{"version":"1.0.0","segments":[{"speaker":"Joshua Wilson","startTime":31.263,"endTime":32.163,"body":"Hey, good day everybody."},{"speaker":"Joshua Wilson","startTime":32.163,"endTime":33.723,"body":"Welcome to The Deal podcast."},{"speaker":"Joshua Wilson","startTime":33.773,"endTime":37.143,"body":"I am so pumped to, um,"},{"speaker":"Joshua Wilson","startTime":33.773,"endTime":37.143,"body":"talk with you guys today."},{"speaker":"Joshua Wilson","startTime":37.433,"endTime":41.473,"body":"We're gonna, we're gonna have a"},{"speaker":"Joshua Wilson","startTime":37.433,"endTime":41.473,"body":"conversation with a guy who built and sold"},{"speaker":"Joshua Wilson","startTime":41.473,"endTime":46.283,"body":"a company four times, we'll talk about"},{"speaker":"Joshua Wilson","startTime":41.473,"endTime":46.283,"body":"mini exits- ... and took the, the fourth"},{"speaker":"Joshua Wilson","startTime":46.283,"endTime":51.063,"body":"bite of the apple and, uh, kind of walk"},{"speaker":"Joshua Wilson","startTime":46.283,"endTime":51.063,"body":"through the strategies and his mindset"},{"speaker":"Joshua Wilson","startTime":51.063,"endTime":55.132999999999996,"body":"going throughout this process and what"},{"speaker":"Joshua Wilson","startTime":51.063,"endTime":55.132999999999996,"body":"he's learned, and now what he's doing with"},{"speaker":"Joshua Wilson","startTime":55.343,"endTime":57.553,"body":"what he learned to help other founders."},{"speaker":"Joshua Wilson","startTime":57.772999999999996,"endTime":59.073,"body":"Steven, welcome to the podcast."},{"speaker":"Steven Pivnik","startTime":59.603,"endTime":61.203,"body":"Hey, Joshua,"},{"speaker":"Steven Pivnik","startTime":59.603,"endTime":61.203,"body":"thank you so much for having me."},{"speaker":"Joshua Wilson","startTime":61.613,"endTime":62.153,"body":"Yeah, man."},{"speaker":"Joshua Wilson","startTime":62.153,"endTime":62.503,"body":"All right."},{"speaker":"Joshua Wilson","startTime":62.933,"endTime":64.41300000000001,"body":"Four bites of the apple."},{"speaker":"Joshua Wilson","startTime":64.68299999999999,"endTime":67.90299999999999,"body":"Explain what the heck does that"},{"speaker":"Joshua Wilson","startTime":64.68299999999999,"endTime":67.90299999999999,"body":"mean when building a company?"},{"speaker":"Steven Pivnik","startTime":68.773,"endTime":69.963,"body":"Yeah, it was interesting."},{"speaker":"Steven Pivnik","startTime":69.963,"endTime":74.293,"body":"So the first bite came when, um,"},{"speaker":"Steven Pivnik","startTime":69.963,"endTime":74.293,"body":"IBM approached us and wanted to"},{"speaker":"Steven Pivnik","startTime":74.293,"endTime":78.57300000000001,"body":"license the software that we were"},{"speaker":"Steven Pivnik","startTime":74.293,"endTime":78.57300000000001,"body":"selling to, to them and to customers."},{"speaker":"Steven Pivnik","startTime":79.193,"endTime":82.283,"body":"And for all intents and"},{"speaker":"Steven Pivnik","startTime":79.193,"endTime":82.283,"body":"purposes, we i- we had a choice."},{"speaker":"Steven Pivnik","startTime":82.283,"endTime":86.833,"body":"We could either li- s- license our"},{"speaker":"Steven Pivnik","startTime":82.283,"endTime":86.833,"body":"software to them, or they were going to"},{"speaker":"Steven Pivnik","startTime":86.833,"endTime":90.493,"body":"write, write that same exact software"},{"speaker":"Steven Pivnik","startTime":86.833,"endTime":90.493,"body":"and give it away for free to customers."},{"speaker":"Steven Pivnik","startTime":90.753,"endTime":93.613,"body":"So we were gonna compete"},{"speaker":"Steven Pivnik","startTime":90.753,"endTime":93.613,"body":"with free coming from IBM."},{"speaker":"Steven Pivnik","startTime":93.943,"endTime":98.773,"body":"So they almost put us into a corner and"},{"speaker":"Steven Pivnik","startTime":93.943,"endTime":98.773,"body":"forced us into a, a huge licensing deal."},{"speaker":"Steven Pivnik","startTime":99.16300000000001,"endTime":101.94300000000001,"body":"But for all intents and purposes,"},{"speaker":"Steven Pivnik","startTime":99.16300000000001,"endTime":101.94300000000001,"body":"I could have just dropped the mic,"},{"speaker":"Steven Pivnik","startTime":101.983,"endTime":103.38300000000001,"body":"it would've been a great story."},{"speaker":"Steven Pivnik","startTime":103.62299999999999,"endTime":107.083,"body":"You know, immigrant kid,"},{"speaker":"Steven Pivnik","startTime":103.62299999999999,"endTime":107.083,"body":"college dropout, built software,"},{"speaker":"Steven Pivnik","startTime":107.273,"endTime":109.983,"body":"licenses to IBM, end of story."},{"speaker":"Steven Pivnik","startTime":110.40299999999999,"endTime":110.72300000000001,"body":"Sure."},{"speaker":"Steven Pivnik","startTime":111.19300000000001,"endTime":111.25300000000001,"body":"No."},{"speaker":"Steven Pivnik","startTime":111.963,"endTime":115.983,"body":"What we decided to do instead was"},{"speaker":"Steven Pivnik","startTime":111.963,"endTime":115.983,"body":"build a professional services team"},{"speaker":"Steven Pivnik","startTime":116.043,"endTime":119.543,"body":"around the implementation of that"},{"speaker":"Steven Pivnik","startTime":116.043,"endTime":119.543,"body":"software because we knew that these"},{"speaker":"Steven Pivnik","startTime":119.543,"endTime":121.173,"body":"projects were going to be complex."},{"speaker":"Steven Pivnik","startTime":121.613,"endTime":125.18299999999999,"body":"So we built a professional services"},{"speaker":"Steven Pivnik","startTime":121.613,"endTime":125.18299999999999,"body":"team around, around the software to"},{"speaker":"Steven Pivnik","startTime":125.18299999999999,"endTime":128.623,"body":"go do projects around the software"},{"speaker":"Steven Pivnik","startTime":125.18299999999999,"endTime":128.623,"body":"that IBM is now giving away for"},{"speaker":"Steven Pivnik","startTime":128.623,"endTime":130.903,"body":"free, which was our, our license."},{"speaker":"Steven Pivnik","startTime":132.123,"endTime":135.553,"body":"Fast-forward a couple of years,"},{"speaker":"Steven Pivnik","startTime":132.123,"endTime":135.553,"body":"another company approaches us and"},{"speaker":"Steven Pivnik","startTime":135.553,"endTime":138.803,"body":"says, \"You know what? We wanna get"},{"speaker":"Steven Pivnik","startTime":135.553,"endTime":138.803,"body":"into the professional services game"},{"speaker":"Steven Pivnik","startTime":139.063,"endTime":140.953,"body":"around the, around this technology.\""},{"speaker":"Steven Pivnik","startTime":140.953,"endTime":142.583,"body":"Specifically, it was Lotus Notes."},{"speaker":"Steven Pivnik","startTime":142.833,"endTime":143.973,"body":"I'm really dating myself."},{"speaker":"Steven Pivnik","startTime":144.223,"endTime":147.793,"body":"You know, back, back in the, in the"},{"speaker":"Steven Pivnik","startTime":144.223,"endTime":147.793,"body":"'90s, Lotus Notes was really popular."},{"speaker":"Steven Pivnik","startTime":148.343,"endTime":151.213,"body":"And they said, \"You know what?"},{"speaker":"Steven Pivnik","startTime":148.343,"endTime":151.213,"body":"We want to buy your professional"},{"speaker":"Steven Pivnik","startTime":151.213,"endTime":154.953,"body":"services division,\" which at the time"},{"speaker":"Steven Pivnik","startTime":151.213,"endTime":154.953,"body":"was the majority of our business."},{"speaker":"Steven Pivnik","startTime":155.523,"endTime":157.163,"body":"And so that was the"},{"speaker":"Steven Pivnik","startTime":155.523,"endTime":157.163,"body":"second bite of the apple."},{"speaker":"Steven Pivnik","startTime":157.893,"endTime":160.763,"body":"Um, th- so they pur- they"},{"speaker":"Steven Pivnik","startTime":157.893,"endTime":160.763,"body":"purchased that division."},{"speaker":"Steven Pivnik","startTime":161.10299999999998,"endTime":164.333,"body":"I was actually part of the deal,"},{"speaker":"Steven Pivnik","startTime":161.10299999999998,"endTime":164.333,"body":"meaning I personally needed to go and"},{"speaker":"Steven Pivnik","startTime":164.333,"endTime":166.463,"body":"work there for sev- s- several years."},{"speaker":"Steven Pivnik","startTime":166.88299999999998,"endTime":168.893,"body":"Um, I mentioned college dropout."},{"speaker":"Steven Pivnik","startTime":169.273,"endTime":172.033,"body":"This opportunity was great"},{"speaker":"Steven Pivnik","startTime":169.273,"endTime":172.033,"body":"for me personally because"},{"speaker":"Steven Pivnik","startTime":172.033,"endTime":173.69299999999998,"body":"that was my MBA in a box."},{"speaker":"Steven Pivnik","startTime":174.19299999999998,"endTime":178.613,"body":"I got to work with a seasoned management"},{"speaker":"Steven Pivnik","startTime":174.19299999999998,"endTime":178.613,"body":"team, a team that had just raised $75"},{"speaker":"Steven Pivnik","startTime":178.613,"endTime":183.493,"body":"million, which was a ton of money at"},{"speaker":"Steven Pivnik","startTime":178.613,"endTime":183.493,"body":"the time, to go build this company, and"},{"speaker":"Steven Pivnik","startTime":183.493,"endTime":185.44299999999998,"body":"it was just an incredible experience."},{"speaker":"Steven Pivnik","startTime":186.153,"endTime":190.75799999999998,"body":"When I came back to my company"},{"speaker":"Steven Pivnik","startTime":186.153,"endTime":190.75799999999998,"body":"after my contract there ended- We"},{"speaker":"Steven Pivnik","startTime":190.75799999999998,"endTime":193.738,"body":"basically said, \"You know what?\" We"},{"speaker":"Steven Pivnik","startTime":190.75799999999998,"endTime":193.738,"body":"read the tea leaves, and the tides"},{"speaker":"Steven Pivnik","startTime":193.738,"endTime":197.408,"body":"were moving from a, from a e- email"},{"speaker":"Steven Pivnik","startTime":193.738,"endTime":197.408,"body":"trending perspective to Microsoft."},{"speaker":"Steven Pivnik","startTime":197.918,"endTime":201.06799999999998,"body":"And we said, you know, we were doing"},{"speaker":"Steven Pivnik","startTime":197.918,"endTime":201.06799999999998,"body":"all this great work with IBM and Lotus"},{"speaker":"Steven Pivnik","startTime":201.06799999999998,"endTime":203.498,"body":"Notes, let's do the same with Microsoft."},{"speaker":"Steven Pivnik","startTime":203.94799999999998,"endTime":204.608,"body":"And we did."},{"speaker":"Steven Pivnik","startTime":205.058,"endTime":207.94799999999998,"body":"Fast-forward a couple of years,"},{"speaker":"Steven Pivnik","startTime":205.058,"endTime":207.94799999999998,"body":"Microsoft comes knocking on the door."},{"speaker":"Steven Pivnik","startTime":208.22799999999998,"endTime":211.78799999999998,"body":"And they said, \"Hey, we, we're, we're"},{"speaker":"Steven Pivnik","startTime":208.22799999999998,"endTime":211.78799999999998,"body":"tired of buying your software from, from"},{"speaker":"Steven Pivnik","startTime":211.78799999999998,"endTime":216.308,"body":"you. It's too expensive. We need to create"},{"speaker":"Steven Pivnik","startTime":211.78799999999998,"endTime":216.308,"body":"this functionality for free and give it"},{"speaker":"Steven Pivnik","startTime":216.308,"endTime":219.218,"body":"to our customers.\" So been to this rodeo."},{"speaker":"Steven Pivnik","startTime":219.298,"endTime":221.78799999999998,"body":"We said, \"Absolutely, you know,"},{"speaker":"Steven Pivnik","startTime":219.298,"endTime":221.78799999999998,"body":"let's, let's do a licensing deal,\""},{"speaker":"Steven Pivnik","startTime":221.828,"endTime":226.138,"body":"and we did a really big licensing"},{"speaker":"Steven Pivnik","startTime":221.828,"endTime":226.138,"body":"deal which dr- dwarfed the"},{"speaker":"Steven Pivnik","startTime":226.138,"endTime":229.188,"body":"previous one, and same exact story."},{"speaker":"Steven Pivnik","startTime":229.218,"endTime":232.628,"body":"It, it could've been, you know, end"},{"speaker":"Steven Pivnik","startTime":229.218,"endTime":232.628,"body":"of, end of the, the, the company's, um,"},{"speaker":"Steven Pivnik","startTime":232.628,"endTime":237.75799999999998,"body":"story, but we continued to invest in the"},{"speaker":"Steven Pivnik","startTime":232.628,"endTime":237.75799999999998,"body":"software because it was a non-exclusive"},{"speaker":"Steven Pivnik","startTime":237.75799999999998,"endTime":242.248,"body":"license, which didn't preclude us from"},{"speaker":"Steven Pivnik","startTime":237.75799999999998,"endTime":242.248,"body":"continuing to go to market with it."},{"speaker":"Steven Pivnik","startTime":242.608,"endTime":247.778,"body":"So we doubled down on our R\u0026D, made"},{"speaker":"Steven Pivnik","startTime":242.608,"endTime":247.778,"body":"it better, faster, more scalable, more"},{"speaker":"Steven Pivnik","startTime":247.778,"endTime":249.408,"body":"secure, et cetera, et cetera, et cetera."},{"speaker":"Steven Pivnik","startTime":249.75799999999998,"endTime":251.888,"body":"And this is hysterical."},{"speaker":"Steven Pivnik","startTime":252.048,"endTime":255.25799999999998,"body":"At the end of the day, after a"},{"speaker":"Steven Pivnik","startTime":252.048,"endTime":255.25799999999998,"body":"two-year effort, Microsoft dropped"},{"speaker":"Steven Pivnik","startTime":255.25799999999998,"endTime":259.808,"body":"their efforts to incorporate our"},{"speaker":"Steven Pivnik","startTime":255.25799999999998,"endTime":259.808,"body":"tech, our software into Office 365."},{"speaker":"Steven Pivnik","startTime":260.288,"endTime":264.048,"body":"So they basically scrapped a project"},{"speaker":"Steven Pivnik","startTime":260.288,"endTime":264.048,"body":"that they paid us millions of dollars"},{"speaker":"Steven Pivnik","startTime":264.048,"endTime":268.818,"body":"for, and we ended up growing the"},{"speaker":"Steven Pivnik","startTime":264.048,"endTime":268.818,"body":"company to over $40 million in sales."},{"speaker":"Steven Pivnik","startTime":269.188,"endTime":273.008,"body":"And by then, our number one competitor,"},{"speaker":"Steven Pivnik","startTime":269.188,"endTime":273.008,"body":"which was a $4 billion software"},{"speaker":"Steven Pivnik","startTime":273.008,"endTime":276.57800000000003,"body":"company, got sick and tired of"},{"speaker":"Steven Pivnik","startTime":273.008,"endTime":276.57800000000003,"body":"competing with us, and they took us out."},{"speaker":"Joshua Wilson","startTime":278.288,"endTime":281.188,"body":"When you say, \"Took"},{"speaker":"Joshua Wilson","startTime":278.288,"endTime":281.188,"body":"us out,\" what do you mean there?"},{"speaker":"Joshua Wilson","startTime":281.188,"endTime":283.358,"body":"They bought you or they wiped you out?"},{"speaker":"Steven Pivnik","startTime":283.938,"endTime":286.728,"body":"There's, there's different"},{"speaker":"Steven Pivnik","startTime":283.938,"endTime":286.728,"body":"types of acquisitions, as you know, right?"},{"speaker":"Steven Pivnik","startTime":286.728,"endTime":286.908,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":286.908,"endTime":290.128,"body":"There's acquisitions that are strate-"},{"speaker":"Steven Pivnik","startTime":286.908,"endTime":290.128,"body":"obviously, this was a strategic acquirer,"},{"speaker":"Steven Pivnik","startTime":290.688,"endTime":294.808,"body":"but, um, they, they basically wanted"},{"speaker":"Steven Pivnik","startTime":290.688,"endTime":294.808,"body":"to kill our, our company and our brand,"},{"speaker":"Steven Pivnik","startTime":294.89799999999997,"endTime":298.45799999999997,"body":"and they wanted our technology because"},{"speaker":"Steven Pivnik","startTime":294.89799999999997,"endTime":298.45799999999997,"body":"our technology was better than theirs."},{"speaker":"Steven Pivnik","startTime":299.018,"endTime":301.14799999999997,"body":"So they, they, they took over the company."},{"speaker":"Steven Pivnik","startTime":301.178,"endTime":302.788,"body":"There was no, you know, no more company."},{"speaker":"Steven Pivnik","startTime":302.788,"endTime":304.538,"body":"They took our technology,"},{"speaker":"Steven Pivnik","startTime":302.788,"endTime":304.538,"body":"you know, scrapped their"},{"speaker":"Steven Pivnik","startTime":304.538,"endTime":305.988,"body":"products that we competed with."},{"speaker":"Steven Pivnik","startTime":306.388,"endTime":310.478,"body":"Um, h- took most of our staff in the"},{"speaker":"Steven Pivnik","startTime":306.388,"endTime":310.478,"body":"beginning, but after multiple rounds"},{"speaker":"Steven Pivnik","startTime":310.478,"endTime":315.188,"body":"of layoffs, unfortunately, um, slowly"},{"speaker":"Steven Pivnik","startTime":310.478,"endTime":315.188,"body":"but surely, um, re- reduced, you"},{"speaker":"Steven Pivnik","startTime":315.188,"endTime":317.578,"body":"know, our staff that, that came over."},{"speaker":"Steven Pivnik","startTime":317.70799999999997,"endTime":321.258,"body":"So the company was, for all intents"},{"speaker":"Steven Pivnik","startTime":317.70799999999997,"endTime":321.258,"body":"and purposes, out of business."},{"speaker":"Joshua Wilson","startTime":321.788,"endTime":322.998,"body":"Yeah, I understand."},{"speaker":"Joshua Wilson","startTime":323.258,"endTime":326.20799999999997,"body":"Wow, so many things to unpack"},{"speaker":"Joshua Wilson","startTime":323.258,"endTime":326.20799999999997,"body":"there, uh, for our audience."},{"speaker":"Joshua Wilson","startTime":326.528,"endTime":327.938,"body":"Steven, uh, let's start with this."},{"speaker":"Joshua Wilson","startTime":327.938,"endTime":328.828,"body":"Where, where are you from?"