Latest / Giant Robots Smashing Into Other Giant Robots / thoughtbot's Incubator Program Mini Session 3: Episode 08: Goodz with Mike Rosenthal and Chris Cerrito
Transcript
- LINDSEY: Thank you to our viewers and listeners. We are catching up once again with one of the startups going through the thoughtbot Incubator. My name is Lindsey Christensen. I'm joined today by Jordyn Bonds, who heads up the thoughtbot incubator, as well as our Co-Founders of Goodz, Chris Cerrito and Mike Rosenthal. Welcome, everybody. MIKE: Thanks, Lindsey. LINDSEY: Before we get started, before we put Chris and Mike back in the hot seat, at the top here, Jordyn, we have a special announcement for our viewers and listeners. JORDYN: Application window is open for session 1 of 2024, folks. You can go to thoughtbot.com/incubator and apply. And Chris and Mike can tell you how easy or hard applying was. MIKE: It was easy. It was totally easy. It's a very straightforward process. CHRIS: Yeah, it was way more straightforward than a lot of applications that we've dealt with in the past, for sure. JORDYN: Ha-ha. And if you've got a business idea that involves software but you haven't gotten anything out there yet, come talk to us. We will help you make sure that it's a good idea and that there are people who might buy it, and maybe get you even a little further than that. MIKE: We actually have a friend who's considering applying. I'll tell him applications are open. He's worried his idea is not big enough to actually be a business idea, so we'll see. CHRIS: Even the process of doing the application was really helpful for us because it helped us get aligned on exactly what we were doing, yeah. JORDYN: I love that. And I found that to be true when I was a founder applying to some of these things, in particular, applying for an SBIR grant was one of the most challenging things that we did, but it was so productive. I was so annoyed by it at the time, and then I cribbed from that thing. It actually sort of forced us to make a business plan [laughs], and then, basically, we ran it, and it was great [laughs]. CHRIS: Yeah. I think that was, for us, that was our point where we were like, "Is this idea fleshed out enough to move forward?" And we were like, "Yes, it is. Let's go. Let's do this." JORDYN: So, use the application as a forcing function, everybody. It will help you clarify your thinking. LINDSEY: Yeah. Jordyn, what would you say to Mike's friend who's questioning if their idea is big enough? How do you respond to that sentiment? JORDYN: That is a fascinating sentiment because I feel like so much more often, I am trying to help founders with the opposite problem where they think this thing is so big that they are not thinking about what step 1 is going to look like. They're just, like, in 10 years, we're going to be the next Amazon, and I'm like, "Maybe [laughter]. Let me help you figure out how to get to that giant vision." So, I don't come across the "Is this big enough to be a business?" question as often. And, I don't know, what would I say? I guess I need the details. LINDSEY: It could be a perfect fit MIKE: It could be. JORDYN: It could be a perfect fit. LINDSEY: In a way, that's what you're answering, right? MIKE: Right. LINDSEY: In some of this work. MIKE: That is true. So, yeah, you guys would certainly...just thinking through the process we've gone through the last two months, it would definitely help them flesh that out. LINDSEY: Which is a great segue. MIKE: Great segue. LINDSEY: Chris and Mike, we're actually coming up to the end of your incubator time. CHRIS: It's so sad. LINDSEY: Can you believe it? MIKE: It's gone by really fast. I mean, eight weeks is not a long time, but it has gone by very, very fast. CHRIS: It felt like a very long time in the middle of it. MIKE: [laughs] CHRIS: But now that it's over, it feels like a blink that it's coming to a close. MIKE: I don't know. It's funny. I think we had some note in our retro today that was like, maybe the very end of the year is not the best time to do an accelerator just because you have, like, the holidays kind of jumping in here in the end. So, that might have helped make it feel like a... I feel like the end of the year always feels like a rush anyway. So, I think just life gets a little bit busier this time of year, too, but yeah. CHRIS: Yeah, my gingerbread man decorating game is, like, really down this season because we've been so busy. Tragic. LINDSEY: Chris, can you remind our viewers and listeners who might not be familiar what was the idea that you and Mike have been exploring with the incubator or, like, what did you come in with? CHRIS: So, with Goodz, what we're trying to do is make little, physical collectibles objects that connect back to the digital content that a user loves. The idea being that today, we are awash in these digital files, links, so many things on our desktops, on our phones, on our devices, and it's really hard to tell which part of those are really, really important to us. So, by giving them a presence in the physical world, that denotes that's something that's really important, worth keeping, worth sharing, and showing off to your friends and family. And to start this off, mostly because Mike and I are both kind of music nerds, we're starting off with a music focus, but at some point, we're hoping to move into other