{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":5.339,"endTime":8.699,"body":"Welcome to the Listen"},{"speaker":"Unknown","startTime":5.339,"endTime":8.699,"body":"perspective. I'm your host,"},{"speaker":"Unknown","startTime":8.699,"endTime":12.449,"body":"Rebecca Hastings. I've spent"},{"speaker":"Unknown","startTime":8.699,"endTime":12.449,"body":"over a decade working with"},{"speaker":"Unknown","startTime":12.449,"endTime":15.929,"body":"executives in the tech sector,"},{"speaker":"Unknown","startTime":12.449,"endTime":15.929,"body":"and help successful companies"},{"speaker":"Unknown","startTime":15.929,"endTime":20.069,"body":"build their leadership teams and"},{"speaker":"Unknown","startTime":15.929,"endTime":20.069,"body":"scale. During my career, I've"},{"speaker":"Unknown","startTime":20.069,"endTime":22.829,"body":"been lucky to have the privilege"},{"speaker":"Unknown","startTime":20.069,"endTime":22.829,"body":"of learning from many"},{"speaker":"Unknown","startTime":22.829,"endTime":26.489,"body":"exceptional leaders. In these"},{"speaker":"Unknown","startTime":22.829,"endTime":26.489,"body":"conversations, you'll get"},{"speaker":"Unknown","startTime":26.489,"endTime":29.849,"body":"perspectives from peers, be"},{"speaker":"Unknown","startTime":26.489,"endTime":29.849,"body":"inspired, and learn what it"},{"speaker":"Unknown","startTime":29.849,"endTime":33.209,"body":"takes to become one of the best."},{"speaker":"Unknown","startTime":29.849,"endTime":33.209,"body":"This is your chance to listen to"},{"speaker":"Unknown","startTime":33.209,"endTime":36.509,"body":"experts talking about the"},{"speaker":"Unknown","startTime":33.209,"endTime":36.509,"body":"challenges, solutions, and the"},{"speaker":"Unknown","startTime":36.509,"endTime":39.479,"body":"vital insights they've gained in"},{"speaker":"Unknown","startTime":36.509,"endTime":39.479,"body":"their careers to date."},{"speaker":"Unknown","startTime":41.37,"endTime":45.57,"body":"diversity of opinion, diversity"},{"speaker":"Unknown","startTime":41.37,"endTime":45.57,"body":"of background and experience is"},{"speaker":"Unknown","startTime":45.57,"endTime":49.23,"body":"what I think builds the greatest"},{"speaker":"Unknown","startTime":45.57,"endTime":49.23,"body":"and most successful team. But it"},{"speaker":"Unknown","startTime":49.23,"endTime":52.2,"body":"needs to be a team that is"},{"speaker":"Unknown","startTime":49.23,"endTime":52.2,"body":"sufficiently consolidated that"},{"speaker":"Unknown","startTime":52.2,"endTime":54.27,"body":"they can actually work together"},{"speaker":"Unknown","startTime":52.2,"endTime":54.27,"body":"and they can't just be pulling"},{"speaker":"Unknown","startTime":54.27,"endTime":56.1,"body":"in completely different"},{"speaker":"Unknown","startTime":54.27,"endTime":56.1,"body":"directions, otherwise, you won't"},{"speaker":"Unknown","startTime":56.1,"endTime":60.18,"body":"make any progress. I'm joined by"},{"speaker":"Unknown","startTime":56.1,"endTime":60.18,"body":"Richard Quinn. Until recently,"},{"speaker":"Unknown","startTime":60.21,"endTime":63.3,"body":"Richard held the role of Chief"},{"speaker":"Unknown","startTime":60.21,"endTime":63.3,"body":"Operating Officer at Kepler,"},{"speaker":"Unknown","startTime":63.48,"endTime":66.24,"body":"which is a fast growing data and"},{"speaker":"Unknown","startTime":63.48,"endTime":66.24,"body":"analytics business serving the"},{"speaker":"Unknown","startTime":66.24,"endTime":69.54,"body":"commodity markets. Prior to"},{"speaker":"Unknown","startTime":66.24,"endTime":69.54,"body":"this, he was the chief strategy"},{"speaker":"Unknown","startTime":69.54,"endTime":72.69,"body":"officer. And he led a strategic"},{"speaker":"Unknown","startTime":69.54,"endTime":72.69,"body":"transformation of the business"},{"speaker":"Unknown","startTime":72.69,"endTime":75.99,"body":"which opened up new areas of"},{"speaker":"Unknown","startTime":72.69,"endTime":75.99,"body":"growth. 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Prior to kappler,"},{"speaker":"Unknown","startTime":79.44,"endTime":83.07,"body":"Richard was Chief of Staff for"},{"speaker":"Unknown","startTime":83.07,"endTime":86.13,"body":"Trustpilot, the customer review"},{"speaker":"Unknown","startTime":83.07,"endTime":86.13,"body":"platform there, among other"},{"speaker":"Unknown","startTime":86.13,"endTime":89.1,"body":"things, he was responsible for"},{"speaker":"Unknown","startTime":86.13,"endTime":89.1,"body":"helping to develop and implement"},{"speaker":"Unknown","startTime":89.1,"endTime":92.64,"body":"Trustpilot strategy ahead of"},{"speaker":"Unknown","startTime":89.1,"endTime":92.64,"body":"their London listing in 2021."},{"speaker":"Unknown","startTime":93.09,"endTime":95.67,"body":"And before that, he worked for"},{"speaker":"Unknown","startTime":93.09,"endTime":95.67,"body":"Verisk analytics and wood,"},{"speaker":"Unknown","startTime":95.67,"endTime":98.97,"body":"Mackenzie and a number of senior"},{"speaker":"Unknown","startTime":95.67,"endTime":98.97,"body":"roles, devising and executing"},{"speaker":"Unknown","startTime":98.97,"endTime":103.11,"body":"strategy, undertaking m\u0026a, and"},{"speaker":"Unknown","startTime":98.97,"endTime":103.11,"body":"leaving some quite substantial"},{"speaker":"Unknown","startTime":103.11,"endTime":105.75,"body":"teams there. So I'm super"},{"speaker":"Unknown","startTime":103.11,"endTime":105.75,"body":"excited to have Richard as a"},{"speaker":"Unknown","startTime":105.75,"endTime":108.45,"body":"guest. And I think there's loads"},{"speaker":"Unknown","startTime":105.75,"endTime":108.45,"body":"that we can learn from him about"},{"speaker":"Unknown","startTime":108.45,"endTime":111.36,"body":"leadership, mergers and"},{"speaker":"Unknown","startTime":108.45,"endTime":111.36,"body":"acquisitions, and scaling"},{"speaker":"Unknown","startTime":111.36,"endTime":114.39,"body":"businesses. Richard, obviously,"},{"speaker":"Unknown","startTime":111.36,"endTime":114.39,"body":"you've had a career that"},{"speaker":"Unknown","startTime":114.39,"endTime":116.91,"body":"involves some really fast"},{"speaker":"Unknown","startTime":114.39,"endTime":116.91,"body":"growing and rapidly evolving"},{"speaker":"Unknown","startTime":116.91,"endTime":119.88,"body":"companies. Tell me, first of"},{"speaker":"Unknown","startTime":116.91,"endTime":119.88,"body":"all, a little bit about your"},{"speaker":"Unknown","startTime":119.88,"endTime":123.06,"body":"journey to the C suite so that"},{"speaker":"Unknown","startTime":119.88,"endTime":123.06,"body":"people have that context. Thank"},{"speaker":"Unknown","startTime":123.06,"endTime":125.01,"body":"you very much for the"},{"speaker":"Unknown","startTime":123.06,"endTime":125.01,"body":"introduction, Rebecca, it's a"},{"speaker":"Unknown","startTime":125.01,"endTime":129.78,"body":"pleasure to be here. My my"},{"speaker":"Unknown","startTime":125.01,"endTime":129.78,"body":"journey to the C suite as many"},{"speaker":"Unknown","startTime":129.78,"endTime":133.2,"body":"people it's not a linear"},{"speaker":"Unknown","startTime":129.78,"endTime":133.2,"body":"straightforward, and one role"},{"speaker":"Unknown","startTime":133.2,"endTime":136.62,"body":"leading to another there have"},{"speaker":"Unknown","startTime":133.2,"endTime":136.62,"body":"been periods where there was the"},{"speaker":"Unknown","startTime":136.62,"endTime":140.58,"body":"opportunity to see ahead. And so"},{"speaker":"Unknown","startTime":136.62,"endTime":140.58,"body":"I think of my early years, there"},{"speaker":"Unknown","startTime":140.58,"endTime":143.61,"body":"was a bigger a team's bigger"},{"speaker":"Unknown","startTime":140.58,"endTime":143.61,"body":"teams more responsibility and"},{"speaker":"Unknown","startTime":143.61,"endTime":146.34,"body":"complexity. But there was a"},{"speaker":"Unknown","startTime":143.61,"endTime":146.34,"body":"pivotal moment at Wood"},{"speaker":"Unknown","startTime":146.34,"endTime":150.18,"body":"Mackenzie, where I went from an"},{"speaker":"Unknown","startTime":146.34,"endTime":150.18,"body":"A leading functional teams to"},{"speaker":"Unknown","startTime":150.33,"endTime":154.05,"body":"working with the CEO of that"},{"speaker":"Unknown","startTime":150.33,"endTime":154.05,"body":"business. 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And"},{"speaker":"Unknown","startTime":164.82,"endTime":169.14,"body":"that role of wood Mac supporting"},{"speaker":"Unknown","startTime":164.82,"endTime":169.14,"body":"this chief executive, now then"},{"speaker":"Unknown","startTime":169.14,"endTime":171.6,"body":"opened doors into various"},{"speaker":"Unknown","startTime":169.14,"endTime":171.6,"body":"Analytics, which you know,"},{"speaker":"Unknown","startTime":171.63,"endTime":176.22,"body":"refined my approach to how do"},{"speaker":"Unknown","startTime":171.63,"endTime":176.22,"body":"you tackle strategy formation?"},{"speaker":"Unknown","startTime":176.52,"endTime":181.77,"body":"Now, what does execution really"},{"speaker":"Unknown","startTime":176.52,"endTime":181.77,"body":"mean? And particularly m\u0026a, and"},{"speaker":"Unknown","startTime":181.86,"endTime":185.73,"body":"unveiling my first C suite roll"},{"speaker":"Unknown","startTime":181.86,"endTime":185.73,"body":"into Trustpilot? Allow me to"},{"speaker":"Unknown","startTime":185.73,"endTime":189.45,"body":"bring together those two pieces"},{"speaker":"Unknown","startTime":185.73,"endTime":189.45,"body":"of the puzzle, how do you help"},{"speaker":"Unknown","startTime":189.45,"endTime":192.96,"body":"run a business? And what does"},{"speaker":"Unknown","startTime":189.45,"endTime":192.96,"body":"growth look like? And how do you"},{"speaker":"Unknown","startTime":192.96,"endTime":197.22,"body":"accelerate it, I guess it would"},{"speaker":"Unknown","startTime":192.96,"endTime":197.22,"body":"be good to like find out a"},{"speaker":"Unknown","startTime":197.22,"endTime":200.76,"body":"little bit more about your"},{"speaker":"Unknown","startTime":197.22,"endTime":200.76,"body":"insights around scaling,"},{"speaker":"Unknown","startTime":200.79,"endTime":204.96,"body":"transactions and leadership, as"},{"speaker":"Unknown","startTime":200.79,"endTime":204.96,"body":"I've said, so first of all, I'd"},{"speaker":"Unknown","startTime":204.96,"endTime":206.58,"body":"like to start with scaling."},{"speaker":"Unknown","startTime":208.8,"endTime":210.84,"body":"There's a couple of companies"},{"speaker":"Unknown","startTime":208.8,"endTime":210.84,"body":"you've worked in, that have"},{"speaker":"Unknown","startTime":210.84,"endTime":213.75,"body":"scaled, so it'd be great to know"},{"speaker":"Unknown","startTime":210.84,"endTime":213.75,"body":"first of all a bit about the"},{"speaker":"Unknown","startTime":213.75,"endTime":219.09,"body":"kind of like, common obstacles"},{"speaker":"Unknown","startTime":213.75,"endTime":219.09,"body":"you saw. And any warning signs,"},{"speaker":"Unknown","startTime":219.12,"endTime":222.48,"body":"the leader who's listening to"},{"speaker":"Unknown","startTime":219.12,"endTime":222.48,"body":"this could be vigilant for their"},{"speaker":"Unknown","startTime":222.48,"endTime":227.1,"body":"company. Greed and scaling is"},{"speaker":"Unknown","startTime":222.48,"endTime":227.1,"body":"one of the buzzwords of the"},{"speaker":"Unknown","startTime":227.1,"endTime":230.7,"body":"industry, and something that all"},{"speaker":"Unknown","startTime":227.1,"endTime":230.7,"body":"companies are looking to do"},{"speaker":"Unknown","startTime":230.7,"endTime":233.37,"body":"where you know, you deliver more"},{"speaker":"Unknown","startTime":230.7,"endTime":233.37,"body":"product that are more efficient,"},{"speaker":"Unknown","startTime":233.37,"endTime":234.84,"body":"right than you previously did."