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-{"jobName":"StepTake19","accountId":"427159572813","status":"COMPLETED","results":{"transcripts":[{"transcript":"Good afternoon, Step San Francisco. Oh, I like that. Thank you very much. All right. So I have my phone here. I'm not texting my notes are on it. Um Put your phones down so you can listen. I'm Alexa Hall. I am the CEO and founder of Wild Seed Capital. I'm an angel investor and start up coach, working around the world primarily in Paris Dubai and here in San Francisco where I'm from uh before starting my company, I worked at Google for many years and Kaufman fellows and I focus on scaling companies that uh work in City tech. So I'm really, really happy today to be moderating this panel on SAS growth uh from, you know, one place to many around the world with these distinguished panelists. And I'm gonna let everybody else go around and introduce themselves. Hi, everyone. I am Faizan. I am currently doing my third start up called roll dot A I, which is also recording this event prior to this, I was a VP product at box. So I've been both on the tech exec public side and trying to sell start ups and then bought start ups have been on both sides of it. Hello, I'm Jennifer. Rema. I'm leading partnerships at Apollo dot IO. I live in Austin, Texas and I lived abroad in Dubai working in partnerships for almost a decade now. So excited to be here. Uh Hi, my name is Mohammed. Uh I'm a co-founder of Ticas solution. Uh We develop software to help trucking companies manage their own fleet. Uh We've been in business for about two years and we serve over 300 clients. Hi, my name is Bertha. I'm the CEO and founder of a company called overjet. We do a I for dentistry. Uh That means we analyze X rays and notes and help automate administrative work and augment clinical decision making to improve patient outcomes. It's great. So I'm gonna ask a few questions and we can do it in order or popcorn style answer. However, you think will be most useful to our audience today. So first, um can you share specific examples of unconventional approaches you've implemented to identify SASS opportunities and scale them? Um This is either in operations or with tools you've been successful with here. So I think with all the buzz around SAS and A I I might be busting that bubble a little bit. So when you look at A I I think when you look at opportunities, um one of my filters has been that if you can imagine it as an API from Amazon Google or Microsoft, then you probably will not be able to scale that as a a business one day, they will do it. And while there's a lot of excitement around um A I is the biggest kind of revolution similar to cloud and mobile, I would say that this revolution is very, very different from cloud and mobile. So when cloud happened, Microsoft is not able to do real time web editing for the next 10 years because it requires them to go rewrite the whole application. So when gmail Google Docs, these things arrive, they're disruptive cloud is disruptive because the incumbent cannot keep up. The incumbent needs to go rewrite his stuff. When mobile happens, Adobe does not launch Photoshop on phones for 10 years because they have to go rewrite the whole thing and Instagram has an opportunity. But with A I, the incumbents are actually at an advantage. It's costly. The A PS are costly, they can pay the cost, you need data, they have the data. So in some sense, it's this is this is one of the only revolutions where the first few places that open A I and Gemini is available as Microsoft office and G suite. So as you look at SAS opportunities, you have to kind of keep that filter in mind that this is a tech revolution, but the opportunities are different than what were there previously in the previous two cloud revolutions, not an A I answer. Um But I will be unconventional coming from a partnerships background working in SAS. Um A start up that is entering into the partnerships world. It is a really good way to quickly scale, but you need to understand what tools to be successful within partnerships. So for example, an affiliate partnership program, agencies, technology, um start up ecosystem, these are unconventional ways that, that I've seen um in my career also in, in other SASS companies. Um and then when it comes to different tools that we're using, aside from partnerships, I'm not gonna talk about Apollo here. I'm not putting a shameless plug of Apollo, but it is a way that um having an automated outreach to your customers has, has also been a way um for us to quickly scale and it is unconventional because you're doing more outbound. Um And you're relying on partners to bring you traffic in order to scale. So I'll, I'll, I'll talk about it from a different perspective. Um If you're planning to start uh your own start up, um make sure you do your own research before implementing your solution. Uh What I mean by that, uh I've seen a lot of founders here um who have an idea and they start developing their products without conducting market research or understanding uh the market or the issue that they're uh fixing. Um Before you do that, just make sure you visit as many clients as you can understand their challenges. And then based on that you can build your own uh the, the most basic MVP to meet their needs and then ask them to use it and then uh what time you can scale it up? Uh I don't want to repeat what they have said earlier. Uh So I'm, I'm trying to take a look at it from a different perspective. And uh yeah, or anything. Well, the way we look at reaching customers is uh experimental. So we are conducting experiments every week, every month. Uh Something new is happening that has ha hasn't happened before. And as we think about these experiments, uh we are trying, you know, everything, every idea is a good idea. You know, we're trying different things out and we'll try it and see if it works or not when I started off, you know, when I was, we were one or two people, the company that meant it was just one person reaching many people. And that's where a lot of I actually relied a lot on automation, but very cheap automation because you could not afford more than that. So there were these extensions that chrome extensions that you would apply that would be able to scrape, for example linkedin data and then auto post on linkedin. And I use a lot of that to um uh build uh or get the first customers. Our first major enterprise customer was Guardian insurance company. And that we got by, you know, call messaging through a bot uh uh from uh linkedin. And I think now that channel has grown a lot for us because of this original push around reaching to folks. And then, you know, I think right now we're testing different things out on uh different Facebook groups. For example, our, our customer base relies still on Facebook groups. So that's one where we, we're testing different things out. Uh So we've done all kinds of uh things, whether it's been more gorilla style or uh full automations as well as uh and then at every different stage, a new thing starts to work that hasn't worked before or something that was working, stops working. So we keep on trying different things out really great. I love that you gave examples. Um And I think throughout the panel, I'd love to hear more specific examples that each of your companies have used before I get to the next question. I just wanna say if folks are speaking in the back or behind stage, can you go upstairs and start happy hour, go have your drinks because it's a little hard to hear. Um Alright, so um SAS often hinges on product adoption. What are some unconventional product driven strategies you've used to drive user acquisition and engagement? Happy to take this one. So um in partnerships, I mentioned that two of our partner programs are technology partners and then agencies. So within our business, we've done really well at acquiring customers. Um but we need to understand how to retain them. And I think this is across the board. Um What we've started to do with our partners is we focus a lot on integrations. The beauty of integrations is that they could be partner built integrations or you can build them in house. But this allows for your customer to, to stick to the platform because they're investing a lot of time and connecting two different platforms together and you're making it more seamless for them to use those platforms together. So, integrations has been a really good way for us to create customer um retention when it comes to adoption because we are a PLG product. Um It's self serve. We have a free plan. You can self serve, upgrade to a paid plan. You're not speaking to anyone on our sales team, which it could be very um it's beneficial because it's quick, but then you may not be getting all of the tools and resources that you need to actually learn how to use the product itself. So the way we leverage our agency partners is they help with on boarding. We have an on boarding team. Um but they only serve a customer, they only serve customers that are spending a certain threshold, which means we get a lot of customers that are not actually getting that on boarding support, but they want to know how to use the products. Like they're spending six K a year, they need to know how to actually use it otherwise they're just gonna turn. So agencies have been a really good way for us to um involve an agency. They help with the implementation, they help you get on boarded. They're doing more of the hand holding. Um Those are, those two partner programs have really helped us uh at Apollo with customer retention and then adoption. Um So I'm curious about how these, oh, go ahead. Sorry, I'll add to Jenny's point. So I think other way uh um of looking at it is uh what we did at TCA leverage uh regulations. So for example, we are uh we have integrated with the Transportation Authority in Sauri as well as that authority because of trucking companies are in need of that. So that helped us as well and also um through uh through our platform, it's easy to on board a client so a client can uh uh log into our website and get a demo within five minutes. So it made it easier for uh for them to uh on board and that's help us retain more customers. I, I'll actually put a plug for Fezan start up here. So one of the things that really worked for us was uh Testim product testimonials by clients. So the, the strategy here is that we actually send film crews to go into uh customers to show that they, you know, how much they love the, the product as well as them creating their own testimonial videos, posting them on their channels. But then us sharing that and then having, but they're actually demoing the product, they're showing how the product gets used. And this is where, you know, the plug for start up comes in where it helps you, but really reduce the cost, cost of that infrastructure that you need for something like that and, and give and be able to do it via phone. Uh But I think that product testimonials is probably one of the biggest way of actually, especially for A I products where the demo is more powerful to be able to uh utilize that product testimonial by the customers. That's great. So yeah, I'm hearing a lot of different things around, you know, outbound customer acquisition um making sure that you're nurturing customers at all different levels which I think a lot of companies forget about. They're like, ok, we have a big enterprise customer, forget everybody else. Um I'm assuming that there are a lot of first time or early, early stage founders or maybe even potential founders in the crowd. Can you guys talk a little bit about um how you find customers and how you increase your branding pre revenue? So kind of the nuts and bolts of like, how do you even get there to have a partnership when you're a brand new company? Yeah, so I'll give an example that I really love, which is from Uber. I think early as we are as we are first time founders, we focus a lot on the big picture and we want to be able to say that Dam is this many billion dollars. And that's the approach that doesn't lead you to the customer. So if you look at Uber a great example is Uber is a really interesting problem to solve because you need a supply of drivers and cars, then you need a demand and then if you start it, can you start it? Like, how do you make supply and demand exist at the same time, at the same place as a start up? Right? So when they started out, they said, oh, we we have started out but we're not seeing that much success. We're trying it on New York and California and one of their investors said, no, go more narrow. And they were like, ok, just California and it was like, no, no, go more narrow. And they were like San Francisco and it was like, no, no, go more narrow. So initially, they just said our customers are going to be at Fourth and King on the Cal train station at that Cal train station, we will pay limos to show up. Those limos are paid for the whole day. They're just standing there, they will hand out flyers as people get off the Cal train station. And we want these people to say we want, we will find some happy customers here instead of scaling too much. Instead of thinking about scaling as the first time use case, the first few customers that get the ball rolling, you usually find them by going super narrow. And I think when I say narrow, I mean, it should feel uncomfortably narrow, it should feel like this is too narrow. It will it be a business until it starts to feel that narrow, it will be hard for you to find kind of uh uh product market fit for early customers. I can actually add to that as well. So we sold, we are B to B. So uh our first clients was through direct impound and was by me and my co founder. We did not hire someone to go and find them. We did it ourselves to understand the challenges. So once we hire sales, we know, we know uh how can we train them or the way that we can train them. So that was uh that's the way that we approached it and it worked well for us. Uh Right now, our clients or our first few clients that trust us, they're in direct contact with me as well, so they can text me anytime through whatsapp or uh iMessage and they get a, get a response really quick uh making that trust with them, um help us get more clients through a referral and that helped us grow uh dramatically the last year or so I'll add on to Muhammad's Point. Um So I tested this before joining Apollo in a very small start up. Um, we were looking for customers, we knew who our competitors were. So this is very manual, although I talk about automating everything as much as possible. But I would go on to G two and I would look to see the reviews of our competitors and of the customers who would give five star or give one stars two stars to our competitors. I would actually reach out to them and understand what their problems were with that tool because then maybe that maybe your software can actually fix their problems. Um That was a really good way. It's again, it's outbound, it's manual. Um but it works to help first get those couple of hundreds of customers and then to Muhammad's point of like a referral program, we have always had an affiliate program. Um It was like our lowest hanging fruit. The good thing about affiliate programs is you usually pay only when you're acquiring a paying customer. Um So you don't need to pay anything upfront versus like digital marketing um campaigns like you're gonna be spending and spending and you may not be getting good quality customers. So the affiliate program works really well if you have a good customer base who are happy to refer you, like definitely launch a referral program. Um I'm seeing them come up more and more so maybe it's, it's not unconventional, but it's, it's easy to spin up. Um, and I think if again, you have those happy customers, uh spreading the word, it definitely, it, it adds a lot of value. So, so, and also the referral shouldn't, I mean, you don't have to give them a certain, uh, uh uh, you know, amount of money or cash could be a discount in the future once they uh renew their contract with us or the advice I would provide is talk to everyone. I think it's a little opposite. Then like really narrow focus until you don't have a few customers. You don't really have anything. So, you know, you don't and you have a lot of time actually at that time because you haven't built anything of value by by then. So for us, we talked to everyone, we talked to dentists, we talked to insurance company, we've talked to consultants, we talked to people who sell to these companies. We've talked to people, manufacturers and, and, and from that, we started to build a better understanding of the industry, the ecosystem how it really works. And like we were able to then really start to narrow and then we waited until whoever gave us our first, you know, signed the first contract and we could say, ok, now this is real and it ended up being uh we started off um thinking that it would be dental practices. It ended up being insurance companies and I don't think we could have ever like started off thinking that it would be insurance companies who was going to buy, I don't think it would have happened in, in that order, but it's one of the things when the pain is real, people move, they move fast and being able to then see, ok, like we, if we are, especially if you're trying to build something interesting and cool and like it hasn't existed before, you know, there, there, uh, of course many people could have the pain, but then who has the highest pain, who's actually willing to pay a significant amount of dollars comes from just getting the word across, getting to as many people as possible. It's really great. Um I love the Uber example because if anyone has done that commute from Cal train from San Francisco or Oakland, um down to the South Bay, I did it for three years. It was over $30 a day to get to and from work and it took hours. It was horrible. So that's a huge pain point. Um We've talked a little bit about being innovative, starting a Sass company, what you need to focus on how you think about, you know, your competitors and also being innovative with your partnerships and how you can do that, you know, with paid partnerships or for free with affiliate market marketing programs. Um So I wanna talk a little bit more about community. So how do you build a strong user community? Um Because that can be a powerful growth engine for your company. Can you give some specific examples about um what unconventional methods you've used to build network effects with