Latest / iwon™ podcast with Michael J Thomas / From IBM to Entrepreneur: Sarah Eggleston's Inspiring Founder Journey | iwon™ podcast episode 6

Transcript

From IBM to Entrepreneur: Sarah Eggleston's Inspiring Founder Journey | iwon™ podcast episode 6 · iwon™ podcast with Michael J Thomas

• 0:00
  That
• 0:00
  whole
• 0:00
  thing,
• 0:00
  build
• 0:00
  it
• 0:00
  and
• 0:01
  they
• 0:01
  will
• 0:01
  come.
• 0:01
  You
• 0:01
  can
• 0:01
  build
• 0:02
  a
• 0:02
  lot
• 0:02
  and
• 0:02
  they
• 0:02
  won't
• 0:02
  come.
• 0:03
  They
• 0:03
  need
• 0:03
  to
• 0:03
  know
• 0:04
  about
• 0:04
  it.
• 0:04
  They
• 0:04
  need
• 0:05
  to
• 0:05
  know
• 0:05
  why
• 0:05
  it's
• 0:06
  so
• 0:06
  great
• 0:06
  and
• 0:06
  why
• 0:06
  it's
• 0:07
  so
• 0:07
  valuable
• 0:07
  to
• 0:07
  them.
• 0:07
  The
• 0:08
  reality
• 0:08
  of
• 0:08
  building
• 0:09
  a
• 0:09
  SaaS
• 0:10
  company
• 0:10
  is
• 0:10
  tough.
• 0:11
  In
• 0:11
  fact,
• 0:11
  only
• 0:12
  1
• 0:12
  in
• 0:12
  200
• 0:13
  make
• 0:13
  it.
• 0:14
  The
• 0:14
  hugest
• 0:14
  success
• 0:15
  already
• 0:15
  of
• 0:15
  flow
• 0:16
  was
• 0:16
  the
• 0:16
  fact
• 0:16
  that
• 0:16
  I
• 0:16
  was
• 0:17
  able
• 0:17
  to
• 0:17
  build
• 0:17
  it
• 0:17
  at
• 0:17
  all.
• 0:18
  And
• 0:18
  just
• 0:18
  thinking,
• 0:19
  hey,
• 0:20
  it
• 0:20
  never
• 0:20
  was
• 0:20
  me,
• 0:21
  it
• 0:21
  was
• 0:21
  then.
• 0:22
  Welcome
• 0:22
  to
• 0:22
  the
• 0:22
  podcast
• 0:23
  and
• 0:23
  welcome
• 0:24
  Sarah.
• 0:25
  I
• 0:25
  will
• 0:25
  introduce
• 0:26
  Sarah
• 0:27
  in
• 0:27
  a
• 0:27
  moment.
• 0:27
  I'm
• 0:28
  genuinely
• 0:28
  excited
• 0:29
  about
• 0:29
  this
• 0:29
  conversation
• 0:30
  because
• 0:30
  the
• 0:30
  reality
• 0:31
  of
• 0:31
  building
• 0:31
  a
• 0:32
  SaaS
• 0:32
  company
• 0:33
  is
• 0:33
  tough.
• 0:34
  Before
• 0:35
  you
• 0:36
  started
• 0:36
  yours,
• 0:37
  my
• 0:37
  guest
• 0:38
  Sarah
• 0:39
  was
• 0:39
  in
• 0:39
  corporate
• 0:40
  life
• 0:40
  for
• 0:40
  20
• 0:41
  years
• 0:41
  at
• 0:41
  IBM.
• 0:42
  And
• 0:42
  this
• 0:43
  story
• 0:43
  today
• 0:44
  that
• 0:44
  we're
• 0:44
  going
• 0:44
  to
• 0:45
  talk
• 0:45
  about
• 0:46
  is
• 0:46
  a
• 0:46
  perfect
• 0:46
  counter
• 0:47
  narrative
• 0:47
  to
• 0:48
  the
• 0:48
  ideas
• 0:48
  that
• 0:49
  spread
• 0:49
  like
• 0:49
  wildfire
• 0:50
  and
• 0:50
  social
• 0:50
  media.
• 0:51
  It's
• 0:51
  the
• 0:51
  truth.
• 0:52
  Founders,
• 0:53
  you
• 0:53
  will
• 0:54
  absolutely
• 0:54
  love
• 0:54
  this
• 0:55
  conversation.
• 0:56
  So,
• 0:56
  Sarah,
• 0:57
  as
• 0:57
  we
• 0:58
  discussed
• 0:58
  when
• 0:58
  we
• 0:59
  first
• 0:59
  spoke,
• 1:00
  you
• 1:00
  built
• 1:01
  fflow
• 1:01
  to
• 1:02
  build,
• 1:02
  to
• 1:03
  do
• 1:03
  something
• 1:03
  for
• 1:03
  yourself
• 1:04
  and
• 1:04
  to
• 1:04
  escape
• 1:05
  the
• 1:05
  limitations
• 1:06
  of
• 1:06
  the
• 1:06
  corporate
• 1:06
  world.
• 1:07
  Sarah
• 1:07
  shared
• 1:08
  what
• 1:09
  will
• 1:09
  now
• 1:09
  become
• 1:09
  one
• 1:10
  of
• 1:10
  my
• 1:10
  favorite
• 1:10
  sayings.
• 1:10
  I'm
• 1:11
  nicking
• 1:11
  this,
• 1:11
  Sarah.
• 1:12
  90%
• 1:12
  of
• 1:12
  businesses
• 1:13
  fail,
• 1:14
  but
• 1:14
  90%
• 1:15
  of
• 1:15
  founders
• 1:15
  don't.
• 1:17
  Success
• 1:17
  is
• 1:17
  all
• 1:18
  about
• 1:18
  freedom,
• 1:19
  not
• 1:20
  just
• 1:20
  revenue.
• 1:21
  How
• 1:21
  did
• 1:22
  building
• 1:22
  this
• 1:23
  redefine
• 1:24
  what
• 1:24
  winning
• 1:25
  means
• 1:25
  to
• 1:25
  you?
• 1:26
  As
• 1:26
  a
• 1:26
  very
• 1:26
  technical,
• 1:27
  super
• 1:28
  intelligent
• 1:28
  founder,.
• 1:29
  I
• 1:29
  was
• 1:30
  really
• 1:30
  fighting
• 1:31
  in
• 1:31
  the
• 1:31
  corporate
• 1:31
  world.
• 1:32
  And
• 1:33
  to
• 1:33
  my
• 1:33
  astonishment,
• 1:34
  a
• 1:34
  lot
• 1:34
  of
• 1:34
  the
• 1:34
  battles
• 1:34
  I
• 1:35
  had
• 1:35
  were
• 1:35
  around
• 1:36
  being
• 1:37
  able
• 1:37
  to
• 1:38
  actually
• 1:38
  do
• 1:39
  what
• 1:39
  I
• 1:39
  wanted
• 1:39
  to
• 1:39
  do,
• 1:40
  which
• 1:40
  was
• 1:40
  I
• 1:40
  was
• 1:40
  a
• 1:40
  senior
• 1:41
  software
• 1:41
  developer
• 1:41
  and
• 1:41
  I
• 1:42
  wanted
• 1:42
  to
• 1:42
  write
• 1:42
  code.
• 1:43
  It
• 1:43
  still
• 1:43
  amazes
• 1:43
  me
• 1:44
  that
• 1:44
  I
• 1:44
  had
• 1:44
  to
• 1:44
  leave
• 1:45
  to
• 1:46
  corporate,
• 1:46
  you
• 1:46
  know,
• 1:47
  does
• 1:47
  it
• 1:47
  write
• 1:47
  code?
• 1:48
  So
• 1:48
  I
• 1:48
  was
• 1:49
  having
• 1:49
  a
• 1:49
  lot
• 1:49
  of
• 1:49
  challenges
• 1:49
  where
• 1:50
  either
• 1:50
  people
• 1:50
  weren't
• 1:50
  assigning
• 1:51
  me
• 1:51
  any
• 1:51
  work
• 1:51
  at
• 1:51
  all,
• 1:51
  or
• 1:52
  what
• 1:52
  they
• 1:52
  were
• 1:52
  assigning
• 1:52
  me
• 1:52
  was
• 1:53
  like
• 1:53
  side
• 1:53
  projects
• 1:53
  or
• 1:54
  admini
• 1:55
  or
• 1:55
  this
• 1:55
  old
• 1:55
  legacy
• 1:56
  thing
• 1:56
  that
• 1:56
  we're
• 1:56
  not
• 1:56
  very
• 1:56
  excited
• 1:57
  by.
• 1:57
  And
• 1:58
  I
• 1:58
  was
• 1:58
  like,
• 1:58
  after
• 1:59
  this
• 1:59
  has
• 1:59
  happened
• 1:59
  in
• 2:00
  a
• 2:00
  few
• 2:00
  different
• 2:00
  roles
• 2:00
  and
• 2:01
  a
• 2:01
  few
• 2:01
  different
• 2:01
  places,
• 2:01
  you
• 2:01
  start
• 2:02
  to
• 2:02
  wonder,
• 2:02
  maybe
• 2:02
  I'm
• 2:03
  just
• 2:03
  not
• 2:03
  very
• 2:03
  good
• 2:04
  and
• 2:04
  maybe
• 2:04
  that's
• 2:05
  why
• 2:05
  people
• 2:05
  don't
• 2:06
  want
• 2:06
  to
• 2:06
  assign
• 2:06
  me
• 2:06
  the
• 2:07
  dev
• 2:07
  tasks.
• 2:08
  So
• 2:08
  for
• 2:08
  me,
• 2:09
  the
• 2:09
  hugest
• 2:10
  success
• 2:10
  already
• 2:10
  of
• 2:11
  flow
• 2:11
  was
• 2:11
  the
• 2:11
  fact
• 2:11
  that
• 2:11
  I
• 2:12
  was
• 2:12
  able
• 2:12
  to
• 2:12
  build
• 2:12
  it
• 2:12
  at
• 2:13
  all,
• 2:14
  that
• 2:14
  the
• 2:14
  code's
• 2:15
  all
• 2:15
  mine,
• 2:15
  apart
• 2:16
  from
• 2:16
  some.
• 2:16
  I've
• 2:16
  had
• 2:17
  some
• 2:17
  intents,
• 2:17
  but
• 2:17
  I
• 2:17
  did
• 2:18
  the
• 2:18
  code
• 2:18
  reviews.
• 2:18
  So
• 2:18
  basically,
• 2:19
  if
• 2:19
  anything
• 2:19
  doesn't
• 2:20
  work,
• 2:20
  it's
• 2:20
  all
• 2:20
  on
• 2:21
  me.
• 2:21
  And
• 2:21
  I
• 2:21
  was
• 2:22
  able
• 2:22
  to
• 2:22
  build
• 2:22
  it
• 2:23
  and
• 2:23
  just
• 2:23
  thinking,
• 2:24
  hey,
• 2:24
  it
• 2:25
  never
• 2:25
  was
• 2:25
  me,
• 2:25
  it
• 2:26
  was
• 2:26
  then.
• 2:26
  So
• 2:26
  when
• 2:27
  you
• 2:27
  mentioned
• 2:27
  Being
• 2:28
  forced
• 2:28
  into
• 2:29
  founding
• 2:29
  and
• 2:30
  you
• 2:30
  touched
• 2:30
  on
• 2:30
  the
• 2:31
  fact
• 2:31
  that
• 2:31
  you
• 2:32
  weren't
• 2:32
  able
• 2:33
  to
• 2:33
  really
• 2:33
  work
• 2:33
  on
• 2:33
  the
• 2:33
  stuff
• 2:34
  you
• 2:34
  wanted
• 2:34
  to
• 2:34
  work
• 2:34
  on.
• 2:35
  What
• 2:35
  was
• 2:35
  the
• 2:36
  turning
• 2:36
  point?
• 2:36
  When
• 2:36
  did
• 2:37
  you
• 2:37
  decide
• 2:37
  you'd
• 2:38
  had
• 2:38
  enough
• 2:38
  and
• 2:38
  you
• 2:38
  wanted
• 2:39
  to
• 2:39
  build
• 2:39
  something
• 2:40
  your
• 2:40
  own?
• 2:40
  It
• 2:41
  came
• 2:41
  gradually.
• 2:41
  I
• 2:42
  had
• 2:42
  already
• 2:42
  the
• 2:43
  idea
• 2:43
  for
• 2:43
  what
• 2:43
  I
• 2:43
  wanted
• 2:44
  to
• 2:44
  build
• 2:44
  before
• 2:45
  I
• 2:45
  left
• 2:45
  IBM
• 2:46
  and
• 2:46
  then
• 2:47
  I
• 2:48
  started
• 2:48
  building
• 2:49
  a
• 2:49
  couple
• 2:49
  of
• 2:49
  years
• 2:49
  later.
• 2:49
  But
• 2:50
  at
• 2:50
  the
• 2:50
  time
• 2:51
  it
• 2:51
  was
• 2:51
  a
• 2:51
  side
• 2:51
  project.
• 2:52
  I
• 2:52
  was
• 2:52
  still
• 2:52
  doing
• 2:53
  consulting
• 2:53
  work,
• 2:53
  I
• 2:53
  still
• 2:54
  had
• 2:54
  a
• 2:54
  job.
• 2:55
  So
• 2:55
  there
• 2:55
  was
• 2:56
  quite
• 2:56
  a
• 2:56
  long
• 2:56
  time
• 2:57
  where
• 2:57
  I
• 2:57
  was
• 2:57
  like
• 2:58
  poking
• 2:59
  at
• 2:59
  it
• 2:59
  and
• 2:59
  is
• 2:59
  this
• 3:00
  going
• 3:00
  to
• 3:00
  go
• 3:00
  somewhere?
• 3:01
  Am
• 3:01
  I
• 3:01
  going
• 3:01
  to
• 3:01
  do
• 3:02
  this?
• 3:03
  Can
• 3:03
  I
• 3:03
  make
• 3:03
  this
• 3:04
  work?
• 3:05
  Yeah.
• 3:06
  I
• 3:06
  still
• 3:06
  don't
• 3:06
  know
• 3:06
  what
• 3:07
  convinced
• 3:07
  you
• 3:08
  to
• 3:08
  decide
• 3:09
  to
• 3:09
  what
• 3:10
  decided
• 3:11
  for
• 3:11
  you
• 3:12
  that
• 3:13
  putting
• 3:13
  more
• 3:13
  time
• 3:14
  and
• 3:14
  money
• 3:14
  and
• 3:15
  effort
• 3:15
  into
• 3:15
  it
• 3:16
  was
• 3:16
  worthwhile.
• 3:17
  The
• 3:17
  freedom
• 3:18
  to
• 3:18
  be
• 3:19
  myself,
• 3:19
  to
• 3:19
  choose
• 3:20
  my
• 3:20
  own
• 3:20
  tech
• 3:20
  stack,
• 3:21
  to
• 3:21
  do
• 3:22
  a
• 3:22
  load
• 3:22
  of
• 3:22
  give
• 3:22
  back.
• 3:23
  So
• 3:23
  you
• 3:24
  felt
• 3:25
  free?
• 3:25
  Yeah,
• 3:26
  I
• 3:27
  do.
• 3:27
  And
• 3:27
  you
• 3:27
  still
• 3:28
  do.
• 3:28
  I
• 3:29
  still
• 3:29
  do.
• 3:30
  I'll
• 3:30
  ask
• 3:31
  Sarah
• 3:31
  plenty
• 3:32
  of
• 3:32
  questions
• 3:32
  about
• 3:33
  the
• 3:33
  sort
• 3:33
  of
• 3:33
  side
• 3:33
  hustle
• 3:34
  side
• 3:34
  of
• 3:34
  things.
