{"version":"1.0.0","segments":[{"speaker":"Kyle Mountsier","startTime":0.359,"endTime":2.459,"body":"Some days when"},{"speaker":"Kyle Mountsier","startTime":0.359,"endTime":2.459,"body":"we start these all I want is"},{"speaker":"Kyle Mountsier","startTime":2.459,"endTime":4.019,"body":"lunch and I don't have it yet"},{"speaker":"Paul J Daly","startTime":9.78,"endTime":13.35,"body":"this is Auto"},{"speaker":"Paul J Daly","startTime":9.78,"endTime":13.35,"body":"Collabs No, I have lunch look, I"},{"speaker":"Paul J Daly","startTime":13.35,"endTime":19.14,"body":"have I have a bag. I had"},{"speaker":"Paul J Daly","startTime":13.35,"endTime":19.14,"body":"Chipotle, they have guacamole."},{"speaker":"Paul J Daly","startTime":19.41,"endTime":23.13,"body":"I'm ready for a podcast. So"},{"speaker":"Paul J Daly","startTime":19.41,"endTime":23.13,"body":"worst food eat."},{"speaker":"Michael Cirillo","startTime":23.249,"endTime":23.999,"body":"We're fighting"},{"speaker":"Michael Cirillo","startTime":23.249,"endTime":23.999,"body":"you know,"},{"speaker":"Kyle Mountsier","startTime":24.03,"endTime":26.55,"body":"did you know"},{"speaker":"Kyle Mountsier","startTime":24.03,"endTime":26.55,"body":"that? What's his name? Bobby."},{"speaker":"Kyle Mountsier","startTime":27.18,"endTime":36.6,"body":"Bobby Flay. He he says instead"},{"speaker":"Kyle Mountsier","startTime":27.18,"endTime":36.6,"body":"of Chipotle, it's Chipotle. Oh,"},{"speaker":"Kyle Mountsier","startTime":36.6,"endTime":40.08,"body":"that's what he has a little bit"},{"speaker":"Kyle Mountsier","startTime":36.6,"endTime":40.08,"body":"of a yes. So that's like one of"},{"speaker":"Kyle Mountsier","startTime":40.08,"endTime":47.85,"body":"the world renowned chef. Bobby"},{"speaker":"Kyle Mountsier","startTime":40.08,"endTime":47.85,"body":"Flay messes up Chipotle by"},{"speaker":"Kyle Mountsier","startTime":47.85,"endTime":49.14,"body":"saying to polti That's"},{"speaker":"Paul J Daly","startTime":49.14,"endTime":51.75,"body":"how Sebastian"},{"speaker":"Paul J Daly","startTime":49.14,"endTime":51.75,"body":"Maniscalco says it his skit. He"},{"speaker":"Paul J Daly","startTime":51.75,"endTime":56.37,"body":"says they got a pretty good"},{"speaker":"Paul J Daly","startTime":51.75,"endTime":56.37,"body":"burrito down there."},{"speaker":"Kyle Mountsier","startTime":55.0,"endTime":58.24,"body":"Well, hey, look,"},{"speaker":"Kyle Mountsier","startTime":55.0,"endTime":58.24,"body":"we're not talking about Bobby"},{"speaker":"Kyle Mountsier","startTime":58.24,"endTime":63.01,"body":"Flay. We are talking about Bobby"},{"speaker":"Kyle Mountsier","startTime":58.24,"endTime":63.01,"body":"Gaudreau. I don't even know how"},{"speaker":"Kyle Mountsier","startTime":63.01,"endTime":64.12,"body":"we did that, guys."},{"speaker":"Michael Cirillo","startTime":64.15,"endTime":66.4,"body":"That was not"},{"speaker":"Michael Cirillo","startTime":64.15,"endTime":66.4,"body":"You're the king of You're the"},{"speaker":"Michael Cirillo","startTime":66.4,"endTime":68.14,"body":"king of segues. I'm just gonna I"},{"speaker":"Michael Cirillo","startTime":66.4,"endTime":68.14,"body":"don't"},{"speaker":"Kyle Mountsier","startTime":68.14,"endTime":70.78,"body":"even know how"},{"speaker":"Kyle Mountsier","startTime":68.14,"endTime":70.78,"body":"that even how we got there. From"},{"speaker":"Kyle Mountsier","startTime":70.78,"endTime":75.88,"body":"lunch to Chipotle to Bobby Flay"},{"speaker":"Kyle Mountsier","startTime":70.78,"endTime":75.88,"body":"to Bobby Gaudreau. He runs the"},{"speaker":"Kyle Mountsier","startTime":75.88,"endTime":80.29,"body":"sales organization over at"},{"speaker":"Kyle Mountsier","startTime":75.88,"endTime":80.29,"body":"activator and they're doing some"},{"speaker":"Kyle Mountsier","startTime":80.29,"endTime":83.47,"body":"cool stuff over there from what"},{"speaker":"Kyle Mountsier","startTime":80.29,"endTime":83.47,"body":"I hear. So I'm excited about"},{"speaker":"Kyle Mountsier","startTime":83.47,"endTime":85.51,"body":"this conversation. I don't know"},{"speaker":"Kyle Mountsier","startTime":83.47,"endTime":85.51,"body":"about you guys. Let's"},{"speaker":"Paul J Daly","startTime":85.51,"endTime":87.88,"body":"go. I always like"},{"speaker":"Paul J Daly","startTime":85.51,"endTime":87.88,"body":"having another person that I"},{"speaker":"Paul J Daly","startTime":87.88,"endTime":90.67,"body":"know is a marathon runner on the"},{"speaker":"Paul J Daly","startTime":87.88,"endTime":90.67,"body":"podcast to make me feel"},{"speaker":"Paul J Daly","startTime":90.94,"endTime":92.8,"body":"absolutely. overachiever."},{"speaker":"Michael Cirillo","startTime":93.34,"endTime":97.09,"body":"Like as your"},{"speaker":"Michael Cirillo","startTime":93.34,"endTime":97.09,"body":"office smells like. Guacamole."},{"speaker":"Paul J Daly","startTime":97.93,"endTime":100.81,"body":"Yeah. My race"},{"speaker":"Paul J Daly","startTime":97.93,"endTime":100.81,"body":"energy."},{"speaker":"Michael Cirillo","startTime":101.92,"endTime":104.35,"body":"Yes. I'm always"},{"speaker":"Michael Cirillo","startTime":101.92,"endTime":104.35,"body":"excited to hear from people like"},{"speaker":"Michael Cirillo","startTime":104.41,"endTime":106.78,"body":"I was looking at his bio"},{"speaker":"Michael Cirillo","startTime":104.41,"endTime":106.78,"body":"briefly. I'm sure we'll get into"},{"speaker":"Michael Cirillo","startTime":106.78,"endTime":110.2,"body":"it in the episode, but like he's"},{"speaker":"Michael Cirillo","startTime":106.78,"endTime":110.2,"body":"been a part of some pretty major"},{"speaker":"Michael Cirillo","startTime":110.2,"endTime":114.52,"body":"moves throughout automotive and"},{"speaker":"Michael Cirillo","startTime":110.2,"endTime":114.52,"body":"it just it sticks with me that"},{"speaker":"Michael Cirillo","startTime":114.55,"endTime":118.57,"body":"my journey in automotive like if"},{"speaker":"Michael Cirillo","startTime":114.55,"endTime":118.57,"body":"I were to think about what I've"},{"speaker":"Michael Cirillo","startTime":118.57,"endTime":120.88,"body":"done in automotive, my"},{"speaker":"Michael Cirillo","startTime":118.57,"endTime":120.88,"body":"affiliation automotive at"},{"speaker":"Michael Cirillo","startTime":120.88,"endTime":124.69,"body":"startups, as affiliation with"},{"speaker":"Michael Cirillo","startTime":120.88,"endTime":124.69,"body":"automotive is a completely"},{"speaker":"Michael Cirillo","startTime":124.69,"endTime":127.69,"body":"different trajectory. Like there"},{"speaker":"Michael Cirillo","startTime":124.69,"endTime":127.69,"body":"is so much space in this"},{"speaker":"Michael Cirillo","startTime":127.69,"endTime":131.05,"body":"industry. So I'm excited to, you"},{"speaker":"Michael Cirillo","startTime":127.69,"endTime":131.05,"body":"know, maybe get into some of the"},{"speaker":"Michael Cirillo","startTime":131.05,"endTime":132.49,"body":"things that he's done in his"},{"speaker":"Michael Cirillo","startTime":131.05,"endTime":132.49,"body":"career."},{"speaker":"Unknown","startTime":133.6,"endTime":135.34,"body":"All right, here's our"},{"speaker":"Unknown","startTime":133.6,"endTime":135.34,"body":"interview with Bobby Gaudreau."},{"speaker":"Kyle Mountsier","startTime":139.98,"endTime":142.77,"body":"All right, we've"},{"speaker":"Kyle Mountsier","startTime":139.98,"endTime":142.77,"body":"got Bobby here with us, Bobby,"},{"speaker":"Kyle Mountsier","startTime":142.77,"endTime":145.14,"body":"I'm super excited that you've"},{"speaker":"Kyle Mountsier","startTime":142.77,"endTime":145.14,"body":"joined us You and I are just"},{"speaker":"Kyle Mountsier","startTime":145.14,"endTime":147.39,"body":"going to have a conversation for"},{"speaker":"Kyle Mountsier","startTime":145.14,"endTime":147.39,"body":"the next 20 minutes we're going"},{"speaker":"Kyle Mountsier","startTime":147.39,"endTime":150.21,"body":"to see Paul and Cirilo out of it"},{"speaker":"Kyle Mountsier","startTime":147.39,"endTime":150.21,"body":"because apparently we're just"},{"speaker":"Kyle Mountsier","startTime":150.21,"endTime":152.34,"body":"going to talk about running for"},{"speaker":"Kyle Mountsier","startTime":150.21,"endTime":152.34,"body":"the next 20 minutes you good"},{"speaker":"Kyle Mountsier","startTime":152.34,"endTime":152.85,"body":"with that?"},{"speaker":"Bobby Gaudreau","startTime":153.42,"endTime":154.47,"body":"Great with that"},{"speaker":"Bobby Gaudreau","startTime":153.42,"endTime":154.47,"body":"great"},{"speaker":"Kyle Mountsier","startTime":156.81,"endTime":159.99,"body":"i I'm starting"},{"speaker":"Kyle Mountsier","startTime":156.81,"endTime":159.99,"body":"that way because we found out"},{"speaker":"Kyle Mountsier","startTime":159.99,"endTime":165.72,"body":"that you have run a ridiculous"},{"speaker":"Kyle Mountsier","startTime":159.99,"endTime":165.72,"body":"amount of miles marathons Iron"},{"speaker":"Kyle Mountsier","startTime":165.72,"endTime":171.09,"body":"Man's bike things in your life."},{"speaker":"Kyle Mountsier","startTime":165.72,"endTime":171.09,"body":"Is that is that fact or is it"},{"speaker":"Kyle Mountsier","startTime":171.09,"endTime":174.72,"body":"just something we wrote like on"},{"speaker":"Kyle Mountsier","startTime":171.09,"endTime":174.72,"body":"a on a press release to make it"},{"speaker":"Kyle Mountsier","startTime":174.72,"endTime":175.26,"body":"sound cool?"},{"speaker":"Bobby Gaudreau","startTime":175.38,"endTime":178.83,"body":"Yeah, no, I know"},{"speaker":"Bobby Gaudreau","startTime":175.38,"endTime":178.83,"body":"it is. It is. It is. It is fact"},{"speaker":"Bobby Gaudreau","startTime":178.83,"endTime":184.5,"body":"I have run my fair share of of"},{"speaker":"Bobby Gaudreau","startTime":178.83,"endTime":184.5,"body":"marathons and other long events."},{"speaker":"Paul J Daly","startTime":184.53,"endTime":187.14,"body":"It was that wasn't"},{"speaker":"Paul J Daly","startTime":184.53,"endTime":187.14,"body":"the part of the bio that got me"},{"speaker":"Paul J Daly","startTime":187.14,"endTime":190.89,"body":"it was the first part of the"},{"speaker":"Paul J Daly","startTime":187.14,"endTime":190.89,"body":"bio, where it's like sold auto"},{"speaker":"Paul J Daly","startTime":190.89,"endTime":194.91,"body":"base to Dominion DealerRater"},{"speaker":"Paul J Daly","startTime":190.89,"endTime":194.91,"body":"cars, I meant to Reynolds I just"},{"speaker":"Paul J Daly","startTime":194.91,"endTime":198.15,"body":"like and then I hit a running"},{"speaker":"Paul J Daly","startTime":194.91,"endTime":198.15,"body":"hit me at the end. I was like,"},{"speaker":"Paul J Daly","startTime":198.18,"endTime":202.26,"body":"I'm just gonna go home. The rest"},{"speaker":"Paul J Daly","startTime":198.18,"endTime":202.26,"body":"of the time for all of you eat"},{"speaker":"Paul J Daly","startTime":202.26,"endTime":203.76,"body":"ice cream for the rest of the"},{"speaker":"Paul J Daly","startTime":202.26,"endTime":203.76,"body":"day."},{"speaker":"Bobby Gaudreau","startTime":205.14,"endTime":207.09,"body":"You guys make me"},{"speaker":"Bobby Gaudreau","startTime":205.14,"endTime":207.09,"body":"feel good. I'm gonna talk to you"},{"speaker":"Bobby Gaudreau","startTime":207.09,"endTime":207.9,"body":"guys more often."},{"speaker":"Paul J Daly","startTime":208.2,"endTime":209.67,"body":"Because we're gonna"},{"speaker":"Paul J Daly","startTime":208.2,"endTime":209.67,"body":"drop the hammer in like 30"},{"speaker":"Paul J Daly","startTime":209.67,"endTime":214.8,"body":"seconds. The pig always feels"},{"speaker":"Paul J Daly","startTime":209.67,"endTime":214.8,"body":"really good before they were"},{"speaker":"Paul J Daly","startTime":214.8,"endTime":217.77,"body":"like, Oh, I'm dinner. That's"},{"speaker":"Kyle Mountsier","startTime":219.84,"endTime":223.41,"body":"so okay. But no,"},{"speaker":"Kyle Mountsier","startTime":219.84,"endTime":223.41,"body":"I do have to ask. You know when"},{"speaker":"Kyle Mountsier","startTime":223.41,"endTime":226.77,"body":"it comes to to your running on"},{"speaker":"Kyle Mountsier","startTime":223.41,"endTime":226.77,"body":"treats, and I know, you know"},{"speaker":"Kyle Mountsier","startTime":226.92,"endTime":231.24,"body":"that. Obviously, we're talking"},{"speaker":"Kyle Mountsier","startTime":226.92,"endTime":231.24,"body":"auto auto business, but like"},{"speaker":"Kyle Mountsier","startTime":231.24,"endTime":235.62,"body":"where did that desire come from"},{"speaker":"Kyle Mountsier","startTime":231.24,"endTime":235.62,"body":"to run? You've run what 25"},{"speaker":"Kyle Mountsier","startTime":235.62,"endTime":237.18,"body":"marathons or something at this"},{"speaker":"Kyle Mountsier","startTime":235.62,"endTime":237.18,"body":"point?"