},{"speaker":"Unknown","startTime":235.86,"endTime":240.0,"body":"That at a really tactical level"},{"speaker":"Unknown","startTime":235.86,"endTime":240.0,"body":"that is often hard to define and"},{"speaker":"Unknown","startTime":240.0,"endTime":245.55,"body":"describe. And so when as a"},{"speaker":"Unknown","startTime":240.0,"endTime":245.55,"body":"leadership team, you are looking"},{"speaker":"Unknown","startTime":245.55,"endTime":249.06,"body":"to scale and given the challenge"},{"speaker":"Unknown","startTime":245.55,"endTime":249.06,"body":"to scale by the board. And then"},{"speaker":"Unknown","startTime":249.06,"endTime":252.36,"body":"one of the first steps is what"},{"speaker":"Unknown","startTime":249.06,"endTime":252.36,"body":"what does that really mean for"},{"speaker":"Unknown","startTime":252.36,"endTime":256.95,"body":"us? Right, as we as we think"},{"speaker":"Unknown","startTime":252.36,"endTime":256.95,"body":"about the next hire, is the best"},{"speaker":"Unknown","startTime":256.95,"endTime":259.77,"body":"way to get somebody into sales."},{"speaker":"Unknown","startTime":256.95,"endTime":259.77,"body":"Is it better to get someone into"},{"speaker":"Unknown","startTime":259.77,"endTime":263.55,"body":"into technology and engineering?"},{"speaker":"Unknown","startTime":259.77,"endTime":263.55,"body":"Where is the greatest"},{"speaker":"Unknown","startTime":263.58,"endTime":268.02,"body":"opportunity to scale across our"},{"speaker":"Unknown","startTime":263.58,"endTime":268.02,"body":"organization? And, and often"},{"speaker":"Unknown","startTime":268.02,"endTime":273.6,"body":"it's it's very unclear where"},{"speaker":"Unknown","startTime":268.02,"endTime":273.6,"body":"there that scale can come from."},{"speaker":"Unknown","startTime":274.5,"endTime":276.87,"body":"And particularly when you think"},{"speaker":"Unknown","startTime":274.5,"endTime":276.87,"body":"of all divisions will be asking"},{"speaker":"Unknown","startTime":276.87,"endTime":280.5,"body":"for more people, and you need to"},{"speaker":"Unknown","startTime":276.87,"endTime":280.5,"body":"break the cycle of more people"},{"speaker":"Unknown","startTime":280.5,"endTime":283.59,"body":"delivers more growth. And that"},{"speaker":"Unknown","startTime":280.5,"endTime":283.59,"body":"because that is a classic"},{"speaker":"Unknown","startTime":283.59,"endTime":287.97,"body":"mindset. Know, that then leads"},{"speaker":"Unknown","startTime":283.59,"endTime":287.97,"body":"them to the challenge of how do"},{"speaker":"Unknown","startTime":287.97,"endTime":291.69,"body":"you determine the priorities?"},{"speaker":"Unknown","startTime":287.97,"endTime":291.69,"body":"You know, there will be like all"},{"speaker":"Unknown","startTime":291.69,"endTime":295.02,"body":"the businesses to hundreds good"},{"speaker":"Unknown","startTime":291.69,"endTime":295.02,"body":"priorities, and you need to be"},{"speaker":"Unknown","startTime":295.02,"endTime":299.04,"body":"able to whittle that down to a"},{"speaker":"Unknown","startTime":295.02,"endTime":299.04,"body":"manageable number that actually"},{"speaker":"Unknown","startTime":299.04,"endTime":300.0,"body":"allow them to"},{"speaker":"Unknown","startTime":300.0,"endTime":302.88,"body":"Make the definition of a"},{"speaker":"Unknown","startTime":300.0,"endTime":302.88,"body":"priority, and that you can't do"},{"speaker":"Unknown","startTime":302.88,"endTime":306.57,"body":"everything immediately. You"},{"speaker":"Unknown","startTime":302.88,"endTime":306.57,"body":"know, not everything will"},{"speaker":"Unknown","startTime":306.57,"endTime":309.93,"body":"deliver the same benefit, though"},{"speaker":"Unknown","startTime":306.57,"endTime":309.93,"body":"some will be fixing a hole in"},{"speaker":"Unknown","startTime":309.93,"endTime":313.5,"body":"your your back office, some will"},{"speaker":"Unknown","startTime":309.93,"endTime":313.5,"body":"be opening up a new market or a"},{"speaker":"Unknown","startTime":313.5,"endTime":318.27,"body":"new product. Which of those is"},{"speaker":"Unknown","startTime":313.5,"endTime":318.27,"body":"more important? And which gives"},{"speaker":"Unknown","startTime":318.27,"endTime":322.08,"body":"you confidence to scale sooner."},{"speaker":"Unknown","startTime":318.27,"endTime":322.08,"body":"And that is that is not a"},{"speaker":"Unknown","startTime":322.08,"endTime":325.77,"body":"straightforward question. And"},{"speaker":"Unknown","startTime":322.08,"endTime":325.77,"body":"that they need leads to"},{"speaker":"Unknown","startTime":325.77,"endTime":328.98,"body":"alignment around that, does the"},{"speaker":"Unknown","startTime":325.77,"endTime":328.98,"body":"business really work together?"},{"speaker":"Unknown","startTime":329.55,"endTime":333.09,"body":"To deliver that? Yeah, totally."},{"speaker":"Unknown","startTime":329.55,"endTime":333.09,"body":"And it's great to hear you say"},{"speaker":"Unknown","startTime":333.09,"endTime":337.14,"body":"that more people doesn't always"},{"speaker":"Unknown","startTime":333.09,"endTime":337.14,"body":"deliver growth. Because there's"},{"speaker":"Unknown","startTime":337.14,"endTime":339.21,"body":"companies that I've worked with"},{"speaker":"Unknown","startTime":337.14,"endTime":339.21,"body":"over the years, they think"},{"speaker":"Unknown","startTime":339.21,"endTime":341.88,"body":"they're scaling because they're"},{"speaker":"Unknown","startTime":339.21,"endTime":341.88,"body":"throwing bodies at the problem."},{"speaker":"Unknown","startTime":342.21,"endTime":347.34,"body":"They're not getting any, like,"},{"speaker":"Unknown","startTime":342.21,"endTime":347.34,"body":"increase in productivity, that's"},{"speaker":"Unknown","startTime":347.34,"endTime":350.22,"body":"more that like, you know, it's"},{"speaker":"Unknown","startTime":347.34,"endTime":350.22,"body":"above the regular proportion, it"},{"speaker":"Unknown","startTime":350.22,"endTime":355.62,"body":"becomes a little bit linear. And"},{"speaker":"Unknown","startTime":350.22,"endTime":355.62,"body":"I think people think that"},{"speaker":"Unknown","startTime":356.07,"endTime":359.01,"body":"that's, you know, like quite a"},{"speaker":"Unknown","startTime":356.07,"endTime":359.01,"body":"bit of success attached to"},{"speaker":"Unknown","startTime":359.01,"endTime":363.99,"body":"having a big team rather than,"},{"speaker":"Unknown","startTime":359.01,"endTime":363.99,"body":"you know, the opposite of how"},{"speaker":"Unknown","startTime":363.99,"endTime":366.87,"body":"could I have done that with"},{"speaker":"Unknown","startTime":363.99,"endTime":366.87,"body":"fewer people, because that would"},{"speaker":"Unknown","startTime":367.35,"endTime":370.47,"body":"be more cost effective, probably"},{"speaker":"Unknown","startTime":367.35,"endTime":370.47,"body":"faster sometimes."},{"speaker":"Unknown","startTime":373.02,"endTime":376.5,"body":"And more more, more people means"},{"speaker":"Unknown","startTime":373.02,"endTime":376.5,"body":"longer communication chains,"},{"speaker":"Unknown","startTime":376.5,"endTime":378.51,"body":"more complexity, more buy in."},{"speaker":"Unknown","startTime":379.77,"endTime":383.34,"body":"At the same time, more people"},{"speaker":"Unknown","startTime":379.77,"endTime":383.34,"body":"brings diversity of opinion. And"},{"speaker":"Unknown","startTime":383.34,"endTime":387.78,"body":"so new expertise. And so if"},{"speaker":"Unknown","startTime":383.34,"endTime":387.78,"body":"you're entering Asia, having"},{"speaker":"Unknown","startTime":387.78,"endTime":391.02,"body":"someone who has been had lived"},{"speaker":"Unknown","startTime":387.78,"endTime":391.02,"body":"through that experiences is"},{"speaker":"Unknown","startTime":391.02,"endTime":395.04,"body":"absolutely critical. So, so some"},{"speaker":"Unknown","startTime":391.02,"endTime":395.04,"body":"some new employees and new"},{"speaker":"Unknown","startTime":395.04,"endTime":399.69,"body":"people to the business is a very"},{"speaker":"Unknown","startTime":395.04,"endTime":399.69,"body":"logical addition and others is"},{"speaker":"Unknown","startTime":399.69,"endTime":402.42,"body":"much more difficult to determine"},{"speaker":"Unknown","startTime":399.69,"endTime":402.42,"body":"how that's going to fit in and"},{"speaker":"Unknown","startTime":402.42,"endTime":406.26,"body":"how that's going to add to the"},{"speaker":"Unknown","startTime":402.42,"endTime":406.26,"body":"growth. And the other thing that"},{"speaker":"Unknown","startTime":406.26,"endTime":410.25,"body":"shone through to me was really,"},{"speaker":"Unknown","startTime":406.26,"endTime":410.25,"body":"that kind of like strategic"},{"speaker":"Unknown","startTime":410.28,"endTime":416.82,"body":"prioritization. And I think like"},{"speaker":"Unknown","startTime":410.28,"endTime":416.82,"body":"when you're busy, is it's easy"},{"speaker":"Unknown","startTime":416.82,"endTime":420.87,"body":"to forget to do those things."},{"speaker":"Unknown","startTime":416.82,"endTime":420.87,"body":"But you know, before you're"},{"speaker":"Unknown","startTime":420.9,"endTime":423.6,"body":"adding headcount to things, I"},{"speaker":"Unknown","startTime":420.9,"endTime":423.6,"body":"guess it's always good to think,"},{"speaker":"Unknown","startTime":423.81,"endTime":426.72,"body":"what's the beyond? What's the"},{"speaker":"Unknown","startTime":423.81,"endTime":426.72,"body":"purpose of the role? What's the"},{"speaker":"Unknown","startTime":426.72,"endTime":430.35,"body":"business needs, you know, how"},{"speaker":"Unknown","startTime":426.72,"endTime":430.35,"body":"does this enable growth? But"},{"speaker":"Unknown","startTime":430.35,"endTime":435.6,"body":"then, how does this enable me to"},{"speaker":"Unknown","startTime":430.35,"endTime":435.6,"body":"go faster and better than any of"},{"speaker":"Unknown","startTime":435.6,"endTime":440.67,"body":"my competitors and gain some"},{"speaker":"Unknown","startTime":435.6,"endTime":440.67,"body":"kind of advantage? ingredient."},{"speaker":"Unknown","startTime":441.48,"endTime":443.94,"body":"And then there's a real"},{"speaker":"Unknown","startTime":441.48,"endTime":443.94,"body":"balancing act between"},{"speaker":"Unknown","startTime":443.97,"endTime":449.25,"body":"prioritizing down to three to"},{"speaker":"Unknown","startTime":443.97,"endTime":449.25,"body":"five things that you think are"},{"speaker":"Unknown","startTime":449.52,"endTime":452.25,"body":"worth investing in and putting"},{"speaker":"Unknown","startTime":449.52,"endTime":452.25,"body":"people in time and effort and"},{"speaker":"Unknown","startTime":452.25,"endTime":457.47,"body":"focus behind without losing the"},{"speaker":"Unknown","startTime":452.25,"endTime":457.47,"body":"flexibility to deal with market"},{"speaker":"Unknown","startTime":457.47,"endTime":461.28,"body":"change. Right? And depending on"},{"speaker":"Unknown","startTime":457.47,"endTime":461.28,"body":"the nature of the business,"},{"speaker":"Unknown","startTime":461.28,"endTime":464.76,"body":"things can come and go in their"},{"speaker":"Unknown","startTime":461.28,"endTime":464.76,"body":"enthusiasm? And is this really"},{"speaker":"Unknown","startTime":464.76,"endTime":467.55,"body":"going to deliver what we"},{"speaker":"Unknown","startTime":464.76,"endTime":467.55,"body":"imagined it to? 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And they know some"},{"speaker":"Unknown","startTime":984.39,"endTime":986.76,"body":"of them were, but as their has"},{"speaker":"Unknown","startTime":984.39,"endTime":986.76,"body":"an enterprise and an"},{"speaker":"Unknown","startTime":986.76,"endTime":990.3,"body":"organization, and we needed the"},{"speaker":"Unknown","startTime":986.76,"endTime":990.3,"body":"majority to transform in the way"},{"speaker":"Unknown","startTime":990.3,"endTime":993.57,"body":"that they identified who's who"},{"speaker":"Unknown","startTime":990.3,"endTime":993.57,"body":"they should call in at the right"},{"speaker":"Unknown","startTime":993.57,"endTime":998.4,"body":"time. And in all of this is a"},{"speaker":"Unknown","startTime":993.57,"endTime":998.4,"body":"transformation of the"},{"speaker":"Unknown","startTime":998.4,"endTime":1002.96,"body":"organization. And there are"},{"speaker":"Unknown","startTime":998.4,"endTime":1002.96,"body":"always 100 reasons why change is"},{"speaker":"Unknown","startTime":1002.96,"endTime":1007.46,"body":"sort of resisted by by"},{"speaker":"Unknown","startTime":1002.96,"endTime":1007.46,"body":"individuals at the C suite, or"},{"speaker":"Unknown","startTime":1007.46,"endTime":1011.27,"body":"the masses who don't understand"},{"speaker":"Unknown","startTime":1007.46,"endTime":1011.27,"body":"or resistant to it."