realms, too. LINDSEY: And a lot of the incubator, as repeat listeners will know, is focused on really kind of evolving user interviews all the way through and narrowing in on, you know, a core audience, a core market. Mike, how has that evolution been? I think the last time we chatted was around three weeks ago. What has the latest iteration of user interviews looked like in terms of the people you're talking to and even what you're asking them? MIKE: It's been a really fascinating process. I mean, I'm trying to think of where we were exactly the last time we talked to you, but I think we'd probably just launched the e-commerce site that we had been experimenting with putting up. LINDSEY: Yeah, exactly. MIKE: And so, and we really then started cranking on user interviews kind of once that was live. And so, moving away from the conceptual and more into like, "Okay, share your screen. Here's the link. Like, tell me what you think is going on here," and really sort of getting users who had never, you know, never heard our pitch, never been involved with us to sort of try to wrap their heads around what we are and what we're doing just based on that website and trying to sort of make iterative changes based on that. You know, for me, because I had not done user interviews very much in the past, like, it's very tempting, like, you get sort of 1 note from 1 person in 1 interview, and you're like, oh, we need to change this word. That word didn't make any sense to them, or this thing needs to be blue instead of pink. I think, for me, it was like, all right, how do we kind of synthesize this data in a responsible way? And it emerged naturally, which, I mean, Jordyn and all thoughtbot folks said that it would, but you sort of started hearing the same things again and again. And we never really got to a place where, like, you heard the exact same things from everyone. But there were enough buckets, I feel like, where we're like, okay, like, this part really isn't making that much sense to people, or, like, we do really need to, you know, structure this differently to convey. So, it was a bunch of that kind of work over the last three weeks or so and sort of just getting a sense of like, are we conveying our message? It's hard. I mean, it's a new, like, we're not the only people making physical products with NFC chips in them, but it is not the most common, like, product. Like, it is kind of a new category out there. And so, really trying to understand just right off the bat, do people get it? And you get wildly different answers [laughs] as to whether they get it or they don't, which has been fascinating, too. JORDYN: Yeah. [crosstalk 7:12] LINDSEY: Chris or Jordyn, anything to add there? JORDYN: Yeah. You get the best, like, bootcamp in the don't overreact to a single user interview experience in some ways because we [laughs]...it would literally be like, interview in the morning someone says this thing. Interview in the afternoon, someone says the exact opposite thing [laughter]. And you're like, okay [laughs], like, which one of these things are we going to respond to, if either of them? CHRIS: Yeah. It's hard. As somebody with, like, a strong desire to please, it's hard to reign yourself in and want to change things immediately, but it definitely makes sense to do so in the long run. MIKE: But yeah, but, I mean, like I said, I do feel like it kind of came down to buckets. It's like, okay, you're that. I can, like, categorize you with all those other people and you with all those other people. And yeah, I hear you. I'm like, yeah, it's tempting to want to please them all. But I think with this one, we're fighting hard to be like...or we sort of have a philosophy that this product is emphatically not for everyone because, at the end of the day, you get a lot of people who are like, "Wait, you're just putting a link to a streaming playlist on a physical object? Why don't I just text someone the link?" And sometimes that breaks down by age group, like, 18-year-olds being like, "What are you talking about, old man? LINDSEY: [laughs] MIKE: Like, why the hell would I do that? It makes no sense." But it sort of skews all over the age ranges. But then there'll be other people who are 18 or 20 years old who are like, "Wow, I never had cassettes when I was growing up," or "I never got to make, you know, mixtapes or CD-Rs for people." And like, you know, so it's, yeah, it's about finding the people who are the early adopters. As Jordyn has said a lot, it's like, we need to find those early adopters and, like, make them love us, and then other people will come later. CHRIS: I mean, some of the most gratifying moments, I think, are there's been some interviews where people have been so excited that after the interview, they've gone and purchased our products, which is just, like, the coolest feeling ever. LINDSEY: Wow. MIKE: Yeah, it's pretty cool. LINDSEY: Are you open to sharing a little bit more about what those buckets or what those segments look like? CHRIS: I mean, I think there's folks who outright just get it almost immediately, and I think those people tend to be hardcore music collectors, hardcore music fans, Jordyn and Mike, please feel free to jump in if you disagree with any of this. They just get it right off the bat. Then I think there's, in my experience, there's another bucket of people