32,"endTime":303.0,"body":"through an account specialist or"},{"speaker":"Kyle Mountsier","startTime":303.0,"endTime":306.84,"body":"through even a salesperson"},{"speaker":"Kyle Mountsier","startTime":303.0,"endTime":306.84,"body":"actually was really difficult."},{"speaker":"Kyle Mountsier","startTime":306.84,"endTime":311.43,"body":"Like, it was hard to connect the"},{"speaker":"Kyle Mountsier","startTime":306.84,"endTime":311.43,"body":"dots to what I was using on a"},{"speaker":"Kyle Mountsier","startTime":311.43,"endTime":315.03,"body":"daily basis to like a"},{"speaker":"Kyle Mountsier","startTime":311.43,"endTime":315.03,"body":"development timeline that I"},{"speaker":"Kyle Mountsier","startTime":315.03,"endTime":318.33,"body":"might be encouraging within a"},{"speaker":"Kyle Mountsier","startTime":315.03,"endTime":318.33,"body":"technology product that I'm that"},{"speaker":"Kyle Mountsier","startTime":318.33,"endTime":321.48,"body":"I'm using. Not that everything"},{"speaker":"Kyle Mountsier","startTime":318.33,"endTime":321.48,"body":"from a dealer gets done, but"},{"speaker":"Kyle Mountsier","startTime":321.48,"endTime":324.15,"body":"that that encourages that"},{"speaker":"Kyle Mountsier","startTime":321.48,"endTime":324.15,"body":"product timeline. So I"},{"speaker":"Kyle Mountsier","startTime":324.15,"endTime":327.63,"body":"appreciate the fact that the"},{"speaker":"Kyle Mountsier","startTime":324.15,"endTime":327.63,"body":"product team is also close. And"},{"speaker":"Kyle Mountsier","startTime":327.63,"endTime":331.17,"body":"the development team is also"},{"speaker":"Kyle Mountsier","startTime":327.63,"endTime":331.17,"body":"close to the dealer, because I"},{"speaker":"Kyle Mountsier","startTime":331.17,"endTime":337.59,"body":"think that's a really important"},{"speaker":"Kyle Mountsier","startTime":331.17,"endTime":337.59,"body":"thing. Is like when it comes to"},{"speaker":"Kyle Mountsier","startTime":338.79,"endTime":341.7,"body":"I'm gonna get real, I'm probably"},{"speaker":"Kyle Mountsier","startTime":338.79,"endTime":341.7,"body":"gonna get geeky in this one,"},{"speaker":"Kyle Mountsier","startTime":341.7,"endTime":342.18,"body":"because"},{"speaker":"Paul Daly","startTime":345.18,"endTime":349.14,"body":"I shouldn't sit back"},{"speaker":"Paul Daly","startTime":345.18,"endTime":349.14,"body":"and just hope."},{"speaker":"Unknown","startTime":352.78,"endTime":353.71,"body":"Yeah, I'm with you."},{"speaker":"Kyle Mountsier","startTime":355.3,"endTime":356.92,"body":"Well, okay, I"},{"speaker":"Kyle Mountsier","startTime":355.3,"endTime":356.92,"body":"won't get too geeky."},{"speaker":"Michael Cirillo","startTime":356.92,"endTime":359.35,"body":"But do it?"},{"speaker":"Michael Cirillo","startTime":356.92,"endTime":359.35,"body":"Well, here's, here's,"},{"speaker":"Kyle Mountsier","startTime":359.0,"endTime":362.33,"body":"here's what's"},{"speaker":"Kyle Mountsier","startTime":359.0,"endTime":362.33,"body":"hard is because, like you do you"},{"speaker":"Kyle Mountsier","startTime":362.33,"endTime":366.32,"body":"have, you have different levels"},{"speaker":"Kyle Mountsier","startTime":362.33,"endTime":366.32,"body":"of accessibility to technology,"},{"speaker":"Kyle Mountsier","startTime":366.32,"endTime":370.61,"body":"or understanding of technology"},{"speaker":"Kyle Mountsier","startTime":366.32,"endTime":370.61,"body":"and automotive, right, anywhere"},{"speaker":"Kyle Mountsier","startTime":370.61,"endTime":375.23,"body":"from like, your super high tech,"},{"speaker":"Kyle Mountsier","startTime":370.61,"endTime":375.23,"body":"it or marketing director, right?"},{"speaker":"Kyle Mountsier","startTime":375.44,"endTime":380.06,"body":"To, you know, maybe a General"},{"speaker":"Kyle Mountsier","startTime":375.44,"endTime":380.06,"body":"Sales Manager that didn't go to"},{"speaker":"Kyle Mountsier","startTime":380.06,"endTime":383.51,"body":"college, which is, which is the"},{"speaker":"Kyle Mountsier","startTime":380.06,"endTime":383.51,"body":"way a career path and automotive"},{"speaker":"Kyle Mountsier","startTime":383.51,"endTime":387.17,"body":"happens, and really doesn't have"},{"speaker":"Kyle Mountsier","startTime":383.51,"endTime":387.17,"body":"any, any attachment to tech"},{"speaker":"Kyle Mountsier","startTime":387.17,"endTime":390.14,"body":"note, no necessity for it"},{"speaker":"Kyle Mountsier","startTime":387.17,"endTime":390.14,"body":"outside of like their daily use"},{"speaker":"Kyle Mountsier","startTime":390.14,"endTime":395.75,"body":"of it. And actually is kind of"},{"speaker":"Kyle Mountsier","startTime":390.14,"endTime":395.75,"body":"like tech averse. And so how"},{"speaker":"Kyle Mountsier","startTime":395.75,"endTime":400.97,"body":"does, how do you bridge that gap"},{"speaker":"Kyle Mountsier","startTime":395.75,"endTime":400.97,"body":"when trying to learn like what a"},{"speaker":"Kyle Mountsier","startTime":400.97,"endTime":407.42,"body":"marketing or sales director or"},{"speaker":"Kyle Mountsier","startTime":400.97,"endTime":407.42,"body":"GM actually needs, and bridging"},{"speaker":"Kyle Mountsier","startTime":407.42,"endTime":411.05,"body":"the gap between like product"},{"speaker":"Kyle Mountsier","startTime":407.42,"endTime":411.05,"body":"timelines and a product team"},{"speaker":"Kyle Mountsier","startTime":411.05,"endTime":415.94,"body":"understanding what, especially a"},{"speaker":"Kyle Mountsier","startTime":411.05,"endTime":415.94,"body":"non tech understanding, you"},{"speaker":"Kyle Mountsier","startTime":415.94,"endTime":421.22,"body":"know, dealer core needs in order"},{"speaker":"Kyle Mountsier","startTime":415.94,"endTime":421.22,"body":"to execute on their, on their on"},{"speaker":"Kyle Mountsier","startTime":421.22,"endTime":425.87,"body":"their daily, you know, workflow."},{"speaker":"Kyle Mountsier","startTime":421.22,"endTime":425.87,"body":"Is there? Is there a translator"},{"speaker":"Kyle Mountsier","startTime":425.87,"endTime":428.6,"body":"in the middle that you typically"},{"speaker":"Kyle Mountsier","startTime":425.87,"endTime":428.6,"body":"see? Or has the product team"},{"speaker":"Kyle Mountsier","startTime":428.6,"endTime":432.59,"body":"from, from AutoLeadStar kind of"},{"speaker":"Kyle Mountsier","startTime":428.6,"endTime":432.59,"body":"learn the language enough to,"},{"speaker":"Kyle Mountsier","startTime":432.59,"endTime":433.97,"body":"like internally translate?"},{"speaker":"Unknown","startTime":434.9,"endTime":436.94,"body":"That's a great"},{"speaker":"Unknown","startTime":434.9,"endTime":436.94,"body":"question. We, I think the"},{"speaker":"Unknown","startTime":436.94,"endTime":439.76,"body":"latter, I think product has"},{"speaker":"Unknown","startTime":436.94,"endTime":439.76,"body":"really learned the language"},{"speaker":"Unknown","startTime":439.79,"endTime":443.9,"body":"enough to do it. But I will say"},{"speaker":"Unknown","startTime":439.79,"endTime":443.9,"body":"there's always friction between"},{"speaker":"Unknown","startTime":443.99,"endTime":447.8,"body":"what sales, marketing and"},{"speaker":"Unknown","startTime":443.99,"endTime":447.8,"body":"customer success will want as a"},{"speaker":"Unknown","startTime":447.8,"endTime":450.56,"body":"feature or as an The next"},{"speaker":"Unknown","startTime":447.8,"endTime":450.56,"body":"product and what product thinks"},{"speaker":"Unknown","startTime":450.59,"endTime":454.37,"body":"is like, the next best thing for"},{"speaker":"Unknown","startTime":450.59,"endTime":454.37,"body":"automotive. And generally, at"},{"speaker":"Unknown","startTime":454.37,"endTime":457.52,"body":"the end of the day product's,"},{"speaker":"Unknown","startTime":454.37,"endTime":457.52,"body":"right. In the long run, it's"},{"speaker":"Unknown","startTime":457.52,"endTime":459.95,"body":"very, like long run short run,"},{"speaker":"Unknown","startTime":457.52,"endTime":459.95,"body":"right? At the end of the day,"},{"speaker":"Unknown","startTime":459.95,"endTime":463.31,"body":"they see the big holes in"},{"speaker":"Unknown","startTime":459.95,"endTime":463.31,"body":"technology with that they can"},{"speaker":"Unknown","startTime":463.52,"endTime":467.48,"body":"kind of, you know, bridge the"},{"speaker":"Unknown","startTime":463.52,"endTime":467.48,"body":"all those gaps for automotive,"},{"speaker":"Unknown","startTime":467.84,"endTime":470.78,"body":"and for sales and customer"},{"speaker":"Unknown","startTime":467.84,"endTime":470.78,"body":"success. It's like, oh, this is"},{"speaker":"Unknown","startTime":470.78,"endTime":473.12,"body":"a churn risk, or, Oh, I can"},{"speaker":"Unknown","startTime":470.78,"endTime":473.12,"body":"close this deal if we have this"},{"speaker":"Unknown","startTime":473.12,"endTime":477.77,"body":"one feature, but then that kind"},{"speaker":"Unknown","startTime":473.12,"endTime":477.77,"body":"of, you know, slows down the"},{"speaker":"Unknown","startTime":477.8,"endTime":482.09,"body":"long run product timeline a bit."},{"speaker":"Unknown","startTime":477.8,"endTime":482.09,"body":"So it's always a balance between"},{"speaker":"Unknown","startTime":482.09,"endTime":484.79,"body":"what what what can we do to"},{"speaker":"Unknown","startTime":482.09,"endTime":484.79,"body":"obviously retain as many"},{"speaker":"Unknown","startTime":484.79,"endTime":487.19,"body":"customers and get as many"},{"speaker":"Unknown","startTime":484.79,"endTime":487.19,"body":"customers as we can, while also"},{"speaker":"Unknown","startTime":487.19,"endTime":490.7,"body":"building something bigger for"},{"speaker":"Unknown","startTime":487.19,"endTime":490.7,"body":"the industry to actually solve"},{"speaker":"Unknown","startTime":491.03,"endTime":494.51,"body":"tech problems that does, you"},{"speaker":"Unknown","startTime":491.03,"endTime":494.51,"body":"know, doesn't happen overnight."