},{"speaker":"Unknown","startTime":1012.8,"endTime":1013.43,"body":"So"},{"speaker":"Unknown","startTime":1014.51,"endTime":1018.11,"body":"moving on, like while you were"},{"speaker":"Unknown","startTime":1014.51,"endTime":1018.11,"body":"at various GMAC and Kepler, you"},{"speaker":"Unknown","startTime":1018.11,"endTime":1022.49,"body":"were involved in a lot of"},{"speaker":"Unknown","startTime":1018.11,"endTime":1022.49,"body":"strategic m\u0026a activity. I think"},{"speaker":"Unknown","startTime":1022.52,"endTime":1026.18,"body":"at one point during a three year"},{"speaker":"Unknown","startTime":1022.52,"endTime":1026.18,"body":"period, you're involved in the"},{"speaker":"Unknown","startTime":1026.18,"endTime":1029.36,"body":"acquisition of seven companies"},{"speaker":"Unknown","startTime":1026.18,"endTime":1029.36,"body":"with a combined transaction"},{"speaker":"Unknown","startTime":1029.36,"endTime":1030.65,"body":"value of $400 million,"},{"speaker":"Unknown","startTime":1031.67,"endTime":1035.81,"body":"whilst also being involved in"},{"speaker":"Unknown","startTime":1031.67,"endTime":1035.81,"body":"preparing for the sale of WetBag"},{"speaker":"Unknown","startTime":1035.84,"endTime":1039.59,"body":"to various. And I know that more"},{"speaker":"Unknown","startTime":1035.84,"endTime":1039.59,"body":"recently, you've been involved"},{"speaker":"Unknown","startTime":1039.65,"endTime":1044.87,"body":"in more acquisition activity and"},{"speaker":"Unknown","startTime":1039.65,"endTime":1044.87,"body":"more transactions. So it would"},{"speaker":"Unknown","startTime":1044.87,"endTime":1049.04,"body":"be great to get your insights"},{"speaker":"Unknown","startTime":1044.87,"endTime":1049.04,"body":"into the following. So like,"},{"speaker":"Unknown","startTime":1049.04,"endTime":1052.73,"body":"first of all, when should a"},{"speaker":"Unknown","startTime":1049.04,"endTime":1052.73,"body":"company seek to grow via"},{"speaker":"Unknown","startTime":1052.73,"endTime":1056.45,"body":"acquisition? Because we've"},{"speaker":"Unknown","startTime":1052.73,"endTime":1056.45,"body":"covered off the throwing bodies"},{"speaker":"Unknown","startTime":1056.45,"endTime":1060.29,"body":"versus scaling? When When do you"},{"speaker":"Unknown","startTime":1056.45,"endTime":1060.29,"body":"think acquisition is key? Good"},{"speaker":"Unknown","startTime":1060.29,"endTime":1063.86,"body":"question. I think, particularly"},{"speaker":"Unknown","startTime":1060.29,"endTime":1063.86,"body":"with the businesses that we were"},{"speaker":"Unknown","startTime":1063.86,"endTime":1069.47,"body":"looking to buy from it is where,"},{"speaker":"Unknown","startTime":1063.86,"endTime":1069.47,"body":"through m\u0026a you can get access"},{"speaker":"Unknown","startTime":1069.47,"endTime":1076.85,"body":"to assets faster, or faster,"},{"speaker":"Unknown","startTime":1069.47,"endTime":1076.85,"body":"more quickly, more convincingly,"},{"speaker":"Unknown","startTime":1076.88,"endTime":1080.33,"body":"or cheaper than if you were to"},{"speaker":"Unknown","startTime":1076.88,"endTime":1080.33,"body":"build them. And now the data and"},{"speaker":"Unknown","startTime":1080.33,"endTime":1084.05,"body":"analytic world that I've worked"},{"speaker":"Unknown","startTime":1080.33,"endTime":1084.05,"body":"in for many, many years, there"},{"speaker":"Unknown","startTime":1084.05,"endTime":1087.2,"body":"is often enormous value"},{"speaker":"Unknown","startTime":1084.05,"endTime":1087.2,"body":"attributed to the historical"},{"speaker":"Unknown","startTime":1087.38,"endTime":1090.95,"body":"aggregation of data over many,"},{"speaker":"Unknown","startTime":1087.38,"endTime":1090.95,"body":"many years. So you know, you"},{"speaker":"Unknown","startTime":1090.95,"endTime":1094.88,"body":"can't just restart being"},{"speaker":"Unknown","startTime":1090.95,"endTime":1094.88,"body":"competitive in a new space, if"},{"speaker":"Unknown","startTime":1094.88,"endTime":1098.72,"body":"you're missing the previous 20"},{"speaker":"Unknown","startTime":1094.88,"endTime":1098.72,"body":"years of commodity data or"},{"speaker":"Unknown","startTime":1098.75,"endTime":1101.93,"body":"fiscal data in Algeria, or"},{"speaker":"Unknown","startTime":1098.75,"endTime":1101.93,"body":"whatever the example might be."},{"speaker":"Unknown","startTime":1102.41,"endTime":1107.69,"body":"And so as as an m\u0026a play, that"},{"speaker":"Unknown","startTime":1102.41,"endTime":1107.69,"body":"would make him Verisk, we were"},{"speaker":"Unknown","startTime":1107.69,"endTime":1111.08,"body":"looking for data assets that"},{"speaker":"Unknown","startTime":1107.69,"endTime":1111.08,"body":"would were truly unique and"},{"speaker":"Unknown","startTime":1111.08,"endTime":1116.51,"body":"proprietary. And the often, the"},{"speaker":"Unknown","startTime":1111.08,"endTime":1116.51,"body":"only way to get access to them"},{"speaker":"Unknown","startTime":1116.72,"endTime":1119.78,"body":"was to buy the business who had"},{"speaker":"Unknown","startTime":1116.72,"endTime":1119.78,"body":"spent the previous decade or"},{"speaker":"Unknown","startTime":1119.78,"endTime":1125.54,"body":"more building that data that was"},{"speaker":"Unknown","startTime":1119.78,"endTime":1125.54,"body":"unique in the market. And when"},{"speaker":"Unknown","startTime":1125.54,"endTime":1129.38,"body":"we when we spent a lot of time,"},{"speaker":"Unknown","startTime":1125.54,"endTime":1129.38,"body":"discarding things that didn't"},{"speaker":"Unknown","startTime":1129.38,"endTime":1132.32,"body":"meet their criteria. And if it"},{"speaker":"Unknown","startTime":1129.38,"endTime":1132.32,"body":"doesn't have proprietary data,"},{"speaker":"Unknown","startTime":1132.44,"endTime":1136.25,"body":"let's not do it. Now that that"},{"speaker":"Unknown","startTime":1132.44,"endTime":1136.25,"body":"philosophy, and that strategic"},{"speaker":"Unknown","startTime":1136.25,"endTime":1139.79,"body":"logic doesn't apply to every"},{"speaker":"Unknown","startTime":1136.25,"endTime":1139.79,"body":"business. And certainly the m\u0026a"},{"speaker":"Unknown","startTime":1139.79,"endTime":1143.81,"body":"that we were doing at Kepler. We"},{"speaker":"Unknown","startTime":1139.79,"endTime":1143.81,"body":"didn't follow that sort of"},{"speaker":"Unknown","startTime":1143.81,"endTime":1147.35,"body":"routinely. No, that was the"},{"speaker":"Unknown","startTime":1143.81,"endTime":1147.35,"body":"first year was partly our"},{"speaker":"Unknown","startTime":1147.35,"endTime":1150.26,"body":"customer acquisition. And we"},{"speaker":"Unknown","startTime":1147.35,"endTime":1150.26,"body":"were winning with a better"},{"speaker":"Unknown","startTime":1150.26,"endTime":1151.82,"body":"product in the US market."},{"speaker":"Unknown","startTime":1153.62,"endTime":1157.28,"body":"That is going to take time. And"},{"speaker":"Unknown","startTime":1153.62,"endTime":1157.28,"body":"each contract as it renews. You"},{"speaker":"Unknown","startTime":1157.28,"endTime":1159.83,"body":"know, we might want it or we"},{"speaker":"Unknown","startTime":1157.28,"endTime":1159.83,"body":"might not we were doing pretty"},{"speaker":"Unknown","startTime":1159.83,"endTime":1162.65,"body":"well. Wouldn't it be better if"},{"speaker":"Unknown","startTime":1159.83,"endTime":1162.65,"body":"we just by the competition and"},{"speaker":"Unknown","startTime":1162.65,"endTime":1165.65,"body":"get it done and all in one fell"},{"speaker":"Unknown","startTime":1162.65,"endTime":1165.65,"body":"swoop and that's the opportunity"},{"speaker":"Unknown","startTime":1165.65,"endTime":1169.82,"body":"we so that was an acceleration"},{"speaker":"Unknown","startTime":1165.65,"endTime":1169.82,"body":"point, rather than a proprietary"},{"speaker":"Unknown","startTime":1169.82,"endTime":1173.36,"body":"data. And it turned out that"},{"speaker":"Unknown","startTime":1169.82,"endTime":1173.36,"body":"clip a date ahead fantastic data"},{"speaker":"Unknown","startTime":1173.42,"endTime":1176.3,"body":"that we ultimately benefited"},{"speaker":"Unknown","startTime":1173.42,"endTime":1176.3,"body":"from by getting access to as"},{"speaker":"Unknown","startTime":1176.3,"endTime":1179.93,"body":"well so so it's context is"},{"speaker":"Unknown","startTime":1176.3,"endTime":1179.93,"body":"everything, right? There's"},{"speaker":"Unknown","startTime":1179.93,"endTime":1182.48,"body":"there's no sort of, you know,"},{"speaker":"Unknown","startTime":1179.93,"endTime":1182.48,"body":"we've had a certain size and"},{"speaker":"Unknown","startTime":1182.48,"endTime":1188.54,"body":"scale. And part of the m\u0026a is"},{"speaker":"Unknown","startTime":1182.48,"endTime":1188.54,"body":"seeing it beyond just getting"},{"speaker":"Unknown","startTime":1188.54,"endTime":1192.62,"body":"the deal done. Right. There's"},{"speaker":"Unknown","startTime":1188.54,"endTime":1192.62,"body":"clearly an enormous excitement"},{"speaker":"Unknown","startTime":1192.62,"endTime":1196.58,"body":"and enthusiasm and everybody"},{"speaker":"Unknown","startTime":1192.62,"endTime":1196.58,"body":"wants to be involved in make the"},{"speaker":"Unknown","startTime":1196.58,"endTime":1199.49,"body":"sexy bet of getting the deal"},{"speaker":"Unknown","startTime":1196.58,"endTime":1199.49,"body":"done. And that's not where the"},{"speaker":"Unknown","startTime":1199.49,"endTime":1199.97,"body":"value is."},{"speaker":"Unknown","startTime":1200.0,"endTime":1202.58,"body":"created. And I think the value"},{"speaker":"Unknown","startTime":1200.0,"endTime":1202.58,"body":"is created in the months"},{"speaker":"Unknown","startTime":1202.61,"endTime":1207.95,"body":"afterwards where you deliver on"},{"speaker":"Unknown","startTime":1202.61,"endTime":1207.95,"body":"the plan of integrating"},{"speaker":"Unknown","startTime":1207.95,"endTime":1212.93,"body":"intelligently. So things that"},{"speaker":"Unknown","startTime":1207.95,"endTime":1212.93,"body":"are going to get you to your end"},{"speaker":"Unknown","startTime":1212.93,"endTime":1215.66,"body":"goal faster and cheaper, but"},{"speaker":"Unknown","startTime":1212.93,"endTime":1215.66,"body":"also kind of like give you that"},{"speaker":"Unknown","startTime":1215.66,"endTime":1218.6,"body":"leap or something that propels"},{"speaker":"Unknown","startTime":1215.66,"endTime":1218.6,"body":"you forward."},{"speaker":"Unknown","startTime":1219.98,"endTime":1224.18,"body":"I'm gonna classic individually"},{"speaker":"Unknown","startTime":1219.98,"endTime":1224.18,"body":"uses analogies all the time,"},{"speaker":"Unknown","startTime":1224.21,"endTime":1226.94,"body":"right. And so if you think about"},{"speaker":"Unknown","startTime":1224.21,"endTime":1226.94,"body":"the ingredients of a cake,"},{"speaker":"Unknown","startTime":1227.24,"endTime":1231.11,"body":"right, if this is the only place"},{"speaker":"Unknown","startTime":1227.24,"endTime":1231.11,"body":"to get eggs, or flour or milk to"},{"speaker":"Unknown","startTime":1231.11,"endTime":1235.7,"body":"bake your cake, well, then you"},{"speaker":"Unknown","startTime":1231.11,"endTime":1235.7,"body":"find find a way of doing that,"},{"speaker":"Unknown","startTime":1235.7,"endTime":1240.47,"body":"rather than pretending you can"},{"speaker":"Unknown","startTime":1235.7,"endTime":1240.47,"body":"get it elsewhere. And that's how"},{"speaker":"Unknown","startTime":1240.5,"endTime":1244.55,"body":"you aggregate more data. And the"},{"speaker":"Unknown","startTime":1240.5,"endTime":1244.55,"body":"one plus one equals three"},{"speaker":"Unknown","startTime":1244.73,"endTime":1247.13,"body":"philosophy was how we tended to"},{"speaker":"Unknown","startTime":1244.73,"endTime":1247.13,"body":"operate."