{"version":"1.0.0","segments":[{"speaker":"Kyle Mountsier","startTime":0.179,"endTime":3.419,"body":"So today, Paul"},{"speaker":"Kyle Mountsier","startTime":0.179,"endTime":3.419,"body":"and I found this fancy little"},{"speaker":"Kyle Mountsier","startTime":3.419,"endTime":5.669,"body":"thing. It's, it's called"},{"speaker":"Unknown","startTime":12.5,"endTime":14.57,"body":"this is Auto Collabs."},{"speaker":"Paul Daly","startTime":14.69,"endTime":22.52,"body":"The like, what are"},{"speaker":"Paul Daly","startTime":14.69,"endTime":22.52,"body":"you gonna say right now? Every"},{"speaker":"Paul Daly","startTime":22.52,"endTime":22.73,"body":"day,"},{"speaker":"Kyle Mountsier","startTime":22.94,"endTime":25.76,"body":"the Cirillo"},{"speaker":"Kyle Mountsier","startTime":22.94,"endTime":25.76,"body":"boost we found it's on the"},{"speaker":"Kyle Mountsier","startTime":25.76,"endTime":29.51,"body":"RodeCaster. 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And"},{"speaker":"Michael Cirillo","startTime":47.39,"endTime":50.57,"body":"it's probably because I'm using"},{"speaker":"Paul Daly","startTime":51.62,"endTime":54.89,"body":"well, because you"},{"speaker":"Paul Daly","startTime":51.62,"endTime":54.89,"body":"have you have a super Big"},{"speaker":"Paul Daly","startTime":54.89,"endTime":55.67,"body":"Bottom,"},{"speaker":"Michael Cirillo","startTime":55.71,"endTime":58.38,"body":"chest resonance"},{"speaker":"Michael Cirillo","startTime":55.71,"endTime":58.38,"body":"McGee over here."},{"speaker":"Kyle Mountsier","startTime":61.89,"endTime":64.41,"body":"salutely nothing"},{"speaker":"Kyle Mountsier","startTime":61.89,"endTime":64.41,"body":"to do with the fact that we get"},{"speaker":"Kyle Mountsier","startTime":64.41,"endTime":69.33,"body":"to hang out with my dear friend"},{"speaker":"Kyle Mountsier","startTime":64.41,"endTime":69.33,"body":"Ben Hadley today. And talk"},{"speaker":"Kyle Mountsier","startTime":69.36,"endTime":73.17,"body":"probably smarter than a lot of a"},{"speaker":"Kyle Mountsier","startTime":69.36,"endTime":73.17,"body":"lot of people want to on"},{"speaker":"Kyle Mountsier","startTime":73.17,"endTime":76.83,"body":"whenever you listen to podcasts."},{"speaker":"Kyle Mountsier","startTime":73.17,"endTime":76.83,"body":"But what I love about Ben is,"},{"speaker":"Kyle Mountsier","startTime":76.95,"endTime":82.32,"body":"whenever he's communicating, he"},{"speaker":"Kyle Mountsier","startTime":76.95,"endTime":82.32,"body":"is like, I think of him as like"},{"speaker":"Kyle Mountsier","startTime":82.35,"endTime":85.11,"body":"a parable teller, like he's"},{"speaker":"Kyle Mountsier","startTime":82.35,"endTime":85.11,"body":"always trying to connect the"},{"speaker":"Kyle Mountsier","startTime":85.11,"endTime":88.71,"body":"dots, it's great way to put that"},{"speaker":"Kyle Mountsier","startTime":85.11,"endTime":88.71,"body":"between like this super techy"},{"speaker":"Kyle Mountsier","startTime":88.71,"endTime":91.56,"body":"thing and the way that we"},{"speaker":"Kyle Mountsier","startTime":88.71,"endTime":91.56,"body":"interact with the real world."},{"speaker":"Kyle Mountsier","startTime":91.77,"endTime":96.06,"body":"And I think that's why people"},{"speaker":"Kyle Mountsier","startTime":91.77,"endTime":96.06,"body":"love his approach to anything is"},{"speaker":"Kyle Mountsier","startTime":96.06,"endTime":99.39,"body":"because he's like, No, this is"},{"speaker":"Kyle Mountsier","startTime":96.06,"endTime":99.39,"body":"how this is how everyone sees"},{"speaker":"Kyle Mountsier","startTime":99.39,"endTime":102.87,"body":"the world watch. 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So, yeah,"},{"speaker":"Paul Daly","startTime":114.3,"endTime":117.33,"body":"you know, Ben ass the"},{"speaker":"Paul Daly","startTime":114.3,"endTime":117.33,"body":"parable teller nails it dude."},{"speaker":"Paul Daly","startTime":117.84,"endTime":124.05,"body":"Like he always has a contextual"},{"speaker":"Paul Daly","startTime":117.84,"endTime":124.05,"body":"story that kind of allows you an"},{"speaker":"Paul Daly","startTime":124.05,"endTime":129.45,"body":"on ramp into his far superior in"},{"speaker":"Paul Daly","startTime":124.05,"endTime":129.45,"body":"my mind. Right? It's like he's"},{"speaker":"Paul Daly","startTime":129.45,"endTime":132.36,"body":"like, okay, all right, let's"},{"speaker":"Paul Daly","startTime":129.45,"endTime":132.36,"body":"help everybody on the highway."},{"speaker":"Paul Daly","startTime":132.54,"endTime":135.33,"body":"Right? 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Pause,"},{"speaker":"Paul Daly","startTime":177.33,"endTime":181.35,"body":"right? Yeah. Right. Right."},{"speaker":"Paul Daly","startTime":177.33,"endTime":181.35,"body":"Everybody leans in a minute."},{"speaker":"Paul Daly","startTime":182.61,"endTime":185.61,"body":"Well, look, they're going to be"},{"speaker":"Paul Daly","startTime":182.61,"endTime":185.61,"body":"playing that in this interview."},{"speaker":"Paul Daly","startTime":185.61,"endTime":190.11,"body":"We're sure we hope you enjoy our"},{"speaker":"Paul Daly","startTime":185.61,"endTime":190.11,"body":"conversation with the onramp"},{"speaker":"Paul Daly","startTime":190.11,"endTime":192.75,"body":"terrible telling Ben Hadley."},{"speaker":"Paul Daly","startTime":201.66,"endTime":205.38,"body":"Hey, Ben, it is awesome to be"},{"speaker":"Paul Daly","startTime":201.66,"endTime":205.38,"body":"here with you today. It feels"},{"speaker":"Paul Daly","startTime":205.38,"endTime":208.44,"body":"like very rarely do we actually"},{"speaker":"Paul Daly","startTime":205.38,"endTime":208.44,"body":"get to have like a full"},{"speaker":"Paul Daly","startTime":208.44,"endTime":211.05,"body":"conversation like so. Thanks for"},{"speaker":"Paul Daly","startTime":208.44,"endTime":211.05,"body":"joining us and giving us a few"},{"speaker":"Paul Daly","startTime":211.05,"endTime":211.59,"body":"minutes."},{"speaker":"Ben Hadley","startTime":212.04,"endTime":215.67,"body":"Yeah, no, I'm super"},{"speaker":"Ben Hadley","startTime":212.04,"endTime":215.67,"body":"pumped. I just noticed I was low"},{"speaker":"Ben Hadley","startTime":215.67,"endTime":215.97,"body":"there."},{"speaker":"Paul Daly","startTime":216.0,"endTime":218.13,"body":"It's all good. Most"},{"speaker":"Paul Daly","startTime":216.0,"endTime":218.13,"body":"people just go into"},{"speaker":"Kyle Mountsier","startTime":217.0,"endTime":221.02,"body":"like the recruit"},{"speaker":"Kyle Mountsier","startTime":217.0,"endTime":221.02,"body":"when Paul's out of town for the"},{"speaker":"Paul Daly","startTime":220.81,"endTime":230.05,"body":"That is really fun."},{"speaker":"Paul Daly","startTime":220.81,"endTime":230.05,"body":"Isn't it a good standard man to"},{"speaker":"Paul Daly","startTime":221.02,"endTime":224.83,"body":"other podcast. 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You"},{"speaker":"Paul Daly","startTime":248.23,"endTime":251.92,"body":"don't even need to"},{"speaker":"Paul Daly","startTime":248.23,"endTime":251.92,"body":"you know and today is maybe a"},{"speaker":"Paul Daly","startTime":251.92,"endTime":256.51,"body":"little bit more we're gonna test"},{"speaker":"Paul Daly","startTime":251.92,"endTime":256.51,"body":"test your kind of your fortitude"},{"speaker":"Paul Daly","startTime":256.51,"endTime":259.33,"body":"and acumen because you know you"},{"speaker":"Paul Daly","startTime":256.51,"endTime":259.33,"body":"just told me you only had three"},{"speaker":"Paul Daly","startTime":259.33,"endTime":262.51,"body":"hours of sleep last night"},{"speaker":"Paul Daly","startTime":259.33,"endTime":262.51,"body":"because you were up with a"},{"speaker":"Paul Daly","startTime":262.51,"endTime":263.11,"body":"little one."},{"speaker":"Ben Hadley","startTime":263.83,"endTime":266.92,"body":"Oh my god. We're"},{"speaker":"Ben Hadley","startTime":263.83,"endTime":266.92,"body":"just we just hit two years old."},{"speaker":"Ben Hadley","startTime":267.31,"endTime":271.66,"body":"July, the end of July. And we"},{"speaker":"Ben Hadley","startTime":267.31,"endTime":271.66,"body":"have not had. 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And what it turns"},{"speaker":"Ben Hadley","startTime":286.23,"endTime":289.86,"body":"out we're in for is just 12"},{"speaker":"Ben Hadley","startTime":286.23,"endTime":289.86,"body":"o'clock. On the button."},{"speaker":"Paul Daly","startTime":290.609,"endTime":293.129,"body":"Midnight wake wake up"},{"speaker":"Paul Daly","startTime":290.609,"endTime":293.129,"body":"everybody. Now the other ones"},{"speaker":"Paul Daly","startTime":293.129,"endTime":296.099,"body":"coming to the other. I can"},{"speaker":"Paul Daly","startTime":293.129,"endTime":296.099,"body":"handle"},{"speaker":"Kyle Mountsier","startTime":296.61,"endTime":299.16,"body":"it transition"},{"speaker":"Kyle Mountsier","startTime":296.61,"endTime":299.16,"body":"more in like the three the three"},{"speaker":"Kyle Mountsier","startTime":299.16,"endTime":303.54,"body":"was a lot harder. Sure, because"},{"speaker":"Kyle Mountsier","startTime":299.16,"endTime":303.54,"body":"for our kids, at least two"},{"speaker":"Kyle Mountsier","startTime":303.6,"endTime":307.44,"body":"didn't come with as many"},{"speaker":"Kyle Mountsier","startTime":303.6,"endTime":307.44,"body":"opinions as three came. And"},{"speaker":"Kyle Mountsier","startTime":307.44,"endTime":310.5,"body":"three comes with this thing"},{"speaker":"Kyle Mountsier","startTime":307.44,"endTime":310.5,"body":"called opinions where they like"},{"speaker":"Kyle Mountsier","startTime":310.53,"endTime":312.81,"body":"have a stake in the ground now,"},{"speaker":"Kyle Mountsier","startTime":310.53,"endTime":312.81,"body":"right."},{"speaker":"Ben Hadley","startTime":313.38,"endTime":316.08,"body":"Rita opinions"},{"speaker":"Ben Hadley","startTime":313.38,"endTime":316.08,"body":"brought."},{"speaker":"Paul Daly","startTime":318.24,"endTime":320.85,"body":"Somehow this doesn't"},{"speaker":"Paul Daly","startTime":318.24,"endTime":320.85,"body":"surprise me you have a few"},{"speaker":"Paul Daly","startTime":320.85,"endTime":321.78,"body":"opinions or so I"},{"speaker":"Ben Hadley","startTime":321.78,"endTime":322.77,"body":"have some opinions"},{"speaker":"Ben Hadley","startTime":321.78,"endTime":322.77,"body":"myself"},{"speaker":"Paul Daly","startTime":323.7,"endTime":325.95,"body":"after a mother"},{"speaker":"Paul Daly","startTime":323.7,"endTime":325.95,"body":"though, right, of course, right?"},{"speaker":"Paul Daly","startTime":327.42,"endTime":330.93,"body":"Well, look, you have been"},{"speaker":"Paul Daly","startTime":327.42,"endTime":330.93,"body":"somebody that has played a role"},{"speaker":"Paul Daly","startTime":330.93,"endTime":333.27,"body":"in a lot of different things in"},{"speaker":"Paul Daly","startTime":330.93,"endTime":333.27,"body":"automotive that people just"},{"speaker":"Paul Daly","startTime":333.27,"endTime":336.21,"body":"don't know, you're probably one"},{"speaker":"Paul Daly","startTime":333.27,"endTime":336.21,"body":"of the biggest men of mystery in"},{"speaker":"Paul Daly","startTime":336.21,"endTime":340.62,"body":"automotive, where you've kind of"},{"speaker":"Paul Daly","startTime":336.21,"endTime":340.62,"body":"had a lot of experiences, and"},{"speaker":"Paul Daly","startTime":340.62,"endTime":342.96,"body":"influencing a lot of things that"},{"speaker":"Paul Daly","startTime":340.62,"endTime":342.96,"body":"have happened that people use"},{"speaker":"Paul Daly","startTime":342.96,"endTime":345.09,"body":"and people have implemented and,"},{"speaker":"Paul Daly","startTime":342.96,"endTime":345.09,"body":"you know, things that have been"},{"speaker":"Paul Daly","startTime":345.09,"endTime":348.51,"body":"adopted by the industry that,"},{"speaker":"Paul Daly","startTime":345.09,"endTime":348.51,"body":"you know, which is, I think,"},{"speaker":"Paul Daly","startTime":348.51,"endTime":350.97,"body":"part of the intrigue around you."},{"speaker":"Paul Daly","startTime":348.51,"endTime":350.97,"body":"So it's exciting to kind of"},{"speaker":"Paul Daly","startTime":350.97,"endTime":354.09,"body":"unpack a little bit about that."},{"speaker":"Paul Daly","startTime":350.97,"endTime":354.09,"body":"I guess I'll start off our"},{"speaker":"Paul Daly","startTime":354.09,"endTime":357.33,"body":"kickoff question. What is the"},{"speaker":"Paul Daly","startTime":354.09,"endTime":357.33,"body":"the thing that you were involved"},{"speaker":"Paul Daly","startTime":357.33,"endTime":360.12,"body":"with? And I don't know the"},{"speaker":"Paul Daly","startTime":357.33,"endTime":360.12,"body":"answer to this question that you"},{"speaker":"Paul Daly","startTime":360.12,"endTime":363.3,"body":"think was has made the biggest"},{"speaker":"Paul Daly","startTime":360.12,"endTime":363.3,"body":"impact on the automotive"},{"speaker":"Paul Daly","startTime":363.3,"endTime":365.7,"body":"industry? Interested in what"},{"speaker":"Paul Daly","startTime":363.3,"endTime":365.7,"body":"your perspective is?"