},{"speaker":"Unknown","startTime":494.54,"endTime":499.07,"body":"That's more of like a long, long"},{"speaker":"Unknown","startTime":494.54,"endTime":499.07,"body":"term timeline. So yeah,"},{"speaker":"Michael Cirillo","startTime":499.11,"endTime":500.55,"body":"this brings up"},{"speaker":"Michael Cirillo","startTime":499.11,"endTime":500.55,"body":"something that I've been"},{"speaker":"Michael Cirillo","startTime":500.55,"endTime":503.88,"body":"thinking a lot about lately,"},{"speaker":"Michael Cirillo","startTime":500.55,"endTime":503.88,"body":"because we have a tech portion"},{"speaker":"Michael Cirillo","startTime":503.88,"endTime":506.61,"body":"of our business. And you're"},{"speaker":"Michael Cirillo","startTime":503.88,"endTime":506.61,"body":"you're battling so many"},{"speaker":"Michael Cirillo","startTime":506.61,"endTime":510.0,"body":"different forces. In fact, Kyle"},{"speaker":"Michael Cirillo","startTime":506.61,"endTime":510.0,"body":"Paul and I were just in Philly"},{"speaker":"Michael Cirillo","startTime":510.0,"endTime":513.63,"body":"together recording some content."},{"speaker":"Michael Cirillo","startTime":510.0,"endTime":513.63,"body":"And Kyle and I had had kind of a"},{"speaker":"Michael Cirillo","startTime":513.63,"endTime":518.07,"body":"side conversation going about"},{"speaker":"Michael Cirillo","startTime":513.63,"endTime":518.07,"body":"this topic. My mind keeps coming"},{"speaker":"Michael Cirillo","startTime":518.07,"endTime":521.88,"body":"back to the I think about the"},{"speaker":"Michael Cirillo","startTime":518.07,"endTime":521.88,"body":"moments where we dropped"},{"speaker":"Michael Cirillo","startTime":521.88,"endTime":525.72,"body":"everything to your point to like"},{"speaker":"Michael Cirillo","startTime":521.88,"endTime":525.72,"body":"develop a thing to close, maybe"},{"speaker":"Michael Cirillo","startTime":525.72,"endTime":529.41,"body":"a deal or a handful of deals."},{"speaker":"Michael Cirillo","startTime":525.72,"endTime":529.41,"body":"And then ultimately, what you"},{"speaker":"Michael Cirillo","startTime":529.41,"endTime":533.13,"body":"were saying about the long the"},{"speaker":"Michael Cirillo","startTime":529.41,"endTime":533.13,"body":"big picture is, we look back"},{"speaker":"Michael Cirillo","startTime":533.13,"endTime":537.69,"body":"over four or five years, and"},{"speaker":"Michael Cirillo","startTime":533.13,"endTime":537.69,"body":"realize nobody's used in the"},{"speaker":"Michael Cirillo","startTime":537.69,"endTime":543.42,"body":"thing. You spent so much time"},{"speaker":"Michael Cirillo","startTime":537.69,"endTime":543.42,"body":"developing, still only using on"},{"speaker":"Michael Cirillo","startTime":543.42,"endTime":547.44,"body":"master only using a very few"},{"speaker":"Michael Cirillo","startTime":543.42,"endTime":547.44,"body":"select features. Do you find"},{"speaker":"Michael Cirillo","startTime":547.44,"endTime":550.65,"body":"that that's the same thing? And"},{"speaker":"Michael Cirillo","startTime":547.44,"endTime":550.65,"body":"do you find it's important to"},{"speaker":"Michael Cirillo","startTime":550.65,"endTime":554.07,"body":"kind of maybe double, triple,"},{"speaker":"Michael Cirillo","startTime":550.65,"endTime":554.07,"body":"quadruple down on the thing, you"},{"speaker":"Michael Cirillo","startTime":554.07,"endTime":558.3,"body":"know, for a fact is working in"},{"speaker":"Michael Cirillo","startTime":554.07,"endTime":558.3,"body":"that they'll use? Or what's the"},{"speaker":"Michael Cirillo","startTime":558.3,"endTime":559.14,"body":"balance there?"},{"speaker":"Unknown","startTime":559.0,"endTime":564.01,"body":"I think it's also"},{"speaker":"Unknown","startTime":559.0,"endTime":564.01,"body":"depends on? I can no one knows,"},{"speaker":"Unknown","startTime":564.01,"endTime":566.26,"body":"right? We all we are that's what"},{"speaker":"Unknown","startTime":564.01,"endTime":566.26,"body":"we're trying to figure out. But"},{"speaker":"Unknown","startTime":566.29,"endTime":569.11,"body":"I think if you decide who your"},{"speaker":"Unknown","startTime":566.29,"endTime":569.11,"body":"target market is, because at the"},{"speaker":"Unknown","startTime":569.11,"endTime":571.93,"body":"end of the day, it always comes"},{"speaker":"Unknown","startTime":569.11,"endTime":571.93,"body":"down to this. The long term"},{"speaker":"Unknown","startTime":571.93,"endTime":574.63,"body":"those that big tech that we're"},{"speaker":"Unknown","startTime":571.93,"endTime":574.63,"body":"trying to solve is like"},{"speaker":"Unknown","startTime":574.66,"endTime":577.87,"body":"enterprise tech. And when it"},{"speaker":"Unknown","startTime":574.66,"endTime":577.87,"body":"comes down to it the top 50"},{"speaker":"Unknown","startTime":577.87,"endTime":581.53,"body":"dealers we know they'll use them"},{"speaker":"Unknown","startTime":577.87,"endTime":581.53,"body":"these little feature, you know,"},{"speaker":"Unknown","startTime":581.53,"endTime":584.32,"body":"tweaks here and there. Of course"},{"speaker":"Unknown","startTime":581.53,"endTime":584.32,"body":"the enterprise dealers are going"},{"speaker":"Unknown","startTime":584.32,"endTime":588.49,"body":"to use it but that that caters"},{"speaker":"Unknown","startTime":584.32,"endTime":588.49,"body":"more to like the mom and pop"},{"speaker":"Unknown","startTime":588.49,"endTime":593.17,"body":"maybe maybe groups of two to"},{"speaker":"Unknown","startTime":588.49,"endTime":593.17,"body":"three dealers. And so at the end"},{"speaker":"Unknown","startTime":593.17,"endTime":595.18,"body":"of the day, it's all about the"},{"speaker":"Unknown","startTime":593.17,"endTime":595.18,"body":"business strategy like Who are"},{"speaker":"Unknown","startTime":595.18,"endTime":597.55,"body":"we trying to cater to and who do"},{"speaker":"Unknown","startTime":595.18,"endTime":597.55,"body":"we want to retain and who do we"},{"speaker":"Unknown","startTime":597.55,"endTime":600.13,"body":"want to acquire when it moves"},{"speaker":"Unknown","startTime":597.55,"endTime":600.13,"body":"you know, when it five years So"},{"speaker":"Unknown","startTime":600.13,"endTime":602.86,"body":"now we want to be working with"},{"speaker":"Unknown","startTime":600.13,"endTime":602.86,"body":"the top 150s Do want to work"},{"speaker":"Unknown","startTime":602.89,"endTime":605.77,"body":"with a percentage of the top"},{"speaker":"Unknown","startTime":602.89,"endTime":605.77,"body":"150s And then go toward the, you"},{"speaker":"Unknown","startTime":605.77,"endTime":609.52,"body":"know, mid tier. So it's really"},{"speaker":"Unknown","startTime":605.77,"endTime":609.52,"body":"about the strategy. Once that"},{"speaker":"Unknown","startTime":609.52,"endTime":612.1,"body":"strategy is aligned with sales"},{"speaker":"Unknown","startTime":609.52,"endTime":612.1,"body":"and product, which we've done a"},{"speaker":"Unknown","startTime":612.1,"endTime":615.88,"body":"really good job in the past, I'd"},{"speaker":"Unknown","startTime":612.1,"endTime":615.88,"body":"say like, six to eight months,"},{"speaker":"Unknown","startTime":616.69,"endTime":620.32,"body":"at AutoLeadStar at least, then"},{"speaker":"Unknown","startTime":616.69,"endTime":620.32,"body":"we we really understand, okay,"},{"speaker":"Unknown","startTime":620.32,"endTime":622.36,"body":"which features should we"},{"speaker":"Unknown","startTime":620.32,"endTime":622.36,"body":"prioritize? And then how is"},{"speaker":"Unknown","startTime":622.36,"endTime":625.63,"body":"sales going to go after this,"},{"speaker":"Unknown","startTime":622.36,"endTime":625.63,"body":"you know, the right type of"},{"speaker":"Unknown","startTime":625.66,"endTime":628.66,"body":"dealer and the right type of"},{"speaker":"Unknown","startTime":625.66,"endTime":628.66,"body":"client to fit the product"},{"speaker":"Unknown","startTime":628.66,"endTime":631.06,"body":"strategy. So that's been worked,"},{"speaker":"Unknown","startTime":628.66,"endTime":631.06,"body":"but"},{"speaker":"Michael Cirillo","startTime":631.24,"endTime":632.98,"body":"I'm thinking"},{"speaker":"Michael Cirillo","startTime":631.24,"endTime":632.98,"body":"about the number of companies"},{"speaker":"Michael Cirillo","startTime":632.98,"endTime":636.7,"body":"that started in automotive,"},{"speaker":"Michael Cirillo","startTime":632.98,"endTime":636.7,"body":"they're like, Hey, we do"},{"speaker":"Michael Cirillo","startTime":637.51,"endTime":642.37,"body":"customer data. And we also have"},{"speaker":"Michael Cirillo","startTime":637.51,"endTime":642.37,"body":"a robust dog grooming management"},{"speaker":"Michael Cirillo","startTime":642.37,"endTime":647.86,"body":"system. Some dealer was like, We"},{"speaker":"Michael Cirillo","startTime":642.37,"endTime":647.86,"body":"got dogs in the back our mascot,"},{"speaker":"Michael Cirillo","startTime":647.95,"endTime":650.92,"body":"I could do that, you know, be"},{"speaker":"Michael Cirillo","startTime":647.95,"endTime":650.92,"body":"really nice, as if we had some,"},{"speaker":"Michael Cirillo","startTime":651.04,"endTime":654.43,"body":"like, in booking and out booking"},{"speaker":"Michael Cirillo","startTime":651.04,"endTime":654.43,"body":"software to go along with our"},{"speaker":"Michael Cirillo","startTime":654.43,"endTime":655.12,"body":"DMS. Was"},{"speaker":"Paul Daly","startTime":655.11,"endTime":658.171,"body":"that Patrick Abad?"