},{"speaker":"Bobby Gaudreau","startTime":237.24,"endTime":240.9,"body":"Yeah, no, it's"},{"speaker":"Bobby Gaudreau","startTime":237.24,"endTime":240.9,"body":"actually it's it's a it's a it's"},{"speaker":"Bobby Gaudreau","startTime":240.9,"endTime":245.01,"body":"easy sort of hell because I've"},{"speaker":"Bobby Gaudreau","startTime":240.9,"endTime":245.01,"body":"said it many times. I I was you"},{"speaker":"Bobby Gaudreau","startTime":245.01,"endTime":247.26,"body":"know, I've kind of just played"},{"speaker":"Bobby Gaudreau","startTime":245.01,"endTime":247.26,"body":"the traditional sports growing"},{"speaker":"Bobby Gaudreau","startTime":247.26,"endTime":250.32,"body":"up. I went to a small state"},{"speaker":"Bobby Gaudreau","startTime":247.26,"endTime":250.32,"body":"school in New Hampshire for"},{"speaker":"Bobby Gaudreau","startTime":250.32,"endTime":253.47,"body":"college. And I joke I was I"},{"speaker":"Bobby Gaudreau","startTime":250.32,"endTime":253.47,"body":"liked it so much. I stayed there"},{"speaker":"Bobby Gaudreau","startTime":253.47,"endTime":258.93,"body":"for five years. So I enjoyed my"},{"speaker":"Bobby Gaudreau","startTime":253.47,"endTime":258.93,"body":"myself in college and my, what"},{"speaker":"Bobby Gaudreau","startTime":258.93,"endTime":262.14,"body":"should have been my last year of"},{"speaker":"Bobby Gaudreau","startTime":258.93,"endTime":262.14,"body":"college, I went with a good"},{"speaker":"Bobby Gaudreau","startTime":262.14,"endTime":264.54,"body":"friend of mine who was actually"},{"speaker":"Bobby Gaudreau","startTime":262.14,"endTime":264.54,"body":"ultimately it was the best man"},{"speaker":"Bobby Gaudreau","startTime":264.54,"endTime":267.96,"body":"at my wedding. And we saw his at"},{"speaker":"Bobby Gaudreau","startTime":264.54,"endTime":267.96,"body":"the time girlfriend now, wife of"},{"speaker":"Bobby Gaudreau","startTime":267.96,"endTime":271.47,"body":"20 plus years, she ran in the"},{"speaker":"Bobby Gaudreau","startTime":267.96,"endTime":271.47,"body":"100 Boston Marathon. So we"},{"speaker":"Bobby Gaudreau","startTime":271.47,"endTime":275.52,"body":"actually went down to Boston to"},{"speaker":"Bobby Gaudreau","startTime":271.47,"endTime":275.52,"body":"watch her run. And you know, we"},{"speaker":"Bobby Gaudreau","startTime":275.64,"endTime":278.46,"body":"stayed at his brother's house"},{"speaker":"Bobby Gaudreau","startTime":275.64,"endTime":278.46,"body":"and we went partying the night"},{"speaker":"Bobby Gaudreau","startTime":278.46,"endTime":282.63,"body":"before. And then we went into"},{"speaker":"Bobby Gaudreau","startTime":278.46,"endTime":282.63,"body":"the finish line. And I felt like"},{"speaker":"Bobby Gaudreau","startTime":282.66,"endTime":286.08,"body":"a loser at the finish line. And"},{"speaker":"Bobby Gaudreau","startTime":282.66,"endTime":286.08,"body":"I'm like, if I ever after"},{"speaker":"Bobby Gaudreau","startTime":286.08,"endTime":288.57,"body":"college, I moved to Boston,"},{"speaker":"Bobby Gaudreau","startTime":286.08,"endTime":288.57,"body":"which I was planning to do. I'm"},{"speaker":"Bobby Gaudreau","startTime":288.57,"endTime":291.69,"body":"like, I'm gonna run this thing"},{"speaker":"Bobby Gaudreau","startTime":288.57,"endTime":291.69,"body":"the first year, and I did I had"},{"speaker":"Bobby Gaudreau","startTime":291.69,"endTime":294.84,"body":"no idea what I was doing. And"},{"speaker":"Bobby Gaudreau","startTime":291.69,"endTime":294.84,"body":"this was obviously way before"},{"speaker":"Bobby Gaudreau","startTime":294.84,"endTime":297.75,"body":"the Boston Marathon bombing and"},{"speaker":"Bobby Gaudreau","startTime":294.84,"endTime":297.75,"body":"so you could run as a what was"},{"speaker":"Bobby Gaudreau","startTime":297.75,"endTime":300.3,"body":"abandoned runner like they"},{"speaker":"Bobby Gaudreau","startTime":297.75,"endTime":300.3,"body":"encourage that to use At the"},{"speaker":"Bobby Gaudreau","startTime":300.3,"endTime":303.78,"body":"back of the pack, and you could"},{"speaker":"Bobby Gaudreau","startTime":300.3,"endTime":303.78,"body":"run and they didn't get it at"},{"speaker":"Bobby Gaudreau","startTime":303.78,"endTime":306.6,"body":"all, but they, you know, they"},{"speaker":"Bobby Gaudreau","startTime":303.78,"endTime":306.6,"body":"kind of cheered John and you got"},{"speaker":"Bobby Gaudreau","startTime":306.6,"endTime":310.53,"body":"a little blanket at the end. And"},{"speaker":"Bobby Gaudreau","startTime":306.6,"endTime":310.53,"body":"then I never ran. After that I"},{"speaker":"Bobby Gaudreau","startTime":310.53,"endTime":314.43,"body":"was like, I'm done, probably ran"},{"speaker":"Bobby Gaudreau","startTime":310.53,"endTime":314.43,"body":"twice the next year. And that"},{"speaker":"Bobby Gaudreau","startTime":314.43,"endTime":317.22,"body":"following year, when the"},{"speaker":"Bobby Gaudreau","startTime":314.43,"endTime":317.22,"body":"marathon came along, when Boston"},{"speaker":"Bobby Gaudreau","startTime":317.22,"endTime":320.34,"body":"came along, I kind of missed it."},{"speaker":"Bobby Gaudreau","startTime":317.22,"endTime":320.34,"body":"And then I went home after work"},{"speaker":"Bobby Gaudreau","startTime":320.34,"endTime":323.22,"body":"that day and started running and"},{"speaker":"Bobby Gaudreau","startTime":320.34,"endTime":323.22,"body":"just kind of picked up on it"},{"speaker":"Bobby Gaudreau","startTime":323.22,"endTime":328.2,"body":"from from from that. And, yeah,"},{"speaker":"Bobby Gaudreau","startTime":323.22,"endTime":328.2,"body":"and for a period of time, when I"},{"speaker":"Bobby Gaudreau","startTime":328.2,"endTime":331.41,"body":"started dating my now wife,"},{"speaker":"Bobby Gaudreau","startTime":328.2,"endTime":331.41,"body":"every year, we would usually run"},{"speaker":"Bobby Gaudreau","startTime":331.41,"endTime":335.28,"body":"Boston. And then before we had"},{"speaker":"Bobby Gaudreau","startTime":331.41,"endTime":335.28,"body":"our son, we would go somewhere,"},{"speaker":"Bobby Gaudreau","startTime":335.31,"endTime":339.51,"body":"and we would, you know, kind of"},{"speaker":"Bobby Gaudreau","startTime":335.31,"endTime":339.51,"body":"a vacation marathon. So I'd"},{"speaker":"Bobby Gaudreau","startTime":339.51,"endTime":341.88,"body":"usually run a marathon, she'd"},{"speaker":"Bobby Gaudreau","startTime":339.51,"endTime":341.88,"body":"run a half marathon. We did that"},{"speaker":"Bobby Gaudreau","startTime":341.88,"endTime":344.88,"body":"for a number of years and been"},{"speaker":"Bobby Gaudreau","startTime":341.88,"endTime":344.88,"body":"doing that for for a lot for a"},{"speaker":"Bobby Gaudreau","startTime":344.88,"endTime":345.75,"body":"long time. So"},{"speaker":"Paul J Daly","startTime":345.81,"endTime":348.33,"body":"that sounds to Rolo"},{"speaker":"Paul J Daly","startTime":345.81,"endTime":348.33,"body":"plans, his vacations, isn't it?"},{"speaker":"Bobby Gaudreau","startTime":349.8,"endTime":351.69,"body":"That is not how"},{"speaker":"Bobby Gaudreau","startTime":349.8,"endTime":351.69,"body":"our vacations work. Now."},{"speaker":"Paul J Daly","startTime":352.59,"endTime":356.07,"body":"You're muted,"},{"speaker":"Paul J Daly","startTime":352.59,"endTime":356.07,"body":"Michael. I know. You're just or"},{"speaker":"Paul J Daly","startTime":356.07,"endTime":360.42,"body":"you're just punking us. Your"},{"speaker":"Paul J Daly","startTime":356.07,"endTime":360.42,"body":"road caster is muted. Know, his"},{"speaker":"Paul J Daly","startTime":360.42,"endTime":360.99,"body":"face."},{"speaker":"Kyle Mountsier","startTime":362.01,"endTime":364.32,"body":"Now we can just"},{"speaker":"Kyle Mountsier","startTime":362.01,"endTime":364.32,"body":"yeah, what's great about this is"},{"speaker":"Kyle Mountsier","startTime":364.35,"endTime":369.09,"body":"I think you said like, probably"},{"speaker":"Kyle Mountsier","startTime":364.35,"endTime":369.09,"body":"50 words since we started, and"},{"speaker":"Kyle Mountsier","startTime":369.09,"endTime":373.32,"body":"nobody really knows. No, I'm"},{"speaker":"Kyle Mountsier","startTime":369.09,"endTime":373.32,"body":"just it's so good."},{"speaker":"Paul J Daly","startTime":373.53,"endTime":375.96,"body":"I don't know. It's"},{"speaker":"Paul J Daly","startTime":373.53,"endTime":375.96,"body":"confusing. We're gonna keep"},{"speaker":"Paul J Daly","startTime":375.96,"endTime":377.73,"body":"moving. I'm just gonna keep"},{"speaker":"Paul J Daly","startTime":375.96,"endTime":377.73,"body":"going."},{"speaker":"Kyle Mountsier","startTime":378.78,"endTime":380.76,"body":"So it says what"},{"speaker":"Kyle Mountsier","startTime":378.78,"endTime":380.76,"body":"you get here. question we"},{"speaker":"Paul J Daly","startTime":380.76,"endTime":383.4,"body":"ask a lot of people"},{"speaker":"Paul J Daly","startTime":380.76,"endTime":383.4,"body":"I know, I know. But can you tell"},{"speaker":"Paul J Daly","startTime":383.4,"endTime":387.54,"body":"us about your journey into the"},{"speaker":"Paul J Daly","startTime":383.4,"endTime":387.54,"body":"auto industry? I mean, your path"},{"speaker":"Paul J Daly","startTime":387.54,"endTime":390.39,"body":"is like New Hampshire College"},{"speaker":"Paul J Daly","startTime":387.54,"endTime":390.39,"body":"marathon auto industry."},{"speaker":"Bobby Gaudreau","startTime":391.68,"endTime":394.17,"body":"Yeah, so it was"},{"speaker":"Bobby Gaudreau","startTime":391.68,"endTime":394.17,"body":"I don't know if it was"},{"speaker":"Bobby Gaudreau","startTime":394.32,"endTime":399.54,"body":"conventional or unconventional."},{"speaker":"Bobby Gaudreau","startTime":394.32,"endTime":399.54,"body":"But I, I had a uncle who was"},{"speaker":"Bobby Gaudreau","startTime":399.54,"endTime":403.77,"body":"actually was a it was an"},{"speaker":"Bobby Gaudreau","startTime":399.54,"endTime":403.77,"body":"executive with Volvo. And I"},{"speaker":"Bobby Gaudreau","startTime":403.83,"endTime":406.05,"body":"really, after I graduated"},{"speaker":"Bobby Gaudreau","startTime":403.83,"endTime":406.05,"body":"college, I wasn't really sure"},{"speaker":"Bobby Gaudreau","startTime":406.05,"endTime":407.73,"body":"what I was going to do, I"},{"speaker":"Bobby Gaudreau","startTime":406.05,"endTime":407.73,"body":"thought I was going to move out"},{"speaker":"Bobby Gaudreau","startTime":407.73,"endTime":412.11,"body":"to Colorado and ski. And after a"},{"speaker":"Bobby Gaudreau","startTime":407.73,"endTime":412.11,"body":"terse conversation with him, I"},{"speaker":"Bobby Gaudreau","startTime":412.11,"endTime":415.86,"body":"ended up getting a job working"},{"speaker":"Bobby Gaudreau","startTime":412.11,"endTime":415.86,"body":"at Boston, Volvo village and"},{"speaker":"Bobby Gaudreau","startTime":415.86,"endTime":418.05,"body":"Brighton mass. So that was"},{"speaker":"Bobby Gaudreau","startTime":415.86,"endTime":418.05,"body":"really my first job out of"},{"speaker":"Bobby Gaudreau","startTime":418.05,"endTime":422.31,"body":"college. Because the night late"},{"speaker":"Bobby Gaudreau","startTime":418.05,"endTime":422.31,"body":"1998, and I was the I was the"},{"speaker":"Bobby Gaudreau","startTime":422.31,"endTime":426.51,"body":"first internet manager at the at"},{"speaker":"Bobby Gaudreau","startTime":422.31,"endTime":426.51,"body":"the dealership, and we literally"},{"speaker":"Bobby Gaudreau","startTime":426.51,"endTime":427.59,"body":"got internet leads,"},{"speaker":"Paul J Daly","startTime":427.59,"endTime":429.75,"body":"well explain,"},{"speaker":"Paul J Daly","startTime":427.59,"endTime":429.75,"body":"explain that the first internet"},{"speaker":"Paul J Daly","startTime":429.75,"endTime":432.15,"body":"manager because everyone's got a"},{"speaker":"Paul J Daly","startTime":429.75,"endTime":432.15,"body":"really interesting story around"},{"speaker":"Paul J Daly","startTime":432.15,"endTime":434.64,"body":"what internet manager actually"},{"speaker":"Paul J Daly","startTime":432.15,"endTime":434.64,"body":"was in the beginning."},{"speaker":"Bobby Gaudreau","startTime":434.67,"endTime":437.43,"body":"Yeah, so"},{"speaker":"Bobby Gaudreau","startTime":434.67,"endTime":437.43,"body":"internet manager, then we got"},{"speaker":"Bobby Gaudreau","startTime":437.43,"endTime":440.73,"body":"internet leads over a fax"},{"speaker":"Bobby Gaudreau","startTime":437.43,"endTime":440.73,"body":"machine, I knew it's gonna be"},{"speaker":"Bobby Gaudreau","startTime":440.73,"endTime":444.18,"body":"something like that I knew it."},{"speaker":"Bobby Gaudreau","startTime":440.73,"endTime":444.18,"body":"Perfect. You know, I had"},{"speaker":"Bobby Gaudreau","startTime":444.18,"endTime":448.47,"body":"graduated from college, I knew"},{"speaker":"Bobby Gaudreau","startTime":444.18,"endTime":448.47,"body":"how to turn a computer on, I sat"},{"speaker":"Bobby Gaudreau","startTime":448.47,"endTime":451.8,"body":"in the corner of the showroom,"},{"speaker":"Bobby Gaudreau","startTime":448.47,"endTime":451.8,"body":"on a dial up,"},{"speaker":"Paul J Daly","startTime":451.83,"endTime":454.17,"body":"which fully"},{"speaker":"Paul J Daly","startTime":451.83,"endTime":454.17,"body":"qualifies you to be an internet"},{"speaker":"Paul J Daly","startTime":454.17,"endTime":454.62,"body":"manager."},{"speaker":"Kyle Mountsier","startTime":455.58,"endTime":459.42,"body":"Still, today,"},{"speaker":"Kyle Mountsier","startTime":455.58,"endTime":459.42,"body":"actually, still today, next to,"},{"speaker":"Bobby Gaudreau","startTime":459.78,"endTime":462.84,"body":"like the fax"},{"speaker":"Bobby Gaudreau","startTime":459.78,"endTime":462.84,"body":"machine or the photocopier, in"},{"speaker":"Bobby Gaudreau","startTime":462.84,"endTime":465.78,"body":"the key track machine, where"},{"speaker":"Bobby Gaudreau","startTime":462.84,"endTime":465.78,"body":"people would go for test drives."},{"speaker":"Bobby Gaudreau","startTime":465.81,"endTime":468.75,"body":"And that's where I, that's where"},{"speaker":"Bobby Gaudreau","startTime":465.81,"endTime":468.75,"body":"I, that's where I parked myself."