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How to Build a Data-Driven Culture: From Startup to 8-Figure Exit · Private Equity Data Guy

• 0:00
  I've
• 0:00
  heard
• 0:00
  someone
• 0:00
  say
• 0:00
  to
• 0:01
  me
• 0:01
  the
• 0:01
  other
• 0:01
  week
• 0:01
  that
• 0:01
  data
• 0:02
  is
• 0:02
  a
• 0:02
  bit
• 0:02
  like
• 0:03
  water
• 0:03
  in
• 0:03
  an
• 0:04
  organization.
• 0:05
  You
• 0:05
  don't
• 0:05
  realize
• 0:06
  that
• 0:06
  it's
• 0:06
  there
• 0:06
  until
• 0:06
  it's
• 0:07
  gone.
• 0:07
  Being
• 0:08
  small,
• 0:08
  you've
• 0:08
  got
• 0:08
  the
• 0:09
  advantage
• 0:09
  of
• 0:09
  no
• 0:10
  vested
• 0:10
  careers
• 0:11
  or
• 0:11
  fear
• 0:12
  of
• 0:12
  mistakes.
• 0:12
  You
• 0:13
  know,
• 0:13
  the
• 0:13
  worst
• 0:14
  thing
• 0:14
  that
• 0:14
  happens
• 0:14
  to
• 0:14
  you
• 0:14
  is
• 0:15
  you
• 0:15
  die,
• 0:16
  you
• 0:16
  know?
• 0:16
  Yeah.
• 0:17
  So
• 0:17
  you're
• 0:18
  excited
• 0:18
  to
• 0:18
  make
• 0:18
  mistakes,
• 0:19
  excited
• 0:19
  to
• 0:20
  learn
• 0:20
  from
• 0:20
  them
• 0:20
  and
• 0:21
  build
• 0:21
  a
• 0:21
  system
• 0:21
  that
• 0:21
  works.
• 0:22
  If
• 0:22
  you
• 0:22
  have
• 0:22
  a
• 0:22
  decision
• 0:23
  that
• 0:23
  is
• 0:24
  going
• 0:24
  to
• 0:24
  cost
• 0:24
  less
• 0:25
  than
• 0:25
  $1,000,
• 0:26
  then
• 0:26
  you
• 0:26
  make
• 0:26
  the
• 0:27
  judgment
• 0:27
  call
• 0:27
  and
• 0:27
  that's
• 0:28
  fine
• 0:28
  and
• 0:28
  whatever
• 0:28
  the
• 0:28
  outcome
• 0:29
  of
• 0:29
  that
• 0:29
  is
• 0:30
  on
• 0:30
  me.
• 0:30
  But
• 0:30
  like
• 0:31
  I'm
• 0:31
  delegating
• 0:31
  that,
• 0:31
  that
• 0:32
  level
• 0:32
  of
• 0:32
  decision
• 0:33
  making
• 0:33
  authority.
• 0:33
  And
• 0:33
  he
• 0:34
  spoke
• 0:34
  up.
• 0:34
  What
• 0:34
  a
• 0:34
  huge
• 0:35
  enabler
• 0:35
  and
• 0:35
  unlock
• 0:35
  it
• 0:36
  was
• 0:36
  for
• 0:36
  a
• 0:36
  scale.
• 0:36
  You're
• 0:37
  listening
• 0:37
  to
• 0:37
  the
• 0:37
  Transformed
• 0:38
  with
• 0:38
  Data
• 0:38
  podcast
• 0:39
  with
• 0:39
  Graham
• 0:39
  Crawford,
• 0:40
  CEO
• 0:41
  of
• 0:41
  Crawford
• 0:42
  McMillan.
• 0:42
  Graham
• 0:42
  is
• 0:43
  here
• 0:43
  to
• 0:43
  share
• 0:43
  something
• 0:43
  he's
• 0:44
  genuinely
• 0:44
  passionate
• 0:45
  about.
• 0:45
  He's
• 0:45
  going
• 0:45
  to
• 0:46
  show
• 0:46
  you
• 0:46
  how
• 0:46
  data
• 0:46
  can
• 0:47
  completely
• 0:47
  change
• 0:48
  the
• 0:48
  outcome
• 0:48
  for
• 0:48
  both
• 0:48
  people
• 0:49
  and
• 0:49
  businesses.
• 0:50
  In
• 0:50
  each
• 0:50
  episode,
• 0:51
  he
• 0:51
  sits
• 0:51
  down
• 0:51
  with
• 0:51
  real
• 0:52
  people
• 0:52
  who've
• 0:52
  done
• 0:52
  incredible
• 0:53
  things
• 0:53
  with
• 0:53
  data.
• 0:54
  But
• 0:54
  don't
• 0:54
  worry,
• 0:55
  these
• 0:55
  aren't
• 0:55
  your
• 0:56
  typical
• 0:56
  dry
• 0:56
  case
• 0:57
  studies.
• 0:57
  Graham
• 0:58
  and
• 0:58
  his
• 0:58
  guests
• 0:58
  bring
• 0:59
  you
• 0:59
  stories
• 0:59
  about
• 0:59
  leaders
• 1:00
  and
• 1:00
  innovators
• 1:00
  who
• 1:01
  saw
• 1:01
  something
• 1:01
  in
• 1:01
  their
• 1:01
  data
• 1:02
  that
• 1:02
  sparked
• 1:02
  a
• 1:02
  brand
• 1:03
  new
• 1:03
  reality.
• 1:04
  These
• 1:04
  are
• 1:04
  changes
• 1:05
  that
• 1:05
  tore
• 1:05
  through
• 1:05
  entire
• 1:06
  industries,
• 1:07
  upended
• 1:07
  company
• 1:08
  cultures,
• 1:08
  and
• 1:08
  sometimes
• 1:09
  even
• 1:09
  changed
• 1:10
  lives.
• 1:11
  So
• 1:11
  whether
• 1:11
  you're
• 1:11
  a
• 1:11
  data
• 1:12
  enthusiast
• 1:13
  or
• 1:13
  just
• 1:13
  curious
• 1:14
  about
• 1:14
  how
• 1:14
  to
• 1:14
  find
• 1:14
  the
• 1:15
  truth
• 1:15
  in
• 1:15
  your
• 1:15
  data,
• 1:16
  join
• 1:16
  Graham
• 1:17
  as
• 1:17
  he
• 1:17
  discovers
• 1:18
  how
• 1:18
  data
• 1:18
  becomes
• 1:19
  more
• 1:19
  than
• 1:19
  just
• 1:19
  numbers.
• 1:20
  It
• 1:21
  becomes
• 1:21
  the
• 1:21
  spark
• 1:21
  that
• 1:22
  ignites
• 1:22
  real,
• 1:23
  meaningful
• 1:23
  changes.
• 1:25
  Let's
• 1:25
  get
• 1:25
  started.
• 1:25
  Thanks
• 1:26
  for
• 1:26
  listening.
• 1:26
  Most
• 1:27
  companies
• 1:27
  say
• 1:27
  they're
• 1:28
  data
• 1:28
  driven.
• 1:28
  Dmitry
• 1:29
  Adler
• 1:30
  knows
• 1:30
  that
• 1:30
  they're
• 1:30
  not.
• 1:31
  And
• 1:31
  he
• 1:31
  can
• 1:31
  prove
• 1:31
  it.
• 1:32
  He's
• 1:32
  the
• 1:32
  co
• 1:33
  founder
• 1:33
  of
• 1:33
  Data
• 1:33
  Society,
• 1:34
  a
• 1:34
  bootstrapped
• 1:35
  powerhouse
• 1:35
  that
• 1:35
  went
• 1:36
  from
• 1:36
  two
• 1:36
  laptops
• 1:37
  to
• 1:37
  an
• 1:37
  eight
• 1:37
  figure
• 1:37
  exit.
• 1:38
  And
• 1:38
  along
• 1:38
  the
• 1:38
  way,
• 1:39
  Dmitry
• 1:39
  has
• 1:39
  trained
• 1:40
  thousands
• 1:40
  of
• 1:40
  professionals,
• 1:41
  from
• 1:41
  Fortune
• 1:41
  500
• 1:42
  execs
• 1:42
  to
• 1:43
  federal
• 1:43
  agencies,
• 1:44
  not
• 1:44
  just
• 1:44
  in
• 1:44
  data
• 1:45
  skills,
• 1:45
  but
• 1:45
  in
• 1:46
  rethinking
• 1:46
  how
• 1:47
  organizations
• 1:47
  operate
• 1:48
  with
• 1:48
  data.
• 1:48
  After
• 1:49
  automating
• 1:49
  weeks
• 1:50
  of
• 1:50
  Wall
• 1:50
  street
• 1:50
  work
• 1:50
  into
• 1:51
  a
• 1:51
  single
• 1:51
  afternoon,
• 1:51
  he
• 1:52
  he
• 1:52
  had
• 1:52
  a
• 1:52
  realization.
• 1:53
  The
• 1:53
  real
• 1:53
  opportunity
• 1:54
  isn't
• 1:54
  in
• 1:54
  doing
• 1:54
  the
• 1:55
  analysis.
• 1:55
  It's
• 1:56
  in
• 1:56
  empowering
• 1:56
  everyone
• 1:57
  to
• 1:57
  use
• 1:57
  the
• 1:57
  data
• 1:58
  as
• 1:58
  fluently
• 1:58
  as
• 1:58
  possible.
• 1:59
  In
• 1:59
  today's
• 2:00
  episode,
• 2:00
  we'll
• 2:00
  cover
• 2:01
  why
• 2:01
  dashboards
• 2:02
  won't
• 2:02
  save
• 2:02
  your
• 2:02
  culture,
• 2:03
  the
• 2:03
  silent
• 2:04
  killers
• 2:04
  of
• 2:04
  true
• 2:04
  data
• 2:05
  adoption.
• 2:05
  And
• 2:06
  what
• 2:06
  separates
• 2:06
  companies
• 2:06
  that
• 2:07
  scale
• 2:07
  with
• 2:07
  data
• 2:08
  from
• 2:08
  those
• 2:08
  that
• 2:09
  stall.
• 2:09
  If
• 2:09
  you've
• 2:09
  ever
• 2:10
  wondered
• 2:10
  why
• 2:10
  your
• 2:10
  team
• 2:10
  has
• 2:11
  the
• 2:11
  tools
• 2:11
  but
• 2:11
  not
• 2:11
  the
• 2:11
  traction,
• 2:12
  this
• 2:12
  one
• 2:12
  is
• 2:12
  for
• 2:13
  you.
• 2:13
  Here
• 2:13
  is
• 2:14
  Dmitry
• 2:15
  welcome,
• 2:15
  sir.
• 2:15
  Thanks,
• 2:15
  Graham.
• 2:16
  Thank
• 2:16
  you
• 2:16
  so
• 2:16
  much
• 2:16
  for
• 2:17
  having
• 2:17
  me.
• 2:18
  It's
• 2:18
  great
• 2:18
  to
• 2:18
  have
• 2:18
  you
• 2:18
  on.
• 2:18
  I
• 2:19
  know
• 2:19
  we've
• 2:19
  had
• 2:19
  a
• 2:19
  couple
• 2:19
  of
• 2:19
  great
• 2:19
  conversations
• 2:20
  already,
• 2:20
  and
• 2:21
  I
• 2:21
  know
• 2:21
  you've
• 2:21
  got
• 2:21
  a
• 2:22
  lot
• 2:22
  of
• 2:22
  awesomeness
• 2:22
  that
• 2:23
  you
• 2:23
  can
• 2:23
  share
• 2:23
  with
• 2:23
  the
• 2:23
  crew
• 2:24
  of
• 2:26
  regular
• 2:26
  listeners
• 2:27
  here.
• 2:27
  So
• 2:28
  I'll
• 2:28
  start
• 2:29
  with
• 2:30
  a
• 2:31
  tricky
• 2:31
  question,
• 2:33
  and
• 2:33
  it's
• 2:33
  about
• 2:34
  successful
• 2:34
  leaders.
• 2:35
  It's
• 2:35
  successful
• 2:35
  leaders
• 2:36
  who
• 2:36
  were
• 2:36
  successful,
• 2:36
  but
• 2:37
  they
• 2:37
  become
• 2:37
  their
• 2:38
  own
• 2:38
  worst
• 2:38
  enemy
• 2:39
  when
• 2:39
  it
• 2:39
  comes
• 2:40
  to
• 2:40
  data
• 2:40
  adoption.
• 2:41
  So
• 2:41
  how
• 2:41
  does
• 2:42
  that
• 2:42
  happen?
• 2:42
  How
• 2:42
  do
• 2:42
  people
• 2:42
  go
• 2:43
  from
• 2:43
  success
• 2:44
  to
• 2:44
  failure
• 2:45
  in
• 2:45
  the
• 2:45
  process
• 2:45
  of
• 2:46
  adopting
• 2:46
  data?
• 2:46
  Something
• 2:47
  which
• 2:47
  should,
• 2:47
  in
• 2:47
  theory,
• 2:48
  help
• 2:48
  them?
• 2:48
  Yeah,
• 2:48
  absolutely.
• 2:49
  Well,
• 2:51
  what
• 2:51
  data
• 2:51
  is
• 2:51
  intended
• 2:52
  to
• 2:52
  do
• 2:52
  is
• 2:52
  to
• 2:53
  measure
• 2:54
  activity,
• 2:55
  empower
• 2:56
  thoughtful
• 2:56
  analysis
• 2:57
  of
• 2:58
  that
• 2:58
  activity
• 2:59
  and
• 2:59
  those
• 2:59
  processes
• 3:00
  and
• 3:00
  making
• 3:01
  them
• 3:01
  better.
• 3:02
  So
• 3:02
  if
• 3:02
  you
• 3:02
  start
• 3:03
  in
• 3:03
  a
• 3:03
  good
• 3:03
  place
• 3:03
  of
• 3:04
  saying,
• 3:04
  oh,
• 3:04
  well,
• 3:04
  this
• 3:04
  is
• 3:04
  easy,
• 3:05
  we're
• 3:05
  going
• 3:05
  to
• 3:05
  have
• 3:05
  our
• 3:05
  data
• 3:06
  collection
• 3:07
  capability,
• 3:08
  we're
• 3:08
  going
• 3:08
  to
• 3:09
  store
• 3:09
  the
• 3:09
  data,
• 3:09
  we're
• 3:09
  going
• 3:10
  to
• 3:10
  make
• 3:10
  sure
• 3:10
  that
• 3:10
  we
• 3:10
  have
• 3:10
  good
• 3:11
  analysts
• 3:12
  looking
• 3:12
  at
• 3:12
  the
• 3:13
  data
• 3:13
  to
• 3:13
  extract
• 3:14
  insights.
• 3:14
  That
• 3:15
  often
• 3:15
  misses
• 3:15
  the
• 3:16
  elephant
• 3:16
  in
• 3:16
  the
• 3:16
  room,
• 3:16
  which
• 3:17
  is
• 3:17
  what
• 3:17
  is
• 3:17
  the
• 3:18
  business
• 3:18
  process
• 3:18
  you're
• 3:18
  trying
• 3:19
  to
• 3:19
  model?
• 3:19
  I
• 3:19
  know
• 3:20
  it's
• 3:20
  like
• 3:20
  boring
• 3:21
  consulting
• 3:21
  speak,
• 3:21
  but
• 3:21
  the
• 3:21
  practical
• 3:22
  reality
• 3:22
  of
• 3:22
  it
• 3:22
  is
• 3:23
  you
• 3:23
  have
• 3:23
  to
• 3:23
  have
• 3:23
  a
• 3:24
  really
• 3:24
  good
• 3:24
  understanding
• 3:24
  of
• 3:24
  what
• 3:25
  happens
• 3:25
  mechanically
• 3:26
  in
• 3:26
  your
• 3:26
  organization
• 3:28
  in
• 3:28
  order
• 3:29
  to
• 3:29
  interpret
• 3:29
  correctly
• 3:30
  the
• 3:31
  insights
• 3:31
  that
• 3:31
  the
• 3:31
  data
• 3:31
  is
• 3:32
  giving
• 3:32
  you.
• 3:32
  And
• 3:32
  then
• 3:32
  once
• 3:33
  you
• 3:33
  have
• 3:33
  those
• 3:33
  insights,
• 3:34
  it's
• 3:34
  about
• 3:34
  working
• 3:35
  with
• 3:35
  your
• 3:35
  team
• 3:35
  to
• 3:36
  adjust
• 3:36
  those
• 3:36
  behaviors.
• 3:37
  Now,
• 3:37
  behaviors
• 3:38
  don't
• 3:38
  come
• 3:38
  out
• 3:39
  of
• 3:39
  nowhere.
• 3:39
  There's
• 3:39
  usually
• 3:40
  a
• 3:40
  whole
• 3:40
  incentive
• 3:41
  structure
• 3:41
  that
• 3:42
  has
• 3:42
  caused
• 3:43
  things
• 3:43
  to
• 3:43
  act
• 3:43
  in
• 3:44
  a
• 3:44
  certain
• 3:44
  way.
• 3:45
  So,
• 3:45
  in
• 3:45
  short,
• 3:46
  I
• 3:46
  find
• 3:46
  folks
• 3:46
  skip
• 3:47
  the
• 3:47
  step
• 3:47
  of
• 3:48
  analyzing
• 3:49
  why
• 3:49
  things
• 3:49
  are
• 3:50
  the
• 3:50
  way
• 3:50
  they
• 3:50
  are,
• 3:51
  and
• 3:51
  if
• 3:51
  you
• 3:51
  were
• 3:51
  to
• 3:52
  change
• 3:52
  them,
• 3:52
  what
• 3:52
  else
• 3:53
  has
• 3:53
  to
• 3:53
  be
• 3:53
  adjusted
• 3:54
  and
• 3:54
  why?
• 3:54
  Yeah,
• 3:55
  I
• 3:55
  love
• 3:55
  that.
• 3:55
  And
• 3:56
  I,
• 3:57
  you
• 3:57
  know,
• 3:58
  I
• 3:58
  used
• 3:58
  to
• 3:59
  preach
• 4:00
  probably
• 4:00
  a
• 4:00
  little
• 4:00
  too
• 4:00
  hard
• 4:00
  to
• 4:01
  my
• 4:01
  teams
• 4:01
  in
• 4:02
  corporate
• 4:02
  environments
• 4:03
  about
• 4:03
  understanding
• 4:04
  context
• 4:04
  and
• 4:04
  how
• 4:04
  context
• 4:05
  was
• 4:05
  the
• 4:05
  key
• 4:05
  to
• 4:06
  great
• 4:06
  data
• 4:07
  analysis
• 4:07
  and
• 4:07
  building
• 4:08
  great
• 4:08
  data
• 4:08
  products.
• 4:09
  Because
• 4:10
  what
• 4:10
  people,
• 4:10
  be
• 4:11
  IT
• 4:11
  leaders
• 4:11
  or
• 4:12
  clients
• 4:12
  or
• 4:13
  customers
• 4:13
  or
• 4:14
  users,
• 4:14
  whoever
• 4:14
  it
• 4:14
  might
• 4:14
  be,
• 4:15
  say
• 4:16
  they
• 4:16
  want,
• 4:16
  is
• 4:16
  often
• 4:16
  different
• 4:16
  from
• 4:17
  what
• 4:17
  they
• 4:17
  actually
• 4:17
  want
• 4:17
  or
• 4:17
  what
• 4:18
  they
• 4:18
  actually
• 4:18
  need.
• 4:19
  And
• 4:19
  they
• 4:19
  don't
• 4:19
  always
• 4:19
  state
• 4:20
  it
• 4:20
  in
• 4:20
  language
• 4:20
  that
• 4:21
  translates
• 4:21
  directly
• 4:22
  across,
• 4:22
  to
• 4:22
  the,
• 4:23
  to
• 4:23
  the
• 4:23
  realm
• 4:24
  of
• 4:24
  data
• 4:25
  professionals.
• 4:26
  So
• 4:26
  collecting
• 4:27
  that
• 4:27
  context
• 4:27
  and
• 4:27
  that
• 4:28
  understanding
• 4:28
  of
• 4:28
  what
• 4:28
  is
• 4:29
  really
• 4:29
  driving
• 4:29
  the
• 4:29
  business
• 4:29
  forward,
• 4:30
  I
• 4:30
  think
• 4:30
  is
• 4:30
  critical.
• 4:31
  Yeah,
• 4:31
  I
• 4:31
  think
• 4:31
  so
• 4:31
  much
• 4:31
  of
• 4:32
  our
• 4:32
  jobs
• 4:32
  as
• 4:33
  consultants
• 4:34
  effectively
• 4:34
  is
• 4:34
  diagnostics
• 4:36
  to,
• 4:36
  as
• 4:36
  you
• 4:37
  correctly
• 4:37
  said,
• 4:37
  not
• 4:38
  just
• 4:38
  do
• 4:38
  what
• 4:38
  you
• 4:38
  think
• 4:39
  what
• 4:39
  the
• 4:39
  client's
• 4:39
  asking
• 4:40
  to
• 4:40
  do,
• 4:40
  but
• 4:41
  like
• 4:41
  a
• 4:41
  good
• 4:42
  physician,
• 4:42
  to
• 4:42
  really
• 4:43
  diagnose
• 4:43
  the
• 4:44
  root
• 4:44
  cause
• 4:44
  of
• 4:44
  the
• 4:44
  problem
• 4:45
  rather
• 4:45
  than
• 4:45
  the
• 4:45
  symptoms
• 4:46
  that
• 4:46
  they're
• 4:46
  ultimately
• 4:46
  complaining
• 4:47
  about
• 4:48
  and
• 4:48
  bring
• 4:49
  the
• 4:49
  customer
• 4:49
  along
• 4:50
  on
• 4:50
  that
• 4:50
  journey
• 4:50
  so
• 4:51
  that
• 4:51
  they
• 4:51
  can
• 4:51
  see
• 4:51
  what
• 4:52
  the
• 4:52
  root
• 4:52
  causes
• 4:52
  are
• 4:53
  and
• 4:53
  have
• 4:53
  be
• 4:54
  sufficiently
• 4:54
  self
• 4:54
  reflective
• 4:55
  to
• 4:55
  understand
• 4:56
  how
• 4:56
  they
• 4:56
  got
• 4:56
  to
• 4:57
  that
• 4:57
  point.
• 4:57
  I
• 4:57
  think
• 4:57
  that's
• 4:58
  a
• 4:58
  lot
• 4:58
  of
• 5:00
  where
• 5:00
  things
• 5:00
  can
• 5:00
  go
• 5:01
  wrong
• 5:01
  sometimes
• 5:01
  as
• 5:01
  well,
• 5:02
  which
• 5:02
  is
• 5:02
  people
• 5:03
  struggling
• 5:04
  to
• 5:04
  admit
• 5:05
  the
• 5:05
  fact
• 5:05
  that
• 5:05
  it's
• 5:06
  some
• 5:06
  of
• 5:06
  the
• 5:06
  things
• 5:06
  that
• 5:07
  they
• 5:07
  did
• 5:07
  in
• 5:07
  the
• 5:07
  past
• 5:08
  or
• 5:08
  that
• 5:08
  are
• 5:08
  causes
• 5:09
  of
• 5:09
  of
• 5:09
  the
• 5:10
  current
• 5:10
  state,
• 5:11
  not
• 5:11
  feeling
• 5:12
  like
• 5:12
  they
• 5:12
  have
• 5:12
  the
• 5:13
  latitude
• 5:13
  internally
• 5:14
  to
• 5:15
  be
• 5:15
  transparent
• 5:16
  about
• 5:17
  how
• 5:17
  and
• 5:17
  why
• 5:18
  things
• 5:18
  can
• 5:18
  be
• 5:18
  improved
• 5:19
  without
• 5:20
  the
• 5:20
  fear
• 5:20
  of
• 5:20
  saying,
• 5:21
  oh
• 5:21
  well,
• 5:21
  you
• 5:22
  made
• 5:22
  a
• 5:22
  mistake,
• 5:22
  therefore
• 5:23
  here's
• 5:23
  adverse
• 5:23
  consequences.