},{"speaker":"Joshua Wilson","startTime":328.828,"endTime":329.628,"body":"You said you're an immigrant."},{"speaker":"Joshua Wilson","startTime":329.628,"endTime":330.178,"body":"Where are you from?"},{"speaker":"Steven Pivnik","startTime":330.768,"endTime":333.318,"body":"So my, I, c-"},{"speaker":"Steven Pivnik","startTime":330.768,"endTime":333.318,"body":"uh, we immigrated to America"},{"speaker":"Steven Pivnik","startTime":333.318,"endTime":336.978,"body":"in 1971 from the former Soviet"},{"speaker":"Steven Pivnik","startTime":333.318,"endTime":336.978,"body":"Union, what is now the Ukraine."},{"speaker":"Joshua Wilson","startTime":337.45799999999997,"endTime":337.868,"body":"Okay."},{"speaker":"Joshua Wilson","startTime":337.998,"endTime":339.068,"body":"Oh, fantastic."},{"speaker":"Joshua Wilson","startTime":339.198,"endTime":340.098,"body":"So you came over here."},{"speaker":"Joshua Wilson","startTime":340.098,"endTime":341.308,"body":"How old were you when you came over?"},{"speaker":"Steven Pivnik","startTime":341.748,"endTime":342.008,"body":"Two."},{"speaker":"Joshua Wilson","startTime":342.528,"endTime":343.108,"body":"Two years old."},{"speaker":"Joshua Wilson","startTime":343.108,"endTime":343.768,"body":"All right."},{"speaker":"Joshua Wilson","startTime":343.768,"endTime":348.933,"body":"Do you ha- do you... What was your first"},{"speaker":"Joshua Wilson","startTime":343.768,"endTime":348.933,"body":"memory, uh- that you could ever recall?"},{"speaker":"Steven Pivnik","startTime":349.693,"endTime":350.073,"body":"You know what?"},{"speaker":"Steven Pivnik","startTime":350.073,"endTime":353.903,"body":"I don't know if it's an actual memory"},{"speaker":"Steven Pivnik","startTime":350.073,"endTime":353.903,"body":"or b- I've, I've heard so many stories,"},{"speaker":"Steven Pivnik","startTime":353.903,"endTime":357.02299999999997,"body":"so many of the same stories so many"},{"speaker":"Steven Pivnik","startTime":353.903,"endTime":357.02299999999997,"body":"times, I don't know if I actually r-"},{"speaker":"Steven Pivnik","startTime":357.053,"endTime":360.413,"body":"rem- I was told I remember the actual"},{"speaker":"Steven Pivnik","startTime":357.053,"endTime":360.413,"body":"plane ride over, which I, I really"},{"speaker":"Steven Pivnik","startTime":360.413,"endTime":363.793,"body":"can't have that memory because I was"},{"speaker":"Steven Pivnik","startTime":360.413,"endTime":363.793,"body":"two years old on that plane ride to JFK."},{"speaker":"Steven Pivnik","startTime":364.363,"endTime":368.983,"body":"Um, I think my, my very, very first"},{"speaker":"Steven Pivnik","startTime":364.363,"endTime":368.983,"body":"memory was, like, riding my bicycle"},{"speaker":"Steven Pivnik","startTime":369.133,"endTime":373.71299999999997,"body":"on Brighton Beach as a toddler, in"},{"speaker":"Steven Pivnik","startTime":369.133,"endTime":373.71299999999997,"body":"Brighton Beach, Brooklyn in New York."},{"speaker":"Joshua Wilson","startTime":374.103,"endTime":374.683,"body":"Wow."},{"speaker":"Joshua Wilson","startTime":374.763,"endTime":374.913,"body":"Cool."},{"speaker":"Joshua Wilson","startTime":374.913,"endTime":375.643,"body":"All right."},{"speaker":"Joshua Wilson","startTime":376.013,"endTime":379.953,"body":"So growing up in New York,"},{"speaker":"Joshua Wilson","startTime":376.013,"endTime":379.953,"body":"right, you came over here."},{"speaker":"Joshua Wilson","startTime":379.953,"endTime":384.413,"body":"Growing up in New York, you really didn't"},{"speaker":"Joshua Wilson","startTime":379.953,"endTime":384.413,"body":"have a, an e- much of an experience of"},{"speaker":"Joshua Wilson","startTime":384.413,"endTime":385.933,"body":"living overseas and, and, you know- No"},{"speaker":"Joshua Wilson","startTime":385.933,"endTime":386.693,"body":"other than that."},{"speaker":"Joshua Wilson","startTime":387.143,"endTime":391.423,"body":"But you, you grew up in, as a,"},{"speaker":"Joshua Wilson","startTime":387.143,"endTime":391.423,"body":"as an immigrant family, right?"},{"speaker":"Joshua Wilson","startTime":391.423,"endTime":391.453,"body":"Mm-hmm."},{"speaker":"Joshua Wilson","startTime":391.453,"endTime":394.253,"body":"In, in, in New York in the '70s."},{"speaker":"Joshua Wilson","startTime":394.853,"endTime":394.96299999999997,"body":"Right."},{"speaker":"Joshua Wilson","startTime":394.96299999999997,"endTime":396.793,"body":"What was that like growing"},{"speaker":"Joshua Wilson","startTime":394.96299999999997,"endTime":396.793,"body":"up in... Like, what did you"},{"speaker":"Joshua Wilson","startTime":396.793,"endTime":398.243,"body":"wanna become when you grow up?"},{"speaker":"Joshua Wilson","startTime":398.27299999999997,"endTime":399.413,"body":"Like, what did you wanna do?"},{"speaker":"Joshua Wilson","startTime":399.413,"endTime":402.113,"body":"What, what things interested you"},{"speaker":"Joshua Wilson","startTime":399.413,"endTime":402.113,"body":"when you were, like, in high school?"},{"speaker":"Steven Pivnik","startTime":403.193,"endTime":403.393,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":403.423,"endTime":407.203,"body":"Um, I was a computer nerd, which I, I"},{"speaker":"Steven Pivnik","startTime":403.423,"endTime":407.203,"body":"guess, which is why I, I eventually,"},{"speaker":"Steven Pivnik","startTime":407.203,"endTime":408.46299999999997,"body":"you know, got into computers."},{"speaker":"Steven Pivnik","startTime":408.493,"endTime":408.553,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":408.733,"endTime":412.743,"body":"I like to s- I like to let people know"},{"speaker":"Steven Pivnik","startTime":408.733,"endTime":412.743,"body":"that my best friend was my Commodore 64."},{"speaker":"Steven Pivnik","startTime":413.233,"endTime":414.52299999999997,"body":"Again, aging myself."},{"speaker":"Steven Pivnik","startTime":414.52299999999997,"endTime":418.153,"body":"It's one of the, the, the f- the first"},{"speaker":"Steven Pivnik","startTime":414.52299999999997,"endTime":418.153,"body":"computers that was av- available,"},{"speaker":"Steven Pivnik","startTime":418.513,"endTime":422.283,"body":"and I, I c- I spent nights and"},{"speaker":"Steven Pivnik","startTime":418.513,"endTime":422.283,"body":"weekends programming video games."},{"speaker":"Steven Pivnik","startTime":422.403,"endTime":423.723,"body":"Not playing video games."},{"speaker":"Steven Pivnik","startTime":423.973,"endTime":424.33299999999997,"body":"Programming."},{"speaker":"Steven Pivnik","startTime":424.33299999999997,"endTime":427.793,"body":"Programming v- programming video"},{"speaker":"Steven Pivnik","startTime":424.33299999999997,"endTime":427.793,"body":"games, and I, I basically copied"},{"speaker":"Steven Pivnik","startTime":427.793,"endTime":428.923,"body":"what was popular out there."},{"speaker":"Steven Pivnik","startTime":428.953,"endTime":431.893,"body":"I didn't have t- enough creativity"},{"speaker":"Steven Pivnik","startTime":428.953,"endTime":431.893,"body":"to create my own, so I'm like,"},{"speaker":"Steven Pivnik","startTime":431.893,"endTime":433.853,"body":"\"You know what? Let's see if I"},{"speaker":"Steven Pivnik","startTime":431.893,"endTime":433.853,"body":"can code Space Invaders.\" Yeah."},{"speaker":"Steven Pivnik","startTime":434.163,"endTime":437.933,"body":"\"Let's see if I can, let's see if"},{"speaker":"Steven Pivnik","startTime":434.163,"endTime":437.933,"body":"I can code on Pac-Man.\" So I coded"},{"speaker":"Steven Pivnik","startTime":437.933,"endTime":440.193,"body":"my own version of those games."},{"speaker":"Steven Pivnik","startTime":440.633,"endTime":444.123,"body":"So I, I didn't think I was gonna"},{"speaker":"Steven Pivnik","startTime":440.633,"endTime":444.123,"body":"g- get into computers growing up."},{"speaker":"Steven Pivnik","startTime":444.453,"endTime":447.993,"body":"I really didn't, didn't know what I"},{"speaker":"Steven Pivnik","startTime":444.453,"endTime":447.993,"body":"wanted to be, but, um, I just, I really,"},{"speaker":"Steven Pivnik","startTime":447.993,"endTime":449.743,"body":"really enjoyed computers as a hobby."},{"speaker":"Joshua Wilson","startTime":450.413,"endTime":450.733,"body":"Got it."},{"speaker":"Joshua Wilson","startTime":451.043,"endTime":454.653,"body":"So, you know, building, building"},{"speaker":"Joshua Wilson","startTime":451.043,"endTime":454.653,"body":"stuff, it was fun, right?"},{"speaker":"Joshua Wilson","startTime":454.653,"endTime":457.263,"body":"And you didn't necessarily wanna play"},{"speaker":"Joshua Wilson","startTime":454.653,"endTime":457.263,"body":"the game, you wanted to build the game."},{"speaker":"Steven Pivnik","startTime":457.693,"endTime":458.143,"body":"Exactly."},{"speaker":"Joshua Wilson","startTime":458.513,"endTime":462.433,"body":"So as you... You know,"},{"speaker":"Joshua Wilson","startTime":458.513,"endTime":462.433,"body":"how did you build that first software"},{"speaker":"Joshua Wilson","startTime":462.783,"endTime":464.823,"body":"that actually brought to market?"},{"speaker":"Joshua Wilson","startTime":464.933,"endTime":466.323,"body":"What was that process like?"},{"speaker":"Steven Pivnik","startTime":467.393,"endTime":468.323,"body":"Yeah, it was interesting."},{"speaker":"Steven Pivnik","startTime":468.323,"endTime":472.543,"body":"So we actually started the company"},{"speaker":"Steven Pivnik","startTime":468.323,"endTime":472.543,"body":"primarily as a professional services"},{"speaker":"Steven Pivnik","startTime":472.543,"endTime":474.223,"body":"organization, first and foremost."},{"speaker":"Steven Pivnik","startTime":474.253,"endTime":474.313,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":474.543,"endTime":477.803,"body":"So, uh, again, going back to"},{"speaker":"Steven Pivnik","startTime":474.543,"endTime":477.803,"body":"Lotus Notes, w- at the time, Lotus"},{"speaker":"Steven Pivnik","startTime":477.803,"endTime":479.423,"body":"Notes was really, really hot."},{"speaker":"Steven Pivnik","startTime":479.603,"endTime":481.383,"body":"It was as hot as AI is today."},{"speaker":"Steven Pivnik","startTime":481.623,"endTime":485.163,"body":"It was the first truly scalable, you know,"},{"speaker":"Steven Pivnik","startTime":481.623,"endTime":485.163,"body":"enterprise messaging and collaboration"},{"speaker":"Steven Pivnik","startTime":485.163,"endTime":489.503,"body":"platform, and, um, we built up a pretty"},{"speaker":"Steven Pivnik","startTime":485.163,"endTime":489.503,"body":"good reputation in New York City,"},{"speaker":"Steven Pivnik","startTime":489.503,"endTime":492.473,"body":"which is where we were headquartered,"},{"speaker":"Steven Pivnik","startTime":489.503,"endTime":492.473,"body":"as being Lotus Notes experts."},{"speaker":"Steven Pivnik","startTime":492.96299999999997,"endTime":498.253,"body":"Based on that expertise, JPMorgan hired"},{"speaker":"Steven Pivnik","startTime":492.96299999999997,"endTime":498.253,"body":"us to build them a conversion program"},{"speaker":"Steven Pivnik","startTime":498.58299999999997,"endTime":501.633,"body":"because they were running Microsoft"},{"speaker":"Steven Pivnik","startTime":498.58299999999997,"endTime":501.633,"body":"Mail at the time, and they said, \"Hey,"},{"speaker":"Steven Pivnik","startTime":501.633,"endTime":505.443,"body":"you guys know Lotus Notes pretty well."},{"speaker":"Steven Pivnik","startTime":501.633,"endTime":505.443,"body":"Build us this conversion program to"},{"speaker":"Steven Pivnik","startTime":505.443,"endTime":509.83299999999997,"body":"convert all of this data for all of our"},{"speaker":"Steven Pivnik","startTime":505.443,"endTime":509.83299999999997,"body":"users over to Lotus Notes so that when"},{"speaker":"Steven Pivnik","startTime":509.83299999999997,"endTime":514.193,"body":"we launch Lotus Notes, they have access"},{"speaker":"Steven Pivnik","startTime":509.83299999999997,"endTime":514.193,"body":"to their old inbox, their contacts,"},{"speaker":"Steven Pivnik","startTime":514.193,"endTime":516.303,"body":"their folders, all of this data.\""},{"speaker":"Steven Pivnik","startTime":516.8530000000001,"endTime":519.6030000000001,"body":"So we looked at ourselves and said,"},{"speaker":"Steven Pivnik","startTime":516.8530000000001,"endTime":519.6030000000001,"body":"\"You know what? That's a pretty boring"},{"speaker":"Steven Pivnik","startTime":519.6030000000001,"endTime":523.303,"body":"project, converting email data.\""},{"speaker":"Steven Pivnik","startTime":519.6030000000001,"endTime":523.303,"body":"But, you know, being consultants"},{"speaker":"Steven Pivnik","startTime":523.303,"endTime":527.583,"body":"and willing to train, trade time for"},{"speaker":"Steven Pivnik","startTime":523.303,"endTime":527.583,"body":"dollars, uh, we wrote that program."},{"speaker":"Steven Pivnik","startTime":528.063,"endTime":530.413,"body":"Um, we, um, implemented it for them."},{"speaker":"Steven Pivnik","startTime":530.413,"endTime":535.013,"body":"It worked great, and there was a lot"},{"speaker":"Steven Pivnik","startTime":530.413,"endTime":535.013,"body":"of demand for the similar solution"},{"speaker":"Steven Pivnik","startTime":535.013,"endTime":538.6030000000001,"body":"from other platforms because it was"},{"speaker":"Steven Pivnik","startTime":535.013,"endTime":538.6030000000001,"body":"a very, very fractured marketplace."},{"speaker":"Steven Pivnik","startTime":538.873,"endTime":541.833,"body":"There, there was GroupWise,"},{"speaker":"Steven Pivnik","startTime":538.873,"endTime":541.833,"body":"there was G- there, that wasn't"},{"speaker":"Steven Pivnik","startTime":541.833,"endTime":544.513,"body":"Gmail yet, um, Netscape, Eudora."},{"speaker":"Steven Pivnik","startTime":544.553,"endTime":548.293,"body":"There, there, there were several different"},{"speaker":"Steven Pivnik","startTime":544.553,"endTime":548.293,"body":"flavors of email at the time, so we built"},{"speaker":"Steven Pivnik","startTime":548.293,"endTime":551.7230000000001,"body":"up a whole bunch of different products"},{"speaker":"Steven Pivnik","startTime":548.293,"endTime":551.7230000000001,"body":"to convert from all of these disparate"},{"speaker":"Steven Pivnik","startTime":551.753,"endTime":556.3430000000001,"body":"email systems into one, and that's when"},{"speaker":"Steven Pivnik","startTime":551.753,"endTime":556.3430000000001,"body":"IBM came knocking, said, \"You know what?"},{"speaker":"Steven Pivnik","startTime":556.5730000000001,"endTime":559.623,"body":"We need this as part of our"},{"speaker":"Steven Pivnik","startTime":556.5730000000001,"endTime":559.623,"body":"portfolio so that we c- can"},{"speaker":"Steven Pivnik","startTime":559.623,"endTime":561.053,"body":"continue to build market share.\""},{"speaker":"Joshua Wilson","startTime":562.0930000000001,"endTime":565.163,"body":"So when you're evaluating,"},{"speaker":"Joshua Wilson","startTime":562.0930000000001,"endTime":565.163,"body":"you know, now you help other people."},{"speaker":"Joshua Wilson","startTime":565.163,"endTime":569.0830000000001,"body":"On the other side of your four mini"},{"speaker":"Joshua Wilson","startTime":565.163,"endTime":569.0830000000001,"body":"exits, five mini exits to the big exit"},{"speaker":"Joshua Wilson","startTime":569.0830000000001,"endTime":573.8130000000001,"body":"right there, you now help founders"},{"speaker":"Joshua Wilson","startTime":569.0830000000001,"endTime":573.8130000000001,"body":"look at their company and help them"},{"speaker":"Joshua Wilson","startTime":573.8130000000001,"endTime":576.623,"body":"distinguish, are you ready to exit?"},{"speaker":"Joshua Wilson","startTime":576.9530000000001,"endTime":582.673,"body":"Are you prepared for that- Right"},{"speaker":"Joshua Wilson","startTime":576.9530000000001,"endTime":582.673,"body":"... personal finance, business finance,"},{"speaker":"Joshua Wilson","startTime":582.673,"endTime":584.1830000000001,"body":"business structure, lifestyle?"},{"speaker":"Joshua Wilson","startTime":584.1830000000001,"endTime":588.033,"body":"Like you, y- as a founder who's done"},{"speaker":"Joshua Wilson","startTime":584.1830000000001,"endTime":588.033,"body":"it multiple times within the same"},{"speaker":"Joshua Wilson","startTime":588.033,"endTime":591.543,"body":"company, within the same product, which"},{"speaker":"Joshua Wilson","startTime":588.033,"endTime":591.543,"body":"is fantastic, I love this idea of,"},{"speaker":"Joshua Wilson","startTime":591.633,"endTime":594.143,"body":"you know, multiple bites of the apple,"},{"speaker":"Joshua Wilson","startTime":591.633,"endTime":594.143,"body":"and I think we're seeing that more and"},{"speaker":"Joshua Wilson","startTime":594.143,"endTime":599.033,"body":"more, uh, as private equity gets, uh,"},{"speaker":"Joshua Wilson","startTime":594.143,"endTime":599.033,"body":"more involved in these companies as a"},{"speaker":"Joshua Wilson","startTime":599.033,"endTime":600.883,"body":"strategic partner rather than- Mm-hmm"},{"speaker":"Joshua Wilson","startTime":601.043,"endTime":604.6830000000001,"body":"leverage buyouts and just taking"},{"speaker":"Joshua Wilson","startTime":601.043,"endTime":604.6830000000001,"body":"things over, looking at it as"},{"speaker":"Joshua Wilson","startTime":604.6830000000001,"endTime":606.013,"body":"partnerships, so I'm seeing it more."},{"speaker":"Joshua Wilson","startTime":606.243,"endTime":607.053,"body":"I'd love your thoughts on this."