},{"speaker":"Bobby Gaudreau","startTime":468.75,"endTime":473.97,"body":"And then, in early 2000, I had"},{"speaker":"Bobby Gaudreau","startTime":468.75,"endTime":473.97,"body":"left the retail side, and I"},{"speaker":"Bobby Gaudreau","startTime":473.97,"endTime":478.02,"body":"worked for a UK based Variable"},{"speaker":"Bobby Gaudreau","startTime":473.97,"endTime":478.02,"body":"Data marketing company called"},{"speaker":"Bobby Gaudreau","startTime":478.02,"endTime":481.77,"body":"the lateral so I was at the very"},{"speaker":"Bobby Gaudreau","startTime":478.02,"endTime":481.77,"body":"top of the.com, boom, before it"},{"speaker":"Bobby Gaudreau","startTime":481.77,"endTime":486.87,"body":"burst. And I was calling into,"},{"speaker":"Bobby Gaudreau","startTime":481.77,"endTime":486.87,"body":"you know, fortune 1000 companies"},{"speaker":"Bobby Gaudreau","startTime":486.87,"endTime":491.07,"body":"and up in, you know, kind of big"},{"speaker":"Bobby Gaudreau","startTime":486.87,"endTime":491.07,"body":"box, retail, automotive,"},{"speaker":"Bobby Gaudreau","startTime":491.97,"endTime":495.9,"body":"financial services. And then"},{"speaker":"Bobby Gaudreau","startTime":491.97,"endTime":495.9,"body":"when 911 happened, and then the"},{"speaker":"Bobby Gaudreau","startTime":495.93,"endTime":501.75,"body":"the bubble burst, I went back to"},{"speaker":"Bobby Gaudreau","startTime":495.93,"endTime":501.75,"body":"business school. And since 2004,"},{"speaker":"Bobby Gaudreau","startTime":501.75,"endTime":504.36,"body":"after I got out of school, you"},{"speaker":"Bobby Gaudreau","startTime":501.75,"endTime":504.36,"body":"know, I've worked for a series"},{"speaker":"Bobby Gaudreau","startTime":504.36,"endTime":508.32,"body":"of companies, it's all been"},{"speaker":"Bobby Gaudreau","startTime":504.36,"endTime":508.32,"body":"software, probably 90% in the,"},{"speaker":"Bobby Gaudreau","startTime":508.32,"endTime":511.65,"body":"in the automotive space. And so"},{"speaker":"Bobby Gaudreau","startTime":508.32,"endTime":511.65,"body":"I've been lucky, and I've kind"},{"speaker":"Bobby Gaudreau","startTime":511.65,"endTime":514.59,"body":"of worn all the hats, I've been"},{"speaker":"Bobby Gaudreau","startTime":511.65,"endTime":514.59,"body":"an individual contributor, I've"},{"speaker":"Bobby Gaudreau","startTime":514.59,"endTime":518.37,"body":"been an area director, I've been"},{"speaker":"Bobby Gaudreau","startTime":514.59,"endTime":518.37,"body":"a national sales manager in the"},{"speaker":"Bobby Gaudreau","startTime":518.37,"endTime":523.23,"body":"last 10 years or so, you know,"},{"speaker":"Bobby Gaudreau","startTime":518.37,"endTime":523.23,"body":"I've been in, you know, on the"},{"speaker":"Bobby Gaudreau","startTime":523.23,"endTime":526.68,"body":"p\u0026l and on the strategy and kind"},{"speaker":"Bobby Gaudreau","startTime":523.23,"endTime":526.68,"body":"of run, run, run sales and run"},{"speaker":"Bobby Gaudreau","startTime":526.68,"endTime":530.04,"body":"sales and marketing. And I've"},{"speaker":"Bobby Gaudreau","startTime":526.68,"endTime":530.04,"body":"been lucky to work for some"},{"speaker":"Bobby Gaudreau","startTime":530.04,"endTime":533.46,"body":"pretty cool companies that have"},{"speaker":"Bobby Gaudreau","startTime":530.04,"endTime":533.46,"body":"been, you know, kind of right at"},{"speaker":"Bobby Gaudreau","startTime":533.46,"endTime":536.13,"body":"the start. So, you know, I like"},{"speaker":"Bobby Gaudreau","startTime":533.46,"endTime":536.13,"body":"to say I sold many dealers in"},{"speaker":"Bobby Gaudreau","startTime":536.13,"endTime":539.07,"body":"New England, their first CRM"},{"speaker":"Bobby Gaudreau","startTime":536.13,"endTime":539.07,"body":"system, probably many of them"},{"speaker":"Bobby Gaudreau","startTime":539.07,"endTime":541.59,"body":"are now on their fourth or"},{"speaker":"Bobby Gaudreau","startTime":539.07,"endTime":541.59,"body":"fifth. And, you know, it was"},{"speaker":"Bobby Gaudreau","startTime":541.59,"endTime":545.67,"body":"early days that DealerRater and,"},{"speaker":"Bobby Gaudreau","startTime":541.59,"endTime":545.67,"body":"you know, early days at a"},{"speaker":"Bobby Gaudreau","startTime":545.67,"endTime":550.5,"body":"company called IMM, that kind of"},{"speaker":"Bobby Gaudreau","startTime":545.67,"endTime":550.5,"body":"did email newsletter marketing"},{"speaker":"Bobby Gaudreau","startTime":550.5,"endTime":555.54,"body":"using data and, and content"},{"speaker":"Bobby Gaudreau","startTime":550.5,"endTime":555.54,"body":"marketing. And then I've been at"},{"speaker":"Bobby Gaudreau","startTime":555.63,"endTime":560.49,"body":"my current job at dominion and"},{"speaker":"Bobby Gaudreau","startTime":555.63,"endTime":560.49,"body":"specifically with activator for"},{"speaker":"Bobby Gaudreau","startTime":560.52,"endTime":563.01,"body":"about seven years, which is"},{"speaker":"Bobby Gaudreau","startTime":560.52,"endTime":563.01,"body":"probably the last day which is"},{"speaker":"Bobby Gaudreau","startTime":563.07,"endTime":567.81,"body":"not probably is the longest I've"},{"speaker":"Bobby Gaudreau","startTime":563.07,"endTime":567.81,"body":"been at a at a company slowing"},{"speaker":"Kyle Mountsier","startTime":567.81,"endTime":570.96,"body":"down. What I"},{"speaker":"Kyle Mountsier","startTime":567.81,"endTime":570.96,"body":"find is what I find always"},{"speaker":"Kyle Mountsier","startTime":570.96,"endTime":575.82,"body":"intriguing is like, you know,"},{"speaker":"Kyle Mountsier","startTime":570.96,"endTime":575.82,"body":"your you had the dealer and then"},{"speaker":"Kyle Mountsier","startTime":576.54,"endTime":579.48,"body":"the dealer experience and then"},{"speaker":"Kyle Mountsier","startTime":576.54,"endTime":579.48,"body":"industry partner experience in"},{"speaker":"Kyle Mountsier","startTime":579.48,"endTime":582.6,"body":"the in the auto side, and then"},{"speaker":"Kyle Mountsier","startTime":579.48,"endTime":582.6,"body":"you've taken journeys outside of"},{"speaker":"Kyle Mountsier","startTime":582.6,"endTime":585.78,"body":"auto and come back. It seems"},{"speaker":"Kyle Mountsier","startTime":582.6,"endTime":585.78,"body":"like a couple of times, yep."},{"speaker":"Kyle Mountsier","startTime":585.78,"endTime":590.61,"body":"Twice. Yeah. So talk to, I want"},{"speaker":"Kyle Mountsier","startTime":585.78,"endTime":590.61,"body":"to hear a little bit about like,"},{"speaker":"Kyle Mountsier","startTime":590.76,"endTime":594.48,"body":"when you've gone away, what do"},{"speaker":"Kyle Mountsier","startTime":590.76,"endTime":594.48,"body":"you think the things that were"},{"speaker":"Kyle Mountsier","startTime":594.48,"endTime":599.13,"body":"the biggest key learnings that"},{"speaker":"Kyle Mountsier","startTime":594.48,"endTime":599.13,"body":"you've brought back each time"},{"speaker":"Kyle Mountsier","startTime":599.13,"endTime":601.62,"body":"like what are maybe I can Both"},{"speaker":"Kyle Mountsier","startTime":599.13,"endTime":601.62,"body":"of the the moments or key"},{"speaker":"Kyle Mountsier","startTime":601.62,"endTime":604.92,"body":"learnings that you're like, when"},{"speaker":"Kyle Mountsier","startTime":601.62,"endTime":604.92,"body":"I give, or when you came back to"},{"speaker":"Kyle Mountsier","startTime":604.92,"endTime":608.04,"body":"Otto, that was something that"},{"speaker":"Kyle Mountsier","startTime":604.92,"endTime":608.04,"body":"you've retained as something"},{"speaker":"Kyle Mountsier","startTime":608.04,"endTime":609.84,"body":"that you've been able to bring"},{"speaker":"Kyle Mountsier","startTime":608.04,"endTime":609.84,"body":"back to Otto?"},{"speaker":"Bobby Gaudreau","startTime":610.29,"endTime":614.16,"body":"Ya know, on the"},{"speaker":"Bobby Gaudreau","startTime":610.29,"endTime":614.16,"body":"great, great question."},{"speaker":"Michael Cirillo","startTime":614.67,"endTime":618.87,"body":"I want to know"},{"speaker":"Michael Cirillo","startTime":614.67,"endTime":618.87,"body":"the answer to oh my god, ah"},{"speaker":"Bobby Gaudreau","startTime":621.81,"endTime":623.64,"body":"questions that"},{"speaker":"Bobby Gaudreau","startTime":621.81,"endTime":623.64,"body":"you guys are going to ask. So,"},{"speaker":"Bobby Gaudreau","startTime":624.24,"endTime":629.67,"body":"so I worked for, I worked for a"},{"speaker":"Bobby Gaudreau","startTime":624.24,"endTime":629.67,"body":"company called live person and I"},{"speaker":"Bobby Gaudreau","startTime":629.67,"endTime":633.78,"body":"person it was, I often say to"},{"speaker":"Bobby Gaudreau","startTime":629.67,"endTime":633.78,"body":"this day, like when I was there,"},{"speaker":"Bobby Gaudreau","startTime":633.81,"endTime":638.04,"body":"like that was, like, the best"},{"speaker":"Bobby Gaudreau","startTime":633.81,"endTime":638.04,"body":"company that I worked for, I"},{"speaker":"Bobby Gaudreau","startTime":638.04,"endTime":640.5,"body":"probably have had more fun"},{"speaker":"Bobby Gaudreau","startTime":638.04,"endTime":640.5,"body":"working in other places, but"},{"speaker":"Bobby Gaudreau","startTime":640.5,"endTime":643.86,"body":"just in terms of learning and"},{"speaker":"Bobby Gaudreau","startTime":640.5,"endTime":643.86,"body":"just kind of being stimulated"},{"speaker":"Bobby Gaudreau","startTime":643.86,"endTime":648.15,"body":"and being around a lot of really"},{"speaker":"Bobby Gaudreau","startTime":643.86,"endTime":648.15,"body":"smart, accomplished people"},{"speaker":"Bobby Gaudreau","startTime":648.18,"endTime":651.66,"body":"where, you know, I kind of was"},{"speaker":"Bobby Gaudreau","startTime":648.18,"endTime":651.66,"body":"often intimidated, right, like,"},{"speaker":"Bobby Gaudreau","startTime":651.66,"endTime":654.81,"body":"man, these people are so good."},{"speaker":"Bobby Gaudreau","startTime":651.66,"endTime":654.81,"body":"And so smart, was was was live"},{"speaker":"Bobby Gaudreau","startTime":654.81,"endTime":658.23,"body":"person. And, you know, today, I"},{"speaker":"Bobby Gaudreau","startTime":654.81,"endTime":658.23,"body":"actually ironically looked at"},{"speaker":"Bobby Gaudreau","startTime":658.23,"endTime":660.96,"body":"their stock price the other day,"},{"speaker":"Bobby Gaudreau","startTime":658.23,"endTime":660.96,"body":"it's not doing so not doing too"},{"speaker":"Bobby Gaudreau","startTime":660.96,"endTime":664.95,"body":"well. But when I feel so"},{"speaker":"Bobby Gaudreau","startTime":660.96,"endTime":664.95,"body":"intimidated, they were they were"},{"speaker":"Bobby Gaudreau","startTime":664.98,"endTime":668.28,"body":"really at a at a really cool"},{"speaker":"Bobby Gaudreau","startTime":664.98,"endTime":668.28,"body":"time. And they were very much"},{"speaker":"Bobby Gaudreau","startTime":668.28,"endTime":673.29,"body":"established as an enterprise"},{"speaker":"Bobby Gaudreau","startTime":668.28,"endTime":673.29,"body":"leader, very much established in"},{"speaker":"Bobby Gaudreau","startTime":673.29,"endTime":676.62,"body":"the in the small business"},{"speaker":"Bobby Gaudreau","startTime":673.29,"endTime":676.62,"body":"market, I joined when they were"},{"speaker":"Bobby Gaudreau","startTime":676.62,"endTime":679.5,"body":"going to kind of enter into mid"},{"speaker":"Bobby Gaudreau","startTime":676.62,"endTime":679.5,"body":"market. So really, that had"},{"speaker":"Bobby Gaudreau","startTime":679.5,"endTime":682.71,"body":"largely been ignored. But that"},{"speaker":"Bobby Gaudreau","startTime":679.5,"endTime":682.71,"body":"was probably the biggest tam was"},{"speaker":"Bobby Gaudreau","startTime":682.71,"endTime":686.85,"body":"all these companies. And we"},{"speaker":"Bobby Gaudreau","startTime":682.71,"endTime":686.85,"body":"categorize a mid market company"},{"speaker":"Bobby Gaudreau","startTime":686.91,"endTime":690.36,"body":"that did about $100 million to"},{"speaker":"Bobby Gaudreau","startTime":686.91,"endTime":690.36,"body":"roughly one and a half billion"},{"speaker":"Bobby Gaudreau","startTime":690.36,"endTime":694.59,"body":"dollars in annual sale sales. So"},{"speaker":"Bobby Gaudreau","startTime":690.36,"endTime":694.59,"body":"I was calling into some pretty"},{"speaker":"Bobby Gaudreau","startTime":694.59,"endTime":698.19,"body":"cool companies like Patagonia"},{"speaker":"Bobby Gaudreau","startTime":694.59,"endTime":698.19,"body":"and, you know, products and"},{"speaker":"Bobby Gaudreau","startTime":698.19,"endTime":702.42,"body":"services that I wore are in my"},{"speaker":"Bobby Gaudreau","startTime":698.19,"endTime":702.42,"body":"closet, or were in your in my in"},{"speaker":"Bobby Gaudreau","startTime":702.42,"endTime":707.19,"body":"my house. But the way the guy"},{"speaker":"Bobby Gaudreau","startTime":702.42,"endTime":707.19,"body":"that ran the sales and services"},{"speaker":"Bobby Gaudreau","startTime":707.19,"endTime":709.92,"body":"department, and a lot of the"},{"speaker":"Bobby Gaudreau","startTime":707.19,"endTime":709.92,"body":"managers, they are all kind of"},{"speaker":"Bobby Gaudreau","startTime":709.92,"endTime":715.14,"body":"came up through working at"},{"speaker":"Bobby Gaudreau","startTime":709.92,"endTime":715.14,"body":"Xerox, which was like, you know,"},{"speaker":"Bobby Gaudreau","startTime":715.14,"endTime":717.96,"body":"the equivalent of working at,"},{"speaker":"Bobby Gaudreau","startTime":715.14,"endTime":717.96,"body":"you know, salesforce.com, or