},{"speaker":"Unknown","startTime":1248.27,"endTime":1252.29,"body":"So beyond that, and you know,"},{"speaker":"Unknown","startTime":1248.27,"endTime":1252.29,"body":"making sure that you're, I don't"},{"speaker":"Unknown","startTime":1252.29,"endTime":1256.52,"body":"know, getting the eggs for your"},{"speaker":"Unknown","startTime":1252.29,"endTime":1256.52,"body":"cake to use your analogy, what"},{"speaker":"Unknown","startTime":1256.52,"endTime":1260.21,"body":"can what kind of things should"},{"speaker":"Unknown","startTime":1256.52,"endTime":1260.21,"body":"you be looking for in a company,"},{"speaker":"Unknown","startTime":1261.02,"endTime":1262.91,"body":"you know, if you're thinking"},{"speaker":"Unknown","startTime":1261.02,"endTime":1262.91,"body":"about acquiring them, like say,"},{"speaker":"Unknown","startTime":1262.91,"endTime":1265.97,"body":"anything you think that is easy"},{"speaker":"Unknown","startTime":1262.91,"endTime":1265.97,"body":"to overlook, or forget about."},{"speaker":"Unknown","startTime":1268.88,"endTime":1273.53,"body":"I think the whole business is"},{"speaker":"Unknown","startTime":1268.88,"endTime":1273.53,"body":"made up of people. And so you"},{"speaker":"Unknown","startTime":1273.53,"endTime":1278.54,"body":"can take a very, very financial"},{"speaker":"Unknown","startTime":1273.53,"endTime":1278.54,"body":"microscope to a business and"},{"speaker":"Unknown","startTime":1278.54,"endTime":1281.87,"body":"look at its growth in its"},{"speaker":"Unknown","startTime":1278.54,"endTime":1281.87,"body":"quality of earnings and net"},{"speaker":"Unknown","startTime":1281.87,"endTime":1285.92,"body":"dollar attention, and, and make"},{"speaker":"Unknown","startTime":1281.87,"endTime":1285.92,"body":"a judgement of the quality of"},{"speaker":"Unknown","startTime":1285.92,"endTime":1289.34,"body":"the business. If you're thinking"},{"speaker":"Unknown","startTime":1285.92,"endTime":1289.34,"body":"of the business being"},{"speaker":"Unknown","startTime":1289.37,"endTime":1293.6,"body":"sustainable, next series of"},{"speaker":"Unknown","startTime":1289.37,"endTime":1293.6,"body":"assets within your organization,"},{"speaker":"Unknown","startTime":1293.84,"endTime":1296.78,"body":"you know, you need to be"},{"speaker":"Unknown","startTime":1293.84,"endTime":1296.78,"body":"evaluating the people as well."},{"speaker":"Unknown","startTime":1296.78,"endTime":1302.0,"body":"And that is a cultural"},{"speaker":"Unknown","startTime":1296.78,"endTime":1302.0,"body":"assimilation."},{"speaker":"Unknown","startTime":1303.05,"endTime":1305.96,"body":"And as well as a sort of, are"},{"speaker":"Unknown","startTime":1303.05,"endTime":1305.96,"body":"these the right people to take"},{"speaker":"Unknown","startTime":1305.96,"endTime":1310.97,"body":"the business forward? So so"},{"speaker":"Unknown","startTime":1305.96,"endTime":1310.97,"body":"it's, it's a very in my world,"},{"speaker":"Unknown","startTime":1310.97,"endTime":1313.7,"body":"we we took a very structured"},{"speaker":"Unknown","startTime":1310.97,"endTime":1313.7,"body":"approach to evaluating"},{"speaker":"Unknown","startTime":1313.7,"endTime":1317.15,"body":"businesses, we measured the"},{"speaker":"Unknown","startTime":1313.7,"endTime":1317.15,"body":"rightness of the management team"},{"speaker":"Unknown","startTime":1317.15,"endTime":1318.77,"body":"to grow, we measured the"},{"speaker":"Unknown","startTime":1319.91,"endTime":1323.27,"body":"the penetration into the market,"},{"speaker":"Unknown","startTime":1319.91,"endTime":1323.27,"body":"and how, how embedded as it into"},{"speaker":"Unknown","startTime":1323.27,"endTime":1325.88,"body":"it into the ecosystem or selling"},{"speaker":"Unknown","startTime":1323.27,"endTime":1325.88,"body":"into?"},{"speaker":"Unknown","startTime":1327.23,"endTime":1330.53,"body":"Is there a steady state of"},{"speaker":"Unknown","startTime":1327.23,"endTime":1330.53,"body":"innovation? Are they continuing"},{"speaker":"Unknown","startTime":1330.53,"endTime":1333.77,"body":"to redevelop? And all of those"},{"speaker":"Unknown","startTime":1330.53,"endTime":1333.77,"body":"are nothing more than sort of"},{"speaker":"Unknown","startTime":1333.77,"endTime":1338.45,"body":"key indicators of innovation as"},{"speaker":"Unknown","startTime":1333.77,"endTime":1338.45,"body":"a great culture of reinventing"},{"speaker":"Unknown","startTime":1338.45,"endTime":1343.1,"body":"yourself? Right. So it points to"},{"speaker":"Unknown","startTime":1338.45,"endTime":1343.1,"body":"people creating good things and"},{"speaker":"Unknown","startTime":1343.1,"endTime":1345.83,"body":"thinking about how do we remix"},{"speaker":"Unknown","startTime":1343.1,"endTime":1345.83,"body":"the ingredients to come up with"},{"speaker":"Unknown","startTime":1345.83,"endTime":1347.21,"body":"a different a different outcome?"},{"speaker":"Unknown","startTime":1348.62,"endTime":1353.21,"body":"And part of that then also"},{"speaker":"Unknown","startTime":1348.62,"endTime":1353.21,"body":"points to expertise. Now, is the"},{"speaker":"Unknown","startTime":1353.21,"endTime":1356.96,"body":"business that is up for sale"},{"speaker":"Unknown","startTime":1353.21,"endTime":1356.96,"body":"genuinely expert in their space."},{"speaker":"Unknown","startTime":1357.35,"endTime":1361.13,"body":"And know do you sort of slightly"},{"speaker":"Unknown","startTime":1357.35,"endTime":1361.13,"body":"intimidated by how much they"},{"speaker":"Unknown","startTime":1361.13,"endTime":1365.39,"body":"know. Because that's a great"},{"speaker":"Unknown","startTime":1361.13,"endTime":1365.39,"body":"sign rather than people who"},{"speaker":"Unknown","startTime":1366.89,"endTime":1369.35,"body":"haven't been around long enough"},{"speaker":"Unknown","startTime":1366.89,"endTime":1369.35,"body":"and don't really understand the"},{"speaker":"Unknown","startTime":1369.83,"endTime":1373.16,"body":"the power market or the oil and"},{"speaker":"Unknown","startTime":1369.83,"endTime":1373.16,"body":"gas market or whatever the space"},{"speaker":"Unknown","startTime":1373.19,"endTime":1374.24,"body":"that you're exploring?"},{"speaker":"Unknown","startTime":1375.8,"endTime":1378.5,"body":"Yeah, so there's some great"},{"speaker":"Unknown","startTime":1375.8,"endTime":1378.5,"body":"things there to think about if"},{"speaker":"Unknown","startTime":1378.5,"endTime":1381.2,"body":"you're going to look at"},{"speaker":"Unknown","startTime":1378.5,"endTime":1381.2,"body":"acquiring company, but also, if"},{"speaker":"Unknown","startTime":1381.2,"endTime":1384.83,"body":"you are a tech company, or a"},{"speaker":"Unknown","startTime":1381.2,"endTime":1384.83,"body":"data company that's looking to"},{"speaker":"Unknown","startTime":1384.83,"endTime":1385.67,"body":"be acquired."},{"speaker":"Unknown","startTime":1387.41,"endTime":1390.68,"body":"I think that the people don't"},{"speaker":"Unknown","startTime":1387.41,"endTime":1390.68,"body":"always think about"},{"speaker":"Unknown","startTime":1392.21,"endTime":1396.74,"body":"articulating all the aspects of"},{"speaker":"Unknown","startTime":1392.21,"endTime":1396.74,"body":"value that they offer."},{"speaker":"Unknown","startTime":1398.0,"endTime":1401.75,"body":"I agree. And I think I think"},{"speaker":"Unknown","startTime":1398.0,"endTime":1401.75,"body":"younger companies are getting"},{"speaker":"Unknown","startTime":1401.75,"endTime":1406.67,"body":"very good at it, I think there"},{"speaker":"Unknown","startTime":1401.75,"endTime":1406.67,"body":"is a lot more emphasis about an"},{"speaker":"Unknown","startTime":1406.67,"endTime":1410.96,"body":"A designing your business with"},{"speaker":"Unknown","startTime":1406.67,"endTime":1410.96,"body":"an exit in mind. But for more"},{"speaker":"Unknown","startTime":1410.96,"endTime":1414.08,"body":"established businesses that have"},{"speaker":"Unknown","startTime":1410.96,"endTime":1414.08,"body":"been around for 20 years, where"},{"speaker":"Unknown","startTime":1414.38,"endTime":1418.28,"body":"they have been run, and"},{"speaker":"Unknown","startTime":1414.38,"endTime":1418.28,"body":"typically by a founder who is an"},{"speaker":"Unknown","startTime":1418.28,"endTime":1423.05,"body":"expert in their particular than"},{"speaker":"Unknown","startTime":1418.28,"endTime":1423.05,"body":"a part of the industry, and then"},{"speaker":"Unknown","startTime":1423.05,"endTime":1427.28,"body":"they've built a business around"},{"speaker":"Unknown","startTime":1423.05,"endTime":1427.28,"body":"her or has their expertise. 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Because as a"},{"speaker":"Unknown","startTime":1441.89,"endTime":1445.34,"body":"buyer, you're looking to the"},{"speaker":"Unknown","startTime":1441.89,"endTime":1445.34,"body":"future, right? It's progress to"},{"speaker":"Unknown","startTime":1445.34,"endTime":1448.79,"body":"date is good, right? It forms"},{"speaker":"Unknown","startTime":1445.34,"endTime":1448.79,"body":"the foundation of an investment"},{"speaker":"Unknown","startTime":1448.79,"endTime":1454.22,"body":"thesis, but actually, it's what"},{"speaker":"Unknown","startTime":1448.79,"endTime":1454.22,"body":"comes next. And the more more"},{"speaker":"Unknown","startTime":1454.22,"endTime":1457.31,"body":"the balance of growth comes from"},{"speaker":"Unknown","startTime":1454.22,"endTime":1457.31,"body":"the target from rather than the"},{"speaker":"Unknown","startTime":1457.31,"endTime":1461.93,"body":"acquire, the better. Right?"},{"speaker":"Unknown","startTime":1457.31,"endTime":1461.93,"body":"Yeah. 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Not just the assets"},{"speaker":"Unknown","startTime":1465.41,"endTime":1469.01,"body":"that they have totally agree."},{"speaker":"Unknown","startTime":1465.41,"endTime":1469.01,"body":"How do you make the integration"},{"speaker":"Unknown","startTime":1469.04,"endTime":1472.61,"body":"process of you know, these"},{"speaker":"Unknown","startTime":1469.04,"endTime":1472.61,"body":"acquired companies a bit more"},{"speaker":"Unknown","startTime":1472.61,"endTime":1476.24,"body":"Smith, like it can be quite hard"},{"speaker":"Unknown","startTime":1472.61,"endTime":1476.24,"body":"to merge different corporate"},{"speaker":"Unknown","startTime":1476.24,"endTime":1480.56,"body":"cultures and make it easy to get"},{"speaker":"Unknown","startTime":1476.24,"endTime":1480.56,"body":"value from people, you know,"},{"speaker":"Unknown","startTime":1480.56,"endTime":1484.31,"body":"especially if you've identified"},{"speaker":"Unknown","startTime":1480.56,"endTime":1484.31,"body":"that that is part of where the"},{"speaker":"Unknown","startTime":1484.31,"endTime":1487.76,"body":"value is in that company,"},{"speaker":"Unknown","startTime":1484.31,"endTime":1487.76,"body":"completely vary and"},{"speaker":"Unknown","startTime":1487.79,"endTime":1492.11,"body":"integrations, the sort of the"},{"speaker":"Unknown","startTime":1487.79,"endTime":1492.11,"body":"collective word for uncertainty"},{"speaker":"Unknown","startTime":1492.11,"endTime":1495.47,"body":"and chaos. Right and in my"},{"speaker":"Unknown","startTime":1496.58,"endTime":1499.94,"body":"my personal experience of having"},{"speaker":"Unknown","startTime":1496.58,"endTime":1499.94,"body":"bought a number of businesses"},{"speaker":"Unknown","startTime":1500.299,"endTime":1504.979,"body":"As an employee of the business"},{"speaker":"Unknown","startTime":1500.299,"endTime":1504.979,"body":"sold, the first reaction you"},{"speaker":"Unknown","startTime":1504.979,"endTime":1509.899,"body":"need to address is, is my job on"},{"speaker":"Unknown","startTime":1504.979,"endTime":1509.899,"body":"the line? And what does this"},{"speaker":"Unknown","startTime":1509.899,"endTime":1513.379,"body":"mean for me, right people"},{"speaker":"Unknown","startTime":1509.899,"endTime":1513.379,"body":"personalize the the corporate"},{"speaker":"Unknown","startTime":1513.379,"endTime":1518.059,"body":"announcement immediately. 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And I'm not being"},{"speaker":"Unknown","startTime":1531.619,"endTime":1534.859,"body":"disrespectful of that there's a"},{"speaker":"Unknown","startTime":1534.859,"endTime":1540.319,"body":"very logical place as the buyer,"},{"speaker":"Unknown","startTime":1534.859,"endTime":1540.319,"body":"you need to re address that"},{"speaker":"Unknown","startTime":1540.379,"endTime":1542.359,"body":"recognize it and reassure"},{"speaker":"Unknown","startTime":1543.47,"endTime":1545.99,"body":"otherwise, you lose the"},{"speaker":"Unknown","startTime":1543.47,"endTime":1545.99,"body":"cloakroom, in a heartbeat. 