{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":0.417,"body":"Welcome"},{"startTime":0.517,"endTime":0.737,"body":"to"},{"startTime":0.937,"endTime":1.117,"body":"the"},{"startTime":1.122,"endTime":1.177,"body":"Revenue"},{"startTime":1.367,"endTime":1.657,"body":"Room,"},{"startTime":1.927,"endTime":2.537,"body":"presented"},{"startTime":2.797,"endTime":3.067,"body":"by"},{"startTime":3.067,"endTime":3.977,"body":"H2K"},{"startTime":3.997,"endTime":4.597,"body":"Labs."},{"startTime":5.107,"endTime":5.467,"body":"Here's"},{"startTime":5.467,"endTime":5.707,"body":"your"},{"startTime":5.707,"endTime":6.247,"body":"host,"},{"startTime":6.397,"endTime":6.907,"body":"Heather"},{"startTime":6.947,"endTime":8.207,"body":"Holst-Knudsen."},{"startTime":14.883,"endTime":15.053,"body":"Well,"},{"startTime":15.053,"endTime":15.383,"body":"welcome"},{"startTime":15.383,"endTime":15.783,"body":"everyone."},{"startTime":15.783,"endTime":15.933,"body":"This"},{"startTime":15.933,"endTime":16.053,"body":"is"},{"startTime":16.053,"endTime":16.163,"body":"the"},{"startTime":16.163,"endTime":16.533,"body":"first"},{"startTime":16.533,"endTime":16.673,"body":"of"},{"startTime":16.693,"endTime":17.223,"body":"our"},{"startTime":17.453,"endTime":18.003,"body":"bootcamps"},{"startTime":18.003,"endTime":18.473,"body":"focused"},{"startTime":18.483,"endTime":19.073,"body":"on"},{"startTime":19.583,"endTime":20.293,"body":"the"},{"startTime":20.323,"endTime":20.883,"body":"concept"},{"startTime":20.913,"endTime":21.223,"body":"of"},{"startTime":21.233,"endTime":21.553,"body":"data"},{"startTime":21.553,"endTime":21.893,"body":"driven"},{"startTime":21.893,"endTime":22.273,"body":"revenue"},{"startTime":22.273,"endTime":22.713,"body":"growth."},{"startTime":23.393,"endTime":23.673,"body":"Today"},{"startTime":23.673,"endTime":23.793,"body":"we're"},{"startTime":23.793,"endTime":23.893,"body":"going"},{"startTime":23.893,"endTime":23.973,"body":"to"},{"startTime":23.973,"endTime":24.243,"body":"talk"},{"startTime":24.253,"endTime":24.703,"body":"about"},{"startTime":24.713,"endTime":25.193,"body":"developing"},{"startTime":25.193,"endTime":25.243,"body":"a"},{"startTime":25.243,"endTime":25.553,"body":"single"},{"startTime":25.553,"endTime":25.803,"body":"source"},{"startTime":25.803,"endTime":25.953,"body":"of"},{"startTime":25.953,"endTime":26.323,"body":"revenue"},{"startTime":26.323,"endTime":26.673,"body":"truth"},{"startTime":26.673,"endTime":26.783,"body":"in"},{"startTime":26.783,"endTime":27.333,"body":"complex"},{"startTime":27.333,"endTime":27.553,"body":"data"},{"startTime":27.563,"endTime":28.463,"body":"environments."},{"startTime":28.533,"endTime":28.833,"body":"We'll"},{"startTime":28.843,"endTime":29.323,"body":"cover"},{"startTime":29.333,"endTime":29.413,"body":"a"},{"startTime":29.413,"endTime":29.633,"body":"few"},{"startTime":29.633,"endTime":30.023,"body":"things"},{"startTime":30.023,"endTime":30.563,"body":"today."},{"startTime":30.603,"endTime":30.903,"body":"We'll"},{"startTime":30.953,"endTime":31.493,"body":"introduce"},{"startTime":31.493,"endTime":31.593,"body":"the"},{"startTime":31.593,"endTime":31.733,"body":"whole"},{"startTime":31.733,"endTime":32.223,"body":"concept"},{"startTime":32.223,"endTime":32.333,"body":"to"},{"startTime":32.333,"endTime":32.713,"body":"you"},{"startTime":32.763,"endTime":33.283,"body":"how"},{"startTime":33.543,"endTime":33.713,"body":"an"},{"startTime":33.713,"endTime":34.673,"body":"SSOT"},{"startTime":35.133,"endTime":35.493,"body":"works"},{"startTime":35.503,"endTime":35.693,"body":"in"},{"startTime":35.693,"endTime":35.783,"body":"a"},{"startTime":35.793,"endTime":36.503,"body":"revenue"},{"startTime":36.843,"endTime":37.143,"body":"type"},{"startTime":37.173,"endTime":38.063,"body":"capacity."},{"startTime":38.418,"endTime":38.678,"body":"Because"},{"startTime":38.678,"endTime":38.838,"body":"it's"},{"startTime":38.848,"endTime":39.158,"body":"part"},{"startTime":39.168,"endTime":39.278,"body":"of"},{"startTime":39.278,"endTime":39.378,"body":"an"},{"startTime":39.388,"endTime":40.128,"body":"overarching"},{"startTime":40.128,"endTime":40.918,"body":"strategy,"},{"startTime":41.028,"endTime":41.618,"body":"the"},{"startTime":41.638,"endTime":41.878,"body":"way"},{"startTime":41.878,"endTime":41.968,"body":"to"},{"startTime":41.968,"endTime":42.338,"body":"create"},{"startTime":42.338,"endTime":42.788,"body":"value"},{"startTime":42.788,"endTime":42.928,"body":"and"},{"startTime":42.938,"endTime":43.278,"body":"track"},{"startTime":43.278,"endTime":43.378,"body":"and"},{"startTime":43.378,"endTime":43.978,"body":"measure,"},{"startTime":44.218,"endTime":44.688,"body":"steps"},{"startTime":44.688,"endTime":44.818,"body":"to"},{"startTime":44.818,"endTime":45.658,"body":"developing"},{"startTime":45.688,"endTime":45.968,"body":"tools"},{"startTime":45.968,"endTime":46.098,"body":"and"},{"startTime":46.098,"endTime":46.358,"body":"tech,"},{"startTime":46.398,"endTime":47.038,"body":"landmines"},{"startTime":47.038,"endTime":47.178,"body":"to"},{"startTime":47.178,"endTime":47.628,"body":"avoid."},{"startTime":47.648,"endTime":47.828,"body":"We've"},{"startTime":47.828,"endTime":48.008,"body":"seen"},{"startTime":48.038,"endTime":48.438,"body":"many"},{"startTime":48.788,"endTime":49.348,"body":"and"},{"startTime":49.368,"endTime":49.528,"body":"this"},{"startTime":49.528,"endTime":49.678,"body":"whole"},{"startTime":49.678,"endTime":50.108,"body":"concept"},{"startTime":50.108,"endTime":50.228,"body":"of"},{"startTime":50.228,"endTime":50.428,"body":"write"},{"startTime":50.428,"endTime":50.688,"body":"data"},{"startTime":50.698,"endTime":50.908,"body":"in,"},{"startTime":50.908,"endTime":51.098,"body":"write"},{"startTime":51.098,"endTime":51.378,"body":"data"},{"startTime":51.388,"endTime":51.678,"body":"out."},{"startTime":51.798,"endTime":51.998,"body":"I'm"},{"startTime":51.998,"endTime":52.258,"body":"Heather"},{"startTime":52.258,"endTime":53.018,"body":"Roltz"},{"startTime":53.018,"endTime":53.028,"body":"Knudsen,"},{"startTime":53.028,"endTime":53.148,"body":"the"},{"startTime":53.148,"endTime":53.448,"body":"CEO"},{"startTime":53.448,"endTime":53.568,"body":"of"},{"startTime":53.578,"endTime":54.018,"body":"H2K"},{"startTime":54.018,"endTime":54.498,"body":"labs."},{"startTime":54.528,"endTime":54.708,"body":"I"},{"startTime":54.708,"endTime":54.938,"body":"have"},{"startTime":54.938,"endTime":55.308,"body":"been"},{"startTime":55.318,"endTime":55.838,"body":"in"},{"startTime":55.898,"endTime":56.538,"body":"media"},{"startTime":56.578,"endTime":57.088,"body":"events,"},{"startTime":57.088,"endTime":57.438,"body":"digital"},{"startTime":57.438,"endTime":57.868,"body":"information"},{"startTime":58.318,"endTime":58.468,"body":"for"},{"startTime":58.468,"endTime":58.668,"body":"over"},{"startTime":58.668,"endTime":58.998,"body":"30"},{"startTime":58.998,"endTime":59.578,"body":"years."},{"startTime":60.018,"endTime":60.718,"body":"And"},{"startTime":60.758,"endTime":61.008,"body":"my"},{"startTime":61.078,"endTime":61.568,"body":"bent"},{"startTime":61.588,"endTime":61.908,"body":"is"},{"startTime":61.918,"endTime":62.438,"body":"data"},{"startTime":62.468,"endTime":62.648,"body":"and"},{"startTime":62.648,"endTime":63.198,"body":"revenue."},{"startTime":63.618,"endTime":64.268,"body":"So"},{"startTime":64.348,"endTime":64.548,"body":"I"},{"startTime":64.548,"endTime":64.688,"body":"am"},{"startTime":64.688,"endTime":64.918,"body":"very"},{"startTime":64.918,"endTime":65.378,"body":"passionate"},{"startTime":65.378,"endTime":65.538,"body":"about"},{"startTime":65.538,"endTime":65.628,"body":"the"},{"startTime":65.628,"endTime":66.158,"body":"subject"},{"startTime":66.178,"endTime":66.408,"body":"and"},{"startTime":66.438,"endTime":66.668,"body":"our"},{"startTime":66.678,"endTime":67.018,"body":"business"},{"startTime":67.028,"endTime":67.588,"body":"partner."},{"startTime":67.888,"endTime":68.358,"body":"Is"},{"startTime":68.438,"endTime":68.818,"body":"Chad"},{"startTime":68.818,"endTime":69.188,"body":"Rose,"},{"startTime":69.188,"endTime":69.328,"body":"the"},{"startTime":69.328,"endTime":69.658,"body":"CEO"},{"startTime":69.658,"endTime":69.758,"body":"of"},{"startTime":69.768,"endTime":70.458,"body":"InsightOut"},{"startTime":70.498,"endTime":71.028,"body":"and"},{"startTime":71.078,"endTime":71.508,"body":"a"},{"startTime":71.518,"endTime":71.948,"body":"software"},{"startTime":71.948,"endTime":72.498,"body":"development"},{"startTime":72.498,"endTime":72.628,"body":"and"},{"startTime":72.628,"endTime":72.948,"body":"data"},{"startTime":72.978,"endTime":73.388,"body":"company"},{"startTime":73.388,"endTime":73.758,"body":"called"},{"startTime":73.828,"endTime":74.198,"body":"Treehouse"},{"startTime":74.218,"endTime":74.838,"body":"Technology."},{"startTime":76.398,"endTime":76.648,"body":"Chad,"},{"startTime":76.688,"endTime":76.708,"body":"you"},{"startTime":76.708,"endTime":76.748,"body":"want"},{"startTime":76.748,"endTime":76.768,"body":"to"},{"startTime":76.768,"endTime":76.938,"body":"say"},{"startTime":76.938,"endTime":77.238,"body":"hi?"},{"startTime":78.228,"endTime":78.408,"body":"Hello"},{"startTime":78.508,"endTime":78.778,"body":"everyone."},{"startTime":78.798,"endTime":79.008,"body":"Great"},{"startTime":79.008,"endTime":79.028,"body":"to"},{"startTime":79.058,"endTime":79.218,"body":"be"},{"startTime":79.218,"endTime":79.438,"body":"here."},{"startTime":79.448,"endTime":79.508,"body":"I'm"},{"startTime":79.508,"endTime":79.698,"body":"looking"},{"startTime":79.698,"endTime":79.918,"body":"forward"},{"startTime":79.918,"endTime":79.978,"body":"to"},{"startTime":79.978,"endTime":80.028,"body":"the"},{"startTime":80.028,"endTime":80.608,"body":"discussion"},{"startTime":80.688,"endTime":81.038,"body":"and"},{"startTime":81.038,"endTime":81.378,"body":"answering"},{"startTime":81.378,"endTime":81.528,"body":"any"},{"startTime":81.528,"endTime":81.878,"body":"questions"},{"startTime":81.878,"endTime":81.978,"body":"you"},{"startTime":81.978,"endTime":82.108,"body":"all"},{"startTime":82.108,"endTime":82.298,"body":"might"},{"startTime":82.298,"endTime":82.588,"body":"have."},{"startTime":82.628,"endTime":82.838,"body":"My"},{"startTime":82.838,"endTime":83.318,"body":"background"},{"startTime":83.318,"endTime":83.758,"body":"is"},{"startTime":83.928,"endTime":84.388,"body":"largely"},{"startTime":84.388,"endTime":84.508,"body":"in"},{"startTime":84.508,"endTime":84.758,"body":"data"},{"startTime":84.758,"endTime":85.248,"body":"analytics"},{"startTime":85.248,"endTime":85.828,"body":"engineering,"},{"startTime":86.178,"endTime":86.408,"body":"more"},{"startTime":86.408,"endTime":86.448,"body":"on"},{"startTime":86.458,"endTime":86.538,"body":"the"},{"startTime":86.538,"endTime":86.868,"body":"technical"},{"startTime":86.868,"endTime":87.178,"body":"side."},{"startTime":87.178,"endTime":87.528,"body":"So."},{"startTime":87.903,"endTime":88.033,"body":"We"},{"startTime":88.033,"endTime":88.133,"body":"can"},{"startTime":88.133,"endTime":88.283,"body":"get"},{"startTime":88.283,"endTime":88.883,"body":"into"},{"startTime":89.003,"endTime":89.423,"body":"the"},{"startTime":89.493,"endTime":89.923,"body":"details"},{"startTime":89.923,"endTime":90.113,"body":"as"},{"startTime":90.113,"endTime":90.443,"body":"needed"},{"startTime":90.643,"endTime":90.693,"body":"and"},{"startTime":90.873,"endTime":91.133,"body":"happy"},{"startTime":91.133,"endTime":91.493,"body":"to"},{"startTime":91.673,"endTime":91.973,"body":"entertain"},{"startTime":92.033,"endTime":92.133,"body":"any"},{"startTime":92.133,"endTime":92.523,"body":"questions."},{"startTime":93.933,"endTime":94.383,"body":"So"},{"startTime":95.013,"endTime":95.223,"body":"what"},{"startTime":95.223,"endTime":95.383,"body":"we're"},{"startTime":95.383,"endTime":95.723,"body":"trying"},{"startTime":95.723,"endTime":95.823,"body":"to"},{"startTime":95.823,"endTime":95.993,"body":"do"},{"startTime":95.993,"endTime":96.433,"body":"today"},{"startTime":96.433,"endTime":96.563,"body":"is"},{"startTime":96.563,"endTime":96.683,"body":"we're"},{"startTime":96.683,"endTime":96.773,"body":"going"},{"startTime":96.773,"endTime":96.803,"body":"to"},{"startTime":96.813,"endTime":97.183,"body":"review"},{"startTime":97.183,"endTime":97.283,"body":"the"},{"startTime":97.283,"endTime":98.003,"body":"fundamentals"},{"startTime":98.003,"endTime":98.153,"body":"of"},{"startTime":98.153,"endTime":98.743,"body":"developing"},{"startTime":98.743,"endTime":98.793,"body":"a"},{"startTime":98.793,"endTime":99.063,"body":"single"},{"startTime":99.063,"endTime":99.313,"body":"source"},{"startTime":99.313,"endTime":99.443,"body":"of"},{"startTime":99.443,"endTime":99.753,"body":"truth"},{"startTime":99.753,"endTime":99.853,"body":"in"},{"startTime":99.853,"endTime":99.983,"body":"your"},{"startTime":99.983,"endTime":100.273,"body":"revenue"},{"startTime":100.273,"endTime":101.233,"body":"organization,"},{"startTime":101.243,"endTime":101.323,"body":"the"},{"startTime":101.333,"endTime":101.953,"body":"benchmarks"},{"startTime":101.953,"endTime":102.083,"body":"for"},{"startTime":102.093,"endTime":102.423,"body":"value"},{"startTime":102.433,"endTime":103.153,"body":"creation."},{"startTime":103.688,"endTime":104.108,"body":"and"},{"startTime":104.118,"endTime":105.068,"body":"understanding"},{"startTime":105.068,"endTime":105.178,"body":"and"},{"startTime":105.178,"endTime":105.358,"body":"really"},{"startTime":105.368,"endTime":105.588,"body":"trying"},{"startTime":105.588,"endTime":105.668,"body":"to"},{"startTime":105.738,"endTime":106.028,"body":"help"},{"startTime":106.028,"endTime":106.168,"body":"you"},{"startTime":106.168,"endTime":106.368,"body":"with"},{"startTime":106.368,"endTime":106.478,"body":"the"},{"startTime":106.478,"endTime":107.078,"body":"opportunity"},{"startTime":107.078,"endTime":107.178,"body":"in"},{"startTime":107.178,"endTime":107.288,"body":"the"},{"startTime":107.288,"endTime":107.848,"body":"landmine"},{"startTime":107.848,"endTime":108.758,"body":"identification."},{"startTime":108.998,"endTime":109.158,"body":"This"},{"startTime":109.158,"endTime":109.268,"body":"is"},{"startTime":109.288,"endTime":109.488,"body":"meant"},{"startTime":109.488,"endTime":109.598,"body":"to"},{"startTime":109.608,"endTime":109.918,"body":"be"},{"startTime":109.928,"endTime":110.498,"body":"interactive"},{"startTime":110.498,"endTime":110.638,"body":"by"},{"startTime":110.638,"endTime":110.778,"body":"the"},{"startTime":110.778,"endTime":111.148,"body":"way,"},{"startTime":111.158,"endTime":111.618,"body":"so"},{"startTime":111.628,"endTime":111.808,"body":"there'll"},{"startTime":111.808,"endTime":111.958,"body":"be"},{"startTime":112.038,"endTime":112.378,"body":"points"},{"startTime":112.378,"endTime":112.488,"body":"in"},{"startTime":112.498,"endTime":112.728,"body":"time"},{"startTime":112.728,"endTime":112.838,"body":"where"},{"startTime":112.838,"endTime":112.958,"body":"I'll"},{"startTime":112.958,"endTime":113.398,"body":"stop,"},{"startTime":113.398,"endTime":113.618,"body":"ask"},{"startTime":113.618,"endTime":114.368,"body":"questions."},{"startTime":114.448,"endTime":114.608,"body":"If"},{"startTime":114.608,"endTime":114.738,"body":"you"},{"startTime":114.738,"endTime":114.928,"body":"do"},{"startTime":114.928,"endTime":115.068,"body":"have"},{"startTime":115.068,"endTime":115.538,"body":"questions"},{"startTime":115.538,"endTime":115.658,"body":"you"},{"startTime":115.658,"endTime":115.898,"body":"want"},{"startTime":115.898,"endTime":116.048,"body":"us"},{"startTime":116.068,"endTime":116.198,"body":"to"},{"startTime":116.198,"endTime":116.838,"body":"answer"},{"startTime":117.068,"endTime":117.248,"body":"and"},{"startTime":117.248,"endTime":117.308,"body":"you"},{"startTime":117.308,"endTime":117.468,"body":"want"},{"startTime":117.468,"endTime":117.528,"body":"to"},{"startTime":117.528,"endTime":117.668,"body":"put"},{"startTime":117.668,"endTime":117.778,"body":"it"},{"startTime":117.778,"endTime":117.798,"body":"in"},{"startTime":117.828,"endTime":117.938,"body":"the"},{"startTime":117.938,"endTime":118.368,"body":"chat,"},{"startTime":118.378,"endTime":118.638,"body":"please"},{"startTime":118.648,"endTime":118.828,"body":"feel"},{"startTime":118.828,"endTime":119.018,"body":"free"},{"startTime":119.018,"endTime":119.128,"body":"to"},{"startTime":119.128,"endTime":119.308,"body":"do"},{"startTime":119.308,"endTime":119.658,"body":"so."},{"startTime":120.248,"endTime":120.558,"body":"You'll"},{"startTime":120.558,"endTime":120.738,"body":"get"},{"startTime":120.738,"endTime":120.788,"body":"a"},{"startTime":120.788,"endTime":121.108,"body":"copy"},{"startTime":121.108,"endTime":121.238,"body":"of"},{"startTime":121.238,"endTime":121.318,"body":"the"},{"startTime":121.318,"endTime":121.738,"body":"deck,"},{"startTime":121.788,"endTime":122.178,"body":"and"},{"startTime":122.178,"endTime":122.308,"body":"we're"},{"startTime":122.308,"endTime":122.378,"body":"in"},{"startTime":122.378,"endTime":122.478,"body":"the"},{"startTime":122.648,"endTime":123.068,"body":"process"},{"startTime":123.068,"endTime":123.178,"body":"of"},{"startTime":123.188,"endTime":123.638,"body":"building"},{"startTime":123.638,"endTime":123.688,"body":"a"},{"startTime":123.688,"endTime":124.128,"body":"detailed"},{"startTime":124.128,"endTime":124.728,"body":"playbook"},{"startTime":125.048,"endTime":125.328,"body":"that'll"},{"startTime":125.338,"endTime":125.558,"body":"have"},{"startTime":125.578,"endTime":126.178,"body":"more"},{"startTime":126.228,"endTime":126.708,"body":"action"},{"startTime":126.708,"endTime":127.338,"body":"oriented"},{"startTime":127.348,"endTime":127.668,"body":"type"},{"startTime":127.678,"endTime":128.068,"body":"of"},{"startTime":128.068,"endTime":128.628,"body":"tools"},{"startTime":128.928,"endTime":129.108,"body":"that"},{"startTime":129.108,"endTime":129.278,"body":"you'll"},{"startTime":129.278,"endTime":129.568,"body":"also"},{"startTime":129.568,"endTime":130.018,"body":"receive."},{"startTime":130.038,"endTime":130.328,"body":"And"},{"startTime":130.338,"endTime":130.538,"body":"if"},{"startTime":130.538,"endTime":130.828,"body":"you"},{"startTime":130.838,"endTime":130.968,"body":"would"},{"startTime":130.968,"endTime":131.258,"body":"like"},{"startTime":131.258,"endTime":131.718,"body":"to"},{"startTime":131.858,"endTime":132.098,"body":"set"},{"startTime":132.098,"endTime":132.218,"body":"up"},{"startTime":132.218,"endTime":132.268,"body":"a"},{"startTime":132.268,"endTime":132.548,"body":"time"},{"startTime":132.548,"endTime":132.688,"body":"with"},{"startTime":132.688,"endTime":133.028,"body":"us,"},{"startTime":133.068,"endTime":133.428,"body":"both"},{"startTime":133.438,"endTime":133.708,"body":"Chad"},{"startTime":133.708,"endTime":133.788,"body":"and"},{"startTime":133.788,"endTime":134.238,"body":"myself,"},{"startTime":134.248,"endTime":134.468,"body":"from"},{"startTime":134.478,"endTime":134.698,"body":"both"},{"startTime":134.708,"endTime":134.788,"body":"the"},{"startTime":134.788,"endTime":135.178,"body":"business"},{"startTime":135.178,"endTime":135.348,"body":"and"},{"startTime":135.348,"endTime":135.418,"body":"the"},{"startTime":135.418,"endTime":135.718,"body":"data"},{"startTime":135.718,"endTime":135.968,"body":"tech"},{"startTime":135.968,"endTime":136.668,"body":"perspective,"},{"startTime":137.073,"endTime":137.323,"body":"To"},{"startTime":137.353,"endTime":137.803,"body":"consult"},{"startTime":137.803,"endTime":137.953,"body":"where"},{"startTime":137.953,"endTime":138.133,"body":"you"},{"startTime":138.133,"endTime":138.293,"body":"are"},{"startTime":138.293,"endTime":138.473,"body":"with"},{"startTime":138.473,"endTime":138.703,"body":"your"},{"startTime":138.713,"endTime":139.293,"body":"SSOT"},{"startTime":139.303,"endTime":140.023,"body":"strategy."},{"startTime":140.203,"endTime":140.423,"body":"That"},{"startTime":140.423,"endTime":140.793,"body":"also"},{"startTime":140.793,"endTime":141.023,"body":"is"},{"startTime":141.033,"endTime":141.533,"body":"something"},{"startTime":141.533,"endTime":141.593,"body":"we"},{"startTime":141.593,"endTime":141.673,"body":"were"},{"startTime":141.673,"endTime":141.943,"body":"doing"},{"startTime":141.943,"endTime":142.043,"body":"for"},{"startTime":142.043,"endTime":142.113,"body":"the"},{"startTime":142.113,"endTime":142.373,"body":"people"},{"startTime":142.373,"endTime":142.503,"body":"who"},{"startTime":142.503,"endTime":143.113,"body":"participate."},{"startTime":143.223,"endTime":143.393,"body":"All"},{"startTime":143.393,"endTime":143.623,"body":"right."},{"startTime":143.633,"endTime":144.143,"body":"So"},{"startTime":144.213,"endTime":144.333,"body":"I"},{"startTime":144.333,"endTime":144.533,"body":"think"},{"startTime":144.533,"endTime":144.843,"body":"everyone"},{"startTime":144.843,"endTime":145.073,"body":"knows"},{"startTime":145.073,"endTime":145.273,"body":"this,"},{"startTime":145.303,"endTime":145.603,"body":"but"},{"startTime":145.643,"endTime":145.943,"body":"data"},{"startTime":145.943,"endTime":146.223,"body":"driven"},{"startTime":146.223,"endTime":147.223,"body":"organizations"},{"startTime":147.243,"endTime":147.413,"body":"are"},{"startTime":147.413,"endTime":147.673,"body":"far"},{"startTime":147.673,"endTime":147.883,"body":"more"},{"startTime":147.883,"endTime":148.533,"body":"profitable"},{"startTime":148.533,"endTime":148.673,"body":"than"},{"startTime":148.673,"endTime":148.823,"body":"their"},{"startTime":148.823,"endTime":149.563,"body":"counterparts."},{"startTime":149.563,"endTime":149.673,"body":"And"},{"startTime":149.673,"endTime":149.803,"body":"this"},{"startTime":149.813,"endTime":149.923,"body":"is"},{"startTime":149.923,"endTime":150.003,"body":"a"},{"startTime":150.003,"endTime":150.383,"body":"study"},{"startTime":150.383,"endTime":150.533,"body":"that"},{"startTime":150.533,"endTime":150.683,"body":"was"},{"startTime":150.683,"endTime":150.923,"body":"just"},{"startTime":150.923,"endTime":151.303,"body":"done"},{"startTime":151.413,"endTime":151.493,"body":"at"},{"startTime":151.493,"endTime":151.583,"body":"the"},{"startTime":151.583,"endTime":151.893,"body":"behest"},{"startTime":151.893,"endTime":151.993,"body":"of"},{"startTime":151.993,"endTime":152.563,"body":"Google"},{"startTime":152.573,"endTime":152.973,"body":"through"},{"startTime":152.983,"endTime":153.323,"body":"Harvard"},{"startTime":153.353,"endTime":153.683,"body":"Business"},{"startTime":153.683,"endTime":154.153,"body":"Review."},{"startTime":154.588,"endTime":155.398,"body":"Operational"},{"startTime":155.398,"endTime":156.388,"body":"efficiency,"},{"startTime":156.398,"endTime":157.178,"body":"revenues,"},{"startTime":157.178,"endTime":157.568,"body":"customer"},{"startTime":157.568,"endTime":158.328,"body":"retention,"},{"startTime":158.328,"endTime":158.718,"body":"employee"},{"startTime":158.718,"endTime":160.008,"body":"satisfaction,"},{"startTime":160.118,"endTime":160.458,"body":"cost"},{"startTime":160.468,"endTime":161.318,"body":"predictability"},{"startTime":161.318,"endTime":161.678,"body":"across"},{"startTime":161.678,"endTime":161.788,"body":"the"},{"startTime":161.788,"endTime":162.148,"body":"board"},{"startTime":162.158,"endTime":162.378,"body":"being"},{"startTime":162.378,"endTime":162.638,"body":"data"},{"startTime":162.638,"endTime":163.188,"body":"driven"},{"startTime":163.598,"endTime":163.848,"body":"is"},{"startTime":163.858,"endTime":164.308,"body":"a"},{"startTime":164.318,"endTime":164.778,"body":"hallmark"},{"startTime":164.778,"endTime":164.888,"body":"of"},{"startTime":164.908,"endTime":165.528,"body":"leadership"},{"startTime":165.568,"endTime":166.088,"body":"and"},{"startTime":166.128,"endTime":167.118,"body":"profitability."},{"startTime":167.758,"endTime":168.238,"body":"91"},{"startTime":168.238,"endTime":168.788,"body":"percent"},{"startTime":168.818,"endTime":169.058,"body":"of"},{"startTime":169.068,"endTime":169.378,"body":"those"},{"startTime":169.418,"endTime":169.968,"body":"respondents,"},{"startTime":169.968,"endTime":170.098,"body":"by"},{"startTime":170.098,"endTime":170.218,"body":"the"},{"startTime":170.218,"endTime":170.508,"body":"way,"},{"startTime":170.518,"endTime":170.958,"body":"agree"},{"startTime":170.958,"endTime":171.148,"body":"that"},{"startTime":171.148,"endTime":172.138,"body":"democratizing"},{"startTime":172.148,"endTime":172.588,"body":"access"},{"startTime":172.588,"endTime":172.708,"body":"to"},{"startTime":172.728,"endTime":172.828,"body":"the"},{"startTime":172.828,"endTime":173.118,"body":"data"},{"startTime":173.118,"endTime":173.198,"body":"and"},{"startTime":173.198,"endTime":173.748,"body":"analytics"},{"startTime":173.768,"endTime":173.948,"body":"is"},{"startTime":173.948,"endTime":174.448,"body":"important"},{"startTime":174.448,"endTime":174.528,"body":"to"},{"startTime":174.528,"endTime":174.658,"body":"the"},{"startTime":174.658,"endTime":175.058,"body":"success"},{"startTime":175.058,"endTime":175.198,"body":"of"},{"startTime":175.198,"endTime":175.278,"body":"the"},{"startTime":175.278,"endTime":176.298,"body":"organizations."},{"startTime":176.738,"endTime":176.938,"body":"And"},{"startTime":176.938,"endTime":177.118,"body":"that"},{"startTime":177.298,"endTime":178.158,"body":"democratizing"},{"startTime":178.168,"endTime":178.668,"body":"access"},{"startTime":178.668,"endTime":179.208,"body":"to"},{"startTime":179.248,"endTime":179.748,"body":"AI"},{"startTime":179.758,"endTime":179.848,"body":"to"},{"startTime":179.848,"endTime":180.148,"body":"drive"},{"startTime":180.158,"endTime":180.598,"body":"predictive"},{"startTime":180.608,"endTime":181.148,"body":"insights"},{"startTime":181.158,"endTime":181.338,"body":"is"},{"startTime":181.338,"endTime":181.738,"body":"crucial."},{"startTime":181.738,"endTime":181.828,"body":"And"},{"startTime":181.828,"endTime":181.898,"body":"the"},{"startTime":181.898,"endTime":182.188,"body":"reason"},{"startTime":182.188,"endTime":182.388,"body":"why"},{"startTime":182.388,"endTime":182.438,"body":"I"},{"startTime":182.438,"endTime":182.708,"body":"bring"},{"startTime":182.708,"endTime":182.878,"body":"up"},{"startTime":182.878,"endTime":183.078,"body":"this"},{"startTime":183.088,"endTime":184.188,"body":"democratization"},{"startTime":184.658,"endTime":185.168,"body":"is"},{"startTime":185.188,"endTime":185.348,"body":"it"},{"startTime":185.348,"endTime":185.478,"body":"is"},{"startTime":185.478,"endTime":185.628,"body":"a"},{"startTime":185.638,"endTime":186.558,"body":"critical"},{"startTime":186.718,"endTime":187.238,"body":"part"},{"startTime":187.438,"endTime":187.728,"body":"of"},{"startTime":187.948,"endTime":188.398,"body":"becoming"},{"startTime":188.398,"endTime":188.668,"body":"data"},{"startTime":188.668,"endTime":188.968,"body":"driven."},{"startTime":189.018,"endTime":189.278,"body":"Many"},{"startTime":189.278,"endTime":189.708,"body":"times"},{"startTime":189.708,"endTime":189.878,"body":"we'll"},{"startTime":189.878,"endTime":190.058,"body":"see"},{"startTime":190.058,"endTime":190.648,"body":"companies"},{"startTime":190.648,"endTime":190.788,"body":"that"},{"startTime":190.788,"endTime":191.238,"body":"invest"},{"startTime":191.248,"endTime":191.388,"body":"in"},{"startTime":191.388,"endTime":191.528,"body":"the"},{"startTime":191.528,"endTime":192.378,"body":"SSOT"},{"startTime":192.408,"endTime":193.008,"body":"strategy,"},{"startTime":193.008,"endTime":193.178,"body":"but"},{"startTime":193.178,"endTime":193.438,"body":"yet"},{"startTime":193.448,"endTime":193.598,"body":"they're"},{"startTime":193.598,"endTime":193.878,"body":"giving"},{"startTime":193.878,"endTime":193.998,"body":"it"},{"startTime":193.998,"endTime":194.098,"body":"to"},{"startTime":194.098,"endTime":194.868,"body":"leadership"},{"startTime":194.878,"endTime":195.078,"body":"or"},{"startTime":195.338,"endTime":195.828,"body":"functional"},{"startTime":195.828,"endTime":196.348,"body":"leaders,"},{"startTime":196.618,"endTime":196.788,"body":"but"},{"startTime":196.788,"endTime":196.898,"body":"they're"},{"startTime":196.898,"endTime":197.188,"body":"not"},{"startTime":197.198,"endTime":197.398,"body":"bringing"},{"startTime":197.588,"endTime":197.708,"body":"it"},{"startTime":197.718,"endTime":198.008,"body":"down"},{"startTime":198.008,"endTime":198.128,"body":"to"},{"startTime":198.128,"endTime":198.228,"body":"the"},{"startTime":198.228,"endTime":198.478,"body":"whole"},{"startTime":198.478,"endTime":199.048,"body":"business."},{"startTime":199.398,"endTime":199.558,"body":"The"},{"startTime":199.558,"endTime":200.518,"body":"democratization"},{"startTime":200.528,"endTime":200.988,"body":"aspect"},{"startTime":201.008,"endTime":201.228,"body":"is"},{"startTime":201.228,"endTime":201.798,"body":"critical"},{"startTime":201.808,"endTime":201.968,"body":"to"},{"startTime":201.968,"endTime":202.548,"body":"become"},{"startTime":202.578,"endTime":203.098,"body":"truly,"},{"startTime":203.098,"endTime":203.528,"body":"fully"},{"startTime":203.538,"endTime":203.828,"body":"data"},{"startTime":203.828,"endTime":204.228,"body":"driven."},{"startTime":205.028,"endTime":205.168,"body":"I"},{"startTime":205.168,"endTime":205.578,"body":"recently"},{"startTime":205.578,"endTime":205.748,"body":"took"},{"startTime":205.748,"endTime":205.828,"body":"a"},{"startTime":205.828,"endTime":206.368,"body":"course"},{"startTime":206.368,"endTime":206.568,"body":"with"},{"startTime":206.568,"endTime":207.298,"body":"MIT"},{"startTime":207.338,"endTime":207.668,"body":"on"},{"startTime":207.668,"endTime":207.948,"body":"data"},{"startTime":207.948,"endTime":208.948,"body":"monetization,"},{"startTime":209.008,"endTime":209.268,"body":"which"},{"startTime":209.278,"endTime":209.528,"body":"is."},{"startTime":210.078,"endTime":210.628,"body":"Really"},{"startTime":210.988,"endTime":211.158,"body":"when"},{"startTime":211.158,"endTime":211.308,"body":"they"},{"startTime":211.308,"endTime":211.498,"body":"say"},{"startTime":211.498,"endTime":211.738,"body":"data"},{"startTime":211.738,"endTime":212.388,"body":"monetization,"},{"startTime":212.398,"endTime":212.548,"body":"they"},{"startTime":212.548,"endTime":212.698,"body":"look"},{"startTime":212.698,"endTime":212.798,"body":"at"},{"startTime":212.798,"endTime":212.928,"body":"it"},{"startTime":212.928,"endTime":213.058,"body":"from"},{"startTime":213.058,"endTime":213.328,"body":"three"},{"startTime":213.328,"endTime":213.858,"body":"areas."},{"startTime":213.868,"endTime":214.118,"body":"It's"},{"startTime":214.118,"endTime":214.258,"body":"an"},{"startTime":214.258,"endTime":214.748,"body":"improved"},{"startTime":214.758,"endTime":215.488,"body":"strategy,"},{"startTime":215.518,"endTime":215.658,"body":"a"},{"startTime":215.658,"endTime":215.998,"body":"wrap"},{"startTime":215.998,"endTime":216.608,"body":"strategy,"},{"startTime":216.648,"endTime":216.948,"body":"and"},{"startTime":216.958,"endTime":217.138,"body":"a"},{"startTime":217.168,"endTime":217.418,"body":"sell"},{"startTime":217.418,"endTime":218.128,"body":"strategy."},{"startTime":218.488,"endTime":218.608,"body":"The"},{"startTime":218.608,"endTime":219.098,"body":"improved"},{"startTime":219.108,"endTime":219.678,"body":"side"},{"startTime":219.878,"endTime":220.108,"body":"is"},{"startTime":220.108,"endTime":220.398,"body":"really"},{"startTime":220.398,"endTime":220.528,"body":"what"},{"startTime":220.528,"endTime":220.638,"body":"you're"},{"startTime":220.638,"endTime":220.958,"body":"doing"},{"startTime":220.958,"endTime":221.708,"body":"internally"},{"startTime":221.708,"endTime":221.838,"body":"to"},{"startTime":221.838,"endTime":222.068,"body":"add"},{"startTime":222.068,"endTime":222.418,"body":"cash"},{"startTime":222.428,"endTime":222.498,"body":"to"},{"startTime":222.498,"endTime":222.578,"body":"the"},{"startTime":222.578,"endTime":222.898,"body":"bottom"},{"startTime":222.898,"endTime":223.148,"body":"line."},{"startTime":223.148,"endTime":223.788,"body":"Improving"},{"startTime":223.798,"endTime":225.038,"body":"operations,"},{"startTime":225.298,"endTime":225.988,"body":"improving"},{"startTime":225.998,"endTime":226.368,"body":"how"},{"startTime":226.378,"endTime":226.738,"body":"you're"},{"startTime":226.788,"endTime":227.478,"body":"acquiring,"},{"startTime":227.478,"endTime":227.918,"body":"retaining"},{"startTime":227.918,"endTime":228.028,"body":"and"},{"startTime":228.028,"endTime":228.318,"body":"growing"},{"startTime":228.318,"endTime":229.088,"body":"revenue,"},{"startTime":229.828,"endTime":230.548,"body":"improving"},{"startTime":230.568,"endTime":231.058,"body":"processes,"},{"startTime":231.488,"endTime":232.408,"body":"standardization,"},{"startTime":232.408,"endTime":232.538,"body":"all"},{"startTime":232.538,"endTime":232.808,"body":"those"},{"startTime":232.808,"endTime":233.298,"body":"things."},{"startTime":233.298,"endTime":233.768,"body":"But"},{"startTime":233.948,"endTime":234.078,"body":"it"},{"startTime":234.078,"endTime":234.268,"body":"all"},{"startTime":234.268,"endTime":234.748,"body":"starts"},{"startTime":234.748,"endTime":234.988,"body":"with"},{"startTime":234.998,"endTime":235.178,"body":"your"},{"startTime":235.178,"endTime":235.508,"body":"data"},{"startTime":235.518,"endTime":236.158,"body":"asset."},{"startTime":236.548,"endTime":236.738,"body":"But"},{"startTime":236.758,"endTime":236.998,"body":"if"},{"startTime":236.998,"endTime":237.158,"body":"you"},{"startTime":237.168,"endTime":237.338,"body":"go"},{"startTime":237.338,"endTime":237.618,"body":"through"},{"startTime":237.618,"endTime":237.858,"body":"this"},{"startTime":237.858,"endTime":238.448,"body":"journey,"},{"startTime":238.808,"endTime":239.208,"body":"you'll"},{"startTime":239.248,"endTime":239.378,"body":"be"},{"startTime":239.378,"endTime":239.528,"body":"able"},{"startTime":239.528,"endTime":239.638,"body":"to"},{"startTime":239.638,"endTime":239.878,"body":"drive"},{"startTime":239.888,"endTime":240.368,"body":"excellence"},{"startTime":240.368,"endTime":240.778,"body":"across"},{"startTime":240.788,"endTime":240.988,"body":"all"},{"startTime":240.988,"endTime":241.288,"body":"different"},{"startTime":241.288,"endTime":241.608,"body":"areas"},{"startTime":241.608,"endTime":241.718,"body":"of"},{"startTime":241.728,"endTime":241.838,"body":"the"},{"startTime":241.838,"endTime":242.438,"body":"business."},{"startTime":242.718,"endTime":242.858,"body":"But"},{"startTime":242.858,"endTime":243.058,"body":"today"},{"startTime":243.058,"endTime":243.198,"body":"we're"},{"startTime":243.198,"endTime":243.418,"body":"really"},{"startTime":243.418,"endTime":243.518,"body":"going"},{"startTime":243.518,"endTime":243.588,"body":"to"},{"startTime":243.588,"endTime":243.978,"body":"focus"},{"startTime":243.978,"endTime":244.128,"body":"on"},{"startTime":244.128,"endTime":244.238,"body":"the"},{"startTime":244.238,"endTime":244.448,"body":"one"},{"startTime":244.448,"endTime":244.688,"body":"core"},{"startTime":244.688,"endTime":244.878,"body":"thing"},{"startTime":244.878,"endTime":244.948,"body":"that"},{"startTime":244.958,"endTime":245.198,"body":"has"},{"startTime":245.198,"endTime":245.288,"body":"to"},{"startTime":245.288,"endTime":245.498,"body":"be"},{"startTime":245.658,"endTime":245.898,"body":"done"},{"startTime":245.898,"endTime":246.228,"body":"right"},{"startTime":246.288,"endTime":246.478,"body":"in"},{"startTime":246.498,"endTime":246.818,"body":"order"},{"startTime":246.818,"endTime":247.158,"body":"for"},{"startTime":247.158,"endTime":247.388,"body":"you"},{"startTime":247.388,"endTime":247.568,"body":"to"},{"startTime":247.568,"endTime":247.788,"body":"go"},{"startTime":247.848,"endTime":248.588,"body":"through"},{"startTime":248.978,"endTime":249.288,"body":"these"},{"startTime":249.288,"endTime":250.308,"body":"capabilities"},{"startTime":250.588,"endTime":250.838,"body":"of"},{"startTime":250.868,"endTime":251.208,"body":"data"},{"startTime":251.218,"endTime":251.738,"body":"asset."},{"startTime":251.748,"endTime":251.948,"body":"That"},{"startTime":251.948,"endTime":252.158,"body":"is"},{"startTime":252.368,"endTime":252.528,"body":"your"},{"startTime":252.528,"endTime":252.958,"body":"master"},{"startTime":252.958,"endTime":253.458,"body":"data,"},{"startTime":253.498,"endTime":253.718,"body":"how"},{"startTime":253.718,"endTime":253.888,"body":"it's"},{"startTime":253.898,"endTime":254.738,"body":"integrated,"},{"startTime":254.758,"endTime":254.978,"body":"how"},{"startTime":254.978,"endTime":255.128,"body":"it's"},{"startTime":255.178,"endTime":255.808,"body":"curated,"},{"startTime":255.878,"endTime":256.218,"body":"right?"},{"startTime":256.348,"endTime":256.528,"body":"When"},{"startTime":256.528,"endTime":256.668,"body":"you"},{"startTime":256.678,"endTime":256.888,"body":"go"},{"startTime":256.888,"endTime":257.018,"body":"up"},{"startTime":257.018,"endTime":257.138,"body":"to"},{"startTime":257.138,"endTime":257.938,"body":"curation"},{"startTime":258.308,"endTime":258.418,"body":"and"},{"startTime":258.418,"endTime":258.518,"body":"you"},{"startTime":258.518,"endTime":258.718,"body":"have"},{"startTime":258.718,"endTime":258.788,"body":"the"},{"startTime":258.788,"endTime":258.988,"body":"right"},{"startTime":258.988,"endTime":259.868,"body":"platforms."},{"startTime":260.173,"endTime":260.283,"body":"And"},{"startTime":260.283,"endTime":260.373,"body":"you"},{"startTime":260.373,"endTime":260.593,"body":"have"},{"startTime":260.593,"endTime":260.653,"body":"the"},{"startTime":260.653,"endTime":260.823,"body":"right"},{"startTime":260.823,"endTime":261.053,"body":"data"},{"startTime":261.053,"endTime":261.513,"body":"science,"},{"startTime":261.523,"endTime":261.693,"body":"you"},{"startTime":261.693,"endTime":261.863,"body":"can"},{"startTime":261.863,"endTime":262.063,"body":"then"},{"startTime":262.073,"endTime":262.443,"body":"actually"},{"startTime":262.443,"endTime":262.863,"body":"drive"},{"startTime":262.863,"endTime":262.898,"body":"predictive"},{"startTime":262.898,"endTime":262.933,"body":"and"},{"startTime":262.933,"endTime":264.103,"body":"prescriptive"},{"startTime":264.113,"endTime":264.783,"body":"insights."},{"startTime":265.303,"endTime":265.643,"body":"But"},{"startTime":265.773,"endTime":265.993,"body":"one"},{"startTime":265.993,"endTime":266.103,"body":"of"},{"startTime":266.103,"endTime":266.193,"body":"the"},{"startTime":266.193,"endTime":266.363,"body":"key"},{"startTime":266.363,"endTime":266.643,"body":"things"},{"startTime":266.653,"endTime":267.043,"body":"also"},{"startTime":267.043,"endTime":267.163,"body":"to"},{"startTime":267.163,"endTime":267.793,"body":"realize"},{"startTime":267.803,"endTime":268.013,"body":"is"},{"startTime":268.013,"endTime":268.303,"body":"that"},{"startTime":268.363,"endTime":268.643,"body":"as"},{"startTime":268.643,"endTime":268.783,"body":"you"},{"startTime":268.793,"endTime":268.993,"body":"go"},{"startTime":268.993,"endTime":269.293,"body":"through"},{"startTime":269.293,"endTime":269.483,"body":"this"},{"startTime":269.493,"endTime":270.253,"body":"process,"},{"startTime":270.413,"endTime":270.733,"body":"these"},{"startTime":270.833,"endTime":271.593,"body":"capability"},{"startTime":271.593,"endTime":272.113,"body":"building"},{"startTime":272.153,"endTime":272.343,"body":"is"},{"startTime":272.383,"endTime":272.943,"body":"iterative."},{"startTime":272.963,"endTime":273.143,"body":"It"},{"startTime":273.143,"endTime":273.643,"body":"happens"},{"startTime":273.643,"endTime":273.913,"body":"over"},{"startTime":273.913,"endTime":274.413,"body":"time"},{"startTime":274.653,"endTime":274.793,"body":"and"},{"startTime":274.793,"endTime":274.943,"body":"it's"},{"startTime":274.953,"endTime":275.913,"body":"evolutionary"},{"startTime":276.213,"endTime":276.913,"body":"and"},{"startTime":276.923,"endTime":277.273,"body":"it's"},{"startTime":277.283,"endTime":277.673,"body":"part"},{"startTime":277.703,"endTime":278.023,"body":"of"},{"startTime":278.063,"endTime":278.293,"body":"your"},{"startTime":278.293,"endTime":278.833,"body":"journey."},{"startTime":279.433,"endTime":279.563,"body":"I"},{"startTime":279.633,"endTime":279.893,"body":"think"},{"startTime":280.213,"endTime":280.773,"body":"sometimes"},{"startTime":280.813,"endTime":280.983,"body":"I"},{"startTime":280.983,"endTime":281.363,"body":"find"},{"startTime":281.363,"endTime":281.523,"body":"when"},{"startTime":281.533,"endTime":281.963,"body":"talking"},{"startTime":281.973,"endTime":282.563,"body":"to"},{"startTime":282.563,"endTime":283.353,"body":"customers"},{"startTime":283.353,"endTime":283.473,"body":"and"},{"startTime":283.473,"endTime":284.023,"body":"clients"},{"startTime":284.033,"endTime":284.463,"body":"that."},{"startTime":285.868,"endTime":286.528,"body":"Bigness"},{"startTime":286.698,"endTime":286.898,"body":"of"},{"startTime":286.898,"endTime":287.178,"body":"doing"},{"startTime":287.178,"endTime":287.518,"body":"something"},{"startTime":287.518,"endTime":287.718,"body":"like"},{"startTime":287.718,"endTime":287.938,"body":"this"},{"startTime":287.948,"endTime":288.078,"body":"is"},{"startTime":288.078,"endTime":288.428,"body":"almost"},{"startTime":288.428,"endTime":288.578,"body":"like"},{"startTime":288.578,"endTime":288.638,"body":"a"},{"startTime":288.738,"endTime":288.928,"body":"like"},{"startTime":288.928,"endTime":288.998,"body":"a"},{"startTime":288.998,"endTime":289.298,"body":"game"},{"startTime":289.298,"endTime":289.878,"body":"stopper."},{"startTime":289.948,"endTime":290.238,"body":"And"},{"startTime":290.238,"endTime":290.558,"body":"then"},{"startTime":290.608,"endTime":291.018,"body":"making"},{"startTime":291.018,"endTime":291.328,"body":"that"},{"startTime":291.328,"endTime":291.838,"body":"data"},{"startTime":291.888,"endTime":292.418,"body":"available"},{"startTime":292.418,"endTime":293.018,"body":"to"},{"startTime":293.068,"endTime":293.248,"body":"up"},{"startTime":293.248,"endTime":293.368,"body":"and"},{"startTime":293.368,"endTime":293.708,"body":"down"},{"startTime":293.708,"endTime":294.088,"body":"across"},{"startTime":294.088,"endTime":294.178,"body":"the"},{"startTime":294.178,"endTime":295.158,"body":"organization"},{"startTime":295.408,"endTime":295.638,"body":"is"},{"startTime":295.638,"endTime":296.148,"body":"really"},{"startTime":296.208,"endTime":296.318,"body":"a"},{"startTime":296.318,"endTime":296.538,"body":"key"},{"startTime":296.538,"endTime":297.118,"body":"criteria"},{"startTime":297.118,"endTime":297.278,"body":"for"},{"startTime":297.278,"endTime":297.978,"body":"success."},{"startTime":298.678,"endTime":299.038,"body":"So"},{"startTime":299.048,"endTime":299.198,"body":"we're"},{"startTime":299.198,"endTime":299.288,"body":"going"},{"startTime":299.288,"endTime":299.308,"body":"to"},{"startTime":299.398,"endTime":299.528,"body":"do"},{"startTime":299.528,"endTime":299.598,"body":"a"},{"startTime":299.598,"endTime":299.838,"body":"quick"},{"startTime":299.838,"endTime":300.128,"body":"poll"},{"startTime":300.128,"endTime":300.388,"body":"here,"},{"startTime":300.388,"endTime":300.548,"body":"just"},{"startTime":300.548,"endTime":300.698,"body":"so"},{"startTime":300.698,"endTime":300.788,"body":"I"},{"startTime":300.788,"endTime":300.988,"body":"know"},{"startTime":300.988,"endTime":301.178,"body":"where"},{"startTime":301.178,"endTime":301.598,"body":"everyone"},{"startTime":301.598,"endTime":301.868,"body":"is"},{"startTime":301.868,"endTime":302.068,"body":"on"},{"startTime":302.068,"endTime":302.328,"body":"this"},{"startTime":302.368,"endTime":303.048,"body":"SSOT"},{"startTime":303.048,"endTime":303.618,"body":"journey."},{"startTime":303.838,"endTime":304.058,"body":"It's"},{"startTime":304.058,"endTime":304.758,"body":"confidential."},{"startTime":304.758,"endTime":304.918,"body":"I'm"},{"startTime":304.918,"endTime":305.098,"body":"not"},{"startTime":305.098,"endTime":305.198,"body":"going"},{"startTime":305.198,"endTime":305.268,"body":"to"},{"startTime":305.268,"endTime":305.478,"body":"show"},{"startTime":305.478,"endTime":305.608,"body":"the"},{"startTime":305.608,"endTime":306.018,"body":"results."},{"startTime":306.018,"endTime":306.168,"body":"I'll"},{"startTime":306.178,"endTime":306.468,"body":"speak"},{"startTime":306.488,"endTime":306.628,"body":"to"},{"startTime":306.628,"endTime":306.948,"body":"them."},{"startTime":307.148,"endTime":307.328,"body":"So"},{"startTime":307.328,"endTime":307.558,"body":"feel"},{"startTime":307.558,"endTime":307.748,"body":"free"},{"startTime":307.748,"endTime":307.848,"body":"to"},{"startTime":307.848,"endTime":308.548,"body":"answer."},{"startTime":309.663,"endTime":309.763,"body":"I"},{"startTime":309.763,"endTime":310.073,"body":"think"},{"startTime":310.073,"endTime":310.273,"body":"this"},{"startTime":310.273,"endTime":310.403,"body":"is"},{"startTime":310.403,"endTime":310.483,"body":"going"},{"startTime":310.483,"endTime":310.523,"body":"to"},{"startTime":310.523,"endTime":310.623,"body":"be"},{"startTime":310.623,"endTime":310.663,"body":"a"},{"startTime":310.663,"endTime":310.973,"body":"very"},{"startTime":310.973,"endTime":311.403,"body":"interesting"},{"startTime":311.403,"endTime":312.163,"body":"conversation."},{"startTime":312.163,"endTime":312.253,"body":"I"},{"startTime":312.273,"endTime":312.513,"body":"think"},{"startTime":312.603,"endTime":312.923,"body":"people"},{"startTime":312.923,"endTime":312.973,"body":"are"},{"startTime":312.973,"endTime":313.083,"body":"in"},{"startTime":313.083,"endTime":313.193,"body":"the"},{"startTime":313.193,"endTime":313.783,"body":"same"},{"startTime":313.843,"endTime":314.243,"body":"boat"},{"startTime":314.273,"endTime":315.033,"body":"and"},{"startTime":315.083,"endTime":315.633,"body":"starting"},{"startTime":315.633,"endTime":315.733,"body":"the"},{"startTime":315.733,"endTime":316.133,"body":"journey"},{"startTime":316.133,"endTime":316.373,"body":"or"},{"startTime":316.403,"endTime":316.643,"body":"on"},{"startTime":316.643,"endTime":316.783,"body":"it"},{"startTime":316.783,"endTime":316.933,"body":"and"},{"startTime":316.933,"endTime":316.993,"body":"a"},{"startTime":316.993,"endTime":317.193,"body":"little"},{"startTime":317.193,"endTime":317.453,"body":"bit"},{"startTime":317.493,"endTime":317.883,"body":"worried"},{"startTime":317.883,"endTime":318.113,"body":"about"},{"startTime":318.113,"endTime":318.313,"body":"where"},{"startTime":318.313,"endTime":318.523,"body":"you"},{"startTime":318.523,"endTime":318.863,"body":"are."},{"startTime":319.333,"endTime":319.353,"body":"I'm"},{"startTime":319.353,"endTime":319.393,"body":"going"},{"startTime":319.393,"endTime":319.483,"body":"to"},{"startTime":319.483,"endTime":319.793,"body":"end"},{"startTime":319.803,"endTime":319.923,"body":"the"},{"startTime":319.923,"endTime":320.423,"body":"poll"},{"startTime":321.193,"endTime":321.833,"body":"and"},{"startTime":321.933,"endTime":322.383,"body":"let's"},{"startTime":322.733,"endTime":323.123,"body":"move"},{"startTime":323.123,"endTime":323.293,"body":"on."},{"startTime":323.703,"endTime":324.093,"body":"Okay."},{"startTime":324.833,"endTime":325.323,"body":"So"},{"startTime":325.353,"endTime":325.753,"body":"single"},{"startTime":325.753,"endTime":326.123,"body":"source"},{"startTime":326.143,"endTime":326.333,"body":"of"},{"startTime":326.333,"endTime":326.773,"body":"revenue"},{"startTime":326.773,"endTime":327.163,"body":"truth"},{"startTime":327.193,"endTime":327.343,"body":"in"},{"startTime":327.343,"endTime":327.943,"body":"complex"},{"startTime":327.943,"endTime":328.233,"body":"data"},{"startTime":328.233,"endTime":329.143,"body":"environments."},{"startTime":329.213,"endTime":329.563,"body":"First"},{"startTime":329.563,"endTime":329.673,"body":"of"},{"startTime":329.673,"endTime":329.803,"body":"all,"},{"startTime":329.803,"endTime":329.943,"body":"let's"},{"startTime":329.943,"endTime":330.183,"body":"talk"},{"startTime":330.183,"endTime":330.387,"body":"about"},{"startTime":330.387,"endTime":330.59,"body":"what"},{"startTime":330.59,"endTime":330.793,"body":"an"},{"startTime":330.793,"endTime":331.553,"body":"SSOT"},{"startTime":331.553,"endTime":332.013,"body":"is."},{"startTime":332.113,"endTime":332.403,"body":"Some"},{"startTime":332.413,"endTime":332.773,"body":"people"},{"startTime":332.773,"endTime":333.083,"body":"call"},{"startTime":333.083,"endTime":333.183,"body":"it"},{"startTime":333.183,"endTime":333.243,"body":"a"},{"startTime":333.243,"endTime":333.523,"body":"single"},{"startTime":333.523,"endTime":333.793,"body":"point"},{"startTime":333.793,"endTime":333.903,"body":"of"},{"startTime":333.903,"endTime":334.403,"body":"truth."},{"startTime":334.483,"endTime":334.743,"body":"I've"},{"startTime":334.803,"endTime":335.183,"body":"actually"},{"startTime":335.183,"endTime":335.373,"body":"never"},{"startTime":335.373,"endTime":335.613,"body":"heard"},{"startTime":335.613,"endTime":335.873,"body":"that,"},{"startTime":335.873,"endTime":336.173,"body":"but"},{"startTime":336.203,"endTime":336.393,"body":"thought"},{"startTime":336.393,"endTime":336.513,"body":"I'd"},{"startTime":336.513,"endTime":336.633,"body":"put"},{"startTime":336.633,"endTime":336.733,"body":"it"},{"startTime":336.733,"endTime":336.863,"body":"up"},{"startTime":336.863,"endTime":337.173,"body":"here."},{"startTime":337.608,"endTime":338.218,"body":"Essentially,"},{"startTime":338.218,"endTime":338.348,"body":"what"},{"startTime":338.348,"endTime":338.558,"body":"it's"},{"startTime":338.558,"endTime":338.988,"body":"doing"},{"startTime":338.988,"endTime":339.268,"body":"is"},{"startTime":339.498,"endTime":339.818,"body":"getting"},{"startTime":339.968,"endTime":340.218,"body":"your"},{"startTime":340.218,"endTime":340.648,"body":"data"},{"startTime":340.668,"endTime":340.998,"body":"into"},{"startTime":340.998,"endTime":341.088,"body":"a"},{"startTime":341.088,"endTime":341.548,"body":"state"},{"startTime":341.578,"endTime":341.818,"body":"where"},{"startTime":341.818,"endTime":341.938,"body":"it"},{"startTime":341.938,"endTime":342.198,"body":"can"},{"startTime":342.268,"endTime":342.598,"body":"be"},{"startTime":342.608,"endTime":343.288,"body":"found"},{"startTime":343.708,"endTime":343.858,"body":"in"},{"startTime":343.858,"endTime":343.938,"body":"a"},{"startTime":343.938,"endTime":344.328,"body":"single"},{"startTime":344.328,"endTime":344.838,"body":"spot."},{"startTime":345.488,"endTime":345.718,"body":"It's"},{"startTime":345.748,"endTime":346.538,"body":"trustworthy,"},{"startTime":346.558,"endTime":346.758,"body":"it's"},{"startTime":346.758,"endTime":347.438,"body":"clean,"},{"startTime":347.988,"endTime":348.138,"body":"and"},{"startTime":348.138,"endTime":348.308,"body":"it's"},{"startTime":348.328,"endTime":349.038,"body":"meaningful,"},{"startTime":349.248,"endTime":349.578,"body":"right?"},{"startTime":349.598,"endTime":350.138,"body":"Centralized"},{"startTime":350.138,"endTime":350.638,"body":"platform."},{"startTime":351.748,"endTime":352.048,"body":"Yeah."},{"startTime":352.048,"endTime":352.138,"body":"I"},{"startTime":352.138,"endTime":352.348,"body":"mean,"},{"startTime":352.358,"endTime":352.728,"body":"one"},{"startTime":352.728,"endTime":352.828,"body":"way"},{"startTime":352.828,"endTime":352.928,"body":"to"},{"startTime":352.928,"endTime":353.058,"body":"think"},{"startTime":353.068,"endTime":353.278,"body":"about"},{"startTime":353.278,"endTime":353.298,"body":"it"},{"startTime":353.298,"endTime":353.388,"body":"is"},{"startTime":353.388,"endTime":353.498,"body":"if"},{"startTime":354.458,"endTime":354.598,"body":"you"},{"startTime":354.598,"endTime":354.798,"body":"have"},{"startTime":354.798,"endTime":354.848,"body":"a"},{"startTime":354.848,"endTime":355.448,"body":"question"},{"startTime":355.448,"endTime":355.668,"body":"as"},{"startTime":355.678,"endTime":356.428,"body":"to"},{"startTime":356.688,"endTime":356.788,"body":"the"},{"startTime":356.788,"endTime":357.328,"body":"performance"},{"startTime":357.328,"endTime":357.518,"body":"of"},{"startTime":357.518,"endTime":357.558,"body":"a"},{"startTime":357.558,"endTime":357.798,"body":"certain"},{"startTime":357.798,"endTime":357.978,"body":"part"},{"startTime":357.978,"endTime":358.068,"body":"of"},{"startTime":358.068,"endTime":358.138,"body":"the"},{"startTime":358.138,"endTime":358.598,"body":"business."},{"startTime":359.193,"endTime":359.343,"body":"Is"},{"startTime":359.343,"endTime":359.483,"body":"there"},{"startTime":359.483,"endTime":359.533,"body":"a"},{"startTime":359.533,"endTime":359.853,"body":"place"},{"startTime":359.863,"endTime":359.923,"body":"that"},{"startTime":359.933,"endTime":360.073,"body":"you"},{"startTime":360.073,"endTime":360.163,"body":"can"},{"startTime":360.163,"endTime":360.293,"body":"go"},{"startTime":360.293,"endTime":360.393,"body":"to"},{"startTime":360.393,"endTime":360.553,"body":"get"},{"startTime":360.553,"endTime":360.693,"body":"that"},{"startTime":360.693,"endTime":361.193,"body":"answer"},{"startTime":361.973,"endTime":362.193,"body":"with"},{"startTime":362.193,"endTime":362.543,"body":"data?"},{"startTime":362.563,"endTime":362.893,"body":"Right."},{"startTime":363.413,"endTime":363.523,"body":"If"},{"startTime":363.523,"endTime":363.603,"body":"you"},{"startTime":363.603,"endTime":363.693,"body":"have"},{"startTime":363.693,"endTime":363.783,"body":"to"},{"startTime":363.793,"endTime":363.913,"body":"go"},{"startTime":363.913,"endTime":364.023,"body":"to"},{"startTime":364.023,"endTime":364.053,"body":"a"},{"startTime":364.053,"endTime":364.383,"body":"thousand"},{"startTime":364.383,"endTime":364.583,"body":"different"},{"startTime":364.583,"endTime":365.103,"body":"places"},{"startTime":365.103,"endTime":365.403,"body":"or"},{"startTime":365.723,"endTime":365.873,"body":"go"},{"startTime":365.873,"endTime":366.003,"body":"to"},{"startTime":366.003,"endTime":366.413,"body":"Excel"},{"startTime":366.413,"endTime":366.573,"body":"or"},{"startTime":366.573,"endTime":367.123,"body":"otherwise,"},{"startTime":367.153,"endTime":367.303,"body":"you"},{"startTime":367.593,"endTime":367.893,"body":"probably"},{"startTime":367.903,"endTime":368.173,"body":"don't"},{"startTime":368.173,"endTime":368.403,"body":"have"},{"startTime":368.403,"endTime":368.573,"body":"that,"},{"startTime":368.613,"endTime":368.813,"body":"but"},{"startTime":369.303,"endTime":369.333,"body":"it's"},{"startTime":369.343,"endTime":369.533,"body":"one"},{"startTime":369.533,"endTime":369.643,"body":"way"},{"startTime":369.643,"endTime":369.713,"body":"to"},{"startTime":369.713,"endTime":369.853,"body":"think"},{"startTime":369.863,"endTime":370.053,"body":"about"},{"startTime":370.053,"endTime":370.143,"body":"it."},{"startTime":370.413,"endTime":370.843,"body":"Chad,"},{"startTime":370.843,"endTime":370.893,"body":"I"},{"startTime":370.893,"endTime":371.053,"body":"don't"},{"startTime":371.053,"endTime":371.113,"body":"know"},{"startTime":371.113,"endTime":371.233,"body":"if"},{"startTime":371.233,"endTime":371.333,"body":"you"},{"startTime":371.333,"endTime":371.563,"body":"read"},{"startTime":371.563,"endTime":371.903,"body":"my"},{"startTime":371.913,"endTime":372.343,"body":"blog"},{"startTime":372.343,"endTime":372.683,"body":"on"},{"startTime":372.693,"endTime":373.223,"body":"LinkedIn"},{"startTime":373.233,"endTime":373.323,"body":"the"},{"startTime":373.323,"endTime":373.543,"body":"other"},{"startTime":373.543,"endTime":373.853,"body":"day,"},{"startTime":373.853,"endTime":374.233,"body":"but"},{"startTime":374.363,"endTime":374.483,"body":"the"},{"startTime":374.483,"endTime":375.023,"body":"forecast"},{"startTime":375.023,"endTime":375.153,"body":"was"},{"startTime":375.153,"endTime":375.343,"body":"dead"},{"startTime":375.343,"endTime":375.503,"body":"on"},{"startTime":375.513,"endTime":376.053,"body":"arrival"},{"startTime":376.063,"endTime":376.333,"body":"because"},{"startTime":376.333,"endTime":376.473,"body":"it"},{"startTime":376.473,"endTime":376.653,"body":"took"},{"startTime":376.653,"endTime":376.713,"body":"a"},{"startTime":376.713,"endTime":377.183,"body":"hundred"},{"startTime":377.203,"endTime":377.673,"body":"hours"},{"startTime":377.673,"endTime":378.123,"body":"across"},{"startTime":378.133,"endTime":378.463,"body":"seven"},{"startTime":378.463,"endTime":378.773,"body":"different"},{"startTime":378.773,"endTime":379.593,"body":"divisions."},{"startTime":380.058,"endTime":380.328,"body":"And"},{"startTime":380.388,"endTime":380.708,"body":"two"},{"startTime":380.788,"endTime":381.028,"body":"weeks"},{"startTime":381.058,"endTime":381.318,"body":"per"},{"startTime":381.318,"endTime":381.878,"body":"division"},{"startTime":381.878,"endTime":382.018,"body":"to"},{"startTime":382.018,"endTime":382.228,"body":"develop."},{"startTime":382.228,"endTime":382.338,"body":"I"},{"startTime":382.348,"endTime":382.608,"body":"mean,"},{"startTime":382.608,"endTime":382.668,"body":"it"},{"startTime":382.688,"endTime":382.858,"body":"was"},{"startTime":382.858,"endTime":383.508,"body":"unbelievable."},{"startTime":383.538,"endTime":383.928,"body":"Like"},{"startTime":384.368,"endTime":384.578,"body":"they"},{"startTime":384.578,"endTime":384.938,"body":"definitely"},{"startTime":384.938,"endTime":385.078,"body":"do"},{"startTime":385.078,"endTime":385.278,"body":"not"},{"startTime":385.278,"endTime":385.478,"body":"have"},{"startTime":385.478,"endTime":385.488,"body":"a"},{"startTime":385.488,"endTime":385.738,"body":"single"},{"startTime":385.738,"endTime":385.978,"body":"source"},{"startTime":385.978,"endTime":386.028,"body":"of"},{"startTime":386.108,"endTime":386.358,"body":"truth."},{"startTime":387.028,"endTime":387.448,"body":"So,"},{"startTime":387.488,"endTime":387.738,"body":"and"},{"startTime":387.738,"endTime":388.088,"body":"then,"},{"startTime":388.198,"endTime":388.348,"body":"and"},{"startTime":388.348,"endTime":388.418,"body":"the"},{"startTime":388.418,"endTime":388.608,"body":"reason"},{"startTime":388.648,"endTime":388.748,"body":"why"},{"startTime":388.748,"endTime":388.908,"body":"I"},{"startTime":388.918,"endTime":389.108,"body":"like"},{"startTime":389.108,"endTime":389.198,"body":"to"},{"startTime":389.198,"endTime":389.408,"body":"add"},{"startTime":389.408,"endTime":389.478,"body":"the"},{"startTime":389.478,"endTime":389.688,"body":"word"},{"startTime":389.688,"endTime":390.138,"body":"revenue"},{"startTime":390.138,"endTime":390.528,"body":"in"},{"startTime":390.668,"endTime":390.938,"body":"when"},{"startTime":390.938,"endTime":391.068,"body":"it"},{"startTime":391.068,"endTime":391.498,"body":"comes"},{"startTime":391.498,"endTime":392.338,"body":"to"},{"startTime":392.478,"endTime":392.778,"body":"this"},{"startTime":392.798,"endTime":393.338,"body":"particular"},{"startTime":393.338,"endTime":393.978,"body":"arena"},{"startTime":393.998,"endTime":394.428,"body":"is"},{"startTime":394.468,"endTime":394.708,"body":"I"},{"startTime":394.718,"endTime":395.148,"body":"find"},{"startTime":395.158,"endTime":395.588,"body":"that"},{"startTime":395.658,"endTime":395.878,"body":"it's"},{"startTime":395.878,"endTime":396.138,"body":"very"},{"startTime":396.138,"endTime":396.628,"body":"important"},{"startTime":396.638,"endTime":396.768,"body":"to"},{"startTime":396.768,"endTime":397.048,"body":"really"},{"startTime":397.048,"endTime":397.418,"body":"truly"},{"startTime":397.418,"endTime":398.148,"body":"define"},{"startTime":398.438,"endTime":398.718,"body":"what"},{"startTime":398.768,"endTime":398.908,"body":"the"},{"startTime":398.908,"endTime":399.338,"body":"revenue"},{"startTime":399.338,"endTime":399.678,"body":"truth"},{"startTime":399.688,"endTime":400.068,"body":"is"},{"startTime":400.068,"endTime":400.198,"body":"in"},{"startTime":400.198,"endTime":400.478,"body":"terms"},{"startTime":400.478,"endTime":400.628,"body":"of"},{"startTime":400.628,"endTime":400.908,"body":"where"},{"startTime":400.908,"endTime":401.028,"body":"the"},{"startTime":401.028,"endTime":401.438,"body":"data"},{"startTime":401.498,"endTime":402.088,"body":"lies."