one"},{"speaker":"Bobby Gaudreau","startTime":717.96,"endTime":720.84,"body":"of these like cutthroat, you"},{"speaker":"Bobby Gaudreau","startTime":717.96,"endTime":720.84,"body":"know, kind of sales"},{"speaker":"Bobby Gaudreau","startTime":720.84,"endTime":724.59,"body":"environments. And a lot of them"},{"speaker":"Bobby Gaudreau","startTime":720.84,"endTime":724.59,"body":"came through PTC, which was like"},{"speaker":"Bobby Gaudreau","startTime":724.59,"endTime":728.19,"body":"the creme de la creme on sales"},{"speaker":"Bobby Gaudreau","startTime":724.59,"endTime":728.19,"body":"process. And so the things that"},{"speaker":"Bobby Gaudreau","startTime":728.19,"endTime":732.93,"body":"I learned and, and just some of"},{"speaker":"Bobby Gaudreau","startTime":728.19,"endTime":732.93,"body":"the processes in terms of how to"},{"speaker":"Bobby Gaudreau","startTime":732.93,"endTime":735.36,"body":"run a sales team and how to"},{"speaker":"Bobby Gaudreau","startTime":732.93,"endTime":735.36,"body":"manage a sales team and how to"},{"speaker":"Bobby Gaudreau","startTime":735.36,"endTime":740.58,"body":"forecast all learned there. And"},{"speaker":"Bobby Gaudreau","startTime":735.36,"endTime":740.58,"body":"so I had an opportunity where,"},{"speaker":"Bobby Gaudreau","startTime":740.73,"endTime":743.79,"body":"you know, whether it was"},{"speaker":"Bobby Gaudreau","startTime":740.73,"endTime":743.79,"body":"because, you know, a lot of"},{"speaker":"Bobby Gaudreau","startTime":743.79,"endTime":746.64,"body":"things are fly by the seat of"},{"speaker":"Bobby Gaudreau","startTime":743.79,"endTime":746.64,"body":"your pants in this industry, or"},{"speaker":"Bobby Gaudreau","startTime":746.64,"endTime":749.07,"body":"I've been working for a lot of"},{"speaker":"Bobby Gaudreau","startTime":746.64,"endTime":749.07,"body":"startup companies that just"},{"speaker":"Bobby Gaudreau","startTime":749.16,"endTime":751.95,"body":"haven't figured stuff out,"},{"speaker":"Bobby Gaudreau","startTime":749.16,"endTime":751.95,"body":"everything was figured out then."},{"speaker":"Bobby Gaudreau","startTime":752.16,"endTime":754.98,"body":"And so I had an opportunity to"},{"speaker":"Bobby Gaudreau","startTime":752.16,"endTime":754.98,"body":"see this is what it looks like"},{"speaker":"Bobby Gaudreau","startTime":754.98,"endTime":757.65,"body":"when there's a when there's a"},{"speaker":"Bobby Gaudreau","startTime":754.98,"endTime":757.65,"body":"marketing engine that's"},{"speaker":"Bobby Gaudreau","startTime":757.65,"endTime":760.98,"body":"delivering qualified leads, like"},{"speaker":"Bobby Gaudreau","startTime":757.65,"endTime":760.98,"body":"this is what it looks like when"},{"speaker":"Bobby Gaudreau","startTime":761.1,"endTime":763.8,"body":"you're actually following a"},{"speaker":"Bobby Gaudreau","startTime":761.1,"endTime":763.8,"body":"sales process. And it becomes"},{"speaker":"Bobby Gaudreau","startTime":763.8,"endTime":768.09,"body":"repeatable and predictable. And"},{"speaker":"Bobby Gaudreau","startTime":763.8,"endTime":768.09,"body":"so there's so many things that I"},{"speaker":"Bobby Gaudreau","startTime":768.09,"endTime":773.13,"body":"learned there and adopted there"},{"speaker":"Bobby Gaudreau","startTime":768.09,"endTime":773.13,"body":"that I have then carried through"},{"speaker":"Bobby Gaudreau","startTime":773.22,"endTime":775.98,"body":"in every job that I have"},{"speaker":"Bobby Gaudreau","startTime":773.22,"endTime":775.98,"body":"probably a day doesn't go by"},{"speaker":"Bobby Gaudreau","startTime":775.98,"endTime":778.29,"body":"that I'm not using something"},{"speaker":"Bobby Gaudreau","startTime":775.98,"endTime":778.29,"body":"that I learned that at live"},{"speaker":"Bobby Gaudreau","startTime":778.29,"endTime":781.32,"body":"person. And today, ironically, I"},{"speaker":"Bobby Gaudreau","startTime":778.29,"endTime":781.32,"body":"think a lot a company and then"},{"speaker":"Bobby Gaudreau","startTime":781.32,"endTime":784.98,"body":"entered into the chat space and"},{"speaker":"Bobby Gaudreau","startTime":781.32,"endTime":784.98,"body":"automotive after I left. So"},{"speaker":"Kyle Mountsier","startTime":785.55,"endTime":788.64,"body":"that's wild. So,"},{"speaker":"Kyle Mountsier","startTime":785.55,"endTime":788.64,"body":"I mean, you talk about the"},{"speaker":"Kyle Mountsier","startTime":788.64,"endTime":796.29,"body":"startup kind of mentality. And"},{"speaker":"Kyle Mountsier","startTime":788.64,"endTime":796.29,"body":"moving forward to now, you know,"},{"speaker":"Kyle Mountsier","startTime":796.29,"endTime":801.42,"body":"Dominion has, you know, been"},{"speaker":"Kyle Mountsier","startTime":796.29,"endTime":801.42,"body":"been around for a while and"},{"speaker":"Kyle Mountsier","startTime":801.42,"endTime":804.99,"body":"delivered in a bunch of"},{"speaker":"Kyle Mountsier","startTime":801.42,"endTime":804.99,"body":"different like market segments"},{"speaker":"Kyle Mountsier","startTime":805.02,"endTime":809.19,"body":"acquired a couple of companies."},{"speaker":"Kyle Mountsier","startTime":805.02,"endTime":809.19,"body":"But from what I understand"},{"speaker":"Kyle Mountsier","startTime":809.19,"endTime":815.19,"body":"there's a very like startup"},{"speaker":"Kyle Mountsier","startTime":809.19,"endTime":815.19,"body":"mentality to this new activator"},{"speaker":"Kyle Mountsier","startTime":815.97,"endTime":819.12,"body":"piece of the business. Can you"},{"speaker":"Kyle Mountsier","startTime":815.97,"endTime":819.12,"body":"talk about, like, how it how it"},{"speaker":"Kyle Mountsier","startTime":819.12,"endTime":822.75,"body":"feels, being in kind of like an"},{"speaker":"Kyle Mountsier","startTime":819.12,"endTime":822.75,"body":"enterprise, the legacy style"},{"speaker":"Kyle Mountsier","startTime":822.75,"endTime":827.85,"body":"company, but being a part of"},{"speaker":"Kyle Mountsier","startTime":822.75,"endTime":827.85,"body":"the, like, almost startup arm of"},{"speaker":"Kyle Mountsier","startTime":827.85,"endTime":829.59,"body":"what's going on? Yeah,"},{"speaker":"Bobby Gaudreau","startTime":829.62,"endTime":832.26,"body":"I mean, it's,"},{"speaker":"Bobby Gaudreau","startTime":829.62,"endTime":832.26,"body":"it's, it's, it's great. And I"},{"speaker":"Bobby Gaudreau","startTime":832.26,"endTime":835.32,"body":"mean, it's, it's helpful, like,"},{"speaker":"Bobby Gaudreau","startTime":832.26,"endTime":835.32,"body":"you know, the kind of the, the"},{"speaker":"Bobby Gaudreau","startTime":835.32,"endTime":839.76,"body":"background or the history of"},{"speaker":"Bobby Gaudreau","startTime":835.32,"endTime":839.76,"body":"dominion was, you know, the"},{"speaker":"Bobby Gaudreau","startTime":839.76,"endTime":842.49,"body":"parent company started off, you"},{"speaker":"Bobby Gaudreau","startTime":839.76,"endTime":842.49,"body":"know, it's 100 year old,"},{"speaker":"Bobby Gaudreau","startTime":842.49,"endTime":845.07,"body":"privately owned company, it's"},{"speaker":"Bobby Gaudreau","startTime":842.49,"endTime":845.07,"body":"always been owned by the same"},{"speaker":"Bobby Gaudreau","startTime":845.07,"endTime":848.13,"body":"family, the baton family, and"},{"speaker":"Bobby Gaudreau","startTime":845.07,"endTime":848.13,"body":"they started off as a holding"},{"speaker":"Bobby Gaudreau","startTime":848.13,"endTime":851.67,"body":"company around newspapers, and"},{"speaker":"Bobby Gaudreau","startTime":848.13,"endTime":851.67,"body":"then you know, kind of became a"},{"speaker":"Bobby Gaudreau","startTime":851.67,"endTime":855.3,"body":"big conglomerate in that space"},{"speaker":"Bobby Gaudreau","startTime":851.67,"endTime":855.3,"body":"and then started the Weather"},{"speaker":"Bobby Gaudreau","startTime":855.3,"endTime":858.24,"body":"Channel. I think everyone's"},{"speaker":"Bobby Gaudreau","startTime":855.3,"endTime":858.24,"body":"heard of that place. And then"},{"speaker":"Bobby Gaudreau","startTime":859.68,"endTime":863.88,"body":"they sold that and and then"},{"speaker":"Bobby Gaudreau","startTime":859.68,"endTime":863.88,"body":"through that there was kind of"},{"speaker":"Bobby Gaudreau","startTime":864.0,"endTime":867.75,"body":"investors a few of the different"},{"speaker":"Bobby Gaudreau","startTime":864.0,"endTime":867.75,"body":"companies but they they created"},{"speaker":"Bobby Gaudreau","startTime":867.75,"endTime":871.86,"body":"a Dominion ventures, which is"},{"speaker":"Bobby Gaudreau","startTime":867.75,"endTime":871.86,"body":"basically a private equity arm"},{"speaker":"Bobby Gaudreau","startTime":871.98,"endTime":875.19,"body":"to start looking at how can we"},{"speaker":"Bobby Gaudreau","startTime":871.98,"endTime":875.19,"body":"diversify outside of traditional"},{"speaker":"Bobby Gaudreau","startTime":875.19,"endTime":880.38,"body":"media and go into other software"},{"speaker":"Bobby Gaudreau","startTime":875.19,"endTime":880.38,"body":"services in segments like"},{"speaker":"Bobby Gaudreau","startTime":880.41,"endTime":884.91,"body":"automotive, obviously, real"},{"speaker":"Bobby Gaudreau","startTime":880.41,"endTime":884.91,"body":"estate franchise services. And"},{"speaker":"Bobby Gaudreau","startTime":884.91,"endTime":888.57,"body":"so they started a period of time"},{"speaker":"Bobby Gaudreau","startTime":884.91,"endTime":888.57,"body":"probably around 2005 2006, where"},{"speaker":"Bobby Gaudreau","startTime":888.57,"endTime":891.87,"body":"they started to invest in all"},{"speaker":"Bobby Gaudreau","startTime":888.57,"endTime":891.87,"body":"these companies. And so at one"},{"speaker":"Bobby Gaudreau","startTime":891.87,"endTime":895.05,"body":"point in time, you know, there"},{"speaker":"Bobby Gaudreau","startTime":891.87,"endTime":895.05,"body":"were probably over 10 companies"},{"speaker":"Bobby Gaudreau","startTime":895.05,"endTime":898.2,"body":"in the automotive subsidiary"},{"speaker":"Bobby Gaudreau","startTime":895.05,"endTime":898.2,"body":"today, there's probably four or"},{"speaker":"Bobby Gaudreau","startTime":898.2,"endTime":904.02,"body":"five and so active Vadar when I"},{"speaker":"Bobby Gaudreau","startTime":898.2,"endTime":904.02,"body":"joined Dominion in December of"},{"speaker":"Bobby Gaudreau","startTime":904.02,"endTime":909.51,"body":"2017, I was responsible for"},{"speaker":"Bobby Gaudreau","startTime":904.02,"endTime":909.51,"body":"sales over kind of an umbrella"},{"speaker":"Bobby Gaudreau","startTime":909.51,"endTime":912.12,"body":"of a number of companies, we had"},{"speaker":"Bobby Gaudreau","startTime":909.51,"endTime":912.12,"body":"CRM, we had websites, we had a"},{"speaker":"Bobby Gaudreau","startTime":912.12,"endTime":914.67,"body":"lot of different digital"},{"speaker":"Bobby Gaudreau","startTime":912.12,"endTime":914.67,"body":"companies. And we had equity"},{"speaker":"Bobby Gaudreau","startTime":914.67,"endTime":917.91,"body":"mining and customer retention,"},{"speaker":"Bobby Gaudreau","startTime":914.67,"endTime":917.91,"body":"marketing. And kind of over a"},{"speaker":"Bobby Gaudreau","startTime":917.91,"endTime":920.25,"body":"period of time, we looked at"},{"speaker":"Bobby Gaudreau","startTime":917.91,"endTime":920.25,"body":"some of these businesses where"},{"speaker":"Bobby Gaudreau","startTime":920.25,"endTime":923.04,"body":"maybe we just we weren't as"},{"speaker":"Bobby Gaudreau","startTime":920.25,"endTime":923.04,"body":"competitive, or they were just"},{"speaker":"Bobby Gaudreau","startTime":923.04,"endTime":925.95,"body":"hyper competitive. And they just"},{"speaker":"Bobby Gaudreau","startTime":923.04,"endTime":925.95,"body":"they didn't fit the portfolio"},{"speaker":"Bobby Gaudreau","startTime":925.95,"endTime":928.56,"body":"that Dominion wanted to be in,"},{"speaker":"Bobby Gaudreau","startTime":925.95,"endTime":928.56,"body":"we kind of just whittled that"},{"speaker":"Bobby Gaudreau","startTime":928.56,"endTime":935.76,"body":"down and around 19, around 2000,"},{"speaker":"Bobby Gaudreau","startTime":928.56,"endTime":935.76,"body":"like probably around 20, right"},{"speaker":"Bobby Gaudreau","startTime":935.76,"endTime":939.3,"body":"before COVID, we kind of were at"},{"speaker":"Bobby Gaudreau","startTime":935.76,"endTime":939.3,"body":"a crossroads where we had our"},{"speaker":"Bobby Gaudreau","startTime":939.3,"endTime":944.46,"body":"equity business. And our CEO"},{"speaker":"Bobby Gaudreau","startTime":939.3,"endTime":944.46,"body":"said, like, equity is good. But"},{"speaker":"Bobby Gaudreau","startTime":944.46,"endTime":947.4,"body":"it's ubiquitous, right? It's so"},{"speaker":"Bobby Gaudreau","startTime":944.46,"endTime":947.4,"body":"good, everybody has it. And so"},{"speaker":"Bobby Gaudreau","startTime":947.4,"endTime":950.85,"body":"we don't, we no longer want to"},{"speaker":"Bobby Gaudreau","startTime":947.4,"endTime":950.85,"body":"be in the standalone equity"},{"speaker":"Bobby Gaudreau","startTime":950.85,"endTime":955.2,"body":"business anymore. And so figure"},{"speaker":"Bobby Gaudreau","startTime":950.85,"endTime":955.2,"body":"something out. So we started to"},{"speaker":"Bobby Gaudreau","startTime":955.2,"endTime":959.01,"body":"build around that. And as Eric"},{"speaker":"Bobby Gaudreau","startTime":955.2,"endTime":959.01,"body":"can, we kind of evolve outside"},{"speaker":"Bobby Gaudreau","startTime":959.01,"endTime":962.4,"body":"of just targeting people at the"},{"speaker":"Bobby