},{"speaker":"Paul Daly","startTime":655.11,"endTime":658.171,"body":"No. Larry? Yeah, so yeah, I"},{"speaker":"Paul Daly","startTime":658.238,"endTime":662.298,"body":"think that the the point, the"},{"speaker":"Paul Daly","startTime":658.238,"endTime":662.298,"body":"thing that you just brought up,"},{"speaker":"Paul Daly","startTime":662.365,"endTime":666.225,"body":"about, like, who wins on, you"},{"speaker":"Paul Daly","startTime":662.365,"endTime":666.225,"body":"know, getting the next thing"},{"speaker":"Paul Daly","startTime":666.292,"endTime":669.82,"body":"developed. And a big part of"},{"speaker":"Paul Daly","startTime":666.292,"endTime":669.82,"body":"figuring that out is the"},{"speaker":"Paul Daly","startTime":669.886,"endTime":674.079,"body":"communication to the customers,"},{"speaker":"Paul Daly","startTime":669.886,"endTime":674.079,"body":"the communication on like, what"},{"speaker":"Paul Daly","startTime":674.146,"endTime":678.073,"body":"the product actually does, or"},{"speaker":"Paul Daly","startTime":674.146,"endTime":678.073,"body":"what the need is projected to"},{"speaker":"Paul Daly","startTime":678.14,"endTime":682.0,"body":"be? Because I think a lot of"},{"speaker":"Paul Daly","startTime":678.14,"endTime":682.0,"body":"people don't realize the need"},{"speaker":"Paul Daly","startTime":682.067,"endTime":685.861,"body":"for some of this new stuff"},{"speaker":"Paul Daly","startTime":682.067,"endTime":685.861,"body":"coming out, you know, customer"},{"speaker":"Paul Daly","startTime":685.927,"endTime":690.054,"body":"data lakes, and like, why is it"},{"speaker":"Paul Daly","startTime":685.927,"endTime":690.054,"body":"important? And so I've seen an"},{"speaker":"Paul Daly","startTime":690.121,"endTime":694.314,"body":"increased effort by AutoLeadStar"},{"speaker":"Paul Daly","startTime":690.121,"endTime":694.314,"body":"to communicate better like you"},{"speaker":"Paul Daly","startTime":694.381,"endTime":698.241,"body":"have these quarterly launches"},{"speaker":"Paul Daly","startTime":694.381,"endTime":698.241,"body":"going on? What's the mindset"},{"speaker":"Paul Daly","startTime":698.308,"endTime":702.301,"body":"behind the quarterly launch? As"},{"speaker":"Paul Daly","startTime":698.308,"endTime":702.301,"body":"I've kind of been seeing and"},{"speaker":"Paul Daly","startTime":702.368,"endTime":703.5,"body":"hearing about it?"},{"speaker":"Ilana Shabtay","startTime":704.55,"endTime":706.65,"body":"Yeah, well, I'm"},{"speaker":"Ilana Shabtay","startTime":704.55,"endTime":706.65,"body":"glad you've been hearing about"},{"speaker":"Ilana Shabtay","startTime":706.65,"endTime":710.85,"body":"that. And but basically, we want"},{"speaker":"Ilana Shabtay","startTime":706.65,"endTime":710.85,"body":"to make sure that we have a"},{"speaker":"Ilana Shabtay","startTime":710.85,"endTime":714.69,"body":"commit from product, right, so"},{"speaker":"Ilana Shabtay","startTime":710.85,"endTime":714.69,"body":"every single quarter, we have to"},{"speaker":"Ilana Shabtay","startTime":714.69,"endTime":718.59,"body":"release something. So that from"},{"speaker":"Ilana Shabtay","startTime":714.69,"endTime":718.59,"body":"a product perspective is like,"},{"speaker":"Ilana Shabtay","startTime":718.59,"endTime":721.62,"body":"Alright, I gotta get my shit"},{"speaker":"Ilana Shabtay","startTime":718.59,"endTime":721.62,"body":"together. So I'm reading on"},{"speaker":"Ilana Shabtay","startTime":721.62,"endTime":721.77,"body":"this,"},{"speaker":"Paul Daly","startTime":722.31,"endTime":723.99,"body":"like, there's a"},{"speaker":"Paul Daly","startTime":722.31,"endTime":723.99,"body":"deadline people are gonna be"},{"speaker":"Paul Daly","startTime":723.99,"endTime":726.18,"body":"expecting in public, right?"},{"speaker":"Ilana Shabtay","startTime":726.21,"endTime":729.48,"body":"Exactly. From a"},{"speaker":"Ilana Shabtay","startTime":726.21,"endTime":729.48,"body":"marketing perspective, also, we"},{"speaker":"Ilana Shabtay","startTime":729.48,"endTime":732.21,"body":"have a deadline, we didn't make"},{"speaker":"Ilana Shabtay","startTime":729.48,"endTime":732.21,"body":"sure we have everything, all our"},{"speaker":"Ilana Shabtay","startTime":732.21,"endTime":734.94,"body":"ducks in a row to get it out to"},{"speaker":"Ilana Shabtay","startTime":732.21,"endTime":734.94,"body":"the public and get some kind of"},{"speaker":"Ilana Shabtay","startTime":734.94,"endTime":737.58,"body":"adoption. But I think it also,"},{"speaker":"Ilana Shabtay","startTime":734.94,"endTime":737.58,"body":"besides for the fact of just"},{"speaker":"Ilana Shabtay","startTime":737.58,"endTime":741.66,"body":"like, from a brand perspective"},{"speaker":"Ilana Shabtay","startTime":737.58,"endTime":741.66,"body":"gets us out there. It helps us"},{"speaker":"Ilana Shabtay","startTime":741.66,"endTime":745.11,"body":"just innovate, we've always been"},{"speaker":"Ilana Shabtay","startTime":741.66,"endTime":745.11,"body":"innovating, but it really pushes"},{"speaker":"Ilana Shabtay","startTime":745.11,"endTime":747.84,"body":"us to innovate and make sure"},{"speaker":"Ilana Shabtay","startTime":745.11,"endTime":747.84,"body":"that we're bringing to the"},{"speaker":"Ilana Shabtay","startTime":747.84,"endTime":750.75,"body":"industry that change that we"},{"speaker":"Ilana Shabtay","startTime":747.84,"endTime":750.75,"body":"want to bring that tech"},{"speaker":"Ilana Shabtay","startTime":750.75,"endTime":756.09,"body":"innovation, and, and gets us on"},{"speaker":"Ilana Shabtay","startTime":750.75,"endTime":756.09,"body":"like a calendar, not just from a"},{"speaker":"Ilana Shabtay","startTime":756.12,"endTime":758.55,"body":"company perspective, but also"},{"speaker":"Ilana Shabtay","startTime":756.12,"endTime":758.55,"body":"from an industry perspective."},{"speaker":"Ilana Shabtay","startTime":758.7,"endTime":761.1,"body":"I'm assuming others will follow"},{"speaker":"Ilana Shabtay","startTime":758.7,"endTime":761.1,"body":"and then it will be really nice"},{"speaker":"Ilana Shabtay","startTime":761.1,"endTime":763.14,"body":"to just be able to see that"},{"speaker":"Ilana Shabtay","startTime":761.1,"endTime":763.14,"body":"innovation quarter after"},{"speaker":"Ilana Shabtay","startTime":763.14,"endTime":767.04,"body":"quarter. The other thing that I"},{"speaker":"Ilana Shabtay","startTime":763.14,"endTime":767.04,"body":"was thinking about when you when"},{"speaker":"Ilana Shabtay","startTime":767.04,"endTime":770.19,"body":"you mentioned like, oh, I have"},{"speaker":"Ilana Shabtay","startTime":767.04,"endTime":770.19,"body":"technology, but I'm also like,"},{"speaker":"Ilana Shabtay","startTime":770.19,"endTime":774.09,"body":"you know, build dog houses for"},{"speaker":"Ilana Shabtay","startTime":770.19,"endTime":774.09,"body":"for dealers is that you're"},{"speaker":"Ilana Shabtay","startTime":774.09,"endTime":778.26,"body":"getting super distracted. I'll"},{"speaker":"Ilana Shabtay","startTime":774.09,"endTime":778.26,"body":"use OTT as an example. Like Ott,"},{"speaker":"Ilana Shabtay","startTime":778.26,"endTime":782.04,"body":"every single, every single"},{"speaker":"Ilana Shabtay","startTime":778.26,"endTime":782.04,"body":"company was all of a sudden OTT"},{"speaker":"Ilana Shabtay","startTime":782.04,"endTime":785.04,"body":"company, right? Like they were"},{"speaker":"Ilana Shabtay","startTime":782.04,"endTime":785.04,"body":"doing, I don't even know, like"},{"speaker":"Ilana Shabtay","startTime":785.07,"endTime":788.82,"body":"website, but they're also OTT."},{"speaker":"Ilana Shabtay","startTime":785.07,"endTime":788.82,"body":"And so we even asked, we were"},{"speaker":"Ilana Shabtay","startTime":788.82,"endTime":791.28,"body":"like, should we do Ott, like"},{"speaker":"Ilana Shabtay","startTime":788.82,"endTime":791.28,"body":"should we should we be doing"},{"speaker":"Ilana Shabtay","startTime":791.28,"endTime":793.95,"body":"that. But that type of stuff is"},{"speaker":"Ilana Shabtay","startTime":791.28,"endTime":793.95,"body":"super distracting. At the end of"},{"speaker":"Ilana Shabtay","startTime":793.95,"endTime":797.4,"body":"the day, you want to own what"},{"speaker":"Ilana Shabtay","startTime":793.95,"endTime":797.4,"body":"you're good at. And if you have"},{"speaker":"Ilana Shabtay","startTime":797.4,"endTime":800.01,"body":"those quarterly launches, and"},{"speaker":"Ilana Shabtay","startTime":797.4,"endTime":800.01,"body":"you have that like, you know,"},{"speaker":"Ilana Shabtay","startTime":800.04,"endTime":803.19,"body":"deadline and that perspective"},{"speaker":"Ilana Shabtay","startTime":800.04,"endTime":803.19,"body":"and that calendar in mind, then"},{"speaker":"Ilana Shabtay","startTime":803.19,"endTime":807.42,"body":"you can really roll out quality"},{"speaker":"Ilana Shabtay","startTime":803.19,"endTime":807.42,"body":"quality work. So it just helps"},{"speaker":"Ilana Shabtay","startTime":807.42,"endTime":807.96,"body":"us not get"},{"speaker":"Paul","startTime":808.08,"endTime":812.22,"body":"to that point. I think the"},{"speaker":"Paul","startTime":808.08,"endTime":812.22,"body":"smaller companies have a big,"},{"speaker":"Paul","startTime":812.22,"endTime":816.0,"body":"big advantage in what you just"},{"speaker":"Paul","startTime":812.22,"endTime":816.0,"body":"said about like the pressure to"},{"speaker":"Paul","startTime":816.0,"endTime":820.38,"body":"get into the fad of the moment,"},{"speaker":"Paul","startTime":816.0,"endTime":820.38,"body":"right? Everyone got to OTT and"},{"speaker":"Paul","startTime":820.38,"endTime":824.76,"body":"everyone would swear to you that"},{"speaker":"Paul","startTime":820.38,"endTime":824.76,"body":"they had data and inventory that"},{"speaker":"Paul","startTime":824.76,"endTime":828.03,"body":"nobody else had and most of them"},{"speaker":"Paul","startTime":824.76,"endTime":828.03,"body":"were white labeling the same two"},{"speaker":"Paul","startTime":828.03,"endTime":831.66,"body":"or three things. And you get to"},{"speaker":"Paul","startTime":828.03,"endTime":831.66,"body":"kind of stand outside of that."