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Warren Zenna: The CRO Spotlight Podcast.

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Hi, I'm Warren Zena, founder and
CEO of the CRO Collective, and

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welcome to the CRO Spotlight Podcast.

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This podcast is for Chief Revenue
Officers, aspiring CROs and

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CEOs who are looking to hire
or support a CRO to succeed.

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To join me and my expert guests as
we debate, discuss and tackle today's

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complex revenue growth challenges,
and provide practical insights

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to help CROs succeed in the role.

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We're really excited to have you
with us now, let's get to it.

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All right, and welcome to this
episode of the CRO Spotlight Podcast.

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I'm Warren Zenna, the c e o and
founder of the c r O Collective.

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I'm not big.

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New Year's resolutions.

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I find the whole thing to be a little bit
silly, and that doesn't mean to say that

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people that are into it are in any way.

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I'm disparaging them.

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I just personally never thought it really
worked for me, so I tend not to make 'em.

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However, I was giving it some
thought, and here's what I, what I

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think about this is sort of instead
of looking at the new year as, oh,

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what am I gonna accomplish this year?

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What am I get done this year?

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A framework that may be helpful,
maybe try it on is maybe look at last

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year and ask yourself two questions.

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what did I do last year that
really didn't work, and what

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did I do last year that did?

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and see if you can make this year,
focus on the things that do work and

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stop doing the things that don't work.

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That instead of adding, adding new things
on, maybe removing stuff that you know

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you shouldn't be doing or that aren't
effective, or wasting your time or habits

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that you know you don't want to have and
remove them and just keep the good stuff.

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If you keep the good stuff and
remove the bad stuff, you'd probably

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see an uptick in performance even
if you don't add anything new.

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I think we've dragged.

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More by things than we are
because we're not doing enough.

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So anyway, something to think about.

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Um, and uh, you know, as I kicked
off in the year already, I've been

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having a lot of conversations and
interesting trepidation about the market.

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A lot of people are
taking very conservative.

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Stance on how they're gonna hire.

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I'm hearing a lot of people saying,
we're thinking a lot more about hiring

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freelancers and part-timers as opposed
to adding people onto our W two s.

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You know, these are cautionary things.

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So much of this has to do with
externalities, which I'm not saying

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externalities shouldn't be factors, but.

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What I see, and I say it all the time,
is if you have a really buttoned up

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revenue operation that's repeatable and
predictable, and you know what you need

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to be looking for and you know who your
customer is, it gives you a lot more.

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Ability to make decisions than
if you don't know that stuff.

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And I think in the absence of knowing
that stuff, people rely on externalities

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a lot more than they need to.

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That's just my opinion.

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So that being said, um,
really great to be back.

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This year is gonna be great.

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We have a lot going on and a lot
of great guests lined up and some

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other exciting things happening.

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So thanks again for listening.

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Salespeople

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Steven Schmidt: often hate their.

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Why?

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Because they are hard to use, difficult
to customize, and expensive to maintain.

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This means leads and
opportunities don't get updated.

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Things get missed, and
sales can suffer in.

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Insightly is the modern
CRM that teams love.

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Easy to use, flexible enough to
support your unique needs and

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scales with you as you grow.

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This helps you sell.

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Grow faster and build lasting customer
relationships in Insightly is trusted

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by more than a million users worldwide.

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For more information,
visit insightly.com/get

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Warren Zenna: insightly.

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And today I'm real excited to
have a guest on whom I've had the

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pleasure of speaking to a lot.

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We have connected through LinkedIn.

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And um, this gentleman,
his name is Steve Sch.

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He's a C R O and he's a
brilliant, brilliant man.

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And you know, he shares a lot on LinkedIn
that I find really insightful and we've

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had some really great conversations.

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As a matter of fact, some of you may
recall earlier last year, we did a

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great S D R debate and Steve was on it.

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It was a real riot.

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It was quite a , quite
a heated conversation.

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Steve had the opportunity to weigh
in there and it was really great.

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But, um, tell me a little bit about
Steve before I introduce him formally.

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You know, Steve, uh, helped
launch and execute, uh, the

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go-to-market strategy now, reach
for at and t and T-Mobile as well.

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He was the founder and c e o of title.

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Right.

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Um, for a couple years.

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Um, and so you know,
Steve has made some moves.

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He's with Reggie AI now.

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Um, I know AI is big on his mind.

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Uh, go to market.

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It's big on his mind.

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Uh, he's just got a lot of wisdom.

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He's got a lot of
experience under his belt.

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So Steve, thank you so
much for being here today.

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Thanks,

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Steven Schmidt: Warren.

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I appreciate it.

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Two things I pulled out of your intro.

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I was in the meditative state,
just doing some reflection.

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Addition by subtraction, um, was
like the theme for this year.

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So that resonates big time.

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Yeah.

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And then in the absence of
facts, you have faith, right?

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And, and I think as a C R
O , there, you said it, right?

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And when rev ops is strong,
you have facts, you have data.

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And when you don't, you have faith,
which can get you, you know, the,

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he might get you a little bit there.

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But as a c o role, I, the one
thing I learned is, is certainly

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not about your skillsets anymore.

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It is about truly understanding how
revenue functions in the organization.

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and, um, baptism by fire back in
2020 for me, um, is when I first

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had a chance to get into that role.

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Warren and I, um, I knew very little,
very little, was a good sales guy, right?

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Could sell a lot and was always
promoted by, by that default mechanism.

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And I think the fifth time I
was promoted, maybe when my mid

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thirties, I started to underst.

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, you know, I was like a, you know,
sales leader and so I understood a

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little bit of the revenue function,
but I still didn't care, right?

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I was still really kind of a
worried about my quota or my team's

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quota and didn't look past that.

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Warren.

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So I got my start in 2020.

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Um, it's actually the story
like title began because, I

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mean, I sat down with my wife.

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and I was hellbent on doing
something in the consulting arena,

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but I, I knew of fractional rev
op, I knew of fractional CROs.

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I just didn't know how to do it.

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And I quite frankly weren't, I didn't
know if I was skilled enough to pick up

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the phone and call somebody and say, Hey,
I want to be your fractional anything.

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Um, you named, uh, T-Mobile, right?

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I came from the IT and the
telco space space brief stint

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at, um, outreach in 2017.

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Ended up in rehab shortly after that.

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Hence the brief.

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. Best thing that could
ever happen to me though.

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Dip the toes in the SAS
water for seven months.

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Mm-hmm.

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and you get a lack of a better term
addicted, which sounds counterintuitive

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when I'm talking about recovery,
but like that it got in my blood.

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So when I got out and had the wits
about me, I, I, I wanted to get into

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software and funny enough, when I
decided to get my first job, I ended up.

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Uh, getting hired by a
guy in the March of 2020.

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And as you recall, that
was when Covid hit.

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Hmm.

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And, um, he said, congrats, you just
got promoted from consultant to C R O.

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He said, we're gonna sell p p e,
we're not gonna sell, um, video

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equipment that's AI driven from China.

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And I said, wait a second.

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That's not my background.

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What are we doing this for?

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And they own five manufacturing
facilities in China.

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, they said, let's advertise it.

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And we did.

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And that was where the first 160 million
of revenue driven from Title had.

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Now, I mean, it's funny, I took the
headline down, um, not because people,

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you know, I got some grief about
it here and there, but truly, you

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know, I was title my bank account.

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My L l C was title.

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I was one person as a 10 99.

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I needed the name for it.

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And so I thought, okay, and we
went out and hired 56 people.

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Yeah, we spun up a big s d
r team and, and really ran a

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predictable revenue abound motion.

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Not too complicated.

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Uh, but I think in that, in that
timeframe, we were the only ones who

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sprinted out of the gates, day one in the
PPE shortage, who knew how to handle it.

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with a true background of, call
it a revenue machine, versus

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let's make some deals mm-hmm.

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And, um, that allowed us to get
very creative in our outreach.

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And hospitals answer the phone, um, a
lot, especially when they need something.

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So, um, it was not shooting fish in
a barrel as the adage goes, but it

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was very much a, an understanding on
how rapid revenue growth and margins

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and understanding operating costs
and, and really the return really

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the first time it fell on me and.

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That was a really interesting time.

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I was commissioned only by the way.

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Warren Zenna: Wow.

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Okay.

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So it was trial by fire every day.

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Yeah.

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So let's talk about this role, right?

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This C r O role.

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Yeah.

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So what, what you think of a chief
revenue officer in your world?

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What do you, how would you
describe it to someone?

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Let's say like you're,
like your grandmother.

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Like what does a CRO do in your

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Steven Schmidt: perspective?

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Make sure that the piggy bank
is always full of ironed.

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Bills and make sure you have
a couple $2 bills in there

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that you hold on for a while.

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Um, just making sure that everything
is in order, that the money coming

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in is healthy and that you're getting
the right kind of money versus.

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money that could leave you soon
cuz you wanna hold onto that money

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that's going to mature over time.

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I e good customers.

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So I would say that my job is, and it got
confused and I will tell you that even

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five years ago, I didn't know, I thought
it was like a new name for the cfo.

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F o mm-hmm.

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. Um, interesting.

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And

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Warren Zenna: so cfo, F O, you
thought it was like a financial sort.

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focused role.

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Steven Schmidt: Yeah.

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The first time I heard,
I saw the term, right?

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Cause I wasn't in the SaaS space, but
Matt Millon, who was my boss at T-Mobile,

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you know, he, he went over to outreach
and I saw revenue, which wasn't being

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tossed around at all like it is now.

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We just called it sales, right?

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Yep.

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And, um, I was like, well,
what is that as Matta C F O?

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And someone was, no, it's
uh, it's the same thing.

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It's just like an inflated
VP of sales title.

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Oh.

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And, and so of course that's
what the mass population thought.

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Yeah.

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And so I thought the same thing.

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I thought, oh, That's just a way to
promote 'em and give 'em a c title.

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Revenue sounds fancy,
but man, was I wrong?

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Uh, the outbound motion, the
inbound motion, the retention

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motion, the operational motion all
falls into you as well as timely

00:10:08.790 --> 00:10:11.580
payments from your customers and,
and really good implementations.

00:10:11.580 --> 00:10:15.390
And so I, I'm also a big fan of rolling
CX a hundred percent up through,

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and I believe that Chris Walker's
theory that revenue should report

00:10:20.400 --> 00:10:21.780
as one organization isn't wrong.