• 3:34
  Her
• 3:35
  feeling
• 3:35
  on
• 3:35
  that
• 3:36
  having
• 3:36
  been
• 3:36
  doing
• 3:36
  it
• 3:37
  for
• 3:37
  quite
• 3:37
  a
• 3:37
  long
• 3:37
  time
• 3:38
  and
• 3:38
  really
• 3:38
  knowing
• 3:39
  the
• 3:39
  ups
• 3:39
  and
• 3:39
  downs
• 3:40
  of
• 3:40
  it
• 3:40
  all.
• 3:40
  But
• 3:41
  one
• 3:41
  of
• 3:41
  the
• 3:41
  great
• 3:42
  things
• 3:42
  Sarah
• 3:43
  did
• 3:43
  from
• 3:43
  the
• 3:43
  outset
• 3:44
  was,
• 3:45
  if
• 3:45
  you
• 3:45
  don't
• 3:45
  mind
• 3:45
  me
• 3:45
  saying,
• 3:46
  Sarah,
• 3:46
  you
• 3:46
  looked
• 3:47
  at
• 3:47
  the
• 3:47
  agency
• 3:47
  world
• 3:48
  and
• 3:48
  saw
• 3:48
  a
• 3:48
  genuine
• 3:49
  problem.
• 3:49
  Great
• 3:50
  software,
• 3:50
  but
• 3:51
  none
• 3:51
  of
• 3:51
  it
• 3:51
  talked
• 3:52
  to
• 3:52
  one
• 3:52
  another.
• 3:53
  It
• 3:53
  was
• 3:53
  all
• 3:53
  over
• 3:53
  the
• 3:54
  place
• 3:54
  and
• 3:54
  building
• 3:55
  flow
• 3:56
  as
• 3:56
  a
• 3:56
  sort
• 3:57
  of
• 3:57
  minimal,
• 3:57
  clean,
• 3:58
  central
• 3:58
  reporting
• 3:59
  core
• 3:59
  to
• 4:00
  it
• 4:00
  all.
• 4:01
  That
• 4:01
  sounds
• 4:01
  like
• 4:02
  a
• 4:02
  huge
• 4:02
  architectural
• 4:03
  win.
• 4:04
  You
• 4:04
  solved
• 4:04
  a
• 4:05
  complex
• 4:05
  problem,
• 4:06
  creating
• 4:07
  a
• 4:07
  clean
• 4:07
  sort
• 4:08
  of
• 4:08
  central
• 4:09
  layer
• 4:09
  for
• 4:09
  agencies.
• 4:11
  So
• 4:12
  as
• 4:12
  a
• 4:12
  technical
• 4:13
  person,
• 4:13
  if
• 4:14
  you
• 4:14
  don't
• 4:14
  mind
• 4:14
  me
• 4:14
  asking,
• 4:15
  what
• 4:16
  do
• 4:16
  you
• 4:16
  think
• 4:17
  the
• 4:17
  single
• 4:17
  most
• 4:18
  important
• 4:19
  architectural
• 4:20
  principle
• 4:21
  you
• 4:21
  applied
• 4:22
  was?
• 4:22
  To
• 4:23
  make
• 4:23
  it
• 4:23
  useful
• 4:24
  by
• 4:24
  design.
• 4:25
  So
• 4:25
  it's
• 4:25
  the
• 4:25
  approach
• 4:25
  I've
• 4:26
  always
• 4:26
  wanted
• 4:26
  to
• 4:26
  take
• 4:27
  and
• 4:27
  which
• 4:28
  was
• 4:28
  a
• 4:28
  challenge
• 4:28
  for
• 4:29
  me
• 4:29
  in
• 4:29
  some
• 4:29
  contexts,
• 4:30
  which
• 4:30
  is
• 4:31
  do
• 4:31
  stuff
• 4:31
  the
• 4:31
  simplest
• 4:32
  way
• 4:32
  possible.
• 4:32
  Right.
• 4:34
  Start
• 4:35
  from
• 4:35
  the
• 4:35
  simplest
• 4:36
  possible
• 4:36
  solution.
• 4:37
  And
• 4:38
  it's
• 4:38
  led
• 4:38
  people
• 4:39
  to
• 4:39
  underestimate
• 4:40
  my
• 4:41
  understanding
• 4:41
  of
• 4:41
  the
• 4:41
  problem
• 4:42
  when
• 4:42
  I
• 4:42
  always
• 4:43
  start
• 4:43
  from
• 4:43
  let's
• 4:43
  just
• 4:44
  do
• 4:44
  the
• 4:44
  simplest
• 4:44
  thing
• 4:44
  we
• 4:44
  can.
• 4:45
  It's
• 4:45
  like
• 4:46
  you
• 4:46
  haven't
• 4:46
  understood
• 4:46
  the
• 4:46
  complexities.
• 4:47
  I
• 4:47
  know
• 4:48
  there
• 4:48
  are
• 4:48
  complexities,
• 4:49
  but
• 4:49
  let's
• 4:49
  not
• 4:50
  engineer
• 4:50
  for
• 4:50
  them
• 4:51
  until
• 4:51
  we
• 4:51
  know
• 4:51
  we
• 4:52
  need
• 4:52
  that
• 4:52
  engineering.
• 4:53
  So
• 4:53
  it's
• 4:53
  start
• 4:54
  from
• 4:54
  the
• 4:54
  really
• 4:55
  straightforward
• 4:55
  problems
• 4:56
  and
• 4:56
  do
• 4:56
  the
• 4:56
  simplest
• 4:56
  solution
• 4:57
  you've
• 4:57
  got.
• 4:58
  And
• 4:58
  I
• 4:58
  worked
• 4:59
  with
• 4:59
  a
• 4:59
  really
• 4:59
  great
• 4:59
  UX
• 5:00
  researcher
• 5:00
  at
• 5:00
  one
• 5:01
  point
• 5:01
  who
• 5:01
  pointed
• 5:01
  out
• 5:01
  that
• 5:02
  one
• 5:02
  of
• 5:02
  the
• 5:02
  things
• 5:02
  we
• 5:02
  could
• 5:02
  do
• 5:02
  was
• 5:03
  common
• 5:03
  opts
• 5:03
  and
• 5:03
  calendars
• 5:04
  and
• 5:04
  it's
• 5:05
  worked
• 5:05
  brilliantly.
• 5:05
  And
• 5:06
  so,
• 5:06
  yeah,
• 5:07
  as
• 5:07
  simple
• 5:07
  as
• 5:07
  possible.
• 5:08
  But
• 5:08
  at
• 5:08
  the
• 5:08
  same
• 5:08
  time,
• 5:09
  everything
• 5:09
  is
• 5:09
  collaborative,
• 5:10
  everything.
• 5:10
  You
• 5:10
  can
• 5:11
  get
• 5:11
  access
• 5:11
  to
• 5:12
  all
• 5:12
  the
• 5:12
  bits
• 5:12
  of
• 5:12
  information.
• 5:13
  And
• 5:13
  if
• 5:13
  you're
• 5:14
  in
• 5:14
  a
• 5:14
  different
• 5:14
  part
• 5:15
  of
• 5:15
  the
• 5:15
  tool,
• 5:15
  we
• 5:15
  might
• 5:16
  reflect
• 5:16
  it
• 5:17
  differently,
• 5:17
  There
• 5:17
  might
• 5:17
  be
• 5:17
  different
• 5:18
  styling
• 5:18
  around
• 5:18
  it,
• 5:18
  a
• 5:19
  different
• 5:19
  way
• 5:19
  that
• 5:19
  we've
• 5:20
  laid
• 5:20
  out
• 5:20
  the
• 5:20
  information,
• 5:21
  but
• 5:21
  ultimately
• 5:21
  it's
• 5:22
  the
• 5:22
  same
• 5:22
  data
• 5:22
  in
• 5:22
  the
• 5:23
  same
• 5:23
  database.
• 5:23
  So
• 5:23
  everyone's
• 5:24
  got
• 5:24
  the
• 5:25
  same
• 5:25
  context
• 5:26
  for.
• 5:26
  What
• 5:27
  they're
• 5:27
  looking
• 5:27
  at
• 5:27
  in
• 5:28
  order
• 5:28
  to
• 5:28
  develop
• 5:28
  those
• 5:29
  different
• 5:29
  pathways,
• 5:30
  looking
• 5:30
  at
• 5:30
  reporting
• 5:31
  from
• 5:31
  a
• 5:31
  different
• 5:31
  perspective
• 5:32
  that
• 5:32
  you
• 5:32
  touched
• 5:33
  on
• 5:33
  there.
• 5:33
  How
• 5:34
  did
• 5:34
  you
• 5:34
  arrive
• 5:35
  at
• 5:35
  the
• 5:35
  thinking
• 5:36
  using
• 5:36
  your
• 5:36
  concept,
• 5:37
  the
• 5:37
  simplest
• 5:37
  way
• 5:38
  possible
• 5:39
  to
• 5:39
  reflect
• 5:40
  those
• 5:41
  changes
• 5:41
  in
• 5:41
  the
• 5:41
  different
• 5:42
  ways
• 5:42
  that
• 5:42
  you
• 5:42
  can
• 5:43
  look
• 5:43
  at
• 5:43
  the
• 5:44
  data.
• 5:44
  So
• 5:44
  the
• 5:45
  reason
• 5:45
  everyone
• 5:45
  has
• 5:45
  different
• 5:46
  tools
• 5:46
  is
• 5:46
  they
• 5:46
  typically
• 5:47
  go
• 5:47
  with
• 5:47
  different
• 5:47
  departments
• 5:48
  or
• 5:48
  let's
• 5:48
  say
• 5:48
  different
• 5:48
  roles.
• 5:49
  So
• 5:49
  you've
• 5:50
  got
• 5:50
  a
• 5:50
  project
• 5:50
  manager,
• 5:50
  you've
• 5:51
  got
• 5:51
  a
• 5:51
  finance
• 5:51
  team,
• 5:51
  you've
• 5:52
  got
• 5:52
  the
• 5:52
  consultants
• 5:52
  who
• 5:53
  are
• 5:53
  doing
• 5:53
  the
• 5:53
  work.
• 5:53
  They're
• 5:54
  all
• 5:54
  going
• 5:54
  to
• 5:54
  have
• 5:55
  very
• 5:55
  different
• 5:55
  ideas
• 5:55
  of
• 5:56
  what
• 5:56
  information
• 5:56
  they
• 5:56
  need
• 5:57
  and
• 5:57
  what
• 5:57
  it
• 5:57
  should
• 5:57
  look
• 5:58
  like
• 5:58
  because
• 5:58
  they're
• 5:59
  coming
• 5:59
  from
• 5:59
  a.
• 5:59
  Trying
• 6:00
  to
• 6:00
  do
• 6:00
  different
• 6:00
  tasks,
• 6:01
  wearing
• 6:01
  different
• 6:01
  hats.
• 6:02
  So
• 6:03
  it
• 6:03
  was
• 6:03
  about
• 6:04
  thinking
• 6:04
  through
• 6:05
  from
• 6:05
  the
• 6:05
  point
• 6:06
  of
• 6:06
  view
• 6:06
  of
• 6:06
  each
• 6:06
  and
• 6:07
  still
• 6:07
  is,
• 6:07
  by
• 6:07
  the
• 6:07
  way.
• 6:07
  I
• 6:07
  don't
• 6:08
  claim
• 6:08
  I've
• 6:09
  cracked
• 6:09
  all
• 6:09
  of
• 6:09
  this
• 6:09
  yet,
• 6:10
  but
• 6:10
  the
• 6:10
  goal
• 6:11
  is
• 6:11
  to
• 6:11
  understand
• 6:12
  the
• 6:12
  viewpoint
• 6:13
  of
• 6:13
  the
• 6:13
  people
• 6:13
  using
• 6:13
  the
• 6:14
  tool
• 6:14
  and
• 6:15
  that
• 6:15
  they
• 6:15
  would
• 6:15
  have
• 6:15
  a
• 6:15
  different
• 6:16
  viewpoint
• 6:16
  and
• 6:16
  therefore
• 6:16
  they
• 6:17
  need
• 6:17
  a
• 6:17
  different
• 6:18
  style
• 6:18
  of
• 6:18
  information.
• 6:19
  Who
• 6:19
  is
• 6:20
  the
• 6:20
  sort
• 6:20
  of
• 6:20
  main
• 6:21
  user
• 6:22
  of
• 6:22
  this
• 6:22
  in
• 6:23
  particular?
• 6:23
  Where
• 6:23
  are
• 6:23
  the
• 6:23
  main
• 6:24
  problems
• 6:25
  that
• 6:25
  you
• 6:25
  saw
• 6:25
  when
• 6:26
  you
• 6:26
  were
• 6:26
  really
• 6:26
  diving
• 6:27
  into
• 6:27
  this?
• 6:28
  So
• 6:28
  one
• 6:28
  is,
• 6:29
  it's
• 6:29
  the
• 6:29
  project
• 6:29
  manager,
• 6:30
  isn't
• 6:30
  it?
• 6:30
  Because
• 6:30
  that's
• 6:30
  where
• 6:31
  all
• 6:31
  the
• 6:31
  projects
• 6:31
  coalesce.
• 6:32
  And
• 6:32
  so
• 6:32
  the
• 6:32
  project
• 6:33
  manager
• 6:33
  is
• 6:33
  the
• 6:33
  person
• 6:33
  who's
• 6:34
  fighting
• 6:34
  all
• 6:34
  the
• 6:34
  fires
• 6:35
  and
• 6:35
  trying
• 6:35
  to
• 6:35
  see
• 6:35
  across
• 6:36
  multiple
• 6:36
  projects.
• 6:37
  Usually
• 6:37
  it
• 6:37
  might,
• 6:37
  I
• 6:38
  say
• 6:38
  project
• 6:38
  manager
• 6:39
  might
• 6:39
  be
• 6:39
  the
• 6:39
  COO
• 6:39
  in
• 6:39
  some
• 6:40
  organizations.
• 6:40
  It's
• 6:41
  that
• 6:41
  kind
• 6:41
  of
• 6:41
  cross,
• 6:42
  broad
• 6:42
  cross
• 6:42
  project
• 6:43
  view
• 6:44
  that
• 6:44
  is
• 6:44
  at
• 6:44
  the
• 6:44
  heart,
• 6:45
  but
• 6:45
  also
• 6:46
  the
• 6:46
  other
• 6:46
  part
• 6:46
  of
• 6:47
  that
• 6:47
  answer
• 6:47
  that
• 6:47
  is
• 6:49
  because
• 6:49
  we're
• 6:49
  selling
• 6:49
  a
• 6:50
  little
• 6:50
  bit
• 6:50
  something
• 6:50
  to
• 6:50
  everyone.
• 6:51
  It's
• 6:52
  a
• 6:52
  massive
• 6:52
  sales
• 6:53
  problem.
• 6:53
  We
• 6:53
  haven't
• 6:53
  touched
• 6:53
  on
• 6:54
  that
• 6:54
  yet.
• 6:54
  It
• 6:54
  was
• 6:55
  an
• 6:55
  architectural
• 6:55
  issue.
• 6:56
  I
• 6:56
  think
• 6:56
  I've
• 6:57
  got
• 6:57
  a
• 6:57
  handle
• 6:57
  on
• 6:57
  some
• 6:57
  of
• 6:57
  the
• 6:58
  architectural
• 6:58
  parts
• 6:58
  of
• 6:58
  the
• 6:59
  solution,
• 6:59
  but
• 6:59
  I'm
• 7:00
  absolutely
• 7:00
  still
• 7:01
  working
• 7:01
  on
• 7:01
  the
• 7:01
  sales
• 7:02
  challenges
• 7:02
  that
• 7:02
  come
• 7:02
  with
• 7:03
  it.
• 7:03
  When
• 7:04
  you're
• 7:04
  trying
• 7:04
  to
• 7:04
  sell
• 7:04
  to
• 7:04
  everybody,.