},{"speaker":"Joshua Wilson","startTime":607.053,"endTime":607.113,"body":"Sure."},{"speaker":"Joshua Wilson","startTime":607.413,"endTime":611.788,"body":"But as you were building this- You"},{"speaker":"Joshua Wilson","startTime":607.413,"endTime":611.788,"body":"know, like you created something that"},{"speaker":"Joshua Wilson","startTime":611.788,"endTime":614.0780000000001,"body":"was h- in high demand and it was hot."},{"speaker":"Joshua Wilson","startTime":614.628,"endTime":617.3180000000001,"body":"I think a lot of founders"},{"speaker":"Joshua Wilson","startTime":614.628,"endTime":617.3180000000001,"body":"struggle with product market"},{"speaker":"Joshua Wilson","startTime":617.3480000000001,"endTime":620.7280000000001,"body":"fit and finding that hot demand."},{"speaker":"Joshua Wilson","startTime":621.1980000000001,"endTime":624.628,"body":"H- like what, what input do you"},{"speaker":"Joshua Wilson","startTime":621.1980000000001,"endTime":624.628,"body":"have there, and like how can"},{"speaker":"Joshua Wilson","startTime":624.628,"endTime":625.788,"body":"you know if you've hit gold?"},{"speaker":"Steven Pivnik","startTime":626.9380000000001,"endTime":627.148,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":627.148,"endTime":629.788,"body":"So, um, I actually had this conversation"},{"speaker":"Steven Pivnik","startTime":627.148,"endTime":629.788,"body":"with somebody else the other day."},{"speaker":"Steven Pivnik","startTime":630.1880000000001,"endTime":633.908,"body":"First of all, you've got to b- be pretty"},{"speaker":"Steven Pivnik","startTime":630.1880000000001,"endTime":633.908,"body":"good at pattern recognition, right?"},{"speaker":"Steven Pivnik","startTime":633.908,"endTime":638.138,"body":"So you have to recognize when there's a"},{"speaker":"Steven Pivnik","startTime":633.908,"endTime":638.138,"body":"pattern developing out in the marketplace."},{"speaker":"Steven Pivnik","startTime":638.428,"endTime":643.618,"body":"In our case, the pattern was who"},{"speaker":"Steven Pivnik","startTime":638.428,"endTime":643.618,"body":"is leading the email market and,"},{"speaker":"Steven Pivnik","startTime":643.618,"endTime":646.548,"body":"you know, who's, who's being"},{"speaker":"Steven Pivnik","startTime":643.618,"endTime":646.548,"body":"disruptive in the email marketplace."},{"speaker":"Steven Pivnik","startTime":646.7280000000001,"endTime":649.8380000000001,"body":"At first it was IBM with Lotus"},{"speaker":"Steven Pivnik","startTime":646.7280000000001,"endTime":649.8380000000001,"body":"Notes, then it was Microsoft with"},{"speaker":"Steven Pivnik","startTime":649.8380000000001,"endTime":654.7180000000001,"body":"Exchange, and then later it was"},{"speaker":"Steven Pivnik","startTime":649.8380000000001,"endTime":654.7180000000001,"body":"Office 365 or Microsoft 365, right?"},{"speaker":"Steven Pivnik","startTime":654.7180000000001,"endTime":657.408,"body":"And, you know, sprinkle in a little"},{"speaker":"Steven Pivnik","startTime":654.7180000000001,"endTime":657.408,"body":"bit of Google and Gmail there."},{"speaker":"Steven Pivnik","startTime":657.668,"endTime":660.998,"body":"So, A, recognize the p-"},{"speaker":"Steven Pivnik","startTime":657.668,"endTime":660.998,"body":"patterns that are occurring."},{"speaker":"Steven Pivnik","startTime":661.4380000000001,"endTime":663.7280000000001,"body":"B, take advantage of"},{"speaker":"Steven Pivnik","startTime":661.4380000000001,"endTime":663.7280000000001,"body":"those patterns, right?"},{"speaker":"Steven Pivnik","startTime":663.988,"endTime":667.158,"body":"When we s- when we started seeing"},{"speaker":"Steven Pivnik","startTime":663.988,"endTime":667.158,"body":"the shift in the marketplace, we took"},{"speaker":"Steven Pivnik","startTime":667.158,"endTime":671.7280000000001,"body":"advantage of those patterns by offering,"},{"speaker":"Steven Pivnik","startTime":667.158,"endTime":671.7280000000001,"body":"you know, great solutions to facilitate"},{"speaker":"Steven Pivnik","startTime":671.7280000000001,"endTime":673.648,"body":"the change that, that was occurring."},{"speaker":"Steven Pivnik","startTime":673.648,"endTime":677.8480000000001,"body":"So pattern recognition, taking"},{"speaker":"Steven Pivnik","startTime":673.648,"endTime":677.8480000000001,"body":"advantage of patterns, and r- if you"},{"speaker":"Steven Pivnik","startTime":677.8480000000001,"endTime":682.238,"body":"really want to be a trail pla- blazer,"},{"speaker":"Steven Pivnik","startTime":677.8480000000001,"endTime":682.238,"body":"create your own patterns, right?"},{"speaker":"Steven Pivnik","startTime":682.238,"endTime":685.5680000000001,"body":"So I can't take any credit for"},{"speaker":"Steven Pivnik","startTime":682.238,"endTime":685.5680000000001,"body":"creating patterns, but I take a"},{"speaker":"Steven Pivnik","startTime":685.5680000000001,"endTime":689.4780000000001,"body":"lot of credit for the first two,"},{"speaker":"Steven Pivnik","startTime":685.5680000000001,"endTime":689.4780000000001,"body":"recognizing and taking advantage of it."},{"speaker":"Joshua Wilson","startTime":690.388,"endTime":691.008,"body":"Super cool."},{"speaker":"Joshua Wilson","startTime":691.928,"endTime":694.998,"body":"So you've built your first"},{"speaker":"Joshua Wilson","startTime":691.928,"endTime":694.998,"body":"couple companies, had some,"},{"speaker":"Joshua Wilson","startTime":695.048,"endTime":696.908,"body":"you know, great license deals."},{"speaker":"Joshua Wilson","startTime":696.908,"endTime":698.008,"body":"You had some employees."},{"speaker":"Joshua Wilson","startTime":698.008,"endTime":698.6880000000001,"body":"You built it."},{"speaker":"Joshua Wilson","startTime":699.0980000000001,"endTime":703.138,"body":"Then you got to work with a seasoned"},{"speaker":"Joshua Wilson","startTime":699.0980000000001,"endTime":703.138,"body":"management team, and then you said,"},{"speaker":"Joshua Wilson","startTime":703.138,"endTime":705.3380000000001,"body":"like, that was like a, a MBA in a box."},{"speaker":"Joshua Wilson","startTime":705.6080000000001,"endTime":710.0780000000001,"body":"Compare yourself to your own experiences"},{"speaker":"Joshua Wilson","startTime":705.6080000000001,"endTime":710.0780000000001,"body":"from building from scratch, no real"},{"speaker":"Joshua Wilson","startTime":710.0780000000001,"endTime":714.3080000000001,"body":"world, you know, like experience"},{"speaker":"Joshua Wilson","startTime":710.0780000000001,"endTime":714.3080000000001,"body":"management w- ex- you know, in your"},{"speaker":"Joshua Wilson","startTime":714.3080000000001,"endTime":718.8280000000001,"body":"own life versus working as, you know,"},{"speaker":"Joshua Wilson","startTime":714.3080000000001,"endTime":718.8280000000001,"body":"them and then coming back as a founder."},{"speaker":"Joshua Wilson","startTime":718.888,"endTime":722.4480000000001,"body":"Walk, walk us through like what"},{"speaker":"Joshua Wilson","startTime":718.888,"endTime":722.4480000000001,"body":"did you learn that you weren't"},{"speaker":"Joshua Wilson","startTime":722.4480000000001,"endTime":724.678,"body":"doing as a unseasoned founder?"},{"speaker":"Joshua Wilson","startTime":725.118,"endTime":725.788,"body":"Does that make sense?"},{"speaker":"Steven Pivnik","startTime":726.123,"endTime":726.8330000000001,"body":"Yeah, no, totally."},{"speaker":"Steven Pivnik","startTime":726.8330000000001,"endTime":727.503,"body":"Great question."},{"speaker":"Steven Pivnik","startTime":727.533,"endTime":732.633,"body":"I mean, one, one of the biggest things"},{"speaker":"Steven Pivnik","startTime":727.533,"endTime":732.633,"body":"that I learned was, um, KPIs and numbers"},{"speaker":"Steven Pivnik","startTime":732.753,"endTime":736.893,"body":"and m- and monitoring things very,"},{"speaker":"Steven Pivnik","startTime":732.753,"endTime":736.893,"body":"very closely and very, very granularly."},{"speaker":"Steven Pivnik","startTime":737.393,"endTime":740.903,"body":"Um, as... So my, my title was"},{"speaker":"Steven Pivnik","startTime":737.393,"endTime":740.903,"body":"vice president of customer"},{"speaker":"Steven Pivnik","startTime":740.903,"endTime":742.7330000000001,"body":"implementations at, at that company."},{"speaker":"Steven Pivnik","startTime":743.113,"endTime":743.1830000000001,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":743.1830000000001,"endTime":746.373,"body":"Um, we ha- we had acquired four"},{"speaker":"Steven Pivnik","startTime":743.1830000000001,"endTime":746.373,"body":"more organizations after mine,"},{"speaker":"Steven Pivnik","startTime":746.373,"endTime":747.553,"body":"and they reported into me."},{"speaker":"Steven Pivnik","startTime":747.5930000000001,"endTime":751.4530000000001,"body":"So I had a pretty large staff of"},{"speaker":"Steven Pivnik","startTime":747.5930000000001,"endTime":751.4530000000001,"body":"professional services folks that were,"},{"speaker":"Steven Pivnik","startTime":751.4530000000001,"endTime":756.2030000000001,"body":"you know, out there doing projects,"},{"speaker":"Steven Pivnik","startTime":751.4530000000001,"endTime":756.2030000000001,"body":"and oh my God was I getting grilled by"},{"speaker":"Steven Pivnik","startTime":756.2030000000001,"endTime":761.2330000000001,"body":"the CEO on, you know, um, a- average"},{"speaker":"Steven Pivnik","startTime":756.2030000000001,"endTime":761.2330000000001,"body":"deal size, utilization rates, um,"},{"speaker":"Steven Pivnik","startTime":761.643,"endTime":763.6030000000001,"body":"bench time, et cetera, et cetera."},{"speaker":"Steven Pivnik","startTime":763.8430000000001,"endTime":766.993,"body":"I mean, he would literally... We'd have"},{"speaker":"Steven Pivnik","startTime":763.8430000000001,"endTime":766.993,"body":"a meeting every single m- um, morning,"},{"speaker":"Steven Pivnik","startTime":767.113,"endTime":770.5630000000001,"body":"I'm sor- every Monday morning, and he"},{"speaker":"Steven Pivnik","startTime":767.113,"endTime":770.5630000000001,"body":"would grill me on last week's numbers."},{"speaker":"Steven Pivnik","startTime":770.903,"endTime":773.9630000000001,"body":"And then I participated in meetings"},{"speaker":"Steven Pivnik","startTime":770.903,"endTime":773.9630000000001,"body":"with other departments where, you"},{"speaker":"Steven Pivnik","startTime":773.9630000000001,"endTime":777.153,"body":"know, they were getting grilled, and"},{"speaker":"Steven Pivnik","startTime":773.9630000000001,"endTime":777.153,"body":"they were getting scrutinized, and"},{"speaker":"Steven Pivnik","startTime":777.153,"endTime":781.863,"body":"I'm like, \"Wow, we never had, you"},{"speaker":"Steven Pivnik","startTime":777.153,"endTime":781.863,"body":"know, this level of, of reporting and"},{"speaker":"Steven Pivnik","startTime":781.863,"endTime":786.673,"body":"monitoring in my own company.\" So when"},{"speaker":"Steven Pivnik","startTime":781.863,"endTime":786.673,"body":"I came back, guess what I implemented?"},{"speaker":"Steven Pivnik","startTime":787.2230000000001,"endTime":791.0630000000001,"body":"A whole bunch of, you know, KPIs,"},{"speaker":"Steven Pivnik","startTime":787.2230000000001,"endTime":791.0630000000001,"body":"management, and monitoring and, and"},{"speaker":"Steven Pivnik","startTime":791.0630000000001,"endTime":795.3430000000001,"body":"performance indicators and all of"},{"speaker":"Steven Pivnik","startTime":791.0630000000001,"endTime":795.3430000000001,"body":"that jazz, and our, our, you know,"},{"speaker":"Steven Pivnik","startTime":795.3430000000001,"endTime":798.5630000000001,"body":"performance im- in- improved markedly."},{"speaker":"Joshua Wilson","startTime":799.503,"endTime":802.493,"body":"It's amazing what"},{"speaker":"Joshua Wilson","startTime":799.503,"endTime":802.493,"body":"improves when you measure it."},{"speaker":"Joshua Wilson","startTime":803.3130000000001,"endTime":803.5930000000001,"body":"Um-"},{"speaker":"Steven Pivnik","startTime":803.5930000000001,"endTime":805.5630000000001,"body":"It's... I mean,"},{"speaker":"Steven Pivnik","startTime":803.5930000000001,"endTime":805.5630000000001,"body":"the, the old adage is, is so true."},{"speaker":"Steven Pivnik","startTime":805.5630000000001,"endTime":808.6030000000001,"body":"It's so overused because"},{"speaker":"Steven Pivnik","startTime":805.5630000000001,"endTime":808.6030000000001,"body":"it's, it's very, very true."},{"speaker":"Joshua Wilson","startTime":809.113,"endTime":809.4530000000001,"body":"Yeah."},{"speaker":"Joshua Wilson","startTime":809.6030000000001,"endTime":810.263,"body":"It's true."},{"speaker":"Joshua Wilson","startTime":810.913,"endTime":815.493,"body":"Um, now when you, when you saw that,"},{"speaker":"Joshua Wilson","startTime":810.913,"endTime":815.493,"body":"at first, right, you're, you're a guy"},{"speaker":"Joshua Wilson","startTime":815.493,"endTime":819.653,"body":"who's already sold, you know, two deals,"},{"speaker":"Joshua Wilson","startTime":815.493,"endTime":819.653,"body":"maybe some money in the bank, I don't"},{"speaker":"Joshua Wilson","startTime":819.653,"endTime":822.273,"body":"know, but now you're working for someone."},{"speaker":"Joshua Wilson","startTime":822.3230000000001,"endTime":828.1930000000001,"body":"Going from founder, CEO, maybe"},{"speaker":"Joshua Wilson","startTime":822.3230000000001,"endTime":828.1930000000001,"body":"some money in the bank, to being an"},{"speaker":"Joshua Wilson","startTime":828.1930000000001,"endTime":832.5930000000001,"body":"employee where someone's demanding"},{"speaker":"Joshua Wilson","startTime":828.1930000000001,"endTime":832.5930000000001,"body":"KPIs and accountability from you,"},{"speaker":"Joshua Wilson","startTime":833.143,"endTime":834.4430000000001,"body":"what was going on in your mind there?"},{"speaker":"Steven Pivnik","startTime":835.403,"endTime":836.1030000000001,"body":"It was interesting."},{"speaker":"Steven Pivnik","startTime":836.1030000000001,"endTime":837.673,"body":"It w- it was definitely different, right?"},{"speaker":"Steven Pivnik","startTime":837.673,"endTime":839.883,"body":"Because, you know, when you're, when"},{"speaker":"Steven Pivnik","startTime":837.673,"endTime":839.883,"body":"you're your own boss, you know, you"},{"speaker":"Steven Pivnik","startTime":839.883,"endTime":843.9630000000001,"body":"make all the decisions, but, um, at"},{"speaker":"Steven Pivnik","startTime":839.883,"endTime":843.9630000000001,"body":"the end of the day, I was so incredibly"},{"speaker":"Steven Pivnik","startTime":843.9630000000001,"endTime":847.8530000000001,"body":"grateful that this transaction"},{"speaker":"Steven Pivnik","startTime":843.9630000000001,"endTime":847.8530000000001,"body":"occurred, and it occurred because of"},{"speaker":"Steven Pivnik","startTime":847.8530000000001,"endTime":849.283,"body":"the leadership team that was there."},{"speaker":"Steven Pivnik","startTime":849.5730000000001,"endTime":854.2330000000001,"body":"So I had a huge sense of loyalty to"},{"speaker":"Steven Pivnik","startTime":849.5730000000001,"endTime":854.2330000000001,"body":"actually perform and to do my best"},{"speaker":"Steven Pivnik","startTime":854.4330000000001,"endTime":859.1030000000001,"body":"to justify their decision for, for"},{"speaker":"Steven Pivnik","startTime":854.4330000000001,"endTime":859.1030000000001,"body":"buying my company, and th- they,"},{"speaker":"Steven Pivnik","startTime":859.1030000000001,"endTime":860.8430000000001,"body":"they also made it easy for me, right?"},{"speaker":"Steven Pivnik","startTime":860.8430000000001,"endTime":863.4630000000001,"body":"So they did give me a... They,"},{"speaker":"Steven Pivnik","startTime":860.8430000000001,"endTime":863.4630000000001,"body":"they, they were a smart team."},{"speaker":"Steven Pivnik","startTime":863.7130000000001,"endTime":865.993,"body":"They, they know that, that"},{"speaker":"Steven Pivnik","startTime":863.7130000000001,"endTime":865.993,"body":"they were acquiring an"},{"speaker":"Steven Pivnik","startTime":865.993,"endTime":867.8430000000001,"body":"entrepreneurial mindset, right?"},{"speaker":"Steven Pivnik","startTime":867.8430000000001,"endTime":867.913,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":867.913,"endTime":872.3130000000001,"body":"So they, they gave me, you know, plenty of"},{"speaker":"Steven Pivnik","startTime":867.913,"endTime":872.3130000000001,"body":"leeway to do things the way I wanted to do"},{"speaker":"Steven Pivnik","startTime":872.3130000000001,"endTime":874.163,"body":"things, a- as long as I delivered, right?"},{"speaker":"Steven Pivnik","startTime":874.163,"endTime":876.0830000000001,"body":"I st- I still needed to deliver numbers."},{"speaker":"Steven Pivnik","startTime":876.113,"endTime":881.2330000000001,"body":"I needed to deliver, you know, revenue,"},{"speaker":"Steven Pivnik","startTime":876.113,"endTime":881.2330000000001,"body":"utilization rates, and, and, um, le- and"},{"speaker":"Steven Pivnik","startTime":881.2330000000001,"endTime":884.1030000000001,"body":"m- minimal downtime or, or, or bench time."},{"speaker":"Steven Pivnik","startTime":884.2230000000001,"endTime":888.363,"body":"As long as I delivered on those KPIs, they"},{"speaker":"Steven Pivnik","startTime":884.2230000000001,"endTime":888.363,"body":"pretty much let me do what I wanted to do."