{"version":"1.0.0","segments":[{"speaker":"John Tyreman","startTime":19.814,"endTime":20.104,"body":"Welcome"},{"speaker":"John Tyreman","startTime":20.114,"endTime":20.344,"body":"back"},{"speaker":"John Tyreman","startTime":20.344,"endTime":20.464,"body":"to"},{"speaker":"John Tyreman","startTime":20.464,"endTime":20.774,"body":"another"},{"speaker":"John Tyreman","startTime":20.774,"endTime":21.144,"body":"episode"},{"speaker":"John Tyreman","startTime":21.144,"endTime":21.284,"body":"of"},{"speaker":"John Tyreman","startTime":21.284,"endTime":21.654,"body":"Breaking"},{"speaker":"John Tyreman","startTime":21.654,"endTime":21.914,"body":"Biz"},{"speaker":"John Tyreman","startTime":21.914,"endTime":22.144,"body":"Dev"},{"speaker":"John Tyreman","startTime":22.164,"endTime":22.334,"body":"and"},{"speaker":"John Tyreman","startTime":22.344,"endTime":22.874,"body":"Happy"},{"speaker":"John Tyreman","startTime":22.874,"endTime":23.134,"body":"New"},{"speaker":"John Tyreman","startTime":23.134,"endTime":23.634,"body":"Year's"},{"speaker":"John Tyreman","startTime":23.654,"endTime":24.984,"body":"2025."},{"speaker":"John Tyreman","startTime":25.364,"endTime":25.754,"body":"Mark,"},{"speaker":"John Tyreman","startTime":25.774,"endTime":25.874,"body":"I'm"},{"speaker":"John Tyreman","startTime":25.874,"endTime":26.384,"body":"excited"},{"speaker":"John Tyreman","startTime":26.384,"endTime":26.684,"body":"to"},{"speaker":"John Tyreman","startTime":26.694,"endTime":27.134,"body":"record"},{"speaker":"John Tyreman","startTime":27.134,"endTime":27.284,"body":"this"},{"speaker":"John Tyreman","startTime":27.294,"endTime":27.854,"body":"podcast"},{"speaker":"John Tyreman","startTime":27.854,"endTime":27.984,"body":"with"},{"speaker":"John Tyreman","startTime":27.984,"endTime":28.204,"body":"you"},{"speaker":"John Tyreman","startTime":28.204,"endTime":28.494,"body":"and"},{"speaker":"John Tyreman","startTime":28.494,"endTime":28.734,"body":"uh,"},{"speaker":"John Tyreman","startTime":29.187,"endTime":29.567,"body":"be"},{"speaker":"John Tyreman","startTime":29.587,"endTime":29.767,"body":"in"},{"speaker":"John Tyreman","startTime":29.767,"endTime":29.897,"body":"the"},{"speaker":"John Tyreman","startTime":29.907,"endTime":30.227,"body":"ears"},{"speaker":"John Tyreman","startTime":30.227,"endTime":30.367,"body":"of"},{"speaker":"John Tyreman","startTime":30.367,"endTime":30.507,"body":"our"},{"speaker":"John Tyreman","startTime":30.507,"endTime":31.247,"body":"listeners"},{"speaker":"John Tyreman","startTime":31.347,"endTime":31.517,"body":"as"},{"speaker":"John Tyreman","startTime":31.517,"endTime":31.637,"body":"we"},{"speaker":"John Tyreman","startTime":31.637,"endTime":31.867,"body":"kick"},{"speaker":"John Tyreman","startTime":31.867,"endTime":32.047,"body":"off"},{"speaker":"John Tyreman","startTime":32.047,"endTime":32.147,"body":"the"},{"speaker":"John Tyreman","startTime":32.147,"endTime":32.287,"body":"new"},{"speaker":"John Tyreman","startTime":32.287,"endTime":32.627,"body":"year."},{"speaker":"Mark Wainwright","startTime":33.577,"endTime":33.807,"body":"All"},{"speaker":"Mark Wainwright","startTime":33.807,"endTime":34.337,"body":"sparkly"},{"speaker":"Mark Wainwright","startTime":34.337,"endTime":34.427,"body":"and"},{"speaker":"Mark Wainwright","startTime":34.427,"endTime":34.637,"body":"new"},{"speaker":"Mark Wainwright","startTime":34.657,"endTime":35.017,"body":"John."},{"speaker":"Mark Wainwright","startTime":35.027,"endTime":35.217,"body":"There's"},{"speaker":"Mark Wainwright","startTime":35.227,"endTime":35.587,"body":"nothing"},{"speaker":"Mark Wainwright","startTime":35.587,"endTime":35.747,"body":"but"},{"speaker":"Mark Wainwright","startTime":35.747,"endTime":36.357,"body":"opportunity"},{"speaker":"Mark Wainwright","startTime":36.357,"endTime":36.587,"body":"ahead"},{"speaker":"Mark Wainwright","startTime":36.587,"endTime":36.707,"body":"of"},{"speaker":"Mark Wainwright","startTime":36.707,"endTime":37.157,"body":"us."},{"speaker":"Mark Wainwright","startTime":37.257,"endTime":37.397,"body":"You"},{"speaker":"Mark Wainwright","startTime":37.397,"endTime":37.647,"body":"know,"},{"speaker":"Mark Wainwright","startTime":38.017,"endTime":38.927,"body":"2024"},{"speaker":"Mark Wainwright","startTime":38.927,"endTime":38.947,"body":"is"},{"speaker":"Mark Wainwright","startTime":38.947,"endTime":39.047,"body":"in"},{"speaker":"Mark Wainwright","startTime":39.047,"endTime":39.157,"body":"the"},{"speaker":"Mark Wainwright","startTime":39.157,"endTime":39.417,"body":"rear"},{"speaker":"Mark Wainwright","startTime":39.417,"endTime":39.607,"body":"view"},{"speaker":"Mark Wainwright","startTime":39.607,"endTime":39.887,"body":"mirror"},{"speaker":"Mark Wainwright","startTime":39.887,"endTime":39.957,"body":"and"},{"speaker":"Mark Wainwright","startTime":39.957,"endTime":40.927,"body":"2025"},{"speaker":"Mark Wainwright","startTime":41.347,"endTime":41.757,"body":"is"},{"speaker":"Mark Wainwright","startTime":42.137,"endTime":42.647,"body":"here."},{"speaker":"Mark Wainwright","startTime":43.127,"endTime":43.347,"body":"I"},{"speaker":"Mark Wainwright","startTime":43.347,"endTime":43.907,"body":"almost"},{"speaker":"Mark Wainwright","startTime":43.957,"endTime":44.987,"body":"consider"},{"speaker":"Mark Wainwright","startTime":45.237,"endTime":45.447,"body":"sort"},{"speaker":"Mark Wainwright","startTime":45.447,"endTime":45.687,"body":"of"},{"speaker":"Mark Wainwright","startTime":45.707,"endTime":46.027,"body":"like"},{"speaker":"Mark Wainwright","startTime":46.027,"endTime":46.327,"body":"that"},{"speaker":"Mark Wainwright","startTime":46.337,"endTime":46.997,"body":"September"},{"speaker":"Mark Wainwright","startTime":46.997,"endTime":47.547,"body":"window,"},{"speaker":"Mark Wainwright","startTime":47.547,"endTime":47.767,"body":"sort"},{"speaker":"Mark Wainwright","startTime":47.767,"endTime":47.867,"body":"of"},{"speaker":"Mark Wainwright","startTime":47.877,"endTime":48.007,"body":"the"},{"speaker":"Mark Wainwright","startTime":48.047,"endTime":48.617,"body":"unofficial"},{"speaker":"Mark Wainwright","startTime":48.617,"endTime":49.077,"body":"beginning"},{"speaker":"Mark Wainwright","startTime":49.077,"endTime":49.167,"body":"of"},{"speaker":"Mark Wainwright","startTime":49.177,"endTime":49.277,"body":"the"},{"speaker":"Mark Wainwright","startTime":49.277,"endTime":49.467,"body":"new"},{"speaker":"Mark Wainwright","startTime":49.467,"endTime":49.797,"body":"year,"},{"speaker":"Mark Wainwright","startTime":49.817,"endTime":50.137,"body":"because"},{"speaker":"Mark Wainwright","startTime":50.147,"endTime":50.497,"body":"lots"},{"speaker":"Mark Wainwright","startTime":50.497,"endTime":50.637,"body":"of"},{"speaker":"Mark Wainwright","startTime":50.637,"endTime":50.927,"body":"things"},{"speaker":"Mark Wainwright","startTime":50.937,"endTime":51.367,"body":"start"},{"speaker":"Mark Wainwright","startTime":51.557,"endTime":52.257,"body":"happening"},{"speaker":"Mark Wainwright","startTime":52.487,"endTime":52.937,"body":"that"},{"speaker":"Mark Wainwright","startTime":53.257,"endTime":53.727,"body":"hopefully"},{"speaker":"Mark Wainwright","startTime":53.727,"endTime":53.997,"body":"look"},{"speaker":"Mark Wainwright","startTime":54.107,"endTime":54.787,"body":"forward."},{"speaker":"Mark Wainwright","startTime":54.807,"endTime":54.897,"body":"I"},{"speaker":"Mark Wainwright","startTime":54.897,"endTime":55.087,"body":"know"},{"speaker":"Mark Wainwright","startTime":55.087,"endTime":55.417,"body":"now"},{"speaker":"Mark Wainwright","startTime":55.417,"endTime":55.607,"body":"that"},{"speaker":"Mark Wainwright","startTime":55.607,"endTime":55.767,"body":"we're"},{"speaker":"Mark Wainwright","startTime":55.787,"endTime":56.267,"body":"here"},{"speaker":"Mark Wainwright","startTime":56.617,"endTime":56.917,"body":"in"},{"speaker":"Mark Wainwright","startTime":56.917,"endTime":57.957,"body":"January."},{"speaker":"Mark Wainwright","startTime":58.277,"endTime":59.037,"body":"Hopefully"},{"speaker":"Mark Wainwright","startTime":59.557,"endTime":59.847,"body":"the"},{"speaker":"Mark Wainwright","startTime":59.867,"endTime":60.317,"body":"people"},{"speaker":"Mark Wainwright","startTime":60.317,"endTime":60.407,"body":"in"},{"speaker":"Mark Wainwright","startTime":60.407,"endTime":60.477,"body":"the"},{"speaker":"Mark Wainwright","startTime":60.477,"endTime":61.397,"body":"organizations"},{"speaker":"Mark Wainwright","startTime":61.407,"endTime":61.827,"body":"that,"},{"speaker":"Mark Wainwright","startTime":61.877,"endTime":62.497,"body":"listen"},{"speaker":"Mark Wainwright","startTime":62.527,"endTime":62.727,"body":"to"},{"speaker":"Mark Wainwright","startTime":62.737,"endTime":63.067,"body":"this"},{"speaker":"Mark Wainwright","startTime":63.097,"endTime":63.867,"body":"podcast"},{"speaker":"Mark Wainwright","startTime":63.877,"endTime":64.397,"body":"have,"},{"speaker":"Mark Wainwright","startTime":64.477,"endTime":65.237,"body":"paved"},{"speaker":"Mark Wainwright","startTime":65.647,"endTime":65.837,"body":"a"},{"speaker":"Mark Wainwright","startTime":65.837,"endTime":66.397,"body":"smooth"},{"speaker":"Mark Wainwright","startTime":66.447,"endTime":67.027,"body":"path"},{"speaker":"Mark Wainwright","startTime":67.817,"endTime":68.217,"body":"into"},{"speaker":"Mark Wainwright","startTime":68.217,"endTime":69.267,"body":"2025,"},{"speaker":"Mark Wainwright","startTime":69.307,"endTime":69.587,"body":"but"},{"speaker":"Mark Wainwright","startTime":69.617,"endTime":70.247,"body":"unfortunately"},{"speaker":"Mark Wainwright","startTime":70.257,"endTime":70.647,"body":"many"},{"speaker":"Mark Wainwright","startTime":71.157,"endTime":71.427,"body":"may"},{"speaker":"Mark Wainwright","startTime":71.427,"endTime":71.797,"body":"not"},{"speaker":"Mark Wainwright","startTime":71.797,"endTime":72.247,"body":"have."},{"speaker":"Mark Wainwright","startTime":72.247,"endTime":72.797,"body":"So"},{"speaker":"Mark Wainwright","startTime":73.427,"endTime":74.347,"body":"today"},{"speaker":"Mark Wainwright","startTime":74.717,"endTime":74.917,"body":"we're"},{"speaker":"Mark Wainwright","startTime":74.917,"endTime":75.027,"body":"going"},{"speaker":"Mark Wainwright","startTime":75.027,"endTime":75.097,"body":"to"},{"speaker":"Mark Wainwright","startTime":75.097,"endTime":75.587,"body":"talk"},{"speaker":"Mark Wainwright","startTime":75.667,"endTime":75.787,"body":"a"},{"speaker":"Mark Wainwright","startTime":75.787,"endTime":76.117,"body":"little"},{"speaker":"Mark Wainwright","startTime":76.147,"endTime":76.547,"body":"bit"},{"speaker":"Mark Wainwright","startTime":76.687,"endTime":77.217,"body":"about"},{"speaker":"Mark Wainwright","startTime":77.977,"endTime":78.167,"body":"now"},{"speaker":"Mark Wainwright","startTime":78.167,"endTime":78.317,"body":"that"},{"speaker":"Mark Wainwright","startTime":78.317,"endTime":78.487,"body":"it's"},{"speaker":"Mark Wainwright","startTime":78.497,"endTime":79.347,"body":"January."},{"speaker":"John Tyreman","startTime":79.797,"endTime":79.977,"body":"Oh"},{"speaker":"John Tyreman","startTime":79.977,"endTime":80.477,"body":"shit."},{"speaker":"John Tyreman","startTime":82.277,"endTime":82.417,"body":"We"},{"speaker":"John Tyreman","startTime":82.417,"endTime":82.557,"body":"should"},{"speaker":"John Tyreman","startTime":82.557,"endTime":82.657,"body":"have"},{"speaker":"John Tyreman","startTime":82.657,"endTime":82.817,"body":"done"},{"speaker":"John Tyreman","startTime":82.817,"endTime":82.977,"body":"that"},{"speaker":"John Tyreman","startTime":82.977,"endTime":83.247,"body":"last"},{"speaker":"John Tyreman","startTime":83.247,"endTime":83.567,"body":"month,"},{"speaker":"Mark Wainwright","startTime":84.762,"endTime":84.942,"body":"So"},{"speaker":"Mark Wainwright","startTime":84.942,"endTime":85.062,"body":"we're"},{"speaker":"Mark Wainwright","startTime":85.062,"endTime":85.152,"body":"going"},{"speaker":"Mark Wainwright","startTime":85.152,"endTime":85.222,"body":"to"},{"speaker":"Mark Wainwright","startTime":85.222,"endTime":85.522,"body":"talk"},{"speaker":"Mark Wainwright","startTime":85.552,"endTime":85.652,"body":"a"},{"speaker":"Mark Wainwright","startTime":85.652,"endTime":85.902,"body":"little"},{"speaker":"Mark Wainwright","startTime":85.902,"endTime":86.252,"body":"bit"},{"speaker":"Mark Wainwright","startTime":86.412,"endTime":86.872,"body":"about"},{"speaker":"Mark Wainwright","startTime":86.882,"endTime":87.242,"body":"that."},{"speaker":"Mark Wainwright","startTime":87.242,"endTime":87.432,"body":"So"},{"speaker":"Mark Wainwright","startTime":87.432,"endTime":87.702,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":87.852,"endTime":88.092,"body":"you're"},{"speaker":"Mark Wainwright","startTime":88.162,"endTime":88.982,"body":"planning"},{"speaker":"Mark Wainwright","startTime":89.292,"endTime":89.642,"body":"and"},{"speaker":"Mark Wainwright","startTime":89.652,"endTime":90.772,"body":"organizing"},{"speaker":"Mark Wainwright","startTime":91.172,"endTime":91.882,"body":"for"},{"speaker":"Mark Wainwright","startTime":92.142,"endTime":92.462,"body":"the"},{"speaker":"Mark Wainwright","startTime":92.472,"endTime":92.792,"body":"new"},{"speaker":"Mark Wainwright","startTime":92.802,"endTime":93.382,"body":"year"},{"speaker":"Mark Wainwright","startTime":94.632,"endTime":95.062,"body":"probably"},{"speaker":"Mark Wainwright","startTime":95.062,"endTime":95.212,"body":"should"},{"speaker":"Mark Wainwright","startTime":95.212,"endTime":95.342,"body":"have"},{"speaker":"Mark Wainwright","startTime":95.342,"endTime":95.642,"body":"started"},{"speaker":"Mark Wainwright","startTime":95.642,"endTime":95.682,"body":"a"},{"speaker":"Mark Wainwright","startTime":95.682,"endTime":95.912,"body":"little"},{"speaker":"Mark Wainwright","startTime":95.942,"endTime":96.422,"body":"earlier"},{"speaker":"Mark Wainwright","startTime":96.952,"endTime":97.512,"body":"So"},{"speaker":"Mark Wainwright","startTime":98.022,"endTime":98.172,"body":"we're"},{"speaker":"Mark Wainwright","startTime":98.172,"endTime":98.292,"body":"going"},{"speaker":"Mark Wainwright","startTime":98.292,"endTime":98.342,"body":"to"},{"speaker":"Mark Wainwright","startTime":98.342,"endTime":98.532,"body":"do,"},{"speaker":"Mark Wainwright","startTime":98.992,"endTime":99.272,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":99.312,"endTime":99.442,"body":"but"},{"speaker":"Mark Wainwright","startTime":99.442,"endTime":99.552,"body":"it's"},{"speaker":"Mark Wainwright","startTime":99.552,"endTime":99.882,"body":"okay."},{"speaker":"Mark Wainwright","startTime":99.922,"endTime":100.112,"body":"It's"},{"speaker":"Mark Wainwright","startTime":100.112,"endTime":100.152,"body":"a,"},{"speaker":"Mark Wainwright","startTime":100.152,"endTime":100.342,"body":"it's"},{"speaker":"Mark Wainwright","startTime":100.342,"endTime":100.452,"body":"all"},{"speaker":"Mark Wainwright","startTime":100.452,"endTime":100.522,"body":"gonna"},{"speaker":"Mark Wainwright","startTime":100.532,"endTime":100.712,"body":"work"},{"speaker":"Mark Wainwright","startTime":100.712,"endTime":100.872,"body":"out."},{"speaker":"Mark Wainwright","startTime":101.112,"endTime":101.422,"body":"So,"},{"speaker":"Mark Wainwright","startTime":101.512,"endTime":101.752,"body":"so"},{"speaker":"Mark Wainwright","startTime":101.972,"endTime":102.312,"body":"we'll,"},{"speaker":"Mark Wainwright","startTime":102.572,"endTime":102.852,"body":"that's,"},{"speaker":"Mark Wainwright","startTime":102.862,"endTime":103.082,"body":"what's"},{"speaker":"Mark Wainwright","startTime":103.082,"endTime":103.472,"body":"broken"},{"speaker":"Mark Wainwright","startTime":103.472,"endTime":103.742,"body":"about"},{"speaker":"Mark Wainwright","startTime":103.742,"endTime":104.092,"body":"business"},{"speaker":"Mark Wainwright","startTime":104.092,"endTime":104.532,"body":"development,"},{"speaker":"Mark Wainwright","startTime":104.542,"endTime":104.902,"body":"John,"},{"speaker":"Mark Wainwright","startTime":104.902,"endTime":105.102,"body":"is"},{"speaker":"Mark Wainwright","startTime":105.112,"endTime":105.242,"body":"that"},{"speaker":"Mark Wainwright","startTime":105.242,"endTime":105.652,"body":"everybody"},{"speaker":"Mark Wainwright","startTime":105.662,"endTime":105.952,"body":"thinks"},{"speaker":"Mark Wainwright","startTime":105.952,"endTime":106.162,"body":"that,"},{"speaker":"Mark Wainwright","startTime":106.252,"endTime":106.402,"body":"you"},{"speaker":"Mark Wainwright","startTime":106.402,"endTime":106.632,"body":"know,"},{"speaker":"Mark Wainwright","startTime":106.722,"endTime":106.832,"body":"all"},{"speaker":"Mark Wainwright","startTime":106.832,"endTime":107.192,"body":"right,"},{"speaker":"Mark Wainwright","startTime":107.262,"endTime":107.602,"body":"let's"},{"speaker":"Mark Wainwright","startTime":107.632,"endTime":107.842,"body":"get"},{"speaker":"Mark Wainwright","startTime":107.852,"endTime":108.182,"body":"going."},{"speaker":"Mark Wainwright","startTime":108.182,"endTime":108.352,"body":"It's"},{"speaker":"Mark Wainwright","startTime":108.352,"endTime":108.862,"body":"January."},{"speaker":"Mark Wainwright","startTime":108.862,"endTime":108.972,"body":"It's"},{"speaker":"Mark Wainwright","startTime":108.972,"endTime":109.112,"body":"like,"},{"speaker":"Mark Wainwright","startTime":109.112,"endTime":109.322,"body":"no,"},{"speaker":"Mark Wainwright","startTime":109.322,"endTime":109.722,"body":"wait,"},{"speaker":"Mark Wainwright","startTime":110.322,"endTime":110.482,"body":"you"},{"speaker":"Mark Wainwright","startTime":110.482,"endTime":110.642,"body":"should"},{"speaker":"Mark Wainwright","startTime":110.642,"endTime":110.732,"body":"have"},{"speaker":"Mark Wainwright","startTime":110.732,"endTime":110.872,"body":"done"},{"speaker":"Mark Wainwright","startTime":110.872,"endTime":110.992,"body":"it"},{"speaker":"Mark Wainwright","startTime":110.992,"endTime":111.232,"body":"months"},{"speaker":"Mark Wainwright","startTime":111.232,"endTime":111.652,"body":"ago."},{"speaker":"Mark Wainwright","startTime":111.682,"endTime":111.852,"body":"So"},{"speaker":"Mark Wainwright","startTime":111.852,"endTime":111.962,"body":"we're"},{"speaker":"Mark Wainwright","startTime":111.962,"endTime":112.052,"body":"going"},{"speaker":"Mark Wainwright","startTime":112.052,"endTime":112.102,"body":"to"},{"speaker":"Mark Wainwright","startTime":112.102,"endTime":112.252,"body":"talk"},{"speaker":"Mark Wainwright","startTime":112.262,"endTime":112.522,"body":"about"},{"speaker":"Mark Wainwright","startTime":112.522,"endTime":112.742,"body":"that."},{"speaker":"Mark Wainwright","startTime":112.762,"endTime":113.042,"body":"We're"},{"speaker":"Mark Wainwright","startTime":113.042,"endTime":113.182,"body":"going"},{"speaker":"Mark Wainwright","startTime":113.182,"endTime":113.402,"body":"to,"},{"speaker":"Mark Wainwright","startTime":113.502,"endTime":113.642,"body":"we're"},{"speaker":"Mark Wainwright","startTime":113.642,"endTime":113.742,"body":"going"},{"speaker":"Mark Wainwright","startTime":113.742,"endTime":113.802,"body":"to"},{"speaker":"Mark Wainwright","startTime":113.812,"endTime":114.002,"body":"break"},{"speaker":"Mark Wainwright","startTime":114.002,"endTime":114.172,"body":"down"},{"speaker":"Mark Wainwright","startTime":114.172,"endTime":114.232,"body":"and"},{"speaker":"Mark Wainwright","startTime":114.252,"endTime":114.452,"body":"beat"},{"speaker":"Mark Wainwright","startTime":114.452,"endTime":114.652,"body":"up"},{"speaker":"Mark Wainwright","startTime":114.912,"endTime":115.172,"body":"this"},{"speaker":"Mark Wainwright","startTime":115.172,"endTime":115.462,"body":"whole"},{"speaker":"Mark Wainwright","startTime":115.472,"endTime":115.712,"body":"sort"},{"speaker":"Mark Wainwright","startTime":115.712,"endTime":115.952,"body":"of,"},{"speaker":"Mark Wainwright","startTime":116.552,"endTime":116.862,"body":"what"},{"speaker":"Mark Wainwright","startTime":116.922,"endTime":117.292,"body":"should"},{"speaker":"Mark Wainwright","startTime":117.342,"endTime":117.752,"body":"you"},{"speaker":"Mark Wainwright","startTime":117.762,"endTime":118.232,"body":"have"},{"speaker":"Mark Wainwright","startTime":118.252,"endTime":118.942,"body":"done"},{"speaker":"Mark Wainwright","startTime":119.762,"endTime":119.902,"body":"to"},{"speaker":"Mark Wainwright","startTime":119.902,"endTime":120.112,"body":"get"},{"speaker":"Mark Wainwright","startTime":120.112,"endTime":120.682,"body":"ready"},{"speaker":"Mark Wainwright","startTime":120.682,"endTime":121.362,"body":"for"},{"speaker":"Mark Wainwright","startTime":121.592,"endTime":122.422,"body":"2025,"},{"speaker":"John Tyreman","startTime":122.927,"endTime":123.147,"body":"that's"},{"speaker":"John Tyreman","startTime":123.147,"endTime":123.427,"body":"right."},{"speaker":"John Tyreman","startTime":123.777,"endTime":123.967,"body":"And"},{"speaker":"John Tyreman","startTime":123.967,"endTime":124.157,"body":"we've"},{"speaker":"John Tyreman","startTime":124.157,"endTime":124.397,"body":"got"},{"speaker":"John Tyreman","startTime":124.397,"endTime":124.657,"body":"four"},{"speaker":"John Tyreman","startTime":124.657,"endTime":125.097,"body":"things"},{"speaker":"John Tyreman","startTime":125.127,"endTime":125.467,"body":"that"},{"speaker":"John Tyreman","startTime":125.477,"endTime":125.747,"body":"you"},{"speaker":"John Tyreman","startTime":126.027,"endTime":126.317,"body":"should"},{"speaker":"John Tyreman","startTime":126.317,"endTime":126.447,"body":"have"},{"speaker":"John Tyreman","startTime":126.447,"endTime":126.637,"body":"done"},{"speaker":"John Tyreman","startTime":126.637,"endTime":126.777,"body":"in"},{"speaker":"John Tyreman","startTime":126.777,"endTime":127.337,"body":"Q4,"},{"speaker":"John Tyreman","startTime":127.337,"endTime":127.447,"body":"but"},{"speaker":"John Tyreman","startTime":127.447,"endTime":127.637,"body":"maybe"},{"speaker":"John Tyreman","startTime":127.637,"endTime":127.737,"body":"you"},{"speaker":"John Tyreman","startTime":127.737,"endTime":128.347,"body":"forgot."},{"speaker":"John Tyreman","startTime":128.932,"endTime":129.142,"body":"But"},{"speaker":"John Tyreman","startTime":129.142,"endTime":129.612,"body":"before"},{"speaker":"John Tyreman","startTime":129.612,"endTime":129.812,"body":"we"},{"speaker":"John Tyreman","startTime":129.812,"endTime":130.142,"body":"get"},{"speaker":"John Tyreman","startTime":130.152,"endTime":130.782,"body":"to"},{"speaker":"John Tyreman","startTime":131.142,"endTime":131.442,"body":"those"},{"speaker":"John Tyreman","startTime":131.442,"endTime":131.752,"body":"four"},{"speaker":"John Tyreman","startTime":131.752,"endTime":132.152,"body":"things"},{"speaker":"John Tyreman","startTime":132.152,"endTime":132.262,"body":"and"},{"speaker":"John Tyreman","startTime":132.262,"endTime":132.382,"body":"what"},{"speaker":"John Tyreman","startTime":132.382,"endTime":132.472,"body":"you"},{"speaker":"John Tyreman","startTime":132.472,"endTime":132.602,"body":"should"},{"speaker":"John Tyreman","startTime":132.602,"endTime":132.742,"body":"have"},{"speaker":"John Tyreman","startTime":132.742,"endTime":133.112,"body":"done"},{"speaker":"John Tyreman","startTime":133.242,"endTime":133.632,"body":"last"},{"speaker":"John Tyreman","startTime":133.632,"endTime":134.152,"body":"quarter"},{"speaker":"John Tyreman","startTime":134.602,"endTime":134.692,"body":"I"},{"speaker":"John Tyreman","startTime":134.692,"endTime":134.942,"body":"think"},{"speaker":"John Tyreman","startTime":134.942,"endTime":135.082,"body":"it's"},{"speaker":"John Tyreman","startTime":135.082,"endTime":135.732,"body":"important."},{"speaker":"John Tyreman","startTime":135.982,"endTime":136.242,"body":"And"},{"speaker":"John Tyreman","startTime":136.242,"endTime":136.362,"body":"I"},{"speaker":"John Tyreman","startTime":136.412,"endTime":136.552,"body":"I've"},{"speaker":"John Tyreman","startTime":136.552,"endTime":136.872,"body":"mentioned"},{"speaker":"John Tyreman","startTime":136.872,"endTime":137.002,"body":"this"},{"speaker":"John Tyreman","startTime":137.002,"endTime":137.372,"body":"before,"},{"speaker":"John Tyreman","startTime":137.372,"endTime":137.582,"body":"Mark,"},{"speaker":"John Tyreman","startTime":137.582,"endTime":137.702,"body":"but"},{"speaker":"John Tyreman","startTime":137.702,"endTime":137.892,"body":"I'm"},{"speaker":"John Tyreman","startTime":137.892,"endTime":138.342,"body":"more"},{"speaker":"John Tyreman","startTime":138.402,"endTime":138.542,"body":"of"},{"speaker":"John Tyreman","startTime":138.542,"endTime":138.602,"body":"a"},{"speaker":"John Tyreman","startTime":138.602,"endTime":139.082,"body":"visual"},{"speaker":"John Tyreman","startTime":139.082,"endTime":139.422,"body":"learner."},{"speaker":"John Tyreman","startTime":139.422,"endTime":139.572,"body":"And"},{"speaker":"John Tyreman","startTime":139.572,"endTime":139.662,"body":"so"},{"speaker":"John Tyreman","startTime":139.662,"endTime":139.842,"body":"that's"},{"speaker":"John Tyreman","startTime":139.852,"endTime":140.042,"body":"why"},{"speaker":"John Tyreman","startTime":140.042,"endTime":140.172,"body":"it"},{"speaker":"John Tyreman","startTime":140.172,"endTime":140.372,"body":"was"},{"speaker":"John Tyreman","startTime":140.372,"endTime":140.622,"body":"really"},{"speaker":"John Tyreman","startTime":140.622,"endTime":141.002,"body":"helpful"},{"speaker":"John Tyreman","startTime":141.012,"endTime":141.222,"body":"for"},{"speaker":"John Tyreman","startTime":141.222,"endTime":141.392,"body":"to"},{"speaker":"John Tyreman","startTime":141.412,"endTime":141.562,"body":"kind"},{"speaker":"John Tyreman","startTime":141.562,"endTime":141.692,"body":"of"},{"speaker":"John Tyreman","startTime":141.882,"endTime":142.122,"body":"whip"},{"speaker":"John Tyreman","startTime":142.122,"endTime":142.512,"body":"together"},{"speaker":"John Tyreman","startTime":142.512,"endTime":142.712,"body":"this"},{"speaker":"John Tyreman","startTime":142.712,"endTime":143.262,"body":"graphic."},{"speaker":"John Tyreman","startTime":143.262,"endTime":143.362,"body":"And"},{"speaker":"John Tyreman","startTime":143.362,"endTime":143.512,"body":"if"},{"speaker":"John Tyreman","startTime":143.522,"endTime":143.822,"body":"you're"},{"speaker":"John Tyreman","startTime":144.012,"endTime":144.502,"body":"watching"},{"speaker":"John Tyreman","startTime":144.512,"endTime":144.882,"body":"on"},{"speaker":"John Tyreman","startTime":144.932,"endTime":145.692,"body":"YouTube,"},{"speaker":"John Tyreman","startTime":145.692,"endTime":145.812,"body":"I'll"},{"speaker":"John Tyreman","startTime":145.822,"endTime":146.282,"body":"overlay"},{"speaker":"John Tyreman","startTime":146.282,"endTime":146.352,"body":"it"},{"speaker":"John Tyreman","startTime":146.352,"endTime":146.452,"body":"on"},{"speaker":"John Tyreman","startTime":146.452,"endTime":146.552,"body":"the"},{"speaker":"John Tyreman","startTime":146.562,"endTime":147.032,"body":"screen"},{"speaker":"John Tyreman","startTime":147.042,"endTime":147.282,"body":"for"},{"speaker":"John Tyreman","startTime":147.282,"endTime":147.522,"body":"you."},{"speaker":"John Tyreman","startTime":147.886,"endTime":148.036,"body":"I"},{"speaker":"John Tyreman","startTime":148.036,"endTime":148.266,"body":"call"},{"speaker":"John Tyreman","startTime":148.266,"endTime":148.466,"body":"this"},{"speaker":"John Tyreman","startTime":148.466,"endTime":148.576,"body":"the"},{"speaker":"John Tyreman","startTime":148.576,"endTime":149.106,"body":"marketing"},{"speaker":"John Tyreman","startTime":149.106,"endTime":149.726,"body":"strategy"},{"speaker":"John Tyreman","startTime":149.766,"endTime":150.376,"body":"pyramid"},{"speaker":"John Tyreman","startTime":151.066,"endTime":151.666,"body":"and"},{"speaker":"John Tyreman","startTime":151.776,"endTime":151.886,"body":"I"},{"speaker":"John Tyreman","startTime":151.886,"endTime":152.186,"body":"liken"},{"speaker":"John Tyreman","startTime":152.186,"endTime":152.356,"body":"it"},{"speaker":"John Tyreman","startTime":152.356,"endTime":152.786,"body":"to"},{"speaker":"John Tyreman","startTime":152.876,"endTime":153.316,"body":"building"},{"speaker":"John Tyreman","startTime":153.316,"endTime":153.376,"body":"a"},{"speaker":"John Tyreman","startTime":153.376,"endTime":153.966,"body":"house,"},{"speaker":"John Tyreman","startTime":154.266,"endTime":154.396,"body":"right?"},{"speaker":"John Tyreman","startTime":154.396,"endTime":154.426,"body":"It's"},{"speaker":"John Tyreman","startTime":154.426,"endTime":154.466,"body":"like,"},{"speaker":"John Tyreman","startTime":154.526,"endTime":154.806,"body":"what"},{"speaker":"John Tyreman","startTime":154.806,"endTime":154.956,"body":"is"},{"speaker":"John Tyreman","startTime":154.956,"endTime":155.046,"body":"the"},{"speaker":"John Tyreman","startTime":155.046,"endTime":155.726,"body":"primary"},{"speaker":"John Tyreman","startTime":155.736,"endTime":156.376,"body":"function?"},{"speaker":"John Tyreman","startTime":156.816,"endTime":156.986,"body":"Of"},{"speaker":"John Tyreman","startTime":156.986,"endTime":157.046,"body":"a"},{"speaker":"John Tyreman","startTime":157.046,"endTime":157.406,"body":"house."},{"speaker":"John Tyreman","startTime":157.406,"endTime":157.566,"body":"What"},{"speaker":"John Tyreman","startTime":157.566,"endTime":157.686,"body":"is"},{"speaker":"John Tyreman","startTime":157.686,"endTime":157.876,"body":"its"},{"speaker":"John Tyreman","startTime":157.886,"endTime":158.676,"body":"primary"},{"speaker":"John Tyreman","startTime":158.686,"endTime":159.226,"body":"job?"},{"speaker":"Mark Wainwright","startTime":159.726,"endTime":160.016,"body":"uh,"},{"speaker":"Mark Wainwright","startTime":160.016,"endTime":160.386,"body":"It's"},{"speaker":"Mark Wainwright","startTime":160.396,"endTime":160.746,"body":"to,"},{"speaker":"Mark Wainwright","startTime":160.776,"endTime":161.056,"body":"it's"},{"speaker":"Mark Wainwright","startTime":161.056,"endTime":161.366,"body":"to,"},{"speaker":"Mark Wainwright","startTime":161.721,"endTime":161.821,"body":"You"},{"speaker":"Mark Wainwright","startTime":161.821,"endTime":161.911,"body":"know,"},{"speaker":"Mark Wainwright","startTime":161.921,"endTime":162.291,"body":"how's"},{"speaker":"Mark Wainwright","startTime":162.291,"endTime":162.671,"body":"your,"},{"speaker":"Mark Wainwright","startTime":163.191,"endTime":163.391,"body":"how's"},{"speaker":"Mark Wainwright","startTime":163.391,"endTime":163.781,"body":"yourself"},{"speaker":"Mark Wainwright","startTime":163.781,"endTime":163.931,"body":"and"},{"speaker":"Mark Wainwright","startTime":163.931,"endTime":164.081,"body":"your,"},{"speaker":"John Tyreman","startTime":164.541,"endTime":164.911,"body":"right?"},{"speaker":"John Tyreman","startTime":165.281,"endTime":165.781,"body":"Shelter."},{"speaker":"John Tyreman","startTime":165.981,"endTime":166.191,"body":"And"},{"speaker":"John Tyreman","startTime":166.191,"endTime":166.301,"body":"the"},{"speaker":"John Tyreman","startTime":166.301,"endTime":166.711,"body":"roof"},{"speaker":"John Tyreman","startTime":166.711,"endTime":166.871,"body":"is"},{"speaker":"John Tyreman","startTime":166.871,"endTime":166.971,"body":"the"},{"speaker":"John Tyreman","startTime":166.971,"endTime":167.221,"body":"most"},{"speaker":"John Tyreman","startTime":167.221,"endTime":167.621,"body":"important"},{"speaker":"John Tyreman","startTime":167.621,"endTime":167.871,"body":"part"},{"speaker":"John Tyreman","startTime":167.871,"endTime":167.971,"body":"to"},{"speaker":"John Tyreman","startTime":167.971,"endTime":168.491,"body":"providing"},{"speaker":"John Tyreman","startTime":168.491,"endTime":168.971,"body":"shelter,"},{"speaker":"John Tyreman","startTime":169.281,"endTime":169.591,"body":"but"},{"speaker":"John Tyreman","startTime":169.601,"endTime":169.741,"body":"you"},{"speaker":"John Tyreman","startTime":169.741,"endTime":170.021,"body":"don't"},{"speaker":"John Tyreman","startTime":170.031,"endTime":170.421,"body":"build"},{"speaker":"John Tyreman","startTime":170.421,"endTime":170.491,"body":"a"},{"speaker":"John Tyreman","startTime":170.491,"endTime":170.841,"body":"house"},{"speaker":"John Tyreman","startTime":170.841,"endTime":171.041,"body":"from"},{"speaker":"John Tyreman","startTime":171.041,"endTime":171.171,"body":"the"},{"speaker":"John Tyreman","startTime":171.191,"endTime":171.511,"body":"top"},{"speaker":"John Tyreman","startTime":171.521,"endTime":172.031,"body":"down."},{"speaker":"John Tyreman","startTime":172.581,"endTime":172.741,"body":"You"},{"speaker":"John Tyreman","startTime":172.741,"endTime":172.981,"body":"build"},{"speaker":"John Tyreman","startTime":172.981,"endTime":173.091,"body":"it"},{"speaker":"John Tyreman","startTime":173.091,"endTime":173.281,"body":"from"},{"speaker":"John Tyreman","startTime":173.281,"endTime":173.381,"body":"the"},{"speaker":"John Tyreman","startTime":173.381,"endTime":174.341,"body":"foundation"},{"speaker":"John Tyreman","startTime":174.571,"endTime":174.931,"body":"up."},{"speaker":"Mark Wainwright","startTime":175.411,"endTime":175.501,"body":"I"},{"speaker":"Mark Wainwright","startTime":175.511,"endTime":175.731,"body":"like"},{"speaker":"Mark Wainwright","startTime":175.731,"endTime":176.011,"body":"this."},{"speaker":"Mark Wainwright","startTime":176.041,"endTime":176.141,"body":"I"},{"speaker":"Mark Wainwright","startTime":176.141,"endTime":176.331,"body":"like"},{"speaker":"Mark Wainwright","startTime":176.331,"endTime":176.381,"body":"where"},{"speaker":"Mark Wainwright","startTime":176.381,"endTime":176.521,"body":"you're"},{"speaker":"Mark Wainwright","startTime":176.521,"endTime":176.731,"body":"going"},{"speaker":"Mark Wainwright","startTime":176.731,"endTime":176.861,"body":"with"},{"speaker":"Mark Wainwright","startTime":176.861,"endTime":177.151,"body":"this."},{"speaker":"Mark Wainwright","startTime":177.261,"endTime":177.471,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":177.521,"endTime":177.651,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":177.851,"endTime":178.191,"body":"seeing"},{"speaker":"Mark Wainwright","startTime":178.191,"endTime":178.371,"body":"it."},{"speaker":"Mark Wainwright","startTime":178.461,"endTime":178.631,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":178.631,"endTime":178.911,"body":"seeing"},{"speaker":"Mark Wainwright","startTime":178.911,"endTime":179.041,"body":"it"},{"speaker":"Mark Wainwright","startTime":179.041,"endTime":179.241,"body":"right"},{"speaker":"Mark Wainwright","startTime":179.241,"endTime":179.551,"body":"here."},{"speaker":"John Tyreman","startTime":179.671,"endTime":179.801,"body":"You"},{"speaker":"John Tyreman","startTime":179.801,"endTime":180.181,"body":"tracking"},{"speaker":"John Tyreman","startTime":180.181,"endTime":180.341,"body":"with"},{"speaker":"John Tyreman","startTime":180.341,"endTime":180.601,"body":"me?"},{"speaker":"Mark Wainwright","startTime":180.781,"endTime":180.901,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":180.901,"endTime":181.321,"body":"tracking."},{"speaker":"John Tyreman","startTime":181.891,"endTime":182.311,"body":"So,"},{"speaker":"John Tyreman","startTime":182.331,"endTime":182.561,"body":"this"},{"speaker":"John Tyreman","startTime":182.561,"endTime":183.001,"body":"marketing"},{"speaker":"John Tyreman","startTime":183.001,"endTime":183.501,"body":"strategy"},{"speaker":"John Tyreman","startTime":183.501,"endTime":184.121,"body":"pyramid,"},{"speaker":"John Tyreman","startTime":184.321,"endTime":184.451,"body":"the"},{"speaker":"John Tyreman","startTime":184.451,"endTime":185.461,"body":"foundation"},{"speaker":"John Tyreman","startTime":185.741,"endTime":185.961,"body":"in"},{"speaker":"John Tyreman","startTime":185.961,"endTime":186.241,"body":"which"},{"speaker":"John Tyreman","startTime":186.251,"endTime":186.381,"body":"you"},{"speaker":"John Tyreman","startTime":186.441,"endTime":186.741,"body":"should"},{"speaker":"John Tyreman","startTime":186.741,"endTime":187.151,"body":"approach"},{"speaker":"John Tyreman","startTime":187.151,"endTime":187.261,"body":"your"},{"speaker":"John Tyreman","startTime":187.261,"endTime":187.821,"body":"strategy"},{"speaker":"John Tyreman","startTime":187.831,"endTime":188.011,"body":"should"},{"speaker":"John Tyreman","startTime":188.011,"endTime":188.431,"body":"always"},{"speaker":"John Tyreman","startTime":188.431,"endTime":188.581,"body":"be"},{"speaker":"John Tyreman","startTime":188.581,"endTime":189.041,"body":"customer"},{"speaker":"John Tyreman","startTime":189.041,"endTime":189.451,"body":"centric."},{"speaker":"John Tyreman","startTime":189.461,"endTime":189.691,"body":"Should"},{"speaker":"John Tyreman","startTime":189.691,"endTime":190.171,"body":"always"},{"speaker":"John Tyreman","startTime":190.181,"endTime":190.631,"body":"start"},{"speaker":"John Tyreman","startTime":190.661,"endTime":191.031,"body":"with"},{"speaker":"John Tyreman","startTime":191.101,"endTime":191.271,"body":"the"},{"speaker":"John Tyreman","startTime":191.271,"endTime":191.981,"body":"customers"},{"speaker":"John Tyreman","startTime":192.021,"endTime":192.391,"body":"and"},{"speaker":"John Tyreman","startTime":192.401,"endTime":192.681,"body":"what's"},{"speaker":"John Tyreman","startTime":192.691,"endTime":193.181,"body":"happening"},{"speaker":"John Tyreman","startTime":193.181,"endTime":193.261,"body":"in"},{"speaker":"John Tyreman","startTime":193.261,"endTime":193.391,"body":"the"},{"speaker":"John Tyreman","startTime":193.431,"endTime":194.091,"body":"external"},{"speaker":"John Tyreman","startTime":194.091,"endTime":194.831,"body":"environment."},{"speaker":"John Tyreman","startTime":195.226,"endTime":195.406,"body":"Of"},{"speaker":"John Tyreman","startTime":195.406,"endTime":195.486,"body":"the"},{"speaker":"John Tyreman","startTime":195.486,"endTime":195.876,"body":"market"},{"speaker":"John Tyreman","startTime":195.876,"endTime":195.996,"body":"that"},{"speaker":"John Tyreman","startTime":195.996,"endTime":196.146,"body":"you're"},{"speaker":"John Tyreman","startTime":196.146,"endTime":196.666,"body":"serving."},{"speaker":"John Tyreman","startTime":197.126,"endTime":197.356,"body":"And"},{"speaker":"John Tyreman","startTime":197.356,"endTime":197.706,"body":"so"},{"speaker":"John Tyreman","startTime":198.076,"endTime":198.426,"body":"that's,"},{"speaker":"John Tyreman","startTime":198.636,"endTime":198.906,"body":"first"},{"speaker":"John Tyreman","startTime":198.906,"endTime":199.016,"body":"of"},{"speaker":"John Tyreman","startTime":199.016,"endTime":199.116,"body":"all,"},{"speaker":"John Tyreman","startTime":199.116,"endTime":199.216,"body":"that's"},{"speaker":"John Tyreman","startTime":199.236,"endTime":199.496,"body":"why"},{"speaker":"John Tyreman","startTime":199.496,"endTime":199.686,"body":"it's"},{"speaker":"John Tyreman","startTime":199.696,"endTime":199.936,"body":"so"},{"speaker":"John Tyreman","startTime":199.936,"endTime":200.476,"body":"important"},{"speaker":"John Tyreman","startTime":200.486,"endTime":200.596,"body":"to"},{"speaker":"John Tyreman","startTime":200.596,"endTime":201.066,"body":"have"},{"speaker":"John Tyreman","startTime":201.096,"endTime":201.196,"body":"a"},{"speaker":"John Tyreman","startTime":201.196,"endTime":201.686,"body":"clearly"},{"speaker":"John Tyreman","startTime":201.686,"endTime":202.176,"body":"defined"},{"speaker":"John Tyreman","startTime":202.176,"endTime":202.506,"body":"ideal"},{"speaker":"John Tyreman","startTime":202.506,"endTime":202.856,"body":"client"},{"speaker":"John Tyreman","startTime":202.856,"endTime":203.446,"body":"profile."},{"speaker":"John Tyreman","startTime":203.446,"endTime":203.556,"body":"So,"},{"speaker":"John Tyreman","startTime":203.556,"endTime":203.646,"body":"you"},{"speaker":"John Tyreman","startTime":203.686,"endTime":203.826,"body":"know,"},{"speaker":"John Tyreman","startTime":203.826,"endTime":204.536,"body":"exactly."},{"speaker":"John Tyreman","startTime":205.146,"endTime":205.356,"body":"Who"},{"speaker":"John Tyreman","startTime":205.356,"endTime":205.506,"body":"your"},{"speaker":"John Tyreman","startTime":205.506,"endTime":205.916,"body":"clients"},{"speaker":"John Tyreman","startTime":205.916,"endTime":206.126,"body":"are,"},{"speaker":"John Tyreman","startTime":206.126,"endTime":206.326,"body":"what"},{"speaker":"John Tyreman","startTime":206.326,"endTime":206.466,"body":"they"},{"speaker":"John Tyreman","startTime":206.466,"endTime":206.696,"body":"look"},{"speaker":"John Tyreman","startTime":206.696,"endTime":207.106,"body":"like."},{"speaker":"John Tyreman","startTime":207.446,"endTime":207.606,"body":"And"},{"speaker":"John Tyreman","startTime":207.606,"endTime":207.706,"body":"so"},{"speaker":"John Tyreman","startTime":207.706,"endTime":207.916,"body":"that's"},{"speaker":"John Tyreman","startTime":207.916,"endTime":208.136,"body":"that"},{"speaker":"John Tyreman","startTime":208.136,"endTime":208.826,"body":"foundational"},{"speaker":"John Tyreman","startTime":208.826,"endTime":209.146,"body":"layer"},{"speaker":"John Tyreman","startTime":209.146,"endTime":209.146,"body":"of"},{"speaker":"John Tyreman","startTime":209.146,"endTime":209.256,"body":"the"},{"speaker":"John Tyreman","startTime":209.256,"endTime":209.776,"body":"pyramid."},{"speaker":"John Tyreman","startTime":209.796,"endTime":209.906,"body":"Now"},{"speaker":"John Tyreman","startTime":209.906,"endTime":210.156,"body":"there's"},{"speaker":"John Tyreman","startTime":210.166,"endTime":210.516,"body":"three"},{"speaker":"John Tyreman","startTime":210.516,"endTime":210.826,"body":"here"},{"speaker":"John Tyreman","startTime":210.836,"endTime":211.096,"body":"that,"},{"speaker":"John Tyreman","startTime":211.316,"endTime":211.526,"body":"so"},{"speaker":"John Tyreman","startTime":211.526,"endTime":211.726,"body":"that's"},{"speaker":"John Tyreman","startTime":211.726,"endTime":211.826,"body":"the"},{"speaker":"John Tyreman","startTime":211.826,"endTime":212.386,"body":"foundational"},{"speaker":"John Tyreman","startTime":212.386,"endTime":212.736,"body":"layer."},{"speaker":"John Tyreman","startTime":213.816,"endTime":214.016,"body":"The"},{"speaker":"John Tyreman","startTime":214.016,"endTime":214.436,"body":"second"},{"speaker":"John Tyreman","startTime":214.446,"endTime":214.946,"body":"layer,"},{"speaker":"John Tyreman","startTime":214.976,"endTime":215.246,"body":"once"},{"speaker":"John Tyreman","startTime":215.246,"endTime":215.336,"body":"you"},{"speaker":"John Tyreman","startTime":215.336,"endTime":215.856,"body":"understand"},{"speaker":"John Tyreman","startTime":215.856,"endTime":215.966,"body":"your"},{"speaker":"John Tyreman","startTime":215.966,"endTime":216.476,"body":"customers,"},{"speaker":"John Tyreman","startTime":216.476,"endTime":216.676,"body":"once"},{"speaker":"John Tyreman","startTime":216.676,"endTime":216.776,"body":"you"},{"speaker":"John Tyreman","startTime":216.776,"endTime":217.446,"body":"understand"},{"speaker":"John Tyreman","startTime":217.446,"endTime":217.686,"body":"what's"},{"speaker":"John Tyreman","startTime":217.686,"endTime":218.476,"body":"changed,"},{"speaker":"John Tyreman","startTime":218.516,"endTime":218.886,"body":"maybe"},{"speaker":"John Tyreman","startTime":218.886,"endTime":219.176,"body":"within"},{"speaker":"John Tyreman","startTime":219.176,"endTime":219.276,"body":"the"},{"speaker":"John Tyreman","startTime":219.276,"endTime":219.666,"body":"last"},{"speaker":"John Tyreman","startTime":219.666,"endTime":220.116,"body":"year,"},{"speaker":"John Tyreman","startTime":221.096,"endTime":221.616,"body":"what"},{"speaker":"John Tyreman","startTime":221.616,"endTime":221.686,"body":"are"},{"speaker":"John Tyreman","startTime":221.686,"endTime":221.836,"body":"their"},{"speaker":"John Tyreman","startTime":221.836,"endTime":222.616,"body":"alternatives,"},{"speaker":"John Tyreman","startTime":222.696,"endTime":223.136,"body":"right?"},{"speaker":"John Tyreman","startTime":223.636,"endTime":223.996,"body":"What"},{"speaker":"John Tyreman","startTime":223.996,"endTime":224.086,"body":"are"},{"speaker":"John Tyreman","startTime":224.086,"endTime":224.266,"body":"the,"},{"speaker":"John Tyreman","startTime":224.306,"endTime":224.516,"body":"who"},{"speaker":"John Tyreman","startTime":224.516,"endTime":224.586,"body":"are"},{"speaker":"John Tyreman","startTime":224.586,"endTime":224.666,"body":"the"},{"speaker":"John Tyreman","startTime":224.666,"endTime":225.236,"body":"competitors"},{"speaker":"John Tyreman","startTime":225.236,"endTime":225.316,"body":"in"},{"speaker":"John Tyreman","startTime":225.316,"endTime":225.416,"body":"the"},{"speaker":"John Tyreman","startTime":225.416,"endTime":225.986,"body":"space?"},{"speaker":"John Tyreman","startTime":226.076,"endTime":226.426,"body":"Maybe"},{"speaker":"John Tyreman","startTime":226.426,"endTime":226.746,"body":"there"},{"speaker":"John Tyreman","startTime":226.756,"endTime":227.246,"body":"is"},{"speaker":"John Tyreman","startTime":227.306,"endTime":227.606,"body":"a"},{"speaker":"John Tyreman","startTime":227.616,"endTime":228.256,"body":"solution"},{"speaker":"John Tyreman","startTime":228.256,"endTime":228.366,"body":"that"},{"speaker":"John Tyreman","startTime":228.366,"endTime":228.446,"body":"the"},{"speaker":"John Tyreman","startTime":228.446,"endTime":228.906,"body":"client"},{"speaker":"John Tyreman","startTime":228.916,"endTime":229.376,"body":"could"},{"speaker":"John Tyreman","startTime":229.466,"endTime":229.776,"body":"figure"},{"speaker":"John Tyreman","startTime":229.776,"endTime":229.956,"body":"out"},{"speaker":"John Tyreman","startTime":229.956,"endTime":230.566,"body":"internally."},{"speaker":"John Tyreman","startTime":231.716,"endTime":231.906,"body":"So"},{"speaker":"John Tyreman","startTime":231.906,"endTime":232.106,"body":"what"},{"speaker":"John Tyreman","startTime":232.106,"endTime":232.176,"body":"are"},{"speaker":"John Tyreman","startTime":232.176,"endTime":232.396,"body":"those"},{"speaker":"John Tyreman","startTime":232.406,"endTime":233.126,"body":"alternatives"},{"speaker":"John Tyreman","startTime":233.126,"endTime":233.276,"body":"and"},{"speaker":"John Tyreman","startTime":233.276,"endTime":233.666,"body":"how"},{"speaker":"John Tyreman","startTime":233.696,"endTime":233.866,"body":"does"},{"speaker":"John Tyreman","startTime":233.866,"endTime":234.056,"body":"that"},{"speaker":"John Tyreman","startTime":234.066,"endTime":234.516,"body":"impact"},{"speaker":"John Tyreman","startTime":234.516,"endTime":234.676,"body":"your"},{"speaker":"John Tyreman","startTime":234.676,"endTime":235.106,"body":"decision"},{"speaker":"John Tyreman","startTime":235.106,"endTime":235.456,"body":"making,"},{"speaker":"John Tyreman","startTime":235.456,"endTime":235.876,"body":"your"},{"speaker":"John Tyreman","startTime":235.896,"endTime":236.666,"body":"strategy,"},{"speaker":"John Tyreman","startTime":236.666,"endTime":236.896,"body":"your"},{"speaker":"John Tyreman","startTime":236.946,"endTime":237.536,"body":"planning?"},{"speaker":"John Tyreman","startTime":238.176,"endTime":238.356,"body":"And"},{"speaker":"John Tyreman","startTime":238.356,"endTime":238.556,"body":"then"},{"speaker":"John Tyreman","startTime":238.566,"endTime":238.956,"body":"once"},{"speaker":"John Tyreman","startTime":238.956,"endTime":239.106,"body":"you've"},{"speaker":"John Tyreman","startTime":239.106,"endTime":239.976,"body":"identified"},{"speaker":"John Tyreman","startTime":240.026,"endTime":240.326,"body":"all"},{"speaker":"John Tyreman","startTime":240.326,"endTime":240.426,"body":"of"},{"speaker":"John Tyreman","startTime":240.426,"endTime":240.656,"body":"those"},{"speaker":"John Tyreman","startTime":240.666,"endTime":241.116,"body":"external"},{"speaker":"John Tyreman","startTime":241.116,"endTime":241.716,"body":"factors,"},{"speaker":"John Tyreman","startTime":241.856,"endTime":242.316,"body":"then"},{"speaker":"John Tyreman","startTime":242.326,"endTime":242.506,"body":"you"},{"speaker":"John Tyreman","startTime":242.506,"endTime":242.696,"body":"can"},{"speaker":"John Tyreman","startTime":242.696,"endTime":243.186,"body":"approach,"},{"speaker":"John Tyreman","startTime":243.186,"endTime":243.496,"body":"okay,"},{"speaker":"John Tyreman","startTime":243.776,"endTime":243.976,"body":"what"},{"speaker":"John Tyreman","startTime":243.976,"endTime":244.116,"body":"do"},{"speaker":"John Tyreman","startTime":244.116,"endTime":244.236,"body":"I"},{"speaker":"John Tyreman","startTime":244.236,"endTime":244.386,"body":"need"},{"speaker":"John Tyreman","startTime":244.386,"endTime":244.456,"body":"to"},{"speaker":"John Tyreman","startTime":244.456,"endTime":244.986,"body":"change?"},{"speaker":"John Tyreman","startTime":245.076,"endTime":245.216,"body":"What"},{"speaker":"John Tyreman","startTime":245.216,"endTime":245.296,"body":"do"},{"speaker":"John Tyreman","startTime":245.296,"endTime":245.366,"body":"I"},{"speaker":"John Tyreman","startTime":245.366,"endTime":245.516,"body":"need"},{"speaker":"John Tyreman","startTime":245.516,"endTime":245.586,"body":"to"},{"speaker":"John Tyreman","startTime":245.586,"endTime":245.876,"body":"change"},{"speaker":"John Tyreman","startTime":245.876,"endTime":246.036,"body":"with"},{"speaker":"John Tyreman","startTime":246.036,"endTime":246.276,"body":"my"},{"speaker":"John Tyreman","startTime":246.286,"endTime":246.866,"body":"business"},{"speaker":"John Tyreman","startTime":246.876,"endTime":247.046,"body":"in"},{"speaker":"John Tyreman","startTime":247.046,"endTime":247.336,"body":"order"},{"speaker":"John Tyreman","startTime":247.336,"endTime":247.796,"body":"to"},{"speaker":"John Tyreman","startTime":247.946,"endTime":248.326,"body":"best"},{"speaker":"John Tyreman","startTime":248.326,"endTime":248.876,"body":"serve"},{"speaker":"John Tyreman","startTime":249.096,"endTime":249.386,"body":"how"},{"speaker":"John Tyreman","startTime":249.386,"endTime":249.516,"body":"the"},{"speaker":"John Tyreman","startTime":249.526,"endTime":250.066,"body":"market"},{"speaker":"John Tyreman","startTime":250.186,"endTime":250.426,"body":"is"},{"speaker":"John Tyreman","startTime":250.556,"endTime":251.136,"body":"reacting?"},{"speaker":"John Tyreman","startTime":251.136,"endTime":251.251,"body":"And"},{"speaker":"John Tyreman","startTime":251.251,"endTime":251.346,"body":"so"},{"speaker":"John Tyreman","startTime":251.346,"endTime":251.546,"body":"that's"},{"speaker":"John Tyreman","startTime":251.546,"endTime":251.786,"body":"that"},{"speaker":"John Tyreman","startTime":251.786,"endTime":252.166,"body":"top"},{"speaker":"John Tyreman","startTime":252.316,"endTime":252.616,"body":"point"},{"speaker":"John Tyreman","startTime":252.646,"endTime":252.776,"body":"in"},{"speaker":"John Tyreman","startTime":252.776,"endTime":252.856,"body":"the"},{"speaker":"John Tyreman","startTime":252.856,"endTime":253.266,"body":"pyramid"},{"speaker":"John Tyreman","startTime":253.266,"endTime":253.386,"body":"is"},{"speaker":"John Tyreman","startTime":253.386,"endTime":253.486,"body":"your"},{"speaker":"John Tyreman","startTime":253.486,"endTime":254.006,"body":"business."