• 5:24
  I
• 5:25
  know
• 5:25
  how
• 5:25
  that
• 5:25
  goes
• 5:25
  in
• 5:25
  corporate
• 5:26
  environments
• 5:26
  for
• 5:26
  sure.
• 5:27
  And
• 5:28
  it
• 5:28
  brings
• 5:28
  me
• 5:29
  back
• 5:29
  to
• 5:29
  another
• 5:29
  point
• 5:29
  that
• 5:29
  I've
• 5:30
  come
• 5:30
  across
• 5:30
  a
• 5:30
  few
• 5:30
  times
• 5:31
  of
• 5:32
  what
• 5:33
  an
• 5:33
  organization
• 5:33
  says
• 5:33
  it
• 5:34
  prioritizes
• 5:34
  versus
• 5:35
  what
• 5:35
  it
• 5:35
  rewards
• 5:37
  and
• 5:38
  the
• 5:38
  behavior
• 5:38
  of
• 5:38
  the
• 5:38
  rewards.
• 5:39
  And
• 5:39
  through
• 5:39
  that
• 5:40
  you
• 5:40
  begin
• 5:40
  to
• 5:41
  get
• 5:41
  to
• 5:43
  hidden
• 5:43
  metrics
• 5:43
  that
• 5:44
  actually
• 5:44
  are
• 5:44
  far
• 5:44
  better
• 5:45
  indicators
• 5:46
  of
• 5:46
  how
• 5:46
  well
• 5:47
  the
• 5:47
  organization
• 5:48
  is
• 5:48
  doing
• 5:48
  or
• 5:48
  not.
• 5:49
  I
• 5:49
  heard
• 5:49
  about
• 5:49
  a
• 5:50
  fun
• 5:50
  hidden
• 5:50
  metric
• 5:50
  on
• 5:50
  a
• 5:51
  podcast
• 5:51
  the
• 5:51
  other
• 5:51
  week
• 5:51
  of
• 5:52
  one
• 5:52
  of
• 5:52
  the
• 5:53
  best
• 5:53
  hidden
• 5:53
  metrics
• 5:53
  for
• 5:54
  how
• 5:54
  happy
• 5:54
  a
• 5:54
  person
• 5:55
  is
• 5:55
  is
• 5:55
  how
• 5:56
  many
• 5:56
  hours
• 5:56
  per
• 5:56
  year
• 5:56
  they
• 5:57
  spend
• 5:57
  in
• 5:57
  a
• 5:57
  hammock.
• 5:59
  And
• 5:59
  it
• 5:59
  was
• 6:00
  measuring
• 6:00
  that
• 6:00
  stuff.
• 6:00
  But
• 6:01
  you
• 6:02
  can
• 6:02
  see
• 6:02
  why
• 6:02
  it
• 6:03
  might
• 6:03
  work.
• 6:03
  But
• 6:04
  you're
• 6:05
  right.
• 6:05
  And
• 6:05
  in
• 6:05
  the
• 6:05
  example
• 6:05
  you
• 6:06
  talk
• 6:06
  about,
• 6:06
  we
• 6:06
  may
• 6:07
  say
• 6:07
  that
• 6:07
  we
• 6:07
  re
• 6:09
  innovation
• 6:09
  and
• 6:10
  bold
• 6:10
  courageous
• 6:11
  thinking
• 6:11
  and
• 6:11
  fail
• 6:12
  fast.
• 6:12
  And
• 6:12
  I've
• 6:13
  heard
• 6:13
  organizations,
• 6:14
  all
• 6:14
  types
• 6:14
  of
• 6:14
  organizations,
• 6:16
  claim
• 6:16
  to
• 6:16
  reward
• 6:16
  that,
• 6:17
  but
• 6:17
  then
• 6:17
  actually
• 6:17
  what
• 6:18
  they
• 6:18
  do
• 6:18
  is
• 6:18
  punish
• 6:18
  people
• 6:18
  who
• 6:19
  make
• 6:19
  mistakes
• 6:19
  or
• 6:19
  punish
• 6:20
  people
• 6:20
  who
• 6:20
  do
• 6:20
  fail
• 6:20
  fast.
• 6:21
  And
• 6:22
  then
• 6:22
  you
• 6:22
  get
• 6:22
  in
• 6:22
  this
• 6:22
  vicious
• 6:23
  cycle
• 6:24
  that
• 6:25
  kills
• 6:26
  progress
• 6:27
  and
• 6:27
  puts
• 6:28
  the
• 6:28
  measurement,
• 6:28
  the
• 6:28
  focus
• 6:29
  on
• 6:29
  measurement
• 6:29
  in
• 6:29
  entirely
• 6:30
  the
• 6:30
  wrong
• 6:30
  place.
• 6:30
  You
• 6:31
  know,
• 6:31
  that
• 6:31
  was
• 6:31
  one
• 6:31
  of
• 6:31
  the
• 6:31
  big
• 6:31
  things
• 6:32
  in
• 6:32
  our
• 6:32
  ethos
• 6:33
  as
• 6:33
  we
• 6:33
  grew,
• 6:33
  is
• 6:34
  we
• 6:34
  never
• 6:34
  punish
• 6:35
  people
• 6:35
  for
• 6:35
  making
• 6:35
  a
• 6:36
  mistake.
• 6:36
  Ever.
• 6:38
  And
• 6:38
  what.
• 6:39
  And
• 6:39
  now,
• 6:39
  of
• 6:40
  course,
• 6:40
  it
• 6:40
  took
• 6:40
  a
• 6:40
  lot
• 6:40
  of
• 6:40
  stamina
• 6:41
  on
• 6:41
  the
• 6:41
  part
• 6:41
  of
• 6:41
  the
• 6:41
  founders
• 6:42
  who
• 6:42
  had
• 6:42
  personal
• 6:43
  financial
• 6:43
  risk
• 6:43
  at
• 6:43
  stake.
• 6:44
  But
• 6:44
  what
• 6:45
  it
• 6:45
  helped
• 6:46
  create
• 6:46
  is
• 6:46
  a
• 6:47
  culture
• 6:47
  of
• 6:47
  complete
• 6:47
  transparency
• 6:48
  where
• 6:48
  people
• 6:48
  would
• 6:48
  raise
• 6:49
  a
• 6:49
  hand
• 6:49
  and
• 6:49
  say,
• 6:49
  hey,
• 6:49
  listen,
• 6:50
  I
• 6:50
  made
• 6:50
  a
• 6:51
  mistake
• 6:51
  and
• 6:51
  here's
• 6:51
  what
• 6:52
  happened.
• 6:52
  And
• 6:52
  that
• 6:52
  was
• 6:53
  in
• 6:53
  fact
• 6:53
  the
• 6:53
  only
• 6:53
  get
• 6:53
  out
• 6:54
  of
• 6:54
  jail
• 6:54
  free
• 6:54
  card,
• 6:55
  right?
• 6:55
  If
• 6:55
  people
• 6:56
  hid
• 6:56
  their
• 6:56
  mistake,
• 6:57
  that
• 6:57
  was
• 6:57
  an
• 6:57
  immediate
• 6:58
  dismissal.
• 6:58
  But
• 6:59
  if
• 6:59
  they
• 6:59
  actually
• 6:59
  made
• 6:59
  their
• 7:00
  mistake
• 7:00
  public
• 7:01
  and
• 7:01
  helped
• 7:02
  everybody
• 7:02
  learn
• 7:02
  from
• 7:03
  it,
• 7:03
  there
• 7:03
  was
• 7:03
  actually
• 7:04
  a
• 7:04
  carrot
• 7:04
  at
• 7:04
  the
• 7:04
  end
• 7:05
  of
• 7:05
  that
• 7:05
  action
• 7:05
  and
• 7:05
  saying,
• 7:06
  okay,
• 7:06
  and
• 7:06
  thank
• 7:07
  you
• 7:07
  for
• 7:07
  helping
• 7:07
  us
• 7:07
  all
• 7:08
  be
• 7:08
  better.
• 7:09
  You
• 7:09
  should
• 7:09
  also
• 7:10
  be
• 7:10
  better.
• 7:10
  But
• 7:11
  here's,
• 7:11
  you
• 7:12
  know,
• 7:12
  how
• 7:12
  do
• 7:12
  we
• 7:12
  move
• 7:12
  forward
• 7:13
  as
• 7:13
  an
• 7:13
  organization?
• 7:14
  As
• 7:14
  a
• 7:14
  result,
• 7:15
  we
• 7:15
  ended
• 7:15
  up
• 7:16
  with
• 7:16
  people
• 7:17
  who
• 7:17
  stayed
• 7:17
  for
• 7:18
  a
• 7:18
  long
• 7:18
  time.
• 7:18
  We
• 7:19
  had
• 7:20
  retention
• 7:20
  figures
• 7:21
  much
• 7:21
  above
• 7:21
  industry
• 7:21
  standard.
• 7:22
  And
• 7:23
  in
• 7:23
  tech
• 7:23
  over
• 7:23
  the
• 7:24
  past
• 7:24
  10
• 7:24
  years,
• 7:24
  that
• 7:25
  was
• 7:25
  a
• 7:25
  rarity.
• 7:26
  Oh,
• 7:26
  indeed,
• 7:27
  right.
• 7:27
  And
• 7:27
  then
• 7:28
  people
• 7:28
  got
• 7:28
  promoted,
• 7:29
  they
• 7:29
  got
• 7:29
  meaningfully
• 7:31
  more
• 7:32
  responsibility.
• 7:33
  And
• 7:33
  even
• 7:33
  when
• 7:34
  they
• 7:34
  left,
• 7:34
  you
• 7:34
  know,
• 7:35
  we
• 7:35
  were
• 7:35
  very
• 7:36
  proud
• 7:36
  about
• 7:37
  where
• 7:37
  they
• 7:37
  went
• 7:37
  to.
• 7:38
  You
• 7:38
  know,
• 7:38
  those
• 7:38
  were
• 7:39
  meaningful
• 7:39
  promotions,
• 7:39
  much
• 7:40
  bigger
• 7:40
  jobs.
• 7:40
  And
• 7:41
  that
• 7:41
  was
• 7:41
  a
• 7:41
  function
• 7:42
  of
• 7:42
  the
• 7:42
  skills
• 7:43
  they
• 7:43
  developed
• 7:44
  by
• 7:44
  trying
• 7:44
  a
• 7:45
  lot
• 7:45
  of
• 7:45
  stuff,
• 7:46
  learning
• 7:46
  what
• 7:46
  doesn't
• 7:47
  work,
• 7:47
  and
• 7:47
  becoming
• 7:48
  really
• 7:48
  good
• 7:49
  at
• 7:49
  figuring
• 7:50
  out
• 7:50
  what
• 7:50
  does
• 7:50
  and
• 7:50
  how
• 7:51
  to
• 7:51
  make
• 7:51
  it.
• 7:51
  So
• 7:51
  yeah,
• 7:52
  it's
• 7:52
  the
• 7:52
  fastest
• 7:52
  way
• 7:53
  to
• 7:53
  improve.
• 7:53
  And
• 7:54
  I
• 7:54
  think
• 7:54
  this
• 7:55
  is
• 7:55
  the
• 7:55
  famous
• 7:55
  marshmallow
• 7:56
  and
• 7:56
  spaghetti
• 7:57
  challenge.
• 7:57
  We
• 7:57
  try
• 7:57
  and
• 7:57
  build
• 7:58
  the
• 7:59
  highest
• 7:59
  towers.
• 7:59
  And
• 8:00
  outside
• 8:00
  of
• 8:01
  structural
• 8:01
  engineers,
• 8:02
  the
• 8:02
  group
• 8:02
  that
• 8:03
  consistently
• 8:03
  performs
• 8:03
  well
• 8:04
  is
• 8:04
  kids,
• 8:05
  because
• 8:06
  they
• 8:06
  haven't
• 8:06
  got
• 8:07
  that
• 8:07
  inbuilt
• 8:08
  fear
• 8:08
  of
• 8:09
  making
• 8:09
  mistakes.
• 8:10
  So
• 8:10
  they
• 8:10
  try
• 8:10
  stuff.
• 8:11
  They
• 8:11
  don't
• 8:11
  sit
• 8:11
  down
• 8:12
  as
• 8:12
  human
• 8:13
  beings,
• 8:13
  especially
• 8:14
  consultants
• 8:15
  or
• 8:16
  professionals,
• 8:17
  white
• 8:17
  collar
• 8:18
  professionals
• 8:18
  would
• 8:18
  do
• 8:19
  and
• 8:19
  try
• 8:19
  and
• 8:20
  establish
• 8:20
  a
• 8:20
  leadership
• 8:21
  structure
• 8:21
  and
• 8:21
  then
• 8:21
  talk
• 8:21
  about
• 8:22
  a
• 8:22
  strategy
• 8:22
  and
• 8:22
  whatever
• 8:23
  else.
• 8:23
  And
• 8:23
  then
• 8:24
  by
• 8:25
  that
• 8:25
  time,
• 8:25
  10
• 8:25
  minutes
• 8:25
  in,
• 8:26
  they've
• 8:26
  done
• 8:26
  nothing.
• 8:26
  And
• 8:26
  the
• 8:26
  kids
• 8:27
  have
• 8:27
  been
• 8:27
  hovered
• 8:28
  on
• 8:28
  eight
• 8:29
  different
• 8:29
  ways
• 8:29
  that
• 8:29
  marshmallows
• 8:30
  and
• 8:30
  spaghetti
• 8:30
  don't
• 8:30
  build
• 8:30
  together
• 8:33
  just
• 8:33
  by
• 8:33
  picking
• 8:33
  it
• 8:33
  up
• 8:34
  and
• 8:35
  doing
• 8:36
  it.
• 8:36
  And
• 8:37
  those
• 8:37
  are
• 8:37
  mistakes,
• 8:38
  which
• 8:38
  are.
• 8:39
  There
• 8:39
  are
• 8:39
  different
• 8:39
  types
• 8:40
  of
• 8:40
  mistakes,
• 8:40
  right,
• 8:40
  Dmitry?
• 8:41
  So
• 8:41
  the
• 8:41
  mistakes
• 8:42
  made
• 8:42
  in
• 8:42
  good
• 8:42
  intent
• 8:43
  to
• 8:44
  try
• 8:44
  something
• 8:44
  out
• 8:44
  that
• 8:45
  didn't
• 8:45
  work,
• 8:45
  and
• 8:46
  maybe
• 8:46
  with
• 8:47
  a
• 8:47
  bit
• 8:47
  more
• 8:47
  context
• 8:47
  or
• 8:48
  a
• 8:48
  bit
• 8:48
  more
• 8:48
  thought,
• 8:48
  you
• 8:48
  might
• 8:48
  have
• 8:48
  been
• 8:49
  able
• 8:49
  to
• 8:49
  work
• 8:49
  that
• 8:49
  in
• 8:49
  advance,
• 8:50
  but
• 8:50
  you've
• 8:51
  made
• 8:51
  a
• 8:51
  mistake
• 8:51
  in
• 8:51
  good
• 8:52
  intent.
• 8:52
  It's
• 8:53
  very
• 8:53
  different
• 8:53
  to
• 8:53
  gross
• 8:53
  negligence
• 8:54
  of
• 8:54
  like,
• 8:54
  I
• 8:55
  didn't
• 8:55
  try
• 8:55
  very
• 8:55
  hard,
• 8:56
  or,
• 8:57
  you
• 8:57
  know,
• 8:57
  I
• 8:58
  overlook
• 8:58
  something
• 8:59
  fundamental
• 8:59
  here
• 9:00
  that
• 9:00
  it
• 9:01
  would
• 9:01
  be
• 9:01
  realistic
• 9:01
  to
• 9:02
  expect
• 9:02
  me
• 9:03
  in,
• 9:03
  whatever
• 9:03
  role
• 9:03
  I'm
• 9:03
  into,
• 9:03
  have
• 9:04
  picked
• 9:04
  up.
• 9:04
  I
• 9:04
  think
• 9:04
  it
• 9:04
  really,
• 9:05
  you
• 9:05
  know,
• 9:05
  going
• 9:05
  back
• 9:05
  to
• 9:05
  your
• 9:06
  original
• 9:06
  question
• 9:06
  of
• 9:06
  how
• 9:06
  do
• 9:07
  things
• 9:07
  go
• 9:07
  wrong
• 9:07
  when
• 9:07
  you
• 9:07
  implement
• 9:08
  data
• 9:08
  projects,
• 9:09
  I
• 9:09
  think
• 9:09
  another
• 9:10
  faulty
• 9:11
  mistake,
• 9:11
  another
• 9:12
  fault
• 9:12
  that
• 9:12
  people
• 9:12
  commit
• 9:13
  is
• 9:13
  to
• 9:13
  assume
• 9:14
  that
• 9:14
  it's
• 9:14
  going
• 9:15
  to
• 9:15
  work
• 9:15
  in
• 9:15
  their
• 9:15
  organization
• 9:16
  exactly
• 9:17
  the
• 9:17
  way
• 9:17
  that
• 9:17
  it
• 9:17
  worked
• 9:18
  somewhere
• 9:18
  else.
• 9:18
  You
• 9:19
  know,
• 9:19
  it
• 9:19
  will
• 9:19
  not.
• 9:20
  It
• 9:20
  will
• 9:20
  absolutely
• 9:21
  not.
• 9:21
  And
• 9:21
  so
• 9:22
  while
• 9:22
  you
• 9:22
  can
• 9:22
  adopt
• 9:23
  best
• 9:23
  practices,
• 9:24
  you
• 9:24
  can
• 9:24
  adopt
• 9:26
  rules
• 9:26
  of
• 9:26
  thumb.
• 9:27
  What
• 9:27
  you
• 9:27
  have
• 9:27
  to
• 9:28
  be
• 9:28
  comfortable
• 9:28
  with
• 9:28
  is
• 9:29
  to
• 9:29
  deploy
• 9:30
  something,
• 9:31
  learn
• 9:31
  from
• 9:31
  how
• 9:31
  it
• 9:31
  doesn't
• 9:32
  work,
• 9:32
  and
• 9:32
  have
• 9:33
  the
• 9:33
  political
• 9:34
  will
• 9:34
  to
• 9:34
  do
• 9:34
  another
• 9:35
  rotation,
• 9:35
  another
• 9:36
  iteration.
• 9:37
  And
• 9:37
  just
• 9:38
  understand
• 9:38
  that
• 9:38
  there's
• 9:39
  the
• 9:39
  basic
• 9:39
  principle,
• 9:40
  the
• 9:40
  basic
• 9:40
  truth,
• 9:41
  that
• 9:41
  the
• 9:42
  only
• 9:42
  way
• 9:42
  to
• 9:42
  make
• 9:42
  something
• 9:43
  better
• 9:43
  is
• 9:43
  to
• 9:43
  measure
• 9:44
  it.
• 9:45
  And
• 9:45
  if
• 9:45
  you're
• 9:46
  not
• 9:46
  measuring
• 9:46
  it
• 9:46
  with
• 9:47
  a
• 9:47
  capital
• 9:47
  M,
• 9:48
  not
• 9:48
  just
• 9:48
  mechanically
• 9:49
  in
• 9:49
  the
• 9:49
  back
• 9:49
  room,
• 9:50
  some
• 9:50
  poor
• 9:50
  engineer
• 9:51
  does
• 9:51
  that.
• 9:51
  No,
• 9:52
  you
• 9:52
  talk
• 9:52
  about
• 9:52
  it
• 9:53
  in
• 9:53
  meetings,
• 9:53
  you
• 9:53
  communicate
• 9:54
  about
• 9:54
  that,
• 9:54
  you
• 9:55
  make
• 9:55
  it
• 9:55
  public,
• 9:56
  and
• 9:56
  you
• 9:56
  make
• 9:56
  the
• 9:57
  Mistakes
• 9:57
  public
• 9:57
  and
• 9:57
  you
• 9:57
  make
• 9:58
  the
• 9:58
  whole
• 9:58
  cycle
• 9:58
  public.
• 9:59
  So
• 9:59
  you
• 10:00
  have
• 10:00
  to
• 10:00
  develop
• 10:00
  truly
• 10:01
  that
• 10:01
  culture
• 10:01
  and
• 10:01
  that
• 10:01
  is
• 10:02
  how
• 10:02
  you
• 10:02
  can
• 10:02
  indeed
• 10:03
  achieve
• 10:05
  a
• 10:05
  data
• 10:05
  driven
• 10:06
  transformation,
• 10:08
  achieve
• 10:08
  superior
• 10:09
  results
• 10:09
  with
• 10:10
  data.
• 10:10
  Because
• 10:11
  by
• 10:11
  then
• 10:11
  your
• 10:12
  processes
• 10:12
  have
• 10:12
  become
• 10:13
  tailored
• 10:13
  to
• 10:13
  your,
• 10:14
  your
• 10:15
  situation,
• 10:16
  the
• 10:16
  size
• 10:16
  of
• 10:17
  your
• 10:17
  organization,
• 10:17
  the
• 10:17
  personnel
• 10:18
  that
• 10:18
  you
• 10:18
  have,
• 10:19
  the
• 10:19
  industry
• 10:20
  that
• 10:20
  you're
• 10:20
  in.
• 10:20
  That's
• 10:21
  a
• 10:21
  very
• 10:21
  key
• 10:21
  thing
• 10:21
  to
• 10:22
  do.
• 10:22
  You
• 10:22
  know,
• 10:22
  I
• 10:22
  think
• 10:22
  JP
• 10:23
  Morgan
• 10:24
  talks
• 10:25
  about
• 10:25
  it
• 10:25
  in
• 10:25
  the
• 10:25
  right
• 10:25
  way
• 10:26
  in
• 10:26
  terms
• 10:26
  of
• 10:27
  we
• 10:27
  want
• 10:27
  intrapreneurs,
• 10:28
  you
• 10:29
  know,
• 10:29
  entrepreneurs
• 10:30
  within
• 10:30
  the
• 10:30
  organization.
• 10:32
  And
• 10:32
  having
• 10:32
  worked
• 10:33
  there,
• 10:33
  I've
• 10:33
  seen
• 10:33
  some
• 10:33
  great
• 10:34
  examples
• 10:34
  of
• 10:34
  that
• 10:34
  in
• 10:35
  action.
• 10:35
  You
• 10:35
  know,
• 10:35
  back,
• 10:37
  back
• 10:37
  during
• 10:37
  my
• 10:37
  tenure.