},{"startTime":402.568,"endTime":403.328,"body":"And"},{"startTime":403.518,"endTime":403.818,"body":"it's"},{"startTime":403.858,"endTime":404.178,"body":"not"},{"startTime":404.178,"endTime":404.368,"body":"just"},{"startTime":404.368,"endTime":404.588,"body":"about"},{"startTime":404.588,"endTime":404.758,"body":"what's"},{"startTime":404.758,"endTime":404.858,"body":"in"},{"startTime":404.858,"endTime":405.018,"body":"your"},{"startTime":405.018,"endTime":405.688,"body":"CRM."},{"startTime":405.948,"endTime":406.338,"body":"It's"},{"startTime":406.778,"endTime":407.138,"body":"way"},{"startTime":407.138,"endTime":407.408,"body":"more"},{"startTime":407.408,"endTime":407.568,"body":"than"},{"startTime":407.568,"endTime":407.878,"body":"that."},{"startTime":408.323,"endTime":408.503,"body":"It"},{"startTime":408.503,"endTime":408.693,"body":"is"},{"startTime":408.693,"endTime":408.953,"body":"what"},{"startTime":409.313,"endTime":409.843,"body":"anything"},{"startTime":409.843,"endTime":410.053,"body":"your"},{"startTime":410.063,"endTime":410.553,"body":"customer"},{"startTime":410.553,"endTime":410.683,"body":"is"},{"startTime":410.713,"endTime":411.263,"body":"touching"},{"startTime":411.513,"endTime":411.673,"body":"that"},{"startTime":411.673,"endTime":411.813,"body":"you're"},{"startTime":411.813,"endTime":412.213,"body":"selling"},{"startTime":412.213,"endTime":412.543,"body":"to"},{"startTime":412.943,"endTime":413.133,"body":"their"},{"startTime":413.133,"endTime":413.973,"body":"behaviors,"},{"startTime":414.013,"endTime":414.183,"body":"the"},{"startTime":414.183,"endTime":414.383,"body":"way"},{"startTime":414.383,"endTime":414.503,"body":"you're"},{"startTime":414.503,"endTime":415.033,"body":"engaging"},{"startTime":415.033,"endTime":415.193,"body":"with"},{"startTime":415.193,"endTime":415.553,"body":"them"},{"startTime":415.583,"endTime":415.863,"body":"post"},{"startTime":415.863,"endTime":416.413,"body":"sale,"},{"startTime":416.683,"endTime":416.943,"body":"what"},{"startTime":416.943,"endTime":417.113,"body":"they're"},{"startTime":417.113,"endTime":417.573,"body":"doing"},{"startTime":417.593,"endTime":417.763,"body":"on"},{"startTime":417.763,"endTime":417.933,"body":"your"},{"startTime":417.933,"endTime":418.583,"body":"website"},{"startTime":418.613,"endTime":418.933,"body":"post"},{"startTime":418.933,"endTime":419.423,"body":"sale,"},{"startTime":419.453,"endTime":419.713,"body":"all"},{"startTime":419.713,"endTime":419.843,"body":"of"},{"startTime":419.843,"endTime":420.153,"body":"these"},{"startTime":420.163,"endTime":420.663,"body":"things"},{"startTime":420.673,"endTime":420.863,"body":"are"},{"startTime":420.863,"endTime":421.153,"body":"really"},{"startTime":421.153,"endTime":421.543,"body":"critical"},{"startTime":421.543,"endTime":421.633,"body":"and"},{"startTime":421.633,"endTime":422.203,"body":"important"},{"startTime":422.213,"endTime":422.383,"body":"and"},{"startTime":422.383,"endTime":422.613,"body":"should"},{"startTime":422.613,"endTime":422.743,"body":"be"},{"startTime":422.753,"endTime":423.063,"body":"able"},{"startTime":423.063,"endTime":423.243,"body":"to"},{"startTime":423.253,"endTime":423.403,"body":"be"},{"startTime":423.403,"endTime":423.933,"body":"referenced"},{"startTime":423.933,"endTime":424.063,"body":"in"},{"startTime":424.063,"endTime":424.183,"body":"a"},{"startTime":424.203,"endTime":424.553,"body":"central"},{"startTime":424.553,"endTime":425.183,"body":"platform"},{"startTime":425.543,"endTime":425.743,"body":"in"},{"startTime":425.743,"endTime":426.053,"body":"media"},{"startTime":426.053,"endTime":426.153,"body":"and"},{"startTime":426.153,"endTime":426.733,"body":"events"},{"startTime":426.943,"endTime":427.453,"body":"where"},{"startTime":427.653,"endTime":428.213,"body":"marketing"},{"startTime":428.213,"endTime":428.773,"body":"services"},{"startTime":428.773,"endTime":428.853,"body":"are"},{"startTime":428.863,"endTime":429.103,"body":"being"},{"startTime":429.103,"endTime":429.623,"body":"sold"},{"startTime":429.983,"endTime":430.193,"body":"and"},{"startTime":430.193,"endTime":430.273,"body":"the"},{"startTime":430.273,"endTime":430.913,"body":"delivery"},{"startTime":431.033,"endTime":431.103,"body":"is"},{"startTime":431.103,"endTime":431.583,"body":"about"},{"startTime":431.763,"endTime":432.283,"body":"bringing"},{"startTime":432.293,"endTime":432.883,"body":"value"},{"startTime":432.933,"endTime":433.223,"body":"to"},{"startTime":433.223,"endTime":433.703,"body":"them,"},{"startTime":434.223,"endTime":434.513,"body":"i."},{"startTime":434.513,"endTime":434.973,"body":"e."},{"startTime":435.173,"endTime":435.433,"body":"you're"},{"startTime":435.433,"endTime":435.823,"body":"bringing"},{"startTime":435.823,"endTime":435.983,"body":"an"},{"startTime":435.993,"endTime":436.573,"body":"audience"},{"startTime":436.573,"endTime":436.743,"body":"to"},{"startTime":436.743,"endTime":437.183,"body":"them"},{"startTime":437.233,"endTime":437.503,"body":"You're"},{"startTime":437.503,"endTime":437.863,"body":"looking"},{"startTime":437.863,"endTime":438.013,"body":"at"},{"startTime":438.013,"endTime":438.583,"body":"data"},{"startTime":438.883,"endTime":439.163,"body":"on"},{"startTime":439.173,"endTime":439.293,"body":"the"},{"startTime":439.293,"endTime":439.853,"body":"product"},{"startTime":439.853,"endTime":440.343,"body":"side"},{"startTime":440.363,"endTime":440.773,"body":"because"},{"startTime":440.773,"endTime":440.913,"body":"your"},{"startTime":440.923,"endTime":441.263,"body":"product"},{"startTime":441.263,"endTime":441.993,"body":"performance"},{"startTime":441.993,"endTime":442.113,"body":"is"},{"startTime":442.113,"endTime":442.373,"body":"about"},{"startTime":442.373,"endTime":442.513,"body":"what's"},{"startTime":442.513,"endTime":442.883,"body":"happening"},{"startTime":442.883,"endTime":442.973,"body":"on"},{"startTime":442.973,"endTime":443.103,"body":"the"},{"startTime":443.103,"endTime":443.543,"body":"audience"},{"startTime":443.553,"endTime":443.973,"body":"side"},{"startTime":443.983,"endTime":444.073,"body":"and"},{"startTime":444.073,"endTime":444.273,"body":"how"},{"startTime":444.273,"endTime":444.493,"body":"that"},{"startTime":444.493,"endTime":444.993,"body":"curation"},{"startTime":445.003,"endTime":445.133,"body":"is"},{"startTime":445.133,"endTime":445.613,"body":"happening"},{"startTime":445.613,"endTime":445.753,"body":"and"},{"startTime":445.753,"endTime":445.943,"body":"how"},{"startTime":445.953,"endTime":446.143,"body":"that"},{"startTime":446.143,"endTime":446.393,"body":"meets"},{"startTime":446.393,"endTime":446.513,"body":"the"},{"startTime":446.513,"endTime":446.913,"body":"delivery"},{"startTime":446.913,"endTime":447.013,"body":"of"},{"startTime":447.013,"endTime":447.753,"body":"contracts."},{"startTime":447.993,"endTime":448.203,"body":"That"},{"startTime":448.203,"endTime":448.293,"body":"is"},{"startTime":448.293,"endTime":448.513,"body":"such"},{"startTime":448.513,"endTime":448.623,"body":"a"},{"startTime":448.633,"endTime":449.243,"body":"fundamental,"},{"startTime":449.243,"endTime":450.083,"body":"profound"},{"startTime":450.283,"endTime":450.963,"body":"impact."},{"startTime":451.278,"endTime":451.478,"body":"On"},{"startTime":451.488,"endTime":451.658,"body":"your"},{"startTime":451.658,"endTime":452.228,"body":"analytics,"},{"startTime":452.228,"endTime":452.348,"body":"your"},{"startTime":452.348,"endTime":453.108,"body":"forecasting"},{"startTime":453.108,"endTime":453.198,"body":"and"},{"startTime":453.198,"endTime":453.658,"body":"everything,"},{"startTime":453.658,"endTime":454.058,"body":"especially"},{"startTime":454.078,"endTime":454.278,"body":"with"},{"startTime":454.318,"endTime":454.808,"body":"existing"},{"startTime":454.808,"endTime":455.338,"body":"customers,"},{"startTime":455.338,"endTime":455.498,"body":"which"},{"startTime":455.498,"endTime":455.618,"body":"is"},{"startTime":455.618,"endTime":455.738,"body":"your"},{"startTime":455.738,"endTime":455.958,"body":"most"},{"startTime":455.968,"endTime":456.418,"body":"profitable"},{"startTime":456.428,"endTime":456.748,"body":"base,"},{"startTime":456.988,"endTime":457.348,"body":"making"},{"startTime":457.348,"endTime":457.518,"body":"that"},{"startTime":457.518,"endTime":457.988,"body":"connection"},{"startTime":457.988,"endTime":458.168,"body":"is"},{"startTime":458.168,"endTime":458.728,"body":"critical."},{"startTime":459.008,"endTime":459.638,"body":"So"},{"startTime":459.918,"endTime":460.098,"body":"in"},{"startTime":460.098,"endTime":460.188,"body":"the"},{"startTime":460.188,"endTime":460.748,"body":"complex"},{"startTime":460.748,"endTime":460.998,"body":"data"},{"startTime":460.998,"endTime":461.568,"body":"environment,"},{"startTime":461.568,"endTime":461.688,"body":"which"},{"startTime":461.688,"endTime":461.758,"body":"I"},{"startTime":461.758,"endTime":461.978,"body":"just"},{"startTime":461.998,"endTime":462.398,"body":"touched"},{"startTime":462.398,"endTime":462.798,"body":"on,"},{"startTime":463.338,"endTime":463.548,"body":"which"},{"startTime":463.548,"endTime":463.698,"body":"is"},{"startTime":463.698,"endTime":464.188,"body":"different"},{"startTime":464.198,"endTime":464.718,"body":"than"},{"startTime":464.768,"endTime":464.918,"body":"what"},{"startTime":464.918,"endTime":464.978,"body":"I"},{"startTime":464.978,"endTime":465.178,"body":"call"},{"startTime":465.178,"endTime":465.218,"body":"a"},{"startTime":465.218,"endTime":465.468,"body":"one"},{"startTime":465.468,"endTime":465.868,"body":"sided"},{"startTime":465.868,"endTime":466.258,"body":"business"},{"startTime":466.258,"endTime":466.758,"body":"model"},{"startTime":467.418,"endTime":467.648,"body":"or"},{"startTime":467.648,"endTime":468.068,"body":"business"},{"startTime":468.068,"endTime":468.478,"body":"models"},{"startTime":468.478,"endTime":468.658,"body":"that"},{"startTime":468.658,"endTime":468.958,"body":"sell"},{"startTime":468.958,"endTime":469.318,"body":"hard"},{"startTime":469.328,"endTime":469.958,"body":"goods."},{"startTime":470.398,"endTime":470.738,"body":"Or"},{"startTime":470.748,"endTime":471.368,"body":"software,"},{"startTime":471.368,"endTime":471.538,"body":"for"},{"startTime":471.538,"endTime":472.268,"body":"example,"},{"startTime":472.288,"endTime":472.698,"body":"where"},{"startTime":472.708,"endTime":472.898,"body":"you"},{"startTime":472.898,"endTime":472.998,"body":"are"},{"startTime":472.998,"endTime":473.408,"body":"selling"},{"startTime":473.408,"endTime":473.688,"body":"this"},{"startTime":473.698,"endTime":474.048,"body":"SaaS"},{"startTime":474.048,"endTime":474.728,"body":"solution,"},{"startTime":474.728,"endTime":475.018,"body":"here's"},{"startTime":475.018,"endTime":475.178,"body":"what"},{"startTime":475.178,"endTime":475.358,"body":"you're"},{"startTime":475.358,"endTime":475.928,"body":"getting,"},{"startTime":476.428,"endTime":476.908,"body":"and"},{"startTime":476.908,"endTime":477.118,"body":"we"},{"startTime":477.118,"endTime":477.378,"body":"can"},{"startTime":477.388,"endTime":477.778,"body":"track"},{"startTime":477.778,"endTime":477.948,"body":"and"},{"startTime":477.948,"endTime":478.228,"body":"see"},{"startTime":478.228,"endTime":478.898,"body":"usage."},{"startTime":479.858,"endTime":480.388,"body":"Complex"},{"startTime":480.388,"endTime":480.628,"body":"data"},{"startTime":480.628,"endTime":481.288,"body":"environments"},{"startTime":481.288,"endTime":481.438,"body":"do"},{"startTime":481.438,"endTime":481.628,"body":"not"},{"startTime":481.628,"endTime":481.858,"body":"have"},{"startTime":481.858,"endTime":481.998,"body":"it"},{"startTime":481.998,"endTime":482.168,"body":"that"},{"startTime":482.168,"endTime":482.668,"body":"easy."},{"startTime":483.028,"endTime":483.618,"body":"And"},{"startTime":483.618,"endTime":483.788,"body":"it's"},{"startTime":483.788,"endTime":483.988,"body":"not"},{"startTime":483.988,"endTime":484.178,"body":"just"},{"startTime":484.178,"endTime":484.278,"body":"the"},{"startTime":484.278,"endTime":484.488,"body":"two"},{"startTime":484.488,"endTime":484.858,"body":"sided"},{"startTime":484.868,"endTime":485.268,"body":"business"},{"startTime":485.288,"endTime":485.818,"body":"model,"},{"startTime":486.158,"endTime":486.448,"body":"it's"},{"startTime":486.488,"endTime":486.978,"body":"multiple"},{"startTime":486.978,"endTime":487.318,"body":"channels"},{"startTime":487.318,"endTime":487.468,"body":"and"},{"startTime":487.468,"endTime":488.048,"body":"formats."},{"startTime":488.698,"endTime":488.908,"body":"It"},{"startTime":488.928,"endTime":489.558,"body":"is,"},{"startTime":489.628,"endTime":489.768,"body":"a"},{"startTime":489.768,"endTime":489.998,"body":"lot"},{"startTime":489.998,"endTime":490.128,"body":"of"},{"startTime":490.128,"endTime":490.318,"body":"these"},{"startTime":490.318,"endTime":491.048,"body":"businesses"},{"startTime":491.058,"endTime":491.408,"body":"have"},{"startTime":491.418,"endTime":491.778,"body":"had"},{"startTime":491.938,"endTime":492.598,"body":"acquisition"},{"startTime":492.598,"endTime":493.288,"body":"activity,"},{"startTime":493.508,"endTime":493.728,"body":"so"},{"startTime":493.738,"endTime":493.988,"body":"M\u0026"},{"startTime":493.988,"endTime":494.108,"body":"A"},{"startTime":494.108,"endTime":494.808,"body":"activity."},{"startTime":494.918,"endTime":495.128,"body":"You're"},{"startTime":495.168,"endTime":495.488,"body":"bringing"},{"startTime":495.488,"endTime":495.588,"body":"in"},{"startTime":495.588,"endTime":496.108,"body":"businesses"},{"startTime":496.108,"endTime":496.238,"body":"that"},{"startTime":496.238,"endTime":496.308,"body":"are"},{"startTime":496.308,"endTime":496.628,"body":"working"},{"startTime":496.628,"endTime":496.798,"body":"off"},{"startTime":496.798,"endTime":497.098,"body":"different"},{"startTime":497.098,"endTime":497.978,"body":"platforms"},{"startTime":498.008,"endTime":498.388,"body":"or"},{"startTime":498.388,"endTime":498.848,"body":"different"},{"startTime":498.848,"endTime":499.468,"body":"markets."},{"startTime":499.798,"endTime":500.058,"body":"It's"},{"startTime":500.068,"endTime":500.358,"body":"very"},{"startTime":500.358,"endTime":501.178,"body":"complex."},{"startTime":501.248,"endTime":501.428,"body":"And"},{"startTime":501.428,"endTime":502.018,"body":"so"},{"startTime":502.098,"endTime":502.288,"body":"we"},{"startTime":502.288,"endTime":502.478,"body":"put"},{"startTime":502.478,"endTime":502.658,"body":"this"},{"startTime":502.658,"endTime":503.268,"body":"together"},{"startTime":503.298,"endTime":503.478,"body":"to"},{"startTime":503.478,"endTime":503.818,"body":"address"},{"startTime":503.818,"endTime":503.928,"body":"the"},{"startTime":503.928,"endTime":504.588,"body":"complexity"},{"startTime":504.588,"endTime":504.998,"body":"part,"},{"startTime":505.338,"endTime":505.668,"body":"but"},{"startTime":505.778,"endTime":506.108,"body":"Chad"},{"startTime":506.108,"endTime":506.248,"body":"and"},{"startTime":506.248,"endTime":506.488,"body":"I"},{"startTime":506.498,"endTime":506.698,"body":"work"},{"startTime":506.698,"endTime":507.108,"body":"together"},{"startTime":507.108,"endTime":507.248,"body":"on"},{"startTime":507.258,"endTime":507.308,"body":"a"},{"startTime":507.308,"endTime":507.568,"body":"lot"},{"startTime":507.568,"endTime":507.798,"body":"of"},{"startTime":507.808,"endTime":508.118,"body":"client"},{"startTime":508.158,"endTime":508.538,"body":"calls"},{"startTime":508.538,"endTime":508.668,"body":"and"},{"startTime":508.668,"endTime":508.958,"body":"things"},{"startTime":508.958,"endTime":509.178,"body":"like"},{"startTime":509.178,"endTime":509.558,"body":"that."},{"startTime":509.568,"endTime":510.068,"body":"And"},{"startTime":510.128,"endTime":510.218,"body":"I"},{"startTime":510.218,"endTime":510.408,"body":"think"},{"startTime":510.408,"endTime":510.548,"body":"one"},{"startTime":510.548,"endTime":510.708,"body":"of"},{"startTime":510.708,"endTime":510.828,"body":"the"},{"startTime":510.848,"endTime":511.118,"body":"things"},{"startTime":511.118,"endTime":511.248,"body":"I'd"},{"startTime":511.248,"endTime":511.408,"body":"love"},{"startTime":511.408,"endTime":511.668,"body":"Chad"},{"startTime":511.678,"endTime":511.738,"body":"to"},{"startTime":511.738,"endTime":511.988,"body":"talk"},{"startTime":511.998,"endTime":512.378,"body":"about"},{"startTime":512.398,"endTime":512.758,"body":"is"},{"startTime":513.538,"endTime":514.048,"body":"working"},{"startTime":514.048,"endTime":514.308,"body":"with"},{"startTime":514.308,"endTime":514.508,"body":"one"},{"startTime":514.508,"endTime":515.048,"body":"sided,"},{"startTime":515.058,"endTime":515.328,"body":"more"},{"startTime":515.328,"endTime":515.808,"body":"standard"},{"startTime":515.818,"endTime":516.058,"body":"type"},{"startTime":516.058,"endTime":516.468,"body":"business"},{"startTime":516.468,"endTime":517.048,"body":"models"},{"startTime":517.088,"endTime":517.898,"body":"versus"},{"startTime":518.203,"endTime":518.503,"body":"This"},{"startTime":518.503,"endTime":519.253,"body":"complex"},{"startTime":519.253,"endTime":519.563,"body":"data"},{"startTime":519.583,"endTime":520.703,"body":"ecosystem,"},{"startTime":520.833,"endTime":521.213,"body":"tell"},{"startTime":521.253,"endTime":521.513,"body":"me"},{"startTime":521.513,"endTime":521.763,"body":"what"},{"startTime":521.893,"endTime":522.103,"body":"your"},{"startTime":522.103,"endTime":522.613,"body":"insights"},{"startTime":522.613,"endTime":522.833,"body":"are"},{"startTime":522.833,"endTime":523.103,"body":"and"},{"startTime":523.143,"endTime":523.273,"body":"the"},{"startTime":523.283,"endTime":523.523,"body":"things"},{"startTime":523.523,"endTime":523.643,"body":"that"},{"startTime":523.643,"endTime":523.823,"body":"you"},{"startTime":523.823,"endTime":524.173,"body":"see."},{"startTime":524.863,"endTime":525.043,"body":"Yeah,"},{"startTime":525.043,"endTime":525.553,"body":"absolutely."},{"startTime":525.663,"endTime":525.763,"body":"You"},{"startTime":525.763,"endTime":525.843,"body":"know,"},{"startTime":525.843,"endTime":525.893,"body":"I"},{"startTime":525.893,"endTime":526.113,"body":"think"},{"startTime":526.113,"endTime":526.363,"body":"with"},{"startTime":526.443,"endTime":527.003,"body":"regards"},{"startTime":527.303,"endTime":528.183,"body":"this"},{"startTime":528.323,"endTime":528.693,"body":"segment"},{"startTime":528.693,"endTime":528.783,"body":"of"},{"startTime":528.783,"endTime":528.853,"body":"the"},{"startTime":528.853,"endTime":529.213,"body":"market,"},{"startTime":529.213,"endTime":529.373,"body":"you"},{"startTime":529.373,"endTime":529.783,"body":"have"},{"startTime":529.793,"endTime":530.463,"body":"almost"},{"startTime":530.803,"endTime":531.133,"body":"within"},{"startTime":531.173,"endTime":531.383,"body":"each"},{"startTime":531.383,"endTime":531.793,"body":"business,"},{"startTime":531.793,"endTime":531.913,"body":"you"},{"startTime":531.913,"endTime":532.323,"body":"have"},{"startTime":532.983,"endTime":533.313,"body":"almost"},{"startTime":533.323,"endTime":533.933,"body":"multiple"},{"startTime":534.023,"endTime":534.413,"body":"different"},{"startTime":535.183,"endTime":535.543,"body":"business"},{"startTime":535.543,"endTime":535.763,"body":"units"},{"startTime":535.773,"endTime":535.923,"body":"that"},{"startTime":535.923,"endTime":536.163,"body":"act"},{"startTime":536.163,"endTime":536.223,"body":"and"},{"startTime":536.223,"endTime":536.483,"body":"behave"},{"startTime":536.493,"endTime":536.713,"body":"very"},{"startTime":536.713,"endTime":537.183,"body":"differently,"},{"startTime":537.243,"endTime":537.523,"body":"almost"},{"startTime":537.523,"endTime":537.783,"body":"separate"},{"startTime":537.783,"endTime":537.833,"body":"PNLs"},{"startTime":538.513,"endTime":538.623,"body":"and"},{"startTime":538.623,"endTime":539.023,"body":"probably"},{"startTime":539.023,"endTime":539.213,"body":"are"},{"startTime":539.213,"endTime":539.313,"body":"in"},{"startTime":539.313,"endTime":539.493,"body":"some"},{"startTime":539.493,"endTime":539.973,"body":"cases,"},{"startTime":541.083,"endTime":541.603,"body":"typically,"},{"startTime":541.603,"endTime":541.773,"body":"like"},{"startTime":541.773,"endTime":541.863,"body":"you"},{"startTime":541.863,"endTime":542.153,"body":"mentioned,"},{"startTime":542.153,"endTime":542.483,"body":"Heather,"},{"startTime":542.493,"endTime":542.603,"body":"you"},{"startTime":542.603,"endTime":542.683,"body":"know,"},{"startTime":542.683,"endTime":542.753,"body":"if"},{"startTime":542.753,"endTime":542.833,"body":"you"},{"startTime":542.833,"endTime":542.953,"body":"have"},{"startTime":542.953,"endTime":543.003,"body":"a"},{"startTime":543.003,"endTime":543.343,"body":"software"},{"startTime":543.343,"endTime":543.763,"body":"company,"},{"startTime":543.893,"endTime":544.033,"body":"they"},{"startTime":544.033,"endTime":544.203,"body":"have"},{"startTime":544.203,"endTime":544.273,"body":"a"},{"startTime":544.273,"endTime":544.673,"body":"recurring"},{"startTime":544.673,"endTime":545.063,"body":"revenue"},{"startTime":545.103,"endTime":545.493,"body":"model"},{"startTime":545.653,"endTime":545.843,"body":"and"},{"startTime":545.843,"endTime":546.143,"body":"that's"},{"startTime":546.163,"endTime":546.413,"body":"how"},{"startTime":546.413,"endTime":546.583,"body":"they"},{"startTime":546.583,"endTime":546.743,"body":"look"},{"startTime":546.743,"endTime":546.833,"body":"at"},{"startTime":546.833,"endTime":546.933,"body":"their"},{"startTime":546.933,"endTime":547.343,"body":"business,"},{"startTime":547.373,"endTime":547.623,"body":"that's"},{"startTime":547.623,"endTime":547.713,"body":"the"},{"startTime":547.713,"endTime":547.883,"body":"most"},{"startTime":547.883,"endTime":548.193,"body":"important"},{"startTime":548.203,"endTime":548.553,"body":"metric."},{"startTime":549.098,"endTime":549.258,"body":"And"},{"startTime":549.258,"endTime":549.488,"body":"so"},{"startTime":549.488,"endTime":549.658,"body":"the"},{"startTime":549.658,"endTime":549.958,"body":"data"},{"startTime":549.958,"endTime":550.438,"body":"model"},{"startTime":550.498,"endTime":550.648,"body":"and"},{"startTime":550.648,"endTime":550.698,"body":"the"},{"startTime":550.698,"endTime":551.298,"body":"analytics"},{"startTime":551.318,"endTime":551.838,"body":"all"},{"startTime":551.878,"endTime":552.318,"body":"revolve"},{"startTime":552.318,"endTime":552.568,"body":"around"},{"startTime":552.568,"endTime":552.868,"body":"that."},{"startTime":553.348,"endTime":553.528,"body":"There's"},{"startTime":553.528,"endTime":553.608,"body":"an"},{"startTime":553.608,"endTime":553.908,"body":"element"},{"startTime":553.908,"endTime":554.008,"body":"of"},{"startTime":554.008,"endTime":554.278,"body":"that"},{"startTime":554.298,"endTime":554.848,"body":"here,"},{"startTime":555.198,"endTime":555.358,"body":"but"},{"startTime":555.358,"endTime":555.508,"body":"then"},{"startTime":555.508,"endTime":555.668,"body":"there's"},{"startTime":555.678,"endTime":555.998,"body":"also"},{"startTime":555.998,"endTime":556.058,"body":"an"},{"startTime":556.148,"endTime":556.638,"body":"element"},{"startTime":556.648,"endTime":557.128,"body":"of"},{"startTime":557.468,"endTime":557.918,"body":"delivering"},{"startTime":557.918,"endTime":558.128,"body":"goods"},{"startTime":558.128,"endTime":558.238,"body":"and"},{"startTime":558.238,"endTime":558.918,"body":"services."},{"startTime":559.338,"endTime":559.498,"body":"There's"},{"startTime":559.498,"endTime":559.588,"body":"an"},{"startTime":559.588,"endTime":559.938,"body":"element"},{"startTime":559.978,"endTime":560.288,"body":"within"},{"startTime":560.288,"endTime":560.388,"body":"the"},{"startTime":560.388,"endTime":560.658,"body":"event"},{"startTime":560.658,"endTime":561.028,"body":"space"},{"startTime":561.028,"endTime":561.148,"body":"of"},{"startTime":561.148,"endTime":561.608,"body":"having"},{"startTime":561.648,"endTime":561.878,"body":"to"},{"startTime":561.888,"endTime":562.448,"body":"manage"},{"startTime":562.448,"endTime":562.868,"body":"this"},{"startTime":563.218,"endTime":563.918,"body":"unusual"},{"startTime":563.928,"endTime":564.118,"body":"sort"},{"startTime":564.118,"endTime":564.228,"body":"of"},{"startTime":564.228,"endTime":564.558,"body":"sales"},{"startTime":564.558,"endTime":564.978,"body":"cycle"},{"startTime":565.168,"endTime":565.658,"body":"and"},{"startTime":565.678,"endTime":565.988,"body":"trying"},{"startTime":565.988,"endTime":566.128,"body":"to"},{"startTime":566.128,"endTime":566.378,"body":"hit"},{"startTime":566.578,"endTime":566.828,"body":"your"},{"startTime":566.848,"endTime":567.428,"body":"targets"},{"startTime":567.708,"endTime":567.838,"body":"and"},{"startTime":567.838,"endTime":568.208,"body":"predict"},{"startTime":568.208,"endTime":568.308,"body":"where"},{"startTime":568.308,"endTime":568.458,"body":"you're"},{"startTime":568.458,"endTime":568.668,"body":"going"},{"startTime":568.668,"endTime":568.758,"body":"to"},{"startTime":568.758,"endTime":569.188,"body":"land."},{"startTime":569.348,"endTime":569.598,"body":"And"},{"startTime":569.598,"endTime":570.048,"body":"so"},{"startTime":570.278,"endTime":570.498,"body":"each"},{"startTime":570.498,"endTime":570.628,"body":"one"},{"startTime":570.628,"endTime":570.708,"body":"of"},{"startTime":570.708,"endTime":570.878,"body":"those"},{"startTime":570.878,"endTime":571.778,"body":"independently."},{"startTime":572.338,"endTime":572.638,"body":"It"},{"startTime":572.708,"endTime":573.178,"body":"is"},{"startTime":573.708,"endTime":574.238,"body":"typically"},{"startTime":574.238,"endTime":574.528,"body":"within"},{"startTime":574.528,"endTime":574.688,"body":"our"},{"startTime":574.688,"endTime":575.188,"body":"experience,"},{"startTime":575.268,"endTime":575.348,"body":"a"},{"startTime":575.348,"endTime":575.578,"body":"single"},{"startTime":575.578,"endTime":575.998,"body":"project,"},{"startTime":575.998,"endTime":576.118,"body":"so"},{"startTime":576.118,"endTime":576.188,"body":"to"},{"startTime":576.188,"endTime":576.418,"body":"speak,"},{"startTime":576.418,"endTime":576.508,"body":"to"},{"startTime":576.508,"endTime":576.838,"body":"develop"},{"startTime":576.838,"endTime":576.878,"body":"a"},{"startTime":576.878,"endTime":577.128,"body":"single"},{"startTime":577.128,"endTime":577.338,"body":"source"},{"startTime":577.338,"endTime":577.448,"body":"of"},{"startTime":577.448,"endTime":577.698,"body":"truth."},{"startTime":578.198,"endTime":578.368,"body":"It's"},{"startTime":578.388,"endTime":578.788,"body":"a,"},{"startTime":579.068,"endTime":579.248,"body":"as"},{"startTime":579.248,"endTime":579.338,"body":"I"},{"startTime":579.338,"endTime":579.688,"body":"mentioned,"},{"startTime":579.688,"endTime":579.808,"body":"it's"},{"startTime":579.818,"endTime":579.898,"body":"a"},{"startTime":579.898,"endTime":580.158,"body":"certain"},{"startTime":580.168,"endTime":580.438,"body":"data"},{"startTime":580.438,"endTime":580.658,"body":"model."},{"startTime":580.658,"endTime":580.728,"body":"It's"},{"startTime":580.728,"endTime":580.788,"body":"a"},{"startTime":580.788,"endTime":581.098,"body":"certain"},{"startTime":581.098,"endTime":581.448,"body":"system"},{"startTime":581.448,"endTime":581.608,"body":"that"},{"startTime":581.648,"endTime":581.838,"body":"they're"},{"startTime":582.258,"endTime":582.588,"body":"inputting"},{"startTime":582.618,"endTime":582.708,"body":"the"},{"startTime":582.708,"endTime":582.938,"body":"data"},{"startTime":582.938,"endTime":583.368,"body":"into,"},{"startTime":583.728,"endTime":583.908,"body":"but"},{"startTime":583.908,"endTime":584.328,"body":"here"},{"startTime":584.358,"endTime":584.498,"body":"you"},{"startTime":584.498,"endTime":584.828,"body":"have"},{"startTime":584.998,"endTime":585.238,"body":"all"},{"startTime":585.238,"endTime":585.288,"body":"of"},{"startTime":585.288,"endTime":585.448,"body":"them"},{"startTime":585.448,"endTime":585.958,"body":"combined,"},{"startTime":585.988,"endTime":586.248,"body":"all"},{"startTime":586.248,"endTime":586.308,"body":"of"},{"startTime":586.308,"endTime":586.578,"body":"them"},{"startTime":586.698,"endTime":586.898,"body":"at"},{"startTime":586.898,"endTime":587.308,"body":"once,"},{"startTime":587.588,"endTime":587.798,"body":"and"},{"startTime":587.798,"endTime":587.938,"body":"so"},{"startTime":587.938,"endTime":588.138,"body":"there's"},{"startTime":588.138,"endTime":588.218,"body":"a"},{"startTime":588.218,"endTime":588.798,"body":"real"},{"startTime":588.918,"endTime":589.318,"body":"level"},{"startTime":589.318,"endTime":589.548,"body":"of"},{"startTime":589.888,"endTime":590.338,"body":"additional"},{"startTime":590.348,"endTime":591.118,"body":"complexity"},{"startTime":591.358,"endTime":591.548,"body":"if"},{"startTime":591.548,"endTime":591.668,"body":"you"},{"startTime":591.668,"endTime":591.828,"body":"want"},{"startTime":591.828,"endTime":591.878,"body":"to"},{"startTime":591.878,"endTime":592.028,"body":"get"},{"startTime":592.028,"endTime":592.128,"body":"the"},{"startTime":592.128,"endTime":592.348,"body":"full"},{"startTime":592.368,"endTime":592.738,"body":"picture"},{"startTime":592.738,"endTime":592.918,"body":"on"},{"startTime":592.928,"endTime":593.028,"body":"the"},{"startTime":593.028,"endTime":593.368,"body":"entire"},{"startTime":593.368,"endTime":593.858,"body":"business."},{"startTime":594.318,"endTime":594.588,"body":"Not"},{"startTime":594.588,"endTime":595.408,"body":"necessarily"},{"startTime":595.968,"endTime":596.428,"body":"important"},{"startTime":596.438,"endTime":596.558,"body":"to"},{"startTime":596.568,"endTime":596.738,"body":"go"},{"startTime":596.738,"endTime":597.038,"body":"about"},{"startTime":597.038,"endTime":597.178,"body":"it"},{"startTime":597.178,"endTime":597.598,"body":"from"},{"startTime":597.718,"endTime":597.868,"body":"the"},{"startTime":597.878,"endTime":598.288,"body":"start"},{"startTime":598.298,"endTime":598.428,"body":"to"},{"startTime":598.428,"endTime":598.738,"body":"say,"},{"startTime":598.738,"endTime":598.858,"body":"you"},{"startTime":598.858,"endTime":598.988,"body":"know,"},{"startTime":598.988,"endTime":599.098,"body":"we're"},{"startTime":599.098,"endTime":599.138,"body":"going"},{"startTime":599.138,"endTime":599.218,"body":"to"},{"startTime":599.328,"endTime":599.688,"body":"tackle"},{"startTime":599.688,"endTime":599.748,"body":"it"},{"startTime":599.748,"endTime":599.898,"body":"all"},{"startTime":599.898,"endTime":600.008,"body":"at"},{"startTime":600.008,"endTime":600.328,"body":"once."},{"startTime":601.343,"endTime":601.483,"body":"You"},{"startTime":601.483,"endTime":601.603,"body":"know,"},{"startTime":601.603,"endTime":601.693,"body":"if"},{"startTime":601.703,"endTime":601.813,"body":"you"},{"startTime":601.813,"endTime":601.973,"body":"do"},{"startTime":601.973,"endTime":602.123,"body":"want"},{"startTime":602.123,"endTime":602.173,"body":"to"},{"startTime":602.173,"endTime":602.303,"body":"get"},{"startTime":602.303,"endTime":602.383,"body":"the"},{"startTime":602.383,"endTime":602.583,"body":"full"},{"startTime":602.583,"endTime":603.063,"body":"picture,"},{"startTime":603.493,"endTime":603.673,"body":"there"},{"startTime":603.673,"endTime":603.703,"body":"are"},{"startTime":603.703,"endTime":603.763,"body":"a"},{"startTime":603.763,"endTime":603.993,"body":"lot"},{"startTime":603.993,"endTime":604.153,"body":"more"},{"startTime":604.153,"endTime":604.673,"body":"variables"},{"startTime":604.673,"endTime":604.863,"body":"than"},{"startTime":604.863,"endTime":605.003,"body":"you"},{"startTime":605.003,"endTime":605.083,"body":"would"},{"startTime":605.093,"endTime":605.493,"body":"usually"},{"startTime":605.493,"endTime":605.713,"body":"see"},{"startTime":605.713,"endTime":605.873,"body":"with"},{"startTime":605.923,"endTime":606.203,"body":"a"},{"startTime":606.593,"endTime":606.833,"body":"more"},{"startTime":606.833,"endTime":607.383,"body":"simplified"},{"startTime":607.383,"endTime":607.663,"body":"business"},{"startTime":607.663,"endTime":607.953,"body":"model."},{"startTime":608.153,"endTime":608.873,"body":"Absolutely."},{"startTime":608.893,"endTime":609.143,"body":"And"},{"startTime":609.153,"endTime":609.333,"body":"I"},{"startTime":609.353,"endTime":609.613,"body":"think,"},{"startTime":609.613,"endTime":609.703,"body":"you"},{"startTime":609.703,"endTime":609.843,"body":"know,"},{"startTime":609.843,"endTime":610.033,"body":"from"},{"startTime":610.033,"endTime":610.133,"body":"the"},{"startTime":610.133,"endTime":610.623,"body":"finance"},{"startTime":610.633,"endTime":611.113,"body":"side,"},{"startTime":611.693,"endTime":612.133,"body":"it's"},{"startTime":612.233,"endTime":612.553,"body":"very"},{"startTime":612.553,"endTime":613.303,"body":"complicated"},{"startTime":613.353,"endTime":613.513,"body":"and"},{"startTime":613.533,"endTime":613.683,"body":"you"},{"startTime":613.723,"endTime":614.043,"body":"touched"},{"startTime":614.043,"endTime":614.213,"body":"on"},{"startTime":614.213,"endTime":614.413,"body":"it,"},{"startTime":614.443,"endTime":614.653,"body":"which"},{"startTime":614.663,"endTime":614.763,"body":"I"},{"startTime":614.763,"endTime":614.983,"body":"bring"},{"startTime":614.983,"endTime":615.093,"body":"up"},{"startTime":615.093,"endTime":615.293,"body":"here"},{"startTime":615.293,"endTime":615.513,"body":"under"},{"startTime":615.513,"endTime":615.613,"body":"the"},{"startTime":615.653,"endTime":615.953,"body":"business"},{"startTime":615.953,"endTime":616.273,"body":"model,"},{"startTime":616.273,"endTime":616.343,"body":"a"},{"startTime":616.343,"endTime":616.503,"body":"lot"},{"startTime":616.503,"endTime":616.603,"body":"of"},{"startTime":616.603,"endTime":616.783,"body":"these"},{"startTime":616.843,"endTime":617.213,"body":"business"},{"startTime":617.213,"endTime":617.633,"body":"models"},{"startTime":617.633,"endTime":617.713,"body":"are"},{"startTime":617.713,"endTime":618.133,"body":"now."},{"startTime":618.528,"endTime":618.858,"body":"under"},{"startTime":618.858,"endTime":619.568,"body":"pressure"},{"startTime":619.568,"endTime":619.828,"body":"or"},{"startTime":619.828,"endTime":620.088,"body":"see"},{"startTime":620.088,"endTime":620.218,"body":"the"},{"startTime":620.218,"endTime":621.098,"body":"opportunity"},{"startTime":621.108,"endTime":621.498,"body":"to"},{"startTime":621.518,"endTime":621.698,"body":"move"},{"startTime":621.698,"endTime":621.928,"body":"into"},{"startTime":621.928,"endTime":622.238,"body":"data"},{"startTime":622.238,"endTime":623.378,"body":"monetization"},{"startTime":623.378,"endTime":623.608,"body":"and"},{"startTime":623.618,"endTime":623.858,"body":"move"},{"startTime":623.858,"endTime":624.088,"body":"into"},{"startTime":624.088,"endTime":624.268,"body":"that"},{"startTime":624.268,"endTime":624.908,"body":"recurring"},{"startTime":625.048,"endTime":625.738,"body":"predictable"},{"startTime":625.748,"endTime":626.188,"body":"revenue"},{"startTime":626.188,"endTime":626.628,"body":"stream"},{"startTime":626.628,"endTime":627.328,"body":"strategy."},{"startTime":627.388,"endTime":627.558,"body":"So"},{"startTime":627.558,"endTime":627.758,"body":"you'll"},{"startTime":627.758,"endTime":628.018,"body":"have"},{"startTime":628.018,"endTime":628.138,"body":"an"},{"startTime":628.148,"endTime":628.548,"body":"old"},{"startTime":628.618,"endTime":629.108,"body":"business"},{"startTime":629.108,"endTime":629.548,"body":"model"},{"startTime":629.568,"endTime":629.928,"body":"going"},{"startTime":629.928,"endTime":630.208,"body":"on"},{"startTime":630.218,"endTime":630.338,"body":"the"},{"startTime":630.338,"endTime":631.188,"body":"advertising,"},{"startTime":631.188,"endTime":631.278,"body":"the"},{"startTime":631.278,"endTime":631.538,"body":"lead"},{"startTime":631.538,"endTime":632.008,"body":"gen,"},{"startTime":632.018,"endTime":632.318,"body":"the"},{"startTime":632.328,"endTime":633.188,"body":"sponsorship"},{"startTime":633.528,"endTime":633.798,"body":"in"},{"startTime":633.798,"endTime":634.198,"body":"sync"},{"startTime":634.198,"endTime":634.488,"body":"with"},{"startTime":634.508,"endTime":634.948,"body":"new."},{"startTime":635.403,"endTime":635.753,"body":"Types"},{"startTime":635.773,"endTime":636.103,"body":"of"},{"startTime":636.233,"endTime":636.663,"body":"business"},{"startTime":636.663,"endTime":637.063,"body":"model,"},{"startTime":637.073,"endTime":637.163,"body":"the"},{"startTime":637.163,"endTime":637.573,"body":"recurring"},{"startTime":637.573,"endTime":638.153,"body":"revenue."},{"startTime":638.403,"endTime":638.613,"body":"And"},{"startTime":638.613,"endTime":638.963,"body":"so"},{"startTime":638.993,"endTime":639.183,"body":"you're"},{"startTime":639.183,"endTime":639.563,"body":"actually"},{"startTime":639.563,"endTime":639.793,"body":"now"},{"startTime":639.793,"endTime":640.393,"body":"dealing"},{"startTime":640.393,"endTime":640.733,"body":"with"},{"startTime":640.903,"endTime":641.173,"body":"all"},{"startTime":641.173,"endTime":641.453,"body":"different"},{"startTime":641.453,"endTime":641.673,"body":"types"},{"startTime":641.673,"endTime":641.813,"body":"of"},{"startTime":641.813,"endTime":642.163,"body":"revenue"},{"startTime":642.163,"endTime":643.123,"body":"recognition,"},{"startTime":643.283,"endTime":643.883,"body":"waterfall"},{"startTime":643.883,"endTime":644.983,"body":"forecasting."},{"startTime":645.173,"endTime":645.313,"body":"The"},{"startTime":645.313,"endTime":645.723,"body":"levers"},{"startTime":645.723,"endTime":645.833,"body":"are"},{"startTime":645.833,"endTime":646.193,"body":"different"},{"startTime":646.193,"endTime":646.283,"body":"in"},{"startTime":646.283,"endTime":646.603,"body":"terms"},{"startTime":646.603,"endTime":646.903,"body":"of"},{"startTime":646.913,"endTime":647.403,"body":"driving"},{"startTime":647.403,"endTime":647.513,"body":"the"},{"startTime":647.513,"endTime":647.923,"body":"predictive"},{"startTime":647.923,"endTime":648.623,"body":"analytics."},{"startTime":648.963,"endTime":649.583,"body":"So"},{"startTime":649.803,"endTime":650.233,"body":"again,"},{"startTime":650.243,"endTime":650.493,"body":"it's"},{"startTime":650.493,"endTime":651.303,"body":"complex."},{"startTime":652.253,"endTime":652.363,"body":"I"},{"startTime":652.363,"endTime":652.463,"body":"think"},{"startTime":652.523,"endTime":652.693,"body":"what"},{"startTime":652.693,"endTime":652.883,"body":"that"},{"startTime":652.883,"endTime":653.193,"body":"means"},{"startTime":653.193,"endTime":653.433,"body":"too,"},{"startTime":653.433,"endTime":653.583,"body":"is"},{"startTime":653.593,"endTime":653.773,"body":"that"},{"startTime":653.783,"endTime":653.803,"body":"if"},{"startTime":653.823,"endTime":653.953,"body":"you"},{"startTime":653.953,"endTime":654.333,"body":"have"},{"startTime":654.373,"endTime":654.553,"body":"the"},{"startTime":654.553,"endTime":654.993,"body":"ability"},{"startTime":654.993,"endTime":655.063,"body":"to"},{"startTime":655.143,"endTime":655.303,"body":"put"},{"startTime":655.303,"endTime":655.503,"body":"this"},{"startTime":655.503,"endTime":656.018,"body":"together."},{"startTime":656.298,"endTime":656.528,"body":"And"},{"startTime":656.588,"endTime":657.048,"body":"achieve"},{"startTime":657.058,"endTime":657.238,"body":"that"},{"startTime":657.238,"endTime":657.498,"body":"single"},{"startTime":657.498,"endTime":657.688,"body":"source"},{"startTime":657.688,"endTime":657.818,"body":"of"},{"startTime":657.818,"endTime":658.068,"body":"truth"},{"startTime":658.118,"endTime":658.148,"body":"and"},{"startTime":658.148,"endTime":658.218,"body":"you"},{"startTime":658.218,"endTime":658.378,"body":"can"},{"startTime":658.378,"endTime":658.658,"body":"really"},{"startTime":658.658,"endTime":659.378,"body":"differentiate"},{"startTime":659.898,"endTime":660.058,"body":"or"},{"startTime":660.058,"endTime":660.118,"body":"at"},{"startTime":660.118,"endTime":660.318,"body":"least"},{"startTime":660.318,"endTime":660.468,"body":"use"},{"startTime":660.468,"endTime":660.518,"body":"it"},{"startTime":660.518,"endTime":660.668,"body":"as"},{"startTime":660.668,"endTime":660.738,"body":"a"},{"startTime":660.738,"endTime":661.288,"body":"competitive"},{"startTime":661.288,"endTime":661.868,"body":"advantage"},{"startTime":662.038,"endTime":662.258,"body":"within"},{"startTime":662.258,"endTime":662.378,"body":"your"},{"startTime":662.378,"endTime":662.678,"body":"market."},{"startTime":663.608,"endTime":663.928,"body":"I"},{"startTime":664.338,"endTime":664.528,"body":"100"},{"startTime":664.528,"endTime":664.868,"body":"percent"},{"startTime":664.868,"endTime":665.238,"body":"agree."},{"startTime":665.278,"endTime":665.538,"body":"One"},{"startTime":665.548,"endTime":665.668,"body":"of"},{"startTime":665.668,"endTime":665.718,"body":"the"},{"startTime":665.718,"endTime":665.978,"body":"things"},{"startTime":665.978,"endTime":666.108,"body":"I"},{"startTime":666.108,"endTime":666.338,"body":"always"},{"startTime":666.338,"endTime":666.508,"body":"like"},{"startTime":666.518,"endTime":666.598,"body":"to"},{"startTime":666.598,"endTime":666.888,"body":"say"},{"startTime":666.888,"endTime":667.158,"body":"is"},{"startTime":667.248,"endTime":667.428,"body":"if"},{"startTime":667.438,"endTime":667.658,"body":"you"},{"startTime":667.668,"endTime":667.878,"body":"go"},{"startTime":667.888,"endTime":668.208,"body":"down"},{"startTime":668.208,"endTime":668.418,"body":"this"},{"startTime":668.428,"endTime":668.878,"body":"path,"},{"startTime":669.838,"endTime":670.118,"body":"your"},{"startTime":670.118,"endTime":670.588,"body":"sellers"},{"startTime":670.588,"endTime":670.698,"body":"are"},{"startTime":670.698,"endTime":670.818,"body":"going"},{"startTime":670.818,"endTime":670.908,"body":"to"},{"startTime":670.918,"endTime":671.488,"body":"sell"},{"startTime":671.548,"endTime":671.628,"body":"a"},{"startTime":671.628,"endTime":672.028,"body":"thousand"},{"startTime":672.038,"endTime":672.338,"body":"times"},{"startTime":672.338,"endTime":672.668,"body":"better."},{"startTime":672.668,"endTime":672.978,"body":"Your"},{"startTime":673.568,"endTime":673.878,"body":"customer"},{"startTime":673.878,"endTime":674.758,"body":"understanding"},{"startTime":674.768,"endTime":674.918,"body":"is"},{"startTime":674.958,"endTime":675.308,"body":"going"},{"startTime":675.318,"endTime":675.468,"body":"to"},{"startTime":675.488,"endTime":676.268,"body":"skyrocket."},{"startTime":676.278,"endTime":676.478,"body":"You're"},{"startTime":676.478,"endTime":676.578,"body":"going"},{"startTime":676.638,"endTime":676.658,"body":"to"},{"startTime":676.658,"endTime":677.008,"body":"outsell"},{"startTime":677.008,"endTime":677.088,"body":"the"},{"startTime":677.088,"endTime":677.768,"body":"competition"},{"startTime":677.978,"endTime":678.218,"body":"over"},{"startTime":678.218,"endTime":678.328,"body":"and"},{"startTime":678.328,"endTime":678.538,"body":"over"},{"startTime":678.538,"endTime":678.808,"body":"again."},{"startTime":678.858,"endTime":679.208,"body":"It"},{"startTime":679.208,"endTime":679.908,"body":"absolutely"},{"startTime":679.908,"endTime":680.108,"body":"will"},{"startTime":680.108,"endTime":680.228,"body":"be"},{"startTime":680.228,"endTime":680.278,"body":"a"},{"startTime":680.278,"endTime":680.738,"body":"competitive"},{"startTime":680.878,"endTime":681.298,"body":"advantage."},{"startTime":681.573,"endTime":682.393,"body":"100%."},{"startTime":682.723,"endTime":682.943,"body":"This"},{"startTime":683.093,"endTime":683.233,"body":"is"},{"startTime":683.233,"endTime":683.443,"body":"my"},{"startTime":683.443,"endTime":683.803,"body":"view"},{"startTime":683.803,"endTime":684.313,"body":"of,"},{"startTime":684.353,"endTime":684.463,"body":"I"},{"startTime":684.463,"endTime":684.633,"body":"used"},{"startTime":684.633,"endTime":684.713,"body":"to"},{"startTime":684.713,"endTime":685.083,"body":"run"},{"startTime":685.123,"endTime":685.433,"body":"media"},{"startTime":686.103,"endTime":686.333,"body":"and"},{"startTime":686.333,"endTime":686.583,"body":"digital"},{"startTime":686.583,"endTime":687.033,"body":"information"},{"startTime":687.033,"endTime":687.643,"body":"businesses."},{"startTime":687.653,"endTime":687.863,"body":"So"},{"startTime":687.863,"endTime":687.943,"body":"I"},{"startTime":687.943,"endTime":688.123,"body":"would"},{"startTime":688.123,"endTime":688.493,"body":"say"},{"startTime":688.503,"endTime":688.643,"body":"when"},{"startTime":688.643,"endTime":688.713,"body":"I"},{"startTime":688.713,"endTime":688.883,"body":"was"},{"startTime":688.883,"endTime":689.113,"body":"putting"},{"startTime":689.113,"endTime":689.413,"body":"together"},{"startTime":689.413,"endTime":689.653,"body":"those"},{"startTime":689.683,"endTime":690.003,"body":"awful"},{"startTime":690.003,"endTime":690.533,"body":"spreadsheets"},{"startTime":690.533,"endTime":690.733,"body":"every"},{"startTime":690.733,"endTime":690.943,"body":"month"},{"startTime":690.943,"endTime":691.063,"body":"for"},{"startTime":691.063,"endTime":691.233,"body":"my"},{"startTime":691.233,"endTime":691.513,"body":"board"},{"startTime":691.513,"endTime":691.993,"body":"meetings,"},{"startTime":692.063,"endTime":692.323,"body":"I"},{"startTime":692.323,"endTime":692.563,"body":"would"},{"startTime":692.603,"endTime":692.813,"body":"do"},{"startTime":692.813,"endTime":692.993,"body":"my"},{"startTime":692.993,"endTime":693.423,"body":"best"},{"startTime":693.433,"endTime":693.593,"body":"to"},{"startTime":693.593,"endTime":693.833,"body":"pull"},{"startTime":693.833,"endTime":694.233,"body":"data"},{"startTime":694.253,"endTime":694.773,"body":"together"},{"startTime":694.783,"endTime":695.033,"body":"from"},{"startTime":695.323,"endTime":695.613,"body":"some"},{"startTime":695.613,"endTime":695.743,"body":"of"},{"startTime":695.763,"endTime":695.983,"body":"these"},{"startTime":695.993,"endTime":696.603,"body":"areas"},{"startTime":696.613,"endTime":696.813,"body":"that"},{"startTime":696.923,"endTime":697.263,"body":"where"},{"startTime":697.263,"endTime":697.283,"body":"it"},{"startTime":697.283,"endTime":697.413,"body":"was"},{"startTime":697.423,"endTime":697.923,"body":"possible"},{"startTime":697.923,"endTime":698.053,"body":"to"},{"startTime":698.063,"endTime":698.353,"body":"really"},{"startTime":698.353,"endTime":698.733,"body":"try"},{"startTime":698.753,"endTime":698.913,"body":"to"},{"startTime":698.923,"endTime":699.403,"body":"give"},{"startTime":699.413,"endTime":699.813,"body":"some"},{"startTime":700.093,"endTime":700.923,"body":"realistic"},{"startTime":700.973,"endTime":701.923,"body":"understanding"},{"startTime":701.963,"endTime":702.353,"body":"of."},{"startTime":703.018,"endTime":703.288,"body":"What"},{"startTime":703.288,"endTime":703.458,"body":"did"},{"startTime":703.458,"endTime":703.608,"body":"we"},{"startTime":703.608,"endTime":704.298,"body":"believe"},{"startTime":704.368,"endTime":704.588,"body":"was"},{"startTime":704.588,"endTime":704.708,"body":"going"},{"startTime":704.708,"endTime":704.748,"body":"to"},{"startTime":704.758,"endTime":705.248,"body":"happen"},{"startTime":705.248,"endTime":705.928,"body":"predictively"},{"startTime":705.948,"endTime":706.118,"body":"with"},{"startTime":706.368,"endTime":706.888,"body":"customer"},{"startTime":706.888,"endTime":707.378,"body":"renewals,"},{"startTime":707.388,"endTime":708.248,"body":"expansion,"},{"startTime":708.298,"endTime":709.068,"body":"upselling,"},{"startTime":709.568,"endTime":709.838,"body":"the"},{"startTime":709.848,"endTime":710.098,"body":"new"},{"startTime":710.098,"endTime":710.458,"body":"business"},{"startTime":710.458,"endTime":711.428,"body":"acquisition?"},{"startTime":711.678,"endTime":711.968,"body":"How"},{"startTime":711.968,"endTime":712.148,"body":"was"},{"startTime":712.148,"endTime":712.458,"body":"that"},{"startTime":712.468,"endTime":712.678,"body":"being"},{"startTime":712.678,"endTime":713.138,"body":"impacted"},{"startTime":713.138,"endTime":713.328,"body":"by"},{"startTime":713.338,"endTime":713.448,"body":"the"},{"startTime":713.448,"endTime":713.908,"body":"marketing"},{"startTime":713.908,"endTime":714.428,"body":"funnel?"},{"startTime":714.588,"endTime":714.848,"body":"How"},{"startTime":714.848,"endTime":715.018,"body":"was"},{"startTime":715.018,"endTime":715.198,"body":"that"},{"startTime":715.198,"endTime":715.408,"body":"being"},{"startTime":715.408,"endTime":715.978,"body":"impacted"},{"startTime":715.978,"endTime":716.538,"body":"by"},{"startTime":716.598,"endTime":717.048,"body":"the"},{"startTime":717.078,"endTime":717.448,"body":"product"},{"startTime":717.448,"endTime":718.078,"body":"delivery?"},{"startTime":718.408,"endTime":718.658,"body":"How"},{"startTime":718.658,"endTime":718.798,"body":"was"},{"startTime":718.798,"endTime":719.098,"body":"that,"},{"startTime":719.118,"endTime":719.248,"body":"or"},{"startTime":719.248,"endTime":719.298,"body":"are"},{"startTime":719.298,"endTime":719.448,"body":"there"},{"startTime":719.448,"endTime":719.848,"body":"trends"},{"startTime":719.848,"endTime":719.978,"body":"that"},{"startTime":719.978,"endTime":720.078,"body":"we"},{"startTime":720.078,"endTime":720.208,"body":"were"},{"startTime":720.208,"endTime":720.528,"body":"seeing"},{"startTime":720.528,"endTime":720.648,"body":"on"},{"startTime":720.648,"endTime":720.768,"body":"our"},{"startTime":720.768,"endTime":721.528,"body":"website"},{"startTime":721.578,"endTime":721.768,"body":"that"},{"startTime":721.808,"endTime":721.908,"body":"were"},{"startTime":721.908,"endTime":722.568,"body":"happening"},{"startTime":722.578,"endTime":722.788,"body":"that"},{"startTime":722.788,"endTime":722.978,"body":"would"},{"startTime":722.978,"endTime":723.248,"body":"show"},{"startTime":723.268,"endTime":723.458,"body":"up"},{"startTime":723.458,"endTime":723.538,"body":"or"},{"startTime":723.538,"endTime":723.788,"body":"down"},{"startTime":723.788,"endTime":724.348,"body":"movement?"},{"startTime":724.358,"endTime":724.458,"body":"You"},{"startTime":724.458,"endTime":724.548,"body":"know,"},{"startTime":724.558,"endTime":724.668,"body":"we"},{"startTime":724.668,"endTime":724.988,"body":"talked"},{"startTime":724.988,"endTime":725.018,"body":"a"},{"startTime":725.018,"endTime":725.058,"body":"lot,"},{"startTime":725.108,"endTime":725.188,"body":"we"},{"startTime":725.188,"endTime":725.308,"body":"were"},{"startTime":725.308,"endTime":725.448,"body":"in"},{"startTime":725.448,"endTime":725.538,"body":"the"},{"startTime":725.538,"endTime":726.368,"body":"manufacturing"},{"startTime":726.368,"endTime":726.588,"body":"and"},{"startTime":726.598,"endTime":726.698,"body":"the"},{"startTime":726.698,"endTime":727.078,"body":"tech"},{"startTime":727.378,"endTime":727.838,"body":"connecting"},{"startTime":727.838,"endTime":728.108,"body":"tech"},{"startTime":728.118,"endTime":728.308,"body":"with"},{"startTime":728.308,"endTime":729.198,"body":"manufacturing."},{"startTime":729.528,"endTime":730.048,"body":"So."},{"startTime":730.843,"endTime":731.153,"body":"This"},{"startTime":731.163,"endTime":731.623,"body":"is"},{"startTime":731.693,"endTime":731.813,"body":"the"},{"startTime":731.813,"endTime":732.053,"body":"whole"},{"startTime":732.053,"endTime":732.433,"body":"event"},{"startTime":732.443,"endTime":733.033,"body":"side,"},{"startTime":733.103,"endTime":733.313,"body":"but"},{"startTime":733.363,"endTime":733.603,"body":"there's"},{"startTime":733.603,"endTime":733.673,"body":"a"},{"startTime":733.673,"endTime":733.883,"body":"lot"},{"startTime":733.883,"endTime":734.033,"body":"of"},{"startTime":734.033,"endTime":734.383,"body":"data"},{"startTime":734.383,"endTime":734.753,"body":"sitting"},{"startTime":734.753,"endTime":735.353,"body":"around"},{"startTime":735.593,"endTime":735.773,"body":"and"},{"startTime":735.773,"endTime":735.853,"body":"the"},{"startTime":735.853,"endTime":736.253,"body":"larger"},{"startTime":736.253,"endTime":736.463,"body":"you"},{"startTime":736.463,"endTime":736.903,"body":"are"},{"startTime":737.073,"endTime":737.263,"body":"and"},{"startTime":737.263,"endTime":737.333,"body":"the"},{"startTime":737.333,"endTime":737.743,"body":"more"},{"startTime":737.773,"endTime":738.593,"body":"portfolios"},{"startTime":738.593,"endTime":738.773,"body":"and"},{"startTime":738.773,"endTime":739.153,"body":"brands"},{"startTime":739.153,"endTime":739.283,"body":"you"},{"startTime":739.283,"endTime":739.723,"body":"have"},{"startTime":740.183,"endTime":740.303,"body":"and"},{"startTime":740.303,"endTime":740.373,"body":"the"},{"startTime":740.373,"endTime":740.623,"body":"more"},{"startTime":740.643,"endTime":741.303,"body":"businesses"},{"startTime":741.303,"endTime":741.493,"body":"you've"},{"startTime":741.493,"endTime":742.173,"body":"acquired,"},{"startTime":742.273,"endTime":742.483,"body":"this"},{"startTime":742.493,"endTime":742.723,"body":"is"},{"startTime":742.953,"endTime":743.163,"body":"this"},{"startTime":743.163,"endTime":743.823,"body":"ecosystem,"},{"startTime":743.823,"endTime":743.993,"body":"this."},{"startTime":744.378,"endTime":744.748,"body":"Data"},{"startTime":744.788,"endTime":745.418,"body":"ecosystem"},{"startTime":745.428,"endTime":745.598,"body":"on"},{"startTime":745.598,"endTime":745.708,"body":"the"},{"startTime":745.708,"endTime":746.068,"body":"revenue"},{"startTime":746.068,"endTime":746.498,"body":"side"},{"startTime":746.508,"endTime":746.788,"body":"gets"},{"startTime":746.788,"endTime":747.158,"body":"quite"},{"startTime":747.478,"endTime":748.158,"body":"significant."},{"startTime":748.158,"endTime":748.338,"body":"But"},{"startTime":748.348,"endTime":748.458,"body":"the"},{"startTime":748.458,"endTime":748.648,"body":"good"},{"startTime":748.648,"endTime":748.868,"body":"news"},{"startTime":748.868,"endTime":749.018,"body":"is"},{"startTime":749.028,"endTime":749.168,"body":"you"},{"startTime":749.168,"endTime":749.418,"body":"don't"},{"startTime":749.428,"endTime":749.598,"body":"have"},{"startTime":749.598,"endTime":749.698,"body":"to"},{"startTime":749.698,"endTime":750.038,"body":"include"},{"startTime":750.038,"endTime":750.448,"body":"everything."},{"startTime":750.968,"endTime":751.178,"body":"It's"},{"startTime":751.178,"endTime":751.488,"body":"really"},{"startTime":751.488,"endTime":752.198,"body":"important"},{"startTime":752.208,"endTime":752.478,"body":"to"},{"startTime":752.598,"endTime":752.978,"body":"look"},{"startTime":752.978,"endTime":753.108,"body":"at"},{"startTime":753.108,"endTime":753.208,"body":"the"},{"startTime":753.208,"endTime":753.568,"body":"data"},{"startTime":753.568,"endTime":753.808,"body":"that's"},{"startTime":753.828,"endTime":754.468,"body":"meaningful,"},{"startTime":754.468,"endTime":754.568,"body":"and"},{"startTime":754.568,"endTime":754.648,"body":"we'll"},{"startTime":754.648,"endTime":754.918,"body":"talk"},{"startTime":754.928,"endTime":755.198,"body":"about"},{"startTime":755.198,"endTime":755.398,"body":"that"},{"startTime":755.398,"endTime":755.868,"body":"later,"},{"startTime":756.248,"endTime":756.978,"body":"and"},{"startTime":757.028,"endTime":757.258,"body":"do"},{"startTime":757.258,"endTime":757.608,"body":"not"},{"startTime":757.608,"endTime":757.968,"body":"include"},{"startTime":757.978,"endTime":758.258,"body":"data"},{"startTime":758.258,"endTime":758.408,"body":"you"},{"startTime":758.408,"endTime":758.658,"body":"don't"},{"startTime":758.658,"endTime":759.088,"body":"need."},{"startTime":759.338,"endTime":759.638,"body":"Someone"},{"startTime":759.638,"endTime":759.768,"body":"may"},{"startTime":759.768,"endTime":759.908,"body":"say,"},{"startTime":759.908,"endTime":760.168,"body":"well,"},{"startTime":760.348,"endTime":760.518,"body":"you're"},{"startTime":760.518,"endTime":760.798,"body":"putting"},{"startTime":760.808,"endTime":761.388,"body":"HR"},{"startTime":761.388,"endTime":761.468,"body":"on"},{"startTime":761.468,"endTime":761.818,"body":"there,"},{"startTime":761.828,"endTime":762.158,"body":"but"},{"startTime":762.198,"endTime":762.388,"body":"we"},{"startTime":762.388,"endTime":762.568,"body":"need"},{"startTime":762.568,"endTime":762.638,"body":"to"},{"startTime":762.638,"endTime":762.798,"body":"know"},{"startTime":762.798,"endTime":763.488,"body":"headcount"},{"startTime":763.548,"endTime":764.388,"body":"and"},{"startTime":764.568,"endTime":765.188,"body":"payroll"},{"startTime":765.188,"endTime":765.338,"body":"and"},{"startTime":765.338,"endTime":765.568,"body":"things"},{"startTime":765.568,"endTime":765.698,"body":"like"},{"startTime":765.698,"endTime":765.858,"body":"that."},{"startTime":765.868,"endTime":766.398,"body":"Finance"},{"startTime":766.398,"endTime":766.688,"body":"has"},{"startTime":766.688,"endTime":766.898,"body":"that"},{"startTime":766.968,"endTime":767.138,"body":"on"},{"startTime":767.138,"endTime":767.368,"body":"their"},{"startTime":767.368,"endTime":767.838,"body":"side."},{"startTime":768.208,"endTime":768.408,"body":"Right."},{"startTime":768.418,"endTime":768.738,"body":"Chad,"},{"startTime":768.808,"endTime":769.008,"body":"you,"},{"startTime":769.008,"endTime":769.168,"body":"and"},{"startTime":769.168,"endTime":769.208,"body":"you"},{"startTime":769.208,"endTime":769.298,"body":"have"},{"startTime":769.298,"endTime":769.358,"body":"a"},{"startTime":769.358,"endTime":769.618,"body":"strong"},{"startTime":769.618,"endTime":769.978,"body":"opinion"},{"startTime":769.978,"endTime":770.258,"body":"about"},{"startTime":770.258,"endTime":770.498,"body":"this."},{"startTime":770.768,"endTime":770.978,"body":"Yeah,"},{"startTime":771.018,"endTime":771.098,"body":"I"},{"startTime":771.098,"endTime":771.278,"body":"do"},{"startTime":771.278,"endTime":771.528,"body":"think"},{"startTime":771.528,"endTime":771.698,"body":"it's"},{"startTime":771.698,"endTime":771.878,"body":"just"},{"startTime":771.878,"endTime":771.958,"body":"as"},{"startTime":771.958,"endTime":772.248,"body":"important"},{"startTime":772.258,"endTime":772.338,"body":"to"},{"startTime":772.348,"endTime":772.718,"body":"consider"},{"startTime":772.718,"endTime":772.898,"body":"what"},{"startTime":772.898,"endTime":773.098,"body":"not"},{"startTime":773.098,"endTime":773.198,"body":"to"},{"startTime":773.198,"endTime":773.358,"body":"put"},{"startTime":773.358,"endTime":773.598,"body":"in,"},{"startTime":773.628,"endTime":773.818,"body":"what"},{"startTime":773.818,"endTime":774.048,"body":"not"},{"startTime":774.048,"endTime":774.138,"body":"to"},{"startTime":774.138,"endTime":774.688,"body":"include"},{"startTime":774.768,"endTime":775.008,"body":"in"},{"startTime":775.368,"endTime":775.468,"body":"the"},{"startTime":775.468,"endTime":775.738,"body":"single"},{"startTime":775.738,"endTime":775.958,"body":"source"},{"startTime":775.958,"endTime":776.068,"body":"of"},{"startTime":776.068,"endTime":776.308,"body":"truth."},{"startTime":776.338,"endTime":776.408,"body":"I"},{"startTime":776.408,"endTime":776.598,"body":"think"},{"startTime":776.598,"endTime":776.778,"body":"there's"},{"startTime":776.778,"endTime":776.848,"body":"a"},{"startTime":776.848,"endTime":777.138,"body":"lot"},{"startTime":777.148,"endTime":777.278,"body":"that"},{"startTime":777.278,"endTime":777.408,"body":"we"},{"startTime":777.408,"endTime":777.708,"body":"have"},{"startTime":777.718,"endTime":778.198,"body":"here."