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Now"},{"speaker":"Unknown","startTime":1570.29,"endTime":1575.63,"body":"he has access to a new email"},{"speaker":"Unknown","startTime":1575.63,"endTime":1579.41,"body":"system, he has access to our"},{"speaker":"Unknown","startTime":1575.63,"endTime":1579.41,"body":"Slack or team's platform,"},{"speaker":"Unknown","startTime":1579.41,"endTime":1583.22,"body":"whichever you use, and you are a"},{"speaker":"Unknown","startTime":1579.41,"endTime":1583.22,"body":"new part of the acquiring"},{"speaker":"Unknown","startTime":1583.22,"endTime":1586.37,"body":"company, we're welcoming you"},{"speaker":"Unknown","startTime":1583.22,"endTime":1586.37,"body":"rather than that, taking two"},{"speaker":"Unknown","startTime":1586.37,"endTime":1588.83,"body":"weeks, because they will feel"},{"speaker":"Unknown","startTime":1586.37,"endTime":1588.83,"body":"like second class citizens"},{"speaker":"Unknown","startTime":1588.83,"endTime":1592.49,"body":"immediately. 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How did you get"},{"speaker":"Unknown","startTime":1909.59,"endTime":1911.72,"body":"here? So there was interest in"},{"speaker":"Unknown","startTime":1909.59,"endTime":1911.72,"body":"it?"},{"speaker":"Unknown","startTime":1913.28,"endTime":1916.28,"body":"But I don't think it added"},{"speaker":"Unknown","startTime":1913.28,"endTime":1916.28,"body":"complexity to the sale and it"},{"speaker":"Unknown","startTime":1916.28,"endTime":1920.66,"body":"certainly didn't lessen nor"},{"speaker":"Unknown","startTime":1916.28,"endTime":1920.66,"body":"increase their their normal"},{"speaker":"Unknown","startTime":1920.66,"endTime":1925.52,"body":"scrutiny for is this a good"},{"speaker":"Unknown","startTime":1920.66,"endTime":1925.52,"body":"investment for for? For the"},{"speaker":"Unknown","startTime":1925.52,"endTime":1928.85,"body":"particular firm? Right, then"},{"speaker":"Unknown","startTime":1925.52,"endTime":1928.85,"body":"they're still digging into tell"},{"speaker":"Unknown","startTime":1928.85,"endTime":1931.79,"body":"me and tell me what customers"},{"speaker":"Unknown","startTime":1928.85,"endTime":1931.79,"body":"are doing? And why would a"},{"speaker":"Unknown","startTime":1931.79,"endTime":1934.34,"body":"customer review and who else"},{"speaker":"Unknown","startTime":1931.79,"endTime":1934.34,"body":"you're going to sell to what"},{"speaker":"Unknown","startTime":1934.34,"endTime":1937.43,"body":"else you building and growing?"},{"speaker":"Unknown","startTime":1934.34,"endTime":1937.43,"body":"And Where's, where's the growth"},{"speaker":"Unknown","startTime":1937.43,"endTime":1940.16,"body":"going to come from? None of"},{"speaker":"Unknown","startTime":1937.43,"endTime":1940.16,"body":"those questions were less"},{"speaker":"Unknown","startTime":1940.16,"endTime":1943.88,"body":"because we were bootstrapped. It"},{"speaker":"Unknown","startTime":1940.16,"endTime":1943.88,"body":"was just it was just a bigger"},{"speaker":"Unknown","startTime":1943.88,"endTime":1946.67,"body":"ticket size. And so if anything,"},{"speaker":"Unknown","startTime":1943.88,"endTime":1946.67,"body":"they were"},{"speaker":"Unknown","startTime":1948.35,"endTime":1950.54,"body":"no more as well as respectful."},{"speaker":"Unknown","startTime":1951.71,"endTime":1954.98,"body":"Very interesting. It sounds like"},{"speaker":"Unknown","startTime":1951.71,"endTime":1954.98,"body":"there had been a lot of"},{"speaker":"Unknown","startTime":1954.98,"endTime":1959.78,"body":"discipline over the years. The"},{"speaker":"Unknown","startTime":1954.98,"endTime":1959.78,"body":"business. Thank you just just"},{"speaker":"Unknown","startTime":1959.78,"endTime":1964.34,"body":"just absolutely, and sort of a"},{"speaker":"Unknown","startTime":1959.78,"endTime":1964.34,"body":"relentless focus on on"},{"speaker":"Unknown","startTime":1964.34,"endTime":1967.4,"body":"delivering value. And I like to"},{"speaker":"Unknown","startTime":1964.34,"endTime":1967.4,"body":"build things people will, will"},{"speaker":"Unknown","startTime":1967.4,"endTime":1971.03,"body":"look to buy rather than, you"},{"speaker":"Unknown","startTime":1967.4,"endTime":1971.03,"body":"know, vanity projects or"},{"speaker":"Unknown","startTime":1971.03,"endTime":1976.43,"body":"products that don't necessarily"},{"speaker":"Unknown","startTime":1971.03,"endTime":1976.43,"body":"connect with with Valley. Yeah,"},{"speaker":"Unknown","startTime":1976.64,"endTime":1980.69,"body":"there's and it's easy to get"},{"speaker":"Unknown","startTime":1976.64,"endTime":1980.69,"body":"distracted. So that, like laser"},{"speaker":"Unknown","startTime":1980.69,"endTime":1986.27,"body":"focus, obviously paid off"},{"speaker":"Unknown","startTime":1980.69,"endTime":1986.27,"body":"completely, completely. And the"},{"speaker":"Unknown","startTime":1986.27,"endTime":1989.93,"body":"business is very lean, right?"},{"speaker":"Unknown","startTime":1986.27,"endTime":1989.93,"body":"It, it sort of no thanks to"},{"speaker":"Unknown","startTime":1989.93,"endTime":1994.73,"body":"COVID is very, very remote."},{"speaker":"Unknown","startTime":1989.93,"endTime":1994.73,"body":"First, I know there is very few"},{"speaker":"Unknown","startTime":1994.73,"endTime":1998.96,"body":"roles that are sort of ancillary"},{"speaker":"Unknown","startTime":1994.73,"endTime":1998.96,"body":"to building your product and"},{"speaker":"Unknown","startTime":1998.96,"endTime":2000.13,"body":"driving the business forward."},{"speaker":"Unknown","startTime":2001.36,"endTime":2005.11,"body":"And that leads to great"},{"speaker":"Unknown","startTime":2001.36,"endTime":2005.11,"body":"economics. So I know that some"},{"speaker":"Unknown","startTime":2005.11,"endTime":2007.09,"body":"of the companies that you've"},{"speaker":"Unknown","startTime":2005.11,"endTime":2007.09,"body":"worked with, you've been"},{"speaker":"Unknown","startTime":2007.09,"endTime":2010.87,"body":"involved in, like restructuring,"},{"speaker":"Unknown","startTime":2007.09,"endTime":2010.87,"body":"and or they're one of the"},{"speaker":"Unknown","startTime":2010.87,"endTime":2013.33,"body":"companies to help restructure"},{"speaker":"Unknown","startTime":2010.87,"endTime":2013.33,"body":"our leadership team and stuff."},{"speaker":"Unknown","startTime":2014.53,"endTime":2017.56,"body":"I think people are actually"},{"speaker":"Unknown","startTime":2014.53,"endTime":2017.56,"body":"looking at how their C suite is"},{"speaker":"Unknown","startTime":2017.56,"endTime":2022.09,"body":"composed just now. And I can see"},{"speaker":"Unknown","startTime":2017.56,"endTime":2022.09,"body":"some changes. And certainly"},{"speaker":"Unknown","startTime":2022.09,"endTime":2026.47,"body":"there's, after a period of"},{"speaker":"Unknown","startTime":2022.09,"endTime":2026.47,"body":"really low turnover, that that's"},{"speaker":"Unknown","startTime":2026.47,"endTime":2031.84,"body":"starting to pick up. So what"},{"speaker":"Unknown","startTime":2026.47,"endTime":2031.84,"body":"tips would you give to maybe a"},{"speaker":"Unknown","startTime":2031.84,"endTime":2038.32,"body":"CEO, or whoever's been tasked"},{"speaker":"Unknown","startTime":2031.84,"endTime":2038.32,"body":"with this process project around"},{"speaker":"Unknown","startTime":2038.32,"endTime":2040.51,"body":"looking at the composition of a"},{"speaker":"Unknown","startTime":2038.32,"endTime":2040.51,"body":"leadership team, if they're"},{"speaker":"Unknown","startTime":2040.51,"endTime":2043.93,"body":"thinking about making some"},{"speaker":"Unknown","startTime":2040.51,"endTime":2043.93,"body":"changes? Good, good question."},{"speaker":"Unknown","startTime":2043.93,"endTime":2047.56,"body":"And it sort of harks back to the"},{"speaker":"Unknown","startTime":2043.93,"endTime":2047.56,"body":"question of how to use scale,"},{"speaker":"Unknown","startTime":2047.86,"endTime":2051.46,"body":"and which which of the C suite"},{"speaker":"Unknown","startTime":2047.86,"endTime":2051.46,"body":"roles do we need to"},{"speaker":"Unknown","startTime":2053.17,"endTime":2059.08,"body":"put in place? And who home? Who"},{"speaker":"Unknown","startTime":2053.17,"endTime":2059.08,"body":"owns what responsibilities? And"},{"speaker":"Unknown","startTime":2059.08,"endTime":2062.53,"body":"it is a really difficult"},{"speaker":"Unknown","startTime":2059.08,"endTime":2062.53,"body":"question and is the more value"},{"speaker":"Unknown","startTime":2062.53,"endTime":2062.86,"body":"in"},{"speaker":"Unknown","startTime":2063.91,"endTime":2067.57,"body":"one role versus another right,"},{"speaker":"Unknown","startTime":2063.91,"endTime":2067.57,"body":"and the CRO role versus a head"},{"speaker":"Unknown","startTime":2067.57,"endTime":2070.81,"body":"of sales and in that kind of"},{"speaker":"Unknown","startTime":2067.57,"endTime":2070.81,"body":"debate? And"},{"speaker":"Unknown","startTime":2071.83,"endTime":2075.52,"body":"so, without getting sort of tied"},{"speaker":"Unknown","startTime":2071.83,"endTime":2075.52,"body":"up into each and every role and"},{"speaker":"Unknown","startTime":2075.52,"endTime":2079.36,"body":"what they might or might not do?"},{"speaker":"Unknown","startTime":2075.52,"endTime":2079.36,"body":"At a at a more general level?"},{"speaker":"Unknown","startTime":2079.9,"endTime":2083.05,"body":"It's it's creating a team that"},{"speaker":"Unknown","startTime":2079.9,"endTime":2083.05,"body":"can fundamentally work together."},{"speaker":"Unknown","startTime":2083.59,"endTime":2085.96,"body":"Right? And that sounds really,"},{"speaker":"Unknown","startTime":2083.59,"endTime":2085.96,"body":"really obvious, but you are"},{"speaker":"Unknown","startTime":2085.96,"endTime":2089.53,"body":"looking for people who are"},{"speaker":"Unknown","startTime":2085.96,"endTime":2089.53,"body":"respectful of the team are"},{"speaker":"Unknown","startTime":2089.53,"endTime":2093.43,"body":"respectful for the contributions"},{"speaker":"Unknown","startTime":2089.53,"endTime":2093.43,"body":"of each of the various parties,"},{"speaker":"Unknown","startTime":2093.76,"endTime":2099.43,"body":"but also have enough authority"},{"speaker":"Unknown","startTime":2093.76,"endTime":2099.43,"body":"to bring their their self to the"},{"speaker":"Unknown","startTime":2099.43,"endTime":2099.97,"body":"table and say"},{"speaker":"Unknown","startTime":2100.0,"endTime":2105.43,"body":"I think we should do this versus"},{"speaker":"Unknown","startTime":2100.0,"endTime":2105.43,"body":"this. And, and that sounds"},{"speaker":"Unknown","startTime":2105.43,"endTime":2110.08,"body":"simple, but it's not. I know"},{"speaker":"Unknown","startTime":2105.43,"endTime":2110.08,"body":"people, it's very natural for"},{"speaker":"Unknown","startTime":2110.08,"endTime":2112.87,"body":"people to represent just their"},{"speaker":"Unknown","startTime":2110.08,"endTime":2112.87,"body":"own function rather than seeing"},{"speaker":"Unknown","startTime":2112.87,"endTime":2113.62,"body":"the bigger picture."},{"speaker":"Unknown","startTime":2114.639,"endTime":2117.639,"body":"And I think we should just"},{"speaker":"Unknown","startTime":2114.639,"endTime":2117.639,"body":"invest in more salespeople. I"},{"speaker":"Unknown","startTime":2117.639,"endTime":2120.579,"body":"think we should just invest in"},{"speaker":"Unknown","startTime":2117.639,"endTime":2120.579,"body":"more engineers. And and"},{"speaker":"Unknown","startTime":2120.579,"endTime":2123.219,"body":"therefore, how do you judge,"},{"speaker":"Unknown","startTime":2120.579,"endTime":2123.219,"body":"which is a better investment"},{"speaker":"Unknown","startTime":2123.399,"endTime":2125.889,"body":"doesn't just come from who"},{"speaker":"Unknown","startTime":2123.399,"endTime":2125.889,"body":"shouts loudest at the C suite."