• 10:38
  That's
• 10:39
  kind
• 10:39
  of
• 10:39
  the
• 10:39
  mentality
• 10:40
  that
• 10:40
  I
• 10:40
  think
• 10:40
  business
• 10:41
  leaders
• 10:41
  need
• 10:41
  to
• 10:41
  have
• 10:41
  is
• 10:42
  to
• 10:42
  understand
• 10:43
  what
• 10:43
  it
• 10:43
  takes
• 10:44
  to
• 10:44
  home
• 10:45
  grow
• 10:46
  a
• 10:46
  cadre
• 10:46
  of
• 10:46
  intrapreneurs
• 10:48
  rather
• 10:48
  than
• 10:48
  have
• 10:48
  these
• 10:49
  people
• 10:50
  go
• 10:50
  somewhere
• 10:50
  else
• 10:51
  and
• 10:51
  do
• 10:52
  that
• 10:52
  for
• 10:52
  not
• 10:53
  you.
• 10:53
  Right?
• 10:54
  Yeah,
• 10:54
  exactly.
• 10:54
  By
• 10:55
  rewarding
• 10:55
  the
• 10:56
  right
• 10:57
  behavior.
• 10:57
  And
• 10:58
  the
• 10:58
  other
• 10:58
  power
• 10:59
  of
• 10:59
  that
• 10:59
  approach
• 10:59
  that
• 10:59
  you
• 10:59
  mentioned
• 11:00
  of
• 11:00
  bringing
• 11:00
  everything
• 11:01
  to
• 11:02
  the
• 11:02
  front
• 11:02
  and
• 11:03
  to
• 11:03
  the
• 11:03
  top
• 11:03
  of
• 11:03
  the
• 11:04
  house
• 11:04
  and
• 11:04
  putting
• 11:05
  it
• 11:05
  in
• 11:05
  the
• 11:05
  shop
• 11:05
  window
• 11:06
  about
• 11:06
  what
• 11:06
  you're
• 11:07
  measuring
• 11:07
  and
• 11:08
  how
• 11:08
  you're
• 11:08
  adjusting
• 11:08
  it.
• 11:08
  One
• 11:09
  of
• 11:09
  the
• 11:09
  common
• 11:09
  complaints
• 11:10
  that
• 11:11
  I've
• 11:11
  heard
• 11:11
  from
• 11:11
  different
• 11:12
  leaders
• 11:12
  across
• 11:12
  my.
• 11:13
  My
• 11:13
  whole
• 11:14
  career
• 11:14
  has
• 11:14
  been
• 11:15
  like,
• 11:15
  oh,
• 11:15
  I
• 11:15
  have
• 11:15
  this
• 11:16
  strategy,
• 11:16
  but
• 11:16
  the
• 11:17
  team
• 11:17
  doesn't
• 11:17
  seem
• 11:17
  to
• 11:18
  get
• 11:18
  it.
• 11:19
  Like
• 11:19
  what
• 11:19
  clearer
• 11:20
  way
• 11:20
  to
• 11:21
  double
• 11:21
  down
• 11:21
  on
• 11:22
  what
• 11:22
  your
• 11:22
  strategy
• 11:22
  is
• 11:22
  than
• 11:23
  to
• 11:23
  say,
• 11:23
  this
• 11:23
  is
• 11:23
  what
• 11:23
  I'm
• 11:24
  measuring
• 11:24
  and
• 11:24
  this
• 11:24
  is
• 11:24
  how
• 11:24
  I'm
• 11:25
  adjusting
• 11:25
  the
• 11:26
  staffing,
• 11:27
  the
• 11:27
  priorities,
• 11:28
  the
• 11:29
  resource
• 11:29
  allocation
• 11:30
  in
• 11:30
  this
• 11:30
  organization
• 11:31
  based
• 11:31
  on
• 11:31
  this
• 11:31
  number,
• 11:32
  then
• 11:32
  there's
• 11:33
  no
• 11:33
  doubt,
• 11:33
  right?
• 11:33
  Yeah.
• 11:33
  You
• 11:34
  got
• 11:34
  to
• 11:34
  have
• 11:34
  the
• 11:34
  why.
• 11:35
  You
• 11:35
  got
• 11:35
  to
• 11:36
  have
• 11:36
  the
• 11:36
  why.
• 11:36
  I
• 11:36
  mean,
• 11:36
  I'm
• 11:36
  sure
• 11:36
  you
• 11:37
  know
• 11:37
  the
• 11:37
  social
• 11:38
  psychology
• 11:38
  experiment
• 11:39
  where
• 11:39
  people
• 11:40
  in
• 11:41
  line
• 11:41
  for,
• 11:41
  I
• 11:41
  forget
• 11:42
  what,
• 11:42
  something
• 11:42
  like
• 11:42
  a
• 11:42
  printer
• 11:43
  which
• 11:44
  butt
• 11:44
  in
• 11:45
  and
• 11:45
  they
• 11:45
  would
• 11:45
  get
• 11:45
  kicked
• 11:45
  out.
• 11:45
  But
• 11:46
  if
• 11:46
  they
• 11:46
  said,
• 11:46
  hey,
• 11:46
  can
• 11:47
  you
• 11:47
  please
• 11:47
  let
• 11:47
  me
• 11:47
  cut
• 11:48
  in
• 11:48
  line
• 11:48
  because
• 11:48
  I
• 11:48
  really
• 11:49
  have
• 11:49
  to
• 11:49
  be
• 11:49
  somewhere
• 11:50
  that
• 11:50
  doesn't
• 11:51
  change
• 11:51
  the
• 11:51
  actual
• 11:51
  context
• 11:52
  of
• 11:52
  the
• 11:52
  situation
• 11:53
  since
• 11:53
  they
• 11:53
  gave
• 11:54
  them.
• 11:54
  Because
• 11:55
  all
• 11:55
  of
• 11:55
  a
• 11:55
  sudden
• 11:55
  doors
• 11:56
  open.
• 11:56
  It's
• 11:57
  always
• 11:57
  all
• 11:57
  about
• 11:57
  the
• 11:57
  story.
• 11:58
  Some
• 11:58
  people
• 11:58
  can
• 11:58
  be
• 11:59
  skeptical
• 11:59
  about
• 11:59
  data
• 12:00
  investments
• 12:00
  in
• 12:01
  data
• 12:01
  in
• 12:01
  particular.
• 12:03
  I've
• 12:03
  heard
• 12:03
  someone
• 12:03
  say
• 12:04
  to
• 12:04
  me
• 12:04
  the
• 12:04
  other
• 12:04
  week
• 12:04
  that
• 12:04
  data
• 12:05
  is
• 12:05
  a
• 12:05
  bit
• 12:05
  like,
• 12:06
  like
• 12:06
  water
• 12:06
  in
• 12:07
  an
• 12:07
  organization.
• 12:08
  You
• 12:08
  don't
• 12:09
  realize
• 12:09
  that
• 12:09
  it's
• 12:09
  there
• 12:09
  until
• 12:10
  it's
• 12:10
  gone.
• 12:12
  And
• 12:12
  of
• 12:12
  course,
• 12:12
  you
• 12:13
  know,
• 12:13
  we
• 12:14
  can't
• 12:14
  as
• 12:14
  data
• 12:14
  professionals
• 12:15
  rely
• 12:15
  on
• 12:16
  switching
• 12:16
  all
• 12:17
  the
• 12:17
  data
• 12:17
  infrastructure
• 12:17
  off
• 12:18
  to
• 12:18
  prove
• 12:18
  the
• 12:18
  value
• 12:18
  of
• 12:18
  it.
• 12:19
  I
• 12:19
  mean
• 12:19
  that
• 12:19
  seems
• 12:19
  a
• 12:20
  very
• 12:20
  extreme
• 12:20
  way
• 12:20
  of
• 12:21
  doing
• 12:21
  it.
• 12:22
  What
• 12:22
  are
• 12:22
  some
• 12:22
  of
• 12:22
  the
• 12:23
  best
• 12:24
  ways
• 12:24
  to
• 12:25
  convince
• 12:26
  leadership
• 12:26
  team
• 12:26
  or
• 12:26
  convince
• 12:27
  organizations
• 12:27
  that
• 12:28
  an
• 12:28
  investment
• 12:28
  in
• 12:28
  data
• 12:28
  is
• 12:29
  a
• 12:29
  good
• 12:30
  idea
• 12:30
  when
• 12:30
  they
• 12:30
  may
• 12:30
  be
• 12:31
  skeptical
• 12:31
  about
• 12:31
  it.
• 12:31
  And
• 12:32
  you
• 12:32
  can't
• 12:32
  draw
• 12:32
  a
• 12:32
  straight
• 12:32
  line
• 12:33
  to
• 12:33
  return
• 12:33
  on
• 12:33
  investment
• 12:33
  because
• 12:34
  you
• 12:34
  haven't
• 12:34
  pulled
• 12:34
  the
• 12:34
  insight
• 12:34
  out
• 12:35
  of
• 12:35
  that
• 12:35
  work
• 12:35
  yet.
• 12:35
  It's
• 12:36
  always
• 12:36
  a
• 12:36
  tough
• 12:36
  one.
• 12:36
  I
• 12:36
  think
• 12:37
  it
• 12:37
  actually
• 12:37
  goes
• 12:38
  back
• 12:38
  to
• 12:39
  understanding
• 12:39
  how
• 12:40
  things
• 12:40
  work
• 12:40
  and
• 12:40
  it
• 12:40
  goes
• 12:41
  back
• 12:41
  to
• 12:41
  incentives.
• 12:42
  So
• 12:43
  usually
• 12:43
  if
• 12:44
  you
• 12:44
  have
• 12:44
  incentives
• 12:45
  that
• 12:45
  say
• 12:45
  do
• 12:45
  not
• 12:45
  make
• 12:46
  mistakes,
• 12:47
  then
• 12:48
  the
• 12:48
  more
• 12:48
  you
• 12:48
  can
• 12:49
  hide
• 12:49
  rationale,
• 12:50
  the
• 12:50
  more
• 12:50
  you
• 12:50
  can
• 12:50
  hide
• 12:51
  truth,
• 12:52
  the
• 12:52
  more
• 12:52
  advantage
• 12:53
  you
• 12:53
  are.
• 12:54
  So
• 12:54
  I
• 12:54
  think
• 12:54
  sometimes
• 12:55
  people
• 12:55
  obfuscate
• 12:56
  and
• 12:56
  resist
• 12:57
  data
• 12:57
  driven
• 12:58
  initiatives,
• 12:58
  data
• 12:59
  transformation
• 12:59
  initiatives
• 13:00
  because
• 13:00
  they
• 13:00
  say,
• 13:00
  well,
• 13:01
  that'll
• 13:01
  shine
• 13:01
  a
• 13:01
  very
• 13:01
  clear
• 13:02
  light
• 13:02
  about
• 13:02
  what
• 13:03
  I'm
• 13:03
  potentially
• 13:03
  doing
• 13:04
  wrong.
• 13:05
  Now
• 13:05
  I'm
• 13:05
  going
• 13:05
  to
• 13:05
  hand
• 13:06
  over
• 13:06
  this.
• 13:07
  And
• 13:07
  so
• 13:07
  you
• 13:07
  have
• 13:08
  to
• 13:08
  remove
• 13:08
  that
• 13:08
  impediment
• 13:09
  first.
• 13:10
  So
• 13:10
  then
• 13:11
  when
• 13:11
  your
• 13:11
  pitch
• 13:11
  is,
• 13:12
  no,
• 13:12
  no,
• 13:12
  look,
• 13:13
  we're
• 13:13
  going
• 13:14
  to
• 13:14
  find
• 13:14
  out
• 13:14
  the
• 13:14
  truth,
• 13:15
  we'll
• 13:15
  just
• 13:16
  have
• 13:16
  truth
• 13:17
  all
• 13:17
  of
• 13:17
  a
• 13:17
  sudden.
• 13:17
  That
• 13:18
  concept
• 13:18
  has
• 13:18
  to
• 13:19
  be
• 13:19
  appealing.
• 13:20
  I
• 13:20
  find
• 13:20
  that,
• 13:21
  yeah,
• 13:21
  it's
• 13:21
  the
• 13:21
  incentive
• 13:22
  structure
• 13:22
  that
• 13:23
  usually
• 13:23
  torpedoes
• 13:24
  efforts.
• 13:25
  Yeah,
• 13:26
  no,
• 13:26
  absolutely.
• 13:27
  And
• 13:27
  you
• 13:27
  know,
• 13:27
  the.
• 13:28
  I
• 13:29
  find
• 13:29
  this
• 13:29
  as
• 13:29
  an
• 13:29
  entrepreneur
• 13:30
  as
• 13:30
  well
• 13:30
  as
• 13:30
  an
• 13:30
  entrepreneur,
• 13:31
  like
• 13:31
  in
• 13:32
  order
• 13:32
  to
• 13:32
  get
• 13:33
  top
• 13:33
  down
• 13:33
  commitment
• 13:34
  to
• 13:34
  doing
• 13:34
  something
• 13:35
  in
• 13:35
  a
• 13:35
  new
• 13:35
  way,
• 13:36
  we
• 13:36
  first
• 13:36
  have
• 13:36
  to
• 13:37
  accept
• 13:37
  that
• 13:37
  the
• 13:37
  old
• 13:38
  way
• 13:38
  is
• 13:38
  at
• 13:38
  least
• 13:38
  suboptimal
• 13:39
  if
• 13:39
  not
• 13:39
  broken.
• 13:41
  And
• 13:41
  that's
• 13:41
  often
• 13:41
  attached
• 13:42
  to
• 13:43
  somebody's
• 13:43
  achievement
• 13:44
  or
• 13:44
  somebody's
• 13:45
  promotion
• 13:45
  or
• 13:45
  somebody's,
• 13:46
  you
• 13:47
  know,
• 13:47
  reputation
• 13:48
  at
• 13:48
  the
• 13:48
  company
• 13:48
  or
• 13:48
  whatever
• 13:49
  it
• 13:49
  might
• 13:49
  be.
• 13:49
  So
• 13:49
  there's,
• 13:50
  you
• 13:50
  know,
• 13:50
  political
• 13:50
  resistance
• 13:52
  and
• 13:52
  brand
• 13:52
  related,
• 13:53
  personal
• 13:53
  brand
• 13:54
  related
• 13:54
  resistance
• 13:55
  can
• 13:55
  emerge
• 13:55
  as
• 13:55
  well.
• 13:56
  But
• 13:56
  I
• 13:56
  think
• 13:56
  the
• 13:56
  answer
• 13:57
  is
• 13:57
  you
• 13:57
  actually
• 13:57
  keep
• 13:57
  the
• 13:58
  pilot
• 13:58
  group
• 13:58
  small.
• 13:59
  So
• 13:59
  rather
• 13:59
  than
• 14:00
  trying
• 14:00
  to
• 14:00
  get
• 14:00
  somebody
• 14:01
  to
• 14:01
  bite
• 14:01
  off
• 14:01
  a
• 14:01
  huge
• 14:02
  chunk,
• 14:02
  you've
• 14:02
  got
• 14:02
  to
• 14:02
  go
• 14:02
  to
• 14:03
  these
• 14:03
  senior
• 14:04
  leaders
• 14:04
  who's
• 14:05
  who've
• 14:05
  had
• 14:05
  a
• 14:05
  career
• 14:06
  at
• 14:06
  this
• 14:06
  organization
• 14:07
  and
• 14:07
  say,
• 14:07
  look,
• 14:09
  why
• 14:09
  don't
• 14:09
  we
• 14:09
  do
• 14:09
  a
• 14:09
  small
• 14:10
  pilot
• 14:10
  will
• 14:10
  be
• 14:10
  closed
• 14:11
  doors.
• 14:11
  Right.
• 14:11
  Let's
• 14:11
  agree
• 14:12
  on
• 14:12
  a
• 14:12
  very
• 14:12
  limited
• 14:12
  budget
• 14:13
  and
• 14:13
  you'll
• 14:14
  be
• 14:14
  the
• 14:14
  only
• 14:14
  one
• 14:14
  privy
• 14:14
  to
• 14:14
  the
• 14:15
  results.
• 14:16
  And
• 14:16
  that
• 14:16
  way
• 14:16
  it
• 14:16
  doesn't
• 14:17
  have
• 14:17
  to
• 14:17
  be
• 14:17
  a
• 14:17
  big
• 14:17
  to
• 14:18
  do.
• 14:18
  It
• 14:18
  can
• 14:18
  be
• 14:18
  a
• 14:18
  small
• 14:18
  project
• 14:19
  your
• 14:19
  engineers
• 14:19
  help
• 14:20
  out
• 14:20
  with
• 14:20
  and
• 14:20
  then
• 14:21
  you'll
• 14:21
  get
• 14:21
  a
• 14:21
  front
• 14:22
  row
• 14:22
  seat.
• 14:22
  You
• 14:23
  know,
• 14:23
  that's
• 14:23
  often
• 14:23
  worked
• 14:24
  really
• 14:24
  well.
• 14:24
  And
• 14:25
  the
• 14:25
  last
• 14:25
  bit
• 14:25
  honestly
• 14:26
  is
• 14:26
  just
• 14:26
  bringing
• 14:27
  in
• 14:27
  new
• 14:27
  blood.
• 14:27
  Best
• 14:28
  way
• 14:28
  to
• 14:28
  transform
• 14:29
  an
• 14:29
  organization
• 14:29
  is
• 14:29
  to
• 14:29
  bring
• 14:30
  in
• 14:30
  somebody
• 14:30
  who
• 14:30
  doesn't
• 14:31
  have
• 14:31
  a
• 14:31
  vested
• 14:31
  interest
• 14:31
  in
• 14:31
  perpetuating
• 14:32
  the
• 14:32
  status
• 14:32
  quo.
• 14:33
  Yeah.
• 14:34
  Cynical
• 14:34
  as
• 14:34
  that
• 14:34
  is,
• 14:35
  I
• 14:35
  know
• 14:35
  in
• 14:35
  our
• 14:36
  sales
• 14:36
  efforts
• 14:36
  from
• 14:36
  growing
• 14:37
  the
• 14:37
  business,
• 14:37
  those
• 14:37
  were
• 14:38
  always
• 14:38
  our
• 14:38
  best
• 14:38
  customers,
• 14:39
  people
• 14:39
  who've
• 14:39
  been
• 14:39
  in
• 14:39
  their
• 14:40
  jobs
• 14:40
  for
• 14:40
  less
• 14:40
  than
• 14:40
  a
• 14:40
  year
• 14:41
  because
• 14:41
  they
• 14:42
  actually
• 14:42
  were
• 14:42
  super
• 14:43
  interested
• 14:43
  in
• 14:43
  learning
• 14:44
  the
• 14:44
  truth.
• 14:44
  And
• 14:44
  being
• 14:45
  able
• 14:45
  to
• 14:45
  demonstrate
• 14:45
  they
• 14:46
  can
• 14:46
  do
• 14:46
  something
• 14:46
  better.
• 14:47
  So
• 14:47
  I
• 14:47
  think
• 14:48
  if
• 14:48
  you're
• 14:48
  in
• 14:48
  a
• 14:48
  leadership
• 14:49
  position,
• 14:50
  it's
• 14:51
  actually
• 14:51
  a
• 14:51
  pretty
• 14:51
  savvy
• 14:52
  thing
• 14:52
  to
• 14:52
  do
• 14:52
  to
• 14:52
  bring
• 14:52
  in
• 14:53
  somebody
• 14:53
  new
• 14:53
  and
• 14:53
  give
• 14:54
  that
• 14:54
  initiative
• 14:54
  to
• 14:54
  that
• 14:55
  person.
• 14:55
  Yeah,
• 14:55
  especially
• 14:56
  if
• 14:56
  it's
• 14:56
  an
• 14:56
  objective
• 14:57
  person
• 14:58
  who
• 14:58
  hears
• 14:59
  me
• 14:59
  trying
• 14:59
  to
• 14:59
  sell
• 14:59
  the
• 14:59
  benefits
• 15:00
  of
• 15:00
  consultancy,
• 15:00
  of
• 15:01
  course,
• 15:01
  but
• 15:02
  especially
• 15:02
  it's
• 15:02
  an
• 15:02
  objective
• 15:03
  person
• 15:03
  who's
• 15:03
  not
• 15:03
  necessarily
• 15:04
  tied
• 15:04
  into
• 15:04
  the
• 15:05
  incentive
• 15:05
  structure
• 15:05
  as
• 15:05
  everybody
• 15:06
  else
• 15:06
  as
• 15:06
  well.
• 15:07
  Exactly,
• 15:07
  exactly.
• 15:08
  And
• 15:08
  tell
• 15:08
  them
• 15:09
  that
• 15:10
  they've
• 15:10
  got
• 15:10
  a
• 15:11
  year
• 15:11
  or
• 15:11
  so
• 15:11
  to
• 15:11
  define
• 15:12
  their
• 15:12
  role.
• 15:12
  I
• 15:12
  think
• 15:12
  as
• 15:13
  a
• 15:13
  more
• 15:13
  vessel,
• 15:13
  that
• 15:13
  is,
• 15:13
  that
• 15:14
  can
• 15:14
  actually
• 15:15
  often
• 15:15
  be
• 15:15
  helpful
• 15:16
  in
• 15:16
  that
• 15:16
  you
• 15:16
  can
• 15:16
  figure
• 15:17
  out
• 15:17
  exactly
• 15:17
  what's
• 15:18
  necessary
• 15:18
  of
• 15:18
  the
• 15:18
  position
• 15:19
  anytime
• 15:19
  you
• 15:19
  create
• 15:20
  a
• 15:20
  new
• 15:20
  one.
• 15:20
  As
• 15:20
  you
• 15:20
  can
• 15:21
  understand,
• 15:21
  it's
• 15:21
  only
• 15:22
  an
• 15:22
  assumption
• 15:22
  about
• 15:22
  what
• 15:22
  the
• 15:23
  role
• 15:23
  is
• 15:23
  supposed
• 15:23
  to
• 15:23
  do.
• 15:24
  And
• 15:24
  so
• 15:24
  while
• 15:24
  you
• 15:25
  can
• 15:25
  craft
• 15:25
  that,
• 15:25
  you
• 15:25
  should
• 15:25
  give
• 15:26
  them
• 15:26
  the
• 15:26
  latitude
• 15:26
  to
• 15:27
  provide
• 15:28
  a
• 15:28
  measurable
• 15:29
  approach
• 15:29
  to
• 15:30
  success.
• 15:32
  And
• 15:32
  I
• 15:32
  think
• 15:32
  in
• 15:33
  allowing
• 15:33
  for
• 15:34
  wiggle
• 15:34
  room
• 15:34
  around
• 15:35
  how
• 15:35
  that's
• 15:35
  determined,
• 15:36
  that's
• 15:36
  where
• 15:37
  you're
• 15:37
  going
• 15:37
  to
• 15:37
  have
• 15:37
  the
• 15:37
  ability
• 15:38
  to
• 15:38
  make
• 15:38
  mistakes
• 15:38
  without
• 15:39
  repercussions.