},{"speaker":"Ben Hadley","startTime":365.0,"endTime":374.51,"body":"That would be tough,"},{"speaker":"Ben Hadley","startTime":365.0,"endTime":374.51,"body":"I think. advisory work for"},{"speaker":"Ben Hadley","startTime":375.05,"endTime":384.8,"body":"either Credit IQ. Which, or, or"},{"speaker":"Ben Hadley","startTime":375.05,"endTime":384.8,"body":"CARS.com and Dealer Inspire, was"},{"speaker":"Ben Hadley","startTime":384.8,"endTime":391.55,"body":"probably one of the most"},{"speaker":"Ben Hadley","startTime":384.8,"endTime":391.55,"body":"impactful things. Really tough"},{"speaker":"Ben Hadley","startTime":391.55,"endTime":394.79,"body":"to say, though, because the work"},{"speaker":"Ben Hadley","startTime":391.55,"endTime":394.79,"body":"we did at Clairvoy and I think"},{"speaker":"Ben Hadley","startTime":394.79,"endTime":402.95,"body":"was impactful today. And we were"},{"speaker":"Ben Hadley","startTime":394.79,"endTime":402.95,"body":"just way ahead of our game when"},{"speaker":"Ben Hadley","startTime":402.95,"endTime":406.22,"body":"I was over there, so it'd be a"},{"speaker":"Ben Hadley","startTime":402.95,"endTime":406.22,"body":"tie between those two."},{"speaker":"Paul Daly","startTime":406.52,"endTime":408.35,"body":"I love it. I love how"},{"speaker":"Paul Daly","startTime":406.52,"endTime":408.35,"body":"you just mentioned like oh, it"},{"speaker":"Paul Daly","startTime":408.35,"endTime":411.05,"body":"could be this No, no, that was"},{"speaker":"Paul Daly","startTime":408.35,"endTime":411.05,"body":"awesome. This so that there was"},{"speaker":"Paul Daly","startTime":411.05,"endTime":412.94,"body":"really no what really made a"},{"speaker":"Paul Daly","startTime":411.05,"endTime":412.94,"body":"difference."},{"speaker":"Ben Hadley","startTime":413.32,"endTime":415.21,"body":"Well, here's the"},{"speaker":"Ben Hadley","startTime":413.32,"endTime":415.21,"body":"thing with with that Clarivoy"},{"speaker":"Ben Hadley","startTime":415.21,"endTime":419.59,"body":"right you're like you're you're"},{"speaker":"Ben Hadley","startTime":415.21,"endTime":419.59,"body":"you're able to talk to and"},{"speaker":"Ben Hadley","startTime":419.59,"endTime":422.77,"body":"collaborate with almost every"},{"speaker":"Ben Hadley","startTime":419.59,"endTime":422.77,"body":"vendor in the space because we"},{"speaker":"Ben Hadley","startTime":422.77,"endTime":425.17,"body":"all just want to know what"},{"speaker":"Ben Hadley","startTime":422.77,"endTime":425.17,"body":"marketing is working what's what"},{"speaker":"Ben Hadley","startTime":425.17,"endTime":427.96,"body":"isn't. 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And you got"},{"speaker":"Ben Hadley","startTime":439.09,"endTime":443.41,"body":"to coin the CreditIQ cars.com"},{"speaker":"Ben Hadley","startTime":439.09,"endTime":443.41,"body":"thing, I think is like a"},{"speaker":"Ben Hadley","startTime":443.41,"endTime":444.88,"body":"solidification of that"},{"speaker":"Paul Daly","startTime":444.91,"endTime":446.56,"body":"of that trust"},{"speaker":"Paul Daly","startTime":444.91,"endTime":446.56,"body":"solidification of"},{"speaker":"Paul Daly","startTime":446.56,"endTime":451.21,"body":"intensification. Asian ation"},{"speaker":"Paul Daly","startTime":446.56,"endTime":451.21,"body":"that that's your new T shirt"},{"speaker":"Paul Daly","startTime":451.24,"endTime":456.19,"body":"solidification Aztec occation"},{"speaker":"Paul Daly","startTime":451.24,"endTime":456.19,"body":"this size font that's gonna be"},{"speaker":"Paul Daly","startTime":456.19,"endTime":460.24,"body":"like your jazz fusion pan"},{"speaker":"Paul Daly","startTime":456.19,"endTime":460.24,"body":"solidification of"},{"speaker":"Paul Daly","startTime":460.24,"endTime":461.23,"body":"intechification."},{"speaker":"Ben Hadley","startTime":462.09,"endTime":465.21,"body":"What did I do what I"},{"speaker":"Ben Hadley","startTime":462.09,"endTime":465.21,"body":"wanted for Kyle, recently, I'll"},{"speaker":"Ben Hadley","startTime":465.21,"endTime":470.58,"body":"come up with it. I have like a T"},{"speaker":"Ben Hadley","startTime":465.21,"endTime":470.58,"body":"shirt. And in my head, I was"},{"speaker":"Ben Hadley","startTime":470.58,"endTime":473.13,"body":"like, ah, um, we have to do it"},{"speaker":"Ben Hadley","startTime":470.58,"endTime":473.13,"body":"for you. One of"},{"speaker":"Paul Daly","startTime":473.13,"endTime":475.47,"body":"our one of our video"},{"speaker":"Paul Daly","startTime":473.13,"endTime":475.47,"body":"producers came up with one this"},{"speaker":"Paul Daly","startTime":475.47,"endTime":479.01,"body":"morning. And he wanted to say he"},{"speaker":"Paul Daly","startTime":475.47,"endTime":479.01,"body":"wanted in storage a RAID array."},{"speaker":"Paul Daly","startTime":479.28,"endTime":483.84,"body":"And if a RAID array is a server"},{"speaker":"Paul Daly","startTime":479.28,"endTime":483.84,"body":"storage method where yeah, you"},{"speaker":"Paul Daly","startTime":483.84,"endTime":486.99,"body":"know what it is, I'm explaining"},{"speaker":"Paul Daly","startTime":483.84,"endTime":486.99,"body":"it for the layman. Which means"},{"speaker":"Paul Daly","startTime":486.99,"endTime":489.75,"body":"like 98% of the people listen to"},{"speaker":"Paul Daly","startTime":486.99,"endTime":489.75,"body":"this podcast, it's just a way to"},{"speaker":"Paul Daly","startTime":489.75,"endTime":493.05,"body":"store files and redundancy on a"},{"speaker":"Paul Daly","startTime":489.75,"endTime":493.05,"body":"server and he said RAID array. I"},{"speaker":"Paul Daly","startTime":493.05,"endTime":496.41,"body":"was like, that's another great"},{"speaker":"Paul Daly","startTime":493.05,"endTime":496.41,"body":"band name, RAID array array."},{"speaker":"Kyle Mountsier","startTime":495.0,"endTime":501.66,"body":"Alright, so you"},{"speaker":"Kyle Mountsier","startTime":495.0,"endTime":501.66,"body":"got Clarivoy, which is, you"},{"speaker":"Kyle Mountsier","startTime":501.66,"endTime":504.42,"body":"know, marketing and"},{"speaker":"Kyle Mountsier","startTime":501.66,"endTime":504.42,"body":"understanding, like every"},{"speaker":"Kyle Mountsier","startTime":504.42,"endTime":507.99,"body":"channel that comes into a"},{"speaker":"Kyle Mountsier","startTime":504.42,"endTime":507.99,"body":"dealership and tying it back to,"},{"speaker":"Kyle Mountsier","startTime":508.2,"endTime":512.67,"body":"you know, at at the best level"},{"speaker":"Kyle Mountsier","startTime":508.2,"endTime":512.67,"body":"possible transactions or leads"},{"speaker":"Kyle Mountsier","startTime":512.67,"endTime":515.79,"body":"and understanding marketing"},{"speaker":"Kyle Mountsier","startTime":512.67,"endTime":515.79,"body":"spend. And then you've got this"},{"speaker":"Kyle Mountsier","startTime":515.91,"endTime":521.52,"body":"kind of integration to shopping"},{"speaker":"Kyle Mountsier","startTime":515.91,"endTime":521.52,"body":"behavior, and fintech with the"},{"speaker":"Kyle Mountsier","startTime":521.55,"endTime":525.18,"body":"Cars.com and Credit IQ, kind of"},{"speaker":"Kyle Mountsier","startTime":521.55,"endTime":525.18,"body":"in the same timeline for you."},{"speaker":"Kyle Mountsier","startTime":525.51,"endTime":529.77,"body":"And now, the, like, fast"},{"speaker":"Kyle Mountsier","startTime":525.51,"endTime":529.77,"body":"forwarding just a little bit"},{"speaker":"Kyle Mountsier","startTime":529.77,"endTime":534.0,"body":"past that is, comes a, a"},{"speaker":"Kyle Mountsier","startTime":529.77,"endTime":534.0,"body":"marketing community that that"},{"speaker":"Kyle Mountsier","startTime":534.12,"endTime":539.07,"body":"I'm grateful to be onboard with"},{"speaker":"Kyle Mountsier","startTime":534.12,"endTime":539.07,"body":"you and being a part of but, but"},{"speaker":"Kyle Mountsier","startTime":539.79,"endTime":546.27,"body":"explain where like, because at"},{"speaker":"Kyle Mountsier","startTime":539.79,"endTime":546.27,"body":"some point, every all great tech"},{"speaker":"Kyle Mountsier","startTime":546.27,"endTime":550.65,"body":"has a gap when it meets people,"},{"speaker":"Kyle Mountsier","startTime":546.27,"endTime":550.65,"body":"right. And the people that are"},{"speaker":"Kyle Mountsier","startTime":550.65,"endTime":554.91,"body":"utilizing that tech is just as"},{"speaker":"Kyle Mountsier","startTime":550.65,"endTime":554.91,"body":"important, if not more important"},{"speaker":"Kyle Mountsier","startTime":554.91,"endTime":558.99,"body":"than the tech being able to be"},{"speaker":"Kyle Mountsier","startTime":554.91,"endTime":558.99,"body":"approached so what what have you"},{"speaker":"Kyle Mountsier","startTime":558.99,"endTime":562.8,"body":"seen is like the trend line that"},{"speaker":"Kyle Mountsier","startTime":558.99,"endTime":562.8,"body":"continues to come through, you"},{"speaker":"Kyle Mountsier","startTime":562.8,"endTime":567.18,"body":"know, this like early adoption"},{"speaker":"Kyle Mountsier","startTime":562.8,"endTime":567.18,"body":"of marketing analytics to you"},{"speaker":"Kyle Mountsier","startTime":567.18,"endTime":570.93,"body":"know, technology and shopping"},{"speaker":"Kyle Mountsier","startTime":567.18,"endTime":570.93,"body":"behavior meets FinTech to"},{"speaker":"Kyle Mountsier","startTime":570.96,"endTime":573.18,"body":"marketing community. What's the"},{"speaker":"Kyle Mountsier","startTime":570.96,"endTime":573.18,"body":"trendline there that you're"},{"speaker":"Kyle Mountsier","startTime":573.18,"endTime":574.95,"body":"seeing is like a movement for"},{"speaker":"Kyle Mountsier","startTime":573.18,"endTime":574.95,"body":"auto?"},{"speaker":"Ben Hadley","startTime":575.5,"endTime":578.74,"body":"Yeah, I think I"},{"speaker":"Ben Hadley","startTime":575.5,"endTime":578.74,"body":"think your your, your about"},{"speaker":"Ben Hadley","startTime":578.77,"endTime":583.09,"body":"almost go there, which is like"},{"speaker":"Ben Hadley","startTime":578.77,"endTime":583.09,"body":"it's the end user. And so like,"},{"speaker":"Ben Hadley","startTime":583.12,"endTime":590.2,"body":"if you think about do you think"},{"speaker":"Ben Hadley","startTime":583.12,"endTime":590.2,"body":"about where auto started to"},{"speaker":"Ben Hadley","startTime":590.2,"endTime":593.83,"body":"where its automotive marketing"},{"speaker":"Ben Hadley","startTime":590.2,"endTime":593.83,"body":"software has started to where it"},{"speaker":"Ben Hadley","startTime":593.83,"endTime":601.57,"body":"is today. A lot of the design"},{"speaker":"Ben Hadley","startTime":593.83,"endTime":601.57,"body":"work was was really for the"},{"speaker":"Ben Hadley","startTime":601.57,"endTime":607.63,"body":"consumer, the purchaser of the"},{"speaker":"Ben Hadley","startTime":601.57,"endTime":607.63,"body":"vehicle. What you missed in that"},{"speaker":"Ben Hadley","startTime":608.11,"endTime":613.54,"body":"was thoughtful design that was"},{"speaker":"Ben Hadley","startTime":608.11,"endTime":613.54,"body":"for the marketer or the"},{"speaker":"Ben Hadley","startTime":613.54,"endTime":619.69,"body":"salesperson or the whoever in"},{"speaker":"Ben Hadley","startTime":613.54,"endTime":619.69,"body":"the actual store. And so what I"},{"speaker":"Ben Hadley","startTime":619.69,"endTime":623.29,"body":"think what what what we"},{"speaker":"Ben Hadley","startTime":619.69,"endTime":623.29,"body":"attempted to do and are doing,"},{"speaker":"Ben Hadley","startTime":623.32,"endTime":627.55,"body":"or they are doing now at"},{"speaker":"Ben Hadley","startTime":623.32,"endTime":627.55,"body":"Clarivoy as an example, was you"},{"speaker":"Ben Hadley","startTime":627.55,"endTime":634.18,"body":"made software that made your"},{"speaker":"Ben Hadley","startTime":627.55,"endTime":634.18,"body":"marketers superhuman, versus the"},{"speaker":"Ben Hadley","startTime":634.18,"endTime":640.21,"body":"previous to that was making"},{"speaker":"Ben Hadley","startTime":634.18,"endTime":640.21,"body":"really captivating display ads"},{"speaker":"Ben Hadley","startTime":640.21,"endTime":645.91,"body":"that got the consumer. Fast"},{"speaker":"Ben Hadley","startTime":640.21,"endTime":645.91,"body":"forward that and now you start"},{"speaker":"Ben Hadley","startTime":645.91,"endTime":650.32,"body":"seeing stuff like Credit IQ,"},{"speaker":"Ben Hadley","startTime":645.91,"endTime":650.32,"body":"which is really meant for the"},{"speaker":"Ben Hadley","startTime":650.35,"endTime":656.95,"body":"internal sales ops people to"},{"speaker":"Ben Hadley","startTime":650.35,"endTime":656.95,"body":"execute