},{"speaker":"Unknown","startTime":2127.21,"endTime":2131.32,"body":"And so having a team who think,"},{"speaker":"Unknown","startTime":2127.21,"endTime":2131.32,"body":"as a collective rather than just"},{"speaker":"Unknown","startTime":2131.32,"endTime":2134.77,"body":"representing their individual"},{"speaker":"Unknown","startTime":2131.32,"endTime":2134.77,"body":"functions as, as part of the"},{"speaker":"Unknown","startTime":2134.77,"endTime":2139.06,"body":"balance and, and so that was"},{"speaker":"Unknown","startTime":2134.77,"endTime":2139.06,"body":"diversity has lots of meanings"},{"speaker":"Unknown","startTime":2139.06,"endTime":2142.69,"body":"for different people. diversity"},{"speaker":"Unknown","startTime":2139.06,"endTime":2142.69,"body":"of opinion, diversity of"},{"speaker":"Unknown","startTime":2142.69,"endTime":2147.37,"body":"background and experience is"},{"speaker":"Unknown","startTime":2142.69,"endTime":2147.37,"body":"what I think builds the greatest"},{"speaker":"Unknown","startTime":2147.43,"endTime":2150.88,"body":"and most successful team. But it"},{"speaker":"Unknown","startTime":2147.43,"endTime":2150.88,"body":"needs to be a team that is"},{"speaker":"Unknown","startTime":2150.88,"endTime":2151.78,"body":"sufficiently"},{"speaker":"Unknown","startTime":2153.46,"endTime":2156.04,"body":"consolidated that I can actually"},{"speaker":"Unknown","startTime":2153.46,"endTime":2156.04,"body":"work together and they can't"},{"speaker":"Unknown","startTime":2156.04,"endTime":2159.13,"body":"just be tearing each other apart"},{"speaker":"Unknown","startTime":2156.04,"endTime":2159.13,"body":"and pulling in completely"},{"speaker":"Unknown","startTime":2159.13,"endTime":2161.56,"body":"different directions, otherwise,"},{"speaker":"Unknown","startTime":2159.13,"endTime":2161.56,"body":"you won't make any progress."},{"speaker":"Unknown","startTime":2161.95,"endTime":2165.07,"body":"Yeah, going back to what we were"},{"speaker":"Unknown","startTime":2161.95,"endTime":2165.07,"body":"discussing earlier about"},{"speaker":"Unknown","startTime":2165.07,"endTime":2170.29,"body":"communication, if that is not"},{"speaker":"Unknown","startTime":2165.07,"endTime":2170.29,"body":"strong, and a leadership team is"},{"speaker":"Unknown","startTime":2170.29,"endTime":2172.54,"body":"going to filter down throughout"},{"speaker":"Unknown","startTime":2170.29,"endTime":2172.54,"body":"the business, people will pick"},{"speaker":"Unknown","startTime":2172.54,"endTime":2178.21,"body":"up on it, the messages will be"},{"speaker":"Unknown","startTime":2172.54,"endTime":2178.21,"body":"inconsistent. And really, you"},{"speaker":"Unknown","startTime":2178.21,"endTime":2183.13,"body":"know, I guess what you're what"},{"speaker":"Unknown","startTime":2178.21,"endTime":2183.13,"body":"I'm picking up from you is just"},{"speaker":"Unknown","startTime":2183.13,"endTime":2188.83,"body":"about making sure that how your"},{"speaker":"Unknown","startTime":2183.13,"endTime":2188.83,"body":"team is constructed should be"},{"speaker":"Unknown","startTime":2188.95,"endTime":2192.07,"body":"like aligned with what is the"},{"speaker":"Unknown","startTime":2188.95,"endTime":2192.07,"body":"fastest way to grow? And how do"},{"speaker":"Unknown","startTime":2192.07,"endTime":2195.52,"body":"we get to where we need to be?"},{"speaker":"Unknown","startTime":2192.07,"endTime":2195.52,"body":"What adds the most value to the"},{"speaker":"Unknown","startTime":2195.52,"endTime":2196.69,"body":"business right now?"},{"speaker":"Unknown","startTime":2197.86,"endTime":2198.94,"body":"Alongside?"},{"speaker":"Unknown","startTime":2200.53,"endTime":2204.64,"body":"Yeah, but then you can just look"},{"speaker":"Unknown","startTime":2200.53,"endTime":2204.64,"body":"at those are the roles, you"},{"speaker":"Unknown","startTime":2204.64,"endTime":2205.9,"body":"actually have to think,"},{"speaker":"Unknown","startTime":2207.19,"endTime":2210.34,"body":"is this new team going to work"},{"speaker":"Unknown","startTime":2207.19,"endTime":2210.34,"body":"the same way? Because there"},{"speaker":"Unknown","startTime":2210.34,"endTime":2212.65,"body":"will, you're going to have to"},{"speaker":"Unknown","startTime":2210.34,"endTime":2212.65,"body":"like mix up their dynamics, if"},{"speaker":"Unknown","startTime":2212.65,"endTime":2216.76,"body":"you're changing the type of jobs"},{"speaker":"Unknown","startTime":2212.65,"endTime":2216.76,"body":"profiles that you have in that C"},{"speaker":"Unknown","startTime":2216.76,"endTime":2221.29,"body":"suite, completely agree, you"},{"speaker":"Unknown","startTime":2216.76,"endTime":2221.29,"body":"have an impasse of going to"},{"speaker":"Unknown","startTime":2221.29,"endTime":2226.03,"body":"creating a collaborative team is"},{"speaker":"Unknown","startTime":2221.29,"endTime":2226.03,"body":"being very clear on who's doing"},{"speaker":"Unknown","startTime":2226.03,"endTime":2233.53,"body":"what, right. And you set up an"},{"speaker":"Unknown","startTime":2226.03,"endTime":2233.53,"body":"unnecessary conflict. If you if"},{"speaker":"Unknown","startTime":2233.53,"endTime":2236.68,"body":"you give overlapping"},{"speaker":"Unknown","startTime":2233.53,"endTime":2236.68,"body":"responsibility, who owns the"},{"speaker":"Unknown","startTime":2236.68,"endTime":2240.55,"body":"voice of the customer? As a"},{"speaker":"Unknown","startTime":2236.68,"endTime":2240.55,"body":"great example? Now, is that a"},{"speaker":"Unknown","startTime":2240.55,"endTime":2244.93,"body":"product only responsibility? Is"},{"speaker":"Unknown","startTime":2240.55,"endTime":2244.93,"body":"that a marketing only"},{"speaker":"Unknown","startTime":2244.93,"endTime":2249.79,"body":"responsibility is that a sales"},{"speaker":"Unknown","startTime":2244.93,"endTime":2249.79,"body":"only? No, everybody has a very"},{"speaker":"Unknown","startTime":2249.79,"endTime":2252.61,"body":"different touchpoints and then"},{"speaker":"Unknown","startTime":2249.79,"endTime":2252.61,"body":"not forgetting customer success"},{"speaker":"Unknown","startTime":2252.61,"endTime":2255.82,"body":"and the types of business I've"},{"speaker":"Unknown","startTime":2252.61,"endTime":2255.82,"body":"worked for. And so you know, you"},{"speaker":"Unknown","startTime":2255.82,"endTime":2259.06,"body":"need to disentangle that kind"},{"speaker":"Unknown","startTime":2255.82,"endTime":2259.06,"body":"of, I'm the single owner of the"},{"speaker":"Unknown","startTime":2259.06,"endTime":2261.55,"body":"customer voice of the customer."},{"speaker":"Unknown","startTime":2259.06,"endTime":2261.55,"body":"Now, I'm sorry, but there are"},{"speaker":"Unknown","startTime":2261.55,"endTime":2264.97,"body":"lots of people that can"},{"speaker":"Unknown","startTime":2261.55,"endTime":2264.97,"body":"contribute to that understanding"},{"speaker":"Unknown","startTime":2264.97,"endTime":2268.57,"body":"of who we are serving as a"},{"speaker":"Unknown","startTime":2264.97,"endTime":2268.57,"body":"business. And to therefore being"},{"speaker":"Unknown","startTime":2268.57,"endTime":2271.06,"body":"very clear that even though"},{"speaker":"Unknown","startTime":2268.57,"endTime":2271.06,"body":"we're appointing a chief"},{"speaker":"Unknown","startTime":2271.06,"endTime":2274.45,"body":"marketing officer, and an A,"},{"speaker":"Unknown","startTime":2271.06,"endTime":2274.45,"body":"they bring all sorts of"},{"speaker":"Unknown","startTime":2274.45,"endTime":2278.62,"body":"expertise. Now they don't"},{"speaker":"Unknown","startTime":2274.45,"endTime":2278.62,"body":"singularly own in what some"},{"speaker":"Unknown","startTime":2278.62,"endTime":2281.11,"body":"businesses is where, where the"},{"speaker":"Unknown","startTime":2278.62,"endTime":2281.11,"body":"voice of the customer, no, no,"},{"speaker":"Unknown","startTime":2281.23,"endTime":2283.21,"body":"you know, you're part of the"},{"speaker":"Unknown","startTime":2281.23,"endTime":2283.21,"body":"discussion, but you're not Yeah,"},{"speaker":"Unknown","startTime":2283.21,"endTime":2286.96,"body":"that's not just your gig, and"},{"speaker":"Unknown","startTime":2283.21,"endTime":2286.96,"body":"being clear and upfront on that"},{"speaker":"Unknown","startTime":2286.96,"endTime":2291.34,"body":"as best possible because that"},{"speaker":"Unknown","startTime":2286.96,"endTime":2291.34,"body":"that that creates unnecessary"},{"speaker":"Unknown","startTime":2291.55,"endTime":2294.61,"body":"tension and the business where"},{"speaker":"Unknown","startTime":2291.55,"endTime":2294.61,"body":"it should just be well, what all"},{"speaker":"Unknown","startTime":2294.61,"endTime":2298.03,"body":"the signals mean, that one part"},{"speaker":"Unknown","startTime":2294.61,"endTime":2298.03,"body":"of annoy one part of a customer"},{"speaker":"Unknown","startTime":2298.03,"endTime":2300.79,"body":"saying, Listen, I'm saying this,"},{"speaker":"Unknown","startTime":2298.03,"endTime":2300.79,"body":"I've seen this, what does that"},{"speaker":"Unknown","startTime":2300.79,"endTime":2303.52,"body":"actually mean? And how should we"},{"speaker":"Unknown","startTime":2300.79,"endTime":2303.52,"body":"best react to that?"},{"speaker":"Unknown","startTime":2304.72,"endTime":2310.99,"body":"Interesting. So I guess at this"},{"speaker":"Unknown","startTime":2304.72,"endTime":2310.99,"body":"point in time, I like going down"},{"speaker":"Unknown","startTime":2310.99,"endTime":2314.5,"body":"a level from the C suite, I"},{"speaker":"Unknown","startTime":2310.99,"endTime":2314.5,"body":"think there's a growing sense"},{"speaker":"Unknown","startTime":2314.53,"endTime":2320.26,"body":"amongst middle management and"},{"speaker":"Unknown","startTime":2314.53,"endTime":2320.26,"body":"leaders, her nurturing that"},{"speaker":"Unknown","startTime":2320.26,"endTime":2326.41,"body":"talent, or working alongside"},{"speaker":"Unknown","startTime":2320.26,"endTime":2326.41,"body":"them, there just seems to be a"},{"speaker":"Unknown","startTime":2326.41,"endTime":2332.29,"body":"real increase in pressure and"},{"speaker":"Unknown","startTime":2326.41,"endTime":2332.29,"body":"longer workers. I think people"},{"speaker":"Unknown","startTime":2332.41,"endTime":2336.34,"body":"feel like, you know, there is a"},{"speaker":"Unknown","startTime":2332.41,"endTime":2336.34,"body":"difference, like there is a bit"},{"speaker":"Unknown","startTime":2336.34,"endTime":2339.97,"body":"of tension, like they really"},{"speaker":"Unknown","startTime":2336.34,"endTime":2339.97,"body":"have to show their value, and is"},{"speaker":"Unknown","startTime":2340.09,"endTime":2342.79,"body":"your stress levels are maybe"},{"speaker":"Unknown","startTime":2340.09,"endTime":2342.79,"body":"slightly higher. 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But what"},{"speaker":"Unknown","startTime":2351.73,"endTime":2355.99,"body":"do you think the C suite can do"},{"speaker":"Unknown","startTime":2355.99,"endTime":2360.34,"body":"to that get more out of their"},{"speaker":"Unknown","startTime":2355.99,"endTime":2360.34,"body":"team and their leaders without"},{"speaker":"Unknown","startTime":2360.34,"endTime":2363.07,"body":"compromising their conflict,"},{"speaker":"Unknown","startTime":2360.34,"endTime":2363.07,"body":"wellness and mental health"},{"speaker":"Unknown","startTime":2363.07,"endTime":2368.26,"body":"further? Good question. 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Did you"},{"speaker":"Unknown","startTime":2874.99,"endTime":2878.11,"body":"respond on Slack within two"},{"speaker":"Unknown","startTime":2874.99,"endTime":2878.11,"body":"minutes of somebody seeing"},{"speaker":"Unknown","startTime":2878.11,"endTime":2882.34,"body":"you're asking you for your"},{"speaker":"Unknown","startTime":2878.11,"endTime":2882.34,"body":"opinion, versus you know, I can"},{"speaker":"Unknown","startTime":2882.34,"endTime":2885.58,"body":"deal I can step back from the"},{"speaker":"Unknown","startTime":2882.34,"endTime":2885.58,"body":"complexities of the tactical,"},{"speaker":"Unknown","startTime":2885.94,"endTime":2889.27,"body":"and really understand what's"},{"speaker":"Unknown","startTime":2885.94,"endTime":2889.27,"body":"motivating a colleague or"},{"speaker":"Unknown","startTime":2889.27,"endTime":2892.63,"body":"motivating the business or, or"},{"speaker":"Unknown","startTime":2889.27,"endTime":2892.63,"body":"dealing with the uncertainty."