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Tim Handorf - Lessons From the Farm · Boardroom Blitz

• riverside jeremie bacon raw video cfr boardroom blitz 0049: All right, welcome to Boardroom Blitz. I'm Jeremy. BB TimMX JEREMIE: All right, welcome to Boardroom Blitz. I'm Jeremy. BB TimMX GARY: I'm still Gary Cooper. What's up, Jeremy? riverside garry cooper raw video cfr boardroom blitz 0048: I'm still Gary Cooper. What's up, Jeremy? BB TimMX JEREMIE: Ha ha ha. riverside jeremie bacon raw video cfr boardroom blitz 0049: Nothing. Nothing at all. actually just got back from a day trip to Detroit with a couple of my kids. It was super fun. we it's concert season, so we went up to catch an amazing show and then we're back today. and excited to be here hanging out with you on Boardroom Blitz. BB TimMX JEREMIE: Nothing. Nothing at all. actually just got back from a day trip to Detroit with a couple of my kids. It was super fun. we it's concert season, so we went up to catch a an amazing show and then we're back today and excited to be here hanging out with you on Border Blitz. BB TimMX GARY: No we're saying. riverside garry cooper raw video cfr boardroom blitz 0048: Anyways, bye. BB TimMX GARY: Amazing. Amazing. riverside garry cooper raw video cfr boardroom blitz 0048: Amazing. Amazing. BB TimMX GARY: I just had my board meeting yesterday, so I'm still brain fogged, still thinking. so I didn't I wasn't at a concert yesterday, but I wish I was there and with you. riverside garry cooper raw video cfr boardroom blitz 0048: I just had my board meeting yesterday, so I'm still brain fogged, still thinking. So I wasn't at a concert yesterday, but I wish I was there with you. riverside jeremie bacon raw video cfr boardroom blitz 0049: Siding. BB TimMX JEREMIE: Exciting. riverside jeremie bacon raw video cfr boardroom blitz 0049: You you had a concert of a different kind, but the board meeting. Well, that's a great segue, actually, to our show because at Boardroom Blitz, we talked to lots BB TimMX JEREMIE: You you had a concert of a different kind, but the board meeting. Well, that's a great segue, actually, to our show because at Boardroom Blitz, we talked to lots of executives who've been in boardrooms many, many times, both as founders and then as executives and entrepreneurs and buyers and sellers of companies. And awesome. Well, our our our guest today is Tim Handorf. And for those of you who are listening and watching who don't know Tim, Tim's an amazingly awesome human being, first and foremost. But Tim has a cool background. He grew up riverside jeremie bacon raw video cfr boardroom blitz 0049: of executives who've been in boardrooms many, many times, both as founders and then as executives and entrepreneurs and buyers and sellers of companies. And awesome. Well, our our our guest today is Tim Handorf. And for those of you who are listening and watching who don't know Tim, Tim's an amazingly awesome human being, first and foremost. But Tim has a cool background. He grew up BB TimMX GARY: Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: working on his family's farm in Iowa. And then he went on to study engineering at Iowa State and was a product leader back, I don't want to say when, probably at least four years ago, let's say, at at Big Machines, which is an amazing company. Right. Pre-COVID. And then I'll give away I'll give away a little bit more here because in 2012, he co-founded G2 with a couple of his colleagues. BB TimMX JEREMIE: working on his family's farm in Iowa. And then he went on to study engineering at Iowa State and was a product leader back I don't want to say when, probably at least four years ago, let's say, at at Big Machines, which is an amazing company. Right. Pre pre COVID. riverside garry cooper raw video cfr boardroom blitz 0048: Pre-COVID. Pre-COVID. BB TimMX GARY: Pre c pre COVID. Pre COVID. BB TimMX JEREMIE: And then I'll give away, I'll give away a little bit more here because in 2012, he co-founded G2 with a couple of his colleagues from Big Machines. So I'm sure we'll hear all about that and what that was like starting the business together. But in 2012, started G2. If you've not heard of G2 in the last decade, you've probably been either doing nothing in B2B software or you've been living in some sort of a bubble universe where G2 doesn't exist because this business has grown. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: From big machines. So I'm sure we'll hear all about that and what that was like starting the business together. But in 2012, started G2. If you've not heard of G2 in the last decade, you've probably been either doing nothing in B2B software or you've been living in some sort of a bubble universe where G2 doesn't exist. because this business has grown BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: I'm dead. BB TimMX GARY: Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: rapidly, to say the least, over the course of the last decade and change. And you know, they've done everything from grow organically to grow via acquisition. BB TimMX JEREMIE: rapidly to say the least over the course of the last decade and change. And you know, they've done everything from grow organically to grow via acquisition. and today the combined business, the whole network of their businesses, I think it's something like six million verified reviews have been put through the platform and are on the platform today. And something like 200 million software buyers look at the stuff that G2 is talking about and that recommendations are being put on G2 every single year. riverside jeremie bacon raw video cfr boardroom blitz 0049: and today the combined business, the whole network of their businesses, I think it's something like six million verified reviews have been put through the platform and are on the platform today. And something like 200 million software buyers look at the stuff that G two is talking about and the recommendations that are being put on G2 every single year. BB TimMX GARY: Mm-hmm. Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: It's an amazing business. We're happy to have Tim here and he's gonna be a fabulous guest today. So thanks for joining us, Tim. BB TimMX JEREMIE: It's an amazing business. We're happy to have Tim here and he's gonna be a fabulous guest today. So thanks for joining us, Tim. riverside garry cooper raw video cfr boardroom blitz 0048: Yes. BB TimMX GARY: Yes. riverside garry cooper raw video cfr boardroom blitz 0048: Welcome soon. BB TimMX GARY: Welcome soon. BB TimMX TIM: I'm excited to have this conversation and great to see you, Jeremy, riverside tim handorf raw video cfr boardroom blitz 0050: I'm excited to have this conversation and great to see you, Jeremy, BB TimMX TIM: and David again. riverside tim handorf raw video cfr boardroom blitz 0050: and again. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah, love it. Love it. All right. Can I ask the very first question? BB TimMX JEREMIE: Yeah, love it. Love it. All right. Can I ask the very first question? riverside tim handorf raw video cfr boardroom blitz 0050: Yes. BB TimMX TIM: Yes. BB TimMX JEREMIE: Okay. Okay. No, you can't. You can't. riverside jeremie bacon raw video cfr boardroom blitz 0049: Okay. Okay. No, you can't. You can't. riverside garry cooper raw video cfr boardroom blitz 0048: Ha ha ha ha ha ha ha ha ha ha ha ha riverside jeremie bacon raw video cfr boardroom blitz 0049: You're obliged to ask and answer questions today. No, so I want to start actually with with growing up in a small town and working on a farm, right? And and watching your father as a farmer build and grow and work. from moment one. What was it like for you to sort of grow up in that environment and see firsthand and experience firsthand from a very young age, like the thing of BB TimMX JEREMIE: You're obliged to ask and answer questions today. No, so I wanted to start actually with with growing up in a small town and working on a farm, right? And and watching your father as a farmer build and grow and work. from moment one. What was it like for you to sort of grow up in that environment and see firsthand and experience firsthand from a very young age, like the thing of riverside garry cooper raw video cfr boardroom blitz 0048: ha ha ha ha riverside tim handorf raw video cfr boardroom blitz 0050: Yeah. BB TimMX JEREMIE: agriculture, the thing of farming and running a a farming business. riverside jeremie bacon raw video cfr boardroom blitz 0049: Agriculture the thing of farming and running a a farming business. riverside tim handorf raw video cfr boardroom blitz 0050: When you're growing up in it, you don't like it, right? It's a lot of hard work, right? No one likes getting up at 6 AM and shoveling pig crap. Well, I don't know too many people that like it, I guess I but you know and then in hindsight, of course, you look back and you're like, that was amazing and how much it formed you as an individual. BB TimMX TIM: When you're growing up in it, you don't like it, right? It's a lot of hard work, right? No one likes getting up at 6 AM and shoveling pig crap. Well, I don't know too many people that like it, I guess I but you know and then in hindsight, of course, you look back and you're like, that was amazing and how much it formed you as an individual. riverside garry cooper raw video cfr boardroom blitz 0048: Hehehehehe riverside jeremie bacon raw video cfr boardroom blitz 0049: They don't? BB TimMX JEREMIE: No? riverside tim handorf raw video cfr boardroom blitz 0050: And you know, what I didn't realize of course back then is that farmers are entrepreneurs. And so I grew up in this entrepreneur background and didn't even know it. And a lot of lessons that I learned that probably have made me successful in the entrepreneur world, I learned probably at a very young age, just watching and learning and the hard work from from the farm. BB TimMX TIM: And you know, what I didn't realize, of course, back then is that farmers are entrepreneurs. And so I grew up in this entrepreneur background and didn't even know it. And a lot of lessons that I learned that probably have made me successful in the entrepreneur world, I learned probably at a very young age, just watching and learning and the hard work from the farm. BB TimMX GARY: Mm. riverside garry cooper raw video cfr boardroom blitz 0048: and riverside jeremie bacon raw video cfr boardroom blitz 0049: I can I I can imagine that that the the lessons that you that you learn without learning them, right? And you you get down the down the road in your career fifteen and twenty years in and you're like, I remember that morning when I was out there shoveling manure, and now I'm shoveling software reviews. And either w no matter what no matter what you're shoveling, right, you've got to shovel it the right way. It's gotta be done well. You gotta do it in a way that makes the customer happy. So if nothing else, we can take this away from our conversation today. BB TimMX JEREMIE: I can I I can imagine that that the the lessons that you that you learn without learning them, right? And you you get down the down the road in your career fifteen and twenty years in and you're like, I remember that morning when I was out there shoveling manure, and now I'm shoveling software reviews. And either w no matter what no matter what you're shoveling, right, you've got to shovel it the right way. It's gotta be done well. You gotta do it in a way that makes the customer happy. So if nothing else, we can take this away from our conversation today. riverside garry cooper raw video cfr boardroom blitz 0048: Hmm. BB TimMX GARY: Mm, yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm. riverside garry cooper raw video cfr boardroom blitz 0048: You got it done. BB TimMX GARY: Yeah, I don't know. Tim, I'm looking for a mental picture. What was the farm like? Like what did you farm? yeah, can you talk a little like can you draw like help us with like an i illustrative? riverside garry cooper raw video cfr boardroom blitz 0048: Tim, I'm looking for a mental picture. What was the farm like? What did you farm? Can you draw, help us with an illustrative? riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, so I grew up in central Iowa, a small town, had nineteen kids in my class, so very rural community. and it was a pretty traditional farm for the time frame that I was growing up for central Iowa. So there was row crops of corn and soybeans, highly mechanized. even when I was there was highly mechanized. And then we also raised when I was growing up cattle and hogs as well. BB TimMX TIM: Yeah, so I grew up in central Iowa, a small town, had nineteen kids in my class, so very rural community. and it was a pretty traditional farm for the time frame that I was growing up for central Iowa. So there was row crops of corn and soybeans, highly mechanized. even when I was there was highly mechanized. And then we also raised when I was growing up cattle and hogs as well. riverside garry cooper raw video cfr boardroom blitz 0048: Uh-huh. BB TimMX GARY: Uh-huh. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Hello. BB TimMX GARY: well. I see. I see. Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: I see. I see. Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: I remember BB TimMX JEREMIE: I remember riverside jeremie bacon raw video cfr boardroom blitz 0049: reading a story that you told, I can't remember this has been a while ago, so I might get the details wrong, but as I recall it, you said that your grandfather used to evaluate prospective farmhands based on the way that on whether or not they took their keys out of their car their pocket before reaching their car. Is that is do I have that story right? BB TimMX JEREMIE: reading a story that you told, I can't remember this has been a while ago, so I might get the details wrong, but as I recall it, you said that your grandfather used to evaluate prospective farmhands based on the way that on whether or not they took their keys out of their car their pocket before reaching their car. Is that is do I have that story right? riverside garry cooper raw video cfr boardroom blitz 0048: Hmm. BB TimMX GARY: Mm. riverside tim handorf raw video cfr boardroom blitz 0050: You have a great memory. That's impressive. Yeah. I remember learning that lesson from my grandfather saying, Hey, like I like to hire people about thinking like two steps ahead. And so he wanted to know that they could walk, talk to him, pull their keys out when they got there, right? So that they were ready to open the door. Now of course, right, you don't have to do that. But back then you did. And you know, he was always looking for people that could multitask and multi think. BB TimMX TIM: You have a great memory. That's impressive. Yeah. I remember learning that lesson from my grandfather saying, Hey, like I like to hire people about thinking like two steps ahead. And so he wanted to know that they could walk, talk to him, pull their keys out when they got there, right? So that they were ready to open the door. Now of course, right, you don't have to do that. But back then you did. And you know, he was always looking for people that could multitask and multi think. riverside garry cooper raw video cfr boardroom blitz 0048: Hmm. BB TimMX GARY: Mm. riverside jeremie bacon raw video cfr boardroom blitz 0049: So are there tiny behaviors that you look for when assessing teammates and leaders in today that BB TimMX JEREMIE: So are there tiny behaviors that you look for when assessing teammates and leaders in today that riverside garry cooper raw video cfr boardroom blitz 0048: Hmm. BB TimMX TIM: there are. you know, and I I probably look for that same quality around people that can kind of think two steps ahead. I product managers for sure, like you've got to think where the ball is being kicked, not like a three year old running to the soccer ball, you know, chasing it around. And so you want that. I also probably look for passion. you know, in a farm world, like you're not gonna be a great farmhand if you don't love farming. riverside tim handorf raw video cfr boardroom blitz 0050: there are. you know, and I I probably look for that same quality around people that can kind of think two steps ahead. I product managers for sure, like you've got to think where the ball is being kicked, not like a three year old running to the soccer ball, you know, chasing it around. And so you want that. I also probably look for passion. you know, in a farm world, like you're not gonna be a great farmhand if you don't love farming. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. BB TimMX TIM: I would have been a terrible farmhand. I didn't love it that much. but in the same same vent, right, you've got to love and be passionate about whatever it is, the topic that you're working on. And so I I look for those those are a couple of things that I tend to look for. riverside tim handorf raw video cfr boardroom blitz 0050: I would have been a terrible farmhand. I didn't love it that much. but in the same same vent, right, you've got to love and be passionate about whatever it is, the topic that you're working on. And so I I look for those those are a couple of things that I tend to look for. BB TimMX GARY: Mm. BB TimMX JEREMIE: Sure. Okay. So a question for you then, based on that, right? So we could talk about big machines in your early career all day long. I wanna, I'm gonna skip all of that because what you've done to me, what what you've done at G2 is so fascinating to me that I'd like to, I'd like to spend most of our time talking about that. But of course we can go back in and get big machines lessons. But so five co-founders walk out of big machines and start G2, right? and this was like I said before 2012. So riverside jeremie bacon raw video cfr boardroom blitz 0049: Okay. So a question for you then, based on that, right? So we could talk about big machines in your early career all day long. I wanna I'm gonna skip all of that because what you've done to me, what what you've done at G2 is so fascinating to me that I'd like to I'd like to spend most of our time talking about that. But of course we can go back in and get big machines lessons. But so five co-founders walk out of big machines and start G two, right? and this was like I said before twenty twelve. So BB TimMX GARY: Mm. riverside garry cooper raw video cfr boardroom blitz 0048: Hmm. BB TimMX GARY: We'll pre cover it. riverside garry cooper raw video cfr boardroom blitz 0048: Go pre-cover it. riverside jeremie bacon raw video cfr boardroom blitz 0049: walk us through BB TimMX JEREMIE: Walk us through the logic at the time. I mean, Big Machines was a it it was a very fabulously successful company. and you guys done a great job there. Why did you guys do this in the first place? What was it that were the five of you sat down and said, We're we're doing this, it's it's gotta be done. This is the time, this is the place. riverside jeremie bacon raw video cfr boardroom blitz 0049: the logic at the time, I mean, Big Machines was a it it was a very fabulously successful company. and you guys done a great job there. Why did you guys do this in the first place? What was it that where the five of you sat down and said, We're we're doing this. It's it's gotta be done. This is the time. This is the place. riverside tim handorf raw video cfr boardroom blitz 0050: You know, I think at Big Machines, all of us, the the company had scaled to a point where we we felt like, hey, like we're not adding as much value here anymore and we're ready to potentially do something again. I think all of us felt a little bit of the joy of work waning a little bit. for various reasons, depending on who we were. And you know, Goder and my one of my co-founders, he pulled us all together and said, like, I want to experience joy at work again. Let's go do that. And BB TimMX TIM: You know, I think at Big Machines all of us the the company had scaled to a point where we we felt like, hey, like we're not adding as much value here anymore and we're ready to potentially do something again. I think all of us felt a little bit of the joy of work waning a little bit. for various reasons, depending on who we were. And, you know, Godard, my one of my co founders, he pulled us all together and said, Like, I want to experience joy at work again. Let's go do that. And BB TimMX GARY: Mm. riverside tim handorf raw video cfr boardroom blitz 0050: Actually when we started G two before we even knew what we were going to build, we kind of fit we talked about the culture of the company, what we call the mantras, they became our values. and you know, ultimately like that's we wanted to work at a company that that we enjoyed working at. and that was part of the reason we wanted to do do it again. BB TimMX TIM: Actually when we started G two, before we even knew what we were going to build, we kind of fit we talked about the culture of the company, what we call the mantras, they became our values. and, you know, ultimately like that's we wanted to work at a company that that we enjoyed working at. and that was part of the reason we wanted to do do it again. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: For sure. Yeah, nothing more. If you wanna if you wanna enjoy the work that you are doing, it's great to do it if if it's your own work, right? Eat your own cooking, as they say. Super cool. BB TimMX JEREMIE: For sure. Yeah, nothing more. If you wanna if you wanna enjoy the work that you are doing, it's great to do it if if it's your own work, right? Eat your own cooking, as they say. Super cool. riverside garry cooper raw video cfr boardroom blitz 0048: Well, that hits. BB TimMX GARY: Well that hits Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Can I ask him about just like, if you zoom back to that pre-COVID moment when you all are literally leaving and you're thinking about starting another company, because a lot of our listeners, our founders, companies are mid-stage, late stage, they might have other ideas and their passions. Can you zoom back to some of the BB TimMX GARY: Can I ask Tim about just but I like if you zoom back to that pre-COVID moment when you all are literally leaving and you're thinking about starting another company? because a lot of our listeners, our founders, companies are mid-stage, late stage, they might have other ideas and their passions. Can you can you zoom back to some the riverside garry cooper raw video cfr boardroom blitz 0048: tactical, how did you bridge it? I know it happened, but what are some of the things that actually happened to get that done and for things to stay in place in one place and then for you to turn a new chapter with G2? BB TimMX GARY: tactical like h how did you bridge it? Like, you know, I know it happened, but what are what are some of the things that actually happened to get that done and for things to stay in place in one place and then for you to kind of like turn a new chapter with G two? riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, fortunately I think we were in a situation w with our previous company. We had investors and we had a leadership team that it was fairly easy to walk away and know that you know we we thought things would be in pretty good hands and the running was on the wall. The investors want were ready to like kind of exit and there was a plan to get that done. Fortunately that didn't that ended up happening, which made, you know, G2 a lot easier as well. but BB TimMX TIM: Yeah, fortunately I think we were in a situation w with our previous company. We had investors and we had a leadership team that it was fairly easy to walk away and know that you know we we thought things would be in pretty good hands and the running was on the wall. The investors want were ready to like kind of exit and there was a plan to get that done. Fortunately that didn't that ended up happening, which made, you know, G2 a little easier as well. but BB TimMX GARY: Yeah. Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Okay. Mm-hmm. BB TimMX GARY: Mm-hmm. Mm-hmm. Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. Mm-hmm. I see. BB TimMX GARY: I see. BB TimMX TIM: You know, how did we do it? Like, I think the first thing that many of us asked was like, Man, are we ready to do this again? We were we were all kind of at the start of G2. And like, you remember it's hard starting another company. Do we have the energy? And do we want to like go back to basically making no money again? And do we have the budget? And do our partners wanna like put up with us through that? Because it's hard on them as well. And so we had to have riverside tim handorf raw video cfr boardroom blitz 0050: You know, how did we do it? Like, I think the first thing that many of us asked was like, Man, are we ready to do this again? We were we were all kind of at the start of G2. And like, you remember it's hard starting another company. Do we have the energy? And do we wanna like go back to basically making no money again? And do we have the budget? And do our partners wanna like put up with us through that because it's hard on them as well. And so we had to have BB TimMX GARY: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Yes. Hehehehe Mm-hmm. Mm-hmm. Mm-hmm. BB TimMX GARY: Mm-hmm. Mm-hmm. riverside tim handorf raw video cfr boardroom blitz 0050: All of those conversations in advance. I was very fortunate. You know, my wife was very much like, you're miserable now. Like you gotta go do something and, you know, get back get back to where you're your happy place. BB TimMX TIM: All of those conversations in advance. I was very fortunate. You know, my wife was very much like, you're miserable now. Like you gotta go do something and, you know, get back get back to where you're your happy place. riverside garry cooper raw video cfr boardroom blitz 0048: Mmm. BB TimMX GARY: Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: Nice to have that support. BB TimMX JEREMIE: Nice to have that support. Well, how did you guys divide up the work? So, you know, oftentimes founders and founders get into trouble with, you know, two or three in the room, right? Day one. You guys had five. Now you had more experience. You've been working together for quite some time, did lot of work at Big Machines. So I get that there's that sort of you knew each other well already. But I'm curious, how did you break up the work of starting the company across the five of you and decide who's gonna do what and who should spend their time on which function versus another function and and riverside jeremie bacon raw video cfr boardroom blitz 0049: Well, how did you guys divide up the work? So, you know, oftentimes founders and founders get into trouble with, you know, two or three in the room, right? Day one. You guys had five. Now you had more experience. You've been working together for quite some time, did a lot of work at big machines. So I get that there's that sort of you knew each other well already. But I'm curious, how did you break up the work of starting the company across the five of you and decide who's gonna do what and who should spend their time on which function versus another function and and BB TimMX JEREMIE: How do you say how did you stay out of each other's way? riverside jeremie bacon raw video cfr boardroom blitz 0049: How do you say how did you stay out of each other's way? riverside tim handorf raw video cfr boardroom blitz 0050: It was fairly obvious. we had been as you mentioned, we had been working together f I think all of us like eight years or more. And so we knew each other well, we knew our styles, we knew our strengths, our weaknesses. And so like that was much easier when you're trying to find somebody that you don't know, or you're working with somebody. Like that I can't even imagine doing that. That would be really hard. and so BB TimMX TIM: It was fairly obvious. we had been as you mentioned, we had been working together, I think all of us like eight years or more. And so we knew each other well, we knew our styles, we knew our strengths, our weaknesses. And so like that was much easier when you're trying to find somebody that you don't know or you're working with somebody. Like that, I can't even imagine doing that. That would be really hard. and so BB TimMX GARY: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: me. BB TimMX GARY: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Thank BB TimMX GARY: Mm-hmm. riverside tim handorf raw video cfr boardroom blitz 0050: It was just obvious based on our skill set, we knew what each other did well and what overlapped and like what each other could do. And so for us that was super easy. I know f a lot of founders are not in that situation. We were blessed that way. BB TimMX TIM: It was just obvious based on our skill set we knew what each other did well and what overlapped and like what each other could do. And so for us that was super easy. I know f a lot of founders are not in that situation. We were blessed that way. BB TimMX GARY: Okay. riverside garry cooper raw video cfr boardroom blitz 0048: in. BB TimMX GARY: Mm-hmm. riverside tim handorf raw video cfr boardroom blitz 0050: And BB TimMX TIM: And riverside tim handorf raw video cfr boardroom blitz 0050: we were bad friends too. Like we liked hanging out together. BB TimMX TIM: we were bad friends too. Like we liked hanging out together. riverside garry cooper raw video cfr boardroom blitz 0048: That's important. BB TimMX GARY: That's that's important. riverside jeremie bacon raw video cfr boardroom blitz 0049: Which is positive because you definitely do that a BB TimMX JEREMIE: Which is positive because you definitely do that a riverside jeremie bacon raw video cfr boardroom blitz 0049: lot when you're starting something new. BB TimMX JEREMIE: lot when you're starting something new. riverside garry cooper raw video cfr boardroom blitz 0048: Yes. BB TimMX GARY: Yes. riverside jeremie bacon raw video cfr boardroom blitz 0049: So did you guys ever have any weird, like difficult conversations together in those early days that helped you to ultimately make the company stronger? Like for example, when Godard left for a while, right, he had to go spoke focus his his his time on Steel Brick for a while. And so you stepped up and took the CEO seat while he was gone. Like I'm curious during that transitionary period too, like that has to be tense and it had been a difficult time for you guys because G2 wasn't it wasn't that G2 wasn't working, G2 was working and you guys were going. BB TimMX JEREMIE: So did you guys ever have any weird, like difficult conversations together in those early days that helped you to ultimately make the company stronger? Like for example, when Godard left for a while, right, he had to go spoke focus his his his time on Steel Brick for a while. And so you stepped up and took the CEO seat while he was gone. Like I'm curious during that transitionary period too, like that has to be tense and it had to been a difficult time for you guys because G2 wasn't it wasn't that G2 wasn't working, G2 was working and you guys were going riverside jeremie bacon raw video cfr boardroom blitz 0049: gangbusters already. So it was a really interesting time to to watch. How was that for the dynamic BB TimMX JEREMIE: gangbusters already, so it was a really interesting time to to watch. How was that for the dynamic riverside tim handorf raw video cfr boardroom blitz 0050: Well, BB TimMX TIM: Well, riverside tim handorf raw video cfr boardroom blitz 0050: yeah, actually like it was a decision of do we keep G two going? because we started this concept of G two labs and we didn't know what we're gonna build and like and this concept of what G two is today came up and like let's try that and if it doesn't work maybe we'll move on to the next thing and we couldn't do Steel Brick because it was competitive with our previous company and table that and then Steel Brick came up and like, well, let's do this and now do we keep doing G two or not? BB TimMX TIM: yeah, actually like it was a decision of do we keep G two going? because we started the concept of G two labs and we didn't know what we're gonna build and like and this concept of what G two is today came up and like let's try that and if it doesn't work maybe we'll move on to the next thing. And we couldn't do Steel Brick because it was competitive with our previous company and had to table that and then it steel brick came up and like, well, let's do this and now do we keep doing G two or not? riverside garry cooper raw video cfr boardroom blitz 0048: Hmm. BB TimMX GARY: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Mmm. BB TimMX GARY: Mm. Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. riverside tim handorf raw video cfr boardroom blitz 0050: question. And you know, ultimately the product team, like myself and my co-founder Mike Wheeler, and Mark Myers, who were kind of on the product area, we we didn't really want to build another thing that we had built before. We liked something new and we said, Yeah, let's I think we we can get this we can keep this going. instead of moving over to Steel Brick. And so we did. BB TimMX TIM: was a question. And you know, ultimately the product team, like myself and my co-founder Mike Wheeler, and Mark Myers, who were kind of on the product area, we we didn't really want to build another thing that we had built before. We liked something new and we said, Yeah, let's I think we we can get this we can keep this going. instead of moving over to Steel Brick. And so we did. BB TimMX GARY: Mm. BB TimMX JEREMIE: lo and behold. riverside jeremie bacon raw video cfr boardroom blitz 0049: No and behold. riverside tim handorf raw video cfr boardroom blitz 0050: No more. BB TimMX TIM: No more. BB TimMX JEREMIE: By hook or by crook, riverside jeremie bacon raw video cfr boardroom blitz 0049: By hook or by crook, it worked. I think early on, I remember, and I can't remember exactly when this started, but there were times in the early days where you guys were still pre-revenue or very, very early revenue, and you vowed not to cut your hair. Do you remember this? What what year was this? I totally forgot, but I remember talking to you at the gym about this, and you're like, I'm not cutting my hair. I'm gonna look really sloppy. Yeah, look at that. There it is. BB TimMX JEREMIE: it worked. I think early on, I remember, and I can't remember exactly when this started, but there were times in the early days where you guys were still pre-revenue or very, very early revenue, and you vowed not to cut your hair. Do you remember this? What what year was this? I totally forgot, but I remember talking to you at the gym about this, and you're like, I'm not cutting my hair. I'm gonna look really sloppy. Yeah, look at that. There it is. BB TimMX GARY: wow. riverside garry cooper raw video cfr boardroom blitz 0048: wow. riverside tim handorf raw video cfr boardroom blitz 0050: Yeah. BB TimMX TIM: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Wow, BB TimMX GARY: Wow, amazing. riverside garry cooper raw video cfr boardroom blitz 0048: amazing. BB TimMX JEREMIE: There riverside jeremie bacon raw video cfr boardroom blitz 0049: There it is. riverside tim handorf raw video cfr boardroom blitz 0050: No. BB TimMX JEREMIE: it is. riverside tim handorf raw video cfr boardroom blitz 0050: But so the story as it goes is when we were in Godard's basement starting the company, ultimately we were like I remember asking the question as a good product person, how we make money at this? BB TimMX TIM: But so the story as it goes is when we were in Godert's basement starting the company, ultimately we were like I remember asking the question as a good product person, how we make money at this? Like who's gonna pay for this these reviews? And I remember the rest of the team were like, riverside tim handorf raw video cfr boardroom blitz 0050: Like who's gonna pay for this these reviews? And I remember the rest of the team were like, riverside garry cooper raw video cfr boardroom blitz 0048: Fair question. BB TimMX GARY: Fair question. BB TimMX TIM: we'll figure that out. Let's just get the data and then we'll figure it out later. riverside tim handorf raw video cfr boardroom blitz 0050: We'll figure that out. Let's just get the data and then we'll figure it out later. And BB TimMX TIM: And I said, like a good product person, we do not have product market fit until somebody's willing to pay us for this because we are starting a for profit company. And so I said, I'm not cutting my hair until we get our first revenue. And that's the story behind that. yeah, it was roughly nine months before we got our our first revenue. riverside tim handorf raw video cfr boardroom blitz 0050: I said, like a good product person, we do not have product market fit until somebody's willing to pay us for this because we are starting a for profit company. And so I said, I'm not cutting my hair until we get our first revenue. And that's the story behind that. yeah, it was roughly nine months before we got our our first revenue. BB TimMX JEREMIE: It got pretty long. riverside jeremie bacon raw video cfr boardroom blitz 0049: It got pretty long. BB TimMX GARY: Wow, that's cool. riverside garry cooper raw video cfr boardroom blitz 0048: Wow, that's cool. BB TimMX JEREMIE: Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah. Which is pretty great. I mean, a lot of companies don't make their first don't get their first customer check for a lot longer than nine months. So it was always impressive. In fact, that's one of the things that to me, when when I first met you was impressive about G2, was that you guys you built something that you were able to monetize quickly and monetize aggressively along the way of building and sort of figuring it out. Do you think that you as a product management team had some special insights or unique BB TimMX JEREMIE: Which is pretty great. I mean, a lot of companies don't make their first don't get their first customer check for a lot longer than nine months. So it was always impressive. In fact, that's one of the things that to me when when I first met you was impressive about G2, was that you guys you built something that you were able to monetize quickly and monetize aggressively along the way of building and sort of figuring it out. Do you think that you as a product management team had some special insights or unique BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX JEREMIE: experience that helped you to figure out how to do that? Or was it just by like saying, No man, I gotta cut my hair. My wife hates it. We gotta get to reckon it. Like what was the what was the secret? riverside jeremie bacon raw video cfr boardroom blitz 0049: experience that helped you to figure out how to do that? Or was it just by like saying, No man, I gotta cut my hair. My wife hates it. We gotta get to revenue. Like what was the what was the secret? riverside garry cooper raw video cfr boardroom blitz 0048: Hahahahah riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, that's a great question. You know, the I think the founders are very scrappy and tenacious. like there's something about us that we just like go all in and all after this and like won't you know, us together as a group and you know, our co founder, one of the greatest salespeople ever I've worked with, Matt Gorniak, is like great at that. And so you put him on a mission to make that first sale and he's gonna make it happen. BB TimMX TIM: Yeah, that's a great question. You know, the I think the founders are very scrappy and tenacious. like there's something about us that we just like go all in and all after this and like won't, you know, us together as a group and you know, our co founder, one of the greatest salespeople ever have worked with Matt Gorniak, is like great at that. And so you put him on a mission to make that first sale and he's gonna make it happen. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Hmm Mm-hmm. BB TimMX GARY: Mm-hmm. riverside tim handorf raw video cfr boardroom blitz 0050: And so yeah, there's j we just went after it hard. and like I think one of the goals that we set is that we wanted to have a product that people could write the first review on within six weeks. And what I remember like this was like a made up goal that we had. because nobody cared. They didn't even know what we were doing. we're probably afraid to tell our friends what we were doing, they'd say we were stupid. and BB TimMX TIM: And so yeah, there's j we just went after it hard. and like I think one of the goals that we set is that we wanted to have a product that people could write the first review on within six weeks. And what I remember like the found and this was like a made up goal that we had. because nobody cared. They didn't even know what we were doing. we're probably afraid to tell our friends what we were doing, they'd say we were stupid. and BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. riverside tim handorf raw video cfr boardroom blitz 0050: And I remember us like sleeping in the office and stuff trying to get this MVP done for no reason besides we set a goal for our code. BB TimMX TIM: And I remember us like sleeping in the office and stuff trying to get this MVP done for no reason besides we set a goal for our code. BB TimMX GARY: Jeremy, this reminds I know our our show is called Bloor Boardroom Blitz. This reminds me of like, you know, the founder rooms. These you know, early stage companies. When when we started our company, our first customer was Northwestern and we're putting stuff on our marketplace. And I was like, We're gonna stay at Northwestern until the first person takes something off of our marketplace. Right? And so it literally we did not move. We got donuts, we would get pizza. riverside garry cooper raw video cfr boardroom blitz 0048: Jeremy, this reminds, know our show is called Boardroom Blitz. This reminds me of like the founder rooms, these early stage companies. When we started our company, our first customer was Northwestern and we're putting stuff in our marketplace. And I was like, we're going to stay at Northwestern until the first person takes something off of our marketplace. Right. And so it literally, we did not move. We've got donuts, we would get pizza. BB TimMX JEREMIE: Eight word thing. riverside jeremie bacon raw video cfr boardroom blitz 0049: It's worth it. riverside garry cooper raw video cfr boardroom blitz 0048: We would have things for people to take and say, Hey, can you also go to our website and maybe see if you have something? So like Tim, as you were saying that the haircutting story, it made me think about in these early founder rooms, like when you're just trying to get some energy, put a product out there, get one person to pay for or use it. You'll kind of do any hack or set any random goal. Are there other things that you remember from those early days where like if you were to suggest them now would be BB TimMX GARY: We would have things for people to take and say, Hey, can also go to our website and maybe see if you had something? So like Tim, as you were saying the the haircutting story, it made me think about in these early founder rooms, like when you're just trying to get some energy, put a product out there, get one person to pay for it or use it. You'll kinda do any hack or set any random goal. Are there other things that you remember from those early days where like if you were to suggest them now would be riverside garry cooper raw video cfr boardroom blitz 0048: very ridiculous, but that you did to just spike growth or get a person to pay or get someone to use your product. BB TimMX GARY: very ridiculous, but that you did to just spike growth or get a person to pay or or get someone to use your product. riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, like you know, the hardest part was getting people to write reviews. And we did like every growth act you can possibly imagine to do that. And I remember we did we said we kinda had this ecosystem from our free previous company, Big Machines, it was a Salesforce ecosystem, and we said, let's just go to Dreamforce and we'll buy one of those crazy expensive booths and we'll see if we can get people to write a review at the show. And that the big thing we learned there BB TimMX TIM: Yeah, like, you know, the hardest part was getting people to write reviews. And we did like every draw tag you can possibly imagine to do that. And I remember we did we said we kinda had this ecosystem from our free previous company, Big Machines. It was a Salesforce ecosystem. And we said, let's just go to Dreamforce and we'll buy a one of those crazy expensive booths and we'll see if we can get people to write a review at the show. And that the big thing we learned there BB TimMX GARY: Mm. riverside tim handorf raw video cfr boardroom blitz 0050: Obvious at now, but people will write a review for a five dollar gift card of stuff to Starbucks. BB TimMX TIM: obvious at now, but people will write a review for a five dollar gift card of stuff to Starbucks. riverside garry cooper raw video cfr boardroom blitz 0048: Eh-heh. BB TimMX TIM: and so riverside tim handorf raw video cfr boardroom blitz 0050: and so that was that was one of the things that I remember that we learned very, very quickly. Yeah. BB TimMX TIM: that was that was one of the things that I remember that we learned very, very quickly. Yeah. BB TimMX GARY: Okay, so riverside garry cooper raw video cfr boardroom blitz 0048: basic riverside jeremie bacon raw video cfr boardroom blitz 0049: figured out BB TimMX JEREMIE: figured out early growth hack there, which is great. Well, I that's the thing about building a about building a marketplace company, right? Like you've got you're serving two two client types, you're serving two masters. And so it puts you in this really difficult position as the vendor in between because you need to do the right thing for the buyer, you need to do the right thing for the seller and create an experience that works for both, but you have to monetize both sides too. I mean, and and then the second piece of this is for a marketplace business to work, it has to get really big on both sides of the network really, really fast. riverside jeremie bacon raw video cfr boardroom blitz 0049: early growth hack there, which is great. Well, I mean, that's the thing about building a about building a marketplace company, right? Like you've got you're serving two two client types, you're serving two masters. And so it puts you in this really difficult position as the vendor in between because you need to do the right thing for the buyer, you need to do the right thing for the seller and create an experience that works for both, but you have to monetize both sides too. I mean and and then the second piece of this is for a marketplace business to work, it has to get really big on both sides of the network really, really fast. BB TimMX GARY: Yeah, isn't it? riverside garry cooper raw video cfr boardroom blitz 0048: Yeah, yeah, yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: So it sounds like you know, Dreamforce, you discovered, if I give a bunch of $5 gift cards away, I'm going to get people to start writing software reviews, which is which is huge. How did you convince the other side, the sellers of software, that they should embrace the platform early? Because it's a scary proposition to have this level of transparency, these kinds of reviews out in the open marketplace, especially in 2012, right? Because this is a period when the internet still wasn't transparent the way it is today, BB TimMX JEREMIE: So it sounds like you know, Dreamforce, you discovered, if I give a bunch of $5 gift cards away, I'm gonna get people to start writing software reviews, which is which is huge. How did you convince the other side, the sellers of software, that they should embrace the platform early? Because it's a scary proposition to have this level of transparency, these kinds of reviews out in the open marketplace, especially in 2012, right? Because this is a period when the internet still wasn't transparent the way it is today. riverside garry cooper raw video cfr boardroom blitz 0048: Yeah BB TimMX GARY: Yeah. Yes. riverside garry cooper raw video cfr boardroom blitz 0048: Yes. BB TimMX JEREMIE: and reviews were it was a whole different kind of business at the time. riverside jeremie bacon raw video cfr boardroom blitz 0049: and reviews were it was a whole different kind of business at the time. BB TimMX JEREMIE: So I I'd love to hear how you convinced the the corporates. Did they like Starbucks too? riverside jeremie bacon raw video cfr boardroom blitz 0049: So I'd love to hear how you convince the the corporates. Do they like Starbucks too? riverside tim handorf raw video cfr boardroom blitz 0050: Yeah. BB TimMX TIM: Yeah. riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, in many cases, like first of all, we would ask people to write a review and their company'd be like, I don't know if I can do that. Like I might get in trouble for my company. First response we would get. But then getting vendors to actually potentially ask their reviewers and they're like, Why would we do that? You're not relevant. BB TimMX TIM: Yeah, in many cases, like first of all, we would ask people to write a review and their company'd be like, I don't know if I can do that. Like I might get in trouble for my company. First response we would get. But then getting vendors to actually potentially ask their reviewers and they're like, Why would we do that? You're not relevant. BB TimMX GARY: Mm-hmm, mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. Mm-hmm. Right. BB TimMX GARY: Right. riverside tim handorf raw video cfr boardroom blitz 0050: Like and it d there's no gain in this to us. We hold the cards, we hold the control, why would I be transparent? And we say, Yeah, transparency builds trust, and like, yeah, whatever. and and so what we had to do is like I would say, like, well, what would make us relevant? And they at the time it was, well, Google will make you relevant. and so we had to figure out, you know, the SEO game. BB TimMX TIM: Like and that there's no gain in this to us. We hold the cards, we hold the control. Why would I be transparent? And we say, Yeah, transparency builds trust, and like, yeah, whatever. and and so what we had to do is like I would say, like, well, what would make us relevant? And they at the time it was, well, Google will make you relevant. and so we had to figure out, you know, the SEO game. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: He K. BB TimMX GARY: sí Mm-hmm. riverside tim handorf raw video cfr boardroom blitz 0050: And that was, you know, ultimately like we started to to figure that out. And now what we also figured out is very quickly vendors in the mid market wanted something to be compared to get to against the the the larger companies. And so if they got in the game, they wanted to use it, and then all of a sudden you've got a mid market company in CRM comparing themselves to Salesforce and then Salesforce is like, Well, why am I even being compared to that company? Maybe I should BB TimMX TIM: And that was, you know, ultimately like we started to to figure that out. And now what we also figured out is very quickly vendors in the mid market wanted something to be compared to get to against the the the larger companies. And so if they got in the game, they wanted to use it, and then all of a sudden you've got a mid market company in CRM comparing themselves to Salesforce, and then Salesforce is like, Well, why am I even being compared to that company? Maybe I should riverside garry cooper raw video cfr boardroom blitz 0048: your feed. BB TimMX GARY: Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: for sure. BB TimMX JEREMIE: For sure. riverside garry cooper raw video cfr boardroom blitz 0048: Hmm BB TimMX GARY: Mm. riverside tim handorf raw video cfr boardroom blitz 0050: Like invest in this and that kind of s was a key part of the flywheel. BB TimMX TIM: Like invest in this and that kind of s was a key part of the flywheel. BB TimMX JEREMIE: I was gonna I was gonna guess that there was certainly part of that because at the end of the day, to your point, to get the the giant global megacorpse to stop and listen, they need to feel threatened. Right. I mean that's the that's the reality. not just with your business, but in general, right? They're gonna respond to competitive threats. They're not gonna r and and market threats that that that that that get in the way of their dominant position. And so it seems to me the best way to do that would have been to get the mid market, get the small guys, get the little fish. riverside jeremie bacon raw video cfr boardroom blitz 0049: I was gonna I was gonna guess that there was certainly part of that because at the end of the day, to your point, to get the the giant global megacorpse to stop and listen, they need to feel threatened. Right. I mean, that's the that's the reality. not just with your business, but in general, right? They're gonna respond to competitive threats. They're not gonna r and and market threats that that that that that get in the way of their dominant position. And so it seems to me the best way to do that would have been to get the mid market, get the small guys, get the little fish. riverside garry cooper raw video cfr boardroom blitz 0048: limit. BB TimMX GARY: Yeah. Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Thank you. riverside garry cooper raw video cfr boardroom blitz 0048: Thank you. you BB TimMX GARY: Mm-hmm. BB TimMX JEREMIE: to surround the big fish and then it forces the big fish to show why they're better, right? Because at the end of the day, the big fish for its in its own way is better, just as in their own ways the little fish are better because they're, you know, vertical specific or they've got whatever sp something a customer type specifically needs. And that makes them the right kind of choice. So super interesting. riverside jeremie bacon raw video cfr boardroom blitz 0049: to surround the big fish and then it forces the big fish to show why they're better, right? Because at the end of the day, the big fish for its in its own way is better, just as in their own ways the little fish are better because they're you know vertical specific or they've got whatever sp something a customer type specifically needs. And that makes them the right kind of choice. So super interesting. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. Mm-hmm. BB TimMX GARY: Mm-hmm. Mm-hmm. Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: BEEHEE BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Can I hop in right at that point? I'm BB TimMX GARY: Jim Jeremy, can I hop in right at that point with Tim? I'm I'm wondering. So again, I'm I'm creating a picture in my head, a movie. So we have these five co founders, we're building a product, we're we're we're not cutting you're not cutting your hair. we then sell a deal, then maybe you cut your hair, maybe your partner said, keep it going. riverside garry cooper raw video cfr boardroom blitz 0048: wondering, so again, I'm creating a picture of my hand a movie. So we have these five co-founders. We're building a product. We're not cutting. You're not cutting your hair. We then sell a deal. Then maybe you cut your hair. Maybe your partner said, keep it going. BB TimMX GARY: but then you have to like start hiring people, right? The business starts scaling. riverside garry cooper raw video cfr boardroom blitz 0048: But then you have to like start hiring people. Right. The business starts scaling. And I'm kind of interested in BB TimMX GARY: And I'm kinda interested in when it goes from in y'all's world founder to dark where hiring our first sets of people. Were they can you kind of go back to that? Were they executive leadership directors? Were they, you know, ICs? What department were they in? Like how did it move beyond U five to start to kind of really scale the business initially? riverside garry cooper raw video cfr boardroom blitz 0048: it goes from a y'all's world founder to hire our first sets of people. Can you kind of go back to that? Were they executive leadership directors? they ICs? What department were they in? How did it move beyond U5 to start to really scale the business initially? riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, the first year we were definitely hiring young, energetic talent. There was nobody that had done this before. And so it wasn't like we go out and say, Hey, like XYZ, like you've done this before, share your wisdom. Like there was nobody that was doing that before. And so we just had to figure it out. And so we definitely hired ICs and individual talents. For a number of years, that was probably the mantra. BB TimMX TIM: Yeah, the first year we were definitely hiring young, energetic talent. There was nobody that had done this before. And so it wasn't like we could go out and say, Hey, like XYZ, like you've done this before, share your wisdom. Like there was nobody that was doing that before. And so we just had to figure it out. And so we definitely hired ICs and individual talents. For a number of years, that was probably the mantra. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside tim handorf raw video cfr boardroom blitz 0050: that we had. Now, as we grew, I think we learned some lessons when we got into what I would call more hyperscale phase where we were growing, you know, 10 people a week or something, we had to maybe adjust that mindset. I probably made some mistakes in that area, I will admit. We leaned to this mantra of keep hybrid in the ICs and individual contributors. And we didn't h we actually started promoting from within too quickly, people that didn't have experience managing and leading, and we didn't BB TimMX TIM: that we have. Now as we grew, I think we learned some lessons when we got into what I would call more hyperscale phase where we were growing, you know, 10 people a week or something, we had to maybe adjust that mindset. I probably made some mistakes in that area, I will admit. We leaned to this mantra of keep higher than the ICs than individual contributors. And we didn't h we actually started promoting from within too quickly, people that didn't have experience managing and leading, and we didn't riverside garry cooper raw video cfr boardroom blitz 0048: It's just not. BB TimMX GARY: It's just not mm-hmm. Yeah. Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Beep beep. BB TimMX TIM: train them or enable them well because we didn't think about it. We were just like trying to go fast. And that caused some challenges as we were in that hyper growth stage. riverside tim handorf raw video cfr boardroom blitz 0050: train them or enable them well because we didn't think about it. We were just like trying to go fast. And that caused some challenges as we were in that hyper growth stage. riverside garry cooper raw video cfr boardroom blitz 0048: Beep beep. Mm-hmm. Mm-hmm. BB TimMX GARY: Mm-hmm. Sorry. riverside jeremie bacon raw video cfr boardroom blitz 0049: How have the how has the need for talent at every sort of level of the company changed over the last several years, particularly given the environmental shift away from purely human driven reviews, human driven writing, human driven recommendations, into sort of what I would imagine now is and will probably increasingly be more AI driven. BB TimMX JEREMIE: How have the how has the need for talent at every sort of level of the company changed over the last several years, particularly given the environmental shift away from purely human driven reviews, human driven writing, human driven recommendations, into sort of what I would imagine now is and will probably increasingly be more AI driven. riverside jeremie bacon raw video cfr boardroom blitz 0049: Recommendations almost like I can see a world in which AI is recommending software on a go forward basis versus humans recommending software on a go forward basis. the more software sort of writes itself and the more programs operate with themselves, keeping humans in the loop, but you know, sort of tangential to it. How has it has that shift? A I want to hear about that shift and how you think about where AI is taking our industries, but also go sp specific to the team. Are there differences in the types of talent that you're looking for now? BB TimMX JEREMIE: recommendations almost like I can see a world in which AI is recommending software on a go forward basis versus humans recommending software on a go forward basis. the more software sort of writes itself and the more programs operate with themselves, keeping humans in the loop, but you know, sort of tangential to it. How has that has that shift A, I want to hear about that shift and how you think about where AI is taking our industries, but also sp specific to the team, are there differences in the types of talent you're looking for now? BB TimMX GARY: Mm. riverside garry cooper raw video cfr boardroom blitz 0048: Any. riverside jeremie bacon raw video cfr boardroom blitz 0049: and skill sets now versus what you'd have been looking for in twenty fifteen and then twenty twenty and even twenty twenty three. BB TimMX JEREMIE: and skill sets now versus what you'd have been looking for in twenty fifteen and then twenty twenty and even twenty twenty three. riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, you know, one thing that's remained the same that we've always hired what I would call quick studies. people that can learn very, very quickly, pick up things, and then take a ball and run. adapt quickly as well. And so that hasn't changed. And so November 2023 comes out and we were like, like this is gonna change some stuff. We don't exactly know where this is going, but this is going to be big. And BB TimMX TIM: Yeah, you know, one thing that's remained the same that we've always hired what I would call quick studies. people that can learn very, very quickly, pick up things, and then take a ball and run. adapt quickly as well. And so that hasn't changed. And so November 2023 comes out, and we were like, like this is gonna change some stuff. We don't exactly know where this is going, but this is going to be big. And BB TimMX GARY: Mm. riverside garry cooper raw video cfr boardroom blitz 0048: Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: Mm-hmm, mm-hmm. BB TimMX JEREMIE: Mm-hmm, mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm. riverside garry cooper raw video cfr boardroom blitz 0048: Right. BB TimMX TIM: The first thing that we did as a leadership team was encourage everybody to learn. as much as we possibly can, adopt, use, focus on the learning of this, and then share your learnings. and I still think that is true today. Now, there are people that have that we are hiring from the outside that riverside tim handorf raw video cfr boardroom blitz 0050: The first thing that we did as a leadership team was encourage everybody to learn. as much as we possibly can, adopt, use, focus on the learning of this, and then share your learnings. and I still think that is true today. Now, there are people that have that we are hiring from the outside that BB TimMX GARY: Okay. riverside jeremie bacon raw video cfr boardroom blitz 0049: Uh-huh. BB TimMX JEREMIE: Uh-huh. riverside tim handorf raw video cfr boardroom blitz 0050: have learned maybe faster than we have internally in some some areas because we didn't even know we might have needed that skill set or something. And so we do hire some of those externally, but we are still trying to encourage everybody to lead the way in this AI transformation. And we are enabling our team to lead the way in the transformation. BB TimMX TIM: have learned maybe faster than we have internally in some some areas because we didn't even know we might have needed that skill set or something. And so we do hire some of those externally, but we are still trying to encourage everybody to lead the way in this AI transformation. And we are enabling our team to lead the way in the transformation. riverside garry cooper raw video cfr boardroom blitz 0048: If any. BB TimMX GARY: Mm-hmm. Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Okay. riverside jeremie bacon raw video cfr boardroom blitz 0049: Are you seeing a a well, so how is that impacting the way that you think about G two as a platform on a go forward basis? BB TimMX JEREMIE: Are you seeing a a well, so how is that impacting the way that you think about G two as a platform on a go forward basis? BB TimMX TIM: Yeah, that's probably a whole other like thing that we could talk about. But you know, certainly, riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, that's probably a whole other like thing that we could talk about. But you know, certainly riverside garry cooper raw video cfr boardroom blitz 0048: Hehehehehe BB TimMX JEREMIE: Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah. riverside tim handorf raw video cfr boardroom blitz 0050: you know, with GT there's a couple of things, right? What made us relevant back in 2020 twelve, everybody would have said SEO. people are saying AEO, answer engine optimization. BB TimMX TIM: you know, with GT, there's a couple of things, right? What made us relevant back in 2020 12, everybody would have said SEO. people are saying AEO, answer engine BB TimMX JEREMIE: Mm-hmm, mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: Mm-hmm, mm-hmm. BB TimMX GARY: Mm. riverside tim handorf raw video cfr boardroom blitz 0050: And that shift is happening, the traffic shift is happening. BB TimMX TIM: And that shift is happening, the traffic shift is happening. riverside tim handorf raw video cfr boardroom blitz 0050: And the challenge is with AEO, and we have done a great job as a company optimizing for that. We're very relevant to the engines. But we don't know who those people are. The the advantage that you had with SEO is you had some knowledge. They would come to a site, you would have a company, you could do some identification, all that is gone now. And so how do you monetize AEO in a business like ours? And BB TimMX TIM: And the challenge is with AEO, and we have done a great job as a company optimizing for that. We're very relevant to the engines, but we don't know who those people are. The the advantage that you had with SEO is you had some knowledge. They would come to a site, you would have a company, some identification, all that is gone now. And so how do you monetize AEO in a business like ours? And BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm. BB TimMX GARY: Right. Right. riverside garry cooper raw video cfr boardroom blitz 0048: Right. Right. BB TimMX GARY: Right. riverside garry cooper raw video cfr boardroom blitz 0048: Right? BB TimMX GARY: Mm-hmm. Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. Mm-hmm. BB TimMX JEREMIE: Yeah, right. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah, right. BB TimMX TIM: You know, think we're still learning some of those lessons. and fortunately, like people do click through still. And so, but yeah, there's a lot going on there that we are still learning and and developing towards. Now, where is this going? We are actively like working on the MCPs so that people can actively use our data within the LLMs. We want to be where the buyers are at, and the buyers are in the LLM. And so G2 is you know actively partnering with all the LLMs that are. riverside tim handorf raw video cfr boardroom blitz 0050: I think we're still learning some of those lessons. and fortunately, like people do click through still. And so, but yeah, there's a lot going on there that we are still learning and developing towards. Now, where is this going? We are actively like working on the MCPs so that people can actively use our data within the LLMs. We want to be where the buyers are at, and the buyers are in the LLM. And so G2 is you know actively partnering with all the LLMs that are. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX JEREMIE: For sure. riverside jeremie bacon raw video cfr boardroom blitz 0049: short. Which makes sense. I mean, I I I yeah, I think that's wise, but I think it's wise not just for what you're dreaming, but for I mean really for everybody, every industry, every business. If we don't, we're gonna ine inevitably we're gonna get we're gonna get crushed, right? and probably worse than we got crushed if we didn't optimize back in, you know, a decade and a half ago for SEO, right? It's the same thing, but faster this time around. BB TimMX JEREMIE: Which makes sense. I mean, I I I yeah, I think that's wise, but I think it's wise not just for what you're doing, but for I mean really for everybody, every industry, every business, if we don't, we're gonna inevit inevitably we're gonna get we're gonna get crushed, right? and probably worse than we got crushed if we didn't optimize back in, you know, a decade and a half ago for SEO, right? It's the same thing but faster this time around. for sure. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Okay. BB TimMX GARY: In B. Mm-hmm. Mm-hmm. Well well, riverside tim handorf raw video cfr boardroom blitz 0050: Yes. BB TimMX TIM: Yes. riverside garry cooper raw video cfr boardroom blitz 0048: Which were interesting, Jeremy, to my mind, your maybe high level of pain about this hypothesis that in a world that's in a digital world, this agent took, you know, does that make software buying easier or harder for, you know, someone on the buy side, someone, some IT person, some procurement person at a big company? You know, I have a hypothesis that actually makes it harder. BB TimMX GARY: interesting, Jeremy. I to my maybe high level opinion about this hypothesis that in a world that's a g in a digital world that's a g agen took, you know, does that make software buying easier or harder for you know someone on the buy side, someone some IT person, some procurement person at a big company? You know, I have a hypothesis that it actually makes it harder. riverside garry cooper raw video cfr boardroom blitz 0048: I hope that actually there's, but I'm curious what you think about that, Tim, either personally or from a business perspective. BB TimMX GARY: That it actually there's but I I'm curious what what you what you think about that, Tim and either personally or from the business perspective. BB TimMX TIM: Yeah, personally and business. When we started G2, we started to see software as a service expand. It was much easier to create software. and so you could have niche products and you know develop for them and then you can find them. And so you need a tool and that that was where G two l really should should shined at that point in time. And now, to your point, it's even easier to build software. You can build it yourself. So like riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, personally and business. When we started G2, we started to see software as a service expand. It was much easier to create software. and so you could have niche products and you know develop for them and then you can find them. And so you need a tool and that that was where G2 l really should should shined at that point in time. And now, to your point, it's even easier to build software. You can build it yourself. So like riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Right. BB TimMX GARY: Right. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. Right. BB TimMX GARY: Mm-hmm. Right. riverside tim handorf raw video cfr boardroom blitz 0050: Is it it's easier to analyze because the the data is out there and you G2 is doing a lot to like push how you get better data, not only from you humans, but from agents to evaluate software. But there's so many more options. And now probably ultimately you are also evaluating build by. Like five, six years ago, like it was no brainer. Like I'm not gonna BB TimMX TIM: Is it it's easier to analyze because the the data is out there and you G2 is doing a lot to like push how you get better data, not only from you humans, but from agents to evaluate software. But there's so many more options. And now probably ultimately you are also evaluating build by. Like five, six years ago, like it was no brain. Like I'm not gonna riverside jeremie bacon raw video cfr boardroom blitz 0049: Mm-hmm. BB TimMX JEREMIE: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Right. BB TimMX GARY: Yes. riverside garry cooper raw video cfr boardroom blitz 0048: Yes. It, the phone, yeah. Yep. Exactly. BB TimMX GARY: It the phone, yeah. Yep. Exactly. BB TimMX TIM: build this stuff. Like there's already something out there, but now that decision is not as riverside tim handorf raw video cfr boardroom blitz 0050: build this stuff, like there's already something out there, but now that decision is not as BB TimMX TIM: obvious. And when you're building something now you are still using tools and what are those tools you're going to use and that's where G T's focused on as well. riverside tim handorf raw video cfr boardroom blitz 0050: obvious. And when you're building something now you are still using tools. And what are those tools you're going to use? And that's where G two's focused on as well. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Eh-heh. Mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: It's like BB TimMX GARY: It's like a riverside garry cooper raw video cfr boardroom blitz 0048: a nested loop where agents are potentially feeding into data to give you a recommendation on what software to potentially buy. But it's also saying, I can maybe help you build a software and it's also helped you find that. there's like, it's like a very interesting, you know, just from like the, I have a, I'm just thinking of one of our customers who are a university customer. And they're like, to your point, should we just build your software? BB TimMX GARY: nested it's like a a nested loop where agents are potentially feeding into data to give you a recommendation on which software to potentially buy, but it's also saying I can maybe help you build the software and it's also helped you find that. So there's like it's like a very interesting, you know, just from like the procurement I have a I have a I'm just thinking of one of our customers who universally a university customer, and they're like, to your point, should we just build your software? riverside garry cooper raw video cfr boardroom blitz 0048: And of course we have an answer for that. We've always had an answer for that. But you know, if you just go to your cloud, right, and type in this is this company does, how long would it take you to like get us a working model? We're starting to compete with that. And you know, that data is obviously biased to the company that they're already using the software for the agent for. So that's why was curious of how you think about the world of software buying in a world where agents are. BB TimMX GARY: And of course we have an answer for that. We've always had an answer for that. But, you know, if you just go to your cloud, right, and type in this is what this company does, how long would it take you to like get us a working model? We're starting to compete with that. And, you know, that data is obviously biased to the company that they're already using the software for the agent for. So that's why I was curious how you think about the world of software buying in a world where agents are you know, pervasive. So it's just saying. riverside garry cooper raw video cfr boardroom blitz 0048: you know, pervasive. So, interesting. riverside jeremie bacon raw video cfr boardroom blitz 0049: To riff on that a little bit too. So historically, most business-to-business purchases, whether it's hardware or software, whatever, tend to start and stop with recommendations and referrals, right? Like we all know your best source of new business is current business, current customers, and their recommendations to others. And when we go look for software or tools or cars or bikes or whatever it is. BB TimMX JEREMIE: To riff on that a little bit too. So historically, most business-to-business purchases, whether it's hardware or software, whatever, tend to start and stop with recommendations and referrals, right? Like we all know your best source of new business is current business, current customers, and their recommendations to others. And when we go look for software or tools or cars or bikes or whatever it is. BB TimMX GARY: Right. Right. riverside garry cooper raw video cfr boardroom blitz 0048: Right. Right. 100%. BB TimMX GARY: Of percent. BB TimMX JEREMIE: Generally speaking, we go we go to the we look around, but we also see what our friends are using. We ask our buddies, hey, what bike, what bike, what bike do you have? What pair of shoes do you enjoy the most? And so person to person recommendations are like the foundation, I think, for like any selling anything to anybody. but what's interesting is i I have to imagine, and actually, Tim, you guys just published, I think, your twenty twenty six buyer behavior report recently. riverside jeremie bacon raw video cfr boardroom blitz 0049: Generally speaking, we go we go to the we look around, but we also see what our friends are using. We ask our buddies, hey, what bike, what bike, what bike do you have? What pair of shoes do you enjoy the most? And so person to person recommendations are like the foundation, I think, for like any selling anything to anybody. but what's interesting is i I have to imagine, and actually, Tim, you guys just published, I think, your twenty twenty six buyer behavior report recently. riverside garry cooper raw video cfr boardroom blitz 0048: Exactly. BB TimMX GARY: Exactly. riverside garry cooper raw video cfr boardroom blitz 0048: Yeah BB TimMX GARY: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: He riverside jeremie bacon raw video cfr boardroom blitz 0049: So I saw I saw the summary. I didn't get a chance to read the whole report. And I think there was a number that poked out there to me. And it made perfect sense when I read it. But I think it said that something like 82% of surveyed buyers source software recommendations from an AI chat by in the last 24 months. yeah. But and Tim, you probably know this better than I, but then the the number of site like review sites that BB TimMX JEREMIE: So I saw I saw the summary. I didn't get a chance to read the whole report. And I think there was a number that poked out there to me. And it made perfect sense when I read it. But I think it said that something like 82% of surveyed buyers source software recommendations from an AI chat by in the last 24 months. yeah. But, and Tim, you probably know this better than I, but then the the number of site, like review sites that BB TimMX GARY: Whoa. riverside garry cooper raw video cfr boardroom blitz 0048: Whoa! riverside jeremie bacon raw video cfr boardroom blitz 0049: surpass chatbots is like the most influential source of short lists for stuff was a much smaller percentage of that. So how how do you interpret that data? And and maybe you can expand on that a little bit because I only read the summer but summary, but I'm really, really curious. BB TimMX JEREMIE: surpass chatbots is like the most influential source of short lists for stuff was a much smaller percentage of that. So how how do you interpret that data? And and maybe you can expand on that a little bit because I only read the summer but summary, but I'm really, really curious. riverside garry cooper raw video cfr boardroom blitz 0048: to you. BB TimMX GARY: Yeah. riverside tim handorf raw video cfr boardroom blitz 0050: Well, what you're seeing and we s we saw based on these bi behavior reports, and we do these every six months or so. And within a period of a year and a half, that 82% number that you're quoting, a year and a half ago that was like 25%. so it's like gone from like within you know a year, year and a half time frame of very few people did it to now almost everybody starts there. and so BB TimMX TIM: Well, what you're seeing, and we we saw based on these bio behavior reports, and we do these every six months or so. And within a period of a year and a half, that 82% number that you're quoting, a year and a half ago, that was like 25%. so it's like gone from like within you know a year, year and a half time frame of very few people did it too. Now almost everybody starts there. and so BB TimMX JEREMIE: Wow. Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: Wow. Yeah. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Yeah riverside tim handorf raw video cfr boardroom blitz 0050: And you know, they start there, it doesn't mean that's the only place they go and do things for, but to your point, you know, one of the things that these LLMs are favoring is they have to figure out what data to trust. and it's interesting, most of our data at G2 is showing that they're kind of treating trust like a human would. they're trying to find BB TimMX TIM: And you know, they start there, it doesn't mean that's the only place they go and do things for, but to your point, you know, one of the things that these LLMs are favoring is they have to figure out what data to trust. and it's interesting, most of our data at G2 is showing that they're kind of treating trust like a human would. they're trying to riverside garry cooper raw video cfr boardroom blitz 0048: Right. Right. BB TimMX GARY: Right. Right. BB TimMX JEREMIE: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mmm. BB TimMX GARY: Mm. riverside tim handorf raw video cfr boardroom blitz 0050: real users and understanding what real humans are saying about this. and what's the end of the the human impact on this because probably like humans still trust humans to some extent. Your point originally, like you're asking your your friends. Yeah. BB TimMX TIM: real users and understanding what real humans are saying about this. and what's the end of the the human impact on this because probably still trust humans to some extent. Your point originally, like you're asking your your friends. BB TimMX GARY: Hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Hmm. Hmm. Mm-hmm. BB TimMX GARY: Mm. Mm-hmm. Right. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah, you're asking folks. Well, so I think there BB TimMX JEREMIE: Yeah, you're asking folks. Well, so I think there BB TimMX TIM: Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: was something else I read in that in that summary that said that despite the fact that it's now easier than ever to find information about anything, in this case, buying something, buying software. I think I also read that something like half of the respondents reported that a CFO had vetoed an approved software purchase, right? while security reviews were done to make sure that the what what they heard about, what they read about, what people told them was actually was actually true. So BB TimMX JEREMIE: was something else I read in that in that summary that said that despite the fact that it's now easier than ever to find information about anything, in this case buying something, buying software. I think I also read that something like half of the respondents reported that a CFO had vetoed an approved software purchase, right? while security reviews were done to make sure that the what what they heard about, what they read about, what people told them was actually was actually true. So riverside jeremie bacon raw video cfr boardroom blitz 0049: Which seems to me that indicates that it it's AI and AEO in particular now are making it much easier for us to decide what we can or what we should buy and then and what to shortlist and then talk to friends and family about. but the purchasing process itself isn't necessarily getting faster because again, at the end of the day, a human has to make that decision. It's humans that have to take the risk of deploying a tool. Are you seeing a correlation there between like customer discovery? BB TimMX JEREMIE: Which seems to me that indicates that it it's AI and AEO in particular now are making it much easier for us to decide what we can or what we should buy and then and what to shortlist and then talk to friends and family about. but the purchasing process itself isn't necessarily getting faster because again, at the at the end of the day, a human has to make that decision. It's humans that have to take the risk of deploying a tool. Are you seeing a correlation there between like customer discovery? riverside garry cooper raw video cfr boardroom blitz 0048: DING BB TimMX GARY: Mm. Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: ideation on what we should do, decision about that, and then a a the same or greater delay in implementation, as far as you can tell. BB TimMX JEREMIE: ideation around what we should do, decision about that, and then a a the the same or greater delay in implementation, as far as you can tell. riverside tim handorf raw video cfr boardroom blitz 0050: well implementation is getting easier as well because integrations are getting easier. And I used to tell everybody when integration when somebody said integrations are easy, I'd laugh at them, but it is those are getting easier. Now to your point of the purchase process, yeah, security's still a concern, right? obviously. And you know, there's lots of tools out there that are making the security process better too, and AI is playing a role in that, but AI is also like playing a role in bad actors too. BB TimMX TIM: well implementation is getting easier as well because integrations are getting easier. And I used to tell everybody when integration when somebody said integrations are easy, I'd laugh at them, but it is those are getting easier. Now to your point of the purchase process, yeah, security is still a concern, but obviously, and you know, there's lots of tools out there that are making the security process better too, and AI is playing a role in that, but AI is also like playing a role in bad actors too. riverside garry cooper raw video cfr boardroom blitz 0048: Okay. BB TimMX GARY: Yeah. Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Eh-heh. riverside tim handorf raw video cfr boardroom blitz 0050: So BB TimMX TIM: So BB TimMX JEREMIE: So, what should a CRO stop doing immediately or start doing immediately to sort of guarantee they win? Most vague, ridiculous question of the day. But so based on all this activity, based on what's happening in the world today, right? Like, what do we tell our CROs? I mean, it's a stupid question, but a serious one. Like, how do we how how how as a CRO, how do I think about this? Right? How do I get my sales teams and my services teams and my product teams like thinking about riverside jeremie bacon raw video cfr boardroom blitz 0049: So, what should a CRO stop doing immediately or start doing immediately to sort of guarantee they win? Most vague, ridiculous question of the day. But so based on all this activity, based on what's happening in the world today, right? Like, what do we tell our CROs? I mean, it's a stupid question, but a serious one. Like, how do we how how how as a CRO, how do I think about this? Right? How do I get my sales teams and my services teams and my product teams like thinking about? BB TimMX TIM: Ha ha ha. BB TimMX GARY: Mm. The the the whole core of their business. riverside garry cooper raw video cfr boardroom blitz 0048: The whole core of their business. BB TimMX TIM: Right. riverside tim handorf raw video cfr boardroom blitz 0050: Right. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Anyway. BB TimMX JEREMIE: How do we act you know, how do we execute more effectively on a go forward basis when it's it's changing so darn fast? riverside jeremie bacon raw video cfr boardroom blitz 0049: How do we act you know, how do we execute more effectively on a go forward basis when it's it's changing sort of fast? BB TimMX TIM: Yeah, the you know, obviously you've gotta be where the buyers are at. We've already talked about that. I think the other thing as a CRO, you have to definitely embrace some of the tools and what people are wanting to how they're wanting to buy. whether those be you know, are people willing to talk to chatbots on your site? and you know, efficiency, internal efficiency for your sales team like is so much better than it than it was riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, the you know, obviously you've gotta be where the buyers are at. We've already talked about that. I think the other thing as a CRO, you have to definitely embrace some of the tools and what people are wanting to how they're wanting to buy. whether those be you know, are are people willing to talk to chatbots on your site? and you know, efficiency, internal efficiency for your sales team like is so much better than it than it was BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: and NNNN BB TimMX GARY: Yeah. riverside tim handorf raw video cfr boardroom blitz 0050: six months ago, a year ago, and so those tools are making it much, much better. And and and so through those those tools I think, right, you've got to embrace the both the internal and the external stuff that's going on. BB TimMX TIM: six months ago, a year ago, and so those tools are making it much, much better. And and and so through those those tools I think, right, you've got to embrace the both the internal and the external stuff that's going on. riverside garry cooper raw video cfr boardroom blitz 0048: If maybe if I can ask the other side of that, if you were a founding company, slightly new by founders, you're going to go make your first IC higher who happens to be in sales or marketing. And you were on the board of that company too. What would you be coaching those founders to make sure that that first one or two hires has a new toolkit? BB TimMX GARY: If maybe if I can ask the other side of that, if you were a founding company, slightly new, by founders, you're going to go make your first IC hire who happens to be in sales or marketing, and you're on the board of that company, Tim, what would you be coaching those founders to make sure that that first one or two hires has in their toolkit? riverside tim handorf raw video cfr boardroom blitz 0050: well, BB TimMX TIM: well, riverside tim handorf raw video cfr boardroom blitz 0050: we are hiring people that know AI and know how to automate via AI, of course. you know, Gen Z probably is like we've had some amazing success already with some of those things. that being said, right, if you're a startup software company, the blocker used to be, in my opinion, like capital, money. BB TimMX TIM: we are hiring people that know AI and know how to automate via AI, of course. you know, Gen Z probably is like we've had some amazing success already with some of those things. that being said, right, if you're a startup software company, the blocker used to be, in my opinion, like capital, money. riverside garry cooper raw video cfr boardroom blitz 0048: Buh-bye. BB TimMX GARY: Mm-hmm. Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Eh-heh. Ray. BB TimMX GARY: Right. riverside tim handorf raw video cfr boardroom blitz 0050: now I think the biggest blocker is probably BB TimMX TIM: now I think the biggest blocker is probably riverside tim handorf raw video cfr boardroom blitz 0050: some sort of social capital, knowledge capital, like your your network and what you know about that business is probably gonna be better for you than that money because you've g if you don't really understand and have a network, it's gonna be hard for you to get that first sale because there's so many people probably trying what you're building and you're competing, as you mentioned earlier, Gary, with somebody that's trying to just build it themselves. BB TimMX TIM: some sort of social capital, knowledge capital, like your your network and what you know about that business is probably gonna be better for you than that money because you've if you don't really understand and have a network, it's gonna be hard for you to get that first sale because there's so many people probably trying what you're building and you're competing as you mentioned earlier, Gary, with somebody that's trying to just build it themselves. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. Right. riverside garry cooper raw video cfr boardroom blitz 0048: WHAAAAT BB TimMX GARY: Right. Right, right. Good, good, yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Right, BB TimMX JEREMIE: Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah. Related to that, since you know, we're in this brave new world of building, and every generation is a brave new world of building software companies and businesses because the the the rug's always getting pulled out of our pulled out from underneath our feet because of the fact that we have all these great innovations. But you know, what do you think based on what the advice and feedback you got when you were starting your career as an entrepreneur and really starting to build businesses? BB TimMX JEREMIE: Related to that, since you know, we're in this brave new world of building, and every generation is a brave new world of building software companies and businesses because the the the rug's always getting pulled out of our pulled out from underneath our feet because of the fact that we have all these great innovations. But you know, what do you think, based on what the advice and feedback you got when you were starting your career as an entrepreneur and really starting to build businesses? riverside garry cooper raw video cfr boardroom blitz 0048: Hehehehehe Mm. BB TimMX GARY: Mm. BB TimMX JEREMIE: What do you think like is the most overrated piece of startup advice that has that maybe for like people our age, since you and I are Xers and Gary has the b the the benefit of being a millennial and we're all working with lots of people from X to Zoom and now soon Alpha and it's wonderful. But like times change, things change. So what's the most overrated piece of advice that people like our age were given that at the time? And is that still riverside jeremie bacon raw video cfr boardroom blitz 0049: What do you think like is the most overrated piece of startup advice that has that maybe for like people our age, since you and I are Xers and Gary has the bit the the benefit of being a millennial and we're all working with lots of people from X to Zoom and now soon Alpha and it's wonderful. But like times change, things change. So what's the most overrated piece of advice that people like our age were given that at the time? And is that still riverside garry cooper raw video cfr boardroom blitz 0048: Hehehehehe riverside jeremie bacon raw video cfr boardroom blitz 0049: overrated today based on where we are? And the second half of that question, I'm sorry, I'm asking a double a double-edged question here is what do you think the most overrated piece of subice is right now, like based on what you see and hear as you're working with G2 and as you as you see in and mentor lots of young entrepreneurs. BB TimMX JEREMIE: overrated today based on where we are? And the second half of that question, I'm sorry, I'm asking a double a double edged question here is what do you think the most overrated piece of start device is right now, like based on what you see and hear as you're working with G two and as you as you see in and mentor lots of young entrepreneurs. riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, it's a great question. I wanna ask you the same question. You know, I I used to give a lot of people when we were starting, they wanted to f give advice on strategy and whatnot. And I think that's all great, but really strategy is like five percent of the whole thing. BB TimMX TIM: Yeah, it's a great question. I wanna ask you the same question. you know, I I used to get a lot of people when we were starting, they wanted to give advice on strategy and whatnot. And I think that's all great, but really strategy is like five percent of the whole thing. BB TimMX GARY: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: You riverside tim handorf raw video cfr boardroom blitz 0050: when it comes down to it, the ninety five percent is like you just gotta execute hard work and har you know BB TimMX TIM: when it comes down to it, the ninety five percent is like you just gotta execute hard work and hard you know. riverside tim handorf raw video cfr boardroom blitz 0050: cliche hustle, but right it is. It's it's hard work to get it done. BB TimMX TIM: cliche hustle, but right it is. It's it's hard work to get it done. riverside tim handorf raw video cfr boardroom blitz 0050: was the second part of the question? BB TimMX TIM: was the second part of the question? riverside jeremie bacon raw video cfr boardroom blitz 0049: Is is there anything is there any startup advice that you see or hear nowadays that you feel is overrated? BB TimMX JEREMIE: is there anything is there any startup advice that you see or hear nowadays that you feel is overrated? BB TimMX TIM: Well, first of all, I I'm not in that world as much as I used to be. and so I I don't know if I can fully empathize with people that are trying to do it. riverside tim handorf raw video cfr boardroom blitz 0050: Well, first of all, I I'm not in that world as much as I used to be. and so I I don't know if I can fully empathize with people that are trying to do it. riverside garry cooper raw video cfr boardroom blitz 0048: Okay. BB TimMX GARY: Yeah. riverside tim handorf raw video cfr boardroom blitz 0050: you know, I think BB TimMX TIM: you know, I think the AI put like everybody's like, you gotta focus on AI, AI, AI. And I think that's almost like known, like you've got to do something there. I think the hard part is the non AI stuff. riverside tim handorf raw video cfr boardroom blitz 0050: AI put like everybody's like, you gotta focus on AI, AI, AI AI. And I think that's almost like known, like you've got to do something there. I think the hard part is the non-AI stuff. BB TimMX TIM: and so like riverside tim handorf raw video cfr boardroom blitz 0050: and so like Think about that. BB TimMX TIM: Think about that. think about the problem you're solving and the business and the people side of it. riverside tim handorf raw video cfr boardroom blitz 0050: think about the problem you're solving and the business and the people side of it. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. Mm-hmm. BB TimMX GARY: Mm-hmm. Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: I think that's great advice by for what it's worth, and I totally agree. Gary and I talk about this all the time, but you know, I I feel like we are entering we've entered this next new amazing phase of growth and development and disruption, it because of where we are with AI. And and most people still think AI, they think LLMs and the tools that you see and hear about most, but like AI has moved so far beyond that already. and phys with the with the deployment of BB TimMX JEREMIE: I think that's great advice by for what it's worth, and I totally agree. Gary and I talk about this all the time, but you know, I I feel like we are entering we've entered this next new amazing phase of growth and development and disruption it because of where we are with AI and and most people still think AI, they think LLMs and the tools that you see and hear about most, but like AI has moved so far beyond that already. and phys with the with the deployment of BB TimMX GARY: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: embodied AI systems and physical AI systems and very soon like morphogenic AI systems and biohybrid AI systems, like AI is moving to the edge. And so you know, when I when I talk to entrepreneurs or folks that are thinking about starting a company, I try to encourage them to think about, look at problems that you that could not have been solved five and 10 and 20 years ago, or that five, 10, 20 years ago, people thought it would take a hundred years to solve them. BB TimMX JEREMIE: embodied AI systems and physical AI systems and very soon like morphogenic AI systems and biohybrid AI systems like AI is moving to the edge. And so you know, when I when I talk to entrepreneurs or folks that are thinking about starting a company, I try to encourage them to think about, look at problems that you that could not have been solved five and ten and twenty years ago, or that five, ten, twenty years ago people thought it would take a hundred years to solve them and go look at those and focus on problems that are physical riverside jeremie bacon raw video cfr boardroom blitz 0049: And go look at those. and focus on problems have a physical BB TimMX GARY: Mm. riverside garry cooper raw video cfr boardroom blitz 0048: Mmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: lens to them, because physical mean software is is where it's at on a go forward basis for for it for a long, long time as far as I'm concerned. But BB TimMX JEREMIE: lens to them, because physical mean software is is where it's at on a go forward basis for for for a long, long time as far as I'm concerned. But BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Jeremy, can I answer that to to a question to Tim? So I was just reading two hours ago a report that Sequoia just put out, which was basically doing a two-decade look back at do you invest with the first hype on the first wave of the hype or in the kind of mid part of the hype? Like what what what's a better return? And, you know, and they use Uber as an example, they use some of the kind of common businesses that Google is an example. riverside garry cooper raw video cfr boardroom blitz 0048: Jeremy, can I answer that to a question to Tim? So I was just reading two hours ago a report that Sequoia just put out, which was basically doing a two decade look back at, do you invest with the first hype on the first wave of the hype or in the kind of mid part of the hype? Like what's a better return? And they use Uber as an example, they use some of the kind of common businesses that Google is an example. put it out and the first comment said, actually, if you look one year beyond Uber, if you look one year before Google, what happened was the root inputs for those businesses got really cheap. And so then a business like Google comes along, a business like Uber comes along and they're able to, you know, the technology is now there, but like there's something that got super cheap, like a year before those businesses. So I guess to my question is BB TimMX GARY: Put it out, and the first comment said, actually, if you look one year beyond Uber, if you look one year before Google, what happened was the root inputs for those businesses got really cheap. And so then a business like Google comes along, a business like Uber comes along, and they're able to, you know, the technology is now there, but like there's something that got super cheap like a year before those businesses. So I guess to my question is. riverside garry cooper raw video cfr boardroom blitz 0048: if BB TimMX GARY: If, you know, for founders at 1871 who might be listening to this, what are some categories in software or some categories in the market that you think would be like a really cool place to go park some really great founders to solve some problems, whether it be software or not? I'm just kind of curious, where do you think some of the inputs might be getting cheap to kind of really build a really cool business? riverside garry cooper raw video cfr boardroom blitz 0048: You know, for founders at 1871 who might be listening to this, what are some categories in software or some categories in the market that you think would be like a really cool place to go park some really great founders to solve some problems, whether it be software or not. I'm just kind of curious. Where do you think some of the inputs might be getting cheap to kind of really build a really cool business? riverside tim handorf raw video cfr boardroom blitz 0050: Well yeah, you know, AI continues like the use and the capability just like BB TimMX TIM: Well yeah, you know, AI continues like the use and the capability just like computer tech is it's gonna continue, the inputs are gonna continue to go down as as you mentioned. But you know, I get asked a lot like what company would you build now? And and this is part of my nature is like I've done the software thing and I'm probably more with Jeremy. I'd probably go buy some physical company and try to like riverside tim handorf raw video cfr boardroom blitz 0050: computer tech is it's gonna continue, the inputs are gonna continue to go down as as you mentioned. But you know, I get asked a lot, like what company would you build now? And and this is part of my nature is like I've done the software thing and I'm probably more with Jeremy. I'd probably go buy some physical company and try to like BB TimMX GARY: Yeah. Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Yeah, yeah. BB TimMX GARY: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: Hehe. riverside tim handorf raw video cfr boardroom blitz 0050: make it super effective and efficient based on tech. and or I thought services company that would do that for people. that's probably where I'm gonna focus. BB TimMX TIM: make it super effective and efficient based on that. and or I guess services company that would do that for people. That's probably where I'm gonna focus. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. Mm-hmm. Mm-hmm. BB TimMX GARY: Mm. Mm. Mm-hmm. Mm-hmm. Mm-hmm. Love that. Love riverside garry cooper raw video cfr boardroom blitz 0048: Mm hmm. Mm hmm. Love that. Love that. Love that. There is actually in the recent, so Techstars just came back to Chicago this year and they just had their first cohort and there's actually a company that I mentored in that cohort, Tennis is doing exactly that. They're literally buying house from modeling companies, mom and pop, and then cutting 30 % out their cost structure. BB TimMX GARY: that. Love that. There is actually in a recent so Techstars just came back to Chicago this year and they just had their first cohort. And there's actually a company that I mentored in that cohort sent us to doing exactly that. They're literally buying ho house remodeling companies, mom and pop, and then cutting 30% out of their cost structure. riverside garry cooper raw video cfr boardroom blitz 0048: by layering AI onto them. And so they're trying to like make the experience of remodeling your home better, but they're doing it through kind of this kind of acquisition, software play and not just software play. So it's really interesting that you said that. Yeah. BB TimMX GARY: by layering AI onto them. And so they're trying to like make the experience of remodeling your home better, but they're doing it through kind of this kind of acquisition software play and not just software play. So it's really interesting that you say that, yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: If if BB TimMX JEREMIE: If if I wasn't gonna spend the next forty years of my life as a venture capitalist, I would totally go buy like a burlap bag manufacturing company or like a paving company and just build physical stuff and and own physical assets. but I love I love I love the other subway w a little bit more. So yeah, I love it. Well, can we play a little game, Tim? Can riverside jeremie bacon raw video cfr boardroom blitz 0049: I wasn't gonna spend the next forty years of my life as a venture capitalist, I would totally go buy like a burlap bag manufacturing company or like a paving company and just build physical stuff and and own physical assets. but I love I love I love the other stuff we w a little bit more. So yeah, I love it. Well, can we play a little game, Tim? Can BB TimMX GARY: Mm-hmm. Mm-hmm. Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: we play a little game called Border and Blitz? BB TimMX JEREMIE: we play a little game called Boardroom Blitz? BB TimMX TIM: yeah, please. I'm a little riverside tim handorf raw video cfr boardroom blitz 0050: yeah. I'm little BB TimMX GARY: It's life. riverside garry cooper raw video cfr boardroom blitz 0048: It's riverside tim handorf raw video cfr boardroom blitz 0050: nervous about this game, but like BB TimMX TIM: nervous about this game, but like riverside garry cooper raw video cfr boardroom blitz 0048: Favorite time. BB TimMX GARY: Favorite time. BB TimMX JEREMIE: All right. You probably can see my screen now, Tim. So I told you before we weren't joking that we have we have these random questions that that we're gonna sit through. Gary, do you wanna do the honors and and have us do the first question? Yeah, ready? All right. riverside jeremie bacon raw video cfr boardroom blitz 0049: All right. You probably can see my screen now, Tim. So I told you before we weren't joking that we have we have these random questions that that we're gonna sift through. Gary, do you wanna do the honors and and have us do the first question? Yeah, ready? All right. riverside garry cooper raw video cfr boardroom blitz 0048: Hehehehehe And blitz. Yeah, Go ahead. BB TimMX GARY: And blitz Yeah, yeah. Go ahead. Tim, what's one decision you've made that you've looked insane to everyone else, but it actually worked? riverside garry cooper raw video cfr boardroom blitz 0048: him what's one decision you've made that you've looked insane to everyone else, but it actually were. BB TimMX TIM: okay, so we were at an inflection point in G2 and we couldn't get anybody to buy our stuff. And the business model said we needed to sell it at let's say $10,000 a year. riverside tim handorf raw video cfr boardroom blitz 0050: okay, so we were at an inflection point in G2 and we couldn't get anybody to buy our stuff. And the business model said we needed to sell it at let's say ten thousand dollars a year. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. riverside tim handorf raw video cfr boardroom blitz 0050: And I remember asking the sales team, like, what's it gonna take to sell like 200 of these in the next six months? Because we had sold like two. BB TimMX TIM: And I remember asking the sales team, like, what's it gonna take to sell like 200 of these in the next six months? Because we had sold like two. BB TimMX GARY: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Hehehehe BB TimMX TIM: And they said, just drop the price to like a thousand dollars. And it looked insane because we couldn't sustain it. Like the business wouldn't work. Like we were spending more money on selling the software than what we were and we tried it and we had two hundred customers. Now what I didn't realize is just dumb luck. riverside tim handorf raw video cfr boardroom blitz 0050: And they said just drop the price to like a thousand dollars. And it looked insane because we couldn't sustain it. Like the business wouldn't work. Like we were spending more money on selling the software than what we were and we tried it and we had two hundred customers. Now what I didn't realize is just dumb luck. riverside garry cooper raw video cfr boardroom blitz 0048: Hmm, right. BB TimMX GARY: Mm, right. riverside tim handorf raw video cfr boardroom blitz 0050: is that those two hundred customers started putting our brand, our badges, our reports everywhere on their websites, their competitive you know presentations, their board decks, and because of those two hundred customers, I had VCs calling me to invest and I had the all their competitors calling me to be customers. And then over time we raised the price. Bada bing, bada boom. BB TimMX TIM: is that those two hundred customers started putting our brand, our badges, our reports everywhere on their websites, their competitive you know, presentations, their board decks. And because of those two hundred customers, I had VCs calling me to invest and I had the all their competitors calling me to be customers. And then over time we raised the price. Bada bing, bada boom. riverside garry cooper raw video cfr boardroom blitz 0048: Mmmmm BB TimMX GARY: Mm. riverside garry cooper raw video cfr boardroom blitz 0048: Hmm. Wow. BB TimMX GARY: Wow. BB TimMX JEREMIE: Nice. There's a lot to be said for early beta beta user, early user pricing. Right. Love it. All right, we'll see if what it comes up with here next. All right. Okay, what's the best piece of career advice you've given to someone else that you wish you had followed yourself? riverside jeremie bacon raw video cfr boardroom blitz 0049: Nice. Nice. There's a lot to be said for early beta beta user, early user pricing. Love it. All right. We'll see if what it comes up with here next. All right. Okay, what's the best piece of career advice you've given to someone else that you wish you had followed yourself? BB TimMX GARY: Wow. That's cool. riverside garry cooper raw video cfr boardroom blitz 0048: Wow, that's cool. Yes, yes. BB TimMX GARY: Yes, yes. riverside tim handorf raw video cfr boardroom blitz 0050: get this advice all the time and I'm not very good at at doing it myself and that's like staying focused and prioritizing. you know. it's funny, like I give that advice to everybody else, and then the board gives me that advice, you know? BB TimMX TIM: get this advice all the time and I'm not very good at at doing it myself and that's like staying focused and prioritizing. you know, it's funny, like I give that advice to everybody else and then the board gives me that advice, you know. BB TimMX GARY: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Hehehehehe riverside jeremie bacon raw video cfr boardroom blitz 0049: Ha ha. BB TimMX JEREMIE: Ha ha. BB TimMX GARY: Mm-hmm. riverside jeremie bacon raw video cfr boardroom blitz 0049: Right. BB TimMX JEREMIE: Right. riverside garry cooper raw video cfr boardroom blitz 0048: huh. BB TimMX GARY: Mm-hmm. BB TimMX JEREMIE: Tim, you're great and all, but we really would appreciate it if you would stay a little more focused, sir. riverside jeremie bacon raw video cfr boardroom blitz 0049: Tim, you're great and all, but we really would appreciate it if you'd stay a little more focused, sir. BB TimMX GARY: Well you know like some of the kingpins of the focus I I'm the same too, but some of the kingpins of the focus have like eight companies and like four of them are public. So you you hear these people like focus, focus, focus, but like, don't you run like three or four public companies anyway? riverside garry cooper raw video cfr boardroom blitz 0048: Well, you know, like some of the kingpins of the focus, I'm the same too, but some of the kingpins of the focus have like eight companies and like four of them are public. It's like, so you hear these people like focus, focus, focus. like, don't you run like three or four public companies anyway. riverside tim handorf raw video cfr boardroom blitz 0050: Yeah, yeah, yeah. Right, exactly. BB TimMX TIM: Yeah yeah. Right, exactly. Spread BB TimMX JEREMIE: Yeah, I w I would turn that on and say, Well, focus on the couple of things that you're really good at and then ignore the stuff you're terrible at and find teammates to do that for you, right? Otherwise you're just gonna get in your own way, I think. But riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah, I I would turn that on and say, Well, focus on the couple of things that you're really good at and then ignore the stuff you're terrible at and find teammates to do that for you, right? Otherwise you're just gonna get in your own way, I think. But BB TimMX TIM: back out of riverside garry cooper raw video cfr boardroom blitz 0048: Mmm. BB TimMX GARY: Mm. riverside garry cooper raw video cfr boardroom blitz 0048: I must say here, I do miss pushing the button myself. that would be, that would be mind-warping. So Tim, what's the most corporate BS phrase you've ever used in a meeting and do you regret it? BB TimMX GARY: I must say here I do miss pushing the button myself. that would be that would be mind warping. So Tim, what's the most corporate BS phrase you've ever used in a meeting? And do you regret it? riverside jeremie bacon raw video cfr boardroom blitz 0049: I I'm sorry. I should have given you we should we should both share the screen. That's I'm realizing like, darn it. BB TimMX JEREMIE: I know, I'm sorry, I should have given you we should we should both share the screen. That's I'm realizing like, darn it. riverside tim handorf raw video cfr boardroom blitz 0050: I'd probably use a lot of them. Probably that one that's on the screen I'd use. One though that but not one that's on the screen, but let's take this offline. BB TimMX TIM: I'd probably use a lot of them. Probably that one that's on the screen I do. one though that that not one that's on the screen, but let's take this offline. riverside garry cooper raw video cfr boardroom blitz 0048: Hehehehehe riverside jeremie bacon raw video cfr boardroom blitz 0049: There you go. BB TimMX JEREMIE: There you go. riverside garry cooper raw video cfr boardroom blitz 0048: Hehehehehe BB TimMX TIM: I actually don't regret it because I think in most riverside tim handorf raw video cfr boardroom blitz 0050: I actually don't regret it because I think in most BB TimMX TIM: cases like it's a way of like diverting the conversation that like just needs to be stopped and probably isn't even talking about. And like if it really like I think over fifty percent of the time it never gets taken offline, we just stop talking about it. riverside tim handorf raw video cfr boardroom blitz 0050: cases, like it's a way of like diverting the conversation that like just needs to be stopped and probably isn't even talking about. And like if it really like I think over fifty percent of the time it never gets taken offline, we just stop talking about it. riverside garry cooper raw video cfr boardroom blitz 0048: Yes. BB TimMX GARY: Yes. Hehehehehe riverside jeremie bacon raw video cfr boardroom blitz 0049: In the BB TimMX JEREMIE: In the riverside jeremie bacon raw video cfr boardroom blitz 0049: boardroom, Tim is told, Tim, we need you to focus a little bit more on this project. And you say, let's take that offline. BB TimMX JEREMIE: boardroom, Tim is told, Tim, we need you to focus a little bit more on this project. And you say, let's take that offline. BB TimMX TIM: Yeah. riverside tim handorf raw video cfr boardroom blitz 0050: Yeah. BB TimMX GARY: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: hahahahah riverside jeremie bacon raw video cfr boardroom blitz 0049: That's perfect. Okay. I got it. I see how this works. I see how this works. All right. Last but not least on the Border and Blitz questions for you. What's one business book you actually finished and think everyone else should too? BB TimMX JEREMIE: That's perfect. Okay. I got it. I see how this works. I see how this works. All right. Last but not least on the border and blitz questions for you. What's one business book you actually finished and think everyone else should too? riverside tim handorf raw video cfr boardroom blitz 0050: It's not an easy one. The one that's coming to mind is a book that the founders read by Chip Conley that our values are now kind of centered around, that is called Peak. And it was a book the book the founders read together and we read it and we're like, hmm, we haven't written a book, but like that seems a lot about like how we would think and start about thinking and starting the culture at a company. BB TimMX TIM: It's not an easy one. The one that's coming to mind is a book that the founders read by Chip Conley that our values are now kind of centered around that is called Peak. And it was a book the book the founders read together and we read it and we're like, hmm, we haven't written a book, but like that seems a lot about like how we would think and start about thinking and starting a culture at a company. riverside jeremie bacon raw video cfr boardroom blitz 0049: Peak, okay. BB TimMX JEREMIE: Peak, okay. BB TimMX GARY: Mm. riverside garry cooper raw video cfr boardroom blitz 0048: Mm. BB TimMX JEREMIE: Super cool. I haven't read that one. I'm gonna have to put it my list. Yeah, can't wait to riverside garry cooper raw video cfr boardroom blitz 0048: Hmm. BB TimMX GARY: Mm. riverside jeremie bacon raw video cfr boardroom blitz 0049: Cool. I haven't read that one. I'm gonna have to put it my list. Yeah, can't wait to BB TimMX GARY: Mm-hmm. I haven't either. L love values. riverside garry cooper raw video cfr boardroom blitz 0048: I would either love values. BB TimMX GARY: I mean, I think it's actually one of the things that we talked about advice, one of the things that I wish we would have done sooner in our company was to form core values. and I give a lot of early founders that that tip, like, you know, what does it mean to work for your company? What are your what are your what are your rules that you don't break? so peak. I will be reading that. After I finish this, Jeremy riverside garry cooper raw video cfr boardroom blitz 0048: mean, I think it's actually one of the things that we talked about advice. One of the things that I wish we would have done sooner in our company was to form core values. And I give a lot of early founders that that tip like, you know, what does it mean to work for your company? are your are your what are your rules that you don't break? peak, I will be reading that after I finish this, Jeremy. We didn't talk about the books that we reading. I was prepared this time. BB TimMX GARY: We didn't talk about the books that we're reading. I was prepared this time. riverside jeremie bacon raw video cfr boardroom blitz 0049: well we can. Why don't you tell us which book you're reading? well tell us about it. That's actually a great book. BB TimMX JEREMIE: well we can. Why don't you tell us which book you're reading? well tell us about it. That's actually a great book. I think Tim would enjoy it. No, seriously, you should tell us about the book. riverside jeremie bacon raw video cfr boardroom blitz 0049: I think Tim would enjoy it. No, seriously, you should tell us about the book. riverside garry cooper raw video cfr boardroom blitz 0048: him. So I'm reading a book that Jeremy's already read and maybe suggested to me, but then I presented it to him like I found a new book that he's not read. It's called The New Breed. I'm about halfway through. And maybe she's an NYT author. Or no, she's at MIT, MIT. But basically, is, you know, the prevailing theory is that robots are going to replace humans and BB TimMX GARY: So I'm reading a book that Jeremy's already read and maybe suggested to me, but then I presented it to him like I found a new book that he's not read. it's call it's called the The New Breed. I'm about halfway through. And maybe she's an Y T author. no, she's at MIT. MIT. But basically it is, you know, the the prevailing theory is that robots are gonna replace humans and and BB TimMX JEREMIE: Ha ha ha. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah. riverside tim handorf raw video cfr boardroom blitz 0050: Okay. BB TimMX TIM: Okay. BB TimMX JEREMIE: Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Not just in on the assembly line, but just in general and. Halfway through, but she has an article, she has an argument kind of counter to that. And she uses our experience with animals. You know, like, we've been using, we've been riding horses, we've been using dogs to hunt. As companions and so basically her point is. Is that if we. BB TimMX GARY: not just in out on the assembly line, but just in general. And halfway through, but she has an article, she has an argument kind of counter to that. And she uses our experience with animals. You know, like we've been using, we've been riding horses, we've been using dogs to hunt, as companions. And so basically her point is is that if we BB TimMX TIM: What? riverside tim handorf raw video cfr boardroom blitz 0050: Mm-hmm. riverside garry cooper raw video cfr boardroom blitz 0048: train our robots with near humanity, they could maybe be more of a companion than a replacement. So that's kind of where I am. Jeremy could tell you if I'm going right at the book, I'm only halfway through. BB TimMX GARY: train our hu our robots with mere humanity, they could maybe be more of a companion than a replacement. So that's kinda where I am. Jeremy, you can tell me if I'm going right with the book, I'm only halfway through but yet. riverside jeremie bacon raw video cfr boardroom blitz 0049: It's a good book and I won't I won't ruin the ending, but it it's really good stuff. Yeah. Yeah. Well written. Yeah, it's a it's a it's a good one. Really cool. Really cool. All right. Can I ask you one last question? Cause I'm curious. So this kind of goes back to roots about you know entrepreneurship and family farming and stuff. do you think that, you know, after after all the success you've had building businesses, after the early examples you saw in your family? BB TimMX JEREMIE: It's a good book and I won't I won't ruin the ending, but it it's really good stuff. Yeah. Yeah. Well written. Yeah, it's a it's a it's a good one. Really cool. Really cool. All right. Can I ask you one last question? Cause I'm curious. So this kind of goes back to roots about you know entrepreneurship and family farming and stuff. do you think that, you know, after after all the success you've had building businesses, after the early examples you saw in your family? riverside garry cooper raw video cfr boardroom blitz 0048: Okay. BB TimMX GARY: Okay. riverside tim handorf raw video cfr boardroom blitz 0050: All right, I got it down. I'm gonna read it. BB TimMX TIM: All right, I got it down. I'm gonna read it. riverside jeremie bacon raw video cfr boardroom blitz 0049: Do you think there's anything like your grandfather or your father would say that this isn't a negative question. Like what would your father or your grandfather say you still don't understand about running a business where you feel like you could where you feel like you could you could make gains and make improvements? BB TimMX JEREMIE: Do you think there's anything like your grandfather or your father would say that this isn't a negative question. Like what would your father or your grandfather say you still don't understand about running a business where you feel like you could where you feel like you could you could make gains and make improvements? BB TimMX TIM: that's interesting. My dad probably doesn't even I would love to bring my dad on the show and ask him like what he thinks I actually do. riverside tim handorf raw video cfr boardroom blitz 0050: that's interesting. My dad probably doesn't even I would love to bring my dad on the show and ask him like what he thinks I actually do. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah. BB TimMX JEREMIE: Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Hehehehehe BB TimMX TIM: Other question. I think my dad probably thinks I'm a bit of a city boy now and have lost the the community and helping each other out. I don't think this is true myself, but I I think he would probably say, like, big business, like I like the small business and like. riverside tim handorf raw video cfr boardroom blitz 0050: Other question. I think my dad probably thinks I'm a bit of a city boy now and have lost the the community and helping each other out. I don't think this is true myself, but I I think he would probably say like big business, like I like the small business and like BB TimMX JEREMIE: Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah, yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Mm-hmm. BB TimMX GARY: Mm-hmm. Yeah. riverside garry cooper raw video cfr boardroom blitz 0048: Yes. BB TimMX TIM: If you wanna be happy, you've gotta build a really strong community, and live in a small town. riverside tim handorf raw video cfr boardroom blitz 0050: If you wanna be happy, you've gotta build a really strong community, and live in a small town. riverside garry cooper raw video cfr boardroom blitz 0048: Yeah. BB TimMX GARY: Yeah. riverside jeremie bacon raw video cfr boardroom blitz 0049: Well then you should BB TimMX JEREMIE: Well then you should totally get your dad at the G two offices because that's exactly what you built is a super strong community. just happens to not be in rural Iowa. yeah. No, you've done you you guys are amazing at building culture and G two is an amazing company. We're lucky to lucky to have you around. riverside jeremie bacon raw video cfr boardroom blitz 0049: totally get your dad at the G two offices because that's exactly what you built is a super strong community. just happens to not be in rural Iowa. yeah. No, you've done you you guys are amazing at building culture and G two is an amazing company. We're lucky to lucky to have you around. riverside garry cooper raw video cfr boardroom blitz 0048: Behold. Behold. BB TimMX GARY: Mm-hmm. Mm-hmm. riverside tim handorf raw video cfr boardroom blitz 0050: We like to We like to think so. BB TimMX TIM: We like to We like to think so. BB TimMX GARY: I And and can I say that Goodard I think he was like a mentor to the Techstars program back when I took it. And I I just loved talking with him. And he invited me over to your office. We didn't have an office at the time, we had like four people in our company. And I remember, was it the Civic Opera Building? Or it was close to that where your office was. riverside garry cooper raw video cfr boardroom blitz 0048: And can I say that. Gooder I think he was like a mentor to the tech stars program back when I took it. And I, I. Just love talking with him and he invited me over to your office. We didn't have an office at the time. We had like, four people in our company. And I remember was at the civic opera building or as close to that where your office was. riverside tim handorf raw video cfr boardroom blitz 0050: We went to Apera. BB TimMX TIM: We weren't upper. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah. BB TimMX JEREMIE: So yeah. BB TimMX GARY: Yeah, riverside garry cooper raw video cfr boardroom blitz 0048: Yeah. And I remember walking in and they set me down this like hallway and I just saw people moving and it was stylish and the meeting rooms are stylish. And I met with him for about 30 minutes, which I was very honored, but I will tell you that inspired me so much around office culture. Like I remember being there thinking like, I want to build something like this. want people to feel like this in the office. BB TimMX GARY: and I remember walking in and they sent me down this like hallway and I just saw people moving and it was stylish and the the the the meeting rooms were stylish and I met with him for about thirty minutes, which I was very honored. But I will tell you, that inspired me so much around office culture. Like I remember being there thinking like, I want to build something like this. I want people to feel like this in the office and riverside garry cooper raw video cfr boardroom blitz 0048: And so I didn't meet you at that time, but I was so grateful for what G2 means in our community in Chicago, but in particular, in my personal kind of rise as a young CEO to see what the promise lag could look like and then to start to kind of build backwards. So, you know, I've always been a massive G2 fan for that experience. BB TimMX GARY: And so I didn't meet you at that time, but I was so grateful for what G two means in in our community in Chicago, but in in s in particular in my personal kind of rise as a young CEO to to see what the promised land could look like and then to start to kind of build backwards. So, you know, I've always been a massive G two fan for that experience. riverside tim handorf raw video cfr boardroom blitz 0050: Gary, thank you. That that means a lot. I g I would love to come see your your company someday. Is there I'm enjoying myself right now. BB TimMX TIM: Gary, thank you. That that means a lot. I g I would love to come see your your company someday. Is there I'm inviting myself right now. riverside garry cooper raw video cfr boardroom blitz 0048: Yeah, yeah, for sure, for sure. BB TimMX GARY: Yeah, yeah, for sure, for sure. riverside garry cooper raw video cfr boardroom blitz 0048: Yes, yes, no, no, no, no, for sure, for sure. We have them off and down the loop. We actually wanted to work. I actually tried to get us in Civic Opera in the old SCP. It was at Fieldglass. I forget exactly. But they had an office. And I was like, my gosh, our CBRB. was like, we can go where G2 is? You know, like I was literally, you know, I just. BB TimMX GARY: Yes, yes, no, no, no no for sure, for sure. We have an office down the loop. We actually wanted to work I actually tried to get us in civic opera in the old SCP it was it field glass? I forget exactly. but they had a they had an office and and I was like, my gosh, our C B R B I was like, We can go where G two has? You know, like I was literally, you know, I just riverside jeremie bacon raw video cfr boardroom blitz 0049: Field Might have been Phil Glassett was there, yeah. BB TimMX JEREMIE: Felt Might have been Phil Glassett was there, yeah. BB TimMX GARY: very much remember that experience back in twenty eighteen and I was like I gotta figure out how to make enough money so we can be in a place like that that that was so inspiring. riverside garry cooper raw video cfr boardroom blitz 0048: very much remember that experience back in 2018. And I was like, I gotta figure out how to make enough money so we can be in a place like that. That was so inspiring. BB TimMX TIM: That's riverside tim handorf raw video cfr boardroom blitz 0050: Okay. riverside jeremie bacon raw video cfr boardroom blitz 0049: Yeah. Super cool. Well, Tim, man, thanks for hanging out with us today. It's been so much fun having you on Boardroom Blitz. I love talking with you. I appreciate your wisdom and your encouragement and your friendship. I really, really appreciate it. BB TimMX JEREMIE: Super cool. Well, Tim man, thanks for hanging out with us today. It's been so much fun having you on Boardroom Blitz. I love talking with you. I appreciate your wisdom and your encouragement and your friendship. I really, really appreciate it. BB TimMX GARY: Indeed. riverside garry cooper raw video cfr boardroom blitz 0048: GAY BB TimMX GARY: Indeed. Thank you too. riverside garry cooper raw video cfr boardroom blitz 0048: Indeed. Thank you, Tim. riverside tim handorf raw video cfr boardroom blitz 0050: Likewise, BB TimMX TIM: Likewise, Jeremy. Take care. riverside tim handorf raw video cfr boardroom blitz 0050: Jeremy. Take care. BB TimMX JEREMIE: Of course, thanks. riverside jeremie bacon raw video cfr boardroom blitz 0049: Course, thanks.