• 15:40
  And
• 15:40
  by
• 15:40
  the
• 15:40
  end
• 15:40
  of
• 15:41
  the
• 15:41
  year,
• 15:41
  you
• 15:41
  brought
• 15:41
  in
• 15:41
  somebody
• 15:42
  new,
• 15:42
  they've
• 15:42
  been
• 15:42
  able
• 15:43
  to
• 15:43
  redefine
• 15:43
  exactly
• 15:44
  what
• 15:44
  that
• 15:44
  role
• 15:44
  is,
• 15:44
  you
• 15:45
  know,
• 15:45
  what
• 15:45
  the
• 15:45
  truth
• 15:46
  and
• 15:46
  true
• 15:46
  north
• 15:46
  is.
• 15:47
  And
• 15:48
  look,
• 15:48
  if
• 15:48
  they've
• 15:48
  done
• 15:48
  that
• 15:48
  poorly,
• 15:49
  then
• 15:49
  you
• 15:49
  know
• 15:49
  what,
• 15:50
  you
• 15:50
  just
• 15:50
  found
• 15:50
  out
• 15:50
  you're
• 15:51
  doing
• 15:51
  things
• 15:51
  pretty
• 15:51
  well
• 15:52
  or
• 15:52
  you
• 15:53
  just
• 15:53
  hired
• 15:53
  poorly.
• 15:53
  But
• 15:55
  all
• 15:55
  our
• 15:56
  options,
• 15:57
  all
• 15:57
  our
• 15:58
  options
• 15:58
  for
• 15:58
  considering.
• 16:00
  So
• 16:00
  sometimes,
• 16:01
  you
• 16:01
  know,
• 16:01
  we
• 16:01
  can
• 16:01
  get,
• 16:02
  we
• 16:02
  do
• 16:02
  it
• 16:02
  well,
• 16:03
  we
• 16:03
  get
• 16:03
  the
• 16:03
  right
• 16:03
  buying,
• 16:04
  we
• 16:04
  set
• 16:04
  the
• 16:04
  right,
• 16:04
  we
• 16:04
  create
• 16:05
  the
• 16:05
  right
• 16:05
  conditions,
• 16:06
  we
• 16:06
  build
• 16:06
  some
• 16:06
  momentum
• 16:07
  around
• 16:07
  the
• 16:07
  data
• 16:07
  Data
• 16:08
  initiative,
• 16:08
  build
• 16:08
  a
• 16:08
  team
• 16:09
  and
• 16:09
  then,
• 16:09
  and
• 16:09
  then
• 16:09
  we
• 16:09
  go.
• 16:09
  And
• 16:10
  sometimes
• 16:10
  they
• 16:10
  still,
• 16:11
  they
• 16:11
  still
• 16:11
  fail.
• 16:12
  What
• 16:12
  are
• 16:12
  some
• 16:12
  of
• 16:12
  the
• 16:13
  reasons
• 16:13
  that
• 16:13
  even
• 16:14
  with
• 16:14
  the,
• 16:14
  you
• 16:14
  know,
• 16:15
  the
• 16:15
  correct
• 16:15
  conditions
• 16:15
  and
• 16:16
  are
• 16:16
  following
• 16:16
  when
• 16:16
  the
• 16:17
  data
• 16:17
  initiatives
• 16:18
  can
• 16:18
  sometimes
• 16:19
  still
• 16:19
  fall
• 16:19
  flat.
• 16:20
  What
• 16:20
  are
• 16:20
  the
• 16:20
  conditions
• 16:20
  in
• 16:20
  which
• 16:21
  data
• 16:21
  initiatives
• 16:22
  fall
• 16:22
  flat?
• 16:23
  Yeah,
• 16:23
  even
• 16:23
  with
• 16:24
  leadership
• 16:24
  support
• 16:24
  and
• 16:25
  a
• 16:25
  team
• 16:25
  and
• 16:25
  the
• 16:25
  investment
• 16:26
  behind
• 16:26
  them,
• 16:26
  like
• 16:27
  we've
• 16:27
  done
• 16:27
  the
• 16:27
  hard
• 16:27
  part,
• 16:28
  but
• 16:28
  yet
• 16:28
  we
• 16:28
  still
• 16:29
  fail.
• 16:29
  Yeah.
• 16:30
  You
• 16:30
  know,
• 16:30
  oftentimes
• 16:31
  it's
• 16:31
  the
• 16:31
  frozen
• 16:31
  middle.
• 16:32
  It's
• 16:32
  a
• 16:33
  function
• 16:33
  of
• 16:33
  the
• 16:33
  size
• 16:33
  of
• 16:34
  the
• 16:34
  organization.
• 16:35
  So
• 16:38
  especially
• 16:38
  as
• 16:39
  you
• 16:39
  become
• 16:39
  huge
• 16:40
  like
• 16:40
  Capital
• 16:41
  One,
• 16:41
  JP
• 16:41
  Morgan,
• 16:42
  the
• 16:42
  Air
• 16:42
  Force,
• 16:44
  on
• 16:45
  the
• 16:45
  one
• 16:45
  hand,
• 16:45
  a
• 16:45
  very
• 16:46
  senior
• 16:46
  leader
• 16:46
  can
• 16:47
  say,
• 16:47
  I
• 16:47
  want
• 16:47
  X
• 16:48
  to
• 16:48
  happen.
• 16:49
  On
• 16:49
  the
• 16:49
  other
• 16:49
  hand,
• 16:50
  because
• 16:50
  they're
• 16:51
  so
• 16:51
  high
• 16:51
  up
• 16:51
  and
• 16:51
  the
• 16:52
  organization
• 16:52
  is
• 16:52
  measured
• 16:52
  in
• 16:53
  thousands
• 16:53
  of
• 16:53
  bodies,
• 16:55
  resistance
• 16:56
  at
• 16:56
  the
• 16:56
  middle
• 16:56
  level
• 16:57
  can
• 16:57
  actually
• 16:57
  meaningfully
• 16:58
  grind
• 16:58
  the
• 16:58
  gears.
• 17:00
  Some
• 17:00
  people
• 17:00
  are
• 17:00
  awaiting
• 17:01
  retirement,
• 17:01
  some
• 17:01
  people
• 17:02
  are
• 17:02
  awaiting
• 17:02
  another
• 17:03
  bogey,
• 17:04
  you
• 17:04
  know,
• 17:04
  in
• 17:04
  their
• 17:04
  personal
• 17:04
  journey.
• 17:06
  And
• 17:06
  so
• 17:06
  ensuring
• 17:07
  that
• 17:07
  there's
• 17:07
  Alignment
• 17:08
  up
• 17:08
  and
• 17:08
  down
• 17:08
  the
• 17:08
  chain
• 17:08
  is
• 17:08
  key.
• 17:09
  And
• 17:09
  frankly,
• 17:10
  you
• 17:10
  do
• 17:10
  that
• 17:10
  by
• 17:11
  keeping
• 17:11
  it
• 17:11
  small.
• 17:11
  So
• 17:12
  Andy
• 17:13
  Jassy
• 17:13
  just
• 17:13
  gave
• 17:14
  a
• 17:14
  really
• 17:14
  interesting
• 17:14
  interview
• 17:15
  with,
• 17:15
  I
• 17:16
  believe
• 17:16
  Bloomberg,
• 17:17
  and
• 17:17
  he
• 17:17
  talked
• 17:17
  about
• 17:18
  some
• 17:18
  of
• 17:18
  the
• 17:18
  ethos
• 17:18
  that
• 17:19
  they
• 17:19
  have
• 17:19
  at
• 17:19
  Amazon.
• 17:20
  You
• 17:20
  know,
• 17:20
  right
• 17:20
  now
• 17:20
  in
• 17:21
  Amazon
• 17:22
  Foods,
• 17:22
  which
• 17:22
  includes
• 17:23
  Amazon
• 17:23
  Fresh,
• 17:24
  their
• 17:24
  Whole
• 17:24
  Foods
• 17:24
  and
• 17:25
  so
• 17:25
  on,
• 17:26
  they
• 17:26
  sort
• 17:26
  of
• 17:26
  declared
• 17:27
  a
• 17:27
  quote
• 17:27
  unquote
• 17:28
  war
• 17:28
  on
• 17:28
  bureaucracy.
• 17:30
  And
• 17:30
  the
• 17:30
  way
• 17:31
  that
• 17:31
  Andy
• 17:32
  Jassy
• 17:32
  was
• 17:32
  describing
• 17:33
  it
• 17:33
  as,
• 17:33
  he
• 17:33
  said
• 17:34
  you
• 17:34
  just
• 17:34
  have
• 17:34
  to
• 17:34
  keep
• 17:35
  team
• 17:35
  small.
• 17:36
  When
• 17:36
  he
• 17:36
  looks
• 17:37
  at
• 17:37
  the
• 17:37
  biggest
• 17:37
  successes
• 17:38
  they've
• 17:38
  had
• 17:38
  at
• 17:38
  Amazon,
• 17:39
  it's
• 17:40
  never
• 17:40
  been
• 17:40
  done
• 17:40
  by
• 17:41
  a
• 17:41
  team
• 17:41
  of
• 17:42
  more
• 17:42
  than
• 17:42
  11
• 17:42
  people.
• 17:43
  Wow.
• 17:44
  Like
• 17:44
  Amazon
• 17:44
  Compute
• 17:45
  was
• 17:45
  built
• 17:45
  by
• 17:46
  11
• 17:46
  people.
• 17:46
  Yeah,
• 17:47
  they've
• 17:47
  done
• 17:47
  some
• 17:47
  big
• 17:47
  things.
• 17:48
  Yeah,
• 17:48
  was
• 17:49
  built
• 17:49
  by
• 17:49
  11
• 17:50
  people.
• 17:50
  And
• 17:51
  so
• 17:51
  in
• 17:51
  his
• 17:52
  observation,
• 17:52
  when
• 17:53
  you
• 17:53
  become
• 17:54
  a
• 17:54
  big
• 17:54
  organization
• 17:55
  of
• 17:55
  people,
• 17:56
  that's
• 17:56
  when
• 17:56
  challenges
• 17:57
  start.
• 17:57
  And
• 17:57
  I'll
• 17:58
  tell
• 17:58
  you,
• 17:58
  even
• 17:58
  with
• 17:58
  us,
• 17:59
  you
• 17:59
  know,
• 18:00
  even
• 18:00
  in
• 18:00
  our
• 18:00
  relatively
• 18:01
  tight
• 18:01
  organization
• 18:02
  of
• 18:02
  100
• 18:02
  or
• 18:02
  so
• 18:03
  folks,
• 18:04
  like
• 18:04
  magical
• 18:04
  things
• 18:05
  started
• 18:05
  to
• 18:05
  happen
• 18:05
  once
• 18:06
  you
• 18:06
  eclipse
• 18:07
  certain
• 18:08
  scales.
• 18:09
  Right.
• 18:09
  Once
• 18:09
  humans
• 18:10
  got
• 18:10
  together
• 18:10
  in
• 18:10
  certain
• 18:10
  groups,
• 18:12
  politics
• 18:12
  organically
• 18:14
  blossomed,
• 18:15
  even
• 18:16
  though
• 18:17
  my
• 18:17
  co
• 18:18
  founders
• 18:18
  and
• 18:18
  I
• 18:19
  really
• 18:19
  bristled
• 18:20
  at
• 18:20
  that
• 18:20
  notion.
• 18:22
  And
• 18:22
  so
• 18:22
  even
• 18:22
  in
• 18:22
  a
• 18:23
  team
• 18:23
  as
• 18:23
  small
• 18:24
  as
• 18:24
  100,
• 18:25
  our
• 18:25
  lesson
• 18:26
  was
• 18:26
  if
• 18:26
  you
• 18:26
  want
• 18:27
  to
• 18:27
  get
• 18:27
  something
• 18:27
  done,
• 18:28
  keep
• 18:28
  that
• 18:28
  Nexus
• 18:29
  super,
• 18:29
  super
• 18:29
  small.
• 18:30
  It
• 18:30
  reminds
• 18:30
  me
• 18:30
  of,
• 18:31
  actually
• 18:31
  I
• 18:31
  was
• 18:31
  talking
• 18:31
  to
• 18:31
  somebody
• 18:32
  about
• 18:32
  this
• 18:32
  the
• 18:32
  other
• 18:32
  day.
• 18:34
  I'm
• 18:34
  past
• 18:34
  the
• 18:34
  era
• 18:35
  of
• 18:35
  getting
• 18:36
  regular
• 18:36
  invitations
• 18:37
  to
• 18:37
  bachelor
• 18:38
  parties,
• 18:38
  but
• 18:39
  I
• 18:39
  was
• 18:39
  reflecting
• 18:39
  on
• 18:39
  that
• 18:40
  era
• 18:40
  and
• 18:40
  I
• 18:41
  hope
• 18:41
  I
• 18:41
  don't
• 18:41
  get
• 18:41
  any
• 18:41
  more
• 18:41
  because
• 18:41
  if
• 18:42
  I
• 18:42
  get
• 18:42
  any
• 18:42
  more
• 18:42
  invitations,
• 18:42
  it
• 18:43
  means
• 18:43
  one
• 18:43
  of
• 18:43
  my
• 18:43
  friends
• 18:44
  marriages
• 18:44
  has
• 18:44
  broken
• 18:44
  down
• 18:45
  and
• 18:45
  he's
• 18:45
  had
• 18:45
  to
• 18:45
  get
• 18:45
  a
• 18:45
  new
• 18:45
  one.
• 18:46
  So
• 18:47
  I
• 18:47
  hope
• 18:47
  I
• 18:47
  never
• 18:47
  go
• 18:47
  on
• 18:47
  another
• 18:48
  bachelor
• 18:48
  party
• 18:49
  other
• 18:49
  than
• 18:50
  maybe
• 18:50
  my
• 18:50
  kids.
• 18:51
  But
• 18:52
  during
• 18:52
  that
• 18:52
  era
• 18:55
  it
• 18:55
  was,
• 18:55
  it
• 18:56
  was
• 18:56
  about.
• 18:56
  I
• 18:56
  identified
• 18:57
  12
• 18:57
  as
• 18:57
  that
• 18:57
  critical
• 18:58
  number.
• 18:58
  So
• 18:59
  you
• 18:59
  can
• 18:59
  draw
• 18:59
  an
• 18:59
  itinerary
• 19:00
  for
• 19:00
  a
• 19:00
  weekend.
• 19:00
  And
• 19:00
  it
• 19:01
  would
• 19:01
  be
• 19:01
  the
• 19:01
  usual
• 19:01
  things
• 19:01
  of
• 19:02
  we'll
• 19:02
  do
• 19:02
  this,
• 19:02
  we'll
• 19:02
  do
• 19:02
  this
• 19:03
  activity
• 19:03
  on
• 19:03
  Friday,
• 19:03
  we'll
• 19:04
  have
• 19:04
  dinner
• 19:04
  this
• 19:04
  place
• 19:05
  on
• 19:05
  lunch
• 19:05
  this
• 19:06
  place
• 19:06
  on
• 19:06
  Saturday,
• 19:06
  we'll
• 19:07
  play
• 19:07
  life
• 19:08
  size
• 19:08
  table
• 19:08
  soccer
• 19:09
  on
• 19:09
  Saturday
• 19:09
  afternoon.
• 19:10
  Whatever
• 19:10
  it
• 19:10
  might
• 19:10
  be.
• 19:10
  As
• 19:11
  soon
• 19:11
  as
• 19:11
  the
• 19:11
  group
• 19:11
  got
• 19:11
  to
• 19:12
  12
• 19:12
  or
• 19:12
  more,
• 19:13
  splintering
• 19:13
  happened.
• 19:14
  And
• 19:14
  splintering
• 19:15
  is
• 19:15
  that
• 19:15
  like
• 19:15
  a
• 19:16
  small
• 19:16
  group,
• 19:16
  it
• 19:16
  could
• 19:17
  be
• 19:17
  2,
• 19:17
  3,
• 19:17
  4,
• 19:17
  whatever
• 19:18
  it
• 19:18
  be,
• 19:18
  would
• 19:18
  deviate
• 19:19
  from
• 19:19
  the
• 19:19
  planned
• 19:19
  agenda
• 19:20
  and
• 19:20
  go
• 19:20
  and
• 19:20
  do
• 19:20
  their
• 19:20
  own
• 19:20
  thing.
• 19:21
  And
• 19:22
  I
• 19:22
  think
• 19:22
  if
• 19:22
  you
• 19:22
  had
• 19:22
  10
• 19:23
  or
• 19:23
  11,
• 19:23
  that
• 19:23
  didn't
• 19:24
  happen.
• 19:24
  So
• 19:24
  I
• 19:24
  think
• 19:24
  I've
• 19:25
  seen
• 19:25
  the
• 19:25
  same
• 19:25
  thing.
• 19:26
  Granted,
• 19:26
  we
• 19:26
  weren't
• 19:26
  building
• 19:27
  AWS
• 19:27
  compute
• 19:28
  on
• 19:28
  bachelor
• 19:28
  parties,
• 19:29
  but
• 19:31
  I
• 19:31
  think
• 19:31
  I've
• 19:31
  seen
• 19:31
  the
• 19:32
  same
• 19:32
  social
• 19:32
  dynamic
• 19:33
  play
• 19:33
  out
• 19:35
  Even
• 19:35
  in
• 19:36
  situations,
• 19:36
  it's
• 19:37
  the
• 19:37
  nature
• 19:37
  of
• 19:37
  humans.
• 19:38
  Right.
• 19:38
  And
• 19:38
  I
• 19:38
  think,
• 19:38
  you
• 19:38
  know,
• 19:39
  one
• 19:39
  of
• 19:39
  the
• 19:39
  things
• 19:39
  I
• 19:39
  thought
• 19:39
  you
• 19:40
  want
• 19:40
  to
• 19:40
  talk
• 19:40
  about
• 19:40
  was
• 19:41
  sort
• 19:41
  of
• 19:41
  the
• 19:42
  challenge
• 19:42
  of
• 19:43
  being
• 19:43
  small
• 19:43
  in
• 19:43
  a
• 19:43
  startup
• 19:44
  and
• 19:44
  going
• 19:44
  up
• 19:44
  against
• 19:45
  some
• 19:45
  of
• 19:45
  the
• 19:45
  big
• 19:45
  players.
• 19:46
  I
• 19:46
  think
• 19:46
  what
• 19:46
  we
• 19:47
  were
• 19:47
  just
• 19:47
  talking
• 19:47
  about
• 19:47
  speaks
• 19:48
  exactly
• 19:48
  to
• 19:48
  that.
• 19:49
  When
• 19:50
  you're
• 19:50
  starting
• 19:50
  up,
• 19:51
  you've
• 19:51
  got
• 19:51
  the
• 19:51
  advantage
• 19:52
  of
• 19:52
  being
• 19:52
  small.
• 19:53
  You've
• 19:53
  got
• 19:53
  the
• 19:53
  advantage
• 19:54
  of
• 19:54
  no
• 19:54
  vested
• 19:55
  careers
• 19:55
  or
• 19:56
  fear
• 19:56
  of
• 19:57
  mistakes.
• 19:57
  You
• 19:57
  know,
• 19:58
  the
• 19:58
  worst
• 19:58
  thing
• 19:58
  that
• 19:59
  happens
• 19:59
  to
• 19:59
  you
• 19:59
  is
• 19:59
  you
• 20:00
  die,
• 20:00
  you
• 20:01
  know.
• 20:01
  Yeah.
• 20:02
  So
• 20:02
  you're
• 20:02
  excited
• 20:03
  to
• 20:03
  make
• 20:03
  mistakes,
• 20:04
  excited
• 20:04
  to
• 20:04
  learn
• 20:04
  from
• 20:05
  them
• 20:05
  and
• 20:05
  build
• 20:05
  a
• 20:06
  system
• 20:06
  that
• 20:06
  works
• 20:07
  and
• 20:07
  you
• 20:07
  definitionally
• 20:08
  are
• 20:08
  forced
• 20:09
  to
• 20:09
  stay
• 20:09
  nimble.
• 20:10
  I
• 20:10
  think,
• 20:10
  you
• 20:10
  know,
• 20:11
  the
• 20:11
  challenge,
• 20:11
  the
• 20:12
  advantage
• 20:13
  in
• 20:13
  that
• 20:13
  situation
• 20:13
  is
• 20:14
  you,
• 20:14
  you
• 20:14
  can
• 20:15
  make
• 20:15
  every
• 20:15
  single
• 20:15
  person
• 20:16
  be
• 20:16
  an
• 20:16
  impactful
• 20:17
  contributor.
• 20:18
  And
• 20:19
  I
• 20:19
  think
• 20:19
  the
• 20:19
  trouble
• 20:20
  starters,
• 20:20
  when
• 20:20
  you
• 20:20
  have
• 20:21
  people
• 20:21
  start
• 20:22
  to
• 20:22
  manage
• 20:22
  effectively,
• 20:23
  when
• 20:23
  people
• 20:23
  stop
• 20:24
  seeing
• 20:24
  themselves
• 20:24
  as
• 20:25
  I
• 20:25
  am
• 20:25
  going
• 20:25
  to
• 20:25
  do
• 20:25
  this
• 20:26
  today
• 20:26
  myself,
• 20:27
  and
• 20:27
  when
• 20:28
  people
• 20:28
  start
• 20:28
  to
• 20:28
  more
• 20:29
  delegate
• 20:29
  and
• 20:30
  act
• 20:30
  in
• 20:31
  that
• 20:31
  capacity,
• 20:32
  there's
• 20:32
  certainly
• 20:33
  a
• 20:33
  time
• 20:33
  and
• 20:33
  a
• 20:33
  place
• 20:33
  for
• 20:33
  that.
• 20:34
  But
• 20:34
  that
• 20:34
  approach
• 20:34
  is
• 20:35
  very
• 20:35
  difficult
• 20:35
  to
• 20:36
  actually
• 20:36
  get
• 20:36
  something
• 20:37
  tangible
• 20:38
  accomplished,
• 20:40
  certainly
• 20:40
  as
• 20:41
  a
• 20:41
  startup,
• 20:42
  whether
• 20:42
  you
• 20:42
  are
• 20:43
  a
• 20:43
  brand
• 20:43
  new
• 20:43
  organization
• 20:44
  or
• 20:44
  a
• 20:44
  part
• 20:45
  of
• 20:45
  a
• 20:45
  big
• 20:45
  behemoth.
• 20:46
  And
• 20:46
  it's
• 20:46
  something
• 20:46
  I
• 20:46
  reference
• 20:46
  to
• 20:47
  myself
• 20:47
  actually,
• 20:47
  as
• 20:47
  I
• 20:47
  think
• 20:47
  about
• 20:48
  deals
• 20:48
  that
• 20:48
  I'm
• 20:48
  involved
• 20:48
  in
• 20:49
  because
• 20:50
  sure,
• 20:51
  I'm
• 20:51
  less
• 20:51
  than
• 20:51
  a
• 20:52
  year
• 20:52
  into
• 20:52
  the
• 20:52
  company,
• 20:53
  so
• 20:53
  I'm
• 20:54
  involved
• 20:54
  to
• 20:54
  some
• 20:54
  extent
• 20:55
  in
• 20:55
  the
• 20:55
  delivery,
• 20:57
  some
• 20:57
  more
• 20:57
  than
• 20:58
  others,
• 20:58
  but
• 20:58
  to
• 20:58
  some
• 20:58
  extent
• 20:59
  in
• 20:59
  delivery
• 20:59
  for
• 20:59
  each
• 20:59
  client.