},{"speaker":"Mark Wainwright","startTime":254.261,"endTime":254.551,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":254.631,"endTime":254.831,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":254.831,"endTime":255.091,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":255.141,"endTime":255.441,"body":"I,"},{"speaker":"Mark Wainwright","startTime":255.511,"endTime":255.801,"body":"I,"},{"speaker":"Mark Wainwright","startTime":256.331,"endTime":256.481,"body":"I"},{"speaker":"Mark Wainwright","startTime":256.491,"endTime":256.741,"body":"see"},{"speaker":"Mark Wainwright","startTime":256.741,"endTime":256.941,"body":"this."},{"speaker":"Mark Wainwright","startTime":256.941,"endTime":257.291,"body":"So"},{"speaker":"Mark Wainwright","startTime":257.361,"endTime":257.511,"body":"the"},{"speaker":"Mark Wainwright","startTime":257.511,"endTime":257.861,"body":"top"},{"speaker":"Mark Wainwright","startTime":257.881,"endTime":258.281,"body":"part"},{"speaker":"Mark Wainwright","startTime":258.361,"endTime":258.731,"body":"is"},{"speaker":"Mark Wainwright","startTime":258.771,"endTime":259.491,"body":"important,"},{"speaker":"Mark Wainwright","startTime":259.671,"endTime":259.921,"body":"right?"},{"speaker":"Mark Wainwright","startTime":259.931,"endTime":260.331,"body":"Looking"},{"speaker":"Mark Wainwright","startTime":260.561,"endTime":260.841,"body":"at"},{"speaker":"Mark Wainwright","startTime":260.871,"endTime":261.391,"body":"your"},{"speaker":"Mark Wainwright","startTime":261.631,"endTime":262.231,"body":"business,"},{"speaker":"Mark Wainwright","startTime":262.761,"endTime":263.441,"body":"but"},{"speaker":"Mark Wainwright","startTime":264.061,"endTime":264.291,"body":"in"},{"speaker":"Mark Wainwright","startTime":264.291,"endTime":264.501,"body":"our"},{"speaker":"Mark Wainwright","startTime":264.501,"endTime":265.321,"body":"conversation"},{"speaker":"Mark Wainwright","startTime":265.321,"endTime":265.561,"body":"leading"},{"speaker":"Mark Wainwright","startTime":265.561,"endTime":265.721,"body":"up"},{"speaker":"Mark Wainwright","startTime":265.721,"endTime":266.131,"body":"to"},{"speaker":"Mark Wainwright","startTime":266.131,"endTime":266.401,"body":"this."},{"speaker":"Mark Wainwright","startTime":267.021,"endTime":267.431,"body":"That"},{"speaker":"Mark Wainwright","startTime":267.431,"endTime":267.631,"body":"I"},{"speaker":"Mark Wainwright","startTime":267.641,"endTime":268.221,"body":"think"},{"speaker":"Mark Wainwright","startTime":268.361,"endTime":268.651,"body":"is"},{"speaker":"Mark Wainwright","startTime":268.651,"endTime":268.921,"body":"what"},{"speaker":"Mark Wainwright","startTime":268.921,"endTime":268.981,"body":"a"},{"speaker":"Mark Wainwright","startTime":268.981,"endTime":269.231,"body":"lot"},{"speaker":"Mark Wainwright","startTime":269.231,"endTime":269.331,"body":"of"},{"speaker":"Mark Wainwright","startTime":269.331,"endTime":269.601,"body":"firms"},{"speaker":"Mark Wainwright","startTime":269.601,"endTime":270.061,"body":"immediately"},{"speaker":"Mark Wainwright","startTime":270.061,"endTime":270.661,"body":"default"},{"speaker":"Mark Wainwright","startTime":270.671,"endTime":271.101,"body":"to"},{"speaker":"Mark Wainwright","startTime":271.971,"endTime":272.621,"body":"rather"},{"speaker":"Mark Wainwright","startTime":272.621,"endTime":272.911,"body":"than"},{"speaker":"Mark Wainwright","startTime":272.921,"endTime":273.261,"body":"taking"},{"speaker":"Mark Wainwright","startTime":273.261,"endTime":273.441,"body":"that"},{"speaker":"Mark Wainwright","startTime":273.441,"endTime":273.731,"body":"very"},{"speaker":"Mark Wainwright","startTime":273.741,"endTime":273.971,"body":"first"},{"speaker":"Mark Wainwright","startTime":273.971,"endTime":274.241,"body":"step"},{"speaker":"Mark Wainwright","startTime":274.241,"endTime":274.371,"body":"that"},{"speaker":"Mark Wainwright","startTime":274.371,"endTime":274.511,"body":"you"},{"speaker":"Mark Wainwright","startTime":274.511,"endTime":274.721,"body":"just"},{"speaker":"Mark Wainwright","startTime":274.721,"endTime":275.041,"body":"mentioned"},{"speaker":"Mark Wainwright","startTime":275.041,"endTime":275.201,"body":"right"},{"speaker":"Mark Wainwright","startTime":275.201,"endTime":275.391,"body":"there"},{"speaker":"Mark Wainwright","startTime":275.391,"endTime":275.511,"body":"is"},{"speaker":"Mark Wainwright","startTime":275.511,"endTime":275.651,"body":"that"},{"speaker":"Mark Wainwright","startTime":275.651,"endTime":275.941,"body":"building"},{"speaker":"Mark Wainwright","startTime":275.941,"endTime":276.071,"body":"the"},{"speaker":"Mark Wainwright","startTime":276.071,"endTime":276.631,"body":"foundation"},{"speaker":"Mark Wainwright","startTime":276.811,"endTime":277.141,"body":"and"},{"speaker":"Mark Wainwright","startTime":277.511,"endTime":277.641,"body":"we're"},{"speaker":"Mark Wainwright","startTime":277.641,"endTime":277.741,"body":"going"},{"speaker":"Mark Wainwright","startTime":277.741,"endTime":277.861,"body":"to"},{"speaker":"Mark Wainwright","startTime":278.791,"endTime":279.141,"body":"focus"},{"speaker":"Mark Wainwright","startTime":279.141,"endTime":279.271,"body":"on"},{"speaker":"Mark Wainwright","startTime":279.271,"endTime":279.531,"body":"that"},{"speaker":"John Tyreman","startTime":280.076,"endTime":280.426,"body":"Yeah."},{"speaker":"John Tyreman","startTime":280.816,"endTime":281.076,"body":"Yeah."},{"speaker":"John Tyreman","startTime":281.076,"endTime":281.236,"body":"So"},{"speaker":"John Tyreman","startTime":281.236,"endTime":281.586,"body":"let's,"},{"speaker":"John Tyreman","startTime":282.686,"endTime":282.866,"body":"you"},{"speaker":"John Tyreman","startTime":282.866,"endTime":283.016,"body":"know,"},{"speaker":"John Tyreman","startTime":283.046,"endTime":283.466,"body":"given"},{"speaker":"John Tyreman","startTime":283.466,"endTime":283.706,"body":"that,"},{"speaker":"John Tyreman","startTime":283.706,"endTime":283.806,"body":"and"},{"speaker":"John Tyreman","startTime":283.806,"endTime":284.006,"body":"with"},{"speaker":"John Tyreman","startTime":284.036,"endTime":284.706,"body":"using"},{"speaker":"John Tyreman","startTime":284.706,"endTime":284.886,"body":"that"},{"speaker":"John Tyreman","startTime":284.886,"endTime":285.026,"body":"as"},{"speaker":"John Tyreman","startTime":285.026,"endTime":285.166,"body":"a"},{"speaker":"John Tyreman","startTime":285.196,"endTime":285.326,"body":"kind"},{"speaker":"John Tyreman","startTime":285.326,"endTime":285.406,"body":"of"},{"speaker":"John Tyreman","startTime":285.406,"endTime":285.466,"body":"a"},{"speaker":"John Tyreman","startTime":285.466,"endTime":286.036,"body":"context"},{"speaker":"John Tyreman","startTime":286.036,"endTime":286.146,"body":"for"},{"speaker":"John Tyreman","startTime":286.146,"endTime":286.316,"body":"this"},{"speaker":"John Tyreman","startTime":286.316,"endTime":287.186,"body":"conversation."},{"speaker":"John Tyreman","startTime":287.621,"endTime":287.881,"body":"We've"},{"speaker":"John Tyreman","startTime":287.891,"endTime":288.541,"body":"organized"},{"speaker":"John Tyreman","startTime":288.551,"endTime":288.831,"body":"these"},{"speaker":"John Tyreman","startTime":288.841,"endTime":289.191,"body":"four"},{"speaker":"John Tyreman","startTime":289.191,"endTime":289.731,"body":"things"},{"speaker":"John Tyreman","startTime":289.731,"endTime":290.121,"body":"that"},{"speaker":"John Tyreman","startTime":290.411,"endTime":290.801,"body":"maybe"},{"speaker":"John Tyreman","startTime":290.801,"endTime":290.931,"body":"you"},{"speaker":"John Tyreman","startTime":290.931,"endTime":291.301,"body":"forgot"},{"speaker":"John Tyreman","startTime":291.311,"endTime":291.421,"body":"to"},{"speaker":"John Tyreman","startTime":291.421,"endTime":291.791,"body":"do"},{"speaker":"John Tyreman","startTime":291.801,"endTime":291.971,"body":"in"},{"speaker":"John Tyreman","startTime":291.971,"endTime":292.601,"body":"Q4,"},{"speaker":"John Tyreman","startTime":292.601,"endTime":292.751,"body":"as"},{"speaker":"John Tyreman","startTime":292.751,"endTime":292.861,"body":"you're"},{"speaker":"John Tyreman","startTime":292.861,"endTime":293.591,"body":"proactively"},{"speaker":"John Tyreman","startTime":293.591,"endTime":293.941,"body":"looking"},{"speaker":"John Tyreman","startTime":293.941,"endTime":294.241,"body":"ahead"},{"speaker":"John Tyreman","startTime":294.241,"endTime":294.341,"body":"to"},{"speaker":"John Tyreman","startTime":294.341,"endTime":295.481,"body":"2025."},{"speaker":"John Tyreman","startTime":296.041,"endTime":296.301,"body":"We've"},{"speaker":"John Tyreman","startTime":296.301,"endTime":296.471,"body":"got,"},{"speaker":"John Tyreman","startTime":296.471,"endTime":296.651,"body":"we've"},{"speaker":"John Tyreman","startTime":296.651,"endTime":297.021,"body":"listed"},{"speaker":"John Tyreman","startTime":297.021,"endTime":297.251,"body":"these"},{"speaker":"John Tyreman","startTime":297.261,"endTime":297.611,"body":"four"},{"speaker":"John Tyreman","startTime":297.611,"endTime":298.171,"body":"activities"},{"speaker":"John Tyreman","startTime":298.171,"endTime":298.321,"body":"that"},{"speaker":"John Tyreman","startTime":298.321,"endTime":298.521,"body":"you"},{"speaker":"John Tyreman","startTime":298.521,"endTime":298.711,"body":"can"},{"speaker":"John Tyreman","startTime":298.711,"endTime":299.111,"body":"do."},{"speaker":"John Tyreman","startTime":299.481,"endTime":299.641,"body":"And"},{"speaker":"John Tyreman","startTime":299.641,"endTime":299.721,"body":"so"},{"speaker":"John Tyreman","startTime":299.721,"endTime":299.871,"body":"let's"},{"speaker":"John Tyreman","startTime":299.871,"endTime":300.081,"body":"start"},{"speaker":"John Tyreman","startTime":300.081,"endTime":300.181,"body":"with"},{"speaker":"John Tyreman","startTime":300.181,"endTime":300.341,"body":"this"},{"speaker":"John Tyreman","startTime":300.341,"endTime":300.671,"body":"first"},{"speaker":"John Tyreman","startTime":300.671,"endTime":300.871,"body":"one,"},{"speaker":"John Tyreman","startTime":300.871,"endTime":301.161,"body":"Mark,"},{"speaker":"John Tyreman","startTime":301.161,"endTime":301.401,"body":"and"},{"speaker":"John Tyreman","startTime":301.411,"endTime":301.711,"body":"we've"},{"speaker":"John Tyreman","startTime":301.711,"endTime":302.041,"body":"got,"},{"speaker":"John Tyreman","startTime":302.091,"endTime":302.411,"body":"talk"},{"speaker":"John Tyreman","startTime":302.411,"endTime":302.551,"body":"to"},{"speaker":"John Tyreman","startTime":302.551,"endTime":302.731,"body":"your"},{"speaker":"John Tyreman","startTime":302.731,"endTime":303.491,"body":"clients"},{"speaker":"John Tyreman","startTime":303.781,"endTime":303.981,"body":"as"},{"speaker":"John Tyreman","startTime":303.981,"endTime":304.081,"body":"the"},{"speaker":"John Tyreman","startTime":304.081,"endTime":304.381,"body":"first"},{"speaker":"John Tyreman","startTime":304.381,"endTime":304.571,"body":"thing"},{"speaker":"John Tyreman","startTime":304.571,"endTime":304.691,"body":"that"},{"speaker":"John Tyreman","startTime":304.691,"endTime":304.811,"body":"you"},{"speaker":"John Tyreman","startTime":304.811,"endTime":304.951,"body":"can"},{"speaker":"John Tyreman","startTime":304.951,"endTime":305.201,"body":"do."},{"speaker":"John Tyreman","startTime":305.581,"endTime":305.681,"body":"So"},{"speaker":"John Tyreman","startTime":305.681,"endTime":305.831,"body":"let's"},{"speaker":"John Tyreman","startTime":305.831,"endTime":306.241,"body":"unpack"},{"speaker":"John Tyreman","startTime":306.241,"endTime":306.391,"body":"that"},{"speaker":"John Tyreman","startTime":306.391,"endTime":306.461,"body":"a"},{"speaker":"John Tyreman","startTime":306.461,"endTime":306.611,"body":"little"},{"speaker":"John Tyreman","startTime":306.611,"endTime":306.871,"body":"bit."},{"speaker":"Mark Wainwright","startTime":307.156,"endTime":307.496,"body":"First"},{"speaker":"Mark Wainwright","startTime":307.496,"endTime":307.896,"body":"step,"},{"speaker":"Mark Wainwright","startTime":307.896,"endTime":308.256,"body":"right?"},{"speaker":"Mark Wainwright","startTime":308.256,"endTime":308.436,"body":"So"},{"speaker":"Mark Wainwright","startTime":308.436,"endTime":308.926,"body":"that's,"},{"speaker":"Mark Wainwright","startTime":309.186,"endTime":309.866,"body":"that's"},{"speaker":"Mark Wainwright","startTime":310.156,"endTime":310.726,"body":"the"},{"speaker":"Mark Wainwright","startTime":310.796,"endTime":311.016,"body":"that's"},{"speaker":"Mark Wainwright","startTime":311.016,"endTime":311.136,"body":"the"},{"speaker":"Mark Wainwright","startTime":311.136,"endTime":311.966,"body":"hallmark"},{"speaker":"Mark Wainwright","startTime":312.016,"endTime":312.286,"body":"of"},{"speaker":"Mark Wainwright","startTime":312.286,"endTime":312.506,"body":"a"},{"speaker":"Mark Wainwright","startTime":312.556,"endTime":313.016,"body":"true"},{"speaker":"Mark Wainwright","startTime":313.056,"endTime":313.586,"body":"client"},{"speaker":"Mark Wainwright","startTime":313.596,"endTime":314.266,"body":"centric"},{"speaker":"Mark Wainwright","startTime":314.576,"endTime":315.796,"body":"organization"},{"speaker":"Mark Wainwright","startTime":316.216,"endTime":316.676,"body":"is"},{"speaker":"Mark Wainwright","startTime":316.976,"endTime":317.316,"body":"our"},{"speaker":"Mark Wainwright","startTime":317.446,"endTime":318.296,"body":"future"},{"speaker":"Mark Wainwright","startTime":318.816,"endTime":319.176,"body":"is"},{"speaker":"Mark Wainwright","startTime":319.176,"endTime":319.566,"body":"going"},{"speaker":"Mark Wainwright","startTime":319.736,"endTime":319.996,"body":"to"},{"speaker":"Mark Wainwright","startTime":320.136,"endTime":320.596,"body":"need"},{"speaker":"Mark Wainwright","startTime":320.606,"endTime":320.836,"body":"to"},{"speaker":"Mark Wainwright","startTime":320.846,"endTime":321.066,"body":"be"},{"speaker":"Mark Wainwright","startTime":321.066,"endTime":321.786,"body":"aligned"},{"speaker":"Mark Wainwright","startTime":321.796,"endTime":321.966,"body":"and"},{"speaker":"Mark Wainwright","startTime":321.966,"endTime":322.136,"body":"in"},{"speaker":"Mark Wainwright","startTime":322.136,"endTime":322.666,"body":"sync"},{"speaker":"Mark Wainwright","startTime":322.716,"endTime":323.046,"body":"with"},{"speaker":"Mark Wainwright","startTime":323.316,"endTime":323.736,"body":"our"},{"speaker":"Mark Wainwright","startTime":323.876,"endTime":324.736,"body":"customers"},{"speaker":"Mark Wainwright","startTime":325.216,"endTime":325.946,"body":"futures."},{"speaker":"Mark Wainwright","startTime":326.776,"endTime":327.626,"body":"So"},{"speaker":"Mark Wainwright","startTime":328.786,"endTime":329.006,"body":"We"},{"speaker":"Mark Wainwright","startTime":329.006,"endTime":329.136,"body":"need"},{"speaker":"Mark Wainwright","startTime":329.136,"endTime":329.206,"body":"to"},{"speaker":"Mark Wainwright","startTime":329.206,"endTime":329.586,"body":"go,"},{"speaker":"Mark Wainwright","startTime":329.906,"endTime":330.016,"body":"go"},{"speaker":"Mark Wainwright","startTime":330.076,"endTime":330.326,"body":"talk"},{"speaker":"Mark Wainwright","startTime":330.326,"endTime":330.436,"body":"to"},{"speaker":"Mark Wainwright","startTime":330.436,"endTime":330.586,"body":"them."},{"speaker":"Mark Wainwright","startTime":330.586,"endTime":330.686,"body":"And"},{"speaker":"Mark Wainwright","startTime":330.686,"endTime":330.776,"body":"I"},{"speaker":"Mark Wainwright","startTime":330.776,"endTime":330.986,"body":"wrote"},{"speaker":"Mark Wainwright","startTime":330.986,"endTime":331.246,"body":"down"},{"speaker":"Mark Wainwright","startTime":331.246,"endTime":331.456,"body":"some"},{"speaker":"Mark Wainwright","startTime":331.456,"endTime":331.576,"body":"of"},{"speaker":"Mark Wainwright","startTime":331.576,"endTime":331.656,"body":"the"},{"speaker":"Mark Wainwright","startTime":331.656,"endTime":332.246,"body":"questions"},{"speaker":"Mark Wainwright","startTime":332.246,"endTime":332.446,"body":"that"},{"speaker":"Mark Wainwright","startTime":332.696,"endTime":332.876,"body":"I"},{"speaker":"Mark Wainwright","startTime":332.876,"endTime":333.146,"body":"pull"},{"speaker":"Mark Wainwright","startTime":333.146,"endTime":333.386,"body":"out"},{"speaker":"Mark Wainwright","startTime":333.576,"endTime":334.106,"body":"again"},{"speaker":"Mark Wainwright","startTime":334.126,"endTime":334.276,"body":"and"},{"speaker":"Mark Wainwright","startTime":334.276,"endTime":334.736,"body":"again,"},{"speaker":"Mark Wainwright","startTime":334.776,"endTime":334.946,"body":"and"},{"speaker":"Mark Wainwright","startTime":334.946,"endTime":335.526,"body":"again,"},{"speaker":"Mark Wainwright","startTime":336.056,"endTime":336.276,"body":"not"},{"speaker":"Mark Wainwright","startTime":336.276,"endTime":336.486,"body":"just"},{"speaker":"Mark Wainwright","startTime":336.496,"endTime":336.656,"body":"for"},{"speaker":"Mark Wainwright","startTime":336.656,"endTime":337.076,"body":"this"},{"speaker":"Mark Wainwright","startTime":337.196,"endTime":337.326,"body":"sort"},{"speaker":"Mark Wainwright","startTime":337.326,"endTime":337.466,"body":"of"},{"speaker":"Mark Wainwright","startTime":337.626,"endTime":338.436,"body":"annual"},{"speaker":"Mark Wainwright","startTime":338.496,"endTime":338.926,"body":"fourth"},{"speaker":"Mark Wainwright","startTime":339.066,"endTime":339.586,"body":"quarter,"},{"speaker":"Mark Wainwright","startTime":339.586,"endTime":339.996,"body":"looking"},{"speaker":"Mark Wainwright","startTime":340.006,"endTime":340.416,"body":"forward"},{"speaker":"Mark Wainwright","startTime":340.416,"endTime":340.846,"body":"planning"},{"speaker":"Mark Wainwright","startTime":340.846,"endTime":341.246,"body":"stuff,"},{"speaker":"Mark Wainwright","startTime":341.266,"endTime":341.496,"body":"but"},{"speaker":"Mark Wainwright","startTime":341.496,"endTime":341.686,"body":"when"},{"speaker":"Mark Wainwright","startTime":341.686,"endTime":341.816,"body":"we're"},{"speaker":"Mark Wainwright","startTime":341.816,"endTime":342.056,"body":"doing"},{"speaker":"Mark Wainwright","startTime":342.056,"endTime":342.356,"body":"account"},{"speaker":"Mark Wainwright","startTime":342.366,"endTime":342.926,"body":"development"},{"speaker":"Mark Wainwright","startTime":342.936,"endTime":343.666,"body":"plans,"},{"speaker":"Mark Wainwright","startTime":344.246,"endTime":344.886,"body":"when"},{"speaker":"Mark Wainwright","startTime":345.206,"endTime":345.776,"body":"we're"},{"speaker":"Mark Wainwright","startTime":345.816,"endTime":346.436,"body":"creating"},{"speaker":"Mark Wainwright","startTime":346.676,"endTime":346.956,"body":"call"},{"speaker":"Mark Wainwright","startTime":346.956,"endTime":347.416,"body":"plans,"},{"speaker":"Mark Wainwright","startTime":347.416,"endTime":347.556,"body":"when"},{"speaker":"Mark Wainwright","startTime":347.556,"endTime":347.646,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":347.646,"endTime":347.996,"body":"creating"},{"speaker":"Mark Wainwright","startTime":347.996,"endTime":348.206,"body":"call"},{"speaker":"Mark Wainwright","startTime":348.206,"endTime":348.656,"body":"plans"},{"speaker":"Mark Wainwright","startTime":348.656,"endTime":348.976,"body":"for"},{"speaker":"Mark Wainwright","startTime":348.976,"endTime":349.576,"body":"important"},{"speaker":"Mark Wainwright","startTime":349.646,"endTime":350.166,"body":"client"},{"speaker":"Mark Wainwright","startTime":350.166,"endTime":351.066,"body":"conversations"},{"speaker":"Mark Wainwright","startTime":351.076,"endTime":351.236,"body":"with"},{"speaker":"Mark Wainwright","startTime":351.236,"endTime":351.376,"body":"some"},{"speaker":"Mark Wainwright","startTime":351.376,"endTime":351.466,"body":"of"},{"speaker":"Mark Wainwright","startTime":351.466,"endTime":351.616,"body":"my"},{"speaker":"Mark Wainwright","startTime":351.616,"endTime":352.326,"body":"clients,"},{"speaker":"Mark Wainwright","startTime":353.356,"endTime":353.566,"body":"what"},{"speaker":"Mark Wainwright","startTime":353.566,"endTime":353.626,"body":"are"},{"speaker":"Mark Wainwright","startTime":353.626,"endTime":353.956,"body":"these,"},{"speaker":"Mark Wainwright","startTime":353.966,"endTime":354.466,"body":"these."},{"speaker":"Mark Wainwright","startTime":354.661,"endTime":354.851,"body":"These"},{"speaker":"Mark Wainwright","startTime":354.851,"endTime":354.971,"body":"are"},{"speaker":"Mark Wainwright","startTime":355.121,"endTime":355.241,"body":"kind"},{"speaker":"Mark Wainwright","startTime":355.241,"endTime":355.301,"body":"of"},{"speaker":"Mark Wainwright","startTime":355.371,"endTime":356.081,"body":"evergreen,"},{"speaker":"Mark Wainwright","startTime":356.131,"endTime":356.531,"body":"evergreen"},{"speaker":"Mark Wainwright","startTime":356.531,"endTime":357.171,"body":"questions"},{"speaker":"Mark Wainwright","startTime":357.181,"endTime":357.621,"body":"that,"},{"speaker":"Mark Wainwright","startTime":358.541,"endTime":358.751,"body":"that"},{"speaker":"Mark Wainwright","startTime":358.751,"endTime":358.941,"body":"I"},{"speaker":"Mark Wainwright","startTime":358.971,"endTime":359.181,"body":"turn"},{"speaker":"Mark Wainwright","startTime":359.181,"endTime":359.391,"body":"to"},{"speaker":"Mark Wainwright","startTime":359.391,"endTime":359.731,"body":"again"},{"speaker":"Mark Wainwright","startTime":359.731,"endTime":359.831,"body":"and"},{"speaker":"Mark Wainwright","startTime":359.831,"endTime":360.231,"body":"again."},{"speaker":"Mark Wainwright","startTime":361.211,"endTime":361.851,"body":"And"},{"speaker":"Mark Wainwright","startTime":362.531,"endTime":362.971,"body":"they"},{"speaker":"Mark Wainwright","startTime":363.031,"endTime":363.721,"body":"are,"},{"speaker":"Mark Wainwright","startTime":363.901,"endTime":364.061,"body":"you"},{"speaker":"Mark Wainwright","startTime":364.061,"endTime":364.211,"body":"know,"},{"speaker":"Mark Wainwright","startTime":364.451,"endTime":364.811,"body":"not"},{"speaker":"Mark Wainwright","startTime":364.811,"endTime":365.161,"body":"focused"},{"speaker":"Mark Wainwright","startTime":365.161,"endTime":365.281,"body":"on"},{"speaker":"Mark Wainwright","startTime":365.281,"endTime":365.481,"body":"the,"},{"speaker":"Mark Wainwright","startTime":365.571,"endTime":366.041,"body":"the,"},{"speaker":"Mark Wainwright","startTime":366.051,"endTime":366.301,"body":"the"},{"speaker":"Mark Wainwright","startTime":366.421,"endTime":366.901,"body":"super"},{"speaker":"Mark Wainwright","startTime":367.151,"endTime":367.881,"body":"details"},{"speaker":"Mark Wainwright","startTime":367.891,"endTime":368.011,"body":"of"},{"speaker":"Mark Wainwright","startTime":368.011,"endTime":368.241,"body":"things."},{"speaker":"Mark Wainwright","startTime":368.241,"endTime":368.321,"body":"They"},{"speaker":"Mark Wainwright","startTime":368.321,"endTime":368.431,"body":"don't"},{"speaker":"Mark Wainwright","startTime":368.441,"endTime":368.581,"body":"get"},{"speaker":"Mark Wainwright","startTime":368.581,"endTime":368.711,"body":"into"},{"speaker":"Mark Wainwright","startTime":368.711,"endTime":368.791,"body":"the"},{"speaker":"Mark Wainwright","startTime":368.791,"endTime":369.091,"body":"weeds"},{"speaker":"Mark Wainwright","startTime":369.091,"endTime":369.121,"body":"and"},{"speaker":"Mark Wainwright","startTime":369.141,"endTime":369.251,"body":"the"},{"speaker":"Mark Wainwright","startTime":369.251,"endTime":369.481,"body":"nitty"},{"speaker":"Mark Wainwright","startTime":369.481,"endTime":369.931,"body":"gritty,"},{"speaker":"Mark Wainwright","startTime":369.981,"endTime":370.391,"body":"but"},{"speaker":"Mark Wainwright","startTime":370.821,"endTime":371.001,"body":"these"},{"speaker":"Mark Wainwright","startTime":371.001,"endTime":371.141,"body":"are"},{"speaker":"Mark Wainwright","startTime":371.141,"endTime":371.931,"body":"fantastic"},{"speaker":"Mark Wainwright","startTime":371.931,"endTime":372.591,"body":"questions"},{"speaker":"Mark Wainwright","startTime":372.831,"endTime":373.071,"body":"to"},{"speaker":"Mark Wainwright","startTime":373.151,"endTime":373.491,"body":"go"},{"speaker":"Mark Wainwright","startTime":373.491,"endTime":373.671,"body":"and"},{"speaker":"Mark Wainwright","startTime":373.671,"endTime":373.921,"body":"talk"},{"speaker":"Mark Wainwright","startTime":373.921,"endTime":374.041,"body":"to"},{"speaker":"Mark Wainwright","startTime":374.041,"endTime":374.251,"body":"your"},{"speaker":"Mark Wainwright","startTime":374.251,"endTime":374.811,"body":"clients"},{"speaker":"Mark Wainwright","startTime":374.811,"endTime":375.181,"body":"about."},{"speaker":"Mark Wainwright","startTime":375.871,"endTime":375.991,"body":"And"},{"speaker":"Mark Wainwright","startTime":375.991,"endTime":376.061,"body":"I"},{"speaker":"Mark Wainwright","startTime":376.061,"endTime":376.231,"body":"wrote"},{"speaker":"Mark Wainwright","startTime":376.231,"endTime":376.611,"body":"down"},{"speaker":"Mark Wainwright","startTime":376.831,"endTime":377.001,"body":"what"},{"speaker":"Mark Wainwright","startTime":377.001,"endTime":377.191,"body":"four"},{"speaker":"Mark Wainwright","startTime":377.191,"endTime":377.241,"body":"of"},{"speaker":"Mark Wainwright","startTime":377.241,"endTime":377.271,"body":"them"},{"speaker":"Mark Wainwright","startTime":377.401,"endTime":377.411,"body":"are."},{"speaker":"Mark Wainwright","startTime":377.411,"endTime":377.641,"body":"So"},{"speaker":"Mark Wainwright","startTime":377.641,"endTime":377.811,"body":"right"},{"speaker":"Mark Wainwright","startTime":377.811,"endTime":378.061,"body":"here."},{"speaker":"Mark Wainwright","startTime":378.351,"endTime":378.511,"body":"So"},{"speaker":"Mark Wainwright","startTime":378.511,"endTime":378.631,"body":"the"},{"speaker":"Mark Wainwright","startTime":378.631,"endTime":379.001,"body":"first"},{"speaker":"Mark Wainwright","startTime":379.001,"endTime":379.481,"body":"one,"},{"speaker":"Mark Wainwright","startTime":380.421,"endTime":380.621,"body":"what"},{"speaker":"Mark Wainwright","startTime":380.621,"endTime":380.671,"body":"are"},{"speaker":"Mark Wainwright","startTime":380.671,"endTime":380.761,"body":"the"},{"speaker":"Mark Wainwright","startTime":380.761,"endTime":381.151,"body":"biggest"},{"speaker":"Mark Wainwright","startTime":381.161,"endTime":382.151,"body":"challenges"},{"speaker":"Mark Wainwright","startTime":382.321,"endTime":382.821,"body":"facing"},{"speaker":"Mark Wainwright","startTime":382.821,"endTime":383.491,"body":"your"},{"speaker":"Mark Wainwright","startTime":383.701,"endTime":384.161,"body":"business"},{"speaker":"Mark Wainwright","startTime":384.171,"endTime":384.621,"body":"industry"},{"speaker":"Mark Wainwright","startTime":384.621,"endTime":385.361,"body":"organization"},{"speaker":"Mark Wainwright","startTime":385.561,"endTime":386.561,"body":"today?"},{"speaker":"Mark Wainwright","startTime":386.971,"endTime":387.171,"body":"What"},{"speaker":"Mark Wainwright","startTime":387.171,"endTime":387.301,"body":"is"},{"speaker":"Mark Wainwright","startTime":387.301,"endTime":387.541,"body":"that"},{"speaker":"Mark Wainwright","startTime":387.541,"endTime":388.211,"body":"snapshot?"},{"speaker":"Mark Wainwright","startTime":388.211,"endTime":388.291,"body":"What"},{"speaker":"Mark Wainwright","startTime":388.291,"endTime":388.341,"body":"are"},{"speaker":"Mark Wainwright","startTime":388.341,"endTime":388.441,"body":"you"},{"speaker":"Mark Wainwright","startTime":388.441,"endTime":388.731,"body":"seeing"},{"speaker":"Mark Wainwright","startTime":388.731,"endTime":389.411,"body":"today?"},{"speaker":"Mark Wainwright","startTime":390.271,"endTime":390.411,"body":"And"},{"speaker":"Mark Wainwright","startTime":390.411,"endTime":390.501,"body":"the"},{"speaker":"Mark Wainwright","startTime":390.501,"endTime":390.941,"body":"second"},{"speaker":"Mark Wainwright","startTime":390.941,"endTime":391.181,"body":"one"},{"speaker":"Mark Wainwright","startTime":391.181,"endTime":391.741,"body":"is,"},{"speaker":"Mark Wainwright","startTime":392.431,"endTime":392.591,"body":"what"},{"speaker":"Mark Wainwright","startTime":392.591,"endTime":392.641,"body":"are"},{"speaker":"Mark Wainwright","startTime":392.641,"endTime":392.741,"body":"your"},{"speaker":"Mark Wainwright","startTime":392.741,"endTime":393.021,"body":"plans"},{"speaker":"Mark Wainwright","startTime":393.021,"endTime":393.121,"body":"for"},{"speaker":"Mark Wainwright","startTime":393.121,"endTime":393.201,"body":"the"},{"speaker":"Mark Wainwright","startTime":393.201,"endTime":393.671,"body":"future?"},{"speaker":"Mark Wainwright","startTime":393.911,"endTime":394.071,"body":"What"},{"speaker":"Mark Wainwright","startTime":394.071,"endTime":394.131,"body":"are"},{"speaker":"Mark Wainwright","startTime":394.131,"endTime":394.251,"body":"your"},{"speaker":"Mark Wainwright","startTime":394.251,"endTime":394.931,"body":"plans"},{"speaker":"Mark Wainwright","startTime":394.931,"endTime":395.141,"body":"to"},{"speaker":"Mark Wainwright","startTime":395.141,"endTime":395.541,"body":"react"},{"speaker":"Mark Wainwright","startTime":395.661,"endTime":395.831,"body":"to"},{"speaker":"Mark Wainwright","startTime":395.851,"endTime":396.261,"body":"those"},{"speaker":"Mark Wainwright","startTime":396.271,"endTime":396.801,"body":"changes"},{"speaker":"Mark Wainwright","startTime":396.801,"endTime":396.971,"body":"in"},{"speaker":"Mark Wainwright","startTime":396.981,"endTime":397.101,"body":"the"},{"speaker":"Mark Wainwright","startTime":397.101,"endTime":397.411,"body":"market?"},{"speaker":"Mark Wainwright","startTime":397.431,"endTime":397.531,"body":"What"},{"speaker":"Mark Wainwright","startTime":397.531,"endTime":397.571,"body":"do"},{"speaker":"Mark Wainwright","startTime":397.571,"endTime":397.651,"body":"you"},{"speaker":"Mark Wainwright","startTime":397.651,"endTime":397.841,"body":"see"},{"speaker":"Mark Wainwright","startTime":397.841,"endTime":398.261,"body":"happening?"},{"speaker":"Mark Wainwright","startTime":398.261,"endTime":398.361,"body":"And"},{"speaker":"Mark Wainwright","startTime":398.361,"endTime":398.591,"body":"how's"},{"speaker":"Mark Wainwright","startTime":398.591,"endTime":398.871,"body":"your,"},{"speaker":"Mark Wainwright","startTime":399.231,"endTime":399.441,"body":"how's"},{"speaker":"Mark Wainwright","startTime":399.441,"endTime":399.581,"body":"your"},{"speaker":"Mark Wainwright","startTime":399.581,"endTime":400.191,"body":"business"},{"speaker":"Mark Wainwright","startTime":400.191,"endTime":400.251,"body":"going?"},{"speaker":"Mark Wainwright","startTime":400.841,"endTime":401.101,"body":"to"},{"speaker":"Mark Wainwright","startTime":401.101,"endTime":401.771,"body":"change"},{"speaker":"Mark Wainwright","startTime":402.576,"endTime":403.286,"body":"course"},{"speaker":"Mark Wainwright","startTime":404.036,"endTime":404.616,"body":"to"},{"speaker":"Mark Wainwright","startTime":404.696,"endTime":404.976,"body":"stay"},{"speaker":"Mark Wainwright","startTime":404.976,"endTime":405.616,"body":"ahead"},{"speaker":"Mark Wainwright","startTime":405.706,"endTime":405.996,"body":"of"},{"speaker":"Mark Wainwright","startTime":406.006,"endTime":406.386,"body":"those"},{"speaker":"Mark Wainwright","startTime":406.396,"endTime":407.116,"body":"industry"},{"speaker":"Mark Wainwright","startTime":407.366,"endTime":408.196,"body":"challenges."},{"speaker":"Mark Wainwright","startTime":408.856,"endTime":408.996,"body":"The"},{"speaker":"Mark Wainwright","startTime":408.996,"endTime":409.416,"body":"third"},{"speaker":"Mark Wainwright","startTime":409.416,"endTime":409.676,"body":"one"},{"speaker":"Mark Wainwright","startTime":409.676,"endTime":410.216,"body":"is"},{"speaker":"Mark Wainwright","startTime":410.956,"endTime":411.096,"body":"a"},{"speaker":"Mark Wainwright","startTime":411.096,"endTime":411.336,"body":"little"},{"speaker":"Mark Wainwright","startTime":411.336,"endTime":411.516,"body":"bit"},{"speaker":"Mark Wainwright","startTime":411.516,"endTime":411.686,"body":"of"},{"speaker":"Mark Wainwright","startTime":411.686,"endTime":412.056,"body":"a"},{"speaker":"Mark Wainwright","startTime":412.666,"endTime":412.996,"body":"question"},{"speaker":"Mark Wainwright","startTime":413.006,"endTime":413.546,"body":"about"},{"speaker":"Mark Wainwright","startTime":413.616,"endTime":413.876,"body":"our"},{"speaker":"Mark Wainwright","startTime":413.876,"endTime":414.466,"body":"relationship"},{"speaker":"Mark Wainwright","startTime":414.476,"endTime":414.686,"body":"with"},{"speaker":"Mark Wainwright","startTime":414.686,"endTime":414.806,"body":"our"},{"speaker":"Mark Wainwright","startTime":414.806,"endTime":415.296,"body":"clients."},{"speaker":"John Tyreman","startTime":415.561,"endTime":415.891,"body":"hmm."},{"speaker":"John Tyreman","startTime":415.891,"endTime":416.076,"body":"Mm"},{"speaker":"John Tyreman","startTime":416.076,"endTime":416.261,"body":"hmm."},{"speaker":"Mark Wainwright","startTime":416.336,"endTime":416.466,"body":"What"},{"speaker":"Mark Wainwright","startTime":416.466,"endTime":416.516,"body":"do"},{"speaker":"Mark Wainwright","startTime":416.516,"endTime":416.616,"body":"you"},{"speaker":"Mark Wainwright","startTime":416.616,"endTime":417.076,"body":"appreciate"},{"speaker":"Mark Wainwright","startTime":417.076,"endTime":417.316,"body":"most"},{"speaker":"Mark Wainwright","startTime":417.316,"endTime":417.496,"body":"about"},{"speaker":"Mark Wainwright","startTime":417.496,"endTime":417.796,"body":"working"},{"speaker":"Mark Wainwright","startTime":417.796,"endTime":417.966,"body":"with"},{"speaker":"Mark Wainwright","startTime":417.966,"endTime":418.306,"body":"us?"},{"speaker":"Mark Wainwright","startTime":419.836,"endTime":419.996,"body":"And"},{"speaker":"Mark Wainwright","startTime":419.996,"endTime":420.076,"body":"you"},{"speaker":"Mark Wainwright","startTime":420.076,"endTime":420.176,"body":"and"},{"speaker":"Mark Wainwright","startTime":420.176,"endTime":420.346,"body":"I"},{"speaker":"Mark Wainwright","startTime":420.406,"endTime":420.756,"body":"batted"},{"speaker":"Mark Wainwright","startTime":420.756,"endTime":420.936,"body":"around"},{"speaker":"Mark Wainwright","startTime":420.936,"endTime":421.046,"body":"the"},{"speaker":"Mark Wainwright","startTime":421.046,"endTime":421.356,"body":"world,"},{"speaker":"Mark Wainwright","startTime":421.426,"endTime":421.866,"body":"word"},{"speaker":"Mark Wainwright","startTime":421.866,"endTime":422.006,"body":"sort"},{"speaker":"Mark Wainwright","startTime":422.006,"endTime":422.086,"body":"of"},{"speaker":"Mark Wainwright","startTime":422.096,"endTime":422.836,"body":"value"},{"speaker":"Mark Wainwright","startTime":422.926,"endTime":423.186,"body":"on"},{"speaker":"Mark Wainwright","startTime":423.186,"endTime":423.706,"body":"this."},{"speaker":"Mark Wainwright","startTime":423.836,"endTime":424.046,"body":"Value"},{"speaker":"Mark Wainwright","startTime":424.046,"endTime":424.146,"body":"is"},{"speaker":"Mark Wainwright","startTime":424.146,"endTime":424.206,"body":"a"},{"speaker":"Mark Wainwright","startTime":424.206,"endTime":424.586,"body":"tricky"},{"speaker":"Mark Wainwright","startTime":424.586,"endTime":424.926,"body":"word."},{"speaker":"Mark Wainwright","startTime":424.926,"endTime":424.966,"body":"I"},{"speaker":"Mark Wainwright","startTime":424.966,"endTime":425.186,"body":"don't,"},{"speaker":"Mark Wainwright","startTime":425.401,"endTime":425.411,"body":"I"},{"speaker":"Mark Wainwright","startTime":425.411,"endTime":425.441,"body":"don't"},{"speaker":"Mark Wainwright","startTime":425.451,"endTime":426.061,"body":"typically"},{"speaker":"Mark Wainwright","startTime":426.061,"endTime":426.411,"body":"ask"},{"speaker":"Mark Wainwright","startTime":426.451,"endTime":426.821,"body":"my"},{"speaker":"Mark Wainwright","startTime":426.881,"endTime":427.461,"body":"clients"},{"speaker":"Mark Wainwright","startTime":427.461,"endTime":427.651,"body":"what"},{"speaker":"Mark Wainwright","startTime":427.651,"endTime":427.861,"body":"they"},{"speaker":"Mark Wainwright","startTime":427.871,"endTime":428.471,"body":"value"},{"speaker":"Mark Wainwright","startTime":428.471,"endTime":428.661,"body":"the"},{"speaker":"Mark Wainwright","startTime":428.661,"endTime":429.291,"body":"most."},{"speaker":"Mark Wainwright","startTime":429.491,"endTime":429.671,"body":"Some"},{"speaker":"Mark Wainwright","startTime":429.671,"endTime":429.931,"body":"people"},{"speaker":"Mark Wainwright","startTime":429.931,"endTime":430.111,"body":"have"},{"speaker":"Mark Wainwright","startTime":430.271,"endTime":430.601,"body":"different"},{"speaker":"Mark Wainwright","startTime":430.611,"endTime":431.221,"body":"perceptions"},{"speaker":"Mark Wainwright","startTime":431.221,"endTime":431.291,"body":"or"},{"speaker":"Mark Wainwright","startTime":431.291,"endTime":432.081,"body":"definitions"},{"speaker":"Mark Wainwright","startTime":432.081,"endTime":432.301,"body":"or"},{"speaker":"Mark Wainwright","startTime":432.301,"endTime":432.541,"body":"just"},{"speaker":"Mark Wainwright","startTime":432.611,"endTime":432.921,"body":"use"},{"speaker":"Mark Wainwright","startTime":432.921,"endTime":433.001,"body":"the"},{"speaker":"Mark Wainwright","startTime":433.001,"endTime":433.211,"body":"word"},{"speaker":"Mark Wainwright","startTime":433.211,"endTime":433.451,"body":"value"},{"speaker":"Mark Wainwright","startTime":433.451,"endTime":433.471,"body":"a"},{"speaker":"Mark Wainwright","startTime":433.471,"endTime":433.651,"body":"little"},{"speaker":"Mark Wainwright","startTime":433.651,"endTime":433.991,"body":"differently."},{"speaker":"Mark Wainwright","startTime":434.001,"endTime":434.131,"body":"You"},{"speaker":"Mark Wainwright","startTime":434.131,"endTime":434.491,"body":"can,"},{"speaker":"Mark Wainwright","startTime":434.491,"endTime":434.681,"body":"that's"},{"speaker":"Mark Wainwright","startTime":434.681,"endTime":435.041,"body":"fine."},{"speaker":"Mark Wainwright","startTime":435.871,"endTime":436.081,"body":"But"},{"speaker":"Mark Wainwright","startTime":436.081,"endTime":436.441,"body":"I"},{"speaker":"Mark Wainwright","startTime":436.731,"endTime":437.251,"body":"like"},{"speaker":"Mark Wainwright","startTime":437.291,"endTime":437.491,"body":"to"},{"speaker":"Mark Wainwright","startTime":437.541,"endTime":437.961,"body":"ask"},{"speaker":"Mark Wainwright","startTime":437.991,"endTime":438.241,"body":"people"},{"speaker":"Mark Wainwright","startTime":438.241,"endTime":438.421,"body":"what"},{"speaker":"Mark Wainwright","startTime":438.421,"endTime":438.581,"body":"they"},{"speaker":"Mark Wainwright","startTime":438.581,"endTime":438.921,"body":"like,"},{"speaker":"Mark Wainwright","startTime":438.921,"endTime":439.081,"body":"what"},{"speaker":"Mark Wainwright","startTime":439.081,"endTime":439.231,"body":"they"},{"speaker":"Mark Wainwright","startTime":439.231,"endTime":439.831,"body":"appreciate"},{"speaker":"Mark Wainwright","startTime":440.301,"endTime":440.451,"body":"the"},{"speaker":"Mark Wainwright","startTime":440.451,"endTime":441.011,"body":"most"},{"speaker":"Mark Wainwright","startTime":441.111,"endTime":441.481,"body":"about"},{"speaker":"Mark Wainwright","startTime":441.481,"endTime":442.021,"body":"working"},{"speaker":"Mark Wainwright","startTime":442.371,"endTime":442.641,"body":"with"},{"speaker":"Mark Wainwright","startTime":442.691,"endTime":442.961,"body":"us."},{"speaker":"Mark Wainwright","startTime":443.001,"endTime":443.261,"body":"Or"},{"speaker":"Mark Wainwright","startTime":443.291,"endTime":443.911,"body":"even,"},{"speaker":"Mark Wainwright","startTime":443.981,"endTime":444.181,"body":"you"},{"speaker":"Mark Wainwright","startTime":444.181,"endTime":444.331,"body":"can"},{"speaker":"Mark Wainwright","startTime":444.331,"endTime":444.681,"body":"even"},{"speaker":"Mark Wainwright","startTime":444.731,"endTime":444.981,"body":"pose"},{"speaker":"Mark Wainwright","startTime":444.981,"endTime":445.081,"body":"the"},{"speaker":"Mark Wainwright","startTime":445.081,"endTime":445.441,"body":"question,"},{"speaker":"Mark Wainwright","startTime":445.441,"endTime":445.531,"body":"what"},{"speaker":"Mark Wainwright","startTime":445.531,"endTime":445.571,"body":"do"},{"speaker":"Mark Wainwright","startTime":445.571,"endTime":445.651,"body":"you"},{"speaker":"Mark Wainwright","startTime":445.651,"endTime":446.041,"body":"appreciate"},{"speaker":"Mark Wainwright","startTime":446.041,"endTime":446.191,"body":"about"},{"speaker":"Mark Wainwright","startTime":446.191,"endTime":446.451,"body":"working"},{"speaker":"Mark Wainwright","startTime":446.451,"endTime":446.621,"body":"with"},{"speaker":"Mark Wainwright","startTime":446.621,"endTime":447.111,"body":"consultants"},{"speaker":"Mark Wainwright","startTime":447.111,"endTime":447.341,"body":"like"},{"speaker":"Mark Wainwright","startTime":447.341,"endTime":447.551,"body":"us?"},{"speaker":"Mark Wainwright","startTime":448.086,"endTime":448.306,"body":"Maybe"},{"speaker":"Mark Wainwright","startTime":448.306,"endTime":448.376,"body":"to"},{"speaker":"Mark Wainwright","startTime":448.376,"endTime":448.556,"body":"make"},{"speaker":"Mark Wainwright","startTime":448.556,"endTime":448.656,"body":"it"},{"speaker":"Mark Wainwright","startTime":448.656,"endTime":448.836,"body":"even"},{"speaker":"Mark Wainwright","startTime":448.836,"endTime":448.896,"body":"a"},{"speaker":"Mark Wainwright","startTime":448.896,"endTime":449.096,"body":"little"},{"speaker":"Mark Wainwright","startTime":449.096,"endTime":449.376,"body":"bit"},{"speaker":"Mark Wainwright","startTime":449.936,"endTime":450.286,"body":"less"},{"speaker":"Mark Wainwright","startTime":450.286,"endTime":450.466,"body":"sort"},{"speaker":"Mark Wainwright","startTime":450.466,"endTime":450.566,"body":"of"},{"speaker":"Mark Wainwright","startTime":450.566,"endTime":451.116,"body":"personal"},{"speaker":"Mark Wainwright","startTime":451.116,"endTime":451.236,"body":"and"},{"speaker":"Mark Wainwright","startTime":451.236,"endTime":451.786,"body":"more"},{"speaker":"Mark Wainwright","startTime":452.136,"endTime":452.416,"body":"just"},{"speaker":"Mark Wainwright","startTime":452.436,"endTime":453.036,"body":"general"},{"speaker":"Mark Wainwright","startTime":453.036,"endTime":453.426,"body":"about,"},{"speaker":"Mark Wainwright","startTime":453.946,"endTime":454.166,"body":"yes,"},{"speaker":"Mark Wainwright","startTime":454.176,"endTime":454.466,"body":"here's"},{"speaker":"Mark Wainwright","startTime":454.466,"endTime":454.596,"body":"the"},{"speaker":"Mark Wainwright","startTime":454.606,"endTime":454.886,"body":"types"},{"speaker":"Mark Wainwright","startTime":454.886,"endTime":455.026,"body":"of"},{"speaker":"Mark Wainwright","startTime":455.026,"endTime":455.266,"body":"things"},{"speaker":"Mark Wainwright","startTime":455.276,"endTime":455.376,"body":"that"},{"speaker":"Mark Wainwright","startTime":455.376,"endTime":455.476,"body":"we"},{"speaker":"Mark Wainwright","startTime":455.476,"endTime":455.696,"body":"really"},{"speaker":"Mark Wainwright","startTime":455.696,"endTime":455.916,"body":"like"},{"speaker":"Mark Wainwright","startTime":455.916,"endTime":456.106,"body":"about"},{"speaker":"Mark Wainwright","startTime":456.106,"endTime":456.406,"body":"working"},{"speaker":"Mark Wainwright","startTime":456.406,"endTime":456.576,"body":"with"},{"speaker":"Mark Wainwright","startTime":456.576,"endTime":457.086,"body":"consultants"},{"speaker":"Mark Wainwright","startTime":457.086,"endTime":457.286,"body":"like"},{"speaker":"Mark Wainwright","startTime":457.286,"endTime":457.516,"body":"you."},{"speaker":"Mark Wainwright","startTime":457.916,"endTime":458.056,"body":"And"},{"speaker":"Mark Wainwright","startTime":458.056,"endTime":458.156,"body":"the"},{"speaker":"Mark Wainwright","startTime":458.166,"endTime":458.526,"body":"fourth"},{"speaker":"Mark Wainwright","startTime":458.546,"endTime":458.986,"body":"one"},{"speaker":"Mark Wainwright","startTime":459.016,"endTime":459.356,"body":"is"},{"speaker":"Mark Wainwright","startTime":459.386,"endTime":459.776,"body":"almost"},{"speaker":"Mark Wainwright","startTime":459.786,"endTime":460.026,"body":"the,"},{"speaker":"Mark Wainwright","startTime":460.036,"endTime":460.176,"body":"the,"},{"speaker":"Mark Wainwright","startTime":460.256,"endTime":460.616,"body":"the,"},{"speaker":"Mark Wainwright","startTime":460.626,"endTime":460.866,"body":"the"},{"speaker":"Mark Wainwright","startTime":461.196,"endTime":461.966,"body":"antithesis"},{"speaker":"Mark Wainwright","startTime":461.966,"endTime":462.016,"body":"or"},{"speaker":"Mark Wainwright","startTime":462.016,"endTime":462.126,"body":"the"},{"speaker":"Mark Wainwright","startTime":462.126,"endTime":462.496,"body":"opposite"},{"speaker":"Mark Wainwright","startTime":462.496,"endTime":462.576,"body":"of"},{"speaker":"Mark Wainwright","startTime":462.586,"endTime":462.926,"body":"that"},{"speaker":"Mark Wainwright","startTime":462.926,"endTime":463.216,"body":"one."},{"speaker":"Mark Wainwright","startTime":463.736,"endTime":463.956,"body":"When"},{"speaker":"Mark Wainwright","startTime":463.956,"endTime":464.056,"body":"you"},{"speaker":"Mark Wainwright","startTime":464.056,"endTime":464.276,"body":"work"},{"speaker":"Mark Wainwright","startTime":464.276,"endTime":464.436,"body":"with"},{"speaker":"Mark Wainwright","startTime":464.436,"endTime":464.896,"body":"consultants"},{"speaker":"Mark Wainwright","startTime":464.896,"endTime":465.126,"body":"like"},{"speaker":"Mark Wainwright","startTime":465.126,"endTime":465.456,"body":"us,"},{"speaker":"Mark Wainwright","startTime":465.696,"endTime":465.896,"body":"what"},{"speaker":"Mark Wainwright","startTime":465.896,"endTime":465.946,"body":"do"},{"speaker":"Mark Wainwright","startTime":465.946,"endTime":466.026,"body":"you"},{"speaker":"Mark Wainwright","startTime":466.026,"endTime":466.256,"body":"wish"},{"speaker":"Mark Wainwright","startTime":466.256,"endTime":466.396,"body":"we"},{"speaker":"Mark Wainwright","startTime":466.396,"endTime":466.606,"body":"did"},{"speaker":"Mark Wainwright","startTime":466.726,"endTime":467.186,"body":"differently"},{"speaker":"Mark Wainwright","startTime":467.186,"endTime":467.286,"body":"or"},{"speaker":"Mark Wainwright","startTime":467.296,"endTime":467.716,"body":"better?"},{"speaker":"Mark Wainwright","startTime":467.966,"endTime":468.126,"body":"What"},{"speaker":"Mark Wainwright","startTime":468.126,"endTime":468.286,"body":"could"},{"speaker":"Mark Wainwright","startTime":468.286,"endTime":468.386,"body":"we"},{"speaker":"Mark Wainwright","startTime":468.386,"endTime":469.156,"body":"improve"},{"speaker":"Mark Wainwright","startTime":469.736,"endTime":469.916,"body":"when"},{"speaker":"Mark Wainwright","startTime":469.916,"endTime":470.026,"body":"we"},{"speaker":"Mark Wainwright","startTime":470.026,"endTime":470.366,"body":"work"},{"speaker":"Mark Wainwright","startTime":470.596,"endTime":470.856,"body":"with"},{"speaker":"Mark Wainwright","startTime":470.856,"endTime":471.156,"body":"you?"},{"speaker":"Mark Wainwright","startTime":471.166,"endTime":471.446,"body":"So"},{"speaker":"Mark Wainwright","startTime":471.676,"endTime":471.916,"body":"these"},{"speaker":"Mark Wainwright","startTime":471.916,"endTime":472.096,"body":"are"},{"speaker":"Mark Wainwright","startTime":472.106,"endTime":472.506,"body":"four"},{"speaker":"Mark Wainwright","startTime":472.586,"endTime":473.096,"body":"basic"},{"speaker":"Mark Wainwright","startTime":473.106,"endTime":473.676,"body":"foundational"},{"speaker":"Mark Wainwright","startTime":473.676,"endTime":474.416,"body":"questions."},{"speaker":"Mark Wainwright","startTime":474.746,"endTime":474.906,"body":"What"},{"speaker":"Mark Wainwright","startTime":474.906,"endTime":474.976,"body":"is"},{"speaker":"Mark Wainwright","startTime":474.976,"endTime":475.086,"body":"your"},{"speaker":"Mark Wainwright","startTime":475.086,"endTime":475.346,"body":"world"},{"speaker":"Mark Wainwright","startTime":475.346,"endTime":475.906,"body":"today?"},{"speaker":"Mark Wainwright","startTime":476.276,"endTime":476.396,"body":"What"},{"speaker":"Mark Wainwright","startTime":476.396,"endTime":476.446,"body":"do"},{"speaker":"Mark Wainwright","startTime":476.446,"endTime":476.526,"body":"you"},{"speaker":"Mark Wainwright","startTime":476.526,"endTime":476.696,"body":"see"},{"speaker":"Mark Wainwright","startTime":476.696,"endTime":476.966,"body":"coming"},{"speaker":"Mark Wainwright","startTime":476.966,"endTime":477.056,"body":"in"},{"speaker":"Mark Wainwright","startTime":477.056,"endTime":477.156,"body":"the"},{"speaker":"Mark Wainwright","startTime":477.156,"endTime":477.736,"body":"future?"},{"speaker":"Mark Wainwright","startTime":478.221,"endTime":478.361,"body":"When"},{"speaker":"Mark Wainwright","startTime":478.361,"endTime":478.461,"body":"you"},{"speaker":"Mark Wainwright","startTime":478.461,"endTime":478.651,"body":"work"},{"speaker":"Mark Wainwright","startTime":478.651,"endTime":478.821,"body":"with"},{"speaker":"Mark Wainwright","startTime":478.821,"endTime":478.971,"body":"us,"},{"speaker":"Mark Wainwright","startTime":478.971,"endTime":479.111,"body":"what"},{"speaker":"Mark Wainwright","startTime":479.111,"endTime":479.131,"body":"do"},{"speaker":"Mark Wainwright","startTime":479.141,"endTime":479.311,"body":"you"},{"speaker":"Mark Wainwright","startTime":479.311,"endTime":479.621,"body":"like"},{"speaker":"Mark Wainwright","startTime":479.621,"endTime":479.711,"body":"and"},{"speaker":"Mark Wainwright","startTime":479.711,"endTime":480.351,"body":"appreciate"},{"speaker":"Mark Wainwright","startTime":481.161,"endTime":481.281,"body":"when"},{"speaker":"Mark Wainwright","startTime":481.281,"endTime":481.391,"body":"you"},{"speaker":"Mark Wainwright","startTime":481.391,"endTime":481.601,"body":"work"},{"speaker":"Mark Wainwright","startTime":481.611,"endTime":481.821,"body":"with"},{"speaker":"Mark Wainwright","startTime":481.911,"endTime":482.151,"body":"us?"},{"speaker":"Mark Wainwright","startTime":482.181,"endTime":482.331,"body":"And"},{"speaker":"Mark Wainwright","startTime":482.331,"endTime":482.621,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":482.641,"endTime":482.981,"body":"others"},{"speaker":"Mark Wainwright","startTime":482.981,"endTime":483.291,"body":"like"},{"speaker":"Mark Wainwright","startTime":483.291,"endTime":483.651,"body":"us,"},{"speaker":"Mark Wainwright","startTime":483.921,"endTime":484.091,"body":"what"},{"speaker":"Mark Wainwright","startTime":484.091,"endTime":484.141,"body":"are"},{"speaker":"Mark Wainwright","startTime":484.141,"endTime":484.371,"body":"things"},{"speaker":"Mark Wainwright","startTime":484.371,"endTime":484.481,"body":"we"},{"speaker":"Mark Wainwright","startTime":484.481,"endTime":484.611,"body":"could"},{"speaker":"Mark Wainwright","startTime":484.611,"endTime":484.721,"body":"do"},{"speaker":"Mark Wainwright","startTime":484.721,"endTime":485.031,"body":"better?"