},{"speaker":"Unknown","startTime":2893.11,"endTime":2893.62,"body":"And"},{"speaker":"Unknown","startTime":2894.7,"endTime":2897.94,"body":"I think this is a sort of a"},{"speaker":"Unknown","startTime":2894.7,"endTime":2897.94,"body":"lifetime of, of learning to get"},{"speaker":"Unknown","startTime":2897.94,"endTime":2902.02,"body":"that right. 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And it won't know"},{"speaker":"Unknown","startTime":2961.18,"endTime":2963.46,"body":"there could be multiple reasons"},{"speaker":"Unknown","startTime":2961.18,"endTime":2963.46,"body":"why things aren't working."},{"speaker":"Unknown","startTime":2964.69,"endTime":2968.8,"body":"And, and therefore, you know,"},{"speaker":"Unknown","startTime":2964.69,"endTime":2968.8,"body":"you need to, you need to explore"},{"speaker":"Unknown","startTime":2968.8,"endTime":2972.19,"body":"and keep turning over stones"},{"speaker":"Unknown","startTime":2968.8,"endTime":2972.19,"body":"until you find the real reason"},{"speaker":"Unknown","startTime":2972.19,"endTime":2975.76,"body":"something is not is it? 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Now in"},{"speaker":"Unknown","startTime":3291.18,"endTime":3294.21,"body":"particular is a great time to"},{"speaker":"Unknown","startTime":3294.21,"endTime":3297.96,"body":"take that approach, because"},{"speaker":"Unknown","startTime":3294.21,"endTime":3297.96,"body":"there's so much happening with"},{"speaker":"Unknown","startTime":3298.32,"endTime":3299.97,"body":"AI tools like"},{"speaker":"Unknown","startTime":3300.0,"endTime":3305.28,"body":"out like way beyond chat GPT you"},{"speaker":"Unknown","startTime":3300.0,"endTime":3305.28,"body":"know, that really,"},{"speaker":"Unknown","startTime":3306.6,"endTime":3309.21,"body":"really, we should leverage that"},{"speaker":"Unknown","startTime":3306.6,"endTime":3309.21,"body":"and turn that into an"},{"speaker":"Unknown","startTime":3309.21,"endTime":3314.01,"body":"opportunity to have far more"},{"speaker":"Unknown","startTime":3309.21,"endTime":3314.01,"body":"exciting, stimulating jobs that"},{"speaker":"Unknown","startTime":3314.01,"endTime":3317.31,"body":"allow us to hit goals faster, we"},{"speaker":"Unknown","startTime":3314.01,"endTime":3317.31,"body":"shouldn't be looking at that as,"},{"speaker":"Unknown","startTime":3317.85,"endTime":3321.57,"body":"Oh, my God, it's, we're not"},{"speaker":"Unknown","startTime":3317.85,"endTime":3321.57,"body":"going to do that anymore. My job"},{"speaker":"Unknown","startTime":3321.57,"endTime":3324.48,"body":"won't exist. I don't think that"},{"speaker":"Unknown","startTime":3321.57,"endTime":3324.48,"body":"that will be the case. If you,"},{"speaker":"Unknown","startTime":3324.87,"endTime":3327.75,"body":"you know, you don't just you"},{"speaker":"Unknown","startTime":3324.87,"endTime":3327.75,"body":"don't even have to learn how to"},{"speaker":"Unknown","startTime":3327.75,"endTime":3331.71,"body":"leverage AI, you just need to"},{"speaker":"Unknown","startTime":3327.75,"endTime":3331.71,"body":"make sure that you're adding the"},{"speaker":"Unknown","startTime":3331.71,"endTime":3334.56,"body":"right kind of value for the"},{"speaker":"Unknown","startTime":3331.71,"endTime":3334.56,"body":"future."},{"speaker":"Unknown","startTime":3336.42,"endTime":3340.92,"body":"I agree and nurtured check today"},{"speaker":"Unknown","startTime":3336.42,"endTime":3340.92,"body":"is clearly sort of on the tip of"},{"speaker":"Unknown","startTime":3340.92,"endTime":3344.1,"body":"everybody's tongue at the"},{"speaker":"Unknown","startTime":3340.92,"endTime":3344.1,"body":"moment, but there are much more"},{"speaker":"Unknown","startTime":3344.13,"endTime":3348.93,"body":"humble productivity gains,"},{"speaker":"Unknown","startTime":3344.13,"endTime":3348.93,"body":"whether it be how do you process"},{"speaker":"Unknown","startTime":3348.96,"endTime":3351.99,"body":"expenses and your annual"},{"speaker":"Unknown","startTime":3348.96,"endTime":3351.99,"body":"financial system than ever,"},{"speaker":"Unknown","startTime":3351.99,"endTime":3355.02,"body":"without naming any particular"},{"speaker":"Unknown","startTime":3351.99,"endTime":3355.02,"body":"provider there are Fantasticks"},{"speaker":"Unknown","startTime":3355.05,"endTime":3358.35,"body":"systems that are better than"},{"speaker":"Unknown","startTime":3355.05,"endTime":3358.35,"body":"just entering it in a"},{"speaker":"Unknown","startTime":3358.35,"endTime":3360.99,"body":"spreadsheet and submitting it"},{"speaker":"Unknown","startTime":3358.35,"endTime":3360.99,"body":"through this painful process."},{"speaker":"Unknown","startTime":3360.99,"endTime":3365.49,"body":"You take your photo, you"},{"speaker":"Unknown","startTime":3360.99,"endTime":3365.49,"body":"categorize and it's gone. And in"},{"speaker":"Unknown","startTime":3365.49,"endTime":3368.79,"body":"the AI is there to automatically"},{"speaker":"Unknown","startTime":3365.49,"endTime":3368.79,"body":"read the receipt, take the"},{"speaker":"Unknown","startTime":3368.79,"endTime":3371.49,"body":"values, identify the currency,"},{"speaker":"Unknown","startTime":3368.79,"endTime":3371.49,"body":"and all the things that would"},{"speaker":"Unknown","startTime":3371.49,"endTime":3375.51,"body":"tend to create stumbling points"},{"speaker":"Unknown","startTime":3371.49,"endTime":3375.51,"body":"for somebody having to process"},{"speaker":"Unknown","startTime":3375.51,"endTime":3379.95,"body":"1000 people's receipts every"},{"speaker":"Unknown","startTime":3375.51,"endTime":3379.95,"body":"day. And all of a sudden, it's"},{"speaker":"Unknown","startTime":3379.95,"endTime":3383.37,"body":"being automated because the"},{"speaker":"Unknown","startTime":3379.95,"endTime":3383.37,"body":"quality of the OCR is good"},{"speaker":"Unknown","startTime":3383.37,"endTime":3386.94,"body":"enough to deal with iPhones"},{"speaker":"Unknown","startTime":3383.37,"endTime":3386.94,"body":"taking photos of receipts."},{"speaker":"Unknown","startTime":3388.02,"endTime":3391.71,"body":"So it's less groundbreaking, but"},{"speaker":"Unknown","startTime":3388.02,"endTime":3391.71,"body":"at the same time, nobody likes"},{"speaker":"Unknown","startTime":3391.71,"endTime":3393.9,"body":"doing their receipts in our"},{"speaker":"Unknown","startTime":3391.71,"endTime":3393.9,"body":"organization, let alone the"},{"speaker":"Unknown","startTime":3393.9,"endTime":3399.99,"body":"finance department. And so you"},{"speaker":"Unknown","startTime":3393.9,"endTime":3399.99,"body":"can save months of frustration,"},{"speaker":"Unknown","startTime":3400.44,"endTime":3404.31,"body":"by a very simple deployment of a"},{"speaker":"Unknown","startTime":3400.44,"endTime":3404.31,"body":"good expense accounting process,"},{"speaker":"Unknown","startTime":3405.66,"endTime":3407.97,"body":"rather than the missing the"},{"speaker":"Unknown","startTime":3405.66,"endTime":3407.97,"body":"opportunity to do that."},{"speaker":"Unknown","startTime":3409.35,"endTime":3413.64,"body":"Totally. So with all of the"},{"speaker":"Unknown","startTime":3409.35,"endTime":3413.64,"body":"kinds of things that we've"},{"speaker":"Unknown","startTime":3413.64,"endTime":3417.66,"body":"discussed, what do you think are"},{"speaker":"Unknown","startTime":3413.64,"endTime":3417.66,"body":"currently the most important"},{"speaker":"Unknown","startTime":3417.69,"endTime":3421.2,"body":"attributes for leaders to be"},{"speaker":"Unknown","startTime":3417.69,"endTime":3421.2,"body":"thinking about if they're if"},{"speaker":"Unknown","startTime":3421.2,"endTime":3424.32,"body":"they're wanting to have that"},{"speaker":"Unknown","startTime":3421.2,"endTime":3424.32,"body":"kind of high growth, scaling,"},{"speaker":"Unknown","startTime":3424.35,"endTime":3428.58,"body":"successful company that may be"},{"speaker":"Unknown","startTime":3424.35,"endTime":3428.58,"body":"acquired or list? What, what do"},{"speaker":"Unknown","startTime":3428.58,"endTime":3432.12,"body":"you think is going to help them"},{"speaker":"Unknown","startTime":3428.58,"endTime":3432.12,"body":"get there? Right? Like, what can"},{"speaker":"Unknown","startTime":3432.12,"endTime":3436.71,"body":"they work on in themselves?"},{"speaker":"Unknown","startTime":3432.12,"endTime":3436.71,"body":"Yeah, it's it's building on the"},{"speaker":"Unknown","startTime":3437.28,"endTime":3439.2,"body":"dance floor balcony analogy."},{"speaker":"Unknown","startTime":3440.37,"endTime":3444.87,"body":"and promote leadership is about"},{"speaker":"Unknown","startTime":3440.37,"endTime":3444.87,"body":"transformation, right now could"},{"speaker":"Unknown","startTime":3444.87,"endTime":3447.48,"body":"be incremental transformation,"},{"speaker":"Unknown","startTime":3444.87,"endTime":3447.48,"body":"or it could be much, much more"},{"speaker":"Unknown","startTime":3447.48,"endTime":3451.2,"body":"radical than that. But"},{"speaker":"Unknown","startTime":3447.48,"endTime":3451.2,"body":"ultimately, you're changing the"},{"speaker":"Unknown","startTime":3451.2,"endTime":3455.88,"body":"way people contribute, when they"},{"speaker":"Unknown","startTime":3451.2,"endTime":3455.88,"body":"whether it be just more or we"},{"speaker":"Unknown","startTime":3455.88,"endTime":3458.19,"body":"use sort of in this way, now we"},{"speaker":"Unknown","startTime":3455.88,"endTime":3458.19,"body":"do it this way, or your"},{"speaker":"Unknown","startTime":3458.19,"endTime":3460.23,"body":"responsibility used to be this,"},{"speaker":"Unknown","startTime":3458.19,"endTime":3460.23,"body":"and now they're going to be"},{"speaker":"Unknown","startTime":3460.23,"endTime":3464.34,"body":"this. And, and that"},{"speaker":"Unknown","startTime":3460.23,"endTime":3464.34,"body":"transformation. And that change"},{"speaker":"Unknown","startTime":3464.34,"endTime":3468.18,"body":"represents a challenge to all"},{"speaker":"Unknown","startTime":3464.34,"endTime":3468.18,"body":"sorts of people in an"},{"speaker":"Unknown","startTime":3468.18,"endTime":3473.76,"body":"organization. So the greater"},{"speaker":"Unknown","startTime":3468.18,"endTime":3473.76,"body":"awareness of who's affected how"},{"speaker":"Unknown","startTime":3473.76,"endTime":3476.61,"body":"they're affected? And how do you"},{"speaker":"Unknown","startTime":3478.17,"endTime":3481.56,"body":"support somebody deal with the"},{"speaker":"Unknown","startTime":3478.17,"endTime":3481.56,"body":"loss of their responsibilities"},{"speaker":"Unknown","startTime":3481.56,"endTime":3485.28,"body":"or so forth, the more aware you"},{"speaker":"Unknown","startTime":3481.56,"endTime":3485.28,"body":"are, the more sitting on the"},{"speaker":"Unknown","startTime":3485.28,"endTime":3489.24,"body":"balcony. And that means you can"},{"speaker":"Unknown","startTime":3485.28,"endTime":3489.24,"body":"be more impactful and delivering"},{"speaker":"Unknown","startTime":3489.24,"endTime":3493.2,"body":"what you imagine is the right"},{"speaker":"Unknown","startTime":3489.24,"endTime":3493.2,"body":"thing to do. And this is this is"},{"speaker":"Unknown","startTime":3493.2,"endTime":3499.02,"body":"a skill that I think takes now"},{"speaker":"Unknown","startTime":3493.2,"endTime":3499.02,"body":"some seem to do well, early on"},{"speaker":"Unknown","startTime":3499.02,"endTime":3502.35,"body":"in their career, and perhaps"},{"speaker":"Unknown","startTime":3499.02,"endTime":3502.35,"body":"have greater awareness. And"},{"speaker":"Unknown","startTime":3503.1,"endTime":3506.46,"body":"certainly, for me, it's taken a"},{"speaker":"Unknown","startTime":3503.1,"endTime":3506.46,"body":"long time to really appreciate"},{"speaker":"Unknown","startTime":3506.82,"endTime":3510.0,"body":"that. No, there's the technical"},{"speaker":"Unknown","startTime":3506.82,"endTime":3510.0,"body":"elements of being effective in"},{"speaker":"Unknown","startTime":3510.0,"endTime":3513.15,"body":"business and understanding how"},{"speaker":"Unknown","startTime":3510.0,"endTime":3513.15,"body":"to read a balance