with. Right, and, and so"},{"speaker":"Ben Hadley","startTime":656.95,"endTime":659.62,"body":"now you're enabling you're"},{"speaker":"Ben Hadley","startTime":656.95,"endTime":659.62,"body":"creating the Jarvis to the"},{"speaker":"Ben Hadley","startTime":659.62,"endTime":665.05,"body":"Ironman suit for the salespeople"},{"speaker":"Ben Hadley","startTime":659.62,"endTime":665.05,"body":"to execute faster. And so the"},{"speaker":"Ben Hadley","startTime":665.08,"endTime":668.38,"body":"the birth of the community Auto"},{"speaker":"Ben Hadley","startTime":665.08,"endTime":668.38,"body":"Genius was really just a way of"},{"speaker":"Ben Hadley","startTime":668.38,"endTime":674.8,"body":"saying like, Why aren't the"},{"speaker":"Ben Hadley","startTime":668.38,"endTime":674.8,"body":"voices of the end user being"},{"speaker":"Ben Hadley","startTime":674.8,"endTime":677.56,"body":"listened to, in the design of"},{"speaker":"Ben Hadley","startTime":674.8,"endTime":677.56,"body":"the product, because what"},{"speaker":"Ben Hadley","startTime":677.56,"endTime":680.89,"body":"happens is, if you design for"},{"speaker":"Ben Hadley","startTime":677.56,"endTime":680.89,"body":"the person, the salesperson, the"},{"speaker":"Ben Hadley","startTime":680.89,"endTime":683.59,"body":"marketing to whoever the"},{"speaker":"Ben Hadley","startTime":680.89,"endTime":683.59,"body":"downstream effect is, the"},{"speaker":"Ben Hadley","startTime":683.59,"endTime":687.52,"body":"consumer experience gets better,"},{"speaker":"Ben Hadley","startTime":683.59,"endTime":687.52,"body":"as opposed to leaping over those"},{"speaker":"Ben Hadley","startTime":687.52,"endTime":690.55,"body":"people. And going right into the"},{"speaker":"Ben Hadley","startTime":687.52,"endTime":690.55,"body":"consumer, that's where you"},{"speaker":"Ben Hadley","startTime":690.55,"endTime":693.61,"body":"actually create more friction,"},{"speaker":"Ben Hadley","startTime":690.55,"endTime":693.61,"body":"is because the consumers now is"},{"speaker":"Ben Hadley","startTime":693.61,"endTime":696.64,"body":"like, Oh, my God, this is such"},{"speaker":"Ben Hadley","startTime":693.61,"endTime":696.64,"body":"an easy, awesome process, then"},{"speaker":"Ben Hadley","startTime":696.64,"endTime":699.28,"body":"walks into a dealership, and"},{"speaker":"Ben Hadley","startTime":696.64,"endTime":699.28,"body":"there's 17 dashboards, the"},{"speaker":"Ben Hadley","startTime":699.28,"endTime":703.12,"body":"salesperson has to walk through,"},{"speaker":"Ben Hadley","startTime":699.28,"endTime":703.12,"body":"right, so they don't line up."},{"speaker":"Ben Hadley","startTime":703.66,"endTime":706.09,"body":"And so I think, with the"},{"speaker":"Ben Hadley","startTime":703.66,"endTime":706.09,"body":"community, what we're really"},{"speaker":"Ben Hadley","startTime":706.09,"endTime":711.58,"body":"aiming to do is kind of take all"},{"speaker":"Ben Hadley","startTime":706.09,"endTime":711.58,"body":"the learnings of have that end"},{"speaker":"Ben Hadley","startTime":711.58,"endTime":713.98,"body":"user and then say, like, let's"},{"speaker":"Ben Hadley","startTime":711.58,"endTime":713.98,"body":"make their voice as loud as"},{"speaker":"Ben Hadley","startTime":713.98,"endTime":717.22,"body":"humanly possible, and give them"},{"speaker":"Ben Hadley","startTime":713.98,"endTime":717.22,"body":"as much impact to the design of"},{"speaker":"Ben Hadley","startTime":717.22,"endTime":718.12,"body":"product as possible."},{"speaker":"Paul Daly","startTime":719.07,"endTime":721.56,"body":"There's like the"},{"speaker":"Paul Daly","startTime":719.07,"endTime":721.56,"body":"crazy this really crazy tie in"},{"speaker":"Paul Daly","startTime":721.56,"endTime":724.23,"body":"when we were, we were talking"},{"speaker":"Paul Daly","startTime":721.56,"endTime":724.23,"body":"about these crazy names of these"},{"speaker":"Paul Daly","startTime":724.23,"endTime":728.61,"body":"like rock fusion bands, where,"},{"speaker":"Paul Daly","startTime":724.23,"endTime":728.61,"body":"you know, you have this music,"},{"speaker":"Paul Daly","startTime":728.64,"endTime":731.49,"body":"and it's a bunch of people"},{"speaker":"Paul Daly","startTime":728.64,"endTime":731.49,"body":"riffing, right nonstop, right?"},{"speaker":"Paul Daly","startTime":731.49,"endTime":736.05,"body":"drum solos, bass solos, complex"},{"speaker":"Paul Daly","startTime":731.49,"endTime":736.05,"body":"scales being played counterpoint"},{"speaker":"Paul Daly","startTime":736.05,"endTime":739.26,"body":"and all this stuff. I call it"},{"speaker":"Paul Daly","startTime":736.05,"endTime":739.26,"body":"musicians music, because the"},{"speaker":"Paul Daly","startTime":739.26,"endTime":741.42,"body":"only way you're listening to"},{"speaker":"Paul Daly","startTime":739.26,"endTime":741.42,"body":"that music is if you're a"},{"speaker":"Paul Daly","startTime":741.42,"endTime":743.67,"body":"musician, and you understand the"},{"speaker":"Paul Daly","startTime":741.42,"endTime":743.67,"body":"technicality of why it's"},{"speaker":"Paul Daly","startTime":743.67,"endTime":746.34,"body":"awesome. To most people. You're"},{"speaker":"Paul Daly","startTime":743.67,"endTime":746.34,"body":"like, can you turn that down?"},{"speaker":"Paul Daly","startTime":746.82,"endTime":750.06,"body":"Yep. It's almost like, that's"},{"speaker":"Paul Daly","startTime":746.82,"endTime":750.06,"body":"what happened with the marketing"},{"speaker":"Paul Daly","startTime":750.06,"endTime":753.78,"body":"tech. Right? It was musicians"},{"speaker":"Paul Daly","startTime":750.06,"endTime":753.78,"body":"music, it was so complex, and it"},{"speaker":"Paul Daly","startTime":753.78,"endTime":756.36,"body":"was so dialed in. But by the"},{"speaker":"Paul Daly","startTime":753.78,"endTime":756.36,"body":"time it got to the end user,"},{"speaker":"Paul Daly","startTime":756.51,"endTime":760.35,"body":"right, everyone's like, Why? Why"},{"speaker":"Paul Daly","startTime":756.51,"endTime":760.35,"body":"are we listening to this? As"},{"speaker":"Paul Daly","startTime":760.35,"endTime":763.08,"body":"opposed to people just want to"},{"speaker":"Paul Daly","startTime":760.35,"endTime":763.08,"body":"understand, like, I like this"},{"speaker":"Paul Daly","startTime":763.08,"endTime":765.87,"body":"song. Why? I don't know. I just"},{"speaker":"Paul Daly","startTime":763.08,"endTime":765.87,"body":"like it."},{"speaker":"Ben Hadley","startTime":765.0,"endTime":770.16,"body":"You know, what,"},{"speaker":"Ben Hadley","startTime":765.0,"endTime":770.16,"body":"perfect example chat 70"},{"speaker":"Ben Hadley","startTime":770.16,"endTime":773.43,"body":"something percent of chat. The"},{"speaker":"Ben Hadley","startTime":770.16,"endTime":773.43,"body":"chat services sold to"},{"speaker":"Ben Hadley","startTime":773.43,"endTime":781.8,"body":"dealerships are fully managed."},{"speaker":"Ben Hadley","startTime":773.43,"endTime":781.8,"body":"Okay, so like, the 70,"},{"speaker":"Ben Hadley","startTime":781.8,"endTime":787.26,"body":"something, right, like 75, let's"},{"speaker":"Ben Hadley","startTime":781.8,"endTime":787.26,"body":"say 75% Of All Chat is basically"},{"speaker":"Ben Hadley","startTime":787.26,"endTime":792.27,"body":"managed by someone else. So So"},{"speaker":"Ben Hadley","startTime":787.26,"endTime":792.27,"body":"think about that, like a new"},{"speaker":"Ben Hadley","startTime":792.27,"endTime":794.91,"body":"product feature comes out. Hey,"},{"speaker":"Ben Hadley","startTime":792.27,"endTime":794.91,"body":"guys, like what are we going to"},{"speaker":"Ben Hadley","startTime":794.91,"endTime":797.61,"body":"do? I don't know, let's change"},{"speaker":"Ben Hadley","startTime":794.91,"endTime":797.61,"body":"this chat fields, add this chat"},{"speaker":"Ben Hadley","startTime":797.61,"endTime":801.9,"body":"feature. Awesome. Then someone"},{"speaker":"Ben Hadley","startTime":797.61,"endTime":801.9,"body":"goes in demos at to a store. And"},{"speaker":"Ben Hadley","startTime":801.9,"endTime":807.09,"body":"three out of four times. That"},{"speaker":"Ben Hadley","startTime":801.9,"endTime":807.09,"body":"demo is like cool. We don't even"},{"speaker":"Ben Hadley","startTime":807.09,"endTime":810.75,"body":"care because we just want"},{"speaker":"Ben Hadley","startTime":807.09,"endTime":810.75,"body":"someone else to do it. And they"},{"speaker":"Ben Hadley","startTime":810.75,"endTime":816.24,"body":"outsource it. So the end user,"},{"speaker":"Ben Hadley","startTime":810.75,"endTime":816.24,"body":"like isn't even, right, like"},{"speaker":"Ben Hadley","startTime":816.24,"endTime":819.27,"body":"isn't even even though like it's"},{"speaker":"Ben Hadley","startTime":816.24,"endTime":819.27,"body":"considered it's not even really"},{"speaker":"Ben Hadley","startTime":819.27,"endTime":822.03,"body":"executed. Like every single day"},{"speaker":"Ben Hadley","startTime":819.27,"endTime":822.03,"body":"in that product. They're not"},{"speaker":"Ben Hadley","startTime":822.03,"endTime":826.26,"body":"even using that feature. And so"},{"speaker":"Ben Hadley","startTime":822.03,"endTime":826.26,"body":"it's like, let's go back to"},{"speaker":"Ben Hadley","startTime":826.26,"endTime":831.45,"body":"playing their music. You know,"},{"speaker":"Ben Hadley","startTime":826.26,"endTime":831.45,"body":"we're helping some BDC like,"},{"speaker":"Ben Hadley","startTime":832.2,"endTime":835.26,"body":"destroy, you know, not hoping"},{"speaker":"Ben Hadley","startTime":832.2,"endTime":835.26,"body":"the dealer,"},{"speaker":"Paul Daly","startTime":835.3,"endTime":837.67,"body":"can you talk about"},{"speaker":"Paul Daly","startTime":835.3,"endTime":837.67,"body":"you? So you mentioned, you"},{"speaker":"Paul Daly","startTime":837.67,"endTime":842.44,"body":"mentioned Auto Genius? Can you"},{"speaker":"Paul Daly","startTime":837.67,"endTime":842.44,"body":"talk about the found like why"},{"speaker":"Paul Daly","startTime":842.44,"endTime":846.46,"body":"Auto Genius started? And like I"},{"speaker":"Paul Daly","startTime":842.44,"endTime":846.46,"body":"think a lot of people don't know"},{"speaker":"Paul Daly","startTime":846.46,"endTime":848.62,"body":"what it is people probably have"},{"speaker":"Paul Daly","startTime":846.46,"endTime":848.62,"body":"seen it on LinkedIn, they've"},{"speaker":"Paul Daly","startTime":848.62,"endTime":851.47,"body":"probably seen it around the"},{"speaker":"Paul Daly","startTime":848.62,"endTime":851.47,"body":"internet. If you're kind of"},{"speaker":"Paul Daly","startTime":851.47,"endTime":854.08,"body":"paying attention to automotive"},{"speaker":"Paul Daly","startTime":851.47,"endTime":854.08,"body":"marketing, you know, it'd be"},{"speaker":"Paul Daly","startTime":854.08,"endTime":857.29,"body":"hard to not at least hear about"},{"speaker":"Paul Daly","startTime":854.08,"endTime":857.29,"body":"it. But let's bring some"},{"speaker":"Paul Daly","startTime":857.29,"endTime":860.32,"body":"clarification like, why did it"},{"speaker":"Paul Daly","startTime":857.29,"endTime":860.32,"body":"start? How did this start? What"},{"speaker":"Paul Daly","startTime":860.32,"endTime":864.25,"body":"is it? Because I think that"},{"speaker":"Paul Daly","startTime":860.32,"endTime":864.25,"body":"community specifically is super"},{"speaker":"Paul Daly","startTime":864.25,"endTime":867.4,"body":"important to this transition in"},{"speaker":"Paul Daly","startTime":864.25,"endTime":867.4,"body":"this move that you just"},{"speaker":"Paul Daly","startTime":867.4,"endTime":870.82,"body":"explained to like, hey, let's"},{"speaker":"Paul Daly","startTime":867.4,"endTime":870.82,"body":"like, consider the consumer and"},{"speaker":"Paul Daly","startTime":870.82,"endTime":874.15,"body":"work it in with people who are"},{"speaker":"Paul Daly","startTime":870.82,"endTime":874.15,"body":"actually practitioners of"},{"speaker":"Paul Daly","startTime":874.15,"endTime":875.02,"body":"building things."},{"speaker":"Ben Hadley","startTime":875.3,"endTime":882.86,"body":"Yeah, yeah. So Auto"},{"speaker":"Ben Hadley","startTime":875.3,"endTime":882.86,"body":"Genius. was, I mean, there's a"},{"speaker":"Ben Hadley","startTime":882.86,"endTime":885.17,"body":"couple of different layers to"},{"speaker":"Ben Hadley","startTime":882.86,"endTime":885.17,"body":"this originally. Yeah, I"},{"speaker":"Paul Daly","startTime":885.17,"endTime":889.04,"body":"know. I know. So. So."