},{"speaker":"Paul","startTime":831.66,"endTime":834.0,"body":"Obviously the bigger the company"},{"speaker":"Paul","startTime":831.66,"endTime":834.0,"body":"shareholders want to see"},{"speaker":"Paul","startTime":834.0,"endTime":836.64,"body":"returns, they want to just feel"},{"speaker":"Paul","startTime":834.0,"endTime":836.64,"body":"good about you being on the"},{"speaker":"Paul","startTime":836.64,"endTime":841.17,"body":"cutting edge and like buzzword"},{"speaker":"Paul","startTime":836.64,"endTime":841.17,"body":"products do that for larger"},{"speaker":"Paul","startTime":841.17,"endTime":843.51,"body":"companies. Oh, yeah, we got"},{"speaker":"Paul","startTime":841.17,"endTime":843.51,"body":"that. Yeah, yeah, we're all over"},{"speaker":"Paul","startTime":843.51,"endTime":845.82,"body":"and our people are out there we"},{"speaker":"Paul","startTime":843.51,"endTime":845.82,"body":"have a Salesforce. So I think"},{"speaker":"Paul","startTime":845.82,"endTime":848.31,"body":"that the smaller the smaller the"},{"speaker":"Paul","startTime":845.82,"endTime":848.31,"body":"company, the bigger advantage,"},{"speaker":"Paul","startTime":848.31,"endTime":851.58,"body":"you have to actually stay"},{"speaker":"Paul","startTime":848.31,"endTime":851.58,"body":"focused on innovating the long"},{"speaker":"Paul","startTime":851.58,"endTime":854.73,"body":"term meaningful things and not"},{"speaker":"Paul","startTime":851.58,"endTime":854.73,"body":"just you know, those things that"},{"speaker":"Paul","startTime":854.73,"endTime":857.85,"body":"pop up and they they kind of, I"},{"speaker":"Paul","startTime":854.73,"endTime":857.85,"body":"mean, like Ott, obviously it's a"},{"speaker":"Paul","startTime":857.85,"endTime":860.1,"body":"very important part of the"},{"speaker":"Paul","startTime":857.85,"endTime":860.1,"body":"marketing ecosystem. Yeah. Oh,"},{"speaker":"Paul","startTime":860.1,"endTime":864.09,"body":"it's all important. But the"},{"speaker":"Paul","startTime":860.1,"endTime":864.09,"body":"initial like, Hey, you got Do"},{"speaker":"Paul","startTime":864.09,"endTime":870.33,"body":"you have OTT? Yeah, you know me"},{"speaker":"Paul","startTime":864.09,"endTime":870.33,"body":"you know what? Yeah. Yeah, you"},{"speaker":"Paul","startTime":870.33,"endTime":871.53,"body":"know me Come on."},{"speaker":"Kyle Mountsier","startTime":873.48,"endTime":876.09,"body":"Wait, so Okay,"},{"speaker":"Kyle Mountsier","startTime":873.48,"endTime":876.09,"body":"so this is what's because we're,"},{"speaker":"Kyle Mountsier","startTime":876.18,"endTime":880.29,"body":"we've been talking and like, I"},{"speaker":"Kyle Mountsier","startTime":876.18,"endTime":880.29,"body":"knew this podcast could"},{"speaker":"Kyle Mountsier","startTime":880.29,"endTime":883.56,"body":"basically go anywhere because if"},{"speaker":"Kyle Mountsier","startTime":880.29,"endTime":883.56,"body":"you don't know Ilana has her own"},{"speaker":"Kyle Mountsier","startTime":883.56,"endTime":886.62,"body":"podcast Inside Auto podcast you"},{"speaker":"Kyle Mountsier","startTime":883.56,"endTime":886.62,"body":"should follow it. She's it's"},{"speaker":"Kyle Mountsier","startTime":886.62,"endTime":891.69,"body":"incredible. But the the thing"},{"speaker":"Kyle Mountsier","startTime":886.62,"endTime":891.69,"body":"that I think is always a"},{"speaker":"Kyle Mountsier","startTime":891.69,"endTime":893.49,"body":"question mark for me, like"},{"speaker":"Kyle Mountsier","startTime":891.69,"endTime":893.49,"body":"coming from the dealer"},{"speaker":"Kyle Mountsier","startTime":893.49,"endTime":896.46,"body":"perspective is how's this"},{"speaker":"Kyle Mountsier","startTime":893.49,"endTime":896.46,"body":"valuable? How's this type of"},{"speaker":"Kyle Mountsier","startTime":896.46,"endTime":899.16,"body":"information valuable for me as a"},{"speaker":"Kyle Mountsier","startTime":896.46,"endTime":899.16,"body":"dealer, like knowing product"},{"speaker":"Kyle Mountsier","startTime":899.16,"endTime":903.06,"body":"timelines? How close product is,"},{"speaker":"Kyle Mountsier","startTime":899.16,"endTime":903.06,"body":"you know why quarterly releases"},{"speaker":"Kyle Mountsier","startTime":903.06,"endTime":907.08,"body":"and all this type of stuff. For"},{"speaker":"Kyle Mountsier","startTime":903.06,"endTime":907.08,"body":"me, it's like any technology"},{"speaker":"Kyle Mountsier","startTime":907.08,"endTime":911.37,"body":"company that a dealer is working"},{"speaker":"Kyle Mountsier","startTime":907.08,"endTime":911.37,"body":"with, that isn't like,"},{"speaker":"Kyle Mountsier","startTime":911.55,"endTime":916.8,"body":"constantly after innovation."},{"speaker":"Kyle Mountsier","startTime":911.55,"endTime":916.8,"body":"That's, that's a problem, right?"},{"speaker":"Kyle Mountsier","startTime":916.86,"endTime":920.01,"body":"Not that it's just after"},{"speaker":"Kyle Mountsier","startTime":916.86,"endTime":920.01,"body":"innovation for innovation sake."},{"speaker":"Kyle Mountsier","startTime":920.01,"endTime":923.49,"body":"But after innovation for"},{"speaker":"Kyle Mountsier","startTime":920.01,"endTime":923.49,"body":"customer and employee engagement"},{"speaker":"Kyle Mountsier","startTime":923.49,"endTime":928.05,"body":"sake, is a necessity, especially"},{"speaker":"Kyle Mountsier","startTime":923.49,"endTime":928.05,"body":"in our fast paced moving thing."},{"speaker":"Kyle Mountsier","startTime":928.2,"endTime":930.99,"body":"You know, one of the things that"},{"speaker":"Kyle Mountsier","startTime":928.2,"endTime":930.99,"body":"I see a lot in automotive is"},{"speaker":"Kyle Mountsier","startTime":930.99,"endTime":935.4,"body":"that as you acquire a mass of"},{"speaker":"Kyle Mountsier","startTime":930.99,"endTime":935.4,"body":"clients, or as you be get on"},{"speaker":"Kyle Mountsier","startTime":935.49,"endTime":940.29,"body":"certain, like OEM programs, you"},{"speaker":"Kyle Mountsier","startTime":935.49,"endTime":940.29,"body":"start, like you major on support"},{"speaker":"Kyle Mountsier","startTime":940.29,"endTime":944.1,"body":"and not major on success, which"},{"speaker":"Kyle Mountsier","startTime":940.29,"endTime":944.1,"body":"are two totally different"},{"speaker":"Kyle Mountsier","startTime":944.1,"endTime":947.28,"body":"things. And in order to major on"},{"speaker":"Kyle Mountsier","startTime":944.1,"endTime":947.28,"body":"success, you have to drive"},{"speaker":"Kyle Mountsier","startTime":947.28,"endTime":950.37,"body":"product timelines for new and"},{"speaker":"Kyle Mountsier","startTime":947.28,"endTime":950.37,"body":"Integrated Technologies. And so"},{"speaker":"Kyle Mountsier","startTime":950.55,"endTime":953.91,"body":"as I'm hearing you, and as I'm"},{"speaker":"Kyle Mountsier","startTime":950.55,"endTime":953.91,"body":"listening with my dealer ears"},{"speaker":"Kyle Mountsier","startTime":953.91,"endTime":956.49,"body":"on, that's what I'm listening"},{"speaker":"Kyle Mountsier","startTime":953.91,"endTime":956.49,"body":"for, whether whether it's a"},{"speaker":"Kyle Mountsier","startTime":956.49,"endTime":959.58,"body":"dealer that's working with auto"},{"speaker":"Kyle Mountsier","startTime":956.49,"endTime":959.58,"body":"lead star or not, that I'm"},{"speaker":"Kyle Mountsier","startTime":959.58,"endTime":962.28,"body":"listening for, where where are"},{"speaker":"Kyle Mountsier","startTime":959.58,"endTime":962.28,"body":"the tech part? What are the tech"},{"speaker":"Kyle Mountsier","startTime":962.28,"endTime":965.46,"body":"partners that I'm working with"},{"speaker":"Kyle Mountsier","startTime":962.28,"endTime":965.46,"body":"doing to ensure continued"},{"speaker":"Kyle Mountsier","startTime":965.46,"endTime":968.91,"body":"success, not just support for"},{"speaker":"Kyle Mountsier","startTime":965.46,"endTime":968.91,"body":"the current product that I own?"},{"speaker":"Kyle Mountsier","startTime":969.21,"endTime":969.6,"body":"Right,"},{"speaker":"Unknown","startTime":969.72,"endTime":971.82,"body":"yeah. And also, you"},{"speaker":"Unknown","startTime":969.72,"endTime":971.82,"body":"mentioned something else, which"},{"speaker":"Unknown","startTime":971.82,"endTime":973.98,"body":"I think is really important,"},{"speaker":"Unknown","startTime":971.82,"endTime":973.98,"body":"which is our actual"},{"speaker":"Unknown","startTime":973.98,"endTime":976.92,"body":"communication with the client."