sheet and"},{"speaker":"Unknown","startTime":3513.39,"endTime":3516.93,"body":"knowing what certain acronyms"},{"speaker":"Unknown","startTime":3513.39,"endTime":3516.93,"body":"mean, and how does it work. But"},{"speaker":"Unknown","startTime":3516.93,"endTime":3521.04,"body":"it all comes down to really how"},{"speaker":"Unknown","startTime":3516.93,"endTime":3521.04,"body":"to motivate people. And because"},{"speaker":"Unknown","startTime":3521.04,"endTime":3524.04,"body":"everything is done at some"},{"speaker":"Unknown","startTime":3521.04,"endTime":3524.04,"body":"level. And so how do you create"},{"speaker":"Unknown","startTime":3524.04,"endTime":3527.67,"body":"the environment and understand"},{"speaker":"Unknown","startTime":3524.04,"endTime":3527.67,"body":"that all the people around you,"},{"speaker":"Unknown","startTime":3527.67,"endTime":3530.16,"body":"the stakeholders, and the people"},{"speaker":"Unknown","startTime":3527.67,"endTime":3530.16,"body":"that they represent, how do you"},{"speaker":"Unknown","startTime":3530.16,"endTime":3533.79,"body":"navigate that? And that is"},{"speaker":"Unknown","startTime":3530.16,"endTime":3533.79,"body":"negatively called politics,"},{"speaker":"Unknown","startTime":3533.82,"endTime":3536.94,"body":"right. But I don't mean it in a"},{"speaker":"Unknown","startTime":3533.82,"endTime":3536.94,"body":"negative connotation. I mean,"},{"speaker":"Unknown","startTime":3536.97,"endTime":3541.32,"body":"that working with people to get"},{"speaker":"Unknown","startTime":3536.97,"endTime":3541.32,"body":"things done at the right pace of"},{"speaker":"Unknown","startTime":3541.32,"endTime":3545.22,"body":"change that you're imagining,"},{"speaker":"Unknown","startTime":3541.32,"endTime":3545.22,"body":"it's an I've made this mistake,"},{"speaker":"Unknown","startTime":3545.22,"endTime":3548.82,"body":"it's very easy to imagine"},{"speaker":"Unknown","startTime":3545.22,"endTime":3548.82,"body":"strategic direction, tech, we"},{"speaker":"Unknown","startTime":3548.82,"endTime":3551.85,"body":"know where we're going, let's"},{"speaker":"Unknown","startTime":3548.82,"endTime":3551.85,"body":"just go do it. And then takes"},{"speaker":"Unknown","startTime":3551.85,"endTime":3556.38,"body":"you months, to build the"},{"speaker":"Unknown","startTime":3551.85,"endTime":3556.38,"body":"momentum to create the case to"},{"speaker":"Unknown","startTime":3556.38,"endTime":3560.91,"body":"get people to believe in it to"},{"speaker":"Unknown","startTime":3556.38,"endTime":3560.91,"body":"actually then execute on it. So"},{"speaker":"Unknown","startTime":3560.94,"endTime":3564.03,"body":"it might have been a great piece"},{"speaker":"Unknown","startTime":3560.94,"endTime":3564.03,"body":"of work upfront, intellectually"},{"speaker":"Unknown","startTime":3564.03,"endTime":3567.96,"body":"work out what you do next. Now,"},{"speaker":"Unknown","startTime":3564.03,"endTime":3567.96,"body":"the real value is the next 18"},{"speaker":"Unknown","startTime":3567.99,"endTime":3571.53,"body":"months of what seemingly is like"},{"speaker":"Unknown","startTime":3567.99,"endTime":3571.53,"body":"God, we should have done this"},{"speaker":"Unknown","startTime":3571.53,"endTime":3575.1,"body":"too. I want to show them. No,"},{"speaker":"Unknown","startTime":3571.53,"endTime":3575.1,"body":"no, no, that that's the real"},{"speaker":"Unknown","startTime":3575.1,"endTime":3578.13,"body":"value, right? When you create"},{"speaker":"Unknown","startTime":3575.1,"endTime":3578.13,"body":"that momentum of the change to"},{"speaker":"Unknown","startTime":3578.13,"endTime":3582.18,"body":"focus on a new area. So So being"},{"speaker":"Unknown","startTime":3578.13,"endTime":3582.18,"body":"aware of that is something you"},{"speaker":"Unknown","startTime":3582.18,"endTime":3584.34,"body":"should be focused on as every"},{"speaker":"Unknown","startTime":3582.18,"endTime":3584.34,"body":"leadership."},{"speaker":"Unknown","startTime":3585.51,"endTime":3590.13,"body":"Totally, you know, people first"},{"speaker":"Unknown","startTime":3585.51,"endTime":3590.13,"body":"and work out, you know how you"},{"speaker":"Unknown","startTime":3590.13,"endTime":3592.98,"body":"can get that momentum and"},{"speaker":"Unknown","startTime":3590.13,"endTime":3592.98,"body":"accelerate things as much as"},{"speaker":"Unknown","startTime":3592.98,"endTime":3598.17,"body":"possible. Agreed. And I'm not"},{"speaker":"Unknown","startTime":3592.98,"endTime":3598.17,"body":"suggesting you go slowly, right"},{"speaker":"Unknown","startTime":3598.2,"endTime":3600.0,"body":"now, none of this is you can do"},{"speaker":"Unknown","startTime":3600.0,"endTime":3604.47,"body":"Take your foot off the gas, but"},{"speaker":"Unknown","startTime":3600.0,"endTime":3604.47,"body":"recognizing that major changes"},{"speaker":"Unknown","startTime":3604.47,"endTime":3609.24,"body":"requires people to come with"},{"speaker":"Unknown","startTime":3604.47,"endTime":3609.24,"body":"you, and announcing something"},{"speaker":"Unknown","startTime":3609.24,"endTime":3612.57,"body":"and then expecting it to be done"},{"speaker":"Unknown","startTime":3609.24,"endTime":3612.57,"body":"as there's not enough. Yeah. And"},{"speaker":"Unknown","startTime":3612.57,"endTime":3615.51,"body":"I think that taking that time"},{"speaker":"Unknown","startTime":3612.57,"endTime":3615.51,"body":"upfront to think something"},{"speaker":"Unknown","startTime":3615.51,"endTime":3618.0,"body":"through is really valuable,"},{"speaker":"Unknown","startTime":3615.51,"endTime":3618.0,"body":"because you're going to have"},{"speaker":"Unknown","startTime":3618.0,"endTime":3621.87,"body":"that clarity, you're going to be"},{"speaker":"Unknown","startTime":3618.0,"endTime":3621.87,"body":"able to provide, like effective"},{"speaker":"Unknown","startTime":3621.87,"endTime":3626.79,"body":"context to people, as well. And"},{"speaker":"Unknown","startTime":3621.87,"endTime":3626.79,"body":"you know that you're not going"},{"speaker":"Unknown","startTime":3626.79,"endTime":3628.32,"body":"to achieve anything without"},{"speaker":"Unknown","startTime":3626.79,"endTime":3628.32,"body":"their trust."},{"speaker":"Unknown","startTime":3629.4,"endTime":3631.83,"body":"So this has been, like,"},{"speaker":"Unknown","startTime":3629.4,"endTime":3631.83,"body":"absolutely fascinating. There's"},{"speaker":"Unknown","startTime":3631.83,"endTime":3636.03,"body":"so many good tips around scaling"},{"speaker":"Unknown","startTime":3631.83,"endTime":3636.03,"body":"effectively what that really"},{"speaker":"Unknown","startTime":3636.03,"endTime":3640.38,"body":"means. And, you know, if you're,"},{"speaker":"Unknown","startTime":3636.03,"endTime":3640.38,"body":"you know, if you're a CEO, or a"},{"speaker":"Unknown","startTime":3640.38,"endTime":3643.71,"body":"CPO, in particular, and you're"},{"speaker":"Unknown","startTime":3640.38,"endTime":3643.71,"body":"thinking about going through,"},{"speaker":"Unknown","startTime":3644.01,"endTime":3646.5,"body":"like an acquisition selling your"},{"speaker":"Unknown","startTime":3644.01,"endTime":3646.5,"body":"company, or if you're thinking"},{"speaker":"Unknown","startTime":3646.5,"endTime":3649.8,"body":"about acquiring one, and whether"},{"speaker":"Unknown","startTime":3646.5,"endTime":3649.8,"body":"or not that was right for you,"},{"speaker":"Unknown","startTime":3649.8,"endTime":3654.54,"body":"and how you would go about doing"},{"speaker":"Unknown","startTime":3649.8,"endTime":3654.54,"body":"that, then a lot there as well."},{"speaker":"Unknown","startTime":3654.54,"endTime":3658.26,"body":"I think that people can take"},{"speaker":"Unknown","startTime":3654.54,"endTime":3658.26,"body":"away. Thank you. They've been"},{"speaker":"Unknown","startTime":3658.65,"endTime":3662.13,"body":"interesting questions to try and"},{"speaker":"Unknown","startTime":3658.65,"endTime":3662.13,"body":"succinctly answer, hopefully,"},{"speaker":"Unknown","startTime":3662.13,"endTime":3663.48,"body":"we've got got somebody close."},{"speaker":"Unknown","startTime":3664.53,"endTime":3667.83,"body":"No problem, Richard. Well,"},{"speaker":"Unknown","startTime":3664.53,"endTime":3667.83,"body":"thanks so much for your time."},{"speaker":"Unknown","startTime":3667.95,"endTime":3671.31,"body":"It's been an absolute pleasure."},{"speaker":"Unknown","startTime":3667.95,"endTime":3671.31,"body":"And really interesting, I feel"},{"speaker":"Unknown","startTime":3671.31,"endTime":3674.16,"body":"we could talk for hours about"},{"speaker":"Unknown","startTime":3671.31,"endTime":3674.16,"body":"leadership and"},{"speaker":"Unknown","startTime":3675.42,"endTime":3679.29,"body":"all of the different, you know,"},{"speaker":"Unknown","startTime":3675.42,"endTime":3679.29,"body":"frameworks and how to get the"},{"speaker":"Unknown","startTime":3679.29,"endTime":3682.47,"body":"most out of people I think it'd"},{"speaker":"Unknown","startTime":3679.29,"endTime":3682.47,"body":"be really fascinating is there's"},{"speaker":"Unknown","startTime":3682.47,"endTime":3685.74,"body":"no end to the learning right"},{"speaker":"Unknown","startTime":3682.47,"endTime":3685.74,"body":"now. Whatever you think might"},{"speaker":"Unknown","startTime":3685.74,"endTime":3688.83,"body":"work, there's always a different"},{"speaker":"Unknown","startTime":3685.74,"endTime":3688.83,"body":"perspective or something else"},{"speaker":"Unknown","startTime":3688.83,"endTime":3689.82,"body":"that's emerging."},{"speaker":"Unknown","startTime":3691.02,"endTime":3695.22,"body":"social, social pressures on"},{"speaker":"Unknown","startTime":3691.02,"endTime":3695.22,"body":"what's good, is not a static"},{"speaker":"Unknown","startTime":3695.22,"endTime":3695.58,"body":"thing."},{"speaker":"Unknown","startTime":3697.59,"endTime":3701.7,"body":"Right, and as we seek to be"},{"speaker":"Unknown","startTime":3697.59,"endTime":3701.7,"body":"equal and have equality and"},{"speaker":"Unknown","startTime":3701.7,"endTime":3702.48,"body":"equity in this"},{"speaker":"Unknown","startTime":3703.8,"endTime":3707.85,"body":"evolution is a big part of good"},{"speaker":"Unknown","startTime":3703.8,"endTime":3707.85,"body":"leadership. Exactly. Well,"},{"speaker":"Unknown","startTime":3707.85,"endTime":3712.32,"body":"thanks so much, and we will"},{"speaker":"Unknown","startTime":3707.85,"endTime":3712.32,"body":"definitely keep in touch and"},{"speaker":"Unknown","startTime":3712.32,"endTime":3715.47,"body":"hopefully have you back one day."},{"speaker":"Unknown","startTime":3712.32,"endTime":3715.47,"body":"Thank you very much for"},{"speaker":"Unknown","startTime":3715.47,"endTime":3716.1,"body":"reminding me Allah."},{"speaker":"Unknown","startTime":3723.99,"endTime":3727.23,"body":"Thanks for listening to the"},{"speaker":"Unknown","startTime":3723.99,"endTime":3727.23,"body":"Listen perspective. I'm Rebecca"},{"speaker":"Unknown","startTime":3727.23,"endTime":3731.52,"body":"de St. Founder and Director at"},{"speaker":"Unknown","startTime":3727.23,"endTime":3731.52,"body":"the Lucent group, a tech sector"},{"speaker":"Unknown","startTime":3731.52,"endTime":3735.72,"body":"executive search and talent"},{"speaker":"Unknown","startTime":3731.52,"endTime":3735.72,"body":"consultancy. If you enjoyed this"},{"speaker":"Unknown","startTime":3735.72,"endTime":3739.71,"body":"episode, please subscribe, share"},{"speaker":"Unknown","startTime":3735.72,"endTime":3739.71,"body":"it with others, post about it on"},{"speaker":"Unknown","startTime":3739.71,"endTime":3743.37,"body":"social media or leave a rating"},{"speaker":"Unknown","startTime":3739.71,"endTime":3743.37,"body":"and review. If you're a company"},{"speaker":"Unknown","startTime":3743.37,"endTime":3746.94,"body":"looking to hire top technology"},{"speaker":"Unknown","startTime":3743.37,"endTime":3746.94,"body":"leaders, or you'd like to"},{"speaker":"Unknown","startTime":3746.94,"endTime":3750.63,"body":"discuss your next move, please"},{"speaker":"Unknown","startTime":3746.94,"endTime":3750.63,"body":"reach out to me on LinkedIn or"},{"speaker":"Unknown","startTime":3750.63,"endTime":3750.99,"body":"send"}]}