• 7:05
  It
• 7:05
  is
• 7:05
  hard
• 7:06
  for
• 7:06
  people
• 7:06
  to
• 7:07
  imagine
• 7:07
  a
• 7:07
  single
• 7:08
  place
• 7:09
  where
• 7:09
  they
• 7:09
  can
• 7:09
  get
• 7:10
  all
• 7:10
  the
• 7:10
  information
• 7:10
  they
• 7:11
  need,
• 7:11
  whether
• 7:11
  they're
• 7:12
  finance,
• 7:12
  project,
• 7:14
  account
• 7:14
  management,
• 7:15
  whatever.
• 7:15
  It's
• 7:16
  difficult,
• 7:16
  but
• 7:17
  it's
• 7:17
  also
• 7:17
  hugely
• 7:18
  beneficial
• 7:19
  because
• 7:19
  everybody's
• 7:20
  on
• 7:20
  the
• 7:20
  same
• 7:20
  page.
• 7:21
  Right.
• 7:21
  That's
• 7:21
  the
• 7:21
  goal.
• 7:22
  You're
• 7:22
  a
• 7:23
  really
• 7:23
  great
• 7:23
  example
• 7:24
  in
• 7:25
  my
• 7:25
  mind
• 7:25
  of
• 7:26
  a
• 7:26
  true
• 7:27
  founder
• 7:27
  journey.
• 7:28
  It
• 7:28
  wasn't
• 7:29
  an
• 7:29
  all
• 7:29
  in
• 7:29
  leap
• 7:30
  from
• 7:30
  day
• 7:30
  one.
• 7:30
  You
• 7:31
  were
• 7:31
  building
• 7:31
  whilst
• 7:32
  consulting
• 7:32
  and
• 7:32
  working.
• 7:34
  And
• 7:34
  this
• 7:34
  is
• 7:34
  a
• 7:34
  common
• 7:35
  story
• 7:35
  I
• 7:35
  come
• 7:35
  across.
• 7:35
  It's
• 7:36
  not
• 7:36
  the
• 7:36
  sexy
• 7:36
  one
• 7:37
  that
• 7:37
  you
• 7:37
  hear
• 7:37
  on
• 7:37
  social
• 7:37
  media
• 7:38
  where
• 7:38
  everybody
• 7:39
  says,
• 7:39
  says,
• 7:39
  done
• 7:40
  with
• 7:40
  you,
• 7:41
  corporate
• 7:42
  overlord.
• 7:43
  People
• 7:43
  need
• 7:44
  to
• 7:44
  hear
• 7:44
  the
• 7:44
  story
• 7:45
  and
• 7:45
  the
• 7:45
  truth
• 7:46
  about
• 7:46
  juggling
• 7:46
  it
• 7:46
  all.
• 7:47
  So
• 7:47
  my
• 7:47
  question
• 7:47
  for
• 7:47
  you
• 7:48
  is
• 7:49
  for
• 7:49
  the
• 7:49
  founder
• 7:50
  who's
• 7:50
  listening
• 7:51
  or
• 7:51
  the
• 7:52
  aspiring
• 7:52
  founder
• 7:54
  who
• 7:54
  hasn't
• 7:54
  even
• 7:54
  started
• 7:55
  yet
• 7:55
  but
• 7:55
  has
• 7:55
  a
• 7:56
  great
• 7:56
  idea
• 7:57
  and
• 7:58
  they
• 7:58
  might
• 7:58
  be
• 7:58
  scared
• 7:59
  to
• 7:59
  quit
• 7:59
  their
• 7:59
  quote
• 8:00
  unquote
• 8:00
  stable
• 8:01
  job
• 8:02
  or
• 8:04
  start
• 8:04
  something
• 8:05
  alongside
• 8:06
  it.
• 8:07
  What
• 8:07
  is
• 8:08
  one,
• 8:09
  to
• 8:09
  use
• 8:09
  the
• 8:10
  phrase
• 8:11
  practical
• 8:12
  rule
• 8:12
  you
• 8:13
  could
• 8:13
  give
• 8:13
  them
• 8:13
  for
• 8:14
  working
• 8:15
  out
• 8:15
  whether
• 8:15
  they
• 8:16
  should
• 8:16
  do
• 8:16
  it,
• 8:16
  managing
• 8:17
  their
• 8:17
  time
• 8:17
  and
• 8:17
  energy.
• 8:18
  Because
• 8:19
  a
• 8:19
  lot
• 8:19
  of
• 8:19
  people
• 8:19
  talk
• 8:20
  about
• 8:20
  the
• 8:20
  daily
• 8:21
  job
• 8:21
  is
• 8:21
  the
• 8:21
  nine
• 8:21
  to
• 8:22
  five
• 8:22
  and
• 8:22
  the
• 8:22
  side
• 8:22
  hustle
• 8:23
  is
• 8:23
  the
• 8:23
  five
• 8:23
  to
• 8:23
  nine
• 8:24
  or
• 8:24
  whatever.
• 8:25
  How
• 8:25
  did
• 8:26
  you
• 8:27
  manage
• 8:28
  your
• 8:28
  time
• 8:29
  and
• 8:29
  your
• 8:30
  energy
• 8:31
  around
• 8:32
  balancing
• 8:32
  two
• 8:33
  things
• 8:33
  at
• 8:33
  the
• 8:33
  same
• 8:33
  time?
• 8:34
  And
• 8:34
  I
• 8:34
  guess,
• 8:35
  given
• 8:36
  your
• 8:36
  own
• 8:36
  experiences,
• 8:37
  what
• 8:38
  recommendation
• 8:38
  would
• 8:39
  you
• 8:39
  make
• 8:39
  to
• 8:39
  that
• 8:40
  aspiring
• 8:40
  founder
• 8:41
  or
• 8:41
  new
• 8:41
  founder
• 8:42
  who's
• 8:42
  struggling
• 8:42
  to
• 8:43
  find
• 8:43
  that
• 8:43
  balance?
• 8:44
  I
• 8:44
  live
• 8:44
  in
• 8:44
  a
• 8:44
  fairly
• 8:44
  rural
• 8:45
  part
• 8:45
  of
• 8:45
  the
• 8:45
  uk.
• 8:46
  I'm
• 8:46
  not
• 8:46
  in
• 8:46
  London.
• 8:47
  I
• 8:47
  didn't
• 8:47
  have
• 8:47
  access
• 8:48
  to
• 8:48
  a
• 8:48
  lot
• 8:48
  of
• 8:49
  the
• 8:49
  help
• 8:49
  that
• 8:49
  I
• 8:49
  was
• 8:49
  looking
• 8:50
  for
• 8:50
  and
• 8:50
  I
• 8:51
  was
• 8:51
  like,
• 8:51
  okay,
• 8:51
  I'm
• 8:52
  stuck
• 8:52
  on
• 8:52
  a
• 8:52
  lot
• 8:52
  of
• 8:52
  fronts,
• 8:53
  but
• 8:53
  I'm
• 8:53
  a
• 8:53
  developer
• 8:53
  and
• 8:54
  I
• 8:54
  know
• 8:54
  how
• 8:54
  to
• 8:54
  build
• 8:54
  things.
• 8:54
  So
• 8:55
  I
• 8:55
  started
• 8:55
  building.
• 8:56
  That
• 8:56
  was
• 8:57
  my
• 8:57
  comfort
• 8:57
  zone.
• 8:58
  It
• 8:58
  still
• 8:58
  is
• 8:58
  my
• 8:58
  comfort
• 8:59
  zone.
• 8:59
  It's
• 8:59
  where
• 8:59
  I
• 8:59
  go
• 8:59
  if
• 9:00
  I'm
• 9:00
  like,
• 9:00
  not
• 9:00
  sure
• 9:00
  what
• 9:00
  I
• 9:00
  want
• 9:01
  to
• 9:01
  do
• 9:01
  with
• 9:01
  my
• 9:01
  day,
• 9:01
  I
• 9:01
  know
• 9:01
  I
• 9:02
  have
• 9:02
  to
• 9:02
  do
• 9:02
  that,
• 9:02
  but
• 9:03
  that
• 9:03
  is
• 9:03
  absolutely
• 9:04
  and
• 9:04
  categorically
• 9:05
  not
• 9:05
  the
• 9:05
  advice
• 9:06
  I
• 9:06
  would
• 9:06
  give
• 9:06
  anyone
• 9:07
  else.
• 9:08
  And
• 9:08
  it's
• 9:08
  also,
• 9:09
  we're
• 9:10
  going
• 9:10
  to
• 9:10
  come
• 9:10
  to.
• 9:10
  I'm
• 9:10
  looking
• 9:10
  at
• 9:11
  pivot
• 9:11
  at
• 9:11
  the
• 9:11
  moment
• 9:11
  and
• 9:11
  I
• 9:12
  am
• 9:12
  going
• 9:12
  to
• 9:12
  do
• 9:12
  it
• 9:12
  differently
• 9:12
  for
• 9:13
  the
• 9:13
  pivot.
• 9:13
  So
• 9:13
  I'm
• 9:13
  going
• 9:13
  to
• 9:13
  take
• 9:14
  my
• 9:14
  own
• 9:14
  advice
• 9:14
  as
• 9:14
  well.
• 9:15
  Do
• 9:15
  what
• 9:15
  I'm
• 9:16
  planning,
• 9:16
  not
• 9:16
  what
• 9:16
  I
• 9:16
  did,
• 9:16
  because
• 9:17
  it
• 9:17
  doesn't
• 9:17
  work.
• 9:17
  That
• 9:17
  whole
• 9:18
  thing,
• 9:18
  build
• 9:18
  it
• 9:18
  and
• 9:18
  they
• 9:18
  will
• 9:19
  come.
• 9:20
  You
• 9:20
  can
• 9:20
  build
• 9:20
  a
• 9:20
  lot
• 9:21
  and
• 9:21
  they
• 9:21
  won't
• 9:21
  come.
• 9:21
  They
• 9:21
  need
• 9:22
  to
• 9:22
  know
• 9:22
  about
• 9:23
  it.
• 9:23
  They
• 9:23
  need
• 9:23
  to
• 9:23
  know
• 9:24
  why
• 9:24
  it's
• 9:24
  so
• 9:24
  great
• 9:25
  and
• 9:25
  why
• 9:25
  it's
• 9:25
  so
• 9:25
  valuable
• 9:26
  to
• 9:26
  them.
• 9:27
  Yeah,
• 9:27
  so
• 9:28
  there
• 9:28
  was
• 9:28
  what
• 9:28
  I
• 9:28
  did
• 9:28
  and
• 9:29
  then
• 9:29
  there's
• 9:29
  what
• 9:29
  I
• 9:29
  would
• 9:30
  do.
• 9:30
  Now
• 9:31
  I
• 9:31
  don't
• 9:31
  have
• 9:31
  kids.
• 9:32
  If
• 9:32
  you've
• 9:32
  got
• 9:33
  a
• 9:33
  family,
• 9:33
  it's
• 9:34
  much
• 9:34
  harder
• 9:34
  to
• 9:34
  make
• 9:34
  that
• 9:35
  side
• 9:35
  time.
• 9:36
  So
• 9:36
  I
• 9:37
  don't
• 9:37
  have
• 9:37
  kids.
• 9:37
  I
• 9:37
  was
• 9:38
  able
• 9:38
  to
• 9:38
  manage
• 9:38
  my
• 9:38
  work
• 9:39
  so
• 9:39
  that
• 9:39
  I
• 9:39
  have
• 9:40
  time
• 9:40
  in
• 9:40
  the
• 9:40
  day
• 9:40
  to
• 9:41
  do
• 9:41
  extra
• 9:41
  things.
• 9:42
  The
• 9:42
  advice
• 9:42
  I'm
• 9:42
  going
• 9:43
  to
• 9:43
  give
• 9:43
  or
• 9:43
  what
• 9:43
  should
• 9:43
  work
• 9:44
  for
• 9:44
  you
• 9:44
  even
• 9:44
  a
• 9:44
  bit
• 9:45
  if
• 9:45
  you've
• 9:45
  still
• 9:45
  got
• 9:46
  commitments.
• 9:46
  Because
• 9:46
  it's
• 9:47
  not
• 9:47
  a
• 9:47
  big
• 9:47
  time
• 9:47
  commitment
• 9:48
  necessarily.
• 9:49
  It's
• 9:50
  go
• 9:50
  to
• 9:50
  networking
• 9:51
  events.
• 9:51
  And
• 9:51
  I
• 9:51
  say
• 9:52
  this
• 9:52
  as
• 9:52
  someone
• 9:52
  who
• 9:52
  hates
• 9:53
  networking
• 9:53
  events
• 9:53
  and
• 9:54
  hates
• 9:54
  going
• 9:54
  out
• 9:54
  and
• 9:54
  socializing
• 9:55
  with
• 9:55
  people.
• 9:56
  But
• 9:56
  if
• 9:56
  you
• 9:57
  want
• 9:57
  a
• 9:57
  business,
• 9:58
  at
• 9:58
  some
• 9:58
  point
• 9:58
  you're
• 9:59
  going
• 9:59
  to
• 9:59
  have
• 9:59
  to
• 9:59
  go
• 9:59
  out
• 9:59
  and
• 9:59
  start
• 9:59
  talking
• 10:00
  about
• 10:00
  it.
• 10:00
  And
• 10:01
  what
• 10:01
  a
• 10:01
  lot
• 10:01
  of
• 10:01
  people
• 10:01
  feel
• 10:02
  more
• 10:02
  comfortable
• 10:02
  with,
• 10:02
  and
• 10:02
  that
• 10:03
  absolutely
• 10:03
  includes
• 10:03
  me,
• 10:04
  is
• 10:04
  you
• 10:05
  build
• 10:05
  it
• 10:05
  first
• 10:05
  and
• 10:05
  then
• 10:05
  you
• 10:06
  can
• 10:06
  go
• 10:06
  and
• 10:06
  take
• 10:06
  this
• 10:06
  thing
• 10:06
  and
• 10:07
  show
• 10:07
  it
• 10:07
  to
• 10:07
  people
• 10:07
  when
• 10:07
  you
• 10:07
  talk
• 10:08
  to
• 10:08
  them
• 10:08
  about
• 10:08
  it.
• 10:09
  And
• 10:09
  actually
• 10:10
  that's
• 10:11
  not
• 10:11
  what
• 10:11
  I
• 10:12
  would
• 10:12
  do
• 10:13
  if
• 10:13
  I
• 10:13
  was
• 10:13
  starting
• 10:14
  over.
• 10:14
  Because
• 10:16
  when
• 10:16
  you
• 10:16
  talk
• 10:16
  to
• 10:17
  people,
• 10:17
  you
• 10:17
  generally
• 10:18
  just
• 10:18
  have
• 10:18
  your
• 10:18
  hands
• 10:18
  to
• 10:18
  wave,
• 10:19
  right?
• 10:19
  You
• 10:19
  don't
• 10:19
  tend
• 10:19
  to
• 10:19
  take
• 10:20
  your
• 10:20
  laptop
• 10:20
  and
• 10:20
  show
• 10:20
  them
• 10:21
  a
• 10:21
  demo
• 10:21
  of
• 10:21
  this
• 10:21
  wonderful
• 10:22
  shiny
• 10:22
  software.
• 10:23
  You
• 10:23
  might
• 10:23
  send
• 10:23
  them
• 10:23
  a
• 10:24
  link
• 10:24
  to
• 10:24
  it
• 10:24
  maybe.
• 10:25
  But
• 10:25
  you
• 10:25
  know
• 10:26
  what?
• 10:26
  If
• 10:26
  all
• 10:26
  you
• 10:26
  send
• 10:26
  them
• 10:27
  a
• 10:27
  link
• 10:27
  to
• 10:27
  is
• 10:27
  a
• 10:27
  landing
• 10:28
  page,
• 10:28
  which
• 10:28
  is
• 10:28
  give
• 10:29
  me
• 10:29
  your
• 10:29
  email
• 10:29
  address
• 10:29
  and
• 10:29
  sign
• 10:30
  up.
