From Zero to 30,000 Deals: How Continuous Testing Enabled SumUp's Field Sales Success
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Language: en
How<00:00:00.320> did<00:00:00.480> we<00:00:00.640> enable<00:00:00.960> Summer<00:00:01.520> to<00:00:01.760> surpass<00:00:02.399> all
How did we enable Summer to surpass all
How did we enable Summer to surpass all
of<00:00:02.720> their<00:00:02.960> competitors<00:00:03.439> in<00:00:03.679> their<00:00:03.840> field
of their competitors in their field
of their competitors in their field
sales<00:00:04.480> operation<00:00:05.279> with<00:00:05.520> a<00:00:05.680> custom<00:00:06.080> web<00:00:06.319> app
sales operation with a custom web app
sales operation with a custom web app
integrated<00:00:07.440> into<00:00:07.680> their<00:00:07.839> IT<00:00:08.240> infrastructure,
integrated into their IT infrastructure,
integrated into their IT infrastructure,
nailing<00:00:09.760> all<00:00:09.920> of<00:00:10.080> the<00:00:10.240> feature<00:00:10.639> requests<00:00:11.200> by
nailing all of the feature requests by
nailing all of the feature requests by
the<00:00:11.679> very<00:00:11.920> specific<00:00:12.400> target<00:00:12.800> group<00:00:13.040> of<00:00:13.360> field
the very specific target group of field
the very specific target group of field
sales<00:00:14.000> agents<00:00:14.639> in<00:00:14.960> just<00:00:15.280> one<00:00:15.519> year?<00:00:16.080> Stay
sales agents in just one year? Stay
sales agents in just one year? Stay
tuned<00:00:16.560> for<00:00:16.800> this<00:00:17.039> episode.<00:00:17.520> Hi,<00:00:17.920> my<00:00:18.080> name<00:00:18.160> is
tuned for this episode. Hi, my name is
tuned for this episode. Hi, my name is
Neils,<00:00:18.960> co-founder<00:00:19.359> of<00:00:19.520> Dingy<00:00:19.920> Studio.<00:00:20.560> As
Neils, co-founder of Dingy Studio. As
Neils, co-founder of Dingy Studio. As
both<00:00:21.119> a<00:00:21.359> seasoned<00:00:21.680> web<00:00:21.920> developer<00:00:22.400> and<00:00:22.640> UI
both a seasoned web developer and UI
both a seasoned web developer and UI
designer,<00:00:23.439> I<00:00:23.680> bridge<00:00:24.000> the<00:00:24.160> critical<00:00:24.560> gap
designer, I bridge the critical gap
designer, I bridge the critical gap
between<00:00:25.279> design<00:00:25.920> development<00:00:26.800> while<00:00:27.119> leading
between design development while leading
between design development while leading
our<00:00:27.840> fully<00:00:28.240> remote<00:00:28.640> digital<00:00:29.279> strategy<00:00:29.840> team,
our fully remote digital strategy team,
our fully remote digital strategy team,
helping<00:00:30.960> organizations<00:00:31.760> create<00:00:32.160> sustainable
helping organizations create sustainable
helping organizations create sustainable
solutions<00:00:33.440> that<00:00:33.760> transform<00:00:34.320> user<00:00:34.719> experience
solutions that transform user experience
solutions that transform user experience
into<00:00:35.760> business<00:00:36.160> success,<00:00:36.960> especially<00:00:37.520> as<00:00:37.920> AI
into business success, especially as AI
into business success, especially as AI
reshapes<00:00:39.200> how<00:00:39.440> we<00:00:39.680> all<00:00:40.000> interact<00:00:40.480> with
reshapes how we all interact with
reshapes how we all interact with
technology.<00:00:41.680> Today,<00:00:42.000> I'm<00:00:42.239> excited<00:00:42.559> to<00:00:42.719> have
technology. Today, I'm excited to have
technology. Today, I'm excited to have
Alina<00:00:43.520> Midon<00:00:44.000> with<00:00:44.239> me<00:00:44.399> on<00:00:44.559> the<00:00:44.800> podcast.
Alina Midon with me on the podcast.
Alina Midon with me on the podcast.
She's<00:00:45.920> senior<00:00:46.320> product<00:00:46.719> manager<00:00:47.200> on<00:00:47.360> the
She's senior product manager on the
She's senior product manager on the
Sumup<00:00:48.000> team.<00:00:48.320> We<00:00:48.640> worked<00:00:48.879> together<00:00:49.280> for
Sumup team. We worked together for
Sumup team. We worked together for
almost<00:00:50.000> a<00:00:50.239> year<00:00:50.559> on<00:00:50.800> the<00:00:51.120> project<00:00:51.360> that<00:00:51.600> we're
almost a year on the project that we're
almost a year on the project that we're
going<00:00:51.920> to<00:00:52.000> talk<00:00:52.239> about<00:00:52.480> today.<00:00:52.879> And<00:00:53.120> she's
going to talk about today. And she's
going to talk about today. And she's
also<00:00:54.079> a<00:00:54.399> perfumer<00:00:54.960> with<00:00:55.199> her<00:00:55.440> own<00:00:55.680> alactive
also a perfumer with her own alactive
also a perfumer with her own alactive
studio.
studio.
studio.
Thank<00:00:59.520> you<00:00:59.760> for<00:01:00.079> taking<00:01:00.320> the<00:01:00.559> time<00:01:00.879> to<00:01:01.199> record
Thank you for taking the time to record
Thank you for taking the time to record
the<00:01:01.760> session<00:01:02.000> with<00:01:02.239> me.
the session with me.
the session with me.
Is<00:01:02.800> this<00:01:03.680> is<00:01:03.840> this<00:01:04.080> on<00:01:04.239> the<00:01:04.400> record?
Is this is this on the record?
Is this is this on the record?
Is<00:01:04.960> this<00:01:05.199> on<00:01:05.360> the<00:01:05.439> record,<00:01:05.840> Alina?<00:01:06.320> Thank<00:01:06.400> you
Is this on the record, Alina? Thank you
Is this on the record, Alina? Thank you
for<00:01:06.799> taking<00:01:06.960> the<00:01:07.280> time<00:01:07.600> to<00:01:07.920> to<00:01:08.320> record<00:01:08.640> the
for taking the time to to record the
for taking the time to to record the
session<00:01:09.200> with<00:01:09.360> me.<00:01:10.159> So<00:01:10.720> today<00:01:11.040> we're<00:01:11.360> talking
session with me. So today we're talking
session with me. So today we're talking
about<00:01:11.920> Sidekick,<00:01:12.799> our<00:01:13.200> joint<00:01:13.760> project<00:01:14.799> um
about Sidekick, our joint project um
about Sidekick, our joint project um
that<00:01:15.600> you<00:01:16.479> hired<00:01:16.960> us<00:01:17.200> to<00:01:17.520> to<00:01:17.920> help<00:01:18.080> with<00:01:18.320> at
that you hired us to to help with at
that you hired us to to help with at
SumUp.<00:01:19.680> And<00:01:20.240> I<00:01:20.560> want<00:01:20.720> to<00:01:20.880> know,<00:01:21.360> so<00:01:21.600> we<00:01:21.759> had
SumUp. And I want to know, so we had
SumUp. And I want to know, so we had
this<00:01:22.240> started<00:01:23.200> for<00:01:23.520> a<00:01:23.759> couple<00:01:23.840> of<00:01:24.000> weeks
this started for a couple of weeks
this started for a couple of weeks
before<00:01:24.560> you<00:01:24.799> came<00:01:25.040> in<00:01:25.520> and<00:01:25.759> there<00:01:26.000> were
before you came in and there were
before you came in and there were
I'd<00:01:28.000> say<00:01:28.240> like<00:01:28.479> the<00:01:28.880> what,<00:01:29.200> like<00:01:29.360> the<00:01:29.600> bare
I'd say like the what, like the bare
I'd say like the what, like the bare
minimum,<00:01:30.640> right?<00:01:30.960> Like<00:01:31.200> we<00:01:31.439> we<00:01:31.759> started<00:01:32.079> from
minimum, right? Like we we started from
minimum, right? Like we we started from
scratch.<00:01:32.880> It's<00:01:33.119> a<00:01:33.520> it's<00:01:33.759> a<00:01:33.920> web<00:01:34.159> application,
scratch. It's a it's a web application,
scratch. It's a it's a web application,
all<00:01:35.119> of<00:01:35.280> that<00:01:35.520> stuff.<00:01:36.000> And<00:01:36.479> um<00:01:36.720> we<00:01:36.960> started<00:01:37.200> in
all of that stuff. And um we started in
all of that stuff. And um we started in
summer<00:01:37.680> and<00:01:37.840> you<00:01:38.000> came<00:01:38.159> in<00:01:38.400> in<00:01:38.640> September.
summer and you came in in September.
summer and you came in in September.
True.
True.
True.
Um<00:01:40.720> I<00:01:40.960> don't<00:01:41.040> know<00:01:41.200> what<00:01:41.439> did<00:01:41.680> you<00:01:42.400> could<00:01:42.560> you
Um I don't know what did you could you
Um I don't know what did you could you
first<00:01:42.960> of<00:01:43.040> all<00:01:43.280> maybe<00:01:43.680> give<00:01:43.840> us<00:01:44.000> a<00:01:44.240> little<00:01:44.320> bit
first of all maybe give us a little bit
first of all maybe give us a little bit
of<00:01:44.720> context<00:01:45.439> maybe<00:01:45.759> actually<00:01:46.159> from<00:01:46.799> what<00:01:47.040> you
of context maybe actually from what you
of context maybe actually from what you
heard<00:01:47.600> and<00:01:47.759> when<00:01:47.920> you<00:01:48.159> were<00:01:48.320> asked<00:01:48.640> if<00:01:48.880> you
heard and when you were asked if you
heard and when you were asked if you
would<00:01:49.759> like<00:01:50.000> to<00:01:50.640> replace<00:01:50.960> the<00:01:51.119> product
would like to replace the product
would like to replace the product
manager<00:01:51.759> at<00:01:51.920> the<00:01:52.079> time<00:01:52.240> that<00:01:52.479> we<00:01:52.640> started<00:01:52.960> out
manager at the time that we started out
manager at the time that we started out
with.
with.
with.
Yeah.
Yeah.
Yeah.
What<00:01:55.040> what's<00:01:55.439> the<00:01:56.079> scope<00:01:56.399> of<00:01:56.640> all<00:01:56.799> of<00:01:56.960> this<00:01:57.200> and
What what's the scope of all of this and
What what's the scope of all of this and
what<00:01:57.600> were<00:01:57.759> your<00:01:58.000> expectations?<00:01:58.799> I<00:01:59.040> guess<00:01:59.360> we
what were your expectations? I guess we
what were your expectations? I guess we
didn't<00:01:59.840> know<00:02:00.000> each<00:02:00.240> other<00:02:00.640> back<00:02:00.880> then<00:02:01.200> too.
didn't know each other back then too.
didn't know each other back then too.
We<00:02:01.840> didn't.
We didn't.
We didn't.
Right.
Right.
Right.
And<00:02:03.200> now<00:02:03.360> we<00:02:03.600> almost<00:02:03.840> spend<00:02:04.079> a<00:02:04.240> year<00:02:04.399> with<00:02:04.640> each
And now we almost spend a year with each
And now we almost spend a year with each
other.
other.
other.
How<00:02:05.520> lovely<00:02:05.759> is<00:02:05.920> that?
How lovely is that?
How lovely is that?
And<00:02:06.399> it's<00:02:06.640> super<00:02:06.960> lovely.<00:02:07.280> I<00:02:07.600> mean,<00:02:07.759> so<00:02:08.239> I
And it's super lovely. I mean, so I
And it's super lovely. I mean, so I
really<00:02:08.720> I<00:02:09.039> just<00:02:09.280> want<00:02:09.440> to<00:02:09.599> say<00:02:09.759> that<00:02:10.000> up<00:02:10.160> front
really I just want to say that up front
really I just want to say that up front
that<00:02:10.720> I<00:02:10.959> I<00:02:11.360> love<00:02:11.520> this<00:02:11.760> project<00:02:12.319> like<00:02:12.560> it's<00:02:13.200> um
that I I love this project like it's um
that I I love this project like it's um
we<00:02:14.000> of<00:02:14.239> course<00:02:15.040> as<00:02:15.280> a<00:02:15.520> studio<00:02:15.840> who<00:02:16.160> works<00:02:16.319> in<00:02:16.560> UX
we of course as a studio who works in UX
we of course as a studio who works in UX
whenever<00:02:17.760> we<00:02:18.160> actually<00:02:18.640> get<00:02:18.879> to<00:02:19.120> fulfill<00:02:19.520> our
whenever we actually get to fulfill our
whenever we actually get to fulfill our
mission<00:02:20.160> to<00:02:20.480> make<00:02:20.720> something<00:02:21.120> useful<00:02:22.000> that
mission to make something useful that
mission to make something useful that
helps<00:02:23.040> an<00:02:23.360> organization<00:02:24.080> and<00:02:24.319> the<00:02:24.560> users<00:02:25.200> at
helps an organization and the users at
helps an organization and the users at
the<00:02:25.599> same<00:02:25.760> time<00:02:26.000> to<00:02:26.239> scale.<00:02:26.640> So<00:02:27.280> this<00:02:27.440> is<00:02:27.599> super
the same time to scale. So this is super
the same time to scale. So this is super
exciting<00:02:28.160> and<00:02:28.400> I<00:02:28.560> think<00:02:28.640> that's<00:02:28.800> what<00:02:28.959> we<00:02:29.120> did
exciting and I think that's what we did
exciting and I think that's what we did
here.<00:02:29.599> So<00:02:30.160> this<00:02:30.319> is<00:02:30.400> why<00:02:30.640> you're<00:02:30.800> on<00:02:31.120> today
here. So this is why you're on today
here. So this is why you're on today
because<00:02:31.760> I<00:02:32.080> want<00:02:32.160> to<00:02:32.640> hear<00:02:32.879> all<00:02:33.120> the<00:02:33.280> juicy
because I want to hear all the juicy
because I want to hear all the juicy
details<00:02:34.160> that<00:02:34.400> I<00:02:34.640> usually<00:02:35.040> don't<00:02:35.280> hear.
details that I usually don't hear.
details that I usually don't hear.
Of<00:02:36.239> course.<00:02:36.879> Well,<00:02:37.200> first<00:02:37.360> of<00:02:37.440> all,<00:02:37.680> thank<00:02:37.760> you
Of course. Well, first of all, thank you
Of course. Well, first of all, thank you
for<00:02:38.160> having<00:02:38.400> me.<00:02:38.879> It's<00:02:39.120> really<00:02:39.280> lovely<00:02:39.599> to<00:02:40.000> to
for having me. It's really lovely to to
for having me. It's really lovely to to
be<00:02:40.480> able<00:02:40.640> to<00:02:40.800> do<00:02:40.959> this<00:02:41.200> in<00:02:41.440> person<00:02:41.840> also.
be able to do this in person also.
be able to do this in person also.
Yeah.
Yeah.
Yeah.
Uh<00:02:43.280> we're<00:02:43.599> in<00:02:43.840> Berlin.<00:02:44.319> Neither<00:02:44.640> of<00:02:44.800> our<00:02:45.200> us
Uh we're in Berlin. Neither of our us
Uh we're in Berlin. Neither of our us
live<00:02:45.680> in<00:02:45.840> Berlin,<00:02:46.239> but<00:02:46.480> hey,<00:02:46.800> here<00:02:46.959> we<00:02:47.120> are
live in Berlin, but hey, here we are
live in Berlin, but hey, here we are
recording
recording
recording
the<00:02:48.080> Sunhub<00:02:48.480> office,<00:02:48.879> by<00:02:49.040> the<00:02:49.120> way.<00:02:49.360> Like<00:02:49.519> it's
the Sunhub office, by the way. Like it's
the Sunhub office, by the way. Like it's
the<00:02:50.000> music<00:02:50.319> room,<00:02:50.560> but<00:02:50.800> So,
the music room, but So,
the music room, but So,
yeah.
yeah.
yeah.
Yeah.<00:02:51.920> You've<00:02:52.160> asked<00:02:52.400> me<00:02:52.959> essentially<00:02:54.160> um
Yeah. You've asked me essentially um
Yeah. You've asked me essentially um
what<00:02:55.120> did<00:02:55.280> I<00:02:55.440> know<00:02:55.599> about<00:02:55.840> the<00:02:56.080> project<00:02:56.400> coming
what did I know about the project coming
what did I know about the project coming
into<00:02:57.040> it?<00:02:57.840> It's<00:02:58.080> because<00:02:58.319> I'<00:02:58.560> I<00:02:58.879> was<00:02:59.040> a<00:02:59.280> product
into it? It's because I' I was a product
into it? It's because I' I was a product
manager<00:03:00.080> before<00:03:00.319> at<00:03:00.560> Sum<00:03:00.800> Up,<00:03:00.959> but<00:03:01.120> on<00:03:01.280> a
manager before at Sum Up, but on a
manager before at Sum Up, but on a
different<00:03:01.760> project
different project
different project
and<00:03:02.879> then<00:03:03.440> I<00:03:03.599> guess<00:03:03.760> you<00:03:03.920> could<00:03:04.080> say<00:03:04.239> that<00:03:04.480> I
and then I guess you could say that I
and then I guess you could say that I
was<00:03:04.800> almost<00:03:05.040> like<00:03:05.280> poached.<00:03:06.080> Yeah.
was almost like poached. Yeah.
was almost like poached. Yeah.
into<00:03:07.760> this<00:03:08.000> project.<00:03:08.480> So
into this project. So
into this project. So
interesting.
interesting.
interesting.
Yeah.<00:03:10.640> Cool.
Yeah. Cool.
Yeah. Cool.
Um<00:03:11.840> at<00:03:12.159> the<00:03:13.120> at<00:03:13.360> the<00:03:13.599> beginning<00:03:14.480> I've<00:03:14.800> heard
Um at the at the beginning I've heard
Um at the at the beginning I've heard
about<00:03:15.519> the<00:03:15.760> ambition<00:03:16.239> of<00:03:16.640> uh<00:03:16.800> that<00:03:17.280> some<00:03:17.360> of
about the ambition of uh that some of
about the ambition of uh that some of
had<00:03:18.400> to<00:03:19.360> kickstart<00:03:20.720> this<00:03:21.040> field<00:03:21.360> sales<00:03:21.760> motion
had to kickstart this field sales motion
had to kickstart this field sales motion
um<00:03:23.519> in<00:03:23.760> in<00:03:24.080> multiple<00:03:24.560> markets.
um in in multiple markets.
um in in multiple markets.
And<00:03:26.560> to<00:03:27.120> build<00:03:27.360> a<00:03:27.680> sales<00:03:28.000> motion<00:03:28.319> you
And to build a sales motion you
And to build a sales motion you
obviously<00:03:28.879> need<00:03:29.040> the<00:03:29.280> right<00:03:29.440> tooling.<00:03:30.799> And
obviously need the right tooling. And
obviously need the right tooling. And
this<00:03:31.760> is<00:03:31.920> where<00:03:32.560> how<00:03:32.879> the<00:03:33.040> context<00:03:33.440> was
this is where how the context was
this is where how the context was
presented<00:03:34.000> to<00:03:34.239> me.<00:03:34.879> uh<00:03:35.040> we<00:03:35.280> started<00:03:35.599> building
presented to me. uh we started building
presented to me. uh we started building
our<00:03:36.159> in-house<00:03:36.959> CRM<00:03:37.599> system<00:03:38.560> if<00:03:38.799> you<00:03:38.959> want
our in-house CRM system if you want
our in-house CRM system if you want
to<00:03:40.319> help<00:03:40.720> someone<00:03:41.599> build<00:03:42.480> launch<00:03:42.959> and<00:03:43.200> also
to help someone build launch and also
to help someone build launch and also
scale<00:03:44.080> a<00:03:44.319> field<00:03:44.640> sales<00:03:45.120> motion.
scale a field sales motion.
scale a field sales motion.
Yeah,
Yeah,
Yeah,
I'm<00:03:46.799> coming<00:03:46.959> from<00:03:47.200> a<00:03:47.360> background<00:03:48.400> um<00:03:48.799> of
I'm coming from a background um of
I'm coming from a background um of
fintech.<00:03:49.760> So
fintech. So
fintech. So
um<00:03:51.040> I've<00:03:51.360> actually<00:03:51.840> seen<00:03:52.480> one<00:03:52.720> of<00:03:52.959> some
um I've actually seen one of some
um I've actually seen one of some
competitors<00:03:54.239> in<00:03:54.560> the<00:03:54.720> UK
competitors in the UK
competitors in the UK
who's<00:03:56.080> built<00:03:56.480> the<00:03:56.720> largest<00:03:57.200> field<00:03:57.519> sales
who's built the largest field sales
who's built the largest field sales
force.<00:03:58.640> Um<00:03:59.200> I've<00:03:59.519> seen<00:03:59.760> that<00:04:00.080> firsthand.<00:04:00.879> So<00:04:01.040> I
force. Um I've seen that firsthand. So I
force. Um I've seen that firsthand. So I
have<00:04:01.360> a<00:04:01.519> little<00:04:01.599> bit<00:04:01.760> of<00:04:01.920> experience
have a little bit of experience
have a little bit of experience
understanding<00:04:04.400> what<00:04:04.640> a<00:04:04.799> feels<00:04:05.439> motion
understanding what a feels motion
understanding what a feels motion
represents
represents
represents
and<00:04:07.040> the<00:04:07.200> complications<00:04:07.920> that<00:04:08.239> come<00:04:08.400> with<00:04:08.640> it.
and the complications that come with it.
and the complications that come with it.
I<00:04:09.040> guess
I guess
I guess
of<00:04:09.439> course<00:04:10.080> it's<00:04:10.400> never<00:04:10.720> it's<00:04:11.040> never<00:04:11.360> easy<00:04:12.000> you
of course it's never it's never easy you
of course it's never it's never easy you
know<00:04:12.879> uh<00:04:13.120> I've<00:04:13.439> even<00:04:13.840> worked<00:04:14.159> in<00:04:14.400> parking<00:04:14.879> and
know uh I've even worked in parking and
know uh I've even worked in parking and
it<00:04:15.360> sounds<00:04:15.599> like<00:04:15.760> it<00:04:16.000> would<00:04:16.160> be<00:04:16.320> easy<00:04:16.639> to<00:04:16.959> build
it sounds like it would be easy to build
it sounds like it would be easy to build
a<00:04:17.359> parking<00:04:17.680> app<00:04:18.000> and<00:04:18.160> it<00:04:18.400> was<00:04:18.560> probably<00:04:18.880> to
a parking app and it was probably to
a parking app and it was probably to
this<00:04:19.359> day<00:04:19.519> one<00:04:19.759> of<00:04:19.840> the<00:04:20.000> most<00:04:20.320> complex<00:04:21.280> systems
this day one of the most complex systems
this day one of the most complex systems
I<00:04:22.479> work<00:04:22.639> with.
I work with.
I work with.