},{"speaker":"Mark Wainwright","startTime":485.321,"endTime":485.451,"body":"You"},{"speaker":"Mark Wainwright","startTime":485.451,"endTime":485.571,"body":"know,"},{"speaker":"Mark Wainwright","startTime":485.601,"endTime":485.821,"body":"these"},{"speaker":"Mark Wainwright","startTime":485.821,"endTime":485.961,"body":"are"},{"speaker":"Mark Wainwright","startTime":485.971,"endTime":486.291,"body":"four"},{"speaker":"Mark Wainwright","startTime":486.291,"endTime":487.151,"body":"fantastic"},{"speaker":"Mark Wainwright","startTime":487.801,"endTime":488.361,"body":"questions"},{"speaker":"Mark Wainwright","startTime":488.361,"endTime":488.491,"body":"to"},{"speaker":"Mark Wainwright","startTime":488.521,"endTime":489.021,"body":"ask"},{"speaker":"Mark Wainwright","startTime":489.621,"endTime":490.061,"body":"that"},{"speaker":"Mark Wainwright","startTime":490.291,"endTime":490.631,"body":"can"},{"speaker":"Mark Wainwright","startTime":491.031,"endTime":491.321,"body":"help"},{"speaker":"Mark Wainwright","startTime":491.331,"endTime":491.721,"body":"you"},{"speaker":"Mark Wainwright","startTime":492.191,"endTime":492.751,"body":"align"},{"speaker":"Mark Wainwright","startTime":492.761,"endTime":493.141,"body":"your"},{"speaker":"Mark Wainwright","startTime":493.141,"endTime":493.851,"body":"services"},{"speaker":"Mark Wainwright","startTime":494.541,"endTime":494.661,"body":"and"},{"speaker":"Mark Wainwright","startTime":494.661,"endTime":494.821,"body":"your"},{"speaker":"Mark Wainwright","startTime":494.821,"endTime":495.251,"body":"offerings"},{"speaker":"Mark Wainwright","startTime":495.261,"endTime":495.461,"body":"with"},{"speaker":"Mark Wainwright","startTime":495.471,"endTime":495.741,"body":"what"},{"speaker":"Mark Wainwright","startTime":495.741,"endTime":495.931,"body":"their"},{"speaker":"Mark Wainwright","startTime":495.931,"endTime":496.521,"body":"future"},{"speaker":"Mark Wainwright","startTime":496.651,"endTime":497.151,"body":"holds"},{"speaker":"Mark Wainwright","startTime":497.151,"endTime":497.201,"body":"or"},{"speaker":"Mark Wainwright","startTime":497.201,"endTime":497.331,"body":"what"},{"speaker":"Mark Wainwright","startTime":497.331,"endTime":497.441,"body":"their"},{"speaker":"Mark Wainwright","startTime":497.441,"endTime":497.721,"body":"future"},{"speaker":"Mark Wainwright","startTime":497.721,"endTime":498.031,"body":"needs"},{"speaker":"Mark Wainwright","startTime":498.031,"endTime":498.361,"body":"are,"},{"speaker":"Mark Wainwright","startTime":499.271,"endTime":499.741,"body":"and"},{"speaker":"Mark Wainwright","startTime":500.371,"endTime":500.481,"body":"kind"},{"speaker":"Mark Wainwright","startTime":500.571,"endTime":500.591,"body":"of"},{"speaker":"Mark Wainwright","startTime":500.771,"endTime":501.061,"body":"bring"},{"speaker":"Mark Wainwright","startTime":501.061,"endTime":501.641,"body":"change"},{"speaker":"Mark Wainwright","startTime":501.641,"endTime":501.931,"body":"or,"},{"speaker":"Mark Wainwright","startTime":501.931,"endTime":502.181,"body":"or,"},{"speaker":"Mark Wainwright","startTime":502.181,"endTime":502.681,"body":"or"},{"speaker":"Mark Wainwright","startTime":502.751,"endTime":503.611,"body":"tweaks"},{"speaker":"Mark Wainwright","startTime":503.621,"endTime":503.981,"body":"to"},{"speaker":"Mark Wainwright","startTime":504.251,"endTime":504.451,"body":"your"},{"speaker":"Mark Wainwright","startTime":504.451,"endTime":504.771,"body":"working"},{"speaker":"Mark Wainwright","startTime":504.771,"endTime":505.401,"body":"relationship"},{"speaker":"Mark Wainwright","startTime":505.431,"endTime":505.621,"body":"with"},{"speaker":"Mark Wainwright","startTime":505.621,"endTime":505.801,"body":"them"},{"speaker":"Mark Wainwright","startTime":505.801,"endTime":505.911,"body":"in"},{"speaker":"Mark Wainwright","startTime":505.911,"endTime":505.991,"body":"the"},{"speaker":"Mark Wainwright","startTime":505.991,"endTime":506.391,"body":"future."},{"speaker":"John Tyreman","startTime":507.171,"endTime":507.271,"body":"I"},{"speaker":"John Tyreman","startTime":507.271,"endTime":507.501,"body":"want"},{"speaker":"John Tyreman","startTime":507.501,"endTime":507.571,"body":"to"},{"speaker":"John Tyreman","startTime":507.851,"endTime":508.451,"body":"quickly"},{"speaker":"John Tyreman","startTime":508.451,"endTime":509.091,"body":"unpack"},{"speaker":"John Tyreman","startTime":509.161,"endTime":509.431,"body":"some"},{"speaker":"John Tyreman","startTime":509.431,"endTime":509.871,"body":"questions"},{"speaker":"John Tyreman","startTime":509.871,"endTime":510.001,"body":"and"},{"speaker":"John Tyreman","startTime":510.001,"endTime":510.331,"body":"why"},{"speaker":"John Tyreman","startTime":510.341,"endTime":510.581,"body":"they"},{"speaker":"John Tyreman","startTime":510.581,"endTime":510.711,"body":"are"},{"speaker":"John Tyreman","startTime":510.711,"endTime":510.971,"body":"so"},{"speaker":"John Tyreman","startTime":510.971,"endTime":511.391,"body":"good"},{"speaker":"John Tyreman","startTime":511.451,"endTime":511.841,"body":"and"},{"speaker":"John Tyreman","startTime":511.861,"endTime":512.301,"body":"why"},{"speaker":"John Tyreman","startTime":512.311,"endTime":512.501,"body":"they"},{"speaker":"John Tyreman","startTime":512.501,"endTime":512.711,"body":"can"},{"speaker":"John Tyreman","startTime":512.711,"endTime":513.081,"body":"help"},{"speaker":"John Tyreman","startTime":513.481,"endTime":513.791,"body":"not"},{"speaker":"John Tyreman","startTime":513.791,"endTime":513.961,"body":"just"},{"speaker":"John Tyreman","startTime":513.961,"endTime":514.081,"body":"your"},{"speaker":"John Tyreman","startTime":514.081,"endTime":514.451,"body":"approach"},{"speaker":"John Tyreman","startTime":514.451,"endTime":514.591,"body":"to"},{"speaker":"John Tyreman","startTime":514.641,"endTime":515.251,"body":"selling,"},{"speaker":"John Tyreman","startTime":515.251,"endTime":515.471,"body":"but"},{"speaker":"John Tyreman","startTime":515.481,"endTime":515.631,"body":"you're"},{"speaker":"John Tyreman","startTime":515.631,"endTime":515.981,"body":"also"},{"speaker":"John Tyreman","startTime":515.981,"endTime":516.211,"body":"your"},{"speaker":"John Tyreman","startTime":516.211,"endTime":516.581,"body":"approach"},{"speaker":"John Tyreman","startTime":516.581,"endTime":516.711,"body":"to"},{"speaker":"John Tyreman","startTime":516.711,"endTime":517.261,"body":"marketing."},{"speaker":"John Tyreman","startTime":517.821,"endTime":518.181,"body":"So"},{"speaker":"John Tyreman","startTime":518.191,"endTime":518.481,"body":"this"},{"speaker":"John Tyreman","startTime":518.491,"endTime":518.721,"body":"first"},{"speaker":"John Tyreman","startTime":518.721,"endTime":519.031,"body":"question"},{"speaker":"John Tyreman","startTime":519.031,"endTime":519.111,"body":"that"},{"speaker":"John Tyreman","startTime":519.111,"endTime":519.161,"body":"you"},{"speaker":"John Tyreman","startTime":519.161,"endTime":519.311,"body":"have,"},{"speaker":"John Tyreman","startTime":519.311,"endTime":519.451,"body":"what"},{"speaker":"John Tyreman","startTime":519.451,"endTime":519.531,"body":"are"},{"speaker":"John Tyreman","startTime":519.531,"endTime":519.621,"body":"the"},{"speaker":"John Tyreman","startTime":519.621,"endTime":519.881,"body":"biggest"},{"speaker":"John Tyreman","startTime":519.881,"endTime":520.421,"body":"challenges"},{"speaker":"John Tyreman","startTime":520.421,"endTime":520.771,"body":"facing"},{"speaker":"John Tyreman","startTime":520.771,"endTime":520.901,"body":"your"},{"speaker":"John Tyreman","startTime":520.901,"endTime":521.281,"body":"business"},{"speaker":"John Tyreman","startTime":521.281,"endTime":521.641,"body":"today?"},{"speaker":"John Tyreman","startTime":522.471,"endTime":522.711,"body":"What"},{"speaker":"John Tyreman","startTime":522.711,"endTime":522.901,"body":"that"},{"speaker":"John Tyreman","startTime":522.901,"endTime":523.201,"body":"does"},{"speaker":"John Tyreman","startTime":523.201,"endTime":523.391,"body":"is"},{"speaker":"John Tyreman","startTime":523.391,"endTime":523.511,"body":"the"},{"speaker":"John Tyreman","startTime":523.511,"endTime":524.261,"body":"responses"},{"speaker":"John Tyreman","startTime":524.261,"endTime":524.481,"body":"from"},{"speaker":"John Tyreman","startTime":524.481,"endTime":524.651,"body":"that"},{"speaker":"John Tyreman","startTime":524.651,"endTime":525.271,"body":"question,"},{"speaker":"John Tyreman","startTime":525.521,"endTime":526.201,"body":"illustrate"},{"speaker":"John Tyreman","startTime":526.231,"endTime":526.491,"body":"the"},{"speaker":"John Tyreman","startTime":526.491,"endTime":527.151,"body":"range"},{"speaker":"John Tyreman","startTime":527.281,"endTime":527.451,"body":"of"},{"speaker":"John Tyreman","startTime":527.451,"endTime":528.211,"body":"challenges"},{"speaker":"John Tyreman","startTime":528.521,"endTime":528.691,"body":"that"},{"speaker":"John Tyreman","startTime":528.691,"endTime":528.791,"body":"your"},{"speaker":"John Tyreman","startTime":528.791,"endTime":529.161,"body":"clients"},{"speaker":"John Tyreman","startTime":529.161,"endTime":529.631,"body":"face."},{"speaker":"John Tyreman","startTime":530.011,"endTime":530.181,"body":"But"},{"speaker":"John Tyreman","startTime":530.181,"endTime":530.321,"body":"then"},{"speaker":"John Tyreman","startTime":530.321,"endTime":530.451,"body":"if"},{"speaker":"John Tyreman","startTime":530.451,"endTime":530.871,"body":"you,"},{"speaker":"John Tyreman","startTime":530.911,"endTime":531.111,"body":"if"},{"speaker":"John Tyreman","startTime":531.111,"endTime":531.261,"body":"you"},{"speaker":"John Tyreman","startTime":531.261,"endTime":531.481,"body":"go"},{"speaker":"John Tyreman","startTime":531.481,"endTime":531.631,"body":"and"},{"speaker":"John Tyreman","startTime":531.631,"endTime":531.741,"body":"you"},{"speaker":"John Tyreman","startTime":531.741,"endTime":531.971,"body":"ask"},{"speaker":"John Tyreman","startTime":531.971,"endTime":532.411,"body":"multiple"},{"speaker":"John Tyreman","startTime":532.411,"endTime":533.161,"body":"clients"},{"speaker":"John Tyreman","startTime":533.381,"endTime":533.631,"body":"that"},{"speaker":"John Tyreman","startTime":533.631,"endTime":533.901,"body":"same"},{"speaker":"John Tyreman","startTime":533.901,"endTime":534.491,"body":"question,"},{"speaker":"John Tyreman","startTime":534.541,"endTime":534.721,"body":"and"},{"speaker":"John Tyreman","startTime":534.721,"endTime":534.851,"body":"then"},{"speaker":"John Tyreman","startTime":534.851,"endTime":535.031,"body":"you"},{"speaker":"John Tyreman","startTime":535.031,"endTime":535.301,"body":"look"},{"speaker":"John Tyreman","startTime":535.301,"endTime":535.411,"body":"at"},{"speaker":"John Tyreman","startTime":535.411,"endTime":535.531,"body":"the"},{"speaker":"John Tyreman","startTime":535.531,"endTime":536.191,"body":"responses"},{"speaker":"John Tyreman","startTime":536.191,"endTime":536.481,"body":"and"},{"speaker":"John Tyreman","startTime":536.761,"endTime":536.891,"body":"the"},{"speaker":"John Tyreman","startTime":536.891,"endTime":537.541,"body":"distribution"},{"speaker":"John Tyreman","startTime":537.541,"endTime":537.671,"body":"of"},{"speaker":"John Tyreman","startTime":537.671,"endTime":537.751,"body":"the"},{"speaker":"John Tyreman","startTime":537.751,"endTime":538.401,"body":"responses,"},{"speaker":"John Tyreman","startTime":538.401,"endTime":538.561,"body":"and"},{"speaker":"John Tyreman","startTime":538.561,"endTime":538.721,"body":"then"},{"speaker":"John Tyreman","startTime":538.801,"endTime":538.931,"body":"the"},{"speaker":"John Tyreman","startTime":538.931,"endTime":539.491,"body":"common"},{"speaker":"John Tyreman","startTime":539.931,"endTime":540.751,"body":"categories"},{"speaker":"John Tyreman","startTime":540.941,"endTime":541.091,"body":"of"},{"speaker":"John Tyreman","startTime":541.091,"endTime":541.761,"body":"responses,"},{"speaker":"John Tyreman","startTime":541.991,"endTime":542.161,"body":"you"},{"speaker":"John Tyreman","startTime":542.161,"endTime":542.321,"body":"can"},{"speaker":"John Tyreman","startTime":542.321,"endTime":542.631,"body":"start"},{"speaker":"John Tyreman","startTime":542.631,"endTime":542.861,"body":"to"},{"speaker":"John Tyreman","startTime":542.881,"endTime":543.101,"body":"paint"},{"speaker":"John Tyreman","startTime":543.141,"endTime":543.241,"body":"a"},{"speaker":"John Tyreman","startTime":543.241,"endTime":543.791,"body":"picture"},{"speaker":"John Tyreman","startTime":543.821,"endTime":544.131,"body":"of"},{"speaker":"John Tyreman","startTime":544.331,"endTime":544.581,"body":"where"},{"speaker":"John Tyreman","startTime":544.581,"endTime":544.801,"body":"does"},{"speaker":"John Tyreman","startTime":544.801,"endTime":544.901,"body":"the"},{"speaker":"John Tyreman","startTime":544.901,"endTime":545.381,"body":"primary"},{"speaker":"John Tyreman","startTime":545.381,"endTime":545.761,"body":"challenge"},{"speaker":"John Tyreman","startTime":545.761,"endTime":545.871,"body":"that"},{"speaker":"John Tyreman","startTime":545.871,"endTime":546.041,"body":"you"},{"speaker":"John Tyreman","startTime":546.041,"endTime":546.491,"body":"solve."},{"speaker":"John Tyreman","startTime":547.456,"endTime":547.626,"body":"In"},{"speaker":"John Tyreman","startTime":547.626,"endTime":547.996,"body":"terms"},{"speaker":"John Tyreman","startTime":547.996,"endTime":548.206,"body":"of"},{"speaker":"John Tyreman","startTime":548.226,"endTime":548.436,"body":"the"},{"speaker":"John Tyreman","startTime":548.486,"endTime":549.206,"body":"overall"},{"speaker":"John Tyreman","startTime":549.216,"endTime":549.606,"body":"business"},{"speaker":"John Tyreman","startTime":549.606,"endTime":550.166,"body":"challenges"},{"speaker":"John Tyreman","startTime":550.166,"endTime":550.316,"body":"that"},{"speaker":"John Tyreman","startTime":550.316,"endTime":550.396,"body":"are"},{"speaker":"John Tyreman","startTime":550.396,"endTime":550.766,"body":"facing"},{"speaker":"John Tyreman","startTime":550.766,"endTime":550.896,"body":"your"},{"speaker":"John Tyreman","startTime":550.896,"endTime":551.306,"body":"client."},{"speaker":"John Tyreman","startTime":551.676,"endTime":551.856,"body":"So"},{"speaker":"John Tyreman","startTime":551.856,"endTime":551.956,"body":"it"},{"speaker":"John Tyreman","startTime":551.956,"endTime":552.156,"body":"helps"},{"speaker":"John Tyreman","startTime":552.156,"endTime":552.246,"body":"you"},{"speaker":"John Tyreman","startTime":552.246,"endTime":552.726,"body":"understand"},{"speaker":"John Tyreman","startTime":552.726,"endTime":552.796,"body":"a"},{"speaker":"John Tyreman","startTime":552.796,"endTime":553.436,"body":"relative"},{"speaker":"John Tyreman","startTime":553.716,"endTime":553.786,"body":"kind"},{"speaker":"John Tyreman","startTime":553.786,"endTime":553.906,"body":"of"},{"speaker":"John Tyreman","startTime":553.906,"endTime":554.796,"body":"priority"},{"speaker":"John Tyreman","startTime":555.106,"endTime":555.326,"body":"of"},{"speaker":"John Tyreman","startTime":555.326,"endTime":555.636,"body":"where"},{"speaker":"John Tyreman","startTime":555.636,"endTime":555.946,"body":"your"},{"speaker":"John Tyreman","startTime":555.946,"endTime":556.526,"body":"services"},{"speaker":"John Tyreman","startTime":556.526,"endTime":556.626,"body":"kind"},{"speaker":"John Tyreman","startTime":556.626,"endTime":556.696,"body":"of"},{"speaker":"John Tyreman","startTime":556.706,"endTime":557.146,"body":"stack"},{"speaker":"John Tyreman","startTime":557.156,"endTime":557.386,"body":"up"},{"speaker":"John Tyreman","startTime":557.386,"endTime":557.516,"body":"and"},{"speaker":"John Tyreman","startTime":557.536,"endTime":557.816,"body":"who,"},{"speaker":"John Tyreman","startTime":557.906,"endTime":558.296,"body":"who"},{"speaker":"John Tyreman","startTime":558.296,"endTime":558.446,"body":"you"},{"speaker":"John Tyreman","startTime":558.446,"endTime":558.696,"body":"might"},{"speaker":"John Tyreman","startTime":558.696,"endTime":558.826,"body":"be"},{"speaker":"John Tyreman","startTime":558.826,"endTime":559.366,"body":"competing"},{"speaker":"John Tyreman","startTime":559.366,"endTime":559.706,"body":"against."},{"speaker":"John Tyreman","startTime":559.716,"endTime":559.906,"body":"That"},{"speaker":"John Tyreman","startTime":559.906,"endTime":560.096,"body":"might"},{"speaker":"John Tyreman","startTime":560.096,"endTime":560.276,"body":"not"},{"speaker":"John Tyreman","startTime":560.276,"endTime":560.416,"body":"be"},{"speaker":"John Tyreman","startTime":560.416,"endTime":560.466,"body":"a"},{"speaker":"John Tyreman","startTime":560.466,"endTime":560.936,"body":"direct"},{"speaker":"John Tyreman","startTime":560.946,"endTime":561.586,"body":"competitor."},{"speaker":"Mark Wainwright","startTime":562.191,"endTime":562.541,"body":"Right."},{"speaker":"Mark Wainwright","startTime":563.061,"endTime":563.351,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":563.371,"endTime":563.631,"body":"No,"},{"speaker":"Mark Wainwright","startTime":563.961,"endTime":564.101,"body":"I,"},{"speaker":"Mark Wainwright","startTime":564.101,"endTime":564.251,"body":"I,"},{"speaker":"Mark Wainwright","startTime":564.351,"endTime":564.491,"body":"you"},{"speaker":"Mark Wainwright","startTime":564.491,"endTime":564.611,"body":"know,"},{"speaker":"Mark Wainwright","startTime":564.621,"endTime":564.681,"body":"if"},{"speaker":"Mark Wainwright","startTime":564.681,"endTime":564.891,"body":"you're,"},{"speaker":"Mark Wainwright","startTime":564.911,"endTime":565.161,"body":"you're,"},{"speaker":"Mark Wainwright","startTime":565.161,"endTime":565.351,"body":"you're"},{"speaker":"Mark Wainwright","startTime":565.351,"endTime":565.431,"body":"the"},{"speaker":"Mark Wainwright","startTime":565.431,"endTime":565.681,"body":"data"},{"speaker":"Mark Wainwright","startTime":565.681,"endTime":566.001,"body":"guy,"},{"speaker":"Mark Wainwright","startTime":566.051,"endTime":566.461,"body":"so"},{"speaker":"Mark Wainwright","startTime":566.591,"endTime":566.751,"body":"that,"},{"speaker":"Mark Wainwright","startTime":566.761,"endTime":567.001,"body":"that,"},{"speaker":"Mark Wainwright","startTime":567.011,"endTime":567.211,"body":"that"},{"speaker":"Mark Wainwright","startTime":567.211,"endTime":567.331,"body":"is"},{"speaker":"Mark Wainwright","startTime":567.351,"endTime":567.701,"body":"absolutely"},{"speaker":"Mark Wainwright","startTime":567.701,"endTime":568.041,"body":"true."},{"speaker":"Mark Wainwright","startTime":568.041,"endTime":568.271,"body":"And"},{"speaker":"Mark Wainwright","startTime":568.781,"endTime":569.061,"body":"your"},{"speaker":"Mark Wainwright","startTime":569.061,"endTime":569.501,"body":"clients"},{"speaker":"Mark Wainwright","startTime":569.501,"endTime":569.751,"body":"could"},{"speaker":"Mark Wainwright","startTime":569.801,"endTime":570.821,"body":"potentially"},{"speaker":"Mark Wainwright","startTime":570.921,"endTime":571.611,"body":"articulate"},{"speaker":"Mark Wainwright","startTime":571.611,"endTime":571.661,"body":"a"},{"speaker":"Mark Wainwright","startTime":571.661,"endTime":572.231,"body":"number"},{"speaker":"Mark Wainwright","startTime":572.231,"endTime":572.561,"body":"of"},{"speaker":"Mark Wainwright","startTime":572.851,"endTime":573.561,"body":"current"},{"speaker":"Mark Wainwright","startTime":574.331,"endTime":575.401,"body":"challenges,"},{"speaker":"Mark Wainwright","startTime":575.741,"endTime":575.951,"body":"or"},{"speaker":"Mark Wainwright","startTime":575.951,"endTime":576.161,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":576.161,"endTime":576.341,"body":"even"},{"speaker":"Mark Wainwright","startTime":576.341,"endTime":576.851,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":576.851,"endTime":576.941,"body":"in"},{"speaker":"Mark Wainwright","startTime":576.941,"endTime":577.031,"body":"the"},{"speaker":"Mark Wainwright","startTime":577.031,"endTime":577.781,"body":"marketplace,"},{"speaker":"Mark Wainwright","startTime":577.811,"endTime":578.071,"body":"but"},{"speaker":"Mark Wainwright","startTime":578.091,"endTime":578.401,"body":"you"},{"speaker":"Mark Wainwright","startTime":578.411,"endTime":578.651,"body":"have"},{"speaker":"Mark Wainwright","startTime":578.651,"endTime":578.751,"body":"to"},{"speaker":"Mark Wainwright","startTime":578.751,"endTime":579.011,"body":"take"},{"speaker":"Mark Wainwright","startTime":579.021,"endTime":579.231,"body":"that"},{"speaker":"Mark Wainwright","startTime":579.231,"endTime":579.441,"body":"next"},{"speaker":"Mark Wainwright","startTime":579.441,"endTime":579.741,"body":"step"},{"speaker":"Mark Wainwright","startTime":579.741,"endTime":580.101,"body":"further,"},{"speaker":"Mark Wainwright","startTime":580.101,"endTime":580.251,"body":"like"},{"speaker":"Mark Wainwright","startTime":580.251,"endTime":580.371,"body":"you"},{"speaker":"Mark Wainwright","startTime":580.371,"endTime":580.611,"body":"said,"},{"speaker":"Mark Wainwright","startTime":580.611,"endTime":580.731,"body":"and"},{"speaker":"Mark Wainwright","startTime":580.731,"endTime":580.901,"body":"say,"},{"speaker":"Mark Wainwright","startTime":581.011,"endTime":581.301,"body":"okay,"},{"speaker":"Mark Wainwright","startTime":581.491,"endTime":581.681,"body":"let's"},{"speaker":"Mark Wainwright","startTime":581.681,"endTime":581.951,"body":"rank"},{"speaker":"Mark Wainwright","startTime":581.961,"endTime":582.191,"body":"them."},{"speaker":"Mark Wainwright","startTime":582.261,"endTime":582.401,"body":"You"},{"speaker":"Mark Wainwright","startTime":582.401,"endTime":582.531,"body":"know,"},{"speaker":"Mark Wainwright","startTime":582.571,"endTime":582.991,"body":"what's,"},{"speaker":"Mark Wainwright","startTime":583.321,"endTime":583.681,"body":"what's"},{"speaker":"Mark Wainwright","startTime":583.731,"endTime":584.001,"body":"Number"},{"speaker":"Mark Wainwright","startTime":584.001,"endTime":584.281,"body":"1,"},{"speaker":"John Tyreman","startTime":585.291,"endTime":585.451,"body":"And"},{"speaker":"John Tyreman","startTime":585.451,"endTime":585.811,"body":"so"},{"speaker":"John Tyreman","startTime":585.831,"endTime":586.341,"body":"from,"},{"speaker":"John Tyreman","startTime":586.491,"endTime":586.621,"body":"you"},{"speaker":"John Tyreman","startTime":586.621,"endTime":586.721,"body":"know,"},{"speaker":"John Tyreman","startTime":586.721,"endTime":586.851,"body":"that"},{"speaker":"John Tyreman","startTime":586.851,"endTime":586.981,"body":"can"},{"speaker":"John Tyreman","startTime":587.071,"endTime":587.481,"body":"obviously"},{"speaker":"John Tyreman","startTime":587.481,"endTime":587.921,"body":"influence"},{"speaker":"John Tyreman","startTime":587.961,"endTime":588.011,"body":"your"},{"speaker":"John Tyreman","startTime":588.011,"endTime":588.251,"body":"brand"},{"speaker":"John Tyreman","startTime":588.251,"endTime":588.741,"body":"positioning"},{"speaker":"John Tyreman","startTime":588.741,"endTime":588.821,"body":"and"},{"speaker":"John Tyreman","startTime":588.821,"endTime":589.381,"body":"messaging."},{"speaker":"John Tyreman","startTime":589.901,"endTime":590.191,"body":"What"},{"speaker":"John Tyreman","startTime":590.191,"endTime":590.261,"body":"I"},{"speaker":"John Tyreman","startTime":590.261,"endTime":590.491,"body":"like"},{"speaker":"John Tyreman","startTime":590.491,"endTime":590.891,"body":"about"},{"speaker":"John Tyreman","startTime":590.971,"endTime":591.171,"body":"the"},{"speaker":"John Tyreman","startTime":591.171,"endTime":591.431,"body":"third"},{"speaker":"John Tyreman","startTime":591.431,"endTime":591.791,"body":"question"},{"speaker":"John Tyreman","startTime":591.791,"endTime":591.901,"body":"that"},{"speaker":"John Tyreman","startTime":591.901,"endTime":591.961,"body":"you"},{"speaker":"John Tyreman","startTime":591.961,"endTime":592.151,"body":"asked,"},{"speaker":"John Tyreman","startTime":592.151,"endTime":592.231,"body":"what"},{"speaker":"John Tyreman","startTime":592.231,"endTime":592.271,"body":"do"},{"speaker":"John Tyreman","startTime":592.271,"endTime":592.371,"body":"you"},{"speaker":"John Tyreman","startTime":592.371,"endTime":592.861,"body":"appreciate"},{"speaker":"John Tyreman","startTime":592.861,"endTime":592.941,"body":"the"},{"speaker":"John Tyreman","startTime":592.941,"endTime":593.181,"body":"most"},{"speaker":"John Tyreman","startTime":593.181,"endTime":593.401,"body":"about"},{"speaker":"John Tyreman","startTime":593.401,"endTime":593.741,"body":"working"},{"speaker":"John Tyreman","startTime":593.741,"endTime":593.901,"body":"with"},{"speaker":"John Tyreman","startTime":593.901,"endTime":594.186,"body":"us?"},{"speaker":"John Tyreman","startTime":594.666,"endTime":594.816,"body":"We're"},{"speaker":"John Tyreman","startTime":594.816,"endTime":595.156,"body":"trying"},{"speaker":"John Tyreman","startTime":595.156,"endTime":595.246,"body":"to"},{"speaker":"John Tyreman","startTime":595.256,"endTime":595.456,"body":"get"},{"speaker":"John Tyreman","startTime":595.456,"endTime":595.816,"body":"at,"},{"speaker":"John Tyreman","startTime":596.066,"endTime":596.196,"body":"you"},{"speaker":"John Tyreman","startTime":596.196,"endTime":596.406,"body":"know,"},{"speaker":"John Tyreman","startTime":596.446,"endTime":597.056,"body":"defining"},{"speaker":"John Tyreman","startTime":597.066,"endTime":597.576,"body":"value."},{"speaker":"John Tyreman","startTime":597.776,"endTime":598.186,"body":"That's"},{"speaker":"John Tyreman","startTime":598.306,"endTime":598.546,"body":"one"},{"speaker":"John Tyreman","startTime":598.546,"endTime":598.626,"body":"of"},{"speaker":"John Tyreman","startTime":598.626,"endTime":598.746,"body":"the"},{"speaker":"John Tyreman","startTime":598.746,"endTime":599.266,"body":"objection"},{"speaker":"John Tyreman","startTime":599.336,"endTime":599.946,"body":"objectives"},{"speaker":"John Tyreman","startTime":599.946,"endTime":600.106,"body":"of"},{"speaker":"John Tyreman","startTime":600.106,"endTime":600.306,"body":"this"},{"speaker":"John Tyreman","startTime":600.306,"endTime":601.006,"body":"question."},{"speaker":"John Tyreman","startTime":601.396,"endTime":601.536,"body":"And"},{"speaker":"John Tyreman","startTime":601.536,"endTime":601.656,"body":"then"},{"speaker":"John Tyreman","startTime":601.656,"endTime":601.846,"body":"once"},{"speaker":"John Tyreman","startTime":601.846,"endTime":601.946,"body":"you"},{"speaker":"John Tyreman","startTime":601.946,"endTime":602.466,"body":"understand"},{"speaker":"John Tyreman","startTime":602.466,"endTime":602.606,"body":"that"},{"speaker":"John Tyreman","startTime":602.606,"endTime":603.056,"body":"value,"},{"speaker":"John Tyreman","startTime":603.066,"endTime":603.716,"body":"similarly,"},{"speaker":"John Tyreman","startTime":603.716,"endTime":603.846,"body":"if"},{"speaker":"John Tyreman","startTime":603.856,"endTime":603.976,"body":"you"},{"speaker":"John Tyreman","startTime":603.976,"endTime":604.066,"body":"were"},{"speaker":"John Tyreman","startTime":604.066,"endTime":604.176,"body":"to"},{"speaker":"John Tyreman","startTime":604.176,"endTime":604.396,"body":"look"},{"speaker":"John Tyreman","startTime":604.396,"endTime":604.536,"body":"at"},{"speaker":"John Tyreman","startTime":604.536,"endTime":604.686,"body":"the"},{"speaker":"John Tyreman","startTime":604.686,"endTime":605.156,"body":"aggregate"},{"speaker":"John Tyreman","startTime":605.156,"endTime":605.766,"body":"responses,"},{"speaker":"John Tyreman","startTime":605.766,"endTime":605.906,"body":"if"},{"speaker":"John Tyreman","startTime":605.906,"endTime":605.976,"body":"you"},{"speaker":"John Tyreman","startTime":605.976,"endTime":606.046,"body":"were"},{"speaker":"John Tyreman","startTime":606.046,"endTime":606.176,"body":"to"},{"speaker":"John Tyreman","startTime":606.176,"endTime":606.496,"body":"ask"},{"speaker":"John Tyreman","startTime":606.496,"endTime":606.836,"body":"multiple"},{"speaker":"John Tyreman","startTime":606.836,"endTime":607.296,"body":"clients,"},{"speaker":"John Tyreman","startTime":607.296,"endTime":607.486,"body":"this"},{"speaker":"John Tyreman","startTime":607.486,"endTime":608.096,"body":"question,"},{"speaker":"John Tyreman","startTime":608.626,"endTime":608.806,"body":"you'd"},{"speaker":"John Tyreman","startTime":608.806,"endTime":608.876,"body":"be"},{"speaker":"John Tyreman","startTime":608.876,"endTime":609.026,"body":"able"},{"speaker":"John Tyreman","startTime":609.026,"endTime":609.176,"body":"to"},{"speaker":"John Tyreman","startTime":609.176,"endTime":609.996,"body":"understand,"},{"speaker":"John Tyreman","startTime":610.006,"endTime":610.026,"body":"you"},{"speaker":"John Tyreman","startTime":610.216,"endTime":610.376,"body":"know,"},{"speaker":"John Tyreman","startTime":610.386,"endTime":610.826,"body":"what"},{"speaker":"John Tyreman","startTime":610.906,"endTime":611.106,"body":"are"},{"speaker":"John Tyreman","startTime":611.106,"endTime":611.686,"body":"potential"},{"speaker":"John Tyreman","startTime":611.716,"endTime":612.676,"body":"differentiators"},{"speaker":"John Tyreman","startTime":613.816,"endTime":613.986,"body":"of"},{"speaker":"John Tyreman","startTime":613.986,"endTime":614.346,"body":"us?"},{"speaker":"John Tyreman","startTime":614.396,"endTime":614.576,"body":"You"},{"speaker":"John Tyreman","startTime":614.576,"endTime":614.736,"body":"know,"},{"speaker":"John Tyreman","startTime":614.736,"endTime":615.016,"body":"and"},{"speaker":"John Tyreman","startTime":615.086,"endTime":615.716,"body":"combined"},{"speaker":"John Tyreman","startTime":615.726,"endTime":616.136,"body":"with"},{"speaker":"John Tyreman","startTime":616.196,"endTime":616.446,"body":"that"},{"speaker":"John Tyreman","startTime":616.446,"endTime":616.656,"body":"other"},{"speaker":"John Tyreman","startTime":616.656,"endTime":617.276,"body":"question,"},{"speaker":"John Tyreman","startTime":617.296,"endTime":617.446,"body":"you"},{"speaker":"John Tyreman","startTime":617.446,"endTime":617.716,"body":"know,"},{"speaker":"John Tyreman","startTime":618.116,"endTime":618.396,"body":"what"},{"speaker":"John Tyreman","startTime":618.396,"endTime":618.426,"body":"do"},{"speaker":"John Tyreman","startTime":618.426,"endTime":618.886,"body":"you,"},{"speaker":"John Tyreman","startTime":619.066,"endTime":619.216,"body":"what"},{"speaker":"John Tyreman","startTime":619.216,"endTime":619.256,"body":"do"},{"speaker":"John Tyreman","startTime":619.256,"endTime":619.336,"body":"you"},{"speaker":"John Tyreman","startTime":619.336,"endTime":619.536,"body":"wish"},{"speaker":"John Tyreman","startTime":619.536,"endTime":619.666,"body":"we"},{"speaker":"John Tyreman","startTime":619.666,"endTime":619.856,"body":"did"},{"speaker":"John Tyreman","startTime":619.866,"endTime":620.386,"body":"differently"},{"speaker":"John Tyreman","startTime":620.386,"endTime":620.476,"body":"or"},{"speaker":"John Tyreman","startTime":620.476,"endTime":621.116,"body":"better?"},{"speaker":"John Tyreman","startTime":621.426,"endTime":621.686,"body":"That's"},{"speaker":"John Tyreman","startTime":621.696,"endTime":621.846,"body":"kind"},{"speaker":"John Tyreman","startTime":621.846,"endTime":621.936,"body":"of"},{"speaker":"John Tyreman","startTime":621.936,"endTime":622.156,"body":"like,"},{"speaker":"John Tyreman","startTime":622.266,"endTime":622.426,"body":"like"},{"speaker":"John Tyreman","startTime":622.426,"endTime":622.516,"body":"you"},{"speaker":"John Tyreman","startTime":622.516,"endTime":622.656,"body":"said,"},{"speaker":"John Tyreman","startTime":622.666,"endTime":622.756,"body":"the"},{"speaker":"John Tyreman","startTime":622.756,"endTime":623.396,"body":"antithesis"},{"speaker":"John Tyreman","startTime":623.396,"endTime":623.566,"body":"of"},{"speaker":"John Tyreman","startTime":623.566,"endTime":623.826,"body":"that"},{"speaker":"John Tyreman","startTime":623.856,"endTime":624.086,"body":"and"},{"speaker":"John Tyreman","startTime":624.086,"endTime":624.236,"body":"the"},{"speaker":"John Tyreman","startTime":624.646,"endTime":625.146,"body":"Looking"},{"speaker":"John Tyreman","startTime":625.186,"endTime":625.436,"body":"at"},{"speaker":"John Tyreman","startTime":625.446,"endTime":625.606,"body":"the"},{"speaker":"John Tyreman","startTime":625.606,"endTime":626.256,"body":"responses"},{"speaker":"John Tyreman","startTime":626.256,"endTime":626.396,"body":"of"},{"speaker":"John Tyreman","startTime":626.396,"endTime":626.596,"body":"those"},{"speaker":"John Tyreman","startTime":626.596,"endTime":626.796,"body":"two"},{"speaker":"John Tyreman","startTime":626.796,"endTime":627.536,"body":"questions."},{"speaker":"John Tyreman","startTime":628.091,"endTime":628.211,"body":"Kind"},{"speaker":"John Tyreman","startTime":628.211,"endTime":628.361,"body":"of"},{"speaker":"John Tyreman","startTime":628.361,"endTime":628.521,"body":"like"},{"speaker":"John Tyreman","startTime":628.521,"endTime":628.951,"body":"together"},{"speaker":"John Tyreman","startTime":628.951,"endTime":629.021,"body":"or"},{"speaker":"John Tyreman","startTime":629.021,"endTime":629.301,"body":"side"},{"speaker":"John Tyreman","startTime":629.301,"endTime":629.471,"body":"by"},{"speaker":"John Tyreman","startTime":629.471,"endTime":629.951,"body":"side"},{"speaker":"John Tyreman","startTime":630.191,"endTime":630.451,"body":"helps"},{"speaker":"John Tyreman","startTime":630.481,"endTime":631.321,"body":"illustrate,"},{"speaker":"John Tyreman","startTime":631.581,"endTime":631.701,"body":"you"},{"speaker":"John Tyreman","startTime":631.701,"endTime":631.811,"body":"know,"},{"speaker":"John Tyreman","startTime":631.811,"endTime":632.001,"body":"what"},{"speaker":"John Tyreman","startTime":632.001,"endTime":632.141,"body":"you"},{"speaker":"John Tyreman","startTime":632.141,"endTime":632.321,"body":"could"},{"speaker":"John Tyreman","startTime":632.321,"endTime":632.401,"body":"be"},{"speaker":"John Tyreman","startTime":632.401,"endTime":632.661,"body":"doing"},{"speaker":"John Tyreman","startTime":632.661,"endTime":633.161,"body":"differently,"},{"speaker":"John Tyreman","startTime":633.161,"endTime":633.391,"body":"what"},{"speaker":"John Tyreman","startTime":633.391,"endTime":633.511,"body":"your"},{"speaker":"John Tyreman","startTime":633.511,"endTime":633.791,"body":"true"},{"speaker":"John Tyreman","startTime":633.841,"endTime":634.681,"body":"differentiators"},{"speaker":"John Tyreman","startTime":634.701,"endTime":635.061,"body":"are"},{"speaker":"John Tyreman","startTime":635.221,"endTime":635.491,"body":"and"},{"speaker":"John Tyreman","startTime":635.491,"endTime":635.741,"body":"where"},{"speaker":"John Tyreman","startTime":635.741,"endTime":635.931,"body":"you"},{"speaker":"John Tyreman","startTime":635.931,"endTime":636.221,"body":"might"},{"speaker":"John Tyreman","startTime":636.221,"endTime":636.471,"body":"want"},{"speaker":"John Tyreman","startTime":636.481,"endTime":636.611,"body":"to"},{"speaker":"John Tyreman","startTime":636.611,"endTime":636.991,"body":"lean"},{"speaker":"John Tyreman","startTime":636.991,"endTime":637.241,"body":"in"},{"speaker":"John Tyreman","startTime":637.261,"endTime":637.451,"body":"from"},{"speaker":"John Tyreman","startTime":637.451,"endTime":637.521,"body":"a"},{"speaker":"John Tyreman","startTime":637.521,"endTime":638.221,"body":"positioning"},{"speaker":"John Tyreman","startTime":638.221,"endTime":638.901,"body":"perspective."},{"speaker":"Mark Wainwright","startTime":639.441,"endTime":639.771,"body":"right?"},{"speaker":"Mark Wainwright","startTime":640.311,"endTime":640.891,"body":"There's"},{"speaker":"Mark Wainwright","startTime":641.051,"endTime":641.221,"body":"some"},{"speaker":"Mark Wainwright","startTime":641.221,"endTime":641.681,"body":"components"},{"speaker":"Mark Wainwright","startTime":641.681,"endTime":641.791,"body":"to"},{"speaker":"Mark Wainwright","startTime":641.791,"endTime":641.981,"body":"this"},{"speaker":"Mark Wainwright","startTime":642.131,"endTime":642.281,"body":"that"},{"speaker":"Mark Wainwright","startTime":642.281,"endTime":642.321,"body":"are"},{"speaker":"Mark Wainwright","startTime":642.321,"endTime":642.581,"body":"very"},{"speaker":"Mark Wainwright","startTime":642.581,"endTime":642.971,"body":"similar"},{"speaker":"Mark Wainwright","startTime":642.971,"endTime":643.271,"body":"to"},{"speaker":"Mark Wainwright","startTime":643.521,"endTime":643.751,"body":"some"},{"speaker":"Mark Wainwright","startTime":643.751,"endTime":643.871,"body":"of"},{"speaker":"Mark Wainwright","startTime":643.871,"endTime":643.941,"body":"the"},{"speaker":"Mark Wainwright","startTime":643.941,"endTime":644.181,"body":"things"},{"speaker":"Mark Wainwright","startTime":644.181,"endTime":644.341,"body":"you"},{"speaker":"Mark Wainwright","startTime":644.341,"endTime":644.541,"body":"do"},{"speaker":"Mark Wainwright","startTime":644.541,"endTime":644.641,"body":"in"},{"speaker":"Mark Wainwright","startTime":644.641,"endTime":644.731,"body":"a"},{"speaker":"Mark Wainwright","startTime":644.731,"endTime":645.111,"body":"SWOT"},{"speaker":"Mark Wainwright","startTime":645.111,"endTime":645.761,"body":"analysis"},{"speaker":"Mark Wainwright","startTime":645.771,"endTime":646.241,"body":"is"},{"speaker":"Mark Wainwright","startTime":646.251,"endTime":646.431,"body":"that,"},{"speaker":"Mark Wainwright","startTime":646.431,"endTime":646.521,"body":"you"},{"speaker":"Mark Wainwright","startTime":646.521,"endTime":646.641,"body":"know,"},{"speaker":"Mark Wainwright","startTime":646.771,"endTime":646.941,"body":"you're"},{"speaker":"Mark Wainwright","startTime":646.941,"endTime":647.301,"body":"trying"},{"speaker":"Mark Wainwright","startTime":647.301,"endTime":647.611,"body":"to"},{"speaker":"Mark Wainwright","startTime":647.831,"endTime":649.031,"body":"maximize"},{"speaker":"Mark Wainwright","startTime":649.341,"endTime":649.891,"body":"the"},{"speaker":"Mark Wainwright","startTime":650.331,"endTime":651.111,"body":"strengths"},{"speaker":"Mark Wainwright","startTime":651.251,"endTime":651.461,"body":"and"},{"speaker":"Mark Wainwright","startTime":651.461,"endTime":652.351,"body":"minimize"},{"speaker":"Mark Wainwright","startTime":652.611,"endTime":652.811,"body":"or"},{"speaker":"Mark Wainwright","startTime":652.811,"endTime":653.371,"body":"eliminate"},{"speaker":"Mark Wainwright","startTime":653.391,"endTime":653.911,"body":"the"},{"speaker":"Mark Wainwright","startTime":653.921,"endTime":654.521,"body":"weaknesses."},{"speaker":"Mark Wainwright","startTime":654.521,"endTime":654.881,"body":"So,"},{"speaker":"Mark Wainwright","startTime":655.301,"endTime":655.511,"body":"no"},{"speaker":"Mark Wainwright","startTime":655.511,"endTime":655.771,"body":"better"},{"speaker":"Mark Wainwright","startTime":655.771,"endTime":656.301,"body":"way"},{"speaker":"Mark Wainwright","startTime":656.551,"endTime":656.681,"body":"to"},{"speaker":"Mark Wainwright","startTime":656.681,"endTime":656.871,"body":"figure"},{"speaker":"Mark Wainwright","startTime":656.871,"endTime":656.981,"body":"out"},{"speaker":"Mark Wainwright","startTime":656.981,"endTime":657.081,"body":"what"},{"speaker":"Mark Wainwright","startTime":657.081,"endTime":657.211,"body":"those"},{"speaker":"Mark Wainwright","startTime":657.211,"endTime":657.461,"body":"things"},{"speaker":"Mark Wainwright","startTime":657.461,"endTime":657.901,"body":"are."},{"speaker":"Mark Wainwright","startTime":658.061,"endTime":658.241,"body":"Then"},{"speaker":"Mark Wainwright","startTime":658.241,"endTime":658.401,"body":"just"},{"speaker":"Mark Wainwright","startTime":658.401,"endTime":658.471,"body":"to"},{"speaker":"Mark Wainwright","startTime":658.471,"endTime":658.571,"body":"go"},{"speaker":"Mark Wainwright","startTime":658.571,"endTime":658.751,"body":"talk"},{"speaker":"Mark Wainwright","startTime":658.751,"endTime":658.781,"body":"to"},{"speaker":"Mark Wainwright","startTime":658.781,"endTime":658.891,"body":"your"},{"speaker":"Mark Wainwright","startTime":658.891,"endTime":659.341,"body":"clients."},{"speaker":"John Tyreman","startTime":660.521,"endTime":660.741,"body":"So"},{"speaker":"John Tyreman","startTime":660.741,"endTime":661.061,"body":"before"},{"speaker":"John Tyreman","startTime":661.061,"endTime":661.171,"body":"we"},{"speaker":"John Tyreman","startTime":661.171,"endTime":661.421,"body":"close"},{"speaker":"John Tyreman","startTime":661.421,"endTime":661.581,"body":"this"},{"speaker":"John Tyreman","startTime":661.581,"endTime":661.741,"body":"one"},{"speaker":"John Tyreman","startTime":661.741,"endTime":661.901,"body":"out,"},{"speaker":"John Tyreman","startTime":661.901,"endTime":661.991,"body":"I"},{"speaker":"John Tyreman","startTime":661.991,"endTime":662.171,"body":"just"},{"speaker":"John Tyreman","startTime":662.171,"endTime":662.321,"body":"want"},{"speaker":"John Tyreman","startTime":662.321,"endTime":662.501,"body":"to"},{"speaker":"John Tyreman","startTime":663.621,"endTime":663.901,"body":"touch"},{"speaker":"John Tyreman","startTime":663.901,"endTime":664.071,"body":"on"},{"speaker":"John Tyreman","startTime":664.071,"endTime":664.141,"body":"a"},{"speaker":"John Tyreman","startTime":664.141,"endTime":664.441,"body":"few"},{"speaker":"John Tyreman","startTime":664.441,"endTime":664.981,"body":"example"},{"speaker":"John Tyreman","startTime":664.991,"endTime":665.551,"body":"methods"},{"speaker":"John Tyreman","startTime":665.581,"endTime":665.801,"body":"that"},{"speaker":"John Tyreman","startTime":665.811,"endTime":666.071,"body":"you"},{"speaker":"John Tyreman","startTime":666.071,"endTime":666.401,"body":"can"},{"speaker":"John Tyreman","startTime":666.411,"endTime":666.841,"body":"use"},{"speaker":"John Tyreman","startTime":666.841,"endTime":667.021,"body":"to"},{"speaker":"John Tyreman","startTime":667.021,"endTime":667.771,"body":"extract"},{"speaker":"John Tyreman","startTime":667.941,"endTime":668.231,"body":"these"},{"speaker":"John Tyreman","startTime":668.231,"endTime":668.901,"body":"insights."},{"speaker":"John Tyreman","startTime":669.371,"endTime":669.501,"body":"So"},{"speaker":"John Tyreman","startTime":669.511,"endTime":669.991,"body":"obviously"},{"speaker":"John Tyreman","startTime":670.011,"endTime":670.181,"body":"you"},{"speaker":"John Tyreman","startTime":670.181,"endTime":670.401,"body":"could"},{"speaker":"John Tyreman","startTime":670.401,"endTime":671.131,"body":"schedule"},{"speaker":"John Tyreman","startTime":671.531,"endTime":672.071,"body":"synchronous"},{"speaker":"John Tyreman","startTime":672.081,"endTime":672.991,"body":"conversations,"},{"speaker":"John Tyreman","startTime":672.991,"endTime":673.121,"body":"and"},{"speaker":"John Tyreman","startTime":673.121,"endTime":673.311,"body":"that's"},{"speaker":"John Tyreman","startTime":673.321,"endTime":673.961,"body":"probably"},{"speaker":"John Tyreman","startTime":673.981,"endTime":674.171,"body":"the"},{"speaker":"John Tyreman","startTime":674.181,"endTime":674.761,"body":"best"},{"speaker":"John Tyreman","startTime":674.891,"endTime":675.211,"body":"way"},{"speaker":"John Tyreman","startTime":675.211,"endTime":675.341,"body":"to"},{"speaker":"John Tyreman","startTime":675.341,"endTime":675.611,"body":"do"},{"speaker":"John Tyreman","startTime":675.611,"endTime":675.791,"body":"it."},{"speaker":"John Tyreman","startTime":676.056,"endTime":676.436,"body":"Right."},{"speaker":"John Tyreman","startTime":676.446,"endTime":676.636,"body":"That's"},{"speaker":"John Tyreman","startTime":676.646,"endTime":677.016,"body":"probably"},{"speaker":"John Tyreman","startTime":677.016,"endTime":677.126,"body":"the"},{"speaker":"John Tyreman","startTime":677.136,"endTime":677.476,"body":"best"},{"speaker":"John Tyreman","startTime":677.476,"endTime":678.096,"body":"method"},{"speaker":"John Tyreman","startTime":678.556,"endTime":679.086,"body":"of"},{"speaker":"John Tyreman","startTime":679.136,"endTime":679.266,"body":"kind"},{"speaker":"John Tyreman","startTime":679.266,"endTime":679.386,"body":"of"},{"speaker":"John Tyreman","startTime":679.726,"endTime":680.086,"body":"having"},{"speaker":"John Tyreman","startTime":680.086,"endTime":680.266,"body":"those"},{"speaker":"John Tyreman","startTime":680.266,"endTime":681.066,"body":"conversations"},{"speaker":"John Tyreman","startTime":681.066,"endTime":681.346,"body":"and,"},{"speaker":"John Tyreman","startTime":681.406,"endTime":681.646,"body":"and"},{"speaker":"John Tyreman","startTime":681.656,"endTime":681.936,"body":"getting,"},{"speaker":"John Tyreman","startTime":681.936,"endTime":682.226,"body":"pulling"},{"speaker":"John Tyreman","startTime":682.226,"endTime":682.436,"body":"that"},{"speaker":"John Tyreman","startTime":682.436,"endTime":682.596,"body":"out"},{"speaker":"John Tyreman","startTime":682.596,"endTime":682.726,"body":"from"},{"speaker":"John Tyreman","startTime":682.726,"endTime":682.846,"body":"your"},{"speaker":"John Tyreman","startTime":682.846,"endTime":683.416,"body":"clients"},{"speaker":"John Tyreman","startTime":683.866,"endTime":684.406,"body":"surveys"},{"speaker":"John Tyreman","startTime":684.406,"endTime":684.476,"body":"are"},{"speaker":"John Tyreman","startTime":684.476,"endTime":684.766,"body":"another"},{"speaker":"John Tyreman","startTime":684.766,"endTime":684.886,"body":"way"},{"speaker":"John Tyreman","startTime":684.886,"endTime":684.986,"body":"to"},{"speaker":"John Tyreman","startTime":684.986,"endTime":685.176,"body":"do"},{"speaker":"John Tyreman","startTime":685.176,"endTime":685.296,"body":"it."},{"speaker":"John Tyreman","startTime":685.296,"endTime":685.406,"body":"If"},{"speaker":"John Tyreman","startTime":685.406,"endTime":685.626,"body":"you,"},{"speaker":"John Tyreman","startTime":685.656,"endTime":685.826,"body":"if"},{"speaker":"John Tyreman","startTime":685.826,"endTime":686.136,"body":"you"},{"speaker":"John Tyreman","startTime":686.176,"endTime":686.446,"body":"are"},{"speaker":"John Tyreman","startTime":686.446,"endTime":686.526,"body":"a"},{"speaker":"John Tyreman","startTime":686.526,"endTime":686.956,"body":"larger"},{"speaker":"John Tyreman","startTime":686.956,"endTime":687.276,"body":"firm"},{"speaker":"John Tyreman","startTime":687.336,"endTime":687.366,"body":"and"},{"speaker":"John Tyreman","startTime":687.376,"endTime":687.616,"body":"you"},{"speaker":"John Tyreman","startTime":687.616,"endTime":687.826,"body":"do"},{"speaker":"John Tyreman","startTime":687.826,"endTime":688.036,"body":"have"},{"speaker":"John Tyreman","startTime":688.036,"endTime":688.086,"body":"a"},{"speaker":"John Tyreman","startTime":688.086,"endTime":688.336,"body":"lot"},{"speaker":"John Tyreman","startTime":688.336,"endTime":688.406,"body":"of"},{"speaker":"John Tyreman","startTime":688.406,"endTime":688.936,"body":"clients,"},{"speaker":"John Tyreman","startTime":688.966,"endTime":689.526,"body":"surveys"},{"speaker":"John Tyreman","startTime":689.526,"endTime":689.776,"body":"can"},{"speaker":"John Tyreman","startTime":689.776,"endTime":689.896,"body":"be"},{"speaker":"John Tyreman","startTime":689.896,"endTime":689.976,"body":"a"},{"speaker":"John Tyreman","startTime":689.976,"endTime":690.236,"body":"way"},{"speaker":"John Tyreman","startTime":690.236,"endTime":690.326,"body":"to"},{"speaker":"John Tyreman","startTime":690.326,"endTime":690.486,"body":"get"},{"speaker":"John Tyreman","startTime":690.486,"endTime":690.636,"body":"some"},{"speaker":"John Tyreman","startTime":690.636,"endTime":690.896,"body":"quick"},{"speaker":"John Tyreman","startTime":690.896,"endTime":691.526,"body":"insights."},{"speaker":"John Tyreman","startTime":692.736,"endTime":692.866,"body":"I"},{"speaker":"John Tyreman","startTime":692.866,"endTime":693.076,"body":"will"},{"speaker":"John Tyreman","startTime":693.076,"endTime":693.276,"body":"say"},{"speaker":"John Tyreman","startTime":693.276,"endTime":693.436,"body":"that"},{"speaker":"John Tyreman","startTime":693.436,"endTime":693.516,"body":"a"},{"speaker":"John Tyreman","startTime":693.516,"endTime":694.236,"body":"podcast"},{"speaker":"John Tyreman","startTime":694.236,"endTime":694.296,"body":"is"},{"speaker":"John Tyreman","startTime":694.296,"endTime":694.626,"body":"also"},{"speaker":"John Tyreman","startTime":694.626,"endTime":694.716,"body":"a"},{"speaker":"John Tyreman","startTime":694.716,"endTime":694.976,"body":"great"},{"speaker":"John Tyreman","startTime":694.976,"endTime":695.356,"body":"way."},{"speaker":"John Tyreman","startTime":695.786,"endTime":695.946,"body":"And"},{"speaker":"John Tyreman","startTime":695.946,"endTime":696.226,"body":"maybe"},{"speaker":"John Tyreman","startTime":696.226,"endTime":696.456,"body":"like"},{"speaker":"John Tyreman","startTime":696.456,"endTime":696.666,"body":"an"},{"speaker":"John Tyreman","startTime":696.766,"endTime":696.876,"body":"a"},{"speaker":"John Tyreman","startTime":696.876,"endTime":697.356,"body":"method"},{"speaker":"John Tyreman","startTime":697.366,"endTime":697.656,"body":"that"},{"speaker":"John Tyreman","startTime":697.696,"endTime":698.056,"body":"most"},{"speaker":"John Tyreman","startTime":698.056,"endTime":698.246,"body":"might"},{"speaker":"John Tyreman","startTime":698.246,"endTime":698.436,"body":"not"},{"speaker":"John Tyreman","startTime":698.436,"endTime":698.686,"body":"think"},{"speaker":"John Tyreman","startTime":698.686,"endTime":698.836,"body":"of"},{"speaker":"John Tyreman","startTime":698.846,"endTime":698.976,"body":"for"},{"speaker":"John Tyreman","startTime":698.976,"endTime":699.326,"body":"market"},{"speaker":"John Tyreman","startTime":699.326,"endTime":699.966,"body":"research,"},{"speaker":"John Tyreman","startTime":700.646,"endTime":701.096,"body":"but"},{"speaker":"John Tyreman","startTime":701.146,"endTime":701.756,"body":"interviewing"},{"speaker":"John Tyreman","startTime":701.756,"endTime":701.886,"body":"your"},{"speaker":"John Tyreman","startTime":701.886,"endTime":702.336,"body":"clients"},{"speaker":"John Tyreman","startTime":702.336,"endTime":702.456,"body":"on"},{"speaker":"John Tyreman","startTime":702.456,"endTime":702.536,"body":"a"},{"speaker":"John Tyreman","startTime":702.536,"endTime":703.146,"body":"podcast"},{"speaker":"John Tyreman","startTime":703.166,"endTime":703.576,"body":"and"},{"speaker":"John Tyreman","startTime":703.746,"endTime":704.136,"body":"telling"},{"speaker":"John Tyreman","startTime":704.136,"endTime":704.316,"body":"the"},{"speaker":"John Tyreman","startTime":704.356,"endTime":704.816,"body":"client"},{"speaker":"John Tyreman","startTime":704.826,"endTime":705.406,"body":"success"},{"speaker":"John Tyreman","startTime":705.406,"endTime":706.106,"body":"story"},{"speaker":"John Tyreman","startTime":706.256,"endTime":706.586,"body":"in"},{"speaker":"John Tyreman","startTime":706.596,"endTime":706.886,"body":"their"},{"speaker":"John Tyreman","startTime":706.886,"endTime":707.146,"body":"own"},{"speaker":"John Tyreman","startTime":707.156,"endTime":707.846,"body":"words"},{"speaker":"John Tyreman","startTime":708.026,"endTime":708.196,"body":"can"},{"speaker":"John Tyreman","startTime":708.196,"endTime":708.336,"body":"be"},{"speaker":"John Tyreman","startTime":708.336,"endTime":708.736,"body":"very"},{"speaker":"John Tyreman","startTime":708.756,"endTime":709.496,"body":"powerful"},{"speaker":"John Tyreman","startTime":709.586,"endTime":709.756,"body":"from"},{"speaker":"John Tyreman","startTime":709.756,"endTime":709.816,"body":"a"},{"speaker":"John Tyreman","startTime":709.816,"endTime":710.256,"body":"marketing"},{"speaker":"John Tyreman","startTime":710.256,"endTime":710.886,"body":"perspective"},{"speaker":"John Tyreman","startTime":710.886,"endTime":710.996,"body":"and"},{"speaker":"John Tyreman","startTime":710.996,"endTime":711.066,"body":"a"},{"speaker":"John Tyreman","startTime":711.066,"endTime":711.326,"body":"case"},{"speaker":"John Tyreman","startTime":711.326,"endTime":711.696,"body":"story"},{"speaker":"John Tyreman","startTime":711.696,"endTime":712.386,"body":"perspective,"},{"speaker":"John Tyreman","startTime":712.416,"endTime":712.716,"body":"but"},{"speaker":"John Tyreman","startTime":713.106,"endTime":713.296,"body":"you"},{"speaker":"John Tyreman","startTime":713.296,"endTime":713.446,"body":"can"},{"speaker":"John Tyreman","startTime":713.456,"endTime":714.076,"body":"also"},{"speaker":"John Tyreman","startTime":714.486,"endTime":714.936,"body":"leverage"},{"speaker":"John Tyreman","startTime":714.936,"endTime":715.186,"body":"that"},{"speaker":"John Tyreman","startTime":715.186,"endTime":715.466,"body":"for"},{"speaker":"John Tyreman","startTime":715.486,"endTime":715.966,"body":"insights"},{"speaker":"John Tyreman","startTime":715.976,"endTime":716.106,"body":"for"},{"speaker":"John Tyreman","startTime":716.116,"endTime":716.416,"body":"market"},{"speaker":"John Tyreman","startTime":716.416,"endTime":716.866,"body":"research"},{"speaker":"John Tyreman","startTime":716.866,"endTime":717.016,"body":"as"},{"speaker":"John Tyreman","startTime":717.016,"endTime":717.286,"body":"well."