},{"startTime":778.638,"endTime":778.828,"body":"And"},{"startTime":778.828,"endTime":778.848,"body":"the"},{"startTime":778.848,"endTime":779.248,"body":"important"},{"startTime":779.248,"endTime":779.478,"body":"point"},{"startTime":779.478,"endTime":779.558,"body":"to"},{"startTime":779.558,"endTime":779.858,"body":"note"},{"startTime":779.858,"endTime":779.988,"body":"is"},{"startTime":780.018,"endTime":780.128,"body":"if"},{"startTime":780.128,"endTime":780.318,"body":"you"},{"startTime":780.328,"endTime":780.568,"body":"had"},{"startTime":780.578,"endTime":780.828,"body":"all"},{"startTime":780.828,"endTime":780.898,"body":"of"},{"startTime":780.898,"endTime":781.048,"body":"this"},{"startTime":781.068,"endTime":781.598,"body":"combined"},{"startTime":781.598,"endTime":781.678,"body":"and"},{"startTime":782.068,"endTime":782.288,"body":"you"},{"startTime":782.298,"endTime":782.538,"body":"had"},{"startTime":782.538,"endTime":782.708,"body":"all"},{"startTime":782.718,"endTime":782.888,"body":"these"},{"startTime":782.888,"endTime":783.368,"body":"sources,"},{"startTime":783.368,"endTime":783.488,"body":"you"},{"startTime":783.488,"endTime":783.638,"body":"would"},{"startTime":783.648,"endTime":784.118,"body":"be"},{"startTime":784.628,"endTime":784.878,"body":"in"},{"startTime":784.878,"endTime":785.288,"body":"really"},{"startTime":785.298,"endTime":785.558,"body":"great"},{"startTime":785.558,"endTime":785.978,"body":"shape"},{"startTime":786.788,"endTime":786.858,"body":"to"},{"startTime":786.868,"endTime":787.178,"body":"get"},{"startTime":787.178,"endTime":787.618,"body":"there."},{"startTime":787.648,"endTime":787.788,"body":"You"},{"startTime":787.788,"endTime":787.998,"body":"don't"},{"startTime":787.998,"endTime":788.108,"body":"want"},{"startTime":788.108,"endTime":788.178,"body":"to"},{"startTime":788.178,"endTime":788.568,"body":"tackle"},{"startTime":788.568,"endTime":788.668,"body":"them"},{"startTime":788.668,"endTime":788.818,"body":"all"},{"startTime":788.818,"endTime":788.928,"body":"at"},{"startTime":788.928,"endTime":789.158,"body":"once."},{"startTime":789.158,"endTime":789.188,"body":"And"},{"startTime":789.198,"endTime":789.348,"body":"you"},{"startTime":789.358,"endTime":789.598,"body":"really"},{"startTime":789.608,"endTime":789.898,"body":"shouldn't,"},{"startTime":789.908,"endTime":789.938,"body":"but"},{"startTime":790.088,"endTime":790.268,"body":"we'll"},{"startTime":790.268,"endTime":790.428,"body":"get"},{"startTime":790.428,"endTime":790.488,"body":"into"},{"startTime":790.528,"endTime":790.738,"body":"that"},{"startTime":790.738,"endTime":790.748,"body":"a"},{"startTime":790.748,"endTime":790.908,"body":"little"},{"startTime":790.908,"endTime":790.998,"body":"bit"},{"startTime":790.998,"endTime":791.368,"body":"more,"},{"startTime":791.808,"endTime":791.978,"body":"but"},{"startTime":791.978,"endTime":792.068,"body":"we"},{"startTime":792.068,"endTime":792.278,"body":"also"},{"startTime":792.278,"endTime":792.428,"body":"try"},{"startTime":792.428,"endTime":792.528,"body":"to"},{"startTime":792.538,"endTime":792.768,"body":"call"},{"startTime":792.768,"endTime":792.908,"body":"out"},{"startTime":792.908,"endTime":793.138,"body":"things"},{"startTime":793.138,"endTime":793.268,"body":"that"},{"startTime":793.268,"endTime":793.438,"body":"just"},{"startTime":793.438,"endTime":793.668,"body":"really"},{"startTime":793.668,"endTime":793.958,"body":"are"},{"startTime":794.318,"endTime":794.928,"body":"necessary"},{"startTime":795.038,"endTime":795.208,"body":"when"},{"startTime":795.208,"endTime":795.268,"body":"it"},{"startTime":795.268,"endTime":795.518,"body":"comes"},{"startTime":795.518,"endTime":795.918,"body":"to."},{"startTime":796.778,"endTime":796.898,"body":"A"},{"startTime":796.898,"endTime":797.418,"body":"revenue,"},{"startTime":797.418,"endTime":797.658,"body":"single"},{"startTime":797.658,"endTime":797.868,"body":"source"},{"startTime":797.868,"endTime":797.948,"body":"of"},{"startTime":797.968,"endTime":798.418,"body":"truth"},{"startTime":798.518,"endTime":799.038,"body":"and"},{"startTime":799.158,"endTime":799.578,"body":"wasted"},{"startTime":799.578,"endTime":799.868,"body":"effort"},{"startTime":799.868,"endTime":799.988,"body":"that"},{"startTime":799.988,"endTime":800.108,"body":"you"},{"startTime":800.108,"endTime":800.338,"body":"would"},{"startTime":800.608,"endTime":800.798,"body":"put"},{"startTime":800.798,"endTime":800.828,"body":"it"},{"startTime":800.838,"endTime":801.158,"body":"into"},{"startTime":801.158,"endTime":801.378,"body":"trying"},{"startTime":801.378,"endTime":801.438,"body":"to"},{"startTime":801.438,"endTime":801.608,"body":"bring"},{"startTime":801.608,"endTime":801.738,"body":"that"},{"startTime":801.738,"endTime":801.948,"body":"data"},{"startTime":801.948,"endTime":802.298,"body":"together."},{"startTime":802.668,"endTime":802.898,"body":"Right."},{"startTime":802.928,"endTime":803.138,"body":"How"},{"startTime":803.138,"endTime":803.218,"body":"do"},{"startTime":803.218,"endTime":803.388,"body":"you"},{"startTime":803.388,"endTime":803.958,"body":"know"},{"startTime":804.228,"endTime":804.478,"body":"you"},{"startTime":804.488,"endTime":804.768,"body":"need"},{"startTime":804.778,"endTime":804.858,"body":"a"},{"startTime":804.858,"endTime":805.218,"body":"single"},{"startTime":805.218,"endTime":805.708,"body":"source"},{"startTime":805.798,"endTime":806.138,"body":"of"},{"startTime":806.668,"endTime":807.128,"body":"revenue?"},{"startTime":807.128,"endTime":807.468,"body":"Truth"},{"startTime":807.498,"endTime":807.718,"body":"Heather,"},{"startTime":807.728,"endTime":807.918,"body":"real"},{"startTime":807.918,"endTime":808.158,"body":"quick,"},{"startTime":808.238,"endTime":808.588,"body":"given"},{"startTime":808.588,"endTime":808.778,"body":"where"},{"startTime":808.778,"endTime":809.148,"body":"everyone"},{"startTime":809.148,"endTime":809.518,"body":"is,"},{"startTime":809.528,"endTime":809.548,"body":"if"},{"startTime":809.588,"endTime":809.678,"body":"you"},{"startTime":809.678,"endTime":809.828,"body":"don't"},{"startTime":809.828,"endTime":809.998,"body":"mind"},{"startTime":809.998,"endTime":810.088,"body":"me"},{"startTime":810.088,"endTime":810.358,"body":"jumping"},{"startTime":810.358,"endTime":810.548,"body":"in,"},{"startTime":811.898,"endTime":812.078,"body":"I'd"},{"startTime":812.078,"endTime":812.148,"body":"be"},{"startTime":812.148,"endTime":812.448,"body":"curious"},{"startTime":812.448,"endTime":812.478,"body":"to"},{"startTime":812.478,"endTime":813.018,"body":"understand"},{"startTime":813.018,"endTime":813.158,"body":"or"},{"startTime":813.168,"endTime":813.488,"body":"hear"},{"startTime":813.498,"endTime":813.568,"body":"a"},{"startTime":813.568,"endTime":813.788,"body":"little"},{"startTime":813.788,"endTime":813.918,"body":"bit,"},{"startTime":813.918,"endTime":814.028,"body":"if"},{"startTime":814.028,"endTime":814.278,"body":"anyone"},{"startTime":814.288,"endTime":814.468,"body":"has"},{"startTime":814.468,"endTime":814.538,"body":"an"},{"startTime":814.538,"endTime":814.938,"body":"opinion,"},{"startTime":814.938,"endTime":815.188,"body":"like"},{"startTime":815.788,"endTime":815.968,"body":"if"},{"startTime":815.968,"endTime":816.108,"body":"they're"},{"startTime":816.108,"endTime":816.268,"body":"on"},{"startTime":816.268,"endTime":816.358,"body":"the"},{"startTime":816.358,"endTime":816.758,"body":"path,"},{"startTime":817.928,"endTime":818.208,"body":"why"},{"startTime":818.208,"endTime":818.378,"body":"did"},{"startTime":818.378,"endTime":818.658,"body":"they"},{"startTime":818.658,"endTime":818.938,"body":"start"},{"startTime":820.028,"endTime":820.328,"body":"Why"},{"startTime":820.328,"endTime":820.338,"body":"are"},{"startTime":820.338,"endTime":820.568,"body":"you"},{"startTime":820.598,"endTime":820.938,"body":"trying"},{"startTime":820.938,"endTime":821.038,"body":"to"},{"startTime":821.038,"endTime":821.448,"body":"develop"},{"startTime":821.448,"endTime":821.788,"body":"one?"},{"startTime":822.378,"endTime":822.588,"body":"What"},{"startTime":822.588,"endTime":822.818,"body":"pain"},{"startTime":822.818,"endTime":823.208,"body":"points"},{"startTime":823.228,"endTime":823.618,"body":"or"},{"startTime":823.718,"endTime":824.018,"body":"where"},{"startTime":824.018,"endTime":824.128,"body":"did"},{"startTime":824.128,"endTime":824.188,"body":"the"},{"startTime":824.188,"endTime":824.538,"body":"priority"},{"startTime":824.538,"endTime":824.738,"body":"come"},{"startTime":824.738,"endTime":825.038,"body":"from?"},{"startTime":825.138,"endTime":825.308,"body":"If"},{"startTime":825.308,"endTime":825.538,"body":"anyone"},{"startTime":825.538,"endTime":825.798,"body":"has"},{"startTime":825.988,"endTime":826.008,"body":"an"},{"startTime":826.008,"endTime":826.078,"body":"opinion"},{"startTime":826.078,"endTime":826.168,"body":"on"},{"startTime":826.168,"endTime":826.268,"body":"that,"},{"startTime":826.268,"endTime":826.378,"body":"it'd"},{"startTime":826.378,"endTime":826.468,"body":"be"},{"startTime":826.698,"endTime":826.738,"body":"great"},{"startTime":826.738,"endTime":826.758,"body":"to"},{"startTime":826.758,"endTime":826.888,"body":"hear."},{"startTime":827.198,"endTime":827.398,"body":"It's"},{"startTime":827.398,"endTime":827.768,"body":"all"},{"startTime":827.818,"endTime":827.838,"body":"of"},{"startTime":827.838,"endTime":828.038,"body":"those"},{"startTime":828.038,"endTime":828.568,"body":"things."},{"startTime":829.048,"endTime":829.358,"body":"Yeah."},{"startTime":829.708,"endTime":829.848,"body":"And"},{"startTime":829.848,"endTime":830.108,"body":"we've"},{"startTime":830.108,"endTime":830.368,"body":"been"},{"startTime":830.368,"endTime":830.678,"body":"kind"},{"startTime":830.678,"endTime":831.018,"body":"of,"},{"startTime":832.478,"endTime":832.748,"body":"it's"},{"startTime":832.758,"endTime":833.088,"body":"not"},{"startTime":833.118,"endTime":833.228,"body":"a"},{"startTime":833.228,"endTime":833.908,"body":"secret."},{"startTime":833.938,"endTime":834.178,"body":"It's"},{"startTime":834.188,"endTime":834.488,"body":"not"},{"startTime":834.488,"endTime":834.668,"body":"like"},{"startTime":834.668,"endTime":834.768,"body":"an"},{"startTime":834.788,"endTime":835.468,"body":"aha."},{"startTime":835.948,"endTime":836.138,"body":"Oh"},{"startTime":836.138,"endTime":836.298,"body":"my"},{"startTime":836.298,"endTime":836.608,"body":"God."},{"startTime":836.638,"endTime":836.788,"body":"All"},{"startTime":836.788,"endTime":837.018,"body":"these"},{"startTime":837.018,"endTime":837.308,"body":"things"},{"startTime":837.308,"endTime":837.638,"body":"exist"},{"startTime":837.688,"endTime":838.038,"body":"now."},{"startTime":838.048,"endTime":838.268,"body":"We've"},{"startTime":838.288,"endTime":838.608,"body":"known"},{"startTime":838.608,"endTime":838.668,"body":"a"},{"startTime":838.668,"endTime":838.928,"body":"long"},{"startTime":838.928,"endTime":839.398,"body":"time."},{"startTime":839.408,"endTime":839.528,"body":"It"},{"startTime":839.588,"endTime":839.888,"body":"comes"},{"startTime":839.888,"endTime":840.108,"body":"down"},{"startTime":840.168,"endTime":840.428,"body":"to"},{"startTime":840.428,"endTime":841.008,"body":"then"},{"startTime":841.458,"endTime":841.478,"body":"the"},{"startTime":841.488,"endTime":842.328,"body":"investment,"},{"startTime":842.328,"endTime":842.838,"body":"meaning"},{"startTime":843.008,"endTime":843.668,"body":"people"},{"startTime":843.688,"endTime":844.078,"body":"spending"},{"startTime":844.078,"endTime":844.178,"body":"the"},{"startTime":844.178,"endTime":844.768,"body":"time"},{"startTime":844.838,"endTime":844.998,"body":"to"},{"startTime":844.998,"endTime":845.148,"body":"do"},{"startTime":845.148,"endTime":845.278,"body":"the"},{"startTime":845.278,"endTime":846.098,"body":"assessment"},{"startTime":846.688,"endTime":846.928,"body":"and"},{"startTime":846.928,"endTime":847.188,"body":"then"},{"startTime":847.218,"endTime":847.858,"body":"migrate"},{"startTime":847.898,"endTime":848.438,"body":"to"},{"startTime":849.098,"endTime":849.578,"body":"whatever"},{"startTime":849.578,"endTime":849.808,"body":"the"},{"startTime":850.408,"endTime":850.658,"body":"SSOT"},{"startTime":850.658,"endTime":850.728,"body":"is"},{"startTime":850.728,"endTime":850.838,"body":"going"},{"startTime":850.838,"endTime":850.888,"body":"to"},{"startTime":850.888,"endTime":851.288,"body":"be."},{"startTime":851.653,"endTime":851.843,"body":"Was"},{"startTime":851.843,"endTime":851.933,"body":"there"},{"startTime":851.933,"endTime":852.183,"body":"any"},{"startTime":852.203,"endTime":852.573,"body":"finally"},{"startTime":852.573,"endTime":852.813,"body":"made"},{"startTime":852.843,"endTime":852.933,"body":"the"},{"startTime":852.933,"endTime":853.183,"body":"push"},{"startTime":853.183,"endTime":853.393,"body":"over"},{"startTime":853.393,"endTime":853.523,"body":"the"},{"startTime":853.523,"endTime":853.723,"body":"edge"},{"startTime":853.723,"endTime":853.923,"body":"there"},{"startTime":853.933,"endTime":854.023,"body":"to"},{"startTime":854.023,"endTime":854.183,"body":"get"},{"startTime":854.183,"endTime":854.653,"body":"started?"},{"startTime":855.403,"endTime":855.593,"body":"In"},{"startTime":855.593,"endTime":855.843,"body":"my"},{"startTime":855.843,"endTime":856.293,"body":"opinion,"},{"startTime":856.293,"endTime":856.413,"body":"I'm"},{"startTime":856.413,"endTime":856.893,"body":"Intel."},{"startTime":856.893,"endTime":857.003,"body":"I"},{"startTime":857.003,"endTime":857.383,"body":"feel"},{"startTime":857.383,"endTime":857.713,"body":"like"},{"startTime":858.033,"endTime":858.463,"body":"the"},{"startTime":858.533,"endTime":858.903,"body":"shift"},{"startTime":858.903,"endTime":859.023,"body":"in"},{"startTime":859.023,"endTime":859.763,"body":"economy"},{"startTime":860.033,"endTime":860.293,"body":"over"},{"startTime":860.293,"endTime":860.423,"body":"the"},{"startTime":860.423,"endTime":860.673,"body":"last"},{"startTime":860.903,"endTime":861.003,"body":"couple"},{"startTime":861.003,"endTime":861.023,"body":"of"},{"startTime":861.033,"endTime":861.403,"body":"years"},{"startTime":861.403,"endTime":861.543,"body":"and"},{"startTime":861.543,"endTime":861.673,"body":"our"},{"startTime":861.673,"endTime":862.003,"body":"lack"},{"startTime":862.003,"endTime":862.153,"body":"of"},{"startTime":862.153,"endTime":862.623,"body":"ability"},{"startTime":862.623,"endTime":862.733,"body":"to"},{"startTime":862.733,"endTime":863.193,"body":"predict"},{"startTime":863.193,"endTime":863.483,"body":"our"},{"startTime":863.513,"endTime":864.313,"body":"revenue"},{"startTime":864.343,"endTime":864.723,"body":"and"},{"startTime":864.783,"endTime":865.203,"body":"count"},{"startTime":865.203,"endTime":865.463,"body":"on"},{"startTime":865.463,"endTime":865.793,"body":"our"},{"startTime":866.343,"endTime":867.333,"body":"historical"},{"startTime":867.343,"endTime":867.983,"body":"retention"},{"startTime":867.983,"endTime":868.423,"body":"rate,"},{"startTime":868.603,"endTime":869.093,"body":"and"},{"startTime":869.103,"endTime":869.413,"body":"then"},{"startTime":869.423,"endTime":869.623,"body":"to"},{"startTime":869.853,"endTime":870.183,"body":"figure"},{"startTime":870.183,"endTime":870.343,"body":"out"},{"startTime":870.343,"endTime":870.883,"body":"why"},{"startTime":870.923,"endTime":871.103,"body":"and"},{"startTime":871.113,"endTime":871.293,"body":"what"},{"startTime":871.293,"endTime":871.413,"body":"to"},{"startTime":871.423,"endTime":871.713,"body":"do"},{"startTime":871.713,"endTime":872.063,"body":"about"},{"startTime":872.063,"endTime":872.283,"body":"it"},{"startTime":872.543,"endTime":872.803,"body":"kind"},{"startTime":872.803,"endTime":872.973,"body":"of"},{"startTime":872.993,"endTime":873.233,"body":"came"},{"startTime":873.233,"endTime":873.393,"body":"to"},{"startTime":873.393,"endTime":873.463,"body":"a"},{"startTime":873.463,"endTime":873.683,"body":"head"},{"startTime":873.683,"endTime":873.813,"body":"in"},{"startTime":873.813,"endTime":873.913,"body":"the"},{"startTime":873.913,"endTime":874.383,"body":"last,"},{"startTime":874.383,"endTime":874.443,"body":"I"},{"startTime":874.523,"endTime":874.633,"body":"would"},{"startTime":874.633,"endTime":874.953,"body":"say"},{"startTime":875.523,"endTime":876.073,"body":"24"},{"startTime":876.073,"endTime":876.293,"body":"months."},{"startTime":876.633,"endTime":876.743,"body":"And"},{"startTime":876.743,"endTime":876.873,"body":"if"},{"startTime":876.873,"endTime":876.943,"body":"I"},{"startTime":876.943,"endTime":877.093,"body":"can"},{"startTime":877.093,"endTime":877.263,"body":"add"},{"startTime":877.263,"endTime":877.343,"body":"to"},{"startTime":877.343,"endTime":877.503,"body":"this"},{"startTime":877.503,"endTime":877.663,"body":"too,"},{"startTime":877.663,"endTime":877.843,"body":"it's"},{"startTime":877.843,"endTime":878.013,"body":"not"},{"startTime":878.013,"endTime":878.173,"body":"only"},{"startTime":878.173,"endTime":878.353,"body":"these"},{"startTime":878.353,"endTime":878.583,"body":"bullet"},{"startTime":878.583,"endTime":879.083,"body":"points,"},{"startTime":879.193,"endTime":879.353,"body":"but"},{"startTime":879.353,"endTime":879.573,"body":"even"},{"startTime":879.573,"endTime":879.683,"body":"in"},{"startTime":879.683,"endTime":879.923,"body":"our"},{"startTime":879.943,"endTime":880.243,"body":"business,"},{"startTime":880.243,"endTime":880.323,"body":"we"},{"startTime":880.323,"endTime":880.373,"body":"had"},{"startTime":880.373,"endTime":880.393,"body":"a"},{"startTime":880.393,"endTime":880.743,"body":"problem."},{"startTime":881.198,"endTime":881.608,"body":"Different"},{"startTime":881.608,"endTime":881.878,"body":"teams"},{"startTime":881.878,"endTime":882.018,"body":"would"},{"startTime":882.018,"endTime":882.188,"body":"give"},{"startTime":882.198,"endTime":882.498,"body":"different"},{"startTime":882.498,"endTime":882.858,"body":"answers."},{"startTime":882.888,"endTime":883.018,"body":"Like"},{"startTime":883.268,"endTime":883.458,"body":"they"},{"startTime":883.458,"endTime":883.588,"body":"didn't"},{"startTime":883.588,"endTime":883.738,"body":"know"},{"startTime":883.738,"endTime":883.838,"body":"who"},{"startTime":883.838,"endTime":883.928,"body":"to"},{"startTime":883.928,"endTime":884.288,"body":"ask."},{"startTime":884.388,"endTime":884.548,"body":"They"},{"startTime":884.548,"endTime":884.738,"body":"may"},{"startTime":884.738,"endTime":884.858,"body":"go"},{"startTime":884.858,"endTime":884.978,"body":"to"},{"startTime":885.098,"endTime":885.398,"body":"one"},{"startTime":885.418,"endTime":885.608,"body":"part"},{"startTime":885.608,"endTime":885.748,"body":"of"},{"startTime":885.748,"endTime":885.978,"body":"our"},{"startTime":885.988,"endTime":886.418,"body":"finance"},{"startTime":886.418,"endTime":886.468,"body":"or"},{"startTime":886.468,"endTime":886.808,"body":"accounting"},{"startTime":886.808,"endTime":887.188,"body":"function."},{"startTime":887.188,"endTime":887.288,"body":"They"},{"startTime":887.288,"endTime":887.458,"body":"may"},{"startTime":887.458,"endTime":887.588,"body":"go"},{"startTime":887.588,"endTime":887.818,"body":"to"},{"startTime":888.198,"endTime":888.448,"body":"rev"},{"startTime":888.448,"endTime":888.688,"body":"ops."},{"startTime":888.688,"endTime":888.808,"body":"They"},{"startTime":888.808,"endTime":888.978,"body":"may"},{"startTime":888.978,"endTime":889.098,"body":"go"},{"startTime":889.098,"endTime":889.208,"body":"to"},{"startTime":889.208,"endTime":889.458,"body":"some"},{"startTime":889.478,"endTime":890.488,"body":"Salesforce"},{"startTime":890.488,"endTime":890.578,"body":"admin"},{"startTime":890.578,"endTime":890.788,"body":"and"},{"startTime":890.798,"endTime":891.068,"body":"like"},{"startTime":891.458,"endTime":891.788,"body":"everyone"},{"startTime":891.788,"endTime":891.918,"body":"then"},{"startTime":891.918,"endTime":892.058,"body":"had"},{"startTime":892.058,"endTime":892.118,"body":"a"},{"startTime":892.118,"endTime":892.398,"body":"different"},{"startTime":892.398,"endTime":892.678,"body":"approach"},{"startTime":892.678,"endTime":892.818,"body":"as"},{"startTime":892.818,"endTime":892.908,"body":"to"},{"startTime":892.908,"endTime":893.148,"body":"trying"},{"startTime":893.148,"endTime":893.198,"body":"to"},{"startTime":893.198,"endTime":893.388,"body":"answer"},{"startTime":893.388,"endTime":893.408,"body":"the"},{"startTime":893.558,"endTime":893.938,"body":"question"},{"startTime":893.988,"endTime":894.168,"body":"and"},{"startTime":894.178,"endTime":894.408,"body":"the"},{"startTime":894.468,"endTime":895.118,"body":"requester"},{"startTime":895.248,"endTime":895.368,"body":"has"},{"startTime":895.368,"endTime":895.488,"body":"to"},{"startTime":895.488,"endTime":896.128,"body":"be"},{"startTime":896.128,"endTime":896.398,"body":"different"},{"startTime":896.398,"endTime":896.828,"body":"answers."},{"startTime":896.838,"endTime":896.978,"body":"So"},{"startTime":896.978,"endTime":896.998,"body":"it"},{"startTime":896.998,"endTime":897.258,"body":"wasn't"},{"startTime":897.258,"endTime":897.458,"body":"even"},{"startTime":897.458,"endTime":897.598,"body":"just"},{"startTime":897.598,"endTime":897.678,"body":"the"},{"startTime":897.678,"endTime":897.928,"body":"data"},{"startTime":897.928,"endTime":898.358,"body":"sources"},{"startTime":898.358,"endTime":898.508,"body":"who"},{"startTime":898.508,"endTime":898.588,"body":"in"},{"startTime":898.588,"endTime":898.668,"body":"the"},{"startTime":898.668,"endTime":899.138,"body":"organization"},{"startTime":899.138,"endTime":899.248,"body":"is"},{"startTime":899.248,"endTime":899.808,"body":"responsible"},{"startTime":899.808,"endTime":900.218,"body":"for"},{"startTime":900.738,"endTime":901.238,"body":"reporting"},{"startTime":901.238,"endTime":901.388,"body":"on"},{"startTime":901.388,"endTime":901.528,"body":"some"},{"startTime":901.528,"endTime":901.618,"body":"of"},{"startTime":901.618,"endTime":901.758,"body":"these"},{"startTime":901.758,"endTime":901.918,"body":"key"},{"startTime":901.918,"endTime":902.248,"body":"business"},{"startTime":902.248,"endTime":902.788,"body":"questions,"},{"startTime":902.828,"endTime":903.028,"body":"which"},{"startTime":903.028,"endTime":903.308,"body":"were"},{"startTime":903.348,"endTime":903.558,"body":"maybe"},{"startTime":903.558,"endTime":903.628,"body":"is"},{"startTime":903.638,"endTime":903.778,"body":"the"},{"startTime":903.778,"endTime":904.108,"body":"easier"},{"startTime":904.108,"endTime":904.278,"body":"one"},{"startTime":904.278,"endTime":904.378,"body":"to"},{"startTime":904.378,"endTime":904.608,"body":"sort"},{"startTime":904.608,"endTime":904.828,"body":"out"},{"startTime":904.828,"endTime":905.308,"body":"versus."},{"startTime":906.388,"endTime":906.568,"body":"Some"},{"startTime":906.588,"endTime":906.608,"body":"of"},{"startTime":906.608,"endTime":906.748,"body":"the"},{"startTime":907.228,"endTime":907.478,"body":"data"},{"startTime":907.478,"endTime":907.588,"body":"and"},{"startTime":907.588,"endTime":907.788,"body":"tech"},{"startTime":907.788,"endTime":908.088,"body":"issues."},{"startTime":908.088,"endTime":908.228,"body":"Good"},{"startTime":908.228,"endTime":908.638,"body":"afternoon,"},{"startTime":908.638,"endTime":908.948,"body":"everyone"},{"startTime":908.948,"endTime":909.058,"body":"in"},{"startTime":909.058,"endTime":909.228,"body":"our"},{"startTime":909.228,"endTime":909.688,"body":"case,"},{"startTime":909.718,"endTime":909.898,"body":"I"},{"startTime":909.938,"endTime":910.098,"body":"had"},{"startTime":910.108,"endTime":910.218,"body":"a"},{"startTime":910.218,"endTime":910.498,"body":"chat"},{"startTime":910.498,"endTime":910.608,"body":"with"},{"startTime":910.608,"endTime":910.858,"body":"Heather"},{"startTime":910.858,"endTime":911.088,"body":"about"},{"startTime":911.088,"endTime":911.318,"body":"this"},{"startTime":911.328,"endTime":911.338,"body":"a"},{"startTime":911.338,"endTime":911.528,"body":"few"},{"startTime":911.528,"endTime":911.818,"body":"months"},{"startTime":911.818,"endTime":912.368,"body":"ago,"},{"startTime":912.418,"endTime":913.048,"body":"where"},{"startTime":913.098,"endTime":913.628,"body":"we"},{"startTime":913.628,"endTime":914.038,"body":"knew"},{"startTime":914.048,"endTime":914.308,"body":"what"},{"startTime":914.308,"endTime":914.518,"body":"was"},{"startTime":914.528,"endTime":915.048,"body":"coming."},{"startTime":915.498,"endTime":915.618,"body":"The"},{"startTime":915.618,"endTime":916.188,"body":"pandemic"},{"startTime":916.188,"endTime":916.708,"body":"certainly"},{"startTime":916.748,"endTime":917.258,"body":"through"},{"startTime":917.258,"endTime":917.328,"body":"a"},{"startTime":917.328,"endTime":917.528,"body":"little"},{"startTime":917.528,"endTime":917.708,"body":"bit"},{"startTime":917.768,"endTime":917.938,"body":"of"},{"startTime":917.938,"endTime":918.018,"body":"a"},{"startTime":918.018,"endTime":918.348,"body":"wrench"},{"startTime":918.348,"endTime":918.478,"body":"in"},{"startTime":918.478,"endTime":918.778,"body":"that"},{"startTime":918.778,"endTime":918.988,"body":"from"},{"startTime":918.988,"endTime":919.148,"body":"a,"},{"startTime":919.178,"endTime":919.348,"body":"from"},{"startTime":919.348,"endTime":919.458,"body":"an"},{"startTime":919.858,"endTime":920.068,"body":"end"},{"startTime":920.068,"endTime":920.388,"body":"point,"},{"startTime":920.388,"endTime":920.548,"body":"but"},{"startTime":920.548,"endTime":920.718,"body":"we"},{"startTime":920.718,"endTime":920.958,"body":"ended"},{"startTime":920.958,"endTime":921.118,"body":"up."},{"startTime":921.588,"endTime":921.938,"body":"Buying"},{"startTime":921.938,"endTime":922.178,"body":"3"},{"startTime":922.198,"endTime":922.638,"body":"companies"},{"startTime":922.648,"endTime":922.898,"body":"during"},{"startTime":922.918,"endTime":923.208,"body":"over"},{"startTime":923.208,"endTime":923.578,"body":"zoom"},{"startTime":923.578,"endTime":923.758,"body":"during"},{"startTime":923.758,"endTime":923.848,"body":"the"},{"startTime":923.848,"endTime":924.368,"body":"pandemic,"},{"startTime":924.368,"endTime":924.548,"body":"so"},{"startTime":924.588,"endTime":925.518,"body":"2022"},{"startTime":925.528,"endTime":925.728,"body":"was"},{"startTime":925.738,"endTime":926.158,"body":"like."},{"startTime":927.178,"endTime":927.358,"body":"We"},{"startTime":927.358,"endTime":927.518,"body":"didn't"},{"startTime":927.518,"endTime":927.768,"body":"even"},{"startTime":927.768,"endTime":927.928,"body":"know"},{"startTime":927.928,"endTime":928.128,"body":"what"},{"startTime":928.128,"endTime":928.378,"body":"we"},{"startTime":928.388,"endTime":928.908,"body":"had."},{"startTime":929.858,"endTime":930.538,"body":"Now"},{"startTime":930.638,"endTime":930.778,"body":"the"},{"startTime":930.778,"endTime":931.058,"body":"dump"},{"startTime":931.068,"endTime":931.298,"body":"truck"},{"startTime":931.298,"endTime":931.458,"body":"has"},{"startTime":931.458,"endTime":931.758,"body":"backed"},{"startTime":931.758,"endTime":931.888,"body":"up"},{"startTime":931.888,"endTime":931.998,"body":"to"},{"startTime":931.998,"endTime":932.188,"body":"my"},{"startTime":932.188,"endTime":932.578,"body":"house"},{"startTime":932.598,"endTime":932.718,"body":"and"},{"startTime":932.728,"endTime":933.088,"body":"dumped"},{"startTime":933.088,"endTime":933.208,"body":"all"},{"startTime":933.208,"endTime":933.338,"body":"the"},{"startTime":933.338,"endTime":933.898,"body":"information"},{"startTime":933.898,"endTime":933.998,"body":"on"},{"startTime":933.998,"endTime":934.078,"body":"the"},{"startTime":934.078,"endTime":934.738,"body":"driveway."},{"startTime":934.738,"endTime":934.868,"body":"And"},{"startTime":934.868,"endTime":934.988,"body":"I'm"},{"startTime":934.988,"endTime":935.208,"body":"like,"},{"startTime":935.208,"endTime":935.578,"body":"great."},{"startTime":935.578,"endTime":935.648,"body":"I"},{"startTime":935.648,"endTime":935.888,"body":"need"},{"startTime":935.908,"endTime":936.058,"body":"to"},{"startTime":936.058,"endTime":936.238,"body":"get"},{"startTime":936.238,"endTime":936.398,"body":"my"},{"startTime":936.398,"endTime":936.798,"body":"teams"},{"startTime":936.798,"endTime":936.918,"body":"to"},{"startTime":936.918,"endTime":937.178,"body":"sort"},{"startTime":937.178,"endTime":937.318,"body":"all"},{"startTime":937.318,"endTime":937.528,"body":"that"},{"startTime":937.528,"endTime":937.818,"body":"out."},{"startTime":937.858,"endTime":938.188,"body":"And"},{"startTime":938.908,"endTime":939.148,"body":"so"},{"startTime":939.148,"endTime":939.308,"body":"it's"},{"startTime":939.318,"endTime":939.528,"body":"all"},{"startTime":939.528,"endTime":939.828,"body":"those"},{"startTime":939.838,"endTime":940.188,"body":"things,"},{"startTime":940.188,"endTime":940.388,"body":"but"},{"startTime":940.438,"endTime":940.528,"body":"a"},{"startTime":940.528,"endTime":940.908,"body":"different"},{"startTime":940.918,"endTime":941.548,"body":"arrival"},{"startTime":941.588,"endTime":942.068,"body":"path."},{"startTime":943.288,"endTime":943.488,"body":"That's"},{"startTime":943.498,"endTime":943.648,"body":"pretty"},{"startTime":943.648,"endTime":943.828,"body":"common"},{"startTime":943.878,"endTime":944.018,"body":"too."},{"startTime":944.018,"endTime":944.188,"body":"Just"},{"startTime":944.188,"endTime":944.258,"body":"the"},{"startTime":944.258,"endTime":944.368,"body":"M"},{"startTime":944.368,"endTime":944.488,"body":"and"},{"startTime":944.488,"endTime":944.588,"body":"a"},{"startTime":944.588,"endTime":944.908,"body":"route"},{"startTime":945.368,"endTime":945.538,"body":"ends"},{"startTime":945.538,"endTime":945.678,"body":"up"},{"startTime":945.698,"endTime":945.978,"body":"being"},{"startTime":946.038,"endTime":946.788,"body":"unmanageable"},{"startTime":947.508,"endTime":947.668,"body":"unless"},{"startTime":947.668,"endTime":947.708,"body":"you"},{"startTime":947.708,"endTime":947.778,"body":"can"},{"startTime":947.778,"endTime":947.918,"body":"get"},{"startTime":947.918,"endTime":947.978,"body":"it"},{"startTime":948.008,"endTime":948.138,"body":"all"},{"startTime":948.138,"endTime":948.478,"body":"together."},{"startTime":948.788,"endTime":949.008,"body":"We're"},{"startTime":949.028,"endTime":949.318,"body":"able"},{"startTime":949.318,"endTime":949.348,"body":"to"},{"startTime":949.708,"endTime":950.228,"body":"introduce"},{"startTime":950.238,"endTime":950.698,"body":"certain"},{"startTime":950.698,"endTime":951.038,"body":"shared"},{"startTime":951.038,"endTime":951.658,"body":"services,"},{"startTime":951.658,"endTime":951.823,"body":"but"},{"startTime":951.823,"endTime":951.988,"body":"I"},{"startTime":951.988,"endTime":952.118,"body":"know"},{"startTime":952.118,"endTime":952.268,"body":"this"},{"startTime":952.268,"endTime":952.808,"body":"exists"},{"startTime":952.918,"endTime":953.398,"body":"within"},{"startTime":953.398,"endTime":953.688,"body":"these"},{"startTime":953.688,"endTime":953.998,"body":"bullet"},{"startTime":953.998,"endTime":954.378,"body":"points."},{"startTime":954.378,"endTime":954.648,"body":"Right."},{"startTime":954.648,"endTime":954.788,"body":"But"},{"startTime":954.788,"endTime":954.968,"body":"it's"},{"startTime":954.968,"endTime":955.138,"body":"like."},{"startTime":955.728,"endTime":956.158,"body":"Just"},{"startTime":956.158,"endTime":956.338,"body":"the"},{"startTime":956.348,"endTime":956.618,"body":"tech"},{"startTime":956.628,"endTime":957.238,"body":"stacks"},{"startTime":957.298,"endTime":957.518,"body":"and"},{"startTime":957.518,"endTime":957.588,"body":"the"},{"startTime":957.588,"endTime":958.318,"body":"various"},{"startTime":958.458,"endTime":958.988,"body":"legacy"},{"startTime":958.988,"endTime":959.268,"body":"tech"},{"startTime":959.278,"endTime":959.848,"body":"alone"},{"startTime":959.888,"endTime":960.148,"body":"can"},{"startTime":960.148,"endTime":960.818,"body":"certainly"},{"startTime":961.338,"endTime":961.658,"body":"make"},{"startTime":961.668,"endTime":961.868,"body":"this."},{"startTime":962.883,"endTime":963.123,"body":"Like"},{"startTime":963.123,"endTime":963.353,"body":"from"},{"startTime":963.353,"endTime":963.473,"body":"the"},{"startTime":963.473,"endTime":963.943,"body":"top,"},{"startTime":963.943,"endTime":964.263,"body":"something"},{"startTime":964.263,"endTime":964.383,"body":"that"},{"startTime":964.383,"endTime":964.523,"body":"we"},{"startTime":964.523,"endTime":964.673,"body":"could"},{"startTime":964.683,"endTime":964.883,"body":"do"},{"startTime":964.893,"endTime":965.353,"body":"better,"},{"startTime":965.503,"endTime":965.753,"body":"but"},{"startTime":965.753,"endTime":965.893,"body":"then"},{"startTime":965.893,"endTime":966.083,"body":"we"},{"startTime":966.103,"endTime":966.233,"body":"will"},{"startTime":966.233,"endTime":966.483,"body":"still"},{"startTime":966.483,"endTime":966.653,"body":"need"},{"startTime":966.653,"endTime":966.813,"body":"to"},{"startTime":966.933,"endTime":967.293,"body":"change"},{"startTime":967.293,"endTime":967.463,"body":"some"},{"startTime":967.463,"endTime":967.543,"body":"of"},{"startTime":967.543,"endTime":967.683,"body":"the"},{"startTime":967.683,"endTime":967.933,"body":"other"},{"startTime":967.943,"endTime":968.293,"body":"logistics."},{"startTime":968.293,"endTime":968.533,"body":"Anyway,"},{"startTime":968.533,"endTime":968.633,"body":"I'm"},{"startTime":968.633,"endTime":968.763,"body":"not"},{"startTime":968.763,"endTime":968.863,"body":"going"},{"startTime":968.863,"endTime":968.933,"body":"to"},{"startTime":968.933,"endTime":969.133,"body":"take"},{"startTime":969.133,"endTime":969.233,"body":"up"},{"startTime":969.233,"endTime":969.393,"body":"other"},{"startTime":969.393,"endTime":969.723,"body":"people's"},{"startTime":969.723,"endTime":970.013,"body":"time."},{"startTime":970.043,"endTime":970.363,"body":"No,"},{"startTime":970.483,"endTime":970.603,"body":"that's"},{"startTime":970.603,"endTime":970.663,"body":"a"},{"startTime":970.663,"endTime":970.813,"body":"good,"},{"startTime":970.873,"endTime":971.023,"body":"it's"},{"startTime":971.023,"endTime":971.083,"body":"a"},{"startTime":971.083,"endTime":971.293,"body":"fair"},{"startTime":971.303,"endTime":971.483,"body":"point."},{"startTime":971.483,"endTime":971.553,"body":"It's"},{"startTime":971.553,"endTime":971.603,"body":"a"},{"startTime":971.603,"endTime":971.753,"body":"good"},{"startTime":971.753,"endTime":971.963,"body":"point."},{"startTime":971.963,"endTime":972.023,"body":"And"},{"startTime":972.023,"endTime":972.153,"body":"that's"},{"startTime":972.153,"endTime":972.393,"body":"another"},{"startTime":972.393,"endTime":972.503,"body":"way"},{"startTime":972.503,"endTime":972.603,"body":"of"},{"startTime":972.603,"endTime":972.833,"body":"looking"},{"startTime":972.873,"endTime":973.063,"body":"at"},{"startTime":973.183,"endTime":973.263,"body":"it."},{"startTime":973.803,"endTime":974.283,"body":"Generally,"},{"startTime":974.593,"endTime":974.783,"body":"it's"},{"startTime":974.783,"endTime":974.953,"body":"an"},{"startTime":974.983,"endTime":975.223,"body":"added"},{"startTime":975.233,"endTime":975.593,"body":"benefit"},{"startTime":975.593,"endTime":975.683,"body":"of"},{"startTime":975.683,"endTime":975.883,"body":"doing"},{"startTime":975.883,"endTime":976.063,"body":"this,"},{"startTime":976.063,"endTime":976.173,"body":"but"},{"startTime":976.173,"endTime":976.433,"body":"yeah,"},{"startTime":976.683,"endTime":977.053,"body":"absolutely."},{"startTime":977.193,"endTime":977.483,"body":"Yeah."},{"startTime":977.483,"endTime":977.623,"body":"And"},{"startTime":977.623,"endTime":977.763,"body":"you'll"},{"startTime":977.763,"endTime":977.983,"body":"see,"},{"startTime":977.983,"endTime":978.053,"body":"I"},{"startTime":978.053,"endTime":978.313,"body":"use"},{"startTime":978.313,"endTime":978.443,"body":"the"},{"startTime":978.453,"endTime":978.753,"body":"same"},{"startTime":978.753,"endTime":979.033,"body":"time"},{"startTime":979.033,"endTime":979.393,"body":"last"},{"startTime":979.393,"endTime":979.813,"body":"year"},{"startTime":979.833,"endTime":980.043,"body":"on"},{"startTime":980.043,"endTime":980.293,"body":"this"},{"startTime":980.373,"endTime":980.653,"body":"third"},{"startTime":980.653,"endTime":980.733,"body":"to"},{"startTime":980.733,"endTime":981.023,"body":"last"},{"startTime":981.023,"endTime":981.293,"body":"bullet"},{"startTime":981.293,"endTime":981.753,"body":"point."},{"startTime":981.763,"endTime":982.123,"body":"Life"},{"startTime":982.123,"endTime":982.253,"body":"is"},{"startTime":982.253,"endTime":982.623,"body":"not"},{"startTime":982.623,"endTime":982.743,"body":"the"},{"startTime":982.743,"endTime":983.043,"body":"same"},{"startTime":983.043,"endTime":983.733,"body":"anymore"},{"startTime":984.033,"endTime":984.233,"body":"due"},{"startTime":984.233,"endTime":984.333,"body":"to"},{"startTime":984.333,"endTime":984.383,"body":"a"},{"startTime":984.383,"endTime":984.593,"body":"lot"},{"startTime":984.593,"endTime":984.693,"body":"of"},{"startTime":984.693,"endTime":984.953,"body":"different"},{"startTime":984.953,"endTime":985.523,"body":"reasons."},{"startTime":985.523,"endTime":985.833,"body":"Buying"},{"startTime":985.833,"endTime":986.233,"body":"patterns"},{"startTime":986.233,"endTime":986.393,"body":"have"},{"startTime":986.393,"endTime":987.093,"body":"changed"},{"startTime":987.123,"endTime":987.883,"body":"and"},{"startTime":987.953,"endTime":988.173,"body":"your"},{"startTime":988.173,"endTime":988.843,"body":"demographic"},{"startTime":988.843,"endTime":989.003,"body":"is"},{"startTime":989.003,"endTime":989.783,"body":"changing"},{"startTime":989.803,"endTime":990.223,"body":"and"},{"startTime":990.233,"endTime":990.953,"body":"expectations"},{"startTime":990.953,"endTime":991.113,"body":"have"},{"startTime":991.113,"endTime":991.703,"body":"changed."},{"startTime":991.713,"endTime":992.233,"body":"So."},{"startTime":992.653,"endTime":992.793,"body":"The"},{"startTime":992.793,"endTime":993.013,"body":"one,"},{"startTime":993.013,"endTime":993.093,"body":"the"},{"startTime":993.093,"endTime":993.793,"body":"historical"},{"startTime":993.803,"endTime":994.083,"body":"back"},{"startTime":994.083,"endTime":994.273,"body":"view"},{"startTime":994.303,"endTime":994.573,"body":"does"},{"startTime":994.573,"endTime":994.783,"body":"need"},{"startTime":994.793,"endTime":995.013,"body":"to"},{"startTime":995.023,"endTime":995.553,"body":"be"},{"startTime":995.633,"endTime":996.673,"body":"complimented"},{"startTime":996.703,"endTime":997.113,"body":"with"},{"startTime":997.723,"endTime":998.083,"body":"real"},{"startTime":998.083,"endTime":998.443,"body":"time"},{"startTime":998.443,"endTime":998.883,"body":"trending"},{"startTime":998.903,"endTime":999.393,"body":"data,"},{"startTime":999.443,"endTime":999.623,"body":"where"},{"startTime":999.623,"endTime":999.713,"body":"the"},{"startTime":999.713,"endTime":1000.103,"body":"machine"},{"startTime":1000.103,"endTime":1000.563,"body":"learning"},{"startTime":1000.583,"endTime":1000.793,"body":"and"},{"startTime":1000.793,"endTime":1000.903,"body":"the"},{"startTime":1000.913,"endTime":1001.243,"body":"AI"},{"startTime":1001.273,"endTime":1001.553,"body":"comes"},{"startTime":1001.553,"endTime":1001.883,"body":"in,"},{"startTime":1002.213,"endTime":1002.533,"body":"where"},{"startTime":1002.653,"endTime":1002.873,"body":"that"},{"startTime":1002.873,"endTime":1003.183,"body":"actually"},{"startTime":1003.183,"endTime":1003.503,"body":"allows"},{"startTime":1003.503,"endTime":1003.603,"body":"you"},{"startTime":1003.603,"endTime":1003.683,"body":"to"},{"startTime":1003.683,"endTime":1004.033,"body":"pressure"},{"startTime":1004.033,"endTime":1004.533,"body":"test."},{"startTime":1004.963,"endTime":1005.203,"body":"What"},{"startTime":1005.223,"endTime":1005.623,"body":"people"},{"startTime":1005.623,"endTime":1005.703,"body":"are"},{"startTime":1005.703,"endTime":1006.093,"body":"telling"},{"startTime":1006.093,"endTime":1006.373,"body":"you,"},{"startTime":1006.423,"endTime":1006.833,"body":"right?"},{"startTime":1006.883,"endTime":1007.053,"body":"And"},{"startTime":1007.053,"endTime":1007.273,"body":"that's"},{"startTime":1007.273,"endTime":1007.733,"body":"why,"},{"startTime":1007.763,"endTime":1007.893,"body":"and"},{"startTime":1007.893,"endTime":1007.993,"body":"I'll"},{"startTime":1007.993,"endTime":1008.143,"body":"just"},{"startTime":1008.153,"endTime":1008.363,"body":"back"},{"startTime":1008.373,"endTime":1008.483,"body":"up"},{"startTime":1008.483,"endTime":1008.673,"body":"here"},{"startTime":1008.673,"endTime":1008.863,"body":"really"},{"startTime":1008.863,"endTime":1009.413,"body":"quickly."},{"startTime":1009.753,"endTime":1010.183,"body":"So"},{"startTime":1010.213,"endTime":1010.383,"body":"the"},{"startTime":1010.383,"endTime":1010.993,"body":"unstructured"},{"startTime":1010.993,"endTime":1011.433,"body":"sources"},{"startTime":1011.433,"endTime":1011.543,"body":"at"},{"startTime":1011.543,"endTime":1011.613,"body":"the"},{"startTime":1011.613,"endTime":1012.173,"body":"bottom,"},{"startTime":1012.533,"endTime":1013.213,"body":"the,"},{"startTime":1014.573,"endTime":1014.933,"body":"there's"},{"startTime":1014.933,"endTime":1015.203,"body":"what's"},{"startTime":1015.203,"endTime":1015.463,"body":"being"},{"startTime":1015.463,"endTime":1015.693,"body":"put"},{"startTime":1015.693,"endTime":1015.843,"body":"in"},{"startTime":1015.843,"endTime":1016.343,"body":"manually"},{"startTime":1016.343,"endTime":1016.523,"body":"into"},{"startTime":1016.523,"endTime":1016.683,"body":"your"},{"startTime":1016.683,"endTime":1017.103,"body":"CRM,"},{"startTime":1017.113,"endTime":1017.303,"body":"for"},{"startTime":1017.303,"endTime":1018.003,"body":"example,"},{"startTime":1018.203,"endTime":1019.243,"body":"versus"},{"startTime":1019.513,"endTime":1020.053,"body":"what's"},{"startTime":1020.113,"endTime":1020.653,"body":"happening"},{"startTime":1020.683,"endTime":1021.373,"body":"actually."},{"startTime":1021.643,"endTime":1022.323,"body":"So"},{"startTime":1022.403,"endTime":1022.833,"body":"if"},{"startTime":1022.853,"endTime":1023.183,"body":"you"},{"startTime":1023.183,"endTime":1023.533,"body":"have"},{"startTime":1023.543,"endTime":1024.433,"body":"customer"},{"startTime":1024.493,"endTime":1025.313,"body":"insights,"},{"startTime":1025.533,"endTime":1025.813,"body":"I"},{"startTime":1025.843,"endTime":1026.023,"body":"talk"},{"startTime":1026.033,"endTime":1026.143,"body":"about"},{"startTime":1026.143,"endTime":1026.273,"body":"this"},{"startTime":1026.273,"endTime":1026.393,"body":"all"},{"startTime":1026.393,"endTime":1026.473,"body":"the"},{"startTime":1026.473,"endTime":1026.793,"body":"time."},{"startTime":1027.373,"endTime":1027.593,"body":"If"},{"startTime":1027.593,"endTime":1027.783,"body":"you"},{"startTime":1027.783,"endTime":1028.153,"body":"sold"},{"startTime":1028.153,"endTime":1028.663,"body":"something"},{"startTime":1028.673,"endTime":1028.883,"body":"and"},{"startTime":1028.883,"endTime":1029.083,"body":"there"},{"startTime":1029.083,"endTime":1029.243,"body":"is"},{"startTime":1029.243,"endTime":1029.403,"body":"a"},{"startTime":1029.433,"endTime":1030.063,"body":"contract"},{"startTime":1030.063,"endTime":1030.213,"body":"with"},{"startTime":1030.213,"endTime":1030.573,"body":"product"},{"startTime":1030.573,"endTime":1031.283,"body":"performance"},{"startTime":1031.303,"endTime":1031.823,"body":"metrics"},{"startTime":1031.823,"endTime":1032.003,"body":"that"},{"startTime":1032.003,"endTime":1032.153,"body":"need"},{"startTime":1032.163,"endTime":1032.273,"body":"to"},{"startTime":1032.273,"endTime":1032.423,"body":"be"},{"startTime":1032.423,"endTime":1032.793,"body":"met,"},{"startTime":1033.053,"endTime":1033.283,"body":"and"},{"startTime":1033.283,"endTime":1033.533,"body":"those"},{"startTime":1033.573,"endTime":1033.843,"body":"aren't"},{"startTime":1033.883,"endTime":1034.173,"body":"being"},{"startTime":1034.183,"endTime":1034.453,"body":"met"},{"startTime":1034.473,"endTime":1034.623,"body":"or"},{"startTime":1034.623,"endTime":1034.843,"body":"they're"},{"startTime":1034.843,"endTime":1035.103,"body":"delayed."},{"startTime":1035.863,"endTime":1036.253,"body":"That"},{"startTime":1036.253,"endTime":1036.573,"body":"does"},{"startTime":1036.583,"endTime":1036.843,"body":"have"},{"startTime":1036.843,"endTime":1036.963,"body":"an"},{"startTime":1036.973,"endTime":1037.223,"body":"impact."},{"startTime":1037.453,"endTime":1037.723,"body":"That's"},{"startTime":1037.733,"endTime":1038.343,"body":"something"},{"startTime":1038.343,"endTime":1038.523,"body":"that"},{"startTime":1038.523,"endTime":1038.673,"body":"is"},{"startTime":1038.673,"endTime":1038.963,"body":"data."},{"startTime":1038.963,"endTime":1039.193,"body":"You"},{"startTime":1039.203,"endTime":1039.443,"body":"need"},{"startTime":1039.443,"endTime":1039.573,"body":"to"},{"startTime":1039.573,"endTime":1040.043,"body":"know"},{"startTime":1040.263,"endTime":1040.523,"body":"that"},{"startTime":1040.543,"endTime":1040.803,"body":"most"},{"startTime":1040.813,"endTime":1041.103,"body":"times"},{"startTime":1041.103,"endTime":1041.243,"body":"does"},{"startTime":1041.243,"endTime":1041.443,"body":"not"},{"startTime":1041.443,"endTime":1041.653,"body":"get"},{"startTime":1041.653,"endTime":1042.273,"body":"surfaced"},{"startTime":1042.313,"endTime":1042.463,"body":"when"},{"startTime":1042.463,"endTime":1042.573,"body":"you"},{"startTime":1042.573,"endTime":1042.853,"body":"talk"},{"startTime":1042.853,"endTime":1043.033,"body":"to"},{"startTime":1043.033,"endTime":1043.213,"body":"your"},{"startTime":1043.213,"endTime":1043.583,"body":"sales"},{"startTime":1043.583,"endTime":1043.863,"body":"team."},{"startTime":1044.103,"endTime":1044.363,"body":"They"},{"startTime":1044.363,"endTime":1044.593,"body":"think"},{"startTime":1044.593,"endTime":1044.703,"body":"the"},{"startTime":1044.703,"endTime":1045.013,"body":"deal's"},{"startTime":1045.023,"endTime":1045.183,"body":"in"},{"startTime":1045.183,"endTime":1045.513,"body":"there."},{"startTime":1045.513,"endTime":1045.703,"body":"It's"},{"startTime":1045.703,"endTime":1045.813,"body":"going"},{"startTime":1045.813,"endTime":1045.853,"body":"to"},{"startTime":1045.853,"endTime":1046.163,"body":"close"},{"startTime":1046.163,"endTime":1046.283,"body":"on"},{"startTime":1046.283,"endTime":1046.513,"body":"this"},{"startTime":1046.513,"endTime":1046.773,"body":"date"},{"startTime":1046.773,"endTime":1046.933,"body":"and"},{"startTime":1046.933,"endTime":1047.043,"body":"for"},{"startTime":1047.043,"endTime":1047.243,"body":"this"},{"startTime":1047.243,"endTime":1047.703,"body":"amount."},{"startTime":1047.733,"endTime":1047.893,"body":"But"},{"startTime":1047.893,"endTime":1048.233,"body":"yet,"},{"startTime":1048.243,"endTime":1048.453,"body":"because"},{"startTime":1048.453,"endTime":1048.553,"body":"they're"},{"startTime":1048.553,"endTime":1048.783,"body":"not"},{"startTime":1048.783,"endTime":1049.153,"body":"really"},{"startTime":1049.423,"endTime":1049.953,"body":"connecting"},{"startTime":1049.953,"endTime":1050.173,"body":"like,"},{"startTime":1050.263,"endTime":1050.623,"body":"Oh,"},{"startTime":1050.873,"endTime":1051.063,"body":"we"},{"startTime":1051.063,"endTime":1051.313,"body":"haven't"},{"startTime":1051.313,"endTime":1051.723,"body":"delivered"},{"startTime":1051.723,"endTime":1051.963,"body":"yet."},{"startTime":1051.963,"endTime":1052.073,"body":"It's"},{"startTime":1052.073,"endTime":1052.223,"body":"going"},{"startTime":1052.223,"endTime":1052.243,"body":"to"},{"startTime":1052.243,"endTime":1052.383,"body":"be"},{"startTime":1052.383,"endTime":1052.863,"body":"delayed."},{"startTime":1052.873,"endTime":1052.973,"body":"So"},{"startTime":1052.973,"endTime":1053.213,"body":"that's"},{"startTime":1053.213,"endTime":1053.333,"body":"going"},{"startTime":1053.333,"endTime":1053.403,"body":"to"},{"startTime":1053.403,"endTime":1053.623,"body":"push"},{"startTime":1053.643,"endTime":1053.783,"body":"my"},{"startTime":1053.783,"endTime":1054.073,"body":"deal"},{"startTime":1054.073,"endTime":1054.383,"body":"out"},{"startTime":1054.763,"endTime":1054.873,"body":"to"},{"startTime":1054.873,"endTime":1055.303,"body":"here."},{"startTime":1055.353,"endTime":1055.823,"body":"Or"},{"startTime":1056.043,"endTime":1056.223,"body":"we're"},{"startTime":1056.223,"endTime":1056.793,"body":"noticing"},{"startTime":1056.983,"endTime":1057.273,"body":"that"},{"startTime":1057.443,"endTime":1057.663,"body":"while"},{"startTime":1057.663,"endTime":1057.773,"body":"we"},{"startTime":1057.773,"endTime":1057.903,"body":"may"},{"startTime":1057.903,"endTime":1058.083,"body":"have"},{"startTime":1058.083,"endTime":1058.173,"body":"the"},{"startTime":1058.173,"endTime":1058.443,"body":"same"},{"startTime":1058.443,"endTime":1058.803,"body":"amount"},{"startTime":1058.823,"endTime":1059.173,"body":"coming"},{"startTime":1059.173,"endTime":1059.353,"body":"in"},{"startTime":1059.363,"endTime":1059.493,"body":"on"},{"startTime":1059.493,"endTime":1059.563,"body":"a"},{"startTime":1059.563,"endTime":1060.173,"body":"renewal,"},{"startTime":1060.478,"endTime":1060.648,"body":"We're"},{"startTime":1060.648,"endTime":1060.988,"body":"getting"},{"startTime":1060.988,"endTime":1061.268,"body":"less"},{"startTime":1061.278,"endTime":1062.238,"body":"traction,"},{"startTime":1062.298,"endTime":1062.428,"body":"you"},{"startTime":1062.428,"endTime":1062.718,"body":"know,"},{"startTime":1062.778,"endTime":1062.958,"body":"at"},{"startTime":1062.958,"endTime":1063.478,"body":"events,"},{"startTime":1063.508,"endTime":1063.728,"body":"but"},{"startTime":1063.738,"endTime":1063.938,"body":"there"},{"startTime":1063.938,"endTime":1064.008,"body":"are"},{"startTime":1064.018,"endTime":1064.308,"body":"other"},{"startTime":1064.308,"endTime":1064.598,"body":"things"},{"startTime":1064.598,"endTime":1064.738,"body":"that"},{"startTime":1064.738,"endTime":1064.808,"body":"are"},{"startTime":1064.808,"endTime":1065.348,"body":"happening"},{"startTime":1065.348,"endTime":1065.738,"body":"outside"},{"startTime":1065.738,"endTime":1065.828,"body":"the"},{"startTime":1065.828,"endTime":1066.348,"body":"CRM"},{"startTime":1066.358,"endTime":1066.528,"body":"that"},{"startTime":1066.538,"endTime":1066.898,"body":"help"},{"startTime":1066.908,"endTime":1067.288,"body":"with"},{"startTime":1067.718,"endTime":1067.998,"body":"not"},{"startTime":1067.998,"endTime":1068.288,"body":"getting"},{"startTime":1068.288,"endTime":1068.718,"body":"caught,"},{"startTime":1069.028,"endTime":1069.318,"body":"not"},{"startTime":1069.318,"endTime":1069.728,"body":"knowing"},{"startTime":1069.728,"endTime":1069.918,"body":"what's"},{"startTime":1069.918,"endTime":1070.038,"body":"going"},{"startTime":1070.038,"endTime":1070.088,"body":"to"},{"startTime":1070.088,"endTime":1070.678,"body":"happen."},{"startTime":1070.898,"endTime":1071.288,"body":"So"},{"startTime":1071.298,"endTime":1071.548,"body":"again,"},{"startTime":1071.568,"endTime":1071.718,"body":"I'm"},{"startTime":1071.718,"endTime":1071.798,"body":"just"},{"startTime":1071.818,"endTime":1072.408,"body":"underscoring"},{"startTime":1072.408,"endTime":1072.548,"body":"that"},{"startTime":1072.548,"endTime":1072.738,"body":"this"},{"startTime":1072.748,"endTime":1072.918,"body":"is"},{"startTime":1072.918,"endTime":1073.198,"body":"part"},{"startTime":1073.208,"endTime":1073.548,"body":"of"},{"startTime":1073.638,"endTime":1074.188,"body":"the"},{"startTime":1074.208,"endTime":1074.838,"body":"SSOT"},{"startTime":1074.848,"endTime":1075.378,"body":"strategy"},{"startTime":1075.378,"endTime":1075.588,"body":"that's"},{"startTime":1075.598,"endTime":1076.028,"body":"really"},{"startTime":1076.028,"endTime":1076.648,"body":"critical"},{"startTime":1076.648,"endTime":1076.818,"body":"to"},{"startTime":1076.828,"endTime":1077.068,"body":"keep"},{"startTime":1077.068,"endTime":1077.188,"body":"in"},{"startTime":1077.188,"endTime":1077.738,"body":"mind"},{"startTime":1078.068,"endTime":1078.438,"body":"when"},{"startTime":1078.438,"endTime":1078.668,"body":"you"},{"startTime":1078.668,"endTime":1078.768,"body":"are"},{"startTime":1078.768,"endTime":1079.158,"body":"going"},{"startTime":1079.168,"endTime":1079.428,"body":"through"},{"startTime":1079.428,"endTime":1079.758,"body":"it."},{"startTime":1081.218,"endTime":1081.318,"body":"So"},{"startTime":1081.318,"endTime":1081.458,"body":"let's"},{"startTime":1081.458,"endTime":1081.608,"body":"go"},{"startTime":1081.608,"endTime":1082.168,"body":"forward."},{"startTime":1082.228,"endTime":1082.348,"body":"I"},{"startTime":1082.358,"endTime":1082.578,"body":"think"},{"startTime":1082.578,"endTime":1082.688,"body":"we"},{"startTime":1082.688,"endTime":1082.918,"body":"already"},{"startTime":1082.918,"endTime":1083.168,"body":"asked"},{"startTime":1083.198,"endTime":1083.348,"body":"that"},{"startTime":1083.348,"endTime":1083.498,"body":"this"},{"startTime":1083.498,"endTime":1083.858,"body":"question"},{"startTime":1083.858,"endTime":1084.028,"body":"was"},{"startTime":1084.028,"endTime":1084.158,"body":"going"},{"startTime":1084.158,"endTime":1084.208,"body":"to"},{"startTime":1084.208,"endTime":1084.378,"body":"come"},{"startTime":1084.378,"endTime":1084.738,"body":"after"},{"startTime":1084.738,"endTime":1084.978,"body":"this"},{"startTime":1084.978,"endTime":1085.538,"body":"list"},{"startTime":1085.578,"endTime":1086.048,"body":"of"},{"startTime":1086.078,"endTime":1086.298,"body":"how"},{"startTime":1086.298,"endTime":1086.468,"body":"you"},{"startTime":1086.478,"endTime":1086.678,"body":"know"},{"startTime":1086.678,"endTime":1086.858,"body":"you"},{"startTime":1086.878,"endTime":1087.258,"body":"need"},{"startTime":1087.268,"endTime":1087.588,"body":"a"},{"startTime":1087.648,"endTime":1087.928,"body":"single"},{"startTime":1087.928,"endTime":1088.148,"body":"source"},{"startTime":1088.148,"endTime":1088.298,"body":"of"},{"startTime":1088.308,"endTime":1088.768,"body":"truth."},{"startTime":1089.178,"endTime":1089.528,"body":"But"},{"startTime":1089.568,"endTime":1089.748,"body":"I'll"},{"startTime":1089.748,"endTime":1090.018,"body":"say"},{"startTime":1090.018,"endTime":1090.158,"body":"that"},{"startTime":1090.158,"endTime":1090.238,"body":"if"},{"startTime":1090.238,"endTime":1090.328,"body":"you're"},{"startTime":1090.328,"endTime":1090.648,"body":"spending"},{"startTime":1090.648,"endTime":1090.678,"body":"a"},{"startTime":1090.678,"endTime":1090.858,"body":"lot"},{"startTime":1090.858,"endTime":1090.978,"body":"of"},{"startTime":1090.988,"endTime":1091.368,"body":"money"},{"startTime":1091.398,"endTime":1091.608,"body":"on"},{"startTime":1091.608,"endTime":1091.968,"body":"manual"},{"startTime":1091.968,"endTime":1092.578,"body":"labor,"},{"startTime":1092.578,"endTime":1093.018,"body":"additional"},{"startTime":1093.028,"endTime":1093.708,"body":"headcount,"},{"startTime":1093.758,"endTime":1093.898,"body":"and"},{"startTime":1093.898,"endTime":1094.638,"body":"spreadsheets"},{"startTime":1094.648,"endTime":1094.798,"body":"to"},{"startTime":1094.798,"endTime":1095.278,"body":"generate"},{"startTime":1095.278,"endTime":1095.798,"body":"forecast"},{"startTime":1095.798,"endTime":1096.308,"body":"reports,"},{"startTime":1096.308,"endTime":1096.648,"body":"that"},{"startTime":1096.658,"endTime":1097.188,"body":"forecast"},{"startTime":1097.188,"endTime":1097.348,"body":"dead"},{"startTime":1097.348,"endTime":1097.498,"body":"on"},{"startTime":1097.508,"endTime":1097.918,"body":"arrival"},{"startTime":1097.918,"endTime":1098.338,"body":"example"},{"startTime":1098.338,"endTime":1098.368,"body":"I"},{"startTime":1098.368,"endTime":1098.608,"body":"used"},{"startTime":1098.608,"endTime":1099.098,"body":"before."},{"startTime":1099.618,"endTime":1099.868,"body":"All"},{"startTime":1099.868,"endTime":1099.988,"body":"of"},{"startTime":1099.988,"endTime":1100.218,"body":"these"},{"startTime":1100.218,"endTime":1100.358,"body":"are"},{"startTime":1100.358,"endTime":1100.808,"body":"signals"},{"startTime":1100.808,"endTime":1100.958,"body":"you"},{"startTime":1100.958,"endTime":1101.148,"body":"need"},{"startTime":1101.148,"endTime":1101.338,"body":"it."},{"startTime":1101.628,"endTime":1102.458,"body":"So"},{"startTime":1102.708,"endTime":1102.858,"body":"we"},{"startTime":1102.858,"endTime":1103.048,"body":"already"},{"startTime":1103.048,"endTime":1103.168,"body":"kind"},{"startTime":1103.168,"endTime":1103.268,"body":"of"},{"startTime":1103.268,"endTime":1103.508,"body":"opened"},{"startTime":1103.508,"endTime":1103.608,"body":"up"},{"startTime":1103.608,"endTime":1103.708,"body":"the"},{"startTime":1103.708,"endTime":1104.438,"body":"discussion,"},{"startTime":1104.448,"endTime":1104.788,"body":"but"},{"startTime":1104.868,"endTime":1105.418,"body":"Mintel"},{"startTime":1105.418,"endTime":1105.488,"body":"is"},{"startTime":1105.488,"endTime":1105.728,"body":"there."},{"startTime":1105.978,"endTime":1106.248,"body":"You"},{"startTime":1106.248,"endTime":1106.528,"body":"do"},{"startTime":1106.548,"endTime":1107.248,"body":"research,"},{"startTime":1107.248,"endTime":1107.568,"body":"right?"},{"startTime":1107.588,"endTime":1107.908,"body":"And,"},{"startTime":1107.918,"endTime":1108.048,"body":"or"},{"startTime":1108.048,"endTime":1108.218,"body":"you're"},{"startTime":1108.228,"endTime":1108.518,"body":"giving"},{"startTime":1108.528,"endTime":1109.048,"body":"insights"},{"startTime":1109.048,"endTime":1109.168,"body":"and"},{"startTime":1109.168,"endTime":1109.868,"body":"intelligence"},{"startTime":1109.868,"endTime":1110.068,"body":"for"},{"startTime":1110.138,"endTime":1110.678,"body":"improving"},{"startTime":1110.678,"endTime":1111.098,"body":"marketing"},{"startTime":1111.118,"endTime":1111.718,"body":"outcomes"},{"startTime":1111.718,"endTime":1111.908,"body":"for"},{"startTime":1111.918,"endTime":1112.488,"body":"customers."},{"startTime":1113.068,"endTime":1113.228,"body":"If"},{"startTime":1113.228,"endTime":1113.548,"body":"I"},{"startTime":1113.808,"endTime":1113.978,"body":"am"},{"startTime":1114.008,"endTime":1114.888,"body":"understanding"},{"startTime":1115.018,"endTime":1115.198,"body":"what"},{"startTime":1115.198,"endTime":1115.268,"body":"I"},{"startTime":1115.278,"endTime":1115.448,"body":"saw"},{"startTime":1115.448,"endTime":1115.538,"body":"on"},{"startTime":1115.538,"endTime":1115.668,"body":"your"},{"startTime":1115.668,"endTime":1116.128,"body":"website,"},{"startTime":1116.128,"endTime":1116.548,"body":"correct?"},{"startTime":1117.238,"endTime":1117.488,"body":"Yeah,"},{"startTime":1117.548,"endTime":1117.588,"body":"that's"},{"startTime":1117.588,"endTime":1117.728,"body":"the"},{"startTime":1117.758,"endTime":1117.998,"body":"gist"},{"startTime":1117.998,"endTime":1118.058,"body":"of"},{"startTime":1118.058,"endTime":1118.158,"body":"it."},{"startTime":1118.288,"endTime":1118.418,"body":"All"},{"startTime":1118.418,"endTime":1118.688,"body":"right."},{"startTime":1118.728,"endTime":1118.858,"body":"Are"},{"startTime":1118.868,"endTime":1119.288,"body":"these"},{"startTime":1119.308,"endTime":1120.088,"body":"customized"},{"startTime":1120.198,"endTime":1120.438,"body":"type"},{"startTime":1120.448,"endTime":1121.208,"body":"programs"},{"startTime":1121.218,"endTime":1121.408,"body":"or"},{"startTime":1121.408,"endTime":1121.508,"body":"is"},{"startTime":1121.508,"endTime":1121.638,"body":"it"},{"startTime":1121.638,"endTime":1121.768,"body":"like"},{"startTime":1121.768,"endTime":1121.858,"body":"a,"},{"startTime":1121.938,"endTime":1122.088,"body":"is"},{"startTime":1122.088,"endTime":1122.218,"body":"it"},{"startTime":1122.218,"endTime":1123.088,"body":"productized"},{"startTime":1123.088,"endTime":1123.258,"body":"and"},{"startTime":1123.258,"endTime":1124.108,"body":"standardized?"},{"startTime":1125.163,"endTime":1125.443,"body":"About"},{"startTime":1125.443,"endTime":1125.703,"body":"80"},{"startTime":1125.703,"endTime":1126.003,"body":"percent"},{"startTime":1126.003,"endTime":1126.093,"body":"of"},{"startTime":1126.093,"endTime":1126.143,"body":"the"},{"startTime":1126.153,"endTime":1126.343,"body":"money"},{"startTime":1126.343,"endTime":1126.473,"body":"we"},{"startTime":1126.473,"endTime":1126.693,"body":"make"},{"startTime":1126.693,"endTime":1126.963,"body":"is"},{"startTime":1126.993,"endTime":1127.153,"body":"in"},{"startTime":1127.153,"endTime":1127.243,"body":"the"},{"startTime":1127.243,"endTime":1127.463,"body":"form"},{"startTime":1127.463,"endTime":1127.633,"body":"of"},{"startTime":1127.633,"endTime":1127.783,"body":"a"},{"startTime":1127.793,"endTime":1128.393,"body":"subscription,"},{"startTime":1128.433,"endTime":1128.603,"body":"like"},{"startTime":1128.603,"endTime":1128.653,"body":"a"},{"startTime":1128.653,"endTime":1129.193,"body":"subscription"},{"startTime":1129.193,"endTime":1129.523,"body":"license"},{"startTime":1129.523,"endTime":1129.603,"body":"to"},{"startTime":1129.603,"endTime":1129.683,"body":"our"},{"startTime":1129.683,"endTime":1130.243,"body":"platform."