Exly.<00:04:23.040> How<00:04:23.199> hard<00:04:23.360> can<00:04:23.600> it<00:04:23.759> be<00:04:23.840> to<00:04:24.080> drive<00:04:24.320> your
Exly. How hard can it be to drive your
Exly. How hard can it be to drive your
car<00:04:24.720> and<00:04:24.960> then<00:04:25.120> get<00:04:25.280> a<00:04:25.440> ticket<00:04:25.680> and<00:04:25.919> then<00:04:26.080> pay
car and then get a ticket and then pay
car and then get a ticket and then pay
in<00:04:26.479> and<00:04:26.720> leave?
in and leave?
in and leave?
Yeah.<00:04:27.520> And<00:04:27.759> how<00:04:28.000> hard<00:04:28.160> can<00:04:28.400> it<00:04:28.560> be<00:04:28.720> to<00:04:29.280> walk<00:04:29.440> in
Yeah. And how hard can it be to walk in
Yeah. And how hard can it be to walk in
a<00:04:29.840> store,<00:04:30.160> make<00:04:30.320> an<00:04:30.479> appointment,<00:04:30.960> sell<00:04:31.120> a
a store, make an appointment, sell a
a store, make an appointment, sell a
contract,<00:04:31.680> and<00:04:31.840> leave,<00:04:32.479> right?
contract, and leave, right?
contract, and leave, right?
Exactly.
Exactly.
Exactly.
Well,<00:04:34.720> little<00:04:35.040> do<00:04:35.280> we<00:04:35.440> know.
Well, little do we know.
Well, little do we know.
Yeah.<00:04:36.320> Yeah.
Yeah. Yeah.
Yeah. Yeah.
So,<00:04:37.040> this<00:04:37.199> is<00:04:37.280> how<00:04:37.440> it<00:04:37.680> was<00:04:37.759> presented<00:04:38.160> to<00:04:38.320> me.
So, this is how it was presented to me.
So, this is how it was presented to me.
And<00:04:38.720> I<00:04:38.960> knew<00:04:39.199> that<00:04:39.680> we<00:04:39.919> had<00:04:40.080> Dingy<00:04:41.120> on<00:04:41.440> board
And I knew that we had Dingy on board
And I knew that we had Dingy on board
and<00:04:42.800> this<00:04:43.120> was<00:04:43.360> presented<00:04:43.840> like,<00:04:44.080> hey,<00:04:44.479> we
and this was presented like, hey, we
and this was presented like, hey, we
have<00:04:44.960> this<00:04:45.520> um<00:04:45.680> we<00:04:45.919> have<00:04:46.080> Neil<00:04:46.479> and<00:04:46.720> Dingy<00:04:47.680> and
have this um we have Neil and Dingy and
have this um we have Neil and Dingy and
you<00:04:48.080> know,<00:04:48.240> he's<00:04:48.479> been<00:04:48.800> he's<00:04:49.120> actually<00:04:49.360> been<00:04:49.520> a
you know, he's been he's actually been a
you know, he's been he's actually been a
soper<00:04:50.240> before<00:04:51.199> and<00:04:52.240> um<00:04:52.880> they're<00:04:53.199> going<00:04:53.360> to
soper before and um they're going to
soper before and um they're going to
help<00:04:53.680> us<00:04:53.919> build<00:04:54.240> the<00:04:54.880> what<00:04:55.120> was<00:04:55.280> at<00:04:55.440> the<00:04:55.680> time.
help us build the what was at the time.
help us build the what was at the time.
Yeah.<00:04:56.720> We<00:04:56.960> didn't<00:04:57.040> even<00:04:57.199> have<00:04:57.360> a<00:04:57.520> name,<00:04:57.840> right?
Yeah. We didn't even have a name, right?
Yeah. We didn't even have a name, right?
Yeah.
Yeah.
Yeah.
I<00:04:58.720> think<00:04:58.880> it<00:04:59.040> was<00:04:59.199> actually<00:04:59.520> the<00:04:59.759> field<00:05:00.080> sales
I think it was actually the field sales
I think it was actually the field sales
app.<00:05:00.720> The<00:05:00.880> field<00:05:01.280> was<00:05:01.520> something
app. The field was something
app. The field was something
exactly
exactly
exactly
ridiculously<00:05:03.360> uncreative.
ridiculously uncreative.
ridiculously uncreative.
So<00:05:05.120> I<00:05:05.280> was<00:05:05.360> like,<00:05:05.520> cool.<00:05:05.919> That's<00:05:06.080> that<00:05:06.400> sounds
So I was like, cool. That's that sounds
So I was like, cool. That's that sounds
exciting.<00:05:07.600> Again,<00:05:08.240> I<00:05:08.560> know<00:05:08.720> how<00:05:09.039> dynamic
exciting. Again, I know how dynamic
exciting. Again, I know how dynamic
sales<00:05:10.400> teams<00:05:10.800> are<00:05:11.199> and<00:05:12.000> probably<00:05:12.479> like<00:05:12.800> field
sales teams are and probably like field
sales teams are and probably like field
sales<00:05:13.600> is<00:05:13.919> the<00:05:14.560> epitome<00:05:15.120> of<00:05:15.280> that.<00:05:15.759> Like<00:05:16.160> you
sales is the epitome of that. Like you
sales is the epitome of that. Like you
have<00:05:16.560> your<00:05:16.880> regular<00:05:17.360> sales,<00:05:17.840> I<00:05:18.080> don't<00:05:18.080> know,
have your regular sales, I don't know,
have your regular sales, I don't know,
teley<00:05:18.639> sales,<00:05:18.960> inside<00:05:19.360> sales,<00:05:19.759> whatever
teley sales, inside sales, whatever
teley sales, inside sales, whatever
sales.
sales.
sales.
Yeah.
Yeah.
Yeah.
Which<00:05:21.759> are<00:05:21.919> super<00:05:22.240> dynamic,<00:05:22.960> super<00:05:23.280> crazy,
Which are super dynamic, super crazy,
Which are super dynamic, super crazy,
super<00:05:24.160> fun<00:05:24.320> to<00:05:24.479> work<00:05:24.639> with.<00:05:25.360> And<00:05:25.520> then<00:05:25.680> you
super fun to work with. And then you
super fun to work with. And then you
have<00:05:26.080> field<00:05:26.400> sales<00:05:26.800> which<00:05:27.039> is<00:05:27.120> another<00:05:27.600> beast.
have field sales which is another beast.
have field sales which is another beast.
Yeah.
Yeah.
Yeah.
Um<00:05:29.039> because<00:05:29.360> of<00:05:29.440> that<00:05:29.680> I<00:05:29.919> saw<00:05:30.080> it<00:05:30.240> as<00:05:30.639> um<00:05:30.720> as<00:05:30.960> a
Um because of that I saw it as um as a
Um because of that I saw it as um as a
challenge<00:05:32.000> and<00:05:32.320> I<00:05:32.560> was<00:05:32.720> excited<00:05:33.120> by<00:05:33.360> it.
challenge and I was excited by it.
challenge and I was excited by it.
And<00:05:34.560> also<00:05:35.440> I<00:05:35.759> think<00:05:36.400> working<00:05:36.880> with<00:05:37.759> um<00:05:38.080> with
And also I think working with um with
And also I think working with um with
external<00:05:39.039> an<00:05:39.360> external<00:05:39.840> agency<00:05:40.479> that<00:05:40.880> not
external an external agency that not
external an external agency that not
only<00:05:42.000> provided<00:05:43.280> design<00:05:44.400> engineering<00:05:45.360> but
only provided design engineering but
only provided design engineering but
also<00:05:45.919> user<00:05:46.320> research.<00:05:46.880> To<00:05:47.120> me<00:05:47.280> that<00:05:47.520> was
also user research. To me that was
also user research. To me that was
incredible<00:05:48.800> because<00:05:49.280> usually<00:05:49.680> you<00:05:50.000> just<00:05:50.160> get
incredible because usually you just get
incredible because usually you just get
someone<00:05:51.120> who<00:05:51.520> builds<00:05:52.240> whatever
someone who builds whatever
someone who builds whatever
you<00:05:54.080> tell<00:05:54.320> them<00:05:54.560> to<00:05:54.720> do<00:05:54.960> and<00:05:55.199> they<00:05:55.440> don't
you tell them to do and they don't
you tell them to do and they don't
actually
actually
actually
become<00:05:57.600> part<00:05:57.840> of<00:05:58.000> the<00:05:58.160> project<00:05:58.479> which<00:05:58.720> I<00:05:58.960> think
become part of the project which I think
become part of the project which I think
um<00:05:59.680> you<00:05:59.919> do<00:06:00.160> very<00:06:00.479> differently.<00:06:00.960> Uh<00:06:01.280> and<00:06:01.440> we
um you do very differently. Uh and we
um you do very differently. Uh and we
can<00:06:01.759> talk<00:06:01.919> more<00:06:02.080> about<00:06:02.240> that<00:06:02.479> of<00:06:02.720> course
can talk more about that of course
can talk more about that of course
initially<00:06:03.680> when<00:06:03.919> I<00:06:04.160> heard<00:06:04.400> all<00:06:04.639> of<00:06:04.720> these
initially when I heard all of these
initially when I heard all of these
things<00:06:05.600> those<00:06:05.840> were<00:06:06.000> like<00:06:06.160> positive<00:06:06.560> signals
things those were like positive signals
things those were like positive signals
for<00:06:07.120> me<00:06:07.280> so<00:06:07.440> I<00:06:07.600> was<00:06:07.680> like<00:06:07.840> okay<00:06:08.160> let's<00:06:08.560> do<00:06:08.720> it
for me so I was like okay let's do it
for me so I was like okay let's do it
let's<00:06:09.280> go.<00:06:10.080> Yeah,<00:06:10.319> as<00:06:10.560> you<00:06:10.720> said,<00:06:10.880> like<00:06:11.039> I've
let's go. Yeah, as you said, like I've
let's go. Yeah, as you said, like I've
worked<00:06:11.440> at<00:06:11.600> Sama<00:06:12.400> 10<00:06:12.720> years<00:06:12.880> ago<00:06:13.600> and<00:06:13.840> for<00:06:14.000> me
worked at Sama 10 years ago and for me
worked at Sama 10 years ago and for me
this<00:06:14.479> was<00:06:14.639> a<00:06:15.280> crazy<00:06:15.759> experience<00:06:16.400> to<00:06:16.639> to<00:06:17.120> come
this was a crazy experience to to come
this was a crazy experience to to come
back<00:06:18.000> still<00:06:18.560> very<00:06:18.960> happy<00:06:19.280> that<00:06:19.759> Mark<00:06:20.160> even
back still very happy that Mark even
back still very happy that Mark even
thought<00:06:20.720> about<00:06:21.039> us,<00:06:21.440> you<00:06:21.600> know,<00:06:21.759> like<00:06:22.000> because
thought about us, you know, like because
thought about us, you know, like because
we've<00:06:22.560> also<00:06:23.440> before<00:06:23.919> like<00:06:24.160> didn't<00:06:24.400> see<00:06:24.560> each
we've also before like didn't see each
we've also before like didn't see each
other<00:06:24.880> for<00:06:25.199> several<00:06:25.520> years<00:06:26.240> and<00:06:26.479> SUP<00:06:26.960> was
other for several years and SUP was
other for several years and SUP was
considerably<00:06:27.840> smaller<00:06:28.240> back<00:06:28.479> then<00:06:28.880> like<00:06:29.039> it
considerably smaller back then like it
considerably smaller back then like it
was<00:06:29.360> like<00:06:29.840> 200<00:06:30.400> people<00:06:31.199> and<00:06:31.360> the<00:06:31.600> first<00:06:31.759> time<00:06:31.919> I
was like 200 people and the first time I
was like 200 people and the first time I
came<00:06:32.400> here<00:06:32.960> I<00:06:33.199> was<00:06:33.360> like<00:06:33.600> completely<00:06:34.240> shocked.
came here I was like completely shocked.
came here I was like completely shocked.
I<00:06:34.800> was<00:06:34.960> like,<00:06:35.360> "Oh<00:06:35.680> my<00:06:35.919> god,
I was like, "Oh my god,
I was like, "Oh my god,
it's<00:06:37.520> an<00:06:37.840> office<00:06:38.240> tower."<00:06:39.199> Um,<00:06:40.000> okay.<00:06:40.880> And
it's an office tower." Um, okay. And
it's an office tower." Um, okay. And
there's<00:06:41.440> like<00:06:41.840> hundreds<00:06:42.240> of<00:06:42.400> people<00:06:42.639> running
there's like hundreds of people running
there's like hundreds of people running
around.<00:06:43.440> And<00:06:43.759> so<00:06:44.319> how<00:06:44.560> we<00:06:44.800> started<00:06:45.199> was
around. And so how we started was
around. And so how we started was
basically<00:06:45.919> just<00:06:46.080> the<00:06:46.319> description<00:06:46.800> of
basically just the description of
basically just the description of
saying,<00:06:47.680> look,<00:06:48.000> we<00:06:48.240> want<00:06:48.400> to<00:06:48.800> build<00:06:49.039> this
saying, look, we want to build this
saying, look, we want to build this
field<00:06:49.759> sales<00:06:50.160> app<00:06:50.479> to<00:06:50.720> enable<00:06:51.120> our<00:06:51.440> force<00:06:51.840> as
field sales app to enable our force as
field sales app to enable our force as
you<00:06:52.160> said<00:06:52.319> and<00:06:52.560> to<00:06:52.720> build<00:06:52.880> it<00:06:53.039> up<00:06:53.199> and<00:06:53.360> to<00:06:53.520> scale
you said and to build it up and to scale
you said and to build it up and to scale
because<00:06:54.160> we<00:06:54.400> know<00:06:54.720> already<00:06:55.199> like<00:06:55.440> we're<00:06:55.680> doing
because we know already like we're doing
because we know already like we're doing
it,<00:06:56.160> but<00:06:56.400> it's<00:06:57.120> small<00:06:57.360> and<00:06:57.600> manual<00:06:57.919> and<00:06:58.160> if<00:06:58.319> we
it, but it's small and manual and if we
it, but it's small and manual and if we
scale<00:06:58.720> this<00:06:58.880> up<00:06:59.120> now,<00:06:59.520> it<00:06:59.840> will<00:07:00.080> just<00:07:00.240> be<00:07:00.400> way
scale this up now, it will just be way
scale this up now, it will just be way
too<00:07:00.800> slow.<00:07:01.199> like<00:07:01.440> the<00:07:02.000> internal<00:07:02.560> processes
too slow. like the internal processes
too slow. like the internal processes
like<00:07:03.680> like<00:07:04.000> to<00:07:04.160> integrate<00:07:04.560> with<00:07:04.720> all<00:07:04.960> of<00:07:05.120> the
like like to integrate with all of the
like like to integrate with all of the
systems<00:07:06.160> was<00:07:06.960> actually
systems was actually
systems was actually
one<00:07:08.639> of<00:07:08.800> the<00:07:09.039> most<00:07:09.360> important<00:07:09.919> requirements
one of the most important requirements
one of the most important requirements
for<00:07:10.639> the<00:07:10.880> app<00:07:11.680> because<00:07:12.080> and<00:07:12.319> that<00:07:12.560> is<00:07:12.880> why<00:07:13.599> some
for the app because and that is why some
for the app because and that is why some
have<00:07:14.080> considered<00:07:14.479> to<00:07:14.800> even<00:07:15.039> go<00:07:15.280> through<00:07:15.520> the
have considered to even go through the
have considered to even go through the
trouble<00:07:16.000> of<00:07:16.319> making<00:07:16.639> this<00:07:16.960> entire<00:07:17.440> thing<00:07:17.680> that
trouble of making this entire thing that
trouble of making this entire thing that
you<00:07:18.240> can<00:07:18.479> buy.<00:07:18.800> I<00:07:19.039> mean,<00:07:19.280> there's<00:07:19.599> enough<00:07:19.919> apps
you can buy. I mean, there's enough apps
you can buy. I mean, there's enough apps
that<00:07:20.479> you<00:07:20.639> can<00:07:20.800> buy<00:07:21.280> that<00:07:21.599> also<00:07:22.000> claim<00:07:22.319> that
that you can buy that also claim that
that you can buy that also claim that
they<00:07:22.720> can<00:07:22.880> integrate<00:07:23.360> with<00:07:23.520> your<00:07:23.759> system.
they can integrate with your system.
they can integrate with your system.
And<00:07:24.400> I<00:07:24.560> think<00:07:24.800> claiming<00:07:25.440> is<00:07:25.680> like<00:07:26.000> that's
And I think claiming is like that's
And I think claiming is like that's
that's<00:07:26.479> the<00:07:26.720> key<00:07:26.960> word,<00:07:27.360> you<00:07:27.520> know,<00:07:27.759> like<00:07:28.080> I
that's the key word, you know, like I
that's the key word, you know, like I
think<00:07:28.400> a<00:07:28.639> lot<00:07:28.800> of<00:07:28.880> people<00:07:29.120> when<00:07:29.440> they<00:07:29.840> consider
think a lot of people when they consider
think a lot of people when they consider
plugandplay<00:07:31.520> applications,<00:07:32.800> they're<00:07:33.039> being
plugandplay applications, they're being
plugandplay applications, they're being
sold<00:07:33.599> a<00:07:33.840> dream<00:07:34.319> and<00:07:34.560> then<00:07:34.960> 6<00:07:35.199> months<00:07:35.440> down<00:07:35.599> the
sold a dream and then 6 months down the
sold a dream and then 6 months down the
line<00:07:36.319> you<00:07:36.560> have<00:07:36.639> a<00:07:36.880> product<00:07:37.039> that<00:07:37.360> works<00:07:37.599> in
line you have a product that works in
line you have a product that works in
isolation<00:07:38.560> and<00:07:38.800> you<00:07:39.039> still<00:07:39.199> have<00:07:39.360> to<00:07:39.520> go<00:07:39.680> back
isolation and you still have to go back
isolation and you still have to go back
to<00:07:40.080> maybe<00:07:40.319> your<00:07:40.560> platform<00:07:40.960> teams<00:07:41.360> and<00:07:41.599> be
to maybe your platform teams and be
to maybe your platform teams and be
like,<00:07:42.160> can<00:07:42.319> you<00:07:42.479> please<00:07:42.720> spend<00:07:43.520> 6<00:07:43.840> months
like, can you please spend 6 months
like, can you please spend 6 months
integrating<00:07:44.639> with<00:07:44.880> this
integrating with this
integrating with this
with<00:07:46.720> this<00:07:46.880> tool?<00:07:47.759> And<00:07:48.000> then<00:07:48.319> within<00:07:48.720> that
with this tool? And then within that
with this tool? And then within that
time<00:07:49.440> you<00:07:49.680> probably<00:07:49.840> would<00:07:50.080> have<00:07:50.160> been<00:07:50.319> able
time you probably would have been able
time you probably would have been able
to<00:07:50.720> build<00:07:50.960> the<00:07:51.199> same<00:07:51.280> thing<00:07:51.599> maybe<00:07:51.919> even
to build the same thing maybe even
to build the same thing maybe even
better<00:07:52.639> because<00:07:52.880> you<00:07:53.039> build<00:07:53.280> it<00:07:53.440> for<00:07:53.680> yourself
better because you build it for yourself
better because you build it for yourself
as<00:07:54.479> you<00:07:54.639> said<00:07:54.879> like<00:07:55.039> we<00:07:55.599> were<00:07:55.759> not<00:07:56.000> only<00:07:56.240> doing
as you said like we were not only doing
as you said like we were not only doing
UX<00:07:56.960> we're<00:07:57.199> also<00:07:57.759> coding<00:07:58.080> web<00:07:58.400> applications
UX we're also coding web applications
UX we're also coding web applications
we're<00:07:59.120> also<00:07:59.360> designing<00:07:59.759> stuff<00:08:00.319> and<00:08:00.560> so<00:08:00.960> like
we're also designing stuff and so like
we're also designing stuff and so like
I'm<00:08:01.520> not<00:08:02.080> necessarily<00:08:02.720> a<00:08:02.879> fullstack<00:08:03.440> engineer
I'm not necessarily a fullstack engineer
I'm not necessarily a fullstack engineer
myself<00:08:04.319> but<00:08:04.560> when<00:08:04.879> I<00:08:05.120> heard<00:08:05.360> the<00:08:05.599> initial
myself but when I heard the initial
myself but when I heard the initial
project<00:08:06.479> scope<00:08:07.039> and<00:08:07.280> what<00:08:07.520> like<00:08:07.840> what<00:08:08.000> the
project scope and what like what the
project scope and what like what the
vision<00:08:08.560> was<00:08:08.800> for<00:08:09.039> the<00:08:09.199> end<00:08:09.440> product<00:08:09.919> I<00:08:10.160> was
vision was for the end product I was
vision was for the end product I was
like
like
like
all<00:08:11.599> right<00:08:12.720> this<00:08:12.960> is<00:08:13.599> well<00:08:14.479> I<00:08:14.720> mean<00:08:15.120> the<00:08:15.599> so<00:08:15.840> if
all right this is well I mean the so if
all right this is well I mean the so if
we<00:08:16.319> would<00:08:16.560> just<00:08:17.199> talk<00:08:17.440> about<00:08:17.599> the<00:08:17.840> UX<00:08:18.319> concept
we would just talk about the UX concept
we would just talk about the UX concept
for<00:08:18.960> a<00:08:19.120> field<00:08:19.440> sales<00:08:19.759> app.<00:08:20.240> I<00:08:20.479> already
for a field sales app. I already
for a field sales app. I already
thought,<00:08:21.120> oh,<00:08:21.840> this<00:08:22.080> is<00:08:22.400> probably<00:08:22.879> like<00:08:23.120> a
thought, oh, this is probably like a
thought, oh, this is probably like a
pretty<00:08:23.680> specific<00:08:24.479> kind<00:08:24.720> of<00:08:24.960> user,
pretty specific kind of user,
pretty specific kind of user,
right?<00:08:26.240> Like<00:08:26.400> they<00:08:26.879> have<00:08:27.360> very<00:08:27.680> specific
right? Like they have very specific
right? Like they have very specific
needs<00:08:28.560> and<00:08:28.720> it's<00:08:29.199> for<00:08:29.520> sure<00:08:30.000> not<00:08:30.319> anything
needs and it's for sure not anything
needs and it's for sure not anything
that<00:08:31.039> we<00:08:31.199> did<00:08:31.440> up<00:08:31.599> till<00:08:31.840> now.<00:08:32.320> But<00:08:32.479> it<00:08:32.719> was<00:08:32.959> also
that we did up till now. But it was also
that we did up till now. But it was also
clear<00:08:33.440> that<00:08:33.680> we<00:08:33.919> couldn't<00:08:34.159> just<00:08:34.479> build
clear that we couldn't just build
clear that we couldn't just build
whatever<00:08:35.279> we<00:08:35.519> wanted<00:08:36.159> because<00:08:36.719> there<00:08:36.959> is<00:08:37.120> an
whatever we wanted because there is an
whatever we wanted because there is an
existing<00:08:37.760> landscape<00:08:38.640> of<00:08:39.039> all<00:08:39.360> sorts<00:08:39.599> of
existing landscape of all sorts of
existing landscape of all sorts of
systems<00:08:40.320> where<00:08:40.560> we<00:08:40.719> got<00:08:40.880> to<00:08:41.039> integrate<00:08:41.440> with
systems where we got to integrate with
systems where we got to integrate with
and<00:08:41.919> we're<00:08:42.159> going<00:08:42.320> to<00:08:42.479> get<00:08:42.719> data<00:08:43.039> from.<00:08:43.760> And<00:08:44.080> I
and we're going to get data from. And I
and we're going to get data from. And I
would<00:08:44.480> say<00:08:44.800> to<00:08:45.040> this<00:08:45.360> day,<00:08:46.160> this<00:08:46.399> is<00:08:46.880> one<00:08:47.200> of
would say to this day, this is one of
would say to this day, this is one of
the<00:08:47.519> most<00:08:47.680> important<00:08:48.080> things<00:08:48.240> we<00:08:48.560> always<00:08:48.800> have
the most important things we always have
the most important things we always have
to<00:08:49.120> consider<00:08:49.680> when<00:08:50.000> prioritizing<00:08:50.880> features
to consider when prioritizing features
to consider when prioritizing features
and<00:08:51.680> when<00:08:51.920> trying<00:08:52.240> to<00:08:52.640> figure<00:08:53.040> out<00:08:53.760> what<00:08:54.080> we
and when trying to figure out what we
and when trying to figure out what we
even<00:08:54.720> like<00:08:55.040> there's<00:08:55.360> a<00:08:55.519> thing<00:08:55.600> that<00:08:55.839> we<00:08:56.000> want
even like there's a thing that we want
even like there's a thing that we want
to<00:08:56.240> do.
to do.
to do.