},{"speaker":"Unknown","startTime":973.98,"endTime":976.92,"body":"So yes, as you're scaling, and"},{"speaker":"Unknown","startTime":976.92,"endTime":980.1,"body":"as you're getting bigger, it is"},{"speaker":"Unknown","startTime":976.92,"endTime":980.1,"body":"one of the challenges is how do"},{"speaker":"Unknown","startTime":980.1,"endTime":982.86,"body":"we make sure that our support"},{"speaker":"Unknown","startTime":980.1,"endTime":982.86,"body":"and our success is actually"},{"speaker":"Unknown","startTime":982.86,"endTime":985.32,"body":"still top notch when we're"},{"speaker":"Unknown","startTime":982.86,"endTime":985.32,"body":"bringing on more and more"},{"speaker":"Unknown","startTime":985.32,"endTime":989.01,"body":"dealers. And you'll see like"},{"speaker":"Unknown","startTime":985.32,"endTime":989.01,"body":"the, you know, Google, Facebook,"},{"speaker":"Unknown","startTime":989.01,"endTime":990.93,"body":"they're rolling out all these"},{"speaker":"Unknown","startTime":989.01,"endTime":990.93,"body":"products right now, which is"},{"speaker":"Unknown","startTime":990.93,"endTime":993.93,"body":"totally automated. It's like no"},{"speaker":"Unknown","startTime":990.93,"endTime":993.93,"body":"touch stuff, right? You can"},{"speaker":"Unknown","startTime":994.05,"endTime":997.74,"body":"automate everything without even"},{"speaker":"Unknown","startTime":994.05,"endTime":997.74,"body":"talking to a Support Manager"},{"speaker":"Unknown","startTime":997.74,"endTime":1000.14,"body":"without even you know, going"},{"speaker":"Unknown","startTime":997.74,"endTime":1000.14,"body":"into your campaigns. And that's"},{"speaker":"Unknown","startTime":1000.14,"endTime":1003.02,"body":"great. We're all about"},{"speaker":"Unknown","startTime":1000.14,"endTime":1003.02,"body":"automation. But then you kind of"},{"speaker":"Unknown","startTime":1003.02,"endTime":1006.32,"body":"lose that, that that community,"},{"speaker":"Unknown","startTime":1003.02,"endTime":1006.32,"body":"we talked a lot about community"},{"speaker":"Unknown","startTime":1006.32,"endTime":1009.74,"body":"on the r\u0026r podcast, Inside Auto"},{"speaker":"Unknown","startTime":1006.32,"endTime":1009.74,"body":"podcast where I hosted Paul and"},{"speaker":"Unknown","startTime":1009.74,"endTime":1012.38,"body":"Kyle last week or a few weeks"},{"speaker":"Unknown","startTime":1009.74,"endTime":1012.38,"body":"ago, but you lose that touch of"},{"speaker":"Unknown","startTime":1012.38,"endTime":1015.05,"body":"community and the quarterly"},{"speaker":"Unknown","startTime":1012.38,"endTime":1015.05,"body":"events really help us do that,"},{"speaker":"Unknown","startTime":1015.05,"endTime":1017.78,"body":"as well helps us reconnect to"},{"speaker":"Unknown","startTime":1015.05,"endTime":1017.78,"body":"our clients, which I think is"},{"speaker":"Unknown","startTime":1017.78,"endTime":1020.66,"body":"really important. And you know,"},{"speaker":"Unknown","startTime":1017.78,"endTime":1020.66,"body":"as they get bigger and bigger,"},{"speaker":"Unknown","startTime":1020.66,"endTime":1023.06,"body":"and people get to know about it"},{"speaker":"Unknown","startTime":1020.66,"endTime":1023.06,"body":"more and more, hopefully, we'll"},{"speaker":"Unknown","startTime":1023.06,"endTime":1025.7,"body":"even bring clients into the"},{"speaker":"Unknown","startTime":1023.06,"endTime":1025.7,"body":"launch a bit more. And it will"},{"speaker":"Unknown","startTime":1025.7,"endTime":1028.91,"body":"give us an opportunity to, you"},{"speaker":"Unknown","startTime":1025.7,"endTime":1028.91,"body":"know, make a day seminar about"},{"speaker":"Unknown","startTime":1028.91,"endTime":1032.96,"body":"it and bring them in and, and do"},{"speaker":"Unknown","startTime":1028.91,"endTime":1032.96,"body":"some tech seminar, you know,"},{"speaker":"Unknown","startTime":1032.96,"endTime":1035.27,"body":"before or after the launch, or"},{"speaker":"Unknown","startTime":1032.96,"endTime":1035.27,"body":"have them even speak at the"},{"speaker":"Unknown","startTime":1035.27,"endTime":1038.3,"body":"launch. So there is also"},{"speaker":"Unknown","startTime":1035.27,"endTime":1038.3,"body":"something else to it, which is"},{"speaker":"Unknown","startTime":1038.36,"endTime":1040.97,"body":"yes, of course partner with"},{"speaker":"Unknown","startTime":1038.36,"endTime":1040.97,"body":"people that are innovating and"},{"speaker":"Unknown","startTime":1040.97,"endTime":1043.37,"body":"partner with technologies that"},{"speaker":"Unknown","startTime":1040.97,"endTime":1043.37,"body":"are innovating, but also partner"},{"speaker":"Unknown","startTime":1043.37,"endTime":1046.64,"body":"with people who want to have"},{"speaker":"Unknown","startTime":1043.37,"endTime":1046.64,"body":"that kind of community and"},{"speaker":"Unknown","startTime":1046.7,"endTime":1049.64,"body":"communication with clients. So"},{"speaker":"Unknown","startTime":1046.7,"endTime":1049.64,"body":"that's kind of like the the"},{"speaker":"Unknown","startTime":1049.64,"endTime":1051.89,"body":"second part to it, which I"},{"speaker":"Unknown","startTime":1049.64,"endTime":1051.89,"body":"didn't mention before, but"},{"speaker":"Unknown","startTime":1051.89,"endTime":1053.06,"body":"thanks for bringing me there."},{"speaker":"Michael Cirillo","startTime":1053.12,"endTime":1055.55,"body":"Here's my"},{"speaker":"Michael Cirillo","startTime":1053.12,"endTime":1055.55,"body":"unpopular opinion of the day."},{"speaker":"Paul Daly","startTime":1056.87,"endTime":1060.23,"body":"You only have one?"},{"speaker":"Paul Daly","startTime":1056.87,"endTime":1060.23,"body":"Well, it's early. It's early."},{"speaker":"Michael Cirillo","startTime":1060.0,"endTime":1064.95,"body":"one per 30"},{"speaker":"Michael Cirillo","startTime":1060.0,"endTime":1064.95,"body":"minute podcast. We've been"},{"speaker":"Michael Cirillo","startTime":1060.23,"endTime":1060.5,"body":"It's"},{"speaker":"Michael Cirillo","startTime":1064.95,"endTime":1068.28,"body":"talking about innovation. Kyle,"},{"speaker":"Michael Cirillo","startTime":1064.95,"endTime":1068.28,"body":"you spoke to the importance of"},{"speaker":"Michael Cirillo","startTime":1069.3,"endTime":1072.45,"body":"kind of well, actually, a lot of"},{"speaker":"Michael Cirillo","startTime":1069.3,"endTime":1072.45,"body":"you spoke to the importance of"},{"speaker":"Michael Cirillo","startTime":1072.45,"endTime":1075.78,"body":"like focusing in on a thing. We"},{"speaker":"Michael Cirillo","startTime":1072.45,"endTime":1075.78,"body":"see this outside of automotive"},{"speaker":"Michael Cirillo","startTime":1075.78,"endTime":1078.06,"body":"all the time. I mean, Slack,"},{"speaker":"Michael Cirillo","startTime":1075.78,"endTime":1078.06,"body":"I've been hearing some Slack"},{"speaker":"Michael Cirillo","startTime":1078.06,"endTime":1079.11,"body":"notifications, right,"},{"speaker":"Ilana Shabtay","startTime":1079.14,"endTime":1080.82,"body":"turn them off. I"},{"speaker":"Ilana Shabtay","startTime":1079.14,"endTime":1080.82,"body":"turned them off."},{"speaker":"Michael Cirillo","startTime":1081.86,"endTime":1085.04,"body":"No, it's"},{"speaker":"Michael Cirillo","startTime":1081.86,"endTime":1085.04,"body":"perfectly wrong to my thought."},{"speaker":"Michael Cirillo","startTime":1085.04,"endTime":1093.32,"body":"But yeah, thanks for a minute,"},{"speaker":"Michael Cirillo","startTime":1085.04,"endTime":1093.32,"body":"and I was like, oh, like, I'm"},{"speaker":"Michael Cirillo","startTime":1093.32,"endTime":1097.25,"body":"sure, similar to many other tech"},{"speaker":"Michael Cirillo","startTime":1093.32,"endTime":1097.25,"body":"companies Slack as an example"},{"speaker":"Michael Cirillo","startTime":1097.25,"endTime":1102.44,"body":"has felt the pressure to expand"},{"speaker":"Michael Cirillo","startTime":1097.25,"endTime":1102.44,"body":"in and, you know, try their hand"},{"speaker":"Michael Cirillo","startTime":1102.44,"endTime":1105.11,"body":"at so many different things. But"},{"speaker":"Michael Cirillo","startTime":1102.44,"endTime":1105.11,"body":"at the end of the day, to your"},{"speaker":"Michael Cirillo","startTime":1105.11,"endTime":1109.1,"body":"point, they're like, No, we are"},{"speaker":"Michael Cirillo","startTime":1105.11,"endTime":1109.1,"body":"direct communication for a"},{"speaker":"Michael Cirillo","startTime":1109.1,"endTime":1113.24,"body":"specific purpose. And I think"},{"speaker":"Michael Cirillo","startTime":1109.1,"endTime":1113.24,"body":"sometimes, I guess maybe that's"},{"speaker":"Michael Cirillo","startTime":1113.24,"endTime":1116.9,"body":"my unpopular opinion, as I see"},{"speaker":"Michael Cirillo","startTime":1113.24,"endTime":1116.9,"body":"it specifically in the context"},{"speaker":"Michael Cirillo","startTime":1116.9,"endTime":1122.33,"body":"of automotive. We assume we go"},{"speaker":"Michael Cirillo","startTime":1116.9,"endTime":1122.33,"body":"to extremes, that's our human"},{"speaker":"Michael Cirillo","startTime":1122.33,"endTime":1125.24,"body":"behavior. We're like innovation"},{"speaker":"Michael Cirillo","startTime":1122.33,"endTime":1125.24,"body":"means coming up with something"},{"speaker":"Michael Cirillo","startTime":1125.24,"endTime":1127.58,"body":"new. And what does that what do"},{"speaker":"Michael Cirillo","startTime":1125.24,"endTime":1127.58,"body":"you end up with, you end up with"},{"speaker":"Michael Cirillo","startTime":1127.58,"endTime":1133.01,"body":"big conglomerate companies who"},{"speaker":"Michael Cirillo","startTime":1127.58,"endTime":1133.01,"body":"do all things through the"},{"speaker":"Michael Cirillo","startTime":1133.01,"endTime":1137.06,"body":"alphabet, their their"},{"speaker":"Michael Cirillo","startTime":1133.01,"endTime":1137.06,"body":"integrations, their DMS, their"},{"speaker":"Michael Cirillo","startTime":1137.06,"endTime":1140.45,"body":"CRM, their website, provider,"},{"speaker":"Michael Cirillo","startTime":1137.06,"endTime":1140.45,"body":"their or whatever? And they felt"},{"speaker":"Michael Cirillo","startTime":1140.45,"endTime":1142.97,"body":"the need and they've assumed"},{"speaker":"Michael Cirillo","startTime":1140.45,"endTime":1142.97,"body":"that that's what innovation"},{"speaker":"Michael Cirillo","startTime":1142.97,"endTime":1148.28,"body":"means. My unpopular opinion is"},{"speaker":"Michael Cirillo","startTime":1142.97,"endTime":1148.28,"body":"that innovation is in dialing in"},{"speaker":"Michael Cirillo","startTime":1148.28,"endTime":1153.23,"body":"your your focus, like to your"},{"speaker":"Michael Cirillo","startTime":1148.28,"endTime":1153.23,"body":"point and not feeling the need"},{"speaker":"Michael Cirillo","startTime":1153.23,"endTime":1155.63,"body":"to go to these other things. And"},{"speaker":"Michael Cirillo","startTime":1153.23,"endTime":1155.63,"body":"how does that relate to dealer"},{"speaker":"Michael Cirillo","startTime":1155.63,"endTime":1158.21,"body":"to cut Kyle's point I've been"},{"speaker":"Michael Cirillo","startTime":1155.63,"endTime":1158.21,"body":"thinking about this as I as I've"},{"speaker":"Michael Cirillo","startTime":1158.21,"endTime":1162.11,"body":"been listening. Well, it makes"},{"speaker":"Michael Cirillo","startTime":1158.21,"endTime":1162.11,"body":"perfect sense because do I want"},{"speaker":"Michael Cirillo","startTime":1163.16,"endTime":1166.46,"body":"like do I want the best Nike"},{"speaker":"Michael Cirillo","startTime":1163.16,"endTime":1166.46,"body":"shoes that I can get? Yeah, most"},{"speaker":"Michael Cirillo","startTime":1166.46,"endTime":1173.87,"body":"comfortable for my feet? Or do I"},{"speaker":"Michael Cirillo","startTime":1166.46,"endTime":1173.87,"body":"want the narKis that you can get"},{"speaker":"Michael Cirillo","startTime":1173.87,"endTime":1179.75,"body":"on a street corner in New York."