},{"startTime":1130.273,"endTime":1130.413,"body":"And"},{"startTime":1130.413,"endTime":1130.503,"body":"then"},{"startTime":1130.503,"endTime":1130.613,"body":"we've"},{"startTime":1130.623,"endTime":1130.833,"body":"got"},{"startTime":1130.833,"endTime":1130.883,"body":"a"},{"startTime":1130.883,"endTime":1131.353,"body":"professional"},{"startTime":1131.353,"endTime":1131.793,"body":"services"},{"startTime":1131.793,"endTime":1132.073,"body":"arm"},{"startTime":1132.073,"endTime":1132.193,"body":"that"},{"startTime":1132.193,"endTime":1132.523,"body":"does"},{"startTime":1132.553,"endTime":1132.683,"body":"kind"},{"startTime":1132.683,"endTime":1132.743,"body":"of"},{"startTime":1132.753,"endTime":1133.583,"body":"customize"},{"startTime":1133.613,"endTime":1133.853,"body":"one"},{"startTime":1133.853,"endTime":1134.033,"body":"off"},{"startTime":1134.033,"endTime":1134.633,"body":"deliveries."},{"startTime":1135.943,"endTime":1136.383,"body":"Okay."},{"startTime":1136.663,"endTime":1137.293,"body":"And"},{"startTime":1137.413,"endTime":1137.833,"body":"the"},{"startTime":1137.853,"endTime":1138.473,"body":"subscription,"},{"startTime":1138.543,"endTime":1138.693,"body":"I'm"},{"startTime":1138.693,"endTime":1139.173,"body":"assuming"},{"startTime":1139.183,"endTime":1139.293,"body":"at"},{"startTime":1139.293,"endTime":1139.383,"body":"the"},{"startTime":1139.383,"endTime":1139.723,"body":"large"},{"startTime":1139.723,"endTime":1140.013,"body":"ticket"},{"startTime":1140.013,"endTime":1140.253,"body":"item"},{"startTime":1140.253,"endTime":1141.063,"body":"subscription"},{"startTime":1141.073,"endTime":1141.423,"body":"that"},{"startTime":1141.423,"endTime":1141.803,"body":"renews"},{"startTime":1141.803,"endTime":1142.453,"body":"annually."},{"startTime":1143.843,"endTime":1144.183,"body":"Okay."},{"startTime":1145.093,"endTime":1145.353,"body":"When"},{"startTime":1145.353,"endTime":1145.563,"body":"you"},{"startTime":1145.563,"endTime":1145.823,"body":"look"},{"startTime":1145.823,"endTime":1146.023,"body":"at"},{"startTime":1146.053,"endTime":1146.553,"body":"customer"},{"startTime":1146.553,"endTime":1147.003,"body":"adoption"},{"startTime":1147.003,"endTime":1147.153,"body":"and"},{"startTime":1147.153,"endTime":1147.613,"body":"usage"},{"startTime":1147.643,"endTime":1147.843,"body":"with"},{"startTime":1147.843,"endTime":1147.963,"body":"your"},{"startTime":1147.963,"endTime":1148.733,"body":"platform,"},{"startTime":1149.043,"endTime":1149.343,"body":"how"},{"startTime":1149.343,"endTime":1149.413,"body":"do"},{"startTime":1149.413,"endTime":1149.553,"body":"you"},{"startTime":1149.553,"endTime":1150.003,"body":"define"},{"startTime":1150.003,"endTime":1150.293,"body":"that?"},{"startTime":1152.033,"endTime":1152.213,"body":"We"},{"startTime":1152.213,"endTime":1152.433,"body":"have"},{"startTime":1152.453,"endTime":1152.883,"body":"usage"},{"startTime":1152.883,"endTime":1153.333,"body":"stats"},{"startTime":1153.353,"endTime":1153.443,"body":"to"},{"startTime":1153.453,"endTime":1153.543,"body":"be"},{"startTime":1153.543,"endTime":1153.613,"body":"able"},{"startTime":1153.613,"endTime":1153.713,"body":"to"},{"startTime":1153.713,"endTime":1153.903,"body":"say"},{"startTime":1153.903,"endTime":1154.083,"body":"like"},{"startTime":1154.083,"endTime":1154.313,"body":"number"},{"startTime":1154.313,"endTime":1154.433,"body":"of"},{"startTime":1154.433,"endTime":1154.713,"body":"active"},{"startTime":1154.713,"endTime":1155.143,"body":"users"},{"startTime":1155.143,"endTime":1155.293,"body":"on"},{"startTime":1155.293,"endTime":1155.623,"body":"our"},{"startTime":1155.663,"endTime":1156.333,"body":"platform."},{"startTime":1156.443,"endTime":1156.623,"body":"We"},{"startTime":1156.623,"endTime":1156.763,"body":"can"},{"startTime":1156.763,"endTime":1156.883,"body":"look"},{"startTime":1156.883,"endTime":1156.963,"body":"at"},{"startTime":1156.963,"endTime":1157.083,"body":"their"},{"startTime":1157.083,"endTime":1157.823,"body":"downloads."},{"startTime":1157.843,"endTime":1157.943,"body":"We"},{"startTime":1157.943,"endTime":1158.073,"body":"can"},{"startTime":1158.073,"endTime":1158.193,"body":"look"},{"startTime":1158.193,"endTime":1158.293,"body":"at"},{"startTime":1158.293,"endTime":1158.433,"body":"what"},{"startTime":1158.433,"endTime":1158.573,"body":"they're"},{"startTime":1158.573,"endTime":1158.883,"body":"looking"},{"startTime":1158.883,"endTime":1159.163,"body":"at."},{"startTime":1159.883,"endTime":1160.043,"body":"So"},{"startTime":1160.043,"endTime":1160.173,"body":"it's"},{"startTime":1160.183,"endTime":1160.373,"body":"one"},{"startTime":1160.373,"endTime":1160.513,"body":"of"},{"startTime":1160.513,"endTime":1160.593,"body":"the"},{"startTime":1160.593,"endTime":1160.873,"body":"client"},{"startTime":1160.883,"endTime":1161.113,"body":"health"},{"startTime":1161.113,"endTime":1161.353,"body":"score"},{"startTime":1161.353,"endTime":1161.763,"body":"metrics"},{"startTime":1161.763,"endTime":1161.883,"body":"that"},{"startTime":1161.883,"endTime":1162.043,"body":"we"},{"startTime":1162.043,"endTime":1162.403,"body":"then"},{"startTime":1163.083,"endTime":1163.543,"body":"provide"},{"startTime":1163.543,"endTime":1163.633,"body":"to"},{"startTime":1163.633,"endTime":1163.743,"body":"the"},{"startTime":1163.743,"endTime":1164.003,"body":"client"},{"startTime":1164.003,"endTime":1164.333,"body":"success"},{"startTime":1164.333,"endTime":1164.663,"body":"manager"},{"startTime":1164.663,"endTime":1164.723,"body":"or"},{"startTime":1164.723,"endTime":1164.833,"body":"the"},{"startTime":1164.833,"endTime":1165.063,"body":"account"},{"startTime":1165.073,"endTime":1165.463,"body":"manager"},{"startTime":1165.473,"endTime":1165.573,"body":"to"},{"startTime":1165.573,"endTime":1165.653,"body":"be"},{"startTime":1165.653,"endTime":1165.743,"body":"able"},{"startTime":1165.743,"endTime":1165.853,"body":"to"},{"startTime":1165.853,"endTime":1166.233,"body":"assess"},{"startTime":1166.233,"endTime":1166.423,"body":"like"},{"startTime":1166.423,"endTime":1166.613,"body":"the"},{"startTime":1166.623,"endTime":1166.893,"body":"health"},{"startTime":1167.033,"endTime":1167.053,"body":"of"},{"startTime":1167.053,"endTime":1167.113,"body":"the"},{"startTime":1167.113,"endTime":1167.523,"body":"account"},{"startTime":1167.523,"endTime":1167.843,"body":"and"},{"startTime":1168.393,"endTime":1168.553,"body":"as"},{"startTime":1168.553,"endTime":1168.653,"body":"we"},{"startTime":1168.653,"endTime":1168.753,"body":"get"},{"startTime":1168.753,"endTime":1169.053,"body":"closer"},{"startTime":1169.053,"endTime":1169.193,"body":"to"},{"startTime":1169.193,"endTime":1169.313,"body":"it,"},{"startTime":1169.323,"endTime":1169.583,"body":"the"},{"startTime":1169.633,"endTime":1170.183,"body":"risk"},{"startTime":1170.633,"endTime":1170.813,"body":"or"},{"startTime":1170.813,"endTime":1171.023,"body":"lack"},{"startTime":1171.023,"endTime":1171.263,"body":"thereof"},{"startTime":1171.263,"endTime":1171.383,"body":"and"},{"startTime":1171.383,"endTime":1171.603,"body":"renewing"},{"startTime":1171.713,"endTime":1171.863,"body":"that"},{"startTime":1171.863,"endTime":1172.143,"body":"account"},{"startTime":1172.143,"endTime":1172.243,"body":"into"},{"startTime":1172.313,"endTime":1172.403,"body":"the"},{"startTime":1172.403,"endTime":1172.633,"body":"next"},{"startTime":1172.633,"endTime":1172.873,"body":"year."},{"startTime":1173.993,"endTime":1174.413,"body":"Okay."},{"startTime":1174.583,"endTime":1174.753,"body":"And"},{"startTime":1174.753,"endTime":1174.903,"body":"is"},{"startTime":1174.903,"endTime":1175.133,"body":"that"},{"startTime":1175.133,"endTime":1175.373,"body":"data"},{"startTime":1175.373,"endTime":1175.973,"body":"applied"},{"startTime":1175.993,"endTime":1176.143,"body":"to"},{"startTime":1176.143,"endTime":1177.123,"body":"forecasting"},{"startTime":1177.123,"endTime":1177.263,"body":"and"},{"startTime":1177.263,"endTime":1177.943,"body":"pipeline"},{"startTime":1177.943,"endTime":1178.063,"body":"and"},{"startTime":1178.073,"endTime":1178.333,"body":"things"},{"startTime":1178.333,"endTime":1178.513,"body":"like"},{"startTime":1178.513,"endTime":1178.813,"body":"that"},{"startTime":1178.823,"endTime":1178.983,"body":"to"},{"startTime":1179.023,"endTime":1179.473,"body":"adjust"},{"startTime":1179.503,"endTime":1179.823,"body":"based"},{"startTime":1179.823,"endTime":1180.083,"body":"on"},{"startTime":1180.233,"endTime":1180.333,"body":"the"},{"startTime":1180.333,"endTime":1180.693,"body":"customer"},{"startTime":1180.693,"endTime":1180.863,"body":"health"},{"startTime":1180.863,"endTime":1181.263,"body":"score?"},{"startTime":1181.828,"endTime":1182.128,"body":"Nope,"},{"startTime":1182.418,"endTime":1182.678,"body":"all"},{"startTime":1182.678,"endTime":1182.728,"body":"of"},{"startTime":1182.728,"endTime":1182.798,"body":"the"},{"startTime":1182.798,"endTime":1183.378,"body":"forecasting"},{"startTime":1183.378,"endTime":1183.508,"body":"right"},{"startTime":1183.508,"endTime":1183.728,"body":"now"},{"startTime":1183.728,"endTime":1184.078,"body":"is"},{"startTime":1184.378,"endTime":1185.148,"body":"subjectively"},{"startTime":1185.188,"endTime":1186.018,"body":"categorized"},{"startTime":1186.038,"endTime":1186.268,"body":"into"},{"startTime":1186.268,"endTime":1186.538,"body":"different"},{"startTime":1186.538,"endTime":1186.748,"body":"sales"},{"startTime":1186.758,"endTime":1187.108,"body":"stages"},{"startTime":1187.108,"endTime":1187.268,"body":"by"},{"startTime":1187.268,"endTime":1187.388,"body":"the"},{"startTime":1187.388,"endTime":1187.608,"body":"account"},{"startTime":1187.608,"endTime":1188.088,"body":"manager."},{"startTime":1188.648,"endTime":1188.778,"body":"So"},{"startTime":1188.778,"endTime":1188.908,"body":"we"},{"startTime":1188.908,"endTime":1189.018,"body":"give"},{"startTime":1189.018,"endTime":1189.138,"body":"some"},{"startTime":1189.138,"endTime":1189.488,"body":"training"},{"startTime":1189.488,"endTime":1189.588,"body":"and"},{"startTime":1189.608,"endTime":1189.968,"body":"guidance"},{"startTime":1189.988,"endTime":1190.088,"body":"to"},{"startTime":1190.088,"endTime":1190.288,"body":"say"},{"startTime":1190.288,"endTime":1190.438,"body":"like,"},{"startTime":1190.438,"endTime":1190.638,"body":"okay,"},{"startTime":1190.638,"endTime":1190.728,"body":"if"},{"startTime":1190.738,"endTime":1190.908,"body":"this"},{"startTime":1190.908,"endTime":1191.028,"body":"has"},{"startTime":1191.028,"endTime":1191.618,"body":"happened,"},{"startTime":1191.728,"endTime":1191.958,"body":"this"},{"startTime":1191.958,"endTime":1192.328,"body":"stage,"},{"startTime":1192.328,"endTime":1192.418,"body":"if"},{"startTime":1192.448,"endTime":1192.648,"body":"this"},{"startTime":1192.648,"endTime":1192.748,"body":"has"},{"startTime":1192.748,"endTime":1193.108,"body":"happened,"},{"startTime":1193.108,"endTime":1193.198,"body":"you're"},{"startTime":1193.198,"endTime":1193.298,"body":"in"},{"startTime":1193.298,"endTime":1193.478,"body":"this"},{"startTime":1193.478,"endTime":1193.848,"body":"stage,"},{"startTime":1193.878,"endTime":1194.128,"body":"but"},{"startTime":1194.128,"endTime":1194.338,"body":"they"},{"startTime":1194.608,"endTime":1195.028,"body":"still"},{"startTime":1195.038,"endTime":1195.238,"body":"have"},{"startTime":1195.238,"endTime":1195.338,"body":"kind"},{"startTime":1195.338,"endTime":1195.358,"body":"of"},{"startTime":1195.378,"endTime":1195.478,"body":"the"},{"startTime":1195.488,"endTime":1195.798,"body":"ultimate"},{"startTime":1195.798,"endTime":1195.978,"body":"call"},{"startTime":1195.978,"endTime":1196.118,"body":"day"},{"startTime":1196.118,"endTime":1196.208,"body":"and"},{"startTime":1196.208,"endTime":1196.318,"body":"their"},{"startTime":1196.318,"endTime":1196.748,"body":"manager,"},{"startTime":1196.748,"endTime":1196.938,"body":"there's"},{"startTime":1196.948,"endTime":1197.068,"body":"kind"},{"startTime":1197.068,"endTime":1197.198,"body":"of"},{"startTime":1197.198,"endTime":1197.238,"body":"a"},{"startTime":1197.238,"endTime":1197.528,"body":"review"},{"startTime":1197.528,"endTime":1197.638,"body":"of"},{"startTime":1197.638,"endTime":1197.778,"body":"it,"},{"startTime":1197.778,"endTime":1197.968,"body":"but"},{"startTime":1197.968,"endTime":1198.318,"body":"they,"},{"startTime":1198.778,"endTime":1198.928,"body":"it"},{"startTime":1198.928,"endTime":1199.198,"body":"doesn't"},{"startTime":1199.198,"endTime":1199.578,"body":"factor"},{"startTime":1199.578,"endTime":1199.878,"body":"in"},{"startTime":1200.378,"endTime":1200.778,"body":"usage"},{"startTime":1200.778,"endTime":1201.178,"body":"data"},{"startTime":1201.178,"endTime":1201.348,"body":"or"},{"startTime":1201.348,"endTime":1201.608,"body":"things"},{"startTime":1201.608,"endTime":1201.738,"body":"like"},{"startTime":1201.738,"endTime":1201.958,"body":"that,"},{"startTime":1201.978,"endTime":1202.058,"body":"at"},{"startTime":1202.058,"endTime":1202.218,"body":"least"},{"startTime":1202.218,"endTime":1202.928,"body":"systematically,"},{"startTime":1203.098,"endTime":1203.278,"body":"like"},{"startTime":1203.278,"endTime":1203.468,"body":"the"},{"startTime":1203.528,"endTime":1203.758,"body":"account"},{"startTime":1203.758,"endTime":1203.978,"body":"manager"},{"startTime":1203.978,"endTime":1204.078,"body":"may"},{"startTime":1204.078,"endTime":1204.328,"body":"know"},{"startTime":1204.328,"endTime":1204.378,"body":"it"},{"startTime":1204.378,"endTime":1204.488,"body":"in"},{"startTime":1204.488,"endTime":1204.608,"body":"their"},{"startTime":1204.608,"endTime":1205.118,"body":"heads."},{"startTime":1205.758,"endTime":1205.968,"body":"Like,"},{"startTime":1205.978,"endTime":1206.118,"body":"Ooh,"},{"startTime":1206.148,"endTime":1206.288,"body":"this"},{"startTime":1206.288,"endTime":1206.378,"body":"is"},{"startTime":1206.378,"endTime":1206.448,"body":"a"},{"startTime":1206.448,"endTime":1206.798,"body":"risk."},{"startTime":1206.798,"endTime":1206.868,"body":"I"},{"startTime":1206.868,"endTime":1207.068,"body":"blow"},{"startTime":1207.068,"endTime":1207.398,"body":"usage"},{"startTime":1207.398,"endTime":1207.518,"body":"here"},{"startTime":1207.518,"endTime":1207.618,"body":"at"},{"startTime":1207.618,"endTime":1207.738,"body":"this"},{"startTime":1207.738,"endTime":1208.108,"body":"account."},{"startTime":1208.108,"endTime":1208.228,"body":"So"},{"startTime":1208.228,"endTime":1208.348,"body":"I'm"},{"startTime":1208.358,"endTime":1208.418,"body":"going"},{"startTime":1208.418,"endTime":1208.478,"body":"to"},{"startTime":1208.478,"endTime":1209.008,"body":"categorize"},{"startTime":1209.008,"endTime":1209.118,"body":"it"},{"startTime":1209.118,"endTime":1209.208,"body":"at"},{"startTime":1209.208,"endTime":1209.348,"body":"this"},{"startTime":1209.348,"endTime":1209.758,"body":"stage,"},{"startTime":1209.788,"endTime":1209.938,"body":"but"},{"startTime":1209.938,"endTime":1210.098,"body":"it's"},{"startTime":1210.098,"endTime":1210.268,"body":"not"},{"startTime":1210.508,"endTime":1211.208,"body":"systematically"},{"startTime":1211.208,"endTime":1211.448,"body":"built"},{"startTime":1211.448,"endTime":1211.648,"body":"into"},{"startTime":1211.648,"endTime":1211.728,"body":"the"},{"startTime":1211.728,"endTime":1212.158,"body":"forecast."},{"startTime":1212.158,"endTime":1212.348,"body":"No."},{"startTime":1213.503,"endTime":1213.733,"body":"Okay,"},{"startTime":1213.813,"endTime":1214.033,"body":"got"},{"startTime":1214.033,"endTime":1214.143,"body":"it."},{"startTime":1214.323,"endTime":1214.963,"body":"So,"},{"startTime":1215.413,"endTime":1215.793,"body":"anyone"},{"startTime":1215.793,"endTime":1216.043,"body":"else"},{"startTime":1216.043,"endTime":1216.193,"body":"want"},{"startTime":1216.193,"endTime":1216.273,"body":"to"},{"startTime":1216.273,"endTime":1216.523,"body":"talk"},{"startTime":1216.533,"endTime":1216.743,"body":"about"},{"startTime":1216.743,"endTime":1216.823,"body":"the"},{"startTime":1216.823,"endTime":1217.633,"body":"complexity"},{"startTime":1217.663,"endTime":1217.833,"body":"at"},{"startTime":1217.843,"endTime":1218.033,"body":"your"},{"startTime":1218.043,"endTime":1218.543,"body":"business"},{"startTime":1218.543,"endTime":1218.673,"body":"that"},{"startTime":1218.673,"endTime":1218.783,"body":"we"},{"startTime":1218.783,"endTime":1218.923,"body":"may"},{"startTime":1218.923,"endTime":1219.083,"body":"have"},{"startTime":1219.083,"endTime":1219.423,"body":"missed"},{"startTime":1219.423,"endTime":1219.563,"body":"or"},{"startTime":1219.563,"endTime":1219.743,"body":"may"},{"startTime":1219.763,"endTime":1220.053,"body":"add"},{"startTime":1220.083,"endTime":1220.483,"body":"color"},{"startTime":1220.483,"endTime":1220.813,"body":"to"},{"startTime":1220.813,"endTime":1220.963,"body":"our"},{"startTime":1220.963,"endTime":1221.803,"body":"conversation?"},{"startTime":1223.003,"endTime":1223.193,"body":"All"},{"startTime":1223.193,"endTime":1223.543,"body":"right."},{"startTime":1224.033,"endTime":1224.423,"body":"Well,"},{"startTime":1224.523,"endTime":1224.703,"body":"I"},{"startTime":1224.703,"endTime":1224.863,"body":"will"},{"startTime":1224.863,"endTime":1225.063,"body":"then"},{"startTime":1225.063,"endTime":1225.273,"body":"move"},{"startTime":1225.273,"endTime":1225.623,"body":"on."},{"startTime":1226.648,"endTime":1226.728,"body":"So"},{"startTime":1226.728,"endTime":1226.888,"body":"let's"},{"startTime":1226.898,"endTime":1226.978,"body":"talk"},{"startTime":1226.978,"endTime":1227.128,"body":"about"},{"startTime":1227.128,"endTime":1227.688,"body":"value."},{"startTime":1228.188,"endTime":1228.388,"body":"One"},{"startTime":1228.388,"endTime":1228.488,"body":"of"},{"startTime":1228.488,"endTime":1228.548,"body":"the"},{"startTime":1228.548,"endTime":1228.898,"body":"biggest"},{"startTime":1228.898,"endTime":1229.518,"body":"complaints"},{"startTime":1229.548,"endTime":1229.848,"body":"that"},{"startTime":1230.318,"endTime":1230.528,"body":"I"},{"startTime":1230.528,"endTime":1230.988,"body":"hear"},{"startTime":1230.988,"endTime":1231.518,"body":"is"},{"startTime":1231.588,"endTime":1231.858,"body":"we've"},{"startTime":1231.858,"endTime":1232.238,"body":"invested"},{"startTime":1232.238,"endTime":1232.438,"body":"all"},{"startTime":1232.438,"endTime":1232.518,"body":"of"},{"startTime":1232.518,"endTime":1232.708,"body":"this"},{"startTime":1232.708,"endTime":1233.018,"body":"money"},{"startTime":1233.018,"endTime":1233.148,"body":"and"},{"startTime":1233.148,"endTime":1233.728,"body":"time"},{"startTime":1233.728,"endTime":1233.888,"body":"and"},{"startTime":1233.898,"endTime":1234.428,"body":"effort"},{"startTime":1234.438,"endTime":1234.848,"body":"into"},{"startTime":1234.868,"endTime":1235.638,"body":"building,"},{"startTime":1236.398,"endTime":1236.558,"body":"you"},{"startTime":1236.558,"endTime":1236.818,"body":"know,"},{"startTime":1236.818,"endTime":1237.058,"body":"this"},{"startTime":1237.058,"endTime":1237.348,"body":"data"},{"startTime":1237.348,"endTime":1238.068,"body":"driven"},{"startTime":1238.128,"endTime":1238.598,"body":"culture"},{"startTime":1238.598,"endTime":1238.748,"body":"and"},{"startTime":1238.748,"endTime":1239.508,"body":"strategy,"},{"startTime":1239.518,"endTime":1240.218,"body":"and"},{"startTime":1240.388,"endTime":1240.608,"body":"we're"},{"startTime":1240.608,"endTime":1240.848,"body":"not"},{"startTime":1240.848,"endTime":1241.198,"body":"seeing"},{"startTime":1241.198,"endTime":1241.678,"body":"value."},{"startTime":1241.938,"endTime":1242.148,"body":"Well,"},{"startTime":1242.158,"endTime":1242.458,"body":"that's"},{"startTime":1242.478,"endTime":1242.578,"body":"a"},{"startTime":1242.578,"endTime":1242.948,"body":"result"},{"startTime":1242.948,"endTime":1243.068,"body":"of"},{"startTime":1243.068,"endTime":1243.428,"body":"actually"},{"startTime":1243.428,"endTime":1243.628,"body":"not"},{"startTime":1243.628,"endTime":1244.218,"body":"defining"},{"startTime":1244.218,"endTime":1244.418,"body":"it"},{"startTime":1244.488,"endTime":1244.838,"body":"and"},{"startTime":1244.848,"endTime":1245.198,"body":"making"},{"startTime":1245.198,"endTime":1245.258,"body":"a"},{"startTime":1245.258,"endTime":1245.498,"body":"part"},{"startTime":1245.498,"endTime":1245.628,"body":"of"},{"startTime":1245.628,"endTime":1245.698,"body":"the"},{"startTime":1245.698,"endTime":1246.118,"body":"strategy,"},{"startTime":1246.138,"endTime":1246.238,"body":"but"},{"startTime":1246.238,"endTime":1246.348,"body":"let's"},{"startTime":1246.348,"endTime":1246.488,"body":"go"},{"startTime":1246.488,"endTime":1246.698,"body":"into"},{"startTime":1246.698,"endTime":1246.828,"body":"what"},{"startTime":1246.828,"endTime":1247.158,"body":"value"},{"startTime":1247.158,"endTime":1247.298,"body":"can"},{"startTime":1247.298,"endTime":1247.458,"body":"look"},{"startTime":1247.458,"endTime":1247.728,"body":"like."},{"startTime":1248.728,"endTime":1249.448,"body":"So"},{"startTime":1249.558,"endTime":1249.838,"body":"there's"},{"startTime":1249.858,"endTime":1250.118,"body":"tons"},{"startTime":1250.118,"endTime":1250.208,"body":"of"},{"startTime":1250.208,"endTime":1250.628,"body":"value"},{"startTime":1250.628,"endTime":1250.868,"body":"with"},{"startTime":1250.868,"endTime":1250.988,"body":"an"},{"startTime":1250.998,"endTime":1251.658,"body":"SSOT,"},{"startTime":1251.658,"endTime":1252.168,"body":"everything"},{"startTime":1252.168,"endTime":1252.818,"body":"from,"},{"startTime":1253.018,"endTime":1253.148,"body":"you"},{"startTime":1253.148,"endTime":1253.248,"body":"know,"},{"startTime":1253.248,"endTime":1253.528,"body":"making"},{"startTime":1253.528,"endTime":1253.638,"body":"it"},{"startTime":1253.638,"endTime":1253.958,"body":"easier"},{"startTime":1253.958,"endTime":1254.078,"body":"to"},{"startTime":1254.078,"endTime":1254.488,"body":"discover"},{"startTime":1254.488,"endTime":1255.248,"body":"information,"},{"startTime":1255.278,"endTime":1255.788,"body":"reducing"},{"startTime":1255.788,"endTime":1255.898,"body":"the"},{"startTime":1255.898,"endTime":1256.268,"body":"cost"},{"startTime":1256.268,"endTime":1256.408,"body":"to"},{"startTime":1256.408,"endTime":1256.838,"body":"create"},{"startTime":1256.848,"endTime":1257.068,"body":"those"},{"startTime":1257.068,"endTime":1257.588,"body":"reports,"},{"startTime":1257.628,"endTime":1258.078,"body":"including"},{"startTime":1258.078,"endTime":1258.688,"body":"headcount"},{"startTime":1259.088,"endTime":1259.318,"body":"that"},{"startTime":1259.328,"endTime":1259.458,"body":"you"},{"startTime":1259.458,"endTime":1259.698,"body":"won't"},{"startTime":1259.698,"endTime":1260.128,"body":"need"},{"startTime":1260.138,"endTime":1260.608,"body":"anymore,"},{"startTime":1260.648,"endTime":1261.008,"body":"or"},{"startTime":1261.008,"endTime":1261.108,"body":"the"},{"startTime":1261.108,"endTime":1261.558,"body":"headcount"},{"startTime":1261.558,"endTime":1261.678,"body":"can"},{"startTime":1261.678,"endTime":1261.828,"body":"be"},{"startTime":1261.828,"endTime":1262.718,"body":"reallocated"},{"startTime":1262.978,"endTime":1263.218,"body":"to"},{"startTime":1263.218,"endTime":1263.618,"body":"value"},{"startTime":1263.618,"endTime":1264.378,"body":"creation"},{"startTime":1264.528,"endTime":1264.808,"body":"and"},{"startTime":1264.888,"endTime":1265.238,"body":"added"},{"startTime":1265.238,"endTime":1265.578,"body":"value"},{"startTime":1265.578,"endTime":1266.308,"body":"activities."},{"startTime":1266.598,"endTime":1266.788,"body":"It"},{"startTime":1266.798,"endTime":1267.218,"body":"helps"},{"startTime":1267.218,"endTime":1267.598,"body":"with"},{"startTime":1267.618,"endTime":1267.918,"body":"data"},{"startTime":1267.918,"endTime":1268.418,"body":"governance."},{"startTime":1268.558,"endTime":1268.648,"body":"It"},{"startTime":1268.648,"endTime":1269.038,"body":"helps"},{"startTime":1269.048,"endTime":1269.368,"body":"across"},{"startTime":1269.368,"endTime":1269.448,"body":"the"},{"startTime":1269.448,"endTime":1269.688,"body":"board."},{"startTime":1269.688,"endTime":1269.798,"body":"But"},{"startTime":1269.798,"endTime":1269.878,"body":"the"},{"startTime":1269.878,"endTime":1270.078,"body":"real"},{"startTime":1270.078,"endTime":1270.298,"body":"big"},{"startTime":1270.298,"endTime":1270.538,"body":"thing"},{"startTime":1270.538,"endTime":1270.848,"body":"here,"},{"startTime":1270.858,"endTime":1270.968,"body":"the"},{"startTime":1270.968,"endTime":1271.308,"body":"message"},{"startTime":1271.308,"endTime":1271.428,"body":"I"},{"startTime":1271.428,"endTime":1271.658,"body":"always"},{"startTime":1271.658,"endTime":1271.688,"body":"like"},{"startTime":1271.768,"endTime":1271.878,"body":"to"},{"startTime":1271.878,"endTime":1272.248,"body":"say"},{"startTime":1272.248,"endTime":1272.398,"body":"is"},{"startTime":1272.398,"endTime":1272.608,"body":"that"},{"startTime":1272.628,"endTime":1272.838,"body":"if"},{"startTime":1272.838,"endTime":1273.058,"body":"you"},{"startTime":1273.058,"endTime":1273.148,"body":"are"},{"startTime":1273.148,"endTime":1273.398,"body":"going"},{"startTime":1273.398,"endTime":1273.588,"body":"to"},{"startTime":1273.588,"endTime":1273.758,"body":"move"},{"startTime":1273.768,"endTime":1274.248,"body":"forward"},{"startTime":1274.248,"endTime":1274.398,"body":"with"},{"startTime":1274.398,"endTime":1274.488,"body":"an"},{"startTime":1274.498,"endTime":1275.108,"body":"SSOT"},{"startTime":1275.118,"endTime":1275.848,"body":"strategy."},{"startTime":1276.048,"endTime":1276.248,"body":"You"},{"startTime":1276.248,"endTime":1276.478,"body":"need"},{"startTime":1276.478,"endTime":1276.598,"body":"to"},{"startTime":1276.598,"endTime":1276.828,"body":"look"},{"startTime":1276.828,"endTime":1276.968,"body":"at"},{"startTime":1276.968,"endTime":1277.148,"body":"it"},{"startTime":1277.338,"endTime":1277.578,"body":"as"},{"startTime":1277.578,"endTime":1277.678,"body":"a"},{"startTime":1277.688,"endTime":1278.698,"body":"continuous"},{"startTime":1279.148,"endTime":1279.658,"body":"creation"},{"startTime":1279.658,"endTime":1279.748,"body":"of"},{"startTime":1279.748,"endTime":1280.428,"body":"value"},{"startTime":1280.558,"endTime":1280.988,"body":"across"},{"startTime":1281.018,"endTime":1281.498,"body":"multiple"},{"startTime":1281.498,"endTime":1281.828,"body":"areas"},{"startTime":1281.828,"endTime":1281.988,"body":"of"},{"startTime":1281.988,"endTime":1282.048,"body":"the"},{"startTime":1282.048,"endTime":1282.688,"body":"business."},{"startTime":1282.928,"endTime":1283.068,"body":"And"},{"startTime":1283.068,"endTime":1283.168,"body":"you"},{"startTime":1283.168,"endTime":1283.358,"body":"want"},{"startTime":1283.358,"endTime":1283.468,"body":"to"},{"startTime":1283.598,"endTime":1284.218,"body":"track"},{"startTime":1284.338,"endTime":1284.538,"body":"and"},{"startTime":1284.538,"endTime":1284.738,"body":"look"},{"startTime":1284.738,"endTime":1284.858,"body":"at"},{"startTime":1284.858,"endTime":1285.228,"body":"those"},{"startTime":1285.228,"endTime":1285.348,"body":"and"},{"startTime":1285.358,"endTime":1285.748,"body":"have"},{"startTime":1285.748,"endTime":1286.068,"body":"that"},{"startTime":1286.078,"endTime":1286.388,"body":"top"},{"startTime":1286.388,"endTime":1286.548,"body":"of"},{"startTime":1286.558,"endTime":1287.028,"body":"mind"},{"startTime":1287.048,"endTime":1287.248,"body":"as"},{"startTime":1287.248,"endTime":1287.498,"body":"you"},{"startTime":1287.738,"endTime":1288.058,"body":"put"},{"startTime":1288.078,"endTime":1288.388,"body":"your"},{"startTime":1288.388,"endTime":1288.748,"body":"plan"},{"startTime":1288.748,"endTime":1289.428,"body":"together,"},{"startTime":1290.218,"endTime":1290.828,"body":"track"},{"startTime":1290.848,"endTime":1290.958,"body":"the"},{"startTime":1290.958,"endTime":1291.418,"body":"progress"},{"startTime":1291.418,"endTime":1291.558,"body":"of"},{"startTime":1291.558,"endTime":1291.628,"body":"the"},{"startTime":1291.628,"endTime":1292.148,"body":"plan"},{"startTime":1292.578,"endTime":1292.738,"body":"and"},{"startTime":1292.738,"endTime":1293.368,"body":"evaluate"},{"startTime":1293.388,"endTime":1293.898,"body":"outcomes"},{"startTime":1293.928,"endTime":1294.098,"body":"of"},{"startTime":1294.098,"endTime":1294.208,"body":"your"},{"startTime":1294.208,"endTime":1294.518,"body":"plan"},{"startTime":1294.548,"endTime":1294.728,"body":"as"},{"startTime":1294.728,"endTime":1294.838,"body":"it"},{"startTime":1294.838,"endTime":1295.008,"body":"goes"},{"startTime":1295.008,"endTime":1295.148,"body":"through"},{"startTime":1295.148,"endTime":1295.688,"body":"milestones."},{"startTime":1295.738,"endTime":1295.908,"body":"Yeah."},{"startTime":1295.958,"endTime":1295.988,"body":"And"},{"startTime":1295.988,"endTime":1296.278,"body":"actually"},{"startTime":1296.278,"endTime":1296.468,"body":"just"},{"startTime":1296.478,"endTime":1296.688,"body":"real"},{"startTime":1296.688,"endTime":1297.058,"body":"quick"},{"startTime":1297.098,"endTime":1297.348,"body":"Heather"},{"startTime":1297.348,"endTime":1297.488,"body":"on"},{"startTime":1297.488,"endTime":1297.708,"body":"that"},{"startTime":1297.708,"endTime":1298.068,"body":"prior"},{"startTime":1298.068,"endTime":1298.358,"body":"slide."},{"startTime":1298.358,"endTime":1298.598,"body":"So"},{"startTime":1298.958,"endTime":1299.028,"body":"a"},{"startTime":1299.028,"endTime":1299.198,"body":"lot"},{"startTime":1299.198,"endTime":1299.298,"body":"of"},{"startTime":1299.298,"endTime":1299.388,"body":"our"},{"startTime":1299.388,"endTime":1300.188,"body":"customers,"},{"startTime":1300.318,"endTime":1300.458,"body":"the"},{"startTime":1300.458,"endTime":1300.888,"body":"best"},{"startTime":1300.978,"endTime":1301.208,"body":"when"},{"startTime":1301.208,"endTime":1301.348,"body":"they're"},{"startTime":1301.348,"endTime":1302.068,"body":"using"},{"startTime":1302.618,"endTime":1302.858,"body":"the"},{"startTime":1302.858,"endTime":1303.618,"body":"analytics"},{"startTime":1304.248,"endTime":1304.408,"body":"and"},{"startTime":1304.408,"endTime":1304.468,"body":"the"},{"startTime":1304.468,"endTime":1304.728,"body":"single"},{"startTime":1304.728,"endTime":1304.918,"body":"source"},{"startTime":1304.918,"endTime":1305.028,"body":"of"},{"startTime":1305.028,"endTime":1305.408,"body":"truth."},{"startTime":1305.928,"endTime":1305.948,"body":"I"},{"startTime":1305.948,"endTime":1306.078,"body":"mean,"},{"startTime":1306.078,"endTime":1306.188,"body":"the"},{"startTime":1306.188,"endTime":1306.468,"body":"means"},{"startTime":1306.468,"endTime":1306.578,"body":"that"},{"startTime":1306.578,"endTime":1306.638,"body":"it"},{"startTime":1306.638,"endTime":1306.768,"body":"was"},{"startTime":1306.768,"endTime":1307.008,"body":"really"},{"startTime":1307.028,"endTime":1307.228,"body":"meant"},{"startTime":1307.228,"endTime":1307.328,"body":"to"},{"startTime":1307.328,"endTime":1307.718,"body":"be,"},{"startTime":1307.818,"endTime":1308.278,"body":"they"},{"startTime":1308.318,"endTime":1308.518,"body":"are"},{"startTime":1308.518,"endTime":1308.788,"body":"able"},{"startTime":1308.788,"endTime":1309.188,"body":"to"},{"startTime":1309.228,"endTime":1309.628,"body":"deploy"},{"startTime":1309.628,"endTime":1309.798,"body":"new"},{"startTime":1309.808,"endTime":1310.388,"body":"marketing"},{"startTime":1310.678,"endTime":1311.058,"body":"efforts"},{"startTime":1311.058,"endTime":1311.218,"body":"or"},{"startTime":1311.218,"endTime":1311.598,"body":"change"},{"startTime":1311.598,"endTime":1311.998,"body":"certain"},{"startTime":1312.428,"endTime":1312.858,"body":"tactics"},{"startTime":1312.858,"endTime":1312.978,"body":"in"},{"startTime":1312.978,"endTime":1313.178,"body":"their"},{"startTime":1313.178,"endTime":1313.518,"body":"sales"},{"startTime":1313.518,"endTime":1314.148,"body":"process."},{"startTime":1314.438,"endTime":1314.588,"body":"And"},{"startTime":1314.588,"endTime":1314.738,"body":"then"},{"startTime":1314.738,"endTime":1315.778,"body":"simultaneously"},{"startTime":1315.808,"endTime":1315.998,"body":"in"},{"startTime":1315.998,"endTime":1316.188,"body":"real"},{"startTime":1316.188,"endTime":1316.448,"body":"time,"},{"startTime":1316.448,"endTime":1316.568,"body":"kind"},{"startTime":1316.568,"endTime":1316.668,"body":"of"},{"startTime":1316.668,"endTime":1317.038,"body":"see"},{"startTime":1317.098,"endTime":1317.288,"body":"how"},{"startTime":1317.288,"endTime":1317.468,"body":"that"},{"startTime":1317.468,"endTime":1317.588,"body":"is"},{"startTime":1317.588,"endTime":1318.108,"body":"impacting"},{"startTime":1318.108,"endTime":1318.228,"body":"their"},{"startTime":1318.228,"endTime":1318.628,"body":"business."},{"startTime":1318.628,"endTime":1318.818,"body":"Right."},{"startTime":1319.388,"endTime":1319.878,"body":"So"},{"startTime":1320.648,"endTime":1321.088,"body":"again,"},{"startTime":1322.118,"endTime":1322.458,"body":"as"},{"startTime":1322.458,"endTime":1322.568,"body":"it"},{"startTime":1322.568,"endTime":1322.908,"body":"relates,"},{"startTime":1322.908,"endTime":1323.128,"body":"like,"},{"startTime":1323.138,"endTime":1323.388,"body":"do"},{"startTime":1323.388,"endTime":1323.478,"body":"I"},{"startTime":1323.488,"endTime":1323.818,"body":"have"},{"startTime":1323.818,"endTime":1323.948,"body":"a"},{"startTime":1324.008,"endTime":1324.368,"body":"proper"},{"startTime":1324.368,"endTime":1324.638,"body":"single"},{"startTime":1324.638,"endTime":1324.828,"body":"source"},{"startTime":1324.828,"endTime":1324.928,"body":"of"},{"startTime":1324.958,"endTime":1325.318,"body":"truth,"},{"startTime":1325.488,"endTime":1325.508,"body":"am"},{"startTime":1325.518,"endTime":1325.618,"body":"I"},{"startTime":1325.618,"endTime":1325.878,"body":"doing"},{"startTime":1325.878,"endTime":1326.048,"body":"this"},{"startTime":1326.048,"endTime":1326.618,"body":"correctly?"},{"startTime":1326.938,"endTime":1327.088,"body":"You"},{"startTime":1327.088,"endTime":1327.308,"body":"should"},{"startTime":1327.308,"endTime":1327.568,"body":"really"},{"startTime":1327.568,"endTime":1327.768,"body":"be"},{"startTime":1327.768,"endTime":1327.998,"body":"able"},{"startTime":1327.998,"endTime":1328.598,"body":"to"},{"startTime":1329.018,"endTime":1329.608,"body":"try"},{"startTime":1329.818,"endTime":1330.298,"body":"new"},{"startTime":1330.308,"endTime":1330.858,"body":"strategies"},{"startTime":1330.868,"endTime":1331.068,"body":"within"},{"startTime":1331.068,"endTime":1331.148,"body":"the"},{"startTime":1331.148,"endTime":1331.758,"body":"business,"},{"startTime":1332.338,"endTime":1332.848,"body":"adjacent"},{"startTime":1332.868,"endTime":1332.958,"body":"to"},{"startTime":1332.958,"endTime":1333.338,"body":"that,"},{"startTime":1333.388,"endTime":1333.718,"body":"see"},{"startTime":1333.718,"endTime":1333.818,"body":"the"},{"startTime":1333.818,"endTime":1334.598,"body":"performance"},{"startTime":1334.888,"endTime":1335.098,"body":"with"},{"startTime":1335.098,"endTime":1335.408,"body":"little"},{"startTime":1335.408,"endTime":1335.768,"body":"effort"},{"startTime":1335.778,"endTime":1335.918,"body":"to"},{"startTime":1335.928,"endTime":1336.338,"body":"develop"},{"startTime":1336.368,"endTime":1336.578,"body":"like"},{"startTime":1336.578,"endTime":1336.858,"body":"that."},{"startTime":1337.858,"endTime":1337.928,"body":"To"},{"startTime":1337.948,"endTime":1338.278,"body":"develop"},{"startTime":1338.338,"endTime":1338.518,"body":"that"},{"startTime":1338.518,"endTime":1338.978,"body":"insight"},{"startTime":1338.978,"endTime":1339.038,"body":"or"},{"startTime":1339.038,"endTime":1339.098,"body":"to"},{"startTime":1339.098,"endTime":1339.438,"body":"develop"},{"startTime":1339.438,"endTime":1339.578,"body":"that"},{"startTime":1339.578,"endTime":1340.118,"body":"visibility"},{"startTime":1340.128,"endTime":1340.438,"body":"into"},{"startTime":1340.448,"endTime":1340.688,"body":"how"},{"startTime":1340.688,"endTime":1340.858,"body":"that"},{"startTime":1340.858,"endTime":1340.998,"body":"is"},{"startTime":1341.018,"endTime":1341.518,"body":"performing"},{"startTime":1341.518,"endTime":1341.798,"body":"within"},{"startTime":1341.798,"endTime":1341.878,"body":"the"},{"startTime":1341.878,"endTime":1342.298,"body":"market."},{"startTime":1342.678,"endTime":1342.818,"body":"And"},{"startTime":1342.818,"endTime":1343.018,"body":"that..."},{"startTime":1343.698,"endTime":1343.718,"body":"It"},{"startTime":1343.728,"endTime":1344.118,"body":"enables"},{"startTime":1344.118,"endTime":1344.388,"body":"people"},{"startTime":1344.388,"endTime":1344.538,"body":"to"},{"startTime":1344.538,"endTime":1344.798,"body":"try"},{"startTime":1344.808,"endTime":1345.218,"body":"things"},{"startTime":1345.298,"endTime":1345.488,"body":"and"},{"startTime":1345.488,"endTime":1345.858,"body":"then"},{"startTime":1346.128,"endTime":1346.308,"body":"turn"},{"startTime":1346.308,"endTime":1346.458,"body":"them"},{"startTime":1346.458,"endTime":1346.678,"body":"off"},{"startTime":1346.678,"endTime":1346.728,"body":"or"},{"startTime":1346.728,"endTime":1346.878,"body":"turn"},{"startTime":1346.878,"endTime":1346.948,"body":"them"},{"startTime":1346.958,"endTime":1347.168,"body":"back"},{"startTime":1347.168,"endTime":1347.348,"body":"on"},{"startTime":1347.348,"endTime":1347.638,"body":"depending"},{"startTime":1347.638,"endTime":1347.698,"body":"on"},{"startTime":1347.708,"endTime":1347.848,"body":"how"},{"startTime":1347.848,"endTime":1347.988,"body":"they"},{"startTime":1347.988,"endTime":1348.288,"body":"work."},{"startTime":1348.738,"endTime":1348.768,"body":"It"},{"startTime":1348.778,"endTime":1349.258,"body":"really"},{"startTime":1349.468,"endTime":1349.718,"body":"goes"},{"startTime":1349.728,"endTime":1349.798,"body":"to"},{"startTime":1349.798,"endTime":1350.108,"body":"Heather's"},{"startTime":1350.108,"endTime":1350.198,"body":"point"},{"startTime":1350.238,"endTime":1350.318,"body":"of"},{"startTime":1350.318,"endTime":1350.748,"body":"enabling"},{"startTime":1350.748,"endTime":1350.898,"body":"that"},{"startTime":1350.898,"endTime":1351.158,"body":"value"},{"startTime":1351.158,"endTime":1351.638,"body":"creation"},{"startTime":1351.648,"endTime":1351.958,"body":"going"},{"startTime":1351.978,"endTime":1352.278,"body":"forward"},{"startTime":1352.278,"endTime":1352.668,"body":"continuously."},{"startTime":1352.968,"endTime":1353.098,"body":"So"},{"startTime":1353.108,"endTime":1353.208,"body":"the"},{"startTime":1353.208,"endTime":1353.378,"body":"way"},{"startTime":1353.378,"endTime":1353.548,"body":"that"},{"startTime":1353.548,"endTime":1353.698,"body":"I"},{"startTime":1353.698,"endTime":1353.898,"body":"look"},{"startTime":1353.898,"endTime":1354.048,"body":"at"},{"startTime":1354.048,"endTime":1354.198,"body":"it"},{"startTime":1354.198,"endTime":1354.338,"body":"is"},{"startTime":1354.418,"endTime":1354.688,"body":"this."},{"startTime":1354.868,"endTime":1354.988,"body":"The"},{"startTime":1354.988,"endTime":1355.268,"body":"first"},{"startTime":1355.268,"endTime":1355.518,"body":"part"},{"startTime":1355.518,"endTime":1355.658,"body":"is"},{"startTime":1355.658,"endTime":1356.758,"body":"standardization."},{"startTime":1357.058,"endTime":1357.768,"body":"Regardless"},{"startTime":1357.768,"endTime":1357.918,"body":"of"},{"startTime":1357.918,"endTime":1358.228,"body":"whether,"},{"startTime":1358.238,"endTime":1358.488,"body":"where"},{"startTime":1358.488,"endTime":1358.668,"body":"you"},{"startTime":1358.668,"endTime":1359.168,"body":"start"},{"startTime":1359.198,"endTime":1359.428,"body":"on"},{"startTime":1359.428,"endTime":1359.598,"body":"the"},{"startTime":1359.638,"endTime":1360.188,"body":"SSOT"},{"startTime":1360.198,"endTime":1361.168,"body":"strategy,"},{"startTime":1361.258,"endTime":1361.498,"body":"you"},{"startTime":1361.498,"endTime":1361.758,"body":"need"},{"startTime":1361.758,"endTime":1361.928,"body":"to"},{"startTime":1361.928,"endTime":1362.258,"body":"look"},{"startTime":1362.258,"endTime":1362.598,"body":"at"},{"startTime":1363.398,"endTime":1363.718,"body":"things"},{"startTime":1363.858,"endTime":1363.878,"body":"in"},{"startTime":1363.878,"endTime":1364.028,"body":"your"},{"startTime":1364.038,"endTime":1364.668,"body":"business."},{"startTime":1365.548,"endTime":1366.058,"body":"And"},{"startTime":1366.908,"endTime":1367.528,"body":"how"},{"startTime":1367.538,"endTime":1367.778,"body":"you"},{"startTime":1367.778,"endTime":1367.978,"body":"can"},{"startTime":1367.978,"endTime":1368.478,"body":"use"},{"startTime":1368.488,"endTime":1368.948,"body":"this"},{"startTime":1369.018,"endTime":1369.568,"body":"process"},{"startTime":1369.568,"endTime":1369.718,"body":"to"},{"startTime":1369.718,"endTime":1370.398,"body":"standardize"},{"startTime":1370.418,"endTime":1370.688,"body":"them."},{"startTime":1371.418,"endTime":1371.548,"body":"I"},{"startTime":1371.568,"endTime":1371.738,"body":"look"},{"startTime":1371.738,"endTime":1371.848,"body":"at"},{"startTime":1371.848,"endTime":1371.998,"body":"it"},{"startTime":1371.998,"endTime":1372.228,"body":"that"},{"startTime":1372.228,"endTime":1372.358,"body":"the"},{"startTime":1372.408,"endTime":1373.008,"body":"SSOT"},{"startTime":1373.018,"endTime":1373.448,"body":"strategy"},{"startTime":1373.478,"endTime":1373.758,"body":"comes"},{"startTime":1373.758,"endTime":1374.188,"body":"first,"},{"startTime":1374.188,"endTime":1374.338,"body":"by"},{"startTime":1374.338,"endTime":1374.468,"body":"the"},{"startTime":1374.468,"endTime":1374.888,"body":"way,"},{"startTime":1375.128,"endTime":1375.358,"body":"because"},{"startTime":1375.358,"endTime":1375.428,"body":"you"},{"startTime":1375.428,"endTime":1375.598,"body":"want"},{"startTime":1375.598,"endTime":1375.648,"body":"to"},{"startTime":1375.648,"endTime":1375.808,"body":"know"},{"startTime":1375.808,"endTime":1376.108,"body":"what"},{"startTime":1376.108,"endTime":1376.228,"body":"to"},{"startTime":1376.228,"endTime":1377.008,"body":"standardize,"},{"startTime":1377.038,"endTime":1377.278,"body":"what"},{"startTime":1377.278,"endTime":1377.518,"body":"makes"},{"startTime":1377.518,"endTime":1378.068,"body":"sense,"},{"startTime":1378.538,"endTime":1378.828,"body":"and"},{"startTime":1378.908,"endTime":1379.258,"body":"test"},{"startTime":1379.258,"endTime":1379.398,"body":"it"},{"startTime":1379.398,"endTime":1379.698,"body":"out"},{"startTime":1379.928,"endTime":1380.668,"body":"versus"},{"startTime":1380.978,"endTime":1381.338,"body":"doing"},{"startTime":1381.338,"endTime":1381.568,"body":"that"},{"startTime":1381.568,"endTime":1381.928,"body":"first,"},{"startTime":1381.938,"endTime":1382.148,"body":"then"},{"startTime":1382.148,"endTime":1382.588,"body":"driving"},{"startTime":1382.588,"endTime":1383.158,"body":"SSOT"},{"startTime":1383.158,"endTime":1383.558,"body":"side."},{"startTime":1383.848,"endTime":1383.988,"body":"But"},{"startTime":1383.988,"endTime":1384.108,"body":"it's"},{"startTime":1384.108,"endTime":1384.448,"body":"everything"},{"startTime":1384.448,"endTime":1384.598,"body":"from"},{"startTime":1384.598,"endTime":1385.288,"body":"processes,"},{"startTime":1385.298,"endTime":1385.508,"body":"how"},{"startTime":1385.508,"endTime":1385.668,"body":"you"},{"startTime":1385.668,"endTime":1386.028,"body":"measure"},{"startTime":1386.028,"endTime":1386.668,"body":"things."},{"startTime":1386.848,"endTime":1387.108,"body":"What"},{"startTime":1387.108,"endTime":1387.478,"body":"does"},{"startTime":1387.498,"endTime":1388.108,"body":"conversion"},{"startTime":1388.108,"endTime":1388.488,"body":"mean"},{"startTime":1388.498,"endTime":1388.788,"body":"to"},{"startTime":1388.788,"endTime":1389.328,"body":"sales"},{"startTime":1389.338,"endTime":1390.068,"body":"versus"},{"startTime":1390.118,"endTime":1390.228,"body":"a"},{"startTime":1390.228,"endTime":1390.768,"body":"conversion"},{"startTime":1390.768,"endTime":1391.078,"body":"act"},{"startTime":1391.148,"endTime":1391.578,"body":"mean"},{"startTime":1391.588,"endTime":1391.738,"body":"to"},{"startTime":1391.738,"endTime":1392.128,"body":"sales"},{"startTime":1392.128,"endTime":1392.488,"body":"versus"},{"startTime":1392.488,"endTime":1392.978,"body":"marketing,"},{"startTime":1392.978,"endTime":1393.098,"body":"for"},{"startTime":1393.098,"endTime":1393.728,"body":"example,"},{"startTime":1393.918,"endTime":1394.098,"body":"it's"},{"startTime":1394.098,"endTime":1394.188,"body":"the"},{"startTime":1394.188,"endTime":1395.038,"body":"platform"},{"startTime":1395.048,"endTime":1395.718,"body":"standardized"},{"startTime":1395.718,"endTime":1395.818,"body":"as"},{"startTime":1395.818,"endTime":1395.998,"body":"much"},{"startTime":1395.998,"endTime":1396.098,"body":"as"},{"startTime":1396.098,"endTime":1396.188,"body":"you"},{"startTime":1396.188,"endTime":1396.358,"body":"can"},{"startTime":1396.358,"endTime":1396.448,"body":"on"},{"startTime":1396.448,"endTime":1396.618,"body":"them"},{"startTime":1396.618,"endTime":1396.788,"body":"and"},{"startTime":1396.798,"endTime":1396.958,"body":"it's"},{"startTime":1396.958,"endTime":1397.208,"body":"also"},{"startTime":1397.208,"endTime":1397.878,"body":"products."},{"startTime":1398.138,"endTime":1398.338,"body":"This"},{"startTime":1398.348,"endTime":1398.478,"body":"is"},{"startTime":1398.478,"endTime":1398.708,"body":"more"},{"startTime":1398.708,"endTime":1399.108,"body":"towards"},{"startTime":1399.108,"endTime":1399.178,"body":"a"},{"startTime":1399.178,"endTime":1399.528,"body":"media"},{"startTime":1399.528,"endTime":1400.188,"body":"company,"},{"startTime":1400.258,"endTime":1400.458,"body":"for"},{"startTime":1400.458,"endTime":1400.928,"body":"example,"},{"startTime":1400.928,"endTime":1400.988,"body":"or"},{"startTime":1400.988,"endTime":1401.368,"body":"events"},{"startTime":1401.398,"endTime":1402.298,"body":"organization,"},{"startTime":1402.578,"endTime":1402.848,"body":"but"},{"startTime":1402.898,"endTime":1403.128,"body":"you"},{"startTime":1403.128,"endTime":1403.318,"body":"should"},{"startTime":1403.318,"endTime":1403.528,"body":"not"},{"startTime":1403.538,"endTime":1404.128,"body":"have"},{"startTime":1404.188,"endTime":1404.578,"body":"100"},{"startTime":1404.588,"endTime":1404.948,"body":"different"},{"startTime":1404.958,"endTime":1405.758,"body":"newsletters"},{"startTime":1405.778,"endTime":1405.938,"body":"that"},{"startTime":1405.938,"endTime":1406.048,"body":"you're"},{"startTime":1406.048,"endTime":1406.428,"body":"selling"},{"startTime":1406.428,"endTime":1406.548,"body":"with"},{"startTime":1406.548,"endTime":1406.688,"body":"all"},{"startTime":1406.688,"endTime":1406.978,"body":"different"},{"startTime":1406.988,"endTime":1407.228,"body":"ad"},{"startTime":1407.228,"endTime":1407.898,"body":"formats."},{"startTime":1407.908,"endTime":1408.098,"body":"You'll"},{"startTime":1408.098,"endTime":1408.308,"body":"never"},{"startTime":1408.308,"endTime":1408.428,"body":"be"},{"startTime":1408.428,"endTime":1408.588,"body":"able"},{"startTime":1408.588,"endTime":1408.688,"body":"to"},{"startTime":1408.688,"endTime":1409.198,"body":"track"},{"startTime":1409.568,"endTime":1409.828,"body":"true"},{"startTime":1409.828,"endTime":1410.358,"body":"performance"},{"startTime":1410.378,"endTime":1410.568,"body":"of"},{"startTime":1410.568,"endTime":1410.678,"body":"your"},{"startTime":1410.678,"endTime":1411.128,"body":"newsletter"},{"startTime":1411.128,"endTime":1411.638,"body":"channel."},{"startTime":1411.988,"endTime":1412.188,"body":"And"},{"startTime":1412.208,"endTime":1412.458,"body":"add"},{"startTime":1412.458,"endTime":1412.948,"body":"types"},{"startTime":1412.968,"endTime":1413.138,"body":"and"},{"startTime":1413.148,"endTime":1413.398,"body":"things"},{"startTime":1413.398,"endTime":1413.608,"body":"like"},{"startTime":1413.608,"endTime":1413.958,"body":"that."},{"startTime":1413.998,"endTime":1414.298,"body":"If"},{"startTime":1414.298,"endTime":1414.518,"body":"you"},{"startTime":1414.518,"endTime":1414.928,"body":"are"},{"startTime":1414.948,"endTime":1415.728,"body":"deploying"},{"startTime":1415.778,"endTime":1416.028,"body":"all"},{"startTime":1416.028,"endTime":1416.398,"body":"different"},{"startTime":1416.398,"endTime":1416.798,"body":"kinds"},{"startTime":1416.798,"endTime":1416.818,"body":"of"},{"startTime":1416.978,"endTime":1417.818,"body":"normalization,"},{"startTime":1417.818,"endTime":1418.788,"body":"standardization"},{"startTime":1418.788,"endTime":1419.058,"body":"needs"},{"startTime":1419.058,"endTime":1419.478,"body":"to"},{"startTime":1419.778,"endTime":1419.998,"body":"take"},{"startTime":1419.998,"endTime":1420.358,"body":"place,"},{"startTime":1420.368,"endTime":1420.518,"body":"you"},{"startTime":1420.518,"endTime":1420.668,"body":"should"},{"startTime":1420.678,"endTime":1420.868,"body":"have"},{"startTime":1420.868,"endTime":1420.928,"body":"a"},{"startTime":1420.928,"endTime":1421.298,"body":"customer"},{"startTime":1421.298,"endTime":1421.798,"body":"engagement"},{"startTime":1421.798,"endTime":1422.298,"body":"process"},{"startTime":1422.298,"endTime":1422.478,"body":"that's"},{"startTime":1422.478,"endTime":1423.168,"body":"standardized,"},{"startTime":1423.168,"endTime":1423.318,"body":"but"},{"startTime":1423.368,"endTime":1423.598,"body":"this"},{"startTime":1423.598,"endTime":1423.888,"body":"data"},{"startTime":1423.888,"endTime":1424.338,"body":"strategy"},{"startTime":1424.338,"endTime":1424.478,"body":"could"},{"startTime":1424.488,"endTime":1424.738,"body":"help"},{"startTime":1424.738,"endTime":1424.878,"body":"you"},{"startTime":1424.878,"endTime":1425.088,"body":"do"},{"startTime":1425.088,"endTime":1425.348,"body":"that"},{"startTime":1425.348,"endTime":1425.498,"body":"and"},{"startTime":1425.498,"endTime":1425.658,"body":"do"},{"startTime":1425.658,"endTime":1425.758,"body":"it"},{"startTime":1425.758,"endTime":1425.898,"body":"with"},{"startTime":1425.908,"endTime":1426.128,"body":"low"},{"startTime":1426.128,"endTime":1426.568,"body":"risk"},{"startTime":1426.978,"endTime":1427.338,"body":"and"},{"startTime":1427.388,"endTime":1427.638,"body":"low"},{"startTime":1427.638,"endTime":1428.428,"body":"destruction"},{"startTime":1428.428,"endTime":1428.528,"body":"or"},{"startTime":1428.528,"endTime":1429.018,"body":"disruption"},{"startTime":1429.018,"endTime":1429.148,"body":"to"},{"startTime":1429.148,"endTime":1429.248,"body":"the"},{"startTime":1429.248,"endTime":1429.938,"body":"business."},{"startTime":1430.048,"endTime":1430.198,"body":"If"},{"startTime":1430.208,"endTime":1430.288,"body":"I"},{"startTime":1430.288,"endTime":1430.618,"body":"talked"},{"startTime":1430.618,"endTime":1430.878,"body":"about"},{"startTime":1430.878,"endTime":1430.968,"body":"the"},{"startTime":1430.968,"endTime":1431.398,"body":"values"},{"startTime":1431.398,"endTime":1431.628,"body":"through"},{"startTime":1431.628,"endTime":1431.858,"body":"data"},{"startTime":1431.858,"endTime":1432.048,"body":"and"},{"startTime":1432.048,"endTime":1432.788,"body":"systems,"},{"startTime":1433.118,"endTime":1433.578,"body":"revenue"},{"startTime":1433.578,"endTime":1434.148,"body":"excellence"},{"startTime":1434.148,"endTime":1434.278,"body":"is"},{"startTime":1434.278,"endTime":1434.418,"body":"an"},{"startTime":1434.428,"endTime":1434.908,"body":"area"},{"startTime":1434.908,"endTime":1435.218,"body":"that"},{"startTime":1435.348,"endTime":1435.588,"body":"this"},{"startTime":1435.598,"endTime":1436.138,"body":"strategy"},{"startTime":1436.138,"endTime":1436.308,"body":"can"},{"startTime":1436.308,"endTime":1436.648,"body":"truly"},{"startTime":1436.648,"endTime":1437.028,"body":"drive"},{"startTime":1437.048,"endTime":1437.568,"body":"everything"},{"startTime":1437.568,"endTime":1438.048,"body":"from."},{"startTime":1438.503,"endTime":1438.603,"body":"I"},{"startTime":1438.603,"endTime":1438.833,"body":"use"},{"startTime":1438.833,"endTime":1438.933,"body":"the"},{"startTime":1438.933,"endTime":1439.293,"body":"word"},{"startTime":1439.303,"endTime":1439.453,"body":"the"},{"startTime":1439.453,"endTime":1439.883,"body":"revenue"},{"startTime":1439.883,"endTime":1440.153,"body":"room,"},{"startTime":1440.153,"endTime":1440.263,"body":"I"},{"startTime":1440.273,"endTime":1440.833,"body":"trademarked"},{"startTime":1440.833,"endTime":1441.083,"body":"it."},{"startTime":1441.353,"endTime":1441.563,"body":"It"},{"startTime":1441.563,"endTime":1441.923,"body":"really"},{"startTime":1441.923,"endTime":1442.053,"body":"is"},{"startTime":1442.053,"endTime":1442.143,"body":"a"},{"startTime":1442.153,"endTime":1442.933,"body":"mindset,"},{"startTime":1442.943,"endTime":1443.203,"body":"it's"},{"startTime":1443.203,"endTime":1443.303,"body":"a"},{"startTime":1443.323,"endTime":1443.763,"body":"culture"},{"startTime":1443.763,"endTime":1444.183,"body":"shift,"},{"startTime":1444.213,"endTime":1444.333,"body":"but"},{"startTime":1444.333,"endTime":1444.443,"body":"it"},{"startTime":1444.493,"endTime":1444.693,"body":"is"},{"startTime":1444.693,"endTime":1444.823,"body":"an"},{"startTime":1444.833,"endTime":1445.183,"body":"actual"},{"startTime":1445.183,"endTime":1445.883,"body":"organizational"},{"startTime":1445.883,"endTime":1446.603,"body":"construct"},{"startTime":1446.873,"endTime":1447.223,"body":"where"},{"startTime":1447.233,"endTime":1447.453,"body":"you're"},{"startTime":1447.453,"endTime":1447.823,"body":"using"},{"startTime":1447.823,"endTime":1448.243,"body":"data"},{"startTime":1448.293,"endTime":1448.433,"body":"to"},{"startTime":1448.463,"endTime":1449.023,"body":"connect"},{"startTime":1449.433,"endTime":1449.663,"body":"all"},{"startTime":1449.663,"endTime":1449.783,"body":"of"},{"startTime":1449.783,"endTime":1449.963,"body":"what"},{"startTime":1449.983,"endTime":1450.133,"body":"the"},{"startTime":1450.133,"endTime":1450.513,"body":"revenue"},{"startTime":1450.513,"endTime":1450.903,"body":"critical"},{"startTime":1450.903,"endTime":1451.363,"body":"functions"},{"startTime":1451.363,"endTime":1451.473,"body":"in"},{"startTime":1451.473,"endTime":1451.573,"body":"the"},{"startTime":1451.573,"endTime":1452.293,"body":"business"},{"startTime":1452.553,"endTime":1452.733,"body":"and"},{"startTime":1452.733,"endTime":1453.073,"body":"have"},{"startTime":1453.083,"endTime":1453.553,"body":"them"},{"startTime":1453.733,"endTime":1453.943,"body":"in"},{"startTime":1453.943,"endTime":1454.213,"body":"some"},{"startTime":1454.213,"endTime":1454.393,"body":"way"},{"startTime":1454.393,"endTime":1454.433,"body":"or"},{"startTime":1454.433,"endTime":1454.933,"body":"another"},{"startTime":1455.223,"endTime":1455.783,"body":"jointly"},{"startTime":1455.783,"endTime":1456.523,"body":"accountable"},{"startTime":1456.533,"endTime":1456.723,"body":"for"},{"startTime":1456.743,"endTime":1457.483,"body":"outcomes,"},{"startTime":1457.873,"endTime":1458.163,"body":"right?"},{"startTime":1458.183,"endTime":1458.713,"body":"Revenue"},{"startTime":1458.733,"endTime":1459.133,"body":"customer"},{"startTime":1459.133,"endTime":1459.733,"body":"outcomes."},{"startTime":1460.218,"endTime":1460.408,"body":"I'll"},{"startTime":1460.408,"endTime":1460.598,"body":"use"},{"startTime":1460.598,"endTime":1460.728,"body":"an"},{"startTime":1460.728,"endTime":1461.098,"body":"event"},{"startTime":1461.098,"endTime":1461.738,"body":"example,"},{"startTime":1461.748,"endTime":1462.038,"body":"but"},{"startTime":1462.038,"endTime":1462.168,"body":"I've"},{"startTime":1462.168,"endTime":1462.368,"body":"seen"},{"startTime":1462.368,"endTime":1462.538,"body":"this"},{"startTime":1462.538,"endTime":1462.598,"body":"a"},{"startTime":1462.598,"endTime":1462.978,"body":"thousand"},{"startTime":1462.978,"endTime":1463.478,"body":"times"},{"startTime":1463.478,"endTime":1464.078,"body":"where"},{"startTime":1464.098,"endTime":1464.468,"body":"sales"},{"startTime":1464.478,"endTime":1464.988,"body":"sells"},{"startTime":1464.988,"endTime":1465.148,"body":"a"},{"startTime":1465.158,"endTime":1465.968,"body":"sponsor,"},{"startTime":1466.028,"endTime":1466.098,"body":"you"},{"startTime":1466.098,"endTime":1466.218,"body":"know,"},{"startTime":1466.228,"endTime":1466.528,"body":"very"},{"startTime":1466.528,"endTime":1466.828,"body":"large"},{"startTime":1466.828,"endTime":1467.448,"body":"sponsor"},{"startTime":1467.588,"endTime":1468.138,"body":"promises"},{"startTime":1468.138,"endTime":1468.328,"body":"all"},{"startTime":1468.328,"endTime":1468.448,"body":"of"},{"startTime":1468.448,"endTime":1468.788,"body":"these"},{"startTime":1469.078,"endTime":1469.858,"body":"outcomes."},{"startTime":1470.548,"endTime":1470.658,"body":"The"},{"startTime":1470.658,"endTime":1471.118,"body":"contract"},{"startTime":1471.128,"endTime":1471.458,"body":"comes"},{"startTime":1471.458,"endTime":1471.868,"body":"in"},{"startTime":1472.148,"endTime":1472.748,"body":"and"},{"startTime":1472.798,"endTime":1473.108,"body":"both"},{"startTime":1473.128,"endTime":1474.008,"body":"marketing"},{"startTime":1474.058,"endTime":1474.538,"body":"and"},{"startTime":1474.558,"endTime":1474.988,"body":"the"},{"startTime":1474.998,"endTime":1475.478,"body":"enablement"},{"startTime":1475.488,"endTime":1475.698,"body":"team"},{"startTime":1475.698,"endTime":1475.778,"body":"are"},{"startTime":1475.778,"endTime":1476.058,"body":"looking"},{"startTime":1476.058,"endTime":1476.168,"body":"at"},{"startTime":1476.188,"endTime":1476.398,"body":"this"},{"startTime":1476.418,"endTime":1476.568,"body":"and"},{"startTime":1476.568,"endTime":1476.738,"body":"say,"},{"startTime":1476.748,"endTime":1476.898,"body":"there's"},{"startTime":1476.898,"endTime":1477.018,"body":"no"},{"startTime":1477.018,"endTime":1477.148,"body":"way"},{"startTime":1477.148,"endTime":1477.278,"body":"we"},{"startTime":1477.278,"endTime":1477.418,"body":"can"},{"startTime":1477.418,"endTime":1477.618,"body":"do"},{"startTime":1477.618,"endTime":1478.048,"body":"this."},{"startTime":1478.468,"endTime":1479.178,"body":"And"},{"startTime":1479.188,"endTime":1479.288,"body":"it"},{"startTime":1479.288,"endTime":1479.418,"body":"was"},{"startTime":1479.418,"endTime":1479.688,"body":"over,"},{"startTime":1479.808,"endTime":1479.908,"body":"it"},{"startTime":1479.908,"endTime":1480.048,"body":"was"},{"startTime":1480.158,"endTime":1480.968,"body":"oversold."},{"startTime":1481.208,"endTime":1481.488,"body":"They"},{"startTime":1481.498,"endTime":1481.788,"body":"didn't"},{"startTime":1481.788,"endTime":1482.258,"body":"deliver,"},{"startTime":1482.268,"endTime":1482.468,"body":"everyone's"},{"startTime":1482.468,"endTime":1482.808,"body":"pointing"},{"startTime":1482.808,"endTime":1483.278,"body":"fingers."},{"startTime":1483.278,"endTime":1483.418,"body":"But"},{"startTime":1483.418,"endTime":1483.528,"body":"if"},{"startTime":1483.528,"endTime":1483.708,"body":"you"},{"startTime":1483.708,"endTime":1483.988,"body":"use"},{"startTime":1483.988,"endTime":1484.348,"body":"data"},{"startTime":1484.348,"endTime":1484.678,"body":"now"},{"startTime":1484.678,"endTime":1484.838,"body":"to"},{"startTime":1484.838,"endTime":1485.348,"body":"actually"},{"startTime":1485.528,"endTime":1485.868,"body":"co"},{"startTime":1485.868,"endTime":1486.448,"body":"sell,"},{"startTime":1486.478,"endTime":1486.748,"body":"co"},{"startTime":1486.748,"endTime":1487.348,"body":"deliver,"},{"startTime":1487.388,"endTime":1487.598,"body":"co"},{"startTime":1487.598,"endTime":1487.998,"body":"create"},{"startTime":1487.998,"endTime":1488.128,"body":"with"},{"startTime":1488.128,"endTime":1488.218,"body":"the"},{"startTime":1488.218,"endTime":1488.828,"body":"customer."