},{"speaker":"Mark Wainwright","startTime":717.871,"endTime":718.151,"body":"Good."},{"speaker":"Mark Wainwright","startTime":718.391,"endTime":718.671,"body":"I,"},{"speaker":"Mark Wainwright","startTime":718.751,"endTime":718.871,"body":"I"},{"speaker":"Mark Wainwright","startTime":718.871,"endTime":719.151,"body":"love"},{"speaker":"Mark Wainwright","startTime":719.151,"endTime":719.331,"body":"that."},{"speaker":"Mark Wainwright","startTime":719.331,"endTime":719.381,"body":"And"},{"speaker":"Mark Wainwright","startTime":719.391,"endTime":719.651,"body":"you"},{"speaker":"Mark Wainwright","startTime":719.651,"endTime":720.041,"body":"mentioned"},{"speaker":"Mark Wainwright","startTime":720.041,"endTime":720.361,"body":"those,"},{"speaker":"Mark Wainwright","startTime":720.631,"endTime":720.891,"body":"those"},{"speaker":"Mark Wainwright","startTime":720.911,"endTime":721.241,"body":"client"},{"speaker":"Mark Wainwright","startTime":721.241,"endTime":721.681,"body":"success"},{"speaker":"Mark Wainwright","startTime":721.681,"endTime":722.211,"body":"stories"},{"speaker":"Mark Wainwright","startTime":722.211,"endTime":722.451,"body":"and,"},{"speaker":"Mark Wainwright","startTime":722.751,"endTime":722.861,"body":"you"},{"speaker":"Mark Wainwright","startTime":722.861,"endTime":722.981,"body":"know,"},{"speaker":"Mark Wainwright","startTime":723.081,"endTime":723.611,"body":"hearing"},{"speaker":"Mark Wainwright","startTime":723.611,"endTime":723.911,"body":"your"},{"speaker":"Mark Wainwright","startTime":723.911,"endTime":724.441,"body":"clients"},{"speaker":"Mark Wainwright","startTime":724.441,"endTime":725.151,"body":"articulate"},{"speaker":"Mark Wainwright","startTime":725.151,"endTime":725.291,"body":"the"},{"speaker":"Mark Wainwright","startTime":725.301,"endTime":725.641,"body":"things"},{"speaker":"Mark Wainwright","startTime":725.641,"endTime":725.861,"body":"that"},{"speaker":"Mark Wainwright","startTime":725.861,"endTime":726.041,"body":"they"},{"speaker":"Mark Wainwright","startTime":726.041,"endTime":726.601,"body":"appreciate"},{"speaker":"Mark Wainwright","startTime":726.601,"endTime":726.721,"body":"or"},{"speaker":"Mark Wainwright","startTime":726.721,"endTime":727.341,"body":"value"},{"speaker":"Mark Wainwright","startTime":727.641,"endTime":728.061,"body":"about"},{"speaker":"Mark Wainwright","startTime":728.071,"endTime":728.471,"body":"you"},{"speaker":"Mark Wainwright","startTime":728.471,"endTime":728.721,"body":"and"},{"speaker":"Mark Wainwright","startTime":728.731,"endTime":728.871,"body":"the"},{"speaker":"Mark Wainwright","startTime":728.871,"endTime":729.091,"body":"work"},{"speaker":"Mark Wainwright","startTime":729.091,"endTime":729.211,"body":"you"},{"speaker":"Mark Wainwright","startTime":729.211,"endTime":729.441,"body":"do"},{"speaker":"Mark Wainwright","startTime":729.441,"endTime":729.651,"body":"with"},{"speaker":"Mark Wainwright","startTime":729.681,"endTime":730.011,"body":"them,"},{"speaker":"Mark Wainwright","startTime":730.161,"endTime":730.301,"body":"you"},{"speaker":"Mark Wainwright","startTime":730.301,"endTime":730.451,"body":"know,"},{"speaker":"Mark Wainwright","startTime":730.571,"endTime":730.881,"body":"that"},{"speaker":"Mark Wainwright","startTime":731.141,"endTime":731.381,"body":"just"},{"speaker":"Mark Wainwright","startTime":731.381,"endTime":731.631,"body":"take"},{"speaker":"Mark Wainwright","startTime":731.631,"endTime":732.031,"body":"that,"},{"speaker":"Mark Wainwright","startTime":732.111,"endTime":732.241,"body":"put"},{"speaker":"Mark Wainwright","startTime":732.241,"endTime":732.371,"body":"some"},{"speaker":"Mark Wainwright","startTime":732.371,"endTime":732.811,"body":"quotation"},{"speaker":"Mark Wainwright","startTime":732.811,"endTime":733.011,"body":"marks"},{"speaker":"Mark Wainwright","startTime":733.011,"endTime":733.171,"body":"around"},{"speaker":"Mark Wainwright","startTime":733.171,"endTime":733.241,"body":"it"},{"speaker":"Mark Wainwright","startTime":733.241,"endTime":733.291,"body":"and"},{"speaker":"Mark Wainwright","startTime":733.291,"endTime":733.461,"body":"throw"},{"speaker":"Mark Wainwright","startTime":733.461,"endTime":733.541,"body":"it"},{"speaker":"Mark Wainwright","startTime":733.541,"endTime":733.611,"body":"up"},{"speaker":"Mark Wainwright","startTime":733.611,"endTime":733.701,"body":"on"},{"speaker":"Mark Wainwright","startTime":733.701,"endTime":733.781,"body":"the"},{"speaker":"Mark Wainwright","startTime":733.781,"endTime":734.241,"body":"billboard."},{"speaker":"Mark Wainwright","startTime":734.371,"endTime":734.521,"body":"You"},{"speaker":"Mark Wainwright","startTime":734.521,"endTime":734.701,"body":"know,"},{"speaker":"Mark Wainwright","startTime":734.731,"endTime":734.941,"body":"like,"},{"speaker":"Mark Wainwright","startTime":734.941,"endTime":735.421,"body":"that's,"},{"speaker":"Mark Wainwright","startTime":735.731,"endTime":736.041,"body":"that's"},{"speaker":"Mark Wainwright","startTime":736.041,"endTime":736.191,"body":"the"},{"speaker":"Mark Wainwright","startTime":736.191,"endTime":736.481,"body":"stuff."},{"speaker":"Mark Wainwright","startTime":736.801,"endTime":737.011,"body":"Here's"},{"speaker":"Mark Wainwright","startTime":737.011,"endTime":737.041,"body":"what"},{"speaker":"Mark Wainwright","startTime":737.041,"endTime":737.061,"body":"our"},{"speaker":"Mark Wainwright","startTime":737.181,"endTime":737.471,"body":"clients"},{"speaker":"Mark Wainwright","startTime":737.471,"endTime":737.651,"body":"say"},{"speaker":"Mark Wainwright","startTime":737.651,"endTime":737.921,"body":"about"},{"speaker":"Mark Wainwright","startTime":737.921,"endTime":738.191,"body":"us,"},{"speaker":"Mark Wainwright","startTime":738.441,"endTime":738.571,"body":"right?"},{"speaker":"Mark Wainwright","startTime":738.581,"endTime":738.821,"body":"It's"},{"speaker":"Mark Wainwright","startTime":738.821,"endTime":739.091,"body":"not,"},{"speaker":"Mark Wainwright","startTime":739.431,"endTime":739.891,"body":"here's,"},{"speaker":"Mark Wainwright","startTime":740.021,"endTime":740.301,"body":"here's"},{"speaker":"Mark Wainwright","startTime":740.301,"endTime":740.491,"body":"why"},{"speaker":"Mark Wainwright","startTime":740.491,"endTime":740.651,"body":"we"},{"speaker":"Mark Wainwright","startTime":740.651,"endTime":740.901,"body":"think"},{"speaker":"Mark Wainwright","startTime":740.901,"endTime":741.041,"body":"we're"},{"speaker":"Mark Wainwright","startTime":741.041,"endTime":741.461,"body":"great."},{"speaker":"Mark Wainwright","startTime":741.906,"endTime":742.086,"body":"That's"},{"speaker":"Mark Wainwright","startTime":742.096,"endTime":742.316,"body":"not"},{"speaker":"Mark Wainwright","startTime":742.316,"endTime":742.486,"body":"it."},{"speaker":"Mark Wainwright","startTime":742.506,"endTime":742.746,"body":"Right."},{"speaker":"Mark Wainwright","startTime":742.746,"endTime":742.956,"body":"It's"},{"speaker":"Mark Wainwright","startTime":742.986,"endTime":743.346,"body":"here's"},{"speaker":"Mark Wainwright","startTime":743.346,"endTime":743.606,"body":"why"},{"speaker":"Mark Wainwright","startTime":743.606,"endTime":743.796,"body":"I,"},{"speaker":"Mark Wainwright","startTime":744.016,"endTime":744.356,"body":"our"},{"speaker":"Mark Wainwright","startTime":744.456,"endTime":744.936,"body":"clients"},{"speaker":"Mark Wainwright","startTime":744.936,"endTime":745.146,"body":"love"},{"speaker":"Mark Wainwright","startTime":745.146,"endTime":745.456,"body":"us."},{"speaker":"Mark Wainwright","startTime":745.506,"endTime":745.746,"body":"Right."},{"speaker":"Mark Wainwright","startTime":745.856,"endTime":745.996,"body":"And"},{"speaker":"Mark Wainwright","startTime":745.996,"endTime":746.166,"body":"that's"},{"speaker":"Mark Wainwright","startTime":746.166,"endTime":746.286,"body":"the"},{"speaker":"Mark Wainwright","startTime":746.286,"endTime":746.776,"body":"perfect"},{"speaker":"Mark Wainwright","startTime":746.776,"endTime":747.156,"body":"marketing."},{"speaker":"John Tyreman","startTime":748.531,"endTime":748.621,"body":"All"},{"speaker":"John Tyreman","startTime":748.621,"endTime":748.771,"body":"right."},{"speaker":"John Tyreman","startTime":748.781,"endTime":748.881,"body":"So"},{"speaker":"John Tyreman","startTime":748.881,"endTime":749.081,"body":"that's"},{"speaker":"John Tyreman","startTime":749.081,"endTime":749.201,"body":"the"},{"speaker":"John Tyreman","startTime":749.201,"endTime":749.531,"body":"first"},{"speaker":"John Tyreman","startTime":749.541,"endTime":749.831,"body":"thing"},{"speaker":"John Tyreman","startTime":749.831,"endTime":750.071,"body":"that"},{"speaker":"John Tyreman","startTime":750.081,"endTime":750.391,"body":"maybe"},{"speaker":"John Tyreman","startTime":750.391,"endTime":750.521,"body":"you"},{"speaker":"John Tyreman","startTime":750.521,"endTime":750.851,"body":"forgot"},{"speaker":"John Tyreman","startTime":750.851,"endTime":750.931,"body":"to"},{"speaker":"John Tyreman","startTime":750.931,"endTime":751.091,"body":"do"},{"speaker":"John Tyreman","startTime":751.091,"endTime":751.221,"body":"in"},{"speaker":"John Tyreman","startTime":751.221,"endTime":751.811,"body":"Q4."},{"speaker":"John Tyreman","startTime":751.821,"endTime":752.051,"body":"Talk"},{"speaker":"John Tyreman","startTime":752.051,"endTime":752.121,"body":"to"},{"speaker":"John Tyreman","startTime":752.121,"endTime":752.251,"body":"your"},{"speaker":"John Tyreman","startTime":752.251,"endTime":752.861,"body":"clients."},{"speaker":"John Tyreman","startTime":752.871,"endTime":753.061,"body":"So"},{"speaker":"John Tyreman","startTime":753.081,"endTime":753.311,"body":"Mark"},{"speaker":"John Tyreman","startTime":753.311,"endTime":753.431,"body":"and"},{"speaker":"John Tyreman","startTime":753.431,"endTime":753.651,"body":"I,"},{"speaker":"John Tyreman","startTime":753.691,"endTime":753.831,"body":"you"},{"speaker":"John Tyreman","startTime":753.831,"endTime":754.041,"body":"know,"},{"speaker":"John Tyreman","startTime":754.051,"endTime":754.231,"body":"we"},{"speaker":"John Tyreman","startTime":754.231,"endTime":754.421,"body":"just"},{"speaker":"John Tyreman","startTime":754.431,"endTime":754.741,"body":"broke"},{"speaker":"John Tyreman","startTime":754.741,"endTime":755.121,"body":"down"},{"speaker":"John Tyreman","startTime":755.241,"endTime":755.471,"body":"how"},{"speaker":"John Tyreman","startTime":755.471,"endTime":755.651,"body":"you"},{"speaker":"John Tyreman","startTime":755.651,"endTime":755.821,"body":"can"},{"speaker":"John Tyreman","startTime":755.821,"endTime":756.071,"body":"do"},{"speaker":"John Tyreman","startTime":756.071,"endTime":756.321,"body":"it."},{"speaker":"John Tyreman","startTime":756.601,"endTime":756.941,"body":"What"},{"speaker":"John Tyreman","startTime":756.941,"endTime":757.091,"body":"you"},{"speaker":"John Tyreman","startTime":757.091,"endTime":757.291,"body":"can"},{"speaker":"John Tyreman","startTime":757.321,"endTime":757.721,"body":"ask."},{"speaker":"John Tyreman","startTime":757.741,"endTime":757.961,"body":"So"},{"speaker":"John Tyreman","startTime":757.961,"endTime":758.071,"body":"I"},{"speaker":"John Tyreman","startTime":758.101,"endTime":758.321,"body":"think"},{"speaker":"John Tyreman","startTime":758.321,"endTime":758.431,"body":"that"},{"speaker":"John Tyreman","startTime":758.431,"endTime":758.581,"body":"there's"},{"speaker":"John Tyreman","startTime":758.581,"endTime":758.651,"body":"a"},{"speaker":"John Tyreman","startTime":758.651,"endTime":758.811,"body":"lot"},{"speaker":"John Tyreman","startTime":758.811,"endTime":758.911,"body":"of"},{"speaker":"John Tyreman","startTime":758.911,"endTime":759.371,"body":"tangible"},{"speaker":"John Tyreman","startTime":759.381,"endTime":759.681,"body":"things"},{"speaker":"John Tyreman","startTime":759.681,"endTime":759.791,"body":"that"},{"speaker":"John Tyreman","startTime":759.791,"endTime":759.911,"body":"our"},{"speaker":"John Tyreman","startTime":759.911,"endTime":760.361,"body":"listeners"},{"speaker":"John Tyreman","startTime":760.361,"endTime":760.511,"body":"can"},{"speaker":"John Tyreman","startTime":760.511,"endTime":760.741,"body":"take"},{"speaker":"John Tyreman","startTime":760.741,"endTime":761.091,"body":"away"},{"speaker":"John Tyreman","startTime":761.091,"endTime":761.281,"body":"from"},{"speaker":"John Tyreman","startTime":761.281,"endTime":761.431,"body":"this"},{"speaker":"John Tyreman","startTime":761.431,"endTime":762.251,"body":"conversation."},{"speaker":"John Tyreman","startTime":762.696,"endTime":762.816,"body":"And"},{"speaker":"John Tyreman","startTime":762.816,"endTime":763.146,"body":"apply"},{"speaker":"John Tyreman","startTime":763.146,"endTime":763.786,"body":"themselves."},{"speaker":"John Tyreman","startTime":764.306,"endTime":764.596,"body":"Let's"},{"speaker":"John Tyreman","startTime":764.596,"endTime":764.846,"body":"move"},{"speaker":"John Tyreman","startTime":764.846,"endTime":764.946,"body":"to"},{"speaker":"John Tyreman","startTime":764.946,"endTime":765.216,"body":"that"},{"speaker":"John Tyreman","startTime":765.216,"endTime":765.656,"body":"second"},{"speaker":"John Tyreman","startTime":765.656,"endTime":765.996,"body":"thing"},{"speaker":"John Tyreman","startTime":765.996,"endTime":766.256,"body":"that"},{"speaker":"John Tyreman","startTime":766.256,"endTime":766.606,"body":"folks,"},{"speaker":"John Tyreman","startTime":766.886,"endTime":767.176,"body":"maybe"},{"speaker":"John Tyreman","startTime":767.176,"endTime":767.306,"body":"they"},{"speaker":"John Tyreman","startTime":767.306,"endTime":767.716,"body":"forgot"},{"speaker":"John Tyreman","startTime":767.726,"endTime":767.846,"body":"to"},{"speaker":"John Tyreman","startTime":767.846,"endTime":768.026,"body":"do"},{"speaker":"John Tyreman","startTime":768.026,"endTime":768.176,"body":"in"},{"speaker":"John Tyreman","startTime":768.176,"endTime":768.826,"body":"Q4"},{"speaker":"John Tyreman","startTime":768.826,"endTime":768.926,"body":"as"},{"speaker":"John Tyreman","startTime":768.926,"endTime":769.116,"body":"a"},{"speaker":"John Tyreman","startTime":769.276,"endTime":769.446,"body":"part"},{"speaker":"John Tyreman","startTime":769.446,"endTime":769.566,"body":"of"},{"speaker":"John Tyreman","startTime":769.566,"endTime":769.626,"body":"a"},{"speaker":"John Tyreman","startTime":769.626,"endTime":770.396,"body":"proactive"},{"speaker":"John Tyreman","startTime":770.396,"endTime":770.896,"body":"look"},{"speaker":"John Tyreman","startTime":771.056,"endTime":771.256,"body":"at"},{"speaker":"John Tyreman","startTime":771.256,"endTime":772.376,"body":"2025,"},{"speaker":"John Tyreman","startTime":773.126,"endTime":773.346,"body":"the"},{"speaker":"John Tyreman","startTime":773.346,"endTime":773.596,"body":"bullet"},{"speaker":"John Tyreman","startTime":773.596,"endTime":773.856,"body":"point"},{"speaker":"John Tyreman","startTime":773.856,"endTime":774.066,"body":"here"},{"speaker":"John Tyreman","startTime":774.066,"endTime":774.206,"body":"is"},{"speaker":"John Tyreman","startTime":774.276,"endTime":774.866,"body":"optimize"},{"speaker":"John Tyreman","startTime":774.866,"endTime":775.016,"body":"your"},{"speaker":"John Tyreman","startTime":775.016,"endTime":775.406,"body":"client"},{"speaker":"John Tyreman","startTime":775.416,"endTime":776.206,"body":"portfolio."},{"speaker":"John Tyreman","startTime":776.206,"endTime":776.316,"body":"So"},{"speaker":"John Tyreman","startTime":776.316,"endTime":776.476,"body":"let's"},{"speaker":"John Tyreman","startTime":776.476,"endTime":776.686,"body":"break"},{"speaker":"John Tyreman","startTime":776.686,"endTime":776.816,"body":"that"},{"speaker":"John Tyreman","startTime":776.816,"endTime":776.956,"body":"one"},{"speaker":"John Tyreman","startTime":776.956,"endTime":777.246,"body":"down."},{"speaker":"Mark Wainwright","startTime":777.806,"endTime":778.066,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":778.116,"endTime":778.316,"body":"Take"},{"speaker":"Mark Wainwright","startTime":778.316,"endTime":778.386,"body":"a"},{"speaker":"Mark Wainwright","startTime":778.386,"endTime":778.996,"body":"hard"},{"speaker":"Mark Wainwright","startTime":779.006,"endTime":779.426,"body":"look"},{"speaker":"Mark Wainwright","startTime":779.456,"endTime":779.766,"body":"at"},{"speaker":"Mark Wainwright","startTime":779.776,"endTime":780.306,"body":"your,"},{"speaker":"Mark Wainwright","startTime":780.636,"endTime":780.746,"body":"you"},{"speaker":"Mark Wainwright","startTime":780.746,"endTime":780.876,"body":"know,"},{"speaker":"Mark Wainwright","startTime":780.916,"endTime":781.166,"body":"what"},{"speaker":"Mark Wainwright","startTime":781.166,"endTime":781.276,"body":"you"},{"speaker":"Mark Wainwright","startTime":781.286,"endTime":781.476,"body":"have"},{"speaker":"Mark Wainwright","startTime":781.476,"endTime":781.696,"body":"under"},{"speaker":"Mark Wainwright","startTime":781.696,"endTime":782.296,"body":"backlog"},{"speaker":"Mark Wainwright","startTime":782.296,"endTime":782.436,"body":"right"},{"speaker":"Mark Wainwright","startTime":782.436,"endTime":782.636,"body":"now,"},{"speaker":"Mark Wainwright","startTime":782.636,"endTime":782.796,"body":"your"},{"speaker":"Mark Wainwright","startTime":782.796,"endTime":783.366,"body":"existing"},{"speaker":"Mark Wainwright","startTime":783.366,"endTime":784.076,"body":"clients,"},{"speaker":"Mark Wainwright","startTime":784.236,"endTime":784.576,"body":"what's"},{"speaker":"Mark Wainwright","startTime":784.576,"endTime":784.866,"body":"going"},{"speaker":"Mark Wainwright","startTime":784.866,"endTime":785.136,"body":"well,"},{"speaker":"Mark Wainwright","startTime":785.136,"endTime":785.346,"body":"what's"},{"speaker":"Mark Wainwright","startTime":785.356,"endTime":785.626,"body":"not"},{"speaker":"Mark Wainwright","startTime":785.626,"endTime":785.966,"body":"going"},{"speaker":"Mark Wainwright","startTime":785.966,"endTime":786.436,"body":"well."},{"speaker":"Mark Wainwright","startTime":786.746,"endTime":787.126,"body":"And"},{"speaker":"Mark Wainwright","startTime":787.136,"endTime":787.606,"body":"then"},{"speaker":"Mark Wainwright","startTime":787.646,"endTime":788.156,"body":"obviously,"},{"speaker":"Mark Wainwright","startTime":788.156,"endTime":788.286,"body":"you"},{"speaker":"Mark Wainwright","startTime":788.286,"endTime":788.416,"body":"know,"},{"speaker":"Mark Wainwright","startTime":788.416,"endTime":788.696,"body":"John,"},{"speaker":"Mark Wainwright","startTime":788.706,"endTime":788.906,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":788.906,"endTime":789.166,"body":"the"},{"speaker":"Mark Wainwright","startTime":789.226,"endTime":789.626,"body":"sales"},{"speaker":"Mark Wainwright","startTime":789.626,"endTime":789.996,"body":"guy."},{"speaker":"Mark Wainwright","startTime":789.996,"endTime":790.416,"body":"It's"},{"speaker":"Mark Wainwright","startTime":790.456,"endTime":790.716,"body":"let's"},{"speaker":"Mark Wainwright","startTime":790.716,"endTime":790.856,"body":"look"},{"speaker":"Mark Wainwright","startTime":790.856,"endTime":790.946,"body":"at"},{"speaker":"Mark Wainwright","startTime":790.946,"endTime":791.036,"body":"the"},{"speaker":"Mark Wainwright","startTime":791.036,"endTime":791.716,"body":"pipeline."},{"speaker":"Mark Wainwright","startTime":791.726,"endTime":792.126,"body":"Let's,"},{"speaker":"Mark Wainwright","startTime":792.176,"endTime":792.456,"body":"let's"},{"speaker":"Mark Wainwright","startTime":792.486,"endTime":792.696,"body":"get"},{"speaker":"Mark Wainwright","startTime":792.706,"endTime":793.246,"body":"really"},{"speaker":"Mark Wainwright","startTime":793.436,"endTime":793.476,"body":"kind"},{"speaker":"Mark Wainwright","startTime":793.476,"endTime":793.686,"body":"of"},{"speaker":"Mark Wainwright","startTime":794.716,"endTime":795.016,"body":"dig"},{"speaker":"Mark Wainwright","startTime":795.026,"endTime":795.366,"body":"deep."},{"speaker":"Mark Wainwright","startTime":795.376,"endTime":795.576,"body":"Let's"},{"speaker":"Mark Wainwright","startTime":795.606,"endTime":795.786,"body":"put"},{"speaker":"Mark Wainwright","startTime":795.786,"endTime":795.976,"body":"that"},{"speaker":"Mark Wainwright","startTime":795.976,"endTime":796.136,"body":"under"},{"speaker":"Mark Wainwright","startTime":796.136,"endTime":796.216,"body":"the"},{"speaker":"Mark Wainwright","startTime":796.216,"endTime":796.856,"body":"microscope"},{"speaker":"Mark Wainwright","startTime":796.856,"endTime":796.996,"body":"and"},{"speaker":"Mark Wainwright","startTime":797.196,"endTime":797.476,"body":"see"},{"speaker":"Mark Wainwright","startTime":797.476,"endTime":797.646,"body":"if"},{"speaker":"Mark Wainwright","startTime":797.676,"endTime":798.006,"body":"the"},{"speaker":"Mark Wainwright","startTime":798.206,"endTime":799.116,"body":"pipeline"},{"speaker":"Mark Wainwright","startTime":799.276,"endTime":799.596,"body":"is"},{"speaker":"Mark Wainwright","startTime":799.606,"endTime":800.316,"body":"really"},{"speaker":"Mark Wainwright","startTime":800.326,"endTime":800.476,"body":"the"},{"speaker":"Mark Wainwright","startTime":800.476,"endTime":800.806,"body":"firm"},{"speaker":"Mark Wainwright","startTime":800.816,"endTime":801.016,"body":"you"},{"speaker":"Mark Wainwright","startTime":801.016,"endTime":801.306,"body":"want"},{"speaker":"Mark Wainwright","startTime":801.316,"endTime":801.456,"body":"to"},{"speaker":"Mark Wainwright","startTime":801.456,"endTime":801.926,"body":"be"},{"speaker":"Mark Wainwright","startTime":801.966,"endTime":802.326,"body":"in."},{"speaker":"Mark Wainwright","startTime":802.656,"endTime":802.996,"body":"Six"},{"speaker":"Mark Wainwright","startTime":802.996,"endTime":803.346,"body":"months,"},{"speaker":"Mark Wainwright","startTime":803.346,"endTime":803.606,"body":"nine"},{"speaker":"Mark Wainwright","startTime":803.606,"endTime":803.966,"body":"months,"},{"speaker":"Mark Wainwright","startTime":804.026,"endTime":804.216,"body":"12"},{"speaker":"Mark Wainwright","startTime":804.256,"endTime":804.496,"body":"months,"},{"speaker":"Mark Wainwright","startTime":804.496,"endTime":804.946,"body":"because"},{"speaker":"Mark Wainwright","startTime":805.566,"endTime":805.846,"body":"that's"},{"speaker":"Mark Wainwright","startTime":806.671,"endTime":806.971,"body":"That's"},{"speaker":"Mark Wainwright","startTime":806.971,"endTime":807.141,"body":"what"},{"speaker":"Mark Wainwright","startTime":807.141,"endTime":807.261,"body":"it"},{"speaker":"Mark Wainwright","startTime":807.261,"endTime":807.581,"body":"is."},{"speaker":"Mark Wainwright","startTime":807.591,"endTime":807.701,"body":"You"},{"speaker":"Mark Wainwright","startTime":807.701,"endTime":807.801,"body":"know,"},{"speaker":"Mark Wainwright","startTime":807.801,"endTime":808.011,"body":"your"},{"speaker":"Mark Wainwright","startTime":808.031,"endTime":808.591,"body":"pipeline"},{"speaker":"Mark Wainwright","startTime":808.591,"endTime":808.751,"body":"is"},{"speaker":"Mark Wainwright","startTime":808.751,"endTime":808.851,"body":"your"},{"speaker":"Mark Wainwright","startTime":808.851,"endTime":809.141,"body":"crystal"},{"speaker":"Mark Wainwright","startTime":809.141,"endTime":809.361,"body":"ball"},{"speaker":"Mark Wainwright","startTime":809.361,"endTime":809.531,"body":"into"},{"speaker":"Mark Wainwright","startTime":809.531,"endTime":809.661,"body":"the"},{"speaker":"Mark Wainwright","startTime":809.661,"endTime":810.201,"body":"future."},{"speaker":"Mark Wainwright","startTime":810.391,"endTime":810.551,"body":"So"},{"speaker":"Mark Wainwright","startTime":810.551,"endTime":810.661,"body":"we"},{"speaker":"Mark Wainwright","startTime":810.661,"endTime":810.871,"body":"look"},{"speaker":"Mark Wainwright","startTime":810.871,"endTime":811.121,"body":"at,"},{"speaker":"Mark Wainwright","startTime":811.191,"endTime":811.481,"body":"at,"},{"speaker":"Mark Wainwright","startTime":811.601,"endTime":811.791,"body":"at"},{"speaker":"Mark Wainwright","startTime":811.821,"endTime":812.221,"body":"both"},{"speaker":"Mark Wainwright","startTime":812.221,"endTime":812.351,"body":"of"},{"speaker":"Mark Wainwright","startTime":812.351,"endTime":812.781,"body":"those,"},{"speaker":"Mark Wainwright","startTime":812.781,"endTime":813.001,"body":"both"},{"speaker":"Mark Wainwright","startTime":813.001,"endTime":813.221,"body":"of"},{"speaker":"Mark Wainwright","startTime":813.221,"endTime":813.391,"body":"those"},{"speaker":"Mark Wainwright","startTime":813.391,"endTime":813.711,"body":"things."},{"speaker":"Mark Wainwright","startTime":813.971,"endTime":814.221,"body":"What,"},{"speaker":"Mark Wainwright","startTime":814.301,"endTime":814.501,"body":"what,"},{"speaker":"Mark Wainwright","startTime":814.681,"endTime":814.821,"body":"what"},{"speaker":"Mark Wainwright","startTime":814.821,"endTime":814.851,"body":"are"},{"speaker":"Mark Wainwright","startTime":814.851,"endTime":814.911,"body":"we"},{"speaker":"Mark Wainwright","startTime":814.911,"endTime":815.141,"body":"working"},{"speaker":"Mark Wainwright","startTime":815.141,"endTime":815.261,"body":"on"},{"speaker":"Mark Wainwright","startTime":815.261,"endTime":815.521,"body":"now?"},{"speaker":"Mark Wainwright","startTime":815.521,"endTime":815.591,"body":"Or"},{"speaker":"Mark Wainwright","startTime":815.591,"endTime":815.901,"body":"even"},{"speaker":"Mark Wainwright","startTime":815.951,"endTime":816.131,"body":"what,"},{"speaker":"Mark Wainwright","startTime":816.131,"endTime":816.341,"body":"what,"},{"speaker":"Mark Wainwright","startTime":816.361,"endTime":816.511,"body":"what"},{"speaker":"Mark Wainwright","startTime":816.511,"endTime":816.671,"body":"kinds"},{"speaker":"Mark Wainwright","startTime":816.671,"endTime":816.771,"body":"of"},{"speaker":"Mark Wainwright","startTime":816.771,"endTime":817.011,"body":"things"},{"speaker":"Mark Wainwright","startTime":817.011,"endTime":817.211,"body":"did"},{"speaker":"Mark Wainwright","startTime":817.211,"endTime":817.511,"body":"we,"},{"speaker":"Mark Wainwright","startTime":817.901,"endTime":818.041,"body":"what"},{"speaker":"Mark Wainwright","startTime":818.231,"endTime":818.411,"body":"types"},{"speaker":"Mark Wainwright","startTime":818.411,"endTime":818.541,"body":"of"},{"speaker":"Mark Wainwright","startTime":818.541,"endTime":819.441,"body":"clients,"},{"speaker":"Mark Wainwright","startTime":819.471,"endTime":819.731,"body":"what"},{"speaker":"Mark Wainwright","startTime":819.731,"endTime":819.981,"body":"types"},{"speaker":"Mark Wainwright","startTime":819.981,"endTime":820.141,"body":"of"},{"speaker":"Mark Wainwright","startTime":820.141,"endTime":820.411,"body":"work"},{"speaker":"Mark Wainwright","startTime":820.411,"endTime":820.571,"body":"did"},{"speaker":"Mark Wainwright","startTime":820.571,"endTime":820.661,"body":"we"},{"speaker":"Mark Wainwright","startTime":820.661,"endTime":820.801,"body":"do"},{"speaker":"Mark Wainwright","startTime":820.801,"endTime":821.411,"body":"recently,"},{"speaker":"Mark Wainwright","startTime":822.271,"endTime":823.001,"body":"currently,"},{"speaker":"Mark Wainwright","startTime":823.181,"endTime":823.431,"body":"and"},{"speaker":"Mark Wainwright","startTime":823.431,"endTime":823.661,"body":"then"},{"speaker":"Mark Wainwright","startTime":823.671,"endTime":823.801,"body":"in"},{"speaker":"Mark Wainwright","startTime":823.801,"endTime":823.881,"body":"the"},{"speaker":"Mark Wainwright","startTime":823.881,"endTime":824.251,"body":"future?"},{"speaker":"Mark Wainwright","startTime":824.251,"endTime":824.501,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":824.551,"endTime":824.841,"body":"those,"},{"speaker":"Mark Wainwright","startTime":824.881,"endTime":825.121,"body":"those"},{"speaker":"Mark Wainwright","startTime":825.121,"endTime":825.361,"body":"three"},{"speaker":"Mark Wainwright","startTime":825.361,"endTime":825.611,"body":"are,"},{"speaker":"Mark Wainwright","startTime":825.811,"endTime":825.941,"body":"are"},{"speaker":"Mark Wainwright","startTime":825.941,"endTime":826.281,"body":"great,"},{"speaker":"Mark Wainwright","startTime":826.771,"endTime":826.981,"body":"great"},{"speaker":"Mark Wainwright","startTime":826.991,"endTime":827.331,"body":"elements."},{"speaker":"Mark Wainwright","startTime":827.331,"endTime":827.421,"body":"And"},{"speaker":"Mark Wainwright","startTime":827.421,"endTime":827.481,"body":"I"},{"speaker":"Mark Wainwright","startTime":827.481,"endTime":827.611,"body":"know"},{"speaker":"Mark Wainwright","startTime":827.611,"endTime":827.771,"body":"you"},{"speaker":"Mark Wainwright","startTime":827.771,"endTime":827.921,"body":"had"},{"speaker":"Mark Wainwright","startTime":827.921,"endTime":828.051,"body":"some"},{"speaker":"Mark Wainwright","startTime":828.051,"endTime":828.311,"body":"stuff"},{"speaker":"Mark Wainwright","startTime":828.311,"endTime":828.461,"body":"written"},{"speaker":"Mark Wainwright","startTime":828.461,"endTime":828.671,"body":"down"},{"speaker":"Mark Wainwright","startTime":828.671,"endTime":828.801,"body":"here"},{"speaker":"Mark Wainwright","startTime":828.801,"endTime":828.921,"body":"that"},{"speaker":"Mark Wainwright","startTime":828.921,"endTime":829.101,"body":"was"},{"speaker":"Mark Wainwright","startTime":829.141,"endTime":829.221,"body":"a"},{"speaker":"Mark Wainwright","startTime":829.221,"endTime":829.401,"body":"little"},{"speaker":"Mark Wainwright","startTime":829.401,"endTime":829.671,"body":"more"},{"speaker":"Mark Wainwright","startTime":830.071,"endTime":830.331,"body":"dug"},{"speaker":"Mark Wainwright","startTime":830.331,"endTime":830.531,"body":"into"},{"speaker":"Mark Wainwright","startTime":830.531,"endTime":830.701,"body":"those"},{"speaker":"Mark Wainwright","startTime":830.701,"endTime":830.751,"body":"a"},{"speaker":"Mark Wainwright","startTime":830.751,"endTime":830.891,"body":"little"},{"speaker":"Mark Wainwright","startTime":830.901,"endTime":831.061,"body":"more"},{"speaker":"Mark Wainwright","startTime":831.061,"endTime":831.531,"body":"deeply."},{"speaker":"John Tyreman","startTime":831.676,"endTime":831.986,"body":"First"},{"speaker":"John Tyreman","startTime":831.986,"endTime":832.096,"body":"of"},{"speaker":"John Tyreman","startTime":832.096,"endTime":832.246,"body":"all,"},{"speaker":"John Tyreman","startTime":832.246,"endTime":832.456,"body":"as"},{"speaker":"John Tyreman","startTime":832.456,"endTime":832.746,"body":"you're"},{"speaker":"John Tyreman","startTime":832.826,"endTime":833.286,"body":"thinking"},{"speaker":"John Tyreman","startTime":833.286,"endTime":833.606,"body":"about"},{"speaker":"John Tyreman","startTime":833.616,"endTime":833.766,"body":"your"},{"speaker":"John Tyreman","startTime":833.766,"endTime":834.156,"body":"client"},{"speaker":"John Tyreman","startTime":834.166,"endTime":834.826,"body":"portfolio"},{"speaker":"John Tyreman","startTime":834.826,"endTime":834.916,"body":"and"},{"speaker":"John Tyreman","startTime":834.916,"endTime":834.976,"body":"the"},{"speaker":"John Tyreman","startTime":834.976,"endTime":835.316,"body":"client,"},{"speaker":"John Tyreman","startTime":835.326,"endTime":835.656,"body":"the,"},{"speaker":"John Tyreman","startTime":836.116,"endTime":836.256,"body":"the"},{"speaker":"John Tyreman","startTime":836.256,"endTime":836.676,"body":"clients"},{"speaker":"John Tyreman","startTime":836.676,"endTime":836.816,"body":"that"},{"speaker":"John Tyreman","startTime":836.816,"endTime":836.956,"body":"you"},{"speaker":"John Tyreman","startTime":836.956,"endTime":837.476,"body":"have."},{"speaker":"John Tyreman","startTime":838.196,"endTime":838.386,"body":"Are"},{"speaker":"John Tyreman","startTime":838.386,"endTime":838.526,"body":"they"},{"speaker":"John Tyreman","startTime":838.536,"endTime":838.646,"body":"the"},{"speaker":"John Tyreman","startTime":838.646,"endTime":838.916,"body":"right"},{"speaker":"John Tyreman","startTime":838.916,"endTime":839.516,"body":"mix?"},{"speaker":"John Tyreman","startTime":839.986,"endTime":840.166,"body":"Are"},{"speaker":"John Tyreman","startTime":840.166,"endTime":840.346,"body":"there"},{"speaker":"John Tyreman","startTime":840.356,"endTime":840.626,"body":"some"},{"speaker":"John Tyreman","startTime":840.626,"endTime":841.126,"body":"clients"},{"speaker":"John Tyreman","startTime":841.126,"endTime":841.316,"body":"that"},{"speaker":"John Tyreman","startTime":841.316,"endTime":841.596,"body":"are,"},{"speaker":"John Tyreman","startTime":842.336,"endTime":842.616,"body":"that"},{"speaker":"John Tyreman","startTime":842.636,"endTime":843.016,"body":"should"},{"speaker":"John Tyreman","startTime":843.016,"endTime":843.156,"body":"be"},{"speaker":"John Tyreman","startTime":843.176,"endTime":843.796,"body":"pruned,"},{"speaker":"John Tyreman","startTime":844.096,"endTime":844.216,"body":"you"},{"speaker":"John Tyreman","startTime":844.216,"endTime":844.356,"body":"know,"},{"speaker":"John Tyreman","startTime":844.356,"endTime":844.546,"body":"that"},{"speaker":"John Tyreman","startTime":844.576,"endTime":844.966,"body":"don't,"},{"speaker":"John Tyreman","startTime":845.096,"endTime":845.506,"body":"aren't"},{"speaker":"John Tyreman","startTime":845.646,"endTime":846.346,"body":"delivering"},{"speaker":"John Tyreman","startTime":846.346,"endTime":846.446,"body":"the"},{"speaker":"John Tyreman","startTime":846.456,"endTime":847.136,"body":"margins"},{"speaker":"John Tyreman","startTime":847.136,"endTime":847.316,"body":"that"},{"speaker":"John Tyreman","startTime":847.316,"endTime":847.596,"body":"you"},{"speaker":"John Tyreman","startTime":847.606,"endTime":848.116,"body":"need"},{"speaker":"John Tyreman","startTime":848.126,"endTime":848.256,"body":"to"},{"speaker":"John Tyreman","startTime":848.256,"endTime":848.396,"body":"be"},{"speaker":"John Tyreman","startTime":848.396,"endTime":848.566,"body":"able"},{"speaker":"John Tyreman","startTime":848.566,"endTime":848.706,"body":"to"},{"speaker":"John Tyreman","startTime":848.706,"endTime":849.026,"body":"grow"},{"speaker":"John Tyreman","startTime":849.026,"endTime":849.206,"body":"your"},{"speaker":"John Tyreman","startTime":849.206,"endTime":849.806,"body":"business?"},{"speaker":"John Tyreman","startTime":849.952,"endTime":850.132,"body":"we've"},{"speaker":"John Tyreman","startTime":850.142,"endTime":850.332,"body":"talked"},{"speaker":"John Tyreman","startTime":850.342,"endTime":850.562,"body":"about"},{"speaker":"John Tyreman","startTime":850.562,"endTime":850.732,"body":"this"},{"speaker":"John Tyreman","startTime":850.742,"endTime":850.812,"body":"in"},{"speaker":"John Tyreman","startTime":850.812,"endTime":850.902,"body":"the"},{"speaker":"John Tyreman","startTime":850.902,"endTime":851.272,"body":"past,"},{"speaker":"John Tyreman","startTime":851.272,"endTime":851.422,"body":"that"},{"speaker":"John Tyreman","startTime":851.422,"endTime":851.602,"body":"not"},{"speaker":"John Tyreman","startTime":851.602,"endTime":851.752,"body":"all"},{"speaker":"John Tyreman","startTime":851.752,"endTime":852.162,"body":"revenue"},{"speaker":"John Tyreman","startTime":852.162,"endTime":852.342,"body":"is"},{"speaker":"John Tyreman","startTime":852.362,"endTime":852.812,"body":"good."},{"speaker":"John Tyreman","startTime":853.502,"endTime":853.962,"body":"And"},{"speaker":"John Tyreman","startTime":854.292,"endTime":854.712,"body":"this"},{"speaker":"John Tyreman","startTime":854.712,"endTime":854.982,"body":"is"},{"speaker":"John Tyreman","startTime":855.272,"endTime":855.382,"body":"a"},{"speaker":"John Tyreman","startTime":855.382,"endTime":855.892,"body":"time"},{"speaker":"John Tyreman","startTime":855.892,"endTime":856.082,"body":"to,"},{"speaker":"John Tyreman","startTime":856.182,"endTime":856.462,"body":"to"},{"speaker":"John Tyreman","startTime":856.472,"endTime":856.762,"body":"do"},{"speaker":"John Tyreman","startTime":856.762,"endTime":856.942,"body":"that"},{"speaker":"John Tyreman","startTime":856.942,"endTime":857.582,"body":"exercise"},{"speaker":"John Tyreman","startTime":857.582,"endTime":857.742,"body":"and"},{"speaker":"John Tyreman","startTime":857.742,"endTime":857.842,"body":"to"},{"speaker":"John Tyreman","startTime":857.842,"endTime":858.122,"body":"do"},{"speaker":"John Tyreman","startTime":858.122,"endTime":858.622,"body":"that"},{"speaker":"John Tyreman","startTime":858.842,"endTime":858.882,"body":"kind"},{"speaker":"John Tyreman","startTime":858.882,"endTime":859.002,"body":"of"},{"speaker":"John Tyreman","startTime":859.012,"endTime":859.502,"body":"digging"},{"speaker":"John Tyreman","startTime":859.502,"endTime":860.122,"body":"into,"},{"speaker":"John Tyreman","startTime":860.582,"endTime":860.692,"body":"you"},{"speaker":"John Tyreman","startTime":860.692,"endTime":860.832,"body":"know,"},{"speaker":"John Tyreman","startTime":860.832,"endTime":861.042,"body":"are"},{"speaker":"John Tyreman","startTime":861.042,"endTime":861.212,"body":"there"},{"speaker":"John Tyreman","startTime":861.212,"endTime":861.902,"body":"opportunities"},{"speaker":"John Tyreman","startTime":861.902,"endTime":862.012,"body":"to"},{"speaker":"John Tyreman","startTime":862.012,"endTime":862.352,"body":"prune"},{"speaker":"John Tyreman","startTime":862.352,"endTime":862.952,"body":"clients?"},{"speaker":"John Tyreman","startTime":863.452,"endTime":863.642,"body":"And"},{"speaker":"John Tyreman","startTime":863.642,"endTime":863.842,"body":"then"},{"speaker":"John Tyreman","startTime":863.852,"endTime":864.152,"body":"does"},{"speaker":"John Tyreman","startTime":864.152,"endTime":864.402,"body":"that"},{"speaker":"John Tyreman","startTime":864.402,"endTime":864.752,"body":"free"},{"speaker":"John Tyreman","startTime":864.752,"endTime":864.952,"body":"up"},{"speaker":"John Tyreman","startTime":864.962,"endTime":865.572,"body":"bandwidth"},{"speaker":"John Tyreman","startTime":865.582,"endTime":865.812,"body":"for"},{"speaker":"John Tyreman","startTime":865.812,"endTime":866.092,"body":"your"},{"speaker":"John Tyreman","startTime":866.092,"endTime":866.712,"body":"team"},{"speaker":"John Tyreman","startTime":866.832,"endTime":866.972,"body":"to"},{"speaker":"John Tyreman","startTime":866.982,"endTime":867.172,"body":"be"},{"speaker":"John Tyreman","startTime":867.172,"endTime":867.362,"body":"able"},{"speaker":"John Tyreman","startTime":867.362,"endTime":867.512,"body":"to"},{"speaker":"John Tyreman","startTime":867.522,"endTime":867.872,"body":"take"},{"speaker":"John Tyreman","startTime":867.872,"endTime":868.322,"body":"on"},{"speaker":"John Tyreman","startTime":868.532,"endTime":868.842,"body":"higher"},{"speaker":"John Tyreman","startTime":868.852,"endTime":869.232,"body":"margin"},{"speaker":"John Tyreman","startTime":869.232,"endTime":869.632,"body":"revenue"},{"speaker":"John Tyreman","startTime":869.632,"endTime":870.002,"body":"work?"},{"speaker":"Mark Wainwright","startTime":870.502,"endTime":870.662,"body":"The"},{"speaker":"Mark Wainwright","startTime":870.662,"endTime":870.972,"body":"account"},{"speaker":"Mark Wainwright","startTime":870.972,"endTime":871.322,"body":"development"},{"speaker":"Mark Wainwright","startTime":871.322,"endTime":871.622,"body":"plans"},{"speaker":"Mark Wainwright","startTime":871.622,"endTime":871.682,"body":"I"},{"speaker":"Mark Wainwright","startTime":871.682,"endTime":871.882,"body":"work"},{"speaker":"Mark Wainwright","startTime":871.882,"endTime":871.992,"body":"on"},{"speaker":"Mark Wainwright","startTime":871.992,"endTime":872.312,"body":"with,"},{"speaker":"Mark Wainwright","startTime":872.352,"endTime":872.782,"body":"my"},{"speaker":"Mark Wainwright","startTime":872.852,"endTime":873.582,"body":"clients."},{"speaker":"Mark Wainwright","startTime":873.856,"endTime":874.126,"body":"what"},{"speaker":"Mark Wainwright","startTime":874.126,"endTime":874.896,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":874.896,"endTime":875.056,"body":"are"},{"speaker":"Mark Wainwright","startTime":875.056,"endTime":875.306,"body":"there"},{"speaker":"Mark Wainwright","startTime":875.306,"endTime":875.706,"body":"for,"},{"speaker":"Mark Wainwright","startTime":875.766,"endTime":875.976,"body":"for"},{"speaker":"Mark Wainwright","startTime":875.976,"endTime":876.426,"body":"growth"},{"speaker":"Mark Wainwright","startTime":876.456,"endTime":876.686,"body":"with"},{"speaker":"Mark Wainwright","startTime":876.706,"endTime":877.356,"body":"specific"},{"speaker":"Mark Wainwright","startTime":877.466,"endTime":878.026,"body":"client"},{"speaker":"Mark Wainwright","startTime":878.196,"endTime":878.976,"body":"accounts?"},{"speaker":"Mark Wainwright","startTime":879.486,"endTime":879.846,"body":"having"},{"speaker":"Mark Wainwright","startTime":879.846,"endTime":880.936,"body":"consistent"},{"speaker":"Mark Wainwright","startTime":880.966,"endTime":881.746,"body":"regular"},{"speaker":"Mark Wainwright","startTime":881.976,"endTime":882.706,"body":"revenue"},{"speaker":"Mark Wainwright","startTime":883.116,"endTime":883.216,"body":"that"},{"speaker":"Mark Wainwright","startTime":883.216,"endTime":883.376,"body":"is"},{"speaker":"Mark Wainwright","startTime":883.386,"endTime":884.266,"body":"profitable"},{"speaker":"Mark Wainwright","startTime":884.486,"endTime":884.916,"body":"with"},{"speaker":"Mark Wainwright","startTime":885.656,"endTime":885.966,"body":"certain"},{"speaker":"Mark Wainwright","startTime":885.966,"endTime":886.526,"body":"clients"},{"speaker":"Mark Wainwright","startTime":886.526,"endTime":886.866,"body":"is,"},{"speaker":"Mark Wainwright","startTime":886.906,"endTime":887.156,"body":"is"},{"speaker":"Mark Wainwright","startTime":887.156,"endTime":887.536,"body":"great,"},{"speaker":"Mark Wainwright","startTime":887.546,"endTime":887.686,"body":"but"},{"speaker":"Mark Wainwright","startTime":887.686,"endTime":887.846,"body":"are"},{"speaker":"Mark Wainwright","startTime":887.846,"endTime":887.996,"body":"there"},{"speaker":"Mark Wainwright","startTime":887.996,"endTime":888.436,"body":"particular"},{"speaker":"Mark Wainwright","startTime":888.436,"endTime":888.846,"body":"ones"},{"speaker":"Mark Wainwright","startTime":888.856,"endTime":889.306,"body":"that"},{"speaker":"Mark Wainwright","startTime":889.426,"endTime":890.106,"body":"show?"},{"speaker":"Mark Wainwright","startTime":890.227,"endTime":891.037,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":891.047,"endTime":891.417,"body":"for"},{"speaker":"Mark Wainwright","startTime":891.437,"endTime":891.877,"body":"growth,"},{"speaker":"Mark Wainwright","startTime":892.317,"endTime":892.487,"body":"can"},{"speaker":"Mark Wainwright","startTime":892.487,"endTime":892.627,"body":"you"},{"speaker":"Mark Wainwright","startTime":892.627,"endTime":893.137,"body":"double"},{"speaker":"Mark Wainwright","startTime":893.137,"endTime":893.287,"body":"or"},{"speaker":"Mark Wainwright","startTime":893.287,"endTime":893.727,"body":"triple"},{"speaker":"Mark Wainwright","startTime":893.727,"endTime":894.057,"body":"your"},{"speaker":"Mark Wainwright","startTime":894.057,"endTime":894.777,"body":"revenue"},{"speaker":"Mark Wainwright","startTime":895.127,"endTime":895.297,"body":"in"},{"speaker":"Mark Wainwright","startTime":895.297,"endTime":895.347,"body":"a"},{"speaker":"Mark Wainwright","startTime":895.347,"endTime":895.977,"body":"profitable"},{"speaker":"Mark Wainwright","startTime":895.977,"endTime":896.487,"body":"way"},{"speaker":"Mark Wainwright","startTime":897.017,"endTime":897.267,"body":"with"},{"speaker":"Mark Wainwright","startTime":897.277,"endTime":897.497,"body":"some"},{"speaker":"Mark Wainwright","startTime":897.497,"endTime":897.647,"body":"of"},{"speaker":"Mark Wainwright","startTime":897.647,"endTime":898.147,"body":"your"},{"speaker":"Mark Wainwright","startTime":898.507,"endTime":899.367,"body":"clients?"},{"speaker":"Mark Wainwright","startTime":899.627,"endTime":899.947,"body":"And"},{"speaker":"Mark Wainwright","startTime":899.947,"endTime":900.347,"body":"can"},{"speaker":"Mark Wainwright","startTime":900.347,"endTime":900.597,"body":"they"},{"speaker":"Mark Wainwright","startTime":900.647,"endTime":900.927,"body":"take"},{"speaker":"Mark Wainwright","startTime":900.937,"endTime":901.137,"body":"you"},{"speaker":"Mark Wainwright","startTime":901.137,"endTime":901.307,"body":"to"},{"speaker":"Mark Wainwright","startTime":901.307,"endTime":901.917,"body":"places"},{"speaker":"Mark Wainwright","startTime":901.927,"endTime":902.267,"body":"that"},{"speaker":"Mark Wainwright","startTime":902.287,"endTime":902.577,"body":"you"},{"speaker":"Mark Wainwright","startTime":902.577,"endTime":902.897,"body":"want"},{"speaker":"Mark Wainwright","startTime":902.977,"endTime":903.157,"body":"to"},{"speaker":"Mark Wainwright","startTime":903.157,"endTime":903.467,"body":"go?"},{"speaker":"Mark Wainwright","startTime":904.272,"endTime":904.422,"body":"Can"},{"speaker":"Mark Wainwright","startTime":904.422,"endTime":904.572,"body":"you"},{"speaker":"Mark Wainwright","startTime":904.572,"endTime":904.592,"body":"be"},{"speaker":"Mark Wainwright","startTime":904.932,"endTime":905.172,"body":"doing"},{"speaker":"Mark Wainwright","startTime":905.172,"endTime":905.272,"body":"the"},{"speaker":"Mark Wainwright","startTime":905.282,"endTime":905.502,"body":"type"},{"speaker":"Mark Wainwright","startTime":905.502,"endTime":905.662,"body":"of"},{"speaker":"Mark Wainwright","startTime":905.662,"endTime":905.932,"body":"work"},{"speaker":"Mark Wainwright","startTime":905.942,"endTime":906.262,"body":"going"},{"speaker":"Mark Wainwright","startTime":906.262,"endTime":906.572,"body":"to"},{"speaker":"Mark Wainwright","startTime":906.942,"endTime":907.512,"body":"certain"},{"speaker":"Mark Wainwright","startTime":907.572,"endTime":908.162,"body":"geographic"},{"speaker":"Mark Wainwright","startTime":908.162,"endTime":908.942,"body":"locations,"},{"speaker":"Mark Wainwright","startTime":908.942,"endTime":909.062,"body":"you"},{"speaker":"Mark Wainwright","startTime":909.062,"endTime":909.232,"body":"know,"},{"speaker":"Mark Wainwright","startTime":909.262,"endTime":909.842,"body":"just,"},{"speaker":"Mark Wainwright","startTime":910.152,"endTime":910.292,"body":"you"},{"speaker":"Mark Wainwright","startTime":910.292,"endTime":910.422,"body":"know,"},{"speaker":"Mark Wainwright","startTime":910.562,"endTime":910.972,"body":"chasing"},{"speaker":"Mark Wainwright","startTime":910.972,"endTime":911.262,"body":"after"},{"speaker":"Mark Wainwright","startTime":911.262,"endTime":911.372,"body":"the"},{"speaker":"Mark Wainwright","startTime":911.372,"endTime":911.672,"body":"same"},{"speaker":"Mark Wainwright","startTime":911.672,"endTime":912.002,"body":"goals"},{"speaker":"Mark Wainwright","startTime":912.002,"endTime":912.502,"body":"together"},{"speaker":"Mark Wainwright","startTime":912.622,"endTime":912.812,"body":"that"},{"speaker":"Mark Wainwright","startTime":912.872,"endTime":913.122,"body":"that"},{"speaker":"Mark Wainwright","startTime":913.122,"endTime":913.292,"body":"sort"},{"speaker":"Mark Wainwright","startTime":913.292,"endTime":913.382,"body":"of"},{"speaker":"Mark Wainwright","startTime":913.382,"endTime":913.562,"body":"thing."},{"speaker":"Mark Wainwright","startTime":913.562,"endTime":913.702,"body":"So"},{"speaker":"Mark Wainwright","startTime":913.702,"endTime":913.952,"body":"those"},{"speaker":"Mark Wainwright","startTime":913.952,"endTime":914.122,"body":"are,"},{"speaker":"Mark Wainwright","startTime":914.592,"endTime":915.152,"body":"this"},{"speaker":"Mark Wainwright","startTime":915.152,"endTime":915.272,"body":"is"},{"speaker":"Mark Wainwright","startTime":915.272,"endTime":915.332,"body":"a"},{"speaker":"Mark Wainwright","startTime":915.332,"endTime":916.022,"body":"fantastic"},{"speaker":"Mark Wainwright","startTime":916.022,"endTime":916.662,"body":"opportunity"},{"speaker":"Mark Wainwright","startTime":916.672,"endTime":916.842,"body":"or"},{"speaker":"Mark Wainwright","startTime":916.872,"endTime":917.322,"body":"Q4"},{"speaker":"Mark Wainwright","startTime":917.332,"endTime":917.922,"body":"was"},{"speaker":"Mark Wainwright","startTime":917.962,"endTime":918.092,"body":"a"},{"speaker":"Mark Wainwright","startTime":918.092,"endTime":918.702,"body":"fantastic"},{"speaker":"Mark Wainwright","startTime":918.702,"endTime":919.422,"body":"opportunity"},{"speaker":"Mark Wainwright","startTime":919.682,"endTime":919.812,"body":"to"},{"speaker":"Mark Wainwright","startTime":919.812,"endTime":920.202,"body":"reflect"},{"speaker":"Mark Wainwright","startTime":920.202,"endTime":920.302,"body":"on"},{"speaker":"Mark Wainwright","startTime":920.302,"endTime":920.712,"body":"exactly"},{"speaker":"Mark Wainwright","startTime":920.712,"endTime":920.902,"body":"who"},{"speaker":"Mark Wainwright","startTime":920.902,"endTime":921.102,"body":"those"},{"speaker":"Mark Wainwright","startTime":921.112,"endTime":921.372,"body":"client"},{"speaker":"Mark Wainwright","startTime":921.372,"endTime":922.062,"body":"organizations"},{"speaker":"Mark Wainwright","startTime":922.062,"endTime":922.382,"body":"were"},{"speaker":"Mark Wainwright","startTime":922.382,"endTime":922.642,"body":"and,"},{"speaker":"Mark Wainwright","startTime":923.082,"endTime":923.222,"body":"you"},{"speaker":"Mark Wainwright","startTime":923.222,"endTime":923.412,"body":"know,"},{"speaker":"Mark Wainwright","startTime":923.647,"endTime":923.737,"body":"Let's"},{"speaker":"Mark Wainwright","startTime":923.747,"endTime":924.017,"body":"spend"},{"speaker":"Mark Wainwright","startTime":924.017,"endTime":924.137,"body":"some"},{"speaker":"Mark Wainwright","startTime":924.137,"endTime":924.407,"body":"time"},{"speaker":"Mark Wainwright","startTime":924.407,"endTime":924.477,"body":"on"},{"speaker":"Mark Wainwright","startTime":924.477,"endTime":924.617,"body":"them."