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Warren Zenna: I'm in.

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You know how I feel.

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I do.

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So that's interesting.

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Right.

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So, and you're correct on some,
some things you said, of course.

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But, uh, even though I know that I've
been banging this drum and other people

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have too, I mean, it's not just me, but,
you know, I'm, I'm sure of a loud voice

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and very focused voice on this topic.

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I think the c r o role is coming
in more into focus over the last

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couple of years than I've seen it.

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However, the knee jerk is, let's take
our VP of sales and promote him or her.

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give this person a c title many times
to keep them, to retain them, right?

00:10:53.850 --> 00:10:53.939
Mm-hmm.

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, uh, because by promoting
them, they'll stick around.

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They'll get a title they
like, so everyone's happy.

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And then the other
thing is sometimes it's.

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Private equity or VC wants a C R O
role on the Rolodex or whatever you

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call it, the, the rosters who kind of
create a patina of, you know, we have,

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you know, mature revenue ownership.

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. Mm-hmm.

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, whether or not the role is deployed
correctly or not, sort of seems to

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be secondary to the title and what it
represents to outsiders, and I think

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that's the big miss and I'd curious to
know what your thoughts are on mm-hmm.

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what's the way that you think that
companies need to sort of recalibrate

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that so that like you, it doesn't sort
of like become a C by accident and all of

00:11:39.390 --> 00:11:42.000
a sudden now you have to deal with stuff
as opposed to being more prepared for it?

00:11:42.000 --> 00:11:42.690
I think the CRO

00:11:42.690 --> 00:11:46.230
Steven Schmidt: role is less shortsighted
by a long shot than a any head

00:11:46.230 --> 00:11:47.730
of sales role, simply because it.

00:11:49.445 --> 00:11:50.885
even if it's a bad hire, right?

00:11:51.015 --> 00:11:54.095
And if there's eight to 13 months
or whatever, um, the statistics

00:11:54.095 --> 00:11:56.045
are currently heading into 2023.

00:11:57.005 --> 00:12:00.425
Um, it isn't, uh, it isn't the role
that's gonna come in and make immediate

00:12:00.425 --> 00:12:03.155
impact in one area right there.

00:12:03.160 --> 00:12:05.675
There's gonna be immediate focus
areas that have the lowest hanging

00:12:05.675 --> 00:12:08.345
fruit or the biggest opportunity,
or it's bleeding the most.

00:12:09.464 --> 00:12:13.395
and I think CROs, if you think about like,
let's just use 12 months of square number.

00:12:13.395 --> 00:12:16.185
The first three months, you're trying
to understand the environment, right?

00:12:16.185 --> 00:12:18.974
You might get to execute
for, call it three or four.

00:12:19.545 --> 00:12:23.145
And in that example, the last three
or four months are typically very

00:12:23.744 --> 00:12:25.545
toxic relationships to the C E O.

00:12:25.550 --> 00:12:28.094
A lot of arguing, number, why things
aren't happening the right way and.

00:12:28.995 --> 00:12:31.395
out goes the cro and they go
on to go hire another one.

00:12:31.395 --> 00:12:34.954
When really that function that they wanted
to drive was more of a sales function.

00:12:35.175 --> 00:12:35.415
Yep.

00:12:35.505 --> 00:12:37.814
We need more outbound, we
need more top of funnel.

00:12:37.845 --> 00:12:41.055
Okay, well that falls within the
CROs realm, but it's one thing.

00:12:41.505 --> 00:12:45.495
It doesn't mean that saving money
on non-used SAS components won't

00:12:45.495 --> 00:12:48.405
make you more money than getting
some more top of the funnel.

00:12:48.405 --> 00:12:51.135
So that might be the most
critical thing to drive through.

00:12:51.135 --> 00:12:53.714
Rev ops or sales ops is a, a
really thorough understanding of

00:12:53.714 --> 00:12:55.395
the capital outlay for tech stack.

00:12:56.324 --> 00:12:57.464
. And is it being optimized?

00:12:57.464 --> 00:12:59.625
I mean, if you save 500 bucks
a person a month and you have

00:12:59.625 --> 00:13:00.944
50 sellers, you do the math.

00:13:00.974 --> 00:13:02.444
To me that sounds like a pretty big win.

00:13:02.805 --> 00:13:02.895
Mm-hmm.

00:13:03.344 --> 00:13:06.495
. Um, that's the margin on a nice new
enterprise logo in a lot of cases.

00:13:06.495 --> 00:13:10.425
So that's the function where I
think when you're fully enabled,

00:13:10.425 --> 00:13:11.775
and that'll use the word enablement.

00:13:11.780 --> 00:13:17.204
Cause I think A C E O needs to enable a
cro r o to be able to go and, and kind

00:13:17.204 --> 00:13:18.735
of cruise through the organization.

00:13:19.395 --> 00:13:22.545
And really be the right hand person to
the CEO E o, where a lot of times they

00:13:22.545 --> 00:13:27.735
see it as a battle where a CEO maybe has
that founder ego and they bring in a c o.

00:13:27.735 --> 00:13:29.954
Cause like you said, Warren,
the board said we want that.

00:13:30.525 --> 00:13:33.194
And the ceo, CEO might say,
well I don't want that.

00:13:34.005 --> 00:13:34.155
Right?

00:13:34.155 --> 00:13:37.155
Cuz this is my show and I don't like all
the inspection work that's being done.

00:13:37.185 --> 00:13:37.425
Yep.

00:13:37.964 --> 00:13:38.895
Warren Zenna: So I'm in the
middle of a lot of these

00:13:38.895 --> 00:13:40.395
conversations with people mm-hmm.

00:13:40.635 --> 00:13:43.214
and I'm seeing so many of these
scenarios where, what happens.

00:13:44.190 --> 00:13:48.330
Is someone's looking to move into
the C-suite or they want a C R O

00:13:48.330 --> 00:13:49.560
role, and there's two scenarios.

00:13:49.560 --> 00:13:52.620
One is they're gonna be promoted into
the role in their current company

00:13:52.620 --> 00:13:55.680
or they're gonna go, you know,
leave and go find one elsewhere.

00:13:56.310 --> 00:13:59.730
So in the case where you're being
promoted, you know, you obviously

00:13:59.730 --> 00:14:02.040
have the benefit of having a lot
more data cuz you work there.

00:14:02.045 --> 00:14:04.260
So you know, all the bodies
are buried, so to speak.

00:14:04.470 --> 00:14:04.560
Mm-hmm.

00:14:04.830 --> 00:14:09.209
and it sort of become,  the shift
that's required because if people in

00:14:09.209 --> 00:14:12.180
the company perceive you as a head
of sales and then you all of a sudden

00:14:12.180 --> 00:14:15.000
have a CRO role, you know how it is.

00:14:15.000 --> 00:14:20.640
People are reluctant to want
to view you differently.

00:14:20.640 --> 00:14:23.760
They want to keep you in the bucket
that they're comfortable with, and

00:14:23.760 --> 00:14:26.979
they're gonna continue to engage with
you in the manner that they've been

00:14:26.984 --> 00:14:28.560
used to, and you have to create a.

00:14:29.250 --> 00:14:32.460
Perception of yourself in within
an organization and change the

00:14:32.460 --> 00:14:33.990
scope of your role all of a sudden.

00:14:34.530 --> 00:14:34.770
Yeah.

00:14:34.860 --> 00:14:39.630
You know, you are focusing specifically
on just one channel and now, Magically

00:14:39.630 --> 00:14:41.280
within a week of this new promotion.

00:14:41.280 --> 00:14:44.100
Now you're talking about managing
multiple channels that weren't

00:14:44.100 --> 00:14:45.600
previously per year purview.

00:14:45.990 --> 00:14:46.600
Mm-hmm.

00:14:46.620 --> 00:14:49.470
, if you don't have the support
of your CEO O to do that,

00:14:49.470 --> 00:14:50.910
it's probably not gonna work.

00:14:51.000 --> 00:14:51.180
Right?

00:14:51.240 --> 00:14:51.630
Yeah.

00:14:51.750 --> 00:14:52.240
Steven Schmidt: Yeah.

00:14:52.240 --> 00:14:54.360
And if you're, if you're CEOs
part the issue, I'm seeing

00:14:54.449 --> 00:14:55.920
the, the, um, cac, right?

00:14:55.920 --> 00:15:00.090
I mean is the, the most infamous
term in sort of how companies

00:15:00.090 --> 00:15:01.439
are evaluating themselves.

00:15:01.439 --> 00:15:06.405
And I think that also, . You know, I've
seen bootstrapped companies really, they

00:15:06.405 --> 00:15:09.885
start to measure cac, but you're measuring
it so early on, Warren, that, I mean,

00:15:09.885 --> 00:15:14.385
as you grow the model of, of progression
through funding naturally as CAC really

00:15:14.385 --> 00:15:18.825
inflated at first and then getting to
a targeted CAC number in time, right?

00:15:18.825 --> 00:15:20.865
Because you're gonna bring
on a lot of costs at first.

00:15:20.865 --> 00:15:24.525
Like there's a lot of companies right
now, early stage call it series A

00:15:24.525 --> 00:15:27.675
companies that have a five and a half
year payback period for a customer, right?

00:15:27.765 --> 00:15:28.395
Obviously.

00:15:29.055 --> 00:15:32.565
But if a bootstrap founder reads an
article on CAC on LinkedIn and goes the

00:15:32.565 --> 00:15:37.545
next day and goes, wait a second, our CACs
$60,000, you're fired, doesn't understand

00:15:37.550 --> 00:15:40.485
the economics of how this thing plays out.

00:15:40.485 --> 00:15:44.295
And that's probably what I see more
than anything is a lot of CEOs are

00:15:44.300 --> 00:15:47.355
so eager to still grow, even in this
macro economy where they haven't

00:15:47.355 --> 00:15:51.735
really buckled down and said in a more
mature path, where you see a lot of the

00:15:52.135 --> 00:15:53.265
progression of companies that I really.

00:15:54.450 --> 00:15:57.540
I'll, I'll give an example of one
of probably 10 scratch pad, right?

00:15:57.900 --> 00:15:57.990
Mm-hmm.