who are a little more hesitant, and maybe they wouldn't buy it, but they seemed really excited about the idea of getting one as a gift, which is really interesting. They're like, "I don't know if I'd buy this, but I'd really like to have one." And then there is another segment, like, which Mike just mentioned, of folks who just don't see the value in this whatsoever, which is totally fair. MIKE: Yeah, totally. I think it's also...I see it almost as, like, a matrix. There's, like, desirability, and, like, technical understanding because people were like, "I technically understand what this is, and I do not want it in my life." Or like, "I get what this is and, oh my God, I have to have that," or like, "I don't really understand what you're talking about, but, man, I love physical stuff. Like, sure I want..." you know, it's like, it goes across those two planes, I think. JORDYN: I will say that it, I think you alluded to this before, Mike, but, like, we're going to run a whole analysis of...because we did a ton of interviews, and we haven't actually done that, like, sort of data-driven thing of like, are there trends in the demographics somewhere that we're not getting? Because the pattern has not been there. Like, someone will talk to an 18-year-old, you know, at 1:00 p.m. who is just, like, "Why on earth would I ever want this?" And then I, like, you know, will talk to a 21-year-old who is like, "I love this." And it's like, why? Like, this is the answer. The thing we're trying to get out now is, like, what is the difference between those two people? It's not a demographic thing that we can see from the outside, so what is it instead? But with consumer stuff like this, often, you don't necessarily...you don't need that in such great detail when you're starting. You just kind of, like, throw it out there and see who grabs it, and then you start to build sort of cohorts around that. And that is kind of what these interviews have shown us is that there are people who will grab it, and that was part of what we were trying to validate. Are there people who Mike and Chris do not know personally who will, like, get this and be psyched about it immediately? And that is, you know, check unequivocally true. Like Chris said, there are people that we were, you know, that we had recruited on this user interviews platform [chuckles] who then just turned around and bought the product because they were so psyched about it. One of the guys I interviewed was like, "Can I invest in your company right now?" Like, during the interview, and I was like, "Maybe?" [laughs] CHRIS: There was, like, another person who wanted to work for us immediately... JORDYN: Yes, great. CHRIS: Which was really interesting and kind of awesome. JORDYN: Yeah, they're like, "Are you hiring?" You're just like, okay. So, it's validating that there are people all over that spectrum. Like, where those trends lie, though, which is, I think, what you were asking, Lindsey, not as straightforward and in a fascinating way. So, we still have a little more, like, number crunching to do on that, and we may have an answer for you later. LINDSEY: That's exciting. Exactly. I'm curious: what are the connecting dots between the folks who are really into it, and how might that impact how you approach the business? MIKE: Yeah, it's hard. It's definitely going to be a niche to start. And so, we got to figure out kind of got to crack the code on how we find those people. LINDSEY: And, Mike, I think you had also mentioned last time that, you know, you or both of you have a network kind of in the music industry, and you've been floating the idea past some people there. Have you been having more of those conversations over the last few weeks, too? MIKE: We have, yeah. Well, so yeah, we've had a couple more just kind of straight-up pitch calls versus like, "Hey, there's this cool thing we're doing," and having those people be like, "Cool. Let's do a pilot." And so, they're ordering, you know, 500 or 1,000 units at a time, which is rad. LINDSEY: Whoa. MIKE: For the first...yeah. LINDSEY: Okay, very cool. MIKE: Yeah. The first two or three of those should happen in January or maybe early February, but yeah, those are done and in production and arriving soon. So, that's really exciting with some cool bands. We won't say the names in case it doesn't [laughs] work out, but it does look like it's going to work out. LINDSEY: And so, it's specific bands that are creating merch for their fans. MIKE: Yeah, yeah. So, we're working with one artist manager on a band that he manages, and then we're working with a record label. And they're going to try with a couple of smaller artists. And so, yeah, it's actually really good for us. One is going to be straight-up sales, most likely, and it's, like, selling these things. And the other ones will be given away as kind of promo items on tour artists, which is also a really interesting use case for us, too, that we're excited about and using them as a way to sort of get email addresses and, like, fans engaged and stuff, so... And then yeah, then I had another conversation, and they want to talk about doing some pilots. So far, like, that side of things is going great. We're sort of 3 for 4 in terms of initial calls leading to pilots right off the bat, which is kind of unheard of from [laughs] my experience. LINDSEY: Yeah, I'd