},{"speaker":"John Tyreman","startTime":925.667,"endTime":925.837,"body":"Just"},{"speaker":"John Tyreman","startTime":925.837,"endTime":925.947,"body":"as"},{"speaker":"John Tyreman","startTime":925.947,"endTime":926.017,"body":"a"},{"speaker":"John Tyreman","startTime":926.017,"endTime":926.247,"body":"quick"},{"speaker":"John Tyreman","startTime":926.247,"endTime":926.657,"body":"aside,"},{"speaker":"John Tyreman","startTime":926.657,"endTime":926.797,"body":"I'm"},{"speaker":"John Tyreman","startTime":926.797,"endTime":927.317,"body":"curious"},{"speaker":"John Tyreman","startTime":927.317,"endTime":927.557,"body":"as"},{"speaker":"John Tyreman","startTime":927.567,"endTime":927.767,"body":"if"},{"speaker":"John Tyreman","startTime":927.767,"endTime":927.957,"body":"there"},{"speaker":"John Tyreman","startTime":927.957,"endTime":928.087,"body":"will"},{"speaker":"John Tyreman","startTime":928.087,"endTime":928.227,"body":"be"},{"speaker":"John Tyreman","startTime":928.227,"endTime":928.637,"body":"folks"},{"speaker":"John Tyreman","startTime":928.637,"endTime":928.817,"body":"who"},{"speaker":"John Tyreman","startTime":928.817,"endTime":928.917,"body":"are"},{"speaker":"John Tyreman","startTime":928.917,"endTime":929.427,"body":"listening"},{"speaker":"John Tyreman","startTime":929.427,"endTime":929.547,"body":"to"},{"speaker":"John Tyreman","startTime":929.547,"endTime":929.777,"body":"this"},{"speaker":"John Tyreman","startTime":929.777,"endTime":930.277,"body":"episode"},{"speaker":"John Tyreman","startTime":930.277,"endTime":930.417,"body":"in"},{"speaker":"John Tyreman","startTime":930.417,"endTime":930.937,"body":"October,"},{"speaker":"John Tyreman","startTime":930.937,"endTime":931.897,"body":"2025."},{"speaker":"Mark Wainwright","startTime":932.797,"endTime":933.127,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":933.587,"endTime":933.977,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":934.207,"endTime":934.747,"body":"probably."},{"speaker":"Mark Wainwright","startTime":934.747,"endTime":934.967,"body":"Or"},{"speaker":"Mark Wainwright","startTime":934.967,"endTime":935.207,"body":"even"},{"speaker":"Mark Wainwright","startTime":935.207,"endTime":935.307,"body":"in"},{"speaker":"Mark Wainwright","startTime":935.307,"endTime":935.397,"body":"the"},{"speaker":"Mark Wainwright","startTime":935.397,"endTime":935.737,"body":"future,"},{"speaker":"Mark Wainwright","startTime":935.737,"endTime":936.047,"body":"right?"},{"speaker":"Mark Wainwright","startTime":936.047,"endTime":936.167,"body":"You"},{"speaker":"Mark Wainwright","startTime":936.167,"endTime":936.377,"body":"know,"},{"speaker":"Mark Wainwright","startTime":936.457,"endTime":936.817,"body":"that's"},{"speaker":"Mark Wainwright","startTime":936.827,"endTime":937.047,"body":"right."},{"speaker":"Mark Wainwright","startTime":937.047,"endTime":937.247,"body":"This"},{"speaker":"Mark Wainwright","startTime":937.257,"endTime":937.527,"body":"is,"},{"speaker":"Mark Wainwright","startTime":937.707,"endTime":937.917,"body":"this"},{"speaker":"Mark Wainwright","startTime":937.917,"endTime":937.987,"body":"is"},{"speaker":"Mark Wainwright","startTime":937.997,"endTime":938.487,"body":"designed"},{"speaker":"Mark Wainwright","startTime":938.497,"endTime":938.597,"body":"to"},{"speaker":"Mark Wainwright","startTime":938.597,"endTime":938.877,"body":"be"},{"speaker":"Mark Wainwright","startTime":938.877,"endTime":939.067,"body":"kind"},{"speaker":"Mark Wainwright","startTime":939.067,"endTime":939.227,"body":"of"},{"speaker":"Mark Wainwright","startTime":939.227,"endTime":939.527,"body":"a,"},{"speaker":"Mark Wainwright","startTime":939.567,"endTime":939.907,"body":"a,"},{"speaker":"Mark Wainwright","startTime":940.167,"endTime":940.267,"body":"a"},{"speaker":"Mark Wainwright","startTime":940.267,"endTime":941.017,"body":"seasonal,"},{"speaker":"Mark Wainwright","startTime":941.507,"endTime":941.997,"body":"seasonal"},{"speaker":"Mark Wainwright","startTime":941.997,"endTime":942.387,"body":"episode,"},{"speaker":"Mark Wainwright","startTime":942.427,"endTime":942.587,"body":"but"},{"speaker":"Mark Wainwright","startTime":942.587,"endTime":942.657,"body":"I"},{"speaker":"Mark Wainwright","startTime":942.667,"endTime":942.877,"body":"think"},{"speaker":"Mark Wainwright","startTime":942.877,"endTime":942.997,"body":"the,"},{"speaker":"Mark Wainwright","startTime":943.087,"endTime":943.457,"body":"the,"},{"speaker":"Mark Wainwright","startTime":943.487,"endTime":943.687,"body":"the,"},{"speaker":"Mark Wainwright","startTime":943.717,"endTime":943.887,"body":"the"},{"speaker":"Mark Wainwright","startTime":943.887,"endTime":944.427,"body":"ideas"},{"speaker":"Mark Wainwright","startTime":944.427,"endTime":944.727,"body":"are,"},{"speaker":"Mark Wainwright","startTime":944.807,"endTime":945.157,"body":"are"},{"speaker":"Mark Wainwright","startTime":945.307,"endTime":945.697,"body":"absolutely"},{"speaker":"Mark Wainwright","startTime":945.697,"endTime":946.197,"body":"evergreen."},{"speaker":"Mark Wainwright","startTime":946.247,"endTime":946.567,"body":"So,"},{"speaker":"John Tyreman","startTime":946.837,"endTime":947.257,"body":"Totally."},{"speaker":"John Tyreman","startTime":947.757,"endTime":947.877,"body":"Is"},{"speaker":"John Tyreman","startTime":947.877,"endTime":947.967,"body":"there"},{"speaker":"John Tyreman","startTime":947.967,"endTime":948.307,"body":"anything"},{"speaker":"John Tyreman","startTime":948.307,"endTime":948.517,"body":"else"},{"speaker":"John Tyreman","startTime":948.517,"endTime":948.647,"body":"that"},{"speaker":"John Tyreman","startTime":948.647,"endTime":948.757,"body":"you"},{"speaker":"John Tyreman","startTime":948.757,"endTime":949.027,"body":"wanted"},{"speaker":"John Tyreman","startTime":949.047,"endTime":949.197,"body":"to"},{"speaker":"John Tyreman","startTime":949.217,"endTime":949.497,"body":"touch"},{"speaker":"John Tyreman","startTime":949.497,"endTime":949.757,"body":"on"},{"speaker":"John Tyreman","startTime":949.757,"endTime":949.927,"body":"with"},{"speaker":"John Tyreman","startTime":949.927,"endTime":950.137,"body":"that"},{"speaker":"John Tyreman","startTime":950.137,"endTime":950.577,"body":"second"},{"speaker":"John Tyreman","startTime":950.697,"endTime":951.177,"body":"bucket,"},{"speaker":"John Tyreman","startTime":951.197,"endTime":951.717,"body":"optimize"},{"speaker":"John Tyreman","startTime":951.717,"endTime":951.837,"body":"your"},{"speaker":"John Tyreman","startTime":951.837,"endTime":952.117,"body":"client"},{"speaker":"John Tyreman","startTime":952.127,"endTime":952.827,"body":"portfolio?"},{"speaker":"Mark Wainwright","startTime":953.011,"endTime":953.371,"body":"going"},{"speaker":"Mark Wainwright","startTime":953.371,"endTime":953.511,"body":"and"},{"speaker":"Mark Wainwright","startTime":953.511,"endTime":953.911,"body":"talking"},{"speaker":"Mark Wainwright","startTime":953.911,"endTime":954.121,"body":"to"},{"speaker":"Mark Wainwright","startTime":954.211,"endTime":954.411,"body":"your"},{"speaker":"Mark Wainwright","startTime":954.411,"endTime":954.961,"body":"clients"},{"speaker":"Mark Wainwright","startTime":954.961,"endTime":955.261,"body":"is,"},{"speaker":"Mark Wainwright","startTime":955.271,"endTime":955.491,"body":"is"},{"speaker":"Mark Wainwright","startTime":955.491,"endTime":955.771,"body":"super"},{"speaker":"Mark Wainwright","startTime":955.771,"endTime":956.101,"body":"important"},{"speaker":"Mark Wainwright","startTime":956.101,"endTime":956.191,"body":"and"},{"speaker":"Mark Wainwright","startTime":956.191,"endTime":956.311,"body":"that"},{"speaker":"Mark Wainwright","startTime":956.311,"endTime":956.421,"body":"will"},{"speaker":"Mark Wainwright","startTime":956.421,"endTime":956.601,"body":"help"},{"speaker":"Mark Wainwright","startTime":956.601,"endTime":957.281,"body":"inform."},{"speaker":"Mark Wainwright","startTime":957.641,"endTime":958.371,"body":"This"},{"speaker":"Mark Wainwright","startTime":958.534,"endTime":958.964,"body":"they"},{"speaker":"Mark Wainwright","startTime":958.974,"endTime":959.324,"body":"have"},{"speaker":"Mark Wainwright","startTime":959.324,"endTime":959.514,"body":"the"},{"speaker":"Mark Wainwright","startTime":959.514,"endTime":960.094,"body":"ability"},{"speaker":"Mark Wainwright","startTime":960.094,"endTime":960.764,"body":"to"},{"speaker":"Mark Wainwright","startTime":961.114,"endTime":961.354,"body":"look"},{"speaker":"Mark Wainwright","startTime":961.354,"endTime":961.514,"body":"at"},{"speaker":"Mark Wainwright","startTime":961.514,"endTime":961.634,"body":"the"},{"speaker":"Mark Wainwright","startTime":961.634,"endTime":962.294,"body":"marketplace"},{"speaker":"Mark Wainwright","startTime":962.294,"endTime":962.414,"body":"in"},{"speaker":"Mark Wainwright","startTime":962.414,"endTime":962.464,"body":"a"},{"speaker":"Mark Wainwright","startTime":962.464,"endTime":962.774,"body":"slightly"},{"speaker":"Mark Wainwright","startTime":962.774,"endTime":963.044,"body":"different"},{"speaker":"Mark Wainwright","startTime":963.044,"endTime":963.284,"body":"way"},{"speaker":"Mark Wainwright","startTime":963.294,"endTime":963.534,"body":"than"},{"speaker":"Mark Wainwright","startTime":963.534,"endTime":963.744,"body":"you"},{"speaker":"Mark Wainwright","startTime":963.744,"endTime":964.014,"body":"do."},{"speaker":"Mark Wainwright","startTime":964.014,"endTime":964.294,"body":"And,"},{"speaker":"Mark Wainwright","startTime":964.314,"endTime":964.744,"body":"and"},{"speaker":"Mark Wainwright","startTime":964.904,"endTime":965.444,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":965.604,"endTime":966.044,"body":"when"},{"speaker":"Mark Wainwright","startTime":966.044,"endTime":966.554,"body":"you"},{"speaker":"Mark Wainwright","startTime":966.714,"endTime":967.244,"body":"have"},{"speaker":"Mark Wainwright","startTime":967.334,"endTime":967.624,"body":"that"},{"speaker":"Mark Wainwright","startTime":967.624,"endTime":968.284,"body":"information"},{"speaker":"Mark Wainwright","startTime":968.284,"endTime":968.574,"body":"about"},{"speaker":"Mark Wainwright","startTime":968.574,"endTime":968.754,"body":"what"},{"speaker":"Mark Wainwright","startTime":968.754,"endTime":968.854,"body":"the"},{"speaker":"Mark Wainwright","startTime":968.854,"endTime":969.244,"body":"future"},{"speaker":"Mark Wainwright","startTime":969.244,"endTime":969.644,"body":"holds"},{"speaker":"Mark Wainwright","startTime":969.654,"endTime":969.964,"body":"for"},{"speaker":"Mark Wainwright","startTime":969.964,"endTime":970.234,"body":"their"},{"speaker":"Mark Wainwright","startTime":970.234,"endTime":970.834,"body":"world,"},{"speaker":"Mark Wainwright","startTime":971.144,"endTime":971.584,"body":"then"},{"speaker":"Mark Wainwright","startTime":971.594,"endTime":971.894,"body":"you"},{"speaker":"Mark Wainwright","startTime":971.934,"endTime":972.164,"body":"can"},{"speaker":"Mark Wainwright","startTime":972.164,"endTime":972.444,"body":"make"},{"speaker":"Mark Wainwright","startTime":972.444,"endTime":972.834,"body":"some"},{"speaker":"Mark Wainwright","startTime":972.934,"endTime":973.364,"body":"important"},{"speaker":"Mark Wainwright","startTime":973.374,"endTime":973.934,"body":"decisions"},{"speaker":"Mark Wainwright","startTime":973.934,"endTime":974.094,"body":"on"},{"speaker":"Mark Wainwright","startTime":974.094,"endTime":974.434,"body":"your"},{"speaker":"Mark Wainwright","startTime":974.434,"endTime":974.764,"body":"end."},{"speaker":"Mark Wainwright","startTime":974.954,"endTime":975.294,"body":"Maybe"},{"speaker":"Mark Wainwright","startTime":975.294,"endTime":975.594,"body":"you're"},{"speaker":"Mark Wainwright","startTime":975.634,"endTime":976.364,"body":"overweighted"},{"speaker":"Mark Wainwright","startTime":977.064,"endTime":977.504,"body":"clients"},{"speaker":"Mark Wainwright","startTime":977.504,"endTime":977.614,"body":"that"},{"speaker":"Mark Wainwright","startTime":977.614,"endTime":977.684,"body":"are"},{"speaker":"Mark Wainwright","startTime":977.684,"endTime":978.054,"body":"focused"},{"speaker":"Mark Wainwright","startTime":978.054,"endTime":978.144,"body":"on"},{"speaker":"Mark Wainwright","startTime":978.144,"endTime":978.194,"body":"a"},{"speaker":"Mark Wainwright","startTime":978.194,"endTime":978.574,"body":"particular"},{"speaker":"Mark Wainwright","startTime":978.574,"endTime":978.914,"body":"market"},{"speaker":"Mark Wainwright","startTime":978.924,"endTime":979.314,"body":"here"},{"speaker":"Mark Wainwright","startTime":979.314,"endTime":979.564,"body":"and,"},{"speaker":"Mark Wainwright","startTime":979.784,"endTime":980.214,"body":"and"},{"speaker":"Mark Wainwright","startTime":980.314,"endTime":980.654,"body":"way"},{"speaker":"Mark Wainwright","startTime":980.654,"endTime":980.904,"body":"too"},{"speaker":"Mark Wainwright","startTime":980.904,"endTime":981.454,"body":"light."},{"speaker":"Mark Wainwright","startTime":981.809,"endTime":982.179,"body":"With"},{"speaker":"Mark Wainwright","startTime":982.209,"endTime":982.629,"body":"clients"},{"speaker":"Mark Wainwright","startTime":982.639,"endTime":982.799,"body":"that"},{"speaker":"Mark Wainwright","startTime":982.799,"endTime":983.129,"body":"are"},{"speaker":"Mark Wainwright","startTime":983.339,"endTime":983.869,"body":"moving"},{"speaker":"Mark Wainwright","startTime":983.869,"endTime":984.009,"body":"in"},{"speaker":"Mark Wainwright","startTime":984.009,"endTime":984.229,"body":"a,"},{"speaker":"Mark Wainwright","startTime":984.279,"endTime":984.449,"body":"in"},{"speaker":"Mark Wainwright","startTime":984.449,"endTime":985.089,"body":"a"},{"speaker":"Mark Wainwright","startTime":985.089,"endTime":985.179,"body":"a"},{"speaker":"Mark Wainwright","startTime":985.179,"endTime":985.559,"body":"future"},{"speaker":"Mark Wainwright","startTime":985.559,"endTime":986.159,"body":"direction"},{"speaker":"Mark Wainwright","startTime":986.159,"endTime":986.449,"body":"that"},{"speaker":"Mark Wainwright","startTime":986.449,"endTime":986.809,"body":"shows"},{"speaker":"Mark Wainwright","startTime":986.819,"endTime":987.289,"body":"promise"},{"speaker":"Mark Wainwright","startTime":987.289,"endTime":987.449,"body":"and"},{"speaker":"Mark Wainwright","startTime":987.459,"endTime":988.009,"body":"growth."},{"speaker":"Mark Wainwright","startTime":988.309,"endTime":988.779,"body":"So"},{"speaker":"Mark Wainwright","startTime":988.939,"endTime":989.279,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":989.279,"endTime":989.439,"body":"you"},{"speaker":"Mark Wainwright","startTime":989.449,"endTime":989.669,"body":"need"},{"speaker":"Mark Wainwright","startTime":989.679,"endTime":989.809,"body":"to"},{"speaker":"Mark Wainwright","startTime":989.809,"endTime":990.059,"body":"just"},{"speaker":"Mark Wainwright","startTime":990.089,"endTime":990.469,"body":"alter"},{"speaker":"Mark Wainwright","startTime":990.469,"endTime":990.749,"body":"that."},{"speaker":"Mark Wainwright","startTime":990.759,"endTime":991.019,"body":"And"},{"speaker":"Mark Wainwright","startTime":991.019,"endTime":991.419,"body":"it's"},{"speaker":"Mark Wainwright","startTime":991.789,"endTime":992.079,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":992.079,"endTime":992.269,"body":"it's"},{"speaker":"Mark Wainwright","startTime":992.269,"endTime":992.579,"body":"less"},{"speaker":"Mark Wainwright","startTime":992.579,"endTime":993.069,"body":"about"},{"speaker":"Mark Wainwright","startTime":993.529,"endTime":994.129,"body":"stopping"},{"speaker":"Mark Wainwright","startTime":994.129,"endTime":994.429,"body":"work"},{"speaker":"Mark Wainwright","startTime":994.429,"endTime":994.689,"body":"with"},{"speaker":"Mark Wainwright","startTime":994.999,"endTime":995.409,"body":"particular"},{"speaker":"Mark Wainwright","startTime":995.409,"endTime":995.909,"body":"clients."},{"speaker":"Mark Wainwright","startTime":995.919,"endTime":996.119,"body":"Maybe"},{"speaker":"Mark Wainwright","startTime":996.119,"endTime":996.279,"body":"it's"},{"speaker":"Mark Wainwright","startTime":996.279,"endTime":996.559,"body":"more"},{"speaker":"Mark Wainwright","startTime":996.559,"endTime":997.029,"body":"about,"},{"speaker":"Mark Wainwright","startTime":997.519,"endTime":997.629,"body":"you"},{"speaker":"Mark Wainwright","startTime":997.629,"endTime":997.739,"body":"know,"},{"speaker":"Mark Wainwright","startTime":997.779,"endTime":998.049,"body":"how"},{"speaker":"Mark Wainwright","startTime":998.049,"endTime":998.139,"body":"are"},{"speaker":"Mark Wainwright","startTime":998.139,"endTime":998.339,"body":"we"},{"speaker":"Mark Wainwright","startTime":998.339,"endTime":999.069,"body":"investing"},{"speaker":"Mark Wainwright","startTime":999.069,"endTime":999.259,"body":"our"},{"speaker":"Mark Wainwright","startTime":999.259,"endTime":999.699,"body":"time"},{"speaker":"Mark Wainwright","startTime":999.699,"endTime":1000.073,"body":"and"},{"speaker":"Mark Wainwright","startTime":1000.073,"endTime":1000.446,"body":"energy"},{"speaker":"Mark Wainwright","startTime":1000.446,"endTime":1000.819,"body":"and"},{"speaker":"Mark Wainwright","startTime":1000.819,"endTime":1001.192,"body":"resources"},{"speaker":"Mark Wainwright","startTime":1001.192,"endTime":1001.566,"body":"in"},{"speaker":"Mark Wainwright","startTime":1001.566,"endTime":1001.939,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":1001.939,"endTime":1002.312,"body":"and"},{"speaker":"Mark Wainwright","startTime":1002.312,"endTime":1002.686,"body":"in,"},{"speaker":"Mark Wainwright","startTime":1002.686,"endTime":1003.059,"body":"you"},{"speaker":"Mark Wainwright","startTime":1003.059,"endTime":1003.432,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1003.432,"endTime":1003.806,"body":"moving"},{"speaker":"Mark Wainwright","startTime":1003.806,"endTime":1004.179,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":1004.179,"endTime":1004.552,"body":"through"},{"speaker":"Mark Wainwright","startTime":1004.552,"endTime":1004.926,"body":"our"},{"speaker":"Mark Wainwright","startTime":1004.926,"endTime":1005.299,"body":"pipeline"},{"speaker":"Mark Wainwright","startTime":1005.299,"endTime":1005.369,"body":"in"},{"speaker":"Mark Wainwright","startTime":1005.369,"endTime":1005.629,"body":"certain"},{"speaker":"Mark Wainwright","startTime":1005.629,"endTime":1006.099,"body":"areas."},{"speaker":"Mark Wainwright","startTime":1006.844,"endTime":1006.964,"body":"You"},{"speaker":"Mark Wainwright","startTime":1006.964,"endTime":1007.074,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1007.074,"endTime":1007.474,"body":"compared"},{"speaker":"Mark Wainwright","startTime":1007.474,"endTime":1007.754,"body":"to,"},{"speaker":"Mark Wainwright","startTime":1007.974,"endTime":1008.404,"body":"compared"},{"speaker":"Mark Wainwright","startTime":1008.404,"endTime":1008.514,"body":"to"},{"speaker":"Mark Wainwright","startTime":1008.514,"endTime":1008.844,"body":"others,"},{"speaker":"Mark Wainwright","startTime":1008.844,"endTime":1008.964,"body":"we"},{"speaker":"Mark Wainwright","startTime":1008.964,"endTime":1009.184,"body":"should"},{"speaker":"Mark Wainwright","startTime":1009.214,"endTime":1009.564,"body":"under"},{"speaker":"Mark Wainwright","startTime":1009.564,"endTime":1010.214,"body":"resource"},{"speaker":"Mark Wainwright","startTime":1010.604,"endTime":1010.954,"body":"that"},{"speaker":"Mark Wainwright","startTime":1010.954,"endTime":1011.154,"body":"type"},{"speaker":"Mark Wainwright","startTime":1011.154,"endTime":1011.224,"body":"of"},{"speaker":"Mark Wainwright","startTime":1011.224,"endTime":1011.454,"body":"stuff"},{"speaker":"Mark Wainwright","startTime":1011.464,"endTime":1011.794,"body":"because"},{"speaker":"Mark Wainwright","startTime":1011.794,"endTime":1012.224,"body":"that's,"},{"speaker":"Mark Wainwright","startTime":1012.594,"endTime":1012.834,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1012.844,"endTime":1013.554,"body":"yesterday's"},{"speaker":"Mark Wainwright","startTime":1013.804,"endTime":1014.204,"body":"stuff."},{"speaker":"Mark Wainwright","startTime":1014.264,"endTime":1014.474,"body":"We"},{"speaker":"Mark Wainwright","startTime":1014.474,"endTime":1014.694,"body":"want"},{"speaker":"Mark Wainwright","startTime":1014.694,"endTime":1014.754,"body":"to"},{"speaker":"Mark Wainwright","startTime":1014.754,"endTime":1015.164,"body":"focus"},{"speaker":"Mark Wainwright","startTime":1015.164,"endTime":1015.284,"body":"on"},{"speaker":"Mark Wainwright","startTime":1015.284,"endTime":1015.404,"body":"the"},{"speaker":"Mark Wainwright","startTime":1015.414,"endTime":1015.744,"body":"things"},{"speaker":"Mark Wainwright","startTime":1015.744,"endTime":1015.884,"body":"that"},{"speaker":"Mark Wainwright","startTime":1015.884,"endTime":1015.994,"body":"are"},{"speaker":"Mark Wainwright","startTime":1016.004,"endTime":1016.134,"body":"going"},{"speaker":"Mark Wainwright","startTime":1016.134,"endTime":1016.244,"body":"to"},{"speaker":"Mark Wainwright","startTime":1016.754,"endTime":1017.334,"body":"grow"},{"speaker":"Mark Wainwright","startTime":1017.514,"endTime":1018.104,"body":"tomorrow."},{"speaker":"Mark Wainwright","startTime":1018.224,"endTime":1018.494,"body":"So"},{"speaker":"Mark Wainwright","startTime":1018.534,"endTime":1018.774,"body":"let's"},{"speaker":"Mark Wainwright","startTime":1018.794,"endTime":1019.064,"body":"over"},{"speaker":"Mark Wainwright","startTime":1019.064,"endTime":1019.664,"body":"resource"},{"speaker":"Mark Wainwright","startTime":1020.114,"endTime":1020.474,"body":"that."},{"speaker":"John Tyreman","startTime":1021.554,"endTime":1021.664,"body":"I"},{"speaker":"John Tyreman","startTime":1021.664,"endTime":1021.874,"body":"think"},{"speaker":"John Tyreman","startTime":1021.874,"endTime":1022.034,"body":"that's"},{"speaker":"John Tyreman","startTime":1022.034,"endTime":1022.204,"body":"a,"},{"speaker":"John Tyreman","startTime":1022.234,"endTime":1022.664,"body":"that's"},{"speaker":"John Tyreman","startTime":1022.664,"endTime":1022.724,"body":"a"},{"speaker":"John Tyreman","startTime":1022.724,"endTime":1023.004,"body":"good,"},{"speaker":"John Tyreman","startTime":1023.094,"endTime":1023.314,"body":"good"},{"speaker":"John Tyreman","startTime":1023.314,"endTime":1023.694,"body":"point."},{"speaker":"John Tyreman","startTime":1024.824,"endTime":1025.014,"body":"And"},{"speaker":"John Tyreman","startTime":1025.014,"endTime":1025.184,"body":"it"},{"speaker":"John Tyreman","startTime":1025.234,"endTime":1025.554,"body":"ties"},{"speaker":"John Tyreman","startTime":1025.564,"endTime":1025.834,"body":"back"},{"speaker":"John Tyreman","startTime":1025.834,"endTime":1026.054,"body":"to"},{"speaker":"John Tyreman","startTime":1026.054,"endTime":1026.254,"body":"one"},{"speaker":"John Tyreman","startTime":1026.254,"endTime":1026.364,"body":"of"},{"speaker":"John Tyreman","startTime":1026.364,"endTime":1026.444,"body":"the"},{"speaker":"John Tyreman","startTime":1026.444,"endTime":1027.314,"body":"questions"},{"speaker":"John Tyreman","startTime":1027.354,"endTime":1027.604,"body":"that"},{"speaker":"John Tyreman","startTime":1027.604,"endTime":1027.854,"body":"you"},{"speaker":"John Tyreman","startTime":1027.854,"endTime":1028.744,"body":"recommended"},{"speaker":"John Tyreman","startTime":1028.814,"endTime":1029.344,"body":"asking"},{"speaker":"John Tyreman","startTime":1029.344,"endTime":1029.864,"body":"clients"},{"speaker":"John Tyreman","startTime":1029.874,"endTime":1030.054,"body":"is"},{"speaker":"John Tyreman","startTime":1030.054,"endTime":1030.204,"body":"what"},{"speaker":"John Tyreman","startTime":1030.204,"endTime":1030.264,"body":"are"},{"speaker":"John Tyreman","startTime":1030.264,"endTime":1030.424,"body":"your"},{"speaker":"John Tyreman","startTime":1030.424,"endTime":1030.874,"body":"plans"},{"speaker":"John Tyreman","startTime":1030.874,"endTime":1031.014,"body":"for"},{"speaker":"John Tyreman","startTime":1031.014,"endTime":1031.124,"body":"the"},{"speaker":"John Tyreman","startTime":1031.124,"endTime":1031.654,"body":"future?"},{"speaker":"John Tyreman","startTime":1032.524,"endTime":1032.724,"body":"And"},{"speaker":"John Tyreman","startTime":1032.724,"endTime":1032.934,"body":"what"},{"speaker":"John Tyreman","startTime":1032.934,"endTime":1033.264,"body":"that,"},{"speaker":"John Tyreman","startTime":1033.374,"endTime":1033.614,"body":"what"},{"speaker":"John Tyreman","startTime":1033.614,"endTime":1034.274,"body":"I"},{"speaker":"John Tyreman","startTime":1034.274,"endTime":1034.514,"body":"like"},{"speaker":"John Tyreman","startTime":1034.514,"endTime":1034.704,"body":"about"},{"speaker":"John Tyreman","startTime":1034.704,"endTime":1034.794,"body":"the"},{"speaker":"John Tyreman","startTime":1034.794,"endTime":1035.124,"body":"wording"},{"speaker":"John Tyreman","startTime":1035.124,"endTime":1035.244,"body":"of"},{"speaker":"John Tyreman","startTime":1035.244,"endTime":1035.434,"body":"that"},{"speaker":"John Tyreman","startTime":1035.434,"endTime":1036.134,"body":"question"},{"speaker":"John Tyreman","startTime":1036.144,"endTime":1036.584,"body":"is"},{"speaker":"John Tyreman","startTime":1036.914,"endTime":1037.104,"body":"it"},{"speaker":"John Tyreman","startTime":1037.104,"endTime":1037.474,"body":"opens"},{"speaker":"John Tyreman","startTime":1037.474,"endTime":1037.684,"body":"up"},{"speaker":"John Tyreman","startTime":1037.684,"endTime":1037.814,"body":"the"},{"speaker":"John Tyreman","startTime":1037.814,"endTime":1038.364,"body":"door"},{"speaker":"John Tyreman","startTime":1038.694,"endTime":1039.214,"body":"to"},{"speaker":"John Tyreman","startTime":1039.774,"endTime":1039.894,"body":"You"},{"speaker":"John Tyreman","startTime":1039.894,"endTime":1040.074,"body":"know,"},{"speaker":"John Tyreman","startTime":1040.264,"endTime":1040.894,"body":"potential"},{"speaker":"John Tyreman","startTime":1040.894,"endTime":1041.104,"body":"new"},{"speaker":"John Tyreman","startTime":1041.104,"endTime":1041.894,"body":"opportunities"},{"speaker":"John Tyreman","startTime":1041.904,"endTime":1042.024,"body":"or"},{"speaker":"John Tyreman","startTime":1042.024,"endTime":1042.684,"body":"potential"},{"speaker":"John Tyreman","startTime":1042.694,"endTime":1043.254,"body":"new"},{"speaker":"John Tyreman","startTime":1043.364,"endTime":1044.154,"body":"offerings."},{"speaker":"John Tyreman","startTime":1044.514,"endTime":1044.784,"body":"And"},{"speaker":"John Tyreman","startTime":1044.784,"endTime":1044.954,"body":"that"},{"speaker":"John Tyreman","startTime":1044.954,"endTime":1045.194,"body":"leads"},{"speaker":"John Tyreman","startTime":1045.194,"endTime":1045.384,"body":"us"},{"speaker":"John Tyreman","startTime":1045.384,"endTime":1045.604,"body":"to"},{"speaker":"John Tyreman","startTime":1045.604,"endTime":1045.784,"body":"the"},{"speaker":"John Tyreman","startTime":1045.784,"endTime":1046.214,"body":"third"},{"speaker":"John Tyreman","startTime":1046.214,"endTime":1046.664,"body":"bucket"},{"speaker":"John Tyreman","startTime":1046.694,"endTime":1046.894,"body":"that"},{"speaker":"John Tyreman","startTime":1046.894,"endTime":1047.074,"body":"we"},{"speaker":"John Tyreman","startTime":1047.074,"endTime":1047.384,"body":"have"},{"speaker":"John Tyreman","startTime":1047.384,"endTime":1047.664,"body":"here."},{"speaker":"John Tyreman","startTime":1047.664,"endTime":1047.774,"body":"And"},{"speaker":"John Tyreman","startTime":1047.774,"endTime":1047.844,"body":"the"},{"speaker":"John Tyreman","startTime":1047.844,"endTime":1048.064,"body":"four"},{"speaker":"John Tyreman","startTime":1048.064,"endTime":1048.324,"body":"things"},{"speaker":"John Tyreman","startTime":1048.334,"endTime":1048.634,"body":"that"},{"speaker":"John Tyreman","startTime":1048.684,"endTime":1048.944,"body":"maybe"},{"speaker":"John Tyreman","startTime":1048.944,"endTime":1049.044,"body":"you"},{"speaker":"John Tyreman","startTime":1049.044,"endTime":1049.364,"body":"forgot"},{"speaker":"John Tyreman","startTime":1049.364,"endTime":1049.414,"body":"to"},{"speaker":"John Tyreman","startTime":1049.424,"endTime":1049.604,"body":"do"},{"speaker":"John Tyreman","startTime":1049.604,"endTime":1049.744,"body":"in"},{"speaker":"John Tyreman","startTime":1049.744,"endTime":1050.264,"body":"Q4"},{"speaker":"John Tyreman","startTime":1050.264,"endTime":1050.454,"body":"is"},{"speaker":"John Tyreman","startTime":1050.864,"endTime":1051.314,"body":"update"},{"speaker":"John Tyreman","startTime":1051.314,"endTime":1051.464,"body":"your"},{"speaker":"John Tyreman","startTime":1051.464,"endTime":1051.914,"body":"service"},{"speaker":"John Tyreman","startTime":1051.944,"endTime":1052.584,"body":"packaging"},{"speaker":"John Tyreman","startTime":1052.604,"endTime":1052.834,"body":"and"},{"speaker":"John Tyreman","startTime":1052.834,"endTime":1053.374,"body":"pricing."},{"speaker":"Mark Wainwright","startTime":1055.388,"endTime":1055.708,"body":"You're"},{"speaker":"Mark Wainwright","startTime":1055.708,"endTime":1056.118,"body":"listening"},{"speaker":"Mark Wainwright","startTime":1056.118,"endTime":1056.248,"body":"to"},{"speaker":"Mark Wainwright","startTime":1056.248,"endTime":1056.638,"body":"breaking"},{"speaker":"Mark Wainwright","startTime":1056.638,"endTime":1056.868,"body":"biz"},{"speaker":"Mark Wainwright","startTime":1056.868,"endTime":1057.218,"body":"dev"},{"speaker":"John Tyreman","startTime":1057.385,"endTime":1057.515,"body":"the"},{"speaker":"John Tyreman","startTime":1057.515,"endTime":1057.995,"body":"podcast"},{"speaker":"John Tyreman","startTime":1058.015,"endTime":1058.225,"body":"that"},{"speaker":"John Tyreman","startTime":1058.255,"endTime":1058.575,"body":"beats"},{"speaker":"John Tyreman","startTime":1058.575,"endTime":1058.855,"body":"up,"},{"speaker":"John Tyreman","startTime":1058.865,"endTime":1059.235,"body":"breaks"},{"speaker":"John Tyreman","startTime":1059.235,"endTime":1059.545,"body":"down,"},{"speaker":"John Tyreman","startTime":1059.545,"endTime":1059.655,"body":"and"},{"speaker":"John Tyreman","startTime":1059.655,"endTime":1060.355,"body":"redefines"},{"speaker":"John Tyreman","startTime":1060.375,"endTime":1060.805,"body":"business"},{"speaker":"John Tyreman","startTime":1060.805,"endTime":1061.475,"body":"development"},{"speaker":"John Tyreman","startTime":1061.547,"endTime":1061.677,"body":"for"},{"speaker":"John Tyreman","startTime":1061.677,"endTime":1061.757,"body":"the"},{"speaker":"John Tyreman","startTime":1061.757,"endTime":1062.307,"body":"professional"},{"speaker":"John Tyreman","startTime":1062.307,"endTime":1062.817,"body":"services"},{"speaker":"John Tyreman","startTime":1062.817,"endTime":1063.127,"body":"firms"},{"speaker":"John Tyreman","startTime":1063.127,"endTime":1063.277,"body":"of"},{"speaker":"John Tyreman","startTime":1063.277,"endTime":1063.757,"body":"tomorrow."},{"speaker":"John Tyreman","startTime":1063.887,"endTime":1064.167,"body":"Your"},{"speaker":"John Tyreman","startTime":1064.167,"endTime":1064.567,"body":"hosts"},{"speaker":"John Tyreman","startTime":1064.567,"endTime":1064.657,"body":"are"},{"speaker":"John Tyreman","startTime":1064.667,"endTime":1064.977,"body":"John"},{"speaker":"John Tyreman","startTime":1064.977,"endTime":1065.507,"body":"Tyerman,"},{"speaker":"John Tyreman","startTime":1065.587,"endTime":1066.067,"body":"founder"},{"speaker":"John Tyreman","startTime":1066.077,"endTime":1066.227,"body":"of"},{"speaker":"John Tyreman","startTime":1066.227,"endTime":1066.467,"body":"Red"},{"speaker":"John Tyreman","startTime":1066.467,"endTime":1066.757,"body":"Cedar"},{"speaker":"John Tyreman","startTime":1066.757,"endTime":1067.297,"body":"Marketing,"},{"speaker":"John Tyreman","startTime":1067.377,"endTime":1067.567,"body":"the"},{"speaker":"John Tyreman","startTime":1067.567,"endTime":1068.157,"body":"podcast"},{"speaker":"John Tyreman","startTime":1068.187,"endTime":1068.587,"body":"marketing"},{"speaker":"John Tyreman","startTime":1068.587,"endTime":1068.957,"body":"company"},{"speaker":"John Tyreman","startTime":1068.957,"endTime":1069.117,"body":"for"},{"speaker":"John Tyreman","startTime":1069.177,"endTime":1069.637,"body":"experts"},{"speaker":"John Tyreman","startTime":1069.667,"endTime":1069.987,"body":"and"},{"speaker":"John Tyreman","startTime":1069.987,"endTime":1070.517,"body":"professional"},{"speaker":"John Tyreman","startTime":1070.517,"endTime":1070.997,"body":"services"},{"speaker":"John Tyreman","startTime":1070.997,"endTime":1071.427,"body":"firms,"},{"speaker":"Mark Wainwright","startTime":1071.644,"endTime":1071.884,"body":"And"},{"speaker":"Mark Wainwright","startTime":1071.884,"endTime":1072.184,"body":"Mark"},{"speaker":"Mark Wainwright","startTime":1072.184,"endTime":1072.774,"body":"Wainwright,"},{"speaker":"Mark Wainwright","startTime":1072.955,"endTime":1073.365,"body":"principal"},{"speaker":"Mark Wainwright","startTime":1073.365,"endTime":1074.095,"body":"consultant"},{"speaker":"Mark Wainwright","startTime":1074.215,"endTime":1074.475,"body":"and"},{"speaker":"Mark Wainwright","startTime":1074.475,"endTime":1074.895,"body":"founder"},{"speaker":"Mark Wainwright","startTime":1074.905,"endTime":1075.085,"body":"of"},{"speaker":"Mark Wainwright","startTime":1075.085,"endTime":1075.565,"body":"Wainwright"},{"speaker":"Mark Wainwright","startTime":1075.605,"endTime":1076.195,"body":"Insight,"},{"speaker":"Mark Wainwright","startTime":1076.465,"endTime":1076.605,"body":"the"},{"speaker":"Mark Wainwright","startTime":1076.605,"endTime":1077.125,"body":"fractional"},{"speaker":"Mark Wainwright","startTime":1077.125,"endTime":1077.465,"body":"sales"},{"speaker":"Mark Wainwright","startTime":1077.465,"endTime":1078.015,"body":"manager"},{"speaker":"Mark Wainwright","startTime":1078.045,"endTime":1078.325,"body":"and"},{"speaker":"Mark Wainwright","startTime":1078.325,"endTime":1078.705,"body":"sales"},{"speaker":"Mark Wainwright","startTime":1078.705,"endTime":1079.295,"body":"consultant"},{"speaker":"Mark Wainwright","startTime":1079.436,"endTime":1079.586,"body":"to"},{"speaker":"Mark Wainwright","startTime":1079.586,"endTime":1080.146,"body":"professional"},{"speaker":"Mark Wainwright","startTime":1080.146,"endTime":1080.676,"body":"services"},{"speaker":"Mark Wainwright","startTime":1080.676,"endTime":1081.176,"body":"firms."},{"speaker":"John Tyreman","startTime":1081.459,"endTime":1081.579,"body":"If"},{"speaker":"John Tyreman","startTime":1081.589,"endTime":1081.709,"body":"you"},{"speaker":"John Tyreman","startTime":1081.709,"endTime":1081.969,"body":"find"},{"speaker":"John Tyreman","startTime":1081.969,"endTime":1082.099,"body":"this"},{"speaker":"John Tyreman","startTime":1082.109,"endTime":1082.579,"body":"podcast"},{"speaker":"John Tyreman","startTime":1082.589,"endTime":1082.949,"body":"helpful,"},{"speaker":"John Tyreman","startTime":1082.959,"endTime":1083.249,"body":"please"},{"speaker":"John Tyreman","startTime":1083.249,"endTime":1083.469,"body":"help"},{"speaker":"John Tyreman","startTime":1083.469,"endTime":1083.619,"body":"us"},{"speaker":"John Tyreman","startTime":1083.619,"endTime":1083.739,"body":"by"},{"speaker":"John Tyreman","startTime":1083.739,"endTime":1084.139,"body":"following"},{"speaker":"John Tyreman","startTime":1084.139,"endTime":1084.219,"body":"the"},{"speaker":"John Tyreman","startTime":1084.219,"endTime":1084.629,"body":"show"},{"speaker":"John Tyreman","startTime":1084.649,"endTime":1084.789,"body":"and"},{"speaker":"John Tyreman","startTime":1084.799,"endTime":1085.129,"body":"leaving"},{"speaker":"John Tyreman","startTime":1085.129,"endTime":1085.199,"body":"a"},{"speaker":"John Tyreman","startTime":1085.199,"endTime":1085.729,"body":"review"},{"speaker":"John Tyreman","startTime":1085.739,"endTime":1085.989,"body":"on"},{"speaker":"John Tyreman","startTime":1086.019,"endTime":1086.359,"body":"Apple"},{"speaker":"John Tyreman","startTime":1086.379,"endTime":1086.959,"body":"podcasts"},{"speaker":"Mark Wainwright","startTime":1087.316,"endTime":1087.556,"body":"and"},{"speaker":"Mark Wainwright","startTime":1087.556,"endTime":1087.996,"body":"now"},{"speaker":"Mark Wainwright","startTime":1088.236,"endTime":1088.476,"body":"back"},{"speaker":"Mark Wainwright","startTime":1088.476,"endTime":1088.596,"body":"to"},{"speaker":"Mark Wainwright","startTime":1088.596,"endTime":1088.686,"body":"the"},{"speaker":"Mark Wainwright","startTime":1088.686,"endTime":1089.056,"body":"show."},{"speaker":"Mark Wainwright","startTime":1091.141,"endTime":1091.271,"body":"A"},{"speaker":"Mark Wainwright","startTime":1091.271,"endTime":1091.701,"body":"lot"},{"speaker":"Mark Wainwright","startTime":1091.701,"endTime":1091.871,"body":"of"},{"speaker":"Mark Wainwright","startTime":1091.871,"endTime":1092.216,"body":"firms."},{"speaker":"Mark Wainwright","startTime":1092.216,"endTime":1092.561,"body":"I"},{"speaker":"Mark Wainwright","startTime":1092.561,"endTime":1092.761,"body":"know"},{"speaker":"Mark Wainwright","startTime":1092.761,"endTime":1093.041,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1093.131,"endTime":1093.481,"body":"that."},{"speaker":"Mark Wainwright","startTime":1094.151,"endTime":1094.391,"body":"We're"},{"speaker":"Mark Wainwright","startTime":1094.391,"endTime":1094.811,"body":"connected"},{"speaker":"Mark Wainwright","startTime":1094.811,"endTime":1095.101,"body":"with"},{"speaker":"Mark Wainwright","startTime":1095.111,"endTime":1095.301,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1095.461,"endTime":1095.651,"body":"that"},{"speaker":"Mark Wainwright","startTime":1095.651,"endTime":1096.031,"body":"listened"},{"speaker":"Mark Wainwright","startTime":1096.031,"endTime":1096.161,"body":"to"},{"speaker":"Mark Wainwright","startTime":1096.161,"endTime":1096.901,"body":"this"},{"speaker":"Mark Wainwright","startTime":1097.731,"endTime":1098.471,"body":"engineering"},{"speaker":"Mark Wainwright","startTime":1098.471,"endTime":1098.891,"body":"firms,"},{"speaker":"Mark Wainwright","startTime":1098.891,"endTime":1099.541,"body":"architectural"},{"speaker":"Mark Wainwright","startTime":1099.551,"endTime":1099.931,"body":"firms,"},{"speaker":"Mark Wainwright","startTime":1099.931,"endTime":1100.111,"body":"and,"},{"speaker":"Mark Wainwright","startTime":1100.201,"endTime":1100.431,"body":"you"},{"speaker":"Mark Wainwright","startTime":1100.431,"endTime":1100.561,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1100.591,"endTime":1100.681,"body":"a"},{"speaker":"Mark Wainwright","startTime":1100.681,"endTime":1100.951,"body":"number"},{"speaker":"Mark Wainwright","startTime":1100.951,"endTime":1101.061,"body":"of"},{"speaker":"Mark Wainwright","startTime":1101.241,"endTime":1101.811,"body":"project"},{"speaker":"Mark Wainwright","startTime":1101.821,"endTime":1102.211,"body":"based"},{"speaker":"Mark Wainwright","startTime":1102.221,"endTime":1102.671,"body":"firms"},{"speaker":"Mark Wainwright","startTime":1102.701,"endTime":1103.021,"body":"like"},{"speaker":"Mark Wainwright","startTime":1103.071,"endTime":1103.701,"body":"that"},{"speaker":"Mark Wainwright","startTime":1104.561,"endTime":1104.951,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1104.961,"endTime":1105.561,"body":"see"},{"speaker":"Mark Wainwright","startTime":1105.561,"endTime":1105.711,"body":"an"},{"speaker":"Mark Wainwright","startTime":1105.711,"endTime":1106.231,"body":"opportunity"},{"speaker":"Mark Wainwright","startTime":1106.241,"endTime":1106.401,"body":"for"},{"speaker":"Mark Wainwright","startTime":1106.401,"endTime":1107.161,"body":"themselves"},{"speaker":"Mark Wainwright","startTime":1107.191,"endTime":1107.861,"body":"to"},{"speaker":"Mark Wainwright","startTime":1108.401,"endTime":1108.861,"body":"product"},{"speaker":"Mark Wainwright","startTime":1108.871,"endTime":1109.311,"body":"ties."},{"speaker":"Mark Wainwright","startTime":1109.311,"endTime":1109.831,"body":"Anything"},{"speaker":"Mark Wainwright","startTime":1109.901,"endTime":1110.161,"body":"they"},{"speaker":"Mark Wainwright","startTime":1110.161,"endTime":1110.461,"body":"do,"},{"speaker":"Mark Wainwright","startTime":1110.521,"endTime":1110.621,"body":"you"},{"speaker":"Mark Wainwright","startTime":1110.621,"endTime":1110.711,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1110.721,"endTime":1110.911,"body":"they"},{"speaker":"Mark Wainwright","startTime":1110.911,"endTime":1111.331,"body":"approach"},{"speaker":"Mark Wainwright","startTime":1111.331,"endTime":1111.551,"body":"every"},{"speaker":"Mark Wainwright","startTime":1111.551,"endTime":1111.991,"body":"single."},{"speaker":"Mark Wainwright","startTime":1112.236,"endTime":1112.516,"body":"Every"},{"speaker":"Mark Wainwright","startTime":1112.516,"endTime":1112.946,"body":"single"},{"speaker":"Mark Wainwright","startTime":1112.986,"endTime":1113.446,"body":"new"},{"speaker":"Mark Wainwright","startTime":1113.616,"endTime":1114.436,"body":"project"},{"speaker":"Mark Wainwright","startTime":1114.726,"endTime":1115.046,"body":"has"},{"speaker":"Mark Wainwright","startTime":1115.046,"endTime":1115.246,"body":"a"},{"speaker":"Mark Wainwright","startTime":1115.276,"endTime":1116.216,"body":"bespoke"},{"speaker":"Mark Wainwright","startTime":1116.726,"endTime":1117.246,"body":"thing,"},{"speaker":"Mark Wainwright","startTime":1117.436,"endTime":1117.756,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1117.756,"endTime":1118.036,"body":"It's,"},{"speaker":"Mark Wainwright","startTime":1118.046,"endTime":1118.526,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1118.896,"endTime":1119.036,"body":"we"},{"speaker":"Mark Wainwright","startTime":1119.036,"endTime":1119.316,"body":"start"},{"speaker":"Mark Wainwright","startTime":1119.316,"endTime":1119.706,"body":"from,"},{"speaker":"Mark Wainwright","startTime":1119.796,"endTime":1120.086,"body":"from"},{"speaker":"Mark Wainwright","startTime":1120.146,"endTime":1120.526,"body":"step"},{"speaker":"Mark Wainwright","startTime":1120.526,"endTime":1120.986,"body":"zero."},{"speaker":"Mark Wainwright","startTime":1120.986,"endTime":1121.116,"body":"We"},{"speaker":"Mark Wainwright","startTime":1121.116,"endTime":1121.336,"body":"work"},{"speaker":"Mark Wainwright","startTime":1121.336,"endTime":1121.466,"body":"our"},{"speaker":"Mark Wainwright","startTime":1121.466,"endTime":1121.716,"body":"way"},{"speaker":"Mark Wainwright","startTime":1121.716,"endTime":1122.156,"body":"up"},{"speaker":"Mark Wainwright","startTime":1122.336,"endTime":1122.476,"body":"you"},{"speaker":"Mark Wainwright","startTime":1122.476,"endTime":1122.576,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1122.586,"endTime":1122.806,"body":"it's,"},{"speaker":"Mark Wainwright","startTime":1122.816,"endTime":1123.216,"body":"everything"},{"speaker":"Mark Wainwright","startTime":1123.216,"endTime":1123.406,"body":"is"},{"speaker":"Mark Wainwright","startTime":1123.406,"endTime":1123.836,"body":"new,"},{"speaker":"Mark Wainwright","startTime":1123.976,"endTime":1124.166,"body":"but"},{"speaker":"Mark Wainwright","startTime":1124.176,"endTime":1124.416,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1124.426,"endTime":1124.646,"body":"not"},{"speaker":"Mark Wainwright","startTime":1124.646,"endTime":1125.406,"body":"necessarily"},{"speaker":"Mark Wainwright","startTime":1125.406,"endTime":1125.856,"body":"true."},{"speaker":"Mark Wainwright","startTime":1126.616,"endTime":1126.916,"body":"Every"},{"speaker":"Mark Wainwright","startTime":1126.916,"endTime":1127.496,"body":"organization"},{"speaker":"Mark Wainwright","startTime":1127.496,"endTime":1127.606,"body":"that"},{"speaker":"Mark Wainwright","startTime":1127.606,"endTime":1127.686,"body":"I"},{"speaker":"Mark Wainwright","startTime":1127.686,"endTime":1127.946,"body":"work"},{"speaker":"Mark Wainwright","startTime":1127.946,"endTime":1128.126,"body":"with"},{"speaker":"Mark Wainwright","startTime":1128.336,"endTime":1128.816,"body":"does"},{"speaker":"Mark Wainwright","startTime":1128.826,"endTime":1129.426,"body":"things"},{"speaker":"Mark Wainwright","startTime":1129.436,"endTime":1129.716,"body":"in"},{"speaker":"Mark Wainwright","startTime":1129.716,"endTime":1130.016,"body":"a"},{"speaker":"Mark Wainwright","startTime":1130.046,"endTime":1130.626,"body":"sequence"},{"speaker":"Mark Wainwright","startTime":1130.626,"endTime":1130.846,"body":"or"},{"speaker":"Mark Wainwright","startTime":1130.846,"endTime":1130.976,"body":"a"},{"speaker":"Mark Wainwright","startTime":1130.976,"endTime":1131.309,"body":"somewhat"},{"speaker":"Mark Wainwright","startTime":1131.309,"endTime":1131.642,"body":"predictable"},{"speaker":"Mark Wainwright","startTime":1131.642,"endTime":1131.976,"body":"fashion,"},{"speaker":"Mark Wainwright","startTime":1131.976,"endTime":1132.309,"body":"at"},{"speaker":"Mark Wainwright","startTime":1132.309,"endTime":1132.642,"body":"least"},{"speaker":"Mark Wainwright","startTime":1132.642,"endTime":1132.976,"body":"for"},{"speaker":"Mark Wainwright","startTime":1132.976,"endTime":1133.309,"body":"part"},{"speaker":"Mark Wainwright","startTime":1133.309,"endTime":1133.642,"body":"of"},{"speaker":"Mark Wainwright","startTime":1133.642,"endTime":1133.975,"body":"the"},{"speaker":"Mark Wainwright","startTime":1133.975,"endTime":1134.309,"body":"journey"},{"speaker":"Mark Wainwright","startTime":1134.309,"endTime":1134.642,"body":"together,"},{"speaker":"Mark Wainwright","startTime":1134.642,"endTime":1134.975,"body":"at"},{"speaker":"Mark Wainwright","startTime":1134.975,"endTime":1135.308,"body":"least"},{"speaker":"Mark Wainwright","startTime":1135.308,"endTime":1135.642,"body":"for"},{"speaker":"Mark Wainwright","startTime":1135.642,"endTime":1135.975,"body":"part"},{"speaker":"Mark Wainwright","startTime":1135.975,"endTime":1136.308,"body":"of"},{"speaker":"Mark Wainwright","startTime":1136.308,"endTime":1136.641,"body":"the"},{"speaker":"Mark Wainwright","startTime":1136.641,"endTime":1136.975,"body":"work."},{"speaker":"Mark Wainwright","startTime":1136.975,"endTime":1137.308,"body":"And"},{"speaker":"Mark Wainwright","startTime":1137.308,"endTime":1137.641,"body":"I"},{"speaker":"Mark Wainwright","startTime":1137.641,"endTime":1137.975,"body":"think"},{"speaker":"Mark Wainwright","startTime":1137.975,"endTime":1138.308,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1138.308,"endTime":1138.641,"body":"always"},{"speaker":"Mark Wainwright","startTime":1138.641,"endTime":1138.974,"body":"an"},{"speaker":"Mark Wainwright","startTime":1138.974,"endTime":1139.308,"body":"opportunity,"},{"speaker":"Mark Wainwright","startTime":1139.308,"endTime":1139.641,"body":"and"},{"speaker":"Mark Wainwright","startTime":1139.641,"endTime":1139.974,"body":"particularly"},{"speaker":"Mark Wainwright","startTime":1139.974,"endTime":1140.307,"body":"in"},{"speaker":"Mark Wainwright","startTime":1140.307,"endTime":1140.641,"body":"Q4."},{"speaker":"Mark Wainwright","startTime":1141.081,"endTime":1141.311,"body":"There's"},{"speaker":"Mark Wainwright","startTime":1141.321,"endTime":1141.681,"body":"always"},{"speaker":"Mark Wainwright","startTime":1141.681,"endTime":1141.811,"body":"an"},{"speaker":"Mark Wainwright","startTime":1141.811,"endTime":1142.311,"body":"opportunity"},{"speaker":"Mark Wainwright","startTime":1142.311,"endTime":1142.541,"body":"to"},{"speaker":"Mark Wainwright","startTime":1142.541,"endTime":1143.401,"body":"review"},{"speaker":"Mark Wainwright","startTime":1143.841,"endTime":1144.371,"body":"the"},{"speaker":"Mark Wainwright","startTime":1144.971,"endTime":1145.221,"body":"things"},{"speaker":"Mark Wainwright","startTime":1145.221,"endTime":1145.361,"body":"you"},{"speaker":"Mark Wainwright","startTime":1145.361,"endTime":1145.611,"body":"do"},{"speaker":"Mark Wainwright","startTime":1145.611,"endTime":1145.751,"body":"and"},{"speaker":"Mark Wainwright","startTime":1145.751,"endTime":1145.831,"body":"the"},{"speaker":"Mark Wainwright","startTime":1145.831,"endTime":1146.051,"body":"way"},{"speaker":"Mark Wainwright","startTime":1146.051,"endTime":1146.221,"body":"you"},{"speaker":"Mark Wainwright","startTime":1146.221,"endTime":1146.541,"body":"do"},{"speaker":"Mark Wainwright","startTime":1146.541,"endTime":1146.891,"body":"them"},{"speaker":"Mark Wainwright","startTime":1146.981,"endTime":1147.281,"body":"and"},{"speaker":"Mark Wainwright","startTime":1147.281,"endTime":1147.401,"body":"to"},{"speaker":"Mark Wainwright","startTime":1147.401,"endTime":1147.771,"body":"start"},{"speaker":"Mark Wainwright","startTime":1147.771,"endTime":1147.791,"body":"to"},{"speaker":"Mark Wainwright","startTime":1148.051,"endTime":1148.711,"body":"productize"},{"speaker":"Mark Wainwright","startTime":1148.731,"endTime":1148.911,"body":"them,"},{"speaker":"Mark Wainwright","startTime":1148.961,"endTime":1149.191,"body":"i."},{"speaker":"Mark Wainwright","startTime":1149.191,"endTime":1149.501,"body":"e."