},{"speaker":"Paul Daly","startTime":885.17,"endTime":889.04,"body":"I'm asking Ben, that question,"},{"speaker":"Paul Daly","startTime":889.04,"endTime":891.86,"body":"because Kyle, Kyle needs me to"},{"speaker":"Paul Daly","startTime":889.04,"endTime":891.86,"body":"ask the question. So we could"},{"speaker":"Paul Daly","startTime":891.86,"endTime":895.91,"body":"talk about because we need to"},{"speaker":"Paul Daly","startTime":891.86,"endTime":895.91,"body":"talk about this too. I think"},{"speaker":"Paul Daly","startTime":895.91,"endTime":899.42,"body":"it's good for everyone in the"},{"speaker":"Paul Daly","startTime":895.91,"endTime":899.42,"body":"industry. Right? Right. Right,"},{"speaker":"Paul Daly","startTime":899.42,"endTime":902.51,"body":"go back to Let's call it let's"},{"speaker":"Paul Daly","startTime":899.42,"endTime":902.51,"body":"get started this thing called"},{"speaker":"Paul Daly","startTime":902.51,"endTime":905.0,"body":"the Auto Genius that is really"},{"speaker":"Paul Daly","startTime":902.51,"endTime":905.0,"body":"helpful for retail, automotive"},{"speaker":"Paul Daly","startTime":905.0,"endTime":908.0,"body":"and a bunch of other things. But"},{"speaker":"Paul Daly","startTime":905.0,"endTime":908.0,"body":"it needs to be talked about."},{"speaker":"Paul Daly","startTime":908.0,"endTime":910.16,"body":"It's okay, if we talk about it"},{"speaker":"Paul Daly","startTime":908.0,"endTime":910.16,"body":"here. It's kind of fun."},{"speaker":"Ben Hadley","startTime":910.46,"endTime":913.79,"body":"It's like at one"},{"speaker":"Ben Hadley","startTime":910.46,"endTime":913.79,"body":"point, I forget who it was"},{"speaker":"Ben Hadley","startTime":913.79,"endTime":917.3,"body":"someone recently was like, oh,"},{"speaker":"Ben Hadley","startTime":913.79,"endTime":917.3,"body":"Daly's in Auto Genius, too. They"},{"speaker":"Ben Hadley","startTime":917.3,"endTime":919.13,"body":"thought you are our third"},{"speaker":"Ben Hadley","startTime":917.3,"endTime":919.13,"body":"founder. Why wouldn't"},{"speaker":"Paul Daly","startTime":919.139,"endTime":920.009,"body":"Why wouldn't they"},{"speaker":"Paul Daly","startTime":919.139,"endTime":920.009,"body":"think I"},{"speaker":"Ben Hadley","startTime":920.009,"endTime":922.979,"body":"was like, yeah,"},{"speaker":"Ben Hadley","startTime":920.009,"endTime":922.979,"body":"yeah, sure. You know, like, oh,"},{"speaker":"Ben Hadley","startTime":922.979,"endTime":923.159,"body":"man,"},{"speaker":"Paul Daly","startTime":923.16,"endTime":925.17,"body":"they're gonna say, I"},{"speaker":"Paul Daly","startTime":923.16,"endTime":925.17,"body":"look like people. I'm like,"},{"speaker":"Paul Daly","startTime":925.17,"endTime":925.86,"body":"Yeah, you know,"},{"speaker":"Kyle Mountsier","startTime":926.17,"endTime":928.45,"body":"people get."},{"speaker":"Kyle Mountsier","startTime":926.17,"endTime":928.45,"body":"Okay, so I'm gonna go back to"},{"speaker":"Kyle Mountsier","startTime":928.45,"endTime":933.4,"body":"the to like, the way beginning,"},{"speaker":"Kyle Mountsier","startTime":928.45,"endTime":933.4,"body":"right before like the crux of"},{"speaker":"Kyle Mountsier","startTime":933.43,"endTime":937.33,"body":"what we realized was about to"},{"speaker":"Kyle Mountsier","startTime":933.43,"endTime":937.33,"body":"happen, which was literally"},{"speaker":"Kyle Mountsier","startTime":937.33,"endTime":942.85,"body":"just, Ben and myself. Were"},{"speaker":"Kyle Mountsier","startTime":937.33,"endTime":942.85,"body":"getting frustrated by the fact"},{"speaker":"Kyle Mountsier","startTime":942.85,"endTime":947.95,"body":"that, like, I would do something"},{"speaker":"Kyle Mountsier","startTime":942.85,"endTime":947.95,"body":"cool at the dealership, Call Ben"},{"speaker":"Kyle Mountsier","startTime":947.98,"endTime":951.28,"body":"and be like, yo, yo, did this"},{"speaker":"Kyle Mountsier","startTime":947.98,"endTime":951.28,"body":"thing. He would call Jake Baron."},{"speaker":"Kyle Mountsier","startTime":951.28,"endTime":953.95,"body":"And be like, Yo, Kyle, just did"},{"speaker":"Kyle Mountsier","startTime":951.28,"endTime":953.95,"body":"this. You ever tried it? Jake"},{"speaker":"Kyle Mountsier","startTime":953.95,"endTime":955.96,"body":"would be like, let me try it,"},{"speaker":"Kyle Mountsier","startTime":953.95,"endTime":955.96,"body":"boom. And then he called Matt"},{"speaker":"Kyle Mountsier","startTime":955.96,"endTime":959.2,"body":"Lasher, and be like, Oh, I did"},{"speaker":"Kyle Mountsier","startTime":955.96,"endTime":959.2,"body":"this thing, right? And then all"},{"speaker":"Kyle Mountsier","startTime":959.2,"endTime":962.26,"body":"of a sudden, there's nine of us"},{"speaker":"Kyle Mountsier","startTime":959.2,"endTime":962.26,"body":"trying the same thing, because"},{"speaker":"Kyle Mountsier","startTime":962.26,"endTime":966.85,"body":"there's this interconnected web"},{"speaker":"Kyle Mountsier","startTime":962.26,"endTime":966.85,"body":"of marketers. And Ben goes,"},{"speaker":"Kyle Mountsier","startTime":966.88,"endTime":970.21,"body":"dude, I'm just tired of making"},{"speaker":"Kyle Mountsier","startTime":966.88,"endTime":970.21,"body":"like, eight One hour calls every"},{"speaker":"Kyle Mountsier","startTime":970.21,"endTime":976.69,"body":"single day. So should we just"},{"speaker":"Kyle Mountsier","startTime":970.21,"endTime":976.69,"body":"like get everyone in a track"},{"speaker":"Kyle Mountsier","startTime":976.69,"endTime":980.56,"body":"with track with me? He said,"},{"speaker":"Kyle Mountsier","startTime":976.69,"endTime":980.56,"body":"Should we get in everyone in a"},{"speaker":"Kyle Mountsier","startTime":980.56,"endTime":986.17,"body":"WhatsApp thread? No, no, I was"},{"speaker":"Kyle Mountsier","startTime":980.56,"endTime":986.17,"body":"like, for WhatsApp. I know,"},{"speaker":"Kyle Mountsier","startTime":986.17,"endTime":992.08,"body":"typical Android user, right? No."},{"speaker":"Kyle Mountsier","startTime":986.17,"endTime":992.08,"body":"So so that's kind of where we're"},{"speaker":"Kyle Mountsier","startTime":992.08,"endTime":995.38,"body":"like, alright, we got to get"},{"speaker":"Kyle Mountsier","startTime":992.08,"endTime":995.38,"body":"everyone in something to where"},{"speaker":"Kyle Mountsier","startTime":995.38,"endTime":1000.48,"body":"we can communicate and in"},{"speaker":"Kyle Mountsier","startTime":995.38,"endTime":1000.48,"body":"between WhatsApp, and I'll let"},{"speaker":"Kyle Mountsier","startTime":1000.51,"endTime":1003.36,"body":"Ben pick up the story here in a"},{"speaker":"Kyle Mountsier","startTime":1000.51,"endTime":1003.36,"body":"second in between, let's do"},{"speaker":"Kyle Mountsier","startTime":1003.36,"endTime":1007.83,"body":"WhatsApp. And let's start a"},{"speaker":"Kyle Mountsier","startTime":1003.36,"endTime":1007.83,"body":"Slack group. There was this"},{"speaker":"Kyle Mountsier","startTime":1007.83,"endTime":1013.68,"body":"like, probably 24 to 48 hour"},{"speaker":"Kyle Mountsier","startTime":1007.83,"endTime":1013.68,"body":"like window, where myself and"},{"speaker":"Kyle Mountsier","startTime":1013.68,"endTime":1017.46,"body":"Ben and Kevin, who's our"},{"speaker":"Kyle Mountsier","startTime":1013.68,"endTime":1017.46,"body":"co-founder, we're like, Wait a"},{"speaker":"Kyle Mountsier","startTime":1017.46,"endTime":1023.61,"body":"second. We're about to throw a"},{"speaker":"Kyle Mountsier","startTime":1017.46,"endTime":1023.61,"body":"bunch of marketers that are at"},{"speaker":"Kyle Mountsier","startTime":1023.61,"endTime":1029.22,"body":"the top of their game, in"},{"speaker":"Kyle Mountsier","startTime":1023.61,"endTime":1029.22,"body":"automotive into a Slack channel"},{"speaker":"Kyle Mountsier","startTime":1030.54,"endTime":1034.17,"body":"that we were going to do free."},{"speaker":"Kyle Mountsier","startTime":1030.54,"endTime":1034.17,"body":"And we very, very quickly said,"},{"speaker":"Kyle Mountsier","startTime":1034.32,"endTime":1038.25,"body":"No, we need to pay for 100% of"},{"speaker":"Kyle Mountsier","startTime":1034.32,"endTime":1038.25,"body":"the archives of this because"},{"speaker":"Kyle Mountsier","startTime":1038.25,"endTime":1042.36,"body":"something cool is about to"},{"speaker":"Kyle Mountsier","startTime":1038.25,"endTime":1042.36,"body":"happen. And then I'll let Ben"},{"speaker":"Kyle Mountsier","startTime":1042.36,"endTime":1043.38,"body":"pick up the story from Yeah,"},{"speaker":"Ben Hadley","startTime":1043.94,"endTime":1046.91,"body":"yeah. I mean, there"},{"speaker":"Ben Hadley","startTime":1043.94,"endTime":1046.91,"body":"was a lot of serendipity there"},{"speaker":"Ben Hadley","startTime":1046.91,"endTime":1049.97,"body":"too. Like, I think Kevin was"},{"speaker":"Ben Hadley","startTime":1046.91,"endTime":1049.97,"body":"talking to you and me"},{"speaker":"Ben Hadley","startTime":1049.97,"endTime":1052.1,"body":"separately, which is crazy."},{"speaker":"Ben Hadley","startTime":1049.97,"endTime":1052.1,"body":"Kevin."},{"speaker":"Paul Daly","startTime":1052.0,"endTime":1056.08,"body":"I think we need to"},{"speaker":"Paul Daly","startTime":1052.0,"endTime":1056.08,"body":"introduce Kevin. Yeah. Okay."},{"speaker":"Paul Daly","startTime":1056.08,"endTime":1059.71,"body":"Kevin Gervais? Yes. Who is"},{"speaker":"Paul Daly","startTime":1056.08,"endTime":1059.71,"body":"Kevin? And what does he do"},{"speaker":"Ben Hadley","startTime":1059.77,"endTime":1064.96,"body":"even more mysterious"},{"speaker":"Ben Hadley","startTime":1059.77,"endTime":1064.96,"body":"than me? He's our CTO. He, he's"},{"speaker":"Ben Hadley","startTime":1064.96,"endTime":1068.86,"body":"got a long background in telecom"},{"speaker":"Ben Hadley","startTime":1064.96,"endTime":1068.86,"body":"and banking, outside automotive,"},{"speaker":"Ben Hadley","startTime":1069.22,"endTime":1074.53,"body":"outside of automotive. But the"},{"speaker":"Ben Hadley","startTime":1069.22,"endTime":1074.53,"body":"hurdles and problems of telecom"},{"speaker":"Ben Hadley","startTime":1074.53,"endTime":1078.7,"body":"and banking are basically the"},{"speaker":"Ben Hadley","startTime":1074.53,"endTime":1078.7,"body":"same. So I think I was saying"},{"speaker":"Ben Hadley","startTime":1078.7,"endTime":1082.78,"body":"this, I'm like a used car all"},{"speaker":"Ben Hadley","startTime":1078.7,"endTime":1082.78,"body":"things used cars, which is like,"},{"speaker":"Ben Hadley","startTime":1083.23,"endTime":1087.1,"body":"if you think about it, the"},{"speaker":"Ben Hadley","startTime":1083.23,"endTime":1087.1,"body":"problem with auto in tech is"},{"speaker":"Ben Hadley","startTime":1087.1,"endTime":1091.66,"body":"that it was auto was such an"},{"speaker":"Ben Hadley","startTime":1087.1,"endTime":1091.66,"body":"early adopter to tech. That"},{"speaker":"Ben Hadley","startTime":1091.66,"endTime":1095.11,"body":"that's actually what what keeps"},{"speaker":"Ben Hadley","startTime":1091.66,"endTime":1095.11,"body":"it from evolving today. Same"},{"speaker":"Ben Hadley","startTime":1095.11,"endTime":1098.86,"body":"with telecom. Same with banking."},{"speaker":"Ben Hadley","startTime":1095.11,"endTime":1098.86,"body":"And so if you see how fast India"},{"speaker":"Ben Hadley","startTime":1098.86,"endTime":1103.48,"body":"is, is moving the telecom"},{"speaker":"Ben Hadley","startTime":1098.86,"endTime":1103.48,"body":"needle, right? It's because they"},{"speaker":"Ben Hadley","startTime":1103.48,"endTime":1107.77,"body":"don't have to have telephone"},{"speaker":"Ben Hadley","startTime":1103.48,"endTime":1107.77,"body":"wires. They just they started"},{"speaker":"Ben Hadley","startTime":1107.77,"endTime":1111.67,"body":"evolving, right? When 4g LTE"},{"speaker":"Ben Hadley","startTime":1107.77,"endTime":1111.67,"body":"came in, came into the market,"},{"speaker":"Ben Hadley","startTime":1112.18,"endTime":1113.32,"body":"we have an"},{"speaker":"Paul Daly","startTime":1113.33,"endTime":1115.97,"body":"infrastructure to"},{"speaker":"Paul Daly","startTime":1113.33,"endTime":1115.97,"body":"protect because people's jobs"},{"speaker":"Paul Daly","startTime":1115.97,"endTime":1119.39,"body":"and livelihoods and manufacture"},{"speaker":"Paul Daly","startTime":1115.97,"endTime":1119.39,"body":"percent right, makes the world"},{"speaker":"Paul Daly","startTime":1119.39,"endTime":1119.87,"body":"go round."},{"speaker":"Ben Hadley","startTime":1120.23,"endTime":1124.07,"body":"Yeah. And I think"},{"speaker":"Ben Hadley","startTime":1120.23,"endTime":1124.07,"body":"you know, for us, it's the same"},{"speaker":"Ben Hadley","startTime":1124.07,"endTime":1127.28,"body":"problem. It's the same servers,"},{"speaker":"Ben Hadley","startTime":1124.07,"endTime":1127.28,"body":"it's like a lot of the same kind"},{"speaker":"Ben Hadley","startTime":1127.28,"endTime":1131.15,"body":"of similar architecture. So"},{"speaker":"Ben Hadley","startTime":1127.28,"endTime":1131.15,"body":"Kevin seen the problem before"},{"speaker":"Ben Hadley","startTime":1131.15,"endTime":1133.43,"body":"but but he he has new to auto"},{"speaker":"Paul Daly","startTime":1133.36,"endTime":1135.67,"body":"Gotcha. So I just"},{"speaker":"Paul Daly","startTime":1133.36,"endTime":1135.67,"body":"want to write so Kevin new to"},{"speaker":"Paul Daly","startTime":1135.67,"endTime":1138.49,"body":"auto done it and other"},{"speaker":"Paul Daly","startTime":1135.67,"endTime":1138.49,"body":"industries. It's a great"},{"speaker":"Paul Daly","startTime":1138.49,"endTime":1141.46,"body":"pairing, the three of you got in"},{"speaker":"Paul Daly","startTime":1138.49,"endTime":1141.46,"body":"a boat and said, Let's go in"},{"speaker":"Paul Daly","startTime":1141.46,"endTime":1144.28,"body":"this direction, and then realize"},{"speaker":"Paul Daly","startTime":1141.46,"endTime":1144.28,"body":"you needed a bigger boat."