the community around your product? Take this, oh, go ahead, please. I think for us. Um No, right now, we're trying to formalize it more, but it started off more organically. So I think for us, uh we actually um it was around like conferences. When conferences would happen, we would get, you know, the people who were the most uh obsessive about our product to uh come together, whether it's for was for smaller dinners, group dinners uh to start to like, not for us to just talk about our product to them, for them to start talking about each with each other. But also having, then people who are not, who had then bought our product be part of that uh um uh to, to be able to be closer to the community that that was there. But I think, you know, this is something that we've started like, thinking about more and more of how do we actually formalize it uh And uh start to grow that further and, and, and thinking of it as a uh a channel where we're not, not only doing it through like events and like uh in person meet ups, but through digitally as well what we've done um because again, I focus on partnerships but it is a ripple effect of if we have happy partners. They're happy to refer us and then they eventually bring us customers. But in any partnership, it's not just getting, you need to give as well. So, um, a couple of things that we've recently rolled out, we launched a Partner Day, which, um, it's actually not that common, but it's, it was a one day event. It was very to where we got all of our partners in the room and a lot of them just shared um more about their businesses, why they're recommending our tool. Um We actually listen to them. Um So we did a partner day, we did like a partner of the year where we highlighted them on linkedin. We do like a linkedin takeover and it's more personal which we've actually seen like a lot of people love to see. Um And then the other thing is we involve our partners in our beta launches because we wanna hear from our partners, our partners are talking to customers. They, they know a lot more than we actually do. So we involve our partners in the beta launches and we actually take their feedback and we implement that within the product itself. So those are some of the initiatives that we've done from like a community aspect. I think one of the things that uh as we're talking about partnerships and community. So, uh again, one of the things that I noticed at box works. So if you look at it, it would seem like why does Box exist? It sells file sharing to enterprises at a very heavy price. There is Google drive which is included in G Suit. There is one drive that is included in, in, in, in Microsoft. Yet box continues to build a business and is now more than a more than a billion dollars in revenue. And one of the interesting kind of strategies that we came up with in this context was instead of trying to figure out what Microsoft cannot do, try and figure out what Microsoft will not do. So what we tried to do was we said, hey, box can be this enterprise file sharing layer for Slack for sales force for G suite. You can go to box and say create a new Apple keynote, create a new G suite doc, create a new Microsoft office doc and they still live in box and you have the box enterprise file sharing and security, right? But what happens is then with all these partners, we discovered a new kind of customer which was the best of breed customer. There's a cio who says, hey, I'm cost cutting. I just need the cheapest solution. I'll buy everything from office 365 I'll buy everything from one vendor and there's another cio who says, oh, if they want slack, I'll buy them slack. If they want sales force, I'll buy them sales force. I won't force them to use the office 365 tools. And that was, as I was saying, like talking to many, many people. So like that customer then became a really key profile for us, the CIO or the company that would buy best of breed applications. And then we went and sat in that community. So it was like any partner event bought is launching a Slack integration. It will be at the Slack Event box is launching a sales force integration. We will be at the sales force event and then those communities and those partnerships also played a key role to increasing and kind of continuing to build that, that, that revenue machine. Oh And also uh if you're looking for partnership, just make sure it's beneficial for both of you. I've seen uh a lot of uh start ups who sign up mo us and partnerships, but they're not beneficial. There is no point of having it at the first place besides just uh getting up in the news and uh well, just use this partnership, just make sure it's beneficial for both of you. So, so it's worth your time. Um And that's what I have done with one of our uh partners. We found them and we told them exactly how beneficial our partnership together and how can we, we both have a shared revenue model? That's clear and it's gonna work and uh we got a few and they're all working just fine. Just my point is just make sure it's beneficial for both of you. Also, another way of finding partners is creating our own events. We have a yearly event. Saudi is small so we have it in the capital. Most of the companies are there, uh capital of Saudi Riyadh. Um We create a yearly event and we invite uh the most influential uh people or fleet owners in Saudi and we got them there and then through that, we can create some partnerships and get some, some clients as well. I'll add one last thing which is we um for our customers. We launched a customer advisory board and as well as a partner advisory board. And um this has helped build a really good community around getting feedback from customers as well. But then also customer sharing, how they're leveraging our platform. And, and um again, goes back to the knowledge sharing, but those are two initiatives that we've rolled out to that are community related. It's great. We've heard a lot about uh qualitative data. So talking to potential customers, talking to kind of customers that have been nagged by other companies. So I wanna talk about data in metrics for your product. Um How do you guys go about researching and kind of re researching uh what your benchmarks should be for your products? I think at this point, almost all start ups like it was different 10 years ago. But now there are so many SASS solutions that I think everybody has integrated, especially in SASS applications, at least like in mobile applications and web applications, you can use Amplitude, you can use mixed panel, you can use user story. Like there are so many kind of of these SASS applications that if you integrate early on, they provide you very, very kind of deep insight into what somebody was doing with, with your product. And it's like for us, we could actually have a customer show up today and say, oh, I want to record something, but we can actually go look back at all of the key events that happened the last time the person used it six months ago, you can, you're actually tracking the, you know, the device that they were using, you know, the operating system that they were using. So there's a bunch of this context that was really hard to gather like a decade ago and everybody was building their own system. So I remember in my second start up, we spent a lot of time just building some of these analytics. But nowadays, I almost feel like my advice for most start-ups would be just integrate something quickly. Like you can probably integrate something within a week that will give you pretty rich data. So some of the partnership metrics actually are norstar metrics. And and I, I meant to ask this at the beginning, but show of hands who has a partnership program at their company. I'm curious to know just OK, Apollo team, you can't raise your hands just a couple. Um So OK, it's, it's incredible to see. Um because again, this is a perfect example of an unconventional way to, to scale your SASS business. But back to the metric side of things. Um within my team, our main North Star metric is partner source revenue. So of our total Apollo A R one of that comes from partnerships. And then we also look at the partner source registrations and the attribution like has to be super solid in order for you to have a, a department such as partnerships and grow the team because it's hard to say that partnerships are influencing this revenue unless it's tracked properly. But those two are the main metrics that um we're tracking and I, I believe is quite common across many SASS partner programs. Do you think that partnerships is such a big part of Apollo because of what the product is because the product itself is about making connections and leveraging networks? No, because I lived abroad in Dubai and I worked with a Saudi online travel company and I was brought on to start their partnership programs and yes, the product was good. Um But it was any other product, right? I think it, it goes to like really being specific and narrowing down what your partner programs are. I think partnerships are great, but they tend to get messy when you don't have clear uh programs put in place like we have four partner program. It's very straightforward. So I, I think yes, being at a company that is, that has a really large customer base makes it 10 times easier. But I think um partnerships can be successful if you just um build the foundation uh correctly. So, back to the question when it comes to data, um I'm gonna tell you just uh uh an issue that we have faced. When we first started our company, we're tracking everything through Excel and uh let's say, talk about the uh uh our sales team and everything was uh unorganized. Um And after about 3 to 4 months, we saw our data and we couldn't figure out anything. It was, it was tough until we started using a software. Uh It's a famous one, Pip drive to organize our sales process marketing process. We can, we were able to capture every event and sometimes small events can or switching small events can help you gain more clients. So just make sure since day one to have a system, a clear system to capture everything and improve a bonnet within time. So that's just my uh my take on it. This is great. So I'm hearing, having really clear intentionality with everything you're doing. So what customers are we talking to? When what do we actually want to know? We're not just asking everything, but we're saying no, we really wanna know about this issue specifically and then having a system to gather all the data in order and then going back and checking, is this the right data we need to be looking for? Um I've seen a lot of companies kind of do all or nothing. They're like we're scared about what we're gonna see. So we don't and we're not experts in data. So we're not gonna look or they gather everything and there's not enough um staffing or systems put in place for them to actually review it on a regular basis. Those are mistakes. I see a lot. So you guys have given us a lot of really good um use cases for using data effectively. Um I wanna ask now, you know, we're at step conference. This is the first one in San Francisco. This is my third time speaking here and my first time in my home country, which is really exciting. Um And I know that there are many companies here who either want to scale to the US or have started to scale to the US from other countries. So I wanna talk to each of you about what that looks like. Um scaling internationally. How do you research different markets? How do you test things out when you're a new company and how quickly or slowly do you think the potential is to grow? SASS companies internationally? Answer any of those questions? I know there were three different ones in there. Sorry, when it comes to scaling up, it's uh our first time here in the US and we're now planning to come to this market until 2029. Uh However, attending this kind of forms or conferences, help get our, our name out there. And uh I've been to many conferences around the world although I'm, I'm not even planning to get in the uh or to, to uh uh get some clients uh at the, at these countries. Uh But just getting your name out there helps a lot. Um I actually met someone from MWC like uh in Spain. I attended this conference about four months ago and I met him here today and it was, it was just uh and he remembered me right away. So that helps, you know, getting your name out there, preparing the market for it in the future, make a connection, getting to know other start ups in the area also help. Um and, and, and sometimes people get excited about expanding in different markets, just make sure you're doing it at the right time. You don't have to rush through it, just take your time and the day will come. Once you uh once you're ready for it, there are different types of start ups and different types of businesses for some, you know, where there's not a lot of product changes to be made where you don't, uh especially when it's selling to SMB where you don't have to have like full enterprise motion and it is a PLG motion as well. I've seen those happen much faster. Uh for us, we are uh regulated medical device. And what that means is every, every country has different regulations and how we've approached the problem is we've looked at which are the largest markets and then going after them. So, you know, for the easiest was Canada, which is kind of us anyways, but it had separate regulations in terms of uh what we needed to pass, etcetera and how you store data was different. So understanding the the privacy regulations as well as the medical regulations as well. And then we started looking at UK for example, and other countries afterwards. So I think, you know, for some, we don't have that many regulations or changes. But I think being very um being big enough where you can understand um that each country has its different challenges and I, and I would double down on this where you don't have to just go into other countries. Us is a very large market uh and usually one the largest markets. So if you can, you know, uh grow here till you have the, the the people who can deal with security, data privacy and all the other things that you have to put in place to enter, for example, Europe or Canada, et cetera. I think that's much more helpful. So um our product is, it's in English, but it can be used in any market. So what we've done in partnerships and partnerships is a really great, great way to um test out different markets. Because for example, we were seeing that Brazil was one of our top um countries that were actually visiting our platform, but none of our team spoke Portuguese and we were getting a ton of demo requests and they were like, we need to speak with someone in Portuguese. So we were seeing a lot of customers not actually purchasing because they didn't have the demo in their local language. So what we've done is we've leveraged affiliates and we leverage agencies who are on grounds, they speak the local language, they can test it out for us. Like there's a lot of things that we've learned through our partners on ground, like pricing is too expensive compared to other platforms. What Cr MS are these customers using? Um And if you don't want to hire people in those different countries, like I definitely would recommend leveraging partnerships because there's a lot of things that you can learn and again, you're only paying whenever you're acquiring customers. Um So that's something that, that we've tested um and not just Brazil but many different markets where we were seeing good traction. Yeah. So I think like, because there are a lot of start up founders here. So I think the experience of starting something outside the US and then growing it in the US. I want to say that it's harder than it sounds. So at least for, for example, my first experience was I was a start up founder in Pakistan. I started a company in Pakistan and Adobe invested in that company and I moved to the US. This sounds like a really good fairy tale, but it, it, it didn't go that well from that point on just because I had very little, I had never been to the US. I have no context of how to sell in the US. I didn't go to college in the US. So for the past decade, for a lot of Pakistani start ups that I kind of work with. What I have tried to do is get them into Y Combinator, get them into tech incubators. So if it's your first time ever, I think it's probably better to uh kind of try and get into some kind of an incubator here because the idea is you need a little bit of lead time to kind of learn a new country, how things are sold, how things are bought, how things are marketed, what people, what people actually really kind of uh uh care about. And then I think on the, on the other side, one interesting data. So deal is a company that's basically for offshore hiring, right? So 10 years ago, if you were doing offshore hiring, it meant you will create a legal entity in that country and then you will hire. But then like because of remote.com and deal you can hire in pretty much like 100 and 10 countries at two days notice. They will set up the legal entity that you can kind of employ people there. But one of the interesting data points that they had was that one would assume that the arbitrage that you're seeing once you enable remote work would be a lot of work going outside of the US. But what their data showed was that the number one growth region was Philippines and the second highest growing region. Can you guess what it would be like? Where were new, remote jobs were being offered the most? It was the United States because there are companies in South America, in the Middle East, in other countries who are trying to get into the US, it was much harder before. But because of these kinds of platforms, if you have a business that is working well, you have product market fit, you are selling and you want to start selling into the US. Now you don't have to go get an office, you don't have to go like it's, it is a lot more simpler and that trend is clearly there of companies that were not started in the US now using remote jobs and being able to find sales marketing, even like sometimes unique engineering muscle that is available in the United States and they can get that. It's interesting. You brought up culture and talking about scaling your companies yes, it's the product but really needing to understand the culture of a place and you spoke about language before you get there or maybe while you're trying to get there. Um So I wanted my, one of my last questions is about internal company culture. So at its a companies, they're growing very