},{"speaker":"Joshua Wilson","startTime":889.023,"endTime":891.5830000000001,"body":"Was there a moment in"},{"speaker":"Joshua Wilson","startTime":889.023,"endTime":891.5830000000001,"body":"there where you were like, \"F it, man, I'm"},{"speaker":"Joshua Wilson","startTime":891.5830000000001,"endTime":896.3230000000001,"body":"out,\" or, like- ... uh, this is, you know,"},{"speaker":"Joshua Wilson","startTime":891.5830000000001,"endTime":896.3230000000001,"body":"it's a, it's a hit to the ego, the pride?"},{"speaker":"Joshua Wilson","startTime":896.3230000000001,"endTime":899.613,"body":"'Cause being, being a founder, making"},{"speaker":"Joshua Wilson","startTime":896.3230000000001,"endTime":899.613,"body":"the decisions, calling the shots, to the"},{"speaker":"Joshua Wilson","startTime":899.613,"endTime":904.628,"body":"one being like- drilled on KPIs, man,"},{"speaker":"Joshua Wilson","startTime":899.613,"endTime":904.628,"body":"it's hum- it's a humbling situation,"},{"speaker":"Joshua Wilson","startTime":904.668,"endTime":908.768,"body":"especially when you, when you face to"},{"speaker":"Joshua Wilson","startTime":904.668,"endTime":908.768,"body":"face with someone of excellence and"},{"speaker":"Joshua Wilson","startTime":908.768,"endTime":912.428,"body":"they're demanding it of it, you're"},{"speaker":"Joshua Wilson","startTime":908.768,"endTime":912.428,"body":"like, \"I'm not used to this level"},{"speaker":"Joshua Wilson","startTime":912.428,"endTime":914.538,"body":"of accountability or excellence.\""},{"speaker":"Joshua Wilson","startTime":914.538,"endTime":917.6080000000001,"body":"It- it's, it's very challenging,"},{"speaker":"Joshua Wilson","startTime":914.538,"endTime":917.6080000000001,"body":"at least that from my experience."},{"speaker":"Steven Pivnik","startTime":918.398,"endTime":918.528,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":918.528,"endTime":922.788,"body":"Unfortunately, I, uh, I, I didn't have"},{"speaker":"Steven Pivnik","startTime":918.528,"endTime":922.788,"body":"an, you know, F-it moment because of them."},{"speaker":"Steven Pivnik","startTime":922.8180000000001,"endTime":922.878,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":923.2180000000001,"endTime":926.8380000000001,"body":"I had an F-it moment, and th- this"},{"speaker":"Steven Pivnik","startTime":923.2180000000001,"endTime":926.8380000000001,"body":"is a huge lesson learned that I would"},{"speaker":"Steven Pivnik","startTime":926.8380000000001,"endTime":928.748,"body":"love to share with other entrepreneurs."},{"speaker":"Joshua Wilson","startTime":929.018,"endTime":929.418,"body":"Please."},{"speaker":"Steven Pivnik","startTime":929.498,"endTime":932.668,"body":"I did a horrible job"},{"speaker":"Steven Pivnik","startTime":929.498,"endTime":932.668,"body":"of ma- Because, because this was an"},{"speaker":"Steven Pivnik","startTime":932.668,"endTime":937.508,"body":"asset sale, there was still a company"},{"speaker":"Steven Pivnik","startTime":932.668,"endTime":937.508,"body":"left, and I, I put a CEO in charge to,"},{"speaker":"Steven Pivnik","startTime":937.508,"endTime":939.538,"body":"to run and manage, um, that company."},{"speaker":"Steven Pivnik","startTime":940.3280000000001,"endTime":945.258,"body":"I did a horrible job of ma- of"},{"speaker":"Steven Pivnik","startTime":940.3280000000001,"endTime":945.258,"body":"being a shareholder and manage-"},{"speaker":"Steven Pivnik","startTime":945.3280000000001,"endTime":946.788,"body":"managing their performance."},{"speaker":"Steven Pivnik","startTime":946.908,"endTime":951.8580000000001,"body":"And the, as a result, um, there,"},{"speaker":"Steven Pivnik","startTime":946.908,"endTime":951.8580000000001,"body":"there was a lot of fraud, um, that,"},{"speaker":"Steven Pivnik","startTime":951.8580000000001,"endTime":955.768,"body":"that took place, and I was actually"},{"speaker":"Steven Pivnik","startTime":951.8580000000001,"endTime":955.768,"body":"betrayed and lied to repeatedly."},{"speaker":"Steven Pivnik","startTime":956.278,"endTime":960.918,"body":"So my F-it moment came when the"},{"speaker":"Steven Pivnik","startTime":956.278,"endTime":960.918,"body":"bank called me and said, \"Hey,"},{"speaker":"Steven Pivnik","startTime":960.918,"endTime":961.8180000000001,"body":"you guys haven't made a...\""},{"speaker":"Steven Pivnik","startTime":961.8180000000001,"endTime":965.008,"body":"You pers- you're, you're t- I"},{"speaker":"Steven Pivnik","startTime":961.8180000000001,"endTime":965.008,"body":"was still the personal guarantee"},{"speaker":"Steven Pivnik","startTime":965.178,"endTime":966.658,"body":"on the company's line of credit."},{"speaker":"Steven Pivnik","startTime":967.0880000000001,"endTime":970.018,"body":"And when the bank called and said,"},{"speaker":"Steven Pivnik","startTime":967.0880000000001,"endTime":970.018,"body":"\"Hey, you haven't made an interest"},{"speaker":"Steven Pivnik","startTime":970.018,"endTime":973.2280000000001,"body":"payment on your line of credit in"},{"speaker":"Steven Pivnik","startTime":970.018,"endTime":973.2280000000001,"body":"the last three months. What's up?\""},{"speaker":"Steven Pivnik","startTime":974.1080000000001,"endTime":975.538,"body":"That's when I had the F-it moment."},{"speaker":"Steven Pivnik","startTime":975.5680000000001,"endTime":979.158,"body":"And I, and I, you know, I, I started"},{"speaker":"Steven Pivnik","startTime":975.5680000000001,"endTime":979.158,"body":"peeling back the onion and realized"},{"speaker":"Steven Pivnik","startTime":979.158,"endTime":981.908,"body":"all of this, you know, fraud"},{"speaker":"Steven Pivnik","startTime":979.158,"endTime":981.908,"body":"and lying that had taken place."},{"speaker":"Steven Pivnik","startTime":981.9480000000001,"endTime":986.3080000000001,"body":"You know, falsified financial statements,"},{"speaker":"Steven Pivnik","startTime":981.9480000000001,"endTime":986.3080000000001,"body":"and the, the list goes on and on and on."},{"speaker":"Steven Pivnik","startTime":986.3080000000001,"endTime":991.538,"body":"So I, I needed to get out of my contract"},{"speaker":"Steven Pivnik","startTime":986.3080000000001,"endTime":991.538,"body":"with the company I was working for,"},{"speaker":"Steven Pivnik","startTime":992.0880000000001,"endTime":997.3180000000001,"body":"and then, you know, go back and play"},{"speaker":"Steven Pivnik","startTime":992.0880000000001,"endTime":997.3180000000001,"body":"Superman and save my baby which I did."},{"speaker":"Joshua Wilson","startTime":997.3180000000001,"endTime":997.5680000000001,"body":"Right."},{"speaker":"Joshua Wilson","startTime":998.008,"endTime":998.488,"body":"Nice."},{"speaker":"Joshua Wilson","startTime":999.238,"endTime":1004.9780000000001,"body":"When it comes to delegation, my experience"},{"speaker":"Joshua Wilson","startTime":999.238,"endTime":1004.9780000000001,"body":"is when you find someone that you're like,"},{"speaker":"Joshua Wilson","startTime":1004.9780000000001,"endTime":1010.3380000000001,"body":"\"Oh, phew, finally someone who can take"},{"speaker":"Joshua Wilson","startTime":1004.9780000000001,"endTime":1010.3380000000001,"body":"this crap off my plate,\" like the, the"},{"speaker":"Joshua Wilson","startTime":1010.3380000000001,"endTime":1012.908,"body":"temptation is to be like, \"Here you go."},{"speaker":"Joshua Wilson","startTime":1013.5580000000001,"endTime":1017.4380000000001,"body":"Boom.\" And then, like, step back, and"},{"speaker":"Joshua Wilson","startTime":1013.5580000000001,"endTime":1017.4380000000001,"body":"then just, like, trust it works out."},{"speaker":"Joshua Wilson","startTime":1017.4380000000001,"endTime":1021.5580000000001,"body":"You know, like, I want it to work out,"},{"speaker":"Joshua Wilson","startTime":1017.4380000000001,"endTime":1021.5580000000001,"body":"but, like, the, the brain power of"},{"speaker":"Joshua Wilson","startTime":1021.6080000000001,"endTime":1026.868,"body":"that transfer of knowledge, transfer of"},{"speaker":"Joshua Wilson","startTime":1021.6080000000001,"endTime":1026.868,"body":"control is so exhausting, and finding a,"},{"speaker":"Joshua Wilson","startTime":1027.038,"endTime":1028.978,"body":"a person who, who's willing to take it."},{"speaker":"Joshua Wilson","startTime":1029.448,"endTime":1034.558,"body":"So, like, when they do, it's so... For"},{"speaker":"Joshua Wilson","startTime":1029.448,"endTime":1034.558,"body":"me, it was so hard to manage that for"},{"speaker":"Joshua Wilson","startTime":1034.558,"endTime":1037.018,"body":"quality assurance, for all sorts of stuff."},{"speaker":"Joshua Wilson","startTime":1037.588,"endTime":1037.878,"body":"Like-"},{"speaker":"Steven Pivnik","startTime":1037.878,"endTime":1038.128,"body":"Yeah"},{"speaker":"Steven Pivnik","startTime":1038.398,"endTime":1042.808,"body":"..."},{"speaker":"Steven Pivnik","startTime":1038.398,"endTime":1042.808,"body":"Joshua Wilson: like, looking"},{"speaker":"Steven Pivnik","startTime":1042.808,"endTime":1045.788,"body":"some of these red flags, or what"},{"speaker":"Steven Pivnik","startTime":1042.808,"endTime":1045.788,"body":"could you have done differently?"},{"speaker":"Steven Pivnik","startTime":1046.898,"endTime":1049.388,"body":"In, in that specific"},{"speaker":"Steven Pivnik","startTime":1046.898,"endTime":1049.388,"body":"example, I mean, it would have just been"},{"speaker":"Steven Pivnik","startTime":1049.388,"endTime":1054.548,"body":"an e- easy, um, process of, of demanding,"},{"speaker":"Steven Pivnik","startTime":1049.388,"endTime":1054.548,"body":"you know, monthly financial statements,"},{"speaker":"Steven Pivnik","startTime":1054.838,"endTime":1059.2279999999998,"body":"keeping my old accounting firm in place to"},{"speaker":"Steven Pivnik","startTime":1054.838,"endTime":1059.2279999999998,"body":"make sure that, um, not, not only did I,"},{"speaker":"Steven Pivnik","startTime":1059.2279999999998,"endTime":1064.4679999999998,"body":"I not have my own accounting firm, it was,"},{"speaker":"Steven Pivnik","startTime":1059.2279999999998,"endTime":1064.4679999999998,"body":"um, he had his own chief financial officer"},{"speaker":"Steven Pivnik","startTime":1064.4679999999998,"endTime":1068.1979999999999,"body":"and his, and his own accounting firm"},{"speaker":"Steven Pivnik","startTime":1064.4679999999998,"endTime":1068.1979999999999,"body":"producing these statements, which I, I..."},{"speaker":"Steven Pivnik","startTime":1068.608,"endTime":1072.2079999999999,"body":"And they were, they were all complicit"},{"speaker":"Steven Pivnik","startTime":1068.608,"endTime":1072.2079999999999,"body":"in this fraud, um, that was occurring."},{"speaker":"Steven Pivnik","startTime":1072.588,"endTime":1076.878,"body":"Hindsight being 2020, I should have"},{"speaker":"Steven Pivnik","startTime":1072.588,"endTime":1076.878,"body":"left my accountant in place, demanded,"},{"speaker":"Steven Pivnik","startTime":1076.878,"endTime":1078.298,"body":"you know, monthly financial statements."},{"speaker":"Steven Pivnik","startTime":1078.298,"endTime":1081.7379999999998,"body":"I should have got maybe a little bit more"},{"speaker":"Steven Pivnik","startTime":1078.298,"endTime":1081.7379999999998,"body":"granular when I started seeing things"},{"speaker":"Steven Pivnik","startTime":1081.7379999999998,"endTime":1086.398,"body":"go into the yellow and into the red, and"},{"speaker":"Steven Pivnik","startTime":1081.7379999999998,"endTime":1086.398,"body":"I, I, I could have, you know, prevented"},{"speaker":"Steven Pivnik","startTime":1086.398,"endTime":1090.068,"body":"a, a lot of the, a lot of this, you"},{"speaker":"Steven Pivnik","startTime":1086.398,"endTime":1090.068,"body":"know, cash drain that, that occurred."},{"speaker":"Steven Pivnik","startTime":1090.068,"endTime":1093.018,"body":"Because when, when I came, when I came"},{"speaker":"Steven Pivnik","startTime":1090.068,"endTime":1093.018,"body":"back, we, we were near bankruptcy."},{"speaker":"Steven Pivnik","startTime":1093.018,"endTime":1095.518,"body":"We were literally a month away"},{"speaker":"Steven Pivnik","startTime":1093.018,"endTime":1095.518,"body":"from filing for bankruptcy."},{"speaker":"Steven Pivnik","startTime":1095.518,"endTime":1098.028,"body":"That, that's how much damage was done."},{"speaker":"Joshua Wilson","startTime":1098.7079999999999,"endTime":1099.008,"body":"Yeah."},{"speaker":"Joshua Wilson","startTime":1099.568,"endTime":1106.088,"body":"Steven, I, I want to hope for the best in"},{"speaker":"Joshua Wilson","startTime":1099.568,"endTime":1106.088,"body":"people, and I really love, love people,"},{"speaker":"Joshua Wilson","startTime":1106.088,"endTime":1108.108,"body":"and I love, like, the world of business."},{"speaker":"Joshua Wilson","startTime":1108.398,"endTime":1110.768,"body":"But I've worked with some sharks, right?"},{"speaker":"Joshua Wilson","startTime":1110.768,"endTime":1115.4579999999999,"body":"Who do stuff, um, intentionally, and then"},{"speaker":"Joshua Wilson","startTime":1110.768,"endTime":1115.4579999999999,"body":"I've worked with people who just made"},{"speaker":"Joshua Wilson","startTime":1115.4579999999999,"endTime":1121.038,"body":"mistakes unintentionally, but that had,"},{"speaker":"Joshua Wilson","startTime":1115.4579999999999,"endTime":1121.038,"body":"you know, big costs associated with it."},{"speaker":"Joshua Wilson","startTime":1121.9279999999999,"endTime":1126.658,"body":"You came back as, you know, from working"},{"speaker":"Joshua Wilson","startTime":1121.9279999999999,"endTime":1126.658,"body":"with an experienced m- management team."},{"speaker":"Joshua Wilson","startTime":1126.878,"endTime":1130.798,"body":"Now you have this mindset of, \"I"},{"speaker":"Joshua Wilson","startTime":1126.878,"endTime":1130.798,"body":"got burnt in the past, betrayed."},{"speaker":"Joshua Wilson","startTime":1131.528,"endTime":1133.9779999999998,"body":"I need to m- you know, monitor financials."},{"speaker":"Joshua Wilson","startTime":1134.418,"endTime":1135.398,"body":"I need to check in on that."},{"speaker":"Joshua Wilson","startTime":1135.4379999999999,"endTime":1141.4279999999999,"body":"I have to have my right CPA in place to,"},{"speaker":"Joshua Wilson","startTime":1135.4379999999999,"endTime":1141.4279999999999,"body":"you know, protect that.\" But also this new"},{"speaker":"Joshua Wilson","startTime":1141.4279999999999,"endTime":1143.318,"body":"level of accountability and management."},{"speaker":"Joshua Wilson","startTime":1143.998,"endTime":1147.4879999999998,"body":"How do you do that without"},{"speaker":"Joshua Wilson","startTime":1143.998,"endTime":1147.4879999999998,"body":"being an overbearing boss?"},{"speaker":"Joshua Wilson","startTime":1147.668,"endTime":1149.798,"body":"How do you do that to"},{"speaker":"Joshua Wilson","startTime":1147.668,"endTime":1149.798,"body":"create a good culture?"},{"speaker":"Joshua Wilson","startTime":1149.9879999999998,"endTime":1153.2379999999998,"body":"How do you... Like, what was your"},{"speaker":"Joshua Wilson","startTime":1149.9879999999998,"endTime":1153.2379999999998,"body":"experience in building all that?"},{"speaker":"Steven Pivnik","startTime":1153.868,"endTime":1156.288,"body":"Yeah, I mean, uh,"},{"speaker":"Steven Pivnik","startTime":1153.868,"endTime":1156.288,"body":"I love the saying, you know, love"},{"speaker":"Steven Pivnik","startTime":1156.288,"endTime":1159.9579999999999,"body":"like you've never lost before, and I"},{"speaker":"Steven Pivnik","startTime":1156.288,"endTime":1159.9579999999999,"body":"too like to see the good in people."},{"speaker":"Steven Pivnik","startTime":1160.368,"endTime":1164.7079999999999,"body":"I w- I hoped that this was a, you"},{"speaker":"Steven Pivnik","startTime":1160.368,"endTime":1164.7079999999999,"body":"know, one-off situation, and wh-"},{"speaker":"Steven Pivnik","startTime":1164.7079999999999,"endTime":1168.9279999999999,"body":"whatever the intention was, it w-"},{"speaker":"Steven Pivnik","startTime":1164.7079999999999,"endTime":1168.9279999999999,"body":"it was, you know, it was personal."},{"speaker":"Steven Pivnik","startTime":1168.9279999999999,"endTime":1169.548,"body":"It happened."},{"speaker":"Steven Pivnik","startTime":1169.578,"endTime":1170.828,"body":"I learned a mega lesson."},{"speaker":"Steven Pivnik","startTime":1171.288,"endTime":1174.9879999999998,"body":"And, you know, fast-forward many, many,"},{"speaker":"Steven Pivnik","startTime":1171.288,"endTime":1174.9879999999998,"body":"many years, when it came time for the"},{"speaker":"Steven Pivnik","startTime":1174.9879999999998,"endTime":1179.908,"body":"fourth, f- fourth and final exit, I"},{"speaker":"Steven Pivnik","startTime":1174.9879999999998,"endTime":1179.908,"body":"wanted to ensure that I wasn't part"},{"speaker":"Steven Pivnik","startTime":1179.908,"endTime":1183.858,"body":"of the deal because I'd been running"},{"speaker":"Steven Pivnik","startTime":1179.908,"endTime":1183.858,"body":"this company for 26 years, and it was"},{"speaker":"Steven Pivnik","startTime":1183.858,"endTime":1186.088,"body":"just time for me to do something else."},{"speaker":"Steven Pivnik","startTime":1186.418,"endTime":1186.4779999999998,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":1186.4779999999998,"endTime":1190.768,"body":"I actually bro- I... So I brought in a"},{"speaker":"Steven Pivnik","startTime":1186.4779999999998,"endTime":1190.768,"body":"CEO to, to run the company for me, and"},{"speaker":"Steven Pivnik","startTime":1190.908,"endTime":1192.9879999999998,"body":"I loved like I never had lost before."