• 10:30
  If
• 10:30
  you're
• 10:30
  interested
• 10:31
  in.
• 10:31
  That's
• 10:31
  plenty
• 10:32
  to
• 10:32
  get
• 10:32
  started
• 10:32
  with.
• 10:33
  So
• 10:33
  the
• 10:33
  advice
• 10:33
  would,
• 10:34
  especially
• 10:34
  if
• 10:34
  you're
• 10:34
  short
• 10:34
  on
• 10:34
  time,
• 10:35
  even
• 10:35
  more
• 10:35
  if
• 10:35
  you're
• 10:35
  short
• 10:36
  on
• 10:36
  time
• 10:36
  and
• 10:37
  even
• 10:37
  if,
• 10:37
  like
• 10:38
  me,
• 10:38
  you
• 10:38
  have
• 10:38
  the
• 10:39
  skills
• 10:39
  to
• 10:39
  build
• 10:39
  yourself,
• 10:40
  because
• 10:40
  if
• 10:40
  you
• 10:40
  need
• 10:41
  to
• 10:41
  hire
• 10:41
  to
• 10:42
  to
• 10:42
  build,
• 10:42
  that
• 10:43
  might
• 10:43
  put
• 10:43
  you
• 10:43
  off
• 10:43
  as
• 10:44
  well.
• 10:44
  But
• 10:45
  even
• 10:45
  if
• 10:45
  you've
• 10:45
  got
• 10:45
  the
• 10:46
  skills
• 10:46
  to
• 10:46
  start
• 10:46
  building,
• 10:47
  don't
• 10:48
  start
• 10:48
  there.
• 10:48
  Start
• 10:49
  with
• 10:49
  talking
• 10:49
  to
• 10:49
  customers,
• 10:50
  potential
• 10:50
  customers,
• 10:51
  other
• 10:51
  people
• 10:51
  building
• 10:52
  things
• 10:52
  like
• 10:52
  you,
• 10:53
  people
• 10:53
  who
• 10:53
  work
• 10:54
  in
• 10:54
  the
• 10:54
  industry
• 10:54
  you're
• 10:54
  trying
• 10:54
  to
• 10:55
  sell
• 10:55
  to.
• 10:56
  Go
• 10:56
  out
• 10:56
  and
• 10:56
  do
• 10:57
  those
• 10:57
  networking,
• 10:58
  have
• 10:58
  those
• 10:58
  conversations
• 10:59
  and
• 10:59
  just
• 11:00
  try
• 11:00
  your.
• 11:00
  This
• 11:00
  is
• 11:01
  your
• 11:01
  pitch
• 11:01
  around.
• 11:01
  This
• 11:02
  is
• 11:02
  the
• 11:02
  problem
• 11:02
  I'm
• 11:02
  solving.
• 11:03
  Is
• 11:04
  it
• 11:04
  a
• 11:04
  problem
• 11:04
  for
• 11:04
  you?
• 11:04
  How
• 11:05
  do
• 11:05
  you
• 11:05
  solve
• 11:05
  it
• 11:05
  today?
• 11:05
  How
• 11:06
  would
• 11:06
  you
• 11:06
  like
• 11:06
  to
• 11:06
  solve
• 11:07
  it
• 11:07
  better?
• 11:08
  That
• 11:08
  is
• 11:08
  the
• 11:08
  space
• 11:09
  is
• 11:09
  where
• 11:10
  I
• 11:10
  would
• 11:10
  recommend
• 11:10
  you
• 11:11
  start.
• 11:11
  It's
• 11:11
  not
• 11:11
  where
• 11:12
  I
• 11:12
  started.
• 11:12
  What
• 11:12
  you're
• 11:13
  suggesting,
• 11:13
  if
• 11:14
  I
• 11:14
  understand
• 11:14
  correctly,
• 11:15
  is
• 11:15
  work
• 11:15
  out
• 11:16
  what
• 11:16
  problem
• 11:16
  you
• 11:17
  think
• 11:17
  you're
• 11:17
  trying
• 11:17
  to
• 11:17
  solve.
• 11:18
  Go
• 11:18
  and
• 11:18
  talk
• 11:19
  to
• 11:19
  the
• 11:19
  people
• 11:19
  who
• 11:19
  you
• 11:20
  think
• 11:20
  have
• 11:20
  it,
• 11:21
  find
• 11:22
  out
• 11:23
  whether
• 11:23
  they
• 11:24
  really
• 11:24
  is
• 11:25
  the
• 11:25
  problem
• 11:26
  they're
• 11:26
  trying
• 11:26
  to
• 11:26
  solve
• 11:28
  and
• 11:29
  give
• 11:29
  them
• 11:29
  an
• 11:29
  opportunity
• 11:30
  to
• 11:30
  show
• 11:31
  interest
• 11:31
  in
• 11:31
  that
• 11:32
  particular
• 11:32
  thing.
• 11:33
  Have
• 11:33
  those
• 11:33
  conversations
• 11:34
  before
• 11:35
  you
• 11:36
  dive
• 11:36
  into
• 11:36
  the
• 11:37
  code.
• 11:37
  Whether
• 11:37
  you
• 11:38
  are
• 11:38
  the
• 11:38
  technical
• 11:38
  person.
• 11:39
  I
• 11:39
  like
• 11:40
  you
• 11:40
  love
• 11:40
  diving
• 11:41
  into
• 11:41
  creating
• 11:41
  things.
• 11:42
  It's
• 11:42
  fun,
• 11:43
  but
• 11:43
  equally
• 11:44
  well,
• 11:44
  sometimes
• 11:44
  you
• 11:44
  have
• 11:45
  to
• 11:45
  have
• 11:45
  that.
• 11:45
  And
• 11:46
  we
• 11:46
  all
• 11:46
  do,
• 11:46
  we
• 11:46
  all
• 11:47
  love
• 11:47
  that
• 11:47
  idea.
• 11:47
  But
• 11:48
  the
• 11:49
  analogy
• 11:49
  I
• 11:49
  always
• 11:50
  use
• 11:50
  is
• 11:51
  it's
• 11:51
  better
• 11:52
  to
• 11:52
  find
• 11:52
  out
• 11:52
  things
• 11:53
  from
• 11:53
  A
• 11:53
  couple
• 11:53
  of
• 11:53
  people
• 11:54
  that
• 11:55
  you
• 11:55
  may
• 11:55
  be
• 11:56
  approaching
• 11:56
  the
• 11:56
  problem
• 11:56
  in
• 11:56
  the
• 11:57
  wrong
• 11:57
  way
• 11:59
  before
• 11:59
  you.
• 12:00
  You
• 12:00
  put
• 12:00
  your
• 12:01
  heart
• 12:01
  and
• 12:01
  soul
• 12:01
  into
• 12:01
  building
• 12:02
  that
• 12:02
  thing
• 12:03
  than
• 12:03
  it
• 12:03
  is
• 12:03
  to
• 12:04
  find
• 12:04
  out
• 12:05
  that
• 12:05
  you're
• 12:06
  completely
• 12:06
  on
• 12:06
  the
• 12:06
  wrong
• 12:07
  track.
• 12:07
  If
• 12:07
  you
• 12:07
  think
• 12:07
  you
• 12:08
  have
• 12:08
  a
• 12:08
  great
• 12:08
  idea,
• 12:09
  you
• 12:10
  could
• 12:10
  always
• 12:10
  share
• 12:10
  it
• 12:11
  on
• 12:11
  LinkedIn
• 12:11
  or
• 12:11
  Facebook
• 12:12
  or
• 12:12
  whatever
• 12:12
  and
• 12:13
  just
• 12:13
  be
• 12:13
  honest
• 12:13
  about
• 12:13
  it
• 12:14
  and
• 12:14
  say
• 12:14
  I've
• 12:14
  got
• 12:14
  this
• 12:15
  particular
• 12:15
  idea.
• 12:16
  I'm
• 12:16
  looking
• 12:16
  at
• 12:17
  helping
• 12:17
  A,
• 12:18
  B
• 12:18
  and
• 12:18
  C.
• 12:20
  This
• 12:20
  is
• 12:20
  the
• 12:20
  problem
• 12:20
  I
• 12:21
  think
• 12:21
  they're
• 12:21
  having.
• 12:21
  I'd
• 12:22
  love
• 12:22
  to
• 12:22
  talk
• 12:22
  to
• 12:23
  five,
• 12:23
  ten
• 12:24
  of
• 12:24
  these
• 12:24
  people.
• 12:24
  If
• 12:25
  you
• 12:25
  could
• 12:25
  please
• 12:25
  share
• 12:26
  or
• 12:26
  drop
• 12:27
  me
• 12:27
  a
• 12:27
  direct
• 12:27
  message
• 12:28
  and
• 12:28
  we
• 12:28
  could
• 12:29
  arrange
• 12:29
  a
• 12:29
  15
• 12:29
  minute
• 12:30
  chat.
• 12:31
  It
• 12:31
  can
• 12:31
  give
• 12:31
  you
• 12:32
  a
• 12:32
  lot
• 12:32
  of
• 12:32
  information
• 12:34
  and
• 12:34
  if
• 12:34
  that
• 12:34
  seems
• 12:35
  too
• 12:35
  scary,
• 12:36
  one
• 12:36
  other
• 12:36
  thing
• 12:36
  that
• 12:37
  you
• 12:37
  can
• 12:37
  do
• 12:37
  is
• 12:37
  go
• 12:37
  on
• 12:38
  Reddit
• 12:38
  or
• 12:39
  various
• 12:40
  forums
• 12:40
  and
• 12:41
  see
• 12:41
  what
• 12:41
  people
• 12:41
  are
• 12:41
  complaining
• 12:42
  about.
• 12:42
  There's
• 12:43
  always
• 12:43
  a
• 12:43
  way
• 12:43
  is
• 12:43
  my
• 12:43
  point
• 12:44
  and
• 12:44
  Sarah's
• 12:44
  absolutely
• 12:45
  right.
• 12:46
  Try
• 12:46
  and
• 12:46
  have
• 12:46
  those
• 12:47
  conversations
• 12:47
  early
• 12:48
  so
• 12:48
  that
• 12:48
  you
• 12:49
  can,
• 12:49
  especially
• 12:50
  if
• 12:50
  you
• 12:50
  have
• 12:50
  kids.
• 12:50
  I
• 12:50
  don't
• 12:51
  have
• 12:51
  kids
• 12:51
  either.
• 12:51
  But
• 12:52
  especially
• 12:53
  if
• 12:53
  you
• 12:53
  have
• 12:53
  a
• 12:53
  lot
• 12:54
  to
• 12:54
  juggle,
• 12:54
  it
• 12:54
  can
• 12:54
  give
• 12:55
  you
• 12:55
  that
• 12:55
  little
• 12:55
  bit
• 12:56
  of
• 12:56
  clarity
• 12:56
  that's
• 12:56
  amazing,
• 12:57
  Sarah,
• 12:58
  and
• 12:58
  that's
• 13:00
  very
• 13:00
  honest
• 13:01
  and
• 13:01
  helpful.
• 13:03
  So
• 13:04
  you
• 13:05
  have
• 13:05
  a
• 13:05
  unique
• 13:05
  perspective,
• 13:06
  I
• 13:06
  believe
• 13:07
  shaped
• 13:07
  by
• 13:08
  personal
• 13:09
  resilience,
• 13:09
  including
• 13:11
  being
• 13:11
  a
• 13:11
  cancer
• 13:11
  survivor
• 13:12
  yourself.
• 13:13
  And
• 13:14
  that
• 13:14
  clearly
• 13:15
  has
• 13:16
  driven
• 13:16
  you
• 13:16
  to
• 13:17
  be
• 13:17
  very
• 13:17
  inspiring
• 13:18
  and
• 13:18
  mission
• 13:18
  focused.
• 13:19
  You
• 13:19
  don't
• 13:20
  have
• 13:20
  said
• 13:20
  that.
• 13:20
  You
• 13:20
  mentioned
• 13:21
  when
• 13:21
  we
• 13:22
  spoke
• 13:23
  about
• 13:23
  how
• 13:24
  personal
• 13:24
  resilience
• 13:25
  changed
• 13:26
  your
• 13:26
  perspective.
• 13:28
  How
• 13:28
  did
• 13:29
  facing
• 13:30
  major
• 13:30
  life
• 13:30
  events
• 13:31
  create
• 13:31
  the
• 13:31
  clarity
• 13:32
  and
• 13:32
  focus
• 13:33
  you
• 13:33
  needed
• 13:33
  to
• 13:34
  transition
• 13:36
  from
• 13:36
  that
• 13:37
  secure
• 13:37
  corporate
• 13:38
  role
• 13:39
  to
• 13:39
  do
• 13:39
  more
• 13:40
  free,
• 13:40
  but
• 13:40
  in
• 13:40
  also
• 13:41
  many
• 13:41
  ways
• 13:41
  a
• 13:41
  more
• 13:42
  challenging,
• 13:42
  mission
• 13:42
  driven
• 13:43
  path?
• 13:44
  There
• 13:44
  were
• 13:44
  so
• 13:44
  many
• 13:45
  things
• 13:45
  I
• 13:45
  was
• 13:45
  scared
• 13:45
  of
• 13:46
  and
• 13:46
  mostly
• 13:46
  around
• 13:47
  people
• 13:47
  in
• 13:47
  talking
• 13:47
  to
• 13:47
  people,
• 13:48
  going
• 13:48
  out,
• 13:48
  networking,
• 13:49
  all
• 13:49
  that
• 13:49
  stuff's.
• 13:50
  It's
• 13:51
  scary
• 13:51
  going
• 13:51
  out
• 13:52
  and
• 13:52
  exposing
• 13:53
  your
• 13:53
  ideas
• 13:54
  before
• 13:54
  you've
• 13:55
  properly
• 13:56
  finished
• 13:57
  them
• 13:57
  as
• 13:57
  well.
• 13:57
  Feels
• 13:58
  like
• 13:58
  people
• 13:58
  might
• 13:59
  be
• 13:59
  quite
• 13:59
  critical.
• 14:00
  There's
• 14:00
  the
• 14:00
  self
• 14:01
  critic
• 14:01
  in
• 14:01
  your
• 14:01
  brain
• 14:01
  anyway
• 14:02
  all
• 14:02
  the
• 14:02
  time.
• 14:02
  But
• 14:02
  yeah,
• 14:03
  you
• 14:03
  get
• 14:03
  scared.
• 14:03
  That's
• 14:04
  all
• 14:04
  the
• 14:04
  feedback
• 14:04
  you're
• 14:04
  going
• 14:05
  to
• 14:05
  get.
• 14:06
  So
• 14:06
  it
• 14:06
  was,
• 14:06
  I
• 14:07
  guess
• 14:07
  it
• 14:07
  was
• 14:07
  like,
• 14:08
  yeah,
• 14:08
  I'm
• 14:08
  scared
• 14:08
  but
• 14:09
  I'm
• 14:09
  gonna
• 14:09
  do
• 14:09
  this
• 14:09
  anyway.
• 14:10
  I
• 14:10
  think
• 14:10
  that
• 14:10
  was
• 14:11
  how
• 14:11
  I
• 14:11
  changed
• 14:12
  and
• 14:12
  it
• 14:12
  wasn't
• 14:12
  less
• 14:13
  scared.
• 14:13
  I
• 14:14
  was
• 14:14
  just.
• 14:14
  It's
• 14:15
  not
• 14:15
  a
• 14:15
  good
• 14:15
  enough
• 14:15
  reason
• 14:16
  to
• 14:16
  not
• 14:16
  do
• 14:16
  the
• 14:16
  things
• 14:16
  you
• 14:17
  really
• 14:17
  want
• 14:17
  to
• 14:17
  do.