say so. No, a lot of very good signals. MIKE: Really good signals. But then we were able to turn some of those into user interview conversations, actually, as well over the course of the last couple of weeks, which has been really helpful, like, talking to manager and label-type people about what they might want out of a software product that is associated with this because we're not just thinking about making physical products but sort of coupling that with an online toolset. And that part, we haven't gotten as far along as we did with the direct-to-consumer e-commerce, but it's been fascinating. LINDSEY: So, what has been happening with the online shop? As you noted the last time we talked, it was just a baby less than a week-old Shopify site getting, you know, some first hits of people going around maybe putting things in their basket. I'm sure a lot has happened over the last few weeks. What kind of work, what kind of insights have you seen around the site? CHRIS: We've been, I mean, we've been selling stuff at a slow but steady pace. It's been great because it's enough to, you know, because our product really straddles the line between physical and digital; there's a lot of physical aspects to this that we need to figure out and kind of the level of orders that we've been getting have been really...it's, like, the perfect number to think about fulfillment issues, things like what kind of package does this go in? How do we mail this out? Things along those lines, just very basic, practical questions that needed to be answered. But yeah, it's been great. We actually, I mean, we hit our goal for the amount of these that we wanted to get in people's hands before Christmas, which is pretty awesome. And we continue now with the lessons learned. I think our plan is to try and make a push for Valentine's Day because these seem like they would be a great Valentine's Day present: make a playlist; share it with your loved one; share it with a friend; share it with somebody you don't like at all. Who knows? LINDSEY: [laughs] CHRIS: But yeah, that's kind of our next sales push, we think. LINDSEY: The hate playlist. CHRIS: [inaudible 15:40] hate playlist. MIKE: Yeah, perfect. Real passive-aggressive. CHRIS: Just Blue Monday, like, by New Order, like, 14 times. LINDSEY: [laughs] Yeah, every song is just like a sub-tweet... MIKE: [laughs] LINDSEY: About something they've done and [inaudible 15:53] Have you updated the site? Like, how do you decide what gets updated on the site? [laughter] Everyone laughed. MIKE: It was a little haphazard, I would say, there for a minute. But -- CHRIS: We got the site up very, very quickly. And from my perspective, I've been dealing a lot with the physical side of things, just getting great product photos up there, which is, like, something that thoughtbot has actually been super helpful with. You know, everybody on the team is starting to submit photos of their Goodz in the real world and using their Goodz, which is great. And we continued to update the site with that but also making sure our text made sense, refining copy in response to things that people said during user interviews. The checkout process, the process of adding the URL that we point the Good to that, we did a bunch of experimentation there based on what people were saying during user interviews. So, it has been a little haphazard, but we have made a bunch of changes. LINDSEY: Jordyn, has there been any experiment, like, structured experimentation around the site or how you're getting people to the site? JORDYN: Mike actually did a little bit of ad funnel work that I don't think we've, like, even remotely scratched the surface of. So, I wish I could say that was conclusive, but I think we've found a little bit more...here are plenty of sales that are from people that nobody here knows. MIKE: True. JORDYN: So, people are finding out about this somehow [laughs]. But I think it's a little bit, like, word-of-mouth sort of chain of events is our sense so far. I wanted to say, though, about the site, we did get what Chris was saying about, like, this experiment was, in part, about fulfillment and figuring out how fulfillment would work and packaging, and not just messaging and not just closing the sale with consumers, but also, just, like, how do you fulfill these? But one of the really fun things we've managed to do in the last, since we talked last time, which I can't even believe...I feel like this wasn't even a gleam in our eyes for this project, but we managed to get out, like, stood up and out the door, and working in production in the last few weeks is a way for folks to actually assign the URL to their mixtape themselves. Previously, the plan had just been for Chris and Mike to do that, which is fine but a little bit unscalable, right? CHRIS: That was a huge dream or, like, that was high on our wish list. And we didn't think we'd get to it. And it's been pretty amazing that we have, yeah. JORDYN: Yeah, so that was one thing that is an update to the site. So, then we had to do a little bit of, like, micro iterating, on, like, the messaging around that. Like, how do you communicate to people? This is, like, a little bit of an abstract challenge, right? Like, here's this object. It's going to point to a digital thing. How do you tell the physical object which digital thing it's pointing to [laughs]? So, a lot of our recent interviewing has been to sort of get inside the mind of the consumer about how they're thinking about that and how we can best communicate that to them. So that's been a lot of the, like, recent iteration is getting that mechanism stood up and then the messaging around it. CHRIS: It's also really cool because it adds to the utility of the object itself in the sense that now our Goodz, when a user gets one, they can add a URL to their Good themselves, but they can also change that URL. So, it's much more malleable. JORDYN: Which is something that in one of our early user interviews was, like, a hot request [laughs], and we were like, "Someday, someday." And it's, you know, I should actually go back to her and be like, "Someday is today." [laughter] MIKE: Well, yeah, and just as Chris was saying, it just makes it so much easier to ship these out without having to manually load them, and you could sell them, and yeah, retail outlets, like, it just opens up a lot of opportunities for us for them. LINDSEY: And Mike mentioned that some of the, like, kind of future looking aspirations for the solution are, you know, how might you figure out the B2B, like, SaaS aspect of it? Jordyn, is that something that's been explored at all at this point, or is it early? JORDYN: That experiment I just described is actually sort of the link between the two projects. It sort of proves the concept and proves the value in some ways, and it has given us a little bit more visibility into sort of how we're going to execute some of this technical stuff. Like, how easy, how difficult is it going to be? These little experiments all build your confidence around your ability to do those things and what it's going to look like. And so, this experiment absolutely feeds into that question. But I would say it was really this week where we got to have a really fun brainstorming sort of blue sky conversation about that that I don't think would have been nearly as both creative and blue sky or rooted in reality as it was if we hadn't done these experiments and hadn't talked to so many...we had so much work...we could participate in a conversation like that so much more confidently and creatively because all of us had a lot more shared context. So, we really got to dream big, like, what is a SaaS platform built around these physical objects? And I don't want to, you know, I'm not going to give it away at this moment because we had a lot of, like, really cool ideas. It's one part talking to the B2B customer, which, you know, you mentioned earlier, getting what their pain points are, and what they're looking for, what they need, but then also dreaming big about now we understand the technology a little bit more and how it feels to use it. What does that unlock in our brains? The analogy I used in that conversation and that I use all the time is like, the users of Twitter invented hashtags, right? Twitter did not invent hashtags. And so, hey, everybody out there, newsflash: users invented hashtags, not Twitter or something else, if you didn't realize that Twitter was where those things kind of emerged. But there was just a user behavior that was happening in the wild, and Twitter was just very good at making that easier for them, looking at that and being like, "Oh, hey, is this a thing you all want to do? Here, we'll make that even more useful for you." And it was part of Twitter's early success that they were able to do that. And so, that was the kind of thinking we were trying to employ here is, like, now that we have these objects and we understand a little bit more how it feels to use them, you get these second order effects. What does that then make us think of? What is then possible to us that we wouldn't have been able to dream of previously because we didn't quite get it? So, that was really happening this week. LINDSEY: So, as the incubator time wraps up, what are the kind of final activities or deliverables, one, that Goodz wants and you know that they're going to get? What are the parting gifts as we send you out into the next phase? MIKE: Yeah, well, loads of stuff. I mean, we're getting all that code that [SP] Guillermo and the guys worked on to let people set their own playlist settings. And we've got that up in a GitHub repository now. And we've got a bunch of great design work that's all being handed over, like Chris was saying, product shots that a bunch of the team members were taking, synthesizing all the user interviews. We're actually sort of making some kind of final reports on those, so it's kind of more usable, actionable data for us. The whole website, you know, that didn't exist before. And that will sort of continue to grow as the entire website for Goodz moving forward. I don't know. That's a lot. What else was there, Chris? CHRIS: As a result of all that, I mean, one of the things I'm most excited about is now we have a small user base who actually has the physical products that, hopefully, we can get them to answer questions. That's huge for what's coming next. Starting the path towards the SaaS platform, too, it's really helped narrow our scope and think about, you know, how to make that successful or if it will be successful. LINDSEY: Yeah, that sounded like a big discussion this week that I know has been on your minds from the beginning. Wait, the last time, also, you