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Your competitors have the same features you do. But in today's market, that's not enough. Join us every two weeks to discover how smart UX decisions can make your digital products stand out and drive real business growth. We'll show you exactly how mid-sized companies are winning more customers through better user experience—no massive tech investments required.
Get practical strategies and real case studies that you can apply to your business immediately. Perfect for leaders who want to understand how UX directly impacts their bottom line.
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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.