},{"speaker":"Mark Wainwright","startTime":1150.001,"endTime":1150.321,"body":"Some"},{"speaker":"Mark Wainwright","startTime":1150.331,"endTime":1150.611,"body":"work"},{"speaker":"Mark Wainwright","startTime":1150.631,"endTime":1150.821,"body":"that"},{"speaker":"Mark Wainwright","startTime":1150.821,"endTime":1150.981,"body":"is"},{"speaker":"Mark Wainwright","startTime":1150.981,"endTime":1151.241,"body":"done"},{"speaker":"Mark Wainwright","startTime":1151.241,"endTime":1151.641,"body":"very"},{"speaker":"Mark Wainwright","startTime":1151.691,"endTime":1152.031,"body":"early"},{"speaker":"Mark Wainwright","startTime":1152.041,"endTime":1152.331,"body":"on"},{"speaker":"Mark Wainwright","startTime":1152.341,"endTime":1152.591,"body":"that"},{"speaker":"Mark Wainwright","startTime":1152.611,"endTime":1152.951,"body":"is"},{"speaker":"Mark Wainwright","startTime":1152.951,"endTime":1153.241,"body":"more"},{"speaker":"Mark Wainwright","startTime":1153.241,"endTime":1153.471,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1153.471,"endTime":1153.771,"body":"of,"},{"speaker":"Mark Wainwright","startTime":1154.001,"endTime":1154.131,"body":"you"},{"speaker":"Mark Wainwright","startTime":1154.131,"endTime":1154.251,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1154.371,"endTime":1155.201,"body":"assessment"},{"speaker":"Mark Wainwright","startTime":1155.201,"endTime":1155.381,"body":"and"},{"speaker":"Mark Wainwright","startTime":1155.381,"endTime":1156.181,"body":"discovery"},{"speaker":"Mark Wainwright","startTime":1156.181,"endTime":1156.381,"body":"in"},{"speaker":"Mark Wainwright","startTime":1156.381,"endTime":1157.101,"body":"nature,"},{"speaker":"Mark Wainwright","startTime":1157.271,"endTime":1157.381,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1157.381,"endTime":1157.531,"body":"of"},{"speaker":"Mark Wainwright","startTime":1157.681,"endTime":1157.961,"body":"just"},{"speaker":"Mark Wainwright","startTime":1158.471,"endTime":1159.211,"body":"answering"},{"speaker":"Mark Wainwright","startTime":1159.311,"endTime":1159.411,"body":"a"},{"speaker":"Mark Wainwright","startTime":1159.411,"endTime":1159.661,"body":"lot"},{"speaker":"Mark Wainwright","startTime":1159.661,"endTime":1159.811,"body":"of"},{"speaker":"Mark Wainwright","startTime":1159.811,"endTime":1160.441,"body":"questions"},{"speaker":"Mark Wainwright","startTime":1160.481,"endTime":1160.841,"body":"early"},{"speaker":"Mark Wainwright","startTime":1160.961,"endTime":1161.231,"body":"on"},{"speaker":"Mark Wainwright","startTime":1161.231,"endTime":1161.431,"body":"that"},{"speaker":"Mark Wainwright","startTime":1161.431,"endTime":1161.781,"body":"are,"},{"speaker":"Mark Wainwright","startTime":1161.851,"endTime":1162.161,"body":"that"},{"speaker":"Mark Wainwright","startTime":1162.351,"endTime":1162.621,"body":"your"},{"speaker":"Mark Wainwright","startTime":1162.621,"endTime":1163.081,"body":"clients,"},{"speaker":"Mark Wainwright","startTime":1163.901,"endTime":1164.621,"body":"Encounter"},{"speaker":"Mark Wainwright","startTime":1166.171,"endTime":1166.511,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":1166.511,"endTime":1166.711,"body":"you"},{"speaker":"Mark Wainwright","startTime":1166.711,"endTime":1167.011,"body":"can"},{"speaker":"Mark Wainwright","startTime":1167.231,"endTime":1167.751,"body":"package"},{"speaker":"Mark Wainwright","startTime":1167.751,"endTime":1168.021,"body":"that"},{"speaker":"Mark Wainwright","startTime":1168.061,"endTime":1168.171,"body":"a"},{"speaker":"Mark Wainwright","startTime":1168.171,"endTime":1168.411,"body":"little"},{"speaker":"Mark Wainwright","startTime":1168.411,"endTime":1168.571,"body":"more"},{"speaker":"Mark Wainwright","startTime":1168.631,"endTime":1169.151,"body":"cleanly"},{"speaker":"Mark Wainwright","startTime":1169.161,"endTime":1169.471,"body":"rather"},{"speaker":"Mark Wainwright","startTime":1169.471,"endTime":1169.651,"body":"than"},{"speaker":"Mark Wainwright","startTime":1169.651,"endTime":1169.861,"body":"just"},{"speaker":"Mark Wainwright","startTime":1169.861,"endTime":1170.171,"body":"thinking"},{"speaker":"Mark Wainwright","startTime":1170.171,"endTime":1170.371,"body":"about"},{"speaker":"Mark Wainwright","startTime":1170.371,"endTime":1170.471,"body":"it"},{"speaker":"Mark Wainwright","startTime":1170.471,"endTime":1170.641,"body":"as"},{"speaker":"Mark Wainwright","startTime":1170.641,"endTime":1170.831,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1171.111,"endTime":1171.401,"body":"as"},{"speaker":"Mark Wainwright","startTime":1171.401,"endTime":1171.661,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1171.691,"endTime":1171.831,"body":"you"},{"speaker":"Mark Wainwright","startTime":1171.831,"endTime":1171.971,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1172.151,"endTime":1172.391,"body":"every"},{"speaker":"Mark Wainwright","startTime":1172.391,"endTime":1172.551,"body":"day"},{"speaker":"Mark Wainwright","startTime":1172.551,"endTime":1172.621,"body":"is"},{"speaker":"Mark Wainwright","startTime":1172.621,"endTime":1172.691,"body":"a"},{"speaker":"Mark Wainwright","startTime":1172.691,"endTime":1172.891,"body":"new"},{"speaker":"Mark Wainwright","startTime":1172.911,"endTime":1173.401,"body":"day,"},{"speaker":"Mark Wainwright","startTime":1173.551,"endTime":1173.731,"body":"you"},{"speaker":"Mark Wainwright","startTime":1173.731,"endTime":1173.951,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1174.231,"endTime":1174.571,"body":"totally"},{"speaker":"Mark Wainwright","startTime":1174.581,"endTime":1175.171,"body":"bespoke"},{"speaker":"Mark Wainwright","startTime":1175.171,"endTime":1175.691,"body":"approach"},{"speaker":"Mark Wainwright","startTime":1175.901,"endTime":1176.071,"body":"you"},{"speaker":"Mark Wainwright","startTime":1176.071,"endTime":1176.451,"body":"find"},{"speaker":"Mark Wainwright","startTime":1176.451,"endTime":1177.251,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":1177.281,"endTime":1177.601,"body":"to"},{"speaker":"Mark Wainwright","startTime":1178.121,"endTime":1179.171,"body":"organize"},{"speaker":"Mark Wainwright","startTime":1179.531,"endTime":1179.881,"body":"and"},{"speaker":"Mark Wainwright","startTime":1180.031,"endTime":1180.451,"body":"product"},{"speaker":"Mark Wainwright","startTime":1180.461,"endTime":1180.971,"body":"ties"},{"speaker":"Mark Wainwright","startTime":1181.081,"endTime":1181.511,"body":"this"},{"speaker":"Mark Wainwright","startTime":1181.531,"endTime":1181.781,"body":"type"},{"speaker":"Mark Wainwright","startTime":1181.781,"endTime":1181.951,"body":"of"},{"speaker":"Mark Wainwright","startTime":1182.041,"endTime":1182.481,"body":"early"},{"speaker":"Mark Wainwright","startTime":1182.481,"endTime":1182.871,"body":"work,"},{"speaker":"Mark Wainwright","startTime":1182.961,"endTime":1183.261,"body":"things"},{"speaker":"Mark Wainwright","startTime":1183.261,"endTime":1183.581,"body":"get"},{"speaker":"Mark Wainwright","startTime":1183.741,"endTime":1183.821,"body":"a"},{"speaker":"Mark Wainwright","startTime":1183.821,"endTime":1183.991,"body":"little"},{"speaker":"Mark Wainwright","startTime":1184.001,"endTime":1184.651,"body":"confusing"},{"speaker":"Mark Wainwright","startTime":1184.661,"endTime":1184.951,"body":"and,"},{"speaker":"Mark Wainwright","startTime":1184.971,"endTime":1185.101,"body":"you"},{"speaker":"Mark Wainwright","startTime":1185.101,"endTime":1185.401,"body":"know."},{"speaker":"Mark Wainwright","startTime":1185.616,"endTime":1185.996,"body":"Later"},{"speaker":"Mark Wainwright","startTime":1185.996,"endTime":1186.386,"body":"on,"},{"speaker":"Mark Wainwright","startTime":1186.386,"endTime":1187.126,"body":"you"},{"speaker":"Mark Wainwright","startTime":1187.126,"endTime":1187.226,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1187.236,"endTime":1187.426,"body":"things"},{"speaker":"Mark Wainwright","startTime":1187.426,"endTime":1187.526,"body":"can"},{"speaker":"Mark Wainwright","startTime":1187.526,"endTime":1187.596,"body":"be"},{"speaker":"Mark Wainwright","startTime":1187.596,"endTime":1187.666,"body":"a"},{"speaker":"Mark Wainwright","startTime":1187.666,"endTime":1187.746,"body":"little"},{"speaker":"Mark Wainwright","startTime":1187.746,"endTime":1187.926,"body":"more"},{"speaker":"Mark Wainwright","startTime":1187.926,"endTime":1188.386,"body":"bespoke"},{"speaker":"Mark Wainwright","startTime":1188.386,"endTime":1188.606,"body":"later"},{"speaker":"Mark Wainwright","startTime":1188.606,"endTime":1188.776,"body":"on,"},{"speaker":"Mark Wainwright","startTime":1188.776,"endTime":1188.936,"body":"but"},{"speaker":"Mark Wainwright","startTime":1189.156,"endTime":1189.426,"body":"find"},{"speaker":"Mark Wainwright","startTime":1189.426,"endTime":1189.946,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":1189.996,"endTime":1190.356,"body":"early"},{"speaker":"Mark Wainwright","startTime":1190.356,"endTime":1190.786,"body":"on"},{"speaker":"Mark Wainwright","startTime":1191.126,"endTime":1191.306,"body":"in"},{"speaker":"Mark Wainwright","startTime":1191.306,"endTime":1191.396,"body":"the"},{"speaker":"Mark Wainwright","startTime":1191.396,"endTime":1191.566,"body":"work"},{"speaker":"Mark Wainwright","startTime":1191.566,"endTime":1191.596,"body":"that"},{"speaker":"Mark Wainwright","startTime":1191.606,"endTime":1191.756,"body":"you"},{"speaker":"Mark Wainwright","startTime":1191.756,"endTime":1191.886,"body":"do"},{"speaker":"Mark Wainwright","startTime":1191.886,"endTime":1192.026,"body":"with"},{"speaker":"Mark Wainwright","startTime":1192.026,"endTime":1192.146,"body":"your"},{"speaker":"Mark Wainwright","startTime":1192.146,"endTime":1192.626,"body":"clients"},{"speaker":"Mark Wainwright","startTime":1192.626,"endTime":1192.776,"body":"to"},{"speaker":"Mark Wainwright","startTime":1192.776,"endTime":1193.156,"body":"start"},{"speaker":"Mark Wainwright","startTime":1193.156,"endTime":1193.286,"body":"to"},{"speaker":"Mark Wainwright","startTime":1193.286,"endTime":1194.906,"body":"systematize"},{"speaker":"Mark Wainwright","startTime":1194.906,"endTime":1194.911,"body":"and"},{"speaker":"Mark Wainwright","startTime":1194.911,"endTime":1194.916,"body":"productize"},{"speaker":"Mark Wainwright","startTime":1194.916,"endTime":1195.386,"body":"things"},{"speaker":"Mark Wainwright","startTime":1195.936,"endTime":1196.536,"body":"where"},{"speaker":"Mark Wainwright","startTime":1196.846,"endTime":1197.296,"body":"your"},{"speaker":"Mark Wainwright","startTime":1197.296,"endTime":1197.766,"body":"approach"},{"speaker":"Mark Wainwright","startTime":1197.766,"endTime":1197.866,"body":"to"},{"speaker":"Mark Wainwright","startTime":1197.866,"endTime":1198.126,"body":"doing"},{"speaker":"Mark Wainwright","startTime":1198.126,"endTime":1198.226,"body":"the"},{"speaker":"Mark Wainwright","startTime":1198.226,"endTime":1198.516,"body":"work"},{"speaker":"Mark Wainwright","startTime":1198.576,"endTime":1199.176,"body":"gets"},{"speaker":"Mark Wainwright","startTime":1199.436,"endTime":1199.646,"body":"more"},{"speaker":"Mark Wainwright","startTime":1199.646,"endTime":1200.126,"body":"efficient."},{"speaker":"Mark Wainwright","startTime":1200.336,"endTime":1200.516,"body":"More"},{"speaker":"Mark Wainwright","startTime":1200.516,"endTime":1201.346,"body":"effective"},{"speaker":"Mark Wainwright","startTime":1201.616,"endTime":1202.046,"body":"the"},{"speaker":"Mark Wainwright","startTime":1202.056,"endTime":1202.606,"body":"results"},{"speaker":"Mark Wainwright","startTime":1202.606,"endTime":1202.736,"body":"that"},{"speaker":"Mark Wainwright","startTime":1202.736,"endTime":1202.846,"body":"the"},{"speaker":"Mark Wainwright","startTime":1202.846,"endTime":1203.416,"body":"client"},{"speaker":"Mark Wainwright","startTime":1203.426,"endTime":1204.096,"body":"see"},{"speaker":"Mark Wainwright","startTime":1204.146,"endTime":1204.346,"body":"in"},{"speaker":"Mark Wainwright","startTime":1204.346,"endTime":1204.616,"body":"those"},{"speaker":"Mark Wainwright","startTime":1204.616,"endTime":1204.866,"body":"early"},{"speaker":"Mark Wainwright","startTime":1204.866,"endTime":1205.256,"body":"steps"},{"speaker":"Mark Wainwright","startTime":1205.256,"endTime":1205.326,"body":"are"},{"speaker":"Mark Wainwright","startTime":1205.326,"endTime":1205.546,"body":"more"},{"speaker":"Mark Wainwright","startTime":1205.546,"endTime":1206.296,"body":"predictable"},{"speaker":"Mark Wainwright","startTime":1206.626,"endTime":1207.086,"body":"and,"},{"speaker":"Mark Wainwright","startTime":1207.096,"endTime":1207.336,"body":"and"},{"speaker":"Mark Wainwright","startTime":1207.346,"endTime":1207.556,"body":"more"},{"speaker":"Mark Wainwright","startTime":1207.556,"endTime":1208.456,"body":"systematized"},{"speaker":"Mark Wainwright","startTime":1208.816,"endTime":1209.376,"body":"and"},{"speaker":"Mark Wainwright","startTime":1209.466,"endTime":1209.626,"body":"they"},{"speaker":"Mark Wainwright","startTime":1209.626,"endTime":1209.736,"body":"can"},{"speaker":"Mark Wainwright","startTime":1209.736,"endTime":1209.836,"body":"be"},{"speaker":"Mark Wainwright","startTime":1209.836,"endTime":1210.376,"body":"profitable."},{"speaker":"Mark Wainwright","startTime":1210.486,"endTime":1210.926,"body":"So"},{"speaker":"Mark Wainwright","startTime":1211.196,"endTime":1211.736,"body":"absolutely."},{"speaker":"Mark Wainwright","startTime":1211.746,"endTime":1212.086,"body":"Q4"},{"speaker":"Mark Wainwright","startTime":1212.086,"endTime":1212.106,"body":"is"},{"speaker":"Mark Wainwright","startTime":1212.106,"endTime":1212.176,"body":"a"},{"speaker":"Mark Wainwright","startTime":1212.176,"endTime":1212.786,"body":"fantastic"},{"speaker":"Mark Wainwright","startTime":1212.786,"endTime":1213.176,"body":"time"},{"speaker":"Mark Wainwright","startTime":1213.186,"endTime":1213.506,"body":"to,"},{"speaker":"Mark Wainwright","startTime":1213.656,"endTime":1213.866,"body":"to"},{"speaker":"Mark Wainwright","startTime":1213.866,"endTime":1214.426,"body":"reflect"},{"speaker":"Mark Wainwright","startTime":1214.466,"endTime":1214.736,"body":"on."},{"speaker":"Mark Wainwright","startTime":1215.581,"endTime":1215.891,"body":"What"},{"speaker":"Mark Wainwright","startTime":1216.001,"endTime":1216.411,"body":"parts"},{"speaker":"Mark Wainwright","startTime":1216.431,"endTime":1216.691,"body":"of"},{"speaker":"Mark Wainwright","startTime":1216.691,"endTime":1216.891,"body":"what"},{"speaker":"Mark Wainwright","startTime":1216.931,"endTime":1217.201,"body":"you"},{"speaker":"Mark Wainwright","startTime":1217.211,"endTime":1217.841,"body":"do"},{"speaker":"Mark Wainwright","startTime":1218.291,"endTime":1218.771,"body":"can"},{"speaker":"Mark Wainwright","startTime":1218.781,"endTime":1219.414,"body":"be,"},{"speaker":"Mark Wainwright","startTime":1219.464,"endTime":1219.584,"body":"a"},{"speaker":"Mark Wainwright","startTime":1219.584,"endTime":1220.064,"body":"system,"},{"speaker":"Mark Wainwright","startTime":1220.224,"endTime":1220.354,"body":"a"},{"speaker":"Mark Wainwright","startTime":1221.074,"endTime":1221.454,"body":"product,"},{"speaker":"Mark Wainwright","startTime":1221.474,"endTime":1221.584,"body":"a"},{"speaker":"Mark Wainwright","startTime":1221.584,"endTime":1222.074,"body":"service,"},{"speaker":"John Tyreman","startTime":1222.074,"endTime":1222.284,"body":"we"},{"speaker":"John Tyreman","startTime":1222.284,"endTime":1222.524,"body":"talked"},{"speaker":"John Tyreman","startTime":1222.524,"endTime":1222.854,"body":"about,"},{"speaker":"John Tyreman","startTime":1222.864,"endTime":1222.974,"body":"you"},{"speaker":"John Tyreman","startTime":1222.974,"endTime":1223.074,"body":"know,"},{"speaker":"John Tyreman","startTime":1223.074,"endTime":1223.434,"body":"there's,"},{"speaker":"John Tyreman","startTime":1223.784,"endTime":1224.034,"body":"there's,"},{"speaker":"John Tyreman","startTime":1224.084,"endTime":1224.334,"body":"there's"},{"speaker":"John Tyreman","startTime":1224.334,"endTime":1224.604,"body":"ways"},{"speaker":"John Tyreman","startTime":1224.604,"endTime":1224.714,"body":"that"},{"speaker":"John Tyreman","startTime":1224.714,"endTime":1224.884,"body":"you"},{"speaker":"John Tyreman","startTime":1224.884,"endTime":1225.184,"body":"can"},{"speaker":"John Tyreman","startTime":1225.194,"endTime":1225.954,"body":"streamline"},{"speaker":"John Tyreman","startTime":1225.954,"endTime":1226.234,"body":"and"},{"speaker":"John Tyreman","startTime":1226.284,"endTime":1226.694,"body":"make"},{"speaker":"John Tyreman","startTime":1226.694,"endTime":1226.774,"body":"a"},{"speaker":"John Tyreman","startTime":1226.804,"endTime":1227.034,"body":"more"},{"speaker":"John Tyreman","startTime":1227.034,"endTime":1227.524,"body":"efficient"},{"speaker":"John Tyreman","startTime":1227.534,"endTime":1227.804,"body":"use"},{"speaker":"John Tyreman","startTime":1227.804,"endTime":1227.964,"body":"of"},{"speaker":"John Tyreman","startTime":1227.964,"endTime":1228.084,"body":"your"},{"speaker":"John Tyreman","startTime":1228.084,"endTime":1228.394,"body":"current"},{"speaker":"John Tyreman","startTime":1228.404,"endTime":1229.224,"body":"processes."},{"speaker":"John Tyreman","startTime":1230.124,"endTime":1230.244,"body":"I"},{"speaker":"John Tyreman","startTime":1230.244,"endTime":1230.544,"body":"think"},{"speaker":"John Tyreman","startTime":1230.564,"endTime":1231.224,"body":"another"},{"speaker":"John Tyreman","startTime":1231.274,"endTime":1231.504,"body":"thing"},{"speaker":"John Tyreman","startTime":1231.504,"endTime":1231.614,"body":"to"},{"speaker":"John Tyreman","startTime":1231.614,"endTime":1231.874,"body":"think"},{"speaker":"John Tyreman","startTime":1231.884,"endTime":1232.264,"body":"about"},{"speaker":"John Tyreman","startTime":1232.284,"endTime":1232.464,"body":"is"},{"speaker":"John Tyreman","startTime":1232.464,"endTime":1232.624,"body":"how"},{"speaker":"John Tyreman","startTime":1232.624,"endTime":1232.834,"body":"can"},{"speaker":"John Tyreman","startTime":1232.834,"endTime":1233.184,"body":"you"},{"speaker":"John Tyreman","startTime":1233.464,"endTime":1234.154,"body":"structure"},{"speaker":"John Tyreman","startTime":1234.154,"endTime":1234.364,"body":"your"},{"speaker":"John Tyreman","startTime":1234.364,"endTime":1235.074,"body":"offerings."},{"speaker":"John Tyreman","startTime":1235.489,"endTime":1235.689,"body":"In"},{"speaker":"John Tyreman","startTime":1235.689,"endTime":1236.049,"body":"different"},{"speaker":"John Tyreman","startTime":1236.049,"endTime":1236.619,"body":"ways"},{"speaker":"John Tyreman","startTime":1236.709,"endTime":1236.849,"body":"or"},{"speaker":"John Tyreman","startTime":1236.849,"endTime":1237.249,"body":"package"},{"speaker":"John Tyreman","startTime":1237.249,"endTime":1237.399,"body":"them"},{"speaker":"John Tyreman","startTime":1237.399,"endTime":1237.559,"body":"up"},{"speaker":"John Tyreman","startTime":1237.559,"endTime":1237.679,"body":"in"},{"speaker":"John Tyreman","startTime":1237.679,"endTime":1237.999,"body":"different"},{"speaker":"John Tyreman","startTime":1237.999,"endTime":1238.519,"body":"ways."},{"speaker":"John Tyreman","startTime":1239.019,"endTime":1239.279,"body":"There"},{"speaker":"John Tyreman","startTime":1239.279,"endTime":1239.409,"body":"are"},{"speaker":"John Tyreman","startTime":1239.409,"endTime":1239.749,"body":"many"},{"speaker":"John Tyreman","startTime":1239.749,"endTime":1240.599,"body":"consultants"},{"speaker":"John Tyreman","startTime":1240.599,"endTime":1240.759,"body":"that"},{"speaker":"John Tyreman","startTime":1240.759,"endTime":1241.149,"body":"I've"},{"speaker":"John Tyreman","startTime":1241.679,"endTime":1242.289,"body":"seen"},{"speaker":"John Tyreman","startTime":1242.419,"endTime":1242.579,"body":"that"},{"speaker":"John Tyreman","startTime":1242.579,"endTime":1242.759,"body":"I've"},{"speaker":"John Tyreman","startTime":1242.759,"endTime":1243.089,"body":"worked"},{"speaker":"John Tyreman","startTime":1243.089,"endTime":1243.499,"body":"with"},{"speaker":"John Tyreman","startTime":1243.859,"endTime":1244.029,"body":"that"},{"speaker":"John Tyreman","startTime":1244.039,"endTime":1244.469,"body":"have"},{"speaker":"John Tyreman","startTime":1244.679,"endTime":1244.799,"body":"kind"},{"speaker":"John Tyreman","startTime":1244.799,"endTime":1244.919,"body":"of"},{"speaker":"John Tyreman","startTime":1244.919,"endTime":1245.019,"body":"like"},{"speaker":"John Tyreman","startTime":1245.019,"endTime":1245.109,"body":"a"},{"speaker":"John Tyreman","startTime":1245.139,"endTime":1245.529,"body":"three"},{"speaker":"John Tyreman","startTime":1245.529,"endTime":1245.889,"body":"tier"},{"speaker":"John Tyreman","startTime":1245.889,"endTime":1246.419,"body":"offering"},{"speaker":"John Tyreman","startTime":1246.419,"endTime":1246.809,"body":"for"},{"speaker":"John Tyreman","startTime":1246.909,"endTime":1246.989,"body":"a"},{"speaker":"John Tyreman","startTime":1246.989,"endTime":1247.289,"body":"very"},{"speaker":"John Tyreman","startTime":1247.289,"endTime":1247.749,"body":"similar"},{"speaker":"John Tyreman","startTime":1247.749,"endTime":1248.239,"body":"service"},{"speaker":"John Tyreman","startTime":1248.249,"endTime":1248.459,"body":"where"},{"speaker":"John Tyreman","startTime":1248.459,"endTime":1248.709,"body":"it's"},{"speaker":"John Tyreman","startTime":1248.709,"endTime":1249.109,"body":"like,"},{"speaker":"John Tyreman","startTime":1249.459,"endTime":1249.629,"body":"do"},{"speaker":"John Tyreman","startTime":1249.629,"endTime":1249.749,"body":"you"},{"speaker":"John Tyreman","startTime":1249.749,"endTime":1249.939,"body":"do"},{"speaker":"John Tyreman","startTime":1249.939,"endTime":1250.039,"body":"it"},{"speaker":"John Tyreman","startTime":1250.039,"endTime":1250.579,"body":"yourself?"},{"speaker":"John Tyreman","startTime":1250.579,"endTime":1250.699,"body":"We'll"},{"speaker":"John Tyreman","startTime":1250.699,"endTime":1251.129,"body":"provide"},{"speaker":"John Tyreman","startTime":1251.129,"endTime":1251.249,"body":"you"},{"speaker":"John Tyreman","startTime":1251.249,"endTime":1251.779,"body":"material"},{"speaker":"John Tyreman","startTime":1251.779,"endTime":1251.899,"body":"where"},{"speaker":"John Tyreman","startTime":1251.899,"endTime":1252.069,"body":"you"},{"speaker":"John Tyreman","startTime":1252.069,"endTime":1252.229,"body":"can"},{"speaker":"John Tyreman","startTime":1252.229,"endTime":1252.449,"body":"go"},{"speaker":"John Tyreman","startTime":1252.449,"endTime":1252.609,"body":"and"},{"speaker":"John Tyreman","startTime":1252.609,"endTime":1252.689,"body":"you"},{"speaker":"John Tyreman","startTime":1252.689,"endTime":1252.829,"body":"can"},{"speaker":"John Tyreman","startTime":1252.829,"endTime":1253.129,"body":"figure"},{"speaker":"John Tyreman","startTime":1253.129,"endTime":1253.269,"body":"all"},{"speaker":"John Tyreman","startTime":1253.269,"endTime":1253.519,"body":"this"},{"speaker":"John Tyreman","startTime":1253.549,"endTime":1253.829,"body":"out"},{"speaker":"John Tyreman","startTime":1253.859,"endTime":1254.349,"body":"yourself."},{"speaker":"John Tyreman","startTime":1254.349,"endTime":1254.519,"body":"We've"},{"speaker":"John Tyreman","startTime":1254.819,"endTime":1255.249,"body":"provided"},{"speaker":"John Tyreman","startTime":1255.249,"endTime":1255.719,"body":"structure"},{"speaker":"John Tyreman","startTime":1255.719,"endTime":1255.979,"body":"for"},{"speaker":"John Tyreman","startTime":1255.979,"endTime":1256.159,"body":"you."},{"speaker":"John Tyreman","startTime":1256.639,"endTime":1256.859,"body":"There's"},{"speaker":"John Tyreman","startTime":1256.859,"endTime":1256.939,"body":"a"},{"speaker":"John Tyreman","startTime":1256.939,"endTime":1257.259,"body":"done"},{"speaker":"John Tyreman","startTime":1257.259,"endTime":1257.529,"body":"with"},{"speaker":"John Tyreman","startTime":1257.529,"endTime":1257.889,"body":"you"},{"speaker":"John Tyreman","startTime":1258.019,"endTime":1258.629,"body":"option"},{"speaker":"John Tyreman","startTime":1258.849,"endTime":1259.309,"body":"where"},{"speaker":"John Tyreman","startTime":1259.379,"endTime":1259.609,"body":"maybe"},{"speaker":"John Tyreman","startTime":1259.609,"endTime":1259.669,"body":"a"},{"speaker":"John Tyreman","startTime":1259.669,"endTime":1260.179,"body":"consultant"},{"speaker":"John Tyreman","startTime":1260.179,"endTime":1260.499,"body":"comes"},{"speaker":"John Tyreman","startTime":1260.499,"endTime":1260.659,"body":"in"},{"speaker":"John Tyreman","startTime":1260.659,"endTime":1260.799,"body":"and"},{"speaker":"John Tyreman","startTime":1260.799,"endTime":1260.909,"body":"they"},{"speaker":"John Tyreman","startTime":1260.909,"endTime":1261.749,"body":"collaborate"},{"speaker":"John Tyreman","startTime":1261.749,"endTime":1261.999,"body":"with"},{"speaker":"John Tyreman","startTime":1261.999,"endTime":1262.309,"body":"you."},{"speaker":"John Tyreman","startTime":1262.979,"endTime":1263.119,"body":"And"},{"speaker":"John Tyreman","startTime":1263.119,"endTime":1263.209,"body":"then"},{"speaker":"John Tyreman","startTime":1263.209,"endTime":1263.399,"body":"there's"},{"speaker":"John Tyreman","startTime":1263.399,"endTime":1263.459,"body":"a"},{"speaker":"John Tyreman","startTime":1263.459,"endTime":1263.719,"body":"done"},{"speaker":"John Tyreman","startTime":1263.719,"endTime":1264.019,"body":"for"},{"speaker":"John Tyreman","startTime":1264.019,"endTime":1264.329,"body":"you"},{"speaker":"John Tyreman","startTime":1264.519,"endTime":1265.079,"body":"option."},{"speaker":"John Tyreman","startTime":1265.539,"endTime":1265.939,"body":"Where"},{"speaker":"John Tyreman","startTime":1266.049,"endTime":1266.229,"body":"it's"},{"speaker":"John Tyreman","startTime":1266.229,"endTime":1266.779,"body":"completely"},{"speaker":"John Tyreman","startTime":1266.779,"endTime":1267.569,"body":"outsourced"},{"speaker":"John Tyreman","startTime":1267.879,"endTime":1268.239,"body":"whatever"},{"speaker":"John Tyreman","startTime":1268.239,"endTime":1268.419,"body":"that"},{"speaker":"John Tyreman","startTime":1268.419,"endTime":1268.709,"body":"work"},{"speaker":"John Tyreman","startTime":1268.709,"endTime":1269.059,"body":"is."},{"speaker":"John Tyreman","startTime":1269.449,"endTime":1269.609,"body":"You"},{"speaker":"John Tyreman","startTime":1269.609,"endTime":1269.759,"body":"know,"},{"speaker":"John Tyreman","startTime":1270.009,"endTime":1270.249,"body":"these"},{"speaker":"John Tyreman","startTime":1270.249,"endTime":1270.419,"body":"could"},{"speaker":"John Tyreman","startTime":1270.429,"endTime":1270.899,"body":"be"},{"speaker":"John Tyreman","startTime":1272.289,"endTime":1272.789,"body":"digital"},{"speaker":"John Tyreman","startTime":1272.789,"endTime":1273.499,"body":"courses,"},{"speaker":"John Tyreman","startTime":1273.619,"endTime":1274.079,"body":"learning"},{"speaker":"John Tyreman","startTime":1274.079,"endTime":1274.659,"body":"modules"},{"speaker":"John Tyreman","startTime":1274.659,"endTime":1274.839,"body":"and"},{"speaker":"John Tyreman","startTime":1274.849,"endTime":1275.019,"body":"on"},{"speaker":"John Tyreman","startTime":1275.019,"endTime":1275.219,"body":"that"},{"speaker":"John Tyreman","startTime":1275.219,"endTime":1275.589,"body":"first"},{"speaker":"John Tyreman","startTime":1275.589,"endTime":1275.909,"body":"end"},{"speaker":"John Tyreman","startTime":1275.919,"endTime":1276.099,"body":"and"},{"speaker":"John Tyreman","startTime":1276.099,"endTime":1276.379,"body":"then"},{"speaker":"John Tyreman","startTime":1276.519,"endTime":1276.839,"body":"more"},{"speaker":"John Tyreman","startTime":1276.929,"endTime":1277.359,"body":"tailored"},{"speaker":"John Tyreman","startTime":1277.359,"endTime":1277.839,"body":"customized"},{"speaker":"John Tyreman","startTime":1277.849,"endTime":1278.479,"body":"solutions"},{"speaker":"John Tyreman","startTime":1278.479,"endTime":1278.589,"body":"on"},{"speaker":"John Tyreman","startTime":1278.589,"endTime":1278.719,"body":"the"},{"speaker":"John Tyreman","startTime":1278.719,"endTime":1278.969,"body":"other"},{"speaker":"John Tyreman","startTime":1278.969,"endTime":1279.299,"body":"end"},{"speaker":"John Tyreman","startTime":1279.519,"endTime":1279.659,"body":"of"},{"speaker":"John Tyreman","startTime":1279.659,"endTime":1279.819,"body":"that"},{"speaker":"John Tyreman","startTime":1279.819,"endTime":1280.329,"body":"spectrum."},{"speaker":"Mark Wainwright","startTime":1280.814,"endTime":1281.124,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1281.174,"endTime":1281.754,"body":"You"},{"speaker":"Mark Wainwright","startTime":1281.754,"endTime":1281.894,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1282.094,"endTime":1282.264,"body":"and"},{"speaker":"Mark Wainwright","startTime":1282.264,"endTime":1282.514,"body":"even"},{"speaker":"Mark Wainwright","startTime":1282.514,"endTime":1282.794,"body":"if"},{"speaker":"Mark Wainwright","startTime":1282.804,"endTime":1283.434,"body":"those"},{"speaker":"Mark Wainwright","startTime":1283.734,"endTime":1283.924,"body":"like"},{"speaker":"Mark Wainwright","startTime":1283.954,"endTime":1284.354,"body":"courses"},{"speaker":"Mark Wainwright","startTime":1284.354,"endTime":1284.454,"body":"and"},{"speaker":"Mark Wainwright","startTime":1284.454,"endTime":1284.734,"body":"digital"},{"speaker":"Mark Wainwright","startTime":1284.734,"endTime":1285.124,"body":"offerings"},{"speaker":"Mark Wainwright","startTime":1285.124,"endTime":1285.184,"body":"and"},{"speaker":"Mark Wainwright","startTime":1285.184,"endTime":1285.484,"body":"everything"},{"speaker":"Mark Wainwright","startTime":1285.484,"endTime":1285.694,"body":"don't,"},{"speaker":"Mark Wainwright","startTime":1285.894,"endTime":1286.194,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1286.234,"endTime":1286.734,"body":"apply"},{"speaker":"Mark Wainwright","startTime":1286.734,"endTime":1286.944,"body":"to,"},{"speaker":"Mark Wainwright","startTime":1287.004,"endTime":1287.094,"body":"to"},{"speaker":"Mark Wainwright","startTime":1287.144,"endTime":1287.584,"body":"people's"},{"speaker":"Mark Wainwright","startTime":1287.584,"endTime":1288.474,"body":"consulting"},{"speaker":"Mark Wainwright","startTime":1288.854,"endTime":1289.694,"body":"practices"},{"speaker":"Mark Wainwright","startTime":1289.694,"endTime":1289.784,"body":"or"},{"speaker":"Mark Wainwright","startTime":1289.794,"endTime":1290.194,"body":"professional"},{"speaker":"Mark Wainwright","startTime":1290.194,"endTime":1290.704,"body":"services"},{"speaker":"Mark Wainwright","startTime":1290.704,"endTime":1291.164,"body":"firms"},{"speaker":"Mark Wainwright","startTime":1291.554,"endTime":1291.764,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1291.764,"endTime":1292.024,"body":"okay."},{"speaker":"Mark Wainwright","startTime":1292.024,"endTime":1292.174,"body":"That,"},{"speaker":"Mark Wainwright","startTime":1292.204,"endTime":1292.364,"body":"that"},{"speaker":"Mark Wainwright","startTime":1292.364,"endTime":1292.814,"body":"concept"},{"speaker":"Mark Wainwright","startTime":1292.814,"endTime":1293.164,"body":"still"},{"speaker":"Mark Wainwright","startTime":1293.254,"endTime":1293.804,"body":"completely"},{"speaker":"Mark Wainwright","startTime":1293.864,"endTime":1294.714,"body":"applies."},{"speaker":"Mark Wainwright","startTime":1294.914,"endTime":1295.034,"body":"You"},{"speaker":"Mark Wainwright","startTime":1295.034,"endTime":1295.144,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1295.154,"endTime":1295.424,"body":"we've"},{"speaker":"Mark Wainwright","startTime":1295.474,"endTime":1295.834,"body":"talked"},{"speaker":"Mark Wainwright","startTime":1295.894,"endTime":1296.174,"body":"at"},{"speaker":"Mark Wainwright","startTime":1296.174,"endTime":1296.524,"body":"length"},{"speaker":"Mark Wainwright","startTime":1296.614,"endTime":1297.024,"body":"about"},{"speaker":"Mark Wainwright","startTime":1297.024,"endTime":1297.144,"body":"the"},{"speaker":"Mark Wainwright","startTime":1297.144,"endTime":1297.734,"body":"importance"},{"speaker":"Mark Wainwright","startTime":1297.784,"endTime":1298.274,"body":"of"},{"speaker":"Mark Wainwright","startTime":1298.454,"endTime":1298.594,"body":"a"},{"speaker":"Mark Wainwright","startTime":1298.594,"endTime":1298.934,"body":"tiered"},{"speaker":"Mark Wainwright","startTime":1298.934,"endTime":1299.214,"body":"pricing."},{"speaker":"Mark Wainwright","startTime":1299.809,"endTime":1300.469,"body":"Structure."},{"speaker":"Mark Wainwright","startTime":1300.759,"endTime":1301.039,"body":"I,"},{"speaker":"Mark Wainwright","startTime":1301.099,"endTime":1301.299,"body":"that"},{"speaker":"Mark Wainwright","startTime":1301.309,"endTime":1301.429,"body":"it"},{"speaker":"Mark Wainwright","startTime":1301.429,"endTime":1301.549,"body":"is"},{"speaker":"Mark Wainwright","startTime":1301.549,"endTime":1301.759,"body":"one"},{"speaker":"Mark Wainwright","startTime":1301.759,"endTime":1301.829,"body":"of"},{"speaker":"Mark Wainwright","startTime":1301.829,"endTime":1301.959,"body":"the"},{"speaker":"Mark Wainwright","startTime":1301.969,"endTime":1302.249,"body":"big"},{"speaker":"Mark Wainwright","startTime":1302.259,"endTime":1302.539,"body":"things"},{"speaker":"Mark Wainwright","startTime":1302.539,"endTime":1302.629,"body":"I"},{"speaker":"Mark Wainwright","startTime":1302.639,"endTime":1302.849,"body":"do"},{"speaker":"Mark Wainwright","startTime":1302.849,"endTime":1303.069,"body":"with,"},{"speaker":"Mark Wainwright","startTime":1303.129,"endTime":1303.359,"body":"with"},{"speaker":"Mark Wainwright","startTime":1303.359,"endTime":1303.449,"body":"the"},{"speaker":"Mark Wainwright","startTime":1303.449,"endTime":1303.669,"body":"folks"},{"speaker":"Mark Wainwright","startTime":1303.669,"endTime":1303.749,"body":"I"},{"speaker":"Mark Wainwright","startTime":1303.759,"endTime":1304.049,"body":"work"},{"speaker":"Mark Wainwright","startTime":1304.049,"endTime":1304.379,"body":"with"},{"speaker":"Mark Wainwright","startTime":1304.689,"endTime":1305.229,"body":"and,"},{"speaker":"Mark Wainwright","startTime":1305.389,"endTime":1305.509,"body":"you"},{"speaker":"Mark Wainwright","startTime":1305.509,"endTime":1305.619,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1305.719,"endTime":1306.519,"body":"just"},{"speaker":"Mark Wainwright","startTime":1306.609,"endTime":1307.429,"body":"rethinking"},{"speaker":"Mark Wainwright","startTime":1307.429,"endTime":1307.649,"body":"how"},{"speaker":"Mark Wainwright","startTime":1307.649,"endTime":1307.849,"body":"you"},{"speaker":"Mark Wainwright","startTime":1307.859,"endTime":1308.279,"body":"might"},{"speaker":"Mark Wainwright","startTime":1308.759,"endTime":1309.279,"body":"start"},{"speaker":"Mark Wainwright","startTime":1309.329,"endTime":1310.159,"body":"offering,"},{"speaker":"Mark Wainwright","startTime":1310.179,"endTime":1310.559,"body":"or,"},{"speaker":"Mark Wainwright","startTime":1310.599,"endTime":1310.719,"body":"you"},{"speaker":"Mark Wainwright","startTime":1310.719,"endTime":1310.859,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1311.279,"endTime":1311.509,"body":"just"},{"speaker":"Mark Wainwright","startTime":1311.579,"endTime":1311.959,"body":"think"},{"speaker":"Mark Wainwright","startTime":1311.969,"endTime":1312.239,"body":"through"},{"speaker":"Mark Wainwright","startTime":1312.239,"endTime":1312.439,"body":"your"},{"speaker":"Mark Wainwright","startTime":1312.439,"endTime":1312.969,"body":"services"},{"speaker":"Mark Wainwright","startTime":1312.969,"endTime":1313.109,"body":"in"},{"speaker":"Mark Wainwright","startTime":1313.109,"endTime":1313.209,"body":"a"},{"speaker":"Mark Wainwright","startTime":1313.259,"endTime":1313.579,"body":"tiered"},{"speaker":"Mark Wainwright","startTime":1313.579,"endTime":1314.059,"body":"fashion,"},{"speaker":"Mark Wainwright","startTime":1314.059,"endTime":1314.119,"body":"a"},{"speaker":"Mark Wainwright","startTime":1314.119,"endTime":1314.259,"body":"good,"},{"speaker":"Mark Wainwright","startTime":1314.269,"endTime":1314.499,"body":"better,"},{"speaker":"Mark Wainwright","startTime":1314.499,"endTime":1314.989,"body":"best,"},{"speaker":"Mark Wainwright","startTime":1314.989,"endTime":1315.289,"body":"small,"},{"speaker":"Mark Wainwright","startTime":1315.289,"endTime":1315.569,"body":"medium,"},{"speaker":"Mark Wainwright","startTime":1315.569,"endTime":1315.809,"body":"large,"},{"speaker":"Mark Wainwright","startTime":1315.809,"endTime":1316.139,"body":"whatever"},{"speaker":"Mark Wainwright","startTime":1316.139,"endTime":1316.209,"body":"it"},{"speaker":"Mark Wainwright","startTime":1316.209,"endTime":1316.319,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1316.319,"endTime":1316.449,"body":"like"},{"speaker":"Mark Wainwright","startTime":1316.459,"endTime":1316.619,"body":"you"},{"speaker":"Mark Wainwright","startTime":1316.619,"endTime":1317.129,"body":"said,"},{"speaker":"Mark Wainwright","startTime":1317.369,"endTime":1317.479,"body":"you"},{"speaker":"Mark Wainwright","startTime":1317.479,"endTime":1317.589,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1317.809,"endTime":1317.979,"body":"do"},{"speaker":"Mark Wainwright","startTime":1317.979,"endTime":1318.079,"body":"it"},{"speaker":"Mark Wainwright","startTime":1318.079,"endTime":1318.639,"body":"yourself,"},{"speaker":"Mark Wainwright","startTime":1318.639,"endTime":1318.799,"body":"do"},{"speaker":"Mark Wainwright","startTime":1318.799,"endTime":1318.919,"body":"it"},{"speaker":"Mark Wainwright","startTime":1318.919,"endTime":1319.369,"body":"together,"},{"speaker":"Mark Wainwright","startTime":1319.379,"endTime":1319.549,"body":"do"},{"speaker":"Mark Wainwright","startTime":1319.549,"endTime":1319.669,"body":"it"},{"speaker":"Mark Wainwright","startTime":1319.669,"endTime":1319.949,"body":"for"},{"speaker":"Mark Wainwright","startTime":1319.949,"endTime":1320.349,"body":"you,"},{"speaker":"Mark Wainwright","startTime":1320.629,"endTime":1321.009,"body":"whatever"},{"speaker":"Mark Wainwright","startTime":1321.009,"endTime":1321.479,"body":"concept,"},{"speaker":"Mark Wainwright","startTime":1322.199,"endTime":1322.599,"body":"any,"},{"speaker":"Mark Wainwright","startTime":1323.149,"endTime":1323.459,"body":"any,"},{"speaker":"Mark Wainwright","startTime":1323.469,"endTime":1323.789,"body":"any"},{"speaker":"Mark Wainwright","startTime":1324.019,"endTime":1324.699,"body":"variation"},{"speaker":"Mark Wainwright","startTime":1324.699,"endTime":1324.839,"body":"of"},{"speaker":"Mark Wainwright","startTime":1324.839,"endTime":1325.039,"body":"those"},{"speaker":"Mark Wainwright","startTime":1325.049,"endTime":1325.329,"body":"three"},{"speaker":"Mark Wainwright","startTime":1325.329,"endTime":1326.039,"body":"tiers"},{"speaker":"Mark Wainwright","startTime":1326.269,"endTime":1326.509,"body":"is"},{"speaker":"Mark Wainwright","startTime":1326.509,"endTime":1326.729,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1326.799,"endTime":1327.219,"body":"is"},{"speaker":"Mark Wainwright","startTime":1327.289,"endTime":1328.069,"body":"critical."},{"speaker":"Mark Wainwright","startTime":1329.479,"endTime":1329.639,"body":"To"},{"speaker":"Mark Wainwright","startTime":1329.689,"endTime":1330.179,"body":"implement"},{"speaker":"Mark Wainwright","startTime":1330.229,"endTime":1330.389,"body":"in"},{"speaker":"Mark Wainwright","startTime":1330.389,"endTime":1330.609,"body":"your"},{"speaker":"Mark Wainwright","startTime":1330.609,"endTime":1331.109,"body":"pricing"},{"speaker":"Mark Wainwright","startTime":1331.109,"endTime":1331.669,"body":"strategy,"},{"speaker":"Mark Wainwright","startTime":1331.669,"endTime":1332.009,"body":"because"},{"speaker":"Mark Wainwright","startTime":1332.009,"endTime":1332.239,"body":"that"},{"speaker":"Mark Wainwright","startTime":1332.239,"endTime":1332.409,"body":"is"},{"speaker":"Mark Wainwright","startTime":1332.409,"endTime":1332.699,"body":"how"},{"speaker":"Mark Wainwright","startTime":1332.729,"endTime":1333.509,"body":"professional"},{"speaker":"Mark Wainwright","startTime":1333.569,"endTime":1333.999,"body":"business"},{"speaker":"Mark Wainwright","startTime":1333.999,"endTime":1334.119,"body":"to"},{"speaker":"Mark Wainwright","startTime":1334.119,"endTime":1334.539,"body":"business"},{"speaker":"Mark Wainwright","startTime":1334.539,"endTime":1334.889,"body":"buyers"},{"speaker":"Mark Wainwright","startTime":1334.889,"endTime":1335.029,"body":"are"},{"speaker":"Mark Wainwright","startTime":1335.039,"endTime":1335.329,"body":"buying"},{"speaker":"Mark Wainwright","startTime":1335.339,"endTime":1335.609,"body":"things."},{"speaker":"Mark Wainwright","startTime":1335.609,"endTime":1335.929,"body":"Now,"},{"speaker":"Mark Wainwright","startTime":1336.769,"endTime":1336.909,"body":"they"},{"speaker":"Mark Wainwright","startTime":1336.909,"endTime":1336.969,"body":"are"},{"speaker":"Mark Wainwright","startTime":1336.969,"endTime":1337.289,"body":"buying"},{"speaker":"Mark Wainwright","startTime":1337.299,"endTime":1337.539,"body":"things"},{"speaker":"Mark Wainwright","startTime":1337.539,"endTime":1337.639,"body":"in"},{"speaker":"Mark Wainwright","startTime":1337.639,"endTime":1337.709,"body":"a"},{"speaker":"Mark Wainwright","startTime":1337.709,"endTime":1338.029,"body":"tiered"},{"speaker":"Mark Wainwright","startTime":1338.029,"endTime":1338.619,"body":"fashion"},{"speaker":"Mark Wainwright","startTime":1338.809,"endTime":1338.989,"body":"when"},{"speaker":"Mark Wainwright","startTime":1338.989,"endTime":1339.119,"body":"they"},{"speaker":"Mark Wainwright","startTime":1339.119,"endTime":1339.419,"body":"come"},{"speaker":"Mark Wainwright","startTime":1339.419,"endTime":1339.559,"body":"to"},{"speaker":"Mark Wainwright","startTime":1339.559,"endTime":1339.809,"body":"you."},{"speaker":"Mark Wainwright","startTime":1339.809,"endTime":1339.989,"body":"They're"},{"speaker":"Mark Wainwright","startTime":1339.989,"endTime":1340.309,"body":"almost"},{"speaker":"Mark Wainwright","startTime":1340.309,"endTime":1340.819,"body":"expecting"},{"speaker":"Mark Wainwright","startTime":1340.819,"endTime":1340.979,"body":"that"},{"speaker":"Mark Wainwright","startTime":1340.979,"endTime":1341.219,"body":"because"},{"speaker":"Mark Wainwright","startTime":1341.219,"endTime":1341.399,"body":"we"},{"speaker":"Mark Wainwright","startTime":1341.399,"endTime":1341.699,"body":"buy"},{"speaker":"Mark Wainwright","startTime":1341.749,"endTime":1342.409,"body":"everything"},{"speaker":"Mark Wainwright","startTime":1342.419,"endTime":1342.519,"body":"in"},{"speaker":"Mark Wainwright","startTime":1342.519,"endTime":1342.589,"body":"a"},{"speaker":"Mark Wainwright","startTime":1342.589,"endTime":1342.899,"body":"tiered"},{"speaker":"Mark Wainwright","startTime":1342.899,"endTime":1343.429,"body":"fashion."},{"speaker":"Mark Wainwright","startTime":1343.969,"endTime":1344.489,"body":"And"},{"speaker":"Mark Wainwright","startTime":1344.629,"endTime":1344.769,"body":"if"},{"speaker":"Mark Wainwright","startTime":1344.779,"endTime":1344.899,"body":"you"},{"speaker":"Mark Wainwright","startTime":1344.899,"endTime":1345.039,"body":"can"},{"speaker":"Mark Wainwright","startTime":1345.039,"endTime":1345.349,"body":"simply"},{"speaker":"Mark Wainwright","startTime":1345.349,"endTime":1345.609,"body":"take"},{"speaker":"Mark Wainwright","startTime":1345.609,"endTime":1345.749,"body":"the"},{"speaker":"Mark Wainwright","startTime":1345.759,"endTime":1346.109,"body":"time"},{"speaker":"Mark Wainwright","startTime":1346.109,"endTime":1346.259,"body":"to"},{"speaker":"Mark Wainwright","startTime":1346.259,"endTime":1346.739,"body":"rethink"},{"speaker":"Mark Wainwright","startTime":1346.949,"endTime":1347.179,"body":"how"},{"speaker":"Mark Wainwright","startTime":1347.179,"endTime":1347.349,"body":"would"},{"speaker":"Mark Wainwright","startTime":1347.349,"endTime":1347.549,"body":"our"},{"speaker":"Mark Wainwright","startTime":1347.549,"endTime":1348.309,"body":"services"},{"speaker":"Mark Wainwright","startTime":1348.329,"endTime":1348.559,"body":"and"},{"speaker":"Mark Wainwright","startTime":1348.559,"endTime":1349.109,"body":"pricing"},{"speaker":"Mark Wainwright","startTime":1349.129,"endTime":1349.429,"body":"play"},{"speaker":"Mark Wainwright","startTime":1349.429,"endTime":1349.779,"body":"out."},{"speaker":"Mark Wainwright","startTime":1350.254,"endTime":1350.414,"body":"in"},{"speaker":"Mark Wainwright","startTime":1350.414,"endTime":1350.474,"body":"a"},{"speaker":"Mark Wainwright","startTime":1350.474,"endTime":1350.834,"body":"tiered"},{"speaker":"Mark Wainwright","startTime":1350.834,"endTime":1351.544,"body":"fashion."},{"speaker":"Mark Wainwright","startTime":1351.784,"endTime":1352.034,"body":"It"},{"speaker":"Mark Wainwright","startTime":1352.424,"endTime":1352.894,"body":"totally"},{"speaker":"Mark Wainwright","startTime":1352.894,"endTime":1353.194,"body":"helps"},{"speaker":"Mark Wainwright","startTime":1353.194,"endTime":1353.344,"body":"your"},{"speaker":"Mark Wainwright","startTime":1353.344,"endTime":1354.004,"body":"clients"},{"speaker":"Mark Wainwright","startTime":1354.024,"endTime":1354.254,"body":"because"},{"speaker":"Mark Wainwright","startTime":1354.254,"endTime":1354.444,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1354.444,"endTime":1354.674,"body":"how"},{"speaker":"Mark Wainwright","startTime":1354.674,"endTime":1354.864,"body":"they're"},{"speaker":"Mark Wainwright","startTime":1354.874,"endTime":1355.124,"body":"getting"},{"speaker":"Mark Wainwright","startTime":1355.124,"endTime":1355.344,"body":"used"},{"speaker":"Mark Wainwright","startTime":1355.344,"endTime":1355.424,"body":"to"},{"speaker":"Mark Wainwright","startTime":1355.424,"endTime":1355.794,"body":"buying"},{"speaker":"Mark Wainwright","startTime":1355.814,"endTime":1356.054,"body":"things"},{"speaker":"Mark Wainwright","startTime":1356.054,"endTime":1356.204,"body":"right"},{"speaker":"Mark Wainwright","startTime":1356.204,"endTime":1356.404,"body":"now."},{"speaker":"Mark Wainwright","startTime":1356.404,"endTime":1356.504,"body":"And"},{"speaker":"Mark Wainwright","startTime":1356.504,"endTime":1356.624,"body":"it"},{"speaker":"Mark Wainwright","startTime":1356.624,"endTime":1356.864,"body":"gives"},{"speaker":"Mark Wainwright","startTime":1356.864,"endTime":1357.204,"body":"them"},{"speaker":"Mark Wainwright","startTime":1357.444,"endTime":1357.604,"body":"the"},{"speaker":"Mark Wainwright","startTime":1357.604,"endTime":1358.574,"body":"confidence"},{"speaker":"Mark Wainwright","startTime":1358.824,"endTime":1359.054,"body":"in"},{"speaker":"Mark Wainwright","startTime":1359.054,"endTime":1359.294,"body":"their"},{"speaker":"Mark Wainwright","startTime":1359.304,"endTime":1359.764,"body":"buying"},{"speaker":"Mark Wainwright","startTime":1359.764,"endTime":1360.264,"body":"process"},{"speaker":"Mark Wainwright","startTime":1360.264,"endTime":1360.704,"body":"because"},{"speaker":"Mark Wainwright","startTime":1360.734,"endTime":1361.014,"body":"the"},{"speaker":"Mark Wainwright","startTime":1361.014,"endTime":1361.284,"body":"three"},{"speaker":"Mark Wainwright","startTime":1361.284,"endTime":1361.544,"body":"tier"},{"speaker":"Mark Wainwright","startTime":1361.544,"endTime":1361.854,"body":"thing,"},{"speaker":"Mark Wainwright","startTime":1361.864,"endTime":1362.134,"body":"John,"},{"speaker":"Mark Wainwright","startTime":1362.134,"endTime":1362.264,"body":"as"},{"speaker":"Mark Wainwright","startTime":1362.264,"endTime":1362.374,"body":"we"},{"speaker":"Mark Wainwright","startTime":1362.374,"endTime":1362.554,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1362.554,"endTime":1362.664,"body":"as"},{"speaker":"Mark Wainwright","startTime":1362.664,"endTime":1362.754,"body":"you"},{"speaker":"Mark Wainwright","startTime":1362.754,"endTime":1362.964,"body":"talked"},{"speaker":"Mark Wainwright","startTime":1362.964,"endTime":1363.144,"body":"about"},{"speaker":"Mark Wainwright","startTime":1363.144,"endTime":1363.484,"body":"previously,"},{"speaker":"Mark Wainwright","startTime":1363.484,"endTime":1363.594,"body":"it"},{"speaker":"Mark Wainwright","startTime":1363.594,"endTime":1363.904,"body":"gives"},{"speaker":"Mark Wainwright","startTime":1363.904,"endTime":1364.154,"body":"them"},{"speaker":"Mark Wainwright","startTime":1364.194,"endTime":1364.794,"body":"context."},{"speaker":"John Tyreman","startTime":1364.804,"endTime":1365.004,"body":"And"},{"speaker":"John Tyreman","startTime":1365.014,"endTime":1365.114,"body":"I"},{"speaker":"John Tyreman","startTime":1365.114,"endTime":1365.274,"body":"know"},{"speaker":"John Tyreman","startTime":1365.274,"endTime":1365.414,"body":"that"},{"speaker":"John Tyreman","startTime":1365.414,"endTime":1365.734,"body":"we're"},{"speaker":"John Tyreman","startTime":1366.514,"endTime":1366.884,"body":"over"},{"speaker":"John Tyreman","startTime":1366.904,"endTime":1367.544,"body":"indexing"},{"speaker":"John Tyreman","startTime":1367.544,"endTime":1367.594,"body":"a"},{"speaker":"John Tyreman","startTime":1367.594,"endTime":1367.864,"body":"little"},{"speaker":"John Tyreman","startTime":1367.864,"endTime":1368.104,"body":"bit."},{"speaker":"John Tyreman","startTime":1369.304,"endTime":1369.744,"body":"On"},{"speaker":"John Tyreman","startTime":1369.994,"endTime":1370.124,"body":"the"},{"speaker":"John Tyreman","startTime":1370.124,"endTime":1370.574,"body":"client"},{"speaker":"John Tyreman","startTime":1370.604,"endTime":1370.784,"body":"and"},{"speaker":"John Tyreman","startTime":1370.784,"endTime":1370.914,"body":"their"},{"speaker":"John Tyreman","startTime":1370.914,"endTime":1371.754,"body":"perspective."},{"speaker":"John Tyreman","startTime":1372.164,"endTime":1372.374,"body":"But"},{"speaker":"John Tyreman","startTime":1372.464,"endTime":1372.534,"body":"I,"},{"speaker":"John Tyreman","startTime":1372.534,"endTime":1372.624,"body":"I"},{"speaker":"John Tyreman","startTime":1372.634,"endTime":1372.904,"body":"don't"},{"speaker":"John Tyreman","startTime":1372.904,"endTime":1373.144,"body":"want"},{"speaker":"John Tyreman","startTime":1373.144,"endTime":1373.534,"body":"to"},{"speaker":"John Tyreman","startTime":1373.604,"endTime":1374.164,"body":"gloss."},{"speaker":"John Tyreman","startTime":1374.864,"endTime":1375.124,"body":"Well,"},{"speaker":"John Tyreman","startTime":1375.124,"endTime":1375.774,"body":"yeah,"},{"speaker":"John Tyreman","startTime":1375.774,"endTime":1375.974,"body":"you're"},{"speaker":"John Tyreman","startTime":1375.974,"endTime":1376.224,"body":"right."},{"speaker":"John Tyreman","startTime":1376.254,"endTime":1376.484,"body":"I,"},{"speaker":"John Tyreman","startTime":1376.844,"endTime":1377.024,"body":"it"},{"speaker":"John Tyreman","startTime":1377.024,"endTime":1377.164,"body":"is"},{"speaker":"John Tyreman","startTime":1377.164,"endTime":1377.614,"body":"impossible"},{"speaker":"John Tyreman","startTime":1377.614,"endTime":1377.944,"body":"because"},{"speaker":"John Tyreman","startTime":1377.944,"endTime":1378.104,"body":"that"},{"speaker":"John Tyreman","startTime":1378.104,"endTime":1378.244,"body":"is"},{"speaker":"John Tyreman","startTime":1378.244,"endTime":1378.334,"body":"the"},{"speaker":"John Tyreman","startTime":1378.334,"endTime":1378.604,"body":"North"},{"speaker":"John Tyreman","startTime":1378.604,"endTime":1379.064,"body":"star."