},{"speaker":"Michael Cirillo","startTime":1173.87,"endTime":1179.75,"body":"You know what I mean? Like I"},{"speaker":"Michael Cirillo","startTime":1179.75,"endTime":1183.65,"body":"want the best thing that I can"},{"speaker":"Michael Cirillo","startTime":1179.75,"endTime":1183.65,"body":"possibly get for that purpose."},{"speaker":"Michael Cirillo","startTime":1183.8,"endTime":1188.99,"body":"Like I don't want shoes that"},{"speaker":"Michael Cirillo","startTime":1183.8,"endTime":1188.99,"body":"also pairs a hat. And in"},{"speaker":"Michael Cirillo","startTime":1188.99,"endTime":1191.96,"body":"automotive we tend to do that"},{"speaker":"Michael Cirillo","startTime":1188.99,"endTime":1191.96,"body":"right we think innovation means"},{"speaker":"Michael Cirillo","startTime":1192.05,"endTime":1194.87,"body":"I must figure out how to make"},{"speaker":"Michael Cirillo","startTime":1192.05,"endTime":1194.87,"body":"shoe a hat also and maybe a"},{"speaker":"Michael Cirillo","startTime":1194.87,"endTime":1198.89,"body":"raincoat. And here we are. And"},{"speaker":"Michael Cirillo","startTime":1194.87,"endTime":1198.89,"body":"we because so so to your point"},{"speaker":"Michael Cirillo","startTime":1198.89,"endTime":1201.17,"body":"that's that's my kind of unpack"},{"speaker":"Michael Cirillo","startTime":1198.89,"endTime":1201.17,"body":"popular opinion, I know that"},{"speaker":"Michael Cirillo","startTime":1201.2,"endTime":1204.98,"body":"there's going to be vendors"},{"speaker":"Michael Cirillo","startTime":1201.2,"endTime":1204.98,"body":"gnashing their teeth, at this"},{"speaker":"Michael Cirillo","startTime":1204.98,"endTime":1207.86,"body":"point listening to this, but I"},{"speaker":"Michael Cirillo","startTime":1204.98,"endTime":1207.86,"body":"really think that's the that's"},{"speaker":"Michael Cirillo","startTime":1207.86,"endTime":1211.55,"body":"the key. And for the dealer"},{"speaker":"Michael Cirillo","startTime":1207.86,"endTime":1211.55,"body":"listening, you want something"},{"speaker":"Michael Cirillo","startTime":1211.55,"endTime":1214.49,"body":"that's specialized, you want"},{"speaker":"Michael Cirillo","startTime":1211.55,"endTime":1214.49,"body":"something that's specialized."},{"speaker":"Ilana Shabtay","startTime":1215.36,"endTime":1217.58,"body":"Now, here's the"},{"speaker":"Ilana Shabtay","startTime":1215.36,"endTime":1217.58,"body":"here's the caveat on that. I"},{"speaker":"Ilana Shabtay","startTime":1217.58,"endTime":1220.7,"body":"agree with that. I agree with"},{"speaker":"Ilana Shabtay","startTime":1217.58,"endTime":1220.7,"body":"that. The same time, I think if"},{"speaker":"Ilana Shabtay","startTime":1220.7,"endTime":1224.57,"body":"you can do a few things really"},{"speaker":"Ilana Shabtay","startTime":1220.7,"endTime":1224.57,"body":"well, as long as your data is"},{"speaker":"Ilana Shabtay","startTime":1224.57,"endTime":1228.17,"body":"communicating, and it's actually"},{"speaker":"Ilana Shabtay","startTime":1224.57,"endTime":1228.17,"body":"integrated, then you have real"},{"speaker":"Ilana Shabtay","startTime":1228.17,"endTime":1232.85,"body":"innovation. And so I think that"},{"speaker":"Ilana Shabtay","startTime":1228.17,"endTime":1232.85,"body":"yes, in automotive there is"},{"speaker":"Ilana Shabtay","startTime":1232.97,"endTime":1235.73,"body":"there are many companies that"},{"speaker":"Ilana Shabtay","startTime":1232.97,"endTime":1235.73,"body":"are trying to do it all. But at"},{"speaker":"Ilana Shabtay","startTime":1235.73,"endTime":1237.83,"body":"the end of the day, if they"},{"speaker":"Ilana Shabtay","startTime":1235.73,"endTime":1237.83,"body":"didn't Well, and they actually"},{"speaker":"Ilana Shabtay","startTime":1237.83,"endTime":1239.48,"body":"communicated, then it's worth"},{"speaker":"Ilana Shabtay","startTime":1237.83,"endTime":1239.48,"body":"it."},{"speaker":"Paul Daly","startTime":1239.51,"endTime":1241.52,"body":"Well, that would be"},{"speaker":"Paul Daly","startTime":1239.51,"endTime":1241.52,"body":"your innovation, then the actual"},{"speaker":"Paul Daly","startTime":1241.52,"endTime":1244.82,"body":"innovation would be the fact"},{"speaker":"Paul Daly","startTime":1241.52,"endTime":1244.82,"body":"that you know, the things that"},{"speaker":"Paul Daly","startTime":1244.82,"endTime":1248.36,"body":"are adequate, work really well"},{"speaker":"Paul Daly","startTime":1244.82,"endTime":1248.36,"body":"together. And in that you get"},{"speaker":"Paul Daly","startTime":1248.45,"endTime":1251.15,"body":"ease of use, and efficiency and"},{"speaker":"Paul Daly","startTime":1248.45,"endTime":1251.15,"body":"effectiveness and all those"},{"speaker":"Paul Daly","startTime":1251.15,"endTime":1254.36,"body":"things. So I would argue that in"},{"speaker":"Paul Daly","startTime":1251.15,"endTime":1254.36,"body":"that everything working together"},{"speaker":"Paul Daly","startTime":1254.36,"endTime":1255.68,"body":"is the actual innovation."},{"speaker":"Kyle Mountsier","startTime":1255.0,"endTime":1258.45,"body":"And that's like"},{"speaker":"Kyle Mountsier","startTime":1255.0,"endTime":1258.45,"body":"back to Slack. That's actually"},{"speaker":"Kyle Mountsier","startTime":1258.48,"endTime":1262.95,"body":"Slack's innovation, is the fact"},{"speaker":"Kyle Mountsier","startTime":1258.48,"endTime":1262.95,"body":"that they do like eight things"},{"speaker":"Kyle Mountsier","startTime":1263.19,"endTime":1267.75,"body":"really, really well. Yeah. And"},{"speaker":"Kyle Mountsier","startTime":1263.19,"endTime":1267.75,"body":"then they have like, a beautiful"},{"speaker":"Kyle Mountsier","startTime":1267.75,"endTime":1273.15,"body":"API that touches hundreds and"},{"speaker":"Kyle Mountsier","startTime":1267.75,"endTime":1273.15,"body":"hundreds, integrated services,"},{"speaker":"Kyle Mountsier","startTime":1273.33,"endTime":1278.37,"body":"which is why Salesforce was"},{"speaker":"Kyle Mountsier","startTime":1273.33,"endTime":1278.37,"body":"interested in them. Because now"},{"speaker":"Kyle Mountsier","startTime":1278.37,"endTime":1281.7,"body":"Salesforce has a deeper level of"},{"speaker":"Kyle Mountsier","startTime":1278.37,"endTime":1281.7,"body":"integration with every single"},{"speaker":"Kyle Mountsier","startTime":1281.7,"endTime":1285.06,"body":"one of Slack's current API"},{"speaker":"Kyle Mountsier","startTime":1281.7,"endTime":1285.06,"body":"integration partners, which I"},{"speaker":"Kyle Mountsier","startTime":1285.06,"endTime":1287.73,"body":"think is like when I think about"},{"speaker":"Kyle Mountsier","startTime":1285.06,"endTime":1287.73,"body":"how to, um, like, find the"},{"speaker":"Kyle Mountsier","startTime":1287.73,"endTime":1290.67,"body":"specialists and help them"},{"speaker":"Kyle Mountsier","startTime":1287.73,"endTime":1290.67,"body":"integrate, find the specialists"},{"speaker":"Kyle Mountsier","startTime":1290.67,"endTime":1294.42,"body":"and help them integrate. And,"},{"speaker":"Kyle Mountsier","startTime":1290.67,"endTime":1294.42,"body":"you know, I mean, I just I know"},{"speaker":"Kyle Mountsier","startTime":1294.42,"endTime":1298.74,"body":"a little bit about the CDP, and"},{"speaker":"Kyle Mountsier","startTime":1294.42,"endTime":1298.74,"body":"the CD XP and the data lake that"},{"speaker":"Kyle Mountsier","startTime":1298.74,"endTime":1302.46,"body":"you guys are building. And like,"},{"speaker":"Kyle Mountsier","startTime":1298.74,"endTime":1302.46,"body":"I think this is just one thing"},{"speaker":"Kyle Mountsier","startTime":1302.46,"endTime":1305.43,"body":"contextually, I'd like to ask"},{"speaker":"Kyle Mountsier","startTime":1302.46,"endTime":1305.43,"body":"you, because, you know,"},{"speaker":"Kyle Mountsier","startTime":1305.49,"endTime":1311.01,"body":"AutoLeadStar, as a company"},{"speaker":"Kyle Mountsier","startTime":1305.49,"endTime":1311.01,"body":"started as an auto lead star,"},{"speaker":"Kyle Mountsier","startTime":1311.01,"endTime":1313.92,"body":"right, it was driven towards"},{"speaker":"Kyle Mountsier","startTime":1311.01,"endTime":1313.92,"body":"leads. And I think that you all"},{"speaker":"Kyle Mountsier","startTime":1313.92,"endTime":1317.43,"body":"are rebranding that, at least"},{"speaker":"Kyle Mountsier","startTime":1313.92,"endTime":1317.43,"body":"through your purchasing and"},{"speaker":"Kyle Mountsier","startTime":1317.43,"endTime":1321.45,"body":"technology than not just like,"},{"speaker":"Kyle Mountsier","startTime":1317.43,"endTime":1321.45,"body":"oh, that's a lead widget. Right,"},{"speaker":"Kyle Mountsier","startTime":1321.45,"endTime":1324.09,"body":"that it's that it's much more"},{"speaker":"Kyle Mountsier","startTime":1321.45,"endTime":1324.09,"body":"than that. And I think that"},{"speaker":"Kyle Mountsier","startTime":1324.09,"endTime":1326.82,"body":"you're keying in on what what"},{"speaker":"Kyle Mountsier","startTime":1324.09,"endTime":1326.82,"body":"we're talking about right now,"},{"speaker":"Kyle Mountsier","startTime":1326.82,"endTime":1329.58,"body":"which like specializing on a few"},{"speaker":"Kyle Mountsier","startTime":1326.82,"endTime":1329.58,"body":"things, and connecting to the"},{"speaker":"Kyle Mountsier","startTime":1329.58,"endTime":1331.71,"body":"things that make that work"},{"speaker":"Kyle Mountsier","startTime":1329.58,"endTime":1331.71,"body":"really well."