quickly, usually they're able to be started and run remotely in a lot of cases. So can you talk about um establishing and also sustaining a company culture in a SASS business if you have any thoughts on that? If not, I have a backup question, I think that's one of the things that I think about the most uh right now or have been thinking for the past uh six months or so. And I think being very, very thoughtful about what that culture that you want to create is from early on is better then thinking about it later on. But I think it all stems from like really starting to define your values and what do you really stand for and what you don't know what you really value in the company and then being really brutal about like, who are you going to let into the company? Even if somebody is amazing and they don't, I don't aspire to the same values. That's not the right, you know, hire for your company and being able to then really start to screen for the right people. And then uh trying to emphasize what that culture is again and again, it's part of all the on boarding. It's part of then all the um even in the uh all hands and the meetings that are said uh set as well. And, and, and then every company culture is different. So it, it, it can be unique. But I think somebody said it very uh well, to me, which was the fact that, you know, everybody else is choosing which company you join, you're, you don't have that choice. So you're creating the company that you want to join. So that company culture has to work for you. Because one of the biggest reasons why companies failed is the, the founders don't, you know, uh are, are get burnt out and tired and, and, and, and they uh stop uh pa participating in the, in the company. So really then starting to think about like what the most important thing for the company is having a company culture that really works for you and then what you want to see and what company you, if you could join, you would try to join and then starting to create that. So I think that's one for uh you know, uh realization that I had and then started really building out the company and the teams and the culture in order to emulate what I would love, you know, my ideal company to be uh and then having everybody like, you know, aligned with that vision and values and then what we are trying to create together, I think, and I think the toughest part of having a start up is hiring the 1st 5, 10 employees. And uh the, the, the, the, the hardest part also is uh finding believers, hiring someone to work for you is easier. But to find a believer who can work 24 7 and do his best or her best. It's tough. So how can you create that culture is you can give them shares. That's the easiest answer. But what else can you can you give them to make them uh do their best, uh make them believers by guiding them? Uh And to her point uh um be with them uh at their once, they have weaknesses, try to improve on these weaknesses and just uh day by day once you're with them and helping them, they're gonna become a believer and uh you're gonna retain them and then that will lead to a successful uh s a start up in the future. Great. So we actually have a lot of diversity represented on this stage with what your companies are doing. We have, you know, health tech, we have fin tech, we have connections, we have film and media, I guess is where I would put you. Um And so I think for me, the takeaways from what we've discussed so far is if you're gonna start a SASS company, you need to do your research, you may not have product market fit initially, but you can go out to the customers who you wanna reach, especially if they're not happy with your competitors and ask them what you can do for them to make them your customer. Um If you're expanding globally, it's actually very, very easy these days not to build an office somewhere else. But you can find resources on the ground that it may be no to low cost to you to test out a new region. And also that data is king like use all the data available that's readily available. Usually open source are very easy to get to your advantage to keep improving on your company and then finally hire people that aren't just gonna work for you, but are gonna be champions of your company and help expand because they believe in what you're doing. So we have just a couple minutes left. Um And I want to ask the panel, do you have any final thoughts that you wanna make sure our our audience walks away with before? Happy hour, we will let you go in a second. I promise I don't want to stand between you guys and drink. So nothing else from my side. And uh just a question, who has a start up, who has an idea of finding an a like finding a company, raise your hand, raise it, raise your hand if you're a founder, I'm saying like, I don't know if you're a founder of a company. I'm gonna tell you right now. If somebody, oh, sorry, ignore my phone if someone asks me. Ok. Are you a founder of a company? I'm like, yes. What do you need? What? Hello? So who's the founder of a company? Raise your hand? Ok. That's so much better. Ok. Continue, continue Mohammed. If you are a founder, just make sure you hustle 24 7. I'm sure you have heard this before. But if you're not uh paranoid about it, you're not gonna make it. It's, it's tough uh as you as you have no, you know, and like 99% of start ups fail within the first few years. So just make sure you hustle and uh you're paranoid about your business or baby until you make it happen. And also I would like to thank uh code Center of digital entrepreneurship in Saudi for giving me the chance to come to the US and represent them as well as other uh 19 start ups from Saudi who came with us uh to help get the word out there. The Saudi is booming and the tech industry over there is, is booming as well. So as you head to happy hour, I will leave you with this thought. I forget whose quote it is. But it's basically doing a start up is like eating broken glass and then eventually falling in love with the taste of blood in your mouth. So it's hard. Yeah, so I'll leave you with that thought before. Happy hour. That was rough. But you guys are gonna wash out the broken glass from your mouth with some drinks upstairs on the roof. Thank you so much for joining 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Thank you very much. All right. So I have my phone here. I'm not texting my notes are on it. Um Put your phones down so you can listen. I'm Alexa Hall. I am the CEO and founder of Wild Seed Capital. I'm an angel investor and start up coach, working around the world primarily in Paris Dubai and here in San Francisco where I'm from","start_time":"20.18","end_time":"44.819","speaker_label":"spk_0","items":[7,8,9,10,11,12,13,14,15,16,17,18,19,20,21,22,23,24,25,26,27,28,29,30,31,32,33,34,35,36,37,38,39,40,41,42,43,44,45,46,47,48,49,50,51,52,53,54,55,56,57,58,59,60,61,62,63,64,65,66,67,68,69,70,71,72,73,74,75,76,77,78,79,80,81,82,83,84,85,86]},{"id":2,"transcript":"uh before starting my company, I worked at Google for many years and Kaufman fellows and I focus on scaling companies that uh work in City tech. So I'm really, really happy today to be moderating this panel on SAS growth uh from, you know, one place to many around the world with these distinguished panelists. And I'm gonna let everybody else go around and introduce themselves.","start_time":"45.189","end_time":"71.449","speaker_label":"spk_0","items":[87,88,89,90,91,92,93,94,95,96,97,98,99,100,101,102,103,104,105,106,107,108,109,110,111,112,113,114,115,116,117,118,119,120,121,122,123,124,125,126,127,128,129,130,131,132,133,134,135,136,137,138,139,140,141,142,143,144,145,146,147,148,149,150,151,152,153,154,155,156,157,158,159,160]},{"id":3,"transcript":"Hi, everyone. I am Faizan. I am currently doing my third start up called roll dot A I, which is also recording this event prior to this, I was a VP product at box. So I've been both on the tech exec public side and trying to sell start ups and then bought start ups have been on both sides of it.","start_time":"72.819","end_time":"91.319","speaker_label":"spk_1","items":[161,162,163,164,165,166,167,168,169,170,171,172,173,174,175,176,177,178,179,180,181,182,183,184,185,186,187,188,189,190,191,192,193,194,195,196,197,198,199,200,201,202,203,204,205,206,207,208,209,210,211,212,213,214,215,216,217,218,219,220,221,222,223,224,225,226,227,228,229]},{"id":4,"transcript":"Hello, I'm Jennifer. Rema. I'm leading partnerships at Apollo dot IO. I live in Austin, Texas and I lived abroad in Dubai working in partnerships for almost a decade now. So excited to be here.","start_time":"92.279","end_time":"105.199","speaker_label":"spk_2","items":[230,231,232,233,234,235,236,237,238,239,240,241,242,243,244,245,246,247,248,249,250,251,252,253,254,255,256,257,258,259,260,261,262,263,264,265,266,267,268,269,270,271]},{"id":5,"transcript":"Uh Hi, my name is Mohammed. Uh I'm a co-founder of Ticas solution.","start_time":"107.15","end_time":"112.309","speaker_label":"spk_3","items":[272,273,274,275,276,277,278,279,280,281,282,283,284,285,286,287]},{"id":6,"transcript":"Uh We develop software to help trucking companies manage their own fleet. Uh We've been in business for about two years and we serve over 300 clients.","start_time":"112.87","end_time":"122.69","speaker_label":"spk_3","items":[288,289,290,291,292,293,294,295,296,297,298,299,300,301,302,303,304,305,306,307,308,309,310,311,312,313,314,315,316]},{"id":7,"transcript":"Hi, my name is Bertha. I'm the CEO and founder of a company called overjet. We do a I for dentistry. Uh That means we analyze X rays and notes and help automate administrative work and augment clinical decision making to improve patient outcomes.","start_time":"125.669","end_time":"143.169","speaker_label":"spk_4","items":[317,318,319,320,321,322,323,324,325,326,327,328,329,330,331,332,333,334,335,336,337,338,339,340,341,342,343,344,345,346,347,348,349,350,351,352,353,354,355,356,357,358,359,360,361,362,363,364,365]},{"id":8,"transcript":"It's great. So I'm gonna ask a few questions and we can do it in order or popcorn style answer. However, you think will be most useful to our audience today.","start_time":"144.419","end_time":"155.52","speaker_label":"spk_0","items":[366,367,368,369,370,371,372,373,374,375,376,377,378,379,380,381,382,383,384,385,386,387,388,389,390,391,392,393,394,395,396,397,398,399,400]},{"id":9,"transcript":"So first, um can you share specific examples of unconventional approaches you've implemented to identify SASS opportunities and scale them?","start_time":"156.139","end_time":"165.789","speaker_label":"spk_0","items":[401,402,403,404,405,406,407,408,409,410,411,412,413,414,415,416,417,418,419,420,421,422]},{"id":10,"transcript":"Um This is either in operations or with tools you've been successful with here.","start_time":"166.309","end_time":"171.3","speaker_label":"spk_0","items":[423,424,425,426,427,428,429,430,431,432,433,434,435,436,437]},{"id":11,"transcript":"So I think with all the buzz around SAS and A I I might be busting that bubble a little bit. So when you look at A I I think when you look at opportunities, um one of my filters has been that","start_time":"172.699","end_time":"185.61","speaker_label":"spk_1","items":[438,439,440,441,442,443,444,445,446,447,448,449,450,451,452,453,454,455,456,457,458,459,460,461,462,463,464,465,466,467,468,469,470,471,472,473,474,475,476,477,478,479,480,481,482]},{"id":12,"transcript":"if you can imagine it as an API from Amazon Google or Microsoft,","start_time":"186.13","end_time":"191.46","speaker_label":"spk_1","items":[483,484,485,486,487,488,489,490,491,492,493,494,495,496]},{"id":13,"transcript":"then you probably will not be able to scale that as a a business one day, they will do it. And while there's a lot of excitement around um A I is the biggest kind of revolution similar to cloud and mobile, I would say that this revolution is very, very different from cloud and mobile. So when cloud happened,","start_time":"192.16","end_time":"214.139","speaker_label":"spk_1","items":[497,498,499,500,501,502,503,504,505,506,507,508,509,510,511,512,513,514,515,516,517,518,519,520,521,522,523,524,525,526,527,528,529,530,531,532,533,534,535,536,537,538,539,540,541,542,543,544,545,546,547,548,549,550,551,552,553,554,555,556,557,558,559,560,561,562]},{"id":14,"transcript":"Microsoft is not able to do real time web editing for the next 10 years because it requires them to go rewrite the whole application. So when gmail Google Docs, these things arrive, they're disruptive cloud is disruptive because the incumbent cannot keep up. The incumbent needs to go rewrite his stuff. When mobile happens,","start_time":"214.83","end_time":"238.21","speaker_label":"spk_1","items":[563,564,565,566,567,568,569,570,571,572,573,574,575,576,577,578,579,580,581,582,583,584,585,586,587,588,589,590,591,592,593,594,595,596,597,598,599,600,601,602,603,604,605,606,607,608,609,610,611,612,613,614,615,616,617,618,619,620,621,622,623]},{"id":15,"transcript":"Adobe does not launch Photoshop on phones for 10 years because they have to go rewrite the whole thing and Instagram has an opportunity.","start_time":"238.979","end_time":"248.38","speaker_label":"spk_1","items":[624,625,626,627,628,629,630,631,632,633,634,635,636,637,638,639,640,641,642,643,644,645,646,647,648]},{"id":16,"transcript":"But with A I, the incumbents are actually at an advantage. It's costly. The A PS are costly, they can pay the cost,","start_time":"248.929","end_time":"258.079","speaker_label":"spk_1","items":[649,650,651,652,653,654,655,656,657,658,659,660,661,662,663,664,665,666,667,668,669,670,671,672,673,674,675,676]},{"id":17,"transcript":"you need data, they have the data. So in some sense, it's this is this is one of the only revolutions where the first few places that open A I and Gemini is available as Microsoft office and G suite. So as you look at SAS opportunities, you have to kind of keep that filter in mind that this is a tech revolution, but the opportunities are different than what were there previously in the previous two cloud revolutions,","start_time":"258.589","end_time":"286.45","speaker_label":"spk_1","items":[677,678,679,680,681,682,683,684,685,686,687,688,689,690,691,692,693,694,695,696,697,698,699,700,701,702,703,704,705,706,707,708,709,710,711,712,713,714,715,716,717,718,719,720,721,722,723,724,725,726,727,728,729,730,731,732,733,734,735,736,737,738,739,740,741,742,743,744,745,746,747,748,749,750,751,752,753,754,755,756,757,758,759,760,761,762]},{"id":18,"transcript":"not an A I answer. Um But I will be unconventional coming from a partnerships background working in SAS. Um","start_time":"287.26","end_time":"295.369","speaker_label":"spk_2","items":[763,764,765,766,767,768,769,770,771,772,773,774,775,776,777,778,779,780,781,782,783,784]},{"id":19,"transcript":"A start up that is entering into the partnerships world. It is a really good way to quickly scale, but you need to understand what tools","start_time":"296.54","end_time":"306.359","speaker_label":"spk_2","items":[785,786,787,788,789,790,791,792,793,794,795,796,797,798,799,800,801,802,803,804,805,806,807,808,809,810,811,812]},{"id":20,"transcript":"to be successful within partnerships. So for example, an affiliate partnership program, agencies, technology, um start up ecosystem, these are unconventional ways that, that I've seen um in my career also in, in other SASS companies. Um and then when it comes to different tools that we're using, aside from partnerships, I'm not gonna talk about Apollo here. I'm not putting a shameless plug of Apollo, but it is a way that um","start_time":"306.679","end_time":"333.579","speaker_label":"spk_2","items":[813,814,815,816,817,818,819,820,821,822,823,824,825,826,827,828,829,830,831,832,833,834,835,836,837,838,839,840,841,842,843,844,845,846,847,848,849,850,851,852,853,854,855,856,857,858,859,860,861,862,863,864,865,866,867,868,869,870,871,872,873,874,875,876,877,878,879,880,881,882,883,884,885,886,887,888,889,890,891,892,893,894,895,896,897,898]},{"id":21,"transcript":"having an automated outreach to your customers has, has also been a way um for us to quickly scale and it is unconventional because you're doing more outbound. Um And you're relying on partners to bring you traffic in order to scale.","start_time":"333.92","end_time":"349.17","speaker_label":"spk_2","items":[899,900,901,902,903,904,905,906,907,908,909,910,911,912,913,914,915,916,917,918,919,920,921,922,923,924,925,926,927,928,929,930,931,932,933,934,935,936,937,938,939,940,941,942,943]},{"id":22,"transcript":"So I'll, I'll, I'll talk about it from a different perspective. Um","start_time":"353.35","end_time":"357.2","speaker_label":"spk_3","items":[944,945,946,947,948,949,950,951,952,953,954,955,956,957,958]},{"id":23,"transcript":"If you're planning to start uh your own start up,","start_time":"357.75","end_time":"361.859","speaker_label":"spk_3","items":[959,960,961,962,963,964,965,966,967,968,969]},{"id":24,"transcript":"um","start_time":"362.57","end_time":"363.25","speaker_label":"spk_3","items":[970]},{"id":25,"transcript":"make sure you do your own research before implementing your solution.","start_time":"363.809","end_time":"367.14","speaker_label":"spk_3","items":[971,972,973,974,975,976,977,978,979,980,981,982]},{"id":26,"transcript":"Uh What I mean by that, uh I've seen a lot of founders here","start_time":"368.0","end_time":"371.95","speaker_label":"spk_3","items":[983,984,985,986,987,988,989,990,991,992,993,994,995,996,997]},{"id":27,"transcript":"um who have an idea and they start developing their products without conducting market research or understanding uh the market or the issue that they're uh fixing.","start_time":"372.459","end_time":"384.45","speaker_label":"spk_3","items":[998,999,1000,1001,1002,1003,1004,1005,1006,1007,1008,1009,1010,1011,1012,1013,1014,1015,1016,1017,1018,1019,1020,1021,1022,1023,1024,1025]},{"id":28,"transcript":"Um","start_time":"385.019","end_time":"385.779","speaker_label":"spk_3","items":[1026]},{"id":29,"transcript":"Before you do that, just make sure you visit as many clients as you can understand their challenges. And then based on that you can build your own uh the, the most basic MVP to meet their needs and then ask them to use it and then uh what time you can scale it up? Uh I don't want to repeat what they have said earlier. Uh So I'm, I'm trying to take a look at it from a different perspective. And uh