00:15:58.530 --> 00:16:01.620
kind of quietly out there growing
really quietly in the background.

00:16:01.620 --> 00:16:02.790
ORMs another one, right?

00:16:02.790 --> 00:16:06.450
Picking up customers over
time, but not racing towards a

00:16:06.450 --> 00:16:08.070
hundred million exit next year.

00:16:08.100 --> 00:16:10.560
Nor do they have the tam
that supports that yet.

00:16:11.130 --> 00:16:15.060
And so I think that there is so much
out there now because it's still

00:16:15.065 --> 00:16:20.430
new, uh, that really, that opens up
a conversation where, , there can

00:16:20.435 --> 00:16:23.819
be a lot more room for understanding
things like that, like cac, right?

00:16:23.819 --> 00:16:27.870
Which is a good c r o metric to, to,
to look at versus a EP of sales who

00:16:28.349 --> 00:16:29.910
can support one of the functions of.

00:16:30.690 --> 00:16:36.540
the cost of acquisition, but doesn't
own the whole cost, because now A C R O

00:16:36.540 --> 00:16:39.360
has to look at what channel am I getting
the outputs through, and if it's, or

00:16:39.390 --> 00:16:42.000
you know, if it's demand and I'm putting
a lot of money into paid, now I'm, I'm

00:16:42.000 --> 00:16:45.180
responsible to say, let's reallocate
that money and find a better channel.

00:16:45.840 --> 00:16:45.930
Mm-hmm.

00:16:46.320 --> 00:16:48.030
, VP of sales didn't do that in the past.

00:16:48.030 --> 00:16:50.880
You have five sellers and one
doesn't work out, you replace 'em.

00:16:50.880 --> 00:16:53.220
Right now you're trying to get
80% of your team to hit quota,

00:16:53.940 --> 00:16:55.620
and so you're, you're also.

00:16:56.025 --> 00:16:58.215
Likely not to get any training
from your company, Warren.

00:16:58.215 --> 00:16:58.485
Right.

00:16:58.485 --> 00:17:01.635
And so things like what you are doing
and you know, people who are awesome,

00:17:01.635 --> 00:17:05.145
like Mary Grothy outta Denver, who
really support sort of, you know,

00:17:05.145 --> 00:17:08.655
various movements of CROs, whether
it's at Pavilion or working with you

00:17:08.655 --> 00:17:12.255
or working with various groups, is
that's really the only area they can get

00:17:12.260 --> 00:17:15.295
education on CROs, cuz they're probably
not gonna get her from their c E O.

00:17:16.004 --> 00:17:17.534
If it's a first time C role.

00:17:17.564 --> 00:17:17.774
Yeah.

00:17:18.284 --> 00:17:18.824
Warren Zenna: Agreed.

00:17:19.425 --> 00:17:21.854
And thank you for including me
in those, with those people.

00:17:21.854 --> 00:17:22.274
Of course.

00:17:22.274 --> 00:17:26.145
So here's the way I look at it is, and
you're a hundred percent correct, is that,

00:17:26.774 --> 00:17:31.004
and what we're trying to do here, aside
from supporting Chief Revenue Officers, is

00:17:31.010 --> 00:17:35.774
to support CEOs so that they do have the,
the tools needed to support their CROs.

00:17:35.774 --> 00:17:36.774
I, mm-hmm.

00:17:36.854 --> 00:17:39.014
, you know, I sort of weirdly, I mean,
it's been weird analogy, but I sort

00:17:39.014 --> 00:17:42.675
of look at it like your first child,
you, you don't know what you're doing.

00:17:43.334 --> 00:17:44.445
You know, you're making it up.

00:17:44.445 --> 00:17:47.054
I mean, you read a lot of books
and you know, you have some kind

00:17:47.054 --> 00:17:50.594
of maybe empirical knowledge of
what it think, you think raising

00:17:50.594 --> 00:17:52.034
a kid's like, but you don't know.

00:17:52.034 --> 00:17:52.905
Cause you never had one.

00:17:53.235 --> 00:17:55.574
So that first one is the Guinea
pig and it's always the third or

00:17:55.574 --> 00:17:57.915
fourth kid if you have a lot of 'em,
that they get the best upbringing.

00:17:57.915 --> 00:18:00.524
Cuz you figured it all out, you realize
you don't really gotta pay as much

00:18:00.524 --> 00:18:01.784
attention to 'em as you thought you did.

00:18:01.784 --> 00:18:03.284
They, they're just fine, you know?

00:18:03.445 --> 00:18:03.935
Yeah.

00:18:03.955 --> 00:18:08.534
And, and you know, and it, it's
sort of like, um, uh, CEO's

00:18:08.540 --> 00:18:11.865
first c o is a crash test.

00:18:13.170 --> 00:18:13.950
for the company.

00:18:14.940 --> 00:18:18.030
So I, I say this, I said this to
a customer, my mind, client of

00:18:18.030 --> 00:18:21.000
mine yesterday is, you know, do
you want to be a crash desk dummy?

00:18:21.000 --> 00:18:25.080
How do you sort of ensure that they
don't just take a look at the, you

00:18:25.085 --> 00:18:28.080
know, skull fractures that you have
after a year and say, all right,

00:18:28.110 --> 00:18:31.200
well we should probably buckle 'em in
better this time, next time around.

00:18:31.200 --> 00:18:31.751
That kind of thing.

00:18:32.220 --> 00:18:32.340
Yeah.

00:18:32.340 --> 00:18:34.889
And, um, that's part of the job,
as you said already, you made

00:18:34.889 --> 00:18:36.180
it really like articulated it.

00:18:36.930 --> 00:18:37.890
It's a complex job.

00:18:38.790 --> 00:18:39.400
Mm-hmm.

00:18:39.480 --> 00:18:40.350
, and it has so many components.

00:18:40.350 --> 00:18:45.150
It's financial, it's data
management, it's people management,

00:18:45.155 --> 00:18:47.010
it's operational management.

00:18:47.015 --> 00:18:51.870
It's strategic, you know, I mean, very
specifically sort of talented people

00:18:52.050 --> 00:18:58.080
thrive in this role because they have
a talent stack that's a combination of

00:18:58.080 --> 00:19:01.320
art and science, and most people are
kind of built either one or the other.

00:19:02.500 --> 00:19:06.790
And the other one too is, uh, you know,
having the resources and the flexibility

00:19:07.030 --> 00:19:10.480
of knowing your profile types, that
when you take the job, you're in a

00:19:10.880 --> 00:19:13.375
position to say, okay, well I'm more
of a scientist than I am an artist,

00:19:13.720 --> 00:19:17.260
so I need to hire people that can kind
of compensate for my lack of artistry,

00:19:17.260 --> 00:19:18.640
which is perfectly appropriate, right?

00:19:18.640 --> 00:19:19.030
It's fine.

00:19:19.035 --> 00:19:21.070
You're not gonna find someone
who's magical unicorn.

00:19:21.230 --> 00:19:24.340
It's gonna be places that they need
support, but how do you put that team

00:19:24.340 --> 00:19:27.850
together to make sure that that person
gets the right resource allocation?

00:19:27.940 --> 00:19:28.930
And talent that they need.

00:19:28.930 --> 00:19:29.020
Mm-hmm.

00:19:29.425 --> 00:19:32.260
. And these are tough things because
like you said, you've never

00:19:32.260 --> 00:19:34.060
given enough runway do this job.

00:19:34.060 --> 00:19:34.720
There's no way.

00:19:34.720 --> 00:19:37.030
I mean, they want results fast.

00:19:37.720 --> 00:19:41.530
And even that three month window that
you mentioned to try and just learn

00:19:41.530 --> 00:19:45.325
what's going on, that's hard to do
because to dig into the data, , it

00:19:45.325 --> 00:19:46.345
takes more than three months.

00:19:46.345 --> 00:19:48.295
So you get a superficial
understanding of what's going on.

00:19:48.295 --> 00:19:50.125
So you don't really work
from, um, the truth.

00:19:50.125 --> 00:19:52.915
You're working from an opinion
or an assessment of, of things.

00:19:53.215 --> 00:19:53.575
Yeah.

00:19:53.665 --> 00:19:56.515
So what do you, what, what would
you suggest then, let's say

00:19:56.515 --> 00:19:58.045
you're thinking about a C E O.

00:19:58.430 --> 00:19:58.885
. Mm-hmm.

00:19:58.970 --> 00:20:01.335
, who right now listening to
this is thinking about hiring

00:20:01.335 --> 00:20:02.895
their first c o mm-hmm.

00:20:03.135 --> 00:20:07.605
. What might be a way that you think A C
E O would best suit themselves to ensure

00:20:07.605 --> 00:20:09.615
that that hire, which is expensive mm-hmm.

00:20:09.855 --> 00:20:11.715
and risky be, is

00:20:11.715 --> 00:20:12.315
Steven Schmidt: successful?

00:20:12.375 --> 00:20:15.735
I would model a company I admire
and call that person up and

00:20:15.740 --> 00:20:16.785
I'd say, how did you do it?

00:20:16.785 --> 00:20:21.105
And because I, I've learned that
intuition, especially with people, and I

00:20:21.105 --> 00:20:22.725
use people because we're people, right.

00:20:22.725 --> 00:20:26.445
And so, um, you're, you're probably not
gonna hire somebody you don't know or.

00:20:27.825 --> 00:20:28.665
. I mean, that would be weird.

00:20:28.665 --> 00:20:32.205
I mean, I don't see a lot of
CROs hired off of a LinkedIn job

00:20:32.205 --> 00:20:33.285
posting, I'll put it that way.

00:20:33.585 --> 00:20:33.675
Mm-hmm.

00:20:33.945 --> 00:20:38.175
. Um, now I, I wish, I wish there was, I
guess, because that'd be a better way to

00:20:38.175 --> 00:20:39.705
make sure everybody's being taken care of.

00:20:39.705 --> 00:20:41.535
But you're, it's a trust thing.

00:20:42.585 --> 00:20:45.435
And I think the trust thing is the
thing that people look at today and

00:20:45.435 --> 00:20:46.965
go, okay, now I've got the trust.

00:20:46.965 --> 00:20:51.435
But they're not looking at the
skill set and saying, oh, pardon

00:20:51.435 --> 00:20:52.905
me, Warren's more of a scientist.