},{"speaker":"Steven Pivnik","startTime":1193.418,"endTime":1196.4679999999998,"body":"Uh, obviously, there was a sh- there"},{"speaker":"Steven Pivnik","startTime":1193.418,"endTime":1196.4679999999998,"body":"was an, a significant amount of"},{"speaker":"Steven Pivnik","startTime":1196.4679999999998,"endTime":1200.158,"body":"more controls in place, but I got"},{"speaker":"Steven Pivnik","startTime":1196.4679999999998,"endTime":1200.158,"body":"the right person, um, who had the"},{"speaker":"Steven Pivnik","startTime":1200.158,"endTime":1201.758,"body":"right attitude, the right skill set."},{"speaker":"Steven Pivnik","startTime":1201.758,"endTime":1206.018,"body":"He gained the trust and respect of"},{"speaker":"Steven Pivnik","startTime":1201.758,"endTime":1206.018,"body":"everybody on the team, and he did a"},{"speaker":"Steven Pivnik","startTime":1206.018,"endTime":1210.058,"body":"phenomenal job for the final three"},{"speaker":"Steven Pivnik","startTime":1206.018,"endTime":1210.058,"body":"years of the company, growing it to"},{"speaker":"Steven Pivnik","startTime":1210.058,"endTime":1213.598,"body":"the level that we needed it to be at"},{"speaker":"Steven Pivnik","startTime":1210.058,"endTime":1213.598,"body":"before the final bite of the apple."},{"speaker":"Joshua Wilson","startTime":1214.138,"endTime":1214.498,"body":"Yeah."},{"speaker":"Joshua Wilson","startTime":1214.818,"endTime":1218.898,"body":"Steven, if you look back in your"},{"speaker":"Joshua Wilson","startTime":1214.818,"endTime":1218.898,"body":"career, your successes, your failures,"},{"speaker":"Joshua Wilson","startTime":1219.128,"endTime":1223.7079999999999,"body":"some of the hard times that you've"},{"speaker":"Joshua Wilson","startTime":1219.128,"endTime":1223.7079999999999,"body":"went through as a founder, as a l- all"},{"speaker":"Joshua Wilson","startTime":1223.768,"endTime":1228.9279999999999,"body":"throughout, what would you say is, uh,"},{"speaker":"Joshua Wilson","startTime":1223.768,"endTime":1228.9279999999999,"body":"one of the most, like, painful lesson"},{"speaker":"Joshua Wilson","startTime":1228.9279999999999,"endTime":1232.9679999999998,"body":"that you've ever learned and, you know,"},{"speaker":"Joshua Wilson","startTime":1228.9279999999999,"endTime":1232.9679999999998,"body":"that applies to the world of business?"},{"speaker":"Steven Pivnik","startTime":1234.1779999999999,"endTime":1237.148,"body":"Yeah, I mean, I, I"},{"speaker":"Steven Pivnik","startTime":1234.1779999999999,"endTime":1237.148,"body":"guess the, the one I just went over"},{"speaker":"Steven Pivnik","startTime":1237.148,"endTime":1239.878,"body":"was probably the most painful- Yeah"},{"speaker":"Steven Pivnik","startTime":1240.1979999999999,"endTime":1242.4479999999999,"body":"bec- because, I mean,"},{"speaker":"Steven Pivnik","startTime":1240.1979999999999,"endTime":1242.4479999999999,"body":"it really, really stunk."},{"speaker":"Steven Pivnik","startTime":1242.4479999999999,"endTime":1245.168,"body":"When I, I finally... You know, when"},{"speaker":"Steven Pivnik","startTime":1242.4479999999999,"endTime":1245.168,"body":"I got that phone call from the bank,"},{"speaker":"Steven Pivnik","startTime":1245.168,"endTime":1249.668,"body":"I'm like, \"Oh my God, this guy's been"},{"speaker":"Steven Pivnik","startTime":1245.168,"endTime":1249.668,"body":"lying to me for the, the last, uh,"},{"speaker":"Steven Pivnik","startTime":1249.668,"endTime":1254.548,"body":"three quarters.\" And when I found out"},{"speaker":"Steven Pivnik","startTime":1249.668,"endTime":1254.548,"body":"the true, true extent of the damage and"},{"speaker":"Steven Pivnik","startTime":1254.548,"endTime":1258.408,"body":"the true balance in our bank account"},{"speaker":"Steven Pivnik","startTime":1254.548,"endTime":1258.408,"body":"and the payroll that we still needed to"},{"speaker":"Steven Pivnik","startTime":1258.408,"endTime":1261.408,"body":"meet, and the need for me to have to..."},{"speaker":"Steven Pivnik","startTime":1261.4879999999998,"endTime":1264.918,"body":"I, I've, b- because I'd been gone for"},{"speaker":"Steven Pivnik","startTime":1261.4879999999998,"endTime":1264.918,"body":"two years at the time, I, I needed..."},{"speaker":"Steven Pivnik","startTime":1264.9579999999999,"endTime":1270.1779999999999,"body":"I showed up on day one of my returning"},{"speaker":"Steven Pivnik","startTime":1264.9579999999999,"endTime":1270.1779999999999,"body":"to my job, I interviewed everybody and"},{"speaker":"Steven Pivnik","startTime":1270.1779999999999,"endTime":1274.578,"body":"had them interview for their job, and"},{"speaker":"Steven Pivnik","startTime":1270.1779999999999,"endTime":1274.578,"body":"we went from 30 people to 8 in twen-"},{"speaker":"Steven Pivnik","startTime":1274.578,"endTime":1278.7379999999998,"body":"in, in 24 hours because there was no"},{"speaker":"Steven Pivnik","startTime":1274.578,"endTime":1278.7379999999998,"body":"way I was gonna make that payroll."},{"speaker":"Steven Pivnik","startTime":1278.7379999999998,"endTime":1279.6879999999999,"body":"There was no money in the bank."},{"speaker":"Steven Pivnik","startTime":1281.338,"endTime":1284.1779999999999,"body":"So- Wow ... it, it, it was gut-wrenching."},{"speaker":"Joshua Wilson","startTime":1284.6879999999999,"endTime":1285.268,"body":"Okay."},{"speaker":"Joshua Wilson","startTime":1285.888,"endTime":1289.9679999999998,"body":"I... Man, you love people."},{"speaker":"Joshua Wilson","startTime":1290.7379999999998,"endTime":1294.618,"body":"You had to interview everybody, and you"},{"speaker":"Joshua Wilson","startTime":1290.7379999999998,"endTime":1294.618,"body":"just knew to keep this thing alive, to"},{"speaker":"Joshua Wilson","startTime":1294.618,"endTime":1299.998,"body":"keep this mission going, we have to lay"},{"speaker":"Joshua Wilson","startTime":1294.618,"endTime":1299.998,"body":"off a bunch of people, 22-ish people."},{"speaker":"Joshua Wilson","startTime":1300.1979999999999,"endTime":1300.4879999999998,"body":"Yeah."},{"speaker":"Joshua Wilson","startTime":1302.008,"endTime":1305.168,"body":"Walk me through that process and"},{"speaker":"Joshua Wilson","startTime":1302.008,"endTime":1305.168,"body":"what did you learn there as a leader?"},{"speaker":"Steven Pivnik","startTime":1306.4679999999998,"endTime":1309.558,"body":"Um, I, I learned that you,"},{"speaker":"Steven Pivnik","startTime":1306.4679999999998,"endTime":1309.558,"body":"you have to do the right thing by people."},{"speaker":"Steven Pivnik","startTime":1309.778,"endTime":1311.9479999999999,"body":"Um, this wasn't their fault, right?"},{"speaker":"Steven Pivnik","startTime":1312.308,"endTime":1315.878,"body":"Um, to to his credit, he, he"},{"speaker":"Steven Pivnik","startTime":1312.308,"endTime":1315.878,"body":"act- um, not to his credit."},{"speaker":"Steven Pivnik","startTime":1316.668,"endTime":1318.248,"body":"I can't believe I actually said credit."},{"speaker":"Steven Pivnik","startTime":1318.658,"endTime":1324.618,"body":"Um, one of the many things that, um, he"},{"speaker":"Steven Pivnik","startTime":1318.658,"endTime":1324.618,"body":"did was miss payroll, and he as- he asked"},{"speaker":"Steven Pivnik","startTime":1324.668,"endTime":1327.338,"body":"the team twice to take one for the team."},{"speaker":"Steven Pivnik","startTime":1327.628,"endTime":1330.1779999999999,"body":"Said, \"You know what? We're not doing"},{"speaker":"Steven Pivnik","startTime":1327.628,"endTime":1330.1779999999999,"body":"that well. We can't make payroll.\""},{"speaker":"Steven Pivnik","startTime":1330.538,"endTime":1334.6979999999999,"body":"And the, for, for... This is how"},{"speaker":"Steven Pivnik","startTime":1330.538,"endTime":1334.6979999999999,"body":"great of a, of a, maybe a, a, a cult"},{"speaker":"Steven Pivnik","startTime":1334.6979999999999,"endTime":1336.2379999999998,"body":"leader is the best way to describe it."},{"speaker":"Steven Pivnik","startTime":1336.588,"endTime":1337.4779999999998,"body":"They said okay."},{"speaker":"Steven Pivnik","startTime":1338.118,"endTime":1343.368,"body":"So when I came back and I needed to lay"},{"speaker":"Steven Pivnik","startTime":1338.118,"endTime":1343.368,"body":"off, uh, these 22, um, 20-plus people,"},{"speaker":"Steven Pivnik","startTime":1343.838,"endTime":1347.7079999999999,"body":"I, I made a commitment to every single"},{"speaker":"Steven Pivnik","startTime":1343.838,"endTime":1347.7079999999999,"body":"one of them that the two payrolls that"},{"speaker":"Steven Pivnik","startTime":1347.7079999999999,"endTime":1351.568,"body":"were missed while I wasn't there, I"},{"speaker":"Steven Pivnik","startTime":1347.7079999999999,"endTime":1351.568,"body":"w- I was going to, uh, make good on."},{"speaker":"Steven Pivnik","startTime":1351.868,"endTime":1356.248,"body":"And it took me 12 months, but every single"},{"speaker":"Steven Pivnik","startTime":1351.868,"endTime":1356.248,"body":"one of them, you know, got paid for those"},{"speaker":"Steven Pivnik","startTime":1356.248,"endTime":1358.1979999999999,"body":"two payrolls that, that, that were missed."},{"speaker":"Joshua Wilson","startTime":1358.768,"endTime":1363.088,"body":"Man, it, it's such a..."},{"speaker":"Joshua Wilson","startTime":1358.768,"endTime":1363.088,"body":"When you're working those overtime"},{"speaker":"Joshua Wilson","startTime":1363.088,"endTime":1367.2179999999998,"body":"hours to make good of something that"},{"speaker":"Joshua Wilson","startTime":1363.088,"endTime":1367.2179999999998,"body":"happened in the past and you know as I"},{"speaker":"Joshua Wilson","startTime":1367.358,"endTime":1371.9679999999998,"body":"add this value and as I do this work,"},{"speaker":"Joshua Wilson","startTime":1367.358,"endTime":1371.9679999999998,"body":"I'm not receiving the value, I have to"},{"speaker":"Joshua Wilson","startTime":1371.9679999999998,"endTime":1376.998,"body":"go back and pay, it's a painful lesson"},{"speaker":"Joshua Wilson","startTime":1371.9679999999998,"endTime":1376.998,"body":"that I, I think as founders we'll"},{"speaker":"Joshua Wilson","startTime":1376.998,"endTime":1379.018,"body":"never forget those things in our life."},{"speaker":"Joshua Wilson","startTime":1379.7079999999999,"endTime":1383.128,"body":"The hard thing that I've found being"},{"speaker":"Joshua Wilson","startTime":1379.7079999999999,"endTime":1383.128,"body":"an investor and being in the world"},{"speaker":"Joshua Wilson","startTime":1383.128,"endTime":1387.2379999999998,"body":"of- capital markets and investment"},{"speaker":"Joshua Wilson","startTime":1383.128,"endTime":1387.2379999999998,"body":"banking and, and doing all this crap"},{"speaker":"Joshua Wilson","startTime":1387.2379999999998,"endTime":1392.338,"body":"for so long is to love like you've"},{"speaker":"Joshua Wilson","startTime":1387.2379999999998,"endTime":1392.338,"body":"never lost is so hard not to bring"},{"speaker":"Joshua Wilson","startTime":1392.338,"endTime":1396.868,"body":"your baggage into the next deal, the"},{"speaker":"Joshua Wilson","startTime":1392.338,"endTime":1396.868,"body":"next opportunity, the next partnership."},{"speaker":"Joshua Wilson","startTime":1397.778,"endTime":1402.758,"body":"So, you know, as you were going through"},{"speaker":"Joshua Wilson","startTime":1397.778,"endTime":1402.758,"body":"now investing in companies and working"},{"speaker":"Joshua Wilson","startTime":1402.758,"endTime":1407.4479999999999,"body":"with these founders, how do you make sure"},{"speaker":"Joshua Wilson","startTime":1402.758,"endTime":1407.4479999999999,"body":"that you have a clean slate so you're not"},{"speaker":"Joshua Wilson","startTime":1407.4479999999999,"endTime":1412.098,"body":"bringing baggage in when you're serving"},{"speaker":"Joshua Wilson","startTime":1407.4479999999999,"endTime":1412.098,"body":"these people, but also the remember"},{"speaker":"Joshua Wilson","startTime":1412.098,"endTime":1414.798,"body":"the scars because it might help them?"},{"speaker":"Joshua Wilson","startTime":1415.918,"endTime":1416.1779999999999,"body":"How do you"},{"speaker":"Steven Pivnik","startTime":1416.1779999999999,"endTime":1416.298,"body":"do that?"},{"speaker":"Steven Pivnik","startTime":1416.298,"endTime":1419.4879999999998,"body":"Yeah, I mean, yeah, I mean, I, I, I go"},{"speaker":"Steven Pivnik","startTime":1416.298,"endTime":1419.4879999999998,"body":"back to the pattern recognition, right?"},{"speaker":"Steven Pivnik","startTime":1419.4879999999998,"endTime":1423.7179999999998,"body":"The pattern recognition goes, goes,"},{"speaker":"Steven Pivnik","startTime":1419.4879999999998,"endTime":1423.7179999999998,"body":"um, applies to hiring as well."},{"speaker":"Steven Pivnik","startTime":1423.9379999999999,"endTime":1426.918,"body":"Now when, when I speak with individuals"},{"speaker":"Steven Pivnik","startTime":1423.9379999999999,"endTime":1426.918,"body":"and I speak with executives,"},{"speaker":"Steven Pivnik","startTime":1427.158,"endTime":1431.888,"body":"it's a lot easier for me now to"},{"speaker":"Steven Pivnik","startTime":1427.158,"endTime":1431.888,"body":"call BS than it was in the past."},{"speaker":"Steven Pivnik","startTime":1432.078,"endTime":1434.6779999999999,"body":"Because in, in the past, like you don't,"},{"speaker":"Steven Pivnik","startTime":1432.078,"endTime":1434.6779999999999,"body":"you don't know what you don't know,"},{"speaker":"Steven Pivnik","startTime":1434.998,"endTime":1439.758,"body":"and you've got a, you know, shiny, um,"},{"speaker":"Steven Pivnik","startTime":1434.998,"endTime":1439.758,"body":"you know, polished executive that's,"},{"speaker":"Steven Pivnik","startTime":1439.758,"endTime":1442.848,"body":"you know, tell- that's pitching you"},{"speaker":"Steven Pivnik","startTime":1439.758,"endTime":1442.848,"body":"and telling you this incredible story."},{"speaker":"Steven Pivnik","startTime":1443.138,"endTime":1447.418,"body":"And un- unless you have a ton of"},{"speaker":"Steven Pivnik","startTime":1443.138,"endTime":1447.418,"body":"experience to fall back on and, you"},{"speaker":"Steven Pivnik","startTime":1447.418,"endTime":1451.138,"body":"know, pre, um, previous relationships,"},{"speaker":"Steven Pivnik","startTime":1447.418,"endTime":1451.138,"body":"you really can't compare it to anything."},{"speaker":"Steven Pivnik","startTime":1451.278,"endTime":1452.4379999999999,"body":"So everything sounds great."},{"speaker":"Steven Pivnik","startTime":1452.4679999999998,"endTime":1452.498,"body":"Mm-hmm."},{"speaker":"Steven Pivnik","startTime":1452.9579999999999,"endTime":1457.128,"body":"But when you have all of these scars"},{"speaker":"Steven Pivnik","startTime":1452.9579999999999,"endTime":1457.128,"body":"and like all of these pains and all"},{"speaker":"Steven Pivnik","startTime":1457.128,"endTime":1461.038,"body":"of these, you know, mo- moments in"},{"speaker":"Steven Pivnik","startTime":1457.128,"endTime":1461.038,"body":"the past, they, they're incredibly..."},{"speaker":"Steven Pivnik","startTime":1461.128,"endTime":1464.9579999999999,"body":"it's incredibly unfortunate that they"},{"speaker":"Steven Pivnik","startTime":1461.128,"endTime":1464.9579999999999,"body":"occurred, but oh my God, were they"},{"speaker":"Steven Pivnik","startTime":1464.9579999999999,"endTime":1467.368,"body":"valuable building blocks for the future."},{"speaker":"Steven Pivnik","startTime":1467.408,"endTime":1472.858,"body":"So it, it makes, it, it makes the process,"},{"speaker":"Steven Pivnik","startTime":1467.408,"endTime":1472.858,"body":"the, the odds of success with hiring,"},{"speaker":"Steven Pivnik","startTime":1473.098,"endTime":1474.808,"body":"you know, going forward so much better."},{"speaker":"Joshua Wilson","startTime":1475.6979999999999,"endTime":1479.548,"body":"Talk to me about a"},{"speaker":"Joshua Wilson","startTime":1475.6979999999999,"endTime":1479.548,"body":"moment where the wind shifted from,"},{"speaker":"Joshua Wilson","startTime":1479.9379999999999,"endTime":1484.7079999999999,"body":"\"I don't know if we're gonna make it,\""},{"speaker":"Joshua Wilson","startTime":1479.9379999999999,"endTime":1484.7079999999999,"body":"to, \"Okay, we're getting traction."},{"speaker":"Joshua Wilson","startTime":1484.9779999999998,"endTime":1485.748,"body":"We can breathe."},{"speaker":"Joshua Wilson","startTime":1485.9579999999999,"endTime":1487.268,"body":"We can start hiring again."},{"speaker":"Joshua Wilson","startTime":1487.4779999999998,"endTime":1490.308,"body":"We can pay off past debt.\" Like"},{"speaker":"Joshua Wilson","startTime":1487.4779999999998,"endTime":1490.308,"body":"talk to me about a moment when,"},{"speaker":"Joshua Wilson","startTime":1490.348,"endTime":1493.758,"body":"when that shift happened, and what"},{"speaker":"Joshua Wilson","startTime":1490.348,"endTime":1493.758,"body":"do you think caused that shift?"},{"speaker":"Steven Pivnik","startTime":1494.9879999999998,"endTime":1495.278,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":1495.368,"endTime":1499.788,"body":"Um, that shift happened, so like I"},{"speaker":"Steven Pivnik","startTime":1495.368,"endTime":1499.788,"body":"mentioned, like we had a very, very"},{"speaker":"Steven Pivnik","startTime":1499.788,"endTime":1501.548,"body":"strong relationship with IBM, right?"