yeah,","start_time":"386.459","end_time":"413.369","speaker_label":"spk_3","items":[1027,1028,1029,1030,1031,1032,1033,1034,1035,1036,1037,1038,1039,1040,1041,1042,1043,1044,1045,1046,1047,1048,1049,1050,1051,1052,1053,1054,1055,1056,1057,1058,1059,1060,1061,1062,1063,1064,1065,1066,1067,1068,1069,1070,1071,1072,1073,1074,1075,1076,1077,1078,1079,1080,1081,1082,1083,1084,1085,1086,1087,1088,1089,1090,1091,1092,1093,1094,1095,1096,1097,1098,1099,1100,1101,1102,1103,1104,1105,1106,1107,1108,1109,1110,1111,1112,1113,1114,1115,1116,1117,1118]},{"id":30,"transcript":"or anything.","start_time":"414.279","end_time":"415.47","speaker_label":"spk_0","items":[1119,1120,1121]},{"id":31,"transcript":"Well, the way we look at reaching customers is uh experimental. So we are conducting experiments every week, every month. Uh Something new is happening that has ha hasn't happened before. And as we think about these experiments, uh we are trying, you know, everything, every idea is a good idea. You know, we're trying different things out and we'll try it and see if it works or not when I started off, you know, when I was, we were one or two people,","start_time":"415.97","end_time":"444.94","speaker_label":"spk_4","items":[1122,1123,1124,1125,1126,1127,1128,1129,1130,1131,1132,1133,1134,1135,1136,1137,1138,1139,1140,1141,1142,1143,1144,1145,1146,1147,1148,1149,1150,1151,1152,1153,1154,1155,1156,1157,1158,1159,1160,1161,1162,1163,1164,1165,1166,1167,1168,1169,1170,1171,1172,1173,1174,1175,1176,1177,1178,1179,1180,1181,1182,1183,1184,1185,1186,1187,1188,1189,1190,1191,1192,1193,1194,1195,1196,1197,1198,1199,1200,1201,1202,1203,1204,1205,1206,1207,1208,1209,1210,1211,1212,1213,1214,1215,1216,1217,1218,1219,1220]},{"id":32,"transcript":"the company that meant it was just one person reaching many people. And that's where a lot of I actually relied a lot on automation, but very cheap automation because you could not afford more than that. So there were these extensions that chrome extensions that you would apply that would be able to scrape, for example linkedin data and then auto post on linkedin. And I use a lot of that to um","start_time":"444.95","end_time":"473.929","speaker_label":"spk_4","items":[1221,1222,1223,1224,1225,1226,1227,1228,1229,1230,1231,1232,1233,1234,1235,1236,1237,1238,1239,1240,1241,1242,1243,1244,1245,1246,1247,1248,1249,1250,1251,1252,1253,1254,1255,1256,1257,1258,1259,1260,1261,1262,1263,1264,1265,1266,1267,1268,1269,1270,1271,1272,1273,1274,1275,1276,1277,1278,1279,1280,1281,1282,1283,1284,1285,1286,1287,1288,1289,1290,1291,1292,1293,1294,1295,1296,1297,1298,1299]},{"id":33,"transcript":"uh build uh or get the first customers. Our first major enterprise customer was Guardian insurance company. And that we got by, you know, call messaging through a bot uh uh from uh linkedin.","start_time":"474.32","end_time":"488.76","speaker_label":"spk_4","items":[1300,1301,1302,1303,1304,1305,1306,1307,1308,1309,1310,1311,1312,1313,1314,1315,1316,1317,1318,1319,1320,1321,1322,1323,1324,1325,1326,1327,1328,1329,1330,1331,1332,1333,1334,1335,1336,1337,1338]},{"id":34,"transcript":"And I think now that channel has grown a lot for us because of this original push around reaching to folks. And then, you know, I think right now we're testing different things out on uh different Facebook groups. For example, our, our customer base relies still on Facebook groups. So that's one where we, we're testing different things","start_time":"488.95","end_time":"508.515","speaker_label":"spk_4","items":[1339,1340,1341,1342,1343,1344,1345,1346,1347,1348,1349,1350,1351,1352,1353,1354,1355,1356,1357,1358,1359,1360,1361,1362,1363,1364,1365,1366,1367,1368,1369,1370,1371,1372,1373,1374,1375,1376,1377,1378,1379,1380,1381,1382,1383,1384,1385,1386,1387,1388,1389,1390,1391,1392,1393,1394,1395,1396,1397,1398,1399,1400,1401,1402,1403,1404,1405]},{"id":35,"transcript":"out. Uh So we've done all kinds of uh things, whether it's been more gorilla style or uh full automations as well as uh and then at every different stage, a new thing starts to work that hasn't worked before or something that was working, stops working. So we keep on trying different things out","start_time":"508.524","end_time":"528.099","speaker_label":"spk_4","items":[1406,1407,1408,1409,1410,1411,1412,1413,1414,1415,1416,1417,1418,1419,1420,1421,1422,1423,1424,1425,1426,1427,1428,1429,1430,1431,1432,1433,1434,1435,1436,1437,1438,1439,1440,1441,1442,1443,1444,1445,1446,1447,1448,1449,1450,1451,1452,1453,1454,1455,1456,1457,1458,1459,1460,1461,1462,1463,1464,1465]},{"id":36,"transcript":"really great. I love that you gave examples. Um And I think throughout the panel, I'd love to hear more specific examples that each of your companies have used before I get to the next question. I just wanna say if folks are speaking in the back or behind stage, can you go upstairs and start happy hour, go have your drinks because it's a little hard to hear.","start_time":"528.7","end_time":"550.78","speaker_label":"spk_0","items":[1466,1467,1468,1469,1470,1471,1472,1473,1474,1475,1476,1477,1478,1479,1480,1481,1482,1483,1484,1485,1486,1487,1488,1489,1490,1491,1492,1493,1494,1495,1496,1497,1498,1499,1500,1501,1502,1503,1504,1505,1506,1507,1508,1509,1510,1511,1512,1513,1514,1515,1516,1517,1518,1519,1520,1521,1522,1523,1524,1525,1526,1527,1528,1529,1530,1531,1532,1533,1534,1535,1536,1537,1538,1539,1540,1541]},{"id":37,"transcript":"Um Alright, so","start_time":"551.359","end_time":"553.44","speaker_label":"spk_0","items":[1542,1543,1544,1545]},{"id":38,"transcript":"um SAS often hinges on product adoption. What are some unconventional product driven strategies you've used to drive user acquisition and engagement?","start_time":"554.109","end_time":"564.77","speaker_label":"spk_0","items":[1546,1547,1548,1549,1550,1551,1552,1553,1554,1555,1556,1557,1558,1559,1560,1561,1562,1563,1564,1565,1566,1567,1568,1569]},{"id":39,"transcript":"Happy to take this one.","start_time":"565.89","end_time":"567.38","speaker_label":"spk_2","items":[1570,1571,1572,1573,1574,1575]},{"id":40,"transcript":"So um in partnerships, I mentioned that two of our partner programs are technology partners and then agencies. So","start_time":"568.15","end_time":"576.919","speaker_label":"spk_2","items":[1576,1577,1578,1579,1580,1581,1582,1583,1584,1585,1586,1587,1588,1589,1590,1591,1592,1593,1594,1595,1596]},{"id":41,"transcript":"within our business, we've done really well at acquiring customers. Um but we need to understand how to retain them. And I think this is across the board. Um","start_time":"577.799","end_time":"587.21","speaker_label":"spk_2","items":[1597,1598,1599,1600,1601,1602,1603,1604,1605,1606,1607,1608,1609,1610,1611,1612,1613,1614,1615,1616,1617,1618,1619,1620,1621,1622,1623,1624,1625,1626,1627,1628,1629]},{"id":42,"transcript":"What we've started to do with our partners is we focus a lot on integrations. The beauty of integrations is that they could be partner built integrations or you can build them in house. But this allows for your customer to, to stick to the platform because they're investing a lot of time and connecting two different platforms together","start_time":"588.049","end_time":"606.9","speaker_label":"spk_2","items":[1630,1631,1632,1633,1634,1635,1636,1637,1638,1639,1640,1641,1642,1643,1644,1645,1646,1647,1648,1649,1650,1651,1652,1653,1654,1655,1656,1657,1658,1659,1660,1661,1662,1663,1664,1665,1666,1667,1668,1669,1670,1671,1672,1673,1674,1675,1676,1677,1678,1679,1680,1681,1682,1683,1684,1685,1686,1687,1688,1689,1690,1691]},{"id":43,"transcript":"and you're making it more seamless for them to use those platforms together. So, integrations has been a really good way for us to create customer um retention when it comes to adoption","start_time":"607.059","end_time":"618.859","speaker_label":"spk_2","items":[1692,1693,1694,1695,1696,1697,1698,1699,1700,1701,1702,1703,1704,1705,1706,1707,1708,1709,1710,1711,1712,1713,1714,1715,1716,1717,1718,1719,1720,1721,1722,1723,1724,1725,1726]},{"id":44,"transcript":"because we are a PLG product. Um It's self serve. We have a free plan. You can self serve, upgrade to a paid plan. You're not speaking to anyone on our sales team, which it could be very um it's beneficial because it's quick, but then you may not be getting all of the tools and resources that you need to actually learn how to use the product itself. So the way we leverage our agency partners is they help with on boarding. We have an on boarding team. Um","start_time":"619.51","end_time":"647.52","speaker_label":"spk_2","items":[1727,1728,1729,1730,1731,1732,1733,1734,1735,1736,1737,1738,1739,1740,1741,1742,1743,1744,1745,1746,1747,1748,1749,1750,1751,1752,1753,1754,1755,1756,1757,1758,1759,1760,1761,1762,1763,1764,1765,1766,1767,1768,1769,1770,1771,1772,1773,1774,1775,1776,1777,1778,1779,1780,1781,1782,1783,1784,1785,1786,1787,1788,1789,1790,1791,1792,1793,1794,1795,1796,1797,1798,1799,1800,1801,1802,1803,1804,1805,1806,1807,1808,1809,1810,1811,1812,1813,1814,1815,1816,1817,1818,1819,1820,1821,1822,1823,1824,1825,1826]},{"id":45,"transcript":"but they only serve a customer, they only serve customers that are spending a certain threshold, which means we get a lot of customers that are not actually getting that on boarding support, but they want to know how to use the products. Like they're spending six K a year, they need to know how to actually use it otherwise they're just gonna turn. So agencies have been a really good way for us to um involve an agency. They help with the implementation, they help you get on boarded. They're doing more of the hand holding.","start_time":"647.869","end_time":"674.119","speaker_label":"spk_2","items":[1827,1828,1829,1830,1831,1832,1833,1834,1835,1836,1837,1838,1839,1840,1841,1842,1843,1844,1845,1846,1847,1848,1849,1850,1851,1852,1853,1854,1855,1856,1857,1858,1859,1860,1861,1862,1863,1864,1865,1866,1867,1868,1869,1870,1871,1872,1873,1874,1875,1876,1877,1878,1879,1880,1881,1882,1883,1884,1885,1886,1887,1888,1889,1890,1891,1892,1893,1894,1895,1896,1897,1898,1899,1900,1901,1902,1903,1904,1905,1906,1907,1908,1909,1910,1911,1912,1913,1914,1915,1916,1917,1918,1919,1920,1921,1922,1923,1924,1925,1926,1927,1928,1929,1930,1931,1932,1933]},{"id":46,"transcript":"Um Those are, those two partner programs have really helped us uh at Apollo with customer retention and then adoption.","start_time":"674.33","end_time":"681.58","speaker_label":"spk_2","items":[1934,1935,1936,1937,1938,1939,1940,1941,1942,1943,1944,1945,1946,1947,1948,1949,1950,1951,1952,1953,1954,1955]},{"id":47,"transcript":"Um So I'm curious about how these, oh, go ahead. Sorry,","start_time":"683.27","end_time":"689.58","speaker_label":"spk_0","items":[1956,1957,1958,1959,1960,1961,1962,1963,1964,1965,1966,1967,1968,1969,1970]},{"id":48,"transcript":"I'll","start_time":"689.909","end_time":"690.19","speaker_label":"spk_3","items":[1971]},{"id":49,"transcript":"add to Jenny's point. So I think","start_time":"690.979","end_time":"694.83","speaker_label":"spk_3","items":[1972,1973,1974,1975,1976,1977,1978,1979]},{"id":50,"transcript":"other way uh um of looking at it is uh what we did at TCA leverage uh regulations. So for example, we are uh we have integrated with the Transportation Authority in Sauri as well as that authority because of trucking companies are in need of that. So that helped us as well","start_time":"695.059","end_time":"716.26","speaker_label":"spk_3","items":[1980,1981,1982,1983,1984,1985,1986,1987,1988,1989,1990,1991,1992,1993,1994,1995,1996,1997,1998,1999,2000,2001,2002,2003,2004,2005,2006,2007,2008,2009,2010,2011,2012,2013,2014,2015,2016,2017,2018,2019,2020,2021,2022,2023,2024,2025,2026,2027,2028,2029,2030,2031,2032,2033,2034,2035]},{"id":51,"transcript":"and also um through uh through our platform, it's easy to on board a client so a client can uh uh log into our website and get a demo within five minutes. So it made it easier for uh for them to uh on board and that's help us retain more customers.","start_time":"716.51","end_time":"734.789","speaker_label":"spk_3","items":[2036,2037,2038,2039,2040,2041,2042,2043,2044,2045,2046,2047,2048,2049,2050,2051,2052,2053,2054,2055,2056,2057,2058,2059,2060,2061,2062,2063,2064,2065,2066,2067,2068,2069,2070,2071,2072,2073,2074,2075,2076,2077,2078,2079,2080,2081,2082,2083,2084,2085,2086,2087,2088,2089,2090]},{"id":52,"transcript":"I, I'll actually put a plug for Fezan start up here. So one of the things that really worked for us was uh Testim product testimonials by clients. So the, the strategy here is that we actually send film crews to go into uh customers to show that they, you know, how much they love the,","start_time":"735.13","end_time":"756.663","speaker_label":"spk_4","items":[2091,2092,2093,2094,2095,2096,2097,2098,2099,2100,2101,2102,2103,2104,2105,2106,2107,2108,2109,2110,2111,2112,2113,2114,2115,2116,2117,2118,2119,2120,2121,2122,2123,2124,2125,2126,2127,2128,2129,2130,2131,2132,2133,2134,2135,2136,2137,2138,2139,2140,2141,2142,2143,2144,2145,2146,2147,2148,2149,2150,2151,2152,2153]},{"id":53,"transcript":"the product as well as them creating their own testimonial videos, posting them on their channels. But then us sharing that and then having, but they're actually demoing the product, they're showing how the product gets used. And this is where, you know, the plug for start up comes in where it helps you, but really reduce the cost,","start_time":"756.672","end_time":"778.205","speaker_label":"spk_4","items":[2154,2155,2156,2157,2158,2159,2160,2161,2162,2163,2164,2165,2166,2167,2168,2169,2170,2171,2172,2173,2174,2175,2176,2177,2178,2179,2180,2181,2182,2183,2184,2185,2186,2187,2188,2189,2190,2191,2192,2193,2194,2195,2196,2197,2198,2199,2200,2201,2202,2203,2204,2205,2206,2207,2208,2209,2210,2211,2212,2213,2214,2215,2216,2217,2218,2219,2220,2221]},{"id":54,"transcript":"cost of that infrastructure that you need for something like that and, and give and be able to do it via phone. Uh But I think that product testimonials is probably one of the biggest way of actually, especially for A I products where the demo is more powerful to be able to uh utilize that product testimonial by the customers.","start_time":"778.216","end_time":"799.546","speaker_label":"spk_4","items":[2222,2223,2224,2225,2226,2227,2228,2229,2230,2231,2232,2233,2234,2235,2236,2237,2238,2239,2240,2241,2242,2243,2244,2245,2246,2247,2248,2249,2250,2251,2252,2253,2254,2255,2256,2257,2258,2259,2260,2261,2262,2263,2264,2265,2266,2267,2268,2269,2270,2271,2272,2273,2274,2275,2276,2277,2278,2279,2280,2281,2282,2283,2284,2285,2286]},{"id":55,"transcript":"That's great. So yeah, I'm hearing a lot of different things around, you know, outbound customer acquisition","start_time":"800.276","end_time":"807.099","speaker_label":"spk_0","items":[2287,2288,2289,2290,2291,2292,2293,2294,2295,2296,2297,2298,2299,2300,2301,2302,2303,2304,2305,2306,2307]},{"id":56,"transcript":"um making sure that you're nurturing customers at all different levels which I think a lot of companies forget about. They're like, ok, we have a big enterprise customer, forget everybody else. Um I'm assuming that there are a lot of first time or early, early stage founders or maybe even","start_time":"807.299","end_time":"823.655","speaker_label":"spk_0","items":[2308,2309,2310,2311,2312,2313,2314,2315,2316,2317,2318,2319,2320,2321,2322,2323,2324,2325,2326,2327,2328,2329,2330,2331,2332,2333,2334,2335,2336,2337,2338,2339,2340,2341,2342,2343,2344,2345,2346,2347,2348,2349,2350,2351,2352,2353,2354,2355,2356,2357,2358,2359,2360,2361,2362,2363,2364]},{"id":57,"transcript":"potential founders in the crowd. Can you guys talk a little bit about um how you find customers and how you increase your branding pre revenue? So kind of the nuts and bolts of like, how do you even get there to have a partnership when you're a brand new company?","start_time":"823.664","end_time":"840.03","speaker_label":"spk_0","items":[2365,2366,2367,2368,2369,2370,2371,2372,2373,2374,2375,2376,2377,2378,2379,2380,2381,2382,2383,2384,2385,2386,2387,2388,2389,2390,2391,2392,2393,2394,2395,2396,2397,2398,2399,2400,2401,2402,2403,2404,2405,2406,2407,2408,2409,2410,2411,2412,2413,2414,2415,2416,2417,2418,2419]},{"id":58,"transcript":"Yeah, so I'll give an example that I really love, which is from Uber. I think early as we are as we are first time founders, we focus a lot on the big picture and we want to be able to say that Dam is this many billion dollars.","start_time":"842.57","end_time":"858.659","speaker_label":"spk_1","items":[2420,2421,2422,2423,2424,2425,2426,2427,2428,2429,2430,2431,2432,2433,2434,2435,2436,2437,2438,2439,2440,2441,2442,2443,2444,2445,2446,2447,2448,2449,2450,2451,2452,2453,2454,2455,2456,2457,2458,2459,2460,2461,2462,2463,2464,2465,2466,2467,2468,2469,2470,2471,2472,2473]},{"id":59,"transcript":"And that's the approach that doesn't lead you to the customer. So if you look at Uber a great example is Uber is a really interesting problem to solve because you need a supply of drivers and cars, then you need a demand and then if you start it, can you start it? Like, how do you make supply and demand exist at the same time, at the same place as a start up? Right?","start_time":"858.789","end_time":"880.599","speaker_label":"spk_1","items":[2474,2475,2476,2477,2478,2479,2480,2481,2482,2483,2484,2485,2486,2487,2488,2489,2490,2491,2492,2493,2494,2495,2496,2497,2498,2499,2500,2501,2502,2503,2504,2505,2506,2507,2508,2509,2510,2511,2512,2513,2514,2515,2516,2517,2518,2519,2520,2521,2522,2523,2524,2525,2526,2527,2528,2529,2530,2531,2532,2533,2534,2535,2536,2537,2538,2539,2540,2541,2542,2543,2544,2545,2546,2547,2548,2549,2550,2551,2552,2553,2554,2555,2556]},{"id":60,"transcript":"So when they started out, they said, oh, we we have started out but we're not seeing that much success. We're trying it on New York and California and one of their investors said, no, go more narrow. And they were like, ok, just California and it was like, no, no, go more narrow. And they were like San Francisco and it was like, no, no, go more narrow. So initially, they just said our customers are going to be at Fourth and King","start_time":"880.77","end_time":"905.299","speaker_label":"spk_1","items":[2557,2558,2559,2560,2561,2562,2563,2564,2565,2566,2567,2568,2569,2570,2571,2572,2573,2574,2575,2576,2577,2578,2579,2580,2581,2582,2583,2584,2585,2586,2587,2588,2589,2590,2591,2592,2593,2594,2595,2596,2597,2598,2599,2600,2601,2602,2603,2604,2605,2606,2607,2608,2609,2610,2611,2612,2613,2614,2615,2616,2617,2618,2619,2620,2621,2622,2623,2624,2625,2626,2627,2628,2629,2630,2631,2632,2633,2634,2635,2636,2637,2638,2639,2640,2641,2642,2643,2644,2645,2646,2647,2648,2649,2650,2651,2652,2653,2654,2655,2656,2657,2658]},{"id":61,"transcript":"on the Cal train station at that Cal train station, we will pay limos to show up. Those limos are paid for