00:20:52.910 --> 00:20:53.745
Steve is more of an artist.

00:20:53.745 --> 00:20:54.315
Hey, they're both.

00:20:55.260 --> 00:20:56.100
What do we need?

00:20:56.670 --> 00:20:57.000
Yeah.

00:20:57.240 --> 00:20:59.100
And then who do we need to
surround that person with?

00:20:59.100 --> 00:21:00.480
I am more of an artist, right?

00:21:00.480 --> 00:21:03.450
I'm the Sierra who will go down to
the trenches and focus on messaging.

00:21:04.350 --> 00:21:08.160
Um, because I believe in that and
that's where I, I know the most, Warren.

00:21:08.160 --> 00:21:10.740
So like your New Year's resolution,
like I run to the thing I know

00:21:10.740 --> 00:21:11.820
the most and love the most.

00:21:11.825 --> 00:21:16.680
And, and like for example, like discovery
and disco doesn't mean I'm bad at it

00:21:16.680 --> 00:21:18.149
or doesn't mean I'm bad at teaching it.

00:21:18.149 --> 00:21:21.629
It just means that that's my area of.

00:21:22.410 --> 00:21:25.530
I'm, I'm okay being up
above average at that.

00:21:26.595 --> 00:21:30.165
, I don't wake up and listen to podcasts
about the perfect discovery call

00:21:30.675 --> 00:21:34.185
because I'd rather hire somebody to
make sure that that's happening well,

00:21:34.185 --> 00:21:38.504
or making sure you're hiring, you know,
somebody in rev op that can support

00:21:38.504 --> 00:21:39.855
the structure of operating a person.

00:21:39.885 --> 00:21:44.385
Uh, a great discovery call, like when
I onboarded here at Reggie, it was very

00:21:44.385 --> 00:21:49.185
apparent they wanted that disco demo
done In 52 minutes, you got 13 minutes

00:21:49.185 --> 00:21:52.514
for disco, 12 minutes on V1 of the demo.

00:21:52.935 --> 00:21:55.965
16 minutes on b2 and then about
seven minutes for conversation.

00:21:56.595 --> 00:21:59.775
I was blown away at how they had
that scientifically nailed out in

00:21:59.775 --> 00:22:03.195
such an early stage company and,
and the why behind that one, right?

00:22:03.200 --> 00:22:03.455
Mm-hmm.

00:22:03.695 --> 00:22:10.125
, which is, okay, so regardless of what
you are addicted to from your disco demo

00:22:10.125 --> 00:22:14.625
standpoint of it needs to be one or both
combined, they've realized that that

00:22:14.625 --> 00:22:18.465
shortens a sales cycle and eliminates
a, a, a nice to have, which Reggie is

00:22:18.465 --> 00:22:19.755
perceived as a nice to have, right?

00:22:19.855 --> 00:22:20.095
Mm.

00:22:20.564 --> 00:22:23.385
from getting two weeks of
space between the next meeting

00:22:23.385 --> 00:22:24.615
because it's sure to flop then.

00:22:24.615 --> 00:22:24.855
Right.

00:22:24.855 --> 00:22:27.705
And they did a great job of recognizing
that, keep the momentum up early.

00:22:28.395 --> 00:22:31.395
And I think that was the
first time I can say the last.

00:22:32.520 --> 00:22:34.200
two decades I've seen that done.

00:22:34.890 --> 00:22:36.780
It doesn't mean it doesn't
happen at other companies, but

00:22:36.780 --> 00:22:38.190
that's a revenue function, right?

00:22:38.190 --> 00:22:42.450
You're preserving the investment
of the hour block of time that

00:22:42.455 --> 00:22:44.670
you could be doing anything else
with your team and that customer.

00:22:44.670 --> 00:22:47.490
And when you really like to isolate
it down, then your, the CRM goes,

00:22:47.490 --> 00:22:49.170
well, what is a qualified customer?

00:22:49.350 --> 00:22:51.240
And they're gonna look at you,
Warren and go, what do you think?

00:22:51.810 --> 00:22:51.930
Mm-hmm.

00:22:52.710 --> 00:22:54.300
. And you'll say, well,
how have you done it?

00:22:54.300 --> 00:22:54.660
Typical.

00:22:55.590 --> 00:22:57.000
and they'll say, geez,
Warren, I don't know.

00:22:57.000 --> 00:23:00.330
Like the deal stages are all over and,
and, and so you'll start from scratch,

00:23:00.330 --> 00:23:01.830
but you're in the middle of a war.

00:23:02.190 --> 00:23:02.400
Yep.

00:23:02.460 --> 00:23:05.370
Trying to pick up the pieces and
show people what you can do with

00:23:05.370 --> 00:23:06.570
somebody else's dead bodies.

00:23:06.570 --> 00:23:08.970
It's not the best place to be.

00:23:08.970 --> 00:23:12.630
So I think what I would do is
articulate very strongly that for

00:23:12.630 --> 00:23:15.480
the first three months, I'm not
gonna judge you on any performance.

00:23:15.480 --> 00:23:16.620
You need to show up.

00:23:17.160 --> 00:23:19.710
I'm gonna judge you on your
ability to report back to me the

00:23:19.710 --> 00:23:20.850
current state of all business.

00:23:21.765 --> 00:23:23.685
You have 90 days to do it, good luck.

00:23:24.555 --> 00:23:27.105
And then the next 90 days I'm gonna
say, okay, what do you want to change?

00:23:27.105 --> 00:23:30.045
What are the first three things that
we can actually agree on tackling?

00:23:30.045 --> 00:23:32.925
And then I'm gonna judge you on how
well you execute that the next 90 days.

00:23:33.225 --> 00:23:33.315
Mm-hmm.

00:23:33.555 --> 00:23:36.975
. And I would like say that first year
you're really earning the next 90 days

00:23:36.975 --> 00:23:39.975
by doing the simple things, if you have
the right pairing and the understanding.

00:23:40.575 --> 00:23:44.265
And so that's what I would do because
now you sort of are looking at

00:23:44.265 --> 00:23:46.575
seasons in Mary growth's words versus.

00:23:47.565 --> 00:23:50.175
A forever thing where if Warren
can't get it by month four,

00:23:50.175 --> 00:23:51.254
we gotta get somebody else.

00:23:52.245 --> 00:23:54.835
And then each season you might
say, well they did terrible

00:23:54.835 --> 00:23:55.500
and two, but really good.

00:23:55.635 --> 00:23:59.115
And two, we should probably work on
improving that one area higher around it.

00:23:59.115 --> 00:24:01.695
But gosh darn it, let's
not crush this momentum.

00:24:01.700 --> 00:24:02.504
It's been nine months.

00:24:02.504 --> 00:24:04.215
The team likes him or her.

00:24:04.875 --> 00:24:07.515
And so that's the kind of momentum
that I think the, you know, when you're

00:24:07.754 --> 00:24:10.515
looking at the burn rates, they're not
including the damage that that quick

00:24:10.545 --> 00:24:12.345
hire and Unhi does to an organization.

00:24:12.870 --> 00:24:13.860
Millions of dollars.

00:24:13.860 --> 00:24:14.400
Collaterally.

00:24:14.490 --> 00:24:15.330
It's a big, big

00:24:15.330 --> 00:24:15.629
Warren Zenna: hire.

00:24:15.660 --> 00:24:16.170
It is.

00:24:16.860 --> 00:24:19.800
It's not just the amount of money you're
gonna spend on this person, it's also the

00:24:19.800 --> 00:24:23.310
implications of the outcomes that you want
this person to produce for the business.

00:24:23.310 --> 00:24:25.890
So, you know, if you add all
that stuff up, you know it's

00:24:25.890 --> 00:24:28.260
millions of dollars in many cases.

00:24:28.500 --> 00:24:28.800
Yeah.

00:24:29.280 --> 00:24:31.980
And uh, I like the formula you laid out.

00:24:31.980 --> 00:24:35.580
I think it's, it's, it's a smart kind
of framework, which is there's sort

00:24:35.580 --> 00:24:39.210
of a discovery phase and then there's
sort of a, a visionary planning

00:24:39.210 --> 00:24:41.070
phase and there's an execution phase.

00:24:41.895 --> 00:24:45.525
and, and I, I think that it's,
that, it's that initial 90 to, I'd

00:24:45.525 --> 00:24:50.355
say 90 to 180 days that I think
the Cro o's future is determined.

00:24:51.000 --> 00:24:51.300
Yeah.

00:24:51.630 --> 00:24:55.740
You know, the, uh, intestinal fortitude
of A C E O that allows their c to

00:24:55.740 --> 00:24:58.380
have that amount of time to do the
due diligence without pulling them

00:24:58.380 --> 00:25:00.510
out of that and saying, all right,
I need you to get in the trenches.

00:25:00.660 --> 00:25:01.680
I, this is enough already.

00:25:01.685 --> 00:25:02.460
Yeah, yeah.

00:25:02.460 --> 00:25:04.770
It's pretty much over at that
point, because now you're, you're,

00:25:05.100 --> 00:25:08.510
you're essentially being told, all
right, you know, I, I really can't.

00:25:08.875 --> 00:25:11.575
I can't afford the time to give you the
amount of intelligence that you need.

00:25:11.575 --> 00:25:13.825
I need you to get in the trenches
because I'm, I'm, I'm getting

00:25:13.825 --> 00:25:15.205
screwed here by my by board.

00:25:15.865 --> 00:25:18.325
You know, when that happens, it,
it, it, it's an indicator that

00:25:18.325 --> 00:25:22.585
the CEO sort of maybe had a loose
understanding of what was necessary,

00:25:22.590 --> 00:25:26.064
but didn't have the fortitude to
stick through it and have your back.

00:25:26.725 --> 00:25:30.145
I think the relationship between the C
and a CEO is so critically important.

00:25:30.145 --> 00:25:33.504
It's almost to the point where
if, um, and I tell this to all my

00:25:33.504 --> 00:25:37.554
clients, if you're interviewing
for a CRO role, e getting to know.

00:25:38.189 --> 00:25:42.239
How your c e o thinks and what
the relationship you're gonna have

00:25:42.239 --> 00:25:44.850
is gonna tell you every single
thing you need to know about how

00:25:44.850 --> 00:25:46.530
the next first year is gonna go.