• 21:00
  And
• 21:01
  if
• 21:01
  I
• 21:01
  compare
• 21:01
  that
• 21:02
  to
• 21:02
  the
• 21:02
  level
• 21:03
  of
• 21:03
  knowledge
• 21:03
  of
• 21:03
  like,
• 21:04
  oh,
• 21:04
  here's
• 21:04
  25
• 21:05
  years
• 21:05
  spanning
• 21:07
  two
• 21:07
  of
• 21:07
  the
• 21:07
  big
• 21:08
  consultancies
• 21:08
  plus
• 21:08
  a
• 21:09
  Fortune
• 21:09
  100
• 21:09
  financial
• 21:10
  services
• 21:10
  company,
• 21:11
  sure
• 21:11
  you
• 21:12
  could
• 21:12
  get
• 21:12
  the
• 21:12
  same
• 21:12
  from
• 21:14
  McKinsey
• 21:14
  or
• 21:14
  you
• 21:14
  could
• 21:15
  go
• 21:15
  to
• 21:15
  Accenture
• 21:15
  yourself
• 21:16
  or
• 21:16
  whatever
• 21:17
  else,
• 21:18
  but
• 21:18
  likely
• 21:18
  for
• 21:18
  the
• 21:18
  same
• 21:19
  price,
• 21:20
  you're
• 21:20
  going
• 21:20
  to
• 21:20
  be
• 21:20
  sent
• 21:21
  someone
• 21:21
  just
• 21:21
  out
• 21:21
  of
• 21:21
  college
• 21:22
  because
• 21:22
  of
• 21:23
  their
• 21:23
  price
• 21:23
  structure,
• 21:23
  which
• 21:23
  is
• 21:24
  fixed
• 21:24
  and
• 21:24
  they
• 21:24
  can't
• 21:24
  move.
• 21:25
  And
• 21:26
  because
• 21:26
  of
• 21:26
  the
• 21:26
  way
• 21:27
  they
• 21:27
  hand
• 21:28
  out,
• 21:28
  work
• 21:28
  is
• 21:28
  fixed
• 21:28
  and
• 21:29
  they
• 21:29
  can't
• 21:29
  move.
• 21:29
  So
• 21:30
  actually,
• 21:30
  as
• 21:30
  you
• 21:30
  say,
• 21:31
  I
• 21:32
  have
• 21:32
  the
• 21:32
  advantage
• 21:33
  of
• 21:33
  being
• 21:33
  able
• 21:34
  to
• 21:34
  provide
• 21:34
  a
• 21:34
  much
• 21:34
  greater
• 21:35
  level
• 21:35
  of
• 21:35
  skill
• 21:35
  and
• 21:36
  experience,
• 21:37
  but
• 21:37
  actually
• 21:37
  for
• 21:37
  a
• 21:37
  lower
• 21:38
  cost
• 21:38
  because
• 21:38
  I
• 21:38
  don't
• 21:38
  have
• 21:38
  any
• 21:39
  of
• 21:39
  the
• 21:39
  overheads
• 21:40
  or
• 21:40
  commitments
• 21:40
  or
• 21:41
  politics
• 21:41
  that
• 21:42
  a
• 21:42
  big
• 21:42
  consultancy
• 21:42
  firm
• 21:43
  would
• 21:43
  have.
• 21:43
  Yeah,
• 21:44
  yeah,
• 21:44
  you
• 21:44
  can
• 21:44
  be
• 21:44
  super
• 21:45
  nimble
• 21:45
  and
• 21:45
  you
• 21:45
  can
• 21:45
  be
• 21:46
  in
• 21:46
  the
• 21:46
  chile
• 21:46
  of
• 21:47
  it
• 21:47
  all.
• 21:47
  And
• 21:48
  you
• 21:48
  know,
• 21:48
  I
• 21:48
  also
• 21:48
  want
• 21:48
  to
• 21:49
  make
• 21:49
  sure
• 21:49
  that,
• 21:49
  you
• 21:50
  know,
• 21:50
  as
• 21:50
  we
• 21:50
  talk
• 21:51
  about
• 21:51
  managing
• 21:52
  versus
• 21:52
  delegating,
• 21:53
  we
• 21:53
  don't
• 21:53
  confuse
• 21:54
  two
• 21:54
  notions
• 21:54
  because
• 21:55
  as
• 21:55
  you
• 21:55
  scale,
• 21:56
  as
• 21:56
  you
• 21:56
  scale
• 21:56
  an
• 21:57
  organization,
• 21:57
  you
• 21:58
  shouldn't
• 21:58
  have
• 21:58
  your
• 21:58
  fingers
• 21:59
  in
• 21:59
  all
• 21:59
  the
• 21:59
  pies.
• 22:00
  Right.
• 22:01
  So
• 22:01
  what
• 22:01
  I
• 22:01
  meant
• 22:01
  to
• 22:01
  be
• 22:02
  precise
• 22:02
  is
• 22:02
  there's
• 22:02
  a
• 22:02
  difference
• 22:03
  between
• 22:04
  sort
• 22:04
  of
• 22:05
  middle
• 22:06
  managers
• 22:06
  that
• 22:06
  delegate
• 22:07
  rather
• 22:07
  than
• 22:07
  do,
• 22:08
  and,
• 22:09
  and
• 22:10
  leaders
• 22:10
  who
• 22:12
  delegate
• 22:12
  not
• 22:13
  the
• 22:13
  task
• 22:13
  but
• 22:14
  the
• 22:14
  decision
• 22:14
  making
• 22:15
  authority.
• 22:16
  It's
• 22:16
  a
• 22:16
  huge
• 22:17
  difference.
• 22:17
  If
• 22:18
  you
• 22:18
  don't
• 22:18
  delegate
• 22:19
  decision
• 22:19
  making
• 22:19
  authority,
• 22:20
  but
• 22:20
  just
• 22:20
  a
• 22:21
  task,
• 22:21
  that's
• 22:22
  when
• 22:22
  you
• 22:22
  have
• 22:22
  bureaucracy.
• 22:23
  If
• 22:23
  you
• 22:24
  delegate
• 22:24
  the
• 22:24
  authority
• 22:25
  to
• 22:25
  do
• 22:26
  something,
• 22:27
  then
• 22:27
  you
• 22:27
  actually
• 22:28
  are
• 22:28
  creating
• 22:28
  a
• 22:28
  situation
• 22:29
  where
• 22:30
  you
• 22:30
  can
• 22:30
  indeed
• 22:31
  scale,
• 22:32
  scale
• 22:32
  the
• 22:32
  organization.
• 22:33
  CEOs.
• 22:34
  If
• 22:34
  you're
• 22:35
  still
• 22:35
  making
• 22:35
  big
• 22:35
  decisions
• 22:36
  based
• 22:36
  on
• 22:36
  outdated
• 22:37
  dashboard,
• 22:38
  conflicting
• 22:38
  numbers
• 22:39
  and
• 22:39
  manual
• 22:39
  reports,
• 22:40
  then
• 22:40
  you're
• 22:40
  not
• 22:40
  leading
• 22:41
  with
• 22:41
  confidence.
• 22:41
  You're
• 22:42
  not
• 22:42
  alone.
• 22:42
  Most
• 22:42
  5
• 22:43
  million
• 22:43
  plus
• 22:43
  businesses
• 22:44
  have
• 22:44
  this
• 22:44
  exact
• 22:45
  struggle.
• 22:46
  And
• 22:46
  your
• 22:46
  tech
• 22:46
  stack
• 22:47
  and
• 22:47
  platforms
• 22:47
  feel
• 22:48
  like
• 22:48
  they're
• 22:48
  duct
• 22:48
  taped
• 22:49
  together.
• 22:49
  Worse
• 22:50
  every
• 22:50
  week
• 22:50
  that
• 22:50
  goes
• 22:51
  by,
• 22:51
  you're
• 22:51
  still
• 22:51
  flying
• 22:52
  blind.
• 22:52
  And
• 22:53
  if
• 22:53
  AI
• 22:53
  is
• 22:53
  part
• 22:53
  of
• 22:53
  your
• 22:54
  roadmap,
• 22:54
  well,
• 22:55
  you
• 22:55
  can
• 22:55
  forget
• 22:55
  about
• 22:55
  it.
• 22:56
  Because
• 22:56
  clean
• 22:56
  connected
• 22:57
  data
• 22:57
  is
• 22:57
  step
• 22:58
  one.
• 22:58
  So
• 22:58
  you're
• 22:59
  still
• 22:59
  in
• 22:59
  the
• 22:59
  starting
• 22:59
  box
• 23:00
  while
• 23:00
  others
• 23:00
  are
• 23:00
  running
• 23:01
  ahead
• 23:01
  of
• 23:01
  you.
• 23:01
  That's
• 23:01
  why
• 23:02
  we
• 23:02
  created
• 23:02
  the
• 23:02
  free
• 23:03
  five
• 23:03
  Minute
• 23:03
  Data
• 23:04
  Maturity
• 23:04
  Assessment.
• 23:05
  It's
• 23:05
  fast,
• 23:06
  it's
• 23:06
  free,
• 23:06
  and
• 23:07
  it
• 23:07
  shows
• 23:07
  you
• 23:07
  where
• 23:07
  your
• 23:08
  business
• 23:08
  stands
• 23:08
  and
• 23:09
  what's
• 23:09
  holding
• 23:09
  you
• 23:09
  back.
• 23:10
  You'll
• 23:10
  walk
• 23:10
  away
• 23:10
  with
• 23:10
  a
• 23:10
  clear
• 23:11
  score,
• 23:11
  a
• 23:11
  snapshot
• 23:12
  of
• 23:12
  your
• 23:12
  current
• 23:12
  systems
• 23:13
  and
• 23:13
  insight
• 23:14
  into
• 23:14
  what
• 23:14
  it'll
• 23:15
  take
• 23:15
  to
• 23:15
  build
• 23:16
  a
• 23:16
  data
• 23:16
  infrastructure
• 23:17
  to
• 23:17
  support
• 23:17
  your
• 23:17
  ambition.
• 23:18
  It's
• 23:18
  the
• 23:18
  same
• 23:18
  approach
• 23:18
  I've
• 23:19
  used
• 23:19
  inside
• 23:19
  global
• 23:20
  firms
• 23:20
  like
• 23:20
  Capital
• 23:20
  One,
• 23:21
  IBM
• 23:21
  and
• 23:22
  Accenture,
• 23:23
  and
• 23:23
  now
• 23:23
  it's
• 23:23
  adapted
• 23:24
  for
• 23:24
  fast
• 23:24
  scaling
• 23:24
  businesses
• 23:25
  like
• 23:25
  yours.
• 23:26
  We've
• 23:26
  helped
• 23:26
  executive
• 23:27
  teams
• 23:27
  gain
• 23:27
  clarity,
• 23:28
  reduce
• 23:29
  friction
• 23:29
  and
• 23:30
  make
• 23:30
  better
• 23:30
  decisions
• 23:31
  with
• 23:31
  the
• 23:31
  data
• 23:31
  they
• 23:31
  already
• 23:32
  have.
• 23:32
  No
• 23:32
  giant
• 23:33
  software
• 23:33
  overhaul,
• 23:34
  no
• 23:34
  disruption
• 23:34
  to
• 23:34
  your
• 23:35
  team,
• 23:35
  no
• 23:35
  data
• 23:36
  science
• 23:36
  degree
• 23:37
  required.
• 23:37
  Also,
• 23:38
  no
• 23:38
  magic
• 23:39
  wand
• 23:39
  apps
• 23:40
  that
• 23:40
  are
• 23:40
  too
• 23:40
  good
• 23:40
  to
• 23:41
  be
• 23:41
  true
• 23:41
  and
• 23:41
  sell
• 23:42
  a
• 23:42
  dream
• 23:42
  that
• 23:42
  is
• 23:42
  effectively
• 23:43
  only
• 23:43
  papering
• 23:44
  over
• 23:44
  the
• 23:44
  cracks
• 23:45
  of
• 23:45
  structural
• 23:45
  data
• 23:46
  issues.
• 23:46
  This
• 23:47
  is
• 23:47
  about
• 23:47
  giving
• 23:47
  CEOs
• 23:48
  real
• 23:48
  visibility
• 23:49
  and
• 23:49
  helping
• 23:49
  you
• 23:50
  lead
• 23:50
  with
• 23:50
  facts,
• 23:51
  not
• 23:51
  friction.
• 23:51
  So
• 23:52
  if
• 23:52
  you're
• 23:52
  ready
• 23:52
  to
• 23:52
  stop
• 23:52
  guessing
• 23:53
  and
• 23:53
  start
• 23:53
  leading
• 23:54
  with
• 23:54
  real
• 23:54
  data
• 23:55
  clarity,
• 23:56
  take
• 23:56
  our
• 23:56
  free
• 23:56
  assessment.
• 23:57
  It
• 23:57
  only
• 23:57
  takes
• 23:58
  five
• 23:58
  minutes.
• 23:58
  You'll
• 23:59
  get
• 23:59
  immediate
• 23:59
  insight
• 23:59
  on
• 23:59
  your
• 24:00
  current
• 24:00
  maturity
• 24:00
  and
• 24:01
  just
• 24:01
  what's
• 24:01
  possible
• 24:01
  next.
• 24:02
  Click
• 24:02
  below
• 24:03
  to
• 24:03
  get
• 24:03
  started.
• 24:03
  You've
• 24:04
  scaled
• 24:04
  your
• 24:04
  sales,
• 24:05
  your
• 24:05
  operations,
• 24:06
  your
• 24:06
  sales
• 24:07
  team.
• 24:07
  Now
• 24:08
  it's
• 24:08
  time
• 24:08
  to
• 24:08
  scale
• 24:08
  your
• 24:08
  data.
• 24:09
  I've
• 24:09
  led
• 24:09
  data
• 24:09
  transformations
• 24:10
  for
• 24:10
  some
• 24:10
  of
• 24:11
  the
• 24:11
  world's
• 24:11
  most
• 24:11
  complex
• 24:12
  companies.
• 24:12
  And
• 24:13
  Now
• 24:13
  I
• 24:13
  help
• 24:13
  CEOs
• 24:14
  and
• 24:14
  leadership
• 24:14
  teams
• 24:15
  just
• 24:15
  like
• 24:15
  yours
• 24:16
  turn
• 24:16
  data
• 24:17
  into
• 24:17
  a
• 24:17
  real
• 24:17
  advantage.
• 24:18
  Let's
• 24:19
  get
• 24:19
  started.
• 24:19
  Yeah.
• 24:21
  There's
• 24:21
  a
• 24:21
  really
• 24:21
  cool
• 24:22
  example
• 24:22
  of
• 24:22
  this
• 24:22
  I
• 24:22
  read
• 24:23
  in
• 24:24
  Tim
• 24:24
  Ferriss's
• 24:24
  four
• 24:24
  hour
• 24:25
  Workweek
• 24:25
  book
• 24:26
  where
• 24:27
  he
• 24:27
  talked
• 24:27
  about
• 24:27
  he
• 24:27
  was,
• 24:28
  he
• 24:28
  had
• 24:28
  vas
• 24:29
  from
• 24:29
  a,
• 24:30
  from
• 24:31
  a
• 24:31
  different
• 24:31
  country
• 24:32
  to
• 24:32
  source
• 24:32
  them
• 24:32
  internationally.
• 24:35
  And
• 24:35
  actually
• 24:36
  as
• 24:36
  his
• 24:36
  business
• 24:36
  scaled
• 24:37
  like
• 24:37
  he
• 24:37
  kept
• 24:38
  getting
• 24:38
  more
• 24:38
  and
• 24:38
  more
• 24:38
  questions.
• 24:39
  And
• 24:40
  one
• 24:40
  of
• 24:40
  the
• 24:40
  best
• 24:40
  moves,
• 24:40
  I
• 24:40
  think
• 24:41
  I
• 24:41
  recall
• 24:41
  him
• 24:41
  saying
• 24:42
  is
• 24:42
  like
• 24:43
  if
• 24:43
  you
• 24:43
  have
• 24:43
  a
• 24:43
  decision
• 24:44
  that
• 24:44
  is
• 24:44
  going
• 24:45
  to
• 24:45
  cost
• 24:45
  less
• 24:46
  than
• 24:46
  a
• 24:46
  thousand
• 24:46
  dollars,
• 24:47
  then
• 24:47
  you
• 24:47
  make
• 24:47
  the
• 24:47
  judgment
• 24:48
  call
• 24:48
  and
• 24:48
  that's
• 24:49
  fine.
• 24:49
  And
• 24:49
  whatever
• 24:49
  the
• 24:49
  outcome
• 24:50
  of
• 24:50
  that,
• 24:50
  it's
• 24:51
  on
• 24:51
  me.
• 24:51
  But
• 24:51
  like
• 24:52
  I'm
• 24:52
  delegating
• 24:52
  that,
• 24:52
  that
• 24:53
  level
• 24:53
  of
• 24:53
  decision
• 24:54
  making
• 24:54
  authority.
• 24:54
  And
• 24:54
  he
• 24:55
  spoke
• 24:55
  about
• 24:55
  what
• 24:55
  a
• 24:55
  huge
• 24:56
  enabler
• 24:56
  and
• 24:56
  unlock
• 24:56
  it
• 24:57
  was
• 24:57
  for
• 24:57
  a
• 24:57
  scale.
• 24:58
  Yeah,
• 24:58
  yeah,
• 24:59
  you
• 24:59
  know,
• 24:59
  100%.
• 25:00
  And
• 25:00
  I
• 25:00
  think
• 25:00
  as
• 25:01
  you
• 25:01
  grow
• 25:01
  as
• 25:01
  an
• 25:01
  organization
• 25:02
  that
• 25:02
  that
• 25:03
  number
• 25:03
  changes
• 25:04
  over
• 25:04
  time.
• 25:05
  But
• 25:05
  that's
• 25:06
  exactly,
• 25:06
  exactly
• 25:07
  the
• 25:07
  right
• 25:07
  approach.
• 25:08
  And
• 25:08
  so
• 25:09
  going
• 25:09
  back
• 25:09
  to
• 25:09
  the
• 25:10
  topic
• 25:10
  of
• 25:10
  how
• 25:10
  do
• 25:10
  you
• 25:10
  make
• 25:10
  data
• 25:11
  initiatives
• 25:11
  effective?
• 25:13
  You
• 25:13
  offer
• 25:14
  what
• 25:14
  in
• 25:14
  the
• 25:14
  military
• 25:15
  is
• 25:15
  called
• 25:15
  commander's
• 25:16
  intent.
• 25:16
  You
• 25:17
  say,
• 25:17
  for
• 25:17
  example,
• 25:17
  we
• 25:17
  want
• 25:18
  to
• 25:18
  make
• 25:18
  our
• 25:18
  HR
• 25:18
  systems
• 25:19
  better.
• 25:19
  And
• 25:20
  you
• 25:20
  know
• 25:20
  what
• 25:20
  we're
• 25:20
  going
• 25:21
  to
• 25:21
  measure
• 25:21
  and
• 25:21
  we're
• 25:21
  going
• 25:21
  to
• 25:21
  have
• 25:22
  empirical
• 25:22
  proof
• 25:23
  of
• 25:23
  why
• 25:23
  we're
• 25:23
  going
• 25:24
  to
• 25:24
  do
• 25:24
  things
• 25:24
  a
• 25:24
  certain
• 25:24
  way.
• 25:25
  But
• 25:25
  here,
• 25:26
  you
• 25:26
  know,
• 25:26
  John
• 25:26
  and
• 25:27
  Anne,
• 25:27
  you
• 25:27
  guys
• 25:27
  have
• 25:28
  this
• 25:28
  project,
• 25:28
  you
• 25:28
  have
• 25:29
  decision
• 25:29
  making
• 25:29
  authority
• 25:30
  about
• 25:30
  exactly
• 25:31
  how
• 25:31
  to
• 25:31
  do
• 25:31
  it.
• 25:31
  Hire
• 25:32
  your
• 25:32
  own
• 25:32
  contractors,
• 25:33
  bring
• 25:33
  your
• 25:33
  own
• 25:33
  people
• 25:34
  and
• 25:34
  that
• 25:34
  actually
• 25:35
  tends
• 25:35
  to
• 25:35
  work
• 25:35
  and
• 25:35
  you
• 25:36
  know,
• 25:36
  obviously
• 25:36
  keep
• 25:36
  your
• 25:37
  team
• 25:37
  small.
• 25:38
  And
• 25:38
  I
• 25:38
  think
• 25:38
  that
• 25:39
  type
• 25:39
  of
• 25:39
  delegation
• 25:39
  does
• 25:40
  indeed,
• 25:40
  does
• 25:41
  indeed
• 25:41
  tend
• 25:41
  to
• 25:41
  work
• 25:41
  pretty
• 25:42
  well.
• 25:42
  Yes,
• 25:43
  it's
• 25:44
  magic,
• 25:44
  isn't
• 25:44
  it?
• 25:46
  I
• 25:46
  often
• 25:46
  talk
• 25:46
  about
• 25:47
  data
• 25:47
  and
• 25:48
  technology
• 25:48
  in
• 25:48
  themselves
• 25:49
  or
• 25:49
  in
• 25:49
  isolation,
• 25:50
  not
• 25:50
  being
• 25:51
  a
• 25:51
  business
• 25:52
  case.
• 25:53
  And
• 25:54
  it's
• 25:54
  a
• 25:54
  mistake
• 25:55
  I've
• 25:56
  seen
• 25:56
  at
• 25:56
  some
• 25:56
  companies
• 25:57
  big
• 25:57
  and
• 25:57
  small.
• 25:59
  And
• 25:59
  I
• 25:59
  think
• 26:00
  one
• 26:00
  of
• 26:00
  my
• 26:00
  favorite
• 26:01
  stories
• 26:01
  that
• 26:01
  I
• 26:01
  talk
• 26:02
  about
• 26:02
  is
• 26:02
  back
• 26:03
  at
• 26:03
  the
• 26:03
  advent
• 26:04
  of
• 26:04
  unstructured
• 26:05
  data,
• 26:05
  when
• 26:05
  Hadoop
• 26:06
  data
• 26:06
  lakes
• 26:06
  were
• 26:06
  a
• 26:06
  new
• 26:06
  thing,
• 26:07
  I
• 26:08
  saw
• 26:08
  a
• 26:08
  number
• 26:08
  of
• 26:08
  initiatives
• 26:09
  across
• 26:09
  companies
• 26:10
  that
• 26:10
  were
• 26:11
  related
• 26:11
  to
• 26:11
  how
• 26:11
  much
• 26:12
  data
• 26:12
  can
• 26:12
  we
• 26:12
  put
• 26:12
  in
• 26:12
  this
• 26:12
  data
• 26:13
  lake.
• 26:14
  But
• 26:14
  yeah,
• 26:14
  inevitably
• 26:15
  once
• 26:15
  it
• 26:15
  gets
• 26:15
  there,
• 26:15
  you
• 26:16
  can't
• 26:16
  point
• 26:16
  your
• 26:16
  BI
• 26:17
  tools
• 26:17
  out,
• 26:17
  you
• 26:17
  can't
• 26:17
  even
• 26:17
  write
• 26:18
  SQL
• 26:18
  against
• 26:18
  it.