},{"speaker":"Ben Hadley","startTime":1144.74,"endTime":1148.01,"body":"Yeah. And on top of"},{"speaker":"Ben Hadley","startTime":1144.74,"endTime":1148.01,"body":"that, I mean, like, there's a I"},{"speaker":"Ben Hadley","startTime":1148.01,"endTime":1150.53,"body":"think we're also trying to kick"},{"speaker":"Ben Hadley","startTime":1148.01,"endTime":1150.53,"body":"around something which is"},{"speaker":"Ben Hadley","startTime":1150.53,"endTime":1153.89,"body":"relatively new, which is we're"},{"speaker":"Ben Hadley","startTime":1150.53,"endTime":1153.89,"body":"calling it market product fit."},{"speaker":"Ben Hadley","startTime":1155.66,"endTime":1159.53,"body":"Which is the concept that like"},{"speaker":"Ben Hadley","startTime":1155.66,"endTime":1159.53,"body":"most people build a company and"},{"speaker":"Ben Hadley","startTime":1159.53,"endTime":1162.74,"body":"they go product market fit in"},{"speaker":"Ben Hadley","startTime":1159.53,"endTime":1162.74,"body":"that literal order. They build a"},{"speaker":"Ben Hadley","startTime":1162.74,"endTime":1166.19,"body":"product, they hope to god it"},{"speaker":"Ben Hadley","startTime":1162.74,"endTime":1166.19,"body":"fits into the market. And if it"},{"speaker":"Ben Hadley","startTime":1166.19,"endTime":1169.07,"body":"doesn't, they iterate, iterate,"},{"speaker":"Ben Hadley","startTime":1166.19,"endTime":1169.07,"body":"iterate, iterate, what we said"},{"speaker":"Ben Hadley","startTime":1169.07,"endTime":1173.39,"body":"was like, Well, we know who the"},{"speaker":"Ben Hadley","startTime":1169.07,"endTime":1173.39,"body":"end user is. It's these people."},{"speaker":"Ben Hadley","startTime":1174.35,"endTime":1178.79,"body":"Right? It's this community. So"},{"speaker":"Ben Hadley","startTime":1174.35,"endTime":1178.79,"body":"let's just let them tell us what"},{"speaker":"Ben Hadley","startTime":1178.79,"endTime":1183.11,"body":"needs to change in the world and"},{"speaker":"Ben Hadley","startTime":1178.79,"endTime":1183.11,"body":"then be the the arm to do"},{"speaker":"Paul Daly","startTime":1183.229,"endTime":1184.999,"body":"so smart. And you"},{"speaker":"Paul Daly","startTime":1183.229,"endTime":1184.999,"body":"have the you have the"},{"speaker":"Paul Daly","startTime":1184.999,"endTime":1188.989,"body":"intelligence and like the Nimble"},{"speaker":"Paul Daly","startTime":1184.999,"endTime":1188.989,"body":"nature of what all the founders"},{"speaker":"Paul Daly","startTime":1188.989,"endTime":1193.639,"body":"are doing, allows you to react"},{"speaker":"Paul Daly","startTime":1188.989,"endTime":1193.639,"body":"and then you have like the, the"},{"speaker":"Paul Daly","startTime":1193.639,"endTime":1197.749,"body":"most brilliant group of"},{"speaker":"Paul Daly","startTime":1193.639,"endTime":1197.749,"body":"geniuses, right? So,"},{"speaker":"Ben Hadley","startTime":1198.47,"endTime":1200.6,"body":"so they live up to"},{"speaker":"Ben Hadley","startTime":1198.47,"endTime":1200.6,"body":"the name anyway. Oh, it's I"},{"speaker":"Ben Hadley","startTime":1200.6,"endTime":1204.08,"body":"believe, I think like daily like"},{"speaker":"Ben Hadley","startTime":1200.6,"endTime":1204.08,"body":"five Lila Garcia came out with"},{"speaker":"Ben Hadley","startTime":1204.08,"endTime":1209.45,"body":"this crazy hack. stole one of my"},{"speaker":"Ben Hadley","startTime":1204.08,"endTime":1209.45,"body":"favorite posts on Facebook when"},{"speaker":"Ben Hadley","startTime":1209.45,"endTime":1211.34,"body":"Facebook was taking away"},{"speaker":"Ben Hadley","startTime":1209.45,"endTime":1211.34,"body":"remember"},{"speaker":"Paul Daly","startTime":1211.34,"endTime":1213.62,"body":"this? We covered it."},{"speaker":"Paul Daly","startTime":1211.34,"endTime":1213.62,"body":"Yes. Yeah."},{"speaker":"Ben Hadley","startTime":1214.65,"endTime":1219.06,"body":"That was still it"},{"speaker":"Ben Hadley","startTime":1214.65,"endTime":1219.06,"body":"still works, you know, killer?"},{"speaker":"Ben Hadley","startTime":1219.12,"endTime":1222.48,"body":"Absolutely. Anybody that's"},{"speaker":"Ben Hadley","startTime":1219.12,"endTime":1222.48,"body":"listening, if you think you're a"},{"speaker":"Ben Hadley","startTime":1222.48,"endTime":1225.03,"body":"genius, www.autogenius.com that"},{"speaker":"Paul Daly","startTime":1226.02,"endTime":1229.05,"body":"shameless plug, no"},{"speaker":"Paul Daly","startTime":1226.02,"endTime":1229.05,"body":"problem well wow the more the"},{"speaker":"Paul Daly","startTime":1229.05,"endTime":1232.68,"body":"more people Hey, you got the"},{"speaker":"Paul Daly","startTime":1229.05,"endTime":1232.68,"body":"gate pretty well. So like yeah,"},{"speaker":"Paul Daly","startTime":1232.74,"endTime":1236.94,"body":"it's not anybody can't join. Now"},{"speaker":"Paul Daly","startTime":1232.74,"endTime":1236.94,"body":"we say NO WAY more are you good"},{"speaker":"Paul Daly","startTime":1236.94,"endTime":1238.83,"body":"enough? This is great. That's a"},{"speaker":"Paul Daly","startTime":1236.94,"endTime":1238.83,"body":"great recruiting ploy the"},{"speaker":"Paul Daly","startTime":1238.83,"endTime":1241.86,"body":"Marines did it back in the day,"},{"speaker":"Paul Daly","startTime":1238.83,"endTime":1241.86,"body":"right? They get their budget got"},{"speaker":"Paul Daly","startTime":1241.86,"endTime":1243.75,"body":"cut and recruiting and armies,"},{"speaker":"Paul Daly","startTime":1241.86,"endTime":1243.75,"body":"like we're going to spend on"},{"speaker":"Paul Daly","startTime":1243.75,"endTime":1246.24,"body":"ads, Navy's, like we're spending"},{"speaker":"Paul Daly","startTime":1243.75,"endTime":1246.24,"body":"on ads, Marines, like, we don't"},{"speaker":"Paul Daly","startTime":1246.24,"endTime":1249.12,"body":"have any money. We don't know if"},{"speaker":"Paul Daly","startTime":1246.24,"endTime":1249.12,"body":"you're good enough to join us"},{"speaker":"Paul Daly","startTime":1249.12,"endTime":1253.53,"body":"actually. The only ones that met"},{"speaker":"Paul Daly","startTime":1249.12,"endTime":1253.53,"body":"their recruiting quota."},{"speaker":"Kyle Mountsier","startTime":1255.93,"endTime":1259.29,"body":"So, okay, so So"},{"speaker":"Kyle Mountsier","startTime":1255.93,"endTime":1259.29,"body":"out of this, obviously, there's"},{"speaker":"Kyle Mountsier","startTime":1259.29,"endTime":1262.08,"body":"a few things that and we're"},{"speaker":"Kyle Mountsier","startTime":1259.29,"endTime":1262.08,"body":"going to be doing some of the"},{"speaker":"Kyle Mountsier","startTime":1262.08,"endTime":1265.14,"body":"things that happen within this"},{"speaker":"Kyle Mountsier","startTime":1262.08,"endTime":1265.14,"body":"community, but also that have"},{"speaker":"Kyle Mountsier","startTime":1265.14,"endTime":1269.67,"body":"now informed products. But, you"},{"speaker":"Kyle Mountsier","startTime":1265.14,"endTime":1269.67,"body":"know, the Pitch Tank community"},{"speaker":"Kyle Mountsier","startTime":1269.67,"endTime":1273.03,"body":"has really been built around"},{"speaker":"Kyle Mountsier","startTime":1269.67,"endTime":1273.03,"body":"which pitch tank is essentially"},{"speaker":"Kyle Mountsier","startTime":1273.03,"endTime":1275.79,"body":"dealers pitching vendors has"},{"speaker":"Kyle Mountsier","startTime":1273.03,"endTime":1275.79,"body":"been built around this auto"},{"speaker":"Kyle Mountsier","startTime":1275.79,"endTime":1278.19,"body":"genius community kind of"},{"speaker":"Kyle Mountsier","startTime":1275.79,"endTime":1278.19,"body":"searching out and seeking out,"},{"speaker":"Kyle Mountsier","startTime":1278.4,"endTime":1281.01,"body":"not just for themselves, but"},{"speaker":"Kyle Mountsier","startTime":1278.4,"endTime":1281.01,"body":"really for the industry at this"},{"speaker":"Kyle Mountsier","startTime":1281.01,"endTime":1283.98,"body":"point, like, what's good tech,"},{"speaker":"Kyle Mountsier","startTime":1281.01,"endTime":1283.98,"body":"what works, what doesn't work,"},{"speaker":"Kyle Mountsier","startTime":1283.98,"endTime":1288.27,"body":"what are good partners, and then"},{"speaker":"Kyle Mountsier","startTime":1283.98,"endTime":1288.27,"body":"this turn of like, hey, dealers,"},{"speaker":"Kyle Mountsier","startTime":1288.27,"endTime":1292.02,"body":"and this kind of market product"},{"speaker":"Kyle Mountsier","startTime":1288.27,"endTime":1292.02,"body":"fit idea is that, hey, dealers"},{"speaker":"Kyle Mountsier","startTime":1292.02,"endTime":1295.41,"body":"have needs, and I think even"},{"speaker":"Kyle Mountsier","startTime":1292.02,"endTime":1295.41,"body":"Steve Greenfield is tapping into"},{"speaker":"Kyle Mountsier","startTime":1295.41,"endTime":1298.98,"body":"the this with his Dealer Fund"},{"speaker":"Kyle Mountsier","startTime":1295.41,"endTime":1298.98,"body":"is, hey, dealers have needs that"},{"speaker":"Kyle Mountsier","startTime":1299.34,"endTime":1303.63,"body":"are needing to now be expressed"},{"speaker":"Kyle Mountsier","startTime":1299.34,"endTime":1303.63,"body":"first, from the dealer side, to"},{"speaker":"Kyle Mountsier","startTime":1303.63,"endTime":1307.68,"body":"the tech world of like, if we"},{"speaker":"Kyle Mountsier","startTime":1303.63,"endTime":1307.68,"body":"don't solve this guys someone"},{"speaker":"Kyle Mountsier","startTime":1307.68,"endTime":1311.88,"body":"help us out, right? Yeah, we"},{"speaker":"Kyle Mountsier","startTime":1307.68,"endTime":1311.88,"body":"can't build it all. And a lot of"},{"speaker":"Kyle Mountsier","startTime":1311.91,"endTime":1314.64,"body":"you know, a lot of tech has been"},{"speaker":"Kyle Mountsier","startTime":1311.91,"endTime":1314.64,"body":"built by dealers moving out of"},{"speaker":"Kyle Mountsier","startTime":1314.64,"endTime":1317.31,"body":"the dealer world and building"},{"speaker":"Kyle Mountsier","startTime":1314.64,"endTime":1317.31,"body":"tech. But now it's like, Hey,"},{"speaker":"Kyle Mountsier","startTime":1317.31,"endTime":1320.13,"body":"we're doing really great over"},{"speaker":"Kyle Mountsier","startTime":1317.31,"endTime":1320.13,"body":"here. But if we don't meet that,"},{"speaker":"Kyle Mountsier","startTime":1320.28,"endTime":1323.73,"body":"then all of a sudden, you know,"},{"speaker":"Kyle Mountsier","startTime":1320.28,"endTime":1323.73,"body":"to be grim, like we're gonna"},{"speaker":"Kyle Mountsier","startTime":1323.73,"endTime":1328.62,"body":"die. And so Hey, tech partners,"},{"speaker":"Kyle Mountsier","startTime":1323.73,"endTime":1328.62,"body":"you know, what, what, what do we"},{"speaker":"Kyle Mountsier","startTime":1328.62,"endTime":1332.04,"body":"need? And so, I guess, you know,"},{"speaker":"Kyle Mountsier","startTime":1328.62,"endTime":1332.04,"body":"from from an Auto Genius"},{"speaker":"Kyle Mountsier","startTime":1332.04,"endTime":1335.82,"body":"perspective, kind of answering"},{"speaker":"Kyle Mountsier","startTime":1332.04,"endTime":1335.82,"body":"this, what tech needs are is the"},{"speaker":"Kyle Mountsier","startTime":1335.82,"endTime":1339.72,"body":"Auto Genius community, like"},{"speaker":"Kyle Mountsier","startTime":1335.82,"endTime":1339.72,"body":"said, and then are now being"},{"speaker":"Kyle Mountsier","startTime":1339.72,"endTime":1343.8,"body":"built. And then also, you know,"},{"speaker":"Kyle Mountsier","startTime":1339.72,"endTime":1343.8,"body":"what, what are you seeing that"},{"speaker":"Kyle Mountsier","startTime":1343.8,"endTime":1347.64,"body":"dealers are continually asking"},{"speaker":"Kyle Mountsier","startTime":1343.8,"endTime":1347.64,"body":"for even outside of that from"},{"speaker":"Kyle Mountsier","startTime":1347.64,"endTime":1351.12,"body":"industry partners right now that"},{"speaker":"Kyle Mountsier","startTime":1347.64,"endTime":1351.12,"body":"we might kind of see at at ASOTU"},{"speaker":"Kyle Mountsier","startTime":1351.12,"endTime":1351.48,"body":"CON?"