00:25:46.679 --> 00:25:49.469
And you can ask about 12 questions
that will get you pretty much

00:25:49.475 --> 00:25:50.760
the best answers you can get.

00:25:50.939 --> 00:25:55.409
And you'll know whether or not this is
gonna be either a, a ruck, a bumpy ride,

00:25:55.415 --> 00:25:57.500
or you've got someone who's got your back.

00:25:58.295 --> 00:25:58.905
. Mm-hmm.

00:25:59.145 --> 00:26:02.625
. And then you get investors involved,
you know, whom have their own agendas

00:26:02.625 --> 00:26:04.065
and a lot of control, you know?

00:26:04.065 --> 00:26:04.125
Yeah.

00:26:04.875 --> 00:26:06.345
Is it a board led company?

00:26:06.345 --> 00:26:07.815
Is it a product led company?

00:26:07.815 --> 00:26:09.435
Is it a founder led company?

00:26:09.435 --> 00:26:11.595
Is it a visionary led company?

00:26:11.595 --> 00:26:14.685
I mean, these are all important
questions cuz the CRO is gonna be, uh,

00:26:14.775 --> 00:26:16.665
so more affected by that than anybody.

00:26:16.670 --> 00:26:16.985
Mm-hmm.

00:26:17.295 --> 00:26:19.335
. So these are critical things.

00:26:19.725 --> 00:26:23.685
So I wanna switch gears for a
sec cuz um, you know, uh, you,

00:26:23.685 --> 00:26:25.125
you've made some recent switches.

00:26:25.125 --> 00:26:26.685
I know you're working in the AI space.

00:26:27.315 --> 00:26:27.525
Yeah.

00:26:27.825 --> 00:26:29.475
I'm really curious to know
what your thoughts are on that.

00:26:29.505 --> 00:26:31.695
I mean, I, I know we're really
moving to a different topic, but

00:26:31.695 --> 00:26:35.715
I'm fascinated because the amount
of stuff I'm seeing about AI, and

00:26:35.720 --> 00:26:36.855
I've always been interested in it.

00:26:36.915 --> 00:26:37.995
I, I think it's just mm-hmm.

00:26:38.075 --> 00:26:42.315
, it's hit a sort of a, a crescendo
recently with Jack Chief, P T T P,

00:26:42.315 --> 00:26:43.515
which I've been playing around with.

00:26:44.490 --> 00:26:46.800
um, I, you know, I know
all the hype is there.

00:26:46.800 --> 00:26:50.159
I understand that people like shiny new
things, but you know, I am seeing some

00:26:50.159 --> 00:26:53.070
really clever stuff being done with
it, and it's only gonna accelerate.

00:26:53.070 --> 00:26:57.149
So I'm just curious to know, like, where
you are in your workings and even maybe

00:26:57.149 --> 00:26:58.620
in the role of a Chief Revenue Officer.

00:26:58.679 --> 00:26:59.939
What is, yeah, I don't know.

00:26:59.945 --> 00:27:03.330
What, what are you prognosticate here
that AI is gonna play in the role

00:27:03.330 --> 00:27:04.740
of revenue operations going forward?

00:27:04.740 --> 00:27:04.830
Well,

00:27:04.830 --> 00:27:06.780
Steven Schmidt: I see a lot of
funding going to it right now, which

00:27:06.780 --> 00:27:12.195
is, um, always exciting to know as
we're, um, Reporting better news

00:27:12.195 --> 00:27:14.865
on the current inflation rate and
the recession and things like that.

00:27:14.865 --> 00:27:19.665
It's, it's, it's nice to see that, you
know, companies are still getting funded

00:27:19.665 --> 00:27:23.895
every day, um, especially in the AI
space and, and there's no secret, right.

00:27:23.900 --> 00:27:26.205
We all can feel the
untapped potential of this.

00:27:26.205 --> 00:27:26.415
Right.

00:27:26.415 --> 00:27:31.800
Is, um, in, in Bostonian words,
it is a fever pitch and, um, . I

00:27:31.800 --> 00:27:35.760
think most people are as scared of
it as they are enlightened by it.

00:27:35.760 --> 00:27:38.760
I had a demo this morning with a
gentleman from India, very smart guy,

00:27:38.760 --> 00:27:40.860
very great company, awesome product.

00:27:42.120 --> 00:27:44.460
And I said, here is what
I did to prep for you.

00:27:44.460 --> 00:27:47.850
And I brought up the personality ai, and
then I talked about how that parlays into

00:27:47.855 --> 00:27:54.389
the personalization and, and what it said
was so, so good  that I even stopped.

00:27:54.389 --> 00:27:57.659
And I just said, I'm gonna be honest,
this is the best generated first

00:27:57.659 --> 00:27:59.610
line of a cold email I've ever seen.

00:28:01.635 --> 00:28:03.735
Reggie put out and he goes, yeah,
this is, he goes, I don't know

00:28:03.735 --> 00:28:04.875
how they would know that about me.

00:28:06.615 --> 00:28:08.024
And he's in the AI space.

00:28:08.054 --> 00:28:11.355
And, and then we got into talking
about like, so there's all this,

00:28:11.895 --> 00:28:13.274
this information out there, right?

00:28:13.485 --> 00:28:18.975
Wikipedia is 0.06% of it that's
available in the open AI architecture,

00:28:18.980 --> 00:28:22.064
which is now gonna be Microsoft if
I understand everything correctly.

00:28:23.054 --> 00:28:27.135
Um, what's really interesting
to me is you or I today, Warren

00:28:27.135 --> 00:28:28.905
could, if we wanted to go.

00:28:29.715 --> 00:28:32.295
Start conditioning our own AI library.

00:28:32.295 --> 00:28:33.945
Just go to open AI and
you buy some credits.

00:28:33.945 --> 00:28:37.215
And I did it the other day and I was
like, okay, I don't know what I'm doing.

00:28:37.395 --> 00:28:38.685
I'll never learn that, by the way.

00:28:38.685 --> 00:28:42.375
But I was curious, I think in the
function that it will serve primarily

00:28:42.375 --> 00:28:44.805
in sales is you're gonna see a lot
of what you see right now, which

00:28:44.805 --> 00:28:47.075
is, you know, messaging, finance.

00:28:47.775 --> 00:28:50.565
You know, can I find the easiest
thing and populate it for you

00:28:50.565 --> 00:28:51.585
in a short amount of time?

00:28:52.005 --> 00:28:54.495
And that's gonna be enough
of the magic factor chat.

00:28:54.495 --> 00:28:59.295
G P T four will be released, which is,
um,  something like a hundred thousand

00:28:59.295 --> 00:29:00.825
times bigger than chat G p T three.

00:29:01.095 --> 00:29:04.575
And that's I think, when people are
going to be wowed because people who are

00:29:04.575 --> 00:29:06.525
prepping for that release now mm-hmm.

00:29:06.765 --> 00:29:09.945
are giving them chat, g p t three,
and they're, they're enamored and

00:29:09.945 --> 00:29:13.035
they're going, wait a second, we
haven't shown you anything yet.

00:29:13.095 --> 00:29:16.425
Like the ability for me to be able to
spin up a picture of Warren drinking a cup

00:29:16.425 --> 00:29:18.315
of coffee next to his car in his drive.

00:29:19.710 --> 00:29:23.970
at 7 42 in the morning with a pensive
look and generating an image like that.

00:29:23.970 --> 00:29:25.110
That's when it gets interesting.

00:29:25.650 --> 00:29:28.140
And that's when it quite frankly
gets, uh, very frightening too,

00:29:28.140 --> 00:29:30.540
because now you're looking at how
do you protect that information?

00:29:31.050 --> 00:29:33.480
And I'm glad to see some of
the regulations out there and

00:29:33.480 --> 00:29:35.640
it'll be interesting to see
how this plays out in sales.

00:29:36.090 --> 00:29:39.360
But I know in the news they're
pushing, for example, if AI generated

00:29:39.360 --> 00:29:41.970
something, they will need to highlight
that text and be very clear that

00:29:41.970 --> 00:29:44.760
this was AI and this was a person.

00:29:44.765 --> 00:29:45.810
So you start to understand.

00:29:47.100 --> 00:29:51.600
AI opinions by lack of
understanding and versus human

00:29:51.600 --> 00:29:52.830
because it can be very confusing.

00:29:52.830 --> 00:29:58.560
Now as it relates to sales, I think
that um, there are not budgets today

00:29:58.560 --> 00:30:02.909
created for AI Warren, and as you
know, um, there's probably a lot of c

00:30:02.940 --> 00:30:05.970
cvs and VPs running their boss going,
we've gotta have this right now.

00:30:05.970 --> 00:30:06.960
We've gotta have this tool.

00:30:06.960 --> 00:30:08.340
It's gonna change the way we do business.

00:30:08.340 --> 00:30:10.320
And fundamentally, we all
know that that's not true.

00:30:10.860 --> 00:30:13.560
Gong, which is one of the most
impressive software suites out.

00:30:14.730 --> 00:30:16.530
was a must have for me three years ago.

00:30:16.530 --> 00:30:18.750
I said, this is gonna change
the way we fundamentally do

00:30:18.750 --> 00:30:20.190
one-on-ones in funnel reviews.

00:30:21.120 --> 00:30:25.800
Two weeks later, I was so busy I
forgot that that was a function

00:30:25.805 --> 00:30:28.140
that I wanted to do because I
couldn't fit into my workflow.

00:30:28.145 --> 00:30:32.610
I didn't have the rev op to support that
function, and we probably invested, you

00:30:32.610 --> 00:30:36.360
know, 30, $40,000 in a software that
truly we never got the value out of.

00:30:36.360 --> 00:30:37.770
Not because it doesn't have it.

00:30:38.580 --> 00:30:42.300
but because we couldn't extract it,
and I always just remind myself, unless

00:30:42.300 --> 00:30:47.370
the organization's able to extract the
value, time to value, especially in

00:30:47.370 --> 00:30:51.870
today's economy, and that's a great
CRO term, is you better be damn quick.

00:30:52.260 --> 00:30:55.950
It better not be a, oh, just wait
Warren, it takes four to six months.