Gaudreau","startTime":959.01,"endTime":962.4,"body":"bottom of the funnel, and start"},{"speaker":"Bobby Gaudreau","startTime":962.4,"endTime":967.17,"body":"implementing kind of true kind"},{"speaker":"Bobby Gaudreau","startTime":962.4,"endTime":967.17,"body":"of funnel marketing strategies"},{"speaker":"Bobby Gaudreau","startTime":967.17,"endTime":970.32,"body":"and introducing and more"},{"speaker":"Bobby Gaudreau","startTime":967.17,"endTime":970.32,"body":"channels into the mix beyond"},{"speaker":"Bobby Gaudreau","startTime":970.32,"endTime":974.43,"body":"just email. And we had are"},{"speaker":"Bobby Gaudreau","startTime":970.32,"endTime":974.43,"body":"really starting in 2000, even"},{"speaker":"Bobby Gaudreau","startTime":974.43,"endTime":979.86,"body":"after even or 2020, sorry, even"},{"speaker":"Bobby Gaudreau","startTime":974.43,"endTime":979.86,"body":"after COVID, we really started"},{"speaker":"Bobby Gaudreau","startTime":979.86,"endTime":982.65,"body":"to get some pretty good"},{"speaker":"Bobby Gaudreau","startTime":979.86,"endTime":982.65,"body":"momentum, some really good"},{"speaker":"Bobby Gaudreau","startTime":982.65,"endTime":986.04,"body":"momentum, and then boom, the"},{"speaker":"Bobby Gaudreau","startTime":982.65,"endTime":986.04,"body":"inventory crisis came and kind"},{"speaker":"Bobby Gaudreau","startTime":986.04,"endTime":990.54,"body":"of hit everyone square in the"},{"speaker":"Bobby Gaudreau","startTime":986.04,"endTime":990.54,"body":"face. And what that did for us"},{"speaker":"Bobby Gaudreau","startTime":990.9,"endTime":994.38,"body":"is that just put a lens on the"},{"speaker":"Bobby Gaudreau","startTime":990.9,"endTime":994.38,"body":"fact that we had some we were on"},{"speaker":"Bobby Gaudreau","startTime":994.38,"endTime":998.01,"body":"the right track. But our"},{"speaker":"Bobby Gaudreau","startTime":994.38,"endTime":998.01,"body":"technology that had largely been"},{"speaker":"Bobby Gaudreau","startTime":998.01,"endTime":1002.93,"body":"homegrown, was good, but it was"},{"speaker":"Bobby Gaudreau","startTime":998.01,"endTime":1002.93,"body":"really difficult to to flex and"},{"speaker":"Bobby Gaudreau","startTime":1002.93,"endTime":1007.34,"body":"go fast with that. And so we"},{"speaker":"Bobby Gaudreau","startTime":1002.93,"endTime":1007.34,"body":"were kind of hit a crossroads,"},{"speaker":"Bobby Gaudreau","startTime":1007.34,"endTime":1010.55,"body":"right, we could go backwards,"},{"speaker":"Bobby Gaudreau","startTime":1007.34,"endTime":1010.55,"body":"which wasn't an option, we can"},{"speaker":"Bobby Gaudreau","startTime":1010.55,"endTime":1013.04,"body":"continue to invest. And that's"},{"speaker":"Bobby Gaudreau","startTime":1010.55,"endTime":1013.04,"body":"what's nice about Dominion"},{"speaker":"Bobby Gaudreau","startTime":1013.07,"endTime":1015.89,"body":"dominion, where, you know, I"},{"speaker":"Bobby Gaudreau","startTime":1013.07,"endTime":1015.89,"body":"don't have a blank check. But"},{"speaker":"Bobby Gaudreau","startTime":1015.89,"endTime":1019.22,"body":"we're owned by a really big"},{"speaker":"Bobby Gaudreau","startTime":1015.89,"endTime":1019.22,"body":"company that has a lot of"},{"speaker":"Bobby Gaudreau","startTime":1019.22,"endTime":1023.6,"body":"resources and a lot of capital"},{"speaker":"Bobby Gaudreau","startTime":1019.22,"endTime":1023.6,"body":"that they can continue to invest"},{"speaker":"Bobby Gaudreau","startTime":1023.6,"endTime":1026.3,"body":"in us. And it's not like other"},{"speaker":"Bobby Gaudreau","startTime":1023.6,"endTime":1026.3,"body":"places where you have to go out"},{"speaker":"Bobby Gaudreau","startTime":1026.3,"endTime":1029.63,"body":"and raise institutional money."},{"speaker":"Bobby Gaudreau","startTime":1026.3,"endTime":1029.63,"body":"And then we've got these, you"},{"speaker":"Bobby Gaudreau","startTime":1029.63,"endTime":1033.53,"body":"know, blood thirsty, you know,"},{"speaker":"Bobby Gaudreau","startTime":1029.63,"endTime":1033.53,"body":"investors constantly asking what"},{"speaker":"Bobby Gaudreau","startTime":1033.53,"endTime":1036.92,"body":"am I going to get my money out."},{"speaker":"Bobby Gaudreau","startTime":1033.53,"endTime":1036.92,"body":"So we put together a business"},{"speaker":"Bobby Gaudreau","startTime":1036.92,"endTime":1041.06,"body":"case, and we made the decision."},{"speaker":"Bobby Gaudreau","startTime":1036.92,"endTime":1041.06,"body":"In order for us to go fastest,"},{"speaker":"Bobby Gaudreau","startTime":1041.27,"endTime":1044.69,"body":"we would invest in kind of"},{"speaker":"Bobby Gaudreau","startTime":1041.27,"endTime":1044.69,"body":"building the software outside."},{"speaker":"Bobby Gaudreau","startTime":1044.69,"endTime":1046.88,"body":"So we didn't outsource our"},{"speaker":"Bobby Gaudreau","startTime":1044.69,"endTime":1046.88,"body":"ideas, we didn't outsource our"},{"speaker":"Bobby Gaudreau","startTime":1046.88,"endTime":1051.08,"body":"20 years of experience, we"},{"speaker":"Bobby Gaudreau","startTime":1046.88,"endTime":1051.08,"body":"didn't outsource, you know, the"},{"speaker":"Bobby Gaudreau","startTime":1051.11,"endTime":1053.9,"body":"some of the proprietary things"},{"speaker":"Bobby Gaudreau","startTime":1051.11,"endTime":1053.9,"body":"that we have, but we outsource"},{"speaker":"Bobby Gaudreau","startTime":1053.9,"endTime":1056.48,"body":"where we built this. And so we"},{"speaker":"Bobby Gaudreau","startTime":1053.9,"endTime":1056.48,"body":"ended up partnering with"},{"speaker":"Bobby Gaudreau","startTime":1056.48,"endTime":1060.92,"body":"salesforce.com. And so we"},{"speaker":"Bobby Gaudreau","startTime":1056.48,"endTime":1060.92,"body":"rebuilt our marketing engine"},{"speaker":"Bobby Gaudreau","startTime":1060.95,"endTime":1065.36,"body":"inside of marketing cloud, and"},{"speaker":"Bobby Gaudreau","startTime":1060.95,"endTime":1065.36,"body":"then we rebuilt or we shouldn't"},{"speaker":"Bobby Gaudreau","startTime":1065.36,"endTime":1069.89,"body":"say rebuilt, we built a customer"},{"speaker":"Bobby Gaudreau","startTime":1065.36,"endTime":1069.89,"body":"data platform using Sales Cloud."},{"speaker":"Bobby Gaudreau","startTime":1069.92,"endTime":1073.85,"body":"And then then we were able to"},{"speaker":"Bobby Gaudreau","startTime":1069.92,"endTime":1073.85,"body":"really leverage what we are"},{"speaker":"Bobby Gaudreau","startTime":1073.85,"endTime":1076.97,"body":"really good at which was"},{"speaker":"Bobby Gaudreau","startTime":1073.85,"endTime":1076.97,"body":"segmenting information out of a"},{"speaker":"Bobby Gaudreau","startTime":1076.97,"endTime":1080.21,"body":"DMS and organizing that"},{"speaker":"Bobby Gaudreau","startTime":1076.97,"endTime":1080.21,"body":"information for equity and, and"},{"speaker":"Bobby Gaudreau","startTime":1080.21,"endTime":1082.97,"body":"customer retention marketing."},{"speaker":"Bobby Gaudreau","startTime":1080.21,"endTime":1082.97,"body":"And then that was kind of our"},{"speaker":"Bobby Gaudreau","startTime":1082.97,"endTime":1086.09,"body":"first use case that we said,"},{"speaker":"Bobby Gaudreau","startTime":1082.97,"endTime":1086.09,"body":"Okay, now what happens when we"},{"speaker":"Bobby Gaudreau","startTime":1086.09,"endTime":1089.21,"body":"execute these things through"},{"speaker":"Bobby Gaudreau","startTime":1086.09,"endTime":1089.21,"body":"this marketing engine and"},{"speaker":"Bobby Gaudreau","startTime":1089.21,"endTime":1091.58,"body":"starting to leverage the"},{"speaker":"Bobby Gaudreau","startTime":1089.21,"endTime":1091.58,"body":"benefits of a customer data"},{"speaker":"Bobby Gaudreau","startTime":1091.58,"endTime":1094.49,"body":"platform, and then it's just"},{"speaker":"Bobby Gaudreau","startTime":1091.58,"endTime":1094.49,"body":"we've taken off from there, we"},{"speaker":"Bobby Gaudreau","startTime":1094.49,"endTime":1097.52,"body":"started to build new journeys,"},{"speaker":"Bobby Gaudreau","startTime":1094.49,"endTime":1097.52,"body":"we're starting to ingest"},{"speaker":"Bobby Gaudreau","startTime":1097.52,"endTime":1101.0,"body":"different first and third party"},{"speaker":"Bobby Gaudreau","startTime":1097.52,"endTime":1101.0,"body":"data sources. And then we've"},{"speaker":"Bobby Gaudreau","startTime":1101.0,"endTime":1105.08,"body":"created what we're referring to"},{"speaker":"Bobby Gaudreau","startTime":1101.0,"endTime":1105.08,"body":"as a data management layer."},{"speaker":"Bobby Gaudreau","startTime":1105.11,"endTime":1108.17,"body":"That's basically this Iron Dome"},{"speaker":"Bobby Gaudreau","startTime":1105.11,"endTime":1108.17,"body":"that sits around everything to"},{"speaker":"Bobby Gaudreau","startTime":1108.17,"endTime":1112.16,"body":"protect all the nasty stuff"},{"speaker":"Bobby Gaudreau","startTime":1108.17,"endTime":1112.16,"body":"coming in. And the visual never"},{"speaker":"Bobby Gaudreau","startTime":1112.19,"endTime":1116.12,"body":"would have been able to go as"},{"speaker":"Bobby Gaudreau","startTime":1112.19,"endTime":1116.12,"body":"fast as we bent over the last"},{"speaker":"Bobby Gaudreau","startTime":1116.15,"endTime":1119.54,"body":"year, were we not building this"},{"speaker":"Bobby Gaudreau","startTime":1116.15,"endTime":1119.54,"body":"in Salesforce, and we never"},{"speaker":"Bobby Gaudreau","startTime":1119.54,"endTime":1122.21,"body":"would have been able to do it"},{"speaker":"Bobby Gaudreau","startTime":1119.54,"endTime":1122.21,"body":"without the support, you know,"},{"speaker":"Bobby Gaudreau","startTime":1122.24,"endTime":1125.09,"body":"the the guidance and the"},{"speaker":"Bobby Gaudreau","startTime":1122.24,"endTime":1125.09,"body":"investment from our from our"},{"speaker":"Bobby Gaudreau","startTime":1125.09,"endTime":1127.34,"body":"parent company being dominion. I"},{"speaker":"Michael Cirillo","startTime":1127.34,"endTime":1131.39,"body":"don't think a"},{"speaker":"Michael Cirillo","startTime":1127.34,"endTime":1131.39,"body":"lot of people know this. That"},{"speaker":"Michael Cirillo","startTime":1131.39,"endTime":1136.19,"body":"Salesforce has one of the"},{"speaker":"Michael Cirillo","startTime":1131.39,"endTime":1136.19,"body":"largest machine learning"},{"speaker":"Michael Cirillo","startTime":1136.22,"endTime":1140.57,"body":"algorithms on customer data in"},{"speaker":"Michael Cirillo","startTime":1136.22,"endTime":1140.57,"body":"the world. Yeah, yeah. Like"},{"speaker":"Michael Cirillo","startTime":1140.9,"endTime":1143.45,"body":"they've been they've been"},{"speaker":"Michael Cirillo","startTime":1140.9,"endTime":1143.45,"body":"talking about CDP's before they"},{"speaker":"Michael Cirillo","startTime":1143.45,"endTime":1147.05,"body":"even had a name for it. And so"},{"speaker":"Michael Cirillo","startTime":1143.45,"endTime":1147.05,"body":"that that really stands out to"},{"speaker":"Michael Cirillo","startTime":1147.05,"endTime":1152.36,"body":"me because I remember 10 years"},{"speaker":"Michael Cirillo","startTime":1147.05,"endTime":1152.36,"body":"ago, learning about Salesforce,"},{"speaker":"Michael Cirillo","startTime":1152.39,"endTime":1156.86,"body":"integrating all these different"},{"speaker":"Michael Cirillo","startTime":1152.39,"endTime":1156.86,"body":"machine learning AI this that"},{"speaker":"Michael Cirillo","startTime":1156.89,"endTime":1159.56,"body":"the next thing as far as"},{"speaker":"Michael Cirillo","startTime":1156.89,"endTime":1159.56,"body":"customer data was concerned. So"},{"speaker":"Michael Cirillo","startTime":1159.56,"endTime":1161.99,"body":"that's really interesting that"},{"speaker":"Michael Cirillo","startTime":1159.56,"endTime":1161.99,"body":"you guys have tapped into that."