We<00:08:56.880> realist<00:08:57.440> pragmatically<00:08:58.160> and
We realist pragmatically and
We realist pragmatically and
realistically<00:08:59.040> achieve<00:08:59.440> in<00:08:59.680> a<00:08:59.839> way<00:08:59.920> that<00:09:00.320> like
realistically achieve in a way that like
realistically achieve in a way that like
we<00:09:00.959> we<00:09:01.440> improve<00:09:02.240> the<00:09:02.560> experience<00:09:02.880> for<00:09:03.120> our
we we improve the experience for our
we we improve the experience for our
users.<00:09:03.680> We<00:09:03.920> move<00:09:04.560> the<00:09:04.800> needle<00:09:05.120> for<00:09:05.279> our
users. We move the needle for our
users. We move the needle for our
business<00:09:05.760> goals,<00:09:06.080> but<00:09:06.320> also<00:09:06.640> we
business goals, but also we
business goals, but also we
it<00:09:07.839> works<00:09:08.240> with<00:09:08.480> the<00:09:08.880> debt<00:09:09.200> that<00:09:09.440> we<00:09:09.680> have.<00:09:09.920> you
it works with the debt that we have. you
it works with the debt that we have. you
know,<00:09:10.320> like<00:09:10.480> a<00:09:10.720> company<00:09:10.959> that's<00:09:11.279> been
know, like a company that's been
know, like a company that's been
operating<00:09:11.920> for<00:09:12.720> more<00:09:12.959> than<00:09:13.120> 10<00:09:13.360> years.
operating for more than 10 years.
operating for more than 10 years.
Yeah.
Yeah.
Yeah.
It's<00:09:14.640> it's<00:09:15.120> bound<00:09:15.600> to<00:09:15.920> have<00:09:16.320> like<00:09:16.640> legacy
It's it's bound to have like legacy
It's it's bound to have like legacy
tools,<00:09:17.760> legacy<00:09:18.240> processes,<00:09:19.040> and<00:09:19.200> like
tools, legacy processes, and like
tools, legacy processes, and like
anyone<00:09:20.160> who<00:09:20.399> thinks<00:09:20.640> otherwise<00:09:21.440> is<00:09:21.760> very
anyone who thinks otherwise is very
anyone who thinks otherwise is very
naive.
naive.
naive.
I<00:09:23.200> think<00:09:23.360> so<00:09:23.680> too.<00:09:24.399> Yeah.
I think so too. Yeah.
I think so too. Yeah.
So,<00:09:25.120> you<00:09:25.360> got<00:09:25.519> to<00:09:25.680> operate<00:09:26.080> within<00:09:26.399> the<00:09:26.800> bounds
So, you got to operate within the bounds
So, you got to operate within the bounds
of<00:09:27.360> these<00:09:27.839> constraints,<00:09:28.640> right?<00:09:28.959> Like<00:09:29.360> it's
of these constraints, right? Like it's
of these constraints, right? Like it's
just<00:09:29.920> the<00:09:30.080> nature<00:09:30.320> of<00:09:30.880> u
just the nature of u
just the nature of u
of<00:09:32.320> work<00:09:32.560> and<00:09:32.720> of<00:09:33.040> software<00:09:33.440> these<00:09:33.839> days.<00:09:34.320> It
of work and of software these days. It
of work and of software these days. It
is<00:09:34.800> like<00:09:35.120> and<00:09:35.279> I<00:09:35.600> think<00:09:35.760> honestly<00:09:36.320> like<00:09:36.640> sum<00:09:36.800> up
is like and I think honestly like sum up
is like and I think honestly like sum up
is<00:09:37.760> like<00:09:38.000> a<00:09:38.399> a<00:09:38.720> very<00:09:39.040> high-tech<00:09:39.680> company
is like a a very high-tech company
is like a a very high-tech company
already.<00:09:40.959> So<00:09:42.080> anything<00:09:42.640> that<00:09:42.959> we<00:09:43.839> also<00:09:44.320> see<00:09:44.560> in
already. So anything that we also see in
already. So anything that we also see in
other<00:09:45.200> projects<00:09:45.519> that<00:09:45.760> we<00:09:46.000> do,<00:09:47.200> the<00:09:47.519> reality
other projects that we do, the reality
other projects that we do, the reality
is<00:09:48.240> that<00:09:48.480> it<00:09:48.640> is<00:09:48.880> messy.
is that it is messy.
is that it is messy.
Of<00:09:49.839> course,
Of course,
Of course,
humans<00:09:50.959> are<00:09:51.440> well<00:09:52.320> the<00:09:52.560> same<00:09:52.880> and<00:09:53.519> priorities
humans are well the same and priorities
humans are well the same and priorities
change<00:09:54.640> and<00:09:54.959> so<00:09:55.760> you<00:09:56.000> always<00:09:56.240> got<00:09:56.480> to<00:09:56.640> work
change and so you always got to work
change and so you always got to work
with<00:09:57.120> what<00:09:57.360> you<00:09:57.600> have<00:09:57.920> and<00:09:58.399> one<00:09:58.720> year<00:09:58.959> into<00:09:59.360> the
with what you have and one year into the
with what you have and one year into the
project,<00:10:00.320> what<00:10:00.640> would<00:10:00.800> you<00:10:01.040> say<00:10:01.200> is<00:10:01.519> the<00:10:01.920> is
project, what would you say is the is
project, what would you say is the is
the<00:10:02.399> current<00:10:03.279> status<00:10:03.680> of<00:10:03.839> the<00:10:04.000> project<00:10:04.320> or
the current status of the project or
the current status of the project or
like<00:10:04.800> are<00:10:04.959> you<00:10:05.120> happy<00:10:05.360> with<00:10:05.600> where<00:10:05.839> we<00:10:06.000> are?
like are you happy with where we are?
like are you happy with where we are?
What<00:10:06.560> do<00:10:06.720> you<00:10:06.880> feel<00:10:07.040> we<00:10:07.279> accomplished<00:10:07.760> in<00:10:08.080> this
What do you feel we accomplished in this
What do you feel we accomplished in this
year?<00:10:09.120> Yeah.
year? Yeah.
year? Yeah.
Um,<00:10:10.320> so<00:10:11.360> I<00:10:11.680> think<00:10:12.160> um<00:10:12.720> I<00:10:12.959> mean<00:10:13.120> maybe<00:10:13.279> you<00:10:13.440> can
Um, so I think um I mean maybe you can
Um, so I think um I mean maybe you can
see<00:10:13.680> from<00:10:13.920> my<00:10:14.160> from<00:10:14.399> my<00:10:14.640> smile,<00:10:14.959> but<00:10:15.200> obviously
see from my from my smile, but obviously
see from my from my smile, but obviously
I'm<00:10:15.839> quite<00:10:16.079> pleased<00:10:16.320> with<00:10:16.560> it.
I'm quite pleased with it.
I'm quite pleased with it.
Super<00:10:18.480> awesome.
Super awesome.
Super awesome.
Um,<00:10:19.200> it's<00:10:19.600> because<00:10:20.800> um<00:10:21.360> one<00:10:21.600> year<00:10:21.839> into<00:10:22.160> it<00:10:23.120> um
Um, it's because um one year into it um
Um, it's because um one year into it um
Sidekick<00:10:24.240> has<00:10:24.560> turned<00:10:25.040> one<00:10:25.279> year<00:10:25.519> old.<00:10:26.160> Um
Sidekick has turned one year old. Um
Sidekick has turned one year old. Um
when<00:10:27.440> in<00:10:27.680> July<00:10:28.079> I<00:10:28.320> believe.
when in July I believe.
when in July I believe.
Yeah,<00:10:29.120> something<00:10:29.279> like<00:10:29.440> that.
Yeah, something like that.
Yeah, something like that.
Just<00:10:30.079> now
Just now
Just now
during<00:10:30.800> summer<00:10:31.120> break<00:10:31.440> like<00:10:31.680> Mark<00:10:31.920> was<00:10:32.160> crazy
during summer break like Mark was crazy
during summer break like Mark was crazy
enough<00:10:32.720> to<00:10:32.959> spring<00:10:33.279> this<00:10:33.440> on<00:10:33.760> people<00:10:34.240> when
enough to spring this on people when
enough to spring this on people when
they<00:10:34.640> were<00:10:34.880> literally<00:10:35.120> at<00:10:35.360> an<00:10:35.519> offsite.<00:10:35.920> Yeah,
they were literally at an offsite. Yeah,
they were literally at an offsite. Yeah,
I<00:10:36.399> mean<00:10:36.640> of<00:10:36.880> course<00:10:37.120> that's<00:10:37.440> how<00:10:37.760> usually
I mean of course that's how usually
I mean of course that's how usually
happen<00:10:38.640> things<00:10:38.959> happen.<00:10:39.600> So<00:10:39.839> thanks<00:10:40.160> Mark<00:10:40.480> if
happen things happen. So thanks Mark if
happen things happen. So thanks Mark if
you're<00:10:40.880> watching<00:10:41.120> this.
Way<00:10:44.399> to<00:10:44.560> make<00:10:44.800> friends.
Way to make friends.
Way to make friends.
Yeah,<00:10:47.519> I'm<00:10:47.680> very<00:10:47.920> proud<00:10:48.160> of<00:10:48.320> it.<00:10:48.880> Um<00:10:49.360> actually
Yeah, I'm very proud of it. Um actually
Yeah, I'm very proud of it. Um actually
even<00:10:50.079> today<00:10:50.560> I<00:10:50.880> was<00:10:51.279> um<00:10:51.680> analyzing<00:10:52.800> Sidekick
even today I was um analyzing Sidekick
even today I was um analyzing Sidekick
versus<00:10:54.800> some<00:10:55.120> some<00:10:55.360> of<00:10:55.440> the<00:10:55.600> tools<00:10:55.839> that<00:10:56.079> our
versus some some of the tools that our
versus some some of the tools that our
competitors<00:10:56.880> have.<00:10:57.600> M<00:10:58.240> uh<00:10:58.480> and<00:10:58.720> I'm<00:10:58.880> I'm<00:10:59.200> super
competitors have. M uh and I'm I'm super
competitors have. M uh and I'm I'm super
proud<00:10:59.680> of<00:10:59.839> it<00:11:00.079> because<00:11:00.399> within<00:11:00.720> a<00:11:00.880> year<00:11:01.600> um<00:11:01.839> not
proud of it because within a year um not
proud of it because within a year um not
only<00:11:02.320> we've<00:11:02.800> achieved<00:11:03.519> par<00:11:04.240> with<00:11:05.279> um<00:11:05.600> what<00:11:05.839> the
only we've achieved par with um what the
only we've achieved par with um what the
basics<00:11:06.480> of<00:11:06.640> a<00:11:07.040> of<00:11:07.279> a<00:11:07.440> CRM<00:11:07.920> would<00:11:08.160> be
basics of a of a CRM would be
basics of a of a CRM would be
but<00:11:09.040> also<00:11:09.279> we've<00:11:09.600> introduced<00:11:10.160> some<00:11:10.480> of<00:11:10.640> the
but also we've introduced some of the
but also we've introduced some of the
special
special
special
um<00:11:13.279> source<00:11:13.839> of<00:11:14.160> sum<00:11:14.399> up<00:11:14.880> you<00:11:15.040> know<00:11:15.279> and<00:11:15.600> we've
um source of sum up you know and we've
um source of sum up you know and we've
actually<00:11:16.399> managed<00:11:16.800> to<00:11:17.040> go<00:11:17.279> beyond<00:11:18.000> what<00:11:18.720> um
actually managed to go beyond what um
actually managed to go beyond what um
typical<00:11:19.839> MVP<00:11:21.200> uh<00:11:21.440> feature<00:11:21.760> set<00:11:22.079> would<00:11:22.320> look
typical MVP uh feature set would look
typical MVP uh feature set would look
like<00:11:22.720> for<00:11:23.120> such<00:11:23.360> a<00:11:23.600> tool.
like for such a tool.
like for such a tool.
Nice.<00:11:24.880> And<00:11:25.680> I<00:11:26.000> think<00:11:26.079> we're<00:11:26.480> now<00:11:27.680> also<00:11:28.000> when
Nice. And I think we're now also when
Nice. And I think we're now also when
when<00:11:28.560> I<00:11:28.720> build<00:11:28.959> products,<00:11:29.360> my<00:11:29.680> preferred
when I build products, my preferred
when I build products, my preferred
approach<00:11:30.560> is<00:11:30.800> to<00:11:31.120> build<00:11:31.760> minimum<00:11:32.320> lovable
approach is to build minimum lovable
approach is to build minimum lovable
products,<00:11:33.360> not<00:11:33.680> minimum<00:11:34.320> minimum<00:11:34.720> viable
products, not minimum minimum viable
products, not minimum minimum viable
products.
products.
products.
Yeah.
Yeah.
Yeah.
Um<00:11:36.880> and<00:11:37.120> I<00:11:37.360> think<00:11:37.519> definitely<00:11:38.079> we've<00:11:38.480> hit<00:11:38.720> that
Um and I think definitely we've hit that
Um and I think definitely we've hit that
right.<00:11:39.440> I<00:11:39.760> think<00:11:40.399> um<00:11:40.959> Sidekick<00:11:41.600> right<00:11:41.839> now<00:11:42.000> is
right. I think um Sidekick right now is
right. I think um Sidekick right now is
one<00:11:42.640> years<00:11:42.800> old<00:11:43.200> and<00:11:43.680> is<00:11:44.240> we<00:11:44.480> are<00:11:44.880> between<00:11:45.440> the
one years old and is we are between the
one years old and is we are between the
at<00:11:46.000> the<00:11:46.240> cusp<00:11:46.560> of<00:11:46.880> minimum<00:11:47.279> lovable<00:11:48.399> uh
at the cusp of minimum lovable uh
at the cusp of minimum lovable uh
product<00:11:48.959> and<00:11:49.200> then<00:11:49.440> now<00:11:49.600> we're<00:11:49.920> going<00:11:50.160> towards
product and then now we're going towards
product and then now we're going towards
optimization<00:11:52.000> and<00:11:52.320> scale<00:11:52.720> and<00:11:53.040> all<00:11:53.200> of<00:11:53.279> that.
optimization and scale and all of that.
optimization and scale and all of that.
So<00:11:53.760> we're<00:11:54.399> now<00:11:54.720> facing<00:11:55.600> as<00:11:55.839> you<00:11:56.079> know<00:11:56.640> a<00:11:56.880> very
So we're now facing as you know a very
So we're now facing as you know a very
different<00:11:57.839> set<00:11:58.079> of<00:11:58.320> challenges<00:11:58.959> but<00:11:59.519> um<00:11:59.839> it
different set of challenges but um it
different set of challenges but um it
means<00:12:00.320> we've<00:12:00.560> done<00:12:00.800> well.
means we've done well.
means we've done well.
Yeah.<00:12:01.920> So<00:12:02.240> I<00:12:02.399> mean<00:12:02.640> one<00:12:02.880> of<00:12:02.959> the<00:12:03.120> signs<00:12:03.440> a
Yeah. So I mean one of the signs a
Yeah. So I mean one of the signs a
couple<00:12:04.320> weeks<00:12:04.560> or<00:12:04.800> months<00:12:05.040> ago<00:12:05.760> like<00:12:05.920> I<00:12:06.079> think
couple weeks or months ago like I think
couple weeks or months ago like I think
also<00:12:06.560> the<00:12:06.800> last<00:12:07.040> time<00:12:07.600> I<00:12:07.920> was<00:12:08.000> in<00:12:08.240> Berlin<00:12:08.639> for<00:12:08.959> a
also the last time I was in Berlin for a
also the last time I was in Berlin for a
workshop<00:12:10.000> um<00:12:10.560> we<00:12:10.800> had<00:12:10.959> these<00:12:11.200> situations<00:12:11.760> that
workshop um we had these situations that
workshop um we had these situations that
other<00:12:12.320> teams<00:12:12.720> were<00:12:13.360> were<00:12:13.839> approaching<00:12:14.399> you<00:12:14.720> to
other teams were were approaching you to
other teams were were approaching you to
say<00:12:15.200> like<00:12:15.519> hey<00:12:16.079> so<00:12:16.480> we<00:12:16.720> heard<00:12:17.200> you<00:12:17.440> have<00:12:17.600> that
say like hey so we heard you have that
say like hey so we heard you have that
and<00:12:18.000> that<00:12:18.160> feature<00:12:18.480> set<00:12:18.720> on<00:12:18.959> the<00:12:19.120> app<00:12:19.279> and<00:12:19.839> that
and that feature set on the app and that
and that feature set on the app and that
user<00:12:20.480> and<00:12:20.720> like<00:12:21.279> so<00:12:21.839> I<00:12:22.079> felt<00:12:22.480> sidekick<00:12:22.959> is
user and like so I felt sidekick is
user and like so I felt sidekick is
starting<00:12:23.440> to<00:12:23.600> be<00:12:23.839> this<00:12:24.000> gooey<00:12:24.399> ball<00:12:24.639> that<00:12:24.959> just
starting to be this gooey ball that just
starting to be this gooey ball that just
attracts<00:12:25.760> other<00:12:26.079> balls<00:12:27.040> which<00:12:27.279> is<00:12:27.600> I<00:12:27.839> guess<00:12:28.000> a
attracts other balls which is I guess a
attracts other balls which is I guess a
good<00:12:28.480> sign<00:12:28.800> if<00:12:29.120> people<00:12:29.680> view<00:12:30.079> something<00:12:30.399> as
good sign if people view something as
good sign if people view something as
Yeah,<00:12:31.600> as<00:12:31.839> a<00:12:32.079> solution.<00:12:32.959> That's<00:12:33.279> that's<00:12:33.600> super
Yeah, as a solution. That's that's super
Yeah, as a solution. That's that's super
cool.<00:12:34.240> I<00:12:34.480> mean,<00:12:34.959> um
cool. I mean, um
cool. I mean, um
and<00:12:35.839> I<00:12:36.160> think<00:12:36.320> that's<00:12:36.800> also<00:12:37.200> part<00:12:37.440> of<00:12:37.519> the
and I think that's also part of the
and I think that's also part of the
vision<00:12:38.160> that<00:12:38.399> that<00:12:39.120> um<00:12:39.360> that<00:12:39.600> we<00:12:39.839> have<00:12:40.079> for
vision that that um that we have for
vision that that um that we have for
such<00:12:40.639> a<00:12:40.800> tool.<00:12:41.200> I<00:12:41.440> I<00:12:41.839> really<00:12:42.079> want<00:12:42.160> to<00:12:42.399> believe
such a tool. I I really want to believe
such a tool. I I really want to believe
in<00:12:43.040> a<00:12:43.279> future<00:12:43.600> where<00:12:44.000> every<00:12:44.399> sum<00:12:44.639> uper<00:12:45.040> is
in a future where every sum uper is
in a future where every sum uper is
enabled<00:12:46.560> by<00:12:46.800> our<00:12:47.040> tooling<00:12:47.680> to<00:12:48.720> promote<00:12:49.120> our
enabled by our tooling to promote our
enabled by our tooling to promote our
products<00:12:49.680> and<00:12:49.920> to<00:12:50.079> actually<00:12:50.399> sell<00:12:50.639> them.<00:12:50.959> You
products and to actually sell them. You
products and to actually sell them. You
know,<00:12:51.279> like<00:12:51.440> there's<00:12:51.760> so<00:12:51.920> many<00:12:52.079> times<00:12:52.399> that
know, like there's so many times that
know, like there's so many times that
you<00:12:53.440> go<00:12:53.600> and<00:12:54.000> grab<00:12:54.320> a<00:12:54.560> coffee<00:12:55.279> and<00:12:56.000> you're
you go and grab a coffee and you're
you go and grab a coffee and you're
chatting<00:12:56.639> to<00:12:56.800> the<00:12:57.040> merchant
chatting to the merchant
chatting to the merchant
um<00:12:58.959> and<00:12:59.680> you're<00:13:00.000> actually<00:13:00.240> maybe<00:13:00.800> noticing
um and you're actually maybe noticing
um and you're actually maybe noticing
that<00:13:01.600> some<00:13:01.920> some<00:13:02.160> of<00:13:02.320> their<00:13:02.560> hardware<00:13:02.959> is
that some some of their hardware is
that some some of their hardware is
actually<00:13:03.519> quite<00:13:03.839> bad<00:13:04.079> or<00:13:04.320> we<00:13:04.560> have<00:13:04.720> something
actually quite bad or we have something
actually quite bad or we have something
that<00:13:05.440> we<00:13:05.600> could<00:13:06.320> offer<00:13:06.720> them<00:13:06.880> that<00:13:07.120> is<00:13:07.279> way
that we could offer them that is way
that we could offer them that is way
better.
better.
better.
Yeah.
Yeah.
Yeah.
So<00:13:08.639> we<00:13:08.880> as<00:13:09.200> someers<00:13:09.760> often<00:13:10.079> times<00:13:10.399> engage<00:13:10.720> in
So we as someers often times engage in
So we as someers often times engage in
those<00:13:11.120> types<00:13:11.360> of<00:13:11.519> conversations<00:13:12.800> with<00:13:13.200> the
those types of conversations with the
those types of conversations with the
with<00:13:14.000> merchants.<00:13:14.880> So<00:13:15.120> then<00:13:15.839> I<00:13:16.079> I<00:13:16.160> I<00:13:16.800> hope<00:13:16.959> that
with merchants. So then I I I hope that
with merchants. So then I I I hope that
with<00:13:17.440> sidekick<00:13:18.079> and<00:13:18.320> we<00:13:18.720> we<00:13:18.800> we<00:13:19.440> can<00:13:19.600> enable
with sidekick and we we we can enable
with sidekick and we we we can enable
every<00:13:20.320> samper<00:13:21.200> to<00:13:21.440> become<00:13:21.760> a<00:13:22.079> a<00:13:22.399> field<00:13:22.800> seller
every samper to become a a field seller
every samper to become a a field seller
essentially,<00:13:24.480> right?
essentially, right?
essentially, right?