},{"speaker":"Ilana Shabtay","startTime":1332.09,"endTime":1334.49,"body":"Yeah, exactly."},{"speaker":"Ilana Shabtay","startTime":1332.09,"endTime":1334.49,"body":"And I think, well, you talked a"},{"speaker":"Ilana Shabtay","startTime":1334.49,"endTime":1337.07,"body":"bit about data lake, which is,"},{"speaker":"Ilana Shabtay","startTime":1334.49,"endTime":1337.07,"body":"which was our most recent"},{"speaker":"Ilana Shabtay","startTime":1337.07,"endTime":1340.16,"body":"quarterly launch event, which"},{"speaker":"Ilana Shabtay","startTime":1337.07,"endTime":1340.16,"body":"was about I think it was"},{"speaker":"Ilana Shabtay","startTime":1340.16,"endTime":1342.26,"body":"actually last week feels like it"},{"speaker":"Ilana Shabtay","startTime":1340.16,"endTime":1342.26,"body":"was forever ago, but it was on"},{"speaker":"Ilana Shabtay","startTime":1342.26,"endTime":1346.34,"body":"Thursday, we released it. But"},{"speaker":"Ilana Shabtay","startTime":1342.26,"endTime":1346.34,"body":"the point of that is, yes, we"},{"speaker":"Ilana Shabtay","startTime":1346.34,"endTime":1350.66,"body":"are a marketing execution"},{"speaker":"Ilana Shabtay","startTime":1346.34,"endTime":1350.66,"body":"engine, meaning we you can drive"},{"speaker":"Ilana Shabtay","startTime":1350.66,"endTime":1353.66,"body":"traffic through our technology,"},{"speaker":"Ilana Shabtay","startTime":1350.66,"endTime":1353.66,"body":"and you can will convert your"},{"speaker":"Ilana Shabtay","startTime":1353.66,"endTime":1356.84,"body":"visitors for you. And we'll, you"},{"speaker":"Ilana Shabtay","startTime":1353.66,"endTime":1356.84,"body":"know, automate lead nurture"},{"speaker":"Ilana Shabtay","startTime":1356.84,"endTime":1360.2,"body":"campaigns for you. And that's a"},{"speaker":"Ilana Shabtay","startTime":1356.84,"endTime":1360.2,"body":"part of it. And we don't want to"},{"speaker":"Ilana Shabtay","startTime":1360.2,"endTime":1363.02,"body":"do everything, we want to do"},{"speaker":"Ilana Shabtay","startTime":1360.2,"endTime":1363.02,"body":"that really well. You can't do"},{"speaker":"Ilana Shabtay","startTime":1363.02,"endTime":1365.99,"body":"that really well, without a"},{"speaker":"Ilana Shabtay","startTime":1363.02,"endTime":1365.99,"body":"proper customer data platform,"},{"speaker":"Ilana Shabtay","startTime":1366.14,"endTime":1369.41,"body":"which in automotive is pretty"},{"speaker":"Ilana Shabtay","startTime":1366.14,"endTime":1369.41,"body":"much foreign because everyone's"},{"speaker":"Ilana Shabtay","startTime":1369.41,"endTime":1374.12,"body":"using CRMs, which sit in silos"},{"speaker":"Ilana Shabtay","startTime":1369.41,"endTime":1374.12,"body":"to their DMS into their website,"},{"speaker":"Ilana Shabtay","startTime":1374.21,"endTime":1377.66,"body":"right? Even if you're using the"},{"speaker":"Ilana Shabtay","startTime":1374.21,"endTime":1377.66,"body":"same company for your CRM, your"},{"speaker":"Ilana Shabtay","startTime":1377.66,"endTime":1380.75,"body":"DMS and your website, because"},{"speaker":"Ilana Shabtay","startTime":1377.66,"endTime":1380.75,"body":"you're an automotive company"},{"speaker":"Ilana Shabtay","startTime":1380.75,"endTime":1383.54,"body":"that does it all. It's not"},{"speaker":"Ilana Shabtay","startTime":1380.75,"endTime":1383.54,"body":"actually integrated, which is"},{"speaker":"Ilana Shabtay","startTime":1383.57,"endTime":1386.87,"body":"absolutely insane. So the"},{"speaker":"Ilana Shabtay","startTime":1383.57,"endTime":1386.87,"body":"customer data platform actually"},{"speaker":"Ilana Shabtay","startTime":1386.87,"endTime":1390.53,"body":"helps you do that. It you know,"},{"speaker":"Ilana Shabtay","startTime":1386.87,"endTime":1390.53,"body":"there's identity resolution"},{"speaker":"Ilana Shabtay","startTime":1390.53,"endTime":1394.52,"body":"where you can actually find, you"},{"speaker":"Ilana Shabtay","startTime":1390.53,"endTime":1394.52,"body":"know, eight different Jane DOE's"},{"speaker":"Ilana Shabtay","startTime":1394.52,"endTime":1398.45,"body":"that will go into one profile"},{"speaker":"Ilana Shabtay","startTime":1394.52,"endTime":1398.45,"body":"that you can then actually hyper"},{"speaker":"Ilana Shabtay","startTime":1398.45,"endTime":1401.99,"body":"target and do the marketing"},{"speaker":"Ilana Shabtay","startTime":1398.45,"endTime":1401.99,"body":"execution on but make sure that"},{"speaker":"Ilana Shabtay","startTime":1401.99,"endTime":1406.52,"body":"you have that 360 view of that"},{"speaker":"Ilana Shabtay","startTime":1401.99,"endTime":1406.52,"body":"customer. Obviously, outside of"},{"speaker":"Ilana Shabtay","startTime":1406.52,"endTime":1409.1,"body":"automotive This is very, very"},{"speaker":"Ilana Shabtay","startTime":1406.52,"endTime":1409.1,"body":"common inside of automotive I"},{"speaker":"Ilana Shabtay","startTime":1409.1,"endTime":1412.16,"body":"think in the next year or two"},{"speaker":"Ilana Shabtay","startTime":1409.1,"endTime":1412.16,"body":"we'll see it everyone's gonna be"},{"speaker":"Ilana Shabtay","startTime":1412.19,"endTime":1415.01,"body":"you know, everyone's gonna be a"},{"speaker":"Ilana Shabtay","startTime":1412.19,"endTime":1415.01,"body":"CDP as well as CRM and"},{"speaker":"Kyle Mountsier","startTime":1415.46,"endTime":1417.68,"body":"CDP. You know,"},{"speaker":"Kyle Mountsier","startTime":1415.46,"endTime":1417.68,"body":"me"},{"speaker":"Paul Daly","startTime":1420.89,"endTime":1422.45,"body":"that song is the new"},{"speaker":"Paul Daly","startTime":1420.89,"endTime":1422.45,"body":"criteria."},{"speaker":"Ilana Shabtay","startTime":1423.47,"endTime":1425.87,"body":"It's so funny"},{"speaker":"Ilana Shabtay","startTime":1423.47,"endTime":1425.87,"body":"that you even you even, you"},{"speaker":"Ilana Shabtay","startTime":1425.87,"endTime":1428.78,"body":"know, went in that direction."},{"speaker":"Ilana Shabtay","startTime":1425.87,"endTime":1428.78,"body":"Because I was looking for the"},{"speaker":"Ilana Shabtay","startTime":1428.78,"endTime":1431.45,"body":"release. I was like, We got to"},{"speaker":"Ilana Shabtay","startTime":1428.78,"endTime":1431.45,"body":"think of a CDSP rap."},{"speaker":"Michael Cirillo","startTime":1431.0,"endTime":1434.48,"body":"Well, I mean,"},{"speaker":"Michael Cirillo","startTime":1431.0,"endTime":1434.48,"body":"there's there's a TikTok video"},{"speaker":"Michael Cirillo","startTime":1434.48,"endTime":1437.24,"body":"that could go viral in here, for"},{"speaker":"Michael Cirillo","startTime":1434.48,"endTime":1437.24,"body":"sure we got to go viral."},{"speaker":"Ilana Shabtay","startTime":1439.88,"endTime":1442.4,"body":"I think it's a"},{"speaker":"Ilana Shabtay","startTime":1439.88,"endTime":1442.4,"body":"really critical part. Just"},{"speaker":"Ilana Shabtay","startTime":1442.4,"endTime":1445.79,"body":"consolidate, like the concept of"},{"speaker":"Ilana Shabtay","startTime":1442.4,"endTime":1445.79,"body":"cleaning your data,"},{"speaker":"Ilana Shabtay","startTime":1445.79,"endTime":1448.73,"body":"consolidating your data, being"},{"speaker":"Ilana Shabtay","startTime":1445.79,"endTime":1448.73,"body":"able to export your data and use"},{"speaker":"Ilana Shabtay","startTime":1448.73,"endTime":1451.82,"body":"it for other things. It's just"},{"speaker":"Ilana Shabtay","startTime":1448.73,"endTime":1451.82,"body":"so uncommon in automotive, but"},{"speaker":"Ilana Shabtay","startTime":1451.82,"endTime":1456.02,"body":"that's the best way to actually"},{"speaker":"Ilana Shabtay","startTime":1451.82,"endTime":1456.02,"body":"understand own your data, take"},{"speaker":"Ilana Shabtay","startTime":1456.02,"endTime":1458.45,"body":"control of your data, and then"},{"speaker":"Ilana Shabtay","startTime":1456.02,"endTime":1458.45,"body":"mark it on your data. So that's"},{"speaker":"Ilana Shabtay","startTime":1458.45,"endTime":1459.26,"body":"what we're trying to do,"},{"speaker":"Michael Cirillo","startTime":1459.65,"endTime":1463.4,"body":"man. This is"},{"speaker":"Michael Cirillo","startTime":1459.65,"endTime":1463.4,"body":"this is a very needed"},{"speaker":"Michael Cirillo","startTime":1463.4,"endTime":1466.16,"body":"conversation, especially as it"},{"speaker":"Michael Cirillo","startTime":1463.4,"endTime":1466.16,"body":"pertains to tech and innovation"},{"speaker":"Michael Cirillo","startTime":1466.16,"endTime":1469.43,"body":"in the automotive industry, like"},{"speaker":"Michael Cirillo","startTime":1466.16,"endTime":1469.43,"body":"the the industry is ripe for"},{"speaker":"Michael Cirillo","startTime":1469.43,"endTime":1473.63,"body":"both disruption and"},{"speaker":"Michael Cirillo","startTime":1469.43,"endTime":1473.63,"body":"interruption. And so it's been a"},{"speaker":"Michael Cirillo","startTime":1473.63,"endTime":1476.24,"body":"lot of fun hanging out with you"},{"speaker":"Michael Cirillo","startTime":1473.63,"endTime":1476.24,"body":"today, Alana and of course,"},{"speaker":"Michael Cirillo","startTime":1476.24,"endTime":1478.7,"body":"you're going to be at ASOTU CON,"},{"speaker":"Michael Cirillo","startTime":1476.24,"endTime":1478.7,"body":"so we can't wait to connect with"},{"speaker":"Michael Cirillo","startTime":1478.7,"endTime":1482.57,"body":"you there as well. Thanks so"},{"speaker":"Michael Cirillo","startTime":1478.7,"endTime":1482.57,"body":"much for taking some time with"},{"speaker":"Michael Cirillo","startTime":1482.57,"endTime":1483.8,"body":"us and hanging out with us"},{"speaker":"Michael Cirillo","startTime":1482.57,"endTime":1483.8,"body":"today."