},{"speaker":"Bobby Gaudreau","startTime":1162.44,"endTime":1166.22,"body":"Well in to two"},{"speaker":"Bobby Gaudreau","startTime":1162.44,"endTime":1166.22,"body":"things on that is so and we've"},{"speaker":"Bobby Gaudreau","startTime":1166.22,"endTime":1170.0,"body":"also we brought in there's a"},{"speaker":"Bobby Gaudreau","startTime":1166.22,"endTime":1170.0,"body":"there's an outside consultant"},{"speaker":"Bobby Gaudreau","startTime":1170.0,"endTime":1172.13,"body":"company that we brought in"},{"speaker":"Bobby Gaudreau","startTime":1170.0,"endTime":1172.13,"body":"that's kind of helped us through"},{"speaker":"Bobby Gaudreau","startTime":1172.13,"endTime":1174.89,"body":"this process. And the company's"},{"speaker":"Bobby Gaudreau","startTime":1172.13,"endTime":1174.89,"body":"called Remy Oh, it's not it's"},{"speaker":"Bobby Gaudreau","startTime":1174.89,"endTime":1178.61,"body":"not a pitch for them. But the"},{"speaker":"Bobby Gaudreau","startTime":1174.89,"endTime":1178.61,"body":"the gentleman that runs it's a"},{"speaker":"Bobby Gaudreau","startTime":1178.61,"endTime":1181.25,"body":"small kind of boutique"},{"speaker":"Bobby Gaudreau","startTime":1178.61,"endTime":1181.25,"body":"consulting firm, and I've worked"},{"speaker":"Bobby Gaudreau","startTime":1181.25,"endTime":1184.67,"body":"with them in two other jobs. One"},{"speaker":"Bobby Gaudreau","startTime":1181.25,"endTime":1184.67,"body":"other job they kind of just did"},{"speaker":"Bobby Gaudreau","startTime":1184.67,"endTime":1187.16,"body":"a small project where they"},{"speaker":"Bobby Gaudreau","startTime":1184.67,"endTime":1187.16,"body":"helped us with our instances,"},{"speaker":"Bobby Gaudreau","startTime":1187.16,"endTime":1191.45,"body":"Salesforce, and another job they"},{"speaker":"Bobby Gaudreau","startTime":1187.16,"endTime":1191.45,"body":"it was transformative. And it"},{"speaker":"Bobby Gaudreau","startTime":1191.45,"endTime":1195.35,"body":"was more data work that they did"},{"speaker":"Bobby Gaudreau","startTime":1191.45,"endTime":1195.35,"body":"but the guy Ned modell who runs"},{"speaker":"Bobby Gaudreau","startTime":1195.35,"endTime":1198.83,"body":"the company, you know, I refer"},{"speaker":"Bobby Gaudreau","startTime":1195.35,"endTime":1198.83,"body":"to him as kind of a data"},{"speaker":"Bobby Gaudreau","startTime":1198.83,"endTime":1204.5,"body":"forensic guy and He teaches"},{"speaker":"Bobby Gaudreau","startTime":1198.83,"endTime":1204.5,"body":"actually a course at NYU, to"},{"speaker":"Bobby Gaudreau","startTime":1204.5,"endTime":1208.94,"body":"master students who are learning"},{"speaker":"Bobby Gaudreau","startTime":1204.5,"endTime":1208.94,"body":"about marketing automation and"},{"speaker":"Bobby Gaudreau","startTime":1208.94,"endTime":1212.93,"body":"data and CRM systems. And so he"},{"speaker":"Bobby Gaudreau","startTime":1208.94,"endTime":1212.93,"body":"teaches one of the requisite"},{"speaker":"Bobby Gaudreau","startTime":1212.93,"endTime":1216.11,"body":"courses that the students have"},{"speaker":"Bobby Gaudreau","startTime":1212.93,"endTime":1216.11,"body":"to go through. So we initially"},{"speaker":"Bobby Gaudreau","startTime":1216.11,"endTime":1219.17,"body":"brought them in to look at"},{"speaker":"Bobby Gaudreau","startTime":1216.11,"endTime":1219.17,"body":"everything and help us make"},{"speaker":"Bobby Gaudreau","startTime":1219.17,"endTime":1222.59,"body":"recommendations. And it's, you"},{"speaker":"Bobby Gaudreau","startTime":1219.17,"endTime":1222.59,"body":"know, it probably, you didn't"},{"speaker":"Bobby Gaudreau","startTime":1222.59,"endTime":1225.32,"body":"need to have an advanced degree"},{"speaker":"Bobby Gaudreau","startTime":1222.59,"endTime":1225.32,"body":"to realize that we, they pointed"},{"speaker":"Bobby Gaudreau","startTime":1225.32,"endTime":1229.04,"body":"us in the Salesforce direction."},{"speaker":"Bobby Gaudreau","startTime":1225.32,"endTime":1229.04,"body":"But it's just that has they've"},{"speaker":"Bobby Gaudreau","startTime":1229.04,"endTime":1232.4,"body":"been such a good partner to help"},{"speaker":"Bobby Gaudreau","startTime":1229.04,"endTime":1232.4,"body":"us pure around the corners as"},{"speaker":"Bobby Gaudreau","startTime":1232.4,"endTime":1235.1,"body":"we've been building this stuff."},{"speaker":"Bobby Gaudreau","startTime":1232.4,"endTime":1235.1,"body":"And then the second thing to"},{"speaker":"Bobby Gaudreau","startTime":1235.1,"endTime":1239.72,"body":"that point, is one of the"},{"speaker":"Bobby Gaudreau","startTime":1235.1,"endTime":1239.72,"body":"elements that we have here now"},{"speaker":"Bobby Gaudreau","startTime":1239.72,"endTime":1242.03,"body":"is we're doing all of our"},{"speaker":"Bobby Gaudreau","startTime":1239.72,"endTime":1242.03,"body":"reporting through Salesforce,"},{"speaker":"Bobby Gaudreau","startTime":1242.03,"endTime":1244.82,"body":"and specifically through"},{"speaker":"Bobby Gaudreau","startTime":1242.03,"endTime":1244.82,"body":"Tableau. So it was kind of like"},{"speaker":"Bobby Gaudreau","startTime":1244.82,"endTime":1248.51,"body":"Tableau and Domo are kind of the"},{"speaker":"Bobby Gaudreau","startTime":1244.82,"endTime":1248.51,"body":"two big reporting companies out"},{"speaker":"Bobby Gaudreau","startTime":1248.51,"endTime":1252.83,"body":"there. And Salesforce bought"},{"speaker":"Bobby Gaudreau","startTime":1248.51,"endTime":1252.83,"body":"Tableau, I think, in 2017. And"},{"speaker":"Bobby Gaudreau","startTime":1252.83,"endTime":1256.88,"body":"what they immediately did is"},{"speaker":"Bobby Gaudreau","startTime":1252.83,"endTime":1256.88,"body":"they combined that with their"},{"speaker":"Bobby Gaudreau","startTime":1256.88,"endTime":1260.63,"body":"Einstein AI data layer, and so"},{"speaker":"Bobby Gaudreau","startTime":1256.88,"endTime":1260.63,"body":"it's all combined. And I mean,"},{"speaker":"Bobby Gaudreau","startTime":1260.63,"endTime":1264.08,"body":"even right now, we haven't even"},{"speaker":"Bobby Gaudreau","startTime":1260.63,"endTime":1264.08,"body":"scratched the surface on what"},{"speaker":"Bobby Gaudreau","startTime":1264.08,"endTime":1267.02,"body":"we're going to be able to do"},{"speaker":"Bobby Gaudreau","startTime":1264.08,"endTime":1267.02,"body":"with that. So we just kind of"},{"speaker":"Bobby Gaudreau","startTime":1267.02,"endTime":1269.39,"body":"launched our new reporting with"},{"speaker":"Bobby Gaudreau","startTime":1267.02,"endTime":1269.39,"body":"that around six or seven months"},{"speaker":"Bobby Gaudreau","startTime":1269.39,"endTime":1270.53,"body":"ago. So"},{"speaker":"Michael Cirillo","startTime":1270.89,"endTime":1274.46,"body":"Tableau and"},{"speaker":"Michael Cirillo","startTime":1270.89,"endTime":1274.46,"body":"Domo sound like to have"},{"speaker":"Michael Cirillo","startTime":1274.46,"endTime":1276.65,"body":"everyone's favorite 80s hair"},{"speaker":"Michael Cirillo","startTime":1274.46,"endTime":1276.65,"body":"bands."},{"speaker":"Paul J Daly","startTime":1278.78,"endTime":1280.7,"body":"Boudreau and"},{"speaker":"Paul J Daly","startTime":1278.78,"endTime":1280.7,"body":"Tibideaux Zencart."},{"speaker":"Bobby Gaudreau","startTime":1282.32,"endTime":1286.37,"body":"Do you get your"},{"speaker":"Bobby Gaudreau","startTime":1282.32,"endTime":1286.37,"body":"Domo tickets? Good point, a"},{"speaker":"Bobby Gaudreau","startTime":1286.37,"endTime":1286.94,"body":"great one."},{"speaker":"Kyle Mountsier","startTime":1287.03,"endTime":1289.88,"body":"It's awesome."},{"speaker":"Kyle Mountsier","startTime":1287.03,"endTime":1289.88,"body":"What, um, when when you think"},{"speaker":"Kyle Mountsier","startTime":1289.88,"endTime":1293.03,"body":"about like all of the data work,"},{"speaker":"Kyle Mountsier","startTime":1289.88,"endTime":1293.03,"body":"all of the work, you've done"},{"speaker":"Kyle Mountsier","startTime":1293.03,"endTime":1295.52,"body":"integrating Salesforce"},{"speaker":"Kyle Mountsier","startTime":1293.03,"endTime":1295.52,"body":"marketing, cloud and Sales Cloud"},{"speaker":"Kyle Mountsier","startTime":1295.52,"endTime":1298.97,"body":"and the things that so much"},{"speaker":"Kyle Mountsier","startTime":1295.52,"endTime":1298.97,"body":"enterprise around the world is"},{"speaker":"Kyle Mountsier","startTime":1298.97,"endTime":1303.05,"body":"doing? And then think about,"},{"speaker":"Kyle Mountsier","startTime":1298.97,"endTime":1303.05,"body":"Okay, what does that mean, for"},{"speaker":"Kyle Mountsier","startTime":1303.05,"endTime":1308.09,"body":"an individual or a two to five"},{"speaker":"Kyle Mountsier","startTime":1303.05,"endTime":1308.09,"body":"store group that now kind of"},{"speaker":"Kyle Mountsier","startTime":1308.09,"endTime":1311.45,"body":"gets this access to an"},{"speaker":"Kyle Mountsier","startTime":1308.09,"endTime":1311.45,"body":"enterprise, the thing that on"},{"speaker":"Kyle Mountsier","startTime":1311.45,"endTime":1315.02,"body":"their own, would never maybe"},{"speaker":"Kyle Mountsier","startTime":1311.45,"endTime":1315.02,"body":"have the resources or the time"},{"speaker":"Kyle Mountsier","startTime":1315.02,"endTime":1318.74,"body":"or the energy or the development"},{"speaker":"Kyle Mountsier","startTime":1315.02,"endTime":1318.74,"body":"resources to go and get, but now"},{"speaker":"Kyle Mountsier","startTime":1318.74,"endTime":1323.45,"body":"they have like, unique access to"},{"speaker":"Kyle Mountsier","startTime":1318.74,"endTime":1323.45,"body":"enterprise grade technology? How"},{"speaker":"Kyle Mountsier","startTime":1323.45,"endTime":1329.27,"body":"do they track that? To engage"},{"speaker":"Kyle Mountsier","startTime":1323.45,"endTime":1329.27,"body":"with it now? And I can start to"},{"speaker":"Kyle Mountsier","startTime":1329.27,"endTime":1332.15,"body":"sense like business results from"},{"speaker":"Kyle Mountsier","startTime":1329.27,"endTime":1332.15,"body":"it, what does it really mean to"},{"speaker":"Kyle Mountsier","startTime":1332.15,"endTime":1335.72,"body":"a dealer, that you've gone and"},{"speaker":"Kyle Mountsier","startTime":1332.15,"endTime":1335.72,"body":"contracted and work with these"},{"speaker":"Kyle Mountsier","startTime":1335.72,"endTime":1339.02,"body":"consultants and done all this"},{"speaker":"Kyle Mountsier","startTime":1335.72,"endTime":1339.02,"body":"crazy new stuff? Yeah. How does"},{"speaker":"Kyle Mountsier","startTime":1339.02,"endTime":1341.0,"body":"that get to the ground? Yeah,"},{"speaker":"Bobby Gaudreau","startTime":1341.0,"endTime":1344.24,"body":"no, I mean, I"},{"speaker":"Bobby Gaudreau","startTime":1341.0,"endTime":1344.24,"body":"think there's a couple there's a"},{"speaker":"Bobby Gaudreau","startTime":1344.24,"endTime":1346.79,"body":"couple of different ways that,"},{"speaker":"Bobby Gaudreau","startTime":1344.24,"endTime":1346.79,"body":"you know, we can look at that."},{"speaker":"Bobby Gaudreau","startTime":1346.79,"endTime":1351.32,"body":"And there, you know, as this"},{"speaker":"Bobby Gaudreau","startTime":1346.79,"endTime":1351.32,"body":"space is, you know, emerging and"},{"speaker":"Bobby Gaudreau","startTime":1351.32,"endTime":1353.54,"body":"evolving, you know, with"},{"speaker":"Bobby Gaudreau","startTime":1351.32,"endTime":1353.54,"body":"anything, there's a lot of,"},{"speaker":"Bobby Gaudreau","startTime":1353.9,"endTime":1356.51,"body":"there's a lot of confusion out"},{"speaker":"Bobby Gaudreau","startTime":1353.9,"endTime":1356.51,"body":"there in terms of what does this"},{"speaker":"Bobby Gaudreau","startTime":1356.51,"endTime":1359.75,"body":"mean? And who does what and who?"},{"speaker":"Bobby Gaudreau","startTime":1356.51,"endTime":1359.75,"body":"And who does you know, who does"},{"speaker":"Bobby Gaudreau","startTime":1359.75,"endTime":1364.28,"body":"this? And who does that? I think"},{"speaker":"Bobby Gaudreau","startTime":1359.75,"endTime":1364.28,"body":"the the immediate? I think"},{"speaker":"Bobby Gaudreau","startTime":1364.28,"endTime":1367.91,"body":"there's two immediate benefits"},{"speaker":"Bobby Gaudreau","startTime":1364.28,"endTime":1367.91,"body":"that that people are our"},{"speaker":"Bobby Gaudreau","startTime":1367.91,"endTime":1370.67,"body":"customers have experienced when"},{"speaker":"Bobby Gaudreau","startTime":1367.91,"endTime":1370.67,"body":"they've come on board with us,"},{"speaker":"Bobby Gaudreau","startTime":1370.67,"endTime":1375.77,"body":"right? One is because of the way"},{"speaker":"Bobby Gaudreau","startTime":1370.67,"endTime":1375.77,"body":"that we have designed this, and"},{"speaker":"Bobby Gaudreau","startTime":1375.77,"endTime":1377.96,"body":"we didn't come up with the term,"},{"speaker":"Bobby Gaudreau","startTime":1375.77,"endTime":1377.96,"body":"but you know, kind of this"},{"speaker":"Bobby Gaudreau","startTime":1377.96,"endTime":1381.23,"body":"concept of a hybrid CDP. Right?"},{"speaker":"Bobby Gaudreau","startTime":1377.96,"endTime":1381.23,"body":"So we've got the customer data"},{"speaker":"Bobby Gaudreau","startTime":1381.23,"endTime":1386.0,"body":"platform, and the marketing"},{"speaker":"Bobby Gaudreau","startTime":1381.23,"endTime":1386.0,"body":"fulfillment. And so we started"},{"speaker":"Bobby Gaudreau","startTime":1386.12,"endTime":1389.99,"body":"right with what we were good at,"},{"speaker":"Bobby Gaudreau","startTime":1386.12,"endTime":1389.99,"body":"which was doing equity, mining,"},{"speaker":"Bobby Gaudreau","startTime":1389.99,"endTime":1393.62,"body":"and marketing, and doing"},{"speaker":"Bobby Gaudreau","startTime":1389.99,"endTime":1393.62,"body":"retention marketing. And so we"},{"speaker":"Bobby Gaudreau","startTime":1393.62,"endTime":1396.29,"body":"started with those journeys in"},{"speaker":"Bobby Gaudreau","startTime":1393.62,"endTime":1396.29,"body":"place where a lot, and this"},{"speaker":"Bobby Gaudreau","startTime":1396.29,"endTime":1398.78,"body":"isn't a knock, this is just"},{"speaker":"Bobby Gaudreau","startTime":1396.29,"endTime":1398.78,"body":"where everyone, there's a lot of"},{"speaker":"Bobby Gaudreau","startTime":1398.78,"endTime":1402.47,"body":"other companies in this space"},{"speaker":"Bobby Gaudreau","startTime":1398.78,"endTime":1402.47,"body":"that started engaging customers"},{"speaker":"Bobby Gaudreau","startTime":1402.47,"endTime":1404.84,"body":"on websites or on digital,"},{"speaker":"Bobby Gaudreau","startTime":1402.47,"endTime":1404.84,"body":"right, and we're all kind of"},{"speaker":"Bobby Gaudreau","startTime":1404.84,"endTime":1409.52,"body":"kind of come come to the middle."