Um<00:13:26.000> so<00:13:26.399> yeah,<00:13:26.720> definitely.
Um so yeah, definitely.
Um so yeah, definitely.
Awesome.<00:13:28.320> Hey,<00:13:28.720> so<00:13:29.360> maybe<00:13:29.680> let's<00:13:30.000> talk<00:13:30.240> about
Awesome. Hey, so maybe let's talk about
Awesome. Hey, so maybe let's talk about
um<00:13:31.839> the<00:13:33.279> the<00:13:33.760> different<00:13:34.240> users<00:13:34.720> and
um the the different users and
um the the different users and
stakeholders<00:13:35.600> we<00:13:35.839> have<00:13:35.920> in<00:13:36.160> this<00:13:36.320> project
stakeholders we have in this project
stakeholders we have in this project
because<00:13:37.279> this<00:13:37.519> was<00:13:37.760> for<00:13:38.000> me<00:13:38.320> like<00:13:38.560> that<00:13:38.800> was
because this was for me like that was
because this was for me like that was
something<00:13:39.760> like<00:13:40.240> whenever<00:13:40.720> I<00:13:41.120> start<00:13:41.360> to
something like whenever I start to
something like whenever I start to
envision<00:13:42.560> how<00:13:42.800> a<00:13:43.040> new<00:13:43.279> project<00:13:43.600> might<00:13:43.920> develop
envision how a new project might develop
envision how a new project might develop
depending<00:13:45.279> on<00:13:45.519> what<00:13:45.680> I<00:13:45.839> hear<00:13:46.000> in<00:13:46.160> the<00:13:46.320> briefing
depending on what I hear in the briefing
depending on what I hear in the briefing
and<00:13:47.040> what<00:13:47.279> I<00:13:47.519> know<00:13:47.760> about<00:13:47.920> the<00:13:48.160> organization,
and what I know about the organization,
and what I know about the organization,
right?<00:13:49.360> The<00:13:49.680> pressure<00:13:49.920> was<00:13:50.160> up<00:13:50.399> from<00:13:50.720> day<00:13:50.959> one
right? The pressure was up from day one
right? The pressure was up from day one
because<00:13:51.839> the<00:13:52.079> brief<00:13:52.399> was<00:13:52.639> basically,<00:13:53.120> hey<00:13:54.079> um
because the brief was basically, hey um
because the brief was basically, hey um
we're<00:13:55.519> trying<00:13:55.680> to<00:13:55.839> get<00:13:56.000> this<00:13:56.160> off<00:13:56.399> the<00:13:56.560> ground
we're trying to get this off the ground
we're trying to get this off the ground
for<00:13:56.880> half<00:13:57.120> a<00:13:57.279> year<00:13:57.600> and<00:13:57.920> I<00:13:58.160> really<00:13:58.399> want<00:13:58.480> to<00:13:58.639> do
for half a year and I really want to do
for half a year and I really want to do
this<00:13:59.040> now<00:14:00.000> because<00:14:01.279> um<00:14:01.519> we're<00:14:01.839> getting<00:14:02.160> on
this now because um we're getting on
this now because um we're getting on
more<00:14:02.959> field<00:14:03.279> sales<00:14:03.600> agents<00:14:04.480> one<00:14:04.720> way<00:14:04.880> or<00:14:05.120> the
more field sales agents one way or the
more field sales agents one way or the
other<00:14:05.920> and<00:14:06.240> if<00:14:06.480> we<00:14:06.720> don't<00:14:06.880> have<00:14:07.040> the<00:14:07.279> IT
other and if we don't have the IT
other and if we don't have the IT
infrastructure<00:14:08.320> to<00:14:08.800> support<00:14:09.199> this<00:14:09.920> then<00:14:10.160> this
infrastructure to support this then this
infrastructure to support this then this
is<00:14:10.480> going<00:14:10.560> to<00:14:10.720> be<00:14:10.800> super<00:14:11.120> horrible<00:14:11.440> for
is going to be super horrible for
is going to be super horrible for
everyone<00:14:12.079> internally<00:14:12.720> because<00:14:13.040> the<00:14:13.279> workload
everyone internally because the workload
everyone internally because the workload
is<00:14:13.839> going<00:14:14.000> to<00:14:14.079> be<00:14:14.240> bonkers.<00:14:15.519> So<00:14:16.000> that<00:14:16.399> was<00:14:16.639> like
is going to be bonkers. So that was like
is going to be bonkers. So that was like
a<00:14:17.600> little<00:14:17.760> bit<00:14:17.920> intimidating.
a little bit intimidating.
a little bit intimidating.
Yeah.
Yeah.
Yeah.
Real<00:14:22.000> human<00:14:22.320> beings<00:14:22.959> running<00:14:23.360> around
Real human beings running around
Real human beings running around
investing<00:14:24.720> their<00:14:25.680> time<00:14:25.920> of<00:14:26.240> life<00:14:26.560> to<00:14:27.040> go<00:14:27.279> from
investing their time of life to go from
investing their time of life to go from
one<00:14:27.680> location<00:14:28.079> to<00:14:28.240> the<00:14:28.480> next.<00:14:28.959> this<00:14:29.440> can't<00:14:29.839> not
one location to the next. this can't not
one location to the next. this can't not
work<00:14:30.959> is<00:14:31.360> like<00:14:31.680> also<00:14:32.079> one<00:14:32.320> thing<00:14:32.560> that<00:14:33.600> right
work is like also one thing that right
work is like also one thing that right
like<00:14:34.079> it's<00:14:34.639> it's<00:14:35.040> so<00:14:35.360> it's<00:14:35.680> just<00:14:36.480> um<00:14:37.279> if<00:14:37.519> you
like it's it's so it's just um if you
like it's it's so it's just um if you
build<00:14:38.079> something<00:14:38.720> and<00:14:39.120> people<00:14:39.440> can't<00:14:39.760> use<00:14:40.000> it
build something and people can't use it
build something and people can't use it
online<00:14:40.639> sitting<00:14:40.880> in<00:14:41.040> their<00:14:41.199> office<00:14:41.680> that's
online sitting in their office that's
online sitting in their office that's
already<00:14:42.800> of<00:14:43.120> course
already of course
already of course
horrible<00:14:44.800> and<00:14:45.120> not<00:14:45.360> great<00:14:45.839> but<00:14:46.399> I<00:14:46.720> always
horrible and not great but I always
horrible and not great but I always
imagine<00:14:47.519> these<00:14:47.839> people<00:14:48.320> like<00:14:48.880> driving<00:14:49.199> around
imagine these people like driving around
imagine these people like driving around
with<00:14:49.600> a<00:14:49.839> car<00:14:50.000> or<00:14:50.240> with<00:14:50.399> a<00:14:50.560> bike<00:14:50.800> or<00:14:51.040> like<00:14:51.360> going
with a car or with a bike or like going
with a car or with a bike or like going
from<00:14:52.079> one<00:14:52.320> place<00:14:52.560> to<00:14:52.800> the<00:14:52.959> other<00:14:53.519> in<00:14:53.839> any
from one place to the other in any
from one place to the other in any
weather<00:14:54.880> and<00:14:55.120> then<00:14:55.760> they<00:14:56.079> have<00:14:56.240> this<00:14:56.480> thing
weather and then they have this thing
weather and then they have this thing
that<00:14:56.959> they<00:14:57.279> really<00:14:57.680> rely<00:14:58.079> on<00:14:58.480> to<00:14:59.360> go<00:14:59.519> through
that they really rely on to go through
that they really rely on to go through
their<00:15:00.079> day<00:15:00.399> and<00:15:00.639> to<00:15:01.120> well<00:15:02.240> sell<00:15:02.720> some<00:15:02.880> up
their day and to well sell some up
their day and to well sell some up
solutions<00:15:04.639> and
solutions and
solutions and
I<00:15:05.120> mean<00:15:05.279> it's<00:15:05.519> how<00:15:05.680> people<00:15:05.920> earn<00:15:06.240> their<00:15:06.399> bread.
I mean it's how people earn their bread.
I mean it's how people earn their bread.
They<00:15:07.440> totally<00:15:07.760> are.
They totally are.
They totally are.
We<00:15:08.800> can't<00:15:09.519> mess<00:15:09.839> that<00:15:10.000> up<00:15:10.160> for<00:15:10.399> them.
We can't mess that up for them.
We can't mess that up for them.
Exactly.
Exactly.
Exactly.
Because<00:15:11.839> we<00:15:12.079> our<00:15:12.480> tooling<00:15:12.880> is<00:15:13.120> bad<00:15:13.440> because
Because we our tooling is bad because
Because we our tooling is bad because
that's<00:15:14.000> that's<00:15:14.480> actually<00:15:14.880> impacting<00:15:15.360> the
that's that's actually impacting the
that's that's actually impacting the
livelihood<00:15:16.000> of<00:15:16.240> someone.
livelihood of someone.
livelihood of someone.
Totally.
Totally.
Totally.
You<00:15:17.519> know,<00:15:17.760> so<00:15:18.240> I<00:15:18.480> always<00:15:18.720> like<00:15:18.880> to<00:15:19.120> think
You know, so I always like to think
You know, so I always like to think
about<00:15:19.440> that.
about that.
about that.
Absolutely.<00:15:20.720> And<00:15:20.959> also<00:15:21.519> our<00:15:21.839> user<00:15:22.240> group<00:15:22.639> with
Absolutely. And also our user group with
Absolutely. And also our user group with
the<00:15:23.040> field<00:15:23.360> sales<00:15:23.760> people<00:15:24.880> um<00:15:25.279> they<00:15:25.600> are<00:15:25.760> of
the field sales people um they are of
the field sales people um they are of
course<00:15:26.320> following<00:15:26.720> their<00:15:26.959> own<00:15:27.199> interest
course following their own interest
course following their own interest
right<00:15:28.320> they're<00:15:28.639> following<00:15:28.959> their<00:15:29.199> interest
right they're following their interest
right they're following their interest
to<00:15:30.079> be<00:15:30.240> able<00:15:30.560> to<00:15:30.800> earn<00:15:31.040> money<00:15:31.360> with<00:15:31.600> what
to be able to earn money with what
to be able to earn money with what
they're<00:15:32.079> doing<00:15:32.560> right<00:15:32.800> now
they're doing right now
they're doing right now
of<00:15:33.360> course
of course
of course
right<00:15:34.079> on<00:15:34.240> the<00:15:34.399> other<00:15:34.639> hand<00:15:35.120> we<00:15:35.440> have<00:15:36.320> well<00:15:37.120> sum
right on the other hand we have well sum
right on the other hand we have well sum
up<00:15:37.680> and<00:15:38.000> more<00:15:38.399> detailed<00:15:38.959> we<00:15:39.120> have<00:15:39.279> like
up and more detailed we have like
up and more detailed we have like
different<00:15:39.920> sorts<00:15:40.240> of<00:15:40.480> stakeholders<00:15:41.600> who<00:15:42.240> also
different sorts of stakeholders who also
different sorts of stakeholders who also
well<00:15:43.680> they<00:15:44.000> share<00:15:44.399> some<00:15:44.639> interests<00:15:45.199> of<00:15:45.440> course
well they share some interests of course
well they share some interests of course
everybody<00:15:46.160> wants<00:15:46.399> to<00:15:46.560> sell<00:15:46.959> some<00:15:47.040> of
everybody wants to sell some of
everybody wants to sell some of
solutions<00:15:47.920> obviously<00:15:48.880> right<00:15:49.759> But<00:15:51.040> um<00:15:51.360> the
solutions obviously right But um the
solutions obviously right But um the
intricate<00:15:52.240> details<00:15:52.720> of<00:15:52.959> who<00:15:53.199> wants<00:15:53.600> what
intricate details of who wants what
intricate details of who wants what
represented<00:15:55.199> how<00:15:55.440> in<00:15:55.680> this<00:15:55.920> app,<00:15:56.399> right?<00:15:57.040> I
represented how in this app, right? I
represented how in this app, right? I
think<00:15:57.440> that<00:15:57.680> was<00:15:57.920> always<00:15:58.720> the<00:15:59.120> the<00:15:59.440> whole
think that was always the the whole
think that was always the the whole
technical<00:16:00.320> implementation<00:16:01.759> um<00:16:01.920> with<00:16:02.160> all<00:16:02.399> of
technical implementation um with all of
technical implementation um with all of
the<00:16:02.639> legacy<00:16:03.120> system<00:16:03.440> or<00:16:03.759> the<00:16:03.920> systems<00:16:04.320> in
the legacy system or the systems in
the legacy system or the systems in
place<00:16:04.800> that<00:16:05.040> we<00:16:05.199> have<00:16:05.279> to<00:16:05.440> integrate<00:16:05.839> with
place that we have to integrate with
place that we have to integrate with
huge<00:16:06.800> challenge.<00:16:07.680> But<00:16:07.839> I<00:16:08.079> think<00:16:08.399> from<00:16:08.720> my
huge challenge. But I think from my
huge challenge. But I think from my
perspective<00:16:09.360> as<00:16:09.680> the<00:16:10.160> as<00:16:10.480> the<00:16:10.720> one<00:16:11.120> working
perspective as the as the one working
perspective as the as the one working
with<00:16:11.600> you<00:16:11.839> on<00:16:12.000> the<00:16:12.160> UX<00:16:12.560> concept<00:16:13.120> was<00:16:13.440> always<00:16:14.240> to
with you on the UX concept was always to
with you on the UX concept was always to
fit<00:16:14.800> all<00:16:14.959> of<00:16:15.120> these<00:16:15.440> different<00:16:15.839> views<00:16:16.880> into<00:16:17.199> a
fit all of these different views into a
fit all of these different views into a
feature<00:16:17.839> road<00:16:18.160> map<00:16:18.399> that<00:16:18.720> everybody<00:16:19.199> can<00:16:19.440> get
feature road map that everybody can get
feature road map that everybody can get
behind
behind
behind
and<00:16:20.959> look<00:16:21.199> forward<00:16:21.600> to<00:16:21.759> the<00:16:22.000> next<00:16:22.240> release<00:16:22.720> and
and look forward to the next release and
and look forward to the next release and
to<00:16:23.199> actually<00:16:23.680> have<00:16:23.920> something<00:16:24.320> better<00:16:25.040> than
to actually have something better than
to actually have something better than
the<00:16:25.519> week<00:16:25.759> before.
the week before.
the week before.
Yeah.
Yeah.
Yeah.
And<00:16:27.759> um<00:16:28.560> I<00:16:28.800> mean<00:16:29.199> you<00:16:29.839> like<00:16:30.079> we<00:16:30.240> did<00:16:30.399> a<00:16:30.560> lot<00:16:30.639> of
And um I mean you like we did a lot of
And um I mean you like we did a lot of
user<00:16:31.120> research.<00:16:31.519> You<00:16:31.680> mentioned<00:16:31.920> that
user research. You mentioned that
user research. You mentioned that
already.<00:16:32.800> Sure.<00:16:33.600> But<00:16:33.759> you<00:16:34.000> were<00:16:34.160> the<00:16:34.320> one<00:16:34.720> well
already. Sure. But you were the one well
already. Sure. But you were the one well
in<00:16:35.279> the<00:16:35.440> melting<00:16:35.759> pot<00:16:36.000> of<00:16:36.240> all<00:16:36.399> of<00:16:36.480> that<00:16:36.800> I
in the melting pot of all of that I
in the melting pot of all of that I
guess.
guess.
guess.
Yeah.
Yeah.
Yeah.
So
So
So
what<00:16:40.399> was<00:16:40.560> your<00:16:40.800> experience<00:16:41.279> with<00:16:41.600> this?<00:16:42.000> Like
what was your experience with this? Like
what was your experience with this? Like
we<00:16:42.560> tried<00:16:42.880> to<00:16:43.120> support<00:16:43.519> as<00:16:43.839> good<00:16:44.000> as<00:16:44.160> we<00:16:44.399> could
we tried to support as good as we could
we tried to support as good as we could
but<00:16:45.199> um<00:16:45.360> you<00:16:45.600> were<00:16:45.839> still<00:16:46.000> the<00:16:46.160> one<00:16:46.959> um<00:16:47.120> in<00:16:47.360> the
but um you were still the one um in the
but um you were still the one um in the
ring.<00:16:47.920> So
ring. So
ring. So
yeah,<00:16:48.639> for<00:16:48.800> the<00:16:48.959> record<00:16:49.199> I<00:16:49.360> love<00:16:49.519> all<00:16:49.759> of<00:16:49.839> my
yeah, for the record I love all of my
yeah, for the record I love all of my
stakeholders.
stakeholders.
stakeholders.
Of<00:16:51.680> course<00:16:51.920> we<00:16:52.079> always<00:16:52.399> do.<00:16:53.759> Everyone<00:16:54.240> does.
Of course we always do. Everyone does.
Of course we always do. Everyone does.
Yeah.
Yeah.
Yeah.
No,<00:16:55.920> I'm<00:16:57.040> joking<00:16:57.519> aside.<00:16:58.079> Um<00:16:59.040> yeah,<00:16:59.279> you're
No, I'm joking aside. Um yeah, you're
No, I'm joking aside. Um yeah, you're
absolutely<00:17:00.079> right.<00:17:00.320> I<00:17:00.639> am<00:17:01.120> I<00:17:01.279> I'm<00:17:01.600> in<00:17:01.759> in<00:17:02.079> the
absolutely right. I am I I'm in in the
absolutely right. I am I I'm in in the
trenches<00:17:02.639> with<00:17:02.959> everyone
trenches with everyone
trenches with everyone
and<00:17:04.079> we're<00:17:04.640> luckily<00:17:05.120> we're<00:17:05.439> all<00:17:05.679> driven<00:17:06.000> by
and we're luckily we're all driven by
and we're luckily we're all driven by
the<00:17:06.400> same<00:17:06.640> Lord<00:17:07.039> star.<00:17:07.520> We're<00:17:07.839> all<00:17:08.079> going<00:17:08.240> in
the same Lord star. We're all going in
the same Lord star. We're all going in
the<00:17:08.720> same<00:17:09.199> um<00:17:09.520> direction.
the same um direction.
the same um direction.
Mhm.
Mhm.
Mhm.
But<00:17:11.039> everyone<00:17:11.439> has<00:17:11.679> their<00:17:11.919> kind<00:17:12.160> of
But everyone has their kind of
But everyone has their kind of
special<00:17:14.160> flavor<00:17:14.720> of<00:17:15.039> how<00:17:15.360> is<00:17:15.520> it<00:17:15.679> that<00:17:15.839> they're
special flavor of how is it that they're
special flavor of how is it that they're
going<00:17:16.079> to<00:17:16.240> achieve<00:17:16.480> what<00:17:16.720> they<00:17:16.880> need<00:17:17.039> to
going to achieve what they need to
going to achieve what they need to
achieve.<00:17:17.760> So<00:17:18.400> obviously<00:17:18.959> even<00:17:19.199> within<00:17:19.600> field
achieve. So obviously even within field
achieve. So obviously even within field
sales<00:17:20.400> there's<00:17:21.280> there's<00:17:21.520> the<00:17:21.760> sellers<00:17:22.319> and
sales there's there's the sellers and
sales there's there's the sellers and
then<00:17:22.959> there's<00:17:23.360> the<00:17:24.400> uh<00:17:24.880> managers
then there's the uh managers
then there's the uh managers
and<00:17:26.720> then<00:17:26.959> there<00:17:27.280> is<00:17:27.520> the<00:17:28.000> heads<00:17:28.319> of<00:17:28.480> sales.
and then there is the heads of sales.
and then there is the heads of sales.
Yeah.<00:17:29.760> Then<00:17:30.000> there's<00:17:30.240> the<00:17:30.400> VPs.
Yeah. Then there's the VPs.
Yeah. Then there's the VPs.
Yeah.
Yeah.
Yeah.
And<00:17:32.160> then<00:17:32.320> there's<00:17:32.640> sales<00:17:33.039> operation.
And then there's sales operation.
And then there's sales operation.
Then<00:17:34.880> you<00:17:35.039> have<00:17:35.200> revenue<00:17:35.600> operations.
Then you have revenue operations.
Then you have revenue operations.
You<00:17:37.919> have<00:17:38.720> talent<00:17:39.120> people<00:17:39.520> who<00:17:39.840> need<00:17:40.000> to<00:17:40.640> hire
You have talent people who need to hire
You have talent people who need to hire
Yeah.<00:17:42.240> Exactly.
Yeah. Exactly.
Yeah. Exactly.
Sales<00:17:43.600> for<00:17:43.919> different<00:17:44.160> markets.
Sales for different markets.
Sales for different markets.
People<00:17:45.039> for<00:17:45.360> different<00:17:45.679> markets.<00:17:46.480> You've<00:17:46.720> got
People for different markets. You've got
People for different markets. You've got
sales<00:17:47.280> enablement<00:17:48.000> which<00:17:48.160> is<00:17:48.320> incredible.<00:17:49.200> Uh
sales enablement which is incredible. Uh
sales enablement which is incredible. Uh
and<00:17:49.760> takes<00:17:50.000> care<00:17:50.160> of<00:17:50.400> training<00:17:50.799> and<00:17:51.039> enabling
and takes care of training and enabling
and takes care of training and enabling
our<00:17:52.240> sellers.
our sellers.
our sellers.
Um<00:17:54.559> already<00:17:55.120> we<00:17:55.520> have<00:17:55.919> how<00:17:56.160> many<00:17:56.640> how<00:17:56.880> many<00:17:57.039> did
Um already we have how many how many did
Um already we have how many how many did
I<00:17:57.360> mention?<00:17:57.679> more<00:17:57.919> than<00:17:58.160> five<00:17:58.799> different
I mention? more than five different
I mention? more than five different
more<00:17:59.520> than<00:17:59.679> 10<00:18:00.640> user<00:18:00.960> groups.
more than 10 user groups.
more than 10 user groups.
If<00:18:01.600> it<00:18:01.840> was<00:18:01.919> just<00:18:02.160> one<00:18:02.400> person<00:18:02.720> per<00:18:02.960> group,
If it was just one person per group,
If it was just one person per group,
it's<00:18:03.520> already<00:18:03.760> 10
it's already 10
it's already 10
and<00:18:04.880> then<00:18:05.120> you<00:18:05.360> multiply<00:18:05.840> this<00:18:06.799> um<00:18:08.080> with
and then you multiply this um with
and then you multiply this um with
different<00:18:08.720> markets.
different markets.
different markets.