the whole day. They're just standing there, they will hand out flyers as people get off the Cal train station. And we want these people to say we want, we will find some happy customers here instead of scaling too much. Instead of thinking about scaling as the first time use case, the first few customers that get the ball rolling,","start_time":"905.94","end_time":"933.08","speaker_label":"spk_1","items":[2659,2660,2661,2662,2663,2664,2665,2666,2667,2668,2669,2670,2671,2672,2673,2674,2675,2676,2677,2678,2679,2680,2681,2682,2683,2684,2685,2686,2687,2688,2689,2690,2691,2692,2693,2694,2695,2696,2697,2698,2699,2700,2701,2702,2703,2704,2705,2706,2707,2708,2709,2710,2711,2712,2713,2714,2715,2716,2717,2718,2719,2720,2721,2722,2723,2724,2725,2726,2727,2728,2729,2730,2731,2732,2733,2734,2735,2736,2737,2738,2739,2740,2741,2742,2743,2744,2745,2746,2747,2748,2749,2750]},{"id":62,"transcript":"you usually find them by going super narrow. And I think when I say narrow, I mean, it should feel uncomfortably narrow, it should feel like this is too narrow. It will it be a business until it starts to feel that narrow, it will be hard for you to find kind of uh uh product market fit for early customers.","start_time":"933.27","end_time":"954.309","speaker_label":"spk_1","items":[2751,2752,2753,2754,2755,2756,2757,2758,2759,2760,2761,2762,2763,2764,2765,2766,2767,2768,2769,2770,2771,2772,2773,2774,2775,2776,2777,2778,2779,2780,2781,2782,2783,2784,2785,2786,2787,2788,2789,2790,2791,2792,2793,2794,2795,2796,2797,2798,2799,2800,2801,2802,2803,2804,2805,2806,2807,2808,2809,2810,2811,2812,2813,2814,2815,2816,2817,2818]},{"id":63,"transcript":"I can actually add to that as well. So","start_time":"954.89","end_time":"958.229","speaker_label":"spk_3","items":[2819,2820,2821,2822,2823,2824,2825,2826,2827,2828]},{"id":64,"transcript":"we sold, we are B to B. So uh our first clients was through direct impound and was by me and my co founder. We did not hire someone to go and find them. We did it ourselves to understand the challenges. So once we hire sales, we know, we know uh how can we train them or the way that we can train them.","start_time":"959.13","end_time":"978.83","speaker_label":"spk_3","items":[2829,2830,2831,2832,2833,2834,2835,2836,2837,2838,2839,2840,2841,2842,2843,2844,2845,2846,2847,2848,2849,2850,2851,2852,2853,2854,2855,2856,2857,2858,2859,2860,2861,2862,2863,2864,2865,2866,2867,2868,2869,2870,2871,2872,2873,2874,2875,2876,2877,2878,2879,2880,2881,2882,2883,2884,2885,2886,2887,2888,2889,2890,2891,2892,2893,2894,2895,2896,2897,2898,2899,2900,2901]},{"id":65,"transcript":"So that was uh that's the way that we approached it and it worked well for us. Uh Right now, our clients or our first few clients that trust us, they're in direct contact with me as well, so they can text me anytime through whatsapp or uh iMessage and they get a, get a response really quick uh making that trust with them, um help us get more clients through a referral and that helped us grow uh dramatically the last year or so","start_time":"978.969","end_time":"1007.119","speaker_label":"spk_3","items":[2902,2903,2904,2905,2906,2907,2908,2909,2910,2911,2912,2913,2914,2915,2916,2917,2918,2919,2920,2921,2922,2923,2924,2925,2926,2927,2928,2929,2930,2931,2932,2933,2934,2935,2936,2937,2938,2939,2940,2941,2942,2943,2944,2945,2946,2947,2948,2949,2950,2951,2952,2953,2954,2955,2956,2957,2958,2959,2960,2961,2962,2963,2964,2965,2966,2967,2968,2969,2970,2971,2972,2973,2974,2975,2976,2977,2978,2979,2980,2981,2982,2983,2984,2985,2986,2987,2988,2989,2990,2991,2992]},{"id":66,"transcript":"I'll add on to Muhammad's Point. Um So I tested this before joining Apollo in a very small start up. Um, we were looking for customers, we knew who our competitors were. So this is very manual, although I talk about automating everything as much as possible. But I would go on to G two and I would look to see","start_time":"1007.46","end_time":"1028.75","speaker_label":"spk_2","items":[2993,2994,2995,2996,2997,2998,2999,3000,3001,3002,3003,3004,3005,3006,3007,3008,3009,3010,3011,3012,3013,3014,3015,3016,3017,3018,3019,3020,3021,3022,3023,3024,3025,3026,3027,3028,3029,3030,3031,3032,3033,3034,3035,3036,3037,3038,3039,3040,3041,3042,3043,3044,3045,3046,3047,3048,3049,3050,3051,3052,3053,3054,3055,3056,3057,3058,3059,3060]},{"id":67,"transcript":"the reviews of our competitors and of the customers who would give five star or give one stars two stars to our competitors. I would actually reach out to them and understand what their problems were with that tool because then maybe","start_time":"1029.4","end_time":"1045.224","speaker_label":"spk_2","items":[3061,3062,3063,3064,3065,3066,3067,3068,3069,3070,3071,3072,3073,3074,3075,3076,3077,3078,3079,3080,3081,3082,3083,3084,3085,3086,3087,3088,3089,3090,3091,3092,3093,3094,3095,3096,3097,3098,3099,3100,3101,3102,3103]},{"id":68,"transcript":"that maybe your software can actually fix their problems. Um That was a really good way. It's again, it's outbound, it's manual. Um but it works to help first get those couple of hundreds of customers and then to Muhammad's point of like a referral program, we have always had an affiliate program. Um It was like our lowest hanging fruit. The good thing about affiliate programs is you usually pay only when you're acquiring a paying customer.","start_time":"1045.234","end_time":"1072.66","speaker_label":"spk_2","items":[3104,3105,3106,3107,3108,3109,3110,3111,3112,3113,3114,3115,3116,3117,3118,3119,3120,3121,3122,3123,3124,3125,3126,3127,3128,3129,3130,3131,3132,3133,3134,3135,3136,3137,3138,3139,3140,3141,3142,3143,3144,3145,3146,3147,3148,3149,3150,3151,3152,3153,3154,3155,3156,3157,3158,3159,3160,3161,3162,3163,3164,3165,3166,3167,3168,3169,3170,3171,3172,3173,3174,3175,3176,3177,3178,3179,3180,3181,3182,3183,3184,3185,3186,3187,3188,3189,3190]},{"id":69,"transcript":"Um So you don't need to pay anything upfront versus like digital marketing um campaigns like you're gonna be spending and spending and you may not be getting good quality customers. So the affiliate program works really well if you have a good customer base who are happy to refer you, like definitely launch a referral program.","start_time":"1072.869","end_time":"1090.349","speaker_label":"spk_2","items":[3191,3192,3193,3194,3195,3196,3197,3198,3199,3200,3201,3202,3203,3204,3205,3206,3207,3208,3209,3210,3211,3212,3213,3214,3215,3216,3217,3218,3219,3220,3221,3222,3223,3224,3225,3226,3227,3228,3229,3230,3231,3232,3233,3234,3235,3236,3237,3238,3239,3240,3241,3242,3243,3244,3245,3246,3247,3248,3249,3250]},{"id":70,"transcript":"Um I'm seeing them come up more and more so maybe it's, it's not unconventional, but it's, it's easy to spin up. Um, and I think if again, you have those happy customers, uh spreading the word, it definitely, it, it adds a lot of value. So,","start_time":"1090.52","end_time":"1105.25","speaker_label":"spk_2","items":[3251,3252,3253,3254,3255,3256,3257,3258,3259,3260,3261,3262,3263,3264,3265,3266,3267,3268,3269,3270,3271,3272,3273,3274,3275,3276,3277,3278,3279,3280,3281,3282,3283,3284,3285,3286,3287,3288,3289,3290,3291,3292,3293,3294,3295,3296,3297,3298,3299,3300,3301,3302,3303,3304,3305,3306,3307,3308,3309]},{"id":71,"transcript":"so, and also the referral shouldn't, I mean, you don't have to give them a certain, uh, uh uh, you know, amount of money or cash could be a discount in the future once they uh renew their contract with us","start_time":"1105.729","end_time":"1117.619","speaker_label":"spk_3","items":[3310,3311,3312,3313,3314,3315,3316,3317,3318,3319,3320,3321,3322,3323,3324,3325,3326,3327,3328,3329,3330,3331,3332,3333,3334,3335,3336,3337,3338,3339,3340,3341,3342,3343,3344,3345,3346,3347,3348,3349,3350,3351,3352,3353,3354,3355,3356,3357]},{"id":72,"transcript":"or the advice I would provide is talk to everyone. I think it's a little opposite. Then like really narrow focus until you don't have a few customers. You don't really have anything. So, you know, you don't and you have a lot of time actually at that time because you haven't built anything of value by by then.","start_time":"1119.77","end_time":"1139.339","speaker_label":"spk_4","items":[3358,3359,3360,3361,3362,3363,3364,3365,3366,3367,3368,3369,3370,3371,3372,3373,3374,3375,3376,3377,3378,3379,3380,3381,3382,3383,3384,3385,3386,3387,3388,3389,3390,3391,3392,3393,3394,3395,3396,3397,3398,3399,3400,3401,3402,3403,3404,3405,3406,3407,3408,3409,3410,3411,3412,3413,3414,3415,3416,3417,3418,3419,3420,3421,3422,3423]},{"id":73,"transcript":"So for us, we talked to everyone, we talked to dentists, we talked to insurance company, we've talked to consultants, we talked to people who sell to these companies. We've talked to people, manufacturers and, and, and from that, we started to build a better understanding of the industry, the ecosystem how it really works. And like we were able to then really start to narrow and then we waited until whoever gave us our first, you know, signed the first contract and we could say, ok, now this is real and it ended up being","start_time":"1139.589","end_time":"1168.14","speaker_label":"spk_4","items":[3424,3425,3426,3427,3428,3429,3430,3431,3432,3433,3434,3435,3436,3437,3438,3439,3440,3441,3442,3443,3444,3445,3446,3447,3448,3449,3450,3451,3452,3453,3454,3455,3456,3457,3458,3459,3460,3461,3462,3463,3464,3465,3466,3467,3468,3469,3470,3471,3472,3473,3474,3475,3476,3477,3478,3479,3480,3481,3482,3483,3484,3485,3486,3487,3488,3489,3490,3491,3492,3493,3494,3495,3496,3497,3498,3499,3500,3501,3502,3503,3504,3505,3506,3507,3508,3509,3510,3511,3512,3513,3514,3515,3516,3517,3518,3519,3520,3521,3522,3523,3524,3525,3526,3527,3528,3529,3530,3531,3532,3533,3534,3535]},{"id":74,"transcript":"uh we started off um thinking that it would be dental practices. It ended up being insurance companies and I don't think we could have ever like started off thinking that it would be insurance companies who was going to buy, I don't think it would have happened in, in that order, but it's one of the things when the pain is real,","start_time":"1168.15","end_time":"1185.939","speaker_label":"spk_4","items":[3536,3537,3538,3539,3540,3541,3542,3543,3544,3545,3546,3547,3548,3549,3550,3551,3552,3553,3554,3555,3556,3557,3558,3559,3560,3561,3562,3563,3564,3565,3566,3567,3568,3569,3570,3571,3572,3573,3574,3575,3576,3577,3578,3579,3580,3581,3582,3583,3584,3585,3586,3587,3588,3589,3590,3591,3592,3593,3594,3595,3596,3597,3598,3599,3600,3601,3602,3603]},{"id":75,"transcript":"people move, they move fast and being able to then see, ok, like we, if we are, especially if you're trying to build something interesting and cool and like it hasn't existed before, you know, there, there, uh, of course many people could have the pain, but then who has the highest pain, who's","start_time":"1186.18","end_time":"1202.719","speaker_label":"spk_4","items":[3604,3605,3606,3607,3608,3609,3610,3611,3612,3613,3614,3615,3616,3617,3618,3619,3620,3621,3622,3623,3624,3625,3626,3627,3628,3629,3630,3631,3632,3633,3634,3635,3636,3637,3638,3639,3640,3641,3642,3643,3644,3645,3646,3647,3648,3649,3650,3651,3652,3653,3654,3655,3656,3657,3658,3659,3660,3661,3662,3663,3664,3665,3666,3667,3668,3669]},{"id":76,"transcript":"actually willing to pay a significant amount of dollars comes from just getting the word across, getting to as many people as possible.","start_time":"1202.729","end_time":"1209.599","speaker_label":"spk_4","items":[3670,3671,3672,3673,3674,3675,3676,3677,3678,3679,3680,3681,3682,3683,3684,3685,3686,3687,3688,3689,3690,3691,3692,3693,3694]},{"id":77,"transcript":"It's really great. Um I love the Uber example because if anyone has done that commute from Cal train from San Francisco or Oakland, um down to the South Bay, I did it for three years. It was over $30 a day to get to and from work and it took hours. It was horrible. So that's a huge pain point.","start_time":"1210.05","end_time":"1230.949","speaker_label":"spk_0","items":[3695,3696,3697,3698,3699,3700,3701,3702,3703,3704,3705,3706,3707,3708,3709,3710,3711,3712,3713,3714,3715,3716,3717,3718,3719,3720,3721,3722,3723,3724,3725,3726,3727,3728,3729,3730,3731,3732,3733,3734,3735,3736,3737,3738,3739,3740,3741,3742,3743,3744,3745,3746,3747,3748,3749,3750,3751,3752,3753,3754,3755,3756,3757,3758,3759,3760,3761,3762]},{"id":78,"transcript":"Um We've talked a little bit about being innovative, starting a Sass company, what you need to focus on how you think about, you know, your competitors and also being innovative with your partnerships and how you can do that, you know, with paid partnerships or for free with affiliate market marketing programs. Um So I wanna talk a little bit more about community. So how do you build a strong user community?","start_time":"1231.16","end_time":"1256.17","speaker_label":"spk_0","items":[3763,3764,3765,3766,3767,3768,3769,3770,3771,3772,3773,3774,3775,3776,3777,3778,3779,3780,3781,3782,3783,3784,3785,3786,3787,3788,3789,3790,3791,3792,3793,3794,3795,3796,3797,3798,3799,3800,3801,3802,3803,3804,3805,3806,3807,3808,3809,3810,3811,3812,3813,3814,3815,3816,3817,3818,3819,3820,3821,3822,3823,3824,3825,3826,3827,3828,3829,3830,3831,3832,3833,3834,3835,3836,3837,3838,3839,3840,3841,3842,3843,3844]},{"id":79,"transcript":"Um Because that can be a powerful growth engine for your company. Can you give some specific examples about um what unconventional methods you've used to build network effects with the community around your product?","start_time":"1256.569","end_time":"1269.319","speaker_label":"spk_0","items":[3845,3846,3847,3848,3849,3850,3851,3852,3853,3854,3855,3856,3857,3858,3859,3860,3861,3862,3863,3864,3865,3866,3867,3868,3869,3870,3871,3872,3873,3874,3875,3876,3877,3878,3879,3880,3881]},{"id":80,"transcript":"Take this,","start_time":"1270.64","end_time":"1271.38","speaker_label":"spk_2","items":[3882,3883,3884]},{"id":81,"transcript":"oh, go ahead, please. I think for us. Um","start_time":"1272.069","end_time":"1275.349","speaker_label":"spk_4","items":[3885,3886,3887,3888,3889,3890,3891,3892,3893,3894,3895,3896,3897]},{"id":82,"transcript":"No, right now, we're trying to formalize it more, but it started off more organically. So I think for us, uh we actually um it was around like conferences. When conferences would happen, we would get, you know, the people who were the most uh","start_time":"1276.369","end_time":"1293.944","speaker_label":"spk_4","items":[3898,3899,3900,3901,3902,3903,3904,3905,3906,3907,3908,3909,3910,3911,3912,3913,3914,3915,3916,3917,3918,3919,3920,3921,3922,3923,3924,3925,3926,3927,3928,3929,3930,3931,3932,3933,3934,3935,3936,3937,3938,3939,3940,3941,3942,3943,3944,3945,3946,3947,3948,3949,3950,3951]},{"id":83,"transcript":"obsessive about our product to uh come together, whether it's for was for smaller dinners, group dinners uh to start to like, not for us to just talk about our product to them, for them to start talking about each with each other. But also having, then people who are not,","start_time":"1293.954","end_time":"1311.54","speaker_label":"spk_4","items":[3952,3953,3954,3955,3956,3957,3958,3959,3960,3961,3962,3963,3964,3965,3966,3967,3968,3969,3970,3971,3972,3973,3974,3975,3976,3977,3978,3979,3980,3981,3982,3983,3984,3985,3986,3987,3988,3989,3990,3991,3992,3993,3994,3995,3996,3997,3998,3999,4000,4001,4002,4003,4004,4005,4006,4007,4008,4009]},{"id":84,"transcript":"who had then bought our product be part of that uh um uh to, to be able to be closer to the community that that was there. But I think, you know, this is something that we've started like, thinking about more and more of how do we actually formalize it uh And uh start to grow that further and, and, and thinking of it as a uh a channel where we're not, not only doing it through like events and like uh in person meet ups, but through digitally as well","start_time":"1312.319","end_time":"1341.31","speaker_label":"spk_4","items":[4010,4011,4012,4013,4014,4015,4016,4017,4018,4019,4020,4021,4022,4023,4024,4025,4026,4027,4028,4029,4030,4031,4032,4033,4034,4035,4036,4037,4038,4039,4040,4041,4042,4043,4044,4045,4046,4047,4048,4049,4050,4051,4052,4053,4054,4055,4056,4057,4058,4059,4060,4061,4062,4063,4064,4065,4066,4067,4068,4069,4070,4071,4072,4073,4074,4075,4076,4077,4078,4079,4080,4081,4082,4083,4084,4085,4086,4087,4088,4089,4090,4091,4092,4093,4094,4095,4096,4097,4098,4099,4100,4101,4102,4103,4104,4105,4106,4107,4108,4109,4110]},{"id":85,"transcript":"what we've done um because again, I focus on partnerships but it is a ripple effect of if we have happy partners. They're happy to refer us and then they eventually bring us customers. But in any partnership, it's not just getting, you need to give as well. So, um, a couple of things that we've recently rolled out, we launched a Partner Day, which, um, it's actually not that common, but it's, it was a one day event. It was very","start_time":"1343.239","end_time":"1368.593","speaker_label":"spk_2","items":[4111,4112,4113,4114,4115,4116,4117,4118,4119,4120,4121,4122,4123,4124,4125,4126,4127,4128,4129,4130,4131,4132,4133,4134,4135,4136,4137,4138,4139,4140,4141,4142,4143,4144,4145,4146,4147,4148,4149,4150,4151,4152,4153,4154,4155,4156,4157,4158,4159,4160,4161,4162,4163,4164,4165,4166,4167,4168,4169,4170,4171,4172,4173,4174,4175,4176,4177,4178,4179,4180,4181,4182,4183,4184,4185,4186,4187,4188,4189,4190,4191,4192,4193,4194,4195,4196,4197,4198,4199,4200,4201,4202,4203,4204,4205,4206,4207]},{"id":86,"transcript":"to where we got all of our partners in the room and a lot of them just shared um more about their businesses, why they're recommending our tool. Um We actually listen to them. Um So we did a partner day, we did like a partner of the year where we highlighted them on linkedin. We do like a linkedin takeover and it's more personal which we've actually seen like a lot of people love to see.","start_time":"1368.603","end_time":"1391.625","speaker_label":"spk_2","items":[4208,4209,4210,4211,4212,4213,4214,4215,4216,4217,4218,4219,4220,4221,4222,4223,4224,4225,4226,4227,4228,4229,4230,4231,4232,4233,4234,4235,4236,4237,4238,4239,4240,4241,4242,4243,4244,4245,4246,4247,4248,4249,4250,4251,4252,4253,4254,4255,4256,4257,4258,4259,4260,4261,4262,4263,4264,4265,4266,4267,4268,4269,4270,4271,4272,4273,4274,4275,4276,4277,4278,4279,4280,4281,4282,4283,4284,4285,4286,4287,4288,4289,4290]},{"id":87,"transcript":"Um And then the other thing is we involve our partners in our beta launches because we wanna hear from our partners, our partners are talking to customers. They, they know a lot more than we actually do. So we involve our partners in the beta launches and we actually take their feedback and we implement that within the product