• 26:19
  And
• 26:19
  nobody
• 26:19
  else
• 26:19
  knows
• 26:20
  how
• 26:20
  to
• 26:20
  do
• 26:20
  anything
• 26:20
  other
• 26:20
  than
• 26:21
  write
• 26:21
  SQL
• 26:22
  in
• 26:22
  that
• 26:22
  particular
• 26:23
  moment.
• 26:23
  Back
• 26:23
  in
• 26:24
  whenever
• 26:24
  it
• 26:24
  was,
• 26:24
  2012,
• 26:25
  2011,
• 26:26
  that
• 26:26
  era.
• 26:29
  To
• 26:29
  me
• 26:29
  that's
• 26:29
  a
• 26:30
  classic
• 26:30
  problem
• 26:30
  of
• 26:31
  people
• 26:32
  leading
• 26:32
  with
• 26:33
  technology
• 26:33
  rather
• 26:34
  than
• 26:34
  leading
• 26:34
  with
• 26:35
  business.
• 26:36
  What
• 26:36
  are
• 26:37
  some
• 26:37
  of
• 26:37
  the
• 26:37
  other
• 26:37
  potential
• 26:37
  costs
• 26:38
  that
• 26:38
  come
• 26:38
  along?
• 26:38
  And
• 26:39
  have
• 26:39
  you
• 26:39
  seen
• 26:39
  examples
• 26:40
  of
• 26:40
  companies
• 26:41
  getting
• 26:41
  into
• 26:42
  tough
• 26:42
  places
• 26:43
  because
• 26:43
  they,
• 26:43
  I
• 26:44
  mean
• 26:44
  there's
• 26:44
  a
• 26:44
  big
• 26:44
  trap
• 26:44
  right
• 26:44
  now
• 26:45
  within
• 26:45
  AI,
• 26:45
  right?
• 26:45
  Like
• 26:46
  we
• 26:46
  want
• 26:46
  to
• 26:46
  do
• 26:47
  AI
• 26:47
  for
• 26:48
  what,
• 26:48
  not
• 26:48
  sure
• 26:49
  when?
• 26:49
  No.
• 26:50
  Right.
• 26:51
  That
• 26:51
  kind
• 26:51
  of
• 26:52
  vibe.
• 26:52
  So
• 26:52
  you
• 26:53
  know,
• 26:54
  it's
• 26:54
  a
• 26:54
  very
• 26:54
  prescient
• 26:55
  and
• 26:56
  relevant
• 26:57
  subject
• 26:57
  as
• 26:57
  well.
• 26:58
  Have
• 26:58
  you
• 26:58
  seen
• 26:58
  companies
• 26:59
  maneuver
• 26:59
  into
• 27:00
  tricky
• 27:00
  spots?
• 27:00
  I'll
• 27:01
  give
• 27:01
  you
• 27:01
  a
• 27:01
  two
• 27:01
  part
• 27:02
  answer.
• 27:03
  So
• 27:03
  the
• 27:04
  other
• 27:04
  day
• 27:06
  I
• 27:06
  wanted
• 27:06
  to
• 27:06
  help
• 27:06
  a
• 27:06
  friend
• 27:07
  set
• 27:07
  up
• 27:07
  a
• 27:07
  website.
• 27:08
  You
• 27:08
  know,
• 27:08
  my
• 27:09
  brother's
• 27:09
  got
• 27:09
  a
• 27:10
  small
• 27:10
  little
• 27:10
  consulting
• 27:11
  thing
• 27:11
  helping
• 27:12
  them
• 27:12
  out.
• 27:13
  And
• 27:14
  so
• 27:14
  I
• 27:14
  watched
• 27:14
  a
• 27:15
  tutorial
• 27:16
  on
• 27:16
  YouTube
• 27:16
  about
• 27:16
  how
• 27:17
  to
• 27:17
  use
• 27:17
  WIX
• 27:17
  to
• 27:18
  generate
• 27:18
  a
• 27:18
  website.
• 27:19
  And
• 27:20
  the
• 27:20
  first
• 27:20
  few
• 27:20
  minutes
• 27:21
  go
• 27:21
  kind
• 27:21
  of
• 27:21
  like
• 27:22
  this.
• 27:22
  So
• 27:22
  here's
• 27:23
  wix
• 27:23
  and
• 27:23
  you
• 27:24
  can
• 27:24
  actually
• 27:24
  use
• 27:24
  their
• 27:24
  AI
• 27:25
  tool
• 27:25
  to
• 27:25
  create
• 27:26
  a
• 27:26
  website,
• 27:26
  or
• 27:27
  you
• 27:27
  can
• 27:27
  use
• 27:27
  a
• 27:27
  bunch
• 27:28
  of
• 27:28
  their
• 27:28
  preset
• 27:28
  templates
• 27:29
  and
• 27:29
  just
• 27:29
  configure
• 27:29
  them
• 27:29
  to
• 27:30
  make
• 27:30
  your
• 27:30
  own
• 27:30
  website.
• 27:30
  And
• 27:31
  I'm
• 27:31
  thinking
• 27:31
  to
• 27:31
  myself,
• 27:32
  well,
• 27:32
  that's
• 27:32
  what
• 27:32
  I
• 27:32
  did
• 27:33
  11,
• 27:33
  12
• 27:33
  years
• 27:34
  ago.
• 27:34
  And
• 27:35
  the
• 27:35
  narrator,
• 27:36
  the
• 27:36
  instructor,
• 27:36
  continues
• 27:37
  to
• 27:37
  talk
• 27:37
  and
• 27:37
  say,
• 27:38
  you
• 27:38
  know,
• 27:38
  the
• 27:38
  AI
• 27:39
  tool
• 27:39
  is
• 27:39
  cool
• 27:39
  and
• 27:39
  fancy,
• 27:40
  but
• 27:40
  frankly
• 27:40
  the
• 27:40
  template
• 27:41
  is
• 27:41
  just
• 27:41
  so
• 27:41
  much
• 27:41
  faster
• 27:41
  because
• 27:42
  it's
• 27:42
  professionally
• 27:42
  designed
• 27:43
  with
• 27:43
  a
• 27:43
  handful
• 27:43
  of
• 27:43
  best
• 27:44
  practices.
• 27:44
  You
• 27:45
  don't
• 27:45
  need
• 27:45
  the
• 27:45
  AI
• 27:45
  to
• 27:46
  learn
• 27:46
  those
• 27:46
  five
• 27:46
  or
• 27:46
  six
• 27:46
  best
• 27:47
  practices
• 27:47
  for.
• 27:47
  How
• 27:48
  it
• 27:48
  works
• 27:49
  because
• 27:49
  they're
• 27:49
  hard
• 27:49
  coded
• 27:49
  in
• 27:50
  there.
• 27:50
  Right.
• 27:52
  So
• 27:52
  the
• 27:52
  AI
• 27:53
  tool
• 27:53
  is
• 27:53
  going
• 27:53
  to
• 27:53
  give
• 27:53
  you
• 27:54
  some
• 27:54
  good
• 27:55
  stuff,
• 27:55
  but
• 27:55
  it's
• 27:55
  going
• 27:55
  to
• 27:56
  give
• 27:56
  you
• 27:56
  a
• 27:56
  bunch
• 27:56
  of
• 27:57
  nonsense
• 27:57
  right
• 27:57
  now.
• 27:57
  Right.
• 27:58
  As
• 27:58
  well.
• 27:58
  Right.
• 27:59
  So
• 27:59
  what
• 27:59
  was
• 28:00
  amazing
• 28:00
  is
• 28:00
  that
• 28:01
  building
• 28:01
  website
• 28:01
  today
• 28:02
  is
• 28:02
  simple,
• 28:03
  you
• 28:03
  know,
• 28:04
  trying
• 28:05
  to
• 28:05
  solve
• 28:06
  a
• 28:06
  problem
• 28:07
  where
• 28:08
  doing
• 28:08
  it
• 28:09
  the
• 28:09
  way
• 28:09
  it
• 28:09
  is
• 28:09
  today
• 28:10
  with
• 28:10
  a
• 28:10
  bunch
• 28:11
  of
• 28:11
  excellent
• 28:12
  preset
• 28:12
  templates
• 28:13
  is
• 28:13
  simple.
• 28:14
  That's
• 28:14
  a
• 28:14
  bad
• 28:14
  use
• 28:15
  case
• 28:15
  for
• 28:15
  AI.
• 28:16
  You're
• 28:16
  taking
• 28:16
  a
• 28:16
  very
• 28:17
  complicated,
• 28:17
  very
• 28:17
  expensive
• 28:18
  technology
• 28:19
  ultimately
• 28:20
  and
• 28:20
  trying
• 28:20
  to
• 28:20
  apply
• 28:21
  it
• 28:21
  to
• 28:21
  a
• 28:21
  solved
• 28:22
  problem
• 28:22
  to
• 28:22
  make
• 28:23
  a
• 28:23
  minor
• 28:24
  incremental
• 28:24
  improvement.
• 28:26
  And
• 28:26
  so
• 28:27
  rather
• 28:27
  than
• 28:28
  that,
• 28:28
  use
• 28:28
  AI
• 28:29
  to
• 28:29
  target
• 28:29
  problems
• 28:30
  that
• 28:30
  don't
• 28:30
  have
• 28:30
  a
• 28:30
  simple
• 28:31
  solution
• 28:31
  already
• 28:32
  that
• 28:32
  works
• 28:32
  well
• 28:32
  based
• 28:33
  on
• 28:33
  a
• 28:33
  handful
• 28:34
  of
• 28:34
  rules.
• 28:35
  Right?
• 28:35
  Yeah,
• 28:36
  coded
• 28:36
  rules.
• 28:37
  So
• 28:37
  when
• 28:37
  you're
• 28:37
  talking
• 28:38
  about
• 28:38
  things
• 28:38
  that
• 28:38
  go
• 28:39
  awry,
• 28:39
  it's
• 28:39
  often
• 28:40
  things
• 28:40
  like
• 28:40
  that
• 28:40
  where
• 28:41
  the
• 28:41
  true
• 28:42
  utility
• 28:42
  of
• 28:42
  the
• 28:43
  function
• 28:43
  hasn't
• 28:44
  been
• 28:44
  thought
• 28:44
  out
• 28:45
  and
• 28:45
  the
• 28:45
  process
• 28:46
  for
• 28:46
  how
• 28:46
  something
• 28:46
  hasn't
• 28:47
  happens
• 28:47
  doesn't
• 28:48
  been
• 28:48
  mapped
• 28:48
  out.
• 28:48
  Right.
• 28:49
  Like
• 28:49
  what's
• 28:49
  the
• 28:50
  process
• 28:50
  like?
• 28:50
  Delivery.
• 28:50
  Right.
• 28:51
  Driver
• 28:52
  gets
• 28:52
  box,
• 28:52
  box
• 28:53
  put
• 28:53
  on
• 28:53
  truck,
• 28:54
  truck
• 28:54
  goes,
• 28:54
  you
• 28:55
  know,
• 28:55
  driver
• 28:55
  exits
• 28:56
  truck
• 28:56
  drops
• 28:56
  off
• 28:56
  box.
• 28:57
  You
• 28:58
  don't
• 28:58
  need
• 28:58
  an
• 28:58
  AI
• 28:59
  to
• 28:59
  kind
• 28:59
  of
• 28:59
  solve
• 28:59
  something
• 29:00
  like
• 29:00
  that.
• 29:00
  Right.
• 29:01
  And
• 29:01
  I
• 29:01
  think
• 29:02
  an
• 29:02
  interesting
• 29:02
  case
• 29:02
  is
• 29:03
  if
• 29:03
  somebody
• 29:03
  were
• 29:03
  to
• 29:04
  try
• 29:04
  to
• 29:04
  use
• 29:04
  Tesla's
• 29:05
  Optimus
• 29:05
  to
• 29:06
  try
• 29:06
  to
• 29:06
  do
• 29:06
  that,
• 29:07
  you
• 29:07
  know,
• 29:07
  I
• 29:08
  wonder
• 29:08
  how
• 29:08
  much
• 29:08
  that's
• 29:09
  sort
• 29:09
  of
• 29:09
  an
• 29:09
  incremental
• 29:10
  shift
• 29:10
  versus
• 29:11
  a
• 29:11
  fundamental
• 29:11
  improvement
• 29:12
  in
• 29:12
  the
• 29:13
  arena
• 29:13
  of
• 29:13
  delivery.
• 29:14
  And
• 29:15
  in
• 29:15
  fact,
• 29:15
  if
• 29:15
  you
• 29:15
  wanted
• 29:16
  the
• 29:16
  delivery
• 29:16
  to
• 29:17
  be
• 29:17
  better,
• 29:17
  you
• 29:18
  know,
• 29:18
  do
• 29:18
  you
• 29:18
  instead
• 29:19
  use
• 29:19
  AI
• 29:19
  for
• 29:20
  self
• 29:20
  driving
• 29:21
  trucks
• 29:21
  altogether?
• 29:22
  Right.
• 29:23
  That
• 29:23
  just
• 29:23
  leave
• 29:23
  A
• 29:23
  box
• 29:24
  by
• 29:24
  the
• 29:24
  curb.
• 29:25
  You
• 29:25
  know,
• 29:25
  it's
• 29:25
  a
• 29:25
  little,
• 29:27
  you
• 29:28
  know,
• 29:28
  it's
• 29:28
  not
• 29:29
  a
• 29:29
  perfect
• 29:29
  analogy,
• 29:30
  but
• 29:30
  I
• 29:30
  think
• 29:30
  you
• 29:30
  see
• 29:30
  what
• 29:30
  I'm
• 29:31
  saying
• 29:31
  in
• 29:31
  terms
• 29:31
  of
• 29:31
  the
• 29:31
  complexity
• 29:32
  of
• 29:32
  the
• 29:32
  problem.
• 29:33
  So
• 29:33
  how
• 29:33
  does
• 29:33
  it
• 29:33
  go
• 29:34
  wrong?
• 29:34
  You
• 29:34
  apply
• 29:35
  AI
• 29:35
  to
• 29:35
  the
• 29:35
  wrong
• 29:36
  problem
• 29:36
  without
• 29:36
  understanding
• 29:37
  the
• 29:37
  mechanic.
• 29:37
  Yeah,
• 29:38
  by
• 29:39
  understanding
• 29:39
  what
• 29:39
  you're
• 29:39
  trying
• 29:40
  to
• 29:40
  do
• 29:40
  or
• 29:40
  what
• 29:40
  the
• 29:40
  limitations
• 29:41
  of
• 29:41
  that
• 29:41
  tool
• 29:41
  might
• 29:41
  be.
• 29:43
  The
• 29:43
  other
• 29:43
  example
• 29:44
  I
• 29:45
  come
• 29:45
  across
• 29:46
  is,
• 29:46
  and
• 29:47
  I
• 29:47
  love,
• 29:47
  I
• 29:47
  love
• 29:48
  this
• 29:48
  as
• 29:48
  an
• 29:48
  innovation
• 29:48
  playground,
• 29:49
  but
• 29:49
  Zapier
• 29:50
  and
• 29:50
  nan
• 29:51
  and
• 29:51
  make.com
• 29:52
  and
• 29:52
  these
• 29:52
  are
• 29:52
  the
• 29:52
  things
• 29:52
  that
• 29:52
  allow
• 29:52
  you
• 29:53
  to
• 29:53
  string
• 29:53
  together
• 29:54
  different
• 29:54
  platforms
• 29:55
  and
• 29:55
  tools
• 29:55
  that
• 29:55
  might
• 29:56
  not
• 29:56
  necessarily
• 29:56
  have
• 29:57
  hard
• 29:57
  coded
• 29:57
  API
• 29:58
  integrations
• 29:58
  in
• 29:58
  them
• 29:59
  to
• 30:00
  chain
• 30:00
  together
• 30:00
  something
• 30:01
  of
• 30:01
  like,
• 30:01
  oh,
• 30:01
  this
• 30:02
  thing
• 30:02
  happened
• 30:02
  on
• 30:02
  the
• 30:02
  Internet,
• 30:03
  therefore
• 30:03
  it's
• 30:03
  going
• 30:03
  to
• 30:03
  send
• 30:04
  this
• 30:04
  Slack
• 30:04
  message
• 30:04
  here
• 30:05
  and
• 30:05
  then
• 30:05
  add
• 30:05
  something
• 30:06
  on
• 30:06
  this
• 30:06
  Google
• 30:06
  sheet
• 30:07
  here
• 30:07
  and
• 30:07
  then
• 30:07
  wherever
• 30:08
  else.
• 30:08
  And
• 30:08
  super
• 30:09
  cool
• 30:09
  for
• 30:10
  understanding
• 30:10
  a
• 30:11
  business
• 30:11
  process
• 30:11
  and
• 30:11
  maybe
• 30:12
  like
• 30:12
  some
• 30:12
  personal
• 30:13
  efficiency
• 30:14
  automation
• 30:15
  for
• 30:15
  sure.
• 30:16
  But
• 30:17
  then
• 30:17
  I
• 30:17
  see
• 30:17
  people
• 30:18
  try
• 30:18
  and
• 30:18
  take
• 30:18
  that
• 30:18
  to
• 30:18
  the
• 30:18
  next
• 30:19
  level
• 30:19
  and
• 30:19
  say,
• 30:19
  I'm
• 30:20
  going
• 30:20
  to
• 30:20
  build
• 30:20
  a
• 30:20
  SaaS
• 30:20
  platform
• 30:21
  on
• 30:21
  top
• 30:21
  of
• 30:22
  a
• 30:22
  Zapier
• 30:22
  flow.
• 30:23
  And
• 30:23
  like
• 30:26
  clearly
• 30:26
  folks
• 30:26
  who
• 30:26
  have
• 30:26
  never
• 30:27
  had
• 30:27
  to
• 30:27
  support
• 30:28
  enterprise
• 30:28
  platform
• 30:29
  before
• 30:30
  who
• 30:30
  don't
• 30:30
  realize
• 30:31
  the
• 30:31
  huge
• 30:31
  catalog
• 30:32
  of
• 30:32
  risks
• 30:32
  that
• 30:33
  introduce
• 30:33
  like
• 30:33
  one
• 30:33
  API
• 30:34
  in
• 30:34
  that
• 30:34
  chain
• 30:34
  gets
• 30:35
  changed
• 30:35
  or
• 30:36
  you
• 30:36
  know,
• 30:36
  one
• 30:36
  of
• 30:36
  the
• 30:36
  commands
• 30:37
  in
• 30:37
  that
• 30:37
  API
• 30:37
  gets
• 30:38
  changed
• 30:38
  or
• 30:38
  stops
• 30:38
  working
• 30:38
  for
• 30:39
  whatever
• 30:39
  reason
• 30:39
  and
• 30:40
  your
• 30:40
  whole
• 30:40
  house
• 30:40
  falls
• 30:40
  down.
• 30:41
  It's.
• 30:42
  And
• 30:43
  there's
• 30:43
  no
• 30:44
  real
• 30:44
  need
• 30:44
  to,
• 30:45
  there's
• 30:45
  no
• 30:45
  real
• 30:46
  need
• 30:46
  to
• 30:46
  do
• 30:46
  it
• 30:46
  either.
• 30:46
  It's,
• 30:48
  there's
• 30:48
  an
• 30:48
  era
• 30:48
  of
• 30:49
  things
• 30:49
  being
• 30:49
  slightly
• 30:49
  over
• 30:50
  engineered
• 30:51
  going
• 30:51
  on
• 30:51
  for
• 30:51
  the
• 30:52
  purpose
• 30:52
  of
• 30:52
  being.
• 30:54
  And
• 30:54
  this
• 30:54
  is
• 30:55
  a
• 30:55
  red
• 30:55
  flag
• 30:55
  for
• 30:55
  me
• 30:55
  when
• 30:55
  I
• 30:56
  hear
• 30:56
  it.
• 30:56
  An
• 30:56
  AI
• 30:57
  forward
• 30:57
  company,
• 30:58
  like
• 30:59
  what
• 30:59
  do
• 30:59
  you
• 30:59
  mean?
• 31:00
  Right?
• 31:01
  You
• 31:02
  could
• 31:02
  equally
• 31:02
  say,
• 31:02
  oh,
• 31:02
  I'm
• 31:03
  a
• 31:03
  database
• 31:03
  forward
• 31:04
  company.
• 31:04
  But
• 31:04
  like
• 31:05
  what
• 31:05
  does
• 31:05
  that
• 31:05
  mean
• 31:05
  either,
• 31:05
  right?
• 31:06
  It's
• 31:06
  got
• 31:06
  to,
• 31:06
  it's
• 31:06
  got
• 31:07
  to
• 31:07
  serve
• 31:07
  a
• 31:07
  purpose
• 31:07
  in
• 31:07
  the
• 31:07
  end.
• 31:08
  Yeah,
• 31:08
  like.
• 31:09
  Andrej
• 31:09
  Karpathy,
• 31:10
  the
• 31:10
  former
• 31:10
  head
• 31:11
  of
• 31:11
  AI
• 31:11
  at
• 31:12
  Tesla,
• 31:12
  recently
• 31:13
  gave
• 31:13
  a
• 31:13
  really
• 31:13
  cool
• 31:13
  talk
• 31:14
  where
• 31:14
  he
• 31:14
  talked
• 31:15
  about
• 31:15
  his
• 31:15
  engineering
• 31:16
  stack
• 31:17
  and
• 31:17
  you
• 31:17
  know
• 31:17
  what
• 31:18
  AI
• 31:18
  does
• 31:18
  and
• 31:18
  does
• 31:19
  not
• 31:19
  mean
• 31:19
  to
• 31:19
  him.
• 31:19
  And
• 31:20
  he
• 31:20
  basically
• 31:20
  put
• 31:21
  up
• 31:21
  a
• 31:21
  square,
• 31:21
  right?
• 31:21
  So
• 31:22
  if
• 31:22
  you
• 31:22
  can
• 31:22
  just
• 31:22
  imagine
• 31:22
  a
• 31:22
  square,
• 31:25
  most
• 31:25
  of
• 31:25
  it
• 31:25
  is
• 31:25
  one
• 31:26
  color,
• 31:26
  right?
• 31:28
  And
• 31:28
  then
• 31:28
  he
• 31:29
  said,
• 31:29
  so
• 31:29
  this
• 31:29
  is
• 31:29
  what
• 31:29
  my
• 31:30
  code
• 31:30
  base
• 31:30
  looked
• 31:30
  like
• 31:31
  10
• 31:31
  years
• 31:31
  ago,
• 31:31
  right?
• 31:32
  Which
• 31:32
  was
• 31:32
  mostly
• 31:33
  C
• 31:33
  C.
• 31:34
  Then
• 31:35
  he
• 31:35
  takes
• 31:35
  it
• 31:35
  a
• 31:35
  couple
• 31:36
  of
• 31:36
  years
• 31:36
  forward
• 31:36
  and
• 31:36
  says,
• 31:37
  well
• 31:37
  this
• 31:37
  is
• 31:37
  sort
• 31:38
  of
• 31:38
  the
• 31:38
  machine
• 31:38
  learning
• 31:39
  was
• 31:39
  introduced.