00:30:56.430 --> 00:30:59.670
You want to implement something that
can save you money as quickly as

00:30:59.670 --> 00:31:01.800
it can make you money, and I think
that's where AI is gonna have the

00:31:01.800 --> 00:31:04.740
biggest advantage is, Hey, I could
replace with this, this, with that.

00:31:05.939 --> 00:31:09.270
and particularly in the SD R model
today, you know, you're using headcount

00:31:09.270 --> 00:31:13.560
and a predictable model in a lot of
shops still knowing that I could have

00:31:13.560 --> 00:31:18.780
the power to upload and personalize
a thousand emails in an hour and make

00:31:18.780 --> 00:31:21.929
AI voice calls and only queue up my
best callers, which nobody's talking

00:31:21.929 --> 00:31:24.750
about, that which is gonna be the real
kick in the face for a lot of people.

00:31:24.780 --> 00:31:25.080
Hmm.

00:31:25.230 --> 00:31:26.399
Because it's really good.

00:31:27.060 --> 00:31:30.270
I can now automate from a rev op
and I could have a very successful a

00:31:30.270 --> 00:31:31.889
hundred million company with a very.

00:31:33.150 --> 00:31:36.210
, call it top of funnel, human
flesh staff department.

00:31:36.210 --> 00:31:38.490
And I could have rev ops running
the majority of that motion.

00:31:38.880 --> 00:31:41.550
And Conversica gave us all a preview
of that about three years ago.

00:31:41.550 --> 00:31:45.690
That's what I deployed in the p e, is we
were just weaving in virtual agents and

00:31:45.690 --> 00:31:49.590
doing handoffs to the reps if and when
certain words were picked up with AI to

00:31:49.590 --> 00:31:53.610
say, this warrants me introducing Warren
because he can answer your question.

00:31:54.180 --> 00:31:57.750
And so we looked like about 600
reps when we really had, you know,

00:31:58.555 --> 00:31:58.915
Mm-hmm.

00:31:59.000 --> 00:32:00.825
because we are weaving in
all these virtual agents.

00:32:00.825 --> 00:32:05.535
So I think that we'll see that and now
people who want to post about what is

00:32:05.535 --> 00:32:08.385
or isn't a good cold-call opener will
have to find something else to post

00:32:08.385 --> 00:32:08.625
Warren Zenna: about.

00:32:08.655 --> 00:32:09.675
Yeah, you're right about that.

00:32:09.735 --> 00:32:10.965
It is something to post about.

00:32:11.085 --> 00:32:11.325
Yeah.

00:32:11.385 --> 00:32:13.725
You know, we made a couple good
points here I wanna chat about.

00:32:13.725 --> 00:32:14.325
It's really interesting.

00:32:14.330 --> 00:32:17.625
So one is workflow cuz
it's so true, right?

00:32:17.625 --> 00:32:21.645
Ultimately the more tools we get, they're
only as good as our ability to fit

00:32:21.645 --> 00:32:23.235
them into what we're doing, you know?

00:32:23.355 --> 00:32:23.475
Yeah.

00:32:23.535 --> 00:32:25.875
Ultimately, I think these
things find their sort.

00:32:26.970 --> 00:32:29.670
place in the system, but
it takes a long time.

00:32:29.820 --> 00:32:30.650
People are mm-hmm.

00:32:30.730 --> 00:32:31.920
, it's hard to bake new things in.

00:32:31.920 --> 00:32:37.320
So I think that the friction is always
gonna be how do we get what we're doing

00:32:37.800 --> 00:32:42.960
to be baked into a process so that it
becomes, you know, necessary or required.

00:32:43.200 --> 00:32:43.290
Mm-hmm.

00:32:43.710 --> 00:32:46.710
, um, to your point that you said
after that, which is that it, it

00:32:46.710 --> 00:32:49.935
helps to,  quickly and expand.

00:32:50.805 --> 00:32:54.165
I think that's gonna be something that's
going to be very attractive to companies

00:32:54.165 --> 00:32:59.055
whom right now are saying, boy, if I can
make my 20 people look like a hundred

00:32:59.055 --> 00:33:02.775
people that sign me up for that because
I don't, I can't afford a hundred people.

00:33:03.405 --> 00:33:03.555
Yeah.

00:33:03.975 --> 00:33:07.275
So there is gonna be a sort of
efficiency play, but my concern around

00:33:07.275 --> 00:33:10.425
this, and I'm having a lot of, that's
why we even had the SDR debate that

00:33:10.425 --> 00:33:11.625
we had last year in the first place.

00:33:11.805 --> 00:33:12.225
Mm-hmm.

00:33:12.226 --> 00:33:14.805
is, you know, these tools
sort of become just.

00:33:16.485 --> 00:33:19.125
Enablers of spam fests, you know?

00:33:19.145 --> 00:33:19.465
Mm-hmm.

00:33:19.544 --> 00:33:23.745
, I mean, if I know that I have a machine
that can crank out more emails and posts

00:33:23.745 --> 00:33:28.845
and stuff, well then I'm gonna send more
emails and posts, and the customer seems

00:33:28.845 --> 00:33:32.625
to be the last person we think about
in relation to these tools, because

00:33:32.625 --> 00:33:37.155
ultimately they're gonna be the ones who
are gonna be the, uh, recipients of even.

00:33:38.375 --> 00:33:41.054
Distracting messages, you know, and Okay.

00:33:41.054 --> 00:33:43.784
I mean, maybe they may end up, end
up being more effective or more,

00:33:43.875 --> 00:33:46.845
more, more persuasive, which, okay.

00:33:47.355 --> 00:33:52.274
But I, I'm sure like you, the amount
of inbound I get on a day-to-day

00:33:52.274 --> 00:33:54.585
basis is overwhelming at this point.

00:33:54.645 --> 00:33:59.475
And yeah, um, so much of it is
wrong, even if it's well-written.

00:33:59.595 --> 00:34:00.945
It's just not well targeted.

00:34:01.304 --> 00:34:01.875
I don't know.

00:34:03.300 --> 00:34:07.110
, the organization formulated that I was
the correct person to send this to.

00:34:07.110 --> 00:34:08.609
It seems random at best.

00:34:08.609 --> 00:34:10.500
I got lumped into some general mm-hmm.

00:34:10.745 --> 00:34:11.969
profile or segment.

00:34:12.270 --> 00:34:17.529
How is, you know, this not going
to just become another, another?

00:34:18.375 --> 00:34:22.875
Farm, you know, or sort of manufacturing
plant for just more and more and

00:34:22.875 --> 00:34:24.315
more overwhelming communications.

00:34:24.315 --> 00:34:24.405
Mm-hmm.

00:34:24.645 --> 00:34:27.884
to the point where customers just tune out
and say, I don't want any of this anymore.

00:34:27.884 --> 00:34:29.235
I'm gonna turn off my notifications.

00:34:29.235 --> 00:34:30.585
I'm not gonna read my emails anymore.

00:34:30.585 --> 00:34:34.514
And these tools would just become sort
of dead because the consumers had enough.

00:34:35.264 --> 00:34:35.715
Yeah.

00:34:36.255 --> 00:34:36.554
Steven Schmidt: Wow.

00:34:36.554 --> 00:34:37.275
Great question.

00:34:37.665 --> 00:34:40.995
I've got an answer, at least my
opinion is, I think what we're not

00:34:40.995 --> 00:34:44.264
talking about, and you said it, the
customer, is how can we now give

00:34:44.264 --> 00:34:46.665
buyers the same sort of advantage in.

00:34:48.435 --> 00:34:51.705
In that buying cycle as we're trying
to give the sellers and, and, and what

00:34:51.705 --> 00:34:56.055
that looks like, I don't know, but
it might look like something where

00:34:56.055 --> 00:34:59.895
I would be able to know, as with
the advancements of AI tech, really

00:34:59.895 --> 00:35:03.225
what Warren wants and needs, but.

00:35:04.050 --> 00:35:06.090
What he's not, what he, you
know, I, I would want to know

00:35:06.090 --> 00:35:07.620
a pro full profile on you.

00:35:07.620 --> 00:35:10.560
So, so I would know that if my
message is gonna fall in deaf

00:35:10.560 --> 00:35:11.850
ears, like why even send it?

00:35:12.900 --> 00:35:13.170
Right?

00:35:13.170 --> 00:35:16.080
So whatever that looks like, I think
it's gonna give preferential treatment

00:35:16.080 --> 00:35:19.290
to kind of shut that valve off and
open up only those things that you're

00:35:19.290 --> 00:35:23.040
interested in, which will of course
open up a whole new ad channel.

00:35:23.040 --> 00:35:25.800
And nobody's really talking in
sales about the ability to, to,

00:35:25.805 --> 00:35:29.500
to deliver, add revenue when
you're parsing people's language.

00:35:29.505 --> 00:35:31.470
And we're also not talking Warren about.

00:35:32.040 --> 00:35:34.710
You've got chat g PT four
out there and all that stuff.

00:35:34.714 --> 00:35:38.009
But every time Warren's typing in
something or saying something or doing

00:35:38.009 --> 00:35:41.879
something, it's learning you and you
are a collection of the big body.

00:35:41.879 --> 00:35:46.140
But a real good AI tool pays as
much of attention to learning you

00:35:46.140 --> 00:35:49.259
with machine learning as it does
to the generalized population.

00:35:49.259 --> 00:35:50.490
And it marries the two up.

00:35:50.850 --> 00:35:55.440
And that's where nobody's able to,
you know, and, and this is where I.

00:35:56.475 --> 00:36:00.255
, you know, I'm not an engineer by the way,
but no company's able to deliver that yet.

00:36:00.255 --> 00:36:03.225
So if Warren opened a company and
you've got your little neural network

00:36:03.225 --> 00:36:07.185
of, call it open ai, and then you've
got the big pool of it, you can say,

00:36:07.185 --> 00:36:11.025
Hey, um, Johnny Sales guy, I'm gonna
learn you and what you would say, and

00:36:11.025 --> 00:36:12.405
I'm just talking about messaging here.

00:36:12.975 --> 00:36:15.555
And then we're gonna pull the best
stuff that is said to those people

00:36:15.560 --> 00:36:19.395
and now we're gonna meld those up
and that's gonna be your best shot.

00:36:19.400 --> 00:36:22.005
Like, that's about where AI is
on the tipping point right now.