},{"speaker":"Steven Pivnik","startTime":1501.548,"endTime":1501.608,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":1501.608,"endTime":1504.1979999999999,"body":"We, we were y- we were kind of"},{"speaker":"Steven Pivnik","startTime":1501.608,"endTime":1504.1979999999999,"body":"like that pilot fish that swims"},{"speaker":"Steven Pivnik","startTime":1504.1979999999999,"endTime":1507.9779999999998,"body":"by the big shark, and like we were"},{"speaker":"Steven Pivnik","startTime":1504.1979999999999,"endTime":1507.9779999999998,"body":"feeding off of IBM's momentum and"},{"speaker":"Steven Pivnik","startTime":1507.9779999999998,"endTime":1509.4379999999999,"body":"all of their market share gains."},{"speaker":"Steven Pivnik","startTime":1509.798,"endTime":1514.148,"body":"And then when we saw the tide shift"},{"speaker":"Steven Pivnik","startTime":1509.798,"endTime":1514.148,"body":"over to Microsoft, um, we actually"},{"speaker":"Steven Pivnik","startTime":1514.148,"endTime":1515.4379999999999,"body":"felt guilty about it, right?"},{"speaker":"Steven Pivnik","startTime":1515.4379999999999,"endTime":1518.998,"body":"Because we were, we would actually"},{"speaker":"Steven Pivnik","startTime":1515.4379999999999,"endTime":1518.998,"body":"go to IBM trade shows and promote"},{"speaker":"Steven Pivnik","startTime":1518.998,"endTime":1523.258,"body":"the fact that we can now convert"},{"speaker":"Steven Pivnik","startTime":1518.998,"endTime":1523.258,"body":"email data to Microsoft from IBM."},{"speaker":"Steven Pivnik","startTime":1523.808,"endTime":1526.418,"body":"And, um, IBM finally came to us."},{"speaker":"Steven Pivnik","startTime":1526.7279999999998,"endTime":1530.558,"body":"We, we, we went to renew our sponsorship"},{"speaker":"Steven Pivnik","startTime":1526.7279999999998,"endTime":1530.558,"body":"because we went to this, um, annual"},{"speaker":"Steven Pivnik","startTime":1530.558,"endTime":1532.808,"body":"trade show in Orlando called Lotusphere."},{"speaker":"Steven Pivnik","startTime":1533.118,"endTime":1535.898,"body":"We went to... And we were like a,"},{"speaker":"Steven Pivnik","startTime":1533.118,"endTime":1535.898,"body":"like a gold level sponsor there."},{"speaker":"Steven Pivnik","startTime":1535.898,"endTime":1537.328,"body":"We got a lot of business from that show."},{"speaker":"Steven Pivnik","startTime":1537.788,"endTime":1541.4679999999998,"body":"We went to renew for the following"},{"speaker":"Steven Pivnik","startTime":1537.788,"endTime":1541.4679999999998,"body":"year, like we always did, and"},{"speaker":"Steven Pivnik","startTime":1541.4679999999998,"endTime":1542.838,"body":"they wouldn't accept our renewal."},{"speaker":"Steven Pivnik","startTime":1542.888,"endTime":1542.918,"body":"Oh."},{"speaker":"Steven Pivnik","startTime":1543.388,"endTime":1546.798,"body":"They said... And they, they almost"},{"speaker":"Steven Pivnik","startTime":1543.388,"endTime":1546.798,"body":"said like, \"You know why we're not"},{"speaker":"Steven Pivnik","startTime":1546.798,"endTime":1550.8129999999999,"body":"accepting your renewal.\" And- I, you"},{"speaker":"Steven Pivnik","startTime":1546.798,"endTime":1550.8129999999999,"body":"know, I, I took that as a badge of honor."},{"speaker":"Steven Pivnik","startTime":1550.993,"endTime":1555.8629999999998,"body":"Like, yes, you know, IBM is not taking our"},{"speaker":"Steven Pivnik","startTime":1550.993,"endTime":1555.8629999999998,"body":"sponsorship money for this show because"},{"speaker":"Steven Pivnik","startTime":1555.8629999999998,"endTime":1557.273,"body":"of what we're doing with Microsoft."},{"speaker":"Steven Pivnik","startTime":1557.983,"endTime":1561.673,"body":"Fast-forward a couple of months, I had a"},{"speaker":"Steven Pivnik","startTime":1557.983,"endTime":1561.673,"body":"meeting with a bunch of senior execs at,"},{"speaker":"Steven Pivnik","startTime":1561.703,"endTime":1564.0929999999998,"body":"at IBM, and I was super nervous, right?"},{"speaker":"Steven Pivnik","startTime":1564.0929999999998,"endTime":1567.3629999999998,"body":"Because I needed to tell them that,"},{"speaker":"Steven Pivnik","startTime":1564.0929999999998,"endTime":1567.3629999999998,"body":"\"Hey, we're going to town with Microsoft."},{"speaker":"Steven Pivnik","startTime":1567.3629999999998,"endTime":1571.733,"body":"Sorry, the, the tea leaves are sh- are"},{"speaker":"Steven Pivnik","startTime":1567.3629999999998,"endTime":1571.733,"body":"shifting in the marketplace.\" And the"},{"speaker":"Steven Pivnik","startTime":1571.733,"endTime":1574.993,"body":"executive said, \"Steven, I can see how"},{"speaker":"Steven Pivnik","startTime":1571.733,"endTime":1574.993,"body":"uncomfortable you are with this meeting."},{"speaker":"Steven Pivnik","startTime":1575.373,"endTime":1578.533,"body":"Every relationship has a"},{"speaker":"Steven Pivnik","startTime":1575.373,"endTime":1578.533,"body":"beginning, a middle, and an end."},{"speaker":"Steven Pivnik","startTime":1578.973,"endTime":1583.163,"body":"If this business relationship is ending,"},{"speaker":"Steven Pivnik","startTime":1578.973,"endTime":1583.163,"body":"uh, we're not taking it personally."},{"speaker":"Steven Pivnik","startTime":1583.283,"endTime":1584.3529999999998,"body":"Go do what you have to do.\""},{"speaker":"Steven Pivnik","startTime":1585.5829999999999,"endTime":1587.033,"body":"I was"},{"speaker":"Joshua Wilson","startTime":1587.033,"endTime":1588.643,"body":"like, \"Wow.\" Wow."},{"speaker":"Joshua Wilson","startTime":1588.933,"endTime":1591.453,"body":"Oh, bro, I know how that feels, man."},{"speaker":"Joshua Wilson","startTime":1592.193,"endTime":1592.3129999999999,"body":"Yeah."},{"speaker":"Joshua Wilson","startTime":1592.3129999999999,"endTime":1596.643,"body":"Uh, you, you and I are similar"},{"speaker":"Joshua Wilson","startTime":1592.3129999999999,"endTime":1596.643,"body":"in I'm a loyalist, right?"},{"speaker":"Joshua Wilson","startTime":1596.643,"endTime":1600.0629999999999,"body":"Like, I, I, I really value"},{"speaker":"Joshua Wilson","startTime":1596.643,"endTime":1600.0629999999999,"body":"people and I wanna serve them."},{"speaker":"Joshua Wilson","startTime":1600.0629999999999,"endTime":1603.873,"body":"And, and when we have a reciprocal"},{"speaker":"Joshua Wilson","startTime":1600.0629999999999,"endTime":1603.873,"body":"relationship, man, I wanna dig"},{"speaker":"Joshua Wilson","startTime":1603.873,"endTime":1607.5529999999999,"body":"into that, and I'd love to create a"},{"speaker":"Joshua Wilson","startTime":1603.873,"endTime":1607.5529999999999,"body":"lifetime relationship with some people."},{"speaker":"Joshua Wilson","startTime":1608.033,"endTime":1611.3629999999998,"body":"The truth of the matter is, is though"},{"speaker":"Joshua Wilson","startTime":1608.033,"endTime":1611.3629999999998,"body":"in some, in business, there's a start,"},{"speaker":"Joshua Wilson","startTime":1611.3629999999998,"endTime":1612.8029999999999,"body":"middle, and sometimes there's an end."},{"speaker":"Steven Pivnik","startTime":1613.213,"endTime":1613.503,"body":"Right."},{"speaker":"Joshua Wilson","startTime":1614.0629999999999,"endTime":1616.183,"body":"Knowing"},{"speaker":"Joshua Wilson","startTime":1614.0629999999999,"endTime":1616.183,"body":"when, how do you do that?"},{"speaker":"Joshua Wilson","startTime":1616.8429999999998,"endTime":1619.193,"body":"I mean, in that instance,"},{"speaker":"Joshua Wilson","startTime":1616.8429999999998,"endTime":1619.193,"body":"they called it, right?"},{"speaker":"Steven Pivnik","startTime":1619.703,"endTime":1619.903,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":1619.903,"endTime":1621.0529999999999,"body":"They, they, they called us out on it."},{"speaker":"Steven Pivnik","startTime":1621.0529999999999,"endTime":1621.173,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":1621.173,"endTime":1623.523,"body":"And I mean, but that, that was"},{"speaker":"Steven Pivnik","startTime":1621.173,"endTime":1623.523,"body":"like, that's when the wind shifted."},{"speaker":"Steven Pivnik","startTime":1623.523,"endTime":1628.273,"body":"That's, that's when they basically, when"},{"speaker":"Steven Pivnik","startTime":1623.523,"endTime":1628.273,"body":"our, our number one partner basically"},{"speaker":"Steven Pivnik","startTime":1628.273,"endTime":1631.993,"body":"gave us permission to go and do something"},{"speaker":"Steven Pivnik","startTime":1628.273,"endTime":1631.993,"body":"else with, with their arch enemy."},{"speaker":"Steven Pivnik","startTime":1631.993,"endTime":1633.973,"body":"I mean, they, they called"},{"speaker":"Steven Pivnik","startTime":1631.993,"endTime":1633.973,"body":"Microsoft the evil empire."},{"speaker":"Steven Pivnik","startTime":1634.6129999999998,"endTime":1639.953,"body":"And, and that, that's when we went"},{"speaker":"Steven Pivnik","startTime":1634.6129999999998,"endTime":1639.953,"body":"all out and, you know, revenue started"},{"speaker":"Steven Pivnik","startTime":1639.953,"endTime":1644.423,"body":"really, really climbing when we, you"},{"speaker":"Steven Pivnik","startTime":1639.953,"endTime":1644.423,"body":"know, you know, came out and with-"},{"speaker":"Steven Pivnik","startTime":1644.423,"endTime":1649.523,"body":"without, with just totally clearly"},{"speaker":"Steven Pivnik","startTime":1644.423,"endTime":1649.523,"body":"we told the marketplace that we are"},{"speaker":"Steven Pivnik","startTime":1649.523,"endTime":1652.993,"body":"now in Microsoft land, and we're"},{"speaker":"Steven Pivnik","startTime":1649.523,"endTime":1652.993,"body":"your p- we're your go-to partner to"},{"speaker":"Steven Pivnik","startTime":1652.993,"endTime":1654.913,"body":"help get you to Microsoft technology."},{"speaker":"Joshua Wilson","startTime":1655.883,"endTime":1659.0929999999998,"body":"Just having this"},{"speaker":"Joshua Wilson","startTime":1655.883,"endTime":1659.0929999999998,"body":"conversation with a guy yesterday."},{"speaker":"Joshua Wilson","startTime":1659.3129999999999,"endTime":1663.8329999999999,"body":"He's an investor, and he, he talks"},{"speaker":"Joshua Wilson","startTime":1659.3129999999999,"endTime":1663.8329999999999,"body":"about, like, there's addition, or"},{"speaker":"Joshua Wilson","startTime":1663.8329999999999,"endTime":1666.293,"body":"there's growth through addition,"},{"speaker":"Joshua Wilson","startTime":1663.8329999999999,"endTime":1666.293,"body":"like what should we be doing?"},{"speaker":"Joshua Wilson","startTime":1666.543,"endTime":1668.5829999999999,"body":"But there's also growth"},{"speaker":"Joshua Wilson","startTime":1666.543,"endTime":1668.5829999999999,"body":"through subtraction."},{"speaker":"Joshua Wilson","startTime":1668.5829999999999,"endTime":1670.5929999999998,"body":"It's what should we be pulling back from?"},{"speaker":"Joshua Wilson","startTime":1670.8529999999998,"endTime":1673.513,"body":"And sometimes it's"},{"speaker":"Joshua Wilson","startTime":1670.8529999999998,"endTime":1673.513,"body":"sunsetting an old client."},{"speaker":"Joshua Wilson","startTime":1674.193,"endTime":1676.133,"body":"It's, you know, it's, it's-"},{"speaker":"Steven Pivnik","startTime":1676.183,"endTime":1679.023,"body":"Or an old, or, or an old"},{"speaker":"Steven Pivnik","startTime":1676.183,"endTime":1679.023,"body":"product, which- Or an old product ... uh,"},{"speaker":"Steven Pivnik","startTime":1679.023,"endTime":1681.633,"body":"which, which some companies... I mean,"},{"speaker":"Steven Pivnik","startTime":1679.023,"endTime":1681.633,"body":"some companies are emotionally attached."},{"speaker":"Steven Pivnik","startTime":1681.633,"endTime":1684.443,"body":"Like, I was emotionally attached"},{"speaker":"Steven Pivnik","startTime":1681.633,"endTime":1684.443,"body":"to some of our products, which, you"},{"speaker":"Steven Pivnik","startTime":1684.443,"endTime":1687.0629999999999,"body":"know, we ended up sunsetting, and it,"},{"speaker":"Steven Pivnik","startTime":1684.443,"endTime":1687.0629999999999,"body":"it was the right thing to do for the"},{"speaker":"Steven Pivnik","startTime":1687.0629999999999,"endTime":1689.123,"body":"company, but that also was painful."},{"speaker":"Joshua Wilson","startTime":1689.5629999999999,"endTime":1689.933,"body":"Yeah."},{"speaker":"Joshua Wilson","startTime":1690.0729999999999,"endTime":1691.673,"body":"Oh my gosh, Steven,"},{"speaker":"Joshua Wilson","startTime":1690.0729999999999,"endTime":1691.673,"body":"you're so awesome, man."},{"speaker":"Joshua Wilson","startTime":1691.743,"endTime":1692.0729999999999,"body":"All right."},{"speaker":"Joshua Wilson","startTime":1692.253,"endTime":1695.483,"body":"Talk to us about what"},{"speaker":"Joshua Wilson","startTime":1692.253,"endTime":1695.483,"body":"you're working on now."},{"speaker":"Joshua Wilson","startTime":1695.533,"endTime":1697.713,"body":"You've retired... Not retired."},{"speaker":"Joshua Wilson","startTime":1698.153,"endTime":1700.508,"body":"You sold not retired."},{"speaker":"Joshua Wilson","startTime":1700.508,"endTime":1703.048,"body":"You're like, \"I gotta stay in"},{"speaker":"Joshua Wilson","startTime":1700.508,"endTime":1703.048,"body":"this game.\" What, what are you"},{"speaker":"Joshua Wilson","startTime":1703.048,"endTime":1704.638,"body":"doing and why did you get back in?"},{"speaker":"Joshua Wilson","startTime":1704.638,"endTime":1707.248,"body":"Why didn't you just, you know,"},{"speaker":"Joshua Wilson","startTime":1704.638,"endTime":1707.248,"body":"go ride your bike on Brighton"},{"speaker":"Joshua Wilson","startTime":1707.268,"endTime":1709.1879999999999,"body":"Beach in, in, you know, New York?"},{"speaker":"Steven Pivnik","startTime":1710.088,"endTime":1711.9579999999999,"body":"Well, I,"},{"speaker":"Steven Pivnik","startTime":1710.088,"endTime":1711.9579999999999,"body":"I, I kinda semi-retired."},{"speaker":"Steven Pivnik","startTime":1712.028,"endTime":1714.7279999999998,"body":"I, I'm also incredibly passionate"},{"speaker":"Steven Pivnik","startTime":1712.028,"endTime":1714.7279999999998,"body":"about endurance sports."},{"speaker":"Steven Pivnik","startTime":1714.9479999999999,"endTime":1718.878,"body":"I t- I, I got addicted to endurance"},{"speaker":"Steven Pivnik","startTime":1714.9479999999999,"endTime":1718.878,"body":"sports as my midlife crisis- ... because"},{"speaker":"Steven Pivnik","startTime":1719.258,"endTime":1722.788,"body":"my immigrant family gave me"},{"speaker":"Steven Pivnik","startTime":1719.258,"endTime":1722.788,"body":"some incredibly ba- bad genes."},{"speaker":"Steven Pivnik","startTime":1722.838,"endTime":1726.328,"body":"I love them to death, but"},{"speaker":"Steven Pivnik","startTime":1722.838,"endTime":1726.328,"body":"they all had cancer, diabetes,"},{"speaker":"Steven Pivnik","startTime":1726.328,"endTime":1727.658,"body":"high blood pressure, strokes."},{"speaker":"Steven Pivnik","startTime":1727.6879999999999,"endTime":1731.1979999999999,"body":"You name it, my parents and my"},{"speaker":"Steven Pivnik","startTime":1727.6879999999999,"endTime":1731.1979999999999,"body":"grandparents had it, and I knew that, that"},{"speaker":"Steven Pivnik","startTime":1731.2379999999998,"endTime":1733.138,"body":"those bad genes were in here somewhere."},{"speaker":"Steven Pivnik","startTime":1733.4579999999999,"endTime":1737.008,"body":"So I just chose endurance sports"},{"speaker":"Steven Pivnik","startTime":1733.4579999999999,"endTime":1737.008,"body":"as my vehicle to stay as healthy"},{"speaker":"Steven Pivnik","startTime":1737.008,"endTime":1741.258,"body":"as possible, so if and when that"},{"speaker":"Steven Pivnik","startTime":1737.008,"endTime":1741.258,"body":"bad stuff hits, I can fight it."},{"speaker":"Joshua Wilson","startTime":1741.298,"endTime":1741.668,"body":"Yeah,"},{"speaker":"Steven Pivnik","startTime":1741.908,"endTime":1741.998,"body":"yeah."},{"speaker":"Steven Pivnik","startTime":1741.998,"endTime":1746.758,"body":"So I, I, I continue to spend a, a ton of"},{"speaker":"Steven Pivnik","startTime":1741.998,"endTime":1746.758,"body":"time doing IRONMAN triathlons, climbing"},{"speaker":"Steven Pivnik","startTime":1746.758,"endTime":1749.1779999999999,"body":"mountains, and I'm doing ultramarathons."},{"speaker":"Steven Pivnik","startTime":1749.568,"endTime":1751.568,"body":"But those are my hobbies."},{"speaker":"Steven Pivnik","startTime":1751.568,"endTime":1753.778,"body":"On the business front, I w- I work with..."},{"speaker":"Steven Pivnik","startTime":1754.498,"endTime":1757.338,"body":"There was two advisory firms"},{"speaker":"Steven Pivnik","startTime":1754.498,"endTime":1757.338,"body":"that helped me tremendously"},{"speaker":"Steven Pivnik","startTime":1757.368,"endTime":1758.498,"body":"when I was growing my business."},{"speaker":"Steven Pivnik","startTime":1758.9379999999999,"endTime":1762.078,"body":"Um, the first was something called"},{"speaker":"Steven Pivnik","startTime":1758.9379999999999,"endTime":1762.078,"body":"The CEO Project, which is a CEO"},{"speaker":"Steven Pivnik","startTime":1762.078,"endTime":1763.508,"body":"peer group advisory program."},{"speaker":"Steven Pivnik","startTime":1763.6779999999999,"endTime":1763.7079999999999,"body":"Mm-hmm."},{"speaker":"Steven Pivnik","startTime":1763.878,"endTime":1768.278,"body":"I was a member there for eight years, and"},{"speaker":"Steven Pivnik","startTime":1763.878,"endTime":1768.278,"body":"when I sold my company, I was flattered"},{"speaker":"Steven Pivnik","startTime":1768.378,"endTime":1772.7079999999999,"body":"that the founder asked me to join them,"},{"speaker":"Steven Pivnik","startTime":1768.378,"endTime":1772.7079999999999,"body":"this time as an ex- as an executive"},{"speaker":"Steven Pivnik","startTime":1772.7079999999999,"endTime":1774.648,"body":"coach, and start a group of my own."