And<00:18:10.160> whereas<00:18:11.120> you<00:18:11.360> have<00:18:11.600> let's<00:18:11.919> say<00:18:12.320> maybe
And whereas you have let's say maybe
And whereas you have let's say maybe
some<00:18:13.200> level<00:18:13.520> of<00:18:13.760> cohesion<00:18:14.960> um<00:18:15.440> within<00:18:15.840> the<00:18:16.000> UK
some level of cohesion um within the UK
some level of cohesion um within the UK
and<00:18:16.799> Europe
and Europe
and Europe
um<00:18:18.799> some<00:18:19.039> of<00:18:19.200> also<00:18:19.520> operate<00:18:19.919> in<00:18:20.160> Brazil<00:18:20.559> for
um some of also operate in Brazil for
um some of also operate in Brazil for
example<00:18:21.520> and<00:18:22.400> um<00:18:22.640> Latin<00:18:23.120> America,<00:18:23.600> right?<00:18:23.919> So
example and um Latin America, right? So
example and um Latin America, right? So
over<00:18:25.200> there<00:18:25.520> is<00:18:25.760> like<00:18:25.919> a<00:18:26.160> completely
over there is like a completely
over there is like a completely
different<00:18:27.200> you<00:18:27.440> basically<00:18:27.840> take<00:18:28.080> your<00:18:28.799> the
different you basically take your the
different you basically take your the
departments<00:18:29.520> and<00:18:29.760> the<00:18:29.919> stakeholders<00:18:30.400> I've
departments and the stakeholders I've
departments and the stakeholders I've
just<00:18:31.280> laid<00:18:31.600> out<00:18:31.919> and<00:18:32.080> then<00:18:32.240> you<00:18:32.480> duplicate
just laid out and then you duplicate
just laid out and then you duplicate
that<00:18:33.360> because<00:18:33.600> we<00:18:33.840> have<00:18:34.000> the<00:18:34.160> same<00:18:34.320> in<00:18:34.559> Brazil.
that because we have the same in Brazil.
that because we have the same in Brazil.
Right.
Right.
Right.
Exactly.
Exactly.
Exactly.
Um<00:18:36.480> so<00:18:36.720> then<00:18:36.960> the<00:18:37.200> the<00:18:37.280> the<00:18:37.760> craziness<00:18:38.320> you
Um so then the the the craziness you
Um so then the the the craziness you
turn<00:18:38.720> that<00:18:38.960> up<00:18:39.039> to<00:18:39.280> 100<00:18:39.760> amp<00:18:40.080> amp<00:18:40.320> it<00:18:40.480> up.
turn that up to 100 amp amp it up.
turn that up to 100 amp amp it up.
Um<00:18:42.640> but<00:18:43.120> I<00:18:43.360> don't<00:18:43.440> know<00:18:43.600> that's<00:18:43.760> that's<00:18:44.080> the
Um but I don't know that's that's the
Um but I don't know that's that's the
bread<00:18:44.400> and<00:18:44.640> butter<00:18:44.880> of<00:18:45.039> the<00:18:45.440> of<00:18:45.600> the<00:18:45.840> product
bread and butter of the of the product
bread and butter of the of the product
manager<00:18:46.640> I<00:18:46.880> think.<00:18:47.120> And
manager I think. And
manager I think. And
yeah,
yeah,
yeah,
um
um
um
it's<00:18:50.160> difficult<00:18:50.400> to<00:18:50.799> you<00:18:51.039> will<00:18:51.440> I<00:18:51.760> I'm<00:18:52.080> fully
it's difficult to you will I I'm fully
it's difficult to you will I I'm fully
at<00:18:52.559> peace<00:18:52.799> with<00:18:52.960> the<00:18:53.120> fact<00:18:53.200> that<00:18:53.440> I<00:18:53.679> can't<00:18:53.919> make
at peace with the fact that I can't make
at peace with the fact that I can't make
everyone<00:18:54.480> happy<00:18:54.799> and<00:18:55.280> I<00:18:55.840> truly<00:18:56.240> don't<00:18:56.480> really
everyone happy and I truly don't really
everyone happy and I truly don't really
intend<00:18:57.039> to
intend to
intend to
make<00:18:58.160> everyone<00:18:58.640> happy.<00:18:59.200> Um<00:18:59.919> it's<00:19:00.240> important
make everyone happy. Um it's important
make everyone happy. Um it's important
for<00:19:00.799> me<00:19:00.960> that<00:19:01.840> I<00:19:02.160> do<00:19:02.400> and<00:19:02.640> I<00:19:02.799> prioritize<00:19:03.440> the
for me that I do and I prioritize the
for me that I do and I prioritize the
right<00:19:03.919> thing<00:19:04.080> for<00:19:04.320> the<00:19:04.559> business.
right thing for the business.
right thing for the business.
But<00:19:06.559> then<00:19:06.720> I<00:19:06.880> always<00:19:07.120> do<00:19:07.360> right<00:19:07.600> by<00:19:07.840> the<00:19:08.000> user
But then I always do right by the user
But then I always do right by the user
which<00:19:08.720> ultimately<00:19:09.039> for<00:19:09.360> me<00:19:09.600> is<00:19:09.919> the<00:19:10.640> um<00:19:10.960> seller
which ultimately for me is the um seller
which ultimately for me is the um seller
that<00:19:11.679> is<00:19:12.240> you<00:19:12.400> know<00:19:12.559> the<00:19:12.720> boots<00:19:13.120> on<00:19:13.280> the
that is you know the boots on the
that is you know the boots on the
ground.
ground.
ground.
Yeah.<00:19:14.640> Um,<00:19:15.360> and<00:19:15.840> I<00:19:16.160> think<00:19:16.400> working<00:19:17.120> with<00:19:17.440> you
Yeah. Um, and I think working with you
Yeah. Um, and I think working with you
that<00:19:18.480> made<00:19:18.720> it<00:19:18.960> easier<00:19:19.360> for<00:19:19.600> me<00:19:19.760> because<00:19:20.000> I've
that made it easier for me because I've
that made it easier for me because I've
you've<00:19:21.360> always<00:19:21.679> represented<00:19:22.320> the<00:19:22.559> voice<00:19:22.799> of
you've always represented the voice of
you've always represented the voice of
the<00:19:23.200> seller,<00:19:23.679> right?<00:19:24.240> You've<00:19:24.559> always
the seller, right? You've always
the seller, right? You've always
represented<00:19:25.440> that<00:19:25.840> and<00:19:26.400> frankly<00:19:27.039> like<00:19:27.360> you
represented that and frankly like you
represented that and frankly like you
you<00:19:29.039> helped<00:19:29.280> me<00:19:29.520> with<00:19:29.919> otherwise<00:19:30.320> I<00:19:30.559> would
you helped me with otherwise I would
you helped me with otherwise I would
have<00:19:30.799> had<00:19:30.960> to<00:19:31.120> do<00:19:31.280> that<00:19:31.679> and<00:19:32.320> juggling<00:19:32.799> that
have had to do that and juggling that
have had to do that and juggling that
and<00:19:33.360> also<00:19:33.600> the<00:19:33.840> business
and also the business
and also the business
um<00:19:35.440> it<00:19:35.679> obviously<00:19:36.000> makes<00:19:36.320> makes<00:19:36.640> my<00:19:36.799> life<00:19:37.280> way
um it obviously makes makes my life way
um it obviously makes makes my life way
more<00:19:37.840> difficult.<00:19:38.400> So<00:19:38.720> having<00:19:39.039> someone<00:19:39.280> who<00:19:39.520> is
more difficult. So having someone who is
more difficult. So having someone who is
like<00:19:40.080> specialized<00:19:40.720> in<00:19:41.039> understanding<00:19:41.679> users
like specialized in understanding users
like specialized in understanding users
um<00:19:43.280> knows<00:19:43.600> how<00:19:43.840> to<00:19:44.000> talk<00:19:44.240> to<00:19:44.400> them
um knows how to talk to them
um knows how to talk to them
um<00:19:45.919> was<00:19:46.240> super<00:19:46.559> important.<00:19:47.039> Then<00:19:47.280> also<00:19:48.160> by<00:19:48.480> you
um was super important. Then also by you
um was super important. Then also by you
being<00:19:48.880> so<00:19:49.120> focused<00:19:49.360> on<00:19:49.520> that<00:19:49.760> you<00:19:50.080> bring<00:19:50.480> a
being so focused on that you bring a
being so focused on that you bring a
strong<00:19:51.120> voice<00:19:51.440> to<00:19:51.679> the<00:19:51.840> table
strong voice to the table
strong voice to the table
um<00:19:53.360> that<00:19:53.760> often<00:19:54.160> times<00:19:54.400> will<00:19:54.720> contrast<00:19:55.200> what
um that often times will contrast what
um that often times will contrast what
the<00:19:55.679> business<00:19:55.919> is<00:19:56.240> saying.
the business is saying.
the business is saying.
Yeah.
Yeah.
Yeah.
Um<00:19:58.640> and<00:19:59.039> I<00:19:59.280> think<00:19:59.440> that's<00:19:59.760> uh<00:19:59.919> the<00:20:00.160> trap<00:20:00.400> that
Um and I think that's uh the trap that
Um and I think that's uh the trap that
most<00:20:00.880> people<00:20:01.200> fall<00:20:01.440> into,<00:20:02.000> right?<00:20:02.799> um<00:20:03.039> you
most people fall into, right? um you
most people fall into, right? um you
have<00:20:03.600> your<00:20:04.559> sales<00:20:04.960> leadership<00:20:05.600> who<00:20:06.400> thinks
have your sales leadership who thinks
have your sales leadership who thinks
they<00:20:07.039> represent<00:20:07.600> their<00:20:08.000> sellers<00:20:08.799> but
they represent their sellers but
they represent their sellers but
sometimes<00:20:10.559> the<00:20:10.799> the<00:20:11.120> reality<00:20:11.600> is<00:20:11.760> is<00:20:12.160> vastly
sometimes the the reality is is vastly
sometimes the the reality is is vastly
different.
different.
different.
So<00:20:14.240> then<00:20:14.400> you<00:20:14.559> need<00:20:14.960> someone<00:20:16.000> who<00:20:16.320> knows<00:20:16.559> how
So then you need someone who knows how
So then you need someone who knows how
to<00:20:16.960> speak<00:20:17.200> to<00:20:17.440> the<00:20:17.600> user<00:20:17.919> and<00:20:18.160> know<00:20:18.640> knows<00:20:19.039> how
to speak to the user and know knows how
to speak to the user and know knows how
to<00:20:19.520> interview<00:20:20.000> someone.<00:20:20.480> So<00:20:20.799> having<00:20:21.039> that
to interview someone. So having that
to interview someone. So having that
expertise<00:20:21.760> in<00:20:22.000> the<00:20:22.160> team<00:20:22.320> and<00:20:22.559> in<00:20:22.720> the<00:20:22.880> project
expertise in the team and in the project
expertise in the team and in the project
I<00:20:23.440> think<00:20:23.600> was<00:20:23.840> paramount<00:20:24.480> to<00:20:24.720> its<00:20:25.039> success.
I think was paramount to its success.
I think was paramount to its success.
Yeah,<00:20:26.559> absolutely.<00:20:27.039> I<00:20:27.280> mean<00:20:27.360> and<00:20:27.600> that<00:20:27.760> is<00:20:27.919> a<00:20:28.159> a
Yeah, absolutely. I mean and that is a a
Yeah, absolutely. I mean and that is a a
thing<00:20:28.640> we<00:20:28.880> have<00:20:28.960> in<00:20:29.200> so<00:20:29.440> many<00:20:29.679> projects<00:20:30.159> like
thing we have in so many projects like
thing we have in so many projects like
it's<00:20:30.559> I<00:20:30.799> think<00:20:30.880> it's<00:20:31.120> not<00:20:31.280> about<00:20:31.919> that<00:20:32.240> people
it's I think it's not about that people
it's I think it's not about that people
don't<00:20:33.280> know<00:20:33.679> what<00:20:33.919> the<00:20:34.159> others<00:20:34.559> are<00:20:34.799> doing
don't know what the others are doing
don't know what the others are doing
like<00:20:35.840> it's<00:20:36.159> not<00:20:36.400> that<00:20:36.640> easy<00:20:37.280> right<00:20:37.600> it's<00:20:38.080> I
like it's not that easy right it's I
like it's not that easy right it's I
think<00:20:38.559> it's<00:20:39.200> um<00:20:39.360> and<00:20:39.600> that<00:20:39.840> showed<00:20:40.159> so<00:20:40.400> much<00:20:40.559> in
think it's um and that showed so much in
think it's um and that showed so much in
this<00:20:40.960> project<00:20:41.440> too<00:20:41.840> is<00:20:42.159> that<00:20:42.320> it's<00:20:42.559> about
this project too is that it's about
this project too is that it's about
the<00:20:44.640> about<00:20:44.960> the<00:20:45.520> really<00:20:45.840> of<00:20:46.240> nuances<00:20:47.520> of
the about the really of nuances of
the about the really of nuances of
of<00:20:50.159> your<00:20:50.400> understanding<00:20:50.960> of<00:20:51.200> of<00:20:51.679> what
of your understanding of of what
of your understanding of of what
everyone's<00:20:52.640> daily<00:20:52.960> reality<00:20:53.440> is<00:20:54.080> right<00:20:54.799> and<00:20:54.960> if
everyone's daily reality is right and if
everyone's daily reality is right and if
the<00:20:55.360> pressure<00:20:55.600> is<00:20:55.840> up<00:20:56.320> Then<00:20:56.960> people<00:20:58.000> well
the pressure is up Then people well
the pressure is up Then people well
focus<00:20:58.880> even<00:20:59.120> more<00:20:59.520> on<00:20:59.840> their<00:21:00.159> individual<00:21:00.799> goal
focus even more on their individual goal
focus even more on their individual goal
because<00:21:01.919> all<00:21:02.159> of<00:21:02.320> this<00:21:02.559> together<00:21:03.039> is<00:21:03.360> the
because all of this together is the
because all of this together is the
business<00:21:03.919> success<00:21:04.240> in<00:21:04.480> the<00:21:04.640> end,<00:21:05.120> right?<00:21:05.440> Like
business success in the end, right? Like
business success in the end, right? Like
if<00:21:05.919> we<00:21:06.159> only<00:21:06.400> do<00:21:06.559> what<00:21:06.799> management<00:21:07.280> wants<00:21:08.080> then
if we only do what management wants then
if we only do what management wants then
the<00:21:08.880> sellers<00:21:09.360> won't<00:21:09.679> use<00:21:09.919> the<00:21:10.159> app.<00:21:10.880> Um<00:21:11.200> if<00:21:11.440> we
the sellers won't use the app. Um if we
the sellers won't use the app. Um if we
just<00:21:11.919> do<00:21:12.080> what<00:21:12.320> the<00:21:12.640> what<00:21:12.880> the<00:21:13.120> sellers<00:21:13.520> want,
just do what the what the sellers want,
just do what the what the sellers want,
we<00:21:14.559> never<00:21:14.720> make<00:21:14.880> money.
we never make money.
we never make money.
Then<00:21:15.440> we<00:21:15.600> never<00:21:15.760> make<00:21:16.000> money.<00:21:16.240> And<00:21:16.400> it's<00:21:16.720> like
Then we never make money. And it's like
Then we never make money. And it's like
so<00:21:18.000> like<00:21:18.240> to<00:21:18.480> get<00:21:18.559> into<00:21:18.880> all<00:21:19.039> of<00:21:19.200> this<00:21:19.919> was<00:21:20.640> um
so like to get into all of this was um
so like to get into all of this was um
was<00:21:21.200> really<00:21:21.440> interesting<00:21:22.159> I<00:21:22.400> have<00:21:22.559> to<00:21:22.720> say.
was really interesting I have to say.
was really interesting I have to say.
And<00:21:24.320> um
And um
And um
so<00:21:26.080> all<00:21:26.320> of<00:21:26.480> also<00:21:26.880> the<00:21:27.120> different<00:21:27.440> ways<00:21:27.679> we<00:21:27.919> did
so all of also the different ways we did
so all of also the different ways we did
that.<00:21:28.240> I<00:21:28.480> mean<00:21:28.720> you<00:21:29.039> even<00:21:29.600> um<00:21:29.840> shadowed<00:21:30.320> a
that. I mean you even um shadowed a
that. I mean you even um shadowed a
couple<00:21:30.720> field<00:21:31.039> sales<00:21:31.360> reps<00:21:32.480> multiple<00:21:32.960> times.
couple field sales reps multiple times.
couple field sales reps multiple times.
I<00:21:34.640> love<00:21:34.880> doing<00:21:35.039> that<00:21:35.280> because<00:21:35.600> I<00:21:35.919> I<00:21:36.400> need<00:21:36.799> I<00:21:37.039> am
I love doing that because I I need I am
I love doing that because I I need I am
not<00:21:37.360> the<00:21:37.600> user.<00:21:38.080> I<00:21:38.320> represent<00:21:38.720> the<00:21:38.960> user<00:21:39.200> but
not the user. I represent the user but
not the user. I represent the user but
for<00:21:39.679> me
for me
for me
to<00:21:40.640> represent<00:21:41.039> them<00:21:41.360> I<00:21:41.520> need<00:21:41.679> to<00:21:41.760> like<00:21:41.919> roll<00:21:42.159> up
to represent them I need to like roll up
to represent them I need to like roll up
my<00:21:42.480> sleeves<00:21:42.799> and<00:21:43.039> actually<00:21:43.360> do<00:21:43.520> the<00:21:43.760> thing.
my sleeves and actually do the thing.
my sleeves and actually do the thing.
Yeah.<00:21:44.880> Um<00:21:46.000> and<00:21:46.320> it's<00:21:46.480> it's<00:21:46.640> it's<00:21:46.720> it's
Yeah. Um and it's it's it's it's
Yeah. Um and it's it's it's it's
frightening<00:21:47.919> to<00:21:48.159> be<00:21:48.320> a<00:21:48.559> field<00:21:48.799> seller<00:21:49.200> like
frightening to be a field seller like
frightening to be a field seller like
you<00:21:49.600> have<00:21:49.679> to<00:21:49.840> face<00:21:50.159> so<00:21:50.480> much<00:21:51.760> rejection<00:21:53.120> and
you have to face so much rejection and
you have to face so much rejection and
like<00:21:53.679> closed<00:21:54.080> doors<00:21:54.640> and<00:21:54.880> then<00:21:55.039> you<00:21:55.200> have<00:21:55.360> you
like closed doors and then you have you
like closed doors and then you have you
need<00:21:55.679> to<00:21:55.840> be<00:21:56.000> like<00:21:56.880> relentless.<00:21:57.520> The<00:21:57.840> story
need to be like relentless. The story
need to be like relentless. The story
that<00:21:58.240> I<00:21:58.480> always<00:21:58.799> tell<00:22:00.240> new<00:22:00.559> customers<00:22:01.919> um
that I always tell new customers um
that I always tell new customers um
is<00:22:03.440> and<00:22:03.760> I<00:22:04.000> think
is and I think
is and I think
what<00:22:05.280> we<00:22:05.520> always<00:22:06.000> strive<00:22:06.559> to<00:22:06.960> to<00:22:07.360> do<00:22:07.520> a<00:22:07.679> bit
what we always strive to to do a bit
what we always strive to to do a bit
better<00:22:08.159> or<00:22:08.400> to<00:22:08.640> leverage
better or to leverage
better or to leverage
is<00:22:10.559> um<00:22:10.880> that<00:22:11.679> especially<00:22:12.080> in<00:22:12.320> this<00:22:12.559> project<00:22:12.880> it
is um that especially in this project it
is um that especially in this project it
became<00:22:13.440> super<00:22:13.760> clear<00:22:14.480> that<00:22:14.880> the<00:22:15.200> actual<00:22:15.520> UI
became super clear that the actual UI
became super clear that the actual UI
design<00:22:16.400> is<00:22:16.640> not<00:22:16.880> the<00:22:17.039> hard<00:22:17.280> part.<00:22:17.919> Like<00:22:18.159> it<00:22:18.400> I
design is not the hard part. Like it I
design is not the hard part. Like it I
think<00:22:18.720> it<00:22:19.039> actually<00:22:19.360> never<00:22:19.600> is.
think it actually never is.
think it actually never is.
Exactly.<00:22:20.960> I<00:22:21.120> was<00:22:21.200> just<00:22:21.280> going<00:22:21.440> to<00:22:21.520> say<00:22:21.679> like<00:22:21.919> UI
Exactly. I was just going to say like UI
Exactly. I was just going to say like UI
is<00:22:22.480> almost<00:22:22.880> never<00:22:23.280> the<00:22:23.600> problem.
is almost never the problem.
is almost never the problem.
It's<00:22:24.400> never<00:22:24.640> the<00:22:24.799> problem.<00:22:25.120> And<00:22:25.280> I<00:22:25.520> would<00:22:25.679> even
It's never the problem. And I would even
It's never the problem. And I would even
go<00:22:26.080> as<00:22:26.320> far<00:22:26.480> to<00:22:26.720> say
go as far to say
go as far to say
even<00:22:28.559> though<00:22:28.720> it<00:22:28.960> was<00:22:29.120> very<00:22:29.360> hard<00:22:29.600> or<00:22:29.919> is<00:22:30.159> in
even though it was very hard or is in
even though it was very hard or is in
this<00:22:30.640> project<00:22:31.200> that<00:22:31.520> even<00:22:31.919> programming<00:22:33.039> the
this project that even programming the
this project that even programming the
actual<00:22:33.840> like<00:22:34.080> as<00:22:34.320> soon<00:22:34.480> as<00:22:34.640> you<00:22:34.880> know<00:22:35.039> what
actual like as soon as you know what
actual like as soon as you know what
you're<00:22:35.440> doing<00:22:35.760> it's<00:22:36.000> still<00:22:36.240> hard<00:22:37.120> but<00:22:37.360> it's
you're doing it's still hard but it's
you're doing it's still hard but it's
you<00:22:37.919> know
you know
you know
I<00:22:38.480> mean<00:22:38.720> is<00:22:38.880> it
I mean is it
I mean is it
it's
it's
it's
it's<00:22:40.400> not<00:22:40.559> it's<00:22:40.720> it's<00:22:41.120> not<00:22:41.360> easy<00:22:41.760> for<00:22:42.080> sure<00:22:42.480> but
it's not it's it's not easy for sure but
it's not it's it's not easy for sure but
I<00:22:43.120> think<00:22:43.280> in<00:22:43.520> terms<00:22:43.679> of<00:22:43.840> like
I think in terms of like
I think in terms of like
engineering<00:22:46.080> problems<00:22:46.880> like<00:22:47.440> and
engineering problems like and
engineering problems like and
engineering<00:22:48.640> challenges<00:22:49.440> this<00:22:49.679> is<00:22:49.840> not
engineering challenges this is not
engineering challenges this is not
yeah<00:22:50.960> it's<00:22:51.200> not<00:22:51.440> rocket<00:22:51.760> science
yeah it's not rocket science
yeah it's not rocket science
coding<00:22:52.559> the<00:22:52.799> web<00:22:53.039> application<00:22:53.600> is<00:22:53.840> not
coding the web application is not
coding the web application is not
exactly<00:22:54.960> problem.<00:22:55.360> I<00:22:55.600> think<00:22:55.679> the<00:22:56.320> difficult
exactly problem. I think the difficult
exactly problem. I think the difficult
part<00:22:57.039> is<00:22:57.440> orchestrating
part is orchestrating
part is orchestrating
a<00:22:59.280> good<00:22:59.520> experience.
a good experience.
a good experience.