• 14:18
  So
• 14:18
  did
• 14:19
  it
• 14:19
  going
• 14:20
  through
• 14:20
  the
• 14:21
  challenges
• 14:21
  you've
• 14:22
  gone
• 14:22
  through,
• 14:22
  did
• 14:23
  that
• 14:23
  give
• 14:23
  you
• 14:24
  greater
• 14:24
  clarity?
• 14:25
  Did
• 14:25
  it
• 14:25
  give
• 14:25
  you
• 14:26
  any
• 14:26
  clarity
• 14:26
  in
• 14:26
  particular
• 14:27
  you
• 14:27
  talked
• 14:28
  about
• 14:28
  effectively?
• 14:29
  Fear
• 14:30
  isn't
• 14:30
  the,
• 14:31
  isn't
• 14:31
  a
• 14:31
  reason
• 14:32
  not
• 14:32
  to
• 14:32
  do
• 14:32
  it.
• 14:33
  Was
• 14:33
  there
• 14:34
  any
• 14:34
  sort
• 14:34
  of
• 14:34
  clarity
• 14:34
  that
• 14:35
  you
• 14:35
  got
• 14:35
  going
• 14:35
  through
• 14:35
  that
• 14:36
  journey
• 14:36
  that
• 14:36
  maybe
• 14:36
  you
• 14:36
  didn't
• 14:37
  have
• 14:37
  before.
• 14:37
  The
• 14:37
  clarity
• 14:39
  point
• 14:39
  for
• 14:39
  me
• 14:39
  came
• 14:40
  when
• 14:40
  I
• 14:40
  realized
• 14:41
  because
• 14:41
  one
• 14:41
  of
• 14:41
  the
• 14:41
  things
• 14:42
  when
• 14:42
  you
• 14:42
  work
• 14:42
  for
• 14:42
  yourself
• 14:43
  once
• 14:43
  I
• 14:43
  went
• 14:44
  quit
• 14:44
  the
• 14:44
  corporate
• 14:44
  world,
• 14:45
  as
• 14:45
  it
• 14:45
  were,
• 14:45
  and
• 14:45
  had
• 14:45
  full
• 14:46
  time,
• 14:46
  is
• 14:46
  you
• 14:47
  can
• 14:47
  do
• 14:47
  side
• 14:47
  things,
• 14:48
  right?
• 14:48
  You
• 14:48
  don't
• 14:48
  have
• 14:48
  to
• 14:48
  just
• 14:49
  do
• 14:49
  the
• 14:49
  project,
• 14:50
  you
• 14:50
  can
• 14:51
  do
• 14:51
  stuff.
• 14:51
  And
• 14:51
  I'm
• 14:51
  on
• 14:52
  the
• 14:52
  board
• 14:52
  of
• 14:52
  an
• 14:53
  education
• 14:53
  related
• 14:54
  organization.
• 14:55
  I'm
• 14:55
  involved
• 14:55
  in
• 14:56
  some
• 14:56
  dev
• 14:56
  communities,
• 14:57
  I
• 14:57
  get
• 14:57
  involved
• 14:58
  in
• 14:58
  women
• 14:58
  in
• 14:58
  STEM
• 14:58
  activities
• 14:59
  and
• 14:59
  there's
• 14:59
  loads
• 15:00
  of
• 15:00
  things
• 15:00
  I
• 15:00
  was
• 15:00
  doing
• 15:01
  and
• 15:01
  I
• 15:02
  was
• 15:02
  like,
• 15:02
  they're
• 15:02
  all
• 15:02
  a
• 15:02
  bit
• 15:03
  different.
• 15:03
  I
• 15:03
  wasn't
• 15:04
  spotting
• 15:04
  the
• 15:04
  theme.
• 15:04
  And
• 15:05
  then
• 15:05
  I
• 15:05
  did
• 15:05
  spot
• 15:05
  the
• 15:05
  theme
• 15:06
  and
• 15:06
  that
• 15:06
  was
• 15:06
  the
• 15:06
  moment
• 15:06
  of
• 15:07
  clarity,
• 15:07
  which
• 15:07
  is
• 15:07
  the
• 15:07
  theme's
• 15:08
  inclusivity
• 15:10
  particularly.
• 15:10
  That's
• 15:11
  most
• 15:11
  obvious
• 15:12
  when
• 15:12
  I
• 15:12
  think
• 15:12
  about
• 15:12
  it.
• 15:13
  Traditionally,
• 15:14
  people
• 15:14
  like
• 15:14
  a
• 15:14
  comp
• 15:14
  Sci
• 15:15
  degree
• 15:15
  for
• 15:15
  it,
• 15:15
  but
• 15:15
  there's
• 15:16
  actually
• 15:16
  no
• 15:16
  reason.
• 15:16
  I
• 15:16
  know
• 15:17
  plenty
• 15:17
  of
• 15:17
  really
• 15:18
  strong
• 15:18
  developers
• 15:18
  who
• 15:19
  don't
• 15:19
  have
• 15:19
  a
• 15:19
  comp
• 15:19
  Sci
• 15:19
  degree.
• 15:20
  My
• 15:21
  own
• 15:21
  degree
• 15:21
  is
• 15:21
  engineering,
• 15:21
  but
• 15:22
  I
• 15:22
  actually
• 15:22
  even
• 15:22
  know
• 15:22
  some
• 15:23
  who
• 15:23
  came
• 15:23
  through
• 15:24
  boot
• 15:24
  camps
• 15:24
  or
• 15:25
  even
• 15:25
  self
• 15:25
  taught.
• 15:26
  It's
• 15:27
  perfectly
• 15:27
  possible
• 15:27
  to
• 15:27
  be
• 15:28
  a
• 15:28
  really
• 15:28
  good
• 15:28
  developer
• 15:29
  without
• 15:29
  doing
• 15:29
  a
• 15:30
  comp
• 15:30
  sci
• 15:30
  degree.
• 15:31
  And
• 15:31
  that
• 15:31
  means
• 15:31
  it
• 15:32
  should
• 15:32
  be
• 15:33
  a
• 15:33
  route
• 15:33
  for
• 15:34
  social
• 15:34
  mobility,
• 15:34
  right?
• 15:35
  Anyone
• 15:35
  should
• 15:35
  be
• 15:35
  able
• 15:36
  to
• 15:36
  break
• 15:36
  into
• 15:36
  this
• 15:36
  industry.
• 15:37
  It's
• 15:37
  not
• 15:38
  like
• 15:38
  law
• 15:38
  or
• 15:38
  medicine.
• 15:39
  We've
• 15:39
  absolutely
• 15:39
  got
• 15:40
  to
• 15:40
  have
• 15:40
  the
• 15:40
  degree
• 15:40
  route
• 15:41
  and
• 15:41
  so
• 15:42
  it
• 15:42
  should
• 15:42
  be
• 15:42
  accessible
• 15:43
  to
• 15:43
  lots
• 15:43
  of
• 15:43
  people.
• 15:44
  And
• 15:44
  in
• 15:44
  the
• 15:44
  UK
• 15:45
  we're
• 15:45
  not
• 15:46
  doing
• 15:46
  quite
• 15:47
  well
• 15:47
  enough
• 15:47
  at
• 15:48
  encouraging
• 15:50
  different
• 15:50
  routes
• 15:50
  into
• 15:51
  careers.
• 15:52
  So
• 15:52
  that
• 15:52
  was
• 15:52
  one
• 15:52
  of
• 15:52
  the
• 15:52
  things
• 15:53
  that
• 15:53
  I
• 15:53
  started
• 15:53
  realizing,
• 15:54
  actually.
• 15:54
  Almost
• 15:54
  everything
• 15:55
  I
• 15:55
  do
• 15:55
  is
• 15:56
  around
• 15:56
  inclusivity
• 15:58
  and
• 15:58
  encouraging
• 15:58
  people
• 15:59
  to
• 15:59
  think
• 15:59
  in
• 16:00
  lots
• 16:00
  of
• 16:00
  ways
• 16:01
  about
• 16:01
  their
• 16:02
  opportunities
• 16:03
  without
• 16:03
  being
• 16:04
  limited
• 16:04
  by
• 16:04
  where
• 16:04
  they
• 16:05
  come
• 16:05
  from
• 16:05
  or
• 16:05
  where
• 16:06
  they
• 16:06
  started.
• 16:07
  When
• 16:07
  you
• 16:07
  say
• 16:08
  inclusivity
• 16:09
  getting
• 16:09
  into
• 16:10
  tea
• 16:11
  coding,
• 16:12
  what
• 16:12
  do
• 16:13
  you
• 16:13
  think
• 16:13
  could
• 16:14
  be
• 16:14
  done
• 16:14
  to
• 16:15
  make
• 16:15
  it
• 16:15
  better?
• 16:17
  There's
• 16:17
  a
• 16:17
  really
• 16:17
  important
• 16:18
  thing
• 16:18
  I
• 16:19
  think
• 16:19
  we
• 16:19
  should
• 16:19
  be
• 16:20
  doing,
• 16:20
  but
• 16:20
  problem
• 16:20
  one
• 16:20
  is
• 16:21
  we
• 16:21
  should
• 16:21
  be
• 16:21
  trying.
• 16:21
  At
• 16:22
  least
• 16:22
  teenagers
• 16:23
  nowadays,
• 16:24
  they're
• 16:24
  never
• 16:24
  off
• 16:25
  their
• 16:25
  phones,
• 16:25
  right?
• 16:25
  They're
• 16:25
  on
• 16:26
  them
• 16:26
  all
• 16:26
  the
• 16:26
  time.
• 16:26
  They're
• 16:27
  gaming,
• 16:27
  they're
• 16:27
  doing
• 16:27
  social
• 16:27
  media,
• 16:28
  they're
• 16:28
  doing
• 16:28
  this,
• 16:28
  that
• 16:28
  and
• 16:28
  the
• 16:29
  other.
• 16:29
  And
• 16:30
  somehow
• 16:30
  they
• 16:30
  don't
• 16:31
  seem
• 16:31
  to
• 16:31
  make
• 16:31
  the
• 16:31
  connection
• 16:32
  that
• 16:32
  this
• 16:32
  is
• 16:32
  a
• 16:32
  potential
• 16:33
  career
• 16:33
  and
• 16:33
  potentially
• 16:34
  a
• 16:34
  career
• 16:34
  they
• 16:34
  might
• 16:35
  love.
• 16:35
  And
• 16:35
  if
• 16:35
  they're
• 16:36
  really
• 16:36
  enjoying
• 16:36
  the
• 16:36
  gaming
• 16:37
  and
• 16:37
  the
• 16:37
  social
• 16:37
  media,
• 16:38
  oh
• 16:38
  yeah,
• 16:39
  they
• 16:39
  might
• 16:39
  think
• 16:39
  about
• 16:40
  a
• 16:40
  career
• 16:40
  as
• 16:40
  an
• 16:40
  influencer,
• 16:41
  but
• 16:41
  they
• 16:41
  don't
• 16:41
  think
• 16:42
  about,
• 16:42
  hey,
• 16:42
  there's
• 16:42
  this
• 16:43
  whole
• 16:44
  set
• 16:45
  of
• 16:45
  technologies
• 16:45
  that
• 16:46
  are
• 16:46
  enabling
• 16:47
  and
• 16:47
  empowering
• 16:48
  people
• 16:48
  to
• 16:48
  play
• 16:48
  games
• 16:48
  and
• 16:49
  make
• 16:49
  social
• 16:49
  media
• 16:49
  posts
• 16:50
  and
• 16:50
  building
• 16:51
  them
• 16:51
  can
• 16:51
  be
• 16:51
  fun
• 16:52
  as
• 16:52
  well,
• 16:52
  right.
• 16:53
  Not
• 16:54
  everyone
• 16:54
  maybe
• 16:55
  has
• 16:55
  the
• 16:55
  right
• 16:55
  extroversion
• 16:56
  to
• 16:56
  be
• 16:56
  an
• 16:56
  influencer.
• 16:57
  I
• 16:57
  don't
• 16:57
  know,
• 16:58
  I'm
• 16:58
  not
• 16:58
  sure
• 16:58
  I'm
• 16:59
  one
• 16:59
  of
• 16:59
  them.
• 16:59
  But
• 17:00
  everyone
• 17:00
  can
• 17:00
  play
• 17:01
  some
• 17:01
  part
• 17:01
  somewhere
• 17:01
  in
• 17:02
  that
• 17:02
  infrastructure
• 17:03
  and
• 17:03
  kids
• 17:04
  today,
• 17:04
  teenagers,
• 17:05
  really
• 17:05
  don't
• 17:05
  think
• 17:06
  about
• 17:06
  that
• 17:06
  possibility
• 17:07
  and
• 17:07
  somehow
• 17:07
  we
• 17:08
  are
• 17:08
  not
• 17:08
  educating
• 17:09
  them
• 17:09
  that,
• 17:11
  A
• 17:11
  it's
• 17:11
  possible,
• 17:11
  B
• 17:12
  it's
• 17:12
  fun,
• 17:12
  C,
• 17:13
  it's
• 17:13
  interesting.
• 17:14
  All
• 17:14
  those
• 17:14
  good
• 17:15
  things.
• 17:15
  We're
• 17:16
  missing
• 17:16
  that
• 17:16
  trick
• 17:16
  for
• 17:16
  sure.
• 17:17
  Just
• 17:17
  touching
• 17:17
  on
• 17:18
  your
• 17:18
  point
• 17:18
  about
• 17:18
  how
• 17:19
  people
• 17:19
  are
• 17:20
  glued
• 17:20
  to
• 17:20
  phones
• 17:20
  for
• 17:21
  the
• 17:21
  most
• 17:21
  part,
• 17:22
  whatever
• 17:22
  they're
• 17:22
  doing
• 17:22
  on
• 17:23
  their
• 17:23
  gaming,
• 17:24
  social
• 17:24
  media,
• 17:24
  etc.
• 17:25
  I
• 17:26
  don't
• 17:26
  necessarily
• 17:26
  have
• 17:27
  the
• 17:27
  answer,
• 17:27
  but
• 17:27
  I
• 17:27
  do
• 17:28
  think
• 17:28
  that
• 17:28
  you're
• 17:29
  right
• 17:29
  in
• 17:29
  the
• 17:29
  sense
• 17:30
  that
• 17:30
  all
• 17:30
  people
• 17:31
  see
• 17:32
  by
• 17:32
  default
• 17:33
  are
• 17:33
  the
• 17:34
  extroverts
• 17:35
  on
• 17:35
  social
• 17:35
  media,
• 17:36
  the
• 17:36
  influencers,
• 17:37
  etc.
• 17:38
  Because
• 17:38
  by
• 17:38
  virtue
• 17:39
  of
• 17:39
  them
• 17:39
  putting
• 17:40
  themselves
• 17:40
  out
• 17:40
  there,
• 17:40
  which
• 17:41
  takes
• 17:41
  a
• 17:41
  lot
• 17:41
  of
• 17:41
  courage,
• 17:43
  bravery,
• 17:44
  et
• 17:44
  cetera.
• 17:45
  But
• 17:45
  for
• 17:45
  the
• 17:45
  people
• 17:46
  who
• 17:46
  aren't
• 17:47
  necessarily
• 17:48
  the
• 17:48
  most
• 17:48
  outgoing
• 17:49
  or
• 17:50
  extrovert,
• 17:52
  I
• 17:52
  do
• 17:52
  highly
• 17:53
  recommend
• 17:53
  you
• 17:54
  touched
• 17:54
  on
• 17:54
  boot
• 17:54
  camps
• 17:55
  years
• 17:55
  ago.