said you were starting to get emails, too. Have you emailed anyone yet, or are you still holding on to them? MIKE: Oh. No, I still haven't sent a newsletter out [laughs], actually, but we have Mailchimp set up. Yeah, no, we've got a good kind of core of our, yeah, early folks on there. We'll start getting a newsletter out with some sort of regularity. We're building up the socials very slowly just focusing on Instagram mostly right now and trying to get back into that game. It's been a long time since I've had to do kind of social marketing stuff. And so, it's a lot of work, as it turns out, but we'll get all that cooking. I think this was just such a sprint, working with the thoughtbot folks and trying to get all this stuff done. Before the end of the year, now we can sort of take a breath and start engaging folks in the new year. LINDSEY: Yeah. Well, so, do you know what you want to do next or what the next phase looks like? Are you going to do fundraising? MIKE: We're certainly going to continue to have some fundraising conversations. We've had some conversations emerge over the last, you know, since we've been in thoughtbot, again, not the greatest time of year to try to be raising a round. But we're also not, like, desperately, urgently needing to do that right this second. I think, you know, part of it is the fundraising landscape, you know, doesn't look amazing. And we're still sort of building out a lot of traction, and sort of every week, there's some new, exciting thing, or we've got some new, big artists who wants to do something. So, I think, in some ways, to the extent that we can bootstrap for a little while, I think we will, yeah. So, we will focus on...I'd like to get back to focusing on, like, B2B sales. I'd like to hit the ground in January and just start talking to a bunch of music industry folks. And thinking ahead a little bit, sort of Q1 and Q2, like, what are the big tentpole events? You know, you got South by Southwest coming up in March. You got Record Store Day in April, or whenever it is. But, you know, there's, like, a bunch of those sorts of things that it's like, oh, let's not let those things suddenly be tomorrow. Like, right now, they're all still two or three/four months out. Like, let's make sure we're queued up for those things and see what happens. And Jordyn has been giving really good advice on the fundraising side where it's just like, just keep getting cool stuff like that and just do almost like little drip campaigns with funders who aren't maybe giving you the time of day or think it's too early, and just kind of keep going back to them. Like, the best excuse to go back to funders is like, "Hey, we just closed this new thing. We just launched this new thing. We just got this thing working. Hey, we're launching with this major band," Like, enough of those happen, and I think the fundraising will happen more organically. It's a strategy. CHRIS: I think we're really lucky in the fact that, you know, now, at this point, we're not talking about vapourware, you know, like, these are actual things that actually exist that, like, anybody could go onto our site right now and buy, which is awesome. And because of that, the product's going to continue to evolve, and, hopefully, our sales record will continue to evolve, too. LINDSEY: Amazing. Well, that feels like a good place to wrap up, maybe. Are you going to hang around in our incubator Slack, the thoughtbot incubator Slack for all our past founders? MIKE: Yes. Emphatically, yes. LINDSEY: Okay. We're holding you to it then [laughs]. CHRIS: I'm excited about that. We met with the other founders yesterday for the first time, and it was a really great and interesting conversation. It was cool seeing how diverse all these projects are and how folks are working on things that we had no idea about and how we're working on stuff that they have no idea about, and it was really great. It felt like a good cross-pollination. MIKE: Agreed. LINDSEY: That's awesome to hear. Jordyn, any final thoughts? JORDYN: [inaudible 26:58] out there listening and watching and want to join this community of founders [laughs], don't you want to have office hours with Chris and Mike? LINDSEY: All right, thoughtbot.com/incubator. You can apply for session 1 of the 2024 incubator program. And yeah, you two, if you have more recommendations, referrals, definitely send them our way. Chris, Mike, Jordyn, thank you so much once again for joining and catching us up on all the exciting developments for Goodz. MIKE: Thank you. LINDSEY: A lot of really cool milestones. JORDYN: I got to say, so much good stuff. And like, you know, just wrapping it all up almost diminishes the impact of any single one of those things that we just talked about, but it's, like, pretty amazing. People out there, apply to the incubator but also go buy yourself a Goodz mixtape. It's cool with playlists on it. MIKE: It's a good point. JORDYN: Give it to your BFF. Come on. LINDSEY: Getthegoodz.com. MIKE: Getthegoodz.com. Awesome. LINDSEY: All right. Thanks, Chris and Mike. AD: Did you know thoughtbot has a referral program? If you introduce us to someone looking for a design or development partner, we will compensate you if they decide to work with us. More info on our website at: tbot.io/referral. Or you can email us at referrals@thoughtbot.com with any questions.