Yeah.
Yeah.
Yeah.
And<00:23:01.280> orchestrating<00:23:02.559> a<00:23:02.799> good<00:23:03.039> experience<00:23:03.760> with
And orchestrating a good experience with
And orchestrating a good experience with
sufficient<00:23:05.919> data<00:23:06.320> flows
sufficient data flows
sufficient data flows
given<00:23:08.559> the<00:23:09.679> constraints<00:23:10.159> we<00:23:10.480> have<00:23:10.720> because
given the constraints we have because
given the constraints we have because
some<00:23:11.280> of<00:23:11.440> our<00:23:11.600> existing<00:23:12.159> systems
some of our existing systems
some of our existing systems
are<00:23:13.679> the<00:23:13.840> way<00:23:13.919> they<00:23:14.159> are.
are the way they are.
are the way they are.
Yeah.<00:23:14.799> Yeah.<00:23:15.120> Totally.<00:23:15.919> And<00:23:16.159> so<00:23:16.400> in<00:23:16.640> that<00:23:17.120> we
Yeah. Yeah. Totally. And so in that we
Yeah. Yeah. Totally. And so in that we
always<00:23:17.679> try<00:23:17.919> to<00:23:18.240> use<00:23:18.559> research<00:23:18.960> in<00:23:19.200> a<00:23:19.360> way<00:23:20.000> that
always try to use research in a way that
always try to use research in a way that
we<00:23:21.360> have<00:23:21.600> to<00:23:21.919> do<00:23:22.640> we<00:23:22.960> have<00:23:23.120> less<00:23:23.440> doovers<00:23:24.640> in
we have to do we have less doovers in
we have to do we have less doovers in
after<00:23:25.280> the<00:23:25.520> fact<00:23:26.080> you<00:23:26.240> know<00:23:26.400> so<00:23:26.960> like<00:23:27.200> the
after the fact you know so like the
after the fact you know so like the
story<00:23:27.600> that<00:23:27.840> we<00:23:28.080> always<00:23:28.559> tell<00:23:28.799> people<00:23:29.200> and
story that we always tell people and
story that we always tell people and
that<00:23:29.679> I
that I
that I
um<00:23:31.440> that<00:23:31.679> I<00:23:32.080> that's<00:23:32.400> the<00:23:32.799> what<00:23:33.039> the<00:23:33.200> goal<00:23:33.440> that
um that I that's the what the goal that
um that I that's the what the goal that
we're<00:23:33.840> driving<00:23:34.159> for<00:23:34.799> is<00:23:35.120> to
we're driving for is to
we're driving for is to
have<00:23:36.480> a<00:23:36.720> good<00:23:36.880> enough<00:23:37.280> concept<00:23:38.559> as<00:23:38.880> quickly<00:23:39.200> as
have a good enough concept as quickly as
have a good enough concept as quickly as
possible<00:23:40.159> so<00:23:40.400> to<00:23:40.559> say<00:23:41.200> to<00:23:41.520> then<00:23:42.000> really<00:23:42.400> know
possible so to say to then really know
possible so to say to then really know
what<00:23:42.880> you<00:23:43.120> do.<00:23:43.440> So,<00:23:43.760> as<00:23:44.000> we<00:23:44.159> said<00:23:44.400> before,<00:23:45.520> the
what you do. So, as we said before, the
what you do. So, as we said before, the
actual<00:23:46.159> implementation<00:23:47.600> is<00:23:48.480> can<00:23:48.799> go<00:23:49.039> as
actual implementation is can go as
actual implementation is can go as
quickly<00:23:49.520> as<00:23:49.760> possible<00:23:50.080> and<00:23:50.400> you<00:23:50.559> don't<00:23:50.720> have
quickly as possible and you don't have
quickly as possible and you don't have
to<00:23:50.960> do<00:23:51.039> it<00:23:51.280> again<00:23:52.080> after<00:23:52.480> going<00:23:52.799> live,<00:23:53.360> so<00:23:53.520> to
to do it again after going live, so to
to do it again after going live, so to
say.
say.
say.
Um,<00:23:55.840> I<00:23:56.080> don't<00:23:56.159> know<00:23:56.400> how<00:23:56.559> what<00:23:56.799> do<00:23:56.880> you<00:23:57.039> think
Um, I don't know how what do you think
Um, I don't know how what do you think
like<00:23:57.600> we<00:23:57.840> probably<00:23:58.080> didn't<00:23:58.559> always<00:23:59.039> nail<00:23:59.360> it
like we probably didn't always nail it
like we probably didn't always nail it
or<00:23:59.840> like<00:24:00.080> how<00:24:01.120> um<00:24:01.280> how<00:24:01.520> was<00:24:01.679> that<00:24:01.919> experience?
or like how um how was that experience?
or like how um how was that experience?
I<00:24:02.640> don't<00:24:02.799> think<00:24:02.880> we<00:24:03.120> always<00:24:03.440> nailed<00:24:03.679> it<00:24:03.840> and<00:24:04.080> if
I don't think we always nailed it and if
I don't think we always nailed it and if
we<00:24:04.400> think<00:24:04.799> if<00:24:05.039> we<00:24:05.200> would<00:24:05.360> have<00:24:05.520> thought<00:24:05.679> that
we think if we would have thought that
we think if we would have thought that
we<00:24:06.240> always<00:24:06.559> nailed<00:24:06.880> it<00:24:07.200> then<00:24:07.440> we<00:24:07.760> definitely
we always nailed it then we definitely
we always nailed it then we definitely
like<00:24:08.880> there<00:24:09.039> would<00:24:09.280> be<00:24:09.440> something<00:24:09.760> wrong,<00:24:10.159> you
like there would be something wrong, you
like there would be something wrong, you
know,
know,
know,
also<00:24:10.720> delusional.<00:24:11.440> Yeah,<00:24:11.760> I<00:24:11.840> mean<00:24:11.840> it<00:24:12.080> would
also delusional. Yeah, I mean it would
also delusional. Yeah, I mean it would
be<00:24:12.400> Tulu<00:24:13.039> like<00:24:13.919> yeah
be Tulu like yeah
be Tulu like yeah
um<00:24:15.840> this<00:24:16.080> is<00:24:16.159> a<00:24:16.400> challenge<00:24:16.640> when<00:24:16.880> it<00:24:17.120> talking
um this is a challenge when it talking
um this is a challenge when it talking
to<00:24:17.600> a<00:24:17.840> lot<00:24:18.000> of<00:24:18.080> like<00:24:18.400> senior<00:24:18.880> business
to a lot of like senior business
to a lot of like senior business
stakeholders<00:24:20.000> because<00:24:20.880> the<00:24:21.120> moment<00:24:21.440> they
stakeholders because the moment they
stakeholders because the moment they
hear<00:24:22.000> like<00:24:22.480> research<00:24:23.440> and
hear like research and
hear like research and
spending<00:24:25.360> time<00:24:25.919> doing<00:24:26.960> discovery.
spending time doing discovery.
spending time doing discovery.
Yeah.<00:24:28.559> And<00:24:28.880> not<00:24:29.120> the<00:24:29.440> thing.
Yeah. And not the thing.
Yeah. And not the thing.
And<00:24:30.159> not<00:24:30.320> the<00:24:30.559> thing.<00:24:31.039> They're<00:24:31.360> like,<00:24:31.760> "Oh<00:24:32.159> my
And not the thing. They're like, "Oh my
And not the thing. They're like, "Oh my
god,
god,
god,
what<00:24:33.279> are<00:24:33.440> you<00:24:33.760> doing<00:24:34.960> months<00:24:35.840> doing<00:24:36.400> nothing?
what are you doing months doing nothing?
what are you doing months doing nothing?
You<00:24:37.679> could<00:24:37.840> have<00:24:38.000> like<00:24:38.320> coded<00:24:38.799> this<00:24:39.120> with<00:24:39.520> AIA.
So<00:24:44.640> I<00:24:44.880> hear<00:24:45.120> this<00:24:45.279> often,<00:24:45.679> you<00:24:45.840> know,<00:24:45.919> but<00:24:46.159> like
So I hear this often, you know, but like
So I hear this often, you know, but like
actually<00:24:47.440> um<00:24:47.600> the<00:24:47.919> way<00:24:48.000> I<00:24:48.240> try<00:24:48.400> to<00:24:48.640> explain<00:24:48.960> it
actually um the way I try to explain it
actually um the way I try to explain it
is
is
is
it's<00:24:49.760> funny<00:24:50.000> cuz<00:24:50.159> it's<00:24:50.480> true.
it's funny cuz it's true.
it's funny cuz it's true.
It's<00:24:51.120> Yeah,<00:24:51.360> it<00:24:51.520> is<00:24:51.760> true.<00:24:52.080> Look,<00:24:52.400> right?<00:24:52.960> Um
It's Yeah, it is true. Look, right? Um
It's Yeah, it is true. Look, right? Um
and<00:24:53.919> and<00:24:53.919> and<00:24:54.480> not<00:24:54.720> not<00:24:55.039> to<00:24:56.320> not<00:24:56.559> to<00:24:56.799> put<00:24:56.960> down
and and and not not to not to put down
and and and not not to not to put down
like<00:24:57.440> what<00:24:57.600> you<00:24:57.840> can<00:24:57.919> do<00:24:58.000> with<00:24:58.159> AI<00:24:58.480> and<00:24:58.640> all<00:24:58.799> of
like what you can do with AI and all of
like what you can do with AI and all of
that,<00:24:59.120> like<00:24:59.360> you<00:24:59.520> can<00:24:59.679> build<00:25:00.400> great
that, like you can build great
that, like you can build great
prototypes<00:25:01.600> and<00:25:01.919> proof<00:25:02.159> of<00:25:02.400> concepts<00:25:02.880> using
prototypes and proof of concepts using
prototypes and proof of concepts using
tools<00:25:03.919> like<00:25:04.080> Lovable<00:25:04.640> and<00:25:04.960> whatever.
tools like Lovable and whatever.
tools like Lovable and whatever.
Yeah.<00:25:06.159> But<00:25:07.120> talking<00:25:07.360> to<00:25:07.600> your<00:25:07.840> users<00:25:08.240> and
Yeah. But talking to your users and
Yeah. But talking to your users and
doing<00:25:08.799> this<00:25:09.039> initial<00:25:09.520> piece<00:25:09.760> of<00:25:10.000> research<00:25:10.799> is
doing this initial piece of research is
doing this initial piece of research is
not<00:25:12.000> anything<00:25:12.480> more<00:25:12.880> than<00:25:13.200> doing<00:25:13.520> your<00:25:13.760> due
not anything more than doing your due
not anything more than doing your due
diligence.
diligence.
diligence.
Yeah.
Yeah.
Yeah.
And<00:25:16.400> to<00:25:16.640> put<00:25:16.799> it<00:25:16.960> in<00:25:17.200> business<00:25:17.679> speak,<00:25:18.320> if
And to put it in business speak, if
And to put it in business speak, if
you're<00:25:18.880> going<00:25:18.960> to<00:25:19.120> acquire<00:25:19.840> a<00:25:20.159> company<00:25:20.559> and
you're going to acquire a company and
you're going to acquire a company and
you're<00:25:21.120> going<00:25:21.279> through<00:25:21.520> an<00:25:21.679> M&A<00:25:22.960> effort
you're going through an M&A effort
you're going through an M&A effort
and<00:25:24.159> your<00:25:24.559> due<00:25:24.880> diligence<00:25:25.600> sucks,<00:25:26.640> you're
and your due diligence sucks, you're
and your due diligence sucks, you're
going<00:25:26.960> to<00:25:27.120> acquire<00:25:27.440> a<00:25:27.600> bad<00:25:27.919> company<00:25:28.400> maybe<00:25:28.720> and
going to acquire a bad company maybe and
going to acquire a bad company maybe and
you're<00:25:29.279> going<00:25:29.360> to<00:25:29.520> suffer.
you're going to suffer.
you're going to suffer.
I<00:25:30.799> never<00:25:31.039> heard<00:25:31.279> that<00:25:31.520> comparison<00:25:32.080> before,
I never heard that comparison before,
I never heard that comparison before,
but<00:25:32.880> that<00:25:33.520> totally<00:25:33.919> makes<00:25:34.080> sense.
but that totally makes sense.
but that totally makes sense.
That's<00:25:34.720> how<00:25:34.880> it<00:25:35.039> is.<00:25:35.440> And<00:25:35.679> then<00:25:36.000> it's<00:25:36.159> it's
That's how it is. And then it's it's
That's how it is. And then it's it's
actually<00:25:37.039> the<00:25:37.360> same<00:25:37.520> thing<00:25:37.840> if<00:25:38.159> you<00:25:38.880> you<00:25:39.279> just
actually the same thing if you you just
actually the same thing if you you just
have<00:25:39.679> an<00:25:39.919> idea<00:25:40.240> and<00:25:40.480> you<00:25:40.720> think<00:25:40.880> you're<00:25:41.200> this
have an idea and you think you're this
have an idea and you think you're this
sort<00:25:41.679> of<00:25:41.840> like<00:25:42.559> product<00:25:42.880> genius<00:25:43.440> that<00:25:43.760> knows
sort of like product genius that knows
sort of like product genius that knows
the<00:25:44.400> the<00:25:44.640> user<00:25:44.960> inside<00:25:45.360> out<00:25:45.520> and<00:25:45.760> you<00:25:45.919> just
the the user inside out and you just
the the user inside out and you just
build<00:25:46.400> what<00:25:46.640> you<00:25:46.880> think<00:25:47.039> is<00:25:47.279> good
build what you think is good
build what you think is good
without<00:25:48.400> doing<00:25:48.720> any<00:25:49.120> due<00:25:49.360> diligence.
without doing any due diligence.
without doing any due diligence.
Yeah.<00:25:50.480> Yeah.
Yeah. Yeah.
Yeah. Yeah.
You<00:25:51.120> might<00:25:51.520> end<00:25:51.760> up<00:25:52.080> using<00:25:52.400> something<00:25:52.720> that<00:25:53.039> a
You might end up using something that a
You might end up using something that a
is<00:25:53.679> not<00:25:54.000> used<00:25:54.640> or<00:25:55.200> is<00:25:55.840> actually<00:25:56.240> used<00:25:56.480> in<00:25:56.720> the
is not used or is actually used in the
is not used or is actually used in the
total<00:25:57.440> opposite<00:25:57.760> way<00:25:58.000> that<00:25:58.159> you<00:25:58.400> intended.
total opposite way that you intended.
total opposite way that you intended.
Yeah.
Yeah.
Yeah.
And<00:25:59.600> then<00:26:00.559> most<00:26:00.880> often<00:26:01.279> than<00:26:01.440> not<00:26:01.840> you<00:26:02.080> end<00:26:02.320> up
And then most often than not you end up
And then most often than not you end up
having<00:26:02.880> to<00:26:03.120> do<00:26:03.279> a<00:26:03.520> big<00:26:03.760> rework.<00:26:04.480> Mhm.
having to do a big rework. Mhm.
having to do a big rework. Mhm.
Which<00:26:05.840> to<00:26:06.080> put<00:26:06.159> it<00:26:06.320> in<00:26:06.559> business<00:26:06.960> terms,
Which to put it in business terms,
Which to put it in business terms,
you're<00:26:07.919> paying<00:26:08.240> twice<00:26:08.640> for<00:26:08.799> the<00:26:09.039> same<00:26:09.200> thing.
you're paying twice for the same thing.
you're paying twice for the same thing.
Exactly.<00:26:10.559> In<00:26:10.799> time<00:26:11.039> and<00:26:11.360> money.
Exactly. In time and money.
Exactly. In time and money.
In<00:26:11.919> time<00:26:12.159> and<00:26:12.480> money.<00:26:13.039> And<00:26:13.279> you're<00:26:13.440> also
In time and money. And you're also
In time and money. And you're also
user<00:26:14.159> frustration<00:26:14.720> and<00:26:14.960> trust.
user frustration and trust.
user frustration and trust.
User<00:26:15.840> frustration,<00:26:16.320> but<00:26:16.559> also<00:26:16.799> team
User frustration, but also team
User frustration, but also team
frustration.<00:26:17.919> Right.<00:26:18.240> Like<00:26:18.799> as<00:26:19.039> a<00:26:19.279> developer,
frustration. Right. Like as a developer,
frustration. Right. Like as a developer,
as<00:26:19.919> a<00:26:20.080> product<00:26:20.320> manager,<00:26:20.720> as<00:26:20.880> a<00:26:21.120> designer,
as a product manager, as a designer,
as a product manager, as a designer,
if<00:26:22.480> you're<00:26:22.799> building<00:26:23.120> something<00:26:23.360> and<00:26:23.600> then
if you're building something and then
if you're building something and then
two<00:26:24.080> months<00:26:24.240> after<00:26:24.799> someone<00:26:25.279> you<00:26:25.520> realize
two months after someone you realize
two months after someone you realize
like,<00:26:26.080> oh,<00:26:26.320> it's<00:26:26.559> all<00:26:26.799> wrong,<00:26:27.200> that<00:26:27.440> affects
like, oh, it's all wrong, that affects
like, oh, it's all wrong, that affects
the<00:26:27.919> team<00:26:28.159> morale<00:26:28.640> as<00:26:28.799> well.
the team morale as well.
the team morale as well.
It<00:26:29.360> totally<00:26:29.679> does.<00:26:29.919> That's<00:26:30.240> not<00:26:30.400> to<00:26:30.640> say<00:26:30.880> again
It totally does. That's not to say again
It totally does. That's not to say again
I'm<00:26:31.440> not<00:26:32.000> saying<00:26:32.240> that<00:26:32.480> we<00:26:32.640> shouldn't<00:26:32.880> be
I'm not saying that we shouldn't be
I'm not saying that we shouldn't be
working<00:26:33.279> in<00:26:33.520> iterations<00:26:34.400> and<00:26:34.640> that<00:26:34.880> it's<00:26:35.120> it's
working in iterations and that it's it's
working in iterations and that it's it's
normal<00:26:35.760> that<00:26:36.159> product<00:26:36.559> evolve<00:26:37.039> feedback
normal that product evolve feedback
normal that product evolve feedback
evolves<00:26:38.159> markets<00:26:38.480> evolve<00:26:39.200> yada<00:26:39.520> yada
evolves markets evolve yada yada
evolves markets evolve yada yada
goals<00:26:40.480> change<00:26:40.960> like<00:26:41.200> all<00:26:41.360> of<00:26:41.520> that's<00:26:41.840> fine
goals change like all of that's fine
goals change like all of that's fine
right
right
right
but<00:26:43.600> don't<00:26:43.840> just<00:26:44.080> like<00:26:44.400> jump<00:26:44.880> head<00:26:45.120> in<00:26:45.679> into
but don't just like jump head in into
but don't just like jump head in into
something<00:26:46.799> and<00:26:47.039> like
something and like
something and like
part<00:26:48.240> of<00:26:48.400> doing<00:26:48.640> user<00:26:49.039> research<00:26:49.360> is<00:26:49.600> also
part of doing user research is also
part of doing user research is also
prototyping<00:26:51.039> something<00:26:51.679> maybe<00:26:52.000> with<00:26:52.240> AI
prototyping something maybe with AI
prototyping something maybe with AI
yeah<00:26:53.279> exactly
yeah exactly
yeah exactly
and<00:26:54.400> showing<00:26:54.960> showing<00:26:55.440> your<00:26:55.679> users<00:26:56.240> two<00:26:56.559> three
and showing showing your users two three
and showing showing your users two three
different<00:26:57.120> options
different options
different options
oh<00:26:58.080> we<00:26:58.240> use<00:26:58.400> tons<00:26:58.640> of<00:26:58.799> AI<00:26:59.440> Like<00:26:59.760> for<00:26:59.840> example,
oh we use tons of AI Like for example,
oh we use tons of AI Like for example,
like<00:27:00.640> to<00:27:01.200> you<00:27:01.440> like<00:27:01.679> you<00:27:01.840> interview<00:27:02.320> five
like to you like you interview five
like to you like you interview five
people<00:27:03.360> then<00:27:03.760> just<00:27:04.000> to<00:27:04.240> transcribe<00:27:04.880> that<00:27:05.200> and
people then just to transcribe that and
people then just to transcribe that and
to<00:27:05.679> find<00:27:06.000> similarities<00:27:06.640> in<00:27:06.880> what<00:27:07.120> they<00:27:07.360> said.
to find similarities in what they said.
to find similarities in what they said.
Amazing<00:27:08.960> application<00:27:09.600> for<00:27:09.919> AI<00:27:10.720> because
Amazing application for AI because
Amazing application for AI because
that's<00:27:11.200> what<00:27:11.360> it's<00:27:11.600> really<00:27:11.840> good<00:27:12.000> at.<00:27:12.400> Yeah.
that's what it's really good at. Yeah.
that's what it's really good at. Yeah.
So,<00:27:13.039> I'm<00:27:14.480> I'm<00:27:14.880> super<00:27:15.200> happy<00:27:15.520> that<00:27:15.840> you're
So, I'm I'm super happy that you're
So, I'm I'm super happy that you're
happy<00:27:16.400> with<00:27:16.720> this<00:27:17.120> approach.<00:27:17.679> And<00:27:17.840> I<00:27:18.080> think<00:27:18.960> um
happy with this approach. And I think um
happy with this approach. And I think um
I<00:27:19.600> want<00:27:19.679> to<00:27:19.919> also<00:27:20.320> take<00:27:20.480> a<00:27:20.720> second<00:27:21.200> to<00:27:22.159> say<00:27:22.559> that
I want to also take a second to say that
I want to also take a second to say that
I'm<00:27:23.200> very<00:27:23.600> happy<00:27:24.000> that<00:27:24.320> we<00:27:24.559> got<00:27:24.799> to<00:27:25.039> work<00:27:25.279> that
I'm very happy that we got to work that
I'm very happy that we got to work that
way<00:27:26.000> because<00:27:26.720> like<00:27:26.960> what<00:27:27.279> we<00:27:27.440> just<00:27:27.679> described
way because like what we just described
way because like what we just described
also<00:27:29.520> I<00:27:29.760> think<00:27:30.080> takes<00:27:30.480> guts<00:27:30.880> from<00:27:31.120> management
also I think takes guts from management
also I think takes guts from management
because<00:27:32.640> to<00:27:33.120> to<00:27:33.679> leave<00:27:34.000> it<00:27:34.400> to<00:27:34.640> a<00:27:34.880> broader
because to to leave it to a broader
because to to leave it to a broader
group<00:27:36.400> in<00:27:36.720> your<00:27:36.960> team<00:27:37.760> to<00:27:38.080> jointly<00:27:38.720> decide
group in your team to jointly decide
group in your team to jointly decide
your<00:27:39.440> road<00:27:39.760> map.
your road map.
your road map.
Yeah.
Yeah.
Yeah.