},{"speaker":"Steven Pivnik","startTime":1775.068,"endTime":1779.268,"body":"So I work with The CEO Project,"},{"speaker":"Steven Pivnik","startTime":1775.068,"endTime":1779.268,"body":"where I mentor a group of CEOs, and,"},{"speaker":"Steven Pivnik","startTime":1779.268,"endTime":1782.398,"body":"like, we go through the, The CEO"},{"speaker":"Steven Pivnik","startTime":1779.268,"endTime":1782.398,"body":"Project methodology- Mm-hmm ... which"},{"speaker":"Steven Pivnik","startTime":1782.398,"endTime":1783.548,"body":"I can get into if you'd like."},{"speaker":"Steven Pivnik","startTime":1784.078,"endTime":1788.318,"body":"And the other firm, which was with me"},{"speaker":"Steven Pivnik","startTime":1784.078,"endTime":1788.318,"body":"for the final three years of my, uh,"},{"speaker":"Steven Pivnik","startTime":1788.4679999999998,"endTime":1791.888,"body":"of the company's, you know, growth"},{"speaker":"Steven Pivnik","startTime":1788.4679999999998,"endTime":1791.888,"body":"and exit, was a firm called Acresis."},{"speaker":"Steven Pivnik","startTime":1792.338,"endTime":1796.338,"body":"And after they helped me, again, go"},{"speaker":"Steven Pivnik","startTime":1792.338,"endTime":1796.338,"body":"through the final, the final phases"},{"speaker":"Steven Pivnik","startTime":1796.338,"endTime":1801.878,"body":"of growth and exit, they too asked me"},{"speaker":"Steven Pivnik","startTime":1796.338,"endTime":1801.878,"body":"to come join them and work with other,"},{"speaker":"Steven Pivnik","startTime":1802.388,"endTime":1806.018,"body":"um, founders to kinda, you know, pay it"},{"speaker":"Steven Pivnik","startTime":1802.388,"endTime":1806.018,"body":"forward in the entrepreneurial community."},{"speaker":"Steven Pivnik","startTime":1806.358,"endTime":1810.6879999999999,"body":"So I'm ch- really, really enjoying"},{"speaker":"Steven Pivnik","startTime":1806.358,"endTime":1810.6879999999999,"body":"living vicariously through other founders"},{"speaker":"Steven Pivnik","startTime":1811.068,"endTime":1816.358,"body":"and helping them grow and sell while"},{"speaker":"Steven Pivnik","startTime":1811.068,"endTime":1816.358,"body":"avoiding all of the mistakes that I made."},{"speaker":"Joshua Wilson","startTime":1817.028,"endTime":1817.248,"body":"Yeah."},{"speaker":"Joshua Wilson","startTime":1818.128,"endTime":1819.1979999999999,"body":"How old are you, Steven?"},{"speaker":"Steven Pivnik","startTime":1820.068,"endTime":1820.808,"body":"I'm 56."},{"speaker":"Joshua Wilson","startTime":1821.298,"endTime":1821.788,"body":"56."},{"speaker":"Joshua Wilson","startTime":1822.408,"endTime":1826.328,"body":"So when's the last time you did"},{"speaker":"Joshua Wilson","startTime":1822.408,"endTime":1826.328,"body":"some type of endurance or something"},{"speaker":"Joshua Wilson","startTime":1826.328,"endTime":1828.158,"body":"that had stretched you physically?"},{"speaker":"Steven Pivnik","startTime":1829.268,"endTime":1831.1879999999999,"body":"Um, I"},{"speaker":"Steven Pivnik","startTime":1829.268,"endTime":1831.1879999999999,"body":"tried to cl- I, I tried."},{"speaker":"Steven Pivnik","startTime":1831.2379999999998,"endTime":1831.298,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":1831.498,"endTime":1836.538,"body":"I climbed Mount Everest this time last"},{"speaker":"Steven Pivnik","startTime":1831.498,"endTime":1836.538,"body":"year, and I've got my 18th IRONMAN"},{"speaker":"Steven Pivnik","startTime":1836.538,"endTime":1837.998,"body":"coming up in two and a half weeks."},{"speaker":"Joshua Wilson","startTime":1838.878,"endTime":1840.118,"body":"18th IRONMAN."},{"speaker":"Joshua Wilson","startTime":1840.118,"endTime":1840.868,"body":"Where's that gonna be?"},{"speaker":"Steven Pivnik","startTime":1841.528,"endTime":1843.1879999999999,"body":"Um, this one"},{"speaker":"Steven Pivnik","startTime":1841.528,"endTime":1843.1879999999999,"body":"is in Jacksonville, Florida."},{"speaker":"Joshua Wilson","startTime":1843.548,"endTime":1843.838,"body":"Oh, okay."},{"speaker":"Joshua Wilson","startTime":1843.838,"endTime":1844.6879999999999,"body":"Right around the block from us."},{"speaker":"Joshua Wilson","startTime":1844.6879999999999,"endTime":1846.628,"body":"I used to live in Jacksonville"},{"speaker":"Joshua Wilson","startTime":1844.6879999999999,"endTime":1846.628,"body":"on the, on the beach."},{"speaker":"Joshua Wilson","startTime":1846.658,"endTime":1846.9379999999999,"body":"Oh, cool."},{"speaker":"Joshua Wilson","startTime":1847.258,"endTime":1851.1779999999999,"body":"Yeah, they, they, uh... The open water"},{"speaker":"Joshua Wilson","startTime":1847.258,"endTime":1851.1779999999999,"body":"swim is, uh... This time of the year"},{"speaker":"Joshua Wilson","startTime":1851.1779999999999,"endTime":1853.858,"body":"it's nice and warm, but man, they"},{"speaker":"Joshua Wilson","startTime":1851.1779999999999,"endTime":1853.858,"body":"could get chilly in Jacksonville."},{"speaker":"Steven Pivnik","startTime":1854.568,"endTime":1854.758,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":1854.758,"endTime":1858.248,"body":"It's, um, it's gonna be an interesting"},{"speaker":"Steven Pivnik","startTime":1854.758,"endTime":1858.248,"body":"swim because it's against the current in"},{"speaker":"Steven Pivnik","startTime":1858.248,"endTime":1861.578,"body":"the river, so it's an uphill swim to- Oh"},{"speaker":"Joshua Wilson","startTime":1861.578,"endTime":1861.668,"body":"to s-"},{"speaker":"Steven Pivnik","startTime":1861.998,"endTime":1862.7079999999999,"body":"to start the day."},{"speaker":"Joshua Wilson","startTime":1863.1779999999999,"endTime":1864.548,"body":"You"},{"speaker":"Joshua Wilson","startTime":1863.1779999999999,"endTime":1864.548,"body":"swimming in the St. Johns?"},{"speaker":"Steven Pivnik","startTime":1864.848,"endTime":1865.1779999999999,"body":"Yes."},{"speaker":"Joshua Wilson","startTime":1865.4879999999998,"endTime":1866.138,"body":"Okay, cool."},{"speaker":"Joshua Wilson","startTime":1866.268,"endTime":1866.878,"body":"Awesome, man."},{"speaker":"Joshua Wilson","startTime":1867.258,"endTime":1868.398,"body":"Well, I'll cheer you on."},{"speaker":"Joshua Wilson","startTime":1868.538,"endTime":1874.028,"body":"Um, Steven, as, as we go through"},{"speaker":"Joshua Wilson","startTime":1868.538,"endTime":1874.028,"body":"the arc of your, your story,"},{"speaker":"Joshua Wilson","startTime":1874.058,"endTime":1875.588,"body":"now you're helping founders."},{"speaker":"Joshua Wilson","startTime":1876.128,"endTime":1879.808,"body":"Walk us through maybe the one problem,"},{"speaker":"Joshua Wilson","startTime":1876.128,"endTime":1879.808,"body":"like... Well, ac- actually, before"},{"speaker":"Joshua Wilson","startTime":1879.808,"endTime":1884.658,"body":"we go there, what's the ideal, like,"},{"speaker":"Joshua Wilson","startTime":1879.808,"endTime":1884.658,"body":"founder that you wanna work with?"},{"speaker":"Joshua Wilson","startTime":1884.658,"endTime":1889.4779999999998,"body":"Give me an ideal on company size,"},{"speaker":"Joshua Wilson","startTime":1884.658,"endTime":1889.4779999999998,"body":"revenue size, stage of company."},{"speaker":"Joshua Wilson","startTime":1889.668,"endTime":1892.4379999999999,"body":"Like, the ideal one, so if that"},{"speaker":"Joshua Wilson","startTime":1889.668,"endTime":1892.4379999999999,"body":"person's listening in, they go,"},{"speaker":"Joshua Wilson","startTime":1892.4379999999999,"endTime":1894.628,"body":"\"Hey man, I'd love for you to"},{"speaker":"Joshua Wilson","startTime":1892.4379999999999,"endTime":1894.628,"body":"work with me,\" who is that person?"},{"speaker":"Steven Pivnik","startTime":1895.1779999999999,"endTime":1895.7379999999998,"body":"Great question."},{"speaker":"Steven Pivnik","startTime":1895.7379999999998,"endTime":1900.028,"body":"My ideal customer is somebody that's been"},{"speaker":"Steven Pivnik","startTime":1895.7379999999998,"endTime":1900.028,"body":"running their business for 10 plus years."},{"speaker":"Steven Pivnik","startTime":1900.518,"endTime":1905.058,"body":"They have n- over 90% of their personal"},{"speaker":"Steven Pivnik","startTime":1900.518,"endTime":1905.058,"body":"net worth, you know, tied into this"},{"speaker":"Steven Pivnik","startTime":1905.058,"endTime":1906.758,"body":"illiquid asset called their company."},{"speaker":"Steven Pivnik","startTime":1907.278,"endTime":1911.808,"body":"Um, they're doing over $10 million"},{"speaker":"Steven Pivnik","startTime":1907.278,"endTime":1911.808,"body":"in annual sales, and they're pr-"},{"speaker":"Steven Pivnik","startTime":1911.808,"endTime":1916.538,"body":"preferably in the IT space, whether"},{"speaker":"Steven Pivnik","startTime":1911.808,"endTime":1916.538,"body":"it be software, software as a service,"},{"speaker":"Steven Pivnik","startTime":1916.778,"endTime":1921.088,"body":"professional services around some sort"},{"speaker":"Steven Pivnik","startTime":1916.778,"endTime":1921.088,"body":"of technology, something IT relate..."},{"speaker":"Steven Pivnik","startTime":1921.088,"endTime":1924.4879999999998,"body":"Doesn't need to be IT related, but that's"},{"speaker":"Steven Pivnik","startTime":1921.088,"endTime":1924.4879999999998,"body":"my personal preference because that's"},{"speaker":"Steven Pivnik","startTime":1924.4879999999998,"endTime":1926.028,"body":"where I can really jump into the weeds."},{"speaker":"Joshua Wilson","startTime":1926.848,"endTime":1928.408,"body":"Why 10 years, right?"},{"speaker":"Joshua Wilson","startTime":1928.408,"endTime":1931.998,"body":"So I understand the revenue metrics,"},{"speaker":"Joshua Wilson","startTime":1928.408,"endTime":1931.998,"body":"I understand, man, they've got all"},{"speaker":"Joshua Wilson","startTime":1931.998,"endTime":1936.078,"body":"their, you know, assets tied up in the"},{"speaker":"Joshua Wilson","startTime":1931.998,"endTime":1936.078,"body":"business, understand the revenue, I"},{"speaker":"Joshua Wilson","startTime":1936.078,"endTime":1940.408,"body":"understand the niche, but why the, why"},{"speaker":"Joshua Wilson","startTime":1936.078,"endTime":1940.408,"body":"the, uh, vested, you know, timeframe?"},{"speaker":"Steven Pivnik","startTime":1940.9279999999999,"endTime":1942.998,"body":"Because, um,"},{"speaker":"Steven Pivnik","startTime":1940.9279999999999,"endTime":1942.998,"body":"they're, they're probably m- much"},{"speaker":"Steven Pivnik","startTime":1942.998,"endTime":1944.518,"body":"more likely to really want..."},{"speaker":"Steven Pivnik","startTime":1944.518,"endTime":1948.538,"body":"They, they, they may not be actively"},{"speaker":"Steven Pivnik","startTime":1944.518,"endTime":1948.538,"body":"trying to figure out how to sell their"},{"speaker":"Steven Pivnik","startTime":1948.538,"endTime":1951.9379999999999,"body":"business, but if after 10 years, that's"},{"speaker":"Steven Pivnik","startTime":1948.538,"endTime":1951.9379999999999,"body":"probably when they're getting the itch"},{"speaker":"Steven Pivnik","startTime":1951.9779999999998,"endTime":1955.618,"body":"and the need, and they- they're getting..."},{"speaker":"Steven Pivnik","startTime":1951.9779999999998,"endTime":1955.618,"body":"If they're reading the tea leaves"},{"speaker":"Steven Pivnik","startTime":1955.618,"endTime":1957.1779999999999,"body":"properly, it's been, it's been 10 years."},{"speaker":"Steven Pivnik","startTime":1957.1779999999999,"endTime":1959.818,"body":"They've b- they poured a lot of"},{"speaker":"Steven Pivnik","startTime":1957.1779999999999,"endTime":1959.818,"body":"blood, sweat and tears, you know,"},{"speaker":"Steven Pivnik","startTime":1959.818,"endTime":1963.378,"body":"into the company, and they really"},{"speaker":"Steven Pivnik","startTime":1959.818,"endTime":1963.378,"body":"wanna see how they can monetize"},{"speaker":"Steven Pivnik","startTime":1963.568,"endTime":1965.258,"body":"all of that blood, sweat and tears."},{"speaker":"Joshua Wilson","startTime":1966.598,"endTime":1969.608,"body":"Now, as you're"},{"speaker":"Joshua Wilson","startTime":1966.598,"endTime":1969.608,"body":"talking to them and they say yes to"},{"speaker":"Joshua Wilson","startTime":1969.608,"endTime":1973.888,"body":"work with you, what do you think is"},{"speaker":"Joshua Wilson","startTime":1969.608,"endTime":1973.888,"body":"the number one hurdle they have to"},{"speaker":"Joshua Wilson","startTime":1973.888,"endTime":1976.798,"body":"jump over to get to a yes with you?"},{"speaker":"Steven Pivnik","startTime":1978.278,"endTime":1981.638,"body":"Um, the number one hurdle"},{"speaker":"Steven Pivnik","startTime":1978.278,"endTime":1981.638,"body":"is th- they need to understand the"},{"speaker":"Steven Pivnik","startTime":1981.638,"endTime":1986.918,"body":"value and the fee, uh, for working with"},{"speaker":"Steven Pivnik","startTime":1981.638,"endTime":1986.918,"body":"somebody like, like me and my group."},{"speaker":"Steven Pivnik","startTime":1987.308,"endTime":1991.878,"body":"Um, initial knee-jerk reaction, you"},{"speaker":"Steven Pivnik","startTime":1987.308,"endTime":1991.878,"body":"know, could be sticker shock, but the"},{"speaker":"Steven Pivnik","startTime":1991.878,"endTime":1997.998,"body":"value proposition is we, we are worth"},{"speaker":"Steven Pivnik","startTime":1991.878,"endTime":1997.998,"body":"our fee at, at least, you know, 10X over"},{"speaker":"Steven Pivnik","startTime":1998.038,"endTime":2001.518,"body":"in the increased valuation that we're"},{"speaker":"Steven Pivnik","startTime":1998.038,"endTime":2001.518,"body":"gonna get for your c- for your, um,"},{"speaker":"Steven Pivnik","startTime":2001.568,"endTime":2004.548,"body":"company in, in a two to four-year period."},{"speaker":"Steven Pivnik","startTime":2004.918,"endTime":2008.398,"body":"So if they can get over the fee and"},{"speaker":"Steven Pivnik","startTime":2004.918,"endTime":2008.398,"body":"understand that they're gonna make"},{"speaker":"Steven Pivnik","startTime":2008.398,"endTime":2012.418,"body":"that back 10X in, in the actual"},{"speaker":"Steven Pivnik","startTime":2008.398,"endTime":2012.418,"body":"valuation that we're gonna help them,"},{"speaker":"Steven Pivnik","startTime":2013.168,"endTime":2016.328,"body":"um, achieve, then we're, we're golden."},{"speaker":"Joshua Wilson","startTime":2016.918,"endTime":2017.148,"body":"Yeah."},{"speaker":"Joshua Wilson","startTime":2017.4279999999999,"endTime":2021.078,"body":"And then as they look back on that,"},{"speaker":"Joshua Wilson","startTime":2017.4279999999999,"endTime":2021.078,"body":"you know, two to four-year vested"},{"speaker":"Joshua Wilson","startTime":2021.078,"endTime":2025.048,"body":"period that they have with you, you"},{"speaker":"Joshua Wilson","startTime":2021.078,"endTime":2025.048,"body":"guys go out and you help them, you"},{"speaker":"Joshua Wilson","startTime":2025.048,"endTime":2028.998,"body":"know, find a, a, a suitable, you know,"},{"speaker":"Joshua Wilson","startTime":2025.048,"endTime":2028.998,"body":"investment bank to help them sell."},{"speaker":"Joshua Wilson","startTime":2028.998,"endTime":2033.7179999999998,"body":"But, like, as you're, as they're looking"},{"speaker":"Joshua Wilson","startTime":2028.998,"endTime":2033.7179999999998,"body":"back and they go, \"Steven, out of all"},{"speaker":"Joshua Wilson","startTime":2033.7179999999998,"endTime":2039.638,"body":"the things you've done for us, besides"},{"speaker":"Joshua Wilson","startTime":2033.7179999999998,"endTime":2039.638,"body":"valuation increase,\" okay, what do"},{"speaker":"Joshua Wilson","startTime":2039.638,"endTime":2043.7179999999998,"body":"you think is that one thing that they"},{"speaker":"Joshua Wilson","startTime":2039.638,"endTime":2043.7179999999998,"body":"would say, \"That, I, as a founder,"},{"speaker":"Joshua Wilson","startTime":2043.748,"endTime":2046.078,"body":"I found that piece most valuable\"?"},{"speaker":"Steven Pivnik","startTime":2047.213,"endTime":2049.6730000000002,"body":"The, our, our"},{"speaker":"Steven Pivnik","startTime":2047.213,"endTime":2049.6730000000002,"body":"last exit actually said it best."},{"speaker":"Steven Pivnik","startTime":2049.6730000000002,"endTime":2054.183,"body":"He goes, \"You guys were transformational"},{"speaker":"Steven Pivnik","startTime":2049.6730000000002,"endTime":2054.183,"body":"in the way you had made me"},{"speaker":"Steven Pivnik","startTime":2054.183,"endTime":2056.033,"body":"and my team run the business.\""},{"speaker":"Steven Pivnik","startTime":2056.593,"endTime":2058.843,"body":"Because, uh, most entrepreneurs,"},{"speaker":"Steven Pivnik","startTime":2056.593,"endTime":2058.843,"body":"they're, they're kind of, you"},{"speaker":"Steven Pivnik","startTime":2058.843,"endTime":2059.813,"body":"know, shooting at the hip."},{"speaker":"Steven Pivnik","startTime":2059.813,"endTime":2062.1530000000002,"body":"You know, the company does"},{"speaker":"Steven Pivnik","startTime":2059.813,"endTime":2062.1530000000002,"body":"things the same old way."},{"speaker":"Steven Pivnik","startTime":2062.543,"endTime":2065.263,"body":"You, when, when you ask somebody, \"Why"},{"speaker":"Steven Pivnik","startTime":2062.543,"endTime":2065.263,"body":"do you do things these, this way?\""},{"speaker":"Steven Pivnik","startTime":2065.293,"endTime":2068.493,"body":"You most often hear, um, \"Because"},{"speaker":"Steven Pivnik","startTime":2065.293,"endTime":2068.493,"body":"we've always done it this way.