• 17:55
  There
• 17:56
  was
• 17:56
  one
• 17:56
  called,
• 17:56
  and
• 17:57
  I
• 17:57
  don't
• 17:57
  have
• 17:57
  it
• 17:57
  in
• 17:57
  front
• 17:57
  of
• 17:58
  me
• 17:58
  right
• 17:58
  now,
• 17:58
  but
• 17:58
  there's
• 17:59
  one
• 17:59
  called
• 18:00
  Tree,
• 18:01
  so
• 18:01
  Treehouse
• 18:02
  maybe.
• 18:03
  There
• 18:03
  are
• 18:03
  lots
• 18:04
  of
• 18:04
  ways
• 18:04
  to
• 18:06
  get
• 18:06
  into
• 18:07
  being
• 18:07
  a
• 18:08
  technical.
• 18:08
  Sarah
• 18:09
  is
• 18:09
  a
• 18:09
  great
• 18:09
  example
• 18:10
  of
• 18:10
  a
• 18:10
  technical
• 18:10
  founder.
• 18:11
  She's
• 18:11
  very
• 18:12
  technically
• 18:13
  aware,
• 18:14
  knowledgeable,
• 18:16
  she
• 18:16
  can
• 18:16
  build
• 18:17
  things,
• 18:17
  she's
• 18:17
  got
• 18:18
  an
• 18:18
  incredible
• 18:18
  brand.
• 18:18
  And
• 18:19
  if
• 18:19
  you
• 18:19
  too
• 18:20
  are
• 18:21
  that
• 18:21
  way
• 18:21
  inclined,
• 18:22
  I'm
• 18:22
  sure
• 18:22
  that
• 18:23
  there
• 18:23
  are
• 18:23
  loads
• 18:24
  of,
• 18:24
  whether
• 18:24
  it
• 18:24
  be
• 18:25
  on
• 18:25
  YouTube,
• 18:25
  however
• 18:26
  you
• 18:26
  learn,
• 18:27
  because
• 18:27
  I
• 18:28
  think
• 18:28
  I
• 18:29
  learned
• 18:30
  more
• 18:30
  as
• 18:30
  I
• 18:30
  got
• 18:30
  older
• 18:31
  that
• 18:31
  I
• 18:31
  didn't
• 18:32
  do
• 18:32
  so
• 18:32
  well
• 18:33
  reading
• 18:33
  textbook
• 18:33
  after
• 18:34
  textbook.
• 18:35
  So,
• 18:35
  yeah,
• 18:35
  if
• 18:36
  you're
• 18:36
  listening
• 18:36
  and
• 18:37
  you're
• 18:37
  thinking
• 18:37
  about
• 18:37
  it,
• 18:38
  Sarah
• 18:38
  is
• 18:38
  a
• 18:39
  real
• 18:39
  example
• 18:39
  of
• 18:39
  an
• 18:39
  inspiration.
• 18:40
  And
• 18:42
  if
• 18:42
  I
• 18:42
  can
• 18:42
  follow
• 18:42
  on
• 18:43
  from
• 18:43
  your
• 18:43
  point
• 18:44
  about
• 18:44
  inclusivity,
• 18:47
  please
• 18:47
  do
• 18:48
  tell
• 18:48
  the
• 18:48
  audience
• 18:49
  about
• 18:49
  your
• 18:49
  own
• 18:49
  journey
• 18:50
  as
• 18:51
  a
• 18:51
  female
• 18:51
  and
• 18:51
  the
• 18:52
  challenges
• 18:52
  associated
• 18:53
  with
• 18:53
  that
• 18:53
  going
• 18:54
  into
• 18:54
  stem.
• 18:55
  So
• 18:55
  it
• 18:55
  wasn't.
• 18:56
  It
• 18:56
  was
• 18:56
  partly
• 18:57
  because
• 18:57
  of
• 18:57
  where
• 18:57
  I
• 18:57
  lived.
• 18:58
  I
• 18:59
  had
• 18:59
  an
• 18:59
  international
• 18:59
  childhood
• 19:00
  and
• 19:00
  I
• 19:00
  was
• 19:00
  at
• 19:00
  international
• 19:01
  schools
• 19:01
  in
• 19:01
  several
• 19:02
  places.
• 19:02
  And
• 19:02
  When
• 19:03
  I
• 19:03
  was
• 19:03
  16
• 19:04
  I
• 19:04
  was
• 19:04
  at
• 19:04
  school
• 19:04
  in
• 19:04
  Switzerland
• 19:05
  and,
• 19:06
  and
• 19:06
  my
• 19:06
  international
• 19:06
  school
• 19:07
  there,
• 19:07
  their
• 19:07
  big
• 19:08
  thing
• 19:08
  was
• 19:08
  languages
• 19:09
  and
• 19:09
  social
• 19:09
  sciences
• 19:10
  and
• 19:10
  from
• 19:10
  my
• 19:10
  point
• 19:11
  of
• 19:11
  view,
• 19:11
  they
• 19:11
  just
• 19:11
  weren't
• 19:11
  enough
• 19:12
  interested
• 19:12
  in
• 19:12
  maths.
• 19:13
  So
• 19:14
  at
• 19:14
  16
• 19:14
  I
• 19:14
  did
• 19:15
  the
• 19:15
  UK
• 19:15
  exams
• 19:16
  and
• 19:16
  then
• 19:16
  I
• 19:16
  was
• 19:16
  going
• 19:16
  to
• 19:16
  go
• 19:17
  on
• 19:17
  at
• 19:17
  18
• 19:17
  and
• 19:17
  do
• 19:18
  the
• 19:18
  International
• 19:18
  Baccalaureate,
• 19:19
  which
• 19:19
  by
• 19:19
  the
• 19:19
  way,
• 19:19
  if
• 19:19
  you're
• 19:19
  an
• 19:20
  all
• 19:20
  rounder,
• 19:20
  is
• 19:20
  an
• 19:20
  amazing
• 19:21
  exam
• 19:21
  because
• 19:21
  it's
• 19:22
  six
• 19:22
  different
• 19:22
  subjects
• 19:23
  and
• 19:23
  an
• 19:23
  extended
• 19:24
  essay.
• 19:24
  And
• 19:25
  if
• 19:25
  you're
• 19:25
  either
• 19:25
  not
• 19:26
  sure
• 19:26
  what
• 19:26
  you
• 19:26
  want
• 19:26
  or
• 19:27
  you
• 19:27
  want,
• 19:27
  keep
• 19:27
  all
• 19:27
  your
• 19:28
  Avenues
• 19:28
  open.
• 19:28
  It's
• 19:28
  a
• 19:29
  great
• 19:29
  opportunity,
• 19:29
  the
• 19:29
  ib,
• 19:30
  but
• 19:30
  I
• 19:30
  just
• 19:30
  looked
• 19:30
  at
• 19:30
  it
• 19:31
  and
• 19:31
  went,
• 19:31
  essays,
• 19:31
  more
• 19:32
  essays,
• 19:32
  tiny
• 19:32
  bit
• 19:32
  of
• 19:32
  maths.
• 19:34
  And
• 19:34
  there
• 19:34
  is.
• 19:34
  In
• 19:35
  the
• 19:35
  IB
• 19:35
  there's
• 19:35
  an
• 19:35
  advanced
• 19:36
  maths
• 19:36
  option,
• 19:36
  but
• 19:36
  my
• 19:36
  school
• 19:37
  didn't
• 19:37
  have
• 19:37
  it.
• 19:38
  So
• 19:38
  I
• 19:38
  lobbied
• 19:39
  my
• 19:39
  parents
• 19:39
  and
• 19:40
  I
• 19:40
  ended
• 19:40
  up
• 19:40
  coming
• 19:40
  to
• 19:40
  boarding
• 19:41
  school
• 19:41
  so
• 19:41
  I
• 19:41
  could
• 19:41
  study
• 19:42
  double
• 19:42
  maths,
• 19:42
  physics.
• 19:43
  And
• 19:43
  then
• 19:43
  they
• 19:43
  all
• 19:43
  trusted
• 19:44
  me
• 19:44
  on
• 19:44
  economics,
• 19:44
  which
• 19:44
  is
• 19:45
  a.
• 19:45
  So
• 19:45
  I
• 19:45
  just
• 19:45
  did
• 19:45
  one
• 19:46
  essay
• 19:46
  subject.
• 19:47
  Since
• 19:47
  we're
• 19:48
  in
• 19:48
  the
• 19:48
  interest
• 19:48
  of
• 19:48
  fixing
• 19:49
  all
• 19:49
  these
• 19:49
  problems,
• 19:50
  what
• 19:50
  would
• 19:50
  you
• 19:51
  suggest
• 19:52
  to
• 19:52
  somebody
• 19:52
  who
• 19:53
  perhaps
• 19:54
  doesn't
• 19:54
  feel
• 19:55
  that
• 19:55
  they
• 19:56
  maybe
• 19:57
  had
• 19:58
  the
• 19:58
  access
• 19:58
  to
• 20:00
  those
• 20:00
  sorts
• 20:00
  of
• 20:00
  subjects
• 20:01
  and
• 20:01
  maybe
• 20:02
  what
• 20:02
  they
• 20:03
  could
• 20:03
  do?
• 20:03
  Because
• 20:03
  I
• 20:03
  don't
• 20:04
  know
• 20:04
  that
• 20:04
  necessarily
• 20:05
  this
• 20:05
  audience
• 20:05
  with
• 20:06
  ambitious
• 20:07
  wannabe
• 20:07
  founders
• 20:08
  and
• 20:08
  founders
• 20:09
  who
• 20:09
  are
• 20:09
  building
• 20:09
  something,
• 20:10
  is
• 20:10
  there
• 20:10
  anything
• 20:11
  that
• 20:11
  they
• 20:11
  could
• 20:11
  particularly
• 20:12
  do
• 20:12
  in
• 20:13
  the
• 20:13
  same
• 20:13
  way
• 20:13
  that
• 20:13
  we
• 20:13
  talked
• 20:14
  about
• 20:14
  boot
• 20:14
  camps
• 20:15
  and
• 20:15
  stuff
• 20:15
  for
• 20:16
  coding
• 20:16
  and
• 20:16
  developing?
• 20:17
  It
• 20:18
  is
• 20:18
  exactly
• 20:18
  what
• 20:18
  you're
• 20:19
  leaning
• 20:19
  towards,
• 20:19
  which
• 20:20
  is
• 20:20
  this.
• 20:20
  There's
• 20:21
  this
• 20:21
  sense
• 20:21
  when
• 20:21
  you're
• 20:21
  in
• 20:22
  school
• 20:22
  that
• 20:23
  you've
• 20:23
  got
• 20:23
  to
• 20:23
  get
• 20:23
  this
• 20:23
  qualification,
• 20:24
  you've
• 20:25
  got
• 20:25
  to
• 20:25
  have
• 20:26
  this
• 20:26
  grade
• 20:26
  in
• 20:27
  this
• 20:27
  subject
• 20:27
  to
• 20:28
  go
• 20:28
  on
• 20:28
  and
• 20:28
  do
• 20:28
  the
• 20:28
  next
• 20:29
  thing
• 20:29
  in
• 20:29
  this
• 20:29
  subject.
• 20:30
  And
• 20:30
  then
• 20:30
  the
• 20:30
  next
• 20:30
  step
• 20:31
  on
• 20:31
  the
• 20:31
  path
• 20:31
  is
• 20:33
  usually
• 20:34
  at
• 20:34
  some
• 20:34
  point
• 20:34
  involves
• 20:34
  a
• 20:35
  university
• 20:35
  degree
• 20:36
  and
• 20:36
  there's
• 20:37
  this
• 20:37
  real
• 20:37
  sense
• 20:38
  of
• 20:38
  you've
• 20:38
  got
• 20:38
  to
• 20:39
  take
• 20:39
  this
• 20:39
  very
• 20:40
  standardized
• 20:40
  route
• 20:41
  that
• 20:41
  doesn't
• 20:41
  work
• 20:42
  for
• 20:42
  everyone.
• 20:42
  Some
• 20:43
  people,
• 20:43
  the
• 20:43
  schools
• 20:43
  just
• 20:44
  don't
• 20:44
  have
• 20:44
  the
• 20:44
  opportunity.
• 20:45
  Other
• 20:45
  people,
• 20:45
  they
• 20:46
  have
• 20:46
  a
• 20:46
  miss
• 20:46
  on
• 20:46
  an
• 20:47
  exam
• 20:47
  grade
• 20:47
  at
• 20:47
  some
• 20:47
  point
• 20:48
  that
• 20:48
  seems
• 20:48
  to
• 20:48
  be
• 20:49
  at
• 20:49
  the
• 20:49
  time
• 20:50
  super
• 20:51
  critical
• 20:51
  and
• 20:51
  career
• 20:52
  ending.
• 20:52
  And
• 20:52
  you
• 20:53
  know
• 20:53
  what?
• 20:53
  It
• 20:53
  really
• 20:53
  isn't.
• 20:54
  I
• 20:54
  would
• 20:54
  love
• 20:54
  schools
• 20:55
  to
• 20:55
  embrace
• 20:56
  more
• 20:56
  of
• 20:56
  the.
• 20:57
  There
• 20:57
  are
• 20:57
  vocational
• 20:58
  routes
• 20:58
  to
• 20:58
  these
• 20:58
  things.
• 20:59
  You
• 20:59
  can
• 20:59
  do
• 20:59
  self
• 20:59
  study.
• 21:00
  There's
• 21:00
  so
• 21:00
  many
• 21:00
  more
• 21:01
  opportunities
• 21:01
  now
• 21:02
  to
• 21:02
  catch
• 21:02
  up
• 21:03
  for
• 21:03
  something
• 21:03
  that
• 21:04
  you've
• 21:04
  missed
• 21:04
  in
• 21:04
  terms
• 21:04
  of.
• 21:05
  Not
• 21:05
  in
• 21:05
  terms
• 21:05
  of
• 21:05
  a
• 21:05
  specific
• 21:06
  exam,
• 21:06
  but
• 21:06
  in
• 21:06
  terms
• 21:06
  of
• 21:08
  the
• 21:08
  ability
• 21:08
  to
• 21:08
  go
• 21:08
  out
• 21:09
  and
• 21:09
  study
• 21:09
  a
• 21:09
  subject
• 21:09
  you're
• 21:10
  really
• 21:10
  interested
• 21:10
  in.
• 21:11
  Find
• 21:12
  it
• 21:12
  in
• 21:12
  the
• 21:12
  way
• 21:12
  that
• 21:12
  works
• 21:13
  for
• 21:13
  your
• 21:13
  own
• 21:13
  style,
• 21:13
  like
• 21:13
  you
• 21:13
  were
• 21:14
  talking
• 21:14
  about
• 21:14
  earlier.
• 21:14
  That
• 21:14
  might
• 21:15
  be.
• 21:15
  Some
• 21:15
  people
• 21:16
  prefer
• 21:16
  video
• 21:16
  learning,
• 21:16
  some
• 21:17
  people
• 21:17
  prefer
• 21:17
  written
• 21:18
  learning,
• 21:18
  some
• 21:18
  people
• 21:18
  prefer
• 21:19
  doing
• 21:19
  interactive
• 21:19
  exercises.
• 21:20
  There's
• 21:20
  all
• 21:21
  of
• 21:21
  those
• 21:21
  are
• 21:21
  out
• 21:21
  there
• 21:22
  and
• 21:22
  some
• 21:22
  of
• 21:23
  them
• 21:23
  cost
• 21:23
  money,
• 21:23
  but
• 21:23
  mostly
• 21:24
  it's
• 21:24
  an
• 21:24
  awful
• 21:24
  lot
• 21:24
  cheaper
• 21:25
  than
• 21:25
  the
• 21:25
  old
• 21:26
  formal
• 21:26
  paths
• 21:27
  and
• 21:27
  some
• 21:27
  of.