},{"speaker":"Ben Hadley","startTime":1351.51,"endTime":1355.86,"body":"Yeah. So I think"},{"speaker":"Ben Hadley","startTime":1351.51,"endTime":1355.86,"body":"what Ryan's we have this"},{"speaker":"Ben Hadley","startTime":1355.86,"endTime":1358.83,"body":"conversation early on with one"},{"speaker":"Ben Hadley","startTime":1355.86,"endTime":1358.83,"body":"of our clients, and I'm going to"},{"speaker":"Ben Hadley","startTime":1358.83,"endTime":1363.63,"body":"keep him anonymous, because he"},{"speaker":"Ben Hadley","startTime":1358.83,"endTime":1363.63,"body":"prefers that way. But he pointed"},{"speaker":"Ben Hadley","startTime":1363.63,"endTime":1369.06,"body":"out that, you know, he found it"},{"speaker":"Ben Hadley","startTime":1363.63,"endTime":1369.06,"body":"weird that you could, you could"},{"speaker":"Ben Hadley","startTime":1369.06,"endTime":1372.6,"body":"have someone sell, like selling"},{"speaker":"Ben Hadley","startTime":1369.06,"endTime":1372.6,"body":"CRM in our industry, right, like"},{"speaker":"Ben Hadley","startTime":1374.34,"endTime":1378.69,"body":"VinSolutions, elite, whatever,"},{"speaker":"Ben Hadley","startTime":1374.34,"endTime":1378.69,"body":"go into his store. And then he"},{"speaker":"Ben Hadley","startTime":1378.69,"endTime":1381.9,"body":"was like, you know, do you think"},{"speaker":"Ben Hadley","startTime":1378.69,"endTime":1381.9,"body":"they're logging that in"},{"speaker":"Ben Hadley","startTime":1382.05,"endTime":1385.23,"body":"VinSolutions elite, like a self"},{"speaker":"Ben Hadley","startTime":1382.05,"endTime":1385.23,"body":"made CRM? Or do you think"},{"speaker":"Ben Hadley","startTime":1385.23,"endTime":1389.34,"body":"they're logging that in"},{"speaker":"Ben Hadley","startTime":1385.23,"endTime":1389.34,"body":"Salesforce? 99% of the time,"},{"speaker":"Ben Hadley","startTime":1389.37,"endTime":1393.09,"body":"that guy is logging that, that"},{"speaker":"Ben Hadley","startTime":1389.37,"endTime":1393.09,"body":"salesperson from E lead or from"},{"speaker":"Ben Hadley","startTime":1393.09,"endTime":1397.83,"body":"VinSolutions logging that"},{"speaker":"Ben Hadley","startTime":1393.09,"endTime":1397.83,"body":"activity in Salesforce. And so"},{"speaker":"Ben Hadley","startTime":1397.83,"endTime":1402.03,"body":"you look at that, and you go,"},{"speaker":"Ben Hadley","startTime":1397.83,"endTime":1402.03,"body":"Wait, why hasn't Salesforce just"},{"speaker":"Ben Hadley","startTime":1402.09,"endTime":1408.39,"body":"entered into auto? And I think"},{"speaker":"Ben Hadley","startTime":1402.09,"endTime":1408.39,"body":"that is like an it's an"},{"speaker":"Ben Hadley","startTime":1408.39,"endTime":1412.35,"body":"interesting thing, because"},{"speaker":"Ben Hadley","startTime":1408.39,"endTime":1412.35,"body":"auto's a $1.9 trillion industry,"},{"speaker":"Ben Hadley","startTime":1413.16,"endTime":1419.04,"body":"that any Shopify, HubSpot, all"},{"speaker":"Ben Hadley","startTime":1413.16,"endTime":1419.04,"body":"of these guys should be like,"},{"speaker":"Ben Hadley","startTime":1419.07,"endTime":1424.41,"body":"why? It's because the all the"},{"speaker":"Ben Hadley","startTime":1419.07,"endTime":1424.41,"body":"data is so disconnected. It's so"},{"speaker":"Ben Hadley","startTime":1424.41,"endTime":1430.65,"body":"hard to enter that, that I think"},{"speaker":"Ben Hadley","startTime":1424.41,"endTime":1430.65,"body":"that's problem number one, that"},{"speaker":"Ben Hadley","startTime":1430.65,"endTime":1433.77,"body":"like, AG is approaching and"},{"speaker":"Ben Hadley","startTime":1430.65,"endTime":1433.77,"body":"solvinig, which is kind of"},{"speaker":"Ben Hadley","startTime":1433.77,"endTime":1437.73,"body":"connecting normalizing all of"},{"speaker":"Ben Hadley","startTime":1433.77,"endTime":1437.73,"body":"the data, and then allowing for"},{"speaker":"Ben Hadley","startTime":1437.73,"endTime":1443.52,"body":"outside tech companies to"},{"speaker":"Ben Hadley","startTime":1437.73,"endTime":1443.52,"body":"actually be a part of I think,"},{"speaker":"Ben Hadley","startTime":1443.52,"endTime":1446.73,"body":"when you think about"},{"speaker":"Ben Hadley","startTime":1443.52,"endTime":1446.73,"body":"collaboration, you can't just"},{"speaker":"Ben Hadley","startTime":1446.73,"endTime":1451.56,"body":"think about within our confined"},{"speaker":"Ben Hadley","startTime":1446.73,"endTime":1451.56,"body":"walls. Like that is step one,"},{"speaker":"Ben Hadley","startTime":1451.56,"endTime":1455.55,"body":"for sure is getting all the"},{"speaker":"Ben Hadley","startTime":1451.56,"endTime":1455.55,"body":"kinds of vendor partners that we"},{"speaker":"Ben Hadley","startTime":1455.55,"endTime":1459.66,"body":"all work with, within the"},{"speaker":"Ben Hadley","startTime":1455.55,"endTime":1459.66,"body":"industry to join hands and like"},{"speaker":"Ben Hadley","startTime":1459.69,"endTime":1464.97,"body":"do some cool stuff. But you look"},{"speaker":"Ben Hadley","startTime":1459.69,"endTime":1464.97,"body":"at outside where everybody has"},{"speaker":"Ben Hadley","startTime":1464.97,"endTime":1468.3,"body":"open API documentation,"},{"speaker":"Ben Hadley","startTime":1464.97,"endTime":1468.3,"body":"everybody has an easy way to"},{"speaker":"Ben Hadley","startTime":1468.3,"endTime":1471.75,"body":"migrate data from back and back"},{"speaker":"Ben Hadley","startTime":1468.3,"endTime":1471.75,"body":"and forth. If you look outside"},{"speaker":"Ben Hadley","startTime":1471.75,"endTime":1477.21,"body":"of the industry, there is like"},{"speaker":"Ben Hadley","startTime":1471.75,"endTime":1477.21,"body":"not just collaboration, but the"},{"speaker":"Ben Hadley","startTime":1477.21,"endTime":1480.78,"body":"encouragement of collaboration"},{"speaker":"Ben Hadley","startTime":1477.21,"endTime":1480.78,"body":"through all those open API's and"},{"speaker":"Ben Hadley","startTime":1480.78,"endTime":1484.62,"body":"through that documentation, so I"},{"speaker":"Ben Hadley","startTime":1480.78,"endTime":1484.62,"body":"think that's number two. And"},{"speaker":"Ben Hadley","startTime":1484.62,"endTime":1492.54,"body":"then I think the third one is is"},{"speaker":"Ben Hadley","startTime":1484.62,"endTime":1492.54,"body":"sort of breaking down automotive"},{"speaker":"Ben Hadley","startTime":1493.14,"endTime":1499.5,"body":"from sort of like one platform"},{"speaker":"Ben Hadley","startTime":1493.14,"endTime":1499.5,"body":"to rule them all into"},{"speaker":"Ben Hadley","startTime":1499.5,"endTime":1503.94,"body":"Microservices, so that you can"},{"speaker":"Ben Hadley","startTime":1499.5,"endTime":1503.94,"body":"adopt just as much as you need"},{"speaker":"Ben Hadley","startTime":1503.94,"endTime":1510.06,"body":"from everybody. And I think that"},{"speaker":"Ben Hadley","startTime":1503.94,"endTime":1510.06,"body":"I think that's going to be like"},{"speaker":"Ben Hadley","startTime":1510.06,"endTime":1512.61,"body":"the third big impact that we"},{"speaker":"Ben Hadley","startTime":1510.06,"endTime":1512.61,"body":"have is how"},{"speaker":"Paul Daly","startTime":1512.61,"endTime":1514.59,"body":"long do you"},{"speaker":"Paul Daly","startTime":1512.61,"endTime":1514.59,"body":"realistically think it takes us"},{"speaker":"Paul Daly","startTime":1514.59,"endTime":1520.11,"body":"to get there? And I don't mean"},{"speaker":"Paul Daly","startTime":1514.59,"endTime":1520.11,"body":"completely there, right? How"},{"speaker":"Paul Daly","startTime":1520.11,"endTime":1522.75,"body":"many? How long before you feel"},{"speaker":"Paul Daly","startTime":1520.11,"endTime":1522.75,"body":"like there's meaningful"},{"speaker":"Paul Daly","startTime":1523.29,"endTime":1527.94,"body":"adoption? And motion in that"},{"speaker":"Paul Daly","startTime":1523.29,"endTime":1527.94,"body":"direction? Where we can say"},{"speaker":"Paul Daly","startTime":1527.94,"endTime":1532.98,"body":"like, Hey, this is this is"},{"speaker":"Paul Daly","startTime":1527.94,"endTime":1532.98,"body":"becoming the norm. I think, are"},{"speaker":"Paul Daly","startTime":1532.98,"endTime":1536.94,"body":"we gonna become away? Five years"},{"speaker":"Paul Daly","startTime":1532.98,"endTime":1536.94,"body":"away? Do you see?"},{"speaker":"Ben Hadley","startTime":1537.87,"endTime":1542.13,"body":"Minimum? Minimum"},{"speaker":"Ben Hadley","startTime":1537.87,"endTime":1542.13,"body":"three, probably around five."},{"speaker":"Ben Hadley","startTime":1542.79,"endTime":1547.08,"body":"feels right. The dots that I'm"},{"speaker":"Ben Hadley","startTime":1542.79,"endTime":1547.08,"body":"connecting are like, who's the"},{"speaker":"Ben Hadley","startTime":1547.11,"endTime":1548.49,"body":"who's the new CEO? Ford?"},{"speaker":"Kyle Mountsier","startTime":1549.6,"endTime":1551.46,"body":"Jim Farley."},{"speaker":"Kyle Mountsier","startTime":1549.6,"endTime":1551.46,"body":"Yeah. Jim Farley."},{"speaker":"Ben Hadley","startTime":1551.49,"endTime":1553.62,"body":"Right. His podcast"},{"speaker":"Ben Hadley","startTime":1551.49,"endTime":1553.62,"body":"for a while has been sponsored"},{"speaker":"Ben Hadley","startTime":1553.62,"endTime":1558.84,"body":"by Salesforce. Interesting, I"},{"speaker":"Ben Hadley","startTime":1553.62,"endTime":1558.84,"body":"don't know. Totally. Right."},{"speaker":"Ben Hadley","startTime":1558.84,"endTime":1561.63,"body":"Like, like, why would you have"},{"speaker":"Ben Hadley","startTime":1558.84,"endTime":1561.63,"body":"your podcast sponsored by"},{"speaker":"Ben Hadley","startTime":1561.63,"endTime":1566.01,"body":"someone that like, can't even"},{"speaker":"Ben Hadley","startTime":1561.63,"endTime":1566.01,"body":"really truly be deep into this"},{"speaker":"Ben Hadley","startTime":1566.01,"endTime":1569.4,"body":"industry? Right, unless you have"},{"speaker":"Ben Hadley","startTime":1566.01,"endTime":1569.4,"body":"a want need, etc to be in this"},{"speaker":"Ben Hadley","startTime":1569.4,"endTime":1570.0,"body":"industry, then"},{"speaker":"Paul Daly","startTime":1570.0,"endTime":1572.88,"body":"a half wants some"},{"speaker":"Paul Daly","startTime":1570.0,"endTime":1572.88,"body":"kind of special race track time."},{"speaker":"Paul Daly","startTime":1572.97,"endTime":1573.48,"body":"I don't know."},{"speaker":"Kyle Mountsier","startTime":1577.89,"endTime":1581.64,"body":"He just wants to"},{"speaker":"Kyle Mountsier","startTime":1577.89,"endTime":1581.64,"body":"drive. He just wants to be that."},{"speaker":"Kyle Mountsier","startTime":1581.82,"endTime":1583.56,"body":"But like once a Brandon Mach E,"},{"speaker":"Ben Hadley","startTime":1583.969,"endTime":1585.859,"body":"put it up with the"},{"speaker":"Ben Hadley","startTime":1583.969,"endTime":1585.859,"body":"tinfoil hat on with me for a"},{"speaker":"Ben Hadley","startTime":1585.859,"endTime":1594.469,"body":"second. Like, you know, I know"},{"speaker":"Ben Hadley","startTime":1585.859,"endTime":1594.469,"body":"for a fact. Shopify has tried to"},{"speaker":"Ben Hadley","startTime":1594.469,"endTime":1597.799,"body":"enter the market eight times and"},{"speaker":"Ben Hadley","startTime":1594.469,"endTime":1597.799,"body":"failed. So it's not like the"},{"speaker":"Ben Hadley","startTime":1597.799,"endTime":1600.859,"body":"automotive space you're seeing"},{"speaker":"Ben Hadley","startTime":1597.799,"endTime":1600.859,"body":"into the automotive space. So"},{"speaker":"Ben Hadley","startTime":1600.889,"endTime":1605.329,"body":"it's not like the outside of"},{"speaker":"Ben Hadley","startTime":1600.889,"endTime":1605.329,"body":"auto guys don't want to jump in."},{"speaker":"Ben Hadley","startTime":1605.659,"endTime":1608.359,"body":"They're just having a really"},{"speaker":"Ben Hadley","startTime":1605.659,"endTime":1608.359,"body":"hard time doing it. They come in"},{"speaker":"Ben Hadley","startTime":1608.359,"endTime":1611.839,"body":"with a lot of capital. And that"},{"speaker":"Ben Hadley","startTime":1608.359,"endTime":1611.839,"body":"certainly helps expedite things."},{"speaker":"Ben Hadley","startTime":1611.839,"endTime":1612.079,"body":"Yeah,"},{"speaker":"Paul Daly","startTime":1612.0,"endTime":1614.28,"body":"they probably are"},{"speaker":"Paul Daly","startTime":1612.0,"endTime":1614.28,"body":"like, Hey, let's get into that"},{"speaker":"Paul Daly","startTime":1614.28,"endTime":1616.62,"body":"space. It looks really"},{"speaker":"Paul Daly","startTime":1614.28,"endTime":1616.62,"body":"attractive exploratory"},{"speaker":"Paul Daly","startTime":1616.62,"endTime":1619.26,"body":"committee, they come back like"},{"speaker":"Paul Daly","startTime":1616.62,"endTime":1619.26,"body":"it's much uglier than you"},{"speaker":"Paul Daly","startTime":1619.26,"endTime":1623.61,"body":"thought. Like, pull up, man."