},{"startTime":1489.178,"endTime":1489.358,"body":"And"},{"startTime":1489.358,"endTime":1489.708,"body":"data's"},{"startTime":1489.708,"endTime":1489.848,"body":"at"},{"startTime":1489.848,"endTime":1489.968,"body":"the"},{"startTime":1489.968,"endTime":1490.228,"body":"ready"},{"startTime":1490.228,"endTime":1490.368,"body":"to"},{"startTime":1490.368,"endTime":1490.548,"body":"say"},{"startTime":1490.548,"endTime":1490.698,"body":"what"},{"startTime":1490.698,"endTime":1490.838,"body":"you"},{"startTime":1490.838,"endTime":1491.078,"body":"can"},{"startTime":1491.078,"endTime":1491.258,"body":"do"},{"startTime":1491.258,"endTime":1491.418,"body":"and"},{"startTime":1491.418,"endTime":1491.428,"body":"what"},{"startTime":1491.428,"endTime":1491.448,"body":"you"},{"startTime":1491.478,"endTime":1491.778,"body":"can't"},{"startTime":1491.778,"endTime":1491.978,"body":"do."},{"startTime":1491.998,"endTime":1492.148,"body":"You"},{"startTime":1492.148,"endTime":1492.328,"body":"can"},{"startTime":1492.328,"endTime":1492.748,"body":"really"},{"startTime":1492.788,"endTime":1493.408,"body":"optimize"},{"startTime":1493.408,"endTime":1493.718,"body":"revenue"},{"startTime":1493.718,"endTime":1494.258,"body":"performance"},{"startTime":1494.258,"endTime":1494.368,"body":"in"},{"startTime":1494.368,"endTime":1494.548,"body":"that"},{"startTime":1494.548,"endTime":1494.898,"body":"way."},{"startTime":1495.268,"endTime":1495.678,"body":"Product"},{"startTime":1495.688,"endTime":1496.358,"body":"excellence,"},{"startTime":1496.398,"endTime":1496.688,"body":"if,"},{"startTime":1496.718,"endTime":1497.038,"body":"again,"},{"startTime":1497.038,"endTime":1497.148,"body":"if"},{"startTime":1497.148,"endTime":1497.258,"body":"you're"},{"startTime":1497.258,"endTime":1498.208,"body":"standardizing"},{"startTime":1498.208,"endTime":1498.618,"body":"around"},{"startTime":1498.628,"endTime":1499.028,"body":"product"},{"startTime":1499.028,"endTime":1499.508,"body":"sets,"},{"startTime":1499.708,"endTime":1499.868,"body":"and"},{"startTime":1499.868,"endTime":1499.948,"body":"you"},{"startTime":1499.948,"endTime":1500.078,"body":"can"},{"startTime":1500.078,"endTime":1500.408,"body":"actually"},{"startTime":1500.408,"endTime":1500.688,"body":"see"},{"startTime":1500.688,"endTime":1500.868,"body":"what's"},{"startTime":1500.868,"endTime":1501.248,"body":"working,"},{"startTime":1501.248,"endTime":1501.508,"body":"what's"},{"startTime":1501.508,"endTime":1501.768,"body":"not,"},{"startTime":1501.778,"endTime":1501.948,"body":"you"},{"startTime":1501.948,"endTime":1502.158,"body":"can"},{"startTime":1502.158,"endTime":1502.368,"body":"then"},{"startTime":1502.378,"endTime":1502.888,"body":"leverage"},{"startTime":1502.888,"endTime":1503.118,"body":"that"},{"startTime":1503.118,"endTime":1503.648,"body":"across"},{"startTime":1503.668,"endTime":1503.978,"body":"all"},{"startTime":1503.978,"endTime":1504.098,"body":"of"},{"startTime":1504.098,"endTime":1504.258,"body":"those"},{"startTime":1504.268,"endTime":1504.938,"body":"solutions"},{"startTime":1504.938,"endTime":1505.468,"body":"regionally,"},{"startTime":1505.468,"endTime":1505.658,"body":"for"},{"startTime":1505.658,"endTime":1506.268,"body":"example,"},{"startTime":1506.278,"endTime":1506.468,"body":"or"},{"startTime":1506.468,"endTime":1506.828,"body":"across"},{"startTime":1506.848,"endTime":1507.678,"body":"portfolios."},{"startTime":1508.058,"endTime":1508.208,"body":"to"},{"startTime":1508.208,"endTime":1508.568,"body":"really"},{"startTime":1508.568,"endTime":1508.958,"body":"drive"},{"startTime":1508.978,"endTime":1509.288,"body":"better"},{"startTime":1509.298,"endTime":1510.108,"body":"outcomes."},{"startTime":1510.368,"endTime":1510.608,"body":"And"},{"startTime":1510.608,"endTime":1510.868,"body":"then"},{"startTime":1510.908,"endTime":1511.978,"body":"organizationally,"},{"startTime":1511.998,"endTime":1512.268,"body":"everyone"},{"startTime":1512.268,"endTime":1512.588,"body":"talks"},{"startTime":1512.588,"endTime":1513.068,"body":"about"},{"startTime":1513.198,"endTime":1513.508,"body":"data"},{"startTime":1513.508,"endTime":1513.898,"body":"driven"},{"startTime":1513.898,"endTime":1514.518,"body":"skills."},{"startTime":1514.588,"endTime":1514.848,"body":"You"},{"startTime":1514.848,"endTime":1514.948,"body":"are"},{"startTime":1514.948,"endTime":1515.158,"body":"not"},{"startTime":1515.158,"endTime":1515.248,"body":"going"},{"startTime":1515.248,"endTime":1515.288,"body":"to"},{"startTime":1515.288,"endTime":1515.378,"body":"be"},{"startTime":1515.378,"endTime":1515.518,"body":"able"},{"startTime":1515.518,"endTime":1515.708,"body":"to"},{"startTime":1515.708,"endTime":1516.508,"body":"acquire"},{"startTime":1516.618,"endTime":1516.938,"body":"data"},{"startTime":1517.058,"endTime":1517.408,"body":"science"},{"startTime":1517.408,"endTime":1517.558,"body":"and"},{"startTime":1517.558,"endTime":1517.838,"body":"data"},{"startTime":1517.848,"endTime":1518.208,"body":"skills"},{"startTime":1518.208,"endTime":1518.508,"body":"across"},{"startTime":1518.508,"endTime":1518.578,"body":"your"},{"startTime":1518.578,"endTime":1519.228,"body":"organizations."},{"startTime":1519.238,"endTime":1519.428,"body":"It's"},{"startTime":1519.428,"endTime":1520.168,"body":"impossible."},{"startTime":1520.768,"endTime":1520.938,"body":"What"},{"startTime":1520.938,"endTime":1521.108,"body":"you"},{"startTime":1521.108,"endTime":1521.418,"body":"have"},{"startTime":1521.418,"endTime":1521.538,"body":"to"},{"startTime":1521.538,"endTime":1521.988,"body":"do"},{"startTime":1522.148,"endTime":1522.298,"body":"is"},{"startTime":1522.298,"endTime":1522.408,"body":"you"},{"startTime":1522.418,"endTime":1522.628,"body":"have"},{"startTime":1522.628,"endTime":1522.838,"body":"to"},{"startTime":1523.148,"endTime":1523.528,"body":"build"},{"startTime":1523.558,"endTime":1523.878,"body":"them."},{"startTime":1524.118,"endTime":1524.348,"body":"So"},{"startTime":1524.348,"endTime":1524.468,"body":"if"},{"startTime":1524.468,"endTime":1524.728,"body":"you're"},{"startTime":1524.738,"endTime":1525.508,"body":"utilizing"},{"startTime":1525.508,"endTime":1525.608,"body":"an"},{"startTime":1525.618,"endTime":1526.228,"body":"SSOT"},{"startTime":1526.238,"endTime":1526.868,"body":"strategy,"},{"startTime":1526.888,"endTime":1527.098,"body":"you're"},{"startTime":1527.098,"endTime":1527.468,"body":"making"},{"startTime":1527.468,"endTime":1527.638,"body":"that"},{"startTime":1527.638,"endTime":1527.968,"body":"data"},{"startTime":1527.978,"endTime":1528.588,"body":"available,"},{"startTime":1528.608,"endTime":1528.748,"body":"you've"},{"startTime":1528.748,"endTime":1528.918,"body":"got"},{"startTime":1528.918,"endTime":1529.008,"body":"the"},{"startTime":1529.008,"endTime":1529.238,"body":"right"},{"startTime":1529.268,"endTime":1529.778,"body":"governance,"},{"startTime":1529.788,"endTime":1529.948,"body":"so"},{"startTime":1529.948,"endTime":1530.088,"body":"the"},{"startTime":1530.088,"endTime":1530.318,"body":"right"},{"startTime":1530.318,"endTime":1530.638,"body":"people"},{"startTime":1530.638,"endTime":1530.738,"body":"are"},{"startTime":1530.738,"endTime":1531.048,"body":"seeing"},{"startTime":1531.048,"endTime":1531.148,"body":"the"},{"startTime":1531.148,"endTime":1531.378,"body":"right"},{"startTime":1531.378,"endTime":1531.828,"body":"data,"},{"startTime":1532.108,"endTime":1532.268,"body":"you're"},{"startTime":1532.268,"endTime":1532.518,"body":"actually"},{"startTime":1532.518,"endTime":1532.628,"body":"going"},{"startTime":1532.628,"endTime":1532.688,"body":"to"},{"startTime":1532.688,"endTime":1533.338,"body":"embed."},{"startTime":1534.208,"endTime":1534.728,"body":"data"},{"startTime":1535.098,"endTime":1536.178,"body":"capabilities"},{"startTime":1536.678,"endTime":1536.898,"body":"in"},{"startTime":1536.898,"endTime":1537.018,"body":"the"},{"startTime":1537.018,"endTime":1537.398,"body":"daily"},{"startTime":1537.398,"endTime":1537.658,"body":"flow"},{"startTime":1537.658,"endTime":1537.808,"body":"of"},{"startTime":1537.808,"endTime":1538.138,"body":"work,"},{"startTime":1538.168,"endTime":1538.558,"body":"because"},{"startTime":1538.638,"endTime":1538.778,"body":"if"},{"startTime":1538.778,"endTime":1538.968,"body":"they've"},{"startTime":1538.968,"endTime":1539.138,"body":"got"},{"startTime":1539.138,"endTime":1539.238,"body":"the"},{"startTime":1539.238,"endTime":1539.418,"body":"right"},{"startTime":1539.418,"endTime":1539.948,"body":"dashboard"},{"startTime":1539.948,"endTime":1540.058,"body":"that's"},{"startTime":1540.058,"endTime":1540.178,"body":"going"},{"startTime":1540.178,"endTime":1540.238,"body":"to"},{"startTime":1540.238,"endTime":1540.458,"body":"help"},{"startTime":1540.458,"endTime":1540.598,"body":"them"},{"startTime":1540.598,"endTime":1540.758,"body":"do"},{"startTime":1540.758,"endTime":1540.938,"body":"their"},{"startTime":1540.938,"endTime":1541.328,"body":"job,"},{"startTime":1541.328,"endTime":1541.458,"body":"it's"},{"startTime":1541.458,"endTime":1541.568,"body":"going"},{"startTime":1541.568,"endTime":1541.638,"body":"to"},{"startTime":1541.638,"endTime":1541.798,"body":"see"},{"startTime":1541.798,"endTime":1541.928,"body":"how"},{"startTime":1541.928,"endTime":1542.098,"body":"they're"},{"startTime":1542.098,"endTime":1542.708,"body":"performing."},{"startTime":1542.708,"endTime":1542.838,"body":"It's"},{"startTime":1542.838,"endTime":1542.978,"body":"going"},{"startTime":1542.978,"endTime":1543.038,"body":"to"},{"startTime":1543.038,"endTime":1543.208,"body":"help"},{"startTime":1543.208,"endTime":1543.328,"body":"them"},{"startTime":1543.328,"endTime":1543.508,"body":"make"},{"startTime":1543.508,"endTime":1543.728,"body":"better"},{"startTime":1543.728,"endTime":1544.448,"body":"decisions."},{"startTime":1544.888,"endTime":1545.038,"body":"They're"},{"startTime":1545.038,"endTime":1545.138,"body":"going"},{"startTime":1545.138,"endTime":1545.198,"body":"to"},{"startTime":1545.198,"endTime":1545.758,"body":"learn"},{"startTime":1546.028,"endTime":1546.168,"body":"a"},{"startTime":1546.168,"endTime":1546.528,"body":"lot"},{"startTime":1546.538,"endTime":1546.858,"body":"about"},{"startTime":1546.858,"endTime":1547.258,"body":"data"},{"startTime":1547.558,"endTime":1547.758,"body":"and"},{"startTime":1547.758,"endTime":1547.878,"body":"then"},{"startTime":1547.878,"endTime":1548.298,"body":"business"},{"startTime":1548.298,"endTime":1548.678,"body":"value."},{"startTime":1548.678,"endTime":1548.738,"body":"I"},{"startTime":1548.738,"endTime":1548.888,"body":"mean,"},{"startTime":1548.898,"endTime":1549.038,"body":"up"},{"startTime":1549.038,"endTime":1549.128,"body":"and"},{"startTime":1549.128,"endTime":1549.378,"body":"down"},{"startTime":1549.378,"endTime":1549.698,"body":"across"},{"startTime":1549.698,"endTime":1549.798,"body":"the"},{"startTime":1549.798,"endTime":1550.348,"body":"board,"},{"startTime":1550.448,"endTime":1550.648,"body":"it"},{"startTime":1550.648,"endTime":1550.918,"body":"helps"},{"startTime":1550.918,"endTime":1551.108,"body":"with"},{"startTime":1551.108,"endTime":1551.458,"body":"risk"},{"startTime":1551.458,"endTime":1552.228,"body":"identification"},{"startTime":1552.228,"endTime":1552.358,"body":"in"},{"startTime":1552.368,"endTime":1552.608,"body":"time"},{"startTime":1552.608,"endTime":1552.698,"body":"to"},{"startTime":1552.698,"endTime":1553.108,"body":"actually"},{"startTime":1553.118,"endTime":1553.618,"body":"activate"},{"startTime":1553.618,"endTime":1553.828,"body":"it"},{"startTime":1553.838,"endTime":1554.118,"body":"or"},{"startTime":1554.118,"endTime":1554.476,"body":"mitigate"},{"startTime":1554.476,"endTime":1554.833,"body":"it."},{"startTime":1555.113,"endTime":1555.693,"body":"Identify"},{"startTime":1555.693,"endTime":1555.883,"body":"new"},{"startTime":1555.903,"endTime":1556.643,"body":"customer"},{"startTime":1556.683,"endTime":1557.343,"body":"opportunities"},{"startTime":1557.343,"endTime":1557.433,"body":"in"},{"startTime":1557.433,"endTime":1557.663,"body":"terms"},{"startTime":1557.663,"endTime":1557.763,"body":"of"},{"startTime":1557.763,"endTime":1558.363,"body":"revenue,"},{"startTime":1559.333,"endTime":1559.933,"body":"and"},{"startTime":1559.953,"endTime":1560.103,"body":"it"},{"startTime":1560.103,"endTime":1560.423,"body":"allows"},{"startTime":1560.423,"endTime":1560.513,"body":"you"},{"startTime":1560.513,"endTime":1560.633,"body":"to"},{"startTime":1560.633,"endTime":1561.213,"body":"lead"},{"startTime":1561.233,"endTime":1561.363,"body":"the"},{"startTime":1561.363,"endTime":1561.873,"body":"business"},{"startTime":1561.893,"endTime":1562.653,"body":"versus"},{"startTime":1562.993,"endTime":1563.123,"body":"the"},{"startTime":1563.123,"endTime":1563.773,"body":"situation"},{"startTime":1563.773,"endTime":1564.083,"body":"leading"},{"startTime":1564.083,"endTime":1564.433,"body":"you."},{"startTime":1564.683,"endTime":1565.353,"body":"And"},{"startTime":1565.493,"endTime":1565.663,"body":"if"},{"startTime":1565.663,"endTime":1565.803,"body":"you"},{"startTime":1565.803,"endTime":1566.013,"body":"are"},{"startTime":1566.013,"endTime":1566.383,"body":"looking"},{"startTime":1566.383,"endTime":1566.873,"body":"to"},{"startTime":1566.883,"endTime":1567.163,"body":"sell"},{"startTime":1567.163,"endTime":1567.323,"body":"your"},{"startTime":1567.323,"endTime":1567.943,"body":"business,"},{"startTime":1567.993,"endTime":1568.233,"body":"then"},{"startTime":1568.233,"endTime":1568.333,"body":"we'll"},{"startTime":1568.333,"endTime":1568.673,"body":"build"},{"startTime":1568.673,"endTime":1569.003,"body":"value"},{"startTime":1569.033,"endTime":1569.723,"body":"evaluation"},{"startTime":1569.733,"endTime":1570.243,"body":"multiples"},{"startTime":1570.293,"endTime":1570.473,"body":"the"},{"startTime":1570.473,"endTime":1570.613,"body":"more"},{"startTime":1570.613,"endTime":1570.873,"body":"data"},{"startTime":1570.873,"endTime":1571.113,"body":"driven"},{"startTime":1571.113,"endTime":1571.273,"body":"you"},{"startTime":1571.273,"endTime":1571.513,"body":"are."},{"startTime":1572.013,"endTime":1572.143,"body":"So"},{"startTime":1572.143,"endTime":1572.433,"body":"before"},{"startTime":1572.433,"endTime":1572.483,"body":"I"},{"startTime":1572.483,"endTime":1572.683,"body":"move"},{"startTime":1572.683,"endTime":1572.923,"body":"into"},{"startTime":1572.923,"endTime":1573.403,"body":"steps,"},{"startTime":1573.413,"endTime":1573.663,"body":"any"},{"startTime":1573.673,"endTime":1574.033,"body":"thoughts"},{"startTime":1574.033,"endTime":1574.123,"body":"or"},{"startTime":1574.123,"endTime":1574.643,"body":"comments"},{"startTime":1574.643,"endTime":1574.793,"body":"on"},{"startTime":1574.793,"endTime":1574.883,"body":"the"},{"startTime":1574.883,"endTime":1575.423,"body":"value"},{"startTime":1575.433,"endTime":1576.103,"body":"equation?"},{"startTime":1576.103,"endTime":1576.323,"body":"Did"},{"startTime":1576.323,"endTime":1576.463,"body":"we"},{"startTime":1576.463,"endTime":1576.673,"body":"miss"},{"startTime":1576.673,"endTime":1577.083,"body":"something"},{"startTime":1577.083,"endTime":1577.183,"body":"you"},{"startTime":1577.183,"endTime":1577.403,"body":"want"},{"startTime":1577.403,"endTime":1577.543,"body":"us"},{"startTime":1577.573,"endTime":1577.683,"body":"to"},{"startTime":1577.693,"endTime":1578.483,"body":"answer,"},{"startTime":1578.483,"endTime":1578.743,"body":"or"},{"startTime":1578.743,"endTime":1578.903,"body":"did"},{"startTime":1578.903,"endTime":1578.973,"body":"you"},{"startTime":1578.973,"endTime":1579.113,"body":"want"},{"startTime":1579.113,"endTime":1579.163,"body":"to"},{"startTime":1579.163,"endTime":1579.733,"body":"share"},{"startTime":1579.963,"endTime":1580.163,"body":"how"},{"startTime":1580.163,"endTime":1580.323,"body":"you"},{"startTime":1580.323,"endTime":1580.493,"body":"look"},{"startTime":1580.493,"endTime":1580.553,"body":"at"},{"startTime":1580.553,"endTime":1580.833,"body":"value"},{"startTime":1580.833,"endTime":1580.933,"body":"at"},{"startTime":1580.933,"endTime":1581.073,"body":"your"},{"startTime":1581.073,"endTime":1581.733,"body":"business?"},{"startTime":1582.438,"endTime":1582.588,"body":"Not"},{"startTime":1582.588,"endTime":1582.678,"body":"on"},{"startTime":1582.678,"endTime":1582.848,"body":"that"},{"startTime":1582.848,"endTime":1582.978,"body":"one,"},{"startTime":1582.978,"endTime":1583.098,"body":"but"},{"startTime":1583.098,"endTime":1583.258,"body":"just"},{"startTime":1583.258,"endTime":1583.308,"body":"a"},{"startTime":1583.308,"endTime":1583.478,"body":"point"},{"startTime":1583.478,"endTime":1583.618,"body":"of"},{"startTime":1584.118,"endTime":1584.748,"body":"clarification"},{"startTime":1584.878,"endTime":1585.188,"body":"is"},{"startTime":1585.248,"endTime":1585.478,"body":"a"},{"startTime":1585.478,"endTime":1585.818,"body":"single"},{"startTime":1585.818,"endTime":1586.108,"body":"source"},{"startTime":1586.108,"endTime":1586.158,"body":"of"},{"startTime":1586.168,"endTime":1586.418,"body":"truth"},{"startTime":1586.438,"endTime":1586.948,"body":"always"},{"startTime":1587.078,"endTime":1587.088,"body":"a"},{"startTime":1587.148,"endTime":1587.588,"body":"place"},{"startTime":1587.588,"endTime":1587.708,"body":"we're"},{"startTime":1587.708,"endTime":1587.998,"body":"talking"},{"startTime":1587.998,"endTime":1588.208,"body":"about,"},{"startTime":1588.208,"endTime":1588.398,"body":"i."},{"startTime":1588.448,"endTime":1588.668,"body":"e."},{"startTime":1588.678,"endTime":1588.838,"body":"This"},{"startTime":1588.838,"endTime":1588.958,"body":"is"},{"startTime":1588.958,"endTime":1589.138,"body":"going"},{"startTime":1589.138,"endTime":1589.168,"body":"to"},{"startTime":1589.168,"endTime":1589.348,"body":"be"},{"startTime":1589.348,"endTime":1589.818,"body":"some"},{"startTime":1589.828,"endTime":1590.398,"body":"software"},{"startTime":1590.398,"endTime":1590.448,"body":"or"},{"startTime":1590.448,"endTime":1590.888,"body":"ERP"},{"startTime":1590.888,"endTime":1591.258,"body":"system"},{"startTime":1591.268,"endTime":1591.668,"body":"somewhere."},{"startTime":1591.668,"endTime":1591.778,"body":"And"},{"startTime":1591.778,"endTime":1591.838,"body":"it's"},{"startTime":1591.838,"endTime":1591.908,"body":"a"},{"startTime":1591.908,"endTime":1592.118,"body":"matter"},{"startTime":1592.118,"endTime":1592.188,"body":"of"},{"startTime":1592.188,"endTime":1592.408,"body":"choosing"},{"startTime":1592.408,"endTime":1592.428,"body":"the"},{"startTime":1592.428,"endTime":1592.578,"body":"right"},{"startTime":1592.578,"endTime":1592.788,"body":"ones"},{"startTime":1593.018,"endTime":1593.048,"body":"and"},{"startTime":1593.048,"endTime":1593.418,"body":"properly,"},{"startTime":1593.428,"endTime":1593.798,"body":"or"},{"startTime":1593.828,"endTime":1594.018,"body":"is"},{"startTime":1594.018,"endTime":1594.138,"body":"the"},{"startTime":1594.138,"endTime":1594.668,"body":"solution"},{"startTime":1594.718,"endTime":1594.968,"body":"now"},{"startTime":1594.968,"endTime":1595.078,"body":"in"},{"startTime":1595.078,"endTime":1595.498,"body":"2025,"},{"startTime":1595.498,"endTime":1595.568,"body":"you're"},{"startTime":1595.588,"endTime":1595.878,"body":"always,"},{"startTime":1595.928,"endTime":1596.048,"body":"it"},{"startTime":1596.048,"endTime":1596.148,"body":"is"},{"startTime":1596.148,"endTime":1596.258,"body":"a"},{"startTime":1596.268,"endTime":1596.688,"body":"system"},{"startTime":1596.688,"endTime":1596.808,"body":"that"},{"startTime":1596.808,"endTime":1596.958,"body":"will"},{"startTime":1596.958,"endTime":1597.168,"body":"be"},{"startTime":1597.168,"endTime":1597.418,"body":"that"},{"startTime":1597.468,"endTime":1597.588,"body":"and"},{"startTime":1597.588,"endTime":1597.678,"body":"it's"},{"startTime":1597.678,"endTime":1597.858,"body":"just"},{"startTime":1597.928,"endTime":1598.098,"body":"setting"},{"startTime":1598.098,"endTime":1598.178,"body":"up"},{"startTime":1598.178,"endTime":1598.268,"body":"the"},{"startTime":1598.268,"endTime":1598.578,"body":"system"},{"startTime":1598.578,"endTime":1598.968,"body":"correctly."},{"startTime":1599.038,"endTime":1599.338,"body":"And"},{"startTime":1599.338,"endTime":1599.448,"body":"I'll"},{"startTime":1599.448,"endTime":1599.558,"body":"let"},{"startTime":1599.558,"endTime":1599.678,"body":"you"},{"startTime":1599.678,"endTime":1599.968,"body":"answer"},{"startTime":1599.968,"endTime":1600.148,"body":"that"},{"startTime":1600.148,"endTime":1600.308,"body":"one"},{"startTime":1600.368,"endTime":1600.858,"body":"first."},{"startTime":1600.988,"endTime":1601.448,"body":"Generally"},{"startTime":1601.448,"endTime":1601.548,"body":"it"},{"startTime":1601.548,"endTime":1601.898,"body":"is"},{"startTime":1602.078,"endTime":1602.368,"body":"like,"},{"startTime":1602.398,"endTime":1602.548,"body":"if"},{"startTime":1602.548,"endTime":1602.898,"body":"it's"},{"startTime":1602.948,"endTime":1603.203,"body":"an"},{"startTime":1603.203,"endTime":1603.458,"body":"application"},{"startTime":1603.458,"endTime":1603.638,"body":"you're"},{"startTime":1603.638,"endTime":1603.938,"body":"logging"},{"startTime":1603.938,"endTime":1604.188,"body":"into,"},{"startTime":1604.188,"endTime":1604.488,"body":"right."},{"startTime":1604.948,"endTime":1604.978,"body":"And"},{"startTime":1604.978,"endTime":1605.088,"body":"that"},{"startTime":1605.088,"endTime":1605.218,"body":"can"},{"startTime":1605.218,"endTime":1605.448,"body":"take"},{"startTime":1605.458,"endTime":1605.468,"body":"a"},{"startTime":1605.468,"endTime":1605.618,"body":"couple"},{"startTime":1605.618,"endTime":1605.688,"body":"of"},{"startTime":1605.688,"endTime":1605.908,"body":"different"},{"startTime":1605.908,"endTime":1606.238,"body":"forms"},{"startTime":1606.238,"endTime":1606.328,"body":"of"},{"startTime":1606.498,"endTime":1606.678,"body":"how"},{"startTime":1606.678,"endTime":1606.778,"body":"you"},{"startTime":1606.778,"endTime":1606.908,"body":"want"},{"startTime":1606.908,"endTime":1606.988,"body":"to"},{"startTime":1606.998,"endTime":1607.168,"body":"do"},{"startTime":1607.168,"endTime":1607.298,"body":"it,"},{"startTime":1607.298,"endTime":1607.518,"body":"but."},{"startTime":1607.863,"endTime":1608.263,"body":"Ultimately,"},{"startTime":1608.263,"endTime":1608.493,"body":"yeah,"},{"startTime":1608.493,"endTime":1608.653,"body":"it's"},{"startTime":1608.663,"endTime":1608.933,"body":"one"},{"startTime":1608.933,"endTime":1609.393,"body":"place"},{"startTime":1610.633,"endTime":1611.013,"body":"versus"},{"startTime":1611.543,"endTime":1611.913,"body":"going"},{"startTime":1612.493,"endTime":1612.513,"body":"to"},{"startTime":1612.513,"endTime":1612.673,"body":"your"},{"startTime":1612.683,"endTime":1612.883,"body":"CRM"},{"startTime":1612.893,"endTime":1612.993,"body":"to"},{"startTime":1612.993,"endTime":1613.223,"body":"get"},{"startTime":1613.223,"endTime":1613.363,"body":"the"},{"startTime":1613.363,"endTime":1613.763,"body":"revenue"},{"startTime":1613.823,"endTime":1614.023,"body":"or"},{"startTime":1614.023,"endTime":1614.133,"body":"to"},{"startTime":1614.133,"endTime":1614.283,"body":"get"},{"startTime":1614.283,"endTime":1614.373,"body":"the"},{"startTime":1614.373,"endTime":1614.683,"body":"sales"},{"startTime":1614.683,"endTime":1615.153,"body":"numbers"},{"startTime":1615.153,"endTime":1615.353,"body":"and"},{"startTime":1615.353,"endTime":1615.643,"body":"your"},{"startTime":1615.653,"endTime":1616.013,"body":"finance"},{"startTime":1616.013,"endTime":1616.373,"body":"system"},{"startTime":1616.373,"endTime":1616.433,"body":"to"},{"startTime":1616.433,"endTime":1616.643,"body":"get"},{"startTime":1616.953,"endTime":1616.973,"body":"the"},{"startTime":1616.973,"endTime":1617.903,"body":"profitability"},{"startTime":1617.903,"endTime":1618.233,"body":"and"},{"startTime":1618.623,"endTime":1619.103,"body":"marketing"},{"startTime":1619.103,"endTime":1619.203,"body":"to"},{"startTime":1619.203,"endTime":1619.383,"body":"get"},{"startTime":1619.383,"endTime":1619.533,"body":"the"},{"startTime":1619.533,"endTime":1619.973,"body":"leads"},{"startTime":1619.973,"endTime":1620.153,"body":"and"},{"startTime":1620.153,"endTime":1620.383,"body":"so"},{"startTime":1620.383,"endTime":1620.603,"body":"on."},{"startTime":1620.603,"endTime":1620.803,"body":"So"},{"startTime":1620.863,"endTime":1621.113,"body":"it's"},{"startTime":1621.113,"endTime":1621.403,"body":"cutting"},{"startTime":1621.403,"endTime":1621.603,"body":"that"},{"startTime":1621.613,"endTime":1621.803,"body":"all"},{"startTime":1621.803,"endTime":1622.123,"body":"out"},{"startTime":1622.193,"endTime":1622.693,"body":"and"},{"startTime":1623.013,"endTime":1623.163,"body":"how"},{"startTime":1623.163,"endTime":1623.293,"body":"you"},{"startTime":1623.293,"endTime":1623.503,"body":"get"},{"startTime":1623.503,"endTime":1623.583,"body":"to"},{"startTime":1623.583,"endTime":1623.923,"body":"that,"},{"startTime":1624.013,"endTime":1624.283,"body":"how"},{"startTime":1624.283,"endTime":1624.573,"body":"you"},{"startTime":1624.573,"endTime":1624.953,"body":"implement"},{"startTime":1624.953,"endTime":1625.113,"body":"that"},{"startTime":1625.113,"endTime":1625.623,"body":"technically,"},{"startTime":1625.633,"endTime":1625.653,"body":"you"},{"startTime":1625.653,"endTime":1625.773,"body":"can"},{"startTime":1625.773,"endTime":1625.983,"body":"take"},{"startTime":1625.983,"endTime":1625.993,"body":"a"},{"startTime":1625.993,"endTime":1626.353,"body":"variety"},{"startTime":1626.353,"endTime":1626.453,"body":"of"},{"startTime":1626.453,"endTime":1626.723,"body":"different"},{"startTime":1626.733,"endTime":1627.183,"body":"approaches,"},{"startTime":1627.213,"endTime":1627.493,"body":"but"},{"startTime":1628.403,"endTime":1628.573,"body":"the"},{"startTime":1628.573,"endTime":1628.813,"body":"goal"},{"startTime":1628.813,"endTime":1628.953,"body":"is"},{"startTime":1628.953,"endTime":1629.033,"body":"to"},{"startTime":1629.033,"endTime":1629.203,"body":"get"},{"startTime":1629.203,"endTime":1629.323,"body":"to"},{"startTime":1629.323,"endTime":1629.543,"body":"one"},{"startTime":1629.543,"endTime":1629.823,"body":"place"},{"startTime":1629.823,"endTime":1629.943,"body":"where"},{"startTime":1629.943,"endTime":1630.063,"body":"you"},{"startTime":1630.063,"endTime":1630.223,"body":"see"},{"startTime":1630.223,"endTime":1630.333,"body":"it"},{"startTime":1630.333,"endTime":1630.453,"body":"all"},{"startTime":1630.453,"endTime":1630.833,"body":"together."},{"startTime":1631.693,"endTime":1631.953,"body":"Okay."},{"startTime":1633.873,"endTime":1634.003,"body":"I"},{"startTime":1634.003,"endTime":1634.123,"body":"have"},{"startTime":1634.123,"endTime":1634.183,"body":"a"},{"startTime":1634.183,"endTime":1634.573,"body":"question."},{"startTime":1634.573,"endTime":1634.733,"body":"Should"},{"startTime":1634.733,"endTime":1634.853,"body":"I"},{"startTime":1634.873,"endTime":1635.183,"body":"post"},{"startTime":1635.183,"endTime":1635.253,"body":"it"},{"startTime":1635.253,"endTime":1635.343,"body":"in"},{"startTime":1635.343,"endTime":1635.463,"body":"the"},{"startTime":1635.473,"endTime":1635.903,"body":"chat"},{"startTime":1635.933,"endTime":1636.083,"body":"or"},{"startTime":1636.083,"endTime":1636.233,"body":"can"},{"startTime":1636.233,"endTime":1636.413,"body":"I"},{"startTime":1636.503,"endTime":1636.753,"body":"say"},{"startTime":1636.753,"endTime":1636.873,"body":"it"},{"startTime":1636.873,"endTime":1637.163,"body":"now?"},{"startTime":1639.543,"endTime":1639.873,"body":"Is"},{"startTime":1639.873,"endTime":1640.143,"body":"there"},{"startTime":1640.143,"endTime":1640.283,"body":"a"},{"startTime":1640.283,"endTime":1640.803,"body":"sweet"},{"startTime":1640.933,"endTime":1641.363,"body":"spot"},{"startTime":1641.393,"endTime":1641.643,"body":"of"},{"startTime":1641.683,"endTime":1642.443,"body":"size"},{"startTime":1642.483,"endTime":1642.673,"body":"of"},{"startTime":1642.673,"endTime":1643.633,"body":"organization"},{"startTime":1643.703,"endTime":1644.003,"body":"that"},{"startTime":1644.013,"endTime":1644.313,"body":"you"},{"startTime":1644.323,"endTime":1644.563,"body":"have"},{"startTime":1644.563,"endTime":1645.023,"body":"found"},{"startTime":1645.023,"endTime":1645.283,"body":"this"},{"startTime":1645.313,"endTime":1645.973,"body":"really"},{"startTime":1646.773,"endTime":1647.113,"body":"can"},{"startTime":1647.123,"endTime":1647.383,"body":"be"},{"startTime":1647.383,"endTime":1647.503,"body":"the"},{"startTime":1647.503,"endTime":1647.963,"body":"most"},{"startTime":1647.963,"endTime":1648.593,"body":"effective,"},{"startTime":1648.593,"endTime":1648.683,"body":"you"},{"startTime":1648.683,"endTime":1648.843,"body":"know,"},{"startTime":1648.843,"endTime":1649.213,"body":"plus"},{"startTime":1649.213,"endTime":1649.313,"body":"or"},{"startTime":1649.323,"endTime":1649.913,"body":"minus"},{"startTime":1649.943,"endTime":1650.273,"body":"one"},{"startTime":1650.273,"endTime":1650.923,"body":"iteration"},{"startTime":1650.943,"endTime":1651.073,"body":"on"},{"startTime":1651.073,"endTime":1651.203,"body":"the"},{"startTime":1651.203,"endTime":1651.753,"body":"size?"},{"startTime":1652.083,"endTime":1652.273,"body":"In"},{"startTime":1652.273,"endTime":1652.713,"body":"my"},{"startTime":1652.723,"endTime":1653.453,"body":"experience,"},{"startTime":1653.453,"endTime":1653.553,"body":"and"},{"startTime":1653.553,"endTime":1653.603,"body":"then"},{"startTime":1653.603,"endTime":1653.773,"body":"I'll"},{"startTime":1653.773,"endTime":1653.933,"body":"let"},{"startTime":1653.933,"endTime":1654.203,"body":"Chad"},{"startTime":1654.203,"endTime":1654.423,"body":"weigh"},{"startTime":1654.423,"endTime":1654.643,"body":"in."},{"startTime":1655.043,"endTime":1655.213,"body":"I"},{"startTime":1655.213,"endTime":1655.583,"body":"actually"},{"startTime":1655.583,"endTime":1655.753,"body":"am"},{"startTime":1655.783,"endTime":1656.053,"body":"pretty"},{"startTime":1656.053,"endTime":1656.603,"body":"astounded"},{"startTime":1656.603,"endTime":1656.763,"body":"at"},{"startTime":1656.763,"endTime":1657.043,"body":"this."},{"startTime":1657.073,"endTime":1657.423,"body":"Large"},{"startTime":1657.433,"endTime":1657.963,"body":"companies,"},{"startTime":1658.003,"endTime":1658.463,"body":"enterprise"},{"startTime":1658.463,"endTime":1658.713,"body":"level"},{"startTime":1658.713,"endTime":1659.323,"body":"companies"},{"startTime":1659.343,"endTime":1659.573,"body":"that"},{"startTime":1659.853,"endTime":1660.123,"body":"the"},{"startTime":1660.133,"endTime":1660.713,"body":"forecast"},{"startTime":1660.713,"endTime":1660.813,"body":"is"},{"startTime":1660.813,"endTime":1660.983,"body":"dead"},{"startTime":1660.983,"endTime":1661.153,"body":"on"},{"startTime":1661.163,"endTime":1661.663,"body":"arrival,"},{"startTime":1661.673,"endTime":1661.873,"body":"that"},{"startTime":1661.873,"endTime":1662.083,"body":"came"},{"startTime":1662.083,"endTime":1662.253,"body":"from"},{"startTime":1662.253,"endTime":1662.393,"body":"one"},{"startTime":1662.393,"endTime":1662.543,"body":"of"},{"startTime":1662.543,"endTime":1662.733,"body":"the"},{"startTime":1662.733,"endTime":1663.203,"body":"largest"},{"startTime":1663.203,"endTime":1663.453,"body":"event"},{"startTime":1663.463,"endTime":1664.073,"body":"organizers"},{"startTime":1664.073,"endTime":1664.173,"body":"in"},{"startTime":1664.173,"endTime":1664.273,"body":"the"},{"startTime":1664.273,"endTime":1664.693,"body":"world."},{"startTime":1665.098,"endTime":1665.438,"body":"Okay."},{"startTime":1665.438,"endTime":1665.898,"body":"Billion"},{"startTime":1665.898,"endTime":1666.278,"body":"dollar"},{"startTime":1666.278,"endTime":1666.858,"body":"company."},{"startTime":1667.108,"endTime":1667.718,"body":"So"},{"startTime":1667.768,"endTime":1668.068,"body":"I"},{"startTime":1668.098,"endTime":1668.478,"body":"think"},{"startTime":1668.488,"endTime":1668.968,"body":"that"},{"startTime":1669.068,"endTime":1669.258,"body":"the"},{"startTime":1669.258,"endTime":1669.738,"body":"data"},{"startTime":1669.758,"endTime":1670.438,"body":"issue"},{"startTime":1670.718,"endTime":1671.168,"body":"moving"},{"startTime":1671.168,"endTime":1671.248,"body":"in"},{"startTime":1671.248,"endTime":1671.458,"body":"this"},{"startTime":1671.458,"endTime":1672.188,"body":"direction"},{"startTime":1672.218,"endTime":1672.568,"body":"is"},{"startTime":1673.508,"endTime":1673.748,"body":"it's"},{"startTime":1673.758,"endTime":1674.008,"body":"for"},{"startTime":1674.548,"endTime":1674.988,"body":"large"},{"startTime":1674.998,"endTime":1675.788,"body":"enterprise,"},{"startTime":1675.818,"endTime":1675.978,"body":"but"},{"startTime":1675.988,"endTime":1676.378,"body":"also"},{"startTime":1676.378,"endTime":1676.588,"body":"for"},{"startTime":1676.588,"endTime":1676.668,"body":"a"},{"startTime":1676.668,"endTime":1677.118,"body":"midsize"},{"startTime":1677.158,"endTime":1677.628,"body":"company,"},{"startTime":1677.628,"endTime":1677.808,"body":"like"},{"startTime":1677.808,"endTime":1677.908,"body":"if"},{"startTime":1677.908,"endTime":1678.038,"body":"you"},{"startTime":1678.038,"endTime":1678.178,"body":"want"},{"startTime":1678.178,"endTime":1678.238,"body":"to"},{"startTime":1678.238,"endTime":1678.768,"body":"compete"},{"startTime":1678.788,"endTime":1678.948,"body":"and"},{"startTime":1678.948,"endTime":1679.078,"body":"you"},{"startTime":1679.078,"endTime":1679.228,"body":"are"},{"startTime":1679.228,"endTime":1679.748,"body":"competing"},{"startTime":1679.748,"endTime":1679.878,"body":"for"},{"startTime":1679.878,"endTime":1680.528,"body":"dollars,"},{"startTime":1680.858,"endTime":1681.018,"body":"you"},{"startTime":1681.018,"endTime":1681.138,"body":"may"},{"startTime":1681.138,"endTime":1681.248,"body":"be"},{"startTime":1681.248,"endTime":1681.638,"body":"competing"},{"startTime":1681.638,"endTime":1681.888,"body":"against"},{"startTime":1681.888,"endTime":1682.088,"body":"part"},{"startTime":1682.088,"endTime":1682.218,"body":"of"},{"startTime":1682.218,"endTime":1682.258,"body":"a"},{"startTime":1682.258,"endTime":1682.528,"body":"brand"},{"startTime":1682.528,"endTime":1683.138,"body":"portfolio"},{"startTime":1683.138,"endTime":1683.458,"body":"within"},{"startTime":1683.458,"endTime":1683.668,"body":"that"},{"startTime":1683.668,"endTime":1683.908,"body":"large"},{"startTime":1683.918,"endTime":1684.338,"body":"company."},{"startTime":1684.388,"endTime":1684.668,"body":"It's"},{"startTime":1684.678,"endTime":1684.868,"body":"for"},{"startTime":1684.878,"endTime":1685.418,"body":"everybody."},{"startTime":1685.968,"endTime":1686.208,"body":"We"},{"startTime":1686.208,"endTime":1686.468,"body":"worked"},{"startTime":1686.468,"endTime":1686.568,"body":"with"},{"startTime":1686.578,"endTime":1686.998,"body":"companies"},{"startTime":1686.998,"endTime":1687.208,"body":"that"},{"startTime":1687.208,"endTime":1687.278,"body":"are"},{"startTime":1687.288,"endTime":1687.298,"body":"a"},{"startTime":1687.298,"endTime":1687.468,"body":"couple"},{"startTime":1687.468,"endTime":1687.518,"body":"of"},{"startTime":1687.528,"endTime":1687.728,"body":"million"},{"startTime":1687.738,"endTime":1687.878,"body":"in"},{"startTime":1687.908,"endTime":1688.338,"body":"revenue,"},{"startTime":1688.348,"endTime":1688.518,"body":"all"},{"startTime":1688.518,"endTime":1688.548,"body":"the"},{"startTime":1688.548,"endTime":1688.658,"body":"way"},{"startTime":1688.658,"endTime":1688.788,"body":"up"},{"startTime":1688.788,"endTime":1689.138,"body":"to"},{"startTime":1689.478,"endTime":1689.848,"body":"fortune"},{"startTime":1689.848,"endTime":1690.358,"body":"500"},{"startTime":1690.378,"endTime":1690.518,"body":"to"},{"startTime":1690.518,"endTime":1690.788,"body":"Heather's"},{"startTime":1690.788,"endTime":1690.998,"body":"point."},{"startTime":1691.858,"endTime":1691.988,"body":"You"},{"startTime":1691.988,"endTime":1692.118,"body":"want"},{"startTime":1692.118,"endTime":1692.158,"body":"to"},{"startTime":1692.158,"endTime":1692.368,"body":"be"},{"startTime":1692.368,"endTime":1692.828,"body":"mindful"},{"startTime":1692.828,"endTime":1692.858,"body":"of"},{"startTime":1692.858,"endTime":1693.778,"body":"ROI"},{"startTime":1694.008,"endTime":1694.298,"body":"here"},{"startTime":1694.298,"endTime":1694.438,"body":"and"},{"startTime":1694.438,"endTime":1694.568,"body":"like"},{"startTime":1694.568,"endTime":1694.688,"body":"how"},{"startTime":1694.688,"endTime":1694.898,"body":"much"},{"startTime":1694.898,"endTime":1695.048,"body":"you're"},{"startTime":1695.048,"endTime":1695.528,"body":"investing"},{"startTime":1695.528,"endTime":1695.648,"body":"in"},{"startTime":1695.648,"endTime":1695.818,"body":"this"},{"startTime":1695.818,"endTime":1696.598,"body":"technology"},{"startTime":1696.858,"endTime":1696.958,"body":"and"},{"startTime":1696.958,"endTime":1697.098,"body":"what"},{"startTime":1697.098,"endTime":1697.218,"body":"you're"},{"startTime":1697.228,"endTime":1697.478,"body":"expecting"},{"startTime":1697.478,"endTime":1697.498,"body":"to"},{"startTime":1697.768,"endTime":1697.798,"body":"get"},{"startTime":1697.918,"endTime":1698.168,"body":"out."},{"startTime":1698.438,"endTime":1698.588,"body":"So"},{"startTime":1698.588,"endTime":1698.678,"body":"for"},{"startTime":1698.678,"endTime":1698.748,"body":"the"},{"startTime":1698.748,"endTime":1699.078,"body":"smaller"},{"startTime":1699.078,"endTime":1699.578,"body":"companies,"},{"startTime":1699.608,"endTime":1699.758,"body":"there"},{"startTime":1699.758,"endTime":1699.928,"body":"might"},{"startTime":1699.928,"endTime":1700.048,"body":"be"},{"startTime":1700.048,"endTime":1700.498,"body":"significant"},{"startTime":1700.498,"endTime":1700.648,"body":"pain"},{"startTime":1700.648,"endTime":1700.948,"body":"points"},{"startTime":1700.948,"endTime":1701.228,"body":"within"},{"startTime":1701.228,"endTime":1701.468,"body":"certain"},{"startTime":1701.468,"endTime":1701.708,"body":"parts"},{"startTime":1701.708,"endTime":1701.798,"body":"of"},{"startTime":1701.798,"endTime":1701.858,"body":"the"},{"startTime":1701.858,"endTime":1702.178,"body":"business"},{"startTime":1702.218,"endTime":1702.388,"body":"that"},{"startTime":1702.388,"endTime":1702.478,"body":"can"},{"startTime":1702.478,"endTime":1702.608,"body":"be"},{"startTime":1702.608,"endTime":1702.958,"body":"solved"},{"startTime":1702.958,"endTime":1703.198,"body":"through"},{"startTime":1703.198,"endTime":1703.288,"body":"the"},{"startTime":1703.288,"endTime":1703.528,"body":"single"},{"startTime":1703.528,"endTime":1703.738,"body":"source"},{"startTime":1703.738,"endTime":1703.838,"body":"of"},{"startTime":1703.838,"endTime":1704.088,"body":"truth"},{"startTime":1704.088,"endTime":1704.248,"body":"or"},{"startTime":1704.248,"endTime":1704.458,"body":"through"},{"startTime":1704.458,"endTime":1704.528,"body":"a"},{"startTime":1704.528,"endTime":1704.798,"body":"certain"},{"startTime":1704.798,"endTime":1705.168,"body":"slice"},{"startTime":1705.168,"endTime":1705.308,"body":"of"},{"startTime":1705.368,"endTime":1705.448,"body":"it."},{"startTime":1705.908,"endTime":1706.118,"body":"So"},{"startTime":1706.118,"endTime":1706.258,"body":"as"},{"startTime":1706.258,"endTime":1706.438,"body":"long"},{"startTime":1706.438,"endTime":1706.538,"body":"as"},{"startTime":1706.538,"endTime":1706.668,"body":"you're"},{"startTime":1706.678,"endTime":1707.148,"body":"mindful"},{"startTime":1707.148,"endTime":1707.188,"body":"of"},{"startTime":1707.198,"endTime":1707.418,"body":"that,"},{"startTime":1707.418,"endTime":1707.528,"body":"depending"},{"startTime":1707.668,"endTime":1707.768,"body":"on"},{"startTime":1707.768,"endTime":1707.928,"body":"your"},{"startTime":1707.928,"endTime":1708.338,"body":"size,"},{"startTime":1708.338,"endTime":1708.468,"body":"and"},{"startTime":1708.468,"endTime":1708.548,"body":"you're"},{"startTime":1708.548,"endTime":1708.788,"body":"not"},{"startTime":1708.788,"endTime":1709.228,"body":"going"},{"startTime":1709.508,"endTime":1709.688,"body":"as"},{"startTime":1709.688,"endTime":1709.758,"body":"a"},{"startTime":1709.758,"endTime":1710.088,"body":"small"},{"startTime":1710.088,"endTime":1710.918,"body":"organization,"},{"startTime":1711.418,"endTime":1711.688,"body":"going"},{"startTime":1711.818,"endTime":1711.888,"body":"and"},{"startTime":1711.888,"endTime":1712.278,"body":"grabbing"},{"startTime":1712.278,"endTime":1712.468,"body":"all"},{"startTime":1712.468,"endTime":1712.558,"body":"the"},{"startTime":1712.558,"endTime":1712.838,"body":"data"},{"startTime":1712.838,"endTime":1713.048,"body":"that"},{"startTime":1713.048,"endTime":1713.418,"body":"really"},{"startTime":1713.418,"endTime":1713.728,"body":"won't"},{"startTime":1713.998,"endTime":1714.368,"body":"drive"},{"startTime":1714.378,"endTime":1714.618,"body":"much"},{"startTime":1714.618,"endTime":1714.788,"body":"of"},{"startTime":1714.788,"endTime":1714.838,"body":"a"},{"startTime":1714.838,"endTime":1715.268,"body":"difference"},{"startTime":1715.268,"endTime":1715.368,"body":"in"},{"startTime":1715.368,"endTime":1715.608,"body":"terms"},{"startTime":1715.608,"endTime":1715.668,"body":"of"},{"startTime":1715.678,"endTime":1715.778,"body":"the"},{"startTime":1715.778,"endTime":1716.288,"body":"business."},{"startTime":1717.068,"endTime":1717.258,"body":"If"},{"startTime":1717.258,"endTime":1717.458,"body":"you're"},{"startTime":1717.518,"endTime":1718.008,"body":"considering"},{"startTime":1718.008,"endTime":1718.188,"body":"that"},{"startTime":1718.218,"endTime":1718.328,"body":"in"},{"startTime":1718.328,"endTime":1718.428,"body":"the"},{"startTime":1718.428,"endTime":1718.848,"body":"process,"},{"startTime":1718.848,"endTime":1718.968,"body":"then"},{"startTime":1718.968,"endTime":1719.148,"body":"you're"},{"startTime":1719.158,"endTime":1719.708,"body":"probably"},{"startTime":1719.738,"endTime":1719.918,"body":"doing"},{"startTime":1719.918,"endTime":1720.048,"body":"it"},{"startTime":1720.048,"endTime":1720.118,"body":"the"},{"startTime":1720.118,"endTime":1720.328,"body":"right"},{"startTime":1720.328,"endTime":1720.438,"body":"way."},{"startTime":1721.023,"endTime":1721.173,"body":"As"},{"startTime":1721.173,"endTime":1721.303,"body":"the"},{"startTime":1721.433,"endTime":1721.783,"body":"business"},{"startTime":1721.783,"endTime":1721.973,"body":"gets"},{"startTime":1721.983,"endTime":1722.343,"body":"bigger"},{"startTime":1722.343,"endTime":1722.663,"body":"than"},{"startTime":1722.673,"endTime":1722.973,"body":"small"},{"startTime":1722.983,"endTime":1723.403,"body":"tweaks"},{"startTime":1723.733,"endTime":1723.893,"body":"in"},{"startTime":1723.893,"endTime":1723.963,"body":"the"},{"startTime":1723.963,"endTime":1724.443,"body":"marketing"},{"startTime":1724.453,"endTime":1724.873,"body":"or"},{"startTime":1725.013,"endTime":1725.613,"body":"operations"},{"startTime":1725.613,"endTime":1725.733,"body":"can"},{"startTime":1725.733,"endTime":1725.983,"body":"make."},{"startTime":1726.358,"endTime":1726.558,"body":"Big"},{"startTime":1726.558,"endTime":1726.988,"body":"differences"},{"startTime":1726.988,"endTime":1727.078,"body":"in"},{"startTime":1727.078,"endTime":1727.188,"body":"the"},{"startTime":1727.188,"endTime":1727.598,"body":"dollars."},{"startTime":1727.598,"endTime":1727.728,"body":"And"},{"startTime":1727.728,"endTime":1727.838,"body":"so"},{"startTime":1727.838,"endTime":1727.948,"body":"the"},{"startTime":1727.958,"endTime":1728.308,"body":"ROI"},{"startTime":1728.308,"endTime":1728.558,"body":"is"},{"startTime":1728.558,"endTime":1728.828,"body":"there"},{"startTime":1728.868,"endTime":1728.988,"body":"to"},{"startTime":1729.008,"endTime":1729.218,"body":"bring"},{"startTime":1729.218,"endTime":1729.408,"body":"those"},{"startTime":1729.418,"endTime":1729.798,"body":"systems"},{"startTime":1729.918,"endTime":1729.948,"body":"and"},{"startTime":1729.948,"endTime":1730.108,"body":"those"},{"startTime":1730.108,"endTime":1730.448,"body":"datasets."},{"startTime":1730.708,"endTime":1731.518,"body":"Absolutely."},{"startTime":1731.518,"endTime":1731.678,"body":"And"},{"startTime":1731.708,"endTime":1731.868,"body":"two"},{"startTime":1731.868,"endTime":1732.018,"body":"other"},{"startTime":1732.018,"endTime":1732.438,"body":"points."},{"startTime":1732.438,"endTime":1732.548,"body":"And"},{"startTime":1732.548,"endTime":1732.568,"body":"the"},{"startTime":1732.578,"endTime":1732.778,"body":"reason"},{"startTime":1732.778,"endTime":1732.868,"body":"why"},{"startTime":1732.868,"endTime":1732.908,"body":"I"},{"startTime":1732.908,"endTime":1733.138,"body":"brought"},{"startTime":1733.138,"endTime":1733.228,"body":"up"},{"startTime":1733.228,"endTime":1733.388,"body":"this"},{"startTime":1733.388,"endTime":1733.798,"body":"slide"},{"startTime":1733.798,"endTime":1734.078,"body":"is,"},{"startTime":1734.448,"endTime":1734.698,"body":"which"},{"startTime":1734.698,"endTime":1735.038,"body":"Chad"},{"startTime":1735.038,"endTime":1735.228,"body":"said"},{"startTime":1735.228,"endTime":1735.408,"body":"is"},{"startTime":1735.408,"endTime":1735.778,"body":"totally"},{"startTime":1735.778,"endTime":1736.098,"body":"spot"},{"startTime":1736.098,"endTime":1736.268,"body":"on."},{"startTime":1736.268,"endTime":1736.438,"body":"It's"},{"startTime":1736.438,"endTime":1736.558,"body":"like,"},{"startTime":1736.578,"endTime":1736.808,"body":"where"},{"startTime":1736.808,"endTime":1736.918,"body":"in"},{"startTime":1736.918,"endTime":1737.008,"body":"the"},{"startTime":1737.008,"endTime":1737.548,"body":"business"},{"startTime":1737.568,"endTime":1738.098,"body":"can"},{"startTime":1738.158,"endTime":1738.718,"body":"data,"},{"startTime":1738.758,"endTime":1738.848,"body":"a"},{"startTime":1738.848,"endTime":1739.128,"body":"single"},{"startTime":1739.128,"endTime":1739.338,"body":"source"},{"startTime":1739.338,"endTime":1739.468,"body":"of"},{"startTime":1739.468,"endTime":1739.728,"body":"truth"},{"startTime":1739.728,"endTime":1739.978,"body":"really"},{"startTime":1739.978,"endTime":1740.178,"body":"help"},{"startTime":1740.178,"endTime":1740.298,"body":"you"},{"startTime":1740.298,"endTime":1740.948,"body":"accelerate,"},{"startTime":1740.958,"endTime":1741.288,"body":"right?"},{"startTime":1741.298,"endTime":1741.428,"body":"And"},{"startTime":1741.428,"endTime":1741.808,"body":"especially"},{"startTime":1741.808,"endTime":1741.888,"body":"if"},{"startTime":1741.888,"endTime":1741.998,"body":"you're"},{"startTime":1741.998,"endTime":1742.348,"body":"smaller"},{"startTime":1742.348,"endTime":1742.428,"body":"and"},{"startTime":1742.428,"endTime":1742.488,"body":"you"},{"startTime":1742.488,"endTime":1742.628,"body":"have"},{"startTime":1742.628,"endTime":1742.988,"body":"limited"},{"startTime":1742.988,"endTime":1743.518,"body":"resources,"},{"startTime":1743.518,"endTime":1743.638,"body":"but"},{"startTime":1743.638,"endTime":1743.718,"body":"you"},{"startTime":1743.718,"endTime":1743.858,"body":"have"},{"startTime":1743.868,"endTime":1743.978,"body":"to"},{"startTime":1743.978,"endTime":1744.158,"body":"make"},{"startTime":1744.178,"endTime":1744.358,"body":"big"},{"startTime":1744.368,"endTime":1744.938,"body":"games,"},{"startTime":1744.978,"endTime":1745.188,"body":"this"},{"startTime":1745.208,"endTime":1745.458,"body":"could"},{"startTime":1745.458,"endTime":1745.598,"body":"be"},{"startTime":1745.598,"endTime":1745.638,"body":"a"},{"startTime":1745.638,"endTime":1745.908,"body":"very"},{"startTime":1745.908,"endTime":1746.848,"body":"significant,"},{"startTime":1746.968,"endTime":1747.818,"body":"profitable"},{"startTime":1748.298,"endTime":1748.808,"body":"investment"},{"startTime":1748.808,"endTime":1748.898,"body":"for"},{"startTime":1748.898,"endTime":1749.038,"body":"you"},{"startTime":1749.038,"endTime":1749.138,"body":"to"},{"startTime":1749.138,"endTime":1749.408,"body":"make."},{"startTime":1749.793,"endTime":1749.983,"body":"But"},{"startTime":1749.983,"endTime":1750.143,"body":"it's"},{"startTime":1750.143,"endTime":1750.423,"body":"very"},{"startTime":1750.423,"endTime":1750.793,"body":"important"},{"startTime":1750.803,"endTime":1750.923,"body":"to"},{"startTime":1750.933,"endTime":1751.333,"body":"focus"},{"startTime":1751.353,"endTime":1751.583,"body":"in"},{"startTime":1751.603,"endTime":1751.843,"body":"on"},{"startTime":1751.853,"endTime":1752.103,"body":"that"},{"startTime":1752.123,"endTime":1752.603,"body":"area"},{"startTime":1752.603,"endTime":1752.773,"body":"that"},{"startTime":1752.773,"endTime":1752.983,"body":"you"},{"startTime":1753.013,"endTime":1753.253,"body":"want."},{"startTime":1753.433,"endTime":1753.583,"body":"You"},{"startTime":1753.583,"endTime":1753.713,"body":"may"},{"startTime":1753.713,"endTime":1753.913,"body":"not"},{"startTime":1753.913,"endTime":1754.283,"body":"need"},{"startTime":1754.283,"endTime":1754.383,"body":"the"},{"startTime":1754.393,"endTime":1754.833,"body":"predictive"},{"startTime":1754.843,"endTime":1755.403,"body":"waterfall"},{"startTime":1755.403,"endTime":1756.313,"body":"forecasting"},{"startTime":1756.323,"endTime":1756.483,"body":"for"},{"startTime":1756.483,"endTime":1756.713,"body":"your"},{"startTime":1756.713,"endTime":1757.403,"body":"CFO"},{"startTime":1757.403,"endTime":1757.573,"body":"to"},{"startTime":1757.573,"endTime":1757.983,"body":"deliver"},{"startTime":1757.983,"endTime":1758.593,"body":"to"},{"startTime":1758.613,"endTime":1758.883,"body":"your"},{"startTime":1758.903,"endTime":1759.393,"body":"board."},{"startTime":1759.743,"endTime":1759.963,"body":"So"},{"startTime":1759.963,"endTime":1760.133,"body":"you"},{"startTime":1760.143,"endTime":1760.423,"body":"won't"},{"startTime":1760.423,"endTime":1760.663,"body":"need"},{"startTime":1760.673,"endTime":1761.003,"body":"to"},{"startTime":1761.043,"endTime":1761.443,"body":"connect"},{"startTime":1761.443,"endTime":1761.703,"body":"into"},{"startTime":1761.703,"endTime":1761.893,"body":"all"},{"startTime":1761.893,"endTime":1761.973,"body":"of"},{"startTime":1761.973,"endTime":1762.103,"body":"those"},{"startTime":1762.103,"endTime":1762.333,"body":"other"},{"startTime":1762.333,"endTime":1762.903,"body":"systems,"},{"startTime":1762.903,"endTime":1763.153,"body":"but"},{"startTime":1763.273,"endTime":1763.673,"body":"focus"},{"startTime":1763.673,"endTime":1764.033,"body":"in,"},{"startTime":1764.483,"endTime":1764.633,"body":"it"},{"startTime":1764.633,"endTime":1764.773,"body":"can"},{"startTime":1764.773,"endTime":1765.133,"body":"deliver"},{"startTime":1765.133,"endTime":1765.653,"body":"value."},{"startTime":1765.693,"endTime":1766.493,"body":"Absolutely."},{"startTime":1766.863,"endTime":1766.993,"body":"I"},{"startTime":1766.993,"endTime":1767.373,"body":"also"},{"startTime":1767.423,"endTime":1767.633,"body":"think"},{"startTime":1767.633,"endTime":1767.763,"body":"it's"},{"startTime":1767.773,"endTime":1768.283,"body":"important"},{"startTime":1768.293,"endTime":1768.403,"body":"to"},{"startTime":1768.403,"endTime":1769.363,"body":"understand"},{"startTime":1769.983,"endTime":1770.253,"body":"how"},{"startTime":1770.253,"endTime":1770.513,"body":"you"},{"startTime":1770.513,"endTime":1770.953,"body":"approach"},{"startTime":1770.953,"endTime":1771.203,"body":"it."},{"startTime":1771.573,"endTime":1772.293,"body":"And"},{"startTime":1772.373,"endTime":1772.643,"body":"here"},{"startTime":1772.643,"endTime":1772.843,"body":"is"},{"startTime":1772.933,"endTime":1773.043,"body":"a"},{"startTime":1773.043,"endTime":1773.953,"body":"standard"},{"startTime":1773.963,"endTime":1774.523,"body":"layup"},{"startTime":1774.753,"endTime":1775.093,"body":"that"},{"startTime":1775.133,"endTime":1775.373,"body":"we"},{"startTime":1775.373,"endTime":1775.923,"body":"see"},{"startTime":1776.333,"endTime":1777.083,"body":"successful."},{"startTime":1777.523,"endTime":1777.803,"body":"Which"},{"startTime":1777.833,"endTime":1778.013,"body":"is"},{"startTime":1778.013,"endTime":1778.433,"body":"one"},{"startTime":1779.063,"endTime":1779.253,"body":"you"},{"startTime":1779.253,"endTime":1779.493,"body":"do"},{"startTime":1779.493,"endTime":1779.713,"body":"need"},{"startTime":1779.723,"endTime":1779.863,"body":"to"},{"startTime":1779.883,"endTime":1780.413,"body":"create"},{"startTime":1780.443,"endTime":1780.543,"body":"a"},{"startTime":1780.543,"endTime":1780.843,"body":"cross"},{"startTime":1780.843,"endTime":1781.303,"body":"functional"},{"startTime":1781.303,"endTime":1781.733,"body":"team."},{"startTime":1782.073,"endTime":1782.413,"body":"Whether"},{"startTime":1782.413,"endTime":1782.563,"body":"it's"},{"startTime":1782.563,"endTime":1782.803,"body":"three"},{"startTime":1782.803,"endTime":1783.403,"body":"people"},{"startTime":1783.403,"endTime":1783.483,"body":"or"},{"startTime":1783.483,"endTime":1783.753,"body":"ten"},{"startTime":1783.753,"endTime":1784.403,"body":"people,"},{"startTime":1784.733,"endTime":1784.913,"body":"it's"},{"startTime":1784.913,"endTime":1785.013,"body":"the"},{"startTime":1785.013,"endTime":1785.583,"body":"functional"},{"startTime":1785.583,"endTime":1786.013,"body":"roles"},{"startTime":1786.013,"endTime":1786.143,"body":"who"},{"startTime":1786.143,"endTime":1786.213,"body":"are"},{"startTime":1786.213,"endTime":1786.343,"body":"going"},{"startTime":1786.343,"endTime":1786.413,"body":"to"},{"startTime":1786.423,"endTime":1786.923,"body":"benefit"},{"startTime":1786.923,"endTime":1787.213,"body":"from"},{"startTime":1787.213,"endTime":1787.333,"body":"the"},{"startTime":1787.333,"endTime":1787.633,"body":"data"},{"startTime":1787.633,"endTime":1788.283,"body":"outcomes"},{"startTime":1788.303,"endTime":1788.443,"body":"to"},{"startTime":1788.443,"endTime":1788.983,"body":"activate"},{"startTime":1788.983,"endTime":1789.183,"body":"them"},{"startTime":1789.183,"endTime":1789.303,"body":"to"},{"startTime":1789.303,"endTime":1789.583,"body":"drive"},{"startTime":1789.593,"endTime":1789.733,"body":"the"},{"startTime":1789.733,"endTime":1790.153,"body":"ROI"},{"startTime":1790.163,"endTime":1790.303,"body":"who"},{"startTime":1790.303,"endTime":1790.453,"body":"need"},{"startTime":1790.463,"endTime":1790.563,"body":"to"},{"startTime":1790.563,"endTime":1790.723,"body":"be"},{"startTime":1790.723,"endTime":1790.833,"body":"on"},{"startTime":1790.833,"endTime":1791.053,"body":"this"},{"startTime":1791.053,"endTime":1791.383,"body":"team."},{"startTime":1792.288,"endTime":1792.478,"body":"It's"},{"startTime":1792.478,"endTime":1793.038,"body":"important"},{"startTime":1793.048,"endTime":1793.318,"body":"to,"},{"startTime":1793.318,"endTime":1793.498,"body":"once"},{"startTime":1793.498,"endTime":1793.588,"body":"you"},{"startTime":1793.598,"endTime":1793.788,"body":"have"},{"startTime":1793.788,"endTime":1793.908,"body":"your"},{"startTime":1793.908,"endTime":1794.238,"body":"team"},{"startTime":1794.238,"endTime":1794.518,"body":"to"},{"startTime":1794.578,"endTime":1795.128,"body":"discuss,"},{"startTime":1795.128,"endTime":1795.768,"body":"document,"},{"startTime":1795.778,"endTime":1796.178,"body":"connect,"},{"startTime":1796.178,"endTime":1796.268,"body":"and"},{"startTime":1796.268,"endTime":1797.188,"body":"prioritize"},{"startTime":1797.298,"endTime":1797.438,"body":"the"},{"startTime":1797.438,"endTime":1797.898,"body":"business"},{"startTime":1797.918,"endTime":1798.458,"body":"outcomes"},{"startTime":1798.498,"endTime":1798.658,"body":"that"},{"startTime":1798.658,"endTime":1798.748,"body":"you"},{"startTime":1798.748,"endTime":1799.018,"body":"feel"},{"startTime":1799.018,"endTime":1799.128,"body":"are"},{"startTime":1799.128,"endTime":1799.348,"body":"being"},{"startTime":1799.358,"endTime":1799.978,"body":"thwarted"},{"startTime":1800.228,"endTime":1800.418,"body":"due"},{"startTime":1800.418,"endTime":1800.518,"body":"to"},{"startTime":1800.518,"endTime":1800.668,"body":"these"},{"startTime":1800.668,"endTime":1800.928,"body":"data"},{"startTime":1800.938,"endTime":1801.488,"body":"issues."},{"startTime":1801.518,"endTime":1801.918,"body":"And"},{"startTime":1801.918,"endTime":1802.048,"body":"when"},{"startTime":1802.048,"endTime":1802.148,"body":"I"},{"startTime":1802.158,"endTime":1802.398,"body":"say"},{"startTime":1802.398,"endTime":1802.748,"body":"connect"},{"startTime":1802.748,"endTime":1802.838,"body":"and"},{"startTime":1802.838,"endTime":1803.738,"body":"prioritize,"},{"startTime":1804.058,"endTime":1804.788,"body":"certain"},{"startTime":1804.828,"endTime":1805.288,"body":"issues"},{"startTime":1805.288,"endTime":1805.428,"body":"are"},{"startTime":1805.428,"endTime":1805.858,"body":"connected"},{"startTime":1805.858,"endTime":1805.978,"body":"to"},{"startTime":1805.978,"endTime":1806.138,"body":"the"},{"startTime":1806.138,"endTime":1806.348,"body":"other"},{"startTime":1806.348,"endTime":1806.428,"body":"and"},{"startTime":1806.438,"endTime":1806.618,"body":"have"},{"startTime":1806.618,"endTime":1806.708,"body":"to"},{"startTime":1806.708,"endTime":1806.828,"body":"be"},{"startTime":1806.828,"endTime":1807.118,"body":"solved"},{"startTime":1807.138,"endTime":1807.728,"body":"first,"},{"startTime":1807.958,"endTime":1808.308,"body":"right?"},{"startTime":1808.308,"endTime":1808.628,"body":"So"},{"startTime":1808.698,"endTime":1809.278,"body":"identify"},{"startTime":1809.278,"endTime":1809.508,"body":"what"},{"startTime":1809.508,"endTime":1809.828,"body":"those"},{"startTime":1810.448,"endTime":1810.848,"body":"connections"},{"startTime":1810.848,"endTime":1811.128,"body":"are."},{"startTime":1811.578,"endTime":1811.738,"body":"But"},{"startTime":1811.738,"endTime":1812.078,"body":"second"},{"startTime":1812.148,"endTime":1812.398,"body":"is"},{"startTime":1812.788,"endTime":1813.188,"body":"always"},{"startTime":1813.188,"endTime":1813.598,"body":"focus"},{"startTime":1813.598,"endTime":1813.818,"body":"on"},{"startTime":1813.868,"endTime":1813.928,"body":"the"},{"startTime":1813.928,"endTime":1814.218,"body":"quick"},{"startTime":1814.218,"endTime":1814.548,"body":"win,"},{"startTime":1814.598,"endTime":1814.898,"body":"right?"},{"startTime":1814.898,"endTime":1815.018,"body":"When"},{"startTime":1815.018,"endTime":1815.088,"body":"I"},{"startTime":1815.088,"endTime":1815.328,"body":"say"},{"startTime":1815.328,"endTime":1815.558,"body":"quick"},{"startTime":1815.588,"endTime":1815.858,"body":"win"},{"startTime":1815.858,"endTime":1816.258,"body":"is,"},{"startTime":1816.278,"endTime":1816.538,"body":"it's"},{"startTime":1816.558,"endTime":1816.728,"body":"going"},{"startTime":1816.728,"endTime":1816.748,"body":"to"},{"startTime":1816.748,"endTime":1816.878,"body":"be"},{"startTime":1816.878,"endTime":1817.008,"body":"the"},{"startTime":1817.008,"endTime":1817.388,"body":"one"},{"startTime":1817.398,"endTime":1817.608,"body":"that"},{"startTime":1817.608,"endTime":1817.768,"body":"can"},{"startTime":1817.768,"endTime":1817.938,"body":"be"},{"startTime":1817.948,"endTime":1818.968,"body":"implemented"},{"startTime":1819.523,"endTime":1819.753,"body":"With"},{"startTime":1819.753,"endTime":1819.903,"body":"the"},{"startTime":1819.903,"endTime":1820.273,"body":"least"},{"startTime":1820.273,"endTime":1821.333,"body":"disruption"},{"startTime":1822.033,"endTime":1822.143,"body":"to"},{"startTime":1822.143,"endTime":1822.313,"body":"your"},{"startTime":1822.323,"endTime":1822.893,"body":"business"},{"startTime":1822.983,"endTime":1823.753,"body":"first."},{"startTime":1824.318,"endTime":1824.588,"body":"As"},{"startTime":1824.588,"endTime":1825.008,"body":"well"},{"startTime":1825.008,"endTime":1825.538,"body":"as"},{"startTime":1825.628,"endTime":1825.828,"body":"we'll"},{"startTime":1825.828,"endTime":1826.328,"body":"have"},{"startTime":1826.628,"endTime":1826.798,"body":"the"},{"startTime":1826.798,"endTime":1827.108,"body":"best"},{"startTime":1827.108,"endTime":1827.648,"body":"outcome"},{"startTime":1827.888,"endTime":1828.478,"body":"and"},{"startTime":1829.318,"endTime":1829.568,"body":"you'll"},{"startTime":1829.568,"endTime":1829.838,"body":"see"},{"startTime":1829.838,"endTime":1829.978,"body":"in"},{"startTime":1830.008,"endTime":1830.218,"body":"our"},{"startTime":1830.218,"endTime":1831.038,"body":"landmines,"},{"startTime":1831.058,"endTime":1831.148,"body":"a"},{"startTime":1831.148,"endTime":1831.328,"body":"lot"},{"startTime":1831.328,"endTime":1831.428,"body":"of"},{"startTime":1831.438,"endTime":1831.768,"body":"people"},{"startTime":1831.818,"endTime":1832.138,"body":"miss"},{"startTime":1832.188,"endTime":1832.398,"body":"this"},{"startTime":1832.408,"endTime":1832.718,"body":"step."