},{"speaker":"Bobby Gaudreau","startTime":1404.84,"endTime":1409.52,"body":"But right away, we're turnkey,"},{"speaker":"Bobby Gaudreau","startTime":1409.55,"endTime":1412.49,"body":"right? So people come on board,"},{"speaker":"Bobby Gaudreau","startTime":1409.55,"endTime":1412.49,"body":"and we're able to all of a"},{"speaker":"Bobby Gaudreau","startTime":1412.49,"endTime":1417.35,"body":"sudden cast this much wider, and"},{"speaker":"Bobby Gaudreau","startTime":1412.49,"endTime":1417.35,"body":"deliberate and targeted net over"},{"speaker":"Bobby Gaudreau","startTime":1417.35,"endTime":1420.65,"body":"their entire database, because"},{"speaker":"Bobby Gaudreau","startTime":1417.35,"endTime":1420.65,"body":"we have these, you know, handful"},{"speaker":"Bobby Gaudreau","startTime":1420.65,"endTime":1423.38,"body":"of service and sales journeys"},{"speaker":"Bobby Gaudreau","startTime":1420.65,"endTime":1423.38,"body":"that are already running. And"},{"speaker":"Bobby Gaudreau","startTime":1423.38,"endTime":1426.38,"body":"because we have the channels now"},{"speaker":"Bobby Gaudreau","startTime":1423.38,"endTime":1426.38,"body":"through marketing cloud, whether"},{"speaker":"Bobby Gaudreau","startTime":1426.38,"endTime":1430.7,"body":"it's email, or direct mail, or"},{"speaker":"Bobby Gaudreau","startTime":1426.38,"endTime":1430.7,"body":"SMS, are all embedded together,"},{"speaker":"Bobby Gaudreau","startTime":1430.73,"endTime":1435.8,"body":"we see instant engagement"},{"speaker":"Bobby Gaudreau","startTime":1430.73,"endTime":1435.8,"body":"improvements, because we it's"},{"speaker":"Bobby Gaudreau","startTime":1435.8,"endTime":1440.06,"body":"much easier for us to, to find"},{"speaker":"Bobby Gaudreau","startTime":1435.8,"endTime":1440.06,"body":"and reach customers, because"},{"speaker":"Bobby Gaudreau","startTime":1440.06,"endTime":1442.52,"body":"we've got all those different"},{"speaker":"Bobby Gaudreau","startTime":1440.06,"endTime":1442.52,"body":"contact points, as opposed to"},{"speaker":"Bobby Gaudreau","startTime":1442.52,"endTime":1445.97,"body":"them being all disparate all"},{"speaker":"Bobby Gaudreau","startTime":1442.52,"endTime":1445.97,"body":"over the place. So we can see"},{"speaker":"Bobby Gaudreau","startTime":1445.97,"endTime":1448.61,"body":"that and then we can kind of"},{"speaker":"Bobby Gaudreau","startTime":1445.97,"endTime":1448.61,"body":"prove it to ourselves into the"},{"speaker":"Bobby Gaudreau","startTime":1448.61,"endTime":1452.06,"body":"customers through the reporting."},{"speaker":"Bobby Gaudreau","startTime":1448.61,"endTime":1452.06,"body":"And then the second thing, and"},{"speaker":"Bobby Gaudreau","startTime":1452.09,"endTime":1457.28,"body":"we not that we underestimated"},{"speaker":"Bobby Gaudreau","startTime":1452.09,"endTime":1457.28,"body":"it, but it was hard to quantify,"},{"speaker":"Bobby Gaudreau","startTime":1457.28,"endTime":1459.44,"body":"right? As long as I've been in"},{"speaker":"Bobby Gaudreau","startTime":1457.28,"endTime":1459.44,"body":"this space, everyone's always on"},{"speaker":"Bobby Gaudreau","startTime":1459.62,"endTime":1462.35,"body":"dealer's data stinks. Right?"},{"speaker":"Bobby Gaudreau","startTime":1459.62,"endTime":1462.35,"body":"Like I've never not heard"},{"speaker":"Bobby Gaudreau","startTime":1462.35,"endTime":1466.55,"body":"someone say that. Now we can"},{"speaker":"Bobby Gaudreau","startTime":1462.35,"endTime":1466.55,"body":"actually put a number on it. And"},{"speaker":"Bobby Gaudreau","startTime":1466.55,"endTime":1470.99,"body":"frankly, it's, it's way worse"},{"speaker":"Bobby Gaudreau","startTime":1466.55,"endTime":1470.99,"body":"than we thought and we organized"},{"speaker":"Bobby Gaudreau","startTime":1470.99,"endTime":1473.6,"body":"like the data probably, I could"},{"speaker":"Bobby Gaudreau","startTime":1470.99,"endTime":1473.6,"body":"I could talk to you guys for"},{"speaker":"Bobby Gaudreau","startTime":1473.6,"endTime":1476.69,"body":"five hours on the data. And I"},{"speaker":"Bobby Gaudreau","startTime":1473.6,"endTime":1476.69,"body":"know we only have you know, 20"},{"speaker":"Bobby Gaudreau","startTime":1476.69,"endTime":1476.99,"body":"or 30"},{"speaker":"Michael Cirillo","startTime":1477.65,"endTime":1479.48,"body":"details. But"},{"speaker":"Bobby Gaudreau","startTime":1481.1,"endTime":1483.86,"body":"we organized the"},{"speaker":"Bobby Gaudreau","startTime":1481.1,"endTime":1483.86,"body":"data problems into three"},{"speaker":"Bobby Gaudreau","startTime":1483.86,"endTime":1487.07,"body":"buckets. So we look at duplicate"},{"speaker":"Bobby Gaudreau","startTime":1483.86,"endTime":1487.07,"body":"records, we look at malformed"},{"speaker":"Bobby Gaudreau","startTime":1487.07,"endTime":1490.49,"body":"records, and we look at kind of"},{"speaker":"Bobby Gaudreau","startTime":1487.07,"endTime":1490.49,"body":"bad email. So bad emails are"},{"speaker":"Bobby Gaudreau","startTime":1490.52,"endTime":1496.97,"body":"invalid spam traps excetera and"},{"speaker":"Bobby Gaudreau","startTime":1490.52,"endTime":1496.97,"body":"so Ned who I mentioned before,"},{"speaker":"Bobby Gaudreau","startTime":1497.33,"endTime":1500.12,"body":"he when he works with clients"},{"speaker":"Bobby Gaudreau","startTime":1497.33,"endTime":1500.12,"body":"outside of automotive, he His"},{"speaker":"Bobby Gaudreau","startTime":1500.12,"endTime":1503.36,"body":"rule of thumb is when he looks"},{"speaker":"Bobby Gaudreau","startTime":1500.12,"endTime":1503.36,"body":"at a database, he wants to have"},{"speaker":"Bobby Gaudreau","startTime":1503.36,"endTime":1507.41,"body":"1% or less of that database as"},{"speaker":"Bobby Gaudreau","startTime":1503.36,"endTime":1507.41,"body":"duplicate records, right?"},{"speaker":"Bobby Gaudreau","startTime":1507.41,"endTime":1509.93,"body":"They're a fact of life, right?"},{"speaker":"Bobby Gaudreau","startTime":1507.41,"endTime":1509.93,"body":"They happen all the time. It's"},{"speaker":"Bobby Gaudreau","startTime":1509.93,"endTime":1513.14,"body":"just way worse in retail"},{"speaker":"Bobby Gaudreau","startTime":1509.93,"endTime":1513.14,"body":"automotive, because no one"},{"speaker":"Bobby Gaudreau","startTime":1513.14,"endTime":1517.34,"body":"control, everyone has access to"},{"speaker":"Bobby Gaudreau","startTime":1513.14,"endTime":1517.34,"body":"the database, right? I refer to"},{"speaker":"Bobby Gaudreau","startTime":1517.34,"endTime":1520.88,"body":"it, it's like the refrigerator"},{"speaker":"Bobby Gaudreau","startTime":1517.34,"endTime":1520.88,"body":"and accompany break room, right?"},{"speaker":"Bobby Gaudreau","startTime":1520.94,"endTime":1525.29,"body":"Everybody has access to it. And"},{"speaker":"Bobby Gaudreau","startTime":1520.94,"endTime":1525.29,"body":"some people are polite, and some"},{"speaker":"Bobby Gaudreau","startTime":1525.29,"endTime":1529.52,"body":"people are slobs, and they leave"},{"speaker":"Bobby Gaudreau","startTime":1525.29,"endTime":1529.52,"body":"a Chinese box of food in there"},{"speaker":"Bobby Gaudreau","startTime":1529.52,"endTime":1532.85,"body":"for four weeks and destroys"},{"speaker":"Bobby Gaudreau","startTime":1529.52,"endTime":1532.85,"body":"everything in there. And that"},{"speaker":"Bobby Gaudreau","startTime":1532.85,"endTime":1535.46,"body":"and that's what we're finding."},{"speaker":"Bobby Gaudreau","startTime":1532.85,"endTime":1535.46,"body":"So, you know, we can say, hey,"},{"speaker":"Bobby Gaudreau","startTime":1535.46,"endTime":1538.79,"body":"we're doing the right thing. But"},{"speaker":"Bobby Gaudreau","startTime":1535.46,"endTime":1538.79,"body":"we can't control what three"},{"speaker":"Bobby Gaudreau","startTime":1538.79,"endTime":1540.95,"body":"other marketing companies may or"},{"speaker":"Bobby Gaudreau","startTime":1538.79,"endTime":1540.95,"body":"may not do when they're"},{"speaker":"Bobby Gaudreau","startTime":1540.95,"endTime":1544.91,"body":"accessing that same data. So"},{"speaker":"Bobby Gaudreau","startTime":1540.95,"endTime":1544.91,"body":"what we found so if Ned's rule"},{"speaker":"Bobby Gaudreau","startTime":1544.91,"endTime":1547.52,"body":"of thumb is you don't want to"},{"speaker":"Bobby Gaudreau","startTime":1544.91,"endTime":1547.52,"body":"have one person more than 1% of"},{"speaker":"Bobby Gaudreau","startTime":1547.52,"endTime":1550.31,"body":"that database is duplicate"},{"speaker":"Bobby Gaudreau","startTime":1547.52,"endTime":1550.31,"body":"records, what we find on"},{"speaker":"Bobby Gaudreau","startTime":1550.31,"endTime":1552.95,"body":"average, it's well into the"},{"speaker":"Bobby Gaudreau","startTime":1550.31,"endTime":1552.95,"body":"double digits, we've seen some"},{"speaker":"Bobby Gaudreau","startTime":1552.95,"endTime":1557.57,"body":"dealers, it's as high as 50 60%."},{"speaker":"Bobby Gaudreau","startTime":1552.95,"endTime":1557.57,"body":"And so what that means is, you"},{"speaker":"Bobby Gaudreau","startTime":1557.57,"endTime":1560.96,"body":"know, I run some kind of"},{"speaker":"Bobby Gaudreau","startTime":1557.57,"endTime":1560.96,"body":"campaign, maybe it's an equity"},{"speaker":"Bobby Gaudreau","startTime":1560.96,"endTime":1564.68,"body":"campaign, and I pull that down."},{"speaker":"Bobby Gaudreau","startTime":1560.96,"endTime":1564.68,"body":"And there's, you know, four"},{"speaker":"Bobby Gaudreau","startTime":1564.68,"endTime":1568.31,"body":"records for Paul and eight"},{"speaker":"Bobby Gaudreau","startTime":1564.68,"endTime":1568.31,"body":"records for Kyle, and they're"},{"speaker":"Bobby Gaudreau","startTime":1568.31,"endTime":1571.37,"body":"all attached to the same Venn,"},{"speaker":"Bobby Gaudreau","startTime":1568.31,"endTime":1571.37,"body":"all of those are going to get"},{"speaker":"Bobby Gaudreau","startTime":1571.37,"endTime":1573.74,"body":"pulled into whatever marketing"},{"speaker":"Bobby Gaudreau","startTime":1571.37,"endTime":1573.74,"body":"campaign you're doing, it"},{"speaker":"Bobby Gaudreau","startTime":1573.74,"endTime":1575.81,"body":"doesn't matter if you're"},{"speaker":"Bobby Gaudreau","startTime":1573.74,"endTime":1575.81,"body":"delivering that through a"},{"speaker":"Bobby Gaudreau","startTime":1575.81,"endTime":1580.73,"body":"sophisticated marketing engine,"},{"speaker":"Bobby Gaudreau","startTime":1575.81,"endTime":1580.73,"body":"like we have with with it with"},{"speaker":"Bobby Gaudreau","startTime":1580.73,"endTime":1583.19,"body":"activator and through marketing"},{"speaker":"Bobby Gaudreau","startTime":1580.73,"endTime":1583.19,"body":"cloud, or I'm just doing it"},{"speaker":"Bobby Gaudreau","startTime":1583.19,"endTime":1586.22,"body":"through my through my personal"},{"speaker":"Bobby Gaudreau","startTime":1583.19,"endTime":1586.22,"body":"Gmail account, all those things"},{"speaker":"Bobby Gaudreau","startTime":1586.22,"endTime":1589.16,"body":"are gonna get staged, and"},{"speaker":"Bobby Gaudreau","startTime":1586.22,"endTime":1589.16,"body":"they're gonna get sent out. And"},{"speaker":"Bobby Gaudreau","startTime":1589.16,"endTime":1594.47,"body":"then the second area is the,"},{"speaker":"Bobby Gaudreau","startTime":1589.16,"endTime":1594.47,"body":"the, the, the, the, the sheer"},{"speaker":"Bobby Gaudreau","startTime":1594.47,"endTime":1599.18,"body":"number of invalid and spam trap"},{"speaker":"Bobby Gaudreau","startTime":1594.47,"endTime":1599.18,"body":"addresses blew us away. So last"},{"speaker":"Bobby Gaudreau","startTime":1599.18,"endTime":1602.96,"body":"summer, we evaluated across"},{"speaker":"Bobby Gaudreau","startTime":1599.18,"endTime":1602.96,"body":"about 200, dealers, 8 million"},{"speaker":"Bobby Gaudreau","startTime":1602.96,"endTime":1607.49,"body":"customer records. Out of those,"},{"speaker":"Bobby Gaudreau","startTime":1602.96,"endTime":1607.49,"body":"there was a quarter of a million"},{"speaker":"Bobby Gaudreau","startTime":1607.49,"endTime":1611.96,"body":"invalid email addresses. Of"},{"speaker":"Bobby Gaudreau","startTime":1607.49,"endTime":1611.96,"body":"those there was 40,000 Spam"},{"speaker":"Bobby Gaudreau","startTime":1611.96,"endTime":1616.7,"body":"traps, right, like that's"},{"speaker":"Bobby Gaudreau","startTime":1611.96,"endTime":1616.7,"body":"Russian Roulette, with ISPs. And"},{"speaker":"Bobby Gaudreau","startTime":1616.7,"endTime":1620.39,"body":"so what we've built is what we"},{"speaker":"Bobby Gaudreau","startTime":1616.7,"endTime":1620.39,"body":"call as a data management layer."