},{"speaker":"Paul Daly","startTime":1619.26,"endTime":1623.61,"body":"Yeah, just kidding. Actually"},{"speaker":"Paul Daly","startTime":1623.61,"endTime":1625.98,"body":"Dale Pollack tells an example"},{"speaker":"Paul Daly","startTime":1623.61,"endTime":1625.98,"body":"talks about that in his book,"},{"speaker":"Paul Daly","startTime":1625.98,"endTime":1629.73,"body":"like I see it, where he lists"},{"speaker":"Paul Daly","startTime":1625.98,"endTime":1629.73,"body":"like the lack of data sharing,"},{"speaker":"Paul Daly","startTime":1629.91,"endTime":1634.08,"body":"or the expense behind it as the"},{"speaker":"Paul Daly","startTime":1629.91,"endTime":1634.08,"body":"one of the single largest, you"},{"speaker":"Paul Daly","startTime":1634.08,"endTime":1637.2,"body":"know, stops of innovation in"},{"speaker":"Paul Daly","startTime":1634.08,"endTime":1637.2,"body":"automotive period. And he told a"},{"speaker":"Paul Daly","startTime":1637.2,"endTime":1639.87,"body":"story about a company who was"},{"speaker":"Paul Daly","startTime":1637.2,"endTime":1639.87,"body":"developing this really great"},{"speaker":"Paul Daly","startTime":1639.96,"endTime":1642.6,"body":"product for service. And Dale"},{"speaker":"Paul Daly","startTime":1639.96,"endTime":1642.6,"body":"was like, I had it, you know, I"},{"speaker":"Paul Daly","startTime":1642.6,"endTime":1644.67,"body":"consulted on it. I thought it"},{"speaker":"Paul Daly","startTime":1642.6,"endTime":1644.67,"body":"was great. It's gonna be great"},{"speaker":"Paul Daly","startTime":1644.67,"endTime":1646.95,"body":"for everybody. And then they"},{"speaker":"Paul Daly","startTime":1644.67,"endTime":1646.95,"body":"bailed on the project, when they"},{"speaker":"Paul Daly","startTime":1646.95,"endTime":1649.05,"body":"found out how much it was going"},{"speaker":"Paul Daly","startTime":1646.95,"endTime":1649.05,"body":"to cost to get the data they"},{"speaker":"Paul Daly","startTime":1649.05,"endTime":1654.87,"body":"needed to do it. Yep. Yeah. So"},{"speaker":"Paul Daly","startTime":1649.05,"endTime":1654.87,"body":"nuts. And so Okay, so you said"},{"speaker":"Paul Daly","startTime":1654.9,"endTime":1657.9,"body":"three to five years? What's the"},{"speaker":"Paul Daly","startTime":1654.9,"endTime":1657.9,"body":"tipping point? What has to"},{"speaker":"Paul Daly","startTime":1657.9,"endTime":1661.35,"body":"happen? Right? What is the point"},{"speaker":"Paul Daly","startTime":1657.9,"endTime":1661.35,"body":"where, where, like, everyone's"},{"speaker":"Paul Daly","startTime":1661.35,"endTime":1664.26,"body":"gonna get the message like, hey,"},{"speaker":"Paul Daly","startTime":1661.35,"endTime":1664.26,"body":"if we, you know, you can't beat"},{"speaker":"Paul Daly","startTime":1664.26,"endTime":1666.21,"body":"them, join them? Because right,"},{"speaker":"Paul Daly","startTime":1664.26,"endTime":1666.21,"body":"right now, it's like the walls"},{"speaker":"Paul Daly","startTime":1666.21,"endTime":1669.12,"body":"of defense are up, right? Let's"},{"speaker":"Paul Daly","startTime":1666.21,"endTime":1669.12,"body":"protect what we've built. And at"},{"speaker":"Paul Daly","startTime":1669.12,"endTime":1671.97,"body":"some point, everyone realizes"},{"speaker":"Paul Daly","startTime":1669.12,"endTime":1671.97,"body":"are the smart ones realize, like"},{"speaker":"Paul Daly","startTime":1671.97,"endTime":1674.88,"body":"you we can put ourselves out of"},{"speaker":"Paul Daly","startTime":1671.97,"endTime":1674.88,"body":"business, or we can be put out"},{"speaker":"Paul Daly","startTime":1674.88,"endTime":1677.79,"body":"of business. Right? What do you"},{"speaker":"Paul Daly","startTime":1674.88,"endTime":1677.79,"body":"think? What is that thing?"},{"speaker":"Ben Hadley","startTime":1678.36,"endTime":1686.13,"body":"I think that's going"},{"speaker":"Ben Hadley","startTime":1678.36,"endTime":1686.13,"body":"to be context wise. In software,"},{"speaker":"Ben Hadley","startTime":1686.13,"endTime":1689.7,"body":"you people get really excited"},{"speaker":"Ben Hadley","startTime":1686.13,"endTime":1689.7,"body":"when you have a unicorn. You'll"},{"speaker":"Ben Hadley","startTime":1689.7,"endTime":1692.01,"body":"hear them be like, Oh, my God,"},{"speaker":"Ben Hadley","startTime":1689.7,"endTime":1692.01,"body":"billion dollar company, they're"},{"speaker":"Ben Hadley","startTime":1692.01,"endTime":1696.57,"body":"a unicorn. In automotive, if you"},{"speaker":"Ben Hadley","startTime":1692.01,"endTime":1696.57,"body":"look at the top 150 accounts,"},{"speaker":"Ben Hadley","startTime":1696.87,"endTime":1700.74,"body":"right, the top 150 dealer"},{"speaker":"Ben Hadley","startTime":1696.87,"endTime":1700.74,"body":"groups, a lot of unicorns,"},{"speaker":"Ben Hadley","startTime":1700.74,"endTime":1704.7,"body":"there's probably like 150 of"},{"speaker":"Ben Hadley","startTime":1700.74,"endTime":1704.7,"body":"them. You know, and we somehow"},{"speaker":"Ben Hadley","startTime":1704.7,"endTime":1708.21,"body":"take that for granted. Somehow"},{"speaker":"Ben Hadley","startTime":1704.7,"endTime":1708.21,"body":"we're like, it's just no"},{"speaker":"Ben Hadley","startTime":1708.21,"endTime":1712.65,"body":"software one, though, that's a"},{"speaker":"Ben Hadley","startTime":1708.21,"endTime":1712.65,"body":"bigger deal. So I think what"},{"speaker":"Ben Hadley","startTime":1712.65,"endTime":1716.04,"body":"you're going to see as a tipping"},{"speaker":"Ben Hadley","startTime":1712.65,"endTime":1716.04,"body":"point is as soon as the majority"},{"speaker":"Ben Hadley","startTime":1716.04,"endTime":1719.31,"body":"of those top 150 You see this"},{"speaker":"Ben Hadley","startTime":1716.04,"endTime":1719.31,"body":"already with like Driveway, of"},{"speaker":"Ben Hadley","startTime":1719.31,"endTime":1723.69,"body":"course you see with Carvana when"},{"speaker":"Ben Hadley","startTime":1719.31,"endTime":1723.69,"body":"when their tech stacks start"},{"speaker":"Ben Hadley","startTime":1723.69,"endTime":1728.67,"body":"looking very similar to the"},{"speaker":"Ben Hadley","startTime":1723.69,"endTime":1728.67,"body":"legacy vendors that are"},{"speaker":"Ben Hadley","startTime":1728.67,"endTime":1735.6,"body":"currently servicing them, right?"},{"speaker":"Ben Hadley","startTime":1728.67,"endTime":1735.6,"body":"When they're like, oh, yeah, we"},{"speaker":"Ben Hadley","startTime":1735.6,"endTime":1739.68,"body":"also use AWS servers in that"},{"speaker":"Ben Hadley","startTime":1735.6,"endTime":1739.68,"body":"way. We also use Salesforce in"},{"speaker":"Ben Hadley","startTime":1739.68,"endTime":1743.19,"body":"that way, we also use Salesforce"},{"speaker":"Ben Hadley","startTime":1739.68,"endTime":1743.19,"body":"marketing cloud and that way,"},{"speaker":"Ben Hadley","startTime":1743.19,"endTime":1747.36,"body":"whatever. I think as you see"},{"speaker":"Ben Hadley","startTime":1743.19,"endTime":1747.36,"body":"those 150 start looking more and"},{"speaker":"Ben Hadley","startTime":1747.36,"endTime":1751.53,"body":"more like those, the existing"},{"speaker":"Ben Hadley","startTime":1747.36,"endTime":1751.53,"body":"tech partners that we have,"},{"speaker":"Ben Hadley","startTime":1752.01,"endTime":1755.16,"body":"that's the tipping point where"},{"speaker":"Ben Hadley","startTime":1752.01,"endTime":1755.16,"body":"all of a sudden it floods the"},{"speaker":"Ben Hadley","startTime":1755.16,"endTime":1755.49,"body":"market"},{"speaker":"Paul Daly","startTime":1755.96,"endTime":1758.48,"body":"is typical Ben with"},{"speaker":"Paul Daly","startTime":1755.96,"endTime":1758.48,"body":"any conversation with you, I'm"},{"speaker":"Paul Daly","startTime":1758.48,"endTime":1760.55,"body":"just like, intrigued by it. And"},{"speaker":"Paul Daly","startTime":1758.48,"endTime":1760.55,"body":"then I look over him like, Oh,"},{"speaker":"Paul Daly","startTime":1760.55,"endTime":1766.37,"body":"we're like 24 minutes. I told"},{"speaker":"Paul Daly","startTime":1760.55,"endTime":1766.37,"body":"you, I was like, you gotta you"},{"speaker":"Paul Daly","startTime":1766.37,"endTime":1768.59,"body":"gotta have the last question"},{"speaker":"Paul Daly","startTime":1766.37,"endTime":1768.59,"body":"than the last word to wrap this"},{"speaker":"Paul Daly","startTime":1768.59,"endTime":1769.64,"body":"up. I'm gonna sit back."},{"speaker":"Kyle Mountsier","startTime":1770.02,"endTime":1772.6,"body":"I'm just gonna"},{"speaker":"Kyle Mountsier","startTime":1770.02,"endTime":1772.6,"body":"have the last word. And I think"},{"speaker":"Kyle Mountsier","startTime":1772.6,"endTime":1779.59,"body":"that for me, and I'll kind of"},{"speaker":"Kyle Mountsier","startTime":1772.6,"endTime":1779.59,"body":"answer the question in route to"},{"speaker":"Kyle Mountsier","startTime":1779.59,"endTime":1784.36,"body":"a close is that is that the"},{"speaker":"Kyle Mountsier","startTime":1779.59,"endTime":1784.36,"body":"tipping point for me is just"},{"speaker":"Kyle Mountsier","startTime":1784.36,"endTime":1790.45,"body":"like the eyes up in recognition"},{"speaker":"Kyle Mountsier","startTime":1784.36,"endTime":1790.45,"body":"that it has to come for the"},{"speaker":"Kyle Mountsier","startTime":1790.45,"endTime":1795.43,"body":"companies that are still holding"},{"speaker":"Kyle Mountsier","startTime":1790.45,"endTime":1795.43,"body":"data tightly, right? Like, the"},{"speaker":"Kyle Mountsier","startTime":1795.43,"endTime":1799.36,"body":"minute those companies look up"},{"speaker":"Kyle Mountsier","startTime":1795.43,"endTime":1799.36,"body":"and be like, Okay, fine, you"},{"speaker":"Kyle Mountsier","startTime":1799.36,"endTime":1803.44,"body":"know that that we're gonna throw"},{"speaker":"Kyle Mountsier","startTime":1799.36,"endTime":1803.44,"body":"it throw our hands up, and you"},{"speaker":"Kyle Mountsier","startTime":1803.44,"endTime":1807.58,"body":"now have access, and you now"},{"speaker":"Kyle Mountsier","startTime":1803.44,"endTime":1807.58,"body":"have quality API's and you and"},{"speaker":"Kyle Mountsier","startTime":1807.61,"endTime":1812.32,"body":"oh, it is the dealer's data."},{"speaker":"Kyle Mountsier","startTime":1807.61,"endTime":1812.32,"body":"Fine. Here it is, the minute"},{"speaker":"Kyle Mountsier","startTime":1812.32,"endTime":1816.61,"body":"that happens, all these entrants"},{"speaker":"Kyle Mountsier","startTime":1812.32,"endTime":1816.61,"body":"are going to be like, we've been"},{"speaker":"Kyle Mountsier","startTime":1816.61,"endTime":1820.39,"body":"waiting for that. And I think"},{"speaker":"Kyle Mountsier","startTime":1816.61,"endTime":1820.39,"body":"that that's because I mean,"},{"speaker":"Kyle Mountsier","startTime":1820.69,"endTime":1825.13,"body":"literally sitting in a"},{"speaker":"Kyle Mountsier","startTime":1820.69,"endTime":1825.13,"body":"boardroom, with a company that's"},{"speaker":"Kyle Mountsier","startTime":1825.16,"endTime":1829.51,"body":"creating a retailing tool. And"},{"speaker":"Kyle Mountsier","startTime":1825.16,"endTime":1829.51,"body":"they were like, no, what you"},{"speaker":"Kyle Mountsier","startTime":1829.51,"endTime":1833.83,"body":"don't understand is that the"},{"speaker":"Kyle Mountsier","startTime":1829.51,"endTime":1833.83,"body":"data side of it that we have to"},{"speaker":"Kyle Mountsier","startTime":1833.83,"endTime":1838.39,"body":"push all of our stuff into, has"},{"speaker":"Kyle Mountsier","startTime":1833.83,"endTime":1838.39,"body":"taken us seven months to train"},{"speaker":"Kyle Mountsier","startTime":1838.39,"endTime":1842.5,"body":"them on how to use their, their"},{"speaker":"Kyle Mountsier","startTime":1838.39,"endTime":1842.5,"body":"own API's, right? Right to be"},{"speaker":"Kyle Mountsier","startTime":1842.5,"endTime":1846.82,"body":"able to get the data in. So"},{"speaker":"Kyle Mountsier","startTime":1842.5,"endTime":1846.82,"body":"like, that's like Salesforce,"},{"speaker":"Kyle Mountsier","startTime":1846.85,"endTime":1849.31,"body":"when they want to integrate with"},{"speaker":"Kyle Mountsier","startTime":1846.85,"endTime":1849.31,"body":"something, it takes them like a"},{"speaker":"Kyle Mountsier","startTime":1849.31,"endTime":1852.97,"body":"month and a half, because they"},{"speaker":"Kyle Mountsier","startTime":1849.31,"endTime":1852.97,"body":"just throw, you know, 400 grand,"},{"speaker":"Kyle Mountsier","startTime":1852.97,"endTime":1856.18,"body":"and developers at it real quick,"},{"speaker":"Kyle Mountsier","startTime":1852.97,"endTime":1856.18,"body":"and they just connect to the"},{"speaker":"Kyle Mountsier","startTime":1856.18,"endTime":1859.81,"body":"API, you don't go train another"},{"speaker":"Kyle Mountsier","startTime":1856.18,"endTime":1859.81,"body":"company on how to use their"},{"speaker":"Kyle Mountsier","startTime":1859.81,"endTime":1864.58,"body":"API's. And so the minute that"},{"speaker":"Kyle Mountsier","startTime":1859.81,"endTime":1864.58,"body":"unlock happens, I think that any"},{"speaker":"Kyle Mountsier","startTime":1864.58,"endTime":1868.12,"body":"tech company that's that's"},{"speaker":"Kyle Mountsier","startTime":1864.58,"endTime":1868.12,"body":"starting in automotive today, or"},{"speaker":"Kyle