},{"startTime":1832.768,"endTime":1832.908,"body":"They"},{"startTime":1832.908,"endTime":1833.088,"body":"go"},{"startTime":1833.088,"endTime":1833.358,"body":"full"},{"startTime":1833.368,"endTime":1833.728,"body":"boat"},{"startTime":1833.878,"endTime":1834.188,"body":"and"},{"startTime":1834.198,"endTime":1834.458,"body":"that"},{"startTime":1834.488,"endTime":1835.028,"body":"actually,"},{"startTime":1835.028,"endTime":1835.428,"body":"especially"},{"startTime":1835.428,"endTime":1835.558,"body":"for"},{"startTime":1835.558,"endTime":1835.648,"body":"a"},{"startTime":1835.648,"endTime":1835.948,"body":"small"},{"startTime":1835.948,"endTime":1836.538,"body":"business"},{"startTime":1836.828,"endTime":1836.998,"body":"is"},{"startTime":1836.998,"endTime":1837.178,"body":"not"},{"startTime":1837.178,"endTime":1837.808,"body":"recommended."},{"startTime":1838.158,"endTime":1838.328,"body":"It's"},{"startTime":1838.328,"endTime":1838.648,"body":"very"},{"startTime":1838.658,"endTime":1839.148,"body":"important"},{"startTime":1839.158,"endTime":1839.318,"body":"to"},{"startTime":1839.338,"endTime":1839.968,"body":"communicate"},{"startTime":1839.988,"endTime":1840.148,"body":"up"},{"startTime":1840.148,"endTime":1840.248,"body":"and"},{"startTime":1840.248,"endTime":1840.428,"body":"down"},{"startTime":1840.428,"endTime":1840.508,"body":"the"},{"startTime":1840.508,"endTime":1841.378,"body":"organization,"},{"startTime":1841.378,"endTime":1841.598,"body":"what"},{"startTime":1841.598,"endTime":1841.728,"body":"you're"},{"startTime":1841.728,"endTime":1842.258,"body":"doing"},{"startTime":1842.278,"endTime":1842.488,"body":"and"},{"startTime":1842.488,"endTime":1842.688,"body":"what"},{"startTime":1842.688,"endTime":1842.798,"body":"to"},{"startTime":1842.798,"endTime":1843.378,"body":"expect,"},{"startTime":1843.448,"endTime":1843.588,"body":"you"},{"startTime":1843.588,"endTime":1843.788,"body":"know,"},{"startTime":1843.818,"endTime":1844.138,"body":"as"},{"startTime":1844.138,"endTime":1844.258,"body":"you're"},{"startTime":1844.258,"endTime":1844.468,"body":"going"},{"startTime":1844.468,"endTime":1844.658,"body":"through"},{"startTime":1844.658,"endTime":1844.828,"body":"this"},{"startTime":1844.838,"endTime":1845.468,"body":"process."},{"startTime":1845.738,"endTime":1845.988,"body":"Not"},{"startTime":1845.988,"endTime":1846.078,"body":"just"},{"startTime":1846.078,"endTime":1846.218,"body":"that"},{"startTime":1846.218,"endTime":1846.338,"body":"you're"},{"startTime":1846.338,"endTime":1846.748,"body":"doing"},{"startTime":1846.748,"endTime":1846.898,"body":"it,"},{"startTime":1846.898,"endTime":1847.028,"body":"but"},{"startTime":1847.028,"endTime":1847.268,"body":"how"},{"startTime":1847.268,"endTime":1847.638,"body":"things"},{"startTime":1847.638,"endTime":1847.698,"body":"are"},{"startTime":1847.698,"endTime":1847.798,"body":"going"},{"startTime":1847.798,"endTime":1847.848,"body":"to"},{"startTime":1847.858,"endTime":1848.158,"body":"start"},{"startTime":1848.158,"endTime":1848.878,"body":"changing."},{"startTime":1849.188,"endTime":1849.368,"body":"The"},{"startTime":1849.368,"endTime":1849.968,"body":"adoption"},{"startTime":1849.968,"endTime":1850.638,"body":"cycle,"},{"startTime":1851.438,"endTime":1851.708,"body":"all"},{"startTime":1851.708,"endTime":1851.838,"body":"of"},{"startTime":1851.838,"endTime":1852.128,"body":"those"},{"startTime":1852.138,"endTime":1852.578,"body":"things"},{"startTime":1852.618,"endTime":1852.808,"body":"and"},{"startTime":1852.808,"endTime":1853.078,"body":"start"},{"startTime":1853.078,"endTime":1853.688,"body":"preparing"},{"startTime":1853.688,"endTime":1853.898,"body":"for"},{"startTime":1853.898,"endTime":1854.248,"body":"that."},{"startTime":1854.278,"endTime":1854.578,"body":"And"},{"startTime":1854.578,"endTime":1854.818,"body":"then"},{"startTime":1854.838,"endTime":1855.228,"body":"everyone"},{"startTime":1855.228,"endTime":1855.438,"body":"needs"},{"startTime":1855.438,"endTime":1855.588,"body":"to"},{"startTime":1855.588,"endTime":1855.888,"body":"agree"},{"startTime":1855.888,"endTime":1856.048,"body":"on"},{"startTime":1856.048,"endTime":1856.808,"body":"success."},{"startTime":1857.058,"endTime":1857.198,"body":"And"},{"startTime":1857.198,"endTime":1857.308,"body":"the"},{"startTime":1857.308,"endTime":1857.798,"body":"agreement"},{"startTime":1857.808,"endTime":1858.198,"body":"part"},{"startTime":1858.268,"endTime":1858.528,"body":"is"},{"startTime":1858.528,"endTime":1859.288,"body":"actually"},{"startTime":1859.408,"endTime":1860.328,"body":"interesting."},{"startTime":1860.358,"endTime":1860.518,"body":"It's"},{"startTime":1860.518,"endTime":1860.888,"body":"also,"},{"startTime":1860.888,"endTime":1861.088,"body":"you'll"},{"startTime":1861.088,"endTime":1861.238,"body":"see"},{"startTime":1861.238,"endTime":1861.298,"body":"in"},{"startTime":1861.298,"endTime":1861.428,"body":"our"},{"startTime":1861.428,"endTime":1862.068,"body":"landmines"},{"startTime":1862.098,"endTime":1862.318,"body":"is"},{"startTime":1862.338,"endTime":1862.618,"body":"getting"},{"startTime":1862.618,"endTime":1863.078,"body":"agreement"},{"startTime":1863.078,"endTime":1863.238,"body":"on"},{"startTime":1863.238,"endTime":1863.408,"body":"what"},{"startTime":1863.408,"endTime":1863.688,"body":"things"},{"startTime":1863.688,"endTime":1864.118,"body":"mean"},{"startTime":1864.128,"endTime":1864.268,"body":"is"},{"startTime":1864.268,"endTime":1864.588,"body":"actually"},{"startTime":1864.598,"endTime":1864.848,"body":"really"},{"startTime":1864.848,"endTime":1865.498,"body":"challenging."},{"startTime":1866.118,"endTime":1866.348,"body":"And"},{"startTime":1866.368,"endTime":1866.818,"body":"it's,"},{"startTime":1866.828,"endTime":1866.968,"body":"I"},{"startTime":1866.978,"endTime":1867.168,"body":"think"},{"startTime":1867.168,"endTime":1867.488,"body":"Chad's"},{"startTime":1867.498,"endTime":1867.748,"body":"seen"},{"startTime":1867.748,"endTime":1867.798,"body":"a"},{"startTime":1867.798,"endTime":1868.328,"body":"few"},{"startTime":1868.568,"endTime":1869.388,"body":"situations"},{"startTime":1869.388,"endTime":1869.518,"body":"where"},{"startTime":1869.518,"endTime":1869.798,"body":"that"},{"startTime":1869.808,"endTime":1870.288,"body":"has"},{"startTime":1870.778,"endTime":1871.138,"body":"really"},{"startTime":1871.148,"endTime":1871.858,"body":"impacted"},{"startTime":1871.868,"endTime":1872.108,"body":"the"},{"startTime":1872.108,"endTime":1872.678,"body":"outcomes."},{"startTime":1872.708,"endTime":1872.878,"body":"And"},{"startTime":1872.878,"endTime":1873.018,"body":"then"},{"startTime":1873.018,"endTime":1873.128,"body":"you"},{"startTime":1873.128,"endTime":1873.308,"body":"need"},{"startTime":1873.308,"endTime":1873.388,"body":"the"},{"startTime":1873.388,"endTime":1873.998,"body":"commitment"},{"startTime":1874.048,"endTime":1874.238,"body":"and"},{"startTime":1874.238,"endTime":1874.398,"body":"then"},{"startTime":1874.398,"endTime":1874.838,"body":"obviously"},{"startTime":1874.848,"endTime":1875.168,"body":"finding"},{"startTime":1875.168,"endTime":1875.708,"body":"partners"},{"startTime":1875.708,"endTime":1875.808,"body":"to"},{"startTime":1875.808,"endTime":1876.078,"body":"help"},{"startTime":1876.078,"endTime":1876.388,"body":"you."},{"startTime":1876.903,"endTime":1877.123,"body":"Because"},{"startTime":1877.123,"endTime":1877.233,"body":"it's"},{"startTime":1877.233,"endTime":1877.653,"body":"important"},{"startTime":1877.653,"endTime":1877.793,"body":"that"},{"startTime":1877.793,"endTime":1877.903,"body":"your"},{"startTime":1877.913,"endTime":1878.273,"body":"business"},{"startTime":1878.273,"endTime":1878.583,"body":"keeps"},{"startTime":1878.583,"endTime":1878.913,"body":"moving"},{"startTime":1878.913,"endTime":1879.493,"body":"forward"},{"startTime":1879.743,"endTime":1880.123,"body":"while"},{"startTime":1880.123,"endTime":1880.313,"body":"you're"},{"startTime":1880.313,"endTime":1880.683,"body":"doing"},{"startTime":1880.683,"endTime":1881.063,"body":"this"},{"startTime":1881.233,"endTime":1881.963,"body":"versus"},{"startTime":1882.013,"endTime":1882.573,"body":"stopping"},{"startTime":1882.573,"endTime":1882.773,"body":"it,"},{"startTime":1882.843,"endTime":1883.203,"body":"right?"},{"startTime":1883.213,"endTime":1883.383,"body":"So"},{"startTime":1883.383,"endTime":1883.523,"body":"you"},{"startTime":1883.523,"endTime":1883.723,"body":"need"},{"startTime":1883.723,"endTime":1884.063,"body":"to"},{"startTime":1884.093,"endTime":1884.393,"body":"fill"},{"startTime":1884.403,"endTime":1884.603,"body":"any"},{"startTime":1884.603,"endTime":1885.243,"body":"capabilities"},{"startTime":1885.243,"endTime":1885.623,"body":"gaps"},{"startTime":1885.623,"endTime":1885.813,"body":"that"},{"startTime":1885.843,"endTime":1886.323,"body":"you"},{"startTime":1886.323,"endTime":1886.473,"body":"may"},{"startTime":1886.473,"endTime":1886.673,"body":"not"},{"startTime":1886.673,"endTime":1886.993,"body":"have"},{"startTime":1886.993,"endTime":1887.113,"body":"in"},{"startTime":1887.113,"endTime":1887.313,"body":"order"},{"startTime":1887.313,"endTime":1887.393,"body":"to"},{"startTime":1887.393,"endTime":1887.553,"body":"get"},{"startTime":1887.553,"endTime":1887.643,"body":"it"},{"startTime":1887.643,"endTime":1887.913,"body":"done."},{"startTime":1887.973,"endTime":1888.203,"body":"So"},{"startTime":1888.283,"endTime":1888.543,"body":"quick"},{"startTime":1888.543,"endTime":1888.733,"body":"win"},{"startTime":1888.733,"endTime":1889.413,"body":"approach,"},{"startTime":1889.473,"endTime":1889.603,"body":"and"},{"startTime":1889.603,"endTime":1889.833,"body":"we"},{"startTime":1889.873,"endTime":1890.373,"body":"thoroughly"},{"startTime":1890.373,"endTime":1890.683,"body":"believe"},{"startTime":1890.683,"endTime":1890.803,"body":"in"},{"startTime":1890.803,"endTime":1891.153,"body":"this."},{"startTime":1891.608,"endTime":1891.818,"body":"Is"},{"startTime":1891.848,"endTime":1892.128,"body":"once"},{"startTime":1892.128,"endTime":1892.278,"body":"you've"},{"startTime":1892.278,"endTime":1892.908,"body":"identified"},{"startTime":1892.908,"endTime":1893.058,"body":"your"},{"startTime":1893.058,"endTime":1893.368,"body":"quick"},{"startTime":1893.368,"endTime":1893.738,"body":"win"},{"startTime":1893.748,"endTime":1893.988,"body":"and"},{"startTime":1893.988,"endTime":1894.078,"body":"you"},{"startTime":1894.078,"endTime":1894.268,"body":"have"},{"startTime":1894.268,"endTime":1894.368,"body":"your"},{"startTime":1894.368,"endTime":1894.898,"body":"partners,"},{"startTime":1894.918,"endTime":1895.048,"body":"you"},{"startTime":1895.048,"endTime":1895.268,"body":"then"},{"startTime":1895.268,"endTime":1895.398,"body":"go"},{"startTime":1895.408,"endTime":1895.668,"body":"back"},{"startTime":1895.668,"endTime":1895.898,"body":"into"},{"startTime":1895.898,"endTime":1896.208,"body":"the"},{"startTime":1896.228,"endTime":1896.538,"body":"current"},{"startTime":1896.538,"endTime":1896.848,"body":"future"},{"startTime":1896.848,"endTime":1897.258,"body":"state,"},{"startTime":1897.258,"endTime":1897.388,"body":"you"},{"startTime":1897.388,"endTime":1897.758,"body":"define"},{"startTime":1897.758,"endTime":1897.938,"body":"your"},{"startTime":1897.938,"endTime":1898.608,"body":"goals,"},{"startTime":1898.638,"endTime":1898.808,"body":"you"},{"startTime":1898.808,"endTime":1898.998,"body":"do"},{"startTime":1899.018,"endTime":1899.168,"body":"the"},{"startTime":1899.178,"endTime":1900.098,"body":"architecture."},{"startTime":1900.618,"endTime":1900.888,"body":"Chad,"},{"startTime":1900.888,"endTime":1900.938,"body":"I"},{"startTime":1900.938,"endTime":1901.058,"body":"know"},{"startTime":1901.058,"endTime":1901.268,"body":"you"},{"startTime":1901.268,"endTime":1901.668,"body":"have,"},{"startTime":1901.698,"endTime":1901.878,"body":"you're"},{"startTime":1901.878,"endTime":1902.018,"body":"on"},{"startTime":1902.048,"endTime":1902.158,"body":"the"},{"startTime":1902.158,"endTime":1902.418,"body":"tech"},{"startTime":1902.418,"endTime":1902.808,"body":"side."},{"startTime":1902.808,"endTime":1902.818,"body":"I"},{"startTime":1902.818,"endTime":1902.928,"body":"don't"},{"startTime":1902.928,"endTime":1902.978,"body":"know"},{"startTime":1902.978,"endTime":1903.028,"body":"if"},{"startTime":1903.028,"endTime":1903.078,"body":"you"},{"startTime":1903.078,"endTime":1903.198,"body":"want"},{"startTime":1903.198,"endTime":1903.278,"body":"to"},{"startTime":1903.278,"endTime":1903.478,"body":"talk"},{"startTime":1903.478,"endTime":1903.548,"body":"a"},{"startTime":1903.548,"endTime":1903.768,"body":"little"},{"startTime":1903.768,"endTime":1903.888,"body":"bit"},{"startTime":1903.888,"endTime":1904.128,"body":"about"},{"startTime":1904.128,"endTime":1904.368,"body":"this"},{"startTime":1904.408,"endTime":1904.678,"body":"wave"},{"startTime":1904.678,"endTime":1904.858,"body":"here"},{"startTime":1904.858,"endTime":1904.958,"body":"of"},{"startTime":1904.978,"endTime":1905.598,"body":"architect,"},{"startTime":1905.598,"endTime":1906.038,"body":"validate"},{"startTime":1906.038,"endTime":1906.148,"body":"and"},{"startTime":1906.148,"endTime":1906.678,"body":"develop."},{"startTime":1907.058,"endTime":1907.248,"body":"Yeah,"},{"startTime":1907.248,"endTime":1907.678,"body":"absolutely."},{"startTime":1907.718,"endTime":1907.928,"body":"Going"},{"startTime":1907.928,"endTime":1908.118,"body":"back"},{"startTime":1908.118,"endTime":1908.358,"body":"to"},{"startTime":1908.708,"endTime":1909.008,"body":"Mike's"},{"startTime":1909.008,"endTime":1909.428,"body":"question,"},{"startTime":1909.438,"endTime":1909.488,"body":"I"},{"startTime":1909.488,"endTime":1909.728,"body":"think"},{"startTime":1909.788,"endTime":1910.338,"body":"the"},{"startTime":1910.368,"endTime":1910.908,"body":"technology"},{"startTime":1910.908,"endTime":1911.018,"body":"you"},{"startTime":1911.018,"endTime":1911.388,"body":"need"},{"startTime":1911.428,"endTime":1911.758,"body":"also"},{"startTime":1911.928,"endTime":1912.378,"body":"depends"},{"startTime":1912.388,"endTime":1912.428,"body":"a"},{"startTime":1912.428,"endTime":1912.598,"body":"little"},{"startTime":1912.598,"endTime":1912.768,"body":"bit"},{"startTime":1912.768,"endTime":1913.088,"body":"based"},{"startTime":1913.088,"endTime":1913.418,"body":"on"},{"startTime":1913.668,"endTime":1913.718,"body":"the"},{"startTime":1913.718,"endTime":1913.978,"body":"size"},{"startTime":1913.978,"endTime":1914.058,"body":"of"},{"startTime":1914.058,"endTime":1914.088,"body":"the"},{"startTime":1914.088,"endTime":1914.398,"body":"business"},{"startTime":1914.398,"endTime":1914.608,"body":"number"},{"startTime":1914.608,"endTime":1914.678,"body":"of"},{"startTime":1914.678,"endTime":1914.988,"body":"systems"},{"startTime":1914.988,"endTime":1915.078,"body":"you"},{"startTime":1915.078,"endTime":1915.278,"body":"have,"},{"startTime":1915.278,"endTime":1915.348,"body":"the"},{"startTime":1915.358,"endTime":1915.588,"body":"types"},{"startTime":1915.588,"endTime":1915.748,"body":"of"},{"startTime":1915.808,"endTime":1916.068,"body":"where"},{"startTime":1916.068,"endTime":1916.238,"body":"your"},{"startTime":1916.238,"endTime":1916.508,"body":"data"},{"startTime":1916.508,"endTime":1916.608,"body":"is"},{"startTime":1916.608,"endTime":1917.208,"body":"residing."},{"startTime":1917.643,"endTime":1917.803,"body":"If"},{"startTime":1917.803,"endTime":1917.973,"body":"you're"},{"startTime":1917.973,"endTime":1918.223,"body":"in"},{"startTime":1918.233,"endTime":1918.563,"body":"more"},{"startTime":1918.573,"endTime":1919.133,"body":"modern"},{"startTime":1920.043,"endTime":1920.713,"body":"solutions"},{"startTime":1920.713,"endTime":1920.873,"body":"and"},{"startTime":1920.873,"endTime":1921.563,"body":"CRM"},{"startTime":1921.573,"endTime":1921.933,"body":"and"},{"startTime":1922.123,"endTime":1922.473,"body":"finance"},{"startTime":1922.473,"endTime":1922.833,"body":"systems,"},{"startTime":1922.833,"endTime":1922.943,"body":"it's"},{"startTime":1922.943,"endTime":1923.013,"body":"a"},{"startTime":1923.013,"endTime":1923.223,"body":"little"},{"startTime":1923.223,"endTime":1923.553,"body":"easier"},{"startTime":1923.593,"endTime":1923.713,"body":"to"},{"startTime":1923.713,"endTime":1923.923,"body":"deal"},{"startTime":1923.923,"endTime":1924.103,"body":"with,"},{"startTime":1924.133,"endTime":1924.263,"body":"but"},{"startTime":1924.263,"endTime":1924.813,"body":"sometimes"},{"startTime":1925.133,"endTime":1925.813,"body":"organizations"},{"startTime":1925.813,"endTime":1926.193,"body":"have"},{"startTime":1926.803,"endTime":1927.313,"body":"outdated"},{"startTime":1927.313,"endTime":1927.693,"body":"systems"},{"startTime":1927.703,"endTime":1927.883,"body":"that"},{"startTime":1927.883,"endTime":1928.163,"body":"are"},{"startTime":1928.433,"endTime":1928.703,"body":"much"},{"startTime":1928.703,"endTime":1928.813,"body":"more"},{"startTime":1928.813,"endTime":1929.203,"body":"difficult"},{"startTime":1929.203,"endTime":1929.523,"body":"to"},{"startTime":1930.183,"endTime":1930.343,"body":"pull"},{"startTime":1930.343,"endTime":1930.563,"body":"data"},{"startTime":1930.573,"endTime":1930.733,"body":"out"},{"startTime":1930.733,"endTime":1930.903,"body":"of,"},{"startTime":1931.373,"endTime":1931.573,"body":"but"},{"startTime":1931.573,"endTime":1932.053,"body":"regardless"},{"startTime":1932.053,"endTime":1932.133,"body":"in"},{"startTime":1932.133,"endTime":1932.213,"body":"the"},{"startTime":1932.213,"endTime":1932.403,"body":"quick"},{"startTime":1932.403,"endTime":1932.583,"body":"winter"},{"startTime":1932.583,"endTime":1932.893,"body":"approach,"},{"startTime":1932.893,"endTime":1932.983,"body":"you"},{"startTime":1932.983,"endTime":1933.203,"body":"try"},{"startTime":1933.203,"endTime":1933.343,"body":"to"},{"startTime":1933.353,"endTime":1933.743,"body":"implement"},{"startTime":1933.743,"endTime":1933.893,"body":"as"},{"startTime":1933.923,"endTime":1934.443,"body":"little"},{"startTime":1934.563,"endTime":1934.733,"body":"as"},{"startTime":1934.733,"endTime":1934.843,"body":"you"},{"startTime":1934.843,"endTime":1935.283,"body":"can"},{"startTime":1935.283,"endTime":1935.393,"body":"just"},{"startTime":1935.403,"endTime":1935.473,"body":"to"},{"startTime":1935.473,"endTime":1935.623,"body":"get"},{"startTime":1935.623,"endTime":1935.643,"body":"to"},{"startTime":1935.673,"endTime":1935.793,"body":"the"},{"startTime":1935.793,"endTime":1936.263,"body":"outcome."},{"startTime":1936.718,"endTime":1936.928,"body":"And"},{"startTime":1936.928,"endTime":1937.088,"body":"then"},{"startTime":1937.088,"endTime":1937.458,"body":"continue"},{"startTime":1937.458,"endTime":1937.548,"body":"to"},{"startTime":1937.548,"endTime":1937.778,"body":"add"},{"startTime":1937.778,"endTime":1938.218,"body":"on"},{"startTime":1938.848,"endTime":1939.068,"body":"as"},{"startTime":1939.068,"endTime":1939.518,"body":"you"},{"startTime":1940.398,"endTime":1940.608,"body":"take"},{"startTime":1940.608,"endTime":1940.828,"body":"down"},{"startTime":1940.828,"endTime":1941.328,"body":"priorities"},{"startTime":1941.338,"endTime":1941.498,"body":"one"},{"startTime":1941.498,"endTime":1941.608,"body":"at"},{"startTime":1941.608,"endTime":1941.668,"body":"a"},{"startTime":1941.668,"endTime":1941.958,"body":"time."},{"startTime":1942.178,"endTime":1942.458,"body":"So"},{"startTime":1942.458,"endTime":1942.678,"body":"it's"},{"startTime":1942.818,"endTime":1943.148,"body":"in"},{"startTime":1943.148,"endTime":1943.318,"body":"this"},{"startTime":1943.318,"endTime":1943.658,"body":"cycle"},{"startTime":1943.658,"endTime":1943.848,"body":"here"},{"startTime":1943.848,"endTime":1943.978,"body":"is"},{"startTime":1943.978,"endTime":1944.288,"body":"really"},{"startTime":1944.308,"endTime":1944.508,"body":"just"},{"startTime":1944.508,"endTime":1944.608,"body":"an"},{"startTime":1944.618,"endTime":1944.948,"body":"iterative"},{"startTime":1944.948,"endTime":1945.328,"body":"cycle,"},{"startTime":1945.328,"endTime":1945.498,"body":"right?"},{"startTime":1945.498,"endTime":1945.608,"body":"You're"},{"startTime":1945.608,"endTime":1946.068,"body":"starting,"},{"startTime":1946.628,"endTime":1946.768,"body":"you're"},{"startTime":1946.768,"endTime":1947.218,"body":"identifying"},{"startTime":1947.218,"endTime":1947.308,"body":"the"},{"startTime":1947.308,"endTime":1947.808,"body":"priority,"},{"startTime":1947.838,"endTime":1948.328,"body":"defining"},{"startTime":1948.328,"endTime":1948.438,"body":"it"},{"startTime":1948.738,"endTime":1948.918,"body":"and"},{"startTime":1948.918,"endTime":1949.138,"body":"going"},{"startTime":1949.138,"endTime":1949.378,"body":"about"},{"startTime":1949.718,"endTime":1949.928,"body":"getting"},{"startTime":1949.928,"endTime":1949.988,"body":"it"},{"startTime":1950.018,"endTime":1950.358,"body":"done"},{"startTime":1950.858,"endTime":1950.998,"body":"and"},{"startTime":1950.998,"endTime":1951.128,"body":"then"},{"startTime":1951.128,"endTime":1951.368,"body":"moving"},{"startTime":1951.368,"endTime":1951.498,"body":"on"},{"startTime":1951.498,"endTime":1951.568,"body":"to"},{"startTime":1951.568,"endTime":1951.638,"body":"the"},{"startTime":1951.638,"endTime":1951.858,"body":"next"},{"startTime":1951.858,"endTime":1952.038,"body":"one."},{"startTime":1952.038,"endTime":1952.218,"body":"Once"},{"startTime":1952.218,"endTime":1952.478,"body":"people"},{"startTime":1952.478,"endTime":1952.788,"body":"see"},{"startTime":1952.798,"endTime":1952.978,"body":"how"},{"startTime":1952.978,"endTime":1953.088,"body":"it"},{"startTime":1953.088,"endTime":1953.238,"body":"can"},{"startTime":1953.238,"endTime":1953.498,"body":"work"},{"startTime":1953.498,"endTime":1953.638,"body":"and"},{"startTime":1953.638,"endTime":1953.828,"body":"see,"},{"startTime":1953.838,"endTime":1953.958,"body":"it"},{"startTime":1953.958,"endTime":1954.098,"body":"can"},{"startTime":1954.148,"endTime":1954.458,"body":"believe"},{"startTime":1954.458,"endTime":1954.528,"body":"in"},{"startTime":1954.528,"endTime":1954.608,"body":"the"},{"startTime":1954.618,"endTime":1955.118,"body":"outcomes."},{"startTime":1955.433,"endTime":1955.763,"body":"Yeah."},{"startTime":1955.763,"endTime":1955.913,"body":"And"},{"startTime":1955.923,"endTime":1956.313,"body":"I'll,"},{"startTime":1956.363,"endTime":1956.613,"body":"during"},{"startTime":1956.613,"endTime":1956.733,"body":"that"},{"startTime":1956.733,"endTime":1957.203,"body":"MIT"},{"startTime":1957.203,"endTime":1957.513,"body":"course,"},{"startTime":1957.523,"endTime":1957.633,"body":"they"},{"startTime":1957.633,"endTime":1957.823,"body":"use"},{"startTime":1957.823,"endTime":1958.473,"body":"Microsoft"},{"startTime":1958.473,"endTime":1958.633,"body":"as"},{"startTime":1958.793,"endTime":1958.923,"body":"an"},{"startTime":1958.923,"endTime":1959.653,"body":"example"},{"startTime":1959.663,"endTime":1960.263,"body":"and"},{"startTime":1960.273,"endTime":1960.453,"body":"how"},{"startTime":1960.453,"endTime":1960.923,"body":"Nadella"},{"startTime":1960.933,"endTime":1961.423,"body":"basically"},{"startTime":1961.423,"endTime":1961.733,"body":"went"},{"startTime":1961.743,"endTime":1962.333,"body":"from"},{"startTime":1962.363,"endTime":1962.623,"body":"very"},{"startTime":1962.623,"endTime":1962.843,"body":"old"},{"startTime":1962.843,"endTime":1963.073,"body":"school"},{"startTime":1963.073,"endTime":1963.373,"body":"sales"},{"startTime":1963.373,"endTime":1964.093,"body":"practices,"},{"startTime":1964.103,"endTime":1964.453,"body":"selling"},{"startTime":1964.483,"endTime":1965.073,"body":"solutions"},{"startTime":1965.073,"endTime":1965.283,"body":"on"},{"startTime":1965.283,"endTime":1965.503,"body":"the"},{"startTime":1965.543,"endTime":1966.003,"body":"Microsoft"},{"startTime":1966.003,"endTime":1966.513,"body":"Dynamics"},{"startTime":1966.513,"endTime":1966.813,"body":"side,"},{"startTime":1966.813,"endTime":1966.963,"body":"and"},{"startTime":1966.963,"endTime":1967.083,"body":"then"},{"startTime":1967.083,"endTime":1967.233,"body":"they"},{"startTime":1967.243,"endTime":1967.513,"body":"moved"},{"startTime":1967.523,"endTime":1967.783,"body":"to"},{"startTime":1967.793,"endTime":1968.003,"body":"the"},{"startTime":1968.023,"endTime":1968.733,"body":"365,"},{"startTime":1968.763,"endTime":1969.013,"body":"which"},{"startTime":1969.013,"endTime":1969.343,"body":"was"},{"startTime":1969.373,"endTime":1969.783,"body":"the"},{"startTime":1969.883,"endTime":1970.493,"body":"subscription"},{"startTime":1970.493,"endTime":1970.923,"body":"based."},{"startTime":1971.283,"endTime":1972.073,"body":"And"},{"startTime":1972.253,"endTime":1973.213,"body":"basically,"},{"startTime":1973.633,"endTime":1974.343,"body":"they"},{"startTime":1974.763,"endTime":1975.023,"body":"did"},{"startTime":1975.023,"endTime":1975.303,"body":"their"},{"startTime":1975.303,"endTime":1975.623,"body":"single"},{"startTime":1975.623,"endTime":1975.913,"body":"source"},{"startTime":1975.913,"endTime":1976.063,"body":"of"},{"startTime":1976.063,"endTime":1976.543,"body":"truths,"},{"startTime":1976.603,"endTime":1977.093,"body":"they"},{"startTime":1977.103,"endTime":1977.503,"body":"launched"},{"startTime":1977.503,"endTime":1978.363,"body":"dashboards"},{"startTime":1978.423,"endTime":1978.743,"body":"and"},{"startTime":1978.743,"endTime":1978.843,"body":"they"},{"startTime":1978.843,"endTime":1979.223,"body":"started"},{"startTime":1979.223,"endTime":1979.383,"body":"out"},{"startTime":1979.383,"endTime":1979.563,"body":"with"},{"startTime":1979.573,"endTime":1980.123,"body":"three"},{"startTime":1980.133,"endTime":1980.513,"body":"areas"},{"startTime":1980.513,"endTime":1980.603,"body":"they"},{"startTime":1980.603,"endTime":1980.743,"body":"were"},{"startTime":1980.743,"endTime":1980.843,"body":"going"},{"startTime":1980.843,"endTime":1980.903,"body":"to"},{"startTime":1980.903,"endTime":1981.193,"body":"measure"},{"startTime":1981.193,"endTime":1981.543,"body":"first,"},{"startTime":1981.563,"endTime":1981.803,"body":"then"},{"startTime":1981.823,"endTime":1982.103,"body":"added"},{"startTime":1982.103,"endTime":1982.173,"body":"the"},{"startTime":1982.173,"endTime":1982.443,"body":"next"},{"startTime":1982.443,"endTime":1982.623,"body":"one"},{"startTime":1982.623,"endTime":1982.833,"body":"on"},{"startTime":1982.903,"endTime":1983.193,"body":"and"},{"startTime":1983.193,"endTime":1983.483,"body":"so"},{"startTime":1983.483,"endTime":1983.693,"body":"on."},{"startTime":1983.693,"endTime":1983.743,"body":"And"},{"startTime":1983.743,"endTime":1983.793,"body":"it"},{"startTime":1983.803,"endTime":1984.023,"body":"was"},{"startTime":1984.073,"endTime":1984.253,"body":"like"},{"startTime":1984.253,"endTime":1984.323,"body":"a"},{"startTime":1984.323,"endTime":1984.833,"body":"flywheel"},{"startTime":1984.833,"endTime":1985.203,"body":"effect,"},{"startTime":1985.513,"endTime":1985.703,"body":"but"},{"startTime":1985.723,"endTime":1986.253,"body":"iteration"},{"startTime":1986.253,"endTime":1986.633,"body":"scale"},{"startTime":1986.633,"endTime":1986.743,"body":"and"},{"startTime":1986.743,"endTime":1987.013,"body":"leading"},{"startTime":1987.013,"endTime":1987.153,"body":"from"},{"startTime":1987.153,"endTime":1987.243,"body":"the"},{"startTime":1987.243,"endTime":1987.583,"body":"top"},{"startTime":1987.583,"endTime":1987.683,"body":"and"},{"startTime":1987.683,"endTime":1988.253,"body":"ensuring"},{"startTime":1988.253,"endTime":1988.843,"body":"adoption"},{"startTime":1988.843,"endTime":1989.273,"body":"because"},{"startTime":1989.283,"endTime":1989.703,"body":"leaders"},{"startTime":1989.703,"endTime":1989.773,"body":"are"},{"startTime":1989.773,"endTime":1990.173,"body":"using"},{"startTime":1990.253,"endTime":1990.363,"body":"this"},{"startTime":1990.373,"endTime":1990.543,"body":"is"},{"startTime":1990.543,"endTime":1990.863,"body":"very"},{"startTime":1990.863,"endTime":1991.303,"body":"critical"},{"startTime":1991.303,"endTime":1991.813,"body":"to"},{"startTime":1992.043,"endTime":1992.373,"body":"also"},{"startTime":1992.373,"endTime":1992.543,"body":"this"},{"startTime":1992.543,"endTime":1992.733,"body":"quick"},{"startTime":1992.733,"endTime":1992.883,"body":"win"},{"startTime":1992.883,"endTime":1993.453,"body":"approach."},{"startTime":1994.043,"endTime":1994.193,"body":"All"},{"startTime":1994.193,"endTime":1994.343,"body":"right."},{"startTime":1994.733,"endTime":1995.303,"body":"Landmines."},{"startTime":1996.083,"endTime":1996.473,"body":"So"},{"startTime":1997.263,"endTime":1997.393,"body":"we"},{"startTime":1997.393,"endTime":1997.683,"body":"talked"},{"startTime":1997.683,"endTime":1997.723,"body":"a"},{"startTime":1997.723,"endTime":1997.913,"body":"little"},{"startTime":1997.913,"endTime":1997.943,"body":"bit"},{"startTime":1997.973,"endTime":1998.263,"body":"about"},{"startTime":1998.263,"endTime":1998.533,"body":"this,"},{"startTime":1998.553,"endTime":1998.753,"body":"but"},{"startTime":1998.763,"endTime":1999.203,"body":"starting"},{"startTime":1999.203,"endTime":1999.413,"body":"too"},{"startTime":1999.413,"endTime":1999.723,"body":"big,"},{"startTime":1999.743,"endTime":2000.053,"body":"biting"},{"startTime":2000.053,"endTime":2000.223,"body":"off"},{"startTime":2000.233,"endTime":2000.463,"body":"more"},{"startTime":2000.463,"endTime":2000.593,"body":"than"},{"startTime":2000.593,"endTime":2000.723,"body":"you"},{"startTime":2000.723,"endTime":2000.933,"body":"can"},{"startTime":2000.933,"endTime":2001.323,"body":"chew."},{"startTime":2001.818,"endTime":2002.028,"body":"This"},{"startTime":2002.028,"endTime":2002.288,"body":"is"},{"startTime":2002.298,"endTime":2002.838,"body":"something"},{"startTime":2002.838,"endTime":2002.998,"body":"I,"},{"startTime":2003.088,"endTime":2003.418,"body":"Chad,"},{"startTime":2003.418,"endTime":2003.488,"body":"I"},{"startTime":2003.498,"endTime":2003.688,"body":"think"},{"startTime":2003.688,"endTime":2003.868,"body":"you've"},{"startTime":2003.868,"endTime":2004.138,"body":"seen"},{"startTime":2004.138,"endTime":2004.488,"body":"this"},{"startTime":2004.808,"endTime":2005.068,"body":"just"},{"startTime":2005.118,"endTime":2005.368,"body":"many"},{"startTime":2005.368,"endTime":2006.008,"body":"times,"},{"startTime":2006.038,"endTime":2006.758,"body":"and"},{"startTime":2007.528,"endTime":2007.858,"body":"maybe"},{"startTime":2007.858,"endTime":2007.928,"body":"you"},{"startTime":2007.928,"endTime":2008.038,"body":"could"},{"startTime":2008.038,"endTime":2008.268,"body":"talk"},{"startTime":2008.268,"endTime":2008.308,"body":"a"},{"startTime":2008.308,"endTime":2008.488,"body":"little"},{"startTime":2008.498,"endTime":2008.588,"body":"bit"},{"startTime":2008.588,"endTime":2008.808,"body":"about"},{"startTime":2008.808,"endTime":2008.918,"body":"your"},{"startTime":2008.918,"endTime":2009.538,"body":"experience"},{"startTime":2009.538,"endTime":2009.778,"body":"with"},{"startTime":2009.788,"endTime":2009.908,"body":"the"},{"startTime":2009.908,"endTime":2010.248,"body":"starting"},{"startTime":2010.248,"endTime":2010.368,"body":"too"},{"startTime":2010.368,"endTime":2010.758,"body":"big."},{"startTime":2010.978,"endTime":2011.298,"body":"Yeah,"},{"startTime":2011.578,"endTime":2011.808,"body":"we've"},{"startTime":2011.958,"endTime":2012.338,"body":"mentioned"},{"startTime":2012.338,"endTime":2012.478,"body":"it."},{"startTime":2012.538,"endTime":2012.628,"body":"I"},{"startTime":2012.628,"endTime":2012.878,"body":"don't"},{"startTime":2012.888,"endTime":2013.378,"body":"know"},{"startTime":2013.378,"endTime":2013.588,"body":"if."},{"startTime":2014.073,"endTime":2014.313,"body":"Folks"},{"startTime":2014.313,"endTime":2014.463,"body":"have"},{"startTime":2014.493,"endTime":2014.953,"body":"questions"},{"startTime":2014.953,"endTime":2015.203,"body":"on"},{"startTime":2015.223,"endTime":2015.433,"body":"what"},{"startTime":2015.433,"endTime":2015.553,"body":"we're"},{"startTime":2015.553,"endTime":2015.973,"body":"referring"},{"startTime":2015.973,"endTime":2016.103,"body":"to"},{"startTime":2016.103,"endTime":2016.343,"body":"here,"},{"startTime":2016.343,"endTime":2016.693,"body":"but"},{"startTime":2017.123,"endTime":2017.243,"body":"I"},{"startTime":2017.243,"endTime":2017.583,"body":"think"},{"startTime":2017.993,"endTime":2018.503,"body":"generally"},{"startTime":2018.503,"endTime":2018.633,"body":"what"},{"startTime":2018.633,"endTime":2018.743,"body":"we"},{"startTime":2018.743,"endTime":2018.983,"body":"mean"},{"startTime":2018.983,"endTime":2019.133,"body":"is"},{"startTime":2019.143,"endTime":2019.513,"body":"that"},{"startTime":2019.623,"endTime":2019.943,"body":"most"},{"startTime":2019.943,"endTime":2020.043,"body":"of"},{"startTime":2020.043,"endTime":2020.143,"body":"you"},{"startTime":2020.143,"endTime":2020.233,"body":"have"},{"startTime":2020.283,"endTime":2020.613,"body":"decided"},{"startTime":2020.613,"endTime":2020.763,"body":"that"},{"startTime":2020.803,"endTime":2020.993,"body":"you're"},{"startTime":2020.993,"endTime":2021.093,"body":"going"},{"startTime":2021.093,"endTime":2021.143,"body":"to"},{"startTime":2021.143,"endTime":2021.243,"body":"go"},{"startTime":2021.243,"endTime":2021.413,"body":"down"},{"startTime":2021.413,"endTime":2021.553,"body":"this"},{"startTime":2021.553,"endTime":2021.943,"body":"path,"},{"startTime":2022.533,"endTime":2022.743,"body":"there"},{"startTime":2022.743,"endTime":2022.853,"body":"was"},{"startTime":2022.863,"endTime":2023.263,"body":"something"},{"startTime":2023.263,"endTime":2023.423,"body":"that"},{"startTime":2023.423,"endTime":2024.053,"body":"initiated"},{"startTime":2024.053,"endTime":2024.413,"body":"that"},{"startTime":2024.573,"endTime":2024.903,"body":"some"},{"startTime":2024.903,"endTime":2025.103,"body":"sort"},{"startTime":2025.103,"endTime":2025.163,"body":"of"},{"startTime":2025.163,"endTime":2025.773,"body":"visibility"},{"startTime":2025.773,"endTime":2026.053,"body":"or"},{"startTime":2026.133,"endTime":2026.533,"body":"issues"},{"startTime":2026.533,"endTime":2026.643,"body":"that"},{"startTime":2026.653,"endTime":2026.803,"body":"you"},{"startTime":2026.803,"endTime":2027.223,"body":"had"},{"startTime":2027.723,"endTime":2027.973,"body":"trying"},{"startTime":2027.973,"endTime":2028.033,"body":"to"},{"startTime":2028.033,"endTime":2028.353,"body":"tackle"},{"startTime":2028.383,"endTime":2028.553,"body":"all"},{"startTime":2028.583,"endTime":2028.873,"body":"tackle"},{"startTime":2028.873,"endTime":2029.023,"body":"them"},{"startTime":2029.023,"endTime":2029.163,"body":"all"},{"startTime":2029.163,"endTime":2029.293,"body":"at"},{"startTime":2029.293,"endTime":2029.583,"body":"once"},{"startTime":2029.583,"endTime":2029.693,"body":"and"},{"startTime":2029.693,"endTime":2029.843,"body":"getting"},{"startTime":2029.843,"endTime":2029.953,"body":"a"},{"startTime":2029.953,"endTime":2030.323,"body":"handle"},{"startTime":2030.323,"endTime":2030.723,"body":"on"},{"startTime":2030.773,"endTime":2030.963,"body":"how"},{"startTime":2030.963,"endTime":2031.333,"body":"marketing"},{"startTime":2031.333,"endTime":2031.463,"body":"is"},{"startTime":2031.463,"endTime":2032.003,"body":"performing,"},{"startTime":2032.003,"endTime":2032.253,"body":"how"},{"startTime":2032.253,"endTime":2032.853,"body":"sales"},{"startTime":2032.913,"endTime":2033.083,"body":"and"},{"startTime":2033.083,"endTime":2033.223,"body":"then"},{"startTime":2033.233,"endTime":2033.743,"body":"finance"},{"startTime":2033.793,"endTime":2033.963,"body":"all"},{"startTime":2033.963,"endTime":2034.553,"body":"together"},{"startTime":2034.743,"endTime":2035.133,"body":"performing"},{"startTime":2035.133,"endTime":2035.243,"body":"at"},{"startTime":2035.243,"endTime":2035.303,"body":"the"},{"startTime":2035.303,"endTime":2035.523,"body":"same"},{"startTime":2035.523,"endTime":2035.863,"body":"time"},{"startTime":2036.273,"endTime":2036.423,"body":"is"},{"startTime":2036.903,"endTime":2037.443,"body":"challenging"},{"startTime":2038.043,"endTime":2038.463,"body":"approach."},{"startTime":2038.463,"endTime":2038.603,"body":"And"},{"startTime":2038.603,"endTime":2038.723,"body":"that's"},{"startTime":2038.743,"endTime":2038.853,"body":"what"},{"startTime":2038.853,"endTime":2038.943,"body":"we're"},{"startTime":2038.943,"endTime":2039.173,"body":"trying"},{"startTime":2039.173,"endTime":2039.293,"body":"to"},{"startTime":2039.293,"endTime":2039.633,"body":"advise"},{"startTime":2039.633,"endTime":2040.093,"body":"against"},{"startTime":2040.093,"endTime":2040.323,"body":"is."},{"startTime":2040.733,"endTime":2040.813,"body":"You"},{"startTime":2040.813,"endTime":2040.943,"body":"know,"},{"startTime":2040.943,"endTime":2041.243,"body":"really"},{"startTime":2041.243,"endTime":2041.483,"body":"take"},{"startTime":2041.513,"endTime":2041.883,"body":"a"},{"startTime":2042.333,"endTime":2042.693,"body":"single"},{"startTime":2042.693,"endTime":2043.133,"body":"system"},{"startTime":2043.133,"endTime":2043.253,"body":"or"},{"startTime":2043.253,"endTime":2043.343,"body":"a"},{"startTime":2043.343,"endTime":2043.633,"body":"single"},{"startTime":2043.643,"endTime":2044.083,"body":"metric,"},{"startTime":2044.263,"endTime":2044.543,"body":"get"},{"startTime":2044.543,"endTime":2044.763,"body":"that"},{"startTime":2044.763,"endTime":2045.123,"body":"going"},{"startTime":2045.843,"endTime":2046.013,"body":"and"},{"startTime":2046.013,"endTime":2046.273,"body":"build"},{"startTime":2046.273,"endTime":2046.423,"body":"on"},{"startTime":2046.423,"endTime":2046.663,"body":"top"},{"startTime":2046.663,"endTime":2046.783,"body":"of"},{"startTime":2046.783,"endTime":2047.033,"body":"that"},{"startTime":2047.293,"endTime":2047.563,"body":"over"},{"startTime":2047.563,"endTime":2047.833,"body":"time."},{"startTime":2049.383,"endTime":2049.623,"body":"I'll"},{"startTime":2049.623,"endTime":2049.843,"body":"talk"},{"startTime":2049.843,"endTime":2049.943,"body":"to"},{"startTime":2049.943,"endTime":2050.023,"body":"a"},{"startTime":2050.023,"endTime":2050.243,"body":"few"},{"startTime":2050.243,"endTime":2050.623,"body":"more"},{"startTime":2050.623,"endTime":2051.223,"body":"here."},{"startTime":2051.283,"endTime":2051.433,"body":"I"},{"startTime":2051.463,"endTime":2051.753,"body":"think"},{"startTime":2051.783,"endTime":2052.133,"body":"the"},{"startTime":2052.523,"endTime":2052.543,"body":"IT"},{"startTime":2052.553,"endTime":2052.863,"body":"owning"},{"startTime":2052.863,"endTime":2052.953,"body":"the"},{"startTime":2052.953,"endTime":2053.503,"body":"strategy"},{"startTime":2053.503,"endTime":2053.613,"body":"is"},{"startTime":2053.613,"endTime":2053.933,"body":"another"},{"startTime":2053.933,"endTime":2054.103,"body":"one"},{"startTime":2054.103,"endTime":2054.263,"body":"we"},{"startTime":2054.263,"endTime":2054.713,"body":"see."},{"startTime":2055.083,"endTime":2055.223,"body":"The"},{"startTime":2055.223,"endTime":2055.713,"body":"strategy"},{"startTime":2055.713,"endTime":2056.123,"body":"really"},{"startTime":2056.123,"endTime":2056.443,"body":"needs"},{"startTime":2056.443,"endTime":2056.603,"body":"to"},{"startTime":2056.603,"endTime":2056.923,"body":"be"},{"startTime":2056.953,"endTime":2057.313,"body":"owned"},{"startTime":2057.353,"endTime":2057.613,"body":"by"},{"startTime":2057.623,"endTime":2057.773,"body":"the"},{"startTime":2057.773,"endTime":2058.363,"body":"CFO"},{"startTime":2058.373,"endTime":2058.513,"body":"or"},{"startTime":2058.513,"endTime":2058.673,"body":"the"},{"startTime":2058.673,"endTime":2059.363,"body":"COO"},{"startTime":2059.363,"endTime":2059.503,"body":"or"},{"startTime":2059.503,"endTime":2059.603,"body":"the"},{"startTime":2059.643,"endTime":2060.233,"body":"finance"},{"startTime":2060.233,"endTime":2060.713,"body":"team."},{"startTime":2061.003,"endTime":2061.273,"body":"That's"},{"startTime":2061.273,"endTime":2061.393,"body":"what"},{"startTime":2061.393,"endTime":2061.623,"body":"we"},{"startTime":2061.673,"endTime":2062.043,"body":"see"},{"startTime":2062.653,"endTime":2062.863,"body":"due"},{"startTime":2062.863,"endTime":2063.053,"body":"to"},{"startTime":2063.053,"endTime":2063.153,"body":"what"},{"startTime":2063.173,"endTime":2063.313,"body":"the"},{"startTime":2063.313,"endTime":2063.803,"body":"outcomes"},{"startTime":2063.803,"endTime":2064.173,"body":"are,"},{"startTime":2064.213,"endTime":2064.523,"body":"but"},{"startTime":2064.543,"endTime":2064.853,"body":"that's"},{"startTime":2064.853,"endTime":2065.363,"body":"another"},{"startTime":2065.383,"endTime":2065.913,"body":"landmine"},{"startTime":2065.913,"endTime":2066.133,"body":"to"},{"startTime":2066.133,"endTime":2066.673,"body":"avoid."},{"startTime":2067.203,"endTime":2067.443,"body":"Yeah."},{"startTime":2067.483,"endTime":2067.653,"body":"What"},{"startTime":2067.653,"endTime":2067.833,"body":"you'll"},{"startTime":2068.053,"endTime":2068.583,"body":"potentially"},{"startTime":2068.583,"endTime":2068.733,"body":"end"},{"startTime":2068.733,"endTime":2068.893,"body":"up"},{"startTime":2068.893,"endTime":2069.143,"body":"with"},{"startTime":2069.213,"endTime":2069.553,"body":"is"},{"startTime":2069.913,"endTime":2070.003,"body":"a"},{"startTime":2070.003,"endTime":2070.283,"body":"more"},{"startTime":2070.353,"endTime":2070.733,"body":"overly"},{"startTime":2070.733,"endTime":2071.153,"body":"technical"},{"startTime":2071.153,"endTime":2071.663,"body":"solution."},{"startTime":2072.303,"endTime":2072.733,"body":"That"},{"startTime":2072.783,"endTime":2073.093,"body":"may"},{"startTime":2073.093,"endTime":2073.333,"body":"not"},{"startTime":2073.333,"endTime":2073.533,"body":"meet"},{"startTime":2073.533,"endTime":2073.613,"body":"the"},{"startTime":2073.613,"endTime":2073.793,"body":"needs"},{"startTime":2073.793,"endTime":2073.883,"body":"of"},{"startTime":2073.883,"endTime":2073.953,"body":"the"},{"startTime":2073.953,"endTime":2074.473,"body":"business."},{"startTime":2074.893,"endTime":2075.033,"body":"And"},{"startTime":2075.033,"endTime":2075.143,"body":"so"},{"startTime":2075.143,"endTime":2075.263,"body":"it's"},{"startTime":2075.263,"endTime":2075.453,"body":"really"},{"startTime":2075.453,"endTime":2075.773,"body":"important"},{"startTime":2075.773,"endTime":2075.803,"body":"to"},{"startTime":2075.803,"endTime":2075.973,"body":"have"},{"startTime":2075.973,"endTime":2076.033,"body":"the"},{"startTime":2076.033,"endTime":2076.543,"body":"business"},{"startTime":2076.663,"endTime":2077.093,"body":"side"},{"startTime":2077.093,"endTime":2077.903,"body":"represented"},{"startTime":2078.073,"endTime":2078.403,"body":"and"},{"startTime":2079.053,"endTime":2079.543,"body":"delivering"},{"startTime":2079.923,"endTime":2080.063,"body":"and"},{"startTime":2080.063,"endTime":2080.443,"body":"determining"},{"startTime":2080.443,"endTime":2080.613,"body":"what's"},{"startTime":2080.613,"endTime":2080.693,"body":"the"},{"startTime":2080.693,"endTime":2081.373,"body":"priority,"},{"startTime":2081.643,"endTime":2081.843,"body":"what"},{"startTime":2081.843,"endTime":2081.953,"body":"the"},{"startTime":2081.953,"endTime":2082.353,"body":"investment"},{"startTime":2082.533,"endTime":2082.923,"body":"is"},{"startTime":2083.063,"endTime":2083.533,"body":"managing"},{"startTime":2083.533,"endTime":2083.633,"body":"to"},{"startTime":2083.633,"endTime":2083.923,"body":"that"},{"startTime":2084.123,"endTime":2084.703,"body":"investment"},{"startTime":2084.703,"endTime":2084.823,"body":"and"},{"startTime":2084.823,"endTime":2084.993,"body":"so"},{"startTime":2084.993,"endTime":2085.153,"body":"on."},{"startTime":2086.573,"endTime":2087.333,"body":"Exactly."},{"startTime":2087.803,"endTime":2087.973,"body":"We"},{"startTime":2087.973,"endTime":2088.223,"body":"talked"},{"startTime":2088.223,"endTime":2088.453,"body":"about"},{"startTime":2088.453,"endTime":2088.583,"body":"the"},{"startTime":2088.603,"endTime":2089.213,"body":"disagreement"},{"startTime":2089.213,"endTime":2089.353,"body":"on"},{"startTime":2089.353,"endTime":2090.253,"body":"definitions"},{"startTime":2090.263,"endTime":2090.353,"body":"and"},{"startTime":2090.353,"endTime":2090.493,"body":"there's"},{"startTime":2090.493,"endTime":2090.543,"body":"a"},{"startTime":2090.543,"endTime":2090.673,"body":"way"},{"startTime":2090.673,"endTime":2090.763,"body":"to"},{"startTime":2090.763,"endTime":2091.053,"body":"solve"},{"startTime":2091.063,"endTime":2091.463,"body":"that."},{"startTime":2091.513,"endTime":2091.643,"body":"I"},{"startTime":2091.643,"endTime":2091.953,"body":"also"},{"startTime":2091.953,"endTime":2092.173,"body":"see"},{"startTime":2092.173,"endTime":2092.293,"body":"the"},{"startTime":2092.293,"endTime":2092.553,"body":"once"},{"startTime":2092.553,"endTime":2092.683,"body":"and"},{"startTime":2092.683,"endTime":2092.873,"body":"done"},{"startTime":2092.873,"endTime":2093.603,"body":"mentality."},{"startTime":2093.643,"endTime":2093.933,"body":"It's,"},{"startTime":2093.973,"endTime":2094.133,"body":"this"},{"startTime":2094.133,"endTime":2094.273,"body":"is"},{"startTime":2094.273,"endTime":2094.423,"body":"an"},{"startTime":2094.433,"endTime":2095.023,"body":"ongoing"},{"startTime":2095.023,"endTime":2095.583,"body":"commitment"},{"startTime":2095.593,"endTime":2095.733,"body":"to"},{"startTime":2095.733,"endTime":2096.243,"body":"data"},{"startTime":2096.273,"endTime":2097.013,"body":"integrity"},{"startTime":2097.043,"endTime":2097.643,"body":"and"},{"startTime":2097.673,"endTime":2097.963,"body":"data"},{"startTime":2097.963,"endTime":2098.343,"body":"driven"},{"startTime":2098.343,"endTime":2098.773,"body":"culture"},{"startTime":2098.773,"endTime":2098.883,"body":"and"},{"startTime":2098.883,"endTime":2099.393,"body":"mindset."},{"startTime":2099.393,"endTime":2099.583,"body":"So"},{"startTime":2099.583,"endTime":2099.803,"body":"it's,"},{"startTime":2099.833,"endTime":2099.953,"body":"you"},{"startTime":2099.953,"endTime":2100.123,"body":"don't"},{"startTime":2100.123,"endTime":2100.253,"body":"do"},{"startTime":2100.253,"endTime":2100.313,"body":"it"},{"startTime":2100.323,"endTime":2100.653,"body":"once"},{"startTime":2100.653,"endTime":2100.823,"body":"and"},{"startTime":2100.823,"endTime":2100.983,"body":"then"},{"startTime":2100.993,"endTime":2101.173,"body":"you're"},{"startTime":2101.183,"endTime":2101.463,"body":"done."},{"startTime":2101.463,"endTime":2101.563,"body":"You"},{"startTime":2101.563,"endTime":2101.723,"body":"need"},{"startTime":2101.723,"endTime":2101.773,"body":"to"},{"startTime":2101.773,"endTime":2101.923,"body":"have"},{"startTime":2101.923,"endTime":2102.003,"body":"the"},{"startTime":2102.003,"endTime":2102.293,"body":"data"},{"startTime":2102.293,"endTime":2102.873,"body":"governments"},{"startTime":2102.873,"endTime":2103.033,"body":"and"},{"startTime":2103.033,"endTime":2103.263,"body":"rules"},{"startTime":2103.273,"endTime":2103.583,"body":"set"},{"startTime":2103.593,"endTime":2103.723,"body":"to"},{"startTime":2103.723,"endTime":2104.073,"body":"ensure"},{"startTime":2104.073,"endTime":2104.253,"body":"that"},{"startTime":2104.253,"endTime":2104.463,"body":"you're"},{"startTime":2104.463,"endTime":2104.753,"body":"keeping"},{"startTime":2104.753,"endTime":2105.243,"body":"consistent"},{"startTime":2105.253,"endTime":2105.413,"body":"and"},{"startTime":2105.413,"endTime":2105.573,"body":"that"},{"startTime":2105.593,"endTime":2105.723,"body":"you're"},{"startTime":2105.723,"endTime":2106.113,"body":"taking"},{"startTime":2106.113,"endTime":2106.213,"body":"it"},{"startTime":2106.213,"endTime":2106.303,"body":"to"},{"startTime":2106.303,"endTime":2106.403,"body":"the"},{"startTime":2106.403,"endTime":2106.673,"body":"next"},{"startTime":2106.673,"endTime":2106.913,"body":"level"},{"startTime":2106.913,"endTime":2107.063,"body":"when"},{"startTime":2107.063,"endTime":2107.133,"body":"the"},{"startTime":2107.133,"endTime":2107.493,"body":"business"},{"startTime":2107.493,"endTime":2107.663,"body":"is"},{"startTime":2107.663,"endTime":2107.933,"body":"ready."},{"startTime":2107.943,"endTime":2108.203,"body":"Heather,"},{"startTime":2108.223,"endTime":2108.433,"body":"one"},{"startTime":2108.433,"endTime":2108.593,"body":"thing"},{"startTime":2108.593,"endTime":2108.643,"body":"I"},{"startTime":2108.643,"endTime":2108.863,"body":"wanted"},{"startTime":2108.863,"endTime":2108.943,"body":"to"},{"startTime":2108.943,"endTime":2109.143,"body":"add"},{"startTime":2109.143,"endTime":2109.313,"body":"here"},{"startTime":2109.313,"endTime":2109.693,"body":"too,"},{"startTime":2109.723,"endTime":2109.933,"body":"just"},{"startTime":2109.963,"endTime":2110.163,"body":"given"},{"startTime":2110.163,"endTime":2110.273,"body":"that"},{"startTime":2110.283,"endTime":2110.403,"body":"you"},{"startTime":2110.403,"endTime":2110.713,"body":"guys,"},{"startTime":2111.013,"endTime":2111.113,"body":"a"},{"startTime":2111.113,"endTime":2111.273,"body":"lot"},{"startTime":2111.273,"endTime":2111.383,"body":"of"},{"startTime":2111.383,"endTime":2111.523,"body":"you"},{"startTime":2111.523,"endTime":2111.673,"body":"are"},{"startTime":2111.673,"endTime":2111.973,"body":"already"},{"startTime":2111.973,"endTime":2112.053,"body":"in"},{"startTime":2112.053,"endTime":2112.143,"body":"the"},{"startTime":2112.143,"endTime":2112.563,"body":"process."},{"startTime":2113.143,"endTime":2113.303,"body":"You"},{"startTime":2113.303,"endTime":2113.623,"body":"typically"},{"startTime":2113.623,"endTime":2113.793,"body":"do"},{"startTime":2113.793,"endTime":2114.033,"body":"need"},{"startTime":2114.083,"endTime":2114.153,"body":"a"},{"startTime":2114.153,"endTime":2114.523,"body":"technical"},{"startTime":2114.523,"endTime":2115.253,"body":"representation"},{"startTime":2115.253,"endTime":2115.363,"body":"to"},{"startTime":2115.373,"endTime":2115.733,"body":"actually"},{"startTime":2115.733,"endTime":2115.923,"body":"make"},{"startTime":2115.923,"endTime":2115.993,"body":"it"},{"startTime":2116.003,"endTime":2116.433,"body":"happen,"},{"startTime":2116.483,"endTime":2116.613,"body":"to"},{"startTime":2116.613,"endTime":2116.773,"body":"get"},{"startTime":2116.773,"endTime":2116.833,"body":"the"},{"startTime":2116.833,"endTime":2116.983,"body":"right"},{"startTime":2116.983,"endTime":2117.263,"body":"pieces"},{"startTime":2117.263,"endTime":2117.383,"body":"in"},{"startTime":2117.383,"endTime":2117.713,"body":"place,"},{"startTime":2117.713,"endTime":2117.883,"body":"to"},{"startTime":2118.123,"endTime":2118.423,"body":"create"},{"startTime":2118.433,"endTime":2118.583,"body":"the"},{"startTime":2118.583,"endTime":2119.023,"body":"solution"},{"startTime":2119.023,"endTime":2119.103,"body":"or"},{"startTime":2119.103,"endTime":2119.173,"body":"the"},{"startTime":2119.173,"endTime":2119.713,"body":"dashboard."},{"startTime":2119.893,"endTime":2120.153,"body":"If"},{"startTime":2120.153,"endTime":2120.363,"body":"those"},{"startTime":2120.363,"endTime":2120.623,"body":"people"},{"startTime":2120.623,"endTime":2120.753,"body":"that"},{"startTime":2120.753,"endTime":2120.853,"body":"you"},{"startTime":2120.863,"endTime":2121.123,"body":"have"},{"startTime":2121.133,"endTime":2121.433,"body":"doing"},{"startTime":2121.433,"endTime":2121.683,"body":"that"},{"startTime":2121.713,"endTime":2122.043,"body":"are."},{"startTime":2122.793,"endTime":2123.113,"body":"Coming"},{"startTime":2123.113,"endTime":2123.283,"body":"from"},{"startTime":2123.283,"endTime":2123.343,"body":"a"},{"startTime":2123.343,"endTime":2123.813,"body":"background"},{"startTime":2123.813,"endTime":2123.983,"body":"that"},{"startTime":2124.103,"endTime":2124.353,"body":"does"},{"startTime":2124.353,"endTime":2124.543,"body":"not"},{"startTime":2124.543,"endTime":2124.993,"body":"involve"},{"startTime":2125.003,"endTime":2125.233,"body":"data"},{"startTime":2125.233,"endTime":2125.943,"body":"analytics,"},{"startTime":2126.203,"endTime":2126.433,"body":"that's"},{"startTime":2126.433,"endTime":2126.513,"body":"a"},{"startTime":2126.523,"endTime":2126.793,"body":"big"},{"startTime":2126.963,"endTime":2127.243,"body":"red"},{"startTime":2127.243,"endTime":2127.673,"body":"flag."},{"startTime":2127.753,"endTime":2127.943,"body":"So"},{"startTime":2127.943,"endTime":2128.043,"body":"if"},{"startTime":2128.043,"endTime":2128.273,"body":"they're"},{"startTime":2128.283,"endTime":2128.513,"body":"more"},{"startTime":2128.513,"endTime":2128.593,"body":"of"},{"startTime":2128.593,"endTime":2128.653,"body":"a"},{"startTime":2128.653,"endTime":2129.093,"body":"website"},{"startTime":2129.093,"endTime":2129.613,"body":"developer"},{"startTime":2129.613,"endTime":2129.633,"body":"or"},{"startTime":2129.633,"endTime":2129.713,"body":"an"},{"startTime":2129.713,"endTime":2130.253,"body":"application"},{"startTime":2130.253,"endTime":2130.933,"body":"developer"},{"startTime":2131.363,"endTime":2131.933,"body":"or"},{"startTime":2132.193,"endTime":2132.423,"body":"some"},{"startTime":2132.423,"endTime":2132.643,"body":"other"},{"startTime":2132.643,"endTime":2133.043,"body":"internal"},{"startTime":2133.143,"endTime":2133.213,"body":"IT"},{"startTime":2133.793,"endTime":2134.583,"body":"resource,"},{"startTime":2135.123,"endTime":2135.653,"body":"transitioning"},{"startTime":2135.713,"endTime":2135.923,"body":"over"},{"startTime":2135.923,"endTime":2136.063,"body":"to"},{"startTime":2136.073,"endTime":2136.243,"body":"be"},{"startTime":2136.243,"endTime":2136.303,"body":"a"},{"startTime":2136.303,"endTime":2136.733,"body":"data"},{"startTime":2136.763,"endTime":2137.373,"body":"analyst"},{"startTime":2137.403,"endTime":2137.763,"body":"or"},{"startTime":2137.793,"endTime":2138.033,"body":"data"},{"startTime":2138.033,"endTime":2138.493,"body":"scientist,"},{"startTime":2138.493,"endTime":2138.723,"body":"whatever"},{"startTime":2138.723,"endTime":2138.773,"body":"you"},{"startTime":2138.773,"endTime":2138.913,"body":"want"},{"startTime":2138.913,"endTime":2138.963,"body":"to"},{"startTime":2138.963,"endTime":2139.213,"body":"call"},{"startTime":2139.213,"endTime":2139.313,"body":"it"},{"startTime":2139.343,"endTime":2139.653,"body":"is"},{"startTime":2139.773,"endTime":2140.163,"body":"a"},{"startTime":2140.273,"endTime":2140.493,"body":"pretty"},{"startTime":2140.493,"endTime":2140.733,"body":"big"},{"startTime":2140.803,"endTime":2141.373,"body":"change"},{"startTime":2141.443,"endTime":2141.843,"body":"in"},{"startTime":2142.053,"endTime":2142.713,"body":"mentality"},{"startTime":2142.793,"endTime":2143.003,"body":"and"},{"startTime":2143.143,"endTime":2143.663,"body":"approach."},{"startTime":2144.103,"endTime":2144.273,"body":"And"},{"startTime":2144.273,"endTime":2144.413,"body":"so"},{"startTime":2144.463,"endTime":2144.613,"body":"if"},{"startTime":2144.613,"endTime":2144.733,"body":"you're"},{"startTime":2144.733,"endTime":2145.103,"body":"leveraging"},{"startTime":2145.113,"endTime":2145.463,"body":"internal"},{"startTime":2145.473,"endTime":2145.873,"body":"team"},{"startTime":2146.353,"endTime":2146.653,"body":"that"},{"startTime":2146.673,"endTime":2146.893,"body":"you're"},{"startTime":2146.903,"endTime":2147.333,"body":"moving"},{"startTime":2147.333,"endTime":2147.563,"body":"over"},{"startTime":2147.633,"endTime":2147.743,"body":"from"},{"startTime":2147.743,"endTime":2147.993,"body":"one"},{"startTime":2148.163,"endTime":2148.703,"body":"technology"},{"startTime":2148.703,"endTime":2148.833,"body":"to"},{"startTime":2148.833,"endTime":2149.253,"body":"another,"},{"startTime":2149.453,"endTime":2149.633,"body":"this"},{"startTime":2149.633,"endTime":2150.063,"body":"technology"},{"startTime":2150.073,"endTime":2150.333,"body":"being"},{"startTime":2150.533,"endTime":2151.193,"body":"analytics,"},{"startTime":2151.693,"endTime":2151.943,"body":"that"},{"startTime":2151.943,"endTime":2152.073,"body":"can"},{"startTime":2152.073,"endTime":2152.213,"body":"be"},{"startTime":2152.213,"endTime":2152.243,"body":"a"},{"startTime":2152.243,"endTime":2152.733,"body":"very."},{"startTime":2153.248,"endTime":2153.668,"body":"Risky"},{"startTime":2153.668,"endTime":2154.008,"body":"move."},{"startTime":2154.218,"endTime":2154.378,"body":"So"},{"startTime":2154.378,"endTime":2154.438,"body":"I"},{"startTime":2154.438,"endTime":2154.588,"body":"just"},{"startTime":2154.588,"endTime":2154.768,"body":"wanted"},{"startTime":2154.768,"endTime":2154.788,"body":"to"},{"startTime":2154.788,"endTime":2154.978,"body":"throw"},{"startTime":2154.978,"endTime":2155.108,"body":"that"},{"startTime":2155.108,"endTime":2155.278,"body":"out"},{"startTime":2155.278,"endTime":2155.428,"body":"there"},{"startTime":2155.428,"endTime":2155.498,"body":"and"},{"startTime":2155.498,"endTime":2155.618,"body":"make"},{"startTime":2155.618,"endTime":2155.778,"body":"sure"},{"startTime":2155.778,"endTime":2155.948,"body":"that"},{"startTime":2156.208,"endTime":2156.398,"body":"folks"},{"startTime":2156.398,"endTime":2156.558,"body":"had"},{"startTime":2156.558,"endTime":2156.698,"body":"that"},{"startTime":2156.698,"endTime":2156.758,"body":"in"},{"startTime":2156.758,"endTime":2156.958,"body":"mind"},{"startTime":2156.958,"endTime":2157.058,"body":"as"},{"startTime":2157.058,"endTime":2157.288,"body":"well."},{"startTime":2157.828,"endTime":2157.978,"body":"And"},{"startTime":2157.978,"endTime":2158.278,"body":"another"},{"startTime":2158.278,"endTime":2158.428,"body":"one"},{"startTime":2158.428,"endTime":2158.618,"body":"that's"},{"startTime":2158.618,"endTime":2158.818,"body":"not"},{"startTime":2158.818,"endTime":2159.008,"body":"on"},{"startTime":2159.008,"endTime":2159.388,"body":"here"},{"startTime":2159.398,"endTime":2159.708,"body":"is"},{"startTime":2159.718,"endTime":2160.068,"body":"that,"},{"startTime":2160.148,"endTime":2160.268,"body":"but"},{"startTime":2160.268,"endTime":2160.298,"body":"I"},{"startTime":2160.318,"endTime":2160.458,"body":"think"},{"startTime":2160.458,"endTime":2160.548,"body":"it"},{"startTime":2160.558,"endTime":2160.648,"body":"has"},{"startTime":2160.648,"endTime":2160.708,"body":"a"},{"startTime":2160.708,"endTime":2160.868,"body":"lot"},{"startTime":2160.868,"endTime":2160.958,"body":"to"},{"startTime":2160.958,"endTime":2161.108,"body":"do"},{"startTime":2161.108,"endTime":2161.208,"body":"with"},{"startTime":2161.208,"endTime":2161.298,"body":"the"},{"startTime":2161.298,"endTime":2161.538,"body":"wrong"},{"startTime":2161.538,"endTime":2161.808,"body":"data"},{"startTime":2161.808,"endTime":2162.028,"body":"in"},{"startTime":2162.028,"endTime":2162.208,"body":"wrong"},{"startTime":2162.218,"endTime":2162.488,"body":"data"},{"startTime":2162.488,"endTime":2162.818,"body":"out"},{"startTime":2163.198,"endTime":2163.798,"body":"is"},{"startTime":2163.888,"endTime":2164.018,"body":"to"},{"startTime":2164.018,"endTime":2164.198,"body":"get"},{"startTime":2164.198,"endTime":2164.378,"body":"right"},{"startTime":2164.388,"endTime":2164.648,"body":"data"},{"startTime":2164.648,"endTime":2164.858,"body":"in"},{"startTime":2164.858,"endTime":2165.008,"body":"right"},{"startTime":2165.018,"endTime":2165.278,"body":"data"},{"startTime":2165.288,"endTime":2165.628,"body":"out."},{"startTime":2165.648,"endTime":2165.838,"body":"It's"},{"startTime":2165.848,"endTime":2166.078,"body":"not"},{"startTime":2166.078,"endTime":2166.258,"body":"just"},{"startTime":2166.258,"endTime":2166.378,"body":"what"},{"startTime":2166.378,"endTime":2166.508,"body":"you"},{"startTime":2166.508,"endTime":2166.758,"body":"want"},{"startTime":2166.798,"endTime":2166.968,"body":"to"},{"startTime":2166.968,"endTime":2167.718,"body":"report"},{"startTime":2167.758,"endTime":2168.218,"body":"on."