},{"speaker":"Bobby Gaudreau","startTime":1620.42,"endTime":1623.57,"body":"And so we leverage tools that"},{"speaker":"Bobby Gaudreau","startTime":1620.42,"endTime":1623.57,"body":"are in the in the AppExchange,"},{"speaker":"Bobby Gaudreau","startTime":1623.57,"endTime":1627.44,"body":"through Salesforce, like at data"},{"speaker":"Bobby Gaudreau","startTime":1623.57,"endTime":1627.44,"body":"used to be called tower data"},{"speaker":"Bobby Gaudreau","startTime":1627.5,"endTime":1632.81,"body":"that has the ability to identify"},{"speaker":"Bobby Gaudreau","startTime":1627.5,"endTime":1632.81,"body":"and then help isolate all those"},{"speaker":"Bobby Gaudreau","startTime":1632.81,"endTime":1637.37,"body":"bad email addresses. And and we"},{"speaker":"Bobby Gaudreau","startTime":1632.81,"endTime":1637.37,"body":"would never, I mean, there's no"},{"speaker":"Bobby Gaudreau","startTime":1637.37,"endTime":1642.89,"body":"human that's going to be able to"},{"speaker":"Bobby Gaudreau","startTime":1637.37,"endTime":1642.89,"body":"it's like the an invisible"},{"speaker":"Bobby Gaudreau","startTime":1642.89,"endTime":1647.03,"body":"needle in a haystack. And then"},{"speaker":"Bobby Gaudreau","startTime":1642.89,"endTime":1647.03,"body":"we apply the same logic, when we"},{"speaker":"Bobby Gaudreau","startTime":1647.03,"endTime":1649.73,"body":"can say, now we can go into a"},{"speaker":"Bobby Gaudreau","startTime":1647.03,"endTime":1649.73,"body":"database, whether it's 20,000"},{"speaker":"Bobby Gaudreau","startTime":1649.73,"endTime":1652.97,"body":"people or 100,000 people, and"},{"speaker":"Bobby Gaudreau","startTime":1649.73,"endTime":1652.97,"body":"we're at the early throes here"},{"speaker":"Bobby Gaudreau","startTime":1652.97,"endTime":1655.91,"body":"of saying, Okay, now we're going"},{"speaker":"Bobby Gaudreau","startTime":1652.97,"endTime":1655.91,"body":"to identify all of these dupes,"},{"speaker":"Bobby Gaudreau","startTime":1655.97,"endTime":1658.85,"body":"all these malformed records and"},{"speaker":"Bobby Gaudreau","startTime":1655.97,"endTime":1658.85,"body":"kind of group them together, and"},{"speaker":"Bobby Gaudreau","startTime":1658.85,"endTime":1661.22,"body":"then make sense of it. So it's"},{"speaker":"Bobby Gaudreau","startTime":1658.85,"endTime":1661.22,"body":"hard work, you know,"},{"speaker":"Paul J Daly","startTime":1661.25,"endTime":1664.16,"body":"coming into this"},{"speaker":"Paul J Daly","startTime":1661.25,"endTime":1664.16,"body":"podcast episode. You know, when"},{"speaker":"Paul J Daly","startTime":1664.16,"endTime":1666.77,"body":"we said you were going to be on"},{"speaker":"Paul J Daly","startTime":1664.16,"endTime":1666.77,"body":"people were like, he's low"},{"speaker":"Paul J Daly","startTime":1666.77,"endTime":1670.61,"body":"energy, he's an underachiever,"},{"speaker":"Paul J Daly","startTime":1666.77,"endTime":1670.61,"body":"all these things. I didn't pick"},{"speaker":"Paul J Daly","startTime":1670.61,"endTime":1676.25,"body":"up any of that stuff. Thank you"},{"speaker":"Paul J Daly","startTime":1670.61,"endTime":1676.25,"body":"so much for sharing just your"},{"speaker":"Paul J Daly","startTime":1676.25,"endTime":1678.89,"body":"energy and your insights and"},{"speaker":"Paul J Daly","startTime":1676.25,"endTime":1678.89,"body":"your experience with us. Um, I"},{"speaker":"Paul J Daly","startTime":1678.89,"endTime":1681.02,"body":"know that our audience is going"},{"speaker":"Paul J Daly","startTime":1678.89,"endTime":1681.02,"body":"to pull some stuff out of this"},{"speaker":"Paul J Daly","startTime":1681.02,"endTime":1683.03,"body":"and really get them thinking in"},{"speaker":"Paul J Daly","startTime":1681.02,"endTime":1683.03,"body":"a different way. Thanks for the"},{"speaker":"Paul J Daly","startTime":1683.03,"endTime":1685.7,"body":"meaningful work that you're"},{"speaker":"Paul J Daly","startTime":1683.03,"endTime":1685.7,"body":"doing in automotive to make the"},{"speaker":"Paul J Daly","startTime":1685.7,"endTime":1688.22,"body":"whole industry better. Bobby,"},{"speaker":"Paul J Daly","startTime":1685.7,"endTime":1688.22,"body":"thank you so much for joining us"},{"speaker":"Paul J Daly","startTime":1688.22,"endTime":1689.99,"body":"today on Auto Collabs isn't"},{"speaker":"Paul J Daly","startTime":1688.22,"endTime":1689.99,"body":"doing great. Thank"},{"speaker":"Bobby Gaudreau","startTime":1689.99,"endTime":1690.5,"body":"you guys."},{"speaker":"Michael Cirillo","startTime":1695.0,"endTime":1697.16,"body":"You know, it's"},{"speaker":"Michael Cirillo","startTime":1695.0,"endTime":1697.16,"body":"crazy to me, you sit down with"},{"speaker":"Michael Cirillo","startTime":1697.16,"endTime":1702.08,"body":"guys who have been part of"},{"speaker":"Michael Cirillo","startTime":1697.16,"endTime":1702.08,"body":"massive exits and acquisitions."},{"speaker":"Michael Cirillo","startTime":1702.86,"endTime":1709.97,"body":"And, and I think as a result of"},{"speaker":"Michael Cirillo","startTime":1702.86,"endTime":1709.97,"body":"that, the other big things they"},{"speaker":"Michael Cirillo","startTime":1709.97,"endTime":1711.95,"body":"do in their life, like, I don't"},{"speaker":"Michael Cirillo","startTime":1709.97,"endTime":1711.95,"body":"know about you, but it's like"},{"speaker":"Michael Cirillo","startTime":1711.95,"endTime":1714.86,"body":"the other big things they do in"},{"speaker":"Michael Cirillo","startTime":1711.95,"endTime":1714.86,"body":"their life or like, whatever."},{"speaker":"Michael Cirillo","startTime":1715.37,"endTime":1719.3,"body":"Like, you're small, you ran 107"},{"speaker":"Michael Cirillo","startTime":1715.37,"endTime":1719.3,"body":"miles and like, you're gonna run"},{"speaker":"Michael Cirillo","startTime":1719.3,"endTime":1723.23,"body":"another 50 this and you rode"},{"speaker":"Michael Cirillo","startTime":1719.3,"endTime":1723.23,"body":"your bike for 104 miles. And"},{"speaker":"Michael Cirillo","startTime":1723.23,"endTime":1726.77,"body":"he's like, yeah, it's just what"},{"speaker":"Michael Cirillo","startTime":1723.23,"endTime":1726.77,"body":"I do. Okay, but it's like, if"},{"speaker":"Michael Cirillo","startTime":1726.77,"endTime":1730.07,"body":"that was me, I would be like,"},{"speaker":"Michael Cirillo","startTime":1726.77,"endTime":1730.07,"body":"I'm like, I"},{"speaker":"Kyle Mountsier","startTime":1730.07,"endTime":1731.72,"body":"wonder what,"},{"speaker":"Kyle Mountsier","startTime":1730.07,"endTime":1731.72,"body":"like none. And I want to tell"},{"speaker":"Kyle Mountsier","startTime":1731.72,"endTime":1733.79,"body":"you what I work on every day."},{"speaker":"Kyle Mountsier","startTime":1731.72,"endTime":1733.79,"body":"Let me tell you about my"},{"speaker":"Kyle Mountsier","startTime":1733.79,"endTime":1734.33,"body":"running."},{"speaker":"Michael Cirillo","startTime":1735.62,"endTime":1741.59,"body":"For me, I'm"},{"speaker":"Michael Cirillo","startTime":1735.62,"endTime":1741.59,"body":"like, I run my mouth. I run the"},{"speaker":"Michael Cirillo","startTime":1741.59,"endTime":1743.33,"body":"starter on my motorcycle."},{"speaker":"Paul J Daly","startTime":1744.65,"endTime":1747.53,"body":"I run out my wife's"},{"speaker":"Paul J Daly","startTime":1744.65,"endTime":1747.53,"body":"patience."},{"speaker":"Kyle Mountsier","startTime":1747.98,"endTime":1748.61,"body":"Yeah, right"},{"speaker":"Michael Cirillo","startTime":1748.64,"endTime":1750.29,"body":"under I don't"},{"speaker":"Michael Cirillo","startTime":1748.64,"endTime":1750.29,"body":"know what are your guys"},{"speaker":"Michael Cirillo","startTime":1750.29,"endTime":1754.43,"body":"thoughts? I gotta wonder if"},{"speaker":"Michael Cirillo","startTime":1750.29,"endTime":1754.43,"body":"because he's done so many big"},{"speaker":"Michael Cirillo","startTime":1754.43,"endTime":1758.96,"body":"things that it's like, big"},{"speaker":"Michael Cirillo","startTime":1754.43,"endTime":1758.96,"body":"things to the regular people"},{"speaker":"Michael Cirillo","startTime":1758.96,"endTime":1761.27,"body":"just don't seem big anymore."},{"speaker":"Michael Cirillo","startTime":1758.96,"endTime":1761.27,"body":"Because it's like you've just"},{"speaker":"Michael Cirillo","startTime":1761.27,"endTime":1763.82,"body":"already you've climbed mastering"},{"speaker":"Michael Cirillo","startTime":1761.27,"endTime":1763.82,"body":"the big I think"},{"speaker":"Paul J Daly","startTime":1763.82,"endTime":1766.55,"body":"must be kind of the"},{"speaker":"Paul J Daly","startTime":1763.82,"endTime":1766.55,"body":"answer to that is, you know,"},{"speaker":"Paul J Daly","startTime":1766.55,"endTime":1769.82,"body":"I've read Elon Musk's book, The"},{"speaker":"Paul J Daly","startTime":1766.55,"endTime":1769.82,"body":"Biography by Walter Isaacson."},{"speaker":"Paul J Daly","startTime":1769.82,"endTime":1772.79,"body":"I've read several other of those"},{"speaker":"Paul J Daly","startTime":1769.82,"endTime":1772.79,"body":"biographies and what a common"},{"speaker":"Paul J Daly","startTime":1772.79,"endTime":1778.01,"body":"thread is that? It seems like"},{"speaker":"Paul J Daly","startTime":1772.79,"endTime":1778.01,"body":"big things to everyone else. To"},{"speaker":"Paul J Daly","startTime":1778.01,"endTime":1780.71,"body":"them. It seems like the logical"},{"speaker":"Paul J Daly","startTime":1778.01,"endTime":1780.71,"body":"next step, like why wouldn't"},{"speaker":"Paul J Daly","startTime":1780.71,"endTime":1784.04,"body":"somebody why wouldn't somebody"},{"speaker":"Paul J Daly","startTime":1780.71,"endTime":1784.04,"body":"do this thing? And I picked that"},{"speaker":"Paul J Daly","startTime":1784.04,"endTime":1786.56,"body":"up from him. Like, look, we have"},{"speaker":"Paul J Daly","startTime":1784.04,"endTime":1786.56,"body":"this we have this, we have that,"},{"speaker":"Paul J Daly","startTime":1786.65,"endTime":1791.72,"body":"like why wouldn't we just do"},{"speaker":"Paul J Daly","startTime":1786.65,"endTime":1791.72,"body":"this? And the scorecard? The"},{"speaker":"Paul J Daly","startTime":1791.72,"endTime":1794.96,"body":"scorecard isn't really as"},{"speaker":"Paul J Daly","startTime":1791.72,"endTime":1794.96,"body":"important as the like, can we"},{"speaker":"Paul J Daly","startTime":1794.96,"endTime":1797.9,"body":"fix this problem with the tools"},{"speaker":"Paul J Daly","startTime":1794.96,"endTime":1797.9,"body":"we have in a new and innovative"},{"speaker":"Paul J Daly","startTime":1797.9,"endTime":1799.94,"body":"way? That's my two cents."},{"speaker":"Kyle Mountsier","startTime":1801.23,"endTime":1804.14,"body":"Yep. And just"},{"speaker":"Kyle Mountsier","startTime":1801.23,"endTime":1804.14,"body":"the fact that like the very next"},{"speaker":"Kyle Mountsier","startTime":1804.14,"endTime":1807.26,"body":"thing for activator to be, you"},{"speaker":"Kyle Mountsier","startTime":1804.14,"endTime":1807.26,"body":"know what we've built all this"},{"speaker":"Kyle Mountsier","startTime":1807.26,"endTime":1810.74,"body":"really cool stuff that dealers"},{"speaker":"Kyle Mountsier","startTime":1807.26,"endTime":1810.74,"body":"are using, we're not satisfied."},{"speaker":"Kyle Mountsier","startTime":1811.28,"endTime":1815.75,"body":"Bring in Salesforce, right?"},{"speaker":"Kyle Mountsier","startTime":1811.28,"endTime":1815.75,"body":"That's a that is an energetic"},{"speaker":"Kyle Mountsier","startTime":1815.75,"endTime":1820.49,"body":"thing for the industry that came"},{"speaker":"Kyle Mountsier","startTime":1815.75,"endTime":1820.49,"body":"out of 100 year old company that"},{"speaker":"Kyle Mountsier","startTime":1820.49,"endTime":1823.82,"body":"started with newspapers and the"},{"speaker":"Kyle Mountsier","startTime":1820.49,"endTime":1823.82,"body":"Weather Channel. You know, like,"},{"speaker":"Kyle Mountsier","startTime":1823.82,"endTime":1827.0,"body":"that's really cool for me to"},{"speaker":"Kyle Mountsier","startTime":1823.82,"endTime":1827.0,"body":"see. Because a lot of times you"},{"speaker":"Kyle Mountsier","startTime":1827.0,"endTime":1831.23,"body":"look at legacy companies and you"},{"speaker":"Kyle Mountsier","startTime":1827.0,"endTime":1831.23,"body":"go, there's no way nothing and"},{"speaker":"Kyle Mountsier","startTime":1831.23,"endTime":1834.2,"body":"nothing new net new, really"},{"speaker":"Kyle Mountsier","startTime":1831.23,"endTime":1834.2,"body":"cool, innovative is going to"},{"speaker":"Kyle Mountsier","startTime":1834.2,"endTime":1838.16,"body":"come out of that. And so to see"},{"speaker":"Kyle Mountsier","startTime":1834.2,"endTime":1838.16,"body":"something like Salesforce,"},{"speaker":"Kyle Mountsier","startTime":1838.19,"endTime":1843.65,"body":"Tableau, you know, a net new"},{"speaker":"Kyle Mountsier","startTime":1838.19,"endTime":1843.65,"body":"thing come out of a company like"},{"speaker":"Kyle Mountsier","startTime":1843.65,"endTime":1850.37,"body":"that. It gives me hope for every"},{"speaker":"Kyle Mountsier","startTime":1843.65,"endTime":1850.37,"body":"large, medium or small company."},{"speaker":"Kyle Mountsier","startTime":1850.7,"endTime":1851.24,"body":"Well, hey,"},{"speaker":"Michael Cirillo","startTime":1851.3,"endTime":1854.33,"body":"I mean, it goes"},{"speaker":"Michael Cirillo","startTime":1851.3,"endTime":1854.33,"body":"to show that partnerships, equal"},{"speaker":"Michael Cirillo","startTime":1854.36,"endTime":1856.61,"body":"innovation, and they definitely"},{"speaker":"Michael Cirillo","startTime":1854.36,"endTime":1856.61,"body":"caught on to that and that's"},{"speaker":"Michael Cirillo","startTime":1856.61,"endTime":1861.65,"body":"something we care deeply about."},{"speaker":"Michael Cirillo","startTime":1856.61,"endTime":1861.65,"body":"So do more than cars. So, hey,"},{"speaker":"Michael Cirillo","startTime":1861.65,"endTime":1864.71,"body":"we hope you enjoy this episode"},{"speaker":"Michael Cirillo","startTime":1861.65,"endTime":1864.71,"body":"with Bobby Goudreau, we'd love"},{"speaker":"Michael Cirillo","startTime":1864.71,"endTime":1867.56,"body":"for us to click that subscribe"},{"speaker":"Michael Cirillo","startTime":1864.71,"endTime":1867.56,"body":"button wherever you're listening"},{"speaker":"Michael Cirillo","startTime":1867.56,"endTime":1870.86,"body":"or watching this right now. On"},{"speaker":"Michael Cirillo","startTime":1867.56,"endTime":1870.86,"body":"behalf of Paul J. Daly Kyle"},{"speaker":"Michael Cirillo","startTime":1870.86,"endTime":1872.69,"body":"Mountsier. Myself, Michael"},{"speaker":"Michael Cirillo","startTime":1870.86,"endTime":1872.69,"body":"Cirillo, thanks so much for"},{"speaker":"Michael Cirillo","startTime":1872.69,"endTime":1874.22,"body":"joining us on Auto Collabs."},{"speaker":"Unknown","startTime":1880.49,"endTime":1885.71,"body":"Welcome to Annika Are"},{"speaker":"Unknown","startTime":1880.49,"endTime":1885.71,"body":"we recording"}]}