\" Sure."},{"speaker":"Steven Pivnik","startTime":2068.833,"endTime":2072.6730000000002,"body":"So the, the, the founder said that"},{"speaker":"Steven Pivnik","startTime":2068.833,"endTime":2072.6730000000002,"body":"the, the way you had folks, you know,"},{"speaker":"Steven Pivnik","startTime":2072.6730000000002,"endTime":2076.103,"body":"look, look at their, their department,"},{"speaker":"Steven Pivnik","startTime":2072.6730000000002,"endTime":2076.103,"body":"their organization, you know, start"},{"speaker":"Steven Pivnik","startTime":2076.103,"endTime":2078.893,"body":"measuring things, start holding"},{"speaker":"Steven Pivnik","startTime":2076.103,"endTime":2078.893,"body":"people accountable, start putting"},{"speaker":"Steven Pivnik","startTime":2078.893,"endTime":2082.963,"body":"the right people in the right seats,"},{"speaker":"Steven Pivnik","startTime":2078.893,"endTime":2082.963,"body":"was transformational, and that's what"},{"speaker":"Steven Pivnik","startTime":2082.963,"endTime":2085.253,"body":"really led us to have a successful exit."},{"speaker":"Joshua Wilson","startTime":2085.963,"endTime":2086.293,"body":"Wow."},{"speaker":"Joshua Wilson","startTime":2086.543,"endTime":2086.8630000000003,"body":"Cool."},{"speaker":"Joshua Wilson","startTime":2087.743,"endTime":2091.663,"body":"Now, you have a podcast too,"},{"speaker":"Joshua Wilson","startTime":2087.743,"endTime":2091.663,"body":"and this is why you're so good"},{"speaker":"Joshua Wilson","startTime":2091.663,"endTime":2093.213,"body":"at this, this conversation."},{"speaker":"Joshua Wilson","startTime":2093.683,"endTime":2095.163,"body":"Give a shout-out to your podcast."},{"speaker":"Steven Pivnik","startTime":2095.8230000000003,"endTime":2096.063,"body":"Sure."},{"speaker":"Steven Pivnik","startTime":2096.063,"endTime":2099.1130000000003,"body":"So I, ba- based on the story that I just"},{"speaker":"Steven Pivnik","startTime":2096.063,"endTime":2099.1130000000003,"body":"shared with you in terms of selling my"},{"speaker":"Steven Pivnik","startTime":2099.1130000000003,"endTime":2104.253,"body":"company and my endurance, um, career, so"},{"speaker":"Steven Pivnik","startTime":2099.1130000000003,"endTime":2104.253,"body":"my, my, my, my business goal was to sell"},{"speaker":"Steven Pivnik","startTime":2104.253,"endTime":2108.483,"body":"my b- my company, obviously, and then"},{"speaker":"Steven Pivnik","startTime":2104.253,"endTime":2108.483,"body":"my endurance goal was to qualify for and"},{"speaker":"Steven Pivnik","startTime":2108.483,"endTime":2110.453,"body":"compete in the IRONMAN World Championship."},{"speaker":"Steven Pivnik","startTime":2110.8630000000003,"endTime":2114.5330000000004,"body":"When I accomplished both, which was"},{"speaker":"Steven Pivnik","startTime":2110.8630000000003,"endTime":2114.5330000000004,"body":"about 12 months apart, I wrote a book"},{"speaker":"Steven Pivnik","startTime":2114.5330000000004,"endTime":2118.723,"body":"called Built to Finish, where I detail"},{"speaker":"Steven Pivnik","startTime":2114.5330000000004,"endTime":2118.723,"body":"my journey, offering tips and tricks"},{"speaker":"Steven Pivnik","startTime":2118.723,"endTime":2122.183,"body":"and advice on lessons learned, with"},{"speaker":"Steven Pivnik","startTime":2118.723,"endTime":2122.183,"body":"the hopes of inspiring readers to"},{"speaker":"Steven Pivnik","startTime":2122.183,"endTime":2124.493,"body":"really think big and achieve big goals."},{"speaker":"Steven Pivnik","startTime":2125.023,"endTime":2129.293,"body":"Um, after that book released and hit"},{"speaker":"Steven Pivnik","startTime":2125.023,"endTime":2129.293,"body":"number one on Amazon's bestseller list, I"},{"speaker":"Steven Pivnik","startTime":2129.293,"endTime":2134.1330000000003,"body":"launched a podcast by the same name, Built"},{"speaker":"Steven Pivnik","startTime":2129.293,"endTime":2134.1330000000003,"body":"to Finish, where I talk with entrepreneurs"},{"speaker":"Steven Pivnik","startTime":2134.3230000000003,"endTime":2138.6530000000002,"body":"and other audacious goal setters to,"},{"speaker":"Steven Pivnik","startTime":2134.3230000000003,"endTime":2138.6530000000002,"body":"for them to share their journey and"},{"speaker":"Steven Pivnik","startTime":2138.6530000000002,"endTime":2140.693,"body":"to offer advice to, to the listeners."},{"speaker":"Joshua Wilson","startTime":2141.563,"endTime":2144.6130000000003,"body":"And you have your,"},{"speaker":"Joshua Wilson","startTime":2141.563,"endTime":2144.6130000000003,"body":"uh, book narrated by the voice"},{"speaker":"Joshua Wilson","startTime":2144.6130000000003,"endTime":2146.683,"body":"of IRONMAN, Mr. Mike Reilly."},{"speaker":"Steven Pivnik","startTime":2147.163,"endTime":2147.663,"body":"Mike Reilly."},{"speaker":"Steven Pivnik","startTime":2147.733,"endTime":2149.3230000000003,"body":"I was, I was blown away."},{"speaker":"Steven Pivnik","startTime":2149.3230000000003,"endTime":2152.9030000000002,"body":"I was honored that he accepted"},{"speaker":"Steven Pivnik","startTime":2149.3230000000003,"endTime":2152.9030000000002,"body":"my invitation to read my book."},{"speaker":"Steven Pivnik","startTime":2152.9030000000002,"endTime":2155.913,"body":"I mean, who better to read an"},{"speaker":"Steven Pivnik","startTime":2152.9030000000002,"endTime":2155.913,"body":"IRONMAN book than Mi- Mike Reilly?"},{"speaker":"Joshua Wilson","startTime":2156.483,"endTime":2157.083,"body":"Yeah."},{"speaker":"Joshua Wilson","startTime":2157.293,"endTime":2159.873,"body":"Why, now why didn't you, uh,"},{"speaker":"Joshua Wilson","startTime":2157.293,"endTime":2159.873,"body":"narrate it yourself as you"},{"speaker":"Steven Pivnik","startTime":2159.873,"endTime":2160.143,"body":"were doing"},{"speaker":"Joshua Wilson","startTime":2160.3830000000003,"endTime":2160.453,"body":"it?"},{"speaker":"Joshua Wilson","startTime":2160.453,"endTime":2160.5730000000003,"body":"You know"},{"speaker":"Steven Pivnik","startTime":2160.5730000000003,"endTime":2160.6330000000003,"body":"what?"},{"speaker":"Steven Pivnik","startTime":2160.6330000000003,"endTime":2165.293,"body":"You know, I really didn't like"},{"speaker":"Steven Pivnik","startTime":2160.6330000000003,"endTime":2165.293,"body":"the way my voice sounded online."},{"speaker":"Joshua Wilson","startTime":2165.743,"endTime":2165.893,"body":"Yeah."},{"speaker":"Steven Pivnik","startTime":2165.893,"endTime":2167.143,"body":"And but this"},{"speaker":"Steven Pivnik","startTime":2165.893,"endTime":2167.143,"body":"is, this is really interesting."},{"speaker":"Steven Pivnik","startTime":2167.143,"endTime":2169.643,"body":"So I did, I, I didn't think I"},{"speaker":"Steven Pivnik","startTime":2167.143,"endTime":2169.643,"body":"would do a good enough job of"},{"speaker":"Steven Pivnik","startTime":2169.643,"endTime":2170.873,"body":"reading my book, so that's why."},{"speaker":"Steven Pivnik","startTime":2170.873,"endTime":2174.143,"body":"And he had read his own book and maybe"},{"speaker":"Steven Pivnik","startTime":2170.873,"endTime":2174.143,"body":"I think one other book, so I asked him."},{"speaker":"Steven Pivnik","startTime":2174.8230000000003,"endTime":2181.4030000000002,"body":"When we went into the studio, I, I had"},{"speaker":"Steven Pivnik","startTime":2174.8230000000003,"endTime":2181.4030000000002,"body":"the idea of, uh, personally recording the,"},{"speaker":"Steven Pivnik","startTime":2181.433,"endTime":2186.083,"body":"um, introduction and the afterword, and"},{"speaker":"Steven Pivnik","startTime":2181.433,"endTime":2186.083,"body":"I recorded it in a professional studio."},{"speaker":"Steven Pivnik","startTime":2186.273,"endTime":2189.8230000000003,"body":"And when I heard it back, I'm like, \"Oh"},{"speaker":"Steven Pivnik","startTime":2186.273,"endTime":2189.8230000000003,"body":"my God, I sound totally fine. Why the"},{"speaker":"Steven Pivnik","startTime":2189.8230000000003,"endTime":2191.463,"body":"hell didn't I record the entire thing?\""},{"speaker":"Joshua Wilson","startTime":2192.1330000000003,"endTime":2194.9230000000002,"body":"It's amazing what a"},{"speaker":"Joshua Wilson","startTime":2192.1330000000003,"endTime":2194.9230000000002,"body":"studio will make you sound like when"},{"speaker":"Joshua Wilson","startTime":2194.9230000000002,"endTime":2196.2630000000004,"body":"you're sitting in a proper studio."},{"speaker":"Steven Pivnik","startTime":2196.743,"endTime":2200.393,"body":"Which is why every single"},{"speaker":"Steven Pivnik","startTime":2196.743,"endTime":2200.393,"body":"podcaster will ask the guest to have a"},{"speaker":"Steven Pivnik","startTime":2200.393,"endTime":2204.3830000000003,"body":"wired microphone, because a wired mic"},{"speaker":"Steven Pivnik","startTime":2200.393,"endTime":2204.3830000000003,"body":"makes all the difference in the world."},{"speaker":"Joshua Wilson","startTime":2204.8030000000003,"endTime":2206.1330000000003,"body":"Oh my gosh."},{"speaker":"Joshua Wilson","startTime":2206.1330000000003,"endTime":2210.493,"body":"Do you know how many times, like I... I've"},{"speaker":"Joshua Wilson","startTime":2206.1330000000003,"endTime":2210.493,"body":"interviewed about 2,300 people, and I'll"},{"speaker":"Joshua Wilson","startTime":2210.493,"endTime":2212.023,"body":"be like, \"Okay, do you have a wired mic?"},{"speaker":"Joshua Wilson","startTime":2212.063,"endTime":2213.603,"body":"Do you have a good internet connection?"},{"speaker":"Joshua Wilson","startTime":2213.603,"endTime":2215.8430000000003,"body":"Do you have, you know, good,"},{"speaker":"Joshua Wilson","startTime":2213.603,"endTime":2215.8430000000003,"body":"good...\" \"Oh, yeah, yeah, yeah.\""},{"speaker":"Joshua Wilson","startTime":2216.183,"endTime":2221.578,"body":"And then they'll show up in their"},{"speaker":"Joshua Wilson","startTime":2216.183,"endTime":2221.578,"body":"car with AirPods on Like, oh my God."},{"speaker":"Joshua Wilson","startTime":2221.7180000000003,"endTime":2223.2980000000002,"body":"Doesn't- It happens all the time."},{"speaker":"Joshua Wilson","startTime":2223.2980000000002,"endTime":2226.018,"body":"Anyway, Steven, you're"},{"speaker":"Joshua Wilson","startTime":2223.2980000000002,"endTime":2226.018,"body":"absolutely fantastic."},{"speaker":"Joshua Wilson","startTime":2226.078,"endTime":2227.358,"body":"It was great connecting with you."},{"speaker":"Joshua Wilson","startTime":2227.598,"endTime":2231.3880000000004,"body":"Ladies and gentlemen, what I'd like,"},{"speaker":"Joshua Wilson","startTime":2227.598,"endTime":2231.3880000000004,"body":"love for you to do is go check out"},{"speaker":"Joshua Wilson","startTime":2231.3880000000004,"endTime":2233.4480000000003,"body":"his podcast, Built to Finish podcast."},{"speaker":"Joshua Wilson","startTime":2233.838,"endTime":2235.018,"body":"Give him a listen."},{"speaker":"Joshua Wilson","startTime":2235.018,"endTime":2236.6580000000004,"body":"Give him a raving review."},{"speaker":"Joshua Wilson","startTime":2236.9880000000003,"endTime":2240.378,"body":"Uh, his contact information"},{"speaker":"Joshua Wilson","startTime":2236.9880000000003,"endTime":2240.378,"body":"will be in the show notes below."},{"speaker":"Joshua Wilson","startTime":2240.868,"endTime":2243.5480000000002,"body":"Always reach out to our guests"},{"speaker":"Joshua Wilson","startTime":2240.868,"endTime":2243.5480000000002,"body":"and say thank you for sharing your"},{"speaker":"Joshua Wilson","startTime":2243.5480000000002,"endTime":2247.628,"body":"time, energy, effort, and wisdom"},{"speaker":"Joshua Wilson","startTime":2243.5480000000002,"endTime":2247.628,"body":"in, with, with us as a community."},{"speaker":"Joshua Wilson","startTime":2247.898,"endTime":2250.858,"body":"If you'd like to figure out"},{"speaker":"Joshua Wilson","startTime":2247.898,"endTime":2250.858,"body":"how to work with him, just ask."},{"speaker":"Joshua Wilson","startTime":2250.958,"endTime":2253.368,"body":"His contact information will"},{"speaker":"Joshua Wilson","startTime":2250.958,"endTime":2253.368,"body":"be in the, the show notes."},{"speaker":"Joshua Wilson","startTime":2253.6380000000004,"endTime":2255.098,"body":"And then let me finish with this, Steven."},{"speaker":"Joshua Wilson","startTime":2255.318,"endTime":2258.748,"body":"Is there one question that I should"},{"speaker":"Joshua Wilson","startTime":2255.318,"endTime":2258.748,"body":"have asked you that I screwed up and"},{"speaker":"Joshua Wilson","startTime":2258.748,"endTime":2260.6580000000004,"body":"did not ask during this interview?"},{"speaker":"Joshua Wilson","startTime":2260.6580000000004,"endTime":2260.7780000000002,"body":"Uh,"},{"speaker":"Steven Pivnik","startTime":2261.668,"endTime":2262.938,"body":"um, you should"},{"speaker":"Steven Pivnik","startTime":2261.668,"endTime":2262.938,"body":"have asked me, do you have"},{"speaker":"Steven Pivnik","startTime":2262.938,"endTime":2264.228,"body":"any exciting events planned?"},{"speaker":"Joshua Wilson","startTime":2265.2980000000002,"endTime":2265.818,"body":"Go for it."},{"speaker":"Steven Pivnik","startTime":2266.1780000000003,"endTime":2270.5280000000002,"body":"So I'm actually hosting"},{"speaker":"Steven Pivnik","startTime":2266.1780000000003,"endTime":2270.5280000000002,"body":"an executive retreat in Ecuador,"},{"speaker":"Steven Pivnik","startTime":2270.9080000000004,"endTime":2274.688,"body":"where anybody that's interested in"},{"speaker":"Steven Pivnik","startTime":2270.9080000000004,"endTime":2274.688,"body":"learning, it's a, it's an entry-level"},{"speaker":"Steven Pivnik","startTime":2274.688,"endTime":2278.828,"body":"mountaineering course, so no prior"},{"speaker":"Steven Pivnik","startTime":2274.688,"endTime":2278.828,"body":"mountaineering experience required."},{"speaker":"Steven Pivnik","startTime":2279.068,"endTime":2283.1780000000003,"body":"So we're gonna be climbing one of"},{"speaker":"Steven Pivnik","startTime":2279.068,"endTime":2283.1780000000003,"body":"the 19,000-foot volcanoes in Ecuador,"},{"speaker":"Steven Pivnik","startTime":2283.558,"endTime":2287.568,"body":"and that, that retreat is going to be"},{"speaker":"Steven Pivnik","startTime":2283.558,"endTime":2287.568,"body":"bookended with exit advis- advisory"},{"speaker":"Steven Pivnik","startTime":2287.568,"endTime":2291.608,"body":"services, um, before the trip and after"},{"speaker":"Steven Pivnik","startTime":2287.568,"endTime":2291.608,"body":"the trip, with a whole bunch of, you"},{"speaker":"Steven Pivnik","startTime":2291.608,"endTime":2295.478,"body":"know, meaningful conversations with"},{"speaker":"Steven Pivnik","startTime":2291.608,"endTime":2295.478,"body":"like-minded individuals during the trip."},{"speaker":"Joshua Wilson","startTime":2296.438,"endTime":2297.018,"body":"Fantastic."},{"speaker":"Joshua Wilson","startTime":2297.018,"endTime":2297.588,"body":"And when is that?"},{"speaker":"Steven Pivnik","startTime":2298.098,"endTime":2300.148,"body":"That's, uh,"},{"speaker":"Steven Pivnik","startTime":2298.098,"endTime":2300.148,"body":"August 3rd of this year."},{"speaker":"Joshua Wilson","startTime":2300.688,"endTime":2300.818,"body":"Cool."},{"speaker":"Joshua Wilson","startTime":2300.818,"endTime":2301.958,"body":"All right."},{"speaker":"Joshua Wilson","startTime":2302.1980000000003,"endTime":2303.7580000000003,"body":"So make sure you send me that information."},{"speaker":"Joshua Wilson","startTime":2303.7580000000003,"endTime":2305.578,"body":"We'll put that in the"},{"speaker":"Joshua Wilson","startTime":2303.7580000000003,"endTime":2305.578,"body":"show notes below, too."},{"speaker":"Joshua Wilson","startTime":2306.018,"endTime":2309.2780000000002,"body":"Hopefully, you guys are listening"},{"speaker":"Joshua Wilson","startTime":2306.018,"endTime":2309.2780000000002,"body":"well before August, so you"},{"speaker":"Joshua Wilson","startTime":2309.2780000000002,"endTime":2312.518,"body":"can- ... you know, dive into and"},{"speaker":"Joshua Wilson","startTime":2309.2780000000002,"endTime":2312.518,"body":"maybe join him climbing a volcano."},{"speaker":"Joshua Wilson","startTime":2312.518,"endTime":2313.338,"body":"That sounds pretty cool."},{"speaker":"Joshua Wilson","startTime":2313.808,"endTime":2317.708,"body":"Uh, like I said before, fellow deal"},{"speaker":"Joshua Wilson","startTime":2313.808,"endTime":2317.708,"body":"makers, reach out to our guest."},{"speaker":"Joshua Wilson","startTime":2317.868,"endTime":2320.588,"body":"And if you have a deal that you'd"},{"speaker":"Joshua Wilson","startTime":2317.868,"endTime":2320.588,"body":"like to talk about here on the show"},{"speaker":"Joshua Wilson","startTime":2320.7780000000002,"endTime":2323.438,"body":"or have our group take a look at"},{"speaker":"Joshua Wilson","startTime":2320.7780000000002,"endTime":2323.438,"body":"it, maybe even help you sell that"},{"speaker":"Joshua Wilson","startTime":2323.438,"endTime":2329.108,"body":"middle market company, head over to"},{"speaker":"Joshua Wilson","startTime":2323.438,"endTime":2329.108,"body":"thedealpodcast.com, fill out a quick form,"},{"speaker":"Joshua Wilson","startTime":2329.1980000000003,"endTime":2330.598,"body":"and let's get the conversation started."},{"speaker":"Joshua Wilson","startTime":2330.788,"endTime":2332.2580000000003,"body":"Till then, see you on the next one."},{"speaker":"Steven Pivnik","startTime":2333.5080000000003,"endTime":2333.978,"body":"Thanks, Joshua."}]}