},{"speaker":"John Tyreman","startTime":1379.334,"endTime":1379.454,"body":"I"},{"speaker":"John Tyreman","startTime":1379.454,"endTime":1379.704,"body":"do"},{"speaker":"John Tyreman","startTime":1379.704,"endTime":1380.024,"body":"think"},{"speaker":"John Tyreman","startTime":1380.034,"endTime":1380.524,"body":"that"},{"speaker":"John Tyreman","startTime":1380.824,"endTime":1381.434,"body":"competitive"},{"speaker":"John Tyreman","startTime":1381.434,"endTime":1381.984,"body":"analysis"},{"speaker":"John Tyreman","startTime":1381.984,"endTime":1382.214,"body":"does"},{"speaker":"John Tyreman","startTime":1382.214,"endTime":1382.414,"body":"play"},{"speaker":"John Tyreman","startTime":1382.414,"endTime":1382.494,"body":"a"},{"speaker":"John Tyreman","startTime":1382.494,"endTime":1382.814,"body":"role"},{"speaker":"John Tyreman","startTime":1383.334,"endTime":1383.474,"body":"and"},{"speaker":"John Tyreman","startTime":1383.474,"endTime":1383.554,"body":"I"},{"speaker":"John Tyreman","startTime":1383.574,"endTime":1383.804,"body":"think"},{"speaker":"John Tyreman","startTime":1383.804,"endTime":1383.984,"body":"it's,"},{"speaker":"John Tyreman","startTime":1384.014,"endTime":1384.254,"body":"but"},{"speaker":"John Tyreman","startTime":1384.254,"endTime":1384.544,"body":"not"},{"speaker":"John Tyreman","startTime":1384.554,"endTime":1385.034,"body":"for,"},{"speaker":"John Tyreman","startTime":1385.064,"endTime":1385.394,"body":"you"},{"speaker":"John Tyreman","startTime":1385.394,"endTime":1385.564,"body":"know,"},{"speaker":"John Tyreman","startTime":1385.584,"endTime":1386.254,"body":"emulation"},{"speaker":"John Tyreman","startTime":1386.264,"endTime":1386.784,"body":"purposes."},{"speaker":"John Tyreman","startTime":1386.784,"endTime":1386.884,"body":"I"},{"speaker":"John Tyreman","startTime":1386.914,"endTime":1387.134,"body":"think"},{"speaker":"John Tyreman","startTime":1387.134,"endTime":1387.274,"body":"that"},{"speaker":"John Tyreman","startTime":1387.274,"endTime":1387.494,"body":"it's"},{"speaker":"John Tyreman","startTime":1387.494,"endTime":1387.764,"body":"more"},{"speaker":"John Tyreman","startTime":1387.774,"endTime":1388.054,"body":"along"},{"speaker":"John Tyreman","startTime":1388.054,"endTime":1388.154,"body":"the"},{"speaker":"John Tyreman","startTime":1388.154,"endTime":1388.514,"body":"lines"},{"speaker":"John Tyreman","startTime":1388.514,"endTime":1388.714,"body":"of"},{"speaker":"John Tyreman","startTime":1388.714,"endTime":1388.934,"body":"just"},{"speaker":"John Tyreman","startTime":1388.954,"endTime":1389.254,"body":"data"},{"speaker":"John Tyreman","startTime":1389.254,"endTime":1389.724,"body":"gathering"},{"speaker":"John Tyreman","startTime":1389.724,"endTime":1389.824,"body":"and"},{"speaker":"John Tyreman","startTime":1389.824,"endTime":1390.494,"body":"understanding"},{"speaker":"John Tyreman","startTime":1390.494,"endTime":1390.624,"body":"kind"},{"speaker":"John Tyreman","startTime":1390.624,"endTime":1390.774,"body":"of"},{"speaker":"John Tyreman","startTime":1391.294,"endTime":1391.574,"body":"the"},{"speaker":"John Tyreman","startTime":1391.574,"endTime":1392.474,"body":"landscape."},{"speaker":"John Tyreman","startTime":1392.699,"endTime":1392.929,"body":"And"},{"speaker":"John Tyreman","startTime":1392.929,"endTime":1393.129,"body":"which"},{"speaker":"John Tyreman","startTime":1393.129,"endTime":1393.319,"body":"you're"},{"speaker":"John Tyreman","startTime":1393.319,"endTime":1393.969,"body":"operating,"},{"speaker":"Mark Wainwright","startTime":1394.229,"endTime":1394.569,"body":"Sure."},{"speaker":"John Tyreman","startTime":1395.269,"endTime":1395.429,"body":"If"},{"speaker":"John Tyreman","startTime":1395.429,"endTime":1395.539,"body":"you"},{"speaker":"John Tyreman","startTime":1395.549,"endTime":1395.729,"body":"think"},{"speaker":"John Tyreman","startTime":1395.739,"endTime":1395.989,"body":"about"},{"speaker":"John Tyreman","startTime":1395.989,"endTime":1396.189,"body":"that"},{"speaker":"John Tyreman","startTime":1396.189,"endTime":1396.739,"body":"pyramid"},{"speaker":"John Tyreman","startTime":1396.739,"endTime":1396.849,"body":"and"},{"speaker":"John Tyreman","startTime":1396.849,"endTime":1396.999,"body":"if"},{"speaker":"John Tyreman","startTime":1396.999,"endTime":1397.169,"body":"you"},{"speaker":"John Tyreman","startTime":1397.179,"endTime":1397.759,"body":"start"},{"speaker":"John Tyreman","startTime":1397.809,"endTime":1398.059,"body":"at"},{"speaker":"John Tyreman","startTime":1398.069,"endTime":1398.349,"body":"that"},{"speaker":"John Tyreman","startTime":1398.359,"endTime":1398.799,"body":"second"},{"speaker":"John Tyreman","startTime":1398.819,"endTime":1399.309,"body":"level"},{"speaker":"John Tyreman","startTime":1399.309,"endTime":1399.429,"body":"where"},{"speaker":"John Tyreman","startTime":1399.429,"endTime":1399.629,"body":"you're"},{"speaker":"John Tyreman","startTime":1399.639,"endTime":1400.209,"body":"focusing"},{"speaker":"John Tyreman","startTime":1400.209,"endTime":1400.289,"body":"on"},{"speaker":"John Tyreman","startTime":1400.289,"endTime":1400.379,"body":"the"},{"speaker":"John Tyreman","startTime":1400.379,"endTime":1401.279,"body":"competitors."},{"speaker":"John Tyreman","startTime":1401.819,"endTime":1402.039,"body":"And"},{"speaker":"John Tyreman","startTime":1402.039,"endTime":1402.149,"body":"you're"},{"speaker":"John Tyreman","startTime":1402.149,"endTime":1402.669,"body":"focusing"},{"speaker":"John Tyreman","startTime":1402.679,"endTime":1402.819,"body":"on,"},{"speaker":"John Tyreman","startTime":1402.819,"endTime":1403.049,"body":"okay,"},{"speaker":"John Tyreman","startTime":1403.049,"endTime":1403.239,"body":"what"},{"speaker":"John Tyreman","startTime":1403.239,"endTime":1403.359,"body":"can"},{"speaker":"John Tyreman","startTime":1403.359,"endTime":1403.479,"body":"we"},{"speaker":"John Tyreman","startTime":1403.479,"endTime":1403.649,"body":"do"},{"speaker":"John Tyreman","startTime":1403.649,"endTime":1403.769,"body":"to"},{"speaker":"John Tyreman","startTime":1403.789,"endTime":1404.269,"body":"emulate"},{"speaker":"John Tyreman","startTime":1404.269,"endTime":1404.399,"body":"what"},{"speaker":"John Tyreman","startTime":1404.399,"endTime":1404.549,"body":"they're"},{"speaker":"John Tyreman","startTime":1404.549,"endTime":1404.959,"body":"doing?"},{"speaker":"John Tyreman","startTime":1405.079,"endTime":1405.249,"body":"You"},{"speaker":"John Tyreman","startTime":1405.249,"endTime":1405.419,"body":"all,"},{"speaker":"John Tyreman","startTime":1405.419,"endTime":1405.599,"body":"you're"},{"speaker":"John Tyreman","startTime":1405.599,"endTime":1405.779,"body":"in"},{"speaker":"John Tyreman","startTime":1405.789,"endTime":1405.939,"body":"your,"},{"speaker":"John Tyreman","startTime":1405.939,"endTime":1406.059,"body":"all"},{"speaker":"John Tyreman","startTime":1406.059,"endTime":1406.189,"body":"you're"},{"speaker":"John Tyreman","startTime":1406.189,"endTime":1406.299,"body":"going"},{"speaker":"John Tyreman","startTime":1406.299,"endTime":1406.379,"body":"to"},{"speaker":"John Tyreman","startTime":1406.389,"endTime":1406.649,"body":"do"},{"speaker":"John Tyreman","startTime":1406.649,"endTime":1406.799,"body":"is"},{"speaker":"John Tyreman","startTime":1406.799,"endTime":1406.959,"body":"end"},{"speaker":"John Tyreman","startTime":1406.959,"endTime":1407.059,"body":"up"},{"speaker":"John Tyreman","startTime":1407.059,"endTime":1407.619,"body":"blending"},{"speaker":"John Tyreman","startTime":1407.619,"endTime":1407.939,"body":"in."},{"speaker":"John Tyreman","startTime":1408.744,"endTime":1409.264,"body":"So,"},{"speaker":"John Tyreman","startTime":1409.824,"endTime":1409.974,"body":"you"},{"speaker":"John Tyreman","startTime":1409.974,"endTime":1410.054,"body":"know,"},{"speaker":"John Tyreman","startTime":1410.054,"endTime":1410.114,"body":"I"},{"speaker":"John Tyreman","startTime":1410.134,"endTime":1410.334,"body":"think"},{"speaker":"John Tyreman","startTime":1410.334,"endTime":1410.454,"body":"that,"},{"speaker":"John Tyreman","startTime":1410.454,"endTime":1410.564,"body":"that"},{"speaker":"John Tyreman","startTime":1410.584,"endTime":1410.794,"body":"there's"},{"speaker":"John Tyreman","startTime":1410.794,"endTime":1410.884,"body":"a"},{"speaker":"John Tyreman","startTime":1410.894,"endTime":1411.134,"body":"time"},{"speaker":"John Tyreman","startTime":1411.134,"endTime":1411.224,"body":"and"},{"speaker":"John Tyreman","startTime":1411.224,"endTime":1411.264,"body":"a"},{"speaker":"John Tyreman","startTime":1411.264,"endTime":1411.594,"body":"place"},{"speaker":"John Tyreman","startTime":1411.604,"endTime":1411.714,"body":"for"},{"speaker":"John Tyreman","startTime":1411.714,"endTime":1411.884,"body":"that."},{"speaker":"John Tyreman","startTime":1411.894,"endTime":1411.964,"body":"I"},{"speaker":"John Tyreman","startTime":1411.964,"endTime":1412.224,"body":"didn't"},{"speaker":"John Tyreman","startTime":1412.224,"endTime":1412.394,"body":"want"},{"speaker":"John Tyreman","startTime":1412.394,"endTime":1412.454,"body":"to"},{"speaker":"John Tyreman","startTime":1412.454,"endTime":1412.814,"body":"gloss"},{"speaker":"John Tyreman","startTime":1412.814,"endTime":1413.064,"body":"over"},{"speaker":"John Tyreman","startTime":1413.064,"endTime":1413.254,"body":"that"},{"speaker":"John Tyreman","startTime":1413.254,"endTime":1413.554,"body":"because"},{"speaker":"John Tyreman","startTime":1413.554,"endTime":1413.774,"body":"there"},{"speaker":"John Tyreman","startTime":1413.774,"endTime":1414.144,"body":"is,"},{"speaker":"John Tyreman","startTime":1414.164,"endTime":1414.434,"body":"there"},{"speaker":"John Tyreman","startTime":1414.434,"endTime":1414.624,"body":"is"},{"speaker":"John Tyreman","startTime":1414.624,"endTime":1415.114,"body":"value"},{"speaker":"John Tyreman","startTime":1415.114,"endTime":1415.234,"body":"to"},{"speaker":"John Tyreman","startTime":1415.234,"endTime":1415.504,"body":"doing"},{"speaker":"John Tyreman","startTime":1415.504,"endTime":1415.994,"body":"competitive"},{"speaker":"John Tyreman","startTime":1415.994,"endTime":1416.554,"body":"analysis"},{"speaker":"John Tyreman","startTime":1416.554,"endTime":1416.704,"body":"and"},{"speaker":"John Tyreman","startTime":1416.704,"endTime":1417.364,"body":"understanding,"},{"speaker":"John Tyreman","startTime":1417.364,"endTime":1417.464,"body":"you"},{"speaker":"John Tyreman","startTime":1417.464,"endTime":1417.644,"body":"know,"},{"speaker":"John Tyreman","startTime":1418.124,"endTime":1418.374,"body":"what"},{"speaker":"John Tyreman","startTime":1418.374,"endTime":1418.454,"body":"the"},{"speaker":"John Tyreman","startTime":1418.454,"endTime":1418.894,"body":"market"},{"speaker":"John Tyreman","startTime":1418.894,"endTime":1419.154,"body":"is,"},{"speaker":"John Tyreman","startTime":1419.164,"endTime":1419.354,"body":"is"},{"speaker":"John Tyreman","startTime":1419.354,"endTime":1419.804,"body":"charging"},{"speaker":"John Tyreman","startTime":1419.804,"endTime":1419.994,"body":"for"},{"speaker":"John Tyreman","startTime":1420.334,"endTime":1421.014,"body":"services,"},{"speaker":"John Tyreman","startTime":1421.014,"endTime":1421.154,"body":"what"},{"speaker":"John Tyreman","startTime":1421.154,"endTime":1421.244,"body":"the"},{"speaker":"John Tyreman","startTime":1421.244,"endTime":1421.704,"body":"customers"},{"speaker":"John Tyreman","startTime":1421.704,"endTime":1421.824,"body":"are"},{"speaker":"John Tyreman","startTime":1421.824,"endTime":1422.384,"body":"exposed"},{"speaker":"John Tyreman","startTime":1422.394,"endTime":1422.784,"body":"to,"},{"speaker":"John Tyreman","startTime":1423.264,"endTime":1423.454,"body":"that"},{"speaker":"John Tyreman","startTime":1423.454,"endTime":1423.604,"body":"kind"},{"speaker":"John Tyreman","startTime":1423.604,"endTime":1423.714,"body":"of"},{"speaker":"John Tyreman","startTime":1423.714,"endTime":1423.974,"body":"thing."},{"speaker":"John Tyreman","startTime":1423.974,"endTime":1424.164,"body":"So"},{"speaker":"John Tyreman","startTime":1424.164,"endTime":1424.224,"body":"I"},{"speaker":"John Tyreman","startTime":1424.224,"endTime":1424.384,"body":"just"},{"speaker":"John Tyreman","startTime":1424.384,"endTime":1424.594,"body":"wanted"},{"speaker":"John Tyreman","startTime":1424.594,"endTime":1424.714,"body":"to"},{"speaker":"John Tyreman","startTime":1424.724,"endTime":1424.984,"body":"touch,"},{"speaker":"John Tyreman","startTime":1425.114,"endTime":1425.304,"body":"touch"},{"speaker":"John Tyreman","startTime":1425.304,"endTime":1425.414,"body":"on"},{"speaker":"John Tyreman","startTime":1425.414,"endTime":1425.644,"body":"that."},{"speaker":"Mark Wainwright","startTime":1425.949,"endTime":1426.139,"body":"oh,"},{"speaker":"Mark Wainwright","startTime":1426.139,"endTime":1426.849,"body":"absolutely."},{"speaker":"Mark Wainwright","startTime":1426.939,"endTime":1427.129,"body":"You"},{"speaker":"Mark Wainwright","startTime":1427.129,"endTime":1427.279,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1427.279,"endTime":1427.679,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1427.679,"endTime":1428.059,"body":"the"},{"speaker":"Mark Wainwright","startTime":1428.099,"endTime":1428.669,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1428.679,"endTime":1429.339,"body":"the"},{"speaker":"Mark Wainwright","startTime":1429.509,"endTime":1429.839,"body":"10"},{"speaker":"Mark Wainwright","startTime":1429.849,"endTime":1430.459,"body":"page"},{"speaker":"Mark Wainwright","startTime":1430.559,"endTime":1431.369,"body":"summary"},{"speaker":"Mark Wainwright","startTime":1431.499,"endTime":1431.809,"body":"of"},{"speaker":"Mark Wainwright","startTime":1431.819,"endTime":1432.289,"body":"the"},{"speaker":"Mark Wainwright","startTime":1432.509,"endTime":1432.959,"body":"200"},{"speaker":"Mark Wainwright","startTime":1432.999,"endTime":1433.689,"body":"page"},{"speaker":"Mark Wainwright","startTime":1433.919,"endTime":1434.219,"body":"Blue"},{"speaker":"Mark Wainwright","startTime":1434.219,"endTime":1434.619,"body":"Ocean"},{"speaker":"Mark Wainwright","startTime":1434.629,"endTime":1435.179,"body":"Strategy"},{"speaker":"Mark Wainwright","startTime":1435.179,"endTime":1435.459,"body":"book,"},{"speaker":"Mark Wainwright","startTime":1435.479,"endTime":1435.749,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1435.759,"endTime":1436.049,"body":"That's,"},{"speaker":"Mark Wainwright","startTime":1436.049,"endTime":1436.184,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1436.344,"endTime":1436.614,"body":"That's"},{"speaker":"Mark Wainwright","startTime":1436.614,"endTime":1436.944,"body":"it,"},{"speaker":"Mark Wainwright","startTime":1437.014,"endTime":1437.344,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1437.344,"endTime":1437.584,"body":"It's,"},{"speaker":"Mark Wainwright","startTime":1437.594,"endTime":1437.744,"body":"you"},{"speaker":"Mark Wainwright","startTime":1437.744,"endTime":1437.924,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1438.074,"endTime":1438.754,"body":"swim"},{"speaker":"Mark Wainwright","startTime":1439.004,"endTime":1439.474,"body":"to"},{"speaker":"Mark Wainwright","startTime":1439.484,"endTime":1439.814,"body":"blue"},{"speaker":"Mark Wainwright","startTime":1439.814,"endTime":1440.254,"body":"water,"},{"speaker":"Mark Wainwright","startTime":1440.304,"endTime":1440.494,"body":"you"},{"speaker":"Mark Wainwright","startTime":1440.494,"endTime":1440.674,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1440.674,"endTime":1440.834,"body":"and,"},{"speaker":"Mark Wainwright","startTime":1440.834,"endTime":1441.024,"body":"and,"},{"speaker":"Mark Wainwright","startTime":1441.024,"endTime":1441.244,"body":"and"},{"speaker":"Mark Wainwright","startTime":1441.244,"endTime":1441.504,"body":"that"},{"speaker":"Mark Wainwright","startTime":1441.504,"endTime":1441.724,"body":"is"},{"speaker":"Mark Wainwright","startTime":1441.724,"endTime":1441.894,"body":"that"},{"speaker":"Mark Wainwright","startTime":1441.894,"endTime":1442.154,"body":"can't"},{"speaker":"Mark Wainwright","startTime":1442.164,"endTime":1442.324,"body":"be"},{"speaker":"Mark Wainwright","startTime":1442.324,"endTime":1442.604,"body":"done"},{"speaker":"Mark Wainwright","startTime":1442.604,"endTime":1442.724,"body":"in"},{"speaker":"Mark Wainwright","startTime":1442.724,"endTime":1442.754,"body":"a"},{"speaker":"Mark Wainwright","startTime":1442.754,"endTime":1443.234,"body":"vacuum."},{"speaker":"Mark Wainwright","startTime":1443.234,"endTime":1443.374,"body":"It"},{"speaker":"Mark Wainwright","startTime":1443.374,"endTime":1443.634,"body":"needs"},{"speaker":"Mark Wainwright","startTime":1443.634,"endTime":1443.724,"body":"to"},{"speaker":"Mark Wainwright","startTime":1443.724,"endTime":1443.894,"body":"be"},{"speaker":"Mark Wainwright","startTime":1443.894,"endTime":1444.304,"body":"done"},{"speaker":"Mark Wainwright","startTime":1444.654,"endTime":1444.934,"body":"both"},{"speaker":"Mark Wainwright","startTime":1444.964,"endTime":1445.234,"body":"with"},{"speaker":"Mark Wainwright","startTime":1445.234,"endTime":1445.464,"body":"your"},{"speaker":"Mark Wainwright","startTime":1445.464,"endTime":1445.884,"body":"clients"},{"speaker":"Mark Wainwright","startTime":1445.904,"endTime":1446.424,"body":"and,"},{"speaker":"Mark Wainwright","startTime":1446.744,"endTime":1446.894,"body":"you"},{"speaker":"Mark Wainwright","startTime":1446.894,"endTime":1447.084,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1447.334,"endTime":1447.374,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1447.374,"endTime":1447.404,"body":"of"},{"speaker":"Mark Wainwright","startTime":1447.404,"endTime":1447.934,"body":"having"},{"speaker":"Mark Wainwright","startTime":1448.154,"endTime":1448.294,"body":"a"},{"speaker":"Mark Wainwright","startTime":1448.294,"endTime":1448.934,"body":"really"},{"speaker":"Mark Wainwright","startTime":1449.294,"endTime":1449.334,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1449.334,"endTime":1449.554,"body":"of"},{"speaker":"Mark Wainwright","startTime":1449.894,"endTime":1450.694,"body":"clear"},{"speaker":"Mark Wainwright","startTime":1451.054,"endTime":1451.924,"body":"understanding"},{"speaker":"Mark Wainwright","startTime":1451.924,"endTime":1452.084,"body":"of"},{"speaker":"Mark Wainwright","startTime":1452.084,"endTime":1452.274,"body":"where"},{"speaker":"Mark Wainwright","startTime":1452.274,"endTime":1452.554,"body":"you"},{"speaker":"Mark Wainwright","startTime":1452.554,"endTime":1452.874,"body":"sit"},{"speaker":"Mark Wainwright","startTime":1452.874,"endTime":1453.024,"body":"in"},{"speaker":"Mark Wainwright","startTime":1453.034,"endTime":1453.144,"body":"the"},{"speaker":"Mark Wainwright","startTime":1453.144,"endTime":1453.874,"body":"marketplace"},{"speaker":"Mark Wainwright","startTime":1453.874,"endTime":1454.034,"body":"and"},{"speaker":"Mark Wainwright","startTime":1454.034,"endTime":1454.194,"body":"where"},{"speaker":"Mark Wainwright","startTime":1454.194,"endTime":1454.324,"body":"the"},{"speaker":"Mark Wainwright","startTime":1454.324,"endTime":1455.204,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":1455.624,"endTime":1456.084,"body":"are."},{"speaker":"Mark Wainwright","startTime":1456.094,"endTime":1456.324,"body":"So,"},{"speaker":"Mark Wainwright","startTime":1456.324,"endTime":1456.624,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1456.684,"endTime":1457.024,"body":"if,"},{"speaker":"Mark Wainwright","startTime":1457.074,"endTime":1457.374,"body":"if,"},{"speaker":"Mark Wainwright","startTime":1457.584,"endTime":1457.734,"body":"if"},{"speaker":"Mark Wainwright","startTime":1457.734,"endTime":1458.134,"body":"everybody"},{"speaker":"Mark Wainwright","startTime":1458.134,"endTime":1458.274,"body":"is"},{"speaker":"Mark Wainwright","startTime":1458.274,"endTime":1458.604,"body":"moving"},{"speaker":"Mark Wainwright","startTime":1458.604,"endTime":1458.754,"body":"in"},{"speaker":"Mark Wainwright","startTime":1458.754,"endTime":1459.004,"body":"one"},{"speaker":"Mark Wainwright","startTime":1459.004,"endTime":1459.534,"body":"direction,"},{"speaker":"Mark Wainwright","startTime":1460.339,"endTime":1460.559,"body":"If"},{"speaker":"Mark Wainwright","startTime":1460.559,"endTime":1460.659,"body":"you"},{"speaker":"Mark Wainwright","startTime":1460.659,"endTime":1460.829,"body":"want"},{"speaker":"Mark Wainwright","startTime":1460.829,"endTime":1460.889,"body":"to"},{"speaker":"Mark Wainwright","startTime":1460.889,"endTime":1461.229,"body":"blend"},{"speaker":"Mark Wainwright","startTime":1461.229,"endTime":1461.559,"body":"in"},{"speaker":"Mark Wainwright","startTime":1461.759,"endTime":1462.119,"body":"swim"},{"speaker":"Mark Wainwright","startTime":1462.119,"endTime":1462.299,"body":"with"},{"speaker":"Mark Wainwright","startTime":1462.299,"endTime":1462.509,"body":"them,"},{"speaker":"Mark Wainwright","startTime":1462.559,"endTime":1462.909,"body":"but"},{"speaker":"Mark Wainwright","startTime":1463.289,"endTime":1463.589,"body":"if"},{"speaker":"Mark Wainwright","startTime":1463.599,"endTime":1463.809,"body":"you"},{"speaker":"Mark Wainwright","startTime":1463.809,"endTime":1463.959,"body":"do"},{"speaker":"Mark Wainwright","startTime":1463.959,"endTime":1464.229,"body":"not"},{"speaker":"Mark Wainwright","startTime":1464.229,"endTime":1464.379,"body":"want"},{"speaker":"Mark Wainwright","startTime":1464.379,"endTime":1464.449,"body":"to"},{"speaker":"Mark Wainwright","startTime":1464.449,"endTime":1464.749,"body":"blend"},{"speaker":"Mark Wainwright","startTime":1464.749,"endTime":1464.899,"body":"in"},{"speaker":"Mark Wainwright","startTime":1464.899,"endTime":1465.009,"body":"and"},{"speaker":"Mark Wainwright","startTime":1465.019,"endTime":1465.169,"body":"you"},{"speaker":"Mark Wainwright","startTime":1465.169,"endTime":1465.329,"body":"want"},{"speaker":"Mark Wainwright","startTime":1465.329,"endTime":1465.499,"body":"to"},{"speaker":"Mark Wainwright","startTime":1465.789,"endTime":1466.119,"body":"find"},{"speaker":"Mark Wainwright","startTime":1466.119,"endTime":1466.549,"body":"yourself"},{"speaker":"Mark Wainwright","startTime":1466.549,"endTime":1466.659,"body":"in"},{"speaker":"Mark Wainwright","startTime":1466.659,"endTime":1466.719,"body":"a"},{"speaker":"Mark Wainwright","startTime":1466.719,"endTime":1467.139,"body":"place"},{"speaker":"Mark Wainwright","startTime":1467.149,"endTime":1467.459,"body":"where"},{"speaker":"Mark Wainwright","startTime":1467.459,"endTime":1467.749,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1467.749,"endTime":1467.989,"body":"little"},{"speaker":"Mark Wainwright","startTime":1467.989,"endTime":1468.059,"body":"or"},{"speaker":"Mark Wainwright","startTime":1468.059,"endTime":1468.279,"body":"no"},{"speaker":"Mark Wainwright","startTime":1468.289,"endTime":1469.079,"body":"competition,"},{"speaker":"Mark Wainwright","startTime":1469.329,"endTime":1469.489,"body":"you"},{"speaker":"Mark Wainwright","startTime":1469.489,"endTime":1469.659,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1469.659,"endTime":1470.149,"body":"swim"},{"speaker":"Mark Wainwright","startTime":1470.199,"endTime":1470.379,"body":"to"},{"speaker":"Mark Wainwright","startTime":1470.379,"endTime":1470.559,"body":"the"},{"speaker":"Mark Wainwright","startTime":1470.559,"endTime":1470.829,"body":"clear"},{"speaker":"Mark Wainwright","startTime":1470.829,"endTime":1471.229,"body":"water,"},{"speaker":"John Tyreman","startTime":1471.279,"endTime":1471.429,"body":"so"},{"speaker":"John Tyreman","startTime":1471.429,"endTime":1471.609,"body":"let's"},{"speaker":"John Tyreman","startTime":1471.609,"endTime":1471.779,"body":"get"},{"speaker":"John Tyreman","startTime":1471.779,"endTime":1472.069,"body":"to"},{"speaker":"John Tyreman","startTime":1472.069,"endTime":1472.239,"body":"the"},{"speaker":"John Tyreman","startTime":1472.239,"endTime":1472.799,"body":"fourth"},{"speaker":"John Tyreman","startTime":1472.849,"endTime":1473.219,"body":"thing"},{"speaker":"John Tyreman","startTime":1473.219,"endTime":1473.479,"body":"that"},{"speaker":"John Tyreman","startTime":1473.479,"endTime":1473.679,"body":"you"},{"speaker":"John Tyreman","startTime":1473.679,"endTime":1474.239,"body":"forgot"},{"speaker":"John Tyreman","startTime":1474.249,"endTime":1474.369,"body":"to"},{"speaker":"John Tyreman","startTime":1474.369,"endTime":1474.559,"body":"do"},{"speaker":"John Tyreman","startTime":1474.559,"endTime":1474.719,"body":"in"},{"speaker":"John Tyreman","startTime":1474.719,"endTime":1475.539,"body":"Q4"},{"speaker":"John Tyreman","startTime":1475.609,"endTime":1475.729,"body":"to"},{"speaker":"John Tyreman","startTime":1475.729,"endTime":1475.969,"body":"help"},{"speaker":"John Tyreman","startTime":1475.969,"endTime":1476.299,"body":"you"},{"speaker":"John Tyreman","startTime":1476.859,"endTime":1477.669,"body":"proactively"},{"speaker":"John Tyreman","startTime":1477.669,"endTime":1478.079,"body":"plan"},{"speaker":"John Tyreman","startTime":1478.079,"endTime":1478.189,"body":"and"},{"speaker":"John Tyreman","startTime":1478.189,"endTime":1478.799,"body":"strategize"},{"speaker":"John Tyreman","startTime":1478.809,"endTime":1479.119,"body":"for"},{"speaker":"John Tyreman","startTime":1479.189,"endTime":1480.119,"body":"2025."},{"speaker":"John Tyreman","startTime":1480.409,"endTime":1480.559,"body":"And"},{"speaker":"John Tyreman","startTime":1480.559,"endTime":1480.689,"body":"that"},{"speaker":"John Tyreman","startTime":1480.699,"endTime":1480.959,"body":"is"},{"speaker":"John Tyreman","startTime":1481.069,"endTime":1481.519,"body":"talent"},{"speaker":"John Tyreman","startTime":1481.529,"endTime":1482.169,"body":"management"},{"speaker":"John Tyreman","startTime":1482.179,"endTime":1482.619,"body":"and"},{"speaker":"John Tyreman","startTime":1482.819,"endTime":1483.589,"body":"development."},{"speaker":"John Tyreman","startTime":1484.839,"endTime":1485.189,"body":"So"},{"speaker":"John Tyreman","startTime":1485.189,"endTime":1485.429,"body":"we've"},{"speaker":"John Tyreman","startTime":1485.429,"endTime":1485.629,"body":"got"},{"speaker":"John Tyreman","startTime":1485.639,"endTime":1485.929,"body":"here,"},{"speaker":"John Tyreman","startTime":1485.929,"endTime":1486.049,"body":"you"},{"speaker":"John Tyreman","startTime":1486.049,"endTime":1486.159,"body":"know,"},{"speaker":"John Tyreman","startTime":1486.169,"endTime":1486.389,"body":"build"},{"speaker":"John Tyreman","startTime":1486.389,"endTime":1486.449,"body":"a"},{"speaker":"John Tyreman","startTime":1486.449,"endTime":1486.969,"body":"plan"},{"speaker":"John Tyreman","startTime":1486.979,"endTime":1487.279,"body":"for"},{"speaker":"John Tyreman","startTime":1487.279,"endTime":1487.669,"body":"talent"},{"speaker":"John Tyreman","startTime":1487.669,"endTime":1488.339,"body":"management"},{"speaker":"John Tyreman","startTime":1488.479,"endTime":1488.709,"body":"and"},{"speaker":"John Tyreman","startTime":1488.709,"endTime":1489.179,"body":"development."},{"speaker":"John Tyreman","startTime":1489.179,"endTime":1489.329,"body":"And"},{"speaker":"John Tyreman","startTime":1489.329,"endTime":1489.429,"body":"I"},{"speaker":"John Tyreman","startTime":1489.439,"endTime":1489.629,"body":"think"},{"speaker":"John Tyreman","startTime":1489.629,"endTime":1489.819,"body":"that"},{"speaker":"John Tyreman","startTime":1489.849,"endTime":1490.019,"body":"kind"},{"speaker":"John Tyreman","startTime":1490.019,"endTime":1490.129,"body":"of"},{"speaker":"John Tyreman","startTime":1490.139,"endTime":1490.689,"body":"starts"},{"speaker":"John Tyreman","startTime":1490.689,"endTime":1490.989,"body":"with"},{"speaker":"John Tyreman","startTime":1491.019,"endTime":1491.469,"body":"looking"},{"speaker":"John Tyreman","startTime":1491.469,"endTime":1491.629,"body":"at"},{"speaker":"John Tyreman","startTime":1491.629,"endTime":1491.899,"body":"how"},{"speaker":"John Tyreman","startTime":1491.899,"endTime":1492.429,"body":"your."},{"speaker":"John Tyreman","startTime":1492.664,"endTime":1493.044,"body":"Business"},{"speaker":"John Tyreman","startTime":1493.044,"endTime":1493.614,"body":"development"},{"speaker":"John Tyreman","startTime":1493.644,"endTime":1494.344,"body":"function"},{"speaker":"John Tyreman","startTime":1494.624,"endTime":1494.794,"body":"is"},{"speaker":"John Tyreman","startTime":1494.794,"endTime":1495.474,"body":"organized."},{"speaker":"Mark Wainwright","startTime":1496.289,"endTime":1496.449,"body":"you"},{"speaker":"Mark Wainwright","startTime":1496.449,"endTime":1496.629,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1496.689,"endTime":1497.259,"body":"again,"},{"speaker":"Mark Wainwright","startTime":1497.299,"endTime":1497.549,"body":"and"},{"speaker":"Mark Wainwright","startTime":1497.549,"endTime":1498.209,"body":"again,"},{"speaker":"Mark Wainwright","startTime":1498.219,"endTime":1498.539,"body":"when"},{"speaker":"Mark Wainwright","startTime":1498.579,"endTime":1498.899,"body":"I"},{"speaker":"Mark Wainwright","startTime":1498.899,"endTime":1500.019,"body":"review"},{"speaker":"Mark Wainwright","startTime":1500.609,"endTime":1501.069,"body":"job"},{"speaker":"Mark Wainwright","startTime":1501.069,"endTime":1502.129,"body":"descriptions"},{"speaker":"Mark Wainwright","startTime":1502.359,"endTime":1503.109,"body":"for."},{"speaker":"Mark Wainwright","startTime":1503.544,"endTime":1504.084,"body":"People"},{"speaker":"Mark Wainwright","startTime":1504.164,"endTime":1504.864,"body":"who,"},{"speaker":"Mark Wainwright","startTime":1505.024,"endTime":1505.144,"body":"you"},{"speaker":"Mark Wainwright","startTime":1505.144,"endTime":1505.274,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1505.564,"endTime":1505.784,"body":"John,"},{"speaker":"Mark Wainwright","startTime":1505.784,"endTime":1505.924,"body":"we've"},{"speaker":"Mark Wainwright","startTime":1505.954,"endTime":1506.134,"body":"beat"},{"speaker":"Mark Wainwright","startTime":1506.134,"endTime":1506.244,"body":"up"},{"speaker":"Mark Wainwright","startTime":1506.244,"endTime":1506.464,"body":"job"},{"speaker":"Mark Wainwright","startTime":1506.464,"endTime":1506.934,"body":"descriptions"},{"speaker":"John Tyreman","startTime":1506.934,"endTime":1507.164,"body":"have,"},{"speaker":"John Tyreman","startTime":1507.164,"endTime":1507.254,"body":"we"},{"speaker":"John Tyreman","startTime":1507.254,"endTime":1507.374,"body":"should"},{"speaker":"John Tyreman","startTime":1507.374,"endTime":1507.484,"body":"do"},{"speaker":"John Tyreman","startTime":1507.484,"endTime":1507.574,"body":"it"},{"speaker":"John Tyreman","startTime":1507.574,"endTime":1507.974,"body":"again."},{"speaker":"Mark Wainwright","startTime":1508.524,"endTime":1508.824,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":1508.824,"endTime":1508.974,"body":"we"},{"speaker":"Mark Wainwright","startTime":1508.974,"endTime":1509.384,"body":"should,"},{"speaker":"Mark Wainwright","startTime":1509.404,"endTime":1509.554,"body":"we"},{"speaker":"Mark Wainwright","startTime":1509.554,"endTime":1509.834,"body":"should."},{"speaker":"Mark Wainwright","startTime":1509.834,"endTime":1509.944,"body":"It"},{"speaker":"Mark Wainwright","startTime":1509.944,"endTime":1510.164,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1510.184,"endTime":1510.324,"body":"it"},{"speaker":"Mark Wainwright","startTime":1510.324,"endTime":1510.464,"body":"is"},{"speaker":"Mark Wainwright","startTime":1510.484,"endTime":1511.194,"body":"evergreen,"},{"speaker":"Mark Wainwright","startTime":1511.614,"endTime":1512.034,"body":"but"},{"speaker":"Mark Wainwright","startTime":1512.084,"endTime":1512.214,"body":"you"},{"speaker":"Mark Wainwright","startTime":1512.214,"endTime":1512.314,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1512.314,"endTime":1512.754,"body":"people"},{"speaker":"Mark Wainwright","startTime":1512.764,"endTime":1513.114,"body":"who"},{"speaker":"Mark Wainwright","startTime":1513.124,"endTime":1513.524,"body":"will"},{"speaker":"Mark Wainwright","startTime":1513.534,"endTime":1513.894,"body":"have"},{"speaker":"Mark Wainwright","startTime":1513.894,"endTime":1514.204,"body":"some"},{"speaker":"Mark Wainwright","startTime":1514.204,"endTime":1514.694,"body":"amount"},{"speaker":"Mark Wainwright","startTime":1514.764,"endTime":1515.284,"body":"of"},{"speaker":"Mark Wainwright","startTime":1515.314,"endTime":1515.554,"body":"new"},{"speaker":"Mark Wainwright","startTime":1515.554,"endTime":1516.114,"body":"business"},{"speaker":"Mark Wainwright","startTime":1516.114,"endTime":1516.824,"body":"development"},{"speaker":"Mark Wainwright","startTime":1516.834,"endTime":1518.204,"body":"responsibility"},{"speaker":"Mark Wainwright","startTime":1518.604,"endTime":1518.854,"body":"in"},{"speaker":"Mark Wainwright","startTime":1518.854,"endTime":1519.184,"body":"their"},{"speaker":"Mark Wainwright","startTime":1519.204,"endTime":1519.964,"body":"job,"},{"speaker":"Mark Wainwright","startTime":1520.514,"endTime":1520.974,"body":"it's,"},{"speaker":"Mark Wainwright","startTime":1521.014,"endTime":1521.494,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1521.694,"endTime":1521.794,"body":"you"},{"speaker":"Mark Wainwright","startTime":1521.794,"endTime":1521.894,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1521.904,"endTime":1522.094,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1522.114,"endTime":1522.524,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":1522.524,"endTime":1522.674,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1522.674,"endTime":1522.774,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1522.774,"endTime":1522.884,"body":"of"},{"speaker":"Mark Wainwright","startTime":1523.014,"endTime":1523.554,"body":"casually"},{"speaker":"Mark Wainwright","startTime":1523.704,"endTime":1524.164,"body":"mentioned"},{"speaker":"Mark Wainwright","startTime":1524.164,"endTime":1524.294,"body":"or"},{"speaker":"Mark Wainwright","startTime":1524.294,"endTime":1524.564,"body":"even"},{"speaker":"Mark Wainwright","startTime":1524.564,"endTime":1524.754,"body":"just"},{"speaker":"Mark Wainwright","startTime":1524.754,"endTime":1525.544,"body":"implied"},{"speaker":"Mark Wainwright","startTime":1525.554,"endTime":1525.804,"body":"in"},{"speaker":"Mark Wainwright","startTime":1525.804,"endTime":1526.004,"body":"their"},{"speaker":"Mark Wainwright","startTime":1526.014,"endTime":1526.324,"body":"job"},{"speaker":"Mark Wainwright","startTime":1526.324,"endTime":1527.124,"body":"descriptions."},{"speaker":"Mark Wainwright","startTime":1527.454,"endTime":1527.904,"body":"And,"},{"speaker":"Mark Wainwright","startTime":1527.964,"endTime":1528.094,"body":"you"},{"speaker":"Mark Wainwright","startTime":1528.094,"endTime":1528.214,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1528.374,"endTime":1528.694,"body":"fast,"},{"speaker":"Mark Wainwright","startTime":1528.884,"endTime":1529.304,"body":"fast"},{"speaker":"Mark Wainwright","startTime":1529.314,"endTime":1530.164,"body":"forward,"},{"speaker":"Mark Wainwright","startTime":1530.694,"endTime":1531.144,"body":"whatever"},{"speaker":"Mark Wainwright","startTime":1531.344,"endTime":1531.454,"body":"you"},{"speaker":"Mark Wainwright","startTime":1531.454,"endTime":1531.704,"body":"fast"},{"speaker":"Mark Wainwright","startTime":1531.704,"endTime":1531.964,"body":"forward"},{"speaker":"Mark Wainwright","startTime":1531.974,"endTime":1532.594,"body":"years."},{"speaker":"Mark Wainwright","startTime":1533.344,"endTime":1533.484,"body":"You"},{"speaker":"Mark Wainwright","startTime":1533.484,"endTime":1533.824,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1533.894,"endTime":1534.054,"body":"and"},{"speaker":"Mark Wainwright","startTime":1534.054,"endTime":1534.134,"body":"I"},{"speaker":"Mark Wainwright","startTime":1534.134,"endTime":1534.294,"body":"can"},{"speaker":"Mark Wainwright","startTime":1534.304,"endTime":1534.564,"body":"sense"},{"speaker":"Mark Wainwright","startTime":1534.574,"endTime":1534.794,"body":"some"},{"speaker":"Mark Wainwright","startTime":1534.794,"endTime":1535.324,"body":"resistance"},{"speaker":"Mark Wainwright","startTime":1535.324,"endTime":1535.424,"body":"in"},{"speaker":"Mark Wainwright","startTime":1535.424,"endTime":1535.514,"body":"an"},{"speaker":"Mark Wainwright","startTime":1535.514,"endTime":1535.984,"body":"individual"},{"speaker":"Mark Wainwright","startTime":1535.984,"endTime":1536.124,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":1536.124,"endTime":1536.484,"body":"working"},{"speaker":"Mark Wainwright","startTime":1536.484,"endTime":1536.844,"body":"with"},{"speaker":"Mark Wainwright","startTime":1537.244,"endTime":1537.594,"body":"about"},{"speaker":"Mark Wainwright","startTime":1537.594,"endTime":1537.794,"body":"this"},{"speaker":"Mark Wainwright","startTime":1537.794,"endTime":1537.954,"body":"whole"},{"speaker":"Mark Wainwright","startTime":1537.954,"endTime":1538.104,"body":"new"},{"speaker":"Mark Wainwright","startTime":1538.104,"endTime":1538.534,"body":"business"},{"speaker":"Mark Wainwright","startTime":1538.534,"endTime":1538.864,"body":"thing."},{"speaker":"Mark Wainwright","startTime":1539.054,"endTime":1539.204,"body":"You"},{"speaker":"Mark Wainwright","startTime":1539.204,"endTime":1539.404,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1539.424,"endTime":1539.654,"body":"they're,"},{"speaker":"Mark Wainwright","startTime":1539.674,"endTime":1539.834,"body":"they"},{"speaker":"Mark Wainwright","startTime":1539.834,"endTime":1539.974,"body":"just"},{"speaker":"Mark Wainwright","startTime":1539.974,"endTime":1540.154,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1540.154,"endTime":1540.264,"body":"know"},{"speaker":"Mark Wainwright","startTime":1540.264,"endTime":1540.464,"body":"what's"},{"speaker":"Mark Wainwright","startTime":1540.464,"endTime":1540.734,"body":"going"},{"speaker":"Mark Wainwright","startTime":1540.734,"endTime":1540.944,"body":"on."},{"speaker":"Mark Wainwright","startTime":1540.944,"endTime":1540.954,"body":"I"},{"speaker":"Mark Wainwright","startTime":1540.954,"endTime":1541.144,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1541.144,"endTime":1541.324,"body":"see"},{"speaker":"Mark Wainwright","startTime":1541.324,"endTime":1541.484,"body":"any"},{"speaker":"Mark Wainwright","startTime":1541.484,"endTime":1541.644,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1541.644,"endTime":1541.834,"body":"of"},{"speaker":"Mark Wainwright","startTime":1542.284,"endTime":1542.484,"body":"good"},{"speaker":"Mark Wainwright","startTime":1542.484,"endTime":1542.934,"body":"activity,"},{"speaker":"Mark Wainwright","startTime":1542.934,"endTime":1543.084,"body":"good"},{"speaker":"Mark Wainwright","startTime":1543.084,"endTime":1543.604,"body":"motivation,"},{"speaker":"Mark Wainwright","startTime":1543.604,"endTime":1543.894,"body":"whatever"},{"speaker":"Mark Wainwright","startTime":1543.894,"endTime":1544.014,"body":"else."},{"speaker":"Mark Wainwright","startTime":1544.014,"endTime":1544.134,"body":"And"},{"speaker":"Mark Wainwright","startTime":1544.134,"endTime":1544.194,"body":"I"},{"speaker":"Mark Wainwright","startTime":1544.194,"endTime":1544.414,"body":"say,"},{"speaker":"Mark Wainwright","startTime":1544.844,"endTime":1545.024,"body":"what's"},{"speaker":"Mark Wainwright","startTime":1545.024,"endTime":1545.254,"body":"going"},{"speaker":"Mark Wainwright","startTime":1545.254,"endTime":1545.424,"body":"on"},{"speaker":"Mark Wainwright","startTime":1545.424,"endTime":1545.684,"body":"here?"},{"speaker":"Mark Wainwright","startTime":1545.684,"endTime":1545.894,"body":"What"},{"speaker":"Mark Wainwright","startTime":1545.934,"endTime":1546.284,"body":"what's,"},{"speaker":"Mark Wainwright","startTime":1546.704,"endTime":1546.844,"body":"you"},{"speaker":"Mark Wainwright","startTime":1546.844,"endTime":1546.984,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1547.004,"endTime":1547.214,"body":"and"},{"speaker":"Mark Wainwright","startTime":1547.214,"endTime":1547.344,"body":"their"},{"speaker":"Mark Wainwright","startTime":1547.344,"endTime":1547.734,"body":"default"},{"speaker":"Mark Wainwright","startTime":1547.734,"endTime":1548.124,"body":"position"},{"speaker":"Mark Wainwright","startTime":1548.124,"endTime":1548.264,"body":"is"},{"speaker":"Mark Wainwright","startTime":1548.264,"endTime":1548.554,"body":"always,"},{"speaker":"Mark Wainwright","startTime":1548.554,"endTime":1548.714,"body":"look,"},{"speaker":"Mark Wainwright","startTime":1548.734,"endTime":1548.974,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1548.974,"endTime":1549.174,"body":"not"},{"speaker":"Mark Wainwright","startTime":1549.174,"endTime":1549.314,"body":"what"},{"speaker":"Mark Wainwright","startTime":1549.314,"endTime":1549.424,"body":"I"},{"speaker":"Mark Wainwright","startTime":1549.434,"endTime":1549.614,"body":"was"},{"speaker":"Mark Wainwright","startTime":1549.614,"endTime":1549.914,"body":"hired"},{"speaker":"Mark Wainwright","startTime":1549.964,"endTime":1550.074,"body":"to"},{"speaker":"Mark Wainwright","startTime":1550.074,"endTime":1550.434,"body":"do."},{"speaker":"Mark Wainwright","startTime":1551.654,"endTime":1552.164,"body":"So,"},{"speaker":"Mark Wainwright","startTime":1552.374,"endTime":1552.514,"body":"you"},{"speaker":"Mark Wainwright","startTime":1552.514,"endTime":1552.684,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1552.834,"endTime":1553.054,"body":"the"},{"speaker":"Mark Wainwright","startTime":1553.064,"endTime":1553.434,"body":"best"},{"speaker":"Mark Wainwright","startTime":1553.444,"endTime":1553.904,"body":"time"},{"speaker":"Mark Wainwright","startTime":1553.904,"endTime":1554.234,"body":"to"},{"speaker":"Mark Wainwright","startTime":1554.414,"endTime":1555.304,"body":"rethink"},{"speaker":"Mark Wainwright","startTime":1555.694,"endTime":1555.974,"body":"uh,"},{"speaker":"Mark Wainwright","startTime":1555.984,"endTime":1557.004,"body":"rework"},{"speaker":"Mark Wainwright","startTime":1557.394,"endTime":1557.814,"body":"job"},{"speaker":"Mark Wainwright","startTime":1557.814,"endTime":1558.574,"body":"descriptions"},{"speaker":"Mark Wainwright","startTime":1558.574,"endTime":1558.714,"body":"and"},{"speaker":"Mark Wainwright","startTime":1558.724,"endTime":1559.224,"body":"have"},{"speaker":"Mark Wainwright","startTime":1559.224,"endTime":1559.464,"body":"them"},{"speaker":"Mark Wainwright","startTime":1559.464,"endTime":1559.674,"body":"be"},{"speaker":"Mark Wainwright","startTime":1559.674,"endTime":1559.984,"body":"more"},{"speaker":"Mark Wainwright","startTime":1559.984,"endTime":1560.934,"body":"explicit"},{"speaker":"Mark Wainwright","startTime":1561.014,"endTime":1561.974,"body":"about"},{"speaker":"Mark Wainwright","startTime":1562.474,"endTime":1562.634,"body":"all"},{"speaker":"Mark Wainwright","startTime":1562.634,"endTime":1562.804,"body":"this"},{"speaker":"Mark Wainwright","startTime":1562.804,"endTime":1562.914,"body":"new"},{"speaker":"Mark Wainwright","startTime":1562.914,"endTime":1563.374,"body":"business"},{"speaker":"Mark Wainwright","startTime":1563.374,"endTime":1563.754,"body":"stuff,"},{"speaker":"Mark Wainwright","startTime":1563.764,"endTime":1564.074,"body":"about"},{"speaker":"Mark Wainwright","startTime":1564.074,"endTime":1564.454,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":1564.454,"endTime":1565.534,"body":"responsibilities,"},{"speaker":"Mark Wainwright","startTime":1565.584,"endTime":1565.974,"body":"about"},{"speaker":"Mark Wainwright","startTime":1565.974,"endTime":1566.344,"body":"sales"},{"speaker":"Mark Wainwright","startTime":1566.344,"endTime":1567.154,"body":"responsibilities,"},{"speaker":"Mark Wainwright","startTime":1567.154,"endTime":1567.374,"body":"about"},{"speaker":"Mark Wainwright","startTime":1567.374,"endTime":1567.754,"body":"revenue"},{"speaker":"Mark Wainwright","startTime":1567.764,"endTime":1568.544,"body":"responsibilities,"},{"speaker":"Mark Wainwright","startTime":1568.664,"endTime":1568.784,"body":"the"},{"speaker":"Mark Wainwright","startTime":1568.784,"endTime":1569.014,"body":"best"},{"speaker":"Mark Wainwright","startTime":1569.024,"endTime":1569.224,"body":"time"},{"speaker":"Mark Wainwright","startTime":1569.224,"endTime":1569.334,"body":"to"},{"speaker":"Mark Wainwright","startTime":1569.334,"endTime":1569.524,"body":"do"},{"speaker":"Mark Wainwright","startTime":1569.524,"endTime":1569.814,"body":"that"},{"speaker":"Mark Wainwright","startTime":1570.034,"endTime":1570.354,"body":"was"},{"speaker":"Mark Wainwright","startTime":1570.354,"endTime":1570.634,"body":"last"},{"speaker":"Mark Wainwright","startTime":1570.674,"endTime":1571.004,"body":"quarter."},{"speaker":"John Tyreman","startTime":1571.251,"endTime":1571.521,"body":"Yep,"},{"speaker":"John Tyreman","startTime":1571.721,"endTime":1571.791,"body":"a"},{"speaker":"John Tyreman","startTime":1571.791,"endTime":1572.031,"body":"hundred"},{"speaker":"John Tyreman","startTime":1572.031,"endTime":1572.341,"body":"percent."},{"speaker":"John Tyreman","startTime":1572.361,"endTime":1572.611,"body":"And"},{"speaker":"John Tyreman","startTime":1572.611,"endTime":1572.811,"body":"we've"},{"speaker":"John Tyreman","startTime":1572.811,"endTime":1573.041,"body":"got"},{"speaker":"John Tyreman","startTime":1573.051,"endTime":1573.201,"body":"an"},{"speaker":"John Tyreman","startTime":1573.201,"endTime":1573.921,"body":"episode"},{"speaker":"John Tyreman","startTime":1574.001,"endTime":1574.431,"body":"coming"},{"speaker":"John Tyreman","startTime":1574.431,"endTime":1574.671,"body":"out"},{"speaker":"John Tyreman","startTime":1574.691,"endTime":1574.851,"body":"in"},{"speaker":"John Tyreman","startTime":1574.851,"endTime":1574.921,"body":"a"},{"speaker":"John Tyreman","startTime":1574.921,"endTime":1575.211,"body":"few"},{"speaker":"John Tyreman","startTime":1575.211,"endTime":1575.641,"body":"weeks"},{"speaker":"John Tyreman","startTime":1575.641,"endTime":1576.231,"body":"around,"},{"speaker":"John Tyreman","startTime":1576.511,"endTime":1576.591,"body":"you"},{"speaker":"John Tyreman","startTime":1576.591,"endTime":1576.681,"body":"know,"},{"speaker":"John Tyreman","startTime":1576.681,"endTime":1576.861,"body":"how"},{"speaker":"John Tyreman","startTime":1576.861,"endTime":1576.951,"body":"to"},{"speaker":"John Tyreman","startTime":1576.951,"endTime":1577.131,"body":"be"},{"speaker":"John Tyreman","startTime":1577.131,"endTime":1577.741,"body":"accountable"},{"speaker":"John Tyreman","startTime":1577.741,"endTime":1577.911,"body":"when"},{"speaker":"John Tyreman","startTime":1577.911,"endTime":1578.081,"body":"you"},{"speaker":"John Tyreman","startTime":1578.081,"endTime":1578.541,"body":"lose."},{"speaker":"John Tyreman","startTime":1578.541,"endTime":1578.761,"body":"And"},{"speaker":"John Tyreman","startTime":1578.761,"endTime":1578.961,"body":"that,"},{"speaker":"John Tyreman","startTime":1578.961,"endTime":1579.041,"body":"I"},{"speaker":"John Tyreman","startTime":1579.051,"endTime":1579.251,"body":"think"},{"speaker":"John Tyreman","startTime":1579.251,"endTime":1579.361,"body":"that"},{"speaker":"John Tyreman","startTime":1579.361,"endTime":1579.521,"body":"there's"},{"speaker":"John Tyreman","startTime":1579.521,"endTime":1579.571,"body":"a"},{"speaker":"John Tyreman","startTime":1579.571,"endTime":1579.731,"body":"lot"},{"speaker":"John Tyreman","startTime":1579.731,"endTime":1579.901,"body":"of"},{"speaker":"John Tyreman","startTime":1580.361,"endTime":1581.021,"body":"similarities"},{"speaker":"John Tyreman","startTime":1581.021,"endTime":1581.131,"body":"that"},{"speaker":"John Tyreman","startTime":1581.131,"endTime":1581.271,"body":"we"},{"speaker":"John Tyreman","startTime":1581.271,"endTime":1581.451,"body":"can"},{"speaker":"John Tyreman","startTime":1581.451,"endTime":1581.841,"body":"point"},{"speaker":"John Tyreman","startTime":1581.851,"endTime":1582.311,"body":"to"},{"speaker":"John Tyreman","startTime":1582.681,"endTime":1583.141,"body":"here"},{"speaker":"John Tyreman","startTime":1583.531,"endTime":1584.011,"body":"because"},{"speaker":"John Tyreman","startTime":1584.411,"endTime":1584.641,"body":"you"},{"speaker":"John Tyreman","startTime":1584.641,"endTime":1584.931,"body":"want"},{"speaker":"John Tyreman","startTime":1584.941,"endTime":1585.181,"body":"your"},{"speaker":"John Tyreman","startTime":1585.191,"endTime":1585.471,"body":"talent."},{"speaker":"John Tyreman","startTime":1585.481,"endTime":1585.631,"body":"You"},{"speaker":"John Tyreman","startTime":1585.631,"endTime":1585.821,"body":"want"},{"speaker":"John Tyreman","startTime":1585.821,"endTime":1585.921,"body":"the"},{"speaker":"John Tyreman","startTime":1585.931,"endTime":1586.231,"body":"people"},{"speaker":"John Tyreman","startTime":1586.231,"endTime":1586.561,"body":"within"},{"speaker":"John Tyreman","startTime":1586.571,"endTime":1586.771,"body":"your"},{"speaker":"John Tyreman","startTime":1586.771,"endTime":1587.711,"body":"organization"},{"speaker":"John Tyreman","startTime":1587.721,"endTime":1587.881,"body":"to"},{"speaker":"John Tyreman","startTime":1587.891,"endTime":1588.051,"body":"be"},{"speaker":"John Tyreman","startTime":1588.051,"endTime":1588.801,"body":"continually"},{"speaker":"John Tyreman","startTime":1588.801,"endTime":1589.141,"body":"learning"},{"speaker":"John Tyreman","startTime":1589.141,"endTime":1589.291,"body":"and"},{"speaker":"John Tyreman","startTime":1589.291,"endTime":1589.751,"body":"growing,"},{"speaker":"John Tyreman","startTime":1589.761,"endTime":1590.291,"body":"because"},{"speaker":"John Tyreman","startTime":1590.831,"endTime":1591.571,"body":"especially"},{"speaker":"John Tyreman","startTime":1591.571,"endTime":1591.691,"body":"in"},{"speaker":"John Tyreman","startTime":1591.691,"endTime":1592.271,"body":"professional"},{"speaker":"John Tyreman","startTime":1592.271,"endTime":1592.841,"body":"services,"},{"speaker":"John Tyreman","startTime":1592.841,"endTime":1593.061,"body":"these"},{"speaker":"John Tyreman","startTime":1593.061,"endTime":1593.161,"body":"are"},{"speaker":"John Tyreman","startTime":1593.171,"endTime":1593.511,"body":"people"},{"speaker":"John Tyreman","startTime":1593.521,"endTime":1593.961,"body":"focused"},{"speaker":"John Tyreman","startTime":1593.961,"endTime":1594.351,"body":"business,"},{"speaker":"John Tyreman","startTime":1594.351,"endTime":1594.651,"body":"people"},{"speaker":"John Tyreman","startTime":1594.661,"endTime":1595.201,"body":"oriented"},{"speaker":"John Tyreman","startTime":1595.211,"endTime":1595.991,"body":"businesses."