itself. So those are some of the initiatives that we've done from like a community aspect.","start_time":"1391.635","end_time":"1414.67","speaker_label":"spk_2","items":[4291,4292,4293,4294,4295,4296,4297,4298,4299,4300,4301,4302,4303,4304,4305,4306,4307,4308,4309,4310,4311,4312,4313,4314,4315,4316,4317,4318,4319,4320,4321,4322,4323,4324,4325,4326,4327,4328,4329,4330,4331,4332,4333,4334,4335,4336,4337,4338,4339,4340,4341,4342,4343,4344,4345,4346,4347,4348,4349,4350,4351,4352,4353,4354,4355,4356,4357,4358,4359,4360,4361,4362,4363,4364,4365,4366,4367,4368,4369,4370,4371,4372]},{"id":88,"transcript":"I think one of the things that uh as we're talking about partnerships and community. So, uh again, one of the things that I noticed at box works. So if you look at it, it would seem like why does Box exist?","start_time":"1417.689","end_time":"1431.239","speaker_label":"spk_1","items":[4373,4374,4375,4376,4377,4378,4379,4380,4381,4382,4383,4384,4385,4386,4387,4388,4389,4390,4391,4392,4393,4394,4395,4396,4397,4398,4399,4400,4401,4402,4403,4404,4405,4406,4407,4408,4409,4410,4411,4412,4413,4414,4415,4416,4417,4418,4419,4420]},{"id":89,"transcript":"It sells file sharing to enterprises at a very heavy price. There is Google drive which is included in G Suit. There is one drive that is included in, in, in, in Microsoft. Yet box continues to build a business and is now more than a more than a billion dollars in revenue.","start_time":"1431.63","end_time":"1452.209","speaker_label":"spk_1","items":[4421,4422,4423,4424,4425,4426,4427,4428,4429,4430,4431,4432,4433,4434,4435,4436,4437,4438,4439,4440,4441,4442,4443,4444,4445,4446,4447,4448,4449,4450,4451,4452,4453,4454,4455,4456,4457,4458,4459,4460,4461,4462,4463,4464,4465,4466,4467,4468,4469,4470,4471,4472,4473,4474,4475,4476,4477,4478,4479,4480]},{"id":90,"transcript":"And one of the interesting kind of strategies that we came up with in this context was instead of trying to figure out what Microsoft cannot do,","start_time":"1453.0","end_time":"1461.849","speaker_label":"spk_1","items":[4481,4482,4483,4484,4485,4486,4487,4488,4489,4490,4491,4492,4493,4494,4495,4496,4497,4498,4499,4500,4501,4502,4503,4504,4505,4506,4507,4508]},{"id":91,"transcript":"try and figure out what Microsoft will not do.","start_time":"1462.459","end_time":"1465.43","speaker_label":"spk_1","items":[4509,4510,4511,4512,4513,4514,4515,4516,4517,4518]},{"id":92,"transcript":"So what we tried to do was we said, hey, box can be this enterprise file sharing layer for Slack for sales force for G suite. You can go to box and say create a new Apple keynote, create a new G suite doc, create a new Microsoft office doc and they still live in box and you have the box enterprise file sharing and security, right?","start_time":"1466.119","end_time":"1491.75","speaker_label":"spk_1","items":[4519,4520,4521,4522,4523,4524,4525,4526,4527,4528,4529,4530,4531,4532,4533,4534,4535,4536,4537,4538,4539,4540,4541,4542,4543,4544,4545,4546,4547,4548,4549,4550,4551,4552,4553,4554,4555,4556,4557,4558,4559,4560,4561,4562,4563,4564,4565,4566,4567,4568,4569,4570,4571,4572,4573,4574,4575,4576,4577,4578,4579,4580,4581,4582,4583,4584,4585,4586,4587,4588,4589,4590,4591,4592]},{"id":93,"transcript":"But what happens is then with all these partners, we discovered a new kind of customer which was the best of breed customer. There's a cio who says, hey, I'm cost cutting. I just need the cheapest solution. I'll buy everything from office 365 I'll buy everything from one vendor and there's another cio who says, oh, if they want slack, I'll buy them slack. If they want sales force, I'll buy them sales force. I won't force them to use the office 365 tools.","start_time":"1491.979","end_time":"1515.739","speaker_label":"spk_1","items":[4593,4594,4595,4596,4597,4598,4599,4600,4601,4602,4603,4604,4605,4606,4607,4608,4609,4610,4611,4612,4613,4614,4615,4616,4617,4618,4619,4620,4621,4622,4623,4624,4625,4626,4627,4628,4629,4630,4631,4632,4633,4634,4635,4636,4637,4638,4639,4640,4641,4642,4643,4644,4645,4646,4647,4648,4649,4650,4651,4652,4653,4654,4655,4656,4657,4658,4659,4660,4661,4662,4663,4664,4665,4666,4667,4668,4669,4670,4671,4672,4673,4674,4675,4676,4677,4678,4679,4680,4681,4682,4683,4684,4685,4686,4687,4688,4689,4690]},{"id":94,"transcript":"And that was, as I was saying, like talking to many, many people. So like that customer then became a really key profile for us, the CIO or the company that would buy best of breed applications. And then we went and sat in that community. So it was like any partner event bought","start_time":"1515.979","end_time":"1533.319","speaker_label":"spk_1","items":[4691,4692,4693,4694,4695,4696,4697,4698,4699,4700,4701,4702,4703,4704,4705,4706,4707,4708,4709,4710,4711,4712,4713,4714,4715,4716,4717,4718,4719,4720,4721,4722,4723,4724,4725,4726,4727,4728,4729,4730,4731,4732,4733,4734,4735,4736,4737,4738,4739,4740,4741,4742,4743,4744,4745,4746,4747,4748,4749,4750,4751]},{"id":95,"transcript":"is launching a Slack integration. It will be at the Slack Event box is launching a sales force integration. We will be at the sales force event and then those communities and those partnerships also played a key role to increasing and kind of continuing to build that, that, that revenue machine.","start_time":"1533.329","end_time":"1550.68","speaker_label":"spk_1","items":[4752,4753,4754,4755,4756,4757,4758,4759,4760,4761,4762,4763,4764,4765,4766,4767,4768,4769,4770,4771,4772,4773,4774,4775,4776,4777,4778,4779,4780,4781,4782,4783,4784,4785,4786,4787,4788,4789,4790,4791,4792,4793,4794,4795,4796,4797,4798,4799,4800,4801,4802,4803,4804,4805,4806,4807,4808]},{"id":96,"transcript":"Oh And also uh if you're looking for partnership, just make sure it's beneficial for both of you. I've seen uh a lot of uh start ups who sign up mo us and partnerships, but they're not beneficial. There is no point of having it at the first place besides just uh getting up in the news and uh well, just use this partnership, just make sure it's beneficial for both of you. So, so it's worth your time. Um","start_time":"1551.729","end_time":"1578.359","speaker_label":"spk_3","items":[4809,4810,4811,4812,4813,4814,4815,4816,4817,4818,4819,4820,4821,4822,4823,4824,4825,4826,4827,4828,4829,4830,4831,4832,4833,4834,4835,4836,4837,4838,4839,4840,4841,4842,4843,4844,4845,4846,4847,4848,4849,4850,4851,4852,4853,4854,4855,4856,4857,4858,4859,4860,4861,4862,4863,4864,4865,4866,4867,4868,4869,4870,4871,4872,4873,4874,4875,4876,4877,4878,4879,4880,4881,4882,4883,4884,4885,4886,4887,4888,4889,4890,4891,4892,4893,4894,4895,4896,4897]},{"id":97,"transcript":"And that's what I have done with one of our uh partners. We found them and we told them exactly how beneficial our partnership together and how can we, we both have a shared revenue model? That's clear and it's gonna work and uh we got a few and they're all working just fine. Just my point is just make sure it's beneficial for both of you. Also, another way of finding partners is creating our own events. We have a yearly event. Saudi is small so we have it in the capital. Most of the companies are there,","start_time":"1579.15","end_time":"1608.28","speaker_label":"spk_3","items":[4898,4899,4900,4901,4902,4903,4904,4905,4906,4907,4908,4909,4910,4911,4912,4913,4914,4915,4916,4917,4918,4919,4920,4921,4922,4923,4924,4925,4926,4927,4928,4929,4930,4931,4932,4933,4934,4935,4936,4937,4938,4939,4940,4941,4942,4943,4944,4945,4946,4947,4948,4949,4950,4951,4952,4953,4954,4955,4956,4957,4958,4959,4960,4961,4962,4963,4964,4965,4966,4967,4968,4969,4970,4971,4972,4973,4974,4975,4976,4977,4978,4979,4980,4981,4982,4983,4984,4985,4986,4987,4988,4989,4990,4991,4992,4993,4994,4995,4996,4997,4998,4999,5000,5001,5002,5003,5004,5005,5006]},{"id":98,"transcript":"uh capital of Saudi Riyadh. Um We create a yearly event and we invite uh the most influential uh people or fleet owners in Saudi and we got them there and then through that, we can create some partnerships and get some, some clients as well.","start_time":"1608.52","end_time":"1624.18","speaker_label":"spk_3","items":[5007,5008,5009,5010,5011,5012,5013,5014,5015,5016,5017,5018,5019,5020,5021,5022,5023,5024,5025,5026,5027,5028,5029,5030,5031,5032,5033,5034,5035,5036,5037,5038,5039,5040,5041,5042,5043,5044,5045,5046,5047,5048,5049,5050,5051,5052,5053,5054,5055,5056]},{"id":99,"transcript":"I'll add one last thing which is we um for our customers. We launched a customer advisory board and as well as a partner advisory board. And um this has helped build a really good community around getting feedback from customers as well. But then also customer sharing, how they're leveraging our platform. And, and um again, goes back to the knowledge sharing, but those are two initiatives that we've rolled out to that are community related.","start_time":"1624.949","end_time":"1651.31","speaker_label":"spk_2","items":[5057,5058,5059,5060,5061,5062,5063,5064,5065,5066,5067,5068,5069,5070,5071,5072,5073,5074,5075,5076,5077,5078,5079,5080,5081,5082,5083,5084,5085,5086,5087,5088,5089,5090,5091,5092,5093,5094,5095,5096,5097,5098,5099,5100,5101,5102,5103,5104,5105,5106,5107,5108,5109,5110,5111,5112,5113,5114,5115,5116,5117,5118,5119,5120,5121,5122,5123,5124,5125,5126,5127,5128,5129,5130,5131,5132,5133,5134,5135,5136,5137,5138,5139,5140,5141,5142]},{"id":100,"transcript":"It's great. We've heard a lot about uh qualitative data. So talking to potential customers, talking to kind of customers that have been nagged by other companies. So I wanna talk about data in metrics for your product. Um How do you guys go about researching and kind of re researching uh what your benchmarks should be for your products?","start_time":"1652.369","end_time":"1678.9","speaker_label":"spk_0","items":[5143,5144,5145,5146,5147,5148,5149,5150,5151,5152,5153,5154,5155,5156,5157,5158,5159,5160,5161,5162,5163,5164,5165,5166,5167,5168,5169,5170,5171,5172,5173,5174,5175,5176,5177,5178,5179,5180,5181,5182,5183,5184,5185,5186,5187,5188,5189,5190,5191,5192,5193,5194,5195,5196,5197,5198,5199,5200,5201,5202,5203,5204,5205,5206,5207,5208]},{"id":101,"transcript":"I think at this point, almost all start ups like it was different 10 years ago. But now there are so many SASS solutions that I think everybody has integrated, especially in SASS applications, at least like in mobile applications and web applications, you can use Amplitude, you can use mixed panel, you can use user story. Like there are so many kind of of these SASS applications","start_time":"1682.339","end_time":"1702.369","speaker_label":"spk_1","items":[5209,5210,5211,5212,5213,5214,5215,5216,5217,5218,5219,5220,5221,5222,5223,5224,5225,5226,5227,5228,5229,5230,5231,5232,5233,5234,5235,5236,5237,5238,5239,5240,5241,5242,5243,5244,5245,5246,5247,5248,5249,5250,5251,5252,5253,5254,5255,5256,5257,5258,5259,5260,5261,5262,5263,5264,5265,5266,5267,5268,5269,5270,5271,5272,5273,5274,5275,5276,5277,5278,5279,5280,5281,5282,5283,5284]},{"id":102,"transcript":"that if you integrate early on, they provide you very, very kind of deep insight into what somebody was doing with, with your product. And it's like for us, we could actually have a customer show up today and say, oh, I want to record something, but we can actually go look back at all of the key events that happened the last time the person used it six months ago,","start_time":"1702.589","end_time":"1728.3","speaker_label":"spk_1","items":[5285,5286,5287,5288,5289,5290,5291,5292,5293,5294,5295,5296,5297,5298,5299,5300,5301,5302,5303,5304,5305,5306,5307,5308,5309,5310,5311,5312,5313,5314,5315,5316,5317,5318,5319,5320,5321,5322,5323,5324,5325,5326,5327,5328,5329,5330,5331,5332,5333,5334,5335,5336,5337,5338,5339,5340,5341,5342,5343,5344,5345,5346,5347,5348,5349,5350,5351,5352,5353,5354,5355,5356,5357,5358,5359,5360,5361,5362,5363,5364]},{"id":103,"transcript":"you can, you're actually tracking the, you know, the device that they were using, you know, the operating system that they were using. So there's a bunch of this context that was really hard to gather like a decade ago and everybody was building their own system. So I remember in","start_time":"1728.64","end_time":"1745.395","speaker_label":"spk_1","items":[5365,5366,5367,5368,5369,5370,5371,5372,5373,5374,5375,5376,5377,5378,5379,5380,5381,5382,5383,5384,5385,5386,5387,5388,5389,5390,5391,5392,5393,5394,5395,5396,5397,5398,5399,5400,5401,5402,5403,5404,5405,5406,5407,5408,5409,5410,5411,5412,5413,5414,5415,5416,5417,5418,5419,5420,5421,5422]},{"id":104,"transcript":"my second start up, we spent a lot of time just building some of these analytics. But nowadays, I almost feel like my advice for most start-ups would be just integrate something quickly. Like you can probably integrate something within a week that will give you pretty rich data.","start_time":"1745.405","end_time":"1762.17","speaker_label":"spk_1","items":[5423,5424,5425,5426,5427,5428,5429,5430,5431,5432,5433,5434,5435,5436,5437,5438,5439,5440,5441,5442,5443,5444,5445,5446,5447,5448,5449,5450,5451,5452,5453,5454,5455,5456,5457,5458,5459,5460,5461,5462,5463,5464,5465,5466,5467,5468,5469,5470,5471,5472,5473,5474,5475,5476]},{"id":105,"transcript":"So some of the partnership metrics actually are norstar metrics. And and I, I meant to ask this at the beginning, but","start_time":"1764.209","end_time":"1772.359","speaker_label":"spk_2","items":[5477,5478,5479,5480,5481,5482,5483,5484,5485,5486,5487,5488,5489,5490,5491,5492,5493,5494,5495,5496,5497,5498,5499,5500,5501]},{"id":106,"transcript":"show of hands who has a partnership program at their company. I'm curious to know just OK, Apollo team, you can't raise your hands","start_time":"1772.93","end_time":"1781.099","speaker_label":"spk_2","items":[5502,5503,5504,5505,5506,5507,5508,5509,5510,5511,5512,5513,5514,5515,5516,5517,5518,5519,5520,5521,5522,5523,5524,5525,5526,5527,5528]},{"id":107,"transcript":"just a couple. Um So OK, it's, it's incredible to see. Um because again, this is a perfect example of an unconventional way to, to scale your SASS business. But back to the metric side of things. Um within my team, our main North Star metric is partner source revenue. So of our total Apollo A R one of that comes from partnerships. And then we also look at the partner source registrations and","start_time":"1781.579","end_time":"1810.319","speaker_label":"spk_2","items":[5529,5530,5531,5532,5533,5534,5535,5536,5537,5538,5539,5540,5541,5542,5543,5544,5545,5546,5547,5548,5549,5550,5551,5552,5553,5554,5555,5556,5557,5558,5559,5560,5561,5562,5563,5564,5565,5566,5567,5568,5569,5570,5571,5572,5573,5574,5575,5576,5577,5578,5579,5580,5581,5582,5583,5584,5585,5586,5587,5588,5589,5590,5591,5592,5593,5594,5595,5596,5597,5598,5599,5600,5601,5602,5603,5604,5605,5606,5607,5608,5609,5610,5611,5612,5613]},{"id":108,"transcript":"the attribution like has to be super solid in order for you to have a, a department such as partnerships and grow the team because it's hard to say that partnerships are influencing this revenue unless it's tracked properly. But those two are the main metrics that um we're tracking and I, I believe is quite common across many SASS partner programs.","start_time":"1810.67","end_time":"1832.26","speaker_label":"spk_2","items":[5614,5615,5616,5617,5618,5619,5620,5621,5622,5623,5624,5625,5626,5627,5628,5629,5630,5631,5632,5633,5634,5635,5636,5637,5638,5639,5640,5641,5642,5643,5644,5645,5646,5647,5648,5649,5650,5651,5652,5653,5654,5655,5656,5657,5658,5659,5660,5661,5662,5663,5664,5665,5666,5667,5668,5669,5670,5671,5672,5673,5674,5675,5676,5677,5678,5679]},{"id":109,"transcript":"Do you think that partnerships is such a big part of Apollo because of what the product is because the product itself is about making connections and leveraging networks?","start_time":"1832.27","end_time":"1843.619","speaker_label":"spk_0","items":[5680,5681,5682,5683,5684,5685,5686,5687,5688,5689,5690,5691,5692,5693,5694,5695,5696,5697,5698,5699,5700,5701,5702,5703,5704,5705,5706,5707,5708,5709]},{"id":110,"transcript":"No,","start_time":"1844.18","end_time":"1844.3","speaker_label":"spk_2","items":[5710,5711]},{"id":111,"transcript":"because I lived abroad in Dubai and I worked with a Saudi online travel company and I was brought on to start their partnership programs and yes, the product was good. Um","start_time":"1844.31","end_time":"1853.869","speaker_label":"spk_2","items":[5712,5713,5714,5715,5716,5717,5718,5719,5720,5721,5722,5723,5724,5725,5726,5727,5728,5729,5730,5731,5732,5733,5734,5735,5736,5737,5738,5739,5740,5741,5742,5743,5744,5745]},{"id":112,"transcript":"But it was any other product, right? I think it, it goes to like really being specific and narrowing down what your partner programs are. I think partnerships are great, but they tend to get messy when you don't have clear uh programs put in place like we have four partner program.","start_time":"1854.14","end_time":"1872.41","speaker_label":"spk_2","items":[5746,5747,5748,5749,5750,5751,5752,5753,5754,5755,5756,5757,5758,5759,5760,5761,5762,5763,5764,5765,5766,5767,5768,5769,5770,5771,5772,5773,5774,5775,5776,5777,5778,5779,5780,5781,5782,5783,5784,5785,5786,5787,5788,5789,5790,5791,5792,5793,5794,5795,5796,5797,5798,5799,5800,5801,5802,5803]},{"id":113,"transcript":"It's very straightforward. So I, I think yes, being at a company that is, that has a really large customer base makes it 10 times easier. But I think um partnerships can be successful if you just um build the foundation uh correctly.","start_time":"1872.42","end_time":"1890.699","speaker_label":"spk_2","items":[5804,5805,5806,5807,5808,5809,5810,5811,5812,5813,5814,5815,5816,5817,5818,5819,5820,5821,5822,5823,5824,5825,5826,5827,5828,5829,5830,5831,5832,5833,5834,5835,5836,5837,5838,5839,5840,5841,5842,5843,5844,5845,5846,5847,5848,5849,5850,5851,5852]},{"id":114,"transcript":"So, back to the question when it comes to data, um I'm gonna tell you just uh uh an issue that we have faced. When we first started our company, we're tracking everything through Excel and uh let's say, talk about the uh uh our sales team and everything was uh unorganized. Um","start_time":"1892.63","end_time":"1912.27","speaker_label":"spk_3","items":[5853,5854,5855,5856,5857,5858,5859,5860,5861,5862,5863,5864,5865,5866,5867,5868,5869,5870,5871,5872,5873,5874,5875,5876,5877,5878,5879,5880,5881,5882,5883,5884,5885,5886,5887,5888,5889,5890,5891,5892,5893,5894,5895,5896,5897,5898,5899,5900,5901,5902,5903,5904,5905,5906,5907,5908,5909,5910,5911]},{"id":115,"transcript":"And after about 3 to 4 months, we saw our data and we couldn't figure out anything. It was, it was tough until we started using a software. Uh It's a famous one, Pip drive to organize our