• 31:40
  Maybe
• 31:41
  10%
• 31:41
  of
• 31:42
  the
• 31:42
  square
• 31:43
  or
• 31:43
  20%
• 31:43
  of
• 31:43
  the
• 31:43
  square
• 31:44
  is
• 31:44
  taken
• 31:44
  up
• 31:44
  by
• 31:44
  what's
• 31:44
  machine
• 31:45
  learning?
• 31:45
  He
• 31:46
  goes,
• 31:46
  and
• 31:46
  then
• 31:46
  AI
• 31:46
  is
• 31:46
  introduced
• 31:47
  and
• 31:47
  that's
• 31:47
  Another
• 31:47
  bit.
• 31:48
  And
• 31:49
  then
• 31:49
  he
• 31:49
  has
• 31:49
  Genais.
• 31:50
  Well,
• 31:50
  that's
• 31:50
  sort
• 31:50
  of
• 31:50
  a
• 31:51
  Gen
• 31:51
  AI
• 31:51
  bit
• 31:52
  here.
• 31:52
  And
• 31:53
  he
• 31:53
  said,
• 31:53
  you
• 31:53
  know,
• 31:54
  look,
• 31:54
  what
• 31:54
  you
• 31:54
  got
• 31:54
  to
• 31:54
  realize
• 31:54
  is
• 31:55
  there's
• 31:55
  so
• 31:55
  much
• 31:55
  buzz
• 31:56
  around
• 31:56
  Gen
• 31:56
  AI
• 31:57
  just
• 31:57
  taking
• 31:57
  over
• 31:57
  software
• 31:58
  engineering.
• 31:59
  And
• 31:59
  he
• 31:59
  goes,
• 31:59
  I
• 32:00
  can't
• 32:00
  imagine
• 32:00
  a
• 32:01
  world
• 32:01
  where
• 32:01
  that's
• 32:01
  true.
• 32:02
  You
• 32:02
  know,
• 32:02
  with.
• 32:03
  And
• 32:03
  this
• 32:03
  is
• 32:03
  one
• 32:03
  of
• 32:03
  the
• 32:04
  biggest
• 32:04
  luminaries
• 32:04
  in
• 32:05
  the
• 32:05
  world
• 32:05
  of
• 32:05
  AI
• 32:07
  at
• 32:07
  scale
• 32:07
  engineering.
• 32:10
  His
• 32:10
  perspective
• 32:11
  was
• 32:11
  there's
• 32:12
  a
• 32:12
  reason
• 32:12
  why
• 32:12
  C
• 32:12
  and
• 32:13
  C
• 32:13
  were
• 32:14
  invented.
• 32:14
  Those
• 32:15
  reasons
• 32:15
  are
• 32:15
  not
• 32:15
  going
• 32:15
  to
• 32:16
  disappear.
• 32:16
  They're
• 32:16
  just
• 32:16
  not.
• 32:17
  And
• 32:17
  so
• 32:18
  if
• 32:18
  you
• 32:18
  want,
• 32:18
  as
• 32:18
  you
• 32:19
  said,
• 32:19
  stable,
• 32:20
  scalable,
• 32:21
  reliable
• 32:21
  software,
• 32:22
  you
• 32:22
  still
• 32:22
  need
• 32:23
  scaffolding
• 32:23
  in
• 32:24
  the
• 32:25
  tried
• 32:25
  and
• 32:25
  true
• 32:26
  languages.
• 32:26
  Right?
• 32:27
  Not
• 32:27
  old
• 32:27
  and
• 32:27
  tired,
• 32:28
  but
• 32:28
  tried
• 32:28
  and
• 32:28
  true.
• 32:29
  And
• 32:30
  so.
• 32:30
  And
• 32:30
  then
• 32:31
  again,
• 32:31
  there
• 32:32
  are
• 32:33
  great
• 32:33
  places
• 32:34
  for
• 32:34
  if
• 32:34
  then
• 32:35
  type
• 32:35
  algorithms,
• 32:36
  if
• 32:36
  then
• 32:36
  statements,
• 32:37
  SQL
• 32:37
  statements,
• 32:38
  and
• 32:38
  so
• 32:38
  on.
• 32:38
  So
• 32:39
  he
• 32:39
  sees
• 32:39
  it
• 32:39
  as
• 32:40
  having
• 32:41
  AI
• 32:42
  gen
• 32:42
  AI
• 32:42
  and
• 32:43
  whatever
• 32:43
  comes
• 32:43
  next
• 32:44
  as
• 32:44
  components
• 32:45
  that
• 32:45
  solve
• 32:46
  very
• 32:46
  specific
• 32:47
  functions
• 32:48
  for
• 32:48
  a
• 32:48
  given
• 32:48
  capability.
• 32:50
  But
• 32:50
  you've
• 32:51
  got
• 32:51
  to
• 32:51
  be
• 32:51
  certain
• 32:51
  that
• 32:52
  the
• 32:52
  ability
• 32:53
  to
• 32:53
  conjure
• 32:54
  up
• 32:54
  an
• 32:54
  image
• 32:55
  from
• 32:55
  scratch
• 32:56
  or
• 32:57
  a
• 32:57
  piece
• 32:57
  of
• 32:57
  data
• 32:58
  from
• 32:58
  scratch
• 32:59
  is
• 32:59
  a
• 32:59
  fundamental
• 33:00
  need
• 33:00
  that's
• 33:01
  required
• 33:01
  in
• 33:02
  what
• 33:02
  you're
• 33:02
  doing
• 33:04
  and
• 33:04
  not
• 33:05
  a
• 33:05
  gimmick.
• 33:05
  Yeah,
• 33:07
  something
• 33:08
  flashy.
• 33:08
  I
• 33:08
  do
• 33:08
  love
• 33:08
  all
• 33:09
  the
• 33:09
  flashy
• 33:09
  play
• 33:09
  things
• 33:10
  with
• 33:10
  AI.
• 33:10
  I'm
• 33:10
  the
• 33:10
  first
• 33:11
  to
• 33:11
  fall
• 33:11
  into
• 33:11
  that
• 33:12
  trap
• 33:12
  and
• 33:12
  put
• 33:12
  a
• 33:12
  post
• 33:13
  out
• 33:13
  with.
• 33:13
  Like,
• 33:13
  look
• 33:13
  what
• 33:14
  I
• 33:14
  did.
• 33:15
  But
• 33:15
  yeah,
• 33:16
  as
• 33:16
  you
• 33:16
  say,
• 33:16
  implementing
• 33:17
  it
• 33:17
  into
• 33:17
  an
• 33:17
  enterprise
• 33:18
  business
• 33:19
  critical
• 33:20
  platform
• 33:20
  is
• 33:20
  an
• 33:20
  entirely
• 33:21
  different
• 33:23
  bar
• 33:23
  altogether.
• 33:25
  Yeah,
• 33:25
  yeah,
• 33:26
  Speaking
• 33:26
  of
• 33:26
  which,
• 33:26
  like
• 33:26
  this
• 33:27
  is.
• 33:27
  I'm
• 33:27
  probably
• 33:27
  asking
• 33:28
  this
• 33:28
  question
• 33:28
  more
• 33:28
  selfishly,
• 33:29
  but
• 33:30
  I'm
• 33:30
  sure
• 33:30
  there
• 33:30
  are
• 33:31
  many
• 33:31
  kind
• 33:31
  of
• 33:31
  entrepreneurs
• 33:32
  and
• 33:32
  aspiring
• 33:32
  entrepreneurs
• 33:33
  listing
• 33:33
  as
• 33:33
  well.
• 33:34
  How
• 33:34
  do
• 33:35
  you
• 33:35
  maintain
• 33:36
  that
• 33:37
  authenticity
• 33:37
  and
• 33:37
  that
• 33:37
  connection?
• 33:38
  You
• 33:38
  spoke
• 33:38
  about
• 33:40
  scaling
• 33:42
  your
• 33:42
  company
• 33:44
  from
• 33:44
  a
• 33:45
  couple
• 33:45
  of
• 33:45
  laptops
• 33:45
  to
• 33:46
  an
• 33:47
  eight
• 33:47
  figure
• 33:47
  exit.
• 33:47
  And
• 33:48
  along
• 33:48
  the
• 33:48
  way,
• 33:48
  obviously
• 33:48
  your
• 33:49
  team
• 33:49
  gets
• 33:49
  larger
• 33:49
  than
• 33:49
  11
• 33:50
  at
• 33:50
  some
• 33:50
  point
• 33:50
  and
• 33:51
  the
• 33:51
  politics
• 33:51
  come
• 33:51
  in.
• 33:52
  But
• 33:53
  how
• 33:53
  do
• 33:53
  you
• 33:53
  make
• 33:53
  the
• 33:53
  leap
• 33:54
  from
• 33:54
  startup
• 33:54
  scrappiness
• 33:55
  and
• 33:55
  agility
• 33:56
  to
• 33:56
  enterprise
• 33:57
  credibility?
• 33:58
  How
• 33:58
  do
• 33:58
  you
• 33:59
  manage
• 33:59
  the
• 33:59
  sort
• 33:59
  of
• 33:59
  transition
• 34:00
  between
• 34:00
  the
• 34:00
  two
• 34:01
  without
• 34:01
  losing
• 34:01
  momentum?
• 34:02
  So
• 34:02
  credibility
• 34:03
  comes
• 34:03
  from
• 34:03
  the
• 34:03
  quality
• 34:03
  of.
• 34:04
  Your
• 34:04
  work.
• 34:06
  And
• 34:07
  you
• 34:08
  have
• 34:08
  to
• 34:08
  put
• 34:08
  that
• 34:09
  first.
• 34:10
  So
• 34:10
  you
• 34:10
  do
• 34:10
  something,
• 34:10
  you
• 34:11
  do
• 34:11
  customer
• 34:11
  surveys,
• 34:12
  you
• 34:12
  ask
• 34:12
  them
• 34:13
  how
• 34:13
  things
• 34:13
  are
• 34:13
  going
• 34:14
  and
• 34:14
  you
• 34:14
  do
• 34:14
  the
• 34:14
  same
• 34:14
  thing
• 34:15
  with
• 34:15
  your
• 34:15
  staff.
• 34:15
  Right.
• 34:15
  We
• 34:16
  always
• 34:16
  ask
• 34:16
  our
• 34:17
  staff,
• 34:17
  how's
• 34:17
  it
• 34:17
  going?
• 34:18
  And
• 34:18
  the
• 34:18
  way
• 34:19
  that
• 34:19
  my
• 34:19
  co
• 34:19
  founders
• 34:20
  and
• 34:20
  I
• 34:20
  saw
• 34:20
  ourselves,
• 34:20
  we
• 34:21
  saw
• 34:21
  ourselves
• 34:21
  as
• 34:22
  working
• 34:22
  for
• 34:22
  our
• 34:22
  staff,
• 34:23
  even
• 34:23
  though
• 34:24
  they
• 34:24
  may
• 34:24
  not
• 34:24
  have
• 34:25
  always
• 34:26
  thought
• 34:26
  that
• 34:26
  way,
• 34:26
  but
• 34:27
  it
• 34:27
  was,
• 34:27
  you
• 34:27
  know,
• 34:27
  felt
• 34:28
  that
• 34:28
  way.
• 34:28
  Yeah,
• 34:29
  it
• 34:30
  was
• 34:30
  indeed
• 34:30
  true.
• 34:30
  We
• 34:31
  did
• 34:31
  the
• 34:31
  best
• 34:31
  we
• 34:31
  could
• 34:31
  and
• 34:32
  we
• 34:32
  always
• 34:32
  felt
• 34:32
  like
• 34:32
  we
• 34:33
  were
• 34:33
  working
• 34:33
  for
• 34:33
  them,
• 34:33
  not
• 34:34
  the
• 34:34
  other
• 34:34
  way
• 34:34
  around.
• 34:35
  And
• 34:35
  so,
• 34:36
  and
• 34:37
  we
• 34:37
  told
• 34:37
  them
• 34:37
  that
• 34:37
  the
• 34:37
  only
• 34:38
  thing
• 34:38
  we
• 34:38
  care
• 34:38
  about
• 34:39
  is
• 34:39
  the
• 34:39
  customer's
• 34:40
  happiness.
• 34:40
  The
• 34:41
  customer
• 34:41
  is
• 34:41
  happy,
• 34:41
  we're
• 34:42
  happy
• 34:42
  with
• 34:42
  you.
• 34:42
  The
• 34:43
  customer
• 34:43
  is
• 34:43
  happy.
• 34:44
  I
• 34:44
  don't
• 34:44
  care
• 34:44
  how
• 34:44
  nice
• 34:45
  you
• 34:45
  are
• 34:45
  to
• 34:45
  me,
• 34:45
  you're
• 34:46
  gone.
• 34:46
  Right.
• 34:47
  And
• 34:47
  so
• 34:47
  that
• 34:47
  created
• 34:48
  a
• 34:48
  laser
• 34:48
  focus
• 34:49
  on
• 34:49
  the
• 34:49
  work
• 34:49
  being
• 34:50
  done
• 34:50
  in
• 34:50
  terms
• 34:51
  of
• 34:51
  scaling
• 34:51
  and
• 34:51
  growing.
• 34:52
  We
• 34:52
  actually
• 34:53
  just
• 34:53
  waited
• 34:53
  for
• 34:53
  things
• 34:53
  to
• 34:54
  break,
• 34:54
  to
• 34:54
  be
• 34:54
  honest
• 34:54
  with
• 34:55
  you.
• 34:55
  Like
• 34:56
  to
• 34:56
  tell
• 34:56
  you
• 34:56
  that
• 34:56
  we
• 34:57
  were
• 34:57
  so
• 34:57
  incredibly
• 34:58
  smart
• 34:58
  and
• 34:58
  we
• 34:58
  could
• 34:58
  anticipate
• 34:59
  every
• 34:59
  single
• 34:59
  nook
• 35:00
  and
• 35:00
  cranny
• 35:00
  and
• 35:00
  turn.
• 35:00
  Of
• 35:01
  course
• 35:01
  we
• 35:02
  couldn't.
• 35:02
  And
• 35:02
  anybody
• 35:03
  who
• 35:03
  tells
• 35:03
  me
• 35:03
  that
• 35:03
  they
• 35:03
  can,
• 35:04
  I
• 35:04
  just
• 35:04
  don't
• 35:05
  believe
• 35:05
  them.
• 35:05
  Even
• 35:05
  if
• 35:05
  it's
• 35:06
  Elon
• 35:06
  Musk.
• 35:06
  Right.
• 35:06
  Look
• 35:07
  at
• 35:07
  how
• 35:07
  many
• 35:07
  rockets
• 35:07
  blow
• 35:08
  up.
• 35:08
  And
• 35:08
  that's
• 35:08
  a
• 35:08
  good
• 35:08
  thing.
• 35:09
  You
• 35:09
  blow
• 35:10
  up
• 35:10
  rockets
• 35:10
  to
• 35:10
  figure
• 35:11
  out
• 35:11
  how
• 35:11
  to
• 35:11
  fly
• 35:11
  them.
• 35:12
  That's
• 35:12
  what
• 35:12
  you,
• 35:12
  that's
• 35:12
  why
• 35:13
  NASA
• 35:13
  moved.
• 35:13
  Slower
• 35:14
  before
• 35:14
  you
• 35:15
  put
• 35:15
  people
• 35:15
  in
• 35:15
  them.
• 35:16
  Right,
• 35:16
  right.
• 35:17
  But
• 35:17
  NASA
• 35:17
  was
• 35:17
  afraid
• 35:18
  to
• 35:18
  blow
• 35:18
  up
• 35:18
  rockets.
• 35:19
  Right.
• 35:20
  And
• 35:20
  SpaceX
• 35:20
  said,
• 35:21
  no,
• 35:21
  no,
• 35:21
  we're
• 35:21
  going
• 35:21
  to
• 35:22
  blow
• 35:22
  up
• 35:22
  rockets
• 35:23
  and
• 35:23
  from
• 35:23
  those
• 35:24
  blow
• 35:24
  ups
• 35:24
  we're
• 35:24
  going
• 35:24
  to
• 35:24
  learn
• 35:24
  how
• 35:25
  it
• 35:25
  works.
• 35:25
  So
• 35:25
  it
• 35:25
  was
• 35:25
  the
• 35:25
  same
• 35:25
  thing
• 35:26
  in
• 35:26
  our
• 35:26
  business
• 35:26
  in
• 35:26
  that
• 35:27
  we
• 35:28
  waited
• 35:28
  for
• 35:28
  something
• 35:28
  to
• 35:29
  break.
• 35:29
  A
• 35:30
  classic
• 35:30
  example
• 35:30
  was,
• 35:31
  you
• 35:31
  know,
• 35:31
  I
• 35:31
  think
• 35:31
  we
• 35:32
  got
• 35:32
  to
• 35:32
  20,
• 35:32
  25
• 35:33
  people
• 35:33
  and
• 35:33
  then
• 35:33
  our
• 35:33
  CTO
• 35:34
  sat
• 35:34
  us
• 35:34
  down
• 35:35
  and
• 35:35
  said,
• 35:35
  guys,
• 35:36
  if
• 35:36
  you
• 35:36
  want
• 35:36
  me
• 35:36
  to
• 35:36
  continue
• 35:37
  working
• 35:37
  here,
• 35:38
  you're
• 35:38
  going
• 35:38
  to
• 35:38
  have
• 35:38
  to
• 35:38
  find
• 35:39
  a
• 35:39
  head
• 35:39
  of
• 35:39
  hr.
• 35:40
  And
• 35:40
  I
• 35:41
  said,
• 35:41
  head
• 35:41
  of
• 35:41
  hr?
• 35:42
  Just
• 35:42
  like,
• 35:42
  come
• 35:42
  to
• 35:42
  me
• 35:43
  if
• 35:43
  you
• 35:43
  need
• 35:43
  stuff.
• 35:44
  And
• 35:44
  the
• 35:44
  person
• 35:45
  was
• 35:45
  like,
• 35:45
  no,
• 35:46
  I'm
• 35:46
  not
• 35:46
  going
• 35:46
  to
• 35:47
  do
• 35:47
  that.
• 35:47
  We
• 35:47
  need
• 35:47
  a
• 35:47
  proper
• 35:47
  HR
• 35:48
  system.
• 35:48
  Like
• 35:49
  people
• 35:49
  are
• 35:50
  starting
• 35:50
  to
• 35:50
  build
• 35:50
  their
• 35:51
  careers
• 35:51
  here.
• 35:51
  They
• 35:52
  care
• 35:52
  about
• 35:52
  this
• 35:52
  place.
• 35:54
  You
• 35:54
  know,
• 35:54
  it's
• 35:55
  very
• 35:55
  weird
• 35:55
  if
• 35:55
  you're
• 35:56
  talking
• 35:56
  to
• 35:56
  an
• 35:56
  owner
• 35:57
  who
• 35:57
  has
• 35:57
  autocratic
• 35:58
  powers
• 35:58
  about
• 35:59
  an
• 35:59
  issue,
• 36:00
  hire
• 36:00
  an
• 36:01
  HR
• 36:01
  person.
• 36:01
  Yeah.
• 36:02
  So
• 36:03
  we
• 36:03
  did.
• 36:04
  And
• 36:04
  that
• 36:04
  was
• 36:05
  very
• 36:05
  much
• 36:05
  how
• 36:05
  we
• 36:06
  grew
• 36:06
  as
• 36:06
  we,
• 36:07
  as
• 36:07
  we
• 36:07
  scaled
• 36:08
  in
• 36:08
  that
• 36:08
  it's
• 36:09
  our
• 36:09
  employees
• 36:09
  that
• 36:09
  actually
• 36:10
  came
• 36:10
  to
• 36:10
  us
• 36:10
  and
• 36:10
  we
• 36:10
  created
• 36:11
  an
• 36:11
  environment
• 36:11
  where
• 36:11
  they
• 36:12
  felt
• 36:12
  safe
• 36:12
  in
• 36:13
  doing
• 36:13
  that
• 36:14
  and
• 36:14
  saying,
• 36:14
  if
• 36:14
  you
• 36:15
  want
• 36:15
  this
• 36:15
  to
• 36:15
  go
• 36:15
  well,
• 36:16
  if
• 36:16
  here's
• 36:17
  a
• 36:17
  thing
• 36:17
  that
• 36:17
  I
• 36:17
  need.
• 36:18
  And
• 36:18
  we
• 36:18
  did
• 36:19
  our
• 36:19
  best
• 36:19
  to,
• 36:19
  we
• 36:19
  couldn't
• 36:20
  always
• 36:20
  afford
• 36:21
  what
• 36:21
  was
• 36:21
  being
• 36:22
  asked,
• 36:22
  but
• 36:22
  we
• 36:23
  always
• 36:23
  did
• 36:23
  our
• 36:23
  best
• 36:24
  to
• 36:24
  try
• 36:24
  to
• 36:24
  accomplish
• 36:25
  that.
• 36:25
  And
• 36:26
  we
• 36:26
  were
• 36:26
  transparent
• 36:27
  with
• 36:27
  our
• 36:27
  staff
• 36:27
  about,
• 36:27
  hey,
• 36:28
  listen,
• 36:28
  if
• 36:28
  you
• 36:29
  can
• 36:29
  get
• 36:29
  this
• 36:29
  customer
• 36:29
  to
• 36:30
  reop,
• 36:30
  if
• 36:30
  you
• 36:30
  can
• 36:30
  deliver
• 36:31
  so
• 36:31
  much
• 36:31
  value
• 36:31
  and
• 36:32
  really
• 36:32
  understand
• 36:32
  their
• 36:32
  business,
• 36:33
  so
• 36:33
  they
• 36:33
  give
• 36:33
  you
• 36:33
  even
• 36:34
  more
• 36:34
  money
• 36:34
  too,
• 36:34
  so
• 36:35
  you
• 36:35
  can
• 36:35
  make
• 36:35
  them
• 36:35
  successful,
• 36:36
  great.
• 36:36
  You
• 36:36
  know
• 36:37
  what?
• 36:37
  We're
• 36:37
  going
• 36:37
  to
• 36:37
  use
• 36:37
  that
• 36:38
  money
• 36:38
  to
• 36:38
  get
• 36:39
  this
• 36:40
  next
• 36:40
  thing
• 36:40
  that
• 36:41
  you're
• 36:41
  asking
• 36:41
  for.
• 36:42
  Right.
• 36:42
  And
• 36:43
  the
• 36:43
  same
• 36:43
  thing
• 36:43
  was
• 36:44
  true
• 36:44
  about
• 36:44
  our
• 36:44
  policies
• 36:44
  and
• 36:45
  procedures,
• 36:45
  like
• 36:46
  things
• 36:46
  like
• 36:46
  whether
• 36:46
  it
• 36:47
  be
• 36:47
  parental
• 36:47
  leave
• 36:48
  or
• 36:48
  unlimited
• 36:48
  PTO
• 36:49
  or
• 36:49
  other
• 36:49
  things.
• 36:50
  So
• 36:50
  I
• 36:50
  think
• 36:51
  our
• 36:51
  secret
• 36:51
  to
• 36:51
  success
• 36:52
  was
• 36:52
  rather
• 36:52
  than
• 36:53
  thinking
• 36:53
  that
• 36:53
  we
• 36:54
  as
• 36:54
  the
• 36:54
  founders
• 36:54
  are
• 36:55
  so
• 36:55
  smart,
• 36:55
  know
• 36:55
  everything,
• 36:56
  we
• 36:56
  actually
• 36:57
  kind
• 36:57
  of
• 36:57
  let
• 36:58
  the
• 36:58
  market
• 36:59
  or
• 36:59
  the
• 36:59
  world
• 36:59
  define
• 37:00
  that
• 37:00
  for
• 37:00
  us.