},{"speaker":"John Tyreman","startTime":1596.381,"endTime":1596.881,"body":"And"},{"speaker":"John Tyreman","startTime":1597.481,"endTime":1597.711,"body":"if"},{"speaker":"John Tyreman","startTime":1597.711,"endTime":1597.901,"body":"your"},{"speaker":"John Tyreman","startTime":1597.921,"endTime":1598.311,"body":"people"},{"speaker":"John Tyreman","startTime":1598.311,"endTime":1598.471,"body":"are"},{"speaker":"John Tyreman","startTime":1598.471,"endTime":1598.901,"body":"learning"},{"speaker":"John Tyreman","startTime":1598.901,"endTime":1599.081,"body":"and"},{"speaker":"John Tyreman","startTime":1599.081,"endTime":1599.731,"body":"growing,"},{"speaker":"John Tyreman","startTime":1599.851,"endTime":1600.021,"body":"then"},{"speaker":"John Tyreman","startTime":1600.021,"endTime":1600.131,"body":"your"},{"speaker":"John Tyreman","startTime":1600.131,"endTime":1600.931,"body":"organization"},{"speaker":"John Tyreman","startTime":1600.931,"endTime":1601.131,"body":"is"},{"speaker":"John Tyreman","startTime":1601.131,"endTime":1601.601,"body":"learning"},{"speaker":"John Tyreman","startTime":1601.651,"endTime":1601.831,"body":"and"},{"speaker":"John Tyreman","startTime":1601.831,"endTime":1602.331,"body":"growing"},{"speaker":"John Tyreman","startTime":1602.401,"endTime":1602.551,"body":"and"},{"speaker":"John Tyreman","startTime":1602.551,"endTime":1602.631,"body":"you"},{"speaker":"John Tyreman","startTime":1602.631,"endTime":1602.851,"body":"really"},{"speaker":"John Tyreman","startTime":1602.851,"endTime":1603.001,"body":"need"},{"speaker":"John Tyreman","startTime":1603.001,"endTime":1603.021,"body":"to"},{"speaker":"John Tyreman","startTime":1603.031,"endTime":1603.231,"body":"have"},{"speaker":"John Tyreman","startTime":1603.231,"endTime":1603.281,"body":"a"},{"speaker":"John Tyreman","startTime":1603.281,"endTime":1603.821,"body":"plan"},{"speaker":"John Tyreman","startTime":1604.441,"endTime":1604.571,"body":"to"},{"speaker":"John Tyreman","startTime":1604.581,"endTime":1604.731,"body":"be"},{"speaker":"John Tyreman","startTime":1604.731,"endTime":1604.911,"body":"able"},{"speaker":"John Tyreman","startTime":1604.911,"endTime":1605.191,"body":"to"},{"speaker":"John Tyreman","startTime":1605.341,"endTime":1605.481,"body":"kind"},{"speaker":"John Tyreman","startTime":1605.481,"endTime":1605.541,"body":"of"},{"speaker":"John Tyreman","startTime":1605.581,"endTime":1605.951,"body":"create"},{"speaker":"John Tyreman","startTime":1605.961,"endTime":1606.061,"body":"a"},{"speaker":"John Tyreman","startTime":1606.061,"endTime":1606.531,"body":"cultural"},{"speaker":"John Tyreman","startTime":1606.531,"endTime":1607.351,"body":"environment"},{"speaker":"John Tyreman","startTime":1607.621,"endTime":1607.811,"body":"and"},{"speaker":"John Tyreman","startTime":1607.811,"endTime":1608.441,"body":"invest"},{"speaker":"John Tyreman","startTime":1608.451,"endTime":1608.631,"body":"in"},{"speaker":"John Tyreman","startTime":1608.631,"endTime":1608.791,"body":"that"},{"speaker":"John Tyreman","startTime":1608.791,"endTime":1609.031,"body":"learning"},{"speaker":"John Tyreman","startTime":1609.031,"endTime":1609.141,"body":"and"},{"speaker":"John Tyreman","startTime":1609.141,"endTime":1609.511,"body":"growth."},{"speaker":"Mark Wainwright","startTime":1610.071,"endTime":1610.261,"body":"I"},{"speaker":"Mark Wainwright","startTime":1610.261,"endTime":1610.771,"body":"mentioned"},{"speaker":"Mark Wainwright","startTime":1610.871,"endTime":1611.481,"body":"earlier"},{"speaker":"Mark Wainwright","startTime":1611.491,"endTime":1612.001,"body":"that"},{"speaker":"Mark Wainwright","startTime":1612.461,"endTime":1612.801,"body":"the,"},{"speaker":"Mark Wainwright","startTime":1612.871,"endTime":1613.081,"body":"the,"},{"speaker":"Mark Wainwright","startTime":1613.141,"endTime":1613.291,"body":"the"},{"speaker":"Mark Wainwright","startTime":1613.291,"endTime":1614.271,"body":"language"},{"speaker":"Mark Wainwright","startTime":1614.651,"endTime":1615.101,"body":"for"},{"speaker":"Mark Wainwright","startTime":1615.111,"endTime":1615.691,"body":"those"},{"speaker":"Mark Wainwright","startTime":1615.701,"endTime":1616.201,"body":"senior."},{"speaker":"Mark Wainwright","startTime":1616.966,"endTime":1617.806,"body":"Positions,"},{"speaker":"Mark Wainwright","startTime":1618.196,"endTime":1618.326,"body":"you"},{"speaker":"Mark Wainwright","startTime":1618.326,"endTime":1618.446,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1618.486,"endTime":1618.996,"body":"around"},{"speaker":"Mark Wainwright","startTime":1619.496,"endTime":1619.876,"body":"sales,"},{"speaker":"Mark Wainwright","startTime":1619.876,"endTime":1620.006,"body":"new"},{"speaker":"Mark Wainwright","startTime":1620.006,"endTime":1620.296,"body":"business"},{"speaker":"Mark Wainwright","startTime":1620.296,"endTime":1620.766,"body":"development,"},{"speaker":"Mark Wainwright","startTime":1620.856,"endTime":1620.976,"body":"you"},{"speaker":"Mark Wainwright","startTime":1620.976,"endTime":1621.086,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1621.086,"endTime":1621.206,"body":"that"},{"speaker":"Mark Wainwright","startTime":1621.206,"endTime":1621.296,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1621.296,"endTime":1621.376,"body":"of"},{"speaker":"Mark Wainwright","startTime":1621.376,"endTime":1621.566,"body":"stuff,"},{"speaker":"Mark Wainwright","startTime":1621.566,"endTime":1621.806,"body":"that"},{"speaker":"Mark Wainwright","startTime":1621.846,"endTime":1622.306,"body":"language"},{"speaker":"Mark Wainwright","startTime":1622.306,"endTime":1622.456,"body":"is"},{"speaker":"Mark Wainwright","startTime":1622.456,"endTime":1622.856,"body":"often"},{"speaker":"Mark Wainwright","startTime":1622.866,"endTime":1623.466,"body":"missing."},{"speaker":"Mark Wainwright","startTime":1624.576,"endTime":1624.786,"body":"I'd"},{"speaker":"Mark Wainwright","startTime":1624.786,"endTime":1625.156,"body":"even"},{"speaker":"Mark Wainwright","startTime":1625.356,"endTime":1625.716,"body":"say"},{"speaker":"Mark Wainwright","startTime":1625.716,"endTime":1625.886,"body":"that"},{"speaker":"Mark Wainwright","startTime":1625.896,"endTime":1626.226,"body":"that"},{"speaker":"Mark Wainwright","startTime":1626.226,"endTime":1626.486,"body":"needs"},{"speaker":"Mark Wainwright","startTime":1626.486,"endTime":1626.596,"body":"to"},{"speaker":"Mark Wainwright","startTime":1626.596,"endTime":1626.736,"body":"be"},{"speaker":"Mark Wainwright","startTime":1626.736,"endTime":1627.596,"body":"introduced"},{"speaker":"Mark Wainwright","startTime":1627.996,"endTime":1628.496,"body":"early,"},{"speaker":"Mark Wainwright","startTime":1628.776,"endTime":1628.906,"body":"you"},{"speaker":"Mark Wainwright","startTime":1628.906,"endTime":1629.056,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1629.106,"endTime":1629.706,"body":"into"},{"speaker":"Mark Wainwright","startTime":1629.716,"endTime":1630.266,"body":"the"},{"speaker":"Mark Wainwright","startTime":1630.956,"endTime":1631.566,"body":"junior"},{"speaker":"Mark Wainwright","startTime":1631.766,"endTime":1632.336,"body":"positions,"},{"speaker":"Mark Wainwright","startTime":1632.336,"endTime":1632.446,"body":"you"},{"speaker":"Mark Wainwright","startTime":1632.446,"endTime":1632.666,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1633.006,"endTime":1633.406,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":1633.406,"endTime":1633.656,"body":"you're"},{"speaker":"Mark Wainwright","startTime":1633.666,"endTime":1633.946,"body":"just"},{"speaker":"Mark Wainwright","startTime":1633.966,"endTime":1634.176,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1634.176,"endTime":1634.316,"body":"of"},{"speaker":"Mark Wainwright","startTime":1634.316,"endTime":1634.756,"body":"hinting"},{"speaker":"Mark Wainwright","startTime":1634.756,"endTime":1634.946,"body":"at"},{"speaker":"Mark Wainwright","startTime":1634.946,"endTime":1635.136,"body":"it,"},{"speaker":"Mark Wainwright","startTime":1635.166,"endTime":1635.506,"body":"but"},{"speaker":"Mark Wainwright","startTime":1635.746,"endTime":1635.996,"body":"you"},{"speaker":"Mark Wainwright","startTime":1635.996,"endTime":1636.136,"body":"are"},{"speaker":"Mark Wainwright","startTime":1636.136,"endTime":1636.826,"body":"showing"},{"speaker":"Mark Wainwright","startTime":1636.826,"endTime":1637.136,"body":"them"},{"speaker":"Mark Wainwright","startTime":1637.136,"endTime":1637.346,"body":"a"},{"speaker":"Mark Wainwright","startTime":1637.416,"endTime":1638.316,"body":"pathway"},{"speaker":"Mark Wainwright","startTime":1638.776,"endTime":1639.096,"body":"for"},{"speaker":"Mark Wainwright","startTime":1639.096,"endTime":1639.796,"body":"growth"},{"speaker":"Mark Wainwright","startTime":1640.036,"endTime":1640.466,"body":"that"},{"speaker":"Mark Wainwright","startTime":1640.586,"endTime":1641.196,"body":"starts"},{"speaker":"Mark Wainwright","startTime":1641.196,"endTime":1641.646,"body":"with"},{"speaker":"Mark Wainwright","startTime":1641.986,"endTime":1643.216,"body":"opportunity."},{"speaker":"Mark Wainwright","startTime":1643.886,"endTime":1644.096,"body":"And"},{"speaker":"Mark Wainwright","startTime":1644.096,"endTime":1644.576,"body":"eventually"},{"speaker":"Mark Wainwright","startTime":1644.576,"endTime":1645.076,"body":"walks"},{"speaker":"Mark Wainwright","startTime":1645.076,"endTime":1645.276,"body":"its"},{"speaker":"Mark Wainwright","startTime":1645.286,"endTime":1645.856,"body":"way"},{"speaker":"Mark Wainwright","startTime":1645.886,"endTime":1646.496,"body":"to"},{"speaker":"Mark Wainwright","startTime":1646.706,"endTime":1647.426,"body":"responsibility"},{"speaker":"Mark Wainwright","startTime":1647.426,"endTime":1647.496,"body":"and"},{"speaker":"Mark Wainwright","startTime":1647.496,"endTime":1648.316,"body":"accountability,"},{"speaker":"Mark Wainwright","startTime":1648.316,"endTime":1648.666,"body":"but"},{"speaker":"Mark Wainwright","startTime":1649.016,"endTime":1649.316,"body":"just"},{"speaker":"Mark Wainwright","startTime":1649.326,"endTime":1650.006,"body":"presenting"},{"speaker":"Mark Wainwright","startTime":1650.006,"endTime":1650.136,"body":"the"},{"speaker":"Mark Wainwright","startTime":1650.136,"endTime":1650.986,"body":"opportunity"},{"speaker":"Mark Wainwright","startTime":1650.996,"endTime":1651.246,"body":"for"},{"speaker":"Mark Wainwright","startTime":1651.246,"endTime":1651.686,"body":"younger"},{"speaker":"Mark Wainwright","startTime":1651.686,"endTime":1651.806,"body":"and"},{"speaker":"Mark Wainwright","startTime":1651.806,"endTime":1652.136,"body":"younger"},{"speaker":"Mark Wainwright","startTime":1652.136,"endTime":1652.386,"body":"team"},{"speaker":"Mark Wainwright","startTime":1652.396,"endTime":1652.886,"body":"members"},{"speaker":"Mark Wainwright","startTime":1653.256,"endTime":1653.466,"body":"to"},{"speaker":"Mark Wainwright","startTime":1653.466,"endTime":1653.616,"body":"be"},{"speaker":"Mark Wainwright","startTime":1653.616,"endTime":1654.396,"body":"involved"},{"speaker":"Mark Wainwright","startTime":1654.406,"endTime":1654.786,"body":"in"},{"speaker":"Mark Wainwright","startTime":1654.786,"endTime":1655.016,"body":"and"},{"speaker":"Mark Wainwright","startTime":1655.016,"endTime":1655.286,"body":"to"},{"speaker":"Mark Wainwright","startTime":1655.386,"endTime":1655.896,"body":"touch"},{"speaker":"Mark Wainwright","startTime":1656.186,"endTime":1656.786,"body":"this"},{"speaker":"Mark Wainwright","startTime":1657.426,"endTime":1657.886,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":1657.886,"endTime":1658.326,"body":"sales,"},{"speaker":"Mark Wainwright","startTime":1658.326,"endTime":1658.446,"body":"new"},{"speaker":"Mark Wainwright","startTime":1658.446,"endTime":1659.016,"body":"business"},{"speaker":"Mark Wainwright","startTime":1659.026,"endTime":1659.606,"body":"stuff,"},{"speaker":"Mark Wainwright","startTime":1659.886,"endTime":1660.016,"body":"you"},{"speaker":"Mark Wainwright","startTime":1660.016,"endTime":1660.126,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1660.126,"endTime":1660.376,"body":"sets"},{"speaker":"Mark Wainwright","startTime":1660.376,"endTime":1660.426,"body":"a"},{"speaker":"Mark Wainwright","startTime":1660.426,"endTime":1660.916,"body":"precedent"},{"speaker":"Mark Wainwright","startTime":1660.956,"endTime":1661.156,"body":"that"},{"speaker":"Mark Wainwright","startTime":1661.186,"endTime":1661.396,"body":"this"},{"speaker":"Mark Wainwright","startTime":1661.396,"endTime":1661.606,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1661.686,"endTime":1661.826,"body":"this"},{"speaker":"Mark Wainwright","startTime":1661.836,"endTime":1661.996,"body":"is"},{"speaker":"Mark Wainwright","startTime":1662.046,"endTime":1662.756,"body":"culturally"},{"speaker":"Mark Wainwright","startTime":1662.756,"endTime":1663.296,"body":"important"},{"speaker":"Mark Wainwright","startTime":1663.306,"endTime":1663.526,"body":"for"},{"speaker":"Mark Wainwright","startTime":1663.526,"endTime":1663.726,"body":"our"},{"speaker":"Mark Wainwright","startTime":1663.776,"endTime":1664.666,"body":"organization"},{"speaker":"Mark Wainwright","startTime":1665.216,"endTime":1665.896,"body":"to"},{"speaker":"Mark Wainwright","startTime":1666.136,"endTime":1666.536,"body":"start"},{"speaker":"Mark Wainwright","startTime":1666.536,"endTime":1666.946,"body":"early."},{"speaker":"Mark Wainwright","startTime":1667.786,"endTime":1668.396,"body":"Constantly"},{"speaker":"Mark Wainwright","startTime":1668.396,"endTime":1668.746,"body":"present"},{"speaker":"Mark Wainwright","startTime":1668.746,"endTime":1669.306,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":1669.316,"endTime":1669.446,"body":"for"},{"speaker":"Mark Wainwright","startTime":1669.446,"endTime":1669.976,"body":"growth"},{"speaker":"Mark Wainwright","startTime":1670.026,"endTime":1670.296,"body":"and"},{"speaker":"Mark Wainwright","startTime":1670.296,"endTime":1670.486,"body":"then"},{"speaker":"Mark Wainwright","startTime":1670.496,"endTime":1671.396,"body":"ultimately,"},{"speaker":"Mark Wainwright","startTime":1671.816,"endTime":1671.986,"body":"you"},{"speaker":"Mark Wainwright","startTime":1671.986,"endTime":1672.186,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1672.326,"endTime":1672.666,"body":"have"},{"speaker":"Mark Wainwright","startTime":1672.706,"endTime":1673.526,"body":"individuals"},{"speaker":"Mark Wainwright","startTime":1673.526,"endTime":1673.706,"body":"who"},{"speaker":"Mark Wainwright","startTime":1673.706,"endTime":1673.866,"body":"are"},{"speaker":"Mark Wainwright","startTime":1673.866,"endTime":1674.356,"body":"stepping"},{"speaker":"Mark Wainwright","startTime":1674.356,"endTime":1674.916,"body":"forward"},{"speaker":"Mark Wainwright","startTime":1674.916,"endTime":1675.086,"body":"and"},{"speaker":"Mark Wainwright","startTime":1675.086,"endTime":1675.256,"body":"who"},{"speaker":"Mark Wainwright","startTime":1675.256,"endTime":1675.486,"body":"are"},{"speaker":"Mark Wainwright","startTime":1675.486,"endTime":1676.266,"body":"responsible"},{"speaker":"Mark Wainwright","startTime":1676.266,"endTime":1676.336,"body":"and"},{"speaker":"Mark Wainwright","startTime":1676.336,"endTime":1677.006,"body":"accountable"},{"speaker":"Mark Wainwright","startTime":1677.046,"endTime":1677.226,"body":"and"},{"speaker":"Mark Wainwright","startTime":1677.226,"endTime":1677.756,"body":"welcome,"},{"speaker":"Mark Wainwright","startTime":1678.436,"endTime":1678.606,"body":"you"},{"speaker":"Mark Wainwright","startTime":1678.606,"endTime":1678.776,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1678.796,"endTime":1679.196,"body":"the,"},{"speaker":"Mark Wainwright","startTime":1679.326,"endTime":1679.676,"body":"the,"},{"speaker":"Mark Wainwright","startTime":1679.716,"endTime":1680.126,"body":"all"},{"speaker":"Mark Wainwright","startTime":1680.126,"endTime":1680.236,"body":"the"},{"speaker":"Mark Wainwright","startTime":1680.236,"endTime":1680.486,"body":"hard"},{"speaker":"Mark Wainwright","startTime":1680.486,"endTime":1680.696,"body":"work"},{"speaker":"Mark Wainwright","startTime":1680.696,"endTime":1680.846,"body":"that"},{"speaker":"Mark Wainwright","startTime":1680.846,"endTime":1681.056,"body":"comes"},{"speaker":"Mark Wainwright","startTime":1681.056,"endTime":1681.416,"body":"along"},{"speaker":"Mark Wainwright","startTime":1681.416,"endTime":1681.696,"body":"with."},{"speaker":"Mark Wainwright","startTime":1682.281,"endTime":1682.671,"body":"Sales"},{"speaker":"Mark Wainwright","startTime":1682.671,"endTime":1682.781,"body":"and"},{"speaker":"Mark Wainwright","startTime":1682.781,"endTime":1682.891,"body":"new"},{"speaker":"Mark Wainwright","startTime":1682.891,"endTime":1683.331,"body":"business,"},{"speaker":"John Tyreman","startTime":1684.951,"endTime":1685.061,"body":"I"},{"speaker":"John Tyreman","startTime":1685.061,"endTime":1685.381,"body":"agree."},{"speaker":"John Tyreman","startTime":1685.381,"endTime":1685.471,"body":"And"},{"speaker":"John Tyreman","startTime":1685.471,"endTime":1685.631,"body":"we've"},{"speaker":"John Tyreman","startTime":1685.641,"endTime":1685.901,"body":"talked"},{"speaker":"John Tyreman","startTime":1685.901,"endTime":1686.241,"body":"about"},{"speaker":"John Tyreman","startTime":1686.241,"endTime":1686.491,"body":"that"},{"speaker":"John Tyreman","startTime":1686.491,"endTime":1687.131,"body":"before."},{"speaker":"John Tyreman","startTime":1687.441,"endTime":1687.521,"body":"I"},{"speaker":"John Tyreman","startTime":1687.521,"endTime":1687.881,"body":"believe"},{"speaker":"John Tyreman","startTime":1687.881,"endTime":1688.001,"body":"it"},{"speaker":"John Tyreman","startTime":1688.001,"endTime":1688.191,"body":"was"},{"speaker":"John Tyreman","startTime":1688.201,"endTime":1688.821,"body":"mastering"},{"speaker":"John Tyreman","startTime":1688.831,"endTime":1689.131,"body":"biz"},{"speaker":"John Tyreman","startTime":1689.131,"endTime":1689.361,"body":"dev"},{"speaker":"John Tyreman","startTime":1689.361,"endTime":1689.481,"body":"in"},{"speaker":"John Tyreman","startTime":1689.481,"endTime":1689.671,"body":"your"},{"speaker":"John Tyreman","startTime":1689.671,"endTime":1690.461,"body":"career."},{"speaker":"John Tyreman","startTime":1690.961,"endTime":1691.121,"body":"Or"},{"speaker":"John Tyreman","startTime":1691.121,"endTime":1691.251,"body":"we"},{"speaker":"John Tyreman","startTime":1691.251,"endTime":1691.491,"body":"talked"},{"speaker":"John Tyreman","startTime":1691.491,"endTime":1691.891,"body":"about"},{"speaker":"John Tyreman","startTime":1692.011,"endTime":1692.401,"body":"how"},{"speaker":"John Tyreman","startTime":1692.411,"endTime":1692.791,"body":"folks"},{"speaker":"John Tyreman","startTime":1692.791,"endTime":1693.151,"body":"from"},{"speaker":"John Tyreman","startTime":1693.431,"endTime":1693.531,"body":"a"},{"speaker":"John Tyreman","startTime":1693.531,"endTime":1693.861,"body":"recent"},{"speaker":"John Tyreman","startTime":1693.861,"endTime":1694.201,"body":"college"},{"speaker":"John Tyreman","startTime":1694.201,"endTime":1694.501,"body":"grad,"},{"speaker":"John Tyreman","startTime":1694.501,"endTime":1694.691,"body":"all,"},{"speaker":"John Tyreman","startTime":1694.721,"endTime":1694.961,"body":"all"},{"speaker":"John Tyreman","startTime":1694.961,"endTime":1695.041,"body":"the"},{"speaker":"John Tyreman","startTime":1695.041,"endTime":1695.271,"body":"way"},{"speaker":"John Tyreman","startTime":1695.271,"endTime":1695.471,"body":"up"},{"speaker":"John Tyreman","startTime":1695.471,"endTime":1695.931,"body":"to,"},{"speaker":"John Tyreman","startTime":1696.091,"endTime":1696.211,"body":"you"},{"speaker":"John Tyreman","startTime":1696.211,"endTime":1696.341,"body":"know,"},{"speaker":"John Tyreman","startTime":1696.351,"endTime":1696.731,"body":"firm"},{"speaker":"John Tyreman","startTime":1696.741,"endTime":1697.261,"body":"leadership"},{"speaker":"John Tyreman","startTime":1697.281,"endTime":1697.411,"body":"in"},{"speaker":"John Tyreman","startTime":1697.411,"endTime":1697.481,"body":"a"},{"speaker":"John Tyreman","startTime":1697.481,"endTime":1697.901,"body":"seasoned"},{"speaker":"John Tyreman","startTime":1697.901,"endTime":1698.521,"body":"executive,"},{"speaker":"John Tyreman","startTime":1698.521,"endTime":1698.631,"body":"how"},{"speaker":"John Tyreman","startTime":1698.631,"endTime":1698.771,"body":"they"},{"speaker":"John Tyreman","startTime":1698.771,"endTime":1698.941,"body":"can"},{"speaker":"John Tyreman","startTime":1698.941,"endTime":1699.431,"body":"contribute"},{"speaker":"John Tyreman","startTime":1699.431,"endTime":1699.531,"body":"to"},{"speaker":"John Tyreman","startTime":1699.531,"endTime":1699.881,"body":"business"},{"speaker":"John Tyreman","startTime":1699.881,"endTime":1700.571,"body":"development."},{"speaker":"John Tyreman","startTime":1701.181,"endTime":1701.351,"body":"And"},{"speaker":"John Tyreman","startTime":1701.351,"endTime":1701.421,"body":"it,"},{"speaker":"John Tyreman","startTime":1701.601,"endTime":1701.701,"body":"you"},{"speaker":"John Tyreman","startTime":1701.701,"endTime":1701.791,"body":"know,"},{"speaker":"John Tyreman","startTime":1701.801,"endTime":1701.831,"body":"it"},{"speaker":"John Tyreman","startTime":1701.831,"endTime":1702.061,"body":"doesn't"},{"speaker":"John Tyreman","startTime":1702.061,"endTime":1702.381,"body":"matter"},{"speaker":"John Tyreman","startTime":1702.381,"endTime":1702.511,"body":"if"},{"speaker":"John Tyreman","startTime":1702.521,"endTime":1702.661,"body":"you"},{"speaker":"John Tyreman","startTime":1702.671,"endTime":1702.931,"body":"have"},{"speaker":"John Tyreman","startTime":1702.931,"endTime":1703.021,"body":"a"},{"speaker":"John Tyreman","startTime":1703.031,"endTime":1704.041,"body":"centralized"},{"speaker":"John Tyreman","startTime":1704.481,"endTime":1704.821,"body":"business"},{"speaker":"John Tyreman","startTime":1704.821,"endTime":1705.281,"body":"development"},{"speaker":"John Tyreman","startTime":1705.281,"endTime":1706.121,"body":"organization."},{"speaker":"John Tyreman","startTime":1706.431,"endTime":1706.921,"body":"Or"},{"speaker":"John Tyreman","startTime":1706.941,"endTime":1707.161,"body":"if"},{"speaker":"John Tyreman","startTime":1707.161,"endTime":1707.311,"body":"it's"},{"speaker":"John Tyreman","startTime":1707.321,"endTime":1708.311,"body":"decentralized"},{"speaker":"John Tyreman","startTime":1708.311,"endTime":1708.991,"body":"across,"},{"speaker":"John Tyreman","startTime":1709.781,"endTime":1710.301,"body":"sellers"},{"speaker":"John Tyreman","startTime":1710.311,"endTime":1710.601,"body":"within"},{"speaker":"John Tyreman","startTime":1710.601,"endTime":1710.751,"body":"your"},{"speaker":"John Tyreman","startTime":1710.751,"endTime":1711.581,"body":"organization."},{"speaker":"John Tyreman","startTime":1712.231,"endTime":1712.501,"body":"I"},{"speaker":"John Tyreman","startTime":1712.521,"endTime":1713.361,"body":"completely"},{"speaker":"John Tyreman","startTime":1713.381,"endTime":1714.231,"body":"agree"},{"speaker":"John Tyreman","startTime":1714.281,"endTime":1714.831,"body":"that"},{"speaker":"John Tyreman","startTime":1715.741,"endTime":1716.171,"body":"business"},{"speaker":"John Tyreman","startTime":1716.171,"endTime":1716.711,"body":"development,"},{"speaker":"John Tyreman","startTime":1716.741,"endTime":1716.961,"body":"people"},{"speaker":"John Tyreman","startTime":1716.961,"endTime":1717.121,"body":"can"},{"speaker":"John Tyreman","startTime":1717.121,"endTime":1717.311,"body":"start"},{"speaker":"John Tyreman","startTime":1717.311,"endTime":1717.761,"body":"contributing"},{"speaker":"John Tyreman","startTime":1717.761,"endTime":1717.861,"body":"to"},{"speaker":"John Tyreman","startTime":1717.861,"endTime":1718.221,"body":"business"},{"speaker":"John Tyreman","startTime":1718.221,"endTime":1718.621,"body":"development"},{"speaker":"John Tyreman","startTime":1718.621,"endTime":1718.771,"body":"right"},{"speaker":"John Tyreman","startTime":1718.771,"endTime":1719.051,"body":"away."},{"speaker":"Mark Wainwright","startTime":1719.641,"endTime":1719.961,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1720.001,"endTime":1720.221,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1720.221,"endTime":1720.691,"body":"And,"},{"speaker":"Mark Wainwright","startTime":1720.734,"endTime":1721.004,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1721.004,"endTime":1721.084,"body":"a"},{"speaker":"Mark Wainwright","startTime":1721.084,"endTime":1721.544,"body":"lot"},{"speaker":"Mark Wainwright","startTime":1721.614,"endTime":1721.804,"body":"to"},{"speaker":"Mark Wainwright","startTime":1721.804,"endTime":1722.464,"body":"know"},{"speaker":"Mark Wainwright","startTime":1722.914,"endTime":1723.294,"body":"in"},{"speaker":"Mark Wainwright","startTime":1723.304,"endTime":1723.694,"body":"these"},{"speaker":"Mark Wainwright","startTime":1723.704,"endTime":1724.554,"body":"various"},{"speaker":"Mark Wainwright","startTime":1724.594,"endTime":1725.514,"body":"industries,"},{"speaker":"Mark Wainwright","startTime":1725.564,"endTime":1726.444,"body":"professions,"},{"speaker":"Mark Wainwright","startTime":1726.454,"endTime":1727.094,"body":"firms,"},{"speaker":"Mark Wainwright","startTime":1727.137,"endTime":1727.747,"body":"experts,"},{"speaker":"Mark Wainwright","startTime":1728.017,"endTime":1728.157,"body":"it"},{"speaker":"Mark Wainwright","startTime":1728.157,"endTime":1728.307,"body":"is"},{"speaker":"Mark Wainwright","startTime":1728.307,"endTime":1728.537,"body":"not"},{"speaker":"Mark Wainwright","startTime":1728.537,"endTime":1728.597,"body":"a"},{"speaker":"Mark Wainwright","startTime":1728.597,"endTime":1728.847,"body":"light"},{"speaker":"Mark Wainwright","startTime":1728.847,"endTime":1729.187,"body":"load,"},{"speaker":"Mark Wainwright","startTime":1729.437,"endTime":1729.597,"body":"you"},{"speaker":"Mark Wainwright","startTime":1729.597,"endTime":1729.747,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1729.757,"endTime":1729.937,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1729.937,"endTime":1730.757,"body":"certifications,"},{"speaker":"Mark Wainwright","startTime":1730.757,"endTime":1731.007,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1731.007,"endTime":1731.517,"body":"constant"},{"speaker":"Mark Wainwright","startTime":1731.537,"endTime":1732.037,"body":"training."},{"speaker":"Mark Wainwright","startTime":1732.047,"endTime":1732.307,"body":"There's,"},{"speaker":"Mark Wainwright","startTime":1732.457,"endTime":1732.647,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1732.647,"endTime":1732.717,"body":"a"},{"speaker":"Mark Wainwright","startTime":1732.717,"endTime":1733.067,"body":"lot"},{"speaker":"Mark Wainwright","startTime":1733.097,"endTime":1733.307,"body":"to"},{"speaker":"Mark Wainwright","startTime":1733.317,"endTime":1733.917,"body":"do,"},{"speaker":"Mark Wainwright","startTime":1734.567,"endTime":1734.837,"body":"but"},{"speaker":"Mark Wainwright","startTime":1734.837,"endTime":1735.067,"body":"we"},{"speaker":"Mark Wainwright","startTime":1735.277,"endTime":1735.597,"body":"always"},{"speaker":"Mark Wainwright","startTime":1735.597,"endTime":1735.697,"body":"have"},{"speaker":"Mark Wainwright","startTime":1735.697,"endTime":1735.767,"body":"to"},{"speaker":"Mark Wainwright","startTime":1735.767,"endTime":1735.937,"body":"keep"},{"speaker":"Mark Wainwright","startTime":1735.937,"endTime":1736.067,"body":"our"},{"speaker":"Mark Wainwright","startTime":1736.067,"endTime":1736.537,"body":"eyeballs"},{"speaker":"Mark Wainwright","startTime":1736.537,"endTime":1736.687,"body":"on"},{"speaker":"Mark Wainwright","startTime":1736.687,"endTime":1737.047,"body":"this,"},{"speaker":"Mark Wainwright","startTime":1737.127,"endTime":1737.297,"body":"on"},{"speaker":"Mark Wainwright","startTime":1737.297,"endTime":1737.497,"body":"this"},{"speaker":"Mark Wainwright","startTime":1737.497,"endTime":1737.667,"body":"whole"},{"speaker":"Mark Wainwright","startTime":1737.667,"endTime":1737.797,"body":"new"},{"speaker":"Mark Wainwright","startTime":1737.797,"endTime":1738.377,"body":"business"},{"speaker":"Mark Wainwright","startTime":1738.747,"endTime":1739.287,"body":"thing."},{"speaker":"Mark Wainwright","startTime":1739.387,"endTime":1739.547,"body":"The"},{"speaker":"Mark Wainwright","startTime":1739.607,"endTime":1739.897,"body":"other"},{"speaker":"Mark Wainwright","startTime":1739.897,"endTime":1740.297,"body":"thing,"},{"speaker":"Mark Wainwright","startTime":1740.357,"endTime":1740.847,"body":"unfortunately,"},{"speaker":"Mark Wainwright","startTime":1740.847,"endTime":1741.007,"body":"that"},{"speaker":"Mark Wainwright","startTime":1741.017,"endTime":1741.727,"body":"happens"},{"speaker":"Mark Wainwright","startTime":1742.537,"endTime":1743.147,"body":"is"},{"speaker":"Mark Wainwright","startTime":1743.237,"endTime":1743.427,"body":"they"},{"speaker":"Mark Wainwright","startTime":1743.427,"endTime":1743.637,"body":"reach"},{"speaker":"Mark Wainwright","startTime":1743.637,"endTime":1743.897,"body":"their,"},{"speaker":"Mark Wainwright","startTime":1744.077,"endTime":1744.507,"body":"senior"},{"speaker":"Mark Wainwright","startTime":1744.507,"endTime":1744.787,"body":"point"},{"speaker":"Mark Wainwright","startTime":1744.787,"endTime":1744.887,"body":"in"},{"speaker":"Mark Wainwright","startTime":1744.887,"endTime":1745.077,"body":"their"},{"speaker":"Mark Wainwright","startTime":1745.077,"endTime":1745.627,"body":"career"},{"speaker":"Mark Wainwright","startTime":1745.627,"endTime":1745.847,"body":"and"},{"speaker":"Mark Wainwright","startTime":1745.867,"endTime":1746.037,"body":"all"},{"speaker":"Mark Wainwright","startTime":1746.037,"endTime":1746.087,"body":"of"},{"speaker":"Mark Wainwright","startTime":1746.087,"endTime":1746.147,"body":"a"},{"speaker":"Mark Wainwright","startTime":1746.147,"endTime":1746.457,"body":"sudden"},{"speaker":"Mark Wainwright","startTime":1746.457,"endTime":1746.737,"body":"they're"},{"speaker":"Mark Wainwright","startTime":1746.787,"endTime":1747.357,"body":"promoted"},{"speaker":"Mark Wainwright","startTime":1747.357,"endTime":1747.667,"body":"and,"},{"speaker":"Mark Wainwright","startTime":1748.227,"endTime":1748.667,"body":"handed"},{"speaker":"Mark Wainwright","startTime":1748.667,"endTime":1748.847,"body":"this"},{"speaker":"Mark Wainwright","startTime":1748.847,"endTime":1749.127,"body":"wonderful"},{"speaker":"Mark Wainwright","startTime":1749.237,"endTime":1749.667,"body":"opportunity"},{"speaker":"Mark Wainwright","startTime":1749.667,"endTime":1749.787,"body":"to"},{"speaker":"Mark Wainwright","startTime":1749.787,"endTime":1750.117,"body":"go,"},{"speaker":"Mark Wainwright","startTime":1750.517,"endTime":1750.867,"body":"drive"},{"speaker":"Mark Wainwright","startTime":1750.867,"endTime":1751.317,"body":"revenue."},{"speaker":"Mark Wainwright","startTime":1751.357,"endTime":1751.557,"body":"And"},{"speaker":"Mark Wainwright","startTime":1751.557,"endTime":1751.747,"body":"they"},{"speaker":"Mark Wainwright","startTime":1751.757,"endTime":1752.037,"body":"think."},{"speaker":"Mark Wainwright","startTime":1752.377,"endTime":1752.627,"body":"Wait"},{"speaker":"Mark Wainwright","startTime":1752.627,"endTime":1752.677,"body":"a"},{"speaker":"Mark Wainwright","startTime":1752.677,"endTime":1753.057,"body":"minute."},{"speaker":"Mark Wainwright","startTime":1753.207,"endTime":1753.477,"body":"What"},{"speaker":"Mark Wainwright","startTime":1753.477,"endTime":1753.687,"body":"just"},{"speaker":"Mark Wainwright","startTime":1753.687,"endTime":1753.987,"body":"happened?"},{"speaker":"Mark Wainwright","startTime":1753.987,"endTime":1754.147,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":1754.147,"endTime":1754.337,"body":"not"},{"speaker":"Mark Wainwright","startTime":1754.577,"endTime":1754.827,"body":"ready"},{"speaker":"Mark Wainwright","startTime":1754.827,"endTime":1754.957,"body":"for"},{"speaker":"Mark Wainwright","startTime":1754.957,"endTime":1755.167,"body":"this."},{"speaker":"Mark Wainwright","startTime":1755.167,"endTime":1755.447,"body":"So"},{"speaker":"Mark Wainwright","startTime":1755.727,"endTime":1756.347,"body":"absolutely"},{"speaker":"Mark Wainwright","startTime":1756.437,"endTime":1756.557,"body":"the"},{"speaker":"Mark Wainwright","startTime":1756.557,"endTime":1756.767,"body":"best"},{"speaker":"Mark Wainwright","startTime":1756.777,"endTime":1757.047,"body":"time"},{"speaker":"Mark Wainwright","startTime":1757.047,"endTime":1757.177,"body":"to"},{"speaker":"Mark Wainwright","startTime":1757.177,"endTime":1757.497,"body":"start"},{"speaker":"Mark Wainwright","startTime":1757.727,"endTime":1758.487,"body":"rethinking"},{"speaker":"Mark Wainwright","startTime":1758.487,"endTime":1758.717,"body":"all"},{"speaker":"Mark Wainwright","startTime":1758.717,"endTime":1758.827,"body":"of"},{"speaker":"Mark Wainwright","startTime":1758.837,"endTime":1759.187,"body":"this"},{"speaker":"Mark Wainwright","startTime":1759.387,"endTime":1759.637,"body":"last"},{"speaker":"Mark Wainwright","startTime":1759.637,"endTime":1760.077,"body":"quarter,"},{"speaker":"Mark Wainwright","startTime":1760.537,"endTime":1760.917,"body":"because"},{"speaker":"Mark Wainwright","startTime":1760.917,"endTime":1761.087,"body":"when"},{"speaker":"Mark Wainwright","startTime":1761.087,"endTime":1761.227,"body":"you"},{"speaker":"Mark Wainwright","startTime":1761.227,"endTime":1761.577,"body":"start"},{"speaker":"Mark Wainwright","startTime":1761.587,"endTime":1762.157,"body":"hiring"},{"speaker":"Mark Wainwright","startTime":1762.167,"endTime":1762.657,"body":"new"},{"speaker":"Mark Wainwright","startTime":1762.677,"endTime":1763.117,"body":"people,"},{"speaker":"Mark Wainwright","startTime":1763.117,"endTime":1763.237,"body":"new"},{"speaker":"Mark Wainwright","startTime":1763.237,"endTime":1763.527,"body":"team"},{"speaker":"Mark Wainwright","startTime":1763.527,"endTime":1764.017,"body":"members"},{"speaker":"Mark Wainwright","startTime":1764.257,"endTime":1764.497,"body":"in"},{"speaker":"Mark Wainwright","startTime":1764.497,"endTime":1765.637,"body":"2025,"},{"speaker":"Mark Wainwright","startTime":1766.237,"endTime":1766.297,"body":"you"},{"speaker":"Mark Wainwright","startTime":1766.297,"endTime":1766.447,"body":"want"},{"speaker":"Mark Wainwright","startTime":1766.447,"endTime":1766.627,"body":"them"},{"speaker":"Mark Wainwright","startTime":1766.637,"endTime":1767.077,"body":"walking"},{"speaker":"Mark Wainwright","startTime":1767.077,"endTime":1767.177,"body":"in"},{"speaker":"Mark Wainwright","startTime":1767.177,"endTime":1767.297,"body":"the"},{"speaker":"Mark Wainwright","startTime":1767.297,"endTime":1767.707,"body":"door,"},{"speaker":"Mark Wainwright","startTime":1767.707,"endTime":1768.197,"body":"understanding"},{"speaker":"Mark Wainwright","startTime":1768.267,"endTime":1768.397,"body":"that"},{"speaker":"Mark Wainwright","startTime":1768.397,"endTime":1768.687,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1768.707,"endTime":1768.877,"body":"how"},{"speaker":"Mark Wainwright","startTime":1768.877,"endTime":1768.997,"body":"we"},{"speaker":"Mark Wainwright","startTime":1768.997,"endTime":1769.137,"body":"do"},{"speaker":"Mark Wainwright","startTime":1769.157,"endTime":1769.397,"body":"things"},{"speaker":"Mark Wainwright","startTime":1769.397,"endTime":1769.657,"body":"around"},{"speaker":"Mark Wainwright","startTime":1769.657,"endTime":1769.987,"body":"here."},{"speaker":"Mark Wainwright","startTime":1770.407,"endTime":1770.837,"body":"And"},{"speaker":"Mark Wainwright","startTime":1770.847,"endTime":1771.097,"body":"that"},{"speaker":"Mark Wainwright","startTime":1771.097,"endTime":1771.297,"body":"is"},{"speaker":"Mark Wainwright","startTime":1771.297,"endTime":1771.487,"body":"the"},{"speaker":"Mark Wainwright","startTime":1771.497,"endTime":1772.537,"body":"expectation"},{"speaker":"Mark Wainwright","startTime":1772.637,"endTime":1773.077,"body":"of,"},{"speaker":"Mark Wainwright","startTime":1773.437,"endTime":1773.567,"body":"you"},{"speaker":"Mark Wainwright","startTime":1773.567,"endTime":1773.697,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1773.817,"endTime":1774.077,"body":"people"},{"speaker":"Mark Wainwright","startTime":1774.077,"endTime":1774.197,"body":"who"},{"speaker":"Mark Wainwright","startTime":1774.197,"endTime":1774.317,"body":"are"},{"speaker":"Mark Wainwright","startTime":1774.327,"endTime":1774.517,"body":"part"},{"speaker":"Mark Wainwright","startTime":1774.517,"endTime":1774.627,"body":"of"},{"speaker":"Mark Wainwright","startTime":1774.627,"endTime":1774.797,"body":"this"},{"speaker":"Mark Wainwright","startTime":1774.807,"endTime":1775.067,"body":"firm"},{"speaker":"Mark Wainwright","startTime":1775.067,"endTime":1775.217,"body":"is"},{"speaker":"Mark Wainwright","startTime":1775.217,"endTime":1775.387,"body":"that"},{"speaker":"Mark Wainwright","startTime":1775.387,"endTime":1775.477,"body":"we"},{"speaker":"Mark Wainwright","startTime":1775.477,"endTime":1775.757,"body":"start"},{"speaker":"Mark Wainwright","startTime":1775.757,"endTime":1776.127,"body":"easy."},{"speaker":"Mark Wainwright","startTime":1776.467,"endTime":1776.557,"body":"We"},{"speaker":"Mark Wainwright","startTime":1776.557,"endTime":1776.817,"body":"start"},{"speaker":"Mark Wainwright","startTime":1776.817,"endTime":1777.107,"body":"small."},{"speaker":"Mark Wainwright","startTime":1778.417,"endTime":1778.647,"body":"And"},{"speaker":"Mark Wainwright","startTime":1778.647,"endTime":1778.777,"body":"then"},{"speaker":"Mark Wainwright","startTime":1778.777,"endTime":1778.897,"body":"we"},{"speaker":"Mark Wainwright","startTime":1778.897,"endTime":1779.117,"body":"grow"},{"speaker":"Mark Wainwright","startTime":1779.117,"endTime":1779.307,"body":"from"},{"speaker":"Mark Wainwright","startTime":1779.307,"endTime":1779.567,"body":"there."},{"speaker":"John Tyreman","startTime":1780.337,"endTime":1780.627,"body":"That"},{"speaker":"John Tyreman","startTime":1780.627,"endTime":1781.257,"body":"training"},{"speaker":"John Tyreman","startTime":1781.687,"endTime":1781.927,"body":"and"},{"speaker":"John Tyreman","startTime":1781.927,"endTime":1782.177,"body":"that"},{"speaker":"John Tyreman","startTime":1782.187,"endTime":1782.907,"body":"development"},{"speaker":"John Tyreman","startTime":1782.907,"endTime":1783.407,"body":"plan"},{"speaker":"John Tyreman","startTime":1784.037,"endTime":1784.417,"body":"won't"},{"speaker":"John Tyreman","startTime":1784.427,"endTime":1784.677,"body":"have"},{"speaker":"John Tyreman","startTime":1784.677,"endTime":1784.927,"body":"any"},{"speaker":"John Tyreman","startTime":1784.927,"endTime":1785.457,"body":"impact."},{"speaker":"John Tyreman","startTime":1786.152,"endTime":1786.332,"body":"If"},{"speaker":"John Tyreman","startTime":1786.372,"endTime":1786.702,"body":"it's,"},{"speaker":"John Tyreman","startTime":1786.712,"endTime":1786.872,"body":"if"},{"speaker":"John Tyreman","startTime":1786.872,"endTime":1787.012,"body":"it's"},{"speaker":"John Tyreman","startTime":1787.022,"endTime":1787.312,"body":"not"},{"speaker":"John Tyreman","startTime":1787.322,"endTime":1787.652,"body":"built"},{"speaker":"John Tyreman","startTime":1787.652,"endTime":1787.782,"body":"on"},{"speaker":"John Tyreman","startTime":1787.782,"endTime":1787.882,"body":"the"},{"speaker":"John Tyreman","startTime":1787.882,"endTime":1788.122,"body":"right"},{"speaker":"John Tyreman","startTime":1788.122,"endTime":1788.972,"body":"foundation"},{"speaker":"John Tyreman","startTime":1789.032,"endTime":1789.222,"body":"and"},{"speaker":"John Tyreman","startTime":1789.222,"endTime":1789.422,"body":"that's"},{"speaker":"John Tyreman","startTime":1789.432,"endTime":1789.802,"body":"why"},{"speaker":"John Tyreman","startTime":1789.802,"endTime":1790.002,"body":"it's"},{"speaker":"John Tyreman","startTime":1790.002,"endTime":1790.532,"body":"important."},{"speaker":"John Tyreman","startTime":1790.532,"endTime":1790.772,"body":"And"},{"speaker":"John Tyreman","startTime":1790.772,"endTime":1791.002,"body":"these"},{"speaker":"John Tyreman","startTime":1791.002,"endTime":1791.242,"body":"are"},{"speaker":"John Tyreman","startTime":1791.252,"endTime":1791.852,"body":"these"},{"speaker":"John Tyreman","startTime":1791.852,"endTime":1792.202,"body":"four"},{"speaker":"John Tyreman","startTime":1792.202,"endTime":1792.592,"body":"things"},{"speaker":"John Tyreman","startTime":1792.592,"endTime":1792.722,"body":"that"},{"speaker":"John Tyreman","startTime":1792.722,"endTime":1792.862,"body":"we"},{"speaker":"John Tyreman","startTime":1792.862,"endTime":1793.402,"body":"mentioned"},{"speaker":"John Tyreman","startTime":1793.402,"endTime":1793.592,"body":"are"},{"speaker":"John Tyreman","startTime":1793.592,"endTime":1793.812,"body":"in"},{"speaker":"John Tyreman","startTime":1793.812,"endTime":1793.862,"body":"a"},{"speaker":"John Tyreman","startTime":1793.862,"endTime":1794.192,"body":"very"},{"speaker":"John Tyreman","startTime":1794.192,"endTime":1794.752,"body":"specific"},{"speaker":"John Tyreman","startTime":1794.752,"endTime":1795.042,"body":"order"},{"speaker":"John Tyreman","startTime":1795.042,"endTime":1795.262,"body":"for"},{"speaker":"John Tyreman","startTime":1795.262,"endTime":1795.332,"body":"a"},{"speaker":"John Tyreman","startTime":1795.332,"endTime":1795.882,"body":"reason,"},{"speaker":"John Tyreman","startTime":1796.262,"endTime":1796.762,"body":"because"},{"speaker":"John Tyreman","startTime":1797.002,"endTime":1797.142,"body":"the"},{"speaker":"John Tyreman","startTime":1797.142,"endTime":1797.922,"body":"strategy"},{"speaker":"John Tyreman","startTime":1797.922,"endTime":1798.072,"body":"and"},{"speaker":"John Tyreman","startTime":1798.072,"endTime":1798.142,"body":"the"},{"speaker":"John Tyreman","startTime":1798.142,"endTime":1798.782,"body":"plans"},{"speaker":"John Tyreman","startTime":1798.782,"endTime":1798.922,"body":"that"},{"speaker":"John Tyreman","startTime":1798.922,"endTime":1799.032,"body":"you"},{"speaker":"John Tyreman","startTime":1799.032,"endTime":1799.482,"body":"develop"},{"speaker":"John Tyreman","startTime":1799.482,"endTime":1799.862,"body":"around"},{"speaker":"John Tyreman","startTime":1799.862,"endTime":1800.082,"body":"that"},{"speaker":"John Tyreman","startTime":1800.082,"endTime":1800.812,"body":"strategy"},{"speaker":"John Tyreman","startTime":1801.152,"endTime":1801.362,"body":"have"},{"speaker":"John Tyreman","startTime":1801.362,"endTime":1801.432,"body":"to"},{"speaker":"John Tyreman","startTime":1801.442,"endTime":1801.572,"body":"be"},{"speaker":"John Tyreman","startTime":1801.572,"endTime":1801.872,"body":"built"},{"speaker":"John Tyreman","startTime":1801.872,"endTime":1802.022,"body":"on"},{"speaker":"John Tyreman","startTime":1802.022,"endTime":1802.072,"body":"a"},{"speaker":"John Tyreman","startTime":1802.072,"endTime":1802.922,"body":"foundation"},{"speaker":"John Tyreman","startTime":1803.172,"endTime":1803.332,"body":"of"},{"speaker":"John Tyreman","startTime":1803.352,"endTime":1803.772,"body":"customer"},{"speaker":"John Tyreman","startTime":1803.772,"endTime":1804.342,"body":"insights."},{"speaker":"Mark Wainwright","startTime":1804.857,"endTime":1805.217,"body":"Right."},{"speaker":"Mark Wainwright","startTime":1805.277,"endTime":1805.497,"body":"Talk"},{"speaker":"Mark Wainwright","startTime":1805.497,"endTime":1805.557,"body":"to"},{"speaker":"Mark Wainwright","startTime":1805.557,"endTime":1805.667,"body":"your"},{"speaker":"Mark Wainwright","startTime":1805.667,"endTime":1806.257,"body":"clients"},{"speaker":"Mark Wainwright","startTime":1806.267,"endTime":1806.707,"body":"first,"},{"speaker":"Mark Wainwright","startTime":1807.127,"endTime":1807.577,"body":"then"},{"speaker":"Mark Wainwright","startTime":1807.587,"endTime":1807.797,"body":"think"},{"speaker":"Mark Wainwright","startTime":1807.807,"endTime":1808.047,"body":"about"},{"speaker":"Mark Wainwright","startTime":1808.047,"endTime":1808.227,"body":"what's"},{"speaker":"Mark Wainwright","startTime":1808.227,"endTime":1808.607,"body":"happening"},{"speaker":"Mark Wainwright","startTime":1808.607,"endTime":1808.927,"body":"inside"},{"speaker":"Mark Wainwright","startTime":1808.927,"endTime":1809.067,"body":"your"},{"speaker":"Mark Wainwright","startTime":1809.067,"endTime":1809.837,"body":"organization,"},{"speaker":"Mark Wainwright","startTime":1809.837,"endTime":1810.157,"body":"both"},{"speaker":"Mark Wainwright","startTime":1810.167,"endTime":1810.507,"body":"from"},{"speaker":"Mark Wainwright","startTime":1810.507,"endTime":1810.817,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1811.047,"endTime":1811.177,"body":"you"},{"speaker":"Mark Wainwright","startTime":1811.177,"endTime":1811.307,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1811.467,"endTime":1812.347,"body":"service"},{"speaker":"Mark Wainwright","startTime":1812.587,"endTime":1813.507,"body":"offering,"},{"speaker":"Mark Wainwright","startTime":1813.517,"endTime":1813.647,"body":"you"},{"speaker":"Mark Wainwright","startTime":1813.647,"endTime":1813.767,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1813.777,"endTime":1814.177,"body":"client"},{"speaker":"Mark Wainwright","startTime":1814.177,"endTime":1814.837,"body":"makeup,"},{"speaker":"Mark Wainwright","startTime":1815.087,"endTime":1815.367,"body":"and"},{"speaker":"Mark Wainwright","startTime":1815.367,"endTime":1815.567,"body":"then"},{"speaker":"Mark Wainwright","startTime":1815.577,"endTime":1816.587,"body":"ultimately"},{"speaker":"Mark Wainwright","startTime":1817.397,"endTime":1817.577,"body":"look"},{"speaker":"Mark Wainwright","startTime":1817.577,"endTime":1817.677,"body":"at"},{"speaker":"Mark Wainwright","startTime":1817.677,"endTime":1817.787,"body":"your"},{"speaker":"Mark Wainwright","startTime":1817.787,"endTime":1818.187,"body":"business,"},{"speaker":"Mark Wainwright","startTime":1818.187,"endTime":1818.317,"body":"but"},{"speaker":"Mark Wainwright","startTime":1818.317,"endTime":1818.457,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1818.457,"endTime":1818.637,"body":"start"},{"speaker":"Mark Wainwright","startTime":1818.637,"endTime":1818.747,"body":"with"},{"speaker":"Mark Wainwright","startTime":1818.747,"endTime":1818.817,"body":"your"},{"speaker":"Mark Wainwright","startTime":1818.817,"endTime":1819.157,"body":"business"},{"speaker":"Mark Wainwright","startTime":1819.157,"endTime":1819.467,"body":"first."},{"speaker":"John Tyreman","startTime":1819.517,"endTime":1819.717,"body":"Just"},{"speaker":"John Tyreman","startTime":1819.717,"endTime":1819.817,"body":"to"},{"speaker":"John Tyreman","startTime":1819.817,"endTime":1820.077,"body":"wrap"},{"speaker":"John Tyreman","startTime":1820.077,"endTime":1820.387,"body":"things"},{"speaker":"John Tyreman","startTime":1820.387,"endTime":1820.687,"body":"up"},{"speaker":"John Tyreman","startTime":1820.847,"endTime":1820.931,"body":"the"},{"speaker":"John Tyreman","startTime":1820.931,"endTime":1821.161,"body":"four"},{"speaker":"John Tyreman","startTime":1821.161,"endTime":1821.461,"body":"things"},{"speaker":"John Tyreman","startTime":1821.461,"endTime":1821.541,"body":"that"},{"speaker":"John Tyreman","startTime":1821.541,"endTime":1821.651,"body":"you"},{"speaker":"John Tyreman","startTime":1821.651,"endTime":1822.061,"body":"forgot"},{"speaker":"John Tyreman","startTime":1822.071,"endTime":1822.161,"body":"to"},{"speaker":"John Tyreman","startTime":1822.161,"endTime":1822.341,"body":"do"},{"speaker":"John Tyreman","startTime":1822.341,"endTime":1822.591,"body":"in"},{"speaker":"John Tyreman","startTime":1822.711,"endTime":1823.461,"body":"Q4,"},{"speaker":"John Tyreman","startTime":1823.641,"endTime":1823.891,"body":"talk"},{"speaker":"John Tyreman","startTime":1823.891,"endTime":1823.991,"body":"to"},{"speaker":"John Tyreman","startTime":1823.991,"endTime":1824.111,"body":"your"},{"speaker":"John Tyreman","startTime":1824.111,"endTime":1824.671,"body":"clients."},{"speaker":"John Tyreman","startTime":1825.521,"endTime":1826.081,"body":"Optimize"},{"speaker":"John Tyreman","startTime":1826.081,"endTime":1826.221,"body":"your"},{"speaker":"John Tyreman","startTime":1826.221,"endTime":1826.581,"body":"client"},{"speaker":"John Tyreman","startTime":1826.591,"endTime":1827.501,"body":"portfolio,"},{"speaker":"John Tyreman","startTime":1828.161,"endTime":1828.511,"body":"update"},{"speaker":"John Tyreman","startTime":1828.511,"endTime":1828.641,"body":"your"},{"speaker":"John Tyreman","startTime":1828.641,"endTime":1829.031,"body":"service"},{"speaker":"John Tyreman","startTime":1829.051,"endTime":1829.561,"body":"packaging"},{"speaker":"John Tyreman","startTime":1829.561,"endTime":1829.681,"body":"and"},{"speaker":"John Tyreman","startTime":1829.681,"endTime":1830.331,"body":"pricing,"},{"speaker":"John Tyreman","startTime":1830.521,"endTime":1830.691,"body":"and"},{"speaker":"John Tyreman","startTime":1830.691,"endTime":1830.851,"body":"then"},{"speaker":"John Tyreman","startTime":1830.861,"endTime":1831.581,"body":"finally"},{"speaker":"John Tyreman","startTime":1831.591,"endTime":1832.081,"body":"develop"},{"speaker":"John Tyreman","startTime":1832.081,"endTime":1832.141,"body":"a"},{"speaker":"John Tyreman","startTime":1832.141,"endTime":1832.541,"body":"talent"},{"speaker":"John Tyreman","startTime":1832.551,"endTime":1833.271,"body":"management"},{"speaker":"John Tyreman","startTime":1833.441,"endTime":1833.631,"body":"and"},{"speaker":"John Tyreman","startTime":1833.631,"endTime":1834.231,"body":"development"},{"speaker":"John Tyreman","startTime":1834.521,"endTime":1834.951,"body":"plan."},{"speaker":"Mark Wainwright","startTime":1835.736,"endTime":1836.056,"body":"Good."},{"speaker":"Mark Wainwright","startTime":1836.176,"endTime":1836.346,"body":"I"},{"speaker":"Mark Wainwright","startTime":1836.346,"endTime":1836.526,"body":"love"},{"speaker":"Mark Wainwright","startTime":1836.526,"endTime":1836.626,"body":"it,"},{"speaker":"Mark Wainwright","startTime":1836.626,"endTime":1836.916,"body":"John."},{"speaker":"Mark Wainwright","startTime":1836.916,"endTime":1837.146,"body":"This"},{"speaker":"Mark Wainwright","startTime":1837.146,"endTime":1837.486,"body":"was,"},{"speaker":"Mark Wainwright","startTime":1837.536,"endTime":1837.746,"body":"this"},{"speaker":"Mark Wainwright","startTime":1837.746,"endTime":1837.886,"body":"was"},{"speaker":"Mark Wainwright","startTime":1837.886,"endTime":1837.956,"body":"a"},{"speaker":"Mark Wainwright","startTime":1837.956,"endTime":1838.146,"body":"fun"},{"speaker":"Mark Wainwright","startTime":1838.146,"endTime":1838.666,"body":"episode"},{"speaker":"Mark Wainwright","startTime":1838.966,"endTime":1839.306,"body":"until"},{"speaker":"Mark Wainwright","startTime":1839.316,"endTime":1839.506,"body":"next"},{"speaker":"Mark Wainwright","startTime":1839.506,"endTime":1839.716,"body":"time,"},{"speaker":"John Tyreman","startTime":1840.011,"endTime":1840.331,"body":"Until"},{"speaker":"John Tyreman","startTime":1840.331,"endTime":1840.551,"body":"next"},{"speaker":"John Tyreman","startTime":1840.551,"endTime":1840.801,"body":"time."},{"speaker":"John Tyreman","startTime":1840.801,"endTime":1841.021,"body":"Happy"},{"speaker":"John Tyreman","startTime":1841.021,"endTime":1841.141,"body":"new"},{"speaker":"John Tyreman","startTime":1841.141,"endTime":1841.531,"body":"years."},{"speaker":"Mark Wainwright","startTime":1841.926,"endTime":1842.216,"body":"happy"},{"speaker":"Mark Wainwright","startTime":1842.216,"endTime":1842.346,"body":"New"},{"speaker":"Mark Wainwright","startTime":1842.346,"endTime":1842.526,"body":"Year's."}]}