sales process marketing process. We can, we were able to capture every event","start_time":"1912.66","end_time":"1929.15","speaker_label":"spk_3","items":[5912,5913,5914,5915,5916,5917,5918,5919,5920,5921,5922,5923,5924,5925,5926,5927,5928,5929,5930,5931,5932,5933,5934,5935,5936,5937,5938,5939,5940,5941,5942,5943,5944,5945,5946,5947,5948,5949,5950,5951,5952,5953,5954,5955,5956,5957,5958,5959,5960,5961,5962,5963,5964,5965,5966,5967,5968,5969]},{"id":116,"transcript":"and sometimes small events can or switching small events can help you gain more clients. So just make sure since day one to have a system, a clear system to capture everything and improve a bonnet within time. So that's just my uh my take on it.","start_time":"1929.39","end_time":"1946.439","speaker_label":"spk_3","items":[5970,5971,5972,5973,5974,5975,5976,5977,5978,5979,5980,5981,5982,5983,5984,5985,5986,5987,5988,5989,5990,5991,5992,5993,5994,5995,5996,5997,5998,5999,6000,6001,6002,6003,6004,6005,6006,6007,6008,6009,6010,6011,6012,6013,6014,6015,6016,6017,6018,6019,6020]},{"id":117,"transcript":"This is great. So I'm hearing, having really clear intentionality with everything you're doing. So what customers are we talking to? When what do we actually want to know? We're not just asking everything, but we're saying no, we really wanna know about this issue specifically and then having a system to gather all the data in order and then going back and checking, is this the right data we need to be looking for?","start_time":"1946.91","end_time":"1971.189","speaker_label":"spk_0","items":[6021,6022,6023,6024,6025,6026,6027,6028,6029,6030,6031,6032,6033,6034,6035,6036,6037,6038,6039,6040,6041,6042,6043,6044,6045,6046,6047,6048,6049,6050,6051,6052,6053,6054,6055,6056,6057,6058,6059,6060,6061,6062,6063,6064,6065,6066,6067,6068,6069,6070,6071,6072,6073,6074,6075,6076,6077,6078,6079,6080,6081,6082,6083,6084,6085,6086,6087,6088,6089,6090,6091,6092,6093,6094,6095,6096,6097,6098,6099,6100,6101,6102,6103,6104]},{"id":118,"transcript":"Um I've seen a lot of companies kind of do all or nothing. They're like we're scared about what we're gonna see. So we don't and we're not experts in data. So we're not gonna look or they gather everything and there's not enough um staffing or systems put in place for them to actually review it on a regular basis. Those are mistakes. I see a lot. So you guys have given us a lot of really good um use cases for using data effectively.","start_time":"1971.339","end_time":"1996.729","speaker_label":"spk_0","items":[6105,6106,6107,6108,6109,6110,6111,6112,6113,6114,6115,6116,6117,6118,6119,6120,6121,6122,6123,6124,6125,6126,6127,6128,6129,6130,6131,6132,6133,6134,6135,6136,6137,6138,6139,6140,6141,6142,6143,6144,6145,6146,6147,6148,6149,6150,6151,6152,6153,6154,6155,6156,6157,6158,6159,6160,6161,6162,6163,6164,6165,6166,6167,6168,6169,6170,6171,6172,6173,6174,6175,6176,6177,6178,6179,6180,6181,6182,6183,6184,6185,6186,6187,6188,6189,6190,6191,6192,6193,6194,6195,6196,6197]},{"id":119,"transcript":"Um I wanna ask now, you know, we're at step conference. This is the first one in San Francisco. This is my third time speaking here and my first time in my home country, which is really exciting.","start_time":"1997.069","end_time":"2006.8","speaker_label":"spk_0","items":[6198,6199,6200,6201,6202,6203,6204,6205,6206,6207,6208,6209,6210,6211,6212,6213,6214,6215,6216,6217,6218,6219,6220,6221,6222,6223,6224,6225,6226,6227,6228,6229,6230,6231,6232,6233,6234,6235,6236,6237,6238,6239,6240,6241]},{"id":120,"transcript":"Um And I know that there are many companies here who either want to scale to the US or have started to scale to the US from other countries. So I wanna talk to each of you about what that looks like. Um scaling internationally. How do you research different markets? How do you test things out when you're a new company and how quickly or slowly do you think the potential is to grow? SASS companies internationally?","start_time":"2007.109","end_time":"2032.449","speaker_label":"spk_0","items":[6242,6243,6244,6245,6246,6247,6248,6249,6250,6251,6252,6253,6254,6255,6256,6257,6258,6259,6260,6261,6262,6263,6264,6265,6266,6267,6268,6269,6270,6271,6272,6273,6274,6275,6276,6277,6278,6279,6280,6281,6282,6283,6284,6285,6286,6287,6288,6289,6290,6291,6292,6293,6294,6295,6296,6297,6298,6299,6300,6301,6302,6303,6304,6305,6306,6307,6308,6309,6310,6311,6312,6313,6314,6315,6316,6317,6318,6319,6320,6321,6322,6323,6324,6325]},{"id":121,"transcript":"Answer any of those questions? I know there were three different ones in there. Sorry,","start_time":"2034.17","end_time":"2038.16","speaker_label":"spk_0","items":[6326,6327,6328,6329,6330,6331,6332,6333,6334,6335,6336,6337,6338,6339,6340,6341,6342,6343]},{"id":122,"transcript":"when it comes to scaling up, it's uh our first time here in the US and we're now planning to come to this market until 2029. Uh However, attending this kind of forms or conferences, help get our, our name out there. And uh I've been to many conferences around the world although I'm, I'm not even planning to get in the uh or to, to uh uh get some clients uh at the, at these countries.","start_time":"2040.0","end_time":"2064.219","speaker_label":"spk_3","items":[6344,6345,6346,6347,6348,6349,6350,6351,6352,6353,6354,6355,6356,6357,6358,6359,6360,6361,6362,6363,6364,6365,6366,6367,6368,6369,6370,6371,6372,6373,6374,6375,6376,6377,6378,6379,6380,6381,6382,6383,6384,6385,6386,6387,6388,6389,6390,6391,6392,6393,6394,6395,6396,6397,6398,6399,6400,6401,6402,6403,6404,6405,6406,6407,6408,6409,6410,6411,6412,6413,6414,6415,6416,6417,6418,6419,6420,6421,6422,6423,6424,6425,6426,6427,6428,6429,6430]},{"id":123,"transcript":"Uh But just getting your name out there helps a lot. Um I actually met someone from MWC like uh in Spain. I attended this conference about four months ago and I met him here today and it was, it was just uh and he remembered me right away. So that helps, you know, getting your name out there, preparing the market for it in the future, make a connection, getting to know other start ups in the area also help. Um","start_time":"2064.378","end_time":"2086.3","speaker_label":"spk_3","items":[6431,6432,6433,6434,6435,6436,6437,6438,6439,6440,6441,6442,6443,6444,6445,6446,6447,6448,6449,6450,6451,6452,6453,6454,6455,6456,6457,6458,6459,6460,6461,6462,6463,6464,6465,6466,6467,6468,6469,6470,6471,6472,6473,6474,6475,6476,6477,6478,6479,6480,6481,6482,6483,6484,6485,6486,6487,6488,6489,6490,6491,6492,6493,6494,6495,6496,6497,6498,6499,6500,6501,6502,6503,6504,6505,6506,6507,6508,6509,6510,6511,6512,6513,6514,6515,6516,6517,6518,6519,6520,6521,6522]},{"id":124,"transcript":"and, and, and sometimes people get excited about expanding in different markets, just make sure you're doing it at the right time. You don't have to rush through it, just take your time and the day will come. Once you uh once you're ready for it,","start_time":"2086.959","end_time":"2100.07","speaker_label":"spk_3","items":[6523,6524,6525,6526,6527,6528,6529,6530,6531,6532,6533,6534,6535,6536,6537,6538,6539,6540,6541,6542,6543,6544,6545,6546,6547,6548,6549,6550,6551,6552,6553,6554,6555,6556,6557,6558,6559,6560,6561,6562,6563,6564,6565,6566,6567,6568,6569,6570,6571,6572,6573,6574,6575]},{"id":125,"transcript":"there are different types of start ups and different types of businesses for some, you know, where there's not a lot of product changes to be made where you don't, uh especially when it's selling to SMB where you don't have to have like full enterprise motion and it is a PLG motion as well. I've seen those happen much faster. Uh for us, we are uh regulated medical","start_time":"2101.159","end_time":"2124.492","speaker_label":"spk_4","items":[6576,6577,6578,6579,6580,6581,6582,6583,6584,6585,6586,6587,6588,6589,6590,6591,6592,6593,6594,6595,6596,6597,6598,6599,6600,6601,6602,6603,6604,6605,6606,6607,6608,6609,6610,6611,6612,6613,6614,6615,6616,6617,6618,6619,6620,6621,6622,6623,6624,6625,6626,6627,6628,6629,6630,6631,6632,6633,6634,6635,6636,6637,6638,6639,6640,6641,6642,6643,6644,6645,6646,6647,6648,6649,6650]},{"id":126,"transcript":"device. And what that means is every, every country has different regulations and how we've approached the problem is we've looked at which are the largest markets and then going after them. So, you know, for the easiest was Canada, which is kind of us anyways, but it had separate regulations in terms of uh","start_time":"2124.502","end_time":"2147.835","speaker_label":"spk_4","items":[6651,6652,6653,6654,6655,6656,6657,6658,6659,6660,6661,6662,6663,6664,6665,6666,6667,6668,6669,6670,6671,6672,6673,6674,6675,6676,6677,6678,6679,6680,6681,6682,6683,6684,6685,6686,6687,6688,6689,6690,6691,6692,6693,6694,6695,6696,6697,6698,6699,6700,6701,6702,6703,6704,6705,6706,6707,6708,6709,6710,6711,6712]},{"id":127,"transcript":"what we needed to pass, etcetera and how you store data was different. So understanding the the privacy regulations as well as the medical regulations as well. And then we started looking at UK for example, and other countries afterwards. So I think, you know, for some, we don't have that many regulations or changes. But I think being very um","start_time":"2147.845","end_time":"2171.189","speaker_label":"spk_4","items":[6713,6714,6715,6716,6717,6718,6719,6720,6721,6722,6723,6724,6725,6726,6727,6728,6729,6730,6731,6732,6733,6734,6735,6736,6737,6738,6739,6740,6741,6742,6743,6744,6745,6746,6747,6748,6749,6750,6751,6752,6753,6754,6755,6756,6757,6758,6759,6760,6761,6762,6763,6764,6765,6766,6767,6768,6769,6770,6771,6772,6773,6774,6775,6776,6777,6778,6779,6780,6781,6782]},{"id":128,"transcript":"being big enough where you can understand um that each country has its different challenges and I, and I would double down on this where you don't have to just go into other countries. Us is a very large market uh and usually one","start_time":"2171.419","end_time":"2187.155","speaker_label":"spk_4","items":[6783,6784,6785,6786,6787,6788,6789,6790,6791,6792,6793,6794,6795,6796,6797,6798,6799,6800,6801,6802,6803,6804,6805,6806,6807,6808,6809,6810,6811,6812,6813,6814,6815,6816,6817,6818,6819,6820,6821,6822,6823,6824,6825,6826,6827,6828]},{"id":129,"transcript":"the largest markets. So if you can, you know, uh grow here till you have the, the the people who can deal with security, data privacy and all the other things that you have to put in place to enter, for example, Europe or Canada, et cetera. I think that's much more helpful.","start_time":"2187.165","end_time":"2202.909","speaker_label":"spk_4","items":[6829,6830,6831,6832,6833,6834,6835,6836,6837,6838,6839,6840,6841,6842,6843,6844,6845,6846,6847,6848,6849,6850,6851,6852,6853,6854,6855,6856,6857,6858,6859,6860,6861,6862,6863,6864,6865,6866,6867,6868,6869,6870,6871,6872,6873,6874,6875,6876,6877,6878,6879,6880,6881,6882,6883,6884,6885,6886,6887,6888,6889,6890,6891]},{"id":130,"transcript":"So um our product is, it's in English, but it can be used in any market. So what we've done in partnerships and partnerships is a really great, great way to um test out different markets. Because for example, we were seeing that Brazil was one of our top um countries that were actually visiting our platform, but none of our team spoke Portuguese and we were getting a ton of demo requests and they were like, we need to speak with someone in Portuguese.","start_time":"2204.34","end_time":"2232.8","speaker_label":"spk_2","items":[6892,6893,6894,6895,6896,6897,6898,6899,6900,6901,6902,6903,6904,6905,6906,6907,6908,6909,6910,6911,6912,6913,6914,6915,6916,6917,6918,6919,6920,6921,6922,6923,6924,6925,6926,6927,6928,6929,6930,6931,6932,6933,6934,6935,6936,6937,6938,6939,6940,6941,6942,6943,6944,6945,6946,6947,6948,6949,6950,6951,6952,6953,6954,6955,6956,6957,6958,6959,6960,6961,6962,6963,6964,6965,6966,6967,6968,6969,6970,6971,6972,6973,6974,6975,6976,6977,6978,6979,6980,6981,6982,6983,6984,6985]},{"id":131,"transcript":"So we were seeing a lot of customers not actually purchasing because they didn't have the demo in their local language. So what we've done is we've leveraged affiliates and we leverage agencies who are on grounds, they speak the local language, they can test it out for us. Like there's a lot of things that we've learned through our partners on ground, like pricing is too expensive","start_time":"2233.02","end_time":"2252.6","speaker_label":"spk_2","items":[6986,6987,6988,6989,6990,6991,6992,6993,6994,6995,6996,6997,6998,6999,7000,7001,7002,7003,7004,7005,7006,7007,7008,7009,7010,7011,7012,7013,7014,7015,7016,7017,7018,7019,7020,7021,7022,7023,7024,7025,7026,7027,7028,7029,7030,7031,7032,7033,7034,7035,7036,7037,7038,7039,7040,7041,7042,7043,7044,7045,7046,7047,7048,7049,7050,7051,7052,7053,7054,7055,7056,7057,7058]},{"id":132,"transcript":"compared to other platforms. What Cr MS are these customers using? Um And if you don't want to hire people in those different countries, like I definitely would recommend leveraging partnerships because there's a lot of things that you can learn and again, you're only paying whenever you're acquiring customers. Um So that's something that, that we've tested um and not just Brazil but many different markets where we were seeing good traction.","start_time":"2252.61","end_time":"2276.78","speaker_label":"spk_2","items":[7059,7060,7061,7062,7063,7064,7065,7066,7067,7068,7069,7070,7071,7072,7073,7074,7075,7076,7077,7078,7079,7080,7081,7082,7083,7084,7085,7086,7087,7088,7089,7090,7091,7092,7093,7094,7095,7096,7097,7098,7099,7100,7101,7102,7103,7104,7105,7106,7107,7108,7109,7110,7111,7112,7113,7114,7115,7116,7117,7118,7119,7120,7121,7122,7123,7124,7125,7126,7127,7128,7129,7130,7131,7132,7133,7134,7135,7136,7137,7138]},{"id":133,"transcript":"Yeah. So I think like, because there are a lot of start up founders here. So I think the experience of starting something outside the US and then growing it in the US. I want to say that it's harder than it sounds. So at least for, for example, my first experience was","start_time":"2279.139","end_time":"2299.28","speaker_label":"spk_1","items":[7139,7140,7141,7142,7143,7144,7145,7146,7147,7148,7149,7150,7151,7152,7153,7154,7155,7156,7157,7158,7159,7160,7161,7162,7163,7164,7165,7166,7167,7168,7169,7170,7171,7172,7173,7174,7175,7176,7177,7178,7179,7180,7181,7182,7183,7184,7185,7186,7187,7188,7189,7190,7191,7192,7193,7194,7195,7196,7197,7198]},{"id":134,"transcript":"I was a start up founder in Pakistan. I started a company in Pakistan and Adobe invested in that company and I moved to the US. This sounds like a really good fairy tale, but it,","start_time":"2299.459","end_time":"2311.959","speaker_label":"spk_1","items":[7199,7200,7201,7202,7203,7204,7205,7206,7207,7208,7209,7210,7211,7212,7213,7214,7215,7216,7217,7218,7219,7220,7221,7222,7223,7224,7225,7226,7227,7228,7229,7230,7231,7232,7233,7234,7235,7236,7237,7238]},{"id":135,"transcript":"it, it didn't go that well from that point on just because I had very little, I had never been to the US. I have no context of how to sell in the US. I didn't go to college in the US. So for the past decade, for a lot of Pakistani start ups that I kind of work with. What I have tried to do is get them into Y Combinator, get them into tech incubators. So if it's your first time ever, I think it's probably better to","start_time":"2312.34","end_time":"2339.27","speaker_label":"spk_1","items":[7239,7240,7241,7242,7243,7244,7245,7246,7247,7248,7249,7250,7251,7252,7253,7254,7255,7256,7257,7258,7259,7260,7261,7262,7263,7264,7265,7266,7267,7268,7269,7270,7271,7272,7273,7274,7275,7276,7277,7278,7279,7280,7281,7282,7283,7284,7285,7286,7287,7288,7289,7290,7291,7292,7293,7294,7295,7296,7297,7298,7299,7300,7301,7302,7303,7304,7305,7306,7307,7308,7309,7310,7311,7312,7313,7314,7315,7316,7317,7318,7319,7320,7321,7322,7323,7324,7325,7326,7327,7328,7329,7330,7331,7332,7333,7334,7335,7336,7337,7338]},{"id":136,"transcript":"uh kind of try and get into some kind of an incubator here because the idea is you need a little bit of lead time to kind of learn a new country, how things are sold, how things are bought, how things are marketed, what people, what people actually really kind of uh uh care about.","start_time":"2339.469","end_time":"2358.189","speaker_label":"spk_1","items":[7339,7340,7341,7342,7343,7344,7345,7346,7347,7348,7349,7350,7351,7352,7353,7354,7355,7356,7357,7358,7359,7360,7361,7362,7363,7364,7365,7366,7367,7368,7369,7370,7371,7372,7373,7374,7375,7376,7377,7378,7379,7380,7381,7382,7383,7384,7385,7386,7387,7388,7389,7390,7391,7392,7393,7394,7395,7396,7397,7398,7399,7400]},{"id":137,"transcript":"And then I think on the, on the other side, one interesting data. So deal is a company that's basically for offshore hiring, right? So 10 years ago, if you were doing offshore hiring, it meant you will create a legal entity in that country and then you will hire. But then like because of remote.com and deal you can hire in pretty much like 100 and 10 countries at two days notice. They will set up the legal entity that you can kind of employ people there.","start_time":"2358.419","end_time":"2383.35","speaker_label":"spk_1","items":[7401,7402,7403,7404,7405,7406,7407,7408,7409,7410,7411,7412,7413,7414,7415,7416,7417,7418,7419,7420,7421,7422,7423,7424,7425,7426,7427,7428,7429,7430,7431,7432,7433,7434,7435,7436,7437,7438,7439,7440,7441,7442,7443,7444,7445,7446,7447,7448,7449,7450,7451,7452,7453,7454,7455,7456,7457,7458,7459,7460,7461,7462,7463,7464,7465,7466,7467,7468,7469,7470,7471,7472,7473,7474,7475,7476,7477,7478,7479,7480,7481,7482,7483,7484,7485,7486,7487,7488,7489,7490,7491,7492,7493,7494,7495,7496,7497,7498]},{"id":138,"transcript":"But one of the interesting data points that they had was that one would assume that the arbitrage that you're seeing once you enable remote work would be a lot of work going outside of the US. But what their data showed was that the number one growth region was Philippines and the second highest growing region. Can you guess what it would be like? Where were new, remote jobs were being offered the most?","start_time":"2383.939","end_time":"2408.61","speaker_label":"spk_1","items":[7499,7500,7501,7502,7503,7504,7505,7506,7507,7508,7509,7510,7511,7512,7513,7514,7515,7516,7517,7518,7519,7520,7521,7522,7523,7524,7525,7526,7527,7528,7529,7530,7531,7532,7533,7534,7535,7536,7537,7538,7539,7540,7541,7542,7543,7544,7545,7546,7547,7548,7549,7550,7551,7552,7553,7554,7555,7556,7557,7558,7559,7560,7561,7562,7563,7564,7565,7566,7567,7568,7569,7570,7571,7572,7573,7574,7575,7576,7577,7578]},{"id":139,"transcript":"It was the United States because there are companies in South America, in the Middle East, in other countries who are trying to