00:36:23.025 --> 00:36:25.215
Preferential treatment for buyers.

00:36:25.215 --> 00:36:28.065
Call it like, I would love to know
if you have a budget for something.

00:36:28.605 --> 00:36:28.905
Hmm.

00:36:30.225 --> 00:36:32.775
And, and most good sellers
would say, well, I mean, why

00:36:32.775 --> 00:36:33.675
would you want to know a budget?

00:36:33.675 --> 00:36:34.935
Because you can create
it if it's good enough.

00:36:34.935 --> 00:36:36.855
Well, you're right, but
I'd still want to know.

00:36:36.855 --> 00:36:37.365
Mm-hmm.

00:36:37.605 --> 00:36:40.695
, I'd still want to know and then want
to know your contract cycles and you

00:36:40.695 --> 00:36:42.945
know, if you're with a competitor, if
you're for another year and a half.

00:36:42.945 --> 00:36:46.635
And so as AI can feed me more
of that, I don't need to even go

00:36:46.635 --> 00:36:48.435
outbound when it doesn't make sense.

00:36:49.065 --> 00:36:50.865
And the outbound function
today, Warren, what?

00:36:50.865 --> 00:36:51.345
We have people.

00:36:52.154 --> 00:36:55.725
We have people email and now we're
seeing a lot of, you know, mostly

00:36:56.105 --> 00:36:57.105
terrible content on LinkedIn.

00:36:57.555 --> 00:36:57.705
Hmm.

00:36:57.855 --> 00:36:59.265
That people are trying to push out there.

00:36:59.265 --> 00:36:59.924
Good for them.

00:36:59.930 --> 00:37:01.995
But I mean, we're not there yet
where they're, you know, they're all

00:37:01.995 --> 00:37:03.585
using chat, G p T, it's terrible.

00:37:03.589 --> 00:37:08.955
Lots of one through 10 lists right now,
, you know, um, where I believe that that

00:37:08.960 --> 00:37:13.694
function and where AI can be enabled the
best is doing research on your customers.

00:37:13.725 --> 00:37:14.085
Well, that would

00:37:14.305 --> 00:37:14.625
Warren Zenna: be great.

00:37:14.714 --> 00:37:17.024
I, I couldn't agree more.

00:37:17.115 --> 00:37:19.665
And actually hearing you say
that is actually interesting to.

00:37:20.984 --> 00:37:22.904
because I tend to, I don't
know, maybe I'm cynical.

00:37:22.964 --> 00:37:25.214
I tend to think about these things as
just being other ways for people to

00:37:25.214 --> 00:37:27.255
manufacture more content, but, mm-hmm.

00:37:27.645 --> 00:37:32.955
man, if, if you could have an ai, real
ai, you're not fake, but a real true

00:37:32.955 --> 00:37:40.484
learning engine that starts to say, make,
how do you say, correlations between so

00:37:40.725 --> 00:37:44.234
types of conditions and certain types of
actions and certain types of behaviors

00:37:44.234 --> 00:37:46.694
and certain types of outcomes over time.

00:37:47.715 --> 00:37:51.555
Points me in a direction to say, here
are the seven people that you should talk

00:37:51.555 --> 00:37:55.515
to today because they fit the profile
of the mindset and the psychological

00:37:55.515 --> 00:37:59.235
profile and their current circumstances,
et cetera, that indicate that they'd

00:37:59.235 --> 00:38:02.565
have a higher propensity for hearing
this specific message in this way.

00:38:03.015 --> 00:38:03.795
Steven Schmidt: That would be incredible.

00:38:03.825 --> 00:38:03.885
Yeah.

00:38:03.885 --> 00:38:05.055
Imagine how much that would cost.

00:38:05.320 --> 00:38:05.620
Yeah.

00:38:05.680 --> 00:38:05.830
Warren Zenna: Yeah.

00:38:05.830 --> 00:38:06.940
Well, it would be worth a lot.

00:38:07.000 --> 00:38:07.750
I mean, if it worked.

00:38:07.900 --> 00:38:07.960
Yeah.

00:38:08.260 --> 00:38:08.590
Right.

00:38:08.590 --> 00:38:10.660
I mean, I, but I, I could
see how it could work.

00:38:10.660 --> 00:38:13.030
I mean, we have enough
data, we just don't use it.

00:38:13.030 --> 00:38:14.170
Well, that's the problem too.

00:38:14.530 --> 00:38:17.770
But you know, if the data is being
analyzed properly and you have a big

00:38:17.775 --> 00:38:20.800
enough organization where you're talking
to enough people with enough historical

00:38:20.800 --> 00:38:24.580
data to show some trends in the way
that people respond to things and

00:38:24.580 --> 00:38:26.920
enough customer, customers to do so.

00:38:27.160 --> 00:38:27.280
Mm-hmm.

00:38:27.700 --> 00:38:31.210
, um, if I had a tool that gave me a
dashboard every morning, I logged

00:38:31.210 --> 00:38:33.700
into it and it basically said,
all right, you know, based on.

00:38:34.590 --> 00:38:38.040
Events, psychological, you know?

00:38:38.230 --> 00:38:38.470
Mm-hmm.

00:38:38.555 --> 00:38:42.230
conditions, situations,
circumstances, mindsets, roles.

00:38:42.735 --> 00:38:46.065
Timing is that, that we've
formulated as like the sort of

00:38:46.065 --> 00:38:48.345
recipe for the right conversations.

00:38:48.945 --> 00:38:51.915
Here's your dashboard of the eight
people that you need to engage with

00:38:51.915 --> 00:38:53.715
today that have fall into that.

00:38:53.715 --> 00:38:53.805
Mm-hmm.

00:38:54.045 --> 00:38:55.634
. And here's the way that you
should engage with them.

00:38:55.965 --> 00:38:58.755
And we're gonna give you some
suggestions as to things you could say.

00:38:59.325 --> 00:38:59.415
Mm-hmm.

00:38:59.660 --> 00:39:02.115
. And you know, we think the right
channel would be this channel.

00:39:02.165 --> 00:39:03.375
It should be done through this one.

00:39:03.375 --> 00:39:04.695
Cuz this person didn't this time of day.

00:39:04.904 --> 00:39:05.276
LinkedIn, a lot.

00:39:05.281 --> 00:39:06.195
This one loves Twitter.

00:39:06.195 --> 00:39:07.845
This person opened a lot of emails.

00:39:08.355 --> 00:39:09.195
I mean, man, that's.

00:39:10.375 --> 00:39:11.174
Phenomenally cool, right?

00:39:11.565 --> 00:39:12.055
Yeah.

00:39:12.060 --> 00:39:14.895
And it might feel really natural to
the person on the or other end, right?

00:39:14.895 --> 00:39:17.265
They just get a good message
in a place that they like, that

00:39:17.265 --> 00:39:19.725
they're thinking about, and they're
like, whoa, you're really smart.

00:39:19.725 --> 00:39:22.845
How did you know I was looking for this
right now in this channel, in this manner?

00:39:22.850 --> 00:39:23.085
In that

00:39:23.085 --> 00:39:25.335
Steven Schmidt: tone, let me give you
an example of this quick Warren, that,

00:39:25.335 --> 00:39:28.995
that would, if AI could do what this
did, and I, I don't doubt that it didn't.

00:39:29.535 --> 00:39:33.194
There's a guy who used to be a client
of ours at title, and he was stuck in,

00:39:33.315 --> 00:39:34.545
uh, Florida with his family, with the.

00:39:35.610 --> 00:39:35.880
Okay.

00:39:35.880 --> 00:39:37.140
And he posted about it on LinkedIn.

00:39:37.140 --> 00:39:39.300
It was like, Hey, I'm gonna make
the most of it, you know, da da da.

00:39:39.330 --> 00:39:43.410
Just a real generic post about like his
picture is kids in him at Disneyland.

00:39:44.370 --> 00:39:48.960
Three hours later he got a phone call
from a jet company that said, we heard

00:39:48.960 --> 00:39:51.150
you and your family are stuck in Florida.

00:39:52.230 --> 00:39:54.000
So they knew he was a C E O.

00:39:54.060 --> 00:39:56.700
They knew his company was making a decent
amount of money cause they said, we're

00:39:56.700 --> 00:39:58.200
gonna come and get you and fly you home.

00:39:59.790 --> 00:40:01.430
, they're gonna give him
the pitch on the way home.

00:40:01.430 --> 00:40:03.839
I mean, they know he has his wife
with him and she's probably the

00:40:03.839 --> 00:40:05.310
real decision maker of course.

00:40:05.339 --> 00:40:07.859
And they know that they have about
three and a half hours going back to

00:40:07.859 --> 00:40:10.230
Fargo that they can sell him on doing.

00:40:10.439 --> 00:40:10.710
Yep.

00:40:10.799 --> 00:40:12.870
You know, asking him a
lot of good discovery

00:40:12.870 --> 00:40:15.240
Warren Zenna: questions, stuff
'em full of crunchy peanuts

00:40:15.245 --> 00:40:16.560
and just get 'em going at that

00:40:16.564 --> 00:40:16.799
Steven Schmidt: point.

00:40:16.799 --> 00:40:16.859
Yeah.

00:40:16.859 --> 00:40:19.470
And I don't know if AI parsed that out
or someone who's just doing really good

00:40:19.470 --> 00:40:21.180
research or timing, but like that he

00:40:21.180 --> 00:40:22.500
Warren Zenna: said a form of ai.

00:40:22.529 --> 00:40:23.700
I mean, it's what we're saying.

00:40:24.540 --> 00:40:25.350
it's brilliant.

00:40:25.470 --> 00:40:28.590
I mean, obviously that's
really very hyper-targeted.

00:40:28.590 --> 00:40:29.009
You're right.

00:40:29.009 --> 00:40:32.370
I mean, there has to be someone
whom is worth a flight, right?

00:40:32.370 --> 00:40:35.850
Who knows how much that costs because that
person has the potential to be somebody

00:40:35.855 --> 00:40:37.170
who can, you know, 10 care flight.

00:40:37.440 --> 00:40:37.950
Totally.

00:40:38.550 --> 00:40:40.500
So that's a, that's a big cac, right?

00:40:40.650 --> 00:40:44.590
If it works, but someone's
calculated that that's the way to do.