Mountsier","startTime":1868.12,"endTime":1871.24,"body":"like in the last year, or any"},{"speaker":"Kyle Mountsier","startTime":1868.12,"endTime":1871.24,"body":"new entrant is just going to be"},{"speaker":"Kyle Mountsier","startTime":1871.24,"endTime":1876.73,"body":"ready to go. And so I, for me,"},{"speaker":"Kyle Mountsier","startTime":1871.24,"endTime":1876.73,"body":"that's, that's a tipping point"},{"speaker":"Kyle Mountsier","startTime":1876.73,"endTime":1881.65,"body":"that has to happen. And I think"},{"speaker":"Kyle Mountsier","startTime":1876.73,"endTime":1881.65,"body":"that we're going to see some of"},{"speaker":"Kyle Mountsier","startTime":1881.65,"endTime":1884.68,"body":"that recognition in some of the"},{"speaker":"Kyle Mountsier","startTime":1881.65,"endTime":1884.68,"body":"stuff that Ben's going to be a"},{"speaker":"Kyle Mountsier","startTime":1884.68,"endTime":1888.34,"body":"part of, at ASOTU COON,"},{"speaker":"Kyle Mountsier","startTime":1884.68,"endTime":1888.34,"body":"especially that dealers pitching"},{"speaker":"Kyle Mountsier","startTime":1888.34,"endTime":1890.59,"body":"vendors. And I think that"},{"speaker":"Kyle Mountsier","startTime":1888.34,"endTime":1890.59,"body":"there's going to be a lot of"},{"speaker":"Kyle Mountsier","startTime":1890.59,"endTime":1893.98,"body":"work out that happens in the"},{"speaker":"Kyle Mountsier","startTime":1890.59,"endTime":1893.98,"body":"brain space and functional space"},{"speaker":"Kyle Mountsier","startTime":1893.98,"endTime":1897.79,"body":"from a product perspective. So"},{"speaker":"Kyle Mountsier","startTime":1893.98,"endTime":1897.79,"body":"like Ben and I were talking"},{"speaker":"Kyle Mountsier","startTime":1897.79,"endTime":1900.07,"body":"about this the other day, if"},{"speaker":"Kyle Mountsier","startTime":1897.79,"endTime":1900.07,"body":"you're an industry partner, and"},{"speaker":"Kyle Mountsier","startTime":1900.07,"endTime":1903.4,"body":"you bought your sales team, a"},{"speaker":"Kyle Mountsier","startTime":1900.07,"endTime":1903.4,"body":"ticket to ASOTU CON, you did the"},{"speaker":"Kyle Mountsier","startTime":1903.4,"endTime":1905.86,"body":"wrong thing, send your product"},{"speaker":"Kyle Mountsier","startTime":1903.4,"endTime":1905.86,"body":"team, because they're going to"},{"speaker":"Kyle Mountsier","startTime":1905.86,"endTime":1909.34,"body":"be better suited to serve the"},{"speaker":"Kyle Mountsier","startTime":1905.86,"endTime":1909.34,"body":"needs of the dealer of the"},{"speaker":"Kyle Mountsier","startTime":1909.34,"endTime":1912.01,"body":"dealer network. So and then"},{"speaker":"Kyle Mountsier","startTime":1909.34,"endTime":1912.01,"body":"thanks for coming in with a lot"},{"speaker":"Kyle Mountsier","startTime":1912.01,"endTime":1916.6,"body":"of ideas, way more ideas, way"},{"speaker":"Kyle Mountsier","startTime":1912.01,"endTime":1916.6,"body":"more ideas. Yeah. So Ben, thanks"},{"speaker":"Kyle Mountsier","startTime":1916.6,"endTime":1919.03,"body":"for coming on Auto Collabs."},{"speaker":"Kyle Mountsier","startTime":1916.6,"endTime":1919.03,"body":"Thanks for hanging out with us."},{"speaker":"Kyle Mountsier","startTime":1919.03,"endTime":1924.37,"body":"And and and going through that,"},{"speaker":"Kyle Mountsier","startTime":1919.03,"endTime":1924.37,"body":"that history and kind of setting"},{"speaker":"Kyle Mountsier","startTime":1924.4,"endTime":1927.73,"body":"plotting the course for a lot of"},{"speaker":"Kyle Mountsier","startTime":1924.4,"endTime":1927.73,"body":"dealers in this network, and for"},{"speaker":"Kyle Mountsier","startTime":1927.73,"endTime":1930.37,"body":"a lot of industry partners as"},{"speaker":"Kyle Mountsier","startTime":1927.73,"endTime":1930.37,"body":"well, because I think, you know,"},{"speaker":"Kyle Mountsier","startTime":1930.4,"endTime":1933.1,"body":"even outside of Auto genius,"},{"speaker":"Kyle Mountsier","startTime":1930.4,"endTime":1933.1,"body":"your industry level recognition"},{"speaker":"Kyle Mountsier","startTime":1933.1,"endTime":1936.34,"body":"of what needs to happen is"},{"speaker":"Kyle Mountsier","startTime":1933.1,"endTime":1936.34,"body":"extremely valuable for this"},{"speaker":"Kyle Mountsier","startTime":1936.34,"endTime":1939.01,"body":"community and for the dealer"},{"speaker":"Kyle Mountsier","startTime":1936.34,"endTime":1939.01,"body":"network. So appreciate you"},{"speaker":"Kyle Mountsier","startTime":1939.01,"endTime":1940.75,"body":"coming on, man. Yeah, thanks for"},{"speaker":"Kyle Mountsier","startTime":1939.01,"endTime":1940.75,"body":"having me."},{"speaker":"Michael Cirillo","startTime":1945.44,"endTime":1947.18,"body":"I feel like"},{"speaker":"Michael Cirillo","startTime":1945.44,"endTime":1947.18,"body":"there were enough words thrown"},{"speaker":"Michael Cirillo","startTime":1947.18,"endTime":1950.54,"body":"around in this interview to make"},{"speaker":"Michael Cirillo","startTime":1947.18,"endTime":1950.54,"body":"up a whole new Beastie Boys."},{"speaker":"Paul Daly","startTime":1950.96,"endTime":1952.55,"body":"I think if you just"},{"speaker":"Paul Daly","startTime":1950.96,"endTime":1952.55,"body":"selected words from the"},{"speaker":"Paul Daly","startTime":1952.55,"endTime":1955.49,"body":"transcript, and like dropped"},{"speaker":"Paul Daly","startTime":1952.55,"endTime":1955.49,"body":"them rhythmically, I think we'd"},{"speaker":"Paul Daly","startTime":1955.49,"endTime":1957.89,"body":"have an album and actually, I"},{"speaker":"Paul Daly","startTime":1955.49,"endTime":1957.89,"body":"think Ben would probably like"},{"speaker":"Paul Daly","startTime":1957.89,"endTime":1959.24,"body":"that. I bet he's"},{"speaker":"Kyle Mountsier","startTime":1959.54,"endTime":1962.93,"body":"boys fan without"},{"speaker":"Kyle Mountsier","startTime":1959.54,"endTime":1962.93,"body":"a doubt. Well, or, or everybody"},{"speaker":"Kyle Mountsier","startTime":1962.93,"endTime":1966.08,"body":"would need a dictionary next to"},{"speaker":"Kyle Mountsier","startTime":1962.93,"endTime":1966.08,"body":"them. They're like, Yeah,"},{"speaker":"Paul Daly","startTime":1966.68,"endTime":1968.72,"body":"well, that's why he"},{"speaker":"Paul Daly","startTime":1966.68,"endTime":1968.72,"body":"needs the parent. Now. I think I"},{"speaker":"Paul Daly","startTime":1968.72,"endTime":1972.02,"body":"get it. That's why the parables"},{"speaker":"Paul Daly","startTime":1968.72,"endTime":1972.02,"body":"makes sense, right? He hit us"},{"speaker":"Paul Daly","startTime":1972.02,"endTime":1974.42,"body":"on. So when he drops the big"},{"speaker":"Paul Daly","startTime":1972.02,"endTime":1974.42,"body":"word, we're like, oh, we assume"},{"speaker":"Paul Daly","startTime":1974.42,"endTime":1974.6,"body":"he"},{"speaker":"Kyle Mountsier","startTime":1974.6,"endTime":1977.42,"body":"knows what it"},{"speaker":"Kyle Mountsier","startTime":1974.6,"endTime":1977.42,"body":"means. Exactly. You know, I love"},{"speaker":"Kyle Mountsier","startTime":1977.42,"endTime":1980.78,"body":"the conversation. Because for"},{"speaker":"Kyle Mountsier","startTime":1977.42,"endTime":1980.78,"body":"me, it's a big pain point,"},{"speaker":"Kyle Mountsier","startTime":1980.78,"endTime":1983.42,"body":"especially coming from the"},{"speaker":"Kyle Mountsier","startTime":1980.78,"endTime":1983.42,"body":"dealer side of all of this tech"},{"speaker":"Kyle Mountsier","startTime":1983.42,"endTime":1985.94,"body":"that dealers are supposed to use"},{"speaker":"Kyle Mountsier","startTime":1983.42,"endTime":1985.94,"body":"and salespeople are supposed to"},{"speaker":"Kyle Mountsier","startTime":1985.94,"endTime":1990.11,"body":"use and, and it just kind of"},{"speaker":"Kyle Mountsier","startTime":1985.94,"endTime":1990.11,"body":"gets overwhelming. And I and I'm"},{"speaker":"Kyle Mountsier","startTime":1990.11,"endTime":1994.97,"body":"glad that he's seeing this trend"},{"speaker":"Kyle Mountsier","startTime":1990.11,"endTime":1994.97,"body":"from consumer facing tech, back"},{"speaker":"Kyle Mountsier","startTime":1994.97,"endTime":1998.96,"body":"to user like, what's the end"},{"speaker":"Kyle Mountsier","startTime":1994.97,"endTime":1998.96,"body":"user feeling about this"},{"speaker":"Kyle Mountsier","startTime":1998.96,"endTime":2003.61,"body":"technology, whether it's a chat"},{"speaker":"Kyle Mountsier","startTime":1998.96,"endTime":2003.61,"body":"platform or a DR solution, that"},{"speaker":"Kyle Mountsier","startTime":2003.61,"endTime":2007.66,"body":"it's actually that it's actually"},{"speaker":"Kyle Mountsier","startTime":2003.61,"endTime":2007.66,"body":"being refocused on how users in"},{"speaker":"Kyle Mountsier","startTime":2007.66,"endTime":2010.54,"body":"dealerships, because that's what"},{"speaker":"Kyle Mountsier","startTime":2007.66,"endTime":2010.54,"body":"that's what actually is going to"},{"speaker":"Kyle Mountsier","startTime":2010.54,"endTime":2013.48,"body":"accelerate innovation or change"},{"speaker":"Kyle Mountsier","startTime":2010.54,"endTime":2013.48,"body":"or process change or consumer"},{"speaker":"Kyle Mountsier","startTime":2013.48,"endTime":2016.78,"body":"experiences, is the end user in"},{"speaker":"Kyle Mountsier","startTime":2013.48,"endTime":2016.78,"body":"the dealership actually able to"},{"speaker":"Kyle Mountsier","startTime":2016.78,"endTime":2019.66,"body":"use it better and serve the"},{"speaker":"Kyle Mountsier","startTime":2016.78,"endTime":2019.66,"body":"customer. And so I think that"},{"speaker":"Kyle Mountsier","startTime":2019.69,"endTime":2022.42,"body":"it's actually it's actually"},{"speaker":"Kyle Mountsier","startTime":2019.69,"endTime":2022.42,"body":"focusing on the customer to"},{"speaker":"Kyle Mountsier","startTime":2022.42,"endTime":2025.99,"body":"focus on the way the employee or"},{"speaker":"Kyle Mountsier","startTime":2022.42,"endTime":2025.99,"body":"the internal dealership uses"},{"speaker":"Kyle Mountsier","startTime":2025.99,"endTime":2029.35,"body":"technology. And so I love that"},{"speaker":"Kyle Mountsier","startTime":2025.99,"endTime":2029.35,"body":"there's that refocus of"},{"speaker":"Kyle Mountsier","startTime":2029.35,"endTime":2032.14,"body":"attention for for new tech"},{"speaker":"Kyle Mountsier","startTime":2029.35,"endTime":2032.14,"body":"coming into the auto space."},{"speaker":"Paul Daly","startTime":2033.55,"endTime":2036.239,"body":"Well, look, that's a"},{"speaker":"Paul Daly","startTime":2033.55,"endTime":2036.239,"body":"lot to chew on. So we hope that"},{"speaker":"Paul Daly","startTime":2036.291,"endTime":2039.447,"body":"you enjoyed our time with Ben,"},{"speaker":"Paul Daly","startTime":2036.291,"endTime":2039.447,"body":"we hope you'd connect with him"},{"speaker":"Paul Daly","startTime":2039.498,"endTime":2042.602,"body":"on LinkedIn, because he's always"},{"speaker":"Paul Daly","startTime":2039.498,"endTime":2042.602,"body":"dropping posts that get you"},{"speaker":"Paul Daly","startTime":2042.654,"endTime":2045.706,"body":"thinking and just very, very"},{"speaker":"Paul Daly","startTime":2042.654,"endTime":2045.706,"body":"thought provoking posts, great"},{"speaker":"Paul Daly","startTime":2045.758,"endTime":2048.758,"body":"conversation that has happened"},{"speaker":"Paul Daly","startTime":2045.758,"endTime":2048.758,"body":"around them. So we hope you"},{"speaker":"Paul Daly","startTime":2048.81,"endTime":2051.603,"body":"connect with Ben on LinkedIn."},{"speaker":"Paul Daly","startTime":2048.81,"endTime":2051.603,"body":"But on behalf of Michael"},{"speaker":"Paul Daly","startTime":2051.655,"endTime":2054.707,"body":"Cirillo, Kyle Mountsier and"},{"speaker":"Paul Daly","startTime":2051.655,"endTime":2054.707,"body":"myself, thank you for listening"},{"speaker":"Paul Daly","startTime":2054.759,"endTime":2056.88,"body":"to Auto Collabs. We'll see you"},{"speaker":"Paul Daly","startTime":2054.759,"endTime":2056.88,"body":"next time."},{"speaker":"Unknown","startTime":2056.889,"endTime":2062.972,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":2056.889,"endTime":2062.972,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":2063.089,"endTime":2070.694,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":2063.089,"endTime":2070.694,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":2070.811,"endTime":2077.947,"body":"culture. You can get it now at"},{"speaker":"Unknown","startTime":2070.811,"endTime":2077.947,"body":"asotu.com That's ASOTU.com. If"},{"speaker":"Unknown","startTime":2078.064,"endTime":2085.084,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":2078.064,"endTime":2085.084,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":2085.201,"endTime":2093.04,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":2085.201,"endTime":2093.04,"body":"listening. We'll see you next time."}]}