},{"speaker":"Ilana Shabtay","startTime":1484.19,"endTime":1485.87,"body":"Yeah, thanks for"},{"speaker":"Ilana Shabtay","startTime":1484.19,"endTime":1485.87,"body":"having me. It was a blast."},{"speaker":"Paul Daly","startTime":1485.0,"endTime":1493.85,"body":"I love the fact that"},{"speaker":"Paul Daly","startTime":1485.0,"endTime":1493.85,"body":"they are intentionally planning"},{"speaker":"Paul Daly","startTime":1493.85,"endTime":1497.66,"body":"quarterly launches and making a"},{"speaker":"Paul Daly","startTime":1493.85,"endTime":1497.66,"body":"regular cadence and putting some"},{"speaker":"Paul Daly","startTime":1497.66,"endTime":1502.07,"body":"time and energy into production."},{"speaker":"Paul Daly","startTime":1497.66,"endTime":1502.07,"body":"because like the production is"},{"speaker":"Paul Daly","startTime":1502.07,"endTime":1505.88,"body":"why people, it makes it easy for"},{"speaker":"Paul Daly","startTime":1502.07,"endTime":1505.88,"body":"people to watch. So that level"},{"speaker":"Paul Daly","startTime":1505.88,"endTime":1509.12,"body":"of intentionality, bringing to"},{"speaker":"Paul Daly","startTime":1505.88,"endTime":1509.12,"body":"market, the things that you feel"},{"speaker":"Paul Daly","startTime":1509.12,"endTime":1512.81,"body":"are most important as, as a tech"},{"speaker":"Paul Daly","startTime":1509.12,"endTime":1512.81,"body":"provider. I think that's next"},{"speaker":"Paul Daly","startTime":1512.81,"endTime":1516.23,"body":"level. I'm excited to see what"},{"speaker":"Paul Daly","startTime":1512.81,"endTime":1516.23,"body":"they do with those. Yeah, you"},{"speaker":"Paul Daly","startTime":1516.23,"endTime":1516.86,"body":"know, what I,"},{"speaker":"Kyle Mountsier","startTime":1516.89,"endTime":1519.59,"body":"what I find a"},{"speaker":"Kyle Mountsier","startTime":1516.89,"endTime":1519.59,"body":"lot in automotive is everyone is"},{"speaker":"Kyle Mountsier","startTime":1519.59,"endTime":1523.13,"body":"kind of focused on NADA. And"},{"speaker":"Kyle Mountsier","startTime":1519.59,"endTime":1523.13,"body":"what are we doing around NADA."},{"speaker":"Kyle Mountsier","startTime":1523.13,"endTime":1527.15,"body":"And so that just clears the air"},{"speaker":"Kyle Mountsier","startTime":1523.13,"endTime":1527.15,"body":"on that. I also appreciate that"},{"speaker":"Kyle Mountsier","startTime":1527.15,"endTime":1530.66,"body":"they that as a company,"},{"speaker":"Kyle Mountsier","startTime":1527.15,"endTime":1530.66,"body":"AutoLeadStar, is pushing the"},{"speaker":"Kyle Mountsier","startTime":1530.66,"endTime":1532.88,"body":"boundaries of the technology"},{"speaker":"Kyle Mountsier","startTime":1530.66,"endTime":1532.88,"body":"that we're used to in"},{"speaker":"Kyle Mountsier","startTime":1532.88,"endTime":1534.74,"body":"automotive, they're not just"},{"speaker":"Kyle Mountsier","startTime":1532.88,"endTime":1534.74,"body":"going, Hey, look, we're gonna"},{"speaker":"Kyle Mountsier","startTime":1534.74,"endTime":1537.65,"body":"make a better X, they're gonna"},{"speaker":"Kyle Mountsier","startTime":1534.74,"endTime":1537.65,"body":"be like, No, we're going over"},{"speaker":"Kyle Mountsier","startTime":1537.65,"endTime":1540.5,"body":"here. And we're going to do this"},{"speaker":"Kyle Mountsier","startTime":1537.65,"endTime":1540.5,"body":"that nobody's thought of yet."},{"speaker":"Kyle Mountsier","startTime":1541.13,"endTime":1544.61,"body":"Now, they might have some market"},{"speaker":"Kyle Mountsier","startTime":1541.13,"endTime":1544.61,"body":"competitors, but I appreciate"},{"speaker":"Kyle Mountsier","startTime":1544.61,"endTime":1547.67,"body":"their their intentionality, not"},{"speaker":"Kyle Mountsier","startTime":1544.61,"endTime":1547.67,"body":"just on the content side, but"},{"speaker":"Kyle Mountsier","startTime":1547.67,"endTime":1551.06,"body":"also on the product side. And"},{"speaker":"Kyle Mountsier","startTime":1547.67,"endTime":1551.06,"body":"I'm excited to kind of watch the"},{"speaker":"Kyle Mountsier","startTime":1551.06,"endTime":1553.61,"body":"way that these rollout as"},{"speaker":"Kyle Mountsier","startTime":1551.06,"endTime":1553.61,"body":"they've only have had a couple"},{"speaker":"Michael Cirillo","startTime":1553.0,"endTime":1557.56,"body":"I think it's"},{"speaker":"Michael Cirillo","startTime":1553.0,"endTime":1557.56,"body":"really valuable to to just, you"},{"speaker":"Michael Cirillo","startTime":1553.61,"endTime":1553.88,"body":"at this point,"},{"speaker":"Michael Cirillo","startTime":1557.56,"endTime":1559.66,"body":"know, go off of what you're"},{"speaker":"Michael Cirillo","startTime":1557.56,"endTime":1559.66,"body":"talking about Kyle, I mean, all"},{"speaker":"Michael Cirillo","startTime":1559.66,"endTime":1561.13,"body":"of us are kind of nerds on this"},{"speaker":"Michael Cirillo","startTime":1559.66,"endTime":1561.13,"body":"call. It's cool to be able to"},{"speaker":"Michael Cirillo","startTime":1561.13,"endTime":1563.11,"body":"connect with somebody else in"},{"speaker":"Michael Cirillo","startTime":1561.13,"endTime":1563.11,"body":"the development technology"},{"speaker":"Michael Cirillo","startTime":1563.23,"endTime":1570.19,"body":"space. We all know, Kyle can"},{"speaker":"Michael Cirillo","startTime":1563.23,"endTime":1570.19,"body":"nerd out on some tech, but she"},{"speaker":"Michael Cirillo","startTime":1570.19,"endTime":1572.95,"body":"really brought into focus, you"},{"speaker":"Michael Cirillo","startTime":1570.19,"endTime":1572.95,"body":"know, to your point, Paul, about"},{"speaker":"Michael Cirillo","startTime":1572.95,"endTime":1576.28,"body":"the quarterly launches, I think"},{"speaker":"Michael Cirillo","startTime":1572.95,"endTime":1576.28,"body":"she really brings into focus"},{"speaker":"Michael Cirillo","startTime":1576.28,"endTime":1579.73,"body":"what it actually takes to"},{"speaker":"Michael Cirillo","startTime":1576.28,"endTime":1579.73,"body":"develop something good, like,"},{"speaker":"Michael Cirillo","startTime":1579.76,"endTime":1583.09,"body":"like formulating a thesis,"},{"speaker":"Michael Cirillo","startTime":1579.76,"endTime":1583.09,"body":"proving it out, seeing if"},{"speaker":"Michael Cirillo","startTime":1583.09,"endTime":1585.91,"body":"there's a market for it. And I"},{"speaker":"Michael Cirillo","startTime":1583.09,"endTime":1585.91,"body":"think sometimes the lines get"},{"speaker":"Michael Cirillo","startTime":1585.91,"endTime":1588.46,"body":"blurred in our industry,"},{"speaker":"Michael Cirillo","startTime":1585.91,"endTime":1588.46,"body":"especially after the last 30"},{"speaker":"Michael Cirillo","startTime":1588.49,"endTime":1591.13,"body":"years where people are like, oh,"},{"speaker":"Michael Cirillo","startTime":1588.49,"endTime":1591.13,"body":"yeah, just develop the thing."},{"speaker":"Michael Cirillo","startTime":1591.52,"endTime":1595.69,"body":"And it's like, yeah, you know, a"},{"speaker":"Michael Cirillo","startTime":1591.52,"endTime":1595.69,"body":"lot goes into it. So I really I"},{"speaker":"Michael Cirillo","startTime":1595.69,"endTime":1598.66,"body":"really love that she brought"},{"speaker":"Michael Cirillo","startTime":1595.69,"endTime":1598.66,"body":"that into focus and that they I"},{"speaker":"Michael Cirillo","startTime":1598.66,"endTime":1601.3,"body":"love the word that your that"},{"speaker":"Michael Cirillo","startTime":1598.66,"endTime":1601.3,"body":"both of you have use just that"},{"speaker":"Michael Cirillo","startTime":1601.33,"endTime":1604.54,"body":"intention moving forward with"},{"speaker":"Michael Cirillo","startTime":1601.33,"endTime":1604.54,"body":"intention, and I hope certainly"},{"speaker":"Michael Cirillo","startTime":1604.54,"endTime":1607.96,"body":"all of you listening and tuning"},{"speaker":"Michael Cirillo","startTime":1604.54,"endTime":1607.96,"body":"in, felt that same way about"},{"speaker":"Michael Cirillo","startTime":1607.96,"endTime":1610.33,"body":"this conversation. We know we"},{"speaker":"Michael Cirillo","startTime":1607.96,"endTime":1610.33,"body":"had a blast, and we're so glad"},{"speaker":"Michael Cirillo","startTime":1610.33,"endTime":1613.81,"body":"that she joined us on the auto"},{"speaker":"Michael Cirillo","startTime":1610.33,"endTime":1613.81,"body":"collabs podcast. Hope you"},{"speaker":"Michael Cirillo","startTime":1613.81,"endTime":1617.5,"body":"enjoyed it. On behalf of myself,"},{"speaker":"Michael Cirillo","startTime":1613.81,"endTime":1617.5,"body":"Michael Cirillo, Paul Daly and"},{"speaker":"Michael Cirillo","startTime":1617.5,"endTime":1619.66,"body":"Kyle Mountsier. We'll catch you"},{"speaker":"Michael Cirillo","startTime":1617.5,"endTime":1619.66,"body":"next time."},{"speaker":"Unknown","startTime":1619.84,"endTime":1623.26,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1619.84,"endTime":1623.26,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1623.26,"endTime":1627.07,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":1623.26,"endTime":1627.07,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1627.07,"endTime":1632.92,"body":"culture. You can get it now at"},{"speaker":"Unknown","startTime":1627.07,"endTime":1632.92,"body":"asotu.com that's ASOTU.com If"},{"speaker":"Unknown","startTime":1632.92,"endTime":1636.22,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":1632.92,"endTime":1636.22,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1636.22,"endTime":1639.22,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1636.22,"endTime":1639.22,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1639.22,"endTime":1639.46,"body":"time"}]}