• 21:27
  Them
• 21:27
  are
• 21:28
  free
• 21:28
  and
• 21:28
  you
• 21:28
  can
• 21:29
  probably
• 21:29
  build
• 21:29
  and
• 21:30
  create
• 21:30
  and
• 21:30
  do
• 21:31
  whatever
• 21:31
  you
• 21:31
  want
• 21:31
  to
• 21:32
  do.
• 21:32
  Follow
• 21:32
  your
• 21:33
  passion
• 21:33
  whilst
• 21:34
  you're
• 21:34
  doing
• 21:34
  the
• 21:34
  thing.
• 21:35
  Studying.
• 21:36
  Yeah.
• 21:36
  Whether
• 21:36
  it
• 21:37
  be
• 21:37
  with
• 21:37
  udemy
• 21:38
  edx
• 21:39
  Skillshare,
• 21:41
  there's
• 21:41
  loads
• 21:41
  of
• 21:41
  places
• 21:42
  where
• 21:42
  you
• 21:42
  could
• 21:43
  go
• 21:43
  online.
• 21:44
  And
• 21:44
  if
• 21:44
  you're
• 21:44
  a
• 21:45
  technical
• 21:45
  founder,
• 21:45
  maybe
• 21:46
  Want
• 21:46
  to
• 21:46
  learn
• 21:46
  a
• 21:46
  bit
• 21:46
  more
• 21:46
  about
• 21:47
  the
• 21:47
  marketing
• 21:47
  and
• 21:47
  sales
• 21:47
  side,
• 21:48
  you
• 21:48
  could
• 21:48
  go
• 21:48
  and
• 21:48
  look
• 21:48
  at
• 21:49
  those
• 21:49
  or
• 21:49
  vice
• 21:50
  versa.
• 21:50
  This
• 21:51
  isn't
• 21:51
  just
• 21:51
  something
• 21:52
  for
• 21:52
  people
• 21:52
  at
• 21:52
  school
• 21:52
  age,
• 21:53
  this
• 21:53
  is
• 21:53
  every
• 21:53
  age.
• 21:54
  The
• 21:56
  ability
• 21:57
  to
• 21:57
  access
• 21:58
  information
• 21:58
  has
• 21:59
  never
• 21:59
  been
• 21:59
  easier,
• 22:00
  but
• 22:00
  also
• 22:00
  incredibly
• 22:01
  overwhelming.
• 22:02
  Those
• 22:02
  are
• 22:02
  just
• 22:02
  some
• 22:02
  examples
• 22:03
  of
• 22:03
  places
• 22:03
  you
• 22:04
  could
• 22:04
  go
• 22:04
  and
• 22:04
  look
• 22:04
  if
• 22:04
  you're
• 22:05
  listening
• 22:05
  to
• 22:05
  this
• 22:05
  right
• 22:06
  now.
• 22:06
  And
• 22:06
  not
• 22:07
  just
• 22:07
  information,
• 22:07
  but
• 22:07
  communities
• 22:08
  as
• 22:08
  well.
• 22:08
  So
• 22:08
  join
• 22:09
  a
• 22:09
  community
• 22:09
  of
• 22:09
  people
• 22:10
  who
• 22:10
  are
• 22:10
  excited
• 22:10
  about
• 22:11
  the
• 22:11
  things
• 22:11
  you're
• 22:11
  excited
• 22:11
  about
• 22:12
  and
• 22:13
  learn
• 22:13
  from
• 22:13
  them
• 22:13
  because
• 22:14
  they
• 22:14
  will
• 22:14
  know
• 22:14
  the
• 22:14
  best
• 22:14
  resources,
• 22:15
  right?
• 22:15
  Or
• 22:15
  sometimes
• 22:16
  they
• 22:16
  are
• 22:16
  themselves
• 22:16
  the
• 22:17
  best
• 22:17
  resources.
• 22:18
  I
• 22:18
  think
• 22:18
  that
• 22:18
  business
• 22:19
  is
• 22:19
  very
• 22:19
  much
• 22:19
  a
• 22:20
  journey
• 22:20
  and
• 22:20
  we
• 22:21
  constantly
• 22:21
  learn,
• 22:22
  develop
• 22:22
  and
• 22:22
  change.
• 22:23
  And
• 22:23
  that's
• 22:24
  important
• 22:24
  to
• 22:25
  never
• 22:25
  think
• 22:25
  that
• 22:26
  you
• 22:26
  know
• 22:26
  it
• 22:26
  all
• 22:27
  or
• 22:28
  that
• 22:28
  you've
• 22:28
  got
• 22:28
  it
• 22:29
  or
• 22:29
  whatever,
• 22:29
  because
• 22:30
  things
• 22:30
  constantly
• 22:31
  change
• 22:31
  and
• 22:31
  that's
• 22:32
  important.
• 22:32
  The
• 22:32
  ability
• 22:33
  to
• 22:33
  adapt
• 22:34
  to
• 22:34
  change
• 22:34
  in
• 22:34
  business
• 22:35
  is
• 22:35
  essential.
• 22:35
  I've
• 22:36
  been
• 22:36
  involved
• 22:37
  personally
• 22:37
  in
• 22:37
  six
• 22:38
  companies
• 22:38
  that
• 22:39
  I've
• 22:39
  been
• 22:40
  associated
• 22:40
  with
• 22:41
  and
• 22:41
  then
• 22:41
  tons
• 22:42
  of
• 22:42
  others
• 22:42
  that
• 22:42
  I've
• 22:42
  advised.
• 22:44
  At
• 22:44
  what
• 22:44
  point
• 22:45
  do
• 22:45
  you,
• 22:46
  having
• 22:46
  your
• 22:46
  own
• 22:46
  experience,
• 22:47
  think
• 22:48
  recognizing
• 22:49
  changing
• 22:50
  environments,
• 22:50
  or
• 22:51
  pivoting
• 22:52
  became
• 22:52
  the
• 22:52
  buzzword
• 22:53
  during
• 22:53
  COVID
• 22:54
  is
• 22:55
  a
• 22:55
  necessary
• 22:55
  thing
• 22:55
  to
• 22:56
  do?
• 22:56
  And
• 22:56
  for
• 22:56
  those
• 22:57
  of
• 22:57
  you
• 22:57
  who
• 22:57
  haven't
• 22:58
  heard
• 22:58
  the
• 22:58
  word
• 22:58
  pivot,
• 22:59
  it's
• 23:00
  a
• 23:00
  moment
• 23:00
  for
• 23:00
  re
• 23:01
  clarification.
• 23:03
  What
• 23:03
  do
• 23:03
  you
• 23:03
  think
• 23:04
  is
• 23:04
  the
• 23:05
  key
• 23:05
  point
• 23:05
  at
• 23:05
  recognizing
• 23:06
  when
• 23:06
  a
• 23:06
  pivot
• 23:07
  is
• 23:07
  necessary?
• 23:08
  So
• 23:08
  it
• 23:09
  goes
• 23:09
  back
• 23:09
  to
• 23:09
  when
• 23:10
  we
• 23:10
  were
• 23:10
  talking
• 23:10
  about
• 23:11
  networking.
• 23:11
  Go
• 23:11
  out
• 23:12
  and
• 23:12
  talk
• 23:12
  to
• 23:12
  people
• 23:12
  about
• 23:12
  your
• 23:13
  ideas.
• 23:13
  I
• 23:13
  don't
• 23:14
  want
• 23:14
  to
• 23:14
  make
• 23:14
  it
• 23:14
  sound
• 23:14
  like
• 23:14
  I
• 23:14
  didn't
• 23:15
  do
• 23:15
  any
• 23:15
  of
• 23:15
  that.
• 23:15
  I
• 23:15
  did
• 23:16
  a
• 23:16
  fair
• 23:16
  bit.
• 23:16
  And
• 23:18
  when
• 23:18
  I
• 23:18
  was
• 23:18
  talking
• 23:18
  to
• 23:19
  people
• 23:19
  about
• 23:19
  the
• 23:19
  problem
• 23:20
  that
• 23:20
  I
• 23:20
  was
• 23:20
  solving
• 23:20
  with
• 23:21
  flow
• 23:21
  and
• 23:21
  connecting
• 23:22
  software
• 23:22
  that
• 23:22
  doesn't
• 23:23
  talk
• 23:24
  to
• 23:24
  each
• 23:24
  other,
• 23:24
  people
• 23:25
  would
• 23:25
  not.
• 23:25
  They'd
• 23:25
  be
• 23:25
  like,
• 23:25
  yeah,
• 23:26
  I
• 23:26
  get
• 23:26
  that
• 23:26
  that's
• 23:27
  a
• 23:27
  problem.
• 23:27
  But
• 23:28
  what
• 23:28
  I
• 23:28
  missed
• 23:29
  and
• 23:29
  what
• 23:29
  they
• 23:29
  weren't
• 23:29
  giving
• 23:30
  me
• 23:30
  was.
• 23:30
  And
• 23:30
  it's
• 23:31
  a
• 23:31
  priority
• 23:31
  for
• 23:31
  me
• 23:31
  to
• 23:32
  solve
• 23:32
  it.
• 23:33
  So
• 23:34
  it
• 23:34
  was
• 23:34
  when
• 23:34
  I
• 23:34
  finally
• 23:34
  was
• 23:35
  like,
• 23:35
  yeah,
• 23:36
  people
• 23:36
  recognize
• 23:36
  the
• 23:37
  problem,
• 23:37
  but
• 23:37
  it's
• 23:38
  not
• 23:38
  a
• 23:38
  priority
• 23:38
  right
• 23:38
  now.
• 23:39
  So
• 23:39
  they're
• 23:39
  not
• 23:40
  gonna.
• 23:40
  It's
• 23:40
  not
• 23:41
  even.
• 23:41
  They're
• 23:41
  not
• 23:41
  gonna
• 23:41
  spend
• 23:42
  money
• 23:42
  on
• 23:42
  it.
• 23:42
  They're
• 23:42
  not
• 23:42
  gonna
• 23:42
  spend
• 23:43
  time
• 23:43
  on
• 23:43
  it.
• 23:43
  Agency
• 23:44
  people
• 23:45
  are
• 23:45
  really
• 23:45
  busy
• 23:46
  and
• 23:47
  they
• 23:47
  have
• 23:47
  a
• 23:47
  million
• 23:48
  things
• 23:48
  to
• 23:48
  do,
• 23:48
  and
• 23:48
  they
• 23:49
  do
• 23:49
  are
• 23:49
  not
• 23:49
  interested
• 23:50
  in
• 23:50
  something
• 23:50
  that's
• 23:50
  gonna
• 23:51
  absorb
• 23:51
  a
• 23:51
  lot
• 23:51
  of
• 23:51
  their
• 23:52
  time
• 23:53
  and
• 23:54
  they
• 23:54
  recognize
• 23:55
  the
• 23:55
  problem.
• 23:55
  So
• 23:56
  they'll
• 23:56
  nod,
• 23:56
  but
• 23:56
  it's
• 23:56
  a
• 23:57
  polite
• 23:57
  nod.
• 23:57
  It's
• 23:57
  not
• 23:57
  a
• 23:58
  yes,
• 23:58
  I
• 23:58
  need
• 23:59
  this
• 23:59
  product.
• 24:00
  So
• 24:00
  I
• 24:00
  don't
• 24:00
  know
• 24:00
  when
• 24:01
  I
• 24:01
  started
• 24:01
  to
• 24:01
  realize
• 24:02
  that
• 24:02
  there's
• 24:02
  a
• 24:02
  question
• 24:02
  missing
• 24:03
  which
• 24:03
  is
• 24:03
  not
• 24:03
  Just
• 24:04
  do
• 24:04
  you
• 24:04
  recognize
• 24:04
  this
• 24:05
  problem
• 24:05
  which
• 24:05
  as
• 24:05
  was.
• 24:06
  Yes,
• 24:06
  but.
• 24:07
  And
• 24:07
  what
• 24:08
  would
• 24:09
  you
• 24:09
  do
• 24:09
  need
• 24:09
  it
• 24:09
  solved?
• 24:10
  What
• 24:10
  do
• 24:10
  you
• 24:10
  solve
• 24:10
  today?
• 24:11
  What
• 24:11
  do
• 24:11
  you
• 24:11
  want
• 24:11
  me
• 24:12
  to
• 24:12
  do
• 24:12
  to
• 24:12
  solve
• 24:12
  it?
• 24:12
  Would
• 24:13
  you
• 24:13
  be
• 24:13
  willing
• 24:13
  to
• 24:13
  spend
• 24:13
  money?
• 24:14
  What
• 24:14
  would
• 24:14
  make
• 24:14
  your
• 24:14
  life
• 24:15
  easier?
• 24:15
  Would
• 24:15
  you
• 24:15
  be
• 24:15
  willing
• 24:16
  to
• 24:16
  invest
• 24:16
  a
• 24:16
  little
• 24:16
  bit
• 24:16
  of
• 24:16
  time
• 24:17
  up
• 24:17
  front
• 24:17
  to
• 24:17
  get
• 24:17
  more
• 24:18
  savings
• 24:18
  later
• 24:18
  on?
• 24:19
  I
• 24:19
  keep
• 24:19
  it
• 24:19
  simple.
• 24:20
  I
• 24:20
  don't
• 24:20
  expect
• 24:20
  this
• 24:20
  tool
• 24:21
  to
• 24:21
  create
• 24:21
  work,
• 24:22
  but
• 24:22
  ultimately
• 24:22
  when
• 24:23
  you
• 24:24
  installing
• 24:24
  it
• 24:24
  right
• 24:24
  at
• 24:25
  the
• 24:25
  beginning,
• 24:25
  there
• 24:25
  can
• 24:25
  be
• 24:25
  a
• 24:25
  bit
• 24:26
  of
• 24:26
  an
• 24:26
  element
• 24:26
  of
• 24:26
  that.
• 24:27
  So
• 24:28
  that'll
• 24:28
  be
• 24:28
  my
• 24:28
  retread
• 24:29
  at
• 24:29
  this
• 24:29
  point.
• 24:30
  My
• 24:30
  pivot
• 24:30
  will
• 24:30
  be
• 24:30
  going
• 24:31
  out
• 24:31
  and
• 24:31
  saying
• 24:32
  what's
• 24:32
  the
• 24:32
  problem
• 24:33
  that
• 24:33
  you
• 24:34
  is
• 24:34
  burning
• 24:35
  setting
• 24:35
  you
• 24:35
  on
• 24:35
  fire.
• 24:36
  What
• 24:36
  do
• 24:36
  you
• 24:36
  need
• 24:36
  solving
• 24:37
  right
• 24:37
  now
• 24:37
  in
• 24:37
  that
• 24:38
  context?
• 24:38
  And
• 24:39
  I
• 24:39
  think
• 24:39
  that
• 24:40
  founders
• 24:40
  need
• 24:40
  to
• 24:41
  do
• 24:41
  this
• 24:42
  every
• 24:42
  six
• 24:42
  months,
• 24:43
  if
• 24:43
  not
• 24:44
  more
• 24:44
  frequently,
• 24:45
  because
• 24:46
  certainly
• 24:46
  from
• 24:46
  a
• 24:46
  technical
• 24:47
  perspective,
• 24:47
  I
• 24:48
  see
• 24:48
  it
• 24:48
  all
• 24:48
  the
• 24:48
  time
• 24:48
  where
• 24:49
  people.
• 24:49
  If
• 24:49
  you
• 24:49
  imagine
• 24:50
  you're
• 24:50
  on
• 24:50
  Route
• 24:51
  66,
• 24:52
  you're
• 24:52
  on
• 24:52
  Route
• 24:52
  66.
• 24:53
  Route
• 24:53
  66
• 24:54
  is
• 24:54
  a
• 24:54
  good
• 24:54
  example
• 24:55
  of
• 24:55
  a
• 24:55
  old
• 24:56
  way
• 24:57
  that
• 24:57
  worked,
• 24:57
  getting
• 24:58
  people
• 24:58
  from
• 24:58
  A
• 24:58
  to
• 24:58
  B.