• 37:01
  And
• 37:02
  that
• 37:02
  worked
• 37:02
  spectacularly
• 37:03
  well.
• 37:04
  Oh,
• 37:04
  love
• 37:04
  to
• 37:05
  hear
• 37:05
  that.
• 37:05
  Yeah.
• 37:05
  Is
• 37:06
  it
• 37:06
  like
• 37:06
  you
• 37:06
  let
• 37:06
  the
• 37:07
  market
• 37:07
  forces
• 37:07
  that
• 37:08
  the
• 37:08
  drive
• 37:09
  the
• 37:09
  revenue
• 37:09
  basically
• 37:09
  drive
• 37:10
  the
• 37:11
  some
• 37:11
  of
• 37:11
  the
• 37:13
  decision
• 37:13
  making.
• 37:13
  And
• 37:14
  another
• 37:15
  thing
• 37:15
  about
• 37:15
  the
• 37:15
  approach
• 37:16
  you
• 37:16
  mentioned
• 37:16
  that
• 37:16
  I
• 37:16
  love
• 37:16
  is
• 37:17
  the
• 37:17
  clarity
• 37:17
  of
• 37:17
  like,
• 37:18
  this
• 37:18
  is
• 37:18
  what's
• 37:18
  important.
• 37:18
  And
• 37:19
  we
• 37:19
  talked
• 37:19
  about
• 37:19
  it
• 37:19
  in
• 37:19
  a
• 37:20
  data
• 37:20
  perspective,
• 37:20
  and
• 37:20
  here
• 37:20
  you
• 37:21
  are
• 37:21
  mentioning
• 37:21
  it
• 37:21
  again
• 37:21
  in
• 37:22
  a
• 37:22
  leadership
• 37:22
  perspective.
• 37:24
  If
• 37:24
  this,
• 37:24
  then
• 37:24
  that
• 37:25
  right
• 37:25
  here's
• 37:25
  what's
• 37:25
  important
• 37:26
  to
• 37:26
  me.
• 37:26
  So
• 37:26
  if
• 37:26
  you
• 37:26
  can
• 37:27
  deliver
• 37:27
  this,
• 37:27
  then
• 37:27
  I
• 37:27
  can
• 37:28
  help
• 37:28
  you
• 37:28
  with
• 37:28
  the
• 37:28
  thing
• 37:29
  that
• 37:29
  you
• 37:29
  need
• 37:29
  as
• 37:29
  well.
• 37:29
  And
• 37:30
  I
• 37:30
  think
• 37:30
  that
• 37:30
  clarity
• 37:31
  is
• 37:31
  missing
• 37:31
  in
• 37:31
  a
• 37:31
  lot
• 37:31
  of
• 37:31
  organizations.
• 37:32
  Yeah.
• 37:32
  I
• 37:33
  was
• 37:33
  talking
• 37:33
  to
• 37:34
  a
• 37:35
  friend
• 37:35
  of
• 37:35
  mine
• 37:35
  now,
• 37:36
  she
• 37:37
  runs
• 37:38
  a
• 37:39
  venture
• 37:39
  fund
• 37:39
  called
• 37:40
  Rev
• 37:40
  Up.
• 37:40
  They
• 37:41
  work
• 37:41
  with
• 37:41
  a
• 37:41
  lot
• 37:41
  of
• 37:41
  small
• 37:42
  businesses
• 37:42
  and
• 37:42
  really
• 37:43
  help
• 37:43
  them
• 37:43
  go
• 37:43
  sort
• 37:44
  of
• 37:44
  maybe
• 37:44
  not
• 37:44
  entirely
• 37:45
  zero
• 37:45
  to
• 37:45
  one,
• 37:46
  but
• 37:46
  certainly
• 37:46
  like
• 37:47
  point
• 37:47
  one,
• 37:47
  you
• 37:48
  know,
• 37:48
  to
• 37:48
  two.
• 37:49
  Right.
• 37:50
  And
• 37:50
  I
• 37:50
  asked
• 37:50
  her,
• 37:51
  I
• 37:51
  said,
• 37:52
  you've
• 37:52
  seen
• 37:53
  so
• 37:53
  many
• 37:53
  founders
• 37:53
  and
• 37:54
  you've
• 37:54
  seen
• 37:54
  so
• 37:54
  many
• 37:54
  huge
• 37:55
  success
• 37:55
  stories
• 37:56
  and
• 37:56
  equally
• 37:56
  some
• 37:56
  failures.
• 37:58
  What
• 37:58
  do
• 37:59
  you
• 37:59
  notice
• 37:59
  is
• 38:00
  the
• 38:00
  main
• 38:00
  discriminating
• 38:01
  factor
• 38:02
  between
• 38:02
  those?
• 38:03
  And
• 38:03
  she
• 38:04
  said
• 38:04
  that
• 38:04
  the
• 38:04
  folks
• 38:05
  that
• 38:05
  fail
• 38:05
  are
• 38:05
  usually
• 38:07
  dogmatically
• 38:07
  attached
• 38:08
  to
• 38:08
  their
• 38:08
  vision.
• 38:09
  The
• 38:09
  intrapreneur
• 38:10
  who
• 38:10
  have
• 38:11
  a
• 38:11
  vision
• 38:11
  or
• 38:11
  a
• 38:11
  dead
• 38:12
  set
• 38:12
  of
• 38:12
  making
• 38:12
  that
• 38:13
  specific
• 38:13
  vision
• 38:14
  work
• 38:14
  are
• 38:15
  much
• 38:15
  more
• 38:15
  likely
• 38:16
  than
• 38:16
  anyone
• 38:16
  else
• 38:16
  to
• 38:17
  fail.
• 38:17
  And
• 38:18
  it's
• 38:18
  actually
• 38:18
  folks
• 38:19
  who
• 38:19
  say,
• 38:19
  you
• 38:20
  know
• 38:20
  what?
• 38:21
  I
• 38:21
  guess
• 38:21
  we're
• 38:21
  doing
• 38:21
  a
• 38:22
  180
• 38:22
  today.
• 38:23
  I
• 38:23
  guess
• 38:24
  I
• 38:24
  was
• 38:24
  wrong.
• 38:25
  Yeah.
• 38:25
  Develop
• 38:26
  this
• 38:26
  just
• 38:27
  complete
• 38:27
  ability
• 38:28
  to
• 38:28
  say,
• 38:28
  oh,
• 38:29
  I
• 38:29
  guess
• 38:29
  I'm
• 38:29
  wrong.
• 38:29
  You
• 38:30
  know,
• 38:30
  I
• 38:30
  guess
• 38:30
  we're
• 38:31
  going
• 38:31
  this
• 38:31
  way
• 38:32
  and
• 38:32
  build
• 38:33
  very
• 38:33
  adaptive
• 38:34
  teams.
• 38:34
  Adaptive
• 38:35
  organizations,
• 38:36
  they
• 38:36
  tend
• 38:36
  to
• 38:37
  flourish
• 38:37
  and
• 38:37
  oftentimes
• 38:38
  the
• 38:38
  thing
• 38:38
  they
• 38:39
  end
• 38:39
  up
• 38:39
  building
• 38:40
  is
• 38:40
  not
• 38:40
  at
• 38:40
  all
• 38:40
  the
• 38:41
  thing
• 38:41
  they
• 38:41
  sent
• 38:41
  out
• 38:41
  to
• 38:41
  build,
• 38:42
  yet
• 38:42
  it
• 38:43
  succeeds.
• 38:44
  But
• 38:44
  it's
• 38:44
  the
• 38:44
  thing
• 38:44
  that.
• 38:45
  Yeah,
• 38:45
  it's
• 38:45
  the
• 38:45
  thing
• 38:45
  that
• 38:45
  the
• 38:45
  market
• 38:46
  needs
• 38:46
  that
• 38:46
  there's
• 38:46
  demand
• 38:47
  for
• 38:47
  that
• 38:47
  they
• 38:48
  have
• 38:48
  a
• 38:48
  capability
• 38:48
  to
• 38:49
  supply.
• 38:49
  Yeah,
• 38:49
  it's
• 38:51
  always
• 38:51
  back
• 38:51
  to
• 38:51
  basics,
• 38:52
  isn't
• 38:52
  it?
• 38:52
  Yeah,
• 38:53
  yeah.
• 38:53
  I
• 38:54
  think
• 38:54
  same
• 38:54
  thing
• 38:54
  with
• 38:54
  data
• 38:54
  initiatives.
• 38:55
  Right.
• 38:55
  Because
• 38:55
  if
• 38:55
  you're
• 38:55
  building
• 38:55
  an
• 38:56
  internal
• 38:56
  data
• 38:56
  initiative,
• 38:57
  it's
• 38:57
  a
• 38:57
  bit
• 38:57
  of
• 38:57
  a
• 38:58
  startup
• 38:58
  as
• 38:59
  well.
• 38:59
  Right.
• 38:59
  Even
• 38:59
  if
• 38:59
  you're
• 38:59
  doing
• 39:00
  as
• 39:00
  part
• 39:00
  of
• 39:00
  a
• 39:00
  huge
• 39:00
  organization.
• 39:01
  And
• 39:02
  so,
• 39:02
  you
• 39:02
  know,
• 39:02
  you
• 39:03
  as
• 39:03
  a
• 39:03
  senior
• 39:03
  leader
• 39:03
  might
• 39:04
  say,
• 39:04
  you
• 39:04
  know
• 39:04
  what?
• 39:04
  We're
• 39:04
  going
• 39:05
  to
• 39:05
  do
• 39:05
  a
• 39:05
  data
• 39:05
  initiative
• 39:06
  to
• 39:06
  improve,
• 39:06
  I
• 39:07
  don't
• 39:07
  know,
• 39:07
  click
• 39:07
  through
• 39:08
  rates
• 39:08
  of
• 39:08
  our
• 39:08
  marketing.
• 39:09
  Yeah,
• 39:10
  cool.
• 39:10
  You've
• 39:11
  got
• 39:11
  to
• 39:11
  have
• 39:11
  the,
• 39:13
  you
• 39:14
  know,
• 39:14
  if
• 39:14
  you're
• 39:14
  really,
• 39:15
  if
• 39:15
  you
• 39:15
  really,
• 39:16
  really
• 39:16
  care
• 39:16
  about
• 39:17
  the
• 39:17
  success
• 39:18
  rather
• 39:18
  than
• 39:19
  the
• 39:20
  proving
• 39:20
  that
• 39:21
  you
• 39:21
  were
• 39:21
  right
• 39:22
  bit,
• 39:23
  then
• 39:23
  you
• 39:24
  got
• 39:24
  to
• 39:24
  be
• 39:24
  comfortable
• 39:25
  and
• 39:25
  say,
• 39:25
  you
• 39:25
  know
• 39:25
  what,
• 39:25
  what
• 39:26
  we
• 39:26
  learned,
• 39:26
  what
• 39:27
  we
• 39:27
  improved
• 39:27
  wasn't
• 39:28
  our
• 39:28
  click
• 39:28
  through
• 39:28
  rate
• 39:28
  but
• 39:28
  our
• 39:29
  employee
• 39:29
  retention,
• 39:32
  which
• 39:32
  seems
• 39:33
  like
• 39:33
  a
• 39:33
  total,
• 39:34
  totally
• 39:34
  orthogonal
• 39:35
  goal.
• 39:35
  But
• 39:36
  that
• 39:36
  may
• 39:36
  end
• 39:37
  up
• 39:37
  being
• 39:37
  the
• 39:37
  thing
• 39:37
  that
• 39:38
  actually
• 39:38
  makes
• 39:38
  the
• 39:38
  greatest
• 39:39
  positive
• 39:39
  P
• 39:40
  L
• 39:40
  impact
• 39:41
  or
• 39:41
  your
• 39:41
  on
• 39:41
  your
• 39:42
  organization.
• 39:44
  And
• 39:44
  so
• 39:45
  I
• 39:45
  think
• 39:45
  that's,
• 39:45
  that's
• 39:45
  been
• 39:46
  so
• 39:46
  key
• 39:47
  and
• 39:47
  I've
• 39:47
  just,
• 39:47
  I've
• 39:47
  just
• 39:48
  been
• 39:48
  humbled
• 39:48
  again
• 39:48
  and
• 39:49
  again
• 39:49
  and
• 39:49
  again
• 39:49
  that
• 39:50
  no
• 39:50
  matter
• 39:51
  how
• 39:51
  many
• 39:51
  times
• 39:51
  I
• 39:51
  start
• 39:52
  something
• 39:52
  or
• 39:52
  try
• 39:53
  something
• 39:53
  new,
• 39:54
  the
• 39:55
  best
• 39:55
  thing
• 39:55
  I
• 39:55
  can
• 39:55
  do
• 39:56
  is
• 39:56
  set
• 39:56
  up
• 39:57
  a
• 39:57
  good
• 39:57
  experiment.
• 39:57
  That's
• 39:58
  a
• 39:58
  great
• 39:58
  message
• 39:58
  to
• 39:58
  leave
• 39:59
  with
• 39:59
  and
• 39:59
  I
• 40:01
  said
• 40:01
  make
• 40:02
  it
• 40:02
  my
• 40:02
  goal
• 40:02
  on
• 40:02
  my
• 40:03
  own
• 40:03
  KPI
• 40:03
  for
• 40:03
  the
• 40:03
  next
• 40:03
  week,
• 40:04
  over
• 40:04
  the
• 40:04
  next
• 40:04
  month,
• 40:05
  or
• 40:05
  maybe
• 40:05
  even
• 40:05
  the
• 40:05
  next
• 40:05
  year.
• 40:06
  Dmitry
• 40:06
  to
• 40:06
  be
• 40:06
  as
• 40:07
  wrong
• 40:07
  as
• 40:07
  many
• 40:07
  times
• 40:07
  as
• 40:08
  possible
• 40:09
  and
• 40:10
  to
• 40:11
  embrace
• 40:11
  and
• 40:12
  flourish
• 40:12
  it
• 40:13
  within
• 40:13
  that
• 40:14
  incorrectness,
• 40:15
  knowing
• 40:15
  that
• 40:17
  what
• 40:17
  it
• 40:17
  actually
• 40:17
  is
• 40:18
  is
• 40:18
  a
• 40:18
  validated
• 40:19
  pointer
• 40:20
  to
• 40:21
  one
• 40:21
  of
• 40:21
  the
• 40:22
  990
• 40:23
  things
• 40:23
  that
• 40:23
  don't
• 40:23
  work
• 40:24
  on
• 40:24
  the
• 40:25
  road
• 40:25
  to
• 40:25
  the
• 40:25
  the
• 40:26
  one
• 40:26
  thing
• 40:26
  that
• 40:26
  does
• 40:26
  so
• 40:28
  that
• 40:28
  for
• 40:28
  you.
• 40:28
  Because
• 40:29
  if
• 40:29
  you
• 40:29
  think
• 40:29
  about
• 40:29
  it
• 40:29
  right
• 40:30
  and
• 40:30
  as
• 40:30
  the
• 40:31
  listeners
• 40:31
  think
• 40:31
  about
• 40:31
  this
• 40:32
  concept,
• 40:33
  it's
• 40:33
  almost
• 40:33
  a
• 40:34
  counterintuitive
• 40:34
  one.
• 40:35
  If
• 40:35
  you
• 40:35
  are
• 40:36
  always
• 40:36
  right
• 40:37
  right
• 40:37
  or
• 40:37
  consistently
• 40:38
  right,
• 40:39
  odds
• 40:40
  are
• 40:40
  you
• 40:41
  are
• 40:41
  doing
• 40:41
  things
• 40:42
  that
• 40:42
  are
• 40:42
  already
• 40:42
  known
• 40:43
  and
• 40:43
  discovered
• 40:44
  in
• 40:45
  this
• 40:45
  elsewhere
• 40:46
  you're
• 40:46
  doing
• 40:47
  things
• 40:47
  that
• 40:47
  are
• 40:47
  discovered
• 40:48
  and
• 40:48
  therefore
• 40:48
  the
• 40:48
  ability
• 40:49
  for
• 40:49
  you
• 40:49
  to
• 40:49
  make
• 40:49
  an
• 40:50
  outsized
• 40:50
  impact
• 40:50
  or
• 40:51
  make
• 40:51
  money
• 40:51
  there
• 40:51
  are
• 40:51
  probably
• 40:52
  relatively
• 40:53
  slim,
• 40:53
  even
• 40:53
  if
• 40:53
  you
• 40:53
  might
• 40:54
  find
• 40:54
  a
• 40:54
  specific
• 40:54
  opportunity
• 40:55
  in
• 40:56
  aggregate
• 40:56
  is
• 40:56
  going
• 40:56
  to
• 40:56
  be
• 40:56
  slim.
• 40:57
  But
• 40:57
  if
• 40:57
  you're
• 40:57
  making
• 40:58
  mistakes
• 40:59
  and
• 40:59
  you're
• 40:59
  learning
• 41:00
  things
• 41:00
  that
• 41:00
  you
• 41:01
  certainly
• 41:01
  didn't
• 41:01
  know
• 41:01
  and
• 41:02
  you
• 41:02
  imagine
• 41:02
  most
• 41:02
  people
• 41:03
  haven't
• 41:03
  discovered
• 41:04
  yet,
• 41:04
  that's
• 41:04
  where
• 41:04
  you're
• 41:05
  going
• 41:05
  to
• 41:05
  get
• 41:05
  rich.
• 41:05
  Yeah,
• 41:06
  that's
• 41:07
  where
• 41:07
  the
• 41:07
  answer
• 41:07
  is.
• 41:07
  So
• 41:09
  thanks
• 41:09
  so
• 41:09
  much
• 41:09
  for
• 41:10
  sharing
• 41:10
  that
• 41:10
  and
• 41:10
  thanks
• 41:11
  again
• 41:11
  for
• 41:12
  spending
• 41:12
  the
• 41:12
  time
• 41:13
  today
• 41:13
  and
• 41:14
  sharing
• 41:14
  the
• 41:15
  insight
• 41:15
  from
• 41:15
  successful
• 41:16
  journeys
• 41:16
  and
• 41:17
  hopefully
• 41:18
  many
• 41:18
  more
• 41:18
  to
• 41:18
  come
• 41:18
  as
• 41:18
  well.
• 41:19
  So
• 41:20
  if
• 41:21
  folks
• 41:21
  are
• 41:22
  interested
• 41:22
  in
• 41:22
  finding
• 41:23
  out
• 41:23
  what
• 41:23
  you're
• 41:23
  up
• 41:23
  to
• 41:23
  next
• 41:25
  or
• 41:25
  you
• 41:25
  know,
• 41:26
  checking
• 41:26
  out
• 41:27
  some
• 41:27
  of
• 41:27
  the
• 41:27
  stuff
• 41:27
  that
• 41:27
  you've
• 41:28
  been
• 41:28
  involved
• 41:28
  in,
• 41:28
  like
• 41:29
  where
• 41:29
  should
• 41:29
  they
• 41:29
  go
• 41:29
  and
• 41:29
  where
• 41:29
  should
• 41:30
  they
• 41:30
  find
• 41:30
  you.
• 41:30
  Yeah,
• 41:31
  well,
• 41:31
  you
• 41:31
  know,
• 41:31
  I'm
• 41:31
  active
• 41:32
  on
• 41:32
  LinkedIn
• 41:32
  or
• 41:32
  people
• 41:33
  can
• 41:33
  reach
• 41:33
  out
• 41:33
  to
• 41:34
  me
• 41:34
  at
• 41:35
  dimitri.adler@gmail.com
• 41:37
  much
• 41:37
  more
• 41:37
  accessible
• 41:38
  than.
• 41:39
  You
• 41:39
  would
• 41:39
  imagine
• 41:40
  and
• 41:40
  I
• 41:41
  can
• 41:41
  vouch
• 41:41
  firsthand
• 41:42
  for
• 41:42
  what
• 41:42
  an
• 41:42
  excellent
• 41:43
  and
• 41:43
  sage
• 41:44
  source
• 41:44
  of
• 41:44
  advice
• 41:44
  and
• 41:45
  counsel
• 41:45
  and
• 41:45
  wisdom
• 41:46
  Dmitry
• 41:47
  is
• 41:47
  outside
• 41:47
  of
• 41:47
  podcasts
• 41:48
  as
• 41:48
  well
• 41:48
  as
• 41:48
  on.
• 41:49
  So
• 41:49
  looking
• 41:50
  forward
• 41:50
  to
• 41:50
  continuing
• 41:51
  those
• 41:51
  conversations
• 41:53
  as
• 41:53
  well.
• 41:53
  And
• 41:53
  thanks
• 41:54
  for
• 41:54
  everything
• 41:54
  that
• 41:54
  you've
• 41:55
  that
• 41:55
  you've
• 41:55
  helped
• 41:55
  me
• 41:55
  out
• 41:55
  with
• 41:56
  so
• 41:56
  far.
• 41:56
  Much
• 41:56
  appreciated.
• 41:57
  Of
• 41:57
  course.
• 41:57
  This
• 41:58
  has
• 41:58
  been
• 41:58
  so
• 41:58
  much
• 41:58
  fun
• 41:59
  and
• 41:59
  I'd
• 41:59
  love
• 42:00
  to
• 42:00
  do
• 42:00
  it
• 42:00
  again.
• 42:00
  Thank
• 42:00
  you,
• 42:00
  Brad.
• 42:01
  Yeah,
• 42:01
  take
• 42:01
  care.
• 42:02
  Thanks
• 42:02
  for
• 42:02
  tuning
• 42:03
  in
• 42:03
  to
• 42:03
  Transformed
• 42:04
  with
• 42:04
  Data.
• 42:05
  If
• 42:05
  today's
• 42:05
  conversation
• 42:06
  gave
• 42:06
  you
• 42:06
  even
• 42:06
  one
• 42:07
  insight,
• 42:07
  one
• 42:07
  aha
• 42:08
  moment,
• 42:08
  or
• 42:08
  one
• 42:09
  new
• 42:09
  idea
• 42:09
  to
• 42:09
  take
• 42:09
  action
• 42:10
  on,
• 42:10
  do
• 42:11
  me
• 42:11
  a
• 42:11
  favor,
• 42:11
  subscribe,
• 42:12
  leave
• 42:13
  a
• 42:13
  review,
• 42:13
  and
• 42:13
  share
• 42:14
  this
• 42:14
  with
• 42:14
  someone
• 42:14
  who's
• 42:14
  ready
• 42:15
  to
• 42:15
  level
• 42:15
  up.
• 42:15
  Until
• 42:16
  next
• 42:16
  time,
• 42:17
  keep
• 42:17
  asking
• 42:17
  the
• 42:17
  right
• 42:18
  questions,
• 42:18
  keep
• 42:19
  challenging
• 42:19
  the
• 42:19
  status
• 42:20
  quo,
• 42:20
  and
• 42:20
  keep
• 42:21
  transforming
• 42:21
  with
• 42:21
  Data.