That<00:27:42.720> shows<00:27:43.120> that<00:27:43.440> you<00:27:43.679> trust<00:27:43.919> your<00:27:44.240> team<00:27:44.960> to
That shows that you trust your team to
That shows that you trust your team to
do<00:27:45.440> the<00:27:45.679> right<00:27:45.919> thing<00:27:46.559> and<00:27:46.799> that<00:27:47.200> you<00:27:48.320> don't
do the right thing and that you don't
do the right thing and that you don't
necessarily<00:27:49.600> feel<00:27:50.159> that<00:27:50.480> you're<00:27:50.720> the<00:27:50.880> oracle
necessarily feel that you're the oracle
necessarily feel that you're the oracle
who<00:27:51.600> knows<00:27:52.000> everything<00:27:52.640> and<00:27:52.880> who<00:27:53.200> has<00:27:53.360> to
who knows everything and who has to
who knows everything and who has to
dictate<00:27:54.080> every<00:27:54.320> detail<00:27:54.799> down<00:27:55.440> onto<00:27:55.919> whatever
dictate every detail down onto whatever
dictate every detail down onto whatever
implementation<00:27:57.039> step<00:27:57.279> is<00:27:57.520> there.<00:27:58.080> And<00:27:58.240> I
implementation step is there. And I
implementation step is there. And I
think<00:27:59.760> that's<00:28:00.080> a<00:28:00.240> bit<00:28:00.399> scary.<00:28:00.960> Like<00:28:01.120> that's
think that's a bit scary. Like that's
think that's a bit scary. Like that's
that's<00:28:02.080> a<00:28:02.240> bit<00:28:02.399> scary<00:28:02.720> for<00:28:03.039> people.<00:28:04.080> And<00:28:04.480> we've
that's a bit scary for people. And we've
that's a bit scary for people. And we've
had<00:28:04.960> enough<00:28:05.360> projects<00:28:05.919> where<00:28:06.720> we<00:28:07.279> were<00:28:07.679> pretty
had enough projects where we were pretty
had enough projects where we were pretty
convinced<00:28:08.559> from<00:28:08.799> what<00:28:09.039> we<00:28:09.200> heard<00:28:09.520> in
convinced from what we heard in
convinced from what we heard in
discovery<00:28:10.320> research<00:28:10.960> that<00:28:11.279> we're<00:28:11.520> probably
discovery research that we're probably
discovery research that we're probably
gonna<00:28:12.080> build<00:28:12.320> the<00:28:12.559> wrong<00:28:12.720> thing
gonna build the wrong thing
gonna build the wrong thing
and<00:28:14.720> then<00:28:14.960> we<00:28:15.120> did.
and then we did.
and then we did.
Yeah.
Yeah.
Yeah.
And<00:28:16.159> then<00:28:16.320> it<00:28:16.559> was<00:28:16.799> horrible<00:28:17.279> for<00:28:17.520> everyone
And then it was horrible for everyone
And then it was horrible for everyone
for<00:28:18.399> all<00:28:18.559> the<00:28:18.799> reasons<00:28:19.039> that<00:28:19.279> you<00:28:19.520> just
for all the reasons that you just
for all the reasons that you just
outlined.
outlined.
outlined.
And<00:28:21.039> so<00:28:21.760> in<00:28:22.080> that<00:28:22.640> and<00:28:23.200> in<00:28:24.080> the<00:28:24.320> highstakes
And so in that and in the highstakes
And so in that and in the highstakes
situation,<00:28:26.000> you<00:28:26.159> know,<00:28:27.039> um<00:28:27.600> to<00:28:28.159> sort<00:28:28.480> of
situation, you know, um to sort of
situation, you know, um to sort of
well<00:28:29.919> trust<00:28:30.240> the<00:28:30.559> team<00:28:31.039> and<00:28:31.520> let<00:28:32.000> them<00:28:32.240> do
well trust the team and let them do
well trust the team and let them do
their<00:28:32.720> thing.
their thing.
their thing.
That<00:28:34.159> was<00:28:34.399> just<00:28:34.640> such<00:28:34.880> a<00:28:35.120> rewarding
That was just such a rewarding
That was just such a rewarding
experience<00:28:36.080> for<00:28:36.320> us<00:28:36.720> for<00:28:37.039> sure.<00:28:37.440> Like<00:28:37.679> that
experience for us for sure. Like that
experience for us for sure. Like that
we,<00:28:38.480> you<00:28:38.640> know,<00:28:38.799> that<00:28:39.039> we<00:28:39.279> could<00:28:39.440> do<00:28:39.679> that<00:28:40.399> and
we, you know, that we could do that and
we, you know, that we could do that and
that<00:28:40.799> it<00:28:41.120> in<00:28:41.360> fact
that it in fact
that it in fact
did<00:28:43.120> what<00:28:43.440> we<00:28:43.919> intended<00:28:44.399> it<00:28:44.640> to<00:28:44.880> do<00:28:45.200> is<00:28:45.919> even
did what we intended it to do is even
did what we intended it to do is even
more<00:28:46.559> awesome<00:28:46.880> to<00:28:47.120> hear.<00:28:47.600> So<00:28:48.480> I'm<00:28:48.799> very<00:28:49.120> happy
more awesome to hear. So I'm very happy
more awesome to hear. So I'm very happy
with<00:28:49.520> it.
with it.
with it.
I'm<00:28:50.240> I'm<00:28:50.480> happy<00:28:50.720> you're<00:28:51.120> happy.<00:28:51.600> Yeah,
I'm I'm happy you're happy. Yeah,
I'm I'm happy you're happy. Yeah,
definitely.<00:28:52.480> This<00:28:52.720> is<00:28:52.799> the<00:28:52.960> the<00:28:53.360> preferred
definitely. This is the the preferred
definitely. This is the the preferred
way<00:28:53.919> of<00:28:54.159> working<00:28:54.799> and
way of working and
way of working and
totally.<00:28:56.080> Um<00:28:57.200> yeah,<00:28:57.440> I<00:28:57.679> just<00:28:57.919> think<00:28:58.080> more<00:28:58.399> more
totally. Um yeah, I just think more more
totally. Um yeah, I just think more more
people<00:28:59.120> should<00:28:59.600> um<00:28:59.919> should<00:29:00.240> have<00:29:00.399> the<00:29:00.640> guts
people should um should have the guts
people should um should have the guts
that<00:29:01.360> that<00:29:01.520> that<00:29:02.000> you<00:29:02.240> mentioned<00:29:02.880> and<00:29:03.120> yeah,
that that that you mentioned and yeah,
that that that you mentioned and yeah,
props<00:29:03.760> to<00:29:04.000> the<00:29:04.080> sum<00:29:04.320> of<00:29:04.559> leadership<00:29:04.960> for<00:29:05.760> um
props to the sum of leadership for um
props to the sum of leadership for um
you<00:29:06.240> know<00:29:06.559> saying<00:29:07.200> go<00:29:07.440> for<00:29:07.600> it,
you know saying go for it,
you know saying go for it,
do<00:29:08.240> it<00:29:08.399> your<00:29:08.640> way.
do it your way.
do it your way.
Yeah.
Yeah.
Yeah.
Do<00:29:09.760> it<00:29:09.840> your<00:29:10.159> way<00:29:10.320> and<00:29:11.200> do<00:29:11.440> it<00:29:11.600> well.
Do it your way and do it well.
Do it your way and do it well.
Yeah.<00:29:12.799> I<00:29:13.039> mean,<00:29:13.279> you<00:29:13.440> know,<00:29:13.600> it's<00:29:14.320> um<00:29:14.720> but<00:29:14.960> it's
Yeah. I mean, you know, it's um but it's
Yeah. I mean, you know, it's um but it's
also<00:29:15.919> part<00:29:16.240> of<00:29:16.799> I<00:29:17.120> think<00:29:17.360> every<00:29:17.679> product
also part of I think every product
also part of I think every product
manager<00:29:18.399> no<00:29:18.480> matter<00:29:18.799> the<00:29:18.960> seniority
manager no matter the seniority
manager no matter the seniority
like<00:29:21.120> should<00:29:21.440> advocate<00:29:22.080> for<00:29:22.320> this<00:29:22.480> this<00:29:22.880> way
like should advocate for this this way
like should advocate for this this way
of<00:29:23.279> working<00:29:23.679> and<00:29:23.919> it<00:29:24.159> doesn't<00:29:24.399> happen.<00:29:24.960> A<00:29:25.200> lot
of working and it doesn't happen. A lot
of working and it doesn't happen. A lot
of<00:29:25.440> times<00:29:25.600> it<00:29:25.840> doesn't<00:29:26.080> happen<00:29:26.399> because<00:29:26.640> it's
of times it doesn't happen because it's
of times it doesn't happen because it's
intimidating<00:29:27.600> to<00:29:27.840> go<00:29:28.000> to<00:29:28.799> to<00:29:28.960> to<00:29:29.679> leadership
intimidating to go to to to leadership
intimidating to go to to to leadership
and<00:29:30.880> say<00:29:31.120> like<00:29:32.080> explain<00:29:32.480> what<00:29:32.720> I've<00:29:32.960> just
and say like explain what I've just
and say like explain what I've just
explained.<00:29:34.399> It's
explained. It's
explained. It's
you<00:29:35.919> know<00:29:36.240> just<00:29:36.640> sometimes<00:29:37.120> they're<00:29:37.360> like
you know just sometimes they're like
you know just sometimes they're like
shut<00:29:38.080> up<00:29:38.480> you're<00:29:38.799> crazy.<00:29:39.760> So<00:29:39.919> I<00:29:40.240> think<00:29:40.480> one
shut up you're crazy. So I think one
shut up you're crazy. So I think one
misconception<00:29:41.600> that<00:29:41.840> we<00:29:42.000> can<00:29:42.159> maybe<00:29:42.480> talk
misconception that we can maybe talk
misconception that we can maybe talk
about<00:29:42.880> super<00:29:43.279> briefly<00:29:43.760> is<00:29:44.000> that<00:29:44.240> I<00:29:44.559> and<00:29:45.039> you
about super briefly is that I and you
about super briefly is that I and you
also<00:29:45.840> had<00:29:46.000> that<00:29:46.240> reaction<00:29:47.279> um<00:29:47.440> when<00:29:47.600> we<00:29:47.760> were
also had that reaction um when we were
also had that reaction um when we were
started<00:29:48.240> to<00:29:48.399> talk<00:29:48.640> about<00:29:48.880> research<00:29:49.679> is<00:29:49.919> that
started to talk about research is that
started to talk about research is that
the<00:29:50.720> the<00:29:51.200> word<00:29:51.600> research<00:29:52.640> is<00:29:52.880> had<00:29:53.360> has<00:29:53.600> a<00:29:53.760> bit
the the word research is had has a bit
the the word research is had has a bit
of<00:29:54.000> a<00:29:54.240> problem<00:29:54.559> similar<00:29:54.960> to<00:29:55.440> the<00:29:55.760> word<00:29:56.080> design
of a problem similar to the word design
of a problem similar to the word design
in<00:29:56.960> general<00:29:57.679> that<00:29:57.919> people<00:29:58.240> always<00:29:58.559> when<00:29:58.799> they
in general that people always when they
in general that people always when they
hear<00:29:59.200> design<00:29:59.600> they<00:29:59.840> think<00:30:00.000> it's<00:30:00.240> optional
hear design they think it's optional
hear design they think it's optional
decoration<00:30:01.760> like<00:30:02.000> that's<00:30:02.480> just<00:30:02.720> this<00:30:03.520> broad<00:30:04.880> I
decoration like that's just this broad I
decoration like that's just this broad I
would<00:30:05.120> say<00:30:06.080> make<00:30:06.240> it<00:30:06.399> pretty<00:30:06.880> exactly<00:30:07.600> which<00:30:07.840> I
would say make it pretty exactly which I
would say make it pretty exactly which I
think<00:30:08.240> goes<00:30:08.799> beyond<00:30:09.200> on<00:30:09.679> like<00:30:09.919> besides<00:30:10.399> the
think goes beyond on like besides the
think goes beyond on like besides the
point<00:30:10.799> of<00:30:11.039> design<00:30:11.760> and<00:30:12.159> research<00:30:13.120> in<00:30:13.360> a<00:30:13.520> bit<00:30:13.679> of
point of design and research in a bit of
point of design and research in a bit of
a<00:30:14.000> different<00:30:14.240> way<00:30:14.720> but<00:30:15.039> still<00:30:15.440> has<00:30:15.760> this
a different way but still has this
a different way but still has this
problem<00:30:16.799> that<00:30:17.120> people<00:30:17.440> think<00:30:18.080> of<00:30:18.480> academia
problem that people think of academia
problem that people think of academia
and<00:30:19.760> of<00:30:20.559> semester<00:30:21.279> long
and of semester long
and of semester long
white<00:30:23.039> paper<00:30:23.520> writing<00:30:24.640> and<00:30:25.039> all<00:30:25.279> of<00:30:25.440> this<00:30:25.679> sort
white paper writing and all of this sort
white paper writing and all of this sort
of<00:30:26.000> stuff<00:30:26.320> right<00:30:26.559> but<00:30:26.799> I<00:30:26.960> mean<00:30:27.120> this<00:30:27.360> is<00:30:27.520> not
of stuff right but I mean this is not
of stuff right but I mean this is not
how<00:30:28.159> we<00:30:28.320> do<00:30:28.480> research<00:30:28.880> in<00:30:29.039> an<00:30:29.279> environment
how we do research in an environment
how we do research in an environment
like<00:30:29.919> this<00:30:30.399> what's<00:30:30.640> your<00:30:30.880> like<00:30:31.120> what<00:30:31.360> would
like this what's your like what would
like this what's your like what would
you<00:30:31.760> say<00:30:32.159> how<00:30:32.720> how<00:30:33.039> was<00:30:33.279> our<00:30:33.600> work<00:30:33.919> mode<00:30:34.320> or
you say how how was our work mode or
you say how how was our work mode or
dynamic<00:30:35.200> like<00:30:35.360> that
dynamic like that
dynamic like that
absolutely<00:30:36.399> I<00:30:36.720> think<00:30:37.120> to<00:30:37.360> be<00:30:37.520> fair<00:30:37.840> like<00:30:38.240> doing
absolutely I think to be fair like doing
absolutely I think to be fair like doing
research.<00:30:39.440> It<00:30:39.760> sometimes<00:30:40.320> means<00:30:40.640> like
research. It sometimes means like
research. It sometimes means like
hopping<00:30:41.279> on<00:30:41.440> a<00:30:41.600> 15-minute<00:30:42.159> call<00:30:42.399> with<00:30:42.640> someone
hopping on a 15-minute call with someone
hopping on a 15-minute call with someone
where<00:30:43.440> they<00:30:43.919> maybe<00:30:44.320> share<00:30:44.559> their<00:30:44.799> screen<00:30:45.200> and
where they maybe share their screen and
where they maybe share their screen and
use<00:30:46.240> a<00:30:46.399> prototype<00:30:46.799> that<00:30:47.039> you<00:30:47.200> build<00:30:47.440> in
use a prototype that you build in
use a prototype that you build in
another<00:30:48.080> like<00:30:48.640> 15<00:30:49.039> minutes.<00:30:49.520> You<00:30:49.600> know,<00:30:49.840> it
another like 15 minutes. You know, it
another like 15 minutes. You know, it
doesn't<00:30:50.320> have<00:30:50.480> to<00:30:50.720> be<00:30:51.279> a<00:30:51.600> quarterlong
doesn't have to be a quarterlong
doesn't have to be a quarterlong
endeavor<00:30:53.760> like<00:30:54.559> it<00:30:54.960> shouldn't<00:30:55.279> be<00:30:55.360> like<00:30:55.600> that.
endeavor like it shouldn't be like that.
endeavor like it shouldn't be like that.
Um<00:30:56.399> so,<00:30:56.720> so<00:30:57.120> research<00:30:57.600> means
Um so, so research means
Um so, so research means
sending<00:30:59.120> out<00:30:59.360> a<00:30:59.600> survey,<00:31:00.880> analyzing<00:31:01.919> I<00:31:02.159> don't
sending out a survey, analyzing I don't
sending out a survey, analyzing I don't
know<00:31:03.039> customer<00:31:03.440> support<00:31:03.919> tickets,<00:31:04.880> sentiment
know customer support tickets, sentiment
know customer support tickets, sentiment
analysis.<00:31:06.240> you<00:31:06.320> you<00:31:06.720> can<00:31:07.039> do<00:31:07.919> more<00:31:08.240> in-depth
analysis. you you can do more in-depth
analysis. you you can do more in-depth
stuff
stuff
stuff
but<00:31:10.240> especially<00:31:10.720> in<00:31:11.200> um<00:31:11.919> in<00:31:12.080> in<00:31:12.720> the<00:31:13.039> context
but especially in um in in the context
but especially in um in in the context
that<00:31:13.600> we<00:31:13.919> were<00:31:14.240> where<00:31:14.640> our<00:31:15.039> users<00:31:15.440> are
that we were where our users are
that we were where our users are
actually<00:31:16.640> some<00:31:16.799> of<00:31:17.200> employees<00:31:17.679> or
actually some of employees or
actually some of employees or
contractors
contractors
contractors
that<00:31:19.840> you<00:31:20.000> all<00:31:20.240> you<00:31:20.320> you<00:31:20.720> have<00:31:21.120> um<00:31:21.600> very<00:31:21.919> quick
that you all you you have um very quick
that you all you you have um very quick
um<00:31:23.120> access<00:31:23.520> to
um access to
um access to
it's<00:31:24.960> actually<00:31:25.279> super<00:31:25.600> quick<00:31:25.919> so<00:31:26.080> it<00:31:26.240> would<00:31:26.399> be
it's actually super quick so it would be
it's actually super quick so it would be
silly<00:31:26.960> not<00:31:27.200> to<00:31:27.440> do<00:31:27.600> it<00:31:28.159> if<00:31:28.399> if<00:31:28.559> I<00:31:28.720> may<00:31:28.880> say
silly not to do it if if I may say
silly not to do it if if I may say
absolutely
absolutely
absolutely
also<00:31:30.720> I<00:31:30.880> think<00:31:30.960> it's<00:31:31.200> a<00:31:31.440> bit<00:31:31.679> our<00:31:32.000> fault<00:31:32.559> as
also I think it's a bit our fault as
also I think it's a bit our fault as
designers<00:31:33.760> and<00:31:34.159> product<00:31:34.559> people<00:31:35.360> that<00:31:35.760> the
designers and product people that the
designers and product people that the
business<00:31:36.320> stakeholders<00:31:36.799> have<00:31:37.039> become<00:31:37.279> so
business stakeholders have become so
business stakeholders have become so
scared<00:31:37.760> of<00:31:37.919> the<00:31:38.159> of<00:31:38.480> user<00:31:38.880> research<00:31:39.440> discovery
scared of the of user research discovery
scared of the of user research discovery
all<00:31:41.120> of<00:31:41.279> this
all of this
all of this
because<00:31:42.640> I<00:31:42.960> think<00:31:43.360> in<00:31:43.679> the<00:31:43.840> industry<00:31:45.039> um<00:31:45.600> we've
because I think in the industry um we've
because I think in the industry um we've
become<00:31:46.240> very<00:31:46.480> pedantic<00:31:47.519> about<00:31:48.480> oh<00:31:48.799> no<00:31:49.120> nothing
become very pedantic about oh no nothing
become very pedantic about oh no nothing
gets<00:31:49.760> onto<00:31:50.000> the<00:31:50.159> backlo<00:31:50.799> on<00:31:51.039> the<00:31:51.120> road<00:31:51.360> map
gets onto the backlo on the road map
gets onto the backlo on the road map
without<00:31:52.080> doing<00:31:52.399> discovery<00:31:53.039> and<00:31:53.279> then<00:31:53.440> I<00:31:53.679> know
without doing discovery and then I know
without doing discovery and then I know
teams<00:31:54.720> that<00:31:54.960> are<00:31:55.200> doing<00:31:55.840> discovery<00:31:56.640> for<00:31:57.519> you
teams that are doing discovery for you
teams that are doing discovery for you
know<00:31:58.159> changing<00:31:59.440> a<00:31:59.840> call<00:32:00.159> to<00:32:00.320> action<00:32:01.360> from<00:32:01.679> here
know changing a call to action from here
know changing a call to action from here
to<00:32:02.640> here<00:32:03.679> and<00:32:03.840> I'm<00:32:04.080> like<00:32:04.399> if<00:32:04.640> I<00:32:04.960> was<00:32:05.200> the
to here and I'm like if I was the
to here and I'm like if I was the
business<00:32:05.919> leader<00:32:06.240> of<00:32:06.480> that<00:32:07.039> of<00:32:07.279> that<00:32:07.919> I<00:32:08.159> would
business leader of that of that I would
business leader of that of that I would
also<00:32:08.559> be<00:32:08.720> like<00:32:09.120> come<00:32:09.279> on<00:32:09.440> that's<00:32:09.760> ridiculous
also be like come on that's ridiculous
also be like come on that's ridiculous
what<00:32:10.720> are<00:32:10.880> you<00:32:11.039> doing
what are you doing
what are you doing
yeah<00:32:11.919> totally<00:32:12.399> you're<00:32:12.640> wasting<00:32:13.120> resources
yeah totally you're wasting resources
yeah totally you're wasting resources
yeah<00:32:14.480> so<00:32:15.120> I<00:32:15.360> also<00:32:15.519> get<00:32:15.760> their<00:32:16.080> perspective
yeah so I also get their perspective
yeah so I also get their perspective
which<00:32:17.200> is<00:32:17.360> why<00:32:17.519> I<00:32:17.840> think
which is why I think
which is why I think
when<00:32:18.960> speaking<00:32:19.360> to<00:32:19.600> to<00:32:19.919> them<00:32:20.240> you<00:32:20.399> kind<00:32:20.559> of
when speaking to to them you kind of
when speaking to to them you kind of
need<00:32:20.880> to<00:32:21.039> like<00:32:22.320> be<00:32:22.559> very<00:32:22.960> like<00:32:23.200> have<00:32:23.440> this<00:32:23.679> high
need to like be very like have this high
need to like be very like have this high
degree<00:32:24.559> of<00:32:24.799> empathy<00:32:25.200> and<00:32:25.519> understand<00:32:25.919> like
degree of empathy and understand like
degree of empathy and understand like
where<00:32:26.480> they're<00:32:26.720> coming<00:32:26.880> from
where they're coming from
where they're coming from
yes
yes
yes
and<00:32:28.080> if<00:32:28.480> if<00:32:28.720> you<00:32:28.960> have<00:32:29.120> to<00:32:29.360> change<00:32:29.600> the
and if if you have to change the
and if if you have to change the
language<00:32:30.240> that<00:32:30.480> you<00:32:30.640> use<00:32:30.880> to<00:32:31.039> get<00:32:31.200> your<00:32:31.360> point
language that you use to get your point
language that you use to get your point
across<00:32:32.240> fine<00:32:32.640> like<00:32:32.880> I<00:32:33.039> don't<00:32:33.200> care<00:32:33.279> if<00:32:33.519> it's
across fine like I don't care if it's
across fine like I don't care if it's
research<00:32:34.159> discovery<00:32:34.720> your<00:32:35.279> due<00:32:35.600> diligence.
research discovery your due diligence.
research discovery your due diligence.