get into the US, it was much harder before. But because of these kinds of platforms, if you have a business that is working well, you have product market fit, you are selling","start_time":"2410.389","end_time":"2430.06","speaker_label":"spk_1","items":[7579,7580,7581,7582,7583,7584,7585,7586,7587,7588,7589,7590,7591,7592,7593,7594,7595,7596,7597,7598,7599,7600,7601,7602,7603,7604,7605,7606,7607,7608,7609,7610,7611,7612,7613,7614,7615,7616,7617,7618,7619,7620,7621,7622,7623,7624,7625,7626,7627,7628,7629,7630,7631,7632,7633,7634,7635,7636,7637,7638,7639,7640,7641]},{"id":140,"transcript":"and you want to start selling into the US. Now you don't have to go get an office, you don't have to go like it's, it is a lot more simpler and that trend is clearly there of companies that were not started in the US now using remote jobs and being able to find sales marketing, even like sometimes unique engineering muscle that is available in the United States and they can get that.","start_time":"2430.33","end_time":"2456.12","speaker_label":"spk_1","items":[7642,7643,7644,7645,7646,7647,7648,7649,7650,7651,7652,7653,7654,7655,7656,7657,7658,7659,7660,7661,7662,7663,7664,7665,7666,7667,7668,7669,7670,7671,7672,7673,7674,7675,7676,7677,7678,7679,7680,7681,7682,7683,7684,7685,7686,7687,7688,7689,7690,7691,7692,7693,7694,7695,7696,7697,7698,7699,7700,7701,7702,7703,7704,7705,7706,7707,7708,7709,7710,7711,7712,7713,7714,7715,7716,7717,7718,7719,7720,7721]},{"id":141,"transcript":"It's interesting. You brought up culture and talking about scaling your companies yes, it's the product but really needing to understand the culture of a place and you spoke about language before you get there or maybe while you're trying to get there.","start_time":"2457.62","end_time":"2472.56","speaker_label":"spk_0","items":[7722,7723,7724,7725,7726,7727,7728,7729,7730,7731,7732,7733,7734,7735,7736,7737,7738,7739,7740,7741,7742,7743,7744,7745,7746,7747,7748,7749,7750,7751,7752,7753,7754,7755,7756,7757,7758,7759,7760,7761,7762,7763,7764,7765,7766,7767]},{"id":142,"transcript":"Um So I wanted my, one of my last questions is about internal company culture. So at its a companies, they're growing very quickly, usually they're able to be started and run remotely in a lot of cases. So can you talk about um establishing and also sustaining a company culture in a SASS business","start_time":"2472.81","end_time":"2495.199","speaker_label":"spk_0","items":[7768,7769,7770,7771,7772,7773,7774,7775,7776,7777,7778,7779,7780,7781,7782,7783,7784,7785,7786,7787,7788,7789,7790,7791,7792,7793,7794,7795,7796,7797,7798,7799,7800,7801,7802,7803,7804,7805,7806,7807,7808,7809,7810,7811,7812,7813,7814,7815,7816,7817,7818,7819,7820,7821,7822,7823,7824,7825,7826,7827]},{"id":143,"transcript":"if you have any thoughts on that? If not, I have a backup question,","start_time":"2496.419","end_time":"2500.159","speaker_label":"spk_0","items":[7828,7829,7830,7831,7832,7833,7834,7835,7836,7837,7838,7839,7840,7841,7842,7843,7844]},{"id":144,"transcript":"I think that's one of the things that I think about the most uh right now or have been thinking for the past uh six months or so. And I think being very, very thoughtful about what that culture that you want to create is from early on is better","start_time":"2501.01","end_time":"2517.679","speaker_label":"spk_4","items":[7845,7846,7847,7848,7849,7850,7851,7852,7853,7854,7855,7856,7857,7858,7859,7860,7861,7862,7863,7864,7865,7866,7867,7868,7869,7870,7871,7872,7873,7874,7875,7876,7877,7878,7879,7880,7881,7882,7883,7884,7885,7886,7887,7888,7889,7890,7891,7892,7893,7894,7895,7896]},{"id":145,"transcript":"then thinking about it later on. But I think it all stems from like really starting to define your values and what do you really stand for and what you don't know what you really value in the company and then being really brutal about like, who are you going to let into the company? Even if somebody is amazing and they don't,","start_time":"2517.689","end_time":"2534.37","speaker_label":"spk_4","items":[7897,7898,7899,7900,7901,7902,7903,7904,7905,7906,7907,7908,7909,7910,7911,7912,7913,7914,7915,7916,7917,7918,7919,7920,7921,7922,7923,7924,7925,7926,7927,7928,7929,7930,7931,7932,7933,7934,7935,7936,7937,7938,7939,7940,7941,7942,7943,7944,7945,7946,7947,7948,7949,7950,7951,7952,7953,7954,7955,7956,7957,7958,7959,7960,7961,7962,7963]},{"id":146,"transcript":"I don't aspire to the same values. That's not the right, you know, hire for your company and being able to then really start to screen for the right people. And then uh trying to emphasize what that culture is again and again, it's part of all the on boarding. It's part of then all the um even in the uh all hands and the meetings that are said uh set as well. And, and, and then every","start_time":"2534.719","end_time":"2557.562","speaker_label":"spk_4","items":[7964,7965,7966,7967,7968,7969,7970,7971,7972,7973,7974,7975,7976,7977,7978,7979,7980,7981,7982,7983,7984,7985,7986,7987,7988,7989,7990,7991,7992,7993,7994,7995,7996,7997,7998,7999,8000,8001,8002,8003,8004,8005,8006,8007,8008,8009,8010,8011,8012,8013,8014,8015,8016,8017,8018,8019,8020,8021,8022,8023,8024,8025,8026,8027,8028,8029,8030,8031,8032,8033,8034,8035,8036,8037,8038,8039,8040,8041,8042,8043,8044,8045,8046,8047,8048,8049,8050]},{"id":147,"transcript":"company culture is different. So it, it, it can be unique. But I think somebody said it very uh well, to me, which was the fact that, you know, everybody else is choosing which company you join, you're, you don't have that choice. So you're creating the company that you want to join. So that company culture has to work for you. Because one of the biggest reasons why companies failed is the, the founders don't,","start_time":"2557.572","end_time":"2580.414","speaker_label":"spk_4","items":[8051,8052,8053,8054,8055,8056,8057,8058,8059,8060,8061,8062,8063,8064,8065,8066,8067,8068,8069,8070,8071,8072,8073,8074,8075,8076,8077,8078,8079,8080,8081,8082,8083,8084,8085,8086,8087,8088,8089,8090,8091,8092,8093,8094,8095,8096,8097,8098,8099,8100,8101,8102,8103,8104,8105,8106,8107,8108,8109,8110,8111,8112,8113,8114,8115,8116,8117,8118,8119,8120,8121,8122,8123,8124,8125,8126,8127,8128,8129,8130,8131,8132,8133,8134,8135,8136,8137,8138,8139,8140,8141]},{"id":148,"transcript":"you know, uh are, are get burnt out and tired and, and, and, and they uh stop uh pa participating in the, in the company. So really then starting to think about like what the most important thing for the company is having a company culture that really works for you and then what you want to see and what company you, if you could join, you would try to join and then starting to create that. So I think that's one for","start_time":"2580.424","end_time":"2603.266","speaker_label":"spk_4","items":[8142,8143,8144,8145,8146,8147,8148,8149,8150,8151,8152,8153,8154,8155,8156,8157,8158,8159,8160,8161,8162,8163,8164,8165,8166,8167,8168,8169,8170,8171,8172,8173,8174,8175,8176,8177,8178,8179,8180,8181,8182,8183,8184,8185,8186,8187,8188,8189,8190,8191,8192,8193,8194,8195,8196,8197,8198,8199,8200,8201,8202,8203,8204,8205,8206,8207,8208,8209,8210,8211,8212,8213,8214,8215,8216,8217,8218,8219,8220,8221,8222,8223,8224,8225,8226,8227,8228,8229,8230,8231,8232,8233,8234]},{"id":149,"transcript":"uh you know, uh realization that I had and then started really building out the company and the teams and the culture in order to emulate what I would love, you know, my ideal company to be uh and then having everybody like, you know, aligned with that vision and values and then what we are trying to create together,","start_time":"2603.275","end_time":"2626.129","speaker_label":"spk_4","items":[8235,8236,8237,8238,8239,8240,8241,8242,8243,8244,8245,8246,8247,8248,8249,8250,8251,8252,8253,8254,8255,8256,8257,8258,8259,8260,8261,8262,8263,8264,8265,8266,8267,8268,8269,8270,8271,8272,8273,8274,8275,8276,8277,8278,8279,8280,8281,8282,8283,8284,8285,8286,8287,8288,8289,8290,8291,8292,8293,8294,8295,8296,8297,8298,8299,8300]},{"id":150,"transcript":"I think,","start_time":"2627.889","end_time":"2628.56","speaker_label":"spk_3","items":[8301,8302,8303]},{"id":151,"transcript":"and I think the toughest part of having a start up is hiring the 1st 5, 10 employees. And uh","start_time":"2629.429","end_time":"2636.56","speaker_label":"spk_3","items":[8304,8305,8306,8307,8308,8309,8310,8311,8312,8313,8314,8315,8316,8317,8318,8319,8320,8321,8322,8323,8324,8325]},{"id":152,"transcript":"the, the, the, the, the hardest part also is uh finding believers, hiring someone to work for you is easier. But to find a believer who can work 24 7 and do his best or her best. It's tough. So how can you create that culture is you can give them shares. That's the easiest answer. But what else can you can you give them to make them uh do their best, uh make them believers by guiding them?","start_time":"2637.189","end_time":"2665.879","speaker_label":"spk_3","items":[8326,8327,8328,8329,8330,8331,8332,8333,8334,8335,8336,8337,8338,8339,8340,8341,8342,8343,8344,8345,8346,8347,8348,8349,8350,8351,8352,8353,8354,8355,8356,8357,8358,8359,8360,8361,8362,8363,8364,8365,8366,8367,8368,8369,8370,8371,8372,8373,8374,8375,8376,8377,8378,8379,8380,8381,8382,8383,8384,8385,8386,8387,8388,8389,8390,8391,8392,8393,8394,8395,8396,8397,8398,8399,8400,8401,8402,8403,8404,8405,8406,8407,8408,8409,8410,8411,8412,8413,8414,8415,8416]},{"id":153,"transcript":"Uh And to her point uh um be with them uh at their once, they have weaknesses, try to improve on these weaknesses and just uh day by day once you're with them and helping them, they're gonna become a believer and uh you're gonna retain them and then that will lead to a successful uh s a start up in the future.","start_time":"2666.37","end_time":"2687.969","speaker_label":"spk_3","items":[8417,8418,8419,8420,8421,8422,8423,8424,8425,8426,8427,8428,8429,8430,8431,8432,8433,8434,8435,8436,8437,8438,8439,8440,8441,8442,8443,8444,8445,8446,8447,8448,8449,8450,8451,8452,8453,8454,8455,8456,8457,8458,8459,8460,8461,8462,8463,8464,8465,8466,8467,8468,8469,8470,8471,8472,8473,8474,8475,8476,8477,8478,8479,8480,8481,8482,8483]},{"id":154,"transcript":"Great. So we actually have a lot of diversity represented on this stage with what your companies are doing. We have, you know, health tech, we have fin tech, we have connections, we have film and media, I guess is where I would put you. Um And so","start_time":"2689.0","end_time":"2707.239","speaker_label":"spk_0","items":[8484,8485,8486,8487,8488,8489,8490,8491,8492,8493,8494,8495,8496,8497,8498,8499,8500,8501,8502,8503,8504,8505,8506,8507,8508,8509,8510,8511,8512,8513,8514,8515,8516,8517,8518,8519,8520,8521,8522,8523,8524,8525,8526,8527,8528,8529,8530,8531,8532,8533,8534,8535,8536,8537,8538,8539,8540]},{"id":155,"transcript":"I think for me, the takeaways from what we've discussed so far is if you're gonna start a SASS company, you need to do your research, you may not have product market fit initially, but you can go out to the customers who you wanna reach, especially if they're not happy with your competitors and ask them what you can do for them to make them your customer.","start_time":"2707.52","end_time":"2728.689","speaker_label":"spk_0","items":[8541,8542,8543,8544,8545,8546,8547,8548,8549,8550,8551,8552,8553,8554,8555,8556,8557,8558,8559,8560,8561,8562,8563,8564,8565,8566,8567,8568,8569,8570,8571,8572,8573,8574,8575,8576,8577,8578,8579,8580,8581,8582,8583,8584,8585,8586,8587,8588,8589,8590,8591,8592,8593,8594,8595,8596,8597,8598,8599,8600,8601,8602,8603,8604,8605,8606,8607,8608,8609,8610,8611,8612,8613,8614]},{"id":156,"transcript":"Um If you're expanding globally, it's actually very, very easy these days not to build an office somewhere else. But you can find resources on the ground that it may be no to low cost to you to test out a new region.","start_time":"2729.02","end_time":"2742.899","speaker_label":"spk_0","items":[8615,8616,8617,8618,8619,8620,8621,8622,8623,8624,8625,8626,8627,8628,8629,8630,8631,8632,8633,8634,8635,8636,8637,8638,8639,8640,8641,8642,8643,8644,8645,8646,8647,8648,8649,8650,8651,8652,8653,8654,8655,8656,8657,8658,8659,8660,8661]},{"id":157,"transcript":"And also that data is king like use all the data available that's readily available. Usually open source are very easy to get to your advantage to keep improving on your company and then finally hire people that aren't just gonna work for you, but are gonna be champions of your company and help expand because they believe in what you're doing.","start_time":"2743.09","end_time":"2764.479","speaker_label":"spk_0","items":[8662,8663,8664,8665,8666,8667,8668,8669,8670,8671,8672,8673,8674,8675,8676,8677,8678,8679,8680,8681,8682,8683,8684,8685,8686,8687,8688,8689,8690,8691,8692,8693,8694,8695,8696,8697,8698,8699,8700,8701,8702,8703,8704,8705,8706,8707,8708,8709,8710,8711,8712,8713,8714,8715,8716,8717,8718,8719,8720,8721,8722,8723,8724,8725,8726]},{"id":158,"transcript":"So we have just a couple minutes left. Um And I want to ask the panel, do you have any final thoughts that you wanna make sure our our audience walks away with before? Happy hour, we will let you go in a second. I promise","start_time":"2764.709","end_time":"2777.219","speaker_label":"spk_0","items":[8727,8728,8729,8730,8731,8732,8733,8734,8735,8736,8737,8738,8739,8740,8741,8742,8743,8744,8745,8746,8747,8748,8749,8750,8751,8752,8753,8754,8755,8756,8757,8758,8759,8760,8761,8762,8763,8764,8765,8766,8767,8768,8769,8770,8771,8772,8773,8774,8775,8776,8777]},{"id":159,"transcript":"I don't want to stand between you guys and drink. So nothing else from my","start_time":"2778.139","end_time":"2782.06","speaker_label":"spk_2","items":[8778,8779,8780,8781,8782,8783,8784,8785,8786,8787,8788,8789,8790,8791,8792,8793]},{"id":160,"transcript":"side.","start_time":"2782.07","end_time":"2782.729","speaker_label":"spk_4","items":[8794,8795]},{"id":161,"transcript":"And uh just a question, who has a start up, who has an idea of finding an a like finding a company,","start_time":"2784.25","end_time":"2790.6","speaker_label":"spk_3","items":[8796,8797,8798,8799,8800,8801,8802,8803,8804,8805,8806,8807,8808,8809,8810,8811,8812,8813,8814,8815,8816,8817,8818,8819,8820]},{"id":162,"transcript":"raise your hand, raise it, raise your","start_time":"2792.149","end_time":"2794.879","speaker_label":"spk_0","items":[8821,8822,8823,8824,8825,8826,8827,8828,8829]},{"id":163,"transcript":"hand if you're a founder,","start_time":"2794.889","end_time":"2797.239","speaker_label":"spk_3","items":[8830,8831,8832,8833,8834,8835]},{"id":164,"transcript":"I'm saying like, I don't know if you're a founder of a company. I'm gonna tell you right now. If somebody, oh, sorry, ignore my phone if someone asks me. Ok. Are you a founder of a company? I'm like, yes. What do you need? What? Hello? So who's the founder of a company? Raise your hand?","start_time":"2797.479","end_time":"2813.489","speaker_label":"spk_0","items":[8836,8837,8838,8839,8840,8841,8842,8843,8844,8845,8846,8847,8848,8849,8850,8851,8852,8853,8854,8855,8856,8857,8858,8859,8860,8861,8862,8863,8864,8865,8866,8867,8868,8869,8870,8871,8872,8873,8874,8875,8876,8877,8878,8879,8880,8881,8882,8883,8884,8885,8886,8887,8888,8889,8890,8891,8892,8893,8894,8895,8896,8897,8898,8899,8900,8901,8902,8903,8904,8905,8906,8907,8908]},{"id":165,"transcript":"Ok. That's so much better. Ok. Continue, continue Mohammed.","start_time":"2814.419","end_time":"2817.959","speaker_label":"spk_0","items":[8909,8910,8911,8912,8913,8914,8915,8916,8917,8918,8919,8920,8921,8922]},{"id":166,"transcript":"If you are a founder, just make sure you hustle 24 7. I'm sure you have heard this before. But if you're not uh paranoid about it, you're not gonna make it.","start_time":"2819.399","end_time":"2827.04","speaker_label":"spk_3","items":[8923,8924,8925,8926,8927,8928,8929,8930,8931,8932,8933,8934,8935,8936,8937,8938,8939,8940,8941,8942,8943,8944,8945,8946,8947,8948,8949,8950,8951,8952,8953,8954,8955,8956,8957,8958,8959]},{"id":167,"transcript":"It's, it's tough uh as you as you have no, you know, and like 99% of start ups fail within the first few years. So just make sure you hustle and uh you're paranoid about your business or baby until you make it happen. And also I would like to thank uh code Center of digital entrepreneurship in Saudi for giving me the chance to come to the US and represent them as well as other uh 19 start ups from Saudi who came with us","start_time":"2827.28","end_time":"2853.149","speaker_label":"spk_3","items":[8960,8961,8962,8963,8964,8965,8966,8967,8968,8969,8970,8971,8972,8973,8974,8975,8976,8977,8978,8979,8980,8981,8982,8983,8984,8985,8986,8987,8988,8989,8990,8991,8992,8993,8994,8995,8996,8997,8998,8999,9000,9001,9002,9003,9004,9005,9006,9007,9008,9009,9010,9011,9012,9013,9014,9015,9016,9017,9018,9019,9020,9021,9022,9023,9024,9025,9026,9027,9028,9029,9030,9031,9032,9033,9034,9035,9036,9037,9038,9039,9040,9041,9042,9043,9044,9045,9046,9047,9048,9049,9050]},{"id":168,"transcript":"uh to help get the word out there. The Saudi is booming and the tech industry over there is, is booming as well.","start_time":"2853.35","end_time":"2860.08","speaker_label":"spk_3","items":[9051,9052,9053,9054,9055,9056,9057,9058,9059,9060,9061,9062,9063,9064,9065,9066,9067,9068,9069,9070,9071,9072,9073,9074,9075,9076]},{"id":169,"transcript":"So as you head to happy hour, I will leave you with this thought. I forget whose quote it is. But it's basically doing a start up","start_time":"2861.699","end_time":"2869.27","speaker_label":"spk_1","items":[9077,9078,9079,9080,9081,9082,9083,9084,9085,9086,9087,9088,9089,9090,9091,9092,9093,9094,9095,9096,9097,9098,9099,9100,9101,9102,9103,9104,9105,9106]},{"id":170,"transcript":"is like eating broken glass and then eventually falling in love with the taste of blood in your mouth. So it's hard. Yeah, so I'll leave you with that thought before. Happy hour.","start_time":"2869.81","end_time":"2883.52","speaker_label":"spk_1","items":[9107,9108,9109,9110,9111,9112,9113,9114,9115,9116,9117,9118,9119,9120,9121,9122,9123,9124,9125,9126,9127,9128,9129,9130,9131,9132,9133,9134,9135,9136,9137,9138,9139,9140,9141,9142,9143,9144]},{"id":171,"transcript":"That was rough. But you guys are gonna wash out the broken glass from your mouth with some drinks upstairs on the roof. Thank you so much for joining us.","start_time":"2884.229","end_time":"2892.449","speaker_label":"spk_0","items":[9145,9146,9147,9148,9149,9150,9151,9152,9153,9154,9155,9156,9157,9158,9159,9160,9161,9162,9163,9164,9165,9166,9167,9168,9169,9170,9171,9172,9173,9174,9175,9176,9177]}]}}
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