},{"startTime":2169.068,"endTime":2169.328,"body":"It's"},{"startTime":2169.508,"endTime":2169.768,"body":"what"},{"startTime":2169.768,"endTime":2169.958,"body":"you"},{"startTime":2169.958,"endTime":2170.278,"body":"want"},{"startTime":2170.278,"endTime":2170.408,"body":"the"},{"startTime":2170.408,"endTime":2170.808,"body":"data"},{"startTime":2170.838,"endTime":2170.998,"body":"to"},{"startTime":2171.018,"endTime":2171.378,"body":"tell"},{"startTime":2171.378,"endTime":2171.888,"body":"you"},{"startTime":2172.878,"endTime":2173.058,"body":"for"},{"startTime":2173.058,"endTime":2173.158,"body":"the"},{"startTime":2173.158,"endTime":2173.708,"body":"future."},{"startTime":2174.018,"endTime":2174.398,"body":"Right."},{"startTime":2174.948,"endTime":2175.148,"body":"And"},{"startTime":2175.148,"endTime":2175.348,"body":"that"},{"startTime":2175.358,"endTime":2175.638,"body":"may"},{"startTime":2175.638,"endTime":2176.458,"body":"require."},{"startTime":2177.133,"endTime":2177.613,"body":"additional"},{"startTime":2177.623,"endTime":2177.873,"body":"data"},{"startTime":2177.873,"endTime":2178.183,"body":"sets"},{"startTime":2178.183,"endTime":2178.313,"body":"that"},{"startTime":2178.313,"endTime":2178.413,"body":"you're"},{"startTime":2178.413,"endTime":2178.563,"body":"not"},{"startTime":2178.573,"endTime":2179.283,"body":"considering."},{"startTime":2179.533,"endTime":2180.113,"body":"So"},{"startTime":2180.143,"endTime":2180.373,"body":"it's"},{"startTime":2180.383,"endTime":2180.933,"body":"really"},{"startTime":2180.933,"endTime":2181.503,"body":"critical"},{"startTime":2181.513,"endTime":2181.623,"body":"to"},{"startTime":2181.623,"endTime":2181.943,"body":"pressure"},{"startTime":2181.943,"endTime":2182.273,"body":"test"},{"startTime":2182.273,"endTime":2182.603,"body":"that"},{"startTime":2182.863,"endTime":2182.973,"body":"or"},{"startTime":2182.973,"endTime":2183.153,"body":"else"},{"startTime":2183.153,"endTime":2183.323,"body":"you'll"},{"startTime":2183.323,"endTime":2183.543,"body":"just"},{"startTime":2183.543,"endTime":2183.783,"body":"get"},{"startTime":2183.783,"endTime":2184.033,"body":"very"},{"startTime":2184.033,"endTime":2184.263,"body":"nice"},{"startTime":2184.263,"endTime":2184.543,"body":"looking"},{"startTime":2184.543,"endTime":2185.113,"body":"reports."},{"startTime":2185.533,"endTime":2185.853,"body":"Right."},{"startTime":2185.893,"endTime":2186.093,"body":"And"},{"startTime":2186.103,"endTime":2186.313,"body":"you're"},{"startTime":2186.313,"endTime":2186.593,"body":"looking"},{"startTime":2186.593,"endTime":2186.873,"body":"for,"},{"startTime":2186.903,"endTime":2187.053,"body":"you"},{"startTime":2187.053,"endTime":2187.253,"body":"want"},{"startTime":2187.253,"endTime":2187.363,"body":"your"},{"startTime":2187.373,"endTime":2187.613,"body":"single"},{"startTime":2187.613,"endTime":2187.823,"body":"source"},{"startTime":2187.823,"endTime":2187.973,"body":"of"},{"startTime":2187.993,"endTime":2188.283,"body":"truth"},{"startTime":2188.323,"endTime":2188.483,"body":"to"},{"startTime":2188.483,"endTime":2188.863,"body":"drive"},{"startTime":2188.883,"endTime":2189.473,"body":"prescriptive"},{"startTime":2189.473,"endTime":2189.823,"body":"and"},{"startTime":2189.873,"endTime":2190.363,"body":"predictive"},{"startTime":2190.373,"endTime":2190.933,"body":"insights."},{"startTime":2190.973,"endTime":2191.093,"body":"The"},{"startTime":2191.093,"endTime":2191.383,"body":"next"},{"startTime":2191.383,"endTime":2192.013,"body":"slide"},{"startTime":2192.023,"endTime":2192.193,"body":"is"},{"startTime":2192.193,"endTime":2192.443,"body":"really"},{"startTime":2192.443,"endTime":2192.493,"body":"a"},{"startTime":2192.493,"endTime":2193.073,"body":"question"},{"startTime":2193.123,"endTime":2193.573,"body":"related"},{"startTime":2193.573,"endTime":2193.673,"body":"to"},{"startTime":2193.673,"endTime":2194.283,"body":"landmines."},{"startTime":2194.283,"endTime":2194.333,"body":"Are"},{"startTime":2194.333,"endTime":2194.443,"body":"there"},{"startTime":2194.443,"endTime":2194.633,"body":"any"},{"startTime":2194.633,"endTime":2195.133,"body":"landmines"},{"startTime":2195.143,"endTime":2195.473,"body":"you've"},{"startTime":2195.473,"endTime":2195.723,"body":"already"},{"startTime":2195.723,"endTime":2196.353,"body":"encountered"},{"startTime":2196.353,"endTime":2196.433,"body":"or"},{"startTime":2196.433,"endTime":2196.543,"body":"you"},{"startTime":2196.543,"endTime":2196.693,"body":"want"},{"startTime":2196.693,"endTime":2196.753,"body":"to"},{"startTime":2196.753,"endTime":2197.203,"body":"share"},{"startTime":2197.203,"endTime":2197.543,"body":"that"},{"startTime":2198.283,"endTime":2198.613,"body":"either"},{"startTime":2198.613,"endTime":2198.733,"body":"you"},{"startTime":2198.733,"endTime":2198.893,"body":"would"},{"startTime":2198.893,"endTime":2199.203,"body":"like"},{"startTime":2199.253,"endTime":2199.373,"body":"to"},{"startTime":2199.373,"endTime":2199.843,"body":"brainstorm"},{"startTime":2199.843,"endTime":2200.193,"body":"about"},{"startTime":2200.223,"endTime":2200.543,"body":"or"},{"startTime":2200.543,"endTime":2200.673,"body":"you"},{"startTime":2200.673,"endTime":2200.913,"body":"found"},{"startTime":2200.913,"endTime":2200.953,"body":"a"},{"startTime":2200.953,"endTime":2201.573,"body":"solution?"},{"startTime":2201.623,"endTime":2201.953,"body":"So"},{"startTime":2201.963,"endTime":2202.173,"body":"one"},{"startTime":2202.173,"endTime":2202.273,"body":"of"},{"startTime":2202.273,"endTime":2202.363,"body":"the"},{"startTime":2202.363,"endTime":2202.623,"body":"things"},{"startTime":2202.633,"endTime":2202.743,"body":"that"},{"startTime":2202.743,"endTime":2202.833,"body":"I"},{"startTime":2202.833,"endTime":2203.373,"body":"encountered"},{"startTime":2203.383,"endTime":2203.653,"body":"throughout"},{"startTime":2203.673,"endTime":2203.913,"body":"my"},{"startTime":2203.913,"endTime":2204.323,"body":"career"},{"startTime":2204.323,"endTime":2204.803,"body":"was"},{"startTime":2204.873,"endTime":2205.153,"body":"the"},{"startTime":2205.173,"endTime":2205.913,"body":"disagreement"},{"startTime":2205.943,"endTime":2206.203,"body":"on"},{"startTime":2206.213,"endTime":2207.093,"body":"definitions."},{"startTime":2207.093,"endTime":2207.173,"body":"I"},{"startTime":2207.173,"endTime":2207.523,"body":"once"},{"startTime":2207.523,"endTime":2207.783,"body":"worked"},{"startTime":2207.783,"endTime":2207.893,"body":"on"},{"startTime":2207.893,"endTime":2207.963,"body":"a"},{"startTime":2208.053,"endTime":2208.563,"body":"project"},{"startTime":2209.133,"endTime":2209.473,"body":"where"},{"startTime":2209.473,"endTime":2209.643,"body":"we"},{"startTime":2209.643,"endTime":2209.863,"body":"were"},{"startTime":2209.893,"endTime":2210.393,"body":"trying"},{"startTime":2210.413,"endTime":2210.793,"body":"to"},{"startTime":2210.803,"endTime":2211.433,"body":"revamp"},{"startTime":2211.433,"endTime":2211.513,"body":"an"},{"startTime":2211.513,"endTime":2212.093,"body":"internal"},{"startTime":2212.093,"endTime":2212.773,"body":"system"},{"startTime":2212.873,"endTime":2213.313,"body":"and"},{"startTime":2214.433,"endTime":2214.603,"body":"I"},{"startTime":2214.603,"endTime":2215.073,"body":"remember"},{"startTime":2215.073,"endTime":2215.463,"body":"working"},{"startTime":2215.463,"endTime":2215.583,"body":"on"},{"startTime":2215.583,"endTime":2215.733,"body":"this"},{"startTime":2215.733,"endTime":2215.863,"body":"for"},{"startTime":2215.863,"endTime":2216.103,"body":"about"},{"startTime":2216.173,"endTime":2216.653,"body":"two"},{"startTime":2216.663,"endTime":2217.333,"body":"years"},{"startTime":2217.403,"endTime":2217.823,"body":"based"},{"startTime":2217.823,"endTime":2218.013,"body":"on"},{"startTime":2218.023,"endTime":2218.933,"body":"definitions."},{"startTime":2219.023,"endTime":2219.323,"body":"So"},{"startTime":2219.363,"endTime":2219.643,"body":"how"},{"startTime":2219.643,"endTime":2219.813,"body":"does"},{"startTime":2219.813,"endTime":2220.073,"body":"that"},{"startTime":2220.113,"endTime":2220.613,"body":"process"},{"startTime":2220.613,"endTime":2220.943,"body":"work"},{"startTime":2220.993,"endTime":2221.583,"body":"where"},{"startTime":2222.323,"endTime":2222.803,"body":"you"},{"startTime":2222.893,"endTime":2223.193,"body":"sort"},{"startTime":2223.193,"endTime":2223.313,"body":"of"},{"startTime":2223.313,"endTime":2223.483,"body":"get"},{"startTime":2223.483,"endTime":2223.823,"body":"everybody"},{"startTime":2223.823,"endTime":2224.363,"body":"together"},{"startTime":2224.393,"endTime":2224.673,"body":"to"},{"startTime":2224.753,"endTime":2225.013,"body":"hop"},{"startTime":2225.013,"endTime":2225.223,"body":"on"},{"startTime":2225.223,"endTime":2225.653,"body":"board"},{"startTime":2225.703,"endTime":2225.893,"body":"and"},{"startTime":2225.893,"endTime":2226.533,"body":"agree"},{"startTime":2226.793,"endTime":2227.303,"body":"on"},{"startTime":2228.113,"endTime":2228.203,"body":"a"},{"startTime":2228.203,"endTime":2229.003,"body":"definition?"},{"startTime":2229.723,"endTime":2229.933,"body":"What"},{"startTime":2229.933,"endTime":2230.133,"body":"is"},{"startTime":2230.153,"endTime":2230.453,"body":"one"},{"startTime":2230.453,"endTime":2231.513,"body":"strategy?"},{"startTime":2231.828,"endTime":2232.068,"body":"I'll"},{"startTime":2232.098,"endTime":2232.418,"body":"tackle"},{"startTime":2232.418,"endTime":2232.548,"body":"that"},{"startTime":2232.548,"endTime":2233.008,"body":"quickly"},{"startTime":2233.028,"endTime":2233.088,"body":"and"},{"startTime":2233.088,"endTime":2233.278,"body":"then"},{"startTime":2233.288,"endTime":2233.678,"body":"Chad,"},{"startTime":2233.678,"endTime":2233.808,"body":"I'm"},{"startTime":2233.808,"endTime":2233.998,"body":"sure"},{"startTime":2233.998,"endTime":2234.128,"body":"you've"},{"startTime":2234.138,"endTime":2234.328,"body":"got"},{"startTime":2234.328,"endTime":2234.928,"body":"perspective,"},{"startTime":2234.948,"endTime":2235.198,"body":"but"},{"startTime":2235.238,"endTime":2235.498,"body":"there"},{"startTime":2235.498,"endTime":2235.858,"body":"actually"},{"startTime":2235.858,"endTime":2235.978,"body":"is"},{"startTime":2235.978,"endTime":2236.048,"body":"a"},{"startTime":2236.048,"endTime":2236.848,"body":"strategy"},{"startTime":2236.848,"endTime":2237.018,"body":"which"},{"startTime":2237.018,"endTime":2237.268,"body":"probably"},{"startTime":2237.268,"endTime":2237.398,"body":"was"},{"startTime":2237.398,"endTime":2237.598,"body":"not"},{"startTime":2237.598,"endTime":2238.048,"body":"available"},{"startTime":2238.048,"endTime":2238.198,"body":"to"},{"startTime":2238.198,"endTime":2238.408,"body":"you"},{"startTime":2238.408,"endTime":2238.698,"body":"during"},{"startTime":2238.698,"endTime":2238.768,"body":"the"},{"startTime":2238.768,"endTime":2238.998,"body":"time"},{"startTime":2239.228,"endTime":2239.268,"body":"you"},{"startTime":2239.268,"endTime":2239.418,"body":"were"},{"startTime":2239.448,"endTime":2239.808,"body":"doing"},{"startTime":2239.808,"endTime":2240.098,"body":"this."},{"startTime":2240.708,"endTime":2240.788,"body":"That"},{"startTime":2240.788,"endTime":2241.328,"body":"is,"},{"startTime":2241.528,"endTime":2241.748,"body":"if"},{"startTime":2241.748,"endTime":2242.268,"body":"you,"},{"startTime":2242.398,"endTime":2242.698,"body":"people"},{"startTime":2242.698,"endTime":2242.868,"body":"get"},{"startTime":2242.868,"endTime":2243.388,"body":"threatened"},{"startTime":2243.398,"endTime":2243.628,"body":"when"},{"startTime":2243.628,"endTime":2243.798,"body":"you're"},{"startTime":2243.798,"endTime":2244.098,"body":"going"},{"startTime":2244.108,"endTime":2244.378,"body":"to"},{"startTime":2244.378,"endTime":2244.708,"body":"start"},{"startTime":2244.718,"endTime":2245.098,"body":"messing"},{"startTime":2245.098,"endTime":2245.608,"body":"around"},{"startTime":2245.638,"endTime":2245.968,"body":"with"},{"startTime":2246.018,"endTime":2246.178,"body":"their"},{"startTime":2246.178,"endTime":2246.548,"body":"actual"},{"startTime":2246.548,"endTime":2246.988,"body":"system."},{"startTime":2246.998,"endTime":2247.198,"body":"Let's"},{"startTime":2247.198,"endTime":2247.368,"body":"say"},{"startTime":2247.368,"endTime":2247.478,"body":"you're"},{"startTime":2247.478,"endTime":2247.778,"body":"using"},{"startTime":2247.778,"endTime":2247.828,"body":"a"},{"startTime":2247.828,"endTime":2248.508,"body":"CRM."},{"startTime":2248.738,"endTime":2248.958,"body":"Maybe"},{"startTime":2248.958,"endTime":2249.088,"body":"you're"},{"startTime":2249.088,"endTime":2249.198,"body":"all"},{"startTime":2249.198,"endTime":2249.338,"body":"on"},{"startTime":2249.348,"endTime":2250.008,"body":"Salesforce,"},{"startTime":2250.028,"endTime":2250.158,"body":"but"},{"startTime":2250.158,"endTime":2250.308,"body":"it's"},{"startTime":2250.308,"endTime":2250.838,"body":"partitioned"},{"startTime":2250.838,"endTime":2251.018,"body":"off"},{"startTime":2251.028,"endTime":2251.158,"body":"by"},{"startTime":2251.158,"endTime":2251.348,"body":"this"},{"startTime":2251.348,"endTime":2251.758,"body":"division,"},{"startTime":2251.758,"endTime":2251.988,"body":"that"},{"startTime":2251.988,"endTime":2252.488,"body":"division,"},{"startTime":2252.508,"endTime":2253.018,"body":"or"},{"startTime":2253.288,"endTime":2253.538,"body":"there's"},{"startTime":2253.538,"endTime":2253.638,"body":"a"},{"startTime":2253.638,"endTime":2253.958,"body":"way"},{"startTime":2253.958,"endTime":2254.188,"body":"to"},{"startTime":2254.308,"endTime":2255.158,"body":"agree"},{"startTime":2255.188,"endTime":2255.328,"body":"to"},{"startTime":2255.328,"endTime":2255.558,"body":"make"},{"startTime":2255.558,"endTime":2255.668,"body":"it"},{"startTime":2255.678,"endTime":2255.798,"body":"a"},{"startTime":2255.798,"endTime":2256.218,"body":"lighter"},{"startTime":2256.218,"endTime":2256.728,"body":"lift,"},{"startTime":2256.808,"endTime":2257.668,"body":"whereby"},{"startTime":2257.678,"endTime":2257.908,"body":"you're"},{"startTime":2257.908,"endTime":2258.308,"body":"actually"},{"startTime":2258.308,"endTime":2259.098,"body":"agreeing"},{"startTime":2259.198,"endTime":2259.428,"body":"at"},{"startTime":2259.528,"endTime":2259.748,"body":"what"},{"startTime":2259.748,"endTime":2259.928,"body":"these"},{"startTime":2259.948,"endTime":2260.198,"body":"things"},{"startTime":2260.228,"endTime":2260.658,"body":"mean,"},{"startTime":2260.908,"endTime":2261.078,"body":"but"},{"startTime":2261.078,"endTime":2261.208,"body":"you're"},{"startTime":2261.208,"endTime":2261.578,"body":"doing"},{"startTime":2261.578,"endTime":2261.708,"body":"it"},{"startTime":2261.708,"endTime":2261.858,"body":"at"},{"startTime":2261.858,"endTime":2261.918,"body":"a"},{"startTime":2261.918,"endTime":2262.418,"body":"level"},{"startTime":2262.418,"endTime":2262.568,"body":"at"},{"startTime":2262.568,"endTime":2262.688,"body":"the"},{"startTime":2262.998,"endTime":2263.358,"body":"data"},{"startTime":2263.438,"endTime":2264.048,"body":"platform"},{"startTime":2264.048,"endTime":2264.168,"body":"that"},{"startTime":2264.168,"endTime":2264.288,"body":"you're"},{"startTime":2264.288,"endTime":2264.648,"body":"using"},{"startTime":2264.648,"endTime":2264.788,"body":"for"},{"startTime":2264.788,"endTime":2265.008,"body":"the"},{"startTime":2265.048,"endTime":2265.748,"body":"SSOT"},{"startTime":2265.748,"endTime":2265.868,"body":"and"},{"startTime":2265.868,"endTime":2265.968,"body":"the"},{"startTime":2265.968,"endTime":2266.488,"body":"analytics"},{"startTime":2266.488,"endTime":2266.598,"body":"and"},{"startTime":2266.598,"endTime":2266.668,"body":"the"},{"startTime":2266.668,"endTime":2267.598,"body":"visualization."},{"startTime":2267.948,"endTime":2268.128,"body":"And"},{"startTime":2268.128,"endTime":2268.258,"body":"you're"},{"startTime":2268.258,"endTime":2268.988,"body":"mapping"},{"startTime":2269.358,"endTime":2269.638,"body":"so"},{"startTime":2269.638,"endTime":2270.008,"body":"that"},{"startTime":2270.008,"endTime":2270.148,"body":"you're"},{"startTime":2270.148,"endTime":2270.588,"body":"actually"},{"startTime":2270.588,"endTime":2270.878,"body":"not"},{"startTime":2270.888,"endTime":2271.828,"body":"disrupting"},{"startTime":2272.068,"endTime":2272.268,"body":"what's"},{"startTime":2272.268,"endTime":2272.768,"body":"happening"},{"startTime":2272.768,"endTime":2272.838,"body":"in"},{"startTime":2272.838,"endTime":2273.008,"body":"the"},{"startTime":2273.078,"endTime":2273.618,"body":"actual"},{"startTime":2273.628,"endTime":2274.298,"body":"source"},{"startTime":2274.398,"endTime":2274.628,"body":"of"},{"startTime":2274.628,"endTime":2274.698,"body":"the"},{"startTime":2274.698,"endTime":2275.148,"body":"data."},{"startTime":2275.558,"endTime":2275.718,"body":"So"},{"startTime":2275.718,"endTime":2275.978,"body":"that's"},{"startTime":2275.998,"endTime":2276.568,"body":"one,"},{"startTime":2276.808,"endTime":2277.168,"body":"one"},{"startTime":2277.168,"endTime":2277.698,"body":"solution."},{"startTime":2277.788,"endTime":2277.938,"body":"Should"},{"startTime":2277.938,"endTime":2278.008,"body":"I"},{"startTime":2278.008,"endTime":2278.158,"body":"do"},{"startTime":2278.158,"endTime":2278.458,"body":"anything"},{"startTime":2278.458,"endTime":2278.538,"body":"to"},{"startTime":2278.538,"endTime":2278.728,"body":"add"},{"startTime":2278.728,"endTime":2278.818,"body":"to"},{"startTime":2278.818,"endTime":2279.118,"body":"that?"},{"startTime":2279.558,"endTime":2279.818,"body":"Yeah,"},{"startTime":2279.818,"endTime":2279.968,"body":"we"},{"startTime":2279.968,"endTime":2280.148,"body":"did"},{"startTime":2280.148,"endTime":2280.468,"body":"add"},{"startTime":2280.518,"endTime":2280.578,"body":"a"},{"startTime":2280.578,"endTime":2280.828,"body":"couple"},{"startTime":2280.828,"endTime":2281.088,"body":"notes"},{"startTime":2281.088,"endTime":2281.168,"body":"on"},{"startTime":2281.168,"endTime":2281.258,"body":"the"},{"startTime":2281.258,"endTime":2281.548,"body":"prior"},{"startTime":2281.548,"endTime":2281.918,"body":"slides."},{"startTime":2281.918,"endTime":2282.098,"body":"But"},{"startTime":2282.098,"endTime":2282.408,"body":"one"},{"startTime":2282.448,"endTime":2282.618,"body":"thing"},{"startTime":2282.618,"endTime":2282.798,"body":"that's"},{"startTime":2282.798,"endTime":2282.998,"body":"really"},{"startTime":2282.998,"endTime":2283.318,"body":"important"},{"startTime":2283.318,"endTime":2283.378,"body":"in"},{"startTime":2283.378,"endTime":2283.558,"body":"that"},{"startTime":2283.558,"endTime":2283.958,"body":"process"},{"startTime":2283.958,"endTime":2284.268,"body":"for"},{"startTime":2284.268,"endTime":2284.448,"body":"us."},{"startTime":2285.483,"endTime":2285.813,"body":"Single"},{"startTime":2285.813,"endTime":2286.253,"body":"owner,"},{"startTime":2286.363,"endTime":2286.803,"body":"preferably"},{"startTime":2286.813,"endTime":2286.923,"body":"an"},{"startTime":2286.923,"endTime":2287.463,"body":"executive"},{"startTime":2287.623,"endTime":2287.873,"body":"that"},{"startTime":2287.873,"endTime":2288.293,"body":"is"},{"startTime":2288.333,"endTime":2288.943,"body":"sponsoring"},{"startTime":2289.253,"endTime":2289.743,"body":"initiative"},{"startTime":2289.743,"endTime":2290.023,"body":"and"},{"startTime":2290.633,"endTime":2291.113,"body":"has"},{"startTime":2291.263,"endTime":2291.373,"body":"the"},{"startTime":2291.373,"endTime":2291.893,"body":"ultimate"},{"startTime":2292.423,"endTime":2292.943,"body":"discretionary"},{"startTime":2292.943,"endTime":2293.183,"body":"power"},{"startTime":2293.183,"endTime":2293.283,"body":"to"},{"startTime":2293.283,"endTime":2293.543,"body":"say"},{"startTime":2293.593,"endTime":2293.803,"body":"yes"},{"startTime":2293.803,"endTime":2293.863,"body":"or"},{"startTime":2293.863,"endTime":2294.013,"body":"no"},{"startTime":2294.013,"endTime":2294.123,"body":"to"},{"startTime":2294.123,"endTime":2294.223,"body":"the"},{"startTime":2294.223,"endTime":2294.843,"body":"definition"},{"startTime":2295.403,"endTime":2295.703,"body":"they"},{"startTime":2295.703,"endTime":2295.923,"body":"need"},{"startTime":2295.923,"endTime":2295.993,"body":"to"},{"startTime":2296.003,"endTime":2296.203,"body":"be"},{"startTime":2296.353,"endTime":2296.433,"body":"a"},{"startTime":2296.433,"endTime":2296.983,"body":"very,"},{"startTime":2297.763,"endTime":2297.913,"body":"they"},{"startTime":2297.913,"endTime":2298.073,"body":"need"},{"startTime":2298.073,"endTime":2298.103,"body":"to"},{"startTime":2298.103,"endTime":2298.203,"body":"be"},{"startTime":2298.203,"endTime":2298.423,"body":"very"},{"startTime":2298.423,"endTime":2298.813,"body":"committed"},{"startTime":2298.853,"endTime":2298.953,"body":"to"},{"startTime":2298.953,"endTime":2299.063,"body":"the"},{"startTime":2299.163,"endTime":2299.653,"body":"process"},{"startTime":2299.653,"endTime":2299.793,"body":"and"},{"startTime":2299.793,"endTime":2299.923,"body":"to"},{"startTime":2299.953,"endTime":2300.133,"body":"the,"},{"startTime":2300.163,"endTime":2300.293,"body":"and"},{"startTime":2300.293,"endTime":2300.353,"body":"to"},{"startTime":2300.353,"endTime":2300.473,"body":"what"},{"startTime":2300.473,"endTime":2300.543,"body":"you're"},{"startTime":2300.543,"endTime":2300.763,"body":"trying"},{"startTime":2300.763,"endTime":2300.783,"body":"to"},{"startTime":2300.783,"endTime":2301.213,"body":"achieve"},{"startTime":2301.693,"endTime":2302.383,"body":"and"},{"startTime":2302.503,"endTime":2302.743,"body":"they"},{"startTime":2302.743,"endTime":2302.923,"body":"need"},{"startTime":2302.923,"endTime":2302.993,"body":"to"},{"startTime":2302.993,"endTime":2303.193,"body":"help"},{"startTime":2303.193,"endTime":2303.573,"body":"generate"},{"startTime":2303.573,"endTime":2303.643,"body":"the"},{"startTime":2303.643,"endTime":2303.903,"body":"buy"},{"startTime":2303.903,"endTime":2304.133,"body":"in."},{"startTime":2304.533,"endTime":2304.653,"body":"I"},{"startTime":2304.653,"endTime":2305.013,"body":"think"},{"startTime":2305.133,"endTime":2305.303,"body":"if"},{"startTime":2305.303,"endTime":2305.403,"body":"you"},{"startTime":2305.403,"endTime":2305.623,"body":"don't"},{"startTime":2305.633,"endTime":2305.993,"body":"have"},{"startTime":2305.993,"endTime":2306.083,"body":"a"},{"startTime":2306.113,"endTime":2306.823,"body":"single"},{"startTime":2306.953,"endTime":2307.313,"body":"person"},{"startTime":2307.313,"endTime":2307.473,"body":"who"},{"startTime":2307.473,"endTime":2307.603,"body":"is"},{"startTime":2307.653,"endTime":2308.003,"body":"owning"},{"startTime":2308.003,"endTime":2308.413,"body":"this,"},{"startTime":2308.463,"endTime":2308.673,"body":"that's"},{"startTime":2308.683,"endTime":2308.923,"body":"much"},{"startTime":2308.923,"endTime":2309.043,"body":"more"},{"startTime":2309.043,"endTime":2309.393,"body":"difficult"},{"startTime":2309.403,"endTime":2309.493,"body":"to"},{"startTime":2309.493,"endTime":2309.673,"body":"get"},{"startTime":2309.873,"endTime":2310.583,"body":"consensus."},{"startTime":2311.033,"endTime":2311.113,"body":"And"},{"startTime":2311.113,"endTime":2311.243,"body":"then"},{"startTime":2311.243,"endTime":2311.673,"body":"secondly,"},{"startTime":2311.673,"endTime":2311.723,"body":"I"},{"startTime":2311.723,"endTime":2311.983,"body":"think"},{"startTime":2311.993,"endTime":2312.013,"body":"it"},{"startTime":2312.023,"endTime":2312.293,"body":"goes"},{"startTime":2312.303,"endTime":2312.483,"body":"back"},{"startTime":2312.483,"endTime":2312.623,"body":"to"},{"startTime":2312.623,"endTime":2312.783,"body":"our"},{"startTime":2312.783,"endTime":2313.023,"body":"start"},{"startTime":2313.023,"endTime":2313.283,"body":"small"},{"startTime":2313.283,"endTime":2313.653,"body":"process"},{"startTime":2313.833,"endTime":2314.333,"body":"approach."},{"startTime":2314.808,"endTime":2315.028,"body":"If"},{"startTime":2315.028,"endTime":2315.488,"body":"you"},{"startTime":2315.578,"endTime":2315.818,"body":"want"},{"startTime":2315.818,"endTime":2315.988,"body":"to"},{"startTime":2316.008,"endTime":2316.428,"body":"define"},{"startTime":2316.438,"endTime":2316.678,"body":"every"},{"startTime":2316.678,"endTime":2316.998,"body":"metric"},{"startTime":2316.998,"endTime":2317.068,"body":"and"},{"startTime":2317.068,"endTime":2317.268,"body":"every"},{"startTime":2317.268,"endTime":2317.668,"body":"definition"},{"startTime":2317.668,"endTime":2317.928,"body":"across"},{"startTime":2317.928,"endTime":2318.018,"body":"the"},{"startTime":2318.018,"endTime":2318.508,"body":"company,"},{"startTime":2318.948,"endTime":2319.108,"body":"all"},{"startTime":2319.108,"endTime":2319.208,"body":"at"},{"startTime":2319.208,"endTime":2319.608,"body":"once,"},{"startTime":2320.188,"endTime":2320.308,"body":"it"},{"startTime":2320.308,"endTime":2320.488,"body":"might"},{"startTime":2320.488,"endTime":2320.678,"body":"take"},{"startTime":2320.678,"endTime":2320.798,"body":"two"},{"startTime":2320.798,"endTime":2321.258,"body":"years,"},{"startTime":2321.648,"endTime":2321.778,"body":"but"},{"startTime":2321.778,"endTime":2321.868,"body":"if"},{"startTime":2321.868,"endTime":2321.968,"body":"you"},{"startTime":2321.968,"endTime":2322.218,"body":"start"},{"startTime":2322.218,"endTime":2322.338,"body":"with"},{"startTime":2322.338,"endTime":2322.378,"body":"a"},{"startTime":2322.378,"endTime":2322.778,"body":"couple"},{"startTime":2322.778,"endTime":2322.888,"body":"and"},{"startTime":2322.888,"endTime":2322.978,"body":"then"},{"startTime":2322.978,"endTime":2323.088,"body":"you"},{"startTime":2323.098,"endTime":2323.308,"body":"go"},{"startTime":2323.358,"endTime":2323.668,"body":"through"},{"startTime":2323.668,"endTime":2323.718,"body":"and"},{"startTime":2323.718,"endTime":2323.788,"body":"you"},{"startTime":2323.788,"endTime":2324.058,"body":"actually"},{"startTime":2324.058,"endTime":2324.698,"body":"deliver,"},{"startTime":2324.938,"endTime":2325.078,"body":"you"},{"startTime":2325.078,"endTime":2325.248,"body":"know,"},{"startTime":2325.248,"endTime":2325.348,"body":"a"},{"startTime":2325.348,"endTime":2325.788,"body":"unified"},{"startTime":2325.798,"endTime":2326.118,"body":"version"},{"startTime":2326.118,"endTime":2326.258,"body":"of"},{"startTime":2326.258,"endTime":2326.728,"body":"revenue"},{"startTime":2327.358,"endTime":2327.548,"body":"for"},{"startTime":2327.558,"endTime":2328.038,"body":"everyone"},{"startTime":2328.038,"endTime":2328.338,"body":"across"},{"startTime":2328.338,"endTime":2328.428,"body":"the"},{"startTime":2328.428,"endTime":2328.998,"body":"company,"},{"startTime":2329.338,"endTime":2329.498,"body":"that"},{"startTime":2329.498,"endTime":2329.608,"body":"they"},{"startTime":2329.608,"endTime":2329.748,"body":"can"},{"startTime":2329.748,"endTime":2330.028,"body":"slice"},{"startTime":2330.028,"endTime":2330.148,"body":"and"},{"startTime":2330.148,"endTime":2330.388,"body":"dice"},{"startTime":2330.388,"endTime":2330.528,"body":"how"},{"startTime":2330.528,"endTime":2330.688,"body":"they"},{"startTime":2330.688,"endTime":2330.968,"body":"want,"},{"startTime":2330.978,"endTime":2331.098,"body":"they"},{"startTime":2331.098,"endTime":2331.268,"body":"might"},{"startTime":2331.268,"endTime":2331.348,"body":"be"},{"startTime":2331.348,"endTime":2331.458,"body":"able"},{"startTime":2331.458,"endTime":2331.538,"body":"to"},{"startTime":2331.538,"endTime":2331.858,"body":"filter"},{"startTime":2331.858,"endTime":2331.968,"body":"it"},{"startTime":2331.968,"endTime":2332.218,"body":"by"},{"startTime":2332.228,"endTime":2332.528,"body":"certain"},{"startTime":2333.238,"endTime":2333.688,"body":"areas"},{"startTime":2333.688,"endTime":2333.898,"body":"or"},{"startTime":2333.908,"endTime":2334.548,"body":"otherwise,"},{"startTime":2334.558,"endTime":2334.738,"body":"or"},{"startTime":2334.738,"endTime":2335.128,"body":"adjust"},{"startTime":2335.128,"endTime":2335.268,"body":"it"},{"startTime":2335.268,"endTime":2335.528,"body":"based"},{"startTime":2335.528,"endTime":2335.718,"body":"on"},{"startTime":2335.718,"endTime":2335.988,"body":"their"},{"startTime":2336.588,"endTime":2336.998,"body":"preference,"},{"startTime":2336.998,"endTime":2337.158,"body":"but"},{"startTime":2337.158,"endTime":2337.218,"body":"if"},{"startTime":2337.218,"endTime":2337.318,"body":"you"},{"startTime":2337.328,"endTime":2337.578,"body":"give"},{"startTime":2337.578,"endTime":2337.738,"body":"them"},{"startTime":2337.738,"endTime":2337.928,"body":"that"},{"startTime":2337.948,"endTime":2338.178,"body":"end"},{"startTime":2338.178,"endTime":2338.598,"body":"result,"},{"startTime":2339.118,"endTime":2339.388,"body":"then"},{"startTime":2339.388,"endTime":2339.538,"body":"they'll"},{"startTime":2339.538,"endTime":2339.758,"body":"see"},{"startTime":2339.758,"endTime":2339.838,"body":"the"},{"startTime":2339.848,"endTime":2340.178,"body":"benefit"},{"startTime":2340.198,"endTime":2340.488,"body":"of"},{"startTime":2340.498,"endTime":2340.958,"body":"agreeing"},{"startTime":2340.958,"endTime":2341.518,"body":"to"},{"startTime":2341.568,"endTime":2341.688,"body":"a"},{"startTime":2341.688,"endTime":2342.208,"body":"consensus"},{"startTime":2342.208,"endTime":2342.838,"body":"definition."},{"startTime":2342.838,"endTime":2342.883,"body":"Thank"},{"startTime":2342.883,"endTime":2342.928,"body":"you."},{"startTime":2343.218,"endTime":2343.358,"body":"And"},{"startTime":2343.358,"endTime":2343.518,"body":"what"},{"startTime":2343.518,"endTime":2343.678,"body":"that"},{"startTime":2343.678,"endTime":2343.838,"body":"would"},{"startTime":2343.838,"endTime":2344.038,"body":"lead"},{"startTime":2344.038,"endTime":2344.348,"body":"to,"},{"startTime":2344.518,"endTime":2344.648,"body":"and"},{"startTime":2344.648,"endTime":2344.718,"body":"then"},{"startTime":2344.718,"endTime":2344.808,"body":"you"},{"startTime":2344.808,"endTime":2344.928,"body":"can"},{"startTime":2344.928,"endTime":2345.108,"body":"add"},{"startTime":2345.108,"endTime":2345.288,"body":"on"},{"startTime":2345.288,"endTime":2345.378,"body":"to"},{"startTime":2345.378,"endTime":2345.548,"body":"that"},{"startTime":2345.548,"endTime":2345.808,"body":"going"},{"startTime":2345.808,"endTime":2346.198,"body":"forward."},{"startTime":2347.788,"endTime":2347.978,"body":"And"},{"startTime":2347.978,"endTime":2348.148,"body":"I'll"},{"startTime":2348.148,"endTime":2348.278,"body":"add"},{"startTime":2348.278,"endTime":2348.368,"body":"a"},{"startTime":2348.368,"endTime":2348.738,"body":"third"},{"startTime":2348.748,"endTime":2349.048,"body":"thing"},{"startTime":2349.048,"endTime":2349.458,"body":"in,"},{"startTime":2349.508,"endTime":2349.688,"body":"tie"},{"startTime":2349.708,"endTime":2349.908,"body":"back"},{"startTime":2349.908,"endTime":2350.048,"body":"to"},{"startTime":2350.048,"endTime":2350.198,"body":"what"},{"startTime":2350.198,"endTime":2350.498,"body":"Chad"},{"startTime":2350.498,"endTime":2350.698,"body":"said,"},{"startTime":2350.698,"endTime":2350.828,"body":"but"},{"startTime":2350.828,"endTime":2351.138,"body":"taking"},{"startTime":2351.138,"endTime":2351.178,"body":"a"},{"startTime":2351.178,"endTime":2351.428,"body":"step"},{"startTime":2351.428,"endTime":2351.958,"body":"further."},{"startTime":2352.008,"endTime":2352.498,"body":"If"},{"startTime":2352.518,"endTime":2353.078,"body":"you're,"},{"startTime":2353.078,"endTime":2353.288,"body":"and"},{"startTime":2353.308,"endTime":2353.448,"body":"I'll"},{"startTime":2353.448,"endTime":2353.658,"body":"use"},{"startTime":2353.658,"endTime":2354.368,"body":"revenue"},{"startTime":2354.408,"endTime":2354.798,"body":"as"},{"startTime":2354.838,"endTime":2354.968,"body":"a"},{"startTime":2354.968,"endTime":2355.258,"body":"revenue"},{"startTime":2355.258,"endTime":2355.628,"body":"org."},{"startTime":2355.938,"endTime":2356.148,"body":"If"},{"startTime":2356.148,"endTime":2356.288,"body":"you're"},{"startTime":2356.288,"endTime":2356.568,"body":"actually"},{"startTime":2356.568,"endTime":2357.108,"body":"aligning"},{"startTime":2357.128,"endTime":2357.798,"body":"outcomes"},{"startTime":2357.818,"endTime":2358.308,"body":"across"},{"startTime":2358.308,"endTime":2358.428,"body":"the"},{"startTime":2358.428,"endTime":2358.738,"body":"revenue"},{"startTime":2358.738,"endTime":2359.118,"body":"critical"},{"startTime":2359.118,"endTime":2359.818,"body":"functions"},{"startTime":2359.838,"endTime":2360.078,"body":"now,"},{"startTime":2360.078,"endTime":2360.258,"body":"and"},{"startTime":2360.268,"endTime":2360.618,"body":"people"},{"startTime":2360.618,"endTime":2360.678,"body":"are"},{"startTime":2360.678,"endTime":2361.158,"body":"jointly"},{"startTime":2361.158,"endTime":2361.858,"body":"accountable"},{"startTime":2361.878,"endTime":2362.048,"body":"in,"},{"startTime":2362.098,"endTime":2362.378,"body":"in"},{"startTime":2362.388,"endTime":2362.838,"body":"unique"},{"startTime":2362.838,"endTime":2363.148,"body":"ways,"},{"startTime":2363.178,"endTime":2363.328,"body":"but"},{"startTime":2363.338,"endTime":2363.608,"body":"have"},{"startTime":2363.658,"endTime":2364.258,"body":"accountability"},{"startTime":2364.258,"endTime":2364.388,"body":"for"},{"startTime":2364.388,"endTime":2364.738,"body":"revenue"},{"startTime":2364.738,"endTime":2365.348,"body":"outcomes."},{"startTime":2365.768,"endTime":2365.798,"body":"And"},{"startTime":2365.808,"endTime":2366.008,"body":"you're"},{"startTime":2366.008,"endTime":2366.588,"body":"providing"},{"startTime":2366.588,"endTime":2366.878,"body":"them"},{"startTime":2366.888,"endTime":2367.018,"body":"the"},{"startTime":2367.018,"endTime":2367.358,"body":"data"},{"startTime":2367.358,"endTime":2367.678,"body":"set"},{"startTime":2367.678,"endTime":2367.818,"body":"to"},{"startTime":2367.948,"endTime":2368.338,"body":"allow"},{"startTime":2368.348,"endTime":2368.598,"body":"them"},{"startTime":2368.598,"endTime":2368.748,"body":"to"},{"startTime":2368.748,"endTime":2368.948,"body":"see"},{"startTime":2368.948,"endTime":2369.218,"body":"how"},{"startTime":2369.228,"endTime":2369.508,"body":"they're"},{"startTime":2369.518,"endTime":2370.178,"body":"doing,"},{"startTime":2370.268,"endTime":2370.408,"body":"but"},{"startTime":2370.408,"endTime":2370.478,"body":"it"},{"startTime":2370.488,"endTime":2370.738,"body":"has"},{"startTime":2370.738,"endTime":2370.838,"body":"to"},{"startTime":2370.838,"endTime":2370.968,"body":"be"},{"startTime":2370.968,"endTime":2371.728,"body":"unified."},{"startTime":2371.988,"endTime":2372.188,"body":"You're"},{"startTime":2372.188,"endTime":2372.498,"body":"actually"},{"startTime":2372.498,"endTime":2372.838,"body":"creating"},{"startTime":2372.838,"endTime":2372.918,"body":"a"},{"startTime":2372.938,"endTime":2373.578,"body":"benefit."},{"startTime":2373.688,"endTime":2373.958,"body":"There's"},{"startTime":2373.958,"endTime":2374.048,"body":"a"},{"startTime":2374.048,"endTime":2374.458,"body":"need"},{"startTime":2374.458,"endTime":2374.748,"body":"for"},{"startTime":2374.748,"endTime":2374.828,"body":"it"},{"startTime":2374.828,"endTime":2374.978,"body":"and"},{"startTime":2374.978,"endTime":2375.028,"body":"a"},{"startTime":2375.038,"endTime":2375.648,"body":"benefit"},{"startTime":2376.058,"endTime":2376.438,"body":"above"},{"startTime":2376.438,"endTime":2376.548,"body":"and"},{"startTime":2376.558,"endTime":2376.988,"body":"beyond"},{"startTime":2376.988,"endTime":2377.128,"body":"just"},{"startTime":2377.128,"endTime":2377.408,"body":"saying"},{"startTime":2377.408,"endTime":2377.518,"body":"we're"},{"startTime":2377.518,"endTime":2377.778,"body":"doing"},{"startTime":2377.778,"endTime":2377.818,"body":"a"},{"startTime":2377.818,"endTime":2378.108,"body":"single"},{"startTime":2378.108,"endTime":2378.348,"body":"source"},{"startTime":2378.348,"endTime":2378.488,"body":"of"},{"startTime":2378.488,"endTime":2378.708,"body":"truth."},{"startTime":2378.718,"endTime":2378.988,"body":"There's"},{"startTime":2378.988,"endTime":2379.438,"body":"value"},{"startTime":2379.448,"endTime":2379.688,"body":"for"},{"startTime":2379.688,"endTime":2379.828,"body":"the"},{"startTime":2379.828,"endTime":2380.058,"body":"end"},{"startTime":2380.058,"endTime":2380.648,"body":"user"},{"startTime":2380.788,"endTime":2380.948,"body":"as"},{"startTime":2380.948,"endTime":2381.088,"body":"well"},{"startTime":2381.088,"endTime":2381.198,"body":"as"},{"startTime":2381.198,"endTime":2381.288,"body":"the"},{"startTime":2381.288,"endTime":2381.758,"body":"functional"},{"startTime":2381.758,"endTime":2382.278,"body":"leaders,"},{"startTime":2382.468,"endTime":2382.758,"body":"so"},{"startTime":2382.758,"endTime":2383.068,"body":"there's,"},{"startTime":2383.108,"endTime":2383.378,"body":"there"},{"startTime":2383.388,"endTime":2383.418,"body":"would"},{"startTime":2383.428,"endTime":2383.558,"body":"be"},{"startTime":2383.558,"endTime":2383.618,"body":"a"},{"startTime":2383.618,"endTime":2383.778,"body":"way"},{"startTime":2383.778,"endTime":2383.868,"body":"to"},{"startTime":2383.868,"endTime":2384.068,"body":"get"},{"startTime":2384.078,"endTime":2384.358,"body":"better"},{"startTime":2384.358,"endTime":2384.668,"body":"buy"},{"startTime":2384.668,"endTime":2384.898,"body":"in."},{"startTime":2385.148,"endTime":2385.338,"body":"But"},{"startTime":2385.368,"endTime":2386.038,"body":"eventually"},{"startTime":2386.038,"endTime":2386.128,"body":"the"},{"startTime":2386.128,"endTime":2386.318,"body":"business"},{"startTime":2386.318,"endTime":2386.378,"body":"will"},{"startTime":2386.378,"endTime":2386.518,"body":"say,"},{"startTime":2386.518,"endTime":2386.678,"body":"this"},{"startTime":2386.678,"endTime":2386.798,"body":"is"},{"startTime":2386.798,"endTime":2386.938,"body":"how"},{"startTime":2386.938,"endTime":2387.058,"body":"we're"},{"startTime":2387.058,"endTime":2387.608,"body":"measuring,"},{"startTime":2387.958,"endTime":2388.268,"body":"right?"},{"startTime":2388.318,"endTime":2388.558,"body":"And"},{"startTime":2388.568,"endTime":2388.738,"body":"this"},{"startTime":2388.738,"endTime":2388.848,"body":"is"},{"startTime":2388.848,"endTime":2389.008,"body":"how"},{"startTime":2389.008,"endTime":2389.278,"body":"you're"},{"startTime":2389.288,"endTime":2389.558,"body":"going"},{"startTime":2389.558,"endTime":2389.648,"body":"to"},{"startTime":2389.658,"endTime":2389.788,"body":"be"},{"startTime":2389.788,"endTime":2390.078,"body":"tied"},{"startTime":2390.088,"endTime":2390.728,"body":"to"},{"startTime":2390.808,"endTime":2391.478,"body":"success."},{"startTime":2391.808,"endTime":2392.588,"body":"Utilizing"},{"startTime":2392.588,"endTime":2392.678,"body":"the"},{"startTime":2392.678,"endTime":2392.888,"body":"way"},{"startTime":2392.888,"endTime":2392.998,"body":"we're"},{"startTime":2392.998,"endTime":2393.318,"body":"doing"},{"startTime":2393.318,"endTime":2393.658,"body":"this."},{"startTime":2393.848,"endTime":2393.988,"body":"We're"},{"startTime":2393.988,"endTime":2394.328,"body":"just,"},{"startTime":2394.348,"endTime":2394.438,"body":"I"},{"startTime":2394.438,"endTime":2394.618,"body":"want"},{"startTime":2394.618,"endTime":2394.648,"body":"to"},{"startTime":2394.648,"endTime":2394.738,"body":"do"},{"startTime":2394.738,"endTime":2394.808,"body":"a"},{"startTime":2394.808,"endTime":2395.128,"body":"time"},{"startTime":2395.128,"endTime":2395.398,"body":"check"},{"startTime":2395.408,"endTime":2395.528,"body":"cause"},{"startTime":2395.698,"endTime":2395.958,"body":"there's"},{"startTime":2395.988,"endTime":2396.308,"body":"actually"},{"startTime":2396.358,"endTime":2396.498,"body":"a"},{"startTime":2396.498,"endTime":2396.718,"body":"little"},{"startTime":2396.718,"endTime":2396.828,"body":"bit"},{"startTime":2396.828,"endTime":2396.958,"body":"more"},{"startTime":2396.958,"endTime":2397.058,"body":"to"},{"startTime":2397.058,"endTime":2397.228,"body":"go"},{"startTime":2397.228,"endTime":2397.488,"body":"through,"},{"startTime":2397.488,"endTime":2397.708,"body":"about"},{"startTime":2397.708,"endTime":2397.918,"body":"eight"},{"startTime":2397.918,"endTime":2398.278,"body":"minutes."},{"startTime":2398.278,"endTime":2398.558,"body":"Chad,"},{"startTime":2398.558,"endTime":2398.728,"body":"why"},{"startTime":2398.728,"endTime":2398.838,"body":"don't"},{"startTime":2398.848,"endTime":2399.008,"body":"you"},{"startTime":2399.008,"endTime":2399.238,"body":"go"},{"startTime":2399.348,"endTime":2399.718,"body":"quickly"},{"startTime":2399.718,"endTime":2399.958,"body":"through"},{"startTime":2399.958,"endTime":2400.068,"body":"the"},{"startTime":2400.068,"endTime":2400.358,"body":"tools"},{"startTime":2400.358,"endTime":2400.518,"body":"and"},{"startTime":2400.518,"endTime":2400.958,"body":"tech"},{"startTime":2401.398,"endTime":2402.028,"body":"and"},{"startTime":2402.048,"endTime":2402.828,"body":"considerations,"},{"startTime":2402.828,"endTime":2402.968,"body":"and"},{"startTime":2402.968,"endTime":2403.108,"body":"then"},{"startTime":2403.108,"endTime":2403.228,"body":"we'll"},{"startTime":2403.228,"endTime":2403.438,"body":"move"},{"startTime":2403.438,"endTime":2403.938,"body":"into"},{"startTime":2403.938,"endTime":2404.078,"body":"the"},{"startTime":2404.108,"endTime":2404.338,"body":"write"},{"startTime":2404.338,"endTime":2404.548,"body":"data"},{"startTime":2404.548,"endTime":2404.718,"body":"in"},{"startTime":2404.718,"endTime":2404.878,"body":"write"},{"startTime":2404.878,"endTime":2405.058,"body":"data"},{"startTime":2405.068,"endTime":2405.358,"body":"out."},{"startTime":2406.398,"endTime":2406.728,"body":"So"},{"startTime":2406.828,"endTime":2407.078,"body":"just"},{"startTime":2407.078,"endTime":2407.128,"body":"a"},{"startTime":2407.128,"endTime":2407.308,"body":"few"},{"startTime":2407.308,"endTime":2407.688,"body":"components"},{"startTime":2407.738,"endTime":2407.848,"body":"that"},{"startTime":2407.858,"endTime":2407.968,"body":"you"},{"startTime":2407.968,"endTime":2408.438,"body":"probably"},{"startTime":2408.438,"endTime":2408.638,"body":"need"},{"startTime":2408.638,"endTime":2408.718,"body":"to"},{"startTime":2408.728,"endTime":2409.668,"body":"consider"},{"startTime":2409.738,"endTime":2409.898,"body":"or"},{"startTime":2409.898,"endTime":2409.948,"body":"at"},{"startTime":2409.958,"endTime":2410.278,"body":"least"},{"startTime":2410.278,"endTime":2410.738,"body":"have"},{"startTime":2410.938,"endTime":2411.538,"body":"for"},{"startTime":2411.568,"endTime":2412.098,"body":"developing"},{"startTime":2412.108,"endTime":2412.388,"body":"this"},{"startTime":2412.448,"endTime":2412.638,"body":"and"},{"startTime":2412.648,"endTime":2412.898,"body":"putting"},{"startTime":2412.898,"endTime":2413.028,"body":"this"},{"startTime":2413.028,"endTime":2413.558,"body":"together."},{"startTime":2413.638,"endTime":2413.878,"body":"First"},{"startTime":2413.878,"endTime":2413.938,"body":"one's"},{"startTime":2414.088,"endTime":2414.308,"body":"data"},{"startTime":2414.308,"endTime":2414.828,"body":"warehouse,"},{"startTime":2414.828,"endTime":2415.008,"body":"which"},{"startTime":2415.008,"endTime":2415.178,"body":"is"},{"startTime":2415.178,"endTime":2415.668,"body":"really"},{"startTime":2415.838,"endTime":2416.188,"body":"somewhere"},{"startTime":2416.188,"endTime":2416.408,"body":"that"},{"startTime":2416.428,"endTime":2417.078,"body":"stores."},{"startTime":2417.463,"endTime":2417.713,"body":"All"},{"startTime":2417.713,"endTime":2417.723,"body":"of"},{"startTime":2417.723,"endTime":2417.823,"body":"the"},{"startTime":2417.823,"endTime":2418.083,"body":"data"},{"startTime":2418.083,"endTime":2418.143,"body":"that"},{"startTime":2418.153,"endTime":2418.283,"body":"you've"},{"startTime":2418.283,"endTime":2418.813,"body":"aggregated"},{"startTime":2418.813,"endTime":2418.993,"body":"or"},{"startTime":2419.033,"endTime":2419.453,"body":"collected"},{"startTime":2419.453,"endTime":2419.633,"body":"from"},{"startTime":2419.633,"endTime":2419.743,"body":"all"},{"startTime":2419.743,"endTime":2419.813,"body":"the"},{"startTime":2419.813,"endTime":2420.073,"body":"different"},{"startTime":2420.073,"endTime":2420.603,"body":"systems."},{"startTime":2421.213,"endTime":2421.593,"body":"Typically"},{"startTime":2421.593,"endTime":2421.653,"body":"in"},{"startTime":2421.653,"endTime":2421.743,"body":"the"},{"startTime":2421.743,"endTime":2422.073,"body":"cloud"},{"startTime":2422.073,"endTime":2422.723,"body":"nowadays,"},{"startTime":2422.843,"endTime":2423.053,"body":"there"},{"startTime":2423.053,"endTime":2423.083,"body":"are"},{"startTime":2423.083,"endTime":2423.113,"body":"a"},{"startTime":2423.113,"endTime":2423.623,"body":"variety"},{"startTime":2423.623,"endTime":2423.773,"body":"of"},{"startTime":2424.033,"endTime":2424.533,"body":"providers"},{"startTime":2424.533,"endTime":2424.743,"body":"out"},{"startTime":2424.743,"endTime":2425.053,"body":"there"},{"startTime":2425.533,"endTime":2425.653,"body":"who"},{"startTime":2425.653,"endTime":2425.903,"body":"offer"},{"startTime":2425.903,"endTime":2426.153,"body":"very"},{"startTime":2426.153,"endTime":2426.293,"body":"good"},{"startTime":2426.293,"endTime":2426.883,"body":"solutions."},{"startTime":2426.953,"endTime":2427.423,"body":"Second"},{"startTime":2428.293,"endTime":2428.743,"body":"is"},{"startTime":2428.753,"endTime":2429.073,"body":"more"},{"startTime":2429.073,"endTime":2429.203,"body":"of"},{"startTime":2429.203,"endTime":2429.443,"body":"a"},{"startTime":2429.453,"endTime":2429.723,"body":"data"},{"startTime":2430.553,"endTime":2430.653,"body":"extraction"},{"startTime":2430.813,"endTime":2430.953,"body":"and"},{"startTime":2430.953,"endTime":2431.273,"body":"data"},{"startTime":2431.343,"endTime":2431.913,"body":"cleansing"},{"startTime":2432.023,"endTime":2432.623,"body":"capability"},{"startTime":2432.623,"endTime":2432.733,"body":"or"},{"startTime":2432.733,"endTime":2433.153,"body":"tool."},{"startTime":2433.423,"endTime":2433.903,"body":"Oftentimes"},{"startTime":2433.903,"endTime":2434.043,"body":"this"},{"startTime":2434.053,"endTime":2434.173,"body":"is"},{"startTime":2434.173,"endTime":2434.433,"body":"also"},{"startTime":2434.433,"endTime":2434.803,"body":"sold"},{"startTime":2434.843,"endTime":2435.423,"body":"independently"},{"startTime":2435.423,"endTime":2435.633,"body":"within"},{"startTime":2435.633,"endTime":2435.713,"body":"the"},{"startTime":2435.713,"endTime":2436.053,"body":"market."},{"startTime":2436.053,"endTime":2436.143,"body":"So"},{"startTime":2436.143,"endTime":2436.403,"body":"there"},{"startTime":2437.163,"endTime":2437.313,"body":"it's"},{"startTime":2437.333,"endTime":2437.793,"body":"basically"},{"startTime":2437.793,"endTime":2437.903,"body":"what"},{"startTime":2437.903,"endTime":2437.963,"body":"it"},{"startTime":2437.963,"endTime":2438.203,"body":"means"},{"startTime":2438.203,"endTime":2438.303,"body":"is"},{"startTime":2438.303,"endTime":2438.443,"body":"it's"},{"startTime":2438.443,"endTime":2438.583,"body":"a"},{"startTime":2438.893,"endTime":2439.143,"body":"tool"},{"startTime":2439.143,"endTime":2439.303,"body":"to"},{"startTime":2439.313,"endTime":2439.623,"body":"bring"},{"startTime":2439.623,"endTime":2439.703,"body":"the"},{"startTime":2439.703,"endTime":2439.973,"body":"data"},{"startTime":2439.983,"endTime":2440.173,"body":"out"},{"startTime":2440.173,"endTime":2440.323,"body":"of"},{"startTime":2440.323,"endTime":2440.553,"body":"your"},{"startTime":2440.563,"endTime":2441.223,"body":"CRM"},{"startTime":2441.223,"endTime":2441.303,"body":"or"},{"startTime":2441.303,"endTime":2441.413,"body":"out"},{"startTime":2441.413,"endTime":2441.543,"body":"of"},{"startTime":2441.543,"endTime":2441.653,"body":"your"},{"startTime":2441.653,"endTime":2441.923,"body":"source"},{"startTime":2441.933,"endTime":2442.403,"body":"systems"},{"startTime":2442.833,"endTime":2443.003,"body":"and"},{"startTime":2443.003,"endTime":2443.133,"body":"then"},{"startTime":2443.133,"endTime":2443.603,"body":"to"},{"startTime":2443.633,"endTime":2444.223,"body":"transform"},{"startTime":2444.223,"endTime":2444.333,"body":"it"},{"startTime":2444.333,"endTime":2444.433,"body":"or"},{"startTime":2444.433,"endTime":2444.553,"body":"to"},{"startTime":2444.573,"endTime":2444.773,"body":"clean"},{"startTime":2444.813,"endTime":2444.843,"body":"it"},{"startTime":2444.843,"endTime":2445.083,"body":"up"},{"startTime":2445.533,"endTime":2445.693,"body":"and"},{"startTime":2445.693,"endTime":2445.833,"body":"get"},{"startTime":2445.833,"endTime":2445.923,"body":"it"},{"startTime":2445.923,"endTime":2446.153,"body":"ready"},{"startTime":2446.153,"endTime":2446.293,"body":"for"},{"startTime":2446.293,"endTime":2446.693,"body":"report."},{"startTime":2447.588,"endTime":2447.718,"body":"The"},{"startTime":2447.718,"endTime":2448.028,"body":"third"},{"startTime":2448.028,"endTime":2448.148,"body":"is"},{"startTime":2448.148,"endTime":2448.208,"body":"a"},{"startTime":2448.208,"endTime":2448.458,"body":"data"},{"startTime":2448.458,"endTime":2448.798,"body":"access"},{"startTime":2448.798,"endTime":2448.918,"body":"and"},{"startTime":2448.918,"endTime":2449.108,"body":"data"},{"startTime":2449.108,"endTime":2449.568,"body":"management"},{"startTime":2449.568,"endTime":2449.978,"body":"layer"},{"startTime":2450.028,"endTime":2450.238,"body":"or"},{"startTime":2450.238,"endTime":2450.638,"body":"tool,"},{"startTime":2450.698,"endTime":2451.108,"body":"which"},{"startTime":2451.158,"endTime":2451.548,"body":"is"},{"startTime":2452.068,"endTime":2452.158,"body":"a"},{"startTime":2452.158,"endTime":2452.478,"body":"means"},{"startTime":2452.478,"endTime":2452.768,"body":"to"},{"startTime":2453.108,"endTime":2453.368,"body":"make"},{"startTime":2453.368,"endTime":2453.588,"body":"sure"},{"startTime":2453.588,"endTime":2453.878,"body":"that"},{"startTime":2453.898,"endTime":2454.148,"body":"only"},{"startTime":2454.148,"endTime":2454.238,"body":"the"},{"startTime":2454.238,"endTime":2454.398,"body":"right"},{"startTime":2454.398,"endTime":2454.668,"body":"people"},{"startTime":2454.668,"endTime":2454.748,"body":"are"},{"startTime":2454.748,"endTime":2455.038,"body":"seeing"},{"startTime":2455.048,"endTime":2455.158,"body":"the"},{"startTime":2455.158,"endTime":2455.408,"body":"data"},{"startTime":2455.408,"endTime":2455.558,"body":"that"},{"startTime":2455.558,"endTime":2455.668,"body":"they"},{"startTime":2455.668,"endTime":2455.848,"body":"need"},{"startTime":2455.848,"endTime":2455.918,"body":"to"},{"startTime":2455.918,"endTime":2456.198,"body":"see"},{"startTime":2456.858,"endTime":2457.428,"body":"and"},{"startTime":2457.758,"endTime":2458.668,"body":"also"},{"startTime":2458.938,"endTime":2459.318,"body":"a"},{"startTime":2459.328,"endTime":2459.758,"body":"means"},{"startTime":2459.758,"endTime":2460.348,"body":"to"},{"startTime":2460.828,"endTime":2461.358,"body":"adjust"},{"startTime":2461.408,"endTime":2461.548,"body":"the"},{"startTime":2461.548,"endTime":2461.978,"body":"data"},{"startTime":2462.148,"endTime":2462.428,"body":"as"},{"startTime":2462.428,"endTime":2462.778,"body":"needed."},{"startTime":2462.808,"endTime":2462.988,"body":"You"},{"startTime":2462.988,"endTime":2463.238,"body":"want"},{"startTime":2463.288,"endTime":2463.478,"body":"as"},{"startTime":2463.478,"endTime":2463.518,"body":"a"},{"startTime":2463.518,"endTime":2463.858,"body":"business"},{"startTime":2463.858,"endTime":2464.168,"body":"user,"},{"startTime":2464.168,"endTime":2464.328,"body":"as"},{"startTime":2464.328,"endTime":2464.368,"body":"a"},{"startTime":2464.368,"endTime":2464.708,"body":"business"},{"startTime":2464.708,"endTime":2464.798,"body":"in"},{"startTime":2464.798,"endTime":2465.138,"body":"general,"},{"startTime":2465.138,"endTime":2465.278,"body":"you"},{"startTime":2465.278,"endTime":2465.508,"body":"want"},{"startTime":2465.518,"endTime":2465.638,"body":"to"},{"startTime":2465.718,"endTime":2466.358,"body":"enable"},{"startTime":2466.468,"endTime":2466.748,"body":"the"},{"startTime":2466.778,"endTime":2466.958,"body":"end"},{"startTime":2466.958,"endTime":2467.348,"body":"users"},{"startTime":2467.348,"endTime":2467.798,"body":"to"},{"startTime":2468.308,"endTime":2468.788,"body":"manage"},{"startTime":2468.788,"endTime":2468.948,"body":"that"},{"startTime":2468.948,"endTime":2469.488,"body":"information"},{"startTime":2469.488,"endTime":2469.658,"body":"that's"},{"startTime":2469.658,"endTime":2469.778,"body":"in"},{"startTime":2469.788,"endTime":2469.888,"body":"the"},{"startTime":2469.888,"endTime":2470.128,"body":"single"},{"startTime":2470.128,"endTime":2470.348,"body":"source"},{"startTime":2470.348,"endTime":2470.468,"body":"of"},{"startTime":2470.468,"endTime":2470.708,"body":"truth"},{"startTime":2470.708,"endTime":2470.788,"body":"to"},{"startTime":2470.788,"endTime":2470.918,"body":"the"},{"startTime":2470.928,"endTime":2471.138,"body":"best"},{"startTime":2471.138,"endTime":2471.228,"body":"of"},{"startTime":2471.228,"endTime":2471.358,"body":"their"},{"startTime":2471.358,"endTime":2471.738,"body":"ability"},{"startTime":2471.738,"endTime":2472.038,"body":"without"},{"startTime":2472.038,"endTime":2472.428,"body":"technical"},{"startTime":2472.428,"endTime":2472.978,"body":"intervention."},{"startTime":2473.413,"endTime":2473.523,"body":"And"},{"startTime":2473.523,"endTime":2473.673,"body":"that's"},{"startTime":2473.673,"endTime":2473.823,"body":"what"},{"startTime":2473.823,"endTime":2474.213,"body":"we"},{"startTime":2474.503,"endTime":2474.683,"body":"were"},{"startTime":2474.683,"endTime":2475.003,"body":"calling"},{"startTime":2475.013,"endTime":2475.173,"body":"out"},{"startTime":2475.173,"endTime":2475.333,"body":"there"},{"startTime":2475.333,"endTime":2475.473,"body":"with"},{"startTime":2475.473,"endTime":2475.683,"body":"that"},{"startTime":2475.883,"endTime":2476.503,"body":"capability."},{"startTime":2478.003,"endTime":2478.423,"body":"Force"},{"startTime":2478.433,"endTime":2478.863,"body":"something"},{"startTime":2478.863,"endTime":2479.033,"body":"to"},{"startTime":2479.043,"endTime":2479.323,"body":"display"},{"startTime":2479.323,"endTime":2479.473,"body":"it."},{"startTime":2479.973,"endTime":2480.423,"body":"So"},{"startTime":2480.993,"endTime":2481.093,"body":"a"},{"startTime":2481.093,"endTime":2481.343,"body":"way"},{"startTime":2481.343,"endTime":2481.583,"body":"to"},{"startTime":2482.083,"endTime":2482.333,"body":"look"},{"startTime":2482.333,"endTime":2482.443,"body":"at"},{"startTime":2482.443,"endTime":2482.563,"body":"the"},{"startTime":2482.563,"endTime":2482.973,"body":"results,"},{"startTime":2482.993,"endTime":2483.133,"body":"look"},{"startTime":2483.133,"endTime":2483.183,"body":"at"},{"startTime":2483.213,"endTime":2483.393,"body":"the"},{"startTime":2483.403,"endTime":2483.883,"body":"data"},{"startTime":2484.103,"endTime":2484.573,"body":"period"},{"startTime":2484.683,"endTime":2485.083,"body":"or"},{"startTime":2485.303,"endTime":2485.573,"body":"dive"},{"startTime":2485.573,"endTime":2485.813,"body":"into"},{"startTime":2485.813,"endTime":2485.973,"body":"it,"},{"startTime":2486.003,"endTime":2486.193,"body":"so"},{"startTime":2486.193,"endTime":2486.263,"body":"to"},{"startTime":2486.263,"endTime":2486.593,"body":"speak."},{"startTime":2487.023,"endTime":2487.173,"body":"And"},{"startTime":2487.173,"endTime":2487.303,"body":"then"},{"startTime":2487.303,"endTime":2487.803,"body":"lastly,"},{"startTime":2487.803,"endTime":2487.923,"body":"a"},{"startTime":2487.943,"endTime":2488.593,"body":"predictive"},{"startTime":2488.673,"endTime":2489.193,"body":"ML"},{"startTime":2489.323,"endTime":2489.693,"body":"AI"},{"startTime":2489.843,"endTime":2490.623,"body":"capability,"},{"startTime":2490.973,"endTime":2491.473,"body":"which"},{"startTime":2491.763,"endTime":2491.943,"body":"can"},{"startTime":2491.943,"endTime":2492.093,"body":"sit"},{"startTime":2492.093,"endTime":2492.213,"body":"on"},{"startTime":2492.213,"endTime":2492.463,"body":"top"},{"startTime":2492.463,"endTime":2492.583,"body":"of"},{"startTime":2492.583,"endTime":2492.793,"body":"all"},{"startTime":2492.793,"endTime":2492.933,"body":"this"},{"startTime":2492.933,"endTime":2493.563,"body":"information"},{"startTime":2493.603,"endTime":2493.823,"body":"and"},{"startTime":2493.833,"endTime":2494.313,"body":"hopefully"},{"startTime":2494.343,"endTime":2494.563,"body":"give"},{"startTime":2494.563,"endTime":2495.033,"body":"you"},{"startTime":2495.503,"endTime":2495.753,"body":"more"},{"startTime":2495.753,"endTime":2496.273,"body":"advanced"},{"startTime":2496.303,"endTime":2496.693,"body":"insight"},{"startTime":2496.763,"endTime":2496.973,"body":"into"},{"startTime":2496.973,"endTime":2497.073,"body":"the"},{"startTime":2497.073,"endTime":2497.313,"body":"business."},{"startTime":2497.883,"endTime":2498.113,"body":"And"},{"startTime":2498.123,"endTime":2498.593,"body":"generally"},{"startTime":2498.593,"endTime":2498.843,"body":"these"},{"startTime":2498.873,"endTime":2499.093,"body":"can."},{"startTime":2499.548,"endTime":2499.858,"body":"Either"},{"startTime":2499.858,"endTime":2500.308,"body":"sold"},{"startTime":2500.628,"endTime":2501.068,"body":"and"},{"startTime":2501.098,"endTime":2501.538,"body":"purchased"},{"startTime":2501.538,"endTime":2502.248,"body":"independently"},{"startTime":2502.258,"endTime":2502.398,"body":"in"},{"startTime":2502.398,"endTime":2502.468,"body":"the"},{"startTime":2502.468,"endTime":2502.838,"body":"market"},{"startTime":2502.838,"endTime":2503.238,"body":"or"},{"startTime":2503.388,"endTime":2503.948,"body":"unified"},{"startTime":2503.948,"endTime":2504.138,"body":"within"},{"startTime":2504.138,"endTime":2504.198,"body":"a"},{"startTime":2504.198,"endTime":2504.418,"body":"single"},{"startTime":2504.418,"endTime":2504.798,"body":"platform."},{"startTime":2505.918,"endTime":2506.198,"body":"And"},{"startTime":2506.198,"endTime":2506.408,"body":"what"},{"startTime":2506.408,"endTime":2506.598,"body":"is"},{"startTime":2506.648,"endTime":2507.978,"body":"ETL,"},{"startTime":2507.978,"endTime":2508.008,"body":"RETL?"},{"startTime":2508.008,"endTime":2508.078,"body":"I"},{"startTime":2508.078,"endTime":2508.278,"body":"don't"},{"startTime":2508.278,"endTime":2508.368,"body":"know"},{"startTime":2508.368,"endTime":2508.468,"body":"what"},{"startTime":2508.538,"endTime":2508.758,"body":"that"},{"startTime":2508.758,"endTime":2509.138,"body":"stands"},{"startTime":2509.148,"endTime":2509.498,"body":"for."},{"startTime":2509.748,"endTime":2510.248,"body":"So"},{"startTime":2510.278,"endTime":2510.768,"body":"that's"},{"startTime":2510.908,"endTime":2511.348,"body":"extract,"},{"startTime":2511.348,"endTime":2511.838,"body":"transform,"},{"startTime":2511.838,"endTime":2512.248,"body":"load,"},{"startTime":2513.078,"endTime":2513.408,"body":"and"},{"startTime":2513.408,"endTime":2513.738,"body":"then"},{"startTime":2513.878,"endTime":2514.298,"body":"R"},{"startTime":2514.398,"endTime":2514.748,"body":"is"},{"startTime":2514.778,"endTime":2515.328,"body":"reverse."},{"startTime":2515.798,"endTime":2515.878,"body":"And"},{"startTime":2515.878,"endTime":2516.018,"body":"that's"},{"startTime":2516.018,"endTime":2516.078,"body":"a"},{"startTime":2516.078,"endTime":2516.238,"body":"little"},{"startTime":2516.238,"endTime":2516.398,"body":"bit"},{"startTime":2516.408,"endTime":2516.918,"body":"newer"},{"startTime":2516.918,"endTime":2517.518,"body":"technology."},{"startTime":2517.518,"endTime":2517.668,"body":"What"},{"startTime":2517.668,"endTime":2517.888,"body":"that"},{"startTime":2517.888,"endTime":2518.178,"body":"is"},{"startTime":2518.218,"endTime":2518.468,"body":"being"},{"startTime":2518.468,"endTime":2518.728,"body":"able"},{"startTime":2518.728,"endTime":2519.358,"body":"to"},{"startTime":2519.548,"endTime":2519.978,"body":"take"},{"startTime":2520.448,"endTime":2520.628,"body":"the"},{"startTime":2520.628,"endTime":2520.958,"body":"data"},{"startTime":2520.978,"endTime":2521.128,"body":"that"},{"startTime":2521.138,"endTime":2521.318,"body":"you've"},{"startTime":2521.318,"endTime":2521.918,"body":"aggregated"},{"startTime":2521.918,"endTime":2522.008,"body":"and"},{"startTime":2522.008,"endTime":2522.178,"body":"push"},{"startTime":2522.178,"endTime":2522.248,"body":"it"},{"startTime":2522.258,"endTime":2522.498,"body":"back"},{"startTime":2522.498,"endTime":2522.688,"body":"into"},{"startTime":2522.688,"endTime":2522.848,"body":"your"},{"startTime":2522.848,"endTime":2523.098,"body":"source"},{"startTime":2523.108,"endTime":2523.638,"body":"systems,"},{"startTime":2524.808,"endTime":2525.148,"body":"grab"},{"startTime":2525.158,"endTime":2525.448,"body":"data"},{"startTime":2525.448,"endTime":2525.628,"body":"from"},{"startTime":2525.628,"endTime":2526.218,"body":"finance"},{"startTime":2526.418,"endTime":2526.578,"body":"and"},{"startTime":2526.578,"endTime":2527.198,"body":"Salesforce"},{"startTime":2527.258,"endTime":2527.438,"body":"and"},{"startTime":2527.438,"endTime":2527.518,"body":"the"},{"startTime":2527.518,"endTime":2527.948,"body":"CRM,"},{"startTime":2528.688,"endTime":2529.098,"body":"potentially"},{"startTime":2529.098,"endTime":2529.268,"body":"being"},{"startTime":2529.268,"endTime":2529.428,"body":"able"},{"startTime":2529.428,"endTime":2529.488,"body":"to"},{"startTime":2529.488,"endTime":2529.698,"body":"push"},{"startTime":2529.698,"endTime":2529.958,"body":"that."