00:40:44.925 --> 00:40:48.615
You know, it's no different than trying
to get someone in the seat of a car.

00:40:48.615 --> 00:40:51.585
I worked at a lot of work in the
automotive industry for many, many years

00:40:51.585 --> 00:40:54.765
in that marketing, and the whole idea
there, as you probably know, is you

00:40:54.765 --> 00:40:56.325
just gotta get people to sit in the car.

00:40:56.445 --> 00:40:57.045
Mm-hmm.

00:40:57.675 --> 00:40:57.825
.  right?

00:40:57.830 --> 00:40:58.845
When they drive the car.

00:40:58.845 --> 00:41:05.985
It's like you've got a certain kinda
level of, um, uh, hypno, hypnotic,

00:41:05.990 --> 00:41:08.685
you know, relationship with that
person's experience behind the wheel

00:41:08.685 --> 00:41:12.855
of that car that they're about as
close to consideration as possible now.

00:41:12.885 --> 00:41:13.065
Right.

00:41:13.070 --> 00:41:14.925
Because it's not just
a picture or a video.

00:41:15.045 --> 00:41:15.315
Mm-hmm.

00:41:16.035 --> 00:41:18.645
. So getting people to come in and
do test drives is the objective.

00:41:18.650 --> 00:41:19.495
Cause they, they.

00:41:19.975 --> 00:41:23.275
that that's lot in reams of data that
when people come in and you know, they

00:41:23.275 --> 00:41:26.365
get up off their ass, they actually
leave the house, they go to a dealer,

00:41:26.365 --> 00:41:27.595
they sit behind the wheel of a car.

00:41:27.595 --> 00:41:30.775
I mean, that's someone who's
obviously seriously looking to buy.

00:41:30.805 --> 00:41:30.895
Mm-hmm.

00:41:31.135 --> 00:41:34.105
. Now, granted, they may go to Toyota, they
may go across the street and go to Honda.

00:41:34.105 --> 00:41:35.725
They may go across the
street and go to Mazda.

00:41:36.055 --> 00:41:36.685
Doesn't matter.

00:41:37.105 --> 00:41:39.595
It's just that they
figured out the same thing.

00:41:39.990 --> 00:41:40.259
, right?

00:41:40.259 --> 00:41:43.140
You gotta get someone to come
in and sit down inside the car.

00:41:43.140 --> 00:41:47.879
So if again, you can identify that
activity that you know, makes that

00:41:47.879 --> 00:41:51.870
sort of transition to a buyer and
you can predict it through numerous.

00:41:52.350 --> 00:41:56.129
Factors through an AI platform
really quickly, maybe even look out

00:41:56.129 --> 00:41:59.129
ahead into the future and say, eh,
this person may not be right now.

00:41:59.480 --> 00:42:00.089
Mm-hmm.

00:42:00.169 --> 00:42:04.410
, but the trajectory of this person based
on x y factors indicates that in four

00:42:04.410 --> 00:42:07.810
months or five months, this person will
be ready to have this conversation.

00:42:07.810 --> 00:42:08.009
Mm-hmm.

00:42:08.095 --> 00:42:08.129
Right.

00:42:08.640 --> 00:42:10.560
So anyway, I, I, we can go on
and on and on cause I'm kind

00:42:10.565 --> 00:42:12.149
of a wonky nerd for this stuff.

00:42:12.629 --> 00:42:15.390
But yeah, before we sign off, you're
kind of moving towards the end here.

00:42:15.720 --> 00:42:18.180
I liked a little bit more about
like what you're doing right now.

00:42:18.465 --> 00:42:21.645
And how people can kind of work with
you and what are you helping them with

00:42:21.645 --> 00:42:23.925
and what are some ways they can get
in touch with you so that they can

00:42:23.925 --> 00:42:25.335
benefit from your, your experience

00:42:25.335 --> 00:42:25.905
Steven Schmidt: today.

00:42:25.905 --> 00:42:26.475
Thanks, Warren.

00:42:26.475 --> 00:42:29.355
Uh, I'm the commercial head of
commercial Revenue at Reggie, so I

00:42:29.360 --> 00:42:32.655
oversee right now our largest segment
of revenue, which is through agency

00:42:32.655 --> 00:42:32.835
Warren Zenna: channels.

00:42:32.835 --> 00:42:34.815
And Reggie, Reggie, I'm sorry, is

00:42:34.905 --> 00:42:36.345
Steven Schmidt: Oh, reggie.ai, sorry.

00:42:36.345 --> 00:42:36.495
Yep.

00:42:36.645 --> 00:42:37.425
reggie.ai.

00:42:37.485 --> 00:42:37.815
Yep.

00:42:38.115 --> 00:42:43.095
And we are a, uh, we are a tool that
allows you to write better emails,

00:42:43.155 --> 00:42:45.045
develop better cadences, all with ai.

00:42:45.045 --> 00:42:45.465
So we.

00:42:46.235 --> 00:42:49.675
Develop a cadence or a sequence in
two to three minutes, and probably

00:42:49.680 --> 00:42:52.175
right now it's taking you at a
minimum two to three hours, or like

00:42:52.175 --> 00:42:53.615
most people, two to three weeks.

00:42:54.155 --> 00:42:57.485
So we look at your persona, the problem
or pain you're solving, and then the

00:42:57.485 --> 00:43:02.285
value proposition behind that, and try and
really balance relevance to the persona.

00:43:03.045 --> 00:43:07.395
and then the ability to personalize it
to the person and allow SDRs and full

00:43:07.395 --> 00:43:11.325
cycle sellers and marketers to go out
and really try and be hyper specific.

00:43:11.655 --> 00:43:11.835
Mm-hmm.

00:43:12.080 --> 00:43:13.125
. And that's what we're doing.

00:43:13.125 --> 00:43:17.115
And the interesting part about that
space, I'll end that little advertisement

00:43:17.120 --> 00:43:21.405
with this is the reason I picked
up the phone called Matt Millon.

00:43:22.050 --> 00:43:24.930
in November while we talk, you
know, once a month as friends.

00:43:24.930 --> 00:43:26.100
Anyways, just catching up.

00:43:26.370 --> 00:43:29.640
I was a customer of Reggie's,
so title was built with Reggie

00:43:29.640 --> 00:43:30.750
at the core as an agency.

00:43:30.750 --> 00:43:35.790
That's how we were able to create content
for 47 clients at the same time,  and.

00:43:36.570 --> 00:43:40.710
. So the, you know, I'm one of those
stories that goes, I've been a part of

00:43:40.710 --> 00:43:44.730
it before, so I get to work with agencies
now who don't know anything about it

00:43:44.735 --> 00:43:46.620
and try and not talk about myself.

00:43:46.620 --> 00:43:49.170
But tell them like, here's
what you don't know, right?

00:43:49.680 --> 00:43:51.990
Is that there isn't a tool that's
specifically built for you to

00:43:51.995 --> 00:43:55.520
design content for your, for your
customers today and have 47 different.

00:43:56.205 --> 00:44:00.945
SDR is doing 47 different things and
enabling them in the right way until now.

00:44:01.545 --> 00:44:05.025
And so when we're doing a demo, we ingest
our website in about two seconds and

00:44:05.025 --> 00:44:06.465
spin out the first round of the cadence.

00:44:06.470 --> 00:44:08.565
And they're like, how did you do that?

00:44:09.675 --> 00:44:12.405
And then we say it's a framework
into your point, art and science.

00:44:12.405 --> 00:44:14.145
Like there is a human
element of art, right?

00:44:14.145 --> 00:44:16.365
So don't forget, we are
not, Reggie is a robot.

00:44:16.365 --> 00:44:17.565
Reggie is ai.

00:44:18.405 --> 00:44:20.535
And machine learning, you still
want to go in and personalize it.

00:44:20.535 --> 00:44:21.615
Make it yours, so, mm-hmm.

00:44:22.060 --> 00:44:22.575
, it's wild.

00:44:22.575 --> 00:44:24.555
There's a lot of, lot of conversation.

00:44:24.555 --> 00:44:26.985
Jasper came on the marketing
side of this space.

00:44:27.315 --> 00:44:30.645
Their average customer
spends $330 a month.

00:44:31.515 --> 00:44:33.075
They grew in 16 months from zero.

00:44:34.230 --> 00:44:36.150
To 70 million in revenue.

00:44:36.420 --> 00:44:36.660
Hmm.

00:44:36.930 --> 00:44:38.759
Off of a $300 monthly R

00:44:38.850 --> 00:44:39.450
Warren Zenna: That's amazing.

00:44:39.720 --> 00:44:40.230
Amazing.

00:44:40.560 --> 00:44:41.310
It's a big space.

00:44:41.310 --> 00:44:41.640
Well, great.

00:44:41.640 --> 00:44:45.660
And, uh, that's Reggie ai and, uh, I mean,
I'll, I'll, I'm gonna check that out.

00:44:45.665 --> 00:44:48.120
I have actually a couple of, uh,
cadences that I need to start.

00:44:48.405 --> 00:44:49.695
Drafting myself at this point.

00:44:49.695 --> 00:44:50.715
So why not?

00:44:50.745 --> 00:44:53.535
Well, look, I'm, as I, as I suspected,
this is a great conversation.

00:44:53.535 --> 00:44:55.545
We could probably talk for another
three hours, but I wanna thank you.

00:44:55.575 --> 00:44:58.005
I know we've had a couple rough
patches trying to get this together

00:44:58.005 --> 00:44:58.995
cause of the holidays and stuff.

00:44:58.995 --> 00:45:01.845
So thanks for your patience and really
appreciate your time being here.

00:45:01.875 --> 00:45:03.435
Thank you Warren, and I look
forward to working with you.

00:45:03.440 --> 00:45:04.065
I'm sure we will.

00:45:04.070 --> 00:45:05.865
I'm sure we'll find
more, more opportunities.

00:45:05.865 --> 00:45:10.695
But, um, Steve Schmidt, Reggie a
I, Steve, thank you so much for

00:45:10.695 --> 00:45:11.235
Steven Schmidt: being here today.

00:45:11.265 --> 00:45:14.055
Thank you for being a voice and
an advocate for the C R O space.

00:45:14.055 --> 00:45:15.375
We need more people like you, Warren.

00:45:15.405 --> 00:45:15.765
Thanks, man.