Yeah,<00:32:36.559> and<00:32:36.720> that's<00:32:36.880> a<00:32:37.120> beautiful<00:32:37.519> point<00:32:38.240> like
Yeah, and that's a beautiful point like
Yeah, and that's a beautiful point like
um<00:32:39.279> having<00:32:39.600> so<00:32:40.000> I'm<00:32:40.320> nodding<00:32:40.720> so<00:32:40.880> heavily
um having so I'm nodding so heavily
um having so I'm nodding so heavily
having<00:32:41.600> so<00:32:41.840> naughtyly
having so naughtyly
having so naughtyly
I'm<00:32:44.240> nodding<00:32:44.640> so<00:32:44.880> heavily.<00:32:45.840> Many<00:32:46.159> designers
I'm nodding so heavily. Many designers
I'm nodding so heavily. Many designers
and<00:32:46.720> many<00:32:46.960> researchers<00:32:48.000> give<00:32:48.320> off<00:32:48.559> this
and many researchers give off this
and many researchers give off this
notion<00:32:49.360> or<00:32:49.679> this<00:32:50.000> vibe<00:32:50.559> that<00:32:50.880> they're<00:32:51.200> trying
notion or this vibe that they're trying
notion or this vibe that they're trying
to<00:32:51.919> trick<00:32:52.320> business<00:32:52.720> people<00:32:53.200> in<00:32:53.519> doing
to trick business people in doing
to trick business people in doing
something.<00:32:54.480> research<00:32:55.039> is<00:32:55.360> not<00:32:55.600> something
something. research is not something
something. research is not something
that<00:32:57.519> um<00:32:58.720> is<00:32:59.120> supposed<00:32:59.440> to<00:32:59.679> be<00:32:59.840> a<00:33:00.080> thing<00:33:00.320> that
that um is supposed to be a thing that
that um is supposed to be a thing that
tricks<00:33:01.039> business<00:33:01.440> into<00:33:02.000> deciding<00:33:02.480> for<00:33:02.720> a
tricks business into deciding for a
tricks business into deciding for a
feature<00:33:03.200> that<00:33:03.519> designers<00:33:04.000> would<00:33:04.240> love<00:33:04.399> to
feature that designers would love to
feature that designers would love to
make.<00:33:05.200> Like<00:33:05.440> that's<00:33:06.159> so<00:33:06.399> beside<00:33:06.799> the<00:33:07.039> point
make. Like that's so beside the point
make. Like that's so beside the point
that<00:33:07.440> it's<00:33:07.679> almost<00:33:08.080> ridiculous.<00:33:08.799> And<00:33:08.960> so
that it's almost ridiculous. And so
that it's almost ridiculous. And so
like<00:33:11.039> the<00:33:11.360> trust<00:33:11.679> always<00:33:12.000> goes<00:33:12.320> both<00:33:12.559> ways,
like the trust always goes both ways,
like the trust always goes both ways,
right?<00:33:13.279> Of<00:33:13.519> course,
right? Of course,
right? Of course,
if<00:33:14.320> management<00:33:14.880> entrusts<00:33:15.360> you<00:33:16.000> to<00:33:17.279> figure<00:33:17.519> out
if management entrusts you to figure out
if management entrusts you to figure out
the<00:33:17.919> road<00:33:18.159> map<00:33:18.320> by<00:33:18.559> yourself<00:33:18.960> or<00:33:19.200> to<00:33:19.519> at<00:33:19.519> least
the road map by yourself or to at least
the road map by yourself or to at least
suggest<00:33:20.799> what<00:33:21.039> you<00:33:21.279> think<00:33:21.440> is<00:33:21.600> a<00:33:21.840> good<00:33:22.000> order
suggest what you think is a good order
suggest what you think is a good order
of<00:33:22.480> things,<00:33:22.720> what<00:33:23.039> people<00:33:23.279> need,
of things, what people need,
of things, what people need,
then<00:33:24.480> you<00:33:24.720> get<00:33:24.880> a<00:33:25.039> proof<00:33:25.279> that<00:33:25.519> you<00:33:25.679> were<00:33:25.919> right
then you get a proof that you were right
then you get a proof that you were right
because<00:33:27.039> the<00:33:27.360> entire<00:33:27.840> point<00:33:28.080> of<00:33:28.320> this<00:33:28.720> is
because the entire point of this is
because the entire point of this is
to<00:33:30.159> enable<00:33:30.640> something<00:33:31.039> for<00:33:31.279> the<00:33:31.600> business.
to enable something for the business.
to enable something for the business.
Yeah.
Yeah.
Yeah.
Which<00:33:33.120> of<00:33:33.440> course<00:33:34.159> we<00:33:34.480> want<00:33:34.559> to<00:33:34.720> make<00:33:34.880> the
Which of course we want to make the
Which of course we want to make the
users<00:33:35.519> happy.<00:33:36.080> But<00:33:36.320> I<00:33:36.559> think<00:33:36.640> a<00:33:37.360> big<00:33:37.600> big<00:33:37.919> point
users happy. But I think a big big point
users happy. But I think a big big point
that<00:33:38.320> I<00:33:38.559> always<00:33:38.880> miss<00:33:39.200> when<00:33:39.440> people<00:33:39.760> talk
that I always miss when people talk
that I always miss when people talk
about<00:33:40.320> research<00:33:40.799> and<00:33:41.039> why<00:33:41.279> we<00:33:41.440> do<00:33:41.679> research,
about research and why we do research,
about research and why we do research,
it's<00:33:42.399> not<00:33:42.640> to<00:33:43.360> only<00:33:43.760> make<00:33:44.000> the<00:33:44.159> users<00:33:44.640> happy.
it's not to only make the users happy.
it's not to only make the users happy.
The<00:33:45.440> users<00:33:45.919> being<00:33:46.320> happy<00:33:47.120> means<00:33:47.440> they're
The users being happy means they're
The users being happy means they're
using<00:33:47.919> the<00:33:48.240> product<00:33:48.960> which<00:33:49.519> makes<00:33:49.840> the<00:33:50.480> entire
using the product which makes the entire
using the product which makes the entire
organization<00:33:51.760> relevant.<00:33:52.320> Like<00:33:52.559> that's<00:33:52.960> the
organization relevant. Like that's the
organization relevant. Like that's the
point<00:33:53.600> of<00:33:53.919> all<00:33:54.080> of<00:33:54.240> it,
point of all of it,
point of all of it,
of<00:33:54.880> course.<00:33:55.919> And<00:33:56.399> I<00:33:56.720> think<00:33:56.799> it's<00:33:57.039> it's<00:33:57.600> also<00:33:58.320> um
of course. And I think it's it's also um
of course. And I think it's it's also um
a<00:33:59.039> skill<00:33:59.360> gap<00:33:59.600> that<00:33:59.840> I<00:34:00.159> think<00:34:00.480> some<00:34:01.120> designers
a skill gap that I think some designers
a skill gap that I think some designers
and<00:34:02.399> and<00:34:02.720> some<00:34:03.200> some<00:34:03.600> product<00:34:03.840> managers<00:34:04.320> have
and and some some product managers have
and and some some product managers have
because<00:34:04.799> they<00:34:05.279> they<00:34:05.600> don't<00:34:05.760> have<00:34:05.919> a<00:34:06.480> a<00:34:06.799> good
because they they don't have a a good
because they they don't have a a good
enough<00:34:07.279> commercial<00:34:07.840> understanding<00:34:08.399> of<00:34:08.560> of
enough commercial understanding of of
enough commercial understanding of of
their<00:34:09.119> business.
their business.
their business.
Yes.
Yes.
Yes.
Um<00:34:10.639> and<00:34:10.879> I<00:34:11.119> think<00:34:11.280> if<00:34:11.520> we<00:34:11.760> were<00:34:11.919> to<00:34:12.079> live<00:34:12.240> in<00:34:12.399> a
Um and I think if we were to live in a
Um and I think if we were to live in a
perfect<00:34:12.960> world,<00:34:13.679> doing<00:34:14.079> the<00:34:14.320> thing<00:34:14.480> that's
perfect world, doing the thing that's
perfect world, doing the thing that's
right<00:34:14.960> for<00:34:15.119> the<00:34:15.359> users<00:34:15.760> should<00:34:16.000> should<00:34:16.079> should
right for the users should should should
right for the users should should should
theoretically<00:34:17.280> always<00:34:17.599> like<00:34:17.919> result<00:34:18.320> in<00:34:18.720> more
theoretically always like result in more
theoretically always like result in more
business<00:34:19.520> impact.
business impact.
business impact.
Exactly.<00:34:20.639> But<00:34:20.879> unfortunately<00:34:22.159> sometimes
Exactly. But unfortunately sometimes
Exactly. But unfortunately sometimes
we<00:34:23.760> live<00:34:24.159> in<00:34:24.399> a<00:34:24.720> reality<00:34:25.200> where<00:34:25.520> that's<00:34:26.000> not
we live in a reality where that's not
we live in a reality where that's not
the<00:34:26.560> case
the case
the case
or<00:34:28.399> there's<00:34:28.639> not<00:34:28.879> a<00:34:29.119> direct<00:34:29.760> correlation.<00:34:30.960> So
or there's not a direct correlation. So
or there's not a direct correlation. So
you<00:34:31.359> need<00:34:31.440> to<00:34:31.679> be<00:34:31.839> able<00:34:32.399> as<00:34:32.720> the<00:34:32.960> researcher<00:34:33.520> to
you need to be able as the researcher to
you need to be able as the researcher to
to<00:34:34.159> make<00:34:34.399> that<00:34:34.639> connection<00:34:35.119> for<00:34:35.359> the<00:34:35.520> business
to make that connection for the business
to make that connection for the business
and<00:34:36.079> for<00:34:36.240> the<00:34:36.399> users<00:34:37.200> and<00:34:37.440> to<00:34:38.000> almost<00:34:38.399> like
and for the users and to almost like
and for the users and to almost like
advocate<00:34:39.359> for<00:34:39.599> both<00:34:39.839> of<00:34:40.000> them<00:34:40.159> at<00:34:40.399> the<00:34:40.560> same
advocate for both of them at the same
advocate for both of them at the same
time<00:34:40.960> and<00:34:41.280> find<00:34:41.520> that<00:34:41.760> middle<00:34:42.000> ground<00:34:42.560> because
time and find that middle ground because
time and find that middle ground because
obviously<00:34:43.200> the<00:34:43.520> business<00:34:43.839> always<00:34:44.159> wants<00:34:44.399> the
obviously the business always wants the
obviously the business always wants the
customers<00:34:45.040> to<00:34:45.200> be<00:34:45.359> happy.
customers to be happy.
customers to be happy.
Yes.
Yes.
Yes.
Right.<00:34:46.800> But<00:34:47.040> also<00:34:47.440> sometimes<00:34:47.839> the<00:34:48.079> business
Right. But also sometimes the business
Right. But also sometimes the business
wants<00:34:48.639> to<00:34:48.800> sell<00:34:49.040> more.
wants to sell more.
wants to sell more.
Yes.<00:34:50.000> Because<00:34:50.240> we<00:34:50.399> are<00:34:50.480> in<00:34:50.639> a<00:34:50.800> we<00:34:51.040> function<00:34:51.440> as
Yes. Because we are in a we function as
Yes. Because we are in a we function as
a<00:34:51.839> in<00:34:52.000> a<00:34:52.240> capitalistic<00:34:53.040> society,<00:34:53.520> right?
a in a capitalistic society, right?
a in a capitalistic society, right?
That's<00:34:53.919> what<00:34:54.079> it<00:34:54.240> is.
That's what it is.
That's what it is.
So
So
So
yeah,
yeah,
yeah,
that's<00:34:57.599> why<00:34:57.839> fundamentally<00:34:58.480> sometimes<00:34:58.880> the
that's why fundamentally sometimes the
that's why fundamentally sometimes the
the<00:34:59.280> the
the the
the the
interests<00:35:01.440> are<00:35:01.680> not<00:35:02.240> entirely<00:35:02.880> the<00:35:03.119> same
interests are not entirely the same
interests are not entirely the same
because<00:35:03.760> sometimes<00:35:04.160> as<00:35:04.400> a<00:35:04.560> consumer<00:35:04.960> maybe<00:35:05.280> I
because sometimes as a consumer maybe I
because sometimes as a consumer maybe I
I<00:35:05.920> don't<00:35:06.079> actually<00:35:06.400> want<00:35:06.480> to<00:35:06.640> consume<00:35:07.040> more
I don't actually want to consume more
I don't actually want to consume more
but<00:35:08.160> you<00:35:08.320> know<00:35:08.560> you<00:35:08.720> know<00:35:08.800> what<00:35:08.960> I<00:35:09.040> mean.
but you know you know what I mean.
but you know you know what I mean.
Absolutely.<00:35:10.000> But<00:35:10.560> so<00:35:10.720> I<00:35:10.880> think<00:35:11.119> like<00:35:11.359> it's
Absolutely. But so I think like it's
Absolutely. But so I think like it's
it's<00:35:11.680> it's<00:35:12.320> paramount<00:35:13.119> for<00:35:13.440> designers<00:35:14.160> and
it's it's paramount for designers and
it's it's paramount for designers and
user<00:35:14.960> researchers<00:35:15.599> and<00:35:15.920> product<00:35:16.160> managers<00:35:16.720> to
user researchers and product managers to
user researchers and product managers to
have<00:35:17.119> a<00:35:17.359> strong<00:35:17.599> commercial<00:35:18.079> understanding
have a strong commercial understanding
have a strong commercial understanding
of<00:35:19.520> the<00:35:19.760> context<00:35:20.079> they<00:35:20.320> operate<00:35:20.640> in<00:35:21.200> otherwise
of the context they operate in otherwise
of the context they operate in otherwise
they<00:35:22.240> can't<00:35:22.560> advocate<00:35:23.200> for<00:35:23.440> their<00:35:23.680> users
they can't advocate for their users
they can't advocate for their users
properly<00:35:24.560> and<00:35:24.800> that's<00:35:25.040> the<00:35:25.280> the<00:35:25.520> saddest
properly and that's the the saddest
properly and that's the the saddest
part.<00:35:26.480> Yeah,<00:35:27.440> totally.<00:35:28.000> Because<00:35:28.240> even<00:35:28.480> the
part. Yeah, totally. Because even the
part. Yeah, totally. Because even the
users<00:35:29.200> in<00:35:29.839> many<00:35:30.240> applications<00:35:30.960> have<00:35:31.119> a
users in many applications have a
users in many applications have a
commercial<00:35:31.680> interest<00:35:32.160> like<00:35:32.320> they<00:35:32.560> have<00:35:32.720> a
commercial interest like they have a
commercial interest like they have a
they<00:35:33.359> came<00:35:33.520> to<00:35:33.760> do<00:35:33.920> something.<00:35:35.200> Sometimes
they came to do something. Sometimes
they came to do something. Sometimes
it's<00:35:35.760> to<00:35:36.000> buy<00:35:36.240> something<00:35:36.640> or<00:35:36.960> to<00:35:37.680> get
it's to buy something or to get
it's to buy something or to get
something<00:35:38.320> done.
something done.
something done.
I<00:35:38.880> mean,<00:35:39.040> marketplaces<00:35:39.680> are<00:35:39.839> a<00:35:40.079> great<00:35:40.480> uh
I mean, marketplaces are a great uh
I mean, marketplaces are a great uh
example<00:35:40.960> of<00:35:41.200> this,<00:35:41.520> right?<00:35:41.839> You<00:35:42.079> have<00:35:42.240> your
example of this, right? You have your
example of this, right? You have your
consumers<00:35:43.359> who<00:35:43.599> want<00:35:43.760> to<00:35:43.920> get<00:35:44.160> buy<00:35:44.480> something
consumers who want to get buy something
consumers who want to get buy something
at<00:35:45.200> the<00:35:45.440> cheapest<00:35:45.760> possible<00:35:46.160> price.
at the cheapest possible price.
at the cheapest possible price.
You<00:35:47.280> have<00:35:47.359> your<00:35:47.599> sellers<00:35:48.160> who<00:35:48.400> want<00:35:48.640> to<00:35:48.800> sell
You have your sellers who want to sell
You have your sellers who want to sell
at<00:35:49.680> the<00:35:50.000> most<00:35:50.320> expensive<00:35:50.800> possible<00:35:51.280> price.
at the most expensive possible price.
at the most expensive possible price.
And<00:35:52.160> then<00:35:52.400> you<00:35:52.560> have<00:35:52.640> your<00:35:52.880> platform<00:35:53.599> who
And then you have your platform who
And then you have your platform who
wants<00:35:54.079> to<00:35:54.240> make<00:35:54.480> the<00:35:54.720> most<00:35:54.880> amount<00:35:55.119> of<00:35:55.359> sales
wants to make the most amount of sales
wants to make the most amount of sales
as<00:35:56.400> possible.
as possible.
as possible.
So<00:35:57.680> they<00:35:58.960> there<00:35:59.200> the<00:35:59.440> platform<00:35:59.920> is<00:36:00.240> inherently
So they there the platform is inherently
So they there the platform is inherently
the<00:36:01.040> mediator.
the mediator.
the mediator.
Yeah.
Yeah.
Yeah.
But<00:36:02.480> like<00:36:02.720> that's<00:36:02.880> a<00:36:03.119> perfect<00:36:03.359> example,
But like that's a perfect example,
But like that's a perfect example,
right?
right?
right?
It<00:36:04.400> is<00:36:04.560> absolutely.<00:36:05.359> Yeah.<00:36:05.760> Totally.
It is absolutely. Yeah. Totally.
It is absolutely. Yeah. Totally.
I<00:36:06.800> got<00:36:06.880> to<00:36:07.040> say<00:36:07.200> like<00:36:07.520> this<00:36:07.760> past<00:36:08.079> year<00:36:08.480> it
I got to say like this past year it
I got to say like this past year it
first<00:36:08.960> of<00:36:09.040> all<00:36:09.200> it<00:36:09.359> flew<00:36:09.680> by.<00:36:10.160> Like<00:36:10.400> it's
first of all it flew by. Like it's
first of all it flew by. Like it's
absolutely
absolutely
absolutely
I<00:36:11.920> can't<00:36:12.079> believe<00:36:12.320> that<00:36:12.560> we're<00:36:12.880> here<00:36:13.359> now<00:36:14.079> that
I can't believe that we're here now that
I can't believe that we're here now that
Sidekick<00:36:15.680> is<00:36:16.320> about<00:36:16.640> to<00:36:17.040> go<00:36:17.280> out<00:36:17.520> of<00:36:17.680> Europe
Sidekick is about to go out of Europe
Sidekick is about to go out of Europe
and<00:36:18.560> into<00:36:19.040> Americas.
and into Americas.
and into Americas.
both<00:36:21.040> of<00:36:21.200> them<00:36:21.599> actually.<00:36:22.240> Um,<00:36:23.280> and<00:36:23.680> that<00:36:24.000> it's
both of them actually. Um, and that it's
both of them actually. Um, and that it's
attracting<00:36:25.520> more<00:36:26.000> internal<00:36:26.560> customers<00:36:27.040> and
attracting more internal customers and
attracting more internal customers and
all<00:36:27.440> of<00:36:27.599> that.<00:36:27.839> Like<00:36:28.000> it's<00:36:28.240> this<00:36:28.480> is<00:36:28.880> the<00:36:29.119> best
all of that. Like it's this is the best
all of that. Like it's this is the best
I<00:36:29.599> could<00:36:29.760> ever<00:36:30.079> have<00:36:30.320> hoped<00:36:30.560> for.<00:36:31.119> Um,<00:36:31.359> and<00:36:31.599> I
I could ever have hoped for. Um, and I
I could ever have hoped for. Um, and I
just<00:36:31.920> want<00:36:32.000> to<00:36:32.160> say<00:36:32.480> like<00:36:32.720> I'm<00:36:32.960> very<00:36:33.280> happy
just want to say like I'm very happy
just want to say like I'm very happy
that<00:36:33.920> I<00:36:34.160> got<00:36:34.320> to<00:36:34.480> do<00:36:34.640> this<00:36:34.800> project<00:36:35.119> with<00:36:35.359> you.
that I got to do this project with you.
that I got to do this project with you.
Likewise.
Likewise.
Likewise.
It<00:36:37.520> has<00:36:37.839> been<00:36:38.079> an<00:36:38.240> absolute<00:36:38.800> pleasure<00:36:39.680> and<00:36:40.000> I'm
It has been an absolute pleasure and I'm
It has been an absolute pleasure and I'm
so<00:36:40.480> happy<00:36:40.640> to<00:36:40.880> hear<00:36:41.599> um<00:36:42.320> yeah<00:36:42.640> that<00:36:42.960> we<00:36:43.280> could
so happy to hear um yeah that we could
so happy to hear um yeah that we could
help<00:36:44.000> and<00:36:44.400> to<00:36:44.880> to<00:36:45.440> make<00:36:45.680> this<00:36:45.920> product.
help and to to make this product.
help and to to make this product.
Of<00:36:46.640> course.<00:36:47.280> Absolutely.<00:36:47.760> And<00:36:48.000> it<00:36:48.560> goes
Of course. Absolutely. And it goes
Of course. Absolutely. And it goes
without<00:36:49.119> saying<00:36:49.440> that<00:36:49.760> the<00:36:50.400> feelings<00:36:50.880> are
without saying that the feelings are
without saying that the feelings are
mutual.<00:36:51.839> Uh<00:36:52.320> and<00:36:52.880> yeah,<00:36:53.280> it's<00:36:53.520> also<00:36:53.839> really
mutual. Uh and yeah, it's also really
mutual. Uh and yeah, it's also really
fun.<00:36:54.400> So<00:36:54.560> that<00:36:54.880> also<00:36:55.359> makes<00:36:55.599> it<00:36:55.760> great.
fun. So that also makes it great.
fun. So that also makes it great.
Awesome.<00:36:56.960> Perfect.<00:36:58.000> What<00:36:58.240> a<00:36:58.400> high<00:36:58.560> note<00:36:58.880> to
Awesome. Perfect. What a high note to
Awesome. Perfect. What a high note to
end<00:36:59.200> this<00:36:59.440> interview.
end this interview.
end this interview.
Thank<00:37:00.560> you<00:37:00.720> so<00:37:00.880> much<00:37:01.040> again<00:37:01.280> to<00:37:01.520> come<00:37:01.680> on.
Thank you so much again to come on.
Thank you so much again to come on.
Thank<00:37:02.320> you<00:37:02.480> so<00:37:02.800> much.<00:37:03.280> And<00:37:03.520> thank<00:37:03.680> you.<00:37:04.000> Thank
Thank you so much. And thank you. Thank
Thank you so much. And thank you. Thank
you,<00:37:04.400> Deni.<00:37:04.960> Thank<00:37:05.040> you.<00:37:05.440> Thank<00:37:05.599> you<00:37:05.760> everyone
you, Deni. Thank you. Thank you everyone
you, Deni. Thank you. Thank you everyone
who's<00:37:06.800> helped<00:37:07.040> us<00:37:07.280> make<00:37:07.440> this<00:37:07.680> a<00:37:07.920> success.
who's helped us make this a success.
who's helped us make this a success.
Awesome.