},{"startTime":2530.453,"endTime":2530.463,"body":"I"},{"startTime":2530.463,"endTime":2530.583,"body":"mean,"},{"startTime":2530.583,"endTime":2530.813,"body":"it's"},{"startTime":2530.913,"endTime":2531.293,"body":"back"},{"startTime":2531.333,"endTime":2531.693,"body":"into"},{"startTime":2531.693,"endTime":2531.943,"body":"the"},{"startTime":2532.013,"endTime":2532.543,"body":"Salesforce"},{"startTime":2532.543,"endTime":2532.683,"body":"or"},{"startTime":2532.683,"endTime":2533.133,"body":"CRM,"},{"startTime":2533.603,"endTime":2533.743,"body":"which"},{"startTime":2533.743,"endTime":2533.863,"body":"is"},{"startTime":2533.863,"endTime":2534.413,"body":"funny."},{"startTime":2534.793,"endTime":2535.043,"body":"Is"},{"startTime":2535.313,"endTime":2535.453,"body":"this"},{"startTime":2535.523,"endTime":2535.653,"body":"a"},{"startTime":2535.653,"endTime":2536.293,"body":"picture"},{"startTime":2536.333,"endTime":2536.603,"body":"of"},{"startTime":2536.603,"endTime":2536.823,"body":"like"},{"startTime":2536.843,"endTime":2537.873,"body":"comprehensively"},{"startTime":2537.883,"endTime":2538.053,"body":"what"},{"startTime":2538.083,"endTime":2538.223,"body":"you"},{"startTime":2538.223,"endTime":2538.393,"body":"would"},{"startTime":2538.393,"endTime":2538.753,"body":"need?"},{"startTime":2538.763,"endTime":2539.013,"body":"Eat"},{"startTime":2539.273,"endTime":2539.553,"body":"all"},{"startTime":2539.553,"endTime":2539.663,"body":"of"},{"startTime":2539.663,"endTime":2539.853,"body":"those"},{"startTime":2539.883,"endTime":2540.493,"body":"elements"},{"startTime":2540.523,"endTime":2540.713,"body":"in"},{"startTime":2540.713,"endTime":2541.023,"body":"your,"},{"startTime":2541.493,"endTime":2541.703,"body":"you"},{"startTime":2541.943,"endTime":2542.313,"body":"generally"},{"startTime":2542.313,"endTime":2542.433,"body":"need"},{"startTime":2542.433,"endTime":2542.483,"body":"at"},{"startTime":2542.483,"endTime":2542.783,"body":"least"},{"startTime":2542.823,"endTime":2543.103,"body":"data"},{"startTime":2543.103,"endTime":2543.743,"body":"warehouse,"},{"startTime":2544.103,"endTime":2544.323,"body":"data"},{"startTime":2544.323,"endTime":2544.333,"body":"extraction,"},{"startTime":2544.333,"endTime":2544.343,"body":"or"},{"startTime":2544.343,"endTime":2545.463,"body":"ETL,"},{"startTime":2545.913,"endTime":2546.083,"body":"and"},{"startTime":2546.083,"endTime":2546.263,"body":"then"},{"startTime":2546.263,"endTime":2546.333,"body":"a"},{"startTime":2546.333,"endTime":2546.993,"body":"display."},{"startTime":2547.813,"endTime":2547.953,"body":"If"},{"startTime":2547.953,"endTime":2548.033,"body":"you"},{"startTime":2548.033,"endTime":2548.233,"body":"don't"},{"startTime":2548.233,"endTime":2548.513,"body":"have"},{"startTime":2548.513,"endTime":2548.743,"body":"those"},{"startTime":2548.743,"endTime":2548.953,"body":"three,"},{"startTime":2548.953,"endTime":2549.083,"body":"it's"},{"startTime":2549.083,"endTime":2549.273,"body":"tough"},{"startTime":2549.273,"endTime":2549.363,"body":"to"},{"startTime":2549.363,"endTime":2549.503,"body":"get"},{"startTime":2549.503,"endTime":2549.863,"body":"by."},{"startTime":2550.373,"endTime":2550.533,"body":"You"},{"startTime":2550.533,"endTime":2550.773,"body":"really"},{"startTime":2550.783,"endTime":2550.963,"body":"want"},{"startTime":2550.963,"endTime":2551.003,"body":"a"},{"startTime":2551.003,"endTime":2551.233,"body":"data"},{"startTime":2551.233,"endTime":2551.533,"body":"access"},{"startTime":2551.533,"endTime":2551.663,"body":"and"},{"startTime":2551.713,"endTime":2551.823,"body":"data"},{"startTime":2551.823,"endTime":2552.253,"body":"management"},{"startTime":2552.583,"endTime":2552.713,"body":"to"},{"startTime":2552.713,"endTime":2552.833,"body":"do"},{"startTime":2552.833,"endTime":2552.933,"body":"it"},{"startTime":2552.933,"endTime":2553.413,"body":"properly."},{"startTime":2553.413,"endTime":2553.553,"body":"And"},{"startTime":2553.553,"endTime":2553.653,"body":"then"},{"startTime":2553.653,"endTime":2553.763,"body":"the"},{"startTime":2553.763,"endTime":2554.273,"body":"predictive"},{"startTime":2554.283,"endTime":2554.593,"body":"is"},{"startTime":2554.633,"endTime":2554.913,"body":"more"},{"startTime":2554.913,"endTime":2555.163,"body":"something"},{"startTime":2555.163,"endTime":2555.273,"body":"you"},{"startTime":2555.273,"endTime":2555.373,"body":"can"},{"startTime":2555.373,"endTime":2555.543,"body":"add"},{"startTime":2555.543,"endTime":2555.643,"body":"at"},{"startTime":2555.643,"endTime":2555.793,"body":"the"},{"startTime":2555.793,"endTime":2556.113,"body":"end."},{"startTime":2556.123,"endTime":2556.253,"body":"If"},{"startTime":2556.253,"endTime":2556.353,"body":"you"},{"startTime":2556.353,"endTime":2556.593,"body":"want"},{"startTime":2556.593,"endTime":2556.873,"body":"to,"},{"startTime":2557.203,"endTime":2557.403,"body":"once"},{"startTime":2557.403,"endTime":2557.543,"body":"you've"},{"startTime":2557.543,"endTime":2557.813,"body":"gotten"},{"startTime":2557.813,"endTime":2557.903,"body":"the"},{"startTime":2557.903,"endTime":2558.183,"body":"data"},{"startTime":2558.583,"endTime":2558.963,"body":"combined,"},{"startTime":2558.973,"endTime":2559.123,"body":"we're"},{"startTime":2559.123,"endTime":2559.323,"body":"trying"},{"startTime":2559.323,"endTime":2559.373,"body":"to"},{"startTime":2559.373,"endTime":2559.553,"body":"keep"},{"startTime":2559.553,"endTime":2559.633,"body":"it"},{"startTime":2559.633,"endTime":2559.753,"body":"as"},{"startTime":2559.753,"endTime":2559.983,"body":"simple"},{"startTime":2559.983,"endTime":2560.103,"body":"as"},{"startTime":2560.103,"endTime":2560.503,"body":"possible"},{"startTime":2560.503,"endTime":2560.573,"body":"in"},{"startTime":2560.573,"endTime":2560.783,"body":"terms"},{"startTime":2560.783,"endTime":2560.883,"body":"of"},{"startTime":2560.883,"endTime":2561.233,"body":"achieving"},{"startTime":2561.233,"endTime":2561.393,"body":"them."},{"startTime":2561.833,"endTime":2562.063,"body":"Thank"},{"startTime":2562.063,"endTime":2562.283,"body":"you."},{"startTime":2562.433,"endTime":2562.623,"body":"So"},{"startTime":2562.623,"endTime":2562.843,"body":"just"},{"startTime":2562.843,"endTime":2563.063,"body":"quick"},{"startTime":2563.093,"endTime":2563.293,"body":"key"},{"startTime":2563.293,"endTime":2564.003,"body":"factors,"},{"startTime":2564.013,"endTime":2564.403,"body":"we'll"},{"startTime":2564.473,"endTime":2564.673,"body":"run"},{"startTime":2564.673,"endTime":2564.853,"body":"through"},{"startTime":2564.853,"endTime":2565.203,"body":"these,"},{"startTime":2565.383,"endTime":2565.553,"body":"I"},{"startTime":2565.633,"endTime":2565.853,"body":"want"},{"startTime":2565.853,"endTime":2565.893,"body":"to"},{"startTime":2565.893,"endTime":2566.023,"body":"make"},{"startTime":2566.023,"endTime":2566.143,"body":"sure"},{"startTime":2566.143,"endTime":2566.233,"body":"we"},{"startTime":2566.233,"endTime":2566.363,"body":"get"},{"startTime":2566.363,"endTime":2566.423,"body":"to"},{"startTime":2566.423,"endTime":2566.513,"body":"the"},{"startTime":2566.513,"endTime":2566.733,"body":"last"},{"startTime":2566.743,"endTime":2567.083,"body":"part"},{"startTime":2567.083,"endTime":2567.393,"body":"is"},{"startTime":2567.433,"endTime":2567.993,"body":"obviously"},{"startTime":2568.013,"endTime":2568.113,"body":"the"},{"startTime":2568.113,"endTime":2569.073,"body":"consideration,"},{"startTime":2569.113,"endTime":2569.183,"body":"do"},{"startTime":2569.183,"endTime":2569.263,"body":"you"},{"startTime":2569.263,"endTime":2569.363,"body":"have"},{"startTime":2569.363,"endTime":2569.463,"body":"the"},{"startTime":2569.463,"endTime":2569.853,"body":"staff"},{"startTime":2569.863,"endTime":2569.993,"body":"to"},{"startTime":2569.993,"endTime":2570.163,"body":"do"},{"startTime":2570.163,"endTime":2570.293,"body":"it"},{"startTime":2570.293,"endTime":2570.383,"body":"or"},{"startTime":2570.383,"endTime":2570.473,"body":"do"},{"startTime":2570.473,"endTime":2570.553,"body":"you"},{"startTime":2570.553,"endTime":2570.713,"body":"need"},{"startTime":2570.713,"endTime":2570.803,"body":"to"},{"startTime":2570.803,"endTime":2571.363,"body":"outsource"},{"startTime":2571.363,"endTime":2571.593,"body":"it?"},{"startTime":2572.118,"endTime":2572.548,"body":"When,"},{"startTime":2572.568,"endTime":2572.718,"body":"you"},{"startTime":2572.718,"endTime":2572.878,"body":"know,"},{"startTime":2572.888,"endTime":2573.068,"body":"your"},{"startTime":2573.078,"endTime":2573.358,"body":"time"},{"startTime":2573.358,"endTime":2573.468,"body":"to"},{"startTime":2573.468,"endTime":2574.018,"body":"value"},{"startTime":2574.018,"endTime":2574.188,"body":"is"},{"startTime":2574.188,"endTime":2574.448,"body":"really"},{"startTime":2574.448,"endTime":2575.108,"body":"important."},{"startTime":2575.138,"endTime":2575.268,"body":"You"},{"startTime":2575.268,"endTime":2575.408,"body":"don't"},{"startTime":2575.408,"endTime":2575.518,"body":"want"},{"startTime":2575.518,"endTime":2575.558,"body":"to"},{"startTime":2575.558,"endTime":2575.668,"body":"be"},{"startTime":2575.668,"endTime":2576.038,"body":"spending"},{"startTime":2576.038,"endTime":2576.168,"body":"two"},{"startTime":2576.168,"endTime":2576.538,"body":"years"},{"startTime":2576.538,"endTime":2577.048,"body":"defining"},{"startTime":2577.048,"endTime":2577.478,"body":"things,"},{"startTime":2577.478,"endTime":2577.678,"body":"right."},{"startTime":2577.678,"endTime":2577.798,"body":"And"},{"startTime":2577.798,"endTime":2578.258,"body":"agreeing"},{"startTime":2578.268,"endTime":2578.388,"body":"you"},{"startTime":2578.388,"endTime":2578.578,"body":"like"},{"startTime":2578.588,"endTime":2578.728,"body":"you"},{"startTime":2578.728,"endTime":2578.898,"body":"want"},{"startTime":2578.898,"endTime":2578.968,"body":"to"},{"startTime":2578.968,"endTime":2579.148,"body":"go,"},{"startTime":2579.158,"endTime":2579.298,"body":"your"},{"startTime":2579.298,"endTime":2579.828,"body":"investment"},{"startTime":2579.998,"endTime":2580.278,"body":"goes"},{"startTime":2580.278,"endTime":2580.628,"body":"out"},{"startTime":2580.638,"endTime":2580.778,"body":"and"},{"startTime":2580.778,"endTime":2580.858,"body":"you"},{"startTime":2580.858,"endTime":2581.008,"body":"want"},{"startTime":2581.008,"endTime":2581.048,"body":"to"},{"startTime":2581.058,"endTime":2581.318,"body":"start"},{"startTime":2581.318,"endTime":2581.968,"body":"activating"},{"startTime":2581.978,"endTime":2582.068,"body":"it,"},{"startTime":2582.068,"endTime":2582.678,"body":"enabling"},{"startTime":2582.678,"endTime":2582.748,"body":"it"},{"startTime":2582.748,"endTime":2582.908,"body":"and"},{"startTime":2582.918,"endTime":2583.528,"body":"iterating"},{"startTime":2583.528,"endTime":2583.638,"body":"it."},{"startTime":2584.018,"endTime":2584.308,"body":"There's"},{"startTime":2584.308,"endTime":2584.398,"body":"the"},{"startTime":2584.398,"endTime":2584.988,"body":"complexity"},{"startTime":2584.988,"endTime":2585.908,"body":"calculation,"},{"startTime":2585.918,"endTime":2586.168,"body":"like"},{"startTime":2586.168,"endTime":2586.448,"body":"how"},{"startTime":2586.458,"endTime":2586.908,"body":"much"},{"startTime":2586.988,"endTime":2587.138,"body":"and"},{"startTime":2587.138,"endTime":2587.358,"body":"again,"},{"startTime":2587.358,"endTime":2587.558,"body":"that's"},{"startTime":2587.558,"endTime":2587.688,"body":"why"},{"startTime":2587.698,"endTime":2587.788,"body":"the"},{"startTime":2587.788,"endTime":2588.038,"body":"quick"},{"startTime":2588.038,"endTime":2588.258,"body":"win"},{"startTime":2588.258,"endTime":2588.538,"body":"part"},{"startTime":2588.538,"endTime":2588.698,"body":"is"},{"startTime":2588.698,"endTime":2588.888,"body":"really"},{"startTime":2588.888,"endTime":2589.348,"body":"important"},{"startTime":2589.368,"endTime":2589.648,"body":"is"},{"startTime":2589.848,"endTime":2590.118,"body":"what"},{"startTime":2590.118,"endTime":2590.238,"body":"we're"},{"startTime":2590.238,"endTime":2590.498,"body":"being"},{"startTime":2590.498,"endTime":2591.088,"body":"pitched"},{"startTime":2591.318,"endTime":2591.638,"body":"or"},{"startTime":2591.638,"endTime":2591.868,"body":"what"},{"startTime":2591.868,"endTime":2591.898,"body":"are"},{"startTime":2591.898,"endTime":2592.048,"body":"we"},{"startTime":2592.048,"endTime":2592.428,"body":"looking"},{"startTime":2592.428,"endTime":2592.568,"body":"at?"},{"startTime":2592.568,"endTime":2592.588,"body":"Is"},{"startTime":2592.728,"endTime":2593.008,"body":"it"},{"startTime":2593.028,"endTime":2593.408,"body":"adding"},{"startTime":2593.408,"endTime":2594.228,"body":"complexity"},{"startTime":2594.228,"endTime":2594.528,"body":"that"},{"startTime":2594.558,"endTime":2594.698,"body":"we"},{"startTime":2594.698,"endTime":2594.938,"body":"don't"},{"startTime":2594.948,"endTime":2595.258,"body":"need"},{"startTime":2595.258,"endTime":2595.368,"body":"and"},{"startTime":2595.368,"endTime":2595.478,"body":"it's"},{"startTime":2595.478,"endTime":2595.608,"body":"going"},{"startTime":2595.608,"endTime":2595.668,"body":"to"},{"startTime":2595.678,"endTime":2596.038,"body":"stop"},{"startTime":2596.038,"endTime":2596.168,"body":"us"},{"startTime":2596.168,"endTime":2596.308,"body":"from"},{"startTime":2596.308,"endTime":2596.598,"body":"getting"},{"startTime":2596.598,"endTime":2596.758,"body":"to"},{"startTime":2596.758,"endTime":2596.898,"body":"the"},{"startTime":2596.908,"endTime":2597.298,"body":"time"},{"startTime":2597.328,"endTime":2597.448,"body":"to"},{"startTime":2597.448,"endTime":2597.818,"body":"market."},{"startTime":2597.818,"endTime":2598.038,"body":"And."},{"startTime":2598.368,"endTime":2598.618,"body":"How"},{"startTime":2598.618,"endTime":2599.248,"body":"disruptive"},{"startTime":2599.298,"endTime":2599.558,"body":"will"},{"startTime":2599.558,"endTime":2599.738,"body":"this"},{"startTime":2599.738,"endTime":2599.918,"body":"be"},{"startTime":2599.918,"endTime":2600.038,"body":"on"},{"startTime":2600.038,"endTime":2600.128,"body":"the"},{"startTime":2600.128,"endTime":2600.548,"body":"business"},{"startTime":2600.558,"endTime":2600.678,"body":"to"},{"startTime":2600.678,"endTime":2600.838,"body":"go"},{"startTime":2600.838,"endTime":2601.248,"body":"forward"},{"startTime":2601.258,"endTime":2601.468,"body":"or"},{"startTime":2601.468,"endTime":2601.698,"body":"non"},{"startTime":2601.698,"endTime":2602.348,"body":"disruptive?"},{"startTime":2602.658,"endTime":2602.798,"body":"It's"},{"startTime":2602.798,"endTime":2603.268,"body":"important"},{"startTime":2603.278,"endTime":2603.578,"body":"that"},{"startTime":2603.578,"endTime":2603.918,"body":"whoever"},{"startTime":2603.918,"endTime":2604.078,"body":"you're"},{"startTime":2604.078,"endTime":2604.448,"body":"working"},{"startTime":2604.448,"endTime":2604.618,"body":"with"},{"startTime":2604.678,"endTime":2605.308,"body":"understand"},{"startTime":2605.308,"endTime":2605.458,"body":"your"},{"startTime":2605.458,"endTime":2605.848,"body":"business"},{"startTime":2605.848,"endTime":2605.998,"body":"and"},{"startTime":2606.008,"endTime":2606.768,"body":"organizational"},{"startTime":2606.768,"endTime":2607.238,"body":"model"},{"startTime":2607.568,"endTime":2607.908,"body":"and"},{"startTime":2607.918,"endTime":2608.198,"body":"how"},{"startTime":2608.198,"endTime":2608.268,"body":"are"},{"startTime":2608.268,"endTime":2608.418,"body":"you"},{"startTime":2608.418,"endTime":2608.528,"body":"going"},{"startTime":2608.528,"endTime":2608.588,"body":"to"},{"startTime":2608.588,"endTime":2609.308,"body":"calculate"},{"startTime":2609.358,"endTime":2609.528,"body":"your"},{"startTime":2609.528,"endTime":2610.058,"body":"investment"},{"startTime":2610.058,"endTime":2610.178,"body":"and"},{"startTime":2610.178,"endTime":2610.278,"body":"then"},{"startTime":2610.278,"endTime":2610.348,"body":"the"},{"startTime":2610.348,"endTime":2610.788,"body":"payback"},{"startTime":2610.798,"endTime":2611.238,"body":"period,"},{"startTime":2611.238,"endTime":2611.468,"body":"right?"},{"startTime":2611.468,"endTime":2611.738,"body":"How"},{"startTime":2611.738,"endTime":2612.098,"body":"will"},{"startTime":2612.148,"endTime":2612.338,"body":"this"},{"startTime":2612.338,"endTime":2612.988,"body":"investment"},{"startTime":2613.298,"endTime":2613.508,"body":"pay"},{"startTime":2613.508,"endTime":2613.838,"body":"itself"},{"startTime":2613.848,"endTime":2614.268,"body":"back"},{"startTime":2614.328,"endTime":2614.768,"body":"plus?"},{"startTime":2615.153,"endTime":2615.553,"body":"And"},{"startTime":2615.563,"endTime":2615.753,"body":"the"},{"startTime":2615.753,"endTime":2615.933,"body":"real"},{"startTime":2615.933,"endTime":2616.283,"body":"biggie"},{"startTime":2616.283,"endTime":2616.673,"body":"also"},{"startTime":2616.673,"endTime":2616.893,"body":"is"},{"startTime":2616.923,"endTime":2617.143,"body":"make"},{"startTime":2617.143,"endTime":2617.313,"body":"sure"},{"startTime":2617.313,"endTime":2617.553,"body":"it's"},{"startTime":2617.573,"endTime":2617.763,"body":"built"},{"startTime":2617.773,"endTime":2617.863,"body":"for"},{"startTime":2617.863,"endTime":2618.213,"body":"business"},{"startTime":2618.213,"endTime":2618.683,"body":"users."},{"startTime":2621.123,"endTime":2621.373,"body":"And"},{"startTime":2621.373,"endTime":2621.803,"body":"then,"},{"startTime":2621.993,"endTime":2622.453,"body":"so,"},{"startTime":2622.483,"endTime":2622.773,"body":"write"},{"startTime":2622.773,"endTime":2623.073,"body":"data"},{"startTime":2623.083,"endTime":2623.353,"body":"in,"},{"startTime":2623.353,"endTime":2623.553,"body":"write"},{"startTime":2623.553,"endTime":2623.863,"body":"data"},{"startTime":2623.883,"endTime":2624.273,"body":"out"},{"startTime":2624.763,"endTime":2625.263,"body":"is"},{"startTime":2625.363,"endTime":2625.443,"body":"a"},{"startTime":2625.443,"endTime":2625.663,"body":"very"},{"startTime":2625.663,"endTime":2626.053,"body":"important"},{"startTime":2626.053,"endTime":2626.553,"body":"concept."},{"startTime":2626.583,"endTime":2626.813,"body":"Not"},{"startTime":2626.813,"endTime":2627.183,"body":"everything"},{"startTime":2627.183,"endTime":2627.383,"body":"needs"},{"startTime":2627.383,"endTime":2627.473,"body":"to"},{"startTime":2627.473,"endTime":2627.593,"body":"be"},{"startTime":2627.593,"endTime":2628.103,"body":"measured."},{"startTime":2628.103,"endTime":2628.273,"body":"It's"},{"startTime":2628.273,"endTime":2628.503,"body":"not"},{"startTime":2628.503,"endTime":2628.633,"body":"all"},{"startTime":2628.633,"endTime":2629.443,"body":"meaningful."},{"startTime":2630.353,"endTime":2630.803,"body":"Tracking"},{"startTime":2630.823,"endTime":2631.373,"body":"everything"},{"startTime":2631.373,"endTime":2631.453,"body":"will"},{"startTime":2631.453,"endTime":2632.033,"body":"jeopardize"},{"startTime":2632.043,"endTime":2632.103,"body":"the"},{"startTime":2632.103,"endTime":2632.383,"body":"long"},{"startTime":2632.383,"endTime":2632.583,"body":"term"},{"startTime":2632.583,"endTime":2632.963,"body":"value"},{"startTime":2632.973,"endTime":2633.193,"body":"that"},{"startTime":2633.193,"endTime":2633.303,"body":"an"},{"startTime":2633.313,"endTime":2634.063,"body":"SSOT"},{"startTime":2634.073,"endTime":2634.553,"body":"strategy"},{"startTime":2634.553,"endTime":2635.193,"body":"delivers."},{"startTime":2635.403,"endTime":2635.523,"body":"The"},{"startTime":2635.523,"endTime":2635.703,"body":"next"},{"startTime":2635.703,"endTime":2636.233,"body":"slide."},{"startTime":2636.838,"endTime":2637.558,"body":"And"},{"startTime":2637.648,"endTime":2637.768,"body":"it"},{"startTime":2637.768,"endTime":2638.008,"body":"really"},{"startTime":2638.008,"endTime":2638.248,"body":"needs"},{"startTime":2638.248,"endTime":2638.368,"body":"to"},{"startTime":2638.368,"endTime":2638.428,"body":"be"},{"startTime":2638.428,"endTime":2638.668,"body":"mapped"},{"startTime":2638.668,"endTime":2638.728,"body":"to"},{"startTime":2638.728,"endTime":2639.238,"body":"stakeholder"},{"startTime":2639.238,"endTime":2639.568,"body":"goals."},{"startTime":2639.568,"endTime":2639.718,"body":"So"},{"startTime":2639.718,"endTime":2639.808,"body":"the"},{"startTime":2639.808,"endTime":2640.048,"body":"next"},{"startTime":2640.048,"endTime":2640.468,"body":"slide"},{"startTime":2640.468,"endTime":2640.648,"body":"we'll"},{"startTime":2640.648,"endTime":2640.888,"body":"go"},{"startTime":2640.888,"endTime":2641.068,"body":"through"},{"startTime":2641.068,"endTime":2641.158,"body":"the"},{"startTime":2641.158,"endTime":2642.028,"body":"stakeholders"},{"startTime":2642.028,"endTime":2642.178,"body":"and"},{"startTime":2642.178,"endTime":2642.538,"body":"how"},{"startTime":2642.538,"endTime":2642.808,"body":"you"},{"startTime":2642.808,"endTime":2643.138,"body":"need"},{"startTime":2643.138,"endTime":2643.348,"body":"to"},{"startTime":2643.348,"endTime":2644.158,"body":"understand"},{"startTime":2644.158,"endTime":2644.338,"body":"who"},{"startTime":2644.338,"endTime":2644.668,"body":"you're"},{"startTime":2644.968,"endTime":2645.538,"body":"addressing."},{"startTime":2645.538,"endTime":2645.628,"body":"And"},{"startTime":2645.633,"endTime":2645.928,"body":"Steven,"},{"startTime":2645.928,"endTime":2646.078,"body":"this"},{"startTime":2646.078,"endTime":2646.198,"body":"may"},{"startTime":2646.198,"endTime":2646.408,"body":"go"},{"startTime":2646.528,"endTime":2646.738,"body":"to"},{"startTime":2646.738,"endTime":2646.918,"body":"your"},{"startTime":2646.923,"endTime":2647.368,"body":"question"},{"startTime":2647.368,"endTime":2647.878,"body":"also"},{"startTime":2647.883,"endTime":2648.088,"body":"is,"},{"startTime":2648.088,"endTime":2648.208,"body":"you"},{"startTime":2648.213,"endTime":2648.328,"body":"know,"},{"startTime":2648.448,"endTime":2648.688,"body":"which"},{"startTime":2648.693,"endTime":2648.958,"body":"part"},{"startTime":2648.963,"endTime":2649.018,"body":"of"},{"startTime":2649.018,"endTime":2649.108,"body":"the"},{"startTime":2649.108,"endTime":2649.768,"body":"organization"},{"startTime":2649.768,"endTime":2649.888,"body":"are"},{"startTime":2649.888,"endTime":2649.978,"body":"you"},{"startTime":2649.978,"endTime":2650.248,"body":"trying"},{"startTime":2650.253,"endTime":2650.368,"body":"to"},{"startTime":2650.368,"endTime":2650.578,"body":"drive"},{"startTime":2650.578,"endTime":2650.848,"body":"value"},{"startTime":2650.848,"endTime":2651.058,"body":"through"},{"startTime":2651.058,"endTime":2651.448,"body":"data?"},{"startTime":2651.918,"endTime":2652.098,"body":"But"},{"startTime":2652.098,"endTime":2652.188,"body":"the"},{"startTime":2652.188,"endTime":2652.458,"body":"first"},{"startTime":2652.463,"endTime":2653.058,"body":"stakeholder"},{"startTime":2653.058,"endTime":2653.178,"body":"are"},{"startTime":2653.183,"endTime":2653.388,"body":"gonna"},{"startTime":2653.388,"endTime":2653.808,"body":"be"},{"startTime":2654.018,"endTime":2654.168,"body":"your"},{"startTime":2654.168,"endTime":2655.068,"body":"investors."},{"startTime":2655.158,"endTime":2655.338,"body":"And"},{"startTime":2655.338,"endTime":2655.488,"body":"no"},{"startTime":2655.493,"endTime":2655.938,"body":"particular"},{"startTime":2655.938,"endTime":2656.208,"body":"order,"},{"startTime":2656.208,"endTime":2656.358,"body":"by"},{"startTime":2656.358,"endTime":2656.478,"body":"the"},{"startTime":2656.483,"endTime":2656.688,"body":"way,"},{"startTime":2656.688,"endTime":2656.838,"body":"the"},{"startTime":2656.838,"endTime":2657.228,"body":"second"},{"startTime":2657.233,"endTime":2657.828,"body":"stakeholder"},{"startTime":2657.828,"endTime":2657.948,"body":"is"},{"startTime":2657.948,"endTime":2658.338,"body":"clearly"},{"startTime":2658.338,"endTime":2658.458,"body":"the"},{"startTime":2658.458,"endTime":2658.668,"body":"C"},{"startTime":2658.668,"endTime":2658.818,"body":"E"},{"startTime":2658.818,"endTime":2658.968,"body":"O."},{"startTime":2659.878,"endTime":2660.098,"body":"The"},{"startTime":2660.258,"endTime":2660.378,"body":"C"},{"startTime":2660.418,"endTime":2660.538,"body":"F"},{"startTime":2660.578,"endTime":2660.698,"body":"O"},{"startTime":2660.838,"endTime":2661.058,"body":"is"},{"startTime":2661.588,"endTime":2661.888,"body":"right"},{"startTime":2661.888,"endTime":2662.248,"body":"there."},{"startTime":2662.398,"endTime":2662.638,"body":"C"},{"startTime":2662.638,"endTime":2662.758,"body":"r"},{"startTime":2662.758,"endTime":2662.788,"body":"O."},{"startTime":2663.968,"endTime":2664.118,"body":"The"},{"startTime":2664.118,"endTime":2664.418,"body":"C"},{"startTime":2664.538,"endTime":2664.578,"body":"m"},{"startTime":2664.578,"endTime":2664.579,"body":"O."},{"startTime":2666.158,"endTime":2666.848,"body":"The"},{"startTime":2667.058,"endTime":2667.328,"body":"c"},{"startTime":2667.328,"endTime":2667.868,"body":"o"},{"startTime":2667.868,"endTime":2667.869,"body":"o."},{"startTime":2668.618,"endTime":2669.128,"body":"The"},{"startTime":2669.178,"endTime":2669.388,"body":"chief"},{"startTime":2669.418,"endTime":2669.778,"body":"product"},{"startTime":2669.778,"endTime":2670.438,"body":"officer,"},{"startTime":2670.458,"endTime":2670.668,"body":"and"},{"startTime":2670.668,"endTime":2670.968,"body":"then"},{"startTime":2670.978,"endTime":2671.148,"body":"your"},{"startTime":2671.148,"endTime":2671.668,"body":"functional"},{"startTime":2671.668,"endTime":2672.128,"body":"teams,"},{"startTime":2672.128,"endTime":2672.318,"body":"right?"},{"startTime":2672.328,"endTime":2672.508,"body":"All"},{"startTime":2672.508,"endTime":2672.978,"body":"underneath"},{"startTime":2672.988,"endTime":2673.338,"body":"those"},{"startTime":2673.428,"endTime":2673.728,"body":"layers."},{"startTime":2673.728,"endTime":2673.848,"body":"And"},{"startTime":2673.848,"endTime":2674.098,"body":"again,"},{"startTime":2674.108,"endTime":2674.348,"body":"you'll"},{"startTime":2674.378,"endTime":2674.678,"body":"add"},{"startTime":2674.688,"endTime":2675.268,"body":"yours,"},{"startTime":2675.298,"endTime":2675.608,"body":"but"},{"startTime":2675.718,"endTime":2676.018,"body":"build"},{"startTime":2676.018,"endTime":2676.148,"body":"your"},{"startTime":2676.148,"endTime":2676.398,"body":"map"},{"startTime":2676.408,"endTime":2676.498,"body":"of"},{"startTime":2676.508,"endTime":2677.398,"body":"stakeholders."},{"startTime":2677.878,"endTime":2678.028,"body":"And"},{"startTime":2678.028,"endTime":2678.148,"body":"then"},{"startTime":2678.148,"endTime":2678.218,"body":"the"},{"startTime":2678.218,"endTime":2678.468,"body":"next"},{"startTime":2678.468,"endTime":2679.088,"body":"slide"},{"startTime":2679.148,"endTime":2679.548,"body":"we'll,"},{"startTime":2679.558,"endTime":2679.758,"body":"let's"},{"startTime":2679.758,"endTime":2680.118,"body":"focus"},{"startTime":2680.118,"endTime":2680.238,"body":"on"},{"startTime":2680.238,"endTime":2680.938,"body":"investors."},{"startTime":2681.468,"endTime":2681.898,"body":"So"},{"startTime":2681.898,"endTime":2682.788,"body":"investors,"},{"startTime":2682.798,"endTime":2683.028,"body":"if"},{"startTime":2683.028,"endTime":2683.178,"body":"you"},{"startTime":2683.178,"endTime":2683.408,"body":"are"},{"startTime":2683.408,"endTime":2683.688,"body":"either"},{"startTime":2683.698,"endTime":2684.058,"body":"PE"},{"startTime":2684.098,"endTime":2684.628,"body":"owned,"},{"startTime":2684.808,"endTime":2685.418,"body":"or"},{"startTime":2685.428,"endTime":2685.768,"body":"you"},{"startTime":2685.768,"endTime":2686.198,"body":"are"},{"startTime":2686.208,"endTime":2686.568,"body":"looking"},{"startTime":2686.568,"endTime":2686.668,"body":"to"},{"startTime":2686.668,"endTime":2686.798,"body":"be"},{"startTime":2686.818,"endTime":2687.338,"body":"PE"},{"startTime":2687.338,"endTime":2687.818,"body":"owned,"},{"startTime":2687.888,"endTime":2688.258,"body":"or"},{"startTime":2688.268,"endTime":2688.548,"body":"maybe"},{"startTime":2688.548,"endTime":2688.728,"body":"you"},{"startTime":2688.728,"endTime":2689.168,"body":"are"},{"startTime":2689.168,"endTime":2689.338,"body":"a"},{"startTime":2689.368,"endTime":2689.778,"body":"private"},{"startTime":2689.798,"endTime":2690.328,"body":"equity,"},{"startTime":2690.358,"endTime":2690.518,"body":"oh,"},{"startTime":2690.558,"endTime":2690.708,"body":"and"},{"startTime":2690.708,"endTime":2690.838,"body":"you"},{"startTime":2690.838,"endTime":2691.248,"body":"own."},{"startTime":2691.643,"endTime":2692.193,"body":"The"},{"startTime":2692.353,"endTime":2692.683,"body":"map,"},{"startTime":2692.683,"endTime":2692.803,"body":"the"},{"startTime":2692.803,"endTime":2693.353,"body":"goals,"},{"startTime":2693.353,"endTime":2693.673,"body":"right?"},{"startTime":2693.713,"endTime":2693.943,"body":"They're"},{"startTime":2693.943,"endTime":2694.183,"body":"looking"},{"startTime":2694.183,"endTime":2694.283,"body":"for"},{"startTime":2694.283,"endTime":2694.463,"body":"due"},{"startTime":2694.473,"endTime":2694.953,"body":"diligence"},{"startTime":2694.953,"endTime":2695.093,"body":"for"},{"startTime":2695.093,"endTime":2695.413,"body":"new"},{"startTime":2695.423,"endTime":2696.293,"body":"investments,"},{"startTime":2696.293,"endTime":2696.843,"body":"operational"},{"startTime":2696.853,"endTime":2697.403,"body":"oversight"},{"startTime":2697.403,"endTime":2697.523,"body":"of"},{"startTime":2697.543,"endTime":2697.933,"body":"current"},{"startTime":2697.973,"endTime":2698.503,"body":"portfolio"},{"startTime":2698.503,"endTime":2699.253,"body":"companies,"},{"startTime":2699.283,"endTime":2699.533,"body":"proof"},{"startTime":2699.533,"endTime":2699.653,"body":"of"},{"startTime":2699.653,"endTime":2700.173,"body":"investment"},{"startTime":2700.173,"endTime":2700.963,"body":"thesis,"},{"startTime":2701.253,"endTime":2701.913,"body":"identification"},{"startTime":2701.913,"endTime":2702.013,"body":"of"},{"startTime":2702.013,"endTime":2702.233,"body":"hidden"},{"startTime":2702.233,"endTime":2703.203,"body":"opportunities,"},{"startTime":2703.603,"endTime":2704.483,"body":"and"},{"startTime":2704.573,"endTime":2705.173,"body":"examples"},{"startTime":2705.183,"endTime":2705.303,"body":"of"},{"startTime":2705.303,"endTime":2705.573,"body":"types"},{"startTime":2705.573,"endTime":2705.703,"body":"of"},{"startTime":2705.703,"endTime":2705.963,"body":"data"},{"startTime":2705.973,"endTime":2706.173,"body":"they"},{"startTime":2706.173,"endTime":2706.613,"body":"need"},{"startTime":2706.653,"endTime":2706.913,"body":"go"},{"startTime":2706.973,"endTime":2707.143,"body":"cut"},{"startTime":2707.143,"endTime":2707.473,"body":"across."},{"startTime":2707.473,"endTime":2707.753,"body":"Pretty"},{"startTime":2707.753,"endTime":2708.033,"body":"much."},{"startTime":2708.033,"endTime":2708.093,"body":"I"},{"startTime":2708.093,"endTime":2708.213,"body":"would"},{"startTime":2708.213,"endTime":2708.333,"body":"say"},{"startTime":2708.333,"endTime":2708.583,"body":"all"},{"startTime":2708.583,"endTime":2708.723,"body":"of"},{"startTime":2708.723,"endTime":2708.853,"body":"the"},{"startTime":2708.853,"endTime":2709.333,"body":"executive"},{"startTime":2709.333,"endTime":2710.073,"body":"dashboard,"},{"startTime":2710.243,"endTime":2710.403,"body":"if"},{"startTime":2710.403,"endTime":2710.493,"body":"we"},{"startTime":2710.493,"endTime":2710.803,"body":"wanted"},{"startTime":2710.803,"endTime":2710.893,"body":"to"},{"startTime":2710.893,"endTime":2711.043,"body":"look"},{"startTime":2711.043,"endTime":2711.363,"body":"at"},{"startTime":2711.363,"endTime":2711.503,"body":"the"},{"startTime":2711.503,"endTime":2711.993,"body":"CFO,"},{"startTime":2712.633,"endTime":2712.873,"body":"which"},{"startTime":2712.873,"endTime":2713.143,"body":"is"},{"startTime":2713.143,"endTime":2713.243,"body":"the"},{"startTime":2713.243,"endTime":2713.753,"body":"next"},{"startTime":2713.853,"endTime":2714.683,"body":"stakeholder."},{"startTime":2715.618,"endTime":2715.708,"body":"Your"},{"startTime":2715.708,"endTime":2716.048,"body":"CFO"},{"startTime":2716.048,"endTime":2716.168,"body":"is"},{"startTime":2716.178,"endTime":2716.318,"body":"a"},{"startTime":2716.338,"endTime":2717.088,"body":"critical"},{"startTime":2717.348,"endTime":2717.738,"body":"person"},{"startTime":2717.738,"endTime":2717.818,"body":"in"},{"startTime":2717.818,"endTime":2717.898,"body":"the"},{"startTime":2717.898,"endTime":2718.768,"body":"organization,"},{"startTime":2718.798,"endTime":2719.428,"body":"and"},{"startTime":2719.498,"endTime":2719.878,"body":"there's"},{"startTime":2719.998,"endTime":2720.008,"body":"a"},{"startTime":2720.008,"endTime":2720.298,"body":"huge"},{"startTime":2720.318,"endTime":2720.648,"body":"plate"},{"startTime":2720.648,"endTime":2721.058,"body":"to,"},{"startTime":2721.108,"endTime":2721.338,"body":"of"},{"startTime":2721.388,"endTime":2721.838,"body":"things"},{"startTime":2721.838,"endTime":2722.068,"body":"that"},{"startTime":2722.068,"endTime":2722.238,"body":"they"},{"startTime":2722.238,"endTime":2722.418,"body":"need"},{"startTime":2722.428,"endTime":2722.548,"body":"to"},{"startTime":2722.548,"endTime":2722.958,"body":"do."},{"startTime":2723.308,"endTime":2723.828,"body":"Everything"},{"startTime":2723.868,"endTime":2724.118,"body":"of"},{"startTime":2724.128,"endTime":2724.558,"body":"reporting"},{"startTime":2724.568,"endTime":2725.278,"body":"financials"},{"startTime":2725.278,"endTime":2725.418,"body":"to"},{"startTime":2725.418,"endTime":2725.698,"body":"board"},{"startTime":2725.698,"endTime":2725.828,"body":"and"},{"startTime":2725.828,"endTime":2726.718,"body":"shareholders,"},{"startTime":2726.758,"endTime":2727.008,"body":"to"},{"startTime":2727.018,"endTime":2727.848,"body":"maximizing"},{"startTime":2727.868,"endTime":2728.228,"body":"assets"},{"startTime":2728.228,"endTime":2728.378,"body":"and"},{"startTime":2728.378,"endTime":2729.338,"body":"resources,"},{"startTime":2729.418,"endTime":2729.938,"body":"managing"},{"startTime":2729.948,"endTime":2730.878,"body":"EBITDA"},{"startTime":2730.878,"endTime":2730.888,"body":"and"},{"startTime":2730.888,"endTime":2730.898,"body":"EBITDA"},{"startTime":2730.898,"endTime":2731.308,"body":"growth."},{"startTime":2732.008,"endTime":2732.308,"body":"Their"},{"startTime":2732.308,"endTime":2732.598,"body":"data"},{"startTime":2732.598,"endTime":2733.308,"body":"requirements"},{"startTime":2733.308,"endTime":2733.488,"body":"are,"},{"startTime":2733.818,"endTime":2733.988,"body":"I"},{"startTime":2733.988,"endTime":2734.158,"body":"would"},{"startTime":2734.158,"endTime":2734.328,"body":"say"},{"startTime":2734.328,"endTime":2734.618,"body":"probably"},{"startTime":2734.618,"endTime":2734.708,"body":"the"},{"startTime":2734.708,"endTime":2734.938,"body":"most"},{"startTime":2734.938,"endTime":2735.818,"body":"extensive"},{"startTime":2735.998,"endTime":2736.158,"body":"and"},{"startTime":2736.158,"endTime":2736.438,"body":"probably"},{"startTime":2736.438,"endTime":2736.718,"body":"tap"},{"startTime":2736.718,"endTime":2737.528,"body":"into"},{"startTime":2737.888,"endTime":2738.018,"body":"the"},{"startTime":2738.018,"endTime":2738.848,"body":"majority"},{"startTime":2738.878,"endTime":2739.458,"body":"of"},{"startTime":2740.378,"endTime":2740.538,"body":"the"},{"startTime":2740.538,"endTime":2740.998,"body":"data"},{"startTime":2741.068,"endTime":2741.348,"body":"out"},{"startTime":2741.348,"endTime":2741.698,"body":"there"},{"startTime":2742.018,"endTime":2742.658,"body":"because"},{"startTime":2742.708,"endTime":2742.908,"body":"they're"},{"startTime":2742.908,"endTime":2743.188,"body":"looking"},{"startTime":2743.188,"endTime":2743.318,"body":"at"},{"startTime":2743.318,"endTime":2743.798,"body":"costs."},{"startTime":2743.798,"endTime":2744.028,"body":"They're"},{"startTime":2744.028,"endTime":2744.428,"body":"looking"},{"startTime":2744.428,"endTime":2744.748,"body":"at"},{"startTime":2744.798,"endTime":2745.408,"body":"margin,"},{"startTime":2745.418,"endTime":2745.628,"body":"they're"},{"startTime":2745.628,"endTime":2745.998,"body":"looking"},{"startTime":2745.998,"endTime":2746.278,"body":"at"},{"startTime":2746.518,"endTime":2747.068,"body":"growth,"},{"startTime":2747.108,"endTime":2747.778,"body":"revenue,"},{"startTime":2747.788,"endTime":2747.988,"body":"they're"},{"startTime":2747.988,"endTime":2748.218,"body":"looking"},{"startTime":2748.218,"endTime":2748.328,"body":"at"},{"startTime":2748.338,"endTime":2748.778,"body":"customer"},{"startTime":2748.778,"endTime":2749.258,"body":"lifetime"},{"startTime":2749.268,"endTime":2749.788,"body":"value,"},{"startTime":2749.788,"endTime":2749.998,"body":"and"},{"startTime":2749.998,"endTime":2750.128,"body":"they're"},{"startTime":2750.128,"endTime":2750.488,"body":"looking"},{"startTime":2750.488,"endTime":2750.758,"body":"at"},{"startTime":2750.818,"endTime":2751.198,"body":"revenue"},{"startTime":2751.198,"endTime":2751.368,"body":"per"},{"startTime":2751.368,"endTime":2751.798,"body":"employee"},{"startTime":2751.798,"endTime":2752.788,"body":"profitability."},{"startTime":2753.483,"endTime":2753.693,"body":"And"},{"startTime":2753.693,"endTime":2753.833,"body":"then"},{"startTime":2753.833,"endTime":2753.913,"body":"the"},{"startTime":2753.913,"endTime":2754.263,"body":"next"},{"startTime":2754.263,"endTime":2754.693,"body":"one"},{"startTime":2754.703,"endTime":2755.553,"body":"example"},{"startTime":2755.573,"endTime":2755.743,"body":"that"},{"startTime":2755.743,"endTime":2755.893,"body":"we'll"},{"startTime":2755.893,"endTime":2756.353,"body":"share"},{"startTime":2756.363,"endTime":2756.573,"body":"is"},{"startTime":2756.573,"endTime":2756.703,"body":"the"},{"startTime":2756.703,"endTime":2757.523,"body":"CRO,"},{"startTime":2757.843,"endTime":2758.093,"body":"who"},{"startTime":2758.123,"endTime":2758.323,"body":"is"},{"startTime":2758.323,"endTime":2758.773,"body":"driving"},{"startTime":2758.773,"endTime":2758.883,"body":"the"},{"startTime":2758.883,"endTime":2759.593,"body":"revenue"},{"startTime":2759.803,"endTime":2760.403,"body":"and"},{"startTime":2760.693,"endTime":2761.123,"body":"mapping"},{"startTime":2761.123,"endTime":2761.323,"body":"their"},{"startTime":2761.323,"endTime":2761.623,"body":"goals"},{"startTime":2761.633,"endTime":2761.903,"body":"like"},{"startTime":2762.043,"endTime":2762.373,"body":"we'll"},{"startTime":2762.373,"endTime":2762.833,"body":"include"},{"startTime":2762.833,"endTime":2762.933,"body":"in"},{"startTime":2762.933,"endTime":2763.083,"body":"our"},{"startTime":2763.083,"endTime":2763.613,"body":"deck,"},{"startTime":2763.843,"endTime":2763.933,"body":"a"},{"startTime":2763.933,"endTime":2764.333,"body":"little"},{"startTime":2764.743,"endTime":2765.153,"body":"blank"},{"startTime":2765.163,"endTime":2765.533,"body":"slates"},{"startTime":2765.533,"endTime":2765.663,"body":"of"},{"startTime":2765.663,"endTime":2765.923,"body":"this,"},{"startTime":2765.923,"endTime":2766.083,"body":"but"},{"startTime":2766.083,"endTime":2766.233,"body":"you"},{"startTime":2766.233,"endTime":2766.413,"body":"would"},{"startTime":2766.413,"endTime":2766.723,"body":"map"},{"startTime":2766.723,"endTime":2766.973,"body":"your,"},{"startTime":2767.373,"endTime":2767.623,"body":"what"},{"startTime":2767.623,"endTime":2767.713,"body":"are"},{"startTime":2767.713,"endTime":2767.853,"body":"the"},{"startTime":2767.853,"endTime":2768.463,"body":"goals,"},{"startTime":2768.843,"endTime":2768.973,"body":"the"},{"startTime":2768.973,"endTime":2769.283,"body":"data"},{"startTime":2769.283,"endTime":2769.703,"body":"required"},{"startTime":2769.703,"endTime":2769.783,"body":"to"},{"startTime":2769.783,"endTime":2769.963,"body":"hit"},{"startTime":2769.963,"endTime":2770.223,"body":"those"},{"startTime":2770.253,"endTime":2770.673,"body":"goals"},{"startTime":2770.673,"endTime":2770.843,"body":"and"},{"startTime":2770.843,"endTime":2771.003,"body":"some"},{"startTime":2771.003,"endTime":2771.633,"body":"examples"},{"startTime":2771.633,"endTime":2771.773,"body":"of"},{"startTime":2771.773,"endTime":2771.953,"body":"how"},{"startTime":2771.953,"endTime":2772.193,"body":"you"},{"startTime":2772.213,"endTime":2772.793,"body":"measure"},{"startTime":2773.373,"endTime":2773.633,"body":"for"},{"startTime":2773.633,"endTime":2773.873,"body":"those"},{"startTime":2773.883,"endTime":2774.793,"body":"stakeholders."},{"startTime":2775.183,"endTime":2775.413,"body":"And"},{"startTime":2775.413,"endTime":2775.763,"body":"then"},{"startTime":2775.803,"endTime":2776.083,"body":"that"},{"startTime":2776.083,"endTime":2776.333,"body":"goes"},{"startTime":2776.333,"endTime":2777.173,"body":"into"},{"startTime":2777.723,"endTime":2778.013,"body":"how"},{"startTime":2778.013,"endTime":2778.163,"body":"you're"},{"startTime":2778.163,"endTime":2778.293,"body":"going"},{"startTime":2778.293,"endTime":2778.323,"body":"to"},{"startTime":2778.323,"endTime":2778.573,"body":"build"},{"startTime":2778.573,"endTime":2778.693,"body":"your"},{"startTime":2778.693,"endTime":2779.383,"body":"strategy"},{"startTime":2779.383,"endTime":2779.513,"body":"and"},{"startTime":2779.513,"endTime":2779.703,"body":"how"},{"startTime":2779.703,"endTime":2779.903,"body":"you'll"},{"startTime":2779.903,"endTime":2780.873,"body":"prioritize."},{"startTime":2781.133,"endTime":2781.373,"body":"Right."},{"startTime":2781.373,"endTime":2781.673,"body":"Maybe"},{"startTime":2781.673,"endTime":2781.793,"body":"the"},{"startTime":2781.793,"endTime":2782.583,"body":"investor."},{"startTime":2782.768,"endTime":2783.108,"body":"Data"},{"startTime":2783.108,"endTime":2783.508,"body":"isn't"},{"startTime":2783.508,"endTime":2783.638,"body":"as"},{"startTime":2783.638,"endTime":2784.178,"body":"important"},{"startTime":2784.198,"endTime":2784.468,"body":"as"},{"startTime":2784.468,"endTime":2784.588,"body":"the"},{"startTime":2784.588,"endTime":2785.088,"body":"CRO"},{"startTime":2785.098,"endTime":2785.388,"body":"data"},{"startTime":2785.398,"endTime":2785.788,"body":"because"},{"startTime":2785.788,"endTime":2786.178,"body":"revenue"},{"startTime":2786.178,"endTime":2786.418,"body":"right"},{"startTime":2786.418,"endTime":2786.648,"body":"now"},{"startTime":2786.648,"endTime":2786.818,"body":"is"},{"startTime":2786.818,"endTime":2787.008,"body":"your"},{"startTime":2787.008,"endTime":2787.258,"body":"most"},{"startTime":2787.288,"endTime":2788.298,"body":"critical,"},{"startTime":2788.588,"endTime":2789.028,"body":"urgent"},{"startTime":2789.058,"endTime":2789.618,"body":"issue."},{"startTime":2790.598,"endTime":2790.728,"body":"You"},{"startTime":2790.728,"endTime":2790.858,"body":"would"},{"startTime":2790.858,"endTime":2791.128,"body":"start"},{"startTime":2791.128,"endTime":2791.268,"body":"with"},{"startTime":2791.268,"endTime":2791.808,"body":"revenue."},{"startTime":2792.408,"endTime":2792.648,"body":"Or"},{"startTime":2792.648,"endTime":2792.738,"body":"it"},{"startTime":2792.738,"endTime":2792.978,"body":"could"},{"startTime":2792.988,"endTime":2793.298,"body":"be"},{"startTime":2793.298,"endTime":2793.498,"body":"that"},{"startTime":2793.498,"endTime":2793.688,"body":"you're"},{"startTime":2793.688,"endTime":2794.468,"body":"spending"},{"startTime":2794.478,"endTime":2794.858,"body":"hundreds"},{"startTime":2794.858,"endTime":2795.028,"body":"of"},{"startTime":2795.028,"endTime":2795.678,"body":"hours"},{"startTime":2795.678,"endTime":2796.068,"body":"building"},{"startTime":2796.068,"endTime":2796.668,"body":"forecasts"},{"startTime":2796.678,"endTime":2796.778,"body":"that"},{"startTime":2796.778,"endTime":2796.878,"body":"are"},{"startTime":2796.878,"endTime":2797.068,"body":"dead"},{"startTime":2797.068,"endTime":2797.218,"body":"on"},{"startTime":2797.228,"endTime":2797.968,"body":"arrival,"},{"startTime":2797.968,"endTime":2798.208,"body":"and"},{"startTime":2798.208,"endTime":2798.328,"body":"your"},{"startTime":2798.328,"endTime":2798.658,"body":"board's"},{"startTime":2798.658,"endTime":2798.888,"body":"really"},{"startTime":2798.888,"endTime":2799.098,"body":"sick"},{"startTime":2799.098,"endTime":2799.228,"body":"of"},{"startTime":2799.228,"endTime":2799.468,"body":"it,"},{"startTime":2799.478,"endTime":2799.678,"body":"so"},{"startTime":2799.678,"endTime":2799.808,"body":"the"},{"startTime":2799.808,"endTime":2800.508,"body":"CFO"},{"startTime":2800.528,"endTime":2800.668,"body":"is"},{"startTime":2800.668,"endTime":2800.788,"body":"going"},{"startTime":2800.788,"endTime":2800.868,"body":"to"},{"startTime":2800.868,"endTime":2801.068,"body":"come"},{"startTime":2801.068,"endTime":2801.608,"body":"first."},{"startTime":2802.628,"endTime":2803.368,"body":"And"},{"startTime":2803.408,"endTime":2803.668,"body":"it'll"},{"startTime":2803.668,"endTime":2804.248,"body":"dictate"},{"startTime":2804.248,"endTime":2804.678,"body":"the"},{"startTime":2804.678,"endTime":2805.038,"body":"data"},{"startTime":2805.058,"endTime":2805.228,"body":"that"},{"startTime":2805.228,"endTime":2805.368,"body":"you're"},{"startTime":2805.388,"endTime":2805.478,"body":"going"},{"startTime":2805.478,"endTime":2805.568,"body":"to"},{"startTime":2805.598,"endTime":2805.998,"body":"attack"},{"startTime":2805.998,"endTime":2806.578,"body":"first."},{"startTime":2808.798,"endTime":2808.978,"body":"Because"},{"startTime":2808.978,"endTime":2809.118,"body":"we're"},{"startTime":2809.118,"endTime":2809.348,"body":"over"},{"startTime":2809.348,"endTime":2809.488,"body":"by"},{"startTime":2809.488,"endTime":2809.548,"body":"a"},{"startTime":2809.548,"endTime":2809.798,"body":"minute."},{"startTime":2810.528,"endTime":2810.718,"body":"We"},{"startTime":2810.718,"endTime":2810.968,"body":"had"},{"startTime":2811.248,"endTime":2811.688,"body":"opened"},{"startTime":2811.698,"endTime":2811.888,"body":"up"},{"startTime":2812.008,"endTime":2812.178,"body":"for"},{"startTime":2812.178,"endTime":2812.408,"body":"more"},{"startTime":2812.408,"endTime":2812.908,"body":"questions."},{"startTime":2812.908,"endTime":2813.018,"body":"If"},{"startTime":2813.018,"endTime":2813.168,"body":"you'd"},{"startTime":2813.168,"endTime":2813.338,"body":"like"},{"startTime":2813.338,"endTime":2813.438,"body":"to"},{"startTime":2813.438,"endTime":2813.628,"body":"set"},{"startTime":2813.628,"endTime":2813.728,"body":"up"},{"startTime":2813.728,"endTime":2813.778,"body":"a"},{"startTime":2813.778,"endTime":2814.038,"body":"call"},{"startTime":2814.038,"endTime":2814.218,"body":"with"},{"startTime":2814.218,"endTime":2814.438,"body":"us"},{"startTime":2814.448,"endTime":2814.568,"body":"to"},{"startTime":2814.568,"endTime":2814.798,"body":"dive"},{"startTime":2814.798,"endTime":2815.008,"body":"into"},{"startTime":2815.008,"endTime":2815.188,"body":"this"},{"startTime":2815.188,"endTime":2815.758,"body":"deeper,"},{"startTime":2815.788,"endTime":2815.958,"body":"we're"},{"startTime":2815.958,"endTime":2816.378,"body":"offering"},{"startTime":2816.378,"endTime":2816.478,"body":"an"},{"startTime":2816.488,"endTime":2817.038,"body":"hour"},{"startTime":2817.108,"endTime":2817.518,"body":"time,"},{"startTime":2817.518,"endTime":2817.688,"body":"like"},{"startTime":2817.698,"endTime":2818.038,"body":"office"},{"startTime":2818.038,"endTime":2818.408,"body":"hours."},{"startTime":2818.418,"endTime":2818.658,"body":"So"},{"startTime":2818.698,"endTime":2818.898,"body":"just"},{"startTime":2818.908,"endTime":2819.398,"body":"email"},{"startTime":2819.398,"endTime":2820.008,"body":"myself"},{"startTime":2820.068,"endTime":2820.238,"body":"and"},{"startTime":2820.238,"endTime":2820.328,"body":"I"},{"startTime":2820.328,"endTime":2820.448,"body":"will"},{"startTime":2820.448,"endTime":2820.608,"body":"get"},{"startTime":2820.608,"endTime":2820.768,"body":"that"},{"startTime":2820.768,"endTime":2820.968,"body":"set"},{"startTime":2820.968,"endTime":2821.238,"body":"up."},{"startTime":2821.848,"endTime":2822.068,"body":"You'll"},{"startTime":2822.068,"endTime":2822.268,"body":"get"},{"startTime":2822.268,"endTime":2822.508,"body":"this"},{"startTime":2822.508,"endTime":2822.988,"body":"deck."},{"startTime":2823.258,"endTime":2823.418,"body":"We"},{"startTime":2823.418,"endTime":2823.488,"body":"have"},{"startTime":2823.558,"endTime":2824.158,"body":"another"},{"startTime":2824.228,"endTime":2824.848,"body":"bootcamp"},{"startTime":2824.858,"endTime":2824.998,"body":"for"},{"startTime":2824.998,"endTime":2825.428,"body":"September"},{"startTime":2825.428,"endTime":2826.338,"body":"21st."},{"startTime":2826.748,"endTime":2827.058,"body":"This"},{"startTime":2827.068,"endTime":2827.218,"body":"is"},{"startTime":2827.228,"endTime":2827.478,"body":"all"},{"startTime":2827.478,"endTime":2827.868,"body":"about"},{"startTime":2827.898,"endTime":2828.048,"body":"the"},{"startTime":2828.048,"endTime":2828.458,"body":"actual"},{"startTime":2828.478,"endTime":2828.888,"body":"predictive"},{"startTime":2828.888,"endTime":2829.408,"body":"analytics"},{"startTime":2829.408,"endTime":2829.928,"body":"side."},{"startTime":2830.198,"endTime":2830.468,"body":"And"},{"startTime":2830.498,"endTime":2830.798,"body":"once"},{"startTime":2830.798,"endTime":2830.938,"body":"you"},{"startTime":2830.938,"endTime":2831.308,"body":"get"},{"startTime":2831.358,"endTime":2831.448,"body":"a"},{"startTime":2831.448,"endTime":2831.728,"body":"single"},{"startTime":2831.728,"endTime":2831.928,"body":"source"},{"startTime":2831.928,"endTime":2832.068,"body":"of"},{"startTime":2832.068,"endTime":2832.328,"body":"truth"},{"startTime":2832.338,"endTime":2832.768,"body":"going,"},{"startTime":2832.768,"endTime":2833.088,"body":"how"},{"startTime":2833.098,"endTime":2833.258,"body":"can"},{"startTime":2833.258,"endTime":2833.548,"body":"you"},{"startTime":2833.598,"endTime":2834.238,"body":"use"},{"startTime":2834.238,"endTime":2834.658,"body":"predictive"},{"startTime":2834.678,"endTime":2835.448,"body":"analytics"},{"startTime":2835.458,"endTime":2835.618,"body":"to"},{"startTime":2835.618,"endTime":2836.288,"body":"drive?"},{"startTime":2836.793,"endTime":2837.113,"body":"Top"},{"startTime":2837.113,"endTime":2837.233,"body":"and"},{"startTime":2837.233,"endTime":2837.543,"body":"bottom"},{"startTime":2837.543,"endTime":2837.783,"body":"line"},{"startTime":2837.783,"endTime":2838.253,"body":"growth"},{"startTime":2838.283,"endTime":2838.603,"body":"and"},{"startTime":2838.603,"endTime":2839.043,"body":"manage"},{"startTime":2839.043,"endTime":2839.383,"body":"risk"},{"startTime":2839.383,"endTime":2839.513,"body":"and"},{"startTime":2839.513,"endTime":2839.793,"body":"capture"},{"startTime":2839.793,"endTime":2840.563,"body":"opportunity."},{"startTime":2841.463,"endTime":2841.643,"body":"So"},{"startTime":2841.643,"endTime":2841.803,"body":"the"},{"startTime":2841.803,"endTime":2842.423,"body":"registration"},{"startTime":2842.423,"endTime":2842.583,"body":"link"},{"startTime":2842.593,"endTime":2842.723,"body":"for"},{"startTime":2842.723,"endTime":2842.813,"body":"the"},{"startTime":2842.813,"endTime":2843.403,"body":"21st"},{"startTime":2843.413,"endTime":2843.563,"body":"is"},{"startTime":2843.563,"endTime":2843.683,"body":"in"},{"startTime":2843.683,"endTime":2843.773,"body":"the"},{"startTime":2843.773,"endTime":2844.103,"body":"chat,"},{"startTime":2844.123,"endTime":2844.333,"body":"whether"},{"startTime":2844.333,"endTime":2844.403,"body":"you"},{"startTime":2844.403,"endTime":2844.523,"body":"want"},{"startTime":2844.523,"endTime":2844.583,"body":"to"},{"startTime":2844.583,"endTime":2844.693,"body":"just"},{"startTime":2844.693,"endTime":2845.053,"body":"copy"},{"startTime":2845.053,"endTime":2845.153,"body":"it"},{"startTime":2845.153,"endTime":2845.293,"body":"for"},{"startTime":2845.293,"endTime":2845.703,"body":"later"},{"startTime":2845.703,"endTime":2845.863,"body":"or"},{"startTime":2845.923,"endTime":2846.043,"body":"we"},{"startTime":2846.043,"endTime":2846.173,"body":"can"},{"startTime":2846.173,"endTime":2846.403,"body":"also"},{"startTime":2846.403,"endTime":2846.663,"body":"email"},{"startTime":2846.663,"endTime":2846.783,"body":"it"},{"startTime":2846.783,"endTime":2846.873,"body":"to"},{"startTime":2846.873,"endTime":2847.073,"body":"you."},{"startTime":2847.183,"endTime":2847.363,"body":"I"},{"startTime":2847.423,"endTime":2847.613,"body":"hope"},{"startTime":2847.613,"endTime":2847.903,"body":"everyone"},{"startTime":2847.903,"endTime":2848.163,"body":"found"},{"startTime":2848.163,"endTime":2848.303,"body":"this"},{"startTime":2848.303,"endTime":2848.903,"body":"helpful."},{"startTime":2849.243,"endTime":2849.523,"body":"Thank"},{"startTime":2849.533,"endTime":2849.673,"body":"you,"},{"startTime":2849.673,"endTime":2850.213,"body":"Heather."},{"startTime":2851.153,"endTime":2851.483,"body":"Yes,"},{"startTime":2851.513,"endTime":2851.793,"body":"thank"},{"startTime":2851.793,"endTime":2852.093,"body":"you."},{"startTime":2853.353,"endTime":2853.733,"body":"Thanks,"},{"startTime":2853.733,"endTime":2854.363,"body":"Chad."},{"startTime":2854.763,"endTime":2854.883,"body":"I"},{"startTime":2854.883,"endTime":2855.163,"body":"think"},{"startTime":2855.163,"endTime":2855.343,"body":"we"},{"startTime":2855.343,"endTime":2855.693,"body":"have"},{"startTime":2856.223,"endTime":2856.353,"body":"our"},{"startTime":2856.353,"endTime":2856.573,"body":"work"},{"startTime":2856.583,"endTime":2856.753,"body":"cut"},{"startTime":2856.753,"endTime":2856.983,"body":"out"},{"startTime":2856.983,"endTime":2857.223,"body":"for"},{"startTime":2857.223,"endTime":2857.473,"body":"us"},{"startTime":2857.543,"endTime":2857.593,"body":"because"},{"startTime":2857.603,"endTime":2857.903,"body":"we"},{"startTime":2857.903,"endTime":2858.063,"body":"are"},{"startTime":2858.063,"endTime":2858.373,"body":"really"},{"startTime":2858.373,"endTime":2858.743,"body":"just"},{"startTime":2858.743,"endTime":2858.873,"body":"in"},{"startTime":2858.873,"endTime":2859.013,"body":"the"},{"startTime":2859.043,"endTime":2859.403,"body":"early"},{"startTime":2859.403,"endTime":2860.123,"body":"stage."},{"startTime":2860.578,"endTime":2860.848,"body":"And"},{"startTime":2860.848,"endTime":2861.008,"body":"this"},{"startTime":2861.018,"endTime":2861.238,"body":"was"},{"startTime":2861.368,"endTime":2861.738,"body":"very"},{"startTime":2861.738,"endTime":2862.398,"body":"useful,"},{"startTime":2862.628,"endTime":2863.168,"body":"especially"},{"startTime":2863.268,"endTime":2863.318,"body":"at"},{"startTime":2863.328,"endTime":2863.538,"body":"like"},{"startTime":2863.538,"endTime":2863.608,"body":"a"},{"startTime":2863.618,"endTime":2864.028,"body":"summary"},{"startTime":2864.028,"endTime":2864.548,"body":"level"},{"startTime":2864.828,"endTime":2865.028,"body":"of"},{"startTime":2865.038,"endTime":2865.458,"body":"things"},{"startTime":2865.468,"endTime":2865.748,"body":"that"},{"startTime":2865.748,"endTime":2865.968,"body":"we"},{"startTime":2865.968,"endTime":2866.488,"body":"can"},{"startTime":2866.628,"endTime":2867.068,"body":"talk"},{"startTime":2867.158,"endTime":2867.258,"body":"a"},{"startTime":2867.258,"endTime":2867.488,"body":"little"},{"startTime":2867.488,"endTime":2867.708,"body":"bit"},{"startTime":2867.718,"endTime":2868.078,"body":"more"},{"startTime":2868.078,"endTime":2868.478,"body":"about"},{"startTime":2868.508,"endTime":2869.408,"body":"internally"},{"startTime":2869.498,"endTime":2870.018,"body":"and"},{"startTime":2870.878,"endTime":2871.108,"body":"give"},{"startTime":2871.108,"endTime":2871.268,"body":"us"},{"startTime":2871.278,"endTime":2871.628,"body":"some"},{"startTime":2871.708,"endTime":2872.008,"body":"sort"},{"startTime":2872.008,"endTime":2872.368,"body":"of"},{"startTime":2872.598,"endTime":2872.968,"body":"path"},{"startTime":2872.978,"endTime":2873.148,"body":"to"},{"startTime":2873.158,"endTime":2873.318,"body":"go"},{"startTime":2873.318,"endTime":2873.768,"body":"by."},{"startTime":2875.218,"endTime":2875.618,"body":"Terrific."},{"startTime":2875.658,"endTime":2875.928,"body":"We"},{"startTime":2875.948,"endTime":2876.298,"body":"really"},{"startTime":2876.298,"endTime":2876.878,"body":"appreciate"},{"startTime":2876.878,"endTime":2877.128,"body":"you"},{"startTime":2877.138,"endTime":2877.578,"body":"joining"},{"startTime":2877.578,"endTime":2877.708,"body":"us"},{"startTime":2877.708,"endTime":2877.848,"body":"and"},{"startTime":2877.848,"endTime":2877.978,"body":"hope"},{"startTime":2877.978,"endTime":2878.078,"body":"we'll"},{"startTime":2878.078,"endTime":2878.198,"body":"see"},{"startTime":2878.198,"endTime":2878.248,"body":"you"},{"startTime":2878.248,"endTime":2878.348,"body":"on"},{"startTime":2878.348,"endTime":2878.428,"body":"the"},{"startTime":2878.428,"endTime":2879.018,"body":"21st."},{"startTime":2879.018,"endTime":2879.188,"body":"I'll"},{"startTime":2879.188,"endTime":2879.538,"body":"also"},{"startTime":2879.538,"endTime":2879.788,"body":"reach"},{"startTime":2879.788,"endTime":2879.938,"body":"out"},{"startTime":2879.948,"endTime":2880.058,"body":"to"},{"startTime":2880.058,"endTime":2880.218,"body":"see"},{"startTime":2880.218,"endTime":2880.368,"body":"if"},{"startTime":2880.368,"endTime":2880.578,"body":"there"},{"startTime":2880.578,"endTime":2880.658,"body":"you"},{"startTime":2880.658,"endTime":2880.818,"body":"need"},{"startTime":2880.818,"endTime":2881.018,"body":"any"},{"startTime":2881.018,"endTime":2881.228,"body":"help"},{"startTime":2881.228,"endTime":2881.308,"body":"in"},{"startTime":2881.308,"endTime":2881.598,"body":"between"},{"startTime":2881.598,"endTime":2881.798,"body":"now"},{"startTime":2881.798,"endTime":2881.918,"body":"and"},{"startTime":2881.918,"endTime":2882.138,"body":"then."},{"startTime":2882.988,"endTime":2883.088,"body":"For"},{"startTime":2883.088,"endTime":2883.438,"body":"sure."},{"startTime":2884.328,"endTime":2884.568,"body":"Thanks"},{"startTime":2884.568,"endTime":2885.018,"body":"everyone."},{"startTime":2885.258,"endTime":2885.408,"body":"Thank"},{"startTime":2885.408,"endTime":2885.538,"body":"you"},{"startTime":2885.538,"endTime":2885.919,"body":"everyone."},{"speaker":"Heather Holst-Knudsen","startTime":2885.92,"endTime":2886.01,"body":"You"},{"speaker":"Heather Holst-Knudsen","startTime":2886.01,"endTime":2886.16,"body":"can"},{"speaker":"Heather Holst-Knudsen","startTime":2886.16,"endTime":2886.49,"body":"find"},{"speaker":"Heather Holst-Knudsen","startTime":2886.49,"endTime":2888.47,"body":"us@2klabs.com."},{"speaker":"Heather Holst-Knudsen","startTime":2888.71,"endTime":2888.98,"body":"Thank"},{"speaker":"Heather Holst-Knudsen","startTime":2888.98,"endTime":2889.1,"body":"you."},{"startTime":2889.334,"endTime":2889.634,"body":"Thank"},{"startTime":2889.634,"endTime":2889.754,"body":"you"},{"startTime":2889.754,"endTime":2889.904,"body":"for"},{"startTime":2889.909,"endTime":2890.414,"body":"listening"},{"startTime":2890.414,"endTime":2890.624,"body":"to"},{"startTime":2890.624,"endTime":2890.804,"body":"The"},{"startTime":2890.804,"endTime":2891.284,"body":"Revenue"},{"startTime":2891.284,"endTime":2891.734,"body":"Room"},{"startTime":2891.794,"endTime":2892.094,"body":"by"},{"startTime":2892.144,"endTime":2892.914,"body":"H2K"},{"startTime":2892.934,"endTime":2893.654,"body":"Labs."},{"startTime":2894.014,"endTime":2894.764,"body":"Subscribe"},{"startTime":2894.764,"endTime":2894.884,"body":"to"},{"startTime":2894.884,"endTime":2895.154,"body":"our"},{"startTime":2895.159,"endTime":2895.574,"body":"channel"},{"startTime":2895.574,"endTime":2896.144,"body":"today."}]}