• 24:58
  And
• 24:59
  then
• 24:59
  the
• 24:59
  highways
• 24:59
  came
• 24:59
  along
• 25:00
  and
• 25:01
  of
• 25:01
  course
• 25:01
  those
• 25:02
  town
• 25:02
  cities,
• 25:03
  everything
• 25:03
  along
• 25:03
  Route
• 25:04
  66
• 25:05
  suffered.
• 25:05
  And
• 25:06
  a
• 25:06
  lot
• 25:06
  of
• 25:06
  it
• 25:06
  is
• 25:07
  unfortunately
• 25:07
  died.
• 25:08
  It's
• 25:08
  a
• 25:08
  relic
• 25:09
  of
• 25:09
  its
• 25:09
  former
• 25:09
  past.
• 25:10
  And
• 25:10
  the
• 25:10
  danger
• 25:11
  with
• 25:11
  going
• 25:12
  down
• 25:12
  a
• 25:12
  particular
• 25:13
  path
• 25:13
  and
• 25:13
  not
• 25:13
  asking
• 25:14
  questions
• 25:14
  on
• 25:15
  a.
• 25:15
  On
• 25:15
  a
• 25:15
  frequent
• 25:15
  basis
• 25:16
  is
• 25:17
  you
• 25:17
  might
• 25:18
  miss
• 25:19
  the
• 25:20
  highways.
• 25:21
  Blockbuster,
• 25:22
  I
• 25:22
  love
• 25:22
  it.
• 25:22
  It's
• 25:23
  always
• 25:23
  gonna
• 25:24
  have
• 25:24
  a
• 25:24
  place
• 25:24
  in
• 25:24
  my
• 25:24
  heart.
• 25:25
  But
• 25:26
  Blockbuster
• 25:26
  and
• 25:27
  many
• 25:27
  others
• 25:28
  that
• 25:28
  have
• 25:28
  disappeared
• 25:29
  over
• 25:29
  the
• 25:29
  last
• 25:29
  15,
• 25:29
  20
• 25:30
  years
• 25:30
  are
• 25:30
  great
• 25:30
  examples
• 25:31
  of
• 25:32
  not
• 25:32
  recognizing
• 25:33
  that
• 25:33
  problem.
• 25:34
  And
• 25:34
  I'm
• 25:34
  just
• 25:34
  talking
• 25:34
  about
• 25:35
  consumer
• 25:35
  stuff,
• 25:36
  but
• 25:36
  it
• 25:36
  applies
• 25:36
  very
• 25:37
  much
• 25:37
  with
• 25:37
  software.
• 25:38
  And
• 25:38
  there's
• 25:38
  a
• 25:38
  related
• 25:39
  thing,
• 25:39
  which
• 25:39
  is
• 25:39
  because
• 25:40
  if
• 25:40
  you're
• 25:41
  revising
• 25:41
  your
• 25:42
  conversations
• 25:43
  with
• 25:43
  customers
• 25:43
  every
• 25:43
  six
• 25:44
  months,
• 25:44
  you'd
• 25:44
  be
• 25:44
  like,
• 25:45
  look,
• 25:45
  I'm
• 25:45
  not
• 25:45
  rebuilding
• 25:45
  my
• 25:45
  whole
• 25:46
  product
• 25:46
  every
• 25:46
  six
• 25:46
  months.
• 25:47
  No,
• 25:47
  you're
• 25:47
  not,
• 25:47
  but
• 25:48
  you
• 25:48
  probably
• 25:48
  don't
• 25:48
  need
• 25:48
  to.
• 25:49
  What
• 25:49
  you
• 25:49
  might
• 25:49
  be
• 25:50
  revising
• 25:50
  is
• 25:51
  your
• 25:51
  marketing
• 25:51
  message,
• 25:51
  is
• 25:52
  your
• 25:52
  landing
• 25:52
  page,
• 25:53
  is
• 25:53
  why,
• 25:53
  what's
• 25:54
  the
• 25:54
  reason
• 25:54
  people
• 25:54
  are
• 25:54
  coming
• 25:55
  to
• 25:55
  your
• 25:55
  product.
• 25:56
  But
• 25:56
  it's
• 25:56
  also
• 25:56
  the
• 25:56
  mindset
• 25:57
  of
• 25:57
  yes,
• 25:57
  I'm
• 25:57
  going
• 25:57
  out
• 25:58
  and
• 25:58
  I'm
• 25:58
  talking
• 25:58
  to
• 25:58
  my
• 25:58
  customers
• 25:59
  again.
• 26:00
  But
• 26:00
  what
• 26:00
  I
• 26:00
  might
• 26:01
  be
• 26:01
  changing
• 26:01
  most
• 26:02
  often
• 26:02
  is
• 26:02
  the
• 26:02
  marketing,
• 26:03
  and
• 26:03
  less
• 26:03
  often
• 26:03
  is
• 26:04
  the
• 26:04
  underlying
• 26:05
  the
• 26:05
  work
• 26:05
  all
• 26:06
  behind
• 26:06
  it.
• 26:06
  Right?
• 26:07
  As
• 26:07
  a
• 26:07
  marketer,
• 26:07
  I'm
• 26:07
  naturally
• 26:08
  going
• 26:08
  to
• 26:08
  say
• 26:08
  that's
• 26:09
  completely
• 26:09
  true,
• 26:09
  but
• 26:09
  equally
• 26:10
  well,
• 26:10
  you
• 26:10
  might
• 26:11
  discover
• 26:11
  a
• 26:12
  random
• 26:12
  thing
• 26:12
  that
• 26:13
  everybody
• 26:13
  keeps
• 26:13
  talking
• 26:14
  about
• 26:14
  and
• 26:14
  there's
• 26:14
  no
• 26:14
  solution
• 26:15
  to
• 26:15
  that
• 26:16
  could
• 26:16
  take
• 26:16
  your
• 26:17
  product
• 26:17
  from
• 26:17
  pretty
• 26:18
  useful
• 26:18
  to
• 26:19
  a
• 26:19
  must
• 26:19
  have.
• 26:20
  It's.
• 26:21
  You
• 26:21
  just
• 26:21
  never
• 26:22
  know
• 26:22
  where
• 26:22
  those
• 26:22
  conversations
• 26:23
  lead.
• 26:24
  And
• 26:24
  as
• 26:24
  long
• 26:24
  as
• 26:24
  you
• 26:25
  frame
• 26:25
  it
• 26:26
  in
• 26:26
  the
• 26:26
  particular
• 26:26
  view
• 26:27
  that
• 26:27
  hey,
• 26:27
  look,
• 26:27
  I
• 26:27
  want
• 26:28
  to
• 26:28
  keep
• 26:28
  making
• 26:28
  this
• 26:29
  product
• 26:29
  better
• 26:30
  for
• 26:30
  you,
• 26:30
  then
• 26:31
  who
• 26:31
  would
• 26:31
  say
• 26:31
  no
• 26:32
  to
• 26:32
  that
• 26:32
  conversation?
• 26:34
  Because
• 26:35
  it
• 26:35
  could
• 26:36
  lead
• 26:36
  to
• 26:37
  making
• 26:37
  your
• 26:37
  message,
• 26:38
  your
• 26:38
  landing
• 26:38
  page,
• 26:39
  your
• 26:39
  ads,
• 26:39
  whatever,
• 26:40
  better,
• 26:40
  but
• 26:40
  also
• 26:41
  your
• 26:41
  product
• 26:41
  itself
• 26:42
  a
• 26:42
  little
• 26:42
  bit
• 26:42
  better.
• 26:43
  Yeah,
• 26:43
  you
• 26:43
  will
• 26:43
  get
• 26:44
  those,
• 26:44
  but
• 26:44
  I
• 26:44
  don't
• 26:44
  think
• 26:44
  you'll
• 26:45
  get
• 26:45
  them
• 26:45
  every
• 26:45
  six
• 26:45
  months.
• 26:46
  They
• 26:46
  will
• 26:46
  come
• 26:46
  every
• 26:47
  once
• 26:47
  in
• 26:47
  a
• 26:47
  while.
• 26:48
  Thank
• 26:48
  you
• 26:48
  very
• 26:49
  much
• 26:49
  for
• 26:49
  your
• 26:50
  time
• 26:50
  today,
• 26:50
  Sarah.
• 26:51
  If
• 26:51
  I
• 26:51
  may
• 26:51
  ask
• 26:52
  you
• 26:52
  one
• 26:52
  final
• 26:52
  question.
• 26:53
  If
• 26:54
  you
• 26:54
  were
• 26:55
  given
• 26:55
  the
• 26:56
  opportunity
• 26:56
  to
• 26:58
  speak
• 26:58
  in
• 26:58
  front
• 26:59
  of
• 26:59
  a
• 26:59
  bunch
• 27:00
  of
• 27:01
  founders
• 27:01
  right
• 27:02
  now
• 27:02
  who
• 27:02
  were
• 27:03
  very
• 27:03
  early
• 27:03
  on
• 27:04
  in
• 27:04
  their
• 27:04
  journey,
• 27:05
  I
• 27:05
  thought
• 27:06
  I'd
• 27:06
  ask
• 27:06
  anyway.
• 27:07
  What
• 27:08
  would
• 27:08
  you
• 27:09
  tell
• 27:09
  them
• 27:09
  to
• 27:10
  do
• 27:11
  to
• 27:12
  make
• 27:12
  sure
• 27:12
  that
• 27:12
  their
• 27:13
  energy,
• 27:14
  their
• 27:14
  time,
• 27:15
  their
• 27:15
  money
• 27:17
  is
• 27:17
  well
• 27:17
  spent
• 27:18
  on
• 27:18
  their
• 27:18
  idea?
• 27:19
  Don't
• 27:19
  spend
• 27:19
  money
• 27:20
  on
• 27:20
  anything
• 27:22
  until
• 27:22
  you've
• 27:22
  checked
• 27:23
  your
• 27:23
  options.
• 27:25
  What
• 27:25
  alternatives
• 27:26
  are
• 27:26
  out
• 27:26
  there?
• 27:27
  I
• 27:28
  recently
• 27:28
  worked
• 27:29
  with
• 27:29
  another
• 27:29
  founder
• 27:30
  and
• 27:30
  was
• 27:30
  trying
• 27:31
  to
• 27:31
  do
• 27:31
  everything
• 27:31
  I
• 27:32
  could
• 27:32
  to
• 27:32
  save
• 27:32
  her
• 27:32
  money.
• 27:33
  And
• 27:33
  I
• 27:33
  said
• 27:33
  don't
• 27:33
  spend
• 27:33
  money
• 27:33
  on
• 27:34
  this,
• 27:34
  don't
• 27:34
  spend
• 27:34
  money
• 27:34
  on
• 27:34
  that,
• 27:34
  don't
• 27:34
  spend
• 27:35
  money
• 27:35
  on
• 27:35
  that,
• 27:35
  don't
• 27:35
  spend
• 27:35
  money
• 27:35
  on
• 27:36
  that.
• 27:36
  Do
• 27:36
  you
• 27:36
  spend
• 27:37
  money
• 27:37
  on
• 27:37
  some
• 27:37
  good
• 27:37
  quality
• 27:37
  designs?
• 27:38
  And
• 27:38
  I'm
• 27:38
  like,
• 27:39
  that
• 27:40
  was
• 27:40
  the
• 27:40
  exception
• 27:41
  because
• 27:41
  it
• 27:42
  can
• 27:42
  help
• 27:42
  you
• 27:43
  with
• 27:43
  those
• 27:43
  conversations
• 27:44
  and
• 27:44
  the
• 27:44
  hand
• 27:44
  waving
• 27:46
  just
• 27:46
  as
• 27:46
  much
• 27:46
  as
• 27:47
  having
• 27:47
  a
• 27:47
  whole
• 27:47
  product.
• 27:48
  Don't
• 27:48
  spend
• 27:48
  money
• 27:49
  by
• 27:49
  default,
• 27:49
  but
• 27:50
  every
• 27:50
  now
• 27:50
  and
• 27:50
  then
• 27:50
  there
• 27:51
  will
• 27:51
  be
• 27:51
  something
• 27:51
  where
• 27:51
  you
• 27:51
  do
• 27:52
  need
• 27:52
  to
• 27:52
  spend
• 27:52
  money,
• 27:52
  but
• 27:52
  spend
• 27:53
  it
• 27:53
  carefully
• 27:54
  and
• 27:54
  look
• 27:54
  at
• 27:55
  your
• 27:55
  options
• 27:55
  and
• 27:56
  ask
• 27:56
  your
• 27:56
  network,
• 27:57
  can
• 27:57
  you
• 27:57
  get
• 27:57
  this
• 27:57
  stuff
• 27:58
  for
• 27:58
  free?
• 27:58
  If
• 27:58
  you're
• 27:58
  in
• 27:59
  founders
• 27:59
  as
• 28:00
  really
• 28:00
  supportive
• 28:00
  people,
• 28:01
  they
• 28:01
  will
• 28:01
  answer
• 28:01
  your
• 28:02
  questions,
• 28:02
  they
• 28:02
  will
• 28:02
  help
• 28:03
  you
• 28:03
  out,
• 28:03
  they'll
• 28:03
  always
• 28:04
  be
• 28:04
  willing
• 28:04
  to
• 28:04
  jump
• 28:04
  on
• 28:05
  a
• 28:05
  20
• 28:05
  minute
• 28:05
  chat.
• 28:06
  So
• 28:06
  there
• 28:06
  will
• 28:06
  be
• 28:07
  many
• 28:07
  ways
• 28:07
  to
• 28:07
  get
• 28:08
  things.
• 28:08
  So
• 28:09
  go
• 28:09
  out
• 28:09
  and
• 28:09
  ask
• 28:09
  before
• 28:10
  you
• 28:10
  spend
• 28:10
  any
• 28:10
  money
• 28:11
  and
• 28:11
  then
• 28:11
  just
• 28:11
  occasionally
• 28:12
  do
• 28:12
  spend
• 28:12
  it.
• 28:13
  Okay?
• 28:13
  So
• 28:14
  be
• 28:14
  careful
• 28:14
  with
• 28:15
  how
• 28:15
  you
• 28:15
  spend
• 28:16
  your
• 28:16
  money.
• 28:16
  Try
• 28:17
  and
• 28:17
  find
• 28:18
  bootstrap
• 28:19
  solutions
• 28:20
  to
• 28:20
  these
• 28:20
  things
• 28:21
  and
• 28:21
  low
• 28:21
  cost
• 28:21
  solutions.
• 28:22
  For
• 28:23
  people
• 28:23
  who
• 28:23
  want
• 28:23
  to
• 28:24
  check
• 28:24
  out
• 28:24
  Sarah
• 28:25
  online
• 28:25
  and
• 28:26
  Flo
• 28:26
  and
• 28:27
  her
• 28:27
  journey
• 28:28
  and
• 28:28
  get
• 28:28
  to
• 28:28
  know
• 28:28
  her.
• 28:29
  I
• 28:30
  will
• 28:30
  pop
• 28:31
  links
• 28:31
  into
• 28:31
  the
• 28:31
  show
• 28:31
  notes
• 28:32
  and
• 28:32
  to
• 28:32
  the
• 28:32
  description
• 28:34
  and
• 28:35
  I
• 28:35
  want
• 28:35
  to
• 28:36
  say
• 28:36
  a
• 28:36
  massive
• 28:37
  thank
• 28:37
  you
• 28:37
  for
• 28:37
  your
• 28:37
  time
• 28:37
  today,
• 28:38
  Sarah.
• 28:39
  I
• 28:39
  really
• 28:39
  appreciate
• 28:39
  it
• 28:40
  and
• 28:40
  I
• 28:40
  hope
• 28:40
  it's
• 28:40
  been
• 28:40
  helpful
• 28:41
  to
• 28:41
  everyone
• 28:41
  listening.